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PBR » Topics » DISTRIBUTION MARKET SHARE

This excerpt taken from the PBR 20-F filed Jun 30, 2005.

DISTRIBUTION MARKET SHARE

 

     2004
     2003
     2002
  

Fuel oil

    64.4 %   65.2 %   67.4 %

Diesel

    29.6     26.7     27.1  

Gasoline

    23.3     21.9     23.8  

Fuel alcohol

    31.2     33.3     30.5  
    
 
 

Total

    32.8 %   31.5 %   32.9 %
    
 
 

 

Source: Petrobras - based on figures provided by Sindicato dos Distribuidores de Combustíveis-Sindicom

 

Prices to retailers have generally tended to remain consistent between competing distributors, particularly due to the low margin usually provided. Therefore, competition among distributors continues to be primarily based on product quality, service and image.

 

During 2004, approximately 24.6% of the retail sales at service stations in Brazil were through BR-owned or franchised entities. We believe that our market share position has remained strong over the past several years due to

 

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the strong brand name recognition of BR, the remodeling of our service stations and the addition of lubrication centers and convenience stores.

 

In 1996, BR created the “De olho no Combustível” program (the “Eye on the Fuel” program), which is designed to ensure that the fuels sold to end consumers at our service station networks are identical in content to the fuels originating from our refineries. We have already certified 3,896 service stations under this program.

 

The market for gasoline and diesel fuel in Brazil is highly competitive and we expect that prices will be subject to continuing pressure. Accordingly, we intend to build upon the strong brand image that we have established in Brazil to enhance profitability and customer loyalty. We plan to take the following actions through 2010:

 

  •   selectively expand our service stations network, reinforcing the Petrobras image;

 

  •   increase the use of client loyalty programs and new technologies; and

 

  •   reduce operating and administrative costs and provide services, such as financial services and controls, through investments in advanced telecommunications and data processing technology.

 

We participate in the retail sector in Argentina, where we currently own 727 retail service stations that operate under the brand names Petrobras (330 stations), Eg3 (337 stations) and San Lorenzo (60 stations). We also have a participation in the retail sector in Bolivia with 103 retail service stations.

 

Commercial and Industrial

 

We distribute oil products to commercial and industrial customers through BR. Our major customers are aviation, transportation and utility companies and government entities, all of which generate relatively stable demand. We have a market share in the commercial and industrial distribution segment in excess of 32.8%, which has remained relatively constant over the past several years.

 

Set forth below are commercial and industrial sales statistics for each of 2004, 2003 and 2002:

 

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