A

Project Report

On

“Analysis of Automotive Lubricant Market with special reference to Pune”

For

“Masterline Lubricant PVT.LTD”

Submitted to

SAVITRIBAI PHULE PUNE UNIVERSITY

Submitted By

PRATIKSHA SUNIL JADHAV

(BATCH 2017-19)
Under the guidance

of

Dr. KUNAL PATIL

Dr. D. Y. Patil Pratishthan’s

Dr. D. Y. Patil Institute of Management Studies, Akurdi, Pune - 411044

1
 DECLARATION

I, the undersigned, hereby declare that the Project Report entitled “Analysis of Automotive
Lubricant Market with special reference to Pune”. Written and submitted by me to the
Savitribai Phule Pune University in partial fulfilment of the requirements for the award of
degree of Master of Business Administration. This is my original work and the conclusions
drawn therein are based on the material collected by myself.

Place - Pune

Date-

Pratiksha S Jadhav

2
 ACKNOWLEDGEMENT

I am glad to acknowledge the numerous personalities involved in leading their help to make
my summer internship project a successful one.

Firstly, I would like to thank Masterline Lubricant Pvt. Ltd. for providing me the opportunity
to work on this project. I would like thank my corporate guide Mr. Kunal Kankariya and all
other staff Masterline Lubricant Pvt. Ltd. for helping the lessons of professional management.
His guidance and valuable inputs have helped me a lot in successfully completing this
project.

I express my sincere gratitude to my institute guide Dr. Kunal Patil who took a lot of personal
interest in supervising this project and guiding me. He has been a great source of inspiration
in the task of completion of this project. Him profound advice, timely guidance has been of
immense value to me.

This acknowledgement would not be completed without extending thanks to my parents and
my friends, who helped me during my internship and for extending their support to me during
my period of internship.

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 EXECUTIVE SUMMARY

To run a successful business, it is essential that you know who your customers are, what they
need, and how to reach them. Market research can help you get accurate and specific
information about your customers and competitors, which is a critical part of starting or
expanding your business.

This project was carried out at Masterline Lubricant.The project title is “Analysis of
Automotive Lubricant Market with special reference to Pune”. The duration of the
project was two months from 23rd may to 30th july 2018.

My project work was to analyse Automotive Lubricant market for masterline lubricant pvt
ltd. The analysis of the project was carried out with respect to business clusters and employee
size of the establishment. The business clusters are outlets, offices, industries, government
with employee size low to high. Through this survey Masterline lubricant has collected
important information about the respective business clusters which leads to forecast,
awareness, brand penetration, find future and intended customers about engine oil products.

During this entire project I learnt time management, discussions with top bosses of
companies, punctuality& commitment. All these things I found will be very much useful to
me in future.

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 INDEX

Sr. No. Topics Page No.

1. Introduction 6

2. Theoretical Background 9

3. Industry Profile 14

4. Company Profile 17

5. Research Methodology 22

6. Data analysis and interpretation 26

7. Findings 51

8. Suggestions 52

9. Conclusion 53

10. Bibliography 54

11. Annexure

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 CHAPTER 1

INTRODUCTION TO THE PROJECT

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1.1 INTRODUCTION OF THE PROJECT:

Economic, political, and controlling forces are reforming the dynamics of lubricants
supply and demand throughout the world, and chances to grow this business continue to
emerge. India, in particular, has emerged as a key growth market, as well as a source of
competitively priced lubricants. Strong growth in the Indian automotive, power and
engineering segments is creating new market opportunities for lubricants manufacturers. In
the automotive sector, consumers are travelling to better quality vehicles and increase in
demand for four stroke motorbikes, tie ups with unique equipment manufacturers using
higher grade lubricants; this is helping multi-grade lubricant products with strong brand
recognition and wide distribution. The automotive lubricant market is estimated to have
grown volumes by over 3% on the back of a strong economic performance. Increased
motorcycle and car stock, growth in agricultural driven lubes consumption and a booming
construction sector have been the main factors to this. The old generation truck market and
the 2-stroke motorcycle lubes market, is projected to carry on decreasing hard in the short-
term.

The trends highlighted above are expected to continue, thus, lube consumption is
projected to rise powerfully in cars and 4-stroke bikes. 2 With the rapid growth in vehicle and
infrastructure sector, the shape of the customer groups would be undergoing significant
modification in the future. Fleets, construction companies and large workshop groups would
be forming an increasing percentage of the market. Another trend, which is rapidly catching
up, is the emergence of organized retail chains. While the impact on lubricant sales at this
juncture is minimal, these outlets could present opportunities for marketing in rural areas who
are clients in the future. It is also expected that the rural growth of 4-stroke motorcycles will
continue to outstrip urban demand in the foreseeable future. Penetration in rural and semi
urban areas is extremely low and could provide opportunities for marketers. New entrants
will have to deal with uncertainty of demand, different and involving customer needs, a
relatively poor supplier base, a market crowded with competition and niche market especially
in rural areas. As part of strategy to focus on rural markets, the companies are now planning
to raise the share of distribution infrastructure to reach out to an additional six lakh villages.

The developing market services in India current significant chances in rural areas to
new and existing marketers and formulators of oil.

1.2 PROJECTS TITLE:

“Analysis of Automotive Lubricant Market with special reference to Pune. ”

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1.3 OBJECTIVE OF THE STUDY:

 To identify and profile major companies operating in automotive lubricants market.

 To study the market of Masterline oil products.

1.4 REASON BEHIND SELECTING COMPANY AND PROJECT:

Between the top engine oil in India, Masterline oil is a well-established brand in the market
and is valued for its quality and integrity. Every product supplied is processed under good
condition and transported in strict adherence to our quality and timeline commitments etc. I
like to do research and main purpose improves my thinking skills and knowledge.

1.5 LOCATION

This project is conducted at Masterline Lubricant pvt. Ldt.

1.6 DURATION

The project was conducted for 52 days Start from 23rd May 2018 up to 30th July
2018.

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 CHAPTER 2

THEORETICAL BACKGROUND

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2.1. AUTOMOTIVE LUBRICANT MARKET ‘- AN INTRODUCTION:

The Indian automotive lubricant market is the sixth largest in the world with the
market value more than US $ 1 Billion. It is also one of the fastest growing retail markets in
India. Total production of automotive lubricants in India is approximately 8 to 10 per cent of
global lube production. The lubricant sector in India is broadly divided into 3 major markets
sectors: Automotive, Industrial and Marine & Energy applications. Liberalization in the early
1990’s has brought a tremendous change in the Indian Lubricants scenario, the government
decided to open the Indian market to foreign competition. No Government Controls on
Import of lube oil Base stocks, Additives and finished lubricants. Pricing of base oil was
deregulated basic custom duty on base oil stock was reduced from a peak of 85 per cent to a
level of 25 per cent. All quantitative restrictions were also removed. Automotive lubricants
are further divided into diesel lubes and petrol Lubes. Diesel lubes comprise 70 per cent of
the market and petrol based lubricants cover the rest. As diesel lubes are used by commercial
vehicles, which have to cover greater distance so their market share is higher. CNG Gas is in
emerging stage.

Sales

Indian oil
Other
Bharat petroleum
HP
Castrol

2.2 AUTOMOTIVE LUBRICANT MARKET - DEFINITION:

Lubricants are used to reduce friction between moving parts, thus resulting in lower
wear and tear. In many machines, lubricants also play a role in cooling, rust prevention and
help to avoid deposition of solids between closely fitting parts. Liquid lubricants are most
commonly used. A lubricant is a blend of base oils and performance enhancing additive as
required by engine, gearbox and other applications areas.

2.3 AUTOMOTIVE LUBRICANT MARKET – THEORY:

According to Wikipedia (2000), lubrication is the process, or technique employed to

reduce wear of one or both surfaces in close proximity, and moving relative to each other, by

10
interposing a substance called lubricant between the surfaces to carry or to help carry the load
(pressure generated) between the opposing surfaces.
Burlington (2012) says Lubrication circuit is one of the most important ones in the
engine. The engine cannot run smoothly for more than a few minutes without lubricating oil.
Lubrication is necessary in an automobile engine because the movement of two component
parts of an engine entails an opposing force which tries to reduce the relative speed. This is
known as frictional force. It depends upon the material of the two surfaces, surface finish and
the load acting on them.
2.4 INDIAN AUTOMOTIVE LUBRICANT MARKET SIZE, BY LUBRICANT TYPE,
BY VOLUME, 2012-2022F

Some of the major players operating in India automotive lubricants market include
Indian Oil Corporation Limited, Bharat Petroleum Corporation Limited, Hindustan Petroleum
Corporation Limited, Castrol India Limited, Gulf Oil Lubricants India Limited, Tidewater Oil
Corporation India Limited, Total Oil India Private Limited, Shell India, Valvoline Cummins
Private Limited, and ExxonMobil Lubricants Private Limited, among others.
To extract the data for India automotive lubricants market, primary research surveys
were conducted with automotive lubricant manufacturers and end users. Moreover, TechSci
Research has analyzed various end use sectors and speculated a positive outlook for India
automotive lubricants market in the coming years. Taking into consideration emerging trends
in the development of engine technology, ability of material(s) to enhance the efficiency of
the vehicle and advent of the concept of electric vehicles and synthetic base oil lubricants, our
team of analysts has speculated a positive future for India automotive lubricants market.
Various secondary sources such as Ministry of Corporate Affairs, white paper articles,
company websites, magazines and annual reports of various companies involved in
automotive lubricants business were also analyzed by TechSci Research.
Key Target Audience:

 Automotive lubricants manufacturers and other stakeholders

 Major end users of automotive lubricants

 Organizations, forums and alliances related to automotive lubricant products market

 Government bodies such as regulating authorities and policy makers

 Market research and consulting firms

The study is useful in providing answers to several critical questions that are important for
industry stakeholders, such as automotive lubricant manufacturers, customers and
policymakers. The report also provides useful insights about which market segments should
be targeted over the coming years in order to strategize investments and capitalize on growth
opportunities.

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Report Scope:

In this report, India automotive lubricants market has been segmented into following
categories, in addition to the industry trends which have also been detailed below:
 Market, By Vehicle Type:

o Passenger Cars

o Two-Wheeler

o Light Commercial Vehicles

o Medium & Heavy Commercial Vehicles

o Tractors

 Market, By Lubricant Type:

o Engine Oil

o Gear Oil

o Grease

o Transmission Fluid

o Others

 Market, By Base Oil

o Mineral Oils

o Semi-Synthetic Oils

o Synthetic Oils

 Market, By Region:

o North India

o West India

o East India

o South India

 Market, By Demand Category

o OEM

o Replacement

 Market, By Sales Channel

o Spare Parts Shops

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o Lube Shops

o Garages/Workshops

o Others

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 CHAPTER 3

INDUSTRY PROFILE

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3.1 INDIAN LUBRICANT MARKET:

The automotive lubricants industry is highly competitive and relatively concentrated,

with top four companies accounting for the maximum share of the production in 2015. Some
of the key market participants include ExxonMobil, Royal Dutch Shell, Total SA and British
Petroleum. The India lubricant market is expected to register a CAGR of 4.64%, during the
forecast period, 2018-2023. The major factors driving the growth of the market are the
increasing vehicular production along with the growing industrial sector.
Lubricants are majorly used in the industrial sector for the proper functioning of
machines. They are also used in automobile for smooth functioning and longevity of engines
and other components. Lubricants are available in liquid, semi-fluid, or solid state, and
possess various characteristics, such as, high viscosity index, high level of thermal stability,
low freezing point, and high boiling point, all of which help to reduce friction between
surfaces of machine parts and the rate of wear, without compromising operational efficiency.
The major driver for the India lubricant market is the boosting demand from the
automotive industry. The sale of new motor vehicles in the country has been on a consistent
rise, majorly owing to the growing middle class incomes. The automotive production in India
has also been on a rising path with yearly growth rates of over 6%, thus, increasing the
demand for engine oils and other lubricants employed in the automotive industry. Though,
mineral oils hold the largest share among all the automotive lubricants used in the country,
synthetic and semi-synthetic lubricants are expected to grow at a rapid pace during the
forecast period.

PRESENT SCENARIO OF FINANCIAL SECTOR:

1. Increasing number of automobiles globally and rapid surge in commercial activities has
been one of the key factors of growth in the Automotive Lubricants Market.

2. Growing number of passenger cars, growing popularity of Motor Sport and Auto Racing
has also contributed to the growth of the Automotive Lubricants Market.

3. Increasing demand for passenger and commercial vehicles is also going to fuel the demand
in the Automotive Lubricants market.

3.2 MARKET SIZE:

The global automotive lubricants market size was estimated at 22,858.5 kilo tons in
2016. Growing demand for lightweight and high performance vehicles in emerging
economies such as China and India along with increasing disposable income across the globe
is expected to be a key factor driving market growth. Engine oil is anticipated to witness
rapid growth rate owing to increasing passenger cars per 1,000 populations, increasing
mobility on account of urbanization, growing per capita income, growing aspiration of
possessing a vehicle and the demand for goods carrier from small and medium-sized
enterprises.

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 Engine oils are widely used to inhibit corrosion, wear & tear and reduce friction in
engines. With a majority of engine run on diesel, there is a growing demand for motor oils
with shear resistance and specified viscosity index. This trend is expected to complement the
industry growth over the forecast period. Lubricants are manufactured through base oil and
additives which are derived from petroleum sources such as crude oil, shale oil, and CBM.
These are further refined to produce mineral oils such as paraffinic oils, naphthenic oils, and
aromatic oils. These oils in combination with additives give lubricants that find applications
in automotive.

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 CHAPTER 4

COMPANY PROFILE

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 4.1 COMPANY NAME:

Masterline Lubricant Pvt. Ltd.

4.2 COMPANY AREA:

Pune, Hadpsar (fursungi)

4.3 COMPANY LOCATION:

Masterline Lubricant Pvt. Ltd., Shreenath Wearing House, Pune Saswad Road, fursungi,
Phursungi-412308

4.4 COMPANY ADDRESS:

Masterline Lubricant Pvt. Ltd., Shreenath Wearing House, Pune Saswad Road, fursungi, Pune
- 412308, Near Power House (Map)

4.5 MISSION, VISION:

VISION:

 To become a leading company in whatever we do with global footprints.

MISSION:

 To activate our assets at benchmark levels.

 To complete targets safely, with benchmark quality, price, period.

4.6 ABOUT THE COMPANY:

Company Director Samir Jain (34) & Director Suyog Jain (32) are the rare example in
India who successfully operating oil industry in the rural area. They are the first generation
businessperson. The achievement story of Samir & Suyog Jain is very encouraging to new
entrepreneur, starting with small size retail lubricant business they entered in lubricant
manufacturing & promotion. After getting success in lubricant sector they entered in tyre &
tube distribution. Now a Masterline tyre is one of the leading distributors in Maharashtra.

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 Masterline is one of the fastest growing lubricants company in India in branded
segment. In 2002, company had entered in Indian market with complete range of automotive
products. We have complete range of oils like Diesel engine oils, Car machine oils, Two
wheeler engine oils, Gear oils, Hydraulic Oils, Transmission oils, Multipurpose grease,
Wheel bearing grease, coolants & all types of industrial lubricants. We believe that
distributor is the real strong point of the company. With better returns on the investment you
will be at highest level of happiness.

Both Jain brothers are in oil industry from 1999. They completed college in
commerce faculty. Young, dynamics, visionary, Hard Working, committed, continuity are
qualities which taken Masterline at new heights in them. They are capable to make
Masterline a global brand. Beside biasness they are connected with social activities in various
segments like, education, health, sports, water management, environment, religious & culture
programmes. Masterline is one of the fastest growing lubricants Company in India in branded
sector. In 2002 Company entered in Indian market with complete range of automotive
lubricants. In those days, company had no facility for blending and packing of oils, so Pune
based Oils Company was manufacturing masterline's products on job work basis. In 2012
company started blending and packing at our own plants with world class manufacturing
services at Bhadgaon, Dist.-Jalgaon, Maharashtra.

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4.7 AS PRODUCTS

DIESEL ENGINE OILS

TWO WHEELER OILS

20
 GEAR OILS

CAR ENGINE OILS

GENERAL PURPOSE OILS

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 CHAPTER 5

RESEARCH METHODOLOGY

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5.1. RESEARCH:

A market research was conducted to assess the automotive lubricant for Masterline
Lubricant Pvt. Ltd. in Pune city. A market research was conducted to know whether the
people of Pune city will accept or not the Company Product, and also to know the costumers
attitude towards the product, and to know the customer expectations in Company product,
and what factors they are going to concentrate in Product.

5.2. QUANTATIVE RESEARCH:

In this research data was collected with the help of structured questionnaire and the same was
analysed with percentage and frequency tabulation tools.

5.2.1. DESCREPTIVE RESEARCH:

My project is related with the Single Cross-sectional Descriptive research.

 What is Descriptive research?

 Is more rigid than exploratory research and seeks to describe users of a product,
determine the proportion of population that uses a product, or predict future demand for
product. As opposed to exploratory research, descriptive research should define question,
people surveyed, and the method of analysis prior to beginning data collection. In other words,
who, what, where, when, why, and how aspects of the research should be defined. Such
preparation allows one the opportunity to make any required change before the costly process
of data collection has begun. There are two types of descriptive research: longitudinal studies
and cross-sectional studies.

5.2.2 SCOPE OF STUDY:

This study aims at studying client servicing and business development process. This
study helps to get the reality check of market where actual comparison between online and
offline marketing. By just learning theory and facing actual situation its concepts and
practices might vary. The study helps to understand the different concepts of digital
technology. But while implementing it might differ from situation to situation. This study
helps to understand and know how to deal with different kinds of customers.

5.2.3. RESEARCH INSTRUMENT:

The data for this research was collected by survey techniques using interview method, guided
by questionnaire
5.2.4. SAMPLING:
Sample denotes only a part of the population. The sample represents the population
and is having the same characterizing as the population. The sample unit is the existing
customer of the company.

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5.2.5. SAMPLING METHOD:
Sampling methods are classified as either probability or nonprobability. Sampling is selection
of certain percentage of group of items according to a pre-determined plan. Everyone is
accustomed to draw conclusion about a large group, on the basis of a small group known as
sample. Sample is selected by using purposive sampling methods.

5.2.6. PURPOSIVE SAMPLING METHODS:

Purposive sampling (also known as judgment, selective or subjective sampling) is a sampling
technique in which researcher relies on his or her own judgment when choosing members of
population to participate in the study. Purposive sampling is a non-probability sampling
method and it occurs when “elements selected for the sample are chosen by the judgment of
the researcher.

Alternatively, purposive sampling method may prove to be effective when only limited
numbers of people can serve as primary data sources due to the nature of research design and
aims and objectives.

5.2.7. SAMPLING SIZE:

Sampling size is the number of items to be selected from the pune city to constitute
the sample. In this study, a sample study of 50 retailers has been chosen.

5.2.8. TYPE OF QUESTIONNAIRE:

STRUCTURED QUESTIONNAIRE:
 Have definite and concrete questions
 Is prepared well in advance.
 Initiates a formal inquiry.

5.2.9. PERIOD OF STUDY:

The study was undertaken between May 2018 and July 2018.

5.2.10. DATA COLLECTION:

The data required for present study was collected through primary and secondary
sources. Based on finding of data, the analysis of data was further done.

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5.2.11. PRIMARY DATA:
In primary data collection, you collect the data yourself using different methods such as
interviews and questionnaires. The key point here is that the data collected is unique to the
research and, until it is published, no one else has access to it.

There are many methods of collecting primary data and the main methods include:

 Questionnaires
 Interviews

The Sources for the collection of Primary data in concern with my project are:-

 Questionnaires Survey

5.2.12. SECONDARY DATA:

Secondary data is data collected by someone other than the user. Common sources of
secondary data for social Science include censuses, Organizational records and data Collected
through qualitative methodologies or Qualitative research. Primary data, by contrast, are
collected by the investigator conducting the research.

Sources of secondary data

a) Research journals
b) Company Books
c) Magazines

5.3 LIMITATION OF PROJECT:

Every work has its own limitations. Limitations are extent to which the process should
not exceed. The following limitations for the projects are:

 Personal biasness of the respondent might have entered into their response.
 Time constraint was of two months for the project hence cross sectional study is done.

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 CHAPTER 6

DATA ANALYSIS AND INTERPRETATION

26
DATA ANALYSIS:

Question No: 6.1 which types of oil do you sell from your shop?

Types of oil Percentage

Castrol 26%

Mak 14%

Motul 18%

Shell 16%

H.P. 14%

Reliance 0%

Masterline 10%

Castle 2%

Percentage
2%
Castrol
0%
10% Mak
26% Motul
14%
Shell
H.P.
16% 14% Reliance
Masterline
18%
Castle

ANALYSIS:

 26% respondent sell Castrol oil

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  14% respondent sell Mak oil
 18% respondent sell Motul oil
 16% respondent sell Sheel oil
 14% respondent sell H.P oil
 10% respondent sell Masterline oil
 2% respondent sell castle oil

INTERPRETATION:

According to analysed data researcher can interpret that most of the respondents recognises
Castrol Company i.e around 26% people. Motul is Second most recognized company as 18%
of respondents and 10% respondent are selling Masterline oil. So remaining respondents are
selling other brand of oil. Masterline is less with only 10% of recall as it needs to works more
on positioning the Brand by different strategies.

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Question No: 6.2 why do you prefer to sell the above answered product?

Prefer Percentage
Because of good Quality 42%
Customer demand 26%
Gets good Margin on sale of a product 28%
Good Service and Distribution Policies 4%

ANALYSIS:

 42% respondents prefer to sell product because of good quality.

 26% respondents prefer to sell product because of customer demand.
 28% respondents prefer to sell product because of Gets good Margin on sell of a
product.
 4% respondents prefer to sell product because of Good Service and Distribution
Policies.

INTERPRETATION:

According to above result 42% of respondent is preferred to sell the product because of gets good
quality of a product. So remaining respondent were preferred to sell the product because of gets
good Margin on sell of a product.

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.Question No: 6.3 which brand of oil customers mostly prefer?

Brand Percentage
Castrol 36%

Mak 20%

Motul 14%

Shell 12%

H.P. 12%

Reliance 2%

Masterline 4%

ANALYSIS:

 36% respondents are given responses the customers mostly prefer the Castrol oil
brand.
 20% respondents are given responses the customers mostly prefer the Mak oil brand.
 14% respondents are given responses the customers mostly prefer the Motul oil
brand.

30
  12% respondents are given responses the customers mostly prefer the Shell oil brand.
 12% respondents are given responses the customers mostly prefer the H.P oil brand.
 2% respondents are given responses the customers mostly prefer the Reliance oil
brand.
 4% respondents are given responses the customers mostly prefer the Masterline oil
brand.

INTERPRETATION:

According to above result 36% of customers mostly prefer the Castrol oil brand. Mak is
Second most recognized brand as 18% of customers mostly prefer. So remaining customers
prefers other oil brand.

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Question No: 6.4 as per your opinion which oil brand is best?

Brand Percentage
Castrol 52%

Mak 12%

Motul 14%

Shell 12%

H.P. 8%

Reliance 0%

Masterline 2%

ANALYSIS:

 52% respondents according to the Castrol oil are best.

 12% respondents according to the Mak oil are best.
 14% respondents according to the Motul oil are best.
 12% respondents according to the Shell oil are best.
 8% respondents according to the H.P oil are best.
 2% respondents according to the Masterline oil are best.

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INTERPRETATION:

According to above result 52% respondent give responses to Castrol oil is best. As per other
respondents other oil brand is best.

33
Question No: 6.5 have you heard about Masterline company product?

RESPONSE PERCENTAGE

YES 67.3 %

NO 32.7%

ANALYSIS:

 67.3 % respondents are given responses they heard about the company product.
 32.7 % respondents are given responses they not heard about the company product.

INTERPRETATION:

As per above result 67.3 % respondent heard about the Masterline company product & 32.7
% respondents are not heard about the product so company want to more advertise or more
contact to buyer to help the increases the company sale.

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Question No: 6.6 did customer give you any feedback about any product?

RESPONSE PERCENTAGE

YES 78%

NO 22 %

ANALYSIS:

 78% respondents are given responses the customer give feedback about product.
 28% respondents are given responses the customer not give feedback about product.

INTERPRETATION:

As per the result 78% of customer gives feedback about product to the seller. And other does
not gives his feedback about product to the seller.

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Question No: 6.7 please tick on appropriate option which you feel as most suitable option.
1= Strongly Agree 2= Agree 3= Neutral 4= Disagree 5= Strongly Disagree. Number of
responses:

A) Overall margin or product offered by national brand is satisfactory

SATISFIED RESPONSES

Strongly Agree 14%

Agree 72%

Neutral 14%

Disagree 0

Strongly Disagree 0

Sales
00

14% 14% Strongly Agree

Agree
Neutral
Disagree
Strongly Disagree
72%

ANALYSIS:

 14% of respondents are Strongly Agree with overall margin or product.

 72% of respondents are Agree with overall margin or product.
 14% of respondents are neutral with overall margin or product.

36
INTERPRETATION:

As per above result Maximum respondents were satisfied with overall margin or product
offered by national brand.

37
B) Quality of the national brand product is meeting the customer expectation.

SATISFIED RESPONSES

Strongly Agree 20%

Agree 63%

Neutral 18%

Disagree 0

Strongly Disagree 0

RESPONSES
00

18% 20% Strongly Agree

Agree
Neutral
Disagree

63% Strongly Disagree

ANALYSIS:

• 20% of respondents are Strongly Agree with quality of the national brand.
• 63% of respondents are Agree with quality of the national brand.
• 18% of respondents are neutral with quality of the national brand.

INTERPRETATION:

As per above result Maximum respondents were satisfied with Quality of the national brand
product is meeting the customer expectation. So other not much satisfied the company
services.
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C) Companies follow the schedule & timelines for delivering the products

SATISFIED RESPONSES

Strongly Agree 16%

Agree 70%

Neutral 14%

Disagree 0

Strongly Disagree 0

RESPONSES
00

14% 16% Strongly Agree

Agree
Neutral
Disagree

70% Strongly Disagree

ANALYSIS:

• 16% of respondents are Strongly Agree with the delivering the products.
• 70% of respondents are Agree with the delivering the products.
• 14% of respondents are neutral with the delivering the products.

INTERPRETATION:

As per above result Maximum respondents were satisfied with the company services and
delivering the products. So other not much satisfied the company services.

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D) Customer expect products in less cost

SATISFIED RESPONSES

Strongly Agree 29%

Agree 61%

Neutral 8%

Disagree 2%

Strongly Disagree 0

RESPONSES
2% 0

8% Strongly Agree
29% Agree
Neutral
Disagree
61%
Strongly Disagree

ANALYSIS:

• 29% of respondents are Strongly Agree with the Customer expect products in less
cost.
• 61% of respondents are Agree with the Customer expect products in less cost.
• 8% of respondents are neutral with the Customer expect products in less cost.
• 2% of respondents are disagree with the Customer expect products in less cost.

INTERPRETATION:

As per above result Maximum respondents were satisfied with the Customer expect products
in less cost.

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E) Range of automotive lubricants is sufficient

SATISFIED RESPONSES

Strongly Agree 12%

Agree 66%

Neutral 22%

Disagree 0

Strongly Disagree 0

RESPONSES
00

12% Strongly Agree

22%
Agree
Neutral
Disagree
66% Strongly Disagree

ANALYSIS:

 12% of respondents are Strongly Agree with Range of the products.

 66% of respondents are Agree with the Range of the products.
 22% of respondents are neutral with the Range of the products.

INTERPRETATION:

As per above result Maximum respondents were satisfied with Range of the products.

41
F) Automotive lubricant market is expanding at significant speed

SATISFIED RESPONSES

Strongly Agree 14%

Agree 72%

Neutral 14%

Disagree 0

Strongly Disagree 0

RESPONSES
0 0

14% 14% Strongly Agree

Agree
Neutral
Disagree
Strongly Disagree
72%

ANALYSIS:

 14% of respondents are Strongly Agree with automotive lubricant market.

 72% of respondents are Agree with automotive lubricant market.
 14% of respondents are neutral with automotive lubricant market.

INTERPRETATION:

As per above result Maximum respondents were satisfied with the lubricant market is
growing at significant speed.

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G) Automotive lubricant companies support you by promotional activities

SATISFIED RESPONSES

Strongly Agree 14%

Agree 62%

Neutral 22%

Disagree 2%

Strongly Disagree 0

RESPONSES
2% 0

14% Strongly Agree

22%
Agree
Neutral
Disagree
62% Strongly Disagree

ANALYSIS:

• 14% of respondents are Strongly Agree with Automotive lubricant market.

• 62% of respondents are Agree with Automotive lubricant market.
• 22% of respondents are neutral with automotive lubricant market.
• 2% of respondents are dis agree with Automotive lubricant market.

INTERPRETATION:

As per above result Maximum respondents were satisfied with lubricant companies support
you by publicity actions.

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H) Customer knows very well about automotive lubricant brand

SATISFIED RESPONSES

Strongly Agree 14%

Agree 70%

Neutral 14%

Disagree 2%

Strongly Disagree 0

RESPONSES
2%
0

14% 14% Strongly Agree

Agree
Neutral
Disagree

70% Strongly Disagree

ANALYSIS:

 14% of respondents are Strongly Agree with the customer knows about the products.
 70% of respondents are Agree with the customer knows about the products.
 14% of respondents are neutral with the customer knows about the products.
 2% of respondents are disagree with the customer knows about the products.

INTERPRETATION:

As per above result Maximum respondents were satisfied with Customer knows about
automotive lubricant brand.

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Question No: 6.8 you are overall satisfied with the company which products you sell through
your outlet.

SATISFIED PERCENTAGE

Strongly Agree 10 %

Agree 76%

Neutral 12%

Disagree 2%

Strongly Disagree 0%

ANALYSIS:

 10 % of respondents are Strongly Agree with company product.

 76 % of respondents are Agree with company product.
 12 % of respondents are Neutral with company product.
 2 % of respondents are Disagree with company product.
 0 % of respondents are Strongly Disagree with company product.

INTERPRETATION:

As per above result Maximum respondents were satisfied with company products.

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Question No: 6.9 are you satisfied with the product you sell?

SATISFIED PERCENTAGE

YES 91.8 %

NO 8.2%

ANALYSIS:
 91.8 % respondents are given responses they satisfied about the company product.
 8.2 % respondents are given responses they not satisfied about the company product.

INTERPRETATION:

According to above result 91.8% respondents were satisfied with the product which they sell.
So remaining were not satisfied with the product which they sell.

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Question No: 6.10 which offer generally companies offer to you?

Offers Percentage

Discount 44%

Incentives 8%
Scheme 48%

ANALYSIS:

 44% Respondents Company offer a discount.

 8% Respondents Company offer a incentives.
 48% Respondents Company offer a scheme.

Interpretation:

According to the result 44% of companies offer a discount and 48% of companies offer a
scheme. And only 8 % of companies offer a incentives to the retailers.

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Question No: 6.11 what factors you consider most while buying a product?

FACTORS PERCENTAGE

Price to customer 36.7 %

Quality of the product 38.8%

Margin to be received on sale of a 24.5%

product

ANALYSIS:

 36.7% of respondents are concentrating the factors of Price to customer.

 38.8 % of respondents are concentrating the factors of Quality of the product.
 24.5 % of respondents are concentrating the factors of Margin to be received on sale
of a product.

Interpretation:

According to above result Maximum of respondent was concentrating the factors because of
Price to customer. So remaining respondents was concentrating the factors because of Quality
of the product and Margin to be received on sale of a product.

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Question No: 6.12 Your Firm’s Annual turnover is________

TURN OVER PERCENTAGE

10 lakhs – 20 lakhs 26 %

21 lakhs – 30 lakhs 50 %

31 lakhs – 40 lakhs 20 %

41 lakhs – 50 lakhs 4%

PERCENTAGE
4%

20% 26% 10 lakhs – 20 lakhs

21 lakhs – 30 lakhs
31 lakhs – 40 lakhs
41 lakhs – 50 lakhs
50%

ANALYSIS:

 26 % respondent’s turnover is 10 lakhs – 20 lakhs between.

 50% respondent’s turnover is 21 lakhs – 30 lakhs between.
 20 % respondent’s turnover is 31 lakhs – 40 lakhs between.
 4% respondent’s turnover is 41 lakhs – 50 lakhs between.

INTERPRETATION:

According to above result Maximum of respondent’s Turnover is 21 lakhs – 30 lakhs

between so company more focus on that & Less respondent are 41 lakhs – 50 lakhs between
so company want to increases more buyer that between.

49
7. FINDINGS:

 According to analyses data researcher can interpret that most of the respondents
recognises Castrol Company i.e around 26% people. Motul is Second most
recognized company as 18% of respondents and 10% respondent are sells masterline
oil. So remaining respondents are selling other brand of oil. Masterline is less with
only 10% of recall as it needs to works more on positioning the Brand by different
strategies.
 Most of the respondent’s is preferred to sell the product because of gets good quality
of a product. So remaining respondents are preferred to sell the product because of
gets good Margin on sell of a product.
 Most of the respondent’s was concentrating the factors because of Price to customer.
So remaining respondents was concentrating the factors because of Quality of the
product and Margin to be received on sale of a product.
 Most of the respondent give responses to Castrol oil are best. As per other
respondents other oil brand is best.
 Most of the respondent’s heard about the Masterline company product & 32.7 %
respondents are not heard about the product so company want to more advertise or
more contact to buyer to help the increases the company sale.
 Most of the respondents were satisfied with Range of the products.
 According to analyses data 36% of customers mostly prefer the Castrol oil brand.
Mak is Second most recognized brand as 18% of customers mostly prefer. So
remaining customers prefer other oil brand.
 Most of the respondent’s Turnover is 21 lakhs – 30 lakhs between so company more
focus on that & Less respondent are 41 lakhs – 50 lakhs between so company want to
increases more buyer that between.

50
8. SUGGESTIONS:

The Data indicated that there is huge market in the Indian lubricant industry. Thus the
masterline lubricant product should differentiate themselves from their competitors
because data says there are some other companies are come up with our product, even
better than past and even better for future, so that they promote their products.

Nearly 18% of the customer are interested to sale product. Thus the suggestion want
to give is, Try to keep the buyer interest in product, and don’t give the chance to the buyer
to get dissatisfied. Company have a very less buyer so keep focus on that and increases
buyer. Which may probably result of changing their perception, with the help of
maintaining the quality and services.

According to the survey most of the buyers look at quality and service. The company
has always kept the best quality for his product and also has been successful in it.

51
9. CONCLUSION:

Based on the data analysis, I conclude that when buyer purchases a product, price and
quality of product is influence him to buys a product, and also customers choose the well
quality product.

The study shows that the company product have a great place in consumer mind, when
buyer go for purchasing a product, they prefer to purchase a good price and good quality
product, so company may not fails in market because company is meant for quality products,
and they wants stands in first level in the market. Masterline lubricant product has good brand
name in lubricant. Usually, dealers may purchase company product because they might have
heard before about product or they have some information about them from other sources,
like contact, newspapers, website etc.

This study also explains that customers trust the quality product. The Data shows that the
buyer get the product at the price of Rs. 6lakh to 10lakh most of buyer are interested to buy a
product. The masterline lubricant product are try to track of the dealers.

52
10. BIBLIOGRAPH:

 www.grandviewresearch.com
 www.mordorintelligence.com
 groups.google.com
 http://www.nevillewadia.com
 www.google.co.in
 www.techsciresearch.com
 en.wikipedia.org
 http://www.masterlineworld.com
 www.indiamart.com
 www.tradeindia.com
 www.niir.org

53
 QUESTIONNAIRE

Name : Firm’s Name:

Address :

1) Which types of oil do you sell from your shop?

a) Castrol b) Mak c) Motul

d) Shell e) H.P. f) Reliance

g) Masterline h) Other____________________________

2) Why do you prefer to sell the above answered product?

a) Because of good Quality

b) Customer demand

c) Gets good Margin on sale of a product

d) Good Service and Distribution Policies

e) Other_________________

3) Which brand of oil customers mostly prefer?

a) Castrol b) Mak c) Motul d) Shell

e) H.P. f) Reliance g) Masterline

h) Other_________________

4) As per your opinion which oil brand is best?

a) Castrol b) Mak c) Motul

d) Shell e) H.P. f) Reliance

g) Masterline h) Other__________________________

5) Have you heard about masterline company product?

a) YES b) NO

6) Did customer give you any feedback about any product?

a) YES b) NO

54
7) Please tick on appropriate option which you feel as most suitable option

Sr. Statement Strongly Agree Neutral Disagree Strongly

No. Agree Disagree
1 Overall margin or product
offered by national brand is
satisfactory
2 Quality of the national brand
product is meeting the
customer expectation
3 Companies follow the schedule
& timelines for delivering the
products
4 Customer expect products in
less cost
5 Range of automotive lubricants
is sufficient
6 Automotive lubricant market is
expanding at significant speed
7 Automotive lubricant
companies support you by
promotional activities
8 Customer knows very well
about automotive lubricant
brand
8) You are overall satisfied with the company which products you sell through your outlet.

a) Strongly Agree b) Agree c) Neutral d) Disagree e) Strongly Disagree

9) Are you satisfied with the product you sell?

a) YES b) NO

10) Which offers generally companies offer to you?

a) Discount b) Incentives

c) Scheme d) Other

11) What factors you consider most while buying a product?

a) Price to customer b) Quality of the product

c) Margin to be received on sale of a product

d) Any other Specify_________________

12) Your Firm’s Annual turnover is________

a) 10 lakhs – 20 lakhs b) 21 lakhs – 30 lakhs

c) 31 lakhs – 40 lakhs d) 41 lakhs – 50 lakhs

55