Indian oil skytanking
www.themegallery.com
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Introduction
Indian oil skytanking
IndianOil Skytanking Ltd (IOSL), a joint venture was formed
by IndianOil Corporation Ltd, Indian OiltankingLtd, and
Skytanking Holdings GmbH of Germany in 2007, with equal
participation. The main objective of the new company is to
design, 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.
Introduction
Concepts
Pricing strategy, Distribution channel,
Segmentation , Promotional strategy,
Commercial terms.
EXPECTATION AND OBJECTIVE
TO STUDY, UNDERSTAND AND HAVE AN
OVERVIEW OF B2B PROCESS OF IOSL.
Contact person
Dr R.Ravi kumar
DESIGNATION: CEO OF IOSL AND
UTHKANT LTD
QUALIFICATION: PhD (IIT madras)
B.E and MBA (osmania university)
[email protected] Cell no:9916523979
9980964525
Question:1
Who are your important vendors?
A merchant or a • Bharat Petroleum
person who sells a Corporation Ltd
merchandisable • Hindustan Petroleum
property, product or Corporation Ltd
• Indian Oil Corporation Ltd
goods is called a • Reliance Petroleum
vendor • Shell MRPL Aviation Fuel
Services
Question:2
Who are your important clients?
• Air India
A customer, also
• Air Arabia
called client, buyer,
• Air France
or purchaser, is usually
• Blue Dart
used to refer to a current
• Kingfisher Red
or potential buyer or user
• Sri lankan Airlines
of the products of an
• Spice Jet
individual or organization .
• Thai Airlines
• GMR
• Jet Airways
• Malaysian Airlines
Question:3
What is the client and vendor relationship strategy
adopted by you?
• Store, Maintain, Deliver Jet A1 Fuel as per International Standards.
• Render Delay-free, Safe and Courteous Service to all Customers.
• Continual Improvement in Processes, Services and the Quality
Management System.
Question:4
What kind of distribution channel you use?
marketing channel: set • There is no
of intermediaries distribution
(distributors, agents,
sales force) who channel for IOSL.
distribute a product or They directly fuel
service for the place of
production (vendor) to
aircrafts in
the place of airports.
consumption (buyer)
Question:5
Which commercial term is used in your organization?
Commercial Based on Competitive
Tendering prices of ATF
terms: pricing, will be fixed.
credit terms, Credit period is given to
discounts. clients for a period of 15
days.
Question:6
Which promotional media is used ?
Promotion through Internet is the major
product seeding in promotional media use by
them.
target segments
channel and Conducting events like
relationship world environmental day
celebrations
management
Question:7
On what basis you segment your buyers? Micro level/macro level?
1. Long-haul, short-haul,
Micro commuter flights and
segmentation: segmentation general aviation
2. Cargo or passenger
according to individual services
characteristics of buyers 3. Fuelling with static carts,
involved in the purchasing hydrant dispensers or
bowsers trucks up to 85
decision. m3 (22,000 gallon)
Satisficers: single regular supplier capacity
Optimizers: selection based on 4. Working for the largest
airlines and oil companies
quotations bid in the world.
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