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VALUABLE INFO FOR THE 2020-2021 HEATING SEASON

INVALUABLE INSIGHTS FOR OUR INDUSTRY’S FUTURE  

 

BUSINESS SESSIONS
GENEROUSLY SPONSORED BY:

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Speaker
Peter Krajsa & Greg Burns
National Energy Improvement Fund
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Using Trusted, Fixed Rate No-Contractor-Fee Monthly Payment Financing to Increase Closing Rates & Grow Sales
 
Cash, credit cards and traditional dealer and "promo" financing  now account for less than 50% of home HVAC, plumbing and electrical sales. Learn how more homeowners are making more and larger upgrades with true fixed rate, guaranteed low payment plans - like a car loan - at no cost to the contractor. 



About the Speaker(s)

Peter Krajsa, Co-Chair and Founder
Greg Burns, Director, Business Development
National Energy Improvement Fund
neifund.org
 
The National Energy Improvement Fund is the nation’s only B Corp Certified and US DOE Home Improvement Expert lender providing trusted financing for home and business energy and resilience improvements through contractors, distributors, manufacturers and governments.

Speaker
Lisa Staron, Murtha Cullina
Bob Butkus, Federated Insurance
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As a business owner, you need to protect yourself, your family, and your business.  Business succession and estate planning can be overwhelming.  Take the first step.  Join us for this business succession and estate planning conversation where we will discuss how you can avoid frustration, taxation, and litigation when the time comes to exit your business.  We are confident that this session can help you gain peace of mind.



About the Speaker(s)

Lisa Staron, is an attorney in Murtha Cullina’s Trusts and Estates Department where she works on estate, tax, and business succession planning, and estate and trust administration.  She also has significant experience representing fiduciaries and beneficiaries in complex trust and estate litigation.  

Bob Butkus started with Federated Insurance in 2006.  He’s won two Chairman’s Councils as a Marketing Rep and led the company in total commissions made in 2009.  Since 2009, he’s been the Marketing Manager in charge of Connecticut, New York and Rhode Island where he’s grown his territory’s premium for Federated from $14 million to $42 million.

Speaker
Rashaan Baskerville
Angus Finance
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This presentation will focus on the critical calculations that all business owners and managers must know to understand their financial strengths and weaknesses. Attendees will learn proven techniques for identifying and addressing “red flags” from a financial manager who has helped dozens of fuel companies grow their bottom line. In today’s world of economic uncertainty, these tools are more important than ever. Some areas that will be covered are liquidity, solvency and leverage, and calculating key metrics.



About the Speaker(s)

Rashaan Baskerville, Director Angus Finance, has over a decade of experience in the financial services and energy fields.  His background in budgeting, planning, hedging, variance analysis, operational analysis, and analytics benefits his financial advisory customers in growing the value of their businesses over time.

Speaker
Laura Nelson
Signpost
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Homeowners these days are savvy and short on time, and your business needs to be systematized – to capture and respond to leads and communicate every step of the way – in order to deliver on their expectations and earn great reviews. In this session, we'll talk about how to provide a five-star experience from end to end. Specifically, we'll discuss: 

  • How homeowners are searching for your business online and what's important to them
  • Which tools provide immediacy and deliver a more seamless customer experience
  • How to get homeowners to write reviews and refer your business
  • How to develop content and drive more loyalty 



Speaker
Joe Ciccarello, Marty Kirshner
Gray, Gray & Gray
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The lingering effects of the COVID-19 pandemic and resulting economic disruption continue to impact almost every aspect of life and business.  But every crisis presents opportunities for those perceptive enough to recognize and act on them.  Those who are prepared to make the changes necessary to move forward smartly and confidently will emerge stronger.  This means creating a more resilient business, one that will not only help your fuel oil or propane company to weather the current crisis successfully, but also prepare you to adapt and adjust to future challenges, either expected or unanticipated.  This webinar will look at the series of steps necessary to convert your business into one that is adaptable, nimble and ready for an unpredictable future.  Topics will include developing a strategic business plan to meet a challenging future; streamlining management operations; creating a stable financial base; thoughtful and intentional diversification; and much more.



About the Speaker(s)

Joe Ciccarello is a veteran consultant with more than 30 years of experience in the fuel oil and propane field.  He has guided countless energy marketers to stronger growth and higher profitability and has advised on a number of business succession plans, mergers and acquisitions.  Joe also manages Gray, Gray & Gray’s FuelExchange™ merger and acquisition service.

Marty Kirshner is a widely respected consultant and advisor to the energy industry.  With a background in accounting, tax and finance for fuel oil and propane companies, Marty has become a “go to” resource for energy business owners looking for advice and guidance on mastering an increasingly complex market.  Marty has published numerous articles in energy industry publications and has been a highly regarded presenter at national and regional industry conferences.

Speaker
Kyle Koerber
Boston Environmental
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Adopting new technology is incredibly important for businesses, but many heating fuel and HVAC companies still rely on a paper-driven process for critical documentation. If it were easy to adopt a mobile platform it would have already been done. This seminar will review the importance of safety documentation for propane marketers and how mobile technologies like the P3 Compliance System and P3 Mobile Application Service can improve safety documentation processes, reduce liability, and increase efficiencies. The presentation will discuss the critical steps to take before, during, and after your mobile launch to ensure success.  Presentation will include: 

  • Advantages of mobile documentation 
  • Pre- and post-launch processes
  • Strategies for lasting efficiency and success
  • Maintaining compliance with remote auditing and photo documentation
  • Regulatory compliance reporting and customized training



About the Speaker(s)

Kyle Koerber is the Chief Operating Officer of Boston Environmental where he is responsible for Boston Environmental’s day-to day operations, as well as leading the company’s product development and technology strategy.  Current priorities include the continued product development and deployment of mobile service to the support P3 Propane Safety platform and the TankSure® Program. Kyle has helped clients across the country launch mobile safety inspection services. These mobile services are helping marketers increase their efficiency and decrease their mistakes, leading to cost savings, revenue gains, and liability reduction. 

Speaker
Marci Gagnon, Jon Gilbert
Qualpay
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Over the past few years, there has been increased conversation about charging customers convenience fees to reduce the cost of credit card acceptance. As with payments in general, there are some pros and cons to charging convenience fees, different rules based on which state you are located in, and which type of payment card customers utilize. In this presentation, we will explore the convenience fee model and the benefits it might pose to Fuel marketers.

Topics reviewed:

  • What’s a convenience fee?
  • How does it differ from a surcharge?
  • What’s allowed?
  • Who can charge one?

During this presentation, we will explain the two types of fees, what they are and what’s permitted. Understand the difference between the two types of fees, and whether it is an option for your business.



About the Speaker(s)

Marci Gagnon is the Vice President of Strategic Alliances at Qualpay, where she oversees ISV business development and sales efforts, with a focus on educating merchants and partners on effective cash flow management practices.  Previously, she served as the VP of Ecommerce Business Development at Cayan/AVATAS and SVP of Sales at e-onlinedata/PowerPlay.

Jon Gilbert is an accomplished payment professional with 10+ years of history in recurring and utility payments.  As the Director of Partner Development at Qualpay, he oversees business development and sales efforts while working closely with partners to educate merchants on effective cash management practices.  Thanks to his knowledge and understanding of the industry, he can communicate and translate complex payment concepts into a business-friendly language, allowing him to build strong connections and relationships with partners and merchants.

Speaker
John Vrabel, Mark Stillman
Energy Engine
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The last six months have been historic in so many ways.  Consumer behavior has been unprecedented in the accelerated demand for consumer-facing technology.  Companies, in many industries, have been forced to adapt their digital tools to meet the needs of the “online everything” shopper.  Those who have responded have been rewarded.  Fuel is no different.  Join industry experts to hear how dramatically the consumer has changed, how it has impacted business (including fuel), and how fuel companies are taking advantage of this new opportunity to add customers by the hundreds over the summer.  Experts agree that these changes in buying behavior are permanent.  Understand your options for quickly adapting your fuel business to be a part of the growth.



About the Speaker(s)

John Vrabel is the preeminent e-commerce expert in downstream fuels having launched and managed companies that have sold more fuel online than any other organization.  With 20 years of experience, on both the dealer and vendor sides of the desk, he has keen insight into the digital-first consumer and how dealers can enjoy the growth and profitability that comes with doing business online.

Mark Stillman is President of Energy Edge Advisory Group and a founding partner at Energy Engine. He has nearly 30 years of experience of business strategy and leadership experience within energy and banking.  He focuses on propelling traditional businesses into the digital age, aligning emerging market forces with how companies position for the future.  He works with clients on specific initiatives including growth strategies, organizational scaling, and turn-around work for at-risk organizations.

Speaker
Steven Abbate
CETANE
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After much uncertainty on how business values would be affected by the pandemic, the results are in and there is a definite uptick in energy marketer business values.  Industry leaders as well as non-industry investors are flocking to recession-resistant investments in essential industries including retail fuel companies.  This presentation will explore the reasons behind the increases, and show real-life examples of what buyers are willing to pay for quality assets.  In the program, we will take a deep dive into the components that bring top offers and show how and why cash offers continue to dominate successful transactions.  Bring your questions, we have your answers.



About the Speaker(s)

Steven Abbate, the owner of Cetane Associates LLC, has his finger on the pulse of the retail energy acquisition market.  In his 30+ years in the industry he has been involved in the sale of over 250 energy businesses with an average 5.2 offers on each sale transaction he has represented.  No one knows the acquisition market and the true value of businesses better than “The Acquisition Guy” Steve Abbate.  As a certified expert in end-use energy company valuations, he has been recognized as such by the U.S. Bankruptcy Courts as well as state probate courts.  Steve has also served as a chief restructuring officer appointed by the U.S. Trustee’s office.

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Speaker
Saul Cohen
Cargas
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Considering diversifying your product offerings but not sure it's the right move? Need to evaluate the success of your budget plan program? Want to feel confident that every delivery you make is optimized? Your business collects valuable information every day. Are you making good use of it? When you track and analyze your data accurately, you can make smarter decisions, correct problems before they happen, and spot useful trends that you can use to your benefit. Learn how you can put your data to work for you to make the best decision every time.



About the Speaker(s)

Saul Cohen has more than 25 years of well-rounded experience in product development, senior IT management, executive sales management, strategic planning and team development.  He joined Cargas Systems in 2005 after serving as VP of IT at U.S. Fleet Services.

Speaker
Phil Baratz, Danny Silverman
Angus Energy
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After completing one of the industry’s largest delivery and dispatch studies over two heating seasons, Angus Energy believes the results will change your entire thought process of what it means to deliver optimally.  Time and time again, we hear fuel marketers talk about the expense of trucks and insurance coupled with the fact that it’s virtually impossible to find qualified drivers – and all of that was before we saw the upending of “predictable K-Factors” in the aftermath of the pandemic.  Our study analyzed fuel dealers and deliveries to see how we can solve those problems without increasing runouts.  This presentation will show strategies that every fuel marketer should know if they are interested in delivering more gallons per day without adding more trucks or employees.  Join Phil Baratz and Danny Silverman for a review of the results of the study and a Q & A session ANSWERING YOUR QUESTIONSPlease check our virtual booth, watch our videos, prepare your questions, and write them when you register. 

During this presentation we will:

  • Review the delivery and dispatch data from over 2 million deliveries
  • Reveal the four key benchmarking numbers that will help drive your delivery department strategy
  • Share tips that will help you develop your own optimization strategy that really works
  • All of this based on the questions you send us

You have the data. You are already doing this. Now optimize it!



About the Speaker(s)

Phil Baratz is president of Angus Energy which he co-founded.  Angus Energy began providing hedging services in 1991, and has grown steadily, providing services to over 600 clients, including public companies and municipalities. Phil founded, built and successfully sold two deregulated energy marketing companies, which exceeded $100 million in sales. He is a board member of several industry associations as well as several privately owned energy companies. Since 1991, Phil has written a monthly column in Indoor Comfort Magazine and has been published in a variety a trade publications.  Phil is also a frequent speaker and panelist at industry gatherings. His key focus is on developing innovative products, services and strategies to improve the financial results of fuel distribution companies, as well as on corporate oversight.

Danny Silverman joined Angus Energy in 2006 and has since been an integral member of the Angus Energy management team. Prior to joining Angus Energy, Mr. Silverman was a partner in a mortgage banking firm where he specialized in marketing products and services as well as developing benchmarking data for the mortgage industry on a national level. Mr. Silverman now represents Angus Energy to clients in the north-eastern states and is also a board member of several industry associations. He consults with Angus clients on Marketing, Business Intelligence, Analytics and Operational Efficiency.  Mr. Silverman has 32 years of experience consulting in these arenas. He holds a BS in Operations Research from Columbia University as well as an MBA in Marketing from Baruch College.

Speaker
Hunter McHugh
Federated Insurance
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Auto crashes continue to wreck havoc on our nation’s roads and, subsequently, in our courtrooms.  The impact of an auto crash can be life-changing and business-altering.  This discussion will focus on key risk management strategies to best protect both your business and employees.



About the Speaker(s)

Hunter McHugh joined Federated Insurance in 2016 and in February 2017 he became a Marketing Representative in Westfield, NJ. Hunter’s achievements include two Chairman’s Council Awards, two Big Hitter Awards, and two Monthly Leadership Awards.   In January 2020 he was promoted to Account Executive in the Association Risk Management Services department where he currently services Federated’s association relationships in the states of Connecticut, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Maine, and Rhode Island.

Speaker
Gary Corbett
Warm Thoughts Communications
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2020 has marked a defining moment in homeowner behavior, attitudes and purchasing habits, rapidly accelerating long-term trends.  The reliance on digital commerce, bill pay and social media to stay connected has seen record usage, and research indicates these behavior shifts are here to stay.  This presentation will demonstrate how the pandemic marked a tectonic shift in homeowner behavior and how companies can adapt their marketing strategies to grow in the 'new normal.'



About the Speaker(s)

Gary Corbett is a marketing consultant at Warm Thoughts Communications where he specializes in providing digital solutions to help companies grow their business.  When he’s not developing, maintaining and strengthening business relationships, Gary can be found working on his golf swing throughout the Northeast.

Speaker
Amos Epstein
Tank Utility
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This session will address the rising number of will-call customers in delivered fuel. Will-call customers can be unpredictable, are less loyal to your business, and can complicate your routes and operations. Using data from hundreds of fuel marketers, we’ve figured out the best way to improve consumer stickiness. Amos will share insights on how well-oiled fuel marketers are converting their customers to automatic and using methods that helps keep operations and routes clear and well-planned.



About the Speaker(s)

Amos Epstein is the CEO and co-founder of Tank Utility.  Having worked in the industry for over eight years and been an innovator in clean tech for almost a decade, Amos has led Tank Utility to win a national award for energy technology companies and to become the fastest-growing technology company in delivered fuels.

*Schedule dates and times subject to change.

 

Register now for unlimited access to all six tracks, webcasting live on September 22 & 23 beginning at 8:00AM EST.