Name Aditya Rounak Mishra

Question 1

Write your answer for Part A here.

Period Rate of Growth

2000-2004 27%

2004-2010 90%

2010-2015 50%

Write your answer for Part B here.

1 B. The three factors of the growth of two-wheeler market in India mentioned in the case
are:

Younger demographic market.

Capital and financial market doing well in India.

Growth in demand from rural India.

Question 2

Write your answer for Part A here.

A. Private Players – Shell, Gulf, Valvoline

Public Players – IOCL (Indian Oil Corporation Limited), Bharat Petroleum, Hindustan
Petroleum Corporation Limited.

Write your answer for Part B here.

B. Direct Distribution Channel – Forecourt (Petrol pumps and gasoline stations) and
Franchise workshops

Distribution Channel through Distributors – Wholesalers, Company branded workshops and

Non-franchised workshops.

Question 3

Write your answer for Part A here.

A. Considering the below consumer buying behavior:

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 segments, Castrol was able to identify three consumer
segments in the market – minimalists, appreciators, and enthusiasts.

Write your answer for Part B here.

B. The advancements in the technology has led the changes in engine design. The newer
design has made the oil sumps size smaller and has increased the time between oil changes
for routine maintenance.

Shift from 2 stroke to 4 stroke engine has impacted the consumer buying behavior and
choice of the distribution channels.

4 stroke engine design with separate lubrication system for the engine cooling impacted the
change in the demand of the motorcycle oil from forecourts to workshops (FW or NFWs).

Question 4

Write your answer for Part A here.

Channel Partner Channel Share (%) 2010

Franchised workshops 31%

Spare part outlets 43%

Oil shops 12%

Non-Franchised workshops 14%

Write your answer for Part B here.

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

Franchised workshops 6667

Spare part outlets 579

Oil shops 1103

Non-Franchised workshops 400

Write your answer for Part C here.

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

 Franchised workshops 5323

Spare part outlets 577

Oil shops 884

Non-Franchised workshops 661

Write your answer for Part D here.

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

Franchised workshops 5323

Spare part outlets 577

Oil shops 884

Non-Franchised workshops 661

Write your answer for Part E here.

E. It is higher for Franchised Workshops, Spare Part Outlets and Oil shops.

Write your answer for Part F here.

F. Following are the problem areas for Castrol:

Franchised Workshop

Oil Shops

Non – Franchised Workshops.

Question 5

Write your answer for Part A here.

A. Three NFW segment are as follows:

1. 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.

Write your answer for Part B here.

Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

1 Low High Low Low m

2 High Low Low High High

3 High Low Low Low Low

Question 6

Write your answer here.

CASA will report to distributors.

CASA will serve to Non – Franchise Workshops.