For many dealers in our industry the 2013 – 2014 heating season will end positively, with gallons per customer up about 10-15%. This should contribute to higher gross margin dollars, which ultimately become gross profit once you subtract your variable expenses. For those who best control variable costs, more of the gross margin becomes gross profit. For some, however, these variable costs are like ‘profit vacuums’ and are difficult to control. Things like driver and service technician overtime spiral seemingly out of control, as you must respond to customer demand.