Mobil

Planned Engineering Service Process

Mobil

Planned Engineering Service

This is Your Legacy
This is Your Brand
Mobil

Planned Engineering Service Process

Our Brand is You!
Mobil

Planned Engineering Service Process

We Have a Responsibility!

To our customers
To ourselves
To our shareholders
Mutual Planning
Objective Execution
Benefit Documentation
Annual Business Review
Mobil

Planned Engineering Service Process

Thats What its All About!!!
Its hard to duplicate
our connection to the
customers business
initiatives!!!
Our Brand, Our Legacy

High Performance
Lubes
Proactive Process
Team Excellence
Personal Dedication



Unparalleled
customer loyalty
Unparalleled
customer demand
The best profit share
in the industry
Global leadership
Mobil

Planned Engineering Service Process

Sustainable Learning Plan
PES Summit



On-Going Training
and Coaching
Individual Training Plan
Performing a Plant Study
Conducting PES Planning
Documenting Value
Getting a Signed Commitment
Presenting ESRs
Conducting Annual Summaries
Process Mastery
Active Listening
SPIN
Persuasive Writing
Value-Added Fundamentals
Meeting Facilitation
Oral Presentation

Entry Level Training:
Our 2001 Goal
Mastery of the defined behaviors
& skills...
required for expert execution
of the Process
... with those Mobil customers
identified as Innovators.
*********
A recognizable Brand
... that helps deliver on profit
share goals...
due to unparalleled market
demand!
Mobil

Planned Engineering Service Process

The PES Vision
For our customers
The end result is unparalleled demand for the Mobil
PES Process and, as a result, a profit share that no
competitor can match.
For ourselves
Our teams will stay the course, maintain credibility,
and get the job done the way we are committed to
doing it.
For our organization
This is the legacy left to us, one we will improve upon
for those that follow.
Mobil

Planned Engineering Service Process

Implementation of the
Process
Mobil

Planned Engineering Service Process

Step One: Mutual Planning
Meet with the customer to understand business
initiatives
Establish measures & project value using customers
language and business metrics
Prioritize importance of each objective & define
integrated roles
Develop action plan, to include joint timeline &
milestones
Provide Commitment Letter that summarizes & helps
track mutual objectives; obtain signature
Mobil

Planned Engineering Service Process

Step Two: Objective Execution
Review plan with customer in order to ensure full
cooperation
Outline steps required to achieve the desired results
Establish & maintain factual, believable base-lines
Sustain close, reciprocal communications between
account sales & lube engineering team
Provide regular progress reports to customer in
support of projected value & begin planning for future
business improvements
Mobil

Planned Engineering Service Process

Step Three: Benefit Documentation
Provide positive & certain facts related to the
situation; dont guess
Complete value calculations using hard numbers or
actual performance comparisons that have meaning
to the customer; be accurate
Keep Engineering Service Report (ESR) simple &
straight-forward; organize the content logically &
clearly state desired action
Explicitly communicate impact on customers
business initiative(s); document savings in hard
dollars & state source(s) for facts/measurements
Mobil

Planned Engineering Service Process

Step Four: Annual Business Review
Provide accounting of joint accomplishments as
compared with commitments made early in the year
Summarize customer benefits; include performance
improvements
Verify that numbers & figures presented are agreed
upon by customer
Make Executive Summary brief, complete, & to the
point; ensure that each manager understands the
value delivered & next steps
Start the process all over again
Mobil PES Process Detail
Questions? Concerns?