January 9, 1999
Volume 2, Issue 1

For Team Boston retailers, it’s an action-packed countdown to the millennium powered by the planets and programs of Galaxy.

 As we head into the 21st century, we continue to face some of out biggest challenges – and our greatest opportunities. Now more then ever, we must focus our energies on staying competitive and profitable by responding directly and aggressively to the demands of the changing consumer marketplace.

 First, this requires an unrelenting commitment to providing only the highest 

levels of customer service, at all our facilities. Equally important, it requires that we shift our margin dependency on fuels – currently estimated at 70% - to a stronger focus on non-gas products and services –    currently estimated at 30%. Inverting this ratio is the ultimate goals: it is  believed that achieving a 30/70 position will ensure our success over the long haul.

 The Galaxy Plan is designed to head us in that direction, while at the same time creating a service culture within Motiva that is second to none.

The 1999 Galaxy Plan has been built around a single-minded dedication to profitability. Dealers must become more profitable. Motiva must become more profitable. This can only be accomplished through everyone’s active commitment to come key strategic imperatives:

• We must plan well, to keep on top of existing business, and take advantage of new markets and opportunities.
• We must better invest our resources, especially our human and Capex resources.
• We must operate our facilities according to extraordinary operational and service standards.

The tactics of the 1999 Galaxy Plan are designed to directly and efficiently target these strategic imperatives, with new and enhanced planets that should drive you – the Motiva dealer – successfully into the next century.

The Galaxy Scorecard

The goal of the Galaxy Scorecard is to help ensure efficient and profitable dealer operations. The scorecard is a careful, systematic process for the well-balanced planning and deployment of a dealer’s financial 

resources, internal business processes, external marketing efforts, and continued learning and growth. In 1999, dealers will develop and maintain their own individual Scorecards in conjunction with Motiva.

This program will bring dealers together with Motiva with in-depth, mutually beneficial meetings called Power2 Planning Sessions. At these sessions (beginning in April 1999) a dealer’s Galaxy Scorecard will be developed/reviewed/maintained to ensure that daily business operations are supporting the dealer goals established in the Scorecard. Additionally, available Capex funds will be reviewed and  discussed relative to the Scorecard and dealer performance. Capex allocations if warranted, will be recommended after the completion of the Power Planning Session.
Dates for the Power of Two Planning Sessions include:
        April 7th:     Heidi’s area
        April 8th:     Parky’s area
        April 20:     John’s area
        April 21:     Katy’s area
        April 22:     Greg’s area

Aggressive local store marketing is key to generating new consumer trial and frequency of visits. “Street-fighting” workshops and on-going consulting from the Slutsky group. An anthology of neighborhood marketing tactics will be offered to dealers throughout 1999 as you continue to pursue trading area tie-ins, cross promotions, property-line marketing, and in-store activities and events to drive traffic and increase sales.

 ambassadors” who have the attitude, the will, and the skill to consistently treat every single customer like a celebrity. It also will provide unique and exciting tactics that can drive traffic, increase sales, and build customer loyalty.