Saturday, April 13, 2013
*Denotes Course with Certificate of Attendance Available
12:30 – 1:45 pm
Strategic Hiring and Workforce Development
Terry Booton, President, Advanced Marketing Instruction
This session will cover how science and technology can improve workforce performance and productivity and provide the skills to predict a person’s success prior to hiring or promoting them. You will learn how to consistently hire top performs, understand the impact of the B and C players on your bottom line, and the impact of skillful job matching.
*Sales Techniques for Breaking Into New Propane Markets
Amy Impara, Co-Founder, Sales Transformation Now, Inc.
Would you be interested in expanding your off season load? Would you be interested in expanding your current customer base? If you answered yes to either of these questions then come learn sales techniques that will help you grow your business immediately. These are not just sales techniques from a book, these are proven sales skills that work in the real world to help you gain new customers in new markets and even expand your existing customer base. In this session you will acquire the tools to size up the opportunity, get started in new markets, transform your business and your revenue.
Propane Supply Surge versus International Export Demand
Rusty Braziel, President of RBN Energy, LLC.
The supply of propane in North America is increasing rapidly due to production from high-BTU shale gas plays. Propane prices have responded by falling to historically low levels relative to crude oil. But new Gulf Coast propane export capacity is coming online, providing the opportunity for surplus propane supplies to move overseas into new markets. What will that mean for propane balances, prices and the relative market position of propane, natural gas, and fuel oil?
How to Protect Your Company: Can Your Company Answer the Difficult Questions?
Panel: Mike DiGiorgio (Paraco Gas)
Eric Leskinen (Superior Plus Energy)
Frank Beckstein (DeMoura Smith LLP)
The Business Case for Propane Autogas: Present and Future
Michael Taylor, Director of Autogas Business Development, Propane Education & Research Council
A look at the success of propane autogas around the U.S. including dedicated and bi-fuel vehicle applications. Hear cases studies and success stories and how you, the propane marketer, can find success too.
Member Services Program
Panel: Cintas Uniform Program and Much More, Robyn Pitzer; Credit Card Processing with MSG Payment Systems, Paul Huntley; Ford Motor Company; Goodyear/Dunlop through TruckersB2B, Steve Boone & Ross Murray; HR University & Staples Advantage, Darlene Hawk; Laborchex, Steven Austin; and TekCollect, Diane Schumm
NPGA’s member services programs are designed to foster unique business relationships with companies that offer high-quality products and services to NPGA members. The panel will discuss specific details about each program and how members can access them. Information about uniforms, fire safety equipment, credit card processing, Ford Motor program, tires (new and retreads), human resource needs, background checks, supplies, and collections will be provided.
Innovative Delivery & Routing Solutions for Successful Marketers
Moderator: Mike Shilts, Owner, TurnaroundMyCompany, L.L.C.
Panelists: Randy Camp, Vice-President/General Manager, CoEnergy Propane; Mike Hill, President, Woodstock Gas; Will Norman, Chief Operating Officer, Como Oil and Propane; Randy Sams, Owner, Sams LP Gas Co.
Don't miss this opportunity to learn how successful propane marketers are improving their delivery and routing performance by overcoming the many challenges facing the propane industry in 2013. The panel will include four members of the National Propane Gas Association’s Benchmarking Council from Oregon, Georgia, Minnesota and Florida. The panelists will share their expertise gained through actual day-to-day operations and business practices acquired from their participation in the NPGA Benchmarking Council, and will answer questions in a roundtable discussion at the end of the session.
An Exceptional Energy: Global Trends in Propane Today
Panelists: Michael Kelly, Deputy Managing Director and Director of Market Development, World LP Gas Association; Esther Assous, Events Director, World LP Gas Association; Morten Balle, Regional Export Director, Ragasco
This panel of international industry representatives will look at current advances within the global marketplace of our Exceptional Energy. Learn about the latest innovations and initiatives from around the world, and how this will impact the future of the propane industry. The session will look at global issues, explore international trends and new initiatives, and consider how these developments can help you enhance your business overseas.
*New Programs from PERC That Help Reduce the Costs of Training and Compliance
Speakers: Stuart Flatow, Vice President, Safety & Training, Propane Education & Research Council
Courtney Gendron, CETP program manager, Propane Education & Research Council
Stop by to learn about and receive free copies of these new programs:
· Mobile Crane Safety in the Propane Industry is a multi-media video based training program designed to teach crane operators, field technicians, and managers the best practices and procedures for the safe operation of a mobile crane. The program meets the Occupational Safety and Health Administration's General Industry requirements for crane operator training and provides the means to teach operators how to use cranes safely and effectively.
· Propane Personal Safety: Techniques for Personal Injury Prevention in the Propane Industry, a comprehensive multi-media video based training program for all employees in your organization. The program includes videos targeted at all levels of the organization and shows both why injury prevention is important, and the specific best practices to enable propane marketers to teach and encourage the use of safe work performance.
· New eLearning programs that include a new digital tool for tracking employee training and adding company policies. These programs allow you the opportunity to train your employees anytime and anywhere and can be used as stand-alone programs or in conjunction with traditional classroom training. Bring your laptop and we'll show you how to load it up with seven eLearning programs.
· Propane Autogas: A Safe, Economical and Environmentally Friendly Option for Fleet Vehicles is an outreach tool that communicates the benefits of propane autogas vehicles, including environmental and safety issues, to police department and bus fleets, as well as response tactics for firefighters.
How to Capture New Propane Business in the Rising Residential Housing and Remodeling Markets
Bridget Scanlon, Director of Residential & Commercial Programs, Propane Education & Research Council
New home starts and remodeling are improving for the first time in over five years. Are you prepared? Attend this fast-paced presentation to learn about these trends across the country and find how you can expand your residential business by working with construction professionals. The residential market is the largest segment of the business for most marketers and PERC is your source for marketing materials, training courses, research results, toolkits, and more to prepare you for these rising opportunities. In addition, you'll hear from representatives of Rinnai, Kohler and Yanmar about the "Top 10 things you MUST KNOW" about these products to achieve success!
Best Practices for Building Value for Propane Marketers
Tamera Kovacs, Consultant, Propane Resources
What does it really take to keep a retail propane business strong and viable? You may find yourself saying, “When I retire and decide to sell my business, I want it to be worth something.” This is a common thought throughout the industry. The decisions you make and the way you choose to run your business will have an impact on the value of your business as well as the level of interest your company receives from buyers.
*Women in Propane Council: Persuasive Communicating: Turning Talk into Action
Speaker: Marilyn Ringo, former CNN Headline News anchor & SpeechWorks Coach
Strengthen your public speaking skills and move your listeners from complacency to action. Clear and persuasive communication skills are critical in every profession and can make the difference between a good manager and a great leader.
Whether you’re presenting to a board of directors, the Fire Marshal, customers, or your staff, your words must resonate with your listeners and move them towards action. This training session will help you accomplish that goal. Learn how to organize information and deliver it with confidence and credibility whether speaking to individuals, small or large groups. The session will instruct attendees on how to:
• Organize a concise, listener-centered message;
• Look assured with standing or seated presence;
• Connect with listeners through eye contact and facial expressions;
• Engage listeners with voice energy; and
• Control nerves.
Bonus: Free gift! For all participants who pre-register, a copy of the book “15 Minutes Including Q&A: A Plan to Save the World from Lousy Presentations,” by Joey Asher will be given. His simple approach inspires confidence!
Sunday, April 14, 2013
How to Battle the Electric Heat Pump and Win
Tom Jaenicke, Energy Advisor, Propane Education & Research Council
If you have lost new and existing propane business to ground source (sometimes called geothermal) and air source electric heat pumps, you will want to attend this presentation. Learn the research based tactics and messaging to use with builders, HVAC contractors, and consumers to make propane compete on a more level playing field with heat pumps in the residential market. You can battle heat pumps and win!
Independent Propane Marketers Best Practices
Mike Shilts, Owner, TurnaroundMy Company, LLC
This jam-packed session will provide real-world examples, anecdotes and scenarios that illustrate how independent propane marketers who participate in the National Propane Gas Association's Benchmarking Council are successfully leading their companies in these turbulent times.
The presenter will highlight seven real-world Best Practices that small businesses face every day, including: 1) Tools to see the 'Big Picture' to make critical decisions; 2) Maximizing value for sale or succession; 3) Banking and Business Plans; 4) Hiring and motivating team members; 5) Utilizing the Web and software; 6) Understanding the financials and break-even and, 7) Marketing and customer service.
All participants will receive a handout and booklet and take part in an interactive question and answer segment following the main presentation.
Learning Social Styles to Increase Customer Service
Kirk Wright, President, Pro Image Communications
Enjoy a fun and productive learning session that will benefit both your personal and professional lives. Learn why you shouldn’t treat others the way you want to be treated. Discover four distinct social styles that will allow you to develop your interaction skills, how to reduce conflict, how to better manage customers and employees with a variety of social styles.
*Identifying Your Hedging Style for Profit and Success
Dale Delay, President and Founder of Cost Management Solutions, LLC
Have you ever had a prebuy position go bad? Were there strategies and signals available to protect you from market values dropping out from underneath your prebuy cost? When is the best time to prebuy or fix costs of your propane supply? What strategies should you incorporate when you see good buying opportunities? Have you set yourself up to lose with prebuys? Dale Delay, President and Founder of Cost Management Solutions LLC will show strategies and solutions to properly positioning yourself for today’s market pricing structure.
Mark Leitman, Director, Business Development & Marketing, Propane Education & Research Council
Off-Road Engine Applications - Did you realize that one commercial lawn mower can use 1,000 gallons of propane per year? Or that one irrigation engine uses up to 7,500 gallons each year? And that propane forklifts use 1,000 gallons each, and still dominate their market sector? This seminar will help you understand and sell in the growing off-road sector. It will cover the latest research, products, incentives, and marketing resources so you can expand your sales in these applications.
How to Survive Adversity and Maintain Your Value
Tamera Kovacs, Consultant, Propane Resources
Between warm winter and the intrusion of competitors such as natural gas and increased energy efficiencies, how can retail propane marketers maintain their value? While maintaining or growing the value of your business is critical, managing obstacles that appear outside your control is not only frustrating but seemingly impossible. This session will identify ways to limit your business’s exposure to a potential declining value.