在具体销售中，柳玉花带领团队动态调整策略：针对复合剂销售瓶颈，组织"销售经验分享会"，让娄叶 现场演示"车况分析+产品功效"的推介技巧，带动全站日均销量增长6%。电子卡推广中，她要求员工结 合活动话术，从"被动询问"转为"主动引导"。 初显成效，凝聚发展"新动能" 经过半个多月的攻坚，48站在竞赛中展现出强劲势头：非油收入同比增长41%，毛利同比增长14%，复 合剂吨汽油销量1.5、玻璃水吨汽油销量5.6，均位列公司前列。 后续柳玉花将持续抓好每日班前会的目标分解，针对剩余指标细化"一人一策"；每周组织"复盘会"，重 点突破非油礼包推广等薄弱环节。 为庆祝七一建党节，章丘片区党支部组织开展"弘扬建党精神、凝聚奋进力量"主题党日劳动竞赛，48站 站经理柳玉花带领全站员工积极投身其中，以非油销售业绩提升为核心目标，在非油销售、复合剂、玻 璃水、车用尿素、电子卡等竞赛内容中展现出强劲的攻坚势头。 明确分工，筑牢竞赛"责任链" 面对支部下达的竞赛任务，柳玉花第一时间召开站务会，将任务分工细化到每个岗位、每个人，形 成"千斤重担众人挑"的攻坚格局。作为站经理，她坚持每日班前会"三必做"：传达片区最新指标要求、 通报前一 ...

Core Viewpoint - The tightening of environmental regulations is accelerating technological iteration in the lubricating oil additive industry, with increased investment in bio-based additives and low VOC product development, driving companies towards green manufacturing transformation. Additionally, policy support for green and low-carbon development is providing growth momentum for the industry, promoting upgrades towards high-end and intelligent manufacturing [1][5][15]. Industry Development Overview - Lubricating oil consists of base oil and additives, with the latter accounting for approximately 2%-35% of the final product, significantly altering the physical and chemical properties of lubricating oil. Lubricating oil additives are the most technically sophisticated component of lubricating oil, categorized into single agents and composite agents [2][9]. Policy Background - China's lubricating oil additive policies focus on low-carbon emissions, technological upgrades, and industrial chain optimization. Policies encourage the development of low-pollution, biodegradable high-performance products and support the recycling of waste lubricating oil to reduce dependence on petroleum resources [5][6]. Industry Chain - The lubricating oil industry chain in China includes upstream raw material supply, midstream additive processing and manufacturing, and downstream application in specific chemical fields. The industry is a key segment of fine chemicals and specialty chemicals manufacturing [7][9]. Current Industry Status - The rapid development of the electric vehicle market is increasing the demand for new additives such as anti-wear agents and cleaning dispersants. Stricter environmental regulations are accelerating technological iterations, with a projected production of 996,100 tons and a demand of 978,300 tons for lubricating oil additives in 2024, resulting in a market size of 20.53 billion yuan [1][9]. Competitive Landscape - The global lubricating oil additive market is highly concentrated, dominated by four major composite additive manufacturers, which collectively hold an 85% market share. These companies have a long history and deep technological expertise [13]. Development Trends - The lubricating oil additive industry in China is transitioning towards green and low-carbon solutions, with a focus on bio-based additives and the use of renewable resources. The industry is reducing reliance on petroleum-based materials and developing low-sulfur, low-phosphorus products to meet emission standards. Technological upgrades are emphasizing intelligent and high-performance customization, integrating AI, IoT, and big data into R&D and production processes [15][16].

Summary of the Conference Call on the Lubricant Additives Industry Industry Overview - The conference call discusses the lubricant additives industry in China, particularly in the context of the US-China trade tensions and the impact of tariffs and the pandemic on the market dynamics [1][2][3]. Key Points and Arguments Market Dynamics - Domestic lubricant blending plants are accelerating the localization of raw materials to reduce costs due to tariff and pandemic pressures [1]. - Tariff increases have significantly raised the costs of high-end lubricants that use imported additives, prompting blending plants to consider domestic alternatives [1][2]. - The Chinese lubricant additives market is substantial, with foreign brands holding a significant market share, but there is a clear trend towards domestic substitution [1][2][22]. Market Segmentation - The domestic lubricant blending plants are categorized into four main types: foreign-funded, state-owned, private, and emerging enterprises. Foreign brands account for approximately 17%-18% of the market, while state-owned brands hold about 30% [1][8]. - Major players like Sinopec and PetroChina have substantial annual demands for lubricant additives but remain highly dependent on four major suppliers [1][21]. Price Changes and Cost Pressures - The price of key additives like detergents has surged due to tariff impacts, with prices rising from approximately 17,000-18,000 RMB per ton to 27,000-28,000 RMB, reflecting a significant increase of 10,000 RMB per ton [2]. - Despite rising costs for single additives, the prices of domestic compound additives have not seen widespread increases due to their high profit margins [2][4]. Strategic Responses - Companies are focusing on enhancing supply chain management and optimizing procurement channels to cope with international supply chain uncertainties [4]. - The industry is witnessing a shift from producing single components to focusing on compound additives, with companies like Ruifeng New Materials successfully transitioning [2][3][4]. Regulatory and Certification Importance - API certification is crucial for lubricant companies, as it enhances product quality and market competitiveness, although it also incurs high costs [1][47]. Future Trends - The market is expected to see continued growth in domestic production capabilities, with companies like Ruifeng and Wuxi Southern leading the way in innovation and market share expansion [44][51]. - The ongoing trade tensions and tariff adjustments are likely to accelerate the domestic substitution process, particularly for state-owned enterprises [23][24]. Additional Important Insights - The lubricant additives market in China is estimated to have a capacity of around 800,000 to 900,000 tons, with foreign brands, especially the top four, holding about 65% of the market share [22]. - The impact of tariffs on the cost structure of lubricant products is significant, with potential increases in production costs leading to higher retail prices [30][32]. - The competitive landscape is evolving, with domestic companies increasingly challenging established foreign brands through cost-effective and high-quality products [44][45][57]. This summary encapsulates the critical insights and developments within the lubricant additives industry as discussed in the conference call, highlighting the challenges and strategic responses of key players in the market.