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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ARE E 2 0 1 1 Atlantic Region Energy Expo 2011 Exhibitors and attendees take away information to navigate a challenging business economy BY DEBR A RE SC H K E A REE CONTINUED TO PROVE TO BE ONE OF THE PREMIER ENERGY marketing convention and trade shows in the Northeast this year once again at the Atlantic City Convention Center from May 3 – May 5. Although attendance was about 5 percent down from last year, content of the seminars and networking opportunities provided the 4,100 attendees tools to take home to improve their businesses. The number of exhibitors totaled 260, a 12 percent increase from last year’s show. However, from walking the show floor, it was apparent that many companies had scaled down the sizes of their booths. More than 45 exhibiting companies were new to AREE this year. EDUCATIONAL OPPORTUNITIES If the trade show floor appeared to be a bit sparser, one area of the show was packed—the educational sessions. The 20 business classes offered this year was a highlight for many of the attendees, as many of the sessions’ rooms were almost filled to capacity. The following is a review of just a handful. It is no secret the fuel oil industry is facing and undergoing a tremendous amount of change, and the seminars provided this year addressed many of those challenges and trends. John Huber, president of the National Oilheat Research Alliance (NORA), provided an update of the reauthorization of NORA. As pointed out, with the sunset of NORA in 2010, oil heat is now the only major home heating energy source that does not have a structured program to benefit its consumers. “Without NORA, there are no central funds available to improve the product and increase its value to consumers,” according to a fact packet distributed at AREE. “Without NORA, the competing fuels are favored.” As the industry evolves, many fuel oil businesses are looking to either grow their operations or leave it. Whether buying or selling, one central question is how to determine the value of a business. Steve Abbate, president of Cetane Associates, moderated a panel on “Valuing and Acquiring Businesses,” which included valuable insights from Mike Anton, CEO, HOP Energy LLC; Mark Cleaves, CEO, Energy USA Propane; Steve Goldman, COO Star Gas/Petro; and Brian Kottcamp, president of Shipley Energy. Price programs continue to be on the decline in the heating oil industry. A lot of that can be attributed to miscommunication and misunderstandings of these programs, both by the consum- ers and the industry. Hedge Solutions led a seminar to discuss these issues in “Life After Price Programs.” 14 JUNE 2011 | FUEL OIL NEWS | www.fueloilnews.com Steve Abbate (center), president of Cetane Associates, moderated a panel on “Valuing and Acquiring Businesses,” one of the 20 business sessions offered at AREE SALES PIT AND NEW PARTICIPATION Attendees also had the opportunity to hear live presentations from a number of exhibitors in the “Sales Pit” on the trade show floor. Two designated areas allowed vendors to show off their offerings. Among those that presented was Profit Strategies, a company pro- viding solutions to maintenance agreement programs and more. Angus Energy gave an overview of their company and recent developments at the company, such as the formation of the Angus Advisory and Finance Group. Possibly the most entertain- ing of the presentations was by ProOne Lubricants, which held a demonstration of their products’ successful performance during a bench cross axis friction machine test. Additionally, AREE expanded its scope to include participa- tion by the New Jersey Propane Gas Association. Inclusion of the NJPGA demonstrates the diversification trends in the industry and how AREE is reflecting those changes. TRAGEDY BEFORE THE SHOW Overshadowing this year’s show was a tragic and major loss to the industry and AREE. William (Bill) Thomas Thiel passed away on April 30, 2011 in Dingman Twp., Pa. He was 77. Bill was the associate director of the Fuel Merchants Association of New Jersey and show manager of the FMA Trade Show, which grew into the Atlantic Region Energy Expo. He was employed by FMA for 30 years. He was also the retired owner and operator of Sparta Plumbing in Sparta, N.J. A moment of silence was observed on the trade show floor in honor of his memory. l FON