CCW Magazine: January / February 2013 by Brenda Jane

JANUARY | FEBRUARY 2013

캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C

U.K.B.A C.C.I.C

Credit Card Fees –

Canada has the World’s

Second Highest Fee

Structure for Credit Card Transactions. Do you know who’s in your wallet? 크레딧 카드 수수료 – 캐나다에서는 크레딧 카 드 거래에 세계에서 두번째로 높은 수수료를 지불 합니다. 누가 귀하의 돈을 가져가는 지 아십니까?

PM41670539

Social Media – Are you connecting with your customers and community? 소셜 미디어 – 고객과 커뮤니티에 연결되어 있으십니까?

Building Car Wash business through fleet accounts. 회사 차량을 유치하여 세차 비즈니스를 구축하십시오.

Fireworks – Rocket sales with a bang! 폭죽 – 폭죽의 폭발음과 같은 강력한 폭죽의 매출 상승!

Serve customers in a ﬂash. Introducing Interac Flash.

With just a flash in front of a reader and no PIN, the Interac Flash enhanced debit card gives customers a faster way to pay. For you, it means quicker lines, better service, and reduced cash handling costs. Interac Flash. It’s the Canadian way to pay, now even faster.

Find out more at InteracFlash.ca.

Interac, the Interac logo, Interac Flash, “Everyday Simply” and the armoured truck design are trade-marks of Interac Inc. Used under license.

2 January | February 2013

Contents Publisher Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com

Editor Kelly Gray editor@convenienceandcarwash.com Sales Kait Walker 416-493-3912 kwalker@convenienceandcarwash.com Cody Johnstone 416-838-4674 codyj@convenienceandcarwash.com Design and Production Doug Coates, Edge Advertising Keith House, Ad Production Editorial Advisory Board Bernie Comeau, Shell Canada David Hoy, Mid Island Co-Op Dave Watson, The Chamois & Convenience Store Ltd. Kim Hansen, MI Petro Scott Findlay, Core-Mark Contributing Writers James Careless Rick Goodwin Kelly Gray James Grieve Ed Grondahl Sean Sportum Circulation James Gordon subscriptions@convenienceandcarwash.com

Website www.convenienceandcarwash.com Publication Mail Agreement No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank St. Winnipeg, MB R3N 1E8

18 If you were using social media during the holidays, you would’ve seen thousands of retailers competing to grab your attention and shopping dollars.

FEATURES

5 Canadian Convenience Stores Association President Alex Scholten shares his views on current issues impacting the trade as we enter 2013. 8 WSCA bids 2012 good bye and welcomes a new year of opportunity 10 On Our Cover – Canada has the world’s second highest fee structure for credit card transactions. Do you know who’s in your wallet? 16 Provisional Credit – New programs make deposits without going to the bank 18 Social Media – Are you connecting with your customers and community? 21 Car Wash Entry Systems – Better sales start by getting behind better entry systems 26 Building Car Wash business through fleet accounts. 42 Fireworks – Rocket sales with a bang! 46 Dealing with Diesel – DEF is technology’s newest answer to fumes.

50 Mac’s gets positive with innovative program that has police offering perks to responsible teens 52 Security – Roller Shutters help slam the door on theft. 4 UP-COMING EVENTS 66 WHAT’S NEW CONVENIENCE & CARWASH CANADA

Publisher’s Message

Upcoming Events

Happy New Year to everyone and welcome to the first issue of 2013. As we move ahead I’m reminded that our goal when we launched Convenience & Carwash Canada was to provide retailers with in-depth information on how to do business better, grow the trade and keep abreast of new trends within the market. In this issue we offer you our annual carwash buyer’s guide. Here you will find the most current listing of carwash product suppliers. We encourage you to hang onto this, and as you develop your c-store and gas bar business give your local carwash professional a call to discuss how adding a carwash to your site can improve your product range. 2013 brings forth additional costs to all retailers offering credit card payment options. Take a read through Credit Crunch to find out how these changes will affect your bottom line. Are you taking advantage of Social Media? We are now offering an in-depth review of what some retailers are currently doing with social media to draw in and keep a loyal following with tweets, twitters and Facebook friends. January is the perfect time to start a new chapter. I’d like to send out a big thank you to those of you who have taken the time to send notes and emails offering editorial ideas or to just say thank you for a particular article. You have no idea how heart warming receipt of this correspondence is. I would like to invite each and every one of you to send a note with an idea for a new editorial feature, or a suggestion for future issues. Without our readers we would have no raison d’être, so please take a minute and let us know what you think.

February 19 – 21, 2013 WPMA National Convention & Convenience Store Expo Mirage, Las Vegas www.wpma.com/national-convention

Magazine mailing: In light of Canada Post recent changes to rural mail delivery I would like to ask you to take a minute and email me your current “mailing address” not physical address. Many of the rural mailing addresses have recently been changed to a PO Box # and citing confidentially laws Canada Post will not provide these to us. So if you’d like to continue receiving Convenience & Carwash Canada please take a minute and send me an email.

March 4, 2013 OCSA The Race is On www.conveniencestores.ca March 5 – 6, 2013 ConvenienceU Int’l Centre, Toronto, ON http://toronto.convenienceu.ca/ April 22 – 24, 2013 The Car Wash Show™ Sands Expo and Convention Center Las Vegas, NV USA May 6 – 10, 2012 NACSTECH Hilton Anatole Hotel Dallas, Texas www.Nacsonline.com July 4, 2013 WCSA 3rd Annual Golf Tournament Heather Glen Golf Country Club Calgary, AB wcsagolf@convenienceandcarwash.com 204-489-4215 September 11–12, 2013 Western Carwash Show San Diego, CA www.wcwa.org

As always, my door is always open and I welcome comments, feedback and suggestions. Send me at bjjohnstone@convenienceandcarwash.com or @carwashcanada. You can follow me on Twitter: @carwashcanada

Convenience & Carwash Canada would like introduce you to our new advertisers:

Brenda Jane Johnstone Publisher

Aqua Hydrate page 51 BlastOFF Fireworks page 42 ICS – Innovative Controls page 20 PECO Corp. page 26/59 TFB & Associates page 6

4 January | February 2013

Challenges Continue

The Canadian Convenience Stores Association (CCSA) is making its voice heard as it travels the country discussing matters of real importance to the more than 23,000 operators who comprise Canada’s c-store industry.

According to Canadian Convenience Stores Association (CCSA) President Alex Scholten, there is a need for greater collaboration in the business sector. Towards this end Scholten and his team have sought to bring vendors, operators and distributors onto the same page as they meet with the federal government on key issues impacting the trade. “We are asking how we can approach the issues, work together and find solutions,” he says. With collegiality in mind, Scholten and his team have been making presentations to the Government Relations’ Committee in Toronto. Important he says is for regulators to better understand Canada’s convenience industry. But, he adds, the process of consultation between members of the sector are vital. Towards this end the CCSA met with members of the entire supply chain back in September to discover their views and challenges before meetings in Toronto with specific product category companies like beverage and confectionary groups. These meetings will allow the CCSA and it regional affiliates (the ACSA, QCSA, OCSA and WCSA) to better understand the unique needs of their supplier partners with respect to government regulation that will impact all involved. He reports that this initiative will move forward with other product category groups whom they will seek to meet on a quarterly basis. “Together we can develop stronger communications, mutual strategies and leverage our collective strengths to better achieve our goals.”

CONVENIENCE & CARWASH CANADA

NEW IMPROVED! Resealable Packaging

Introducing

New Resealable Packages! Featured in

National TV Advertising Starting January 2013 Consumers Love Them ! “I love the new packaging … much more convenient !” ~ Jackie R.

“Fantastic improvement to a fantastic product !” ~ Marc G.

“Love it … now they don’t fall out all over my purse !” ~ Mars F.

“Eureka … thank you so much !” ~ Pauline M.

Canada’s Best Selling Throat Lozenges* Distributed by TFB & Associates Limited, Markham, ON L3R 9Z6 ® Registered trademark of Lofthouse of Fleetwood Ltd.

6 January | February 2013

* AC Nielsen Throat Lozenge market 52 weeks to April 7, 2012

Among leading goals is to shut down contraband tobacco. Over the past number of years this illegal activity has been on a growth curve with as many as 175 organized crime groups participating. “The RCMP are reporting seizures of illegal weapons and drugs along with illegal tobacco,” says Scholten, who adds that communities are seeing very real harm from contraband activities. He notes that communities are also losing out on tax revenue when illegal tobacco is sold. As well, the revenues are working to embolden crime groups and assist them in their anti-social endeavors. “The issue is becoming much broader and communities are beginning to see the challenges,” he says. Indeed, the growth of contraband is viewed in every province with evidence coming from the large seizures police are making. Consider a bust in Alberta in 2011 where 75,000 cartons were taken in just one action. In the Atlantic region in the past year alone there have been as many as 160 seizures with 50,000 cartons removed. According to the CCSA president, this tobacco is untaxed and unregulated. This means there is no quality control on product, communities don’t receive benefit through tax sharing and there is no protection of youth who can buy contraband tobacco products without any oversight. The CCSA has been fighting hard to bring this message to both government and consumers. The result has been a strengthening of the attitude among Ontario and Quebec civic and community councils that have passed resolutions condemning the activity. In fact, so large has been the response that the resolutions now cover a population base of some 40 per cent of Ontario and Quebec citizens. Scholten sees this fight as one that can only be won through a concerted effort. Here his hope is that through communications and lobbying efforts they can bring provinces, the federal government as well as the US government (both federal and state) and the aboriginal communities into a common working arrangement to halt the trade. Other issues on the CCSA radar include credit card fees. As most retailers understand all too well, the high cost of accepting credit cards in Canada has proven to be injurious to the industry. In fact, some operators have been forced out of business due to this cost that can run as high as 3 per cent of the transaction. The CCSA has been looking globally for answers as it presents its case to regulators. Alex Scholten points out that currently Canada’s Competition Tribunal is reviewing the way credit card companies conduct their business. He reports that organizations such as the Canadian Convenience Stores Association have been

making their positions known and are working to show the practices of Visa and MasterCard are monopolistic and work against the overall betterment of the Canadian economy generally and that these practices are damaging the livelihoods of thousands of small business owners such as c-store operators specifically. “Canada’s convenience stores paid out more than $825 million last year to accept credit cards. In comparison, the c-store sector earned only $1 billion in total profits on sales of some $39 billion at more than 23,000 locations across the country. The high cost of accepting these cards, especially premium cards, are proving to be very difficult for a great many of our members,” he says. On a more positive note, Scholten reports that the Association is again seeking participation from the trade for the upcoming GCIAA (Global Convenience Industry Achievement Award) competition. The Awards are designed to showcase young people (aged 21 to 36) who can provide insight, innovation and a clear understanding of c-store trends and challenges. Contestants need to answer a question in the form of a 10-minute presentation and they are judged on the content, overall presentation and relevance. This program is designed to foster not just a rich dialogue, but to help raise up promising executives with-in the sector. With-in the scope of the GCIAA a topic is determined and then contestants from both the retail and supplier sectors of the industry are invited to speak on the subject. This year’s question will be: “Convenience retailing is facing a number of challenges that impact profitability. What do you believe is the primary challenge the industry faces and how would you recommend tackling the issue? Please use data and information available from other countries in your analysis.” The competition will be held at this year’s Toronto Convenience U (March 5–6, 2013) where participants will come from two categories, retailer and supplier/manufacturer. A winner will be chosen from each category with winners going on to compete at the National Association of Convenience Stores (NACS) event in the US. Previous winners have included junior executives from Mac’s Convenience Stores, JTI-Macdonald Tobacco Corp., Petro-Canada and Rothmans, Benson & Hedges as well as Big Bee Food Stores, Hershey’s Canada, Wilson Fuel Co. Ltd. and Imperial Tobacco Canada According to Scholten the event underscores the need for more discourse on subjects such as contraband, over regulation, and credit card fees. “It’s important that we learn the issues and then work together to find solutions that will make Canada’s c-store community as strong and market responsive as possible.”

CONVENIENCE & CARWASH CANADA

Good bye 2012,

Hello 2013

2012 has been a year of things coming together for the Western Convenience Stores Association (WCSA). Andrew Klukas took the reins early in the year, adding a fresh perspective with his graduate level education in philosophy and public administration and years of work in occupational health and safety and labour market development.

Andrew Klukas (WCSA), Dave Bryans (OCSA), Alex Scholten (CCSA), Michel Gadbois (ADAQ/QCSA) Jason Lutes (ACSA)

Above left to right Andrew Klukas President WCSA Don Morgan Minister of Advanced Education, Minister of Labour Relations and Workplace Safety, Minister Responsible for Saskatchewan Workers’ Compensation Board Aaron Nagy a citizen who campaigned for improved late night safety at convenience stores after his friend Jimmy Wiebe was senselessly murdered Brad Wall Saskatchewan Premier

The struggle to ensure the safety of both employees and customers by doing what the industry does best seemed to be won in BC, only to re-emerge in Saskatchewan with a proposed Jimmy’s Law. Following discussions with the WCSA the Saskatchewan government showed great respect for the industry by recognizing that the c-store sector know-how and standards work best. The WCSA is now working to develop a program to make sure all c-stores in Saskatchewan and the West can live up to those standards. Meanwhile, the BC government has invited the industry to step up to the plate with standards or guidelines for recognizing stores that promote healthier eating in Canada. That is an enlightened step forward given the more traditional pattern of standards being imposed from the outside, and it opens great business opportunities over the long term. The first step is to look at what the industry has already been doing and to bring both the public and the trade as a whole up to speed. The next step is to work more closely with food producers to realize the long term benefits for everyone. The great news is that the WCSA signed an affiliation agreement with four other Canadian convenience store associations, creating a common voice for convenience store retailers in Canada. The affiliation now includes the following organizations: • The Canadian Convenience Stores Association • Assn Québecoise des Dépanneurs en Alimentation • Atlantic Convenience Stores As sociation • Ontario Convenience Stores Association • Western Convenience Stores Association As well, the National Convenience Stores Distributors Association announced its affiliation agreement with the Canadian Convenience Stores Association (CCSA) on September 10, 2012. The affiliation will allow the Associations to better represent the industry and to improve the business environment for the sake of all stakeholders in the convenience store sector. Just last month, all four associations sat shoulder-to-shoulder at an Ottawa press conference for the first time to promote federal action on contraband tobacco. It was quite a sight and generated plenty of positive media attention. But that’s just the start. In 2013 the associations will launch an assault on a problem that has been dragging down not only the c-store industry but the Canadian economy as a whole. Canada has the second-highest credit card fees in the world and the highest minimum fees, and they average $36,000 per year per store – almost 90% of what store’s manage to early in profit for all their hard work. It has to end, and they have a plan. As well, the WCSA has recently submitted an application for government partnership on an issue that is gaining in importance for managing growth in c-store businesses – the effective recruitment of qualified foreign workers. Stay tuned! We hope to have an update on that project in the next issue. Andrew Klukas President Western Convenience Stores Association (WCSA)

8 January | February 2013

CONVENIENCE & CARWASH CANADA

Credit Crunch

Pressures are mounting for credit card companies to make changes that will offer relief to operators hit with the high cost of transaction fees

10 January | Februaryâ&#x20AC;&#x192;2013

Credit cards are a fact of life for Canada’s convenience stores. Regrettably, in many instances the acceptance of these cards are making life a lot more difficult for the industry. Consider that according to industry studies conducted by the Canadian Convenience Stores Association (CCSA), last year the c-store sector paid Visa, MasterCard, AMEX and others some $850 million or $36,000 per store to accept these cards at the till. These transaction fees charged by branded cards represent 6 per cent of operating

jor movement this past August with card co’s agreeing to pay a cash settlement of US$7.25-billion and temporarily reduce fees to stores across the United States. As well, merchants there will be able to ask consumers to pay a small surcharge when using certain credit cards in a move that will allow operators to claw back some of the fees, especially those from so called premium cards where rates can be as high as 3 per cent of the transaction. As enticing as this settlement offer may sound (it is in fact the single largest cash settlement offer ever in

A good case in point is the experience of Julien Ricard, a Quebec businessman who has had to close a gas bar because the credit card costs were just too high. Mr. Ricard has operated these types of retail operations for more than 50 years in the province and has watched as margins have trimmed substantially. He reports that the business model for franchised gas bars is such that his margin per liter of gas sold is determined by his contract with his franchisor (he operated under two well known banners purchasing one in 1992 and then another in 2007). Once he accepts a premium card with “Air Miles” or other perks (corporate fidelity programs), the gas he sells often leaves him with a loss to the bottom line. Because more than 50 per cent of all gas sales are paid with credit cards, he saw that his position was one where he had to hold his nose and carry on. He did this until recently when he decided to close one gas bar in a move to stem the flow of red ink. Now he is left with a station that can hardly be offered to others because those that investigate his books see the problem and look elsewhere for a business purchase. At fault here is a business model where the transaction fee is charged not as a flat rate for a service, but as a percentage of the entire transaction including even the taxes. “If you were to have a conversation with customers about this problem they would not believe you,” he says. “Most see gas stations as busy and highly profitable and most don’t know or realize that

Last year the c-store sector paid Visa, MasterCard, AMEX and others some $850 million or $36,000 per store to accept these cards at the till. These transaction fees charged by branded cards represent 6 per cent of operating costs. costs in an industry where margins are among the lowest in retail. According to Canadian Convenience Stores Association (CCSA) President Alex Scholten, merchants in Canada pay some of the highest rates to accept credit cards in the world). Now, both US and Canadian businesses are locked into protracted class action suits against the major card brands where plaintiffs are challenging the duopolistic nature of the business model (VISA holds 60 per cent of the market and MasterCard holds another 30.5 per cent.) Here it is suggested that the credit card brands and their partners have conspired to set the rates without the benefit of market levers that would establish proper competition leaving those that have to accept cards in a difficult take it or leave it position. In the US the action has had ma-

the United States), merchants are lining up to reject the offer as it will also bar them from ever challenging credit card rates in the future. Given the previous practices of the credit card companies, it is easy to understand why many are against this settlement offer. Here in Canada, BC and Quebec courts are also examining credit card practices. The suit in B.C. Supreme Court names the big credit card companies and 10 banks and claims that VISA, MasterCard and the country’s biggest banks are part of a price fixing conspiracy that is forcing merchants to pay billions of dollars in unfair credit card transaction fees. Stated is that merchants are forced to accept every Visa or MasterCard presented by customers‚ even high rate premium cards where some operators might actually lose money on the transaction.

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their credit card transaction comes with such a high cost to the retailer.” Credit card companies point out that their premium cards deliver a better class of customer that has greater buying power and incentives such as air travel points generate a competitive edge in the market. More, they state that credit cards offer convenience and safety of a cashless transaction not to mention no wait times for payment. They also suggest that merchants are free to go it alone and conduct their business on a cash or debit basis.

credit card work here in Canada? Likely yes, but with some concerns from customers who may feel uncertain about the hike in product cost. In Australia where recent battles similar in many respects to the court challenges here and in the US gave retailers and others the right to create a surcharge as a way of getting a grip on transaction fees, the experience for consumers was not stellar with many companies seeking to profit from the change. A good example is the fees charged back to consumers from airline Qantas. The carrier placed

costs to be fair,” says Alan Kirkland, CHOICE’s new CEO. Canada is one of the last countries to look at these transaction fees. Retailers hope the courts as well as the Competition Tribunal will assist by asking credit card companies to hand back billions of dollars in what many see as huge overpayments. As well, the current case before the Competition Tribunal may allow retailers to refuse premium cards or at least ask for a service charge to compensate. Dan Kelly, President and CEO of the Canadian Federation of Independent Business (CFIB) sees some challenges ahead. For instance the coming push to mobile payments where our cell phones handle transactions could well deliver another tough blow to retailers who would not be able to see what kind of card the purchaser holds. And, he says, if the purchaser carries several credit cards the banks would make the most expensive card the default option on phones. “The good news is that the Federal Consumer Agency of Canada (FCAC) [www.fcac-acfc.gc.ca] has come forward with a code of conduct that has helped put some sanity into the issue. Since the implementation in 2010 there have been no new fees, but this looks like this is about to change,” he says noting that VISA has just announced major increases beginning in 2013. “First there will be an across the board increase of the assessment fee. There will also be new charges for foreign cards and there is an indica-

Credit card companies point out that their premium cards deliver a better class of customer that has greater buying power and incentives such as air travel points generate a competitive edge in the market. More, they state that credit cards offer convenience and safety of a cashless transaction not to mention no wait times for payment. BC law firm Branch McMaster that is fighting the class action in BC Supreme Court notes while cards do offer these perks the fact that retailers cannot decline or claw back fees from customers is just wrong. As well, its pointed out the card use has become entrenched in our society (in no small part due to the significant marketing efforts of the banks and credit card companies) and that the card companies and the banks have substantial market power that cannot be ignored. As such they see the argument that a retailer, especially one that sells gas, can just simply go all cash is specious. Would a system where stores could levy a surcharge for using a

a variety of charges on credit card transactions much to the dismay of those who booked tickets. According to Aussie consumer group CHOICE, the airline placed a surcharge of AUS$7.70 per domestic ticket and AUS$30 charge for International travel as a way to recoup transaction fees. This meant that consumers got stuck paying more than AUS$204 million to Qantas to cover transaction costs, a number CHOICE contends is well in excess of the amount the airline paid credit card companies. What made the fees even more outrageous was the fact that it is extremely difficult to pay cash for an airline ticket. “Consumers understand there is a cost for services and expect these

CONVENIENCE & CARWASH CANADA

tion that there will be an introduction of an uber premium card that would carry much higher costs.” In Quebec any moves to change the lay of the land would come as cold comfort to Mr. Ricard who’s remaining gas bar is for sale. According to

nal rental fee (a minimum of $250)”. Alex Scholten agrees that the costs are often too large for operators to accept. He alongside colleagues such as Dan Kelly suggest retailers ask customers to consider what kind of cards they offer for a purchase. “With Inter-

“The credit card costs are even higher when you take in consideration the mandatory monthly terminal rental fee (a minimum of $250)” Association Canadienne et Québéact debit cards there is a fixed minicoise des dépanneurs en alimentamal charge of between 5 and 15 cents tion (ACDA) Vice-president Michel per transaction. C-store operators Gadbois, “Mr. Ricard’s experience is can also ask their customers if they not unique“. Two other Quebec gas would care to offer a less expensive station owners, Mr. Goudreau and Mr. credit card like a VISA Classic for a Faucher, confirmed the difficult enpurchase,” he suggests. vironment in which these businesses One thing is for certain. With billions operate. “The credit card costs are of dollars at stake the changes will not even higher when you take in considcome easily leaving many wondering carwash car washthe advertmandatory 8 - half page full bleed.pdf 1 12/21/2012 1:50:52 AM eration monthly termi‘who’s in my wallet?’.

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By Ed Grondahl, EVP Global Sales, Tidel Engineering

A Bank Deposit

Without Taking the Money to the Bank Record numbers of retailers in multiple countries including the USA are taking advantage of ‘Provisional Credit’. Provisional Credit is a solution from a bank in conjunction with a Smart Safe program usually delivered by an armored car company. The program works with armored car firms putting in the smart safe, for no money down. A Smart Safe is a device where cash businesses feed bills into an on-site vault where collection data is electronically transferred to financial institutions in a process where the safe is really like having a bank right in your building. The security company typically accepts a 5-year agreement for a single monthly fee that includes the smart safe, pickup, guarantee, count, transfer of money to the bank, and polling the safe each evening to attain the daily deposit total. Many major banks (over 70 in the USA alone) provide daily credit into the retailers’ bank account whilst the cash is still in the Smart Safe in their store. In additional to the benefits of Smart Safe programs such as improved security, reduced shrinkage, labor savings and detailed management reports, Provisional Credit provides additional benefits to retailers’ finance and treasury teams. For example, cash takings are deposited into the bank account within a few hours of the end of each day for treasury to use or invest as needed. 16 January | February 2013

Because the cash is in a business’ bank account without the need to physically get the money to the bank, armored car collections can be reduced often to once a week, providing savings in operating costs of armored car contracts. The benefit of cost savings along with improved cash flow have led to over 50,000 retailers deploying smart safes in these types of programs in the USA alone in the past few years. These benefits are not limited to just retailers who use armored cars. Many retailers who currently walk their cash to the bank on a daily basis and incur the risk of theft and harm to their staff have switched to these programs because the incremental cost of once a week armored car service. The program represents a true win/win for all parties. Having cash in the bank within a few hours compared to the 2-3 days it takes today is a huge cash flow benefit for retailers. The bank also wins because they are securing business and revenue from retailers by offering them value added services. For more information visit www.tidel.com

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EXPAND WITH THE THE U.S. CAT CATE EGORY L LE EADE ADER • The ProTein Drink caTegory is one of The fasTesT growing caTegories in U.s. Beverage • M Uscle Milk® is The DoMinanT leaDer of The U.s. ProTein Drink caTegory • M Uscle Milk has 85% MarkeT share in U.s. convenience • M Uscle Milk sales growing aT 25% in U.s. convenience

By Eva Chambers

Social Media Helps Build Loyalty and New Customer Relationships Three media savvy retailers share how they use social media to build brand awareness and grow relationships with customers If you were using social media during the holidays, you would’ve seen thousands of retailers competing to grab your attention and shopping dollars. There were discounts, special offers, free shipping, and wishes for a wonderful holiday on most social media sites. One of the most important steps in any social media plan is to monitor the robust conversations that are going on in your industry. With this understanding retailers can find relevant ways to take part of the social conversation. Anyone, who has a Twitter account, can see how the convenience store industry has engaged with their customers using Twitter and other media sites. They promote everything from driving coffee sales through offering links to coupons, to hiring employees by using social networking sites. It’s a quick and easy way to connect with people daily, and strengthen relationships with existing customers. By building a social network on Twitter or other social media properties, they also benefit from the networking by sharing their information with all of their friends and followers. The possibilities are endless if you are engaged in social media. While many retailers use social media to drive customer traffic to their stores, keep in touch with suppliers, and monitor their competition, most use social media to build customer relationships that they find the most rewarding. Suncor, Mac’s Convenience, and Gas King all use social media to build brand awareness and build relationships with existing and new customers. They are successful with social media because their content is always fresh and relevant to their audience. 18 January | February 2013

For example, Mac’s Convenience Stores uses social media to connect with their customers by offering messages on Facebook that states that they are “a neighborhood friend”. They understand that building relationships with customers is very important to growing in-store sales through social media. “We want to provide information that is relevant and helpful to our customers, says Sebastien Dorelas, Marketing Specialist, Alimentation Couche Tard, an industry professional who leads social media efforts at Mac’s. “We focus our social media efforts on building valuable relationships that bring people into our stores, not just building our follower base ”. While Mac’s has a Twitter page, and uses other forms of digital media, their focus in on connecting via Facebook. Mac’s uses the irresistible social networking aspect of friends on Facebook to reach out. “Friends listen to each other, so a recommendation for Mac’s on Facebook can be very valuable to gaining new followership”, said Doreles. If you visit Mac’s Facebook page, you’ll see that Mac’s social media relational strategy is working. The tone of the Facebook page is warm and entertaining. And, importantly, Mac’s responds to their customers quickly so the experience is interactive. Visit the page at: https://www.facebook. com/mobileprotection#!/MyMacs. Like many retailers, Mac’s also uses social media sites, like Twitter to interact and dialog with customers on promotions and to answer questions they may have.

Suncor Energy, through its PetroCanada brand has a social media presence that has been going strong since 2006 when they started their PumpTalk blog (www. pumptalk.ca) and YouTube channel (www.youtube.com/ petrocanada). “These were some of the first forays into the social media arena. Both started back in 2006 with a series of videos and discussion on Canadian gas prices”, says Suncor’s Social Media Advisor, Julie Siabanis. “As one of the first Canadian oil and gas suppliers to discuss gas prices, the blog and videos were well received with guests.” PumpTalk continues to provide important and useful information for their followers, including driver safety tips, fuel efficiency, and vehicle maintenance. Suncor’s YouTube channel (http://www.youtube.com/play list?list=PLDF05E51002A3BA60), features includes a variety of videos such as a series on Safer Driving through Performance Thinking with expert Brett Goodman, owner of the Bridgestone Racing Academy. (http://www.youtube.com/pl aylist?list=PLBF0DF5EDDAB201F4). Other social media properties Suncor hosts are its Ultra 94 Facebook page www.facebook.com/ultra94, centered on their high performance fuel. Here, Facebook’s interactive nature offers fuel fans a way to engage and share experiences with a community of performance drivers and enthusiasts across Ontario and Alberta. Suncor also uses social media to engage and support Canadian Athletes, their families and coaches. As a national partner of the Canadian Olympic and Paralympic Teams, they offer a full suite of social media properties including a Facebook page www.facebook.com/dreambig, a Twitter account www.twitter.com/dreambig, and a YouTube channel www.youtube.com/petrocanadaolympics. Fans are encouraged to interact with the page via contests, photo submissions and giveaways. They focus on providing behind-the-scenes information on Canadian athletes that received support through their FACE™ program (Fuelling Athlete and Coaching Excellence). https://www.facebook.com/dreambig#!/dreambig/app_273574112732162. Suncor’s Petro-Canada brand also hosts a Twitter account (www.twitter.com/petrocanada) to respond to customer inquiries. With the success of Suncor’s social media efforts, they continue to see social media as a way to facilitate dialogue with their customers and the community, and build brand awareness. Gas King, a successful Convenience Store Operator based in Southern Alberta, also has a focused social media effort on Facebook and Twitter (www. facebook.com/gaskingoil) (www.twitter.com/Gas_King). For all companies, social media is a learning process, that’s why Gas King started with a few focused social media properties that helped them identify what kind of information and interaction was most useful to its followers. Tracy VandenBiggelaar, Gas King’s social media manager, states, “We’ve been using social media to raise awareness

about our loyalty points program and monthly in-store promotions. We also use it to mention various events that we sell tickets for including local concerts, hockey games, air show, and Whoop Up Days.” Gas King offers a healthy balance between promotional posts and interacting with their audience. Posts include news on in-store promotional offers, sales and product information. You can also see updates on new store openings, photos of friendly staff dressed in Halloween costumes and posts on community sponsorships and events. “Determining what types of posts people respond to, the best time of day to post, and how often to post, all comes with practice, she says. “It has already proven a great way to reach our local audience as well as other local businesses, and we look forward to continuing this interaction”. Gas King’s Twitter and Facebook accounts also act as a place to dialog with customers and answer their questions. This year, Gas King will work to increase valuable customer engagement and create local discussions that are important to patrons. These include discussions on gas prices or where to find the latest product in a c-store. Gas King also re-tweets customer posts that may help other followers. Gas King took the time to build a solid social media foundation that will support new customer engagement programs planned for 2013. There is no doubt that companies that are thoughtfully engaged in social media, benefit from the customer engagement. Mac’s Convenience, Suncor, and Gas King all built their social media success by first listening to their customers and communities to find out what interests them. As a result they have built followership and loyalty through thoughtful customer engagement. If your company does not have a social media plan, you might be surprised to find that you are still are part of the conversation, but may be unaware of what people are saying. More, customers may be searching for you in an effort to try to engage. Today, the question is no longer, ‘Should my company have a social media plan?’ but ‘How should I involve my customers through digital interaction?’ It’s a given that every business owner should be tied into social media, even if they begin by monitoring the conversations about their industry online and build a plan from there. The most successful retailers have learned that there are millions of people tied into Facebook, Twitter, Tumblr and other social media platforms, and they want to reach out to them. One in every 13 people has a Facebook account and half of them are logged on any given day. Every retailer should be monitoring the conversations and engage in them. Want to learn more on this topic? Convenience Carwash Canada will be offering more articles on successful social media planning, so stay tuned in future issues or visit us on www.convenienceandcarwashcanada.com, or reach out to us on Twitter and Facebook to let us know what you would like us to cover regarding social media. You can follow Convenience Carwash Canada on Twitter: @carwashcanada

CONVENIENCE & CARWASH CANADA

By Rick Goodwin, Carwash Specialist, Wolf Distributing

Choosing Your Auto-Teller The choices for automatic entry systems and

auto tellers are vast. There are many reputable

manufacturers and a list of available features that

can be staggering. Narrowing down the candidates

can be a daunting task, but basically there are

two defining factors to focus onâ&#x20AC;&#x201C;your model of

operation, and the wash application.

CONVENIENCE & CARWASH CANADAâ&#x20AC;&#x192;

Your model of your operation is more often than not the deciding factor in determining what type of teller works for your site. For example interface systems such as touch screens with enhanced video marketing and a la carte upsales features can be beautiful things for customer service. However, if carwash owners don’t have the time or a system in place to keep the touch screen clean and clear of greasy thumbprints, then it won’t be long before that high-end teller becomes a poor reflection of your operation. As well, hoppers need to be filled, validators need to be emptied, and coin or bill jams addressed quickly to keep things moving smoothly. I am not suggesting operators look beyond a system with all the bells and whistles; just ensure your operational practices are designed so you get the most out of your investment. If you are a remote manager with a site that is often unmanned,

in a tough neighborhood, and you don’t plan on changing that, then maybe the skinny post with a simple entry head entry system is the best option for your site. Let’s talk about application. Other that a few one-off’s like “pay on exit”, Barn applications and automated time charge or parking apps, it is safe to assume that your Teller is either going in front of an in-bay automatic or a self loading tunnel. In-bay automatic teller systems provide a few merchandising advantages for the operator. The next customer in line usually has a few minutes to wait as the wash before him has a 4 to 6 minute run time. During this idle period, operators have the opportunity to market “a la-carte” offerings to those in line. A message such as–“Would you like Rain Glaze Wax today for only $2? Press yes or no” and items like rust inhibitor, triple shine wax, in-store product, and vacu-

Equipment Choices Here’s a “work our way up the food chain” approach to carwash entry systems. 1. Code Only. This has been the typical application at the good old neighborhood gas station. In my opinion, except for maybe a private wash at a car dealership, condo complex or auto club, the code only entry head is dead. This ‘code only’ concept was based on the idea that customers will buy more gas if you give a deal on the car wash. The fact is you only get the car wash sale occasionally if the need for a wash happens to line up with the need for gas. My conservative estimate is that you are giving up on 20 per cent to 30 per cent increased traffic flow through your automatic wash with code only. Put a card reader on that entry head. 2. Card & Code Only. Your pay-atthe-pump did the marketing, you offered a wash every time a customer filled up, but ... hey they need a wash today and their tank is almost full–no problem. This system is a good choice for the operator that runs unattended systems and/or is concerned about theft or vandalism. As well, you don’t need gas pumps to feed your wash. • Many operators shy away from card readers, including the big

22 January | February 2013

oil and gas companies, because of “PCI (Payment Card Industry) compliance” concerns. Absolutely confirm that your equipment provider is up to speed on the PCI compliance regulations. The confusion starts as soon as we say the words chip and PIN. Let me assure you that just because you take a credit card transaction on a swipe card reader does not mean that you are compliant. • The difference is usually 0.2 to 0.3 of a per cent higher credit card handling fee charged for an “unsecured” transaction. Are you willing to give up 20 to 30% of you potential sales for a minor increase in your transaction fees? • Now that you have a card reader on that entry head it opens up all kinds of marketing options if your operation can support that direction for building growth. Pre-paid gift cards, membership programs and Post-paid fleet accounts go a long way toward offsetting those few extra cents on the credit card fees.

3. Cards, Codes with Receipt Once you hit this point there are a few options that should be considered. Credit card customers may insist on instant receipts, especially if you have a lot of small business owners coming to your site. If a manufacturer has increased the size of the teller cabinet to house the receipt printer, paper roll, heater etc. then an upgrade to a speaker and its voice prompts is minimal. If you need a demonstration on how much this simple addition is appreciated by the clientele just unplug the speaker at a site that has had the voice prompts on for while. Even though the screens indicate all of the same prompts in text the site grinds to a halt. Customers love the voice guidance through the decisions on the entry teller. More, it speeds up the process and improves your customers’ experience and comfort. No matter how fancy your screens might be, there is no down side to adding voice to your teller. 4. Cards, Codes & Cash For me, this is the “Full Teller” and minimum starting point in the retail, nonfuel site. It also provides a great improvement over the skinny post

um time are worthwhile prompts at this time. This is also a good point to offer perks like free vacuum time, in-store or vending products such as a free air freshener that encourage the customer to choose a top wash. The top package perks serve two purposes–it is your best wash package that has the customer leaving with the knowledge the vehicle looks great, and it promotes traffic to other areas of your operation. Here, it’s important to remember to keep it simple. Even if the teller can offer a multitude of goods and services, it’s not recommended you offer more than one or two upsells at any one time. Tunnel applications have a completely different feel at the Autoteller. I don’t care whether it is a single lane 60-foot express or dual lane mega tunnel, one old adage holds true– you make 80% of your revenue in 20% of your day. Here,

found at most fuel retail operations. Even in this day and age of plastic payment methods, the choice to accept cash in front of your wash is not one to be taken lightly. • If you look at the wash averages of the most urban affluent white collar wash sites you will find that cash is still about 30 per cent of total sales. I assure you that if you don’t accept cash a big portion of that business will go elsewhere! • Operators often choose not to accept cash for risk management reasons. Again, this comes down to operations with unattended or occasionally unmanned sites posing some obstacles when it comes to accepting cash at the teller. • When you consider that the cash component could in effect be approximately 30% of overall sales, there may be cost effective target hardening and management controls that can be implemented that make cash a viable addition to your operation. 5. Full Teller with Options There are many powerful options that can be added to today’s modern entry systems. It comes down to your model of operation and your ability to promote and maintain these features so you get the most out

load time speed dictates performance. Your conveyorized tunnel is the bill payer and when rush hour hits keeping the tunnel full is your highest priority. Fancy video marketing and many a la-carte options do not belong in front of the tunnel. The experience needs to feel comfortable for your customers. Keep it simple and easy to follow–swipe your card, choose your wash, add Rain Glaze yes or no? and your done with a “Please take your receipt and proceed into the wash”. Once the customer is loaded on the conveyor you have all kinds of time to entice these customers to check out your specials and promotions with signs and illuminated ads strategically placed inside the tunnel. Good spots are as the customer exits the dryer, just after the exit and in your vending and drying area.

of your investment. Some features are hardware additions and some are related to software. • Bar Code Reader–for accepting promotional bar codes, great tool for social media marketing and Internet promotions. • RFID Reader–great for building membership programs. This feature can really shorten load times for tunnel applications. Customers with fixed wash memberships don’t even have to roll down their window. This also provides the ability to offer unlimited wash programs as the transponder can be fixed to a specific vehicle. • Bar Code Dispensing–offer vending or vacuums as bonus on top of wash packages, or offer vacuums on all wash packages and use bar code readers on your vacuums instead of coin acceptors (no vandal point). • Token dispensing–this is not new, but worth a mention as it offers the Top Package up-sell option for a site with standard vacuums. • Tap and Go–this is basically a close range RFID option. Great for Pre Paid Packages, but not as good for unlimited packages as the fob is not fixed to as specific vehicle.

I always recommend that investors work with an experienced industry professional that can evaluate their operational system, analyze their application, discuss budget vs. return on investment, and then provide you with solid recommendations. Then, if it’s at all possible, jump in your car and go try them out. Whether you are considering upgrading that old skinny post system or you are planning a new build, teller selection is a crucial part of the process. If the information and opinions I have provided here do nothing more than encourage you to do a little more research before making that buying decision, I’ve done my job. The right choice can make a substantial difference for your model of operation.

Rick Goodwin 866-470-9374 goodrick@wolfdsi.com www.linkedin. com/#profile/118964855

CONVENIENCE & CARWASH CANADA

24 January | February 2013

By Brian Gleason

Fleet Account

DRIVE CAR WASH BUSINESS Adding Fleet accounts to your car wash customer base has some great benefits for your business.

CONVENIENCE & CARWASH CANADAâ&#x20AC;&#x192;

Firstly, fleet sales add a steady income stream every month. Second, they bring an added feeling of being part of the community with municipal vehicles, auto dealerships, other business accounts spreading the word that your car wash is the place to go for great service at a great price. When just starting out in the fleet carwash business some types of accounts to put on your list out might be: City offices, police, local auto dealerships, businesses that may have a fleet of cars, trucks, and transportation companies such as limo or courier firms. When putting your plan together to approach these customers, think of what you and your wash can do for them. If you are an express exterior wash business, offer these fleets the ability to come in and get a wash (maintain clean) and vacuum their vehicles for free. If you operate a full service wash you can offer them the opportunity for both exterior wash and the interior service as well. Price points should be a discount from your regular street price. For example, if your exterior wash is $7 you could drop the price for fleet business to around $5 or less depending on the volume and frequency of visits. If your full service offering is $18, consider reducing the price to $10 or $12. The next step is to look at your operating system and determine the best method for account set up and convenience for both the customer and your internal accounting. Most point of sale (POS) systems are fully capable of doing loyalty programs with account cards that can be pre-paid and loaded up for the customer or billed out to a company at month’s end. Consider establishing accounts that charge the fleet customer at the first of every month for the wash services to be rendered. To drive the business create flyers and email layouts for a marketing campaign that features all of the benefits of your car wash. These should tell customers about discounted washes, how your operation uses the water properly, and that you are good citizen and business partner. Let your customer know the management and ownership group is in business to service their fleet needs and will take a personal interest in their requirements. Show you are an open and inviting business that is interested in community involvement by hosting an

open house at your wash. Some of the finer events I have seen were after hours with the site and wash closed and cleaned with dinner served and featuring local entertainment. This allows fleet customers, city officials, and other community leaders to enjoy a couple hours of getting know each other while gaining an up front first hand account of your car wash business. This also gives them a greater understanding of what you do for them and the community. Photos of the event and an article in the local paper will further enhance your visibility. Here is wishing you well in your wash and fleet business. Brian Gleason is VP of Sales for PECO Car Wash Systems, Auburn Hills Michigan. He brings over 25 years of industry experience and also is Vendor Liaison representative on the Board of Directors for the International Car Wash Association.

When you call Pumps & Pressure you benefit from more than 70 years of manufacturing, sales & service and ownership experience.

Experience more than just a Clean Car. Alberta distributor for Turtle Wax products and the Alberta and Manitoba distributor for Belanger carwash equipment and replacement parts.

1.888.430.9359

www.pumpsandpressure.com Red Deer • Edmonton • Calgary Brandon • Grande Prairie • Leduc

CONVENIENCE & CARWASH CANADA

January/February 2009

SEPTEMBER/OCTOBER 2011

캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C

U.K.B.A C.C.I.C

The Best Things You Never Realized About ATMs

귀하가 몰랐던 현금자동지급기(ATM)의 장점들

Why Icelandic Locals Dine at The Gas Station

이이슬랜드 사람들은 왜 주유소에서 저녁을 먹을까

Clean Up in Aisle Six! Finding Faults in the Salt

스낵 진열대를 정리하자! 소금에 있는 나쁜 점들

Blurred Lines – Diverse Markets Mean Declining C-Store Revenues

불분명한 유통업계 경계선- 유통업계의 다양화는 편의점 매출 감소 의미 Other People’s Money The awful truth about where those pesky credit card fees actually go.

Calibrating meters so you get what you pay for

The Environmentally Correct C-Store

Tobacco Icon Ron Funk Gets Up Close and Personal

JULY / AUGUST 2010

MAY/JUNE 2011

캐나다 한인 상공 실업인 총연합회보

1940

U.K.B.A C.C.I.C

CELEBR

S A R CK Y E ING BA

캐나다 한인 상공 실업인 총연합회보

U.K.B.A C.C.I.C

G GAS KIATNES

JULY/AUGUST 2011

U.K.B.A C.C.I.C

Change Brings Challenges

Servicing The North Country has its own set of rules Pump Up the Volume: The Humble Gas Pump is Not to be Taken Lightly 주유소 개스 펌프기 변천사 : 개스 펌프기가 단순해 보인다고 가볍게 보아선 안된다

Western Convenience Stores Association Tells Us The State of Your Industry 서부 캐나다 편의점 업계 실태 보고서

A WINK IS AS GOOD AS A NOD... NO, IT’S BETTER!

변화에는 도전이 따른다

Bullfrog Croaks Up Big Energy Savings 맥스 편의점의 대대적인 에너지 절감 방안

북쪽 나라에서의 서비스 사업에는 그 지역만의 룰이 있다

COLD MEANS GOLD TO C-STORES AUTOMATED FUEL MANAGEMENT SERVICES SERVE YOUR BOTTOM LINE

The Carwash Trilogy Packaged and Bundled Just For You

OF GIV 년을 창업 25주 킹 맞는 개스 개 소 주유소

카워시 3부작(Trilogy)

ITO

INE PUBLISHER

Best Editorial Package

Winner

I AT I

MAN

GAZ

PM41670539

귀하를 위한 맞춤형 서비스

(B2B/Association)

2011

Serving the Convenience, Carwash, and Petroleum industries If you want to reach diverse new markets advertise with us! Call Cody Johnstone at 416-838-4674 or email codyj@convenienceandcarwash.com

March/April 2009

MARCH / APRIL 2010

U.K.B.A U.K.B.A C.C.I.C C.C.I.C

IN THIS ISSUE:

Hot and Cold Beverages and Their Various Taste Sensations 냉·온 음료들과 다양한 맛의 세계

Bottled Water:

Prepaid Cards are Here to Stay 선불 카드 정착 단계 진입

Clearly Where it’s At

Carwash Technology: Greener, Meaner, Cleaner 세차 기술 : 보다 친환경적이 고, 솜씨좋고, 깨끗하게

The Top Ten Ways to Wash Up Profits For YOUR Carwash

CHIP AND PIN TECHNOLOGY

WARNING: Growth Opportunities May Be Closer Than They Appear

COMING TO A C-STORE NEAR YOU!

Cover

Mid Island Co-op: Celebrating the

28 January | February 2013

www.conceptphoto.ca | Lance Sullivan | Concept Photography

Big 5-0

2013 CARWASH DIRECTORY Service and Product Guide

Welcome to Convenience and Carwash Canada’s 2013 Carwash Buyers Guide. Look here for everything you need to make your wash the best it can be. From air fresheners to hose accessories to wheel washers to metering devices it’s all here in the industry’s top directory of products and company contacts.

CONVENIENCE & CARWASH CANADA

No More Drums Ultraflex we have cleared up a lot of space “inWith our mechanical room... it’s simpler to manage and fine tune.”—Dave Lessard, The Wave

Scan QR code for the complete interview.

You can get rid of the big, bulky drums that clutter your back room with Ultraflex® by Lustra™. You can also eliminate the difficult handling and give your customers a better experience, all while reducing your car wash chemical costs. Eliminate your need for drums and give a better overall experience for you and your consumer. Put Lustra to work for you and clean up your back room. Professional

800-225-2231 • www.NoMoreDrums.LustraBear.com

Car Care Products

The 2013 Carwash Buyer’s Guide 1-800-BOLLARDS 24370 Northwestern Hwy, Suite 250 Southfield, Michigan 48075 Tel: 1-800-265-5273 Fax: 248-354-4095 Email: pete@postguard.com www.1800bollards.com ACCESS CASH GP – EZEE – ATM 191 Attwell Dr. Unit 4 Toronto, ON M9W 5Z2 Jessica Colley Tel: 416-247-0200 x2287 Fax: 416-247-0235 Email: jcolley@ezee-atm.com www.ezee-atm.com

AIRLIFT DOORS, INC. 4700 Osseo Rd Minneapolis, MN 55430 Brooke Beaton Tel: 612-529-1000 Email: bbeaton@airliftdoors. com www.airliftdoors.com

AIR-SERV CANADA #4-80 Devon Road Brampton, ON L6T 5B3 Frank Merrill Toll Free: 800-263-1429 Tel: 905-458-1695 Fax: 905-791-7382 Email: Frank.Merrill@AIR-serv. net www.AIR-serv.net ALL WASH INC. 11820 NW 37th Street Coral Springs, FL 33067 Mark Remillard Tel: 855-ALL-WASH Fax: 954-796-3407 Email: allwashsales@gmail. com www.allwashinc.com

AUTEC, INC. 2500 West Front Street Statesville, NC 28677 Joey Stilley Toll Free: 800-438-3028 Fax: 704-871-9101 Email: info@autec-carwash. com www.autec-carwash.com BELANGER, INC. 1001 Doheny Court Northville, MI 48167 Fred Geiger Tel: 248-349-7010 Fax: 248-349-2309 Email: info@belangerinc.com www.belangerinc.com

BLENDCO SYSTEMS 1 Pearl Buck Court Bristol, PA 19007 Brent McCurdy Tel : 215-781-3600 Fax : 2150781-3601 Email : blendco@blendco.com www.blendco.com CANADIAN CARWASH ASSOCIATION 4195 Dundas Street West, Suite 346 Toronto, ON M8X 1Y4 Karen Dalton Tel: 416-239-0339 Fax: 416-239-1076 Email: office@ canadiancarwash.ca www.canadiancarwash.ca

CAROLINA PRIDE CARWASH, INC. 417 S. Madison Rd Roxboro NC, 27573 David Lang Tel : 800-421-5119 Fax : 336-597-5113 sales@cpcarwash.com www.cpcarwash.com

CASHTECH CURRENCY PRODUCTS INC. 1040 Cardiff Blvd. Mississauga, ON L5S 1P3 Matthew Lombardi Tel: 905-696-4814 Fax: 905-696-0733 Email: matt_lombardi@ cashtechcurrency.com www.cashtechcurrency.com

CLEANRITE PRODUCTS INC. #2-19522, 96th Ave Surrey, BC V4N 4C3 George Porter Tel: 604-888-6829 Fax: 604-888-6849 Email: portwest@telus.net

COLEMAN HANNA CARWASH SYSTEMS 1997 American Blvd. De Pere, WI 54115 Kelly Anderson Tel: 800-225-2231 Fax: 920-337-9410 Email: cwsales@lustrabear. com www.lustrabear.com CON-SERV MFG 605 West Brannen Road Lakeland, FL 33813 Stan Royal Toll Free: 800-868-9888 Tel: 863-644-6925 Fax: 863-644-2304 Email: sroyal@con-servwater. com www.con-servwater.com CUSTOM KRAFT INDUSTRIES, INC. 4611 West Bethany Road. N. Little Rock, AR 72117 Gary Wirges Toll Free: 800-869-1448 Fax: 501-945-3408 Email: info@customkraft.com www.customkraft.com

D.A. LINCOLN PUMP SERVICE & SUPPLY 102 Paramount Road Winnipeg, MB R2X 2W3 Doug Lincoln Tel: 204-632-8002 Fax: 204-633-5455 Email: doug@dalincoln.com www.dalincoln.com DRB SYSTEMS, INC. PO Box 550 Uniontown, OH 44685 Jayne Hanlon Toll Free: 800-336-6338 Tel: 330-645-4200 Fax: 330-645-2299 Email: info@drbsystems.com www.drbsystems.com DE CASTEL (1997) INC. 11, 720 Ph. Panneton Montreal, QC H1E 4G4 Michael Keys Tel: 514-648-5166 Fax: 514-643-0856 Email: mikekeys@lave-auto. com www.lave-auto.com DELCAN PRODUCTS LTD. 1409 5th Ave Fort Macleod, AB T0L 0Z0 Patrick De Leeuw Tel: 403-553-3632 Email: info@delcanproducts. com www.delcanproducts.com DETAIL PLUS CAR APPEARANCE SYSTEMS 11650-A NE Marx Street Portland, OR 97220 RL “Bud” Abraham Tel: 800-284-0123 x 4 Fax: 503-251-5975 Email: info@detailplus.com www.detailplus.com DIAMOND SHINE CAR WASH SOLUTIONS 1340 E. 289th Street Wickliffe,Ohio 44092 Dave Tucker phone 440-585-1100 Fax 440-585-1195 dtucker@diamondshine.com www.diamondshine.com

CONVENIENCE & CARWASH CANADA

The 2013 Carwash Buyer’s Guide DOOR MASTERS #6, 4830, 78 Street Red Deer, AB T4P 2B3 Dan Murdock Toll Free: 800-886-9409 Tel: 403-347-8670 Fax: 403-341-4630 www.sunshinedoor.com ENTRETIEN DE LAVE-AUTO LAVAL INC. 940 Rue Michelin, Suite 4 Laval, Quebec H7L 5C1 Sylvain Larochelle Tel: 450-669-3393 Fax: 450-669-3455 Email: sylvainlarochelle@ laveautolaval.com www.laveautolaval.com EXACT ONE LTD. 7004R-5th Street SE Calgary, AB T2H 2G3 Doug Meier Toll Free: 800-492-4226 Tel: 403-287-9411 Fax: 403-214-5999 Email: meierd@exacta.com www.exacta.com

EXTRUTECH PLASTICS INC. 5902 West Custer Street Manitowoc, WI 54220 Scott Charles Tel: 920-684-9650 Fax: 920-684-4344 info@epiplastics.com www.epiplastics.com HAMILTON MANUFACTURING CORP. 1026 Hamilton Drive Holland, Ohio 43528 Tim Morgan Tel: 888-723-4858 Fax: 419-867-4850 Email: sales@hamiltonmfg. com HURON VALLEY SALES 6032 Schooner St. Belleville, MI 48111 Rick Metz Tel: 734-944-5200 Fax: 734-944-5800 Email: rmetz@ huronvalleysales.com

32 January | February 2013

INNOPLAST, INC. 10120 Gottschalk Parkway Chagrin Falls, OH 44023 Brooke Long Tel: 800-516-9287 Fax: 440-543-8661 Email: blong@innoplast.com www.innoplast.com

INNOVATIVE CONTROLS SYSTEMS, INC (ICS) 1349 Jacobsburg Rd. Wind Gap, PA 10981 Rob Deal Tel: 800-642-9396 Email: dealr@ icscarwashsystems.com INTEGRATED SERVICES, INC. 15115 SW Sequoia Parkway Portland, OR 97224 Bryce Paulson Tel: 800-922-3099 Fax: 503-968-9100 Email: isi@ints.com www.intscom INTERCLEAN EQUIPMENT INC. 1411 Paul Rd. Kimberley, BC V1A 3M8 Rob Forbes Tel: 403-605-0056 Email: forbes@telus.net www.interclean.com

INTERNATIONAL CARWASH ASSOCIATION 330 N. Wabash Ave, Ste, 2000 Chicago, IL 60611 Eric Wulf Tel: 888-422-8422 Email: info@carwash.org www.carwash.org

ISTOBAL USA CORP 110 Page St Bristol, VA 24201 Kevin Collette Tel: 800-336-8795 Email: kevinc@istobalusa.com www.istobalusa.com JBS INDUSTRIES 2550 Henkle Dr Lebanon, OH 45036 Scott Baeten Tel: 513-228-2800 Fax: 513-228-2810 www.jbsindustries.com JE ADAMS INDUSTRIES 1025, 63rd Ave SW Cedar Rapids, IA 52404 Jennifer Bender Toll Free: 800-553-8861 Tel: 319-363-0237 Fax: 866-252-6694 Email: jbender@jeadams.com www.jeadams.com

JUICE AIR PRODUCTS 280 Wildcat Rd. Toronto, ON M3J 2N5 Jamie Sugar Tel: 647-247-1147 Email: Jamie@ juiceairproducts.com www.juiceairproducts.com KESSELTRONICS SYSTEMS 5212 Rte. Harwood Vaudreuil-Dorion, QC J7V 0K2 Jan Van Kessel Tel: 450-458-8826 Fax: 450-458-0769 Email: jan@kesseltronics.com www.kesseltronics.com LSI INDUSTRIES INC. 10000 Alliance Road Cincinnati, OH 45242 Minda Matthews Tel: 513-793-3200 Fax: 513-984-1335 Email: info@lsi-industries.com www.lsi-industries.com

LUSTRA ™ PROFESSIONAL CAR CARE PRODUCTS 1997 American Blvd. De Pere, WI 54115 Kelly Anderson Toll Free: 800-225-2231 Tel: 920-337-2175 Fax: 920-337-9410 Email: kanderson@ LustraBear.com www.LustraBear.com MACNEIL WASH SYSTEMS 90 Welham Road Barrie, ON L4N 8Y4 Toll Free: 800-361-7797 Tel: 705-722-7649 Fax: 705-722-0582 Email: info@macneilwash.com www.macneilwash.com

MARITIME CAR WASH SALES & SERVICES LTD. Warehouse: 69 Park Rd. Unit #1 Elmsdale, NS B2S 2L3 Gordon Ryan or Grant Shaw Tel: 902-861-4747 Fax: 902-861-1651 Email: mar.car@ns.sympatico.ca www.maritimecarwash.ca MARK VII EQUIPMENT INC. 623 South Service Road, Unit 1 Grimsby, ON L3M 4E8 Terry McGowan Tel: 866-658-9274 Fax: 905-643-7050 Email: tmcgowan@markvii.net www.markvii.net MONDO PRODUCTS COMPANY LIMITED 695 Westney Road, S. Unit 1 Ajax, ON L1S 6M9 Robert Devlin Toll Free: 800-465-5676 Tel: 905-426-9339 Fax: 905-426-5240 Email: rob@mondoproducts.com www.mondo-products.com

The 2013 Carwash Buyer’s Guide MOSMATIC CORPORATION PO Box 400, 8313 – 196th Ave. Bristol, WI 53104 Jaimie Sokolski Toll Free: 800-788-9880 Tel: 262-857-9880 Fax: 262-857-2421 k.hees-Sertich@mosmatic.com www.mosmatic.com NATIONAL WASH INC. 2 Simpson Road Lindsay, ON K9H 6V2 Jim Pitre Toll Free: 800-420-8069 Tel: 705-324-4569 Fax: 705-324-2143 Email: jpitre@nationalwash.com www.nationalwash.com NUSTAR INC. 1425 Stagecoach Road Shakopee, MN 55379 Toll Free: 800-800-9274 Tel: 952-445-8295 Fax: 952-445-0231 Email: Dwight@nustarinc.com www.nustarinc.com OASIS CAR WASH SYSTEMS 1909 E 12th Street Galena, KS 66739 Mitch Wade Tel: 800-892-3537 Fax: 620-783-5735 Email: mwade@ oasiscarwashsystems.com www.oasiscarwashsystems.com OCTAFORM 520-885 Dunsmuir Street Vancouver, BC V6C 1N5 Lee Drever Tel: 888-786-OCTA (6282) Email: info@octaform.com www.info.octaform.com/ vehiclewash

P.D. MCLAREN LIMITED 5069 Beresfond Street Burnaby, BC V5J 1H8 Ian Burton Tel: 604-437-0616 Fax: 604-434-9120 Email: info@pdmclaren.com www.pdmclaren.com

PDQ MANUFACTURING, INC. 1698 Scheuring Road De Pere, WI 54115 Gerry Hanrahan Tel: 920-983-8333 Fax: 920-983-8330 Email: Gerry.hanrahan@ pdqinc.com www.pdqinc.com PANTHER WASH EQUIPMENT LTD. 4-210-48th Street East Saskatoon, SK S7K 6A4 Kelly Wilkinson Toll Free: 877-228-1688 Tel: 306-242-6622 Fax: 306-934-8204 Email: Kelly@pantherwash.com www.Pantherwash.com PECO CAR WASH SYSTEMS 244 Rex Blvd. Auburn Hills, MI 48326 Terry McGuire Tel: 248-299-5800 Fax: 248-299-9001 Email: sales@pecocarwash.com www.pecocarwash.com

PORTWEST WASH SYSTEMS #2-19522, 96th Ave Surrey, BC V4N 4C3 George Porter Toll Free: 877-574-7072 Tel: 604-888-6829 Fax: 604-888-6849 Email: portwest@telus.net PROTO-VEST INC. 7400 N Glen Harbor Blvd. Glendale, AZ 85307 Kim Balli Toll Free: 800-521-8218 Tel: 623-872-8300 Fax: 623-872-6150 Email: info@protovest.com www.protovest.com

PUMPS & PRESSURE 7018 Johnstone Drive Red Deer, AB T4P 3Y6 Barry Flipping Tel: 403-347-9770 Fax: 403-343-7922 Email: sales@ pumpsandpressure.com www.pumpsandpressure.com PURCLEAN/PURWATER 3315 Orange Grove Avenue North Highlands CA 95660 Gary Hirsh Toll Free: 800-818-8868 Tel: 727-785-7717 Fax: 727-787-8193 Email: ghirsh@purclean.com www.purclean.com

RECLAIM EQUIPMENT COMPANY 407, 4th Ave S W New Prague, MN 56071 Brian Dohm Tel: 866-973-2524 Fax: 952-758-3697 Email: brian@reclaimequip.com www.Reclaimequip.com

SONNY’S ENTERPRISES, INC. 5605 Hiatus Road Tamarac, FL 33321 Robert Picard Tel: 954-720-4100 Fax: 800-495-4049 Email: rpicard@sonnysdirect. com www.Sonnysdirect.com STANDARD CHANGE MAKERS, INC. 935-48th Avenue Lachine, QC H8T 2S4 Paul Thompson Tel: 514-502-0124 Fax. 514-634-7927 Email: prt.standard.services@ live.ca www.standardchange.com

SUREGUARD 5 Shirley Ave. Kitchener, ON N2B 2E6 Robert Vogt Tel: 1-800-756-3537 Fax: 519-570-4333 Email: info@sureguard.ca www.sureguard.ca TRANSCHEM INC. 1225 Franklin Blvd. Cambridge, ON N1R 7E5 Kristin Renshaw Toll Free: 800-265-9100 Tel: 519-740-0150 Fax: 519-740-2008 Email: krenshaw@transchem. com www.transchem.com

RYKO SOLUTIONS 1500 SE 37th Avenue Grimes, IA 50111 Russell Bell Tel: 515-986-3700 Fax: 515-986-3621 Email: sales@ryko.com www.ryko.com SAS ™ - SOLUTION APPLICATION SYSTEMS 1997 American Blvd. De Pere, WI 54115 Kelly Anderson Tel: 800-225-2231 Fax: 920-227-9410 Email: sales@SAS-4.com www.SAS-4.com

TURTLE WAX INDUSTRIAL 625 Willowbrook Center Parkway Willowbrook, IL 60527 Diana Redlien Tel: 800-CAR-WAX1 Fax: 630-455-3750 Email: DRedlien@turtlewax. com www.turtlewax.com

CONVENIENCE & CARWASH CANADA

The 2013 Carwash Buyer’s Guide UNITEC ELECTRONICS 7125 Troy Hill Drive Elkridge, MD 21075 Tel: 443-561-1200 Fax: 410-579-6827 Email: marketing@ startwithunitec.com www.startwithunitec.com

T.M.

CORP.

Building Successful Partnerships

UPWARDOR CORP. 8025 Lawson Road Milton, ON L9T 5C4 Diane Aquilina Tel: 905-876-3667 Fax: 905-876-3533 Email: diane@upwardor.com www.upwardor.com WASHCARD SYSTEM Lino Lakes, MN 55038 Craig Kjorlien Tel: 888-439-5740 Fax: 651-204-9184 Email:sales@washcard.com www.washcard.com

WASHTECH LTD. #335, 3750, 46th Ave SE Calgary, AB T2B 0L1 Kevin Turner Tel: 403-243-1312 Fax: 403-243-1301 Email: contact@washtech.ca www.washtech.ca

WASH-TECH 190 Southagate Dr. Guelph, ON N1G 4P5 Don Loder Tel: 519-824-5434 Email: sales@wash-tech.ca www.wash-tech.ca

34 January | February 2013

WASH WORLD GROUP INC. 1919-27 Ave NE #110 Calgary, AB T2E 7E4 Jim Shaw Tel: 403-250-1374 Fax: 403-250-1088 Email: jim@ washworldgroupinc.com www.PDQINC.com

WASHWORLD, INC. 2222 American Blvd. DePere, WI 54115 Rich Andreas Toll Free: 888-315-7253 Tel: 920-338-9278 Fax: 920-338-9790 randreas@washworldinc.com www.washworldinc.com

WEBCO LIGHTING #8, 2100 Denview Ave. London, ON Dave Bowen Tel: 519-643-6913 Email: db@webcolighting.com www.webcolighting.com

WESTERN CARWASH ASSOCIATION 950 Glenn Drive, Suite 150 Folsom, CA 95630 Micheyl Barnett Toll Free: 800-344-9274 Tel: 916-235-4135 Fax: 916-932-2209 info@wcwa.org www.wcwa.org

WESTERN OIL SERVICES LTD. 19840 – 57A Avenue Langley, BC V3A 6G6 Tel: 604-514-4787 Fax: 604-514-4688 Email: sales@ westernoilservices.com www.westernoilservices.com

WYND STAR DOORS BY RYTEC One Cedar Pkwy Jackson, WI 53037-0403 Tom Zimmerman Tel: 262-490-8775 Fax: 262-677-6520 Email: tzimmerman@ rytecdoors.com www.wyndstardoors.com

XPRESSYSTEMS, INC 407, 4th Ave S W New Prague, MN 56071 George Pawlik Tel: 952-758-4399 Fax: 952-758-3697 Email: George@xpressystems. com www.XpresWash.com ZEP VEHICLE CARE INC. 370 Wabasha Street N St. Paul, MN 55102 Toll Free: 1-800-35-CLEAN (25326) Tel: 1-800-35-CLEAN (25326) Fax: 651-224-4721 www.zepvehiclecare.com

The 2013 Carwash Buyer’s Guide AIR COMPRESSORS

All Wash Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Entretien de Lave-Auto Laval Inc. JE Adams Industries P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Western Oil Services Ltd. Washtech Ltd. Wash Tech AIR DOORS Airlift Doors DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Upwardor Corp. Washtech Ltd. Wash Tech Wynd Star Door by Rytec AIR FRESHENERS Cleanrite Products Inc. Coleman Hanna Carwash Systems Entretien de Lave-Auto Laval Inc. Juice Air Products Kleen-Rite Corp. Oasis Car Wash Systems Portwest Wash Systems Sonny’s Enterprises, Inc. Wash Tech AIR SYSTEMS COMPONENTS Coleman Hanna Carwash Systems Mosmatic Corporation Sonny’s Enterprises, Inc. Washtech Ltd. ALARMS Coleman Hanna Carwash Systems Kesseltronics Systems Wash Tech ARCHES, CURTAINS Belanger Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Company DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. MacNeil Wash Systems P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. ARCHES, RINSING All Wash Inc. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply

De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp MacNeil Wash Systems Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. ARCHES, WASHING All Wash Inc. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp MacNeil Wash Systems Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. ARCHES, WAXING All Wash Inc. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp MacNeil Wash Systems P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd ARCHES, HIGH-PRESSURE Belanger, Inc . ASSOCIATIONS Canadian Carwash Association International Carwash Association Western Carwash Association AUTO TELLERS All Wash Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Hamilton Manufacturing Corp. Innoplast, Inc. Innovative Control Systems, Inc. Integrated Services, Inc. Kesseltronics Systems

Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Standard Change-Makers, Inc. Unitec Electronics Washtech Ltd. Wash Tech AUTOMATICS, HIGH PRESSURE TOUCH FREE All Wash Inc. AUTEC, INC. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp Maritime Car Wash Sales and Services Ltd. Mark VII Equipment Inc. Nustar Inc. Oasis Car Wash Systems PDQ Manufacturing, Inc. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washworld, Inc. Washtech Ltd. Wash Tech Wash World Group Inc. Western Oil Services Ltd. AUTOMATIC, FRICTION All Wash Inc. AUTEC, INC. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp MacNeil Wash Systems Maritime Car Wash Sales and Services Ltd. Mark VII Equipment Inc. Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems RYKO Manufacturing Sonny’s Enterprises, Inc. Washtech Ltd. Washworld, Inc. Wash Tech Wash World Group Inc. Western Oil Services Ltd. BOLLARD COVERS 1-800-Bollards Sureguard

BOLLARDS & POSTS 1-800-Bollards Sureguard BOOM ASSEMBLIES Coleman Hanna Carwash Systems Custom Kraft Industries, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Entretien de Lave-Auto Laval Inc. Istobal USA Corp Kleen-Rite Corp. Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. BRUSHES, FOAMING Custom Kraft Industries, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Istobal USA Corp Kleen-Rite Corp. Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. BRUSHES, MECHANICAL Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Istobal USA Corp MacNeil Wash Systems Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech BRUSHES, REPLACEMENT All Wash Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Istobal USA Corp Kleen-Rite Corp. MacNeil Wash Systems Mosmatic Corporation P.D. McLaren Limited Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd.

CONVENIENCE & CARWASH CANADA

The 2013 Carwash Buyer’s Guide BUFFERS Detail Plus Car Appearance Sys. P.D. McLaren Limited Sonny’s Enterprises, Inc. BUFFING PADS Kleen-Rite Corp. Detail Plus Car Appearance Sys. P.D. McLaren Limited Sonny’s Enterprises, Inc. BUILDINGS, CARWASH AUTEC, INC. Belanger, Inc. D&S Car Wash Equipment Co DA Lincoln Pump Service & Supply De Castel Inc. Delcan Products Ltd. Extrutech Plastics Inc. Innoplast, Inc. Integrated Services, Inc. Istobal USA Corp Oasis Car Wash Systems Octaform P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Wash Tech Wynd Star Door by Rytec BUILDINGS, OIL CHANGE Innoplast, Inc. Integrated Services, Inc. Octaform BUILDING GLASS AUTEC, INC. Istobal USA Corp P.D. McLaren Limited BUS WASHES Belanger, Inc. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Extrutech Plastics Inc. Innoplast, Inc. InterClean Equipment Inc. Istobal USA Corp Mosmatic Corporation Octaform P.D. McLaren Limited Portwest Wash Systems Upwardor Corp. Wash Tech Western Oil Services Ltd. CANOPIES Coleman Hanna Carwash Systems De Castel Inc. Innoplast, Inc. JE Adams Industries Sonny’s Enterprises, Inc. Webco Lighting CASH REGISTERS DRB Systems, Inc. Exact One Ltd. Innovative Control Systems, Inc. Integrated Services, Inc. Kesseltronics Systems P.D. McLaren Limited Sonny’s Enterprises, Inc.

36 January | February 2013

CHAMOIS Cleanrite Products Inc. DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. JE Adams Industries Kleen-Rite Corp. Wash Tech CHANGERS Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Hamilton Manufacturing Corp. Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Standard Change Makers, Inc. Washtech Ltd. Wash Tech Wash World Group Inc. CHEMICAL DISPENSING SYSTEMS All Wash Inc. Belanger Inc. Cleanrite Products Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Huron Valley Sales InterClean Equipment Inc. Istobal USA Corp Kleen-Rite Corp. Lustra Professional Car Care MacNeil Wash Systems P.D. McLaren Limited Ryko Solutions SAS™ - Solution Application Sys Sonny’s Enterprises, Inc. Wash Tech CHEMICAL MIXING SYSTEMS Belanger Inc. Blendco Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp Lustra Professional Car Care P.D. McLaren Limited SAS™ - Solution Application Sys Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech CHEMICALS All Wash Inc. AUTEC, INC. Blendco Systems Cleanrite Products Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc.

Detail Plus Ca r Appearance Sys Entretien de Lave-Auto Laval Inc. Epic Car Wash Supply Ltd. InterClean Equipment Inc. Istobal USA Corp JBS Industries Kleen-Rite Corp. Lustra Professional Car Care Maritime Car Wash Sales and Services Ltd. Mark VII Equipment Inc. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems RYKO Manufacturing Sonny’s Enterprises, Inc. Transchem Inc. Ver-Tech Labs Turtle Wx Inc. Washtech Ltd. Wash Tech Zep Vehicle Care Inc.

Washtech Ltd. Washworld, Inc. Webco Lighting

CHLORINATORS DA Lincoln Pump Service & Supply P.D. McLaren Limited

CONVEYOR SYSTEMS/TUNNEL WASH SYSTEMS Belanger, Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Istobal USA Corp Kesseltronics Systems MacNeil Wash Systems Maritime Car Wash Sales and Services Ltd. Mark VII Equipment Inc. Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited RYKO Manufacturing Sonny’s Enterprises, Inc. Wash Tech Western Oil Services Ltd.

COIN ACCEPTORS Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Exact One Ltd. JE Adams Industries Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions RYKO Manufacturing Sonny’s Enterprises, Inc. Unitec Electronics Washtech Ltd. Wash Tech COIN COUNTERS AND SORTERS CashTech Currency Products Inc. Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech COMPUTER SYSTEMS Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems Exact One Ltd. Hamilton Manufacturing Corp. Integrated Services, Inc. Kesseltronics Systems PDQ Manufacturing, Inc. P.D. McLaren Limited Sonny’s Enterprises, Inc. Washtech Ltd. WashCard System CONSULTING SERVICES Detail Plus Car Appearance Sys. Exact One Ltd. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc.

CONTROL SYSTEMS Coleman Hanna Carwash Systems De Castel Inc. DRB Systems, Inc. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Innovative Control Systems, Inc. InterClean Equipment Inc. Integrated Services, Inc. Kesseltronics Systems MacNeil Wash Systems P.D. McLaren Limited Ryko Solutions Sonny’s Enterprises, Inc. Standard Change Makers, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd.

CORRELATORS Belanger, Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Istobal USA Corp MacNeil Wash Systems P.D. McLaren Limited Ryko Solutions Sonny’s Enterprises, Inc. Wash Tech DECALS, VINYL GRAPHICS AUTEC, INC. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Innoplast, Inc. LSI Industries Inc. Sonny’s Enterprises, Inc. Washtech Ltd.

The 2013 Carwash Buyer’s Guide DEIONIZING SYSTEMS Diamond H20 Huron Valley Sales P.D. McLaren Limited PurClean/PurWater Sonny’s Enterprises, Inc. Wash Tech DETAILING SUPPLIES Detail Plus Car Appearance Sys. Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Wash Tech DOOR OPENERS Airlift Doors Belanger Inc. DA Lincoln Pump Service & Supply De Castel Inc. Door Masters Entretien de Lave-Auto Laval Inc. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Upwardoor. Corp Washtech Ltd. Wash Tech Wynd Star Door by Rytec DOORS, OVERHEAD Airlift Doors DA Lincoln Pump Service & Supply De Castel Inc. Door Masters Entretien de Lave-Auto Laval Inc. Maritime Car Wash Sales and Services Ltd. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Upwardoor. Corp Washtech Ltd. Wash Tech Wynd Star Doors by Rytec DOORS, VINYL Airlift Doors Belanger, Inc. De Castel Inc. Delcan Products Ltd. Entretien de Lave-Auto Laval Inc. Extrutech Plastics Inc. P.D. McLaren Limited Oasis Car Wash Systems Ryko Solutions Upwardoor. Corp Wash Tech Wynd Star Doors by Rytec DOORS, WIND Airlift Doors Belanger Inc. DA Lincoln Pump Service & Supply Door Masters Entretien de Lave-Auto Laval Inc. Kleen-Rite Corp. MacNeil Wash Systems P.D. McLaren Limited Ryko Solutions Upwardoor. Corp Wash Tech

Wynd Star Doors by Rytec DRUMS AND ACCESSORIES Airlift Doors P.D. McLaren Limited DRYERS/BLOWERS All Wash Inc. AUTEC, INC. Belanger, Inc. Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. InterClean Equipment Inc. Istobal USA Corp JE Adams Industries Kleen-Rite Corp. MacNeil Wash Systems Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Proto-Vest Inc. RYKO Manufacturing Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Washworld, Inc. Wash Tech Western Oil Services Ltd. EXTRACTORS DA Lincoln Pump Service & Supply Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech FINANCIAL SERVICES Access Cash GP – Ezee – ATM CashTech Currency Products Inc. D&S Car Wash Equipment Co. P.D. McLaren Limited FITTINGS DA Lincoln Pump Service & Supply Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Wash Tech FLOOR MATS Entretien de Lave-Auto Laval Inc. Kleen-Rite Corp. Portwest Wash Systems FRAGRANCE DISPENSERS Cleanrite Products Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply Entretien de Lave-Auto Laval Inc. JE Adams Industries Kleen-Rite Corp. Oasis Car Wash Systems Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech FRAGRANCES Cleanrite Products Inc.

Coleman Hanna Carwash Systems Detail Plus Car Appearance Sys. JBS Industries JE Adams Industries Kleen-Rite Corp. Lustra Professional Car Care Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech

HEATERS, WATER Belanger Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Huron Valley Sales Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Washtech Ltd. Wash Tech

GAUGES DA Lincoln Pump Service & Supply Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd.

HOSE ACCESSORIES D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Haviland Contoured Plastics JE Adams Industries Kleen-Rite Corp. Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd.

GEAR BOXES DA Lincoln Pump Service & Supply De Castel Inc. Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech GLASS CLEANERS Blendco Systems Cleanrite Products Inc. Detail Plus Car Appearance Sys. JBS Industries Kleen-Rite Corp. Portwest Wash Systems Sonny’s Enterprises, Inc. Wash Tech GLASS TREATMENTS Detail Plus Car Appearance Systems HEATERS, ELECTRIC D&S Car Wash Equipment Company Huron Valley Sales P.D. McLaren Limited Wash Tech HEATERS, GAS D&S Car Wash Equipment Co. Huron Valley Sales P.D. McLaren Limited Wash Tech HEATERS, INFRARED Airlift Doors Huron Valley Sales Oasis Car Wash Systems P.D. McLaren Limited Wash Tech HEATERS, RADIANT D&S Car Wash Equipment Co. Huron Valley Sales Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Wash Tech HEATERS, SPACE, Huron Valley Sales P.D. McLaren Limited

HOSES Coleman Hanna Carwash Systems Custom Kraft Industries, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Systems Haviland Contoured Plastics Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. HOSES, VACUUM Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Haviland Contoured Plastics JE Adams Industries Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. HYDRAULIC FLUID DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Kleen-Rite Corp. Mosmatic Corporation P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech

HYDRAULIC SYSTEMS DA Lincoln Pump Service & Supply De Castel Inc. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech CONVENIENCE & CARWASH CANADA 37

The 2013 Carwash Buyer’s Guide IN-BAY AUTOMATIC, TOUCHLESS Belanger, Inc . IN-BAY AUTOMATIC, FRICTION Belanger, Inc.

P.D. McLaren Limited Sonny’s Enterprises, Inc. Unitec Electronics WashCard System Wash World Group Inc. Western Oil Services Ltd.

LIGHTING AUTEC, INC. Kleen-Rite Corp. LSI Industries Inc. Webco Lighting

PET WASH EQUIPMENT & SUPPLIES Blendco Systems Cleanrite Products Inc. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Extrutech Plastics Inc. Innoplast, Inc. Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Mosmatic Corporation Nustar Inc. P.D. McLaren Limited Portwest Wash Systems Washtech Ltd. Wash Tech

LOCKS Kleen-Rite Corp. P.D. McLaren Limited Wash Tech Western Oil Services Ltd. MAT CLEANERS DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech METERING DEVICES DA Lincoln Pump Service & Supply P.D. McLaren Limited SAS™ - Solution Application Sys Wash Tech Western Oil Services Ltd. MITTS Belanger, Inc. Detail Plus Car Appearance Sys. P.D. McLaren Limited Sonny’s Enterprises, Inc. MONEY HANDLING EQUIPMENT CashTech Currency Products Inc. Coleman Hanna Carwash Systems Exact One Ltd. Hamilton Manufacturing Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Standard Change Makers, Inc. Unitec Electronics Wash Tech ODOR CONTROL Cleanrite Products Inc. JBS Industries P.D. McLaren Limited PurClean/PurWater Sonny’s Enterprises, Inc. Washtech Ltd. PAYMENT SYSTEMS All Wash Inc. Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems DRB Systems, Inc. D&S Car Wash Equipment Co. Exact One Ltd. Innovative Control Systems, Inc. Integrated Services, Inc. Kesseltronics Systems RYKO Manufacturing Ryko Solutions

38 January | February 2013

PIT CLEANERS JBS Industries Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. POLISHING SYSTEMS AUTEC, INC. DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech POWER PRESSURE SYSTEMS Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Mosmatic Corporation P.D. McLaren Limited Washtech Ltd. Wash Tech PRESSURE WASHERS Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys Entretien de Lave-Auto Laval Inc. Kleen-Rite Corp. P.D. McLaren Limited PurClean/PurWater Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech PROTECTANTS AUTEC, INC. Blendco Systems Cleanrite Products Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. Innoplast, Inc. Kleen-Rite Corp. P.D. McLaren Limited

Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Ver-Tech Labs Turtle Wax Inc. Washtech Ltd. Wash Tech PUMPS Belanger, Inc. DA Lincoln Pump Service & Supply Innoplast, Inc. InterClean Equipment Inc. Istobal USA Corp Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Washworld, Inc. Western Oil Services Ltd. RFID TECHNOLOGY De Castel Inc. DRB Systems, Inc. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Hamilton Manufacturing Corp. Innovative Control Systems, Inc. Integrated Services, Inc. Kesseltronics Systems P.D. McLaren Limited Sonny’s Enterprises, Inc. Unitec Electronics WashCard System Wash Tech RECLAIMS SYSTEMS All Wash Inc. Carolina Pride Carwash, Inc. Con-Serv Mfg D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Huron Valley Sales InterClean Equipment Inc. Istobal USA Corp Nustar Inc. P.D. McLaren Limited Oasis Car Wash Systems PurClean/PurWater RYKO Manufacturing Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech REGULATORS DA Lincoln Pump Service & Supply Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech RELAYS DA Lincoln Pump Service & Supply Kesseltronics Systems P.D. McLaren Limited

Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech REVERSE OSMOSIS/SPOT FREE RINSE All Wash Inc. Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems Con-Serv Mfg Custom Kraft Industries, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Diamond H20 Entretien de Lave-Auto Laval Inc. Huron Valley Sales InterClean Equipment Inc. Istobal USA Corp Kleen-Rite Corp. MacNeil Wash Systems P.D. McLaren Limited Oasis Car Wash Systems PurClean/PurWater Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Washworld, Inc. Wash World Group Inc. ROLLER DOLLIES Belanger, Inc. DA Lincoln Pump Service & Supply De Castel Inc. P.D. McLaren Limited Ryko Solutions Washtech Ltd. Wash Tech RUST INHIBITORS Belanger, Inc. DA Lincoln Pump Service & Supply De Castel Inc. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Turtle Wax Inc. Washtech Ltd. Wash Tech SAFES D&S Car Wash Equipment Co. Kleen-Rite Corp. P.D. McLaren Limited SAFETY DEVICES Innoplast, Inc. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech SELF SERVE EQUIPMENT AND SUPPLIES All Wash Inc. Carolina Pride Carwash, Inc. Cleanrite Products Inc. Coleman Hanna Carwash Systems Custom Kraft Industries, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc.

The 2013 Carwash Buyer’s Guide Entretien de Lave-Auto Laval Inc. Hamilton Manufacturing Corp. Innovative Control Systems, Inc. InterClean Equipment Inc. JE Adams Industries Kesseltronics Systems Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Mark VII Equipment Inc. Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems RYKO Manufacturing Ryko Solutions Washtech Ltd. Wash Tech Western Oil Services Ltd. SHAMPOO, UPHOLSTERY & CARPET Blendco Systems Cleanrite Products Inc. Coleman Hanna Carwash Systems De Castel Inc. Detail Plus Car Appearance Sys. JBS Industries JE Adams Industries Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Ver-Tech Labs Washtech Ltd. Wash Tech SIDE WASHERS Belanger, Inc. SIGNS All Wash Inc. Carolina Pride Carwash, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Innoplast, Inc. Istobal USA Corp Kleen-Rite Corp. Lustra Professional Car Care P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Webco Lighting SOFTWARE DRB Systems, Inc. Exact One Ltd. Kesseltronics Systems P.D. McLaren Limited Sonny’s Enterprises, Inc. WashCard System Wash Tech

Wash Tech STEAM CLEANING SYSTEMS DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. Istobal USA Corp SURVEILLANCE/SECURITY/ CAMERA D&S Car Wash Equipment Co. Exact One Ltd. Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech SWIVELS D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Kleen-Rite Corp. Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. TANKS, MIXING Carolina Pride Carwash, Inc. DA Lincoln Pump Service & Supply Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech TANKS, STORAGE Carolina Pride Carwash, Inc. Containment Solutions D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Huron Valley Sales Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. TANKS, WATER Carolina Pride Carwash, Inc. Containment Solutions D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. Huron Valley Sales Kleen-Rite Corp. P.D. McLaren Limited PurClean/PurWater Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech

SPEED BUMPS 1-800-Bollards

THERMOSTATS Huron Valley Sales P.D. McLaren Limited Sonny’s Enterprises, Inc.

SPONGES Cleanrite Products Inc. Detail Plus Car Appearance Sys. P.D. McLaren Limited

TIMERS Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply JE Adams Industries

Kleen-Rite Corp. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech

Washtech Ltd. TOP WHEELS Belanger, Inc.

TIRE CLEANER APPLICATORS All Wash Inc. Belanger, Inc. Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. JBS Industries JE Adams Industries MacNeil Wash Systems Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech TIRE CLEANERS All Wash Inc. AUTEC, INC. Belanger, Inc. Blendco Systems Cleanrite Products Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Systems Kleen-Rite Corp. Lustra Professional Car Care MacNeil Wash Systems Mosmatic Corporation P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Ver-Tech Labs Washtech Ltd. Wash Tech TIRE INFLATORS Coleman Hanna Carwash Systems DA Lincoln Pump Service & Supply De Castel Inc. JE Adams Industries Kleen-Rite Corp. P.D. McLaren Limited Sonny’s Enterprises, Inc. Wash Tech

TOWELS Cleanrite Products Inc. DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. JE Adams Industries Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech TRAINING MATERIALS Custom Kraft Industries, Inc. Detail Plus Car Appearance Sys. P.D. McLaren Limited TRANSFORMERS DA Lincoln Pump Service & Supply Kleen-Rite Corp. P.D. McLaren Limited Washtech Ltd. Wash Tech TRUCK WASHERS All Wash Inc. Belanger, Inc. DA Lincoln Pump Service & Supply De Castel Inc. Entretien de Lave-Auto Laval Inc. Extrutech Plastics Inc. Innoplast, Inc. InterClean Equipment Inc. JBS Industries Kleen-Rite Corp. Maritime Car Wash Sales MacNeil Wash Systems Mosmatic Corporation Octaform P.D. McLaren Limited Portwest Wash Systems Upwardor Corp. Washtech Ltd. Wash Tech Western Oil Services Ltd. UNDERCARRIAGE WASHER Belanger, Inc.

TIRE SHINERS Belanger, Inc. TOKENS Carolina Pride Carwash, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. JE Adams Industries Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. CONVENIENCE & CARWASH CANADA

The 2013 Carwash Buyer’s Guide VACUUMS All Wash Inc. Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Entretien de Lave-Auto Laval Inc. Exact One Ltd. Istobal USA Corp JE Adams Industries Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems RYKO Manufacturing Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Wash World Group Inc. Western Oil Services Ltd. WALL COVERINGS De Castel Inc. Delcan Products Ltd. Extrutech Plastics Inc. Kleen-Rite Corp. Maritime Car Wash Sales and Services Ltd. Oasis Car Wash Systems

40 January | February 2013

Octaform P.D. McLaren Limited Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech WANDS, SELF-SERVE Carolina Pride Carwash, Inc. Coleman Hanna Carwash Systems Custom Kraft Industries, Inc. D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Detail Plus Car Appearance Sys. Istobal USA Corp JE Adams Industries Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Washtech Ltd. Wash Tech Western Oil Services Ltd. WASTE RECEPTACLES Kleen-Rite Corp. P.D. McLaren Limited WATER SOFTENERS/ TREATMENTS All Wash Inc. Con-Serv Mfg D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply

De Castel Inc. Diamond H20 Entretien de Lave-Auto Laval Inc. Huron Valley Sales Istobal USA Corp Kleen-Rite Corp. Nustar Inc. Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems PurClean/PurWater Ryko Solutions Washtech Ltd. Wash Tech Wash World Group Inc. Western Oil Services Ltd. WAXES All Wash Inc. Blendco Systems Cleanrite Products Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. Detail Plus Car Appearance Sys. Istobal USA Corp JBS Industries Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Sonny’s Enterprises, Inc. Ver-Tech Labs Tortle Wax Inc. Washtech Ltd.

Wash Tech WEEP SYSTEMS Carolina Pride Carwash, Inc. Con-Serv Mfg D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply Kleen-Rite Corp. P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Wash Tech WHEEL WASHERS All Wash Inc. Belanger, Inc. Coleman Hanna Carwash Systems D&S Car Wash Equipment Co. DA Lincoln Pump Service & Supply De Castel Inc. InterClean Equipment Inc. Istobal USA Corp MacNeil Wash Systems Mosmatic Corporation Oasis Car Wash Systems P.D. McLaren Limited Portwest Wash Systems Ryko Solutions Sonny’s Enterprises, Inc. Wash Tech WINDSHIELD REPAIR SYSTEMS Detail Plus Car Appearance Sys.

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Fireworks are high-margin products tailor-made for c-stores – not just in theory but in practice!

By James Careless

Fireworks are a big category in Canada. “Sales are worth about $300 million a year,” says Bill Raynault; GM of Mystical Fireworks in Abbotsford, BC; and President of the Canadian Fireworks Association. More importantly, fireworks offer great profit margins for retailers: “They can be as high as 100 percent,” Raynault says. “With retailers who can easily double their money, that’s serious profit!” C-stores play an important part in Canadian firework sales. “They are one of our biggest channels, due to their operating hours,” says Matt Bialek, President of Blast-Off Fireworks in Selkirk, Manitoba. “10-15 years ago, pharmacies and hardware stores were very popular for fireworks. But once c-stores began offering extended hours, they took over the market.” The reason: C-stores are open during the evening hours when it’s dark outside, he explains. “Fireworks are impulse sales that make much more sense to consumers when it’s night, rather than light.” These sales are aided by the fact that fireworks are not generally carried by big box retailers and grocery chains. This combination of facts gives c-stores an edge in fireworks sales. But can c-stores make money selling fireworks? Blast-Off Fireworks certainly thinks so. “All of our fireworks are sold to retailers on a ‘guaranteed sale’ basis,” Bialek says. “If the stock does not sell, we will take it back and give you a full refund!”

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42 January | February 2013

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Who’s Buying Fireworks – that two packaged fireworks categories are and Why dominating at the case register. These are The key to effective sales is knowing who your family packs and ‘cakes’. customer is, and catering to them. So who is Family packs are assortments of various buying fireworks types and kinds of in Canada? fireworks, sold to“A cake can have as many as 100 different fireworks, As it turns out, gether for a fixed and last up to a minute in duration,” says Ken Whyte. the market is price. Packaged in “Best yet for consumers, they only have to be lit made up of nueye-catching boxes, using one fuse. The cake does all the rest.” merous groups. family packs are an One of these impulse buy that are families, who combines attracchoose fireworks to mark Victoria Day, Can- tiveness and practicality. The consumer can ada Day, New Year’s, and other events. “The count on getting a good mix that will please Hindu Festival of Diwili is also a traditional his or her audience; rather than having to root time for fireworks,” says Ken Whyte, Presi- through loose fireworks by hand. dent of J.G. Whyte and Son in Nepean, OnFor c-store owners/operators, family packs tario. offer an important convenience. Because they Special occasions such as weddings are full enclose the fireworks, they can be disincreasingly using fireworks, Whyte adds. played on store shelves in the retail sales area. So are funerals and wakes: “This past sum- “In contrast, loose fireworks with exposed mer, we shot a massive consumer fireworks fuses generally have to be stored in locked show for a memorial,” said Bialek. “More and cabinets or behind the counter,” says Bialek. more people are looking for unique ways to “That makes it harder for customers to grab truly celebrate one’s life, and fireworks seem some on a whim, although we do offer Loanto be a growing option for this purpose.” A-Cabinet storage systems that accommodate Some customers are even choosing them this necessity.” to celebrate people’s lives at post-funeral Cakes are a relatively new category. The wakes. name refers to their shape, which can be round A second group of fireworks consumers are or square. These are actually multiple fireworks weekend celebrants and families. Weekend grouped together, designed to provide pyrocelebrants want to have fun lighting up the technics akin to a professional fireworks dissky while partying, but don’t want to drink play. and drive. “The family consumers tend to “A cake can have as many as 100 different looking back at having home fireworks when fireworks, and last up to a minute in duration,” they were kids,” says Matt Bialek. “They want says Ken Whyte. “Best yet for consumers, they to recapture that feeling in this new genera- only have to be lit using one fuse. The cake tion, with their children.” does all the rest.” A third group of fireworks consumers are With prices ranging up to $80 retail or more, community and corporate events planners. cakes can be highly profitable for c-store reThey want to add some pizzazz to concerts tailers. But customers like them too; both beand public gatherings. “Fireworks are one of cause they come in easy-to-grab boxes, and the most cost-effective ways to wow a large because they deliver a stunning array of effects group of people,” Raynault says. for very little hassle. “Cakes were non-existent as a fireworks What They’re Buying category seven years ago,” Bialek says. “Now As in past years, it is possible to buy loose they make up the second-largest portion of fireworks on a mix-and-match basis. However, the market, behind family packs.” the people interviewed for this article agree CONVENIENCE & CARWASH CANADA

For those retailers willing to take the plunge, fireworks can be “the most profitable items in your store,” he adds. Products that offer up to a 100 percent sales margin are like that.

The sophistication of fireworks cakes, plus their ease of lighting, makes them attractive to women – and helps to boost sales. “Before cakes, fireworks were seen more as a ‘yahoo’ activity, and not something a soccer mom would be involved in” says Ken Whyte. “Thanks to cakes, this has changed significantly. Women between 18 and 50 are now buying these fireworks.” Jumping Through Hoops Clearly, fireworks are an attractive, high margin category for c-store retailers. But be warned: Because fireworks are explosives, there are a lot of regulations to be dealt with. In theory, a retailer might have to deal with regulations at the federal, provincial and local level. “They should also check with their landlord and their lease, to see if they can sell these items,” Whyte says. The good news: Fireworks manufacturers understand

the rules, and are here to help retailers cut through red tape. “We keep a database of fireworks regulations on file,” says Bill Raynault. “We can help a c-store owner find out what conditions he has to satisfy to sell fireworks legally.” The Explosive Scent of Money C-store owners are in business to make money. Fireworks can be big money-makers; both because of their high margins, and because they are not generally available. “Even in c-stores, fireworks can be hard to find,” Raynault says. “I mean, all c-stores sell milk, but they don’t all sell fireworks.” For those retailers willing to take the plunge, fireworks can be “the most profitable items in your store,” he adds. Products that offer up to a 100 percent sales margin are like that.

Diesel Exhaust Fluid – An Underground Solution Diesel Exhaust Fluid (DEF) tank installation reflects a growing trend in the fuel industry.

46 January | February 2013

Stainless steel manway covers and striker plates are necessary in order to order to avoid degradation and contamination of DEF.

Both changing regulations and new technology for vehicle engines are leading to an increased demand for DEF, a formulation of 32.5 p e r c e n t automotivegrade urea and 67.5 percent of de-ionized water. This relatively new product is injected into the exhaust stream of new diesel vehicles that are equipped with selective catalytic reduction (SCR) emission systems. SCR is a costeffective, fuel-efficient technology that helps reduce emissions. The result of this improved technology is that many fuel providers need to find storage solutions for DEF. As more

vehicles equipped with SCR emission systems enter the market, the demand for DEF tanks will increase. Underground fibreglass tanks are a reasonably priced solution with storage space and aesthetic advantages over aboveground storage options. Avoiding aboveground storage of DEF will be extremely beneficial in Canada because the product is temperature sensitive. DEF freezes when it is stored below -11ยบ C and when stored at temperatures above 25ยบ C for exยฌtended periods its shelf life is significantly reduced. Underground fibreglass DEF tanks do not require special equipment or maintenance to maintain optimum operating conditions and if manufactured in accordance with ULC standards can be repurposed for storage of other fuels in the future. Although a nontoxic product, DEF can be corrosive and is not compat-

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ible with some metals. Materials used to store DEF must be made from compatible materials in order to avoid degradation and contamination of the product. The

major DEF product supplier, resulted in the introduction of ZCL’s new DEF storage tank product line which is specifically designed and manufactured to store DEF products. “ZCL DEF tanks are corrosion resistant and do not require special “ZCL DEF tanks are corrosion resistant and do not require special coatings or linings to maintain the coatings or linings to maintain the quality of the product” said Kent quality of the product” said Kent Halliday, Vice President of Sales & Marketing at ZCL. Halliday, Vice President of Sales & Marketing at ZCL. “Our tanks ofuniversally accepted standard governing fer a 30 year limited warranty, are listed by DEF products and compatible materials ULC and are complete with stainless steel allows for equipment manufacturers’ testfittings making them completely compatible ing of materials that are not identified in for the storage of DEF” he noted. the standard. Anticipating the increased Besides being more economical, fibredemand for DEF storage, ZCL Composites glass tanks are lightweight and easy to work Inc. and its subsidiaries have initiated exwith and install. Whether it is a new installatensive testing involving both independent tion requiring storage of DEF or a retrofit at third-party laboratories and key material an existing retail or commercial location, a suppliers. The findings of that testing, in fibreglass underground DEF tank is the peraddition to technical consultations with a fect solution.

WANT TO REACH DIVERSE NEW MARKETS? Advertise with us! Call Cody Johnstone at 416-838-4674 or email codyj@convenienceandcarwash.com

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By Sean Sportun, ICPS – Manager, Security & Loss Prevention

Positive Ticketing:

Preventing Youth Crime Based on the simple philosophy that recognizing and rewarding youth for good behavior will inspire and motivate others to follow suit–Mac’s Convenience Stores (Mac’s) developed a positive youth relations program in 2007 designed to build relationships of trust between youth and police; while reducing incidents of crime at their stores. This Positive Ticketing crime prevention initiative, dubbed Operation Freeze and Operation Heat are simply coupons for free beverages (Frosters in the summer and a selection of hot beverages in the winter months) given to Police Officers to issue youth observed engaging in good behavior. In addition to rewarding good behavior by youth, the initiative offers opportunities for police to interact with youth in a non-law-enforcement way. While some police officers will use the coupons to reward youth for things like wearing bicycle helmets, doing good deeds, participating in community activities, picking up trash, deterring crime or observing school crossing rules – others will use the coupons as icebreakers to establish a rapport with youth in their patrol area. Though the reasons for being “ticketed” may vary, the ticket (coupon) will serve as the gateway to making a connection and build trusting relationships with youth. The idea for this initiative was based on Mac’s need to 50 January | February 2013

create and maintain positive partnerships with the many communities and police services where their stores are located. Since the introduction of the Mac’s Positive Ticketing Program in the summer of 2007, more than 500,000 Operation Freeze and Operation Heat coupons have been strategically issued by police to recognize and motivate Ontario’s youth for positive behavior. As a result, Mac’s has seen a steady decline in crime at their locations –increasing the overall safety of their employees and customers. When it comes to preventing crime and protecting our employees, sometimes we need to evaluate our current practices and think outside the box – make a shift in your paradigm. If you always do what you’ve always done, then you’ll always be what you’ve always been – only we can make a change. The annual launch of Operation Heat will take place on December 4th, 2012 with the Ontario Provincial Police (OPP) at the Mac’s Convenience Store in Toronto.

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By James Grieve

Is Your Business Really Protected from Break-Ins? Commercial break-ins are on the rise. Intruders are using forced entry smash and grab tactics during nonoperating hours and creating crimes of opportunity by seeking fast entry through doors and windows and stealing your valuable inventory, resulting in frustrating and costly repair bills. Broken windows, glass covered floors and stolen property can cause expensive replacement and increased operating costs for convenience store and car wash owners. Vandalism, break-ins, and theft can also result in declining employee morale, and 52 January | Februaryâ&#x20AC;&#x192;2013

high opportunity costs caused by the disruption of your normal business activities. For many years, convenience store owners and car wash operators have struggled to find the best way to protect their property from senseless break and entry without sacrificing the appearance of their storefronts. Security patrols, closed circuit cameras, alarm systems, security bars and security window film are among many of the passive measures that can be taken to enhance security, but they do not effectively harden the target of exposed glass on

doors and windows, which is the most popular and convenient method of entry for intruders. Often, these security options are ineffective and have limited results in the short term and can increase ongoing operating expenses for convenience store and car wash owners without effectively addressing the issue of eliminating break-ins, broken glass, caused by vandalism and theft during non-operating hours. In addition, many options like window film and security bars are unattractive and compromise the look and feel of your business. Closed circuit cameras are a

deterrent to crime but require ongoing monitoring feeds, do not prevent vandalism, and it is difficult to identify and prosecute offenders captured on camera if they are disguised. Given the many options to choose from, industry experts and convenience store owners and car wash operators agree that their best choice for preventing break-ins is security rollshutters. Security rollshutters harmonize with storefront exteriors because they are mounted on the outside of windows and doors to protect exposed glass. Easy to operate with either manual operation or with motorized convenience, rollshutters provide innovative security solutions that work to save you time and money, deter break-ins and vandalism, and offer security and peace of mind against the negative consequences of property crimes during non-operating hours. Designed to protect against glass breakage, vandalism, break-ins, and theft, rollshutters reduce maintenance, security, and energy costs. Manufactured from roll-formed aluminum with a super-hard resin core, rollshutters provide complete protection during non-operating hours and retract completely during operating hours. Security Rollshutters are designed to: • prevent glass breakage • deter vandalism • lower maintenance and energy costs • provide unobstructed views during operating hours When convenience store owners and car was operators seek to purchase rollshutters, they should consider choosing a company that offers innovative, durable and high quality products designed to withstand vandalism and forced entry with experience and expertise in protecting convenience stores and car washes and proven track record of excellent after sales service, including a comprehensive warranty and routine maintenance assistance. Don’t let vandalism and break-ins compromise your business’ security and ruin the experience for your staff and customers. Take back the control of the security of your store with a one-time cost effective installation

of rollshutters. According to convenience store and car wash owners that have security rollshutters installed on their businesses, the security rollshut-

in the middle of the night, or the horrors of arriving to work to discover that your business has been broken in to or vandalized, and may not be able to re-

ters were among the best investments they have made in their business. Gain comfort and peace of mind knowing that your business is protected when you are not there. Security rollshutters will enable you to relax when your business is closed knowing that your business is secure and you will not have to worry about annoying alarm calls

open and generate valuable revenue until after the police have conducted an investigation or windows have been replaced and inventory re-stocked. James Grieve Director of Marketing jamesg@talius.com 800.665.5550 www.talius.com

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Dear UKCIA Members, 회원여러분 I wish that you will be prosperous and healthy 새해 건강하시고 사업번창 하시기를 바라며 인사드립 니다 in the New Year with 2013 beginning amid 2013 년의 새해는 우리 모두의 바램처럼 힘차게 떠 great energy as we all wish. 오를 것입니다 Last year’s economic indicators were not 지난해의 경제지표는 만족하지는 못하지만 그런대로 satisfactory, but remained steady with the 보합을 유지하여 새로운 한해의 계획을 수립하는데 economy showing itself to be more positive 에는 John Bok compared to that of the last few years. As I was 지난 몇년보다 긍정적으로 생각이됩니다 listening to the news at the end of the year, I 년말의 뉴스를 접하면서 이웃나라의 재정절벽 이야기 was told about the fiscal cliff in the U.S. In fact, the middle 를 들었습니다 그들도 이제 우리와같이 중산층 이상에게 class in the U.S as well as the middle class here in Canada, will pay higher taxes ranging from a few percent to about 가해지는 세금폭탄이 무서울만큼 올라간다는 사실입니다 20 percent more based on their incomes. With higher taxes 작게는 몇 퍼센트이지만 높게는 수입의 약 20%나 더내야하는 과 중한 세금이고보면 대국의 나라살림도 얼마나 힘든지 가히 짐작이 in the U.S., I can imagine the difficulties that the American 갑니다 government faces in managing its budget. If the tax rate 우리가 살아가는 캐나다도 전 세계적으로 최고수준의 세금의 나라 goes up in the U.S., it will be crystal-clear that prices and 이지만 모든 국가들이 이제는 거의 세금에서는 utilities will go up. I think Canada will also experience higher 평준화가 되지 않을까합니다. prices and raised public utility rates not to mention higher 경제대국의 세금지표가 상승하면 아마도 물가 그리고 공공요금들 taxes. Already, Canada, where we live, is a country with the 도 들썩이게됨은 불을본듯 뻔하리라 봅니다 one of highest tax rates in the world. 우리가 몸담은 캐나다도 아마 예외는 아니리라 생각합니다. Across the country many local chapters have new presi- 이제 전국의 지역협회들도 집행부의 수장이 바뀌고 임원진들도 새 dents and executive. 2013 will see new leadership teams 로운 팀으로 교체될것이며 이미 교체된 협회도 replacing old. In South Korea, the courageous change was 있습니다 made by electing an unprecedented female president. As 고국에서도 초유의 여성 대통령을 선출한 용기있는 변신을 시도했 with the change seen in South Korea, I hope that all mem- 습니다 bers are blessed with new and excellent ideas. In this spirit 모든 구성원들이 새롭고 탁월한 아이디어의 그룹으로 태어나길 바 the Association will be formed anew with a new president 라는 마음입니다 and executive membership in the coming spring. 저희 총연도 봄이오면 새로운 회장 그리고 집행부로 새롭게 구성 I am sure that the new president and executive mem- 될것 입니다 bers will lead the association in a different, sophisticated 새로운 생각 그리고 비전을 제시하여 좀더 세련되고 색다른 방향 direction by suggesting a new vision and ideas. The age of 으로 협회를 이끌고 갈것이라 확신합니다 opposition and hostility has already passed. It is poisonous 대립과 반목의 세대는 이미 지났다고 봅니다 아직도 퀘퀘묶은 생 for all of us to hold onto old ideas and remain hostile. As I 각과 반목은 우리 모두에게 독배입니다 watch things happening in certain areas, I fear that we may 일부 지역에서 일어나는 일들을 보면서 서로가 공멸의 길을 가고 be walking on a path of co-destruction. I do not think that 있다는 생각은 오직 저한사람의 생각 일까요 ? I am the only one who thinks this way. We should not burn 이제는 돌아오지 몾하는 강을 만들지도 건너지도 말아야 합니다 the bridges of relationship from now on. As immigrants, we 이민자들에겐 그러한 시간이 없음을 모두 인지 하시리라 믿습니다 all know that we do not have enough time as it is. Let’s help 서로 돕고 이해하며 동참하시기 바랍니다. and understand one another, and participate in making a 2013 년의 지표를 회원님들은 어떻게 설정하셨는지요 ? newer Association. 주택가격이 이제 바닦을치고 조금씩 상승하고 있다고 합니다 What is your business goal for 2013? House prices are 이러한 지표들은 아마도 신년도엔 조은 징표가되어 전반적인 산업 going up little by little after hitting the bottom. This will 에도 영향이 미칠것입니다 be a good indicator of the healing economy in the New 지금까지의 불경기에서 보셨듯이 이제는 그 탈출구를 향해 나아가 Year affecting industries overall. As you have seen in the 고 있다고 생각됩니다 recessions of the past, the period will come to an end. This 벌써 2008년에 시작된 불경기도 약 5년이란 세월을 지나고 있습 recession that began in 2008 has lasted for about 5 years. 니다 경기후퇴의 5년 주기가 바닦을 돌아나와 상승될것입 Once again the economy will bounce back 니다 after hitting bottom during a 5 year cycle. Be 용기를 갖고 정진하십시요 courageous and proceed. We have a great 우리에겐 선조들이 내려준 강인한 정신력 부지런한 일 and diligent spirit inherited from our ances꾼의 피가 흐르고 있습니다 tors. We should work hard in our professions 열심히 각자의 길을 나아가며 이웃도 돌아보는 아름다 and keep a positive mindset to consider un운 마음을 갖고 새로운 한해를 맞이하시기 바랍니다 fortunate neighbors. Thank you 감사합니다

John Bok President UKCIA of Canada

총연회장 복 종한 배상

나의 iPhone에서 보냄 54 January | February 2013

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거래수수료가 높아 서 타격을 받는 업소 운영자들을 구해 주 는 변화를 시도하라 는 압력이 크레딧 카 드 회사들에게 가해 지고 있다.

CONVENIENCE & CARWASH CANADA

매번 운동을 올 바르게 끝내세요 에너지의 지속 • 영양이 가득한 휴대용 병 • 운동후 단백질 섭취

이제 캐나다 에서 구입가 능합니다.

미국 프로틴음료의 선두업체와 함께 성장합니다 • 일회용 프로틴음료는 미국 편의점업계에서 가장 빠르게 성장하 는 품목중의 하나입니다 • 는 미국의 일회용 프로틴음료를 처음 만든 선두업체입니다 • 는 미국 편의점업계에서85%의 시장 점유율을 갖고 있습니다 • 의 매출은 미국 편의점에서25% 성장했습니다.

마셔요. 근육을 키우세요 56 January | February 2013

정보원: 를 마지막으로 하는 지난 52주. 은 보다 지방이 50% 덜 들어 있습니다.

크레딧카드사의 횡포

크레딧 카드를 사용한 거래는 캐나다의 편의점의 피할 수 없는 현실이다. 유감스럽게도, 많은 경우에 이러한 카 드를 받는 것은 편의점업계를 훨씬 더 힘들게 한다. 캐 나다 편의점 협회(CCSA)가 실시한 업계의 연구에 기초 해 고려해 보면, 작년에 편의점들은 Visa, MasterCard, AMEX 그리고 다른 크레딧카드 회사에 이 카드들을 계 산대에서 받기 위해 8억5천만달러 이상 또는 업소당 $36,000을 지불했다. 유명상표의 카드회사가 청구한 이러한 거래 수수료는 소매업계에서 수익이 가장 낮은 업종인 편의점의 운영비의 6퍼센트를 차지한다. 캐나다 편의점 협회 (CCSA) 회장인Alex Scholten씨 에 따르면, 캐나다의 상인들은 전세계에서 크레딧 카드 를 받기 위해 가장 높은 수수료중 하나를 지불한다. 이 제, 미국 및 캐나다의 비즈니스들은 원고들이 두 업체가 시장을 독점하는 비즈니스 모델을 문제로 삼는, 주요 크 레딧 카드사를 상대로 한 질질 끄는 집단소송에 휘말려 있다 (VISA는 시장의 60퍼센트를 점유하며MasterCard는 또다른30.5퍼센트를 차지한다.) 크레딧 카드 회 사 및 다른 제휴업체들은 카드를 받아야만 하는 상인들 을 받거나 싫으면 받지 말라는 어려운 상황에 남겨 두 어, 공정 경쟁을 가능하게 하는 시장내의 지렛대의 장점 을 사용하지 않고 공모하여 요금을 책정했다고 소송에 서 제안되었다. 미국에서의 소송에서 카드 회사가 미국 전역의 업소들 에게 현금의 합의금 7십2억5천만달러를 지불하고 일시 적으로 수수료를 인하해 주기로 합의하는 중대한 개선 을 지난 8월에 했다. 그뿐만 아니라, 상인들은 특별히 거 래액의 3퍼센트까지 부과할 수 있는 높은 수수료의 소위 프리미엄 카드로부터 수수료의 일부를 소매업 운영자들 이 얻는 것을 허용하는 시도로, 특정한 크레딧 카드를 사 용할 때 소비자들이 소액의 추가요금을 지불하는 것을 요청할 수 있을 것이다. 이 합의의 제안이 유혹적으로 들 릴 수 있지만 (사실상 미국내에서 역사상 가장 큰 액수의 현금으로 지불하는 합의금이다), 상인들은 이 제안이 미 래에 크레딧 카드의 수수료를 문제삼는 것을 또한 금지 하기 때문에 이 제안을 연대하여 거부하고 있다. 크레딧 카드 회사의 이전의 관행을 볼 때, 많은 사람들이 이 합 의의 제안을 반대하는 지 이해하는 것이 쉽다. 캐나다 국내에서, BC 및 Quebec의 법원들은 또한 크 레딧 카드 관행을 또한 검토하고 있다. B.C.대법원내 소 송은 대형 크레딧 카드 회사 및10 개의 은행을 상대로 소송을 하는 데 VISA, MasterCard 및 캐나다의 가장 큰 은행들이 상인들이 불공정하게 수십억달러의 크레딧

카드 수수료를 지불하도록 강요하는 가격고정을 공모했 다고 주장한다. 상인들은 손님들이 제시한 모든 Visa 또 는 MasterCard를, 심지어는 거래로 사실상 손해를 볼 수도 있는 높은 수수료의 프리미엄 카드도 받아야 했다 고 보도되었다. 적당한 사례로 Julien Ricard씨의 경험을 들 수 있 다.그는 Quebec의 사업가로, 크레딧 카드의 비용이 너 무 높아 주유소 하나를 닫아야만 했다. Ricard씨는 퀘벡 주에서 50년이상 이러한 종류의 소매업소를 운영해 왔 고, 이윤이 상당히 줄어든 것을 보아 왔다. 그는 체인점 인 주유소의 비즈니스 모델에서 판매된 가스 리터당 수 익이 총판권을 주는 사람과의 계약에 의해 결정된다고 보고한다 (그는 두 유명회사의 상표로 운영했다. 하나는 1992년이고 다른 하나는 2007년이다). 일단 그가 “항 공 여행 마일” 또는 다른 비금전적 혜택 (회사 충성 프 로그램)을 갖춘 프리미엄 카드를 받으면, 그가 판매하는 기름은 종종 최종 결산시 손실만을 남긴다. 모든 가스 판매의 50퍼센트 이상이 크레딧 카드로 지불되므로, 그 는 마지못해 프리미엄 카드로 손님이 지불하는 것을 받 아 들이고 계속 사업을 해야 했다. 그는 적자의 흐름을 막기 위한 시도로 하나의 주유소를 닫기로 결정한 최근 까지도 프리미엄 카드를 받았다. 이제 그의 장부를 조사 하면 문제를 보고 비즈니스를 구입하기 위해 다른 곳을 알아 보는 사람들 때문에 다른 사람들에게 팔도록 내놓 을 수 없는 주유소 하나만을 가진 채로 남겨졌다. 여기서의 문제점은 거래 수수료가 서비스당 정액제가 아니라 심지어 세금까지 포함하는 전체 거래액의 퍼센 트로 부과되는 비즈니스 모델이라는 점이다. “만약 손님들과 이문제에 대하여 대화를 하면, 당신 의 말을 믿지 않을 것이다,”라고 그는 말한다. “대부 분의 사람들은 주유소가 바쁘며 고수익의 사업이라고 보며, 소매업자들이 그렇게 크레딧 카드를 받아 거래를 함으로써 많은 비용을 내야 하는 것을 모르거나 깨닫지 못한다.” 크레딧 카드 회사들은 자사의 프리미엄 카드가 더 큰 구매력을 가진 상류 계층 손님을 보유하게 하며 비행기 여행 포인트와 같은 우대책이 시장내에서 경쟁력의 우 위를 갖게 한다고 지적한다. 더우기, 크레딧 카드는 돈 을 내기 위해 대기하는 시간도 낭비하지 않고 현금없는 거래로 편리함과 안전함을 제공한다고 말한다. 크레딧

CONVENIENCE & CARWASH CANADA

크레딧카드사의 횡포

카드 회사들은 또한 상인들이 크레딧 카드로만 거래하 거나 현금 또는 데빗카드로 장사를 할 자유가 있다고 제 안한다. BC의 대법원에서 집단소송을 하고 있는BC의 법률 사 무소인Branch MacMaster 는 카드사들이 이러한 비금 전적 혜택을 제공할 때 소매업자들이 사실상 손님의 카 드 사용을 거절할 수 없거나 손님이 수수료를 내도록 하 지 못하는 것은 잘못되었다고 특히 언급한다. 또한 카드 의 사용이 우리의 사회의 일부가 되어서 (은행과 크레딧 카드 회사의 중대한 마케팅의 노력에 따라 중대하게 되 었다) 카드 회사와 은행들은 무시할 수 없는 상당한 구 매력을 가지게 되었다고 지적한다. 그리하여 소매업자 가 특히 주유소가 현금 거래만 할 수 있다는 논쟁은 외 양만 좋은 것으로 여긴다. 업소들이 캐나다에서 크레딧 카드를 사용하는 데 대하 여 추가요금을 부과하는 시스템이 캐나다에서 통할까? 아마 그럴 것이다, 그러나 제품원가의 가격인상에 대해 확신이 없는 손님들은 염려를 할 수도 있다. 캐나다및 미국에서의 소송과 여러 면에서 유사한 호주에서의 최 근의 소송에서 소매업자들 및 다른 업자들에게 거래수 수료를 억제하는 방법으로 추가 요금을 만드는 권리를 주었다. 소비자들은 이 변화로 수익을 얻으려는 많은 회 사들로부터 불쾌한 경험을 했다. 좋은 사례는Qantas항공의 소비자에 대한 수수료 부과 이다. 항공사는 크레딧 카드 거래에 다양한 요금을 부과 하여 항공권을 예약했던 많은 사람들을 당황하게 했다. 오스트레일리아의 소비자 단체인CHOICE에 따르면, 항 공사는 거래 수수료의 손실을 회복하기 위해 국내선 항 공권 하나당 호주달러$7.70를 부과했고, 국제선 항공권 에 호주달러$30을 부과했다. 이는 소비자들이 거래수수 료를 부담하기 위해 Qantas에 호주달러로 2억4백만불 을 지불해야 함을 의미했다. CHOICE가 주장하는 액수 는 항공사가 크레딧 카드 회사에 지불하는 액수를 훨씬 넘는 것이다. 이 수수료가 더욱 터무니없는 이유는 항공 권을 구입하기 위해 현금을 지불하는 것이 매우 극히 어 렵다는 사실 때문이다. “소비자들은 서비스에 대한 수수료가 있음을 이해하 며 이러한 수수료들이 공정할 것이라 기대한다,”라고 CHOICE사의 새로운 최고 경영자인 Alan Kirkland씨 는 말한다. 캐나다는 이러한 거래 수수료를 마지막까지 고려하지 않는다. 소매업자들은 법원 및 경쟁 조사 위원회가 크레 딧 카드 회사들이 많은 사람들이 큰 초과 지불로 여기는 수십억의 달러를 소매업체에 돌려 주기를 요청함으로써

58 January | February 2013

도와줄 것을 바란다. 또한 경쟁 조사위원회 앞의 현재의 사건은 소매업자들이 프리미엄 카드를 거부하거나 최소 한 보상을 받기 위해 서비스 수수료를 요구하는 것을 허 용할 수도 있다. 캐나다 독립 비즈니스 연맹의 사장 및 최고경영자인 Dan Kelly씨는 미래의 문제점 몇 개를 예상한다. 예를 들면, 휴대폰으로 거래를 처리하는, 휴대폰에 의한 지불 에 대한 미래에 다가오는 위기는 구매자가 어떤 종류 의 카드를 갖고 있는 지를 볼 수 없으므로 소매업자들에 게 큰 타격을 또한 줄 수 있다. 그리고, 만약 구매자가 여러 가지의 크레딧 카드를 갖고 있다면, 은행은 휴대폰 상의 자동적으로 선택하는 옵션으로 가장 비싼 카드를 지정할 것이다. “희소식은 캐나다 연방 소비자 기관(FCAC) [www. fcac-acfc.gc.ca]이 문제에 관해 규제를 하는 것을 돕는 행동 규칙을 마련했다는 것이다. 2010년의 실행 이후에 새로운 수수료는 없었지만, 이는 변화할 것 같 다,” 그는 VISA사가 막 2013년에 시작되는 주요 인상 을 바로 발표한 것을 언급한다. “우선 평가수수료의 전 반적인 인상이 있을 것이다. 또한 외국 카드에 대한 새 로운 수수료가 있을 것이며 수수료가 훨씬 높은 최고의 프리미엄 카드가 도입될 것이라는 조짐이 있다.” Quebec에서는 상황을 변화시키는 어떠한 시도도 남 은 하나의 주유소를 매물로 내놓은 Ricard씨에겐 도움 이 못되는 위안이다. 퀘벡 편의점 협회(ACDA)의 부사 장Michel Gadbois씨에 따르면, “Ricard씨의 경험은 특별한 게 아니다 “. 두 개의 다른 퀘벡의 주유소의 소유주인Goudreau 씨와 Faucher씨도 이러한 비즈니스의 운영의 어려운 환경을 확인했다. “필수의 매월 단말기 임대료 (최저 $250)를 고려하면 크레딧 카드 비용은 훨씬 높다”. Alex Scholten씨는 비용이 소매업자들이 받아들이 기에 종종 액수가 너무 크다는 데 동의한다. 그는Dan Kelly씨와 같은 동료들과 함께 소매상인들이 손님들에 게 상품 구입을 위해 어떤 종류의 카드를 내놓을 지를 생각하도록 물어볼 것을 제안한다. “Interact사의 데빗 카드에는 거래 한 건당 5 에서15센트의 고정된 최저 요 금이 책정되어 있다. 편의점 운영자들은 또한 손님들에 게 상품 구입을 위해VISA Classic과 같은 덜 비싼 크레 딧 카드를 사용하길 원하는 지 물어볼 수 있다,” 라고 그는 제시한다. 한가지는 확실하다. 수십억달러가 달려있는 상황에서, 변화는 많은 사람들이 ‘누가 내 돈을 가져가지’하고 생각하게 남겨둔 채, 쉽게 이루어지지 않을 것이다.

회사, 주유소 및 세차장의 세차기계의 글로벌 리더 세차 시스템

제품에 대하여 오늘 더 많은 정보를 얻으십시오…

세차제품 중 가장 유용한 브랜드 도와주세요!

244 Rex Boulevard • Auburn Hills, MI 48326 800-448-3946 • 248-299-5800

www.pecocarwash.com

캐나다 전지역에서 다음의 회사가 자랑스럽게 판매 하고 애프터서비스를 제공합니다.

7725-31 Medium Gray

6 ins

캐나다서부의 주유소들을 전문적으로 도와 드립니다 MPI사가 어떻게 귀하의 시간과 돈을 절약해 드릴 수 있는 지를 알고 싶으시면 저희에게 전화해 주십시오 19.625 ins

OFFICE USE ONLY (FOR REPEAT ORDERS)

Job #:

Job Description: Computer Cut Graphics in 7725-31 Medium Grey - Weeded and Premasked

Drawing # MI PETRO SERVICES Date: 03.02.10

51XXX

2010\M

Qty:

McIntosh Petroleum Truck Prf.ai artist: m.desjardns / rep: 038

Scale: 1:2.5 (40%) Rev0: Font:

Date:

Source Drawing: ADJF 2007/19797

TLS-450제품은 미래지향적 기술을 갖추었으며 자사의 제품중 가장 완전한 특 징을 갖춘 탱크 측정 솔루션입니다. 귀하의 탱크를 감시하고 보호하는 것을 돕기 위해 설계되었으며, 귀하의 주유소 운영을 위한 업계 최고의 정확성과 최대의 융통성을 제공합니다. 어떤 계산대, 스마트기기/스마트 폰, 또는 아이패드 – 어디에서든 재고, 배달 및 경고하는 정보를 관리하십시오 MI Petro and MPI (403) 266-5558 fwight@shaw.ca www.mipetro.com

By Brian Gleason

회사 차량이 세차 비즈니스의 매출을 증대시킨다

부과하는 계좌를 만드는 것을 고려 세차장 고객층으로 회사 차량을 해 보십시오. 추가하는 것은 귀하의 비즈니스 에 굉장한 도움이 된다. 첫번째 비즈니스를 늘리기 위해, 세차장 로 회사 차량을 많이 유치하면 의 모든 장점을 특징으로 하는 마 매달 안정적인 수입을 추가한다. 케팅 캠페인을 위한 전단과 이메일 두번째로, 시의 차량, 자동차 딜 을 작성하십시오. 손님들에게 할인 러쉽, 다른 비즈니스용 차량을 된 가격의 세차, 귀하의 업소가 물 고객으로 유치함으로써 커뮤니 을 적절히 사용하는 지, 귀하가 좋 티의 일부라는 느낌을 추가하며, 은 시민이며 비즈니스 파트너인지 귀하의 세차장이 좋은 가격에 좋 은 서비스를 받을 수 있는 장소라는 말을 다른 사람들 를 설명해 줍니다. 손님들이 세차장 경영진과 소유주 가 회사 차량을 위해 서비스를 제공하고 회사 차량이 에게 퍼뜨리게 된다. 요구하는 것에 개별적 관심을 기울일 것이라는 것을 알게 하십시오. 회사차량 세차 비즈니스를 막 시작할 때 비즈니스 목록에 기재할 업종의 종류는: 시청, 경찰, 지역 자동 귀하의 세차장에 어느 한 날에 대중을 초대하여 커 차 딜러, 많은 차, 트럭을 소유한 비즈니스, 리무진 또 는 택배 회사와 같은 운송 회사들이다. 이러한 고객들 뮤니티에 관심있는 개방적이고 매력적인 업소임을 보 에게 접근할 계획을 만들 때, 귀하와 귀하의 세차장이 여 주십시오. 내가 본 훌륭한 행사의 일부는 영업시간 이후에 세차장을 닫고 청소한 후에 저녁식사와 지역 고객을 위해 무엇을 할 수 있는 지 생각해 보십시오. 빠른 시간에 끝나는 차의 외부 세차 비즈니스를 운영 고유의 여흥행사를 제공하는 것이었다. 이는 귀하의 세차 비즈니스 고객을 먼저 직접 업소에서 유치하면 하신다면, 이러한 회사의 차량들이 업소에 들어와서 무료 세차 (청결을 유지)와 차량 내부를 진공 청소기 서, 회사 고객, 시공무원, 및 다른 커뮤니티 지도자들 로 청소할 기회를 제공하십시오. 만약 풀서비스를 제 이 몇 시간동안 서로를 아는 것을 가능하게 한다. 이 공하는 세차장을 운영하신다면, 차량 외부 세차및 내 는 또한 당신이 그들과 커뮤니티를 위해 무엇을 하는 부 서비스의 기회를 제공할 수 있습니다. 회사용 기준 지를 잘 이해하도록 할 것이다. 지역내 신문에 행사 들의 사진과 기사를 실으면 귀하의 업소를 더욱 눈에 소매 가격은 원래의 정가보다 할인된 가격이어야 한 다. 예를 들면, 만약 차외부 세차가격이 $7이면 회사 뜨이게 해줄 것이다. 세차 및 회사 차량 세차 비즈니 스에서 성공하시기를 바랍니다. 용 세차가격을 회사 차량 방문의 수나 빈도에 따라 $5이나 그 이하로 낮추어야 한다. 만약 풀서비스를 $18에 제공한다면, 가격을 $10 또는 $12로 낮추는 것을 고려해 보십시오. 다음 단계는 귀하의 운영 시스템을 보고 고객 계 좌를 만들고 손님과 귀하의 비즈니스의 내부의 회계 를 위한 편리한 시스템을 만드는 최상의 방법을 결정 하는 것이다. 대부분의 판매시점(POS) 관리 시스템 은 선불이며, 손님을 위해 돈을 충전하거나 월말에 회 사에 계산서를 청구할 수 있는 계좌 카드를 사용하는 단골을 위한 프로그램을 완전히 실행할 수 있다. 세차 서비스에 대하여 매달 초에 회사인 고객층에 요금을

62 January | February 2013

Brian Gleason 씨는Michigan주 Auburn Hills시의 PECO Car Wash Systems의 판매담당 부사장이다. 그는 25년 이상 세차장 업계에서 경력을 갖고 있으 며, 또한 국제 세차장협회 이사회의 판매회사와의 연 락 담당자이다.

빅뱅이론 작은 제목: 폭죽 제품은 편의점 을 위해 안성맞 춤인 고수익의 제품이다 –

이론뿐 아니라 실제로도!

폭죽은 캐나다에서 비중이 큰 부문이다. “매출은 일년에 약 3억달러이다,” 라고 BC주의 Abbotsford시에 위치한 Mystical Fireworks사의 총지배인이며 캐나다 폭죽협회의 회장 인 Bill Raynault씨는 말한다. 더 중요하게는, 폭죽제품은 소 매업자들에게 높은 이윤을 제공한다: “이윤은 100퍼센트만 큼이나 높다,”라고 Raynault씨는 말한다. “소매업자들이 쉽 게 돈을 두 배로 늘린다면, 그것은 굉장한 이익이다!” 편의점들은 캐나다 폭죽의 판매에서 중요한 역할을 담당한 다. “편의점의 영업 시간이 길기 때문에 가장 큰 유통의 통 로중의 하나이다,”라고 Manitoba주의 Selkirk시에 위치한 Blast-Off Fireworks사의 사장인 Matt Bialek씨는 말한다. “10-15년 전에는 약국과 철물점에서 폭죽제품이 매우 인기 가 있었다. 그러나 편의점의 영업시간이 길어진 이후에, 시장 을 장악했다.” 이유: 편의점들은 밖이 어두운 저녁 시간에도 영업을 하기 때문이다라고 그는 설명한다. “폭죽제품은 낮보다는 밤에 소 비자들을 유혹하는 충동구매의 제품이다.” 이러한 판매는 대 형 할인 판매점과 식품점 체인이 폭죽제품을 보통 취급하지 않는다는 사실에 의해 지원된다. 이러한 사실들은 편의점들이 폭죽 판매의 우위를 차지하게 한다. 그러나 편의점들이 폭죽제품을 판매하여 돈을 벌 수 있는 가? Blast-Off Fireworks사는 틀림없이 그렇게 생각한다. “모든 우리 회사의 폭죽제품은 ‘판매 보장’을 기초로 판매 된다,” 라고 Bialek씨는 말한다. “만약 재고품이 팔리지 않 으면, 우리는 다시 그 제품을 다시 받아들이고 전액 환불해줄 것이다!”

폭죽제품의 구매자와 구매 이유 효과적인 판매의 핵심은 손님이 누구인지를 알고 손님의 구 미에 맞추는 것이다. 그리하여, 캐나다에서 누가 폭죽제품을 사는가?

64 January | February 2013

By James Careless

밝혀진 바에 따르면, 폭죽제품 시장은 많은 집단으로 이 루어 졌다. 한 집단은 빅토리아 데이, 캐나다 데이, New Year’s및 다른 행사를 기념하기 위해 폭죽제품을 선택한다. “힌두교의 등명제에 또한 전통적으로 폭죽놀이를 한다,”라 고 Ontario주 Nepean시의 J.G. Whyte and Son사의 사장인 Ken Whyte씨는 말한다. 결혼과 같은 특별한 때에 폭죽을 사용하는 것이 늘어 났다 라고 Whyte씨는 추가한다. 장례식과 장례식 전날밤의 경야에 도 폭죽이 사용된다: “지난 여름에 추도식을 위한 대형 소비 자를 위한 폭죽쇼를 했다,”라고 Bialek씨는 말한다. “더 많 은 사람들이 진정으로 한 사람의 인생을 기념하기 위한 독특 한 방법을 찾고 있으며 이 목적으로 폭죽제품을 사용하는 것 이 증가하는 추세이다.” 일부 손님들은 심지어 장례식 후 밤에도 고인들의 인생을 기념하기 위해 폭죽제품을 선택한다. 폭죽 소비자들의 두번째 집단은 주말에 파티를 하는 사람 들과 가족들이다. 주말에 파티를 하는 사람들은 파티를 공중 에 불꽃놀이를 하는 것을 즐기지만 음주운전을 하기를 원하지 는 않는다. “가족인 소비자들은 어렸을 때 집에서 불꽃놀이 를 하던 때를 회상하는 경향이 있다,”라고 Matt Bialek씨는 말한다. “그들은 자녀들과 함께 옛날에 느꼈던 감정을 되찾 기를 원한다.” 폭죽제품 소비자의 세번째 집단은 커뮤니티와 회사의 행사 계획자들이다. 콘서트와 공공 집회에 약간의 활기를 추가하기 를 원한다. “폭죽제품은 많은 사람들을 열광시키는 데 있어 서 가장 비용이 덜 드는 방법중의 하나이다,”라고 Raynault 씨는 말한다..

구매하는 제품

지난 몇 년처럼 여러 종류가 혼합된, 낱개로 된 폭죽제품을 구입하는 것이 가능하다. 그러나, 이 기사를 위해 인터뷰를 한 사람들은 두개의 포장된 폭죽제품이 가장 많이 판매되는 것에 동의한다. 이 제품들은 가족용 훼밀리 팩과 ‘케이크-다발성 폭죽’이다. 가족용 훼밀리 팩은 다양한 종류의 폭죽을 모은 것으로, 고 정 가격에 함께 판매된다. 단번에 눈길을 끄는 상자에 포장된 훼밀리 팩은 매력과 실용성을 결합한 충동구매용 제품이다. 소비자는 손으로 폭죽제품을 더듬어 찾기 보다는 관중을 기쁘 게 할 좋은 혼합된 제품을 기대할 수 있다; 편의점 소유주/운영자에게는, 훼밀리 팩은 중요한 편리함 을 제공한다. 훼밀리 팩이 폭죽제품을 완전히 포함하고 있기 때문에, 소매업소의 판매대의 선반에 진열할 수 있다. “그에 반해서, 퓨즈가 노출된 묶여 있지 않은 폭죽제품은 일반적으 로 잠가 놓은 수납장 또는 계산대 뒤에 보관해야 한다,” 라고 Bialek씨는 말한다. “이러한 필요성때문에 수납장을 빌려 주

는 보관 시스템을 제공한다.” 다발성 폭죽(케잌)은 상대적으로 새로운 부문 이다. 다발성 폭죽(케잌)의 이름은 모양에 따라 지었는 데 둥글거나 정사각형의 모양이다. 이것 들은 사실상 여러개의 폭죽을 모아, 전문적 폭죽 의 배열과 유사한 불꽃모양을 만들도록 디자인 되었다. “다발성 폭죽(케잌)은 최대 100개의 다른 폭죽놀이를 할 수 있으며, 1분까지 지속된 다,”라고 Ken Whyte씨는 말한다. “소비자들 에게는 가장 좋은 점은, 하나의 퓨즈만을 사용하 여 불을 붙이면 된다는 것이다. 다발성 폭죽(케 잌)이 나머지를 한다.” 가격이 소매가격으로 $80이상이므로, 다발성 폭죽(케이크)은 편의점 소매업자들에게는 고수 익제품이다. 그러나 손님들도 다발성폭죽제품을 또한 좋아한다: 간편히 구입할 수 있는 상자로 제공되는 제품이고 간편하게 굉장히 아름다운 폭죽의 효과를 가져오기 때문이다 “다발성 폭죽(케이크)은 7년 전에는 폭죽제 품 부문에서 존재하지 않았다,”라고 Bialek 씨 는 말한다. “이제 시장내에서 훼밀리 팩 다음으 로 많이 판매된다. ” 다발성 폭죽의 세련됨과 불을 붙이는 데 있어 서의 간편함은 여성들도 관심을 갖게 한다- 그 리고 판매를 촉진하는 것을 돕는다. “다발성 폭죽 전에는, 폭죽놀이는 “ ‘신나는’ 놀이 이며, 학부모가 즐기는 놀이가 아니었다” 라 고 Ken Whyte씨는 말한다. “다발성 폭죽때문 에, 이것이 상당히 변화되었다. 18세와 50세 사 이의 여성들은 이제 이러한 폭죽제품을 구입하 고 있다.”

규정을 준수하기 분명히, 폭죽제품은 편의점 소매업자들에게 매력적 이고, 고수익인 부문이다. 그러나 주의해야 한다: 폭죽 제품은 폭발할 수 있기 때문에 관련 규정이 많다. 이론상으로는, 소매업자는 연방, 주 및 지방 부문에 서 규정을 준수해야 할 지도 모른다. “그들은 이 제 품들을 판매할 수 있는 지 건물주와 임대차 계약서를 또한 검토해 보아야 한다,” 라고 Whyte씨는 말한다. 희소식: 폭죽제조업체들은 규칙을 이해하며 소매업 자들이 관청의 절차를 간소화하는 것을 돕기 위해 여 기에 있다. “우리는 폭죽제품 규정의 데이타베이스를 유지한다,” 라고 Bill Raynault씨는 말한다. “우리는 편의점 소유주가 합법적으로 폭죽제품을 판매하기 위 한 조건을 알아내는 것을 도울 수 있다.”

돈의 폭발하는 향기 편의점의 주인들은 돈을 벌기 위해 비즈니스를 한 다. 폭죽제품을 판매하여 많은 돈을 벌 수 있다; 고수 익을 가져다주고 모든 업소에서 일반적으로 판매되지 않기 때문이다. “심지어 편의점에서도, 폭죽제품은 찾기가 힘들 다,”라고 Raynault씨는 말한다. “무슨 말인가 하면, 모든 편의점은 우유를 팔지만 모든 편의점 폭죽제품을 판매하는 것은 아니다.” 폭죽제품 판매를 결정한 소매업자들에게, 폭죽제품 은 “귀하의 업소에서 “가장 수익성이 높은 제품”일 수 있다,”라고 그는 덧붙인다. 최고 100퍼센트의 판 매 수익을 제공하는 제품들이 그러하다.

간편해진 불꽃놀이 캐나다의 검증된 폭죽 프로그 램으로 수익을 얻으세요!

• 가격이 대폭 인하되었습니다! • 판매 보장 • 운송비가 포함된 가격 • 다양한 제품 • 가격표가 이미 붙은 상품 • 무료의 판촉물

1-866-827-4768 CONVENIENCE & CARWASH CANADA

2012

NACDA Convenience Inno NATIONALCONVENIENCESTORESDISTRIBUTORSASSOCIATION

the awards

Beverages

snacks

chocolate

Product SanPellegrino “Sparkling Fruit Beverage from Italy” Company Neslé Waters Canada Description S.Pellegrino Sparkling Fruit Beverages are a healthier and trendier alternative to cocktails at fine dining occasions. Made with all-natural ingredients, they are moderately sweet with small bubbles, offering a uniquely refreshing taste. A splash of Italian style in your glass.

Product Bugles Corn Snacks Company General Mills Canada Description Back by overwhelming popular demand, Bugles Corn Snacks are now available in Canada. A unique salty snack like no other, this product is available in a new grab ‘n go size, in two great flavours – Original and Nacho Cheese.

Product MERCI Assorted Chocolates Company Storck Canada Description Merci is more than a gift or reward – it’s a gesture! The finest ingredients and a delicious selection of chocolates, created by masterconfectioners, have made Merci Finest Assortment a worldwide favourite. Enjoy Merci Finest Assortment in all its rich variety. Merci – a heartfelt way to say “thank you.”

In 2008, NACDA launched a platform for recognizing top product development in the convenience-gas industry. The Convenience Innovation Awards (CIA) provides a benchmark for leading innovation, recognizing top products in the industry, and awarding suppliers for outstanding research and development. The evaluation process is driven by three core categories: Food, Beverage, and Non-Food. A panel of judges evaluated each submission by using the four followoing criterions: Characteristics, Presentation, Innovation & Originality, and Value. Participation in this event will result in stronger brand awareness and recognition as a Canadian packaged goods industry leader. Participation in the award program is open to all manufacturers that are warehouse delivered through Wholesale / Distributors and sold in the convenience industry. The convenience gas industry is constantly changing, we need to recognize, encourage, and award product innovation excellence to foster future growth and development!

2012 Winners Picture Caption (from left to right): Ted Sadinsky, General Mills Norm Wilson, Storck Canada Dennis Frank, Kraft Canada Sriram Rajamani, The Allan Candy Company Jason Dupuis, Nestlé Waters Canada Al Kehoe, X-Lite Canada

Convenience Innovation Awards (CIA) trophy >

66 January | February 2013

novation Awards Winners gum

confection

non-food

Peopleâ&#x20AC;&#x2122;s Choice Award

Product Stride Spark Gum Company Kraft Canada Description Stride is the ridiculously long lasting gum. Now with Stride Spark you get all the benefits of Stride with vitamins B6 and B12. Stride Spark has flavor you can feel and oomph you can taste!

Product Dessert Bites Company The Allan Candy Description Dessert Bites give you a taste of your favourite desserts, anytime. Available in four delicious dessert-inspired flavours: Strawberry Shortcake, Key Lime Pie, Chocolate Raspberry Cheesecake, and Apple Pie, they are perfect on the go.

Product V-Light Utility Lighter Company X-Lite Canada Description The Multi Purpose Lighter (MPL) V-Light, distinguishes itself as the only foldable, refillable lighter that meets utility lighter classifications by exceeding 100 mm. The V-Light is ideal for BBQs, candles and lanterns.

Product Cadbury Dairy Milk Family Bars Company Kraft Canada Description The Cadbury Dairy Milk you love now in three new nutty flavours! Indulge with new Cadbury Dairy Milk flavours: Pretzel & Peanut Butter, Honey Roasted Cashews & Hazelnuts, and Toasted Coconut & Cashews, and let your senses take over. Available in a 100 g family bar format to give you more of what you love.

CONVENIENCE & CARWASH CANADAâ&#x20AC;&#x192;

WHAT’S NEW Turtle Wax to Sell Professional Car Care Business Turtle Wax, Inc., a worldwide leader in service and care car products with sales in over 90 countries has announced that the brand will sell its Professional Products business to partner company Transchem, Inc. Turtle Wax has worked with Transchem for the past three years, utilizing its technology and manufacturing facilities for the Professional Product line. “Transchem has been an invaluable partner in our efforts to grow the Turtle Wax Professional Products business,” Turtle Wax Chief Operating Officer Tom Healy said. “We consider this sale a significant factor in positioning the line to take the next step toward sustainable growth.” Turtle Wax will sell the Professional Products business and license the Turtle Wax brand name to Transchem for professional car wash related chemicals in North America by March 31, 2013. Transchem plans to retain the existing Turtle Wax Professional Products team, which will benefit from the flexibility that Transchem can offer in formulation and manufacturing. They will enjoy an expanded product range to sell, all under the Turtle Wax brand name that has been a household name for more than 70 years. Transchem’s sole focus for over 30 years has been on industrial vehicle wash

68 January | February 2013

chemical formulation and production, providing attentive customer service and offering valuable input into the day-to-day operations of their customers.

AQUAhydrate® Launches Rebranding Campaign As the pursuit of healthier lifestyle choices swells into the mainstream, AQUAhydrate, Inc. has announced a substantial rebranding campaign, expanding its marketing focus from elite athletes to a broader swath of active, health-conscious consumers – “Everyday Warriors” who want to perform at the top of their game in every aspect of their lives. AQUAhydrate® is guided by a new team led by former Fiji Water President/COO John Cochran, an expanded sales division, and a group of board members/investors which includes a swath of mega-wattage celebrities and Fortune 500 executives. “Consumers who care about their health are discovering that some sports drinks and many enhanced waters are loaded with calories, sugars and unnatural ingredients such as artificial sweeteners,” explains Cochran, reporting further that AQUAhydrate aims to offer the same benefits as a lifestyle brand to consumers passionate about their health and other interests. The company is sponsoring dozens of events that work to connect with Everyday

Warriors on all of their passion points. Events include fitness competitions to charity marathons and indoor arts & cultural exhibitions to outdoor music festivals. AQUAhydrate has unveiled a new logo, a taller 500mL bottle and a new 700mL sport-top to complement its existing 1 Liter container. Concurrently, the company has launched a redesigned website better geared toward active consumers (www.aquahydrate.com), incorporating educational tools, live event streams, fully integrated social media, and a retail store finder with robust e-commerce capabilities. Since 2009 AQUAhydrate has distinguished itself as a product offering Supercharged Hydration™ through an effective combination of purity, electrolytes, minerals and alkalinity. Today, AQUAhydrate, Inc. is a Southern California-based health and fitness company founded on innovative technology and science that utilizes a proprietary process to purify its water to some of the most rigorous standards in the industry, raising alkaline pH of over 9, alongside electrolyte and natural trace mineral supplements. For more information contact: info@uniquefoodscanada.ca Arrive Alive at Canada’s C-stores Arrive Alive Self Breathalyzer has announced that has introduced a new product to the Canadian market that may well save lives. Arrive Alive is distributed through Core-Mark from

importer Self Breathalyzer Ltd. Arrive Alive is a European product that has had considerable success as the leading brand in EU where for more than 20 years where Contralco has been manufacturing specialized chemical alcohol breath testers for law enforcement agencies for screening tests. Since 1982, Contralco has had Ministry of Health approval in France and since 1983 has met the French Police Force’s requirements. Contralco also holds the coveted NF approval in France as well as German TUV and FDA Pre-Market Approval in the US. Contralco breathalyzers are endorsed by numerous international associations and celebrities, including organizations involved in road safety and prevention of alcohol related injury and death. Here’s how it works. The absorbed alcohol reaches the stomach without undergoing any chemical modification. It crosses the wall of the small intestine and directly reaches the blood. Circulated by the blood, it spreads throughout the body into the liver, lungs and brain. At the lung level, an exchange occurs between the blood and the air so that the concentration of alcohol in the air becomes proportionate to the concentration of alcohol in the blood. The concentration of alcohol in the air is 2000 times lower than in the blood so a conversion formula was developed and is internationally agreed upon and expressed as BAC (blood alcohol content). Therefore local authorities determine the maximum acceptable

BAC levels when driving, which is as a percentage of alcohol in the blood. For example, a BAC of 0.10 means that 0.10% (one tenth of one percent) of a person’s blood by volume is alcohol. A simple breath test with Arrive Alive gives drivers the knowledge they need to keep Canada’s roadways safe. Arrive Alive Breathalyzers are calibrated at the Contralco factory in France for the precise Canadian alcohol limits to ensure simplified use and improved performance Although there are special occasions throughout the year when celebrations tend to increase alcohol consumption, people nevertheless drink year round. The availability of testers in convenience stores and car wash locations throughout the country will provide an ideal opportunity for your customers to do what is socially responsible and avoid drinking and driving. The attractive and convenient counter displays come with 24 packs containing 2 single use breath alcohol testers in each. For further information contact: corporate@selfbreathalyzer. ca 1.855.627.8777 Jim Walton Vice President, Regulatory Affairs for OPW Fueling Components to retire at the end of 2012 CINCINNATI, OHIO – December 3, 2012 – OPW Fueling Components, A Dover Company (NYSE: DOV) and the global leader in commercial and retail fueling equipment, announced today that long

time OPW veteran Jim Walton, Vice President, Regulatory Affairs will retire at the end of the year. Walton is a 30-year veteran of OPW. For the past 4 years Walton has served as Vice President, Regulatory Affairs, preceded by fourteen years as Vice President and General Manager, OPW Environmental Systems. Walton began his career with OPW in 1983 as the Director of Sales & Marketing, Dover Corporation (Canada) Ltd./Industrial Division in Toronto. In his current role, Walton has been responsible for developing and steering the company’s regulatory strategies. He represented OPW in interactions with federal and state regulatory agencies and trade associations. “On behalf of everyone at OPW, I want to thank Jim and recognize him for the positive impact he has had on OPW’s success over the past thirty years,” stated David Crouse, OPW President. “His 30-year tenure within OPW and his wealth of industry experience, regulatory and product development knowledge clearly makes him one of our industry’s leading authorities. Under his leadership, our Environmental Systems group experienced solid growth and introduced a broad array of innovative new products”. Walton holds a Bachelor of Sciences Degree in Mechanical Engineering from the University of Waterloo with MBA and Executive Program Course Studies from the University of Toronto and the University of Western Ontario,

respectively. Walton’s 41-year business career began with Union Carbide Canada Ltd., Metals & Carbon Div. Over the course of his career, his positions and responsibilities included National Product Manager for Westeel-Rosco Ltd.; Marketing Manager for Enviroglas Inc., (wholly-owned subsidiary of Shell Canada); Vice-President, Sales & Marketing, Dover Corporation (Canada) Ltd./Industrial Division; Vice President, OPW Environmental Products & General Manager POMECO Products; President, PISCES by OPW, Inc., Vice President, OPW Environmental Systems, and concluding his career at OPW as Vice President, Regulatory Affairs. For more information on

OPW or any of its products, please visit at www.OPWGlobal.com. OPW is the global leader in dispensing products, environmental systems, secondarily contained fuel delivery systems, fuel management systems and clean energy fueling products, including dispensing nozzles for vapor recovery, gasoline, diesel, LPG, Hydrogen and CNG; swivels, breakaways, valves and fittings; underground and above ground storage tank equipment, spill containers, overfill prevention devices, secondary containment sumps and flexible piping; tank gauging equipment and automated fuel management systems. OPW is part of the Dover Energy Segment of Dover Corporation (NYSE: DOV).

Ad Index

Access Cash / EZEE ATM............................................8 Aqua Hydrate ............................................................51 BlastOFF Fireworks.............................................. 42/65 Bulloch Technologies................................................53 Containment Solutions.............................................47 Core-Mark Int’l..................................................... 12/15 CSI-Lustra...................................................................30 Cyba Stevens/Muscle Milk.................................. 17/56 DirectCash ATM.........................................................72 Gourmet Chips..........................................................71 ICS – Innovative Controls..........................................20 Jasper & Jasper.........................................................14 MI Petro................................................................ 48/60 Peco Corp............................................................ 26/59 Petroleum Equipment Institute................................63 Proto-Vest Inc.............................................................24 Pumps & Pressure......................................................26 Tanknology Canada Inc.............................................49 TFB & Associates.........................................................6 Turtle Wax...................................................................41 WPMA.........................................................................44 ZCL Composites Inc..................................................45

CONVENIENCE & CARWASH CANADA

1. red paint sidewalk, 2. socks removed, 3. small boy t-shirt colour, 4. boy right pocket shorts, 5. direction of arrow on side walk, 6. colour of car hood, 7. pieces of paper removed off tree, 8. sunglasses on boy right side, 9. numbers on building sign above blonde boy, 10. letter “P” on blue bag.

70 January | February 2013

Differences between top and bottom photos. Spot all 10.

There are 10 differences between these 2 photos. See if you can spot them.

CHANGEOVER

CONVENIENCE & CARWASH CANADA