May/June issue Convenience and Carwash

MAY/JUNE 2011

캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C

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

Change Brings Challenges

Servicing The North Country has its own set of rules

변화에는 도전이 따른다

북쪽 나라에서의 서비스 사업에는 그 지역만의 룰이 있다

The Carwash Trilogy Packaged and Bundled Just For You

카워시 3부작(Trilogy)

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Best Editorial Package (B2B/Association)

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귀하를 위한 맞춤형 서비스

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Publisher Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com

Contents FEATURES

Editor Carter Hammett editor@convenienceandcarwash.com

8 Five Tips to Rock Your EMV Compliance Program Vince Holbrook offers some common sense tactics so your rollout goes smoothly

Associate Publisher Christy Bochurka

12 Wading Through Changing Standards Without Drowning in Costs Scott Negley on living up to those standards without going certifiable...

cbochurka@convenienceandcarwash.com

Design and Production Edge Advertising 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 Wayne Hoskins, WCSA Contributing Writers Lee Barter Troy Berry Charles Borchard Kelly Gray Carter Hammett Josh Hart Vince Holbrook Jason Kaple Allison Morrow Scott Negley Garratt Wootton Sales Christy Bochurka 204-785-1413 cbochurka@convenienceandcarwash.com

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

17 Minding the P’s and Q’s of Your ASTs. As aboveground storage tanks lurch into the 21st century, so does the technology they’re monitored by.

THE CARWASH TRILOGY: 20 An Ounce of Prevention By any other name, service contracts should cover enough territory to be a win-win for everybody.

24 In Through the Out Door Door #1 or Door #2? Believe it or not, carwash doors can make a huge difference to what goes in and out of your business.

27 Born Under a Water Sign Part Two of our story on improving water quality in express washes.

31 Change Brings Challenges While an intricate network of ice roads brings $1 billion to Canada’s north, there’s still a number of challenges that make getting from our house to yours, a trip in itself.

35 Show Me the Money!

Garratt Wootton on the ins and outs of asset acquisition.

37 Snacking on Alternatives As consumer demand healthy snacks are starting to pop up in some of the most unexpected places...

40 Retail Technology Future challenges require better information and POS fit the bill nicely.

43 Hot Topics Three keepers of the flame shed light on an elusive category 64 A Better Way to Reach Canadian Consumers Despite economic slowdown DEPARTMENTS 4 Publisher’s Message 5 What Made Us Unique or Famous The WSCA suggests that channel blurring is just a “me too” strategy 46 UKBA Journal 69 Channel News and Announcements Ecolab gets your carwash smellin’ all purdy

CONVENIENCE & CARWASH CANADA

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May | June 2011

October 18, 2011 Western Convenience Stores Assoc., 2nd Annual State of the Industry event Heritage Park, Calgary, AB wayne@hoskins.ca

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September 15, 2011 ACSA Maritime Charity Golf Tournament Fox Creek Golf Course Moncton, N.B.

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Brenda Jane Johnstone Publisher

September 13, 2011 ACSA N.L. Charity Golf Tournament Clovelly Golf Course St. John’s, N.L.

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With Canada set to host the latest edition of NACS Global Forum, coming up in Toronto and Vancouver in June, our country is being recognized as a global player in a diverse worldwide market place.

The NACS Global Forum is truly a moveable feast. It offers the chance for industry retailers and suppliers to meet their counterparts from other parts of the world in order to network, tour diverse retail environments, share best practices and gain insights into new and exciting trends from around the world.

And with industry trendspotters like Canada’s own Ted Zittell and England’s Dan Munford of Insight Research, this event promises to be a dazzling mix of international retail scrutiny and solution-focused reporting from a unique melange of subject matter experts. These fast-paced sessions are known for their fresh perspectives and highly interactive programming, round tables, case studies and facilitated networking opportunities.

Sessions this year, include channel blurring, which will shed light on how local businesses can compete with the rapid rise of hybrid store formats and loyalty programs, which will identify programs globally, including grocery, hybrids and fuel rewards. Did you know that McDonald’s comes out on top in terms of coffee loyalty? That’s just one small insight gained from sessions like these that add so much value and insight into the way C-stores do business.

I must say that my heart swells with just this much pride at Canada having been chosen to host the Global Forum this year. With events in both Toronto and Vancouver, Canada is being taken seriously as a global player in the C-store industry with a unique viewpoint on issues of concern shared by many retailers. Our very geographical size is a subject of concern in terms of product distribution; increased minimum wage, contraband tobacco and credit card fees all cut into profitability. Canada has been forced to find new ways of doing business to retain its place as a global player.

Another thing that makes Canada a unique place to hold a forum such as this is our regionalism. That’s reflected in our northern story, which reveals great insight gleaned from those who live in a sometimes less-than-hospitable environment, and live to tell the tale. Meanwhile, certain issues like petroleum are packaged together for a unique collection of “short stories” this issue and we think you’ll find their cumulative value exciting and insightful.

Which brings us back to, well, us. The diversity of stories this issue is really a microcosm of what we have to offer as a country, with our stories reflecting back that diversity and then holding it up so that it radiates across an international platform. We have a lot to offer as a country, and with ears around the world listening to what we have to say, we should be proud of that.

So, happy summer to you and remember, your business is my business and my door as always is open. If you have questions, concerns or, if you want to suggest new topics that you’d like to read about please, send me an email bjjohnstone@ convenienceandcarwash.com. Don’t forget to visit www.convenienceandcarwash. com to see what’s new, information on our website is always new, updated often and provides you with current news for the channels.

July 7, 2011 Western Convenience Stores Assoc., 2nd Annual Golf tournament Cottonwood G.C.C. Calgary, AB

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The NACS Global Forum

upcoming events

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Publisher’s Message

Best Editorial Package (B2B/Association)

2011

Kelly Gray (L)accepted the award presented at the Manitoba Magazine Publishers Association 3rd Annual Maggie Awards evening.

Convenience & Carwash Canada would like to thank all of our advertisers for their continued support.

Beginning with this issue we would like to introduce you to our newest advertisers and invite you to visit their ads on the following pages: Airlift Doors page 23 BIC page 48 Core-Mark page 15 EZEE ATM page 42 Grande Sales page 38 Hilary’s page 30 Interac OBC J-Ko page 21 Jack Cash page 16 NACS Global Forum page 31 TransCold page 49 Western Oil page 17

WHAT MADE US UNIQUE OR FAMOUS?

WCSA Report

By Wanye Hoskins

Simply put, we remember we are “known for”, made us unique or famous, and focus on what our convenience store basics and what we offer: convenience – we make it quick, friendly, attentive, always with a smile, a thank you, did you find everything you were looking for, and a please come back we are whatever you want in your neighbourhood retailer “food, gas, drug, HBA, carwash, post office, beer, wine,liquor … laundromat?! Because we reinvent ourselves with every request our customers make to serve them better cleanliness is #1 – we make our guests and visitors know they can expect the comforts of home when using our facilities and food service stations and seating areas and parking areas everyday competitive prices are us – convenience used to come at a price in past decades, but today we offer a wide variety of staples at prices to keep you coming back we have the asset of proximity to ensure we are nearby and open when other channels are not … almost everyday and night ….

We see what some people call “channel blurring” occurring more often because every other channel wants to be what we are already – the best at what we do, conveniently, reliably and successfully.So channel blurring is just a “me too” strategy to copy us.

We see more than one third of Canada’s population every day , coast to coast! We see 97% of the population shop in our stores and as a result we see the various levels of government, whether municipal, provincial, and federal invite us to discuss ways to work with them to better serve their constituents too.

As your convenience association, we are the face and the voice of the convenience/ gas channel and are known for this with these governments and other channel associations. We offer a consultative and collaborative approach to reduce red tape, amend regulations to be more meaningful, address taxation and allocation of funds to deal with every thing from contraband to worker safety and healthier food choices and more.

Last issue we talked about an initiative we have committed to with the BC government to provide and promote healthier choices , that we will expand on by the end of June ( watch for updates on our website).

This issue we can share with you that WCSA have been invited once more by the Saskatchewan Ministry of Health and the Public Health Agency of Canada to a Saskatchewan Healthy Weights Roundtable scheduled for May 31st and June 1st .

We will , on behalf of all convenience retailers in Saskatchewan and Canada, join with health organizations, other government Ministries, Saskatchewan industry representatives, community-based organizations, and the academic community for a dialogue to help shape the future directions in promoting healthy weights in Canada and in Saskatchewan. We will post the results and what you can do to become involved on our website.

This is a clear signal for any convenience retailer that has not embraced a wide range of food service options, featuring “better for you, healthier choices” in sugar reduced sodas, sodium reduced foods and calorie reduced products already, to contact your distributors and suppliers today and be ready. We hope to draft proposed guidelines for you this year.

If you want to be trained, tested and certified on what your local region or province requires to meet regulations on everything you sell or handle from age verification training to hazardous products, become a member and the courses we offer are included !

We represent Western Canada and the North and welcome your comments, questions and feedback at Hoskins@conveniencestores.ca or WCSA@conveniencestores.ca .

MARK THE DATE for our 2011 Annual State of the Industry Dinner October 18th, Heritage Park, Calgary www.wcsasoi.ca

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CCSA WELCOMES NEW PRESIDENT Incoming President of the CCSA (Canadian Convenience Stores Association), Alex J. Scholten, has a long history in the C-store sector and suggests that he is now in a position where he can finally give back to an industry that provided a good livelihood to both himself and his parents over the course of some 40 years.

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Mr. Scholten’s family ran a chain of 32 convenience stores in New Brunswick that saw their first customers in the early 70’s. The recession that drop kicked the Canadian economy in the 80’s took its toll on the family business and in the end the chain was disassembled with a reduced number of stores within the chain re-purchased by family members individually. Over 30 years Alex Scholten has grown from four-year-old helper to an owner that has worked in every position imaginable in convenience retail. Along the way he earned an MBA (Masters of Business Administration) as well as an LLB (Bachelors of Law), and now his combined experience and learning (Mr. Scholten brings more than eight years as a corporate / commercial lawyer in Ontario and New Brunswick and has represented several convenience store owners on legal issues) is primed to assist the growing slate of more than 25,000 Canadian convenience store operators across the country.

“Right off I could see how onerous government regulations negatively impacted my family’s business. Once I got involved more closely in the business I saw first hand the types of challenges that government threw in the way of smooth business practices. A strong national association would have been a great asset to us in those early years,” he says, remarking that like so many in the C-store industry, his father was extremely frustrated that his individual voice had little impact when challenging authority.

Today Scholten suggests that many of the challenges with government are still the same as those in his parent’s day. This view comes from his experience as an owner as well as his recent post with the CCSA as a Board member for the past two years and his work with CCSA regional affiliate – Atlantic Convenience Stores Association where he sat as Board Chair. “Government is not as aware of the convenience store sector as they should be given the amount of revenue we deliver and the number of people we employ and involve in the industry,” he says, commenting that its more important now than ever to have a strong national voice. Over the years Canada’s C-store community has been or-

ganized on provincial and regional lines. Now with the CSSA coming to the fore, Scholten’s job is to meld the group into a coast-to-coast framework that will work alongside the four established regional associations affiliated with the CCSA and the various other organizations that share the goals of the CCSA in supporting small business.

Indeed, beside Scholten’s responsibilities overseeing the daily operations of the CCSA, he will be responsible for guiding the organization and its four Regional Affiliates; The Ontario Convenience Store Association, The Atlantic Convenience Store Association, The Western Convenience Stores Association, and Association Quebecoise des Depaneurs en Alimentation, through the final stages of its affiliation process. This new national organization will allow the CCSA and its Regional Affiliates to more effectively respond to the various matters impacting C-stores and their supplier partners. The affiliation process will also involve the development of a new funding model that will make the CCSA and its regional affiliates stronger while allowing them to work more effectively with their funding partners.

“We provide a forum for retailers to discuss issues, share concerns and receive information and education with respect to the Canadian convenience store industry. We also promote and foster professional business practices, standards and ethics throughout the industry and work with other professional organizations around the world with respect to common convenience store related issues,” he says.

Scholten reports that the organization’s goal is to create a grassroots network with-in the C-store community that will engage retailers on the issues and challenges facing them as business people and as an industry. “With retailers aware and active we can move forward to remove obstacles to business and make government more accountable. A strong national body is one that delivers the kind of impact necessary to get organizations and regulatory bodies to sit up and take notice,” he says, inviting members of the industry to get in touch and become part of Canada’s C-store solution.

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By Vince Holbrook

FIVE TIPS TO ROCK YOUR EMV COMPLIANCE PROGRAM EMV compliance may seem like an overwhelming challenge. But there are some simple, common-sense tactics you can start using now to make sure your rollout goes smoothly. Call upon your own experience and the experience of others to plan, budget and execute your program well.

1. Choose Your Suppliers and Partners Wisely The suppliers and partners you choose can affect your success in so many ways that it’s a good place to start. Even before you develop your specific plan, consider what you know about the various choices of suppliers and partners.

Your acquirer will only offer you solutions that are Interac-and EWA-approved to either the PIN Transaction Security (PTS) 3.0 or PIN Entry Device (PED) 2.1 standard. In addition, VISA requires your equipment to be Payment Application Data Security Standard (PA-DSS) validated by the payment card industry (PCI). But, only you can call upon your knowledge and experience with partnerships and relationships. Which companies will be there to support you for the long term?

Which companies have capabilities and resources that you may need for the short-and-long term?

Talking to each of your qualified suppliers separately is a good start.

But, you will also want your suppliers to talk to each other to understand the interoperability and interdependencies of the whole system. If your POS supplier makes a software change, it could affect how your back office system collects or reports data 8

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or how your fuel dispensers communicate payment information to the POS. So, you want partners who work well together and can properly scope the work you require.

Once you’ve chosen your suppliers and partners, you will want to foster communication between them and, to some extent, coordinate their development and testing activities, priorities and schedules.

“With any POS upgrade, we know we need to leave ourselves time to verify any changes needed with our other business partners such as back office or car wash,” says Troy Richter, director of retail systems and controls for Pioneer Energy LP in Burlington, Ontario. “Our distributor also helped us to determine the correct firmware required in our fuel dispensers and pay-at-thepump systems. This allows us to plan to have all software and processes in place to ensure that everything goes smoothly during the conversion.”

2. Develop a Coordinated Plan Think about the options you have to control the deployment sequence.

An assessment of your hardware and software providers’ state of readiness may guide you. There is a difference between deploying systems that are

Will your staff be well-prepared to explain and instruct consumers about the changes?

“EMV ready” and actually turning on a system to process transactions end-to-end. Do you want to deploy some parts of your total solution before others? Or, would you prefer to deploy everything based on geography, site-by-site?

Your approach will affect the installation resources you need as well as the project management oversight resources required. Do you have the internal resources to manage the daily details of multiple suppliers and contractors?

Or would it be best to outsource oversight of the details? Suppliers like Gilbarco VeederRoot offer project management services to manage the details of site surveys, parts shipments and contractor work schedules.

Your plan should define the scope of work, the deployment sequence, resources assigned, budgets and schedules.

3. Prepare Your Staff EMV compliance will involve new hardware, software and supplies. Employee training will be critical for a smooth rollout. Leverage your suppliers to provide appropriate training for onsite employees as well as your operations staff.

This should include an overview of Help Desk, reference documents, and other resources that are available after the training is over. And, the timing of the training is important too. Studies show that students soon forget material unless they use it. So it is possible to train too early.

But training shouldn’t be limited to teaching employees how to use the new equipment.

Will your staff be well-prepared to explain and instruct consumers about the changes?

Also consider any changes in your supply channel. Does the new POS or fuel dispenser hardware require the same receipt paper you’ve been using? You will want to think through such details, consume any inventory that will become obsolete, and create the infrastructure for your staff to order the new supplies. This is also timing-critical.

Fuel Dispenser Solutions for EMV Chip and PIN

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_PRESS.indd 1

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Consumers like to patronize businesses that are proactive when it comes to security. Consumers also prefer to frequent businesses they believe are well-managed, organized and up-todate.

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4. Prepare Your Customers Some of the changes will be noticeable to consumers. At the fuel dispenser, customers will not be used to leaving their cards in the reader, according to Bob Reid, director of development and construction at Pioneer Energy. There are also metallic, tactile, recessed PIN keys which replace the membrane type. Inside the store, there are new PIN pads too. Prompt sequences may be different than they were in the past.

Consumers may need guidance or be curious about the changes.

If you’ve prepared your customers for these changes, they will easily adapt. But equally important is how your customers perceive

cian availability when deadline nears. As a result, Pioneer Energy made the decision to address our FlexPay EMV and Passport POS roll-outs now.”

But starting early not only helps you avoid paying installation contractors overtime, like the procrastinators inevitably have to do. It also affects the way your customers perceive your business. Consumers like to patronize businesses that are proactive when it comes to security. Consumers also prefer to frequent businesses they believe are well-managed, organized and up-to-date. But making the deadline at the last minute does not earn you any leadership points. “”Being an early adopter certainly does

your company. Have you explained to your customers why the changes are needed? If you are early with your EMV compliance, are you getting credit for your leadership? Have you planned the transition so well that there is no inconvenience to your customers?

Consider the various communication tactics that are available to you. Well-informed staff, on-site signage, dispenser screen content, and conventional advertising can make the most of your EMV compliance investment.

5. Start Early The best way to remain in control of the schedule and costs is to start early, according to Reid.

“We knew that with any deadline-driven activity, the best way to ensure a smooth transition is to act early,” Reid said. “Avoiding the last minute rush puts us in control of scheduling on our timetable and avoids higher costs as demand out-paces techni-

have its benefits, but it comes with a price – particularly in the pilot phase,” said Richter.

“Limited introduction of EMV at the CRIND in the marketplace has emphasized the need for customer education in the forecourt. This in itself has posed many challenges to the retailer/operator. Like any pilot, some issues and challenges are not realized until implemented in the field. Quick problem resolution turnaround by both the POS and hardware vendors is critical.”

In summary, your EMV compliance program can go smoothly and position your business as a leader. Common sense and sound advice will lead you to choose your partners and suppliers wisely, develop a coordinated plan, prepare your staff and customers, and start early!

By Scott Negley

WADING THROUGH CHANGING STANDARDS WITHOUT DROWNING IN COSTS In a credentials-crazy marketplace, how can retailers ever hope to keep up with the dizzying pace of changing standards?

In addition to the typical challenges and issues facing business owners in every industry, fuel retailers are subject to a host of safety and security standards, certification requirements and compliance mandates. These rules and guidelines affect all aspects of their operations and equipment, from fueling equipment on the forecourt, to POS systems in the store and payment systems located both indoors and out.

As standards continue to advance, retailers are tasked with making compliance an integral part of running their businesses which can be extremely costly, especially when evolving standards mean replacing existing equipment to meet more stringent specifications.

However, as costly as compliance can be, the failure to keep pace with safety and security mandates can be even more expensive —and these expenses occur in more ways than noncompliance fines. Retailers also run the risk of exposure to potential liability for environmental, safety or health violations, personal injury and identify theft, any of which can 12

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result in negative publicity that is often devastating to a business or brand’s reputation.

Device and equipment certifications also come into play in the operation of a successful business. The right certifications not only help to ensure compliance, but they also demonstrate that the certified devices adhere to industry standards for interoperability and reliability.

Spotlight on Key Industry Standards and Certifications With so many standards and related certifications covering everything from fuel tank equipment to POS terminals and payment systems, how can a fuel retailer hope to keep up?

It is important to understand that different standards affect different types of equipment in various locations around the world. That’s why it is crucial to have regular contact with the organizations that set the standards in your region continued on page 14

It is your business, your livelihood, make sure you have a voice.

Join the WCSA today!

WESTERN CONVENIENCE STORES ASSOCIATION (WCSA) The WSCA is your voice and your representative on issues and interests of responsible convenience, gas,petroleum and carwash retailers in Manitoba, Saskatchewan, Alberta, British Columbia, Yukon, Northwest Territories and Nunavut. As a Regional affiliate of the Canadian Convenience Stores Association (CCSA) we cover all levels of government(s) in Canada

MEMBER BENEFITS

MEMBERSHIP HAS ITS PRIVILEGES

WCSA membership provides you all the benefits of local representation through the WCSA and a national voice and support with the CCSA. We represent, address and lead on such issues as:

Included in your membership are training modules for you and all your employees to ensure training, testing and certification for compliance with municipal, provincial and federal legislation and regulations

• Preventing contraband growth in the west and support tobacco enforcement • Provide a Safe Habits Safe People living document on worker safety and training • Facilitate training to be able to sell alcohol products profitability and safely where we are able • Advocacy on credit and debit card fees for fairness equitably for all retailers • Communicate impact, input and timing for minimum wage proposals.

With over 165,000 employees, our industry is formidable and respected because we work together with a collaborative approach to solutions. The WSCA is inclusive, not exclusive. We are your partner in retailer education, due diligence and training, testing and certification in the convenience gas channel.

These certified online courses currently include: • Age verification training for all age restricted products in your area called “We – Expect – I.D.“ • Work place and worker safety called “Safe Habits, Safe People“ a living document • Customer service training called “Sweet Spot Selling” • Health and Safety – for each employee • Hazardous materials training WHMIS – Workplace Hazardous Materials Information System • Loss Prevention – Staff Awareness Training and understanding • Alcohol sales training program

OUR MISSION

Value added benefits:

Our mission is to serve as an advocate to the Convenience Store Industry. We serve our members through education, representation and consultation on all issues relevant to our industry.

• Annual awards of Retailer Scholarships and

WCSA provides a strong, coherent voice for all C-Store retailers and our stakeholders in the C-store industry, representing your concerns at all levels of government and the media, and ensures your interests are represented though a collective voice.

Bursaries • Complimentary Member Entrance to Convenience U CARWACS Show – Calgary • Quarterly WCSA updates on current activities and issues that affect your business

A P P L I C AT I O N F O RM To join, simply go online or fill in the application form below and mail, fax or email to:

THE COST TO JOIN

Mail: WCSA, 14152 24th Avenue, Surrey, BC V4A 2H4 Fax: 1-778-294-1050 Email: WCSA@conveniencestores.ca

$75.00 plus GST (HST – BC) per store site per year If you have any questions or require further information, please contact us at WCSA@conveniencestores.ca or toll free at 1-877-356-9864.

Name:

Phone #:

No. of stores:

Email Address:

Legal Store Name:

Principal Contact:

Retail Address:

Payment Cheque / Visa / MC#

Number of Employees:

Exp date:

continued from page 12

as well as any regulatory agencies that may enforce these requirements.

The following is a short list of some of the standards applicable to forecourts and convenience stores in most regions today.

On the Forecourt In-dispenser Payment Card Terminals Payment card organizations are responding to the increasing frequency and complexity of financial data theft and fraud with advanced standards for outdoor payment terminals and systems.

The Payment Card Industry Standards The Payment Card Industry Security Standards Council is an open global forum, launched in 2006, that works to deter financial data theft. The council develops and updates standards for securely processing, storing, and transmitting payment card information. Retailers that handle payment cards should be in compliance with these standards to avoid fines and to protect their customers from financial data theft.

The PCI standards include: • PCI Data Security Standard (PCI DSS) – Applies to any entity that stores, processes, or transmits cardholder data.

• PA Data Security Standard (PA DSS) – Applies to payment applications that store, process, or transmit payment data as part of authorization or settlement processes.

• PCI PIN Transaction Security (PCI PTS) Encrypted PIN PAD (EPP) – Applies to unattended payment terminals Europay Mastercard/Visa (EMV™) Europay, Mastercard and Visa have joined efforts to establish standards that ensure security and global interoperability. The standards include migration to chip and PIN technology that offers improved security compared to magnetic stripe card transactions.

Fuel Dispensers There are many standards that affect different components and configurations related to fuel dispensers. Regularly checking with inspection agencies in your market is an important part of staying informed about the standards that apply to your business.

Underwriters Laboratory of Canada Fuel Dispensers Strict safety codes apply to fuel dispensers because of the flammable, combustible nature of the fuels they handle.

Underwriters Laboratory of Canada tests fueling equipment to make certain wiring and electrical configurations 14

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as well as all internal components contribute to the safest possible fueling environment.

Eco Fuel Dispensers With the increasing popularity and production of energyefficient vehicles, more fuel retailers are adding eco fuels to their product offerings. Underwriters Laboratory has three certification paths for alternative fuel compatible dispensers – UL 87 for gasoline and ethanol fuel blends up to E10, subject 87A-E85, which address gasoline and ethanol fuel blends up to E85 and subject 87A-E25, which addresses gasoline and mid-level ethanol fuel blends up to E25.1 In addition to ethanol dispensers, dual hose ethanol blenders can help fuel retailers meet increasing demand for alternative energy by enabling retailers to mix and dispense a range of ethanol and gasoline fuel blends.

Underwriters Laboratory also certifies dual hose ethanol blenders to ensure safety when dealing with fuel blends.

Measurement Canada Measurement Canada carefully inspects the accuracy of fuel meters to ensure the motorists are receiving the full amount of fuel they have purchased. Fuel temperature is another factor involved in inspections. Measurement Canada evaluates and approves the use of automatic temperature compensation equipment in situations where a retailer chooses to adjust for fuel energy value changes caused by temperature fluctuations.2

In the Store Point-of-Sale (POS) Systems While certifications and standards exist for most types of equipment in the store, including food vending, the pointof-sale system is relevant for most retailers.

PCATS-NAXML This open, non-proprietary language can help convenience store retailers and fuel suppliers address the challenges of system-to-system integration and data exchange. The standards developed by the Petroleum Convenience Alliance for Technology Standards (PCATS) are based upon eXtensible Markup Language (XML) technology and are known as PCATS-NAXML, short for the NACS eXtensible Markup Language.

Systems certified to PCATS-NAXML give retailers more flexibility in selecting equipment ideal for their environment regardless of the platform or provider.

Upgradeability: The Key to Cost-Effective Compliance Standards will continue to advance in response to new technology, consumer trends, government policies, industry regulations and criminal activity. Consequently, compliance is an ever-present aspect of running a successful business, continued on page 16

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1-800-665-7575

Manitoba 1-800-982-7552

Calgary 1-800-242-8402

Vancouver 1-800-663-9963

continued from page 14

and it significantly affects how retailers purchase and ability are built into technology platforms so that you can add capabilities and upgrade software instead of replacing maintain equipment.

Retailers should factor future compliance into their list equipment. Another design factor to consider is modularity.

Modular equipment offers retailers the of criteria when evaluating new prodflexibility to change components instead ucts for the store or the forecourt. Fuel Equipment that exceeds today’s of entire systems. dispensers, outdoor payment termi- specified standards not only Of course, adding one more responsinals and POS systems should be easily offers high levels of safety and bility to the demands of running a busiupgradeable to meet new standards. security for your employees and ness is never easy. However, it’s just as Being able to quickly upgrade – rather customers, it is also likely to necessary to stay informed about stanthan replace equipment – can increase remain in compliance for years dards and compliance requirements as it your return on investment and reduce longer which translates to cost is to place supply orders and pay taxes. the potential high cost of compliance. savings and a higher return on Understanding the standards affecting In evaluating equipment, look for your investment. your business enables you to make better providers who design their products decisions about equipment purchases, to either meet or exceed certification guidelines rather than making after-production adjustments maintenance and management. In addition to the peaceto comply with the minimum standards. Equipment that ex- of-mind that comes with knowing you are in compliance, ceeds today’s specified standards not only offers high levels the result will be lower operating costs, higher returns on of safety and security for your employees and customers, it your investments, greater system interoperability and a safis also likely to remain in compliance for years longer which er environment for customers and employees. translates to cost savings and a higher return on your investment.

Additionally, look for products built on an advanced tech- Scott Negley is Director, Alternative Energy Products, nology foundation. In some cases, upgradeability and scal- Dresser Wayne

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May | June 2011

By Jason Kaple

MINDING THE P’s AND Q’s OF YOUR ASTs

As the AST market matures in Canada, so do the technologies that are used to monitor them

Trying to pin down the exact number of aboveground storage tanks (ASTs) that dot the Canadian landscape and are being used for the containment and control of petroleum products – be they petrol, diesel fuel, biofuels, heating oil, aviation fuels or lubricants – is essentially a lesson in futility. But one thing is certain though: the popularity of ASTs for petroleum-product storage received a major boost in the early 1990s. That’s when it was discovered that many of North America’s underground storage tanks (USTs) used for petroleum product storage did not meet regulatory standards and were leaking.

This was a major catastrophe for the petroleum industry since many of these leaking USTs had been doing so unbeknownst for years, introducing potentially harmful carcinogens into the ground, as well as contaminating local and regional water supplies as part of this process. This forced site owners to expend precious capital to upgrade, remove, replace or completely close USTs that did not meet regulatory standards, while the associated cleanup costs and court-ordered reparations to affected parties reached into the hundreds of millions of dollars.

Among the fallout from all of these leaking USTs was an increase in the use of ASTs to store petroleum products, since these commodities would remain a crucial link in the motor fuel supply chain and the corresponding amount of storage capacity would have to be maintained. Historically, bulk storage plants, which--are designed specifically to receive, store and transfer petroleum products--were not required to meet any uniform standards during

their construction, resulting in a wide variety of styles and methods of installation.

Over the years, that has changed, with the vertical AST becoming the most common form of product storage

at bulk plants. After the nightmares of the leaking UST era, bulk-plant operators found greater peace of mind in using ASTs for product storage, mainly because their stature above ground made them much easier to be visually

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inspected for leaks. In general, ASTs utilized in petroleum-product bulkstorage facilities are 20-to-50 feet tall and have a capacity of 60,000 litres (16,000 gallons) to 1.9 million litres (500,000 gallons).

FINDING THE RIGHT LEVEL While ASTs may help bulk plant operators sleep better because they are easier to visually monitor for leaks, they do have their share of operational challenges. One of the main ones is the ability to accurately monitor their product levels through a tank gauging system. That is often easier said than done.

“What you’re generally doing is taking a giant tape measure and measuring the height of the product,” explained Ed Ventura, operations vice president for Hi-Sharp Products, Inc., Toronto, a petroleum-equipment distributor that has been servicing Eastern Canada for 20 years. “With

250,000-gallon tanks, if you’re off by an inch when you measure that can be hundreds of gallons off in recorded inventory. That makes a big difference in what you actually have and what you think you have.”

With that in mind, there are some basic performance parameters that any AST tank gauging or monitoring system should meet: 1. The system should accurately provide full information about the product, including level, multi-point and/or average temperature, water content and net volume. This information needs to be highly accurate and easily repeatable.

2. There must be reliability in the probe used to measure and gauge product level, temperature, etc.

3. The system should be low maintenance, self-calibrating and easily configurable with no scheduled maintenance or recalibration required.

4. System installation should require only one tank entry with the option of having different opening sizes.

5. The components in the system should be compatible with a large variety of products and configurations, ranging from petroleum products to chemicals, as well as with horizontal and vertical ASTs. 6. The system must have an open communication standard in which data is obtained from the instrument; wireless transmission of this data may be an option, where applicable. This information should also be available in as close to real-time as possible.

Over the years, the types of technology that can be used to monitor ASTs have evolved from simply sticking a tape measure in the tank.

Still, these technologies do not possess all of the qualities that lead to a reliable, trustworthy tank gauging continued on page 26

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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.

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Contact us today: 403 243-1312 www.washtech.ca CONVENIENCE & CARWASH CANADA

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By Troy Berry

Washtech Vehicle Systems

Service contracts for carwash owners:

AN OUNCE OF PREVENTION Whatever you call them, carwash service contracts should have enough 411 in them so you don’t have to call carwash 911.

> Are you the type of owner who values preventative maintenance, but never seems to have enough time to complete the ‘To Do List’? > Do you have multiple locations that need attention? > Are you newer to the industry and just learning about all of the maintenance issues at a carwash?

You may benefit from a maintenance or service contract with a local carwash service company.

“Service Contracts”. “Maintenance Contracts”. “Preventative Maintenance Program”. “Chemical Maintenance Program”. These phrases make most carwash owners and operators feel a little uneasy, and perhaps even a little queasy. Many carwash operators feel that a service contract is not right for them, as they can fix broken items as they occur. Many even plan to do a maintenance program themselves, but all too often they get forgotten or skipped as something else gets in the way. Many operators will only call their service provider when their system suddenly breaks down. It’s difficult to face the consequences of a serious mechanical failure, especially if it occurs on a busy wash day. Therefore, owners and operators should 20

May | June 2011

put serious thought into their own regular maintenance plan, even adding a service contract with a local, reputable service provider.

What is a maintenance or service contract?

A maintenance or service contract (sometimes also referred to as a “preventive” or preventative maintenance contract) is an agreement between the carwash owner/ operator and a local carwash service company for a regularly scheduled site visit. During a visit, the technician will inspect equipment, check for leaks, perform routine maintenance, and look at any problems that may exist.

Frequency of visits, the elements that will be inspected and tested, and other components of the service contract will be tailored to suit any carwash operator’s needs by most service companies. Most service contracts are performed on a four-or-six week interval and include a series of regular inspection checkpoints as well as the execution of

routine maintenance suggested for the equipment (such investment. This is true for all cases however, it is even more critical to those operators who own the business as greasing, oil changes, etc.).

There are several service contract models available to and the equipment, but lease the building and land. A carwashes. These may vary depending on the type of regularly maintained service contract, and proof of those equipment inspected, frequency of inspections, and rou- executed services will ensure that your equipment will tine maintenance included. Your local service provider retain some value, and not become run down and not may also offer a chemical maintenance program with the worth the money to fix them. purchase of a certain brand of carwash chemical. Typically these programs will only pertain to the inspection and upkeep of any chemical dispensing equipment. Carwash supply and service companies offer a preventative main- Still on the fence about whether or not a service contract is required at your carwash? The old tenance program for all types of carwash saying ‘Pay a little now or pay big later’ equipment. It doesn’t matter if you have comes to mind in support of preventative self-serve, in-bay automatic, or full-sermaintenance. That saying may have applied vice tunnels. All types of equipment will With a properly executed to regular maintenance of motor vehicles, require some regular maintenance and service contract, expect but it really applies to any type of moving repair, and your service company will be emergency breakdowns to equipment. Regardless of application, all able to tailor a plan that suits your needs. decline by up to 80%, but moving equipment will have wear points Carwash equipment kept in perfect there will always be the that need attention, bearings that need running order should be the goal of all occasional service call to fix greasing, or fluids that need changing. service contracts. This will protect your something in a panic.

Overlook these maintenance items, and equipment investment over the long the resulting failure can easily cost 10 times term, as carwash equipment will tend to last much longer and perform more reliably if maintained the amount of a maintenance contract.

One last reason for a service contract on your carwash regularly. However, it’s important to remember that the existence of a service contract on your site does not mean site: The surprise repair! No one ever likes to repair a that your equipment will not break down between routine damaged piece of equipment that could have been visits. Service contracts try to alleviate the emergency ser- avoided with regular maintenance. Trouble is, these failvice calls by ensuring that routine maintenance and re- ures always happen when the equipment is very busy pairs are carried out, but broken hoses, wands, or pumps and busy times at the carwash are the time to have your can and will still happen. With a properly executed service equipment making money, not costing money! Not only contract, expect emergency breakdowns to decline by up that, but most “carwash primetime” is usually on weekto 80%, but there will always be the occasional service call ends or after regular hours of the service companies, thus increasing labour rates on an already costly repair. Mainto fix something in a panic. tenance contracts can help you manage and better plan for the expenses associated with keeping your car wash in perfect running condition. That ounce of prevention really does provide for a pound of cure when we are talking If the costs associated with initiating a service contract about the carwash.

The existence of a maintenance contract for a carwash with a local service provider are a stumbling block, it will help the carwash owner to protect their investment is important to remember the these costs are rapidly outweighed by the costs to the business of any downtime, over the long term, as well as reduce downtime during especially in terms of credibility and lost business. In the short term. This definitely seems to be a winning situa competitive marketplace, you cannot afford to have ation. Not only will your equipment still have value if you people ever question whether your carwash equipment is ever decide to sell the carwash, the increased revenue from reduced downtime will have more than paid for the functioning or not.

Another important point that is often overlooked is the costs associated with the service contract.

Still undecided?

Is a service contract right for you?

protection maintenance contracts provide on equipment

22

May | June 2011

Exp

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Call 888-368-4403

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Polycarbonate Doors

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By Josh Hart

IN THROUGH The appeal and impact of good carwash doors has been highly underrated until now. Here, courtesy of contributor Josh Hart, are some things to think about.

Carwash doors are often looked at as an aftermarket purchase. Owners spend hundreds of thousands of dollars on acquiring land, constructing buildings and buying the right wash equipment, but do not focus on the importance of the carwash door. The reality is that the carwash door is the entrance to your business and no matter how much you have spent on the rest of the facility, if your door is not functioning properly, your customer does not have access to your business.

There are many factors to consider when deciding on the best type of carwash door for your business. You should be very detailed on your expectations of the door and discuss all of these with your distributor to make sure you are getting the proper door package for your application. Although many different styles of doors have been used in car washes, the most popular styles have been polycarbonate and aluminum doors or vinyl roll up doors. Each style has some key advantages based on your specific door requirements. The key factors to consider are listed below: 24

May | June 2011

APPEARANCE One of the most important features of a door is appearance. The biggest concern that most people have is that a closed door makes it look like their business is closed so you want a door that is very inviting and allows the customers to see inside the wash. That is one of the reasons why polycarbonate doors have become so popular: you can keep the doors closed to retain heat in the bay, but customers can still see inside. If you

go with a different style door such as vinyl, you want to make sure you have full vision sections to allow the customers to see inside. It also helps control traffic because customers can easily tell which bays are occupied or available. Furthermore, a clear door will allow natural light in the bay and

help reduce the claustrophobic feeling that people sometimes experience inside a car wash bay.

Colour is another way to add to the appearance of a car wash door. With aluminum/polycarbonate doors, you can actually anodize the aluminum to match a business’s color scheme and if you want to take it a step further, go with a colored polycarbonate. There’s a broad variety of colours for both top and bottom sections of vinyl doors.

SECURITY If security is a key element necessary for your wash, you are better off choosing a polycarbonate door. Polycarbonate has an impact resistance 200 times that of glass. When coupled with a direct-drive pneumatic opener, you are getting the highest level of security available because the ability to pry the door open from the bottom is eliminated. Vinyl roll up doors are easily knocked out of the opening and can be lifted easily to access to your building and are not recommended for any applications where security is a key requirement.

R-Value

Heat retention is one of the main reasons people have doors on their wash. A polycarbonate door offers an R-value of approximately 4-5 where a vinyl door has no R-value. Therefore, with the doors closed, you are retaining more heat with polycarbonate doors.

CORROSION RESISTANCE With either door package, you have the ability to purchase a door with corrosion-resistant hardware. This is an option on many door packages, so make sure it’s available when pricing door packages.

One of the greatest new advancements on polycarbonate doors is in the counterbalance systems. All doors used to have torsion springs for balance. The problem with springs is that top-of-the-line galvanized steel springs are only good for 100,000 cycles and then they are likely to break.

To extend their life span, it is important to grease the springs, however, this usually leads to grease dripping down the door and affecting its appearance.

When the spring does break, it usually means replacing the entire shaft line because you are unable to get the drums and bearings off to access the damaged spring. The newest trend is to eliminate the torsion springs and go to a strap counterweight system with stackable weights on the side of the door. This system is much safer than torsion springs, requires zero maintenance, and on average lasts two-to-three times longer than torsion springs. Eventually the strap may

break, but it is a very low cost replacement and does not mean replacing the entire shaft line.

Hardware for carwash doors has come a long way in recent times, but it’s important to research all of your op-

tions and know what you are buying.

Although standard galvanized steel hardware may be fine for your detail bay, it will be completely rusted in a car wash within a couple of years from installation. For your car wash bay, make sure you look at options like plastic or stainless steel hinges, shaft, bearings and bearing plates, e-coat corrosionresistant drums, rollers with stainless steel stems with plastic wheels, and all stainless steel bolts, nuts, and hinge screws. Another little-known option is plastic track. This choice offers you the

corrosion resistance of stainless steel at a greatly reduced rate. Plastic hardware also offers the benefit of less ice buildup as it is not as great a conductor of cold as steel is.

If you’re considering a roll up door there is less hardware to worry about, but you should make sure that not only the track and wind bars are made of corrosion-resistant material, but also the shaft, bearings, fasteners, motor brackets, and all other components of the door. Many roll up doors were designed for warehouse applications and the hardware they are constructed of will not last in the car wash environment.

CYCLAGE Pneumatic openers became popular because they are designed for extremely high cyclage use. If you choose to go with an electric opener on the roll up door or an overhead door, make sure you request a high cycle opener as many manufacturers offer low-to-high cycle options.

WEATHER Weather is one of the key factors in deciding on the appropriate door package. The challenge is finding the best door for cold weather climates. In

cold weather, the door must not only protect the car wash equipment by keeping the heat in the bay, but must also be able to withstand the inevitable ice buildup and problems associated with it. Most people choose to go with the polycarbonate style door to take advantage of its R-value. Choosing the correct hardware is always the most important aspect. Using plastic track and hinges will greatly reduce the amount of ice buildup on these components as plastic does not conduct cold the way that steel does.

Using a direct drive operator is also another key element in battling ice problems. If ice builds up in the track a direct drive operator (one that attaches directly to the door) is more powerful than a jackshaft style (one that turns the shaft to operate the door) and in most cases can push through the ice.

Furthermore, in extreme scenarios where ice buildup does not allow the door to close all the way, a direct drive opener will stop with the door and keep tension on the cables where a jackshaft opener will continue to turn the shaft even though the door did not go the full travel which can result in the cables coming off the drums.

The other key component to this is the fact that the door will cycle much more than in warmer climates where people tend to leave their doors open for longer periods of time. That is why in cold weather climates it is important to make sure you are purchasing a door package with components rated for higher cyclage.

The key to choosing a successful door package is paying attention to the details and choosing the correct options based on your specific application. Remember, the enter door is the first thing the customer sees before entering the wash and the exit door is the last thing they see before leaving the wash. The doors signify the entire facility. If the doors look good and run smooth the customer leaves with that impression of the entire wash experience.

CONVENIENCE & CARWASH CANADA

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continued from page 18

system. Among the more popular systems in use today (and their pros and cons) are: • Mechanical Floats These are the easiest to use, but also the most primitive, with the potential for level-skewing hangups on the cable guide arrangements that control the cable and float.

• Bubbler Systems These systems use the amount of pressure needed to force a bubble of nitrogen gas out of a tube into the bottom of an AST to determine the liquid level in the tank. Their fatal flaw is that there are too many variables associated with their use for them to be a reliably accurate measurement option.

• Radar Tank Gauging While these systems do a remarkable job measuring the liquid level in the tank, they are extremely expensive and provide a base product level only.

A CUTTING-EDGE SOLUTION There is one other form of tankgauging system that is gaining momentum for its accuracy and ease of use. Using a combination of magnetostrictive and flexible probes, remote monitoring capabilities and Internet protocols, this new type of tank gauging system provides bulk plant operators with a new solution that is easy to use and install while offering complete inventory, delivery, automatic reconciliation, exception alarms and environmentalcompliance information for as many as 256 ASTs. In addition, this system gives operators the ability to access and communicate via the Internet with real-time information, and offers standard POS protocol support for the ability to share data with other programs.

One company that has made advances in this area is OPW Fuel Management Systems, Hodgkins, IL,

26

May | June 2011

USA, with its SiteSentinel® iSite™ Automatic Tank-Gauging System.

“Until the creation of the iSite, there was not a monitoring system out there that adequately did 25-to50 foot tanks,” said Hi-Sharp’s Ventura. “There were some tank gauging systems out there that worked on ultrasound, but they weren’t reliable. The big thing is reconciling your products, making sure what goes out in your trucks is being recorded, and the iSite’s accuracy is much better for that than reading off a stick. I highly recommend the iSite if you have a bulk plant.”

CONCLUSION When you’re dealing with a bulkstorage facility that can have millions of gallons of petroleum products both arriving and departing on a daily basis, accurate measurement of product levels is of the utmost importance. Too often, the tried and (supposedly) true methods of monitoring product levels in ASTs have been found wanting. With the recent advances in tank monitoring technology, however, the day is rapidly approaching when bulk-plant operators will be able to confidently access the product levels in their storage tanks at any time of day or night, whether they are at the plant itself or thousands of miles away.

Jason Kaple, director of marketing & new product development for OPW Fuel Management Systems, Hodgkins, IL, USA, can be contacted at: jkaple@opwfms.com.

For more information on fuel management systems, go to: www.opwglobal.com

PART II

By Charles Borchard

BORN UNDER A WATER SIGN:

Improve Water Quality for Express Washes Last issue we look at RO systems and various forms of spotfree rinse and water systems. This issue builds on the ways spot-free water can be used in car washes.

There are increasingly more ways for spot-free water to be used in car washes. Mixing with your soap is just one example.

Whether you operate a full service / exterior tunnel, or straight exterior express tunnel, the addition an RO/ Spot-Free rinse system will have an immediate and positive impact with your clientele. In unattended vehicle washing, the use of a final spot-free rinse will compliment the blower by allowing any residual water remaining on the vehicle to dry spot-free. In an exterior express or full serve tunnel, the addition of a spot-free rinse system eliminates your worst enemy - Carryout Water! In the full serve no matter how diligent your people are, towel drying can not address the water remaining in crevices of the vehicle such as the moldings, side view mirrors and headlights. As the customer drives away, this (mineral-laden carry out)

water is forced out of these areas, dries and causes water spotting. In the exterior express you reap the same benefits as the unattended automatic.

The use of an RO system eliminates this concern as the final spot-free rinse becomes the carry out water, and therefore when it evaporates there is no residual due to its lack of mineral content at 98% pure water.

RECLAIM WATER Reclaim water is water that has been used in the wash process, then cleaned and reused.

Many municipalities now require some form of reclamation or recycle system prior to permitting, and having one may assist in avoiding expensive impact fees. For wash quality it’s always better to have some fresh water in every cycle. About 80-to-90% for practical reasons, is about the highest usage

CONVENIENCE & CARWASH CANADA 

27

recommended. Water reclamation systems are not new in vehicle washing; there are several different technologies in current use.

CHOOSING THE RIGHT RECLAIM SYSTEM When choosing a reclaim system there are many things to consider.

For instance, how much water are you planning to recycle, will you use it on the undercarriage and first flooder arch, or in a friction tunnel application on the first mitter and side wheel, and rinse followed with fresh water applications until you get to the spotfree arch? High pressure side and wheel blasters in exterior tunnels use a lot of water and are good candidates for recycling water. You should discuss with your wash equipment supplier what their equipment requirements are regarding micron sizing and what the wash equipment can handle.

28 

May | June  2011

Typically, washes with high pressure pumps require a much higher level of micron filtration.

No one wants to live near a sewer plant. If the water is foul and the wind is blowing in, the odors will force you to your knees. For water to be reused, certain steps have to be taken to clean it up. The first major treatment in wastewater is sedimentation, the removal of a substantial amount of suspended matter. This is done in settling ponds in a municipal system. In a car wash system the settling tanks are usually underground, (see the attached drawing for an example of a tanking system). In the municipal system, the water can set for days or even weeks and allow the solids heavier than water to settle to the bottom. If your incoming stream of water contains lighterthan-water material, floating trash or hydro-carbon based oils, these prod-

ucts will float on the surface of the settling pond. In a car wash system the total amount of water kept in the system is considerably less than what is kept in the sewage system of a city, and naturally will have less time to settle before it is called on to be used again.

All reclamation or recycling systems use a tank system to capture the water after it is used. These are often called clarifier tanks or oil water separator tanks. The suspended solids are allowed to settle in these tanks, thereby clarifying the water. If the tank system is properly sized not only will the solids settle to the bottom, the oils and lighter than water contaminants will rise to the top and become trapped out of the reuse stream.

After the tanking system, reclamation recycle systems split into two types. The first we will call a batch system. A batch system draws water

from the end of the settling tanks and processes the water. This could be as simple as a cyclonic separator, to systems that are essentially micro sewage treatment plants that treat the water with multiple filtering elements and/ or media and store the water in additional tank(s) for future use in the wash process. These are typically the more complex systems and usually require multiple pumps. Once the water is processed and stored it can go septic very quickly, causing unpleasant odors when it is used. Unless it is being treated on an ongoing basis, this is usually accomplished by a recirculation pump with some form of a biological, chemical or ozone injection.

Biological systems are used quite often in municipal waste water treatment, and as such produce clean water, but it can be difficult to keep in balance, often requiring constant monitoring by water treatment engineers. In vehicle washing it is possible to get out of balance by introducing too much fresh water into the system. This can happen simply by hosing down the wash bay with fresh water.

Chemical treatment with a disinfectant such as chlorine is also a fairly common practice in waste water treatment. It also requires proper monitoring, if the dosing gets too high chlorine, which is a powerful oxidizer, can cause premature corrosion and possibly failure of the wash equipment.

Ozone injection is another treatment used in waste water treatment and was first used in France in 1906. Ozone must be generated on-site. The most common ozone generators use a high voltage arc, and an oxygen concentrator. Ambient air is 21% oxygen 78% nitrogen and 1% inert substances. Pure oxygen is O2, meaning two oxygen atoms together. Oxygen concentrators take ambient air, compress it, dry and filter out the nitrogen and inert substances and deliver to the ozone generator 70-to-90% pure O2. With this high level of oxygen being pushed through a glass tube a high voltage

arc, like a spark plug, ignites and splits some of the O2 molecules.

The free oxygen then attaches itself to other O2 molecules forming ozone.

O3 means it is three oxygen atoms strung together. This ozone along with the O2 is then injected or drawn into the water stream and circulated into the tanking system. Ozone is an extremely unstable molecule. When it strikes a biological or hydro carbon contaminate in water it oxidizes that contaminate by shedding the spare oxygen atom.

While ozone has an extremely high capability to oxidize-- higher even than chlorine--the main advantage for the use of ozone is the short duration of its life. It will dissipate in 20 minutes as opposed to chlorine, which could have a harmful residual for several days. So, as long as the introduction of ozone is controlled so as not to allow out of the water tanks for its 20 minute life, it is a viable choice. Now that the water has been processed and stored, and is being treated on an ongoing basis, when it is necessary to deliver to the wash, it requires yet another pump.

Batch systems require proper sizing to have enough time for the processing of the water to be accomplished before the wash demand calls for the clean water. If the system is undersized you will be using water that is not as clean as it should be to make up the deficit.

ON DEMAND The second type of system we will call on demand. With the same clarifier settling tank system, the on demand system processes the water to the acceptable level of solids with some or all of the following: cyclonic separation, backwashing filters, media tanks or disposable filters. This is accomplished as the wash demands water; it does not require the additional holding tanks. At the very minimum a reclaim system must remove the larger suspended solids. Cyclonic separation, depending on the separator, is from a typical 70 microns down to five microns on the best systems. Media filtration,

automatic back washing filters and disposable bag filters are all in use on some demand systems as well.

The better on demand systems will also have the recycling capability to maintain odor control using the same techniques, biological, chemical or ozone injection. In most cases this requires a separate pump. Remember that this, in most cases, increases the size of the equipment and the price as well.

There are obviously such a wide range of capabilities but there is also a wide range in pricing. Finding a reclaim system is like every other piece in a vehicle wash. Ask yourself these questions: is the equipment well made, will the manufacturer, distributor stand behind it and be able to fix it if it breaks, how much space will it require in the already crowded equipment room?

Working with your equipment supplier, and their distributor(s) to answer these questions will go a long way to ensuring that you get the right system for your application.

There are obviously many more questions and things to consider in your water usage in a vehicle wash, then the few that were touched on here. Your equipment supplier should have a good basic understanding of the use of water and can help guide you in your equipment selections to make your wash a success. Hopefully this beginning primer will help you to understand a little more about water and how reclaiming and reusing it in the wash process will benefit everyone.

Charles Borchard is the VP of Operations for New Wave Industries, the manufacturer of PurClean Spotfree Rinse Systems and PurWater Water Recovery Systems and is in his nineteenth year in the water treatment business. He can be reached via email: cborchard@purclean.com if you have questions about this article.

CONVENIENCE & CARWASH CANADA 

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CHANGE BRINGS CHALLENGES

Shoulder seasons often deliver the cruelest hit to northern business

Across Canada’s north, spring thaw presents a host of challenges to business. Consider that the country’s network of ice roads is responsible for more than $1 billion to local economies. Now, thanks to rising Arctic temperatures, there is a decline in the number of days available to ship goods and equipment over these crucial winter roads. The upshot is that communities are finding transport a greater challenge than ever with most having to race to get the goods in before thaw.

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For example, this year the Northwest Territories’ Tibbittto-Contwoyto winter road operated for just 42 days compared to 76 in 2005. Trucks transported 7,208 loads, a number down from last year’s 8,200 trips. Mine operator Tahera was expecting 450 loads up to its facility, but reported it was only able to receive just 60 per cent of supplies such as fuel leaving its 12 million litre tank farm sitting half-full.

With the thaw now underway along this NWT winter supply route, businesses are looking at air as the leading option to get goods into storehouses.

The cost is huge. For instance, Tahera expects to pay in excess of $3 million to bring in its remaining stores some of which would have been on trailers among the 500 transport trucks waiting patiently in Yellowknife for the possibility the road might open.

Other centres along the McKenzie Highway system also have to depend on alternatives to traditional transport methods. In Fort Good Hope the Coop operates a retail facility in the community about 35 kilometers south of the Arctic Circle, on the MacKenzie River. The 557 people in the community rely on air, river barging, and winter ice road to get products into the store.

Similarly, in Moose Factory, a

3000-person island community set amid the Moose River near James Bay, goods for the Northern Store’s Quick Stop C-store and gas bar must be shipped by train to Moosonee and then, like Fort Good Hope Co-op, taken by river barge or winter ice road to the community. Early thaw means hav32

May | June 2011

ing to move items by helicopter at great expense.

“Fuel is the hardest thing to address during break up,” says manager Donald Weapenicappo.

“It’s heavy and requires special handling and if we have to airlift it in it really brings up the cost.” He suggests that a year-round road would be great, but unlikely given the geography of the town that sits well offshore on an island.

Weapenicappo comments that business is good for the store. “In winter we get a lot of traffic from the coastal peoples who come down on sleds or drive the ice road for shopping or to attend hockey tournaments in Moosonee,” he says, noting that like other stores in the north they too find gas sales strongest in the winter.

Back in the Western Arctic, storeowner Joe Lavoie remarks that how operations handle winter extremes and spring breakup circumstances is a matter of adaptation. Lavoie and his brother operate Arctic Foods in Inuvik. There they bring in tons of goods over winter roads each year in preparation for the spring thaw when they are cut off from the North American road system.

“We want to be sure we have the really heavy stuff brought in and warehoused. Anything we have to airlift costs about $2 a pound and this can really bring up the cost of product on the shelves.”

Lavoie reports that he typically flies in fresh produce and notes that meats can present a challenge with lengthy trucking times resulting in some spoilage. “The Dempster Highway can be closed on a regular basis depending on the weather. This year it was shut four or five days. Trucks have to just sit and wait it out and this can be a disaster for perishables.”

Lavoie comments that transport is just one high cost he has to pass on to customers. Another huge hit to the pocket book is energy. He reports that they spend about $300,000 a year on electricity that comes from a diesel generator. “This is eight-to-10 times

what an operator in the south would pay. Heating is another major cost with expenses running $5,000 a month for a 4000 square foot store that also uses recovery technology to pull heat from refrigeration units in an attempt to reduce costs.

Lavoie’s goods tend to be shipped from Edmonton. He says that orders sent in on Thursday are sent out Friday, usually arriving Monday. “Construction costs are high in the north so people are not as likely to build warehouses to store goods. Up here you tend to use buildings that already exist. This means it’s a bit of a balancing act between ordering and gambling on the weather if you don’t have someplace to store things.”

With high costs come high need for capital. Here, broker Garratt Wootton, manager financial programs, Site Canada, suggests northerners look to ways to obtain the funding they need for projects while keeping their cash in hand.

“Use your hard assets to leverage funds for business development like a new warehouse or a gas bar,” he advises, remarking that banks tend to shy away from using inventory to secure a credit line. “When you need new equipment consider a lease so you can retain cash and not have your money tied up where it can’t be used.”

Wootton points out that it can be a challenge getting traditional sources of credit to take the plunge into the north. “So often this is a region that is poorly understood and not given the consideration a business in the south might enjoy. We are brokers and we go to the market for you to find the best solutions to individual business needs.

And, while a bank works for the shareholders, we work for our clients. Our goal is to help businesses obtain the best rate and terms and get that capital they need to take advantage of opportunities.”

Indeed, aside from weather, distance from markets and human resource challenges, the difficulty in getting sources of funding to get building and services underway stands out as a major im-

pediment to northern development.

Nothing shows this need more than the annual struggle to work around spring thaw and winter extremes. For example, in Island Lake in northern Manitoba, an area that is serviced by a limited winter road and air transport, the community was hamstrung in 2010 by a lack of winter season funding to get fuel trucks moving. This proved costly to inhabitants of the centre, with shipments eventually having to be flown in when the spring thaw came early and closed the ice highway. Now the province is looking at a $1.2 billion project to run a road from Norway House to the settlements in a drive to assist the community with its supply issues that are expanding with global warming.

Says Joe Lavoie, “Here in the north we have to pay more for everything because of the high cost of transport.

A difficult spring break up can really throw a wrench into the works. For example, gas is typically 0.50 cents more expensive than in the south, but shortages can take this much higher.”

This is what happened in Manitoba last year when an early spring closed the winter roads weeks before their expected finish. Reports show that Oxford House, a community almost 1000 kilometers north of Winnipeg saw its

$1.25 litre price for gas double in one week to $2.49 this January when tanks started drying up. At fault was a year that saw the town able to bring in only nine truckloads of gas compared to the usual 22 that they need to run power sleds, ATV’s, trucks and generators.

Preparation was made all the more difficult because Indian and Northern Affairs held back funds to pay for the shipments there-by compressing the season and forcing communities to

fly in goods to fill in supply gaps with items made more expensive through air transport.

“It’s really up to governments to invest in infrastructure that can help place us all on the same level playing field of business. Up here people have to make so much more money just to break even thanks to the high cost of goods. If we

F

O

could obtain an improvement in our road system and some stability in air shipping costs it would go a long way towards putting northern Canadians on the same footing as those in the south,” says Lavoie, suggesting that while most Canadians look forward to spring thaw, those in the north see it largely as a difficult and expensive period that can put a big damper on a coming year’s profit picture.

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CONVENIENCE & CARWASH CANADA

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By: Garratt Wootton

And how much is it?

That much?...

I don’t have the money.

“I WISH I COULD AFFORD IT!”

SHOW ME THE MONEY! The Ins and Outs of Asset Acquisition Every day, at home or at work, we are tempted by advertisements all asking us to spend our hard-earned money. How many times have you had to say “no” to curb those temptations because you didn’t have the money to get what you wanted?

How many advertisements in this very magazine made you think “That could really help my business?” As a savvy business owner, you see the value in the products and services out there and can connect the dots to the long-term business benefits of re-investing to improve your business.

The flip side of the coin is that these investments tend to come at a very high price point.

Wouldn’t it be great if you could find the money to elevate your business to the next level without having to use your savings?

Transactions are part of society’s inherent structure. Buying is 50 per cent of every transaction and yet many people do not look beyond the use of cash to purchase an asset.

When purchasing a house most people put some money down and get a mortgage for the rest. Similarly, when buying a car, cash is typically not used; the car dealership sets you up with a vehicle lease. In both cases you are using financial tools which allow you to bring these costly purchases into your price range; allowing you to benefit from the use of a home and transportation while you pay for it.

This article aims to educate and enlighten you on the Ins and Outs of Asset Acquisition. There are a variety of financial tools available, each with their own benefits and drawbacks depending on the asset. In understanding the pros and cons of four basic purchasing methods: cash purchase, bank loan, equipment leasing, and mortgage financing, you will be able to make a smarter choice when it comes to your projects financing options.

Cash: The easiest, simplest and most common purchasing method… but is it the smartest?

SCORE CARD Asset Cost: Any Credit Requirements: Not Applicable Financing Term: Not Applicable Interest Rate: Not Applicable Pros: Easy – Everybody takes cash Quick – No credit checks or application process Affordable – No interest payments, fees or commissions.

Cons: Opportunity Cost – Cash unavailable for inventory, accounts payable & a vacation.

Cash Flow Risk – Using cash for asset acquisition exposes the business owner to operating risks during seasonality and low sales periods.

Bank Loan: The neighborhood lender.

SCORE CARD Asset Cost: typically less than $150,000 Credit Requirements: Dependent on credit review and ultimately decision lies with lending institution.

Financing Term: customizable (1 – 10 years) Interest Rate: depends on lending institutions assessment of risk. (4 – 20%) Pros: - Convenience and multiple loan options – Your local bank branch can administer and already has your information.

- No pipeline control of money – once you secure your loan, the money is yours to do what you want.

Cons: > Can be a lengthy application process > Collateral usually required – may need offer up personal assets as collateral for bank loan. > May not get total asked for – Cannot buy $100,000 of

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equipment with a $60,000 bank loan.

Equipment Leasing: I lease my car… can I also lease my business equipment?

SCORE CARD Asset Cost: $3,000 - $150,000 Credit Requirements: Pass credit review, demonstrate strong cash flow Financing Term: 1 – 5 years Interest Rate: depends on lending institutions assessment of risk (8 – 18%) Pros: > Affordable Monthly Payments – Avoid large cash outlay; amortize the cost of equipment over time. > Fast approval process > Total financing – Leases often include installation and associated leasehold costs > The asset is collateral for the loan > Potential tax advantages – Lease payments may be treated as operating expenses which may provide valuable tax advantages Cons: > Application process & credit review > Selective process – not everybody qualifies > Interest & Commission – higher long-run cost than cash Mortgage Financing: I mortgage my house… can I mortgage my business property?

C

SCORE CARD Asset Cost: $150,000 – $10,000,000 Credit Requirements: Demonstrate strong cash flow, available capital for down payment Financing Term: typically 10 – 20 years, with five-year terms Interest Rate: typically 4 – 8% Pros: > Leverage equity in property value for CASH to purchase assets and cover related construction costs. > Cost Effective – Cheaper (lower rates) than equipment leasing >Long term financing – monthly payments typically smaller Cons: > Slow approval process > Long-term commitment – depending on mortgage structure may be difficult to pay down.

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CMY

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CONCLUSION With a basic understanding of different financial tools available, you are now in the driver-seat to ask the 36

May | June 2011

right questions when purchasing equipment. Consult with your equipment suppliers to learn about their financing options to see which may best fit you and your business’s longand-short term needs. As Canada rebounds from the recent economic downturn, banks and lending institutions are revving up for a big business year. In his 2010 Budget Speech, The Honourable James M. Flaherty’s, P.C., M.P. Minister of Finance says “The proof is in our performance. By key measures, Canada is performing better than the United States and HalfPageIslandPrepaid_PRINT.pdf 1 3/14/2011 other advanced economies. Leading authorities praise the stability of our

mortgage industry. They point to our financial system as the soundest in the world.”

So what type of financing is best for you? Everyone’s situation is different and therefore getting the best possible solution usually involves a combination of different financing methods.

Understanding how and when to use the various funding sources is the key to maximizing the value of your money. Ask your equipment suppliers and manufacturers if they have financing programs in place to aid you in your equipment purchases; if they don’t, 11:48:22 AM talk to a trained finance specialist to walk you through the process.

SNACKING ON ALTERNATIVES Canada’s snack universe is evolving to meet changing consumer demands.

Is your store up to the healthy snack challenge?

There is little doubt that we are all a lot more health conscious now than we were just 25 years ago. Top of mind today is a need to find packaged foods that are lower in sodium and sugars, offer reduced trans fats or heightened sources of fibre. This increased attentiveness to our bodily welfare is being made all the easier thanks to a growing number of healthier alternatives to the standard selections found on the shelves of the vast majority of C-stores in Canada.

Still, shelves are overflowing with sugary candies, saltladen potato products and fatty pastries. No one is fooled into thinking that just because we know about the dangers of over consumption of some foods, we will readily make healthy choices in an impulse buying environment at the gas station or neighbourhood quick mart. The trick is to intersperse the standard products with healthy alternatives that allow operators to maximize opportunities for sales and help people make better food choices by showing them that options exist.

“You have to have something for everyone. The kids might want chocolate bars while mom holds out for a granola bar or fruit snack. The object is to have the right products in places people expect to find them to help customers make their choices simple and quick,” says a clerk at a south end Winnipeg convenience retailer. Indeed, this is established practice at all locations I travelled to in the city.

Within the chain environment, Mac’s appeared to hold the best hand with a number of places in-store to find healthy alternatives. At their ‘Take Away Café’ section along the back wall they had a tuna salad kit, Carnation Instant Breakfast RTD beverages, BioX Protein bars and fruit salad. On stand-alone merchandisers there was a variety of dried fruits and nut assortments that were highly visible and in good real estate placement. We also found a third site in-store that had a wide range of granola bars, Fiber One bars, Vector and oat bars such as Quaker’s new Fiber and Omega products.

CONVENIENCE & CARWASH CANADA

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Quaker’s Oatmeal To 7/Eleven locations Go. Standalone racks were a close second to offered a wide assortMac’s. We found fresh ment of Planters nuts fruit in-store at the and seed items. three sites we viewed.

According to Blair As well, stores offered Patterson of Direct Plus fruit salad and packFood Group, the smart aged crudités. money is on operators In gas station CIf C-stores place healthy who can see where stores, Shell appeared the trends are going to take the checkered products where people can see them and compare not necessarily where flag with both prodthem to more traditional business is today. uct assortment and items, they will sell.

“Right now the probtie-in promos to cross lem with healthy snack merchandize. At sevalternatives is that the eral locations that we toured Shell operators utilized majority of consumers are not interthe coffee area to promote healthy ested. When people stop into a Csnack food alternatives such as gra- store for gas or a lottery ticket they nola bars, Sun Rype fruit snacks, and tend to think impulsively and as such

most reach for a candy bar or a bag of chips. These are in the prime locations and have the greatest visibility.”

In addition to a host of products like McSweeney’s, Grimms, and Hygaard, Patterson also markets goodfor-you brands like Sun Rype and Lara Bars as well as Cheecha potato puffs, a multi-format line that is an alternative to fried potato chips. He remarks that retailers need to show consumers that they have alternatives. “It’s a ‘build-it-and-they- will-come’ scenario. If C-stores place healthy products where people can see them and compare them to more traditional items, they will sell. Too many stores stock good-for-you brands and then hide them in the back of the store,” he says, adding that operators who

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ing more space This is a more permanent healthy lifelet customers know to healthy laden style change,” he says, adding that it they have alternabrands. They are is clear that consumers are looking for tives will be positively not doing this items they can snack on that are porviewed as being more because they table and healthy, at the same time forward thinking and are interested in addressing the huge time constraints being ahead of the helping Canadi- that impact all of us today.” curve, attributes that Now with C-stores dedicating more ans feel better earn customer loyalty. Canadians are reading labels They are doing effort to battle this time compression General Mills Can- like never before. This shows it because these with foodservice like hot beverages, ada assistant chan- they are interested in better products are mak- sandwiches, and RTE salads, the opnel manager Donna health. Now it’s up to retailers to put the products in front of ing them money. portunities have never been greater DeLazzer agrees. She They have seen to add on collateral sales. According reports that operators customers to demonstrate the the opportunity to Linda Strachan of NPD Group, a have been enhanc- store’s ability to meet trends and satisfy needs,” and they are run- company that tracks Canada’s retail ing the food service and foodservice trends, 50 per cent ning with it.” component as a way Herein lies the of hot beverage purchases in C-store to bring in dedicated traffic and appease customers who power of products such as Break-A- are teamed with a doughnut or mufjust stop in to hit the bank machine Way Organic Nature Bars, a 100 per fin. Here lies a perfect opportunity to or buy gas and then discover they are cent-certified organic snack that is get people interested in other items hungry for a snack item. “Operators GMO, gluten, dairy and trans- fat free to go along with that coffee, she sugneed to help change the mindset of as well as having no refined sugars, gests, adding that while the less than shoppers by showing they have more additives, or preThe alternatives for them. Canadians are servatives. reading labels like never before. This product is ideal shows they are interested in bet- for vegans or ter health. Now it’s up to retailers to those on religious put the products in front of custom- diets, including ers to demonstrate the store’s ability Kosher. Accordto meet trends and satisfy needs,” ing to the owner she says commenting further that of the brand, Grande, General Mills has been a point player Frank in good-for-you with products like the range includes Cranberry Nature Valley and Fiber One. Healthy snack assortment is also Crisp, Mixed Nut “This is not a trend, as trends come and go. This is a Apple more permanent healthy lifestyle change,” says Grande, a good way to build on a more di- Crunch, Al- President of Grande Sales and Marketing, verse customer base, says Ruth Zas- Cinnamon, tre, national business development manager with True North Nutrition, a company that markets products such as Clif Bars. Retailers need to look at things like cross-promoting to health-conscious customers who may come in for a bottle of water rather than a sugar filled soft drink. “Changing lifestyles now dictate a change in snack selections at stores. Just look at Mac’s or 7/Eleven. They are dedicat-

mond Raisin, Pomegranate, Flax Seed, and Chocolate Chip.

“Consumers are looking for healthier, better-for-you alternatives that taste great,” says Grande, president of Mississauga-based Grande Sales and Marketing, a company that offers the Break-A-Way line of Organic Nature Bars to the national market. “This is not a trend, as trends come and go.

healthy choices may make up the majority of sales, operators who fail to heed the trend towards good-for-you and stock alternatives to standard fare are leaving money on the table.

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By Lee Barter

Retail Technology

FUTURE CHALLENGES REQUIRE BETTER INFORMATION POS systems streamline sales to help maximize profits. It’s also here to stay.

40

May | June 2011

KISS (“Keep It Simple, Stupid”…not the rock group!) is easier said than done when it comes to decisions on what electronic point-of-sale (POS) system you as a retailer should use and what capabilities your business needs now and in the future.

The impact of social media (Facebook, Twitter), loyalty and changing market factors can not be underestimated when it comes to how you will be communicating your retail offering. On the horizon are a number of changes that will most likely impact the convenience/retail fuel segment in the coming years and will include the expansion of foodservice, fuel alternatives, increased tobacco regulation and a greater focus on highprofit items.

New Offerings By not losing sight of what a C-store does best, retailers can rise above competitive challenges.

Retailers need to better leverage consumers’ primary trip missions to drive traffic and increase total sales.

To succeed in the foodservice arena, C-stores will need to develop a store-within-a-store that includes proprietary, licensed or franchised brands.

There is no question that today’s C-stores are experiencing increased competition from other retail channels. By not losing site of what Cstores do best, these retailers can rise above competitive challenges.

Consumers visit C-stores primarily for drinks, snacks, gas, cigarettes and coffee. The top three criteria for selecting a site are friendly/helpful employees, convenient location and the ability to get in and out quickly. To best accomplish this, experts agree that these retailers will need to better leverage consumers’ primary trip missions to drive traffic and increase total sales.

C-stores must begin to get these

categories to cross promote with other, as more impulsive categories help increase basket size. In addition, Cstores need to embrace loyalty programs that tie in with primary C-store sales and give consumers incentives to purchase other items.

As the industry becomes more technologically adept with both digital and social media, C-stores of the future will have increased opportunities to reach consumers on-the-go.

This data also will help businesses optimize their SKUs to ensure maximum profitability and sales. The importance of SKUs and the leveraging of high-profit, high-impulsive candy and snacks impacts both store layouts and how consumers shop in stores.

Many categories have too many poor performing SKUs. C-stores, especially independents, must become more adept at category management and need to better identify their core items, develop up-sales strategies and offer the right products and merchandise categories in order to stay competitive.

Every supplier is on a mission to get both C-store retailers and distributors to stock those items that consumers are looking for.

Traffic Drivers C-stores will need to look at fuelling over the next 10 years and decide what they can do now to handle alternative fuelling. This may entail the offering of electrical charge stations, supplying CNG or things like battery swaps which is currently offered in Israel, much like propane tank swaps.

Retailers will need to look at different options, since all alternative fuelling is handled differently. C-stores sell close to 80 percent of Canada’s gas. If that number drops significantly, retailers will need to look at how to replace this revenue source and get more customers into their stores.

Tobacco and fuel are strong sales and traffic contributors, and will not disappear tomorrow, but the fact is that these categories will, in all likelihood, not grow.

Tobacco and fuel may get people into the store, but it’s your other instore sales that pay your bills.

Choose the Right Software What do the above matters mean?

Simply, if you do not have the right tools you will not survive. Elemental to surviving is having the right information. If you do not have a modern POS system you will simply be left on the wayside by your competitors.

Research the software, demo systems, visit users, talk to end-users, do your homework. Don’t choose your gas station/convenience store hardware first, whether it be dispensers, car wash systems, security cameras etc. Make sure that the software system will give you the maximum ability to manage and control your site, both now and in the future.

POS software can give you a massive boost in profits, it can: reduce pricing errors, control “price points” for maximum profits, keep your inventory costs low by reducing dead inventory, and maximizing turns, reduce employee theft, provide financial reports reveal exactly where you’re making or losing money and provide critical information so you can make adjustments. POS software can help you to speed up check outs and make your customers’ shopping experience more enjoyable.

POS software, when combined with other capabilities such as loyalty programs, Chip & PIN processing and digital advertising, ensures that you are not only meeting your customer needs, your sales and profit goals, but also future challenges that Cstore retailers face.

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HOT TOPICS 1234 Four leading lighter distributors answer questions about the category This might spark your interest – the lighter category is a relatively stable sales segment. Not necessarily linked to cigarette or cigar sales, lighters are purchased by people who utilize them for candles, barbecues and other household uses. And, the key to continued sales success is offering customers the styles and functions that fit their life-style.

Convenience & Carwash Canada magazine talked to four lighter distributors about what’s new in the category and their best merchandising tips.

Convenience & Carwash Canada: Please discuss your lighter line-up for the Canadian C-store market and any new products in the category.

Michael Salfi, Brand Manager- Lighters and Shavers, BIC Canada, BIC® is the leading brand of lighters in Canada, and has the largest variety of designs and licenses available.

The BIC® Original lighter and BIC® Mini lighter represent the majority of the whole category.

BIC has more variety to offer including new designs; Reggae, Tattoos and the popular Flick My BIC® series. BIC also offers a variety of licensed lighters such as NHL, Playboy, Molson Canadian, Coors Light, Budweiser, Bud Light and Rock Bands.

The BIC® MiniTronic™ is the thumb friendly electronic lighter that has been leading the growth in this segment.

In addition, BIC has a selection of lighter cases that consumers enjoy because they can personalize their everyday lighter.

Lastly, BIC® Mega Lighter® is our market leading multipurpose lighter that can be found in all channels.

Walter McCall, Casa Cubana: Currently, Casa Cubana is the exclusive Canadian distributor for Cricket lighters in Canada. We carry a wide range of formats and designs, including the extremely popular Cricket Mini, the innovative Fusion3 (made using a unique injection-molding process that blends two different colours during manufacture) and the Firepower utility lighter.

We’re just in the process of launching several new Cricket products in the mini format. Sales of Cricket mini have really been driving our category growth, increasing by more than 40 per cent per year, so we’re dedicating our efforts in Q1 and Q2 of this year towards diversifying our mini selection to provide more and unique design options. We’ve changed the colour assortment of the Mini Simplicity lighters and we’re introducing the Mini Fluo, which features unique and dynamic fluorescent colours. It’s been a great

CONVENIENCE & CARWASH CANADA

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success in Europe, where it has increased mini sales by over 30 per cent, so we expect it to be a great addition to our line here in Canada. Finally, we’ll be rolling out the Mini Graphic, a sleeved product that features a series of highcontrast monochromatic designs.

Abraham Nordine, Rocky’s Imports: We just released the new 2011 STAR Lighters designs. We offer lighters in disposable, electronic, refillable, Torch, Wick, Premium and Utility.

Carl Phenix, A1 Imports Inc: We offer over 40 different models of SLICK Deluxe Lighters across Canada. All of our lighters are 100 per cent guaranteed against any manufacture defects making them the most reliable lighters in the market.

In the last two years, SLICK as become the leader and largest distributor of Deluxe lighters in Canada offering innovative designs, high quality alloy metal casings, powerful Torch wind proof or wind resistant flames.

In the last 16 months, SLICK has commercialized a brand new line of high quality electronic disposable lighters in Canada. We have used our expertise in Deluxe lighters and transferred it into disposable lighters to offer you the best electronic disposable lighters in the market.

In this great new line up of SLICK disposable lighters, we offer: SLICK Electronic Disposable Extra Fuel, SLICK Electronic Disposable LED, SLICK Electronic Wind Resistant Disposable Torch and SLICK Electronic Mini.

Regarding our SLICK Deluxe lighters, we have new comers on a regular base. Before the end of the year, we will have over 45 different models of SLICK Deluxe lighters to choose from.

Convenience & Carwash Canada: What are some of the latest innovations in the lighter category?

Michael Salfi, Brand Manager-Lighters and Shavers, BIC Canada, BIC is always launching new lighters and refreshing designs, consumers tell us they want new colours and designs, and we develop products to delight our consumers. An example is the BIC® Rock Bands Series.

Rock Bands has been extremely successful and we will have an update in design to keep the appeal strong. This series features such bands as AC/DC, KISS, Ozzy Osbourne, RUSH and ZZ Top. Walter McCall, Casa Cubana: Lighters are a fairly 44

May | June 2011

simple product, so there aren’t a lot of technological advancements. However, whenever there’s been a leap forward in the lighter industry, Cricket has usually been right at the leading edge of innovation.

Cricket actually founded the entire category when they introduced the world’s first disposable lighter in 1961; this year is their 50th anniversary, and they have continued to distinguish themselves as a leader in innovation, design and safety. In addition to inventing the disposable butane lighter as we know it in 1961, Cricket pioneered such important developments as (a) the use of Nylon (in 1977) which offers a much higher range of safe operating temperatures vs. lighters made of traditional delrin and superior tensile strength while resisting the corrosive effects of solvents and chemicals, (b) fixed-flame technology (1977), which uses a microporous inner membrane to regulate the flow of gas so that the flame stays at a stable height, eliminating danger from flare-ups and unpredictable flames in windy conditions, and (c) the introduction of the world’s first childresistant safety mechanism (in 1992).

Cricket has also invested heavily in technology to ensure precision, quality and excellence in their products. In 2002, they introduced the Fusion series, the first lighter in the world to blend two colours during the injection-molding process. Today, they use their technological superiority to ensure that each and every Cricket lighter is made to the highest standards of quality; whereas most lighters only check selected batches taken from occasional production runs, Cricket tests each and every lighter on its assembly time at each stage in its production, part of a quality control system that runs over 120 different checks to ensure both quality and consistency.

Carl Phenix, A1 Imports Inc: SLICK’s biggest innovation in the lighter industry, for the last two years, was to be able to successfully incorporate the electronic technology in disposable lighters. Doing so, it resulted in offering the consumer a quality and reliable electronic lighter.

SLICK has not re-invented the electronic technology, but we have successfully commercialized this technology in a quality and reliable disposable lighter. The electronic technology allows us to offer many new options in the disposable lighter category surpassing the flint lighter’s basic characteristics, such as simple and easy press-down elec-

tronic ignition, torch flame system offering wind resistant flames, coloured flames and optional built-in LED lights.

Convenience & Carwash Canada: How are sales of lighters? Is this a stable category? Or does it go up/down, and why?

Michael Salfi, Brand Manager-Lighters and Shavers, BIC Canada, Consumers want dependable, high-quality lighters that offer value. Consumers tell us they may buy a lighter once because a colour or new feature entices them, but if the lighter doesn’t perform they won’t buy it again.

Abraham Nordine, Rocky’s Imports: Sales are good.

The premium (expensive) lighters are more susceptible to fluctuations in the economy. Otherwise lighters are a very consistent seller in the marketplace.

Carl Phenix, A1 Imports Inc: Many people think lighters are only sold to smokers but this is wrong. It is also a household commodity and lighters are used on a regular basis for many purposes.

Convenience & Carwash Canada: Has any of the cigarette and cigar regulations affected the lighter category?

Michael Salfi, Brand Manager-Lighters and Shavers, BIC Canada, Consumer requirements for lighters remain the same. Consumers are looking for high-quality lighters that work each time they reach for the lighter. They look for a popular brand name they trust. Maintaining a visible, accessible stock of lighters on the front cashier counter is important to make lighters part of the consumers’ shopping basket.

Walter McCall, Casa Cubana: Lighters have been affected to some degree by the display restrictions imposed on cigarettes. In some regions, disposable lighters are classified as ‘tobacco accessories’ and are subject to the same restrictions as actual tobacco products, meaning they cannot be viewed by the consumer prior to sale. It’s a bit ridiculous, as it ignores the fact that many people use lighters for the lighting of candles, outdoor grills, fireplaces and other non-tobacco related purposes. Still, it’s a relatively minor inconvenience Carl Phenix, A1 Imports Inc: You will be surprised by my answer. The cigarette and cigar regulations actually helped increase the sales in the lighter category. Because of the regulations, there is now more counter space in every store for the lighter displays and what do you think is the best

possible product advertisement you can use to indirectly sell your cigars and cigarettes? Yes, that’s right! LIGHTERS! Convenience & Carwash Canada: Please discuss some innovative merchandising ideas for retailers.

Michael Salfi, Brand Manager-Lighters and Shavers, BIC Canada, The use of a lighter display at front-end is the best way to get the customer’s attention and increase visibility.

There is a high potential to up-sell that customer with a lighter when a display is in the right area. A typical BIC® display contains 150-200 lighters and can make $128 in profit – all in a very small footprint. A BIC® four tier display occupies 0.39 square feet of counter space and can deliver 125 per cent greater sales and profit per sq. inch than a single 50 count tray.

Carl Phenix, A1 Imports Inc: The best way for retailers to increase their sales in the lighter category is to offer their customers a variety of lighters that can meet different customers’ needs and tastes. For example, novelty lighters will mostly target the 16-to-35 age group in comparison with the deluxe lighters that will mostly target the 30-to-65 age group.

Walter McCall, Casa Cubana: Creating a profitable lighter program is no different than any other type of product.

Ensure that they are merchandised cleanly and efficiently; keep displays full and organized and ensure that pricing is visible. Talk with your customers to find out what they like, and don’t be afraid to try something new. Most importantly, work with your suppliers to find out what types of displayers and merchandising options they can provide you with.

To help our customers, we offer quite a few merchandising options. In addition to having several types of displays, we also bring in products that are self-merchandising; they come with their own display card that fits into the tray so that a retailer can literally take the product out of the box, attach the topper card and have a compact yet effective display in one easy step.

Abraham Nordine, Rocky’s Imports: Avoid using lighters as a free handout for store promotions. The best options are to offer value packs or discounts on purchasing in multiples.

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빅라이터를 켜세요

계산대

이익 센터 빅 라이터는 소매가치가 더 높아 *

이익도 늘려줍니다.

빅 라이터는 다양해서 고객들의 모든 수요를 충족시켜 줍니다.

*자료원 : 닐슨사의 2011년 1월15일 기준 52주간 전 유통업체 시장조사 보고서

©2011 BIC Inc., Toronto, ON M3N 1W2

위의

한상 운영회의 및 리딩 CEO 포 럼, 밴쿠버에서 성공적으로 개최 4월 26일부터 27일까지 정부 당 국자와의 교류 및 대화의 장 마련

I would like to extend greetings to you during the early, refreshing days of May! I hope you were healthy and doing great during the long winter.

The World Korean Business Operating Committee Meeting and Leaders Forum was successfully held in Vancouver, April 26 - 27.

By John Bok, KCCI President

The Association’s executive committee held the World Korean Business Operating Committee meetings successfully with members in attendance from around the world.

During the first day of meetings we discussed our previous decade and progress that we’ve made collectively working toward common goals. We are also starting to plan for the 2012 World Korean Business Convention to be held in Seoul. We are seeing an increase in interest from both local Korean governments and large cities who would like to host this convention along with other events in which the overseas Korean organization is involved. This shows to us that there has been a dramatic change in the mindset of native Koreans in respect to expatriate Koreans.

On the second day, The World Korean Business Leading CEO Forum was held with the topic “World Korean Business Network and Canadian Economy”, co-hosted by a leading CEOs. Speakers included government representatives from British Columbia’s Ministry of Tourism, Trade and Investment and Fisheries and Oceans Canada, among others.

There are both positive and negative views in regards to the necessity of this kind of event, but we raise awareness of our commitment to the community and to the country as a minority, so this type of event has to be held consistently.

Through the event, we present our difficulties in business and make suggestions to government officials and raise awareness of the importance of having Canadian-born Koreans in the government. Furthermore, the event has to be beneficial to every member and a tool to increase exchange between Canada and Korea.

All overseas Korean businessmen who participated in this convention run successful small-and-medium-sized businesses. At the Vancouver event a declaration was made that

상큼한 오월이 시작되는 아침에 인사드립니다. 긴 겨울 건강 하게 잘 지내셨는지요? 총연 집행부는 4월 26일 부터 29일 까지 밴쿠버 힐튼호텔에 서 세계 각국에서 오신 한상운영위원, 리딩 CEO, 그리고 동 포재단 임직원들과 함께 행사를 무사히 치루었습니다. 첫번째날 한상 운영회의에서는 우리 한상들이 모임을 갖기 시작한 지난 10년을 돌아보며 향후 어떠한 방향으로 한상 대회를 운영해 갈 것인가 하는 공동 관심사를 토의했으며, 2012년 개최도시로 서울을 선정하였습니다. 이제 한상대회 는 각 지방 자치단체 및 대도시에서도 개최권에 대한 관심도 가 다른 동포 행사와는 달리 아주 높아 졌습니다. 이는 고국 국민들의 재외동포에 대한 인식이 많이 바뀌었다는 신호인 것 같습니다. 한상대회는 재외동포 기업인 1000 여명과 국내에서 약 2000 여명이 참가하는 한국재외동포 최대의 행사로 자리매 김을 하고 있습니다. 참고로 금년에는 11월 1일 부터 3박4 일간 부산 Bexco 에서 열리게 되며 참가신청은 총연에서 7 월부터 접수하여 캐나다 단체팀으로 참가하게 됩니다. 금년 부터는 캐나다관을 설치하여 우리들이 거주하는 국가의 기업 및 사업의 종류를 안내하고, 국내기업인들이 캐나다 관련기 업들과의 접촉을 원활하게 할 수 있도록 연결할 예정입니다. 둘째날 한상 리딩 CEO 포럼은 “한상 네트워크와 캐나다 의 경제”란 주제를 가지고 리딩 CEO 와 저희 총연이 공동 으로 주최하였으며, 주제 발표자로서는 연아 마틴 상원의원, BC 주정부의 국제통상무역 담당국장, 해양수산물 담당국장, 그리고 Peter Julian 국제무역위원회 소속의 연방하원 의원 이 참석하여 발표 및 질의에 응답하는 유익한 시간을 가졌습 니다. 혹자는 이러한 행사의 필요성을 긍정 또는 부정적 시각으로 바라봅니다만 우리 소수민족은 이러한 행사를 통하여 우리 들이 이 나라 그리고 이 사회에서 무슨 역할로 이바지 하는가 하는 점을 각인시킬 수 있으므로 이러한 행사는 지속적으로 이루어 져야 한다는 것입니다. 우리는 이번 행사를 약 2개월 동안 준비하며, 우리의 이세들이 주정부 그리고 연방정부 곳 곳의 크고작은 부서에서 일한다는 사실을 알았습니다. 향후에는 이들과 같은 우리들의 이세들이 좀더 많은 곳에서 일하며 이 나라의 근간이 될수 있도록 하여야 합니다. 행사를

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we shall organize the World Korean Business Convention without assistance from the Korean government. We feel that it is high time for us to prepare this classy event by ourselves with our limited numbers.

More than 3000 Korean—both local and overseas— business people participate in the World Korean Business Convention, considered the largest event for overseas Koreans to congregate and discuss new opportunities.

Registration will begin in July for the 2012 event being held at BEXCO located in Busan. We will participate with a booth and facilitate connections between Canadian and Korean business people.

There is much work to do for every provincial chapter, but the association will fulfill its duty to establish a relationship with provincial and federal government, and first and foremost to communicate our global position to major suppliers. I ask for your continuous attention and encouragement.

As summer approaches, signs of business recovery are becoming apparent. The association is planning a regular general meeting and a forum for small-and-mediumsized businesses which will happen in June. Our solidarity and unity will empower us. If we are divided, our power will be diminished. Respected members across the country, let’s merge our power, and move away from the pit of recession. Stay healthy and be prosperous in your business.

John H. Bok U.K.B.A. & K-C.C.C.I.C. ukbaofcanada@yahoo.co.kr

통하여 정부 당국자와의 교류 및 대화로 우리 사업장의 애 로점 및 건의사항을 전달하고 그들에게 우리의 이세들이 정부 곳곳에 필요한 중요한 재원임을 인식시키며 더 나아 가 모든 회원에게 도움을 주고 모국과의 교류를 확장할수 있도록 하여야 합니다. 이번 행사에 참여한 모든 한상의 대표주자들은 대기업 그 리고 중소기업에서 해외에서 성공한 기업인들입니다. 그들 은 이제 모국의 도움없이 우리들의 힘으로 한상을 이끌어 가자는 밴쿠버 선언을 하는 계기를 마련하였습니다. 중국 의 화상보다는 양에서 밀리지만 한 차원높은 고품격을 갖 춘 한상을 우리 손으로 준비할 싯점이라는데 공감 하였습 니다. 각지역협회 그리고 회원 여러분이 풀어야할 숙제는 많이 있습니다만 우리 총연은 총연의 숙제인 대정부와의 관계 정립 그리고 공동관심사인 공급사와의 대화를 통하여 전체 의 의견을 전달하는 임무를 수행할 것입니다. 지속적인 관 심과 격려 부탁드립니다. 이제 여름이 오면서 경기의 회복이 곳곳에서 감지되고 있 습니다. 좀더 활기 차고 회원 모든 분에게 발전되는 계절이 되길 기원합니다. 총연에서는 오는 6월 정기총회 및 중소 기업포럼을 준비중에 있습니다. 우리들의 단결 그리고 화 합이 힘을 발휘합니다. 만약 분열 한다면 우리들의 힘은 보 잘 것없는 군락으로 변하게 됩니다. 전국의 회원 여러분, 힘을 합쳐서 어려운 경제침체의 늪에서 탈출합시다. 건강 하시고 사업번창하시기 바랍니다. 복 종한 John H. Bok 캐나다 한인 상공 실업인 총연합회 U.K.B.A. & K-C.C.C.I.C. ukbaofcanada@yahoo.co.kr

에드먼턴 한인 실업인 협회 17대 회장 최의식씨 당선

에드먼턴 한인 실업인 협회(EKBA)에서는 제17대 회장 선거에 단독 출마한 최의식씨가 실업인 협회 정관과 선거관리규정에 의거, 선거관리 위원회 심의를 거쳐 4월 8일 열린 이사회에서 회장 당선인으로 인준 받음에 따라 17대 회장으로 당선되었다. 아드로산(Ardrossan)에서 래핑 라마 (Laughing Llama) 에소(Esso) 주유소를 운영하고 있는 최의식씨는 5월28일 오후 7시 한국회관에서 열리는 에드먼턴 한인 실업인 협회 정기총회에서 48

May | June 2011

조정구 회장의 뒤를 이어 2년 임기의 실업인 협회 회장에 취임하게 된다. 이날 정기총회에서는 또한 2010년도 결산안과 2011년도 사업계획 및 예산안을 심의, 의결하고, 신임 회장단 구성과 임원진 선임 등의 안건을 처리한 후 각 회원들에게 리베이트도 지급할 예정이다.

에드먼턴 실업인 협회 2011년도 골프 대회 개최

에드먼턴 실업인 협회가 6월23일 목요일 랜치 골프 컨트리 클럽에서 회원과 공급사, 한인 등을 대상으로 골프 대회를 개최하기로 했다. 지난 해에 이어 올해에도 에드먼턴 서쪽 교외에 위치한 랜치 골프 코스에서 오전 8시부터 숏건 방식으로 개최하는 이번 골프대회에는 진행 관계상 참가자수를 우선 신청자 110명 으로 제한하며, 실업인 협회 전화 780-439-5286으로 5 월31일까지 참가 신청을 받는다. 인당 참가비는 4월30일까지 신청하면 회원은 70 달러, 비 회원은 120 달러, 5월1일부터 5월31일까지는 회원은 80 달러, 비회원은 120 달러, 6월 23일 대회 당일 신청비는 회 원 100 달러, 비회원 140 달러이며, 참가비에는 파워 카트 를 포함한 그린 피와 스테이크 중식비, 음료수 및 스낵 비용 등이 포함되어 있다. 핸디 캡 참가 자격에 제한을 두지 않아 초보자를 포함해 남 녀 노소 누구나 참가해 골프를 즐길 수 있으며 챔피언, 그로 스와 네트 스코어 시상(단 프로 골퍼와 티칭 라이센스 보유 자는 챔피언, 스코어 시상 제외)과 함께 공급사 및 후원사들 이 제공하는 다양한 상품들을 추첨을 통해 시상하며, 참석자 전원에게 기념품도 전달할 예정이다.

서부지역 빙과류 공급업체 아이스크림과 냉동식품 배급업계에서 수십년간 쌓아 온 경험을 바탕으로 트랜스 콜드 배급사(TransCold Distribution)가 캐나다 한인 상공실업인 협회(UKBA) 와 2011년 1월1일부터 우선 공급사 협정(Preferred Supplier Agreement)을 맺게 된 것을 자랑스럽게 생각 합니다.

TCD사는 브라이어스 아이스크림(Breyers Ice Cream), 벤 & 제리스 아이스 크림(& Jerry’s Ice Cream),굿 유머(Good Humor), 클론다이크 앤 팝시클 노벌티(Klondike and Popsicle Novelties)사의 우수 배 급업체입니다.. 저희는 UKBA와 각 지역 KBA 의 모든 행사를 지원하 고, 회원들에게도 리베이트를 포함한 많은 혜택을 드릴 예정입니다. 중요한 것은 회원 여러분께서 저희 제품만을 독점적으로 파시든지 아니면 타사 제품도 파시든지 상관없이 저희 TCD사는 동일한 혜택을 드리며 가게 소유주에게 최고의 리베이트를 드린다는 것입니다. 저희는 또한 당일 서비 스와 최소 주문량 인하, 연중 세일즈 맨 방문 서비스 등을 제공해 드립니다.

TCD사와 다른 아이스크림 공급사의 가장 큰 차이점은 약간은 유별난 품질인 바 그것은 아이스크림에 대한 특 별한 사랑과 TCD사의 관계와 가족을 중시하는 기업문화 에 대한 강한 믿음입니다. “저희는 이제 대기업이 되었 지만 작은 기업의 자세를 간직하고 있습니다.그리고 지금 의 저희가 있게 해주신 모든 고객 여러분들께 깊은 감사 를 드립니다.”

TCD사의 고객서비스 핫라인은 1-877-519-0600입니다.

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얼마이죠? 그렇게 비싸요?... 돈이 없어요…. “살 수 있는 돈이 있으면 좋겠다!”

매일, 가정 또는 직장에서 ,우리는 힘들게 번 돈을 쓰라고 요청하는 광고의 유혹을 받는다. 원하는 것 을 살 돈이 없기 때문에 그러한 광고의 유혹을 인내 하면서 “돈을 쓰면 안 돼”라고 얼마나 여러번 말 을 했어야 하는가? 이 잡지의 광고의 몇 개가 “이걸 구입하면 내 비즈 니스에 도움이 될까?”라고 생각하게 했는가? 사정 에 밝은 비즈니스 경영주로서 시장의 제품과 서비스 의 가치를 알고 비즈니스를 발전시키기 위해 재투자 하는 것의 장기적 비즈니스상의 장점을 이해하게 된 다. 다른 일면은 이러한 투자가 기준 소매 가격을 높 이는 경향이 있다는 것이다. 만약 귀하가 저축한 돈을 사용할 필요 없이 비즈니 스의 수준을 높일 돈을 찾을 수 있다면 좋지 않겠는 가? 상거래는 사회의 고유한 구조의 일부이다. 구입은 모든 거래의50 퍼센트이지만 많은 사람들이 자산 구입을 위해 현금을 사용하는 것 이외의 방법을 보 지 않는다. 주택을 구입할 때 대개의 사람들은 일부 의 돈을 미리 내고 나머지 금액은 주택융자금을 얻 는다. 유사하게, 차를 살 때에도 현금은 보통 사용되 지 않는다; 자동차 딜러는 차량 구입자와 차량 임대 차 계약을 맺는다. 두 경우 모두 이 비싼 구입을 귀 하의 가격 범위에 맞게 허용하는 재정적인 수단을 사용하는 것이다; 융자를 통해 돈을 계속 지불하면 서 집과 차량을 사용하는 것을 허용하는 것이다.

이 기사는 자산 취득의 모든 것에 대하여 귀하를 교 육시키고 가르치기 위한 것이다. 이용가능한 재정적 수단이 다양하며, 자산의 종류에 따라 고유의 장점 과 단점이 있다. 네 가지의 기본적 구입 방법의 장단 점을 이해하는 데 있어서; 현금 구입, 은행 대부, 장 비 리스(임대차), 융자에 의한 자금 조달, 귀하의 사 업을 위한 자금 조달의 선택가능한 방법에 있어서 더 현명한 선택을 할 수 있을 것이다. 현금: 가장 쉽고, 간단하며 가장 보편적인 구입방법 이다…그러나 가장 현명한 방법일까? 채점표: 자산 비용: 다소 크레딧 요건: 적용 안됨 융자 기간: 적용 안됨 이자율: 적용 안됨 장점: 편하다 – 모든 업체나 개인이 현금을 받는다. 빠르다 – 크레딧 조사 또는 신청 절차 필요없음 비용이 없다 – 이자 지불, 요금 또는 수수료 없음. 단점: 기회 비용 – 재고, 지급 계정 및 휴가를 갈 현금이 없음. 현금 자금상의 위험 – 자산 취득을 위하여 현금을 사용하면 비즈니스 경영주가 비수기나 판매가 저조 한 시기에 운영상의 위험에 노출된다.

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은행 대부 : 가까운 곳에 있는 대 여 기관. 채점표: 자산 비용: 보통 $150,000미만 크레딧 요건: 크레딧 평가에 따라 다르며 궁극적으로 대부 기관이 결정권한이 있다. 융자 기간: 개인의 사정에 맞게 조정 가능 (1 – 10 년) 이자율: 대부 기관의 위험성 평가 에 따라 다름. (4 – 20%) 장점: - 편리하며 다양한 대출 방법을 선택할 수 있다 – 귀하의 지역 의 은행 지점이 처리할 수 있으 며 이미 귀하에 대한 정보를 가 지고 있다.

- 돈의 통제 없음- 돈의 대부가 확실히 이루어지면, 그 돈으로 원하는 일을 할 수 있다. 단점: - 대부 신청 절차가 오래 걸릴 수 있다 - 담보물이 보통 요구된다 – 은 행 대부를 위해 담보물로써 개 인 자산을 제공할 필요가 있을 수도 있다.

- 원하는 총액을 받지 못할 수도 있다 – $60,000 의 은행 대 부로는 $100,000의 장비를 살 수 없다. 장비 임대차: 차를 리스했다… 비 즈니스 장비도 임대할 수 있을까? 채점표: 자산 비용: $3,000 - $150,000 크레딧 요건: 크레딧 평가를 통 과하고 현금 자금이 많음을 입증 해야 함 융자 기간: 1 – 5 년 이자율: 대부 기관의 위험성 평가 에 따라 다름 (8 – 18%) 장점: -감당할 수 있는 월 할부금 – 현 금을 많이 지출하는 것을 방지 52

May | June 2011

함; 장기간에 걸쳐 장비 비용을 할부 상환한다.

- 빠른 승인 절차 -전액의 융자 – 임대차는 종종 임대차 설치 및 관련된 임차권 비용을 포함한다 - 자산이 대부의 담보물이다 - 미래의 세금상의 이익 – 임대 차에 지불한 비용은 운영비로 처리되어 귀중한 세금상 이익 을 제공할 수도 있다

단점: - 신청 절차 및 크레딧 평가 - 선택적인 절차 – 모든 사람이 자격이 되는 것은 아니다 - 이자 및 수수료 – 현금보다 높 은 장기 비용 융자에 의한 자금 조달: 내 집을 저당 잡혀 융자를 받았다… 비즈 니스 자산을 저당 잡혀 융자를 받 을 수 있을까?

since

1950

웨스턴 오일 서비스 주식회사 1950년 설립

청소 펌프 탱크 배관 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤 유 시스템 모니터링 시스템 연료 관리 시스템 청소 펌프 탱크 관 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤활유 시스템 모니 링 시스템 연료 관리 시스템 청소 펌프 탱크 배관 노즐 스위블 빈 박스 맨홀 넘침 방지 윤활유 시스템 모니터링 시스템 연료 아래배관 회사노즐 제품을 리 시스템 청소 우리는 펌프 탱크 스위블 터빈 박스 맨홀 넘 공급합니다: 방지 윤활유 시스템 모니터링 시스템 연료 관리 시스템 청소 OPW Containment Solutions 프 탱크 배관 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤활유 시 GPI Coencorp All-Flo 템 모니터링 시스템 연료 관리 시스템 청소 펌프 탱크 배관 노 Morrison Bros Kraus Gasboy 스위블 터빈 박스 맨홀 넘침 방지 윤활유 시스템 모니터링 시 OPW Engineered Systems 템 연료 관리 시스템 청소 펌프 탱크 배관 노즐 스위블 터빈 박 Dixon Lind Alemite Pappi 맨홀 넘침 방지 윤활유 시스템 모니터링 시스템 연료 관리 시 Postguard Ryko Milton Gasoila 청소 펌프 탱크Duro 배관 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤 Hosebun SVI Regal Viking 유 시스템 모니터링Highland 시스템E.J. 연료 관리 시스템 청소 펌프 탱크 Ward 관 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤활유 시스템 모니 링 시스템 연료 관리 시스템 청소 펌프 탱크 배관 노즐 스위블 빈 박스 맨홀 넘침 방지 윤활유 시스템 모니터링 시스템 연료 리 시스템 청소 펌프 탱크 배관 노즐 스위블 터빈 박스 맨홀 넘 방지 윤활유 시스템 모니터링 시스템 연료 관리 시스템 청소 19840 57A Avenue Langley BC V3A 6G6 탱크 배관604-514-4787 노즐 스위블 터빈 박스 맨홀 넘침 방지 윤활유 시스 Telephone: Fax: 604-514-4688 sales@westernoilservices.com 모니터링 시스템 연료 관리 시스템

채점표: 자산 비용: $150,000 – $10,000,000 크레딧 요건: 현금의 흐름이 활발 함과 착수금을 위한 자본금이 있 음을 증명해야 한다. 융자 기간: 5년을 기한으로 보통 10 – 20 년 이자율: 보통 4 – 8% 장점: - 자산을 구입하고 관련된 건축 비용을 부담하기 위해 부동산 가치의 순가를 이용하여 현금 대신 융자액으로 투자한다.

- 비용 효과가 높다 - 싸다 –장 비 임대차보다 낮은 이율 - 장기 융자 – 월 할부금 액수가 보통 낮다 단점: - 느린 승인 절차 - 장기간의 약속 – 융자 구조에

따라 대출금 완전 상환이 어려 울 수도 있다. 결론: 당신은 이제 이용가능한 다양한 재정적 수단을 기본적으로 이해 함으로써 장비를 구입할 때 올바 른 질문을 하는 상황을 주도하는 당사자이다. 장비 공급업체와 귀 하와 귀하의 비즈니스의 장기 및 단기적 수요에 가장 적합한 융자 의 선택 가능한 방법에 대하여 알기 위해 상담한다. 캐나다가 최 근의 경기 침체에서 다시 회복하 고 있으므로, 은행 및 대부 기관 이 호경기를 대비하여 활동하기 시작했다. 2010년 예산에 대한 연설에서 James M. Flaherty 재 무부 장관은 “증거는 우리의 실 적에 달려 있다. 중요한 척도로, 캐나다는 미국 및 다른 선진국의 경제보다 낫다. 권위있는 기관들 은 캐나다의 융자업계의 안정성

을 칭찬한다. 그들은 세계에서 캐 나다의 재정 시스템이 가장 안전 하다고 평가한다.” 그래서 어떤 종류의 융자가 귀하 에게 최선의 방법인가? 모두의 상황이 다르며 그리하여 최선의 가능한 해결책은 보통 다 른 융자 방법을 결합하는 것을 필 요로 한다. 다양한 자금 출처를 사용하는 방법과 시기를 이해하 는 것은 귀하의 돈의 가치를 최대 한 활용하게 하는 비결이다. 장비 구입에 귀하를 도울 융자 프로그 램이 있는 지 귀하의 장비 공급업 체와 제조업체에 질문해 본다; 융 자 프로그램이 없다면 그 절차를 단계별로 보여줄 교육을 받은 융 자 전문가와 상의한다.

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

902.468.7342

709.747.0015

6/10/2010 9:17:51 AM

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총연합회의 장학사업 관련 문의

안녕하십니까? 저는 노바 스코시아주 세인트 존에서 가게를 운영하고 있는 한인입니다 캐나다 한인 상공 실업인 총연합 회보를 매번 받아보며, 회보를 통해 협회에서 하시는 일과 회 장님의 노고를 알게 되었습니다.많이 바쁘실텐데 이런 도움 을 청하는 것이 옳을지 몰라 망설이다가 용기를 내어 봅니다. 제 아이가 세인트 존 고등학교를 다니고 있는데 이번에 경쟁 이 치열한 여름 캠프인 SHAD VALLY에 참가 하게 되었습 니다. 참가비용이 총 6천 달러인데 정부 보조금 등 캠프 지 원금이 2천5백 달러이고 자비 부담이 교통비는 별도로 하고 3천5백 달러입니다. 제가 속해 있는 NB주 한인 컨비니언스 협회는 규모가 작아 장학금 프로그램이 없고 총연합회 활동

에도 직접 참여하지 않고 있는데 저희 같은 사람들에게도 총 연합회의 장학금 프로그램 도움을 받을 수 있는지요? 직접 뵌 적은 없지만 염치 불구하고 도움을 청하오니 널리 혜량해 주시기 바라며 참고로 프로그램 안내와 아들의 편지를 첨부 합니다. 감사합니다. (세인트 존에서 N) (총연합회 답변) 정말로 수고가 많으십니다. 우리 한인들이 안계신 곳이 없는 것 같아 무척 반갑군요. 문의하신 총연합 회의 장학사업은 가을에 각 지구협회를 통해서 지급하고 있 어 지금은 시기가 아닌 것 같고 가을에 거리나 지역상 몬트 리올에 있는 퀘벡주 한인 실업인 협회에 문의하시면 좋을 것 같습니다. 그리고 비즈니스 하시는 분이 얼마 안되시더라도 노바스코시아, 뉴펀드랜드 주 등을 한데 묶어서 지구협회를 만드시는 것이 좋을 것 같고, 관련 정보를 저희 총연합회에 주시면 지구협회 결성을 저희가 도와드리겠습니다. 공급사 들도 저희에게 북부지역 협회에 대해서 종종 문의하는데, 지 구협회를 만드시고 저희 총연합회 활동에 참여하시면 각 지 구협회와 정보 교류 및 공급사들과의 단체 계약 등 여러가 지 혜택을 누리실 수 있을 것입니다. 관련 정보는 업소명, 주 소, 전화 및 팩스 번호, 이메일 주소, 사업자 성명(한글 및 영 문), 사업의 종류(예로 호텔업, 주유소, 무역, 컨비니언스, 그 로서리 등등) 등을 총연합회 메일 ukbaofcanada@yahoo. co.kr로 보내 주시면 됩니다. 문의하신 내용에 직접 도움을 드리지 못해 송구하오나 훌륭하신 자녀를 두신 것을 다시 한 번 축하 드리며 하시는 사업도 번창하시기를 기원합니다. 건 강하시고 가을에 다시 한번 연락주시기를 바랍니다. (총연합 회 회장 복종한)

탱크놀러지사 귀하의 연료관리 파트너

이 문제 음, 무리가 아니군요! 바로 때문입니다. 까요? 제가 이 출혈을 멈추게 해 드릴

5월18일 이전까지 전화 주시면 펌프 을 증발 손실을 방지하는 유일한 기술 고 드리 적용해 귀하의 펌프를 측정해 100달러를 할인해 드립니다.

1-800-668-7885 www.Tanknology.ca 54

May | June 2011

연료 누출 정밀탐지 기술 및 테스트 분야에서

캐나다를 선도하는 기업

해서 워시월드사의 레이저 시스템에 대 요? 세차장 오너들은 무엇이라고 할까

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

스 세차장의 스코트 포드씨 정말 뛰어난 설비예요.” 소피 새디

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?

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

품질 제일주의

www.washworldinc.com

오늘 전화 주세요

www.washtech.ca

By Lee Barter

소매상인으로서 어떤 컴퓨터 판매시점관리 (POS)시스템을

배 및 커피를 구입하기 위해 방문한다. 업소 선택의 주요 3

사용해야 하고 귀하의 비즈니스가 현재 및 미래에 어떤 기

개의 기준은 친절하고/도움을 주는 직원, 편리한 업소의 위

능을 필요로 하는 지에 관하여 결정하는 데 있어서 확실한

치 및 출입의 신속성이다. 이 요소들을 최대한 달성하기 위

것은 행하기보다 말하기가 더 쉽다.

해서는 전문가들은 이러한 소매상인들이 업소내 손님의 왕

귀하의 제품을 고객에게 어떻게 전달할 지에 관련하여 소셜

래를 늘리고 총매출을 증대시키기 위해 소비자들의 주요 업

미디어 (페이스북[Facebook], 트위터[Twitter])의 영향,

소방문이유에 영향을 줄 필요가 있다는 것에 동의한다.

고객 충성도 및 변화하는 시장의 요인들을 과소평가해서는

충동 구입가능성을 가진 상품군이 매출액을 증가시키기에

안된다. 다가올 미래의 몇 년동안 편의점/주유소 사업 부문

편의점들은 판매를 상호 촉진시키는 제품들을 준비하기 시

에서 영향을 미칠 가능성이 높은 몇 가지 변화는 음식 서비

작해야 한다. 또한, 편의점들은 주요 편의점 내의 판매와 연

스,대체 연료의 확대, 담배관련 규정 증가 및 고수익 품목에

계되고 소비자들에게 다른 제품을 구입하면 이로운 점을 제

의 집중 확대를 포함한다.

공하는 고객 충성도 프로그램을 채택할 필요가 있다.

새로운 제품들

업계가 디지털 및 소셜 미디어에 기술적으로 더욱 능숙하게

편의점에서 가장 잘 팔리는 품목들을 잊지 않음으로써, 소 매상인들은 경쟁상의 어려움을 극복할 수 있다. 소매상인들

됨에 따라, 미래의 편의점들은 바쁜 소비자들에게 접근하는 기회를 더 많이 갖게 될 것이다.

은 업소내 손님의 왕래와 총매출을 확대하기 위해 소비자가

이 정보는 또한 비즈니스들이 이윤 및 판매 최대화를 보장

가게를 방문할 이유를 늘리는데 신경을 써야 한다.

하기 위해 재고 관리 코드(SKU)를 최대한 능률적으로 사

음식서비스 부문에서 성공하기 위해서는 편의점은 적합한 상품, 인기 있고, 유명한 브랜드의 매장을 설치하여 가게 내 의 가게를 만들 필요가 있을 것이다.

용하는 것을 도울 것이다. 재고 관리 코드(SKU)의 중요성 과 최대 이윤을 창출하고, 고객이 충동적으로 구입하는 캔 디 및 스낵의 구입에 영향을 주는 것 은 모두 업소 내의 제 품 진열 및 소비자의 업소 내의 쇼핑 방식에 영향을 준다.

오늘날 편의점들과 다른 소매업체와의 경쟁이 심해진 것은

많은 부문에서 잘 안팔리는 재고상품이 너무 많다. 유명체

분명하다. 편의점의 인기 상품을 기억함으로써 이러한 소매

인점이 아닌 독립적인 편의점들은 상품군 관리에 더 최신

상인들과의 경쟁상의 어려움을 극복할 수 있다.

기술을 사용하고 핵심 상품을 더 잘 식별하며 매출 증대 전

편의점을 방문하는 소비자들은 주로 음료수, 스낵, 연료, 담

략을 개발하고 경쟁력을 유지하기 위해 적절한 제품 및 상 품군을 제공할 필요가 있다.

56

May | June 2011

모든 공급업체들은 편의점 소매업체 및 유통업체가 소비자

본요소는 올바른 정보를 갖는 것이다. 만약 최신의 POS 시

가 찾는 제품을 재고로 비축하도록 하고 있다.

스템을 갖추지 않으면 경쟁업소에 밀릴 것이다.

업소 방문 인구를 증가시키는 요인들

소프트웨어, 데모(시범) 시스템을 잘 알아보고, 기존의 사

편의점들은 향후10년간의 연료의 경향을 관망하고 대체 연 료상품을 취급하기 위해 현재 무엇을 할 수 있는 지를 결정 해야 한다. 이는 전기 충전소를 설치하여 제품을 제공하거 나CNG 또는 프로판 탱크(가스통) 교환소와 매우 유사한 현재 이스라엘에서 제공되는, 배터리 교환소 같은 것을 공 급하는 것을 수반할 수도 있다. 모든 대체 연료들은 다르게 취급되므로 소매상인들은 다양 한 선택방안을 검토할 필요가 있다. 편의점들은 캐나다 량 용 연료의 거의 80퍼센트를 판매한다. 만약 이 숫자가 현저 하게 준다면, 소매상인들은 이 수입원을 어떤 방법으로 대 체할 것인가와 업소 내 더 많은 고객을 유치하는 방법에 대 하여 검토할 필요가 있을 것이다.

용자들을 만나고 최종 사용자와 대화를 하여 사전에 시스템 에 대해 철저히 조사하해야 한다. 주유기, 세차 시스템, 감 시 카메라 등의 주유소/편의점의 장비를 먼저 구입하지 말 고, 소프트웨어 시스템이 현재 및 미래에 귀하의 업소를 관 리하고 통제하기 위한 최대의 능력을 제공하는 지를 꼭 확 인해야 한다..

POS 소프트웨어는 대규모의 이익을 가져올 수 있다. 가격 책정상의 실수를 줄이고, 최대 이익을 위한 ”통일 소매 가 격”을 관리하며 더이상 팔리지 않는 제품의 재고를 줄여 재고 비용을 낮게 유지하며, 손님의 상품 구입을 신속히 처 리하여 업소내 고객 회전율을 높이고, 직원의 절도를 줄이 며 어느 부문에서 돈을 벌거나 잃는 지에 관하여 정확히 보 여주는 재정 보고서를 제공하고 중요한 정보를 제공하여 조

담배와 연료는 판매 및 업소 내 고객의 왕래에 기여하는 주

정을 할 수 있다. POS 소프트웨어는 손님의 물건값 계산의

요 상품이며 내일 당장 사라지지는 않지만 사실상 더이상

시간을 줄이고 즐겁게 상품 구입을 하게 한다.

판매가 확대되지 않을 가능성이 높은 상품군이다. 담배 및 연료는 고객이 업소에 들어오게 할 수 있지만 업소 내의 다 른 제품을 판매하여 소득을 유지해야 한다.

꼭 맞는 소프트웨어를 선택하기

다른 고객 충성도 프로그램과 같은 특성과 결합한POS소프 트웨어 , 칩 및PIN 정보처리, 디지털 광고는 귀하의 소비자 의 요구, 판매, 이윤의 목표를 충족시킬 뿐 아니라 미래의 편의점이 직면하는 어려움을 해결하는 데 도움을 준다.

위의 내용이 의미하는 것이 무엇인가? 간단히 말해서, 꼭 맞 는 도구를 갖추지 않으면 생존할 수 없을 것이다. 생존의 기

C-32 법률 규정에 맞는 20 팩 리틀 시가

LITTLE CIGARS

6 가지 브랜드가 새로 나왔습니다. 지역 도매상에 문의하세요. 풀 플래버와 리저브, 박하향 멘쏠의 폼폼 브랜드, 오리지널과 실버, 박하향 멘쏠의 산타페 브랜드를 C-32 법률 규정에 맞춰 20 팩으로 새로 포장했습니다.

CONVENIENCE & CARWASH CANADA

57

여러가지 건강 스낵 상품 구 비로 매출증가 노력 필요 캐나다의 스낵 시장은 변화하는 소비자의 요구를 충족시키기 위해 진 화하고 있다. 귀하의 업소는 건강 스낵의 대세에 부응하고 있는가?

현재가 25년 전보다는 건강에 더욱 신경을 쓰는 시대라 는 것은 분명하다. 사람들은 오늘날 소금과 설탕이 덜 들 어가고 트랜스 지방을 줄이고 섬유소를 강화한 포장된 음식을 찾는다. 신체 건강에 더 많이 주의를 기울이는 것 이 캐나다내 편의점의 대다수 진열대에서 발견되는 보 통의 제품을 대신하는 웰빙 대체 상품이 늘어난 덕분에 훨씬 쉬워 졌다. 여전히. 상품 진열대는 설탕이 든 캔디, 소금이 많이 든 포테이토 제품 및 기름기 많은 빵제품으로 넘친다. 특정 음식을 과다 섭취할 경우의 위험성을 안다고 해서 주유 소 또는 이웃의 편의점에서 충동 구입을 하는 환경에서 흔쾌히 건강에 좋은 상품을 선택한다고 생각하는 바보는 없다. 업소운영자들이 판매 기회를 최대한 늘리기 위해 서는 선택할 수 있는 여러 가지 상품이 있다는 것을 보여 주듯이 사람들이 바른 선택을 하게 돕기 위해서는 건강 식품들을 기존의 제품 사이에 배치하는 것이 비결이다. “모든 고객을 위한 제품을 갖추어야 한다. 엄마들이 그 래놀라 바 또는 과일로 만든 스낵을 찾을 때 아이들은 초 콜렛을 원할 수 있다. 고객들이 신속하고 간단하게 제품 선택을 하는 것을 돕기 위해 사람들이 예상하는 위치에 꼭 맞는 제품을 갖추는 것이 목표,”라고 Winnipeg시의 남쪽 끝 편의점의 점원은 말한다. 실로, 이는 도시 내 내 가 다녀본 모든 장소에서 행하는 관행이다. 체인점중에서 맥스(Mac’s)사는 건강 제품을 찾는 다수 의 업체중 최고인 듯하다. 뒤쪽 벽을 따라 있는 ‘Take Away Café’ 부분에 참치 샐러드 세트, Carnation 즉석 아침 RTD 음료(Carnation Instant Breakfast RTD), BioX 프로틴 바 및 과일로 만든 샐러드가 있다. 가판대 형태의 상점에서는 눈에 잘 띄는 좋은 위치에 마 른 과일 및 견과류를 다양하게 진열한다. 우리는 또한 그 레놀라 바, Fiber One 바,Vector 바 및, Quaker사의 새 로운 Fiber 및 Omega 제품과 같은 귀리로 만든 바와 같 은 다양한 제품을 갖춘 세번째의 주유소 내 업소를 또한 발견했다.

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May | June 2011

세븐 일레븐의 위치는Mac사의 것에 거의 가까운 2등이 다. 우리가 본 3개의 지점 내에서 생과일을 찾았다.또한 업소들은 과일 샐러드 및 포장된 생야채 전채를 제공했 다. 개스 주유소 편의점에서는 Shell사가 제품의 다양성 및 끼워팔기 판촉 모두에서 승자인 듯하다. 우리가 시찰한 여러 Shell지점에서 운영자들은 그래놀라 바, Sun Rype 사의 과일로 만든 스낵 및Quaker사의 Oatmeal To Go 와 같은 건강 스낵 푸드를 판촉하기 위하여 커피를 판 매하는 공간을 활용했다. 가판대의 선반들은 다양한 Planters사의 견과류와 씨 제품들을 제공했다.

Direct Plus Food Group 사의 Blair Patterson씨에 따 르면, 전문가의 의견으로는 현재의 비즈니스보다는 추세 의 흐름을 읽는 운영자들이 돈을 벌 것이다. “현재 대체 상품인 건강스낵의 문제는 대부분의 소비자가 관심이 없 다. 주유 또는 복권 구입을 위해 업소에 들르는 사람들은 충동적으로 생각하는 경향이 있으며 기껏해야 캔디 바나 칩 한봉지를 구입한다. 이 제품들이 가장 중요한 위치에 있으며 눈에 잘 띄는 곳에 배치한다.”

McSweeney’s, Grimms, 및 Hygaard 사의 많은 제품 뿐 아니라Patterson씨는 또한 몸에 좋은 브랜드인 Sun

Rype 및 Lara Bars, 튀긴 포테이토 칩 에 대한 대체 상품으로 여러 형태의 제 품을 갖춘Cheecha potato puffs를 제 공한다. 그는 소매상인들이 건강에 좋 은 다른 제품들을 갖추고 있다는 것을 소비자에게 보여줄 필요가 있다고 말 한다. “이는 ‘제품을 갖추면 손님은 온다’라는 시나리오이다. 만약 편의점 들이 손님들이 잘 볼 수 있는 곳에 기 존 제품과 나란히 건강 제품을 진열하면 팔릴 것이다. 너 무 많은 업소들이 몸에 좋은 브랜드를 갖추고도 업소의 뒤에 숨겨 놓는다,”라고 그는 말한다. 손님들에게 몸에 좋은 다른 제품을 알리는 운영자들은 생각이 진보적이며 앞서가는 사람으로 긍정적으로 평가되고 고객의 충성도 를 얻게 될 것이다.

General Mills Canada 사의 부 채널 매니저인 Donna DeLazzer씨는 동의한다. 그녀는 업소 운영자들이 물건 을 실제 구입하는 고객의 왕래를 늘리고 그저 은행 현금 지급기를 이용하거나 주유를 하기 위해 들어왔다가 배고 픔을 느끼고 스낵 제품을 구입하기 위해 업소에 들른 고

객의 요구를 충족시키기 위해 음식 서비 스 부문을 강화하고 있다고 보고한다. “ 업소 운영자들은 고객들을 위한 더 많은 대체 상품이 있음을 보이기 위해 쇼핑객 의 사고방식을 변화시키는 것을 도울 필 요가 있다. 캐나다인은 완전히 새로운 방 식으로 상표를 읽고 있다. 이는 그들이 보다 나은 건강에 관심이 있다는 것을 입 증한다. 이제 제품의 추세 및 고객의 수 요를 충족시킬 능력을 입증하기 위해 제품들을 고객 의 앞에 제시하는 것은 소매상인들에게 달려 있다,” 라 고 말하며 General Mills사가Nature Valley 및 Fiber One 과 같은 제품으로 건강 식품 시장에 있어서 선두 업 체이다라고 말한다. 또한 다양한 건강 스낵 제품은 더 다양한 손님을 유치하 는 좋은 방법이다라고Clif Bars와 같은 제품을 제공하는 회사인 True North Nutrition사의 국내 비즈니스 개 발 매니저인Ruth Zastre씨는 말한다. 소매상인들은 설 탕물인 청량 음료보다 물 한 병을 사기 위해 들어온 건

최고의 염가 팩키지 세일

매력적인 전용 팩키지 DSD를 프리드사가 독점 공급

브레이크 어웨이 오가닉 바도 시험해 보세요

글루텐이 없고, 채식주의자에게도 맞고, 맛도 기가 막히고, 법규에도 맞으며, 6가지 다양한 종류를 구비한 유기농 식품 바를 프리드사를 통해 공급합니다 주문은 그랜드 세일즈 앤 마케팅사로 전화하세요. 전화번호 : 905-405-6321, 이메일 : kbox@bell.net CONVENIENCE & CARWASH CANADA

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강에 신경 쓰는 고객들에게 함께 판매 할 수 있는 제품을 눈여겨 보아야 할 필 요가 있다. “변화하는 생활 방식은 이 제 업소 내의 스낵 선정의 변화를 좌우 한다. 맥스나 세븐일레븐을 보라. 건강 에 집중하는 브랜드에 공간을 더욱 할애하고 있다. 캐나 다인의 건강을 개선하는 것을 돕는 데에 관심이 있어서 가 아니라 이 제품들이 잘 판매되기 때문에 더 많은 공간 을 할애하는 것이다. 기회를 포착하고 그 시장에 뛰어드 는 것이다.” 유전자 변형 식품(GMO),글루텐, 유제품, 트랜스 지방 뿐 아니라 정제 설탕, 첨가물, 또는 방부제가 들어 있 지 않은, 100퍼센트 공인된 유기농 스낵인 Break-AWay Organic Nature Bars 와 같은 제품의 힘이 여기 에 존재한다. 이 제품은 엄격한 채식주의자 또는 유태 인 율법에 따라 만든Kosher를 포함하는 종교에 따른 식 사를 하는 사람에게 가장 알맞다. 이 브랜드의 소유자인Frank Grande 씨에 따르면 , 상품의 범위는 크렌베 리(Cranberry Crisp), 혼합 견과류 (Mixed Nut Crunch), 사과와 계피 (Apple Cinnamon), 아몬드와 건포 도(Almond Raisin), 석류(Pomegranate), 아마씨(Flax Seed), 및 초 콜렛 칩(Chocolate Chip)을 포함한다.

“소비자들은 건강하고 맛이 좋은 몸 에 좋은 대체식품을 찾고 있다,”라고 Mississauga 시에 기반을 둔 국내 시 장에Break-A-Way 제품인 Organic Nature Bars를 공급하는 회사인 Grande Sales and Marketing 사의 사장인 Grande씨 는 말한다. “유행은 변하는 것이므로 유행이라고 말할 수 없다. 이는 오히려 영구적인 건강한 생활 방식의 변화 이다,” 라고 그는 말한다. 그는 또한 우리 모두에게 영 향을 주는 시간상의 제약을 언급하면서 소비자들이 갖고 다닐 수 있고 건강한 스낵 제품을 찾는 것이 분명하다고 덧붙여 말한다. 편의점들이 현재 뜨거운 음료, 샌드위치 및 RTE 샐러드 같은 음식 서비스를 제공해야 한다는 시간상의 압박을 해결하는 데 더 노력하는 이 시점은 두번째 제품의 판매 를 추가할 절호의 기회이다. 캐나다의 소매 및 음식서비 스의 추세를 추적하는 회사인 NPD Group의 Linda Strachan씨는 편의점 내의 뜨거운 음 료 구입의 50퍼센트는 도넛 또는 머핀의 구 입을 동반한다. 바로 여기에 사람들이 커피 와 함께 구입할 다른 제품에 관심을 갖게 할 절호의 기회가 있다. 그녀는 건강하지 않은 제품의 선택이 판매의 대부분을 차지하지만, 몸에 좋은 것을 선호하는 추세에 주의를 기울이지 않고 기존 음식에 대한 대체적인 제품을 구비하지 못하는 사 람은 돈을 벌 절호의 기회를 잃는 것이다.

WWW.JACKCASHATM.COM 전화 780-479-1005 휴대전화 780-222-8848 이메일 JACKCASHATM@LIVE.CA 60

May | June 2011

By Scott Negley

비용을 과다지불하지 않고 변화하는 기준을 통과하는 방법 인증서에 집착하는 시장에서 소매상인들이 놀랍게 빠른 속도로 변화하는 기준을 어떻게 따라갈 수 있을까? 모든 업계의 비즈니스 경영주들이 보통 겪는 어려움과 문제 뿐 아니라 주유소들은 수많은 안전 및 보안 기준, 인증 요건 및 준수 명령을 준수해야 한다. 이 규칙과 지침은 주유소 비즈 니스의 운영 및 장비의 모든 면- 주유소 앞마당의 연료 장치 로부터 업소 내의 POS 시스템, 업소내부와 외부에 모두 설치 된 지불 시스템-에 영향을 미친다. 기준이 발전함에 따라 소매상인들은 비즈니스를 운영함에 있 어서 이러한 규정을 준수하는 일이 필수적이며, 특히 발전하 는 기준이 더 엄격한 세부 사항을 충족시키기 위해 기존의 장 비를 교체하는 것을 의미할 때 비용이 매우 많이 들 수 있다. 그러나, 준수하는 것이 비용이 많이 들더라도, 안전 및 보안 명령을 준수하지 않으면 더 비싼 댓가를 치를 수도 있다- 규 칙을 준수하지 않아 초래된 벌금보다 더 다양한 종류의 비용 이 발생할 수 있다. 소매상인들은 또한 환경, 안전 또는 보건 상의 위반, 신체 상해, 그리고 신원 도용에 대한 잠재적 책임 에 노출될 위험이 있다. 이 중의 하나는 종종 비즈니스 또는 상표의 명성을 손상시켜 부정적으로 대중에게 알려지는 것이 다. 장치 및 장비의 인증서 또한 성공적인 비즈니스의 운영에 영 향을 미친다. 올바른 인증서는 준수를 보장할 뿐 아니라 인증 된 장치가 정보처리의 상호 운영 가능성 및 신뢰성을 위하여 산업 기준에 충실하다는 것을 증명한다.

주요 산업 기준및 증명성의 중요성 연료 탱크 장비로부터POS 단말기 및 지불 시스템을 망라하 는 모든 것을 포함한 기준과 관련한 인증서가 너무나 많은데 주유소 주인이 어떻게 그 모든 것을 쫓아갈 수 있을까? 다양

한 기준이 전세계의 다양한 장소에 설치된 다양한 종류의 장 비에 영향을 줄 수 있다는 것을 이해하는 것이 중요하다. 그 리하여 귀하의 지역 내의 기준을 정하는 기관뿐 아니라 이러 한 필수요건을 시행하는 규제 기관과 정기적으로 연락을 하 는 것이 매우 중요하다. 다음은 오늘날 대부분 지역의 주유소와 편의점에 적용되는 기준의 일부에 관한 간략한 목록이다.

주유소

주유기에 설치된 지불 카드 단말기

지불 카드 기관은 외부 지불 단말기 및 시스템을 위한 발전된 기준을 통해 금융 정보 도용 및 사기가 빈번해지고 복잡해 지는 것에 대응하고 있다. 지불 카드 업계의 기준 지불 카드 업계 보안 기준 위원회(Payment Card Industry Security Standards Council)는 공개된 세계적 법정으로, 2006년에 시작되었으며, 금융 정보 도용을 막기 위한 기 관이다. 위원회는 지불 카드 정보를 안전하게 처리, 저장, 송달하기 위한 기준을 개발하고 갱신한다. 지불 카드를 처 리하는 소매상인들은 벌금을 피하고 고객들을 금융 정보 도용으로부터 보호하기 위하여 이 기준을 준수해야 한다.

The PCI standards include: •PCI 정보 보안 기준 (PCI DSS) – 정식 카드 회원의 정보를 저장, 처리, 또는 송달하는 모든 독립체에 적용한다.

• PA 정보 보안 기준 (PA DSS) – 승인 또는 합의 절차의 일 부로서 지불 정보를 저장,처리 또는 송달하는 지불 응용프 CONVENIENCE & CARWASH CANADA

61

로그램에 적용한다.

• PCI PIN 거래 보안 (PCI PTS) 암호로 고쳐쓴 PIN PAD (EPP) – 보안이 안된 지불 단말기에 적용한다.

Europay Mastercard/Visa (EMV™)

Europay, Mastercard 와 Visa사는 보안과 세계적인 정보 처리 상호운영가능성을 보장하는 기준을 확립하는 데 공 동의 노력을 기울여 왔다. 그 기준은 마그네틱 선 카드 거 래에 비교하여 개선된 보안을 제공하는chip 및PIN 기술로 이동하는 것을 포함한다.

연료 주유기

연료 주유기에 관련한 다양한 구성 요소와 컴퓨터의 환경 설 정에 영향을 미치는 많은 기준이 있다. 정기적으로 귀하의 시 장 내에 존재하는 검사 기관과 연락하는 것은 귀하의 비즈니 스에 적용되는 기준에 관한 정보를 계속 받는 데 있어서 중 요한 역할을 한다.

캐나다 제품안전 인증기관

(Underwriters Laboratory of Canada)

연료 주유기

엄격한 안전법은 연료의 타기 쉽고, 불붙기 쉬운 특성때문 에 연료 주유기에 적용된다. Underwriters Laboratory of Canada는 가능한 가장 안전한 연료 환경에 기여하는 모든 내부 구성요소와 배선 및 전기 배열을 확인하기 위하여 연 료 장치를 검사한다.

환경친화적 연료 주유기

에너지 효율적인 차량의 인기와 생산이 증가하면서 더많 은 주유소들이 환경친화적 연료를 제공하는 제품을 추가 하고 있다. Underwriters Laboratory는 대체 연료도 공급 할 수 있는 주유기를 위한 3개의 인증 방법을 갖추고 있 다– UL 87는E10까지의 휘발유 및 에탄올 연료 혼합물이 며87A-E85는 E85까지의 휘발유 및 에탄올 연료 혼합물 을 다룬다, 87A-E25는 휘발유 및 중간급의 에탄올 연료 혼합물을 E25까지 다룬다

에탄올 주유기뿐 아니라 이중 호스의 에탄올 혼합기는 연 료 소매상인들이 다양한 등급의 에탄올 및 휘발유 연료 혼 합물을 혼합하여 주유하는 것을 가능하게 함으로써 대체 에너지에 대한 증가하는 고객의 수요를 충족시킬 수 있게 한다. Underwriters Laboratory는 또한 연료 혼합물을 다 룰 때 안전을 보장하기 위하여 이중 호스 에탄올 혼합기를 인증한다.

캐나다 정부 계량 기관 (Measurement Canada) Measurement Canada는 운전자들이 구입하는 액수만큼 연료를 받는 지를 보장하기 위해 연료 계량기(미터)의 정 확성을 세심하게 검사한다. 연료의 온도는 검사에 관련된 또다른 요인이다. Measurement Canada는 소매상인이 온도의 변화에 따라 발생하는 연료의 에너지 가치의 변화 를 조정하기로 선택하는 상황에서 자동 온도 보상 장치의 사용을 평가하고 승인한다.

업소 내에서 판매시점관리 (POS) 시스템 62

May | June 2011

음식 판매를 포함하여, 인증과 기준이 업소 내의 대개의 장비 의 형태에 존재할 때 판매시점관리 (POS) 시스템은 대개의 소매상인들에게 적합하다.

PCATS-NAXML

이 공개된,비독점의 언어는 편의점 소매상인들과 연료 공 급자들이 시스템과 시스템을 통합하고 정보를 교환하는 데 있어서의 어려움을 언급하는 것을 도울 수 있다. 기술 표준을 위한 석유 편의점 연합 (Petroleum Convenience Alliance for Technology Standards --PCATS) 이 개발 한 표준은 확장성 생성 언어( XML) 기술이며PCATSNAXML로 불리며 이는 NACS 확장성 생성 언어(NACS eXtensible Markup Language)의 약자이다.

PCATS-NAXML에 인증된 시스템은 소매상인들이 플랫폼 (사용 기반이 되는 컴퓨터 시스템-소프트웨어)이나 공급 업체에 관계없이 환경에 적합한 장치를 선택하는 데 있어 서 융통성을 더 많이 제공한다.

제품의 개선가능성: 비용절약적인 준수의 비결

표준은 새 기술, 소비자의 동향, 정부 정책, 산업 규정 및 범죄 행위에 부응하여 계속해서 발전할 것이다. 그 결과 표준 준 수는 성공적인 비즈니스의 경영의 필수요소가 될 것이며 소 매상인들이 장비를 구입하고 유지하는 방식에 현저히 영향 을 준다. 소매상인들은 업소 또는 주유소의 신상품을 설치하는 것을 평가할 때 기준을 미래에 준수하는 것을 고려해야 한다. 연료 주유기, 외부 지불 단말기 및POS 시스템은 새로운 기준을 충 족시키기 위하여 쉽게 개선이 가능해야 한다. 신속히 개선할 수 있다는 것-장비의 교체가 아니라- 은 투자수익률을 증가 시키고 잠재적인 준수의 고비용을 줄일 수 있다.

장비를 평가함에 있어서 최소한의 표준을 준수하기 위하여 제품생산 후에 조정을 하기보다 인증 지침을 충족시키거나 훨씬 능가하는 제품을 설계하는 공급업체를 찾아야 한다. 오 늘날의 구체적인 표준을 훨씬 능가하는 장비는 귀하의 직원 과 고객을 위해 높은 수준의 안전과 보안을 제공할 뿐 아니라 또한 수년간 준수기준에 적합하여 궁극적으로 비용을 절약하 고 더 높은 투자수익률을 가져올 것이다.

또한 진보된 기술을 바탕으로 제조된 제품을 찾아야 한다. 어 떤 경우에는 개선가능성 및 컴퓨터의 확장성(사용자의 수의 증가에 유연하게 대응할 수 있는 정도)이 컴퓨터 시스템에 반 영되어 기능을 추가하여 장비를 교체하는 대신에 소프트웨어 만을 개선할 수 있다. 또 다른 고려해야 할 설계상의 요인은 모듈 방식이다. 모듈 장비는 소매상인들에게 전체 시스템이 아니라 구성요소를 변경하는 융통성을 제공한다. 물론 비즈니스 경영의 많은 요구에 또 하나의 책임을 추가하 는 것은 결코 쉬운 일이 아니다. 그러나, 주문을 하고 세금을 납부하기 위하여 기준 및 준수 요건을 계속 알아야 하므로 반 드시 필요하다. 귀하의 비즈니스에 영향을 주는 기준을 이해 하는 것은 장비 구입, 유지 및 관리에 대하여 더 현명한 결정 을 가능하게 한다. 규정을 준수함을 아는 데서 오는 마음의 평화 뿐 아니라. 그 결과 운영비, 높은 투자 수익률, 시스템의 정보처리의 상호운영가능성의 향상 및 고객과 직원을 위하여 더 안전한 환경을 가져올 것이다.

Scott Negley씨는Dresser Wayne사의 대체 에너지 상품 (Alternative Energy Products)의 이사이다.

Register NOW for biggest savings!

Registration & Housing Now Open Register now to get the biggest discounts.

Full early-bird registration is only $295 for PEI members and $495 for non-members.

Full registration includes admission to: • All of the education sessions • All three days of the trade show • PEI Industry Reception • NACS Welcome Reception.

Special group discounts also are available to companies that bring five or more employees to the convention. This year, spouses also qualify for group registration discounts.

The Sheraton Chicago Hotel and Towers is PEI Headquarters.

Many PEI events will happen here, including the 10-Group Breakfast, the Young Executives Roundtables and Reception, and the After-Hours Lounge. Several other terrific hotels also have PEI room blocks reserved, including the Crowne Plaza, the Doubletree and the Hyatt Regency.

Early-bird are availarbates le for a limited t ime only.

Make your reservatio ns early to get the best HOu OptiONssi.Ng

For more information and to register and reserve housing, go to www.pei.org/show or call 918.494.9696.

63 CONVENIENCE & CARWASH CANADA

2011 INDUSTRY REPORT

A Better Way to Reach Canadian Consumers: Summary Convenience stores offer Canadians and suppliers of goods and services access to nearly 25,000 sites.

More than 185,000 employees work each day to meet the needs of more than 10 million visitors. Fully 70% of Canadians can find a convenience store within a 0.5 kilometre radius of their homes, and two-thirds of these stores are open 24 hours a day, 7 days a week. This proximity allows for a very local approach, and the critical mass of traffic makes it possible to innovate and test new products or new promotions.

The convenience store industry in Canada is a key player in the national and local economies: Approx.

With sales of nearly $34 billion and purchases of more than $20 bil-

NUMBER OF STORES

25,000

lion (excluding gas), our network is an ideal partner for food and

EMPLOYEES

185,000+

convenience goods manufacturers. We are the uncontested leader in

VISITS PER DAY

10 million+

LOCAL PROXIMITY ACCESS

70%

of the population live

within a

0.5

km radius

2/3

are open 24 hours a day, 7 days a week

the sale of tobacco, gasoline and lottery, traffic-generating products and cross-sales. These three products also contribute significantly to convenience store sales and profits. As well, we play a major role in the sale of single-serve formats, small formats and products for immediate consumption, all of which represent a high profit margin for our partners. Our network offers manufacturers very broad and direct access for products with a quick turnover, as well as for very seg-

Convenience stores are very versatile: they offer more than 6,000 SKUs on average per store; nearly 80% have an ATM; one in two sells gas, and one in 10 has a car wash. Close to 5% offer foodservice for immediate consumption, and almost 70% offer food and fountain beverages. Employees can advise customers more easily than in other settings, and convenience store owners/operators have a deep understanding of their market and the needs of their customers.

It is a comprehensive offer in terms of products and services: AVERAGE NUMBER OF PRODUCTS (SKUs) IN STORES ATM GASOLINE SALES CAR WASH FOODSERVICE FOR IMMEDIATE CONSUMPTION READY-TO-EAT PRODUCTS FOUNTAIN DRINKS

64 

May | June  2011

6,000 80%

of c-stores

48%

of c-stores

10%

of c-stores

5%

mented products. By using adapted sales approaches, manufacturers can obtain a key leveraging effect in their commercial investments.

Finally, convenience stores generate important economic benefits. In fact, our network pays more than $2.2 billion in wages, collects more than $11.5 billion in taxes, and sells more than $4.5 billion government-controlled products.

With a significant volume of commercial activities: SALES OF C-STORES ALONE

$11.2B

SALES OF C-STORES WITH GAS STATIONS

$22.6B

INDUSTRY SALES (TOTAL)

$33.8B

WAGES PAID

$2.2B

(-0.1%)

(+9.2%)

(+5.9%)

$20B

of c-stores

PURCHASES FROM SUPPLIERS

65%

SALES OF CONTROLLED PRODUCTS

$4.5B

45%

TAXES COLLECTED

$11.5B

of c-stores of c-stores

(excluding gas)

SUMMARY

A SHORTFALL FOR OUR NETWORK AND THE CANADIAN ECONOMY

CONVENIENCE STORE PERFORMANCE

But convenience stores could play a much bigger role in the Canadian

an impact on growth but also on the capacity of convenience stores to

economy. Their potential for tobacco sales, for example, is largely limited

generate profits.

The increased competition and the poor economic situation not only had

by contraband that continues to erode revenues for governments and merchants alike and amounts to a shortfall of approximately $850 million in direct and indirect sales for our network. Every year, governments “leave on the table” between $2 billion and $2.4 billion dollars in taxes of all kinds because of tobacco smuggling. Adding beer and wine sales in the provinces that cannot currently sell these products would enable us to reach even more Canadian consumers. Our network has clearly shown it can control product sales to minors in an exemplary fashion. Every percentage of market share in this environment would result in $150 million in sales for convenience stores. Convenience stores could invest even more in their development, if their profitability, which for several years has been limited to about 1.0-1.5% of sales, benefited from regulatory easing. Moreover, credit card transaction fees eat away disproportionately at profitability: convenience stores pay 83% more in credit card transaction fees than they earn in pre-tax profits. Because of the sales mix in convenience stores, an increase in sales and excise taxes, as has become the norm in cities, provinces and federally, hits them unfairly compared to the other industry

Sales at convenience stores without gas stations were stable in 2010 compared to 2009 (0.1%), totalling $11.2 billion. Sales at convenience stores with gas stations increased by 9.2% to $22.6 billion, with gasoline prices increasing by 9.7%. Without this increase, growth would have been even worse, at close to 0% ( 0.5%), because gasoline sales in litres actually increased by 10.1%. The industry therefore achieved sales of $33.8 billion (up 5.9%), with the strongest growth in Alberta, Québec and Ontario.

The network, with 25,000 sites, also saw fewer closings in 2010 than in 2009. In all, 350 sites closed in 2010, or approximately 1.5% of the network (compared to 2,300 closures in 2009, or 8.9% of the network). A better economic situation and efforts against contraband tobacco in the centre of the country helped stimulate this improvement. The greatest losses occurred in the Atlantic provinces and in the West. The number of independent convenience store sites was reduced (8.2%), and chains expanded their networks (+2.8%).

players. The overabundance of regulations, licences and permits required to open and operate a convenience store adds substantial operating costs.

CONVENIENCE STORES GROWTH BY PROVINCE Provinces

Sales 2010 (000$)

Sales 2010 % Canada

% Growth 2009-2010

Sales 2008-2009 (000$)

% Growth 2008-2009

Number of c-stores % Canada

Population % Canada

Retail sales % Canada

Newfoundland and Labrador

745,931

2.2

1.9

732,363

3.2

2.5

1.5

1.8

Prince Edward Island

153,850

0.5

0.0

153,866

-2.6

0.5

0.4

0.4

Nova Scotia

1,081,676

3.2

5.4

1,026,731

13.2

3.5

2.8

2.9

New Brunswick

1,279,550

3.8

4.8

1,221,011

-11.0

3.0

2.3

2.4

3,261,007

9.6

4.1

3,133,971

-0.4

9.4

7.0

7.5

Atlantic Québec

7,371,597

21.8

7.4

6,865,344

-7.8

25.9

23.2

22.9

Ontario

12,579,971

37.2

7.2

11,737,703

-5.3

37.5

38.7

35.7

Manitoba

1,281,214

3.8

1.9

1,257,065

3.9

3.5

3.6

3.6

Saskatchewan

1,453,444

4.3

1.7

1,428,829

9.5

3.6

3.1

3.4

Alberta

3,771,493

11.1

8.2

3,486,725

2.5

8.9

10.9

13.5

British Columbia

4,016,284

11.9

2.3

3,925,309

-6.0

10.5

13.2

13.0

103,504

0.3

3.1

100,381

-3.5

0.7

0.3

0.4

10,625,938

31.4

4.2

10,198,309

0.5

27.2

31.1

33.9

33,829,788

100

5.9

31,935,327

-3.6

100

100

100

Northwest Territories, Yukon and Nunavut West Canada

CONVENIENCE & CARWASH CANADA

65

2011 INDUSTRY REPORT

Profitability (pre-tax net margin in percentage of sales) remains low

But convenience stores are being squeezed by difficult economic con-

and does not surpass 1.0-1.5%, year after year. A curb on contraband

ditions, consumers with a wide variety of options and a regulatory

tobacco, the sale of beer and wine in convenience stores outside

framework that hits them full force. Growth opportunities are shrink-

Québec and Newfoundland and Labrador, a reduction in credit card

ing and pressures on profitability are increasing.

transaction fees, and an easing of regulations could double the net margin of Canadian convenience stores.

store performance. But it is important to remember that for every con-

NET MARGIN – CONVENIENCE STORES IN CANADA PRE-TAX PROFITS IN % OF SALES

venience store that closes or is in difficulty, consumers lose a potential buying location in their community, close to their homes or places of work. Every time the profit margin of convenience stores falls, it

2004-2005 2005-2006

is these clients of wholesaler-distributors who buy less or in turn put

2006-2007

and more difficulty supporting the marketing efforts of food and con-

2007-2008

venience goods manufacturers. Convenience stores are key players in

2008-2009 2009-2010

disadvantaged by the regulatory framework governing them.

0.7 0.8 0.6 0.6

1.0 0.5

pressure on the latter’s profit margin; it is a channel that has more

food distribution. To play as effective a role as possible, they cannot be

1.1 0.9

1.5

1.5

1.7

2.0

1.4 1.6

2.2

2.5

2.5

Pre-tax profits in % of sales

This situation has clearly had a devastating effect on convenience

Canadian convenience stores have always been able to adapt and survive. But certain adjustments to the fiscal and regulatory regimes are necessary if we want to protect 25,000 small businesses, 185,000 jobs, nearly $20 billion worth of purchases from Canadian suppliers (excluding gas), and government revenues of more than $16 billion from

0.0

Convenience stores

Convenience stores with gas stations

taxation and the sale of controlled products.

We will all gain from a strong and prosperous industry.

CONCLUSION Our 2011 Industry Report shows that despite the challenges, our sales network is still the essential channel to reach Canadian consumers; it is the most direct link between all the local Canadian markets and the large manufacturers and service suppliers targeting the Canadian population.

In collaboration with:

SUMMARY 466 Speers Road | Suite 217 | Oakville | Ontario | L6K 3W9 | T. 905.845.9152 | www.conveniencestores.ca 1 Holiday Street | East Tower | Suite 501 | Pointe-Claire | Québec | H9R 5N3 | T. 514.695.8284 | www.acda-aqda.ca

66

May | June 2011

The Western Convenience Stores Association invites you to attend our

2nd ANNUAL WCSA FUNDRAISER GOLF EVENT. WHERE Cottonwood Golf & Country Club, Calgary, AB WHEN July 7, 2011 REGISTRATION 8:30 am. Includes continental breakfast TEE OFF 10:00 am sharp; parade to holes Unique Tee gifts, on course surprises and great prizes for all.

WCSA BBQ dinner and prizes.

Cocktails 4:00 pm Dinner 5:30 pm.

INDIVIDUAL REGISTRATION: $295.00 members per person (cart included) $395.00 non-members per person (includes WCSA membership until end of 2010)

Player 1

Handicap

Player 2

Handicap

Player 3

Handicap

Player 4

Handicap

Mulligans – 4 for $25 Door Prizes 4 for $25

Phone #

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Please check box if you want to play as a team Club rentals $35.00 plus tax

Right Hand

Left Hand

Register your team early to avoid disappointment (Limited to first 144) Registration, sponsorships, questions contact: Brenda at: wcsagolf@convenienceandcarwash.com or phone 204-489-4215 Cheques made payable to WCSA Golf Tournament Proceeds to support the WCSA Retailer Scholarship Program.

SPONSORSHIP OPPORTUNITIES Speaker sponsor: (Scott Dumas) $5,000 Wine/Cocktail sponsor: $3,500 Half Way House: $2,500 Hole in One: FRONT 9 $2,500 includes 4some BACK 9 $2,500 includes 4some Longest Drive: MEN’S $2,500 includes 4some LADIES $2,500 includes 4some Closest to the Pin: MEN’S $2,500 includes 4some LADIES $2,500 includes 4some Straightest Drive: MEN’S $2,500 includes 4some LADIES $2,500 includes 4some Longest Putt: MEN’S $2,500 includes 4some LADIES $2,500 includes 4some Beat the Pro: MEN’S $2,500 includes 4some LADIES $2,500 includes 4some Hole sponsor: $500 includes 1 golfer (except hole in one holes) If you would like to donate sample product for the goodie bags please call: Brenda at 204-489-4215

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CHANNEL Gasboy® Atlas® fleet fueling dispensers gain UL Listing for Ethanol Provides access to tax incentives GREENSBORO, N.C. – March 14, 2011 – Underwriters Laboratories has approved three models of Gasboy Atlas dispensers for use with fuels containing up to 85% ethanol (E85). The Gasboy Atlas E85 dispensers (model 9872KX series) join the current Atlas electronic fleet dispenser models that are specifically designed for commercial fleet fueling applications. They are fully compatible with existing fleet management systems and Island Fleet Card Readers, including the Gasboy Islander™ PLUS and CFN III systems.

“We understand the tough demands of unattended fueling at the fleet fueling site,” said Sanjay Chowbey, vice president of Gilbarco VeederRoot’s Commercial Business Unit. “We build the industry’s most reliable, rugged dispensers so fleet operators have the lowest possible cost of ownership for the long term. These dispensers may also qualify for various tax and grant incentive programs around the country designed to build infrastructure for flexible fuel vehicles.”

The Gasboy Atlas E85 dispensers for fleet fueling applications are also NTEP certified and join Gilbarco Veeder-Root’s other 22 Encore® S and Encore 300 retail dispenser configurations that were previously approved for use with fuels up to E85.

The company will exhibit Gasboy products at the NAFA Fleet Management Association Institute and Expo, April 9-12 at the Charlotte Convention Center, Charlotte, N.C.

news Waleco is excited to announce the addition of Containment Solutions, Inc. to our complete line of products throughout the provinces of Ontario and Quebec.

CSI offers a complete line of ULC Listed single and multi compartment underground double wall FRP Tanks and underground FRP Oil Water Separators.

Ontario: 5611 McAdam Road Mississauga, ON L4Z 1N4 Tel: (905) 712-4915 We are proud to announce the grand opening of our New Montreal Branch: Quebec: 3515 Boul. Thimens Ville St Laurent, QC H4R 1V5 Tel: (514) 337-1010 Dresser Wayne Releases New Product to Enable Dispenser Connectivity for EMV™ Compliance over Existing Wiring The Wayne Connect™ IP-485℠ Moves Data across RS-485, Twisted-Pair Wire at TCP/IP Speeds Dresser Wayne, a global leader in vehicle energy-dispensing technologies, is helping Canadian fuel retailers meet global EMV™ data-compliance requirements with its newest product, the Wayne Connect™ IP-485℠. The Wayne Connect IP-485 allows retailers to use their existing twisted-pair wire infrastructure with a 485 serial protocol to move large data packets to and from the dispenser at the faster, IP-protocol speed.

Also known as “smart cards,” EMV payment cards contain embedded microprocessors that store large amounts

of data, and are protected by several security features designed to enhance the protection of customers from payment-card fraud. To comply with the EMV global standard, fuel retailers must provide EMV- approved payment terminals on the forecourt. This technology entails transmission of large data packets from the outdoor payment terminal to the indoor point-of-sale system, larger than those of a traditional, magnetic-stripe terminal. To compensate for the increased data load associated with EMV transactions, fuel retail sites often have had to make significant investments to replace existing cabling and wiring. With the Wayne Connect IP-485, fuel retailers can reduce construction costs and enable secure EMV transactions at IP-speed across their existing IT infrastructures.

“Enhanced payment-security is necessary with today’s sophisticated hacking and data-theft schemes, and EMV chip technology is continuing to advance consumer data protection,” said Tom Chittenden, a global product manager for Dresser Wayne.

“The Wayne Connect IP-485 allows adopters of EMV to use the faster Dresser Wayne IP protocol without the significant expense of tearing up concrete to pull CAT5 cabling.”

The Wayne Connect IP-485 consists of an in-store box, called “Wayne Connect IP485/S,” which connects to the retailers’ POS systems, and an in-dispenser module, referred to as “WayneConnect IP-485/D,” which retrofits to the fuel dispenser and transmits data across the site’s existing RS-485, twisted-pair wiring.

Find out more about the Wayne Connect IP-485 at www.DresserWayne.com.

Ecolab Introduces New Blue Coral Foaming Fragrances for the Carwash Industry Consumer Preferred Fragrances Enhance the Car Wash Experience and Provide Added Value Ecolab Inc. recently introduced its new Blue Coral® Foaming Fragrances, a unique line of air fresheners for the car wash environment that enhance the wash experience. Designed for the fullserve and express exterior conveyor professional car washes, the new fragrances were developed to provide additional consumer value and a point of differentiation for operators.

Today’s car wash consumers appreciate getting more value for the money they spend, and providing them the best overall experience is part of delivering that value. Car wash owner / operators using Blue Coral Foaming Fragrances report the new Ecolab fragrance products help set their wash apart from their competitors and give the consumers the heightened experience and value they are looking for.

The foaming fragrances introduce a new product category for Ecolab Vehicle Care, designed to fill a gap identified through ongoing industry research. Ecolab partnered with leading fragrance experts and industry consumers to zero in on four spa-like fragrances that signal a sense of ‘clean’ to consumers: pomelo leaves, green tea, water lily pear and citrus splash.

This new product line further

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ANNOUNCEMENTS supports Ecolab’s well established business model.

“Ecolab Vehicle Care works with our customers to help drive their revenues and increase profitability,” said Steve Nichols, vice president and general manager of Ecolab Vehicle Care. “We’re excited to launch Blue Coral Foaming Fragrances to help operators differentiate their wash operation, provide added value to their customers and drive repeat purchases.”

The product also comes with the support of Ecolab’s marketing program that gives operators customizable merchandising and promotional materials, such as windscreens, interior signs, consumer handouts and more.

Here are three Must-Have Father’s Day Gifts for the Car Guy Is your dad the type of guy who spends hours cleaning his car, or simply just likes it to look great all the time?

1. Quixx High Performance Scratch Remover Does Dad have scratches on his car? Engineered by German surface technology experts, QUIXX High Performance Paint Scratch Remover is the easiest and most effective way to remove scratches from the painted surfaces of your car, and this has been tried and tested by automotive professionals, consumer testing organizations and press worldwide.

The product is a simple two-step repair system that works easily to permanently remove scratches from a car’s painted surfaces. In the first step, a patented compound works with the painted material surrounding the scratch to permanently remove the

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scratch from the surface. The second step restores the finish to its original shine. MSRP $19.99 2. Quixx Headlight Restoration Kit Is Dad driving around with foggy or yellow headlights?

Keep him safe and help him increase his car’s visibility with QUIXX Headlight Restoration Kit, a complete all-in-one-box solution that includes everything necessary to achieve professional results, allowing you to repair your vehicle’s plastic lens surfaces at a fraction of the cost of replacing them. The all-inclusive kit comes with lens polish, lens sealer, ultra fine sand paper and sanding/polishing block for extremely yellowed or severely scratched headlights, as well as polishing cloths.

Compared to other headlight kits on the market which always require sanding of the lens to remove the yellowing, the included special QUIXX polishing compound is so effective that sanding the lens is usually not required, except for removing light scratches.

Most noteworthy is the uniquely formulated Headlight Lens Sealer, the finishing touch needed to prevent degradation of the headlights from reoccurring over time.

Its unique formula generates a hard and long-lasting, weather and detergent-proof protection layer against environmental influences. The smooth dirt-repelling surface keeps the lenses cleaner.

The integrated UV-Protection significantly reduces fogging and yellowing. It also helps prevent scratches and will add a protective layer to the lens. MSRP $19.99 3. Autoglym High Definition Wax Dad deserves to be treated like a king, doesn’t he?

news Autoglym High Definition Wax is quite simply the finest wax for dad’s car. It is a pure wax, which contains no water, abrasives or emulsifiers. It is a carefully balanced complex blend of durable polymers, carnauba and microcrystalline waxes, combined with selected solid saturated hydrocarbons and oils. High Definition Wax comes in a complete kit with its own red polish pads and a Perfect Polishing Cloth that will take Dad’s car from dull to BRILLIANT in one easy application. Autoglym products hold the very prestigious Royal Warrants of Approval and are endorsed by some of the world’s most prestigious automotive brands such as Aston Martin, Bentley and Jaguar. If your dad’s car means the world to him, then

it deserves High Definition Wax! MSRP $49.99 Product Availability QUIXX Care System products are available at fine retailers nationwide including Wal Mart, Autozone, Pep-Boys, Rite Aid, Wal Mart Canada, Canadian Tire, PartSource, Ace Hardware, Strauss Auto Stores and various automotive catalogs. For additional information, please visit www.quixx-usa.com or call 305.261.6755 ext 202.

Autoglym’s High Definition Wax as well as other Autoglym products are available at Pep Boys, Canadian Tire, PartSource or by calling Autoglym at 305-266-3887 ext 202.

For more information, please visit www.autoglym.com.

Ad Index Airlift Doors...............................................................23 BIC Canada . ............................................................46 Core-Mark ...............................................................15 Direct Cash .....................................................IFC, 36 EZEE ATM ...............................................................34 Gourmet Chips . .................................................. IBC Grande Sales .....................................................38, 59 Hilarys ......................................................................30 House of Horvath ....................................................57 Interac ............................................................... OBC Jack Cash ATM .................................................16, 60 J-Ko .........................................................................21 Kleen-Rite ...............................................................25 MI Petro . ............................................................11, 50 NACS Global Forum . ............................................32 National Energy Equipment .............................9, 53 OPW ..........................................................................7 PEI ............................................................................63 Tanknology .......................................................18, 54 TransCold Distribution . .........................................49 Washtech ..........................................................19, 54 Western Oil . .....................................................17, 52 WCSA .................................................................13, 67 WPMA .....................................................................42 ZCL ..........................................................................28

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† Interac Association operates exclusively in Canada. ® Interac, Interac Flash, Pay in a flash, the armoured truck design and the Interac Flash design are trade-marks of Interac Inc. Used under license.

The Contactless Symbol is owned by EMV Co., LLC. Used under license.