Name Rajiv Prabhu

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 21.42 %

2004-2010 47.5%

2010-2015 33.33%

Three factors responsible for growth of the 2 wheeler market in India

Question 2

Public Sector: BPCL ( Bharat Petroleum Corporation Limited ), IOCL ( Indian Oil
Corporation Limited ), HPCL ( Hindustan Petroleum Corporation Limited )

Private Sector : Veedol, Valvoline, Shell,

Direct Distribution : Petrol Pumps & Gasoline Stations

 Three Distribution Channels: Company Branded Workshops, Commercial Agents,
Distributors, Co Operative Stores

Question 3

A) A study into the buying habits of NFW showed that the consumer’s buying habits were
erratic.

B) Changes in the design and newer technology meant that the oil pump sizes were getting
smaller and oil change duration increased, which lead to the stagnation in the volume growth.

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 30.95

Spare part outlets 42.85

Oil shops 11.90

Non-Franchised workshops 14.28

B) Castrol is effectively using its channel partners,

Write your answer for Part C here.

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

2005

Franchised workshops 0.66

Spare part outlets 0.057

Oil shops 0.11

Non-Franchised workshops 0.04

Write your answer for Part D here.

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

2005

Franchised workshops 4.44

Spare part outlets 3.60

Oil shops 4.86

Non-Franchised workshops 0.5

 E) The sale in franchised outlets (30 million Ltrs) is significantly higher as compared to Non-
Franchised Outlets ( 8 million Ltrs )

F) Based on the key metrics, the pain point for Castrol is lows sales from non-franchised
outlets.

Question 5

A) NFWs helped the project team to broadly classify into segments :

- Stock & Sell mechanics, market share 10% approx. & 30% of the oil changes ,
commanded a premium price.
- Mechanics worked at franchised workshops, accounted 40% of total mechanics
and 50% of oil changes, highly skilled and looking for financial support.
- Mechanics who were approached for small jobs, accounted for 50% of mechanic
base, mechanics likely apprenticed under an ustaad, financially struggling and also
were struggling to build their clientele and reputation.

Write your answer for Part B here.

Module Willingness Knowledge Potential of Capital Delivery

to supply of local Conflicts Investment Cost
market

1 High High low High high

2 High High High Low High

 3 Low high High High High

Question 6

CASAs will report to distributors. These NFWs will serve consumers who have come to service
their vehicles.