Marketing and Mobility

Delivered an exhaustive retail and mobility turnaround for the retail unit of an integrated European oil and gas company that has over 2,000 service stations and a major presence in three European countries.

Impact

A triple EBITDA uplift in ten years, equivalent to 70 percent of EBITDA by 2030, coming from new business.

Supported a global infrastructure fund in the acquisition of a German fuel retail network and identified transformation levers across fuel pricing optimization, convenience retail, and EV charging network development.

Impact

The target company’s resilience against marginal players across market scenarios was established.

Identified a 0.5 to 1.0 cents per liter (cpl) pricing and €1 to €2 cpl cost improvement opportunity in a fuel network.

Assisted a European IOC with operations across five core regions in road, transport, and industrials. It was facing continued market pressure and trailing technological advancement, premium product offering, and overall price competitiveness across markets.

Impact

Within 24 months, the IOC experienced about 25 percent EBITDA growth and delivered 8 percent lower selling, general, and administrative (SG&A) expenses than at the start of the partnership. Three new major global key accounts were unlocked that alone increased revenue by 3 percent.

Helped a US-based fuel retailer that had a manual, intuition-based, and static pricing approach that was not linked to on-the-ground dynamics. It had an inconsistent and unsystematic definition of micromarkets, limited understanding of customer insights by site or micromarket, no clearly defined pricing strategies, and a lack of clear governance or process for setting top-down guidance (such as price versus volume).

Impact

Significant NAM and volume impact was achieved through better tailored pricing strategies by segment and dynamic price setting by site.

Fuel and NFR benchmarking: Our fuel and NFR benchmarking tool measures quantitative performance versus best practices from >50 companies and 30 stations. It identifies potential applicability of standard levers and quantitatively defines their impact based on current baseline and >200 typical levers and incremental impact levels.

We offer a complete guide to carrying out a full potential transformation across fuels, NFR, CRT, fleets, and more.

EV charging demand value pools: Our EV charging models cover all use cases and elements of the value chain based on more than six million data points across eight granularity layers.

EV charging rapid benchmarking tool: Our rapid performance assessment tool across eight building blocks helps understand strength and gaps to best practice.

Our lubricants demand and value pool model provides a granular demand and value pool outlook by geography, sector, and product type. The model is based on detailed driver trees, including car parc, powertrain, service intervals, sump size, industrial activity, throughput, and power consumption.

Our descriptive advanced analytics tool diagnoses current customer value proposition execution across network, pricing and promotion, category, and operations and identifies potential interventions.