PARTNERING WHOLESALE

Our vision is to position ourselves as an integrated fuels and lubricants solutions provider building on our solid foundation of global expertise and local skills. Our aim is to offer our customers the most cost-effective solutions to meet their individual requirements. Through market segmentation and analysis we are able to implement solutions that bring value to our business partners.

In addition to the very visible retail service station channel, Caltex markets an even wider range of products through a more diverse set of wholesale partner relationships.

Distributors, Agents and Routers have for many years formed and integral part of our sales and distribution networks. Their appointments are justified on the basis of enhanced local knowledge/relationships, specialist skills/capabilities, scale and synergies with other product lines, and cost effectiveness.

Commercial agreements ensure that these independent entities form a seamless extension to our organization and are aimed at providing superior service to Chevron customers throughout the country.

An important component of BEE is the development of small and medium enterprises. We believe that effective management of these relationships assists us to leverage a sustained and positive impact on transformation.

Key Interventions

• Our existing distributor network:
  The company currently has a distributor network across the country. A significant proportion of these are BEE distributorships. These distributorships focus on the training and development of HDSA employees, which provides these individuals with the opportunity to acquire equity in these distributorships.
   
• Marketing strategy for distributors:
  Chevron has appointed a Distributor Channel Manager as well as a number of Distributor Consultants to manage this sector of the business. This has provided a structure to train, support and jointly manage the distributorships. The focus of the distributor co-ordinator is to actively assist distributors in making a success of their businesses. Regular visits will be made to review results, council on business practices, resolve problems and assist in building the business base. A training programme for new distributors has been implemented and we run courses on an annual basis. An integral component of the training is the practical follow-up module.
   
• Encouraging partnerships between existing and new HDSA distributors:
  Chevron plays an active role in encouraging its existing agents to form partnerships with HDSAs. Our brokering activities include the supply of information for selection purposes, ideas on structuring, the facilitation of initial meetings and regular follow-up to ensure adequate progress is being made towards finalization.
   
• Pro-actively seeing our suitable HDSA distributors:
  We actively seek out HDSA candidates for new distributorships throughout the country. Our equity partners are a valuable source in this regard. Data on existing distributors of products aligned to our industry is also used to identify suitable distributors. Multiple sources are approved for reference checks. In certain areas, advertisements indicating the availability of distributorships will be placed in the local media.

Everything possible is done to ensure that we identify the right HDSA candidates who will become successful distributors.