What advice do you have for propane retailers who want to grow their gallon sales?

What advice do you have for propane retailers who want to grow their gallon sales?

Answers from the LPG Editorial Advisory Board:

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“Be willing to think outside of the box, know your customers, build relationships with your customers and your employees (they are your ambassadors in the field), and community involvement.”

– Dan Richardson, president and CEO, Conger LP Gas, Tifton, Georgia

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“Tactics for propane retailers to increase gallon sales will vary depending on the type of market they are doing business in. Selling more gallons through current customers may require expanding into the gas appliance business directly or through forming partnerships with HVAC and plumbing trades companies in your area. Pick a product to start, such as tankless water heaters, and be really good at promoting and selling to your current customer base and to prospective customers as well. Working with home builders and realtors can bring in new customers and, of course, advertising a cheap propane price always works to attract some new customers that may not be worth having in the long run.”

– Tom Jaenicke, propane specialist, ATomiK Creative Solutions, Charlevoix, Michigan

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“Autogas is an excellent way to expand gallon growth within one’s market. These gallons are weather independent and provide customers with a clean, affordable fuel.”

– Jessica Johnson, manager, Political Action Committee, National Propane Gas Association, Asheville, North Carolina

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“Chasing gallons with low prices is a losing game. At Christensen, we’ve seen how selling on value and standing out in the market builds lasting loyalty. Customers who come for a deal will leave for the next one. Focus on what makes your business different, like reliability, service and trust. That’s how you grow for the long haul.”

– Dennis Halverson, propane product manager, Christensen Inc., Richland, Washington

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“Growing gallon sales requires a strategic focus on exceptional customer service, strong vendor relationships and identifying opportunities to deliver additional propane solutions to homes and businesses. Success depends on an empowered, customer-centric team that thinks creatively and aligns with customers’ evolving energy needs while consistently exceeding expectations. It’s important to remember that this is a margin-driven business, and not all gallons contribute equally to profitability.”

– Christina Armentano, executive vice president and COO, Paraco Gas, Rye Brook, New York

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“Retailers can use hedging strategies to offer their customers a monthly fixed price budget program. Offering a program unique to your area can help you add new customers and grow your gallon sales.”

– Dustin Delay, vice president, Cost Management Solutions, Houston, Texas

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“As an industry, we need to grow not by acquiring competitor propane gallons, but by creating new ones. New construction and conversions from heating oil are the ways to grow gallons in New England on the residential side. However, we also need to think about year-round gallons and innovate with new CHP, on-demand hot water, electric vehicle propane charging and autogas.”

– Leslie Anderson, president and CEO, Propane Gas Association of New England, Portland, Maine

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“Keep an open mind. Understand that whatever it is, ‘propane can do that’ and go look for ways to increase your gallon sales. You’re not alone. If there is something you don’t know about, like how to develop autogas or power generation, ag or industrial systems, call on folks that can help you. And remember, one gallon of increased sales leads to another gallon of increased sales. It doesn’t have to be all at once. And then you wake up one day and all of a sudden, you’ve got a million gallons! So, one gallon at a time.”

– Mike Walters, vice president, Safety and Fleet, Superior Energy Systems, Columbia Station, Ohio

Featured homeapage image: olm26250/iStock/Getty Images Plus

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