Global Convenience Benchmarks 2009

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Thursday 26th March
Global Forecourt and Fuels Day
Contributors Outlines

Main Global Forecourt and Fuels Day page

Joe Barrett, Director, Petrogas/Applegreen

"Applegreen: Fuel in the Future"

Joe Barrett will compare fuels market developments in the UK and Ireland and discuss the growth of Independent groups, occupying the space left by major oil companies. He will explore co-branding and cross-promotion in forecourts and design and branding in the forecourt environment.

In his presentation, Joe Barrett will explore co-branding and cross-promotion in forecourts and design and branding in the forecourt environment. Petrogas is expanding its chain of Applegreen service stations in Ireland and the UK. Joe will compare fuels market developments in the UK and Ireland and discuss the growth of Independent groups, occupying the space left by major oil companies.

The company was founded in 1992 by Joe Barret and his CEO Bob Etchingham. They opened Ireland's first motorway service station in Balbriggan at the end of November 2008. Petrogas operates a total of 62 sites comprising 54 stores in Ireland, one in Hilllsborough in Northern Ireland and seven in the UK. Eight sites in Ireland and the Hillsborough store trade under the Discount Fuel Deals brand. Applegreen offer a combination of low fuel prices on the forecourt and high quality food and coffee.

Antoine Tournand, Head of Shop, Food & Services, Marketing & Development, Total

"Fuel, Shop, & Services: How to be Successful Together on Site?"

Antoine is responsible for the development of Total's shop, food service & carwash business in Europe. This represents around 2 billion euros of turnover per annum across 4000 Total COCO & CODO sites in Europe.

Antoine will talk about the complexities of running the non-homogenous Total network across different European markets. Total's rationale for developing Fuel, Shop & Services together has been justified by the need for synergies and the opportunity to fulfill the needs of the customer on the go. He will explain that whilst business logics in fuel and shop are often different, being successful in the retail business requires a general improvement in staff, systems, internal & external cooperation and market understanding. He will examine competitive advantages/weaknesses of an oil company like Total in this business.

Antoine is a graduate of HEC and La Sorbonne, Paris and also lectured in Warsaw before joining Total in 1993. His first experience was as Management Controller for Africa, then he turned to sales & operations being successively key account for Total retail business card (GR) and regional manager in the French network in Lyon responsible for around 300 sites. Antoine joined Strategy Planning & Development Division for Total Refining & Marketing in 2001, shortly after the mergers between Total, Fina, & Elf. In 2003, he was appointed General Manager for Total in Mozambique where he conducted the local merger between Total and Mobil Oil Mozambique in 2006.

Antoine speaks English and Portuguese, and is married with 3 children.

Dr Aubrey Burrows, Senior Technical Manager – Fuels, Tesco Stores Limited

"Quality fuels - doing it right, doing it better"

Aubrey Burrows BSc, PhD is now an independent consultant in the oil industry. He previously held a wide range of senior technical, marketing and general management roles in Europe, the Unites States, and Asia-Pacific with international petroleum & chemical companies. He is currently working with Tesco in the UK as the Fuels Senior Technical Manager with responsibility for implementing new retail fuel quality systems and addressing the operational challenges with biofuels.

How can forecourt retailers keep water out, get rid of bugs, and stop clogged filters? Aubrey's presentation will focus on the challenges with biofuels and highlight that they must be truly fit for purpose at the point of sale. The key is to ensure that the fuels have robust operability performance. They must also be kept dry and free of any contamination or impurities throughout the whole supply chain & distribution system.

David Davis, Partner, Minale Tattersfield Design

"How to Design a Successful Petrol Station"

David Davis, BA Hons is a member of the Energy Institute and Partner in charge of petrol station design at Minale Tattersfield London. His presentation will focus on key brand strategies for maximising revenue generation and features case studies from around the world. Since 1994 David has completed retail and corporate image design projects for Agip, Thai Oil, Petronas, Italiana Petroli, Petron, ADNOC, Petrobras, Lukoil, Delek, Reliance, Yukos, Kuwait National Petroleum Company, Dor Alon, Elin, Sahara, Rosneft, Gazprom and Petrol Ofisi.

Ray Holloway, Director, UK Retail Motor Industry Federation

To be announced

Bob Reid, Director, Development and Construction, Pioneer Petroleum, Canada

"The L C Zone"

Bob Reid has spent the last 30 years in the petroleum business at various levels of management. His presentation will focus on "Limiting" and "Controlling" the rising costs of utilities. He will alsp provide an overview of what Pioneer Petroleums, a Canadian chain of 150 gas/c-stores, have done to date and what they are planning in the future. Details to include a brief discussions on equipment, fixtures, controls and a summary of results to date.

Rory Hennessy, Forecourt Engineering and Legal Compliance Consultant, Torex P&C

"How to stop losing money on vapour recovery and make a financial return"

Rory's presentation will look at all aspects of forecourt vapour recovery and where there are practical proven opportunities to reduce stock losses and make a return on investment. Rory has spent more than 30 years in the petrol retailing business starting work as a petroleum officer with the London Fire Brigade and ending his career with them as the Deputy Principle Inspector for London. For the last 11 years he was head of Fire and Petroleum Risk Management for Tesco with UK and International responsibilities. He now works as an independent consultant to a number of major retail businesses. Rory has worked on numerous government bodies at a national level. Initially for the London Fire Brigade and later for the Association of UK Oil Independents ( AUKOI). He has also chaired technical groups in CEN drafting forecourt equipment standards.

Phil Monger, Technical Consultant, UK Petrol Retailers Association

"Warm fuel, the Consequences and Opportunities for Retailers"

Phil Monger joined the Petrol Retailers Association in 1989 as Technical Advisor to members and in 1997 was appointed Technical Director. His responsibilities include representing the Retail Sector to Government and Local Government with respect to Safety, Environmental Risk and Measurement of Liquid Fuels.

Varying fuel temperatures affect all petrol retailers, but recent changes in the law and technology provide new opportunities to reduce losses and get rid of the problem. Warm fuel is an increasingly high profile consumer issue in the UK and US where motoring groups have been lobbying Government to get temperature compensation mandated. As a result of complaints from motorists in Holland, their Watchdog equivalent television programme RADAR recently investigated the complaints and showed the real effects of warm fuel on volumes purchased on national television.

Geoff Wheeler, Business Development Consultant, Aston Crest Ltd

"Return on Investment (ROI) is as important to the forecourt operator as it is to the C-store retailer"

Many C-store operators manage petrol filling stations (PFS) and whilst the principle profitability may come from the C-store, a well run, attractive and price conscious forecourt meeting local and national regulations is seen to be essential to overall success. Capital investment in Forecourts does not always conform to C-store ROI requirements but there are ways to achieve provable payback AND perhaps, be seen to be environmentally friendly at the same time!

Geoff has worked his way through the sales organisations of first Gilbarco then Tokheim before spending 9 years with Micrelec, which became a listed PLC, as Sales and Marketing director. In 1992 he opened a consultancy business EFS UK Ltd primarily to introduce new and innovative products to the forecourt market. Success with this business led to the creation of Eurotank Environmental Ltd operating unique products to ensure and maintain fuel quality. Eurotank is now managed very successfully by his son Edward and his co directors. Maintaining part time Chairmanship duties, Geoff returned to his consultancy role and operates both for EFS UK Ltd and Aston Crest Consultants concerned with providing more Innovative and unique products and services to The P & C industry.

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