The home heating oil industry has a long and proud history, and Fuel Oil News has been there supporting it since 1935. It is an industry that has faced many challenges during that time. In its 77th year, Fuel Oil News is doing more than just holding
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AREE 2011 GulfGroup.Petrowski has had a long career in international com- modity trading, energy and retail management, and public policy development. In 2005, he was named president and CEO of Gulf Oil LP, and elected to the Gulf Oil Board of Directors. In October of 2008 he was named as CEO of the now combined Gulf Oil and Cumberland Farms whose annual revenues exceed $11 billion.He has written numerous articles on energy and public policy, regula- tion and market development, and is a frequent guest on MSNBC, CNBC, Fox Business News and Bloomberg radio.He has been a contributing editor to the Wall Street Journal and has testified before Congress and several regulatory agencies on energy and interna- tional trade issues.Petrowski graduated with honors from Harvard University in 1976 with a degree in economics and government. Successful Diversification: Lessons from the Leaders (2:45 p.m.– 3:45 p.m.) With heating oil volumes dropping, fuel dealers are increasingly looking to alternative revenue streams to grow more profitably. Customers may like you as their fuel dealer, but that doesn’t mean they will flock to you to buy plumbing services, air conditioning, energy audits, electricity, lawn care, propane, alarm systems - you name it. Nor does it guarantee you will profit from providing these services. What do you need to do to reposition your company - both internally and externally? How do you align your staff behind your transformation.What oil industry “habits”do you need to break? What are the practical and strategic hurdles you’ll need to anticipate and overcome? What will it take to win? Presenter: • Blaine Fox, vice president,Warm Thoughts Communications Regulated USTs:Why Some Insurance Claims Aren’t Covered (2:45 p.m.– 3:45 p.m.) Why are some storage tank pollution claims covered while others are denied? Aren’t all storage tank insurance policies the same? What’s the difference between the coverage term, coverage period and extended reporting period? Why won’t insurance companies cover an empty tank for financial responsibility? All of these are good questions and need answers that will be provided by Keith H. Cannon,Custom Environmental Insurance. The Status ofNORA Reauthorization (4:00 p.m.– 5:00 p.m.) Speaker: John Huber,NORA Maximize the Return on the Investment in Your Website (4:00 p.m.– 5:00 p.m.) Learn how to use your website to actually generate more revenue than it costs. Identify how an open system will allow you to target customers and prospects and customer the message to fit their needs. Coupled with a seamless interface to your back office solution allow- ing your customers to place orders, schedule service,make payments all without a single human interaction making your website a rev- enue generator rather an a cost center. See an actual customized 4 SPRING SHOW GUIDE 2011 | FUEL OIL NEWS | www.fueloilnews.com website application.Presenters: • John Redmond,VP Product Strategy,ADD Systems • Taylor Hudson,VP Sales, Destwin Tank Protection News! Expanding to Include Thirty Party Groundwater Room (4:00 p.m.– 5:00 p.m.) Come hear about the introduction of a residential underground heating oil storage tank plan that includes groundwater cleanup. This innovative product is managed and administered by an envi- ronmental consulting firm.Presenter: Bruce Stetson,TankEasy Social Event Hospitality Night – Bally’s 6th Floor (6:00 p.m.) WEDNESDAY, MAY 4 Trade Show (10:00 a.m. - 5:00 p.m.) Education Valuing and Acquiring Businesses (9:00 a.m.– 10:30 a.m.) This program will give owners insights into the current market for acquisitions and help guide them through the process of valuing a company, structuring the deal and closing the transaction. Learn how to earn a 25 percent-plus return on your investment using either your funds or borrowed funds. The quickest way to grow a business is through acquisition and this business session will show you how to do it.As part of the program, you will be able to ask questions of owners who have recently sold their business as well as purchasers who are currently acquiring businesses.Presenters: • Moderator: Steve Abbate,President, Cetane Associates • Mike Anton,CEO,HOP Energy LLC • Mark Cleaves,CEO, Energy USA Propane • Steve Goldman,C.O.O. Star Gas/Petro • Brian Kottcamp,President, Shipley Energy Bioheat®,The Advanced Liquid Fuel. IfYou Think You Know All You Need To Know,Think Again! (9:00 a.m.– 10:30 a.m.) This short course on Bioheat® the Advanced Liquid Fuel,will bring you up-to-date on the renewable fuel that is transforming the liq- uid fuel industry.Hear about opportunities in supply, legislative issues and marketing.Also hear why Bioheat® combined with ultra low sulfur heating oil is the best choice from a service perspective. Presenters: • Don Farrell, Industry Publications • Michael Devine,CEO Earth Energy Alliance The Social Shift to Social Media (9:00 a.m.– 10:30 a.m.) As recently as 10 years ago, most comfort companies did not have a website – or even see the need for one; today,most successful com-