Enquirer Consulting Group

Reachable Buyer Map

Prepared for Dennis Ocal · Europump · August 2026
Europump sells fuel and LPG dispensing equipment into more than eighty countries, which makes distribution the hard part, not the product. And in most sales there are two buyers: the company that owns the fuel, and the company that installs and services the equipment. This map covers where both sit across Europe and the export markets, who signs, and roughly how many of them there are. It describes the market rather than your business, and there is nothing to buy at the end of it.
Autogas and LPG station networks
The estate is concentrated rather than spread, with a handful of countries carrying most of the refueling points. The site count is large and slightly misleading, because the decision sits with the network owner or the regional operator, not the forecourt.
Who signs: network operations director, technical director, purchasing manager, and at the regional operators the owner.
30,000 to 45,000
autogas refueling points across Europe and Turkey; the company layer above them is far smaller, roughly 1,200 to 1,800 network owners and regional operators
LPG cylinder filling plants and bottled gas distributors
Pumps, compressors and skid equipment are replaced here on a maintenance cycle rather than bought as a project, and safety rules force upgrades on a schedule. Mostly family held, which shortens the decision to one or two people.
Who signs: plant manager, technical and safety manager, procurement lead, managing director.
900 to 1,500
filling plants across Europe, the Middle East and North Africa
Fuel distributors, depots and diesel terminals
The segment that buys metering and dispensing to protect its own margin, because measurement error at a depot is money leaving every day. Buys on accuracy and certification before it buys on price.
Who signs: operations director, depot manager, purchasing manager, technical compliance lead.
4,000 to 6,000
fuel distribution companies across Europe, counted as companies rather than sites
Fleet, agriculture and industrial self consumption
Private pumps behind the gate: haulage yards, quarries, bus depots, cooperatives and large farms. Rarely treated as a market by equipment makers because the sites are scattered, and reachable anyway because the buying layer above them is not.
Who signs: fleet manager, maintenance manager, purchasing, and at cooperatives the general manager.
15,000 to 25,000
sites across Europe; the buying layer is a few thousand groups, hauliers and cooperatives rather than the sites themselves
Installers, service companies and integrators
The channel, and the segment most often left out of a manufacturer's outreach. These companies write the specification, hold the service contract and decide which brand the end customer is offered. Winning one of them wins a stream of sites.
Who signs: owner, technical director, projects manager, service manager.
2,000 to 3,000
installation and service companies across Europe and the near export markets
Export market distributors and state fuel companies
The Middle East, Africa and South Asia, where the sale is usually a distributor appointment or a tender rather than a direct purchase. Worth being straight about a limit: there is no single register of these companies anywhere, which is exactly why the segment stays open.
Who signs: distributor principal, country manager, tender and procurement officer at national fuel companies.
No single register
reached by country and by name, one at a time; the difficulty is the reason competitors leave it alone

Where the openings are

1
The specifier is not the payer. On a large share of installations the equipment is chosen by an installer or a contractor and the station owner signs the invoice. Outreach aimed only at owners never reaches the person who wrote the specification, and outreach aimed only at installers never reaches the budget. Two audiences, two messages, one sale.
2
Replacement is the volume, not greenfield. Dispensers, meters and conversion equipment come out on a cycle, and regulation forces upgrades on dates that are published in advance. That makes the buying moment a calendar entry rather than a mood. Watching a few thousand named operators for their date is mechanical work, and it is the work a trade show cannot do.
3
Eighty countries is a coverage problem, not a demand problem. In a footprint that size the limit is usually how many named accounts get contacted, in the language they work in, on a schedule someone keeps. Most equipment manufacturers cover the top five markets properly and leave the other seventy five to whoever walks into the stand.
4
LPG and conventional fuel are different buyers. The autogas network, the cylinder plant and the diesel depot sit in different companies with different regulators and different pressures. One general message to all three reads as a catalog. Three specific ones read as someone who knows the business.
Built from public market data, counts banded deliberately. Site counts and company counts are different things and are labeled as such above. Private and family held distributors are under recorded in every public source, so these figures describe the established layer rather than the whole market, and the export markets are described rather than counted.
ENQUIRER CONSULTING GROUP
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