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EXPERT INSIGHTS FROM INDUSTRY THOUGHT LEADERS 

Free, Live Webinars: Tuesday September 22 & 23, 2020

The industry’s leading authorities and influencers are once again presenting at the HEAT Show. Only this time, the sessions are 100% free and open to all registered attendees, plus the presenters will be connecting directly with you and your colleagues through your office computers and mobile devices. 

HEAT Show organizers have received an incredible selection of RFPs from cutting-edge equipment manufacturers, heating and transportation fuel wholesalers and distributors, biofuel producers and blenders, software developers, regulatory and legislative advocates, hedgers and commodity traders, marketing agencies, accounting firms and countless others. 

All Webinar Sessions

September 22, 2020
Speaker
Heather Hansen
Heather Hansen Presents
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You Inner Jury decides your life. She chooses between fear and faith, risk and benefit, scarcity and abundance, belief and doubt. But you can help her make the choices that serve you. In this webinar you'll learn how to use the tools of a trial attorney and persuade your Inner Jury to choose the life that you want. 



About the Speaker(s)

heather-hansen.jpeg

Heather Hansen helps her clients learn to advocate for themselves and their ideas. Heather has been a trial attorney for over 20 years and has consistently been named one of the Top 50 Female Attorneys in Pennsylvania. She has her psychology degree, is a trained mediator and an anchor at the Law and Crime Network. Heather has appeared on NBC, Fox News Channel, CNN, MSNBC, CBS and Sirius Radio. Heather is the CEO of Heather Hansen Presents, and has helped thousands of audience members in Kuwait, Ireland, Mexico and across the U.S. become their own best advocates. 
 
Heather is the author of the best-seller "The Elegant Warrior: How to Win Life's Trials Without Losing Yourself", which Publishers Weekly calls a "template to achieving personal and career success". She is also the host of The Elegant Warrior podcast. 

Speaker
Bruce Graham
Carlin/Hydrolevel
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This session will discuss the Universal Ignitor, the Universal Hydrostat, and the Universal Oil Primary. These controls will drastically reduce truck inventory and be a drop in replacement for a multitude of products in the field. Tune in to see the benefits and some of the extra features that come along with these controls. 



About the Speaker(s)

Bruce Graham, Carlin/Hydrolevel, has been in the industry for decades.  Working as a technician, service supervisor, and service manager doing service and installations.  Bruce has been with Carlin/Hydrolevel for fifteen years covering the Mid-Atlantic Region as a Technical Support Specialist Training and making job site visits.

Speaker
Katherine McCahill
WellVersed Marketing
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Going digital doesn't have to be confusing or one size fits all. Stop feeling like you are doing ALL THE THINGS and figure out what matters to your market. We'll go over tools and tricks to make digital marketing easier, figure out where to focus your efforts and what to cut, and provide a framework for success. Digital can be easy.



About the Speaker(s)

katherine_mccahil.jpegKatherine McCahill, WellVersed Marketing has spent 15 years in digital marketing and tech roles in fields like publishing, ed-tech, and content marketing, and has worked at companies like Penguin Random House, HarperCollins, Macmillan and Wiley. Additionally, she holds a certificate in digital marketing from Cornell. She’s also run some cool events, made some even cooler apps for major publishing brands, and delivered significant revenue increases and brand visibility for my teams and projects.

Speaker
Angel Gonzalez
Carlin/Hydrolevel
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Too little or too much water in a heating system will cause damage and even be dangerous. Understand how LWCO's and programmable automatic feeders (for steam boilers)  can protect the heating system and prevent failures. Learn the concepts of the Hydrolevel CycleGard LWCO and why it works, learn the settings on the Hydrolevel  VXT automatic feeder. How can a proper automatic feeder and LWCO prevent premature boiler failure and some of the signs of impending failure. 



About the Speaker(s)

Angel Gonzalez, Carlin/Hydrolevel, is a 45-plus year veteran of the oil heat industry, with experience as a service manager and installation manager. Angel's position as Metro NYC Territory Manager for Carlin /Hydrolevel, permits him to deliver technical solutions and professional training's on Carlin and Hydrolevel products.

Speaker
Aimee Allen
Degree Day Consulting
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There are few of us who enjoy conflict in our lives, much less in the workplace. However, there are times when we must have conversations which may be awkward and uncomfortable.  There are differing personality traits and conversational styles at play, and what works for us more than likely does not work for the other person. This often creates conflict which has one or both parties getting “heated”. 

In this session we will discuss tools and tips on how to not get overheated, while having a productive conversation including:

  • Understanding Empathy
  • Evaluating the REAL Issue
  • Identifying the WHY 
  • Clarifying Ownership and Follow-up

Walk away from this session with more confidence to approach the tough or awkward conversations, and build stronger relationships in the workplace.



About the Speaker(s)

HEAT-HEADSHOTS-Aimee.jpgAimee Allen has a passion for helping individuals, teams and organizations realize their leadership potential. Spending her entire career in male dominated professions, she understands the unique challenges women face in the workplace.  She spent almost a decade working with the largest accounting firm in the South, when at the time was predominately led by men. The last seven years, Aimee has been intimately involved in the retail propane and heating oil industry, which as we know, is led predominately by men, too. 
 
She has more than fifteen years' experience facilitating leadership, marketing, and sales training, and coaching in the areas of self-awareness, communication skills enhancement and overall soft skills for professional development. In addition to facilitating training, coaching and speaking in the areas leadership she serves as an adjunct professor of business management, leadership, marketing and communications. Aimee holds a Bachelor of Science degree in Marketing and an MBA in Leadership from Franklin Pierce University.

Speaker
Dave Holdorf
Taco
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ECM variable speed circulators are catching on fast and this session will help you understand why and give you the wisdom for your installations and your customers, we'll cover the following topics: 
  • Understanding ECM circulators and be able to compare them to standard efficiency circulators 
  • What is the difference between ECM and standard efficiency circulators 
  • Technology used to make them variable speed 
  • Understanding how to set-up and select 
  • Calculate energy consumption and energy saved with these new variable speed circulators so that you can help your customer make good decisions 



About the Speaker(s)

Dave Holdorf been in the hydronic industry for 25 years, specifically in the radiant heating side of the business for the better part of his career. Starting out in the technical support/design role and then took over as Engineering Manager overseeing the Technical Support and Design Department. Later he took a position as a Field Technician; supporting training, designing, installing and troubleshooting. He is presently the Residential Trainer/Rep Training Manager, Eastern Region for Taco Comfort Solutions.

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
Clinton Graham
ET Products
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Fuels in the heating oil market are constantly changing with increased biofuel blends.  B20 is here to stay and many are looking to use blends up to 50% FAME and higher.  A push is on in the New England market to see half or more of all fuels from renewable sources by 2050 and marketers to the fuel oil industry are scrambling to find solutions to the storage and stability problems that can come with these changes.  In this session, we will discuss the changing regulatory landscape in New England; the challenges of storing biofuels and protecting storage and heating equipment; the benefits of fuel oil treatment to address storage challenges; and much more.



About the Speaker(s)

Clinton Graham is a career scientist with over 40 years of experience in chemical process industries and teaching.  He’s spent the last 11 years in automotive fluids and fuels, and has been managing the technical operations of ET products, LLC since February 2014.

Speaker
Roger Daviston
The Daviston Group
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This session is great for service managers and technicians, who have little or no formal training in sales, even though they are on the front line with customers, as well as for HVAC salespeople and CSRs.  This session will lay out a simple system that you can use to take ownership of and execute on each sales call.  By learning this system, you’ll spend less time with people who are not going to buy.  You’ll also leave each meeting with either a yes or a no, or explicit mutual agreement about the next step.  In addition to this selling system, we’ll compare and contrast it to the buyer’s process and how their process harms you.  You’ll learn how to control the sales process.



About the Speaker(s)

Roger Daviston is a cognitive-behavioral specialist, who helps people change their thinking so they can improve their behavior and get different results.  Roger helps companies improve the sales process by CSRs, service technicians, and salespeople.  He presents annually at industry conferences and expos, and as a result has built a great following over the years.

Speaker
Joe Uglietto
Diversified Energy Specialists
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The energy industry is undergoing a rapid transition away from carbon intensive fuels. The heating oil industry has been losing market share to competing fuels for the last twenty years, but a transition to low-carbon fuels could alter the competitive landscape. The transformation of the energy industry will have a detrimental effect on heating fuels that do not have the ability to reduce their carbon intensity and do not have a well-defined path to net-zero carbon emissions. This presentation will explore the life-cycle analysis and economics of all heating fuels, their ability to reduce carbon intensity, and how policy will impact future market share.



About the Speaker(s)

Joe Uglietto is President of Diversified Energy Specialists (DES) which is a biofuels consulting and environmental markets trading company. Joe has consulted on projects for the National Biodiesel Board and the National Oil Research Alliance on a range of topics, with the common goal of decarbonizing the heating oil industry.  DES serves as an aggregation for biofuel distributors in the Massachusetts Alternative Portfolio Standard and also trades in environmental markets across the country. DES is looking forward to providing aggregation and consulting services for biofuel distributors in Connecticut once the CT Thermal Renewable Portfolio Standard is implemented. 

 

Meeting ID: 845 580 5315

Passcode: DES

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
Jim Collura
NEFI
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This session will provide an overview of issues affecting our industry in Washington D.C., including efforts in Congress to address the COVID-19 pandemic. It will also provide an outlook for the 2020 election and how the outcome might affect our industry's legislative and regulatory priorities.



About the Speaker(s)

Jim Collura is the vice president for government affairs at NEFI.

Speaker
Jim Todd
R.W. Beckett
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This class will cover flame characteristics, diffusion vs. premix flames along with electromagnetic radiation and flame spectrum for power gas and oil burners.  Detection principles, including thermal, infrared, flame rod, visible light and ultraviolet will be discussed.  Also covered will be what future fuels require for detection.  



About the Speaker(s)

Jim Todd has been in the HVAC industry for over 35 years, beginning as a vocational educator in 1979, with 20 years as a vocational instructor within the Connecticut trade school system, training plumbing and heating apprentices.  Presently he is a technical sales and support leader at Beckett, working directly with numerous customers, wholesalers, sales, factory engineers, and OEM personnel performing technical support and training.  He holds a Connecticut S1 Unlimited Heating and Cooling Contractors License and various HVAC certifications.  He is also a national member of OESP and a published vocational author.

Speaker
David Heiser
PriMedia
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Consumers are concerned about climate change – and right now they are getting the wrong information about heating fuels!  Your company needs a strong message that will resonate with homeowners and position you as part of the environmental solution.  The Bioheat® and renewable liquid fuels you sell are an immediate, deployable pathway to reach net-zero carbon dioxide emissions.  The right communications strategies can help keep more customers from converting to expensive, inefficient electric heat.  During this presentation, we’ll help you discover the best ways to hone and promote your company’s net-zero message, leading to greater customer engagement and embrace of renewable liquid fuels to reach a net-zero carbon dioxide future by 2050.



About the Speaker(s)

David Heiser is Regional Sales and Marketing Coordinator at PriMedia.  Representing the company for over 18 years in Pennsylvania, New Jersey, Delaware, Maryland, Virginia and surrounding areas, in addition to sales responsibilities, he has been integral in creating, producing and presenting the company's, and clients’, sales, training, networking and marketing programs across the country. He brings a wide range of real-world retail sales experience combined with corporate strategic planning, to face-to-face sales meetings as well as the 30-40 webinars and seminars presented each year. Clients include independent businesses, multi-state companies, local and national trade associations.

Speaker
Jeff Rozga
R.W. Beckett
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This presentation will discuss how storage of fuels may affect utilization, as well as measures to improve storage.  The presentation will be based on present catalytically cracked fuel oil, ULSD and bio blends.  We will discuss installation methods that will extend storage time and how marketers can help their customers improve their storage.  Filtration methods for delivering the best possible fuel to the burner will also be covered.



About the Speaker(s)

Jeff Rozga is the Technical Trainer for the R.W. Beckett corporation in northeast Ohio.  Jeff has been with R.W. Beckett for over 40 years.  He provides training to contractors, instructors and distributor personnel.  Jeff’s areas of responsibility have included manufacturing, product development, field applications and troubleshooting burner systems.  He has taught over 800 classes in the U.S. and Canada on oil- and gas-fired heating systems along with electronic controls.  Jeff currently serves on the Education Committee for OESP, and previously on the Nate Technical Committee for over 10 years.

Speaker
Lindsay Fitzgerald
REG
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The next generation of industry leaders will be living in a new biofuels world where mechanisms like the RFS may define both supply and pricing of biofuels in the future.  The Renewable Fuel Standard (RFS) is a federal program that requires diesel sold in the United States to contain a minimum volume of renewable fuels, i.e. biofuel.  The U.S. Environmental Protection Agency (EPA) administers the RFS program and establishes volume requirements for biofuels. Certain companies are obligated by the RFS to either buy the biofuels or purchase credits, called RINs, that represent biofuel production.  Thus both volume of production, purchasing of biofuels, and pricing through RINS on an open market all come into play with the RFS and is one path biofuel markets may evolve into over years to come, and that future marketers need to understand.  It may become as important to understand as understanding trading of heating oil on the NYMEX.  This session will also look at how the RFS affects your investment in biofuels currently; which businesses stand to profit most from RIN trading.



About the Speaker(s)

Lindsay Fitzgerald, Renewable Energy Group (REG) is their Director of Government Affairs.  Previously she was the Director of Regulatory Affairs at the National Biodiesel Board, and prior to that she worked at the EPA where she helped develop the RFS program, so her expertise and insight should be an invaluable resource for those who attend this webinar.

Speaker
Matthew Pappas
ARCpoint Labs
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This session will cover one of the most complex of new federal DOT regulations - the FMCSA Clearinghouse – including you and your drivers' drug and alcohol reporting requirements; setting up you and your drivers' accounts; using and getting the most out of the Clearinghouse; making queries and getting consent requests; reporting violations; and frequently asked questions.



About the Speaker(s)

Matthew Pappas is the owner and president of ARCpoint Labs of Woburn.  Matt spent over 20 years in the financial services and high-tech sectors before starting ARCpoint Labs in 2015.  Matt's focus is on providing comprehensive workplace screening solutions to business in safety sensitive industries including transportation, manufacturing and construction.  He is a DOT-certified drug and breath alcohol test technician and regularly presents on topics including workplace drug testing, reasonable suspicion and FMCSA regulations.  He is also the Massachusetts state affiliate for the National Drug & Alcohol Screening Association (NDASA).

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
Rick Schweitzer
NEFI
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NEFI Regulatory Counsel Rick Schweitzer will discuss the new DOT driver hours of service rules as well as extensions for CDLs, Medical Cards, Hazmat Endorsements and TWICs; drug and alcohol testing issues related to COVID-19; and the Canadian Electronic Logging Device rule set to go into effect in 2021.



About the Speaker(s)

Rick Schweitzer is NEFI's Regulatory Counsel who represents NEFI and its members with a wealth of knowledge and experience pertaining to the complex regulations and their impact on businesses.  He is an attorney in Washington, D.C. with more than 20 years of experience in handling regulatory, legislative and litigation matters for transportation companies and their trade associations. The practice includes a broad base of administrative, tax, corporate and international issues, involving the executive, legislative and judicial branches of the federal and state governments.

Speaker
Ron Anastasi
Utica Boilers
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When replacing an oil-fired boiler, you should consider offering your customers a domestic hot water solution. Different types of solutions are available from older style tankless coils to more modern indirect hot water heaters and high performance DHW modules. Utica boilers will be presenting the different types of solutions along with the advantages and disadvantages of each method.  Presented by Ron Anastasi.



About the Speaker(s)

Ron Anastasi is a Field Support Representative with 40 years’ experience in the Plumbing, Heating and Cooling Industry. He began his career with an apprenticeship and Night School in Pennsylvania where he obtained his Plumbing License. He later relocated to New Jersey and ultimately owned and ran his own business that specialized in High Efficiency Heating and Cooling for 28 years.

From there he ventured into sales as a Comfort Advisor, helping, educating and ultimately selling homeowners new and replacement heating and cooling equipment and systems. Ron was then a Territory Sales Manager with Viessmann Manufacturing as well as an Account Manager with Aaron and Company. In both positions Ron was responsible for providing Technical Training and Assistance. 

Ron also has made a commitment to Continuing Education throughout his career, some of which include NATE Certification in Hydronic Heating Service and Installation, Air Conditioning Service and Installation, Heat Pump Service and Installation, Ground Source Heat Pump Service and Installation as well as IGSHPA (International Ground Source Heat Pump Association) Design, Service and Installation Certification, RPA (Radiant Professionals Alliance) Radiant Basics and Radiant Precision Certification and HVAC Energy Star Credentialing.

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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 



September 23, 2020
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
Katie Baker
Sack Energy
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This presentation will cover in detail the procedural requirements for participating in the Massachusetts Alternative Portfolio Standard (APS) program utilizing eligible biofuel.  The presentation will include key features of the mandate, program and registration requirements, eligibility criteria, reporting requirements, establishing an account with the NEPOOL GIS, and how Alternative Energy Credits are generated, minted and monetized for biofuel distributors.

We’ll also update what’s happening in Connecticut with the state’s Thermal Renewable Energy Credit (TREC) program, including how the state is resisting the industry’s efforts to include a biofuel component to the state’s RPS system like was done in Massachusetts.



About the Speaker(s)

Katie Baker is the Director of Programs and Marketing with Sack Energy.  She is responsible for the administration of the Massachusetts APS Program for Sack Energy, and has worked with the Massachusetts Department of Energy Resources since the implementation of the program in 2016.

Speaker
Mark Smith & Leo Verruso
Advanced Fuel Solutions
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At a summit organized by NEFI last September in Providence, RI, more than 300 industry stakeholders from across the Northeast unanimously adopted a resolution to dramatically reduce the industry’s greenhouse gas emissions.  The Providence Resolution promises to cut greenhouse gas emissions from heating oil by 40 percent by 2030 and deliver a net-zero liquid heating fuel to consumers by 2050.  The resolution has since been adopted by every state and local heating oil association in the nine-state Northeast.  Join us as we define how Bioheat® can become the new norm and learn about blending and storage guidelines and best demonstrated practices designed to maximize the performance and efficiency of your product.  The session will look at fuel quality, legacy tanks, microbial contamination, managing pour point, and much more.



About the Speaker(s)

Mark K. Smith is an energy industry veteran with over 25-years’ experience. Currently, Mark is the Sales Manager for Advanced Fuel Solutions, where he leads a team of fuel quality professionals helping fuel dealers improve the quality of their fuel and the experience their customers have with it.  Over the years, Mark has held various positions of increasing responsibility in the retail fuel dealer market segment managing residential & commercial fuel sales, along with branded gasoline stations. Mark is an active member of Pennsylvania Motor Transit Association, Pennsylvania Petroleum Association, and Delaware Valley Fuel Dealers Association.

Leo Verruso is the General Manager of Advanced Fuel Solutions and has been an active member of our industry for over 30 years. Leo is an active Board Member of the newly rebranded National Energy & Fuels Institute (NEFI), as well as on the Board of Massachusetts Energy Marketers Association, where he serves on the Executive Committee.  In addition to his position at AFS, Leo is the co-founder of Vets2Techs, a 501(c)(3) organization to help connect United States Military Veterans with the workforce development needs of the energy industry.

 

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 five tracks, webcasting live on September 22 & 23 beginning at 8:00AM EST.