Tom's distinguished career in propane, spanning five decades, makes him an invaluable resource for our clients and the industry. He's done everything from driving bobtails to running marketing and sales for Ferrellgas, one of the largest Propane MLPs in the country. He also founded NRG Distributors, a gas appliance distribution company based in Michigan, which was eventually sold to Ray Murray, Inc. Tom continues to hold a mechanical contractor license and closely follows advancements in propane heating equipment and appliances. He is passionate about packaging all that experience and knowledge into helping our clients figure out ways to grow their gallons.Tom is a frequent contributor to LP Gas Magazine. He facilitates a Benchmarking Council Group for NPGA and is chair of the NPGA Government Affairs Committee. All this activity barely leaves him time to tend to his small vineyard and commercially licensed winery in northern Michigan. Tom also likes to travel to faraway and exotic locales, like our headquarters in New Jersey.
Susan is an unmistakable champion for the heating oil industry who spearheads Warm Thoughts’ Partnership for Realty and Oilheat Success. PRO$ has operated in 9 states to help Realtors overcome obstacles in the sale and marketing of oil-heated homes. Under her guidance, PRO$ has connected with literally hundreds of thousands of Realtors nationwide, coordinating thousands of in-office presentations, appearing at hundreds of trade shows, establishing a recognizable presence on social media, and getting much needed support materials into the hands of real estate agents.
As a former real estate veteran and award-winning top producer herself, Susan is passionate about helping other real estate professionals, and makes herself available all hours of day and night. Utterly authentic, this “Jersey Girl” always finds common ground, whether in the hills of rural Ohio, downtown Baltimore, or toney Greenwich, Ct. She is a master of social media, with over 4,000 Facebook followers, and helped launch Warm Thoughts’ very successful social media consulting program. When Susan is not in the field presenting the PRO$ program, she is passionately committed to saving animals, as founder and president of Rosemarie’s Rescue Ranch, Inc. (rosemariesrescueranch.com)
As our PRO$ program coordinator, Silvia Revisore manages and markets the day-to-day operations of PRO$, which helps realtors understand and sell oil-heated home listings. This includes coordinating multiple CE classes a day and developing eblasts, which Silvia handles with the cleared-inbox finesse of organizational guru Marie Kondo.
Before joining Warm Thoughts, Silvia worked in sales for a major beauty company, ran her own small business and obtained her degree in Business Administration with a focus on marketing. Outside of work, Silvia attends online classes, enjoys crafting and keeps up to date on all things football. She’s working on achieving her goal of visiting every NFL stadium in the country!
After years of focusing on growth principally through acquisition, Bottini engaged Warm Thoughts to help aggressively grow its business organically.
Warm Thoughts refocused the Bottini brand, and helped the company put together a sales and marketing plan that emphasized growth in customer count and quality. We executed a new digital strategy, including a new website, SEO, social media and pay-per-click for both full-service and discount brands, which dramatically increased leads and web visits. We helped overhaul sales compensation, implemented training and invigorated customer communications efforts with newsletters, e-blasts, and more. We managed merger communications to maximize retention,drove a surge in budget and auto-pay accounts, and helped increased delivery fees on propane accounts with little customer pushback.
Highlights: Exceeded growth goals in propane and sales accounts, dramatic improvement in customer quality and lead generation, 500% increase in social media engagement—all within client's budgets.
Warm Thoughts manages over 150 websites and digital campaigns for propane, heating oil, and HVAC-related businesses across the country. Access to proprietary data shows us what works best to create experiences that drive leads and communicate your brand in a way that resonates with customers. Data guides us to create impactful “websites that work” with measurable results. Our services include:
Wilson Oil & Propane has evolved from a small oil delivery company to a mid-size diversified energy and home services company that sells oil and propane, HVAC services, duct sealing and discount fuel (in their separate Lawman’s division). Over the years, Warm Thoughts provided strategic and tactical support in the evolution of both the Wilson and Lawman’s brands, engaging a multifaceted modern marketing approach that utilized digital, traditional and social media, sales and customer service training, and coordinated customer communications. We helped pioneer their Homeshield offering, a bundled approach that has supported better new customer retention. They also extended the brand with creative use of truck wraps highlighting their auto-gas and charitable giving programs.
Highlights: 300% increase in customer base, successful launch of propane and discount fuel division, bundled selling approach which has resulted in substantially higher than norm program enrollments (service plan, budget, auto pay, price cap).
Sail Energy is a new consolidator that so far has acquired five propane and oil companies in New England. Sail faced multiple challenges as it sought to create a consistent brand identity while preserving or transitioning local acquisitions. Working with Sail’s executive team, Warm Thoughts crafted a brand strategy for integrating each acquisition that has facilitated significant retention, introduced new product lines and positioned each for growth.
Warm Thoughts executed a complete overhaul of the company websites, launched SEO, PPC and Facebook initiatives, repositioned service plans for profit, utilized direct mail and ambitious customer communications programs and PR.
Highlight: Exceptional retention of acquired customers, cost-effective leveraging of creative across all locations, 300% increase in social media presence, increase in service plan profitability by over $100,000, TV coverage of “spread the warmth” campaign.
Social media is an inescapable factor in our lives, and businesses who fail to tap its power are missing out on a significant opportunity to build their brand, engage with customers, and generate leads. On-line reviews are increasingly influential in attracting new customers. Warm Thoughts has generated tremendous success for clients by understanding how to attract more followers to them, and, even more important, engage . We manage your social interaction, with creative posts created just for you, and strategy honed by our success with dozens of fuel companies. We manage your reputations 24/7. We can also help you tap into very effective advertising opportunities on Facebook and elsewhere. We’ve increased our clients’ effectiveness by over 700% . We have over 300,000 people liking the pages we manage, including the most successful in the propane and oil industry. And we can make your social media presence a source of pride and strength for your company- whether we are doing all the work, or coaching your team.
It is much harder to manage your social presence in a way that impresses your audience and gets them to interact with you. That’s not something your typical customer service rep, or “salesperson who is always on Facebook,” or even marketing director necessarily understands. . It is easy to post items that make you feel good.
Located in southern California, Hyde’s began as a family-owned appliance repair business. Now in its third-generation, Hyde’s has managed to grow their business year after year and continues to celebrate the opportunity to give back to their community with their annual “Celebration of Giving” program.
By partnering with Warm Thoughts for nearly two decades, Hyde’s has improved profitability through service plans, communicated with customers via newsletters, bill inserts, and door hangers and entered the digital marketing space. As a result, they’ve has grown to become one of the region’s largest and most diversified HVAC companies.
CMC is a leading provider of management and services for industry-leading utilities, and one of the few certified Women’s Business Enterprises serving the energy-efficiency industry. Warm Thoughts has provided strategic account management for CMC as it has dramatically increased its footprint and revenues.
Print projects include designing RFP templates, infographics, logos, style guides, sell sheets, cards, brochures, invitations, truck graphics, trade show displays and direct mail. Digital projects include website design, development and maintenance, SEO, reputation management, eblasts and other promotions.
Highlights: Redesign of the CMC Energy corporate website, a re-branding project for the CMC Energy Connecticut site, several projects for CMC’s 40th anniversary (2017) and the acquisition of Clean Markets (2018).
Warm Thoughts has supported Ehrhart's evolution, transitioning the brand to Ehrhart Energy, orchestrating its marketing plan and introducing their tag line,
It's not just business. It's personal. Warm Thoughts dramatically improved the company's digital performance with a new website, effective SEO and pay-per-click campaigns, and expanded social media. We’ve also integrated radio, direct-mail campaigns, newsletters, surveys and eblasts to engage customers across multiple channels and have instituted better tracking to make smarter marketing budget decisions.
Highlights: Successful implementation of a delivery charge that added hundreds of thousands of dollars to its bottom line. Plus 200% increase in website traffic, surge in monthly payment programs, re-balancing of promotional budget more aligned with goals, and reduction of customer losses.
Carroll Home Services has been a success story in a dwindling heating oil marketing in Maryland. And Warm Thoughts has been part of that story for over 10 years.
Warm Thoughts orchestrated sales and marketing plans that resulted in tens of thousands of new customers for Carroll, increased retention, and supported its diversification into HVAC services, plumbing, and propane. We re-branded its Alliance discount division, and supported its significant growth.
Over the years, our efforts have used virtually every tool in the traditional & digital marketing toolbox, including organic social media, PPC, Facebook advertising, eblasts, highly targeted direct mail, billboards and radio advertising. We've conducted market research, trained sales and customer service personnel, and supported the brand transition to CHS when the company was acquired by the Star Group several years ago.
Highlights: successful diversification of business, acquisition of tens of thousands of new customers while driving cost per lead down by 25%, market research that changed approach to HVAC sales.
Parker Gas is a second-generation family business with 5 locations in North Carolina, and a cylinder exchange program called “Rapid Exchange.” As the propane market has come under pressure from heat pump and natural gas conversion, Parker looked to Warm Thoughts to amplify its marketing effectiveness.
Warm Thoughts identified key areas that would be important to improving Parker’s competitiveness. We completely overhauled its website and digital promotional strategy, which has led to a dramatic increase in visits and leads. We substantially improved customer communications by sending a newsletter several times a year to build relationship and positioning with customers to cross sell appliances. Warm Thoughts also helped Parker implement a delivery fee, first testing the concept to give them more confidence, and then managing all customer communications. We also developed a new website with a promotional campaign to significantly increase traffic to their Rapid Xchange business.
Highlight: Helped implement a delivery fee that has netted them hundreds of thousands of dollars.
With 16 locations throughout Louisiana, O’Nealgas needed an agency to pull all their marketing under one roof. With deep experience in the propane industry and an understanding of their customers, Warm Thoughts was the right choice.
O’Nealgas began the process with updating their website from something that looked nice and everybody liked, to a fully optimized marketing tool that would generate business. Our objectives were to help the company grow by acquiring new customers and selling more to their existing customer base. A combination of direct mail, newsletters, digital advertising and social media was deployed to help O’Nealgas achieve their goals, all with a budget that made sense to their corporate structure. Heavily focused on ROI, our efforts have been achieving real results for the past two years.
Energy United is an electric cooperative and the second largest electric utility in North Carolina, serving more than 120,000 homes and businesses. It also owns Energy United Propane, which has multiple locations in both North and South Carolina.
Warm Thoughts was first engaged by the propane division to significantly improve its customer communications and digital marketing. We created a new website, developed a customer newsletter and managed customer communications when it was time to merge one of its acquisitions into the Energy United brand. It also executed an aggressive “Opt-Out” budget plan promotion, which resulted in a 300% increase in plan enrollments virtually overnight!
Based on the success of its efforts, the parent company also engaged Warm to lead a brand review and create a new website for the electric cooperative.
Highlights: Overnight transformation of customer quality, seamless transformation of acquisition with few customer losses, integrated electric and propane digital presence under the single brand umbrella.
Warm Thoughts Breakthrough Groups™ offer the opportunity to learn from our industry’s leading strategists and from top fuel companies as well.
Volatile prices, pressure from conversions, changing customer behaviors, aggressive competition, fewer gallons per customer… Our market is changing as never before. We need to find real breakthroughs that will allow us to thrive in a new world. Breakthrough Groups provide an opportunity to cut through the noise and work one on one with your peers to solve your biggest challenges.
We meet three times a year to share ideas, benchmarks and explore new opportunities in a supportive, confidential and industry-focused environment. Unlike other groups, participation is limited to non-competitors so substantive discussion occurs and honest relationships develop.
Tap into the extensive experience of your facilitators, peers and other experts associated with the program and gain the chance to expand your own horizons and gain valuable insights into the issues you’re facing and achieve real breakthroughs.
Warm Thoughts leads the way in developing and executing state association programs that generate strong results for association executives and members. Considered the leading marketing and communications provider for heating oil and propane associations around the country, Warm Thoughts is:
But don’t take our word for it, read what they have to say:
“Warm Thoughts has been a fantastic partner in helping us maximize our NORA funding. They have developed innovative programs that have exceeded our expectations.”
- Eric DeGesero, Fuel Merchants Association of New Jersey
“Warm Thoughts hit the ball out of the park for us. They basically reinvented our approach to rebates, and in so doing, invigorated my membership, grew gallons and opened our eyes to a new way to approach marketing.”
- John Jessup, North Carolina Propane Gas Association
For companies that offer products and services to the propane, oil or HVAC industries, Warm Thoughts is a tremendous strategic ally. Twenty-five years of experience in the space gives us a unique window into how these companies make choices about vendors and allies and the best ways to reach the right players. Our creative team works wonders to get your products and services to market with the best possible positioning.
Poore’s Propane and Oil in Delaware is principally a propane marketer, which also delivers oil and equipment service through a subsidiary, Service Energy. For years, Poore’s focused on growth through community propane projects and diversification. It is the largest Blue Rhino supplier in the country, offers tank refurbishing, septic system replacement and more. When Poore’s decided to refocus on residential growth, it replaced its agency with Warm Thoughts who put together a new brand strategy, bringing Service Energy under the Poore’s banner to reduce market confusion. Warm Thoughts diagnosed substantial underperformance in its SEO and PPC programs and developed a new website and social media campaign that substantially outperformed its previous efforts. It provided sales and customer service support. Warm Thoughts also designed Poore’s successful service plan and budget program, and supported its tank refurbishing business.
When a load of yellow pipe and a trencher show up in your best marketing neighborhood, you have become the victim of the energy switching tactics of the natural gas utility.
It is successful at switching groups of consumers from propane to natural gas by feeding them outdated, inaccurate and sometimes false information about propane versus natural gas. Claims of energy savings will be based on the highest pre-fracking propane prices and the masking of natural gas delivery charges and fees versus gas cost.
Then come the bait-and-switch hook-up offers, the downplaying of appliance conversion or replacement costs, no mention of interior gas line upsizing replacement, and, of course, the offer of (high interest) financing to cover all of these costs. The natural gas industry is not telling lies. It is just citing selective information that feeds into the old perceptions of residential propane.
Although they can vary widely by state, propane prices are as low as they’ve been in many years, due to increased production levels and the forecast of generous supply for the foreseeable future. In most cases, propane is much less expensive than nonrenewable electricity and an even better value when compared to the high cost of electricity produced by renewable resources.
Yes, propane still costs more per Btu than natural gas. However, consider the parallels between the fuel economy achievements in the automotive industry and the increased efficiency of most residential gas appliances and heating equipment.
Years ago, when car companies were building poormileage vehicles, car shoppers were flocking to models with better gas mileage. Now that overall mileage standards have improved dramatically, the price of gas doesn’t have the same impact on car-buying decisions as it used to. We pay more for gas, but use less of it. Today, care buyers are shopping for SUVs over all other models, due to the increased mileage performance that more than offsets the increase in gas prices.
That same dramatic efficiency increase has happened in today’s residential gas heating equipment and appliances. An old propane forced-air furnace may have limped along at 70 percent or less annual fuel utilization efficiency (AFUE), but a modern affordable propane furnace is at 95–98 percent AFUE. Couple that with today’s lower-than-perceived propane prices, and it offers consumers a positive financial impact. Consumers pay less for propane than perceived and use less of it. This makes the argument for switching to natural gas much less powerful, especially considering all other costs of switching. Of course, none of that is explained by the natural gas utility when it is in energy-switching mode.
The main difference between the automotive efficiency advancements and those of the gas heating equipment and appliances is that the average consumer gets a new car every 2–5 years, while a furnace can be used for 15–20 years or more. The slow turnover of gas appliances continues to fuel the perception of “expensive,” old-fashioned propane that the natural gas industry feeds on.
The Natural Propane Gas Association does a good job of helping state and regional propane associations fight the lobbying battle against unfair laws and regulations, but no other industry action is being taken to update the perception of propane. If you want a dose of propane perception, Google “switch from propane to natural gas” and see what comes up. The industry is missing in action here, and I don’t understand why. The Propane Education & Research Council admirably promotes propane appliances, but turns its back on the rest of the battle with natural gas and the emerging plans for the electrification of America.
Solutions have been proposed to make propane consumers think twice about energy switching, but the industry isn’t ready to tackle those old perceptions yet. In the meantime, loads of yellow pipe may be heading to your marketing area.