The Company’s New Modular CFS Offering
Keys Strategy Aimed at New Fleet Adoption
TruStar Energy expects to be pumping some 80 million gasoline gallon equivalents of compressed natural gas annually by the end of 2017, as the Fortistar subsidiary executes a strategy of deliberate growth. One or two new TruStar branded CNG stations are expected per year as the company’s new modular, no-cost-to-the-customer “CFS” paves the way toward CNG adoption by new fleets.
“We want to be methodical about it,” says TruStar sales and marketing VP Aaron Lay.
“We do a fleet analysis and give them what they need,” he says. “‘If you build it, they will come’ is not in TruStar’s vocabulary.”
‘We’ll Take the Risk’
CFS stands for Compact Fuel Station and CNG Fleet Development. TruStar uses easy-to-maintain compressors that can operate with a gas inlet pressure of just 3 psi – allowing installation of CNG fueling capability without the need for enhanced gas and electric hookups.
With CFS, says Lay, “We’ll take the risk.” Companies wary of a CNG capital investment don’t have to make one, he says: “It’s up to us to prove CNG will work.”
“We want to take the risk off of the customer,” he emphasizes. “We want to grow adoption.” With TruStar’s CFS, there are no take-or-pay requirements.
‘We’ll Make It Make Sense’
“You don’t need a 30- or a 50-truck commitment,” Lay says. “We’ll make it make sense right away.”
Once a fleet operator is convinced that CNG works, he can continue with a CFS unit (thus far available with two or three Sauer compressors; F&F, July 26), or commission a full-fledged CNG fueling station. If the customer chooses to build, the CFS unit can be moved to another location. If the customer opts to build a public-access CNG station, it might be TruStar-branded.
TruStar will sell CNG stations outright, or lease them to customers, and is willing to undertake any or all operations and maintenance responsibility. “We try to be open,” says Lay. “Not all customers are the same.”
RNG via Multiple Sources, Including Parent Fortistar
TruStar opened its first TruStar-branded CNG outlet in Orlando two years ago (F&F, July 21, 2015), and has since opened five more: in Fort Myers, Detroit, Houston and Tulsa, and in Lafayette, La.
The company has built nearly 200 CNG stations: private, public, fast-fill and time-fill.
And, keeping with broader industry trends, “We do have renewable natural gas available now and every year will continue to add additional RNG to our portfolio,” Lay says, “to help our customer’s reach their sustainability goals and further reduce their fuel costs.”
“We source it several different ways,” he says, noting that parent Fortistar operates more than 40 LFG/landfill gas-to-methane projects in the U.S. and Canada.
The California Natural Gas Vehicle Coalition noted
at Fleets & Fuels presstime on August 15
that TruStar Energy is its newest member.
Click here for the Cal NGVC profile of the CNG/RNG provider.