Second Quarter 2007


PRESIDENT'S PERSPECTIVE
CALVIN BISHOP
2007 PEI President
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THE RENKES REPORT
ROBERT RENKES
Executive Vice President and General Counsel
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An archive of questions asked of the PEI Board, All Answered!
Need an Answer?
Check out the
Asked & Answered index.

SECOND QUARTER 2007
 
The Results Are In!   Here is your Ultimate Service Vehicle

COVER STORY
Manufacturer – Distributor Relationships

Distributors And Their Manufacturers
The makings of a great partnership

How To Be Best-In-Class
Distributors offer advice to manufacturers and suppliers

Give It And Take It
Exploit your points of value.

Distributor Advisory Councils
Both sides come to the table for the customer.

Managing Your Supplier Relationships
When effective, there's opportunity.
By Gary T. Moore

Best Of The Best
Manufacturers give a shout out to their Top Dealers.

The Supplier Representative Relationship
What supplier reps need to know about the distribution business
By Tim Horan

Co-Op Dollars
Use Manufacturer's co-op money to promote your company
By Beatty McCaleb

Distributor Satisfaction Surveys
Ask your customers what they think.
By Bradley Baker



WIN-WIN!
Opinion Forum
Is the win-win relationship between distributors and suppliers dead? Add your opinion to the
           Win-Win Forum!

 

2007 CONVENTION PREVIEW
The PEI Convention at the NACS Show
"Celebrating the Power of D"

PEI MEMBER PROFILE
Savage Associates
New Jersey-based company takes creative design/build solutions to world markets.

SERVICE FRONT
When Canopies Come Tumbling Down
Make sure your customers' older canopies handle the elements.
By Joseph Langworthy

Me and My Service Truck
A look inside these “Moving Warehouses.”

Position Yourself For Success
Global Positioning Systems are the roadmaps of the 21st century.

ALTERNATIVE FUELS
Making Ethanol
Dry mill, wet mill, and the cellulosic process

INSTALLATION & CONSTRUCTION
Installation Permitting 101
Tips to make the process go well
By Mike Heideman

EQUIPMENT EDGE
Everything You Wanted To Know About UL, But Were Afraid To Ask
Dan Ryan and John Drengenberg answer PEI's questions.

SAFETY SPOT
Intranet Promotes Company-Wide Safety
Regular and prompt communication of safety issues to field technicians
By Brian Derge

MONEY MATTERS
Improving Margin With Product Mix
Produce higher Margins in a price-competitive market.
By Albert D. Bates, Ph.D.

Equipment Financing 101
Six tips to get paid for that equipment sale
By Shirah Kellman

ASK YOUR BOARD
Fuel Costs • Loyalty • Inside Sales Support.
Board members answer member questions.

PEOPLE OF TULSA
Serving Members Well
Whether you're a new member or have been a member for over 50 years, chances are you've spoken to Carletta Denison.

COMMITTEE REPORT
RP 900 Committee Goes Underground
Recommended practices for inspection and maintenance of UST system equipment

 
 

Distributors dish on their suppliers
The ultimate service vehicle
Best in the Business
Convention News!
Meet Membership Maven Denison

 

The PEI Journal is published quarterly. PEI members receive this magazine as a benefit of their membership.
Additional annual subscriptions are available to members for $49.00 and non-members for $129.00.
The PEI Journal is published by the Petroleum Equipment Institute, P.O. Box 2380, Tulsa, OK 74101-2380.

Managing Editor Robert Renkes    • Associate Managing Editor Connie Dooley     • Editor Carole Jesiolowski
Contributing Editors  J. Rex Brown  •  Carletta Denison  •  Laura Ferrel  •  Christopher Powers  •  Bob Young
• Editorial Advisor J. Stephen Hieber    • Creative Director Paul Brunell
• Production Editor Laura Pavese    • Online Designer Clyde Wolford

Editorial correspondence should be sent to Robert Renkes, Managing Editor, Petroleum Equipment Institute, P.O. Box 2380, Tulsa, OK 74101-2380 USA; telephone +1 918 494 9696; fax +1 918 491 9895. Advertising correspondence and materials should be sent to Judy Flanagan, Data Key Communications, Inc., 5794 Widewaters Parkway, Dewitt, NY 13214; telephone +1 315 445 2347; fax +1 315 445 9336.

As the official magazine of the Petroleum Equipment Institute (PEI), a non-profit corporation, this publication carries authoritative notices and articles in regard to the activities of PEI. In all other respects, neither PEI nor the publisher of The PEI Journal, Data Key Communications, Inc. is responsible for the contents thereof or the opinions of the contributors.

Entire contents are Copyright © 2007 by Data Key Communications, Inc. All rights reserved. Nothing may be reproduced in whole or in part without written permission of the publishers. Data Key Communications, Inc. reserves the right to print portions of or all of any correspondence mailed to the editors without liability on its part and no such correspondence will be returned.

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