Kalibrate Positions Fuel Retailer for Success Through India’s Market Deregulation

Kalibrate, the experts in global fuel and convenience retail, is in India to help forward-looking fuel retailers succeed in a time of market uncertainty. Price deregulation has opened the market to new competitive dynamics throughout the country. Now fuel retailers must face new competitive entrants and expanding retail networks as well as increased volume pressure and the pending arrival of price volatility. It’s a disruptive shift that necessitates proactive planning.

“Pricing in a deregulated market is a huge change from what Indian retailers have been used to,” said Mark Hawtin, EVP Business Development. “It’s a scary proposition to go from a single regulated fuel price to market force retail pump prices. But with proper planning, expert strategies, data analytics and smart technology solutions, retailers will find opportunities to grow their businesses. Our experience in many other countries confirms that fuel retailers who prepare in advance are the ones who succeed and prosper.”

Hawtin went on to share a case in point: One of Kalibrate’s Indian clients, a major integrated oil company, is working with Kalibrate to position themselves to capitalize on the changes brought about by market deregulation. Their investment in Kalibrate’s fuel and convenience retail success platform gives them access to strategic insight, unmatched data intelligence for India’s market, prescriptive analytics and global best practices. The strategic roadmap and suite of solutions delivered through the Kalibrate Cloud is transforming the way their business operates, delivering measurable gains in performance and productivity.

Today, this Indian retailer has the strategy, people and business processes in place to respond to evolving market conditions. With skilled resources and agile technology, they can determine optimal fuel prices in real-time on a 24/7/365 basis. These capabilities have rapidly become a necessity as multinational companies (MNCs) with global experience of deregulated markets consider increased presence in India.

The story’s not over. The company continues to partner with Kalibrate to successfully navigate conditions as the deregulating market evolves. Kalibrate has identified four distinct phases that a country’s fuel market passes through as government control of pricing eases and open market dynamics take over. Each of these four phases requires unique strategies and tactics to increase profitability and not cede market share to competitors.

“Price deregulation is an opportunity for fuel retailers to grow on a sustainable basis, build consumer loyalty and improve performance,” said Bob Stein, president and CEO of Kalibrate. “We have a strong presence in India with an office in Mumbai and experienced business consultants who are ready to guide fuel retailers successfully through change. With Kalibrate’s knowledge, expertise and market insights, fuel retailers in India can face the new realities with confidence.”

ABOUT KALIBRATE

For over 20 years, Kalibrate (LSE:KLBT) has advised fuel and convenience retailers throughout the world on how to be best-in-class operators in the fast changing marketplace. Kalibrate’s global footprint and local presence are the result of a merger between two market leaders: KSS Fuels, the forerunner in fuel pricing automation, and MPSI, recognized leaders of retail location intelligence. Clients gain fuller visibility, truer insight and more effective control over what matters most - what Kalibrate calls Your Adaptive Edge™. Kalibrate has offices in 10 countries, with headquarters in Manchester, United Kingdom, and Florham Park, New Jersey. For more information, visit kalibrate.com.

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