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INTOUCH

Phillips 66 Managing Director

MARY WOLFSPELLS OUT

HER VISIONfor UK Marketing

ONE Welcome / Mary Wolf Mary Wolf TWO

Welcome to this Edition Cover story: Mary Wolf

ary Wolf tookover the reinsas ManagingDirector, UKMarketing

(UKM) on 2nd October2015, from the long servingand well respected PeteGeorge.

In Touch talked to Mary for herthoughts on her first few months inthe job and for an insight into her plans

and aspirations for the future of thebusiness.

Time flies when you’rehaving fun!“It is just over a year, since it wasconfirmed that I would be moving to theUK to take over from Pete when heretired. That time has certainly flown byand my feet haven’t really touched theground since.

“Certainly, looking back, the period oftime from July last year when I firstarrived, through to October, when Iofficially took over as Managing Director,was most valuable. I spent the majorityof those first three months getting outand about meeting customers, suppliers,industry peers and of course Phillips 66staff across as many of our UK locationsas possible. This gave me a great insightinto how the UK business operates.

Business as usual“We need to build upon the very strongfoundations that I inherited when Iarrived. The UK business was on a pathof growth when I got here and it’s my aimto continue that growth.

“Change is something that can bring aperiod of uncertainty, yet without change,things don’t develop, evolve and prosperin the long-term.

“As I look back over the past 12 months Ithink my aspirations for the business arevery similar to Pete George’s, as I aim tobuild upon his successful legacy. As such,my outlook on taking over the running ofthe UKM business is very definitely one ofevolution, not revolution, albeit I have myown ways and of course there is naturallya difference in style and approach.

Around the block,across the pond…“My background is in engineering. I firstjoined Conoco back in 2001 as a PilotPlant Engineer in Oklahoma. A move toPonca City Refinery followed, beforerelocating to Houston in 2006, joining‘Major Capital Projects’ as a LeadProcess Design Engineer.

“Having worked in research anddevelopment, refining, strategy andbusiness development, commercial andmidstream business development, I wasreally excited to undertake a directmarketing role in the UK fuelsmarketplace.

n this edition of In Touch we talkto our Managing Director MaryWolf about her vision for thefuture of the UK business.

Our innovative and entrepreneurial JETdealers feature, as we look at the myriadof more unusual products and servicesthey sell. JET’s Authorised Distributorsget a new website and we review theFPS EXPO 2016.

We harp back to the 1970s, talking totwo ‘new Faces’ in supply and as alwayswe focus on the people that make ourbusiness what it is today.

Lucy Kelly - Editorlucy.m.kelly@p66.com

I

from your EditorWELCOME

In this issue:•Proud to be Jet• JET’s entrepreneurs•Get cash savvy•Snack on the go•Going solar•FPS score a winner in Liverpool•New faces of Supply•Health Challenge•Real Rallyand more...

M MARYSAYS...

“This is not only my first role outsideAmerica but also the first in a customer-facing environment. Being trulycustomer focused is very different frommy previous roles, as refining, productionand commercial are a bit more day-to-day, short-term based. Even in longerterm planning and project-based rolesthere is little direct customer interaction,albeit the outcomes ultimately benefitthe end user.

The changingface of the

marketplace“The market dynamics for the UK fuelssector are similar to those I left in the US,but heightened and concentrated into asmaller area.

“The challenges are the same: refiningpressure, margin retention and shrinkingfuel demand, coupled with inlandpressures including volumes, margins,increased competition, alternative fuelsand legislative compliance. Running afuel business under thesecircumstances is no easy matter.

“I am very impressed with how ourcustomers tirelessly react to thesepressures to remain at the forefront ofthe industry. As the market develops andthe demographics and buying habits oftheir customers change, it’s neat to seehow they evolve to such constantchange.

“For our JET branded customers,forecourt or distributor, it is clear that notwo businesses are the same. The waythey adapt to the space they have, thecommunity they operate within and howthey respond to their customers’ needs isto be applauded. Seeing them at theirsites, in their element, with thebusinesses they’ve created, you can’t

“The business has a very good

foundation. It was ona path of growth whenI got here and we’regoing to continue that growth.”

Lucy

Cover story: Mary Wolf

Mary Wolf FOUR

Proud to be Jet initiative add value andincrease activity.

“JET brand awareness is increasing withour sponsorship of events such asSilverstone Classic as the Official FuelPartner, where over 100,000 peopleattended last year. Having NicolasHamilton as our brand ambassador, aswell as other promotional opportunitiessuch as advertising at England andScotland football internationals allincrease the exposure and PRopportunities for the JET brand.

It’s personal“From a Phillips 66 marketingperspective, balancing the needs of all ofour large customer base is a challenge;be they independent dealers,distributors, group retailers,supermarkets, resellers, or specialtybusinesses. It is important to me that wetreat our customers as individuals andnot purely account numbers, and I aim tocontinue giving the same personal touchto all.”

All about people“That brings me on nicely to ‘our people’.I was overwhelmed by the welcome Ireceived from everyone at the

office when I first arrived. They arerightly proud of their workingenvironment and what they do.

“There is undoubtedly a familyatmosphere at all of our UK locations,a family I was generously invited to joinfrom day one.

“For me, our people are our greateststrength. I like the fact that people arewilling to look at things differently andtake a hard look at themselves andchallenge things; sometimes this canbe awkward and a little uncomfortablebut in doing so I am sure suchintrospective business analysis andchanging the way we do things canonly be good in the long-term.”

What makes me tick?“One of the things that ‘makes me tick’is seeing people solve problems, take adifferent approach to things, bringforward ideas big or small and knowthey’ve been heard.

“When breakthroughs are made thanksto people excelling in what they do,developing both the business andthemselves, it is that which trulygives me the most satisfaction.

“On a personal front, myfamily and I have settled in tolife in Warwick very easily. Myteenage boys are happy atschool and have discoverednew sports in rugby andfootball (not soccer!). They tellme something called the‘cricket season’ is upon us?

“Of course moving your ‘life’ acrosscontinents is a huge undertaking for

any family, but everyone has made us sowelcome and we have already mademany new friends. In short, we are lovinglife in England and are looking forward toexperiencing as much of the places,people and culture of the UK as we can.

Looking to the future“Looking forward, I am excited by theopportunities out there and we are verymuch still aiming to grow our business.I am positive about achieving suchplanned growth, convinced that the

way forward is by being the very best wecan in all we do. It’s about leveragingour strengths, pushing ourselves to dobetter and achieve more, exceeding,not just meeting, our goals.

“We are in a great position, we have agreat marketing organisation; a greatrefinery; a great commercialorganisation. We are connected toglobal markets; we can trade anywherein the world; we have networks ofmarketing expertise in the US,Germany, Austria and Switzerland. Weshare best practices; we share talent;we share market trends.

“I believe our people are our greateststrength. If you take the Philips 66 corevalues - Safety, Honour andCommitment, it’s more than a strapline,it’s the way we do our work.

“In short, you can count on us to do theright thing. Always.”

“I believe our people areour greateststrength.”

THREE Mary Wolf

help but feel the pride they exude. Being apart of that partnership under the JETbrand is most gratifying.

“Likewise for all our unbranded customers,the scale of operation may be different, butthe challenges are often the same. It boilsdown to understanding those challengesand meeting them head on, showingflexibility and adaptability in the ever-changing energy landscape.

“I believe marketing really depends onfostering relationships for mutual benefit.Trust is a two-way street and I’m very muchof the belief that we need to work with ourcustomers, helping make their businessesbetter and most crucially that we aretransparent in our dealings with them.

“When they reflect on a deal two monthsdown the line, it should be exactly what wesaid it would be, nothing hidden, no nastysurprises.”

JET in a modern world“With over sixty years ofbrand heritage underour belt, we have aproven track recordand by showingdealers and

“It’s about leveraging our

strengths, pushingourselves to dobetter and

achieve more.”

distributors the value of JET and thebusiness it can create, hopefully will allowthem to look beyond the majors.

“One of our strengths is in being flexible,offering bespoke offers to dealers anddistributors, tailoring the deal to suit bothparties. I’d say to any prospectivecustomer – give us a try and let us showyou what we can do.

“The JET brand certainly helps ourcustomers compete in their marketplace.People have grown up with the JET brandand it is sometimes tricky to shake off ourreputation from the last century as beingcheap and cheerful. I hope though, thateveryone can see the efforts we are allputting in to evolve the brand and movewith the times. Making JET the fuel ofchoice for the end customer is our aim.

“For dealers, brand initiatives such as ourrecent Spar symbol tie up, including our

eye-catching dual branding option,do make a difference, drivingfootfall and helpingbusinesses distinguishthemselves in thecommunity.

“Promotional activity and the raising ofstandards throughour industry leading

“You can count on us to dothe right thing.

Always.”

Proud to be Jet

Proud to be Jet SIXFIVE Proud to be Jet

ince its launch in 2014,JET's standards andservice programme hasseen phenomenalengagement from the

JET dealer network and continuesto go from strength to strength.

Recognised as one of the foremostdealer incentives of its kind in theindustry, the Proud to be Jet (PTBJ)programme continues to gainmomentum and is a win-win situation foreveryone. The reasons for its success aremulti-faceted, but the key factor is itsuptake and strong growth. The continualre-investment in it by JET, and the way itsupports a dealer’s business are keyfactors. Improvements for on-siteperformance are received in the form ofenhanced facilities and capitalexpenditure, covering all aspects of thesite. The even better news is dealers getto choose what, where, when and howtheir site is improved and such flexibilityand choice is the cornerstone of itssuccess, which manifests itself in betterstandards across the board.

Transparent, timelycommunicationDealers have a defined datum point interms of brand standards and are giventhe information and tools needed inadvance to ensure they achieve asatisfactory level. The mindset isdefinitely not a ‘big brother’, lookingdown and directing, but more a sharingof information and best practice to aiddealers in enhancing standards andfacilities. Each site’s performance isassessed for customer satisfaction andsafety compliance. Dealers receiveadvance notice of their forthcomingaudits and assessments as there are notricks or surprise visits. We are simplyworking together for the advancement ofstandards and service. Once finished,assessors announce themselves andimmediately run through the scores andresults with the dealer. Defects can bedealt with, improvements made whereneeded and diamonds are administeredquickly. Such a process means all partiesknow what's going on and can keepstriving towards creating a better

forecourt experience forcustomers.Sites receive a numberof diamonds,depending on thescores they achieve,(a concept derivedfrom JET's 60thanniversarycelebrations), forcompliance, customer serviceetc. Depending on the results, dealers’diamonds allow them to choose from ahost of site enhancements including a£2000 Tokheim equipment voucher,bespoke forecourt security packages,delivery lighting, shopping baskets,newspaper stands, wine towers and ahost of JET branded giveaways tomention but a few of the rewards onoffer.

Raising the bar,reacting and reapingthe rewardsThis is where the ‘win-win’ element foreveryone comes to the fore. Tried, tested

and trusted suppliers of on-site servicesare fully on-board with the programmeas it helps them introduce products,services and new innovations to JETdealers. Likewise, dealers benefit asthey are able to re-invest in and furtherimprove their site without the normallyassociated capital costs; Phillips 66 andthe JET retail network benefit as sitestandards continue to be raised andmost importantly the end customerbenefits as they get to shop at safer,cleaner, brighter, more efficient siteswith better facilities and levels ofservice, enhancing their forecourtexperience. This in turn enhances thereputation of the JET brand andencourages repeat visits.

Building on successOver the years the rewards havecontinued to improve and becomemore varied giving dealers moreconfidence and reassurance in theimportance JET place on this crucialaspect of a dealer’s business.

The programme is designed to workfor all JET sites from individual,independent sites, through to groupdealers with multiple forecourts; asthe way it is set up means it isapplicable for everyone, whatever thesite location, size and facilities, there'salways something available toenhance their forecourt offering.

The response from dealers can only bedescribed as sensational, but don'ttake our word for it, here are somestatistics and a selection of theirfeedback and comments...

RetailRound-up

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DIAMONDS ARE A DEALER’SBEST FRIEND

“Who would have thoughtthrough a standards andservice programme, I wouldbe able to choose between an

Air Machine or a Refrigeration Unit! Genius!And I was able to give my staff a littlesomething via the ‘Love to Reward’ shoppingcards to say thank you for their hard work. Ican’t wait to have my compliance audit andassessment this year as I have seen somegreat rewards on offer and the choice justkeeps getting better, year on year. Keep upthe good work!”Garry Gibson, Cooper Bros.

“Forecourt standards play a key role on all ofour stations no matter what fuel brand theycarry. The good thing about the ‘Proud to beJet’ initiative is that it reinforces our ownefforts to offer excellence to our customers. Inaddition, the ‘diamonds’ awarded by thisprogramme are given as a reward toperformance and investment and becausethey often result in further investment at ourstations, it’s a ‘win-win’ for all concerned.”Jim Mulheran, MFG

“The mystery shop and forecourt inspectionis good because it is helpful to have a freshperson looking at the site . We all workaround our sites everyday and things dobuild up without us being aware. So anypoints brought up should be taken in apositive manner. I think the incentivesoffered for achieving a good score areexcellent.” John Musgrave, Armstrong Massey

“Even Petroleum Officers are impressed...PTBJ has given us the initiative to take thetime to make sure that our site is up to thestandard that our staff and our customersdeserve. Three days after our Suresite audita new petroleum officer made a surprisevisit to our site to do a full site check and toldus how impressed she was with our site andstaff. It felt great to see that the effort wetook to make sure everything was right, wasnoticed and commented on."Julia Dolin, Westrope Motors

“JET have simply provided me with thehelpful tools to enable me to have access toservices and goods on my forecourt thatwould normally cost me an arm and a leg. Ithink it’s great that we can pick from anextensive list of items, which are not onlyservices, but giveaways to our customers. Ichose tank maintenance last year viaTokheim as I would not then have to thinkabout it for 3 years.”Lee Whiteman, Cotgrave

“I think PTBJ is a fantastic programme, itprovides me with the chance to engage allstaff into keeping the bar high as far ascustomer and site standards go. It’s easy tothink you are doing a good job but far betterwhen the job has guidelines and monitoring.We all know how tight things are forindependent dealers and success withinPTBJ allows investment in my business, justfor doing a good job! Our successes has seenus install internal LED lighting and upgrade

our CCTV. As for our 3 diamonds this year,wow…..what a choice! Being successful is mypassion, being rewarded for it is the icing onthe cake.”Louise Hammond, Hammonds

“PTBJ encouraged me to be more focusedon the health and safety of the site both froma customer’s point of view and for the staffthat are employed at the garage. Moreimportantly was the introduction of theCustomer Service Audits last year. At first Ithought it was a lot more work for myselfand my staff but it did encourage us all tolook at the site from a customer point ofview and to sharpen up with all aspects ofcustomer service. PTBJ and the rewardincentives on offer encourage all of us to dowell, in order to uplift the image of the sitewhich is good for the site and JET. Scott Aitken, Rigg Service Station

What the Retail Active Assessors are sayingabout our sites…

• JET are the highest ranked of the clientsthey deal with, beating other industrysectors• The Average Customer SatisfactionAssessment Score is 91% vs 85% last year• 40% of assessments received 10 out of 10for their visit, 83% of sites audited haveachieved over 85% and 46% have scoredover 95%• 98% of sites have staff that greet and thank customers

“

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JET’s Entrepreneurs

Retail Round-up... JET’s Entrepreneurs EIGHTSEVEN Retail Round-up... JET’s Entrepreneurs

ell, sell, sell!We celebrate theentrepreneurial spirit of JET dealers and take a look

at the wide variety of goods andservices on offer across the JET retailnetwork.

JET dealers are an innovative bunch, alwayslooking for new ways to meet theircustomers’ needs and expand their forecourtsales. Currently JET sites can championeverything from ice cream parlours to bicyclesales and repairs, malt whiskies to handbagsand scarves, and much more. Here we profile a small selection of JET’sentrepreneurial dealers to see what sells!

Celebrating JET dealers’ entrepreneurial spirit and diverse sales-mix S

ouise Hammond of AW&D Hammond Ltd, in Halesworth, Suffolk has recently had arush, or should we say dash, on selling Dash-Cams, a driver aid to record your journey.She says: “I managed to source the Dash-Cams at a competitive price and therefore sell

them at an attractive price point, cheaper than any other retailer locally.

“I didn’t need to advertise them as once they caught on and word spread, I couldn’t keep themon the shelves! I think it’s important to keep your retail environment fresh and whereverpossible try to offer as wide a choice of product lines as you can. Think about your customerprofile and tailor your offering to them. Position your new product prominently, promote it onthe forecourt and in-store and brief your staff to politely mention it to customers. Don’t beafraid to try something new is my motto, you might be surprised!”

LCUSTOMERS DASH TO BUY

lower sales are definitelynot to be sniffed at inJET’s New North Roadsite in Ilford, Essex. Earlier this Spring, owner,

Janu Patel, had his most successfulValentine’s Day and Mother’s Dayever, selling a combined total of£18,500 of plants and flowers overthese two peak periods.

There’s no denying the success of the site’sflower offering – flower sales are ‘blooming’and now equate to one fifth of the site’s totalsales. This is despite the fact that there’s a

large Tesco, Co-op, Lidl and a florist all withina short distance of the New North Road site.

Flower sales start to‘bloom’Flowers weren’t always such an importantpart of the site’s success. When Janu tookover the freehold on the site more than 15years ago, the shop was selling around £12 of flowers each week. Janu, who ispassionate about flowers, saw anopportunity to boost sales and attract newcustomers by significantly increasing theshop’s flower range. In the first few months,he displayed £400–£500 worth of

bouquets each week and was losing moneyin those first few months. Since then,however, Janu and his dedicated staff haveturned the site’s plant and flower range intoa budding business success, with averageweekly flower sales of around £2,000.

Janu sources his flowers directly fromHolland and has between two and threedeliveries of fresh flowers every week. NewNorth Road’s staff share Janu’s passion forflowers and regularly compete with eachother to see who can sell the mostbouquets.

It’s no jokeJanu comments: “Forecourts havetraditionally been the butt of jokes when itcomes to flowers, so I love the fact that weare completely breaking down all thestereotypes associated with forecourtflowers. I’m very proud of what we’veachieved here over the years. I don’t even need to advertise my flowers as we’re now renowned for our beautiful displays andranges. The plants and flowers havedefinitely had a knock on effect on sales ofother shop items and some of ourcustomers travel from quite a distance just because they know and trust the quality ofour flowers. In an increasingly competitivebusiness, forecourt operators have to dosomething to make them stand out from thecrowd. It just so happens that our somethingis flowers!”

Growing his businessChris Murphy, JET’s Territory Manager for theSouth East, adds: “Janu is a real credit to the JET network and a great example of aforward-thinking dealer who spotted a gap inthe market and went for it!

“I’ve seen first-hand how committed Janu isto the site and how passionate he is aboutoffering his customers the very best quality and range of flowers. He’s hit on a fantasticopportunity and deserves every success. Ican’t imagine there are many – if any –other forecourts managing to beat £18.5kof flower sales in two weeks!”

F

FLOWER POWER

ooper Brothers of Newmains,Motherwell in Lanarkshire havediscovered a product that sells like

hot cakes... well, pies actually! Garry Gibsontells In Touch what everyone’s excited about:

“There’s lots of choice for the busy forecourt retailer in terms of hot food offerings from companies who supply frozen and part baked products, to bebaked off in-store. However, for us at CooperBros., these didnt quite cut the mustard, ifyou’ll pardon the pun. Nothing quite beatsfresh, home made food, so we decided to‘sauce’ just that, a great tasting range of piesand hot food from our award-winning, localbutcher, Howiesons. We like working withother businesses locally, so we weredelighted that Howiesons could cater for ourneeds. From our perspective it couldn’t besimpler; a range of superb, steaming pies is

delivered in themorning andtransferred to ouroven to keep themat the perfecttemperature. Assuch there areminimal food safetyissues and, best ofall, little or nowaste. If we needmore pies during the day we can easily getthem. We keep them competitively pricedand they have proved hugely popular as wesell upwards of 100 of them a day.”

C

WHO ATE ALLTHE PIES?

umarasamy Sivabalan (Siva) ofStarthill Service Station inRochford, Essex, has been a JET

dealer for over a decade. Always one with aneye to making best use of his space on site,he tells us why he feels all washed up, buthe’s not in a lather, in fact he feels veryhappy about it !

“We already had a photo booth in our shopspace, which is popular with customersrequiring Passport and ID photos. A divisionof Photo-Me, who supplied that unitapproached us to see whether we would beinterested in installing a portable laundretteon site. We had the perfect space to the

side of our shop and so we said yes, let’sgive it a try. Although these units arepopular across Europe we were the first inthe UK to fit their outdoor self-service 24/7launderette called ‘Revolution’.

“Our competitively priced, high capacityprofessional launderette is ideal for washing large or heavy loads such asduvets, blankets and pillows, or your weekly wash, in a record time of 30 minutes per washing cycle. That’s just thetime our customers need to refuel and dosome shopping before coming back to amachine load of clean laundry. Thelaundrette looks great and has smartened

up our site as well as proving very popular;helping us build a loyal band of squeaky-clean customers who regularly take a spinover to the site.”

KSIVA’S ALL WASHED UP!..

RetailRound-up

lick and Collect services are onthe increase across UKforecourts, but JET’s BorderCars forecourt in Dumfries has

gone the ‘eggstra’ mile by introducing acollection service with a difference: an eggvending machine!

Eggs-tra footfallThe idea is very simple:customers insert fivepound coins and one ofthe 28 doors pop open toreveal a carton of 30fresh, free range mediumeggs supplied by NithValley Eggs. The computercontrolled vendingmachine is located on theforecourt so Border Cars’customers can buy fresheggs even when the storeis closed. The eggs aredelivered from the farm to

the refrigerated vending machine within 48hours and are stamped with the best beforedate. Nith Valley Eggs representatives visitthe store regularly to restock the vendingunit, which holds a total of 840 eggs.

We’re Eggs-tatic“We’ve supplied Border Cars for six years, sowe were delighted to choose the site as oneof the locations for our first three units. Theforecourt is a great location for the machineas it attracts high footfall and lots of regularcustomers. We’re really pleased with thesales figures to date.”

Alison Johnstone, Forecourt Manager at JETBorder Cars, adds: “Excuse the pun but ourcustomers are scrambling to try out the eggvending machine! The fact that they can getfresh, free range eggs whenever they passthe forecourt seems to really appeal to ourregular customers, but also to some newcustomers who’ve heard about it. Childrenin particular love helping their parents to usethe machine. It’s just a bit quirky and fun,and at less than £2 per dozen, it’s also goodvalue for high quality eggs.”

NINE Retail Round-up... JET’s Entrepreneurs and Get Cash Savvy Retail Round-up... Snack on the Go TEN

large number of forecourtsacross the breadth andwidth of the land offercash withdrawal facilities

for their customers in the form of thegood old ATM machine, however,customer feedback shows that thosethat charge for this service may bemissing a trick. They may actually bediscouraging customers from comingon to their site. Likewise not having anATM is also likely to lessen footfall onsite.”

Time to cash in...“Research shows that cash machinesadd footfall to forecourt sites. Thosecustomers are also likely to spend someof that cash on site too. People will drivefor miles to save 1p on a litre of fuel,therfore the same logic can be applied tobeing charged for withdrawing cash; theyfeel ‘ripped-off’, it leaves a bad taste andputs them off visiting that location. Putyourself in the customer’s shoes, howwould you feel if you had to pay towithdraw your hard-earned cash? Whilst Iaccept that everyone is in business tomake money I think this is an instance ofless equals more, not making a smallmargin from your ATM will be more thanrecompensed by customers spendingmore time and more money on fuel, shopand any other revenue streams on site.Also an ATM will enhance theconvenience and ‘all under one roof’aspect of your site, adding to thecommunity spiritedness that many JETsites are renowned for.”

CCLUCK +COLLECT

ET launchesexclusive coffee andfood-to-go conceptwith eXpresso PLUS

Feeling peckish? You’re notthe only one! Did you knowthe average consumerspends more than £10 aday on lunch, takeawaycoffee and other food?That’s £2,500 a yeareach on snacks! (VISA,June 2014). On an averageday, a forecourt will sell 30cups of coffee, 30 sausage rollsand 30 sweet pastries.

Forecourts the ‘go-to’destination...With today’s consumers increasinglychoosing forecourts as their ‘go-to’destination for snacks on the move, JET haslaunched an exclusive Food2Go offering inpartnership with the experts at eXpressoPLUS and Country Choice to drive forecourtfootfall across JET’s network.

eXpresso PLUS is a leading provider ofcoffee vending machines and espresso

machines, offering flexible coffee-to-go, tea-to-go and food-to-go solutions for businessesacross the UK. The company works inpartnership with brands including Lavazza,PG Tips, Nescafé and Country Choice.

Food-to-go opportunity JET and eXpresso PLUS initially joined forceslast year to introduce a coffee-to-go initiativefor JET dealers, but earlier this year, JET’sRetail Services Team spotted an opportunityto enhance the initiative by introducing afood-to-go offering to sit alongside thecoffee. Working with the experts at eXpressoPLUS, the ‘Snack on the Go’ concept wasdeveloped and is now available to all existingand new JET sites.

From a standalone coffee machine or a widerange of hot food, sweet treats and chilleditems, the options available to JET dealersthrough this exclusive new partnership arewide ranging.

The beauty of this concept is the ability foreach JET dealer to create, build upon andbrand their own ‘Snack on the Go’ offeringto suit their individual business.

The ‘Snack on the Go’ display units can becustomised to fit the store’s available space.

As well as a Lavazza coffee machine,dealers can choose to add display areas forhot food, sweet treats and chilled items.Dealers will receive expertise from eXpressoPLUS and Country Choice to ensure theproducts they display and sell will appeal totheir customer base. Dealers can choosefrom a vast range of high quality hot andchilled items supplied by Country Choice.The ‘Snack on the Go’ units can also bebranded to a dealer’s requirements, if theywish to do so.

Stuart Cufflin, Transport and RetailContracts Manager at JET, comments:“We’re always looking to help JET dealersdrive footfall onto their forecourts and webelieve ‘Snack on the Go’ will do just that.With the continued trend toward forecourtsbecoming convenience destinations, coffee

and food-to-go present strongcommercial opportunities that

dealers can and should betaking advantage of.

There are a host ofintroductory and on-going offers andbenefits for JETdealers when signingup to ‘Snack on theGo’. Contact Sharon

Morrow for more details!

GETCASHSAVVY

JET’s Entrepreneurs Get Cash Savvy

No time, no space?“Other arguments are ‘I’m not sure howand where to find the right ATM or I have noroom for an ATM on site.’ Standalone cashmachines are an attractive option forforecourt operators for a number ofreasons. We are always on the lookout forways to help our dealers and havenegotiated a special deal with DCPayments who have put together anexcellent choice of packages for our dealernetwork.”

“So I urge you to do some research, look atthe competition nearby and see if they offerfree cash. Where is your nearest cashmachine? Can your site fill a gap in thelocal market? Go on, get cash savvy!”Call Sharon Morrow to find out more.

JET’s Retail Services Co-ordinator, Sharon Morrow tells us why‘splashing the cash’ could be of benefit to the JET Dealer network

A NEW,EXCITINGAND EXCLUSIVEFOOD2GO OFFER

A“J

RetailRound-up

snackgoon the

ELEVEN Retail Round-up...Going Solar Retail Round-up... British Horse Society TWELVE

Going SolarEco Logical!

ET Potters owner AllanPotter tells us why hethinks dealers would be‘Potty’ not to follow hislead and go Solar!

“We’d been thinking about installing solarpanels for some time, but as the forecourtcanopy wasn’t large enough to take them,we put the idea on hold. Then, around 18months ago, we began the first stage ofdevelopment work on a 1.5 acrebusiness park on land adjacent tothe forecourt. We were supplyingthe business park’s electricityfrom the forecourt using aseparate meter, but wedecided that solar panelswould be a much more costand energy efficient solution.We installed 38 panels on abuilding to the rear of theforecourt. The panels generate18kW of power.

“We worked closely with a local companywho we were already familiar with, HudsonElectrical in Framlingham. We had no capitaloutlay as we financed the panels separately– the finance company was more thanhappy to finance the project because of theguaranteed return on the panels.”

“It wasdefinitely the

right decision.It’s difficult to put

an exact figureagainst the savings as we

installed other measures at the same time(LED lighting in the canopy and shop forexample), but our electricity bills areconsiderably lower than they used to be andwe sell £3,000 of electricity back to the grideach year.”

“We are now already planning the nextphase of the business park’s development,which will include the installation of aborehole to supply water to the forecourt andbusiness park. The cost is comparable tobringing water in to the site and with ourwater rate around £4,000 annually, aborehole makes sense from a commercialand environmental perspective. Furtherdown the line we’re also planning to developa waste sewage treatment plant so we willvirtually be self-sufficient!”

“From our perspective and at the time we didit, introducing the solar panels was a nobrainer, but things can change quickly andthe feed-in tariff changes every year. Myadvice for other dealers would be to speak tolocal suppliers for guidance on the bestsolutions. We were advised that it would beseven years until we see a return on ourinvestment, but with the average lifespan ofthe panels being around 21 years, we knowthe panels are a great long-terminvestment.”

10kW of self generatedpower at Maybole!Brian Connolly, owner of Maybole, the firstdual branded JET/SPAR site in the UK,comments: “I already had solar panelsinstalled in my home so when we beganplanning a large-scale renovation of JETMaybole in 2015, I saw an opportunity toinstall them at the site. The renovation workmeant we would be quadrupling the size ofour forecourt shop, resulting insignificantly increased electricitycharges. We installed the panels purelyfor commercial reasons: we knew theywould help to counteract the substantialrise in electricity usage at the site.

“I approached a local supplier whorecommended the installation of 40 panelson the roof of the forecourt shop. Each panelgenerates 250 watts so the site nowgenerates a total of 10kW of power. As the

roof is part slate tiles and part metal roofpanels, we opted to install the solar panelson the metal roof panels rather than riskdamaging the slate tiles. The installationwent smoothly and there was no need toclose the site while the panels were beingput in place. We anticipate that we will soon be exporting power back to the grid.

“If dealers are considering whether solarpanels would be right for their site, I’d saytalk to the experts and consider where thesite is located. If you have a southerly andwesterly facing roof and your electricity costsare high, then it’s definitely worthconsidering.

“At the time we signed up, we spent around£15 – 16k on the panels and secured a 25year feed-in tariff payment. We expect to payoff the capital in just less than ten years.”

J

We talk to two more entrepreneurial JET dealers who saw the light!GOINGSOLAR

“Our electricity bills are considerablylower than they used to be and we sell £3,000 ofelectricity back to the grid each year.”

he British Horse Society (BHS)recently launched a new safetycampaign, ‘Dead? or Dead Slow?’,

calling for greater protection for horses andriders on the roads. JET dealer LeeWhiteman of Cotgrave Service Stationjumped at the chance to feature his siteand the JET brand in their photoshoot,hearing that they needed a location andknowing that road safety is important to JET.

Beth, from the BHS comments: “It wasgreat to be able to come on site and getwhat we needed to do, done. Lee, you did afantastic job with helping us get thebranding fitted correctly and finding AmieeShilton, (pictured above) with her 10-year-old horse Dave, who Amiee has owned forfive years; they were both good sports! Itwent really well and has been widelypublished, appearing on BBC Breakfast TVand across social media.”

Well done Lee, for saddling the work ingetting the JET brand in the ‘mane’-stream!

T

“If you have a southerly

and westerly facing roof and your electricity costs

are high, then it’sdefinitely worth considering.”

RetailRound-up

JET dealer jumpsat the chance tohelp The BritishHorse Society

ubu Nanthakumar took overHemsby in November 2015,recognising the potential fora large-scale transformationof the Norfolk site.

Prior to this, the site had been in decline andshut for a period of time, so there was a lot ofwork required to both rejuvenate andmodernise the site in order to appeal topassing trade and get the locals back onboard.

A new, fresh start...Subu was keen to re-build the trust of thelocal shoppers by re-building the site almostfrom the ground up, proudly stating thatliterally everything inside his forecourt shopis brand new.

In-store there are newspapers, hot drinks, icecreams, soft drinks, food-to-go, dairy, and

salads, all of which arepopular withcustomers. Subuis very keen tooffer fresh, locallysourced produceand this ismanifested in hisfresh bakeryoffering andgrocery selection,as produce arrivesdaily from nearbysuppliers. Continuing thefresh theme, Subu chose a hand-made barista coffee offering for hiscustomers rather than machine-made hotdrinks.

Subu is the first to admit that re-gaining thetrust and trade of the locals, who are used torefuelling and shopping elsewhere is notgoing to happen overnight; although he

believes they are startingto be won over by thetransformation andthe great personalservice he and histeam offer.

On the forecourtthere are six pumpsoffering regular andpremium fuel, ample

parking, coal and Calorgas, air and water and a

free-to-use ATM. Electric doors,air conditioning, movement activated

lighting, and sales technology have all helpedto modernise the site. A new shop fascia,signage and forecourt makeover have madea huge difference to the look and feel ofHemsby.

The whole forecourt is immaculatelymaintained, in line with the Proud to be Jet

Dealer Case Study: Hemsby

THIRTEEN Retail Round-up - Dealer Case Study: Hemsby

Service and Standards programme, howeverSubu has taken this to a whole new level inmaintaining the grounds, grass and flowerbeds into a gardener’s delight. With thecoming of summer more floral displays areplanned to welcome in customers.

Nothing is too muchtrouble for the staffStaff have a daily rota for cleaning andrestocking, waste management and sitechecks. Staff are fully briefed on all aspects ofrunning the site and legislation, from fuel, toHealth and Safety, alcohol, tobacco andincident reporting procedures.

The friendly staff help customers by puttingair in tyres, assisting at the pumps andcarrying shopping out to cars. One suchinstance was when a customer’s car brokedown on the forecourt (with her kids in the

car and others to be collected from school),Hemsby’s staff rang The AA and the school,gave her a drink and entertained the children.Nothing is too much trouble for the staff.

Integrating into the local community, Hemsbyalso supports a number of local charities; theindependent Hemsby Lifeboat, Save ourCoastline and Foxy Lodge Wildlife Rescue.

Hemsby has also run some promotions toattract new customers. One such recentpromotion saw one customer each day winthe value of a combined fuel and shop spendwhich could be redeemed on their next visit.The promotion worked really well, attractingboth existing and new customers to the site.

Working with JETSubu commented: “Restoring Hemsby into amodern and attractive forecourt has beenvery hard work and quite a journey, however I

couldn’t have done it without the tremendoussupport of JET. They are always willing tolisten and help while accommodating myneeds wherever they can. They are a peoplefocused business, so I’d say they were like us;easy to work with and always willing to go theextra mile to help their customers. Thereputation of the JET brand has undoubtedlyhelped us draw in customers too.”

Warming up nicely...Thanks to Subu’s commitment, hard workand significant investment, Hemsby nowsuccessfully meets the needs of a number ofvillages on the East Norfolk coast and thissummer hopefully it will be welcoming highnumbers of day trippers and holiday visitorsalongside its flourishing local trade. Afteryears of being in the doldrums, Subu saysthat although it may be a ‘slow-burner’, thissummer, things are definitely starting to ‘hotup at Hemsby’!

S “JET are veryflexible andsupportive in

helping me buildmy business.”

Things are hotting up at Hembsy

Retail Round-up - Dealer Case Study: Hemsby FOURTEEN

RetailRound-up

FIFTEEN Retail Round-up - Spar’s the Star Retail Round-up - Spar’s the Star SIXTEEN

.F. Blakemore, one ofthe UK’s largest

privately owned companies, hasjoined forces with JET on its latestforecourt venture.

JET has signed long-term supply contractswith two sites owned by Blakemore Retail, thelargest independent convenience storeoperator in the UK.

With more than 5,000 employees and 295SPAR stores located across England andWales, Blakemore Retail forms part of theconvenience retail arm of A.F. Blakemore &Son Ltd. Blakemore Retail is also a nationwidegroup dealer, with 15 forecourts throughoutthe country. A family business, whichcelebrates its centenary next year,Blakemore’s success has been built upon adistinct culture focused upon positive andfriendly relations with staff, customers and thecommunities it serves.

The two sites which joined the JET network inApril are Blakemore Buckley in Flintshire andBlakemore Newark in Nottinghamshire.

The sites have a combined fuel volume inexcess of five million litres per annum.Buckley will be supplied from the Phillips 66distribution terminal in Bramhall, Manchester,while Newark’s supply will come from theImmingham terminal, where Phillips 66 hasits Humber Refinery. Blakemore Retail hasopted to dual brand the sites, taking

advantage ofthecollaborationbetween JET andSPAR UK, which wasintroduced last year aspart of JET’s wider retailsupport programme. Bothforecourts already had SPAR-brandedconvenience stores, but fuel was previouslysupplied by other oil companies.

The sites have already been fully re-imagedwith the instantly recognisable SPAR and JETbranding throughout the forecourt, ensuring amodern, bright and inviting environment for

both convenienceand fuel customers. David Garside, AreaManager at Blakemore

Retail, comments: “Wesee this as a great

opportunity to test the waterwith a convenience brand we’re

already familiar with and a new fuel supplier.

“We want to determine the value of the SPARbrand on the forecourt on sites which areheavily convenience led, but also have thebacking of a trusted fuel brand. JET is areputable fuel supplier, offering strong security of supply and refinery product at both these

SPAR’S THE STAR ATA.F.BLAKEMORE

Blakemore Buckley

Blakemore Newark

“We’re helping to turn JET forecourts into convenience

locations.”

“JET is a reputable fuel

supplier, offeringstrong security of supply.”

Spar’s the Star

sites, which was also a key factor in ourdecision.”

JET - Delighted...Graham Clout, Group Dealer Manager at JET,adds: “We’re delighted that Blakemore Retailhas chosen JET as its supplier for Buckley andNewark. The fact that they decided to dualbrand both sites is testament to the benefits

our partnership with SPAR offers. It givesforecourt owners the flexibility to select thebest option available to them to meet theneeds of each individual site, rather than a‘one size fits all’ retail solution, which weknow simply doesn’t work in this industry.”

“We recognise how important it is forforecourts to have a strong convenienceoffering and, through our partnership withSPAR, we’re helping to turn JET forecourts intoconvenience destinations and attract newcustomers. Both of these sites areimmaculately maintained and will be a real credit to the JET network. In fact, we’reconfident they would already score highly inour own award-winning Proud to be Jetservices and standards programme.”

A

RetailRound-up

SEVENTEEN Authorised Distributor News: New Website Authorised Distributor News: New Website EIGHTEEN

Authorised Distributor News New Website

his spring saw the launchof the new JETAuthorised Distributors

website: jetdistributors.co.uk

JET’s UK Distributors span the lengthand breadth of the land, offeringdomestic, commercial and agriculturalcustomers excellent levels of service inthe supply of heating oil, gas oil anddiesel, ensuring that homes, farms,factories and offices are fuelled.Geographically spread, each one has astrong sense of local community within the area they operate, and all proudly

delivering fuel in their distinctive yellow and blue JET branded tankers to nearbytowns, villages and rural properties.

Why JET branded?Each JET Distributor is a successfulindependent business in its own right;some with single, others with multipledepots spread regionally, selling manymillions of litres of fuel each yearbetween them. Each has grown theirlocal customer base through

dependability and developing long-termrelationships based on trust with theircustomers. A major factor in suchrelationships is security of supply whichis crucial to continued customersatisfaction and in turn their businesses continuing to flourish.

Being a JET branded distributor, not just a fuel reseller, brings them thereassurance of access to quality fuelsand security of supply from the Phillips 66 UK supply chain, whoseHumber Refinery is renowned as one ofEurope’s leading refineries. In turn, thisoffers them a competitive advantage inthe marketplace and peace of mind fortheir customers. Talk to them, andundoubtedly they will tell you that’s whythey teamed up with the JET brand. Theywill also tell you that teamworkexemplifies the relationship between fueldistributors and an oil company.

Working as a team is personified in theJET Distributor Council, made up ofelected members from a selection of the14 JET branded distributors together withJET representatives. It meets regularly todiscuss ‘reseller’ related topics and issueswhich affect the industry.

Maximising JET’s brandstrength and identity...One such instance was when the ‘Council’recognised the lack of a collective JETDistributor web presence, as a landingsite to link the general public with them;maximising the strength and kudos of thewell recognised and respected yellow andblue JET brand.

So, in true JET style, listening and reactingto their customer’s needs, the DigitalMarketing Team, headed up by AlexBlower, set to work to create a brand newJET Distributor website. After much planning and liaison, graphic design andweb coding, the result, found atjetdistributors.co.uk, is now up and

running. Of course thesite is PC, Mac, tabletand mobile friendly.

Alex tells us a little moreabout the new website:“The site has beenprimarily designed toput customers in direct contact with theirlocal JET distributor. Customers simplytype in their postcode, set their distancerange and click ‘find distributors’. If theylike the look of what they see, they cancontact them directly using the detailsprovided!

“Purposefully the site is not packed withlots of detail, but it does give an overviewof the services offered, backgroundinformation on the distributor network,accreditations, supply, health & safetyand data sheets, as well as useful hintsand tips on everything from energyefficiency to maintenance of your oil tank.It is important to understand that today’scustomers’ buying habits have, and arecontinuing to change. More and morethey want to embrace the digital andsocial media age; unsurprisingly buyingtheir home heating oil or fuel for their

farm or business is nodifferent; so we need tobe proactive and providean attractive andfunctional web presence,coupled with activelypromoting the site and

our branded distributor network throughFacebook, Twitter, our app and othersocial media platforms.”

New digital ideas “Whilst the site is in its infancy, JET areinvesting for the first time in a ‘GoogleAdwords’ campaign to increaseawareness and ‘traffic’, placing the site ashigh as possible up a ‘Google search’,thus maximising web views. Thesecampaigns will be measured to gaugetheir effectiveness. To do this we areusing Google Analytics, the most widelyused website statistics service to trackand report web traffic. This data will allowus to review online activity andcampaigns, refine the website byunderstanding and gaining insights intoconsumer behaviour, allowing us toprovide people with a more engaging web experience.”

T

JETDISTRIBUTORS.CO.UKThe new website designed to put customers in direct contact with their local JET distributor

FPS Expo 2016

P

importantly, to network with like-mindedindustry colleagues.

This year, the 36th FPS EXPO, at its newvenue, saw all of the exhibitors collectively inone large hall for the first time, makingexploring the whole show much easier.Dawn Shakespeare, Marketing & EventsManager for the FPS and organiser of theFPS EXPO 2016 was delighted with thisyear’s show and is looking forward tobuilding upon the record visitor numbers.

She also received a number of positivecomments from delegates who remarkedas to the professional nature of the showand the appeal of the new venue, especiallythe convenience of the whole show beingunder one roof.

Many delegates visited the Phillips 66 stand(pictured left), and Guy Pulham, Manager,Regional Sales, of Phillips 66 UK Marketing,was delighted with how the expo went froma Phillips 66 perspective, commenting: “TheFPS EXPO in Liverpool was very wellattended and certainly a great success fromour point of view.”

“The new venue was superb and the whole hall was

buzzing with visitors from early until lateeach day.

“This was the first time that we haveutilised our custom built, ‘island’ exhibitionstand, with its dramatic and eye-catchingcentral tower and JET pole sign at the FPSEXPO. The modern looking, impactful standwas designed to allow easy access from allfour sides and features a number ofseating areas and visual displays. Judgingby the large number of key industryprofessionals, it was ideal for delegates tostop off and enjoy refreshments and a chatthroughout the day.

“As well as showcasing our brands on thestand itself JET also sponsored thereception area, delegate bags and passes;the meet & greet staff also wore Phillips 66& JET clothing, maximising our visualpresence at the event.”

Guy concluded: “The show provides aunique opportunity for us to meet face-to-face with existing and prospectivewholesale customers and is certainly anevent not to be missed from ourperspective. Our ‘bigger and better’ plansfor the 2017 FPS EXPO are already afoot!”

his year’s Federation of PetroleumSuppliers (FPS) EXPO movedto a new venue, travelling

across the Pennines, from Harrogate,where the expo has been held for manyyears, to Liverpool. The city, a previousEuropean Capital of Culture in 2008, isalso renowned for its great footballingsuccesses and as such proved to be awinner, scoring with exhibitors anddelegates alike.

The FPS provides members with a collectivevoice in the oil distribution industry at anational level, as well as offering a host ofservices to assist members in optimisingtheir business efficiencies while promotingbest practice within the industry.Membership is geographically based withregional meetings and the Federation alsoorganises the much heralded annual expo.

The FPS EXPO is the event of the year forthe oil distribution industry in the UK andRepublic of Ireland, bringing a wide cross-section of the industry together, allowingmembers to meet and discuss currentissues. There was something for everyone‘in the trade’ at this year’s show, asexhibitors showcased many new productsand state-of-the art solutions, together witha wide range of industry specific services.

There was strong representation from the wholesale oil supply anddistribution industry. Also from storage tankmanufacturers, tanker and commercialvehicle manufacturers and computertechnology businesses to mention but afew. Coupled with a raft of ancillary partsand accessories for visitors to peruse.

More, more, more...There were more visitors this year, withnumbers up a staggering 22% on theprevious year and more exhibitingcompanies too, rising by 14%.

A wide variety ofprofessionals fromacross the UK,Europe and as farafield as the USAvisited the FPSEXPO 2016 tocheck out thelatest industryinnovations and most

Authorised Distributor News: FPS EXPO TWENTYNINETEEN Authorised Distributor News: FPS EXPO

T

“The FPS EXPO 2016 was very well attended and was agreat success from a Phillips 66 perspective.”

FPS SCORE A WINNER AT LIVERPOOLAuthorised Distributor News: FPS expo 2016

TWENTY ONE JET’s New Fleet The New Faces of Supply TWENTY TWO

OF SUPPLY

JAMES

IVAN

or those who don’tremember the 1970s, ‘NewFaces’ was a TV talent showthat showcased many top

performers who began their careerswith a ‘turn’ on the programme.Lenny Henry, Victoria Wood,Showaddywaddy, Jim Davidson andthe Chuckle Brothers to mention but afew, all became household namesthanks to ‘New Faces’.

So, taking inspiration from a bygone age ofentertainment, In Touch returns to thepresent day, talking to two ‘new faces’working in the Supply function, looking attheir ‘presentation’, ‘content’ and ‘starquality’.

Moving swiftly to 2016, Phillips 66 hasdefinitely ‘got talent’. First in the spotlight isJames Eatwell, Product Quality Manager.James took up his new post on 1st March

this year, taking over from Dav Basra whorecently retired after 40 years’ service atthe company. James, like Dav, began histhen ConocoPhillips career some 12 yearsago, at the Humber Refinery working in thelaboratory.

Heading northAn alumnus of the University of Surrey, inGuildford, with a degree in Analytical andEnvironmental Chemistry, James moved tothe North East Lincolnshire region to bewith his now wife, initially working for theNHS by providing IT support to theSurgeries before returning to his scientificroots and taking a job as a Shift Chemist atHumber. Various roles followed,progressing his career via ProductionPlanning through to Laboratory ShiftLeader, gaining experience in all aspects ofthe business in terms of product quality,from feedstocks through to finishedproduct.

Warwick callingJames tells us about his new role: “ I was,of course delighted to receive my calling toWarwick, although I am still based aroundhalf the time at the Humber Refinery. WhenI was offered the job it seemed to me to bea natural extension of my time at Humber,furthering my ‘product quality journey’ andmoving on from focusing purely onensuring ‘on-specification’product leaving

the refinery, to a much broader range ofquality and product tasks from terminal,end user and legislative issues; all of whichand more besides, now keep me busy.

“I’m a few months into my new job now andam really enjoying the challenge. Of coursethe change from what was very much ahands-on role, to one which is more office-based, coupled with how the Marketingfunction differs from the refining one, italmost feels like I’m starting all over again.Having said that I’m already forging newworking relationships and everyone is verysupportive and friendly.

“As Product Quality Manager I take a stepback from both the production andmarketing functions of the business, actingas an interface, or middle-man, betweenthe Refinery and our terminals, the supplychain and the end customer. My yearsspent at the Refinery and my technicalbackground hopefully will stand me in goodstead as I deal with any fuel quality issuesthat arise in the day-to-day running of thebusiness.

“In one sense, my remit is a ‘broad-brushedone’, offering a strategic viewpoint,maximising opportunities, optimisingproduction methods and ensuring thesmooth running of supplying on-spec fuel,efficiently at all times. On the other hand,achieving those goals is all down to thedetail; getting that right is crucial as we aim

F

JAMES EATWELL

The New Faces of Supply

THE

On the Road: JET’s New Fleet

hillips 66 has replaced 70% ofits total road tanker fleet with32 new MAN, Scania andMercedes vehicles. Thevehicles conform to Euro 6

emissions standards thus delivering loweremissions and improved fuel efficiency,among a number of other benefits.

The 32 new tankers, operated by Phillips 66 hauliers are already on theroad and offer the very latest in fleetvehicle technology including:

•Euro 6 emission compliant engines•Lane assistance technology with alertfunction•Braking assistance technology with alertfunction•LED lighting systems to increase vehiclevisibility and reduce downtime for vehiclemaintenance•Multi-function steering wheels for driverconvenience•Driving characteristics monitoring withalert function

Continued CommitmentMary Wolf, Managing Director of Phillips 66 UK Marketing, comments: “Ournew upgraded tanker fleet reflects ourcontinued commitment to driver safetyand operational efficiency. These state-of-the-art vehicles offer the very latest invehicle technology and driver comforthelping to minimise the risk of vehicleincidents as well as minimise environmental impact.”

Dave Rowlands, Technical ServicesDirector at Wincanton, comments: “The

recent introduction of these new vehiclesonto the Phillips 66 fleet has enabledWincanton Fuel Contracts to strategicallyintroduce alternative vehicle marques intodifferent locations within this specialistsector.

Lowering Emissions,improving safetyIn addition, we are evaluating alternativemaximum speed limiter settings andtrimming top gear RPM to determine iffurther CO2 reductions can be achieved over and above those theEuro 6 technology delivers. Furtherimprovements in fuel efficiency are anticipated as part of this fleet change. Weconsider the inclusion of Lane DepartureWarning Systems and AutonomousEmergency Braking Systems to be afurther positive step in reducing roadtraffic incidents. Our drivers also welcome

the extra space, comfort and storage the

sleeper cab models provide.”

Dan Bauckham, Director of Engineering at Suckling Transport,

another major Phillips 66 haulier, adds:“Our new vehicles (both MAN and Scania)conform to Euro 6 emissions standardswhich means lower emissions andimproved fuel efficiency.

“All the new vehicles are fitted with thelatest OBC (On Board Computing)hardware, which is linked to each vehicle’stelematics and has touch screentechnology. These are also linked to aforward-facing camera which enables usto instantly access any footage when thecameras are activated, without the needto download the camera physically. It alsoincludes remote tachograph downloadsfor the vehicle data. We believe that weare the first operator using this newhardware.”

P Phillips 66 hasupgraded 70% of its road tankerfleet with industry

leading vehicles

NEW FLEET...TANKER-YOU VERY MUCH

The New Faces of Supply TWENTY FOUR

The New Faces of Supply

to continually improve and become moreefficient in what we do.”

A typical day“Already, just a short while into my new job,each day presents new challenges andopportunities and that is especially what Ilove about the job so far. Day in, day out Ihave a variety of responsibilities basedaround ensuring that all of our productspecifications, legislation and proceduresare compliant and up-to-date. That meansliaison with many aspects of the business,particularly the supply chain as well asoffering technical guidance and advicewhere needed.

“I am part of a small but highly competentand skilled team, with whom I liaise on adaily basis. I tap into their broad breadth ofknowledge, experience and expertise sothat we as an organisation deliver positiveresults, keeping us at the forefront ofproduct choice and quality within theindustry. Teamwork is very important, asworking cohesively and pooling sharedknowledge often gets the job done to aquicker and higher standard. As time goeson I hope to foster such a culture ofteamwork within the scope of my work,helping develop individual skills for theoverall benefit of the organisation.

“In the near future I hope to get out andabout visiting our JET Dealers andAuthorised Distributors; I’m looking forwardto their thoughts on how we can continue tostay at the forefront of the industry, as I’dlike to think of myself as a bit of a problemsolver.”

Legislativelyspeaking“Animportant partof my role,involves sitting on anumber of legislativeindustry bodies from a fuelquality perspective,representing Phillips 66interests amongst ourpeers. These

committees such as the UK PetrolIndustries Association, UK British StandardsInstitute Task Force committee and vehiclemanufacturer groups look at many farreaching issues facing the industrygenerally, all of which can influence whatleaves our refinery door.

“These meetings, as well as constantlychanging Government initiatives andlegislative issues generally, all keep me onmy toes, and ensure I keep up-to-date withtoday’s marketplace, not to mention howthe industry is shaping up for the future. Assuch, I have to be both pro-active inensuring we as a business are always at theforefront of where product quality andcompliance is heading, spotting trends anddevelopments but at the same time beresponsive in dealing with today’srequirements.”

Changing the culture,challenging ‘the norm’...“What we do is highly complicated with somany factors that can affect product quality,so trying to continually improve what we doand how we do it is very important andhighly motivating. Seeing if we can dothings better, differently, rather than justrunning with the status quo; challengingand changing peoples’ actions, away fromthe mindset of ‘because that’s how we’vealways done it’. If we get all of this right, itadds up to a smooth running operation andenhanced revenue for the company.”

Looking to the future“The future evolution of fuels is bothexciting and challenging. Whether itselectric-hybrid, bio-fuels or

alternative fuels, I need tolook at howthese and

many otherdiversification

trends may affectPhillips 66, and plan our

strategy accordingly.To continue to be a leadingplayer in the world of fuelsupply is a multi-faceted and

challenging task. I certainly am lookingforward to the individual challenges this willbring and playing my small part in ensuringPhillips 66 remain a major force for years tocome.”

Next on the Phillips 66 stage ,Opportunity Knocks (oops, wrongTalent Show) for Ivan Harling, Phillips 66 Terminal OperationsManager.

Ivan is the outdoor type, erring on the overzealous side some may say, as a lifetime ofrelentless activities such as hockey, skiing,mountaineering and hiking was only slowedby the arrival of his twins George and Elizafour years ago; however his knees did thankhim for a slight slowing of pace! Hisambition is to climb Aconcagua, the highestmountain in the world outside of theHimalayas at 6961 metres and Ojos delSalado in Argentina, the highest volcano inthe world at 6893 metres above sea level.

Moves andopportunitiesAfter studying Spanish and BusinessStudies, Ivan worked as Assistant Managerin the University bar in order to supporthimself whilst playing for Leeds Hockey ClubMen's 1st Team but knew that he had tofind a career rather than run around ahockey pitch! He was lucky enough to find aposition with Total working as an AssistantTerminal Controller at the Leeds Terminal.Whilst this stock reconciliation role was onlya maternity cover position he never lookedback and was offered a permanent positionwithin Total.

When Total took the decision to close theLeeds Terminal, Ivan was one of just twoemployees who chose not to takeredundancy and instead assisted with sitedemolition whilst waiting for a futureopportunity at Warwickshire Oil Storage Ltd(WOSL) to become available. Experiencegained in Product and Financial Accountingas well as Health and Safety led to hismoving on to become Terminal Manager atKilingholme at the age of just 34.

After managing Killingholme Road LoadingTerminal for 18 months, Ivan was asked tomanage the Nottingham site which he didfor four years before taking onmanagement of both Nottingham andKillingholme sites. With major restructuringlooming for Total, Ivan found himself at across roads and decided to take voluntaryredundancy after being approached aboutthe Terminal Operations Manager role atPhillips 66.

This January Ivan took up his new post,based in UK Marketing’s Warwick office. Hetells In Touch how things are going so far:“New people, a new culture, new places;I’m getting to grips with how things operateand even though broadly speaking I’d liketo think I have a good working knowledge ofthe industry from a supply perspective,there’s plenty to learn.”

A small but beautifulteam!“I am undoubtedly lucky to be blessed witha great team around me though. MikeBawden works as a Terminal Project

Manager, covering all aspects ensuring thesmooth running of our network of highperforming, safe and compliant fuel storagedepots; whilst Dave De Halle is myengineering resource based at our HumberRefinery, a vastly experienced industryprofessional who looks after major projectsand engineering at our locations.

“Completing our ‘small but beautiful’ teamis James Eatwell, who is also new to his roleand profiled here. He looks after ‘everythingProduct-Quality-wise’, optimising thephysical and financial aspects of productquality whilst maintaining a reliable supplyof ‘fit for purpose’ fuels for the end user. Ico-ordinate the workload of Mike, Dave andJames, ensuring there is no overlap and ourcollective efforts and output are what thebusiness needs. In turn I report to RichardPlows, Supply Manager based at Warwick.

“I’m sure James would agree with me whenI say that from day one, Richard, Mike andDave’s expertise and support has beenexceptional, as I learn the ‘Phillips 66 ways’and James also adapts to his new role.Teamwork is very important in what we doas everyone needs to do their job safelyand efficiently for Terminal Operations torun smoothly.

“I have joined at a time which may welldefine and shape the way we evolve thesupply function to our terminal and airportlocations as there are many new andexciting projects in their infancy at themoment; which myself and the team candrive forwards, hopefully helping to re-define the future of our supply chain.Personal and professional development isalso high on the Phillips 66 agenda and Iam really excited about the future.

No two days are thesame... “Nine months in to my new role, I canhonestly say, no two days are the same andI’m pretty sure that’s the way things willstay! The job is varied, with my focus beingon supply chain optimisation and safety.Day-in day-out I look at strategy, capabilitiesand capacities, efficiency savings and cost-

effectiveness, health, safety andenvironmental issues, site specific projects,liaise with external operators andcontractors, new products; capitalexpenditure, maintenance projects;pipelines… the list goes on, but it keeps meon my toes!”

Big business“Billions of litres a year flow through thePhillips 66 terminal network and ouraviation fuel farms, so we have to think‘big’, and there’s a lot of responsibility to‘get it right’. It’s all about planning andproblem-solving in an appropriate, flexibleand innovative way. To do that I need tobuild effective working relationships, bothinternally and externally, and to work withinand lead cross-functional teams. The rightpeople doing the right thing make ithappen. Last but not least on our agenda,whilst we are not directly customer facingwe must never forget our the end user anddo what’s right for them too.

“My role is all about applying a breadth ofeconomic, financial and commercial skillsto analysing situations and developingplans. The ability to challenge the “statusquo”, listen to, and where appropriate,influence my colleagues decision making ina constructive manner all drives a culture ofexcellence. Our company core values andabove all else, promoting a safety first ethosthroughout the terminals and fuel farms, allpositively shape the way we run such a bigbusiness.

“I also represent Phillips 66 on variousindustry bodies such as the JIG TechnicalForum, UKPIA Terminals Working Group,Aviation Fuel Committee Meetings. It isimportant that we identify industry trends,changes in legislation and ensure weremain at the forefront of the industry, someeting with one’s peers and sharing ideasand best practice helps a great deal in thisrespect.

“My job? No pressure then, just get it right,every time and on-time!”

PRESENTATION STAR QUALITY

IVANHARLING

CONTENT

TWENTY THREE The New Faces of Supply

Phillips 66 Health Challenge

TWENTY FIVE Phillips 66 Health Challenge Phillips 66 Health Challenge TWENTY SIX

Sportsman and celebrity Matt Dawson, MBE, kicks off the Phillips 66

ver 100 staff fromPhillips 66 andSodexo are takingpart in this year’s six-

week long Health Challenge.

The Health Challenge Team leaders for2016 are: John Banholzer (aka JohnnyFitness), Emma Cook, Alex Blower, NicciCheshire, Tony Webber and EmilyStevenson.

All participants have beenissued with a Fitbit Zip, adevice that wirelessly tracksall-day activity such as stepstaken, distance travelled,active minutes and caloriesburned. The Fitbit Zip fitscomfortably in a pocket orclips on to a belt, you clip iton and forget it as it tracks

daily movement, syncing withsmartphones and computers via theFitbit Dashboard.

Winners and weightlosersHealth checkscompleted withthe company’son-site doctor,a six weekschedule ofexercise, healthy eatingand small lifestyle changes planned, itwas time to get active, fitter, stronger andlighter!

Each week, teams compete on a varietyof measurables such as most stepstaken, most calories burnt, activeminutes and most improved, with the‘results show’ and each team’s winnerbeing announced on a Monday morning.

There is also a company wide group foreveryone to join so they can see as anorganisation how much distance hasbeen covered over the duration of theHealth Challenge.

Weekly activitiesTo keep the interest and motivationmoving there was a host of activities tojoin in with such as: Smoothie TrolleyTuesdays wheeled by Johnny Fitness;couch to 5k run with Emma Cook,encouraging novices to run 5k by the endof the challenge, lunchtime jogs withNicci Cheshire, morning gym sessionshosted by Johnny Fitness himself, a fat

Left to Right:Sodexo’s Nicci Cheshire, Matt Dawson,MBE, and Phillips 66 Health Challenge team members,Alex Blower, Emma Cook and John Banholzer Phillips 66 ‘Johnny Fitness’ John Banholzer The healthy lunchtime spread, prepared by the Sodexo team Matt doesn’t ‘pass-up’ on the chance to serve lunch at the Phillips 66 Warwick Office Johnny says: “Eat more fruit!”

HEALTH CHALLENGEO

loss day and even a ballroom dancingtaster session. A plethora of healthysnacks, sin-free recipe taster sessionsand desk drops such as alcohol unitmeasuring cups were all added toincentivise participants.

Welcome MattJohnny Fitness decided we needed an ‘A-list celeb’ to come along and motivateand inspire the teams. Whilst chatting tofellow Health Challenge team leader NicciCheshire from Sodexo, inspirationdawned as she mentioned that theirambassador was none other thanEngland World Cup winning rugby legendand Question of Sport team captain Matt

Dawson, MBE. A fewphone calls later itwas allarranged andMatt was onhis way!

Sodexo is the Warwick office’s foodservice provider and as such play a bigpart in ensuring a healthy diet for all staff,especially the ‘Health Challenge gang’;ensuring simple, tasty recipes with afocus on healthwise principles combiningwellness and nutrition.

Matt visits many Sodexo sites, helping toraise awareness of health and well-beingissues. Alongside his interest in sportsand activity Matt has a great passion forfood and nutrition, having won BBC’sCelebrity Masterchef.

His visit encompassed meeting andgreeting Phillips 66 and Sodexo staff atthe Warwick office and assisting thecatering team with the serving of meals.Following lunch, Matt delivered aninspirational talk to staff also transmittedvia video link to the London Office.

Matt talked about his life as a sportingprofessional where he was training dailywith top experts mentoring him; to havingto become self-sufficient and in charge ofhis own diet and exercise when he retiredfrom professional rugby. He explainedthat you don’t have to be a top athlete toexercise and how making small changesphysically and nutritionally can be ofgreat benefit to everyone. Drawingparallels with sport and the corporateworkplace, Matt talked about teamworkbeing crucial in order to achieve andsustain changes to your well-being. Athome and work, he said, those aroundyou are your inspiration and motivation to help you feel ‘better inside’.

No talk from a member of England’sRugby World Cup winning team of 2003would be complete without watching andanalysing in great depth Matt’s pass toJohnny Wilkinson for the infamouswinning drop-goal in the final.

Thanks Matt from us all at Phillips 66.

“Making smalllifestyle changescan make a bigimpact on yourwell-being.”

he Four Elms Group, based inChattenden, Kent, has beenproudly operating under theJET brand for 38 years.

As well as North and South JET forecourts onthe busy A228, Four Elms runs two accidentrepair bodyshops, a workshop & MOT centre.The family run business originally started in1966 and is now run by Managing Director,Robert Dearnaley. Robert decided to enter a carinto the 2016 REAL Rally to support the charityREAL (Ethan Rees Linwood Memorial Fund)which was set up by friends of his, Bob andMorag Linwood, whose son was tragically killedin a car accident. The charity does an amazingjob in helping youngsters in the South East.

The inaugural REAL Rally rolled out at the endof April, on a three-day fund-raising journeyaround Northern Europe. Thirty cars entered,with some coming from as far as Preston andNewcastle to get on the Starting Grid. Thechallenge behind the Rally was to purchase ‘anold banger’ for less than £1000, mechanicallyprepare it, tart it up, dress it with lots of decalsand sponsors’ logos to test their trusty steedsover the 1,000 mile plus Rally route. The 30motley crews and their ridiculous rides all viedto outdo each other in both the eye-candy andfundraising stakes, with heaps of (semi)friendly rivalry, automotive trash talk and bare-faced cheating coming to the fore!

Robert tells us about his trip and why he waskeen to be involved: “Supporting my closefriends in raising money for such an amazingcause was uppermost in my mind. All themonies raised were in support of REAL friends,supporting bullied children in the South East,and REAL experience, creating apprentice opportunities for 14-16 year-olds in the

vehicle repair industry in conjunction with AutoRaise, a not-for-profitorganisation thats remit is to get youngstersinto the motor trade. With such close links tothe accident repair industry and the chance toenjoy a mini tour of Europe with industryfriends and acquaintances, as well as enjoyingsome social time and the ‘odd shandy’, the tripreally appealed to me.

“So I found a vehicle and named my team the‘L8’ people; nothing to do with my timekeeping,more inspired by our choice of car; a 22 year-old Mercedes 500SL whose number plate was‘L8 PPL’. The guys in my workshop did afantastic job of getting her ready with little or no expense spared!”

Not quite Route 66, butwe’re on-board “What really mattered was how much we couldraise for the charity. I was delighted whenPhillips 66 agreed to contribute and supportus. The graphic guys prepared some JET logoswhich were stuck on the Mercedes, coveringup a few imperfections into the bargain! Theevent was well publicised, creating the perfectopportunity for valuable PR for our supporters. Whilst the cars (and many of the entrants) hadcertainly seen better days, spirits were high aswe took off from Bishops Stortford early oneApril morning. No effort was spared in makingthemselves or their cars look fantastic and thiscontributed to making the starting grid aperfect send off for the rally.”

Nous sommes arrivés“All of the competitors boarded the Eurotunnelfor the first leg of the adventure, heading under

‘La Manche’ for the first night’sfestivities in the beautiful city ofReims, (pronounced "Rance’).This bubbly city is probably bestknown as home to the world’smost famous champagne houses,including Lanson, MUMM andVeuve Clicquot. ‘Rallyers’ enjoyed agastronomic group dinner in the citycentre and an early night for most (butnot all!).

“The next morning the cars soldiered onthrough the scenic regions of northernFrance and southern Belgium, windingalongside the beautiful River Meuse and

finally heading into Germany for our secondnight-stop. During the second day, a couple ofthe drivers had the opportunity to discuss theirvehicles' ‘ability to go to fast’ with the FrenchGendarmerie. This leg also claimed a couple of‘casualties’ and felt more like a scene fromSmokey & The Bandit rather than the GumballRally.”

Wir sind angekommen“ Night two was spent in Düsseldorf, the capitalof the North Rhine-Westphalia region ofGermany. It is in the square kilometre of theAltstadt (Old Town) where Düsseldorf’s distinct

character and attractive diversity really shines;the perfect place to chomp on a pork knuckleor two, washed down with an artisan beer fromone of the 260 pubs that form the ‘longest barin the world’.

“There were some big miles to cover on the lastday of the Rally, so it was motorway mileage forthe run back to Blighty and the promise of awell-earned party at the end of the road.Luckily, as we travelled through our fifthcountry in three days our hardy old steeds alllimped back to the Eurotunnel and pushed onhome under their own steam. All in all afantastic experience, a fantastic road trip for afantastic cause, with some fantastic people,”concluded Robert.

Morag Linwood said: “Final figures are not yetavailable but it is thought this event alone willhave raised over £35,000. We can’t thank thecontestants enough for making this such abrilliant event and thanks too, to all of the kindpeople and organisations who have donatedand sponsored them.”

REAL RALLY

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TWENTY SEVEN ...the back page

R E A L R A L L Y