Name Prashant Suresh Chavan

Question 1

Period Rate of Growth

2000-2004 27.47%

2004-2010 90.27%

2010-2015 50%

Below mentioned factors are responsible for growth of two wheeler market:

1.Demographic factor: in india younger generation is high so they preferred two

2.financing: in india financing to buy vahicle is available is easily.

3.Income available after taxes and other deduction:consumer in have enough

4.Market expansion:in rural India,also there is lot people are buying two wheeler.
Question 2

Private Sector:

1.Valvoline 2. shell 3. gulf

Public sector(PSU):

1.Hindustan Petroleum Carporation limited

2.Indian oil Corporation

3.Bharat petroleum Corporation

Direct Distribution Channel:

1.Fuel stations/forecourts(petrol diesel pump)

2.Franschised workshops

Distributor channels:

1.Non-Franschised workshops

2.wholesalers

3.company showroom

4.company branded workshops

Consumer buying behaviour impact are explained in following points:

1.servicing or maintainance : after buying vehicle there will be need to change oil or
maintainance of vehicle in period as per clause company needs provide that so
impact of that company needs build franchised workshops.

2.after service and maintenance period: after completion vehicle maintenance/service

Categories of consumer behaviour as per Castrol:

1.Minimalist

2.Appreciator

3.Enthusiasts

Technological advancements in two wheeler industry:

1.now in market ,two wheelers are enhanced from 2 stroke engine to 4 stroke engine
due to these changes oil change period is increased also in 4 stroke engine
motorcycle have seperate lubrication oil system,it impacted buying behaviour of
customers as well as due to this distribution channels choices also enhanced.

2. Due to this distribution channel also changed from conventional forecourts /fueling
stations to workshops where all types of service are provided. All these servy can
provided in open market not like brand like brand oriented service availability it is
enhanced now.
Question 4

Part A:

Channel Partner Channel Share (%) 2010

Franchised workshops 31%

Spare part outlets 42.9%

Oil shops 12%

Non-Franchised workshops 14.3%

Part B:

Franchised workshops and non-franchased workshop are two chaneels having 4

For franchised workshops,39% of 4 stroke oil market share and specifically for Castrol
4 stroke oil are 29.8%

For non franchised workshops,11% of 4 stroke oil market share and specifically for
Castrol 4 stroke oil are 7.1%
Part C:

Channel Partner Sales (in litre) per channel outlet, 2005

Franchised workshops 6666.7

Spare part outlets 577.4

Oil shops 884.2

Non-Franchised workshops 671

Part D:

Channel Partner Sales (in litre) per channel outlet, 2005

Franchised workshops 5323

Spare part outlets 577.4

Oil shops 884.2

Non-Franchised workshops 671

Franchised workshops and non-franchised workshops channels are sales per outlet
significantly greater if we compare 4 stroke oil market with Castrol oil market.

Part F :

For Castrol,franchised and non franchised channelshaving a more problems so those

If we compare coverage of these channels with other chanels so we can say ,these
channels have less coverage (around 14% and 6%) respectively also have a lower
sale potential.

Question 5

Part A:

3 NFW segment are as follows:

1.Stock and sell mechanics.

2. Mechanics who have worked at the franchised workshops and are ready to set up
their own business.

3.Mechanics who are approached for small, minor jobs are likely to be apprenticed
under a stock and sell mechanic.
1. Stock and sell mechnics:

Segment Size: 10% of market

Share in oil change process: contributed to 30% of oil changes

Oil Buying behavior: workshops that stocked up and sold lubricants and these
segments would buy oils from distributors or wholesalers.

Financial condition: financially sound due to which they can stock and sell lubricants.

2. Mechanics who have worked at the franchised workshops and are ready to set up their own
business:

Segment Size: 40% of market

Share in oil change process: contributed to 30% of oil changes

Oil Buying behavior: These mechanics can buy oil from nearby spare parts shops and no
payment from this segment so distributor couldn't support them that much.

Financial condition: highly skilled mechanics but troubling in finances and looky for support.

3. Mechanics who are approached for small/minor jobs are likely to be apprenticed under a
stock-and-sell mechanic:

Segment Size: 50% of market.

Share in oil change process: Contributed to remaining 20% of oil change.

Oil Buying behavior: Consumer in this segment,if they want their vehicle to get serviced had
to buy their own oil and provide to mechanic.

Financial condition: Financially depend on work and services they need to provide so they
can make money so depend on constumer buying behaviour.
 Part B:

Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 Low Low High High High

2 Low High High High High

3 High High High Low Low

Question 6

CASA' s should report Distributors directly or if want single point of contact then that
would be Regional distribution manager who is working with all distributor.

CASA' s should serve to Non franchised workshops.