Page 31 - Oil and Energy January 2013
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consistent communication of the benefits
of a premium program by customer facing
employees.
Improved profitability requires a value
proposition beyond the delivery of a
premium product. As a full service additive
company, AFS prides itself on pre- and post-
sale support. The delivery of the appropriate
fuel additive includes, as required by our
dealers, a customer/prospect announcement
detailing the benefits of their new premium
fuel; marketing materials supporting the
successful launch of the treatment program;
fuel storage testing as needed and in-house
training supporting the education and
communication skills of customer-facing
employees to ensure a successful launch of
the premium fuel program.
Do you offer marketing
support for fuel retailers?
Marketing support is the cornerstone
of our relationship with our customers.
We have decades of sales and marketing
experience in the retail and commercial
heating oil marketplace supported by indi-
vidually designed programs for our dealers.
In addition, we have been treating diesel
fuel for on- and off-road use for over 30
years and are relied upon for fuel quality
consultative services by some of the largest
fleets in the nation.
C & S Scientific/Parke Hill
P.O. Box 1056
Hightstown, NJ 08520
Contact: Jerry Sava, Pat Cerminaro
Phone: (877) 448-7037
Fax: (267) 200-0430
Email:
Web:
Do you have any new products or formulations?
We have introduced INJECTROL, a
new fuel injector antifoulant and detergent
for use in the new HPFI diesel injection
systems. Because of the extremely high pres-
sures and temperatures involved, coupled
with the inherent reduction in thermal and
oxidative stability of ULSD fuels, coke-like
byproducts will clog injector valve seats
and nozzles. INJECTROL controls this
adverse effect and helps ensure clean and
efficient diesel performance. Also, handling
is simplified since our concentrated formu-
lation requires half the typical rate.
We have also further enhanced the
cold flow capabilities of our heating oil and
diesel fuel conditioners so that they will be
effective with the new type of bio-products
involving tallow oils derived from animal
fats as well as the traditional plant-derived
sources. The upgraded formulations also
add further extra effectiveness when our
additives are used in higher bioblends
B10-B20.
What is your advice on how to treat heating oil?
I would recommend regular treatment
withTREATNOW, our very economical and
very concentrated multifunctional product,
whose formulation includes antioxidants,
stabilizers, dispersants, anti-polymerization
agents, and water and corrosion inhibitors.
All the components act together to main-
tain a homogeneous and clean fuel. Using
the product on a continual basis will not
only stop immediate problems but will also
prevent sludge clogging that may develop
due to the cleaning action initially observed
with some higher bioblends.
What is your advice on how to treat ULSD?
We recommend INJECTROL (see
above). Also, because of the refinery
processes involved in the production of
ULSD fuels, many new potential problems
exist and traditional problems can be
exacerbated. As a result, we have upgraded
our entire DIESELADD series of diesel fuel
conditioners in order to cope with such
problems as rapid wax separation and icing
in cold weather; degraded thermal and
oxidative stability; diminished lubricity; and
internal corrosion. DIESELADD products
are available at treatment ratios from 1:1000
to 1:7500 to allow the dealer to choose the
best option to meet his requirements.
What is your advice on treating Bioheat
®
blends?
The dealers have to be aware that
bioheat blends up to B2 will have character-
istics virtually identical to 100% fuel oils.
However, as the content increases from
B5 to B20, the characteristics do change,
primarily with respect to cold flow and
stability issues. These issues depend not
only on the bio-contents involved, but also
on the specific type of bio-products being
used. Because of such potential problems,
proper storage and handling of the Bioheat
by the dealer is essential.
How can a fuel dealer improve
profitability by selling treated fuel?
With a properly formulated treatment,
the dealer will realize a decrease in sludge-
related service calls. Our experience has
found that this savings in service costs
far exceeds the added incremental cost of
chemical treatment involved. As a result,
an effective chemical program also provides
the intangible but significant benefits of
positive customer goodwill and company
reputation, factors that inevitably will lead
to an increase in customers.
Do you offer marketing
support for fuel retailers?
Many dealers have chosen to utilize our
customized literature, to highlight the many
benefits of the treated fuel being supplied.
In designing the literature, we are careful
to stress the positive aspects of fuel oil in
general, and describe how the additive
extends these benefits. Some dealers use
their own exclusive and protected brand
name for the chemical, to help their corpo-
rate identity and to provide another reason
for gaining customer loyalty.
Dennis K. Burke Inc.
284 Eastern Ave.
Chelsea, MA 02150
Contact: John (Presti) Prestigiovanni Jr.
Phone: (800) 289-2875
Mobile Phone: (857) 241-9678
Fax: (617) 884-7638
Email: john
Web:
What is your advice on how to treat heating oil?
Year-round treatments of glycol ethers for
moisture control.
What is your advice on how to treat ULSD?
Year-round treatments of glycol ethers for
moisture control.
What is your advice on treating Bioheat
®
blends?
Treat it the same as heating oil.
How can a fuel dealer improve
profitability by selling treated fuel?
Providing better quality fuels results
in fewer customer problems and better
customer service.
Fuel Management Services Inc.
13 Main Bayway
Toms River, NJ 08753
Contact: Mark Stellmach (Mid-Atlantic)
(732) 929-1964; Ed Kitchen (Southeast)
(540) 270-0056 ; Scott Zalinsky (New
England) (508) 510-6073
Fax: (732) 929-2925
Web:
Do you have any new products or formulations?
We introduced 8 oz. bottles of our
UltraGuard heating oil additive in a new
package. Designed to be used as a conve-
nient way to treat an individual residential
tank and have a heating oil dealer promote
and sell the treatment as a once per year
preventive maintenance dose. A number
Continued …
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2013 • 31
