IMPROVING SALES OF BRANDED PRODUCTS

AN INTERNSHIP REPORT

Submitted by

SHADIQUE SHAMS
(0221PGD239)

PGDM (2022-2024)

Submitted to

RANJAN ARORA BUSINESS MANAGER, COCO

SECTOR PI, NOIDA DO

Submitted in partial fulfillment of the requirement for the degree

POST GRADUATE DIPLOMA IN MANAGEMENT IN

DEPARTMENT OF MANAGEMENT STUDIES

NOIDA INSTITUTE OF ENGINEERING & TECHNOLOGY,
GREATER NOIDA (U.P)

MAY-JULY 2023
Declaration
 DECLARATION

I, SHADIQUE SHAMS, hereby declare that the presented report of the internship
entitled “IMPROVING SALES OF BRANDED PRODUCTS” is a bonafide record
of research work done by me during the internship work and I also confirm that the
report is only my academic requirement not for any other purpose and has not
previously formed the basis for the award to me for any degree, diploma, associateship,
fellowship or other similar titles of any other university or society.

Place: NIET SHADIQUE SH.

Date: 05/07/2023 (0221PGD239)

CERTIFICATES
 CERTIFICATE

This is to certify that this Internship report entitled “IMPROVING SALES OF

BRANDED PRODUCTS” is a bonafide record of Internship work done
independently by “Mr. SHADIQUE SHAMS.” (0221PGD239) under my guidance
and supervision from 10.05.2023 to 06.07.2023 and that it has not previously formed
the basis for the award of any degree, diploma, fellowship or associateship to her .

Place: NOIDA DO Mr. RANJAN ARORA

Date: 05/07/2023 BUSINESS MANAGER

INDIAN OIL COCO

SECTOR PI NOIDA DO (UP)

(Guide)
 ACKNOWLEDGEMENT
ACKNOWLEDGEMENT

Firstly, I bow with indefinite gratitude before the Almighty God for all His blessings and graces
showered upon me throughout my life.

This Internship owes its existence to the guidance, assistance, help, and inspiration of many
people, although a comprehensive acknowledgment is impossible, I would like to extend my
heartfelt thanks to all of them from the depth of my heart.

The Internship report entitled “IMPROVING SALES OF BRANDED PRODUCTS” would not
have been possible without my close association with many people who were always there when I
need them most. I would like to recall with the most gratitude and indebtedness to all those
personalities who have helped me to complete this study successfully. I am extremely grateful to
Mr. RANJAN ARORA Business Manager Indian Oil Coco my guide for his valuable guidance and
support throughout the entire Internship Work Period. I had no words to express my thank for his
encouragement, and suggestion during the entire period as my advisor, guide, and also as teacher.

I am highly my word of thank you to Dr. Sanjay Kumar Kar, Professor, Department of
Management Studies, and Dr. Shrawan. Kumar. Trivedi, Assistant Professor, Department of
Management Studies for their immense support.

I highly thank Dr. Jaya Srivastava, Associate Professor & Head, of the Department of
Management Studies for her immense support during our entire Internship period as our teacher
and also as the head of the department.

I extend my sincere gratitude to Dr. Rohit Bansal, Associate Professor, Department of

Management Studies, and Dr. Kavita Srivastava Associate Professor, Department of Management
Studies.

I express my thanks to Dr. Debashish Jena, Assistant Professor, Department of Management

Studies, and Dr. Mohd Irfan, Associate Professor, Department of Management Studies and Dr.
Saroj Kumar Mishra Assistant Professor, Department of Management Studies.

I feel to acknowledge my deep sense of indebtedness and gratitude towards Mr. Shadique, (Intern)
Indian oil Coco from Noida Institute of Engineering and Technology for his valuable suggestions,
and great support.

With great reverence and gratitude, I acknowledge my wholehearted indebtedness to the Supervisor
of Coco, the Manager (Retail Sales), the Pump Manager, and all other staff for their support.

I place my token of thanks to the staff of Indian Oil Coco for all the help they extended during my
internship project work.

I am thankful to all people who were the respondents for the study for spending their valuable time
answering the interview schedule.

It’s my fortune grateful acknowledge the valuable support of some special individuals. My
acknowledgment will never be complete without the special mention of my project groupmate.
Shadique(Intern) has made me very comfortable and helped me when I am needed. Then to express
my appreciation to Divya Dinesan, and Sherya, (Intern) Indian Oil Coco from Noida Institute of
Engineering and Technology for their support. My extreme gratitude to my batch 2022-2024 MBA
lucky to be a part of this family. My special thanks to all seniors especially the 2021-2023 MBA
batch.

“I thank all people for their help, directly and indirectly, to complete my Internship project
work of apology to all those had not mentioned in person and note of thanks to everyone for their
prayers.”

Needless to say, I am solely responsible for my errors which may remain…

SHADIQUE SHAMS

0221PGD239
CONTENTS
 CONTENTS

Chapter No. Title Page No.

1 INTRODUCTION 1-4

2 MATERIALS AND METHODS 5-

18

3 RESULTS AND DISCUSSION 19-44

4 SUMMARY OF FINDINGS AND 45-60

CONCLUSION
ABSTRACT
 ABSTRACT

In May 2021, IOCL launched India’s first 95-octane petrol: xp95. And November 2021
XtraGreen diesel. The major competitors, HPCL and BPCL, have also launched products in
the same categories. The demand for branded fuels is very less than the normal fuels. in
such a scenario of high competition and fewer sales, the companies cannot just launch a
product and sit back. They need to monitor the value of their products, the brand, etc. in the
eyes of customers. In this project, trying to do the same. This study was conducted to
determine the brand performance of Xp95 petrol and Xtra-Green diesel.

The present study Title “IMPROVING SALES OF BRANDED PRODUCTS” was an

attempt to examine the satisfaction level of costumer and to promote the branded
products of IOCL. To achieve these objectives a branded Products customers
Satisfaction level survey was carried out. For this purpose, a sample of 108 respondents
was selected under the area of Noida. The data collected through IOCL Products
Customers Satisfaction level survey utilizing a questionnaire were behavior using
statistical tools like percentages and indices.
INTRODUCTION
 CHAPTER – I

INTRODUCTION

1.1INDUSTRY PROFILE

The oil and gas industry is the most important sector in any economy since it caters to a wide range of
industries including petrochemicals, fertilizers, automobiles etc., Thanks to its importance and limited
availability, it is one of the highly regulated sectors in India. This report gives a comprehensive picture
of the oil and gas industry. Government policies in India have changed considerably in the
postliberalization era, with private and foreign players getting the nod to indulge in oil exploration and
production through schemes like New Exploration and Licensing Policy (Nelp), I, II and III. Hence,
there is a good scope for domestic private players and foreign players to enter this sector. As a
background, the report provides a brief overview of the oil and gas industry, with a focus on
characteristics specific to the industry, segmentation, split up of the private and public sectors in the
industry etc. The segmentation details (the basic grouping in the industry such as light, medium and
heavy distillates) and the products covered under each segment have been suitably elaborated. The
typical characteristics of the industry (like heavy government controls, and import dependency on
feedstock that result in a burgeoning oil pool deficit) have been discussed. The report provides an
overview on the global scenario covering aspects like reserves in crude and natural gas, production
and the consumption of the same, contribution of the Organization of Petroleum Exporting Countries
(Opec), the effect of UN sanctions particularly on Iraq (Iraq is the third largest player in West Asia)
othever capacity situation in the Asian region, etc., The current scenario prevailing in the domestic
industry has been comprehensively covered with specific emphasis on government
regulations,demand-supplyy aspects, pricing in the industry etc.,
Indian oil corporation ltd was incorporated on 30 th June 1959. It was renamed as Indian oil corporation
ltd on 1st September 1964 following the merger of Indian refineries ltd (Established 1958) with it.
1.2 STATEMENT OF THE PROBLEM

Many studies have been done in this area but studies related to Improving sales of branded products in
Indian oil and that too in the Coco sector Pi Noida which is specially oriented to Branded Vehicle is
not very common and this indicates a research gap which this study sought to address.
Customers take special care about buying Petroleum items to avoid engine-related problems. While
buying Petroleum products a customer considers several factors such as price, quality, quantity,
availability, different variants, etc. The competition is severe and the Indian Oil has to consider the
opinion of the customers. This study tries to identify the different factors influencing buying of
Petroleum Products.

1.3 OBJECTIVES OF THE STUDY

• To Improve sales of Branded Products.
• To obtain customer opinions and suggestions in IOC Coco outlets and provide IOC with
suggestions on how to improve the Branded Products program's operation.
• To become known to the real market.
• To determine which areas competitors, perform well in and if IOCL is able to implement their
ideas.
• To put implementation the most practical and attractive suggestions and review the results.

1.4 METHODOLOGY OF THE STUDY

1.4.1 LOCATION OF THE STUDY:

• The study was conducted on Improving sales of branded products. The area has come under
the Indian oil Coco sector Pi Noida, Coco JRO, and Coco1Nodia.

1.4.2 RESEARCH DESIGN:

 • Research design constitutes the blueprint for the collection, measurement, and analysis of data.
It is the strategy for a study and plan by which the strategy is to be carried out. The design
allows researchers to hone in on research methods that are suitable for the subject matter and
set up their studies up for success. I have used a quantitative and qualitative research design.
The data have collected through an offline survey. Research design includes the followings
1.4.3 SAMPLING DESIGN
• Sampling refers to selecting some of the elements in a population by which one can draw
conclusions about the entire population.
1.4.4 TARGET POPULATION

• Vehicle owners will be the target population for this research, we have conducted survey in the
Coco sector pi, Coco I and coco JRO these are population who has vehicles are the target
population.

1.4.5 SAMPLING UNIT

• Sampling unit is the single unit of the population. Any person who uses petroleum fuels in Coco
sector PI is the sampling unit of the study.
1.4.6 SAMPLING TECHNIQUE

• The selection of the respondents will be done on the basis of convenience technique and simple
random method of sampling.
1.4.7DATA COLLECTION
• Only Primary data was collected for the study through a sample survey using a well-structured
questionnaire that the customer filled out accurately through a Google Form interview. Most of
the respondents in the study were male.
1.4.8 SAMPLE SELECTIONS
• For the study, the Indian oil customer selected a sample of 108 accused from Indian oil Coco
sector Pi Noida, who handles various products, proportionately using the convenient sample
method.

1.5 SCOPE OF THE STUDY

This study’s behavior is Consumer Satisfaction towards Branded Products in the Indian oil Coco
sector Pi Noida. It is aimed to identify the satisfaction level of the customers and demand for
various benefits provided and promotional activities adopted by the company. The study brings out
a new plan and promotional activity which will create a new customer base for the companies.

1.6 LIMITATIONS OF STUDY

• It is a personalized study; the behavior of the customers may change over time.
• Sometimes the problem I face is a language problem for which I have to make them
understand.
• Limited time available for interviewing the respondents. As a result of this it was not
possible to gather full information about the respondents.
• Due to the inclement summer season, at times people are less interested in filling
questionnaire.
• If the respondent’s answer does not fall in the options given, then the response becomes
biased
MATERIALS AND METHODS
 CHAPTER-2

MATERIALS AND METHODS

2.1 COMPANY PROFILE

2.1.1 INDIAN OIL

Petroleum is one of the most versatile energy sources available in the world. Since it is
inextricably related to all other industrial sectors, India's petroleum industry is regarded as the hub
of the country's economy. Industry, infrastructure, and the economy as a whole depend on
petroleum. One of the main energy sources for the Indian economy and population is the Indian
petroleum industry. Petro-product output, availability, and prices frequently affect various
economic factors.

One of the major Maharatna enterprises in PSUs is Indian Oil Corporation Limited IOCL) which
is the largest commercial enterprise oil India and the top-ranked Indian company on the Fortune
‘Global 500’ list. The Indian Oil Corporation Limited (IOCL) is a leading Indian state-owned oil
and gas company headquartered in New Delhi, India. It is the largest commercial enterprise in the
country and is ranked 142th on the Fortune Global 500 list of the world's biggest corporations as
of 2022. It comes third on the Fortune 500 India list of 2022. Indian Oil Corporation is among the
top five performers in terms of net profit for public sector enterprises in FY22, according to a
government survey. Revenue: Rs 607365 crore and Current market cap-Rs 1.12 trillion
IOCL was established in 1959 and has since grown to become one of the largest oil refining and
marketing companies in India. It is primarily engaged in the downstream sector of the oil and gas
industry, including refining, pipeline transportation, marketing of petroleum products, and research
and development.
Indian Oil is pursuing a wide variety of commercial interests through its 15 joint ventures with
reputable Indian corporate partners and achieving worldwide objectives through its subsidiaries in
Sri Lanka, Mauritius, the United Arab Emirates, Sweden, the United States, Singapore, and the
Netherlands. To increase the marketing of finished petroleum products, petrochemicals, lubricants,
and other products in the neighboring nations as well as the construction of infrastructure, the
corporation has also created new overseas offices in Yangon, Myanmar, and Dhaka, Bangladesh.

Indian Oil Corporation Limited (IOC) is a state-owned oil business that is 82% owned by the
government. Its activities include the sale of petro-products, distribution of LPG, and crude oil
refining. Additionally, it has the most revenue of any corporation in the oil and gas industry. IOC
possesses 41% of the country's total refining capacity. It has nine refineries, including the two
Bongaigaon Refineries and Petrochemicals Limited and Chennai Petroleum Corporation Limited
subsidiary refineries. During the years 2002–2003, the refineries of the IOC Group produced a
record amount of crude oil, 43.39 million metric tonnes.
The company's 7,170 km of total pipelines account for 76 percent of the market share and have a
combined annual capacity of 43.45 million metric tonnes. With about 22,000 selling locations,
roughly 8,100 retail fuel pumps, 3,900 LPG distributors, 3,500 kerosene distributors, and 95
aviation fuel stations, it has a sizable marketing infrastructure.

The "Research and Development Centre," the first such facility created in India, supports Indian
Oil's operations. Kuwait, Kuala Lumpur, Dubai, and Mauritius are among the locations of Indian
Oil's other four foreign headquarters. The business's mission is to support India's national
economy and its citizens as the country's leading national oil corporation. IOC aspires to be a
diverse and integrated "Global Energy Corporation" in its "vision beyond tomorrow."

2.1.2 REFINERIES
➢ 2.1.2.1 DIGBOI REFINERY: In Upper Assam, is India's oldest refinery and was
commissioned in 1901. Originally a part of Assam Oil Company, it became part of Indian
Oil in 1981. Its original refining capacity had been 0.5 MMTPA since 1901.
➢ The modernization project of this refinery has been completed and the refinery now has an
increased capacity of 0.65 MMTPA.

➢ 2.1.2.2 GUWAHATI REFINERY: the first public sector refinery in the country, was built
with Romanian collaboration and was inaugurated by Late Pt. Jawaharlal Nehru, the first
Prime Minister of India, on 1 January 1962.

➢ 2.1.2.3 BARAUNI REFINERY: in Bihar, was built in collaboration with Russia and
Romania. It was commissioned in 1964 with a capacity of 1 MMTPA. Its capacity today is 6
MMTPA.
➢ 2.1.2 .4 GUJARAT REFINERY: Koyali in Gujarat in Western India, is Indian Oil’s largest
refinery. The refinery was commissioned in 1965. It also houses the first hydrocracking unit in
the country. Its present capacity is 13.70 MMTPA.

➢ 2.1.2.5 HALDIA REFINERY: is the only coastal refinery of the Corporation, situated 136
km downstream of Kolkata in the Purba Medinipur (East Midnapore) district. It was
commissioned in 1975 with a capacity of 2.5 MMTPA, which has since been increased to 5.8
MMTPA.

➢ 2.1.2 .6 MATHURA REFINERY was commissioned in 1982 as the sixth refinery in the fold
of Indian Oil and with an original capacity of 6.0 MMTPA. Located strategically between the
historic cities of Delhi and Agra, the capacity of the Mathura refinery was increased to 7.5
MMTPA.

➢ 2.1.2.7 PANIPAT REFINERY is the seventh refinery of Indian Oil. The original refinery
with 6 MMTPA capacity was built and commissioned in 1998. Panipat Refinery has doubled
its refining capacity from 6 MMT/yr. to 12 MMTPA with the commissioning of its Expansion
Project.

➢ 2.1.2.8 SUBSIDIARY REFINERIES Bongaigaon Refinery (2.95 MMTPA), Chennai

Petroleum (9.5 MMTP).
2.1.3 PIPELINES

There are two main categories of pipelines used to transport energy products worldwide

2.1.3.1 PETROLEUM PIPELINES

There are three main types of petroleum pipelines used in this process: collection systems, crude oil
pipelines, and refined products pipeline systems. They convey crude or natural gas liquids . pipeline
networks that transport materials to a refinery. Following modification, petroleum is transferred via
pipeline networks for refined products to storage or distribution facilities to produce products like
gasoline or kerosene.
 2.1.3.2 NATURAL GAS PIPELINES

Natural gas is transported through these pipelines from stationary facilities, such as gas wells or
import/export facilities, and is delivered to a wide variety of locations, including resides or directly to
other export facilities. As part of this procedure, three different pipeline types—gathering systems,
transmission systems, and distribution systems—are also utilized. The natural gas gathering pipeline
system collects the main element from producing wells in an approach similar to the petroleum
gathering systems. It is then transported with large lines of transmission pipelines that move natural
gas from facilities to ports, refiners, and cities across the country. Finally, the product is distributed to
households and businesses through a network as part of the distribution systems. The two different
kinds of distribution systems are service distribution lines, which are smaller lines that link major
distribution lines to residences and businesses, and main distribution lines, which are bigger lines that
transport goods near cities.

2.1.3.3 CRUDE OIL PIPELINES

2.1.3.3.1 SALAYA-MATHURA PIPELINE (SMPL)

The 2660 km long crude oil pipeline originates from Salaya near Vadinar in Jamnagar district on the coast of
Gujarat to bring crude oil to IndianOil's Refineries at Koyali in Gujarat, Mathura in Uttar Pradesh and Panipat
in Haryana. Two Single Point Mooring (SPM) systems are operated at Vadinar to unload the crude oil received
from tankers including Very Large Crude Carriers (VLCCs) with offshore pipelines of 25 km. At Vadinar,
IndianOil has a vast crude oil tank farm having 18 tanks with a total capacity of 1.2 MMT. SMPL system also
has crude oil storage tank farms one at Viramgam in Gujarat, having 9 tanks with a total capacity of 0.4 MMT
and another at Chaksu in Rajasthan having 6 tanks with a total capacity of 0.3 MMT which works as Line
Balancing Tank (LBT).
2.1.3.3.2 PARADIP-HALDIA-BARAUNI PIPELINE (PHBPL)

Salaya-Mathura PipelineThe 1447 km long crude oil pipeline originates from Paradip in Odisha to
bring crude oil to IndianOil's refineries at Haldia in West Bengal, Barauni in Bihar, Bongaigaon
(through Oil India Limited's pipeline from Barauni) and part requirement of Guwahati by rake from
Barauni Refinery in Assam. In addition, the pipeline system includes 102 km long offshore and online
pipeline from three Single Point Mooring systems to the tank farm in Paradip. These SPMs also meet
the crude requirement of Paradip Refinery in Odisha through discharge of tankers including Very
Large Crude Carriers (VLCCs). At Paradip, IndianOil has a crude oil tank farm with 20 tanks and a
total capacity of 1.0 MMT. The PHBPTHEL system also has crude oil storage tank farm at Haldia
Pipeline Station in West Bengal, with 8 tanks of a total capacity of 0.4 MMT which works as Line
Balancing Tank (LBT).

2.1.3.3.3 MUNDRA - PANIPAT PIPELINE (MPPL)

The 1194 km long Mundra- Panipat Pipeline was commissioned to transport crude oil from Mundra on
the Gujarat co-ast to IndianOil's refinery at Panipat in Haryana. MPPL consists of a 74 km long
pipeline from Mundra to Churwa which is the hook up point of MPPL to the existing system of
Kandla-Panipat section of erstwhile Kandla-Bhatinda Pipeline near Gandhidham. The pipeline utilizes
Gujarat Adani Port's Single Point Mooring (SPM) offshore crude oil terminal facilities and associated
offshore and onshore pipelines. The crude oil tank farm consists of 12 crude oil storage tanks with a
total capacity of
0.6 MMT at Mundra Pipeline Station.
2.1.4 VISION

A major diversified, transnational, integrated energy company, with national leadership and a strong
environment conscience, playing a national role in oil security public distribution.

2.1.5 MISSION

To achieve international standards of excellence in all aspects of energy and diversified business with
focus on customer delight through value of products and services, and cost reduction. To maximize
creation of wealth, value and satisfaction for the stakeholders. To attain leadership in developing,
adopting and assimilating state-of- the-art technology for competitive advantage. To provide
technology and services through sustained Research and Development. To foster a culture of
participation and innovation for employee growth and contribution. To cultivate high standards of
business ethics and Total Quality Management for a strong corporate identity and brand equity. To help
enrich the quality of life of the community and preserve ecological balance and heritage through a
strong environment conscience.
2.1.6 SWOT ANALYSIS

2.1.6 .1 STRENGTH

• India's largest commercial enterprise with a strong brand name

• Has around 50% petroleum products

• Operates 10 refineries in India

• Huge distrubtion network through retailing

• Accounts for a 47% share in the petroleum products market, 34.8% share in refining capacity
and 67% downstream sector pipelines capacity in India
• Has over 35,000 employees

• Strong branding and marketing through through TVC, sponsorships, print, online ads etc make
Indian oil a top brand.

2.1.6.2 WEAKNESS

• Legal issues

• Employee management

• Bureaucracy

• Volatility in the crude market & subsidy burden

2.1.6.3 OPPORTUNITY

• Increasing fuel/oil prices

• Increasing natural gas market

• More oil well discoveries

• Expand export market

2.1.6.4 THREATS

• Government regulations

• High Competition
2.1.7 INDIAN OIL PRODUCTS

• NATURAL GAS
1. CNG
2. LNG
• PETROL/GASOLINE
1. XP95 Petrol
2. XP100 Petrol
• DIESEL/GAS OIL
1. Xtra Green Diesel
 • SERVO LUBRICANTS & GREASE
• MARINE FUELS & LUBRICANTS
• CRUDE OIL
• KEROSENE
• LPG

2.1.7.1 BRANDED FUELS

• XP95 PETROL
• XP100 PETROL
• XTRA GREEN DIESEL

2.1.7.1.1XP95 PETROL

IndianOil, keeping its promise of catering to the ever-evolving energy demands of the country,
launched XP95, India’s first 95 Octane petrol –– on May 1 2021, XP95 has been indigenously
developed by
IndianOil’s R&D team and has been accredited by the third parties.Depending on the vehicle model,
XP95 gives an additional 3.95% fuel economy, reduces carbon monoxide emissions by up to 44%,
hydrocarbon emissions by up to 13%, increases power by 4%, and ability to accelerate by 20.15%.
Additionally, XP95 keeps engines clean and makes them more corrosion resistant.

While the current market offering for branded gasoline comes with 91RON, XP95 imbues 95RON
within it. The higher octane lowers down the knocking tendency of the fuel, which in turn increases
thermal efficiency & superior clean combustion of fuel. XP95 is fast emerging as a popular fuel choice
for the Indians on the move. The popularity of XP95 is a testimony to IndianOil’s commitment to
providing best-in-class service to its customers.
Indian Oil XP95 is a premium fuel that has been designed to provide superior performance and
efficiency compared to other fuels in the market. It is made using a unique blend of advanced additives
and high-quality base fuels, which work together to deliver exceptional engine performance and fuel
economy.
Unlike regular fuels, Indian Oil XP95 has a higher octane rating, which means it can withstand higher
pressures and temperatures without detonating prematurely. This results in smoother acceleration,
better throttle response, and reduced engine knock. Additionally, Indian Oil XP95 contains detergents
and cleaning agents that help keep your engine clean and reduce emissions.

2.1.7.1.2 XP100 PETROL

To fulfill the aspirations of the well-heeled car aficionados, who drive the modern machines that
reflect the engineering marvels of the automobile revolution and to match their high-performance
beasts, IndianOil is leading the path to launch a high performing and the 'best-in-class' premium fuel.
Adding a feather in the crown of Atmanirbhar Bharat, IndianOil empowers India to join the league of
select advanced Nations like Germany and the USA that offer 100 Octane high-performance fuel to
demanding customers across the country. IndianOil's XP100 is the first such fuel being launched in
India. It is an innovative achievement of IndianOil through intense and sustained efforts of its world-
class R&D, harnessing indigenously developed technology that uses an interface of multiple
production streams and quality systems.

Dream vehicles with higher compression ratio engines require high-octane gasoline for inspiring,
superior performance. IndianOil XP100 with superior antiknock properties improves engine power
with faster acceleration, enhances fuel economy, and offers better drivability with increased engine
life. It also helps contribute towards a healthy and cleaner environment with reduced carbon
emissions. The low Benzene content in XP100 reduces carcinogenic emissions, while the low aromatic
content reduces suspended particulate matter, thus improving air quality.

2.1.7.1.3 XTRA GREEN DIESEL

IndianOil expanded its bouquet of differentiated offerings with the introduction of its all-new
highperformance diesel brand – XtraGreen. One of the cleanest diesel fuels across the globe,
XtraGreen offers higher fuel economy and reduced noise.

The higher cetane number of XtraGreen has led to better combustion & longer durability as compared
to conventional fuel, while Particulate matter (PM) emissions have decreased by about 7% (under
simulated road load driving conditions). PAH content in particulate matter is estimated to plummet by
nearly 3%, considerably reducing the carcinogenicity of diesel exhaust emissions.

The Diesel Multi-Functional Additive (DMFA) added in XtraGreen reduces carbon monoxide
emissions by 12%, while a 5% decline has been observed in the emission of nitrogen oxides.Third -
party testing agencies have also reported a nearly 6% increase in fuel economy. A new age eco-
friendly fuel, XtraGreen has been critical to driving the Nation with sustainable and eco-friendly
energy solutions.
 RESULTS AND
DISCUSSION
CHAPTER-3
RESULTS AND DISCUSSION

3.1 INDIAN OIL PREMIUM PETROL

3.1.1 SOCIOECONOMIC PROFILE OF THE RESPONDENTS

Socioeconomic factors are personnel characteristics used to collect and evaluate data on
people in a given population. Socioeconomic characteristics of a population can be expressed
statistically such as age and Gender.

3.1.1.1 AGE
This is the majority of the Indian oil customers belongs to the age group of 18-28 in this study. The
respondent’s Age-wise were studied under the four categories as age 18-28 years, 29 years to 38
years, 39 years to 49 years, and above 50 years.

Source: Primary data

Fig 3.1.1.1 Age Classification of Customers

Age is a very important demographic factor in the analysis. For the classification of the respondents,
they are classified into four age groups such as age 18-28 years, 29 years to 38 years, 39 years to 49
years, and above 50 years. From the figure it’s clear that out of 70 respondents, 14.3 percent were age
group of above 50, 18.6 percent belong to the age group of 39-49, 32.9 percent were age group of
2938, and 34.3 percents belong to the 18-28 age group. Hence it is concluded that the major share of
the sample comprises respondents between 18-28. This is the majority of the Indian oil customers
belong to the age group of 20-30 under this study.

3.1.1.2 GENDER

This is the majority of the Indian oil customers belongs to the gender of male in this study. The
respondent’s gender-wise were studied under the two categories as male and female.

Source: Primary data

Fig 3.1.1.2 Gender Classification of customers

Gender is also very important demographic factor in the analysis. For the classification of the
respondents, they are classified into two gender wise such as male and female. From the figure it’s
clear that out of 70 respondents, 92.9 percent were male and 7.1 percent belong to the female. Hence it
is concluded that the major share of the sample comprises respondent’s male. This is the majority of
the Indian oil customers belong to the male under this study.

3.1.1.3 TYPE OF VEHICLE

Majority of the respondents to under the category of four-wheelers. The respondent’s type of vehicle
was studied under the two categories as two-wheeler and four-wheeler.
 Source: Primary data

Fig 3.1.1.3 Type of vehicle

Vehicle is a fundamental necessity in life and has high social importance. Appropriately, the
respondents are classified into two-wheeler and four-wheeler. From the figure, it revealed that 41.4
percentages are two-wheeler and 58.6 percentage respondents are four-wheeler. Majority of the
respondents to under the category of four-wheeler.

3.1.2 BUYING OF CUSTOMERS INDIAN OIL PRODUCTS

In this section, an attempt was made to analyze customers buying patterns of Indian Oil Products in
terms of buy type products, frequency, petroleum outlet, etc.

3.1.2.1 PETROLEUM OUTLET PREFER

There is an enhanced penetration of Indian Oil Products in today’s market. The consumption of
Indian Oil Products has been increasing due to convenience and its availability at an affordable
price for consumers.
 Source: Primary data

Fig 3.1.2.1 Petroleum outlet prefer

The figure revealed that 99 percent respondents were Prefer Indian Oil Outlet, 36.2percent belong to
the prefer HPCL, 18.8 percent were preferred BPCL. Most of the people prefer Indian Oil.

3.1.2.2 REASON OF VIST

The majority of the respondents fall under the category of easy access (78.6 percentages). 28.6
percentages were extra services. The respondent’s reason of visit Indian Oil was studied under
the five categories such as easy access, costumer services, extra services, fuel quality, and
others.

Source: Primary data

Fig 3.1.2.2 Reason of Visit

Figure 3.1.2.2 indicates that 78.6 percentages of the respondent reason of visit easy access at
Indian Oil. 38.6 percentages of the respondent reason of visit costumer services. 28.6 percentage
and 34.3 percentages fuel quality of the respondent reason of visit extra services at Indian Oil.
1.4 percentages of the respondent’s others reason of visit at Indian Oil.
3.1.2.3 FREQUENCY OF PURCHASE OF INDIAN OIL PRODUCTS

The majority of the respondents purchase as per need from Indian Oil Products at the time they
need the products. The respondent’s Frequency of purchase of products was studied under the
six categories such as Daily, once in a week, twice in a week, thrice a week, As per requirement
and 1st time visitor.

Source: Primary data

Fig 3.1.2.3 Frequency of Purchase

Figure 3.1.2.3 indicates that 23.2 percentage respondents purchase once a week Products at the time
they need the products. 27.5 percentage respondents purchase twice in a week from Indian Oil
Products at the time they need the products. 27.5 percentage respondents purchase as per requirement
from Products at the time they need the products. 21.7 percent daily and 1st-time visitors from Indian
Oil Products at the time they need the products. The majority of the respondents purchase as per
requirement and twice in a week from Indian Oil Products at the time they need the products.

3.1.2.4 TYPE OF COSTUMER

The majority of the respondents were regular customers. The respondent’s type of costumer of
products was studied under the two categories as regular and first-time user.
 Source: Primary data

Fig 3.1.2.4 Type of Customer

Figure 3.1.2.4 shows that 78.3 percentage respondents were regular customers. 21.7
percentage respondents were first-time user customers. The majority of the respondents were
regular customers.

3.1.2.5 PRODUCT PURCHASED

The majority of the respondent's highest rank was got by normal Petrol of the consumers.
Consumer preferences are the backbone of every successful purchase product. Consumer
preference is what type of product an individual Consumers favor and disfavor. In this
analysis, various satisfactions towards products of Indian Oil were taken as XP95, XP100,
Normal petrol.

Source: Primary data

Fig 3.1.2.5 Product Purchased

Figure 3.1.2.5 shows the various products purchased preferences of the consumers. The
percentage method was used for this study. From the figure it’s clear that out of 70
respondents, the highest percentage was got by normal petrol (49.3%) followed by
respondents by use of other products like XP95 (39.1%) and XP100 (11.6%). Hence it can be
concluded that the most preferable Indian Oil products of normal petrol followed by others
like XP95 and XP100.
3.1.2.6 REASON FOR NOT BUYING

The majority of the respondents had lack awareness of branded Products. The respondents’ reason of
not buy of products was studied under the four categories such as Cost, Not interested, lack awareness,
Trust issues and Not Interested.

Source: Primary data

Fig 3.1.3.9 Reason of not buy

From Figure 3.2.2.6 it’s clear that out of 33 respondents shows that 57.6 percentage respondents
they have lack awareness of Products. 42.4 percentage respondents have not bought for branded
products cost issues.

3.1.3 BRANDED PRODUCTS CUSTOMERS

3.1.3.1 USAGE OF BRANDED(XP95/XP100) PRODUCT

The majority of the respondents 80.4 percentage customers who has already used branded products.
The respondents Usage of Branded Product were studied under the two categories such as Yes and No.
 Source: Primary data

Fig 3.1.3.1 Usage of Branded (Xp95/Xp100) Product

From Figure 4.2.7 it’s clear that out of 46 respondents shows that 80.4 percentage respondents
have already used. 19.6 percentage respondents have no used before. The majority of the
respondents only 80.4 percentages people they already used the products.

USED CUSTOMERS

3.1.3.2 FREQUENCY OF PURCHASE OF BRANDED (XP95/XP100) PRODUCTS

The majority of the respondent’s branded petrol was purchasing Once from Indian Oil Products
at the time they need the products. The respondent’s Frequency of purchase of products was
studied under the three categories such as regular, once, more than once.

Source: Primary data

Fig 3.1.3.2 Frequency of Purchase of Branded (Xp95/Xp100) Products

From Figure 3.1.3.2 it’s clear that out of 37 respondents shows that 51.4 percentage respondents
purchase Products only once time they need the products. 29.7 percentage respondents purchase
regular customers using branded products at the time they need the products. 18.9 percentage
respondents purchase More than once from Products at the time they need the products but they were
not regular customers.

3.1.3.3 IMPROVEMENT OF AFTER USAGE

Majority of the respondents have good experience after using they have also notice improvement
acceleration etc. The respondent’s improvement after usage of products was studied under the two
categories as Yes and No.

Source: Primary data

Fig 3.1.3.3 Improvement of After Usage

From Figure 3.1.3.3 it’s clear that out of 37 respondents shows that 89.2 percentage of the
respondents were good experiences after usage. 10.8 percentage of the respondents they cannot
find good experience after usage. The majority of the respondents got a good experience.

3.1.3.4 THE DIFFERENCE IN FUEL EFFICIENCY AND MILEAGE

Majority of the respondents have noticed the difference in fuel efficiency and mileage. The
respondent’s difference in fuel efficiency and mileage of products was studied under the two categories
as Yes and No.

Source: Primary data

Fig 3.1.3.4 The Difference in Fuel Efficiency and Mileage
From Figure 3.1.3.4 it’s clear that out of 37 respondents shows that 89.2 percentage of the
respondents have notice the difference in fuel efficiency and mileage. 10.8 percentage of the
respondents haven’t noticed the difference in fuel efficiency and mileage. The majority of the
respondents got a difference in fuel efficiency and mileage.

3.1.3.5 THE ANY REDUCTION IN ENGINE KNOCKING OR PINGING

Majority of the respondents haven’t noticed the any reduction in engine knocking or pinging. The
respondent’s the any reduction in engine knocking or pinging of products was studied under the two
categories as Yes and No.

Source: Primary data

Fig 3.1.3.5 The any reduction in engine knocking or pinging

From Figure 3.1.3.5 it’s clear that out of 37 respondents shows that 77.8 percentage of the
respondents haven’t notice the any reduction in engine knocking or pinging. 22.2 percentage of
the respondents have noticed the any reduction in engine knocking or pinging. The majority of
the respondents not got an any reduction in engine knocking or pinging.

3.1.3.6 ENGINE-RELATED ISSUES

Majority of the respondents haven’t experienced the any engine issues. The respondent’s the engine
issues of products were studied under the two categories as Yes and No.
 Source: Primary data

Fig 3.1.3.6 Engine-Related issues

From Figure 3.1.3.6 it’s clear that out of 37 respondents shows that 88.2 percentage of the
respondents haven’t notice the any engine issues. 11.8 percentage of the respondents have
noticed the engine issues. The majority of the respondents not got engine issues.

3.1.3.7 RECOMMENDATION TO OTHERS

Majority of the respondents were ready to recommend to other for using branded products. The
respondents recommend to other of products were studied under the two categories as Yes and No.

Source: Primary data

Fig 3.1.3.7 Recommendation to others

From Figure 4.2.7 it’s clear that out of 37 respondents shows that 88.9 percentage of the
respondents were ready to recommend to other. 11.1 percentage of the respondents were not
ready to recommended others because they were saying cost is very high. The majority of the
respondents were ready to recommend to other.
3.1.3.8 OVERALL SATISFIED WITH THIS PRODUCTS

Customers satisfaction refers to whether a product meets the consumers‟ expectations or not. The
satisfaction of customers towards Branded (xp95/xp100) Products may depend upon the attributes of
the product such as quality, quantity, price, etc. It helps to measure that whether the expected
performance of the product and the actual performance of the product is the same or different.

No
30%

Yes
70%

Yes No

Source: Primary data

Fig 3.1.3.8 Overall Satisfied with This Products

From Figure 3.1.3.8 it’s clear that out of 37 respondents shows that 70 percentage of the respondents
were satisfied with these products. 30 percentage of the respondents were not satisfied with this
product.
The majority of the respondents were satisfied.

3.1.4 NON-USER CUSTOMERS OF BRANDED PRODUCTS

3.1.4.1 CUSTOMERS READY FOR THE BRANDED PRODUCTS

The majority of the respondents were ready to buy the branded products. The respondents ready to buy
the branded of products was studied under the three categories as, yes, No, or Not Interested.
 Source: Primary data

Fig 3.1.4.1 Customers ready for the branded products

From Figure 3.1.4.1 it’s clear that out of 24 respondents shows that 83.3 percentage respondents were
ready to buy the branded products. 12.5 percentage respondent has no reason to buy. 4.2 percentage
respondent were not interested to buy.

3.1.4.2 OVERALL SATISFIED WITH THIS OUTLET

The majority of the respondents were saying satisfied with outlet because It’s Indian Oil coco. The
respondents Overall Satisfied with This Outlet studied under the two categories as, Yes and No.

Source: Primary data

Fig 3.1.4.2 Overall Satisfied with This Outlet

From Figure 3.1.4.2 it’s clear that out of 70 respondents shows that 97.1 percentage of the respondents
were satisfied with this Outlet. 2.9 percentage of the respondents were not satisfied with this outlet.
The majority of the respondents were satisfied.
3.2 INDIAN OIL EXTRA GREEN DIESEL

3.2.1 SOCIOECONOMIC PROFILE OF THE RESPONDENTS

Socioeconomic factors are personnel characteristics used to collect and evaluate data on people
in a given population. Socioeconomic characteristics of a population can be expressed
statistically such as age and Gender.

3.2.1.1 AGE

This is the majority of the Indian oil customers belongs to the age group of 29-38 in this study. The
respondent’s Age-wise were studied under the four categories as age 18-28 years, 29 years to 38 years,
39 years to 49 years, and above 50 years.
 Source: Primary data

Fig 3.2.1.1 Age Classification of customers

Age is a very important demographic factor in the analysis. For the classification of the respondents,
they are classified into four age groups such as age 18-28 years, 29 years to 38 years, 39 years to 49
years, and above 50 years. From the figure it’s clear that out of 38 respondents, 23.7 percent were age
group of above 50, 21.1 percent belong to the age group of 39-49, 47.7 percent were age group of
2938, and 10.5 percents belong to the 18-28 age group. Hence it is concluded that the major share of
the sample comprises respondents between 29-38. This is the majority of the Indian oil customers
belong to the age group of 29-38 under this study.

3.2.1.2 GENDER

This is the majority of the Indian oil customers belongs to the gender of male in this study. The
respondent’s gender-wise were studied under the two categories as male and female.

Source: Primary data

Fig 3.2.1.2 Gender Classification of customers

Gender is also very important demographic factor in the analysis. For the classification of the
respondents, they are classified into two gender wise such as male and female. From the figure it’s
clear that out of 38 respondents, 89.5 percent were male and 10.5 percent belong to the female. Hence
it is concluded that the major share of the sample comprises respondent’s male. This is the majority of
the Indian oil customers belong to the male under this study.

3.2.1.3 TYPE OF VEHICLE

Majority of the respondents to under the category of four wheelers. The respondent’s type of vehicle
were studied under the three categories as car, trucks, tractor.

Source: Primary data

Fig 3.2.1.3 Type of vehicle

Vehicle is a fundamental necessity in life and has high social importance. Appropriately, the
respondents are classified into two-wheeler and four-wheeler. From the figure, it revealed that
89.5 percentages are cars and 7.9 percentage respondents are trucks and 2.6 Percentage are
tractor.
Majority of the respondents to under the category of cars.

3.2.2 BUYING OF CUSTOMERS INDIAN OIL PRODUCTS

In this section, an attempt was made to analyse customers buying patterns of Indian Oil Products in
terms of buy type products, frequency, petroleum outlet, etc

3.2.2.1PETROLEUM OUTLET PREFER

There is an enhanced penetration of Indian Oil Products in today’s market. The consumption of
Indian Oil Products has been increasing due to convenience and its availability at an affordable
price for consumers.

Source: Primary data

Fig 3.2.2.1 Petroleum outlet prefer

The figure revealed that 94.7 percent respondents were Prefer Indian Oil Oulet, 39.5percent belong to
the prefer HPCL, 21.1 percent were preferred BPCL. Most of the people prefer Indian Oil.

3.2.2.2 REASON OF VIST

The majority of the respondents fall under the category of easy access (94.6 percentages). 26.3
percentages were extra services. The respondent’s reason of visit Indian Oil was studied under
the five categories such as easy access, costumer services, extra services, fuel quality, and
others.

Source: Primary data

Fig 3.2.2.2 Reason Of Visit

Figure 3.2.2.1. indicates that 94.7 percentages of the respondent reason of visit easy access at
Indian Oil. 44.7 percentages of the respondent reason of visit costumer services. 28.6
percentage and 44.7 percentages fuel quality of the respondent reason of visit extra services at
Indian Oil.

3.2.2.3 FREQUENCY OF PURCHASE OF INDIAN OIL PRODUCTS

The majority of the respondents purchase twice in a week from Indian Oil Products at the time
they need the products. The respondent’s Frequency of purchase of products was studied under
the six categories such as Daily, once in a week, twice in a week, thrice a week, as per
requirement and 1st time visitor.

Source: Primary data

Fig 3.2.2.3 Frequency of Purchase

Figure 3.2.2.3 indicates that 23.7 percentage respondents purchase once a week Products at the time
they need the products. 50 percentage respondents purchase twice in a week from Indian Oil
Products at the time they need the products. 23.7 percentage respondents purchase as per requirement
from Products at the time they need the products. 10.5 percent daily at the time they need the
products. The majority of the respondents purchase as per requirement and twice in a week from
Indian Oil Products at the time they need the products.

3.2.2.4 TYPE OF COSTUMER

The majority of the respondents were regular customers. The respondent’s type of costumer of
products was studied under the two categories as regular and first-time user.

Source: Primary data

Fig 3.2.2.4 Type of Customer

Figure 3.2.2.4 shows that 81.6 percentage respondents were regular customers. 18.4 percentage
respondents were first-time user customers. The majority of the respondents were regular
customers.

3.2.2.5 PRODUCT PURCHASED

The majority of the respondent's highest rank was got by normal diesel of the consumers.
Consumer preferences are the backbone of every successful purchase product. Consumer
preference is what type of product an individual Consumers Favor and disfavors. In this
analysis, various satisfactions towards products of Indian Oil were taken xtra green diesel.
 Source: Primary data

Fig 3.2.2.5 Product Purchased

Figure 3.2.2.5 shows the various products purchased preferences of the consumers. The
percentage method was used for this study. From the figure it’s clear that out of 38
respondents, the highest percentage was got by normal diesel (65.8) followed by respondents
by use of other products like Xtra green diesel (34.2%). Hence it can be concluded that the
most preferable Indian Oil products of normal petrol followed by others like xtra green.
3.2.2.6 REASON OF NOT BUY

The majority of the respondents have lack awareness of branded Products. The respondents’
reason of not buy of products was studied under the four categories such as Cost, Not interested,
lack awareness, Trust issues and Not Interested.

Source: Primary data

Fig 3.2.2.6 Reason of not buy

From Figure 3.2.2.6 it’s clear that out of 23 respondents shows that 60.9 percentage respondents
they have lack awareness of Products. 39.1 percentage respondents have not bought for branded
products cost issues.
3.2.3BRANDED PRODUCTS CUSTOMERS

3.2.3.1 USAGE OF BRANDED PRODUCT

The majority of the respondents 75 percentage customers who has already used branded products. The
respondents Usage of Branded Product were studied under the two categories such as Yes and No.

Source: Primary data

Fig 3.2.3.1 Usage of Branded Product

From Figure 3.2.3.1 it’s clear that out of 20 respondents in 15 customers were used branded
products shows that 75 percentage respondents have already used. 25 percentage respondents
have no used before. The majority of the respondents only 75 percentages people they already
used the products.

USED CUSTOMERS
3.2.3.2FREQUENCY OF PURCHASE OF BRANDED PRODUCTS

The majority of the respondent’s was purchasing regular based from Indian Oil Products at the
time they need the products. The respondent’s Frequency of purchase of products was studied
under the three categories such as regular, once, more than once.
 Source: Primary data

Fig 3.2.3.2 Frequency of Purchase of Branded Products

From Figure 3.2.3.2 it’s clear that out of 15 respondents shows that 53.3 percentage respondents
purchase Products regularly based they need the products. 26.7 percentage respondents purchase
only once time customers using branded products at the time, they need the products. 20
percentage respondents purchase More than once from Products at the time they need the
products but they were not regular customers.

3.2.3.3 IMPROVEMENT OF AFTER USAGE

Majority of the respondents have good experience after using they have also notice improvement
acceleration etc. The respondent’s improvement after usage of products was studied under the two
categories as Yes and No.

Chart Title
No
29%

Yes
71%

Source: Primary data

Fig 3.2.2.3Improvement of After Usage

From Figure 3.2.2.3 it’s clear that out of 15 respondents shows that 71 percentage of the
respondents were good experiences after usage. 29 percentage of the respondents they cannot
find good experience after usage. The majority of the respondents got a good experience.
3.2.2.4 THE DIFFERENCE IN FUEL EFFICIENCY AND MILEAGE
Majority of the respondents have noticed the difference in fuel efficiency and mileage. The
respondent’s difference in fuel efficiency and mileage of products was studied under the two
categories as Yes and No.

Yes NO

36%

64%

Source: Primary data

Fig 3.2.3.4 The Difference in Fuel Efficiency and Mileage

From Figure 3.2.3.4 it’s clear that out of 15 respondents shows that 64 percentage of the
respondents have notice the difference in fuel efficiency and mileage. 36 percentage of the
respondents haven’t noticed the difference in fuel efficiency and mileage. The majority of the
respondents got a difference in fuel efficiency and mileage.

3.2.3.5 THE ANY REDUCTION IN ENGINE KNOCKING OR PINGING

Majority of the respondents haven’t noticed the any reduction in engine knocking or pinging. The
respondent’s the any reduction in engine knocking or pinging of products was studied under the
two categories as Yes and No.
 Source: Primary data

Fig 3.2.3.5 The any reduction in engine knocking or pinging

From Figure 3.2.3.5 it’s clear that out of 15 respondents shows that 73.3 percent of the
respondents haven’t noticed any reduction in engine knocking or pinging. 26.7 percent of
precedents have noticed any reduction in engine knocking or pinging. The majority of the
respondents did not get any reduction engine knocking or pinging

3.2.3.6 ENGINE-RELATED ISSUES

The majority of the majority dents haven’t experienced any engine issues. The engine related studied
under two categories Yes and No.

Source: Primary data

Fig 3.2.3.6 Engine-Related issues

From Figure 3.2.3.6 it’s clear that out of 15 respondents shows that 92.2 percent of the percents
haven’t noticed the any engine issues. 11. percentage of the respondents have noticed the
engine issues. The majority of the respondents not got engine issues.
3.2.3.7 RECOMMENDATION TO OTHERS

Majority of the respondents were ready to recommend to other for using branded products. The
respondents recommend to other of products were studied under the two categories as Yes and No.

NO
27%

YES
73%

Source: Primary data

Fig 3.2.3.7 Recommendation to others

From Figure 3.2.3.7 it’s clear that out of 15 respondents shows that 73 percentage of the
respondents were ready to recommend to other. 27 percentage of the respondents were not
ready to recommended others because they were saying cost is very high. The majority of the
respondents were ready to recommend to other.

3.2.3.8 OVERALL SATISFIED WITH THIS PRODUCTS

Customers satisfaction refers to whether a product meets the consumers‟ expectations or not. The
satisfaction of customers towards Branded Products may depend upon the attributes of the product
such as quality, quantity, price, etc. It helps to measure that whether the expected performance of the
product and the actual performance of the product is the same or different

Source: Primary data

Fig 3.2.3.8 Overall Satisfied with This Products
From Figure 3.2.3.8 it’s clear that out of 15 respondents shows that 93.3 percentage of the respondents
were satisfied with these products. 6.7 percentage of the respondents were not satisfied with this
product.
The majority of the respondents were satisfied.

3.2.4 NON-USER CUSTOMERS OF BRANDED PRODUCTS

3.2.4.1 CUSTOMERS READY FOR THE BRANDED PRODUCTS

The majority of the respondents were ready to buy the branded products. The respondents ready to buy
the branded of products was studied under the two categories as, Yes and No.

Source: Primary data

Fig 3.2.4.1 Customers ready for the branded products

From Figure 3.2.4.1 it’s clear that out of 23 respondents shows that 73.9 percentage respondents were
ready to buy the branded products. 26.1 percentage respondent has no reason to buy.
3.2.4.2 OVERALL SATISFIED WITH THIS OUTLET

The majority of the respondents were saying satisfied with outlet because It’s Indian Oil coco. The
respondents Overall Satisfied with This Outlet studied under the two categories as, Yes and No.
 Source: Primary data

Fig 3.2.4.2 Overall Satisfied with This Outlet

From Figure 3.2.4.2 it’s clear that out of 38 respondents shows that 94.7 percentage of the respondents
were satisfied with this Outlet. `5.3 percentage of the respondents were not satisfied with this outlet.
The majority of the respondents were satisfied.
 SUMMARY AND
CONCLUSION

CHAPTER 4
 SUMMARY OF FINDINGS AND CONCLUSION

The present study Title “Improving Sales of Branded Products” was an attempt to examine the
satisfaction level of customers and factors influencing customers towards branded Products. To
achieve these objectives a branded Products customer Satisfaction level survey was carried out.
For this purpose, a sample of 108 customers was selected under the area of Indian Oil coco
Sector Pi Noida Do. The data collected through Indian oil Products customers conduct survey a
questionnaire was analyzed using statistical tools like percentages.

4.1SUMMARY OF MAJOR FINDINGS

The present section deals with the summary of the results obtained from the analysis of
collected data. For convenience, this is divided into two parts.

4.1.1 INDIAN OIL PREMIUM PETROL

• The majority of the respondents were regular customers.

• The majority of the respondent's highest rank was got by normal Petrol of the consumers.
• The 72.9 percentage customers who have known about branded products • The 65.7
percentage customers who have known about branded products benefits.
• Most of the respondents have already used branded products from 46 customers.
• Out of 46 respondents have good experience after using they have also notice improvement
acceleration etc.
• Among Indian Oil customers have noticed the difference in fuel efficiency and mileage
• Almost of the respondents haven’t noticed any reduction in engine knocking or pinging.
• Majority of the respondents haven’t experienced any engine issues.
• Out of 46 respondents were ready to recommend to other for using branded products.
• The some of the respondents were satisfied and branded petrol was very expensive so they
were not ready buy.
• Most of the respondents were ready to buy the branded products who have been using luxury
car.
• Almost all the respondents were saying satisfied with outlet.

4.1.2 INDIAN OIL EXTRA GREEN DIESEL

• The majority of the respondents were regular customers.

• Almost all the respondents bought normal diesel from the consumers.
 • The 63.2 percentage customers who have known about branded products
• The 52.6 percent of customers who have known about branded products benefits.
• Out of 20 respondents who have already used branded products.
• Out of 15 respondents who have a good experience after using they have also noticed
improvement acceleration etc.
• Majority of the respondents have noticed the difference in fuel efficiency and mileage.
• Majority of the respondents haven’t noticed any reduction in engine knocking or pinging.
• Almost the respondents haven’t experienced any engine issues.
• Among Indian Oil customers were ready to recommend to others for using branded products.
• Almost the respondents were satisfied and they were satisfied with the coco outlet.
• Some of the customers were saying branded petrol was very expensive so they were not ready
to buy.
• The majority of the respondents were ready to buy the branded products who have using
luxury cars.

4.2 SUGGESTIONS BASED ON THE FINDINGS

• The study, it is giving out that the majority of the respondents said that should improve
advertisement of the brand and its products.
• Not only that there are many branded items advertised through social media which have a huge
influence on consumers.
• The study, it is giving out that the majority of the respondents said that should expand of the
brand products Outlet like XP95, XP100.
• Coco I Noida outlet branded (xp95) fuels sales were very less consumption but some
customers were the regular customers of the branded fuels.
• Coco Sector Pi Noida Do outlet branded products (Xp100) fuels consumption was very less
hence it is most sport car visit there and they were demanding XP100.
• Extra green diesel sales were more than the XP95as well as XP100.
• Mostly luxury cars customers were demanding for branded fuels.
• Generally, push sales were there. aware customers were demanding Branded fuels but some
customers unaware the branded products.
• Pull sales rate was below 15% branded products (XP95) month wise because sales persons
were not able to convinced customers for branded fuels.
• Less number of availabilities of the products at outlets.
4.3 IMPLEMENTATION

4.3.1 INTERACT WITH CUSTOMERS ATTENDANT

I interacted with customer attendants on an individual basis. Attended were explained on how to
interact with premium customers who are coming to the outlets. They were also told to greet the
customers with
“NAMASTE” while they come to the outlet, The premium customers should focus on the convey the
benefits of premium products to them.

4.3.2 INTERACT WITH CUSTOMERS

I also interacted with customer. Majority of the customers unaware of Branded product that has been
provided by Indian Oil. They have only known about other petroleum companies branded product and
also, they were regular customers in other companies, so try to understand them to buy branded
products at Indian Oil outlet. Its mean tells them to features of the products, price and service etc.
Almost all of the customer were ready to buy products. I only asked branded vehicle both cars and
bikes. To take review from customer they gave me feedback about branded as well as after using
experiences. Most of the customer were satisfied with the Products. Got to know about different
costumers’ perception and knowledge about real marketing.
As part of survey customer who were unaware about the branded fuel were educated regarding the
product. Here a customer who filled normal fuel was given aware about branded fuel. he was
educated about the benefit of branded fuel over normal fuel. As part of awareness the customer
optimates responded that he will use this branded fuel from next time. He also connived that he will
recommend the fuel his family and relatives. As part of creating awareness to him special features,
differences between the price of normal and brand Fuel were explained. He is the regular Visitor of
COCO sector Pi. He was satisfied with the customer service provided at this outlet.

This customer is the regular visitor at COCO I Outlet and filled with branded fuel. Customer share
both good experiences. The Customer highlighted mileage, and smoothness. On an overall basis, he is
satisfied with the branded fuel and customer service. He prefers IOCL coco mostly time outlet fill the
fuels. Mainly Because it is coco and fuel quality are and landmarking. The Customers also suggested
to expanded the product more retail outlets OF IOCL.

This customer is the regular Visitor at Indian Oil coco sector Pi Outlet and filled branded fuel.
Customer have both good experiences and bad experiences. Overall experience Customer of the was
good. He was highly satisfied with products. Especially in term of mileage and smoothness. Apart
from that he is satisfied with the Cost. He has recommended branded fuel to his office member, family
member and others. The customer denied to take review videos as part of privacy was respect so I
didn’t take video but he shares his all experience about fuel. Additionally, He suggests to expanded
the awareness about the branded fuel to wider public through advertising strategies because majority
public are not aware about branded fuel as per his suggestion.

RECOMMENDATIONS

• In Coco I, try to introduce the sound system for branding awareness. It must more focus on
customers for the XP95 advertising. There is no adverting about XP95 so It should more
improve and continue advertisement program at Coco I and to make Banners, posters,
Billboard, pamphlets (English and Hindi), business card (English and Hindi) etc.
• Public places are better for creating awareness, put ads to the like bus stand, railway stations,
public parks etc.
• To conduct the marketing campaign about the branded products under these areas such as
malls, metro stations, cars showroom etc.
• Implement the Automatic both carwash and bike wash facility.
• Introduction of electric vehicles (EV) charging station: With the growing popularity of electric
vehicles, many petrol pumps have started incorporating EV charging stations. These charging
points allow electric vehicle owners to recharge their vehicles while visiting the petrol pump.

• Biogas Generation: Implement a biogas generation system that utilizes organic waste, such as
leftover food, agricultural residue, or sewage sludge, to produce biogas. The biogas can then be
used as a supplementary energy source for heating or electricity generation, reducing the
overall carbon footprint of the oil pump.

• Energy Efficiency Upgrades: Conduct an energy audit of the oil pump to identify areas where
energy efficiency improvements can be made. This may involve replacing outdated equipment
with energy-efficient alternatives, optimizing lighting systems, or improving insulation to
reduce energy wastage and enhance overall efficiency.

• Waste Management and Recycling: Establish effective waste management practices at the oil
pump, encouraging recycling and responsible disposal of materials. Implement recycling bins
for plastic, paper, and other recyclable waste, and educate staff and customers about the
importance of waste reduction and recycling.

• Awareness and Education: Launch awareness campaigns to educate employees and customers
about the significance of sustainable practices, such as conserving energy, reducing carbon
emissions, and adopting eco-friendly transportation options. Promote responsible fuel
consumption and offer incentives to customers who choose more sustainable options.
• Most of the people are not aware regarding the banded products, IOCL should try to create
awareness regarding the program by means of more aggressive advertising.

• Indian Oil should try to training for customer attenders like every 3 to 6 months in between
what updates made by the company. Give idea about upcoming projects and branded products.
They are unaware of the branded products so they not try to promote and not asked to
customers.
• To introduce Car Maintenance service and mobile car dealing service
• More focus on positioning strategy.
• Create ads in local languages and use social media platforms for advertising.
• Indian Oil must expand their business especially branded product as well as expanded to
widely in south part of India and north India also. In South India, most of the people has no
knowledge about the branded products provide by IOCL. They are unaware of the products
because these regions widely speared to other company branded products. They are trying
make to first palace in south regions. Hence IOCL should more focus on south part of India.
• Customers recommendation by should increase more outlet in XP95 and XP100 because
consumer consumption power is very high and demand these products.
• Make it more widely availability of branded products all regions especially near to sport club,
Industry areas, housing areas and educational areas.
• In Coco-I, try to introduce the Gifts offering to perineum customer and change gifts offering
according to the season wise like summer season try to give tissue paper.
• To introduce social media influencer for advertising in branded products. To try promoted the
branded products through the YouTube paid promotion by car vloggers. For taking these
pictures as examples.
It should improve the paid promotion advertising through the car’s vloggers and riders for the sale of
branded products because now days social media influencer has influenced the customer choice and
they are also changing the customer through their video, vlog and paid promotion. Every customer is
watching YouTube videos so this is best way to advertising toward to customers who are using sports
and riders.

• Firstly, company should focus on earn customers then earn the profit, for increasing conversion
rate of branded fuels company can use penetrate pricing strategy.

• To introduce digital Ads (advertising): - Now days Digital Ads are attracted to the customer
especially younger generation. So, this is also best and easy way to attract the customers for to
increasing branded products.

Digital Advertising Must be noticing different types of Ads on the Sites, Search Engine Results, Social
Media Platforms, YouTube, etc. Digital ads have may types like Google ad, Display Ads, Facebook
Ads, Email Ads, Instagram Ads, YouTube Ads etc.

• To build some poll board near to coco like put the poll board 1 k m or 900m away from the
coco and poll broads like branded products (XP95, XP100, XTRA GREEN) are available here.
For taking these pictures as examples.
So, this way the help to customer can identify availability of the branded products at Coco

• Introduce to new Pamphlet for XP95 at Coco I. There is only Extra green pamphlet available at
Coco I so here introduce new pamphlet for XP95
 Feedback to the Coco

• Provide training to the salespersons, because they don’t always ask for branded fuels
• Lack of Visualize ads
• Lack of female customers attenders

LANE SIGNS

Lane signs at Coco sector Pi Noida

 Lane signs at JRO ECO tech II Noida

Lane signs at COCO ECO tech III Noida

CONCLUSION

The modern market is highly competitive and transitional. A company must first decide how
much it can sell and what approaches must be used to entice Indian Oil customers. Today
customers do not accept any product, which does not give them complete satisfaction, and so
many products do not find any place in the market. Customers have specific preferences or
choices. So, it is up to the IOCL to concentrate on those aspects and work out a better strategy
to attract more customers for their branded products. From this study, it is concluded that the
Indian Oil brand and its products have the first position among the various brands preferred
by costumers. There are many brand-loyal customers of the Indian Oil brand who have been
using IOCL products for more than 50 years. The IOCL brand and its products are familiar to
most people and have a good recall rate; this shows the awareness about this brand but they
are unawareness about the premium products and benefits.

The costumers have high satisfaction towards branded products in all aspects over to that of
competitive brands in the country. Hence it can be concluded that the buying influencing of
costumers towards IOCL products remarked very positive. Moreover, the brand has a bright
future and can excel the other competing brands in terms of market share. The study has been
also brought out a few improvement steps on the part of the management team of the Indian
Oil brand and its products could bring lots of benefits to the products in the coming future.
BIBLIOGRAPHY
 BIBLIOGRAPHY

• INTERNET

✓ www.slideshare.net
✓ www.scribd.com
✓ www.wikipedia.com
✓ www.Iocl.co
✓ iocxtrapower.com
✓ iocl.com
✓ sustainability report
✓ Indian Oil Investor Presentation
✓ www.iocl.com/Aboutus/sustainability.aspx

REFERENCE BOOKS

Marketing Management ,By Rajan Saxena

Marketing Management, Philip Kotler
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