2 0 1 2 SOU RC EB O OK TABLE 16
number of trailers reported tracks the reported number of Class 8 tractors. New environmental regulations require that diesel engines
offer enhanced emissions technology. This involves either selec- tive catalytic reduction (SCR) or exhaust gas recirculation (EGR). SCR technology provides a notable boost in fuel efficiency and power compared to EGR, but requires the use of diesel exhaust fluid (DEF) that is stored in a separate tank. SCR technology is seen as being the dominant technology between the two alternatives. Some 66% of respondents have to address DEF requirements. Respondents were asked to identify how they were going to meet the DEF requirements for their fleets of vehicles. Unfortunately, 9% of respondents are apparently unaware of the new requirement.
CUSTOMER TANKS Respondents reported that 87% of their home heating custom- ers had 275 gallon tanks, 11% had 550 gallon tanks and 2% had a tank of a different size.
DELIVERY TECHNOLOGY (Table 15) Where delivery technology is concerned, cellular phones still play a critical role in the delivery process. However, two-way radio equipment, GPS tracking and dispatch support software each have a solid user base among respondents.
TABLE 15
FOR DELIVERIES, DO YOU USE: TWO-WAY RADIO EQUIPMENT
CELLULAR PHONES PAGERS
GPS TRACKING DISPATCH SUPPORT SOFTWARE
38% 94% 18% 32% 15%
HVAC EQUIPMENT AND SERVICE (Table 16) Roughly 71% of respondents install and/or service heating and cool- ing equipment. As would be expected, oil related appliances were
DO YOU SELL, INSTALL OR SERVICE ANY OF THE FOLLOWING EQUIPMENT? (SELECT ALL THAT APPLY)
Oil burners
Furnaces (gas/oil/electric) Domestic hot-water systems Warm-air systems
Radiant heating systems Gas burners
Boilers (oil/gas/electric) Hydronic systems Solar systems
Wood pellet systems Air-conditioning
Electric resistance
96% 93% 96% 89% 61% 64% 96% 75% 18% 4%
68% 18%
heavily sold, installed and serviced. However, 18% were involved with solar heating, 4% with wood pellet systems, 68% with air-con- ditioning, 18% with electric resistance and 64% with gas burners. The vast majority of the HVAC business was residential –
90%. Some 61% of respondents noted an increase in residential business in the previous year while 39% of respondents noted an increase in commercial business during the previous year. A total of 93% of respondents noted they recommended a brand name to their customers when a replacement was required.
OTHER BUSINESS OPERATIONS A total of 19% of respondents reported having significant busi- ness operations outside of residential and commercial heating. Those included auto repairs, real estate; plumbing, electrical, home security, convenience stores, solar and lawn care.
MARKETING AND PROMOTION Aside from contributions to associations for group campaigns, 61% of respondents conducted their own advertising. This included Web advertising, mail stuffers, trade shows, newspaper advertising, promotional items, radio advertising, phone books, special events, clipper magazines, television, direct mail, and local chamber of commerce. Some 47% specifically cited using direct mail.
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DECEMBER 2011 | FUEL OIL NEWS | www.fueloilnews.com
