Paraco Gas’ Director of Market Development Looks Back on 40 Years in the Propane Industry

Describe your current role at your company. 

I am responsible for driving organic growth, acquisition growth and customer relationships. 

Forty years with Paraco is quite an accomplishment! Over that time, what is the greatest lesson you’ve learned? 

Reflecting on four decades, I’ve learned that perseverance is key. The ability to adapt, overcome challenges and stay committed to a goal — even when faced with setbacks — has been invaluable. It’s like a long-term investment: consistency compounds over time, yielding substantial results. 

From your view, how has the industry changed over the past 40 years? 

• Industry consolidation: The propane industry has seen significant consolidation, with larger companies acquiring smaller, often family-owned businesses, to achieve economies of scale and remain competitive. 
   
• Strategic acquisitions: Companies have pursued acquisitions to expand their geographic reach, diversify offerings and strengthen market position, leading to the rise of larger regional and national providers. 
   
• Customer retention and integration: Successful acquisitions focus on retaining customers by maintaining strong relationships, leveraging local expertise and effectively integrating company cultures. 

What is your ideal future for the industry and how do you plan to continue contributing to that future? 

In envisioning an ideal future for the propane industry, several key aspects come to mind:

• Sustainability and clean energy: I hope to see propane continue its journey toward greater sustainability. Advancements in renewable propane (produced from biomass, waste or renewable energy sources) can significantly reduce its carbon footprint. Supporting research and development in this area will be crucial. 
   
• Diverse applications: Propane’s versatility extends beyond heating and cooking. I envision its expanded use in transportation, agriculture and industrial processes. Encouraging innovation and investment in propane-powered vehicles, equipment and appliances will drive this diversification. I plan on contributing through continued education and advocacy efforts. With the connections I have made in my 40 years in the industry, I plan to continue promoting awareness highlighting propane’s clean burn, reliability and economic advantages that foster informed decision-making. 

What are some of your greatest personal successes over your career? 

My success is determined by the success of the team. When I started, Paraco’s annual sales were about $4 million. Today, we are the largest privately held propane company in the northeast and ranked 14th nationally. When I managed sales teams, my greatest personal successes were based on mentoring team members to help them reach their maximum potential. Over 40 years, I’ve learned that experience matters and building the right relationships is critical. Teaching these skills helped drive growth over the years. 

What advice do you have for someone coming into the propane industry? 

Starting a career in the propane industry can be rewarding. Here’s some advice to help you navigate this dynamic field: 
 

• Have a positive attitude. Embrace growth opportunities and stay open-minded. 
• Ask questions. Curiosity is your ally. 
• Integrate with the close-knit community. The propane industry remains a tight-knit family of hands-on, involved individuals. 
• Embrace technology. Evolving technology has created new opportunities. 

What do you do to relax and unwind after a day of work? 

Spending time with my family.