Business Meeting and General Session
Friday, November 10th
Consumer-Oriented Brand Development; Moving from Commodity to Community
Paul Jankowski, President, New Heartland Group
Whether marketers are creating their own brand for fuel, convenience store or foodservice, this requires a sound strategy and deep consumer connection for long-lasting success. Paul Jankowski shares why marketers should focus on the role culture plays in brand building and how connecting with consumer’s and employee’s core values and lifestyle activities creates winning brands. This powerful session provides dynamic foundational information and cutting edge insights for consumer-centric brand building. Paul masterfully shares concepts of development and actionable processes which can translate into immediate results for all in attendance.
Headlines, Geopolitics, and the Fuel Markets
Sarah Kozak, BP Products, North America
The fuel markets react to many factors in their fluctuations - even just talks in the media of changing regulations, burgeoning technologies primed for consumers, and rumors of company shakeups can affect how the markets appear day to day. Something on the other side of the world might impact the price you pay at the pump. Everything from short term situations like natural disasters and the economy to long term issues, such as trends toward efficiency or the fuel demands in North and Latin America, influence the market report each day. Hear an analysis of these factors - which ones are a blip on the radar and which have staying power.
Presentation of SIGMA Distinguished Marketer Award to Frank Greinke, SC Fuels
Join SIGMA in honoring Frank’s contributions to the association and the industry. SIGMA periodically recognizes individuals within the independent sector of the petroleum marketing industry who have contributed to the overall betterment of the petroleum industry. Originally named the “Private Brander Award,” it was later re-named the “Distinguished Marketer Award.”
Jed Hoyer, Executive Vice President and General Manager, Chicago Cubs
Entering his sixth season as executive vice president and general manager for the Chicago Cubs, Hoyer is known for his quiet influence and keen eye in team building and creating a winning culture. Working closely with Theo Epstein, Hoyer has been part of the teams to break not one, but two major league baseball “curses,” bringing World Series titles to both the Boston Red Sox and the Chicago Cubs. Beginning his career with the Red Sox in 2002, he was part of the executive team making crucial trades that eventually led to the breaking of the so called “Curse of the Bambino” in 2004, bringing the Red Sox their first World Series title since 1918. He channeled this winning culture through his time with the San Diego Padres, leading them to a 15-game win improvement, the best of any team in baseball. After being named to the GM position with the Chicago Cubs in 2011, he utilized that same keen eye he did in Boston, working once again with Epstein and creating a team that would break the “Curse of the Billy Goat” and score the Cubs their World Series title in 2016, the first title in 108 years.
Team building, strategy, leadership, and chemistry have been key in rebuilding the clubs Hoyer has been with – along with the data and analytics that helped him make the best decisions. His incredible story of patience, persistence, and hard work is one not to be missed.
Other Education Highlights
Thursday, November 9th
8:00 AM - 8:50 AM
Mergers & Acquisitions Update and Drivers and an Interview with Eric Slifka, President, CEO and Director of Global Partners LP
Cedric C. Fortemps, Managing Director & Principal, Matrix Capital Markets Group, Inc, and Spencer P. Cavalier, Managing Director & Principal, Matrix Capital Markets Group, Inc.
The objectives of this interactive session are to provide SIGMA members an overview of: Mergers and acquisitions activity; Factors driving industry consolidation; and Analysis of activity by different types of consolidators. Further, Matrix will interview one of the industry’s most notable and respected executives, Eric Slifka, President and CEO of Global Partners LP. Under Mr. Slifka’s leadership, Global has grown significantly through acquisitions and organically. Mr. Slifka will provide insight into Global’s continued growth and provide commentary about the future of the industry.
9:30 AM -11:50 AM
Legislative Issues Briefing
Learn about the legislative and regulatory actions in Washington that will affect your business and what SIGMA is doing to advocate for your interests. Lend your voice to the conversation, get answers to your questions, and weigh in on SIGMA’s priority issues!
12:00 PM - 1:15 PM
Fuel Supplier Relations Meeting and Lunch: Energy Outlook: Policy, Regulation, and the Trump Administration
Matthew Koch, Global Energy Institute, U.S. Chamber of Commerce
The U.S. is now almost a year into a new administration under President Trump – an administration that has proven to be ever-changing. How has this affected the energy outlook for the country? Hear the current state of these policies, where things stand on regulations in the industry, and how these changes could affect your business.
1:30 PM - 2:30 PM
How Big Data and Artificial Intelligence (AI) Impact Retail Fuel Sales
Brendan Doner, Assistant Director of Data Science, PriceAdvantage
Discover where AI and human expertise intersect to create an effective fuel-pricing strategy unique to each store. Learn ways that data can maximize profit potential, how AI can help you analyze your performance, and why human interaction is still important, even in the technology age.
Tackling the Fuel Price Dilemma
Cathy Duncan, DTN
Like football, fuel buying and reselling is a game of complex strategy and tactics. Today's challenging, often costly fuel price options (which formula, index, rack) have many wondering if it's time to update their playbook. Join us for a kick start in re-evaluating some offensive and defensive moves of fuel buying and whether clearer insights are needed to better execute your game.
2:45 PM - 3:45 PM
Fuels Markets After 2017: Where Do We Go From Here?
Denton Cinquegrana, Oil Price Information Service (OPIS)
What do prices do leading up to a natural disaster and in the immediate aftermath – and how does that affect the entire country? Balancing the markets back to normal takes time and logistics acumen was tested, but lessons have been learned from previous Gulf storms. What can you expect looking forward?
Travel Center Policy Update
Eva Rigamonti, Steptoe & Johnson LLP
David Fialkov, Vice President of Government Relations for NATSO, Representing America's Travel Centers and Truckstops, will discuss some of the key policy issues confronting travel centers and off-highway businesses. Topics will include biodiesel policy, highway policies such as tolling, and the long-term shift toward autonomous vehicles.
4:00 PM - 5:00 PM
What is Happening in Today's M & A Marketplace & How are Valuations Determined
Terry Monroe, American Business Brokers & Advisors
Get an insight into the inner workings of what is transpiring in today’s M&A marketplace and how to determine the true market value of a convenience store – are values still climbing or have we reached a plateau? Learn who is buying and what is driving outside investors to acquire convenience store chains, as well how all of this activity might be affecting your fuel distribution business. Knowing the current state of the market can help you enhance the value of your present assets.
Trade Flows and RVOs: Drivers in the Gasoline and RINs Markets
Jeffrey Bair and Josh Pedrick, S&P Global Platts
S&P Global Platts editors Jeff Bair and Josh Pedrick take a look at market moving trends in U.S. gasoline and RINs markets and how they’re affecting prices. With shifting trade flows in gasoline and constantly fluctuating biofuels policies, there's no time like the present to examine how prices are responding to changes on the horizon. Gasoline pipelines carrying Midwest product to the East Coast could shake up pricing while high renewable volume obligation costs have many frustrated. Jeff and Josh talk through these issues and look at a possible path forward.