FUELS
By KEITH REID
Marketing More
Than One Deliverable
How should dealers market two fuels
that might compete with each other?
W
hen a company offers fuel oil and propane, it must
market two fuels that might compete with each other
or complement each other, depending on the customer.
"One of the allures of propane is that you can sell it to people who
actually use heating oil to heat their homes," said Joe Vassallo of Oilheat
Associates, a group of independent oilheat and propane consultants. In
The showroom of Leahy's Fuels, Danbury, Conn., features propane fireplaces
and propane stoves. Stephen Rosentel, president, says the company has sold
propane since the 1930s.
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JANUARY 2014 | FUEL OIL NEWS | www.fueloilnews.com
