Raaj Unocal Standard Operating Procedures Order to cash For information on applying this template onto existing presentations, refer to the notes on slide 2 of this presentation. The Input area of the Beam can be customized to reflect the content of the presentation. The Input area is an AutoShape with a picture fill. To change this, ensure you have the image you wish to use (ideally a .jpg or a .png file) in an accessible folder. The image should have a ratio of 1:1 to ensure it does not appear distorted. Acceptable images for importing into the Input area of the Beam are the three approved graphics (lines), and black and white photography or illustrations which follow the principles laid out on The Branding Zone. Color images should never be imported into this area. To create a thank you slide with a picture in the Input area of the Beam, duplicate this master slide and create a new master slide. If using the graphic on the title slide the same should be used on the thank you slide. If using a picture in the Input area of the Beam in the title slide, the same or different but related picture can be used on the thank you slide. Customize the Input area of the Beam as described below. Click on the View tab from the menu bar and select Master>Slide Master Right-click on the Input graphic and select Format AutoShape From the Fill menu, under the Color and Lines tab, click on the drop-down arrow next to Color and select the Fill Effects menu From the Picture tab, click on Select Picture. Navigate to the folder containing the image you wish to insert in the Input area. Highlight the image and tick the Lock picture aspect ratio box. Click on OK. You can now preview the image before continuing. If you are happy with how it looks, click Ok to continue. Otherwise, repeat the process until you are happy with your selected image To exit from Master View, click on View>Normal. The change you made to the Input graphic should now be visible on the title slide Raaj Unocal Standard Operating Procedures Order to cash

Chief Executive Officer Version management Order to cash — Standard Operating Procedures Version number Version 1.1 Date of roll out XX, 2012 Date of last amendment NA Approved by Chief Executive Officer It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed.

Key Sub-Processes 1 Sales budgeting 2 Customer management 3 Order processing and dispatch 4 Collection management 5 C Form tracking 6 Trade spend management It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed.

Organization Structure Board of Directors Chief Executive Officer General Manager - Operations Quality Manager Materials Manager Stores-in-Charge Production Manager Finance Manager Finance Executive Marketing Managers Marketing Executives It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed.

1. Process Flow: Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 1. Process Flow: Sales budgeting Actual sales for previous year relevant quarter 1 2 3 Industry growth trend Expected growth and market expansion plan Start 1 Prepares quarterly business plan basis actual sales in previous year’s relevant quarter and target growth Forwards quarterly plan to regional sales executive Performs moderations in quarterly plan and prepares fortnightly targets for self Forwards fortnightly target for the quarter to CEO 2 3 A B Chief Executive Officer Chief Executive Officer Regional sales executive Regional sales executive Board approval No Yes Perform monthly target achievement analysis Performs discussions with the regional executive in monthly review meeting Rolling target for next month cascaded to regional executive Stop It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. C Accounts executive Chief Executive Officer Accounts executive Quarter’s business plan Fortnightly quarter target Monthly target achievement analysis A B C

Legend Document Input Off Page Reference Process Input Output Document Start /Stop Terminator Input Reference 1 Process Workstep Output Reference A It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. Decision Box

2. Process Flow: Customer management Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 2. Process Flow: Customer management Market survey 1 Start 1 Identifies new customer Updates customer registration form and forwards to RSE Reviews form for adequacy and completeness and forwards to CEO Board approval A Sales team Sales team Regional sales executive No Yes Receives approved customer registration form and competes all engagement documents Receives request for customer master updation along with file opening Updates customer master in Spreadsheet and Tally Stop It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. B RSE Accounts executive Accounts executive A B Customer registration form Customer master

3. Process Flow: Order processing and dispatch Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 3. Process Flow: Order processing and dispatch Customer purchase order 1 Start 1 Is material ready for dispatch Receives customer purchase order Fills order form, forwards to Account executive and production Reviews order form for adequacy and updates order master Confirms material availability for dispatches from PM for the day (daily) A B Sales team Sales team Accounts executive Accounts executive No Yes Receives packing slip from PM and verifies item and quantity details with order form Obtains transport permit (if any), vehicle arrived, goods loaded, raises invoice in tally, obtains GR from transporter Updates order dispatch master Monthly reporting of order dispatch master along with root cause analysis of delays Stop It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. C D Accounts executive Accounts executive Accounts executive Accounts executive A B C D Order form Order master Invoice in tally Order dispatch tracker with reasons

4. Process Flow: Collection management - Monitoring Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 4. Process Flow: Collection management - Monitoring List of pending invoices 1 1 Generates pending invoices report, prepares debtor ageing and forwards to RSEs, CEO Carries out discussions with sales team on high aged debt and formulates action for recovery Reports critical cases of recovery along with recovery action to MD Office Start Stop A B Accounts executive CEO Accounts executive It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. A B Invoice wise ageing report Recovery action plan

4. Process Flow: Collection management – Knocking off Invoices Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 4. Process Flow: Collection management – Knocking off Invoices Physical cheque/ Cash 1 Start In case of cash / cheque:- hands over collection to accounts . Knocks off invoice for the customer on a first in-first out basis Stop No 1 Receives payment through cheque / cash / wire transfer Is collection through wire transfer? Sales team Accounts executive Sales Team In case of transfers , sends payment receipt details to accounts Yes A It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. Sales Team A Payment receipt details

Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 4. Process Flow: Collection management – Balance confirmation/ reconciliation Balance confirmation certificate 1 Start Requests sales team to obtain balance certificate from customers 1 Receives balance certificate from customer, forwards to Account Executive Matches balance with Tally balance Does balance match with books? Accounts Exectuive Sales Team Sales Team Yes No Performs reconciliation with customer Approves reconciliation statement Updates reconciled entries in Tally Stop It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. A Accounts Exectuive CEO Accounts Executive A Reconciliation statement

5. Process Flow: C form tracking Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 5. Process Flow: C form tracking CST invoice details from Tally 1 Start 1 Prepares customer wise CST form requirement along with invoice details (One month before D.O. filing) Forwards to RSE for collection of C forms Receives C form and forwards to Accounts Executive Updates C form tracker in Tally Pending C forms? A Accounts Executive Accounts Executive RSE Accounts Executive No Yes Stop It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. A C form tracker

6. Process Flow: Trade spend management Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 6. Process Flow: Trade spend management Trade spend budget for the quarter region wise 1 Start 1 Identifies need for schemes basis slump in sales, seasonality Prepares schemes and forwards to CFO Review and approve scheme Float scheme in the market Stop A B RSE, CFO RSE CFO RSE It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. A B Proposed scheme Approved scheme

6. Process Flow: Trade spend management Sales budgeting Customer management Order processing and dispatch Collection management C Form tracking Trade spend management 6. Process Flow: Trade spend management Trade spend claim forms 1 Start 1 Submit trade spend claims Verifies trade spend claim with respect to rate and quantity from trade scheme Reprocesses the claim in line with scheme gets customer’s signature Is claim in line with the scheme No Customer RSE RSE Yes Forwards the claim to Accounts executive for approval from CEO RSE Approves the claim and forwards to Accounts Executive CEO A Processes claim, raises credit note in tally, cheque made and sent to CEO for signature alongwith approvals Accounts executive B Quarterly budget vs actual analysis Discusses budget vs actual variances with RSE It is possible to apply this template to exiting presentations. Have the latest presentation template open Click on the View tab and select Normal Delete all unwanted slides Click on the Insert tab from the menu bar and select Slides from Files Click on Browse. Navigate to the presentation you wish to update with the new template. Highlight the presentation and click Open Wait for the slides from the presentation to load and click on Insert All. Then click Close Check the inserted slides to ensure that the most appropriate master slide has been used on each slide To change the master applied to a slide select the slide you wish to apply a different master to then click on the Format tab from the menu bar and select Slide Design From the Used in This Presentation section choose the master you wish to apply to the slide and hover over it to reveal a drop-down arrow. Click on the arrow and select Apply to Selected Slides It is important to thoroughly check the presentation to ensure that no further formatting is needed. Stop A B C D Approved claim form Credit note Cheque Budget vs actual analysis