What: NPGA 2024 Southeastern Convention & International Propane Expo
When: April 5-7
Where: Charlotte Convention Center, Charlotte, North Carolina
Register to attend at npgaexpo.org.
As anticipation mounts for the upcoming Southeastern Expo, industry insiders and exhibitors alike are buzzing with excitement over the event’s shift to Charlotte, North Carolina. With a vibrant atmosphere and a wealth of attractions, Charlotte promises not only to host a successful convention but also to offer attendees unforgettable experiences both within and beyond the conference halls. Join us as we explore exhibitors’ goals and the unique networking opportunities awaiting expo participants.
1. What are your company’s goals for the expo this year?
To network with potential customers. — Aaron Haig, VP of sales manufacturing; Rob Crewell, production manager; and Dominic Vickary, CEO; American Standard Manufacturing, Booth 820
Meeting with our clients and prospects, as well as finding new ones. — Danny Silverman, VP of sales, Angus Energy, Booth 704
Our goal is to spend time with many of our peers and friends in the industry that we have gotten to know over the past 30-plus years and speak with as many folks as possible about the M&A process and how Blue Peak can help a business owner better navigate the process of selling their business. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
Our goal is always to connect in person with our valuable vendors and lifetime customers, as well as to make new acquaintances. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
To further promote the advantages of our Orange Band bobtail and plant hose assemblies, as well as our plant hose and pull-away system. It’s something new for the U.S. market. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
We are currently working on new products that will launch at [the expo] in Charlotte and are very excited not only to showcase them at our booth but to also show them to our channel partners and their customers who will be in attendance. — Sam Fung, product manager, Emerson Fisher LP Gas Equipment, Booth 1108
Expanding the company’s footprint is always the main focus, and going into a new area certainly has the ability to help with that goal. If the new location does, in fact, bring in fresh faces, it’s never a bad thing for potential customers to be able to see our products. — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
Meet with current FuelMor customers/partners to discuss new innovations, share the FuelMor story with future FuelMor customers and stay abreast of industry trends. — Kelly Engel, president, FuelMor Propane Software, Booth 733
To meet as many of our customer dealers as possible and show them the products we manufacture. — John L. Hawkins, CEO, H&H Sales Company Inc., Booth T1814
Our company’s goals for the expo this year are to increase our brand awareness, showcase our high-quality products and build strong relationships with our potential and existing customers. We also want to understand the needs and challenges of our customers and offer them customized solutions that can add value to their propane tank needs. — Daniel Quiroga, sales manager, Metsa Tanks, Booth 744
We are yet again raising the bar at this year’s event. At Mopeka, we want to be top of the consideration set when it comes to organizations evaluating their tank monitoring capabilities and technology. We want to ensure customers know there is a better, smarter and more convenient solution available to them with >99% accuracy. — Kevin Jaffe, chief operating officer, Mopeka Products, Booth 220
As always, we are excited to meet our customers and partners at [the expo]. It’s always a great conference to attend and catch up with everyone in the industry. [The COVID-19 period] made us realize how critical face-to-face interactions with existing and prospective customers are. No email or phone calls compare to having an actual conversation with a prospective customer. So, we are looking forward to speaking with NPGA members about how Qualpay helps remove layers of cost while simplifying reconciliation reporting. Our consultative approach to payments and our flexible technology platform allows us to address any payments problem. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
Ray Murray Inc. has several key objectives for the expo this year. Our foremost goal is to present our premier products and solutions to attendees. Additionally, we are learning more valuable market insights and feedback, which will help inform our future development strategies. I am also happy to announce that this year we are releasing our latest Propane Equipment catalog. We invite all attendees to visit booth 1120 to register for our mailing list and explore our offerings. — Andrew Vogl, director of national accounts, Ray Murray Inc., Booth 1120
My goal is to put on a great display of our new and existing products. This is an existing year for us to display the new capabilities of our app and Presto-Link Bluetooth gauge. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
Increase awareness of the eight new products Rinnai is introducing into the marketplace this year and networking with propane marketers. — Mike Peacock, business development manager – energy, Rinnai North America, Booth 714
Face time with our customers. Our No. 1 goal always is around the people who make our company grow! — Freddie Ridler, head of business growth, Rural Computer Consultants, Booth 1428
2. How do you ensure a positive return on investment (ROI) for your team when traveling to industry events like this one?
We don’t have a firm metric. We base it on historical success and the understanding that this is the No. 1 conference in this industry. — Danny Silverman, VP of sales, Angus Energy, Booth 704
We measure ROI by the conversations we have and the people we meet, since some things can’t and shouldn’t be measured solely by dollars. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
The most tangible way to ensure a positive ROI is closed business within 90 days of the expo. However, cultivating our ongoing relationships with vendors and repeat customers since 1999 is more intangible and the most important reason we exhibit. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
Coming from Australia, we get a great ROI as we see most of our U.S., Canadian and even Latin American partners. We can see everyone in one location and have a chance to build new relationships, which have proven to assist sales in future years. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
There really is no way to gauge this specifically. The best answer I can provide is to ensure we come back getting a good consensus on what projects we need to focus on for the upcoming year. — Sam Fung, product manager, Emerson Fisher LP Gas Equipment, Booth 1108
Ensuring you have a positive return on investment starts with your team and your product, and it ends with sales. We have an outstanding team that does a phenomenal job of putting together a product that is highly regarded, and we believe it to be top of the line. Having a quality product will help drive sales, and then we have a sales team that will do whatever it takes to help you and your company. — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
Yet to discover how to ensure a positive return on investment for such events. We focus on carrying out the tasks to complete our goals and then analyze the results to decide participation in the future. — Kelly Engel, president, FuelMor Propane Software, Booth 733
In one word, planning. We plan ahead by setting clear and measurable goals for what we want to achieve at the event, such as generating leads, closing deals and building partnerships. We also plan our schedule strategically, prioritizing the most important sessions, meetings and networking opportunities. — Daniel Quiroga, sales manager, Metsa Tanks, Booth 744
We always ask ourselves what we want to accomplish by attending the event. We identify our goals and narrow them down to a primary objective. To accomplish our objective, we start scheduling meetings ahead of time and identify the conference sessions we want to attend. We make sure that our booth is fully staffed, and we attend networking events to make ourselves available for customer interaction. We always plan for a pre-event email promoting our presence and then a post-event email to thank everyone who came to see us. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
Planning! It is important for us to plan to ahead of time. The NPGA expo is very rewarding to the RegO team, and we have the opportunity to meet our customers, distributors and OEM partners. It takes a lot of coordination from our marketing, sales and product management team. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
Marketers visiting our booth (714). Opportunities we leave the conference with. Marketers asking that we visit their location to learn more and train their staff on our products. Feedback from marketers on their thoughts about products displayed in our booth. Learning from marketers how we can help them grow their burner tips. — Mike Peacock, business development manager – energy, Rinnai North America, Booth 714
Other than visiting with our current customers, it’s always nice to make new ones! — Freddie Ridler, head of business growth, Rural Computer Consultants, Booth 1428
3. What challenges unique to the past year do you think will be — or should be — discussed at the expo this year?
The continued noise of being environmentally friendly. — Danny Silverman, VP of sales, Angus Energy, Booth 704
How electrification will impact our industry, both short- and long-term. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
The zero-emission forklift rulemaking being drafted in California should be discussed. Data and technology improvements are an important topic as well. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
As a manufacturer, we are always looking to improve our product. The show provides a lot of feedback from years past and allows us to focus on the end user to create the best solution for the market. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
I know rDME was and is still a hot topic discussed. I would hope there would be an update on where the industry stands. — Sam Fung, product manager, Emerson Fisher LP Gas Equipment, Booth 1108
I’m sure one topic that will be brought back up is the chassis shortage, which is slowly getting better for class 7 vehicles such as bobtails, but really hasn’t gotten any better with class 5 trucks that we build on. I’m sure we aren’t the only body builder that would like to see more Ford F600s on our lot. — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
While not unique to the past year, topics that are of importance and should have continued discussion/education are: use of technology to increase sales and profits, attracting/retaining drivers (CDL), California Air Resources Board (CARB) and renewable propane. — Kelly Engel, president, FuelMor Propane Software, Booth 733
Policy and market issues: The propane industry has been facing policy headwinds from the federal and state governments, as well as from environmental groups. We have been dealing with issues such as carbon taxes, emission standards and renewable energy mandates. We need to advocate for our industry and educate the policymakers and the public about the benefits of propane as a clean, efficient and versatile fuel. — Daniel Quiroga, sales manager, Metsa Tanks, Booth 744
Tank monitoring is no longer a “nice to have” … It truly is a “must have!” — Kevin Jaffe, chief operating officer, Mopeka Products, Booth 220
I think updates on current legislation, such as the Massachusetts Clean Heat Standard, will help navigate strategies to fight for and protect our industry. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
Ongoing workforce shortages, exacerbated by the pandemic and other factors, have severely impacted various industries, including propane. Discussing strategies to address this issue, such as training programs, recruitment efforts and workforce development initiatives, will be very beneficial. The regulatory landscape surrounding energy production and consumption continues to evolve, with new policies and regulations being introduced at the local, national and international levels. Understanding and adapting to these changes, while ensuring compliance, is crucial for the propane industry. Discussions on effective communication strategies, education campaigns and outreach efforts will help our industry. [The Propane Education & Research Council] and NPGA have done a wonderful job telling the story of our industry. And advancements in technology and innovation that we have already made as an industry play a crucial role. As an industry, we have been exploring new technologies, applications and solutions that enhance efficiency and sustainability. By addressing these challenges and opportunities, the propane industry can work together to promote the benefits of propane and ensure its continued relevance and success in the energy landscape. — Andrew Vogl, director of national accounts, Ray Murray Inc., Booth 1120
Labor. This is a challenge that comes up quite often — the challenge to get new employees into the industry but also utilizing technologies and processes to help provide time savings in a safe but efficient manner. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
4. How do you approach networking and learning opportunities at the expo? Why are these strategies of top importance for attendees/exhibitors?
We are speaking at this year’s conference (National Propane Survey: A Road Map for Operational Success), which gives us an opportunity to meet our clients and potential clients. It also allows us to invite them to our booth for more personal engagement. — Danny Silverman, VP of sales, Angus Energy, Booth 704
In addition to staffing our booth, we attend industry events, including educational sessions. We also make it a point to spend time after the show with as many colleagues as possible in a fun and social environment versus purely business. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
I love attending all the breakout sessions. There is a wide variety of content available. As a Services Section Member, I find it important to understand the topics that are important to our marketer customers. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
Networking is a great way to reconnect with partners and users of our products. In terms of future developments, this is key to our success and reputation in the market. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
This will be my eighth [expo], and I would like to say I’ve been around enough to know who’s who. The problem … is that there are always so many people of importance you would like to see, yet so little time. The goal is to begin planning at the end of the current year to define the specific customers you want to see at the show and just set up meetings ahead of time, knowing you’ve secured them well in advance. — Sam Fung, product manager, Emerson Fisher LP Gas Equipment, Booth 1108
We make an effort to attend all of the networking opportunities. If the learning opportunities or speeches that are given are in our wheelhouse, then we make an effort to attend those as well. — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
I focus on setting clear objectives beforehand, such as identifying key people or companies to connect with and specific topics or skills to learn about. These strategies are of top importance for both attendees and exhibitors because they maximize the value gained from participating in the expo. — Kelly Engel, president, FuelMor Propane Software, Booth 733
Our approach to networking and learning opportunities at the expo is to have an open mind and listen actively to every attendee. We believe that everyone has something valuable to share, even if some have a similar story. By listening to their different experiences, we can learn new insights and adjust our strategies to be better. These strategies are of top importance for attendees/exhibitors because they allow us to expand our network, build trust and stay updated on the latest trends and challenges in our industry. — Daniel Quiroga, sales manager, Metsa Tanks, Booth 744
The [expo] is the premier event for our industry. If you only have one event to attend, this is the one to be at. The right people are there, from both suppliers to marketers, and the opportunity to learn from and engage with industry experts is second to none. As a result, planning one’s time at the event is crucial. Use the agenda ahead of time to map out the sessions you’re interested in and then rank them accordingly (priority one, two, three). Likewise with visiting the exhibit floor. Know the companies you want to visit, prioritize them, but also give yourself the opportunity to look around and see things that maybe you haven’t considered before. Listen, learn, enjoy! — Kevin Jaffe, chief operating officer, Mopeka Products, Booth 220
At the expo, we approach networking and learning opportunities with a proactive mindset, actively seeking out seminars, workshops and networking events. Networking allows us to connect with peers, current and potential partners, and industry experts. Learning opportunities such as seminars and workshops help keep us informed about the latest trends, technologies and regulations in the propane industry. I believe it is essential for all attendees/exhibitors to capitalize on these opportunities for professional growth, training and collaboration to maximize the value of their expo experience. — Andrew Vogl, director of national accounts, Ray Murray Inc., Booth 1120
The delivered fuel space is relationship-driven. For networking, show up early and stay up late. You never know who will be walking through the door next or might be just a few shoulders away. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
It is important to be customer-facing at the expo. I personally enjoy conducting training at the expo every year; training provides the opportunity to open up further discussion with a customer and engage feedback. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
We attempt to set up dinner or lunch meetings ahead of time. This type of event allows our team to meet with many marketers in a few days that would normally take us months to contact or visit. — Mike Peacock, business development manager – energy, Rinnai North America, Booth 714
As a vendor, it’s always nice to collaborate with other vendors. This helps plan out the coming year. Being a software company, we have vendors who interface with our product, so it’s a chance to talk to them. — Freddie Ridler, head of business growth, Rural Computer Consultants, Booth 1428
5. What will be the top items on your to-do list at the expo?
Meeting with our clients as an opportunity for face-to-face meetings, as well as meeting potential new clients — sometimes on the exhibit floor, other times for a quick drink or meet-and-greet. — Danny Silverman, VP of sales, Angus Energy, Booth 704
Spend time with colleagues we know and meet people who may be new to us. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
Top on my list this year is the Women in Propane (WIP) Roundtable Session, which will feature the “Through the Leadership Lens” podcast LIVE! I also plan to attend the WIP Leadership Forum on Friday, and I am moderating a finance session on Saturday. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
First on the list is the golf tournament, followed by the Hall of Fame Induction Dinner. The following day will be most covered up with moving in and getting the booth situated, but we had hopes of listening to Rusty Wallace give his presentation. — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
For Elaflex, we hope to build more new and fruitful relationships with stakeholders that look outside the norm and want to try new technologies that are market firsts to lead the industry toward a safer future. At this show, we look forward to meeting open-minded people on the expo floor and throughout the networking events. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
Provide an exhibit that shares the FuelMor story for new customers, meet with current customers, collaborate with partners and present an informative education session titled “SaaS: The Future of Propane Back-Office & Delivery Software.” — Kelly Engel, president, FuelMor Propane Software, Booth 733
For Mopeka, it’s all hands on deck for the expo. However, there are tremendous learning sessions that we will also be attending, including a panel discussion we are leading with other vendors where we will explore “Tank Monitors: Are your Customers ‘Connected’ to the Concept?” (certificate session). Come join us for what promises to be a lively session on April 5, from 9:00 a.m. to 10:15 a.m. — Kevin Jaffe, chief operating officer, Mopeka Products, Booth 220
It looks like another year of top-notch networking. Starting with the LP Gas Hall of Fame dinner, Young Gassers reception, WIP networking reception and the golf event, we are looking forward to catching up with old friends and making new ones. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
I think most exhibitors have an extensive to-do list, but our main responsibility will be customer engagement during the expo. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
Attract as many marketers as possible, so they can stop by our booth to learn about our new products and services we offer and have marketers attend the seminars where we are presenting. — Mike Peacock, business development manager – energy, Rinnai North America, Booth 714
I am one of the hosts for the WIP LIVE podcast. I am hoping that users will have the podcast answered in this question to hear what other leaders in the industry are saying. — Freddie Ridler, head of business growth, Rural Computer Consultants, Booth 1428
6. Tell us what will be going on at your booth.
We are hosting a Mini-Z remote control car time trial contest. You could win a Mini-Z remote control car or 2% off your order up to $1,500. — Aaron Haig, VP of sales manufacturing; Rob Crewell, production manager; and Dominic Vickary, CEO; American Standard Manufacturing, Booth 820
Discussions about our solutions: ADEPT, Gremlins and Brite. — Danny Silverman, VP of sales, Angus Energy, Booth 704
We provide an overview of the M&A process and also, we will have exciting giveaways and hold a daily drawing for various great gifts. — John Armentano and Mike Gioffre, co-founders, Blue Peak Resources, Booth 1629
We plan to continue to remind our customers and vendors about our recent name change from Vision Financial Group Inc. (VFG) to Civista Leasing & Finance (CLF). We are honored to be the equipment finance company that the industry has relied on year after year. — Paula Summers, VP sales & strategic partnerships, Civista Leasing & Finance, Booth 723
We have a range of orange band propane hoses, which are gaining traction in the U.S. and Canada. We hope to continue to promote the benefits of this product to increase user satisfaction. Our range of dry disconnect (zero loss) couplings will be on display. Visitors are encouraged to connect and disconnect the couplings and feel the difference compared with traditional ACME connections. Our new GasGuard GG40 nozzle for autopropane application will be on display in its latest iteration. With a UL listing pending, we are excited to gauge interest in this product. We have a range of couplings and nozzles for rDME, anhydrous ammonia (NH3), and propane all on display. — Michael Treloar, managing director, Elaflex Pacific, Booth 1036
We will be featuring new products at our booth this year, which include the Fisher app; the 63EGLP-16 (2-inch) Pilot Operated Relief Valve; and the N551 3-inch Flanged Snappy Joe Emergency Shut Off Valve. — Sam Fung, product manager, Emerson Fisher LP Gas Equipment, Booth 1108
Our booth will showcase our trucks that we build from the ground up, as well as some of our propane industry products. Look for some great giveaways and fun conversation with our dynamic team! — Eric Morgans, national sales manager, Fisk Tank Carrier, Booth T1604
At our booth, we have a lot of exciting things to share with you. We are proud to announce our new plastic UG dome, a revolutionary product that combines durability, safety and aesthetics. It is designed based on the feedback and needs of our valued customers. You can see it in action at our live product demo, where we will show you how it works and how it can benefit you. We will also have a propane tank on display, so you can get a closer look at our high-quality materials and craftsmanship. Our friendly and knowledgeable sales representatives will be available at our booth to answer any questions you may have and to help you find the best solution for your propane tank needs. And of course, we will be giving away some special offers and gifts to our visitors, so don’t miss this opportunity to get in touch with us and learn more about Metsa. We are looking forward to seeing you at our booth! — Daniel Quiroga, sales manager, Metsa Tanks, Booth 744
FuelMor will showcase its software as a service (SaaS) solutions, highlighting the advantages of back-office and delivery software for propane marketers. Chuck Kinnie, CEO of Shasta Gas Propane and co-founder of FuelMor, will be present to provide valuable insights from a propane marketer’s viewpoint on the application of propane software. — Kelly Engel, president, FuelMor Propane Software, Booth 733
Mopeka will be formally announcing two products at this year’s event, but there will be more details to come as we approach the event. Let’s just say, yet again, they will absolutely change the dynamic when it comes to the digital accuracy of what’s in your tank. There’s nothing like it out there! — Kevin Jaffe, chief operating officer, Mopeka Products, Booth 220
It feels like a tradition now, but we have hosted a beer reception at our booth for the last few years, and we can’t disappoint. We will be doing the same this year as well. We might even have a surprise breakfast treat. We find it is a great way to interact and engage with attendees. People navigate around food and beverages, especially after walking and talking to a lot of people. Sharing a beer allows for an easy icebreaker when speaking with new clients or prospects. — Marci Gagnon, VP of strategic alliances, and Jon Gilbert, director of business development, Qualpay, Booth 1420
At our booth, Ray Murray Inc. is thrilled to celebrate our 50-year anniversary with you! Step into our world of propane equipment and immerse yourself in 50 years of RMI history. In addition to experiencing our rich history and latest offerings, seize the opportunity for valuable networking. With 20-plus RMI employees present at the expo, there will be ample chances to connect with industry professionals and RMI experts. Don’t miss out on this chance to explore the past, present and future of propane equipment innovation. Visit our booth and be part of our milestone celebration! — Andrew Vogl, director of national accounts, Ray Murray Inc., Booth 1120
We are excited to be offering a plant tour of our regulator facility located in Conover, North Carolina. It is exciting to be able to allow customers to see our manufacturing and assembly process of our LPG regulators. We will be introducing several new products that we are excited to share with customers. — Cody Reeves, LPG & NH3 product manager, RegO Products, Booth 1228
We will have our Rinnai van in our booth, which will display our products — including new products. We will have a drawing for a giveaway to everyone stopping by our booth. We will ask for them to provide a business card for the drawing. — Mike Peacock, business development manager – energy, Rinnai North America, Booth 714
I have seen and heard people in the past say it’s hard to retain employees. We hear users want a better user experience with their software to just bring in a fresh look and feel. Our 2024 branding is “Making Propane Sexy.” Makingpropanesexy.com is a site to help bring the fun and excitement back to propane! — Freddie Ridler, head of business growth, Rural Computer Consultants, Booth 1428
