F l e e t M a r k e t S t u d y

Havill & Company, Inc.

The DOE-EPA Regulated Commercial Fleet Market Fuels, Equipment, and Services

Forecast 1994-2000

The Fleet Vehicle Market•Vehicle Demographics•Fuel Consumption

The Retail Refueling Market

Overall Market Dynamics

The On-Site Refueling Market

Havill’s 1995 Fleet Study is one of the most comprehensive studies of the commercial fleet fueling market. The study analyzed...

Havill & Company’s Fleet Study

Sedans and light duty trucks are the largest vehicle segments of

the 4+ fleet population.

0

2,000

4,000

6,000

8,000

10,000

12,000

Sedans LDtrucks

Vans HDtrucks

Off-road MDtrucks

Tractors Buses Wagons

Number of vehicles in the 4+ fleet market

Consumer vehicles, sedans fleets 1-3, & off-road fleets 1-3

63%

Fleet Vehicles37%

While commercial vehicles make up only 37% of the total vehicle population...

Total US Vehicle Population

Consumed by consumer vehicles, sedans fleets 1-

3, & off-road fleets 1-358%

Consumed by fleet vehicles

40%

Non-vehicle consumption2%

…they account for over 40% of the total US fuel consumption.

Total Consumption by End User

Commercial Fleet Market Segmentation

Because of the diversity of the commercial market, the study analyzed 9 discrete segments:

• Agriculture• Construction• Government• Manufacturing• Over the Road Carriers• Retail• Service• Utility• Wholesale

Vehicle refueling habits varied dramatically from the average miles each segment traveled to

their retail facility...

0

1

2

3

4

5

6

7

8

9

OTR Ag. Govt. Utl. Mfg. Whls. Cnst. Rtl. Srvc.

Miles traveled

`

…to the importance of the services and amenities their facilities offer.

0%

10%

20%

30%

40%

50%

60%

Facility attrib. Pmt. method Equip. Merch. offerings Veh. services

Total percent reporting importance

In addition to the distance fleets

travel to their retail facilities and

the importance of services and

amenities, the study also

analyzed...• fuel quality perceptions,• consumption

characteristics,• and payment methods

for each of the 9 business segments.

On-Site Versus Off-Site Refueling

On-Site Consumption

24%

Off-Site Consumption

76%

The government segment is the largest contributor to the on-site fleet

fuel consumption.

0

1,000

2,000

3,000

4,000

5,000

6,000

7,000

8,000

9,000

Cnst. Govt. OTR Mfg. Ag. Srvc. Whls. Rtl. Utl.On-site gals. Off-site gals.

In recent years, on-site refueling has been on the decline...

0

100000

200000

300000

400000

500000

600000

700000

800000

900000

1989 1991 1995

I/C USTs

…and the EPA regulations have been the primary reason for that decline.

0%

10%

20%

30%

40%

50%

60%

UST regs Operating expenses Liability

Percent of managers indicating reason for closing

The study forecasts that 9% of the current on-site gallonage will move off-

site by 1998...

Facilities in Compliance52%

UST Facilities Upgrading28%

Converting to ASTs11%

Closing UST Facilities9%

resulting in a 5 billion gallon opportunity for marketers.

Presentation

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Presentation

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