TFCA Info Magazine Spring 2015

Meet Your TFCA 2015
Board of Directors
P 10
Spirit® Petroleum Looks at
Credit-Card Skimming
and Ways to Prevent It
P 12
S P R I N G 2 0 1 5 • w w w. t f c a . i n f o
Volume 7 • Issue 1
P.O. Box 101334
Nashville, TN 37224
615-242-4377 • Fax 615-254-8117
www.tfca.info
2015 Board of Directors
Bobby Page, Hohenwald
President
Steve Isaacs, Morristown
Senior Vice President & PMAA Director
Rod Isaacs, Morristown
Vice President
John Kelly, Johnson City
Vice President
John Yeager, Morristown
Vice President
Mark Freshour, Greeneville
Director at Large
Brian Parnell, Brentwood
Director at Large
Marty Towater, Huntingdon
Director at Large
Marty Calloway, Maryville
Immediate Past President
Bo Lanier, Gallatin
Affiliate Member Director
William C. Kimbro, Nashville
Treasurer
Jim Weimar, Nashville
Assistant Treasurer
Seth Blanks, Hohenwald
Next Generation Committee
TFCA Staff
Emily LeRoy, Executive Director
Betty Brock, Membership and Meetings Director
Legal Counsel
Keene Bartley
Published May 2015
TFCA Antitrust Policy
All meetings and activities organized and
endorsed by the Tennessee Fuel & Convenience
Store Association observe and strictly adhere to
all provisions set forth in the Sherman Act, the
Federal Trade Commission Act and all other
applicable antitrust laws.
The Tennessee Fuel & Convenience Store Association and
the editor of this publication do not necessarily endorse
the statements made in advertising or contributed articles
and are not liable for anything that appears herein. Always
consult your own professional adviser before taking action
on articles in any publication.
Member of:
Contents
Transfer of Records to New Owners ........................................ 9
Meet Your TFCA 2015 Board of Directors .............................. 10
Spirit® Petroleum Looks at Credit-Card Skimming
and Ways to Prevent It ............................................................. 12
Can You Prorate Pay for an Exempt Employee
Who Worked a Partial Week Upon Separation? ..................... 15
About Federated Mutual Insurance Company ....................... 15
Boost Sales by Measuring the Right Things .......................... 16
TOSHA Begins Implementing New Federal OSHA
Reporting Requirements February 24, 2015........................... 19
Welcome Adams and Reese as TFCA Legislative Counsel... 19
Departments
From the Desk of the Executive Director..................................6
Calendar of Events .....................................................................6
President’s Corner......................................................................7
Preferred Vendors ....................................................................20
2015 Corporate Sponsors........................................................24
Advertisers
ADD Systems ............................................. 22
www.addsys.com
Modern Welding Co. of Owensboro, Inc.... 4
www.modweldco.com
BIC .............................................................. 23
www.biclighter.com
Murphy Oil USA, Inc. ................................. 18
www.murphyusa.com
C & S Canopy, Inc. ...................................... 14
www.cscanopy.com
Nashville Equipment Service, Inc. ............. 22
www.nashvilleequipment.com
CITGO ......................................................... 14
www.citgo.com
Petroleum Equipment Company ............... 17
www.peconashville.com
Federated Insurance .................................... 3
www.federatedinsurance.com
Phillips 66.................................................... 23
www.phillips66.com
Florida Rock & Tank Lines Inc. ................... 13
www.floridarockandtanklines.com
PM Environmental...................................... 23
www.pmenv.com
H.T. Hackney ................................................. 8
www.hthackney.com
RB Perry, LLC .............................................. 23
www.rbperryllc.com
Marathon Petroleum .................................... 2
www.marathonpetroleum.com
The Southern Co. Inc. ................................ 18
www.socomemphis.com
TFCA.info is published by Innovative Publishing.
Innovative Publishing specializes in creating custom publications for businesses and associations.
To find out how your organization can have its own magazine,
contact Aran Jackson at 844.423.7272 or [email protected].
www.innovativepublishing.com
TFCA.info
5
FROM THE DESK OF THE EXECUTIVE DIRECTOR
Be a Joiner
Being a member of TFCA means that you have many opportunities to participate in activities that benefit and promote the association. These activities are
also wonderful tools to help you gather information and make contacts that
can benefit your company and your career.
by Emily LeRoy
Executive Director
TFCA committees are open to all members. I encourage you to take a look at
this list and see what activity might
interest you.
Most committees will meet on June
24 this year for an all-day meeting. This
will allow you to participate in multiple
planning sessions if you wish.
Below is a list of TFCA committees. If
you are interested in being on any of
these committees, please contact me
or Betty Brock.
Convention Committee
Co-Chairs: Mark Freshour, Greeneville
Oil, and Bill Tindell, Service Tanks
Duties: Plan the annual convention
and serve as hosts, assist staff members during the convention
Education & Information Resources
Next Generation
Co-Chairs: Ryan Higginbotham and
Dustin McBride, Cox Oil Company
Duties: Plan the education programs
and oversee all communications, including mini-edition, magazine and
website; currently revamping the
TFCA website
Chair: Seth Blanks, Highland Corporation
Duties: Encourage participation by
newer members in the association,
plan education and social activities
specifically for this group, assist with
the summer event and sell mulligans
to benefit the association PAC
Insurance
Special Events
Co-Chairs: John Jewell IV, Tri Star Energy, and Bill Beach, Beach Oil
Duties: Review all TFCA-endorsed programs and endorsement proposals,
look for innovative ways to increase
nondues revenue for the association
Co-Chairs: Amy Mitchell, Southern
Energy, and Tony Stephens, Marathon
Petroleum
Duties: Plan the summer event, organize volunteers and help work the
event during registration
Membership & Sponsorship
Operations & Environment
Co-Chairs: Wes Carruthers, Downey
Oil, and Eric Cooper, Cox Oil
Duties: Promote membership in TFCA,
solicit new members, conduct annual
review of the sponsorship program
Chair: Brian Parnell, MAPCO Express
Duties: Review technical and regulatory proposals, including rulemaking
and policy changes by state agencies
JUNE 23-24
TFCA Summer Event
June 23 – Golf & Reception
Hermitage Golf Course
June 24 – Board &
Committee Meetings
Nominating Committee
Finance Committee
Education & Information
Resources Committee
Sponsorship &
Membership Committee
Next Generation & Special
Events Committee
Insurance & Affinity
Programs Committee
The Inn at Opryland
Nashville, Tennessee
CALENDAR OF EVENTS
6
JULY 1
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
AUGUST 5
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
TFCA.info
PRESIDENT’S CORNER
The Ride
As previously expressed at our annual convention, I am very honored to have
been chosen as your 2015 president! This year, I will celebrate 23 years with
Highland Corporation. I can truly say that I enjoy my role at Highland and the
challenges that our association encounters on a daily basis. Most of all, I appreciate the family values that I found at Highland.
by Bobby Page
President
“When we reach the station, that will
be it!” we cry. “When I’m 18.” “When
I buy a new 450SL Mercedes Benz!”
“When I put the last kid through college.” “When I have paid off the mortgage!” “When I get a promotion.”
“When I reach the age of retirement, I
shall live happily ever after!”
enwald, Tennessee, where I began
teaching in the local high school and
coaching high school football. Our
family became much closer, and in
1992, I was approached by David and
Connie Adcox about coming to work
for Highland. What a blessing that has
been. Highland is a place that has family at the forefront of its values. I was
very lucky that David saw a value in the
Tennessee Fuel & Convenience Store
Association and used it to expose me
to our industry. I am indebted to this
fine association, and I invite you to get
involved and enjoy the train ride with
me this year!
After graduating as a civil engineer
from the University of Tennessee in
Knoxville, I spent a good amount of
time project managing construction
throughout the Southeast. Although I
enjoyed the work, I did not like catching a flight on Monday and not returning again until Friday. With a wife and
two young sons, I knew this schedule
was not very fair to my family. I remember being in a hotel room talking
to my son Bo, who was 6 years old
at the time. He was telling me about
his baseball game that I had missed.
Wow! I was feeling so guilty. I remember thinking that my dad was always at
my games. On my flight home the next
day, I picked up the airline magazine
and saw a story that changed my life.
It was titled “The Station” by Robert
J. Hastings. The story is about a train
ride. It points out that many of us are
guilty of living life with only the final
destination in our mind.
After returning home, my wife, Joyce,
and I decided to move back to Hoh-
SEPTEMBER 2
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
OCTOBER 7
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
NOVEMBER 4
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
SEPTEMBER 13-16
TFCA Convention
Omni Amelia Island Plantation
www.omnihotels.com/hotels/
amelia-island-plantation
OCTOBER 10-11
PMAA Fall Meeting at NACS Show
Westgate Las Vegas Resort & Casino
Las Vegas, Nevada
DECEMBER 2
UST/SW Board Meeting
Tennessee Tower
9:30 a.m.
Sooner or later, we must realize that it
is not just about reaching the station.
As the author notes, “The true joy of
life is the trip!”
So stop pacing the aisles and counting
the miles. Instead, climb more mountains, eat more ice cream ... watch
more sunsets, laugh more, cry less.
(Give your boys some of you today!)
Life must be lived as we go along. The
station will come soon enough.
OCTOBER 11-14
NACS Show/PEI Meeting
Las Vegas Convention Center
Las Vegas, Nevada
TFCA.info
7
8
TFCA.info
Transfer of Records to New Owners
by Donovan Grimwood, Small Business Environmental Ombudsman
In the course of doing business, many records are generated and retained. This is especially true when owning a facility that dispenses gasoline. In addition to sales, inventory
and related records, owners also have to maintain records of line tightness tests and
throughput, among other records, in order to be in compliance with the environmental
rules that affect their facility. But what happens when a facility is bought or sold?
A
n existing facility’s history is told through records. A new
owner of an existing facility doesn’t start with a blank
slate and a newly constructed facility. Similar to when buying a used car and asking for a vehicle history report, some
records need to be available to a new owner of an existing
facility. Otherwise, he or she may be running a facility without
ever knowing what is in the ground, when the last test was
conducted, or the life expectancy of any protection system.
The seller of an underground storage tank (UST) location
should give records to the buyer as required by Section
0400-18-01-.03 of the state’s UST rules. The seller also has
notification requirements. Within 30 days of the sale, the
seller must notify the UST Division using the Seller’s Notification for Underground Storage Tanks (CN-0911). The seller
must inform the buyer of the buyer’s responsibility to notify the UST Division using the Notification for Underground
Storage Tanks (CN-1260). The seller must transfer to the
buyer all documents required to satisfy the reporting and
recordkeeping requirements for:
1. Reports of all releases including suspected releases
2. Corrective action plans
3. Corrosion expert’s analysis of site corrosion potential
if corrosion protection equipment is not used
TFCA.info
4. Documentation of operation of corrosion
protection equipment
5. Recent compliance with release-detection
requirements
6. Documentation of UST system repairs
7. Documentation related to closure of tanks
Other records relating to the facility are not required, but
the new owner may need to ask for them for his or her
own environmental permits. These could include any vapor
recovery systems installed, piping layout and manuals relating to the operation of systems in place at the facility.
These records and documents will help the new owner understand how to maintain the system and also be able to
complete the UST Notification and apply for an Air Pollution
Control Permit. So it makes sense to pass this information
along with the required records.
If you have any questions about state environmental requirements related to the purchase or sale of a facility, contact
the Small Business Environmental Assistance Program at
800-734-3619 or by email at [email protected]. Or contact
the Division of UST at your nearest Environmental Field Office by calling 888-891-8332.
9
Meet Your TFCA 2015 Board of Directors
Bobby Page, President
Highland Corporation
Hohenwald, Tennessee
“I started working at Highland Corporation 23 years ago. Our owner, David
Adcox, used TOMA to expose me to
the industry. The opportunity to interact
with the best in the industry gave me
the resources and confidence to ask
questions and take that gained knowledge to our day-to-day
operations. I would encourage others to include their key
people in TFCA as well.”
Steve Isaacs, Senior Vice
President & PMAA Director
Pioneer Petroleum Company
Morristown, Tennessee
“Through membership in TFCA, our
company has gained knowledge and information that has helped our business
more than we ever expected. I would
encourage all the members to become
involved by attending as many conventions, meetings and
educational programs as possible. Membership in TFCA is a
necessity. The association is an invaluable link to our legislators and represents our interest in state and federal issues
in this ever-changing industry.”
Rod Isaacs, Vice President
Pioneer Petroleum Company
Morristown, Tennessee
“TFCA is a valuable resource to help stay
informed on regulatory issues, share
new ideas, network with suppliers and
advance the industry’s legislative agenda. Also, as a younger member, TFCA
gives me the opportunity to learn from
more experienced industry leaders.”
10
John Kelly, Vice President
Mountain Empire Oil Company/
Roadrunner Markets
Johnson City, Tennessee
“TFCA is a great way to stay connected
with other business people to discuss
our ever-changing industry and to pool resources with regard to legislative issues.”
John Yeager, Vice President
Rogers Petroleum
Morristown, Tennessee
“Our industry is constantly faced with
challenges, opportunities and change.
TFCA assists its members in guiding us
through the ever-changing landscape
and is a strong advocate for us in both
the state and federal legislative issues.
TFCA keeps its members up to date on
all regulatory and legislative issues, and we have access to
voice our concerns to legislators and industry leaders concerning proposed changes in laws and regulations. The relationships that have grown from being associated with TFCA
are priceless. Becoming a participating member of TFCA
will benefit your company.”
Mark Freshour, Director
Greeneville Oil & Petroleum, Inc.
Greeneville, Tennessee
“In the petroleum and convenience
store industry, we face new constrictions to our operations every day. There
are constantly new obstacles to overcome, and it seems that there is always
a battle being waged be it political,
economic or social. The TFCA proactively works to be our first line of defense. They provide our
company with forewarning of possible changes and trending issues and allow us a voice in the legislative process.
This makes us a more productive company and gives us
the ability to act quickly and intelligently on current issues.”
TFCA.info
Brian Parnell, Director
MAPCO Express, Inc.
Brentwood, Tennessee
“It’s a bit cliché, but we have all heard
‘Work smarter, not harder.’ TFCA helps
our members do that. It’s smart to have
knowledge of critical industry changes
well before they happen. It’s smart to
be involved in an organization that is
working to shape the laws and regulations that govern our
business, and it’s smart to get to know local and national
leaders in our industry. My involvement in TFCA has helped
my organization meet the challenges of our industry.”
Marty Towater, Director
Billy Espey Oil Company, Inc.
Huntingdon, Tennessee
“In today’s ever-changing market, it is
important to stay informed of issues
and to be heard by our legislators. TFCA
is critical in helping us meet these continual challenges. I cannot imagine NOT
being a member of TFCA.”
Jim Weimar,
Assistant Treasurer
J.B. Weimar, Inc.
Nashville, Tennessee
“I am confident that TFCA has a bright
future. The second and third generations that are serving on the Board have
knowledge of our industry and business
in general. Their current technology and
new ideas are helpful. Our company has depended on the
information that our association partners provide for many
years. Get involved!”
Seth Blanks, Chairman,
Next Generation Committee
Highland Corporation
Hohenwald, Tennessee
“It would be very difficult to stay up to
speed with new legislation and everchanging regulations without the support of TFCA. That, combined with the
many educational and networking opportunities, is what makes TFCA an excellent resource.”
Marty Calloway,
Immediate Past President
Calloway Oil Company
Maryville, Tennessee
“I know that our association’s reputation
with state regulators is a huge asset.
Those relationships generally allow us
to achieve more favorable outcomes on
regulations affecting our industry.”
Bo Lanier,
Affiliate Member Director
Charles C. Parks Company
Gallatin, Tennessee
“TFCA members have the same common goal, and that is to be successful.
I would encourage everyone to actively
participate throughout the year in order
to take full advantage provided by the
opportunity for networking, educational sessions, committee involvement, and spring and fall events, as well as Day
on the Hill. The more you participate, the more you benefit
from your membership.”
William C. Kimbro, Treasurer
Tri Star Energy, Inc.
Nashville, Tennessee
“I’ve been involved with TFCA since
1974 and have enjoyed meeting people
in the industry and developing many
friendships and business relationships.
We have respect for each other, even
those of us who are competitors. TFCA
is essential to our business and in the work they do at the
state legislature and nationally, through PMAA. The support system is the key to pulling together as a team and
accomplishing goals.”
TFCA.info
11
Spirit® Petroleum Looks at Credit-Card
Skimming and Ways to Prevent It
by Anne-Marie Scott
Change. It’s inevitable in any
industry. In fact, it was the
profound changes in the petroleum marketing industry
caused by consolidations and
mergers among major petroleum brands that gave rise to
Spirit® Petroleum. The retail
fuel brand is owned by the
Petroleum Marketers Association of America (PMAA) and
available to all members of
the Tennessee Fuel & Convenience Store Association.
PMAA created the Spirit® brand for one
purpose: to help petroleum marketers
thrive by addressing some of the major barriers to success in a challenging
business environment — barriers like
volume requirements, inflexible supply contracts and high branding fees.
And the team at Spirit® fulfills its singular mission in other, less traditional
ways, including looking at issues and
presenting possible solutions that may
help marketers make better-informed
business decisions.
One of those issues is the problem
of credit-card fraud and identity theft.
Thanks to new technologies designed
to make things faster, easier and more
efficient on both the buying and selling
sides of the equation, the percentage
of electronic transactions continues to
rise, especially at the retail fuel pump.
What customer doesn’t love the ease
of making purchases with the simple
swipe of a credit card, especially at the
gas pump? And what dealer wouldn’t
prefer managing finances electronically rather than tracking and safeguarding cash? But the advent of something
new and improved can often bring risk
with it, and it’s up to businesses and
customers alike to stay educated and
proactive to avoid potential pitfalls.
12
It’s an unfortunate fact that credit-card
fraud is on the rise as criminals find
ways to hack into consumers’ electronic transactions, reported Vera Haskins,
president of Spirit® Petroleum. “Perpetrators have all kinds of tricks to steal
individuals’ personal and financial information, and the consequences to
victims can be costly and enormously
inconvenient,” she said. “Particularly
Thanks to new technologies
designed to make things
faster, easier and more
efficient on both the buying
and selling sides of the
equation, the percentage
of electronic transactions
continues to rise, especially
at the retail fuel pump.
troublesome in our industry lately is
the rise of ‘skimming,’ a way of stealing electronic data from credit cards
used to make purchases at gas pumps
and ATMs.”
In the interest of finding out more
about credit-card skimming and how
it affects the petroleum marketing in-
dustry, Haskins had a conversation
recently with John Hamby, assistant
to the special agent in charge at the
Criminal Investigative Division (CID) of
the U.S. Secret Service’s Washington
headquarters. “The CID is tasked with
protecting the national financial infrastructure, and investigates, among
other things, threats to payment systems — including skimming,” Haskins
said. “I wanted to get Mr. Hamby’s
thoughts on both the severity of the
problem and steps marketers might
take to protect their businesses and
their customers.”
According to Hamby, credit-card skimming is defined as the copying of electronic data contained on the magnetic
strip of a credit or debit card. The CID
has been seeing this in the restaurant
industry since the early 2000s, he said.
“A server or cashier takes a customer’s credit or debit card to process a
legitimate payment, then skims the
card through a data-collection device
before returning it. But it’s happening
more at gas stations thanks to new
devices that are installed directly on
the pumps’ card-reader devices,” he
explained. The stolen data can then be
transmitted electronically anywhere
in the world and used to manufacture
TFCA.info
sharp criminal mind to steal customers’ data. Thieves may be working
for any number of loosely or well-organized criminal groups, many with
international reach.
to look the other way for a cut of the
take makes a thief’s job much easier.
Station owners should pay attention
to the location of items around and on
fuel pumps, especially pump toppers,
he emphasized, and should look carefully if anything seems amiss. It’s a
good idea to secure the access panels
with better locks; there are small alarm
systems available to alert to tampering, and even simpler solutions such
as tamper-resistant tape that shows
whether a panel has been accessed by
anyone unauthorized. And encourage
employees to be aware as well, and
not to hesitate to call the police if they
see someone loitering or suspect that
a pump has been tampered with.
Station owners and suppliers can best
protect themselves and their customers by being very aware on many
fronts. Hamby advised extra care in hiring especially. Station owners should
always check references of prospective employees and keep turnover to a
minimum. A station attendant working
directly for the thieves or even willing
Fuel customers need to know that stations where they do business are safe
and trustworthy. Margins are already
so small in the industry; station owners just can’t afford these disruptions
to their business and their customers.
Vigilance and a few precautions can go
a long way toward defending against
this fast-spreading type of crime.
counterfeit cards for fraudulent purchases or cash withdrawals from the
victim’s account or credit line.
The skimming and data-storage devices are fairly easy to install on a fuel
pump’s card reader once the access
panel is opened, Hamby said. “Many
pump panels have a common key lock,
so access to the internal components
is easier than it should be. A perpetrator will sometimes observe a location
for quite some time to find out usage
patterns, or they’ll make their move after hours,” he added. Data thieves will
even sometimes install a tiny camera
above the keypad, he noted, hiding it
in or behind pump toppers; the camera records customers entering their
PINs or ZIP codes, which gives the
perpetrators everything they need to
access a victim’s money.
The software and hardware used to
collect, store and transmit data are
readily available, easy to use, small
and mobile, according to Hamby. In
other words, it doesn’t take a razor-
TFCA.info
13
Our Mission:
C & S Canopy, Inc. is dedicated to providing
our customers with the highest-quality
materials and workmanship at fair and
market-competitive prices. Our mission is
to establish a lasting relationship with each
customer by exceeding their expectations in
all areas, including service, workmanship
and timely installations. This relationship
will provide the foundation for repeat and
referral business, thereby ensuring the
longevity of our company.
OWNERS: Keith Chambers and David Thomas
SALES: David Stone – Cell: 205.612.2109
14
TFCA.info
Can You Prorate Pay for an Exempt Employee
Who Worked a Partial Week Upon Separation?
Question: We have an exempt employee who separated in
the middle of a workweek. We prorated his salary that week
to reflect only the days he worked. He is coming back now,
stating that he had worked 40 hours that week before he
left. Does that have any bearing on the pay, or are we OK
with leaving it as is?
Response: Exempt employees generally must be paid their
full weekly salary for all workweeks in which they perform
any work. There are, however, certain limitation exceptions
to this rule. Specifically, if an exempt employee starts or
ends employment mid-workweek, the employer may prorate the employee’s salary accordingly. As for calculating
the deduction, the Fair Labor Standards Act (FLSA) does not
mandate one specific method for prorating an exempt employee’s salary in situations where deductions are permitted. Rather, 29 C.F.R. § 541.602(c) says that an employer
may “use the hourly or daily equivalent of the employee’s full
weekly salary or any other amount proportional to the time
actually missed by the employee.” Thus, there are a number
of methods the employer
may utilize. To that end, it
is certainly permissible for
an employer to calculate a
day rate and then multiply
by the actual number of
days worked, regardless
of the number of hours
actually worked. In other
words, the number of
hours does not have any
bearing on the pay if the method you used to prorate the
employee’s salary was the daily (rather than hourly) equivalent of the employee’s full weekly salary. For the full text
of the statute, please see www.gpo.gov/fdsys/pkg/CFR2012-title29-vol3/pdf/CFR-2012-title29-vol3-sec541-602.pdf.
© 2014 Advisors Law Group, All Rights Reserved. To learn more about
the Federated Employment Practices NetworkSM, contact your local Federated marketing representative, or visit www.federatedinsurance.com.
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• Risk Management Academy Seminars – informative
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TFCA.info
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15
Boost Sales by Measuring
the Right Things
by Betsi Bixby
President, Meridian
Associates, Inc.
Do you ever get frustrated with your sales team? Do you wonder if they spend their time
well? Have you tried a bunch of different compensation plans and maybe even tried activity measures as part of your commission structure, but you were dissatisfied with lack
of significantly better results? If so, you are not alone.
The recently promoted CEO of Safeway, who makes an estimated cool five
million dollars annually per his Businessweek profile, was recently quoted
as saying all good management takes
is four simple steps:
1. Tell them (what the measurable
goal you want is)
2. Show them (what you want them
to do)
3. Watch them (as they do what you
told them to do)
4. Coach them (to be better)
It’s a simple formula, but many marketers, when it comes to their sales
teams, get stuck on the first step. In
petroleum sales, what exactly should
be measured?
One of the most
fruitful 30 minutes
you can ever spend
to boost sales is to
brainstorm five to
seven measures for
each portion of the
revenue equation.
The old-fashioned way to measure a
salesperson was simply by sales dollars brought in the door. You let the
salesperson know that you expect X
dollars in sales or X gross profit per
month, and that was all you measured.
While incoming sales are important,
actual sales are a result of two other
key components. We call it the revenue equation. The first component is
frequency of the right activities, and
the second component is competency — being good at critical skills. So
the revenue equation is: R = F + C
(Revenue = Frequency + Competency).
One of the most fruitful 30 minutes
you can ever spend to boost sales is
to brainstorm five to seven measures
for each portion of the revenue equation. Here are some examples to get
you thinking:
Revenue — Some good measures are
sales for the month versus budget,
sales year-to-date versus budget, total
pipeline (estimated dollar value of future sales) and percentage of sales to
brand-new customers. If certain products must be sold more than others to
achieve desired revenue growth, then
consider setting specific product budgets and measure actual to budget by
the most important products — for example, DEF budget to actual. You likely
have unique aspects to your business
that should have viable measures.
These are just a few to stimulate
your thinking.
Frequency — These measures should
relate to the contacts, actions and
sales-maximization activities your
team needs to do to be super successful. To help you with this portion of
the equation, you might ask yourself,
“What does my top salesperson do differently, or how does he or she spend
his or her day differently than my lowest achievers?” For instance, you could
include the number of appointments
made per week, the number of solutions presentations to decision-makers
per week and the number of touches
with “top 20” desired target prospects
per month.
If you use a CRM to track your sales
process, which I highly recommend, a
good measure is the number of sales
16
TFCA.info
progress stage movements per week.
Many marketers like the closing percentage (sales compared to number
of presentations), etc. Let your mind
wander to what contacts and activities are the most useful to produce
great sales quickly. For instance, you
might see that low producers present
in front of non-decision-makers, while
high producers get in front of the right
people. If so, you would want to measure the percentage of decision-maker
presentations to total presentations.
Any differentiator you can measure is
fair game.
Competency — These measures
should cover critical competencies as
simple as product knowledge to as
complex as the ability to accurately
complete a return-on-investment worksheet calculation for a complicated
sale or resiliency to rejections. Good
salespeople connect emotionally with
their prospects, showing a total command of product features and benefits
plus the more complex skill of helping
TFCA.info
a prospect emotionally experience the
product before purchase. Your measures should capture salespeople’s
levels of personal analysis activities to
find their own weaknesses and seek
and implement continuing education
that will drive up needed competencies. Involving your team in setting
these measures can provide interesting discussion and insight about specific competencies needed for sales
success at your particular company.
As you select your five to seven measures for each of the three elements
of the revenue equation, make sure
each one can be monitored easily and
without a lot of administrative costs,
ideally fully automated. When finished,
you have a 15- to 21-point report card,
masterful for revealing to each salesperson exactly what he or she needs
to do to be successful and how he or
she is doing in each area.
Once the report card is in place, engage your team members in self-
assessment, comparing their self-assessments to your observations (remember, number 3 is “Watch them”!).
This dialogue allows for continuous
improvement from a positive perspective. It also facilitates management
and sales staying on the same page.
If these concepts make sense to
you and you would like to explore
more about sales success in the current competitive environment, we
will be exploring this topic at our
next Focus on Competitive Advantage event attended by some of the
best marketers in the country, of all
different sizes and industry sectors.
You can find out more by visiting
www.bestpetroevent.com, or reach
out to my office at 817-594-0546.
I wish you super-successful selling;
big increases in revenues and profits
from happy, satisfied customers; and
sales personnel who know and do exactly what is needed to rocket your
company to its next level!
17
Debby Jenkins
Wholesale Territory Representative
(205) 617-8635
[email protected]
Supplying the petroleum needs of our customers throughout
the State of /i˜˜iÃÃii. We offer gasoline and diesel products
from the following terminal supply points:
-6 * "86 * // "" * *-
Murphy Oil USA, Inc. has been a steady, reliable, &
competitive supplier of petroleum products for
many decades. Our market areas includes locations
along the Colonial and Plantation pipeline systems
in the Southeast, and the Magellan and Explorer
pipelines in the Midwest. In addition, Murphy has
exchange agreements in place to lift products at
various terminals throughout the market area.
This flexibility and scale allows us to provide low
cost, dependable fuel supply to our wholesale
customers throughout our supply chain.
Visit our web site at:
KWWSFXVWRPHUFHQWHUPXUSK\RLOXVDFRP
18
TFCA.info
TOSHA Begins Implementing New Federal
OSHA Reporting Requirements February 24, 2015
Effective February 24, 2015, there will be a few key
changes to the record-keeping rule:
The new rule retains the exemption for any employer with
10 or fewer employees, regardless of its industry classification, from the requirement to routinely keep records.
The rule expands the list of severe work-related injuries that
all covered employers must report to OSHA. The revised
rule retains the current requirement to report all work-related fatalities within eight hours and adds the requirement
to report all work-related inpatient hospitalizations, amputations and loss of an eye within 24 hours to OSHA.
The final rule will allow TOSHA to focus its efforts more
effectively to prevent fatalities and serious work-related injuries and illnesses. The final rule will also improve access
by employers, employees, researchers and the public to information about workplace safety and health and increase
their ability to identify and abate serious hazards.
For more information, please
recordkeeping2014/index.html.
visit
www.osha.gov/
“This critical data will provide
TOSHA with valuable information
that will help identify workplaces
where workers are at risk.”
— Steve Hawkins, TOSHA administrator
For a list of all the TOSHA local offices, go to www.tn.gov/
labor-wfd/tosha/toshaoffices.shtml.
Employers are required by law to report all workplace fatalities or catastrophes (three or more employees hospitalized
from one incident) within eight hours of occurrence. The tollfree number to call to report the incident is 800-249-8510; if
it is after hours, please call federal OSHA at 800-321-OSHA.
Welcome Adams and Reese as TFCA Legislative Counsel
TFCA is pleased to announce a partnership with Adams and Reese LLP. Joining our team in
2015 are Brad Lampley and Holly McDaniel.
business and other strategic objectives. Our work takes us
to the legislative and executive branches at the local, state
and federal levels. Our approach is characterized by building
coalitions, addressing public affairs challenges with crossfunctional teams and pursuing bipartisan strategies.
Adams and Reese is pleased to represent TFCA in the
General Assembly.
Brad A. Lampley
Partner in Charge
[email protected]
Holly L. McDaniel
Governmental Affairs Advisor
[email protected]
Some of you may have met Holly and Brad at the Day on the
Hill. They will both attend the summer event and the annual
convention, so make a point of introducing yourself!
Tennessee Governmental Relations
At Adams and Reese, we understand that a broad range of
public policy tools can be applied to achieving our clients’
TFCA.info
Adams and Reese LLP
www.adamsandreese.com
Fifth Third Center
424 Church Street, Suite 2700
Nashville, TN 37219
615-259-1450
No representation is made that the quality of the legal services to be performed is greater than the quality of the legal services performed by other
lawyers. Contact: Charles P. Adams Jr.
19
PREFERRED VENDORS
The firms listed below are TFCA’s affiliate and supplier members. When looking for products in their respective lines, they are
deserving of your preferred consideration.
Loomis
Dan Denton
(615) 227-4370
AFFILIATE MEMBERS
ADD Systems
Sharon Scrinzi
(973) 584-4026
Coca-Cola Bottling
Company Consolidated
Jed Thomas
(615) 783-2380
First Regents Banc Services
& Equipment, LLC
Mike Powell
(877) 711-3127
AIMS
Wanda Woodard
(318) 807-9319
Commonwealth-Altadis, Inc.
Kenny Wall
(615) 686-6281
Florida Rock & Tank Lines, Inc.
Henry Mabbett
(904) 396-5733
AIR-Serv Group/Air Valet
Chris Stockwell
(800) 766-1247
Compliance Engineering
Mark Harper, P.E.
(615) 374-4745
Fortier, Inc.
Andy Cunningham
(901) 756-8188
Allied Energy Corporation
Barbara Lyons
(205) 925-6600
Core-Mark International
Lorne Skinner
(770) 336-9502
Frito-Lay
David Alder
(615) 391-1847
Altria Group Distribution Company
Jeff Young
(615) 764-4410
The Crichton Group
Joe Lacher
(615) 383-9761
Froyoz Yogurt LLC
Terry Bateman
(865) 805-5854
Mid-South Pump Sales
& Service, Inc.
Garland Bissinger
(615) 834-8646
AMCON Distributing Co.
Chad Pickel
(931) 484-5155
DADSCO
Andrew Bennett
(662) 566-2047
Fuel Masters
Dennis Faust
(866) 455-3835
MillerCoors
Julie Edwards
(615) 500-4523
American Petroleum Sales
& Service
Ron Meyers
(662) 342-6700
Dupré Logistics, LLC
Mark deClouet
(800) 356-3659
Golden Flake Snack Foods, Inc.
Bud Miller
(615) 832-1556
Miller Equipment Company
J. Miller
(865) 494-7159
E.T. Products Co., Inc.
Brian Neer
(574) 546-2129
Grace Trailer Service, LLC
Tommy Edwards
(901) 775-9744
Mr. Canopy
Phillip Weston
(501) 941-2533
Eagle Transport Corp.
E. Jones
(252) 937-2464
The H.T. Hackney Co.
Mike Del Aguaro
(865) 717-6800
Modern Welding Company
of Owensboro, Inc.
Kenny Payne
(800) 633-0571
Eby-Brown Company
Kenneth Denney
(919) 394-8287
Hayes & Sons Construction, LP
Paul Hayes
(731) 968-8540
EES Consulting
Dan LeVan
(423) 602-5393
Heartland Payment Systems
Thomas Dole
(972) 295-8679
Energi Insurance Services
Edward Scott
(978) 531-1822
Hunt Brothers Pizza, LLC
Julie Whittington
(615) 259-2629
Enloe, Inc.
Neil Winter
(803) 648-1714
Kenan Transport Company
Bill Wilson
(330) 491-0474
Federated Insurance
Stephen Hood
(601) 573-2710
LBMC
Tim Sturm
(615) 309-2303
First Choice Services, Inc.
Ron Porter
(423) 893-9035
Lil Drug Store Products, Inc.
John Guthrie
(662) 801-3672
Anheuser-Busch, Inc.
Martin Kerrigan
(615) 370-5038
Argus Media
Cortney Becker
(713) 968-0019
BIC Corp.
David Houston
(865) 474-9405
Borden Dairy
Mark Warmoth
(859) 489-3560
C & S Canopy, Inc.
Keith Chambers
(205) 755-1581
Charley Biggs Chicken/
Southern Food Systems
Grant Hays
(800) 776-5100
Charter South, Inc.
Jeff McLeod
(205) 941-1173
Clean Fuels National
Barry Story
(360) 346-2500
20
Lorillard Tobacco Company
Randy Hembree
(901) 338-0970
Lucas Ford Associates, Inc.
Neely Ford
(615) 377-5773
Lundberg Letter
Trilby Lundberg
(805) 383-2400
Monster Energy Company
Gary Carroll
(615) 438-1425
D.R. Mozeley Construction Group
Tyler Truxell
(704) 394-0133
Musket Corporation
Divina Villenueva
(713) 332-4815
Nashville Equipment Service, Inc.
Gary Beasley
(615) 297-9597
National Park Transports
Lloyd Willis
(501) 623-2141
National Tank Monitor
Rick Hardy
(800) 649-8265
TFCA.info
Neely Coble Company, Inc.
David Aymett
(615) 244-8900
Nestlé Waters of North America
Craig Stephenson
(276) 386-2848
Charles C. Parks Company
Bo Lanier
(615) 452-2406
Pepsi Beverages Company
Barry Thomas
(865) 388-5779
Performance Fueling Specialists
Jim Grant
(865) 688-7509
RB Perry, LLC
John Heins
(865) 297-7045
W.L. Petrey Wholesale Co., Inc.
Bill Jackson
(334) 265-0964
Petro Services, Inc.
Sidney Lester
(865) 983-7785
Petro Tech Consulting, Inc.
Don Reeves
(931) 548-2160
PetroActive Real Estate
Services, LLC
Mark Radosevich
(423) 442-1327
Petroleum Business Brokers, LLC
Larry Fisher
(404) 542-3404
Petroleum Card Services
Liz Concannon
(866) 427-7297
Petroleum Equipment Company
Ron Ferrell
(615) 321-5229
Petroleum Transport Co., Inc.
Jim York
(800) 782-8785
Philadelphia Insurance Companies
Terri King
(614) 726-3810
PM Environmental
Greg Stephenson
(615) 866-4115
Pro Tech Services
David Montgomery
(931) 498-6506
TFCA.info
Quantum Environmental &
Engineering Services, LLC
George Hyfantis
(865) 689-1395
R.J. Reynolds Tobacco Co.
Stephen Kottak
(336) 741-3372
RapidXchange
Chris Row
(865) 806-3465
RBM Company, Inc.
Susan Maples
(865) 524-8621
Red Bull/BDT Beverage
David Toman
(615) 742-3771
Royal Cup, Inc.
Lisa Richmond
(800) 366-5836
S & D Coffee & Tea, Inc.
Deborah Thevaos
(800) 933-2210
Tanknology Inc.
Brian Derge
(800) 964-0070
ExxonMobil Fuels Marketing Corp.
Patricia Sherrill
(651) 735-7953
Team Modern Distributors
Jim Holton
(800) 880-5543
Flint Hills Resources, LP
Chuck Haynes
(770) 625-3411
Tennessee Education
Lottery Corporation
Sidney Chambers
(615) 324-6500
Gulf Oil
Meredith Sadlowski
(508) 270-8300
Tennessee Petroleum Council
(Div. of API)
Mike Williams
(615) 244-6290
TFG TN, LLC
Dhari Alqaisi
(504) 301-2505
Total Security Solutions
Jim Richards
(800) 513-1468
Tri Star Transport
Tim Mitchell
(615) 687-4200
Huguenot Fuels
Kristen Sharp
(866) 515-1552
Marathon Petroleum
Company LLC
Tony Stephens
(615) 291-9515
Murphy Oil USA, Inc.
Debby Jenkins
(205) 617-8635
Phillips 66
Sam El-Chibani
(865) 966-6791
Placid Refining Company, LLC
Adam Moye
(865) 288-3747
Santa Fe Natural
Tobacco Company
Chris Flaherty
(813) 545-5380
Turner Holdings, LLC/Prairie Farms
Jimmy Crownover
(731) 424-6455
Service Tanks
Jack Bilyeu
(800) 366-5413
United Pump & Controls, Inc.
B.J. Benton
(770) 662-0440
Shell Oil –
Motiva Enterprises, LLC
Jennifer Weatherly
(281) 610-2659
SignResource Identity Group
Jeff Ogle
(865) 771-5676
Usher Transport, Inc.
Jesse Gosman
(502) 449-4000
STI Fuels (Superior Transport)
Don Newton
(706) 295-2285
Snyder’s Lance
Jeff Verrico
(412) 744-4358
Waste Tech Service
Ann Johnson
(615) 500-1234
Sunoco, Inc.
Tony Lauro
(704) 721-0006
Solaray Corporation
Nick White
(918) 227-0722
Worldpay
Scott Gordon
(980) 236-7140
Valero Marketing & Supply Co.
Scott Hamlin
(251) 607-0400
South Eastern Canopies
James Smith
(205) 669-9955
SUPPLIERS
BP Products N.A., Inc.
William Dublinski
(615) 472-8615
The Southern Company, Inc.
Eric Scott
(901) 345-2531
Southern Pump & Tank Co.
Jody Sailors
(865) 546-4921
Stampede Transportation, LLC
Clint Johnson
(501) 569-9999
CHS, Inc.
Justin Schmidt
(651) 355-8552
CITGO Petroleum
Brad Dean
(918) 625-0307
Colonial Oil Industries, Inc.
Ross Rogers
(828) 324-4415
21
To advertise in future issues
of TFCA.info or the
Membership Directory,
please contact Kelly Arvin
at 844.423.7272 or
[email protected].
www.innovativepublishing.com
22
TFCA.info
TFCA.info
23
TFCA
P. O. Box 101334
Nashville, TN 37224
PRSRT STD
U.S. POSTAGE
PAID
CHAMPAIGN, IL
PERMIT NO. 100
2015 Corporate Sponsors
Sponsors as of April 30, 2015
The following sponsors have already committed their support for 2015 TFCA programs and initiatives.
Want to add your company to this list? Contact Betty Brock at 615-242-4377 or [email protected] for details.
PLATINUM
GOLD
SILVER
BRONZE
BIC Corporation
CITGO Petroleum
First Choice Services
LBMC
Mid-South Pump Sales & Service
Nashville Equipment Service
Petro Services, Inc.
Petroleum Equipment Company
Placid Refining Company
PM Environmental
Santa Fe Natural Tobacco
Sunoco, LLC
Team Modern
Borden Dairy
C & S Canopy, Inc.
Commonwealth-Altadis, Inc.
Eagle Transport Corporation
First Regents Banc Services & Equipment, LLC
Florida Rock & Tank Lines
Frito-Lay
Huguenot Fuels
Hunt Brothers Pizza
MillerCoors
Modern Welding Company of Owensboro
Monster Energy
Nestlé Waters of North America
Phillips 66
RapidXchange
RBM Company, Inc.
Red Bull/BDT Beverages
Service Tanks
Worldpay