The document is a report submitted by Muzzamil Khwaja of the Indian Oil Corporation Limited analyzing the potential of their SERVO4T engine oil and mapping two-wheeler mechanics in northern and southern Bangalore. It includes an acknowledgements section thanking those involved. The report aims to understand marketing strategies, identify strong/weak areas for SERVO4T sales, and reduce the gap between mechanics and the company. It involves mapping mechanics, analyzing their feedback on factors like preferred brands and oil changing frequency. The goal is to determine SERVO4T's market potential based on vehicle registration data and suggest improvements.

1. A REPORT
ON
“TO ANALYSE SERVO4T POTENTIAL AND TO MAP TWO
WHEELERS MECHANIC WITHIN NORTHERN AND SOUTHERN
PARTS OF THE BANGLORE CITY”
BY
MUZZAMIL KHWAJA
INDIAN OIL CORPORATION LIMITED
SUBMITTED ON:16.05.2007
CONTRACT:

2. A REPORT
ON
“TO ANALYSE SERVO4T POTENTIAL AND TO MAP TWO
WHEELERS MECHANIC WITHIN NORTHERN AND SOUTHERN
PARTS OF THE BANGLORE CITY”
BY
MUZZAMIL KHWAJA
A REPORT SUBMITTED IN PARTIAL FULFILLMENT OF
THE REQUIREMENTS OF
MBA PROGRAM OF
ICFAI BUSINESS SCHOOL
DISTRIBUTION LIST:
ACKNOWLEDGEMENTS

3. I look upon this as a on-job learning experience which I would cherish. To know about
the potential of SERVO-4T and analyse from a marketing prospective was something
worth an expectation. I not only had the opportunity of knowing their engine oils but also
to know the factors which have an impact on the sale of their Engine-oil. I owe my
sincere gratitude to IBS, Bangalore for providing me with such an oppurtunity to learn .
There are some people without whom this project would
never had been completed. I also would like to give a special vote of thanks to our
organization i.e. Indian Oil Corporation Ltd for providing me a wonderful opportunity to
work for them. I would also like to thank my Company Guide-Mr. J. Rjakumar for
helping me and enriching my knowledge with valuable suggestions which proved to be of
great importance during the course of project work. I would also like to thank my faculty
guide-Mr. R.Srinivavan for having faith in us and helping in whatever way he can. I owe
my sincere gratitude to you, Sir. Last but certainly not the least, I would like to thank all
the mechanics in Northern and Southern parts of Bangalore for taking out time from their
hectic schedule and providing valuable information to us.
I would like to say that I have tried to analyse and map
the mechanics in Northern and Southern parts of Bangalore but I also believe that there
is also scope of improvement. So, any suggestions to inculcate will be appreciated.
MUZZAMIL KHWAJA
15.03.2008

4. A REPORT
ON
“TO ANALYSE SERVO4T POTENTIAL AND TO MAP TWO
WHEELERS MECHANIC WITHIN NORTHERN AND SOUTHERN
PARTS OF THE BANGLORE CITY”
BY
MUZZAMIL KHWAJA
SUBMITTED ON:16.05.2007
CONTRACT:

5. A REPORT
ON
“TO ANALYSE SERVO4T POTENTIAL AND TO MAP TWO
WHEELERS MECHANIC WITHIN NORTHERN AND SOUTHERN
PARTS OF THE BANGLORE CITY”
BY
MUZZAMIL KHWAJA
A REPORT SUBMITTED IN PARTIAL FULFILLMENT OF
THE REQUIREMENTS OF
MBA PROGRAM OF
ICFAI BUSINESS SCHOOL
DISTRIBUTION LIST:
ACKNOWLEDGEMENTS

6. I look upon this as a on-job learning experience which I would cherish. To know about
the potential of SERVO-4T and analyse from a marketing prospective was something
worth an expectation. I not only had the opportunity of knowing their engine oils but also
to know the factors which have an impact on the sale of their Engine-oil. I owe my
sincere gratitude to IBS, Bangalore for providing me with such an oppurtunity to learn .
There are some people without whom this project would
never had been completed. I also would like to give a special vote of thanks to our
organization i.e. Indian Oil Corporation Ltd for providing me a wonderful opportunity to
work for them. I would also like to thank my Company Guide-Mr. J. Rjakumar for
helping me and enriching my knowledge with valuable suggestions which proved to be of
great importance during the course of project work. I would also like to thank my faculty
guide-Mr. R.Srinivavan for having faith in us and helping in whatever way he can. I owe
my sincere gratitude to you, Sir. Last but certainly not the least, I would like to thank all
the mechanics in Northern and Southern parts of Bangalore for taking out time from their
hectic schedule and providing valuable information to us.
I would like to say that I have tried to analyse and map
the mechanics in Northern and Southern parts of Bangalore but I also believe that there
is also scope of improvement. So, any suggestions to inculcate will be appreciated.
MUZZAMIL KHWAJA
15.03.2008
LIST OF ILLUSTRATIONS
A) LIST OF TABLES:
1) DATABASE OF MECHANICS IN NORTHERN AND
SOUTHERN ZONES OF BANGALORE
2) SPSS ANALYSIS SHEET OF THE FACTORS
AFFECTING ENGINE-OIL MARKET

7. B) GRAPHS AND PIE-CHART REPRESENTATION OF THE
FOLLOWING AREAS:
1) R.T NAGAR
2) HEBBAL
3) SHIVAJI NAGAR
4) YELAHANKA
5) FRASTER TOWN
6) KAMRAJ ROAD
7) J.P. NAGAR
8) JAYANAGAR
9) BANNERGAHTTA ROAD
10) AUDIGODI
11) ANEPALYA
12) AUSTIN TOWN
13) BANASHANKARI
14) BANASHANKARI-II
15) BANASHANKARI-III
16) MADIVALA
17) KORAMANGLA
18) BTM
19) DHARMA COLLEGE
20) KANAKAPURA ROAD
21) KONANAKUNTE POST
ABSTRACT
The Project we started with mapping various parts of the Bangalore city.
The first step in our project was to prepare a set of Questionnaire regarding the
set of questionnaire is given below:

8. The first step with we started our work is to study the Bangalore city map and then
as per the work given to me to study and to map all the mechanics within the
Northern and Southern parts of Bangalore city.
Preparing a set of questionnaires which includes
all various Marketing Business Methods. The two types of Questionnaires
techniques we used are:
1. Open ended Questionnaires :
2. Using interval scales :
3. Preparing a set of questionnaires using the above marketing research
techniques covering all aspect of questionnaire required that we need to
study.
4. We then conducted a pilot study about the set of questionnaires we had
prepared,
So as to check its relevancy ie how authentic our questionnaire is and if we
need to add any question that might be required to be added in the
questionnaire.
5. We understand the mechanics buying behavior, So as to what are the
factors for referring a particular brand of Engine oil and what are the
reasons for going for the Engine oil only if there are preferences.
6. We spend some time with the mechanic, with the set of questionnaire and
how to know as what makes an oil market work.
7. We analyzed the feedback given to us by them.
8. At the end we calculate the oil potential depending on the secondary data
provided by the Commisioner of Road Transport office,Banaglore.
INTRODUCTION
A) OBJECTIVE OF THE PROJECT

9. “TO ANALYSE SERVO4T POTENTIAL AND
TO MAP TWO WHEELERS MECHANIC WITHIN EASTERN AND
WESTERN PARTS OF BANGLORE CITY.”
a. Types of engine oil players present within the Indian market.
b. To understand various marketing strategies used by engine oil companies.
c. To find out at which pocket within the city the sales of servo 4t is strong
and where it’s weak.
d. To reduce the gap between the mechanics and the company.
The survey will help the Indian oil corporation to run various schemes and to
provide mechanic more margins on the purchase of each liter of SERVO 4T.
B) SCOPE OF THE STUDY
The project has been divided into three
phases so as to get the best results from the survey done-:
First phase
a. To collect information about the number of two wheelers registered (both 2 stroke as
well as 4 stroke engine) registered within the Bangalore city from the office of road
transport commissioner from the year 2001-2007.
b. To prepare questionnaire which can be analyzed and help Indian Oil Corporation
Limited to know which the area they need to improve are.
Second phase
To divide Bangalore into -:
a. North
b. South
c. East
d .West
Mapping the number of mechanics in each zone and then preparing a database
about the mechanics. The database will include -:
a. Name
b. Address
c. Telephone number
d. Type of engine oil they prefer.
e. Why they prefer that particular brand of oil?
Third phase
a. Analysis the feedback given by the mechanics.

10. b. SERVO 4T consumption in the two wheelers within the Bangalore city.
c. To give suggestion after analyzing the feedback what are the area of
improvements for SERVO 4T Engine oil.
d. At last finding out the market potential for Servo-4T depending on the
secondary data provided by Commissioner of Road Transport office,Banaglore.
C) LIMITATIONS OF THE STUDY
The Market research that we are conducting is only
limited to the two wheelers segment , as there as other segment like three wheelers
and four wheelers which includes cars, LCV,HCV etc are present . Our product is
totally focused on the two wheeler segment and to find with that what is the
consumption of Servo4T which is a product of Indian Oil Corporation Limited and
its consumption in the 2-wheelers that are registered within the Bangalore City and
not outside.
D) SOURCES AND METHODS
After analyzing the Bangalore city map and dividing the
city into East/West. We tried to study and as per the secondary data about the
mechanics concentration provided by the Indian Oil Corporation Limited, we went
for the survey to the following places in the East and West zones of the city. With
that we tried to cover a radius of 3 kilometers in that particular part of the city and
we tried to map as much as mechanics in that particular area.
Mapping and trying to reach as much as mechanics we are making a database
which will include - :
1. Name of the garage
1. Address of the mechanic
2. Telephone number of the mechanic.
4. Concentration of the mechanic in that place.

11. Now with the database, Indian Oil Corporation Limited can use the database to
run various schemes for the mechanics as they have got all the information and
can also try to reduce the gap between the company and the mechanics.
Secondly, we have to calculate the market-potential of SERVO-4T depending
on the no of the two-wheelers registering in Bangalore and the time taken by
them to change oil on a yearly basis. The responses by them will depend on the
questionnaire designed by us. A sample of the questionnaire is as follows:
THE PERSONAL PERFORMA OF THE MECHANIC
NAME OF THE MECHANIC 
NAME OF THE SERVICE CENTRE
ADDRESS
CONTACT NUMBER
AREA SURVEYED
TYPES OF VEHICLE SERVICED
TYPES OF ENGINE SERVICED
TYPE OF ENGINE OIL RECOMMENDED
………………………………………………………………………………
SURVEY QUESTIONNAIRE WITH RESPONSES
1) TYPE OF VEHICLE:
 2-WHEELERS-
 3-WHEELERS
 4-WHEELERS

12. 2) TOTAL NUMBER OF VEHICLES COMING TO YOUR SERVICE
CENTER(Per Day):
 0-10
 11-20
 21-30
 31 or MORE
3) WHICH TYPE OF ENGINE YOU DEAL MORE:
 2-STROKE ENGINE
 4-STROKE ENGINE
 BOTH
4) AFTER HOW MANY KMS DO YOU RECOMMEND TO CHANGE ENGINE
OIL IN 2- WHEELERS:
 100-300
 301-500
 501-700
 701 AND ABOVE
5) AFTER HOW MANY Kms DO YOU RECOMMED CHANGE IN 3-
WHEELERS:
 100-300
 301-500
 501-700
 701 AND ABOVE
6) WHICH PARTICULAR BRAND OF ENGINE OIL YOU PREFER FOR 4-
STROKE ENGINES:
 SERVO
 CASTROL active
 POWER
 BPCL OIL
 SHELL
 IF ANY OTHER(Pl.specify):
7) WHY-
8) DO YOU HAVE ANY PARTNERSHIP WITH ANY OF THE ENGINE OIL
COMPANY , if so which one

13. 9) ENGINE OIL YOU BUY ON:
 CASH BASIS
 CREDIT BASIS
 WITH SOME CREDIT AND SOME PAYMENT
ANY OTHER(Pl.specify):
10) DO YOUR CUSTOMERS PREFER ANY PARTICULAR ENGINE OIL:
 IF YES(Pl. specify the name)
 NO
11) ACCORDING TO YOU WHICH ENGINE OIL COMPANY IS DOING
WELL IN MARKET:
 IOCL
 BPCL
 HPCL
 ANY OTHER(Pl.specify)
12) WHAT IS THE MAXIMUM PRICE OF ENGINE OIL YOU EXPECT FROM
OIL COMPANIES(IN INR):
 75-100
 100-125
 125-150
 150-175
13) WHICH ENGINE OIL YOU THINK LASTS LONGER WITHIN THE
ENGINE:
 SERVO
 CASTROL
 POWER
 BPCL OIL
 SHELL
 IF ANY OTHER(Pl.specify)
14) WHILE DECIDING WHICH OIL TO USE YOU ARE:
 COMPANY CENTRIC
 CUSTOMER CENTRIC
15) ARE YOU AWARE OF ENGINE OIL PRODUCTS WHICH INDIAN OIL
OFFERS:

14.  YES
 NO
16) IF YOU USE INDIAN OIL WHAT SHOULD COMPANY DO TO MAKE
YOU HAPPY IN THE COMING YEARS?
17) WHAT LEVEL OF CONFIDENCE DO YOU HAVE IN IOCL PRODUCTS:
 0-20 PERCENT
 20-40 PERCENT
 40-60 PERCENT
 60 PERCENT AND ABOVE
18) ACCORDING TO YOU WHAT SHOULD INDIAN OIL DO TO INCREASE
ITS SALES IN ENGINE-OIL SEGMENT?
21.DO YOU THINK SERVO 4T AS A OUALITY PRODUCT OF INDIAN OIL:
 YES
 NO
19) DO YOU THINK SERVO 4T HAS GOT THE POTENTIAL TO BE A
MARKET LEADER:
 YES
 NO
 CAN’T SAY
20) DOES YOUR CUSTOMER ASK FOR SERVO 4T ENGINE OIL:
 YES
 NO
………………………………………………………………………………...
MAIN TEXT
IST STAGE:
(A) A pilot study was conducted on the basis of designed questionnaires to
check the accuracy of the designed questionnaires.In the pilot study we

15. targeted some mechanics on a random basis to know whether the questionnaires
are arranged in order and no data redundancy is taking place.A sample of pilot
study is shown below:
THE PERSONAL PERFORMA OF THE MECHANIC
NAME OF THE MECHANIC basant
NAME OF THE SERVICE CENTRE Vishnu motors
ADDRESS no3, 24,bar a1 , 100 feet ring road jp nagar, post , banglore 78
CONTACT NUMBER9343705730
AREA SURVEYEDjp nagar
TYPES OF VEHICLE SERVICED2 wheelers dealer
TYPES OF ENGINE SERVICED4 stroke engines
TYPE OF ENGINE OIL RECOMMENDEDcastrol active
………………………………………………………………………………
SURVEY QUESTIONNAIRE WITH RESPONSES
1) TYPE OF VEHICLE:
 2-WHEELERS
 3-WHEELERS
 4-WHEELERS
2) IF 2-WHEELERS:

16.  SCOOTERS
 BIKES
 MOPEDS
 IF ANY OTHER(pl.specify)
3) TOTAL NUMBER OF VEHICLES COMING TO YOUR SERVICE
CENTER(Per Day):
 0-10( 4 to 5 vehicles sold per day)
 11-20
 21-30
 31 or MORE
4) WHICH TYPE OF ENGINE YOU DEAL MORE:
 2-STROKE ENGINE
 4-STROKE ENGINE
 BOTH
5) AFTER HOW MANY kms DO YOU RECOMMEND TO CHANGE
ENGINE OIL IN 2- WHEELERS:
 100-300
 301-500
 501-700
 701 AND ABOVE(2500 km)
6) WHICH PARTICULAR BRAND OF ENGINE OIL YOU PREFER
FOR 4-STROKE ENGINES:
 SERVO
 CASTROL
 POWER
 BPCL OIL
 SHELL
 IF ANY OTHER(Pl.specify), shell
7) YOUR REASON OF PREFERING A PARTICULAR OIL?

17. 1.noice is less,oil life is more , viscosityof castrol is more as compare to
servo,improve the advertisement ,gives us gifts and offer given ,
8) DO YOU HAVE ANY PARTNERSHIP WITH ANY OF THE ENGINE
OIL COMPANY:
 YES
 NO
9) ENGINE OIL YOU BUY ON:
 CASH BASIS
 CREDIT BASIS
 WITH SOME CREDIT AND SOME PAYMENT
 ANY OTHER(Pl.specify):
10) DO YOUR CUSTOMERS PREFER ANY PARTICULAR ENGINE
OIL:
 IF YES(Pl. specify the name)
 NO
11) ACCORDING TO YOU WHICH ENGINE OIL COMPANY IS
DOING WELL IN MARKET:
 IOCL
 BPCL
 HPCL
 ANY OTHER(Pl.specify)(castrol, shell)
12) WHAT IS THE MAXIMUM PRICE OF ENGINE OIL YOU EXPECT
FROM OIL COMPANIES(IN INR):
 75-100
 100-125
 125-150
 150-175(177 1 litre, )
13) WHICH ENGINE OIL YOU THINK LASTS LONGER WITHIN THE
ENGINE:

18.  SERVO
 CASTROL
 POWER
 BPCL OIL
 SHELL
 IF ANY OTHER(Pl.specify):
14) WHILE DECIDING WHICH OIL TO USE YOU ARE:
 COMPANY CENTRIC
 CUSTOMER CENTRIC
15) ARE YOU AWARE OF ENGINE OIL PRODUCTS WHICH INDIAN
OIL OFFERS:
 YES
 NO
16) IF YOU USE INDIAN OIL WHAT SHOULD COMPANY DO TO
MAKE YOU HAPPY IN THE COMING YEARS?
1. pls work in the oil technicality.
2.improve oil quality
3.distributors need to be fast, for 4 years no one came to the shop.
4.castrol gives gifts like uniforms to the mechanics
5.rs 7-8 rupees margin in castrol.
6.advertisment need to be more within the mechanic.
7 offer are quit good
17) WHAT LEVEL OF CONFIDENCE DO YOU HAVE IN IOCL
PRODUCTS:
 0-20 PERCENT
 20-40 PERCENT
 40-60 PERCENT

19.  60 PERCENT AND ABOVE
18)DO YOU THINK SERVO 4T AS A OUALITY PRODUCT OF
INDIAN OIL:
 YES
 NO
19) DO YOU THINK SERVO 4T HAS GOT THE POTENTIAL TO BE A
MARKET LEADER:
 YES,
 NO
 CAN’T SAY
20) DOES YOUR CUSTOMER ASK FOR SERVO 4T ENGINE OIL:
 YES
 NO
………………………………………………………………………………...
SURVEYING TEAM::
ABHISHEK PRAKASH (IBS,BANGALORE, IOCL LTD)
MUZZAMIL KHWAJA (IBS,BANGALORE, IOCL LTD)
(B) We went to Commissioner of Road Transport to collect the data regarding the
number of vehicles registered in Bangalore City for the last five years to know
the market potential of SERVO-4T depending on the vehicular population and
the number of Engine-oil changes per vehicle in a year in Bangalore .
ANNUAL NUMGER OF 2- NUMBER OF 4-
TENURE WHEELERS(BANGALORE URBAN) WHEELERS(BANGALORE-URBAN)
2002-2003 1322758 25305
2003-2004 1433539 275387
2004-2005 1611080 326803
2005-2006 1859994 394419

20. 2006-2007 2056175 423320
IIND PHASE
The Second phase of our project began by
dividing Bangalore into North and South Zones. We went to the places to
survey the mechanics and took their feedback regarding the questionnaires we
had prepared. After doing so we prepared a database of the mechanics which is
enclosed.
Then we mapped those mechanics based on their concentration in the maps of
Northern and Southern zones. The maps of those zones with their
concentration in enclosed in the appendix.
III RD PHASE :
After mapping the mechanics we prepared pie-charts and
Graphs of various areas which will help us to understand the share of SERVO-4T
in the particular area. We have incorporated the Graphs &Pie-carts of all the areas
we surveyed in the appendix.The graphs and pie-charts are as under:
A) SHIVAJI NAGAR
Engine oil preffered by the mechanics number of mechanics
Servo 1
castrol 8
Shell 2
bpcl oil 1
hpcl oil 2

21. penzol oil 1
idemitasu oil 0
Veedol 0
0
SHIVA JI NAGAR
NUMBER OF MECHANICS
9
8
7
6
5 number of mechanics
4
3
2
1
0
ol
o
l
l
pe oil
it a il
l
l
el
oi
oi
ro
rv
o
ed
sh
se
st
id zo l
cl
cl
su
ve
ca
bp
hp
n
em
ENGINE OILS
SHIVAJI NAGAR
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
B.YELAHANKA
Engine oil preffered by the mechanics number of mechanics
Servo 4
castrol 5
Shell 1
bpcl oil 1
hpcl oil 0
penzol oil 1

22. idemitasu oil 0
Veedol 0
NUMBER OF MECHANICS
YELAHANKA
6
5
4
3 number of mechanics
2
1
0
ol
o
bp l
hp l
pe oil
it a il
l
l
el
oi
oi
ro
rv
em l o
ed
sh
se
st
cl
cl
su
o
ve
ca
nz
id
ENGINE OILS
YELAHANKA
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
C. RT NAGAR
Engine oil preffered by the
mechanics number of mechanics
Servo 1
castrol 7
Shell 2
bpcl oil 0
hpcl oil 1

23. penzol oil 1
idemitasu oil 0
Veedol 0
RT NAGAR
NUMBER OF MECHANICS
8
7
6
5
number of
4
3 mechanics
2
1
0
ita oil
bp ll
id nzo l
l
ol
ve il
ca o
hp il
i
ro
e
pe l o
o
o
rv
ed
sh
st
em l
su
cl
se
c
ENGINE OILS
R T NAGAR
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
D) HEBBAL
Engine oil preffered by the
mechanics number of mechanics
Servo 2
castrol 3
Shell 1
bpcl oil 0
hpcl oil 0

24. penzol oil 1
idemitasu oil 0
Veedol 0
HEBBAL
NUMBER OF MECHANICS
3.5
3
2.5
2 number of
1.5 mechanics
1
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
HEBBAL
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
E) FRASTER TOWN
Engine oil preffered by the
mechanics number of mechanics
Servo 0
castrol 5
Shell 0
bpcl oil 0
hpcl oil 0

25. penzol oil 0
idemitasu oil 0
Veedol 0
FRASTER TOWN
NUMBER OF MECHANICS
6
5
4
number of
3
mechanics
2
1
0
ol
ca o
bp ll
hp il
id nzo l
ita oil
l
ve l
i
oi
ro
rv
e
o
pe l o
ed
sh
se
st
em l
cl
su
c
ENGINE OILS
FRASTER TOWN
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
F) KAMARAJ ROAD
Engine oil preffered by the mechanics number of mechanics
Servo 0
Castrol 0
Shell 3
bpcl oil 1
hpcl oil 1
penzol oil 0

26. idemitasu oil 0
Veedol 0
KAMARAJ ROAD
NUMBER OF MECHANICS
3.5
3
2.5
2 number of
1.5 mechanics
1
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
KAMARAJ ROAD
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
G) KANAKAPURA ROAD
Engine oil preffered by the mechanics number of mechanics
Servo 3
Castrol 3
Shell 1
bpcl oil 1
hpcl oil 1
penzol oil 0

27. idemitasu oil 0
Veedol 0
KANAKAPURA ROAD
NUMBER OF MECHAN ICS
3.5
3
2.5
2
Series1
1.5
1
0.5
0
ol
ca o
bp ll
hp il
n il
it a il
l
l
oi
ro
rv
e
o
pe l o
em l o
ed
sh
se
st
cl
su
c
id zo
ve
ENGINE OIL
KANAKAPURA ROAD
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
H) KONANAKUNTE
Engine oil preferred by the mechanics number of mechanics
Servo 1
castrol 3
Shell 2
bpcl oil 0
hpcl oil 0

28. penzol oil 0
idemitasu oil 0
Veedol 0
KONANAKUNTE
NUMBER OF MECHANICS
3.5
3
2.5
2
Series1
1.5
1
0.5
0
l
ca o
bp ll
o
hp il
n il
it a il
l
il
ro
rv
e
o
pe l o
o
ed
o
sh
se
st
em l
cl
su
c
id zo
ve
ENGINE OIL
KONANAKUNTE
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
I) BTM
Engine oil preffered by the mechanics number of mechanics
Servo 0
castrol 2
Shell 0
bpcl oil 0
hpcl oil 0

29. penzol oil 1
idemitasu oil 0
Veedol 1
BTM
NUMBER OF MECHANICS
2.5
2
1.5 number of
1 mechanics
0.5
0
l
ca o
bp ll
o
hp il
id nz il
ita oil
l
ve l
i
ro
rv
e
o
pe cl o
ed
o
sh
se
st
em o l
cl
su
ENGINE OILS
BTM
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
J) ANEPALYA
Engine oil preffered by the mechanics number of mechanics
Servo 3
castrol 3
Shell 0
bpcl oil 0

30. hpcl oil 0
penzol oil 1
idemitasu oil 0
Veedol 0
ANEPALYA
NUMBER OF MECHANICS
3.5
3
2.5
2 number of
1.5 mechanics
1
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
ANEPALYA
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
K) AUSTIN TOWN
Engine oil preffered by the mechanics number of mechanics
Servo 1
castrol 2
Shell 0

31. bpcl oil 0
hpcl oil 0
penzol oil 1
idemitasu oil 0
Veedol 1
AUSTIN TOWN
NUMBER OF MECHANICS
2.5
2
1.5 number of
1 mechanics
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
AUSTIN TOWN
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
L) DHARMARAM COLLEGE
Engine oil preffered by the mechanics number of mechanics
Servo 2
castrol 1
Shell 1

32. bpcl oil 0
hpcl oil 0
penzol oil 0
idemitasu oil 0
Veedol 1
DHARMARAM COLLEGE
NUMBER OF MECHANICS
2.5
2
1.5 number of
1 mechanics
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
DHARMARAM COLLEGE
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
M) BANNERGHATTA
Engine oil preffered by the mechanics number of mechanics
Servo 1
castrol 3
Shell 1
bpcl oil 1

33. hpcl oil 0
penzol oil 1
idemitasu oil 1
Veedol 1
BANNERGHATTA
NUMBER OF MECHANICS
3.5
3
2.5
2
number of mechanics
1.5
1
0.5
0
ol
o
bp l
hp l
pe oil
it a il
l
l
el
oi
oi
ro
rv
em l o
ed
sh
se
st
cl
cl
su
id zo
ve
ca
n
ENGINE OILS
BANNERGHATTA
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
N) JP NAGAR
Engine oil preffered by the mechanics number of mechanics
Servo 5
castrol 7
Shell 2
bpcl oil 1

34. hpcl oil 0
penzol oil 1
idemitasu oil 1
Veedol 0
J P NAGAR
NUMBER OF MECHANICS
8
7
6
5
4 number of mechanics
3
2
1
0
ol
o
l
l
pe oil
it a il
l
l
el
oi
oi
ro
rv
em l o
ed
sh
se
st
cl
cl
su
o
ve
ca
nz
bp
hp
id
ENGINE OILS
J P NAGAR
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
O) JAYANAGAR
Engine oil preffered by the mechanics number of mechanics
Servo 3
castrol 6
Shell 0
bpcl oil 2

35. hpcl oil 0
penzol oil 1
idemitasu oil 0
Veedol 0
JANANAGAR
NUMBER OF MECHANICS
7
6
5
4
number of mechanics
3
2
1
0
ol
o
l
l
pe oil
it a il
l
l
el
oi
oi
ro
rv
o
ed
sh
se
st
id zo l
cl
cl
su
ve
ca
bp
hp
n
em
ENGINE OILS
JANANAGAR
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
P) BANASHANKARI
Engine oil preffered by the
mechanics number of mechanics
Servo 0
castrol 4
Shell 2

36. bpcl oil 1
hpcl oil 0
penzol oil 0
idemitasu oil 0
Veedol 0
BANASHANKARI
NUMBER OF MECHANICS
4.5
4
3.5
3
2.5 number of
2 mechanics
1.5
1
0.5
0
l
ca o
bp ll
o
hp il
id nz il
ita oil
l
ve l
i
ro
rv
e
o
pe cl o
ed
o
sh
se
st
em o l
cl
su
ENGINE OILS
BANASHANKARI
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
Q) KORAMANGLA
Engine oil preffered by the mechanics number of mechanics
Servo 0
castrol 2
Shell 0
bpcl oil 0

37. hpcl oil 0
penzol oil 1
idemitasu oil 0
Veedol 0
KORAMANGLA
NUMBER OF MECHANICS
2.5
2
1.5 number of
1 mechanics
0.5
0
l
ca o
bp ll
o
hp il
id nz il
ita oil
l
ve l
i
ro
rv
e
o
pe cl o
ed
o
sh
se
st
em o l
cl
su
ENGINE OILS
KORAMANGLA
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
R) MADIVALA
Engine oil preffered by the mechanics number of mechanics
Servo 3
castrol 6
Shell 0
bpcl oil 0
hpcl oil 0

38. penzol oil 0
idemitasu oil 0
Veedol 0
MADIVALA
NUMBER OF MECHANICS
7
6
5
4
number of mechanics
3
2
1
0
ol
o
l
l
pe oil
it a il
l
l
el
oi
oi
ro
rv
em l o
ed
sh
se
st
cl
cl
su
o
ve
ca
nz
bp
hp
id
ENGINE OILS
MADIVALA
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
S) BANASHANKARI II ND STAGE
Engine oil preffered by the mechanics number of mechanics
Servo 1
castrol 1
Shell 0
bpcl oil 0
hpcl oil 1

39. penzol oil 0
idemitasu oil 1
Veedol 0
BANASHANKARI IINDSTAGE
NUMBER OF MECHANICS
1.2
1
0.8
number of
0.6
mechanics
0.4
0.2
0
l
ca o
bp ll
o
hp il
id nz il
ita oil
l
ve l
i
ro
rv
e
o
pe cl o
ed
o
sh
se
st
em o l
cl
suENGINE OILS
BANASHANKARI IIND STAGE
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
T) BANASHANKARI IIIRD STAGE
Engine oil preffered by the mechanics number of mechanics
Servo 1
castrol 3
Shell 0
bpcl oil 1
hpcl oil 0

40. penzol oil 1
idemitasu oil 1
Veedol 0
BANASHANKARI IIIRD STAGE
NUMBER OF MECHANICS
3.5
3
2.5
2 number of
1.5 mechanics
1
0.5
0
ol
ca o
bp ll
hp il
id nz il
ita oil
l
ve l
oi
ro
rv
e
o
pe cl o
ed
sh
se
st
em o l
cl
su
ENGINE OILS
BANASHANKARI IIIRD STAGE
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
U) AUDGODI
Engine oil preffered by the mechanics number of mechanics
Servo 3
castrol 2
Shell 1
bpcl oil 0
hpcl oil 1

41. penzol oil 1
idemitasu oil 0
Veedol 0
AUDGODI
NUMBER OF MECHANICS
3.5
3
2.5
2 number of
1.5 mechanics
1
0.5
0
l
ca o
bp ll
o
hp il
id nz il
ita oil
l
ve l
i
ro
rv
e
o
pe cl o
ed
o
sh
se
st
em o l
cl
su
ENGINE OILS
AUDGODI
servo
castrol
shell
bpcl oil
hpcl oil
penzol oil
idemitasu oil
veedol
Then we analysed the impact of variables which were more prominent in our data
collection . These variables are:
B) No of mechanics
C) Number of serviced vehicles
D) Performance of a particular Engine-oil in a particular area.
E) Quality of Engine-oil felt by the mechanics

42. F) Confidence –level ,the mechanics have in Indian-oil Products.
G) Average Quantity of Engine-oil usage per day.
For doing the above analysis,we have to employ Business Research Methods
namely Factor analysis. Let us see exactly what factor analysis is and why we use
SPSS :
WHAT IS STATISTICAL PACAKAGE OF SOCIAL SCIENCE (SPSS)?
SPSS is the acronym for Statistical package for social sciences. This package can
perform highly complex data analysis using statistical and mathematical functions
by means of simple instructions. SPSS for windows provides a powerful statistical
analysis and data management system in a graphical environment, using
descriptive means and simple dialog box. Statistical analyses carried out through
SPSS can range from simple descriptive statistics like means and deviations to
advanced analyses like regression and factor analysis.
Factor Analysis
Notes
Output Created 14-MAY-2007 20:33:40
Comments
Input Filter <none>
Weight <none>
Split File <none>
N of Rows in
21
Working Data File
Missing Value Definition of Missing
Handling MISSING=EXCLUDE: User-defined missing values are treated as missing.
Cases Used
LISTWISE: Statistics are based on cases with no missing values for any variable used.
Syntax FACTOR
/VARIABLES quality quantity serviced confide perform mechanic /MISSING
LISTWISE /ANALYSIS quality quantity serviced confide perform mechanic
/PRINT CORRELATION SIG DET KMO EXTRACTION ROTATION
/FORMAT BLANK(.10)
/PLOT EIGEN
/CRITERIA MINEIGEN(1) ITERATE(25)
/EXTRACTION PC
/CRITERIA ITERATE(25)
/ROTATION VARIMAX
/SAVE BART(ALL)
/METHOD=CORRELATION .

43. Resources Maximum Memory
Required
5872 (5.734K) bytes
Elapsed Time 0:00:00.17
Variables FAC1_1
Created Component score 1
FAC2_1 Component score 2
Correlation Matrix(a)
QUALITY QUANTITY SERVICED CONFIDE PERFOR
Correlation QUALITY 1.000 -.315 -.420 .231 -.113 -.300
QUANTITY -.315 1.000 .665 -.396 -.303 .878
SERVICED -.420 .665 1.000 -.358 -.198 .678
CONFIDE .231 -.396 -.358 1.000 .218 -.564
PERFORM -.113 -.303 -.198 .218 1.000 -.331
MECHANIC -.300 .878 .678 -.564 -.331 1.000
Sig. (1-tailed) QUALITY .082 .029 .157 .313 .093
QUANTITY .082 .001 .038 .091 .000
SERVICED .029 .001 .056 .195 .000
CONFIDE .157 .038 .056 .172 .004
PERFORM .313 .091 .195 .172 .071
MECHANIC .093 .000 .000 .004 .071
a Determinant = 5.101E-02

44. KMO and Bartlett's Test
Kaiser-Meyer-Olkin Measure of Sampling Adequacy.
.720
Bartlett's Test of Sphericity Approx. Chi-Square 51.085
df 15
Sig. .000
Scree Plot
3.5
3.0
2.5
2.0
1.5
1.0
Eigenvalue
.5
0.0
1 2 3 4 5 6
Component Number
Component Matrix(a)
Component
1 2
QUALITY -.475 -.708
QUANTITY .890
SERVICED .817 .172
CONFIDE -.644
PERFORM -.390 .769
MECHANIC .931
Extraction Method: Principal Component Analysis.
a 2 components extracted.
Communalities

45. Extraction
QUALITY .728
QUANTITY .793
SERVICED .697
CONFIDE .421
PERFORM .744
MECHANIC .874
Extraction Method: Principal Component Analysis.
Total Variance Explained
Extraction Sums of Squared Loadings Rotation Sums of Squared Loadings
Component Total % of Variance Cumulative % Total % of Variance Cumulative %
1 3.118 51.959 51.959 3.117 51.954 51.954
2 1.140 18.996 70.955 1.140 19.001 70.955
Extraction Method: Principal Component Analysis.
Rotated Component Matrix(a)
Component
1 2
QUALITY -.466 -.714
QUANTITY .890
SERVICED .815 .182
CONFIDE -.645
PERFORM -.400 .764
MECHANIC .932
Extraction Method: Principal Component Analysis.
Rotation Method: Varimax with Kaiser Normalization.
a Rotation converged in 3 iterations.
Component Transformation Matrix
Component 1 2
1 1.000 .012
2 -.012 1.000
Extraction Method: Principal Component Analysis.
Rotation Method: Varimax with Kaiser Normalization.

46. REGRESSION
SPSS deals with two types of regression analysis:-
A. Bavariate analysisIt measures the association between an independent
variable and dependent variable.
Y=MX+C
Y= DEPENDENT VARAIABLE
X=INDEPENDENT VARIABLE
C=Y INTERCEPT
B.MULTIPLE REGRESSION ANALYSISIt is used for two purpose, it can be
used to identify relationships between variables and to predict the outcomes. It can
used to find answers like “how is sales volume related to pricing and advertising
expenditure?”It can also be used to know the strength of the relationship between
the variables. For example, it helps the research to determine which of the two
variables –pricing and advertising expenditure-affects the sales volume more
strongly.
Y=A+B1X1+B2X2+B3X3
Y= DEPENDENT VARAIABLE
X=INDEPENDENT VARIABLE
A=Y INTERCEPT

47. FACTOR ANALYSIS
Factor analysis can be defined as a set of variables in which the observable or
manifest responses of the individuals on a set of variables are represented as
functions of a small of latent variables called factors. Factor analysis is used when
research problem involves a larger number of variables making the analysis and
interpretation of the problem difficult.
Terminology in factor analysis:
a) factor A factor is an underlying construct or dimension that represent a set of
observed variables. In the credit card company example , the demographic
characteristics, socio economic status and background status represent a set of
variables.
b) factor loadingIt helps in interpreting and labeling the factors. It measures how
closely the variables in the factor are associated.
c) Eigen values measures in all the variables corresponding to the factor.
Generally eigen values more than 1 are considered stable.
d)communalities It is denoted by h² , measure the percentage of variance in each
variable explained by factors extracted. It ranges from 0 to 1.
Analysis of the SPSS sheet is as follows:
A) KAISER –MEYER-OLKIN(KMO) TESTKMO test in the factor analysis
measures the adequacy of the sample taken. Generally the correlation coefficient
should not be less than .5.
Sine the KMO TEST is showing sampling adequacy of .72 which is more than .5
hence the sample adequacy is correct.
B) BARATLETTS TESTIt is also used to check of the sample and we are testing
our sample with a significance level more than 99%.
C)COMMUNALITIESThe table of communalities gives the extend to which the
variance in the variables has been accounted for by the extracted factors. For
example the if you see the quality variable there is 72.8% variance while
considering the engine oil market ,similarly 79.3% in the quantity variable, 69.7%
in the vehicle serviced and son on .

48. D) TOTAL VARIANCE EXPLAINEDTotal variance explained the eigen values
which represent extent of coverage of the critical factors included in the factor
analysis., the first factor in our analysis has the highest significance ie,51.959%.
E)SCREE PLOTThe scree plot helps the researcher to decide the number of
factors that should be retained ie eigen value should be taken above 1,and in our
analysis there are only two factors.
F) COMPONENT MATRIXThe component matrix shows the loading of the
variables on the two extracted factors. The loading value tells about the extent to
which the factor contribute to the variables.Loading lesss than .5 are not shown as
suppress loading less than .5 value was entered in the factor analysis option dialog
box.
So, the factor analysis output sheet is shown below. The data sheet is enclosed in
the appendix.
NUMBER OF 4-
NUMGER OF 2- WHEELERS(BANGALORE-
ANNUAL TENURE WHEELERS(BANGALORE URBAN) URBAN)
2002-2003 1322758 25305
2003-2004 1433539 275387
2004-2005 1611080 326803
2005-2006 1859994 394419
2006-2007 2056175 423320
8476909 1126062.5
oil change / year for auto mobiles oil change /year for cars
3 2
1126062.5*2*1= 25430.727 kilo 11260625.5*3*2= 6756.375 kiloliters
liters/ year /year
The SPSS Output sheet is shown below:
CONCLUSION

49. The following are the conclusion we got after
analyzing the Project Report:
A) Since the average change of engine oil as per our calculation in Bangalore
city is 6,and there is a potential of about some 875000litres consumption of
engine oil per month out of which , servo is able to sell only 15000litre/
year. So looking into the calculated potential ie 875000 litres, which shows
good opportunity for Indian oil to increase its market share.
B) Though Indian oil is doing a lot of marketing but still need to device ways
as per our data SERVO is doing well in some place of the city, while some
places SERVO isfar behind their rivals like castrol, shell and if you rank the
position of servo brand in Bangalore city as per our collected data they are
in the second position right behind castrol. With so much potential there in
the market SERVO need to reach the mechanics.
C) Indian oil can come with a new product like synthetic oil , which is though
little expensive but they can be first to come with such a product whose life
is more as compare to traditional engine oil which need only 1 to 2 times
change in a year , can help them to increase the share.
D) Engine-oil market is a market, full of opportunities, with SERVO, doing
well in same place of Bangalore city, still can do better.
E) Indian oil needs to do more advertising campaign. For example, Indian oil
needs to arrange more meetings with the mechanics and try to work
together with them, So as to increase the number of mechanics preferring
Indian Oil.
F) Mechanic wants little margin, if a little more margin can be provided, as
other Engine-oil players like Castrol whose price is Rs172/ltr,the mechanics
get it for Rs148/ltr.So, the company needs to work on that aspect also.
G) Engine-oil like Castrol in which the viscosity is low, and no drag is
observed For the first 50 kms.
H) Indian oil was the only company manufacturing oil before the Economy
was opened after 1990, so the company needs to do more BRAND
REMEMBERANCE to attract the mechanics.
Finally, Indian Oil Corporation
limited should look into all the aspects mentioned above so as to plan a better
strategy for the mechanics.
APPENDICES

50. The following are the list of appendix enclosed with this Project.
They are:
A) Map showing mechanics concentration in the Northern Zone of Bangalore .
B) Map showing mechanics concentration in the Southern Zone of Bangalore .
C) SPSS Data sheet showing all the variables and their values for analysis.
D) Mechanics database in Northern and Southern Zones of Bangalore.
E) Copies of cards of mechanics collected.

51. REFERRENCES
Secondary Data from IOCL Ltd database .
Data from Commissioner of Transport Office i.e number of 2-wheelers
registered in Bangalore for our analysis work.
Data from internet sources like iocl.com, onlinebangalore.com,
motoworld.com, lubes.com.

52. TABLE OF CONTENTS
CONTENTS PAGE NUMBERS
……………………………………………………………….
AKNOWLEDGEMENTS ii
LIST OF ILLUSTRATIONS iii
EXECUTIVE SUMMARY iv
ABSTRACT v
INTRODUCTION 1
MAIN TEXT 7
CONCLUSION 39
APPENDICES 40
REFERENCES 47

53. LIST OF ILLUSTRATIONS
C) LIST OF TABLES:
1) DATABASE OF MECHANICS IN NORTHERN AND
SOUTHERN ZONES OF BANGALORE
2) SPSS ANALYSIS SHEET OF THE FACTORS
AFFECTING ENGINE-OIL MARKET
D) GRAPHS AND PIE-CHART REPRESENTATION OF THE
FOLLOWING AREAS:
1) R.T NAGAR
2) HEBBAL
3) SHIVAJI NAGAR
4) YELAHANKA
5) FRASTER TOWN
6) KAMRAJ ROAD
7) J.P. NAGAR
8) JAYANAGAR
9) BANNERGAHTTA ROAD
10) AUDIGODI
11) ANEPALYA
12) AUSTIN TOWN
13) BANASHANKARI
14) BANASHANKARI-II
15) BANASHANKARI-III
16) MADIVALA
17) KORAMANGLA
18) BTM
19) DHARMA COLLEGE
20) KANAKAPURA ROAD
21) KONANAKUNTE POST

54. ABSTRACT
The Project we started with mapping various parts of the Bangalore city.
The first step in our project was to prepare a set of Questionnaire regarding the
set of questionnaire is given below:
The first step with we started our work is to study the Bangalore city map and then
as per the work given to me to study and to map all the mechanics within the
Northern and Southern parts of Bangalore city.
Preparing a set of questionnaires which includes
all various Marketing Business Methods. The two types of Questionnaires
techniques we used are:
6. Open ended Questionnaires :
7. Using interval scales :
8. Preparing a set of questionnaires using the above marketing research
techniques covering all aspect of questionnaire required that we need to
study.
9. We then conducted a pilot study about the set of questionnaires we had
prepared,
So as to check its relevancy ie how authentic our questionnaire is and if we
need to add any question that might be required to be added in the
questionnaire.
10. We understand the mechanics buying behavior, So as to what are the
factors for referring a particular brand of Engine oil and what are the
reasons for going for the Engine oil only if there are preferences.
9. We spend some time with the mechanic, with the set of questionnaire and
how to know as what makes an oil market work.
10. We analyzed the feedback given to us by them.