John Roskott (Valtec): "We want to double our business in the next 5 years"

Central and Eastern Europe is a diverse, competitive and evolving region for the lubricants sector. After the recent creation of the joint venture between Repsol Lubricants and Valtec, the next step is to respond to changes in the market and the new demands of distributors, repair shops, and customers.

For John Roskott, CEO of Valtec, the answer lies in three very specific factors: agility, service, and logistics that rise to each occasion. "It's about combining the strength of a global energy corporation with the entrepreneurial spirit of a medium-sized local company," he summarizes, assuring that customers "will notice an improvement in the level of service." In addition, there will be a greater commercial and marketing boost for distributors and customers in the region.

In this interview, the CEO of Valtec walks us through the differences between the countries of the region, the trends already leaving their mark the business, and the priorities of a new period in which the goal is not only to grow, but to do so more efficiently and closer to the customer.

How the lubricants market is evolving in Central and Eastern Europe

After more than 15 years of working with Repsol Lubricants, Roskott has a keen understanding of this market that is characterized by its enormous diversity, with great differences in market size, income level, and distribution structure. That reality influences both car fleets and maintenance habits.

Still, things are moving in a common direction. "In general, markets are adopting European emission standards and the corresponding premium lubricants," explains Valtec's CEO. On the other hand, electrification is progressing at a different pace. "The trend towards electric vehicles is advancing slowly and, today, it is still not an important factor in the region," he says.

This context requires a combination of local knowledge and adaptive capacity, and that is where Roskott places one of Valtec's main strengths: "We make a difference with our local team and our distribution network." Present in 17 countries, the company has built a sales network that is now reinforced with the Repsol brand, technology, and R&D. "It's a combination that no one else in the region can replicate," he says.

Why logistics is decisive in lubricants distribution

Roskott emphasizes logistics as one of the crucial aspects of this alliance, as it is one of the factors that weigh most heavily on profitability and customer confidence. "The difference between a profitable quarter and one with losses usually depends on whether you can get the product to the customer on time," he says.

For this reason, Valtec has strengthened its storage capacity, inventory management, and delivery reliability in recent years. In this regard, Roskott recalls that "commercial promises don't mean anything if the supply chain fails."

That vision explains some of the measures planned for this new stage: the move to a new warehouse in Romania to expand capacity, studying new reorder points in other markets, and integration with Repsol's planning systems. We are also studying the possibility of manufacturing certain products closer to the market when this allows us to gain competitiveness.

Growth without losing agility

Valtec has also set an important business objective. "We want to double our business in the next five years," Roskott says. This growth will include strengthening the current network, improving commercial conditions, portfolio expansion, and continuing to gain presence in segments such as premium lubricants, spare parts, and industrial channels.

But Valtec's CEO adds an important nuance here: growing cannot mean losing speed. "We mustn't fall into the trap of becoming less efficient, slower, or adding unnecessary bureaucracy," he says, noting that, in a demanding market, the priority is still to respond quickly, meet demand, and maintain flexibility.

This approach stems, in part, from the experience accumulated in recent years. "We have learned that customers are very demanding and do not forgive when you don't meet their expectations," he acknowledges.

A trust-based partnership

Beyond the market, logistics, and growth, Roskott highlights an element that he considers decisive in the relationship with Repsol: people. "We have been working with Repsol for more than 15 years and we have always enjoyed working with reliable, trustworthy, and loyal people," he remarks. For him, this way of working has been key to building a strong relationship. "That level of trust has created a true partnership," he says.

Based on this foundation, Valtec is ready to face a new era with ambition, but also with a very specific idea of what it should bring to the market: more service, more efficiency, and more responsiveness. Because, in a region as diverse as Central and Eastern Europe, the future of lubricants is not just about the product. It's also a matter of speed, attention, and fulfilling one's promises every day.