for clients facing unavoidable expenditures. The Florida UST
upgrade deadline emptied the coffers of many retailers, and
capital projects were sidelined. Equipment sales also have
been negatively impacted by major oil’s retreat from retail, PCI
hangover and retailers’ continuing struggle to secure financing.
Our company has learned that a great service department
can yield strong results in this challenging environment. With
fewer major oil customers and a growing independent cus-
tomer base, cash flow/collection efforts are tough to manage. I
believe solutions will include cost-cutting, improving effi-
ciency, better credit and collection methods, discipline to limit
low-profit/high-cost activities, and investments in technology
to automate labor-intensive processes.
In 2012, opportunities will reward those who are ready.
Among the biggest are the continuing growth in demand for DEF
systems; natural gas storage/dispensing systems; and the new
EPA requirements for in-depth operator training and inspections.
New energy management technology should lead to greater
equipment and service opportunities. And the continuing
challenges with ethanol and ULSD system functionality will keep
us all working.
DiStriCt 4, DiStriButor
stanwade metal products, Inc. Hartford, ohio
pei There are several ways that one can
keep up with this industry, but the most
convenient way is to get actively involved
in your industry associations. Staying
close and interacting with your suppliers and competitors is, I
believe, the best way to educate yourself on the status of
business, and to keep up with new products and innovations.
The more you get involved, the more manifest your return.
2012 I feel that our business and the petroleum equipment
industry in general will be strong in 2012. After the crash in
sales from 2008 to 2009, we have seen a steady recovery in
2010 and in 2011, with the larger amount of growth in 2011.
If you are fortunate enough to be located in or near areas of
increased oil and gas drilling, you should make an effort to
take advantage of the opportunities that activity presents. I am
optimistic for the equipment industry going forward. Our plans
are to invest in the ongoing updating of our equipment and the
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