Case Study

Local Distributor for PT ExxonMobil Lubricants Indonesia – Case Study

1. Problem

ExxonMobil is the world’s largest publicly traded international oil and gas company that has evolved over the last 125 years. The company operates across 47 countries in all six continents and currently employs more than 77,000 workers. ExxonMobil has three main businesses: upstream, downstream, and chemical. The company has more than 10 distributors, 20 offices, and several warehouses around Indonesia. Furthermore, ExxonMobil has 300-plus combined workforce throughout the lubricant sector. Also, delivering more than 200 projects all over the country.

ExxonMobil strengthens its activities in downstream through PT ExxonMobil Lubricants Indonesia (EMLI). Cekindo was responsible for the development and expansion of the business in the industry, marine, and commercial areas. They wanted new suitable local distributors in Indonesia based on specific criteria. Sumatra, Borneo, West Java, and Papua are the markets that the company wanted to expand to.

2. Solution

Cekindo conducted on-desk and field suitable local distributors research and listed them based on ExxonMobil’s criteria in Indonesia’s area chosen. After the pre-selection by ExxonMobil team, Cekindo conducted an initial meeting with the potential local distributors. This meeting was to provide and collect all necessary information to investigate further based on ExxonMobil’s expectation and requirements.

3. Cekindo Services

ExxonMobil engaged the services of Cekindo to help them finding and selecting potential local distributors. We try to find local distributors in the areas of Sumatra, Borneo, West Java, and Papua. Also, we help in finding distributors for the marine industry.

4. Result

During the project engagement, Cekindo recommended potential local distributors, as follows:

  • Sumatera, we found 14 local distributor candidates
  • Borneo, we found 5 local distributor candidates
  • In West Java, 15 candidates local distributor
  • In Papua, 10 candidates local distributor
  • Marine Industry, found 13 candidates for local distributor

5. Challenge and Cross Services

Overall, Cekindo can help ExxonMobil to find the local distributor in Indonesia. But, in finding the local distributors in Papua based on the needs and requirements from ExxonMobil was quite hard. At the end, by leveraging Cekindo networks, we can find potential local distributors in Papua.

Contact Our Consultant

Contact Form