The deregulation of Mexico’s energy industry presents a once in a lifetime opportunity for companies to take advantage of the free market economy and import fuel from suppliers north of the border. Until recently, the market was tightly controlled by government mandates and regulations but recent changes have made room for forward thinking importers to market, buy and sell fuel in one of the largest consumer markets in the world.

However, with tremendous opportunity comes unparalleled risk. Importers based in Mexico need to develop an entirely new fuel buying strategy, understand market risk and sell their infrastructure, as well as write contracts, structure fuel deals with visible, third party benchmarks, and learn how to market like U.S. jobbers. Learn all of this and more at How to Import Physical Fuel – An OPIS Workshop on May 16, 2017 in Mexico City!

In this intensive, single day workshop, you’ll learn:

  • How U.S. spot and rack markets work
  • How to purchase fuel from the U.S. and import it into Mexico
  • The fundamentals of an international fuel supply contract
  • And much more!






**Please note that translation services will be available onsite at no additional cost. Attendees will be able to listen to live Spanish translation of the presentations via a headset.**

Meet Your Instructors


Dolores Santos
Fuel Supply Expert

A 15-time OPIS course instructor, Dolores Santos is one of the industry’s most respected executives, with 40 years of experience buying and selling fuel for some of the industry’s largest petroleum products companies, including Wickland Oil and New West Petroleum. Before joining OPIS, Dolores was Director of Supply and Distribution for Flyers (Nella Oil Company), one of the largest and most prominent jobbers on the U.S. West Coast.

Mario Guido

Mario Guido
Strategic Business Development

Mario holds a Bachelor’s Degree in International Business from the Monterrey Institute of Technology, and a Master’s Degree with an International Business Concentration from the University of Texas at El Paso. He is a founding Partner at Strategic Business Development, a boutique consulting firm in El Paso, Texas, which provides professional and strategic consulting services. He has over decade of background within the gasoline station industry in Northern Mexico, consulting for top gasoline station groups in the region. His experience spans over diverse industries on both sides of the US-Mexico border.

8:00 - 9:00am


9:00 – 9:45am

Introduction/U.S. Market Overview

Meet your instructors and get an outline of key objectives and important concepts that will be covered during the day-long workshop. We will also take a look at the U.S. markets and how they work – touching on refineries, pipelines, jobbers and retail operations.

9:45 – 10:30am

NYMEX and Spot Markets

The NYMEX is the major daily influence in the U.S. petroleum market. The local spot markets fluctuate based on local supply issues. This session will touch on how futures (NYMEX) markets work, and how they impact spot markets. We will discuss basis and where key U.S. spot markets are located, and answer your questions about the specifics of a spot transaction.

10:30 – 11:15am

Rack Pricing and Benchmarks

There are more than 400 racks in the U.S. where petroleum is distributed, and each one is different! Get an in depth look at rack pricing in the U.S. and how to leverage price benchmarks for your fuel contracts. In this session, we’ll explain the basics of racks, and detail:

  • Why each of the more than 400 U.S. racks are different and how that affects you.
  • How you find out what products are supplied at each rack.
  • Arbitrages between racks – when they do / don’t work for you.

11:15 – 11:45am

Refreshment Break

11:45am – 12:30pm

Supply Contracts

Without question, the biggest trap that buyers or sellers fall into when they do a fuel deal is writing a bad contract. It doesn’t matter where you are, the U.S. or Mexico, having a well written agreement is critical. In this session we’ll walk through what is required to set up an international fuel contract – what language should it be in? What is an acceptable term?

12:30 – 1:15pm

Securing Credit

The biggest issue for fuel sellers and buyers in the U.S. is credit. And, those same issues are going to be at the forefront of Mexican deregulation. How do you manage credit as a buyer or a seller? What happens when fuel prices spike? How does that impact the credit you issue and receive? How do you vet out customers to eliminate the huge risk of doing business with a customer that is not credit worthy?

1:15 – 2:00pm

Risk Management/Hedging

Risk is a huge part of all fuel businesses. Is it prices going up, or down? What about supply risk? How about basis risk? A fuel business can succeed or fail depending on how you, as the buyer or seller, identifies and manages risk. Don’t miss this highly detailed introduction on how to manage your fuel and currency risk and the different options available to help mitigate your risk.

2:00 – 3:00pm


3:00 – 4:30pm

Importing Fuel from the U.S.

Discover where your risk lies when importing fuel, dealing with customers and pricing. This session will cover what it takes to import fuel into Mexico from the U.S. and your responsibilities when moving fuel over the border.

4:30 – 5:15pm

Challenges and Opportunities when Dealing with U.S. Suppliers

International credit, branding, unbranded supply – these are just a few of the challenges you might encounter when dealing with U.S. suppliers. But, overall, the future looks bright for Mexico-U.S. fuel relationships as major U.S. oil companies see an opportunity to expand their retail market across the border. We’ll finish out the day by discussing what to expect.

5:15 – 5:30pm


5:30 – 6:30pm

Cocktail Reception

Register Now & Save!

Registration fee includes all sessions, refreshment breaks, lunch, cocktail receptions and seminar materials.


Save $100

register by 4/28/17

Full Price

Register by 5/16/17
register now


ONEXPO members are eligible for significant savings. Please contact the association for your special discount code.


Oil Price Information Service (OPIS) believes there should be complete price transparency across the oil supply chain so that all stakeholders can buy and sell petroleum products confidently. We provide that transparency through educational courses, software tools, real-time news and pricing services, and market-specific benchmark pricing reports. Being a reliable information source with world-class customer service is important to us, as it helps fulfill our mission to enable customers to make smarter, more informed decisions. Navigating oil price volatility is tough – OPIS strives to make it a little easier. OPIS is an IHS Markit company. Learn more at