doc id © chevron 2005 2007 delo ® performance advantage truck dealer program nov. 30, 2007

DOC ID© Chevron 2005

2007 Delo® Performance Advantage Truck Dealer Program

Nov. 30, 2007

2DOC ID© Chevron 2005

Introduction

Susan Gorlach - On Highway Specialist,

C&I Direct Sales, CGL NA

Nicole Fujishige - Commerical Automotive Marketing Manager


Safety Moment

Yellow shaded areas represent "blind spots" or areas where a car disappears from a truck driver's view

Trucks have blind spots to the right and rear of the vehicle

Smaller blind spots exist on the right front corner and mid-left side of the truck


Agenda

Overview of OE Dealer Market Segment and Chevron Market Strategy

Summarize OE Dealer Market Study Findings

Overview of Chevron OE Dealer Specialist Roles

Overview of Chevron Marketer Sales Support Needed & Marketer Compensation

How The Delo Performance Advantage Truck Dealer Program Works

Benefits to the Dealer

How to Sell the Delo Performance Advantage Truck Dealer Program

Account Set-Up and Billing

Equipment Funding Assistance

POS Materials

Recent Enhancements to the OED Program

The Delo Performance Advantage OE Truck Dealer Program Binder

The DeloPerformance.com Website

Training Options

Promotions

Question and Answer Session


Overview of the OE Truck Dealer Market Study - Current Status

Local dealerships and service locations have a high demand for service and a growing need for information on programs, promotions and product information that is best satisfied on a local basis

Chevron enjoys the highest commercial factory-fill market share of any supplier to the industry

We want to build on this success by partnering with you to provide sales support that will result in an expanded presence of Chevron-branded products in the OE truck dealer market segment


Overview of the OE Truck Dealer Market Study - Findings

Best Features:

1) Delo Brand Recognition

2) Product Quality

3) Product Availability

4) Outstanding Local Marketer Support

5) Excellent Technical Support


Overview of the OE Truck Dealer Market Study - Findings Contd.

Opportunities:

1) Local contact and communication with dealers

2) Dealer & Sales Training

3) Promotions and merchandising materials

4) Timely Equipment funding

5) Product list cross-referencing OEM part numbers to Chevron part numbers


Overview of the OE Truck Dealer Market Study - Findings Contd.

Enhancements to the Chevron OE Truck Dealer Program:

New promotions

Enhanced training programs

A dedicated OE Dealer website at www.DeloPerformance.com,

Streamlined equipment funding program with reduced turnaround time

Partnering with our Lubrication MarketersPartnering with our Lubrication Marketers


Overview of the Current OE Truck Dealer Sales Strategy – The Chevron Commercial Installed Specialists


Overview of the Roles & Responsibilities of the Chevron Commercial Installed Specialists

Actively call on OE truck dealers and truckstops in their geographic areas

Provide Training to dealer & marketer sales teams

Negotiate and implement equipment agreements and supply contracts

Represent Chevron products and solutions at trade shows & customer events


Overview of the New OE Truck Dealer Sales Strategy – The Opportunity

Chevron aligns sales efforts with marketers to form a partnership

Marketers rewarded for sales efforts with the PL3 service fee

Dealers benefit by enhanced access to Chevron products, people and services


Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation

Marketer must submit a completed registration form to the Lubricants Business Center to receive a PL3 service level on dealer accounts they serve.

Submit forms via fax to Sharon Edelen at 502-420-6073

PL3 service fees will be paid on all Chevron branded deliveries to accounts for which a completed registration form is received


Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation

Retention of PL3 service fees is performance based

Marketer sales rep is required to submit quarterly sales call reports and maintain volume to retain PL3 service fee

Excel document can be downloaded from Chevron Business Point & submitted to [email protected]

For those enrolled – first sales report due Dec. 15, 2007

If you enroll after Dec. 15, or are enrolling now, the sales report due date is March 15, 2008.


Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation Contd.

LM NameLM Sales Rep Name

Dealership Name

Dealership Ship-to Account Date of Visit

Dealership Contact Name

Dealership Contact Title

Dealership Email

Who was Contacted During the Call

Stage of Sales Process Call Notes

Marketer Sales Call Sheet


Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation Contd.

The Partnership Perks Program:

Rewards the Marketer sales rep for their sales efforts

Promotion runs from Oct. 1 – Dec. 31, 2007

Tied to Delo® branded and select Chevron branded products

To submit claims, log-on to the Partnership Perks Program web site through Chevron Business Point (Marketing/Programs/Business Incentive Programs/Chevron Partnership Perks)


How The Delo Performance Advantage Truck Dealer Program Works – Dealer Benefits

Purchases contribute toward Dealer parts program goals and incentives

Availability to the award-winning Delo® product line

Equipment funding assistance is available

Access to Chevron merchandising materials

Option to use Chevron Business solutions

Variety of training programs designed to fit your needs

Exceptional technical support through LubeTek

Regular industry updates and newsletters

Dealer Open House support including access to the Delo® Truck

A dedicated OE Dealer website at www.DeloPerformance.com


How to Sell The Delo Performance Advantage Truck Dealer Program

Its Easy!

1) Visit an OE Dealer and ask for the Parts Manager or Service Manager

2) Use the Delo Truck Dealer program binder to show the features and benefits

3) During the sales call, identify the Dealer’s product and equipment needs, then contact the Commercial Installed Specialist in your area with this information when you have closed the sale

4) The Specialist in your area will initiate an account set-up & follow up with the dealer regarding any equipment funding requests


Dealer Billing & Marketer Compensation Under The Delo Performance Advantage Truck Dealer Program

1) Deliveries made to dealer locations are processed as a buyback, and marketers are paid a service fee for each delivery

2) The dealer is billed & given parts credit by the OEM

3) Submit your delivery invoices to receive your Partnership Perks

4) Submit your quarterly sales call report to ensure the PL3 service fee remains in effect


How to Address Equipment Funding Requests

Identify equipment needs and projected product volumes for the dealership

Forward the product volumes & equipment needs to the Commercial Installed Specialist in your area

The Specialist in your area will work with the dealer to secure a cash advance for lubrication dispensing equipment

Funding is tied to an annual volume commitment over the term of the agreement


How to Address Requests for Point-of-Sale Materials

Merchandise brochure available on www.DeloPerformance.com

Available merchandise includes:

Curb signs

Display racks

Illuminated & non-illuminated signs

Banners

Posters

Floor mats

Mirrors

Welcome mats

Menu board…and much more!

Forward merchandising material requests to the Specialist in your area


Recent Enhancements to the OE Dealer Program – The 2007 Delo Performance Advantage Truck Dealer Program Binder

Supplement your sales efforts

Educate current and potential customers

Promote features and benefits of the new program

Maintained and available online on Chevron Business Point

Ease of access to help promote the Delo® product line


Recent Enhancements to the OED Program -Introducing DeloPerformance.com!


Recent Enhancements to the OED Program -Introducing DeloPerformance.com!

Proprietary website providing online access to:

Delo Performance Advantage OE Truck Dealer Program binder

Delo Merchandise Brochure

LubricantsUniversity.com, BusinessPoint.Chevron.com and DeloTruck.com websites

Monthly OE Truck Dealer Letters

Delo Dollars Program

Product cross-reference list for each OEM

Chevron Business Point

Chevron Marketer Locator

Delo Truck Event Calendar

Delo Warranty

Product Information & MSDS


Recent Enhancements to the OED Program - Training

Robust training program has been developed with an emphasis on online training and LubricantsUniversity.com

Traditional customized training

Online training through LubricantsUniversity.com

Free Webinars available via live Internet access


Recent Enhancements to the OED Program - New Account Incentive with Partnership Perks

This incentive program rewards you with double Partnership Perks points for securing sales to new accounts of Delo Performance Advantage products.

New Accounts are defined as those that have not purchased Chevron-branded lubricants and coolants within the past 12 months.

The incentive is tied to the estimated annual purchases of Delo Performance Advantage products by the new account as shown in the table. The new account’s estimated annual purchases must be confirmed by submitting three months of delivery receipts and corresponding MSA invoices.


Recent Enhancements to the OED Program - New Account Incentive Continued

Annual Purchases(Gal) Points

1,000 – 3,999 40,000

4,000 – 6,999 80,000

7,000 – 9,999 120,000

10,000 – 12,999 180,000

13,000 – 15,999 220,000

16,000 – 18,999 260,000

19,000 – 20,999 300,000

21,000 + 340,000


Recent Enhancements to the OED Program - Merchandise and POS material promotion running September 1st through December 31st


Recent Enhancements to the OED Program – Delo Dollars for Dealers

Participants earned Delo Dollars when they increased their Chevron branded volume by 500 gallons as compared to the same purchase period in 2006.

Delo Dollars must be redeemed by Dec. 31, 2007 by logging on to www.DeloDollars.com.


Chevron Commercial Installed Specialist Territories

NORTHEAST: Kevin Broughton - 502-409-4590NORTHEAST: Kevin Broughton - 502-409-4590

MIDWEST & SOUTHEAST: Ed Maughan - 770-521-0477MIDWEST & SOUTHEAST: Ed Maughan - 770-521-0477SOUTHWEST & WEST: Eddie Shepard - 480-699-9001SOUTHWEST & WEST: Eddie Shepard - 480-699-9001


Q&A Session

To ask a question…

Type it into the Q&A box in the lower right-hand corner of your screen

or

Click the hand icon to the right and your phone will be unmuted so you can ask your question over the phone

doc id © chevron 2005 2007 delo ® performance advantage truck dealer program nov. 30, 2007

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