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National Federation of State and Regional Associations Representing 8000 Petroleum Marketing Companies TRADITIONAL PETROLEUM MARKETER

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National Federation of State and Regional Associations Representing 8000 Petroleum Marketing Companies TRADITIONAL PETROLEUM MARKETER National Federation of State and Regional Associations Representing 8000 Petroleum Marketing Companies TRADITIONAL PETROLEUM MARKETER -BOBTAIL RETAIL DELIVERY -BULK PLANT STORAGE -TRANSPORT DELIVERY -OWNED RETAIL -SUB JOBBER SUPPLY - Customers - Farm, Commercial, Heating Oil - Retail, Wholesale, Peer to Peer WHERE ARE WE GOING? WHO KNOWS, HOWEVER WE ARE GOING TO GET THERE FAST WHAT IS THE NUMBER ONE CRITIERIA FOR A SMALL TO MEDIUM SIZED PETROLEUM JOBBER WHEN MAKING A EQUIPMENT/INSTALL DECISION? SPEC'ING UNDERGROUND EQUIPMENT SHOULD BE JUST AS IMPORTANT AS THE DELI AND COFFEE AREA WHAT CAN PEI AND ITS MEMBERS DO TO HELP -STUDIES AND/OR WHITE PAPERS ON VARIOUS COMPONENT OPTIONS -TECHNICAL EDUCATION RESOURCES -EDUCATE THE BUYERS FUTURE OF RETAIL PETROLEUM MARKETING Scott C. Boorse October 20, 2016 Agenda • Who is Wawa? • Where is the C-Store segment headed? • Equipment Choices • Payment Options • Customer Experience & Loyalty • What is Wawa doing to get there? • Reinvesting • Improving • TCO • How can you help? Who We Are Pennsylvania • 730*+ company owned stores New Jersey • Two defined markets 226 • 29,600 associates 242 Mid Atlantic 47 Delaware • Growing 50+ Stores/yr. 43 • $700MM Re-investment Virginia 80 Maryland • #36 – Forbes Ranking of Private Companies 95 Florida *September 2016 Our History & Culture • We trace our roots back more than 200 years in American Business Wawa Every Day!! Every day Wawa Serves: • 1.6 million customers • 500,000 cups of coffee • 300,000 hoagies • 175,000 Sizzlis • 1 million cold beverages • 5.9 million gallons of fuel Every day at a Wawa More than a Million: • Doors are held • Cravings tamed • Smiles formed • Lives fulfilled C-Store Segment Where is the C-Store segment headed? Equipment Payment Customer Experience Loyalty Equipment Choices • FLEXIBILITY IS KEY: ANTICIPATE THE FUTURE • Underground • Corrosion resistant & robust to Ethanol • Compatible with future fuels • Simple to install & maintain • Don’t make things complex (Bubba-proof) • One chance to do it right…the first time • Continue to INNOVATE…make it better • Customer Centric • Easy to use…for installer & end user Payment Options • FLEXIBILITY IS KEY • Cash & Credit • EMV & E2E • Mobile Payment • Other considerations Mobile Payment Flexibility NFC 2D Barcode QR Code Geolocation 9 Customer Experience & Loyalty • Provide best experience • Fresh & Vibrant • Friendly & Inviting • Safe & Well Lit • Loyalty • Tie to Payment Strategy • Keep it simple • Must be painless • Make it easy & flexible • Multiple fueling options How do we get there? • Continue to reinvest • Be Fresh & Inviting • Customer Centric • Improve the design • Build on core concepts • Make it better • Design out the flaws • Build TCO in from the beginning • Evaluate total cost of improvements • Keep it simple How can you help? • Listen, listen, listen • Listen to the customer • Simplify the process • Learn your customer • Understand what your customer needs not what you want them to buy • Remember, it’s a relationship driven business built on trust Summary & Next Steps • Thanks for listening!! • Up next Jim Howard of Speedway Speedway LLC The Convenience Stores of Speedway Forward Looking Statement This presentation includes forward-looking statements regarding Marathon Petroleum Corporation (MPC). You can identify forward-looking statements by words such as "anticipate," "believe," "estimate," "expect," "forecast," "goal," "intend," "objective," "opportunity," "plan," "position," "potential," "predict," "project," "seek," "target," "could," "may," "should," "would," "will" or other similar expressions that convey the uncertainty of future events or outcomes. We have based our forward-looking statements on our current expectations, estimates and projections about our industry and our company. We caution that these statements are not guarantees of future performance and you should not rely unduly on them, as they involve risks, uncertainties and assumptions that we cannot predict and many of which are beyond our control. Accordingly, our actual results may differ materially from the future performance that we have expressed or forecast in our forward-looking statements. In accordance with "safe harbor" provisions of the Private Securities Litigation Reform Act of 1995, we have included in MPC's Form 10-K for the year ended Dec. 31, 2015, cautionary language identifying important factors, though not necessarily all such factors, that could cause future outcomes to differ materially from those set forth in the forward-looking statements. Copies of MPC's Form 10-K are available on the SEC website, MPC's website at http://ir.marathonpetroleum.com or by contacting MPC's Investor Relations office. 2 Speedway Overview • Second largest company-owned and -operated convenience store chain in the U.S. by store count with ~2,770 stores • Operating in 22 states across the Eastern half of the U.S. • ~34,000 total employees • Top-Tier performer in convenience store industry • Accelerating organic growth strategy – Convenience stores – Commercial fueling locations • Pursuing high quality acquisition growth 3 SPEEDWAY EVOLUTION 4 Speedway Through the Years Ohio Emro Speedway Speedway Oil is incorporated SuperAmerica agrees to founded by Marathon LLC acquire Hess 1887 1976 1998 2014 1924 1986 2004 Ohio Oil Emro Launch of acquires Lincoln becomes Speedy and Linco Speedway Rewards 1887 Ohio Oil Company is founded 1989 Emro acquires 287 United outlets Ohio Oil acquires Lin­­coln Oil Refining Company and 1924 1991 Emro moves into new corporate headquarters in Enon, Ohio its 17 Linco service stations Ohio Oil acquires Aurora Gasoline Company and its Emro Marketing Company and SuperAmerica Group merge to 1959 1998 Speedway 79 brand. form Speedway SuperAmerica LLC (SSA) Marathon acquired a majority interest in Checker Oil 1968 1999 SSA acquires 178 UDS-Total stores in Michigan in Chicago Marathon acquires Bonded Oil (Springfield OH) and 1974 2004 SSA launches the Speedy Rewards loyalty platform changed its name to Emro Marketing Company Emro Marketing is incorporated by Marathon Oil to 1976 2011 SSA changes name to Speedway LLC (Speedway) oversee Company operated service stations. Emro acquires Cheker, Ecol, Value, and Port Oil, Speedway acquires 23 Gas City locations in Chicagoland, 88 Gas 1984-85 2011-12 Globe/Starvin’ Marvin America and 10 Road Ranger locations in Indiana and Ohio Speedway acquires 1,256 Hess/Wilco Hess locations across the 1986 Emro reorganizes and rebrands as Speedway 2014 East and Southeast 5 Speedway Gives Back NEW 2015 - Record $10.3 million raised for RECORD! 12.0 Children’s Miracle Network Hospitals (CMNH) 10.3 10.0 • We have contributed over $78 million to CMNH since 1991 7.7 8.0 8.0 • 2016 represents Speedway’s th 6.1 6.4 25 anniversary of fundraising $Millions 6.0 5.6 for CMNH 4.5 • Speedway is the largest 4.0 corporate sponsor of CMNH in the convenience store industry 2.0 0.0 2009 2010 2011 2012 2013 2014 2015 Company, Customer, & Vendor Total Contributions 6 Speedway’s Focus • Operational Excellence • Growth and acquisition • Leveraging technology • Synergies / Economies of scale • Data Management / Data mining 7 C-Store Industry Trends • Ownership – Continued consolidation – Bigger Boxes – Expanding Food Service • Innovation & Regulation – EMV – Media – Loyalty – Ordering – Renewable Fuel Standards – UST Regulations – Labor Laws & Regulation 8 How can you as providers help ? • Partnership / Collaboration on Innovation – Creating the “win, win, win” scenario • Manufacturers: – Quality products installed by properly trained installers at a fair price – Maintain adequate inventory and communicate changes in lead times • Distributors: – Maintain adequate inventory and communicate shipping issues • Installers: – Properly trained service technicians 9 Questions? 10 What We Want Industry Expertise Compliance Support Partners we can trust Reliable Service Kauai HI Costco Gasoline Philosophy 1. Obey the law 4. Value for our members 2. Be safe, clean, and reliable 5. Protect the environment 3. Sell high quality fuel 6. Provide courteous assistance 2 Duncanville, TX Expertise ● Products and Installation ● Regulations ● Industry Prognostication Folsom CA Compliance Calgary, CN ● Obey the law -- cut no corners at Costco! ● Leave clear and complete service work orders ● Violations by some affect us all Service Indianapolis IN Fast and reliable service -- fix it on the first trip Lost sales are greater than service cost -- our customers come first Parts availability that matches our equipment -- no substitutions Volume Sales One dispenser down is an emergency! Honolulu, HI Imizu, Japan Doing it right the first time is the low-cost option! Partners! Adelaide, Australia We are big-box retailers -- we need industry support Regulatory violations affect us all -- we must protect our reputations We are in it for the long haul -- shortcuts lead nowhere! .
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