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Sources

http://www.rosneft.com/news/pressrelease/18062012.html

http://www.exxonmobil.com/Corporate/Imports/women/community_women_partners.aspx

http://www.exxonmobil.com/Corporate/investor_governance_officers.aspx

http://www.exxonmobil.com/lubes/exxonmobil/emal/pages/commercial/products.html

http://www.exxonmobil.com/Belgium-English/Aviation/PDS/GLXXENAVIEMExxon_HyJet_V.aspx

http://www.exxonmobil.com/Corporate/Files/news_pub_diversity.pdf

http://cuttingthroughthefog.blogspot.com/2008/07/where-does-exxon-mobil-get-its-oil.html

http://www.nytimes.com/2012/01/09/business/venezuela-will-not-recognize-world-bank-ruling-in-exxon-case.html

http://www.dallasnews.com/business/energy/20111208-exxon-mobil-u.s.-imports-from-opec-to-disappear.ece

http://www.exxonmobil.com/Corporate/Newsroom/Publications/XOMGlobalCap/page_5.html

http://www.exxonmobil.com/Corporate/Newsroom/Publications/XOMGlobalCap/page_6.html

http://www.exxonmobil.com/Corporate/Files/news_pubs_sar_2010.pdf

http://ir.exxonmobil.com/phoenix.zhtml?c=115024&p=irol-model

http://www.exxonmobil.com/Lubes/business_support.aspx

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http://www.exxonmobilaviation.com/AviationGlobal/default.aspx

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http://www.forbes.com/sites/christopherhelman/2012/07/16/the-worlds-25-biggest-oil-companies/

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ExxonMobil Business Model Generation

Jake

Jimmy

Michael

Nolen

Chris

Customer Relationships

  • Self-service
  • Navigable webpages
  • ExxonMobil cards
  • Automated Services
  • Online profiles
  • “Shopkick” app
  • Personal Assistance
  • Specialized organizations for each customer segment that can be contacted by phone, email, or mail

Customer Segments

Whom do we serve?

  • Consumers
  • Industrial Customers
  • Aviation Customers
  • Automotive Customers
  • Marine Customers

A Segmented Market is justified because of the diverse needs of these customers

Revenue Streams

  • Revenue comes from recurring payments
  • Customers are willing to pay for quality and variety of products
  • Products are sold for public, military, and aviation use
  • Dynamic Pricing

Key Resources

Physical

Products: oil, lubricant, gas, convenience store merchandise

Transportation: trucks, ships, cargo planes, executive aircraft, employee cars

Equipment: gas stations, pumps, office buildings, storage centers

Intellectual

Brand names: ExxonMobil, Exxon, Mobil, Esso

Advertisements, logos

Formula compositions and qualities

Agreements, partnerships, and contracts with partners

Key Resources

Human

Executive Board

Includes: Chairman/CEO-R. W. Tillerson, VP/Treasurer-R. N. Schleckser, VP/Human Resources-M. A. Farrant, and VP/Safety Security Health and Environment-J. J. Woodbury

Professionals in advertising and marketing, lawyers, managers, engineers, accountants, and foreign relations experts

Financial

Stockholders, banking

Key Partnerships

  • ExxonMobil partnered with Rosneft to operate drilling projects in Western Siberia together.
  • Arctic Research and Design Center for Offshore Development
  • ExxonMobil cooperates with OPEC for a larger oil supply, but there is a lot of friction between OPEC and the West. Ex.: Venezuela conflict
  • Worked with Toyota and Mercedes teams to develop Toyota’s Formula 1, a high performance lubricant
  • Also worked with Airbus, Boeing, and Bombardier to develop oils and lubricants for their aircraft
  • Other partnerships: Ford, General Motors, Caterpillar, Porsche

Key Partnerships

  • ExxonMobil partnered with many organizations who sponsor educational programs for women and minorities
  • Strategy: financially aiding talented people who lack support, to help them excel, thus encouraging them to be biased in favor of ExxonMobil when they enter the workforce.

Key Partnerships

Examples:

  • contract with Nova Scotia Community College to develop a platform operations training program
  • Helped establish NACME, for scholarships to minority engineering students
  • Worked with USAID and Kazakhstan Loan Fund to establish an Enterprise Development Center to train women in strategies for entrepreneurship

Cost Reduction

  • Although research and development costs can be high, it is still useful to the customer
  • New technologies keep production costs low and improve efficiency with new and improved methods
  • With creating similar products, Exxon has been able to combine factories
  • Roughly 80% of production facilities manufacture multiple products

Convenience and Usability

  • With 42,000 locations, their stores arenot difficult to find
  • There is also an iPhone application called “Exxon Mobil Fuel Finder”
  • Designed to help customers more conveniently find stations
  • Customers can order a Speedpass that allows them to not have to pay with cash or card
  • Specific to Exxon gas stations
  • Many offer carwashes

Channels Cont.

  • Advertising
  • Television, formula one racecar, and radio
  • ExxonMobil refineries are located world-wide.
  • Exxon optimizes a global logistics system that includes:
  • Ownership interest in crude oil and petroleum-product tankers
  • Over 25,000 miles of pipelines
  • 300 major petroleum products terminals

Channels

  • Their gas stations
  • Exxon, Esso, and Mobil
  • Diesel and non-diesel
  • Exxon supplies 42,000 service stations, 700 airports and 300 marine ports 

  • Their marts
  • On The Run, Esso Express

Value Propositions

What kind of value do they deliver to their customer?

Value Propositions that Exxon Mobil offers:

Brand/Status

Technology

Cost Reduction

Convenience

Usability

Brand/Status

  • Exxon Mobil is the top publicly traded oil company in the world
  • They sell $400 billion in products
  • Profit usually comes in around $40 billion
  • Due to large presence, Exxon must do everything in their power to maintain their image

Cutting Edge Technology

  • Approximately $1 billion spent on research, development, and technology applications
  • Constant research takes place to improve products and methods of production
  • Developed catalytic cracking-process by which more gasoline can be converted from oil per barrel
  • Partnered with Toyota Formula 1 race team to improve performance fuel and oil
  • Currently developing alternative sources of energy for the future

Key Activities

ExxonMobil researches methods of producing more efficient fuels

ExxonMobil is the leading supplier of jet fuel and lube basestocks

Key Activities Cont.

  • Refining, research
  • 80% of Exxon’s refineries are combined with chemical or lube operation. Combining these create competitive advantage.

  • Supplying their customers with superior gas and lubes are major priorities of ExxonMobile

Cost Structure

  • Value-driven business model
  • Fixed vs. Changing costs
  • Economies of scale

Costs

  • Advertising
  • Drilling
  • Shipping Oil
  • Negotiating for rights to drill
  • Production
  • Research
  • Sponsorships
  • Scholarships
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