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Main Industry Energy and natural resources Commercial Fuel Cards in Europe: Obstacles and Opportunities
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Energy and natural resources / REPORT INFORMATION

Commercial Fuel Cards in Europe: Obstacles and Opportunities

DateJun, 2006
Pages25
Price / format€2991 / Electronic (PDF)
€3290 / Site License
€5981 / Enterprisewide

€2 991 

Report Information | Custom-Tailored Research | Product Trade Lead


Abstract:
 As many of Europes commercial fuel card markets reach saturation point there is a need to identify untapped investment potential. This brief highlights the markets and segments offering the greatest opportunity for fuel card business growth and examines customer attitudes towards card usage, the key competitive obstacles and provides suggestions on how they can be overcome.

Scope of this title:
- A comprehensive overview of fuel card volume sales, market value, network penetration and brand awareness across 18 European countries.
- An understanding of fleet manager attitudes towards fuel cards, contact channels and providers customer service performance.
- A quantitative comparison of the competitive dynamics that currently drive Europes five key untapped fuel card markets.
- An in-depth assessment of the obstacles to successful entry that exist in the main fuel card markets and practical suggestions on how to surpass them.

Highlights of this title:
- Europes fuel card market has genuine untapped potential. The regional fuel card market was worth EUR56 billion in 2004, 54% of which was concentrated in countries where commercial oil card volumes accounted for less than a fifth of national fuel sales.
- Former state incumbents provide a notable barrier to new entrants. With a 40% acceptance rate across all Spains petrol stations, Repsols card network coverage is over two times larger than nearest rival Cepsa. Repsol also has the lions share of the Spanish oil card market with a 60% volume share.
- Poland provides the best opportunity for fuel card market penetration. Uncertainty surrounding the quality of PKN Orlens fuel card customer service provides an opportunity for new entrants and existing providers to challenge its dominance. Some 36% Polish managers could not name the best card provider in their market.

Reasons to order your copy:
- Evaluate Europes commercial fuel cards markets by volume and sales value whilst identifying those with the greatest untapped potential.
- Identify potential barriers to operating successfully in key fuel cards markets and establish appropriate strategies to overcome them.
- Gain insight into the European competitive landscape including sector concentration and average network coverage of the major oil card providers.









Table of contents:
 OUR VIEW 1

CATALYST 1

SUMMARY 1

METHODOLOGY 1

ANALYSIS 2
Poland provides the best opportunity for fuel card business growth 2
Polands fuel card market has the greatest untapped potential, but time is of the essence 2
Quality customer service is the key to unlocking Polands potential 3
Uncertainty over the merits of PKNs fuel card provision provides an opportunity 4
Successful entry into Poland could be achieved via telecoms channels 5
The Repsol brand represents a formidable barrier to entry into Iberia 6
Any attempt to compete with Repsol in Iberia must be on the basis of customer service 7
Successful entry into Spain and Portugal would require people on the ground 8
The majority of Iberian fleet managers have not been approached by a fuel card provider 9
Supermarket strength undermines the potential to develop a fleet fuel card proposition in France 10
Untapped potential in Italys fuel market is limited by a wider averseness to commercial card use 11
Former state incumbents provide a notable barrier to new entrants 12
PKN Orlen remains key adversary to potential Polish entrants 12
Repsol is the dominant Spanish fuel card provider 13
Galps fuel card market share reflects its Portuguese incumbent status 14
Agip dominates Italy with a critical 25% network penetration 15
Total controls the lions share of French fuel card volumes 16
Europes fuel card market has genuine untapped potential 17
Core untapped markets have divergent characteristics requiring different entry strategies 17
Fuel card penetration varies significantly across Europe 18
An all round package is key to being a successful European fuel card provider 19
Shell and BP provide a large obstacle to any provider looking to enter Europes fuel card market 20
A significant proportion of non-fuel card users perceive their company to be too small to benefit from using a provider 21
Europes Ђ56 billion fuel card market has untapped potential 22

APPENDIX 23
Extended Methodology 23
Our 2005 fleet survey targeted fleet managers across 5 European markets 23
In total the sample includes 1,474 responses across the 5 markets and 5 segments 24
Further reading 25
Ask the analyst
List of Figures
Figure 1: Polish fuel card market overview versus the European average 2
Figure 2: Question: You have chosen PKN Orlen as the best Polish fuel card provider, why is this the case? 3
Figure 3: Question: Which fuel card provider do you believe is the best in the Polish market? 4
Figure 4: Question: Which is your preferred channel of contact? 5
Figure 5: Question: Who would you say are the three main fuel card operators in your market? 6
Figure 6: Question: You have chosen Repsol as the best Iberian fuel card provider, why is this the case? 7
Figure 7: Question: Which is your preferred channel of contact? 8
Figure 8: Question: Have any fuel card providers approached you over the last 12 months? 9
Figure 9: Market share by fuel volume sales, 2004 10
Figure 10: Commercial card use in Europes five largest fuel markets, 2004 11
Figure 11: Network acceptance and Volume market share 12
Figure 12: Network acceptance and Volume market share 13
Figure 13: Network acceptance and Volume market share 14
Figure 14: Network acceptance and Volume market share 15
Figure 15: Network acceptance and Volume market share 16
Figure 16: Untapped fuel card markets: concentration versus coverage 17
Figure 17: Active fuel cards per CRT and fleet vehicle 18
Figure 18: Question: You have chosen Shell as the best card provider, why is this the case? 19
Figure 19: Question: Who would you say are the three main fuel card operators in your market? 20
Figure 20: Question: What is the main reason for not using a fuel card? 21
Figure 21: Europes fuel card market by value, 2004 22
Figure 22: Responses, by market and segment 24
Figure 23: Country-specific value, vehicle and volume breakdowns 25




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