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    IMT Castrol

    Uploaded by

    Prashant Chavan
    The document discusses factors driving growth in the two-wheeler market in India from 2000-2015, key public and private sector lubricant companies, Castrol's distribution channels and their market shares, and characteristics of different segments in the non-franchised workshops channel. It provides details on growth rates, responsible demographic and economic factors, company categories and distribution models, channel performance metrics, and profiles of mechanic segments within non-franchised workshops.

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    IMT Castrol

    Uploaded by

    Prashant Chavan
    258 views8 pages
    The document discusses factors driving growth in the two-wheeler market in India from 2000-2015, key public and private sector lubricant companies, Castrol's distribution channels and their market shares, and characteristics of different segments in the non-franchised workshops channel. It provides details on growth rates, responsible demographic and economic factors, company categories and distribution models, channel performance metrics, and profiles of mechanic segments within non-franchised workshops.

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    The document discusses factors driving growth in the two-wheeler market in India from 2000-2015, key public and private sector lubricant companies, Castrol's distribution channels and their market shares, and characteristics of different segments in the non-franchised workshops channel. It provides details on growth rates, responsible demographic and economic factors, company categories and distribution models, channel performance metrics, and profiles of mechanic segments within non-franchised workshops.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    258 views8 pages

    IMT Castrol

    Uploaded by

    Prashant Chavan
    The document discusses factors driving growth in the two-wheeler market in India from 2000-2015, key public and private sector lubricant companies, Castrol's distribution channels and their market shares, and characteristics of different segments in the non-franchised workshops channel. It provides details on growth rates, responsible demographic and economic factors, company categories and distribution models, channel performance metrics, and profiles of mechanic segments within non-franchised workshops.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 8

    Name Prashant Suresh Chavan

    Question 1

    Period Rate of Growth

    2000-2004 27.47%

    2004-2010 90.27%

    2010-2015 50%

    Below mentioned factors are responsible for growth of two wheeler market:

    1.Demographic factor: in india younger generation is high so they preferred two


    wheeler.

    2.financing: in india financing to buy vahicle is available is easily.

    3.Income available after taxes and other deduction:consumer in have enough


    dispensable income.

    4.Market expansion:in rural India,also there is lot people are buying two wheeler.
    Question 2

    Private Sector:

    1.Valvoline 2. shell 3. gulf

    Public sector(PSU):

    1.Hindustan Petroleum Carporation limited

    2.Indian oil Corporation

    3.Bharat petroleum Corporation

    Direct Distribution Channel:

    1.Fuel stations/forecourts(petrol diesel pump)

    2.Franschised workshops

    Distributor channels:

    1.Non-Franschised workshops

    2.wholesalers

    3.company showroom

    4.company branded workshops


    Question 3

    Consumer buying behaviour impact are explained in following points:

    1.servicing or maintainance : after buying vehicle there will be need to change oil or
    maintainance of vehicle in period as per clause company needs provide that so
    impact of that company needs build franchised workshops.

    2.after service and maintenance period: after completion vehicle maintenance/service


    period as per clause,customer needs to change oil so customer need to pay for it.

    Categories of consumer behaviour as per Castrol:

    1.Minimalist

    2.Appreciator

    3.Enthusiasts

    Technological advancements in two wheeler industry:

    1.now in market ,two wheelers are enhanced from 2 stroke engine to 4 stroke engine
    due to these changes oil change period is increased also in 4 stroke engine
    motorcycle have seperate lubrication oil system,it impacted buying behaviour of
    customers as well as due to this distribution channels choices also enhanced.

    2. Due to this distribution channel also changed from conventional forecourts /fueling
    stations to workshops where all types of service are provided. All these servy can
    provided in open market not like brand like brand oriented service availability it is
    enhanced now.
    Question 4

    Part A:

    Channel Partner Channel Share (%) 2010

    Franchised workshops 31%

    Spare part outlets 42.9%

    Oil shops 12%

    Non-Franchised workshops 14.3%

    Part B:

    Franchised workshops and non-franchased workshop are two chaneels having 4


    stroke oil market share is greater than Castrol 4 stroke oil market share.

    For franchised workshops,39% of 4 stroke oil market share and specifically for Castrol
    4 stroke oil are 29.8%

    For non franchised workshops,11% of 4 stroke oil market share and specifically for
    Castrol 4 stroke oil are 7.1%
    Part C:

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

    Franchised workshops 6666.7

    Spare part outlets 577.4

    Oil shops 884.2

    Non-Franchised workshops 671

    Part D:

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

    Franchised workshops 5323

    Spare part outlets 577.4

    Oil shops 884.2

    Non-Franchised workshops 671


    Part E :

    Franchised workshops and non-franchised workshops channels are sales per outlet
    significantly greater if we compare 4 stroke oil market with Castrol oil market.

    Part F :

    For Castrol,franchised and non franchised channelshaving a more problems so those


    area needs to improve .

    If we compare coverage of these channels with other chanels so we can say ,these
    channels have less coverage (around 14% and 6%) respectively also have a lower
    sale potential.

    Question 5

    Part A:

    3 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.
    1. Stock and sell mechnics:

    Segment Size: 10% of market

    Share in oil change process: contributed to 30% of oil changes

    Oil Buying behavior: workshops that stocked up and sold lubricants and these
    segments would buy oils from distributors or wholesalers.

    Financial condition: financially sound due to which they can stock and sell lubricants.

    2. Mechanics who have worked at the franchised workshops and are ready to set up their own
    business:

    Segment Size: 40% of market

    Share in oil change process: contributed to 30% of oil changes

    Oil Buying behavior: These mechanics can buy oil from nearby spare parts shops and no
    payment from this segment so distributor couldn't support them that much.

    Financial condition: highly skilled mechanics but troubling in finances and looky for support.

    3. Mechanics who are approached for small/minor jobs are likely to be apprenticed under a
    stock-and-sell mechanic:

    Segment Size: 50% of market.

    Share in oil change process: Contributed to remaining 20% of oil change.

    Oil Buying behavior: Consumer in this segment,if they want their vehicle to get serviced had
    to buy their own oil and provide to mechanic.

    Financial condition: Financially depend on work and services they need to provide so they
    can make money so depend on constumer buying behaviour.
    Part B:

    Module Parameter 1 Parameter 2 Parameter 3 Parameter 4 Parameter 5

    1 Low Low High High High

    2 Low High High High High

    3 High High High Low Low

    Question 6

    CASA' s should report Distributors directly or if want single point of contact then that
    would be Regional distribution manager who is working with all distributor.

    CASA' s should serve to Non franchised workshops.

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