Wednesday, July 24, 2019


8:30 – 9:30 a.m.
Registration / Continental Breakfast

9:30 – 10:00 a.m.
Introduction and Opening Remarks

Meet your instructors, Dolores Santos and Mario Guido, and get an outline of key objectives and important concepts that will be covered during the workshop.

10:00 – 10:30 a.m.
U.S. Markets Overview

A quick overview of the U.S. markets and the fundamentals that drive exports.

10:30 a.m. – 11:15 a.m.
The Futures and Spot Markets and How Fuel is Priced

As deregulation unfolds, fuel buyers and sellers in Mexico and on the U.S. border want an understanding of exactly how U.S. markets work. In this session we will outline the U.S. Fuel Price Chain, what futures and spot prices are, and how futures and spot markets impact wholesale and retail prices.

11:15 – 11:45 a.m.
Fuel Transactions at the Rack – Fuel Benchmarks

Let’s talk about how fuel is priced at the rack. Fuel buyers and sellers in the U.S. know one thing: having a transparent cost basis is a must! There are a number of benchmarks provided by Price Reporting Agencies (PRAs) – during this session, we’ll break down the choices, and explain the differences between the benchmarks. We’ll also cover the concept of formula or index-based pricing.

11:45 – 12:15 p.m.
Refreshment Break

12:15 – 12:45 p.m.
Implied Spot and Rack Prices in the Mexico Fuel Market

Nearly all wholesale gasoline and diesel fuel transactions are based on rack prices. We’ll define what rack means, who posts prices, branded vs. unbranded, spot replacement costs, how taxes work, and the impact of the changing fuel slate.

12:45 – 2:00 p.m.
Five Things You Need to Know

We’ll cover the five key items you absolutely need to know as an importer with real-life scenarios, case studies and a review of potential mistakes to avoid.

2:00 – 3:00 p.m.
Networking Luncheon

3:00 – 4:00 p.m.
Branding Your Retail Station

The concept of a brand is very powerful in the U.S., but what is really involved in branding a retail site? What are the risks and the rewards? What do you need to know ahead of time to negotiate a fair brand agreement? Dolores knows how to answer these questions better than anyone and will walk you through each answer, plus give you good AND bad examples of the branding agreements she’s worked with in her 40+ years in the U.S. fuel industry.

4:00 – 5:00 p.m.
The Basics of Risk Management and Hedging
Guest Speaker: Luis Xavier Alemán, Managing Director, Risk Management, Mexico, Cargill

If you buy or sell fuel, you risk prices going up or collapsing. It’s important to know exactly how to manage price volatility if you’re buying or selling into the market every day.

Talking about managing risk is one thing – getting a solid business plan in place to hedge your risk is another. In this session, we will create several market scenarios and outline basic techniques that can be employed to mitigate risk.

5:00 – 7:00 p.m.
Networking/Cocktail Reception

Join your instructors and fellow attendees for an evening reception. Network with fellow colleagues in the industry or take an opportunity to ask our expert instructors one last question!


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