Pacific Oil Conference and Jobbers World joined
forces to include a comprehensive program for all
lubricant distributors at this years POC conference in
Reno on September 19 to 22. The lube session and
section of the conference is the First
Truly Independent Conference and Trade Show
For and About U.S. Lubricant Distributors.
What follows is a sampling of some of the speakers
and topics at the lube session of the conference...
Other speakers, topics, and featured VIP sponsors
will follow in the next issue.
|The State of the US Lubricants Business - Threats and Opportunities
Presented by Thomas F. Glenn
President of Petroleum Trends Intl. and Publisher of
Tom Glenn, president of Petroleum Trends
International, Inc., is a well-known industry thought
leader who is published monthly in columns with
Lubes 'n' Greases magazine and Jobbers World. In
addition, his papers and articles have been published
in Gas-to-Liquids News, NLGI Spokesman, and other
lubricant-related trade journals. Glenn has also
presented and moderator at NPRA, ILMA, STLE, ICIS-
LOR and other industry trade meetings and
Tom will present a talk on The State of the US
Lubricants Business - Threats and Opportunities and
provide and an independent analysis of supply and
dynamics in the US lubricants business. Includes a
demand forecast, and outlook for lubricant
manufacturers and marketers (majors, independents,
distributors), and insights and information on growth
|Transactional Excellence in Lubricant Distribution
Presented by Tom Mangano
President of Rax Inc.
Tom Mangano will present a focused look at how
lubricant marketers achieve
transactional excellence in warehousing, truck
maintenance, human resources, and back-office
hardware and software management. Such issue as
retiring assets vs. constant repairs on trucks, part-
time, overtime, and seasonal employment,
warehousing, and other operational issues will be
discussed. In addition, there will be time available for
Q&A to discuss the specific needs of individual
Tom has been writing software for the
Petroleum industry since 1982. He has
developed software for lubes, lights, home heating
oil, and card lock companies. In 1997 he was hired
as a consultant to purchase software for a local
lubes distributor. After an extensive search, and the
release of MS Window, he determined that he
could "build a better mouse trap". He worked closely
with 3 local companies to develop Visual Supplier.
After two and a half years, his first client went live.
Since then, his company, Rax Inc. has added over 70
|Managing Costs and Optimizing Efficiencies for Lubricant Distributors
Presented by: Ken Gunn
Ken will address several critical issues in lubricant
distribution; starting with defining your costs.
Because, what gets measured, gets done-managed!
In addition he will address how lubricant marketers
can utilize existing software
just the single problem area, and the savings in
inventory mgt: Cycle,
monitoring, repackaging, reordering and your
Ken will also present practices and principles on the
best way to take an order to save time
and also get add on sales.
Ken says, "It's about Swinging the bat!!
Increase your odds
for greater success!!"
Ken is a 20-year-plus veteran of the petroleum
industry and consults as an "operational and
organizational internist" assessing a distributor's cost-
effective use of three assets: people, time and
technology. Diligent management of all three assets
in day-to-day business is becoming more important in
the evolving marketplace of super jobbers, industry
consolidation, increasing customer expectations,
shrinking margins and technology advances.
|Growth through Acquisition -The fast track to Success
Presented by Kevin Fiala, Principal at Bywater
As petroleum marketers approach the
many continue to look for ways to expand their
businesses and improve their bottom line. Proactive
marketers are formulating strategies for growth that
will keep them competitive for the years to come.
One key strategy to consider is growth through
acquisition. For companies with good financial
resources, growth through acquisition offers several
advantages, including increasing gross profits,
gaining market share, supporting activities of other
divisions in the company, and adding top
management to the company team.
Mr. Fiala will provide insights on how to develop an
acquisition strategy and then overview the process
to execute on that strategy.
Kevin Fiala is a Principal at Bywater Inc. and leads
Bywater's Corporate Development Services (CDS)
practice, which advises clients on merger and
acquisition activities. Bywater CDS specializes in
providing manufacturers and distributors of
lubricants, fuels, and related products and potential
investors with the services they need to complete
small- to mid-sized acquisitions, divestitures,
alliances and private equity financings.
Kevin also authors the Acquisitions Corner
column in Jobbers World.
|Is It Time For A Wake Up Call?
Presented by Ed Runner, founder and
president of E. C. Runner &
Ed is known nationally for his
expertise in sales channel performance and improving
For the last twenty-one years, Ed has led a three
day seminar for manufacturers on managing the
industrial distributor sales network. Over the years,
more than 4,000 sales managers have attended
these popular sessions.
Ed will discuss such important issues as:
How does distributor channel success in the
lubes industry compare with other industries?
What critical decision do lube distributors
have to make today? Do suppliers need
more pages in their playbook? Should
distributors be more accountable and
pro-active to survive? What do suppliers
and distributors need to know
today about selling "multi-channel" to be successful?
|SIGN UP FOR THE CONFERENCE AND TRADE SHOW TODAY
|FEATURED VIP CONFERENCE SPONSOR
K2M features interactive sales scenarios to help your
team achieve greater success in lubricant
Lubrizol Knowledge 2 Market (K2M) Learning Services
Arms Salespeople with Technical
Information, Selling Skills Needed for Success
See Lubrizol's K2M at the POC Tradeshow: Visit
Booth #1003 at the top of Lube Alley
For more information, contact Lubrizol K2M at 866-
visit the link below.
Find out more....