CCW Magazine: July / August 2012 by Brenda Jane

JULY | AUGUST 2012

캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C

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

NEW PRODUCTS AND PROGRAMS IN FOODSERVICE are satisfying the consumer appetite for convenience.

PM41670539

식품서비스내의 새로운 제품과 프로그램 은 소비자의 편리함을 원하는 욕구를 만 족시키고 있습니다

Fresh on the Mark – CoreMark is using its logistical skills to enhance the value equation and bring more fresh product to c-store shelves. 완벽한 신선함CoreMark사는 가 치를 높이고 편의 점에 더 신선한 제 품을 가져오기 위 해 물류 기술을 사 용하고 있습니다. Trends in store design open an era of higher convenience and greater customer loyalty. 상점 디자인의 유 행이 더 많은 편리 함과 더 많은 충 성고객의 시대를 열다

Publisher Brenda Jane Johnstone

Contents

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 Doug McRae, Kahkewistahaw Gas & Convenience Store Ltd. Kim Hansen, MI Petro Scott Findlay, Core-Mark Contributing Writers Lee Barter Kelly Gray Mike Lefever Jason Selk Gary L. Smith Sean Sportun Jim Walton 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

FEATURES

Clearing the Air (and Water) – Jim Walton looks at Carb regulation and enhanced vapour recovery systems.

Wash Talk – Turtle Wax and Ryco is a match made in carwash heaven

What’s New in Dryers – Recent advances in carwash drying systems have greatly enhanced efficiency

Car Wash Q&A

An Appetite for Convenience – As Canadians seek out time saving solutions they are turning more often to c-stores for meal and snack options

Fresh on the Mark – Core-Mark has become a distribution leader by looking at retail solutions one customer at a time.

Grab N’ Go – Quick snacks and ready foods are making c-stores more of a destination than ever

New Trends in Store Design – Designer Gary Smith examines how new concepts are tailored to clientele at each location

DEPARTMENTS 4

Publisher’s Message

CCSA Report – The annual State of the Industry is a highly valued document thanks to its ability to raise awareness

60, 62 News Releases

CONVENIENCE & CARWASH CANADA

Publisher’s Message

Upcoming Events

Ahhh, summertime and living is easy. Or is it?

There is a lot to the adage “make hay while the sun shines”. As such summers are traditionally a busy time for the c-store sector with everyone from gas bars to corner stores working to fill tanks and tummies under the backdrop of heat waves and holidays. As a Canadian convenience, gas or carwash operator summer season means getting out of the store and making hay at industry networking events. Many of these events just might be on the golf course. For example, the 3rd annual Western Convenience Stores Association charity golf tournament was held July 5th and was another sold out event. Great weather and great people! Thank you to everyone who participated this year. Your support and enthusiasm was and is greatly appreciated. Mark your calendars for October 23rd. The 3rd annual WCSA State of the Industry event will be held at the Lazy S, Stampede Park. This year’s event will be a Fun Money Casino night. Attendees will be entertained by the Groove Academy. Bring your dancin’ boots and spend the evening with some great music, network with Industry professionals and hope lady luck shines on you. Golf and social networking aside, summer is also about a lot of hard work on the operations front. With this in mind we are featuring articles in this issue that we believe will save stores time, money and manpower. For example, we are presenting an in-depth look at Core-Mark, a company that for well over one hundred years has developed a wide range of capability that has made it an innovator as well as an industry leader with an eye toward greater efficiency in-store. Look as well for a full report on a growing foodservice sector that is moving beyond hotdogs and packaged sandwiches to meet the needs of time-crunched Canadians like never before. Further, there are articles on design trends, inventory management, training and gas bar with all focused on helping our readers discover new products, trends and programs that satisfy the appetite for sales this summer and beyond. I can’t close off this comment without mentioning Mac’s. Alongside this issue we present a very complete history of this iconic convenience retail brand that has been a steady force of innovation in the industry since they founded in 1962. We hope you have as much enjoyment reading this Mac’s history as we had writing it. On behalf of our team I would like to take this opportunity to thank all the people at Mac’s and Alimentation Couche-Tard who worked with us to make this project such a resounding success. Here’s wishing you all a fun and prosperous summer season and hoping to see many of you out at industry golf and summer events.

August 9, 2012 Quebec 2012 Children’s Charity Golf Classic

Convenience & Carwash Canada Welcomes New Editor Beginning this July, Canada’s convenience retail trade publication, Convenience & Carwash Canada will be home to new editor Kelly Gray. Mr. Gray is a long serving writer and editor in both trade and consumer titles with experience in a wide range of topics. From beverage and alcohol service to environmentally sensitive architecture to grocery to hospitality and interior design, Gray has added his voice with millions of words in print and hundreds of magazines published. For the past several years, Mr. Gray has been a regular contributor to Convenience & Carwash Canada and recently completed the Mac’s 50th anniversary project that appears in this issue as well as bookshelves throughout North America. Please join publisher Brenda Johnstone in welcoming Kelly to her award winning team.

August 9, 2012 Elm Ridge Golf Club, Ile-Bizard, QC September 11 – 14, 2012 NACDA 2012 Industry Business Summit JW Marriott “The Rosseau” Resort & Spa, Muskoka, ON September 10, 2012 CCSA State of the Industry Toronto, Ontario 905-845-9339 September 18 – 20, 2012 WCA’s 31st annual Convention & Tradeshow San Diego Convention Centre, CA Convention.wcwa.org October 7 – 10, 2012 NACS /PEI Las Vegas, NV Nacsshow.com October 23, 2012 WCSA, State of the Industry Lazy S, Stampede Park Calgary, AB 204-489-4215 October 23 – 24, 2012 Convenience U/Carwacs Calgary, AB Convenience & Carwash Canada would like introduce you to our new advertisers: Display Distribution page 37 Distribution G.V.A. page 41 Jack Cash page 45 Ovarian Cancer Awareness page 16 Sunshine Door page 22

Brenda Jane Johnstone Publisher

4 July | August 2012

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Raising Awareness The next installment of the CCSA’s State of the Industry Report is hotly anticipated as a document that tells it like it is. Show the cost of regulation to the average operator

Bill C32 that gives expanded powers to store owners

Clearer picture of municipal, provincial and federal regulations

Back in 2009 the Canadian Convenience Stores Association (CCSA) introduced its first State of the Industry (SOI) report. This was a watershed for the trade, suggests CCSA President Alex Scholten. He remarks that the 2009 SOI gave them the kind of information that proved invaluable when undertaking lobbying efforts. This continues with the Association readying the next report for delivery this September at the AGM. “The SOI gave us the benchmarks of the trade such as the size of the industry and other aspects that helped us better understand the issues and needs of convenience retail as we moved forward,” says Scholten. He remarks that the CCSA is in constant communication with politicians in their efforts to bring matters of concern to light. “With solid information we can back up our concerns with facts.” For example, information in the 2011 SOI noted that the c-store trade in Canada offers jobs to 185,000 persons at 25,000 sites across the country. Everyday more than 10 million Canadians stop into a c-store in a trend that the CCSA points out shows that c-stores are relevant to 70 per cent of the population living with-in half a kilometer of

Regulations are there for needed purpose or are they just as a tax grab

Everyday more than 10 million There has also Canadians stop been a reduction into a c-store in red tape at the Federal level

convenience stores. Last year the CCSA was able to raise issues such as the slim margins in Canada’s c-store businesses, contraband tobacco, over regulation of the industry, channel blur, credit card costs and a number of other key issues for retailers. “We were able to use the SOI to establish how these factors were impacting the trade and as such we could build a strong case for support from regulators and other stakeholders.” Scholten reports that this year they will begin a three year review. “THE FIRST YEAR we will concentrate on how regulated the industry has become. Over the years we have seen how overreaching governments have become. However, without the data in the SOI we were only speaking in assumptions. The data changed this anecdotal evidence to hard fact and we want to carry this through now in greater detail. “This year we want to build on this and give an even clearer picture of municipal, provincial and federal regulations and how they continue to impact our membership and the industry at large. I think this will come as a bit of an eye-opener to most politicians.”

CONVENIENCE & CARWASH CANADA

IN YEAR TWO of the SOI review Scholten reports that they will drill down and show the cost of regulation to the average operator. For example, data shows just how many manhours, equipment, and supplies it took to comply with legislations. Consider a gas bar operator who must deal with multiple licenses, pump testing, tank tightness tests and environmental insurance just for starters. Add to these things like usurious credit card fees and other costs of doing business and Scholten has to ask, “How do some of our members stay in business?” IN YEAR THREE of the SOI review Scholten and his team will look further and deeper to establish the goals and objectives of the regulations. Important, says the CCSA is to establish whether these regulations are there for needed purpose or are they just as a tax grab with monies going into general revenue. Scholten comments that a key aspect of their activities is to raise the awareness of c-stores and its business challenges and achievements. “When I travel I use this information constantly. For instance we are just now meeting with the Federal Government and the SOI will be invaluable in our presentations.” He suggests that the government has been listening. Here, he points to legislation such as Bill C32 that gives expanded powers to store owners to stop thieves and hold them for police. There has also been a reduction in red tape at the Federal level and he notes that this is another example of how the current government is responding positively to business. As we move forward toward 2013 many challenges remain. According to Scholten he will continue to utilize the State of the Industry report and its solid package of market intelligence to create the kind of awareness that retailers can take to the bank. Important as well is for retailers to complete the questionnaire to provide as accurate a picture of Canada’s c-store universe as possible. “We are a vital piece of Canada’s business sector with sales in the tens of billions of dollars, but we still need to work on getting the message out to politicians and others,” he says concluding that good information breeds good decisions.

6 July | August 2012

Putting a Face to Crime There is no surprise retail stores can be targets when it comes to shop theft or robbery incidents. With this in mind, Mac’s Convenience Stores in Central Canada have developed an innovative approach to combat crime by using social media giants facebook and twitter to help identify criminals. Here’s how it works. Each Mac’s store is equipped with surveillance cameras and a digital video recording (DVR) unit. When an incident occurs images of the event from the DVR are turned over to the police. To assist in identifying suspects from the DVR, Mac’s will also now proactively post images of recent unsolved crimes on their Mac’s Crime Busters facebook page and on twitter ‘MacsCrimeBuster. The images will have a description of the suspect and alleged crime, followed by an appeal to the public to contact Crime Stoppers if they have any information that will assist the police in apprehending the suspect. ‘We have the technology and we are going to use it,’ says Tom Moher, Mac’s Vice President of Operations in Central Canada. ‘By using social media we will reach a more diverse demographic in our effort to combat crime and enhance public safety’ Mac’s stores will post notices at their entrances and on our in-store media screens (the largest digital network in Ontario), advising customers of their intention to use images of individuals who commit criminal acts on their property. Once a suspect is arrested their image will be taken down and replaced with a title ‘apprehended’. According to Sean Sportun, Mac’s Convenience Stores, Manager, Security & Loss Prevention, Central Canada, Mac’s has made crime prevention an integral part of its corporate responsibility with demonstrated commitment to the overall safety of the community. Alongside law enforcement and Crime Stoppers, Mac’s goal is to • Create awareness on retail crime. • Expose individuals who commit criminal acts against Mac’s by posting their images • Provide the public with a conduit to report criminals anonymously through Crime Stoppers • Assist law enforcement in identifying offenders, especially those repeat offenders • Enhance the safety & security of customers and employees

Along with posting the surveillance images, Mac’s will also be covering the $200.00 reward paid out by Crime Stoppers. Since the inception of this initiative in February 2012, 35 suspect images have been posted resulting in 20 apprehensions and 24 cases being cleared. Check out these links for more information: www.facebook.com/MacsCrimeBusters www.twitter.com/MacsCrimeBusers

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SOUTH OF THE BORDER By Jim Walton

Clearing the Air (and Water) CARB regulation leads to development of Enhanced Vapor Recovery systems for ASTs that help prevent hydrocarbon emissions from compromising the safety of the environment

Today, the technology exists to create Enhanced Vapor Recovery systems for aboveground storage tanks that can prevent spills and overfills of petroleum products, as well as the release of potentially harmful hydrocarbon emissions into the environment.

Stop and think about it for a minute or two: when was the last time you gave even a second thought to the level of cleanliness of the air you breathe or the water you drink? How about whether that winding stream or open meadow might be contaminated by carcinogens? On any given day, we can move from home to car to office to store to park to movie theater and back home again without even once considering if the air is safe to breathe in any of those places. From the kitchen tap to the water fountain at the gym, we consume water throughout the

day without needing to verify whether or not it may be harmful to our health. The bottom line is, we all have many more important things to do and worry about during the course of the day than whether or not that deep breath we take or that glass of water we swallow will have an adverse affect on us. All of this despite the fact that contaminants are all around us, all with the potential to do damage to the safety of the air and water that we generally take for granted. From chlorofluoro-carbons that may damage the ozone layer to the transport tanker that is delivering

several thousand gallons of unleaded gasoline to the local service station, the potential for airborne contamination is ever-present. However, that potential is minimized through the creation and implementation of regulations that have been designed to restrict the release of harmful emissions into the atmosphere. These regulations result in cleaner air and water, and an overall healthier environment in which we live our lives. One of the leaders in developing regulations that help ensure the cleanest air, purest water and greenest environment â&#x20AC;&#x201C; especially in regard to controlCONVENIENCE & CARWASH CANADAâ&#x20AC;&#x192;

In 2010, all gasoline-dispensing facilities in California that featured ASTs for product storage needed to be compliant with CARB’s certification procedure for Enhanced Vapor Recovery.

ling the release of harmful hydrocarbon emissions, vapors and volatile organic compounds (VOCs) during the delivery, transfer, storage and use of petroleum products – is the California Environmental Protection Agency’s Air Resources Board (CARB). One of CARB’s more recent edicts concerns the certification procedure for vapor-recovery systems that are installed at gasoline-dispensing facilities (GDFs) – whether public or private – that store their products in aboveground storage tanks (ASTs). As of July 1, 2010, all GDFs in California – a universe that includes retail outlets, fleet/commercial fueling operations, municipalities, aviation fueling sites, and agriculture, construction, maintenance and emergency response operations – needed to be compliant with Vapor Recovery Certification Procedure CP-206, alternately titled, “Certification Procedure for Vapor Recovery Systems At Gasoline Dispensing Facilities Using Aboveground Storage Tanks.” CARB defines a vapor-recovery system as a complete system and its components, including all associated ASTs, dispensers, piping, nozzles, couplers, processing units and any other equipment or components necessary for evaporation control or the control of gasoline vapors during refueling operations at GDFs.

The Challenge There are two things that immediately come to mind when thinking of CARB and its mandate: its unwavering commitment to providing the cleanest air, water and environment possible for the residents of California, and that when it talks, people listen. When CARB adopts a new environmental-compliance regulation, regulators around the nation generally sit up and take notice because these CARB regulations, or variations thereof, are typically adopted by other states when they themselves are required to meet U.S. Environmental Protection Agency regulations. Since its establishment in 1967, CARB has systematically attempted to eliminate sources of air pollution in

California. After establishing stringent emission regulations for vehicles, petroleum-product storage terminals and underground storage tanks, among others, CARB turned its attention to ASTs. As of July 1, 2010, all new GDFs with ASTs must be equipped with certified Phase I vapor-recovery systems on their tanks in order to meet CARB’s enhanced vapor recovery (EVR) standards. CARB also requires certified vapor-recovery equipment on the delivery trucks in order to control emissions during the filling of ASTs. Many of the state’s counties argued that the vapor-recovery equipment didn’t work as advertised when it was mixed and matched with equipment from a different manufacturer. As a result, they demanded that the EVR systems be tested as a unit, not just as a series of individual components. In response, CARB ruled that these EVR systems must be 98%, or virtually, vapor-tight and that all of the state’s ASTs (of which 60% to 70% are located on private property, with the majority used in agricultural applications) in service prior to July 1, 2010, be upgraded, and that all new tanks purchased after that date be “protected,” i.e. insulated or double-walled. Protected ASTs have the capability to keep the temperature of the fuel within them stable, which eliminates standing storage (evaporative) loss, also known as breathing loss. Evaporative loss occurs when the sun heats the tank, causing the fuel to volatilize and vent to the atmosphere, meaning that as the temperature increases, so does the amount of emissions that can enter the atmosphere. From a federal standpoint, most ASTs need to meet the EPA’s Spill Prevention, Control and Countermeasure (SPCC) requirements (40 CFR, Part 112). Locally, most AST systems are required to meet state and local fire codes, and may also need to meet state or local regulatory requirements that safeguard human health and the environment. ASTs are often selected as design choices over USTs due to various reasons, such as rocky or shale environment, portability, excellent corrosion resistance, flexibil-

CONVENIENCE & CARWASH CANADA

ity of fueling location, etc. ASTs can be more cost-effective than buried doublewall USTs when overall life cycle costs, real estate, record-keeping and testing are considered. These insulated double-wall tanks are weather and bullet resistant, aesthetically pleasing, and easy to maintain. Installing vapor tight equipment is a real ecological bonus, with little expense, and with real payback in VOC emissions and escalating associated health and safety costs. One of the growing concerns regarding AST use is the number and types of emissions that they produce. Emissions from ASTs vary depending on their size, type and configuration. Making emission control even more complicated for an AST is the number of areas on the tank where vapors are liable to escape, including vent pipes, fill ports, tank gauges, dispenser nozzles and emergency vents. In addition, a significant amount of emissions are the result of standing storage loss.

These hydrocarbons that evaporate and vent into the atmosphere are a precursor to ground-level ozone, which is a serious pollutant in cities across the United States. Ground-level ozone is a key component of smog, which is formed when the hydrocarbon emissions react in the presence of the sun with the nitrogen oxides that are present in the air. The smog that plagues many urban areas can cause irritation and damage to the eyes, skin and lungs of residents, while some hydrocarbons are also considered toxics and can cause serious health problems, including cancer and death, with lesser symptoms being respiratory problems, headaches, dizziness, reduced cardiovascular function, arrhythmia and brain damage. That’s why it is imperative that the emissions that originate from ASTs successfully be controlled, recovered and contained.

The Solution With all of this in mind, it is the moral obligation of petroleum producers, distributors, regulators, engineering firms and end-users to protect the public and any personnel who are employed at AST bulk-storage facilities at all costs, while safeguarding the environment, air we breathe and the water we consume, not just for today, but for future generations. This “good neighbor” policy leads to the creation and implementation of legislation that has been designed to protect the environment and challenge companies to create vapor-recovery systems that meet the needs of AST emission control. Addressing CARB’s demands for a complete EVR system for use with ASTs, OPW Fueling Components, Hamilton, OH, set about developing a series of components that could be used in harmony to create a fully functional AST EVR system. Those efforts were re-

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July | August 2012

AST EVR systems have been designed to eliminate emissions at all potential escape points in the fueling system.

warded on July 12, 2010, when CARB issued “Executive Order VR-401-B: OPW Phase I Enhanced Vapor Recovery (EVR) System For Aboveground Storage Tanks (AST),” which stated that “the OPW System is certified to be at least 98.0 percent efficient” in controlling emissions during AST-loading operations. The OPW system is not only able to produce a “tight fill,” or one that eliminates vapor emissions, but it has a vapor return that returns the produced vapors back to the delivery truck, where they can be converted back to gasoline. OPW tested both its own and competitive offerings and found that there was no equipment, created as a single system, available to meet California’s 98% vapor-tight mandate. Since OPW engineers dismissed the possibility of designing for an allowable 2% emission leak rate, they ultimately designed the EVR system for 100% vapor-tight performance. This would allow it to withstand a wide swing in temperature, from sub-

zero to 120ºF (49ºC), with winter and summer fuel blends, in driving rain and wind conditions, and swirling California dust. They did this by incorporating superb seals, designs and a reduction in parts in order to attain long-lasting vapor tightness and maintenance-free operation for several years. All of these design parameters were part of the project, with the knowledge that there are frequent tank refillings and daily vehicular fill-ups. The difficult challenge in this approach was to design equip¬ment, as a system, that would cost the same to the end-user as the currently available “leaky” equipment. This would result in a definitive payback to the state by reducing VOC emissions and ultimately avoidance of increased health-care costs due to airborne carcinogens. With continual growth in vehicular registrations, this is a big initiative for California as more fueling frequency will occur. More importantly, one state esti-

CONVENIENCE & CARWASH CANADA

mates that one tonne of VOC emissions equals $4,000 to $5,000 in taxpayer cost per year, so 30,000 targeted tonnes of California VOC emission reduction per year means a minimum of $150 million in savings year over year forever, as well as an improvement in quality of life and numerous other safety aspects. Specifically, technological advancements in the following EVR components helped OPW gain CARB certification: • Emergency Vent Valve – When pressure builds, lid is forced off seat to relieve pressure; when pressure is relieved, lid is automatically reset, which facilitate zero emissions • AST Direct-Fill Spill Containers – Special drain valve and one-piece casting base catches spillage to help prevent soil contamination and groundwater pollution • Poppeted Adaptor with Overfill Prevention Valve – Prevents AST overfilling by providing a positive shut-off during a pressurized-fill (pump-on) delivery

• Anti-Siphon Valves – The integral anti-siphon valve isolates the tank from potential siphon that is due to a broken or leaking remote fill pipe • Mechanical Tank Gauge – Read liquid levels in horizontal or vertical ASTs while providing accurate numerical counter readout, which eliminates the need for on-site manual gauging • Four-Signal Tank Alarm – Can sense up to four different liquid levels with audible alarm and visual notification of an alarm event • Remote Fill Spill Container – Prevents spilled product from entering soil near remote, horizontal-fill and vapor-return connections on an AST during normal tank-filling operation • Rotate-able Swivel Adaptor – Mates with vapor-recovery elbow on the delivery truck when recovery of vapors is required • Caps – Have enhanced ribbed seals that increase sealing forces to provide a bubble-tight seal

Connect

• Ball Valve – Used where a shut-off point is desirable to isolate a section of the piping system • Solenoid Valve – Prevents accidental siphoning of ASTs if a leak or break occurs in the fuel-supply line • Spring Balance Hose Retractor – Provides smooth and steady tension throughout the hose extension and return; keeps excess hose off the ground and out of harm’s way As mentioned earlier, many states eventually adopt CARB standards when they are required to meet U.S. EPA regulations, meaning that the use of these technologically advanced pieces of EVR equipment is ideal for more than AST applications in California. In fact, although a state may currently not require CARB-certified products, if it ever does adopt similar air-quality rules, sites that are using advanced AST EVR products will be covered without the need of an expensive retrofit. Also, using CARBcertified products – even when not required to – will demonstrate a concern

Communicate

Create the Future

about the air we breathe while providing a healthier environment now and for future generations.

Conclusion Much is made about industries that adopt “best practices” for their operations. Well, what can be a better practice than protecting the air we breathe, the water we drink and overall public health interests? With this in mind, eliminating or reducing to their lowest level the hydrocarbon emissions that are produced during AST loading is a crucial consideration. That’s why regulations like those established by CARB help set the standard for other states to follow. These regulations also produce opportunities for companies to create the products that help ensure compliance for the facility operator – while simultaneously doing well for the wider world.

About the Author J.C. (Jim) Walton, P. Eng., is Vice President-Regulatory Affairs for OPW Fueling Components, based in Hamilton, OH. He can be reached at +1 513-870-3144 or jwalton@opw-fc.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 aboveground 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 Energy Segment of Dover Corporation (NYSE: DOV). For more information on OPW Fueling Components, please go to www.opwglobal.com

CONVENIENCE & CARWASH CANADA

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July | August 2012

WASH Turtle PowerTALK By David Dougherty, PDQ Manufacturing

The addition of Turtle Wax to Ryko’s product portfolio means added capability to drive higher retail car wash sales & profits.

50 unique signage choices that are designed to market car wash at five customer traffic zones such as pump, C-store and off site locations.

The biggest has just gotten bigger. Ryko Solutions Inc. is already well known as North America’s largest manufacturer of car wash equipment. The Iowa-based company has also made a name for itself as leader in chemicals, managed maintenance and marketing services to the car wash industry. Turtle Wax is the most recognized consumer name brand in the automotive appearance products market. Now Ryko has added the Turtle Wax brand to its full line package in a partnership where it will distribute the Turtle Wax professional brand in North America. According to Steven L’Heureux, CEO of Ryko Solutions, the move to bring Turtle Wax into the Ryko fold is one that will strengthen the options in the company’s Clean Touch “Centsper-Wash” program where customers pay a single price for a no hassle wash chemical and marketing program that is just being introduced to the industry. He reports that with this initiative, customers will have the opportunity to select from RykoÕs complete line of car wash chemicals or opt for an upgraded program that includes clear coat products and polishes such as ICE Instant Shine from Turtle Wax. Denis John Healy, Turtle Wax’s Chief Executive, suggests that the partnership is one that will dramatically expand and strengthen Turtle WaxÕs already significant market penetration. It will also offer Ryko

customers the opportunity to provide a branded product to car washes in North America. The idea is to drive wash counts upward with a total offering through the Clean Touch retail car wash merchandising campaign. Here, operators will benefit from a program where there are some 50 unique signage choices that are designed to market car wash at five customer traffic zones such as pump, C-store and off site locations. The Turtle Wax brand is integrated into the Clean Touch merchandising campaign to help strengthen the consumer messaging and drive higher sales/per/car with top package upgrades. The Ryko chemical product portfolio includes detergents, surface treatments (including RainShield), presoaks, and self-serve and specialty purpose chemicals. The company’s mission is to create maximum profitability for car wash, C-store, land developers and car dealers. The inclusion of Turtle Wax products make the Ryko service offering all the more valuable to operators. “This is a win/win for both companies and Turtle Wax looks forward to a long standing relationship with Ryko,” says Healy, commenting that by teaming with Ryko they can now better distribute high performance, brand name chemicals and equipment to the widest possible market in Canada and PUS.

CONVENIENCE & CARWASH CANADA

What’s New In Dryers? The requirements of a car wash’s drying system are pretty straightforward: effectively remove the wash water from the vehicle in the most reliable, cost-effective, time-sensitive manner possible. Recent advances in dryer technology have helped that goal become more of a reality, with one of the most significant being the creation of “concentrated” air columns that are produced by the dryer.

The physics that govern air movement put the dryer at a disadvantage. Though the air may be traveling at a high rate of speed or velocity when it exits the dryer, much of that speed is lost as the air meets the resistance of the surrounding atmosphere. Dryers that feature round discharge nozzles at the bottom of the dryer outlet, rather than square or rectangular nozzles, solve the conundrum of lost air velocity because the air does not “break up” as easily. This means that the concentrated velocity of the air that hits the vehicle’s surface is noticeably higher, resulting in a dryer vehicle as it exits the wash. Building on this concentratedair-column philosophy, PDQ Manufacturing, Inc., is now offering the SwingAir® Dryer System to users of its in-bay automatic vehicle wash systems. The SwingAir advances the concentrated-air technology by oscillating the center two air outlets. This allows the air, while traveling at the same velocity, to sweep across the vehicle at varying angles, which optimizes the dryer’s ability to wick or cascade the wash water away, resulting in an even dryer vehicle, and all while using less energy than conventional dryers. For more information on SwingAir visit www.pdqinc.com or call 800-227-3373

CONVENIENCE & CARWASH CANADA

YOU DO HAVE A CHOICE INDUSTRY UPDATE

What are car wash owners saying about the Washworld Razor?

use they have the “We bought the Razors mostly beca gy. latest technolo antage because The Virtual Attendant is a huge adv s. Our hine mac the t y-si bab to e you don’t hav them in our ing putt for customers have thanked us wash.” Greg Thompson Mass Avenue Car Wash ple and service are “The machine is awesome, the peo excellent piece of an is or second to NOBODY. The Raz equipment.” Scott Ford Soapy Sadies Car Wash

Is the choice between High Velocity and Razor going to be difﬁcult?

Maybe, but the good news is that we aren’t going to stop making one system only to re-introduce it later. You’ll always have a choice and that’s a good thing. Give Washtech a call and we can help you make the right choice. Exceptional service, premium parts, and world class carwash equipment.

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Q&A By Mike Lefever

MikeL@kleen-ritecorp.com

Car Wash Q&A Q

WHAT ITEMS SHOULD I KEEP IN INVENTORY AT MY CAR WASH?

a good car wash operator will keep a spare of any part that is a wear item or could potentially cause down-time if it were to fail. This should include (but may not be limited to): 1. Bay accessories such as hoses, guns, wands, swivels, etc. These items are susceptible not only to normal wear and tear, but since they are in the bay and accessible to customers, possible vandalism or accidental damage as well. 2. Electronics. Coin acceptors, timers, rotary switches, transformers, etc. If these parts fail, your bay is down and you aren’t making money. 3. Pump repair kits and parts. These items are a must. You should stock at the very least valve and seal kits for your pumps, a spare regulator, and possibly even a whole replacement pump to swap out in case of failure. 4. Vacuum parts. Motors, vac hose, nozzle, timer, coin acceptor. Vac hoses and nozzles can easily be damaged. And, just as in your bays, if a timer or coin acceptor fails, you’re not making money. 5. Chemicals. Don’t let your chemical supply drop so low that a busy weekend can cause you to run out of soap. 6. Vending supplies. If you don’t have it you can’t sell it. Make sure you have adequate stock of all your vending items. 7. Miscellaneous fittings. A variety of different sizes and types of fittings around makes life much simpler when doing work at your wash.

WHY SHOULD I INVEST THE MONEY TO KEEP ALL THESE ITEMS IN STOCK? I CAN JUST ORDER IT WHEN I NEED IT. It takes an initial investment to build a good inventory of spare parts and supplies at your car wash, but over time that investment will pay for itself countless times. At Kleen-Rite we strive to ship your orders complete and in a timely manner, but when a timer fails on a Friday night before a busy weekend, if you don’t have a spare, you’re shut down. The earliest you can order a spare is Monday and even with overnight shipping, you’re not opened back up until Tuesday. The shipping charges are also an important factor. Sending parts out via air shipping is extremely costly. It’s not good sense to pay $40 continued on page 23

CONVENIENCE & CARWASH CANADA

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Smaller items can generally ride along with large orders at a reduced rate, which keeps the freight costs for the parts minimal. shipping for a $15 part to get your wash up running. Having the part in stock would have saved you the shipping money and you could have been back up and running Friday instead of losing a weekend’s worth of revenue.

With a little bit of forethought, you can keep shipping charges to a minimum. When preparing to place an order for bulky items such as chemicals or vending supplies, take a look at your parts inventory and make a list

of which of your spare parts you’ve used since your last order, and order new stock of those items. Smaller items can generally ride along with large orders at a reduced rate, which keeps the freight costs for the parts minimal. There’s really no excuse to not stock at least the most common spare parts. A decent spare parts inventory will minimize down-time thereby increasing your income and avoiding customer dissatisfaction caused by damaged or failing equipment. Vending is an important source of

CONVENIENCE & CARWASH CANADA

Vending products typically sell for double your cost, and since the products are being sold through a vending machine rather than an employee, labor cost is kept to a minimum. revenue for any carwash operator. Here is a list of what products you should be selling at your wash. What items sell best will vary from location to location depending on your customer base, but there is a core group of products that are hot sellers anywhere. Air Fresheners: Air fresheners are always a top seller among vending items, Little Trees® by Car Freshener® generally being the most popular. It is important to offer a variety of different scents to appeal to all your customers. Dry Towels: Also a big seller for nearly any car wash operator is dry towels. 50 cent paper towels sell very well, as do cloth towels which are generally a $1 vend item. Glass Cleaner Towelette: A glass cleaner towelette such as Mercantile Development’s Wet Towel® is another must-have vending product for any car wash. ArmorAll Sponge: Finally, ArmorAll® sponge packs are also a great seller anywhere. Everyone knows the ArmorAll ® name, and at $1 price point, the sponge packs are the top sellers.

July | August 2012

Don’t be afraid to try and sell different items. Some operators have even had great success with items such as snacks and soft drinks that aren’t traditional car wash vending items. The potential profit to be had from vending at car wash locations is often underestimated. Vending products typically sell for double your cost (or even higher with many items), and since the products are being sold through a vending machine rather than an employee, labor cost is kept to a minimum. This also allows for secure collection of funds, since you can empty the vendors personally and avoid having cash pass through your employee’s hands. Most modern vending machines are very reliable and therefore maintenance cost is also minimal. Vending can be a big part of your business. At the bare minimum you should be selling the items discussed above, but to really maximize your revenue, you should offer as wide a selection of products as you can.

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An Appetite for Convenience By Kelly Gray

Expect to see foodservice sales climb as Canadians respond to new programs and offerings at c-stores across the country

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

Technomic reports that average store unit volumes for convenience stores offering prepared food and dispensed beverages jumped to more than $136,000 in 2011, up from $123,000 in 2007. Canadians are hungry for convenience. C-stores are satisfying this hunger with a growing slate of foodservice offerings that go well beyond the once ubiquitous roller dog. Consider that 68 per cent of convenience retailers now offer foods prepped on site and another 3.8 per cent feature a branded foodservice partner in store. Simply, c-stores are present in 25,000 local markets around the country

When it comes to prepared foods, the most common choices for consumers at convenience stores (in descending order) are 1. DELI MEAT SANDWICHES 2. CHICKEN DISHES 3. BURGERS 4. HOT DOGS 5. BREAKFAST SANDWICHES 6. FRENCH FRIES 7. PIZZA (The NPD Group's CREST service). Quick grab (snack) items remain the most popular items for consumers at convenience stores, far surpassing the top prepared food item, deli meat sandwiches. 28

and Canadians are using this easy accessibility to fill tummies in a very time compressed world. When looking specifically at frozen dinners, daypart matters, says NPD Group Industry Specialist, Joel Gregoire pointing to The NPD Group’s National Eating Trends service, which tracks food and beverage consumption across nearly all categories and venues. “Young adults 18-34 are more likely to eat their frozen dinners at lunch, likely because of the convenience the category offers, and the fact that they are more likely to be ‘onthe-go’ (i.e. at work). Consumers 65+ skew much more heavily to dinner, indicating that this format is less likely to be an on-the-go option and rather an in-home dinner solution that requires little preparation (and cleanup) for this age group. Perfect for someone who is single. Positioning frozen meals as an on-the-go solution for younger consumers in the middles of the day may prove a better fit for the c-store channel. With this in mind, if c-stores do offer frozen meals to be eaten on premise, they should look to create a friendly environment that’s conducive to heating and eating.” In the U.S. where c-store foodservice is more mature, they are enjoying solid gains that bode well for trends as they move northward. Technomic reports that average store unit volumes for convenience stores offering prepared food and dispensed beverages jumped to more than $136,000 in 2011, up from $123,000 in 2007. Convenience-store foodservice grew largely on the expansion of meal and snack items with additional stores adding foodservice and more foodservice experience. Technomic expects several key trends, such as snacking and demand for various beverages and breakfast

to be pivotal components of future growth. Look for stores who have good coffee programs to maximize this opportunity. Here the fact is customers are already coming in for a quick morning coffee on the way to work. Why not offer a selection of quick hand held breakfast foods to accompany the beverage and up the sale? The bottom line of foodservice in c-store is that gains will continue. Technomic predicts annual conveniencestore foodservice growth to reach 3.4 per cent nominally through 2014 in the U.S., compared to 2.8 per cent over the past four years. The number exceeds expected growth for the entire foodservice industry, that is forecast at 2.5 per cent annually through 2014. Expectations are this trend should be mirrored here in Canada. Also in the U.S. is a tremendous growth in the number of foodservice workers needed to deliver a quality product. The number of stores with dedicated foodservice personnel nearly doubled over a four-year period, from 17 per cent to 33 per cent. What this means for Canada’s c-store operators is a competitive struggle with the quick service restaurant (QSR) channel for workers to fill the gap. According to 7-Eleven’s Vice President, Fresh Food Innovation, Kelly Buckley, the lines between retail and foodservice work is getting blurred. She suggests people who worked in retail used to stay there and those in foodservice did the same. Now each group moves around between sectors. Buckley and her colleagues are paying a lot of attention to foodservice at 7-Eleven. Currently, 25 per cent of space in stores is now dedicated to hot and fresh foods. This is up from 15 per cent 10 years ago. To assist in this growing trend Buckley expects to orcontinued on page 37

July | August 2012

By Kelly Gray

“Fresh” On The Mark

Core-Mark is a North American, full-line distributor that has made a success out of looking at retail solutions one store at a time. Last year, Canada’s convenience retailers saw modest dollar sales gains of two per cent (excluding tobacco and alcohol), and actually improved their market share against competitors such as grocery chains. Behind this improvement is a willingness to look outside the box and bring in strategic partners that deliver real value to the industry. This is where Core-Mark enters the picture. Core-Mark is a multi-billion dollar leader in marketing, distribution, and logistics support with a client base that exceeds 28,000 retailers in both Canada and U.S. Trade experts AC Nielsen suggests the winners in the convenience market will be those that take advantage of knowledge born of insight and then make the necessary changes to product assortment and establish the kind of promotions that lead people to their stores. This is what Core-Mark is all about and those that are listening tend to be enjoying sales above the industry average.

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www.core-mark.com email: carcand@core-mark.com

Contact your local Core-Mark office Ontario 1-877-864-0285

NW Ontario/Sask. 1-800-665-7575

Manitoba 1-800-982-7552

Calgary 1-800-242-8402

Vancouver 1-800-663-9963

Core-Mark is one of North America’s oldest names in wholesale distribution with a history that goes back to 1888. In 2002, Core-Mark was acquired by the Fleming Group of Companies and following a series of business moves, Fleming morphed into Core-Mark Holdings in 2004 under CEO J. Michael Walsh in a move designed to breathe fresh life into the business. Since, Core-Mark has been on a pretty steady climb thanks to a reliance on foundation of solid basics. According to Eric Rolheiser, President, Core-Mark Canada, the idea is to assist retailers in their push toward success. He points to three central pillars that give Core-Mark the clout to make this happen. Firstly, CoreMark has accumulated market experience that goes back well over a century when the company, known then as Glaser Bros., first got involved in tobacco and candy distribution. Today, Core-Mark’s team is comprised of industry leaders who are among the best known personalities in the trade channel. Secondly, Core-Mark is both innovative and flexible. Core-Mark has invested the capital and resources required to provide fresh and broad line solutions to the convenience retail industry. Core-Mark truly is a “one-stop supply” solution. Third is Core-Mark’s incredible distribution capability where customers can benefit from the company’s massive buying power, locations in five provinces and the very latest information technology. “Consumers demand ‘fresher’ products, Core-Mark can provide these products to their customers through increased delivery frequency, made possible by consolidating typically serviced DSD products onto their trucks,” says Rolheiser. “We have the warehouse and delivery equipment to handle multiple temperature platforms accommodating everything from ice cream and fluid dairy, frozen and fresh sandwiches, to dry goods.” While Core-Mark is a North American company with sales over $8 billion and 28 distribution locations, it is still close to home and rooted in the needs of the sin-

gle independent operator. In fact, here in Canada, Core-Mark offers points of distribution from Ontario westward to B.C. with facilities in key centres such as Winnipeg, Calgary, Burnaby, and Milton, Ontario. These modern distribution centres that carry thousands of skus are decentralized and market specific. “We know the trade in Manitoba is different from that in Alberta or Ontario and have created facilities that address this difference in ways that make us highly relevant to each market we serve,” says Rolheiser.

Smart Ordering, a system that looks hard at the last four weeks history, advises customers of item pricing, new items, promotional items, and discontinued items on a real time basis. Internally, Core-Mark’s “DNA” is demonstrated visually by a pyramid and at the top is Core-Mark’s commitment to help their customer’s grow their business profitably. “We do this by executing the fundamentals of distribution well and making it easy for our customers to do business with us,” he says. As a case in point, Rolheiser comments the company began as a cigar wholesaler back in the late 1800s and moved out from there. As the company moved forward it developed proprietary systems to help it manage tobacco distribution. Systems such

CONVENIENCE & CARWASH CANADA

as these have become highly valuable platforms on which both customers and Core-Mark are able to better understand individual sectors and how business is running for specific retailers. “This platform was not just to increase fill rates, but for internal support as well. Over the last 50 plus years we have worked to develop these proprietary distribution system tools that has positioned us as a company

Vendor Consolidation Initiative (VCI) is a program that is already reshaping an industry where an average c-store now opens its receiving doors to truck shipments 40 times every week. with the best technology,” he says, adding what they offer are customized business solutions at its finest. “We can more easily adapt because we have our own programs. We don’t have to go outside to third parties. We leverage our own technological expertise and use our considerable experience to make business a lot easier for our customers.” Here, he mentions dedicated account managers and electronic ordering as further examples of CoreMark’s commitment to retail operators. “Over the last five to 10 years c-stores have become more technology driven. Before, retailers faxed in orders and had

July | August 2012

poor inventory controls. We saw this and developed Smart Ordering, a system that looks hard at the last four weeks history, advises customers of item pricing, new items, promotional items, and discontinued items on a real time basis,” says Rolheiser, noting that with 80 per cent employee turnover in the industry, it is sometimes difficult to find staff at stores that are in a position to know what was selling well last month. “Smart Ordering takes out the guess work and provides consistency.” This program is also available through Core Mark’s web ordering system for those that prefer to use their own personal computers. Core-Mark’s systems recognize that staffing is tight and often challenging in the industry. “We assist our customers with merchandizing and marketing plans then we follow through with deliveries and product placement that make sense through our SmartStock® initiative.” Part of the Core-Mark solution is a complete business analysis. Certainly, the major chains benefit from their abilities to bring state of the art business analytics to their stores. Core-Mark saw that small independents could also benefit from detailed plan-o-grams and demographic studies of a store’s market area. The outcome was Focused Market Initiative or FMI, a total business solution tactic that really differentiates CoreMark from the direct store delivery model that is so prevalent in the industry. “We believe our innovative approach which focuses on building a trusted partnership with our customers has established us as the market leader in providing valuable marketing and supply chain solutions to the convenience retail industry,” says Rolheiser. According to Core-Marks’ Corporate Director of Canadian Marketing, Chuck Arcand, convenience store operators in North America see an average of 41 Direct to Store (DSD) vendors each month with most arriving every one to two weeks. In a store with only a couple of workers these constant deliveries mean spending

time away from the customer. “We can reduce the consumer retail shopping pattern studies).’” Arcand mentions another scenario with an operator flow to just six to 10 vendors with a higher frequency of delivery model where our trucks drop in two to who had been open about six months. “We were able to come in and provide an FMI three time each week, allowing plan for him. This meant we did a Core-Mark to provide fresh soGas King is a regional chain of gas demographic study of his market lutions to their customers. This stations, convenience stores and car area, established his profitability also reduces inventory, frees washes located in Southern Alberta per foot and prepared a detailed up cash flow, and helps make that has been working with Core-Mark plan-o-gram that showed him the our retailer bottom line profit,” for the last ten years. According to best placement for things like pohe says, commenting further Operations Manager Scott Sibbet, Coretato chips and other high margin that the frequency of delivery Mark approached Gas King with solutions items. By using our own data, as means Core-Marks’ team has that would enhance the operations and well as information from sources an intimate understanding of streamline the process of ordering by reducing the number of vendors that visit such as AC Nielsen and Alteryx, the store and its customers our stores. we were able to show what prodto deliver a service that really “By reducing the number of vendors, ucts would work best in this mardrives sales while limiting the we have fewer interruptions from sales ket area. Our goal is each store’s amount of time store staff have reps and delivery personnel. Also besuccess.” to spend restocking shelves cause of that, we have fewer invoices to Surprisingly, there is no cost for and displays. process. Secondly, we were able to rethis service. And, says Arcand, Arcand notes the Core-Mark duce our liability by having products like “We provide value, beyond price, team consists of a Territory cigarettes and tobacco delivered directly why wouldn’t they consolidate Manager who works like a busito our stores.” their purchases through Coreness consultant to the retailer. Currently Core-Mark’s team services Mark.” There are also sales Associates the Gas King stores twice a week. “This Certainly, the call to Core-Mark and Merchandisers who work reduced our need for inventory, a factor was one made by industry leadalongside store staff to ensure that improved cash flow.” Core-Mark proers such as Mac’s and Gas King. stock levels are optimum and vides Gas King with in-store ordering and Both are multi-unit operators that the right assortment is on hand merchandising for many of the products have a lot of market savvy. For for the store’s specific demothat we order such as bread, milk, sandthem the call was one that made graphic mix. wiches and other items. “This allows our simple business sense. Core“Our Territory Manager staff to focus on what is most important Mark took a lot of the guess work might ask ‘How’s your candy – customer service.” out of ordering, kept inventories program working? I noticed Sibbet reports having Core-Mark is like as low as possible without comyou don’t have Kit Kat and this having a category manager on hand. “We promising sales, and handled is the number one seller, actake advantage of the data Core-Mark is tricky stock challenges like those cording to Nielsen data.’ Or, able to provide us with. This data helps with tobacco. ‘I noticed your snack display is us decide what products we should have It’s really all about efficiency. positioned away from the highin stock. After all, these products are the According to Eric Rolheiser, this is est traffic location (according to best selling products in our channel.”

CONVENIENCE & CARWASH CANADA

where Core-Mark truly shines. Their Vendor Consolidation Initiative (VCI) is one that is already reshaping the industry. Consider a typical operator may see a delivery from a dairy supplier, multiple soft drink companies, a

Core-Mark has the warehouse and delivery equipment to handle multiple temperature platforms accommodating everything from ice cream and fluid dairy, frozen and fresh sandwiches, to dry goods.

July | August 2012

variety of snack suppliers, as well as sandwich makers and bakeries to name just a few of the more than 40 times each week an average c-store opens the receiving doors for a truck shipment. “The middle point of our pyramid is one that shows how we make it easier for our customers to do business. We want to take the stress out of c-store operations. We are doing this through vendor consolidation. The VCI program eliminates the need for multiple weekly deliveries from multiple vendors and simplifies the supply chain to just one full service supplier,” he says, noting that stores are finding other advantages such as improved inventory turns, more working capital, and seeing fewer out of stock situations on best selling items. When it comes to category management, Core-Mark offers another ace up its sleeve. A key element to making VCI a powerful force is SmartStock®, a program that provides retailers with the opportunity to increase sales at higher margins. With this program Core-Mark can focus on sets typically handled by DSD. SmartStock® eliminates the need for multiple vendors providing Customers with the right products and plan o grams, saving customers resources, money, and time. According to Arcand, SmartStock® merchandisers are program specialists, assigned to each SmartStock® customer to merchandise their store as required. These SmartStock® specialists manage each shelf for each set, ordering, rotating, pricing and writing credits, thereby assisting the retailer in labor and merchandising efforts while driving store sales and profits. Dene Hargreaves is in full agreement regarding CoreMark’s ability to make a positive difference. Hargreaves is Program Manager with Wink’s Plus, an affiliate banner program developed by Mac’s Convenience Stores Inc. for independent c-stores in Western Canada. Winks Plus is a comprehensive program that balances the needs of the independent operator, the suppliers and the distributors and touches on every aspect of the convenience

store industry that impacts its 458-member group of independent c-store retailers. He reports they offer a support service for independent retailers to bring them up to the punching weight of chains. To do this they look for powerful partners. “Core-Mark is essential in this regard and they are continually improving their capabilities and services. For instance the Vendor Consolidation Initiative ticks all the boxes and creates a one-stop shop for independents. It also reduced paperwork, a big plus for the small business owner, and the combination of Wink’s market clout and Core-Mark’s size means buying power that very few can touch.” “Up to this time, c-stores looked to tobacco for the big slice of sales. This is going away and operators have to be prepared and find new ways to drive people into stores. Having someone in your corner to show you the places to merchandize specific products, how to develop your power aisle, and what to do with a product that is not moving in 30 days is invaluable.” Hargreaves mentions the drive to more fresh product in store as a good example of current moves that are important. The frequency of delivery allows CoreMark trucks to offers a growing assortment of things like fresh sandwiches, fruits and salads to stores that are finding more time strapped customers searching for a quick snack or nutritious fast meal. Core-Mark offers a comprehensive platform and delivery model to enable customers to find their way to fresh foods more often. Indeed, the foundation of the platform is their state-of-the-art supply chain that features refrigerated docks and fleet of tri-temperature trailers built specifically for delivery to convenience stores. According to Eric Rolheiser the company’s highfrequency delivery solution, means multiple deliveries per week, enabling customers to stock short-shelf life fresh foods, improve their in-stock position and reduce unnecessary inventories. Putting it all into perspective, Eric Rolheiser com-

ments, “We have made the investments in state of the art distribution centres, multi-temperature trucks, human resources, industry leading information systems, category management data, and cutting edge marketing expertise. This is the value we bring to the table,” he says concluding that Core-Mark will continue to make every effort to earn the respect of their customers and provide value to their businesses.

The frequency of delivery allows Core-Mark trucks to offer a growing assortment of items like fresh sandwiches, fruits and salads to stores that are finding time strapped customers searching more often for a quick snack or nutritious fast meal.

CONVENIENCE & CARWASH CANADA

For everything you need / ICHES NDW /ENTREES A S H T FRESS/YOGUR K DRIN

S R ITEM OOLE DELI C

DAIRY

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CIGARETTES, CIGARS & OTHER TOBACCO PRODUCTS

AN D HEATERVICE B A R S G OOD EAT F

D BAKE DS GOO

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GE ERA BEV RVE N E E Z FRO SOFT S & HOT D O FO

Food Service Programs

www.core-mark.com email: carcand@core-mark.com

Contact your local Core-Mark office Ontario 1-877-864-0285

NW Ontario/Sask. 1-800-665-7575

RAGE BEVE RETAIL

Manitoba 1-800-982-7552

Calgary 1-800-242-8402

Vancouver 1-800-663-9963

continued from page 28

ganize a team dedicated to improving the quality of foods in store. Here, she will bring in new workers with culinary and food science backgrounds as well as engineers and designers. The goal is to keep the ball rolling on 7-Eleven’s fastest growing category. “Convenience retailing is undergoing an evolution,” says Karen Weldman, vice president of New Business Development, Express Division at

MTY. “Stores are now more customer targeted and more service focused than ever. A foodservice offering is all part of the contemporary face of Canada’s c-stores. Without the edge that prepared food items deliver stores will find it increasingly harder to compete.” Weldman is spearheading a drive to launch more Country Style and Mr. Sub brands in convenience retail sites across Canada. “Mr. Sub was established in Canada in 1958 and is a well known and highly respected brand. The same is true for Country Style. Together the brands offer an exciting alternative for customers who see both marquees as high value and high quality players in foodservice,” she

says, remarking c-stores need only 480 square feet and about $150,000 to invest to get into a full day part foodservice business that consists of a Country Style premium coffee program, and fresh-made Mr. SUB sandwich offer. Over at Core-Mark Canada, Canadian President, Eric Rolheiser reports they have positioned themselves to be a strong force in the fresh segment. In fact, the company rebranded as “The Fresh Solution” a few years back. “The c-store customer wants to take home salads, ready-to-eat (RTE) foods, fresh sandwiches and other things,” he says, noting to really get a program like this working, in-store deliveries must be frequent and more efficient or

CONVENIENCE & CARWASH CANADA

Great coffee is essential to a growing breakfast opportunity. stores will suffer from higher levels of spoilage and higher cost of goods. “To ensure the convenience channel provides what consumers want and recognizes sustainable profitable growth, we must consolidate the deliveries made by many different suppliers.” He suggests that Core-Mark has the facilities, the trucks, and the dedicated personnel to make fresh foodservice a reality and provide the frequency of delivery required to execute a proper fresh program through their vendor consolidation initiative. Companies like Core-Mark are invaluable when it comes to market advice, product range, and even sourcing the right equipment. For example, they offer frozen entrees that can be heated in-store or at the office and a pizza program that can be sold hot by the slice, by the pie or refrigerated for take n’ bake. “These pizzas are great opportunity for stores close to schools,” says Chuck Arcand, corporate director of Canadian Marketing. Core-Mark also offers a Campbell’s soup program complete with kettle, as well as a new George Pepper soup line. There is also a roller grill offering that goes beyond hot dogs to offer breakfast burritos and other items, a pastry assortment that includes frozen product (six varieties of donuts) that is on a par with anything in the market. More, Core-Mark offers a sandwich program that features 30 plus varieties of fresh and atmospherically modified (CO2) selections. “There are no cookie cutter approaches to foodservice in convenience retail. Everything is very specific to a store’s market,” adds Eric Rolheiser. “To help our customers be successful, we provide customized category management tools and expertise to deliver what consumers want. We have worked hard to bring our foodservice offering to a higher level. For example, our Acadia Bay coffee program is a 38

July | August 2012

high quality on demand offering that speaks volumes about the store and how they execute their foodservice program. With this program we come forward with equipment and signage to drive sales. A good coffee program provides the foundation to incremental food sales and more frequent visits by consumers.” Great coffee is essential to a growing breakfast opportunity. According to HQ Fine Foods, Director of Sales, Doug Zentner, the breakfast category is growing in the c-store channel. HQ Fine Foods offers 35 skus in the sandwich category with both fresh and modified atmosphere products along with frozen breakfast skus. He reports their bestsellers are the Quality Double Burger Burger, the cut in half Quality Super Pizza and Hygaard Little John. HQ Fine Foods brands Hygaard and Quality arrive at stores via a relationship the company has with National DSD, a wide line distributor with a lot of territory that it covers with a fleet of more than 200 vehicles servicing the country. “Our people are in stores on a scheduled basis to service sandwiches and other snack sections throughout the operation,” says National DSD’s Henry Arsenault, who reports the company offers multi-temperature trucks, an attribute that creates something like a snack foods warehouse on wheels. It also means consistent restocking, a major factor in customer needs. “When c-store customers come in looking for a particular snack/sandwich it’s important to have the right product on hand. This represents the convenience that keeps people coming back to your store,” he says, concluding that like all things in c-store, success comes down to convenience and service execution.

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Grab N’ Go

Morning period accounts for 34 per cent of traffic for grab n’ go with another 41 per cent of traffic looking to stores for quick on the run snack items. Lunch accounts for 19 per cent of food traffic.

Operators are making hunger a thing of the past for time weary shoppers with stores offering a wider assortment of ready foods and quick snacks Quick grab snack items stand out as the leading item for consumers in Canada’s c-stores. According to a recent survey by Snack Factory, people have a preference to reach for snacks throughout the day instead of having three solid meals. Also, the study found a shifting paradigm of what is considered a snack, for example a hot dog or pizza slice sold as a snack instead of a meal can increase traffic at c-stores throughout the day. NPD reports that visits for food for immediate consumption were up

CONVENIENCE & CARWASH CANADA

three per cent for the year ending in October. This compares to an increase of just one per cent for fast-food chains. C-stores are heavily dependent on the morning and on snacks for much of their traffic. In-

pany that prides itself on providing its customers with healthy, locally-sourced fresh foods. The entrees which meet the Health Check criteria include Szechuan Beef with Vegetables and Rice, Hearty Alberta Beef Stew, Curry Vegetable Stew with Tofu and Rice. Mac’s has earned a leadership role among Canada’s c-stores thanks to its good-for-you alternatives. For example the chain’s “Take Away Café” section along the back wall products such as tuna salad kits, Carnation Instant Breakfast RTD beverages, BioX Protein bars and fruit salad were available. As well, customers could easily find things like a variety of dried fruits and nut assortments in addition to granola bars, Fiber One bars, Vector and oat bars such as Quaker’s new Fiber and Omega products. Among the gas station c-stores there is considerable movement regarding grab n’ go options. For instance Esso’s Tiger Express is partnering with Tim Horton’s to make a coffee and pastry a greater part of petroleum purchases. At Shell they are paying to the sector with both product assortment and tie in promos to cross merchandize. At Shell operators utilized the coffee area to promote healthy snack food alternatives such as granola bars, Sun Rype fruit snacks, and Quaker’s Oatmeal To Go. Standalone racks offered a wide assortment of Planters nuts and seed items. At Chevron’s Town Pantry locations c-stores have partnered with well-known foodservice brands in a move designed to enhance consumer trust. In store customers can pick up coffee from a Van Houtte kiosk, pastries and quick sandwiches from Bread Garden modules or hit the Triple O’s for a larger meal option. Petro Canada’s Neighbours locations are in the midst of a major work over to make sites even more valuable to time crunched Canadians. Look for more selection and services with stores selling both grab n go options like wraps and traditional sandwiches to grilled Panini and more as this chain works to take advantage of the gains in c-store ready to eat foods. The bottom line on grab n’ go is that this store sector is hot with opportunity. Want to satisfy that hunger for profits? Get moving on grab n’ go.

According to Kellogg Canada National Sales Director Mark Richie, 40 per cent of consumers are interested in good-for-you snack options that meet grab n’ go needs.

In B.C. Mac’s Convenience Stores are working with the province’s Healthy Families B.C. initiative.

40 July | August 2012

deed, the NPD report shows the morning period accounts for 34 per cent of traffic for grab n’ go with another 41 per cent of traffic looking to stores for quick on the run snack items. Lunch accounts for 19 per cent of food traffic. Breakfast saw gains of five per cent for the year ended in August. By and large, the grab n’ go sector is populated by pastry items, single serve hand held foods like pizza and packaged sandwiches, as well as fresh fruit, and nutritious portable foods like grain/fruit bars that are typically cross merchandised with hot beverages. According to Kellogg Canada National Sales Director Mark Richie, 40 per cent of consumers are interested in good-for-you snack options that meet grab n’ go needs. “For the independent looking to improve their business even more, I would suggest starting with a review of the snack offerings within the store. Are opportunities being missed because the consumer is not looking for indulgence? Is there a smarter and healthier snack offering?” he asks, noting Kellogg offers healthy snacks such as All-Bran, Nutri-Grain, Special K and Kashi bars which address specific daypart needs. At Otis Spunkmeyer they are working the market with Tasty Grain bars. This entry is available in two flavours – Triple Berry and Trail Mix – and comes frozen, ready-to-bake. This means customers get the nutritious goodness of a granola style bar with the experience of fresh baked taste. In B.C. Mac’s Convenience Stores are working with the province’s Healthy Families B.C. initiative. At its 57 B.C. locations Mac’s will offer, in addition to a wide assortment of things like bars and ready-made sandwiches, three entrees produced by Mava Foods, a Richmon-based com-

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New Trends in C-store Design. The designer must work hand in hand with the storeowner to tailor the concept so that it is appropriate for the clientele of each location.

July | August 2012

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With smaller margins on fuels sales, the petroleum site convenience store is no longer being designed just to be the place to pick up your tobacco and chocolate bars. Your image to your customers is without question one of the most important messages a retailer can communicate. Here, exterior and interior design speak volumes and allow a store to reach out to open that first conversation with customers who look upon signage, colour scheme, architecture, and logo as powerful communications about the shopping experience to come. Inside, the use of expanded glazed storefronts and well-lit interiors allow customers, especially women, to feel more comfortable, safe, and secure entering the store. Expanded glazed storefronts also allow for a full view of product offerings to the shopper. Good design tells shoppers the experience will be modern, safe, trend conscious, and comfortable. With positive image in mind, convenience stores are now being designed as marketing tools to help build and retain customer loyalty. With expanded product lines and the introduction of ‘branded fast food offerings’ such as Country Style, Robbins Donuts, Coffee Time and Subway, convenience stores are becoming a place of destination. Importantly, this relationship with collateral foodservice brands also means assistance with store design, sales and management training, as well as store merchandise selection and set up. The interior of today’s convenience store is designed with more attention to the customer’s wants and needs. This is why different stores owned by the same retailer will not always have the same product lines. Some locations may require coolers for prepackaged meals, where other locations may include an expanded grocery section. The designer must work hand in hand with the storeowner to tailor the concept so that it is appropriate for the clientele of each location. ‘Cookie Cutter’ designs no longer work, and boring sterile environments are a thing of the past. The interiors of the stores need to be flexible, both in terms of product display and placement. Flexible interior designs are also necessary to accommodate a rapidly changing retail environment. Retailers are moving towards using standard fixture systems that are specifically designed for the c-store market–fixtures that allow for maximum flexibility in display and create an individual look. Product specific fixturing is designed to allow for the addition or subtraction of shelving, which in turn will allow for the flexibility to merchandise various type of product. Signage can be

added to the top of the displays to advertise the different items on the shelves, and can also be used to exhibit special featured sales. Finish durability is another concern for the designer. Many convenience stores are open for longer hours or 24-7, and the surfaces and finishes must be able to stand up to the extra wear and tear. Neutral colours and finishes provide an excellent backdrop for colourful store signage. This helps in two ways. First, the colours of the signage will stand out against the neutral finish, and customers can more easily identify the departments. Second, it allows the store signage to be changed as often as the owner wishes without having to revamp the entire store. Signs can be changed on a regular basis to keep the store looking fresh and up-to-date at a much lower cost. Security and sales of tobacco, typically displayed and sold from behind the cash, has drastically changed with the new â&#x20AC;&#x2DC;go darkâ&#x20AC;&#x2122; laws across the country. Now retailers are scrambling to figure out what to display on the back wall and how to manage tobacco sales. New dispensers have been introduced into the market that dispense the required package of tobacco at the simple touch of a button, while at the same time keeping track of inventory and keeping all merchandise concealed. Now a new question arises about how to use all the newly available back counter space that used to be reserved as a tobacco viewing area. Some retailers are merchandising

impulse items on the back wall and some are turning to promotional signage. This is definitely an under-used area at this moment of change. In addition to retail space, other important areas that should be addressed include storage, preparation areas, and washrooms. Stock rooms need to be large enough to prevent high-turnover items from running out. Customers will not remain loyal if their favorite items are only available some of the time. Food preparation areas have to be designed to be convenient and efficient for the staff. Washrooms should be located at the side or rear of the store, away from the cash to draw customers past the products. They should be kept clean and comfortable, as they are frequently mentioned in customer surveys as areas that need improvement. Convenience stores are developing into a new era of higher convenience for customers. Good store design is essential to make this welcome transition to more service smooth and profitable.

G. L. Smith Planning & Design Inc. 229 Sheppard Avenue West Toronto, Ontario M2N 1 N2 Tel: 416-497-3662 Fax: 416-497-6380 Cell: 416-520-2108

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캐나다의 봄과 여름이 실종된 모양인듯 동부의 This June 7th saw the completion of another successful UKCIA of Canada event with the 끝자락 뉴 브런스윅이나 밴쿠버의 유월이 비오는 conclusion of the 3 day general meeting, forum 날씨가 연속되며 대기의 기온이 좀처럼 오르지 못 and discussion in St. John, New Brunswick. 하고 있습니다 얼어붙은 전세계의 경제상황처럼 Noteworthy was the participation of two 기후및 생태계도 유난스레 이상을 보이는군요 저 senators from Canada’s parliamentary upper 희 총연은 6월 7일 부터 3일간의 총회및 포럼 그 house, the Korean Consul General from the 리고 간담회등을 멀리 동부의 뉴브런스윅 세인트 province of Quebec and Byungtae Cho the 죤 에서 무사히 일정을 마무리 하였습니다 특히 이 president of the 11th World Korean Business 번 행사는 연방상원에서 두분의 의원님이 참석해 Convention who joined us from Los Angeles. 주셨고 퀘벡주의 총영사관에서 총영사님과 한분의 Over the course of the gathering I again re영사님 그리고 멀리 로스앤젤리스에서 제 11차 John Bok alized the greatness of Korean Canadians of 한상대회 대회장님이 자리를 같이 하여주셨습니다 whom Xmany are successfully operating businesses with their typical energy and courage in locations from 6500 Km 떨어진 동부의 끝자락에도 우리의 회원님들은 여 one end of the country to the other. I was proud of the comments 전히 힘차고 용기있는 모습으로 사업을 성공적으로 운영하고 from senator Hon. John Wallace who stated that more diligent, 계심에 참으로 우리는 대단한 한민족임을 다시한번 일깨워 주 courageous businessmen like us are needed. 었습니다 특히 Hon. Yonah Martin 상원의원과 함께 찾아주신 It was suggested by senator Hon. Yonah Martin that a national Hon. John Wallace 의 말씀처럼 동부에는 우리들처럼 부지런 association like ours should come to Ottawa to provide gov하고 용기있는 사업자가 더욱필요하고 원한다면 최대한 편의 ernment with a greater understanding of our position through meetings and forums in the nation’s capital. She mentioned that 를 제공할수있도록 도와준다는 언급도 받았습니다 특히 우리들 it would be her pleasure to make efforts on our behalf when it 의 자랑인 연아 마틴 상원의원께서는 총연과같은 전국을 대변 comes to generating interest for our cause in Ottawa among 할수있는 단체가 오타와같은 수도에 찾아와 회의및 포럼을 개 최하여 우리의 정당한 목소리를 정치인들에게 전달할수있는 기 politicians. Some of the leading issues in our cause that we face today 회를 마련하라는 주문과 도움을 주겠다는 이야기도 들었습니 are Illegal tobacco across Canada, tax benefits for small business 다 특히 전국에서 문제가되는 불법담배, 소규모 상공인의 세제 owners, the challenges in getting loans from monetary institu- 혜택 금융권의 대출한도 그리고 한국과 캐나다의 자유무역협정 tions and the FTA (Free Trade Agreement) between Canada and 등의 현안들은 각지구협회의 혼자만의 힘으론 역부족이며 총연 South Korea. Our view is that through united efforts spanning 에서 주관하여 공동으로 노력하면 이루어질수있다는 확신을 얻 from the grass roots at the association level to Ottawa we can 었습니다 conquer these challenges. 총연은 또한 초영사관과도 협조하여 우리들의 사업이 동부에 During the gathering the Association agreed that the Eastern 서도 활발히 이루어질수 있도록 각지역 주의원들과도 연계하 Canada chapter should cooperate more closely with the Korean 여 각주별로 계획된 발전계획을 접할수있도록 하여야 한다는데 Consul General to obtain business information such as provincial development plans that can help business grow. Also, there was 동감하였습니다 또한 우리의 2세들이 그들의 만남의장을 만들 discussion about establishing a meeting place for second gen- 어 대화와 교류를 통하여 캐나다 사회의 일원이 될수있도록 협 eration Korean Canadians who could come to a central site to 력하는 관계를 이루어 나가는것을 논의하였습니다 한편 모국에 converse with each other, exchange ideas and form cooperative 서 매년 개최되는 한상을 적극홍보하고 회원들의 참여를 독려 relationships as ways to further integrate into Canadian society. 하여 전세계의 한상이 정보교류등을 통하여 각자의 사업영역에 Byungtae Cho, the president of the World Korean Business 도움이될수있는 방향을 한상 조병태 대회장으로부터 전달 받았 Convention brought greetings and promoted the annual World 습니다 Korean Business Convention. He suggested that members 금년 개최된 총회에서는 의외로 뉴 브런스윅의 지역협회의 participate at the convention and showed how networking can 적극적인 협조에의하여 성황리에 성과를 거두었으며 총연의 갈 be beneficial to business through the exchange of information 길을 설정하는 훌륭한 회의였다고 자부합니다 생각으로만 끝나 among the global web of Korean businessmen. I wish to thank the presidents from many chapters across 지않고 행동으로 나아가는 협회가 되도록 이미 차기회장도 선 Canada, the executive members who participated at the meet- 출하여 업무가 중단됨이 없도록 하였습니다 동부의 뉴브런스윅 ing, and, in particular, the president and the executive members 에서 우리의 회원이 운영하는 호텔에서 열린 행사에 참석해주 from the New Brunswick chapter who provided much assistance 신 여러지구협회 회장단및 임원진 특히 편의를 제공하신 뉴 브 to make this such as successful event. As well, thanks must go 런스윅 회원및 임직원 여러분께 진심으로 감사드립니다 연아마 to Senators Yonah Martin and John Wallace as well as our spe- 틴 상원의원 및 특별초대인사 여러분께도 전국의 회원및 회장 cially invited guests who joined us. Lastly, I would like to thank 단을 대표하여 큰 박수 보내드립니다 the president and staff at Best Western Plus Saint John Hotel & 10 월에 열리는 한상에서 뵐수있는 영광 바랍니다 Suites for their hospitality and professionalism during the three감사합니다 day meeting. Special Thanks All should mark October 2012 as a date for the World Korean Best Western Saint John Hotel & Suites Business Convention. I look forward to seeing members from 이 병문 사장님과 임직원께 감사 드립니다 Canada at the 12th world gathering this fall.

Thank you. John Bok, President, UKCIA of Canada CONVENIENCE & CARWASH CANADA

캐나다 한인 상공 실 업인 총연합 소식 UKCIA of Canada는 6월 8.9일 NB 주 SaintJohn (Best Western Hotel) 에서 2012년차 총회 및 비즈니스 회의 사업 설명회를 개최 하였다. 각지역협회장단 .이사장및 지역 이사들이 참석 하였으며NB 지역 Senator John Wallace. BC. 연 아 마틴 상원의원. Montreal ICAO 대사 최 동환. 2012년 세계한상대회 조병태 대회장 이 참석하여 캐나다 한상들에 경제활동의 현재와 미래에 대해서 논의 하였으며 한카 FTA 촉진의 필요성에 관해서 도 의견을 같이 하였다. 소상공인 보호에 대한 본협회의 입장을 알렸으 며 새로운 사업으로의 전환을 촉구 하기도 하였으 며 세계경제가 위축되어 있는 이때에 우리 카나다 한상의 기지를 발휘하여 한걸음 더 나아갈수 있도 록 하자고 힘을 모으고 정보를 긴밀히 교환 하기로 하였다. 총연의 년차 총회에서는 각지역 협회의 활동 사 항 보고가 있었으며 지난회계년도 사업.결산보고

July | August 2012

안을 통과시켰으며 2012-2013년도 새 예산안과 사업안을 통과 시켰다. 또한 복종한 회장의 차기 총연합회장 선출안을 발의하여 지역 회장단들에 의견과 동의 제청으로 선출안을 상정하여 현 부회장 이봉섭을 만장일치로 선출 하였다. 차기 AGM은 오타와에서 캐나다한상 포럼과 캐 나다 한상 비즈니스 데이를 선포하며 다양한 프로 그램으로 개최 하기로 결정 하였다. 조병태 한상대회장께서는 홍보를위해 본협회를 방문하시여 한상발전과 금년도 대회의 내용들에 대해서 설명회를 가졌으며 한상대회를 모르는 회 원들께 적극 홍보활동을 하시기로 하여 여러 나라 를 방문 한다고 하였다. 이번회의에는 년인원 120명이 참석하였으며 NB 협회 회장 김대진 이 주최한 만찬에는 지역 동 포들에 참석으로 지역 현안에대한 의견들도 교환 하여 보람된 행사였다고 하였다.

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해서 워시월드사의 레이저 시스템에 대 요? 세차장 오너들은 무엇이라고 할까

기술이라서 구매했습니 “우리는 레이저 시스템이 가장 최신 다. nt)은 기계를 직접 옆에서 계 원격관리 시스템(Virtual Attenda 속 장점입니다. 고객들도 이 시 지켜보지 않아도 되기 때문에 큰 스템을 하고 있습니다.” 설치한 것에 대해 저희한테 고마워 매스 애비뉴 세차장의 그렉 톰슨씨 서비스도 최고입니다. “그 기계는 정말 대단해요. 직원들과 레이저 시스템은

초고속 세차 시스템과 레이저 초정밀 세차 시스템중 선택하시기가 어려우시다고요? 그러실지도 모르지만 한가지 좋은 소식은 저희는 나중에 다시 도입하려고 하면서 현재의 세차 시스템 공급을 중단하지는 않겠습니다. 귀하께서 항상 선택권을 가지신다는 것은 좋은 일입니다. 워시테크에 전화 주시면 귀하의 올바른 선택을 도와 드리겠습니다.

Is the choice between High Velocity and Razor going to be difﬁcult?

스 세차장의 스코트 포드씨 정말 뛰어난 설비예요.” 소피 새디

호평을 레이저 시스템에 대해서 왜 이렇게 할까요? 그것은 레이저 시스템을 이기 돋보이게 하는 이러한 특징들이 표준 때문입니다.

ant®)- 세차 • 원격관리시스템(Virtual Attend 설비조정을 위한 현장 입회 불필요 • 부드러운 원형 아치 세차 동작 를 통해 일회 • FlexPass® system – 아치형 설비 통과로 상부와 측면 동시 세차 시스템으로 차량 • VS2®–차량 사이즈 자동 측정 위치 조정 불필요 로 완벽 세차 • 차량 앞과 뒷면은 3회 왕복 기술 움직임 불필요 • 벨트 구동 기술 적용으로 차량

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By Kelly Gray

편리함에 대한 욕구 캐나다인들이 전국적 으로 편의점 내의 새 프로그램과 제안 상 품에 반응을 보이므 로 음식서비스 부문 의 판매 증가를 볼 것 을 기대하십시오.

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캐나다인들은 편리함을 갈망한다. 편의점들은 한때

도처에 존재했던 돌아가는 롤러위의 핫도그 이상의 다양한 음식서비스를 제공하여 고객의 배고픔을 만족 시킨다. 편의점 소매업체의 68퍼센트가 현재 업소에 서 준비한 음식을 제공하며 또다른 3.8퍼센트는 업소 내에서 유명상표 음식서비스 파트너를 특별히 갖추고 있음을 생각하라. 간단하게, 편의점은 전국에 25,000 개가 있으며 캐나다인들은 시간에 쫓기는 세상에서 배를 급히 채우기 위해 이 편리한 가까이 하기 쉬운 점을 활용하고 있다. 조리된 음식에 있어서, 소비자들이 편의점에서 가 장 많이 선택하는 제품은, (제일 인기있는 제품부터) 은 델리 미트 샌드위치, 치킨 요리, 버거, 핫도그, 아침 용 샌드위치, 프렌치 프라이, 그리고 피자이다 (NPD Group의 CREST 서비스). 스낵 제품은 편의점에서 가장 인기 있는 품목이며 조리된 음식중 가장 인기 있 는 델리 미트 샌드위치를 훨씬 능가한다. 마이크로오븐에 데워먹는 냉동 디너를 특별히 볼 때, 시간대가 중요하다고 NPD Group의 산업 전문가 인 Joel Gregoire씨는 말하며 거의 모든 부문과 업소 에서의 음식 및 음료 소비를 추적하는 국내 음식 산업 의 추세 조사 서비스의 결과를 주목한다. “18-34세 의 젊은이들은 이 부분이 제공하는 간편함 때문에 점 심때 냉동디너를 먹을 가능성이 크다. (예를 들면 직 장에서). 65세 이상의 소비자들은 주로 저녁으로 먹 는데 바빠서 먹기보다는 이 나이대의 소비자들은 준 비를 거의 하지 않아도 되는,(치우는 것도 거의 없음) 집에서 먹는 저녁으로서의 해결책이라는 것이다.이 부문은 독신자에게 완벽하다. 대낮에 젊은 소비자를 위한, 바쁠 때 먹는 해결책으로 냉동된 조리음식을 특 정한 위치에 배치하는 것은 편의점 부문에서 판매하 는 것이 더 적합한 것으로 입증될 수도 있다. 이를 염 두에 두고, 만약 편의점 내에서 먹을 수 있도록 냉동 음식을 제공한다면, 음식을 데워서 먹는 것을 돕는 편 리한 환경을 만드는 것을 고려해야 한다.” 편의점내 음식서비스가 완전히 발달한 미국에서는, 유행을 따라서 안정적인 이득을 얻고 있다. Technomic사 는 조리된 음식 및 기계로 제공하는 음료 부분에서의 편의점의 평균 업소당 매출액이 2011년

52 July | August 2012

에 $136,000이상이 되었으며, 2007년의 $123,000보다 상승했다. 편의점 음식서비 스는 많은 업소들이 음식서비스를 추가하 고 음식서비스의 경험이 많아짐에 따라 대 부분 음식 및 스낵 부분에서 성장했다. Technomic사는 미래의 비즈니스 성장 에서 중요한 부분이 될 간단한 간식(스낵) 과 다양한 음료와 아침식사에 대한 수요 과 같은 주요한 경향을 예상한다. 이 기회 를 최대한 활용할 좋은 커피 프로그램을 갖추고 있는 업소를 찾으십시오. 고객들이 이미 출근하면서 신속하게 모닝 커피를 사 기 위해 업소에 들어오고 있는 것이 사실이 다. 음료와 함께 손에 신속히 잡을 수 있는 아침식사용 음식을 다양하게 제공하시면 어 떨까요? 편의점에서의 음식서비스의 핵심은 이익 이 지속될 것이라는 점이다. Technomic사 는 연간 편의점 음식서비스 성장이 지난 4 년동안 2.8퍼센트에 비교하여 2014년에 명 목상으로 3.4퍼센트에 이를 것으로 예상한 다. 이 숫자는 전체 음식서비스 산업의 예상 되었던 성장률인 2014년까지의 연간2.5퍼 센트를 초과한다. 미국에서의 이 추세가 캐 나다에서도 반영될 것이 예상된다. 또한 미국내에서 고품질의 제품을 제공하 기 위해 필요한 음식서비스 부분 근로자가 굉장히 많이 늘어났다. 음식서비스를 제공 하는 직원을 가진 업소가 지난 4년의 기간 동안 거의 17퍼센트에서 33퍼센트로 두배 가 되었다. 이는 캐나다의 편의점 운영자들 이 음식서비스의 제공을 위한 직원을 고용 하기 위해 패스트푸드업체와 경쟁을 한다는 것이다. 7-Eleven사의 혁신적이고 신선한 음식 부문담당 부사장인 Kelly Buckley씨에 따 르면, 소매업과 음식서비스 부문사이의 경 계가 희미해졌다. Kelly Buckley씨는 소매 업계에서 일하던 사람은 소매업계에 남고

음식서비스 부문에서 일하던 사람도 그대로 음식서 비스 업계에 남았다고 말한다. 이제 각 집단에 속했던 직원들이 다른 집단 사이를 넘나들며 이직한다. Buckley씨와 그녀의 동료들은7-Eleven사가 제공 하는 음식서비스에 많은 주의를 기울인다. 현재, 업 소내 공간의 25퍼센트를 뜨겁고 신선한, 바로 먹을 수 있는 음식에 사용한다. 이는10년전보다 15 퍼센 트가 상승한 것이다. 이 증가하는 추세를 돕기 위해 Buckley씨는 업소내 음식의 질을 개선시키는 것을 담당하는 팀을 구성할 예정이다. 이 팀으로, 그녀는 엔지니어 및 디자이너뿐 아니라 요리 및 음식 서비스 의 경력을 가진 새로운 직원들을 투입할 것이다. 목표 는7-Eleven사의 빠르게 성장하는 음식부분이 계속 성장하게 하는 것이다. “편의점의 소매업이 진화하고 있다,”라고MTY 사의 즉석 음식 부분의 새로운 비즈니스 개발부분의 부사장인Karen Weldman씨는 말한다. “업소들은 이제 손님의 요구와 서비스에 전보다 더 중점을 둔다. 음식서비스를 제공하는 것은 캐나다의 편의점의 현대 적 면의 일부분이다. 조리된 음식 제품이 제공하는 유 리함없이 편의점들은 경쟁이 점점더 어려운 것을 알 게 될 것이다.” Weldman씨는 캐나다 전역의 편의점에서Country Style과 Mr. Sub의 상표의 제품을 더 많이 도입하는 운동을 선두에서 추진하고 있다. “Mr. Sub은 캐나 다에서1958년에 만들어졌고, 유명하며 매우 존경받 는 상표이다. Country Style도 마찬가지이다. 두 상 표가 모두 음식서비스 부문에서 가치가 높고 품질이

좋다고 여기는 소비자들에게 신나는 대안상품을 제공 한다,”라고 말한다. 그녀는, Country Style사의 프 리미엄 커피 프로그램과 즉석에서 만들어진Mr. SUB 샌드위치를 제공하는 것으로 구성된 하루종일 업소의 일부에서 음식 서비스를 제공하는 비즈니스를 시작하 기 위해 편의점 내부에 이 상표의 구획을 만드는 데 단지 480평방 피트가 필요하며 약 $150,000투자액 이 필요하다고 말한다. Core-Mark Canada사의 캐나다 사장인 Eric Rolheiser씨는 신선한 음식부문에서 자기 회사가 우 위에 위치해 있다고 보고한다. 사실상, 회사는 이미 몇 년전에 브랜드의 이미지를 “신선한 음식의 해결 책”으로 새롭게 했다. “편의점 고객은 집에 샐러드, 금방 먹을 수 있는 (RTE) 음식, 신선한 샌드위치 및 다른 것들을 갖고 가기를 원한다,”라고 그는 말한다. 그는 또한 이러한 프로그램이 진정으로 성공하기 위해서는 업소내 배달 이 더 자주되고 효율적이지 않으면, 업소가 많은 음식 의 부패와 제품에 대한 더 많은 비용으로 고통을 받을 것이라고 특히 언급한다. “편의점이 소비자들이 원 하는 제품을 제공하고 지속적으로 이윤을 창출하면서 성장하는 것을 보장하기 위해, 우리는 많은 다양한 공 급업체가 하는 배달을 통합해야 한다.” 그는 Core-Mark사가 신선한 음식서비스를 실현하 고 공급업체가 주도한 통합을 통해 적당한 신선한 음 식 제공 프로그램을 실행하기 위해 필요한 배달을 자 주 제공하기 위한 시설, 트럭, 및 전담직원을 가지고 있다.

CONVENIENCE & CARWASH CANADA

Core-Mark사와 같은 회사는 시장에 대 한 조언, 제품의 범위, 및 심지어 올바른 장 비의 공급업체를 찾는 것에 있어서 아주 귀 중하다. 예를 들면, 편의점 또는 사무실 내에 서 데워먹을 수 있는 냉동 요리, 피자를 낱개 로, 파이 전체를 뜨거운 채로, 또는 가져가서 오븐에 구워 먹도록 냉장된 제품을 판매할 수 있는 피자 프로그램을 제공한다. “이러한 피자들은 학교에서 가까운 업 소에서 굉장한 사업의 기회가 있다,”라고 Canadian Marketing 사의 법인 이사인 Chuck Arcand씨는 말한다. Core-Mark사 는 새로운George Pepper의 수우프 제품뿐 아니라 또한 뜨거운 물을 부어 먹는 Campbell사의 수우프 프로그램을 제공한다. 돌아 가는 그릴은 핫도그뿐 아니라 아침식사용 버 리토 및 다른 제품, 시장내의 어느 도넛과도 품질이 동등한 냉동된 제품을 포함한 패이스 트리를 모은 것 (6가지의 다양한 도넛)을 제 공한다. 더우기, Core-Mark사는 신선하고, 대기상 변경한, (CO2)의 30종류가 넘는 다 양한 제품을 특징으로 하는 샌드위치 프로그 램을 제공한다. “편의점 소매업 내의 음식서비스에 있어 서 일률적인 접근방식은 없다. 모든것이 그 업소의 수요에 특정하게 맞추어야 한다,” 라고 Eric Rolheiser씨는 덧붙인다. “우리 고객들이 성공하는 것을 돕기 위해서는, 소 비자가 원하는 것을 제공하기 위해 우리는 주문형으로 부문별 경영을 위한 수단과 전문 적 지식을 제공한다. 우리는 더 높은 수준의 음식 서비스를 제공하기 위해 열심히 일해 왔다. 예를 들면, 자사의Acadia Bay커피 프 로그램은 수요에 부응한 고품질의 커피를 제 공하며 그 특정업소와 그 업소의 음식서비스 프로그램을 실행하는 방식에 대해 많은 것을

54 July | August 2012

알려 준다. 이 프로그램으로 우리는 판매를 촉진하는 설비와 안내판을 내놓았다. 좋은 커피 프로그램은 음 식 판매 매출의 증가와 소비자들이 더 업소를 자주 방 문하게 하는 근거를 제공한다.” 맛있는 커피는 아침식사를 판매하는 기회에서 성장 하는 데 중요하다. HQ Fine Foods사의 판매 이사인 Doug Zentner씨에 따르면, 아침식사 부문이 편의점 부문에서 성장하고 있다. HQ Fine Foods 사는 냉동 아침식사와 함께 신선하고 환경오염을 줄이기 위해 개선된 샌드위치 부문에서 35 sku를 제공하고 있다. 그는 최고의 인기상품이Quality사의 Double Burger Burger, Quality사의 반으로 자른Super Pizza 및 Hygaard사의 Little John라고 보고한다. HQ Fine Foods 의 상표인 Hygaard와 Quality는 캐나다 전국에 서비스를 제공하는 차량이 200대가 넘 는, 많은 지역에 제품을 다양하게 공급하는 도매업체 인 National DSD사와의 관계를 통해 편의점에 도입 되었다.

이제 작은 크기로 제공됩니다

“업소내 우리회사 직원들은 영업시간동안 정기 적으로 샌드위치와 다른 스낵 부분의 제품을 제공한 다,”라고 그 회사가 움직이는 스낵 창고와 같은 효과 를 가져오는 특징을 갖춘, 다양한 온도 설정이 가능한 트럭을 제공한다고 보고한다. 그것은 또한 고객의 요 구에 있어서 중요한 요인인 일관된 재고보충을 의미 한다. “편의점 고객들이 특정한 스낵/샌드위치를 찾 을 때, 그 원하는 제품을 바로 구입할 수 있는 것이 중 요하다. 이는 편리함 때문에 손님들이 계속 업소에 다 시 온다는 것을 의미한다,”라고 그는 말하며, 편리함 과 다양한 서비스의 제공이 편의점의 성공을 가져온 다라고 결론을 맺는다.

세계 일등 브랜드

인정된 명성 입증된 크기 보장된 판매

6팩 및 낱개(싱글)로도 제공됩니다.

이 문서상의 정보는 담배 소매업자/도매업자만을 위한 것임. 광고용이 아니며 소비자들에게 보여줄 수 없음.

By Lee Barter, InfoNet Technologies 사, 수석부사장,

재고 관리

귀하의 성공의 필수품 재고관리 소프트웨어

소수의 소매업자들만이 재고 관리를 극대화할 수 있는 판매시점 관리(POS) 시스템을 최대한 활용한다는 것이 정말 상당히 놀랍다. 소매업자들은 소매점 운영에 많은 시간과 돈을 투자하며 판매시점 관리(POS) 소프트웨어 에도 마찬가지로 많은 시간과 돈을 투자해야 한다. 만약 소매업자인 귀하가 재고 수준, 추가 주문, 구입, 전혀 판매되지 않은 품목, 재고 정보, 공헌 이익-매출수 익으로부터 변동비를 공제하고 계산한 이익, 할인된 품 목에 대한 정보를 얻기 위해 가장 잘 팔리는 제품 ($ & 수익), 시간별, 종류별, 지난 6 주, 판매 수량이 많은 제 품, 공급자의 재고에 관한 보고서를 제공하는 판매시점 관리(POS)/보충 소프트웨어 (Back Office) 시스템으 로부터 보고서를 만들어 낼 수 없으시다면– 다음을 계 속 읽으세요. 전국 편의점 협회(NACS)에 따르면, “업소들은 인기 품목의 재고가 떨어지면 잠재적인 판매의 4% 를 놓치게 된다.” 업계의 연구는 다음을 알아냈다. “매장의 재고가 2.5 일로 감소한다면, 판매는 66%까지 증가할 것이다.” 그 이유는 다음과 같다: • 느리게 판매되는 재고는 인기 판매 상품의 공간을 차 지한다. • 매장에 재고가 너무 많으면 다른 품목이 물건 사이에 숨어 보이지 않는다. • 복잡하게 물건이 많으면 판매를 방해한다. 재고는 소매업체들이 유리한 부분을 놓치는 주요 부분 이다. 간단하다, 만약 재고를 관리하는 것을 돕는 판매시 점 관리(POS) 소프트웨어의 장점을 충분히 이용하지 않 는다면, 시간, 노력 그리고 가장 중요하게 돈을 낭비하고 있는 것이다. 어느 소매업에서든 성공의 비결은 재고 관리이다. 귀하 의 재고는 귀하의 업소 건물을 제외하고 가장 큰 투자를 하는 부분이다. 투자의 수익을 극대화하기 위해 귀하가 판매하는 각각의 제품의 수익성을 확보하기 위해 현명한 경영이 필요하다. 재고를 잘 관리하면 귀하의 수익이 증대하고, 재고를 잘못 관리하면 사업이 망하게 된다. 요즘 편의점의 재고 의 크기와 품목의 다양성 및 판매촉진 및 제품 프로그램 의 복잡한 수요 때문에 재고관리 소프트웨어는 필수품이

다. 알맞는 소프트웨어 없이 대규모이고 복잡하며 판매 회전 속도가 빠른 재고를 관리하려 노력하는 것은 궁극 적으로 실패에 이르게 할 것이다. 재고 관리의 전과정은 복잡하지만 가능하다. 고객의 수 요를 이해하면 편의점 비즈니스에서 성공하고 번창할 것 이다. 투자를 잘 하면 시간이 흐르면서 가치가 증대할 것 이다. 그러나, 업소의 재고는 정반대이다. 시간이 흐르면 서, 재고의 가치는 증가하기 보다는 감소하는 경향이 있 다. 재고의 수량 감소 및 식품의 부패는 재고 가치를 줄 이며 제품들은 선반에 너무 오래 있으면 더이상 쓸모가 없게 된다. 재고를 빨리 회전시킬수록 귀하의 비즈니스 가 더욱 성공하게 된다. 천천히 움직이는 재고는 선반에 오래 있을수록 귀하의 현금을 낭비하게 한다. 특정상품 을 마지막으로 언제 판매했는 지 모른다면, 제대로 된 재 고 관리 소프트웨어가 필요하다. 재고관리 소프트웨어를 구입하는 것은 미래의 수익을 얻기 위한 최고의 투자이다. 주문 처리를 관리하는 것,재 고 과잉, 재고 부족 같은 문제를 발견하게 하고 귀하의 재고 투자가 최대한 ‘효율적일 것’을 확인한다. 품목별로 재고가 없거나 재고가 너무 많은 제품 뿐 아 니라 판매가 전혀 안되는 제품 (거래가 완전히 없는 것) 을 확인하는 것을 가능하게 하는 보고서를 만들어 내는 프로그램이 필요하다. 이를 이해함으로써 귀하는 더욱 쉽게 귀하의 돈을 묶어 놓고, 귀하의 비즈니스 상 귀하의 투자를 최대한 활용하는 것을 막으면서 불필요하게 선반 의 공간을 차지하고 있는 잘 안팔리는 제품을 쉽게 찾아 낼 수 있다. 재고관리 소프트웨어는 손님들이 계속 문을 통해 들어오게 하는 인기 상품의 적절한 공급을 받도록 허용한다. 재고관리 소프트웨어는 완전히 제품에 대한 정보를 추적하고 수집하며 귀하를 위해 자동 구입 주문 서를 만든다. 이 구입 주문서는 선반위의 실제의 품목의 수량으로부터 나온 것이지 직원의 어림짐작 또는 외판원 이 귀하가 구입해야 한다고 생각하는 제품으로부터 나온 것이 아니다. 재고관리 소프트웨어는 실제적인 수요를 예상하며 주문서의 각 품목에 대한 최소한의 재고 비축 수준을 제공해 준다. 이는 고객이 구입하는 것과 귀하의 선반에 가지고 있어야 하는 것에만 근거해서 귀하의 업 소의 재고를 정확하게 구입하는 것을 의미한다. 재고 관리 소프트웨어는 귀하의 현재 수요를 정확히

CONVENIENCE & CARWASH CANADA

충족시키기에 충분한 재고를 가지고 있는 것을 확실히 하는 데 필요한 제품 정보와 판매 예상 정보를 귀하에게 제공한다. 재고 관리 소프트웨어를 사용하여, 귀하의 재고를 최대 화하기 위해 다음의 조치를 취할 수 있다. • 귀하가 얻는 수익이 정확한 지와 가격 책정이 정 확한 지를 보증하기 위해 완전하고 정확한 가격 목록을 유지하십시오. • 스캐닝이 100퍼센트 정확해야 합니다. 제품이 입고될 때, 선반에 나올 때, 데이터를 입력하는 것이 중 요하다. • 재고의 숫자가 전체적으로 정확한지를 확인하게 위해 최소한 한 달에 한 번은 손으로 재고를 세야 한다. • 귀하 업소의 “재고분실의 위험이 많은 품목” 을 부분적/무작위로 매일 센다– 복권, 담배, 및 전화 카드. • 재고의 최적화는 매일 규칙적으로 하는 일상의 한 부분이 되어야 한다. 재고 관리가 첫번째 할 일이다. • 자동화하십시오! 사용이 쉽고 재고 관리 소프트 웨어를 활용하는 것은 시간과 돈을 절약해 줍니다; 그 리하면 사람들은 지속적으로 그 소프트웨어를 사용할 것입니다. 매니저가 시간을 절약하고 업무량을 줄일 수 있으면 지속적으로 그 소프트웨어를 사용할 것입니다. 그래서 무엇을 하셔야 되지요?

1. 손으로 작성한 재고 관리대장을 만드십시오. 2. 귀하의 판매 보고서를 검토하십시오. 3. 귀하가 기존에 가지고 있는 판매시점 관리(POS) 시스템이 완전한 재고 관리가 가능하거나 이를 제공하는 지 알아 보십시오. 4. 귀하가 기존에 가지고 있는 판매시점 관리(POS) 시스템을 완전한 재고 관리를 제공하는 제3자의 보충적 소프트웨어 (Back Office)시스템에 통합 했습니까? 5. 귀하의 요구와 어려운 문제를 충족시킬 수 있는 소프트웨어 공급 회사를 찾으십시오. 성과는 크다. 재고관리 소프트웨어는 단지 몇 달 내 에 귀하가 30퍼센트에서 50퍼센트까지 재고에 대한 투자액을 줄이는 것을 도울 것이다. 사실상 업소내의 재고의 손실을 없앨 것이다. 재고 관리 소프트웨어가 가져오는 개선된 돈의 흐름과 더 높아진 수익률이 귀 하의 비즈니스를 완전히 바꾸어 놓을 것이다! GMROI: 총 재고투자 마진수익율 – 정보를 찾아 보 십시오!

자신있게 권해 드립니다. 연료 펌프에서 EMV 칩과 최선의 투자로 찬란한 미래를사용하는 비밀번호를 최선의 투자로 찬란한 미래를 카드 결제 가능

FlexPay 결제 시스템은 귀하가 어디에서든지 지불할 수 있게 해주며, 앞으로 EMV 칩과 비밀번호 사용 결제도 가능합니다.

VANCOUVER I NANAIMO I EDMONTON I CALGARY I SASKATOON I REGINA I WINNIPEG I MISSISSAUGA I OTTAWA I MONTREAL I MONCTON I DARTMOUTH I ST.JOHN’S 778.588.7635 250.264.6543 780.466.2171 403.735.1103 306.665.0223 306.721.1030 204.633.8569 905.670.8863 613.224.0685 514.355.2366 506.861.1010 Convenience and Carwash June 2010 EMV NEE_Korean.indd 1

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902.468.7342

709.747.0015

6/10/2010 9:17:51 AM

NEWS RELEASES Attract Sales with Repellants

Mystical Insect Repelling Products’ top priority is the production of environmentally safe insect repellants that are extremely effective. Now the company offers a complete line of environmentally sensitive items such as SuperBand, Bug Button and Mosquito Eliminator that seek to provide a safe solution to toxic, greasy insect repellant lotions and sprays. The SuperBand and its family of products repel mosquitoes, bees, flies, gnats, yellow jackets, midges and many other annoying, flying pests. SuperBand, Bug Button and Mosquito Eliminator are produced from the highest quality all natural ingredients making them

the longest lasting bug repelling products at the lowest price point with the highest retail margins. Mystical Insect Repelling Products have been designed with versatility in mind. For instance, SuperBand is a spring coiled wristband that can be worn on wrists or ankles while Bug Button is a small disc that can be pinned to clothing, hats or jackets. Mosquito Eliminator is extremely versatile with uses anywhere such as hanging over a chair or in a tent. All Mystical Insect Repelling Products arrive to stores in a bright, full colour counter-top display designed to increase point of purchase sales right at the register. Each display includes 50 to 60 units with full colour, perforated pop-ups containing at-a-glance information making them perfect for impulse purchases. For further information. Bill Reynault bill@mysticaldistributing.ca 2610 Progressive Way, Abbotsford, BC V2T 6H9 604-852-1152 or 1-800-563-1110

Imagine what you are missing when you are not AWAKE!

We’ve packed as much caffeine as a cup of coffee (or 250ml Energy Drink) into these new super-milk-chocolate, chocolate bars. Perfect for when you gotta get stuff done and just don’t have the energy to do it. Life looks better when you’ve got both eyes wide open! www.awakechocolate.com www.facebook.com/awakechocolate Blackmer Introduces STX2A-DEF Sliding Vane Pump

Blackmer, a global leader in positive displacement rotary vane and reciprocating-gas compressor technologies, has announced the introduction of STX2A-DEF Sliding Vane Pump, a device designed specifically for use in applications that require the handling of Diesel Exhaust Fluid (DEF). DEF became an increasingly important part of the motor-fuel supply chain in January 2010, when the U.S. Environmental Protection Agency’s (EPA) Tier 2, Stage IV Emission Standards for Light-Duty and Heavy-Duty Vehicles went into effect. The technology chosen by most vehicle and engine manufacturers to facilitate this NOx reduction is called Selective Catalytic Reduction (SCR), which injects DEF—a mixture of 32.5% chemical urea and 67.5% deionized water— into the vehicle’s exhaust system where the NOx is then converted into harmless nitrogen and water vapor.

CONVENIENCE & CARWASH CANADA

NEWS RELEASES Recognizing the importance of the growing DEF market, Blackmer designed its new STX2A-DEF pump to be compatible with DEF similar to its STX3-DEF and STX1220-DEF predecessors, but at the lower flow Wayne Introduces Global Family of Fuel Dispensers

The new dispenser line’s universal components, industry-leading metering and durable, highquality materials boost service accessibility using advanced fuel-dispensing technology in a practical, appealing package. The variety of available Helix dispenser models will help retailers reduce ownership costs via identical maintenance procedures and parts. To learn more about the benefits of Wayne Helix fuel dispensers, visit www.waynehelix.com Gilbarco Announces Flex Fuel Product Line

Wayne, a global innovator of fuel dispensers and technologies, has announced the arrival of the Wayne Helix™ fuel dispenser line — a global family of fuel dispensers created from extensive research to transform the modern fueling experience — placing emphasis on intelligent design, security, and advanced technology. The Helix family of fuel dispensers includes three models: the Wayne Helix™ 2000, the Wayne Helix™ 4000, and the Wayne Helix™ 5000 fuel dispensers. The entire Helix fuel dispenser family is designed and engineered to be a consistent, global platform on which all future Wayne dispenser configurations will be developed. "The Helix dispenser family represents the next step in the progression of forecourt fuel dispensing, because this is a product that addresses the needs of everyone whose hands will touch it over its lifetime,” said Paul de la Port, Wayne Vice President, Products. “Our research, conducted on four continents, said that consumers want a consistent experience. With ever-changing forecourt infrastructures and a myriad of choices of fuel-dispenser and device configurations, our retail customers worldwide can expect consistency and simplicity without overspending to upgrade.”

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Gilbarco Veeder-Root has reported the launch of the latest addition to the Encore Flex Fuel product line – the Encore MultiHose Hybrid Blender, model NJ4. This new product presents fueling customers with five fuel choices and is the only dispenser that has a separate hose for midlevel ethanol, reducing the risk of mis-fueling while helping retailers meet regulatory requirements. Gilbarco’s unique configuration allows retailers to maximize their product offering while minimizing the number of tanks needed. “Increasing consumer demand for ethanol and other alternative fuels allows Gilbarco to support our customers’ profit growth goals, comments Chad Johnson, Encore Marketing Manager for Gilbarco Veeder-Root.. Gilbarco Veeder-Root offers the industry’s broadest range of fuel dispensers specifically designed for alternative fuels. The Flex Fuel dispensers are available with the same CRIND® options as other Encore models. Options include PCI and EMV-compliant payment systems and Applause™ TV for forecourt merchandising. Gilbarco Veeder-Root is the worldwide technology leader for retail and commercial fueling operations that offer the broadest range of integrated solutions from the forecourt to the convenience store and head office.

OPW Launches New Mobile Website for iPhone and Android

For more information on OPW Fueling Components or any of its products, visit www.OPWGlobal.com. OPW Fueling Containment Systems Celebrates 15 Years as the Gold Standard in Underground Piping

OPW Fueling Components, A Dover Company and the global leader in commercial and retail petroleum equipment, has announced the availability and launch of the new OPW Mobile Website. With this new tool iPhone and Androidª phones will automatically be redirected to the mobile site when visiting www.opwglobal.com, and the site can also be accessed by going to www.opwglobal.com/mobile. Designed to provide streamlined, user-friendly navigation and custom search tools to bring users relevant information with speed and accuracy, the new OPW mobile site includes resources for distributors, technicians and site owners. The new mobile website has been designed to provide quick access to key functions and useful OPW reference information, including: * Distributor Locator: Quickly find an OPW distributor around the globe by Name, Country, State or Province, and Postal Code * Technical Documents: Access a complete list of manuals for OPW Fueling Components, OPW Fueling Containment Systems and OPW Fuel Management Systems products * Nozzle Warranty Lookup: Enter the nozzle model and serial number to easily check its warranty status * Contact OPW: Provides quick access to contact information for OPW Technical Support, Customer Service and Product Sales * Access Full Site: A quick link to the full OPW website is conveniently located at the bottom of the home screen

SMITHFIELD, NC – June 13, 2012 – OPW Fueling Containment Systems, part of OPW Fueling Components, is pleased to announce that it is celebrating its 15th anniversary in the underground piping business. While many other manufacturers of fuel pipe have come and gone over the years, OPW Fueling Containment Systems continues to set the Gold Standard in underground pipe, consistently and reliably supplying petroleum marketers with the best performing, innovative and trusted systems in the industry. When first developing its underground piping in 1997, OPW’s philosophy was simple – develop the best fuel pipe in the world by using the best materials in the world. That’s why KYNAR® (PVDF) has always been at the heart of OPW underground piping. With a 50-year track record in the world’s most demanding chemical handling applications, the time-tested and proven performance of KYNAR (PVDF) has helped OPW provide its customers with a higher level of protection against pipe deterioration and permeation. Even when up against the most aggressive alcohol fuels, additives and biodiesel, OPW fuel pipe provides an unmatched chemical resistance offering petroleum marketers complete underground fuel transfer peace-of-mind. OPW Fueling Containment Systems, located in Smithfield, NC, is leading the way in the design and manufacture of the industry’s most innovative and trusted Piping & Containment

NEWS RELEASES Systems and Underground Storage Tank Equipment. Offering the most integrated, environmentally secure underground fuel delivery system in the world, OPW Fueling Containment Systems’ below ground products set the industry standard in performance and consistent reliability to help protect the well-being of people and the environment. For more information on OPW Fueling Containment Systems or any of its products, please visit us at www.OPWGlobal.com.

Veeder-Root Acquires Assets of Catlow, Incorporated Acquisition strengthens VeederRoot’s global product portfolio Veeder-Root acquired the assets of Catlow Inc., based in Tipp City, Ohio. Catlow is a leading manufacturer of petroleum dispensing equipment serving the global market with a broad range of nozzles, swivels, breakaways, and other hanging hardware components. Catlow’s commitment to continued product innovation and the success of its customers over the last 35 years has established Catlow as a leading worldwide supplier of Hanging Hardware products. Catlow’s customers include large regional retailers in North America, prominent Petroleum Equipment Industry (PEI) distributors in domestic and international markets, and large Commercial and Industrial customers. "We’re very excited to have Catlow become a part of VeederRoot," said Mark Maybee, President of Veeder-Root. "VeederRoot is a recognized technology leader in the Petroleum Equipment Industry, and Catlow is a leading provider of innovative products for hanging hardware applications. We have worked with Catlow for several years to provide innovative solutions to vapor recovery markets. We look forward to building on our success with the Catlow team by

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offering industry leading solutions through strong channel partners worldwide with unsurpassed quality and customer service.” Maybee added that Veeder-Root is committed to help the Catlow product line achieve continued growth and success. Cameron Carmack, President of Catlow, said, “Veeder-Root has a long standing history of success within the global petroleum market with one of the strongest brands in the industry. Their global reach and network of channel partners will present a tremendous opportunity to grow the sales of Catlow products in North America and around the world.” Catlow’s manufacturing, engineering, technical support and customer service will continue to operate out of Catlow’s headquarters in Tipp City, Ohio, where Cameron Carmack and his team will continue to lead the business. For further information contact: Eva Chambers, Outbound Marketing Manager Phone: (860) 651-2879 Email: echambe Oasis to Purchase BayWash Division of Sonny’s Tamarac, Florida – June 29,2012 – SONNY’S, the largest manufacturer of conveyorized car wash equipment, parts, and supplies in the world, and Oasis Car Wash Systems, Inc. are proud to announce a new strategic relationship. Oasis will take possession of the assets of the in-bay division of SONNY’S Enterprises, Inc., marketed under the BayWash brand. “When we made the decision to dedicate all of our focus to supporting conveyorized car wash operators, the side of the industry where we have our roots, there was only one company we spoke with, and that was Oasis” said Paul Fazio, CEO of SONNY’S The Car Wash Factory. “Having gotten to know the Wade brothers over my years in the industry I am very comfortable with this decision. Theirs is a company similar to ours in that they are family operated and understand the importance of customer satisfaction”

continued Fazio. Our companies share some distribution now and we will continue to grow those relationships to leverage the offerings of our company’s to better service our client’s needs. Oasis President Stephen Wade said “Over the last few years we have been asked time and time again if we would consider a friction option with the same speed and reliability that we are known for. Through this Strategic Alliance with Sonny’s I am proud to announce that we now have that option. The BayWash line will fit perfectly with our other family of touch-free products like the Eclipse, Typhoon, and XP. Over the next few months we will work side by side with Sonny’s as we transition the BayWash line into our Midwest production facility.” “The in-bay automatic market is steadily moving towards friction” commented Mitch Wade, Vice President of Oasis Car Wash Systems. “Clients need chemical

efficiency, high-speed throughput, and superior wash quality to succeed, and for the friction market, nothing can touch the BayWash i5 5-Brush machine in delivering exactly that. These decisions don’t happen quickly or easily. We’ve worked hard to put in place the necessary resources to support existing BayWash operators while creating a strategic relationship with SONNY’S that will deliver better value to clients of both companies moving forward” said Wade. To ensure a seamless transition, Oasis will begin servicing existing BayWash clients over the next few weeks while manufacturing will remain at SONNY’S until later in the year.

Ad Index Access Cash / EZEE ATM IFC BIC Canada 7 (The) Canadian Trade House 26, 52 Casa Cubana 42 Containment Solutions Inc. 15, 59 Core-Mark Canada 36, 42 Direct Cash OBC Display Distribution 37 Distribution G.V.A. 41 Dune Cigs 43, 61 General Mills 38 Gourmet Chips IBC HD Smoke 5, 8 House of Horvath 55 Jack Cash ATM 45 Kellogg Canada 25 Kleen-Rite 23 MI Petro 10, 49 Mystical Distributing Co. 46 National Energy Equipment 13, 58 Ovarian Cancer Canada 16 PDQ Manufacturing 18 PEI 12 Sunshine Door 22 Washtech Vehicle Wash Systems 20, 50 WPMA 14