Marketing segment


Our marketing business is conducted domestically (sales to foreign companies) and through export sales, by sea and by land. In 2013, the LOTOS Group’s activities involving production and sales to the fuel, lube and bitumen industries were carried out through:

  • Grupa LOTOS and
  • subsidiaries: LOTOS Paliwa, LOTOS Oil, LOTOS Asfalt and LOTOS-Air BP Polska.

We also provided logistics services through Grupa LOTOS (management of storage capacities) and LOTOS Kolej (primary logistics).

In the area of aviation fuel, November 2013 saw the closing of a joint-venture transaction with BP Europe SE, concerning sale of a 50% equity interest in LOTOS Tank, which led to the establishment of LOTOS-Air BP Polska.


Our 2013 performance relative to strategic objectives for the marketing segment was in line with plans.

{GRI 2.2., GRI 2.7.}

The LOTOS Group secured a 33.4% share in the domestic fuel market, 3.4 pp above the target set in the business strategy for 2015. The market share fell by 0,9 pp on 2012, due to increased activity of the grey market, whose volume in 2013 was estimated at around 1.6 million tonnes.

The LOTOS Group’s share in the Polish retail fuel market reached 8.5% - which means we are on track to meet our strategic target for 2015. In 2013, our share of the retail market rose by 0.5 pp on 2012. The achievement of our strategic target, to gain a 10% share in the domestic retail fuel market by 2015, will be supported by sustainable development of the service station chain both in the premium and economy segments, and by increasing sales through the existing chain.

The target of generating sales in excess of our fuel production capacities, forecast for the end of 2013, was achieved at 8.7% - which puts us well on track to meet the 15% target by 2015.

In 2013, the volume of products sold by the LOTOS Group ran to 9.3 million tonnes, 8.1% down year on year. The greatest decline was seen in domestic sales of diesel oil, as the increased activity of the grey market took away some of the demand for the fuel, which was further sapped by the economic slowdown. A decline in export sales was due mainly to the overhaul shutdown of our refinery in the first half of the year, and ongoing efforts to optimise the sales mix in response to different refining margins spreads.

LOTOS Group’s share in the domestic market of liquid fuels (%)

Source: In-house analysis of Polish Organization of Oil Industry and Trade (POPiHN) data.

LOTOS Group’s sales [tonnes]

Source: The LOTOS Group in-house data.