Page 6 - November 2019 Council Meeting Notebook Online

Chief Executive Officer’s Report

Oct. 30, 2019

Meeting. The Council will convene in public session November 12-13 in Naples, Fla. The meeting
will begin at 1 p.m. Eastern Standard Time and end at 5 p.m. the first day. On the second day,
we will begin at 8:30 a.m. and adjourn at noon.

2020 Budget. When we gather in Florida, a primary agenda item that the Council will consider is
the 2020 Budget Plan. We received two public comments, and you’ll find them in the briefing
materials. The proposed budget includes total revenues of $41.8 million. Total program spending
is $32.7 million and rebates to states total $8.4 million.

The development of the 2020 Budget was guided by four key strategic objectives:
1. Develop professional, informed, and skilled workforce and trade allies through
world-class training.
2. Increase propane’s voice in the national energy conversation through data-driven,
provocative, and assertive messaging — continuing the push to achieve a comprehensive
digital transformation.
3. Engage in appropriate commercialization efforts to create market growth opportunities.
4. Grow the autogas market through industry adoption, the development of applications,
service networks, and commercialization support of applications in the market.

Presidential Approvals. Since the Council’s last meeting, I have approved one state rebate
request, Docket 22163, Legal Review of NJPGA – NJPERF Website Privacy Policy, in the
amount of $292.50.

Councilor Changes. Our newest councilors include Mark Sutton (Wagoner, Oka.,), replacing
Gene Bissell as a public member, Jay Furman, DCP Midstream (Houston, Texas), replacing
Brittany Wright, and Duncan McGinnis, Aux Sable Liquid Products (Morris, Ill.,), replacing Troy
Randall. Councilor Libby Cloos, Enterprise Products Operating LLC (Houston), has resigned from
the Council. Her replacement is currently pending by GPA Midstream Association.

Propane Sales Training. PERC launched its new sales training via an online Learning
Management System (LMS) for propane professionals in June 2019. There are two levels of
training available, depending on your skill level: Level 1: Foundations of Propane Marketing, is for
those that are new to the propane industry and/or new to a marketing or sales role and require
the basic understanding of how to sell propane; Level 2: Credibility to Grow Your Gallons, is for
people with 1.5 to three years of experience in propane and/or marketing in propane — they
understand the basics of sales and marketing and are ready to take their training to the next level.
Within the two levels, the new online training will allow for each person to self-select their own
path and what content is most important to them to learn (or their supervisor/company can select
their learning path). The online training breaks out the sales training topics into different types of
activities — videos, e-learning, games, PDFs, checklists, guides, and more. Register here.

Sales Summit. PERC held a Sales Summit in Charlotte, N.C., in September for propane
marketers to learn about the opportunities in the autogas, residential construction, and outdoor
power equipment markets. The two-day event also focused on the resources available on
propane.com to help sell in those markets, gave marketers a chance to discuss challenges and
trends across the country, and taught sales strategies, specifically, the importance of a “growth
mindset” to meet personal and company sales goals.