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June 24, 2016 | Vol. 66, No. 11

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In This Issue

Dear PEI Member:

We had a great opportunity to talk to the 43 PEI members who exhibited at last week’s UNITI Expo in Stuttgart, Germany, about business outside (and inside) the United States. Here’s what they told us.

  • Everyone was talking about the just-announced acquisition of Wayne Fueling Systems by Dover Corporation (see below). While UNITI attendees had many opinions about what the combination will mean for the industry in general and for distributors in particular, no one really knows yet. Assuming no regulatory obstacles crop up, the deal is expected to close in the second half of 2016—at which point we will learn a lot more.
  • International business is good. Although much depends on product offering, competition, regulatory approval, sales focus and customer acceptance, enough locations around the globe provide an outlet for PEI members’ products to make opening selective international markets attractive and profitable.
  • Europe’s service station population is mature, with about 128,000 stations today. There were 137,000 stations in 2011, so the annual decrease in the number of stations in Europe is about 1.5%. Spain is the only country on the continent that has not seen a decrease in its station count. The fueling facilities being built today in Europe are larger, which has led to a 1% increase per year in the number of dispensers in service. Dispenser manufacturers we talked with opined that European stations can’t seem to get away from the magnetic stripe card solution, even though some countries have been using EMV for 15 years.
  • Asia and Latin America are the growing markets, with China and Brazil holding the key, although trade barriers make both markets long-term propositions for most companies. Australia is still in consolidation mode, and a handful of countries in Africa also hold some attraction to manufacturers.
  • More than a dozen U.S.-based manufacturers that did not have exhibit space at UNITI were walking the floor trying to get a handle on how to grow their businesses outside the U.S.   
  • UNITI Expo has left Automechanika—Europe’s other trade show—in the dust when it comes to fuel handling equipment manufacturers and distributors. This year’s UNITI Expo attracted more than 15,000 attendees from 111 countries during the three exposition days. The quality of oil company visitors was very high.
  • Sessions held during the expo were better attended than two years ago. Rick Long from PEI delivered an excellent presentation to attendees regarding his views on the U.S. market. The slides for his talk are available here.

International Outlook

Dover to Acquire Wayne

OPW Acquires Tokheim ProGauge and Fairbanks

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If you’re planning on attending the PEI Convention, October 18-21, in Atlanta, why pay more?  Register today and save $150 before the rates go up tomorrow.  A visit to the sold-out tradeshow gives you an opportunity to see the latest and greatest equipment and services the industry has to offer. Don’t miss out on this money-saving early bird rate. You can find all the details at www.pei.org/show.

Now that PEI has produced three 90-second service technician recruitment videos for PEI members’ use, you can attend a live, 30-minute online webinar on July 12 at 10:30 am CST to find out how you can maximize the benefit of the videos in your recruitment and training efforts. This broadcast will give you a good overview on how to use the videos in conjunction with social media (Facebook, YouTube, etc.) to find your next quality service technician. Put it on your calendar and look for more details from PEI soon. 

Dover, Downers Grove, Illinois, announced June 5 that it has entered into a definitive agreement to acquire Wayne Fueling Systems Ltd., owned by Riverstone Holdings LLC, for $780 million in cash. The transaction is expected to close in the second half of 2016. Upon close of the transaction, Dover’s annualized retail fueling revenue will be $1.4 billion when combining Wayne’s product offerings with OPW and Tokheim. Wayne’s 2016 revenue is estimated at approximately $550 million.

OPW, Hamilton, Ohio, has acquired Fairbanks Environmental Ltd., located in Skelmersdale, Lancashire, U.K., and Tokheim ProGauge, headquartered in Dundee, Scotland, U.K. Fairbanks provides fuel management services to the retail and commercial fueling industry. ProGauge provides automatic tank gauge solutions, including a variety of tank probes, consoles, and related software and calibration services for service stations to measure and monitor fuel tank levels.

, Simsbury, Connecticut, has appointed Andrew Robinson president of the company, effective June 16. He is a 10-year veteran of the industry and has held multiple senior leadership positions at Gilbarco Veeder-Root in product management and marketing. Most recently, Robinson was president of X-Ray Optical Systems, a Danaher Company.
RDM Industrial Electronics, Inc., Nebo, North Carolina, has appointed Steve Klinger of APS, Inc., Parker, Colorado, as a sales representative covering Montana, Colorado, Wyoming, Idaho, Utah and Nevada. RDM also has appointed Dustin Dougan of P&G Marketing and Associates in Lawrence, Kansas, to represent the company in Nebraska, Kansas, Oklahoma and western Missouri.

“American drivers logged a record number of miles in the first three months of the year, as travel rose 4.2% to 746 billion miles, the US Transportation Department said May 27. In March this year, Americans drove 273.4 billion miles, up 5% from the same month last year. March 2016 saw the most US driving ever, according to the seasonally adjusted data, the government said.—”Oil Daily, May 31, 2016.

Lamar Bradley
, Environmental Fellow for Tennessee’s Division of Underground Storage Tanks, will retire from state government June 30. Lamar worked 12 years in Tennessee’s Divisions of Water Pollution Control and Ground Water Protection before moving to the Division of Underground Storage Tanks in 1988. Lamar has been a pleasure to work with these past 28 years. His industry/regulatory knowledge and refreshing sense of humor will be missed.  

Kevin Dull
, president of Mid Iowa Petroleum Services, Inc., Marshalltown, Iowa, died suddenly June 8, in Atlantic, Iowa. He was 62. He worked for Eaton Company in Marshalltown, Johnson Construction and Petroleum in Des Moines, and F & W in Marion before founding Mid Iowa in 1998. He is survived by his wife, Kristine Gilchrist-Dull, and two children, Alexander and Ann-Margaret.

New Jersey fuel quality management firm
. Fuel Management Services, Inc., 13 Main Highway, Toms River, New Jersey 08753, has applied for affiliate division membership. Mark Stellmach is president of the firm, which was established in 1997. The company provides fuel quality management, corrosion prevention and corrosion engineering services. Sponsored for PEI membership by Greg Goeks, CompT&TWI, Cedarberg, WI. www.fuelmanagementservices.com
Texas corrosion consulting firm. Conmattest, 13327 Forestway Drive, Dallas, Texas 75240, has applied for affiliate division membership. Melanie Nelson is a partner with the firm, which was established in 2013. The company provides corrosion protection services including cathodic protection testing and repair. Conmattest also offers fuel design services. Sponsored for PEI membership by Joshua J. Fowler, Smithpipe, San Antonio, TX. www.conmattest.com 


  • IBB Petroleum Services, Hazel Park, MI (dis)
  • Wolflube Equipments LLC, Miami, FL (mfg)
  • Earth Tec’s Environmental Consulting & Services, Inc., Aurora, CO (aff)
  • Petroleum Tec, Charlotte, NC (S&C)
  • ProCore Fuel Solutions, McAlester, OK (S&C)
  • T & J Fuel Construction LLC, Glendale, AZ (S&C)
  • Andrew Lazazzera, Hertz Corporation, Estero, FL (O&E)
  • Jeralynne Offenberger, Par Mar Oil Company, Marietta, OH (O&E)
  • John Sieger, Sheetz, Inc., Claysburg, PA (O&E)


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© 2016
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.