Market Research @ Vietnam: Chevron Caltex Lubricant Vietnam updated

Chevron Caltex Company Report - Market Research Vietnam

Chevron Caltex Lubricant Vietnam market research report conducted by NMK LLC, a market research agency in Vietnam, has been released in 2018. The research is focused on Chevron Caltex Vietnam marketing regime, policies, products, and distribution system.


Chevron Lubricant Vietnam Co.,Ltd, known as Caltex in Vietnam, located in Dinh Vu, Hai Phong, Vietnam. Chevron, 100% foreign owned company, has capital of 14.5 million US$ and provide lubricant and greese products in Vietnam since 1936.

In 1936, Caltex opened business in Vietnam and closed its business in 1975, right after civil war ended. Caltex came back to Vietnam to open representative office in 1994 and built a plant in Hai Phong 5 years later. In 2007, Caltex mergered with Chevron, and Caltex changed its name to Chevron in Vietnam.

In term of distribution structure, Chevron Vietnam comprises of 03 departments whose control sales business nationwise, including B2C North, B2C South, and B2B.

B2C North & South: these also called Retails Teams. Retails Teams supervise distributors across the country who distributes their products to retail outlets. The main products are MCO, PCMO and industry oils for small and medium enterprises.

B2B: they play two roles in the channel: i. Direct Sales: the company set up the sales target for the team for whole year. ii. Supervision: they control and support their Strategic Distributors whose duty is to distribute products as wholesalers to industry clients. B2B team covers industry and marine business. Unlike B2C, B2B business does not limit the area for strategic distributors.

Sales performance highlights

  • Sales volume
    • Y2016: 32-33 KT
    • Y2017: 29-30 KT, in which:
      • Engine Oil: 75% (MCO: 25%, PCMO, HDEO: 75%)
      • Industrial Oil: 15%
      • Marine Oil: 10%

The company’s sales volume was reported to account for 27-28 KT in November 2017 YTD and forecasted to reach at 29 KT or above for the whole 2017 year, a lower volume compared with budget of 30 KT. Chevron Vietnam reported the high record of sales volume in 2016 since its establishment in 1999 with the volume of 32-33 million litters. The company’s market share is predicted to plunge at 6.2-6.4 percent in 2017, decreasing from 7.4-7.6 percent in 2016. Major products sold are under engine business, accounted for 75% of total sales volume.

Chevron’s market share is forecasted to decrease to 5.5 -6.0 percent in period 2018-2020 due to oversupply of the country. The threaten from new comers like JX Nippon Oil, Idemitsu or other importers are the main reasons to pull its market share back to below 6 percent in the upcoming years.

Main market highlights

Highlights (MCO):

  • Thai Nguyen, Son La
  • Hanoi, Hai Phong, Vinh Phuc, Ninh Binh, Nam Dinh
  • Nghe An, Thanh Hoa
  • Lam Dong, Khanh Hoa, DakLak
  • Ho Chi Minh, Dong Nai
  • Dong Thap. Tien Giang, Long An

Highlights (PCMO, HDEO):

  • Thai Nguyen
  • Ha Noi, Hai Phong, Vinh Phuc
  • Nghe An
  • Lam Dong. Dak Lak
  • Ho Chi Minh, Dong Nai

Highlights (Industrial):

  • Thai Nguyen, Quang Ninh
  • Hanoi, Hai Phong, Bac Ninh, Vinh Phuc
  • Ho Chi Minh, Dong Nai, Binh Duong

Chevron maintained strongly their existence in 39 out of 63 provinces, including: Hanoi, Thai Nguyen, Lam Dong, Bac Kan, Hai Phong, Can Tho, Yen Bai, Vinh Phuc, Tuyen Quang, Thanh Hoa, Son La, Quang Ninh, Phu Tho, Ninh Binh, Nghe An, Nam Dinh, Hung Yen, Ha Giang, Bac Ninh, Hai Duong, Bac Giang, Vung Tau, Tien Giang, Quang Tri, Quang Ngai, Quang Nam, Quang Binh, Long An, Khanh Hoa, Ben Tre, Ca Mau, Hau Giang, Ho Chi Minh, Da Nang, Hue, Dak Lak, Binh Duong, Dong Nai and Dong Thap.

The company continued to keep moderately their existence in 24 remaining provinces.

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