Most brokers quote policies. The brokers who win propane business talk about risk. Here are five topics that position you as an industry expert, not just another salesperson.
1. Driver qualification programs (beyond DOT minimums)
Why it matters: Driver claims are the biggest loss driver for propane distributors.
What to discuss:
- Annual MVR reviews for current drivers (not just at hire)
- Behind-the-wheel evaluations for propane delivery vehicles
- Winter season defensive driving refreshers
- Telematics or dash cams to identify risky behaviors early
Conversation starter: “When was the last time you pulled MVRs on your current drivers? Most distributors check at hire but miss violations that happen after.”
2. Tank inspection protocols
Why it matters: Tank failures create catastrophic loss potential.
What to discuss:
- NFPA 58 inspection requirements and documentation
- 10-year tank requalification tracking (if you have 500 tanks, that’s 50 inspections per year)
- Valve and regulator testing procedures
- Record-keeping that proves compliance if a claim occurs
Conversation starter: “How are you tracking your 10-year tank requalification schedule? Let’s talk about systematizing that.”
3. Emergency response planning
Why it matters: Propane emergencies escalate fast. Hesitation makes everything worse.
What to discuss:
- Written procedures for common scenarios (leak at customer site, vehicle accident, facility fire)
- Driver training: when to call 911, when to shut off flow, when to evacuate
- After-hours emergency contact protocols
- Coordination with local fire departments
Conversation starter: “If a driver reports a propane leak at a customer’s property at 6 PM Friday, what happens next? Who do they call? Let’s make sure everyone knows the answer.”
4. Seasonal safety (winter vs. summer operations)
Why it matters: Winter delivery risks are completely different from summer risks.
What to discuss:
- Pre-Winter (Sept-Oct): Vehicle winterization, winter driving refreshers, cold weather PPE
- Peak Winter (Nov-Feb): Fatigue management during extended hours, route planning to minimize road time
- Summer (May-Aug): Heat illness prevention, equipment maintenance schedules, reduced staffing risk management
Conversation starter: “What changes in your operation between July and January? Your risk profile shifts with the seasons.”
5. PERC and NPGA best practices
Why it matters: Industry standards reduce risk and demonstrate due diligence in claims.
What to discuss:
- PERC Certified Employee Training Program (CETP) for drivers and technicians
- NPGA “Safety First” training modules
- NFPA 54 and NFPA 58 compliance
Conversation starter: “Are your drivers CETP certified through PERC? It’s the industry standard and shows underwriters you’re serious about safety.”
How to use these
Pick one, not all five. Choose the most relevant to their operation or current season.
Ask questions first. “How are you handling driver qualification?” surfaces gaps better than “You should be doing this.”
Follow up with resources. Send PERC links, NPGA materials, or sample checklists after the conversation.
The bottom line: Propane clients need a partner who understands their risks and brings ideas that make their operation safer. Use these talking points strategically, and you’ll differentiate yourself from every other broker calling about their renewal.
Visit the PropanePro web page today to submit your accounts or speak with an expert.
