TIME IS GETTING NEAR
September 19th is almost here!...The 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. The lube session and
section of the conference is the First
Truly Independent Conference and Trade Show
For and About U.S. Lubricant Distributors.
BOOTHS ARE STILL AVAILABLE ON THE TRADE
SHOW
FLOOR FOR THOSE INTERESTED IN DOING BUSINESS
WITH LUBRICANT DISTRIBUTORS!
TO ATTEND THE LUBRICANT SESSION OR SECURE
A
BOOTH AT THE SHOW, CONTACT: Robin Rinehart
Sales, Marketing and Conference Manager
916-646-5980
The State of the US Lubricants Business and Strategies for Success - 8:30 a.m. - 9:15 am |
Presented by Thomas F. Glenn
President of Petroleum Trends Intl. and Publisher of
Jobbers World
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
conferences.
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
demand
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
opportunities.
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Hybrid Mergers - 9:15 a.m. - 10:00 am |
Presented by Francis O. Bologna is a CPA, and
one of
the five founding partners of his own CPA and
Consulting firm.
Within the industry, it’s being said, “If you’re not 30
million or 50 million gallons real soon, you’re gone.”
It’s being said, “If you don’t market a million or more
gallons of lubes, you’re gone.” Some are
saying, “Who cares what they say, when do we get,
our say? We say, “We have been in this industry for
years, and don’t want to leave. We’re second and
third generations and we don’t want to go. Is there
a way to stay?”
YES! Come and learn how a Hybrid Merger may be
your’s and another jobber’s perfect solution. A
nationally recognized industry presenter and CPA will
visit with us on the intricacies of a Hybrid Merger.
We will discuss what the most sensitive issues are
and how to negotiate them in order to assure
success. We will discuss structure of new entity,
operational issues, challenges that will need to be
addressed and agreed upon. We’ll establish what
are the critical success factors management will
need to address. We will discuss the single biggest
burning issue both jobbers have on their mind,
what if this doesn’t work? This program is a must
for any jobber who is wrestling with defining their
future. Why not come and see how you can
shape it!
Francis speaks professionally and has presented
financial management workshops to thousands of
owners and managers of independent companies. He
has served as an adjunct faculty member of: Exxon’s
Tiger Tech National Training Center, Chevron
University, Shell Oil Products, Citgo Presidents’
Conference and Sun Oil’s National Jobber Programs.
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Growth through Acquisition -The fast track to Success - 10:30 a.m. - 11:15 am |
Presented by Kevin Fiala, Principal at Bywater
Inc.
As petroleum marketers approach the year 2006,
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.
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Managing To Grow Your Sales in Lubricant Distribution - 11:15 a.m. - 12:00 pm |
Presented by Scott McLoughlin Principal at Sales
Training Systems in Princeton, NJ
Growth and Sales take center stage, nothing
happens until a sale is made. That simple point
underlines the critical importance of sales to any
company who wants to “Fuel its own Independence”.
As the economy emerges from its three-year
slumber, pressure builds for companies everywhere to
reinvigorate their growth as they strive for high
performance. The most critical component of that
engine is the sales force which, more than any
function, often means the difference between
capitalizing on growth opportunities and or accepting
the scraps left behind by the market leaders.
Every business plan "assumes" a certain amount of
sales, but that assumption is the tipping point.
Without sales, the entire business model is an
exercise in frustration. Sales manager must not only
understand the sales process, but also embrace the
fact that the ability to sell is the single most critical
success factor of any company.
Sales Training Systems is an affiliate of DEI
Management with vast experience in working with
Business to Business (B2B) clients who want to
develop their sales force. Scott McLoughlin has a
proven sales management track along with expertise
in the field of petroleum products where he acted as
Interim VP of Sales for several major petroleum &
lubricants distributors.
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Achieving Sales Results: Getting the Most from Your Sales Staff - 12:15 p.m. - 1:00 pm |
Presented by Maura Schreier-Fleming, Author of
REAL-WORLD SELLING and President of Best@Selling,
a sales consulting and training company based in
Dallas, Texas.
If you are a sales manager you play a key role in
helping your sales team to reach their sales goals.
You have many choices on how to implement your
role as sales strategist and motivator. Some
strategies on who, what and how to sell can increase
your staff's productivity, your profits and overall
sales. Less strategic choices will produce far less. In
this presentation you will learn the strategies to be a
successful sales manager and how to manage your
sales team to generate increased sales.
Maura Schreier-Fleming (www.BestatSelling.com) is a
versatile, results-oriented speaker, trainer, writer and
consultant. She works with numerous clients,
including those from the Fortune 500 as well as
individuals, to improve sales performance. She is the
author of Real-World Selling for Out-of-this-World
Results and writes several selling columns including
Jobbers World.
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Is It Time For A Wake Up Call? - 1:15 p.m. - 2:00 pm |
Presented by Ed Runner, founder and president of
E. C. Runner & Associates
Ed is known nationally for his expertise in sales
channel performance and improving customer loyalty.
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?
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Transactional Excellence in Lubricant Distribution - 2:00 p.m. - 2:45 pm |
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 lubricant marketers.
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 accounts.
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Success at Private Labeling-The Do's and Don'ts - 2:45 p.m. -3:30 pm |
Presented by Lawrence A. Read Chairman,
Chief
Executive Officer and President of Lube Management
Corporation, Inc. (LMC); and Chief Executive Officer
of North American Lubricants Company (NALC)
Larry will discuss the Do's and Don'ts of private
labeling. How to Increase your bottom line using
private labeling with out falling into the trap of the
Old Business Model. The Industry is going through
dynamic changes, be sure you hear this interesting
assessment of how the PCMO model has changed.
Lawrence A. Read is the Chairman, Chief Executive
Officer and President of Lube Management
Corporation, Inc. (LMC); a retail chain of automotive
centers from 1986 to the present. He is also the
Chairman and Chief Executive Officer of North
American Lubricants Company (NALC), a passenger
car motor oil manufacturer and reseller in 36 states.
LMC’s subsidiary Oil Changers, Inc. is an Inc. 500
Company recently selected as the 20th fastest
growing privately held company in America. Since
opening its first facility in September of 1986 with
five employees, Oil Changer now employs more than
500 people and operates 40 stores in the California
market.
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Managing Costs and Optimizing Efficiencies for Lubricant Distributors - 3:45 p.m. - 4:15 pm |
Presented by: Ken Gunn President Caliber
Consulting
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 applications completely-
not just the single problem area, and the savings in
effective inventory mgt: Cycle, monitoring,
repackaging, reordering and your customer's
inventory. 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.
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Benchmarks in Lubricant Distribution and Closing Comments - 4:15 p.m. - 5:00 pm |
Presented By Thomas F. Glenn, President
Petroleum Trends Intl. and Publisher of Jobbers
World
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SIGN UP FOR THE CONFERENCE AND TRADE SHOW TODAY |
TO ATTEND THE LUBRICANT SESSION OR SECURE
A
BOOTH AT THE SHOW, CONTACT: Robin Rinehart
Sales, Marketing and Conference Manager
916-646-5980
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FEATURED VIP CONFERENCE SPONSOR |
K2M features interactive sales scenarios to help your
team achieve greater success in lubricant
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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-
289-4853 or
visit the link below.
Find out more....
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