Name Mohammed Rizwanul Hoda

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 35.48%

2004-2010 90.47%

2010-2015 50%

Write your answer for Part B here. Significant Growth in economy, growing disposable
income, desire to own a 2W by growing middle-class population.

Question 2

Write your answer for Part A here. 3 PSUs are IOCL, BPCL & IOCL

ELF, VEEDOL AND SHELL are the private sector

players

Write your answer for Part B here. Direct channels are forecourts and franchised workshops
while the spare parts shop, wholesalers and iiii stores are few of the distributors channels.
Question 3

Write your answer for Part A here. impact on consumer buying behaviour determined as shop
to workshop as post warranty service they tend to go to the NFWs for the aftermarket service.

Write your answer for Part B here. The technological advancement that happened was the
upgradation of 4T from 2T where the later segment was catered by the filling station. Where
the lube oil were mixed with the fuel to serve the purpose

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 30.95 %

Spare part outlets 42.85%

Oil shops 11.90%

Non-Franchised workshops 14.28%

Write your answer for Part B here. For spare parts outlets and oil shops the channel share is
greater than the channel share in 4-stroke oil market. Which is 28.94% & 21.05% compared
to 30.80% & 32.80% respectively.
Write your answer for Part C here.

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

Franchised workshops 6666

Spare part outlets 579

Oil shops 1103.5

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

 Write your answer for Part E here. For NFWs the sales per channel outlet for castrol is
greater than that of 4-stroke oil market

Write your answer for Part F here. The spare parts outlets and the nfws being the potential
channel partner were falling short from distribution .

Question 5

Write your answer for Part A here. Segment 1 – 10% of market share and 30% of oil changes.
They usually stock and sell and were financially stable.

Segment II- Comprise 40% of the market and 50 % of oil changes. They usually procure from
nearby spare parts shops and probably get a credit based on their credibility and were short
on finances

Segment -III- They comprise 50 % of the market and 20 % of oil change. The customer of this
segment mostly frequented for minor repairs and buy the MCO themselves and get it changed
by the chhotus of this segment.

Write your answer for Part B here.

 Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 low high high high high

2 high high high high medium

3 high high low low low

Question 6

Write your answer here. CASA will report to the distributor and serve the NFWs bridging the
that castrols existing distribution channel was not able to reach them due to various factors
despite NFWs were the potential segment to lookout with a substantial annual growth regards
to the growth in demand of 2Ws in Indian market.