KENYA MARKET

2012
Volumes in Kls

Total Estimated Volume Lubricants Industry Kenya

57,250

PCMO

14,000

HDEO

22,000

MCO

400

GREASES

1,200

MARINE OILS

2,300

INDUSTRIAL OILS
`
SPECIALTIES & PETROLATUMS

13,000
4,350
57,250

%age

24%
38%
1%
2%
4%
23%
8%
100%

HDEOs
PRODUCT GROUP KENYA CONSUMPTION

2012

22,000 kls

CUSTOMER GROUP

Car
Owners/Drivers Taxi Courier

OEM Factory

Agricultural
companies

Govt

Rail

Industry

Truck / Bus

Construction

SALES CHANNEL
Retail Outlets

%age

Retail Outlets / Service Stations

Autoparts Shops / Retailers

150

%age

Autoparts Shops / Retailers

OEMs Service Centres

%age

%age

Independent service centres

Industry Direct

%age

Industry direct

Initial fills OEM

%age

Initial fills OEM

Distributor

Distributor

40%
176

OEMs Service Centres

Independent service centres

34%

%age

28%

2,341
60%

5,016

0%

0%

15%

0%

20%

17%

10%

0.0

0.0

165.0

0.0

220.0

1309.0

176.0

0%

15%

10%

0%

0%

0.0

66.0

110.0

0.0

0.0

34%

2,618

6%

0%

10%

10%

0%

10%

7%

3%

92

501.6

0.0

44.0

110.0

0.0

110.0

539.0

52.8

5%

5%

0%

10%

5%

0%

0%

2%

0%

22

418

0.0

44.0

55.0

0.0

0.0

154.0

0.0

0%

0%

100%

60%

55%

100%

65%

0.0

0.0

220.0

264.0

605.0

880.0

715.0

0%

0%

0%

0%

0%

0%

0%

0%

0%

0.0

0.0

0.0

0.0

0.0

0.0

0.0

0.0

0.0

0%

1%

0%

5%

5%

0%

5%

0%

5%

0.0

83.6

0.0

22.0

55.0

0.0

55.0

0.0

88.0

40%

20%

8021.2

36%

1449.8

7%

693.0

3%

7172.0

33%

2%
35.2

21%

3,080

4360.4

80%

1408.0

0.0

303.6

PCMOs
PRODUCT GROUP KENYA CONSUMPTION

2012

14,000 kls

CUSTOMER GROUP

Car
Owners/Drivers Taxi Courier

Renta Car

Agricultural Company Car

Govt. Users company Fleets

OEM

SALES CHANNEL
Retail Outlets

%age

Retail Outlets / Service Stations

Autoparts Shops / Retailers

%age

%age

OEMs Service Centres

Independent service centres

%age

Independent service centres

Quicklubes

%age

Quick Lubes

Industry Direct

%age

Industry direct

Initial fills OEM

%age

Initial fills OEM

Fleet commercial

%age

Fleet & Commercial

Distributor

Distributor

20%

0%

0%

0%

5%

10%

0%

1176

0.0

0.0

0.0

35.0

126.0

0.0

40%

2,240

Autoparts Shops / Retailers

OEMs Service Centres

32%

1792

%age

61%

3,587

0%

0%

20%

20%

0%

0%

0.0

0.0

84.0

140.0

0.0

0.0

22%

5%

0%

0%

7%

0%

80%

0%

1232

294.0

0.0

0.0

29.4

0.0

1008.0

0.0

1%

10%

0%

0%

0%

0%

10%

0%

56

588

0.0

0.0

0.0

0.0

126.0

0.0

5%

4%

0%

0%

0%

0%

0%

0%

280

235.20

0.00

0.00

0.00

0.00

0.00

0.00

0%

0%

0%

0%

60%

70%

0%

0%

0.0

0.0

0.0

0.0

252.0

490.0

0.0

0.0

0%

0%

0%

100%

0%

0%

0%

0%

0.0

0.0

0.0

140.0

0.0

0.0

0.0

0.0

0%

0%

0%

0%

0%

0%

0%

0%

0.0

0.0

0.0

0.0

0.0

0.0

0.0

0.0

0%

0%

0%

0%

13%

5%

0%

0%

0.0

0.0

0.0

0.0

54.6

35.0

0.0

0.0

40.00%

42.00%

0.00%

1.00%

3.00%

5.00%

9.00%

0.00%

5600.0

5880.0

0.0

140.0

420.0

700.0

1260.0

0.0

3129.0

22%

6050.8

43%

2563.4

18%

770.0

6%

515.2

4%

742.0

5%

140.0

0.0

89.6
14000

TOTAL OF TOTAL (%)

TOTAL OF TOTAL (ML)

100.00% %

14000 ML

14000

GREASES
PRODUCT GROUP KENYA CONSUMPTION
CUSTOMER GROUP

Manufac OEM
turing
Service Govt

SALES CHANNEL
Retail Outlets

%age

0.0%

Retail Outlets / Service Stations

0.0%

10.0%

2.4

0%

0%

5%

1.2

0%

0%

0%

0.0

0.0

0%

0%

0%

0.0

0%

0%

0%

0.0

0.0

0.0

90%

100%

80%

270.0

24.0

19.2

10%

0%

5%

30.0

0.0

1.2

TOTAL OF TOTAL (%)

25.00%

2.00%

2.00%

TOTAL OF TOTAL (ML)

300.0

24.0

24.0

Autoparts Shops / Retailers

%age

Autoparts Shops / Retailers

OEMs Service Centres

%age

OEMs Service Centres

Independent service centres

%age

Independent service centres

Quick Lube

%age

Quick Lube

Industry Direct

%age

Industry direct

Distributor

Distributor

%age

2012

1,200 kls

CUSTOMER GROUP

Taxi
Matatu
55.0%

Own
Car
Construction driver
10.0%

Agricult Truck &

ure
Bus

25.0%

15.0%

19.0%

132.0

18.0

30.0

1.8

57.0

40%

2%

20%

10%

20%

96.0

3.6

24.0

1.2

60.0

5%

3%

20%

10%

5%

12.0

5.4

24.0

1.2

15.0

0%

0%

20%

5%

2%

0.0

0.0

24.0

0.6

6.0

0%

0%

15%

0%

0%

0.0

18

0%

80%

0%

55%

54%

0.0

144.0

0.0

6.6

162.0

0%

5%

0%

5%

0%

0.0

9.0

0.0

0.6

0.0

20.00%

240.0

15.00% 10.00%

180.0

120.0

1.00%

12.0

241.2

20%

186.0

16%

57.6

5%

30.6

3%

18.0

2%

625.8

52%

40.8

3%

1200

100%

25.00% 100.00%

300.0

1200 ML

Specialities
PRODUCT GROUP CONSUMPTION

4,350
5

Industry/
Manufact
Taxi
uring
Matatu

Bus &
Truck

SALES CHANNEL
Service Stations(%)

%age

Service Stations
Autoparts

35
%age

Autoparts
OEM Service

%age

%age

Distributors
TOTAL OF TOTAL (%)
TOTAL OF TOTAL (ML)

%age

0.0%

30.0%

104

0.0%

60.0%

208.8

5%

17

Industry Direct
Distributors

15.0%

52

OEM Service
Industry Direct

10.0%

0%

5%

17

70%

100%

0%

244

3045

0%

0%

5%

17.4

8.00%

70.00%

8.00%

348.0

3045.0

348.0

KLs
4

Owner
Car
Driver Construction

30.0%

78
40.0%

104

Agriculture

10.0%

26
2.0%

15.0%

13

20%

3%

10%

52

80%

60%

209

256.65

10.0%

0%

Total

52

10%

5%

5%

26.1

13.05

4.35

6.00%

6.00%

2.00%

261.0

261.0

379.32
103.53
3549.60
60.90
100.00% %

87.0 4350.00 ML

100.00%

Industrial Oils
PRODUCT GROUP CONSUMPTION

13,000

KLs

Pulp & paper

Sugar

Govt

Building &
Construction

Textile

Cement &
Quarrying

Powe
Generation

General
Manufacturing Total

SALES CHANNEL
Industrial Direct Selling (%)

%age

Reseller / Distributor

Reseller / Distributor

90%

1,287

Industrial Direct Selling (ML)

%age

100%

3,250

10%

143

0%

80%

312
20%

78

90%

1,404
10%

156

85%

774
15%

137

90%

1,404

100%

910

10%

156

0%

60%

1,794 11134.50
40%

1,196

1865.50
13000.00

TOTAL OF TOTAL (%)

TOTAL OF TOTAL (ML)

11.00%

25.00%

3.00%

12.00%

7.00%

12.00%

7.00%

1430.0

3250.0

390.0

1560.0

910.0

1560.0

910.0

23.00%

100.00% %

2990.0 13000.00 ML

70.00%