KEYNOTE SPEAKER: Maura Schreier-Fleming
The Secrets of Selling Value Over Price in the Lubricants Business

Maura Schreier-Fleming is principal of Best@Selling, (BestatSelling.com), a sales training and sales consulting company. She works with business and sales professionals to increase sales and earn larger profits. She is the author of Real-World Selling for Out-of-this-World Results and Monday Morning Sales Tips. Maura speaks internationally on influence, selling skills, and strategic selling at trade association and sales meetings, demonstrating how her principles can be applied to get results.

As a sales catalyst, Maura has designed and developed many highly effective training courses and brings a broad base of experience to her clients and sales consulting. Clients include Atofina, CHS Inc., ConocoPhillips, Gulf Lubricants, Lubricants Technologies, Oronite, Sigma Coatings, Western Marketing, UPS, Fujitsu, ViaSat, Association of Independent Oil Distributors, Society of Independent Gasoline Marketers of America, and Texas Petroleum Marketers and Convenience Store Association.

She successfully worked for over 20 years in the lubricants industry with two major corporations, beginning at Mobil Oil and ending at Chevron Corp. Maura’s clients included Bell Helicopter, Northeast Utilities, Georgetown Steel, Stanley Works, General Tire and other commercial clients. She was Mobil Oil’s first female lubrication engineer in the U.S. and was one of Chevron’s top five salespeople in the U.S. having sold over $9 million annually. Maura writes several columns to share her sales philosophies. She's been quoted in the New York Times, Selling Power, and Entrepreneur.

Maura served on the Advisory Board of Automotive Expert Women of AskPatty.com. Ask Patty provides women consumers an opportunity to send questions about car buying, selling, repair and maintenance to a panel of expert automotive women and is a safe online place to share and discuss their car buying experiences. She is currently a mentor to entrepreneurs at the Venture Development Center at the University of Texas at Dallas.
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Summit Program *
WEDNESDAY, SEPTEMBER 13, 2017
3:00PM - 6:00PM Pre-Registration Badge Pick-up, On-site Registration**
3:00PM - 6:00PM Lubrizol Learning Center Experience and Tours of Lubrizol's Facility The learning center experience provides attendees with an opportunity to learn about lubricant additive technology and visually experience mechanical systems that require lubrication, among others. Click For More
6:00PM - 8:00PM

Reception/Networking Sponsored by: Infineum
Location: InterContinental Suites Hotel Cleveland
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The event kicks-off with pre-Summit evening reception to help get attendees in a quality state of mind and to network with others in the business.

THURSDAY, SEPTEMBER 14, 2017
7:00AM - 8:00AM Morning Networking – Continental Breakfast
Sponsored by: TBA
8:30AM - 9:00AM On-Site Registration***
9:00AM - 9:10AM Conference Welcome and Opening Remarks
9:10AM – 9:55AM The Issues, the Actions, and the Future of Lubricant Quality
Presented by Thomas F. Glenn, President, Petroleum Quality Institute of America

PQIA leadership will present information and insights on the quality of motor oils and transmissions fluids it has examined over the years and the challenges we as an industry face in addressing lubricant quality issues. In addition, PQIA will discuss its upcoming initiatives and explore ways PQIA can increase its effectiveness.
9:55AM – 10:35AM The Growing Importance of High Quality Motor Oils for Passenger Vehicles
Presented by Martin Birze, Regional Business Manager - Passenger Car Motor Oils, Lubrizol

Regulatory pressure on automakers to deliver increased fuel efficiency without sacrificing performance and consumer experience has led to wider adoption of newer gasoline engine technologies. Most prominent among these include changing fuel injection methods, and the wider adoption of turbochargers (T/GDI engines). These engine technologies have different motor oil performance needs than traditional engines. These engines represent a significant portion of vehicles on the road today, with projections for them to substantially increase in the coming years. Industry specifications such as ILSAC are working to address the performance gaps; however, the time and complexity of gaining standard consensus across all stakeholders, and the development of new engine test methods is slow.

This talk will focus on changes in the North American vehicle population, the subsequent motor oil performance requirements, and a view on how the industry is / will respond in the coming years (including OEM-specific requirements such as General Motors dexos1™). All information will highlight the importance of having the right lubricant technologies available and the increased need to maintain product quality and integrity through the supply chain.
10:35AM –10:50AM Break
10:50AM –11:30AM

Automatic Transmission Fluids - Serving an Ever Complex Aftermarket
Presented by Ian Macpherson, Marketing Director ATF & Industrial, North America, Afton Chemical


Strives for efficiency and fuel economy among vehicle manufacturers have led to a tailoring and optimization of transmission designs across the industry. This trend has been accelerating for at least 10 years. The result is an aftermarket ATF industry becoming fraught with complexity, labeling and logistic challenges. How to get the right fluid into the right transmission every time? This presentation will provide a market overview and indicate some opportunities and challenges associated with the automatic transmission fluid industry.

11:30AM – 12:15PM KEYNOTE SPEAKER
The Secrets of Selling Value Over Price in the Lubricants Business

Presented by Maura Schreier-Fleming, Principal of best@selling

The secret is that you don’t sell quality, you sell value. Learn how to translate quality into a language decision makers understand and sell on the value of quality lubricants and the costs of the alternatives. You won’t want to miss this presentation!

Maura Schreier-Fleming is principal of Best@Selling, (BestatSelling.com), a sales training and sales consulting company. She works with business and sales professionals to increase sales and earn larger profits. She is the author of Real-World Selling for Out-of-this-World Results and Monday Morning Sales Tips. Maura speaks internationally on influence, selling skills, and strategic selling at trade association and sales meetings, demonstrating how her principles can be applied to get results.

As a sales catalyst, Maura has designed and developed many highly effective training courses and brings a broad base of experience to her clients and sales consulting. Clients include Atofina, CHS Inc., ConocoPhillips, Gulf Lubricants, Lubricants Technologies, Oronite, Sigma Coatings, Western Marketing, UPS, Fujitsu, ViaSat, Association of Independent Oil Distributors, Society of Independent Gasoline Marketers of America, and Texas Petroleum Marketers and Convenience Store Association.

She successfully worked for over 20 years in the lubricants industry with two major corporations, beginning at Mobil Oil and ending at Chevron Corp. Maura’s clients included Bell Helicopter, Northeast Utilities, Georgetown Steel, Stanley Works, General Tire and other commercial clients. She was Mobil Oil’s first female lubrication engineer in the U.S. and was one of Chevron’s top five salespeople in the U.S. having sold over $9 million annually. Maura writes several columns to share her sales philosophies. She's been quoted in the New York Times, Selling Power, and Entrepreneur.

Maura served on the Advisory Board of Automotive Expert Women of AskPatty.com. Ask Patty provides women consumers an opportunity to send questions about car buying, selling, repair and maintenance to a panel of expert automotive women and is a safe online place to share and discuss their car buying experiences. She is currently a mentor to entrepreneurs at the Venture Development Center at the University of Texas at Dallas.
12:15PM – 1:15PM Lunch
Sponsored by: Lubrizol
1:15PM – 2:00PM

API CK-4 and API FA-4 Heavy-Duty Motor Oils: Enabling the Next Generation of Low GHG Diesel Engines
Presented by Shawn D. Whitacre, Staff Engineer, Engine Oil Technology, Chevron Lubricants

Shawn’s career spans 21 years focused exclusively on research and engineering dealing with heavy-duty engine lubricants, fuels, and materials. Before joining Chevron in 2013, he spent 12 years leading global fluids and materials engineering activities for Cummins. He also spent five years conducting lubricant, fuel, and emission research for the Department of Energy’s National Renewable Energy Laboratory in Golden, CO. At Chevron, he is a Senior Staff Engineer primarily responsible for development of Delo Brand of Heavy Duty Engine Oils and was the lead formulator responsible for introduction of Chevron’s API CK-4 and API FA-4 product line upgrade. Whitacre is the chairman of the ASTM Heavy-Duty Engine Oil Classification Panel, which was responsible for the final development of the Proposed Category 11 (PC-11) that paved the way for these new standards introduced in December 2016.

2:00PM – 2:40PM

Tractor Hydraulic Fluid
Presented by Ron Hayes, Director, Missouri Department of Agriculture, Division of Weights, Measures and Consumer Protection


The presentation by Ronald Hayes will start with an overview of the actions the State of Missouri Department of Agriculture, Division of Weights, Measures and Consumer Protection has, and continues to take to protect consumers in the areas of motor oil, automatic transmission fluid (ATF), antifreeze, and fast lube facilities. From there his presentation will focus on Tractor Hydraulic Fluids.

Ronald Hayes works as the Director for the Missouri Department of Agriculture, Division of Weights, Measures and Consumer Protection. In this role he provides direction and technical advice for the Device and Commodity Inspection, Egg Quality, Milk Pricing, Fuel Quality, Grain Moisture Meter, Land Survey, Metrology Laboratory and the Petroleum Device and Safety Programs.

Hayes has been a member of National Conference on Weights and Measures since 1984, and served as chairman in 2014-2015. He is a member, past chairman and currently vice-chair of the NCWM Fuels and Lubricants Subcommittee. He has been a member of ASTM International Committee D02 since 1985.

Ron established Missouri’s fuel quality program and laboratory in the early 1980’s and the program is recognized among the top state fuel quality programs. Hayes attended the Missouri University of Science and Technology, formerly the University of Missouri-Rolla majoring in computer science and mathematics.

2:40PM – 2:55PM Break
2:55PM – 3:25PM

Motor Oil and Transmission Fluid Compliance
Presented by Robert DeRubeis, Program Manager Weights and Measures Unit, Michigan Department of Agriculture & Rural Development


Rob DeRubeis is the Program Manager Weights and Measures, Michigan Dept. of Agriculture & Rural Development. During his 30 years with the department, DeRubeis has also worked as a field inspector and supervisor. His experiences include weights and measures, food safety inspections and motor fuels quality investigations. Working with the industry to increase compliance is one of the key roles as the program manager. Rob has worked with local, state and federal law enforcement agencies over the years on cases involving credit card fraud, modified commercial weighing and measuring devices, and misbranding of products.

3:25PM – 3:55PM

Motor Oil Compliance
Presented by Douglas Rathbun, Bureau Chief, Bureau of Weights and Measures, Illinois Department of Agriculture

Doug Rathbun is the Bureau Chief for the Illinois Department of Agriculture Bureau of Weights & Measures. As the Bureau Chief he oversees the inspection of all weighing and measuring devices in the State. His Bureau performs approximately 141,000 device inspections per year. Mr. Rathbun also is responsible for the Metrology Laboratory and the motor fuel quality inspection program. Mr. Rathbun is the current Chairman of the Central Weights & Measures Association and serves on the Fuels & Lubrication subcommittee for the National Conference on Weights & Measures.

Doug is a Desert Storm Marine combat veteran. He retired from the state of Kentucky where he worked in the Weights & Measures Program and taught at multiple international safety seminars regarding amusement ride safety. He was President of the Council for Amusement and Recreational Equipment Safety (CARES) for multiple years and Commander for the Springfield Underwater Search and Rescue Team (SUSART). He received his Bachelor’s degree in Business Administration from Northwood University and his Master’s Degree in Public Administration from Kentucky State University.

3:55PM – 4:40PM

Panel Discussion - Taking it to the Streets to Address Quality Issues.

Panel to discuss what is being done and what more can be done to address non-compliant /off-spec lubricants in the market.

Panelists include Ron Hayes (Director, Missouri Department of Agriculture, Division of Weights, Measures and Consumer Protection), Robert DeRubeis (Program Manager Weights and Measures Unit, Michigan Department of Agriculture & Rural Development), Douglas Rathbun (Bureau Chief, Bureau of Weights and Measures, Illinois Department of Agriculture), Thomas F. Glenn (President, Petroleum Quality Institute of America).

Ronald Hayes
State of Missouri
Robert DeRubeis
State of Michigan
Douglas Rathbun
State of Illinois
Thomas F. Glenn
PQIA
4:40PM – 5:00PM Conference Closing

*Program is subject to change. Please check back for updates.
**On-site registration will be located InterContinental Suites Hotel Cleveland, 8800 Euclid Avenue, Cleveland, OH
*** On-site registration will be located The Lubrizol Corporation, 29400 Lakeland Blvd, Wickliffe, OH

 
Speakers

Thomas F. Glenn
President, Petroleum Quality Institute of America



Martin Birze
Regional Business Manager - Passenger Car Motor Oils, Lubrizol



Maura Schreier-Fleming
Principal, best@selling



Ian Macpherson
Marketing Director ATF & Industrial, North America, Afton Chemical



Shawn Whitacre
Senior Staff Engineer, Engine Oil Technology, Chevron Lubricants



Ron Hayes
Director, Missouri Department of Agriculture, Division of Weights, Measures and Consumer Protection




Robert DeRubeis
Program Manager Weights and Measures Unit, Michigan Department of Agriculture & Rural Development




Douglas Rathbun
Bureau Chief, Bureau of Weights and Measures, Illinois Department of Agriculture

 

PQIA
Supporters
  Petroleum Quality Institute of America