Why ExxonMobil's Retail Stores Can't Turn a Profit
The average consumer can’t understand how a company that reported first-quarter profits of $10.89 billion can be the same company that announced a departure from its retail operations because it couldn’t turn a profit. I didn’t understand that either, until I started working as a consultant to ExxonMobil, and got a behind-the-scenes look at the retail side of the world’s largest publicly-traded corporation.
The critical difference, I found, between a profitable gas station operation and an unprofitable one was not geography, product mix, or the economic climate. The difference was found in the understanding or misunderstanding of their own unique selling proposition.


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