Solution

Retail Gas Operations

A declining North American demand for refined fuel, global price volatility, and a highly competitive retail market has lead to a decline in the number of retail gas stations. Yet the need to sell more fuel year over year at a higher margin remains. Successful retailers survive by consolidating and optimizing their retail networks. The key to success has been attracting and efficiently supporting high-performing retailers.

Siloed Data

Your retailer’s contracts, financial performance, and credit information is scattered across shared drives in various document formats. It’s hard for you to find and report on your customer’s business data.

Retailer churn

You’re losing high-performing retailers to the competition. You’re not getting timely access to retailer performance information and you’re not getting the full picture of their market status.

Competitive pressure

You don’t have the information you need to target new acquisition sites and identify competitive threats in your markets. You’re not efficiently capturing franchise agreement expiry dates and leveraging fuel-volume sales data and you are at a competitive disadvantage.

Project delays

Your district managers and facilities teams don’t have enough shared visibility into rebranding projects to manage schedule slippage and achieve projected volumes. You’re not coordinating open-for-business dates effectively, impacting your forecast accuracy.

Pipeline visibility

Your district managers are not effectively working all their pipelines. You don’t have insight into their tactical activities to ensure they’re on plan. You lack the ability to gauge your team’s effectiveness and improve the accuracy of your forecast.

Staff turnover

It takes too much time for a new employee to become effective. When your team operates with a high degree of ‘unwritten’ knowledge, new employees go through a lengthy ramp up period and a ‘trial by fire’ process where their success is defined by heroic effort and retailer patience.

Team division

Your team does not sufficiently share ideas, discuss industry trends, and counter market obstacles in a collaborative manner. Even if they do, the information is not centrally captured for the benefit of all departments. Your district managers, facilities, and support teams aren’t on the same page at the same time.

What it is

The Retail Gas accelerator provides a central system of record for managers, analysts, administrators, and any others involved in refined petroleum product sales and support to retail fuel stations. Our system provides cross-functional teams with a uniform business process using automated approvals, automated workflows, and shared views of critical business objects including leads, accounts, contacts, contracts, opportunities, campaigns, projects, tanks, pumps, and cases.

How it’s used

Oil and gas retail dashboard screenshot
Manage and track new site acquisition using a standard sales funnel approach.
Project tracking screenshot
Track retailer rebranding projects to ensure they’re completed on schedule.
Online form screenshot
Use online forms and mobile devices to assess station adherence to brand guidelines and quality standards.
GIS screenshot
Visualize competitive station intelligence by market segment relative to your own retail network.
Tracking station assets screenshot
Track and maintain station assets and equipment, including key tombstone data.

As well as:

  • Streamline vendor management to ensure low-cost, high-quality site repairs.

The Benefits

  • Increased insight into location advantage and sales performance of competitor stations from graphical visualization tools and enriched data
  • Increased retention rates of acquired stations from more proactive involvement with retailer-related activities
  • Increased productivity from consolidating data in a single system of record
  • Increased insight into the activities and completion schedules driving rebranding projects
  • Proactive retailer engagement from automated workflows and notifications related to retail performance and open cases
  • Reduced costs and improved quality from streamlining vendor management and site maintenance
  • Reduced time to train new district managers to high levels of effectiveness, maintaining positive continuity with existing retailers
  • Improved accuracy in sales forecasts from online collaboration and accurate pipeline visibility

The Technology

Salesforce, Visualforce, Apex, MapAnything