ILMA Compoundings – November 2018 - 25

Monday's panel discussion on tractor hydraulic fluids

To help gain capacity, Kennedy said shippers need to
find a way to tap into the owner-operator market, which
makes up 61 percent of the market. He said the majority of
trucking companies operate one to five trucks.
Kennedy also suggested companies undergo a thorough
supply chain assessment and be flexible and open to new ideas.
"Organizations that are open to ideas will survive in a challenging
marketplace," he said, noting that although there are challenges in the intermodal market, shippers have to be flexible
and consider moving truckload shipments over to the rails.
The good news, Kennedy said, is that supply chain finally
has a seat at the table.
In the session Tractor Hydraulic Fluids in the Crosshairs,
Leiter said state weights and measures officials have taken a
greater interest in tractor hydraulic fluid over the past few
years, most recently picking up steam in Missouri.
Leiter, along with John Huron, tractor hydraulic fluid
OEM liaison for Chevron Oronite Co.; Luc Girard, president
of Sanjuro Consulting Inc.; and Doug Towns, senior vice
president of cross refining and marketing for Martin Lubricants, discussed standards and specifications tractor hydraulic
fluid should meet and whether or there is a case to be made
for allowing the sale of an "economy-grade" product.
Girard said the issue is parallel to the obsolete oil issue that
was handled with the National Conference on Weights and
Measures. "I believe that we should do something similar, but
we as an industry have to work out what the wording would
be and how to protect a potential purchaser that would make
claims against obsolete specifications," he said.
Leiter told attendees that the class-action lawsuit -
Hornbeck vs. Tractor Supply Company et al. - related to
tractor hydraulic fluid, is expected to go to trial in January
2020 if it isn't settled before then.
The lubricants market is increasingly global, and Sharyn
Koenig, managing director at Eastern & Western Regions

for the Export-Import Bank of the United States, and Tony
Michalski, senior international trade specialist for U.S.
Commercial Service, shared information on resources that
can help ILMA members expand their global operations.
During the session Reducing Risk and Unleashing Export
Opportunities, Koenig and Michalski shared information on
Trade Winds and Gold Key programs and the Ex-Im Bank.
"We assist companies with developing their international
business, trying to help them understand which markets
have the best potential for their products or service, the
regulatory concerns they need to comply with, and any
standards issues so they are in compliance," Michalski said.
"What companies know and appreciate us for is our ability
to connect them with different distributors or importers -
buyers of product - and connect them with the companies
they want to sell to."
Koenig told attendees that the Ex-Im Bank authorized
more than $3.4 billion of mainly short-term export credit
and working capital guarantees to support an estimated
$7.4 billion of U.S. exports in 2017. Of that, $2.2 billion
supported small business exporters.

Time for Connections
In addition to the learning opportunities presented
throughout the event, ILMA also made time for fun.
From networking receptions to sporting events, there were
countless opportunities for attendees to connect with others
in the industry.
The event closed with a reception and the ILMA President's
Dinner. Attendees were able to thank Croghan for his
work and welcomed Barbara Kudis of Allegheny Petroleum
Products, who will serve as the 2018-2019 president.
Long is a freelance writer and journalist. She can be reached
at 925-750-7163 or mindy@mindylong.com.

25



ILMA Compoundings – November 2018

Table of Contents for the Digital Edition of ILMA Compoundings – November 2018

LETTER FROM THE CEO
INSIDE ILMA
WHAT’S COMING UP
INDUSTRY RUNDOWN
IN THE KNOW
INTERNATIONAL INSIGHT
MARKET REPORT
EVERYTHING OLD IS NEW AGAIN
PREPARING FOR AND DEALING WITH DISASTERS
ON THE HOOK
BUSINESS HUB
COUNSEL COMPOUND
WASHINGTON LANDSCAPE
IN NETWORK
MEMBER CONNECTIONS
CROSS CONNECTIONS
PORTRAIT
ILMA Compoundings – November 2018 - Cover1
ILMA Compoundings – November 2018 - Cover2
ILMA Compoundings – November 2018 - 1
ILMA Compoundings – November 2018 - 2
ILMA Compoundings – November 2018 - LETTER FROM THE CEO
ILMA Compoundings – November 2018 - INSIDE ILMA
ILMA Compoundings – November 2018 - 5
ILMA Compoundings – November 2018 - 6
ILMA Compoundings – November 2018 - 7
ILMA Compoundings – November 2018 - 8
ILMA Compoundings – November 2018 - 9
ILMA Compoundings – November 2018 - WHAT’S COMING UP
ILMA Compoundings – November 2018 - 11
ILMA Compoundings – November 2018 - INDUSTRY RUNDOWN
ILMA Compoundings – November 2018 - IN THE KNOW
ILMA Compoundings – November 2018 - INTERNATIONAL INSIGHT
ILMA Compoundings – November 2018 - 15
ILMA Compoundings – November 2018 - 16
ILMA Compoundings – November 2018 - 17
ILMA Compoundings – November 2018 - MARKET REPORT
ILMA Compoundings – November 2018 - 19
ILMA Compoundings – November 2018 - EVERYTHING OLD IS NEW AGAIN
ILMA Compoundings – November 2018 - 21
ILMA Compoundings – November 2018 - 22
ILMA Compoundings – November 2018 - 23
ILMA Compoundings – November 2018 - 24
ILMA Compoundings – November 2018 - 25
ILMA Compoundings – November 2018 - 26
ILMA Compoundings – November 2018 - 27
ILMA Compoundings – November 2018 - 28
ILMA Compoundings – November 2018 - 29
ILMA Compoundings – November 2018 - PREPARING FOR AND DEALING WITH DISASTERS
ILMA Compoundings – November 2018 - 31
ILMA Compoundings – November 2018 - 32
ILMA Compoundings – November 2018 - 33
ILMA Compoundings – November 2018 - 34
ILMA Compoundings – November 2018 - 35
ILMA Compoundings – November 2018 - ON THE HOOK
ILMA Compoundings – November 2018 - 37
ILMA Compoundings – November 2018 - 38
ILMA Compoundings – November 2018 - 39
ILMA Compoundings – November 2018 - 40
ILMA Compoundings – November 2018 - 41
ILMA Compoundings – November 2018 - BUSINESS HUB
ILMA Compoundings – November 2018 - 43
ILMA Compoundings – November 2018 - COUNSEL COMPOUND
ILMA Compoundings – November 2018 - 45
ILMA Compoundings – November 2018 - 46
ILMA Compoundings – November 2018 - WASHINGTON LANDSCAPE
ILMA Compoundings – November 2018 - 48
ILMA Compoundings – November 2018 - 49
ILMA Compoundings – November 2018 - MEMBER CONNECTIONS
ILMA Compoundings – November 2018 - 51
ILMA Compoundings – November 2018 - 52
ILMA Compoundings – November 2018 - 53
ILMA Compoundings – November 2018 - CROSS CONNECTIONS
ILMA Compoundings – November 2018 - 55
ILMA Compoundings – November 2018 - PORTRAIT
ILMA Compoundings – November 2018 - Cover3
ILMA Compoundings – November 2018 - Cover4
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