Name ALPESH KHILARI

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 27.27%

2004-2010 90.47%

2010-2015 50%

Ans 1b)- Three factors of the growth of two wheeler market in India –

1) Availability of easy financing

2) Younger demographical market
3) Consumers increasing disposable income

Question 2

Ans 2A)-
  Three private sectors –

1)shell

2)Gulf

3)Valvoline

 Three public sectors-

1) Indian oil corporation
2) Bharat petroleum corporation
3) Hindustan petroleum corporation

Ans 2b)-

 Two direct distribution channels

1. Franchised workshops
2. Forecourts
 Distribution channels services through the distributor for lubricant
1. Institutional
2. Bazaars
3. Non franchised shops

Question 3

Ans 3A)- the consumer buying behaviour

 Shift in shop to workshop impacted the new demand for the non –franchised
workshops.
 Feeling of oil change as an important aspect to ensure continuity in their personal
mobility impacted a need for the change of the consumer perception towards buying
the motorcycle oil.
  Based on the needs and consumer segment. Castrol was able to identify three
consumer segments in the market- minimalist, appreciators, and enthusiasts.

Ans 2B)-

The engine designs are changing and the sizes are decreasing. This would result in a slump
in oil use Two stroke engines are replaced by four stroke engines which me an PUs are no
longer the front-runners are losing the first mover advantage.
All companies in the industry got the same advantage to go penetrate deeper Companies just
have to search for better distribution networks and can also innovate this products as per the
changing technological advancements for getting advantage in the market.

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 30.95%

Spare part outlets 42.86%

Oil shops 11.90%

Non-Franchised workshops 14.28%

Ans 4B)-

high fo oil shops .oli market

franchised workshops - 39

NFW – 10

Ans 4C)-

Channel Partner Sales (in litre) per channel outlet, 2005

Franchised workshops 666

Spare part outlets 577.38

Oil shops 884.15

Non-Franchised workshops 400

Ans 4D)-.

Channel Partner Sales (in litre) per channel outlet, 2005

Franchised workshops 5323.3

 Spare part outlets 577

Oil shops 884

Non-Franchised workshops 671

Ans 4E)-

its higher for franchised workshops and oil shops

Ans4 F)- problems area for Castrol

1. Franchised workshop
2. Oil shops
3. NFWs

Question 5

Ans A5)-

I. Stock and sell mechanics

2. Mechanics who have worked at the franchised workshops and are ready to set up their
own business.
3. Mechanics who are approached for small, minor jobs are likely to be apprenticed
under a stock and sell mechanic.
Ans5B)-

Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 low high low low high

2 high low low high high

3 high low low low low

Question 6

ANS 6)-

 CASA will report to distributors.

 CASA will serve to Non - Franchise Workshops