IOCL – An Introduction by Unknown Author is licensed

under

VISION
“A major diversified, transnational, integrated energy company, with national leadership and
a strong environmental conscience, playing a national role in oil security & public
distribution.”

MISSION
 To achieve international standards of excellence in all aspects of energy and
diversified business with focus on customer delight through value of products and
services, and cost reduction
 To maximize creation of wealth, value and satisfaction for the stakeholders
 To attain leadership in developing, adopting and assimilating state-of-art technology
for competitive advantage
 To provide technology and services through sustained Research and Continuous
Development
 To foster a culture of participation and innovation for employee growth and
contribution
 To cultivate high standards of business ethics and Total Quality Management for a
strong corporate identity and brand equity
 To help enrich the quality of life of the community and preserve ecological balance
and heritage through a strong environment conscience
 INDIAN OIL BRAND

Beginning in 1959 as Indian Oil Company Ltd., Indian Oil Corporation Ltd. was formed in
1964 with the merger of Indian Refineries Ltd. (established 1958). Indian Oil Corporation
Ltd. (Indian Oil) is India's largest commercial enterprise, with a sales turnover of Rs.
58676crore and profits of Rs. 7976.48 for the year 2008-09. Indian Oil is also the highest
ranked Indian company in the prestigious Fortune 'Global 500'listing, having moved up 11TH
places to the 105TH position in 2009. It is also the 20th largest petroleum company in the
world. The Indian Oil Group of companies owns and operates 10 of India's 19 refineries with
a combined refining capacity of 60.2 million metric tonnes per annum (MMTPA, i.e. 1.2
million barrels per day). These include two refineries of subsidiary Chennai Petroleum
Corporation Ltd. (CPCL) and one of Bongaigaon Refinery and Petrochemicals Limited
(BRP). Indian Oil and its subsidiaries account for a 47% share in the petroleum products
market, 40% share in refining capacity and 67% downstream sector pipelines capacity in
India. The Indian Oil operates the largest and the widest network of fuel stations in the
country, numbering about 17606 (15557regular ROs & 2049 Kissan Sewa Kendra). It has
also started Auto LPG Dispensing Stations (ALDS). It supplies Indane cooking gas to over
47.5 million households through a network of 4,990 Indian distributors. In addition, Indian
Oil’s Research and Development Centre (R&D) at Faridabad supports, develops and provides
the necessary technology solutions to the operating divisions of the corporation and its
customers within the country and abroad. Subsequently, Indian Oil Technologies Limited - a
wholly owned subsidiary, was set up in 2003, with a vision to market the technologies
developed at Indian Oil’s Research and Development Center. It has been modelled on the
R&D marketing arms of Royal Dutch Shell and British Petroleum. Indian Oil is investing Rs.
43,393 crores (US $10.8 billion) during the period 2007-12 in augmentation of refining and
pipeline capacities, expansion of marketing infrastructure and product quality upgradation as
well as in integration and diversification projects Indian Oil operates the largest and the
widest network of petrol & diesel stations in the country, numbering over 17,600. It reaches
Indane cooking gas to the doorsteps of over 50 million households in nearly 2,700 markets
through a network of about 5,000 Indane distributors.
Indian Oil’s ISO-9002 certified Aviation Service commands over 62% market share in
aviation fuel business, meeting the fuel needs of domestic and international flag carriers,
private airlines and the Indian Defense Services. The Corporation also enjoys a dominant
share of the bulk consumer business, including that of railways, state transport undertakings,
and industrial, agricultural and marine sectors. Indian Oil has set up subsidiaries in Sri Lanka,
Mauritius and the United Arab Emirates (UAE), and is simultaneously scouting for new
opportunities in the energy.
 PRODUCTS

Indian Oil is not only the largest commercial enterprise in the country it is the flagship
corporate of the Indian Nation. Besides having a dominant market share, Indian Oil is widely
recognized as India’s dominant energy brand and customers perceive Indian Oil as a reliable
symbol for high quality products and services. Benchmarking Quality, Quantity and Service
to world-class standards is a Philosophy that Indian Oil adheres to so as to ensure that
customers get a truly global experience in India. Our continued emphasis is on providing fuel
management solutions to customers who can then benefit from our expertise in efficient
sourcing and least cost supplies keeping in mind their usage patterns and inventory
management. The Retail Brand template of IOC consists of Xtra Care (Urban), Swagat
(Highway) and Kissan Seva Kendra’s (Rural). These brands are widely recognized as
pioneering brands in the petroleum retail segment. Indian Oil’s leadership extends to its
energy brands - Indane LPG, SERVO Lubricants, Auto gas LPG, Xtra Premium Branded
Petrol, XtraMile Branded Diesel, Xtra Power Fleet Card, Indian Oil Aviation and Xtra
Rewards cash customer loyalty programme.

 AUTOGAS:
The fuel is marketed by Indian Oil under the brand name Auto Gas’ Indian Oil has setup
272 Auto LPG Dispensing Stations (ALDS) covering 149 cities across India. Auto Gas
impacts greenhouse emissions less than any other fossil fuel when measured through the
total fuel cycle. Conversion of petrol to Auto Gas helps substantially reduce air pollution
caused by vehicular emissions. The saving on account of conversion to Autogas in
comparison to petrol is about 35-40%. Low filling times and the 35-40% saving is a
reason enough for a consumer to convert his vehicle to Auto Gas.
 Aviation Fuel:
Indian Oil Aviation Service is a leading aviation fuel solution provider in India and the
most-preferred supplier of jet fuel to major international and domestic airlines. Between
one sunrise and the next, Indian Oil Aviation Service refuels over 1,750 flights, that is
more than one aircraft per minute from the bustling metros to the remote airports linking
the vast Indian landscape, from the icy heights of Leh (the highest airport in the world at
10,682 ft) to the distant islands of Andaman & Nicobar.
 BITUMEN:
Indian Oil produces bitumen from its refineries at Panipat, Mathura, Koyali, Haldia and
Chennai and markets it in bulk as well as packed in steel drums. Indian Oil also markets
modified Bitumen CRMB and Emulsion. CRMB is produced at Panipat, Mathura,
Koyali, Haldia and CPCL refineries. Indian Oil markets Bitumen Emulsion by the brand
name Indemul and it is produced from emulsion plants located in Haldia and Panipat
refineries. CRMB and Emulsion are available both in bulk as well as in packed drums.
 XTRAPREMIUM:
It is a much sought-after fuel among discerning motorists who are in many ways
emotionally attached to their wheels. The 'Clean and Keep Clean' function of the super
cleanser additive in XTRAPREMIUM reduces deposits at the port fuel injector, intake
valve and controls combustion chamber deposits to maintain "like new" performance of
the vehicle. Regular use of XTRAPREMIUM gives the vehicle a superior pick-up,
smoother drive, better mileage and lower emission. XTRAPREMIUM is designed not
only to optimise performance of new generation vehicles but also rejuvenate old vehicles
to perform better. Indian Oil’s XTRAPREMIUM petrol is the largest selling branded
petrol in India.

 XTRAMILE:
Indian Oil’s XTRAMILE Super Diesel, the leader in the branded diesel segment, is
blended with world-class multi-functional fuel additives. Commercial vehicle owners
choose XTRAMILE because they see a clear value benefit in terms of superior mileage,
lower maintenance costs and improved engine protection. A growing section of
customers who own diesel automobiles, both in the 'lifestyle' and 'passenger' category,
prefer XTRAMILE as a fuel for its added and enhanced performance. XTRAMILE has
brought in a huge savings in the high mileage commercial vehicles segment. Transport
fleets that operate a large number of trucks crisscrossing.
 INDANE GAS:
Indane is today one of the largest packed-LPG brands in the world and has been
conferred the coveted Consumer Super brand ‘status by the Super brands Council of
India. Having launched LPG marketing in the mid-60s, Indian Oil has been credited with
bringing about a kitchen revolution, ‘spreading warmth and cheer in millions of
households with the introduction of the clean and efficient cooking fuel. It has led to a
substantial improvement in the health of women, especially in rural areas by replacing
smoky and unhealthy chulha. Indane is today an ideal fuel for modern kitchens,
synonymous with safety, reliability and convenience. With the status of an exclusive
business vertical within the Corporation, the Indane network delivers 1.2 million
cylinders a day to the doorsteps of over 53 million households, making Indian Oil the
second largest marketer of LPG globally, after SHV Gas of The Netherlands. Indane is
available in compact 5 kg cylinders for rural, hilly and inaccessible areas, 14.2 kg
cylinders for domestic use, and 19 kg and47.5 kg for commercial and industrial use.
 SERVO LUBRICANTS AND GREASES:
Indian Oil’s SERVO is the brand leader among lubricants and greases in India and has
been conferred the ―Consumer Super brand status by the Super brands Council of India.
With over 500 commercial grades and 1,500 formulations encompassing literally every
conceivable application, SERVO serves as a one-stop shop for complete lubrication
solutions in the automotive, industrial and marine segments. Recognized for cutting-edge
technology and high-quality products, SERVO is backed by Indian Oil’s world-class
R&D and an extensive blending and distribution network. In the retailing segment,
besides Indian Oil petrol stations, SERVO range of lubricants is available through a
network of SERVOXPRESS stations, bazaar outlets and thousands of auto spare parts
hops across the country.
 MARINE FUELS AND LUBRICANTS:
Indian Oil caters to all types of bunker fuels and lubricants required by various types of
vessels operating throughout the world in the shipping industry. Bunker supplies are
made at all major ports of India; Mumbai, Kandla, Vasco, Chennai, Tuticorin, Vizag,
Cochin, New Mangalore, Kolkata, Paradip, JNPT, Port Blair and Haldia. Apart from
Indian Navy, whose 100% bunker requirement is met by Indian Oil, it also supplies
bunker fuels to all major shipping and dredging companies of India. Spot requirement of
different vessels calling at Indian ports are met through nominations received from local
shipping agents and international bunker traders/brokers.
 PETRO CHEMICALS:
India is amongst the fastest growing petrochemicals markets in the world. Taking this
into consideration and to enhance its downstream integration, Indian Oil is focusing on
increasing its presence in the domestic petrochemicals sector besides the overseas
markets through systematic expansion of customer base and innovative supply logistics.
Petrochemicals have been identified as a prime driver of future growth by Indian Oil.
The Corporation is envisaging an investment of Rs 30,000crore in the petrochemicals
business in the next few years. These projects will utilize product streams from the
existing refineries of Indian Oil, thereby achieving better exploitation of the hydrocarbon
value chain.
 SPECIAL PRODUCTS:
Other than the regular petroleum products like light distillates, middle distillates, heavier
products like Furnace Oil, Bitumen, etc., Indian Oil refineries also manufacture
petroleum products for specific applications. These specific applications could be feed
stock for chemical industry, raw material for specific industries and solid fuels. The
petroleum products, produced for specific applications are called, 'Petrochemicals and
Specialties (P&S) Products'.
 SUPERIOR KEROSINE OIL:
Kerosene’s are distillate fractions of crude oil in the boiling range of 150-250°C. They
are treated mainly for reducing aromatic content to increase their smoke point (height of
a smokeless flame) and hydro fining to reduce sulphur content and to improve odour,
colour & burning qualities (char value. Kerosene is used as a domestic fuel for heating /
lighting and also for manufacture of insecticides/herbicides/fungicides to control pest,
weeds and fungi. Since kerosene is less volatile than gasoline, increase in its evaporation
rate in domestic burners is achieved by increasing surface area of the oil to be burned and
by increasing its temperature. The two types of burners which achieve this fall into two
categories namely vaporisers & atomisers. The Indian Standard governing the properties
of kerosene are IS1459:1974 (2nd Rev).
 CRUDE OIL:
Crude oil - as petroleum directly out of the ground is called - is a remarkably varied
substance, both in its use and composition. Crude oil is formed from the preserved
remains of prehistoric zooplankton and algae, which have been settled to the sea (or lake)
bottom in large quantities under anoxic conditions. It was formed over millions of years
from the remains of tiny aquatic plants and animals that lived in ancient seas due to
compression and heating of ancient organic materials over geological time. The oldest
oil-bearing rocks date back to more than 600 million years, the youngest being as old as
about 1 million years. Crude oil from an area in which the crude oil's molecular
characteristics have been determined and the oil has been classified are used as pricing
references throughout the world. These references are known as Crude oil benchmarks.
After considering availability of indigenous crude oil, balance crude oil is required to be
imported. Indian Oil sources its crude oil requirement from Far East, Gulf region,
Mediterranean, West Africa and Latin American sources.
 IOCL SERVICES

Indian Oil provides a wide range of marketing services and consultancy in fuel handling,
distribution, storage and fuel/lube technical services. With a formidable bank of technical and
engineering talent, Indian Oil is fully equipped to handle small to large-scale infrastructural
projects in the petroleum downstream sector anywhere in the country. Our project teams have
independently or jointly as a consortium, have set up depots, terminals, pipelines, aviation
fuel stations, filling plants, LPG bottling plants, amongst others. Indian Oil’s fuel
management system to bulk customers offer customized solutions that deliver least cost
supplies keeping in mind usage patterns and inventory levels. A wide network of lubricant
and fuel testing laboratories are available at major installations which is further backed by
sector-wise expertise in the core sectors of power, steel, fertilizer, gas plants, textile mills,
etc. Cutting edge systems and processes are designed around one simple belief-to provide
valuable customers with an unbeatable edge in their business. Indian Oil’s supply and
distribution network is strategically located across the country linked through a customized
supply chain system backed by front offices located in conceivably every single town of
consequence. The wide network of services offered by Indian Oil, Marketing Division is
illustrated in this section, which includes; commercial/reticulated LPG; total fuel
management/ consumer pumps; Indian Oil Aviation Service; LPG Business (non-fuel
alliances); loyalty programs; retail business (non-fuel alliances) and SERVO technical
services.
 SWOT ANALYSIS FOR IOCL

 Opportunity

 The IOCL has much opportunity in the present market conditions. This is
because the petroleum products have become a need for everyone and still
Contains a lot of scope for customization. The various opportunities are listed
below.
 Since the company has the maximum number of outlets and also the
maximum number of refineries in India, it can very easily go for extension at
any point of time, and can introduce any new products, which will get support
from its huge market network.
 The company can make the buying process easier for the customers, by
implying many more schemes in the range of XTRAPOWER Fleet Card.
 The company can think over the issue to build its own pipelines, so that it will
be an independent player and it will also support its aviation fuel supply.
 Company has a great scope in E&P. It is already involved in E&P but only in
a very limited scale.

 Threats

 Since the company is the market leader in the field, so have maximum threats
from the other players and many other issues. The lists of threats are given
below.
 The foreign players with more advanced technology are the biggest threat for
the company.
 The crude oil supply is also a big issue in front of the company, because the
company cannot fix its price and so, some time had operated in loss also. It is
the biggest problem because the maximum part of their crude is been
imported.
 In future the market will welcome more private players, which will eat up its
market share.
 If the Govt. Policies allow the private players to set their own price, the
private player can seriously harm the market share of IOC.

 Strengths

 IOC controls 10 refineries, by virtue of which it has a total share of

around40% of India’s overall refining capacity. IOC has also acquired equity
stakes in CPCL and BRPL, and in2001, these refineries became subsidiaries
of IOC.
 58% of IOC’s refining capacity is located in the Northern and Western
regions, which are high demand and high growth area.
 Although its refineries are located the interior of the country and not near the
major ports IOC has a very strong distribution network by virtue of having a
 share of 48% in the country’s product pipelines. The total capacity of these
product pipelines is 49.79 MMT.
 IOC also acquired management control of the marketing company IBP,
thereby strengthening its position in these activities. It also has a dominant
share in all segments in terms marketing infrastructure. Its network includes
19830 retail outlets, 8000 LPG distributors, and 6492 kerosene/LDO dealers.
 By virtue of entering into extensive joint venture agreements, and of its own
initiative as well, the company has a presence in various other related
activities such as petroleum storage, pipelines, lube additives, exploration,
Petrochemicals, gas, training and consultancy, etc.
 The company has already entered overseas markets such as Sri Lanka,
Maldives, and Oman and is presently considering entering Turkey through a
JV. The company is intalks with Caliak of Turkey to set up a 10 million TPA
grass root refinery with an investment of $2 billion and establish retail
business. IOC is also weighing the possibility of entering Indonesia. IOC has
also started exploring the overseas markets for increasing its scope of
operations. Its interests include downstream activities in Sri Lanka, Maldives,
Oman, and Nepal; interest in the lubes business in Maldives, Dubai,
Bangladesh, Sri Lanka, etc; among others

 Weakness

 The company is the market leader in the industry, but still it had many
weaknesses. The list is given below.
 The major weakness for the company is the R&D. The company starts
working on it.
 The petrochemical product development technology is another weakness for
the company.
 The technological drawback, as compared to some major foreign player is
another weakness for the company
 Current Practices at IOCL

The traditional fuel retail industry has been changing fast and formats like hyper, big box and
convenience are adopting new technologies in stores and forecourts for more personalized
engagements, delightful fuelling and shopping experiences.

 Indian Oil is committed to integrate its sustainability initiatives into business strategy
to continue to grow as an environmentally responsible and socially inclusive
organization. Undertakes major efforts to reduce its operational emissions, conserve
water, manage waste, offer green fuels and to protect the environment

 The company complies with various regulatory norms, promotes sustainability

initiatives in supply chain and undertakes various awareness generation exercises to
promote sustainable consumption and reduce its ecological footprint

 Undertakes a number of social welfare and community development programmes.

With pan India presence, Indian Oil undertakes CSR activities across the country,
from Leh in J&K in the North, to the North Eastern States, to the aspirational
/backward districts/ Naxal affected areas, to Gujarat in the west and Tamil
Nadu/Kerala in the south. The local gram panchayats, district administration, NGOs
and social workers are involved to ensure maximize the outcome of the CSR projects

 Diligently follows the standards laid down by the Oil Industry Safety Directorate
(OISD) on matters of safety & occupational health. All refineries are certified to
Occupational Health & Safety Management System (OHSMS/OHSAS018001),
besides having fully equipped occupational health centres

 Improving its product offering by focusing on efficiency improvements. Indian Oil

balances its products so that they match up to customer requirement for fuel quality,
efficiency and lower emissions, while maintaining wide scale availability and
affordability
 Competitors

 Looking at the huge future potential in the fuel marketing segment, a number of
global players have evinced interest to enter the Indian fuel retail segment. BP has
secured a licence to open 3,500 retail stations. Total SA and Saudi Aramco are also
exploring opportunities. These players can develop a sizeable customer base, with
their aggressive marketing, branding and international quality of services

 Existing private players - RIL, Essar Oil and Shell – have aggressive expansion
plans as well. RIL plans to restart all its pumps and expand thereafter; RIL has a
licence to operate 5,000 pumps. Also, Essar Oil, which have announced takeover deal
with Rosneft, plans to expand its network significantly. The company has a licence to
operate 5,000 outlets. Further, Shell has a licence to open 500 outlets

 Private players (existing and upcoming) are expected to add 6,000-8,000 outlets by
2020-21. This will enable them to garner a market share of 12-15% in terms of
outlets and 13-16% in terms of volume of fuel sold as they continue to focus on high
throughput areas

 PSU OMCs are expected to focus on expanding into rural segment along with
expansion of network along the highways, private players are expected to concentrate
majorly in the highway segment. As a result, PSU OMCs will continue to dominate
the rural segment with 99% of the total outlets in this segment. Private players’ share
in the highways segment is expected to move up to 25% by 2020-21 from the current
13%
Global Practices
 Fuel Retailers see demand disruption coming from Electric Vehicles; Changing
Consumer Behaviours
 Commitment to digital investments to better engage with customers and to improve
services
 Automation, Digital skills and partnership development are in focus which will help
embrace partner ecosystems will better address gaps in retailer’s performance and
drive business model maturity

Practices across other industry that can be implemented

 Awareness among end customers through marketing channels like advertisements,

social media, etc
 Product flanking i.e. offering the same product in different sizes and price
combinations to tap diverse market opportunities
 New Product Development: The existing products are vulnerable to changing
consumer needs and tastes, new technologies, shortened product life cycles and
increased domestic and foreign competition. A company can develop new products
either through R&D in-house or by acquiring other company or both

Digitalization at Retail Outlets:

 Online payments
 IOCL app to locate retail outlets for specific services
 Better customer retention via online platform loyalty programs
 Pre order for other services and collect the same during visit
 Questionnaire on Lubricants

1. Name
2. Gender
o Female
o Male
3. Occupation
o Business
o Service
o Home Maker
o Student
4. Age (years)
o 18 to 25
o 26 to 35
o 36 to 45
o Above 45
5. Which type of automotive fuel do you use in your vehicle?
o Diesel
o Petrol
6. Which is the preferred brand of lubricant for your vehicle?
o Servo
o MAK Lubricants
o HP Lube
o Castrol
o Others
7. Lubricants are often bought solely based on the price at which it is offered
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
8. It is important for the lubricants to be provided with attractive packaging
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
9. Recommendations offered by the car mechanics and
advertisements/campaigns/promotions of the companies plays a huge role during the
buying process
 o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
10. Lubricants are often purchased spontaneously i.e. impulsively
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
11. Buying decision is dependent on the ease and availability of lubricants in the outlets 
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
12. Choosing a lubricant which has been recommended as excellent in terms of performance
as opposed to the product that is currently being used is easy
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
13. Trust about a particular brand of lubricant is an influencing factor in its buying decision
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
14. New brand of lubricants launched in the market with better features than the current lot
have more chances of being bought
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
15. A particular brand of lubricant based on the loyalty it has to offer with respect to the
features and the performance it delivers has more chances of being bought
o Strongly Agree
o Agree
 o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
16. Past and current experiences contribute to a great deal in deciding the lubricant to be
bought
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree

17. Price discounts, extra features and other extra benefits influences the buying behaviour
for a particular brand of lubricant
o Strongly Agree
o Agree
o Neither Agree nor Disagree
o Disagree
o Strongly Disagree
 Results

 Gender Diversity among Respondents

Gender

18%

82%

Male Female

 Occupation of Respondents

Occupation

12%

38%
24%

27%

Service Student Business Home Maker

 Age of Respondents

Age

12%
29%

29%

29%

18-25 26-35 36-45 Above 45

 Petrol/Diesel

41%

59%

Diesel Petrol
 Lubricant Brands

Brands

13%
32%

47% 8%

SERVO HP Lube Castrol MAK Lubricants

 Purchase dependency on Price

Price
60

50 52.9

40

30 32.4

20

14.7
10

0
Strongly Agree Neutral Strongly Disagree
 Does packaging affect purchase decision

Packaging
80

70
70.5
60

50

40

30

20 23.5

10
5.9
0
Strongly Agree Neutral Strongly Disagree

 Effect of mechanics recommendations

Recommendations by Mechanics
80

70
70.5
60

50

40

30

20
17.6
10 11.7
0
Strongly Agree Neutral Strongly Disagree
 Impulsive Purchase

Impulsive Purchase
45
40 41.2
35
35.3
30
25
23.5
20
15
10
5
0
Strongly Agree Neutral Strongly Disagree

 Effect of availability on purchase

Availability on Outlets
70

60
58.8
50

40

30

20 23.5
17.6
10

0
Strongly Agree Neutral Strongly Disagree
 How likely are respondents to adopt to a new product

Adoption to new production

80

70
67.6
60

50

40

30

20
17.6
10 14.7

0
Strongly Agree Neutral Strongly Disagree

 Effect of Brand Influence on purchase

Brand Influence
45
40 41.2
35
30
29.4 29.4
25
20
15
10
5
0
Strongly Agree Neutral Strongly Disagree
 How likely respondents switch to new brand

Adoption to new brand

60

50 53

40

30 32.4

20

14.7
10

0
Strongly Agree Neutral Strongly Disagree

 Effect of Brand Loyalty on Purchase

Brand Loyalty
80

70
70.5
60

50

40

30

20
20.6
10
8.8
0
Strongly Agree Neutral Strongly Disagree
 Effect of Past purchases

Past Experiences
80

70 73.5

60

50

40

30

20
17.6
10
8.8
0
Strongly Agree Neutral Strongly Disagree

 Effects of Discounts on purchase

Discounts & Other Benefits

80

70
67.7
60

50

40

30

20
17.7
10 14.7

0
Strongly Agree Neutral Strongly Disagree
 Recommendations

 Competitive Pricing: It is quite important to have pricing option more lucrative than
that of competitors as it affects the purchase of customers
 Effective & Attractive Packaging: As packaging option attracts buyers, a more
detailed and affective packaging must be implemented
 Collaborate with Mechanics: As service man highly responsible for purchases at
Bazar trade good and profitable collabs should be introduced
 Product Availability: Products must me made available across various outlets
 Past Experiences: As user choices are dependent on their past experiences its
important that the functioning and performance of product is better than competitors
 Discounts: Offers on purchases are good option to lure and retain consumers