Castrol has the highest brand awareness and market share in Vietnam's motorbike lubricant industry according to a survey of 1,180 riders in 5 Vietnamese cities. The majority of riders change their lubricant every 2-3 months or every 1,000-2,000 km and spend an average of $4.83 per change. However, only half of riders use the correct method for changing lubricant, indicating potential for education. Trusted brand and effective protection of the machine are the top reasons for choosing Castrol and other brands.

1. June 2015
STUDY ABOUT LUBRICANT INDUSTRY IN
VIETNAM MARKET
BY DI-MARKETING (www.di-onlinesurvey.com)

2. 1
SCOPE OF WORK
The survey was conducted to study about usage and attitude of
Vietnamese toward motorbike lubricant.
Methodology: Online survey
Fieldwork time: 3 days (8/06/2015 to 10/06/2015)
Sample size: N = 1,180
Geography: 5 key cities
• Ho Chi Minh, Ha Noi, Hai Phong, Da Nang, Can Tho

3. 2
KEY FINDINGS
• Castrol gains highest brand awareness as well as brand share in
motorbike lubricant industry in Vietnam
• Trusted brand & protect machine effectively are the top reasons
for choosing the brand
• Point of sales is the most effective marketing channel to gain
awareness
• Majority change lubricant once every 2-3 months or every 1,000-
2,000 km
• On average Vietnamese spend $4.83 for changing lubricant
• Only 50% riders use the correct method for changing lubricant,
the rest seems confused which is the correct way

4. 3
What is your age group?
N=1180
DEMOGRAPHIC INFORMATION
What is your gender?
What is your current living place? What is your current occupation?
3%
46%
25%
26%
0% 10% 20% 30% 40% 50%
Under 18
18-25
26-30
Over 30
37%
63%
0% 20% 40% 60% 80%
Male
Female
23%
2%
3%
2%
18%
53%
0% 10% 20% 30% 40% 50% 60% 70% 80%
Other
Can Tho
Da Nang
Hai Phong
Hanoi
Ho Chi Minh
4%
5%
5%
5%
8%
10%
30%
33%
0% 5% 10% 15% 20% 25% 30% 35%
Other
Housewife
Factory worker
Job seeker/retired
Self-employed
Engineer/Doctor/teacher
Student
Office worker

5. 4
Which vehicle do you use for commute the most frequent?
N=1180
80% ARE USING MOTORBIKE FOR COMMUTING
48%
64%
39%
36%
24%
43%
6%
4%
7%
4% 4%
5%
4% 3% 5%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Others
Car
Bicycle
Bus
Scooter
Standard bike

6. 5
Which lubricant brand below are you aware of?
N=1180
CASTROL HAS THE HIGHEST BRAND AWARENESS ACROSS NATION
WITH 80%. FOLLOWING BY PETROLIMEX (55%) AND HONDA (54%)
2%
2%
8%
13%
17%
21%
21%
35%
45%
45%
54%
55%
80%
Others
None of above
AP
Mekong Oil
Motul
Havoline
BP
Total
Shell
Yamaha
Honda
Petrolimex
Castrol
Total
2%
2%
8%
11%
20%
19%
24%
30%
49%
40%
51%
51%
81%
Ho Chi Minh
2%
2%
14%
21%
19%
27%
21%
45%
40%
45%
53%
62%
80%
Hanoi
2%
2%
6%
10%
10%
22%
18%
37%
40%
54%
59%
57%
79%
Others

7. 6
How do you know those brands?
N=1180
POINT OF SALES IS THE MAIN SOURCE OF BRAND AWARENESS
TV is also an effective channel to reach target audience and gain more brand awareness
55%
54%
57%
55%54% 53%
48%
57%
62%
53% 53%
54%
52%
46%
44%
50%
46%
34% 33%
39%
34%
29%
38%
33%31% 31%
33%
30%
24%
18%
35%
26%
23%
20%
30%
24%
21%
16%
34%
23%
4% 3%
5% 5%
0%
10%
20%
30%
40%
50%
60%
70%
Total Ho Chi Minh Hanoi Others
See the brand at motorbike repair shop/maintenance center See the brand at motorbike washing shop
TV commercials See the brand at gas station
Mechanic/bike washer recomemd the brand to me Friends/relatives recommend brand to me
Magazine/Newspaper ads Receive as gift when buy motorbike
Facebook ads Outdoor ads
Online ads (web, forums,..excluding facebook) Others

8. 7
Who’s responsible for changing lubricant for your bike?
N=1180
60% RIDERS CHANGE NEW LUBRICANT FOR THEIR MOTORBIKES
THEMSELVES
Half of female do not respond for changing new lubricant for their own bikes
63%
81%
53%
37%
19%
47%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Others
Myself

9. 8
If you respond for changing lubricant, who choose the brand?
N=1180
MOST VIETNAMESE ARE THE DECISION MAKERS FOR CHOOSING
LUBRICANT BRAND
Mechanic and motorbike washer also place an important role on suggesting brand
84% 86%
82%
15% 13%
17%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Others
Mechanic/motorbike
washer
Myself

10. 9
Which lubricant brand do you use the most?
N=1180
CASTROL IS THE LEADER OF LUBRICANT INDUSTRY IN VIETNAM
WITH 50% MARKET SHARE
50% 48%
53%
14%
13%
15%
9%
10%
8%
8%
9%
7%
6% 8%
5%
5% 4%
7%
2% 4%
1%
2% 3% 1%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Others
Havoline
Total
Motul
BP
Shell
Petrolimex
Yamaha
Honda
Castrol
50%
54%
47%
14%
12%
16%
9%
11%
7%
8%
8%
7%
6%
5%
8%
5% 2% 9%
2% 2%
3%
2% 1% 2%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Standard Bike Scooter
Others
Havoline
Total
Motul
BP
Shell
Petrolimex
Yamaha
Honda
Castrol

11. 10
Which lubricant brand below are you aware of?
Which lubricant brand do you use the most?
N=1180
CASTROL GAINS HIGHEST BRAND AWARENESS
AS WELL AS BRAND SHARE
80%
55% 54%
45% 45%
35%
21% 21%
17%
13%
8%
2%
50%
8%
14%
9%
6%
2%
5%
2% 2%
0% 0% 1%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Awareness
Usage

12. 11
What are reasons for choosing that brand?
N=1180
TRUSTED BRAND, PROTECT MACHINE EFFECTIVELY ARE TOP
REASONS FOR CHOOSING THE BRAND
Shell brand are highly appreciated for good protection while Petrolimex is chosen by its price
70%
73%
66%
61%
60%
80%
68% 69%
65%
68%
85%
57%
60%
48%
40%
66%
58%
53%
55%
49%
37%
50%
55%
53%
45%
39%
52%
68%
52%
49%
50%
53%
64%
50%
41%
37%
42%
39%
42% 43%
22%
17% 16%
19%
34%
30%
4% 2% 2%
11%
3%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Total Castrol Honda Yamaha Petrolimex Shell
Trusted brand Protect machine effectively Many people use that brand
Well-known brand Improve speed of motorbike Affordable price
Mechinic/motorbike washer introduce brand Attractive packaging Others

13. 12
Where do you usually go for changing motorbike lubricant?
N=1180
MAINTENANCE CENTER AND MOTORBIKE REPAIR SHOP ARE MAIN
PLACE RIDERS GO FOR CHANGING LUBRICANT
48%
43%
52%
36%
38%
33%
15%
17%
14%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Others
Motorbike washing shop
Motorbike repair shop
Maintenance center (Yamaha,
Honda,)

14. 13
How frequent do you change new lubricant for your bike?
N=1180
HALF OF RIDERS CHANGE NEW LUBRICANT FOR THEIR BIKES
ONCE/2-3 MONTHS OR 1000 – 2000 KM
1/5 female admit that they change new lubricant for their bikes once/6 months
1% 2% 1%
12% 13% 11%
22% 22%
22%
31%
35%
27%
8%
8%
8%
2%
3%
2%
15%
11%
19%
5% 5%
5%
3% 2% 5%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Don't remember
Once/more than 6
months
Once/6 months
Once/5 months
Once/4 months
Once/3 months
Once/2 months
Once/month
More than
once/month
2% 2% 3%
14% 16% 13%
25% 24% 26%
20% 23%
18%
12%
14%
9%
4%
6%
2%
4%
3%
5%
8%
3%
12%
2% 2%
2%
9% 7% 10%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Don't remember
Over 5,000 km
4,000 - 5,000 km
3,000 - 4,000 km
2,501 -3,000 km
2,001 - 2,500 km
1,501 - 2,000 km
1,001 - 1,500 km
500 - 1,000 km
Under 500 km

15. 14
How much do you usually spend on each time for changing new lubricant?
N=1180
MAJORITY RIDERS SPEND $4 - $5.5 ON EACH TIME CHANGING NEW
LUBRICANT
Mean: $4.83
1% 2% 1%
14% 16%
12%
17%
20%
15%
28%
28%
27%
13%
14%
12%
8%
8%
9%
8%
4%
12%
5% 5%
6%
5% 4% 6%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Don't
remember
Over $6.5
$6 - $6.5
$5.5 - $5.99
$5 - $5.49
$4.5 - $4.99
$4 - $4.49
$3.5 - $3.99
Under $3.5
1% 2% 0%
14%
19%
7%
17%
21%
12%
28%
27%
29%
13%
12%
15%
8%
6%
11%
8%
4%
14%
5% 3% 8%
5% 5% 4%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Standard bike Scooter
Don't remember
Over $6.5
$6 - $6.5
$5.5 - $5.99
$5 - $5.49
$4.5 - $4.99
$4 - $4.49
$3.5 - $3.99
Under $3.5
People ride scooter spend more than standard

16. 15
Which kind of lubricant do you usually choose? (volume)
N=1180
HALF OF RIDERS CHOOSE 1 LITER BOTTLE FOR THEIR BIKES
Still 1/5 don’t care about volume of lubricant
34% 37%
31%
47%
46%
48%
19% 17%
21%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Male Female
Don't
care
1 liter
0.8 liter 34% 37%
29%
47%
44%
51%
19% 19% 20%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Standard bike Scooter
Don't
care
1 liter
0.8 liter

17. 16
N=1180
MOST OF RIDERS ARE AWARE OF CHOOSING THE RIGHT TYPE OF
LUBRICANT FOR THEIR BIKES
Which kind of lubricant do you usually choose?
6% 7% 5%
52%
90%
3%
42%
3%
93%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Standard bike Scooter
Lubricant use for scooter
Lubricant use for
standard bike
Don't care

18. 17
Which method do you apply when changing new lubricant?
N=1180
SURPRISINGLY, ONLY HALF OF RIDERS USE THE RIGHT METHOD TO
CHANGE LUBRICANT FOR THEIR BIKES
The ratio of people ride scooter using the wrong method double standard bike
23%
16%
32%
56% 68%
42%
20%
16%
26%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Standard bike Scooter
Don't remember
Open the bolt below the
machine
Use tool to absorb the
old lubricant

19. 18
CONTACT US
• Japan & Taiwan:
o Address: 3 Chome-2-6 Kasumigaseki, Chiyoda, Tokyo 100-0013, Japan
o Contact person: Mr. Hideyuki Kato (CEO)
o Email: hideyuki.kato@di-mktg.com
o Contact number: +81 3-5532-3200
• Vietnam:
o Address: 9-15, Vincom center, 45A Ly Tu Trong, Ben Nghe ward, District 1,
Ho Chi Minh City, Vietnam
o Contact person: Mr. Ho Hai Dang (Manager - DI Marketing)
o Email: dang.hohai@di-marketing.com.vn
o Contact number: +84 902-73-9944
• Thailand:
o Address: 30 Raffles Place, #19-02 Chevron House, Singapore 048622
o Contact person: Ms. Woon Khiaozen (Manager - DI Marketing)
o Email: woon.k@di-mktg.com
o Contact number: +66 092-282 7992

20. 19
CONTACT US
• Singapore, Indonesia, Malaysia:
o Address: 30 Raffles Place, #19-02 Chevron House, Singapore 048622
o Contact person: Mr. Hendry Pratama (Manager - DI Marketing)
o Email: pratama.hendry@dreamincubator.com.sg
o Contact number: +65 6671 9290 | +65 8518 3870
• India:
o Address: 30 Raffles Place, #19-02 Chevron House, Singapore 048622
o Contact person: Mr. Sujit Kunte (Regional representative)
o Email: kunte.sujit@dreamincubator.com.sg
o Contact number: +65 9127 7654

21. 20