MT_Castrol
MT_Castrol
Question 1
2000-2004 27%
2004-2010 90%
2010-2015 50%
B. The three factors of the growth of the two-wheeler market in India mentioned in the case
are:
Question 2
A. Private Players – Shell, Gulf, Valvoline Public Players – IOCL (Indian Oil Corporation
Limited), Bharat Petroleum, Hindustan Petroleum Corporation Limited.
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
A. Considering the below consumer buying behavior: • Shift in the shop to workshop impacted
the new demand for the Non – franchised workshops. • Feeling of an 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 motorcycle oil. Based on the needs and
consumer segments, Castrol was able to identify three consumer segments in the market –
minimalists, appreciators, and enthusiasts.
B. The advancements in 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 strokes to 4 stroke engine has impacted consumer buying
behavior and choice of distribution channels. • 4 stroke engine design with a separate
lubrication system for the engine cooling impacted the change in the demand of motorcycle oil
from forecourts to workshops (FW or NFWs).
Question 4
E. It is higher for Franchised Workshops, Spare Part Outlets and Oil shops.
F. Following are the problem areas for Castrol: • Franchised Workshop • Oil Shops • Non –
Franchised Workshops
Question 5
1. Stock and sell mechanics. 2. Mechanics who have worked at the franchised workshops and
are ready to set up their own businesses. 3. Mechanics who are approached for small, minor
jobs are likely to be apprenticed under stock-and-sell mechanic.
Question 6