Name Mahima Sharma
Question 1
Write your answer for Part A here.
Period Rate of Growth
2000-2004 27.27%
2004-2010 90.47%
2010-2015 50%
Write your answer for Part B here.
The three factors of the growth of two-wheeler market in India mentioned in the case are:
Younger demographic market.
Growth in demand from rural India
Capital and financial market doing well in India.
Question 2
Write your answer for Part A here.
Private Players are Shell, Gulf, Valvoline, Veedol, and Elf.
Public sector players are Indian Oil Corporation Limited (IOCL) , Bharat Petroleum
Corporation Limited (BPCL) , and Hindustan Petroleum Corporation Limited (HPCL).
Write your answer for Part B here.
Direct distribution channels include franchised workshops, which are authorized workshops
that service vehicles under warranty and offer all vehicle-related services, and forecourts,
which are gas pumps and petrol stations.
The distributor services the following distribution channels: Wholesalers, Agri stores,
institutional stores, market and stores, pure lubricant outlets, non-franchised workshops,
company-branded workshops, accessories, and spare parts.
Question 3
Write your answer for Part A here.
Consumer buying behavior: The new demand for the non-franchised workshops was
impacted by the shift from shop to workshop.
The need to alter consumers' perceptions about purchasing motorcycle oil was influenced by
their notion that an oil change was a necessary step in maintaining their personal mobility.
Castrol was able to establish three customer segments in the market: minimalists,
appreciators, and enthusiasts, based on demands and consumer groupings.
Write your answer for Part B here.
The modifications in engine design are primarily the result of technological breakthroughs.
The larger, more modern design has resulted in smaller oil sump pumps and longer intervals
between regular oil changes.
The transition from two-stroke to four-stroke engines has had an effect on customer
purchasing patterns and distribution channel selection.
Motorcycle oil demand changed from forecourts to workshops (FW or NFWs) as a result of
the 4-stroke engine design with a separate lubrication system for the engine cooling.
Question 4
Write your answer for Part A here.
Channel Partner Channel Share (%) 2010
Franchised workshops 30.95%
Spare part outlets 42.8%
Oil shops 11.9%
Non-Franchised workshops 14.28%
Write your answer for Part B here.
It is greater for Spare parts outlet and oil shops.
Write your answer for Part C here.
Channel Partner Sales (in litre) per channel outlet, 2005
Franchised workshops 6667
Spare part outlets 578
Oil shops 1103
Non-Franchised workshops 400
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 671
Write your answer for Part E here.
It is higher for Franchised workshops, spare part outlet and oil shops
Write your answer for Part F here
The area(s) where Castrol is facing a problem are
Franchised workshop
Oil shops
Non-Franchised workshop.
Question 5
Write your answer for Part A here.
The three NFW segments are mentioned below:
1.The stock and sell mechanics. Its characteristics are –
Segment size -10%
Share in the oil change process – 30%
Oil buying behavior -They stock and sold
Financial Condition -They are considered as Ustads, they have high level of skill and trusted
by customers. They commanded premium price for services so they are financial condition is
good
2.Mechanics who had worked at franchised workshops and were ready to set up their own
business.
Segment size -40%
Share in the oil change process – 50%
Oil buying behavior -They receive supply of MCOs from nearby spare part shops, they
manage to get some credit on MCOs and spare parts, sales are normally settled in daily basis
Financial Condition -They are not financially stable; they look for financial support.
3.Mechanics who are approached for small jobs.
Segment size -50%
Share in the oil change process – 20%
Oil buying behavior -Consumer buy their own bottle of MCOs and take it to them.
Financial Condition -Their financial condition is poor
Write your answer for Part B here.
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
Write your answer here.
CASA will report to
1. Distributors
2. Non- Franchise Workshops
