Name RUMULLA NISHA PINMTO

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 27%

2004-2010 90%

2010-2015 50%

Younger demographic market.

• Capital and financial market doing well in India.

• Growth in demand from rural India

Question 2

rivate Players – Shell, Gulf, Valvoline

Public Players – IOCL (Indian Oil Corporation Limited), Bharat Petroleum, Hindustan
 Petroleum Corporation Limited

direct Distribution Channel – Forecourt (Petrol pumps and gasoline stations) and

Franchise workshops

Question 3

• Shift in shop to workshop impacted the new demand for the Non – franchised

workshops.

• Feeling of oil change as an important aspect to ensure continuity in their personal

mobility impacted a need for the change of the consumer perception towards buying

the motorcycle oil.

Based on the needs and consumer segments, Castrol was able to identify three consumer

segments in the market – minimalists, appreciators, and enthusiasts

• Shift from 2 stroke to 4 stroke engine has impacted the consumer buying behavior and

choice of the distribution channels.

• 4 stroke engine design with separate lubrication system for the engine cooling

impacted the change in the demand of the motorcycle oil from forecourts to workshops
 (FW or NFWs).

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 31%

Spare part outlets 23%

Oil shops 12%

Non-Franchised workshops 14%

It is higher for Spare Parts Outlet 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

It is higher for Franchised Workshops, Spare Part Outlets and Oil shops.

• Franchised Workshop

• Oil Shops
 • Non – Franchised Workshops

Question 5

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.

Write your answer for Part B here.

Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 LOW HIGH LOW MEDIUM LOW

2 HIGH LOW LOW LOW HIGH

3 HIGH LOW LOW LOW LOW

Question 6
 • CASA will report to distributors.

• CASA will serve to Non – Franchise Workshops