Convenience & Carwash Canada Nov/Dec 2015

CONVENIENCE & CARWASH CANADA

1

NOVEMBER | DECEMBER 2015

Canada’s most read Canadian owned and operated Convenience, Retail Petroleum and Carwash Publication

Spill Prevention Tobacco Plain Packaging Hot Beverages for Hot Sales Gluten-Free Offerings Impulse Merchandizing ATM’s Reaping the Rewards Evolution of Payments & Payment Security

PM41670539

Winterizing Your Carwash Doors

2 

NOVEMBER / DECEMBER

Volumetric Device Services National Energy Equipment as a Measurement Canada Authorized Service Provider serves customers in the upsteam and downstream petroleum and propane industries with the upmost confidence in inventory control and device accuracy Measurement Canada (Factory) Initial Inspection Measurement Canada Subsequent Inspection Meter Calibration / Proving Services Meter Repair / Adjustment Services Pipe Prover Services (For High Capacity) Waterdraw Services (For Pipe Provers) Measurement Canada Now Requires Mandatory Re-Inspections Every 2 Years for Gasoline and Diesel Dispensers, Refuelers and Bulk Meters and Every Year for Propane Meters

DISPENSERS - REFUELERS - BULK METERS - TRUCK METERS

CONVENIENCE & CARWASH CANADA

Cover Story

Industry News

Instore, Nutrition & HR/Staffing

Carwash, Petroleum Technology

41 05 19 33

Spill Prevention Adam Cooney provides information all operators need to know.

Upcoming Events February 16 – 18, 2016 WPMA 2016 The Mirage Hotel, Las Vegas

www.wpma.com

June 1, 2016 CS Expo Anvil Centre New Westminster, B.C. May 9 – 11, 2016 Int’l Carwash Association The Car Wash Show Nashville, TN www.thecarwashshow.com June 1, 2016 WCSA CS Expo 2016 Anvil Centre New Westminster, BC June 8 & 9, 2016 Atlantic Convenience Stores Association Maritime golf tournament Fox Creek Golf Club, Moncton, NB July 7, 2016 WCSA 7th annual Charity Golf tournament Glen Eagles G.C.C. Cochrane, AB

WCSA a fair, level playing field across all store products is necessary.

07

Esso Super 7 small town Manitoba Esso doing big business.

Hot Beverages What’s brewing in your store?

15

Gluten-Free new revenue generator for your store?

23

Pump-Side Evolution of Payment Security how do you measure up?

37

Winterizing Your Carwash Doors are you ready?

Add on Sales for Impulse Merchandizing Don’t Dump the Junk!

26

Tobacco Plain Packaging will new regulations lead to higher sales in contraband tobacco?

What’s New

59 - 62

31

ATM’s Is your store reaping the rewards?

FOR IMMEDIATE RELEASE Convenience & Carwash Canada magazine announces the appointment of Eva Chambers as Managing Editor.

Convenience & Carwash Canada magazine, the leading media brand for news and information about Canada’s convenience, retail petroleum, and carwash industry, today announced that Eva Chambers has been appointed as Managing Editor. With 15 years of multiplatform journalism, marketing, and industry experience, she will work closely with the magazine’s publisher, Brenda Jane Johnstone to grow the brand’s editorial presence across industry focused, digital and print platforms.

“Convenience & Carwash Canada magazine’s business has experienced continued growth over the past few years. Eva will help us drive growth and develop new initiatives for both our print and digital channels", said Brenda Johnstone, Publisher. “We will continue to provide audiences with great content experiences that compel them to share our editorial across other platforms.”

Convenience & Carwash Canada serves as a focal point for information affecting the Convenience, Carwash, and Retail Petroleum industry. We work closely with industry associations and global leaders to ensure readers have access to the up-to-date and relevant information they need to optimize their operations and maximize profits.

Eva Chambers can be reached at: echambers@convenienceandcarwash.com (860) 965-0649 Contact: Brenda Jane Johnstone, (204) 489-4215 or bjjohnstone@convenienceandcarwash.com

3

4

NOVEMBER / DECEMBER

PUBLISHER Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com

Publisher’s Message

SALES Cody Johnstone 416-838-4674 codyj@convenienceandcarwash.com

It’s that time of year again. Seasons have changed and new products are coming to your stores. In October, the Convenience & Carwash Canada team attended the NACS show in Las Vegas. See our article within for some in-depth detail on this exciting event.

At NACS, we saw some innovative products like the iDOOR® from Anthony. This cool new product not only invites customers to interact with a cooler door, it could improve the way food retailers promote their brands and connect with customers in the store. It’s worth a visit to their website to see how it works. There were many new techy products this year, and from what I could see, the Technology section of the show took the lead in number of exhibitors within a category. You can read about some of the new technology trends in our NACS article and by visiting the press release section on our website (www.convenienceandcarwash.com). Come read about technologies that retailers can use to capitalize on products taking a small footprint within their stores.

If you haven’t visited the NACS/PEI show mark it on your calendar for October 18 to 21, 2016, at the Georgia World Congress Centre in Atlanta, GA. This issue take a trip with us to Tuelon, Manitoba as we speak with Dave Mosher about his Super 7 Esso. Hear about how great their site is and why more than a thousand customers visit this unique site every day.

Have you considered adding more impulse items but didn’t know how or what to do? This issue Curve Distribution offers some great insights to consider.

As always, Convenience & Carwash Canada magazine has put together what we hope is another great issue offering our readers information to help you continue to provide customers with new products and entice them to come into your stores.

We encourage you to call our advertisers. Speak with them directly about their products and services. They have a wealth of information that can help you maximize your profits. Remember, without the support of our advertisers we would cease to exist. Let them tell you about their products, after all, 2016 is upon us, new products and new services are all the rage for the New Year.

I wish everyone a very Merry Christmas and a prosperous 2016!

Brenda Johnstone 204-489-4215 bjjohnstone@convenienceandcarwash.com Cathie Fedak 905-665-6071 cathie@convenienceandcarwash.com MANAGING EDITOR Eva Chambers echambers@convenienceandcarwash.com DIGITAL/SOCIAL MEDIA Eva Chambers echambers@convenienceandcarwash.com DESIGN AND PRODUCTION Doug Coates, Edge Advertising Keith House, Ad Production EDITORIAL ADVISORY BOARD Ian Burton, PD McLaren Scott Findlay, Core-Mark Int’l Kim Hansen, MI Petro David Hoy, Peninsula Co-Op Andrew Klukas, WCSA Dave Watson, The Chamois & Convenience Store Ltd. CONTRIBUTING WRITERS Adam Cooney Sarah Daily Patrice Darcheville Ryan Green Jeff Guthrie Bruce McGregor Alex Scholten CIRCULATION James Gordon subscriptions@convenienceandcarwash.com WEBSITE www.convenienceandcarwash.com PUBLICATION MAIL AGREEMENT No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank Street Winnipeg, MB R3N 1E8

Brenda Jane Johnstone Publisher Convenience & Carwash would like to introduce you to our new advertisers.

Come Join a Growing community of Canadian vendors and retailers who are dedicated to making the Convenience, Retail Petroleum and Carwash Industry thrive. www.convenienceandcarwash.com twitter.com/carwashcanada www.facebook-.com/convenienceandcarwashcanada www.pinterest.com/cstore_carwash/

Curve Distribution page 22 LPIPA Group page 25 Mother Parkers page 11 National Energy Equipment page 2 PD McLaren page 8, 17 Rothman, Benson & Hedges Inc. page 40 United Distribution Network page 29 Upwardor Inc. page 32

CONVENIENCE & CARWASH CANADA

5

Fair PLAY The C-store sector is highly competitive. The WCSA wants this competition to be fair and on a level playing field.

The Western Convenience Stores Association (WCSA) has Alberta in its sights. According to

WCSA President Andrew Klukas, an anti-smoking group is suggesting there should be a $1 tax increase on cigarettes to combat youth smoking.

Recently, Alberta raised its minimum wage. The group is of the opinion that more money in the pockets of the province’s youth will mean easier access to tobacco products. They are hoping that a $1 tax would serve to cool the market for cigarettes, especially among younger smokers.

Klukas disagrees that this is an effective direction for the province to take.

“Members have told us that the coming minimum wage increases – to $15 by 2018 – will require them to raise prices across the board. If that is the case, price-increases will already absorb a lot of the minimum wage increases, so the only impact will be to support the illegal tobacco market” he says.

Klukas and his team are now involved in a campaign of letter writing to Alberta MLAs as well as working with groups such as NACDA (National Association of Convenience Store Distributors) and CCSA (the Canadian Convenience Stores Association). “We have launched a grassroots campaign where together with Alex Sholten of the CCSA I went straight to retailers across the province to muster support and let people know about the challenges being put forward by the new Alberta government. We want to make it clear to the Alberta Government that as an industry we are willing and able to stand up and be heard,” he says, commenting that he has been working hard to help retailers draft individual letters to their MLA. One of Klukas’ ideas is to have a C-store Day where MLAs could come and work at a convenience retailer to discover the challenges and close relationships C-stores have with the community.

“This might be a ways off, but it would be a great opportunity to expand awareness and bring politicians around to a proper view of the industry.”

On the labour front, the WCSA is working to help retailers find the staff they need to keep businesses running. New federal legislation has

made it more difficult to continue to recruit needed staff from outside Canada. “We still have a challenge attracting quality new personnel to our stores. To help we are exploring a new job posting website that we hope to have running by year-end.

Our plan is to allow participants to come onboard for free over a pilot period,” he says, commenting that they are working with Vancouverbased Mindfield to identify matches between job seekers and job posters The WCSA is also looking at greater traction on the healthy eating file.

He points to a pilot project at BC’s Peninsula Co-op locations as a good step in the right direction. “We still need some standardization in the form of an objective way to determine what is ‘better-for-you’. With this customers would have even more reasons to drop into a neighbourhood C-store when they seek healthy and nutritious foods and beverages.” The WCSA has worked with a range of groups such as the Bridge Society and BC Health to bring forward the message that C-stores are prime locations for healthy foods. What they are looking for ultimately is a nationally recognized standard that all interested retailers can apply at their sites.

In Manitoba the Association is questioning Bill 30 – The Non Smokers Health Protection Amendment Act. Under the terms

of the Bill, E-Cig and Vape shops would be permitted to allow in-store promotion and sampling. C-stores would not be allowed to have their customers sample vape products in-store. More, Vape Shops would now be allowed to sell some goods similar to C-stores. Under the new regulations a Vape shop could stock snacks and beverages to attract customers who could then sample E-cigs and Vapes on site. Klukas sees this as an egregious error on the part of legislators who have given a large trade advantage to an industry they are seeking to curtail.

“Good public policy in this situation means setting out rules of the game that apply to anyone selling these products. Those that choose to comply with the rules can benefit from exemptions on sampling and display, while the rest cannot.

That’s fair, and it creates a level playing field. Bill 30 goes a step further and picks winners and losers before the game begins. That is an example of bad public policy that denies our members the right to comply with a public standard. We ask simply that governments put a single standard in place and apply it to everyone.

There is no need to take the extra step and single out winners and losers,” he says, concluding that the Cstore industry invites competition and community support.

6

NOVEMBER / DECEMBER

www.core-mark.com

We are passionate about the business We are committed to our Customers.

Come see for yourself.

Whether you are an independent retailer or a part of a national chain, Core-Mark offers each of its customers valuable customized solutions and services designed to help you grow your business.

We offer resources to help drive sales and profits: • Product Trends & Optimized Offering • Regional Demographics & Space Rationalization • Data Analysis & Competitive Comparison We are committed to providing superior customer service while delivering quality products and value-added resources to our customer.

Calgary Calgary Mario DaveMolinari Knapton

Vancouver Damian Botteselle

8225-30th Calgary,AB ABT2C T2C1H7 1H7 8225-30thStreet Street SE, Calgary, Email: Email:Mario.Molinari@core-mark.com Dave.Knapton@core-mark.com Phone Phone(403) (403) 720-3848 279-5581

7800 Riverfront Gate, Burnaby, BC V5J 5L3 Email: Damian.Botteselle@core-mark.com Phone (604) 430-2181

Saskatchewan, Manitoba, North West Ontario & Toronto Chris Bayley 99 Bannister Road, Winnipeg, MB R2R 0S2 Email: Chris.Bayley@core-mark.com Phone (204) 633-9244

CONVENIENCE & CARWASH CANADA

7

Teulon, Manitoba’s Super 7 Service might be small, but its customers give it big props.

Little Store, Super Sales

A FOUR PUMP SELF SERVICE ESSO OFFERING GAS AND DIESEL, SUPER 7 SERVICE FEATURES A COMPLETE C-STORE, TWO BAY WAND WASH, AND EIGHT UNIT RT’S MOTEL. LOCATED AT 7TH AVE AND HIGHWAY 7, THE STORE IS OPEN AROUND THE CLOCK 365 DAYS

When the cold winds blow in Manitoba’s Interlake region its good to know there is a light on at Teulon’s Esso. In fact, whether its 25ºc or -25ºc the Teulon Super 7 Service is ready, willing and able to handle just about anything travelers need along the stretch of highway some 60 kilometers north of Winnipeg.

GM Dave Mosher who works alongside wife Anne, got his start at the store in 2008. Dave was fresh off a career making explosives for the mining industry in BC and managing a Home Hardware in Thompson, Manitoba. He had returned to his native Newfoundland when the call came from the Super 7’s owners who were looking for a community oriented retail pro that could turn the location into something beyond the simple gas bar they had been operating.

They brought Dave out to do a bit of hunting and discuss the opportunity, but the lure of ‘The Rock’ was strong and it took a bit of convincing, he remembers.

“I’m glad of the decision I made and have never looked back, especially with Anne here beside me,” he says.

Indeed, since day one the Moshers have brought their ‘A’ game to the challenge. Dave remarks that his first year goal was 1000 customers a day. “So far we’ve averaged about 1058 each day,” he says, de-

scribing the steady sales growth that came following the renovations in 2010 (inside) and 2012 (outside).

“Over six years we have seen gasoline tanks nearly double from 60,000 liters to over 110,000 liters. Total sales have climbed from 800,000 liters to more than 3 million liters.”

To get to this place he has turned to a dedicated crew of 21 staffers who keep the shelves stocked, the coffee fresh and customers happy. He comments that he and Anne bring in lunch to their workers everyday. On Christmas, their busiest day of the year, the couple get out their aprons and work the store to give staff the day off. “It’s a great day where it seems we see a lot of our regular customers and offer a much needed service to the community. On Christmas we’re the only place to get a liter of milk, a loaf of bread or pack of cigarettes not to mention a tank of gas,” he says.

While gas is important and the customers like the homemade bread, people come from miles around to sample the chicken. Dave has turned to Chester Fried Chicken for that certain something that has his staff bagging up 200 to 300 servings every day.

“People drop in just to pick up chicken. Sometimes they phone in advance to make sure we still have product,” he says, noting that these foodservice customers also increase their basket size with pop and snack items. This makes his chicken foodservice offering a powerhouse category in a 6000-sq.ft. C-store that features all the trimmings. Customers come in for lottery tickets, confectionery and cold beverages.

They also make the trip for a wide selection of hard and soft ice cream, frozen beverages and Van Houtte coffee in a service that the Moshers take very seriously. “You will never find stale coffee here. Our staff

8

NOVEMBER / DECEMBER

For example, Brook, a young woman who has been a key member of team Super 7 for the past four years, remarks that the Moshers offer flexible work hours that take people’s needs into account.

“They are really family oriented and have created an atmosphere where everyone pulls together as a team,” she says.

According to Dave this is a key point to their success. “When you operate in a small town you can’t be anonymous. Everything you do has an impact you can see, especially with your staff that are workers one minute and customers the next. To make this type of operation work you have to be part of the bigger picture stays right on top of the quality and our customers notice,” he says, and treat people the way you would want to be treated yourself.” looking over at the dedicated brew centre.

Anne points out that you can’t stand still either. “We are always Helping Dave and Anne get the right product mix is Gord Boult- looking at new ideas and services. If the community needs it and bee, Manitoba Territory Manager, Core-Mark International. Gord we can make it happen we will do what it takes to get it done,” she reports that from the get go they did a full market analysis and says mentioning new gluten free products and homemade pizza then helped with the in-store layout as well as working as good examples. to discover the right product mix for the community.

Here, Dave concludes that he has been amazed He points to their Smart Stock program as a good leg at the growth they have enjoyed over the past sevup with items that includes fresh sandwiches and rolls. en years. “Its incredible, but we’re not done yet,” he “ We are in the store once a week with a consolidated says, suggesting that with all the pieces like great order that makes receiving easy. We are in and out motivated staff, a committed distributor, and an quickly so customers are never inconvenienced and appreciative community, who can say how much Dave and Anne always have the right merchandise on more Super 7 can grow. Dave and Anne Mosher are hand.” betting that growth will be substantial.

Running a successful operation is all about maximizing opportunities and getting the balance right.

Since 1924

Since 1924

P.D. McLAREN LIMITED

P.D. McLAREN LIMITED

Cleaning Cars Across Canada

SPECIALIZING IN

CONVEYORIZED CARWASH EQUIPMENT

www.pecocarwash.com Burnaby 604-437-0616 Calgary 403-287-1633

Burnaby Toronto 604-437-0616 905-428-8403 Burnaby 604-437-0616 Calgary 403-287-1633 Montreal 514-791-6398 Calgary 403-287-1633

www.pdmclaren.com

Burnaby 604-437-0616 Calgary 403-287-1633

Burnaby Toronto 905-428-8403 Burnaby 604-437-0616 604-437-0616 Calgary 403-287-1633 Montreal 514-791-6398 Calgary 403-287-1633

www.pdmclaren.com

58

SEPTEMBER / OCTOBER

CONVENIENCE & CARWASH CANADA 

9

Convenience Store Expo Get Ready for 2016!

The Western Convenience Stores Association hosted its first Convenience Store Expo this past May. The CS Expo brought together Convenience, Gas and Car Wash Industry professionals for a day of learning, networking with peers & experts, buying and selling, and great fun. It was an unbeatable opportunity for buyers and sellers to come together, conduct business, learn from one another, gain new ideas and form new partnerships.

As covered in the last edition of this magazine, the event was a great success! Feedback from this year’s participants will result in an even greater event next year.

The WCSA has reserved the brand new Anvil Centre in New Westminster as the venue for June 1, 2016. Visit www.anvilcentre.com for information about this exciting new venue.

STAY TUNED! Further information and online registration for retailers and sponsors will soon be posted at www.csexpo.ca.

If you would like more information please feel free to contact Brenda Jane Johnstone at bjjohnstone@convenienceandcarwash.com (204 489 4215) or me at Andrew_Klukas@shaw.ca (778 987 4440).

Sincerely,

Andrew Klukas President, Western Convenience Stores Association

10

NOVEMBER / DECEMBER

Celebrating Excellence

This year’s National Industry Summit brought even more people together in a full circle trade environment that tied all sectors of the C-store channel together

NACDA, THE NATIONAL CONVENIENCE STORES ASSOCIATION, AND THE CANADIAN CONVENIENCE STORES ASSOCIATION, CCSA, TEAMED FOR ANOTHER INSTALLMENT OF THE NATIONAL CONVENIENCE INDUSTRY SUMMIT (NCIS). SITED AT THE RIMROCK RESORT IN BANFF (SEPT.23-25, 2015) THIS YEAR’S THEME WAS ‘UNDERSTANDING THE CHANGING FACE OF THE C-STORE CUSTOMER’.

Organizers such as Anne Kothawala and and then went about showing the new competiher team pulled out all the stops providing tive forces facing C-stores. Of course bricks and attendees with new research and operational mortar retail is not about to be pushing daisies tools designed to help grow businesses. The anytime soon, but there is great change afoot. event also afforded tremendous opportunities He discussed the power of mobile marketing. for networking with an innovative Trade “By 2016 50 per cent of all retail will be touched Exchange as well as social gatherings. The by mobile,” he said, noting that today the conNCIS also gathered to recognize excellence sumer is in control more than ever. “Today it is within the industry. less about product and more about the producLeading off the Summit’s first day of speak- tion of the experience.” More, he added that if ers was economist Brain Beaulieu of US-based an idea doesn’t scare you it probably isn’t inITR Economics. He provided a 40,000-foot novative. view of the business environment in Canada/ On Day 2 Bobby Sahni and colleague Howard US. Conclusions: North America is the best Lichtman took the stage to look into ethnicplace to do trouble free business, but be pre- ity at Canada’s retail. They showed how mainpared for change as we move forward. Changes stream manufacturers are turning to the power he sees coming are inflation over the next ten of Canada’s changing face to market products. to 15 years that will see operators having to They showed how products such as bottled waraise prices. “Learn to realign your offering to ter are big with new Canadians of South Asian find the party,” he advises, suggesting that op- and Chinese descent because they come from erators need to be more aware of demograph- countries where water is often compromised ics and changing customer needs. and they bring developed purchase habits. EnFollowing lunch Carmen Allison, Director of ergy drinks were also important to this group.

Consumer Insights, Nielsen, led the approxi- “In Canada we tend to remove things (fat, sodimately 130 attendees though a virtual ‘dataf- um, gluten) from products to make them more est’ that splayed open the industry for all to healthy. To many ethnics the addition of items see. Surprising was the evidence that Canada’s (ginseng, caffeine) is viewed as making a prodethnic shopper is a more frequent visitor to uct more healthful,” pointed out Sahni. the convenience channel where they typicalDuring the afternoon, attendees were treated ly spend more in store than the mainstream to an insightful panel discussion moderated by population. And, he suggests, that Canada’s TEN 81 Lifestyle’s Jesse Jones. On stage were multicultural approach is changing the way industry leaders Chuck Arcand of Core-Mark the mainstream shops. The message: pay at- International, Erica Ackermans of ESSO, Gary tention to Chinese and South Asian custom- Batey of Nestle, Jackie Bellerose of Wallace & ers and work to deliver the goods and services Carey and Bonnie Birollo from Mac’s (Circle they seek. At stake is a market that is growing K). Under discussion was how each organizaby 16 per cent with dollar volumes in the $4bil- tion was working to keep on top of key ethnic lion to $5billion range. trends as well as deliver change to a the new Retail trend maven Doug Stephens opened face of Canada. his address by suggesting that retail was dead

CONVENIENCE & CARWASH CANADA

This year’s NCIS Summit also saw the first installment of its Trade Exchange. This event allowed manufacturers to gather with retailers and distributors in an intimate and informal setting where goods and services could be displayed and discussed.

Speaking about the power of the Trade Exchange CCSA President Alex Scholten remarked that the goal was to bring everyone together under one roof. “No longer is it about ‘me’ and my competitor. It’s really about ‘me’ and the industry in a scenario where everyone is rowing in the same direction toward greater profitability and success,” he says, pointing to the collegial atmosphere where a wide range of exhibitors gathered in categories to show off goods and services.

11

Retailer and Chairman of the CCSA Andrew Docherty of Suncor Energy agreed. “I think what vendors want is not some boardroom experience, but a way to see people they don’t see all the time.

Our industry is a big circle and this event is a way for us to cooperate and get on the same page for growth.”

The NCIS Summit is also about recognizing industry best practices. This year attendees gathered to again celebrate excellence and innovation. Under the chandeliers in the Wildrose Ballroom a wide range of awards were handed out to the best and brightest in our industry.

It’s time to get a bigger blue bin.

The RealCup brand is about striving to deliver a better experience and ®

better taste, all in an innovative and convenient recyclable EcoCup capsule*.

TM

No need to compromise a great cup of coffee or the environment.

OVER

Cool.

Click.

Recycle.

*Where #6 plastics are accepted.

Visit realcup.com to learn about RealCup brand and how to recycle. Now. ®

200

CHOICES Recycle Now.

by Eva Chambers 12 CAR WASH PAYMENT SOLUTIONS FOR C-STORE/PETROLEUM MARKETS NOVEMBER / DECEMBER

SECURE AND PROTECT CUSTOMER’S CREDIT CARD DATA

MAKE YOUR CARWASH CERTIFIED | SMART | SECURE

CUTTING EDGE TECHNOLOGY… Take advantage of the latest hardware technology, fully PCI PTS 3.x, SRED and EMV certified. Protect your return on investment and be fully equipped for the future of authenticated point-of-sale card transactions.

UNSURPASSED SECURITY… Enjoy peace of mind with the most robust, PCI-compliant solution available. Protect every element of your credit card payment network.

UNPARALLELED MANAGEMENT CONTROL…WASHCONNECT® Leverage the power of your data with real-time access to a full range of financial, statistical, and operational data. Convert your information into powerful analytical and performance improvement tools.

icsCarWashSystems.com | 800.642.9396

CONVENIENCE & CARWASH CANADA

Awards of Excellence

Full Service Distributor Wallace & Carey Excellence for Lifetime Achievement Derek Guile Outstanding Partner Award BIC Inc. Outstanding Industry Leader Karl Vokey Humanitarian Award Hershey’s Special Award Alex Scholten Convenience Innovation Awards

Beverage Category Monster Energy: Ultra Zero Blue Coca-Cola

13

Gum Category Mondelez: Sour Patch Kids Raspberry Confectionery Category Hershey’s: Jolly Rancher Juicy Bites Chocolate Category Nestle: Aero Caramel Snack Category Kellogg’s: Tortilla Nacho Cheese Better for you Beverage Category Bolthouse Farms: Green Goodness Better for you Snack Category CDMI: Fruitsations+Veggies Peach Apple Carrot Non-Consumable Category Casa Cubana: Rechargeable Vapur Pack People’s Choice Jack Links: Small Batch Beef Jerky Teriyaki

NACDA Chairman Marc Gagnon of W.R. McRae concludes that the NCIS is all about networking.

“Having the opportunity to learn in our education sessions is fantastic, but the main event is the ability for people to just get together and create lasting personal connections. In the past years we have seen an uptick in business afforded to people who took the time to attend.

“I’m from Kingston. This gathering gives me an opportunity to get out and meet everyone from all sides of our business. For our attendees the ability to make connections means a chance to do business with people you know.”

DON’T MISS THESE EDUCATIONAL SESSIONS!

Jim “The Rookie”

• DISTRACTED DRIVING • STORAGE TANKS • CREDIT CARD FRAUD • GET SOCIAL! • CYBER SECURITY • WHY PADD 4 & 5 MARKETS ARE DIFFERENT!

Wherever you see the WPMAEXPO logo, give it a scan with the Fuze Viewer app and see what happens!

REGISTER NOW FOR

Go to www.wpmaexpo.com to register online or call (888) 252-5550 for information

February 16-18, 2016 Mirage, Las Vegas, NV

14

t Visit Us a 1 26 Booth #4 PEI / at NACS

NOVEMBER / DECEMBER

DISCOVER THE CRAVE

CANADA! Fresh or Frozen Hamburger and Cheeseburger 2-packs

Frozen Case Hamburger and Cheeseburger 6-packs

THE ORIGINAL SLIDER

®

Nobody Sells More Frozen Sandwiches in the USA! According to Nielsen and IRI Total U.S. Foods 52 - W/E 6/13/15

Named The Most Influential Burger of All Time!

Source: Time News Feed, Time Inc., January 14, 2014

For more information about White Castle; Contact Inform Brokerage 1-800-203-8922 or visit www.WhiteCastle.com © 2015 White Castle Food Products, LLC

By Elliot Rader

CONVENIENCE & CARWASH CANADA

15

CONVENIENCE CATEGORY SET TO EMBRACE GLUTEN-FREE OPTIONS The gluten-free food category, which gluten-free products that taste great, and was once considered a niche market, the industry has responded with more continues to grow and be embraced and better choices. No longer known for by a more mainstream audience. With bland flavor, strange textures and slim vaso many high-quality and safe options riety, gluten-free products now have mass currently available, convenience market appeal. store buyers are set to appeal to this While options are available for everygrowing sector of consumers while thing from bread and pasta to frozen simultaneously satisfying the interests meals and desserts, snacks are the most of their conventional customers. popular category of gluten-free food So, what’s behind the abundance of products in both Canada and the U.S. gluten-free manufacturers entering the (source: Agriculture and Agri-Food Canmarketplace? The actual need to re- ada). It’s no wonder. The 10 million people move gluten from people’s diets has not who visit convenience stores daily are just changed. What has changed are their one example of Canadians’ need for quick expectations of gluten-free options. and easy products to get them from point Gluten-free consumers today expect to A to point B. Our culture’s on-the-go lifego to the store and find a wide variety of style seems to only get more hectic, and

GLUTEN-FREE CONSUMERS TODAY EXPECT TO GO TO THE STORE AND FIND A WIDE VARIETY OF GLUTEN-FREE PRODUCTS THAT TASTE GREAT, AND THE INDUSTRY HAS RESPONDED WITH MORE AND BETTER CHOICES.

16

NOVEMBER / DECEMBER

CANADIAN GLUTENFREE MARKET SURGED TO OVER $450 MILLION IN 2012 AND IS EXPECTED TO GROW AT LEAST 10% EACH YEAR THROUGH TO 2018.

snacks are the solution for finding sustenance on the run. The gluten-free community often feels this need for convenient choices even stronger, since their dietary restrictions can make snack options limited when they need them most.

Although Celiac disease only affects 1% of the Canadian population (about 350,000 people), non-celiac gluten sensitivity accounts for another 2.1 million consumers, and an additional 7 million people choose to eat gluten-free foods for health reasons (source: Government of Canada). These 10 million people are actively seeking products that fit their lifestyle and dietary needs, and they’re creating a huge demand for gluten-free

products. According to Packaged Facts 2013, the Canadian gluten-free market surged to over $450 million in 2012 and is expected to grow at least 10% each year through to 2018.

The growing popularity of gluten-free diets is due to a multitude of factors.

Thanks to the media and news coverage on the topic, there is a lot more awareness about gluten intolerance and gluten-free foods. Gluten-free is listed on a variety of packaged foods and even quite a few restaurant menus. Word-of-mouth communication has also played a large part in building awareness. Everyone knows someone–or at least knows a celebrity or athlete–who has switched to a glutenfree diet. These influential people share positive results that they’ve experienced from going gluten-free, and it makes the gluten-free diet a compelling one to try.

When deciding what gluten-free products to carry, it’s important to look for companies that are honest about their products and how they are made. Consumers are increasingly becoming more educated about how to read food labels, so when packaging says “gluten-free,” the label really needs to back that up. Along those same lines, when manufacturers get their products certified gluten-free by a third party, customers feel a deeper

CONVENIENCE & CARWASH CANADA

level of trust for those products. The same approach applies to many other “freefrom” categories as well, such as organic, vegan, non-GMO. Another good practice is to work with a gluten-free group or attend one of the many gluten-free fairs across the country to get a sense of what the gluten-free consumer is looking for. Finally, there are a lot of gluten-free options out there these days, so carry the products that taste good. Otherwise, it won’t bring you the sales and customers it should.

The gluten-free market is going to continue to grow in two ways. Firstly, more and more people will be diagnosed with gluten allergies or sensitivities (or just realize this through their own trial and er-

17

ror). This segment of people will not just go away–their dietary restrictions will become a way of life. Secondly, more people will continue to eat gluten-free because it is a “fad.” Only time will tell how big of a fad it is, but it certainly shows no signs of slowing down.

Are you ready to take a bite out of the gluten-free market? Take it from two celiac brothers who know how it feels to not have convenient food choices accessible to them, there’s a whole community of customers who are hoping you will.

Elliott Rader is Co-Founder of The Gluten Free Bar

Since 1924

Since 1924

P.D. McLAREN LIMITED

P.D. McLAREN LIMITED

Cleaning Cars Across Canada

Cleaning Cars Across Canada

Automotive Cleaning Solutions

Burnaby 604-437-0616 Calgary 403-287-1633

Burnaby Toronto 604-437-0616 905-428-8403 Burnaby 604-437-0616 Calgary 403-287-1633 Montreal 514-791-6398 Calgary 403-287-1633

www.pdmclaren.com

Burnaby 604-437-0616 Calgary 403-287-1633

Burnaby Toronto 604-437-0616 905-428-8403 Burnaby 604-437-0616 Calgary 403-287-1633 Montreal 514-791-6398 Calgary 403-287-1633

www.pdmclaren.com

EVERYTHING YOU NEED FRO & SOZEN BE FT S V. ERV E

PAPER CONSUME GROC

CLEANING ERIES

POP BE RETA VE IL RA GE

DA IR

Y

CODELI OL ER

MAP

S F’R ICE EAL CRE AM

GM

NUTS HANGING CANDY

HBC

COOKIE/CRACKE RS

C REG ASH ISTE R

SALTY HANGING CANDY

GRA PB FOO HEAT A D SE ND RVIC EAT E

AU TRA TO DER

S

OTHER TOBACCO PRODUCTS

We Do Coffee Programs

Become a Coffee destination.

Contact us for more information.

ONTARIO 1 (877) 864.0285 NW ONTARIO/SASK 1 (800) 665.7575 MANITOBA 1 (800) 982.7552 CALGARY 1 (800) 242.8402 VANCOUVER 1 (800) 663.9963

SS

LA

G UN

CIGARETTES, CIGARS & REA TO E DY AT

HANGING CANDY

ENE DRINRGY KS

MULTI SNACK RK

HANGING CANDY

BAK GOO ED DS

CANDY ENDCAP

GOURMET CHIPS

BREAD

PEG

PET FOOD

HO FOO T D

HOSTESS

MEAT SNACK

www.core-mark.com

Some Like it Hot

CONVENIENCE & CARWASH CANADA

19

Hot Beverages stand out as a key sales centre that drives strong profits in the 60 per cent range. What’s brewing at your store?

Coffee and hot beverage sales are steaming. According to US-based National Association of Convenience Stores (NACS) 95 per cent of C-stores offer coffee. Of these, it is suggested that the average sales are around 150 cups a day with coffee being the beverage of choice equaling about 77 per cent of hot dispensed beverages sales.

Hot Beverages stand out as a key sales centre that drives strong profits in the 60 per cent range. What’s brewing at your store?

Certainly, coffee is important with most operators merchandizing an average of four different brews per outlet, but tea cannot be overlooked. In Canada tea is the fifth most popular beverage, with nearly 10 billion cups drank each year. And, Canadians’ tea consumption is expected to rise 40 per cent by 2020. Behind this is a desire for products that offer greater health and wellness as well as the changing face of Canada where there are growing communities that are culturally non-coffee drinkers.

According to David Bishop, Managing Partner at Consultancy Balvor LLC, 70 per cent of C-store customers reported buying coffee from a chain operator between four and five times during the week. More, customers that buy a hot beverage also add to the basket. Indeed, the least frequent hot beverage buyer adds an average of 2.1 items while the most frequent hot beverage purchaser adds nearly three items.

This spells opportunity. For retailers that are well-positioned, hot beverages is a good source of profits as well as customer satisfaction.

At Teulon, Manitoba’s Super 7 Service, operator Dave Mosher reports that 85 per cent of customers pick up a coffee during the key eight hour period beginning first thing every morning. Mosher offers a selection of Van Houtte coffee in thermal carafes in a dedicated beverage section that offers hot chocolate as well as a wide range of Higgins & Burke Teas. “Coffee is very important to us. We took the time to decide on the type and flavour of the coffee we were going to offer. I think this has paid off because our customers wouldn’t think of going anywhere else to pick up ‘one for the road’,” says Dave, who adds that 80 per cent of hot beverage customers take the drink away.

At Super 7, Mosher’s beverage service delivers more than 500 cups a day to customers who also grab lottery tickets, pastry items, or a litre of milk before heading off.

“People develop habits. We are pleased that we have become part of the morning ritual for so many in our community. Coffee and hot beverages has given our customers yet another reason to make our store a destination,” he says.

Karen Weldman agrees. Karen is Vice-president New Business Development at MTY Group, the company behind such well-known

20

NOVEMBER / DECEMBER

TINA’S SINGLE SERVE BURRITOS 4 oz/112g (Pack 2/16/4oz) Spicy Beef & Bean Beef & Bean Bean & Cheese Chicken, Rice & Bean

TINA’S “BIG” BURRITOS 10 oz/284g (Pack 12/10 oz) Spicy Beef & Bean Beef & Bean Page 1 of 1

First proof and one revision are included in quoted price. All further changes will be billed out at $95.00 per hour.

THIS PROOF DOES NOT NECESSARILY REPRESENT ACCURATE COLOR REPRODUCTION. IF COLOR MATCH IS CRUCIAL PLEASE INFORM YOUR SALES REP.

XL1022E Dark Gray

XL1022E Cardinal Red

7725-31 Medium Gray

1.75 ins

2.2 ins

1.75 ins

2.4 ins

Job Description: Computer cut graphics. Cut face up, weeded and premasked.

Drawing #

MCINTOSH PETROLEUM Date: 04.03.09

41291

2009\M

MI_MPI Logos.ai artist: l.kirkwood / rep: 008 peggy

 Exclusively available from Canadian Trade House.  6 Exciting new products including 2 “BIG” Burritos – a Canadian top seller!  Authentic California style flavours and products.  From one of America’s largest producers of Mexican Foods.  Tina’s is North America’s best selling single serve Burrito!  Promotions, sales & logistics support from one of Canada’s most innovative importers

Canadian Trade House 1.800.829.4098 or 403.237.8829 info@canadiantradehouse.com www.canadiantradehouse.com

Scale: 1:1 (100%) Font:

Source Drawing: adjf03/M/MIPetroServices/#301480

Rev0:

Please look over this proof carefully to ensure complete accuracy. Check one box, sign below and fax back to Cowan Imaging Group.

Ph: 780.577.5700 Fax: 780.577.5701

CONVENIENCE & CARWASH CANADA

foodservice brands as Country Style and Mr. Sub. She is involved with helping convenience retailers hook up with foodservice brands that create meaningful business partnerships that make C-stores delicious destinations.

“Sixty five percent of Canadians consume coffee each day,” she says noting that those aged 65 and over are tops with 77 per cent consuming coffee (18 to 24 = 40 percent/ 25 to 35 = 49 per cent). “Breakfast is the leading day part with 85 per cent of occasions including coffee. Twenty-five percent of Canadians still drink coffee through the morning with 16 per cent having coffee in the afternoon and 11 per cent enjoying a cup in the evening.”

Weldman suggests people look at the partnership between Tim Horton’s and ESSO as a good example of the power of teamwork. In 1994 the industry pair opened their first location selling a branded coffee and donut service alongside gasoline. By 2020, it’s expected that there will be 550 sites offering this service. At MTY they have been successful in conveying the power of collateral branding. For example, the company expects to open another 30 sites that will team a Country Style or Sub with a convenience operator.

“The promise of great coffee gets customers through the doors.

How are you executing? Is the staff behind the program? Is the coffee fresh? Quality is essential to the experience,” she says.

At Core-Mark, Canada’s leader in C-store distribution and logistical support, they pay a lot of attention to hot beverages. “Coffee customers are very particular about what they drink,” says Chuck Arcand, Corporate Director of Canadian Marketing, Core-Mark International. “Make sure your offering is well tailored to your customers.”

At Core-Mark they offer a variety of options that includes coffee pods and ground packets as well as teas and hot chocolate under

brands such as Arcadia Bay and Higgins & Burke. Core-Mark takes it a step further by offering full service merchandising programs designed to maximize the hot beverage opportunity.

“Coffee is just the starting point for growing your foodservice program as well as your profit picture,” says Arcand, commenting that it’s remarkable what a four-foot counter can achieve with only a limited amount of equipment. “Make this section a destination and use it to drive auxiliary sales throughout the store with targeted cross merchandising.”

Arcand suggests that it is easier today to maintain a coffee and tea centre thanks to new products that help eliminate spoilage and counter mess. Here he points to pods that work to create a fresh signature brew with every cup. “Now manufacturers like Mother Parkers are able to offer pods that are recyclable as an answer to a concern that the individual coffee systems were creating too much waste packaging,” he says mentioning that Mother Parkers new technology allows coffee consumers to use the pod and then recycle the packaging. This means a fresh guilt-free cup every time and less spoilage because operators don’t have to throw out unused carafes of brew.

Higgins & Burke also offers a line of pods for six of its tea varieties. Like the Mother Parkers coffee pods these tea systems are also recyclable. And, like the coffee pods they are dedicated to creating perfect single cup offerings.

“Whether you’re in town or out in the country, you have to pay attention to your hot beverage service,” says Dave Mosher. “If you’re not, you know your customers are.” And, he says, “You are only as good as your last cup. Just make sure it’s the best one your customers have ever had. The rest is easy.”

Tetley Tea Experts Kits!

Right Brand, Right Flavours Increase Your Revenues

Contact us today!

Ontario & Quebec

JL International 21 East Wilmot Street Richmond Hill, Ontario L4B 1A3 Order Desk: T 905.763.2929 F 905.763.2931

Atlantic Canada

AMCA Sales & Marketing 1000 Windmill Road, Unit 22 Dartmouth, Nova Scotia B3B 1L7 Order Desk: 902-468-1501 Fax: 902-468-1412

21

Western Canada

Concord National 1124 Lonsdale Avenue, Suite 400 North Vancouver, BC V7M 2H1 Order Desk: 604-986-7341 Fax: 604-986-5061

face off 22 

NOVEMBER / DECEMBER

Show your team spirit and gear up with authorized mobile accessories.

AVAILABLE AT:

Contact your Core-Mark representative to discover the selection of officially licensed NHL products by Mizco Sports.

accessories to go countertop program 24 UNITS OF EACH PRODUCT AND FREE PLEXI COUNTER DISPLAY! Complete mix of mobile accessories for iPhone 4/5/6/6+ and Micro USB/Android devices for charging, syncing and listening, all in an array of vibrant colors.

1 Amp USB Wall Chargers

1 Amp USB Car Chargers

Micro USB Cables

AVAILABLE AT:

2 Amp Dual USB Car Chargers

iPhone 4/4S Apple 30-pin Cables

Auxiliary Cables

iPhone 5/6/6+ Apple Lightning Cables

CERTIFIED PRODUCTS IN ASSORTED COLORS COMPATIBLE WITH: Stereo Earbuds

By: Bruce McGregor

CONVENIENCE & CARWASH CANADA

23

Merchandising Impulse and Add on Selling Items Throughout the Store

I have been working in retail for the last 35 years and when I started we had the similar problems and opportunities to increase sales and profit just in a different environment. Now I work as a supplier and advisor in the convenience and gas station channel.

Here are a few observations Key Issues Facing Convenience & Gas Station Retailers • Pay at the pump and shrinking gasoline margins are a sizeable industry threat • Traditional high volume tobacco sales continue to decline • Labour costs on the rise • Household penetration is flat as is shopping frequency • Drug stores, mass department stores and grocery stores targeting the convenience trip • Time spent processing lottery sales with low margins

• Beverages are a destination category One of the best ways to increase your sales without spending anything on advertising or incremental inventory is to get bigger retail sales from the retail customers already buying something from your store.

One of the most effective ways to do this is to add-on to every sale. Done properly, adding-on is great customer service – not a pushy sales pitch. In fact, most of the time you haven’t given good customer service if you haven’t suggested add-on items.

There are many ways to use add on sales concepts throughout the store, and of course, your sales associates are a key component of Opportunities For Sales Growth in the strategy. this sector Here are two tips for making register add• Expansion of Food Service offerings ons bigger retail sales generators: • Expansion of new merchandise categories 1. Don’t put too many items at the register • Understanding the impact of changing conas add-ons. If there are too many choices, sumer demographics and buying habits. your customers will frequently be over• Impact of technology. i.e. consumers in line whelmed and choose none. Rotate difups checking their cell phones ferent items until you’ve found your best • Driving more gas purchasers into the store bet add-ons and then keep them on the • Drive up the size of the average sales per transcounter and keep them in stock! action (AST) & Units per transaction (UPT) 2. Make sure everyone on your staff shows • Focusing on product mix to maximize your every customer an add-on at the cash most profitable categories register before they give the total dollar • Consumers shop C-Stores frequently but are amount for the sale. A quick demonstranot necessarily loyal to any one store tion and an enthusiastic endorsement • Primary reason for visiting store was to purwill persuade even more people to buy. chase beverages, gas and lottery The trick is to add-on constantly and • Some customers that pay at the pump enter consistently until it becomes a habit. the store

It can’t be stated strongly enough that if you and everyone who works in your store attempt to add on to every single sale you will see significant retail sales increases.

It’s the little things done well, and done all the time, by everyone in your organization that mean the difference between constant struggle and the type of success you deserve.

The quickest way to add money to your till is by training your staff how to sell.

Give your customers what they really want – a great buying experience every time they visit your store.

The best impulse products are the ones that are easy to grasp—both physically and mentally. Keep them simple. Such products don’t need a lot of explaining. It sells itself (because) you understand what it does.” In other words, if the customer has to ask what the items are, they won’t make for good impulse buys.

Here are some tips for profitable crossselling and up-selling.

25% Rule The value of an add-on sale should not increase the overall order by more than 25 per cent. For example, if the original order is $20.00, you should be cautious in your attempts to exceed that order by $5.00.

Despite the fact that people are motivated to buy, they still have a mental limit as to the amount they will dispense

24

NOVEMBER / DECEMBER

Don't Dump the Junk There is, on occasion, the urge to use crossselling and up-selling to move unwanted inventory. This in itself is okay provided the customer isn't saddled with useless or defective products. If you are clearing stock that won't be replaced, let the customer know.

If it is a discontinued line, don't hesitate in letting the customer know. If you don't, you'll be sorry later. Your goal is to give your customer value, not to be cleaning out your warehouse of 'stuff' you can't sell. You'll make a sale today, but lose a customer tomorrow.

criteria (i.e., handy and low cost), then consider testing them out as impulse buys to see how customers react.

Another strategy is to position products near your store’s prominent sellers. What parts of your store do customers frequently head to? What are the items that customers usually buy or come to your store for? Strategically place merchandise near these areas or products to increase their visibility. A great example of this is to have baked goods near your hot beverage counter.

Part of increasing visibility (and sales) with impulse purchases entails placing the merchandise where customers are sure to see it.

What Gets Measured Gets Done You need to measure your add on and up- In retail stores, the two most effective ways selling initiatives. The best metrics to track are to pull this off would be positioning impulse ones that measure the increase of the basket products at the checkout area and placing them near your bestsellers. size.

Another way is to place key selling and add • Average sales per transaction (AST) = Total Net Sales/Total Transactions • Units per transaction (UPT) = Total Units Sold/Total Transactions.

You need to know where the business stands on these metrics and put goals and plans in place to improve.

When you consider the following statistics it is even more critical to have an add on selling process.

• 60% of the customers buy gas.

• 25% pay in the store • 35% pay at the pump. 15% go into the store.

20% do not go into the store • 40% of the customers buy no gas but enter the store • 2/3 of gas transaction customer enter the store.

So if you had 1000 transactions a day that would mean 600 gas transactions and your strategy produced $5 average sales per transaction 50% of the time you would have 300 x $5 = 1500 incremental dollars a day or $10500 a week or $546000 per year. You cannot afford not to have a process Make your impulse buys more noticeable and enticing by pushing the right consumer buttons. Here are some suggestions: • Urgency – Trigger people’s sense of urgency through limited-time promos. Consider the “Today Only” description in its signage to make the impulse buy more compelling.

• Value – Make people see that they’re getting a good deal with generous offers. “Buy two, get two” promos with its impulse products to further encourage shoppers to buy.

• Excitement or Novelty – You don’t always have to throw in an offer with your impulse products. Often, if a product looks fresh or novel enough, people will notice them. If you have new and original items in your store and they fit the above-mentioned

on items throughout the store on clip strips Clip-Strip Tips • Make sure product on clip-strip is facing the customer with labels forward.

• Clip strips must be full at all times without being overloaded. Due to the length and shape of certain products, it may not be necessary to stock every tab on the • clip-strip.

• Clip Strips are to be signed with a price tag.

• Remove any double-up of product or clipstrips.

Placing products at the checkout zone is a common and highly effective tactic. Shoppers who are at the point-of-sale area are likely already in the mood to buy, so the chances of them making additional purchases are relatively higher. Even businesses that are not in the business of selling retail items are using

CONVENIENCE & CARWASH CANADA

this tactic. Here is an example in the rental car business and how gas stations & convenience stores sell over the counter products.

If you have a solid foundation on all these concepts, sales and profit will improve. The key to success is to plan and review all your add on and up selling infinitives daily, measure your success through the metrics and customer satisfaction and have fun selling more merchandise.

Bruce McGregor has over 30 years’ experience in management, excelling in business planning, strategy development and process improvement. He is a leader with strong business acumen and well-developed analytical skills that transform into powerful operational business planning focused on people. He has recognized ability for strategic development and performance management planning that delivers measurable and sustainable results. Bruce operates WBRC Solutions a full service consulting firm for small to medium sized businesses that specializes in helping companies identify, understand and maximize all of their tangible and intangible assets to drive greater performance and create more wealth for the company.

8TH ANNUAL CONFERENCE & VENDOR SHOWCASE

2015 is the first year that mobile phone numbers surpassed land-line numbers; the increasing penetration of smartphones and tablets in the market means C-store customers now have two or more mobile devices.

For these reasons mobile accessories represent a huge sales and profit opportunity to the C-Store marketplace.

“Findings show that many of today’s C-store retailers do not carry products that comply with Canadian certification requirement states Bob Duszynski, VP Brand Management Curve Distribution Services” Safety markings such as ETL & UL signify that the product has been tested to and found in compliance with national safety standards by a qualified, independent testing laboratory.

MARCH 7 - 10 TH

TH

2016

Image credit visitsanantonio.com, Stuart Dee.

Cost is only WHERE SAFETY MEETS SECURITY

We are excited to host our 8TH Annual Conference, March 7th - 10th, at the Drury Plaza Hotel on the San Antonio Riverwalk.

Join other loss prevention, safety and security professionals from the US and Canada to discuss current trends, best practices and bench-marking that impact the c-store/gas industry.

$675US

TM

Includes three night’s lodging, all breakfasts & lunches while at the conference, a networking social, team building events and the Grand Finale dinner. Additional Guests $99.

Activities begin Monday March 7, 2016 with attendee registration (3–5pm) followed by the “Big as Texas Meet & Greet” on the Riverwalk Patio at the Drury Plaza Hotel.

For more information & to register, go to

www.lpipagroup.com/members-.html

25

26

NOVEMBER / DECEMBER

By Alex Scholten

PLAIN PACKAGING – WILL IT REALLY DO WHAT GOVERNMENTS THINK IT WILL? Over the past several years Canada’s convenience store operators have been hard hit by regulations imposing restrictions on the way tobacco is sold, and this has significantly impacted store operations and contributed to a flourishing illegal trade in contraband tobacco. More often than not, these regulations have been unsupported by fact and are merely reactions to the recommendations of vocal health advocates.

Now the time has come for retailers to brace for even more unsubstantiated regulation that would further impact retail operations and contribute to contraband tobacco trafficking – providing evidence that governments are more interested in symbolic gestures than policies that actually reduce tobacco use.

In their election platform, the Liberal Party of Canada included a nod to legislation on plain cigarette packaging, notwithstanding that 75 per cent of the front and back of cigarette packages are already comprised of health warnings. In order to fully measure this proposal, one should also keep in mind that across Canada, it’s already impossible for consumers to see cigarettes that are for sale as they are hidden behind blank shelf doors.

In order to assess what impact this type of legislation may

have on tobacco consumption, we looked outside the country and contacted our sister retail association in Australia. Australian regulators implemented plain packaging laws in December 2012, and based upon evidence provided by the Australasian Association of Convenience Stores (AACS), there is no evidence to indicate that the change has resulted in reduced tobacco use.

According to studies conducted by the AACS, tobacco sales volume has actually increased in that country by 6 per cent following the introduction of plain packaging. Customers purchasing cheaper tobacco products more frequently have primarily caused this.

The AACS also conducted a survey of their country’s convenience store retailers that found that the introduction in plain packaging led to more customers inquiring about where illegal tobacco could be purchased. Australia also saw a large number of illegal tobacco busts following the introduction of plain packaging regulations.

We were also pointed to a 2015 study by KPMG in Australia that showed that illegal tobacco consumption in that country has jumped 30 per cent in the past two years. The study also showed that this increase in illegal tobacco trade has robbed the Australian government of $1.28 billion (Cdn) in revenues.

The trafficking of contraband tobacco is already a major concern for our federal and provincial governments. It’s hard to imagine the boost additional regulations like plain packaging may have on the illicit tobacco trade in Canada that is already at crisis levels (in Ontario for example, it has been reported that 1-in-3 cigarettes sold are illegal).

If the government’s objective is to reduce tobacco consumption, the implementation of plain packaging policy is extremely questionable.

We believe that before the government handcuffs convenience store operators with higher costs and more complex regulation (not to mention the increased operational challenges plain packaging will create for store employees and distributors), while at the same time driving sales into the illegal marketplace, they must THE AACS ALSO CONDUCTED A SURVEY OF THEIR COUNTRY’S CONVENIENCE consider whether proposed new STORE RETAILERS THAT FOUND THAT THE INTRODUCTION IN PLAIN regulations would actually rePACKAGING LED TO MORE CUSTOMERS INQUIRING ABOUT WHERE ILLEGAL duce consumption. Let’s keep TOBACCO COULD BE PURCHASED. AUSTRALIA ALSO SAW A LARGE NUMBER in mind that tobacco display OF ILLEGAL TOBACCO BUSTS FOLLOWING THE INTRODUCTION OF PLAIN bans that were also heralded PACKAGING REGULATIONS. as a means of reducing tobacco consumption, have proven to be largely ineffectual – Health Canada has even admitted this in their annual tobacco consumption survey reports.

We believe Health Canada should extend its current review of tobacco service providers to include measuring how effective its tobacco control measures actually are.

There are many other ways to reduce tobacco consumption and

CONVENIENCE & CARWASH CANADA

Amongst our numerous media partners

27

14 – 16 June 2016, Stuttgart, Germany

Forecourt design by Minale Tattersfield

The leading retail petroleum and car wash trade fair in Europe With 344 exhibitors from 29 countries and 11,000 visitors from 92 countries, UNITI expo 2014 established itself as the leading trade fair in Europe. UNITI expo 2016 will unite the entire industry under one roof including forecourt equipment, carwash, logistics and convenience retailing. Exhibit at this unique event, show your brand and products, explore promising markets and find new business opportunities.

 Secure your exhibition booth at www.uniti-expo.com today!

www.uniti-expo.com UNITI expo 2016 cooperation partners

for on-the-go Consumption

Organizer UNITI-Kraftstoff GmbH in cooperation with WDM management consultancy and com-a-tec GmbH.

28

NOVEMBER / DECEMBER

to begin to mitigate the health risks faced by people who are unable or unwilling to quit smoking. We support continued education around these products to increase awareness and better inform consumer decisions.

Canada’s more than 26,000 convenience stores operators want to help. As government’s partner in the controlled sale of legal tobacco, we are closest to the tobacco sales environment – we live in it every day.

We also make significant contributions to local economies across Canada. Our

stores employ over 230,000 Canadians and sociation has already reached out to the contribute over $18 billion in tax revenue Liberal Party of Canada and new Prime Minister Trudeau to express its concerns for federal and provincial governments.

On behalf of taxpayers across Canada, about this proposed measure and will be we know we cannot afford to squander contacting MP’s in the coming months to any of that $18 billion in government rev- further discuss these matters. enues, which help fund programs Canadians rely upon every day.

But by enacting inefficient, ineffective and unsubstantiated tobacco regulations and driving more sales into the illegal Alex Scholten is President of the contraband market, we will do just that. Canadian Convenience Stores The Canadian Convenience Stores As- Association.

Construction & Supply Inc. According to the Australasia Convenience Stores Association, 2 years after the introduction of Plain Packaging in Australia, the data from Australia shows that plain packaging is failing to meet its policy objectives.

• It has not reduced youth smoking • It has not made Graphic Health Warnings more effective • And it has not reduced volumes or smoking rates amongst adults According to the AACS there has been no real change to people smoking. Prior to plain packaging there was a steady and slow natural decline in volumes of around 3% per year.

Over the first 12 months of plain packaging, industry volumes increased for the first time in a decade, by almost 1% The long-term decline in adult smoking rates has not accelerated since the introduction of plain packaging either.

In fact, 2013 data shows a 1.8% annual increase in smoking rates before reverting in to the long-term decline trend in 2014.

(Source: Smokefacts – Roy Morgan Incidence Report) See full report at: www.convenienceandcarwash.com

Innovation >> the patented turbo-sweeping system The patented Haaga turbo-sweeping system was awarded the gold medal and the president‘s prize of honour at the 2009 Inventor Show in Strasburg. Haaga is the only producer of sweeping machines that has ever been awarded such a commendation.

the sleek sweepers with the unique disc brush system The one-of-a-kind Disc Brush System from Haaga

Twice the sweeping capacity with Haaga’s Turbo Sweeping System

Very Low Dust thanks to an intelligent airflow. 4 Year Guarantee on the brushes

Haaga >> only good things are copied: Even our Chinese competitors appreciate Haaga‘s high quality. For this they have been awarded the Plagiarius prize

MI Petro and MPI (403) 266-5558 fwight@mipetro.com www.mipetro.com

CONVENIENCE & CARWASH CANADA

Your DSD Distributor of 







Sandwiches

Pastries Meat Snacks Confectionary

www.uniteddistribution.ca

29

30

NOVEMBER / DECEMBER

READY. TAP. GO.

Canada’s #1 payment wristband is here. www.dctag.ca Safe and easy to use, DC TAG is accepted everywhere Visa payWave tap technology is available.

Provide your clientele with the convenience of wearable payment technology.

Contact us today for information on how to offer DC TAG at your location: sales@directcash.net or call toll-free at 1.888.414.3733.

ATMs

Prepaid Visa®

Prepaid MasterCard®

POS

Phone Cards

Gift Cards

CONVENIENCE & CARWASH CANADA

31

CASHING IN – ATM’S GIVE CUSTOMERS THE HARD CASH THEY NEED TO MAKE PURCHASES. IS YOUR STORE CASH READY? ATM’s give customers the hard cash they need to make purchases. Is your store cash ready?

Automated Bank Machines have become ubiquitous in Canada’s retail scene.

Simply, they offer convenience to the customerand a great source of profits to the operator in a package that has proven to be a winning marriage of sales and service.

In Calgary at Al Soloski’s Tucker’s Food Store, a neighbourhood C-store and gas bar in the southeast sector of the city, Al suggests operators look closely at the ATM opportunity. “I have one unit and it’s a great money maker. In fact, I wish I had one in each corner of the store,” he says.

Soloski points to a number of reasons to get behind an ATM program. For example, consider that 60 per cent of cash pulled from an in-store bank machine is used on location. More, he points to an increase in customer volume because ATM’s bring cash hungry customers to your store first.

As well: • ATM’s deliver revenue to stores with each use • High transaction costs for credit are greatly reduced because of the heightened use of cash • Cash also means fewer bad debts with operators able ask patrons to utilize the ATM instead of offering personal cheques forgoods and services “There is no downside to these machines.

They take up a small footprint and give customers the cash they need to shop the store,” says Al. According to Andre Rodriguez, Director of Operations, ATM Systems, a Woodbridge, Ontario company that has been in the industry for over a decade with brands

such as Hyosung, “In today’s competitive business market, customer satisfaction is the number one priority of retailers. The availability of a convenience store ATM goes a long way in increasing customer patronage and satisfaction. In fact, since customers expect to find an automatic teller machine in every convenience store, the absence of one is the loss of an easy source of revenue.

“From experience, we know that ATM Systems Ltd. Bank Machines generate income for our convenience store customers in three ways: • By increasing traffic through the store • Directly, through transaction fees • Encouraging more spending within your business “Most importantly, the purchase or lease of a cash machine in your convenience store communicates a desire to meet the needs of your customers. When you take care of your customers, you set the stage for your business to thrive.

ATM Placements

One of the questions Rodriguez is asked most often is “Should I get an ATM machine for my business?” “Regardless of your industry, the factors we use to determine if an automatic teller machine is suitable for your business include: • Appropriate location for a kiosk • Proximity to bank ATM cash machines or other ABMs • Traffic (number of potential customers) • Type of business At JackCashATM, Mike Sainchuk is also seeing great strides in the ATM market thanks to the ability of these systems to generate profits in such a small footprint.

“ATM’s are a great source and most likely have the highest profit per square footage in retaillocations. Most of the best locations already have an ATM and have been utilizing it for years,” he says, adding that no location is guaranteed to be a great candidate, but operators can use a simple formula to determine approximately how much money they can make.

Here Sainchuk notes that an average of 4% of consumers that see the ATM will use it. “So if the average number of people who enter a store in a day is 300, about 12 people will use it. Multiply that by a surcharge of $2 and a retailer can make over $700/month.

“As most retailers already have an ATM, it is important to check your contract. Ensure and document that you are getting the best rates and service available to you. An ATM with too much down time means less revenue,” he says.

Having an ATM is also like having a bank on premises, points out Rodriguez. “You already have a safe on site. You can save on bank charges by using your secure ATM for deposits.”

Most companies offer both placement and full purchase solutions. For example ATM Systems offers C-stores and gas bars free equipment in return for a commission.

“We really advise our customers to buy outright. In this way you make the most money and have the most control. However, this requires a cash outlay for the initial purchase and for some operators this is not part of their business model. We offer both placement with the highest commissions as well as full purchase scenarios,” he says.

Got Cash? With ATM’s in-store, cash and profit generation are as simple as pointing customers to stand alone systems.

The Evolution of

CONVENIENCE & CARWASH CANADA

Payments and Payment Security

By Jeff Guthrie

It is said that cash is king. It still accounts for 40 per cent of transactions happening today.

What it accounts for in volume doesn’t translate to value given that it amounts to less than 10 per cent of the value of transactions today .

Credit and debit are taking over and technology advancement in payments continues to drive that trend forward. But with these shifting dynamics, significant advancements in payment security and technology have to continue to happen. We live in a technology-driven world and with that comes a responsibility to protect the integrity of consumer data at the pointof-sale (POS). Whether it’s at a retail counter, gas pump, parking meter or other unattended payment solution, there must be technology in place to help ensure consumer information is secure.

History of Payment Security With the introduction of the magnetic stripe terminal, the payments industry took its first steps to automating the transaction process.

With this technology, consumer card data was logged and transferred for instantaneous authorization.

However, professional fraudster techniques have since surpassed the security barriers used to protect card information on these magstripes. The magstripe on the back of a credit card stores cardholder data by modifying the iron-based magnetic particles on a band of magnetic material, a feature that has been found to be easily duplicated leading to a staggering increase of fraudulent card transactions in the early 2000’s.

Whether it was counterfeiting cards or introducing skimming devices to terminals, security became an issue for the data stored on the card or captured by the terminal. This epidemic of fraudulent activity sparked the need for improved payment security.

To help alleviate the potential for compromised transactions, the Canadian market adopted a security standard introduced by Europay, MasterCard and Visa called EMV. Higher Level of Security In Canada, the rollout of EMV began in 2005. With the adoption of this standard, processors like Moneris addressed the security concerns that are seen as vulnerabilities within the industry. EMV technology is the beginning of a layered security approach used by leading processors today.

With EMV, point-to-point encryption was introduced to increase the security of the cards and transactions.

33

A POS solution that used EMV saw immediate security enhancements as it instantaneouslyconverted confidential financial information into indecipherable code, passing encrypted data between networks during the transaction process. This encryption helped to significantly reduce fraud and the numbers back it up. According to Interac, debit fraud losses declined 41 per cent between 2010 and 2011 as EMV cards became more commonplace across Canada .

Payment processors such as Moneris have helped contribute to the continuous enhancement of security standards in the payments industry.

Starting with EVM and then layeringin additional security such as tokenization, the goal has been to maintain integrity of consumer data be it in an attended or unattended environment. In Canada, although EMV-enablement is not mandatory, there are valuable perks to having the latest in payment security tools. There is a visible trend that EMV adopters appear to be more secure by consumers, increasing foot traffic and in turn increasing sales volumes.

Investing in a higher level of payment security not only helps businesses to better protect their customers, but it helps them to also be prepared for the future of payments innovation.

The Future of Payments Innovation in payments is at an all-time high. Flexibility and more options for payment acceptance have become available for businesses and their customers. Over the last few years, near-field communication (NFC), mobile and cloud-based technology have led the evolution of industry offerings.

34

NOVEMBER / DECEMBER

The rapid progression of the payments industry is changing the way consumers, merchants and processors think about making and processing payments. Mobile payment solutions are the way of the future. From a consumer perspective, adoption of mobile payment apps including Apple Pay, Samsung Pay, and Google Pay are on the rise and expected to be available in Canada in the future. With this technology consumers are able to make easier, more convenient and secure payments, much like tap to pay with NFC or contactless-enabled cards. Payment processors like Moneris are focused on enabling contactless payments today, leveraging EMV security standards, to allow quick and easy payment acceptance via smart card, smartphone or wearable devices to meet increasing consumer demands.

NFC technology backs contactless payments and supports the transfer of information between the terminal and ‘smart device’ of choice. To date, Moneris has enabled 95 per cent of merchants with EMV terminals and of those, 85 per cent are contactless ready. With the increasing popularity of everything mobile and a desire for faster payment processing, it is only fitting that the world of payments is projecting in the direction of mobile as well.

Merchants of all sizes, but in particular with smaller businesses, the adoption of mobile payment solutions is crucial as being prepared to accept and evolve with these new technologies, platforms and different methods of payments, help to keep business locations top of mind with their customers. Mobile devices are becoming more intuitive and from a payments perspective, have the holistic capabilities to help manage and run a business efficiently, effectively and securely. It is important to be equipped with the essential payment tools to meet the ever-increasing expectations of customers’ and fulfill their needs at checkout.

Mobile payment solutions not only provide immediate gratification of quick transactions for consumers, but are modern and up-to-date with the technology that society uses daily.

The unattended business sector has also progressed significantly in recent years. For instance, unattended hardware can now support EMV and contactless payments, a significant advancement from the previous cash only machines. With enhanced security and payments features, merchants in the unattended payment space can now confidently accept payments and know that they are providing an excellent customer experience. By incorporating updated technologies into these payment solutions, consumers no longer have to be burdened with the need to carry cash and have the power to pay in any way that they choose.

The ability for merchants to provide optimal security to consumers at the POS can be harnessed by ensuring that they are using the

most up-to-date payments hardware and software in market today. Partnering with a leading payment processor will help to set businesses apart from their competitors, manage their daily sales better and attract a larger clientele-base and keep

that clientele coming back. Being flexible to adopt and adapt to new technologies and security methods as the industry evolves is crucial to the success of businesses.

Jeff Guthrie – Moneris’ Chief Sales and Relationship Officer Jeff has over 37 years of experience in the financial services industry, having dedicated the past 16 years to the payments industry both with RBC Royal Bank and Moneris Solutions.

Mr. Guthrie holds a Master of Management from McGill University, as well as a Master of Practicing Management (IMPM) from INSEAD.

jackcashatm.com

JAKE KENNERD p 204 801 0475

JACKCASH

Convenience for your customers, 489 6038 f 204 revenue Extra for your business jakekennerd@jackcashatm.com jackcashatm.com

YOUR CASH MACHINE OPERATORS

Convenience stores, pubs, nightclubs, hotels, restaurants, lobbies, special events, and more!

Any high traffic business is improved with a JACKCASH ATM! As a locally operated company we are commited to fast, dependable service. JACKCASH will tailor an ATM package to suit your needs.

Our services include: ◆ Free ATM installation - machine included at zero cost to you ◆ No monthly fees ◆ Free technical support - on-site response within 24hrs ◆ Free monthly transaction reporting ◆ Custom screen and decal options ◆ Signing bonuses available!

Our equipment is state-of-the-art, EMV (chip-card) compliant and dispense both paper and polymer bills. To ensure our machines are always running, we provide software and hardware upgrades at zero cost!

PLACE YOUR MESSAGE HERE!

Keep customers informed! Up to 8 custom images can be displayed on a 7” Color LCD screen in 5-20 second intervals.

Custom decals and full ATM wraps available!

jackcashatm.com

CONVENIENCE & CARWASH CANADA

35

36

NOVEMBER / DECEMBER

YOU FOCUS ON CLEAN VEHICLES. WE’LL FOCUS ON CLEAN OPERATION. Your business sees vehicles coming and going all day. Smooth operation of your door systems can be vital to both productivity and profitability.

Upwardor’s Car Wash System is manufactured in

Canada to handle harsh weather conditions as well as your specific commercial needs. The result is a system that is affordable and reliable and ensures your operation runs cleanly.

FEATURES Upwardor’s Car Wash System features the Solalite™ translucent aluminum overhead door and the PowAirDor™ pneumatic door operator.

™

• Inhibits cold transfer and heat loss for a better wash operation • Offers additional strength and impact resistance

G a r a g e D o o r s D e s i g n e d f o r Li f e

• Tailored for high-use and high-corrsion applications © 2015, TM Trademark of Upwardor Inc. Duplication is prohibited without express written consent of Upwardor Inc. Design and specification subject to change without notice.

FOR MORE INFORMATION CALL 1 800 667 3367 OR VISIT UPWARDOR.COM

CONVENIENCE & CARWASH CANADA

By: Ryan Green and Patrice Darcheville

37

PREPARING YOUR CAR WASH DOORS FOR WINTER

We’re all familiar with the expression “A penny saved is a penny earned”. Certainly carwash operators benefit from good preparation and the application of a solid Preventative Maintenance program where spending a little can help avoid a potentially larger bill when you least expect or can afford it. There are many things you can do to prepare your doors for winter. For Preventative Maintenance, contact your accredited local door service provider and set up a semi-annual program where they will inspect and test your door systems, make recommendations based on their findings and perform the proper repairs as necessary.

Doors

1. The carwash doors need to be cleaned with water and a mild all-purpose detergent.

Wash the inside and outside and rinse off thoroughly. Beware not to use any harsh abrasive detergents that can scratch or damage the door.

2. Wash and rinse the weather seal. Inspect and make sure that all weather stripping is intact and seals properly against the door face.

3. Inspect the tracks, they should be firmly attached to the door jambs and run straight and plum.

4. Check all rollers and hinges, change where required.

5. Replace any missing or broken screws/fasteners.

6. Visually inspect the cables on either side of the doors for fraying or unwinding. Keep in mind not to put your hands or fingers between the door and door track.

7. Lubricate rollers, tracks, hinges and springs with an overhead door lubricating

Compressor

spray to ensure smooth operation. WD40 or an equivalent is not recommended as it evaporates after a short period counteracting your efforts. If in doubt what to use contact your local service provider or the manufacturer for their recommendations.

8. Spring tension must be adjusted. In the warm months of summer the doors had been sitting throughout the day and had not been cycling regularly. The tension could very often change in that time period and needs to be adjusted for correct door balance. This could also possibly reduce any undue stress on the door operator.

9. If your door has a weighted counter balance rather than springs check the integrity of the cable or belt system.

10. Clean up any debris from around the door. Insure there is good water drainage and that it does not pool where the door rests on the ground.

1. Manually drain your air compressor tank. If there is excessive water built up, check the functionality of the compressor auto drain. If your compressor does not have one or if it is defective, install a new one or replace it. Keeping water out of the air system will not only prolong your door operator, it will also benefit your car wash equipment and the compressor itself.

Door operator

1. Open and close the door with the pushbutton station. The door should fully open and close with little hesitation.

Also listen for any air leaks when the door has settled in the full open and closed positions while performing this test.

2. Check the safety photo eyes for any build up on the lenses and that they are facing each other. Any mineral or chemical deposits can be cleaned off of the lenses

38 

NOVEMBER / DECEMBER

with a finger nail. Test the safety photo eyes by passing your hand between them while the door is closing. The door should immediately reverse back to the open position. Cover one of the photo eyes and press close. The door should remain open. Don’t forget to remove the cover after this test is completed.

3. Inspect the operator mounts to make sure they are not loose or broken.

4. Inspect the operator to door attachment bracket. It should be strongly secured to both the operator and door.

Control panel

1. All pneumatic systems will have an F.R.L. (Filter, Regulator and Lubricator).

Listen for any air leaks and inspect its physical condition looking for any broken or missing components. Manually drain any water from the filter collector

bowl. And, check the sight gauge on the lubricator for a sufficient amount of lubricant. Use the proper pneumatic lubricant as recommended by the manufacturer. Do not use fluids such as Automatic Transmission fluid as they will eat away at the various seals in the pneumatic system needlessly costing you expensive repairs.

2. At the control panel listen for any air leaks as well. Especially listen for any air that continues to exhaust after the door has stop in the open or closed position.

If air continuously exhausts after operation call your local accredited door service provider for immediate repair as this condition may give a sign of an internal leak which if left unattended may pose a safety risk in the future.

One last thing to check and have routinely serviced is your heating system. For obvious

reasons, this directly Affects the equipment, the doors and the door operators associated with your car wash.

Through diligent inspection and preventative maintenance, you can protect your car wash doors.

Ryan Green has worked at Upwardor Inc. for 9 years, 8 of which as Supervisor for their Pneumatic Door operator manufacturing division. Ryan also acts as an internal Automation/Technical consultant for both sales and manufacturing at Upwardor.

Patrice Darcheville has over 8 years of experience in the commercial overhead door industry. As the Auto Dealership and Carwash Sales Manager for Upwardor Inc., he sees firsthand the issues that carwash owners encounter especially in the winter months.

CONVENIENCE & CARWASH CANADA

39

Set -N- Shine Rinse Lustra® Lava

Lustra® Shine

Lustra® Glow

Lustra® Shield/ Seal

5 STEPS TO DELIVER:

Drive your profits & keep customers coming back for more!

Facebook “f ” Logo

CMYK / .eps

Facebook “f ” Logo

CMYK / .eps

800.225.2231 www.LustraBear.com

40 

NOVEMBER / DECEMBER

prohibited tobacco advertisment has been removed

By: Adam Cooney, P.Eng. Environment Manager Parkland Fuel Corporation

CONVENIENCE & CARWASH CANADA

41

SPILL PREVENTION, PREPAREDNESS, RESPONSE, AND RECOVERY... ARE YOU READY?

Billions of litres of petroleum product are produced and transported every year, and it is imperative the utmost due-diligence must be maintained at all times during handling of these products as they can present risks to human safety and the environment if not handled properly. That said, spills can and do happen. Spills at fuel stations range from minor drips at the nozzle to large volume releases during fuel transfer from the delivery truck to aboveground or underground storage tanks. The saying “an ounce of prevention is worth more than a pound of cure” certainly applies to spills of all sizes. Investments in planning, preparedness and an effective and rapid response greatly reduce the consequences of unplanned releases. Are you prepared to respond quickly to a release and do you know what your responsibilities are?

Handling emergencies involves the following four basic stages: Prevention, Preparedness, Response, and Recovery. First and foremost, work to prevent spills from happening at all. Review the common types of occurrences that happen relating to fuel releases at your site, and think “what can be changed to reduce the likelihood of an event”. Preparing to respond to events is the process of building knowledge and skills that can be applied immediately when an event happens. It is important to have detailed spill response plans outlining how all requirements will be met, including how equipment and trained responders will arrive at a spill location within a given timeframe. Plans should also specify how specific response techniques will be used to collect and manage spilled material and ensure protection for potentially impacted resources. Training, equipment deployments, live and table-top exercises, and unannounced drills of various sizes to ensure preparedness and response plans are functional and effective. It’s wise to establish contact with qualified environmental consultants and remediation contractors in your area, particularly relating to potentially large-volume releases, as these service providers can prove invaluable when it comes to handling larger issues quickly and ensuring effective response and communications.

Spill response preparedness pertaining to small-volume spills typically includes, but is not limited to the following activities: MSDS review – Ensure that all Material Safety Data Sheets for products are available, current and reviewed periodically (e.g. during regularlyscheduled safety meetings). These sheets outline properties of the products and how to safely handle them.

Equipment and Personal Protection (PPE) Inventory – Ensure that all necessary equipment and materials for spill containment and cleanup are on hand and restocked after use. All items used are to be restocked as soon as possible. PPE requirements should also be addressed. Consult product MSDSs for additional applicable PPE. Spill response equipment at sites must contain sufficient and appropriate content to address anticipated site-specific needs. A myriad of different spill response products are available in the marketplace. Prime activities when responding to a spill, not necessarily in the order presented, are to stop and contain the release, secure and protect the area, inform appropriate responders/ authorities, clean-up the spilled substance, and rectify damages if any. In general, the most basic types of response equipment include the following: Safety Goggles – protection for eyes Chemical Resistant Gloves – protectionfor hands and skin Hi-Visibility Safety Vest – increase safety by beingvisible onsite Traffic Cones – restrict access to the spill site, raise awareness of others to be cautious Spill Socks and Pads – materials to contain and adsorb and/or absorb spilled petroleum product Chemical-resistant Heavy Duty Disposal Bags – can be used to block catch basins and drains Sorb-All or Floor-dry materials–to contain and adsorb and/or absorb spilled petroleum product Non-Sparking (e.g. aluminum) shovel – to make diversion dykes and clean-up saturated material Large Drum or Storage Container – to safely contain spill equipment when not in use, and impacted materials from the spill clean-up activities Safety review – A review of relevant safety features located at the site should be conducted.

This will include but is not limited to emergency shut offs, firefighting equipment and spill materials. As well, sensitive areas on and off site should be catalogued. This may include storm sewers, water bodies and areas where bystanders may be confronted with spilled products.

Adequate preparedness will increase the likelihood that response to the incident will be carried out as smoothly as possible – time is a critical factor involved with minimizing the financial and social impact of releases. A general approach for

Blocking the street in Sooke BC after an incident. A gas station tank was being pumped out into a Tank Truck, when a valve let go and instead of letting air escape from the Vent on the Truck, liquid Gasoline shot up and coated the building and the parking lot with Premium Fuel.

Recovery of the fuel was efficient on the pavement and concrete, but required some digging in the garden areas around the station. The pump area was cleared first, to allow the station to re-open, but still had to watch for anyone who might accidentally drop a lit cigarette in the vicintiy. Sometimes the general public does not think.

42

NOVEMBER / DECEMBER

The chart below lists the names and numbers of individuals that are required to be notified about hazardous spills or environmental contaminants.

Province/Territory

Contact

Federal

Environment Canada: 416-346-1971. Also notify any member of the public that might be adversely affected by release.

Alberta

Alberta Environment: 1-800-222-6514. Also contact owner of spilled substance, person having control of substance, your employer, and any other person who may be directly affected by the release.

British Columbia

Provincial Emergency Program: 800-664-3456 or 800-387-5956.

Manitoba

Manitoba Department of Environment and Workplace Safety and Health: 204-944-4888 or local police or fire department.

New Brunswick

Department of Environment: 800-565-1633 and Provincial Mobile Communications Centre: 506-453-7171.

Newfoundland and Labrador

Department of Environment: 800-563-9089. Also contact owner of substance, person having care, management or control of substance, and other persons who are directly affected by the release.

Northwest Territories and Nunavut

Spill Report Line: 867-920-8130.

Nova Scotia

Environmental Emergencies Reporting Centre: 800-565-1633.

Ontario

Spills Action Centre: 800-2686060. Also contact municipality where spill occurred and owner or person having control of pollutant.

Prince Edward Island

Environmental Emergencies: 800-563-1633.

Quebec

Quebec Environment Ministry: 800-363-4735.

Saskatchewan

Department of Environmental Protection: 800-667-3505. Also contact property owner where spill occurred and owner of pollutant.

Yukon

Yukon Spills Centre: 800-8898852. Also contact owner or person in charge of spilled substance, members of public who may be adversely affected by spill.

responding to releases includes, but is not limited to the following and may not be presented in order appropriate for every specific incident: Assess – The situation must be looked at quickly and carefully in order to respond appropriately. The location of the spill, the amount of product, the direction the spilled material will follow and the location of sewers and waterways must be determined in order to establish the next steps.

Identify – Ensure that the product has been correctly identified and responders are familiar with the product spilled. If required, consult the Material Safety Data Sheet (MSDS) for further information regarding the hazards of the material, properties, and spill cleanup instructions.

Contain – Ensure that the spill is not on-going by initiating emergency or temporary repairs, and engaging shutoffs. Minimize the area impacted by placing spill response materials in front of the anticipated direction that the product might flow. This includes spill socks to reduce the area of the spill, barriers for storm water openings, and sorbents.

Consideration should be given to keeping the spill on site, visible (i.e. prevent from entering drains and catch-basins), and away from sensitive areas (e.g. watercourses and public areas).

Restrict – Public access to the area should be restricted by means of bar-

Candies, Nuts and Trail Mixes

$2.00 EACH

OR SAVE AT

3/$5.00 the Cottage Country 3 for $5.00 program. We have over 100 Ask about all of our new products when you order.

CALL 1-877-787-0777 CA

OR FAX YOUR ORDER TO 1-800-265-8651

Delivered fresh coast to coast from the factory to your store

cottagecountrycandies.com cottagecoutrycandies.com

CONVENIENCE & CARWASH CANADA

riers, caution tape, traffic cones, and/or markers. This includes both the immediate area of the spill as well as any areas where there is an increased vapour concentration which might contact people or ignition sources.

Prepare and Protect – Gather all the necessary equipment and materials that will be required to clean up the spill. Ensure that the PPE requirements listed in the MSDS are reviewed.

Notify – Follow your Communication Plan. Notify emergency responders immediately, particularly in the event of serious injuries, imminent danger, and/or potential adverse environmental impacts. Note that spills of any volume may cause adverse environmental effects if product enters sensitive areas.

Cleanup – For spills of smaller volume, add sufficient sorbent materials then absorb all liquids present.

Oil-only adsorbents can be used to remove hydrocarbons on top of standing water. Clean up and store used sorbents in appropriate containers such as heavy duty bags or sealable drums or pails. Check with your local waste facility or fire department to determine how to dispose of saturated materials appropriately. Spill materials that are used should be replaced as quickly as possible.

Specific Federal and Provincial regulations mandate what types of spills must be reported and to which authority. In general it is best practice to record, respond to, and report all releases no matter how minor they may seem. Even a minor spill can trigger important obligations under environmental statutes. Releases must be investigated to determine what adverse effects may have been caused, whether the product contaminated the soil and groundwater, or migrated away from the site. Neglecting to report a release as soon as possible can lead to fines and other penalties.

The chart below lists the names and numbers of individuals that are required to be notified about hazardous spills or environmental contaminants.

Once the initial emergency has been dealt with, the recovery stage involves bringing operations back

to the way it was before an incident, or better.

This is the time to review what did and didn’t work well during response to the event and to improve the process by making changes if necessary.

Asking questions such as “How could the incident have been prevented?” and “How could the preparation and response been more effective?” will aid in improving the incident response capability at your facility. Ad:Layout 1 05/12/13 3:46 PM Page 1 Tanknology

43

Adam Cooney, P.Eng. Parkland Fuel Corporation, Environment Manager adam.cooney@ parkland.ca A lead technical resource, Mr. Cooney manages the environment group which focuses on regulation compliance, environmental risk assessment and mitigation, emergency preparedness and response, and environmental property stewardship process from pre-acquisition to divestiture.

44 

NOVEMBER / DECEMBER

Register Before December 18! www.pei.org/ye

Febrary 3-5, 2016 The Isla Grand Beach Resort South Padre Island, Texas Cost to Attend:

$595 YE Members $695 Non-YE Members $125 Spouse Early registration rates expire December 18, 2015

The annual PEI Young Executives Winter Conference is designed exclusively for those who are poised to be tomorrow’s owners and managers in the fuel and fluid handling equipment and services industry. The conference provides younger employees of PEI member companies a separate environment for building industry relationships. From networking to leadership development, the program encourages an exchange of ideas with peers on the challenges of everyday business.

Karen McCullough helps organizations and leaders cut through the generational stereotypes by leveraging team strength. An inspiring speaker, McCullough draws on her varied background as a highly successful educator, businesswoman, entrepreneur and CEO to speak about change and focus in the workplace.

Larry Gulko is a brand marketing strategist well known for developing powerful ideas and strategies that build sustainable, leading brands and drive business growth. Gulko has introduced and positioned over 50 products for a variety of companies in the consumer goods and services, technology, financial services and health care sectors.

CONVENIENCE & CARWASH CANADA

Anthony® Introduces Vista Elite™ All Glass Zero Energy Doors Anthony® is pleased to announce the introduction of the Vista Elite™ Cooler Door that provides energy-free panoramic merchandise visibility and excellent anti-fog performance without door or glass heat.

Vista Elite doors utilize Anthony’s Vacuum Insulated Glass (VIG) technology for zero energy usage to increase energy savings, reduce carbon footprint and help the environment. In addition, the innovative design of Vista Elite doors provides the widest viewing area of any glass cooler door for maximum product visibility.

“Because it uses no door or glass heat, the energy cost savings of the Vista Elite provides a quick two-year ROI. Vista Elite cooler doors are available for new and retrofit installations in 24", 30" and 36" door widths with multiple lighting and shelving options. Custom door widths are available upon request.

For more information on Anthony, please visit www.anthonyintl.com.

McCowan Introduces New Pastry Display McCowan’s new Pastry Display has been designed to complement store food service counters. The open and brightly lit unit merchandises pastries, sandwiches, ‘grab & go’ products and can be used as self serve or full serve. Manufactured in Canada from top quality acrylic, satin coated and stainless steel, the display is available in a variety of colours to complement stores.

Header panel holds customized graphic inserts. LED lights are used to enhance your product while limiting heat and power consumed. Three rows of two 11” x 20” wire baskets are included. Outside dimensions are 24”W x 23.5”D x 36”H. Ships assembled.

For more information contact McCowan Design & Manufacturing at (416) 291-7111.

WEX Enters New Relationship with CST Canada Co.

OPW Introduces OPW CloudCentral®

Hazardous Spill Improvement

OPW, has announced the introduction of OPW CloudCentral®, a comprehensive, cloud-based fuel and environmental management software platform that centralizes fuel level monitoring and compliance tracking in one streamlined, user-friendly dashboard.

OPW CloudCentral, powered by Titan Cloud Software, provides “anytime, anywhere” visibility of critical fuel site data in real time. Compatible with all major brands of automatic tank gauges, OPW CloudCentral’s software features include inventory and delivery management, compliance tracking and alarm monitoring, inventory reconciliation, and flow rate monitoring and reporting.

The platform’s remote management capabilities allow operators instant access to critical alarm data, as well as other site data from any web-enabled device.

The software’s unlimited user capacity enables fuel sites to efficiently scale for network expansion, while OPW CloudCentral’s real-time visibility of fuel inventory levels, alarms and equipment issues minimize service calls and site downtime.

For more information about OPW’s comprehensive line of integrated fuel management solutions, please visit www.opwglobal.com.

Spillfix now offers a faster, cleaner, safer and more effective way to clean up hazardous liquid spills. American Green Ventures, (US) Inc. has announced the availability of the revolutionary SpillFix® Industrial Organic Absorbent in the United States and Canada. Made of 100 per cent renewable organic material, SpillFix instantly absorbs hazardous liquid spills on contact including oils, fuels, solvents, paints and chemicals, enabling faster, cleaner, safer and more effective clean up with minimal downtime.

SpillFix is made from a bi-product of the coconut (coir), which is an organic, renewable resource that is non-carcinogenic, contains no chemical additives and is silica free.

SpillFix absorbs hydrocarbon spills by encapsulating the liquid and trapping it inside its hollow channel structure. Used SpillFix that has absorbed hydrocarbons can be used as a fuel source in energy producing incinerators.

R. John Smith, CEO of American Green Ventures, (US) Inc., suggests, “Compared with SpillFix, it takes seven times more clay-based absorbent to clean up one gallon of oil, which also produces three times the amount of waste.

More information on SpillFix can be found at: www.spillfix.com

WEX customers will soon be able to fuel at close to 800 CST locations in Canada WEX Inc. (NYSE: WEX) a leading provider of corporate payment solutions today announced it has signed an agreement with CST Canada Co. to accept the WEX Universal Fleet Card at all of their sites in Canada.

CST operates close to 800 fuel stations in Canada, from the Maritimes to Ontario. The sites are expected to go live and accept the WEX card in early 2016.

CST Canada Co., headquartered in Montreal, includes the cardlock, home heating and motorist sales sectors in Canada. Operating close to 800 stations and 84 cardlocks (Pipeline Commercial), in addition to delivering home heating oil to some 140,000 customers, CST Canada Co. is a major player in the economy of Eastern Canada.

“We’re excited about our new relationship with CST and the Ultramar brand they operate in Canada,” said Brian Fournier, vice president, merchant and channel partners at WEX. “This relationship greatly expands our presence in Canada and allows us to better serve our North American customers.

We are looking forward to these sites going live in early 2016”.

From its roots in fleet card payments beginning in 1983, WEX has expanded the scope of its business into a multi-channel provider of corporate payment solutions representing 9 million vehicles and offering exceptional payment security and control across a wide spectrum of business sectors.

For more information, visit: www.wexinc.com and follow WEX on Twitter at @WEXIncNews.

45

46

NOVEMBER / DECEMBER

“Unique Foods Canada Inc. launches Activate Vitamin Drinks” An innovative new cap technology stores vitamins separately from the liquid giving consumers a healthy dose of the nutrients when mixed with water.

Unique Foods Canada Inc., a major national distributor in the beverage industry is pleased to announce the launch of Activate Vitamin Drinks. Activate is a groundbreaking product that features a twist cap that delivers fresh vitamins to the water.

“We saw the value in the cap technology that allows components to be stored separately from the liquid, potentially opening up a whole new direction for functional beverages”, said Josh Silver, VP Marketing & Communications, Unique Foods (Canada) Inc. Activate has quickly become a successfully recognized innovative line of beverage products. “Activate has been well received by Canadian retailers and consumers with many efforts being focused towards promotional sponsorship, while also directly educating consumers on vitamin potency and freshness in their beverages,” said Josh Silver.

For more information about Activate visitwww.uniquefoodscanada.ca or contact Unique Foods at 514-343-4973.

The National Convenience Stores Distributors Association (NACDA) and the Canadian Convenience Stores Association (CCSA) wish to congratulate the winners of the 2015 convenience innovations awards BEVERAGES Coca-Cola Monster Energy Ultra Zero Blue

Mondelez Stride Sour Patch Kids - Raspberry

GUM

CONFECTIONERY

CHOCOLATE

SNACKS

NON CONSUMABLE

Nestlé Canada Aero Bubble Bar Caramel Milk Chocolate Tablet

BETTER FOR YOU BEVERAGES Bolthouse Farms Smoothie Green Goodness

Kellogg's Pringles Tortilla Nacho Cheese

BETTER FOR YOU FOOD Canada Dry Mott's Fruitsations + Veggies Peach Apple Carrot

Hersheys Jolly Rancher Juicy Bursts 60g

Casa Cubana Vapur Rechargeable Vapur Pack

PEOPLE’S CHOICE AWARD Jack Link’s Small Batch Teriyaki Beef Jerky

For questions on the 2016 Convenience Innovation Awards please contact Hope Caldwell at hcaldwell@nacda.ca or 1-888-686-2823

Couche-Tard To Roll Out New Global Banner Alimentation Couche-Tard Inc. has reported it will begin the process of consolidating its retail brands under one refreshed global banner. The group reports they will create a new, global convenience brand, “Circle K”.

The new Circle K brand will replace Couche-Tard’s existing Circle K®, Statoil®, Mac’s® and Kangaroo Express® branding on stores and service stations across Canada, the USA, Scandinavia, and Central and Eastern Europe.

The new Circle K brand will also appear on licensed stores worldwide and will be a fundamental part of Couche-Tard’s future growth.

Couche-Tard has chosen to retain the company’s founding Couche-Tard® retail brand in the Province of Québec in Canada due to the specifics of that market.

The global Circle K brand will begin rolling out to stores in the USA from January 2016. It will be seen on service stations in Europe from May 2016, while Canadian customers outside Québec will see the new Circle K brand starting in May 2017.

Ad Index

AirLift Doors . ...............................................35 Belanger Inc. ...............................................32 Bulloch Technologies . .................................38 Canadian Trade House ...............................20 CoreMark Int’l...........................................6, 18 CS Expo.........................................................9 CSI Lustra ...................................................39 Curve Distribution ........................................22 Direct Cash . ......................................30, OBC Gourmet Chips ..........................................IBC Haaga...........................................................28 Inform Brokerage / White Castle .................14 Innovative Control Systems . ...................... 12 Jack Cash ATM ...........................................34 LPIPA . .........................................................25 Lustra Car Care Products . ..........................34 MI Petro .......................................................16 Mother ParkerS ........................................... 11 NACDA ........................................................46 North Shore Tobacco . .................................24 PD McLaren ............................................8, 17 PEI . .............................................................44 Rothman Benson hedges ............................40 Scholtens . ...................................................42 Tankology.....................................................43 Tata Global Beverages Canada ..................21 Uniti Expo ....................................................27 United Distribution Network .........................29 Upwardor......................................................36 Western Refrigeration .................................42 White Castle / Inform Brokerage .................26 WPMA .........................................................13

CONVENIENCE & CARWASH CANADA

47

Don’t get caught with your POS down 48

NOVEMBER / DECEMBER

Don’t get caught with your POS down.

Provide easy access to cash with an ATM and make more money!

u Avoid lost sales when your debit terminal is down u Earn extra revenue with every transaction u Increase surcharge during peak hours u Unlimited revenue potential u Full support with 24/7 online reporting

Sign up today and receive a free $150 prepaid MasterCard!

Call toll-free: 1.888.414.3733

p 1.888.414.3733 | e sales@directcash.net | w dcpayments.net