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Marketing & Trading


CNPC's marketing activities are mainly focused on crude oil and petroleum products, basic petrochemicals, derivative chemicals and other chemicals.

Taking advantage of a well-organized marketing network for refined products and a centralized marketing system for chemicals, CNPC has established an enhanced and efficiently operated marketing network nationwide with retail outlets and service stations set up across the country to providing services to more than 11 million customers on a daily basis.

Given the diversity of competitors and supply channels and inspired by the business philosophy of "Premium Service for People", we are committed to providing quality products and premium services to our customers through a conversion of growth model for CNPC's marketing teams.

CNPC's refined products sales volume and market share have been increasing steadily in recent years. In 2018 we sold 117.36 million tons of refined products, up 2.8% year-on-year. We pushed ahead with quality upgrading initiative in order to deliver cleaner and premium oil products. By the end of 2018, all of our oil depots and service stations had been revamped to ensure the supply of National VI-compliant oil products.

As the marketing structure has continuously improved, our brand value and market recognition have also grown. CNPC ranked first in the “China Total Brand Value Management Grand Awards 2018” in terms of China Brand Power Index (C-BPI) and China Net Promoter Score (C-NPS). According to the brand ranking and analysis report of the 2018 China Customer Satisfaction Index (C-CSI) released by brand rating and consulting institute Chnbrand, CNPC service stations scored 71.4 points, ranking first for the second consecutive year since 2017. Customer satisfaction rate for follow-up calls of CNPC service hotline 95504 reached 96.1%.

Service Stations

CNPC endeavors to improve the construction quality and the service level of service stations, focusing primarily on revenues from large-scale service stations and the accessibility of small- and medium-sized services stations. As of the end of 2018, CNPC had 21,783 service stations in 31 provinces, municipalities and autonomous regions as well as Hong Kong SAR in China, serving more than 11 million customers on a daily basis.

With more extensive and improved functions, the stations provide diversified services to satisfy customers’ needs. Convenience stores are available at 95% of these stations. As the Internet big data and cloud computing technologies evolve rapidly, we are pushing ahead with the Service Station 3.0 initiative which is aimed at creating the “People +Car + Lifestyle” ecosystem based on the concept of “Servicestation + Internet + N”.

Non-fuel Service

In CNPC, the synergy of the integrated marketing model comprising retail, fuel cards and non-fuel business has emerged. In 2008, we launched the uSmile brand for the integrated operation and management of our convenience shops. Using the smile design shows our service philosophy and quality in the sales business.

Non-fuel products is an important profit growth point among our marketing business. Taking advantages of the retail network, we realize integrated marketing at service stations by upgrading our convenience stores and carefully selecting of commodities. We push forward the development of our self-produced commodities and, in particular, strengthen the promotion of the Kunlun Star commodity family. Vehicle services are offered at service stations, either by ourselves or our JVs, or by renters. Overall profitability has been improved by utilizing the resources of non-fuel suppliers through joint marketing and brand integration. In 2018, our non-fuel business has generated RMB 23.1 billion in revenue, up 24% year-on-year.

Rapid oil change service

We have established outlets in Beijing, Daqing, Lanzhou, Dalian, and Chongqing. All these outlets provide emergency assistance in a short range of 3-5 kilometers.

International Trade

Supported by our three overseas operation hubs in Singapore, London and New York and distribution networks, we conduct trading in crude oil, refined products, natural gas, and petrochemicals, as well as international carbon trading, sales of our overseas equity oil and transactions in oil and refined products futures in over 80 countries around the world. PetroChina International Co., LTD (China National United Oil Corporation), a subsidiary of CNPC, is responsible for CNPC's international trading activities.

PetroChina International deals with international trade in crude oil and about 100 kinds of refined and chemical products to and from over 80 countries and regions by way of commission agency, self-support import/export, transit and consigned processing for export. During its operations, PetroChina International has carried out successfully international transit business in crude, gasoline and fuel oil, as well as other businesses such as imported materials processing, oil products exchange, insurance agency and hedging services. Overseas wholesale of refined oil is carried out by means of tank rental and blending. PetroChina International also trades gasoline in Platts Assessment Window and actively makes overseas investments by acquiring and merging oil depots and filling stations.

In 2018, we reported trading volume of 480 million tons, worth USD 236.7 billion, up 2.5% and 28.4% year-on-year respectively.