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CHAPTER I

INTRODUCTION
A. BACKGROUND
During More than half century. Pertamina has been served requirement of
energy in country with manage operation of activity that integration in sector of
oil, gas, geothermal.

Pertamina also repairs performance of operation and

financial to give the best contribution for Indonesian economics.


Pertamina has been entered a new era. Change of law and ordinance in
Indonesia has been made new form of business that caused entry of competitor in
sector marketing in country. Expectation of the managers to this company is more
higher, and government expect that dividend is more bigger can given by
company to country. Beside, in design of good governance, Pertamina need
execute business that transparent and clean. This thing also become resolve of
government for ensure transparency and professionalism in sector business.
Talk about that condition, pertamina launching program transformation
company on July, 20,2006 with 2 big themes are fundamental and business.
Success of the project of penetration that implemented in 1000 first days has been
succeeded build momentum and spirit for execute transformation to bring this
company go to world stage.
We realize the resolve that strong from all of the managers for defend and
evolving Pertamina as economic powerhouse. We also hope the transformation go
to the future of Pertamina can work as well, so Pertamina can answer the
managers expectation to become the locomotive economic national in the right
meaning.
After putting transformation base, we has been shaped a roadmap for 15
years to the fore to go to aspiration become the national oil company world class.
Sales are the ultimate target of a Pertamina's activities in achieving the principal

objectives of the company. In order to achieve high sales sales policy needed to
attract consumers to the product.
On 2006, seen existence change of profile consumption fuel industry in
West Java due to the revocation subsidy of fuel and begin with prevail principle of
diversification energy. Using fuel on 2004 as big as 881.173.kL, on 2005 reach
1.900.770 KL (increase almost 150%), and on 2006 as big as 1.624.297 KL
(descend 17 %).
Market share that most potential to grabbed are segment of consumer with
acquirement fuel industry not continue from. On 2006, market share this segment
in west java as big as 43 thousand KL from consumption under 100 KL per month
and 36 thousand KL for consumption upper 100 KL per month (mannered from
Pertamina data). Indeed there was a threat of industrial fuel in business of energy
substitution, namely coal and gas. However, taking into account the limited
network infrastructure gas and coal supply is still uncertainty and balanced in
industrial growth, the threat is still not capable of lowering fuel consumption by
more than 15% of the industry. Taking into account the magnitude of the
consuming of fuel consumption characteristics, industry, as well as the growth of
the industry, it can be concluded that the fuels industry distribution business in
Indonesia is still attractive.
Despite the fuels industry business in West Java is still interesting, but
nonetheless benefited in this industry which has possess fuel competence and
networking markets which are already widespread. This becomes very important,
because with this rising fuel industry due to soaring world oil prices, which the
benefited was the player who took the strategy of cost leadership by leveraging
competencies and assets that has belongs to them.
Currently Pertaminas fuel consumers in the industrial sector and the
marine reaches over 4500 consumers, they are scattered throughout the region in
Indonesia. Some of our major customers are PT. PLN (Persero), TNI/POLRI, the

mining industry, Steel Industry, paper industry, food industry, cement industry,
Fertilizer Industry, contractors, transportation Cooperation Contract lair and other
industries. To make them be able to compete for market share in the fuel industry
should increase the sales volume and improve the quality of service.
Then from the existing problems, the author has researched and analyzed.
And we have agreed to set a title for our report entitled "THE ANALYSIS OF
THE SALE OF FUEL OIL TO GAS STATION ON PT PERTAMINA TBBM
MALANG "
B. INTERNSHIP PURPOSE
1. To compare and apply theories that student already study at class
2. As experience for student on performing real work.
3. Know the importance of technology acceptance by the company in order
to gain effectiveness and efficiency to do business.
C. INTERNSHIP BENEFIT
1. For student :
a. Enlarge knowledge and experience.
b. Examine knowledge that student already study at class.
c. Train student to be more responsive with any problem that might be
occured at field.
d. Increase skills and creativity to maximize performance.
e. Deepening and enhancing the quality, skill and creativity, personalized
in accordance with science.

2. For Administrative Science Faculty :


a. As input to evaluate the extent to which compliance education
curriculum that is already applied to the needs of skilled manpower in
the field.
b. Creating skilled manpower and honest in carrying out its tasks.
3. For Company :
a. Help company to solve any daily task on field.
b. Give suggestion and idea to company. So it can be applied in order to
increase work performance and gain effectiveness and efficiency with
website.
c. As a means to bridge the relations of cooperation between the company
and the Administrative Science Faculty Brawijaya University to conduct
cooperation in the days to come.
d. As transfer knowledge media in administration science field especially
administration business for development of company.

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