Our schedule below will give you an idea of what this year's schedule will look like.
2024 Southern New England Energy Conference Schedule
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Monday, Sep 23, 2024
9:00 am - 10:00 am Breakfast 9:15 am - 10:00 am MEMA Board Meeting 10:00 am - 11:00 am Concurrent Breakout Sessions 10:00 am - 11:30 am NORA Board Meeting 11:30 am - 12:30 pm General Session for all Attendees 12:30 pm - 2:00 pm Awards Luncheon Keynote Address - Quinnipiac Polling 2:15 pm - 3:15 pm Concurrent Breakout Sessions 3:30 pm - 4:30 pm Concurrent Breakout Sessions 5:00 pm - 6:00 pm Reception Then dinner on own in Newport Tuesday, Sep 24, 2024 9:00 am - 10:00 am Breakfast 10:00 am - 11:00 am Concurrent Breakout Sessions 11:10 am - 12:10 pm XBX General Session for all Attendees 12:10 pm - 1:00 pm Luncheon with NORA 1:00 pm - 4:00 pm NORA Technical Workshops Schedule and presenters subject to change |
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2024 Education Sessions - Our Industry Advancing with Biofuels
Biofuels will be the new reality for our industry in 2025. No longer just a "boutique" fuel, heating oil begin 10% blends in New York and Connecticut, and 20% blends in Rhode Island. Biofuels will become an imperative in Massachusetts as marketers there come to grips with their Clean Heat Standard. Our general sessions will address how our industry advances with Biofuels, looking at the higher blend requirements on Monday, and looking at the "four pillars" of Bioheat® fuel industry success on Tuesday.
Our schedule is shown below (full presenter biographies forthcoming).
Our schedule is shown below (full presenter biographies forthcoming).
Session Schedule Details
Monday, September 23
9:15 am - 10:00 am
MEMA Board Meeting
10:00 am - 11:00 am
Does Anyone Really Understand the Seasonal K? - Danny Silverman, Angus Energy
Seasonal K’s – especially Summer going into Winter - have been a bone of contention to some and a valuable tool to others – but only if they are used the right way. Join Danny Silverman as he gives us history, knowledge, and information on how to correctly use the seasonal K to help you optimize deliveries throughout the year. By understanding seasonal Ks, you’ll better be able to have the tools that you need in order to make significantly more predictable deliveries from October to April. WEATHERLY ROOM Topics of discussion will include:
Monday, September 23
9:15 am - 10:00 am
MEMA Board Meeting
10:00 am - 11:00 am
Does Anyone Really Understand the Seasonal K? - Danny Silverman, Angus Energy
Seasonal K’s – especially Summer going into Winter - have been a bone of contention to some and a valuable tool to others – but only if they are used the right way. Join Danny Silverman as he gives us history, knowledge, and information on how to correctly use the seasonal K to help you optimize deliveries throughout the year. By understanding seasonal Ks, you’ll better be able to have the tools that you need in order to make significantly more predictable deliveries from October to April. WEATHERLY ROOM Topics of discussion will include:
- Defining and calculating the “K”
- Seasonal K’s: 4 vs. 2 vs. 1 and Your BOS
- Base Load – Winter vs. Summer
- Transitioning from Summer to Winter K – How does it affect your delivery size?
- LP vs HO Summer K’s
- Optimizing Your Deliveries Using Your Seasonal K – What can you do?
Danny Silverman
Danny Silverman joined Angus Energy in 2006 and has since been an integral member of the Angus Energy management team. Prior to joining Angus Energy, Mr. Silverman was a partner in a mortgage banking firm where he specialized in marketing products and services as well as developing benchmarking data for the mortgage industry on a national level. Mr. Silverman now represents Angus Energy to clients throughout the United States. He consults with Angus clients on Marketing, Business Intelligence, Analytics and Operational Efficiency. Mr. Silverman has 35 years of experience consulting in these arenas.
Danny Silverman joined Angus Energy in 2006 and has since been an integral member of the Angus Energy management team. Prior to joining Angus Energy, Mr. Silverman was a partner in a mortgage banking firm where he specialized in marketing products and services as well as developing benchmarking data for the mortgage industry on a national level. Mr. Silverman now represents Angus Energy to clients throughout the United States. He consults with Angus clients on Marketing, Business Intelligence, Analytics and Operational Efficiency. Mr. Silverman has 35 years of experience consulting in these arenas.
10:00 am - 11:00 am
How Culture and Team Member Engagement Drive Performance - Sam Gault & Eileen O'Brien, Gault Family Companies
High performing organizations have motivated team members who are deeply engaged, fully understand the company's direction, and feel motivated and empowered to deliver exceptional results. A strong, positive culture serves as the driving force behind daily operations, fostering transparency and giving team members a meaningful voice in decision-making processes. Hear from a 6-generation company that puts culture and team member engagement at the forefront of everything they do and learn how this has led to higher retention rates, increased productivity, and a more cohesive and resilient workforce.
FREEDOM ROOM
How Culture and Team Member Engagement Drive Performance - Sam Gault & Eileen O'Brien, Gault Family Companies
High performing organizations have motivated team members who are deeply engaged, fully understand the company's direction, and feel motivated and empowered to deliver exceptional results. A strong, positive culture serves as the driving force behind daily operations, fostering transparency and giving team members a meaningful voice in decision-making processes. Hear from a 6-generation company that puts culture and team member engagement at the forefront of everything they do and learn how this has led to higher retention rates, increased productivity, and a more cohesive and resilient workforce.
FREEDOM ROOM
Sam Gault
Sam Gault, the fifth generation to lead the company that bears his name, is President of Westport-based Gault Family Companies. Recognized as one of the regions most storied businesses, Gault Family Companies currently operates three business divisions in the area; Energy & Homes Solutions, Stone & Landscape Supplies and Properties & Development. Founded in 1863, the company is the oldest business in Westport and the oldest family-owned and –operated energy provider in Fairfield County. Over its 158 year history, the company has built a reputation among homeowners and the trade, alike, for its impeccable service and dependability in everything they do.
Sam Gault, the fifth generation to lead the company that bears his name, is President of Westport-based Gault Family Companies. Recognized as one of the regions most storied businesses, Gault Family Companies currently operates three business divisions in the area; Energy & Homes Solutions, Stone & Landscape Supplies and Properties & Development. Founded in 1863, the company is the oldest business in Westport and the oldest family-owned and –operated energy provider in Fairfield County. Over its 158 year history, the company has built a reputation among homeowners and the trade, alike, for its impeccable service and dependability in everything they do.
Eileen O’Brien
As the Human Resources Director at Gault Family Companies, Eileen oversees the HR functions of a diverse and growing group of businesses. With a BA in Legal Studies from University of Massachusetts Amherst, she brings a strong legal background and strategic communication skills to her role, ensuring compliance, alignment, and engagement across the organization. Eileen has experience in leading and developing HR teams, policies, and initiatives that support the mission, vision, and values of the company. She is passionate about creating a positive and inclusive work culture, where people can thrive and grow. She also enjoys collaborating with other leaders and stakeholders to drive organizational performance and innovation.
As the Human Resources Director at Gault Family Companies, Eileen oversees the HR functions of a diverse and growing group of businesses. With a BA in Legal Studies from University of Massachusetts Amherst, she brings a strong legal background and strategic communication skills to her role, ensuring compliance, alignment, and engagement across the organization. Eileen has experience in leading and developing HR teams, policies, and initiatives that support the mission, vision, and values of the company. She is passionate about creating a positive and inclusive work culture, where people can thrive and grow. She also enjoys collaborating with other leaders and stakeholders to drive organizational performance and innovation.
10:00 am - 11:00 am
How to Create a Successful Game Plan for Business Growth in the Next 2-5 Years - Marty Kirshner and Bryan Pearce, Gray, Gray & Gray
If you're like many in the energy industry, you're likely being held back by two things: lack of people and a strategic growth plan. In this session the presenters will share the critical ingredients of how to build an actionable plan for strategic growth. This will include the results of Gray, Gray & Gray’s industry-leading survey, showing how to incorporate industry metrics into your plans. They'll provide insights from working Gray, Gray & Gray’s proprietary “Game Plan” model for strategic planning, which looks at where your business is now, where do you want to take it, and what you need to get there. Among the topics they'll cover are:
- Reviewing different incentive compensation models for recruiting, retaining and rewarding talent
- Why and how to get everyone in the organization working as a team and not as individuals
- The Gray, Gray & Gray industry survey results
- The “Game Plan” model
- Creating the right organizational structure to enable your growth strategy and operations
- Developing long-term performance incentives that don't strain cash flows
- Creating a strategic mindset across your organization
COLUMBIA ROOM
How to Create a Successful Game Plan for Business Growth in the Next 2-5 Years - Marty Kirshner and Bryan Pearce, Gray, Gray & Gray
If you're like many in the energy industry, you're likely being held back by two things: lack of people and a strategic growth plan. In this session the presenters will share the critical ingredients of how to build an actionable plan for strategic growth. This will include the results of Gray, Gray & Gray’s industry-leading survey, showing how to incorporate industry metrics into your plans. They'll provide insights from working Gray, Gray & Gray’s proprietary “Game Plan” model for strategic planning, which looks at where your business is now, where do you want to take it, and what you need to get there. Among the topics they'll cover are:
- Reviewing different incentive compensation models for recruiting, retaining and rewarding talent
- Why and how to get everyone in the organization working as a team and not as individuals
- The Gray, Gray & Gray industry survey results
- The “Game Plan” model
- Creating the right organizational structure to enable your growth strategy and operations
- Developing long-term performance incentives that don't strain cash flows
- Creating a strategic mindset across your organization
COLUMBIA ROOM
Marty Kirshner
Marty Kirshner, CPA, MSA, is the Partner leading the Energy Practice Group at Gray, Gray & Gray, LLP. He serves fuel oil and propane clients as a strategic advisor and consultant on all aspects of financial and business operations.
Marty Kirshner, CPA, MSA, is the Partner leading the Energy Practice Group at Gray, Gray & Gray, LLP. He serves fuel oil and propane clients as a strategic advisor and consultant on all aspects of financial and business operations.
Bryan Pearce
As Director of Gray, Gray & Gray's Strategic Business Planning Group, Bryan leads a team tasked with advising and guiding clients in shaping the long-term direction and scope of their organizations. He works with entrepreneurs and business leaders to define a vision for the future, identify goals and objectives, and establish a comprehensive, executable plan to achieve the stated vision. Bryan’s experience in assisting a wide range of businesses with successfully expanding and flourishing gives him in-depth knowledge of growth strategies, building teams, accessing capital, international expansion, the use of strategic transactions and alliances, and entrepreneurial community building.
As Director of Gray, Gray & Gray's Strategic Business Planning Group, Bryan leads a team tasked with advising and guiding clients in shaping the long-term direction and scope of their organizations. He works with entrepreneurs and business leaders to define a vision for the future, identify goals and objectives, and establish a comprehensive, executable plan to achieve the stated vision. Bryan’s experience in assisting a wide range of businesses with successfully expanding and flourishing gives him in-depth knowledge of growth strategies, building teams, accessing capital, international expansion, the use of strategic transactions and alliances, and entrepreneurial community building.
10:00 am - 11:30 am
NORA Board Meeting - SALON II
11:30 am - 12:30 pm
GENERAL SESSION: Preparing for Higher Blends of Biofuels - Ed Cobb, Commodity Executive, and Bob O'Brien, NORA
This session will discuss preparing for higher blending requirements in 2025 of B10 in CT and NY and B20 in RI, applicable for any company looking to blend at higher levels. We'll look at biodiesel supply issues both for this winter, given producer/blender tax credit and RINS uncertainties, and then moving to higher blends into next year and beyond. Ed Cobb will discuss supply risks and opportunities. The other part of the presentation will be with Bob O’Brien from with NORA who’ll discuss equipment compatibility concerns with higher bio blends. What concerns, real or imagined, are there with heating equipment tanks, lines, filters, and burners with higher biofuel blends? - SALON III/IV
NORA Board Meeting - SALON II
11:30 am - 12:30 pm
GENERAL SESSION: Preparing for Higher Blends of Biofuels - Ed Cobb, Commodity Executive, and Bob O'Brien, NORA
This session will discuss preparing for higher blending requirements in 2025 of B10 in CT and NY and B20 in RI, applicable for any company looking to blend at higher levels. We'll look at biodiesel supply issues both for this winter, given producer/blender tax credit and RINS uncertainties, and then moving to higher blends into next year and beyond. Ed Cobb will discuss supply risks and opportunities. The other part of the presentation will be with Bob O’Brien from with NORA who’ll discuss equipment compatibility concerns with higher bio blends. What concerns, real or imagined, are there with heating equipment tanks, lines, filters, and burners with higher biofuel blends? - SALON III/IV
Ed Cobb
Ed Cobb is an experienced commodity executive with a two-decade background in the oil sector. Proficient in the trading of gasoline, distillates, renewables, blend components, futures, swaps, options, carbon offsets, and RINs, he possesses expertise in optimizing physical systems, managing commodity risks, and building out complete teams. He demonstrates a proven history of accurately forecasting and achieving budgets, leading strategy meetings on a daily and weekly basis, as well as formulating and executing new business strategies.
Ed Cobb is an experienced commodity executive with a two-decade background in the oil sector. Proficient in the trading of gasoline, distillates, renewables, blend components, futures, swaps, options, carbon offsets, and RINs, he possesses expertise in optimizing physical systems, managing commodity risks, and building out complete teams. He demonstrates a proven history of accurately forecasting and achieving budgets, leading strategy meetings on a daily and weekly basis, as well as formulating and executing new business strategies.
Robert O'Brien
Bob is the Director of Education for NORA. He's NATE certified, holds the NORA Certifications, EPA Universal certifications and holds both the plumbing and electrical Licenses of Suffolk County, NY
Bob is the Director of Education for NORA. He's NATE certified, holds the NORA Certifications, EPA Universal certifications and holds both the plumbing and electrical Licenses of Suffolk County, NY
12:30 pm - 2:00 pm
Luncheon - SALON III/IV
1:00 pm - 1:20 pm
CEMA Annual Meeting / Awards - SALON III/IV
1:20 pm - 2:00 pm
KEYNOTE: Update on the 2024 Elections - Prof. Scott McLean of Quinnipiac University
Quinnipiac University is world renown for its political polling and Prof. McLean will present Quinnipiac’s latest polling on both the presidential and Congressional races. Given the recent turmoil in the race for president, you’ll want to fasten your seat belts for this one. - SALON III/IV
Luncheon - SALON III/IV
1:00 pm - 1:20 pm
CEMA Annual Meeting / Awards - SALON III/IV
1:20 pm - 2:00 pm
KEYNOTE: Update on the 2024 Elections - Prof. Scott McLean of Quinnipiac University
Quinnipiac University is world renown for its political polling and Prof. McLean will present Quinnipiac’s latest polling on both the presidential and Congressional races. Given the recent turmoil in the race for president, you’ll want to fasten your seat belts for this one. - SALON III/IV
Scott McLean
Dr. Scott McLean is Professor of Political Science at Quinnipiac University, and Faculty Directory of the University Honors Program. He earned his Ph.D. at Rutgers University. Professor McLean has a national reputation as a leader in civic education. In 2018, he was recognized with the Quinnipiac Center for Excellence in Teaching Award. He currently serves his term as President of the New England Political Science Association.
McLean's research expertise is in the fields of national elections, public opinion, political thought, and civic education. His essays and expert analysis appear frequently in state, national and international media, such as New York Times, the London Financial Times, Wall Street Journal, Washington Post, NPR, CNN, Fox News, Hartford Courant, Newsweek and TIME magazine.
Dr. Scott McLean is Professor of Political Science at Quinnipiac University, and Faculty Directory of the University Honors Program. He earned his Ph.D. at Rutgers University. Professor McLean has a national reputation as a leader in civic education. In 2018, he was recognized with the Quinnipiac Center for Excellence in Teaching Award. He currently serves his term as President of the New England Political Science Association.
McLean's research expertise is in the fields of national elections, public opinion, political thought, and civic education. His essays and expert analysis appear frequently in state, national and international media, such as New York Times, the London Financial Times, Wall Street Journal, Washington Post, NPR, CNN, Fox News, Hartford Courant, Newsweek and TIME magazine.
2:15 pm - 3:15 pm
What Made Your Grandfather's Business Grow is Not What Will Make Yours Grow - John Kimmel
Odds are that the petroleum business you are running today was started 40 to 80 years ago, but many things in our business environment have changed, even over the past 20 years. The way we get new customers and keep the ones we have has changed because customer loyalty has changed. The way we hire, fire, and develop people has changed. Even the way we give credit and collect money has changed, and this is just the beginning. Customers are less loyal, and no longer entrust you with the keys to their homes like the used to. In this session, you will learn the critical strategies necessary to evolve with change and take your company profitably into the future. WEATHERLY ROOM
What Made Your Grandfather's Business Grow is Not What Will Make Yours Grow - John Kimmel
Odds are that the petroleum business you are running today was started 40 to 80 years ago, but many things in our business environment have changed, even over the past 20 years. The way we get new customers and keep the ones we have has changed because customer loyalty has changed. The way we hire, fire, and develop people has changed. Even the way we give credit and collect money has changed, and this is just the beginning. Customers are less loyal, and no longer entrust you with the keys to their homes like the used to. In this session, you will learn the critical strategies necessary to evolve with change and take your company profitably into the future. WEATHERLY ROOM
John Kimmel
John Kimmel is a business consultant that focuses on multi-generational family petroleum businesses. His experience as an owner in four different businesses drove him to publish his first book, Selling with Power, in 2016. John has worked with industry organizations from coast to coast on everything from finance and sales to communication and operations. Kimmel believes that a great organization starts with the foundation of understanding the group's culture and core values, and then builds upon that culture with a great strategic plan. John is a Certified Human Behavior Consultant and has other certifications as well.
John Kimmel is a business consultant that focuses on multi-generational family petroleum businesses. His experience as an owner in four different businesses drove him to publish his first book, Selling with Power, in 2016. John has worked with industry organizations from coast to coast on everything from finance and sales to communication and operations. Kimmel believes that a great organization starts with the foundation of understanding the group's culture and core values, and then builds upon that culture with a great strategic plan. John is a Certified Human Behavior Consultant and has other certifications as well.
10:00 am - 11:00 am
NEW: Developments in Burner Technology: R.W. Beckett
- Alan Wornham, R.W. Beckett
R.W. Beckett developed the highly regarded B100 burner. This session will look at the experience this burner has had in the field in a variety of environments. Then we'll look at Beckett's new RF burner. The RF series is certified for traditional heating fuels, biodiesel blends to 20% (B20) and renewable diesel blends to 95% (R95) for maximum fuel flexibility.
FREEDOM ROOM
NEW: Developments in Burner Technology: R.W. Beckett
- Alan Wornham, R.W. Beckett
R.W. Beckett developed the highly regarded B100 burner. This session will look at the experience this burner has had in the field in a variety of environments. Then we'll look at Beckett's new RF burner. The RF series is certified for traditional heating fuels, biodiesel blends to 20% (B20) and renewable diesel blends to 95% (R95) for maximum fuel flexibility.
FREEDOM ROOM
Alan Wornham
Technical Trainer at R.W. Beckett Corp. Alan has over 35 years in the Oil / HVAC industry. He is a NORA accredited trainer with a passion for the industry. He believes in our industry and feels if we are not moving forward we will be left behind
Technical Trainer at R.W. Beckett Corp. Alan has over 35 years in the Oil / HVAC industry. He is a NORA accredited trainer with a passion for the industry. He believes in our industry and feels if we are not moving forward we will be left behind
2:15 pm - 3:15 pm
Fire Exposures and Disaster Planning – Patrick Donohue, Federated Insurance, with Marketer Panel
The cornerstone of every strong risk management plan is preparing for unexpected events, such as fires, severe weather, losses of key staff members, power outages, and more. We will focus on steps a business should take to help expedite recovery after a disaster and resume serving customers as quickly as possible. We will also review tips for fire prevention and identifying common hazards. This presentation covers operations, employees, key contacts, IT resources, finances, and more as essential considerations for a proper plan. NEW: you’ll also hear from a panel of Federated insured fuel oil marketers who have experienced devastating fires at their facilities. COLUMBIA ROOM
Fire Exposures and Disaster Planning – Patrick Donohue, Federated Insurance, with Marketer Panel
The cornerstone of every strong risk management plan is preparing for unexpected events, such as fires, severe weather, losses of key staff members, power outages, and more. We will focus on steps a business should take to help expedite recovery after a disaster and resume serving customers as quickly as possible. We will also review tips for fire prevention and identifying common hazards. This presentation covers operations, employees, key contacts, IT resources, finances, and more as essential considerations for a proper plan. NEW: you’ll also hear from a panel of Federated insured fuel oil marketers who have experienced devastating fires at their facilities. COLUMBIA ROOM
Patrick Donohue
Patrick started with Federated Insurance as a Field Services Development Trainee in June 2004. Then he assumed the Risk Consultant Responsibilities for Federated Insurance in Central and South Pennsylvania, Delaware, and Southern New Jersey. In January 2008, Patrick was promoted Regional Risk Manager in Federated’s Northeast Region.
Patrick started with Federated Insurance as a Field Services Development Trainee in June 2004. Then he assumed the Risk Consultant Responsibilities for Federated Insurance in Central and South Pennsylvania, Delaware, and Southern New Jersey. In January 2008, Patrick was promoted Regional Risk Manager in Federated’s Northeast Region.
2:15 pm - 3:15 pm
NORA TRACK (NEW) Renewable Diesel & Biodiesel, Better Together! 21st Century Liquid Heating Fuels - Michael Devine, NORA CEO & Dr. Thomas Butcher, NORA Technical Director
The NORA team will provide a cutting-edge talk track on the advancements they have been collaborating on regarding Renewable Diesel & Biodiesel blends, which would provide for 100% renewable liquid heating fuel. With the technological advancements and investments being made by the burner and appliance manufacturers, NORA wanted to provide their insights into the most recent testing conducted at the NORA Research Center on these fuels. This is a first look at the fuels of the future, these teams are really excited about the opportunity to share this extremely compelling data. SALON II
NORA TRACK (NEW) Renewable Diesel & Biodiesel, Better Together! 21st Century Liquid Heating Fuels - Michael Devine, NORA CEO & Dr. Thomas Butcher, NORA Technical Director
The NORA team will provide a cutting-edge talk track on the advancements they have been collaborating on regarding Renewable Diesel & Biodiesel blends, which would provide for 100% renewable liquid heating fuel. With the technological advancements and investments being made by the burner and appliance manufacturers, NORA wanted to provide their insights into the most recent testing conducted at the NORA Research Center on these fuels. This is a first look at the fuels of the future, these teams are really excited about the opportunity to share this extremely compelling data. SALON II
Michael Devine
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Dr. Thomas Butcher
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3:30 pm - 4:30 pm
Winter Outlook for Markets - Elaine Levin, Powerhouse
Petroleum market volatility is “the gift that keeps on giving.” You have just lived through a period of unprecedented volatility in petroleum prices. Are we out of the woods, or are there more big price movements in the cards? What risks and opportunities should marketers be focusing on for the upcoming winter? With national elections looming will President Biden release more product from the Strategic Petroleum Reserve, or will OPEC tighten supply further? How will conflict in the Middle East and Ukraine affect markets? And we’ll look at for the first time how biodiesel is traded as a "diff" to ULSD futures, especially important as CT and NY move to B10 and RI to B20. Elaine Levin will share ideas to build your business and protect profit margins in an uncertain world. WEATHERLY ROOM
Winter Outlook for Markets - Elaine Levin, Powerhouse
Petroleum market volatility is “the gift that keeps on giving.” You have just lived through a period of unprecedented volatility in petroleum prices. Are we out of the woods, or are there more big price movements in the cards? What risks and opportunities should marketers be focusing on for the upcoming winter? With national elections looming will President Biden release more product from the Strategic Petroleum Reserve, or will OPEC tighten supply further? How will conflict in the Middle East and Ukraine affect markets? And we’ll look at for the first time how biodiesel is traded as a "diff" to ULSD futures, especially important as CT and NY move to B10 and RI to B20. Elaine Levin will share ideas to build your business and protect profit margins in an uncertain world. WEATHERLY ROOM
Elaine Levin
Elaine Levin has worked in energy futures since 1988, creating and executing hedging strategies for energy producers, distributors, and end-users. Elaine has lectured on energy futures before many state associations and taught the topic at numerous professional meetings, including the nationally recognized Fuel Management University.
Elaine Levin has worked in energy futures since 1988, creating and executing hedging strategies for energy producers, distributors, and end-users. Elaine has lectured on energy futures before many state associations and taught the topic at numerous professional meetings, including the nationally recognized Fuel Management University.
3:30 pm - 4:30 pm
Don't Leave Money on the Table. Lower Operating Costs from Every Customer Credit Card Transaction – Jon Gilbert, Qualpay
Have you ever wondered which card types are the most expensive to process? How much does a rewards card cost to process vs a debit card? Does it cost less to swipe a card? Did you know that American Express now has a utility rate and it’s now a more cost effective solution than most Visa cards? Did you know that accepting commercial cards (cards owned by a business) are the most expensive to accept and do not qualify for Utility rates?
In this session, you’ll learn which cards are the expensive culprits to higher processing fees and strategies successfully used by merchants to lower cost or transition customers to cards most beneficial to you. COLUMBIA ROOM
Don't Leave Money on the Table. Lower Operating Costs from Every Customer Credit Card Transaction – Jon Gilbert, Qualpay
Have you ever wondered which card types are the most expensive to process? How much does a rewards card cost to process vs a debit card? Does it cost less to swipe a card? Did you know that American Express now has a utility rate and it’s now a more cost effective solution than most Visa cards? Did you know that accepting commercial cards (cards owned by a business) are the most expensive to accept and do not qualify for Utility rates?
In this session, you’ll learn which cards are the expensive culprits to higher processing fees and strategies successfully used by merchants to lower cost or transition customers to cards most beneficial to you. COLUMBIA ROOM
Jon Gilbert
Jon is an accomplished payment professional with 10+ years of history in recurring and utility payments. As the Director of Business Development at Qualpay, he oversees business development and sales efforts while working closely with partners to educate merchants on effective cash flow management practices. Jon has successfully launched multiple channel programs, managing all aspects of the process: from the creation of the business development strategy to the implementation of the marketing promotion initiatives. Jon’s strengths lie in his experience and knowledge of the Energy payment industry with a focus on next generation products and services that can be implemented to further reduce costs and gain operational efficiencies.
Jon is an accomplished payment professional with 10+ years of history in recurring and utility payments. As the Director of Business Development at Qualpay, he oversees business development and sales efforts while working closely with partners to educate merchants on effective cash flow management practices. Jon has successfully launched multiple channel programs, managing all aspects of the process: from the creation of the business development strategy to the implementation of the marketing promotion initiatives. Jon’s strengths lie in his experience and knowledge of the Energy payment industry with a focus on next generation products and services that can be implemented to further reduce costs and gain operational efficiencies.
3:30 pm - 4:30 pm
The Promise and Reality of AI - Artificial Intelligences and Digital Marketing - David Heiser, PriMedia & Steve Gent, ADD Systems
Is artificial intelligence here to destroy your business (and all life as we know it) or is it a kindly albeit all-knowing assistant? As with most things, the truth is somewhere in the middle. Join PriMedia as we help energy marketers navigate a brave new world of AI, digital marketing, machine learning, and neural networks to reach your marketing goals. This session will include looking at some practical ideas you can use today. FREEDOM ROOM
The Promise and Reality of AI - Artificial Intelligences and Digital Marketing - David Heiser, PriMedia & Steve Gent, ADD Systems
Is artificial intelligence here to destroy your business (and all life as we know it) or is it a kindly albeit all-knowing assistant? As with most things, the truth is somewhere in the middle. Join PriMedia as we help energy marketers navigate a brave new world of AI, digital marketing, machine learning, and neural networks to reach your marketing goals. This session will include looking at some practical ideas you can use today. FREEDOM ROOM
David Heiser
David is Regional Sales & Marketing Coordinator, PriMedia, Inc. and has represented PriMedia for over 21 years. Working with marketers of all sizes across the home comfort industry as well as local, state and national associations. Consulting on all facets of their marketing programs, as well as providing sales, customer service and other industry trainings. David has not only represented PriMedia, but has also been an advocate for the industry through trainings/workshops for Real Estate and Home Inspector professionals.
David is Regional Sales & Marketing Coordinator, PriMedia, Inc. and has represented PriMedia for over 21 years. Working with marketers of all sizes across the home comfort industry as well as local, state and national associations. Consulting on all facets of their marketing programs, as well as providing sales, customer service and other industry trainings. David has not only represented PriMedia, but has also been an advocate for the industry through trainings/workshops for Real Estate and Home Inspector professionals.
Steve Gent
Steve is the ADD Systems’ New England Account Manager. Since joining ADD Systems in 2018, he has used his 10+ years of experience in the petroleum industry to help clients become more efficient through process and technology improvements. Steve began his petroleum career with Avatas Payments, helping 3rd party software platforms integrate the Avatas Payment Gateway.
Steve is the ADD Systems’ New England Account Manager. Since joining ADD Systems in 2018, he has used his 10+ years of experience in the petroleum industry to help clients become more efficient through process and technology improvements. Steve began his petroleum career with Avatas Payments, helping 3rd party software platforms integrate the Avatas Payment Gateway.
3:30 pm - 4:30 pm
NORA TRACK (NEW) Impact of NORA Research - Dr. Thomas Butcher, NORA Technical Director. Ryan Kerr and Neehad Islam NORA Research Engineers
NORA research is focused on addressing technical barriers to the transition to 100% renewable fuels and the development of technologies for increased efficiency to ensure the industry’s position in a lower carbon future. This presentation will cover recent field and lab research on biodiesel and renewable diesel blends and plans for expanded efforts in these areas. SALON II
NORA TRACK (NEW) Impact of NORA Research - Dr. Thomas Butcher, NORA Technical Director. Ryan Kerr and Neehad Islam NORA Research Engineers
NORA research is focused on addressing technical barriers to the transition to 100% renewable fuels and the development of technologies for increased efficiency to ensure the industry’s position in a lower carbon future. This presentation will cover recent field and lab research on biodiesel and renewable diesel blends and plans for expanded efforts in these areas. SALON II
Dr. Tom Butcher
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Neehad Islam
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Ryan Kerr
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Tuesday, September 24
10:00 am - 11:00 am
Clean Heat Standards and other State Anti-Fossil Fuel Plans - Michael Ferrante, MEMA; Joe Uglietto, Diversified Energy Specialists
Governors in eight states have committed to exploring Clean Heat Standards to decarbonize the building sector by incentivizing electric heat pumps. Massachusetts and Vermont are both in the rule making process, with plans to implement Clean Heat Standard programs in 2026 and renewable biofuels are under consideration to earn “clean” heat credits. The New Jersey Governor issued an executive order to explore a Clean Heat Standard. New York is implementing a Cap-and-Invest program in 2025. And if your state doesn’t have these plans now, you can bet they’re looking at them. These market-based decarbonization programs will impact every heating fuel dealer, at every level of the supply chain, in the northeast and mid-Atlantic over the next few years. This is the most important presentation and issue for every attendee at SNEEC this year. WEATHERLY ROOM
10:00 am - 11:00 am
Clean Heat Standards and other State Anti-Fossil Fuel Plans - Michael Ferrante, MEMA; Joe Uglietto, Diversified Energy Specialists
Governors in eight states have committed to exploring Clean Heat Standards to decarbonize the building sector by incentivizing electric heat pumps. Massachusetts and Vermont are both in the rule making process, with plans to implement Clean Heat Standard programs in 2026 and renewable biofuels are under consideration to earn “clean” heat credits. The New Jersey Governor issued an executive order to explore a Clean Heat Standard. New York is implementing a Cap-and-Invest program in 2025. And if your state doesn’t have these plans now, you can bet they’re looking at them. These market-based decarbonization programs will impact every heating fuel dealer, at every level of the supply chain, in the northeast and mid-Atlantic over the next few years. This is the most important presentation and issue for every attendee at SNEEC this year. WEATHERLY ROOM
Joe Uglietto
Joe Uglietto is the President of Diversified Energy Specialists (DES), a renewable energy consulting and environmental markets trading company. At DES, Joe trades in thermal energy portfolio standards in the northeast and is an aggregation in the Massachusetts Alternative Portfolio Standard, representing clients across renewable thermal technologies. Assisting corporations from a variety of industries achieve carbon neutrality, Joe procures carbon offset credits from technologies both domestically and internationally. Joe has consulted on projects for the National Biodiesel Board and the National Oilheat Research Alliance on a range of topics, with the common goal of decarbonizing the building sector in the northeast. Joe's recent work has focused on renewable thermal technologies and the flaws of current electrification policy.
Joe Uglietto is the President of Diversified Energy Specialists (DES), a renewable energy consulting and environmental markets trading company. At DES, Joe trades in thermal energy portfolio standards in the northeast and is an aggregation in the Massachusetts Alternative Portfolio Standard, representing clients across renewable thermal technologies. Assisting corporations from a variety of industries achieve carbon neutrality, Joe procures carbon offset credits from technologies both domestically and internationally. Joe has consulted on projects for the National Biodiesel Board and the National Oilheat Research Alliance on a range of topics, with the common goal of decarbonizing the building sector in the northeast. Joe's recent work has focused on renewable thermal technologies and the flaws of current electrification policy.
Michael Ferrante
Michael Ferrante is the president of the Massachusetts Energy Marketers Association and is a co-sponsor of the Southern New England Energy Conference.
Michael Ferrante is the president of the Massachusetts Energy Marketers Association and is a co-sponsor of the Southern New England Energy Conference.
Reigniting Heating Oil and Propane: Modern Marketing Strategies to Engage the Next Generation - Ashley Campbell, Warm Thoughts Communications
As of 2024, millennials are leading the charge in homebuying, making it essential for fuel companies to understand the preferences of this not-so-young-anymore demographic, and incorporating them into their marketing strategies to appeal to a wide range of consumers. This means keeping content fresh, highlighting equipment and program attributes that matter to them (remote tank monitors, auto-delivery, etc.) and connecting with them on social media, all without alienating an older customer base. Understanding millennial preferences and behaviors is key for oil and propane companies to craft experiences that really hit home and stand out in today's crowded market.
In this session, we’ll explore strategies for engaging a younger demographic while staying relevant to an older customer base. We’ll discuss digital marketing techniques, emerging technologies, and social media engagement strategies to create compelling experiences that resonate with a diverse demographic. Audience Takeaways:
As of 2024, millennials are leading the charge in homebuying, making it essential for fuel companies to understand the preferences of this not-so-young-anymore demographic, and incorporating them into their marketing strategies to appeal to a wide range of consumers. This means keeping content fresh, highlighting equipment and program attributes that matter to them (remote tank monitors, auto-delivery, etc.) and connecting with them on social media, all without alienating an older customer base. Understanding millennial preferences and behaviors is key for oil and propane companies to craft experiences that really hit home and stand out in today's crowded market.
In this session, we’ll explore strategies for engaging a younger demographic while staying relevant to an older customer base. We’ll discuss digital marketing techniques, emerging technologies, and social media engagement strategies to create compelling experiences that resonate with a diverse demographic. Audience Takeaways:
- How to utilize various digital marketing channels like social media, blogs, websites, and video.
- Which emerging technologies and equipment resonate with millennials.
- How to proactively adapt marketing approaches to resonate with a diverse demographic, thereby enhancing brand visibility and customer loyalty.
Ashley Campbell is the Northeast & Mid-Atlantic Sales Manager at Warm Thoughts Communications. Having been in digital marketing her entire career, Ashley is an expert in the consumer buying cycle, marketing your business and is committed to cultivating strong partnerships in the fuel marketer and the home service industries. She started in the agency world, and later moved to digital media and advertising, working for large tech-based companies such as Yahoo and CarGurus. Ashley is passionate about connecting the dots to help companies strengthen their brand, acquire new customers, and become more profitable. In her spare time, she enjoys biking and playing catch with Charlotte, her Aruban rescue dog.
A Whole New Ballgame: New Sources of Capital and How to Access it for Growth - Jeff Simpson, Notch Capital
Private capital sources have grown tremendously for small and medium sized businesses over the past decade as traditional banks have pulled back on lending. Yet many fuel companies don’t know how to access this capital or where to even start. This session will help fuel dealers identify the key providers of private capital, embrace the business characteristics that will attract private capital and determine when company leaders should consider private capital to accelerate growth. Regardless of your position in the market and your business plans, it will be important to understand the changing landscape. Attendees will hear from Jeff Simpson, one of the fuel industry’s most experienced advisors, capital providers and investors, who will address how deals are getting done in 2024 and the steps that owners can take to best position their business to attract the capital necessary to thrive in an increasingly challenging business environment. COLUMBIA ROOM
Private capital sources have grown tremendously for small and medium sized businesses over the past decade as traditional banks have pulled back on lending. Yet many fuel companies don’t know how to access this capital or where to even start. This session will help fuel dealers identify the key providers of private capital, embrace the business characteristics that will attract private capital and determine when company leaders should consider private capital to accelerate growth. Regardless of your position in the market and your business plans, it will be important to understand the changing landscape. Attendees will hear from Jeff Simpson, one of the fuel industry’s most experienced advisors, capital providers and investors, who will address how deals are getting done in 2024 and the steps that owners can take to best position their business to attract the capital necessary to thrive in an increasingly challenging business environment. COLUMBIA ROOM
Jeff Simpson
Jeff Simpson has forged a 25-year career specializing in building the value of businesses in the home heating, cooling and retail distributed fuels industry. Jeff’s background includes a rare mix of operational experience, M&A negotiations, financial advisory support to senior leadership, and the securing of capital to effectively grow fuel businesses, including as Managing Director of Angus Energy’s Advisory & Finance Group and as asset manager of Angus Fund, L.P. Before that, Jeff was a member of the energy finance teams at RenRe Energy Advisors Ltd., Citizens Financial Group and UPS Capital Business Credit. He is currently the principal of Notch Capital.
Jeff Simpson has forged a 25-year career specializing in building the value of businesses in the home heating, cooling and retail distributed fuels industry. Jeff’s background includes a rare mix of operational experience, M&A negotiations, financial advisory support to senior leadership, and the securing of capital to effectively grow fuel businesses, including as Managing Director of Angus Energy’s Advisory & Finance Group and as asset manager of Angus Fund, L.P. Before that, Jeff was a member of the energy finance teams at RenRe Energy Advisors Ltd., Citizens Financial Group and UPS Capital Business Credit. He is currently the principal of Notch Capital.
11:10 am - 12:10 pm
GENERAL SESSION: Charting the Course: The Four Pillars of Bioheat® Fuel Industry Success - Paul Nazzaro, Clean Fuels Alliance America
Join us for an engaging session that delves into the status and future trajectory of the Bioheat® fuel industry. This track will explore the four critical pillars essential for a successful energy transition: Technology, Infrastructure, Operational Integration, and Economics. Learn about the scalability of advanced technologies and their readiness to support higher blends of low-carbon fuels. Examine the robustness of our infrastructure to sustain the ongoing adoption of these fuels. Gain insights into the operational strategies necessary to integrate these high-quality, low-carbon fuels while effectively communicating their benefits to consumers. Finally, understand the economic implications and opportunities as we transition from traditional carbon-based fuels to sustainable alternatives. This session promises to provide a comprehensive overview, equipping you with the knowledge needed to navigate and capitalize on the evolving Bioheat® fuel landscape. SALON III/IV
GENERAL SESSION: Charting the Course: The Four Pillars of Bioheat® Fuel Industry Success - Paul Nazzaro, Clean Fuels Alliance America
Join us for an engaging session that delves into the status and future trajectory of the Bioheat® fuel industry. This track will explore the four critical pillars essential for a successful energy transition: Technology, Infrastructure, Operational Integration, and Economics. Learn about the scalability of advanced technologies and their readiness to support higher blends of low-carbon fuels. Examine the robustness of our infrastructure to sustain the ongoing adoption of these fuels. Gain insights into the operational strategies necessary to integrate these high-quality, low-carbon fuels while effectively communicating their benefits to consumers. Finally, understand the economic implications and opportunities as we transition from traditional carbon-based fuels to sustainable alternatives. This session promises to provide a comprehensive overview, equipping you with the knowledge needed to navigate and capitalize on the evolving Bioheat® fuel landscape. SALON III/IV
Paul Nazzaro
Paul leads The Nazzaro Group, spearheading the nationwide commercialization of low-carbon liquid fuels, particularly in the heating oil sector where he played a pivotal role in transitioning to Bioheat®. With nearly three decades of dedication to Clean Fuels Alliance America, Paul has been key in crafting and executing training and communication initiatives, enlightening the supply chain about the benefits of low-carbon liquid fuels. Paul was responsible for the highly successful social media campaign with Donnie Wahlberg to promote understanding of Bioheat® fuels.
Paul leads The Nazzaro Group, spearheading the nationwide commercialization of low-carbon liquid fuels, particularly in the heating oil sector where he played a pivotal role in transitioning to Bioheat®. With nearly three decades of dedication to Clean Fuels Alliance America, Paul has been key in crafting and executing training and communication initiatives, enlightening the supply chain about the benefits of low-carbon liquid fuels. Paul was responsible for the highly successful social media campaign with Donnie Wahlberg to promote understanding of Bioheat® fuels.
12:10 pm - 1:00 pm
Luncheon
NORA Keynote Discussion
NORA will be hosting a luncheon discussion on Tuesday afternoon with our European liquid heating colleagues from Europe. We are pleased to have confirmed Frederica Miano, Secretary General of Eurofuel and Dr. Ernst-Moritz Bellingen CEO from en2x energy. NORA President Michael Devine and Dr. Thomas Butcher will moderate this informative discussion, touching on some of the important issues, technical developments, opportunities in challenges that the liquid heating markets are facing today throughout Europe. This insightful discussion will provide those in attendance with a unique perspective of the many similarities and some of the distinct differences between these two liquid heating marketplaces and how the U.S. liquid heating marketer can gain insights from some of the lessons learned today in Europe. These discussions will serve as an informative backdrop to the subsequent NORA technical workshop, which will be commencing immediately following the Tuesday afternoon lunch discussion at the Southern New England Energy Conference. Please don’t miss this unique opportunity to both listen to and to actively participate in this unique collaborative experience. SALON III/IV
Luncheon
NORA Keynote Discussion
NORA will be hosting a luncheon discussion on Tuesday afternoon with our European liquid heating colleagues from Europe. We are pleased to have confirmed Frederica Miano, Secretary General of Eurofuel and Dr. Ernst-Moritz Bellingen CEO from en2x energy. NORA President Michael Devine and Dr. Thomas Butcher will moderate this informative discussion, touching on some of the important issues, technical developments, opportunities in challenges that the liquid heating markets are facing today throughout Europe. This insightful discussion will provide those in attendance with a unique perspective of the many similarities and some of the distinct differences between these two liquid heating marketplaces and how the U.S. liquid heating marketer can gain insights from some of the lessons learned today in Europe. These discussions will serve as an informative backdrop to the subsequent NORA technical workshop, which will be commencing immediately following the Tuesday afternoon lunch discussion at the Southern New England Energy Conference. Please don’t miss this unique opportunity to both listen to and to actively participate in this unique collaborative experience. SALON III/IV
Dr. Ernst-Moritz Bellingen
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Federica Miano
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Michael Devine
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Dr. Thomas Butcher
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1:00 pm - 4:00 pm
NORA Technical and Policy Workshop
Panel Discussion with the NORA and Eurofuels Teams, and the Audience
The key purpose of this workshop is to develop a shared vision and direction of NORA’s activities for the coming year. Additionally, both Dr. Bellingen and Ms. Miano will present during the Workshop on the response to the European Union’s 2019 agreement to reach Climate Neutrality by 2050 by fuel producers and equipment manufacturers and the political conditions for the domestic oil heating industry as it focus on finding a balance between ambitious climate goals and economic, social, and security concerns.
In addition to the luncheon discussion and the presentations from NORA’s European partners, the workshop will look at various topics helping to define the liquid heating fuels path forward, including:
• Priorities of the Liquid Heating Fuels industry in Europe
• Building Codes Updates
• DOE Efficiency Standards
• Biodiesel: Field & Lab Results and Standards Updates
• Renewable Diesel/HVO: Its application in heating, NORA Testing, European Experience and a Proposed Fuel Test
• Net-Zero Carbon Buildings
• NORA R&D Priorities
This will be an interactive session with audience participation
NORA Technical and Policy Workshop
Panel Discussion with the NORA and Eurofuels Teams, and the Audience
The key purpose of this workshop is to develop a shared vision and direction of NORA’s activities for the coming year. Additionally, both Dr. Bellingen and Ms. Miano will present during the Workshop on the response to the European Union’s 2019 agreement to reach Climate Neutrality by 2050 by fuel producers and equipment manufacturers and the political conditions for the domestic oil heating industry as it focus on finding a balance between ambitious climate goals and economic, social, and security concerns.
In addition to the luncheon discussion and the presentations from NORA’s European partners, the workshop will look at various topics helping to define the liquid heating fuels path forward, including:
• Priorities of the Liquid Heating Fuels industry in Europe
• Building Codes Updates
• DOE Efficiency Standards
• Biodiesel: Field & Lab Results and Standards Updates
• Renewable Diesel/HVO: Its application in heating, NORA Testing, European Experience and a Proposed Fuel Test
• Net-Zero Carbon Buildings
• NORA R&D Priorities
This will be an interactive session with audience participation