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LUBRICANT DISTRIBUTOR'S DAY AT THE POC - Don't Miss it!

August 23, 2005

 

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

Speakers at the Lube Session of the Conference
  • The State of the US Lubricants Business and Strategies for Success - 8:30 a.m. - 9:15 am
  • Hybrid Mergers - 9:15 a.m. - 10:00 am
  • Growth through Acquisition -The fast track to Success - 10:30 a.m. - 11:15 am
  • Managing To Grow Your Sales in Lubricant Distribution - 11:15 a.m. - 12:00 pm
  • Achieving Sales Results: Getting the Most from Your Sales Staff - 12:15 p.m. - 1:00 pm
  • Is It Time For A Wake Up Call? - 1:15 p.m. - 2:00 pm
  • Transactional Excellence in Lubricant Distribution - 2:00 p.m. - 2:45 pm
  • Success at Private Labeling-The Do's and Don'ts - 2:45 p.m. -3:30 pm
  • Managing Costs and Optimizing Efficiencies for Lubricant Distributors - 3:45 p.m. - 4:15 pm
  • Benchmarks in Lubricant Distribution and Closing Comments - 4:15 p.m. - 5:00 pm

  •  
    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.

     

     
    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.

     

     
    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.

     

     
    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.

     

     
    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.

     

     
    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?

     

     
    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.

     

     
    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.

     

     
    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.

     

     
    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
     

     
    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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    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.

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