1. Marketer Profitability Study February 22, 2008

2. Overview  Program Introduction  Wayne Ederer, CVX – Manager, Lubrication Marketers  Program Details  Brian Rickel, Profit Planning Group  Q&A Session Desired Outcome:  Understanding of the Profitability Program and how it will benefit your organization

3. You like the AUDI TT ?

4. Surely not Ferrari, a car to show off with !

5. A powerful Hummer H2 ? In reality it is not so powerful!

6. Lamborgini Diablo…the fastest car in the world, it can do more than 200mph

7. German cars ? It is said that they are the safest in the world…for example the Mercedes SLK…

8. Or better still a Mercedes CLK ?

9. The Japanese claim the most advanced technology in the world. A car from Honda must therefore be safe….

10. Jeep, Grand Cherokee Nissan …..

11. Opel Astra… or Ford…

12. Rules of the Road 1.Question the need for every trip 2.Wear seat belts at all times 3.Keep speed appropriate to road conditions 4.No driving under the influence of alcohol, drugs, or medications 5.Do not drive when fatigued; take rest breaks 6.No cell phone use while driving 7.No unauthorized passengers 8.No riding in the rear of pickups or flat bed trucks 9.No cruise control on slippery roads or in heavy traffic 10. Lights on at all times It’s not the car, it’s the driver...

13. Marketer Profitability Study Wayne Ederer Manager, Lubrication Marketers

14. Marketer Profitability Program: Why?  To help Marketers maximize the profitability of their businesses  Profitable Marketers = Strong Network = More CVX Products Sold = Profitable CVX

15. Marketer Profitability Program: How? 1.Benchmark Marketers against peers 2.Assist Marketers in identifying areas of opportunity 3.Develop action plans to increase profitability

16. Marketer Profitability Program: What?  Parameters - Income statements, balance sheet, salaries by job function, ratios, opex, margins, etc.  Profitability Analysis Report includes:  Individual scorecard and summary of financial results  Comparison of LM business to other LMs  Trend analysis  Specific recommendations for improving results  Access to the Profit Toolkit Online TM

17. Marketer Profitability Program: Who?  Signature Class LMs  CVX is covering the cost  2009 Sig Class certification requirement for Financial Strength  Strategic LMs  $500 cost for participation  100% BDP Reimbursable

18. Marketer Profitability Study Brian Rickel Profit Planning Group

19.  Has conducted more corporate profitability studies than any other firm  Over 100 financial surveys annually for over 20 years  Highly confidential  Secure methods of handling and protecting data  Thousands of studies conducted, NEVER an issue with confidentiality

20. Survey Form  Need financial and operational data for most recently completed fiscal year  Complete all requested information  Better to make educated guess than leave a question blank  Deadline: April 15, 2008

21. Q&A Session Raise your hand by clicking the “Hand” icon. Your phone line will be opened to ask your question. You may also click the Q&A tab in bottom right-hand corner of screen to type in a question to the presenters.

22. Performance Analysis Report (PAR)  Confidential: Sent directly to you from PPG  Customized  Individual scorecard  Summary of financial results  Detailed comparisons  Trend analysis  Specific recommendations for improving results

23. Q&A Session Raise your hand by clicking the “Hand” icon. Your phone line will be opened to ask your question. You may also click the Q&A tab in bottom right-hand corner of screen to type in a question to the presenters.

24. Profitability Study “We appreciate your initiating a program that holds great promise for helping us to benchmark our performance relative to our peers. We believe our participation will benefit us in many ways…“ --Nelson Oil Co.