Castrol Oil_consumer Behavior of in Pune City

8/2/2019 Castrol Oil_consumer Behavior of in Pune City

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CONSUMER BEHAVIOUR FOR CASTROL OIL IN WAKAD

ABEDA INAMDAR SENIOR COLLEGE OF ARTS, SCIENCE AND COMMERCE. P a g e | 1

CHAPTER 1

INTRODUCTION


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CHAPTER 1

INTRODUCTION

The topic of the project is "A STUDY OF CONSUMER BEHAVIOR OF

CASTROL OIL IN PUNE CITY ".

Economic reforms and liberalization have brought about a significant change in

the lubricant sector .Earlier the lubricant market was dominated by a few players

[ PSUs ] namely ICO, HPCL, BP, SERVO, But with the Narrival of new MNCs

viz. Idemitsu, Veedol, Pennzoil, mobile etc. In the market entire scenario has

changed.

Initially all imports of base oil were routed though the ICO. As a result ICO

decided upon the market share of each company. Post 1992 when import of base

oils were de-controlled, PSUs no longer had a monopoly on raw material.

Now rapid changes are visible across lubricant industry. Today there are

aggressive players in the market like Servo, Veedol, Idemitsu, Shell and Pennzoil

etc. These companies are giving Indian PSUs a tough time.

For lubricants, India's base is very small at present, but it is the growth of the

Indian market that the lubricants companies are targeting. Lube consumption in

the developed nations is declining due to better technology and better products. In

India the market is still too younger to face such problems. Here the overall

automobile market is a growing at 10% every year and demand growth stage forlube market is 4.5 for new years. In a country with a population size of over 1

billion this is a small growth, so in future this growth will continue and so the

growth of lubricant sector.


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CHAPTER 2

COMPANY PROFILE


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CHAPTER 2

OBJECTIVES OF THE STUDY

The objectives of this study were as follows :

To understand consumer preference for 4ts oil based products of Castroloil

To compare the quality of Castrol oil to other brands. To understand the product profile of the Castrol oil. To know the major competitors of Castrol for different segments viz. two

wheelers and three wheelers.


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SCOPE OF THE STUDY :-

Castrol India Limited (Castrol India) is a lubricant company. It is engaged in the

manufacturing and marketing of automotive and industrial lubricants. Its

automotive sector includes petroleum products (under the Castrol and BP brands)

used in off-road vehicles, motorcycles (both two-and four-stroke engines), and

diesel engines. The company has global partnership with leading manufacturers

namely BMW, Jaguar, Volvo, Land Rover

This comprehensive SWOT profile of Castrol India Limited provides you an in-

depth strategic analysis of the company's businesses and operations. The profile

has been compiled by GlobalData to bring to you a clear and an unbiased view of

the company's key strengths and weaknesses and the potential opportunities and

threats. The profile helps you formulate strategies that augment your business by

enabling you to understand your partners,

This company report forms part of GlobalData's 'Profile on Demand' service,

covering over 50,000 of the world's leading companies. Once purchased,

GlobalData's highly qualified team of company analysts will comprehensively

research and author a full financial and strategic analysis of Castrol India

Limited, including a detailed SWOT analysis, and deliver this direct to you in pdf

format within two business days.

GlobalData is a leading provider of global business intelligence including market,

competitor, product and customer information. It provides in-depth research,

analysis, data and forecasts through a range of interactive online databases,reports and management briefings. GlobalData has a large team of experienced

research and analysis, consulting, and marketing experts. It has a global presence,

including key offices in the US, Europe and Asia. The group has over 50 years of

experience of delivering market intelligence data and analysis and a highly

experienced senior management team.
http://www.pr-inside.com/recent-study-castrol-india-limited-r2307798.htmhttp://www.pr-inside.com/recent-study-castrol-india-limited-r2307798.htmhttp://www.pr-inside.com/recent-study-castrol-india-limited-r2307798.htmhttp://www.pr-inside.com/recent-study-castrol-india-limited-r2307798.htm


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ASSUMPTION:-

It is assumed that Castrol India Limited is a well known brand and has a good

market image. It is also assumed that the data collected from the customer is

correct and up to the mark.

LIMITATIONS OF SURVEY

There was a sincere attempt to conduct the survey in the most efficient and

scientific manner possible. But the survey does have some limitations. The

limitations of this survey were as follows :

Biased opinion of customers. Difficulty in getting full attention of customers and mechanics. Area covered was limited so opinion of customers in other Location may

be different.

Limited time available for conducting the survey.


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ORGANIZATIONAL PROFILE

1. HISTORY

The history of Castrol in India dates back to 1910 when certain automotive

lubricants from c cwakefield& company made an entry in the Indian market. In

1919, c cwakefield& company set up its first overseas branch office in India and

commenced operations as a trading unit. Today, Castrol India limited is the

second largest player in the Indian lubricant industry and is the market leader in

the retail automotive lubricant segment. Castrol India is part of the BP group

worldwide.

CASTROL INDIA :-

The history of Castrol in India dates back to 1910 when certain automotive

lubricants from CC Wakefield & Company made a entry in the India market. In

1919, CC. Wakefield & Company set up its first overseas branch office in India

and commenced operations as a trading unit, today, Castrol India Limited is the

second largest player in the Indian lubricant industry and is the market leader in

the retail automotive lubricant segment. Castrol India is part of the BP Group

worldwide.

Castrol India Limited is a public Limited Company with 70.92% of the equity

held by Castrol Limited UK (Part of BP Group). In 2003 the company's turnover

was Rs. 1360.51 crores and Profit after Tax was Rs. 1 37.38 crores.

From a minor oil company, with a share of about 6% in 1991, Castrol India has

grown to become the second largest lubricant company in India with a marketshare of around 22%.

Castrol India manufactures and markets a range of automotive and industrial

lubricants. It markets its automotive lubricants under two brands - Castrol and

BP. The company has leadership positions in most of the segments in which it

operates including passenger car engine oils, premium 2-stroke and 4-stroke oils

and multi grade diesel engine oils.


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Castrol India has the largest manufacturing and marketing network amongst the

lubricant companies in India. The company has 5 manufacturing Plants across the

country, including a state of the art plant in Silvassa. The company reaches its

consumers through a distribution network of 270 distributors, servicing over

70,000 retail outlets.

Castrol India has clearly demonstrated its commitment to Indian consumers for

over 80 years, by offering its international range of high performance products

backed by the highest level of customer service.

The company has managed to gain sustainable competitive advantage through:

Distinctiveness driven by continuous innovation in all areas of Business. Winning culture and a desire to excel Strong meaningful relationships

with all stakeholders.

Its more than just oil. Its Liquid Engineering:

Your company has had a excellent 2005, with growth across all key metrics. This

performance is reassuring since it comes at a time when the external environment

has been extremely challenging. The year saw unprecedented material costs

increases and intense competition amongst industry players. However the

intrinsic "Strength within" your Company - brand, people, distribution,

technology and innovation has propelled delivery of this impressive performance

in 2005.

It is heartening to see these inner strengths come together, such that we could

understand our customers better and thereby connect successfully with them.

Your company is focused on margin management through customer

segmentation. Castrol was able to take price increases successfully by continuing

to offer innovative propositions that meet the growing demand of its consumers.


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It is in difficult times that strong organizations take a challenging stance. Castrol

seized the strategic opportunity to meet the challenge of the shift in the profile of

consumers due to the booming personal mobility segment. During 2005, your

Company took the initiative to re-launch the Castrol Master brand. All elements

of the brand were changed and updated. All new communication has been most

aptly summarized in the brand's new tagline "Its more than just oil. Its Liquid

Engineering."

In a difficult year, we have adopted a bold strategy to increase investment in our

brand. Your company has carefully managed this investment neutralizing other

cost increases. Your company has made significant progress in key segments

which will be the growth engines in the future : New Generation Commercial

vehicles and passenger cars/ Motorcycles. The marketing excellence of the

organization was visible through several initiatives like the "We speak 4T"

campaign, introduction of Trizone Technology for 4-stroke engines, CRB Turbo

re-launches and of course the mega Castrol Master Brand re-launch. This

aggressive consumer centric marketing approach has paid off in 2005 and

continues to reap rewards in 2006 - 2007.

Your company's strategy of building strong partnerships with large vehicle

manufacturers like Tatas, Maruti and Mahindras continues. Also, our channel

relationships with private sector petrol station players like Essar and Reliance in

growing from strength to strength. Most recently, Castrol is tapping the new and

evolving rural channel through the retail outlets of ITC and Godrej.

2006 saw your Company make huge strides in health and safety. Your company

received recognition and awards for excellent works done in road safety, work

place safety and energy conservation. Our people continue to be a key asset and

are often hailed as a pool of functional excellence in the wide BP world. Keeping

the long term in mind, your company continues to focus on leadership

development and enhancing the competencies of staff. The organization also


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provided greater focus and sensitivity towards issues such as creating a diverse

workforce and an inclusive work environment where everyone can succeed.

2. ORGANIZATIONAL STRUCTURE

Name Designation

S M DattaChairman / Chair Person

R Gopalakrishnan Director

S Mukundan Non Executive Director

H McCabe Non Executive Director

A P Mehta Executive Director

SujitVaidya Director (Finance)

N K Kshatriya Vice Chairman

R Hewins Non Executive Director

D S Parekh Non Executive Director

R Kirpalani Director & COO

S Malekar Executive Director
http://connect.in.com/s-m-datta/profile-501866.htmlhttp://connect.in.com/r-gopalakrishnan/profile-499975.htmlhttp://connect.in.com/r-gopalakrishnan/profile-499975.htmlhttp://connect.in.com/s-mukundan/profile-501916.htmlhttp://connect.in.com/s-mukundan/profile-501916.htmlhttp://connect.in.com/h-mccabe/profile.htmlhttp://connect.in.com/h-mccabe/profile.htmlhttp://connect.in.com/a-p-mehta/profile.htmlhttp://connect.in.com/a-p-mehta/profile.htmlhttp://connect.in.com/sujit-vaidya/profile.htmlhttp://connect.in.com/sujit-vaidya/profile.htmlhttp://connect.in.com/n-k-kshatriya/profile.htmlhttp://connect.in.com/n-k-kshatriya/profile.htmlhttp://connect.in.com/r-hewins/profile.htmlhttp://connect.in.com/r-hewins/profile.htmlhttp://connect.in.com/d-s-parekh/profile-492839.htmlhttp://connect.in.com/d-s-parekh/profile-492839.htmlhttp://connect.in.com/r-kirpalani/profile.htmlhttp://connect.in.com/r-kirpalani/profile.htmlhttp://connect.in.com/s-malekar/profile.htmlhttp://connect.in.com/s-malekar/profile.htmlhttp://connect.in.com/s-malekar/profile.htmlhttp://connect.in.com/r-kirpalani/profile.htmlhttp://connect.in.com/d-s-parekh/profile-492839.htmlhttp://connect.in.com/r-hewins/profile.htmlhttp://connect.in.com/n-k-kshatriya/profile.htmlhttp://connect.in.com/sujit-vaidya/profile.htmlhttp://connect.in.com/a-p-mehta/profile.htmlhttp://connect.in.com/h-mccabe/profile.htmlhttp://connect.in.com/s-mukundan/profile-501916.htmlhttp://connect.in.com/r-gopalakrishnan/profile-499975.htmlhttp://connect.in.com/s-m-datta/profile-501866.html


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Castrol Chemicals Group the following points will make up the body of this

report: 1. Assessment of the challenges implied by globalization for the

businesses within the Burmah Castrol Chemicals Group 2. Review of the three

organizational structures outlined in the case study, assessment of the extent to

which each will address these globalization challenges 3. Proposal of the

adoption of a suitable future structure for the Group and outlines the issues to be

considered in its implementation Point 1. Assessment Many companies over the

past 20 years have faced more and more challenges in their field due to the

effects of globalization. For the Burmah Castrol Chemicals Group, there are

several challenges implied by globalization that the company must face and

overcome if it is to survive in the business world.

1. The Company had entered into transactions for rendering of services and

secondment of personnel with two private limited companies incorporated in

India which are a part of the BP group of companies worldwide. The said

agreements attracted the provisions of Section 297 of the Companies Act, 1956 as

there were common Directors between the Company and the two private limited

companies. The Company is applications to the Regional Director (Ministry of

Corporate Affairs) for necessary approvals. The Regional Director (Ministry of

Corporate Affairs) has sought clarifications and requested the Company to make

fresh applications with additional information. The Company has made fresh

applications in relation to both the private limited companies to the Regional

Director (Ministry of Corporate Affairs) and is currently awaiting approval.

2. Estimated amount of contracts (net of advances) remaining to be executed oncapital account and not provided for Rs. 2.41 Crores (2008 :Rs. 2.08 Crores).

3. (a) The Company had received in prior years, show cause notices from Excise

Authorities in respect of input and Finished Goods stock differences at some of

its plants aggregating to Rs. 18.30 Crores (2008 ; Rs. 18.30 Crores). There have

been three orders in favour of the Company though department has filed appeals

against two of them. The orders were passed upholding the Companiescontention


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that the stock differences have been almost fully reconciled/explained. The

pending demands on account of stock differences aggregate to Rs. 4.96 Crores

(2008 :Rs. 7.87 Crores) including the amounts involved in the cases where

department has filed appeals. Considering that favorable orders have been

received setting out a ratio that minor differences are condonable, the demands at

other plants are also likely to be eventually dropped. The Company has also

obtained legal opinions which concur with this view. However, as a matter of

abundant caution, the Company has upto date made a provision of Rs. 0.47 Crore

and payments of Rs. 1.70 Crores relating to Excise cases of stock differences as

on 31st December, 2009.

(b) Certain disputed demand notices relating to Indirect Taxes amounting to Rs.

100.50 Crores (2008 : Rs. 95.32 Crores) have neither been considered as

contingent liabilities nor acknowledged as claims, based on expert legal opinions

obtained/ internal assessment. Further, the Company has been consistent in

adopting the policy of assessing risks as set out in their health check report from

reputed Tax Advisors. The Company is of the view that the possibility of the

demands materializing is remote.

4. A shareholder of the Company had filed a Public Interest Petition in the Delhi

High Court interlaid challenging the allotment of 3,537,862 equity shares on

Preferential basis to Castrol Ltd., U.K. The said Petition has been dismissed by

the Delhi High Court on 11th January, 2005. However, the Shareholder has gone

to appeal by way of a Special Leave Petition to the Supreme Court of India. The

Appeal has been admitted but no interim relief has been granted.

5. Segment Information :

The business segment has been considered as the primary segment. The

Company is organized into two business segments,

Automotive & Non-Automotive.


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The above business segments have been identified considering :

- The customers

- The differing risks and returns

- The organisation structure

- The internal financial reporting system

Segment revenue, results, assets and liabilities have been accounted for on the

basis of their relationship to the operating activities of the segment and amounts

allocated on a reasonable basis.

6. Employee Benefits :

General Description of Defined Benefit Plan

Gratuity

The Company operates gratuity plan wherein every employee is entitled to the

benefit equivalent to fifteen days/one month salary last drawn for each completed

year of service depending on the date of joining. The same is payable on

termination of service, or retirement, whichever is earlier. The benefit vests after

five years of continuous service.


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3. PRODUCTS

1). Castrol CRB Plus +

No. 1 multi-grade engine oil with heat proof formula and unique PSM

Technology.

Key benefits

CRB Plus+ has a new heat proof formula with PSM (Perma Stick Molecule). It

forms a permanent protective layer that works hard even at high temperatures and

protects critical engine parts, ensuring longer engine life.

Multi grade 20W/40 dies el engine oil Ensures even longer engine life. Protection in extreme heat conditions Cleaner engines. Reduced maintenance Reduced top-up Enables engine overhaul after 4 years instead of 3 years or after 400,000

kms instead.


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2).Castrol CRB Turbo

Specially designed to give the best performance in new generationvehicles.

Key benefits

New unique CRB Turbo with special PSM ingredient, carries forward the grand

heritage of the CRB family

Multi grade 15W/40 CF-4 diesel engine oil Gives longer engine life to turbocharged diesel engines. Heavily Reduces engine cam wear Enhances oil life through maintenance of correct viscosity throughout use. Protects the turbo charger. Reduces top up to a large extent. Recommended for all vehicles having turbocharged engines like Telco

1613, 4021 TC and Ashoh Leyland Iveco, Comet models, Caterpillar and

Cummins gensets, Rigs and New generation tractors from Ford New

Holland, L&TJohn Deere and Mahindra.


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3). Castrol super TT

Power Unleashed

Key benefits

Castrol Super TT is the largest selling motorcycle

engine oil in India. It has low ash formation, free

from most catalyst poisoning elements and hence

enhances catalyst life.

Instant start Greater power for super charged

performance.

Faster pick up Reduction in exhaust smoke. Recommended for use in all models of-

stroke motorcycles.

Exceeds JASO FC specifications. Alsomeets the requirements of APITC


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4). Castrol Active 4T

24-hour protection for 4-stroke motorcycle engines.

Key benefits

It's active protection molecules cling to the engine and transmission part leaving a

protective film that's active at all times even when

the engine is turned off.

Continuous protection even during startingand warm up.

Minimizes wear and tear of allcomponents.

Superior performance. Recommended for use in 4-Stroke models

of Hero Honda,

Bajaj/Kawasaki, Yamaha, LML and allother manufacturers.

Meets the requirements of API SL valve train wear performance andJASO-MA standards.


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5). Castrol Power 1

Power Unleashed

Key benefits

Castrol power 1 is superior performance 4-stroke

motorcycle engine oil which improves the power

response from your bike's engine.

Reduces viscous drag between moving parts. Increases engine power and acceleration. Improves performance. Recommended for use in all 4 stroke new

generation and high performance models of

Hero Honda, Bajaj/ Kawasaki, TVS,

Yamaha, Kinetic, LML and all other manufactures. Meets the requirements of API SL valve train wear performance and

JASO MA standards.


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6). GTX Extra

Key benefits

Castrol GTX Extra has a superior formulation that

offers complete protection to the car engine even

under stressful city driving conditions.

Exceptional engine protection even at hightemperatures.

Tested on international EURO generation andMPF engines

Compatible with all CNG cars Long term catalyst protection Castrol GTX Extra is tested and suitable for all

Maruti. Hyundai, Daewoo, Fiat, Honda, Mitsubishi, Ford and

Hindustan Motor cars as well as all imported petrol driven cars.

Meets APISG/CD, MIL-L-461520 and CCMC G4/PD2


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7). Castrol Scootek 2T

Special 2T oil for scooters

Key benefits

2-stroke engine oil with carbon busters, specially

engineered for scooters. Always ensures smooth

performance.

Easy kick start. Reduced engine maintenance Protection against spark plug fouling Recommended for use in 2-stroke scooters,

step through, scooter and mopeds from Bajaj,

LML and TVS.

Meets API TC 7 JASO FC specifications.


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4. MARKET SHARE

Castrol India Limited is a Public Limited Company with 70.92% of the equity

held by Castrol Limited UK (part of BP Group). In 2003 the company's turnover

was Rs.1360.51 crores and Profit after Tax was Rs. 137.38 crores.

From a minor oil company, with a share of about 6% in 1991, Castrol India has

grown to become the second largest lubricant company in India with a marketshare of around 22%.

Castrol India manufactures and markets a range of automotive and industrial

lubricants. It markets its automotive lubricants under two brands - Castrol and

BP. The company has leadership positions in most of the segments in which it

operates including passenger car engine oils, premium 2-stroke and 4-stroke oils

and multigrade diesel engine oils. Castrol India has the largest manufacturing and

marketing network amongst the lubricant companies in India. The company has 5

manufacturing Plants across the country, including a state-of-the-art plant in

Silvassa. The company reaches its consumers through a distribution network of

270 distributors, servicing over 70,000.retail outlets.

Castrol India has clearly demonstrated its commitment to Indian consumers for

over 80 years, by offering its international range of high performance products

70.92%

29.08%

Castrol India

Others


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backed by the highest level of customer service. The company has managed to

gain sustainable competitive advantage through:

Distinctiveness driven by continuous innovation in all areas of business Winning culture and a desire to excel Strong meaningful relationships with all stakeholders


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5. FUTURE DEVELOPMENT

CULTURE

As a fair and unbiased employer, Castrol offers an enriching environment for

professional and personal growth for every employee. An open, participative

culture permeates each level of the organisation. The Company empowers its

employees to take decisions on their own and provides the necessary resources,

helping build a culture of empowerment for employees to prove their potential.

At Castrol, people are their most valuable asset and hence employee care is given

utmost importance.

Castrol is also a fun place to work. Get-togethers, awards events, sports

tournaments, quizzes, health talks, slogan, poster and other competitions also

form part of the work agenda.


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Castrol has thrived, grown and prospered in this country, a name people reckon

with. It is one of those few Companies proud to have a long list of satisfied

customers and consumers and long enduring partnerships. Life is all about

touching people in a way they would remember you fondly for a lifetime. And

Castrol as a brand has done it! Time and again, we have touched a million hearts.

And at Castrol we still believeThe best is yet to come!


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6. REORGANIZATION AND AWARDS

The Castrol Hero Program is a recognition program with a twist. Here, Castrol

employees nominate each other for 'winning performances' at work. Both

nominator and nominee stand to win over a thousand prizes! The top 10

nominees and their nominators get to watch the ICC World Cup 2011 Finals

LIVE (on 2nd April 2011 in Mumbai).

Entries open on 17th January, and final winners

will be announced on 25th March 2011. All

current employees of Castrol India Limited and

contractors can participate. The objective is to

showcase the fantastic work that each one of

you and your colleagues deliver on a daily

basis. So make sure you recognize your

colleagues' efforts and acknowledge him/her as a Castrol Hero!

At Castrol, reward is much more than just your salary. We offer our employees a

competitive reward package that includes salary, allowances, bonuses, share

plans and health and retirement provisions as well as other benefits. Our salaries

are designed to attract and retain the highest quality employees to help us

maintain our success as a business and to encourage employees to continually

develop their skills and enhance their contribution. Your salary will be reviewed

annually to ensure that it remains competitive. This is done by comparing it with

current levels of pay in the market and your peers. Our top-performers aredifferentiated on rewards. We reward top performance with a Total Reward

program that tops in the industry.

Other than the retiral benefits mentioned above, we have some of the most

employee-friendly and progressive benefit offers. More and more people want the

freedom to arrange their working hours to suit themselves, and to shape the

relationship between their professional and private lives according to their


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individual wishes. Flexible Work Hours, Career Breaks, Leave (including

Paternity/ Adoption Leave), an organization wide Fun and Fitness program and A

free lunch (well, almost!)Where healthy and hygienic food at highly subsidized

rates is provided to the employees. There is a comprehensive health and medical

coverage plan. Apart from a distinguishing group accident cover, Castrol offers

domiciliary medical insurance cover, a competitive hospitalization cover

including an annual health check-up offer. Sickness leave is provided on need

basis.

For becoming successful in Indian lube market, the key factors for any

company would as follows:

Good brand image Extensive marketing network with stock points spread across the country. Financial strength as market will deemed credit facilities. Technology and R&D backup. Distributed manufacturing facilities.


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CHAPTER 3

LITERATURE

REVIEW


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CHAPTER 3

LITERATURE REVIEW

LUBRICANT MARKET IN INDIA

The Indian lubes market was regulated till 1993, with the market dominated by 4

public sector under takings including IOCL, BPCL, HPCL and IBP Deregulation

had a server impact on the structure of Indian lubes market. It encouraged foreign

majors to set shops in India. The numbers of players increased overnight 25 with

entry of MHCs like Castrol, Shell and Mobil etc. competition has become

intense.

The entire lubes market in India can be classified into two key segments,

Automotive and Industrial. In India, the automotive lubes account for over 60%

of the market, Diesel lubes share is estimated at 70% of the same because it

comprise commercial vehicles including trucks.

There are two key markets for lubes in India, namely the original equipment

segments and retail trade the channels for replacement market or the retail

segment are petrol pumps and retail outlets. Under the administered price

mechanism ownership of petrol pump was restricted to the four major oil-

marketing companies, i.e. IOCL, HPCL, BPCL and IBP. The other private

players had to set up a independent distribution infrastructure comprising

stockiest and dealers throughout India. The performance of Castrol is setting up

this infrastructure has been exemplary.

A period of consolidation is likely in the near future. With entry of MNCs with

deep pockets, better technology and brand power, exit of marginal Indian players

is imminent, after this will emerge a period of

Consolidation marked with lubes industry.

The entire lube market in India can be classified into two key segments,

Automotive and Industrial.


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Automotive lubes can be classified on the basis of use like :

Two wheelers, three wheelers, cars, commercial vehicle and etc.

In India 30% lubs sells through petrol pumps. The global average is about 70%).

In general, lubes are price sensitive. People tend to hunt around for good bargain;

over supply has resulted in disguised price war. For automotives lubes, brand

enquiry is critical, as cost of lubes is insignificant to overall cost of buying and

maintaining a vehicle.


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METHODOLOGY AND PROCEDURE OF WORK

DATA COLLECTION

The data collection is the source through which the data is collected.

DATA SOURCE:

There are two sources of data :

(a) Primary data(b) Secondary data

PRIMARY DATA:

Primary data consist of Original information gathered for the specific purpose.

The primary data was collected through the questionnaire. The questionnaire is

the most common instrument in collecting primary data.

QUESTIONNAIRE:

The questionnaire was carefully developed, tested and debugged before they were

put to actual use. Each question contributed to the research objective. The

questionnaire was limited in number, sample, direct and unbiased. It was framed

in the manner so as to serve the purpose.

SECONDARY DATA:

In consists of information that already exists somewhere having been collected

for some purpose. The data regarding CIL (Castrol India Limited) as a

corporation collected. Its previous performance and the present trend were foundout.

The data related to sales trend of different brand was collected.


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CHAPTER 4

DATA ANALYSIS


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10 16 24

20 32 48

0%10%20%30%40%50%60%70%80%90%

100%

Percentage

No. of people

CHAPTER 4

DATA ANALYSIS

DATA ANALYSIS AND INTERPRETATIONQ1. What is your key purpose for buying a vehicle?

Table of research and Analysis:

Reason No. of people Percentage

Fun/Passion 10 20

Travel/Convenience 16 32

Business/Work 24 48

TOTAL 50 100

INTERPRETATION:

According to my survey of 50 consumers 20% of people buy the vehicles for fun

and passion and 32% of the people buy the vehicle for business and work and rest

of the 48% of people buy the vehicles for convenience and travel.


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Q2. Do you know about Castrol oil?

Table of research and Analysis :


Yes 47 94

No 3 6

TOTAL 50 100

INTERPRETATION:

Out of the survey of the 50 people 94% of the people know about the Castrol oil

and rest of the 6% where not having any knowledge about the Castrol oil.

47 3

94 6

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Yes No TOTAL

Percentage

No. of people


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Q3. What are the factors considered while purchasing the oil ?



Price 17 34

Availability 8 16

Quality 25 50

TOTAL 50 100

INTERPRETATION:

Out of the survey of the 50 people 34% of the people buy the oil depending upon

the price factor, 16% buy the oil depending upon the availability of the oil, 50%

of the people buy the oil on the quality of the oil.

17 8 25

34 16 50

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Price Availability Quality

Percentage

No. of people


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Q4. What is your opinion about Castrol oil ?



Good 25 50

Excellent 15 30

Average 10 20

TOTAL 50 100

INTERPRETATION:

Out of the survey of the 50 people 25% of the people said that the Castrol oil is

good and the 30 of the people were having excellent opinion about the oil and the

rest of the 20% were saying that it has an average performance.

25 15 10

50 30 20

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Good Excellent Average

Percentage

No. of people


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FINDINGS:

As the consumers play a key role in the todays market; their preferences, attitude

and perceptions are of utmost value to the marketers keeping all the objectives of

the study in mind and to give a proper dimension to the study undertaken, a

comprehensive consumer survey was undertaken with the aid of a well-framed

questionnaire.

From the survey of the 50 respondents, the findings are:-

(1)50% respondents want to purchase Castrol Oilfor their vehicles.(2)Reset 50% of users buy other lubricant for their vehicles.(3)


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CHAPTER 5

SUGGESTIONS AND

CONCLUSIONS


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CHAPTER 5

SUGGESTIONS AND CONCLUSIONS

SUGGESTIONS

To enhance the market share, Castrol should undertake following steps.

1). Should undertake vigorous promotional activities like.

a) Television and media advertisements to increase the awareness levelamong consumers.

b) Special offers to incentives should be provided to mechanics andmechanics meet can be organized to promote Castrol products and

increase sales.

c) As Castrol has less market share in four wheeler (heavy like 407, 709,trucks) segments. Promotional activities like free oil with 20 Her 2/3 liter

should free. On 5 liter 1 liter should free.

d) User cards can be issued to customers. These cards can be for fixedperiods (yearly or half yearly) or the period my not be specified. The card

should be available in every retail shops and petrol pumps and the holder

of the card will get a discount of 5% on MRP on every purchase and the

card will be credited with some points based on the amount purchased. If

on the maturity period of the card the holder carries a certain specified

point, then he will be given attractive gifts or other benefit.

e) It will so happen that to reach the specified no of points the holder willpersuade his friends or relatives to switch over to Castrol and make

purchases using his card. That will definitely generates more customers

and there is every possibility that the process will continue.

2). Credit period should be increased from fifteen days to thirty or forty days.

This is the big problem seen in the market research that retailers (dealers) not get

much credit; because of this they not take bigger orders.


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3) Should increase the awareness of some less selling Castrol products like

Castrol RX Super Max, Castrol CRB Prima, Castrol Go 4T, Castrol UBFDOT4,

Castrol MGO, Castrol O-stop, etc.


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CONCLUSION:

In the seven days of my survey on the project "The Market shares of Castrol in

Pune Market". I concluded that Market of Castrol oil in Pune has risen by 71%,

which is above the Expectations of the Company itself. I am Proudly Associated

with the great Company, which has shown its true potential capabilities to be the

Market leader in the Economy and to satisfy the Consumer Demands.


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ANNEXURE - I

QUESTIONNAIRE FOR CASTROL OIL GARAGES

1] Name of the Garage _________________________________

_______________________________________________________

2] Address: _____________________________________________

_______________________________________________________

3] Which engine oil brand you use ?

(a) Castrol (b) Servo (c) HP Milcy

(d) Veedol (e) Mobil (f) LaalGhoda

Others (if any please specify) : _______________________________________

4] Why give ranking ?

(a) Price (b) Availability

(d) quality

Other reasons:

5] Do you use the Castrol oil ?

(a) Yes (b) No.


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6] Why do you use the Castrol oil ?

__________________________________________________________

__________________________________________________________

7] Why don't you use Castrol oil (if not) ?

__________________________________________________________

__________________________________________________________

8] What are your expectations from Castrol oil ?

__________________________________________________________

___________________________________

Signature..

Name : ____________________

Date: ______________________


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ANNEXURE - II

QUESTIONNAIRE FOR CASTROL OIL

CONSUMERS

1] Name of the Consumer :

__________________________________________________________

__________________________________________________________

2] Age: ____________

3] Purpose of buying vehicle :

4J Type of vehicle : (a)

Two wheeler (d) (b) Three wheeler (e)

Passenger (Diesel) (f) Passenger (Petrol)

Heavy

5] Do you use oil for your vehicle ?

(a) Yes (b) No


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6] Which engine oil do you use ?


(d) Veedol (e) Mobil (f) LaalGhoda

Others (if any please specify):

7] Why you use oil ?

8] What factor you consider while purchasing oil?

(a) Price (b) Availability

(c) Quality(d)Other reasons : _________________________________

9] Do you know about Castrol oil ?

(a) Yes (b) No

10] What is your opinion about Castrol oil ?

Signature..

Name : ____________________

Date:____________________


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ANNEXURE - III

QUESTIONNAIRE FOR CASTROL OIL

RETAILERS

Name of the retailer :

__________________________________________________________

__________________________________________________________

Address:

__________________________________________________________

__________________________________________________________

Which engine oil brands you keep in your repair shop ?


(d) Veedol (e) Mobil

Others (if any please specify) : ___________________________

Out 100 liters of oil how many liters of engine oil you keep in your retail shop ?

(a) Above 75 Ltrs (b) 75 to 50 Ltrs.

(c) 25 to 50 Ltrs. (d) Below 25 Ltrs.


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5] What do you expect from Castrol oil ?

__________________________________________________________

__________________________________________________________

6] Message you want to give to the distributors ?

__________________________________________________________

__________________________________________________________

Signature..

Name : ____________________

Date: ______________________


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BIBLIOGRAPHY

Kothari C.R. : Research methodology: Vision Publication : 2004

KotlerPhilip : Marketing Management: Nirali Publication : 2006

Websites : www.google. com

www, castrolindia. co. in

Castrol Oil_consumer Behavior of in Pune City

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