Automotive Aftermarket Products

• Scope and Methodology
  • Scope of Report
  • Report Methodology
• The Overall Market
  • OE vs. Replacement Parts
  • Six Product Categories
  • Hard Parts
  • Accessories
  • Tires
  • Motor Oil, Fluids, and Additives
  • Batteries
  • Appearance Chemicals
  • Overall Market Tops $113 Billion in 1999
  • Table 1-1: U.S. Retail Sales of Automotive Aftermarket Products by Category, 1995-2004 (dollars): 6 Product Categories
  • Sales to Reach $128 Billion in 2004
  • Hard Parts Category Two-Thirds of Market
  • Figure 1-1: Share of U.S. Automotive Aftermarket Product Sales by Category, 1999 (percent): 6 Categories
  • The General Outlook: Continued Steady Growth
  • Factors Favoring DIY Sales
  • Factors Favoring DIFM Sales
  • Hundreds of Companies Compete
  • Most Specialize in One or Two Categories
  • Competitive Pressures Intensifying
  • A Shifting Pattern of Product Distribution
  • DIY and Service Businesses Merging
  • AutoZone the Leading Retailer
  • 86% of Americans Own a Vehicle
• The Hard Parts Category
  • Market Estimated at Nearly $71 Billion
  • Proliferation of Makes, Models a Plus
  • Competition Exerts Downward Pressure on Prices
  • Hundreds of Companies Field Hard Parts
  • Big Three Automakers Dominate Category
  • Competitive Overview
  • Marketing Trends Follow OE Market
  • Hard Parts Advertisers Spend $164 Million in 1998
  • Hard Parts Account for Half of Retailers' Sales
  • Overview of Hard Parts Purchasers
• The Accessories Category
  • Retail Sales Approach $15.3 Billion in 1999
  • Market Affected by Economy, Demographics, Lifestyles, Weather, Product Trends
  • Hundreds of Marketers, Vast Array of Products
  • Leading Accessories Marketers Vary by Segment
  • Competitive Overview
  • Truck and SUV Accessories a Continuing Trend
  • Advertising Tops $20 Million
  • Accessories Boast Broadest Distribution
  • 42% of U.S. Adults Buy Accessories
• The Tires Category
  • Sales Estimated at Over $14 Billion
  • More Cars, More Miles Driven
  • Six Companies Lead Tire Category
  • Competitive Overview
  • Longer-Lasting, All-Season Tires Continuing Trends
  • Leading Advertisers Spend $150 Million in 1998
  • Tires Typically Follow Three-Step Distribution
  • Overview of Consumer Patterns
• The Motor Oil, Fluids, and Additives Category
  • 1999 Sales Estimated at $7.0 Billion
  • Category Growth Prospects
  • Pennzoil-Quaker State on Top in Automotive Fluids
  • Competitive Overview
  • Trends to Synthetics, Niche, and High-Performance Products
  • Advertisers Spend Over $139 Million in 1998
  • Products Have Wide Distribution
  • Overview of Consumer Patterns
• The Batteries Category
  • Market Tops $4 Billion in 1999
  • Growth in Electronic Components a Major Positive
  • Johnson Controls Leads Batteries Category
  • Competitive Overview
  • The Trend to Branding
  • Top Marketers Spend $27 Million to Advertise in 1998
  • Two Distribution Paths Dominate
  • 30% of U.S. Adults Purchase Batteries
• The Appearance Chemicals Category
  • Sales Estimated at $1.8 Billion
  • Fewer Motorists Maintaining Their Vehicles—with Some Exceptions
  • Major Players in Appearance Chemicals
  • Competitive Overview
  • Easy On/Easy Off Remains Important Feature
  • $28 Million in 1998 Advertising
  • Appearance Chemicals Widely Distributed
  • Overview of Consumer Patterns

• The Products
  • Market Definition: The Automotive Aftermarket
  • Basic Market Distinction: OE vs. Replacement Parts
  • Six Product Categories
  • Hard Parts
  • Accessories
  • Tires
  • Motor Oil, Fluids, and Additives
  • Batteries
  • Appearance Chemicals
  • Figure 2-1: U.S. Retail Sales of Automotive Aftermarket Products, 1995-1999 (dollars)
• The Market
  • Market Tops $113 Billion in 1999
  • Table 2-1: U.S. Retail Sales of Automotive Aftermarket Products 1995-1999 (dollars)
  • Market Difficult to Quantify
  • Sales of Hard Parts Near $71 Billion in 1999
  • Accessories Sales Top $15 Billion
  • Tire Sales Inflate to Over $14 Billion
  • Fluids Sales Reach $7 Billion
  • Battery Sales at $4.1 Billion
  • Appearance Chemical Sales at $1.8 Billion
  • Table 2-2: U.S. Retail Sales of Automotive Aftermarket Products by Category, 1995-1999 (dollars): Hard Parts, Accessories, Tires, Fluids, Appearance Chemicals
• Factors to Market Growth
  • The General Outlook: Continued Steady Growth
  • Aging of U.S. Vehicle Fleet a Major Driver
  • Americans Own More Vehicles
  • Annual Mileage Rates Continue to Increase
  • Nation's Passenger Fleet Older Than Ever
  • New Vehicle Sales Reach 10-Year High, Trucks/SUVs a Growing Percentage of U.S. Fleet
  • Leasing Option Slows
  • Economic Health Fuels Market
  • Vehicle Inspections Boost Aftermarket
  • Factors Favoring DIY Sales
  • Factors Favoring DIFM Sales
  • Sophisticated Diagnostic Tools Make Sense of Sophisticated Engines
  • Durability of Parts a Dampening Factor
  • Synthetic Motor Oils Also Lasting Longer
  • Creative Marketing Spurs Sales
  • Marketers Target Hispanics, Others
  • Consumer Education Boosts DIY Activity
  • Extended Warranties a Negative Factor
  • Imports Less of a Deterrent to DIY
  • Light Truck and SUV Popularity Boost DIY Activity
  • Advancing Technology: Minuses and Pluses
  • Competition Puts Pressure on Prices
  • Environmental Concerns Encourage Better Maintenance
  • Zero-Emissions Vehicles (ZEVs) Mandated by CARB
  • Hybrid Vehicles Offer Valuable Compromise
  • I/M-240 Standards Relaxed
  • The OBD-II Controversy
  • Vehicles to Contain Fewer Parts
  • Extreme Weather Takes a Toll on Hard Parts, Fluids
  • Mild Weather a Boon to Appearance Chemicals
• Projected Market Growth
  • Market to Reach $128 Billion by 2004
  • Table 2-3: Projected U.S. Retail Sales of Automotive Aftermarket Products by Category, 1999-2004 (dollars): Hard Parts, Accessories, Tires, Fluids, Appearance Chemicals
• Marketer Overview
  • Hundreds of Companies Compete
  • Most Specialize in One or Two Categories
  • Big Three Automakers Dominate Hard Parts Category
  • Leading Accessories Marketers Vary by Segment
  • Six Companies Lead Tire Category
  • Pennzoil-Quaker State on Top in Fluids Category
  • Johnson Controls Leads Battery Category
  • Major Players in Appearance Chemicals
  • Table 2-4: The U.S. Market for Automotive Aftermarket Products: Selected Leading Marketers and Brands (55 Marketers and Their Brands)
• The Competitive Situation
  • Competitive Pressures Intensifying
  • Automakers Target Aftermarket
  • Competitive Overview: Hard Parts
  • Competitive Overview: Accessories
  • Competitive Overview: Tires
  • Mergers and Acquisitions Reshape Market
  • Competitive Overview: Automotive Fluids
  • Competitive Overview: Batteries
  • Competitive Overview: Appearance Chemicals
  • Field Becoming Crowded with Newcomers and Line Extensions
• Marketing and New Product Trends
  • Electronics Key Trend in Hard Parts and Accessories
  • Truck, SUV Products Rule Accessories
  • Self-Sealing and Run-Flat Trends in Tires
  • Longer-Lasting and Synthetic Motor Oils
  • Higher Voltage, Modular Batteries a Parallel Trend
  • One-Step and Tire-Care Products of Note in Appearance Chemicals
  • Advertising Trends
• Distribution
  • Background of a Complex Distribution Structure
  • New Trends Emerge in 1970s and 1980s
  • Restructuring in the 1990s
  • Warehouse Distributors
  • The Top 10 Wholesalers
  • Table 2-5: Top 10 Aftermarket Wholesalers, 1999 (percent, number, and rank)
  • Program Distributors
  • NAPA—The Largest Program Distributor
  • Jobbers, WDs, and Programmers
  • The Leading Jobber Chains
  • Jobbers and Remanufactured Hard Parts
  • Jobber Margins for "Remans"
  • Distribution to Retailers
• Retail Structure
  • Preliminary Distinction: DIY vs. DIFM
  • DIY and Service Businesses Merging
  • Servicer-Oriented Retail Outlets
  • New Car Dealerships
  • Service Specialists' Role Increasing
  • Tire Dealers Expand Service Offerings
  • Independent Repair Garages Hang On
  • Gas Stations' Role in Aftermarket Shrinking
  • DIY-Oriented Retail Outlets
  • Auto Parts Stores
  • Mass Merchandisers
  • A Few Department Stores Still Offer Automotive Products
  • Performance Shops
  • Food Stores, Drugstores, Convenience Stores
• At the Retail Level
  • AutoZone the Leading Retailer
  • Table 2-6: Top 10 Aftermarket Retailers, 1999 (percent, number, and rank)
  • Consolidation Reshaping Ranks of Retailers
  • Many Top Players Opt Out
  • Number of Retail Outlets Keeps Growing
  • Wholesalers Have Become Retailers, Too
  • Auto Parts Stores Lead in DIY Retail Share
  • General Repair Shops Lead in DIFM Sales
  • Auto Parts Stores Carrying More Hard Parts
  • Trend to Larger Stores
  • Trend to Sole Suppliers
  • Retailers Paying More Attention to Merchandising
  • Hard Parts SKUs
  • Accessories and Chemicals a Growing Part of the Mix
  • Margins Average 30%-50%
  • Chemicals Lead on Turns
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • 86% of Americans Own a Vehicle
  • Repair Shops/Garages Are Preferred Service Outlet
  • Table 2-7: Consumer Ownership of Vehicles by Type, 1998 (percent): 9 Types of Vehicle, Other
  • Table 2-8: Percent of U.S. Adults Who Have Their Car Serviced: By Repair Outlet Type, 1998 (percent): 6 Types of Outlet, Other

• The Products
  • Category Scope: Replacement Parts for Original Equipment
  • Engine
  • Fuel System
  • Electrical System
  • Cooling System
  • Exhaust System
  • Drive Train
  • Suspension System
  • Braking System
  • Miscellaneous
  • Improved Quality of Hard Parts
  • Remanufactured Parts
  • Metals and Other Materials Used in Hard Parts
  • Figure 3-1: U.S. Retail Sales of Automotive Aftermarket Hard Parts, 1995-1999 (dollars)
• The Market
  • Market Estimated at Nearly $71 Billion
  • Table 3-1: U.S. Retail Sales of Automotive Aftermarket Hard Parts, 1995-1999 (dollars)
  • Methodology Based on AAIA Data
  • Sales by Retail Outlet: Auto Dealers Lead
  • Table 3-2: Share of Automotive Hard Part Sales by Retail Outlet, 1999 (percent): 9 Retailer Types, Other
• Factors to Market Growth
  • Proliferation of Makes, Models a Plus
  • Overall Plusses: Size and Age of Vehicle Fleet, More Miles Being Driven
  • Tougher Vehicle Inspections Also Positive
  • Today's Parts Cost More
  • Weather Takes a Toll on Hard Parts
  • Competition Exerts Downward Pressure on Prices
  • Increased Durability of Parts Also Limiting
  • Vehicles to Contain Fewer Parts
  • Front-Wheel Drive a Plus for Brake Replacements
  • Spark Plugs' Future Cloudy
  • Filters' Prospects Good
  • Exhaust Systems Need Less Frequent Replacement
  • Shocks/Struts Face Bumpy Road
  • Steering/Suspension/Drive Train System Sales Should Soar
  • Transmission/Engine Fans
  • Headlamps a Trendy Customization Item
  • New Lighting Technologies a Visible Improvement
  • Oxygen Sensors Have Strong Growth Potential
  • Hard Part Innovations
• Projected Market Growth
  • Market to Grow at 2%-3% Annually
  • Table 3-3: Projected U.S. Retail Sales of Automotive Aftermarket Hard Parts, 1999-2004 (dollars)
• The Marketers
  • Hundreds of Marketers
  • Most Stick to One or Two Categories
  • Approximately 150 Hard Parts Marketers
  • Specialists and Generalists
  • Big Three Automakers Dominate Overall Aftermarket
  • More Competition in Retail Arena
  • Leading Specialists
  • Leading Generalists
  • Service Specialist Marketers
  • Market Share Data Based on Consumer Usage Surveys
  • Oil and Air Filters
  • Spark Plugs
  • Brake Parts
  • Mufflers and Exhaust Systems
  • Shock Absorbers/Struts
  • Alternators/Starters/Ignitions
  • Lighting
  • Table 3-4: U.S. Automotive Aftermarket: Selected Leading Hard Parts Marketers, Brands, and Product Lines (40 Marketers and Their Brands)
• The Competitive Situation
  • Competitive Pressures Intensifying
  • Automakers Target the Aftermarket
  • With Freedom, Delphi May Pursue Aftermarket
  • Automakers Lower Prices on Replacement Parts
  • Automakers Have Big Production Advantage
  • Plus Superior Marketing Capabilities
  • Yet Many Consumers Resent Higher Cost
  • Other Hard Parts Marketers Have Other Advantages
  • Sophisticated Aftermarketers Offer Superior Problem-Solving Parts
  • Aftermarketers Target Imports
  • Diversify Their Aftermarket Businesses
  • Acquisitions a Major Survival Strategy
  • Entry Into Foreign Markets
  • Retail Price Competition Squeezes Margins
  • Aftermarketers Improving Their Efficiency
  • "Partnering" with Customers
  • Parts Proliferation a Continuing Problem
  • The Trend to "Preferred Vendors"
  • Locating New Markets
  • The Need for Advertising
  • Competitive Capsule: Filters
  • Competitive Capsule: Spark Plugs
  • Competitive Capsule: Starters/Alternators
• Competitive Profile: ACDelco (General Motors Corp.)
  • ACDelco—GM's Aftermarket Division
  • GM Parts Sold Through GM Goodwrench Outlets
  • A Powerhouse Parent
• Competitive Profile: AlliedSignal, Inc.
  • Supplier to a Wide Range of Industries
  • Aftermarket Business Stumbles
  • Company Acquires Prestone
  • Reorganizes Automotive Products Group
  • Merger with Honeywell Raises New Doubts
• Competitive Profile: Arvin Industries
  • An Exhaust and Ride-Control Systems Leader
  • Acquisition of Purolator Broadens Aftermarket Reach
• Competitive Profile: Dana Corporation
  • Traditional Market Specialist
  • Acquires Echlin to Increase Strength in Aftermarket
  • Wins New Aftermarket Business in 1999
• Competitive Profile: Federal-Mogul Corporation
  • A Major Aftermarket Supplier
  • Divestitures and Acquisitions
• Marketing and New Product Trends
  • Trends Follow OE Market
  • But Aftermarketers Sometimes Innovators
  • Trend to High-Performance Products
  • Hybrid Vehicles Will Change Market
  • Electronics Also Changing the Hard Parts Market
• Consumer Advertising Expenditures
  • Major Advertisers Spend Over $164 Million in 1998
  • Midas the Leading Advertiser
  • Filter and Spark Plug Marketers Build Brand Awareness
  • Some Marketers Reap Cross-Over Benefits
  • Retailers Increasingly Advertising Hard Parts
• Consumer Advertising Positioning
  • Racing Still a Favored Theme
  • Arvin Signs Agreement with Red Hot NASCAR Rookie
  • Superior Performance a Similar Theme
  • Efficiency Also a Sales Point
  • AlliedSignal Puts New Ad Muscle Behind Fram
  • "Worth the Extra Price" Positioning
  • Safety a Frequent Theme for Certain Hard Parts
  • Humor Breaking into Hard Parts Advertising
  • OE Connection Implies Quality
  • Examples of Advertising
• Distribution and Retail
  • Move to Two-Step Distribution
  • Yet WDs Hang On
  • Trends in Warehouse Distribution
  • Specialization Another Strategy
  • Programmers May Also Become Two-Steppers
  • Manufacturers Sell Direct
  • Case Study in Evolving Distribution Trends: Detroit Gasket
  • AutoZone: "The Enemy of Every Jobber and WD Store"
  • But AutoZone Not the Only Game in Town
  • Independents Survive
• At the Retail Level
  • Retailers Average Half Their Sales in Hard Parts
  • Margins Average 30%-40%
  • Stores Stock an Average of 34,000 SKUs
  • Spark Plugs and Related Tune-Up Parts
  • Filters Average 33%-41% Margins, Four Annual Turns
  • Cooling System Parts Are Big Sellers
  • Brake Parts Offer High Margins
  • Shock and Strut Sales Increasing
  • Water Pumps Have High Margins
  • Bearings Occupy Little Space, Offer Average Margins
  • Fuses Offer High Margins, High Turns
  • Ditto for Headlamps
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • Spring 1998 Survey Includes Many Hard Parts
  • One Third of Purchases Are for DIY Installation
  • Demographic Profile of a DIYer
  • A Number of Distinctions Between Brake and Muffler DIYers
  • Where Parts Are Purchased
  • Same Two Brands Lead in Oil Filters
  • Fram and ACDelco Oil Filter Purchasers Present Similar Profiles, Recall Auto DIYers Overall
  • Race an Indicator for Motorcraft Purchasers; College Education for Quaker State
  • Fram Is Leading Brand of Air Filter
  • Demographic Profile of Air Filter Purchasers by Brand
  • ACDelco and Champion the Leading Brands of Spark Plugs
  • Brake Brands and Their Purchasers Remain Anonymous
  • Midas the Leading Brand of Muffler
  • Muffler Purchasers Reflect DIFM Customers
  • Walker Profile Less Well-Defined
  • Monroe the Most Popular Brand of Shocks/Struts
  • Monroe Purchasers Fit Profile of a DIYer
  • Table 3-5: Consumer Overview: Purchase of Automotive Aftermarket Hard Parts by Type, 1998 (percent, age, income): 6 Types
  • Table 3-6a: Consumers of Automotive Aftermarket Hard Parts by Who Installs, 1998 (U.S. Adults): Oil Filters, Air Filters, Spark Plugs
  • Table 3-6b: Consumers of Automotive Aftermarket Hard Parts by Who Installs, 1998 (U.S. Adults): Brake Parts, Mufflers, Shocks/Struts
  • Table 3-7a: Demographic Characteristics Favoring DIY Installation of Automotive Aftermarket Hard Parts by Type, 1998 (U.S. Adults): Air Filters, Oil Filters, Spark Plugs
  • Table 3-7b: Demographic Characteristics Favoring DIY Installation of Automotive Aftermarket Hard Parts by Type, 1998 (U.S. Adults): Brake Pads/Linings, Mufflers, Shocks/Struts
  • Table 3-8a: Consumers of Automotive Aftermarket Hard Parts by Where Purchased, 1998 (U.S. Adults): Oil Filters, Air Filters, Spark Plugs
  • Table 3-8b: Consumers of Automotive Aftermarket Hard Parts by Where Purchased, 1998 (U.S. Adults): Brake Parts, Mufflers, Shocks/Struts
  • Table 3-9: Consumer Purchasing of Oil Filters by Brand, 1998 (percent): 12 Brands, Don't Know, Other
  • Table 3-10a: Demographic Characteristics Favoring Purchase of Oil Filters by Brand: Fram vs. ACDelco, 1998 (U.S. Adults)
  • Table 3-10b: Demographic Characteristics Favoring Purchase of Oil Filters by Brand: Motorcraft vs. Quaker State, 1998 (U.S. Adults)
  • Table 3-11: Consumer Purchasing of Air Filters by Brand, 1998 (percent): 11 Brands, Don't Know, Other
  • Table 3-12: Demographic Characteristics Favoring Purchase of Air Filters by Brand, 1998 (U.S. Adults): Fram, ACDelco, NAPA
  • Table 3-13: Consumer Purchasing of Spark Plugs by Brand, 1998 (percent): 8 Brands, Don't Know, Other
  • Table 3-14: Consumer Purchasing of Mufflers by Brand, 1998 (percent): 10 Brands, Don't Know, Other
  • Table 3-15: Demographic Characteristics Favoring Purchase of Mufflers by Brand, 1998 (U.S. Adults): Midas, Meineke, Walker
  • Table 3-16: Consumer Purchasing of Shock Absorbers/Struts by Brand, 1998 (percent): 12 Brands, Don't Know, Other
  • Table 3-17: Demographic Characteristics Favoring Purchase of Shock Absorbers/Struts by Brand, 1998 (U.S. Adults): Monroe, Gabriel, Delco

• The Products
  • Category Scope
  • 13 Product Segments
  • Products Not Included
  • Figure 4-1: U.S. Retail Sales of Automotive Accessories, 1995-1999 (dollars)
• The Market
  • Retail Sales Approach $15.3 Billion in 1999
  • Table 4-1: U.S. Retail Sales of Automotive Accessories, 1995-1999 (dollars)
  • Market Size Estimates Vary
  • Electronics the Largest Segment
  • Custom Wheels the Second-Largest Segment
  • Truck Accessories in Third Place
  • Hand Tools Fourth, Windshield Wipers Fifth
  • Table 4-2: Estimated Sales of Automotive Accessories by Product Type, 1999 (dollars and percent): 12 Product Types, All Others
• Factors to Market Growth
  • Accessories Market Affected by Economy, Demographics, Lifestyles, Weather, Product Trends
  • Lifestyles a Factor
  • Weather Plays a Role
  • Truck Popularity Portends Future Market Growth
  • More OE Products, But Accessory Sales Still Rising
  • Crime, Avoiding Traffic Law Enforcement Factors in Electronic Sales
  • Wheels One of Few Customization Possibilities Left
  • New Products Grow the Market
• Projected Market Growth
  • Market to Approach $20.8 Billion by 2004
  • Table 4-3: Projected U.S. Retail Sales of Automotive Accessories, 1999-2004 (dollars)
• The Marketers
  • Hundreds of Marketers, Vast Array of Products
  • Most Are Automotive Specialists
  • Major Autosound Marketers
  • Leading Security System Marketers
  • Leading Radar Detector Marketers
  • Sunpro a Leader in Diagnostic Scanners
  • Major Custom Wheel Marketers
  • Several Strong Tool Manufacturers
  • Wiper Segment Draws Competitors
  • Several Lighting Leaders
  • Medo Tops in Air Fresheners
  • Rubber Queen Reigns Over Floor Mats
  • Saddleman Leads in Automobile Coverings
  • Auto Ventshade Leads in Bug Deflectors
  • Nichols and Haynes Publish Repair Manuals
  • Generalists Rally Strong in Some Segments
  • Superior, Carrand-Chieftain, Peterson Compete in Several Segments
  • Table 4-4: U.S. Automotive Aftermarket: Selected Leading Accessories Marketers and Brands (74 Marketers and Their Brands)
• Competitive Overview
  • A Dynamic Category
  • Few Brands Make a Name for Themselves
  • Autosound Marketers an Exception to This Rule
  • Marketers Develop Varying Strategies to "Merging Aftermarket"
  • Windshield Wiper Marketers Also Advertise
  • Prestone Demonstrates Marketing Savvy
  • Small Players Seek Alternative Outlets
• Competitive Focus: Autosound
  • Pioneer the Historic Leader
  • But Company Has Intense Competition
  • Newcomers and Second-Tier Competitors Come On Strong
  • Audiovox Competes in Many Areas
  • Rampage Brand Creation a Smart Move
  • Leading Autosound Marketers Offering Navigational Systems
• Competitive Focus: Electronic Security
  • Four Market Leaders
  • Technologically Comparable
  • Competition Is Technology Based
  • Code-Alarm's New Products
  • Clifford Electronics' Strategy
  • DEI Invests in R&D, Professional Organizations
  • Audiovox and DEI Diversify Into Other Product Areas
  • 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
  • Safety Signals a New Feature
  • Newcomer Valentine One Challenges Leaders
• 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
• Marketing and New Product Trends
  • Truck and SUV Accessories a Continuing Trend
  • Interior Accessories Focus on Convenience
  • Invasion of the Cartoon Characters
  • Technology the Name of the Game in Autosound
  • Hi-Tech Face Plates and Visuals
  • Noise Filters, Power Buffers, Other Add-Ons
  • Sophisticated Autosound Security Systems
  • Increasingly Sophisticated Auto Electronics
  • Mobile Video Also Gaining Ground
  • "Electronic Interface"
  • Next Generation Electronic Security
  • Intelligent Transportation Systems
  • Multiplicity of Designs the Trend in Custom Wheels
  • Windshield Wiper Trends
  • Luxury Accessories Perennial Niche Sellers
  • Table 4-5: The U.S. Market for Automotive Accessories: Selected New Product Introductions, 1998-1999
• Consumer Advertising Expenditures
  • Automotive Accessories Advertising Tops $20 Million
  • Automotive Expenditures Often Difficult to Identify
  • Accessories Marketers Emphasize Print Media
  • Pioneer the Leading Advertiser
  • Valentine One the Second-Ranked Advertiser
  • Several Marketers Tie for Third
  • American Racing Equipment the Leading Wheel Advertiser
  • Sony and Whistler Spend Just Under $1 Million
• Consumer Advertising Positioning
  • Autosound Marketers Get Blood Pumping
  • Electronics Marketers Emphasize Wizardry
  • Tire Marketers Showcase Their Designs
  • Wiper Marketers Emphasize Easy Installation
  • Anco Uses Humor
  • Functionality Key to Other Product Positionings
  • Examples of Advertising
• Distribution and Retail
  • Accessories Boast the Broadest Distribution
  • Internet Sources
  • Accessories Account for 25%+ of Auto Retailers' Sales
  • Truck Accessories Approach 50% of Accessory Sales
  • Special Orders Expand Retailer Offerings
  • Margins Average 35%
  • Bedliners
  • Car Covers
  • Cargo Liners
  • Floor Mats
  • Power Tools
  • Seat Covers
  • Tire Inflators
  • Wipers
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • Simmons Data on Automotive Accessory Purchasers
  • 42% of U.S. Adults Buy Accessories
  • Demographic Overview of an Accessory Purchaser
  • Air Freshener Purchaser Profile
  • Floor Mat Purchaser Profile
  • Headlight Purchaser Profile
  • Windshield Sun Shade Purchasers Present Own Profile
  • Tire Inflator/Sealer Purchaser Presents Classic DIY Profile
  • Steering Wheel Cover Purchaser Profile
  • Seat Cover Purchaser Profile
  • Auto Vacuum Cleaner Purchaser Profile Sketchy
  • Fog Lamp Purchaser Profile Equally Foggy
  • Pacific Residents More Likely to Buy Car Covers
  • Front End Cover Purchasers Remain a Mystery
  • Profile of "Other" Accessory Purchasers
  • Table 4-6: Consumer Overview: Purchase of Automotive Accessories by Type, 1998 (percent, age, income): 12 Classifications, Other
  • Table 4-7: Demographic Characteristics Favoring Purchase of Automotive Accessories, 1998 (U.S. Adults)
  • Table 4-8a: Demographic Characteristics Favoring Purchase of Automotive Accessories by Type, 1998 (U.S. Adults): Air Freshener, Floor Mat, Headlights/Lamps
  • Table 4-8b: Demographic Characteristics Favoring Purchase of Automotive Accessories by Type, 1998 (U.S. Adults): Windshield Sun Shade, Tire Inflator/Sealer, Steering Wheel Cover
  • Table 4-8c: Demographic Characteristics Favoring Purchase of Automotive Accessories by Type, 1998 (U.S. Adults): Seat Cover, Vacuum Cleaner, Fog Lamp
  • Table 4-8d: Demographic Characteristics Favoring Purchase of Automotive Accessories by Type, 1998 (U.S. Adults): Automobile Cover, Front End Cover, Other

Volume 2

• The Products
  • Category Scope
  • Three Basic Types of Tires
  • Bias-Ply Tires
  • Bias-Belted Tires
  • Radial Tires
  • Radials Now the Dominant Tire Type
  • High-Performance Tires Emphasize Traction
  • Treads Are Classified by Weather Compatibility
  • Retreads Confined Mostly to Truck Market
  • Raw Materials Increasingly High-Tech
  • Recycling and Disposal
  • Tire Rating and Labeling
  • Speed Ratings
  • Traction Ratings
  • Temperature Resistance Ratings
  • Treadwear Ratings
  • Figure 5-1: U.S. Retail Sales of Replacement Tires for Passenger Vehicles and Light Trucks, 1995-1999 (dollars)
• Market Size and Growth
  • Aftermarket Sales Estimated at Over $14 Billion
  • Table 5-1: U.S. Retail Sales of Replacement Tires for Passenger Vehicles and Light Trucks, 1995-1999 (dollars)
  • Unit Tire Sales Up 15% in Last Five Years
  • Table 5-2: U.S. Unit Sales of Replacement Tires for Passenger Vehicles and Light Trucks, 1995-1999
  • Average Tire Price Has Fallen in Last Five Years
• Market Composition
  • Aftermarket Accounts for Bulk of Tire Shipments
  • Nearly All Tires Sold Are Radials
  • Passenger Tires Dominate Unit Sales
  • All-Season Tires Most Popular
  • Table 5-3: U.S. Unit Sales of Replacement Passenger Tires by Tread Design, 1998 (number): 4 Tread Designs
  • Blackwalls Favored for Sidewall Design
  • Performance Tires Inch Up
  • Sales by Retail Outlet: Independent Tire Dealers Lead
  • Table 5-4: Share of Passenger Tire Sales by Retail Outlet, 1994-1998 (percent): 7 Outlet Types
• Factors to Market Growth
  • More Cars, More Miles Driven
  • Popularity of Trucks and SUVs Drive Sales
  • But Competition, Over-Capacity Exert Negative Pressure on Prices
  • Global Over-Capacity Affects U.S. Market
  • Longer-Wearing Tires Decrease Unit Sales
  • Oil Prices Affect Tire Sales
  • Run-Flat Tires a Negative Factor in the Long-Term
  • Yet Marketers Anticipate Growth
• Projected Market Growth
  • Sales to Top $16 Billion by Year 2004
  • Table 5-5: Projected U.S. Retail Sales of Replacement Tires for Passenger Vehicles and Light Trucks, 1999-2004 (dollars)
• The Marketers
  • Approximately 100 Tire Marketers in the United States
  • Six Major Marketers
  • Second-Tier Marketers Keep Pressure On
  • Goodyear Leads Market with 22% Share
  • Table 5-6: Estimated Retail Share of U.S. Replacement Tire Market, 1998 (percent): 12 Marketers/20 Brands
  • Leading Aftermarket Marketers Also Strong in OE
  • Goodyear Also Leads in OE Market
  • Table 5-7: Estimated Marketer Share of Light Vehicle OE Tire Market, 1998 (percent): 5 Marketers
  • Table 5-8: U.S. Automotive Aftermarket: Selected Leading Tire Marketers and Brands (36 Marketers and Their Brands)
• Competitive Overview
  • A Competitive Global Market
  • Strong Get Stronger Via Mergers, Acquisitions, and Joint Ventures
  • Technological Advancements Up Competitive Ante
• Competitive Profile: Bridgestone Corp.
  • Tokyo-based Tire-Maker Outmaneuvered by Goodyear/Sumitomo
  • Rocky U.S. Relations
  • Strengthens Retail Operations
  • Expands Relationships with Carmakers
  • Builds Reputation Through Participation in Car Racing
• Competitive Profile: Continental AG
  • World's Fourth-Largest Tire-Maker
  • Resists Takeover Attempts by Pirelli
  • Private-Label Strategy Hurt Name Recognition, Quality Perception
  • Heading for Comeback
  • Sets Multi-Million Advertising Budget for 1999
• Competitive Profile: Cooper Tire & Rubber Co.
  • Marketer Specializes in Replacement Tires
  • Produces Its Own Brands Plus Many Private-Labels
  • Cooper Capitalized on Industry Shakeout
  • Signs Deal with Pirelli in 1999
• Competitive Profile: Goodyear Tire & Rubber Co.
  • Goodyear Going Strong
  • Acquires Kelly-Springfield in 1935
  • Successfully Resists Hostile Takeover Attempt
  • Laser, Automation Technology Reduces Production Time
  • First All-Season Tire-Maker Reintroduces Snow Tires
  • Introduces Aquatred Tire
  • Company to Expand Its Chain of Tire Stores
  • Expands Retail Presence Through Penske and Montgomery Ward Auto Centers
  • Strikes Deal with Sumitomo
  • Offers Tires for Every Type of Consumer
• Competitive Profile: Michelin
  • The Third-Ranked Tire Marketer
  • An Innovative Tire Company
  • Over-Expansion Creates Problems
  • Pursues OE Business
  • Introduces Improvement to Run-Flat Technology
  • Two Widely Recognized Symbols
  • Michelin Also Produces Private-Label Tires
• Marketing and New Product Trends
  • Longer-Lasting, All-Season Tires Continuing Trends
  • Specialty Tires a Growing Segment of the Market
  • Truck and SUV Tire Sales Growing
  • Tire-Makers Work on Technology
  • Self-Sealant and Run-Flat Tires
  • Sidewall, Tread Designs
  • Table 5-9: The U.S. Market for Replacement Tires: Selected New Product Introductions, 1998-1999
• Consumer Advertising Expenditures
  • Leading Tire Marketers Spend Nearly $150 Million on Advertising
  • Goodyear the Top Advertiser
  • Michelin the Second-Highest Spender
  • Bridgestone/Firestone in Third Place
  • No Other Tire Advertiser Comes Close in Spending
  • Unmeasured Expenditures Mainly Racing Sponsorships
• Consumer Advertising Positioning
  • Performance the Most Common Positioning
  • High Performance Often Linked to Racing
  • Technology Also Emphasized
  • Long Tread Wear
  • Rugged, Aggressive Positionings Chosen for Truck, SUV Tires
  • Self-Sealing, Run-Flat Technology Emphasized
  • Michelin Stresses Safety
  • Overall Value
  • The Comfort of a Smooth (Quiet) Ride
  • Sportstars Occasionally Featured
  • Bridgestone Makes Status Appeal
  • Examples of Advertising
• Distribution and Retail
  • Tires Typically Follow Three-Step Distribution
  • Retail Competition Is Fierce
  • Size Matters: Larger Outlets Displace Smaller Retailers
  • Ford's Entry Makes Competition That Much Tougher
  • Consolidation a Key Survival Strategy
  • Purchasing Co-ops Another Strategy
  • Tire Dealers Add Other Services
  • The Leading Tire Chains
  • Table 5-10: Leading Tire Retailers by Number of Outlets, 1998 (number): 10 Tire Dealers
  • Leading Mass-Merchandiser/Department Store Chains
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • Simmons Data on Tire Purchasers
  • Overview of Consumer Patterns
  • Demographic Profile of a Heavy User
  • Profile of a Passenger Tire Purchaser
  • Truck Tire Purchaser More Likely to Be Younger, Male, Blue-Collar
  • Regular and All-Season Most Frequently Purchased Types of Passenger Car Tires
  • All-Season and Light Truck Favored Tire Types for Trucks, SUVs, and Vans
  • Consumers Prefer Blackwall Tires by Narrow Margin
  • Most Tire Purchasers Buy from Tire Dealer
  • Goodyear the Number-One Passenger Car Tire
  • Goodyear Purchaser Profile
  • Michelin Purchaser Is Affluent, Older Male
  • Firestone Purchaser Profile
  • Pickup/SUV/Van Tire Purchasers Present Different Profile
  • Michelin Purchaser Suggests Minivan Mom
  • Largest Percentage of Purchasers Spend $250-$499 on Tires
  • Table 5-11: Consumer Purchasing Overview: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent, age, income): 18 Tire Classifications
  • Table 5-12: Demographic Characteristics Favoring Heavy Use of Tires by Type: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (U.S. Adults)
  • Table 5-13: Demographic Characteristics Favoring Purchase of Tire by Type: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (U.S. Adults)
  • Table 5-14: Consumer Purchasing of Tires by Type: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent): 5 Types of Tire
  • Table 5-15: Consumer Purchasing of Tires by Sidewall Design: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent): 5 Types of Tire
  • Table 5-16: Consumer Purchasing of Tires by Where Purchased: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent): 9 Types of Retailer, Other
  • Table 5-17: Consumer Purchasing of Tires by Brand: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent): 19 Brands, Other
  • Table 5-18: Demographic Characteristics Favoring Purchase of Passenger Car Tires by Brand, 1998 (U.S. Adults): Goodyear, Michelin, Firestone
  • Table 5-19: Demographic Characteristics Favoring Purchase of Pickup, SUV, or Van Tires by Brand, 1998 (U.S. Adults): Goodyear, Michelin, BFGoodrich
  • Table 5-20: Consumer Purchasing of Tires by Amount Spent: Passenger Car Tire vs. Pickup, SUV, or Van Tire, 1998 (percent): From Less than $100 to $500+

• The Products
  • Category Scope: Three Product Segments
  • Motor Oil: Lubricates, Seals, Cools, and Cleans
  • Oil Base Most Important Component
  • Motor Oil Ratings
  • Refined vs. Synthetic Motor Oils
  • Recycling Motor Oil
  • Fluids: Necessary for Proper Performance of Vehicle Systems
  • Antifreeze/Coolant
  • Transmission Fluid
  • Brake Fluid
  • Power Steering Fluid
  • Air Conditioning Fluid
  • Differential Fluid
  • Lubricating Greases
  • Additives: Used as Preventive Maintenance and Performance Enhancers
  • Fuel Additives
  • Oil Additives
  • Engine Treatments
  • Sealants
  • Environmental Regulations Affect Motor Oils, Fluids, and Additives
  • Figure 6-1: U.S. Retail Sales of Motor Oil, Fluids, and Additives, 1995-1999 (dollars)
• The Market
  • 1999 Sales Estimated at $7.0 Billion
  • Table 6-1: U.S. Retail Sales of Motor Oil, Fluids, and Additives by Segment, 1995-1999 (dollars): Motor Oil, Fluids, Additives
  • Motor Oil Accounts for Most of Category Sales
  • Table 6-2: Share of U.S. Automotive Fluid Sales by Segment, 1999 (percent): Motor Oil, Fluids, Additives
  • Sales by Channel
• Factors to Market Growth
  • Motor Oil Has Steady Growth Prospects
  • A Global Industry Affected by Foreign Markets
  • Longer Drain Intervals on Newer Vehicles
  • Synthetic Motor Oils Might Slow Growth
  • Slow Growth Expected for Other Fluid Sales
  • Shift from DIY to DIFM
  • Leasing
  • Superior Automotive Components
  • Environmental Regulations Have Not Been Draconian
  • Additives' Prospects Fail to Materialize
• Projected Market Growth
  • Sales to Reach $7.8 Billion by 2004
  • Table 6-3: Projected U.S. Retail Sales of Motor Oil, Fluids, and Additives by Segment, 1999-2004 (dollars): Motor Oil, Fluids, Additives
• The Marketers
  • Hundreds of Marketers of All Sizes
  • Larger Marketers Compete in All Segments
  • Segment-Specific Breakouts Hard to Come By
  • Pennzoil-Quaker State the Category Leader
  • Ashland Is Second
  • Castrol Ranks Third
  • Mobil Places Fourth
  • Prestone in Fifth Place
  • STP Sixth Overall, But Leading Additives Marketer
  • Several Marketers Compete for Smaller Shares
  • Two Marketers Lead in Motor Oil Segment
  • Table 6-4: Share of Mass-Merchandiser Sales of Motor Oil by Marketer, 1998 (percent): 5 Marketers, Private Label, All Other
  • Three Marketers Lead in Synthetic Motor Oil
  • Automotive Fluids a Fragmented Segment
  • Prestone Leads in Antifreeze/Coolant
  • Private-Label Brands Encroaching
  • Table 6-5: Share of Mass-Merchandiser Sales of Antifreeze by Marketer/Brand, 1998 (percent): 5 Marketers/Brands, Private Label, All Other
  • No More Integrated Suppliers of Antifreeze
  • Pennzoil-Quaker State a Leader in Other Automotive Fluids
  • A Handful of Leading Additive Marketers
  • Table 6-6: U.S. Automotive Aftermarket: Selected Leading Marketers and Brands of Motor Oil, Fluids, and Additives (54 Marketers and Their Brands)
• Competitive Overview
  • An Increasingly Competitive Market
• Competitive Situation: Motor Oil
  • Specialists vs. Oil Companies
  • Specialists Lead and Have Made Competitive Gains
  • Oil Companies Facing Severe Competitive Pressures
  • Private Labels Vie for Shelf Space
  • Competing in DIFM and DIY
  • Developing Higher-End Products
  • Specialty Motor Oils a Profitable Niche Product
• Competitive Situation: Automotive Fluids
  • Prestone Dominates
  • Prestone Sells on Quality
  • Prestone Introduces New Products, Finds New Outlets
  • Prestone Backs Its Products with Advertising
  • Zerex Follows Prestone's Lead
  • Ashland Purchases Zerex
  • A Comprehensive Line of Automotive Fluids
  • Sierra the Leading Brand of Propylene Glycol Antifreeze
  • Quaker State's Purchase of Specialty Oil Doubles Its Lubricants Business
  • STP Also Offers Functional Fluids
  • Texaco Introduces Havoline
  • ILI Develops Seed-Based Lubricants
  • Amrep Another "Green" Marketer
  • Car Manufacturers Drop Opposition to PG-Based Antifreeze
  • Private Label Forces Prices Down
• Competitive Situation: Automotive Additives
  • First Brands' STP Has Leading Share
  • First Brands Merges with Clorox
  • 28-Year Relationship with NASCAR
  • Pennzoil-Quaker State Glides into Second Place with Addition of Slick 50
  • Quaker State 4x4 Also Competes
  • Valvoline's Pyroil Competes on Price
  • Turtle Wax Enters Additives Segment
  • The Impact of Private Label
  • Segment Attracts Newcomers
  • But May Be Overcrowded
  • Consolidation of Vendors and Products
  • Prolong Supported by Television Launch
  • Granatelli Lubricants Also Broadcasts Launch
• Marketing and New Product Trends
  • Trends to Synthetics, Niche, and High-Performance Products
  • Conventional Oils Also Performing Better
  • Recycled Motor Oil a Niche Product
  • Switch to Every Day Low Pricing
  • Marketers Extending into Other Categories
  • Consumers Require Education about New Products
  • Targeting the Youth Market
  • Marketing to Hispanics
  • Marketers Offering Retailing Support
  • Table 6-7: The U.S. Market for Motor Oil, Fluids, and Additives: Selected New Product Introductions, 1998-1999
• Consumer Advertising Expenditures
  • Fluids Advertisers Spend Over $139 Million in 1998
  • Pennzoil-Quaker State the Leading Advertiser
  • Castrol the Second-Ranked Advertiser
  • Ashland in Third Place with Valvoline
  • Oil Companies in Fourth and Fifth Place
  • Prestone Backs Antifreeze
  • Witco, Prolong, and Shell Round Out Top Spenders
  • Fluids Marketers Spend Heavily on Sponsorships
• Consumer Advertising Positioning
  • Performance Is Most Popular Positioning
  • Protection Linked to Performance
  • Protecting Your Investment
  • Additive Ads Also Tout Preventive Maintenance
  • Reliability an Antifreeze Positioning
  • Examples of Advertising
• Distribution and Retail
  • Automotive Fluids Have Wide Distribution
  • Car Dealers Join Ranks of Installers
  • Motor Oil Margins Average 22%
  • Motor Oil Frequently Sold as a Loss Leader
  • Antifreeze Has Higher Margins
  • Additives Offer Higher Margins, Require Less Space
  • Fluids Also Sold Through Food Stores and Drugstores
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • Simmons Data on Purchasers of Automotive Fluids
  • Overview of Consumer Patterns
  • Motor Oil Purchasers Fairly Evenly Distributed Throughout Population
  • Antifreeze Purchasers Mirror Motor Oil Consumers
  • Additive Purchasers Present Similar Profile
  • Where Purchasers Buy Motor Oil
  • Pennzoil the Most Popular Brand
  • Largest Percentage of Purchasers Are DIYers
  • Pennzoil and Quaker State Purchasers
  • Castrol Purchasers Younger, More Diverse
  • Demographic Indicators of Valvoline Purchasers
  • Largest Percentage of Motor Oil Purchasers Are Medium Users
  • Medium, Heavy Users Present Classic DIYer Profile
  • Prestone the Most Popular Antifreeze
  • Most Purchasers Install Antifreeze Themselves
  • Most Antifreeze Purchasers Are Medium Users
  • Antifreeze Heavy User Different from Light User
  • Mature DIYer the Quintessential Prestone Purchaser
  • Zerex Purchasers Present a More Downscale Profile
  • Peak Purchasers Similar to Other Fluid Purchasers
  • Auto Part Stores Capture Most Additive Purchasers
  • STP the Most Popular Brand of Additive
  • Data Afford Insight Into Motives of Gas Additive Purchasers
  • Most Gasoline Additive Purchasers Are Light Users
  • African-Americans Indicated as Heavy Users of Gasoline Additives
  • Gasoline Additive Consumers Present Typical Fluid Purchaser Profile
  • Heavy vs. Light Motor Oil Purchasers
  • Motor Oil Additive Purchasers by Brand
  • Table 6-8: Consumer Overview: Purchase of Automotive Fluids by Type, 1998 (percent, age, income): 4 Types
  • Table 6-9a: Demographic Characteristics Favoring Purchase of Automotive Fluids: Motor Oil vs. Antifreeze, 1998 (U.S. Adults)
  • Table 6-9b: Demographic Characteristics Favoring Purchase of Automotive Fluids: Gasoline Additives vs. Motor Oil Additives, 1998 (U.S. Adults)
  • Table 6-10: Consumer Purchasing of Motor Oil by Where Purchased, 1998 (percent): 8 Outlets, Other
  • Table 6-11: Consumer Purchasing of Motor Oil by Brand Most Often Purchased, 1998 (percent): 19 Brands, Other
  • Table 6-12: Consumer Purchasing of Motor Oil: By Who Adds/Changes, 1998 (percent): 7 Installers, Other
  • Table 6-13a: Demographic Characteristics Favoring Purchase of Motor Oil by Brand: Pennzoil vs. Quaker State, 1998 (U.S. Adults)
  • Table 6-13b: Demographic Characteristics Favoring Purchase of Motor Oil: Castrol vs. Valvoline, 1998 (U.S. Adults)
  • Table 6-14: Demographic Characteristics Favoring Purchase of Motor Oil by Usage Level, 1998 (U.S. Adults): Heavy (18+), Medium (6-17), Light (0-5)
  • Table 6-15: Consumer Purchasing of Antifreeze by Brand, 1998 (percent): 9 Brands, Other
  • Table 6-16: Consumer Purchasing of Antifreeze by Who Adds/Changes, 1998 (percent): 6 Installers, Other
  • Table 6-17: Demographic Characteristics Favoring Purchase of Antifreeze by Annual Usage Level, 1998 (U.S. Adults): Heavy (4+), Medium (2-3), Light (0-1)
  • Table 6-18: Demographic Characteristics Favoring Purchase of Antifreeze by Brand, 1998 (U.S. Adults): Prestone, Zerex, Peak
  • Table 6-19: Consumer Purchasing of Additives by Where Purchased: Gasoline Additives vs. Oil Additives, 1998 (percent): 8 Outlets, Other
  • Table 6-20: Consumer Purchasing of Additives by Brand: Gasoline Additives vs. Oil Additives, 1998 (percent): 6 Brands, Other
  • Table 6-21: Consumer Purchasing of Gasoline Additives: By Reason for Purchase, 1998 (percent): 4 Reasons, Other
  • Table 6-22: Demographic Characteristics Favoring Purchase of Gasoline Additives by Annual Usage Level, 1998 (U.S. Adults): Heavy (6+), Medium (3-5), Light (0-2)
  • Table 6-23: Demographic Characteristics Favoring Purchase of Gasoline Additives by Brand, 1998 (U.S. Adults): STP, Gumout, Slick 50
  • Table 6-24: Demographic Characteristics Favoring Purchase of Motor Oil Additives by Annual Usage Level, 1998 (U.S. Adults): Heavy (3+), Light (0-2)
  • Table 6-25: Demographic Characteristics Favoring Purchase of Motor Oil Additives by Brand: STP vs. Slick 50, 1998 (U.S. Adults)

• The Products
  • Category Scope
  • Battery Design and Materials
  • Cold-Cranking Power
  • Warm-Cranking Power
  • Reserve Capacity
  • Batteries More Sensitive to Heat Than Cold
  • Trend to Maintenance-Free Batteries
  • Dual-Capacity Batteries
  • Warranties for Five to Seven Years
  • Battery Recycling
  • Other Battery Designs
  • Figure 7-1: U.S. Retail Sales of Automotive Replacement Batteries, 1995-1999 (dollars)
• The Market
  • Market Tops $4 Billion in 1999
  • Table 7-1: U.S. Retail Sales of Automotive Replacement Batteries, 1995-1999 (number and dollars)
  • Largest Percentage of Sales Through Discount/Department Stores
  • Table 7-2: Share of Automotive Replacement Battery Sales by Retail Outlet, 1999 (percent): 7 Types of Retail Outlet, Don't Know, Other
  • Sales Are Seasonal
• Factors to Market Growth
  • Growth in Vehicle Fleet a Positive
  • Growth in Electronic Components Another Positive
  • Advanced Battery Technology Will Grow Market
  • Electric Vehicles an Elusive Boon
  • Longer-Lasting Batteries Also Slow Growth
• Projected Market Growth
  • Market to Reach $4.7 Billion by 2004
  • Table 7-3: Projected U.S. Retail Sales of Automotive Replacement Batteries, 1999-2004 (dollars)
• The Marketers
  • Three Leading Marketers
  • Johnson Controls on Top in U.S. Market
  • Remaining Marketers Account for Much Smaller Shares
  • Majority of Other Marketers' Batteries Made by Top Three
  • Table 7-4: U.S. Automotive Aftermarket: Selected Leading Marketers and Brands of Replacement Batteries (30 Marketers and Their Brands)
• Competitive Situation
  • Industry Increasingly Competitive
  • Mild Weather Flattens Sales
  • Private-Label Contracts Can Improve Market Share But Ruin Profitability
  • Johnson Controls and Exide Go Head-to-Head
  • Exide Focuses on Aftermarket Brand Strength
  • Johnson Controls Has Many Strong Aftermarket Accounts
  • OE Relationships Give Johnson a Leg Up on Product Development
  • Johnson Reinvests in Own Brand
  • Delco Trades on Strength of Name
  • GNB a Leading Battery Recycler
  • Pacific Dunlop Renews Commitment to GNB
  • Interstate Sells Batteries on Consignment
  • Downward Pressures on Price
  • Competition from Japan
  • Batteries Plus a New Entry to the Retail Scene
• Competitive Profile: Exide Corporation
  • Exide Refocuses on Profitability
  • "Least-Cost Provider" Strategy Out
  • Orbital Select Battery In
  • Invests in Dual-Graphite Battery Technology
  • America's First Battery Company
  • Exide Builds Brand Awareness Through NASCAR Sponsorship
• Competitive Profile: Johnson Controls, Inc.
  • Company Makes Strong Gains in 1999
  • Wins Awards from Customers
  • Invests in New Battery Technology
  • Other Businesses
• Marketing and New Product Trends
  • Trend to Branding
  • Trend to Two-Battery—or Larger Battery—Vehicles
  • Stinger Electronics Markets Supplemental Battery
  • Lighter-Weight Batteries
  • "Smart" Batteries Also Coming
  • Modular Battery Designs
  • Non-Liquid Electrolyte
  • Smaller, Sealed Design Makes New Placements Possible
  • Cylindrical Coils Replace Plates
  • New Batteries Not Just for Luxury Vehicles
  • Dual-Graphite Battery Technology on the Horizon
  • Table 7-5: The U.S. Market for Automotive Replacement Batteries: Selected New Product Introductions, 1998-1999
• Advertising Trends
  • Consumer Advertising Expenditures Difficult to Assess
  • Top Battery Marketers Spend $27 Million in 1998
  • Sears the Leading Advertiser with DieHard, Exide Number-Two Spender
  • Interstate Places Third in Advertising
  • Duralast Not Heavily Advertised
  • Johnson Controls Fields Little Advertising
  • Consumer Advertising Positioning: Cold-Cranking Ability Still the Most Popular Appeal
  • Racing and Performance Themes
  • Trade Advertising: Battery Marketers Target Retailers
  • Johnson Controls Advertises Testing Conditions of the Energizer
  • Examples of Advertising
• Distribution and Retail
  • Two Distribution Methods Dominate
  • A Number of Companies Handle Own Distribution
  • Average Gross Margins Have Improved
  • Retailers Carry One or Two Brands
  • SKUs Continue to Drop
  • Floor Space Also Shrinking
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • 30% of Adults Purchase Batteries
  • Battery Purchaser Profile
  • Majority of Purchases Are DIY
  • Discount/Department Stores Are Preferred Retailers
  • Sears DieHard the Most Popular Brand
  • Battery Purchaser Profile by Brand
  • Light Users vs. Heavy Users
  • Table 7-6: Demographic Characteristics Favoring Purchase of Automotive Replacement Battery, 1998 (U.S. Adults)
  • Table 7-7: Consumer Purchasing of Automotive Replacement Battery by Who Installs, 1998 (percent): 8 Types of Installation, Other
  • Table 7-8: Consumer Purchasing of Automotive Replacement Battery by Where Purchased, 1998 (percent): 11 Types of Retail Outlet, Other
  • Table 7-9: Consumer Purchasing of Automotive Replacement Battery by Brand Most Often Purchased, 1998 (percent): 17 Brands, Other
  • Table 7-10: Demographic Characteristics Favoring Purchase of Automotive Replacement Battery by Brand, 1998 (U.S. Adults): Die Hard, Delco, Interstate
  • Table 7-11: Demographic Characteristics Favoring Purchase of Automotive Replacement Battery: Heavy Purchasers vs. Light Purchasers, 1998 (U.S. Adults)

• The Products
  • Category Scope: Four Product Segments
  • Waxes and Polishes
  • Touch-Up Paints and Body Fillers
  • Protectants
  • Washes
  • Figure 8-1: U.S. Retail Sales of Automotive Appearance Chemicals, 1995-1999 (dollars)
• Market Size and Growth
  • Sales Estimated at $1.8 Billion
  • Table 8-1: U.S. Retail Sales of Automotive Appearance Chemicals by Segment, 1995-1999 (dollars): Wax/Polish, Paint/Body Filler, Protectants, Washes
  • Waxes/Polishes Benefit from New, Easy-to-Use Formulations
  • Paint/Body Fillers Show Strong Growth
  • Protectants Benefit from New OE Designs
  • New Products Also Spur Sales of Washes
• Market Composition
  • Waxes/Polishes and Paint Each Claim 31% Share
  • Table 8-2: Share of Automotive Appearance Chemical Sales by Segment, 1999 (percent): Wax/Polish, Paint/Body Filler, Protectants, Washes
  • Auto Parts Stores Are Leading Retail Outlet
  • Table 8-3: Share of Automotive Appearance Chemical Sales by Retail Outlet, 1999 (percent): 8 Outlets
• Factors to Market Growth
  • Fewer Motorists Maintaining Their Vehicles
  • Truck, SUV Owners Among the Exceptions
  • New Products Drive Growth
• Projected Market Growth
  • Sales to Reach $2.1 Billion by 2004
  • Table 8-4: Projected U.S. Retail Sales of Automotive Appearance Chemicals, 1999-2004 (dollars)
• The Marketers
  • A Crowded Market
  • Clorox Buys First Place
  • Turtle Wax Second
  • Leading Marketers in Mass Merchandisers
  • Table 8-5: Share of Mass-Merchandiser Sales of Waxes/Polishes by Marketer, 1998 (percent): 4 Marketers, All Other
  • Sherwin-Williams Leads in Paints
  • Other Major Players
  • Table 8-6: U.S. Automotive Aftermarket: Selected Leading Appearance Chemicals Marketers and Brands (25 Marketers and Their Brands)
• The Competitive Situation
  • Mergers and Acquisitions Strengthen Top Brands
  • Field Becoming Crowded with Newcomers and Line Extensions
  • New Marketers Keep Coming
  • Nu-Finish a Strong Secondary Brand
  • Simoniz Poised for Comeback?
  • Armor All Fields Many New Offerings
  • Turtle Wax Teams Up for Line Extensions
  • Other Turtle Wax Extensions
  • No Touch Seeks Sales Through Tire Dealers
  • Blue Coral Targets Several Demographic Groups and Price Ranges
  • Mother's 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
  • Easy On/Easy Off Remains Important Feature
  • New Products Mirror Trends in Personal Care, Such as "Clear" and Organic
  • Pleasing Scents Arriving
  • Products Oriented Toward Women
  • Versatility Promoted to Expand Sales Potential
  • Protection from the Elements
  • Color Waxes Still Popular
  • Make Mine Leather
  • Scratch Remover
  • Tire Dressing a Whole New Segment
  • Table 8-7: The U.S. Market for Automotive Appearance Chemicals: Selected New Product Introductions, 1998-1999
• Consumer Advertising Expenditures
  • Expenditures Estimated at $28 Million in 1998
  • Clorox the Leader
  • Newcomer Kiwi a Surprising Second
  • Television and Magazines Are Favored Media
• Consumer Advertising Positioning
  • Car Appearance Is Primary Appeal
  • Wet Look Is In
  • Ease of Use Also Emphasized
  • Product Demonstrations Popular
  • Racing a Popular Positioning
  • Protection/Preservation Also Key
  • "Safe for Clear-Coat Finishes"
  • Examples of Advertising
• Distribution and Retail
  • Appearance Chemicals Widely Distributed
  • Margins Average 40%-50%
  • Turns Are Frequent
  • Display Space/SKUs Up
• The Consumer
  • Note on Simmons Market Research Bureau Data
  • Simmons Data on Appearance Chemical Purchasers
  • Overview of Consumer Patterns
  • Car Wax Consumers Present Profile of Employed, Adult Male
  • Most Are Medium Users
  • Younger Males Indicated as Heavy Users
  • Turtle Wax the Most Popular Brand
  • Turtle Wax Users
  • Armor All Users Have Distinctive Profile
  • Nu-Finish Users Look Like Older Turtle Wax Users
  • Armor All the Preferred Brand of Protectant
  • Profile of a Protectant User
  • Aftermarket Business Survey Sheds Light on Tire-Care Consumers
  • Nearly 40% of DIYers Willing to Touch Up Paint
  • Table 8-8: Consumer Overview: Purchase of Automotive Appearance Chemicals by Type, 1998 (percent, age, income): 3 Types
  • Table 8-9: Demographic Characteristics Favoring Purchase of Car Wax/Polish, 1998 (U.S. Adults)
  • Table 8-10: Demographic Characteristics Favoring Purchase of Car Wax/Polish by Annual Usage Level, 1998 (U.S. Adults): Heavy, Medium, Light
  • Table 8-11: Consumer Purchasing of Car Wax/Polish by Brand, 1998 (percent): 8 Brands, Other
  • Table 8-12: Demographic Characteristics Favoring Purchase of Car Wax by Brand, 1998 (U.S. Adults): Turtle Wax, Armor All, Nu-Finish
  • Table 8-13: Consumer Purchasing of Leather/Vinyl Protectant by Brand, 1998 (percent): 5 Brands, Other
  • Table 8-14: Demographic Characteristics Favoring Purchase of Leather/Vinyl Protectant by Brand: Armor All vs. STP Son of a Gun!, 1998 (U.S. Adults)

Appendix I: Advertisements. This appendix appears in bound editions only.
Appendix II: Addresses of Selected Automotive Aftermarket Companies and Resources