Seminars August 8th

10:00 – 10:45 AM (Seminars are offered concurrently)

Lowering Barriers to Workforce Training Room A
and Talking to Customers about Safety
…Now and in the future.
PERC – Stuart Flatow
Join PERC’s Vice President of Safety & Training, Stuart Flatow, for an interactive discussion on using new technologies now to make workforce training and customer safety communications easier and at less cost, while also highlighting new strategies such as task-based training geared for the next generation of propane professionals.

Stuart will highlight PERC’s CETP Blended Learning and consumer safety videos that propane professionals can use to talk to their customers about safety while promoting their businesses.

How Documentation Can Affect  Room B
Claim Handling and Litigation
Crum & Forster – Todd Buechler
Discover how documentation can affect the handling of claims and litigation. Learn how proper documentation can create a more positive outcome when an incident occurs and a claim is filed.

Women in Propane    Room C
Developing Your Management Intelligence
A.R.M. Solutions – Milissa Lord
Discover the DiSC Management Model and how this tool enables you to learn your strengths and challenges, so you can adapt to meet the needs of the people you manage. Become a more effective manager through delegating, motivating, developing and understanding your employees.

Vehicle Technology Risk ManagementRoom D
eRisk Solutions – Joe DiFranco & Justin Russo
Review vehicle technologies and how they can be used to manage risk and aid in claims handling. Learn about the current commercial auto market to prioritize your needs for enhanced vehicle technology management.

PERC Programs & Resources to Help Room E
Engage Construction Professionals

Jesse Marcus, PERC Director of Residential & Commercial Business Development
Grow gallons by learning about programs and resources designed specifically to aid in engaging construction professionals and identifying new building opportunities. Explore the propane construction incentive program, the online residential market growth tool, as well as new and updated resources including online calculators and training courses.

Vaporizers & Insurance RequirementsER Showcase Classroom
PGANE ER Team
Vaporizers and Codes
Your insurance company may require more stringent setbacks than NFPA 58.  Learn the best practices for installing vaporizers to ensure they are in the best location from a fire fighting standpoint.

10:45 Emergency Response DemonstrationER Showcase

11:00 – 11:45 AM (Seminars are offered concurrently)

The Road to 55% Average FillsRoom A
Bergquist – Mike Vigliotti
Discover the benefits of tank monitoring, including the different types of monitors available, and discover the real data analytics that demonstrate the impact monitors can make.

The Importance and Process of Creating &Room B
Maintaining Propane Safety Policies & Procedures
P3 Propane Safety – Eric Leskinen
An organization’s safety documentation is vital in protecting your business. This interactive presentation will teach attendees the importance of good documentation, how it will help defend your company should litigation arise as well as what challenges you will face due to missing or incorrect documentation.  Review case studies of propane accidents and learn what mistakes were made from a process and documentation perspective, what the fiscal impact on the company was and how you can avoid this happening to you.

Get Paid Now: How to Become a CreditorRoom C
A.R.M. Solutions – Milissa Lord
Learn how to establish your own internal collection company and what it takes to become a creditor.

Benchmarking Success with Real-Time DataRoom D
Tank Utility – Chris Brablc and Amos Epstein
Benchmarking groups are an essential part to running a successful propane business, however, the benefit is only seen a few times a year. Attendees will be able to compare themselves against their peers on success metrics such as average drop size and delivery efficiency.

“Why the Professional Landscape Market Room E
Deserves Your Attention”
PERC – Jeremy Wishart
The outdoor power equipment and professional landscape markets are full of opportunities for propane, but where does one start? How do you engage contractors? What about equipment dealers? When should you approach the customer for best results? This session will answer those questions, and many more, in an attempt to bring you up to speed on the current market trends and how propane can become the fuel of choice in the outdoor power equipment market for many years to come.

Emergency CommunicationsER Showcase Classroom
PGane ER Team
Discover how to communicate with the local authorities at a propane emergency. Witness a live scenario between a propane company and their local fire chief, while you learn what to do and what to expect during a propane incident.

11:45 Emergency Response Demonstration  ER Showcase

1:00 – 1:45 PM (Seminars are offered concurrently)

Don’t Just Quote, Win Projects!Room A
Rinnai – Kevin Morgan
Learn which tools and practices the best companies are using to profitably grow their business. Learn how to convert a lead into an engaged prospect and outshine other companies. Discover how high-growth companies are winning customers on a consistent basis and putting profit into projects while being competitively priced.

Tools of the TradeRoom B
Ray Murray, Inc. – Keith Szczepanski
Comfortable using a water manometer? How about a multi-meter or CGI? Allow RMI to demystify the testing equipment that will help you complete installations safer and more efficiently

How Does Tank Monitoring EffectRoom C
Your Bottom Line
WESROC by Independent Technologies – Mike O’Brien
Discover the different types of tank monitors, including how the ever changing 3G to 4G to LTE has changed the monitoring landscape. Learn how the new non-cellular monitoring LoRoWAn wireless communications network will impact future efficient fuel deliveries with a very low-cost option.

The New Tax Law and its EffectRoom D
on Company Value  – Plus Annual Propane
Survey Results and Trends
(Double Session to 2:45)
Cetane Associates – Steven Abbate
Gray, Gray, &Gray – Kelly Berardi, Brad Carlson, Marty Kirshner
Discover the new value of your business as well as the value of a business you may be looking to acquire. During this interactive panel discussion, you’ll learn how the new tax laws may create less taxes and greater profits, as well as some areas that have been negatively affected, and key considerations for structuring a deal to take advantage of the benefits. This session will point out some windfalls and pitfalls. Following the panel discussion, learn key data from Gray, Gray & Gray’s annual propane survey that can help you baseline your company in relation to other companies in New England.

Why Autogas – Hear the Success StoriesRoom E
Discover How Autogas Markets Can
Increase Your Bottom Line

PERC – Mike Taylor
Companies that choose to sell alternative fuels are finding the experience both challenging and rewarding.  Thanks to these companies, propane Autogas sales have remained stable during a time of great challenges from low fuel prices, the introduction of gasoline engines in medium duty vehicles and the increasing adoption of CNG and electric vehicles.  Join us for an active discussion about the OEM and aftermarket conversion markets, TCO, success stories and the creative ways propane marketers are increasing their year-round gallons with propane Autogas.

Vaporizers & Insurance RequirementsER Showcase Classroom
PGANE ER Team
Vaporizers and Codes
Your insurance company may require more stringent setbacks than NFPA 58.  Learn the best practices for installing vaporizers to ensure they are in the best location from a fire fighting standpoint.

1:45 Emergency Response Demonstration  ER Showcase

2:00 – 2:45 PM (Seminars are offered concurrently)

Distribution SystemsRoom A
Maxitrol – Ted Groustra
Increase your understanding of 3rd stage regulator applications on two and five-pound systems. Learn more about sizing, venting, codes and standards.

Cargo Tank InspectionsRoom B
Silverback Consulting Michael Digiorgio
Review the required cargo tank inspections that can be performed in-house by technicians and drivers; daily, monthly and annually. Examine the regulations that apply to these inspections and learn who can legally perform the inspections. Understand the legal issues and the pitfalls on missing these inspections.

Keys for Maximizing Customer ValueRoom C
with an Online Customer Portal
Destwin Energy Systems Robert Kulawiec
Learn firsthand how to apply the new cutting edge best practices of online customer marketing and sales and customer service tools to your propane business.

The New Tax Law and its EffectRoom D
on Company Value  – Plus Annual Propane
Survey Results and Trends
(Double Session, cont’d from previous session)
Cetane Associates Steven Abbate
Gray, Gray, &Gray Kelly Berardi, Brad Carlson, Marty Kirshner
Continued seminar.

Autogas 101Room E
UPAS Dave Biggs
Learn the various conversion option types for vehicles and the different selections for filing stations and dispensers. Discover how to target fleets from your current customer base to get you started in Autogas.

2:45 Emergency Response Demonstration  ER Showcase

3:00 – 3:45 PM (Seminars are offered concurrently)

Rinnai’s Continuous Evolution:                           Room A
Learn How the Leader in Tankless
Manufacturing is Captivating Customers
and Revolutionizing the Industry
Rinnai – Brian Campbell
Get the scoop on Rinnai’s NEW Sensei Water Heater and M-Series Boiler Lines.  Learn the latest installation tips, including new venting options.  In addition, Rinnai will be giving factory-direct rebate claim forms at this meeting.

Is Your Propane Bulk Storage Facility                           Room B
in Compliance?
TRC Environmental Corporation – Wade Narin van Court
Do you need a risk management plan? Examine applicability of regulation on bulk plants, threshold quantities and exemption criteria, including a recent court decision regarding the “incidental to transportation” exemption. Learn about the federal regulatory requirements; state regulations; and discuss lessons learned at similar facilities in achieving compliance.

Increase Brand Exposure Across Generations                              Room C
Consumer Focus – Michelle Wilson and Gerry Brien
Discover new marketing strategies that appeal to future homeowners. Learn how to create persistent, cohesive messages that speak to all generations. Understand what platforms you need to use to convey these messages. Finally, learn how you can use your employees to reinforce your value proposition with current and potential customers.

Supply: Exports Matter!….and Retail Doesn’t?                                                Room D
Twin Feathers Consulting – JD Buss
An in depth look at the global importance of U.S. propane exports and why this has changed the U.S. retail propane market.  Uncover how exports impact the Northeast and in what way some infrastructure changes will determine how propane is priced and supplied to the retail market area.

PERC Autogas Technician Training Resources                                    Room E
NAFTC – Michael Smyth & PERC – Stuart Flatow
This presentation will outline PERC’s ongoing training partnership with the National Alternative Fuels Training Consortium (NAFTC) and how propane professionals can benefit from this relationship. Beginning in 2013, PERC and the NAFTC have partnered to develop a suite of training materials to train automotive technicians on how to maintain, diagnose, and repair light- and heavy-duty propane Autogas vehicles. Working in partnership with industry leaders including Bluebird, ICOM, Roush and others, this technical training endeavor is making a nationwide impact. The presentation will give the history of the training project, where it stands today, and new curricula being developed now.

Presentation by Micheal Smyth, Acting Director of the NAFTC and Stuart Flatow, Vice President of Safety and Training at PERC.

Emergency CommunicationsER Showcase Classroom
PGane ER Team
Discover how to communicate with the local authorities at a propane emergency. Witness a live scenario between a propane company and their local fire chief, while you learn what to do and what to expect during a propane incident.