5. How can Castrol implement its new distribution strategy?

What resources and

support (marketing and sales) will be required?
Answer.
 Marketing strategy planning
 OEM alliances with major lubricant companies, as well as the development of a
distribution infrastructure
 Competence in technology
 Segmentation prioritisation
 Customer Value Analysis
Marketing and sales are needed to supplement new distribution tactics adopted for rural areas,
which include:
a) Distributors, retailers, and dealers: Cash and volume discounts, gift vouchers,
incentives, holidays, and free freebies are available to distributors, retailers, and
dealers.
b) Customers and drivers: car rally, cash backs, and discounts.
c) Mechanics: Training and skill development, workshops, incentives, garage
conversion into unique centers, mechanic skill contest.