Virtual HEAT Show Schedule


Tuesday, September 22, 2020



9AM: Virtual Exhibit Hall Opens
https://virtualheatshow.com/exhibit-hall/why-exhibit/
Visit VirtualHEATShow.com/exhibit to see the dozens of industry-leading brands displaying their products and services in an all-new virtual trade show platform. Then stick around to enter our Vendor Visitor Contest for the chance to win gift cards and other great prizes. The Virtual Exhibit Hall will remain open all throughout the two-day event. Note: Attendees must first register for free at VirtualHEATShow.com/register in order to enter the Virtual Exhibit Hall. 


9:00-9:40AM: Carlin/Hydrolevel Universal Oil Controls

Bruce Graham, Carlin/Hydrolevel


This session will discuss the Universal Ignitor, the Universal Hydrostat, and the Universal Oil Primary. These controls will drastically reduce truck inventory and be a drop-in replacement for a multitude of products in the field. Tune in to see the benefits and some of the extra features that come along with these controls. 



9:00-9:40AM: When Your Toughest Jury Is You

Heather Hansen


Your Inner Jury decides your life. She chooses between fear and faith, risk and benefit, scarcity and abundance, belief and doubt. But you can help her make the choices that serve you. In this webinar you'll learn how to use the tools of a trial attorney and persuade your Inner Jury to choose the life that you want.


10:00-10:40AM: Automatic Feeders and Low Water Cut-Offs

Angel Gonzalez, Carlin/Hydrolevel


Too little or too much water in a heating system will cause damage and even be dangerous. Understand how LWCOs and programmable automatic feeders (for steam boilers) can protect the heating system and prevent failures. Learn the concepts of the Hydrolevel CycleGard LWCO and why it works, learn the settings on the Hydrolevel VXT automatic feeder, as well as how a proper automatic feeder and LWCO can prevent premature boiler failure and some of the signs of impending failure. 




10:00-10:40AM: Digital Marketing for Small Businesses

Katherine McCahill, WellVersed Marketing


Going digital doesn't have to be confusing or one size fits all. Stop feeling like you are doing ALL THE THINGS and figure out what matters to your market. We’ll go over tools and tricks to make digital marketing easier, figure out where to focus your efforts and what to cut, and provide a framework for success. Digital can be easy.




11:00-11:40AM: Navigating Conversations of Conflict without Overheating

Aimee Allen, Degree Day Consulting


There are few of us who enjoy conflict in our lives, much less in the workplace. However, there are times when we must have conversations which may be awkward and uncomfortable. There are differing personality traits and conversational styles at play, and what works for us more than likely does not work for the other person. This often creates conflict which has one or both parties getting “heated”. In this session we will discuss tools and tips on how to not get overheated, while having a productive conversation including: Understanding Empathy; Evaluating the REAL Issue; Identifying the WHY; and Clarifying Ownership and Follow-up. Walk away from this session with more confidence to approach the tough or awkward conversations, and build stronger relationships in the workplace.




11:00-11:40AM: Residential ECM Circulators: What they Do and Don’t Do

Dave Holdorf, Taco


ECM variable speed circulators are catching on fast and this session will help you understand why and give you the wisdom for your installations and your customers. We’ll cover the following topics: understanding ECM circulators and comparing them to standard efficiency circulators; the difference between ECM and standard efficiency circulators; technology used to make them variable speed; understanding how to set up and select; and calculating energy consumption and energy saved with these new variable speed circulators so that you can help your customer make good decisions.




12:00-12:40PM: Fuel Oil Treatment for the Changing Heating Oil Market

Clinton Graham, ET Products


Fuels in the heating oil market are constantly changing with increased biofuel blends. B20 is here to stay and many are looking to use blends up to 50 percent FAME and higher. A push is on in the New England market to see half or more of all fuels from renewable sources by 2050, and marketers to the fuel oil industry are scrambling to find solutions to the storage and stability problems that can come with these changes. In this session, we will discuss the changing regulatory landscape in New England; the challenges of storing biofuels and protecting storage and heating equipment; the benefits of fuel oil treatment to address storage challenges; and much more.




12:00-12:40PM: How to Sell a Heating System to a Homeowner

Roger Daviston, The Daviston Group


This session is great for service managers and technicians (who have little or no formal training in sales, even though they are on the front line with customers) as well as for HVAC salespeople and CSRs. This session will lay out a simple system that you can use to take ownership of and execute on each sales call. By learning this system, you’ll spend less time with people who are not going to buy. You’ll also leave each meeting with either a yes or a no, or explicit mutual agreement about the next step. In addition to this selling system, we’ll compare and contrast it to the buyer’s process and how their process harms you. You’ll learn how to control the sales process.




12:00-12:40PM: The Demands of a Low-Carbon Future: Disruption, Transformation & Competition

Joe Uglietto, Diversified Energy Specialists


The energy industry is undergoing a rapid transition away from carbon intensive fuels. The heating oil industry has been losing market share to competing fuels for the last 20 years, but a transition to low-carbon fuels could alter the competitive landscape. The transformation of the energy industry will have a detrimental effect on heating fuels that do not have the ability to reduce their carbon intensity and do not have a well-defined path to net-zero carbon emissions. This presentation will explore the life-cycle analysis and economics of all heating fuels, their ability to reduce carbon intensity, and how policy will impact future market share.




1:00-1:40PM: Become a Net-Zero Hero. How to Create and Communicate Your Net-Zero Message

David Heiser, PriMedia

Consumers are concerned about climate change – and right now they are getting the wrong information about heating fuels! Your company needs a strong message that will resonate with homeowners and position you as part of the environmental solution. The Bioheat® and renewable liquid fuels you sell are an immediate, deployable pathway to reach net-zero carbon dioxide emissions. The right communications strategies can help keep more customers from converting to expensive, inefficient electric heat. During this presentation, we’ll help you discover the best ways to hone and promote your company’s net-zero message, leading 
to greater customer engagement and embrace of renewable liquid fuels to reach a net-zero carbon dioxide future by 2050.




1:00-1:40 PM: Business Succession

Lisa Staron, Murtha Cullina Attorneys at Law; Bob Butkus, Federated Insurance

As a business owner, you need to protect yourself, your family, and your business. Business succession and estate planning can be overwhelming. Take the first step. Join us for this business succession and estate planning conversation where we will discuss how you can avoid frustration, taxation, and litigation when the time comes to exit your business. We are confident that this session can help you gain peace of mind.




1:00-1:40PM: Federal Policy, the 2020 Election, and the Impact on Industry Issues
Jim Collura, NEFI


This session will provide an overview of issues affecting our industry in Washington D.C., including efforts in Congress to address the COVID-19 pandemic. It will also provide an outlook for the 2020 election and how the outcome might affect our industry's legislative and regulatory priorities.




1:00-1:40PM: Flame Detection for Power Gas & Oil Burners

Jim Todd, R.W. Beckett


This class will cover flame characteristics — diffusion vs. premix flames — along with electromagnetic radiation and flame spectrum for power gas and oil burners. Detection principles, including thermal, infrared, flame rod, visible light and ultraviolet will be discussed. Also covered will be what future fuels require for detection. 




2:00-2:40PM: Your Numbers are Your Friends, Get to Know Them

Rashaan Baskerville, Angus Energy


This presentation will focus on the critical calculations that all business owners and managers must know to understand their financial strengths and weaknesses. Attendees will learn proven techniques for identifying and addressing “red flags” from a financial manager who has helped dozens of fuel companies grow their bottom line. In today’s world of economic uncertainty, these tools are more important than ever. Some areas that will be covered are liquidity, solvency and leverage, and calculating key metrics.




2:00-2:40PM: FMCSA Clearinghouse: What Employers Need to Know to Stay Compliant

Mathew Pappas, ARCpoint Labs


This session will cover one of the most complex of new federal DOT regulations – the FMCSA Clearinghouse – including your and your drivers’ drug and alcohol reporting requirements; setting up your and your drivers’ accounts; using and getting the most out of the Clearinghouse; making queries and getting consent requests; reporting violations; and frequently asked questions.




2:00-2:40PM: Truck to Tank to Burner

Jeff Rozga, R.W. Beckett


This presentation will discuss how storage of fuels may affect utilization, as well as measures to improve storage. The presentation will be based on present catalytically cracked fuel oil, ULSD and bio blends. We will discuss installation methods that will extend storage time and how marketers can help their customers improve their storage. Filtration methods for delivering the best possible fuel to the burner will also be covered.




2:00-2:40PM: Understanding 
the RFS and a Biofuels Pathway for the Industry

Lindsay Fitzgerald, REG


The next generation of industry leaders will be living in a new biofuels world where mechanisms like the Renewable Fuel Standard (RFS) may define both supply and pricing of biofuels in the future. The RFS is a federal program that requires diesel sold in the United States to contain a minimum volume of renewable fuels, i.e,. biofuel. The U.S. Environmental Protection Agency (EPA) administers the RFS program and establishes volume requirements for biofuels. Certain companies are obligated by the RFS to either buy the biofuels or purchase credits, called RINs, that represent biofuel production. Thus, volume of production, purchasing of biofuels, and pricing through RINS on an open market all come into play with the RFS, and this is one path biofuel markets may evolve into over years to come, and that future marketers need to understand. It may become as important to understand as understanding trading of heating oil on the NYMEX. This session will also look at how the RFS affects your investment in biofuels currently, and which businesses stand to profit most from RIN trading.




3:00-3:40PM: Driver Hours of Service and Other New DOT Regulations

Rick Schweitzer, NEFI


NEFI Regulatory Counsel Rick Schweitzer will discuss the new DOT driver hours of service rules as well as extensions for CDLs, Medical Cards, Hazmat Endorsements and TWICs; drug and alcohol testing issues related to COVID-19; and the Canadian Electronic Logging Device rule set to go into effect in 2021.



3:00-3:40PM: Domestic Hot Water Solutions Using an Oil-Fired Boiler
Ron Anastasi, Utica Boilers

When replacing an oil-fired boiler, you should consider offering your customers a domestic hot water solution. Different types of solutions are available from older style tankless coils to more modern indirect hot water heaters and high performance DHW modules. Utica boilers will be presenting the different types of solutions along with the advantages and disadvantages of each method.  Presented by Ron Anastasi.


3:00-3:40: Be a Five-Star Business: Drive More Responses, Reviews and Loyalty
Laura Nelson, Signpost

Homeowners these days are savvy and short on time, and your business needs to be systematized – to capture and respond to leads and communicate every step of the way – in order to deliver on their expectations and earn great reviews. In this session, we'll talk about how to provide a five-star experience from end to end.


Wednesday, September 23, 2020




9:00-9:40AM: Making a Resilient Move into the “New Normal”

Joe Ciccarello, Marty Kirshner, Gray, Gray & Gray


The lingering effects of the COVID-19 pandemic and resulting economic disruption continue to impact almost every aspect of life and business. But every crisis presents opportunities for those perceptive enough to recognize and act on them. Those who are prepared to make the changes necessary to move forward smartly and confidently will emerge stronger. This means creating a more resilient business, one that will not only help your fuel oil or propane company to weather the current crisis successfully, but also prepare you to adapt and adjust to future challenges, either expected or unanticipated. This webinar will look at the series of steps necessary to convert your business into one that is adaptable, nimble and ready for an unpredictable future. Topics will include developing a strategic business plan to meet a challenging future; streamlining management operations; creating a stable financial base; thoughtful and intentional diversification; and much more.




9:00-9:40AM: Strategies for Successfully Launching and Maintaining Mobile Services in Tracking Your Propane Safety Documentation

Kyle Koerber, Boston Environmental


Adopting new technology is incredibly important for businesses, but many heating fuel and HVAC companies still rely on a paper-driven process for critical documentation. If it were easy to adopt a mobile platform it would have already been done. This seminar will review the importance 
of safety documentation for propane marketers and how mobile technologies like the P3 Compliance System and P3 Mobile Application Service can improve safety documentation processes, reduce liability, and increase efficiencies. The presentation will discuss the critical steps to take before, during, and after your mobile launch to ensure success. Presentation will include: advantages of mobile documentation; pre- and post-launch processes; strategies for lasting efficiency and success; maintaining compliance with remote auditing and photo documentation; and regulatory compliance reporting and customized training.




9:00-9:40AM: Understanding Surcharges and Convenience Fees

Marci Gagnon, Joe Gilbert, Qualpay


Over the past few years, there has been increased conversation about charging customers convenience fees to reduce the cost of credit card acceptance. As with payments in general, there are some pros and cons to charging convenience fees, different rules based on which state you are located in, and which type of payment card customers utilize. In this presentation, we will explore the convenience fee model and the benefits it might pose to fuel marketers.




10:00-10:40AM: Quickly Adapting to the New Digital Customer

John Vrabel, Mark Stillman, Energy Engine


The last six months have been historic in so many ways. Consumer behavior has been unprecedented in the accelerated demand for consumer-facing technology. Companies, in many industries, have been forced to adapt their digital tools to meet the needs of the “online everything” shopper. Those who have responded have been rewarded. Fuel is no different. Join industry experts to hear how dramatically the consumer has changed, how it has impacted business (including fuel), and how fuel companies are taking advantage of this new opportunity to add customers by the hundreds over the summer. Experts agree that these changes in buying behavior are permanent. Understand your options for quickly adapting your fuel business to be a part of the growth.




10:00-10:40AM: Surprise Changes in Business Evaluation

Steven Abbate, CETANE Associates


After much uncertainty on how business values would be affected by the pandemic, the results are in and there is a definite uptick in energy marketer business values. Industry leaders as well as non-industry investors are flocking to recession-resistant investments in essential industries including retail fuel companies. This presentation will explore the reasons behind the increases and show real-life examples of what buyers are willing to pay for quality assets. In the program, we will take a deep dive into the components that bring top offers and show how and why cash offers continue to dominate successful transactions. Bring your questions, we have your answers.




10:00-10:40AM: Don’t Buy New Tech Without Following these Basic Best Practices

Saul Cohen, Cargas


Whether you’re considering a web portal for your customers or completely new back-office software, at some point you’ll go through the process of purchasing new technology for your business. To see a return on your investment, you need to find the right solution, set it up properly, and get your team excited about using it. Learn how to navigate the buying and implementation process so you can achieve success with your new solution.




11:00-11:40AM: Protecting Your Business – You Hold the Keys

Hunter McHugh, Federated Insurance


Auto crashes continue to wreak havoc on our nation’s roads and, subsequently, in our courtrooms. The impact of an auto crash can be life-changing and business-altering. This discussion will focus on key risk management strategies to best protect both your business and employees.




11:00-11:40AM: Generating Revenue through Biofuel Blending in the MA APS Program

Katie Baker, Sack Energy


This presentation will cover in detail the procedural requirements for participating in the Massachusetts Alternative Portfolio Standard (APS) program utilizing eligible biofuel. The presentation will include key features of the mandate, program and registration requirements, eligibility criteria, reporting requirements, establishing an account with the NEPOOL GIS, and how Alternative Energy Credits are generated, minted and monetized for biofuel distributors.




11:00-11:40AM: The World Has Changed, and It Will Never Be the Same – A Q&A Session on Delivery Optimization for Our New Reality

Phil Baratz, Danny Silverman, Angus Energy


After completing one of the industry’s largest delivery and dispatch studies over two heating seasons, Angus Energy believes the results will change your entire thought process of what it means to deliver optimally. Join Phil Baratz and Danny Silverman for a review of the results of the study and a Q&A session ANSWERING YOUR QUESTIONS. Please check our virtual booth, watch our videos, prepare your questions, and write them when you register. During this presentation we will: review the delivery and dispatch data from over 2 million deliveries; reveal the four key benchmarking numbers that will help drive your delivery department strategy; share tips that will help you develop your own optimization strategy that really works; and do all of this based on the questions you send us. You have the data. You are already doing this. Now optimize it!




12:00-12:40PM: Managing B20 and Owning Success

Mark Smith, Advanced Fuel Solutions


At a summit organized by NEFI last September in Providence, RI, more than 300 industry stakeholders from across the Northeast unanimously adopted a resolution to dramatically reduce the industry’s greenhouse gas emissions. The Providence Resolution promises to cut greenhouse gas emissions from heating oil by 40 percent by 2030 and deliver a net-zero liquid heating fuel to consumers by 2050. The resolution has since been adopted by every state and local heating oil association in the nine-state Northeast. Join us as we define how Bioheat® can become the new norm and learn about blending and storage guidelines and best demonstrated practices designed to maximize the performance and efficiency of your product. The session will look at fuel quality, legacy tanks, microbial contamination, managing pour point, and much more.




12:00-12:40PM: How to Market in a Post-Pandemic Era

Gary Corbett, Warm Thoughts Communications


2020 has marked a defining moment in homeowner behavior, attitudes and purchasing habits, rapidly accelerating long-term trends. The reliance on digital commerce, bill pay and social media to stay connected has seen record usage, and research indicates these behavior shifts are here to stay. This presentation will demonstrate how the pandemic marked a tectonic shift in homeowner behavior and how companies can adapt their marketing strategies to grow in the “new normal.”




12:00-12:40PM: How Will-Call is Complicating Your Operation

Amos Epstein, Tank Utility


This session will address the rising number of will-call customers in delivered fuel. Will-call customers can be unpredictable, are less loyal to your business, and can complicate your routes and operations. Using data from hundreds of fuel marketers, we’ve figured out the best way to improve consumer stickiness. Amos will share insights on how well-oiled fuel marketers are converting their customers to automatic delivery and using methods that help keep operations and routes clear and well-planned.




1:00-3:00PM: Industry Summit II: Implementing the Road to Net-Zero


At the 2019 HEAT Show, more than 300 heating fuel industry professionals voted, without objection, in favor of the Providence Resolution. This historic agreement solidified the industry's goal to achieve 15 percent greenhouse gas reductions by 2023, 40 percent reductions by 2030 and a net-zero fuel by 2050. On September 23, 2020, liquid heating fuel business and association leaders will reconvene for Industry Summit II: Implementing the Road to Net-Zero. Here, we will outline a strategic planning document dubbed the “Net-Zero 2050 Road Map.” This plan of action will empower the heating fuel industry to move forward on the road to net-zero with confidence in our collective vision for the future and a clear map of how to get there. Do. Not. Miss.




4PM: Vendor Visitor Contest Winners Announced


Visit any booth in the Virtual Exhibit Hall at any time on Tuesday, September 22 or Wednesday, September 23, and a Vendor Visitor Contest button will appear after 60 seconds. All attendees who hit the button at 20-plus booths will be eligible to win gift cards and other prizes. Winners’ names will be posted in the Virtual Exhibit Hall at 4PM.

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