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March 17, 2011 | Vol. 61, No. 6

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In This Issue
Dear PEI Member:

An article in a recent issue of the Los Angeles Times discussed how automation is accelerating in the retail sector and how that trend could hamper efforts to bring down the nation's high jobless rate. The article cited several examples of how retail companies have turned to automation to sell more products with fewer employees.

One of the examples used in the Times piece referred to a California company that is in the process of designing an unattended refueling facility that sells more than gasoline:

Corona, Calif., vending machine firm AVT Inc. is designing a fully automated gas station that will dispense gasoline, snacks, bottled drinks, even hot coffee with the swipe of a credit card -- and not a single clerk. Some motorists might not like the concept; after all, these stations won't have bathrooms. But AVT is betting that some filling station owners will love it. AVT's smart vending machines don't call in sick or give incorrect change. They work 24 hours per day and give instant feedback on sales and inventory.

"It's just like anything else that develops over time, with retail," said Brentt Arcement, vice president of investor relations for AVT. "It's sort of that evolutionary process of what's next."

PEI is certainly not in a position to weigh in on the technical, practical or economic merits of AVT's project, although we will say that the artist rendition of the dispensing intriguing. What is worth notingin our opinionis that a company is out there with an innovative way to sell gasoline, using equipment with which PEI members are familiar.

The housing deadline for the PEI Service & Construction Managers Conference is this Friday, March 18. The event will be held at the Hilton Rosemont/Chicago O'Hare Hotel March 31-April 2.

Retail Innovation?

Service/Construction Managers Conference

PEI Sales Boot Camps

PEI Foundation Golf Tournament

ORNL: Ethanol Compatibility Study

In This Issue

Sales Boot Camps
read what others are saying...
Register Now!

PEI and Industry News »


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As in past years, the conference will provide exceptional networking opportunities, spot-on roundtable discussions, energizing general sessions and top-tier sponsors/exhibitors.

Peter McLaughlinnamed one of the top three business speakers in the nation by the Journal of Business Strategy―will present three general sessions designed to instruct and inspire his audience:

  • CatchFire! Igniting Energy and Performance
  • High-Performance Coaching
  • The Power of Feedback

Registration is $395 for PEI members and $695 for nonmembers. The fee includes all conference materials, roundtable and general sessions, three meals and two receptions. Get all the details and register for the conference at or call Sondra Sutton at 918-494-9696.

Sponsors of the conference―all of whom will be exhibiting the latest in products for service/construction professionals―include Central Illinois Mfg. Co.; Davis Business Solutions; ESCO Services, Inc.; Husky Corporation; Morrison Bros. Co.; OPW Fuel Management Systems; PMP Corporation; R & R Technologies; RDM Industrial Electronics; Samson Corporation; United Rentals Trench Safety; Universal Valve Company; and Veeder-Root Company.

The first of three PEI Sales Boot Camps, held last week in Las Vegas, met with enthusiastic reviews from participants. Here are a few of their candid comments:

  • "I would recommend this seminar to everybody, except my direct competitors."
  • "Wow! In the first two hours I learned how to better manage my time on sales calls and increase my productivity."
  • "This was great! I want Rick to train my entire sales team in this new sales approach."
  • "I never realized how important it is to manage the information I give to my customers; a light came on."
  • "I learned how much more important it is to listen to my customers' problems and how I can help solve them, being Problemcentric."

Two more boot camps are coming up: Baltimore (April 5-6) and Chicago (April 7-8). Come alone or bring your entire sales team to one of these dynamic and interactive presentations featuring Richard P. Farrell, president of Tangent Knowledge Systems. Housing cut-off is Friday, March 18. Learn more and register at

The 2011 Charles D. Kemp Golf Tournament will be held Thursday, April 28, 2011, at the Cypress Lakes Golf Club near Houston, Texas. All net proceeds from the tournament will benefit the PEI Foundation and its mission of awarding college scholarships to deserving dependents of PEI member company employees.
We invite and encourage you to participate in one of three ways:

  • Choose Your Level of Sponsorship. A range of tournament sponsorship levels are available from $250 to $5,000. As a tournament sponsor, your company will be appropriately recognized at the event.
  • Donate an Auction Item. Both silent and live auctions will give participants a chance to bid on donated gifts, services and travel. Perhaps your company could contribute a prize.
  • Register to Play Golf. Have some fun, meet with your peers, and show your prowess on the course. Golf packages for the April 28 tournament are $150 or $225 per player.

To register or obtain more information on fees, format, hotels and available sponsorships for this worthwhile event, click here or contact Sondra Sutton at We look forward to your participation.

Each year, the PEI Foundation is pleased to award $1,000 Charles D. Kemp Scholarships to deserving students who are dependents of PEI member company employees. Last year, five scholarships were awarded. Completed applications for the 2011-2012 academic year must be received by the PEI Foundation no later than March 31, 2011.

To be eligible, an applicant must be a dependent of a full-time employee of a member company in PEI's manufacturer, distributor, service and construction, or affiliate divisions. Applicants must plan to enroll as an entering full-time freshman for the 2011-2012 academic year at an accredited four-year U.S. college or university.
Scholarship recipients are selected based on academic achievement, leadership, character, community involvement, need, and the applicant's intent to major in business, engineering, industrial distribution or a similar degree. The program is administered by the Board of Governors of the PEI Foundation and a Scholarship Selection Committee.

Click here to learn more and to download the application.

Oak Ridge National Laboratory's (ORNL) Intermediate Ethanol Blends Infrastructure Materials Compatibility Study: Elastomers, Metals, and Sealants has been completed and can be downloaded here. This 109-page report is an expanded version of the 29-page report prepared by Underwriters Laboratories that was summarized in the November 23, 2010, TulsaLetter

White-Tucker Company's
facility in New Braunfels is now open. Nathan Smith is the inside sales representative and Josh Cowie is the outside rep at the office located at 226 Deborah Drive, Building B, New Braunfels, Texas 78130. Phone: 830-608-9800. Fax: 830-608-9804.
S. Bravo Systems, Inc., Commerce, California, has appointed Lucas Ford Associates, Inc. as its representative in Alabama, Georgia, North Carolina, South Carolina, and eastern Tennessee.
Tanknology Inc. and Simmons Corp. have entered into a partnership agreement in which Tanknology will install Simmons' Tank Manager for Windows UST automatic tank gauge systems throughout the United States.

Michigan distributor
. Phoenix Environmental Inc., 11042 Hi Tech Drive, Whitmore Lake, Michigan 48189, has applied for distributor division membership. Casey J. Smith is president of the firm, which was established in 1998. The company distributes equipment and also is an electric and specialty contractor that designs and builds commercial, industrial, governmental and institutional refueling locations. Phoenix Environmental represents Ameron, Bennett, Blueline, BravoInc, CntmtSoltn, Franklin, FuelForce, Morrison, Omntec, Smithpipe, Universal and Xerxes. Sponsored for PEI membership by Bob Chase, Bennett, Spring Lake, MI.
Florida manufacturers representative. J V & Associates, Inc., 14530 Riviera Pointe Drive, Orlando, Florida 32828, has applied for affiliate division membership. John W. Vautier is owner of the firm, which was established in 2010. The company is a manufacturers representative serving the petroleum and industrial markets in Florida and the Caribbean. Sponsored for PEI membership by Joie Folkers, Ameron, Houston, TX; Bill Tegethoff, ANSDis, Tucson, AZ; and Betty West, EmcoWheatn, Wilson, NC.
Philippines import/export firm. Ohcotech Corporation, 105 Edsa, Mangaluyong, Philippines 1550, has applied for affiliate division membership. Albert Yu is the president of the firm, which was established in 1947. Sponsored for PEI membership by David Crouse, OPW-FC, Hamilton, OH.
Alberta contractor. Petrocom Construction Ltd., 17505 - 109A Avenue, Edmonton, Alberta T5S 2W4, has applied for service and construction division membership. Elaine Borle is the office manager for the firm, which was established in 2005. The company is an installation and service contractor. Sponsored for PEI membership by Rod W. Graham, ZCL, Edmonton, Alberta.


  • JCH Fuel Solutions, North Las Vegas, NV (mfr)
  • Bio-Dry, Huntersville, NC (aff)


  • Bertotto, Boglione S.A., Marcos Juarez, Cordo, Argentina, from the distributor division to the manufacturer division of PEI


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Petroleum Equipment Institute
P. O. Box 2380
Tulsa, OK 74101-2380

The TulsaLetter (ISSN 0193-9467) is published two or three times each month by the Petroleum Equipment Institute. Robert N. Renkes, Executive Vice President, Editor. Opinions expressed are the opinions of the Editor. Basic circulation confined to PEI members.