8/9/2019 Indian Oil Sky Tanking

1/11

LOGO

Indian oil skytanking

www.themegallery.com

8/9/2019 Indian Oil Sky Tanking

2/11

Introduction

Indian oil skytankingIndianOil Skytanking Ltd (IOSL), a joint venture was formedby IndianOil Corporation Ltd, Indian OiltankingLtd, and

Skytanking Holdings GmbH of Germany in 2007, with equal

participation. The main objective of the new company is todesign, finance, construct and operate Aviation Fuel Farm

Facilities and also to offer Into-Plane fuelling services except

the sale of Aviation Turbine Fuel (ATF). It has the capacity

to pump over 156,000 liters of ATF per hour.

Bangalore International Airport is the first of its kind in India,

to operate the fuelling operations under Open Access System

where only one operator will be there on behalf of all oil

companies to receive, store and deliver the ATF required for air

crafts.

8/9/2019 Indian Oil Sky Tanking

3/11

DESIGNATION: CEO OF IOSL AND

UTHKANT LTD

Introduction

ConceptsPricing strategy, Distribution channel,Segmentation , Promotional strategy,Commercial terms.

EXPECTATION AND OBJECTIVE

TO STUDY, UNDERSTAND AND HAVE ANOVERVIEW OF B2B PROCESS OFIOSL.

Contact person

DrR.Ravi kumar

QUALIFICATION: PhD (IIT madras)B.E and MBA (osmania university)

ravikumar@indianoilskytanking.co.in

Cell no:9916523979

9980964525

8/9/2019 Indian Oil Sky Tanking

4/11

Question:1

A merchant or a

person who sells a

merchandisable

property, product or

goods is called avendor

Bharat Petroleum

Corporation Ltd

Hindustan Petroleum

Corporation Ltd

Indian Oil Corporation LtdReliance Petroleum

Shell MRPL Aviation Fuel

Services

Who are your important vendors?

8/9/2019 Indian Oil Sky Tanking

5/11

Question:2

A customer, also

called client, buyer,

orpurchaser, is usually

used to refer to a current

or potential buyer or user

of the products of an

individual or organization .

Air India

Air Arabia

Air France

Blue Dart

Kingfisher Red

Sri lankan AirlinesSpice Jet

Thai Airlines

GMR

Jet Airways

Malaysian Airlines

Who are your important clients?

8/9/2019 Indian Oil Sky Tanking

6/11

Question:3

Store, Maintain, DeliverJet A1 Fuel as perInternational Standards.

RenderDelay-free, Safe and Courteous Service to all Customers.

Continual Improvement in Processes, Services and the Quality

Management System.

What is the client and vendor relationship strategyadopted by you?

8/9/2019 Indian Oil Sky Tanking

7/11

Question:4

marketing channel: set

of intermediaries

(distributors, agents,

sales force) who

distribute a product or

service forthe place of

production (vendor) to

the place of

consumption (buyer)

There is no

distribution channel

for IOSL. They

directly fuelaircrafts in airports.

What kind of distribution channel you use?

8/9/2019 Indian Oil Sky Tanking

8/11

Question:5

Commercial

terms: pricing,

credit terms,discounts.

Which commercial term is used in yourorganization?

Based on Competitive

Tendering prices of ATF

will be fixed.

Credit period is given to

clients for a period of 15

days.

8/9/2019 Indian Oil Sky Tanking

9/11

Question:6

Promotion through

product seeding in

target segments

channel and

relationship

management

Which promotional media is used ?

Internet is the major

promotional media use by

them.

Conducting events like

world environmental day

celebrations

8/9/2019 Indian Oil Sky Tanking

10/11

Question:7

Micro

segmentation: segmentation

according to individual

characteristics of buyers

involved in the purchasing

decision.

Satisficers: single regular supplier

Optimizers: selection based on

quotations bid

On what basis you segment your buyers? Micro level/macro level?

1. Long-haul, short-haul,commuter flights and

general aviation

2. Cargo or passenger

services

3. Fuelling with static carts,

hydrant dispensers orbowsers trucks up to 85

m3 (22,000 gallon)

capacity

4. Working for the largest

airlines and oil companies

in the world.

8/9/2019 Indian Oil Sky Tanking

11/11

LOGO