Conv&carwash mag july aug 2016 by edge advertising

CONVENIENCE & CARWASH CANADA

JULY | AUGUST 2016

Canada’s most read Canadian owned and operated Convenience, Retail Petroleum and Carwash Publication BOOST PROFITS INVESTING IN YOUR GENERAL MERCHANDISING

WHAT’S BREWING IN THE HOT BEVERAGES MARKET

THE CONFECTIONARY CATEGORY REMAINS SWEET

INSIGHT ON CANADA’S PLAIN PACKAGING PLAN

NEW ENERGY PRODUCTS BRING IN NEW CUSTOMERS

CARWASH DOORS CAN BE TROUBLE FREE

SEPTEMBER 2016 NACDA SUMMIT AND SPEAKER OVERVIEW

MILLENNIALS ARE LOOKING FOR PRODUCTS WITH A CAUSE

PROS AND CONS OF UNATTENDED FUELING

G N I S I D N A H C R E M L A R E N GE SFUL G

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CONVENIENCE & CARWASH CANADA

Merchandise cover images courtesy: Rocky’s Imports and Curve Distribution

Cover Story

Industry News

Instore and Nutrition

Petroleum and Carwash

13 10 17 39 Investing in General Merchandising brings high returns – Setting up a successful general merchandising category in your store

Publisher’s Message Starting our 9th year – taking a look back

Editor’s Message Looking toward the future after 54 Issues

What’s Up Down Under – the Australasian Convenience Store Association shares experiences about plain packaging

WCSA Report Canada’s Plain Packaging Plan – An invitation to counterfeit

NACDA Industry Summit details and speaker overview

What’s Brewing in the Hot Beverage Market? Hot beverages have found their place in the consumer market.

Great Store Design – general newness and freshness increases store traffic and maximize your profits

Pros and Cons of Unattended Fueling – cardlock systems deliver a number of cost-saving advantages and a few challenges

Trouble Free Carwash Doors – the best in commercial carwash doors

New Energy Products Entice Customers – chocolate, chewable tablets to healthy, protein-packed products joining the familiar energy drinks

Millennials are Looking for Products with a Cause – the new retail dynamic for C-store grocers

Best Practices for Your Dairy Counter – Management inventory and capture the eye of your customers

The Sweet Spot – the Canadian confectionary industry remains sweet

What’s New

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Upcoming Events August 25, 2016 Atlantic Convenience Stores Association Newfoundland Charity Golf Tournament St. John’,s Nfld http://theacsa.ca/events/ maritimes-charity-golf

September 10, 2016| CCA Golf tournament Caledon Woods Golf Club www.canadiancarwash.ca/golf September 28 – 29, 2016 NACDA National Convenience Industry Summit Collingwood, ON https://nacda.ca/events/registration

October 18 – 21, 2016 NACS/PEI Georgia World Congress Centre Atlanta, GA www.nacsshow.com February 21 – 23, 2017 WMPA National Convention Mirage Convention Centre Las Vegas, NV www.wpma.com

April 4 – 7, 2017 The Car Wash Show Las Vegas, NV www.thecarwashshow.com

JULY/ AUGUST

Publisher’s Message

Eight Years and 54 Issues This is the first issue of our 9th year, where did the time go? When I launched this publication in June of 2008, we were in the thick of a recession and folks told us that we were crazy. Little did they know what a success Convenience & Carwash Canada Magazine would become both in print and digitally. First and foremost, we listened to our readers so we could understand the kinds of articles they wanted to see more of. In our first issue, we wrote about the Tobacco channel going ‘Dark’. This was a hot topic at the time and we’ve continued to cover important issues that affect retailers. Over the past eight years, we’ve touched on a multitude of topics that include everything from cool new beverages to trends in security, employee safety and training, new in-store products, carwash equipment, and even social media for retailers. One of our favorite series of articles was about the Convenience Store Industry signing on to the “green” movement. Our goal for these articles was to inform and educate readers on how incorporating different methods of energy saving equipment does not mean earning less but rather can improve business while enjoying lower energy costs and feeling good about doing something for the planet. I remember back in 2010 when Chip and Pin technology was introduced, we knew it would become the norm in every retail setting and wanted to make sure our readers fully understood its impact. Having personally suffered 3 credit cards being compromised south of the border, I recognized the importance of this technology early on and wanted to cover it in the magazine. Additionally, credit card fees has been a hot topic for many years and we are monitoring the latest high profile battle between Walmart and Visa over credit card fees in Canada. We’ll give you an update on this topic in our next issue and will include information on how this affects the Convenience Store Industry. How about the Harmonized Sales Tax (HST)? That was a big topic when introduced in 2010 in BC. This decision was reversed a few years later in BC. The introduction of an anti-TransFat in BC’s Healthier C-Stores and the jump in food service offerings within Canadian convenience stores offers retailers a new profit centre. The hot beverage category has seen significant changes; the historical cup of coffee has changed and evolved into lattes and cappuccino to herbal teas and iced coffees. Contraband Tobacco became an even bigger issue in 2012 than ever before following “Dark” tobacco walls in store. This issue continues to be a huge concern to our convenience stores associations and our Government continues to work on a polar access as they recently announced the plan to force tobacco companies to manufacture only plain packaging. From package sizes to increases in taxes, from dark (non visual displays) to flavor bans to plain packaging, this category has seen some of the most severe changes of any other category within the channel. We have covered many company anniversaries beginning with Mid-Island Co-op’s 50th, Lake Cowichan who opened in 1960, Mac’s West and Wink’s growth, the Retail Merchants Association celebrated 100 years, the petroleum nozzle celebrated 60 years back in 2010 and Gas King celebrated 25 years and most recently we published the 100 year anniversary feature for DSL. One of the really great pleasures we enjoy is the opportunity to visit and write about some great stores and carwashes across the country. In 2014, we featured a store right here in Manitoba, Timber Falls. This site offers customers a truly unique experience offering local fare, a meeting place with restaurant, a state of the art carwash and the most up-to-date equipment. Articles about carwash operators and retailers with a unique approach have been very popular among our readers. We offer articles about great new wash sites across the country one of the most recent was Shine Carwash in Burnaby, BC. We helped celebrate the 90-year anniversary of P.D. McLaren Limited in 2014 and began a journey of navigating the Social Media world for retailers with a series of how to and what to do to setup and begin a social media campaign. We found that many of you had already begun websites, Facebook pages and Twitter accounts, and we offered insight into what others could do to get in the game. Electric vehicles and charging equipment these are certainly a new trend across the country and the Canadian Government has been offering businesses monetary incentives for installing and promoting electric car charging stations. There are more than 21,000 electric cars in Canada since 2011 offering retailers across Canada a great opportunity for a new revenue stream; charging stations. Throughout our 8 years and 54 issues Convenience & Carwash Canada has never wavered in our commitment to the convenience, retail petroleum and carwash industries. We are here to provide great editorials to you, because without you we would cease to exist. Thank you for your continued support, encouragement and most of all for the wonderful comments you’ve given. Without your commitment to be the best you can be I couldn’t be the best…. We look forward to another great year and encourage you all to write to us with story ideas, new product ideas and suggestions.

Brenda Jane Johnstone Publisher

CONVENIENCE & CARWASH CANADA

Editor’s Message

Celebrating 8 years with a look toward the future. FIRST of all, I hope you are all having a great summer! Time flies and I realize that as Convenience & Carwash Canada magazine begins its ninth year – I am enjoying my fourth year with the magazine. When I started as a contributing writer several years ago, I was excited to learn more about our readers and the convenience and carwash industry. Now as Managing Editor, I look forward to planning each issue with our Publisher Brenda Johnstone, our magazine’s designer Doug Coates, and working with some of the best writers and in the industry. I have to admit that when Brenda launched this publication back in June of 2008, during a recession, I thought it was an ambitious endeavor. However, I knew that continually listening to what readers and advertisers were looking for in a publication was at the core of the publication’s culture. And now we are practicing daily social listening on social media channels to stay even closer to the voices of our readers. As we enter our ninth year of publishing Convenience & Carwash Canada magazine, with 54 issues online and in print, we are positioned to have one of the most successful years since the magazine launched in 2008. We are the only Canadian owned and run magazine dedicated exclusively to the Convenience, Retail Petroleum and Carwash industry. Along with continuing to provide interesting and timely articles, many of our advertisers have been with our publication since its inception. They also support our carwash directory, special anniversary inserts, events, and contribute to our social media sites. We are grateful for their continued support and the insight they share with us about our industry. Convenience & Carwash Canada will continue to ramp up digital marketing efforts in year nine to align with the way our audience search for content and connect with their industry. We are always looking for new ways to grow the Magazine’s editorial presence across industry focused, digital platforms and your engagement with us on Facebook, Twitter, LinkedIn, and on our website has given us valuable insight into what readers are interested in. Our publication 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 up-to-date and relevant information they need to optimize their operations and maximize profits. Going forward, we plan to cover more technology trends, environmental issues, regulation, new products and services, and other industry news, both North American and global, that directly affects our readers. So, now we’d like to hear from you to find out what news, events, industry trends and other information you want to read about. Like year one, we want to start off year nine by listening to you please reach out to us and share your thoughts on our stories and how we can provide the best magazine experience for you.

Engage with us on our social media channels: Website: www.convenienceandcarwash.com Twitter: @carwashcanada Facebook: www.facebook.com/convenienceandcarwashcanada Linkedin: www.linkedin.com/company/convenience-&-carwash-canada Eva Chambers Managing Editor

PUBLISHER Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com SALES Cody Johnstone 416-838-4674 codyj@convenienceandcarwash.com 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 Angela Altass Colleen Biondi Meline Birch Eva Chambers Bobby Hayes Andrew Klukas Judy Owen Luke Walker Lisa Stott 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

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WCSA Report By Andrew Klukas, President of the Western Convenience Stores Association

CONVENIENCE & CARWASH CANADA

CANADA’S PLAIN PACKAGING PLAN AN INVITATION TO

t i e f r e t n u o C As the Canadian Government plans to adopt plain packaging for tobacco products, retailers across Western Canada are scratching their heads, wondering why. Their rationale and reason seem fair at the outset – reduce smoking rates and prevent youth from having access to tobacco products. I do question, however, the efficacy of such a policy and its unintended consequences. I believe this policy it will open the market to some savvy criminal organizations to take advantage and further profit off of Canada’s anti-tobacco initiatives. In recent years in Western Canada, our retailers have seen a substantial increase in illicit tobacco. British Columbia has one of the highest rates of illegal tobacco of any province in this country – over 15% was noted in a 2015 study commissioned by the WCSA. Our study doesn’t even begin to look at the issue of counterfeit, which in my opinion, is the real threat in this region. Currently, there are over 50 identified illicit tobacco manufacturing facilities in Canada. They operate on reserves and have the ability to copy packaging along with the corresponding tax stamps. This will create issues not only for retailers but for consumers across Canada. In British Columbia, smuggling of counterfeit products from Asia and illegal products from Central Canada will only increase as a result of plain packaging. Not only does this feed the over 80 organized criminal groups involved in these activities, it also draws legitimate business away

from honest retailers, who can’t compete with the black market. What also remains an issue is that these products are sold without regulatory oversight or consumer protection, such as age testing. That concerns me and it should concern officials at Health Canada. Our country already has a robust tobacco control system. And our retailers are partners with the various levels of government in keeping tobacco out of the hands of youth. We are also their partners in collecting tax revenue and ensuring control laws are strictly followed. These measures have worked and we have seen significant declines in smoking rates in general and youth smoking in particular over the last decade, and youth smoking is now at an all-time low in many provinces. Based on Australia’s experience, the implementation of plain packaging requirement would have the potential to reverse this trend. Australia brought in a plain packaging

requirement in 2012. What they have found is that plain packaging was completely ineffective in reducing consumption. It only caused consumers to shift to the cheaper product brands because of lack of product differentiation. It didn’t work in Australia. Why does Health Canada think it is going to work in Canada? And given that Canada’s already thriving contraband market will get a boost from plain packaging, putting such a policy in place, with no evidence of its effectiveness, is simply reckless. What our members and customers are looking for are reduction measures that work. Strategies that don’t harm small business owners and that truly achieve the results that were intended. Minister Philpott – if your government is looking to introduce evidence based policy, the evidence is right in front of you that plain packaging simply will not work. Our members truly hope you will listen.

Australia brought in a plain packaging requirement in 2012. What they have found is that plain packaging was completely ineffective in reducing consumption. It only caused consumers to shift to the cheaper product brands because of lack of product differentiation.

JULY/ AUGUST

NACDA

NATIONAL CONVENIENCE INDUSTRY SUMMIT telling our story and growing our business

Collingwood, ON Sept 28 - 29, 2016

Terry O’reilly

Carman allisOn

Host of CBC/Sirius Radio’s Under the Influence

Vice President, Consumer Insights at Neilsen

The Power of Storytelling

Leveraging Changing Demands to Grow Business

Paul HOllands CEO and Chairman of A&W

Changing Perceptions and Changing Minds: The A&W Story

JOHn WrigHT Senior Partner at Wright & Associates

Affinity for Evolving Communities

Tim POWers Vice-Chairman of Summa Strategies

The Impact of Government Regulation on the Convenience Channel

CONVENIENCE & CARWASH CANADA

NACDA Summit Overview and Speaker Line-up The 2016 National Convenience Industry Summit

Also joining the 2016 speaker line-up:

jointly hosted by the National Convenience Stores Distributors Association (NACDA) and the Canadian

Our industry has a great story to tell government. The convenience channel employs 230,000 Canadians and represents $51.7 billion in overall sales.

Convenience Stores Association (CCSA) is taking place in Collingwood, Ontario on Wednesday, September 28 and Thursday, September 29. Focusing on Telling our Story and Growing our Business, this year’s event will explore what our industry needs to do to better manage our reputation. This will help us in connecting with customers and minimizing government regulation,

TERRY O’REILLY of CBC’s Under the Influence will speak on the Power of Storytelling and demonstrate how effectively telling a story is one of the best marketing tools for organizations.

thereby growing our business. Reputation matters for a number of reasons. One of the biggest challenges confronting the convenience industry is that governments generally have a negative perception of our industry. This, in turn, leads to over regulation and our sector bring unfairly targeted with overly burdensome regulations. Our industry has a great story to tell government. The convenience channel employs 230,000 Canadians and represents $51.7 billion in overall sales. We

PAUL HOLLANDS, CEO and Chairman of A&W, will discuss The A&W Story and how they were able to Change Perceptions and Change Minds.

contribute to communities, we support local charities and we serve countless customers who turn to us for necessities, often in remote communities. This is the story that we need to share with government. Tim Powers with Summa Strategies is an expert in helping industries on how to develop their narrative with government. Tim will share some insights as well as provide an overview of some of the regulatory challenges the industry may be faced with and how best to minimize their impact. Joining Tim will be government

JOHN WRIGHT of Wright & Associates, who will speak on Affinity for Evolving Communities and how changing consumers will affect our business.

relations professionals representing key categories of our industry. They will share their perspectives and offer viewpoints on how our industry can work together to minimize government regulation. https://nacda.ca/events/registration/

Come and hear why telling our story can help grow our business. Register today for the premier event of the convenience industry!

By Jeff Rogut, CEO of the Australasian Association of Convenience Stores

JULY/ AUGUST

WHAT’S UP DOWN UNDER

The AACS in Canada The Australasian Association of Convenience Stores (AACS) represents the interests of all businesses within the Australian convenience store channel. Their CEO, Jeff Rogut recently toured Canada and made the following comments.

As global issues continue to potentially affect our industry it is comforting to know that global resources may be harnessed to provide actual experience on various government and regulatory matters. I had the opportunity recently to travel to Canada and be hosted by the Canadian Convenience Store Association with the aim of briefing their retailers on the Australian tobacco plain packaging experiment that many claim is working, without any factual basis

Plain Packaging in Australasia”

for this. Canada has announced plans to follow in Australia’s footsteps on this and I met with a number of retailers and manufacturers to relay what the actual, not theoretical, results and unintended consequences of this legislation have been over the past 4 years since we have had plain packaging. Canada is a terrific country, with excellent people and the President of the Association, Alex Scholten does a great job for his members and their industry. Hopefully the Canadian government will consult widely and will pay heed to their retailers and other industry feedback as opposed to the actions our government took, or did not take, prior to the forced changes on tobacco packaging.

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By Keith Johnson, Senior Vice President, Creative Planogram Company (CPC)

Investing in General Merchandise FOR THE INVESTED RETAILER, GENERAL MERCHANDISE (GM) PRODUCTS CAN DELIVER THOUSANDS OF DOLLARS OF INCREMENTAL PROFITS TO THEIR BOTTOM LINE.

General Merchandise sales are a top 10 in store category and have increased year over year by 8.5% according to CSP Magazine and are a top margin earner with average close to 40%.

Invested means not loading your store with poor quality items that seem like a good idea at the time or are a close out bargain, or a smattering of products like the odd key chain or notepad that collects dust on your shelves. Invested means dedicating the work, preparation, and merchandising space to sell high value items that customers on the go need now, or products that create an emotional buying experience. Last minute or seasonal items such as gift cards, cell accessories, batteries, and umbrellas on a rainy day, sunglasses on a sunny day, seasonal wearing apparel, firewood, bug spray, suntan lotion, snow brushes, booster cables or pantyhose can generate significant revenues and profits. Kelvin Cummings, Category Manager for 7-Eleven, emphasizes that planning is key. He notes, “We work with our supplier’s months in advance to deliver the right products that maximize opportunities at the right time of year.” Gift cards are a $130 million North American business with over 31% of consumers purchasing cards at a convenience store according to CSP Magazine. Convenience stores are the perfect location for consumers in a hurry to grab a last minute gift, gaming card, or fuel savings card.

Cell Phone accessories have become a commodity and a cornerstone of GM sales since most consumers today own a smart phone or tablet and need to charge them, or require accessories like backup batteries and headphones. These products alone can generate thousands of dollars in incremental revenues for a c-store store. The selection of products is vast and ranges from low cost “bulk” product that is typically sold on the counter and fulfills a “need it now” purchase, to packaged accessories that are typically higher quality and in many cases priced lower than “big box” stores, there are unique items such as speakers, dash cameras or virtual reality glasses, and there are recognizable brand products that sell well because they are known or trusted quality. STEPHEN TODD, Senior Category Manager for 7-Eleven Canada states that “general merchandise products like gift cards and mobile phone accessories have developed into significant categories for 7-Eleven and provide customers with products that they need to fulfill everyday needs now.” Todd notes that “we work with our suppliers to provide high quality

JULY/ AUGUST

products categorized by good, better, and best quality items at competitive market prices and that this strategy has paid off in terms of customer satisfaction and profits for 7-Eleven.” Todd adds “quality and value sells and builds relationships and trust with your customer and encourages repeat visits. It’s important that products compliment your image and align with your strategies.

VINCE KUCEY, Category Manager Husky Energy adds “it’s human nature – we lose, we misplace, we break, or simply have a need and we often require an immediate solution. The convenience channel continues to re-invent their place in the retail landscape, and the evolving General Merchandise category fills that need consumers are looking for. We have had strong growth in our Electronics/

Cell accessories category since its launch in 2013. Our experience has found that in this “fill-in” category, consumers look for a balance between price and quality. It’s often a grudge purchase (lost or forgotten item), so they don’t want to spend their dollars on something that will break after a couple of uses. Finding the right combination of products, quality and their placement in the store is the first step – don’t be afraid to change out old technology, this category changes fast. Once that’s done, let the consumers demand tell you the rest of the story. How much space do retailers dedicate to GM? Some retailers such as 7-Eleven have allocated in-line displays while other retailers such as Couche Tard display products on the counter or dedicated floor fixtures. The key here is that customers need to walk by it and see it. Products that are merchandised behind the counter or in back of store do not sell. General Merchandise sales are a top 10 in store category and have increased

CONVENIENCE & CARWASH CANADA

Setting Up a Successful General Merchandise Category • Identify the season or event in advance • Identify your current and future customer needs and your location demographic • Make a list of the merchandise assortment you want to carry (that meets the above criteria). Use creative thinking to expand your mix • Set a budget and sales forecast for the products • Determine how much space (impulse is key) you are going to dedicate to the products. Take a look at your current impulse and traffic flow areas of the store and determine products you can remove (permanent or temporarily) • Research suppliers who can assist you to fulfill your plan • Set performance measures • Ensure products are stocked in advance of the season or event • Watch performance, keep merchandise in stock, and neatly displayed • If specific SKUs are not selling, set a plan to mark down or return to supplier.

year over year by 8.5% according to CSP season or event you are targeting. Make Magazine and are a top margin earner a list of the types of products that you may need. For example, stores on the way with average close to 40%. GM increases are trending higher than in store year over to the beach may need sand toys, sunscreen, hats, and sunglasses. Stores near year increase of 5.2% making it a category schools need lower priced cell accessories that you need to focus on. How do you compete with Grocery while travel locations may need a larger Stores and Pharmacies that sell a lot of cell accessory selection. Ensure you are the same products, offer common ser- stocked with gift cards and last minute stocking stuffers heading into Christmas. vices, and are much larger in size than you? While the line between store types is getting fuzzier as groGENERAL MERCHANDISE SALES ARE A TOP 10 IN STORE CATEGORY cery stores and pharmacies offer more ser- AND HAVE INCREASED YEAR OVER YEAR BY 8.5% ACCORDING TO vices and convenience CSP MAGAZINE AND ARE A TOP MARGIN EARNER WITH AVERAGE stores grow their product offerings, a proper CLOSE TO 40% impulse sale strategy is key to ensure you capDARREN COMEAU, Category Manager ture this opportunity. for Shell Canada, notes that “It is very important to make the right products LYSANN THI BODEAU, Category Manager for Couche Tard states “finding available to customers with growing onthe-go needs. It is equally as important to the right quality at the right price is look ahead to future needs to ensure your the most important. The goal is to earn the trust of our customers in the long Customer Value Proposition continues to be relevant and be first to market.” term. Having a supplier who supports How do you find products? Ask your and guides you across the pricing and suppliers, attend your regional, national merchandising is significant and the or international trade shows or events to starting point of a winning strategy.” How do you ensure that you are in- get ideas, look at what other retailers are vested properly? The first step is to iden- selling, use the internet and ask your customers for ideas. tify your customer, location, and the

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By Meline Beach

CONVENIENCE & CARWASH CANADA

What’s Brewing in the Hot Beverage Market? Whether it’s an espresso you crave or a loose leaf green tea, many of these hot beverages are becoming more readily available at local convenience stores and gas stations across Canada.

ll year, all day, hot beverages have shops at a premium. Now, customers are found their place in the consumer able to pick up their hot beverage of choice market. – anything from espresso to loose leaf tea, Despite the popularity of in- when and where they want it – at market home single-serve coffee and tea ma- value, without having to wait in long lines chines, Canadians still enjoy a hot bev- often seen at specialty coffee shops. erage out of the home and on the go. According to a Canadian Coffee DrinkIn an effort to enhance customer ing Study 2015 published by the Coffee experience, C-stores and gas stations are Association of Canada, coffee remains the fulfilling the caffeine fix for people on most commonly consumed beverage withthe go with traditional and specialty hot in Canada at 67 percent (with an average beverages that previously would have of 3.2 cups per day), followed by tap water been only available at high-end coffee (60 percent), bottled water (42 percent)

Canadians are beginning to adopt the preferences of those in Europe with espresso-based coffee beverages, such as espresso shots, lattes, cappuccinos, macchiatos, and other blends.

and tea (40 percent). These statistics might increase now that the World Health Organization has announced in June that coffee isn’t cancerous (as perhaps once thought), and that up to five eight-ounce cups a day may actually have positive effects for your body. Therefore, it only makes sense that C-stores and gas stations would want to support this craze with a variety of options for customers to choose from. Choice is the key term. Although traditionally brewed hot coffee is still consumed by the majority of Canadians, research shows that sales are relatively flat, while consumption of other hot beverages, such as specialty coffee and tea, is on the rise. Therefore, by offering a range of hot beverages, you’re more likely to please your diverse customer base. “More ethnicities are visiting C-stores and are demanding different types of hot beverages,” says Chuck Arcand, Corporate Director of Canadian Marketing at Core-Mark International. “Our diverse population is seeking more internationally-influenced beverages and willing to experiment with different types of coffee and hot drinks. As a result, we’re seeing a great line up of teas within C-stores – anything from green to chamomile.” Colten Bishop, Business Development Manager at DSL Ltd., agrees that Canadians are beginning to adopt the preferences of those in Europe with espressobased coffee beverages, such as espresso shots, lattes, cappuccinos, macchiatos, and other blends. “According to the NDP Group Ltd., over the last five years, drip coffee sales have been declining by one percent while specialty coffee has seen an increase by approximately four percent,” says Bishop. Marc Hubble, Director of Key Account Sales–West at Franke Coffee Systems, confirms that the espresso category is growing within the C-store channel. “It has become increasingly important to provide an elContinued on page 19

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Continued from page 17

Industry information according to Statistics Canada

After water, the beverage that the largest proportion of adults reported consuming is coffee. Coffee accounted for almost all the caffeine that adults consumed: 80.6%. (Tea and soft drink made up 12.3% and 5.9%.). Men older than age 50 were more likely to report having had coffee than water. Among men, the increase was from 20% at ages 19 to 30 to 49% at age 71 or older; for women, from 30% to 56%. And unlike many other beverages, the amount of tea consumed remained relatively stable regardless of age. For example, among male tea drinkers, 19-to-30-year-olds consumed an average of 525 grams; those aged 71 or older averaged 507 grams.

Below is a category overview, summarized by the Western Convenience Stores Association

An estimated 14 billion cups of coffee are consumed in Canada every year. This makes coffee the number one beverage behind tap water. Consumption rates are highest among Canadians aged 65 plus (81 percent) with an estimated 37 percent of Canadians in the 18 to 24-year old group drinking coffee. Within the 18 to 24-year old demographic the preference is for specialty beverages, such as cappuccinos, lattes, espresso, café mochas and iced coffee. Trends favour branded coffee programs, as well as flavoured shots and flavoured creams. Canada’s ethnic mix is changing as many new residents come from countries where coffee is not the hot beverage of choice. As such, it’s important to have an assortment of tea available.

evated experience to the convenience customer. Espresso based beverages, higher quality coffee, and customization options such as flavours are important.” Arcand agrees that options with flavoured creams are gaining popularity. “Eighty percent of coffee drinkers prefer cream and sugar. Two items that drive that are French Vanilla and Irish Cream creamers. These options are a must for any coffee program.” He adds that flavoured cream is available in three formats: portion containers that are shelf stable, refrigerated bottles and bulk bags dispensed by a button for individual servings through automatic systems. Traditional hot coffee remains a steady staple at Mel’s Retail Operations in Prince Edward Island, which includes seven gas stations combined with Country Style, Mr. Sub and/or Thai Express. General Manager Jeff Doucette has definitely seen a trend towards specialty coffees becoming more mainstream. Although his locations currently do not offer espresso based coffees, he says it’s only a matter of time before they do as his customers have started requesting them, as well as for flavoured shots and “Eighty percent flavoured cream. “In the C-store/gasoline of coffee channel, the business is evolving. It wasn’t drinkers prefer too long ago where it was very uncommon cream and to see a coffee outlet in a gasoline busi- sugar. Two ness, now it’s the norm. Just as it once was items that coffee and donuts as the mainstay, we’re drive that are seeing that evolve into different offerings French Vanilla like mochaccinos and cappuccinos, so it and Irish Cream is evolving.” creamers. In addition to flavoured creams for tra- These options ditional coffee, flavoured specialty coffees, are a must such as Coffee Crisp and Rolo, have also for any coffee been quite popular within C-stores. program.” “Store owners are able to leverage the Coffee Crisp and Rolo brand in confectionary with their hot drinks – which are both exposed to customers within their store,” says Arcand. These flavoured hot coffees are available through an on-demand system (using powder and liquid) to produce a consistent, quality product, with no spoils, spills or shrink in store. Most systems come in either self-serve or full service options from fresh ground beans (decaf or caffeinated) to foamed milk with added flavours all at the push of a button. Arcand commends these new systems for their technology and quality that have escalated over the last few years. The quantity of options available to customers is one factor. Quality is the other, and perhaps the most important factor in meeting customers’ needs. The coffee market is quite competitive between speciality shops and on-the-go options, with quality often being the differentiator. “In Ontario, convenience stores are facing steep competition,” says Karen Weldman, Vice President, New Business Development – Express Brands, MTY Country Style/Mr. Sub. “When I was a little girl, convenience stores were your only option to get a loaf of bread on a Sunday. Nowadays, there are 24-hour supermarkets and drugstores that sell food. Convenience stores need to strengthen their point of difference. One of them can be, for sure, coffee.” But as Weldman adds, coffee is not the magic bul-

JULY/ AUGUST

let. “The convenience of grabbing a coffee where you pick up your newspaper is great, however, you have to have the right appearance (dusted, well-stocked shelves and a high degree of cleanliness) and the right association.” The right effort and quality product offering will only have a positive effect on your profitability as millennials, females and higher income earners become more comfortable shopping at convenience stores for more than just fuel. As Hubble states, “To attract and maintain these customers, you must have clean facilities, modern design and high quality products. It is also vital to market your brand and connect with customers to educate them on the quality offerings that you have available. Once the customer is aware they can buy a high quality espresso beverage from you, they will stop visiting other locations where they use to purchase beverages after they pump gas at your store.” Association is on trend as more branded coffees are partnering with retailers. This is evident with Country Style and Mr. Sub with ESSO gas stations and convenience stores, Seattle’s Best coffee with Mac’s convenience stores, and as recently announced, Costa Coffee with Shell gas stations. “There’s a lot of synergies between brands which feed off each other and speaks to what the customer wants – multi-brands in one convenient location,” says Weldman, who’s responsible for establishing customized Country Style and Mr. Sub programs for the petroleum and convenience market – with 42 brand new locations planned this year. According to a joint press release issued by Shell Canada Limited and Costa Coffee early last year, the partnership plans to launch “150 Costa Express selfservice coffee bars in Shell gas stations in Toronto, Alberta and Vancouver, with potential for a further 550 sites nationwide by 2020.” Purchasing patterns are personal in nature and become routine for many. A multi-branded retailer that offers the customer the option to buy a hot beverage with breakfast, refuel their vehicle and pick up lunch at the same time for later in the day – all in one convenient transaction, is appealing. According to the National Association

for Convenience Stores, “69.2 percent of total industry sales were motor fuels, but motor fuels only accounted for 39.5 percent of profit dollars. Motor fuels continued to drive sales dollars, but in-store sales drove profitability. Foodservice, a broad category that includes prepared and commissary foods, hot dispensed beverages (coffee) and cold and frozen dispensed

drinks, continues to be a key focus for growth in the convenience store channel, contributing 20.8 percent of in-store sales in 2015 and accounting for 33.7 percent of gross profit dollars.” With the right marketing strategy and commitment to a quality hot beverage program, there is huge potential for maximum profit and customer loyalty.

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CONVENIENCE & CARWASH CANADA

Great Store Design Boosts the Customer Experience and Your Sales Canadian Convenience Store Association industry facts state that 10 million customer visits occur at convenience stores in Canada daily. Store design helps enhance the in-store experience for those c-store customers. General newness and freshness can increase store traffic and basket size and drive customer loyalty, say Bruce Winder and Tony Whitehouse, co-founders and partners, Retail Advisors Network, adding that convenience stores need to be well lit, easy to navigate, well signed with key consumables well displayed. First impressions are key, say Winder and Whitehouse, noting a store needs to appear easy to navigate with clear site lines. “Digital infusion has made a large difference as displays are more interactive and personal,” they note. “Product displays are becoming extremely important as a means to differentiate product assortment as well as price.” Winder and Whitehouse note that space can be maximized in a smaller convenience store by use of vertical merchandising and stronger use of such floor displays as bulk packs and clip strips. “Always design a store with the customer in mind,” says Janice Desjardins, lead designer, J & J Display Sales. “Take into consideration what you want customers to see, where you want them to go and what products they will seek out on their own. Traffic flow is critical because ample space needs to be allocated near the entrance, around the checkout and other areas where large groups might gather. Having a layout that is spacious with visible signage for easy navigation is also very important.” Keeping location in mind is also important in the design process. “We are currently designing a store on Manitoulin Island that is located in a small older town,” says Desjardins. “We designed the store with a rustic style and a country theme. Logistically we always have to take location into consideration when designing store fixtures so that they can easily ship at low cost.” Continued on page 23

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CONVENIENCE & CARWASH CANADA

Continued from page 21

The first thing to take into consideration is the people who will be using the store, says Marjorie Mackenzie, vice president of retail, figure3, keeping in mind the overall perception the customer will have of the environment and how it influences how they think, feel, decide and behave. “Marrying insight into the target customer with the needs of the business results in great design that is grounded in real evidence and not speculation,” says Mackenzie. “Once we understand the demographic who will be using the store and the objective of the business we can get into the specifics of storefront design, interior design, lighting design, climate control, acoustics and the atmospherics of the store as well as space planning.” The store’s exterior also needs to be taken into consideration. “As a store designer, the first thing I look at is the exterior concept of the store,” says David Beck, director of sales, Continental Store Fixture Group. “I look at the store size, entrance and exterior colours, and whether it is handicap accessible before I even get into the inside of the store. The first thing that I look at when I go inside is the perimeter of the store. I look at the counter systems and whether they are adequate for all of the innovative beverage machines that are available today. Then I start looking at the flow of traffic, which means where are the fixtures going and how will they be laid out. Also, if the store is big enough to have columns you have to take those into consideration as well.” It is imperative that convenience store customers are able to get in and out with their purchases in a timely manner. However, a good store design

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can also make sure they can see everything your store has to offer during a quick visit. Manufacturers are designing more fixtures with a caster system which means they can be moved around in the store. “I think all of the newer displays are getting more innovative,” adds Beck. “A lot of companies are manufacturing displays that are more compact but are able to hold more product on both the front and the back as well as being on casters. I’ve seen more convenience stores getting into selling fruits and vegetables and they are using these new, movable fixtures to display them.” Safety should also be top of mind when it comes to designing a store and discretion is also important. “You have to aware of where the electrical outlets are to ensure that there wont be any cords in the way of where people will be walking,” notes Beck. Be cautious that overt indicators of security don’t come off as threatening and authoritarian, notes Mackenzie. “Smart security should be discreet and feel seamless to the customer so that they don’t feel intimidated by their shopping experience no matter how quick,” she states.

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“Good design can play a role in helping stores prioritize security in a way that doesn’t detract from the shopping experience.” Keep a store looking fresh can mean redesigning every five years, says Beck. “Things change so rapidly and there are always new concepts to consider,” he says. “If a store is left for too long it will start to look run down. I know it’s costly but it has many benefits and is worthwhile.” Keeping fixtures current and replacing them when they look tired or in need of repair is important, says Chris Murray, vice president, C to C Group. “If a store is tired and old looking, how fresh can the products be that are for sale,” questions Murray. “If there are two stores side by side or kitty corner and one is fresh and one looks tired, which one would you shop at?” Desjardins notes that when a complete redesign would cause too many disruptions or cannot be successfully budgeted for, simply replacing and updating old shelves and gondolas with minor cosmetic changes can sometimes provide the desired outcome of keeping a store looking fresh, new and exciting. As well as enhancing the

JULY/ AUGUST

safety of staff and customers, lighting can also play a key role in highlighting product and maintaining a fresh image. Illumination and visual decor are key elements involved in creating the look and feel of an environment, says Melanie Tamulewicz, marketing manager, LSI Graphic Solutions. “Refreshing and modernizing spaces to suit consumers changing behaviour and expectations is important today,”

ing as well as positioning them to highlight important sections is very important in making your store inviting and the shopping experience pleasant, says Desjardins. Advancements in technology are taking place in terms of equipment and processes, providing more custom solutions and increasing efficiencies, says Jay Matsueda, senior director of strategic marketing & communications, LSI Lighting Solutions. “The evolution of LEDs has allowed us to successfully and creatively integrate them into graphic elements, whether decorative or structural in nature, which opens up many options for creating unique and engaging environments,” says Matsueda. “Visual image elements such as graphics, signage and decor continue

notes Tamulewicz. “C-stores have a growing opportunity to capture more market share through prepared and signature foods, healthy options, hot and cold beverages that are made available in bright, clean and attractive environments. A store must evolve with the trends in order to maintain relevance in the eyes of the consumer who is growing increasingly impatient with retailers who do not meet their needs and expectations. They are not afraid to quickly abandon what’s not working and identify an alternative.” A good solutions provider understands the refresh process intimately and can often streamline the implementation experience for c-store brands and marketers, says Tamulewicz. Choosing the correct light-

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to be useful for the creation of and Manufacturing Limited. branded environments and for An organized c-store with conguiding customers to products sistent and professional store fixtures creates a clean and and services quickly.” The most common materials inviting environment and proused for fixtures now is metal vides a sense of comfort to the because it is often the most cost customer. Ensuring customer and staff safety by keeping the effective option, notes Murray. “Metal lasts longer and is more store clean and organized with durable and resistant to water adequate aisle widths and fixdamage as long as it is painted ture spacing allows for smooth, properly or is made of stainless unimpeded traffic flow. Today’s consumers are alsteel,” says Murray. “The one change that I have seen is stain- ways pressed for time and less steel displays and cabinets their expectations are high being used instead of millwork. as far as a convenience store’s They are easily refreshed with merchandise assortment, the use of vinyl graphics that cleanliness, atmosphere, and can be applied directly to the service is concerned, says Rafstainless steel to provide colour ter. “If a customer feels the store or a marketing message.” Uncoordinated fixtures in is clean and the products are an unorganized layout creates fresh, they will increase their confusion and tension, says impulse purchases,” says Tim Rafter, national account Rafter. manager, McCowan Design

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Retailers get to know some of their early-morning customers, those blurry-eyed people who come into a convenience store and head straight for the coffee pot. But the pick-me-up ritual is expanding past the morning hours and beyond that cup of coffee with a dash of cream and sugar. Energy products have been growing in popularity in recent years, with new items such as chocolate, chewable tablets and healthy, proteinpacked products joining the familiar energy drinks. It’s a trend Darrell Marshall is well aware of. “We’re certainly seeing people at our door asking us to provide consumers this opportunity to purchase them,” Marshall says. Marshall is the national product manager for CoreMark International, which markets to gas stations and convenience stores across Canada. “ There’s certainly the thought behind it that people want to have a healthier lifestyle, as opposed to taking the cream and the sugar (in their coffee),” he says. “Now there’s consumers out there looking for an alternative and the C-channel might be a way for them to go look for that. Where people were traditionally going to get their coffees and juices, now there’s a healthier approach to it.” Companies pitching products to Core-Mark have to show him data that the products have performed well in tests and are competing against existing products. Here’s a look at some of the energy products available at stores across Canada, from established brands expanding their lines to new products trying to stand out among the competition.

By Judy Owen

Healthier Options & Cool New Approaches to Energy Products

CONVENIENCE & CARWASH CANADA

CHEWABLE TABLETS

NEU ENERGY: Good things come in small packages. That’s what the developers of NeuEnergy tablets are banking on when it comes to consumers wanting an energy boost. Six blueberry-infused tablets come in a tube, small enough to tuck into a pocket, purse or gym bag. “We’re the only chewable format energy tablet that’s out there,” says Kathryn Stefani, national sales director for NeutriSci International Inc. “The levels of antioxidants set us apart. What we’re offering is a more natural energy supplement that’s longer lasting.” The tablets have 33 per cent less caffeine than most energy products, no sugar or calories, no high peak or crash and the energy lasts about four to five hours, she says. Its demographic right now is women aged 25 to 45 who are active, but not necessarily athletes. The company, which has Arlene Dickinson of the TV show Dragon’s Den as a “significant shareholder,” is testing a new product with high-performance athletes in pro football and hockey on both sides of the border. “What we have found is that 75 per cent of sales in the retail and convenience chains are getting their sales from the extrastrength energy drinks or other forms of supplements,” she says. “People are looking to put less caffeine in their body, less chemicals, but something they need for new energy to get them going throughout the day.” CONFECTIONARY

AWAKE Chocolate: The creator of AWAKE Chocolate believes he’s got a sweet new idea that’s hitting store shelves this summer. “The one that I am most excited about for the C and G channel is our Changemaker, which is an individual bites dispenser that retails for a suggested price of 89 cents per piece and (each bite has) the same caffeine as a half cup of coffee,” says founder and managing partner Matt Schnarr. The company tested the format and the “very positive results” were sales of 25 to 70 units per week for each store. It’s also going from a $2.49 chocolate bar to a two-bites $1.49 pack to address any price barrier.

Dark chocolate bites are being added, as well as making all its items gluten-free, says Schnarr, whose product was picked up by investor David Chilton on the Dragon’s Den TV show. The core demographic for AWAKE Chocolate remains people aged 18 to 22. Schnarr predicts companies that sell energy drinks will try to make beverages taste better, while related products such as chocolate and yogurt will offer “functional benefits” like probiotics and vitamins.

“I SEE THE CONSUMER BECOMING MORE EDUCATED ON WHAT THEY ARE DRINKING,” HE PREDICTS. “I SEE THEM BEING FINANCIALLY MORE CAREFUL AND I SEE THEM BEING MORE CANADIAN (BRAND) LOYAL.” DRINKS

ACTIVATE: One new drink’s difference starts at the top – literally. Activate has its vitamin powder sealed in a colourful cap at the top of each bottle to ensure customers have a fresh product when they pour the powder into the bottled water and give it a shake. “The idea was that anything that sits in water, after a long time it dissipates,” says Josh Silver, brand development and public relations specialist for Unique Foods (Canada) Inc. “The potency is not what it should be necessarily, or what’s expected.” Activate isn’t categorized as an energy drink, he notes, although one of its six flavours, lemon-lime, can be as it contains some caffeine. “But you do get energy from fresh vitamins,” Silver says, adding each flavour has a different effect such as one aimed at recovery after exercise. The product’s demographic is wide open, he says, noting it uses plant-derived stevia, a sugar substitute, and has no calories. The line is adding three flavours and the company is looking at a private label of flavoured sparkling water that’s low in calories. It already has a protein beverage with electrolytes called Protein2o in grape, lemon and berry flavours. “What is now happening is people are looking for these healthier alternatives – greattasting beverages, but with functionality and freshness that’s better-for-you beverages.”

JULY/ AUGUST

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Bomb energy drink may have bombed by not cutting a deal on Dragon’s Den in 2013, but cofounder John Dempsey was far from discouraged. “The entire experience furthered my drive to prove the world wrong,” he says. The now-successful, Hamilton-based company bills itself as providing a premium-tasting, citrus-flavoured drink and is planning a sugarfree product. The demographic for energy drinks is wide ranging, Dempsey says. “I see the consumer becoming more educated on what they are drinking,” he predicts. “I see them being financially more careful and I see them being more Canadian (brand) loyal.”

When Just Hemp Foods merged with Manitoba Harvest Hemp Foods last December, it offered a one-two punch to get the word out about its main ingredient. “We consider our products to be food,” says Kelly Saunderson, Manitoba Harvest’s manager of corporate and public affairs. “Hemp foods are rich in protein and omegas. Both Just Hemp Foods and Manitoba Harvest products contain simple, minimal ingredients.” Manitoba Harvest offers a healthy energy boost through its HempPro 70 water-soluble protein powder and Hemp Protein Smoothie. “The majority of people snack at least once a day and are looking for delicious and nutritious options,” Saunderson says, adding he sees plant-based, simple Canadian grown-and-made products as the two biggest trends.

DOUBLE D: The company’s name has a double D, and its energy drink label makes customers do a double take. Double D Beverage Co.’s Beaver Buzz label features an eye-catching angry beaver that’s been around for 11 years. Managing director Andrew Drayson says plans are in the works to do a Beaver Buzz Original in a black can and a “slight twist” on the classic energy drink flavour that can be merchandised in the cold and warm energy-drink section of stores. “The category is in the maturity stage now so there are lots of new flavours being added to fuel Innovation,” Drayson says.

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Millennial consumers have added a new dynamic to retail by buying “products with a cause” not to mention a growing preference to know a product’s original origin. The “bigger box is not always better” mentality has prompted more farm-direct food sourcing and even influenced recent advertising strategies in the marketplace. BUT WHAT ABOUT CONVENIENCE STORE GROCERS?

A group of British Columbia entrepreneurs aims to level the playing field some. Grasslands Natural Foods is a platform for artisan processors serving convenience foods. A product list combining small box companies who’ve invested in meeting inter-provincial standards. Products like processed meats, produce and cheese all made with a twist. A quality twist that is. Their goal is to enable customers seeking natural food options, to see them in their local convenience stores as well. WHAT A GREAT WAY TO BLEND CUSTOMER WANTS WITH RETAILERS NEEDS!

Family owned farms and businesses putting in the hard work can market their wares. From the fisherman catching west coast salmon on a fishing line to a farmer raising pork, to the family making cheese from the same cow’s milk that they care for year round. The quality of their products starts figuratively and literally from the grass roots. Dairy and meat products produced from animals eating a natural grass diet contain more vitamins, minerals and nutrients.

The hurdles in making their products available are many but as is often the case with grass-roots companies they let quality speak for itself. Processing farm grown products into retail packaged items is one of those hurdles. With no large factories on this landscape, some of these entrepreneurs have embraced broadening their field of expertise to meet CFIA standards. Mastering small scale processing allows producers to choose the ingredient list used in making their artisan products. A smart choice when the payoff is the ability to maintain the full integrity and quality that separates their products from mass produced, artificially enhanced ones. Grasslands Natural Beef offers a full disclosure ingredient list on their sliced cold cut packs. With the help of a lab a customized ingredient list that was created, additives thought to be harmful were excluded in their proprietary blends, further adding to the uniqueness. The result is a line of delectable processed meats that combine cleanly grown meat with naturally occurring spices and flavors. QUALITY TRULY HAS NOTHING TO HIDE!

It seems the Okanagan region produces more than fine wine and seasonal fruits. While there’s no exact formula for monetizing or increasing retail traffic flow, diversity remains an important point. Displaying products that describe their place of origin on the package could be helpful. For more information, visit www.GrasslandsNaturalBeef.com

JULY/ AUGUST

By Lisa Stott

Best Practices for Your Dairy Counter DAIRY COUNTER MANAGEMENT IS JUST AS IMPORTANT FOR THE CONSUMER AS IT IS FOR THE RETAILER. We need to remember that “perception is reality.” If a consumer selects a dairy product that is expired, an opinion is quickly formed about the store, and there is a good chance the consumer will never return to shop there again. This also applies to damaged product or bags that leak. The dairy section has to be clean and attractive, for consumers to shop in your stores. Assortment plays a big role. You need to understand who your customers are and what they are looking for when they visit your store. Provide them with the right product assortment to fill their needs, which will include some typical grocery items and some impulse purchases such as single serve drinks or portion-pack cheeses. Finally, retailers are sometimes challenged with making sure they optimize their dairy counter shelf space, ensuring proper order and inventory management. Several best practices can help retailers and their employees ensure the best management of dairy counters to maximize sales.

Shelf Space Flow and Management • Place impulse items at the beginning of the traffic flow. • Value added items should be placed in the centre of the fridge (at eye level), as this is the prime area. Consumers spend most of their time in this section. • Place high volume items at the bottom. This will ensure that consumers see the impulse and value added products first. • Allocate more space for products with greater sales, and less space for products with low sales. • Adapt the size of your dairy counter according to the total sales of the store. • Make sure to analyze your sales in order to optimize your product assortment while respecting your space (share of shelf) commitment with your vendor. Order Management • Order products with longer shelf life once a week instead of twice. This will minimize the risk of having products with multiple expiry dates to manage. • Regularly review and validate your order with your

CONVENIENCE & CARWASH CANADA

“scanned sales.” • Record current inventory levels by product before each order. • Adjust your orders according to upcoming promotional activity.

You need to understand who your shopper is and what he is looking for when he comes in your store.

Inventory Management • Adopt a rotating system in the cooler, and ensure personnel follow the procedure (e.g. group the same products together by dates). • Ensure expiry dates are harmonized when the same product is displayed in different locations (shelves, bunker, and other refrigerated sections). • Avoid putting the same product on two shelves (one over the other), as this will impact proper rotation (mixed date codes). • Leverage short coded products in other departments (e.g. bistro / coffee shop, ready-toeat, etc.).

• If one item is merchandised in multiple rows in a gravity rack, rotate the shortest expiry code across all rows in front of the counter first before filling the rack from the rear. • Manage restocking your dairy section based on customer traffic and sales history (fast moving items). About the author: Lisa Stott is the Trade Marketing Manager for the Proximity Retail Team at Agropur Canada. Before joining Agropur in 2012, she worked for Marketing Retail agencies providing her with strong insights into the Shopper Retail World.

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By Colleen Biondi

The

Sweet Spot

THE CANADIAN CONFECTIONERY INDUSTRY HOW SWEET IT IS! DESPITE A SHAKY ECONOMY AND MYRIAD DEMANDS AT WORK AND HOME, CANADIANS CONTINUE TO MAKE BOTH TIME AND MONEY AVAILABLE FOR THEIR SWEET INDULGENCES – TO THE TUNE OF $3 BILLION ANNUALLY, IN CHOCOLATE TREATS ALONE.

Although our commitment to candy is steadfast, our consumption preferences do change over time (remember those hard-as-rock, molasses-flavoured toffees our parents gave out at Halloweßen or the Lik-m-aids we sucked up through a straw when we were kids?) as does the industry itself. Here are some prominent trends manufacturers and distributors are noticing for 2016: • Nostalgia and the Lure of the Imported Product. Marcus Daum, Canadian country manager for Haribo, knows this first hand. The manufacturer’s iconic gummy candy, Gold-Bears, was invented 92 years ago in Bonn, Germany and it is still going strong (sales for this product will reach $1 million this year in Canada and the entire company portfolio — there are seven SKUs available — is estimated to reach almost $6 million in sales.). “It is a well-known product,” he says, as people have been enjoying it since they were young. As well, consumers appreciate the stellar reputation of long-standing, European companies (Lindt is another example; this Swedish company has been producing premier chocolate since the late 19th century).

In fact, consumers are so smitten, they will typically spend 10 to 15 per cent more on these products than on items of lesser quality. • Innovation. Notwithstanding the tried and true nature and potency of nostalgic brands, Kevin Crux knows it helps to shake it up a bit. He is the general manager for Exclusive Brands, which includes a confectionery division. Those items which have “play” value or staying power will have the edge in the marketplace, he says. Case in point: his UFO Spinner product, launching in September, glows in the dark, has a spinning lollipop and includes a small toy. He will soon be offering a Pop Rocks-like product called Shock Rocks from Turkey which will feature comic characters Shock (female) and Rock (male). Crux also just launched an adaptation to the beloved peanut butter cup. It is called MEGA LOAD PB & J and has grape jelly or strawberry jam inside. “It doesn’t take a rocket scientist to figure out what will do well,” he says. “Look at what is popular and tweak it a bit.”

CONVENIENCE & CARWASH CANADA

• Health. Wrigley has • Bang for the Buck. Products been a global leader which allow for sharability (bags in gum, mints and of gummy candy or packs of gum confectionery for or packages with several sections, over 100 years, says which is what Smarties has recently John Gladiator, vice done) are trending. As a consumer, president of sales and you feel like you are getting more marketing for the for less and sharing your treat with company’s Canadian friends becomes a social opportudivision. As a result nity. And since convenience stores of consumers looking are feeling the hit (stores attached for healthier prodto gas stations are seeing fewer ucts and to tackle a customers as they are paying at the slight decline in the pump and leaving), they apprecigum category over ate a slightly higher price point so the last few years, when the consumer does buy they Wrigley launched are spending more money. Excel Naturally • Corporate SponsorSweetened in January. ships and Social This gum uses no Media. What you artificial sweeteners, are also seeing flavours or colourin the industry ing. “Consumers will is confectionery continue to expect companies attachvariety to meet their ing themselves to changing preferences corporations. For (like gluten free and example, Haribo has low fat items),” he an exclusive candy says. And Wrigley sponsorship agreement with the is happy to comply. Toronto Blue Jays. This kind of Mind you, speaking partnership benefits the players of tried and true, (“I hope the players are eating it; Gladiator’s favourite they need the energy,” says Daum) product is Excel and the manufacturer gets the Spearmint (the Excel advertising advantage in front of brand was launched almost two million fans seasonally. in 1991). Companies are also getting on Twitter to increase product awareness – Haribo recently tweeted that if all the Gold-Bears produced in one year were laid head to toe, they’d go around the earth four times. And M&M’s account recently offered cookie recipes and flavor contests (consumers are being asked whether they would vote for honey nut, coffee nut or chili nut as the product’s next flavor sensation) and asked for special memories related to the popular chocolate discs. What is not trending? One of the measures of a smart company is to know when to discontinue a product. For example, unusual flavor combos don’t always work. Sour Mango has been discontinued at Haribo and lemon-lime ebbs and flows in popularity at Exclusive Brands (kids,

who are the buyers of novelty candy, SEEKING OUT THAT tend to like strawberry, watermelon and blue raspberry flavours, says “LITTLE PIECE OF Crux). Sugar confectionery (boiled sweets, lollipops, licorice, medicated HAPPINESS” WILL products, mints, pastilles, gums, jellies and chews, toffees, caramels MAKE LIFE JUST and nougats) declined slightly in volume terms in 2015, likely due to A BIT EASIER TO changes in demographics, including low population growth and an aging MANAGE. population. But what will not decline is Canadians’ AND THAT IS A dedication to looking after themselves, even when times are tough, maybe WONDERFUL THING. particularly when times are tough. In fact, it is said that when the economy tanks, we gravitate toward comfortfood items to make us feel better — and candy fits that bill. It is true, we may trade volume for a small amount of a really fine product, says Daum. But seeking out that “little piece of happiness” will make life just a bit easier to manage. And that is a wonderful thing.

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CONVENIENCE & CARWASH CANADA

CARWASH OPERATORS ARE ALWAYS LOOKING FOR WAYS TO PROVIDE AN IMPROVED CUSTOMER EXPERIENCE AND IMPROVE THEIR FACILITY.

THE ENTRANCE TO A CARWASH SHOULD MAKE A GOOD FIRST IMPRESSION BY BEING EASY TO USE. Take a look at the solutions the leading Carwash door manufacturers have to offer. They are knowledgeable advisors and can help you select the best Carwash door for your operation. Reach out to them to learn about the multitude of door options available. AIR LIFT DOORS

Airlift Doors, Inc. has been a leader in the commercial door business for over 30 years. We design and manufacture our products specifically for the car wash environment. Based in Minnesota, we service and install all of our own products and have improved the performance of our doors and openers for cold climates. Our network of qualified and trained distributors across the United States and Canada provide the highest quality service available to our customers. Alaska Polycarbonate Doors

The Strongest Overhead Door. Unmatched durability & life span make the Alaska Door the #1 choice of today’s car wash owners. The Alaska door can withstand 200 times the impact of a glass door while maintaining only 1/8 the weight. Our Alaska door now comes standard with clear anodized aluminum and heat sealed ends to reduce moisture inside the panels. XRS Vinyl Roll-Up Door • Low Maintenance, Corrosion Resistant, High Speed Operation • Designed specifically for the car wash environment.

Magnaglide & Powerglide Openers

It features: Direct drive openers that • Patented Strapeze ® are guaranteed not to Counterbalance System jump door cables. There • Exclusive Emergency Pull are no limits to set and the Rope opener requires very little • 34” Per Second High Speed maintenance. Includes a Operation 3 YEAR UNCONDITIONAL • Breakaway Design with WARRANTY. Automatic Reset “The Power, Speed & Reliability • Corrosion Resistant Fiberof Air Openers” Air powered Reinforced Pultruded Track openers are the ideal type of • Electric Infrared Safety Eyes opener for the corrosive and • Complete Corrosion Resistant wet car wash environment. You Hardware won’t find any other openers • VFD Control for Adjustable better suited for car wash. Speed and Smooth Operation • Unmatched Weather Seal for Harsh Climates.

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Sunshine Door

Upwardor™

The Sunshine Door was created by owner Dan Murdock 18 years ago as a solution to help a customer. That attitude of working to provide quality product and service solutions is what continues to make the Sunshine Door so great. With extra solid walls of integral aluminum and continuous polycarbonate the full width of the door, the Sunshine Door has the structural integrity to span openings as large as 30 feet. The Sunshine Door is a light weight and incredibly strong door that allows for great natural lighting into interior spaces, while still offering an insulation value somewhat like a triple pane window since the polycarbonate is triple wall and 5/8” thick. The customer is the first priority at the Sunshine Door, says Sales VP Brian Kobialka, and we always look forward to doing everything we can to make your experience with us & our products a positive experience. Also worth noting for Car Wash Owners, is that is has been said by fellow car wash owners that the “original” Sunshine Door made in Red Deer, Alberta does not freeze up in the winter, offers superior strength and durability, and can be counted on to perform which results in less downtime for the car wash operations.

Upwardor™ is a leading Canadian manufacturer of overhead doors for commercial and residential applications. Our commercial lines consist of our Thermalex® brand of polyurethane insulated commercial doors, our AL-976™ and AL-SWD™ aluminum full view doors and our Solalite™ translucent aluminum overhead door. Ideal for car wash applications, our POWAIRDOR™ pneumatic operating system coupled with the Solalite door offers a comprehensive door package engineered to withstand the most demanding conditions. This system was designed specifically for high-cycle use, in a highly-corrosive environment. Solaite’s continuous-hinge design and thermal break inhibits cold and heat transfer from the outside of the door through to the inside which makes this system extremely energy-efficient in any climate. Our residential garage door lines include the new Kanata Collection™ with a wide selection of panel designs, the premium Craft Series™ which features a taller panel design for a truly distinct look, and the pinch-resistant Stylistic® Collection. We go to great lengths to manufacture the most advanced products, specifically designed to excel in a wide variety of applications. With several international patents in place and CE-Certification Accreditation, our products incorporate leading-edge technologies and energy efficiency with trend-setting design. This makes Upwardor the first-choice for many who are looking for a door system for new builds as well as upgrades and renovations. No matter what the challenge is, Upwardor is the right choice.

Brian Kobialka, Vice President of Sales Sunshine Door Inc. Cell: (780) 722-8227 sunshinedoor-brian@outlook.com www.sunshinedoor.com Twitter: @SunshineDoor

For more information, visit our website at upwardor.com.

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

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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

By Bobby Hayes

CARDLOCK SYSTEMS DELIVER A NUMBER OF COST-SAVING ADVANTAGES AND A FEW CHALLENGES TO UNATTENDED FUEL SITES

CONVENIENCE & CARWASH CANADA

Pros and Cons of Unattended Fueling OPW Fuel Management Systems’ cardlock solutions, including the K800™ Hybrid, Petro Vend 100® and C/OPT™ fuel island terminals, Phoenix® Fuel Management Software and FSC3000™ Fuel Site Controller shown here, provide 24-7 fuel control and streamlined data reporting for unattended fuel sites.

For some Canadian fleet managers, making the leap to unattended fueling feels like putting the security of one of their most expensive assets – their fuel – in the hands of a nameless, faceless robot. But for many fuel site operators who already utilize a technology solution to authorize and track fueling, the thought of NOT having a cardlock system is the scarier scenario. In the summer of 2014, Canadian fuel prices hit their highest rates since 2008. With significant volatility plaguing the oil market, erratic fuel prices are undermining the efficacy of fuel budgets. Amid these unpredictable economic conditions, inquiries about cardlock systems that help safeguard fuel inventories are on the rise. For those operations considering unattended fueling as part of their future, here is a look at the benefits and drawbacks of hosting a cardlock system. PROS

Unattended fueling provides many benefits to private fleet managers and fuel marketers, including ¬– but certainly not limited to – lower operating costs, reduced inventory losses and maximum uptime. These benefits are made possible through a technology solution that administers authorization and tracking of fueling by an account or user basis. This is typically accomplished through the use of an authorization device, such as a card, or a keyed-in entry. This process “approves” the distribution of fuel, and then assigns it to a specific person, vehicle, department or organization. The technology also automates data recording procedures that would otherwise be handled manually by site staff, or in some very rare instances of the “honor system” that still exist at very small fuel sites, the drivers themselves. These benefits, though, only scratch the surface of the advantages that unattended fueling technologies provide to Canadian fleet managers and fuel re-sellers. Here’s a more in-depth look into the specific benefits of unattended fueling: Maximize uptime and reduce operating costs. Two of the greatest benefits of unattended fueling are the ability to enable fueling 24 hours a day, seven days a week, without having to pay retail prices or the additional expense of staffing an attendant to authorize, track and report the fleet’s fueling activities. In addition, many cardlock systems provide efficiencies beyond fuel management by integrating with other systems such as gate access systems, fleet management software and more. Private fleets that host their own unattended fuel site also eliminate inefficiencies and safety issues resulting from stops at public fuel sites. Drivers no longer need to navigate congested forecourts with oversized vehicles, nor lines of C-store customers waiting to Continued on page 41

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CONVENIENCE & CARWASH CANADA

OPW Fuel Management Systems’ K800™ Hybrid helps private fleets, such as the school transportation fleet shown here, control access to fuel and optimize the scheduling of preventive maintenance.

Cardlock systems, such as OPW’s C/ OPT™ Fuel Control System pictured here, help fleet administrators carefully manage their fuel assets by facilitating authorization of – and providing accountability for – fuel usage.

pay for their snacks and lottery tickets. In addition, automated fuel management systems reduce data errors, which creates significant bookkeeping efficiencies. Reduce misuse of fuel. Fuel is one of the largest expenses facing any fleet. Canadian fleet managers that don’t control their fuel through an automated technology solution put their costly fuel inventories at risk. Here’s why: fuel theft and abuse of fueling privileges are difficult – if not impossible – ¬to prevent and mitigate without the assistance of a cardlock system. Many fuel control systems for unattended fuel sites not only restrict access to authorized users, they validate the driver’s fuel usage. For instance, cardlock systems from Hodgkins, IL-based OPW Fuel Management Systems can be configured to require drivers to enter odometer readings each time they fuel. Administrators who configure their system to enforce mileage reasonability restrictions will help administrators flag when company resources are being misused. The ability to set quantity restrictions and to pull “exception” reports that identify fueling outside the scope of those restrictions, allow Canadian fuel managers to intervene and halt future incidents of theft. In addition, cardlock systems that are linked to an automatic tank gauge can record every drop of fuel that goes in and out of fuel storage tanks. As a result, they provide a verifiable record of deliveries, which allows site operators to substantiate shortages. Finally, because cardlock systems can integrate with gate controls, they also limit who can access the fuel site, which enhances the security of the fleet yard. Enhance other aspects of your operation through systems integration. Because many of today’s cardlock systems have the ability to integrate with other on-site systems, unattended fuel sites are able to maximize their original equipment investment. For instance, OPW’s unattended systems can push data to fleet management programs. This not only optimizes the scheduling of preventive maintenance, it provides visibility into vehicle fuel efficiency issues that may need to be corrected. By streamlining the scheduling of preventive vehicle servicing, potential problems are prevented, vehicle availability is maximized and the service life of fleet vehicles is extended. Improve bookkeeping and tighten budgets. While it may seem somewhat counter-intuitive, fleet yards that have an attendant on-site who is charged with managing access to fuel actually have less visibility into critical inventory and fuel usage data than sites that utilize a technology solution to manage fueling. Today’s cardlock systems capture a detailed amount of fuel-usage and vehicle data. The cardlocks can connect with fuel management software programs or export the data for use in accounting software to be used for bookkeeping and data analytics. The data

provides administrators much greater – and more accurate – visibility into actual consumption and vehicle performance issues. Armed with this information, a fleet manager can streamline bookkeeping procedures (imagine being able to bill individual user departments within a fleet division) and budget more accurately, in less time. Create additional revenue streams. By making the leap to unattended fueling, some operations have increased operating efficiency. For example, some sites have expanded their pool of cardlock users to include drivers from nearby fleets. This ability to re-sell fuel allows the cardlock operator to recoup some of their fuel costs. Likewise, fuel sites that join a cardlock fueling network, such as Pacific Pride or CFN, not only increase the number of vehicles that can fuel at their site, they effectively create a whole new customer base. For example, a small proprietary network of 1,000 users can expect traffic from only those 1,000 users. A 1,000-user site that joins a cardlock fueling network can expect traffic from its original 1,000 users as well as from other members of the cardlock network. This co-op approach to fleet fueling creates a win-win situation for both the original cardlock site and the network. CONS

Some Canadian fuel site operators hesitate to pursue unattended fueling due to unease about technology solutions or perceived liability issues. However, fuel management equipment manufacturers have responded by designing user-friendly systems and engineering solutions into cardlocks that address many of the liability concerns. Here are a few of the most common challenges unattended fuel sites face. Safety management is challenging. Even at fuel sites with the highest level of safeguards in place, accidents happen – either due to human error or equipment malfunctions. Unfortunately, incidents of a more malevolent nature are also not uncommon. As a result, safety management can be a challenge at Canadian unattended fuel sites. With safety and environmental incidents, time is of the essence. Without an attendant on-site to monitor fuel dispensers, all manner of hazardous incidents ¬– ranging from a major fire to a minor spill – can go unresolved. A vehicle could strike a pump or an automatic nozzle might not shut off properly, or a vengeful driver might just decide to lay a nozzle down on the ground, creating a hazardous and costly fuel spill. Fortunately, some cardlock manufacturers are engineering requisite safety training into their systems that help sites meet Canadian fire safety regulations and improve responsiveness should an incident occur. For example, cardlock systems from OPW utilize a “registered bank card” feature that will only authorize fueling for users that the system identifies as having completed training on basic safety protocols (emergency shut-off procedures, procedures for responding to a fire, etc.).

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3 TUESDAY

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O C TO B E R

CONVENTION

O C TO B E R

CONVENTION TRADE SHOW

REASONS TO ATTEND

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Some systems even facilitate the training right through the cardlock terminal itself, making drivers accountable for the information they learn during the training. Sites are not immune to criminal activity. While cardlock systems certainly deter criminal activity, they can’t eliminate it altogether. Without an attendant on-site to keep an eye out for suspicious activity or to discourage criminals from taking advantage of the unmanned site, the fuel site is vulnerable to theft and other illicit behavior. For instance, thieves have been known to break into dispensers and tamper with pulsers in order to manipulate the pump into dispensing more fuel than a cardlock system has authorized it to fuel. Other thieves go directly to the source, pulling fuel right out of the tank. Card fraudsters also take advantage of un-manned fuel sites, using them as testing grounds for stolen credit cards. It is not uncommon for credit card thieves to roll up to a fuel island terminal, swipe a handful of credit cards to see if their stolen cards will be authorized or declined. Fortunately, manufacturers are beginning to engineer preventive measures into their cardlock

equipment, such as ZIP code authentication, that help to impede fraudulent activities. In addition, card skimmers are growing increasingly sophisticated. Currently, their penetration into cardlock operations has been somewhat limited in comparison to traditional retail sites (most fraudsters can only steal fuel at participating network sites so cardlock sites are inherently less attractive to data thieves). Timely responses to equipment malfunctions can be compromised. Most fuel management equipment manufacturers engineer their cardlock devices to be as reliable and durable for as long as possible. Nevertheless, issues do arise, and this can be challenging for an unattended fuel site, where communication of an equipment problem – and a resolution – is sometimes delayed. Fortunately, cardlock manufacturers have begun to engineer solutions into their systems that help mitigate those delays by alerting site operators to maintenance issues, ranging from a pump failure to a receipt printer that is low on paper. These alerts allow maintenance technicians to overcome one of the biggest perceived

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drawbacks of unattended fueling, and address issues at unmanned sites in a prompt and efficient manner. For instance, some card networks pull statuses from the site controllers every couple of hours and look for exception reports. When the transactions are pulled, administrators can see the number of attempts to obtain fuel that ultimately failed and alert a site operator to check the equipment. In addition, some fuel site controllers will send a notification to a site operator if it detects a performance issue. These communications provide site operators visibility into the scope of the problem (is it an issue that needs to be addressed immediately, or can it wait until the next day?), help minimize site downtime, and at cardlock network sites, help maintain high levels of customer satisfaction. Invest Now to Save Money Later

When fuel prices spike, every liter of fuel – and every loonie – counts. Although unattended fuel sites bring a handful of challenges due to their un-staffed nature, they also deliver a number of cost-saving and security benefits that, for most fuel sites, outweigh

Today’s cardlock systems significantly simplify data management by streamlining bookkeeping and reporting procedures through advanced fuel management software programs such as OPW’s Phoenix® Fuel Management Software.

their shortcomings. With recent fuel prices trending lower than they were five years ago, and an uncertain economic climate ahead, forward-thinking fleet managers would be wise to weigh the pros and cons of unattended fueling in the context of their operation’s unique needs. A proactive fuel management decision now could mean the difference between a balanced budget and an unanticipated financial loss, which could impact operations or be experienced over long periods of time.

About the Author: Bobby Hayes is the Domestic Sales Manager at OPW Fuel Management Systems in Hodgkins, IL. He can be reached at (770) 605-9611 or robert.hayes@opwglobal.com. OPW is a global leader in fully integrated fluid handling, management, monitoring and control solutions for the safe and efficient handling of critical petroleumderived fluids. For more information, visit www.opwglobal.com.

What’s New

CONVENIENCE & CARWASH CANADA

D&S introduces next generation car wash system.

Vitaminwater gives Canadians a drop of sunshine with new shine and shine zero. Summer campaign continues to hydrate the hustle with local artist collaborations Toronto, June 20, 2016–Glacèau vitaminwater wants the longest day of the year to be filled with sunshine, regardless of the weather. the original enhanced water beverage has launched a new flavour in Canada, shine (also available in zero-calorie shine zero), a delicious combination of natural watermelon and pink grapefruit flavours and an excellent source of Vitamin D. “vitaminwater has always been a delicious choice for hydration with a little something extra, and our newest flavour, shine, includes a little drop of sunshine in every bottle from Vitamin D and the naturally delicious flavour of the summer, watermelon pink grapefruit,” says Angie Balian, vice-president of still beverages, Coca-Cola Ltd. Vitamin D helps in the absorption of calcium and is a nutrient in need for many Canadians. Every bottle of vitaminwater shine and shine zero is a source of calcium, plus 100% daily value of Vitamin C and 20% daily value of B-Vitamins. In addition to launching a new flavour, vitaminwater is continuing to build up its think+drink+do campaign, now in its second year. The brand is celebrating the entrepreneurial spirit by working with local artists to motivate the everyday hustle of millennials on the move. Four local visual artists collaborated on motivational posters that appear in outdoor ads in Vancouver, Calgary, Toronto and Montreal, including transit ads and an innovative twist on the standard wild posting–the art pieces are available as tear away posters for those inspired to take them home. The artists and their works will also be featured on vitaminwater canada’s instagram (@vitaminwatercanada). For more information, visit www.vitaminwatercanada.ca.

St. Louis, MO–- D&S Car Wash Equipment Company recently launched the IQ 2.0 Soft Touch during this year’s International Car Wash Association’s Car Wash Show in Nashville, TN. IQ 2.0 is the company’s next generation vehicle sizing automatic that takes clean to a whole new level. Constructed of lightweight aluminum, stainless steel and fiberglass, the IQ 2.0 is suited to fit any wash and features even more powerful technology, higher wash quality and greater efficiency. IQ 2.0 is available in a 3-brush, soft touch design or touch free version that features a new 35gpm option. D&S IQ system was introduced in 2010 and was the first in-bay automatic invented using 3-D scanning and vehicle profiling. A high-tech profile is captured during the beginning of the wash process to “map” specific details and dimensions of every vehicle being washed in the bay. The IQ will measure the height, length and width

of the vehicle and display a scan on the system’s touchscreen. Each scan is captured and stored in memory. “Rising energy prices and operating costs created a need for a more efficient car wash” stated Jerry Canfield, D&S Chief Engineer and inventor of the IQ system. “The IQ 2.0 builds upon the efficiency tradition established with the IQ platform. From its lightweight construction, low cost transport, ease of installation, simple preventative and corrective maintenance processes, to the low power electric motors driven by variable frequency drives every aspect of the design of the IQ platform is focused on efficiency” he stated. “The IQ 2.0 is an evolutionary advancement of the revolutionary IQ platform. This evolution demonstrates our dedication to quality initiatives and improvement” states Jon Jansky, President of D&S. For more information about the all-new IQ 2.0, or to view the full press release, visit www.dscarwash.com.

HoneyBar Rebrands with a New Look, New Flavours, New Packaging

OPW Develops Game-Changing Coupler Innovation

OPW Engineered Systems, part of OPW’s Fluid segment within Ottawa, ON, Canada – HoneyDover Corporation (NYSE:DOV), Bar Products is rebranding their has added the LYNX coupler to its HoneyBars snack bars with a complete line of terminal solution new brand image, new flavours and new packaging formats. The offerings. LYNX incorporates a Upin design that enables an operanew branding includes the tag tor to disassemble the coupler in a line “always & only honey”, to matter of seconds. highlight the fact that honey is the ONLY sweetener and binder “A single coupler might be responused in all HoneyBars. The sible for the transfer of millions new flavours include Quinoa & of gallons of fluid, so you want to Cranberry, Ginger Spice, Peanut shorten the service cycle as much Butter & Jam, Lemon & Sesame as possible,” said Dave Morrow, and Apple Nut. The company Director of Products for Engihas kept its bestselling original neered Systems. “With a simple flavours of Trail Mix and Sweet pull, the U-pin design enables & Salty. The new packaging conthe operator to gain access to sists of 15-bar display boxes for the internal components, perform individual bar sales and a new maintenance and quickly put the 5-bar retail carton with a window coupler back in service.” that allows consumers to see In addition to allowing fast exactly what they are purchasing. disassembly, the U-pin does not HoneyBar manufacturers a require any special tools. “LYNX HoneyBar brand snack bar line is the only coupler that gives you that is distributed in Canada, the ability to quickly take it apart and is also producer of private with just a flat-head screwdriver,” label and co-pack bars for explained Morrow. various companies in the USA, To read the full press release, or Canada and Europe. for more on OPW Engineered For more information, visit Systems, brands and products go www.honeybar.ca. to www.opw-es.com.

JULY/ AUGUST

AD INDEX

Airlift Doors ..................................................34 Bulloch Technologies ...................................43 Casa Cubana.......................................... OBC CoreMark Int’l ..........................................6, 18 Erie Brush................................................... 40 UNITI expo 2016 – An Overwhelming Success

Gourmet Chips .......................................... IBC

UNITI expo 2016, celebrated from June 14 to 16 in Stuttgart (Germany). The leading European trade fair for the retail petroleum and carwash industry covered all areas regarding the service station and carwash business on a 35,000 sqm exhibition space. Uniquely structured into - themed areas, trade visitors could find an exclusive selection of innovations, concepts and products that ensure business success. A total of 425 exhibitors from 36 countries covered 8 product and service areas: • Forecourt equipment & construction • Oil companies & fuel retailers • Carwash & carcare • Payment & Automation • Transport & logistics • Lubricants & additives • Shop & convenience • Services & media The organizers have counted more than 15,000 attendees from over 110 countries during the three exhibition days. The quality of visitors – trade visitors only – was very high according to statements from exhibitors and organizers. “Our expectations were already high before the event because we knew that we had done everything possible to make this exhibition a great success. The reality, however, has once again exceeded our expectations. I’m very happy and extremely satisfied with the result. I have received countless enthusiastic feedback from exhibitors and visitors alike. We have undoubtedly succeeded in creating an event that enriches our industry,” comments Elmar Kühn, CEO of UNITIKraftstoff GmbH, organizer of UNITI expo. For more information, or to view the complete press release, visit www.uniti-expo.de.

Gulf Carwash ..............................................44 J&J Display ............................................24, 28 Jack Cash ATM ...........................................20 MI Petro ......................................................45 NACDA .........................................................8 National Energy Equipment .........................12 North Shore Tobacco ..................................25 Oasis Carwash Systems .............................. 37 Petroleum Equipment Institute .....................42 Rothman, Benson & Hedges Inc. ................ 11 Scholtens.................................................... 33 TaTa Beverages ...........................................16 United Distribution Network ........................IFC Upwardor Inc. .............................................38 Western Refrigeration & Beverage Equipment Ltd ..........................24 WPMA .........................................................14

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