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Customer 360

Per-account intelligence — health, cash, whitespace and the next move for sales, key-account management and credit.

Valvoline Cummins Private Limited · FY25 (Apr'24–Mar'25, audited)

Leading MNC / private aftermarket lubricants brand in India — single-digit share, premiumising

500 employees · 1 plant + regional DCs · 6 export markets

▲ Executive read· the answer, then the moves

₹835 Cr of cross-segment whitespace sits across 10 accounts on ₹3,060 Cr of revenue, and no account is flagged high-churn — a stable, concentrated book. Diversify into adjacent segments where the account expands fastest.

4 of 4 headline metrics improving vs prior · still off target: Distributor / OEM Repeat Retention 106.0% vs 110.0%, Premium & Synthetic Revenue ₹780 Cr vs ₹980 Cr, DSO (Days Sales Outstanding) 38d vs 32d

Do now — ranked by urgency

1
₹22 Cr of programs at risk — Q3 FY26Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q3 FY26
Signal: Order-book risk
FYI
Of ₹180 Cr of programs up for renewal in Q3 FY26, ₹22 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs
2
₹30 Cr of programs at risk — Q4 FY26Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹210 Cr of programs up for renewal in Q4 FY26, ₹30 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs
3
₹20 Cr of programs at risk — Q1 FY27Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q1 FY27
Signal: Order-book risk
FYI
Of ₹175 Cr of programs up for renewal in Q1 FY27, ₹20 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs
4
₹34 Cr of programs at risk — Q2 FY27Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q2 FY27
Signal: Order-book risk
FYI
Of ₹200 Cr of programs up for renewal in Q2 FY27, ₹34 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs

📈 Distribution reach & channelStep 2 of 6 · distributor, OEM & industrial accounts, cross-segment◀ Sales & Order-Book 360 Order / Tender 360 ▶All journeys

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↗ Where this connects — act / drill across

🧩Customer Master· the golden record & terms 🔁Premium & Programs 360· programs & repeat orders 🧾Order / Tender 360· quote the cross-sell 💵Cash 360· the account's DSO & AR

● LiveBuilt forCMO · Sales· where to diversify / cross-sell nextKey-Account / KAM· program & renewal playsCredit · Collections· who to chase or hold

Pick an account for a one-page profile that turns the data into a move — a cross-sell play for sales, an expansion/renewal plan for key-account management, and a collect-or-hold call for credit — each benchmarked against the portfolio.

Data backing: customer · opportunity · signal · kpi (repeat-order/DSO/GM peer benchmarks)

Select an account

National distributor network (~450)

Diversify now

National account · Distribution / bazaar trade

Customer health

churnMedium

Financials

Revenue

₹900 Cr

Value-added

₹320 Cr

36% value-added

Order book

₹150 Cr

Gross margin

32%

+3.6 vs peer

Repeat-order

106%

-2 vs peer

Whitespace

₹160 Cr

cross-segment

Cash & credit

DSO

40d

+2 vs peer

Aged AR

₹0 Cr

modeled >45d

Churn risk

Medium

Signals & pipeline

No external signal on file.

Open: Switch-to-Synthetic rollout (SynPower / MaxLife) — ₹120 Cr · Develop @ 52% · signal-driven

Next best action · by stakeholder

Sales / CMO

Diversify into ₹160 Cr of cross-segment whitespace — Distribution / bazaar trade account already at 36% premium / synthetic mix; attach the missing line (synthetic retail, industrial Ultramax, OEM-genuine or coolants / specialties).

Key-Account / KAM

Healthy expansion (repeat-order 106%, +-2 vs peer). Lock a multi-year program and anchor-customer status.

Credit / Collections

Cash position healthy (DSO 40d, within peer). No action.

Exhibit 1

All accounts · one decision each

10 named accounts · ₹3,060 Cr revenue · ₹835 Cr of cross-segment whitespace · 0 at churn risk.

Account	End-market	Revenue	Value-added	Repeat-order	DSO	Whitespace	Health	Verdict
National distributor network (~450)	Distribution / bazaar trade	₹900 Cr	₹320 Cr	106%	40d	₹160 Cr	84	Diversify
Retailers & mechanics (55-60k)	Retail / aftermarket	₹520 Cr	₹200 Cr	108%	30d	₹130 Cr	82	Diversify
Fleet operators (CV)	CV fleets	₹340 Cr	₹180 Cr	107%	42d	₹80 Cr	80	Maintain
Cummins (Premium Blue OEM)	OEM / genuine oil	₹300 Cr	₹260 Cr	108%	30d	₹70 Cr	90	Grow
Industrial B2B accounts	Industrial B2B	₹260 Cr	₹140 Cr	110%	45d	₹90 Cr	85	Grow
Construction, mining & genset OEMs	Construction & gensets	₹200 Cr	₹110 Cr	106%	48d	₹70 Cr	79	Maintain
Tata Motors & OEM tie-ups	OEM factory-fill	₹180 Cr	₹150 Cr	107%	34d	₹60 Cr	86	Maintain
Tractor & agri OEMs / dealers	Tractors & agriculture	₹150 Cr	₹70 Cr	105%	46d	₹55 Cr	78	Maintain
South Asia export distributors	Exports (South Asia)	₹120 Cr	₹60 Cr	109%	52d	₹60 Cr	81	Grow
Modern retail / e-commerce (Amazon, Moglix)	E-commerce / modern retail	₹90 Cr	₹40 Cr	111%	18d	₹60 Cr	83	Grow