Indian Oil Corporation Ltd. an Internship Report

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Indian Oil Corporation Ltd.

An Internship Report

Giselle Charisma Sequeira
SSN: 889-94-0978

In Partial Fulfillment of the Master’s Program in Business Administration, Ohio University, Athens, USA

OHIO University Christ College Academy for Management Education Christ College Campus,
Hosur Road, Bangalore-29
April 2007

ACKNOWLEDGEMENTS

Completing a task is never a solo effort. It is often the result of invaluable contributions by a number of individuals in a direct or indirect manner, which helps in the shaping and achievement of success. Firstly, I would like to express my sincere gratitude to Mr. Nilesh Nekaljay, Manager (T&D) for granting me the opportunity to undertake an internship at the Indian Oil Corporation Ltd. (Marketing Division, Mumbai). I am extremely grateful to my project guide, Mr. Vigyan Kumar, Manager (Retail Sale) for his encouragement and patience throughout the duration of this project. Without his vision, guidance and support this report would not have materialized. I would also like to deeply thank the various people at IndianOil who, during the period of my internship, provided me with useful and helpful assistance. Without their care and consideration this report would not have been completed. I am thankful to the Internship Coordinators at Ohio University Christ College, Dr. Amalendu Jyotishi and Mr. Girish M. for their invaluable support and guidance during the internship period. Last but not the least, I would like to thank my parents for their inestimable love, support and encouragement which gave me the confidence and determination to carry out this project.

EXECUTIVE SUMMARY

The deregulation of the Indian Petroleum sector in 1999 brought about a major change in the way Petroleum companies conduct their business. This sector has been exposed to new market forces and competition has grown enormously. With the entry of private players, the consumers’ demands have increased. The existing players have thus come to recognize the need to evolve at a quick pace and to be market driven, service driven and most importantly relationship driven. Loyalty programs is the new trend which is catching up at a relatively fast pace in India. Indian Oil Corporation Limited (IOCL) is running its own loyalty based fleet card program known as the XTRAPOWER Fleet Card Program. Launched in March 2004, this program has emerged as the largest and most wide-ranging fleet card program in the country and has crossed the mark of one million customers. In spite of this program’s huge success and active promotional schemes being undertaken by IOCL, the current customers are not using the cards to the full extent. The main objective of my project at IOCL was to, thus, study the XTRAPOWER Fleet Card Program Proposition and to recommend steps to be taken to enhance card usage. This project report includes the methodology of the research undertaken, findings and solutions to the current problems being faced by customers.

TABLE OF CONTENTS

Particulars Page No.
The Oil Industry in India…………………………………………………………………………………………5 Oil Industry Structure In India……………………………………………………………………..6 Indian Oil Corporation Limited…………………………………………………………………………………7 Vision, Mission & Values……………………………………………………………………………...8 Organization Structure…………………………………………………………………………………9 Business of IndianOil………………………………………………………………………………….10 IndianOil Products………………………………………………………....…………………………14 IndianOil Brands……………………………………………………………………………………….16 Group of Companies………………………………………………………………………………….22 Financial Analysis………………………………………………………………………………………27 Project Findings……………………………………………………………………..……………………………28 Petrol Retail & Consumer Loyalty In India……………………………………………………29 XTRAPOWER Fleet Card Program……………………………………………………………….31 Program Details…………………………………………………………………………………..32 Additional Information on Fleet Tracking………………………………………………..37 Additional Information on Reward...
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