Name Shrenik Reddy

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 27%

2004-2010 90%

2010-2015 50%

B. The three factors are

• The demand growth in the rural India

• Younger demographic market
• Lastly the capital and financial market which is going well in India

Question 2

A.

Private players will be – gulf, Valvoline and shell

 Public players will be -Bharat petroleum , Hindustan petroleum corporation limited and
Indian oil corporation limited

B.

Direct Distribution channel -Petrol pumps and gasoline stations and franchise workshops

Distribution channels through distributors- Non franchised workshops , company branded

workshops , wholesalers

Question 3

A.

Personal attention is the driving force behind the change in consumer behavior . The shift in
shop to workshop has impacted the new demand for the non-franchise workshops

The oil change perspective in the consumers has changed the perception towards buying the
motorcycle oil . Castrol has identified three needs and the consumer segments in the market-

• Minimalists
• Appreciators
• Enthusiasts

B.

Basically it has started with change in the engines which ahs led to smaller oil sumps and
increased time to change the oil for maintenance

• The shift from stroke 2 to 4 has changed the perception of the consumer buying
behavior also what kind of distribution channel to choose
 • The new design of the 4 stroke engine with sperate lubricant system for the engine
cooling impacted the demand change in the motor cycle oil from forecourts to
workshops

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 31%

Spare part outlets 43%

Oil shops 12%

Non-Franchised workshops 14%

B. Generally in this case its higher in the spare part outlets and oil shops

Write your answer for Part C here.

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

Franchised workshops 6667

 Spare part outlets 579

Oil shops 1103

Non-Franchised workshops 400

Write your answer for Part D here.

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

Franchised workshops 5323

Spare part outlets 577

Oil shops 884

Non-Franchised workshops 671

E. In this case its higher for spare part outlets , oil shops and franchised workshops

F. They are facing problem in non-franchised workshops , oil shops and then franchised
workshops .

Question 5
 A.The three segments are as follow

• Firstly it’s a stock and sell mechanic

• Next the mechanics who are ready for their own business and also have worked at the
franchise workshops
• Lastly those mechanic are willing to do small and minor jobs will come under the stock
and sell mechanic

Write your answer for Part B here.

Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 Low high low low medium

2 high low low high high

3 high low low low low

Question 6

A. CASA they will report to the distributors

B. CASA will serve to the non-franchise workshops