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w w w. m a i n e b i z . b i z 27 Ja n ua r y 2 6 , 2 0 1 5 Furnaces that burn conventional oil can swap in a biodiesel blend with no modifications. e fuel meets strict standards established by the trade group ASTM International [formerly American Society for Testing and Materials]. Maine Standard also sells biodiesel, both full-strength and as a blend, to truck fleets, to other fuel distributors, and from the pump at its headquarters on Ingersoll Drive. e soap is popular with a range of indus- tries and the company is expanding opportunities for sales of all products. Kaltsas readily admits that making the numbers work right now is a chal- lenge, but his eye is on the future. "With fuel prices this low, we're selling at a loss to our trucking cus- tomers. It costs us $2.50 to make a gallon of biodiesel, but we're subsidiz- ing [our bottom line] with heating oil, and we're hopeful the market is going to turn around by spring," he says. "It comes down to getting more people using the fuel, so if we take a slight loss on one side, but are increasing our market share, it's worth it." Maine Standard has more than doubled heating oil deliveries this win- ter, to 250 homes. "It's spreading mostly through word of mouth," Kaltsas says. "Once people find out there's a local fuel alternative, they give us a call." Alex Pine, the company's director of outreach, says the benefits of biodiesel make it an easy sell. "It's mostly a mat- ter of educating the consumer; a lot of people don't know enough about it. We do outreach at energy fairs, schools and concerts. We're working with students at Casco Bay High School and with the Bangor waterfront series." Maine Standard works with the Portland nonprofit Reverb, which works with musical acts like Jack Johnson and the Dave Matthews Band to find more fuel-efficient, green methods of touring. "We work with Reverb to fuel band buses," Pine says. "It's amazing how many biodiesel advocates there are in the music industry. Willie Nelson is like the poster child for biodiesel." Pine argues that biodiesel burns cleaner, has less wear and tear on engines and emits fewer pollutants, including sulfur. He claims he can clearly recognize the difference in conventional and biofu- els as they exhaust. "Biodiesel smells a bit like barbecue, with a hint of Chinese." Expanding the base of trucking customers has also been a focus for the company. Derek McIntosh, a vice president at the company, says, "We're actively reaching out to municipalities Portland, ME dunham-group.com 207.773.7100 L o c a l K n o w l e d g e . R e g i o n a l F o c u s . G l o b a l R e a c h . Commercial real estate brokers building business and community in Greater Portland for over 30 years. Vision Gets it Started. Hard Work Gets it Finished. NAI The Dunham Group brokers know vital communities are good for business. C o n t i n u e d o n f o l l ow i n G Pa G e » SponSored by For more information and to submit a nomination, please visit www.mainebiz.biz/bloy2015 Do you know someone who: Has helped the company observe a significant milestone in 2014? Runs the business in a socially and environmentally responsible manner? Has a strong track record of meaningful community involvement? Is innovative and shows creativity in business decisions? Mainebiz will select the honorees and profile them in our Business Leaders of the Year issue on March 23. Send us your nominations for the 201 Business Leaders of the Year Awards Nominate your fearless leader Nominations close January 30 business Leaders of the year honorees are considered under three categories: Large Company (50 or more employees), entrepreneur/Small Company, and nonprofit. 5

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