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BY- VAIBHAV GODSE<br /> UPES<br />
Company - Brief<br />Hindustan Petroleum Corporation Limited (HPCL), a state-owned oil company of the Government of India ...
Company Break -Up<br />         Source: HPCL site<br />
Company - Business<br />
Marketing<br />    The marketing operations of HPCL are divided into four strategic business units:-<br />     Retail, Dir...
Distribution Channel	<br />
World and Indian lube market comparison <br />   Indian lube market is 3rd largest in Asia and 6th largest in the world.<b...
Indian Lube Scenario<br />Total demand for finished lubricants in India is estimated at over 1,600 kilo tones. The Lube ma...
Automotive Engine Oil	<br />
Lubricant Business<br />HPCL Lube market share is  around11%.<br />The HP Engine Oils product range covers over 300 brands...
Research- Focus		<br />Lubricant brands selected for the research was on the basis of maximum selling brands. The three se...
Research & Survey Work<br />Problem Definition:<br />    Success Determinant Of Selected Lubricant Brands- “Which factors ...
Research Design:<br /><ul><li>Here, at first exploratory research was Conducted to gain the insight into the problem.
The exploratory research was conducted through expert opinion- Within HPCL a total of 6 opinions were taken.
These opinions helped in short listing the determinants for preparing the questionnaire for Bazaar shops and Retail outlets.
The Exploratory research is then followed by Conclusive Research done through surveys.</li></li></ul><li>Sampling<br />Sam...
Field work and data collection:Targeted respondents were interviewed- Bazaar shops and retail outlet owners. Area coveredD...
Field data For Bazaar shop- DEO<br />
DEO<br />
PCMO<br />
PCMO<br />
4T<br />
Conclusion/ Recommendations For Bazaar Shops- Key Determinants<br />
Field data for retail outlets- DEO<br />
DEO	<br />
PCMO<br />
PCMO<br />
4 T<br />
Conclusion/ Recommendations For retail outlets- Key Determinants<br />
Other Recommendations<br />For DEO<br /><ul><li>Redemptions of the schemes on time.
Aggressive media promotion.
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Hpc lppt1

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Study of lubricant market

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Transcript of "Hpc lppt1"

  1. 1. BY- VAIBHAV GODSE<br /> UPES<br />
  2. 2. Company - Brief<br />Hindustan Petroleum Corporation Limited (HPCL), a state-owned oil company of the Government of India located at Mumbai, India and is a Fortune 500 company of India listed at number 311.<br />Company is under the control of the Government of India. It is one of the ‘NavRatnas’ (nine jewels)<br />Annual turnover of over Rs. 1,16,428 Crores and sales/income from operations of Rs 1,31,802 Crores (US$ 25,618 Millions) during financial year 2008-09, about 20% Marketing share in India. <br />Source: HPCL site<br />
  3. 3. Company Break -Up<br /> Source: HPCL site<br />
  4. 4. Company - Business<br />
  5. 5. Marketing<br /> The marketing operations of HPCL are divided into four strategic business units:-<br /> Retail, Direct Sales, LPG and Aviation.<br /> Source: HPCL site<br />
  6. 6. Distribution Channel <br />
  7. 7. World and Indian lube market comparison <br /> Indian lube market is 3rd largest in Asia and 6th largest in the world.<br />Source: Kline group site<br />
  8. 8. Indian Lube Scenario<br />Total demand for finished lubricants in India is estimated at over 1,600 kilo tones. The Lube market consists of two major segments, automotive and industrial.<br /> Source: Kline group site<br />
  9. 9. Automotive Engine Oil <br />
  10. 10. Lubricant Business<br />HPCL Lube market share is around11%.<br />The HP Engine Oils product range covers over 300 brands of lubricants, greases and specialties catering to the automotive as well as the industrial sector.<br />HPCL has six lube blending plants at Mumbai, Kolkata, Chennai and Silvassa. <br />Source: HPCL site<br />
  11. 11. Research- Focus <br />Lubricant brands selected for the research was on the basis of maximum selling brands. The three segments include- Diesel engine oil, passenger car motor oil and four stroke oil<br />
  12. 12. Research & Survey Work<br />Problem Definition:<br /> Success Determinant Of Selected Lubricant Brands- “Which factors are dominant in deciding the success of a lubricant brand”<br />
  13. 13. Research Design:<br /><ul><li>Here, at first exploratory research was Conducted to gain the insight into the problem.
  14. 14. The exploratory research was conducted through expert opinion- Within HPCL a total of 6 opinions were taken.
  15. 15. These opinions helped in short listing the determinants for preparing the questionnaire for Bazaar shops and Retail outlets.
  16. 16. The Exploratory research is then followed by Conclusive Research done through surveys.</li></li></ul><li>Sampling<br />Sampling method:<br />Judgmental Sampling- Brand managers<br />Convenience Sampling- Bazaar shops & Retail Outlets. <br />Sample size:<br />Expert:-6<br />Bazaar:- 92<br />Retail outlets:- 18 <br />
  17. 17. Field work and data collection:Targeted respondents were interviewed- Bazaar shops and retail outlet owners. Area coveredDelhi, Jaipur, Pune and Mumbai <br />
  18. 18. Field data For Bazaar shop- DEO<br />
  19. 19. DEO<br />
  20. 20. PCMO<br />
  21. 21. PCMO<br />
  22. 22. 4T<br />
  23. 23. Conclusion/ Recommendations For Bazaar Shops- Key Determinants<br />
  24. 24. Field data for retail outlets- DEO<br />
  25. 25. DEO <br />
  26. 26. PCMO<br />
  27. 27. PCMO<br />
  28. 28. 4 T<br />
  29. 29. Conclusion/ Recommendations For retail outlets- Key Determinants<br />
  30. 30. Other Recommendations<br />For DEO<br /><ul><li>Redemptions of the schemes on time.
  31. 31. Aggressive media promotion.
  32. 32. Increase visibility of the brand.
  33. 33. Introducing e-procurement.</li></li></ul><li>For PCMO<br /><ul><li>Strategic Alliance: More tie-ups with OEMs, which would help in increasing the sale at retail outlets through service stations.
  34. 34. Introducing “free service programs at retail outlets”.
  35. 35. New Distribution system: Making product available at OEM workshops and service stations.
  36. 36. Relationship marketing.</li></li></ul><li>For FOUR STROKE<br /><ul><li>Below the line promotion should be aggressive- through mechanics.
  37. 37. Awareness among mechanics for the brand- through schemes.
  38. 38. Sponsorships- Sponsoring the events like sports, T.V. program ( MTV roadies) would increase publicity.
  39. 39. Celebrity branding.
  40. 40. Introducing lube dispensing machines at retail outlets. </li></li></ul><li>THANK YOU<br />
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