1. Analysis of Motor cycle Engine
Oil Market in South Region
Group Members:
Kamran Ali Kalhoro
Saifullah Junejo
Sajid Shaikh

3. • The purpose of this project is to analyses the motorcycle
engine oil market in south region and proposed strategies for
AHL to increase sale and consumption
• Focused Areas
• Methodology
– Primary data collection
– Three different type of questionnaires
Mechanic
• 50%
Dealers /
Shopkeepers
• 25%
Customers
• 25%

4. Research Areas Sample Size
Hyderabad 200
Mirpurkhas 100
Nawabshah 70
Larkana 100
Shahdadkot 100
Dadu 50
Sukkur 80
Rohri 40
Shikarpur 75
Jacobabad 75
Khairpur 50
Ranipur 50
Ghotki 50
Larkana (For Motor Bike Three Wheeler) 100
Dadu (For Motor Bike Three Wheeler) 50
Total = 1190

5. Shell, 18%
PSO, 4%
Caltex, 16%
AHL, 30%
Total, 4%
Castrol, 2%
ZIC, 3%
Master, 20%
Others, 3%

6. Dadu
22%
Ranipur
19%Sukkur
18%
Ghotki
14%
Khairpur
14%
Mirpurkhas
13%

7. Larkana
19%
Nawabshah
22%
Shikarpur
5%
Shahdakot
18%
Jacobabad
10%
Hyderabad
26%

8. Larkana, Shell,
30%
Nawabshah,
Shell, 30%
Shikarpur, Shell,
50%
Shahdadkot,
Master, 47%
Jacobabad,
Master, 57%
Hyderabad,
Caltex, 33%

9. No Field Visits
No Incentives
High Lead Time
No Order Facility
No Incentives
No Field Visits
Counterfeit Products
Mechanics Dealers
Shopkeepers Other Major Concern

10. • Loyalty Program
– Target based incentive program

11. • To decrease the lead time there is need to cut
unnecessary steps in Supply Chain System like
“Local Adda”
For 650
Cartons
Less than
650 cartons
• To decrease the lead time there is need to cut
unnecessary steps in Supply Chain System like
“Local Adda”
Warehouse
Truck
DealerRetailer
Customer
Warehouse
Truck
Local
Adda
Dealers
Retailers
Customers

12. Van System
• Door to door
product
delivery
system
Incentives
• Assign the
responsibility
to dealers by
offering
incentives
Follow up &
visits
• Company
representative
must visit at
least once in a
month

13. Counterfeit
Products
• Ethical
• Legal
• Technical

14.  Loyalty Program
 Beautiful Bike
event
 Buntings / Danglers
 Offering Incentives:
 Cash prizes
 Mobile phones
 20+1 offer
 Gifts:
 Helmets
 Spare Parts
 Tissue paper
with branding
 Can for Carton
 Shelf Space
 Visibility

15. Shell
54%
Caltex
2%
Total
6%
Castrol
2%
Target
15%
Master
15%
Others
6%
Oil Used for Three Wheelers

16. 20 - 50 KM
33%
51 - 80 KM
37%
81 - 110 KM
23%
Above
7%

17. 0 - 500 KM
86%
501 - 1000 KM
14%

18. Data collection
• Questionnaires
• Sample Size
(100)
Marketing
• Banners (230
Three
Wheelers)
• Phone Call
• Invitation Card
Event
• Play
• Documentary
• Singer
• Gifts
• Food
• Mobile/Rally
Marketing

21. Data
South
Region(1150)
In Event (130)
Register Three
Wheeler (140)
Trust
Building
Confidential
Sales Data
Presentation
Product
Launch
Engine Oil

22. Untapped
Market
Three Wheeler
Larkana & Dadu
Presentations
Whole Marketing
Department
Regional Managers
of Parts from All
Over Pakistan
Other
Replicate of Idea
throughout Pakistan
Pictures specially for
Japan
Cleared 1st Phase of
MTO
Cleared 1st interview

23. Same Strategy Followed by other
companies after our initiative

24. • Need to more focused study on Three
Wheelers
• Need to work on Supply Chain System of AHL
• Need to work on the relationship between
Shopkeepers and AHL

25. THANKS