Trust in Partner Selection: ExxonMobil in Indonesia

Problem

ExxonMobil is the world’s largest publicly traded international oil and gas company that has evolved over the last 125 years. The company operates across 47 countries on all six continents and employs more than 77,000 workers.

ExxonMobil has three main businesses: upstream, downstream, and chemical. The company has more than ten distributors, 20 offices, and several warehouses around Indonesia. Furthermore, 

ExxonMobil has a 300-plus combined workforce throughout the lubricant sector. Also, delivering more than 200 projects all over the country.

ExxonMobil strengthens its activities downstream through PT ExxonMobil Lubricants Indonesia (EMLI). InCorp Indonesia (formerly Cekindo) was responsible for developing and expanding the business in the industry, marine, and commercial areas. 

They wanted new suitable local distributors in Indonesia based on specific criteria. Sumatra, Borneo, West Java, and Papua are the markets that the company wanted to expand to.

Solution

InCorp Indonesia conducted on-desk and field proper local distributors research and listed them based on ExxonMobil’s criteria in Indonesia’s area chosen. 

After the pre-selection by the ExxonMobil team, InCorp Indonesia conducted an initial meeting with the potential local distributors. 

This meeting was to provide and collect all necessary information to investigate further based on ExxonMobil’s expectations and requirements.

Services Provided by InCorp Indonesia

ExxonMobil engaged the services of InCorp Indonesia to help them find and select potential local distributors. As a result, we find local distributors in Sumatra, Borneo, West Java, and Papua. Also, we assist in finding distributors for the marine industry.

Result

During the project engagement, InCorp Indonesia recommended potential local distributors as follows:

• Sumatera, we found 14 local distributor candidates
•  Borneo, we found five local distributor candidates
•  In West Java, 15 candidates for a local distributor
•  In Papua, ten candidates for a local distributor
•  Marine Industry found 13 candidates for a local distributor
•  Challenge and Cross Services

Challenge and Cross Services

Overall, InCorp Indonesia can help ExxonMobil to find a local distributor in Indonesia. But, finding local distributors in Papua based on the needs and requirements of ExxonMobil took a lot of work. In the end, leveraging InCorp Indonesia networks allows us to discover potential local distributors in Papua.

Check out more of our clients in the local distributor area.