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An aviation expert, Adewale Sanni, urged oil marketing companies to institute trackers in the monitoring of trucks with a view to checking products diversion and other unethical practices.

Sanni, who is the Country Station Manager of Lufthansa, gave the advice at the Total Nigeria Plc Africa Customers Week in Lagos.

Sanni, who was the guest speaker at the event, spoke on: “Aviation Fueling Challenges- Special Focus on Nigerian Market’’.

He said that introduction of automated trucking on haulage, was in line with international best practices, rather than the manual monitoring of trucks.

According to him, this is meant “to standardise and regulate the process of transportation of petroleum, through tracking of trucks, using available best practices in the aviation industry. Tracking system should be embraced; fuel haulage should be tracked at any time through an App. We are still doing manual tracking rather than automated.

“Airlines are the lifeblood of the aviation market. When airlines succeed and prosper, the rest of the markets prosper. Over the past decade, as the global economy has improved, airlines have grown in profitability, matured in terms of employing better capacity management and cost controls years,’’ he said.

Sanni said that airline business, passenger travel continues to grow above the long-term ten-year average of 5.5 per cent.

 “In 2018, demand measured in revenue per kilometre, grew by 6.5 percent, down from 8.0 percent growth in 2017. IATA expects passenger demands to drop to 6.0 percent growth in 2019. Capacity measured in available seat kilometers rose by 6.0 percent in 2018 compared to 6.6 percent in 2017, with predictions for 5.8 percent growth in 2019.”

He added that “Passenger load factors have therefore continued their slight upward trend, from 81.5 percent in 2017, to 81.9 percent in 2018, and are forecasted to reach 82.1 percent in 2019.”

However, Sani urged oil marketing companies to embraced modern automated invoicing system approach in the aviation industry, than invoicing manually.

He advised oil marketing companies to imbibe international best practices on automated invoicing system, adding that this will help in fast tracking payment process, rather than sending invoices to airline annually.

According to him, Total should embrace the model and get the app, to commence on automated invoicing, to reduce manual invoicing.

Also, the Managing Director of Aero Contractors, Captain Ado Sanusi, urged Total downstream to be more strategic, and goal driven, toward customers’ satisfaction, and to always put customers first, at the front their business.

Sanusi made a presentation on “Operational Excellence in Airline Operation-A Focus on Customer Centricity.”

He commended the management of Total Nigeria Plc for their effective customer service delivery, adding that true customer-centric organisations identify their most valuable customers and ensure their satisfaction.

“In order to do this, organisations gather customer data from multiple sources and channels and target their most profitable customers with relevant offers at the right time. Customer-centric is an approach to doing business that focuses on providing a positive customer experience both at the point of sale and after the sale in order to drive profit and gain competitive advantage, which Total is doing to us.”

Speaking further, he said “another potential benefit of a customer-centric business strategy is that it can increase customer satisfaction. The purpose of customer-centricity is to find out what customers like and don’t like, and to tailor products and services to better fulfill those needs.”

In his remarks, Imrane Barry, Managing Director, Total Nigeria Plc, commended the aviation operators in spite of huge challenges in the industry.

Barry said that the “Africa Customers Week’’ became necessary to appreciate stakeholders and valued customers for consistence patronage.

According to him, Total is the only International Oil Company in the downstream sector in Nigeria because the group firmly believes in the country.

“We believe in Africa. The beauty is that we are a medium enterprise and for such an organisation, it is important to be deeply rooted in the country where you are located.”

“Clarity, priority and focus is important in business. It is extremely important to know why we are doing something. It is important to set up our priority and stick to them,” Barry said.

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