WHAT’S GOING ON AT DOVER
The answer in short is no.
“We’re going to keep all of the brands, not as
businesses but as product brands. These are
world leading product brands, but they will sit
under one operating company,” explained Michelle
Saab, Global Director of Marketing & Communications
at Dover Fueling Solutions.
Dover Fueling Solutions is comprised of six
product brands; Wayne Fueling Systems, Tokheim,
ClearView, ProGauge, Fairbanks and OPW FMS,
each a major industry player in its own right.
Stand out from the crowd
Over the last few years both the Wayne and
Tokheim brands have become known for their innovative
advertising campaigns, the likes of which
have rarely been seen in the fuel retail industry.
From Wayne’s Marilyn Monroe to Tokheim’s Transformer,
the latest campaign features a woman
with a Wayne Helix fuel dispenser tattooed on her
bare skin alongside the tagline ‘Designed for you.’
The ad looks like what you’d expect from the latest
Dior campaign. It is bold, eye-catching and dare I
“There’s always a lot of talk about our advertising,”
said Michelle. “We’ve always wanted to be out
there to gain attention in the marketplace. This
industry has always been very conservative. We
want to move away from what everyone else has
done and gain the attention of our customers and
distributors,” she added.
When 6 become 1
With the product brands securely in place and
gaining plenty of attention, much of the focus
has been on creating a company culture that
spans the individual product brands. Just like
Wayne’s Helix dispensers and Tokheim’s Quantium
dispensers, which were displayed proudly side by
side for the first time at PEI NACS 2018, the six
companies had to find a way to coexist in this new
era. Whilst some may view the coming together of
six companies as a logistical nightmare, the optimists
at DFS saw this as an opportunity to cherry
pick the very best ideas and processes.
“The investment thesis of Dover Fueling
Solutions was to create value above and beyond
the sum of the individual parts,” explained David
Crouse, President of Dover Fueling Solutions.
“In the second year of existence we are really
starting to see this coming through. From my perspective
I believe the synergistic core competencies
that are really coming out are around customer
engagement. All of the six companies were very
customer-centric, but together the energy around
engaging with customers is really fantastic.
“It’s also about engineering, research and
development and driving innovation. All of those
companies are very innovative but together, leveraging
everyone’s capabilities we are really seeing
some extraordinary innovation.
“But most importantly it’s all around our people,
all of those companies had great people and when
you get everyone together I really believe that the
capabilities that are coming out are well above the
sum of the parts.”
A commitment to culture
As the ENTV team journeyed around the Dover
Fueling Solutions headquarters in Austin, Texas
we witnessed the new company culture statements
hanging proudly on the wall. These are not
the carefully crafted words of marketing gurus but
are instead formulated by the thoughts and opinions
of the Wayne, Tokheim, ClearView, ProGauge,
Fairbanks and OPW FMS employees from across
the globe. What we very quickly learned was that
these statements were not blue sky thinking, far
from the realms of the realities of the factory floor
but ideals embodied by each and every one of the
team we encountered.
Martin Lugalu has been with the company for
10 years, starting as an operator he has worked
in roles throughout the factory and eventually
progressed to the role of Team Captain in the area
responsible for chassis and electronic assembly.
“We try to make sure that with everything we do,
we put our customer first. We need to make sure
we build with integrity and that the team understands
it’s not just about coming here and getting
a paycheck, its about caring,” Martin explained.
On our tour of the former Wayne factory we
were able to see first hand what goes in to making
the dispensers. Our guide, Dion Butler, Director of
by Siân Davies
When Dover Corporation brought together two of the world’s leading dispenser
manufacturers, Wayne Fueling Systems and Tokheim, in 2016, speculation was
rife. What did the acquisition mean for these iconic brands? Would we soon see a
Dover Fueling Solutions branded pump?
“The investment thesis of Dover Fueling Solutions
was to create value above and beyond the sum of
the individual parts.”
- David Crouse, President of Dover Fueling Solutions