Continued from p.14 within 2% of actual usage (true-ups and adjustments still happen, of course). “The great side benefit of the monitors is that they can reduce delivery costs by 10 to 15%—especially since the customer doesn’t care as much about how much fuel you put in the tank at one time,” said Baratz. “Because you can virtually see inside their tank, you can make much better decisions about when and how much to deliver. For propane companies, it makes it very easy to make summer deliveries that build up your winter allocations.” Switching Will Calls to Auto Paygo has been a great tool to get creditapproved will call customers to switch to auto delivery and, similarly, to keep autos from migrating the other way. “One of the big reasons customers choose will call is because they don’t want their dealer showing up and dropping 160 gallons when they don’t think they need it, or can’t pay,” said Baratz. “We’ve had cases where 10% of the credit-approved will call base has switched to Paygo auto. It also goes a long way to reducing the complaint calls you otherwise get in spring when you make that last spring delivery.” How is all this playing out? Will Norman, President of Como Oil & Propane, a very large fuel dealer and one of the first to offer Paygo, has already seen a positive response. “This program has been a home run in many ways,” said Norman. “After two heating seasons, we see it impacting sales, brand differentiation and customer retention. We’ve made it a big part of our advertising campaign, and we continue to be excited about how it will affect our future.” Questions about Paygo? Contact Angus Energy at 800-440-0472. ICM 18 ICM/March/April 2015
ICM September-October 2014
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