How to Become a Fuel Jobber

The basics of distributing wholesale fuel
September 20-21, 2018

Discover what’s really involved in becoming a reseller of gasoline and diesel fuel – it’s not a decision to be taken lightly. We’ll explore a number of issues that you must take into consideration before taking the plunge to become a jobber, including:



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Day 1: Thursday, September 20, 2018

2:00 – 2:30 p.m.


2:30 – 3:00 p.m.
Introduction & Course Overview

An overview of what we will accomplish over the next 2 days, and an introduction to the speakers and the attendees.

3:00 – 4:00 p.m.
What is a Jobber, and What You Need to Know to Become One

Dolores Santos has more than 40 years of experience buying fuel for some of the largest jobbers in the U.S., so she truly knows what the world is like as a jobber. In this session, Dolores will tap into her invaluable knowledge to outline the major issues you need to deal with as you become a fuel distributor.

We’ll discuss:

4:00 – 4:15 p.m.
Refreshment Break


 4:15 – 5:15 p.m.
Branded v. Unbranded – One of Your Most Important Business Decisions

Whether you are a retailer, or a fuel distributor, one of the pivotal decisions facing your fuel business is whether to remain branded, or to become unbranded. There are benefits and downsides to both. If you are branded, and opt to go unbranded, can you get out of your branded contract, and what kind of costs/risks are involved with going unbranded? Have you really scoped out the competitive landscape? If you are choosing to go unbranded for your distributor business, have you factored in inversions, and reliability of supply? Pay close attention during this session so you can make the best decision as you revamp your business.

5:15 – 6:15 p.m.
Credit – Everything You You Need to Know About Giving it / Getting It

Your business isn’t the same – fuel is now a revenue center since you are now a jobber. As you focus on redistributing your fuel, one of the biggest issues you will need to deal with is credit – perhaps the most important leg of a distribution operation. Your concern is not just the credit YOU need to buy more fuel, but the credit risk you will need to extend to your new customer base. We’ll discuss:

6:15 p.m.
Q&A / Cocktails with Instructors


Day 2: Friday, September 21, 2018

7:00 – 7:30 a.m.
Continental Breakfast


 7:30 – 8:15 a.m.
Bonus Session: One Jobber’s Success Story

We’re thrilled to have Sanjiv Patel, President of National Petroleum as our special guest speaker. Mr. Patel took a seven station retail business and grew it into a jobbership that does more than 55-million gallons / year and is growing. In this session that is absolutely can’t miss, Mr. Patel is going to candidly discuss how he found the right education tools to create his jobbership, the mistakes he made and learned from, and how he handles all the market place challenges.

Sanjiv Patel, President, National Petroleum

Sanjiv has started several companies in the areas of Artificial Intelligence, Publishing, Semiconductor, Internet and Petroleum. His expertise has helped him put his company as one of the fastest growing companies in America for five years in a row in an industry that has been stagnant during this time. He is passionate about helping small business owners and it’s this passion that made him the founding member of APCA, American Petroleum and Convenience Store Association. APCA is non-profit entity that has more than 1,200 members. Sanjiv holds a Master’s Degree in Computer Engineering from USC.

8:15 – 9:30 a.m.
Risk Part One: What Is Risk, and Why You Need to Worry About it

As a jobber/fuel distributor, your risk profile changes dramatically. You’re going to be buying, and reselling a lot more fuel than you did before. What happens if prices for physical fuel double or collapse? Do you know the kinds of risk you will face? Listen as we explain the following kinds of risk in purchasing your PHYSICAL fuel:

9:30 – 10:30 a.m.
Risk Part Two: What Your Customers Will Expect, and What You Can Provide

We’ll talk about how you manage your physical fuel risk. As a distributor, you will need to use risk management to hedge your physical fuel purchases, especially if you offer flat / fixed / or capped pricing programs to your new customers. We’ll outline:

10:30 – 11:00 a.m.
Refreshment Break / Boxed Lunches Arrive


 11:00 a.m. – 12:00 p.m.
Getting and Keeping Fuel Customers – How To Market Your Fuel Business              

Being a distributor of fuel is worth nothing unless you have customers. And those customers are going to have varied and very specific fuel requirements. This session will focus on:

12:00 – 12:45 p.m.
Building and Protecting Your Supply Portfolio

Once you’ve decided to become a reseller, your supply picture is going to change dramatically. You’ll not only likely see an increase in your fuel requirement, but also in the amount you will spend. In addition, you’ll need to reassess your existing supplier relationship and pursue new ones. Listen and pay close attention as Dolores explains:

12:45 – 1:00 p.m.
Final Q & A/Adjourn


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