Programs to grow your business

Phillips 66 Lubricants is pleased to present the 2013 Phillips 66®, Conoco®, 76® Lubricants and Kendall®-branded support programs.

We know how hard you work to grow your lubricants business, and we’ve structured our programs to support you in your growth plans.

These programs are easy to understand and administer, allowing you to spend your time on business—not cutting through the red tape. As you grow your business, Phillips 66 Lubricants will be there to

help support you with our Business Support Programs.

Contents

Marketer Programs • Business Development Allowance (BDA)

• BDA Growth Program

• Titanium Incentive Program Plus (TIP+)

• National Account Incentive Program (NAIP)

• Lube Shop Program

• Service Bay Program

• MileGuard® Filters

• AnalysisPlus®

• TOP TIER Marketer Program

• Top Flight Program

• Lubricants Academy Training Programs

Business Builders • Brand Support Tools

• Supercharged Business Builders

• Fleet Finder™ Program

• Factory Finder™

• PCMO Prospect Finder

• HiCORP Marketing Solutions

Kendall PCMO Programs • New Account Conversion Allowance

• Volume Incentive Rebate (VIR) Program

• Team Kendall

Kendall Heavy Duty Program • Kendall Lubricant Analysis System (KLAS®)

• HDEO Liquid Titanium® New Account Conversion Allowance Program

Marketer Program

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Business Development AllowanceThe Business Development Allowance (BDA) program offers a simple and effective way to offset a variety of your business development expenditures by enabling you to earn dollars to spend toward marketing expenses focused on promoting Phillips 66 Lubricants brands.

BDA Rate TableProduct Conoco Phillips 66 76 Lubricants Kendall

Conventional $0.07 $0.07 $0.07 $0.26

Hi Mileage/Diesel $0.07 $0.07 $0.07 $0.35

Full Synthetic $0.07 $0.07 $0.07 $0.45

Aviation & 2-Cycle $0.07 $0.35 $0.07 $0.26

How It Works•As a Marketer, you will earn funds on every gallon of qualified

Phillips 66®, Conoco®, 76® Lubricants and Kendall®-branded lubricants that you purchase between January 1, 2013 and December 31, 2013.

•These BDA funds will be accrued monthly and posted to your BDA account one month in arrears.

•When you make a qualified expenditure and submit a claim through Lubestream, Phillips 66 Lubricants reimburses 100% of your cost up to your available BDA-accrued funds.

•All BDA funds must be spent within the calendar year and do not carry over into the following calendar year.

•Marketers carrying two or more Phillips 66 Lubricants brands will have BDA funds combined into a single account, allowing the flexibility to spend BDA funds toward promoting any of Phillips 66 Lubricants brands.

Accrual Rates for the 2013 BDA Program

Eligibility•A Marketer must purchase a minimum combined Phillips 66

Lubricants volume of 90,000 gallons in calendar year 2013 to be eligible for the BDA program.

• If your 2012 year-end combined Phillips 66 Lubricants volume exceeds 90,000 gallons, you are qualified to participate in the BDA program January 1, 2013.

•You must be a Phillips 66 Lubricants Marketer in good standing.

•Phillips 66 Lubricants reserves the right to determine overall eligibility in this program.

Qualified Products•Any qualified Phillips 66, Conoco, 76 Lubricants and Kendall-

branded product (bulk or packaged) which you have purchased, excluding the ineligible products listed next.

Ineligible Products •Family Hydraulic AW 32, 46, and 68

•Buy-Back Business purchases

•Branded antifreeze, MileGuard Filters and MIRACLEAN® products

•Unbranded products, private label, Point® brand

•Any product that is identified as ineligible by Phillips 66 Lubricants

Submission of Claims•All 2013 BDA claims must be submitted through Lubestream

by February 28, 2014.

•No Phillips 66 Lubricants pre-approval is required; however, for audit purposes Marketers are required to retain documentation of all BDA claims for three years.

•Phillips 66 Lubricants reserves the right to audit any claim up to three years from the claim filing date.

•All audited claims without support documentation will be charged back to the Marketer.

Payment of Claims•Marketers will receive payment via credit memo only

•Qualified claims are up to 100% reimbursable

•Qualified claims are limited by total BDA accrual

FPO

Business Development Allowance ExpendituresRecommended Expenditures

• Before making expenditures, Phillips 66 Lubricants recommends you discuss the reimbursement with your Phillips 66 Lubricants MSR.

100% Reimbursable • Marketers can advertise for their Retailers and Installers or allow those customers to advertise on their own behalf and be reimbursed 100% of the Phillips 66 Lubricants/Kendall® portion of the advertising or promotional expenditures.

Examples of Recommended Expenditures • Media costs for branded (Conoco®, Phillips 66®, 76® Lubricants and Kendall) radio, television, newspaper, print and billboards

• Marketer-created television, radio, print, Yellow Pages advertising, outdoor signage/billboards (must conform to copy and art requirements/logo guidelines)

• Marketer/customer advertising

• Specialty items from approved vendors

• Website costs

• Internet advertising

• Site selection and demographic analysis cost

• AnalysisPlus® and KLAS® Basic and Premium sample kits

• Branded “on-hold” network

• Truck decal identification

• Equipment purchase and repair costs

• Training fees and materials

• Registration fees and the cost of training manuals for Phillips 66 Lubricants-sponsored training programs, travel expenses, including hotel accommodations

• Imprinted/customized static cling stickers

• Phillips 66 Lubricants/Kendall sales promotions

• Flyers/circulars

• Direct mail program (with prior approval)

• Race, sports tickets and customer hospitality

• Phillips 66 Lubricants/Kendall-sponsored drivers/tracks or racing series/driver promotional appearances

• Used oil collection

• Trade shows (featuring only Phillips 66 Lubricants products)

• Lubrication recommendation guides

Claims and Reimbursement Procedures • All BDA claims must be submitted online through Lubestream.

• Reimbursement will be issued in the form of a credit to the Marketer.

Terms and Conditions • Marketers must maintain the required documentation for a period of three years from the date of the original claim submission. Documentation must include an original invoice showing your Phillips 66 Lubricants/Kendall advertising/promotional expenses, in addition to the required documentation in accordance with program guidelines supporting the claim (outlined below). Phillips 66 Lubricants reserves the right to audit any claim up to three years from the date of delivery.

Newspaper AdvertisingDocumentation Requirements

• Newspaper invoice(s) showing net cost of advertising, number of insertions, ad dates, size and rates.

• Proof of Phillips 66 Lubricants/Kendall advertising in the form of a full-page tear sheet for each publication date showing publication name and date.

Direct Mail, Circular/Insert/FlyerDocumentation Requirements

• Printing invoices detailing total net cost of printing and quantity printed.

• Distribution invoice(s) detailing quantity of pieces sent, areas of circulation and cost per square inch. If sent through the U.S. Postal Service, a postage receipt is needed.

• Complete copy of printed piece(s) showing Phillips 66 Lubricants advertising.

Yellow Pages Advertising Requirements • Copy of contract(s)

• Original Yellow Pages tear sheet(s)

• Copy of original invoice(s) (usually in the form of monthly phone bills). If paid annually, proof of payment is needed.

Radio/TV AdvertisingDocumentation Requirements

• Original station invoice(s) or notarized affidavit of performance(s) showing exact dates and times spots ran.

• Notarized script with KNA certification completed by stations showing length of ad, number of spots and cost per spot.

Internet Advertising/Website Costs • URL address needed

Outdoor Billboard/Signage and WallDocumentation Requirements

• Photograph of each billboard/signage

• Original invoice needed for outdoor and wall documentation

• Invoice needed indicating the location(s) and date(s) of exposure for outdoor billboards

Truck Decal Identification • Copy of original invoice

Imprinted/Customized Static Cling Stickers • Invoice from static cling supplier showing total net printing cost

AnalysisPlus® and Kendall Lubricant Analysis System (KLAS®) Sample Jars & Fees

• Invoice from labs indicating sample kit costs

Advertising Allowance • Invoices or reports detailing invoice numbers, invoice dates, products purchased, total gallons, amount given from invoice

On-Hold Network • On-Hold invoice required

Race/Sports Tickets/Customer Hospitality • Invoices showing total net cost

Marketer/Phillips 66 Lubricants/Kendall®-Sponsored Drivers/Tracks or Racing Series/Driver Promotional Appearances

• Invoice showing total net cost

Trade Shows • Must feature Phillips 66 Lubricants branded products ONLY

• Invoice showing total net cost

• Photograph of booth

Used Oil Collection • Invoice or manifest showing total net cost, date of pickup and total waste oil collected

Lubrication Recommendation Guides • Documentation showing total net cost or delivery ticket along with proof of payment

Equipment and Equipment Repair Requirements • Original equipment and repair facility invoice referencing customer, total costs, dates of service(s) and items repaired/replaced/purchased

Approved Training Program Requirements • Copy of registration forms

• Travel itinerary (receipts/invoices) for travel and lodging

• Receipts for tolls and parking

• Copy of expense account or qualifying documentation for mileage reimbursement

Specialty Items from Approved Vendors • Invoice showing total net cost or delivery ticket along with proof of payment is needed

Excluded Expenses • Salary support

• Equipment purchased under Advance of Money Program

• Price Support/Adjustments

• Supplemental Allowances

All 2013 Business Development Allowance claims must be submitted through Lubestream by February 28, 2014. Any remaining balance in a Marketer’s 2013 Business Development Allowance fund will be eliminated March 1, 2014. Phillips 66 Lubricants reserves the right to limit Business Development Allowance payment(s) based on nonconformance with the Marketer’s PPA and other related documents, monies owed to Phillips 66 Lubricants by the Marketer or 2013 budget constraints. This program is subject to change or cancellation without notice.

NOTE: Copy and art requirements must be met and specific logo guidelines must be adhered to.

How It Works • The BDA Growth qualifying volume is based on combined Phillips 66 Lubricants branded net 2013 purchases.

• The program is designed to reward you for bringing on incremental volume above your established base volume.

• Your base volume is the greater of your net qualified gallons from the previous two years. (Newly signed Marketers with partial prior year purchases will have their previous year base volume annualized.)

• The program rewards 2013 incremental volume once your purchases exceed 103% of your established base volume.

• Once you have reached your 103% growth threshold, you will be rewarded on all growth gallons.

• All acquired and merged volume from other Phillips 66 Lubricants Marketers is ineligible.

• Funds earned via the 2013 BDA Growth program will be credited to your 2014 BDA account by March 1, 2014 and must be spent by the end of the year.

Product Qualification • Qualified Phillips 66®, Conoco®, 76® Lubricants and Kendall®-branded products include any product (bulk or packaged) that you have purchased, excluding the ineligible products listed below.

- Exceed the minimum threshold of 90,000 combined Phillips 66 Lubricants gallons within the 2013 calendar year.

- Have combined 2013 Phillips 66 Lubricants branded net purchases that exceed 103% of the Marketer’s base volume.

- Have purchases from Phillips 66 Lubricants in the previous year to establish base volume.

(Please note: First-year Marketers are not eligible to participate in the BDA Growth Program.)

Ineligible Products • Family Hydraulic AW (all viscosity grades)

• Buy-Back Business purchases

• Branded antifreeze, MileGuard filters and MIRACLEAN products

• Unbranded products, private label, Point® brand

• Any branded product that is identified as being ineligible by Phillips 66 Lubricants

Payment of BDA Growth • BDA Growth funding is calculated by Phillips 66 Lubricants after all year-end transactions have closed.

• BDA Growth funds will be deposited as an adjustment to your 2014 BDA account by March 1, 2014.

• BDA Growth funds must be spent and accounted for in the same manner as regular BDA funds.

Log on to Lubestream and visit the Business Programs tab for additional information.

2013 BDA Growth Program Rate Schedule

2013 Growth Gallons Growth BDA Rates 3% to 9.99% $0.15/gallon

10% to 19.99% $0.20/gallon

20% + $0.25/gallon

NOTE: Payment is retroactive to gallon one of growth only when the qualifying threshold has been met or exceeded.

EligibilityIn order to be eligible, all Marketers must meet the following criteria:

• Be in good standing with Phillips 66 Lubricants.

• Have a current executed Branded Lubricants Product Purchasing Agreement.

NOTE: Phillips 66 Lubricants reserves the right to limit BDA Growth payment(s) based on nonconformance with the Marketer’s PPA and other related documents, monies owed to Phillips 66 Lubricants by the Marketer or 2013 budget constraints. This program is subject to change or cancellation without notice.

Business Development Allowance GrowthThe 2013 Business Development Allowance (BDA) Growth program is designed to reward Marketer growth. This program applies to all Phillips 66 Lubricants brands and offers Marketers an incentive program created specifically to encourage and reward incremental volume growth.

New Account QualificationA salesperson must sell qualified Conoco, Phillips 66, 76 Lubricants or Kendall-branded products to a new customer. A new customer is defined as a customer that has not purchased any Phillips 66 Lubricants brands in the previous 24 months.

How It Works • Marketer sales staff (Marketer Sales Representatives, Sales Managers OR Non-Paid Principal) must enroll online using Lubestream by completing a TIP+ enrollment form that generates a participant’s W-9 tax form. If the Marketer operates in the United States, they must also fill out an EFT request form. Canadian participants will complete the non-U.S. resident statement.

• The Marketer Salesperson signs up a new account and requires them to complete the New Account Enrollment Form indicating that they have not purchased Phillips 66 Lubricants in the past 24 months. The Marketer Salesperson then enters the new account information into the Titanium Incentive Program Plus on Lubestream and prints the New Account Fax Cover Sheet. The Marketer Salesperson then faxes the cover sheet and signed New Account Enrollment Form to fax number as listed on the New Account Fax Cover Sheet.

• As deliveries are made to the new account, the Salesperson has 60 days to enter the claims into Lubestream and then print out the TIP+ Claim Fax Cover Sheet. The Salesperson then faxes the TIP+ Claim Cover Sheet and delivery documents to the fax number as listed on the TIP+ Claim. Phillips 66 Lubricants must receive the delivery documents before the claim can be released for approval.

• The claims submitted will be reviewed and approved first by the Marketer Sales Manager or Non-Paid Principal and second by the assigned Phillips 66 Lubricants Marketer Sales Representative.

• Once the Salesperson’s total combined Phillips 66 Lubricants approved sales volume for all accounts reaches 2,500 gallons, the Marketer Salesperson will be eligible for payment of the accumulated volume.

• Phillips 66 Lubricants will issue the TIP+ payments quarterly for the first volume over 2,500 gallons and each quarter thereafter that the Salesperson has accumulated volume over 2,500 gallons.

• Payment will be issued to all U.S. participants via EFT and Canadian participants by check.

All payments will be made 30 days following the calendar quarter.

Ineligible Products • Buy-Back Business purchases

• Any product identified as ineligible by Phillips 66 Lubricants

Qualified Products • Kendall GT-1® Full Synthetic with Liquid Titanium® protection additive: All available SKUs

• Kendall GT-1 High Mileage with Liquid Titanium: All available SKUs

• Kendall GT-1 HP with Liquid Titanium: All available SKUs

• Kendall GT-1 Synthetic Blend with Liquid Titanium: All available SKUs

• Kendall GT-1 Diesel with Liquid Titanium: All available SKUs

• Phillips 66 TropArtic® Synthetic Blend: All available SKUs

• Conoco Super All Season Synthetic Blend: All available SKUs

• 76 Lubricants Super Synthetic Blend: All available SKUs

• Kendall Super-D XA® with Liquid Titanium: All available SKUs

• Family, Guardol ECT® with Liquid Titanium: All available SKUs

• 270+ SKUs of select premium and synthetic industrial, aviation and 2-cycle oils.

The qualified product list is subject to change. For the current list, please log on to Lubestream > Business Programs > Titanium Incentive Program > TIP+ Product List.

2013 Titanium Incentive Program Rate ScheduleMarketer Salesperson is paid:

• $1.00/gal for Kendall GT-1 Full Synthetic with Liquid Titanium

• $0.50/gal for Kendall GT-1 High Mileage with Liquid Titanium

• $0.10/gal for Kendall GT-1 HP with Liquid Titanium

• $0.10/gal for Kendall GT-1 Synthetic Blend with Liquid Titanium

• $0.50/gal for Kendall GT-1 Diesel with Liquid Titanium

• $0.05 for Conoco, Phillips 66 and 76 Lubricants Synthetic Blend

• $0.50/gal for Kendall Super-D XA with Liquid Titanium

• $0.15/gal for Family, Guardol ECT with Liquid Titanium

• $0.30/gal for select synthetic industrial, ATF and other specialty products

• $0.15/gal for select premium industrial, aviation and other specialty products

Marketer Sales Manager is paid:

• $0.05/gal for every qualified product sold, subject to quarterly minimums

Non-Paid Marketer Principal:

• Approve claims but do not get paid for volume

Payout rates are subject to change. In the event rates change during a program year, the updated rates will be posted on Lubestream > Business Programs > Titanium Incentive Program > Rate Table

Titanium Incentive Program PlusOur Titanium Incentive Program Plus (TIP+) is a value-added sales incentive program for U.S. and Canadian-based Marketer Sales Representatives and their Sales Managers. It is designed to provide incentives to the Marketer Sales Representatives to sell Phillips 66®, Conoco®, 76® Lubricants and Kendall®-branded qualified lubricant product(s) to new lubricant customer accounts.

Eligibility and RequirementsTo be eligible for any sales incentive, participants must meet the following criteria:

• Must enroll for the program via Lubestream by fully completing the TIP+ enrollment form

• U.S. participants must have filed an Electronic Funds Transfer (EFT) Authorization Agreement form

• Canadian participants must have completed the non-U.S. resident question on the TIP+ enrollment form

• Must complete and fax in the New Account Enrollment Form and delivery documents with the printed fax cover sheets

• Must be employed by a Phillips 66 Lubricants Marketer in good standing at the time the incentive is to be awarded

• Must sell a minimum of 2,500 gallons of qualified product to new customers

• May not be enrolled both as a Salesperson and a Sales Manager

• Owners or principals may not enroll as a Salesperson, and may only enroll as a Sales Manager if they are serving in a sales management capacity for the respective Marketership throughout the year

• Owner or principal must register as non-paid principals if no Sales Manager exists in the organization and must approve all TIP+ claims

Marketer Sales ManagerFor clarification, a Marketer Sales Manager:

• Holds a primary function of managing the Marketership’s day-to-day sales activities.

• Supervises directly and guides sales staff.

• Provides strategic direction to sell Phillips 66®, Conoco®, 76® Lubricants and Kendall®-branded products.

Non-Paid PrincipalOwners or principals who do not have a primary function of managing the Marketership’s day-to-day sales activity must register as Non-Paid Principal to approve all TIP+ claims.

Maximum Payment • Marketer Sales Representatives may earn up to a maximum of $10,000 USD per calendar year. This maximum payment is for all combined new sales accounts.

• Sales Managers may earn up to a maximum of $10,000 USD per calendar year. This maximum payment is for all combined new sales volume of their assigned Salesperson.

Submission of Claims • TIP+ claims are administered through Lubestream.

• Marketer Sales Manager or Non-Paid Principals and Phillips 66 Lubricants MSRs approve all claims.

• Multiple deliveries per new account can be entered on each claim.

• All claims must be filed within 60 days of the delivery date.

Payment of Claims • TIP+ payment will be paid on a new account for a period of one year.

• No payment will be issued for total sales volume below 2,500 gallons.

• Payments will be issued for every 2,500 gallons of product delivered to all active new accounts.

• Volume below 2,500 gallons will carry over to next quarter.

• No incentives will be paid on gallons converted from within the Phillips 66 Lubricants brands.

• Payment will be issued to all U.S. participants by EFT and to Canadian participants by check 30 days after the end of each quarter.

• The Titanium Incentive Program is person-specific and Marketer Sales Representatives’ and Sales Managers’ sales volume and their associated accumulated funds cannot be transferred to any other individuals.

• Phillips 66 Lubricants MSR approval is required for each claim; however, for audit purposes the Marketer Salesperson must retain documentation of TIP+ claims for three years from the date of delivery.

• Phillips 66 Lubricants reserves the right to audit any claim up to three years from the date of delivery.

• All audited claims without support documentation will not be paid to the Marketer Salesperson, Sales Manager.

• In the event an audited claim lacks proper supporting documentation, the Marketer will be charged back for payments previously made.

NOTE: Sales will be tracked by Lubestream and are subject to verification by Phillips 66 Lubricants prior to issuing any incentive, prize or award. Applicable federal, state and local taxes are the responsibility of the recipient. This program is subject to change or cancellation without notice. If you have questions, please contact your Phillips 66 Lubricants Marketer Sales Representative (MSR).

How It Works • In order to qualify for the National Account Incentive Program, the Marketer must first, in good faith, determine if the identified individual prospective national account located within the Marketer’s primary area of responsibility will have the ability to purchase a minimum of 10,000 gallons of lubricant products annually.

• Once the prospective sales lead is qualified for the minimum gallons, the Marketer must then complete the National Account Incentive Sales Lead Submission Form electronically, as located on Lubestream under the Business Program tab.

• The Marketer and their respective Phillips 66 Lubricants Marketer Sales Representative (MSR) will receive an email from Phillips 66 Lubricants confirming the above form has been properly conveyed and received via Lubestream.

• Direct Sales will contact the Marketer and the MSR regarding initial contact with the prospective national account lead and Marketer’s and MSR’s possible involvement.

• Direct Sales will make contact with the prospective national account sales lead directly to determine the interest of the prospective national account in establishing a Direct Sales contract with Phillips 66 Lubricants and, if such interest is expressed, whether it falls within their Direct Sales guidelines. These guidelines are reviewed by Direct Sales prior to approving and selling into a business as a national account. The Direct Sales guidelines include (but are not limited to) the following:

- Ability of Phillips 66 Lubricants to supply the lubricant product(s) required by the prospective sales lead location(s)

- Product availability through Phillips 66 Lubricants normal business processes

- Verification that the identified individual prospective sales lead meets the minimum 10,000 gallons/year estimated by the Marketer

- Financial viability of prospective national account, as determined by Phillips 66 Treasury department

- The sales lead must be strategically aligned with Phillips 66 Lubricants overall business direction

• The Marketer and MSR will receive notification by email as to whether or not the prospective sales lead resulted in an executed national contract by and between Phillips 66 Lubricants and the prospective account.

• If the prospective sales lead results in a contract, the Marketer has the first right of refusal to supply the national account business within the Marketer’s primary area of responsibility.

• Upon gaining the national account business, the Marketer will be sent a W-9 form to complete and return to Phillips 66 Lubricants.

• Payment of the national account incentive reward begins when the total volume purchased by the combined national account business reaches the 10,000 gallons threshold referenced above. Volume toward the 10,000 gallons is computed from all the National Account locations that resulted in business from the Marketer’s sales lead. Initial payment will be retroactive to the first gallon.

Incentive Reward • Phillips 66 Lubricants will pay $.05 per gallon on new national account lubricants business for the first 12 months, beginning when the total volume reaches 10,000 gallons from the designated combined location(s). Initial payment is retroactive to the first gallon.

• In the second consecutive 12-month period, Phillips 66 Lubricants will pay $.05 per gallon on all national account incremental volume once it exceeds the initial 12-month volume.

• Payments will be calculated on a quarterly calendar basis by Phillips 66 Lubricants.

• Phillips 66 Lubricants will review the volume and issue a check directly to the Marketer within 30 days following the end of a calendar quarter.

• Payment is made by check to the Marketer after the W-9 form is completed and returned.

• The incentive reward is paid directly to the Marketer and is separate from any handling allowance or fees associated with supplying product to the national account.

Product QualificationQualified products are Phillips 66 Lubricants bulk or packaged products.

Ineligible Products:

• Family Hydraulic AW (all viscosity grades)

• Unbranded products, private label, Point brand

• Branded antifreeze, MileGuard Filters and MIRACLEAN products

• Any product that is identified as ineligible by Phillips 66 Lubricants

NOTE: Sales are subject to verification by Phillips 66 Lubricants prior to issuing any incentive, prize or award. Applicable federal, state and local taxes are the responsibility of the recipient.

National Account Incentive ProgramThe National Account Incentive Program is designed to reward Phillips 66 Lubricants Marketers directly for qualified national account sales leads that result in new lubricant business for Phillips 66 Lubricants Direct Sales. The incentive is paid on all the national account locations volume acquired by Phillips 66 Lubricants Direct Sales that are a result of the Marketer’s sales leads.

Lube Shop ProgramPhillips 66 Lubricants Lube Shop program is a valuable tool designed to support our Marketers and their customers in the growing area of the installed oil change market. Every day, more people make the shift from the “Do It Yourself” lifestyle to having their vehicle serviced at a facility specifically designed for performing full-service oil changes. The Lube Shop program enables Marketers to take advantage of this ever-increasing trend by having a branded, professional facility complete with credit card offering. With any business venture, the key to success is a well thought-out and executed business plan. Phillips 66 Lubricants has the expertise to guide you through the start-up process step by step, from choosing a site to opening the door on the first day of business.

Demographics & Site SelectionOur program partners can provide detailed demographic, market profile and automotive expenditure reports to help you evaluate and select a suitable site for your Lube Shop.

Building Design & ConstructionComplete prototype plans are available through participating architects. Our three-bay plan includes a set of reproducible plans with supporting AutoCAD drawings.

EquipmentA complete equipment list that includes everything for the operation of a quick lube is available upon request.

FinancingWe recommend working with your local lending institutions. We offer financial projection worksheets that can help you make wise financial decisions. Funding assistance to support equipment, software, building and business-related items may be available under our Lube Shop program.

SoftwareWe offer excellent software through industry-leading companies. The software helps you understand customer needs, provide informed recommendations, generate service reminders, and simplify invoice and inventory control processes.

Marketing & AdvertisingBuilding awareness about your business is critical. Our online Lube Shop manual is a great resource for information on special promotions, direct mail and media advertising. Branded interior and exterior Oasis Image signage, advertising and point-of-sale materials give you a professional image that helps attract and retain customers. Phillips 66 Lubricants offers a variety of turnkey, cost-effective promotions through the Supercharged Business Builder Program.

Business Start-up KitProvided information includes complete program information, literature, signage, decals, seat covers and more.

TrainingTraining workshops are available through industry-leading companies. Workshops cover topics such as hiring and training the right employees, creating a retail environment and providing excellent customer service. Custom workshops and on-site consultations are also available.

Program GuidelinesThe Marketer ensures that the new service provider will purchase a minimum of 2,000 gallons of branded Phillips 66 Lubricants annually in a three-year duration, subject to audit by Phillips 66 Lubricants.

Program KitThe branded start-up package is provided free on a one-time basis to qualifying locations.

The package includes:

• Dealer imprint sign

• Curb sign with cover and sleeve

• Building ID sign

• 17-point service sign (not included in Kendall Kit)

• Pennant strings

• Exterior bay sign

• Menu board

• Fender cover

• Clip board

• Static cling oil change reminders

• Floor mats

• Plastic seat covers

Program InformationContact your Marketer Sales Representative or log into Lubestream to place your order. Your Marketer Sales Representative will be contacted for review and approval prior to processing.

Start-up packages can be shipped directly to service providers or to the requesting Marketer for delivery.

Item substitution or duplication is not allowed. Phillips 66 Lubricants reserves the right to change or substitute items at any time.

Individual items may be purchased through HiCORP and Reliance Labels. Please contact:

• HiCORP for interior and exterior signage, fender covers and clip boards at Lubestream > Marketing Support > HiCORP

• Reliance Label Solutions for static cling oil change reminders and floor mats at Lubestream > Marketing Support > Floor Mat & Static Cling Promotion

For more information and to order Service Bay Kits, please visit Lubestream > Business Programs > Service Bay Program

Service Bay ProgramThe Phillips 66 Lubricants Service Bay Program is designed to address the specific signage and collateral support needs of quality automotive businesses that offer Phillips 66 Lubricants when performing oil and filter changes as a part of their regular customer offerings.

The coverage for vehicles in operation using MileGuard brand filters is quite extensive. MileGuard brand oil filter coverage is at 98% of vehicles in operation nationwide. Bulk pack oil filters are available for quick lubes and other installed businesses. MileGuard air filter coverage is 80% of vehicles in operation nationwide with boxed product.

MileGuard filter customers have the option of using Fram brand fill-in for all applications where a MileGuard filter is not available.

Also available is a complete line of filtration products to cover applications for cabin air, breathers, fuel, PCV valves, transmissions and a complete line of heavy-duty filters for over-the-road and off-road equipment. Other products that may be of interest are Prestone antifreeze products, Prestone Car Care products, Autolite Spark Plugs and Wire & Coil on Plug products.

The MileGuard filter program is administered entirely through Honeywell Consumer Product Group and Fram Filters. All business functions will be facilitated through Honeywell.

MileGuard Filter Program Key ContactsQuestions regarding the Phillips 66 Lubricants MileGuard filter program should be directed to:

Main Contact: David Hittinger, 812.568.4394 or davidhittinger@champlabs.com

Customer Service: 800-890-2075, option 1; 203.830.7951 (fax) Contact: Beth Shimman

Email orders to: CPGdomesticGF@honeywell.com

Technical Assistance Hotline: 419.661.6892 or 800.890.2075, press 2

Filter Claims Support: Ray Boggia, 419.661.6878

Warranty Claims: prodeval@framgrp.com

Transnet, Internet, EDI ordering capabilities are available

Join the Program That Pays YouBy participating in this program, Marketers will earn $.06 per filter purchased direct from MileGuard paid quarterly.

Lubestream > Business Programs > MileGuard Filters

MileGuard® FiltersMileGuard oil filters are designed to provide efficiency, strength and performance. MileGuard filters can be used as direct replacements for original equipment filters and satisfy new vehicle warranties. The filters are tested to precise specifications and are built under strict quality control procedures. MileGuard air filters also meet or exceed engine manufacturers’ requirements and satisfy new vehicle warranties when installed according to instructions.

Oil Filter

FPO

AnalysisPlus®

The Next Generation in Oil Analysis

Key Tests Automotive(PCMO/ATF/Gear)

Heavy-DutyDiesel Engine Oil

Industrial &Natural Gas

Industrial with Particle Count

Test Description Basic Premium Basic Premium Basic Premium Basic Premium

Elemental Metals (wear, contaminant, additive, multi-source) ASTM D6595

Water Content 1 1 1 1 1

Viscosity @ 40ºC – ASTM D445

Viscosity @ 100ºC – ASTM D445 (or 40°C) (or 40°C) (or 40°C) (or 40°C)

Fuel Dilution – % Volume

Fuel Dilution – % Volume by Gas Chromatograph OPTIONAL2

Fuel Soot – % Volume by FTIR/Wilks

Oxidation by FTIR

Nitration by FTIR

Acid Number – ASTM D664

Base Number – ASTM D4739 OPTIONAL2

Glycol

Particle – ISO 4406:1999

Water Separability – ASTM D1401 OPTIONAL2

OPTIONAL2

Foam Test – ASTM D892 OPTIONAL2

OPTIONAL2

Oxidation Test (RPVOT) – ASTM D2272 OPTIONAL2

OPTIONAL2

1 If positive by Crackle Test, run Karl Fischer test.2 OPTIONAL: Additional cost for this test.NOTE: Several options are available for testing metalworking fluids. Contact a Premium laboratory for more details.

Program OverviewOil analysis has never been easier than with Phillips 66 Lubricants and AnalysisPlus. With testing options to meet your program needs, AnalysisPlus is your snapshot into the condition of both the lubricants you’re using and the units you’re monitoring.

Identifying minor problems before they become major failures will save you both money and unscheduled downtime. An oil analysis program is a timely, cost-effective way to maximize equipment reliability and boost company profits.

Basic and Premium test packages are available. Use the tables below to choose the test package that best suits your application.

Level of Service Basic Test Package Premium Test PackageResults via email or Internet

Competitive industry pricing

ASTM test methods

Historical data transfer availability

Series of management report options (basic tools) (extensive tools)

CMMS compatible

Order test kits online

Choice of laboratories

Advanced testing for industrial, turbine & metalworking samples

Training, field service & support

Test Packages

AnalysisPlus® Benefits AnalysisPlus gives you a flexible way to manage your oil analysis data so you can get the most for your analysis dollar. Start with AnalysisPlus today and start making changes to your daily maintenance practices that will save you time and money.

• Maximize equipment efficiency and engine durability

• Extend equipment life

• Decrease maintenance expenses by extending component life

• Illustrate extended drain capabilities

• Detect engine trouble in its earliest stages

• Help the operation make informed maintenance decisions by providing equipment history

• Link to the most commonly used CMMS

Available Management Reports • Condition History Report

• Chronic Alarm Report

• Delinquent Samples Report

• Fluid Age and Condition Report

• Component Watch

• Transit Time

• Condition Analysis Report

• Equipment Comparison

In addition, several options are available for testing metalworking fluids—making AnalysisPlus your total solution.

Suggested Sampling Intervals by ApplicationComponent Interval

Engine Every 250 Hours

Transmission Every 500 Hours

Differentials Every 1,000 Hours

Planetary Every 1,000 Hours

Hydraulics Every 1,000 Hours

How To Get Started To enroll your business in the AnalysisPlus Program, first determine the best test package for your application along with the desired laboratory service provider and then either go to analysisplus.net or contact the selected laboratory service listed below:

Basic Oil Analysis:Lab One 866.652.2663

Premium Oil Analysis:Polaris Laboratories 866.341.4396ALS Tribology 877.645.5221ANA Laboratories, Inc. 800.648.2625

For questions regarding your results or recommendations, orders or invoicing, please call your AnalysisPlus laboratory to speak with a customer service representative.

AnalysisPlus Lab LocationsBasic testing only:

Lab OnePhoenix, AZ866.652.2663

Premium testing:

POLARIS LaboratoriesDuluth, GAHouston, TXIndianapolis, INSalt Lake City, UT866.341.4396

ALS TribologyAtlanta, GACleveland, OHKansas City, KSPhoenix, AZPortland, ORSparks, NVBurlington, OntarioEdmonton, Alberta877.645.5221

ANA Laboratories, Inc.Bellmont, NJ800.648.2625

For more information about oil analysis, visit analysisplus.net

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TOP TIER Promotional ProgramThe TOP TIER Promotional Program has been developed to secure local recognition for those Marketers that have achieved this highly regarded status. Phillips 66 Lubricants proudly provides assistance in securing recognition for the Marketers by developing and issuing a press release and securing funds for TOP TIER logo use in advertising and/or other applications.

How the TOP TIER Promotional Program Works:1. Phillips 66 Lubricants will notify the qualified Marketer of their

eligibility with a TOP TIER Congratulations Letter and Brochure.

2. Eligible Marketers will need to complete and submit a TOP TIER submission form on Lubestream to participate in the TOP TIER Promotional Program.

3. The Marketer will be allocated up to $1,000 for advertisement placement in their choice of local magazines, newspapers or publications and/or TOP TIER logo use on stationery, business cards, truck decals and other applications as they see fit. The program is limited to a maximum of $1,000 for advertising placements and/or other TOP TIER logo applications.

4. Phillips 66 Lubricants representative(s) will contact each TOP TIER Marketer to initiate the development of the press release and advertisement. Marketers can decide whether to spend monies on advertising or other TOP TIER marketing activities. Press releases are issued without cost to the Marketer.

5. If Marketer chooses to spend monies on items other than an advertisement(s), Marketer must submit the proof and invoice via email to TopTier@p66.com. Once approved, the Marketer will be reimbursed up to $1,000 via check.

6. The program is based on each qualified Marketer location. For example: A Marketer with a primary bulk facility that is eligible for TOP TIER will have allocated funds of $1,000, and the same Marketer with a secondary bulk facility that is also eligible for TOP TIER will have additional allocated funds of up to $1,000 to be used toward advertising placement and/or TOP TIER logo use applications.

7. The TOP TIER funds allocated are for one time only per facility. Fund balances cannot be transferred, carried over or refunded. Funds must be claimed within 12 months of becoming TOP TIER.

Tank Optimization ProgramUnder this program, Marketers meeting certain criteria are authorized to utilize common bulk storage tanks for select high-volume branded products. The use of common bulk storage, or “tank optimization,” is limited to only the Phillips 66®, Conoco® and 76® lubricant brands.

The eligible products selected for the program share common formulations, are frequently ordered in bulk by many Phillips 66 Lubricants Marketers, and are expected to provide the greatest tank optimization benefit for Marketers.

To see the current list of qualified products that are eligible to optimize, please visit Lubestream > Business Programs > Tank Optimization Program

How It Works/EligibilityIn order to qualify for the program at any plant, Marketers must meet the following criteria:

• TOP TIER Marketer Operations Standard by location

• A current, signed PPA (Branded Lubricants Product Purchasing Agreement) in effect

• A signed Tank Optimization Agreement as an addendum to the PPA

• Marketer’s business must be FTP (File Transfer Protocol) compliant with Phillips 66 for both supplementals and buybacks within the first six months of enrollment in the program or indicate activities whereby Marketership is moving in that direction

Visit Lubestream > Business Programs > Top Tier for more information.

TOP TIER Marketer ProgramPhillips 66 Lubricants is proud to present the TOP TIER Marketer Program. This program is for Marketers who have achieved TOP TIER status for exceeding quality, safety and environmental operation standards. The elite recognition is awarded to a select number of Phillips 66 Lubricants Marketers who exceed the company’s rigorous Marketer Operations Standard guidelines.

Fuel Your Growth. Elevate Your Business.Phillips 66 Lubricants Top Flight Marketer Program is a turnkey program designed to help increase sales volume and raise your visibility as a preferred source for aviation lubricants.

We invite you to take your aviation lubricants business higher by earning your wings as a Phillips 66 Top Flight Marketer.

As a Top Flight Marketer, you’ll receive exclusive benefits, plus you and your Fixed Base Operator customers will be given special recognition in our online Aviation Marketer Locator, which can increase leads and help grow your customer base.

How to Qualify as a Top Flight Marketer • Agree to inventory three of the top four Phillips 66® Aviation SKUs:

– X/C® 20W-50 12/1

– X/C 20W-50 1/55

– X/C 25W-60 1/55

– X/C 25W-60 2/2.5

• Commit to bring in other aviation lubricants as requested by consumers.

How You Benefit • Enhanced Aviation Marketer Locator listings on phillips66lubricants.com.

• Increased levels of marketing and technical support to encourage growth, starting with a contact list of all Phillips 66 Aviation lubricants experts.

• Phillips 66 Lubricants will inventory its top four aviation SKUs at all major packaging plants (Hartford, Savannah, Los Angeles and Portland)

• Right of first refusal on aviation sales leads from Phillips 66 Lubricants.

• Additional benefits and incentives as the program matures.

Why Top FlightBecoming a Top Flight Marketer signals to buyers that they’ll have access to a broad range of high-quality aviation products through a preferred source. A special listing in the Phillips 66 Aviation Marketer Locator makes it easy for customers to quickly identify you as a recognized aviation lubricants Marketer.

To learn more about becoming a Phillips 66 Top Flight Marketer, please visit Lubestream > Business Programs > Top Flight Program

Top Flight Marketer Program

Customer-Focused Selling ProgramOur Customer-Focused Selling Program is a new sales approach that incorporates proven sales practices into the realities of our business. As the name implies, Customer-Focused Selling is designed with the customer in mind. The sales process was created to align with the steps and actions that a lubricants customer goes through when making a buying decision around lubes products or suppliers. By aligning with the customer and having better sales tools and skills, you will learn how to win more deals, decrease sales cycle times and improve deal quality. In a competitive business, this value-added training is yet another differentiator for Phillips 66 Lubricants.

The Customer-Focused Selling Program will provide a salesperson with the knowledge and skills to successfully navigate the five stages of the sales cycle:

1. Relating Stage

2. Discovery Stage

3. Advocating Stage

4. Closing Stage

5. Supporting Stage

The skill sets learned will enable each salesperson to approach the difficult selling process more confidently and competently, achieving higher goals and improving profitability in a price-sensitive environment.

To learn more, please contact your MSR.

Technical Training ProgramOur goal is to provide the most comprehensive and highest quality Marketer and customer training programs in the industry. Training varies from seminars sponsored by Phillips 66 Lubricants to on-site customer seminars and online computer-based training (CBT) on products and their applications.

Phillips 66 Lubricants formal training courses include:

• Basic Products Course (CBT)

• Advanced Products Course (3-day course)

• Industrial Products Course (2-week course)

• Technical Products Course (8-week course)

• HDEO Seminar (3-day course)

Knowledge To Market (K2M) Technical TrainingK2M, part of the Phillips 66 Lubricants Academy, is an online technical training system with a focus on relating technical material to the sales process.

K2M Self-Paced ProgramThis online training resource is available to all Phillips 66 Lubricants Marketers. It is designed to help you learn how to explain the value of your lubricant products with credibility and confidence. These innovative online courses simulate real-life selling situations through virtual customer interaction. Your sales team will develop the confidence to approach new customers and the credibility to develop strong relationships with your existing customers. These training modules are self-paced and can be completed at your convenience. STLE Certified Lubrication Specialists (CLS) can earn continuing education credits toward their recertification with the successful completion of any three modules with a minimum score of 80% on each post-test.

• 11 Topic Areas

• 35 Training Modules

• 1,500+ pages of reference material at your fingertips

K2M Facilitated ProgramAvailable only to our TOP TIER Marketers, the Premium-tier CJ-4 Heavy Duty Engine Oil Specialist Certificate program is a six-week, instructor-guided online program. It is designed to provide you with the knowledge and skills that you need to be able to sell Phillips 66 Lubricants premium-tier API CJ-4 heavy duty engine oil products more effectively. Class sizes will be limited to 20–25 students but more classes will be added as required. You will be assigned one online scenario to complete each week as well as weekly discussion questions.

Scenarios include:

• Getting to Know Your Support Tools

• Basics of Base Oils

• Basics of Lubricant Additives

• Operation of a Diesel Engine

• API CJ-4

A comprehensive final exam will be administered during the final week. Successful completion of the facilitated program will earn the student continuing education credits toward renewal of their STLE Certified Lubrication Specialist credential as well as a certificate of completion that is suitable for framing.

For more information, visit Lubestream > Training

Lubricants Academy Sales and Technical Training

Business Builders

Business Builders

Busi

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Bui

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In addition to the outstanding Marketer programs, Phillips 66 Lubricants has developed comprehensive marketing and brand support tools, such as:

• Product Sell Sheets and Brochures Lubestream > Marketing Support > Sales Brochures (Collateral Ordering)

• Installer and Consumer Brochures Lubestream > Marketing Support > Sales Brochures (Collateral Ordering)

• Technical Data Sheets (TDS) phillips66lubricants.com > Brands and Products > Search by keyword, brand, product or industry

• Technical Bulletins Lubestream > Communication

• Technical Support / Technical Hotline Lubestream > Contacts > Contact Us - Technical Services 877.445.9198

• Product Training Presentations Lubestream > Training > Additional Product Training

• Live and Recorded Webinars Lubestream > Recorded Webinars

• Floor Mats & Static Cling Stickers Lubestream > Marketing Support > Floor Mat and Static Cling Promotion

• Point-of-Purchase Signage and Branded Merchandise Lubestream > Marketing Support > HiCORP

• Equipment Funding (Advance of Monies) Consult your Marketer Sales Representative

• Case Studies & Testimonials Lubestream > Advertising and PR > Case Studies

• Oil Analysis Programs - AnalysisPlus®

Lubestream > Business Programs > AnalysisPlus

- KLAS® (Kendall Lubricant Analysis System) Lubestream > Business Programs > KLAS.net Oil Analysis

• Hospitality Events Consult your Marketer Sales Representative

You will find the majority of these tools available through Lubestream.

If you have any questions regarding the above listed tools, please contact your local MSR. To secure access to Lubestream, contact your Lubestream administrator or the Lubestream Help Desk at 800.424.0173.

Phillips 66 Lubricants reserves the right to modify or cancel any or all of the above referenced programs without written notice. Phillips 66 Lubricants retains the sole right to determine Marketer qualifications for any program.

Brand Support Tools to Help Elevate Your Business

LubeLookup.comFinding the right lubricant for your vehicle is easier than ever with Lube Lookup, an online lubrication recommendation database for Phillips 66 Lubricants.

Lube Lookup is simple to use: • Select a language and Phillips 66 Lubricants brand

• For quickest results, search by model

• For fine-tuning searches, use the drop-down menus for sector, category, make and model

A successful search will provide recommended lubricants and capacities for engines, hydraulics and related systems, as well as general notes and oil change interval information.

Lube Lookup also provides a Lube Comparison tool that allows you to enter the product you currently use and a comparable Phillips 66 Lubricants product will be recommended. Lube Lookup is also available via your mobile device for quick and easy use. Check it out today.

Supercharged Business Builders offers quick access to the tools and programs for all of the product segments which include our Sell Sheet Builder and Premium Promotions. The Sell Sheet Builder library includes most of the products offered by Phillips 66 Lubricants and provides for the creation of custom content. In just a few easy steps, you’ll get downloadable PDF files of promotions and bottle image art optimized to print beautifully every time from your office printer or a print shop of your choosing. Easy-to-use tutorials available at your fingertips.

PCMO ProductsManage your Kendall® Motor Oil Locator account listings. Search for new business prospects. Order great traffic-building promotions for your accounts. The PCMO products section has something to offer every marketer.

Loyalty & Traffic Builders:

• Gas Card Promotion

• Key Tag Loyalty Program

• Bounce-Back Coupon

• Kendall Free Gas Sweepstakes

HDEO ProductsComplementing our strong offering of HDEO products are great tools to help you sell them.

Regardless of whether you’re calling on a new business prospect or visiting an established account, the sell sheet builder will make you look like the person with the plan. Combine that with the Fleet Finder and Premium Promotions, and you have three powerful tools to help you find and win new accounts.

Tri-Branded Industrial ProductsPhillips 66 Lubricants offers a complete line of industrial products to all industry segments and great tools to help you sell them.

Take advantage of the Factory Finder to search for new accounts and then build custom sell sheets with Premium Promotions to take with you on the call. These great tools work beautifully hand-in-hand.

Phillips 66® Aviation LubricantsThe Phillips 66 line of aviation lubricants is designed to exceed your expectations with premium multiviscosity and single-grade engine oils and the highest quality hydraulic fluids.

Use the Sell Sheet Builder and Premium Promotions to put together a new marketing plan for business prospects or any of your existing accounts.

Lubestream > Marketing Support > Supercharged Business Builders

Supercharged Business BuildersWelcome to Supercharged Business Builders, an online resource to help Phillips 66 Lubricants Marketers build their business. Available now at Lubestream > Marketing Support > Supercharged Business Builders.

Welcome to Factory Finder, Phillips 66 Lubricants program to assist your business in locating industrial lubricant sales opportunities near you. Through Factory Finder, Marketers can access targeted lists of companies in specific industry segments in their local area. The Factory Finder program provides a simple and easy way to conduct a search by location, company size and North American Industry Classification System code (NAICS).

OverviewBy providing key information, Marketers can start generating great sales leads immediately! With the exceptional Phillips 66 Lubricants heavy-duty engine oils featuring Liquid Titanium® protection additive along with the extensive sales support material and oil analysis programs, Phillips 66 Lubricants Marketers have the ingredients to capture sales today!

The Fleet Finder Program is the ideal tool to help you grow your sales of Phillips 66 Lubricants heavy-duty engine oils featuring Liquid Titanium.

This program is made available to Phillips 66 Lubricants Marketers who agree to use the program exclusively for marketing Phillips 66 Lubricants.

Lubestream > Business Programs > Fleet Finder

Sample

Search reSultS

Phillips 66 Lubricants Fleet Finder assists your business in locating truck fleets near you. Through Fleet Finder, Marketers are able to access comprehensive lists of private and for-hire trucking fleets in their local area. The Fleet Finder Program provides a simple and easy way to conduct a complete fleet search by location, fleet size and vehicle class.

OverviewBusinesses can be searched from within 5 major categories, 15 sub-categories and 530+ NAICS codes as follows:

• Manufacturing (15 sub-categories / 456 NAICS codes)

• Mining (29 NAICS codes)

• Utilities (10 NAICS codes)

• Construction (31 NAICS codes)

• Arts, Entertainment & Recreation (5 NAICS codes)

This program is made available to Phillips 66 Lubricants Marketers who agree to use the program exclusively for marketing Phillips 66 Lubricants products.

This Factory Finder program is the ideal tool to help you in your efforts to grow your sales of Phillips 66 Lubricants industrial oils.

Lubestream > Business Programs > Factory Finder

PCMO Prospect FinderPhillips 66 Lubricants Marketers can get quick access to comprehensive lists of prospective passenger car motor oil accounts.

Quickly Find New Accounts in Your AreaIn a busy day, it can be tough to find the time to mine for new prospects. The PCMO Prospect Finder—similar to the Fleet Finder—is here to help out! Use it to find prospective accounts in your area. Searchable by radius & ZIP code, it’s a simple one-step process. Even if you THINK you’ve contacted everyone there is to contact in your area, you just might find one or two slipped past your keen radar. View the tutorial to see how easy it is to use!

Lubestream > Marketing Support > Supercharged Business Builders > PCMO Prospect Finder

Promote with Branded MerchandisePromoting is now easier than ever with unique marketing solutions for the Phillips 66®, Conoco®, 76® Lubricants and Kendall® Motor Oil brands. You will find a wide variety of items sorted by brand and type, including apparel, catalogs, decals, promotional items and more.

Make a Statement with Signage & MoreMaking a good impression starts with professional signage from HiCORP, including menu boards, bay banners, curb signs, flags, pennants, custom signs, brand decals, counter mats and more.

Impress at Trade Shows with Inflatables and DisplaysTurn your trade show area into the center of attention with dramatic inflatables, tabletop solutions and full displays that highlight specific products, categories (aviation, construction, NGEO, etc.) and brands.

Go to Lubestream > Marketing Support > HiCORP

HiCORPHiCORP is the Phillips 66 Lubricants website for point-of-purchase and marketing materials designed to build brand awareness and grow your lubricants business.

Lube Center

kendall PCMo

kendall PCMoPassenger Car Motor oil

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New Account QualificationA salesperson must sell qualified Kendall-branded products to a new customer. A new customer is defined as a customer that has not purchased any Phillips 66 Lubricants branded products in the previous 24 months.

How It Works • The Marketer Salesperson obtains a new account and requires them to sign a New Account Conversion (NAC) Enrollment Form indicating they have not purchased Phillips 66 Lubricants in the past 24 months. The Marketer Salesperson can locate and print the blank New Account Conversion (NAC) Enrollment Form from Lubestream >Business Programs > Kendall PCMO Programs > NAC Enrollment Form.

• The Marketer Salesperson sets up the new account in Lubestream by selecting Business Programs > Kendall PCMO Programs > PCMO Programs. Select “add/edit accounts” and enter the new account information. The Marketer will then be required to print the New Account Fax Cover Sheet and fax the form to the number listed on the Cover Sheet.

• After the first delivery is made to the new account, the Marketer then goes to Lubestream > Business Programs > Kendall PCMO programs > New claim > New Account Conversion Allowance > selects account from the drop-down and enters the Kendall volume into the product table identifying bulk and drum volume in gallons and packaged product by the case.

• The Marketer is then requested to print out the delivery document fax cover sheet. The Marketer then faxes the cover sheet and first delivery document to fax number listed on the delivery document fax cover sheet. Phillips 66 Lubricants must receive the delivery documents before the claim will be released for approval.

• The claims will be reviewed and approved by the assigned Phillips 66 Lubricants Marketer Sales Representative (MSR).

• The Marketer has 60 days after the initial delivery to enter the New Account Conversion Allowance Program claim in Lubestream.

• Approved claims under this program will be paid via credit to the Marketer’s account.

Account Eligibility: Kendall passenger car motor oil installed accounts

Minimum Purchase: 110 gallons

Eligible Products: All Kendall GT-1® Motor Oil and ATF products

Payment Method: Via credit to the Marketer

Maximum Payment: Up to $1,000 initial order only

Eligibility Dates: January 1, 2013–December 31, 2013

Submission Dates: Within 60 days of the initial order delivery date

Incentive StructureKendall PCMO Product Rate PackageConventional and Synthetic Blend $1.00/gallon All

GT-1 Full Synthetic $2.00/gallon Drum or Bulk

GT-1 Full Synthetic $5.00/case 12/1 Case Quarts

GT-1 High Mileage $1.75/gallon Drum or Bulk

GT-1 High Mileage $2.00/case 12/1 Case Quarts

PCMO Products only—Max Payout $1,000 per account

Terms and ConditionsA Marketer must sell qualified Kendall-branded products to a new customer. A new customer is defined as a customer that has not purchased any Phillips 66 Lubricants branded products in the previous 24 months.

Phillips 66 Lubricants reserves the right to modify or cancel this program without written notice.

Kendall® New Account Conversion Allowance ProgramThe Kendall New Account Conversion Allowance (NACA) Program is designed to expand Kendall volume into new installed accounts by providing funds to Phillips 66 Lubricants Marketers for initial delivery of Kendall products.

Car Dealers and Fast Lubes Earn $$$ with KendallThe Kendall Volume Incentive Rebate Program (VIR) is designed to motivate Kendall PCMO installers to expand Kendall volume purchases by providing rebate incentives after minimum volume purchase thresholds are met.

How It Works • Marketers selling the Kendall brand track the Kendall PCMO volume of new or existing PCMO-installed account for 12 months. If the total Kendall PCMO volume is over the 3,000 gallon minimum volume threshold, the account qualifies for the Volume Incentive Rebate program.

• To claim the VIR for the account, the Marketer logs into Lubestream > Business Programs > Kendall PCMO programs. Each installer account must be set up in the system and then can be selected from the drop-down list. To add a new account, select the add/edit account button.

• To file a claim, the Marketer selects New Claim > Volume Incentive Rebate Program > then selects account from the drop-down list and enters the volume into the correct product table.

• The Marketer will then be required to print out the VIR Claim Fax Cover Sheet. The Salesperson must fax the VIR Claim Fax Cover Sheet and a summary document listing all of the deliveries being claimed on the account for the previous 12 months. Phillips 66 Lubricants must receive the delivery documentation before the claim will be released for approval.

• Delivery summary document must have the following information: account name, location, phone number and an itemized listing of deliveries. The itemized list should include delivery date, delivery invoice, product names and volumes for each delivery.

• The claims will be reviewed by the assigned Phillips 66 Lubricants Marketer Sales Representative (MSR) prior to approval.

• Volume Incentive Rebate claims must be submitted within 60 days of the conclusion of one year’s purchases.

• Only one claim may be submitted on an account in each calendar year.

• Approved claims under this program will be paid via credit to the Marketer’s account.

Account Eligibility: Kendall PCMO Installer accounts only (Phillips 66 National Accounts and Buyback Business is excluded)

Minimum Purchase: 3,000 gallons of Kendall lubricants annually

Eligible Products: All Kendall products (see schedules)

Payment Method: Credit to the Marketer

Maximum Payment: $20,000

Eligibility Dates: January 1, 2013–December 31, 2013

Claims and Reimbursement Procedure • Marketers must submit claims through the Phillips 66 Lubricants Lubestream website.

• VIR Claim Fax Cover Sheet and delivery summary document must be received before payment is made.

• Volume Incentive Rebate claims must be submitted within 60 days of the conclusion of one year’s purchases.

• Only one claim per account per calendar year may be submitted.

• Approved claims under this program will be paid via reimbursement to the Marketer.

Terms and Conditions • Qualifying accounts are defined as Kendall PCMO Installer accounts that purchase a minimum of 3,000 gallons of Kendall products in a 12-month period.

• Phillips 66 Lubricants reserves the right to modify or cancel this program without written notice.

Payment Rate TableKendall Mainline Products Schedule

(Including ATF, gear oil, grease*, motor oil)3,000–5,999 gallons $0.05/gallon

6,000–8,999 gallons $0.10/gallon

9,000–11,999 gallons $0.15/gallon

12,000 or more gallons $0.20/gallon

Kendall GT-1® High Mileage/Diesel Products Schedule1–84 gallons $0.10/gallon

85–169 gallons $0.25/gallon

170–254 gallons $0.40/gallon

255 or more gallons $0.60/gallon

Kendall GT-1 Full Synthetic Products Schedule1–84 gallons $0.25/gallon

85–169 gallons $0.50/gallon

170–254 gallons $0.75/gallon

255 or more gallons $1.00/gallon

*Gear Oil and Grease = 8 pounds per gallon

Kendall® PCMO Installer Volume Incentive Rebate Program

What is Team Kendall?Team Kendall is a grassroots racing program designed to give regional racing teams of all types—dragsters, moto racing, stock car, kart, off-road, etc.—the look and feel of national sponsorship through a relationship with a local Marketer.

How Does It Work?Marketers sponsor individual drivers by submitting a simple application through Lubestream. When the application is received, Phillips 66 Lubricants will send out complimentary Team Kendall shirts, hats and vehicle decals for each sponsored driver.

Marketers have complete control over managing the driver relationship. They can choose to grant scholarships, offer discounted rates on Kendall products and coordinate promotional opportunities.

The program resets every year, so Marketers must submit an updated application for each sponsored driver. Only Marketers can request racer sponsorships.

How Do Sponsored Racers Benefit? In addition to the initial promotional items received from Phillips 66 Lubricants, Team Kendall racers can work with Marketers to strengthen the relationship in whatever manner is most advantageous to both parties.

Can Marketers Sponsor More Than One Driver? Absolutely. Each Marketer can sponsor multiple drivers. Some Marketers sponsor 15–20 racers or more.

Racer of the Month/Year Team Kendall chooses a Racer of the Month throughout the racing season and a Racer of the Year at its conclusion. Join us on Facebook to nominate and vote for racers. Marketers are encouraged to keep Phillips 66 Lubricants updated on the progress of sponsored drivers so they can be considered for the year-end trophy and recognized in future communications.

Team Kendall on Facebook Join us on Facebook to stay in touch with the Team Kendall community. Get inside news and find out what’s happening on the tracks. Post race pictures and results. Nominate and vote for Racer of the Month.

How Do Marketers Benefit? Team Kendall Marketers report that sponsoring racers generates loyalty and recognition in enthusiastic local racing communities where word-of-mouth advertising is exceptionally strong. Marketers can also order customized Team Kendall decals with contact information for promotional purposes.

Marketers are free to be innovative in how they develop the racer sponsorships. Many choose to display racing photos, create promotional events and use drivers in their local advertising.

For more information on Team Kendall, email TeamKendall@p66.com or call 832.765.2155.

Team Kendall Reach racers and fuel growth. Sponsor local racers and connect with grassroots racing communities on your terms.

V. Gaines, NHRA Pro Stock Driver

“ We’re strong believers in Team Kendall. We sponsor

15–20 drivers each year in all types of local racing.

Our racers love the decals and promotional support, and

we gain a lot of business and loyalty from the program.”

Wendy Robertson, Booth Waltz Enterprises

East Hartford, CT

“ We love the loyalty and business we get through our

Team Kendall involvement. We currently sponsor five drivers,

which helps us gain recognition and word-of-mouth support from

racers and their fans. We display photos of sponsored racers

at our offices, and drivers are always willing to work with us for

promotional purposes.”

Mary Louise Rieger, Quality Oil Co.

Valparaiso, IN

What Marketers say about

Team Kendall:

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EligibilityTo be eligible, a Marketer must sell tri-branded Guardol ECT or Kendall Super-D XA products with Liquid Titanium to a new account, defined as a customer who has not purchased Phillips 66 Lubricants branded products in the previous 24 months.

How It Works • The Marketer obtains a new account and requires a signed New Lubricants Account Enrollment Form confirming the customer has not purchased Phillips 66 Lubricants in the past 24 months. The enrollment form can be found at Lubestream > Business Programs > HDEO Programs > New Account Enrollment Form.

• The Marketer sets up the new account in Lubestream by selecting Business Programs > HDEO Programs. Select Add/Edit accounts and enter the new account information. Then print the New Account Fax Cover Sheet and fax it along with the New Account Enrollment Form to the fax number listed on the bar-coded cover sheet.

• After the first delivery is made to the new account, the Marketer will go to Lubestream > Business Programs > HDEO (Ti) New Account Conversion > HDEO (Ti) Claims. Select the account from the drop-down menu and enter the volume into the product table identifying bulk or drum volume delivered in gallons and packaged product by the case.

• The Marketer is then asked to print out the delivery document fax cover sheet and fax it and the first delivery document to the fax number listed on the cover sheet. Phillips 66 Lubricants must receive the delivery documents before the claim will be released for approval.

All claims will be reviewed and approved by the assigned Phillips 66 Lubricants Marketer Sales Representative (MSR).

The Marketer has 60 days after the initial delivery to enter the HDEO New Account Conversion Allowance Program claim in Lubestream.

Account Eligibility: Phillips 66 Lubricants HDEO accounts

Minimum Purchase: 110 gallons

Eligible Products: Tri-branded Guardol ECT with Liquid Titanium and Kendall Super-D XA with Liquid Titanium

Payment Method: Via credit to the Marketer

Maximum Payment: Up to $1,000 initial order only

Eligibility Dates: January 1, 2013–December 31, 2013

Submission Dates: Within 60 days of the initial order delivery date

Incentive StructureHDEO Products Rate Package

Tri-branded Guardol ECT with Liquid Titanium

$0.50 Bulk

$0.50 Drum

$0.50 Case

Kendall Super-D XA with Liquid Titanium

$1.00 Bulk

$1.00 Drum

$1.00 Case

Terms and ConditionsA Marketer must sell tri-branded Guardol ECT with Liquid Titanium or Kendall Super-D XA with Liquid Titanium to a new customer. A new customer is defined as a customer who has not purchased any Phillips 66 Lubricants-branded products in the previous 24 months. Phillips 66 Lubricants reserves the right to modify or cancel this program without written notice.

Questions? Contact your MSR for more information about the HDEO Liquid Titanium New Account Conversion Allowance Program.

HDEO Liquid Titanium® Protection Additive New Account Conversion Allowance ProgramThis program is designed to expand Phillips 66 Lubricants HDEO volume by providing funds to new commercial and fleet accounts for the initial delivery of tri-branded Guardol ECT® and Kendall® Super-D XA® products with Liquid Titanium® protection additive.

Program OverviewKLAS is a powerful oil analysis program designed to help customers make better business decisions regarding the maintenance of their equipment assets. KLAS is designed for maintenance professionals and provides Marketers with a value-added service for Kendall® customers.

KLAS BenefitsKLAS provides turnkey oil analysis solutions for your Kendall fleet and heavy equipment customers. Program benefits include:• Opportunity to work more closely with customers - Build long-term relationships through frequent

customer interaction - Opportunity to up-sell training and consulting services

• Simplified program administration through online reporting and sample label printing

- Central data storage system allows customers to track all equipment information in one place

• Helps extend component life and up-time - Analyze data trends to detect problems before they occur

(predictive maintenance) - Reduce chances of unplanned maintenance which leads

to lost revenue

Program SpecificsThe KLAS program is designed for heavy-duty truck/equipment customers.

KLAS is available in a Basic and Premium package. The accompanying tables highlight the testing included in each package.

The KLAS program is limited to customers who purchase and use Kendall-branded lubricants only. It is specifically limited to oil analysis of Kendall-branded lubricants.

KLAS BasicBasic testing monitors lubricant condition, contamination

and wear in engines, and non-engine components.

Tests Engines Non-engines

24 Metals by ICP

Fuel Dilution %

Soot %

Water by Crackle

Viscosity @ 100°C @ 40°C

KLAS PremiumPremium testing includes all features of the Basic package,

as well as a drain interval recommendation to help you safely extend drain intervals in engines and non-engine components.

Tests Engines Non-engines

24 Metals by ICP

Fuel Dilution %

Soot %

Water by Crackle

Viscosity @ 100°C @ 40°C

TBN (base number)

TAN (acid number)

Oxidation

Nitration

Drain Interval Recommendation

KLAS Lab LocationsPOLARIS LaboratoriesDuluth, GAHouston, TXIndianapolis, INSalt Lake City, UTEdmonton, Alberta877.285.9540

Kendall Lubricant Analysis System (KLAS®) High Performance Fleet Maintenance Program

EDMONTON

SALT LAKE CITY

INDIANAPOLIS

DULUTH

HOUSTON

How to Get StartedTo enroll in the KLAS program, log on to KLAS.net or call 877.285.9540 (M–F 8am–7pm EST)

Customer Learnings and Testimonial The following feedback from customers can give Marketers a head start on determining how to use the KLAS® program’s full potential.

Learnings

• The consequences of equipment breakdown is the number one concern of KLAS customers.

• Most customers lack time to really use the full benefit of KLAS.

• Many customers are using KLAS as a basic asset register.

• Customers rely heavily on the laboratory’s “interpretations” and alarms.

• Customers need assistance with sampling practices.

• Customers need help in translating laboratory information into actual work orders.

• Customers need additional training to realize the entire benefit of the KLAS program.

TestimonialCustomer: Mechanics Mark Pempsell and Tony Rogacki of the Lancaster, PA Highway Department. Their fleet includes small equipment such as lawnmowers and larger machinery such as excavators, loaders, bulldozers, bobcats and dump trucks. Each machine has a working backup.

Objective: “Early detection of problems in our fleet is essential to extending the engine life, giving us a larger inventory of reliable working machinery,” says Rogacki.

Comments: Oil changes are the most important part of the maintenance program, according to Rogacki. “During the winter months, the trucks are on call for 24-hour plowing duties. They are often worn down come spring, when they receive a little tender loving care in the form of an oil change. Similarly, the trucks that repair and rebuild roads in the summer are in desperate need of their fall maintenance.” Mark and Tony are proud of the fact that they have been able to prevent engine-related downtime through their choice of top-quality Kendall® lubricant products and the use of KLAS for early detection of engine problems. “We have never lost an engine due to oil failure,” says Pempsell.

©2013 Phillips 66 Company. Phillips 66, Conoco, 76, Kendall, Fleet Finder, Factory Finder, GT-1, Guardol ECT, KLAS, Liquid Titanium, Super-D XA, TropArtic, AnalysisPlus, Point, X/C, SHP and their respective logos are trademarks of Phillips 66 Company in the U.S.A. and other countries. Other products mentioned herein may be trademarks of their respective owners. Phillips 66 Lubricants is not endorsed by, sponsored by or affiliated with such owners. Phillips 66 Lubricants shall not be responsible for any errors, omissions and typographical errors that may be contained herein. T3-CPL-1577

For more information about Marketer Support Programs, please call your MSR or visit Lubestream at lubestream.ephillips66.com

2013 Marketer Support prograM

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