The U.S. Market for Automotive Aftermarket Products Volume II - Category Focus: Hard Parts, Accessories, and Chemicals, 4th Edition

 
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Published Sep 1, 2002 | 378 Pages | Pub ID: LA734975

Special Offer. Now 50% off the original price of $3000.
Volume II devotes separate chapters to each of the three categories—Hard Parts (including hard parts, tires, and batteries), Accessories (covering 13 segments including electronics, custom wheels, truck accessories, lighting, air fresheners, and safety equipment), and Chemicals (motor oil, fluids, additives, and appearance chemicals)—providing a detailed look at sales, marketing, new products, distribution, and retail trends. Each category focus chapter also contains extensive data on, and analysis of, consumer behavior.
I. Executive Overview

    Scope and Methodology
    • Market Definition
      • Replacement Parts and Equipment
      • Accessories
      • Chemicals

    • Basic Market Distinction: OE vs. Replacement Parts
    • Report Methodology

    Market Overview

    • Market to Approach $135 Billion in 2006
    • Table 1-1: U.S. Retail Sales of Automotive Aftermarket Products by Category, 1997-2006 (dollars): Replacement Parts/Equipment, Accessories, Chemicals
    • Replacement Parts Are Bulk of Business
    • Figure 1-1: Share of U.S. Retail Sales of Automotive Aftermarket Products by Category, 1997 vs. 2006 (percent): Replacement Parts/Equipment, Accessories, Chemicals
    • The General Outlook: Continued Steady Growth
    • Hundreds of Companies Compete
    • Pressure On Across All Market Categories
    • Restructuring of Distribution Continues
    • DIY and Service Businesses Merging
    • Independent Auto Parts Stores Survive
    • Average Household Spends $624 on Vehicle Maintenance and Repairs

    Replacement Parts and Equipment

    • Sales to Surpass $104 Billion in 2006
    • Hard Parts Account for More Than Three-Quarters of Replacement Category Sales
    • Proliferation of Makes, Models a Plus for Hard Parts
    • Popularity of Light Trucks, SUVs Boosts Tire Sales
    • Growth in Electronic Components Demands More Powerful Batteries
    • Leading Hard Parts Specialists and Generalists
    • Six Major Tire Marketers
    • Three Dominant Battery Manufacturers
    • Acquisitions a Major, If Risky, Survival Strategy
    • Trends in Hard Parts Follow OE Market
    • Move to Two-Step Distribution in Hard Parts
    • Consumer Purchasing Trends

    Accessories

    • Sales to Top $18 Billion by 2006
    • Electronics More Than One-Quarter of Accessories Sales
    • Accessories Market Set to Rebound from Economic Downturn
    • “Mobile Theaters” Show Rapid Growth
    • Computer Technologies Infiltrate the Car
    • Satellite Radio Blasts Off
    • Automotive Accessories Market Leaders
    • A Shifting Marketerscape
    • Telematics Market Could Soar to $7 Billion
    • Vehicle Electronics Market Driven by Convergence
    • Radar Detector Marketers Lead in Advertising
    • Accessories Boast the Broadest Distribution
    • Truckers at 75% of Specialty Accessories Market

    Chemicals

    • Chemicals Aftermarket to Reach $12 Billion in 2006
    • Functional Subcategory Claims Four-Fifths of Auto Chemicals Sales
    • Motor Oil Has Steady Growth Prospects
    • Slow Growth Expected for Fluid Sales
    • Environmental Regulations Less a Boon to Additive Sales Than Anticipated
    • New Easy-Use Appearance Products Drive Growth
    • Hundreds of Marketers Compete in Chemicals
    • Pennzoil-Quaker State, Valvoline, Castrol Lead in Functional Chemicals
    • Clorox, Turtle Wax Lead in Appearance Chemicals
    • Heat Is On in Automotive Chemicals
    • Seeking Strength in Size
    • Clorox’s STP Has Edge on Competition
    • Field Crowded with Newcomers and Line Extensions
    • New Appearance Products Predominate Among Intros
    • Automotive Chemicals Enjoy Wide Distribution
    • Motor Oil Replacement is Top DIY Chemical Activity

II. Replacement Parts And Equipment

  • Figure 2-1: U.S. Retail Sales of Automotive Replacement Parts and Equipment, 1997-2001 (dollars)

    The Market
    • Market Scope
    • Replacement Category Grows Irregularly, Nears $92.6 Billion
    • Table 2-1: U.S. Retail Sales of Automotive Replacement Parts and Equiment by Subcategory, 1997-2001 (dollars): Hard Parts, Tires, Batteries
    • Passenger Tires Outperform Light Truck Tires in Aftermarket
    • Table 2-2: U.S. Retail Sales of Replacement Tires for Passenger Vehicles and Light Trucks, 1997-2001 (dollars)
    • Tire Shipments Fall in 2001
    • Table 2-3: U.S. Unit Shipments of Replacement Tires for Passenger Vehicles and Light Trucks, 1997-2001 (number)
    • Average Tire Prices Rebound
    • Replacement Battery Market Inches Up to $4.1 Billion in 2001
    • Table 2-4: U.S. Retail Sales of Automotive Replacement Batteries, 1997-2001 (number and dollars)

    Market Composition

    • Hard Parts Account for Almost 80% of Category
    • Hard Parts Sales by Retail Outlet: Auto Dealers Lead
    • Table 2-5: Share of U.S. Automotive Replacement Hard Part Sales by Retail Outlet, 2001 (percent): 9 Retailer Types, Other
    • Independent Tire Dealers Own Nearly 60% of Tire Aftermarket
    • Table 2-6: Share of Automotive Replacement Tire Sales by Retail Outlet, 1997-2001 (percent): 7 Outlet Types
    • Auto Chains, Mass Merchandisers Dominate Battery Aftermarket
    • Table 2-7: Share of Automotive Replacement Battery Sales by Retail Outlet, 2001 (percent): 4 Types of Retail Outlet
    • Aftermarket Share of Tire Shipments Reaches 78%
    • Passenger Tires Dominate Shipments
    • Nearly All Tires Sold Are Radials
    • All-Season Tires Most Popular by Far
    • Blackwalls Gain in Popularity, Whitewalls Decline
    • Performance Tires Gaining Steadily
    • Replacement Units Make Up 80% of Batteries Shipped
    • Battery Sales Are Seasonal

    Factors to Market Growth

    • Proliferation of Makes, Models a Plus for Hard Parts
    • Popularity of Light Trucks, SUVs Boosts Tire Sales
    • Overall Plusses: Size and Age of Vehicle Fleet, More Miles Being Driven
    • Today’s Parts Cost More
    • Weather Takes a Toll on Hard Parts
    • Front-Wheel Drive a Plus for Brake Replacements
    • Steering/Suspension/Drive Train System Sales Should Rise
    • Filters’ Prospects Good
    • Transmission/Engine Fans
    • Engine Hard Parts: Engine Bearings a Bright Spot?
    • Sales of Replacement Headlamps Poised for Growth
    • Oxygen Sensors Have Good Growth Potential
    • DIYers Can Check and Replace Sensors
    • New Electronic Systems Bode Well for Aftermarket
    • Electronic Stability Programs Hold Promise
    • TREAD Act Requires Tire-Pressure Monitoring Systems
    • Replacement Tire Shipments Expected to Rebound
    • Leading Tiremakers Raise Prices in 2002
    • Is U.S. Market Ready for Run-Flat Tires?
    • Growth in Electronic Components Demands More Powerful Batteries
    • Electric Vehicles an Elusive Boon to Battery Marketers
    • Hybrid Vehicles May Hold Greater Promise
    • EV and HEV Sales Expected to Grow Rapidly
    • Competition and Overcapacity Exert Downward Pressure on Prices
    • Increased Durability of Parts and Equipment Also Limiting
    • Vehicles to Contain Fewer Parts
    • Spark Plugs’ Future Cloudy
    • Exhaust Systems Need Less Frequent Replacement
    • Shocks/Struts Face Bumpy Road
    • Figure 2-2: Projected U.S. Retail Sales of Automotive Replacement Parts and Equipment, 2001-2006 (dollars)

    Projected Market Growth

    • Market to Surpass $104 Billion in 2006
    • Table 2-8: Projected U.S. Retail Sales of Automotive Replacement Parts and Equipment by Subcategory, 2001-2006 (dollars): Hard Parts, Tires, Batteries

    The Marketers

    • Approximately 150 Hard Parts Marketers
    • The Grass Is Greener
    • Hard Parts Marketers Use Several Brand Names
    • Specialists and Generalists
    • Big Three Automakers Dominate Overall Aftermarket
    • More Competition in Retail Arena
    • Leading Specialists
    • Leading Generalists
    • Service Specialist Marketers
    • Six Major U.S. Tire Marketers
    • Second-Tier Marketers Keep Pressure On
    • Three Dominant Battery Manufacturers
    • Table 2-9: U.S. Automotive Aftermarket Products: Selected Leading Marketers and Brands of Replacement Parts and Equipment, 2002 (63 Marketers and Their Brands)

    Marketer and Brand Rankings

    • Hard Parts Market Share Estimates Based on Consumer Usage Surveys
      • Oil and Air Filters
      • Spark Plugs
      • Brake Parts
      • Mufflers and Exhaust Systems
      • Shock Absorbers/Struts
      • Alternators/Starters/Ignitions
      • Lighting

    • Goodyear Leads U.S. Replacement Tire Market
    • Table 2-10: Estimated Retail Share of U.S. Light Vehicle Replacement Tire Market, 2001 (percent): 13 Marketers/21 Brands, Others
    • Goodyear Leads in North American OE Tire Market
    • Table 2-11: Estimated Share of Light Vehicle OE Tire Market, 2001 (percent): 5 Marketers
    • Few Tire Marketers Have Single-Source Contracts with Carmakers
    • Johnson Controls Is #1 in Battery Aftermarket
    • #2 Exide Sells More Types of Batteries in More Places
    • Exide Faces Many Troubles
    • GM’s ACDelco Division Is #3
    • Remaining Marketers Account for Much Smaller Shares
    • Majority of Other Marketers’ Batteries Made by Top Three

    Competitive Overview

    • Pressures Intensifying
    • Automakers Expand Aftermarket Efforts: GM Spins Off Delphi
    • Ford Spinoff Visteon Targets Aftermarket
    • Automakers Enjoy Big Production Advantage
    • Plus Vastly Superior Marketing Clout
    • Consumers Resent Higher Costs
    • Other Hard Parts Marketers Have Other Advantages
    • Tire Marketer Continental Grows Hard Parts Business
    • Acquisitions a Major, If Risky, Survival Strategy
    • Mergers and Acquisitions Continue
    • Perils of Acquisition Case History #1: Federal-Mogul Corp.
      • Federal-Mogul Sets Audacious Goal
      • Market Downturn and Asbestos Litigation Send Company Reeling
      • Federal-Mogul Still Not Out of Woods

    • Perils of Acquisition Case History #2: Exide
    • Echlin Acquisition May Yet Fulfill Dana’s Expectations
    • ArvinMeritor Looks to Future
    • Competition and Cooperation in a Global Market
    • Aftermarketers Slim Down to Fatten the Bottom Line
    • Tire Marketers Also Cutting Costs
    • Parts Proliferation a Continuing Problem
    • The Trend to “Preferred Vendors”
    • Brand-Building an Underutilized Resource for Parts Marketers
    • Same Handful of Top Brands Continues to Absorb Ad Dollars
    • Retailers Do Much Parts and Batteries Advertising
    • Brand Names Contend Against Commodity Status of Spark Plugs
    • Competitive Global Market for Replacement Tires
    • Accidents Threaten Firestone Brand’s Future . . .
      • . . . Distribution Strategy Pays Big Dividends

    • Triples U.S. Ad Spending on Bridgestone Brand
    • Goodyear Nearly Doubles Ad Spending; Michelin Reduces Spending
    • The Emergence of Cooper Tire
    • Cooper’s Presence in the Performance Segment
    • Continental to Become More Active in U.S. Market?
    • TBC Is Largest Independent Tire Marketer
    • Replacement Battery Market Increasingly Competitive, Price-Pressured
    • Johnson Controls Works to Build Optima Brand
    • Exide’s Future Cloudy
      • Executives Behave Unscrupulously, Lose Their Jobs, and Face Prison
      • Returning to Financial Health Proves Elusive
      • Exide Files Bankruptcy in April 2002

    • Positive Developments for Exide
    • Delco Trades on Strength of Name
    • Interstate Sells Batteries on Consignment
    • Interstate Diversifies into Retailing to Promote Growth
    • Batteries Plus Targets "Battery-Dependent Society"

    Marketing and New Product Trends

    • Trends in Hard Parts Follow OE Market
    • Aftermarketers Sometimes Innovators, Too
    • Trend to High-Performance Products for Certain Types of Vehicles
    • Electronics Also Changing the Hard Parts Market
    • Change to 42-Volt Systems Just a Matter of Time
    • 25%-35% of Vehicles to Have 42-Volt Systems by 2010
    • Marketers Share Run-Flat Technologies
      • Goodyear Especially Bullish on Run-Flats

    • Longer-Lasting, All-Season Tires Continuing Trends
    • Truck and SUV Tire Sales Pace Replacement Tire Market
    • High-Performance Tires a Growing Segment
    • Embattled Bridgestone/Firestone Dominates Recent Introductions
    • Polyurethane-Based Tires
    • Examples of Advertising
    • Table 2-12: The U.S. Market for Automotive Aftermarket Products: Selected New Product Introductions of Replacement Tires and Batteries, 2001-2002

    Distribution and Retail

    • Move to Two-Step Distribution in Hard Parts
    • Trends in Warehouse Distribution
    • Programmers May Also Become Two-Steppers
    • Leading Auto Parts Chains Target Commercial Sales
    • AutoZone Sets $1 Billion Goal for Commercial Sales
    • CSK Commercial Program Has Highest Sales Per Store
    • Advance Auto, Pep Boys Also Have Wholesale Programs
    • Serving Wholesale Customers Is Costly
    • WDs and Jobbers Sue Auto Parts Chains Over Price Discrimination
      • Chains Allegedly Violate Anti-Trust Laws
      • Auto Parts Chains Buy "At, Near, or Below Cost"
      • Unfair Pricing Has Eliminated Thousands of WDs and Jobbers
      • Case Still Awaiting Trial

    • Independent Auto Parts Stores Survive
    • Tires Typically Follow Three-Step Distribution
    • Two Distribution Methods Dominate in Batteries
    • Tire Retailing Competitive, But Inherent Drawbacks Limit the Field
    • Acquisitions a Key Survival Strategy
    • Penske Auto Centers Bite the Dust
    • Buying Groups Another Survival Strategy
    • Tire Dealers Add Other Services
    • Bridgestone/Firestone Operates Largest Tire Chain
    • Table 2-13: Leading U.S. Tire Retailers by Number of Outlets, 2001 (number): 10 Tire Dealers
    • Wal-Mart Ranks Among Leaders in Dollar Volume

    At the Store Level

    • Margins in Hard Parts Average 40%
    • Brake Parts: High Margins, High Private-Label Representation
    • Filters: Retailers Vie with Service Installers in Fast-Turning Business
    • Exhaust Parts: High-Margin Branded Business at Retail
    • Spark Plugs: Margins Are Low But Rising; Brands Reign Supreme
    • Water Pumps: Margins as High as 49%
    • Batteries, Oil Filters Are Parts Most Often Stocked by Tire Dealers
    • Tire Margins Average 31.5%
    • Batteries Offer Fastest Turns in Study

    The Consumer

    • Average Household Spends $624 on Vehicle Maintenance and Repairs
    • Over $1K in Maintenance and Repair Expenditures in Over-$70K Households
    • 9.4% of Households Purchase Mufflers
    • 96% Purchase Spark Plugs at Auto Parts & Accessory Store
    • 7.4% of Households Purchase Goodyear Tires
    • 30.9% of Households Purchase Passenger Car Tires
    • 17.7% of Households Purchase Pick-Up, SUV, or Van Tires
    • 80% of DIYers Purchase Filters
    • 50% Purchase Battery at Auto Parts & Accessory Store
    • Table 2-14: Average Total Dollar Expenditures on Vehicle Maintenance and Repairs, 1995-2000 (dollars)
    • Table 2-15: Average Expenditures on Vehicle Maintenance and Repairs by Demographic Characteristics: Total Dollars Spent and Percent of Household Expenditures (dollars and percent)
    • Table 2-16: Overview of Yearly Consumer Purchasing: Mufflers, 2001 (percent and number)
    • Table 2-17: Demographic Characteristics Favoring Heavy Purchasing of Mufflers, 2001 (U.S. Households)
    • Table 2-18: Overview of Yearly Consumer Purchasing: Vehicle Tires, 2001 (percent and number)
    • Table 2-19: Overview of Yearly Consumer Purchasing: Passenger Car Tires, 2001 (percent and number)
    • Table 2-20: Demographic Characteristics Favoring Heavy Purchasing of Passenger Car Tires, 2001 (U.S. Households)
    • Table 2-21: Overview of Yearly Consumer Purchasing: Pickup/SUV/Van Tires, 2001 (percent and number)
    • Table 2-22: Demographic Characteristics Favoring Heavy Purchasing of Pickup/SUV/Van Tires, 2001 (U.S. Households)

III. Automotive Aftermarket Accessories

  • Figure 3-1: U.S. Retail Sales of Automotive Aftermarket Accessories, 1997-2001 (dollars)

    The Market
    • Market Scope
    • Methodology for Sales Estimates
    • Retail Sales Near $14 Billion in 2001
    • Table 3-1: U.S. Retail Sales of Automotive Aftermarket Accessories, 1997-2001 (dollars)
    • Electronics the Largest Segment
    • Table 3-2: Estimated Sales of Automotive Aftermarket Accessories by Type, 2001 (dollars and percent): 12 Product Types, All Other

    Factors to Market Growth

    • Accessories Market Set to Rebound from Economic Downturn
    • Cars a "Second Home"
    • "Mobile Theaters" Show Rapid Growth
    • Computer Technologies Infiltrate the Car
    • Satellite Radio Blasts Off
    • Electronics Marketers Converge on Telematics
    • Market Susceptible to Component Shortages
    • Younger Drivers are "Fast and Furious" Accessorizers
    • Weather Plays a Role
    • Light Trucks Dominate Aftermarket Accessory Sales
    • Used Car Owners Have More Upgrade Options
    • Crime, Avoiding Traffic Law Enforcement Factors in Electronic Sales
    • Wheels One of Few Customization Possibilities Left
    • New Products Grow the Market
    • Figure 3-2: Projected U.S. Retail Sales of Automotive Aftermarket Accessories, 2001-2006 (dollars)

    Projected Market Growth

    • Market to Top $18 Billion by 2006
    • Table 3-3: Projected U.S. Retail Sales of Automotive Aftermarket Accessories, 2001-2006 (dollars)

    The Marketers

    • Most Players Are Automotive Specialists
      • Autosound
      • Security Systems
      • Radar Detectors
      • Diagnostic Scanners
      • Custom Wheels
      • Truck Accessories
      • Automotive Tools
      • Windshield Wipers
      • Verhicular Lighting
      • Air Fresheners
      • Floor Mats
      • Automobile Coverings
      • Repair Manuals

    • Generalists Rally Strong in Some Segments
    • Superior, Carrand, Peterson Compete in Several Segments
    • Table 3-4: U.S. Automotive Aftermarket Products: Selected Leading Accessories Marketers and Brands, 2002 (74 Marketers and Their Brands)

    Competitive Overview

    • A Dynamic Category
    • Few Brands Make a Name for Themselves
      • Autosound Marketers an Exception

    • Marketers Develop Varying Strategies to "Merging Aftermarket"
    • Small Players Seek Alternative Outlets, Including Internet

    Competitive Focus: Telematics

    • Fragmented Market Poised for Integration and Expansion
    • Automakers Lay Market Foundation
    • Electronics Companies Making Mark in Telematics
    • Telematics Success Hinges on More Than Component Sales
    • Alliances Extend Outside Market
    • Telematics Standards On the Horizon

    Competitive Focus: Automotive Sound & Video

    • Pioneer Ranks First Among Electronics Giants
    • But Company Has Intense Competition
    • Newcomers and Second-Tier Competitors Come On Strong
    • Audiovox Competes in Many Areas

    Competitive Focus: Electronic Security

    • Segment Controlled by Two Companies
    • Directed Electronics
    • Audiovox
    • Audiovox Scores Code-Alarm Deals, as Well as Debts
    • Technologically Comparable, But Competitive
    • DEI Amasses Wide Range of Products
    • Audiovox and Code Systems Look to the Future
    • Other Electronic Security Marketers

    Competitive Focus: Radar Detectors

    • Whistler the Leader
    • Three Marketers in Second Place
    • Cobra a Low-Cost Option
    • All Offer X, K, and Ka Band Detection
    • Keys to Brand Differentiation
    • Mixed Feelings About New Features
    • Interference a Problem with Latest Models

    Competitive Focus: Custom Wheels

    • American Racing Equipment the Leader
    • But by No Means the Only Player
    • BBS Boasts Successful Racing History
    • Borbet Another German Import
    • Momo and Fittipaldi Are Italy’s Leading Imports
    • Growing Market Draws Competitors

    Competitive Focus: Truck Accessories

    • Truck Segment Loosely Defined But Still Booming
    • Lund Industries Leads in General Truck Accessories
    • Penda Strongest in Pickups
    • The Bedliner Debate: Drop-In or Spray-On?
    • Smaller Marketers Focus on Single Products

    Competitive Focus: Windshield Wipers

    • Trico Creates Market, Stays on Top
    • Anco Stakes Claim to Top Spot
    • Old World Expands Into New Market
    • Market Rounded Out by Silicone Companies
    • NASCAR Runs Rain or Shine

    Marketing and New Product Trends

    • Electronics Market Driven by Convergence
    • Mobile Video On the Move
    • Navigation Systems Piggyback on Popular DVD Technology
    • Digital Music Hits the Road
    • Satellite Music
    • Display Technology Continues to Improve
    • Laser Detectors: To Block or Not to Block
    • Size Matters in Custom Wheels
    • Steel Wheels Hope for a Comeback
    • Truck Segment Encompasses Many Strong Products
    • Wiper Blades: Easy Installation and High-Tech Formulations
    • Lighting: Fast and Furious, But On the Road?
    • Air Fresheners: Multiplicity of Scents, Delivery Styles
    • Interior Accessories Focus on Convenience, Entertainment
    • Marketing to Women
    • Table 3-5: The U.S. Market for Automotive Accessories: Selected New Product Introductions, 2001-2002

    Consumer Advertising Trends

    • Automotive Accessories Advertising Tops $17 Million
    • Accessories Marketers Emphasize Print Media
    • Radio Ads Effective for Truck Accessories
    • Radar Detector Marketers Lead in Advertising
    • Autosound Marketers Fill Out Middle of the Pack
    • Video, New Technology Draws More Advertising Dollars
    • Leaders Maintain Market Share with Ad Spending
    • Autosound Marketers Emphasize Power, Style
    • Electronics Marketers Emphasize Wizardry
    • Custom Wheel Marketers Showcase Their Designs
    • Wiper Marketers Emphasize Easy Installation
    • Functionality Key to Other Product Positionings
    • Examples of Advertising

    Distribution and Retail

    • Accessories Boast the Broadest Distribution
    • Complex Products Benefit from Installer Partnerships
    • Autosound Still Pumping Online
    • Truck Owners Spend, Retailers Expand
    • Special Orders Expand Retailer Offerings
    • Margins and Stock Turns
      • Car Covers
      • Air Fresheners
      • Floor Mats
      • Battery Chargers
      • Wipers

    The Consumer

    • Average Household Spends $624 on Vehicle Maintenance and Repairs
    • Over $1K in Maintenance and Repair Expenditures in Over-$70K Households
    • Floor Mat Purchasing Among DIYers Jumps to 63%
    • Truckers at 75% of Specialty Accessories Market
    • 68% of Pets Traveled with Owners in 2001
    • 27% of Car Cover Purchasers Influenced by Advertising
    • Table 3-6: Average Total Dollar Expenditures on Vehicle Maintenance and Repairs, 1995-2000 (dollars)
    • Table 3-7: Average Expenditures on Vehicle Maintenance and Repairs by Demographic Characteristics: Total Dollars Spent and Percent of Household Expenditures (dollars and percent)

IV. Automotive Aftermarket Chemicals

  • Figure 4-1: U.S. Retail Sales of Automotive Chemicals, 1997-2001 (dollars)

    The Market
    • Market Scope
    • Chemicals Approaching $10 Billion Sales Mark
    • Table 4-1: U.S. Retail Sales of Automotive Chemicals by Subcategory, 1997-2001 (dollars): Functional Chemicals and Appearance Chemicals
    • Functional Chemicals Subcategory a Well-Oiled Machine
    • Table 4-2: U.S. Retail Sales of Functional Chemicals by Segment, 1998-2001 (dollars): Motor Oil, Fluids, Additives
    • Washes, Protectants Pace Appearance Chemicals
    • Waxes/Polishes Benefit from New, Easy-to-Use Formulations
    • Table 4-3: U.S. Retail Sales of Appearance Chemicals by Segment, 1997-2001 (dollars): Wax/Polish, Touch-Up Paint/Body Filler, Protectants, Washes/Glass Cleaners

    Market Composition

    • Motor Oil Increases Dominance, But Appearance Chemicals Gaining
    • Table 4-4: Share of Automotive Chemical Sales by Subcategory and Segment, 1997 vs. 2001 (percent): Motor Oil, Fluids, Additives, Wax/Polish, Paint/Body Filler, Protectants, Washes/Glass Cleaners
    • Functional Chemicals Breakout Sets Off Motor Oil’s Dominance
    • Figure 4-2: Share of Functional Chemical Sales by Segment, 2001 (percent): Motor Oil, Fluids, Additives
    • Appearance Breakout Shows Extent of Gains by Washes, Protectants
    • Figure 4-3: Share of Appearance Chemical Sales by Segment, 1997 vs. 2001 (percent): Wax/Polish, Touch-Up Paint/Body Filler, Protectants, Washes/Glass Cleaners
    • Auto Parts Stores, Mass Merchandisers Dominate in Retail Channels

    Factors to Market Growth

    • Motor Oil Has Steady Growth Prospects
    • A Global Industry Affected by Foreign Markets
    • OPEC Cut in Oil Production Brings Wave of Mergers and Acquisitions
    • Longer Drain Intervals on Newer Vehicles
    • Synthetic Motor Oils Might Slow or Speed Growth
    • Slow Growth Expected for Fluid Sales
      • Shift from DIY to DIFM
      • Leasing
      • Superior Automotive Components

    • Environmental Regulations Less a Boon to Additive Sales Than Anticipated
    • Possible Disruption by New Regulations Remains Concern
    • Revival of Additives Prospects?
    • SUV Owners Big on Appearance
    • New Easy-Use Products Drive Growth
    • Figure 4-4: Projected U.S. Retail Sales of Automotive Chemicals, 2001-2006 (dollars)

    Projected Market Growth

    • Chemicals Aftermarket to Reach $12 Billion in 2006
    • Table 4-5a: Projected U.S. Retail Sales of Automotive Chemicals by Subcategory, 2001-2006 (dollars): Functional Chemicals, Appearance Chemicals
    • Table 4-5b: Projected U.S. Retail Sales of Automotive Functional Chemicals by Segment, 2001-2006 (dollars): Motor Oil, Fluids, Additives
    • Table 4-5c: Projected U.S. Retail Sales of Automotive Appearance Chemicals by Segment, 2001-2006 (dollars): Wax/Polish, Paint/Body Filler, Protectants, Washes/Glass Cleaners

    The Marketers

    • Hundreds of Marketers Compete in Chemicals
    • Old Distinctions Between Functional and Appearance Marketers, Specialists and Major Oil Companies No Longer Valid
    • Clorox Fields Leading Entries in Each Subcategory
    • Functional Chemicals: Larger Marketers Compete in All Segments
    • Table 4-6: U.S. Automotive Aftermarket Products: Selected Leading Marketers and Brands of Chemicals, 2002 (55 Marketers and Their Brands)

    Marketer Rankings

    • Pennzoil-Quaker State Leads Functional Subcategory
    • Valvoline: Number Two in Motor Oil and Antifreeze (Zerex)
    • Motor Oil Is Number-Three Castrol’s Strong Suit
    • Mobil Motor Oils Secure Fourth for ExxonMobil
    • Antifreeze Remains Mainstay of Number-Five Prestone
    • Number-Six STP/Clorox Tops Additives Segment
    • Several Marketers Vie for Smaller Shares
    • Clorox Buys First Place in Appearance Chemicals
    • Number-Two Turtle Wax Dominates Wax Segment
    • Sherwin-Williams Leads in Paints with Dupli-Color and Krylon
    • Other Major Players

    Competitive Overview

    • Automotive Chemicals an Increasingly Competitive Market

    Competitive Focus: Motor Oil

    • Seeking Strength in Size
    • Shell Acquires Pennzoil-Quaker State
    • Brand Differentiation Crucial for Pennzoil-Quaker State
    • Castrol Outspends Competitors on Advertising
    • ExxonMobil Banks on No. 1 Brand of Synthetic
    • Private Labels Emerge as Top Competitor

    Competitive Focus: Automotive Fluids

    • Prestone Dominates But Future Unclear
    • Parent Company Puts Prestone Up for Sale
    • Successor Company Puts All Deals on Hold Pending (Vetoed) Merger with General Electric
    • Prestone Reaffirms Commitment to Antifreeze
    • Valvoline Is Also No. 2 in Antifreeze, with Zerex
    • Valvoline Targets Different Segments with Range of Fluids
    • Old World Industries’ Peak Is No. 3 Brand of Antifreeze
    • Clorox’s STP and ChevronTexaco Also Compete in Fluids
    • International Lubricants Specializes in Seed-Based Products
    • Private Label Forces Prices Down

    Competitive Focus: Automotive Additives

    • Clorox’s STP Has Edge on Competition
    • Pennzoil-Quaker State Glides into Second Place with Addition of Slick 50
      • Pennzoil-Quaker State Also Fields Snap, Outlaw, Gumout Brands

    • Valvoline Offers Additives at Both Ends of Price Scale
    • Turtle Wax Enters Additives Segment
    • Segment Attracts Newcomers
    • Consolidation of Vendors and Products
    • Prolong Supported by Television Launch

    Competitive Focus: Appearance Chemicals

    • Field Crowded with Newcomers and Line Extensions
    • Armor All Fields Many New Offerings
    • Turtle Wax Also Keeps New Products Coming
    • Nu-Finish a Strong Secondary Brand
    • Simoniz Is Venerable Brand
    • Permatex Extends No Touch to Cover Full Appearance Range
    • Pennzoil-Quaker State’s Blue Coral Fields Foursome of Brands
    • Mothers Pursues Upscale Strategy
    • Sherwin-Williams and Plasti-Kote Are Leading Brands in Touch-Up Paint Segment
    • Bondo the Top Brand of Body Filler

    Marketing and New Product Trends

    • New Appearance Products Predominate Among Intros
    • Wipes Are Most Popular New Product
    • Single Wipe Cleans and Waxes Car in 15 Minutes or Less
    • Tire Dressing Continues to Attract New Entries
    • Protectants Segment Continues to Grow
    • Fast and Easy … and Fun
    • All-in-One Products Complement Specialized Ones
    • Turtle Wax Concentrates on Color
    • Motor Oil Marketers Push Synthetics
    • $10 Million Campaign Supports Mobil 1 with SuperSyn Launch
    • Mobil 1 with SuperSyn Boasts Superior Anti-Wear Properties
    • High-Performance and Higher-Mileage Entries Predominate
    • Specialty Motor Oils a Profitable Niche Product
    • Fluids Segment Feeds Off Motor Oil Intros
    • Fuel Additives Stress Power Enhancement
    • Sealants Come of Age
    • Examples of Advertising
    • Table 4-7: The U.S. Market for Automotive Chemicals: Selected New Product Introductions, 2001-2002

    Distribution and Retail

    • Automotive Chemicals Enjoy Wide Distribution
    • Car Dealers Join Ranks of Installers
    • Motor Oil Has Lowest Margins, Highest Turns
    • Antifreeze Margin Hits Five-Year High
    • Additives Offer Higher Margins, Require Less Space
    • Functional Chemicals Also Sold Through Supermarkets and Drugstores
    • Appearance Chemicals Enjoy Higher Margins Than Functional
    • Most Segments Boast Frequent Turns
    • Display Space, SKUs Up

    The Consumer

    • Average Household Spends $624 on Vehicle Maintenance and Repairs
    • Over $1K in Maintenance and Repair Expenditures in Over-$70K Households
    • 92% of DIYers Use Car Wash Products
    • 60% of DIYers Change Vehicle Motor Oil
    • Table 4-8: Average Total Dollar Expenditures on Vehicle Maintenance and Repairs, 1995-2000 (dollars)
    • Table 4-9: Average Expenditures on Vehicle Maintenance and Repairs by Demographic Characteristics: Total Dollars Spent and Percent of Household Expenditures (dollars and percent)

Appendix I: Examples Of Consumer Advertising

Appendix II: Addresses Of Selected Marketers

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