Sold-Out Exhibit Space, Full Roster of Seminars Highlight Western Show

A sold-out exhibit space at the Reno Events Center once again highlighted the Western Propane Trade Show and Convention May 12-14 in Reno, Nev., the 67th annual running of the event, which was headquartered at the Silver Legacy Hotel in the Biggest Little City in the World. The largest propane industry gathering west of the Mississippi, the show featured more than 200 exhibiting companies showcasing the latest products, vehicles, and services.

Educational sessions were also included at the convention, which was co-sponsored by the Western Propane Gas Association, Arizona Propane Gas Association, Rocky Mountain Propane Gas Association, Nevada Propane Dealers Association, and the Pacific Propane Gas Association.

The trade show and convention were preceded by a golf tournament at Wolf Run Golf Couse, a sporting clay tournament at the Capitol City Gun Club, and a motorcycle rally/poker run. Raffle prize drawings were featured daily, and there was a slot tournament and breakfast. Significant company anniversaries at this year’s convention included those of family owned Sequoia Gas, a propane, appliance, and services provider in California’s Humboldt and Trinity counties for 75 years, and Teeco Products (Irvine, Calif.), which marked its 70th anniversary.

Roy Willis, president and CEO of the Propane Education & Research Council (PERC); Stuart Flatow, vice president of safety and training; Tucker Perkins, chief business development officer; and Dennis Vegas, chief marketing officer, provided an update on council activities, programs, and initiatives. Noted was that the recently restored ability of the propane industry, through PERC, to educate the public about propane and its many uses presents an opportunity to tell the propane story and communicate the fuel’s benefits in order to change consumer attitudes and behavior.

While targeting current and prospective homeowners and construction professionals, PERC’s communications initiatives are also aimed at reaching consumers for propane autogas, material handling, landscape and golf course maintenance, agriculture, and other markets. Further, the council’s communications are intended to be incorporated into individual businesses in order to amplify the propane message locally.

Included among the seminar presentations was an overview of the benefits of the National Propane Gas Association Benchmarking Council, moderated by David Lowe, a sales consultant with Pro Image Communications. Featured were lessons learned from marketers who shared what they had learned by participating in the Benchmarking Council. “Converting Phone Calls Into More Sales,” presented by Steve Coscia, covered how propane companies can make more money and retain more customers by achieving world-class service status. The seminar included techniques for learning persuasive telephone behaviors and maximize vocal image, listening skills, empathy, and influence.

“How to Minimize Common Liability Exposure Issues in Propane Litigation,” presented by attorney Mike McMullen, a partner in the Kansas City, Mo.-based law firm Schlee, Huber, McMullen, McCarthy & Hansen PC, included steps to take to reduce liability exposure, as well as what to do when a propane-related accident or claim arises. The seminar covered the consequences of poor documentation, odorization laws, retailer protection laws, and accident investigation protocols. The Western Propane Gas Association’s Rob Scott joined McMullen to provide additional safety insight.

Dana Nowling, founder of Executopia, a company that works with organizations, teams, and individuals to identify and achieve goals, presented “Want to Create a More Stressful Work Environment? What Leaders Do to Make This Happen.” The interactive seminar provided perspectives on the role that leadership plays in workplace stress. Participants had the opportunity to explore their leadership footprint — the impression they leave behind — and explore steps to maximize the positive impact that is possible on those sharing the work space.

A convention floor classroom played host to education sessions, among them “Requalification of DOT Cylinders,” “Properly Inspect a Pressure Relief Valve,” “Irrigation Engines on California Farms — A Great Counterbalance to Lost Residential Fuel Sales,” and “Autogas Potential in California — The Latest Information on CARB-Certified Vehicles and Systems.”

The irrigation engine segment noted that residential sales of propane continue to decline, but California farms pump plenty of water each year and propane engines are now often chosen over diesel or electricity. The session outlined where to buy propane irrigation engines, how to market them, and fuel cost savings. The autogas session provided an overview of the basics affecting on-road vehicles and why products approved for use in the other 49 states are taboo in California. The review covered the latest and soon-to-come “legal” propane autogas pickup trucks, vans, and commercial heavy-duty trucks, including dedicated and bi-fuel vehicles all the way up to Class 7.

—John Needham