sales - hindustan petroleum

Retail…Follow us on

23.47+0.31

+0.28 +0.01

+0.45

+0.55+0.14 +0.15 +0.05

+0.37 +0.09 +0.03 +0.16 +0.16 +0.14

06-07 07-08 08-09 09-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 18-19 19-20 20-21

+0.44

-3.32

BP

C

IOC

Sales14th consecutive year market share gain on TMF basis in PSU

scenario +2.88(26.35)

Registered a market sharegain of 0.12% in MS and0.13% HSD.

Achieved total RetailVolumes of 22.0 MMT,exceeding the BE of 21.6MMT by 1.8 %. Achievedsales of 6.7 MMT MS and14.7 MMT HSD.

Bridged TMF gap with BPCby 330 TMT and with IOCby 2300 TMT.

Bhutan Sales: MS – 2736 KL & HSD - 6948 KL


Network

Record commissioning of 2157 New Retail Outlets, highest ever in a year.

Crossed the previous highest no of 1194 (in FY 2019-20) in Dec 20.

Total number of Retail Outlets from 16476 as on 01.04.2020 to 18633.

13 81231

392 511695

8941131

13611543

1789

2157

7 19 31 60 144299 423 552

722912

1106 1194

Ap

r-2

0

May

-20

Jun

-20

Jul-

20

Au

g-2

0

Sep

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Oct

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No

v-2

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Dec

-20

Jan

-21

Feb

-21

Mar

-21

NRO - Cumulative

2019-20

2020-21

1056 1018723

380

590 624 669

476

1194

2157

11

-12

12

-13

13

-14

14

-15

15

-16

16

-17

17

-18

18

-19

19

-20

20

-21

NRO Year wise


CNG stations

CNG facilities added at 203 retail outlets,highest ever in a year vs MOU target of169. Total No. of CNG Stations is now674.

Crossed the previous highest no of 166(in FY 2019-20) in Jan 21.

020 28

5269

93110

128149

170190

203

10 10 12 1627

5162

8399

114

148166

Ap

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20

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g-2

0

Sep

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No

v-2

0

Dec

-20

Jan

-21

Feb

-21

Mar

-21

CNG stations Commissioning-Cumulative

2019-20

2020-21


Branded fuels

Generated additional revenue of Rs 80Crores, from branded fuels during theyear through dynamic pricing, highestever in a year.

poWer99 was launched at 12 moreoutlets. poWer99 is now available in 40outlets at 22 cities.

Additional margin of Rs 1.69 Croresfrom sale of poWer99.

40

50

65

80

17-18 18-19 19-20 20-21

Additional Margin Branded Fuel in Rs. Cr.


Mobile dispensers

Commissioned 369 mobile dispensers in the year, taking the total number of mobiledispensers to 387.

Commissioned record 125 mobile dispensers in a month in Mar 21.Arrangement entered into with ICICI Bank for financing the purchase of Mobile Bowsers by

DDD operators.

18 20 25 25 27 3052 68

104153

205

262

387

Mar

-20

Ap

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0

May

-20

Jun

-20

Jul-

20

Au

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-20

Oct

-20

No

v-2

0

De

c-2

0

Jan

-21

Feb

-21

Mar

-21

Mobile Dispensers-Cumulative


COMCO

COMCO Millennium retail outlet at Visakh has achieved a MS sales volume of 12032 KL during

current financial year (The highest MS selling Industry retail outlet in India.) Registered

Record 127 KL lube sales during the year.

COMCO Nikol, Ahmedabad achieved TMF sales volume of 750 KL PM in just seven months of

commissioning.

COMCO Millennium-Visakh, India’s highest MS selling industry outlet

https://www.kooapp.com/koo/MeraHPPump-3JNAB/E0VOU

https://sharechat.com/amp/profile/hpcl_retail

https://www.youtube.com/c/HPCLRetail

https://in.linkedin.com/company/hpclretail

https://www.facebook.com/hpclretail/

https://www.twitter.com/hpcl_retail

https://www.instagram.com/hpclretail/


Club HP lube stations

100 branded lube oilchange stations aptlynamed “Club HP LubeStations” were rolledout across India

Achieved lube salesvolumes of 38.7 TKLwith growth of 6 %over the previousyear.









Club HP connect

Launched branded smart outletsnamed Club HP Connect acrossIndia. These are fully automatedoutlets with Integrated PaymentSolution.

Commenced 5109 smart outlets.








Retail…

29.0

27.2 27.329.0 28.9

30.329.2

26.4

28.329.9 30.0

32.6

25.5

27.5

31.9 32.3

34.2 34.9

32.4 32.5

35.0

36.837.9

40.3

APR MAY JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR

Digital Conversion (DC)

2019-20 2020-21

8% increase in DC

Achieved Highest ever digitalconversion of 40.3% (COMCOs : 64.6% )

UPI and Rupay spends increased by 5times from April’20 to March’21

Achieved Highest ever spends of Rs.100 Cr. (10 TKL) on HP Pay in Mar’21

HP Pay Conversion on TMF Overall: 0.4% COMCOs : 5.5%

Launched HPCL-UBI Co-Branded RupayCredit Card with NCMC feature – Firstamong OMCs

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Digital conversion

Retail…

Sales Thru DT Plus on HSD : Apr 20- Mar 21

DT Plus Volume 20-21 3159 TKL

Partner Volume (BlackBuck, ShriramTransport Finance Company, SundaramFinance Ltd, Ashok Leyland, Tata MotorFinance Ltd (New) & Hinduja Leyland FinanceLtd (New) : 356 TKL

Infrastructure Volume (L&T, Tata Proj.) : 10TKL

1st Amongst OMCs to enable Fastag for Fuel(with IDFC First Bank & ICICI Bank)

DT Plus Co-Branded Cards - OEM Tie-ups(Ashok Leyland, Volvo- Eicher, DICV & JCB(New)

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124

194

243 250 240264

298 288318 309 295

335

0.0

5.0

10.0

15.0

20.0

25.0

0

50

100

150

200

250

300

350

400

APR MAY JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR

Volume in TKL DTP Conv. In %

Drive track plus


Capex

Achieved Capex of Rs. 1325 Croresexceeding SBU target of Rs. 1168Crores

Surpassed Rs. 1000 Cr mark in Capexfor a record 5th time in a row

602 623

515733

912

1041

1278

1528

1089

1325

11

-12

12

-13

13

-14

14

-15

15

-16

16

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17

-18

18

-19

19

-20

20

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Capex year wise









Retail automation 1496 outlets automated during the year taking

total no. to 16614

Upgraded 536 outlets of Initial Phases of

Automation

Achieved 98.15% NANO ,98.32% Connectivity

and 92.1% Safety interlocks

5109 outlets upgraded to Smart Outlets under

brand name Club HP Connect

Role based dash board of Retail Automation for

better monitoring

Launched Mobile App on automation data

Integration of Nozzle sales at COMCOs with JDE

Rs 6.8 Cr realized through disposal of scrap

during the year









Solarisation

Record number of 1146 outlets were introduced with solar power during 2020-21

Retail SBU have total 4648 outlets with solar power plants

Total installed capacity 24.82 MWp which amounts to 6939 MTCo2E

227

575445 464

737

10541146

2014-15 2015-16 2016-17 2017-18 2018-19 2019-20 2020-21

Solarisation









Electric vehicle charging station

Record number of 55 EVCS installed at our outletsduring 2020-21

Retail SBU have total 84 outlets with EVCS includingbattery swapping

Secretary, MOPL&NG inaugurating EVCS at COMCO, Old Airport , Bengaluru









Vapor recovery systems(VRS)

Complied to Hon’ble NGT order to install VRS systemsin NCT

Complied to Hon’ble NGT order to install VRS systemsin NCR

Complied to Hon’ble NGT order to install VRS at outletsin Chembur area

As per CPCB directives to install VRS at all outlets sellingpetrol more than 300 kl per month in 46 cities, Stage IIVRS is installed at all outlets, WIP for Stage IB which isinterlinked to conversion of tank trucks









Embarking up on new branding

Secretary, MOPL&NG inaugurating EVCS at COMCO, Old Airport , Bengaluru

Key-Features

Vibrant look against the convention H type canopy

Optimum display of messages

Curvilinear shape for RVI inline with canopy

Linear lighting with intelligent features

An energetic and contemporary appearance given to sales building









Highway retailing

Highway segment added 197 TKL additional HSDvolumes during 2020-21 to improve volumecontribution to 59.30% (over historical 58.18%).

MOU signed with HADPL (Cube Highways) todevelop COCO outlets at land awarded to them byNHAI/ Govt agencies.

Activity started at Highway outlets near Toll plazasto promote sales of Fastag through IDFC First Bank.

Successful in bidding for getting one site fordevelopment of retail outlet under PurvanchalExpressway in UP.









Allied retail business

Achieved an ARB income of Rs.55 Crores for the FY 2020-21.

Good contribution from sales offuel additives, DEF & groundpromotion activities of SBI cards,Exide life insurance.








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http://www.google.com/imgres?imgurl=http://www.neytri.com/wp-content/uploads/2009/10/ICICI-Logo.gif&imgrefurl=http://www.neytri.com/icici-in-talks-to-sell-its-27-stake-in-3i-infotech/&usg=__ZCzv8-mlRPiERYUuw6B2QJZuWB4=&h=260&w=260&sz=7&hl=en&start=1&itbs=1&tbnid=rs1-C48lTkQQpM:&tbnh=112&tbnw=112&prev=/images?q=icici+logo&hl=en&gbv=2&tbs=isch:1


Sale of diesel exhaust fluid (DEF)Achieved sales of 11.7 TKL DEF in the year at

a phenomenal growth of 286 % overhistoricals.

Rolled out 5 Ltr SKU in addition to the existing20 Ltr.

Achieved network coverage of 60 %. Commissioned the first Bulk DEF dispensing

facility for HPCL in the country.60 367

9761891

2661

37074457

5452

6753

7998

9293

11713

Ap

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DEF Sales cum. (KL)

Achieved ARB revenue of Rs.3.5 Cr. to Retail SBU and overall revenue of Rs.7 Cr. to HPCL









Sale of fuel additivesAchieved sales of 119 KL additives in

the year at a phenomenal growth of300 % over historicals.

Rolled out rebranded additives ‘poWerPetrol Plus’ and ‘Turbojet Diesel Plus’during the year.

0 279710932

21382

32684

47254

57823

69790

81493

93307

103672

118972

Ap

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May

-20

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Mar

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Additive Sales cum. (Ltrs)

Achieved ARB revenue of Rs. 4.8 Crores









T&P Performance-20-21

4238 nos. Gurukul Training Programsconducted for 56321 FSMs.

776 nos. 2-day Dealer Training Programsconducted across all Zones involving 16637dealers.

321 No.s of SOP Champ programs conductedinvolving 979 dealers and 5499 FSMs

Total 1296 CPGRAMS grievances handledduring 2020 -2021 and total 1261 Grievancesdisposed during with 97% grievancesdisposed and 13 days average disposal time.

0

20000

40000

60000

2018-19 2019-20 2020-21

445 1433 423811441

24765

56321

Gurukul Training

Gurukul ( No. of programs) No. of FSM Trained

0

10000

20000

2018-19 2019-20 2020-21

95 236 776

1689 4536

16637

2 Day Dealer Training

2 Day Dealer Training (No. of Programs)

No. of Dealers trained









T&P Performance:20-21

Total 4609 CRM received during 2020-2021 and 4580 CRMs closed (99.4 with5.6 Average disposal and feedback scoreof 3.2 .

560 Retail officers ( Including New Joinee )imparted functional training .

35 Officers nominates for customized longduration Executive program in DataAnalytics through IIM Amritsar.

Online Assessment test conducted forNew Sales officers.

4609

4580

99.4 5.6 3.2CRM

CRM RecdCRM Closed% ClosedAverage Disposal TimeFeedback

Online Assessment for new SO’s









Hyper local marketing

Pilot of Hyper Local Marketing rolled out in 4 regions namely Bengaluru, Delhi, Pune and Secundrabad. Building assets for every outlet across digital platforms (mobile optimized microsite, Facebook pages, Google My

Business) Objective is to tap the business potential of the appx. 68 lacs “Petrol pump near me” google searches happening

every month in India.








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