Castrol India Limited: An Innovative Distribution Channel Harvard Case Solution & Analysis

Castrol India Limited: An Innovative Distribution Channel Case Solution

This is just an excerpt. This case is about SALES & MARKETING

PUBLICATION DATE: September 22, 2016

In January 2006, the basic supervisor of sales at Castrol India Limited was worried. Sales of Castrol bike oil for four-stroke engines was far lower than it needs to be, specifically when thinking about the 5 million motorbikes being contributed to Indian roadways each year. The majority of bike oil modifications happened in franchised workshops throughout the service warranty duration and in non-franchised workshops after the service warranty duration. The basic supervisor desired to increase the sales of Castrol oil in the extra parts stores and non-franchised sessions that serviced India's growing after-market. The basic supervisor required a distribution technique that would appeal to the existing suppliers and improve Castrol Oil India's sales without rising expenses to the business.

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