This action might not be possible to undo. Are you sure you want to continue?
(Hyderabad territory Manager) (Lubes)
Mr. B.Raghunath Rao
(Asst Manager - Mktg)(Lubes)
Project Title How to retain atleast 60% of market share to Mak lubricants sales in authorized service stations in Hyderabad Market. Submitted by
P. Sandeep Kumar. (09031EIB42) ( MBA in International Business)
School of Management studies JNTU Kukatpally, a g e 1 | P Hyderabad
How to retain at least 60% of the market share to MAK Lubricants sales in the authorized service stations in Hyderabad Market
PROJECT REPORT SUBMITTED FOR THE PARTIAL FULLFILMENT OF THE REQUIREMENTS OF THE COURSE
BY P.SANDEEP KUMAR ROLL NO.09031EIB42
UNDER THE INSPIRING GUIDENCE OF
M.SUDHAKAR TERRITORY MANGER (Lubes) & B.RAGHUNATHA RAO ASST MANAGER- MARKETING (Lubes) Bharat petroleum corporation limited, Hyderabad
MASTER OF BUSINESS ADMINISTRATION (INTERNATIONAL BUSINESS) SCHOOL OF MANAGEMENT STUDIES JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY, HYDERABAD. June 2010
I here by declare that this project report with the title “ How to retain at least 60% of market share to MAK Lubricants in authorized service stations in Hyderabad market” is the result of one month summer internship done by at Bharat Petroleum Corporation Limited under the guidance of Mr. M.Sudhakar Territory Manager (Lubes) and Mr. B.Raghunatha Rao, Asst Marketing Manager of BPCL ,Hyderabad.
This is to further declare that this project report is authentic and not submitted by any other student previously. I also confirm that the contents of the report and the views contained there in have been discussed and deliberated with the Guide
My heartfelt gratitude goes to my company guide M.Sudhakar, Territory Manager (Lubes). Who initiated the Midas touch to all the queries and actually made this project possible by edge. I would also like to convey my gratitude to my guide B.Raghunatha Rao, Asstt. Manager Marketing (Lubes) who made me walk all the steps of this project, intricately and helped me in formulating the entire framework of this analytical research. I would also like to acknowledge my sincere thanks to Dr.A.R.Aryasri , Director of SMS, JNTUH for providing me the opportunity to do my summer training in Bharat Petroleum Corporation Limited (BPCL). A word of thanks to all my respondents who spared their valuable time from their busy itinerary in filling up the questionnaires and made the project complete. Finally, I express my gratitude to the every person who has devoted their valuable time in accomplishing my summer internship project.
14 The Indian Lubricant Industry……………..... 13 Sampling Techniques………………………………………………………………..………………………………………………………………… 9 Introduction.34 Brief about the competitors in the authorized service stations segment……. 14 Sample Size …………………………………………………………………….35 Primary Research in authorized service stations……………………………………………38 Present Market share …………….31 Competitors of BPCL Lubricants (MAK Lubricants) …………………………………….......... 15 Company profile………………….……………………………………………………........ ……………………………………………………. 11 Research Objectives ………………….. 11 Research Problem ………………………………………………………………………….... 12 An Insight into the Research Scope of the study ………………………………………………………………………….. ………………………………………………..........INDEX Executive Summary ……..... …………………………………………….... 13 Research Methodology ……………………………………………………………………… 13 Type of research …………………………………………………………………… 13 Sources and tools of data collection………………………………………….28 MAK services………………………………………………………………………………..22 MAK Lubricants ……………………………………………………………………………......27 MAK Lubricants sales and market share……………………………………………………..……..………………………………………………………………….... Need for the research ………………………………………………………………………... 14 Limitation of the Research………………………………………………………..39 Basis for selecting and buying………………………………………………………40 Parameters seen while buying………………………………………………………41 6|Page ....... 8 Brief Analysis of Report….29 OEM tie-ups of MAK Lubricants…………………………………………………………..
44 Maximum consumption months……………………………………………………44 Findings……………………………………………………………………………………45 Conclusion…………………………………………………………………………………46 Annexure…………………………………………………………………………………..50 7|Page .42 Impact of schemes………………………………………………………………….Number of brands used …………………………………………………………….43 Consumption of lubricants………………………………………………………….47 Bibliography………………………………………………………………………………..
But the information which I get was quite raw & hence I moved on to the second phase for a systematic review of the enlisted factors gathered from the exploratory survey. Each phase is being described as follows:Phase 1 Phase 1 was the starting point of research work. 2) Distributor.Executive Summary The project title was “To analyze the factors to retain at least 60% of market share in MAK lubricants sales to authorized service stations in Hyderabad market. I formed the questionnaire. drafted out the studied factors on the word file & gave the shape of a project report. From this survey I try to figure out the relationship between the buying behaviors of authorized service stations. Before going out for primary research work. The research work was divided into two phases for reporting & analyzing the factors respectively. I studied the lube oil industry with the help of internet & collected some useful insight about the industry. In the primary research work. I had taken a sample of 26 authorized service stations ( Two wheeler) from all the major part of Hyderabad. Phase 2 After understanding the enlisted factors. after completing primary research work. 8|Page . This random sample helps me to understand the various factors affecting the buying decision of engine oil. I first of all decided on the different category of persons (stakeholders) who are linked with the engine oil. Then I had carried an exploratory survey for each stakeholder without drawing any questionnaire.. covering each & every aspect about buying behavior of engine oil. I formed questionnaire. These persons/stakeholders were as follows:1) Concerned persons involved in procurement of Lubricant oil at service stations.
Hero Honda Service Stations MAK Quik Lube Oil Change. 9|Page . So. Quality is also a major factor during selection and buying of the lubricants. The other factor which is affecting the buying decision of lube oil is the price of a particular brand. Hence in order to increase the market share we have to increase the OEM tie ups parameter of “MAK”. as the technology in the automobile sector is continuously changing . The company should offer schemes to the customers coming to authorized service stations using MAK lubricant in order to increase the consumption of lubricant at authorized service stations in turn it will increase its sales to authorized service stations.Brief Analysis of Report Overall from the given feedback & analysis it can be clearly stated the fact that the “OEM Tie up” is the top most factor which is affecting the buying decision of lubricant oil at authorized service stations. Even though their presence is available in major cities.so its quality and grades should improved dynamically according to the technology. its presence not available in Hyderabad market. So the company should make proper manipulation in its price structure to satisfy the perceived value to its customers. The market share can also be increased by setting up MAK Garage. in order to increase the perceive value of MAK the company can offer discounts or complimentary gift items along with the lube oil. The brand has to justify the price structure to its users. it should be continuously improved and its grades also must be improved depending on the technology growth.
Introduction 10 | P a g e .
So. grease etc) incorporated under its name. Implementation of the following ideas will help in increasing the market share of MAK lubricants to authorized service stations. we have to work on the various factors which are influencing for the selection of the Engine Oil for use at their service station. Research Problem The research problem was to know and analyze the factors that will increase the market share in MAK lubricants to authorized service stations. To increase its market share in authorized service stations.g. MAK has got many type of lube oil (e.:-coolant.Need for the research Bharat Petroleum Corporation Limited is marketing its lube oil under the brand name of “MAK” all across India. 11 | P a g e . For this analysis to be carried out. to analyze this recommendations are to be derived out on the basis of the research work to formulate new marketing strategy of “MAK”. ultimately the goal of doing this project is:- “To Study the various factors to retain at least 60% of Market share in MAK lubricants sales to authorized service stations in Hyderabad market”. These factors will be helpful in formulating new ideas or recommendations for the growth of company. MAK is also the market leader of Indian lube oil industry with a share of around 20%.
To know the present market share of MAK lubricants in authorized service stations of two wheeler segment. To undertake exploratory survey of MAK lubricant at authorized service stations market of Hyderabad with the help of two wheeler authorized service stations.Research Objectives To understand the Lube industry (mainly MAK engine oil market of Hyderabad) from the Secondary Research. 12 | P a g e . To analyze all the survey data & formulate recommendations based on it to increase the market share of MAK lubricants. To formulate questionnaire. To analyze all the important parameters in selection and buying of engine oil.
It’s an exploratory and descriptive research. The Research work will cover the respondents from the two wheeler authorized service stations. b) Secondary Data The source of secondary data was the articles on the engine oil mentioned on the internet. Research Methodology This research work is done to first find out the factors which affect selection and the buying decision of engine oil in authorized service stations & secondly on the basis of survey analysis. Sources and tools of data collection a) Primary Data The data was being gathered through a survey based research approach with the help of questionnaire. Type of research The research work conducted is exploratory & descriptive in nature. The questionnaire was made in English. 13 | P a g e .An Insight into the Research Scope of the study The research work will be totally concentrated inside the Hyderabad region. as it has using both the secondary data and surveys respectively. This research work is used to investigate the factors which are affecting the buying decision of engine oil in authorized service stations. formulate recommendations to improve market share. The sources of all the sites are mentioned in bibliography & under the subscript where ever it is used in this report.
as the respondents are scattered all over the Hyderabad region. This limitation is because of the time span. Therefore. So. One of the limitations was that. I was the only person involved in reporting the data. The sample covers all the major portions of Hyderabad. The sample size for this survey was 26 authorized service stations.Sampling Techniques Random sampling technique has been used. There is no where mentioning of % wise market share of engine oil in Hyderabad. there is a much broader need to increase the sample size to get more concrete results. Limitation of the Research There were few limitations in this research work. but still it was not able to cover the full width of Hyderabad. asking of same question from so many people can register some error in reporting the data which is called human error. 14 | P a g e . Sample Size The questionnaire which was formulated to carry out this research work is same for all respondents. Also the secondary data on engine oil. So. This data was needed to check the % error in the report. error in report cannot be reported which is a big limitation of the given analysis. available on internet is not sufficient.
Indian Lubricant Industry 15 | P a g e .
The Indian automotive lubricants market is largely price sensitive and volume growth is stagnating due to longer lasting lubricants. For example promotional campaigns and trade shows offering gifts to their customers are methods of driving sales of automotive lubricants. garages. In the automotive sector. Whilst there are no restrictions on foreign lubricant manufacturers from establishing 100%owned operations in India. marine and aviation lubricants. according to this new study.Indian Lubricant Industry Indian lubricants’ industry presents new market opportunities. only a handful of big companies enjoy a major market share. rural and agricultural dealers. manufacturing and transport sectors should drive very strong growth for transformer oils. many have chosen to partner with local companies. The other marketing channels are authorized service stations. Due to the growing competition. 16 | P a g e . The market is fragmented with over 22 big and small manufacturers and with the spate of mergers and acquisitions (M&A). tie-ups with original equipment manufacturers (OEM) are becoming important as they reinforce the value proposition of a particular brand. consumers are migrating to better quality vehicles and motorbikes and as a result. super markets. this is benefiting multi-grade lubricant products with strong brand recognition and wide distribution. however sales of lubricants through retail outlets (also called ‘the bazaar trade’) has transformed the Indian automotive lubricants market into a fast moving consumer goods (FMCG) sector. In the industrials’ segment. Companies are adopting a more customer-oriented approach where they are likely to focus on creating brand awareness through print and visual media. The original equipment segment and retail trade are the two major marketing channels in the Indian automotive lubricants market. power and engineering sectors is creating new market opportunities for lubricants’ manufacturers. Strong growth in the Indian automotive. and wholesale distributors. Petrol pumps form a major distribution channel in retail trade. using higher grade lubricants. high levels of investment in the power.
0 percent market share in 2004 in the Indian automotive lubricants market. and implementation of new pollution norms are just some of the key drivers of the engine oil segment. increasing growth in light commercial vehicles. 17 | P a g e . API MT-1. that manufacture their own base oil. increasing awareness among the customers. Demand for coolants is increasing due to continuous growth in heavy commercial vehicles. and changing customer mindset regarding specialty lubricants are expected to push demand further. The brake oil and coolant is the next largest segment in the Indian automotive lubricants market. In the long term. and ultra-Matic. API GL-5. which accounted for over 70. introduction of new brake systems. and OEM tie-ups. New generation vehicles with advanced gear system technologies and automatic transmission systems require special type of lubricants resulting in greater demand for multi axel gear oil and API synthetic gear oil. tie ups with original equipment manufacturers. plays the most crucial role in deciding the market share of manufacturers. In brake oil segment. Engine oil. new cooling system technologies. While PSUs sell through their own wide spread network of petrol stations private manufacturers prefer retail outlets. follow different distribution strategies as compared to private participants that solely dependent on imports. The market for gear oils is also growing rapidly and has a high potential due to the increasing number of vehicles on the road. Increase in demand for four stroke motorcycles. the overall outlook for the automotive lubricants market is expected to be positive due to the growing Indian economy along with the increased purchasing power of consumers. consumption of lubes by commercial passenger vehicles. which reduce the oil changing intervals.Public sector unit (PSU) companies.
Higher second letter marks better oil properties. Thus many equipment manufacturers add on their own particular requirements or tighten the tolerance on a general specification to meet their particular needs (or doing a different set of tests or using different/own testbed engine). In EU the ACEA specifications are used. this is often supported by a logo. institute: API S for petrol engines. such as MB. For 2007 the current specifications are API SM and API CJ. The most widely perceived is SAE viscosity specification. and E with number following the letter. Lubricity specifications are institute and manufacturer based. This gives the lubricant marketer an avenue to differentiate their product by designing it to meet an OEM specification. BMW or others.S. Japan introduced the JASO specification for motorbike engines. Volvo.The lubricant marketers generally pursue one or more of the following strategies when pursuing business: SPECIFICATION. In the industrial market place the specification may take the form of a legal contract to supply a conforming fluid or purchasers may choose to buy on the basis of a manufacturers own published specification. symbol or words that inform the consumer that the lubricant marketer has obtained independent verification of conformance to the specification. API C for diesel engines. Often. MAN. VW. C. There are classes A. like lower engine wear supported by tests. one may not be completely suitable for some other. The lubricant is said to meet a certain specification. B. Examples of these include the API’s donut logo or the NSF tick mark. This is a powerful marketing tool in the lubricant marketplace. 18 | P a g e . Text on the back of the motor oil label usually has a list of conformity to some OEM specifications. the OEM carries out extensive testing and maintains an active list of approved products. Original equipment manufacturer (OEM) approval: Specifications often denote a minimum acceptable performance levels. Cummins. like SAE 10W-40. In the consumer market. Manufactures may have vastly different specifications for the range of engines they make. In the U.
Increasing performance. Such marketing is supported by glamorous advertising. the consumer would need to check or balance the longer life and any warranties offered by the lubricant manufacturer with the possible loss of equipment manufacturer warranties by not following its schedule. which are difficult or impossible for a typical consumer to verify. oil of MB 228. Longevity: The marketer claims that their lubricant maintains its performance over a longer period of time. For example in the consumer market. Engine oils conforming with higher specification MB 228. Example: In older Mercedes-Benz engines and in truck engines one can use engine oil MB 228. or worn engine the oil change interval has to shorten accordingly. Typically.1 for basic drain interval.0006. a typical motor oil change interval is around the 3. When using lower grade fuel. 19 | P a g e . Many car and engine manufacturers support extended drain intervals. Note that the oil drain interval is valid for new engine with fuel conforming car manufacturer specification. so lubricant marketers can back their claims by doing extensive (and expensive) testing.5 specification 3x longer. In general oils approved for extended use are of higher specification and reduce wear.312 km) or more to convince a user to pay a premium. sponsorships of typically sporting events and endorsements. and sometimes a special oil filter.3 may be used twice as long. Unfortunately broad performance claims are common in the consumer marketplace. reducing wear and fuel consumption is also aim of the later API. hence reducing the use of broad claims.000 miles (4. ACEA and car manufacturer oil specifications. but request extended drain interval certified oil used in that case.Performance: The lubricant marketer claims benefits for the customer based on the superior performance of the lubricant.828-9.000 miles (19. In the B2B market place the marketer is normally expected to show data that supports the claims.656 km). The lubricant marketer may offer a lubricant that lasts for 12. In the industrial market place the longevity is generally measured in time units and the lubricant marketer can suffer large financial penalties if their claims are not substantiated.
specific fuel consumption or longer drain intervals.) Alternative may be offering a more expensive lubricant and promise return in lower wear. Operational tolerance: The lubricant is claimed to cope with specific operational environment needs. Typically this is supported by qualifying statements or conformance to generally accepted approvals. typically government sponsored. exist globally to qualify and approve such lubricants by evaluating their potential for environmental harm. wet. like SAE 30. the lubricant manufacturer is allowed to indicate 20 | P a g e . The usual thermal characteristics is outlined with SAE viscosity given for 100°C. Economy: The marketer offers a lubricant at a lower cost than rivals either in the same grade or a similar one that will fill the purpose for lesser price. (Expensive machinery. atmospheric compatibility.Efficiency: The lubricant marketer claims improved equipment efficiency when compared to rival products or technologies. Several organizations. Typically. chemical compatibility. Guaranteeing improved efficiency is the goal of some oil test specifications such as API CI-4 Plus for diesel engines. Some common environments include dry. Some car/engine manufacturers also specifically request certain higher efficiency level for lubricants for extended drain intervals. pressure or vacuum and various combinations. Both markings can be combined together to form a SAE 0W-60 for example. high or low speed. fire risk. cold.) Environment friendly: The lubricant is said to be environmentally friendly. the claim is usually valid when comparing lubricant of higher specification with previous grade. with higher VI numbers being more temperature stable. hot. For low temperature viscosity the SAE xxW mark is used. SAE 40. (Stationary installations with short drain intervals. high load. Viscosity index (VI) marks viscosity change with temperature. un-affordable downtimes. Typically the efficiency is proved by showing a reduction in energy costs to operate the system.
since most of them are related to a manufacturer specific process naming (which achieves similar results than other ones) but the competition is prohibited from using a trademark. Canadian “Environmental Choice”. European “Daisy” Eco label. Chinese “Huan”. All motor oil labels wear mark similar to "of outstanding quality" or "quality additives. racing team. “White Swan”. Examples include the German “Blue Angel”. Japanese “Earth friendly mark”. Typically the technology is protected via formal patents or other intellectual property protection mechanism to prevent rivals from copying. Global Eco-Label “GEN mark”. Nordic. sporting figure. Composition: The marketer claims novel composition of the lubricant which improves some tangible performance over its rivals. Quality: The marketer claims broad superior quality of its lubricant with no factual evidence. 21 | P a g e . Singapore “Green Label” and the French “NF Environment mark”. The quality is “proven” by references to famous brand.such approval by showing some special mark. USA “Green Seal”." the actual comparative evidence is always lacking. Lot of claims in this area are simple marketing buzzwords. some professional endorsement or some similar subjective claim.
COMPANY PROFILE 22 | P a g e .
6 million) in fiscal 2008. Bharat Petroleum is considered to be a pioneer in Indian petroleum industry with various path-breaking initiatives such as Pure for Sure campaign. its interests are in petroleum sector. aviation fuel. It offers petrol. Mumbai. a decrease of 17. diesel. 696 million (approximately $439. an increase of 13% over 2007.632. It is involved in the refining and retailing of petroleum products.8 million) in the fiscal year ended March 2008. 968 people. One of the single digit Indian representatives in the Fortune 500 & Forbes 2000 listings. BPCL is often referred to as an “MNC in PSU garb”.COMPANY PROFILE BRIEF and HISTORY BRIEF. It is considered a pioneer in marketing initiatives. BPCL's growth post-nationalization (in 1976) has been phenomenal. liquefied petroleum gas (LPG) and lubricants. where it is headquartered in Mumbai and employs about13. Petro card. The company primarily operates in India. with Global Fortune 500 rank of 287 (2008). As the name suggests. 112. Bharat Petroleum Corporation Limited (BPCL) is one of India's largest PSU companies. Its corporate office is located at Ballard Estate.5% compared to 2007. processing. and employs “Best in Class” practices. Fleet card etc. 23 | P a g e . and distributing petroleum products. The company recorded revenues of INR1. Bharat Petroleum Corporation Limited (BPCL) specializes in refining.431 million (approximately $27. Its net profit was INR17.
retail sales points were built with driveways set back from the road. The largest rivals of Standard Oil . Though incorporated in Scotland in 1886. the company grew out of the enterprises of the Rangoon Oil Company. This was imported in bulk and transported in 4 gallon and 1 gallon tins through rail. when Mr. the Assam Railway and Trading Company (ARTC) struck oil at Digboi marking the beginning of oil production in India. In the 1930s. Rothschilds came together to form a single organization: Asiatic Petroleum Company to market petroleum products in South Asia. This alliance led to the formation of Burmah-Shell Oil Storage and Distributing Company of India Limited. which had been formed in 1871 to refine crude oil produced from primitive hand dug wells in Upper Burma. particularly in Indian and Burmese markets. Shell. service stations began to appear and became accepted as a part of road development. A lot of petroleum refineries came up. 24 | P a g e . After the war Burmah Shell established efficient and up-to-date service and filling stations to give the customers the highest possible standard of service facilities. Burmah Shell began its operations with import and marketing of Kerosene.an active producer. refiner and distributor of petroleum products. While discoveries were made and industries expanded. followed by service stations. In 1928. Asiatic Petroleum (India) joined hands with Burmah Oil Company . Goodenough of McKillop Stewart Company drilled a well near Jaypore in upper Assam and struck oil. road and country craft all over India. An important player in the South Asian market then was the Burmah Oil Company Ltd. A pioneer in more ways than one. In 1889.RoyalDutch. The search for oil in India began in 1886.HISTORY The 1860s saw vast industrial development. came canned Petrol. With motor cars. John D Rockefeller together with his business associates acquired control of numerous refineries and pipelines to later form the giant Standard Oil Trust.
· Bharat Petroleum Corporation Limited and GAIL formed another joint venture company. Bharat Oman Refineries. its own brand of petrol. for implementation of City Gas Projects in Delhi and Kanpur in 2005. BHARAT PETROLEUM “then and after” The company installed microprocessor based digital integrated distributed control systems in catalytic reformers and introduced a new solvent unit to replace the pneumatic control system in 1993. the highway retailing initiative of BPCL. · In 2006. followed suit in 2001. The company entered into a business to business e-commerce arrangement with IDBI Bank to provide an automated payment and purchase process to BPCL's corporate and industrial clients. In 1998. The company also tied up with Tata Consultancy Services to provide medical advisory and counselling services at Ghar. in 2003. and established a refinery in Mahul . in 1994. In the following year.On 24 January 1976.The company also installed an advanced control system for its catalytic control unit. It was also the first refinery to process newly found indigenous crude Bombay High. BPCL diversified its operations.There after BPCL signed a memorandum of understanding (MOU) with Bank of Baroda in 1995 to launch the first co-branded credit card in the country. the Government of the Sultanate of Oman signed an Exploration and Production Sharing Agreement (EPSA) for the on land exploration block 56 with the consortium comprising 25 | P a g e . BPCL entered into a joint venture with Petronet (India) for the construction of a 308 km pipeline from Kochi in Kerala to Karur in Tamil Nadu. it was renamed Bharat Petroleum Corporation Limited. On 1 August 1977. Burmah Shell Refineries was incorporated as a company in 1952. the global coffee chain. The company then incorporated a joint venture company. · BPCL launched Speed '93. Central UP Gas. The following are a few achievement achieved by BHARAT PETROLEUM CORPORATION LTD: · McDonald's made an agreement with BPCL to open and run restaurants at selected petrol pumps across the country in 2000. in the country. and began ton offer its services at BPCL stores.FROM BURMA SHELL TO BHARAT PETROLEUM . Quicky's. the Burmah Shell Group of Companies was taken over by the Government of India to form Bharat Refineries Limited.
the company acquired a 20% interest in an exploration block in · In September 2008. In the same year. Gasoline V. · In April 2008. Fuels and solvents 26 | P a g e . Lubricants VII. BPCL announced the formation of joint venture Company in consortium with other companies.BPCL. The company’s key products and services include the following: PRODUCTS: I. stores. Petrol II. Hindustan Petroleum Corporation Limited. Oilex (Operator). Shapoorji Pallonji Co Ltd and Nandan Biomatrix Ltd for establishment of Bio Diesel Value Chain in Uttar Pradesh. LPG pipelines and city gas. · BPCL and GAIL (India) Limited announced to form a joint venture company. Aviation fuel VIII. India. GAIL India and Videocon Industries. for marketing compressed natural gas (CNG) and piped gas in Kerala and Karnataka. India. LPG IV. MAJOR PRODUCTS AND SERVICES: Bharat Petroleum Corporation Limited (BPCL) refines. in March 2008. In the same month. markets and distributes petroleum products. Punjab Energy Development Agency (PEDA) signed a MoU with BPCL to setup one M/W Solar Photovoltaic Power Plants at Lalru in Punjab. · In August 2008. Kerosene VI. BPCL and Videocon Industries Ltd acquired 50% stake in Brazil's EnCana Brasil Petroleo Limeade. BPCL and GAIL (India) Limited signed an MOU for cooperation in transmission and distribution of natural gas. God’s Own Gas Company. Diesel III.
Free air and water V. Lubricant top-ups VI. Energy audits VII. BPCL re-launched lubricants in new attractive packs.SERVICES: I. Online ordering MAK Lubricants Bharat Petroleum offers a full range of Automotive Engine Oils.have entered the Indian Lubricants market. Consultancy and technical services IX. The correct usage of these Lubricants of right quality ensures prolonged and trouble free vehicle operation. Car washes IV. Gear Oils. Since then a large number of players . In 1998. Transmission oils. BPCL's Lubricants SBU has been registering a growth in lubricant sales continuously over the past couple of years. BPCL decided to go for Umbrella Brand-MAK Lubricants. Convenience stores II. Despite operating in a totally competitive environment. In the year 2003. an overall growth of 10% has been registered. In line with the economic liberalisation in India.National. with a healthy turnover of Rs. Automol for Petrol Engine oils and Glide for Two/Three wheelers(mainly 2T then). ATMs III. in subsequent years. In 2007-08. MNCs as well as Global Players . 1680 crores (approx USD 350 million). Specialty Oils and Greases. providing maximum benefits to the users of present day modern vehicles. 27 | P a g e . Lubricants was the first downstream Petroleum product to be totally deregulated with effect from 1991. mainly in Automotive category with three major brands depicting each segment. E-banking services VIII.Mak for Diesel Engine oils. branded all BPCL industrial grades with MAK.
segment specific oils like MAK D-Gen and MAK Auto XL were introduced to cater to niche markets. Attention is also being placed on achieving greater efficiencies in the area of supply chain management. as compared to 231. have also been well received. On the exports front. BPCL consolidated its presence in Sri Lanka. In addition. During the year. notwithstanding the difficult market conditions.1% with the Reseller Channel growing by 5% and industrial segment by 2%. produced by Mumbai Refinery. ‘MAK Base’. Nepal and Bangladesh and has commenced supplies to the Chinese market. which ended the year with a sales volume of 203. BPCL aims to leverage its strengths in terms of a captive source of world class base oil and a well established brand. The network of MAK distributors was expanded with the objective of gaining leadership position in high value grades. is one of the finest in the country. The tough economic environment will continue to pose challenges to the business. MAK Garage and MAK Mobile Van. besides being exported. the base oil was sold to other manufacturers. It has been mainly consumed for manufacturing of MAK Lubricants. With a growing number of new Genuine Oil tie-ups with reputed manufacturers and a better presence in the market. On the retail front.99 TMT achieved in 2007-08.MAK Lubricants sales and its market share The economic slowdown has adversely affected the Lubricants business unit. The decline in the sales volume was mainly on account of the lower sales of base oil during the year. 28 | P a g e . BPCL’s service initiatives viz. service initiatives like Hero Honda City Works. the sales volumes of finished lubricants has grown by 3. BPCL is confident of retaining and sustaining its position in the market even in these difficult times. However.22 TMT. TATA Authorised Service Stations. The Group II base oil. V-Care and Quick Oil Change programs were effectively implemented to give quality service to customers.
which cater to customer satisfaction confirming with the 'Quality' and other standards of Bharat Petroleum. Recognizing the potential and the fact that competitors have utilized this channel segment to their advantage by allowing huge discounts Bharat Petroleum is also determined to address this customer segment and passing the discount to the end customer instead of the channel. This initiative is to utilise the BPCL network across the country to privide value added services to our customers through this City Work network at our retail outlets. Currently we have around 170 HH cityworks operating in the country. Currently BPCL have approximately 800 MAK garages across the country exclusively using MAK Lubricants. With the deregulation and entry of multinationals in the lubricants market. Hero Honda Service Stations A Joint venture initiative between Hero Honda . 29 | P a g e . BPCL have experienced a shift of trade to the 'bazaar'. These branded lubes shops are available in all major cities. These shops are exclusive lubricants reselling points. MAK Garage MAK lubricants has launched this initiative in the year 2006 to promote MAK lubricants among the mechanic segment by enrolling them in to the umbrella network of MAK Garage.the worlds largest bike manufacturer and Bharat Petroleum.MAK Services Lubes Shop To facilitate customers an easy accessibility for procurement of their Lubricants requirement and meeting them at their point of need compelled Bharat Petroleum to open Lube shops.
MAK TATA products. This service network is of two types . This initiative is mainly to cater to the Bike and Car/SUV customers to change the Engine oil in their vehicle with in short span of time.TASS TATA Authorized Service Station is another initiative for strengthening our strong relationship with Auto Major TATA. VCC Bharat Petroleum launched this new initiative "VEHICLE CARE CENTRE" at our retail outlets mainly to provide state of the art servicing facility to our esteemed customers at an affordable rates. MAK Quik Lube Oil Change An Initiative to provide the best of service to esteemed customers – keeping in mind the value of time. The network is growing and is gaining popularity across the country. The major advantages of this initiative to the customer is • • • • • • Speedy oil change in front of their own eyes. Mechanized system of Oil change – helps in removing the old oil completely. Quick turnaround time for the customer. Special offers to the customers. 30 | P a g e . BPCL have initiated the “MAK Quik Lube oil Change” at many of its Retail outlets.TASS for heavy vehicles and "SUVIDHA" for TATA Ace vehicles. We have a tie-up for marketing co-branded Lubricants/greases/specialty products . TASS is an extension of this tie-up .providing TATA vehicle service network across the country through out Dealer network. Genuine MAK product Free Oil change facility – Only cost of the product to be paid by the customer.
OEM Tie ups of Mak Lubricants MAK CAPABILITIES Keeping pace with changing customer preferences. These applications include various compressor. OEMs have acknowledged BPCL’s identity of quality base oil producer. shock absorber oil manufacturers who provide branded lubricants for use during and after warranty for peak performance. BPCL (MAK LUBRICANTS) also has agreements with leading automotive manufacturers having both National & International presence. 31 | P a g e . our R&D team at BPCL state-of-the-art R&D Centre has demonstrated competencies to develop customized solutions for automakers in India. BPCL R&D and marketing teams have provided solutions for efficient and specialized lubricant applications in steel. road construction and other leading industries in India. Pioneering the cause of industrial growth over the last 3 decades. OEM PARTNERSHIPS In addition to Indian presence with plethora of lubricant options for all cross sections of the industry. OEMs of vehicles and equipments are constantly trying to reduce maintenance costs. Right from the advent of Maruti-Suzuki in 1984. power. out of which 50 were developed in the last 3 years BPCL commissioned its own LOBS plant at Mumbai. the vehicle/equipment manufacturers are competing to offer the best Value for Money to customers. cement. BPCL R&D has developed more than 300 different formulations in the past 10 years. Coupled with emerging environmental regulations and new technologies. genset. best in class R&D capabilities and marketing acumen. engineering. using the latest Chevron Lummus Global patented ‘All Hydro Processing Technology’ in June 2006. BPCL is continuously working alongside OEMs to develop and upgrade genuine oils for their vehicles and equipments to address the requirements of ever changing technology. This has enabled us to manufacture superior quality ‘MAK Base’ oils exceeding the requirement of API Group II (rated as Group II plus).
MAK Lubricants during the five years of association has become the largest supplier of engine oils for initial fill as well as to HHML dealers.the single largest two-wheeler manufacturer in the world has an association with BPCL (MAK LUBRICANTS) since the year 2004. With strong brands. with annual turnover of mo re than USD 1 billion in 2008-2009. . superior technology and width and depth of distribution. Apart from the above BPCL has commissioned Hero Honda City Works àexclusive servicing option for HHML customers’ at BPCL Retail Outlets and numbers are growing by the day. BPCL have a long and successful history of partnerships with leading OEMs across all vehicle categories. TVS TRU 4 the first JASO MA 2 specification oils of its kind has been introduced by BPCL for use in TVSM two. Authorized service stations and spare part stockists. Hero Honda Motor Limited Hero Honda Motors Limited . and is the flagship company of the USD 4 billion TVS Group. BPCL is also working to develop. Authorized service stations and spare part stockists. BPCL has been working closely with HHML & its sister concerns to develop speciality products like Engine oils and Shock Absorber Fluids which can meet the stringent HONDA (JAPAN) specifications. TVS Motor Company Limited TVS Motor Company is the third largest two-wheeler manufacturer in India and one among the top ten in the world. 32 | P a g e .wheelers and is distributed through all TVSM authorized dealerships & workshops as well as BPCL’s extensive reseller network. BPCL (MAK LUBRICANT) has an exclusive tie-up with TVS MOTOR COMPANY to supply engine oils for initial service fill as well as TVSM dealers. BPCL (MAK LUBRICANTS) is an ideal partner for progressive OEMs seeking to offer their consumers the best products and services.Original Equipment Manufacturers (OEMs) and Equipment manufacturing industries play a strategic role in our business. manufacture and supply specially formulated engine oils and speciality products for use in TVSM two wheelers as well as factory requirement.
We have a strategic alliance for supplying Co-branded engine oils and speciality products to the General Motors dealerships and authorized service network across the country.Commercial Vehicles Division Tata Motors . Apart from the above BPCL has commissioned Vehicle Care Centre àexclusive servicing option for customers’ wherein GMI has adopted such VCC’s at BPCL Retail Outlets and more such VCCs are expected to get activated over the years. promotion and customer service. Apart from the above BPCL has commissioned Tata Authorized Service Stations servicing option for TML customers’ at BPCL Retail Outlets and many more are expected to get activated over the years.Commercial Vehicles Division is the largest manufacturer of commercial vehicles in India. This includes a strategic alliance for supplying of Engine oils for initial fill as well as Co-branded engine oils and speciality products to Tata Motors dealerships. BPCL GM MAK Genuine 15 W 40 Deisel & Petrol Engine Oils were specially developed for General Motors and is endorsed by General Motor for use in all their passenger cars as well as Utility vehicles. BPCL (MAK LUBRICANTS) is jointly working with General Motors India in all areas including joint product development. Authorized Service Network & Tata Motor Spare part dealerships across the country. 33 | P a g e . We have a long and fruitful relationship with Tata Motors for over 5 years.Tata Motors . promotion and customer service. BPCL’s MAK TATA MOTORS CH4 15 W 40 was specially developed for Tata Motors and is endorsed by Tata Motors for use in all their commercial vehicles fitted with both Tata & Cummins Engine. MAK Lubricants has been jointly working with Tata Motors in all areas including joint product development. General Motors India General Motors India has already completed 12 years if Indian Operations and is the manufacturer of diesel & petrol passenger cars and multi utility vehicles in the country.
Balmer Lawrie & Co Ltd 10. Hindustan Petroleum Corporation Ltd (HPCL) 2. Fuchs Lubricants (India) Pvt Ltd 13. Competitors of Bharat Petroleum Corporation Limited (BPCL) Lubricants 1. BPCL (MAK LUBRICANT) has a tie-up with L&T Komatsu for the past 5 years to supply oils for supply to L&T Komatsu dealerships & users. Gagan Gases Ltd 14. Daya Lubricants Pvt Ltd 18. Indian Oil Corporation (IOCL). Castrol India Ltd 4. The Andrew Yule Group 16. Dropco Multilub Systems Private Ltd 34 | P a g e . Cenlub Industries Ltd 17. IPOL 12. Valvoline Cummins Ltd (VCL) 6. Ganesh Benzoplast Ltd 15. India 9.L&T KOMATSU L&T Komatsu is the market leader in the excavator segment & commands more than 50% of the market share. Apar Industries Ltd 11. Savita Group 8. 3. Gulf Oil Corporation Ltd (Lubricant Division) 5. Tide Water Oil Co (India) Ltd 7. BPCL is also working to develop manufacture and supply specially formulated hydraulic transmission oils and speciality products for use in L&T Komatsu excavators. Total Group.
India’s largest exporter of petroleum specialty products. 35 | P a g e . To meet the complete lubrication needs of your Honda Scooters & Motorcycles we strongly recommend that you use Honda 4 Stroke Engine Oil. Savita Chemicals Limited Savita Chemicals Limited was incorporated in 1961. Today. Honda Siel and HMSI. Honda 4 Stroke Engine Oil has been developed keeping in mind the difficult driving conditions prevalent on Indian roads. petroleum jelly. Japan’s largest independent oil company to manufacturing automotive and industrial lubricants. petroleum jelly.Major Competitors Engine Oils used at authorized Service Stations Honda Engine Oil Honda 4 Stroke Engine Oil is a premium Quality Genuine Engine Oil developed by the R & D of Honda Motors Ltd. liquid paraffin. as a small manufacturing unit producing white mineral oil in Mumbai. Japan. The company also operates wind power plants in Maharashtra. automotive and other industrial lubricants. SCL specialises in manufacturing of petroleum specialty products like transformer oil. Savita is in technical collaboration with Idemitsu Kosan. white mineral oil. Similarly the growth of FMCG sector will boost the demand of white oil for personal care and hygiene products. Consistent growth of these companies will steadily fuel the demand for Savita’s lubricants. Savita group is today. liquid paraffin. Savita is the exclusive supplier of lubricants to the OEM’s like Toyota. Test evaluation of Honda 4 Stroke Engine Oil indicates the clear benefits of this oil over conventional 4T Oils. Karnataka and Tamil Nadu. automotive and other industrial lubricants. Honda 4 Stroke Engine Oil conforms to International specifications of API SJ and SAE 20W40. white mineral oil. Savita Chemicals Limited (SCL) specialises in manufacturing of petroleum specialty products like transformer oils.
It operates in the automotive as well as nonautomotive segments. servicing over 70. on the road and off-road. Yamaha vehicles are built to the most exacting standards. Paharpur. The company is the market leader in the retail segment with a share of around 21% in the total automotive lubricants market. while the latter includes industrial lubricants. ATV. and they believe that oil is the lifeblood of our vehicles.000 retail outlets. scooter. marine and energy lubricants and the services segment. CIL manufactures and markets a range of automotive and industrial lubricants.Castrol and BP. 36 | P a g e . for the best results on the track. Silvassa and Tondiarpet.The Yamalube® oil series was developed to be the perfect oil for each vehicle in the Yamaha range. CIL has 5 manufacturing plants across the country.Wanting the best for our products. CIL reaches its consumers through a distribution network of 270 distributors. lubricants and care products designed to help you get the best experience from your Yamaha motorcycle. premium 2-stroke and 4-stroke oils and multigrade diesel engine oils. including a state-of-the-art plant in Silvassa. Yamalube This lube is created by Yamaha. snowmobile or other land product. The former includes oils for heavy-duty vehicles. motorcycles and bikes. It has leadership positions in most of the segments in which it operates including passenger car engine oils. cars. It markets its automotive lubricants under two brands .We want every journey you make to be filled with excitement and satisfaction.That’s why Yamaha developed Yamalube® – a range of oils. It has its plant located at Patalganga. CIL has the largest manufacturing and marketing network amongst lubricant companies in India. Yamaha’s engineers found that conventional engine oils couldn’t provide the performance and protection to meet their high standards.Engineering is at the heart of everything done at Yamaha.Castrol Castrol India is the Indian subsidiary of UK-based Burma Castrol and is engaged in manufacturing and marketing of automotive and industrial lubricants and specialty products. and Yamalube® helps to keep that spirit alive.
additives and solvents. In line with these needs a range of dedicated oils has been developed. chosen and mixed to work perfectly for your vehicle. 4-stroke mineral engine oil premium quality. 4-stroke fullysyntheticengine oil for high-performance bikes and competition engines. Yamaha recommends nothing else. Suitable for standard or unleaded petrol engines. 4-stroke semi-syntheticengine oil a unique blend for all road bikes in normal conditions. suitable for any 4-stroke engine used in normal conditions.Yamalube® was designed by Yamaha engineers to work in harmony with the vital mechanical components of your vehicle. Yamaha land vehicles are designed to meet the differing needs of their users. 2-stroke semi-syntheticengine oil for 2-stroke engines. 37 | P a g e .Yamalube® engine oils are made from a combination of base oils.
Himayathnagar. The Overall findings.Primary Research The primary research work was done on a group of authorized service stations to know the present market share of Mak lubricants. 38 | P a g e . This sample was taken randomly from all the major areas of Kukatpally. Somajiguda. Narayanaguda. Attapur. understand the overall Market variables mentioned above. Begumpet. conclusion & recommendations are mentioned in the next page. tarbund. factors affecting market share of lubricants in authorized service stations .“The sample used for this research work was about 26 authorized service stations. A questionnaire was designed consisting of 21 questions (Given in Appendix 1) to Hyderabad which include Erragadda.
Idemitsu has OEM tie up with Herohonda and its market share is 12%. Yamaha company supply Yamaha lubes to authorized service stations of Yamaha and its market share is 12%. Honda Company supplies Honda lubes to its authorized service stations and its market share is 19%.4 years 18% of the service stations have shifted to MAK brand.Present Market share of MAK Lubricants in authorized service stations In 38% percent of authorized service stations Mak lubricants are used with the name of Hero Honda 4T plus. Mak has OEM tie-ups with these 3 companies. Castrol has tie-up with Suzuki and its market share is 12%. Since from 3. The market share of both valvoline and HP combined is 4%. 39 | P a g e . TVS and Bajaj lubes.
The stations who follow OEM tie-ups any follow company recommended lubricant and grade.On what basis do the authorized service stations select and buy the lubricants From the above pie chart it is analyzed that 92. 40 | P a g e .69% choose based on management preference.31% of the stations are selecting the lubricant based on the OEM tie-ups and only 7. Among the stations who does not follow the OEM tie-ups follow the company specified grade and choose lubricant brand which offers lower price with quality and good logistics and some times choose the lubricant brand that is demanded by the customer.
The brand has to justify the price structure to its users. Brand popularity and demand are mostly seen in service stations that don’t follow OEM tie-ups. After quality and price parameters logistics parameter is seen. Even though logistics parameter preference is low it plays an important role in authorized service stations. Quality is also a major factor during selection and buying of the lubricants. according to research it is said that no body have problem in logistics which means all the companies have good logistics so this parameter does not affect much in selection and buying decision of lubricants. Other than price and quality logistics will also be one of the factor for switching of brands.Parameters seen by Service stations while procuring lubricants From the graph it is analyzed that quality and price are main factors during selection and buying the lubricants to use in authorized service stations. as the technology in the automobile sector is continuously changing . So. So the company should make proper manipulation in its price structure to satisfy the perceived value to its customers. 41 | P a g e . it should be continuously improved and its grades also must be improved depending on the technology growth.so its quality and grades should improved dynamically according to the technology. in order to increase the perceive value of MAK.
How many brands are used in an individual authorized Service Station? Only in 4% of the authorized service stations multiple brand lubricants are used and remaining 96% single lubricant brand is used. 42 | P a g e . In 30 percent of the service stations the Engine oil bought by the customers is allowed and remaining 70% percent of the service stations not allowed.
19% of the respondents said that the schemes implemented by lubricant companies to customers do not show any impact. 43 | P a g e .e.Impact of the schemes on lubricants at authorized service station and respondants ready to implement if the company offers the scheme The respondents at the authorized service stations who don’t have OEM tie ups with MAK lubricants said that they are not ready to accept the schemes of MAK lubricants and they are not ready to shift to MAK brand due to OEM tie ups and Company constraints. which increases the consumption of oil at service station and there by sales of lubricants to authorized service stations increases.. The respondents from the authorized service stations who have OEM tie up with MAK lubricant but not using that brand said that they are ready to shift to MAK brand if the company offers less price than present lubricants provider along with gifts and incentives. 11% of the respondents said that it can’t be decided. 70% percent respondents said that on providing schemes to the customers at the authorized service stations. If the servicing done is good the customer comes again and if it is bad he switches the services station. The customer comes to service stations and becomes loyal only based on how the servicing is done i.. the schemes would have a positive impact and show increase in number of customers coming to authorized service stations for service of their automobile rather than going to unauthorized service stations for service.
Consumption of lubricants per month MAK lubricant is the market leader in two wheeler authorized service stations segment. The consumption of lubricants among the total sample selected from whole population of authorized service stations segment is 28010 litres averagely per month. The market share of MAK lubricants in the sales of lubricants to authorized service stations of two wheeler i. 44 | P a g e .e. June. January. The consumption can be increased in this segment by offering schemes to customers and by conducting customer campaigns by which the sales of lubricants to authorized service stations of two wheeler can be increased.… consumption of lubricants at authorized service stations of two wheeler is 46. December. October due to Dussera festival. Months consuming more lubricants As per the respondent’s knowledge the consumption of lubricants will be more at authorized service stations in the months of rainy season.77%.
MAK is the market leader. October due to Dussera festival. The consumption of lubricants at authorized service stations can be increased by offering schemes to the customers coming to their service stations which inturn will increase the sales of lubricants to authorized service stations. 4. If a lubricant company offers a scheme to customers at authorized service stations shows a positive impact. 5. June. December. 2. 9.Findings 1. MAK is the market leader in sales of lubricant to authorized service stations which is known by their consumption at authorized service stations. 7. January. If a automobile company has more OEM tie-ups. OEM tie-ups play prominent role in selection and buying of lubricants in authorized service stations segment. 45 | P a g e . it is used in more number of authorized service stations in two wheeler segment. The consumption of lubricants will be more at authorized service stations in the months of rainy season. The authorized service stations of the company who don’t have OEM tie-ups with the MAK lubricant are not ready shift to Mak brand. 6. The authorized service stations which don’t follow OEM tie-up lubricants brand follow based on customer demand and management preference. gifts and incentives are deciding factors in selection of lubricant brand in authorized service stations segment. quality. then price. 3. It increases the number of customers coming to authorized service stations for the service of their automobile. 8.
46 | P a g e . 2. in the case of company having more than one OEM tie-ups. 3. 6. as the technology in the automobile sector is continuously changing. 4. According to my knowledge MAK Quik Lube Oil Change will be easier to set up and also increases the consumption of Mak lubricants. they can be made to switch MAK brand by offering price lower than the competitor. Quality is also a major factor during selection and buying of the lubricants. These schemes should be implemented in the months of rainy season. MAK Quik Lube Oil Change in Hyderabad market.Conclusions 1. it should be continuously improved and its grades also must be improved depending on the technology growth. offering gifts and incentives. Another to way to increase its market share. The company should offer schemes to the customers coming to authorized service stations using Mak lubricant in order to increase the consumption of lubricant at authorized service stations in turn it will increase its sales to authorized service stations. and March. so its quality and grades should improved dynamically according to the technology. Their presence is available in other major cities and by implementing the same in this market the market share can be increased. January. The market share can also be increased by setting up MAK Garage. June. 5. December. Hero Honda Service Stations (A Joint venture initiative between Hero Honda . October due to Dussera festival.the worlds largest bike manufacturer and Bharat Petroleum vehicle care center). In order to increase more market share the company has to increase its OEM tie-ups.
Profit margin. Logistics. Why do you prefer that brand? 4. g. Brand popularity. 47 | P a g e . d. c. e. Promotion. Price. Which lubricant brand do you use in your service station? 3.Annexure QUESTIONNARE TO INCREASE MARKET SHARE (Survey to retain at least 60% of market share in MAK lubricants sales to authorized service stations in Hyderabad market. J. Demand. Since how many years you are running this business? 2. Quality. Availability in different quantities. Packaging.) Authorized service station name: Address: Respondent name: Contact number: Questionnaire 1. i. What do you look in the lubricants? a. Market demand. Since how many years you are using that brand? 5. b. f. h.
7. Popularity in your area. b. Does the company of lubricant you use provide any gifts/ incentives/ promotional offers to you? 13. 11. Where do you procure the lubricants from? a. c. By your brand name. d. c. What is the impact if the company runs a scheme for lubricants at your authorized service station? Are you ready to implement it if the company offers the scheme? 16. Distributors. By customer convenience. By mechanic recommendation. Do you use lubricant from your service station or customer brings or both? 8. How is the relationship between you and lubricant provider (company/ distributor/ big retailer)? 48 | P a g e . Company. Do you give any gifts / incentives to the person who recommends your service station? 12. Customer preference. d. 10. b. What do you suggest/recommend Mak in order to increase its use and consumption in authorized service stations? 17. Based on company preference. Do you provide any gifts or incentives to your customers? 14. Original Equipment Manufacturers (OEM) recommendation. By retailers recommendation. c. How the customers do come to your service station? a. Big retail shops. Do you use lubricants of multiple or single brand? 9.6. b. On what basis do you buy the lubricants? a. Do you get lubricants on credit from the company/ distributor/ big retailer shop? 15.
How many units do you consume for servicing on an average per month? 20. How is the logistics of the lubricant providing company? 19. If so. in which month the consumption of the lubricants will be more /less? 49 | P a g e . Does consumption of lubricants vary from month to month? 21.18.
com http://www.honda2wheelersindia.castrol.com/Services.bharatpetroleum.com/reportinfo.maklubes.html http://www.Bibliography http://www.com/General/CR_Journey.com http://www.aspx?id=4 http://www.ht m http://www.researchandmarkets.maklubes.com/reports/364392/automotive_lubricants_markets_in_india.savita.mobi/en/Lubricant?t=9 http://www.asp?report_id=597487 http://wapedia.bharatpetroleum.com 50 | P a g e .com/EnergisingBusiness/In_Financial.com/heo.researchandmarkets.aspx#lubes http://www.aspx?id=1 http://www.yamaha-motor.com/Yamalube/2010_Yamalube_Catalog.pdf http://www.
This action might not be possible to undo. Are you sure you want to continue?
We've moved you to where you read on your other device.
Get the full title to continue reading from where you left off, or restart the preview.