19 Gallon AE ESPA2008
User Manual: 19 Gallon AE
Open the PDF directly: View PDF 
.
Page Count: 44
E
MPIRE STATE
PETROLEUM ASSOCIATION
2008
inside
Hard Times Call for Straight Talk
Are you keeping your customers in the dark?
Presorted Std.
U.S. Postage
PAID
Albany, New York
Permit 438
How to Prevent Collections
Catastrophes
Signed, Sealed, Delivered
Business unions require
prenups, too
When you become part of the
Shell brand, you can expect:
UÊÃÌVÌÊ>`Ê`vviÀiÌ>Ìi`ÊvÕið
UÊ"iÊvÊÌiÊ>À}iÃÌÊVÀi`ÌÊV>À`ÊL>ÃiÃÊÊÌiÊVÕÌÀÞ°
UÊÊ/iÊ}>ÃiÊ`ÕÃÌÀÞ½ÃÊLiÃÌÊV LÀ>`i`ÊVÀi`ÌÊ
V>À`]ÊLiV>ÕÃiÊÌÊ>ÃÊÌiÊ}iÃÌÛ>ÕiÊVÃÕiÀÊ
ÀiL>ÌiÊvviÀ}°
UÊ >Ì>Ê>`ÛiÀÌÃ}ÊÃÕ««ÀÌ°
UÊ«Ê>`ÛiÀÌÃ}°
UÊiÀV>Ê>`ÊiiÌÊ>À`Ê«À}À>ð
-iÊÀ>ÀÃÊÌÊÓäänÊÜÌÊ>ÞÌ>ÊxääÊÜiÀÊiÛÊ>ÀÛV]Ê,V>À`Ê
`ÀiÃÃÊ,>V}]Ê>`ÊÌiÊÓÊ-i*iâÊV>À°Ê/ÃÊ«ÀÃiÃÊÌÊLiÊ>Ê
Ãi>ÃÊvÊVÀi`LiÊÌÀÃÊ>ÃÊÜiÊÀiÌÕÀÊÌÊÌiÊÜ`ÞÊ««Õ>ÀÊëiVÌ>ÌÀÊ
ëÀÌÊvÊÌÀÊÀ>V}°ÊÊ-iÊÜÊ>`ÊLiÊ«>ÀÌÊvÊÌiÊ>VÌt
The name, likeness, signature of Kevin Harvick and the Kevin Harvick, Incorporated, logo are registered
trademarks of Kevin Harvick, Incorporated, and are used under license from Kevin Harvick, Incorporated.
Join one of the world’s largest and
most-recognized gasoline brands.
/Êi>ÀÊÀiÊÊ
>LÕÌÊ-iÊLÀ>`}ÊÊ
««ÀÌÕÌiÃÊÊ
«i>ÃiÊVÌ>VÌ\
Steven Lancia
ÌÛ>ÊÌiÀ«ÀÃiÃÊ
7iÃ>iÊÀi>Ê>>}iÀ
"vwVi\Ê£{ÓÎ{ä£nÇ
>Ý\Ê£{ÓÎ{ {{Î
ÃÌiÛi°>V>JÌÛ>iÌ°V
Shell Gasoline
Low-Quality
Discount Gasoline
392059_Shell.indd 1 7/23/08 12:05:58 PM
387169_Valero.indd 1 7/11/08 2:54:36 PM
392059_Shell.indd 1 7/23/08 12:05:58 PM
To inquire about branding opportunities, contact Glenn Zomack at 609.409.0667, or glenn.zomack@valero.com.
For unbranded inquiries, contact Robert Ryan at 630.427.0190, Ext. 205 or robert.ryan@valero.com.
www.valero.com/wholesale
NYSE:VLO
Radiate confidence!
We have grown from owning a single U.S. refinery to
America’s largest refiner with over 4,700 stores stretching
from coast to coast. We know America is the land of
opportunity, and we off er plenty to anyone who joins the
Valero family. We provide strong branded and unbranded
programs, a cooperative attitude, a reliable source of high
quality products, a solid track record of growth plus a very
positive community image. Give us a call. Once you’ve
heard what we have to say, you’ll be glowing too.
387169_Valero.indd 1 7/11/08 2:54:36 PM
This residential center flue water heater from Bradford White doesn’t look extraordinary.
But when you dig a little deeper, you’ll find a huge difference in the details.
It’s a simple formula
- take a great product and make it better with innovation and real value.
All 18 residential and commercial models from Bradford White follow this plan.
The value, performance and premium product features of Bradford White oil-fired water
heaters is a combination your customers can find nowhere else.
Beyond the Fundamentals
A Better Oil-Fired Water Heater by the Numbers
1Flexible Stainless Steel
Flue Baffle for easy
service in tight spaces
2Electronic Aquastat
Controller with
7-segment trouble-
shooting LED display
3Dielectric Waterway Fittings
minimize the occurrence of
corrosion formation
4Two protective anode rods
provide added protection
against corrosion
5Beckett Burner is
compatible up to B5
(5% Biofuel)
6Hydrojet®Total
Performance System to
reduce sediment
build-up and increase
First Hour Delivery
7Vitraglas®Lining protects
against the corrosive
effects of hot water as
well as providing a tough
interior surface for our
water heaters
8Brass Drain Valve
9Six year limited tank
warranty / Two year limited
parts and burner warranty
10
Bradford White – Always
a superior, feature-packed
product at the best
possible price
800.523.2931
|Built to be the Best™|www.bradfordwhite.com
©2008, Bradford White Corporation. All rights reserved.
395105_Bradford.indd 1 8/13/08 10:13:56 AM
386329_ADT.indd 1 7/8/08 6:53:40 PM
395105_Bradford.indd 1 8/13/08 10:13:56 AM
Avalux was developed by a major oil company
and Innospec, a leading manufacturer of fuel
stability additives. Its performance was field-
tested over several years by a prominent
Connecticut heating oil retailer. Prior to using
Avalux, this retailer experienced 19.1 fuel-
related service calls per 100,000 gallons of
heating oil
delivered. After
two years of
using Avalux,
their fuel-
related service
calls were at
10.4, a 45%
reduction.
After seven years, fuel-related service calls
were down to 8.0, a reduction of 58%.
Proven
The Proven Heating Oil Additive
Proven to Reduce Service Calls … and Save You Money!
5
10
15
Base Year2 Year7
Reduced by 58%
Because of
Avalux, the
Connecticut
retailer
ultimately
experienced
11.1 fewer fuel-
related service
calls per 100,000
gallons delivered.
If the cost of a
fuel-related
service call is
$100, the
savings from
11.1 fewer service calls is $1,110 per 100,000
gallons. The cost to additize 100,000 gallons is
$500 (one half cent per gallon of heating oil).
Net Savings is $610.
t$BMMPSUPPSEFS"WBMVYPSUPTDIFEVMFBDPOTVMUBUJPOt
Reduce Fuel-Related Service Calls
by Almost 60%
Reduce Demands on Service Technicians
Increase Customer Satisfaction
Create a Powerful Tool to Market Your Heating Oil
$1,110
$500
$610
Service
Savings
Additive
Cost
Net
Savings
PER 100,000 GALLONS
On-Truck And Bulk Plant Additive Injection Systems Are Available.
Fuel-Related
Service Calls
Per 100,000
Gallons.
Advanced Distillat
e
s,
Technologies,
L
L
C
Advanced Distillate Technologies, LLC
7jUWbf[a`S^V[ef[^^SfWbWdXad_S`UWefSdfeZWdWQQQQQ
7jUWbf[a`S^V[ef[^^SfWbWdXad_S`UWefSdfeZWdWQQQQQ
386329_ADT.indd 1 7/8/08 6:53:40 PM
>
Your Energy Partner
(800) HESS-USA (800-437-7872)
www.hessenergy.com
Distributor Sales Team
Contact us for all your energy needs.
Tom Gowers
Manager, Motor Fuel Sales
(732) 750-6664
John McConville
Manager, Distributor Sales
(732) 750-6463
Bob Kravcenko
Senior Account Manager
(813) 957-3983
Merc Phone (732) 750-6788 ask for Madonna
Michael Puig
Senior Account Manager
(203) 265-2525
Joan Sunris
Senior Account Manager
(732) 672-7223
Madonna Bruseo
Sales Coordinator
(732) 750-6788
Janice Taylor
Marketing Representative
(732) 750-6652
8179
Gwen Morgan
Sales Support Specialist
(732) 750-7359
386730_Hess.indd 1 6/24/08 7:08:59 PM
Empire State Petroleum Association • 2008 7
Published for the
Empire State Petroleum Association
80 Wolf Road, Suite 308
Albany, NY 12205
Tel: (518) 449-0702
Fax: (518) 449-0779
www.espa.net
Published by
Naylor, LLC
5950 NW 1st Place
Gainesville, FL 32607
Tel: (800) 369-6220
Fax: (352) 331-3525
www.naylor.com
Chairman of the Board
Dean Smith
Scott Smith & Son
8 Delphine Street
Owego, NY 13827
Tel: (607) 687-1803
Fax: (607) 687-7154
President
Richard Spiegel
M. Spiegel & Sons Oil Corp.
P.O. Box 833
Tuxedo, NY 10987-0833
Tel: (845) 351-4700
Fax: (845) 351-4694
Executive Vice President/CEO
Thomas J. Peters
Empire State Petroleum Association
80 Wolf Road, Suite 308
Albany, NY 12205
Tel: (518) 449-0702
Fax: (518) 449-0779
General Counsel
Morris A. Mondschein, Esq.
Borenkind, Mondschein & Bliss
399 Knollwood Road, Suite 213
White Plains, NY 10603
Tel: (914) 422-0001
Fax: (914) 946-6301
Publisher
Mark Migliore
Editor
Thea Galenes
Marketing & Research
Amanda Everett
Project Manager
Jason Dolder
Publication Director
Eric Singer
Account Representatives
Janet Frank, Shaun Greyling, Jessica Imm,
Rick Jones, Bill Lovett, Paul Walley,
Marcus Weston, Shawn Wiggins,
Jamie Williams, Jason Zawada
Layout & Design
Naylor, LLC
Advertising Art
Allan S. Lorde
©2008 Naylor, LLC. All rights reserved.
The content of this publication may not be
reproduced by any means, in whole or
in part, without the prior written consent
of the publisher.
Published September 2008 / ESP-A0008 / 7486
9
CEO’s Message
By Thomas J. Peters
11
In Case of Emergency…
Will you be open for business when
disaster strikes?
By Federated Insurance
15
How to Prevent
Collections Catastrophes
Manage outstanding receivables with
web-based tools
Contributed by I.C. System
17
Claims Reporting—
What’s the Big Deal?
Delay of workplace injury reporting raises
costs for employers
By Edward K. Ludlum, CSP
19
The TankSure® Solution
New program helps you retain customers,
find revenue streams
By Gerry Brien
23
Understanding Credit
Card Data Security
Why it’s crucial to protect credit card data
By Tracy Richmond
27
Signed, Sealed, Delivered
Business unions require prenups, too
By Raymond Fink, Esq.
32
Hard Times Call for
Straight Talk
Are you keeping your customers
in the dark?
By Richard Rutigliano
36
Products & Services
Marketplace
41
Buyers’ Guide Listings
42
Index of Advertisers
42
Advertiser.com
E
MPIRE STATE
PETROLEUM ASSOCIATION
2008
386730_Hess.indd 1 6/24/08 7:08:59 PM
386335_Conifer.indd 1 6/19/08 11:02:41 AM
Empire State Petroleum Association • 2008 9
In this magazine, you will find several articles authored
by some of the professionals who provide important
services to ESPA members. These companies work very
closely with the ESPA office and share a special relationship
with the association.
Federated Insurance Company is the ESPA-endorsed
company for property and casualty insurance. Federated pro-
vides programs speci cally tailored for petroleum marketers
at competitive rates. It insures petroleum marketers through-
out New York State, and its statewide sales representatives
are available to assist marketers with a variety of risk man-
agement programs.
Richard Rutigliano is president of PriMedia,the pro-
vider for the ESPA Web site and the ESPA MemberLetter.
PriMedia offers a comprehensive line of marketing and com-
munications services: newsletters; postcards; direct mail
marketing; Web site creation, hosting and maintenance;
message-on-hold systems; Internet and print advertising;
public relations writing; and consultation, training and more
for petroleum marketers.
Tracy Richmond is vice president of COCARD, the pre-
ferred credit card processing company for ESPA. COCARD’s
specialty is automating the payment process to help cus-
tomers take control of their cash ow. COCARD also pro-
vides reduced credit card processing rates for heating oil
marketers.
Ed Ludlum is the director of risk management
services for First Cardinal Corporation, the administrator
of the New York Petroleum Association Compensation Trust
(NYPACT), which was formed to pro-
vide ESPA members with an alter-
native to traditional workers’ com-
pensation coverage. Participating
members in NYPACT have
realized signi cant savings on their insurance premiums by
leveraging the collective clout of safety-conscious employ-
ers in the same industry to lessen costs.
Gerry Brien is senior vice president of Boston
Environmental, which provides a technology with the capa-
bility, along with their proprietary software, to predict when
an oil tank will fail prior to its actual failure due to corrosion.
Boston Environmental calls this program, and the other con-
sulting services that are included, its TankSure® Program.
I.C. System was established in 1938 as a two-person col-
lection agency, and the company has grown to become an
industry leader in accounts receivable management, with
30,000 clients nationwide. I.C. System holds exclusive
endorsements from 500 professional and trade associations,
including the Empire State Petroleum Association.
Raymond Fink, Esq. is a partner in the law rm of
Harter Secrest & Emery, LLP. The rm is Legislative
Counsel to ESPA and represents the interest of members
before the Governor’s Of ce and State Legislature. The
rm also represents business clients in a many different
areas and is available to assist ESPA members with their
business needs.
As an ESPA member, you are part of an association of
hundreds of industry colleagues who share your concerns and
who are working to create a more prosperous environment for
independent petroleum marketers. In addition to having access
to these and many other services and resources, your member-
ship in ESPA affords you a strong voice in the state and federal
government. ESPA continually identi es and assesses new leg-
islation that may impact
your business and vig-
orously works to shape
favorable governmental
policy. ESPA also pur-
sues key legislation to
help marketers better
compete and maintain
pro tability and the
viability of their market-
place as a whole. V
CEO’s
MESSAGE
By Thomas J. Peters
Executive Vice President/CEO
386335_Conifer.indd 1 6/19/08 11:02:41 AM
386363_Savage.indd 1 7/15/08 8:48:22 PM
Empire State Petroleum Association • 2008 11
business. You’ll be glad you’re pre-
pared, because a good plan can help
pump life back into your business.
Our recommended insurance car-
rier, Federated Insurance®, has part-
nered with the Institute for Business
and Home Safety (IBHS), a national
nonpro t group that works to reduce
commercial and residential property
losses associated with extreme weather
events and natural disasters. Through
IBHS, Federated® is making available
many valuable resources relating to
disaster and recovery planning for you,
your business and your employees.
These tools are being offered at no cost
to Empire State Petroleum Association
members as another bene t.
Natural disasters have been
grabbing headlines across
the United States in epic pro-
portion. We’re all at risk from their
destruction, no matter our location.
Some disasters—such as hurricanes or
flooding—come with advanced warn-
ing, and others—like tornadoes—
strike in an instant with little time to
get to safety.
What happens next?
The winds have died down. The
storm has passed. The water has
receded. Thankfully, no one has been
seriously injured. Now your mind-set
changes from survival to recovery.
Businesses that are able to reopen
sooner after a disaster strikes help their
communities recover more quickly. A
community cannot survive a disaster
In Case of
Will you be open for business when disaster strikes?
By Federated Insurance
unless businesses like yours survive—
and a business cannot survive unless its
employees survive.
At least one-fourth of all businesses
that close because of a disaster never
reopen. Small businesses are espe-
cially vulnerable, because few have
the resources or knowledge to assess
disaster risks and develop comprehen-
sive recovery plans.
Be prepared
Whether the event is a natural disas-
ter or a re, there are basic things every
business needs in order to get opera-
tions quickly back on track. Consider
the creation of a disaster recovery
plan to be like CPR training for your
Types of Catastrophic Losses
1986-2005
Tropical Storms/Hurricanes 47.5%
Tor nadoes 2 4.5%
Winter Storms 7.8%
Terror ism 7.7%
Earthquakes 6.7%
Wind/Hail/Flood 2.8%
Fire 2.3%
Civil Disorders 0.4%
Utility Disruption 0.1%
Water Damage 0.1%
Insured disaster losses totaled
$289.1 billion
Source: Institute for Business and
Home Safety
At least one-fourth of all
businesses that close
because of a disaster
never reopen.
Emergency…
12 Empire State Petroleum Association • 2008
One of the exciting programs avail-
able through IBHS is called Open for
Business®. It contains a variety of tools
to help small business owners reduce
their potential for loss should disaster
strike, and to help them reopen quickly
should they be forced to close. Open
for Business is designed to walk a busi-
ness owner through the steps to devel-
op a continuity plan to keep a business
pro table after a disaster. It is available
online or in print.
The IBHS Web site includes a zip
code tool designed to concentrate the
efforts of a business in preparing for
speci c perils. IBHS provides cus-
tomized results for the disasters most
likely to occur in the zip code area.
These guides are critical to your busi-
ness and may be used for your home
as well.
These are just a sample of the many
valuable features available through
IBHS. In addition, businesses can
access tools to customize their own
disaster planning and recovery pro-
gram through Open for Business.
Information is saved securely online to
be available whenever it may be need-
ed. Plans can also be saved locally—
e.g., on a hard drive, disk, CD or on
paper.
Open for Business focuses on three
categories of protection to help busi-
nesses survive a natural disaster:
• Human resources;
• Physical resources; and
• Business operations.
Businesses can identify which natu-
ral hazard events could affect them and
learn what they can do to reduce expo-
sures. They can also develop a plan to
resume essential business operations.
They can create their plans in stages,
save the current work on the IBHS Web
site and return later to nish.
At all times, the data entered and
the nal plans are protected and acces-
sible only by user name and password.
Businesses have the option to save the
completed plan online with IBHS, so
it is available at any time from any
location. This is especially important
following a disaster when the primary
location may not be accessible.
Empire State Petroleum Association,
Federated and IBHS believe that
together we will make a difference in
helping secure long-term nancial suc-
cess to small businesses throughout the
country. To get started with this pro-
gram, please visit Federated’s Web site
at www.federatedinsurance.com and
click “Open for Business,” or contact
your Federated representative. V
IBHS also provides information
about best practices, assessments,
guides and checklists to protect against
these perils:
• Earthquakes;
• Freezing weather;
• High winds;
• Tornados;
• Floods;
• Hail;
• Hurricanes; and
• Wild res.
If hydronic heating
has a playbook,
this is it.
Take a page from our free playbook – the first-of-its-kind heating handbook filled
with tips, techniques, strategies and tactics for all aspects of hydronic heating.
Every team needs a playmaker. We’re yours.
Visit www.grundfos.us/handbook to order your free copy of the Grundfos
Handbook on Hydronic Heating and Hot Water Recirc Systems.
343275_Grundfos.indd 1 8/18/07 1:49:33 PM
386396_Midcom.indd 1 6/26/08 1:05:47 PM
Proven Performance - Defining the Future
Connecting To The World . . .
Phone: 641-456-4848 • Fax: 641-456-4600
Email: sales@midcomcorp.com
Website: www.midcomcorp.com
6501
XCELLINK
SMARTLINK
8000
LAN Radio
ComLink
General
Purpose
Computer
Thermal Printer Roll Printer
Slip Printer
Cell
Phone
GPS
Data
Card &
Drive
386396_Midcom.indd 1 6/26/08 1:05:47 PM
The Complete System to Assess Risk and Retain Customers
What is Oil Well™? The Advantage
Endorsed By
How it Works
Oil Well™ is a Consumer Reporting Agency
which provides residential and commercial
heating oil dealers with real-time
information necessary to make informed
credit decisions and control risk. Oil Well™
affords its clients the ability to improve the
customer relationship experience while
helping to identify potential fraud and better
predict credit default risk.
Oil Well™ gathers records exclusively from
residential and commercial heating oil
dealers thus allowing our subscribers access
to actionable and unique information that
is not always available from other consumer
information providers. Each subscriber
is required to upload their delinquent
customer information at least every 15 days
or their searching capability gets suspended
until the next upload is performed.
This ensures that the data is current and
subscribers are contributing data as much
as they are using it. You can manually enter
records or upload files exported from your
accounting software. Accepted formats are
Microsoft Excel Spreadsheets (.xls) or Comma
Separated Values (.csv).
Oil Well™ allows you to assess your risk
with a prospective new customer before you
make your first delivery. Check to see if the
consumer owes another dealer money and
for how long.
Oil Well™ is a valuable tool for customer
retention. Our proprietary Oil Well Alert™
alerts a subscriber that its delinquent
customer’s file has been accessed by another
oil dealer thus alerting the subscriber that
its customer may be preparing to avoid
payment by switching oil dealers.
See if your new customer owes ANOTHER
dealer money and receive an email alert
whenever YOUR customer’s file is accessed
by another dealer.
30 DAY FREE TRIAL
www.OILWELLRAD.com
¹2ISK!SSESSMENT$ATA,,#s
398717_Oil.indd 1 9/9/08 9:27:05 PM
Empire State Petroleum Association • 2008 15
Do you know what your collection agency is doing?
If not, it’s likely because it does not offer online,
web-based tools to help you manage your accounts.
At I.C. System, we link you to our collection activity through
free online tools. Currently, thousands of clients are regis-
tered to use the secure tools, and more than 1,000 clients log
on daily to perform the following functions:
• Submit debts for collection 24 hours a day, seven days
a week. Consumer and commercial debts are uploaded
nightly and ready for work effort within two business
days, sooner than if you had sent the debts to us via regu-
lar mail.
• View the status of debts submitted for collection. A sim-
ple search tool shows the real-time status of each debt,
including the number of letters sent, number of calls made,
number of right-party contacts, paid amount and more.
• Generate four different reports: Account placement
acknowledgement report, two inventory progress reports
and an incorrect phone number and address report.
• Report payments on debts submitted for collection.
Additionally, the online tools include access to I.C. System’s
InstiServices:
• InstiCredit® enables you to pull consumer and com-
mercial credit reports in just seconds for the purpose of
minimizing nancial risk.
• InstiFind™ enables you to perform instant skip tracing to
How to Prevent
Collections Catastrophes
Manage outstanding receivables
with web-based tools
Contributed by I.C. System
learn addresses/phone numbers for purposes of resending
returned, undeliverable invoices and contacting relocated
customers. (Currently, all new clients receive a limited
number of free InstiFind searches.)
I.C. System’s online tools offer users many advantages,
including:
• User-friendliness – Registered users receive a User’s
Guide to ensure their online success. And, our online debt
support staff is available toll free or via e-mail.
• Security – Access to the tools is strictly controlled and
password-protected. Any information you submit is
encrypted to prevent third-party disclosure.
• Precision – Information enters our system just as you sub-
mit it.
To view a demo, visit www.icsystem.com and select
“online tools.” To speak with an I.C. System representative
about the online tools, ESPA-endorsed collection services
and more, please call (800) 279-3511. V
Established in 1938 as a two-person collection agency, I.C.
System has grown to become an industry leader in accounts
receivable management, with 30,000 clients nationwide.
I.C. System holds exclusive endorsements from 500 profes-
sional and trade associations, including the Empire State
Petroleum Association.
Maximize Revenue AND Minimize Risk
I.C. System’s collection services, the only such services
endorsed by ESPA, recover millions of dollars for clients
each year. More importantly, the agency spares no expense
in mak ing sure customer data is secure during transfer to and
from clients and while they use it for business purposes.
I.C. System is one of the few agencies worldwide with
veri ed data security protocols: SAS 70 Type II audited,
ISO 17799 assessed and PCI compliant.
For a free consultation and to learn more about I.C.
System, including ESPA member-only bene ts, please call
(800) 279-3511 or visit www.icsystem.com.
Did You Know?
Every 50 seconds, a client uses
I.C. System’s online tools to:
• View an account’s activity;
• Read our collectors’ notes;
• Submit an account;
• Report a payment; or
• Generate a report.
398717_Oil.indd 1 9/9/08 9:27:05 PM
no problem.
McDonnell & Miller self-cleaning
probe eliminates lime build-up.
McDonnell & Miller’s new low water cut-offs with our
exclusive self-cleaning probe* can save you time and money
since probe maintenance is needed only once every five
years. The self-cleaning design prevents excessive lime build-
up on the probe surface, which can lead to nuisance boiler
shutdowns and the potential for water overfill.
McDonnell & Miller offers a wide range of electronic low
water cut-offs and other products for hot water and steam
boilers and systems.
To learn more visit www.mcdonnellmiller.com
Say goodbye to probe maintenance for the next five years
with the only low water cut-off with a self-cleaning probe.
The movement of water
around the probe causes
the cleaning element
to oscillate, constantly
removing lime build-up.
McDonnell Miller
*Patent Pending
The “ITT Engineered Blocks Symbol”; and “Engineered for life” are registered trademarks of ITT Corporation. © 2007
problem.
Lime build-up on ordinary probe.
386395_McDonnell.indd 1 6/25/08 10:39:02 AM
Late one afternoon, an employ-
ee cut himself on the job, left
work at quitting time and head-
ed home for the weekend, never tell-
ing his employer about the injury. By
Sunday, the cut had become severely
infected, forcing the employee to go
to the hospital and undergo emergency
surgery on his hand, wrist and arm to
clean out the infection.
Had the worker reported the injury
to his employer at the time of the acci-
dent, he would have undoubtedly been
sent to a local urgent care facility to
be examined immediately and likely
would have avoided surgery, pain, suf-
fering, rehabilitation and missed work
time. Regardless of whether the injury
resulted in a health insurance or work-
ers’ compensation claim, the care would
have been much less expensive than
emergency surgery and a hospital stay.
Claims Reporting –
Delay of workplace injury reporting raises costs for employers
By Edward K. Ludlum, CSP
Studies consistently show that
injuries that are reported late cost
more to treat, involve more invasive
treatment and require employees to
miss work for longer periods. On
average, reporting a claim between
eight and 17 days after an accident
can increase its cost by more than 31
percent. Reporting a claim 18 days or
more after an injury can increase the
cost by 61 percent.
So, how do you make sure your
employees understand their responsi-
bility to report injuries even when the
injury seems minor? For starters, you
need a written management policy
that requires employees to report all
accidents immediately. A good policy
should spell out the steps involved in
reporting an employee’s injury on the
job. The reporting policy should also
list information about who to contact
after an accident and their telephone
number(s). After all, if you want
employees to report injuries in a timely
fashion, they need to know how.
Some businesses maintain opera-
tions during nontraditional working
hours. How will those employees report
an accident, and to whom? All of this
information needs to be in your acci-
dent reporting policy and procedures.
Any special needs or considerations
your operation might require should be
considered in advance and included in
your policy.
The policy should be distributed to
all employees, who should be required
to sign and return a copy of the policy
in acknowledgement of having read
it. Copies of the policy should also be
posted in public areas and visible to all
employees and managers in the event
of an accident.
Most importantly, management
must enforce the policy. If an employee
does not report an accident, manage-
ment must take some kind of action.
Consistency will help send a message
to the individual employee and the rest
of the workforce that that you expect
timely reporting of accidents in the
workplace. V
Edward K. Ludlum, CSP, is direc-
tor of risk management at First Cardi-
nal, LLC, a third-party administrator
of self-insured workers’ compensa-
tion groups based in Latham, N.Y. For
more information, contact Ludlum at
(518) 213-1915 or eludlum@firstcardinal.
com, or visit www.firstcardinal.com.
Injuries that are
reported late
cost more to
treat, involve
more invasive
treatment and
require employees
to miss work for
longer periods.
What’s the Big Deal?
Empire State Petroleum Association • 2008 17
386395_McDonnell.indd 1 6/25/08 10:39:02 AM
©2008 BP Products North America Inc.
put your future in drive
Customer Focused/Performance Driven
That vibrant green sunburst is more than a logo.
It stands for innovative new offers and is home to Amoco® Ultimate,
which has been rated #1 in quality by drivers in a nationwide survey.*
Let it stand behind you.
For more information, contact Adel Hreiz,
Jobber Sales Manager, (215) 529-9518
www.bp.com
*2007 fuel study conducted by The NPD Group, Inc.
397011_bp.indd 1 8/21/08 8:37:28 PM
David Brinkley, the late
network newsman, once said,
“A successful man is one who
can lay a firm foundation with the
bricks others have thrown at him.” If
this is true, the challenges in today’s
oilheat market may well improve
the shortstop skills of many oilheat
marketers.
Unfortunately, catching the ones
you can and ducking the ones you can’t
is the current reality. Everybody under-
stands the current market issues; they
need not be recounted or re-recited
here. The challenges resulting from
these issues are obviously nancial and
marketing in nature. With that said,
having the right marketing strategy and
tools can have a positive effect on both
sides of this equation. Customer migra-
tion will be higher than the norm, and
that requires a feasible and workable
mitigation plan. And, gaining from
additional revenue streams will ease
the cash squeeze on pure oil sales. How
can you ef ciently achieve both?
The TankSure® Program has devel-
oped a new software application,
imbedded in the oilheat provider’s
(TankSure®) database. The system can
now be used as a new equipment sales
generation tool. This means that all of
the “tank system” corrective actions
that are identi ed can be catalogued
in that database by homeowner and
the type of corrective action neces-
sary. The system provides this data in
an easy to use “sales tool” format for
your sales personnel. Hence, the sys-
tem has been designed to help oilheat
The TankSure® Solution
New program helps you retain
customers, find revenue streams
By Gerry Brien
Empire State Petroleum Association • 2008 19
The TankSure® Program
helps oilheat providers
generate additional
revenue through their
TankSure® database.
providers track—and most important-
ly, sell—their tank system upgrades
and replacements.
The objective of this new applica-
tion is simple: to help oilheat providers
generate additional revenue through
their TankSure® database. It is ef -
cient because the data has already
been gathered as part of the testing and
inspection process. And, there is a spe-
ci c marketing campaign designed to
support the new equipment sales. Some
TankSure® oilheat providers, even
without the bene t of this latest sales
function and marketing cam-
paign, have gener-
ated more than
$1,000,000 in
new tank sales
since 2007.
Mike Hodge,
the service manager
for Grif th Energy in
Fredericksburg, Md., said,
“We have generated over
200 tank replacements out
of Frederick [Maryland]
alone. There has been virtu-
ally no customer pushback;
in fact, the vast majority of
customers are grateful that
we have the ability to assess
the tank and make proactive
recommendations.”
The system also includes
a nancial analysis tool so
oilheat providers can analyze
their data and project addi-
tional income based on their
historic tank system inspection
statistics. Most marketers are very sur-
prised to discover the value of this data
in terms of “mining” it for new revenue
opportunities. And, equally important,
the turnkey marketing process that sup-
ports gaining the replacement work is
established, easy to implement and has
achieved great results across the oil-
heat footprint. This is an ef cient and
systematized process to grow revenue
and increase margin and cash ow.
There are a nite number of oil-
heat consumers, and they will all,
397011_bp.indd 1 8/21/08 8:37:28 PM
“We at SOS Fuels
don’t “like”
Federated Insurance,
WE LOVE THEM!
They provide us with
excellent programs,
seminars, and on the
job training. This has
reduced accidents and
spills which have helped
reduce our premium
and build employee
confidence. Few other
insurance companies
provide these programs
and services.”
Richard Spiegel
SOS Fuels
Tuxedo, New York
The FEDERATED Insurance Companies
Home Office: 121 East Park Square, Owatonna, Minnesota 55060
sWWWFEDERATEDINSURANCECOMs!$%30!%D
Association Recommendation for:
Property and Liability and
Financial Protection Services
391016_Federated.indd 1 7/10/08 10:58:37 AM
Empire State Petroleum Association • 2008 21
ultimately, be serviced this heating season. More will shop
price and service based on the market conditions. Not exactly
breaking news, but what can you do besides budget plans and
prebuys to secure your base? What is your plan to attract and
acquire good new accounts?
One significant step that can be taken is to partner
with companies that can add value to your customers;
that reflects positively on you and ties them into your ser-
vices. TankSure® Partnerships has established one of the
best marketing platforms of this kind in any industry.
“TankSure® Partnerships is amazing,” said Fred
Koerber, TankSure® customer/oilheat consumer,
Brunswick, Maine. “By connecting me with TD
Banknorth™ Insurance, I was able to save over $1,000 per
year off my home and auto policies. The overall customer
service experience was wonderful, everyone remembered
my name, and I didn’t have to deal with automated sys-
tems. Thank you, Dead River Company, TD Banknorth™
Insurance and TankSure®.”
There are literally countless examples of TankSure®
oilheat marketers endearing themselves to their custom-
ers through third parties, adding significant value to oil-
heat consumers.
TankSure® has established insurance discounts in all
states that have a predominance of oilheat with more
big-brand underwriters coming onboard. What does this
mean to the oilheat marketer and consumer? It’s good
news when good news is hard to come by. It is probably
one of the best customer retention processes for the oil-
heat marketer because it ties the consumer to the mar-
keter and their insurance carrier. It is a retention tool
that survives heating season to heating season. It is estab-
lished and does not need re-selling. And, it provides great
word-of-mouth promotion for your brand.
TankSure® Partnerships does not end with the insur-
ance industry. Real Estate agencies and home inspectors
are adopting the TankSure®’s tank inspection process as
their industry’s standard. Statewide partnerships with big
brands like Coldwell Banker are established and count-
less “local” partnerships have been established with
virtually all recognized brands in the real estate indus-
try. Clients of these partners that are buying (or selling)
now get positive messages about oilheat. Why? Because
the insurance industry is behind it, because it reduces
everybody’s liability and—most importantly—because it
makes sense!
TankSure® offers unmatched customer retention tools and
unmatched partnerships that bene t oilheat marketers and
your customers. Add more value to your customers, build
important partnerships, ef ciently develop more revenue and
lay a rm foundation for the future. V
For more information, contact Gerry Brien at (603) 334-1002
or Gerry_Brien@bostonenv.com.
Atlantic
Detroit Diesel-Allison
DIESEL ENGINES & TRANSMISSIONS
Keep your trucks on the road and profitable with
Factory authorized parts and service.
www.atlanticdda.com
For more
information
call 973-575-0309
or call your
nearest location:
Pine Brook, NJ
(Corp. Headquarters) 973-575-0309
Lodi, NJ 201-489-5800
Piscataway, NJ 732-752-7100
Latham (Albany), NY 518-452-0000
Ronkonkoma, NY 631-981-5800
Middletown, CT 860-632-0218
South Burington, VT 802-865-4672
386423_Atlantic.indd 1 6/14/08 9:07:26 AM
Service Managers &
Fuel Oil Companies
Now available in Mini’s
at no extra cost
For your spill kit
Contact: 877-71-SARVA
www.sarvabioremed.com
“New Freeze Resistant”
VaporRemed
™
“Fuel oil fumes
gone in minutes”
Carry wherever you go
in rain or in snow
387490_sarva.indd 1 6/25/08 11:23:21 PM
391016_Federated.indd 1 7/10/08 10:58:37 AM
386400_ZCL.indd 1 7/11/08 2:24:57 PM
Empire State Petroleum Association • 2008 23
Here we go again…It’s us here at COCARD telling
you once again that you MUST protect your credit
card data! The credit card companies have never
been more serious about data breaches, and your company
can be held financially liable for any stolen credit card data.
It is time to take action, and this article will help you under-
stand how to begin that process.
What is PCI?
The Payment Card Industry Data Security Standard (PCI
DSS) is a set of comprehensive requirements for enhancing
payment account data security, developed by the founding
payment brands of the PCI Security Standards Council—
including American Express, Discover Financial Services,
JCB, MasterCard Worldwide and Visa International—to help
facilitate the broad adoption of consistent data security mea-
sures on a global basis.
Understanding
Credit Card Data Security
Why it’s crucial to protect credit card data
By Tracy Richmond
PCI DSS is a multifaceted security standard that includes
requirements for security management, policies, proce-
dures, network architecture, software design and other crit-
ical protective measures. This comprehensive standard is
intended to help organizations proactively protect customer
account data.
The best source for information on PCI is the organiza-
tion’s Web site. Visit www.pcisecuritystandards.org/index.htm
to get the most up-to-date information. You can also sign up
to receive any updates to the requirements and obtain the self
assessment form or contact COCARD for the correct form for
your organization. It is requirement of card acceptance that
your organization complete this form annually.
Examining data security
I recently visited one of my fuel oil dealers in Vermont,
and his main topic of concern was PCI compliance and
386400_ZCL.indd 1 7/11/08 2:24:57 PM
24 Empire State Petroleum Association • 2008
390884_Boston.indd 1 7/21/08 9:28:56 AM
ENERGY INSURANCE BROKERS, INC.
Michael J. Reilly, President
Services Provided: Energy Insurance Brokers, Inc. (EIB) specializes in providing total property and
casualty insurance services for the Petroleum industry. Our particular experience encompasses
the following: Auto Liability & Physical Damage
General Liability & Umbrella
Property & Transit
Workers’ Compensation
Energy Insurance Brokers employs an experienced staff to provide claims handling, policy and
coverage administration, account marketing services and insurance consultation.
Currently, Energy Insurance Brokers, Inc. retains appointments with many stable and highly rated
insurance companies specifically selected to match our clients’ target needs. We are privileged
to enjoy an excellent relationship with each of our company appointments for the following industries:
LPG Dealers, Distributors and Transporters
Petroleum Products Distributors and Transporters
Energy Equipment Manufacturers and Distributors
Environmental Contractors, TSDF’s and Consultants
Hazardous Waste/Materials Transporters
Chemical Manufacturers, Distributors and Transporters
PO Box 1729, Albany, NY 12201-1729;
Phone: (518) 479-7244 or (800) 666-0732; Fax: (518) 479-7251
Members of NYPGA, PGANE, NYMTA, ATA, ESPA
243682_Energy.indd 1 8/27/08 7:11:25 PM
Empire State Petroleum Association • 2008 25
protecting his customers’ card data. He thought he was fairly
safe because the card numbers were stored only in the com-
pany’s customer database, which was password-protected.
I asked this dealer’s credit manager to walk me through
her receivables process. At the end of each day, she printed
a report that showed all the customers who owed this dealer
money and whose credit cards were about to be charged. We
were all surprised when we looked at this report and saw that
all the credit card numbers and expiration dates were being
printed out every day! Talk about a security risk. This dealer
had never thought about where that document went and the
associated risks. Needless to say, this process has since been
revised.
As you might imagine, there are speci c requirements for
securing this data based on the types of transactions you are
running. The PCI Data Security Standard is comprised of 12
general requirements designed to:
• Build and maintain a secure network;
• Protect cardholder data;
• Ensure the maintenance of vulnerability management
programs;
• Implement strong access control measures;
• Regularly monitor and test networks; and
• Ensure the maintenance of information security policies.
I would like you to review the PCI Data Security
Standard, which can be found at www.pcisecuritystandards.
org/pdfs/pci_dss_v1-1.pdf.
The PCI Data Security Standard Self-Assessment
Questionnaire is a validation tool intended to assist mer-
chants and service providers in self-evaluating their compli-
ance with the PCI DSS. There are multiple versions of the
PCI DSS SAQ to meet various scenarios. This document has
been developed to help organizations determine which SAQ
best applies to them.
The PCI DSS SAQ is a validation tool for merchants
and service providers not required to undergo an on-site
data security assessment, per the PCI DSS Security Audit
Procedures, and may be required by your acquirer or pay-
ment brand. Please consult your acquirer or payment brand
for details regarding PCI DSS validation requirements. V
Tracy Richmond, vice president of COCARD, Inc.,
Beverly, Mass., can be reached at (866) 849-8800 or via
www.cocardprocessing.com. As the preferred credit card
processor for ESPA, COCARD is here to assist dealers with
any questions they might have about PCI. Please contact
COCARD directly at info@cocardprocessing.com or call the
number provided above.
Your company can be held financially
liable for any stolen credit card data.
386328_ESMI.indd 1 6/24/08 1:07:53 PM
ProGuard is affordable coverage for underground storage tanks and aboveground storage tanks that
protects against the problems associated with a heating oil tank release. ProGuard provides up to
$100,000 for cleanup and up to $2,000 for tank repair or replacement. Plus, your customers can
transfer their policy if they sell their home.
Get all the facts about providing ProGuard coverage to your customers. It’s the valuable protection
they’ve been looking for.
Contact the Powderhorn Agency today for more information about this comprehensive program.
The insurance policy in New York will be issued by Navigators Insurance Company. (Licensed by the
New York Insurance Department)
The Powderhorn Agency, Inc. • 888-354-0677 • www.powderhornagency.com
WHY JUST TEST A TANK WHEN YOU CAN OFFER
PROGUARD INSURANCE PROTECTION.
294608_ThePowderhorn.indd 1 8/9/06 5:18:27 PM
Despite taking nuptial vows
of eternal union, people
who are getting married
often contemplate the possibility of a
short-lived relationship and accord-
ingly enter into prenuptial agree-
ments. While these agreements
aren’t a prerequisite to marriage,
they are certainly advisable in many
situations. However, when embark-
ing upon the formation of a business
enterprise, the use of agreements
concerning the relationships between
or among business owners is even
more compelling. To stretch the anal-
ogy even further, the actual business
enterprise might be considered the
child of the union. So, in this sense,
Signed,
Sealed,
Delivered
Business unions
require prenups, too
By Raymond Fink, Esq.
Empire State Petroleum Association • 2008 27
294608_ThePowderhorn.indd 1 8/9/06 5:18:27 PM
28 Empire State Petroleum Association • 2008
the object is to nurture and protect
the business entity.
Savvy attorneys and accountants
counseling clients who are contem-
plating forming a business association
stress the need for the owners to nego-
tiate and execute operative agreements
that address issues concerning—
among other things—governance,
nancial participation (including the
allocation of pro ts and losses) and
the rights and remedies available
upon a dissolution or withdraw (e.g.,
the divorce). All too frequently, the
organizational documentation is skel-
etal, containing nothing more than a
mandated ling receipt from the state
and/or copies of published noti ca-
tions. Similarly, where the organiza-
tional paperwork is completed, often
it isn’t updated as circumstances
change. Even more remarkable are
those instances where attorneys and
accountants don’t bother to memorial-
ize their own internal relations when
establishing professional service
rms, despite the advice they likely
give to their business clients. In other
words, it is the proverbial “do what I
say, not what I do.”
When there are no or minimal
organizational agreements, the law
lls in the gaps, usually with unde-
sired or harsh results. Depending
upon the type of business model (e.g.,
general or limited partnership, cor-
poration, limited liability entity, joint
venture) the applicable state statutes
do provide a general framework and,
to the extent the statutes do not cover
all bases, courts ll in the void.
Set it in stone
Rather than casting one’s fate
to the vagaries of the statutory and
common law, it is unquestionably
preferable to resolve such fundamen-
tal terms at the outset. These agree-
ments have familiar names, such as
bylaws, buy-sell agreements, operat-
ing agreements, shareholder agree-
ments, partnership agreements, etc.
The necessity and wisdom of hav-
ing one or more of these in place is
multi-faceted. In certain instances,
these underlying agreements are
required by statute in order to legally
form the entity. For instance, a cor-
poration cannot legally exist without
ling a certi cate or articles of incor-
poration and issuing stock. Typically,
for corporations, bylaws are also
adopted. Unfortunately it isn’t uncom-
mon to nd that the contents are noth-
ing more than the minimal statutory
provisions. If there is only a single
shareholder, the minimalist approach
may suf ce, but where there are mul-
tiple shareholders, this is sheer folly.
On the other hand, a general partner-
ship can be formed without ling any
paperwork or perhaps merely ling a
partnership certi cate. In New York,
a general partnership is amorphous
and can be deemed to have been
formed where there is an “association
of two or more persons to carry on
as co-owners a business for pro t and
386424_automated.indd 1 6/19/08 10:49:11 PM
, LLP
OHI & ESPA Members
Specialists in all the complex areas of petroleum business taxes. Experienced tax audit
representatives. Serving the Greater New York oil heat industry for over 30 years in all
areas of accounting, tax and financial planning.
For further assistance call
Mr. Richard F. Libero, CPA or Mr. Jeffery Faha, CPA
Tel.: (516) 333-5511 • Fax: (516) 333-5621
386339_Libero.indd 1 6/25/08 10:53:31 PM
Empire State Petroleum Association • 2008 29
includes... a registered limited lia-
bility partnership.” (See, New York
Partnership Law § 10.)
The basic, generic topics that need
to be addressed in the underlying
organizational agreements are gov-
ernance, nancial matters and dis-
solution/winding up. There are many
subtopics within each, and none of
these categories are exclusive.
Governance essentially concerns
internal operations and decision
making. Unlike the marital prenup-
tial agreement, this aspect focuses
upon how the principals conduct
themselves during the relationship.
The authority of the principals, both
internal and external, is a basic and
crucial matter to be resolved. It starts
with the fundamental ownership
structure and whether the equity is
equally or disproportionately held.
This then drives the determination
of voting rights, which, depending
upon the issue, may require an
af rmation by a simple majority,
supermajority or unanimity (how-
ever, no super-delegates!). The equity
ownership interests typically elect
the rst tier of management (i.e.,
directors or board of managers). In
turn, the rst tier then elects/appoints
the day-to-day of cers or managers
of the business. The larger the own-
ership base, the more likely a com-
plex governance structure will be
required. The authority or limitations
upon authority are usually detailed in
the organizational agreements. This
model is applicable not just to cor-
porations, but to the other formats,
including partnerships.
Follow the money
Financial matters are pervasive and
are implicitly the primary motivation
for embarking upon the business ven-
ture in the rst place—making money.
Again, the initial capital structure
frequently will dictate the allocation
of ownership interests. This becomes
challenging when the owners contribute
different types of assets or some com-
bination thereof (e.g., cash vs. in-kind
property or services). Determining the
value of non-cash capital contributions
can prove to be a source of dif culty.
The contribution of non-cash real or
personal property necessitates the
transferring of legal title to the business
entity, an event oftentimes overlooked.
Subsequent capital calls need to
be considered, not only how such
When there are
no or minimal
organizational
agreements, the
law fills in the
gaps, usually
with undesired or
harsh results.
Your
ONE STOP
Source
• New & Used Truck Chassis
• New & Used Petroleum & L.P. Tanks
• Petroleum Parts & Accessories
• L.P. Parts & Accessories
• Complete Changeovers
• Equipment Modifications
• D.O.T. Tank Inspection
• Tank & Meter Testing & Repair
• National Board “R” Stamp Certified
• Bottom Loading Equipment
• Vapor Recovery Equipment
ALL MAKE CHASSIS
AVAILABLE
A & M
Truck Center Corp.
SALES • PARTS • SERVICE
25 6 1/2 Station Road
Goshen, NY 10924
1-800-216-1163
www.aandmonline.com
Visit our New Location
Conveniently Located
338151_CKBusiness.indd 1 7/12/07 8:09:59 PM
30 Empire State Petroleum Association • 2008
calls are initiated (a governance issue), but also the result-
ing consequences if there are owners who default by not
satisfying a capital call. The incurring of debt by way of
loans, capital leases, providing guarantees, etc., all need to
be considered. Of great importance is the election of tax
treatments (e.g. Subchapter S election, cash vs. accrual tax
basis), which need to be adopted, as well as the allocation
of pro ts/losses between or among the owners.
Dissolutions can occur as a result of a variety of circum-
stances or occurrences that affect an owner’s equity inter-
ests. Without an agreement directing a contrary result, the
voluntary or involuntary transfer of an ownership interest or
an owner’s withdrawal can cause an automatic dissolution of
the business. Typically, this is partially guarded against by
restricting the transferability of an owner’s interests in the
business. These restrictions not only assure the continuity of
the business but also determine the outcome should there be
a voluntary or involuntary attempted transfer or withdrawal.
Predictability certainly is preferable to uncertainty.
Involuntary transfers can occur where an owner dies,
becomes disabled, is divorced, declared bankrupt or oth-
erwise is rendered insolvent. Buy-sell types of provisions
can be invoked both where there is an involuntary or vol-
untary withdrawal or transfer. The valuation methodol-
ogy is of equal importance. In the absence of a stipulated
formula, the process can be time-consuming, expensive
and create a dif cult nancial burden upon the business
and/or the remaining owners.
If the parties forming the business enterprise are
unwilling or unable to resolve these types of matters from
the inception, it simply does not bode well for the future
success of the business enterprise.
Lead by example
Why is it that so many lawyers and accountants ignore
their own advice? There is no good answer and only dif-
cult outcomes. For example, a group of lawyers may
associate with each other using their respective names on
the masthead and in signage, but never le a partnership
certi cate or enter into any formal agreements. Is this sug-
gestive that they formed a professional partnership or are
they merely sharing space?
As mentioned previously, New York imputes a general
partnership where two or more persons engage in a busi-
ness enterprise with the expectation of sharing pro ts and
losses. This is an extremely broad and all-encompassing
de nition. Different and inconsistent results may follow.
From the clients’ perspective, it would appear to be a
general partnership, thereby exposing all of the attorneys
to potential malpractice liability. The determination of
386340_carlin.indd 1 6/24/08 12:58:07 PM
Empire State Petroleum Association • 2008 31
whether a partnership actually was created, inter se, will
depend upon a variety of factors from which the parties’
intentions are inferred. In the absence of a formal partner-
ship agreement, courts look to many factors, such as how
the pro ts and losses are allocated, the type of tax returns
that are led, whether the attorneys “held themselves out”
as a partnership, internal governance, course of dealing
and other factual considerations.
Assuming the existence of a partnership and the absence
of a formal agreement, if one of the “partners” dies or with-
draws, this precipitates dissolution such that the partnership is
required to wind up its affairs and to legally account between
and among the partners. Litigation can ensue to determine in
the rst instance whether or not a partnership existed.
The notion of different tiers of partnership mandates
a partnership agreement. For instance, if it is the inten-
tion of the parties to have both equity and non-equity
partners, then this simply cannot be done without a writ-
ten partnership agreement. Furthermore, without restric-
tions, one partner can freely transfer his or her partnership
interest to a third party, thus thrusting a new partner into
the mix, much to the chagrin of the remaining partners.
The risks of equity/ownership interests becoming exposed
to the claims of a particular equity holder’s creditors is
also extremely troublesome, as an execution could cause a
dissolution when the intention of the remaining owners is
to continue on with the enterprise.
It is astonishing that anyone would enter into a business
venture without formalizing substantive agreements that con-
sider numerous contingencies (good or bad) and articulate the
fundamentals of the relationships between the owners. Rest
assured that ignoring these imperatives is a recipe for disas-
ter that will become a litigator’s feast. Having represented
business owners in internal disputes and lawsuits, the author
is always amazed at how frequently parties—consciously or
unwittingly—opt to ignore the need for organizational agree-
ments. While not every event can be anticipated, certainly
the spectrum of typical areas of contention can be addressed
through appropriate prenuptial agreements. Even though the
owners may separate, the child’s welfare can be preserved
and protected. V
Raymond Fink, Esq. is a partner in the law firm of Harter
Secrest & Emery, LLP. He has been practicing law for
more than 29 years, representing business clients in vari-
ous areas, including disputes between owners and finan-
cial structuring at various stages of development. Harter
Secrest & Emery, LLP is a 130-attorney full-service law
firm with offices in Rochester, N.Y., Buffalo, N.Y., Albany,
N.Y., and Naples, Fla.
You work hard all winter, so you can
have restful summer nights.
Who are you going to be this summer?
Call Angus Energy today at 1-800-440-0472
and we can help you with more than your handicap.
ANGUS ENERGY
If you're not hedging... You're speculating
800-440-0472 • info@angusenergy.com
288836_angus.indd 1 6/21/06 7:00:46 PM
32 Empire State Petroleum Association • 2008
As the challenges facing our industry escalate,
oilheat dealers must adopt new communications
strategies to match customers’ changing expecta-
tions.
The year 2008 has proven to be a uniquely dif cult year
for marketers and customers alike. As customers struggle
to adapt to sharply higher prices, oilheat dealers are reel-
ing from the one-two punch of extreme volatility and tight
credit. Customer anxiety is high, and customers want to
know how they’re going to pay for this winter’s heat and
how much it’s going to cost. At the same time, retailers nd
themselves holding off on price protection programs—or
even discontinuing them—because they don’t want to get
stuck if prices fall.
The customers want answers now, but the dealers are
unaccustomed to delivering timely information on the y.
We have traditionally used marketing and communications
to provide supportive, helpful information that was not
particularly time-sensitive. Now we’re making important
Hard Times Call for
Hard Times Call
Straight Talk
Straight Talk
Are you keeping your customers in the dark?
By Richard Rutigliano
decisions on the y that directly affect our customers, and
there is a corresponding premium on delivering speci c
information with minimal delay.
The Internet has changed expectations regarding
business-to-consumer communications. Companies are
now expected to communicate more openly on a much
shorter cycle. Quarterly newsletters and annual Web site
updates continue to be very effective, but we need to sup-
plement those with timely communications efforts.
The identity that we proudly wear on our sleeves—local,
friendly, service-oriented—carries an emerging expecta-
tion of open communication. There is now a disconnect
between positioning yourself as the friendly neighborhood
business that is always there for your customers and not
providing timely, open communication via the Web.
Empire State Petroleum Association • 2008 33
Hard Times Call for
for
Straight Talk
Case study: price protection
The developments around price protection in 2008 pro-
vide a perfect case in point. A lot of dealers delayed their
programs this spring while waiting for prices to come
down, while others got out of the game completely. Many
of these decisions proved to be prudent, but they repre-
sented signi cant interruptions for program customers.
Denial of price protection, even if only temporary,
constitutes a signi cant change in operations. For the cus-
tomer, it’s like going to the dry cleaner and nding out it
no longer launders shirts, or stopping in the grocery store
and nding out it has discontinued bread and cereal. You
would expect the dry cleaner or the grocer to make every
effort to explain this radical departure from standard
operating procedure to their loyal customers. What about
the oilheat dealer?
When you don’t provide an
explanation preemptively, you leave
customers to draw their own con-
clusions, which could easily include
any or all of the following: (a) your
company is in trouble; (b) you don’t
care about your customers; and (c)
they’ll have to go elsewhere to get
price protection.
Bridging the
communication gap
Just as marketers were deciding
to alter or delay their programs, the
news media was focusing a lot of
attention on heating oil prices, and
customers were looking for answers.
Marketers who were already in the
habit of disseminating information
quickly were positioned to inform
customers about their decisions, but
most dealers found themselves with
a communication gap, and their
CSRs bore the brunt. They were
forced to eld calls from customers
who felt they were being kept in the
dark.
We need to acknowledge that we
have become a conspicuous indus-
try. Heating oil payments used to be
minor affairs for most customers,
akin to the cable or electric bill, but
our bills are now apt to be the sec-
ond largest in the household, trail-
ing only the mortgage. This causes
customers to think about us more
often. When they set the thermo-
stat lower than they used to, they
think of us. When they cancel the newspaper subscrip-
tion because they can no longer afford it, they think of us.
When we call and ask them to pay their overdue bills, they
think of us.
When customers are giving this much thought to your
business, it is incumbent to communicate quickly, often and
openly. Here and now, the main topic we must address is
how customers manage their oil bills. Payment is already a
serious problem for many customers, and those ranks will
only grow. We have solutions available, particularly bud-
get plans, and we need to talk them up in this context and
get more customers signed up—for their good and ours.
Conservation is another critical discussion point. It
truly is the best way to cope with high fuel prices, and
People are hungry for information
about oil prices and home energy use,
and the companies that fill this need
will have a huge image advantage.
34 Empire State Petroleum Association • 2008
www.
yourcompany.com
dealers should stop at nothing to promote high-ef ciency
upgrades, energy audits and all other conservation servic-
es they offer. It’s a good time to partner with a company
doing audits, insulation or window replacements and get
the word out.
Talking up your company’s nancial good health is
smart too. There has been enough bad publicity about oil-
heat company failures to make customers wary, particu-
larly when it comes to advancing you money. If you have
solid nancials, tell that to your customers and assuage
any fears they might have about doing business with you.
Let the Web work for you
The good news is that it’s very easy to get your message
out to customers in 2008, and the best strategy is to use
your Web site like never before. Your site is the perfect
vehicle to deliver timely information and perspective, and
it can be updated as often as needed.
Transforming a Web site into an effective, time-sen-
sitive public relations platform is easier than you might
imagine. There are several ways to serve up fresh infor-
mation online, and you can highlight the timely postings
without even performing a major site overhaul.
The job begins with development of your message.
Once you know what you want to say, get it onto your Web
site. With good professional assistance, you can deliver
your message with a combination of letters, articles, links,
videos and podcasts. (It won’t be long before we see blogs
on oilheat sites.)
Once the information is posted, use all your existing
channels to direct customers to your site. You can eas-
ily train your employees to send people there. You can
also use on-hold messages, newsletters, letters, electronic
newsletters, signage and advertising to publicize your new
site’s content.
Once you have made your site an effective communi-
cations hub, you will steadily reap the bene ts. Existing
customers will have more respect for you and will give
you generous word of mouth, to the effect of, “You should
see what my oil dealer does!” or “My dealer already
5 Ways to Re-tool Your Communication
Strategies
1. Preemptively explain industry developments that
could positively or negatively affect your customers.
2. Communicate quickly, often and openly with your
customers.
3. Talk up your company’s nancial good health.
4. Transform your company’s Web site into a
time-sensitive public relations platform.
5. Use employees, electronic newsletters, e-mail, signage
and advertising to direct customers to your Web site.
386602_Amthor.indd 1 6/19/08 10:39:46 AM
Empire State Petroleum Association • 2008 35
explained that to us.” Also, Internet search engines will
nd your informative postings and return them in search
results. Prospective customers will nd you on the Web,
and they’ll form a favorable impression of you relative to
your less communicative competition.
People are hungry for information about oil prices and
home energy use, and the companies that ll this need will
have a huge image advantage. Price in ation has shoved us
into the Information Age, like it or not, and success awaits
those who seize the opportunity. V
Richard Rutigliano is president of PriMedia, Inc., a full-
service marketing and communications firm specializing
in the oilheat industry, with offices in New York City,
N.Y., Long Island, N.Y., and Boston, Mass. For more
information, call (800) 796-3342 or visit www.primedia-
ny.com and www.oil-heat.com.
™
386422_Advanced.indd 1 6/12/08 10:38:44 PM
Weiser provides a full-range of services tailored to the petroleum industry including:
• Accounting and auditing
• Tax planning and compliance
• Estate planning
• Succession planning
For more information, contact Ed Ichart, CPA, ESPA member since 1995 at 516.620.8441.
business community
New York City
135 West 50th Street
New York, NY 10020
Tel 212.812.7000
Fax 212.375.6888
Long Island
3000 Marcus Avenue
Lake Success, NY 11042
Tel 516.488.1200
Fax 516.488.1238
New Jersey
399 Thornall Street
Edison, NJ 08837
Tel 732.549.2800
Fax 732.549.2898
www.weiser
LLP
.com
Weiser LLP
Certified Public Accountants
commitment New York
Long established
to the
Specializing in Home Heating Oil
We Handle All Your
Electronic Processing Needs
Credit – Debit – Purchasing Cards - Electronic
Checks
With well over a half century of experience at all
levels of bank card processing, the management team
of Priority Payment Systems brings exceptional
expertise and an entrepreneurial spirit to every facet
of merchant bankcard sales and support. Priority’s
unique approach and insight enable the company to
deliver the products, services and processes that our
merchants need.
“We place our customers on the best suited plans to maximize savings for their
business. Call for a FREE NO OBLIGATION rate analysis and we’ll help your
company use electronic processing to your advantage.”
• Special Utility Market Rates
• No Application Fee
• No Download Fee
• No Training Fee
• No Obligation
• Superior Customer Service 24/7
• Virtual Terminal, Gateway,
Terminal POS Systems
• Industry Specic Solutions for
Utility and Petroleum
Priority Payment Systems
Sales Dept.
800-935-5961
Option 1, then Option 1
OR
sales@prioritypaymentsystems.com
Contact:
Priority Payment Systems is a registered ISO/MSP of BancorpSouth, Tupelo, MS
386382_priority.indd 1 7/7/08 11:15:18 PM
PRODUCTS & SERVICES MARKETPLACE
Empire State Petroleum Association • 2008 37
386382_priority.indd 1 7/7/08 11:15:18 PM
www.addsys.com s1-800-922-0972
Simplify your office with Intuitive Software
so sophisticated, yet simple and powerful at its core.
Accounts Receivable
Delivery Management
Credit and Collections
Lead Tracking
Financial Reporting
Service Management
Inventory Management
Contact Management
Mobile Computing
Flat Rate Service Billing
Capture Sales Leads
CRM (Customer Relationship Management)
sContact Management
sWeb Self Service
sTelephony Service
Electronic Payment Processing
sCredit Card Processing
sEFT
sOnline Payment
sLockbox
Routing & Mapping
Microsoft Dynamics GP
SmartConnect
Document Replication
Plus new features that promise to
streamline your efforts and increase
your bottom line.
ADD Energy E3 offers you the
strong foundation of:
363529_add.indd 1 8/25/08 1:20:43 PM
1-800-321-6489
Rick Stefanelli
(908) 850-0213
Rod Derstine
(215) 258-2100
A Familiar Name... A New Service
Bringing Decades of
Energy Experience
to the New York Marketplace
393694_buckeye.indd 1 8/25/08 1:28:27 PM
Free Shipping on $500 orders
10% off First order when
You mention this ad
CG Industrial Safety Supply
• Oil Absorbents • Oil Pads • Oil Booms
• BioSolve • Truck Spill Kits • Ground Guard
• Monkey Grip Gloves • Plug in Dike
(800) 717-7233 Peekskill, NY
New Windsor, NY
Ridgefield, CT
(914) 734-8286
(203) 496-0004
To order, call:
24 HR Spill Delivery:
386358_CGIndustrial.indd 1 6/17/08 2:42:56 PM
PRODUCTS & SERVICES MARKETPLACE
38 Empire State Petroleum Association • 2008
COMPLIANCE!
COMPLIANCE!COMPLIANCE!
Federal and State Regulations have you puzzled?
C2G Environmental Services can answer your
questions, review your documents, equipment,
and walk through your facility with you. We’ll make
sure you’re in compliance and if not... we have the
experience to get you there!
The Energy Policy Act of 2005 – Title XV, Subtitle B
of this Act (Entitled the Underground Storage Tank
Compliance Act of 2005) states that the EPA or State
Agency must conduct on-site inspections of all storage
tanks once every three years.
Petroleum Bulk Storage Audits
Tank Removals/Installations
Phase I & II Site Assessments
Soil & Water Remediation
Geoprobe Services
Well Installation & Monitoring
24 Hour Emergency Spill Response
FOR A COMPLETE LIST OF SERVICES PLEASE
VISIT US ON THE WEB @
www.c2g.us
C2G ENVIRONMENTAL SERVICES
4 Lumen Lane
Highland, NY 12528
(845) 691-4190
165 Sherwood Avenue
Farmingdale, NY 11735
(631) 414-7757
386394_c2g.indd 1 6/19/08 9:36:13 AM
Eliminate All
Water Problems
E-10 Conversions
ULSD/Heating oil
Add lubricity
Stop microbes
Eliminate freeze-ups
KINETIC LABORATORIES
1205 Balmer Rd.
Youngstown, NY 14174
(716) 745-1461 • K100fueltreatment.com
386428_kinetic.indd 1 8/25/08 1:18:53 PM
GES: The Nature of Business,
the Business of Nature
GES provides a full range of
environmental solutions including:
◆Expert witness testimony
◆Regulatory consulting
◆Environmental site assessments
◆Property transfer assessments
◆Engineering design and construction
◆Remediation services
◆Excavation dewatering and treatment
We have extensive experience providing environmental
oversight in support of tank systems construction services.
GES can seamlessly address environmental concerns from
excavation dewatering and treatment through assessment
and state-of-the-art remediation of environmental impacts.
One call and you can have our team of more than 400
professionals working for you.
www.gesonline.com info@gesonline.com
GES Central New York
300 Gateway Park Drive
North Syracuse, NY 13212
(800) 220-3069
GES Lower Hudson Valley
25 Jon Barrett Road
Patterson, NY 12563
(866) 839-5195
GES Western New York
158 Sonwil Drive
Cheektowaga, NY 14225
(800) 287-7857
GES Long Island
95 Hoffman Lane
Islandia, NY 11749
(800) 360-9405
The preferred processing partner of
the oilheat & propane industries.
If you are a home heating oil dealer, you are entitled to
pay reduced fees to process transactions.
COCARD is the recognized industry processing expert
working with energy companies from small one-man
trucks to the country's leading dealers.
Call today and see how much money COCARD can save
your business.
386359_COCARD.indd 1 9/12/08 1:57:31 PM
PRODUCTS & SERVICES MARKETPLACE
Empire State Petroleum Association • 2008 39
Provides concealed warmth & comfort
TOESTER 4/5
(4000 - 5000 BTU) *
TOESTER 6/8
(6000 - 8000 BTU) *
TOESTER 11/13
(11,000 - 13,000 BTU) *
TOESTER 16/19
(16,000 - 19,000 BTU) *
* @ 180º WATER
Toesters are compact, under counter hot/water fan coils, designed
4001 PEARL ROAD CLEVELAND, OHIO 44109
216/741-8300 FAX: (216) 741-7768
INNOVATION IS AN AMERICAN TRADITION
IN UPSTATE NY CALL: J.R. BAKER ASSOCIATES • (315) 638-2516
FOR NYC & LONG ISLAND: BELSKY ASSOCIATES • (516) 678-1655
for bathrooms, kitchens and other hard to heat areas.
386398_Turbonics.indd 1 8/25/08 1:48:37 PM
Manufacturing pumps & valves
for over 50 years!
High Pressure BIO Fuel Pumps
Single & Two Stage Mini Pumps for residential applications
R & V Series Pumps for Industrial and Commercial Burners
Supply and Transfer pumps for fuel oil distribution systems
Duplex Manual and Automatic Pump & Motor Sets
Oil Safety Valves and Regulating Valves
Available for immediate delivery!
Call our toll free number 800-766-1233
www.websterfuelpumps.com
A Division of Capital City Tool, Inc.
Webster®
Fuel Pumps & Valves
386399_Webster.indd 1 7/17/08 9:57:51 PM
• Management
• Design/Build
• Facility Maintenance
• Petroleum Storage
• Fleet Maintenance
• Compliance
• Full Stocking Distribution
• Rapid Response Time
• Results & Solutions to Meet
Your Needs!
Construction
Services
Parts & Equipment
Construction
Services
Parts & Equipment
ons
t
r
uc
t
i
on
ons
ons
t
t
t
t
t
r
r
r
u
uctuc
t
t
i
i
i
i
i
o
on
on
Construction & Petroleum Services
Glen Burnie, MD
(410) 761-1200
Toll Free (877) 655-4953 • www.SWsvcs.com
Service Available: 24/7!
East Syracuse, NY
(315) 414-0494
363531_sandw.indd 1 9/12/08 2:13:20 PM
40 Empire State Petroleum Association • 2008
PRODUCTS & SERVICES MARKETPLACE
METER
TICKETS
TO FIT ANY
APPLICATION;
GIVE US A CALL
•
METER TICKETS
• STATEMENTS
• INVOICES
• DOOR KNOB
ENVELOPES
• STOCK FORMS
• LABELS
386336_Wehof.indd 1 7/21/08 8:20:32 PM
VINCENT F. MITCHELL
President
V.F. Mitchell Agency LLC
831 Maple Road • Williamsville, NY 14221
Offi ce: (716) 204-1088 • 800-701-5835
Fax (716) 204-1099
E-mail: vince@mitchellagencyllc.com
Members of Hudson Valley Oil Heat Council, NYOHA, NY
Propane Gas Association, Oil Heat Institute of Eastern NY,
Central Oil Heat Council ESPA, Long Island Oil Heat Institute
338064_VFMitchell.indd 1 8/27/07 3:38:46 PM
J.P. NOONAN TRANSPORTATION, INC.
66 Western Avenue
West SpringÀ eld, MA 01089
Phone: 413-732-5991 1-800-966-5991
Cell: 508-813-3800
Fax: 413-732-5950
Web: www.jpnoonan.com
Mark Halpin
Account Representative
mhalpin@jpnoonan.com
394347_noonan.indd 1 8/25/08 1:16:00 PM
Peter J. Carini
Chairman
Chief Executive Offi cer
One Radisson Plaza, Suite 801
New Rochelle, New York 10801
Tel. (914) 576-6190
Fax (914) 576-6126
pcarini@championenergy.com
We have proudly supported
We have proudly supported
the ESPA since 1941
the ESPA since 1941
294561_Champion.indd 1 8/9/06 5:29:33 PM
EDWARD CUCCURULLO
PRESIDENT
WAREX TERMINALS CORPORATION
1 SOUTH WATER STREET
P.O. BOX 488
NEWBURGH, N.Y. 12550
(845) 561-4000
FAX: (845) 562-4500
ecucc@warexterminals.com
www.warexterminals.com
336989_Warex.indd 1 8/21/08 8:41:06 PM
CONFIDENCE
H
EATING
H
ELP.COM
OPEN 24/7
386425_holohan.indd 1 6/19/08 10:56:06 PM
Empire State Petroleum Association • 2008 41
Buyers’ Guide Listings
BIODIESEL PRODUCERS
393893_Innovation.indd 1 8/13/08 10:39:33 AM
Innovation Fuels
126 Passaic St
Newark, NJ 07104
Phone: (917) 699-8877
Fax: (212) 656-1836
E-mail: bob@innovationfuels.com
Web: www.innovationfuels.com
Innovation Fuels is a leader in the biodiesel
industry. With strategic port locations within the
U.S., we have a regional focus and global reach.
Our biodiesel is produced from a variety of virgin
oils, creating a sustainable, high performance fuel.
We supply premium Agri biodiesel, as well as bio
heat blends and other custom blends meeting
customers’ specific requirements. As an accredited
BQ-9000 producer, we manufacture to the highest
standards using proprietary technology at our
biodiesel refineries, 24 hour rack with truck scale
on location. Taking care of our customers is our
number one business priority
Contact Bob Lindenbaum, CMO, 917-699-8877,
bob@innovationfuels.com
OIL COMPANIES
™
387343_global.indd 1 6/25/08 9:48:28 AM
Global Companies LLC
800 South Street P.O. Box 9161
Waltham, MA 02454
Phone: (781) 275-0131
Fax: (781) 398-9220
E-mail: MLaFrance@globalp.com
Web: www.globalp.com
A History of Dependability
For more than 50 years, Global has served the
energy and fuel requirements of a broad spectrum
of commercial, industrial and government
operations throughout the Northeast. Our
customers are diverse, including local independent
heating oil, gasoline and diesel fuel distributors,
state and municipal agencies, utility companies
and other commercial end-users. Customers
benefit from our vast experience in energy markets
and our dedication to meeting their needs. Global
has a proven record of supply under difficult
market conditions. Our expertise in traditional and
emerging fuel markets enables us to be at the
forefront of reliable energy supply.
389818_Aztech.indd 1 7/2/08 9:54:06 PM
BICK & HEINTZ, Inc.
• New Trucks & Tanks
• Tank Testing & Inspections
• Meter & Register Repairs
• ASME “R” Stamp Repair Shop
• Pump Repairs
1101 Stark Street, Utica, N.Y. 13502
800-662-1566
315-733-7577 fax: 315-733-7570
THE LARGEST INVENTORY OF TANK TRUCK PARTS IN N.Y.S.
Est. 1921
42 Empire State Petroleum Association • 2008
Index of Advertisers
Advertiser.com
ABSORBENTS
C G Industrial Safety Supply ....................................... 37
ACCOUNTING SERVICES
Libero & Kappel, CPA ................................................. 28
Weiser, LLP ................................................................ 35
ADDITIVES
ADT Fuel Additives ....................................................... 5
BIODIESEL PRODUCERS
Innovation Fuels......................................................... 41
BIOHEAT®
Advanced Fuel Solutions ............................................ 35
BOILERS
Bradford White Corporation .......................................... 4
BULK PLANT EQUIPMENT
Bradford White Corporation .......................................... 4
Savage Associates ..................................................... 10
BURNERS
Carlin Combustion Technology, Inc. ............................ 30
COMPLIANCE- PETROLEUM BULK STORAGE
C2G Environmental .................................................... 38
COMPUTER HARDWARE & SOFTWARE
Automated Wireless Environments, Inc. ...................... 28
ADVERTISER WEB ADDRESS PAGE
A & M Truck Center Corporation ....................................... www.aandmonline.com .............................................................. 29
ADD Systems ..................................................................... www.addsys.com .......................................................................37
ADT Fuel Additives ............................................................. www.ADTFuelAdditives.com ......................................................... 5
Advanced Fuel Solutions ................................................... www.fuelsolution.com ................................................................ 35
Amthor Inc. ........................................................................ www.AmthorInternational.com .................................................... 34
Angus Energy, ................................................................... www.angusenergy.com .............................................................. 31
Atlantic Detroit Diesel-Allison ........................................... www.atlanticdda.com ................................................................. 21
Automated Wireless Environments, Inc. ........................... www.automatedwireless.com ..................................................... 28
Aztech Technologies .......................................................... www.aztk.com ............................................................................ 41
Boston Environmental ....................................................... www.bostonenv.com................................................................... 24
BP Petroleum ..................................................................... www.bp.com .............................................................................. 18
Bradford White Corporation .............................................. www.bradfordwhite.com ............................................................... 4
Buckeye Energy Services, LLC .......................................... www.buckeyeenergyservices.com .............................................. 37
C G Industrial Safety Supply.............................................. www.cgindustrialsafety.com .......................................................37
C2G Environmental ............................................................ www.c2g.us ...............................................................................38
Carlin Combustion Technology, Inc. .................................. www.carlincombustion.com ........................................................ 30
Champion Energy Corp. ..................................................... www.championenergy.com .........................................................40
Citgo Petroleum ................................................................. www.citgo.com .................................................... inside back cover
CK Business Consultants, Inc............................................ www.ckbc.net .............................................................................29
COCARD .............................................................................. www.cocardprocessing.com .......................................................38
Conifer Energy ................................................................... www.coniferenergy.com ...............................................................8
Dan Holohan Associates, Inc. ............................................ www.heatinghelp.com ................................................................ 40
ESMI of New York .............................................................. wwwesmiofny.com .....................................................................25
Federated Insurance .......................................................... www.federatedinsurance.com ....................................................20
GES ..................................................................................... www.gesonline.com ................................................................... 38
Global Companies, LLC ...................................................... www.globalp.com ....................................................................... 41
Grundfos Pumps Corporation ............................................ www.grundfos.us........................................................................12
Hess Corporation ............................................................... www.hess.com ............................................................................. 6
Innovation Fuels ................................................................ www.innovationfuels.com ........................................................... 41
ITT McDonnell & Miller ...................................................... www.mcdonnellmiller.com .......................................................... 16
J.P. Noonan Transportation ................................................ www.jpnoonan.com ....................................................................40
Kinetic Laboratories .......................................................... www.k100fueltreatment.com ...................................................... 38
Libero & Kappel, CPA ......................................................... www.liberoandkappel.com..........................................................28
MID:COM ............................................................................ www.midcomcorp.com ...............................................................13
The Powderhorn Agency ................................................... www.powderhornagency.com ..................................................... 26
Priority Payment Systems ................................................. www.prioritypaymentsystems.com ............................................. 36
S&W Services Inc., EPE...................................................... www.swsvcs.com ....................................................................... 39
Sarva Bio Remed, LLC ....................................................... www.sarvabioremed.com ...........................................................21
Savage Associates ............................................................. www.petrochemtech.com ........................................................... 10
Shell/Motiva Enterprises ................................................... www.motivaenterprises.com ................................ inside front cover
Sprague Energy ................................................................. www.spragueenergy.com/bioheat.htm ............... outside back cover
Valero Energy Corporation ................................................ www.valero.com ........................................................................... 3
Warex Terminals Corporation ............................................ www.warexterminals.com .......................................................... 40
Webster Fuel Pumps & Valves ........................................... www.websterfuelpumps.com ......................................................39
Wehof Forms ...................................................................... www.formspro.net ......................................................................40
Weiser LLP ......................................................................... www.weiserllp.com ....................................................................35
ZCL Composites, Inc .......................................................... www.zcl.com .............................................................................. 22
COMPUTER SYSTEMS & SOFTWARE
ADD Systems ............................................................. 37
CONSULTANTS
Aztech Technologies .................................................. 41
CK Business Consultants, Inc. .................................... 29
CREDIT CARD PROCESSING
COCARD .................................................................... 38
ELECTRONIC REGISTERS
MID:COM ................................................................... 13
ENERGY PRODUCTS
Champion Energy Corp. ............................................. 40
ENVIRONMENTAL CONSULTANTS
Boston Environmental ................................................ 24
C2G Environmental .................................................... 38
ENVIRONMENTAL CONSULTING/ENGINEERING
Aztech Technologies .................................................. 41
ENVIRONMENTAL SERVICES
ESMI of New York ....................................................... 25
GES ........................................................................... 38
FUEL ADDITIVES
Advanced Fuel Solutions ............................................ 35
Kinetic Laboratories ................................................... 38
FUEL OIL PUMP MANUFACTURERS
Webster Fuel Pumps & Valves .................................... 39
FUEL PERFORMANCE ADDITIVE PROGRAMS
Sprague Energy ................................ outside back cover
HEATERS
Turbonics ................................................................... 39
HYDRONIC SYSTEMS
Bradford White Corporation .......................................... 4
INSURANCE
Conifer Energy ............................................................. 8
Energy Insurance Brokers, Inc .................................... 24
Federated Insurance .................................................. 26
The Powderhorn Agency ............................................ 20
V. F. Mitchell Agency ................................................... 40
LOW WATER CUT-OFF PROBES
ITT McDonnell & Miller ............................................... 16
OIL BOILERS
Bradford White Corporation .......................................... 4
OIL COMPANIES
Global Companies, LLC .............................................. 41
Shell/Motiva Enterprises ......................inside front cover
OIL SPILL ABSORBENTS
C G Industrial Safety Supply ....................................... 37
PETROLEUM MARKETERS/REFINERS
BP Petroleum ............................................................. 18
Citgo Petroleum .................................. inside back cover
Valero Energy Corporation ............................................ 3
PETROLEUM PARTS & EQUIPMENT
S&W Services Inc., EPE .............................................. 39
PETROLEUM REFINERS & SUPPLIERS
Buckeye Energy Services, LLC ................................... 37
PETROLEUM TRANSPORTATION
Amthor Inc. ................................................................ 34
J.P. Noonan Transportation ......................................... 40
PETROLEUM WHOLESALERS
Hess Corporation ......................................................... 6
Sprague Energy ................................ outside back cover
Warex Terminals Corporation ..................................... 40
POS SYSTEMS
Priority Payment Systems .......................................... 36
PRINTING & BUSINESS FORMS
Wehof Forms ............................................................. 40
PUMPS
Grundfos Pumps Corporation ..................................... 12
REMEDIATION OF FUEL OIL FUMES
Sarva Bio Remed, LLC ............................................... 21
REPAIR/SALES/SERVICE- DIESEL ENGINES,
ALLISON TRANSMISSIONS
Atlantic Detroit Diesel-Allison ..................................... 21
RISK ASSESSMENT
Oil Well ...................................................................... 14
TANK LININGS/CATHODIC PROTECTION
Bradford White Corporation .......................................... 4
TANKS & ACCESSORIES
Bradford White Corporation .......................................... 4
ZCL Composites, Inc. ................................................. 22
TRADING & RISK MANAGEMENT
Angus Energy, INC ..................................................... 31
TRAINING
Dan Holohan Associates, Inc./HeatingHelp.com .......... 40
TRUCK & TANK SALES
A & M Truck Center Corporation ................................. 29
Bick and Heintz, Inc. .................................................. 41
WATER HEATERS
Bradford White Corporation .......................................... 4
339191_Citgo.indd 1 7/17/07 5:53:23 PM
PARTNERING WITH CITGO CAN BE AND YOUR COMMUNITY.
Join the CITGO team to discover a unique way of doing business. Our flexible
programs, extraordinary service and deep commitment to the communities we
serve are just a few of the ways the people of CITGO are there at every turn.
THERE AT EVERY TURN.
For more information, contact Steve Morris at 1-800-225-2352 or smorri1@citgo.com.
339191_Citgo.indd 1 7/17/07 5:53:23 PM
Just one unscheduled service call can drain
the entire profitability out of an annual service
contract. Those calls also mean you have less
time to generate additional revenue through
equipment sales and installations.
HeatForce™ premium heating oil from
Sprague helps eliminate costly unscheduled
service calls with its powerful additive
package including:
tDispersant – Gradually cleans the
entire heating oil system
tCorrosion Inhibitor – Prevents rust
in heating oil systems
tFuel Stabilizer – Keeps fuel fresher,
longer
Learn more. Go to
www.spragueenergy.com/heatforce.htm
Or call 1-800-225-1560.
You can find a way to manage
unscheduled service calls.
Or you can find a way
to eliminate them.
390525_Sprague.indd 1 7/8/08 10:28:09 PM
