Need to replace a circulator on a project? Without calling someone? Without, dare I say it, without doing the Math? This quick program is going to review what circulator is there, how to cross reference and even review some troubleshooting tips, even confirm the circulator is doing what you want it to do!

Bio coming soon!

Strategies to either reduce or eliminate kerosene dependency in either heating oil or motor fuel (on-road & offroad) applications. With recent kerosene price spikes and lack of availability, this session will explain those fuels characteristics and how reduced blends with additives can provide the performance needed in our marketplace. This session will also explain how tank / storage conditions can affect cold flow performance, and tools to help improve tank housekeeping by keeping water out!

Leo Verruso is the General Manager of Advanced Fuel Solutions (AFS) since 2011 and has been an active member of our industry for over 30 years. AFS manufactures fuel additives to enhance the performance of all liquid fuels. Leo is an active Board Member of the newly rebranded National Energy & Fuels Institute (NEFI), as well as on the Board of Hudson Valley Oil & Energy Council and Upstate New York Energy Association. In addition to his position at AFS, Leo is the co-founder of Vets2Techs, a 501(c)(3) organization to help connect United States Military Veterans with the workforce development needs of the energy industry.

There has been an increase in the number of calls for binding fuel pumps with no obvious signs of water in the fuel tank. These jobs can quickly become a major expense and annoyance for all involved. This presentation will get to the root causes and more importantly, easily implementable solutions to solve the problem rapidly with a minimum of effort and cost. 

Robert (Bob) O’Brien has extensive background in oilheat and HVAC installations and service, O’Brien is responsible for NORA’s education and training initiatives, including NORA’s Bronze, Silver and Gold technician certifications and continuing education. O’Brien’s impressive resume includes in-field experience as an oilheat technician and service manager, owner and principal of Technical Heating LLC, Mt. Sinai, NY, instructor for Oilheat Comfort Corp. and Research & Technical Consultant for NORA. Additionally, O’Brien is currently on the NFPA31 and BPI Technical Standards committees and serves as an officer with the National Association of Oil & Energy Service Professionals.

Low voltage wiring & troubleshooting don’t have to be confusing although a lot of technicians struggle at times with it. This class will present the concepts and skills needed to successfully handle  most  of the challenging issues faced in the field with a focus on practical application and minimal theory. 

Robert (Bob) O’Brien has extensive background in oilheat and HVAC installations and service, O’Brien is responsible for NORA’s education and training initiatives, including NORA’s Bronze, Silver and Gold technician certifications and continuing education. O’Brien’s impressive resume includes in-field experience as an oilheat technician and service manager, owner and principal of Technical Heating LLC, Mt. Sinai, NY, instructor for Oilheat Comfort Corp. and Research & Technical Consultant for NORA. Additionally, O’Brien is currently on the NFPA31 and BPI Technical Standards committees and serves as an officer with the National Association of Oil & Energy Service Professionals.

This program is developed to provide the necessary knowledge to upgrade your fuel system components and burner to ensure safe reliable combustion using Bioheat through B100. This course will introduce two Beckett burner platforms compatible with B100; the updated AF/AFG and the all new RF175. Learn what makes these burners different both mechanically and electronically with new pump materials and new oil primary flame sensing capabilities.

Alan Wornham is a Technical Support Agent and Lead Trainer for R.W. Beckett. He brings with him over 30 years’ experience as a service technician, service manager and Vocational educator. His strengths are many, honed in the military and at a leading multi-state oil and propane company. His interpersonal skills rank high on his list of attributes. Alan is committed to his trade as evidenced by his involvement and membership in OESP.

Regulatory Issues

Richard P. Schweitzer is the regulatory counsel for NEFI. He is an attorney in Washington, D.C. with more than 20 years of experience in handling regulatory, legislative and litigation matters for transportation companies and their trade associations. The practice includes a broad base of administrative, tax, corporate and international issues, involving the executive, legislative and judicial branches of the federal and state governments.

Be educated on how monthly payment financing and federal incentives can help grow your install business.

Greg Burns is a successful 25-year veteran of the Liquid Fuel/HVAC and the Energy Efficiency Financing industries. During his career, he has managed successful large regional residential and commercial sales teams focused on liquid fuels and HVAC and Plumbing equipment sales. In his current position as VP of National Accounts at Watercress Financial, Greg educates contractors on how adding monthly payment financing into their sales process can increase closed sales by at least 10% and installation ticket size can increase by up to 25%.

The propane and oil business has a reputation for evolving through change and being stronger for it on the other side. The last few years are no exception to this rule, as owneroperators have experienced some of the most challenging times in history. From changing how to operate business amid a pandemic to instituting new and different safety protocols, the way of doing business has changed dramatically. In addition, large consolidators have been picking off family-owned businesses and growing their national brand in local markets. Second and third-generation owners who had not previously considered selling, sold. Some who had next gen in the business learned their kids did not want to stay in business or found that their kids wanted to take advantage of higher than normal values and get out to focus on something else. For family business owners who are feeling the pressure to sell, or those who are not sure how to compete, or who want to make the investments to compete, there are options that do not mean selling it all. You can be in control of your options and build a plan to achieve your desired goals. Whether it is building generational wealth, creating opportunities for key managers or family members, or simply not leaving the industry you love so much, there are options.

Kendall Rawls is the Director of Development for The Rawls Group. Since officially joining the firm in 2004, she has navigated issues that many business owners face, including working effectively with family, building rapport with key management and outside strategic partners, influencing teamwork, and implementing strategic initiatives to drive growth and increase organizational performance. Kendall knows and understands the challenges that impact entrepreneurial-owned businesses’ success and offers a unique perspective derived from her background and experience as a second-generation, family-member-employee of The Rawls Group. Kendall is a frequent contributor to national industry publications in automotive retail, multi-unit franchise, marine, and energy. In her spare time, Kendall enjoys spending time with her dog, practicing yoga, playing beach volleyball, and volunteering for her local neighborhood association.

Golden Handcuffs will review what Golden Handcuffs is and how to use it and the great benefits to you and your employees. Golden Handcuffs is a key employee plan whereby you offer an employee a contract that says if you stay for XX year I will give you a bonus of Y (has to be life changing). Then you go get a life insurance policy to fund the plan, it accumulates value and if the employee stays great you earned bonus.

Bio coming soon!

A deep dive into DQF file management, including best practices, potential problems and discussion of solutions and tools available for remain in compliance.

Bio coming soon!

After a challenging winter that saw fuel retailers plagued by warm weather, price spikes and legislative obstacles, the summer offers time and space to bounce back and build your business. A strong off-season marketing campaign can set your company up to gain market share, increase equipment sales, offer new services and attract new customers and staff. PriMedia will show you how the resilient nature of our industry can fuel even greater success in the months ahead.

David Heiser is the Regional Sales and Marketing Coordinator for PriMedia, Inc. He has represented PriMedia for over 20 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 training. In addition to his other responsibilities, David is also head of advertising services for Oil & Energy Magazine.

The 30-hour work week, the great resignation, quick quitting, quiet quitting—these are terms employers should familiarize themselves with as we move into a new world. Closer to home, the average age of technicians and drivers in our industry is 55.  Couple that with the fact that the average millennial stays at their job for less than 2.8 years. To say the workforce landscape is changing would be a drastic understatement.

In this hour-long presentation, Gerry Brien of Generation Next Energy Pros and Marty Kirshner of Gray, Gray & Gray will talk about the challenges the industry is facing, the impact of not addressing them, and solutions to navigate this complex terrain. The presentation will include the following: How to recruit the next generation, Tools you can use in the industry to find this talent and Effective onboarding techniques.

Additionally, this presentation will not only address how to find new talent, but it will also focus on how to take care of you most important asset- your existing employees. Some of the topics will include the following: Creative incentive programs, Tools and techniques to keep your employees happy and productive and Employee Focus Groups.

This seminar will provide you will the know how to create a sustainable workforce development strategy for your company.

Marty Kirshner is head of our Energy Business Practice Group, Marty Kirshner’s depth of experience in the energy industry gives him the power to do more for clients. He serves fuel oil and propane clients as a strategic advisor and consultant on all aspects of financial and business operations, including transactional consulting, benchmarking, cost allocations, strengthening internal controls, and identifying opportunities for increased profitability, and attaining long-term goals. A graduate of the University of Massachusetts at Amherst, Marty earned his Master’s degree in Accounting at Northeastern University. He is a member of the American Institute of Certified Public Accountants (AICPA) and the Massachusetts Society of CPAs (MassCPAs).on to his other responsibilities, David is also head of advertising services for Oil & Energy Magazine.

Gerry Brien is the Senior Vice President of Consumer Focus™, a marketing firm that specializes in developing strategic communications for the home heating oil and propane industry. Gerry has nearly two decades of experience in helping energy companies of all sizes across the U.S. take their businesses to the next level by using creative marketing to boost sales and increase profits. And his expertise doesn’t end there. In addition to Consumer Focus, Gerry is responsible for the sales and marketing efforts of the TankSure® Program, an industry-standard environmental protection program, and P3 Propane Safety, a propane compliance and safety management program. Recognizing the oil and propane industry had a workforce development challenge, Gerry was responsible for starting two program to help address the workforce issue. In 2015, Gerry helped co-found Vets 2 Techs. Vets2Techs marries veterans seeking employment with oil and propane companies seeking candidates that are loyal, hardworking and dedicated. In 2016, Gerry was responsible for creating another workforce development program, Generation Next Energy Pros. Generation Next Energy Pros helps connect students in the trades with oil and propane companies. Gerry resides in Milton, MA with his wife and three daughters. Gerry received his bachelor’s degree from Bryant University in Smithfield, RI.

Explore the most common diesel fuel challenges that business owners and fleet managers face today. We will investigate why these everyday occurrences happen, how they affect your equipment and brand, and why a superior fuel-quality program should be top priority in every business running on four wheels. By attending, the audience will learn why ultra-low sulfur diesel was only the beginning of a changing fuel slate, how current OEM engine and aftertreatment system designs will challenge every diesel fleet, and how implementing a fuel-quality program will protect both the bottom line and brand. Attendees will leave with a complete understanding of how to overcome the daily challenges, and to conquer the game of cold weather operation, as well as regen issues, restoring lost fuel economy, and extending fuel filter life.

Bio coming soon!

There are many benefits of having respectful and civil communication in your workplace. These benefits include better teamwork, reduced stress, increased productivity, and high levels of job satisfaction. In this training you will learn how to make sure your workplace is respectful of all employees, identify behaviors that can lead to disrespect and incivility, and learn how to ensure respectful and civil communication among all employees and managers. Learning Objectives: Understand and define a respectful workplace, Barriers to respectful workplace and Tips on respectful communication.

Kelly Ravenscroft, LICSW, RYT, CEAP, Director of Training and Employee Development, Kelly is a Licensed Independent Clinical Social Worker, a Certified Employee Assistance Professional, and a Registered Yoga Teacher. She specializes in self-care and wellness and offers trainings on topics such as stress management, positive psychology, work-life balance, meditation, mindfulness, yoga and breathing. She has worked in human services for over twenty years and has been with Coastline EAP since 2011.

Day-to-day operations do not change much from month to month but how quickly 5 years pass…. How do we keep up with & fine-tune our operation to make sure we are not stagnating or, worse, falling behind?

Businesses are run with sales and marketing functions, financial functions, and operational functions – often as semi-integrated silos. Today, more than ever, these parts of the company, all under the leadership of the executive team and with the support of those who execute strategy, need to work together – sharing goals, information, and planning.

Join Phil Baratz of Angus Energy as he presents a few illustrations of the above and how our industry responded, and the lessons learned for the future. Get ready for some “Fuel for Thought” on how to run an efficient and profitable business in 2023. Topics to be covered are: Supply, Receivables, Financing, Staffing, Consumption and Delivery Planning.

Phil Baratz is CEO at Angus Energy. In 2021 his firm celebrated its 30th Anniversary, and over the last 3 decades, they gained a unique understanding of data and how to convert that information into increased profits for heating oil and propane companies.

He is a board member of several industry associations as well as several privately owned energy companies. Since 1991, Phil has written a monthly column in Indoor Comfort Magazine and has been published in a variety of trade publications.

We will walk you through technology and techniques to help your team leave every house with a sale. How to enable technicians to sell more as well as learn about technology to support the sales process.

Eric Gervase joined the Cargas team in 2017 with 15 years of sales experience, primarily in marketing/publishing software. Eric has always been interested in helping businesses use technology to help grow their business. As Sales Manager for the CRM team, Eric does just that, working with businesses to improve their software solutions so they can feel confident, grow faster, and focus on what they do best. Over the past 5 years, Eric has had the pleasure of working with a wide variety of Cargas’ energy customers to help them establish better sales and marketing practices through CRM and Marketing Automation technology.

John Ratchford joined the Cargas team in 2022 with an extensive background in leading and supporting sales teams. As the owner of a consulting business, John helped businesses implement strategic sales initiatives like developing sales methodology and processes, tracking key business metrics, and increasing revenue. He’s also worked within Energy and HVAC companies to lead those efforts. At Cargas, John leads the sales organization focused on business development, revenue growth, and sales execution for both new and existing customers. John is passionate about building a strong, positive culture and trust with his teammates.

Wouldn’t it be wonderful if we lived in a world where everyone gets along and does what they are supposed to do, when they are supposed to do it, and the way WE want it done? Unfortunately, that is rarely a reality, especially in the dynamic, fastpaced (and often male-dominated) world of Heating and Energy Vendors who ever promise and under-deliver, clients that won’t return phone calls, and colleagues that don’t follow through can leave even the most patient professional disappointed and frustrated. In this high-impact, interactive session, Jan Spence will share the warning signs you are dealing with a “difficult” person and provide a different approach to making your interactions more meaningful and successful. Participants will leave with immediate, actionable tools that will be used to set boundaries, maintain a more positive outlook and ultimately be more productive when faced with challenging individuals. In this session, attendees will learn: 5 tips for coping with challenging people, including Jan’s “ALOHA” method, 3 magical phrases to clear up any confusion that arises & How to set and manage expectations via Jan’s “ARC” method.

Jan Spence, CSP (Certified Speaking Professional), is an international speaker, author, and consultant. With contagious charisma and a zest for life, which make her an excellent motivator and leader, this TEDx speaker uses her vast knowledge in sales, communications, finances, and employee engagement to help numerous clients, including Pillsbury, Walmart, and Frito-Lay.

This course will provide quick and uncomplicated guideposts for troubleshooting burner operation and those repeat service calls. Learn how today’s controls can diagnose component failure through LED lights or through the myTechnician™ app. Additionally this will cover an included upload feature designed to assist and identify system operation issues. Technicians will see how to download a detailed service report after learning about the upload feature.

Jeff Rozga is the Technical Trainer for the R W Beckett Corporation in Northeast Ohio. Jeff has been with the R. W. Beckett Corporation for over 43 years. He provides training to contractors, instructors, and distributor personnel. Jeff’s areas of responsibility have included manufacturing, product development, field applications and troubleshooting burner systems. He has taught over 1100 classes in the United States and Canada on oil and gas fired heating systems along with electronic controls. Jeff currently serves on the Education Committee for OESP (Oil Energy Service Professionals). Prior to that, Jeff also served on the Nate Technical Committee for over 10 years.

A 6 CEU certified class. Why tanks fail – preventing premature failure.

1. Codes & regulations
2. Tank selection criteria
3. Installation procedures
4. Fuel lines
5. Filtration
6. Valves & accessories
7. Inspection & maintenance procedure
8. Service guides
9. Conclusion

Robert (Bob) O’Brien has extensive background in oilheat and HVAC installations and service, O’Brien is responsible for NORA’s education and training initiatives, including NORA’s Bronze, Silver and Gold technician certifications and continuing education. O’Brien’s impressive resume includes in-field experience as an oilheat technician and service manager, owner and principal of Technical Heating LLC, Mt. Sinai, NY, instructor for Oilheat Comfort Corp. and Research & Technical Consultant for NORA. Additionally, O’Brien is currently on the NFPA31 and BPI Technical Standards committees and serves as an officer with the National Association of Oil & Energy Service Professionals.

With multiple challenges facing energy company owners and managers, it is more important than ever to strengthen your banking relationship. Working with your banker or other lending resource requires time and attention. In this seminar you will learn what you can do to make sure your banker remains committed to your business. We’ll discuss how and why successful energy leaders make the banking relationship a cornerstone of their management strategy.

This is particularly important as interest rates continue to rise. Bankers who are familiar with the energy market will understand how industry trends like acquisitions and consolidations have impacted company values, making an up-to-date valuation essential; and why higher interest rates increase the value of intangibles like your customer list, which can lead to a larger line of credit.

Among the topics we will cover are: How to communicate more effectively with your banker, What your banker needs to know about your business, and why, Why you need to educate your banker about the energy business: seasonality, price volatility, and gross margin vs. gross profit, How to convince your banker to increase your credit line, Do you really need to follow GAAP reporting for financial statements?, How do higher interest rates impact your banking relationship?, How new leasing standards could impact your loan covenants (or not!), What industry-specific factors impact the value of your business & Ways to “clean house” to build the value of your company.

You’ll leave this presentation with a better understanding of how a banking relationship should work, with concrete actions for better communications with your bankers at a critical time, along with a series of steps you can take to improve the value of your business for financing purposes.

Marty Kirshner is head of our Energy Business Practice Group, Marty Kirshner’s depth of experience in the energy industry gives him the power to do more for clients. He serves fuel oil and propane clients as a strategic advisor and consultant on all aspects of financial and business operations, including transactional consulting, benchmarking, cost allocations, strengthening internal controls, and identifying opportunities for increased profitability, and attaining long-term goals. A graduate of the University of Massachusetts at Amherst, Marty earned his Master’s degree in Accounting at Northeastern University. He is a member of the American Institute of Certified Public Accountants (AICPA) and the Massachusetts Society of CPAs (MassCPAs).

Steve Abbate is the founder of Cetane Associates. With more than 34 years of experience in the downstream energy industry, Steve has been involved in the acquisition of over 250 retail energy marketers. Steve’s company, Cetane Associates, is one of the leading M&A advisors in the delivered fuels industry. In addition to advising on acquisitions, the company performs valuations and strategic planning for clients.

At the start of 2020, no one could have guessed what lay ahead. Price volatility from a global pandemic followed by a war in Europe involving one of the world’s largest crude oil and natural gas producers was unprecedented. ULSD futures moved by more than $5.00 in just two years. So far, this has been a decade full of risk and opportunity for our industry. What lessons have we learned that will make us better marketers in the future? What have we done successfully in the past that we need to refocus on? How are companies growing gallons in this environment? Elaine Levin of Powerhouse, a price risk management firm, will share ideas for you to build your business and protect profit margins in an uncertain world.

Elaine Levin is President of Powerhouse. She has over 30 years of experience working worth with energy producers, refiners, marketers, and consumers executing hedging strategies. Prior to joining Powerhouse, Elaine was Vice President, Futures Specialist at Morgan Stanley. She has taught the principles of price risk management to hundreds of senior energy industry executives and was the principal instructor for the highly regarded OPIS Fuel Hedging University for over 14 years. Now the instructor of Powerhouse’s Practical Hedging Course, Elaine has addressed many energy associations on risk management, including SIGMA, NEFI and NACS. Elaine is Past President of the National Capital Area Chapter of the U.S. Association for Energy Economics. She graduated summa cum laude from Marymount University in Virginia with a Bachelor in Business Administration with a concentration in finance.

They say the Best Defense is a Good Offense, and when it comes to protecting your company from litigation resulting from an accident or incident, nothing could be more true. If you are an owner or manager, what can you do to shield your people and your company from a suit seeking damages or compensation for personal injury? Common refrains include fuel companies that either did not have written policies for their staff, did not train at all, did train and did not document the training, or had written policies and procedures and they were not adhered to by company personnel. More importantly, some companies do all of the above and sadly have no oversight and review structure to ensure trained employees are doing what they are trained and directed to do.

Mike Digiorgio is a 40-year veteran of the propane industry and is one of the country’s most respected and well known consultants, Subject Matter Experts, and Educator. Mike spends considerable time working with attorneys who are representing fuel companies from plaintiffs suing fuel companies after the companies are involved in incidents or accidents

Tom Butcher will present new NORA data on air quality and the impact of liquid fuel heating systems. A comparison with wood burning and cooking operations with gas and electric stoves has been made using a new field measurement method. Dr. Frank will present the results of her work on comparing greenhouse gas emissions and economics of heating system options.

Tom Butcher is the Technical Director of the National Oilheat Research Alliance and works at the NORA lab in Plainview, New York. Between NORA and his work at Brookhaven National Lab, Tom has over 40 years of experience in combustion and building energy systems research. His areas of focus include handling and combustion of biofuels, heat and mass transfer in novel energy conversion systems; efficiency; and air pollutant emission measurements. Tom received his B.S. at the U.S. Merchant Marine Academy in Marine Engineering, and an M.S. Degree in Mechanical Engineering at Stevens Institute. Tom completed his Ph.D. at Stony Brook University, also in Mechanical Engineering.

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Michael Devine was appointed President of the National Oilheat Research Alliance effective March 1, 2022. Devine came to NORA after having served as Vice President of Sales & Business Development for World Energy. As part of the Senior Management Team, he managed day to day activities for sales and volumes at terminals, prepared monthly and annual budgets, and developed key national accounts including FedEx, UPS, Chevron, Ryder, The Union Pacific Railroad and others. Devine has deep roots in the oilheat industry. He began his career in his family’s business, Devine Brothers of Norwalk, CT. He started as a truck driver and service technician, growing into roles as sales manager, vice president and president of the 50+ employee, third-generation business. He is a member of the NORA board and has been a positive and active voice in supporting the oilheat and liquid heating fuels industry for decades.

As a business owner or manager, you need to be aware of the latest developments in employment law and how they affect your business. Whether it's hiring and firing, wages and benefits, health and safety, or discrimination and harassment, you have to comply with the relevant regulations and avoid costly lawsuits. At this seminar on employment law for heating and energy professionals, you will learn from an experienced employment attorney about the most important legal issues facing your industry today. Topics will include: How to handle COVID-19 related issues in the workplace, How to comply with federal and state wage and hour laws, How to prevent and respond to discrimination, harassment, and retaliation claims, How to manage employee leave, accommodation, and performance issues, and How to avoid common pitfalls and mistakes in drafting and enforcing employment contracts, policies, and handbooks. You will get practical tips on how to handle common scenarios and challenges in your workplace. Don't miss this opportunity to update your knowledge and skills in this vital area of management.

Laura Kirshenbaum is an attorney at Rose Law Partners LLP, where she specializes in employment law and litigation. She has extensive experience representing employers and employees in a variety of matters, including discrimination, harassment, retaliation, wage and hour, non-compete, and wrongful termination cases. She also advises clients on employment contracts, policies, handbooks, and compliance issues. Laura is a frequent speaker and author on employment law topics and has been recognized as a Rising Star by Super Lawyers. She looks forward to sharing her insights and best practices on how to navigate the complex and evolving landscape of employment law at HEAT '23.

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Bio coming soon!

Every leader wants accountable team members. Why? Because work gets done right, on time and cost-effectively. They want High accountability knowing it drives high productivity. So why is it then that accountability is less than stellar in most businesses? Learn the answer in this workshop as well as get take home tools you can use immediately that team members will actually LIKE! When you increase accountability, you'll create an even more engaged, fun, productive and profitable workplace!

Betsi Bixby is known and more respected than Betsi Bixby when it comes to petroleum cash flow. A high-demand speaker at North America's top refiners and professional petroleum associations, Betsi's message has reached countless marketers in all 50 states at virtually every major petroleum event across the country.