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Proposal and Marketing Plan EXECUTIVE SUMMARY BACKGROUND INFORMATION PRIMA SERVICE STATIONS (PTY) LTD hereinafter referred to as PRIMA is a wholly owned subsidiary company of TOTAL SOUTH AFRICA (PTY) LTD hereinafter referred to as TOTAL. PRIMA was established in 1996 for the purpose of running Training Sites for TOTAL. These are the sites, which, within the restrictions of government regulations, TOTAL operates directly for the following reasons: To provide a training arena for new / existing TOTAL Dealers and staff To gain better understanding of the business from Dealers’ point of view in order to help them run their service stations profitably, in accordance with TOTAL standards and norms To run “model” sites, so as to set standards for Dealerships To allow for the testing of new concepts / technology prior to actual implementation across the TOTAL network To care take sites to be used as placements for Entrepreneurs Since PRIMA was established it did not operate as a profit centre until recently in 2002, when the approach changed to focus on doing the right things right. ... Although PRIMA specialises in training of both TOTAL staff and its Dealers, there is no uniform training program, and as a result, different training standards are likely to be applied. ... Customers include: Internal users within TOTAL (training of dealers and entrepreneurs) Dealer network Motorists who use its service stations to fill up The need and the efficiency for PRIMA to provide effective training will continue to increase, as TOTAL will be utilising PRIMA service stations to train its staff in preparation for the Project Simunye implementation. ... OPPORTUNITIES AND ISSUES ANALYSIS Strengths Due to financial backing from TOTAL, PRIMA is financially stable The existence of an infrastructure to test all new technologies with possibilities to launch into the TOTAL Service Station network. ... The provision of training to previously disadvantaged groups of individuals, indicates Total’s (and by extension, PRIMA’s) seriousness about its social responsibility in the country and as such better positions itself to acquire lucrative government business. Remuneration practices are meant to reward more than the norm to ensure motivated staff that will create a “model” TOTAL service station operation. ... As a result, various standards of training are applied, the result of which is different types of application of TOTAL methodology with respect to running and managing a service station. Internally, there is a perception that PRIMA service stations are (generally) not regarded as model TOTAL service stations. ... The inconsistency between employee benefits of TOTAL and PRIMA. The latter’s employees do not get the same benefits as TOTAL employees, in spite of the fact that TOTAL owns PRIMA 100%. ... The spin-off will be to reduce financial dependence on TOTAL for financial support. ... Opportunities exist to have PRIMA run as a Black Economic Empowerment arm of TOTAL. As a result, financial rewards to be had from its retail business can be shared with TOTAL. ... This way, both TOTAL and PRIMA will win in this regard.