WP Group, UK. 3. Shared Value Initiative Elite Club Program Submission for. Distributor Excellence Award. Sold to No

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1 2014 Elite Club Program Submission for Distributor Excellence Award WP Group, UK Sold to No Shared Value Initiative Sustainable Solutions for long-term growth

2 Brief Summary of the Project WP Sustainable Solutions is a unique management programme designed to increase energy efficiency, decrease carbon emissions, reduce operational expense and ensure legislative compliance. Securing a number of key accounts, the programme has resulted in a significant increase in Flagship Industrial sales, totalling in excess of 10,000L since the programme launched in 2013.

3 ExxonMobil Support and Tools ExxonMobil Distributor Support Tools ExxonMobil Team Support Distributor Sales Pipeline Tool Sector Specialists Field Engineering Line of Business Managers Distributor Business Consultant ExxonMobil Training Sustainability Mentorship Sales Pipeline Management Workforce Management Mobil SHC Training LMS

4 Objectives Goal To be recognised as the UK s market leader for sustainable lubrication solutions by developing a unique management programme designed to increase energy efficiency, decrease carbon emissions, reduce operational expense and ensure legislative compliance. Objectives 1. Increase Flagship volume by emphasising the energy efficiency, enhanced equipment care and productivity benefits of Mobil Synthetic Lubricants as part of an integrated Sustainable Solutions programme 2. Leverage ExxonMobil support tools, team members, resources and assets to develop and retain industrial key accounts that drive long-term growth by increasing flagship volumes 3. Develop our lubrication engineering capability by investing in highly skilled DLE s, utilising specialist ExxonMobil training and enrolling key DLE members in ExxonMobil s DLE Academy 4. Embed a culture of sustainability at the heart of WP to engage staff and drive external credibility

5 Delivery of Objectives 1. Increase Flagship Industrial volume Demonstrated energy efficiency, asset care and productivity through proof of performance trials Publish and shared trial results with company decision makers Formulated company-wide offer using trial results to estimate total potential savings Promoted the benefits of Mobil Flagship across all marketing material using supporting evidence from trials (online and offline) 2. Leverage ExxonMobil Support Tools Developed expertise through LMS and specialist training programmes Utilised Field Engineering teams to add knowledge and credibility to trials, surveys and technical delivery Requested business guidance and support from sector specialists including sustainability mentorship and customer development Used branded assets to strengthen association with an industry leader 3. Develop Lubrication Engineering Capability Enrolled engineers in ExxonMobil DLE academy Utilised specialist ExxonMobil Training Hired highly skilled and experienced engineers into DLE roles Created mentorship programme for new DLE s to provide on-the-job training and support 4. Embed a Culture of Sustainability Announced a Board level commitment to Sustainability in the workplace Formed a Sustainability Committee with guidance from ExxonMobil Developed an internal communications plan to encourage active employee engagement Created a standalone sustainability brand to represent WP s focus and commitment

6 Internal Sustainability Commitment Sustainability message embedded in WP culture Before promoting a Sustainable Solutions Programme to customers, it was recognised that WP must first engage staff by setting an example internally. In 2013, WP made a pledge to embed a sustainability culture throughout the company by behaving ethically, valuing its people, working with local communities and protecting the local environment. With guidance from ExxonMobil, a team of Senior Managers and Directors formed a Sustainability Committee. Using ExxonMobil s self assessment template as a roadmap, each member assumed responsibility for a specific area. Initiatives were divided into three core components known internally as the 3P s People, Planet & Performance. Represented by a unique Sustainability In Action logo the molecular style design is often paired with the strapline It s in Our DNA to reflect the intrinsic value of the 3Ps. Sustainability now represents the first line on our commitments and philosophy statement, as follows: WP will balance economic growth, social development, and environmental protection, so future generations are not compromised by actions taken today.

7 Sustainability in Action 2014 Internal Communications Plan Objective Embed a sustainable philosophy at the centre of WP s business by driving internal employee engagement Weekly WP intranet News is distributed weekly. Celebrating team successes and encouraging employee feedback and suggestions Feb 2014 An employee survey was conducted to benchmark current engagement and identify opportunity for improvement. Aug 2014 The WP Intranet was launched as a central platform for inter-departmental communication Team competitions and reward programmes are hosted regularly Sep 2014 A Director Roadshow gave staff the opportunity to hear about WP s Sustainability In Action Programme in an open feedback session.

8 Sustainability in Action People Planet Performance Local events promote WP s community presence People WP support its employees and their community by providing high quality and significant local employment. WP will support local events, community initiatives and charities while growing and promoting its business. Planet WP make a difference by setting the example and adopting a right first time culture in achieving operational efficiency. By operating best practise health and safety programmes, WP will engage directly with the initiatives they promote. Performance 6.7% in Fuel Usage by Switching WP Fleet to Mobil Delvac 1 WP protects its brand by ensuring business assets are resilient for the future. WP develop stable supply chains and seek opportunities for positive environmental and social impacts that drive long term performance. Supplier Accreditation adds credibility to WP s Business Operations

9 WP Sustainable Solutions Identifying Customer Needs With Sustainability at the top of the political and socio-economic agenda, WP recognised an opportunity to address an emerging requirement for customers to reduce energy consumption and improve efficiency. Between 2010 and 2015, UK sustainable business expenditure will increase at a compound annual growth rate of 14%. Focused on blue-chip accounts, WP s Sustainability Programme combines energy saving Mobil synthetic lubricants, advanced fuels and engineering services to create a unique offer that directly benefits businesses with sustainability obligations. Having researched potential key accounts in WP s AOBE, a target list of 10 companies were identified, each with an annual turnover in excess of 1Bn. *research by Verdantix Critical Moments 2012, a globally scalable model that sizes, forecasts and describes the direction of sustainable business spending.

10 WP Sustainable Solutions Formulating Offer A comprehensive survey is used to review current practices and procedures, establish asset criticality, evaluate organisational risk and identify cost saving opportunities. Using the survey as a baseline, WP engineers recommend remedial action, and formulate a long-term maintenance programme tailored to the account s individual objectives.

11 WP Sustainable Solutions Negotiating to Close Since its launch in 2013, WP Sustainable Solutions has been implemented across a number of highvalue key accounts including Thames Water, Cofely, EDL and Costain. With a flagship volume in excess of 10,000L, the approach has resulted in a substantial increase in Industrial sales.

12 Our Winning Proposition ExxonMobil and WP bringing together complementary capabilities that enable us to win High-performance lubrication solutions Improved energy efficiency Enhanced equipment life Productivity benefits for customers who care about their vehicles and equipment Performance as promised Outstanding customer experience Applying ExxonMobil s Winning Proposition, WP s Sustainable Solutions programme promotes long-term asset care through energy efficient Mobil Synthetics and combined technical expertise to deliver a unique customer experience. World-class application expertise Sustainability

13 WP Sustainable Solutions Making a difference WP s Sustainable impact is compounded by the ability to deliver significant efficiency savings to customers. Across various efficiency trials throughout 2014 alone, WP can demonstrate a reduction of CO 2 emissions in excess of 2000 tonnes and a waste reduction of 2500 litres. When scaled to include 2015 projects, WP are forecasted to save clients over 500 tonnes of CO 2 emissions equating to an Op-Ex reduction of over 500,000 and waste reduction in excess of 25,0000 litres.

14 Customer Communication Sustainability message embedded in the WP brand WP s Asset Care Project launched at Thames Water Expo Nominated by key account to pilot the Supply Chain Sustainability School with significant PR to follow Sustainability commitment incorporated in all applicable digital and print communication Event sponsor and key note speaker at Sustainable Food Summit Proof of Performance shared online and ed to applicable prospects and customers WP Industrial website features Sustainable Solutions Programme Lubrication survey reports detail energy saving opportunities Internal PR at Thames Water communicates Asset Care Project Publication in Food and Beverage magazine highlights product efficiency

15 Customer Communication Sustainable Business of the Year The ninth annual New Forest Brilliance in Business Awards 2014/15 saw WP win both The New Forest National Park Authority Sustainable Business Award and New Forest Business Partnership (NFBP) Business of the Year Award. The Sustainable Business Award is given to a company that demonstrates best-practice environmental management through local purchasing, smarter working and promotion of green policies. Testament to the success of WP s Sustainability in Action initiative, these awards provided a significant PR opportunity to strengthen the companies position as the UK s market leader for sustainable lubrication solutions.

16 Key Performance Indicators Number of trading Key Accounts with revenues exceeding 1Bn 5 in 2014, 10 in 2015 Flagship and Premium Industrial volume contributed by Key Accounts..>5Kb by 2016 Growth of WP s Lubrication Engineering Services Division 10 DLE s by 2016 Number of Proof of Performance trials linking to sustainable initiatives...10 by 2016 Industry endorsement for Sustainability in Action top 3 ranking for sustainability award in 2014 Number of externally published articles promoting WP s Sustainability Initiatives...<5 in 2014 Open rate of WP Intranet News minimum 90% of employees Staff survey completion minimum 60% of employees

17 Top Tips for Other Distributors Walk the talk Add credibility by creating a sustainable culture internally before taking the message to your customers. The ExxonMobil Sustainability Self-assessment tool is a great way to benchmark against future objectives. Choose your audience Invest in a limited number of high-value accounts with specific sustainability obligations and objectives Energy Efficiency = Long-term Savings Add strength to your offer by demonstrating the impact energy efficiency can have on a company s bottom line performance

18 Success Story In One Sentence By providing a unique solution to a growing industry demand for increased sustainability, WP Group have secured a number of high profile key accounts with significant long-term growth potential. Darren Borras Commercial Director, WP Group

19 Supporting Materials WP Sustainable In Action (internal commitments) WP Fuel and Lubrication Solutions Thames Water POP (Document awaiting ExxonMobil FES approval) WP Sustainable Solutions (external offer) Fuel Oil News Brilliance in Business Awards Article New Forest Business Partnership Brilliance in Business Awards Article

20 Checklist Checklist question Y N Comments Did you use digital tools in your initiative? Did you communicate your initiative via media (press/social etc.)? Did you invest in special training? Did you leverage ExxonMobil branded assets? Did you conduct market research? Was your initiative sector specific? Did the initiative contain a sustainability element? Did you have a dedicated employee/team responsible for this initiative? Did you conduct a product trial? Y Y Y Y Y Y Y Y Y CRM, EM Pipeline Management Tool, Digital Marketing Press, Social Media, Websites, Industry Events, HTMLs, Posters Support and guidance from EM Sustainability Ambassador, pipeline management training, sustainable supply chain training Mobil SHC branding (Dboxx), Customer Asset Expo brand support Significant research into sustainability and its impact on internal and external drivers. Key Accounts evaluated for energy saving opportunities Industrial focused on SHC products, Mobil Grease and DTE Excel Premium products Initiative centred around sustainable solutions for key accounts Led by WP s Commercial Director, a dedicated Key Account Manager coordinated the initiative alongside a group-wide team comprising of Industrial Lubricants, Commercial Fuels, Fuel Solutions, Marketing and BIMIS (Business Improvement Management and Information Systems) which provided key analysis A POP was conducted to demonstrate the efficiency benefits of Mobil DTE 10 Excel in an Aeration Blower application (now awaiting EM FES approval). A variety of additional POP trials have commenced (Mobil SHC, Mobil Grease), results expected in early 2015