Convenience & Carwash mag may june 2016 by edge advertising

CONVENIENCE & CARWASH CANADA

MAY | JUNE 2016

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

SIX WAYS TO MAKE YOUR C-STORE GREENER COUNTING DOWN TO JUNE 1 FOR THE CS EXPO IN NEW WESTMINSTER, B.C. CAN CLIMATE CHANGE LABELING PERSUADE CONSUMERS TO USE LESS GAS? WHY CANADIANS ARE EMBRACING ELECTRONIC VEHICLES TEAM UP WITH TOP FOODSERVICE BRANDS TO BOOST PROFITS

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PLANNING FOR SEASONAL STAFF– A YEAR ROUND ACTIVITY KEEPING RETAIL FUELING SITES COMPLIANT AND COMPETITIVE D.S.L. INC. CELEBRATES 100 YEARS IN CANADA

MAY / JUNE

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This information is intended for retailers only. Displaying this information to consumers is prohibited by law. Product availability varies by province. Please consult your local legislation for compliance information.

CONVENIENCE & CARWASH CANADA

Cover Story

Industry News

Carwash, Petroleum Technology

Instore, Nutrition & HR/Staffing

15 13 49 33 Greener Stores Benefit the Environment and Attract Customers “The Liberal Government will spend $5 billion over the next five years on greening Canada’s infrastructure and another $1.75 billion over the next two years toward developing a clean economy and protecting the environment.”

Climate Change Labelling lobbying of BC Municipalities to mandate BC gas stations to help fight against climate change offers a more in-depth challenge.

Tank Monitoring Cost effective tools for today’s changing Compliance Needs

Cleaning you Softly Going the extra mile to ensure your vehicle is clean.

WCSA Report

Cash Control Control your cash, invest in a secure cash system and help thwart robberies.

Small Foot Print Store offer convenience in some of Canada’s busiest locations.

The Best Real Estate in your Store Front Counter space is your most expensive real estate – how to make it pay off.

NACDA Update NACDA announces annual Summit theme

Electric Car Update changes to the electric car industry over the past year, leaps and bounds.

The way to your customer’s heart why offering food service could have your business growing faster.

Tis the season Hiring full and part-time seasonal workers doesn’t have to be a nuisance.

Upcoming Events May 11 – 13, 2016 2016 PEI Women Conference Bourbon Orleans Hotel, New Orleans, Louisiana www.pei.org/WomenConference May 9 – 11, 2016 Int’l Carwash Association The Car Wash Show Nashville, TN www.thecarwashshow.com June 1, 2016 WCSA CS Expo 2016 Anvil Centre New Westminster, BC www.csexpo.ca

June 8 & 9, 2016 Atlantic Convenience Stores Association Maritime golf tournament Fox Creek Golf Club, Moncton, NB July 7, 2016 WCSA 7th annual Charity Golf tournament Glen Eagles G.C.C. Cochrane, AB

August 25, 2016 Atlantic Convenience Stores Association Newfoundland Charity Golf Tournament St. John’s, Nfld October 18 – 21, 2016 NACS / PEI 2016 Georgia World Congress Centre Atlanta, GA

www.nacsshow.com

November 13 – 15, 2016 Gulf Car Wash - Car Care Expo Dubai, United Arab Emirates

www.mectw.com/gulf-carwash/

What’s New

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Publisher’s Message

Where was your business 100 years ago? In this issue, we are featuring D.S.L. Inc., who are celebrating 100 years of doing business in Western Canada. We hope you enjoy this amazing story of a successful company that embodies the spirit of entrepreneurship. There are several Canadian companies who have been in business 100 years or more. What can we say about any company that has survived The Great Depression, two world wars, a computer revolution, the tech era and the ever-changing landscape of Canadian business? These companies thrived and grew throughout each decade making the necessary changes needed to keep them moving forward and allowing them to keep offering their experience and commitment to customers. For this we congratulate D.S.L. and these other Canadian companies. Here is information gathered from a host of websites celebrating these great Canadian companies throughout the past century. Nestle Canada is celebrating 150 years! As stated by President and CEO, Shelley Martin, their 150th anniversary demonstrates the commitment of their people, the strength of their products and brands and confirms their vision of sustainable business. Imperial Oil Company: Their story began in 1880 in London, Ontario, when 16 refiners created the Imperial Oil Company. In 1898 Standard Oil of New Jersey (now Exxon Mobil Corporation) acquired a majority interest in Imperial. In the 1900’s, Standard Oil of New Jersey started marketing its products under the brand name ‘Esso’, which is the phonetic pronunciation of the initials ‘S’ and ‘O’ in Standard Oil. Application for the Esso trademark was filed in 1923 and the Esso oval was introduced in the 1930’s as a sign of quality and a symbol of service. Since then the Esso name and oval have been used continuously in Canada and over 50 other countries. The Union Steamship Company of British Columbia Ltd, incorporated in 1889, served the coast extensively until the mid1950s. Together with the Black Ball Line, which dominated ferry operations in the US Puget Sound directly south (with a BC subsidiary) and the Canadian Pacific Railway’s BC Coastal Steamship Service Union served the needs of the province without major upset until the acceleration of postwar development. Leon’s was founded in 1909 by Ablan Leon. The A. Leon Company started out as a general merchandise store in the small town of Welland in Southern Ontario. The company continues to be run by the Leon family and maintains the standards of service, integrity and dedication established by Ablan Leon over 100 years ago. Scholtens Candy Co. is a family owned company whose name has been associated with candy since 1910. Best known today for its Cottage Country brand of candy nuts and trail mixes, available everywhere from coast to coast, is a fourth generation family business. In 1915 the Root Glass Company of Terre Haute, Indiana developed the winning design for the distinct bottle that is the iconic and distinct CocaCola bottle. The bottle was patented on November 16, 1915 and has since inspired a century of signature moments in film, social history, design and fine arts.In 1908 Imperial Tobacco Canada established their production facility in St. Henri district, Montreal. We look forward to seeing you at the CS Expo in New Westminster May 31 – June 1st. You can read about this event throughout this issue and find out more by visiting www. csexpo.ca. As always we encourage you to call our advertisers first should you be in need of new products and services for without the continued support of our advertisers, we would cease to be. We hope you enjoy our magazine. If you would like us to write your company’s story call us anytime; for without history we have no future.

Brenda Jane Johnstone Publisher

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 Chelsea Beyers Colleen Biondi Barbara Bowes Hope Caldwell Eva Chambers Greg Clesas Carter Hammett Bobby Hayes Tom Humphreys Lorena Mitchell Brandon Schofield Dan Storto Dr Patricia Tallman Del Williams 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

CONVENIENCE & CARWASH CANADA

Editor’s Message

An invitation to our readers – Join us at the CS Expo in New Westminster on June 1. Last year the Western Convenience Store Association (WCSA) partnered with Convenience & Carwash Canada magazine to hold the first annual CS Expo carwash and c-store event in Richmond BC. The event was as successful and unique as we envisioned it would be, with over 250 retailers in attendance. We partnered with the finest organizations in Canada who service C-store and Carwash owners and operators across the country to create a truly unique event. On June 1, 2016, the WCSA will be holding its second annual CS Expo at the Anvil Centre in New Westminster, BC. Like last year, rather than separate people through the traditional trade show booth arrangement, the Western Convenience Stores Association (WCSA) vision for the CS Expo event is one that is more open and engaging and allows retailers to compare competing products and services in a natural C-Store environment. This year retailers can take advantage of some exciting events at the CS Expo. Eva Chambers Managing Editor Facebook: www.facebook.com/convenienceandcarwashcanada Twitter: @carwash Canada

THE

06/01/2016 The Anvil Centre, New Westminster, BC

Annual Industry Networking Event

Please also join us on May 31, 2016, for cocktails and dinner at our annual Industry Networking event. Retailers can register at www.csexpo.ca. The event will take place at the Anvil Centre and will offer a preview of the event venue.

Convenience & Carwash would like to introduce you to our new advertisers. Bolthouse Farms page 29 Brigham page IFC/30 Flavor Burst Company DSL feature Franke DSL feature Henny Penny DSL feature Marley Beverages page 14 NeuEnergy page 52 Taylor United Technologies DSL feature

Keynote Speaker

Carwash Panel and Tour

Join multicultural marketing and diversity industry veteran, Bobby Sahni, as he shares perspectives, insights, and experiences on how to thrive in an increasingly diverse world – today, tomorrow and forever. Bobby Sahni is a veteran and thought- leader in the multicultural marketing and advertising industry. Bobby was the Head of Multicultural Marketing at Rogers Communications for many years and has been a pioneer in developing, executing and managing diversity and multicultural marketing initiatives for organizations including Ontario Lottery & Gaming Corporation, ICICI Bank, and the Toronto Star. Learn more about this session at: www.csexpo.ca/#speakers. You can also register at this site.

We are excited to host our first carwash panel and tour. During this session, you will hear from and meet prominent, successful car wash experts. The panel will address questions that are top of mind regarding, site selection, washing equipment, water, sound, light and marketing issues and challenges. Join us for breakfast and this panel discussion on June 1, this is your opportunity to visit one of the most beautiful car washes in the world, it just doesn’t get much better. Register for this event to reserve your spot for our exciting carwash tour at www. csexpo.ca. Look for updates about the CS Expo , before, during and after the event to stay on top of the latest trends in the Convenience and Carwash Industry. See you in New Westminster at the CS Expo .

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WCSA Report

CONVENIENCE & CARWASH CANADA

IT’S TIME FOR ACTION ON WATER RECLAIM

If you ever built anything that required getting a permit from a government entity, you have been exposed to the experience of sometimes contradictory and often confusing regulations. In the convenience and gas sector, over 800 regulations across Canada control everything from the parking lot to the storage room and emergency exit. And if your site has a car wash, you can add to the list. Historically, municipalities and water and sewer districts used impact fees to collect revenue to help offset the cost of processing wastewater. Today, many water and sewer authorities are also charging by the volume of water you take in and calculating from that your sewer discharge, and these rates are sky-rocketing. The latest technology makes it possible to reclaim and re-use the water from a car wash while avoiding the concerns posed by wastewater. However, existing regulations were created long before modern car wash technology came into play. Moreover, the authority to approve new installations is often spread across various government entities. Although many municipalities recognize the importance of sustainability, this makes it hard for car wash operators to get approvals for technology that would save them money while conserving water and protecting the environment. According to the Western Convenience Stores Association, it’s time to work for change. THE IMPORTANCE OF REPLENISHING YOUR MORNING LOTTO SUPPLY

It is good practice to reduce the stock of available lottery tickets on display during late night hours. In fact, in provinces like British Columbia, it’s required by regulations between the hours of 11pm and 6 am. However, many retailers are missing out by not replenishing their lotto in time for the morning rush. “It’s crucial that stores fully stock their display cases first thing in the morning as the average convenience store customer spends only 21 seconds at checkout” says Joss LeChasseur, Sr. Manager of Strategic Relationships for BCLC. “76% of all Scratch & Win sales are an impulse purchase, so the easiest way to drive Scratch & Win sales is to ensure that your display case is fully stocked to take advantage of the morning rush of traffic through the store, and throughout the day.” Don’t miss out! Make sure your front counter are fully stocked and ready to go when the clock strikes 6 each morning.

Take Alberta, for example. Alberta’s plumbing code generally prohibits the use of reclaimed water and requires that carwashes operate with potable water and drainage to sanitary sewer. This arises from outdated fears of contamination from comparing water reclaim to toilet bowl flushing. In realty, with modern designs the treatment of carwash reclaim water greatly improves the quality of the water, making it safe for human exposure and discharge to the environment while putting less of a burden on the local municipality for treatment. In the most progressive communities, implementing a properly designed water reclamation system can save 80-85% on water and sewer bills, AND, can qualify for rebates. In light of the importance of environmental protection to Alberta’s economic goals, NOW is a good time for Alberta to revisit its regulations and make it possible for car wash operators to play their role. That is why the WCSA plans to engage the Alberta government at various levels to bring about a modern, progressive approach to the approval process for car wash operators. Says Andrew Klukas, WCSA President, “It’s a great opportunity for the Alberta government to show environmental leadership and for the industry to provide the latest in products and services to consumers.”

Upcoming WCSA Events! CONVENIENCE STORE EXPO

ANNUAL STATE OF THE INDUSTRY

NETWORKING EVENT Rather than separate people through Please also join us on May 31, 2016 for the traditional trade show booth cocktails and dinner at our annual Industry arrangement, the Western Convenience Networking event. The event will take place Stores Association (WCSA) vision for at the Anvil Centre and will offer a preview the CS Expo event is one that is more of the Convenience Store Expo venue. The open and engaging. One that allows retailers to compare competing products first ticket is free! (Note: Associate Members may qualify for additional free tickets as and services in a natural C-Store part of their association membership). environment. Visit www.csexpo.ca or email Andrew@ This is an unbeatable opportunity to: conveniencestores.ca to register. • meet new contacts • learn about the latest products and ANNUAL GOLF TOURNAMENT services This July 7, join the WCSA at The Links of • explore new ideas Glen Eagles, Cochrane, for its 7th annual golf • attract new customers event. Check-in starts at 7:30 am and too • grow your business of is at 9 am sharp. Cost is $375 for WCSA • improve your bottom line members and $475 for non-members. For • have fun! more information or to register or sponsor Best of all, it’s free for retailers! a hole, contact Brenda Jane Johnstone Visit www.csexpo.ca or email Andrew@conveniencestores.ca to register. at 204-489-4215 or email bjjohnstone@ convenienceandcarwash.com

MAY / JUNE

THE

CS Expo Car Wash Panel and Tour

Join us for an informative car wash panel discussion followed by a tour of an outstanding car wash located in Burnaby, BC. During this session, you will hear from prominent, successful car wash experts. They will address questions regarding site selection, washing equipment, water, sound, light and marketing challenges. Wednesday, June 1, 2016 – CS Expo Anvil Centre, 777 Columbia St, New Westminster, BC 7:00 a.m. (CS Expo Lobby Area) Continental Breakfast 7:30 a.m. – 8:15 a.m. (CS Expo Lobby Area) Moderated Carwash Panel Discussion 8:30 a.m. (Departs CS Expo Lobby Area) Shine Auto Wash Tour

May 31 & June 1, 2016 The Anvil Centre 777 Columbia Street New Westminster, BC

Brad Baldwin is the Canadian Corporate Accounts Manager for Zep Vehicle Care in Canada and is based in Calgary, Alberta. Brad started in the water treatment business in Saskatchewan selling, servicing and renting equipment both for residential and commercial applications. Involved with the Canadian Carwash Association for many years, Brad sits on the Board and is the Vice President Manufacturers/ Distributors/Suppliers.

Kevin Collette serves as Vice President of Sales at Compact Tunnel Organization (CTO). Kevin oversees the distribution network for SONNY’S line of mini tunnels, as well as all sales to high volume gas station, c-store, and self-serve automatic sites. Kevin was a co-founder of Istobal USA, where he served as President and was responsible for operations in the United States and Canada.

Fred Grauer is a second generation car washer, whose family were car wash pioneers in the 1940s. Fred has been involved in all aspects of the car washing industry; manufacturing, retail operations, and distribution. Fred has written countless articles and presented various aspects of our industry to thousands of attendees and continues to provide education and counseling to the car wash industry.

Bryant Ruder is General Manager of Eureka, IL-based SoBrite Technologies. SoBrite has been involved in the Car Wash Industry since 1975. SoBrite offers a full line of water treatment equipment: SPOT-FREE (RO), water reclaim; wash and pre-rinse, reclaim odor control and water softening. Bryant has been involved in the car wash industry since 1978 and will share his expertise on how different waters affect the wash process.

CONVENIENCE & CARWASH CANADA

WCSA and Core-Mark Int’l in partnership with Convenience & Carwash Canada would like to thank our current confirmed sponsors:

CATEGO RY SPO NSO R

Category Sponsor

GOLD SPO NSO R Go l d S p onso r

SILVER SPO NSO R

BRONZ E SPO NSO R

Only sponsor logos available at the date on this printing are shown. Others will be added to CS Expo marketing materials prior to the event.

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CONVENIENCE & CARWASH CANADA

Terry O’Reilly HOST OF CBC’S UNDER THE INFLUENCE, WILL BE AT THE SUMMIT TO DELIVER HIS TALK THE POWER OF STORYTELLING,

NACDA Announces Annual Summit Theme This two-day program includes networking, education and the opportunity to celebrate the convenience industry’s finest at the Awards of Excellence and the Convenience Innovation Award ceremonies.

At this year’s National Convenience Industry Summit, program content will focus on Telling our Story and Growing our Business. As an industry, our reputation is often represented by some of the less healthy products sold in our stores. With the Senate report on Obesity in Canada suggesting taxes on sugarsweetened beverages and front-of-package labelling, among other recommendations, our industry could face new regulations. It is important we communicate the positive elements of our industry’s story; the community building, the balanced, better for your offerings, the one-stop convenience. To provide us with insights on how to better tell our story, Terry O’Reilly, host of CBC’s Under the Influence, will be at the Summit to deliver his talk The Power of Storytelling, which offers unique viewpoints on what it takes to truly connect with customers. Pulling from powerful examples of Canadian and international marketing campaigns that used storytelling in surprising and effective ways, this talk will explain how to build stories and provides the tools to start using storytelling within our industry. This year’s Summit will take place in Collingwood, Ontario at the Westin Trillium House, Blue Mountain on September 28 & 29, 2016.

Convenience Innovation Awards – The People’s Choice NACDA was pleased to display and sample the products entered for this year’s Convenience Innovation Awards at the Convenience U CARWACS show in Toronto, Ontario and Salon Dépanneurs, épiceries and cie in Montreal, Quebec. With 60 products entered, the most ever received for the program, this year’s competition is bound to be a tough one. The combined results from both trade shows will be tabulated to determine the highly coveted People’s Choice Award. The winner of the People’s Choice Award will be announced during the awards ceremony, taking place as part of the National Convenience Industry Summit. For full details on the National Convenience Industry Summit and how you can register, please visit our website at nacda.ca.

grow YOUR BUSINESS

NATIONAL CONVENIENCE INDUSTRY SUMMIT save the date don’t miss the industry event of the year Collingwood, ON Sept 28 - 29, 2016

learn

network

share YOUR IDEAS

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By Dr. Patricia Tallman

CONVENIENCE & CARWASH CANADA

BEEF & DAIRY

61%

OF GHG EMISSIONS TRANSPORTATION SECTOR 13% GHG EMISSIONS

Climate Change Labeling In 2015, Our Horizon, an Ontario-based organization, began lobbying BC municipalities to mandate gas stations to help fight against climate change. Their campaign seeks to place climate change warning labels on the handles of local gas pumps. Our Horizon’s goal is to persuade drivers to reduce greenhouse gas emissions by lowering their fuel consumption. With any type of warning labeling program, it is logical to focus initial attention on products with the most serious harmful effects. Our Horizon’s campaign, however, takes the opposite approach and hence falls short on several counts.

FOUR PEOPLE ON A PLANE PRODUCE 10-20 TIMES AS MUCH CO2 AS THOSE SAME PEOPLE DRIVING A 25 TO 50 MPG CAR THE SAME DISTANCE.

Frist, in the context of climate change, the United Nations’ most recent estimate is that the transportation sector contributes 13 percent of global greenhouse gas (GHG) emissions. This sector includes all modes of transport—cars, trains, ships, and planes—with air travel being the leader by far in terms of emissions per passenger kilometer (according to the David Suzuki Foundation). Also, Dr. Peter Kalmus, an atmospheric scientist at NASA’s Jet Propulsion Lab, recently wrote that “four people on a plane produce 10-20 times as much CO2 as those same people driving a 25 to 50 mpg car the same distance,” and that “Hour for hour, there’s no better way to

warm the planet than to fly in a plane.” If this is the case, does it not make more sense to place warning labels on plane tickets rather than gas pumps? Why not aim for a more sizeable reduction in transportation GHG emissions by targeting the air travel industry? Second, in a larger context, the transportation sector’s contribution to global GHG emissions is below that of the animal agriculture sector, pegged at a minimum of 15 percent. So why not create a labeling program for animal products? Particularly when within the animal agriculture sector, beef and dairy production accounts for 61 percent of GHG emissions. If we follow the logic

of applying warning labels by focusing on the worst offenders, packages of beef and cheese should carry dire climate change warning labels. Perhaps environmental groups, including Our Horizon, should consider lobbying for this more meaningful labeling campaign. Thus, if society is serious about reducing total GHG emissions, we should target the most egregious contributors in the most prominent sectors first, not the other way around. Third, although Our Horizon’s impetus is well intentioned, their proposed gas pump labels feature bleak images that do not direct consumers towards mitigating action but, rather simply state the ob-

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vious. In response to growing public interest, the conve- ers to thoughtfully consider their actions and choices. nience and gas retail industry developed the Smart In short, Our Horizon’s approach is penny-wise, Fueling initiative (www.smartfuelling.ca). Smart Fuel- pound-foolish. Its target is misplaced and the messaging offers a positive approach by giving drivers useful ing is not helpful in laying the foundation for significant advice on how they can reduce their impact on climate climate change mitigation. More positive and informachange if, like many people, they need to drive. tive approaches, such as those implemented by the conBut even before Our Horizon racked up repeated venience and gas retail industry, offer greater promise. flights between Ontario and BC to lobby municipalities, The relationship between fuel consumption and CO2 the Western Convenience Stores Association (WCSA) emissions is well known, but the larger GHG emissions had embarked on a strategy that holds great promise. In of air travel and the impact of our food choices on cli2013, the WCSA partnered with a Kelowna not-for-prof- mate change are not yet common knowledge, and they it society on a pilot project to explore how the industry need to be brought to the forefront. This is where a lacan participate in preventing childhood obesity. A few beling campaign would bring much needed awareness. local families were offered weekly coupons to purchase “Today, that retailer in Kelowna continues to use items identified by a dietician as “Better-For-You”. Cer- those little green footprints, because they are still maktain products were labeled with green footprints and a ing a difference,” says Mr. Klukas. Instead of creating sign was placed at the front of the store encouraging intrusive bylaws to require small businesses to do what people to “follow the footprints to healthier choices”. is ineffective, why not invite businesses to embark on Participants embraced the idea, and today such engag- initiatives with a potential to effect significant change. ing approaches to promoting healthier choices are gain- A positive and informative “Better-For-The-Earth” laing popularity. beling strategy might be surprisingly welcomed and Andrew Klukas, President of the Western Conve- effective. nience Stores Association, says, “We chose green footprints as they evoke the concept of an environmental Author: Dr. Patricia Tallman footprint and could someday be used to inform con- Environmentalist, Policy Consultant sumers of ‘Better-For-The-Earth’ options as well.” This pattallman@shaw.ca strategy was positive, informative, and invited consum-

NATURALLY

GREENER STORES BENEFIT THE ENVIRONMENT AND ATTRACT CUSTOMERS “THE LIBERAL GOVERNMENT WILL SPEND $5 BILLION over the next five years

on greening Canada’s infrastructure and another $1.75 billion over the next two years toward developing a clean economy and protecting the environment.” Source: CBC News (http://www.cbc.ca/news/politics/federal-budget-2016-green-spending-1.3502992)

What will you do to help?

In today’s environmentally focused society, businesses are encouraged and even expected to take action toward saving the environment by having greener operations. Much of the effort in the Liberal government initiative is focused on developing a greener infrastructure that aligns with the global initiatives in the area of renewable energy. However, there are other benefits to creating a greener c-store or carwash operation. Some of the incentives help reduce cost, but customers today also

look favorably upon companies that are making an effort to reduce run a “greener” operation. And having happy customers often results in increased revenue. The following short articles come from experts in the Convenience and Carwash industry in Canada. They offer advice, tips, and other valuable insight on topics that range from ways retailers can reduce energy consumption, use safer chemicals, install more efficient LED Lighting to reducing the amount of energy your coolers use.

6 BENEFITS

CONVENIENCE & CARWASH CANADA

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3 TUESDAY

WEDNESDAY

THURSDAY

friDAY

O C TO B E R

CONVENTION

O C TO B E R

CONVENTION TRADE SHOW

REASONS TO ATTEND

By Todd Lindsay, Anthony®

“Zero Energy Doors” such as the Vista Elite™ doors from Anthony require no energy to provide excellent insulation and anti-condensation capabilities. Additional advantages include lower maintenance and operational costs due to fewer anti-condensate wear parts.

Greener Cooler Doors

Benefits to Convenience Stores

In this age of social and corporate responsibility, customers expect the brands they believe in to have a social conscience to make for a more sustainable and healthier world to live in by helping prevent climate change through greener operations. Although many businesses, including convenience stores, are interested in doing their part to minimize their carbon footprints, cost proves to be a major factor. However, new technology has shortened the ROI period on sustainability improvements while providing additional benefits such as increased sales, greater profitability and enhanced product safety.

Retrofitting coolers with Vista Elite doors provides numerous benefits: Increased Profitability: A U.S. government Energy Star study found that supermarkets’ energy costs are the second highest expenditure behind labor.1 Of those energy costs, the greatest portion is for refrigeration at 56%. The study concluded that a 10% reduction in energy costs can increase net profit by as much as 16%. Although these numbers are based on the supermarket industry, similar savings can certainly be received by C-Store retailers. In addition to energy savings, decreased maintenance costs will also increase profitability. Increased Sales: Keeping refrigerated air contained in cooler cases with efficiently insulated and/or energyfree doors provides a more comfortable environment for shoppers, eliminating cold microclimates in the aisles. Customers who have a more comfortable shopping experience will lengthen their shopping dwell times within the store, increasing overall instore sales. In addition, since more products are visible, customers will buy more. Food Safety: Highly efficient coolers cases that hold perishable goods at proper temperatures more uniformly will reduce the possibility of premature product spoilage and decrease inventory waste.

Getting Green Environmentally and Financially

Reducing cooler energy usage is an excellent goal. Using newly introduced glass door technology, convenience stores can achieve greener operations while enhancing merchandising visibility for better product positioning to drive sales of higher margin products. One key new technology is Vacuum Insulated Glass (VIG) that utilizes zero energy and provides retailers with 70% energy savings over current standard door products. This offers a quick two-year ROI through an immediate reduction in utility costs. These “Zero Energy Doors” such as the Vista Elite™ doors from Anthony require no energy to provide excellent insulation and anti-condensation capabilities. Additional advantages include lower maintenance and operational costs due to fewer anti-condensate wear parts. Increased Sales Through Expanded Merchandise Visibility

Due to the unique design, these next-generation energyefficient doors also provide a much wider merchandise viewing area for superior product visibility compared to traditional doors. This results in increased sales and greater customer satisfaction through easily viewable merchandise selections.

Conclusion

While converting to greener operations may seem formidable, Anthony’s Vista Elite, Zero Energy Door not only reduces your carbon footprint but also decreases operating and maintenance costs while enhancing merchandising opportunities with panoramic viewing. Cooler doors equipped with VIG provide fast ROI, lower operating costs and a practical, cost-effective way to demonstrate corporate sustainability in a more environmentally- and sociallyconscious world.

For questions, contact us at InnovatingWhatsNext@anthonyintl.com Author: Todd Lindsay is Regional Sales Manager for Anthony, a Dover Company. For more information on Vista Elite cooler doors, please call Anthony at (800) 772-0900 or go to www.anthonyintl.com.

PART 1 COOLERS

CONVENIENCE & CARWASH CANADA

Contributed by Manitoba Hydro

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PART 2 HYDRO

Switch to LED lamps and cut your lighting bill by up to 80 per cent.

Reduce your water heating costs with a condensing water heater.

Replace worn gaskets and strip curtains to minimize energy consumption and save money on your energy bill.

A low-flow spray valve uses nearly half as much water as a standard flow valve.

Save money with energy efficient technologies

You can’t control the cost of electricity but you can reduce how much electricity you have to pay for with energy efficient technologies. Lighting

Lighting is often one of the biggest culprits in energy use. If your business currently uses incandescent or halogen lamps, you can switch to LED lamps and cut your lighting bill by up to 80 per cent. LED lamps last approximately 25 times as long as incandescents and eight times as long as halogens. That means you purchase and change out one LED lamp instead of 25 incandescents or eight halogens. Don’t forget your exterior lighting, parking lot lighting, and signage. Choose LED for long life, reduced maintenance, energy efficiency and excellent performance. Ensure that you select lighting approved for usage in the environment you’re putting it into, such as a wet environment for a carwash. Also note that enclosed and/or vapor tight fixtures need lighting rated for those fixtures or they could overheat, drastically shortening product life. Kitchen and refrigeration equipment

Maintaining existing refrigeration equipment by replacing worn gaskets and strip curtains is a simple and cost effective way to minimize energy consumption and save money on your energy bill. Should your establishment include foodservice operations, purchase ENERGY STAR® certified or high efficiency appliances to help lower energy and operating costs, improve cooking performance and reduce environmental impact.

Similarly, pre-rinse spray valves are an important part of the dishwashing process, but they can consume large quantities of water. A low-flow spray valve uses nearly half as much water as a standard flow valve, thereby reducing both water and energy consumption without compromising performance. Water heating

Car washes use a lot of hot water. Reducing your water heating costs can in turn, reduce your energy bill. Condensing water heaters can achieve thermal efficiencies up to 96 per cent by using an enhanced or secondary heat exchanger to capture residual heat from the combustion gases that would normally be vented outside. They use that additional captured heat energy to preheat the incoming cool water before it reaches the primary heat exchanger. This makes them approximately 30 per cent more efficient than regular water heaters—which can make a big difference for a car wash. Chris Brade, owner of 3-Way Esso in Roblin, Man., upgraded his standard efficiency water heaters with two high efficiency natural gas water heaters. His natural gas bills have never been lower. “Installing the high efficiency water heaters was a no brainer,” says Brade. “I’m very happy with how they perform.” Many utilities offer financial incentives or rebates to purchase more energy efficient technology. That means you can get better quality, longer lasting, cutting-edge technology for your convenience store or carwash, at a significantly lower price. Check with your local utility to find out how it can help you save money and make your business more energy efficient.

By Dan Storto, President, World Dryer Corporation

Today’s high-speed hand dryers can dry hands in as little as 10 to 12 seconds and use 88 percent less energy than traditional hand dryers.

Hand Dryers in Your C-Store Protect the Environment — and Your Wallet

When it comes to conserving natural resources and promoting sustainable practices, convenience store owners should avoid falling for the misconception that having paper towels in their restrooms is good for the environment. While it is true that paper is a renewable resource, consideration has to be given to the environmental impact of producing the paper towel as well as disposing of it once it is used. According to U.S. Environmental Protection Agency estimates, producing a single ton of paper requires 7,000 gallons of water, 360 gallons of oil, 158 million BTUs of energy and as much as two to four tons of trees. And while it is possible to make paper towels from recycled paper, they are rarely actually recycled and instead create millions of cubic feet of waste in landfills. Add to that the fact that convenience store restrooms are typically heavy traffic areas and people use, on average, 2.5 sheets of paper towels every time they dry their hands. As a result, trash receptacles can easily become overflowing with wet, germ-carrying paper towels, increasing maintenance requirements that compound the impact on the environment. The constant need to keep these restrooms tidy and sanitary not only adds to maintenance costs, it also requires the use of more cleaning chemicals which require energy to produce and can have a negative impact on environmental sustainability when used. Replacing paper towels with hand dryers may at first appear to be simply trading off one set of carbon emissions for another. But this is not the case. Over its lifetime, one hand dryer will produce three tons less CO2 than the production of the paper towels it replaces.

Today’s high-speed hand dryers can dry hands in as little as 10 to 12 seconds and use 88 percent less energy than traditional hand dryers. Many models provide on-off heating controls and three-speed motor controls so that the energy efficiency of the unit can be optimized even further if a convenience store wishes to do so. Moreover, making the decision to switch to highspeed hand dryers serves as a great example of how store owners can make a positive choice for the environment and save money doing so. At a paper towel cost of at least 2 cents per sheet a store can be paying as much as 5 cents per customer to dry their hands. Then, of course, there is the shelf space required to stock the paper towel supply coupled with the time it takes employees to restock the dispensers and clean up and dispose of the clutter paper towels leave behind, incurring additional cost when it comes to keeping that part of a store in shape. For these reasons, studies have shown automatic hand dryers can save businesses up to 99 percent in operation costs as compared to paper towels. Switching from paper towels to hand dryers is a wise and sustainable choice for convenience stores of all sizes. It is a decision that not only is good for the environment, but also good for a store’s bottom line through reduced operating costs and an improved customer experience among those visiting the store’s restroom. Dan Storto is president for Berkeley, Ill.-based World Dryer (www.worlddryer.com), a global manufacturer of energy efficient, rapid-dry hand dryers. He can be reached at dstorto@worlddryer.com.

PART 3 DRYERS

CONVENIENCE & CARWASH CANADA

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MAY / JUNE

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HOW’S YOUR CARBON – FOOTPRINT THAT IS? LED THROWS LIGHT ON THE QUESTION

Everyone has heard about damage to the Ozone layer, pollution, bad emissions and countries banding together to reduce all of these very damaging elements. So major polluting companies are now under strict emission guidelines, and more and more regulations and penalties are being instituted. But that is big company stuff so what can you do as a small business to do your part to reduce the “carbon footprint” and become environmentally and community friendly? LED Lighting technology is one of the important investments a small business can make not only to help the environment but increase their community friendly exposure as well as sales and profit. The conversion of exterior HID canopy and site lighting not only offers you, as an owner, over 70 % energy savings but eliminates an existing light source that contains mercury and lead and has to be carefully disposed of and destroyed where in the past it contributed to nasty emissions. Further to this in the past you would have as many as 4 or 5 lamp changes over the life of one LED fixture so further contribution to the problem of lamp disposal and emission. Keeping this in mind we now move to the interior of your site and the same problem is evident, fluorescent and compact fluorescent lamps being used in interior applications carry the same disposal issues as exterior lighting. So what can be done? Well, that is the easy part as now interior lighting is both economical, easy to install, eliminates maintenance and will enhance the overall view of your store. Whether you have a dropped T bar ceiling or an open deck, there are LED

CONVENIENCE & CARWASH CANADA

product solutions both in conventional and architectural designs depending on the makeup of your retail area. Furthermore, refrigerated coolers and freezers can easily be converted with LED fluorescent style tubes or Linear LED Flex product, then washrooms, storage areas, and all other rooms. Now you have completed becoming “green” and environmentally friendly. But the green and carbon considerations go even further as it is a combination of little things that add up to a lot in the long run. The fact that you have now gone all LSI LED, means you will not be buying any new replacement lamps or ballasts which are packaged in cardboard, which may get recycled but more likely burnt somewhere polluting the atmosphere. You also have now saved burning fuel to either have these items delivered or you drive to pick them up which means a round trip for someone is eliminated. Then there is the manufacturer’s side of things as the carbon savings just keep coming and in a rather significant way. Due to the small, slim size and weight of LED products we can ship from 2 to 4 fixtures in one smaller box which means, less cardboard and weight, burning less fuel. Now, this may not sound like much but the people that calculate country carbon footprints take all the little things I just mentioned above and extrapolate these numbers times millions. This results in the reduction of literally tons of carbon not being released into our atmosphere. So take pride in what you have done as you are a little piece of something solving a much larger problem in your community, your province, and your country. Now let’s take a look at the benefits to you for your contribution to making the world a better place and being environmentally friendly in your community. Your exterior canopy area and overall site are now

PART 4 LIGHTING

By Dave Bowen, WebCo Lighting

MAY / JUNE

PART 4 LIGHTING

Conversion of site lighting not only offers you, as an owner, over 70% energy savings but eliminates an existing light source that contains mercury and lead

Refrigerated coolers and freezers can easily be converted with LED fluorescent style tubes or Linear LED Flex product,

brightly lit it is now an inviting site to come in and gas up. As well there is a certain amount of safety attached to a clean, bright site which will increase traffic flow. In fact, statistics show there are a large per cent of sales and professional people that are on the road now that are female, and they will only go into a bright, safe site so it may as well be yours! This same scenario would apply to sites that have carwashes and for all the same reasons as just discussed on your site. Customers do not like nor will they enter a dark, dingy carwash tunnel at night or even in the daytime for that matter. This is one of the key reasons you now see new carwashes that are end to end, floor to ceiling glass windows. So it is impera-

tive that this carwash is bright and safe which only LED lighting can do on a consistent basis. Your profit centre is your retail store and making your store appear welcoming should be your main concern. Being “green” is an added bonus. How many times have you driven by a dimly lit convenience store and assumed that it is closed? You want your site to be brightly lit, inviting and sparkling clean. This environment gives your customers the appearance of a safe and clean location and enhances your site’s roadside appeal. So, after you complete your LED light updates you can be proud of your Carbon Footprint and feel satisfied that you are making an environmental contribution. No matter how small your change is, in the larger scale, it means a lot!

Carwashes are perfect for a solar thermal application, as they use more heat energy during the February to October time frame vs. the low light times from November to January.

Reduce Carwash Costs with Solar and Solar Thermal

Business owners need to lower their primary costs to stay competitive in todayâ&#x20AC;&#x2122;s market. The Economy, of course, plays a huge roll in this as rising costs for almost everything from power to import goods have put the pressure on our everyday costs to do business. Carwashes are perfect for a solar thermal application, as they use more heat energy during the February to October time frame vs. the low light times from November to January. Solar thermal produces more heat during these times of the year, maximizing the natural harvest from the sun. One of the problems in the residential use of solar thermal is we have a lot of extra heat that needs to go somewhere in the summer if the customer does not have a pool to sink it into or the tubes need to have covers put on some of them to reduce the amount of heat created. Carwashes use this heat and therefore are perfect for using solar thermal technology. How much heat does solar thermal produce? The heat produced varies at every point in the year depending on the amount day light hours. I read somewhere that more people clean their cars on sunny days, which is a bonus for carwashes using solar thermal to heat the water. Also, you do not need large storage tanks to hold the hot water you have created as this used pretty consistently on sunny days. You can also use the second loop from the dual coil storage tank to heat the main building in the winter when your car-

wash is less active. In June, a 10 manifold, 30 tubes each manifold system can produce 75,000 BTU per hour in peak and all different amounts in early and late day. In June, that can be 450,000 BTU and in December drops to 165000 BTU. In most cases this would give you an ROI of less than 5 years across Canada. Typical warranties on a system like this range from 5 years to 10 years. Primary cost can be different depending on the location, and the ROI is dependent on the cost of the energy we are displacing. Leasing options for business owners across Canada have increased in this industry so you can now lease to own which is a 100% write off. Solar PV for producing electricity to power the system is another great option this can be done with Micro inverters to have a 25-year warranty with very little maintenance you can offset the power needed to run your solar thermal system. Some owners are now opting for battery backup as the power to run the system is much less than conventional systems so even in a power outage you can keep your carwash, tills and internet and even you gas pumps going! Author: Lorena Mitchell is President of Evolve Green in Marchand, Manitoba and can be reached at: 1-866-538-6583 EXT 4 www.EvolveGreen.CA Leader in Commercial, Repairable, LED lighting and Renewable Energy systems. EvolveGreen.CA for Canadian Tough and Rugged environments!

PART 5 solar

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

By Lorena Mitchell, Evolve Green

MAY / JUNE

PART 6 CHEMICAL

Assure® concentrated chemistries from Zep Vehicle Care feature smaller, recyclable packaging.

The PurWater™ Recovery System treats water previously used in the wash cycle to reuse again.

When looking for ways to enhance your environmental footprint, don’t forget about your carwash. Significant strides can be taken to maximize your business potential while protecting the environment by considering the total impact of your chemistry and water usage within your carwash. Chemistry

Carwash products don’t have to be harmful to the environment to effectively clean vehicles. Today’s advanced chemistries are designed to deliver a clean, well-protected, and shiny vehicle while minimizing the impact on our environment. Environmentally responsible carwash products do not use ingredients that are toxic in the environment. These formulations use raw materials from renewable sources and are designed to eliminate the release of specific compounds into the air and water, meeting the strictest regulatory standards across North America. In addition, these chemistries do not contain APE and NPE surfactants, and are phosphate free. Today’s concentrated chemistries can provide additional sustainability benefits. Newer concentrated chemistries come in smaller, recyclable packing that can reduce your transportation carbon footprint while maximizing the numbers of cars washed per

container. This smaller packaging also eliminates large, heavy drums and their removal. If you are not using concentrated chemistries, be sure to utilize a drum recycling program. Proper chemistry usage and application methods will further minimize waste. Precision dispensing systems allow you to dial in your chemistry usage with consistent and controlled chemical dosage to ensure you are not wasting water or chemistry with each application. Lastly, superior performing chemistries means using less water to wash a vehicle since newer technology in cleaning agents and polymers provide better soil penetrating and loosening capabilities. Not only is this good for the environment but it also provides better satisfaction for your customers. Water

Among the most critical natural resource issues today is the availability of and access to fresh water. For a convenience store with a carwash, that means water is becoming more expensive and more regulation is being implemented to conserve this important natural resource. Reducing and recycling water use within your carwash is essential to decrease escalating water and sewer costs and meet increasing legislation. With

By Chelsea Beyer

CONVENIENCE & CARWASH CANADA

years. However, a carwash that markets their conservation and reclamation efforts and emphasizes the benefits to the environment can gain positive community appeal and publicity. Onsite signage throughout your carwash and store can help drive awareness of your sustainability efforts as a competitive difference and educate your customers about the benefits that a professional car wash can have on the environment.

CHEMICAL

technology in today’s advanced reclaim systems, your carwash can be both environmentally friendly and save your business thousands of dollars each year. Water reclamation systems treat water previously used in the wash cycle to reuse again. At a minimum, a reclaim system separates grit, oils and greases from water before being reused in the carwash. However, better reclaim systems can also provide additional treatment processes such as fine particle filtration, oxidation and deodorization. Additionally, these systems reduce the components within effluents that are often regulated by local municipalities. Using environmentally responsible reclaim compatible chemistry with your reclaim system, will provide better cleaning results and sustainability. With water and sewer rates increasing 5 to 20 per cent per year in many cities, a reclaim system is critical to reducing your water and sewer costs. In fact, a reclaim system can reduce water and sewer costs by as much as 85 per cent, and it is not uncommon to see a reduction in impact fees of 50 to 90 per cent. The highly visible use of water in commercial car washes has raised consumer scrutiny in recent

Author: Chelsea Beyer is Zep Vehicle Care’s Sr. Vice President of Sales and Service.

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CONCLUSION

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“You can have a big impact on moving us all toward a greener future in the individual choices you make each day.” David Suzuki Source: David Suzuki. http://www.davidsuzuki.org/what-you-can-do/reduceyour-carbon-footprint/four-places-to-cut-your-carbon/ All of the contributors to our this articler have provided valuable tips and information about what you can do to reduce the carbon footprint for your CStore or Carwash operation. They have shown us ways that being “greener” can also be more cost effective, safer, and most of all, more inviting for customers. Reach out to them for more information about these topics. They are a valuable resource to you.

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CONVENIENCE & CARWASH CANADA

Electric Vehicles in Canada The Landscape is Changing WHAT A DIFFERENCE A YEAR MAKES. IN THE SPRING OF 2015, THERE WERE 11,000 ELECTRIC VEHICLES (EVS) REGISTERED TO CANADIAN OWNERS. By year’s end, that number had grown to 18,451 (Nunavut is the only territory which has not registered one vehicle). What is causing this change? There are two main reasons, says Mike Elwood, president and coo of Sun Country Integrated, a Canadian company which supplies a wide range of services and products to the EV industry. First, it is those millennials. They are demanding solutions to our climate quagmire such as reducing greenhouse gases and moving to a low-carbon economy. One of the key ways of doing that is to switch from gas-guzzling automobiles to EVs. Then there is incentivization. In its recent budget, the Canadian government pledged $62.5 million to support infrastructure for alternative transportation fuels. Electricity storage technologies and EV charging stations are now also eligible for accelerated capital cost allowances. Add in some provincial perks (Ontario has revised its Electric Vehicles Incentive Program (EVIP) this year, boosting financial incentives for purchases of EVs, for buying and installing chargers for home and/or business use, for using vehicles with five or more seats and with larger battery capacities; British Columbia just announced an incentive program for multi-unit owners to buy and install level two stations at their residences, where 75 per cent of the cost of purchase and installation will be covered up to $4,500) and you have big-bucks reasons to embrace the industry.

Drivers also love plugging in – free. That might change, admits Elwood, but for now 99 per cent of venues offer electricity at no charge.

There were 3,500 publicallyaccessible level two and level three charging stations across the country at the end of 2015, up from 1,850 in 2014.

“ It is a beautiful thing,” says Elwood. At his company, he is seeing the growth in interest and demand first hand. A few years ago, a client might ask for one charger for a convenience store; now Elwood is fielding calls from clients who want to install dozens in housing developments. He estimates he is getting 20 per cent more calls about EV products than he did one year ago. He describes 2005 to 2015 as a “nascent” period for the industry, but anticipates exponential growth in the next 10 years. Elwood provides deliverables (networked and nonnetworked charging stations, 30-amp chargers and 100-amp chargers, level two and level three charging stations and cable management systems, for example) to a diverse group of Canadian clients (hotels, convenience stores, car washes, Tesla programs) and works with industry groups to make this happen. Every solution is targeted to the unique needs of customers, he says. And those customers are happy. Charging stations (ranging from approximately $800 for a single-head, non-networked product to $3,000 or more for a fullynetworked one) work well, are low maintenance and are more accessible — there were 3,500 publicallyaccessible level two and level three charging stations across the country at the end of 2015, up from 1,850 in 2014. Drivers also love plugging in. They are doing their bit for the environment and the price is right – free (that might change, admits Elwood, but for now 99 per cent of venues offer electricity at no charge). Plus, with EVs, there is no need for an oil change or a timeconsuming tune-up. In addition, operating costs are also lower. Elwood’s on-the-ground experience is supported by other researchers and industry groups. Euromonitor International, for example, points to increased growth in the industry (after a slight dip in the U.S. in 2015) due to a variety of factors including improved charging infrastructure development and new models entering the marketplace (successors to the two most popular plug-in EVs, the Volt and Leaf, for example). Further, lower costs for these vehicles – due to economies of scale, supply chain optimization, increased automation and domestic production

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– will be attractive to consumers. And, of course, regulatory pressure will continue to encourage vehicle manufacturers and partners to investigate ways to create modes of transportation that are light on the footprint. And it is clear that Canada is viewed as a leader in the field. In June, Montreal will host the 29th annual World Electric Vehicle Symposium and Exhibition to discuss technologies, infrastructure, policy, market development and deployment and vehicle systems. Attendees will be able to test vehicles onsite thanks to a “Ride, Drive and Charge” segment. Montreal also launched Canada’s first allelectric taxi service, Teo, in 2015. If this is the case, why are we not fully embracing EVs? Change is difficult and disruptive, explains Elwood. After all, look how long it took for computers and email to catch on broadly. And industry trackers do point to factors like low oil prices, a history of unreliable EV infrastructure, greater depreciation of EVs

relative to regular vehicles, limited driving ranges and integrating environmentally-friendly turbochargers into mainstream vehicle lines as challenges to overcome. Plus, although U.S. studies have shown that level one (120 volts) and level two (240 volts) charging stations have been profitable to commercial owners and operators (depending on location and usage), level three products (called fast chargers and injecting between 480 and 600 volts) are slower to do so. But Elwood and others in the business are committed to seeing the transportation industry shift gears, with more attention paid to efficiency, safety and health. With that in mind, Sun Country is now working with their partners to create chargers which will last longer and to make technology more “intelligent” so that electricity is accessed more efficiently. The company will work closely with utility groups and welcome any new players who come to the table. Indeed, the EV landscape is changing in Canada, and Elwood is looking forward to future developments. He is also proud that this is a collaborative industry, where partners work together to find robust solutions. “The status quo is our competition,” he explains. “Not one another.”

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2016 is an important year for DSL. Not only is it the centennial year of our company, but a time to reflect on the past 100 years and look toward the future. As we unveil a new website, a new logo, and continue to grow our product offerings, it is important to look back at our heritage to really understand where we are going. DSL got its start in 1916 on the bustling prairies of Western Canada. At the time, DSL was a dairy supply company offering a humble lineup of brushes, pails, milk stools and other dairy products. As Western Canada grew and evolved, so too did the little dairy supply company with the motto of selling “everything but the cow.” A lot can change in 100 years and DSL is no exception. Today, we are in the business of providing life’s simple pleasures. The smile on a child’s face while holding an ice cream on a hot summer day. The mom who gets a moment to herself as her kids bite into some burgers. The smell of a hot specialty coffee on a cold November morning. Together with our brand partners Taylor, Henny Penny, and Franke, we provide food service solutions to Western Canada. What hasn’t changed since 1916 is DSL’s commitment to serving you. Not just in the equipment we sell, but with the service expertise to ensure the equipment you rely on is always up, and always on. We’re only as successful as our customers. After-sales support, training, and maintenance programs are just some of the ways we ensure your business is able to serve up those simple pleasures in life. New technologies make us faster and more efficient, but nothing can replace the caring, smart, smiling service person. The founders of DSL understood that, and it is our responsibility to carry on that legacy today. Our commitment to our customers is what got DSL to 100 years, and it is what will carry us through the next century. Thank you to our customers, world-class brand partners, and past, present, and future staff. It is no small feat for a company to reach 100 years. We couldn’t have done it without you. DSL, Now Serving You.

Steve Rice Chief Financial and Operating Officer

By Angela Altass For DSL Ltd. 2016 marks 100 years of creating life’s simple pleasures. The company tagline, Now Serving You, is demonstrated in DSL’s commitment to bringing food service solutions to quick service restaurants, convenience stores, grocery stores, and independent businesses. “We are in the business of slush, ice cream, specialty coffee, and fried chicken,” says Troy Bannerholt, strategic account manager with DSL. “We do what we do to give our end users that magical experience when they have an ice cream, frozen yogurt or cappuccino from our machines. We momentarily turn grown adults into children for the short time they are enjoying one of our simple pleasures.”

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As Western Canada’s premier supplier of Taylor, Henny Penny, Flavor Burst and Franke equipment, DSL Inc. has established long-standing relationships with well-known companies such as McDonalds, Wendy’s, A&W, 7-Eleven and Mac’s Convenience Stores. It also services grocery store chains such as Sobeys and Superstore.

A Humble Beginning: Early 20th Century DSL’s storied history starts with Robert Morris, an engineer attracted to the pioneer spirit and vibrant growth of Western Canada. Robert came to Edmonton from the US as an engineer working on the construction of the High Level Bridge. Morris found himself unable to work after suffering an injury that prohibited him from doing physical labour. Inspired once again by the expansion of his prairie surroundings, Robert noticed the dairies of Alberta were in need of an equipment supplier. This need led Robert to incorporate Alberta Dairy Supplies Limited in 1916. To start a business required funds beyond those of an out-of-work construction engineer, so Alberta Dairy Supplies recruited prominent Edmonton businessmen to invest in return for shares. Dr. Norman Terwillegar and Senator James McKinnon were among those early stakeholders with faith in Robert Morris and his humble business. With the funds to begin supplying dairy products, Alberta Dairy Supplies was in business, operating from a modest lean-to wooden shack across the street from the historic Hotel Macdonald. When Alberta Dairy Supplies was founded in 1916, milk was delivered by farmers and poured into glass jars from big canisters on the back of horse drawn wagons. Alberta Dairy Supplies Limited offered products like milk stools, pails, milk cans, hand separators, wooden churns, parchment paper for wrapping butter, brushes and soap. As the dairy industry evolved, products expanded to include vat pasteurizers, surface coolers, milk bottles, barn paint, milk strainers, coveralls, boots, barn fittings, testing equipment, chemicals and more.

The continued growth of the business and expansion of the product line earned the company its motto, “Everything but the Cow.” The Great Depression and WWII Despite difficult economic times, Alberta Dairy Supplies expanded into Saskatchewan and Manitoba during the depression of the late 1920s and 1930s. After expanding into British Columbia in the 1930s, the company name changed to Dairy Supplies Limited to reflect its now expanded territory.

dairy were able to buy supplies cheaper than Dairy Supplies Limited could. During this period of intense change in the dairy industry, Taylor products were being targeted at a new market. A new restaurant chain named McDonalds, based out of California, was beginning to revolutionize the food industry. Taylor saw potential in the rapidly expanding restaurant as well as the emergence of the convenience store, pioneered by brands such as 7-Eleven, and Mac’s Milk Stores (now Mac’s Convenience Stores).

After WWII After the post-war boom, general manager George Ross sought help running the business. George approached Pete Rice, an Edmonton accountant with an eye on the numbers, in the mid-1950s. In 1957, George and Pete were approached by John Kappus to become a dealer for Taylor Soft Serve Freezers, manufactured in Rockton, Illinois. The Taylor line, which allowed dairy shops to turn milk into hard or soft ice cream, was at first seen as a novelty item. Dairy Supplies Limited wasn’t expecting great results from the product, but as the company selling “Everything but the Cow,” they agreed to become a Taylor distributor.

In the 1950’s, George Ross visited New Zealand and brought back a new milking bar concept and in the mid 1950’s, Dairy Supplies Limited became a distributor for Chore Boy Milking Systems. 1960s: Everything Changes The 1960s brought major changes to the dairy industry in Western Canada. Independent dairies were disappearing and dairy producers began to consolidate as a result of the development of the transportation industry, improved technology, and fierce competition. Dairy was now being produced in one centre and transported, rather than being produced locally. These new mega-producers of

McDonald’s 1950’s

CONGRATULATIONS

DSL, Inc. Achieving Your

100th Year Anniversary

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Dairy Supplies Limited had found itself at a difficult crossroads; stay the course in the shrinking dairy industry, or chart a new path serving restaurants and convenience stores. At the time, Jim Ross, George’s son, was poised to take the company reigns. Along with Pete Rice, Jim decided to follow the restaurant and convenience store route and began developing the company’s foodservice equipment department while releasing a producer’s catalogue. “Producer is a word for farmer,” explains Jim Ross. “Sales reps would mail in their orders every night except Thursday because they would be home for the Saturday morning sales meeting. We worked six days a week.” When he started working full time in 1967, Jim Ross was already very familiar with the company as he had spent time there as a child accompanying his father George. His grandfather, James, had also worked with the company as manager of the Winnipeg branch. As the third generation to work with DSL, Jim has now passed the baton to his son Mike, who is president of DSL Northwest, which operates out of the Pacific Northwest in the United States.

1970s: DSL Partners with Henny Penny Dairy Supplies Limited became a distributor for Henny Penny cooking equipment in 1979. At this time, Pete Rice was the company president and along with Jim Ross, continued to guide the company down the path of becoming a leading food equipment distributor. 1976 saw the addition of Pete’s son, Steve Rice to DSL, and the company hired its first technician in 1977. Steve Rice is now Principal and CEO and remembers working in the warehouse at DSL right out of high school, when the company was still more focused on the dairy side of the business.

“I started coming down as a kid, probably about eight years old, to sweep floors and my dad made me feel important,” says Ross. “When I was 12 or 13, my dad bought me some tools that I carried in a little fishing box. My job was to clean the used milking machines that were taken in on trade and make them all nice and paint them so they could be re-sold. I don’t remember what I got paid, maybe a dollar and it came out of my dad’s pocket. Then when I was 14, I would go out on installations. When I was 16 I had a driver’s license and my dad let me go out on the road selling and installing milking machines, barn cleaners, and farm equipment.” Ross also remembers his family hosting customers at the family home. “My father would have customers from out of town come over for supper and stay the evening and that’s how I thought business was done,” recalls Ross. “Also suppliers would come from way out in Toronto and Chicago and rather than go out to a restaurant, they were invited home because they were good friends.” I

“I could talk all day about DSL,” says Rice. “I’ve worked in every faction of the company over the years: warehouse, sales, service and accounting. I came into the business at the time of its big transition from serving the dairy industry into more of a foodservice equipment supplier. I’ve worked here for most of my life and it’s been great.” Relationships are the key to DSL’s success throughout the years, says Mike Wilson, Principal, DSL. “We have long seeded relationships with major customers,” says Wilson. “We have a lot of history. I think the biggest event that I recall is when Steve Rice, Rob Ryder and myself bought out the ownership of the company and started to tweak it and grow it to where it is today. Each of us saw opportunities and each of us had our own strengths. We used to be an equipment sales company and we had a service department just to support the start up of equipment and keep it running. The difference in today’s model is the equipment is still a main focus but service has become just as important.”

Panaro remembers when the small dairies, cheese plants and creameries were being bought up by larger companies or going out of business and how that impacted DSL’s business. “It was change or be changed,” he recalls. “We changed our focus to the convenience stores, quick service restaurants and soft ice cream operators and never, ever looked back.” 1980s, 90s and Now: Where DSL is Today It was in the 1980s that DSL made a conscious decision to get into the service business and today service makes up over half of the company’s business. Jim Ross recalls the decade of change in the company.

Those business relationships have stayed through many different people over the years, always working towards mutual success, which is both rewarding and enjoyable, says Rice. “When I began my DSL career in 1978, it was during simpler times,” recalls Dan Panaro, business development manager, Manitoba and Saskatchewan. “One communicated by face to face conversations, landline telephone or Telex. Often, when I sold a machine, I loaded it from our branch’s stock onto our pickup truck and installed it in our customer’s location.”

Mac’s Convenience Store with new Froster Program

Fire destroys the DSL head office at 14520-128 Avenue in Edmonton in June 1987.

“In the 80s, we started our service department and that’s what really grew the business,” he says. “Two things are really key: service and computers. We didn’t have either of those when my dad was with the company.” “It’s been quite an evolution,” notes Steve Rice. “The service side first started as just something you had to do and was almost a necessary evil. If you were selling equipment you needed to be able to service it.”

recalls how everyone rallied together at the time of the fire. “We were all standing there looking at the charred remains of our workplace, which was also our main headquarters,” he states. “I remember how difficult that was but then later that day we were working out of a leased space with people sitting on the floor because we didn’t have chairs or desks or anything but we were back in business. It showed the tenacity of that group, how everyone bounced back. I was a sales rep at that time. The leadership set up two warehouses across the street from each other and walked across the road every day for about two years while they rebuilt. All the branches were shipping inventory to us and giving us all the support we needed.” Talking with those who work at DSL today, there is an ever present sense of company pride and loyalty. When Don Neillings, customer service supervisor and parts specialist, joined the company in 1988, Dairy Supplies Limited had branches in most major cities in Western Canada.

DSL’s head office at 14520-128 Avenue in Edmonton burned to the ground in June 1987. Within one week following the fire, the company was fully operational in a temporary office. Rob Ryder, former President,

“Back then I found it strange that they still sold some products to the dairy industries like cow feed and milk line piping,” he recalls.

“Our busiest customer at the time was the convenience store industry.”

One of Neillings memories over the years of working with DSL shows how co-workers care for each other within the company.

Neillings recalls how DSL considered itself a one stop shop at the time.

“You name it, we quoted it from walk-in coolers, reach-in coolers/freezers to product shelving and counters,” says Neillings. “Any kind of hot stuff like coffee and hot chocolate machines, to hot dog rolling equipment and popcorn machines. Then there were our cold and wet products like fountain drink with ice machines to our ever popular Taylor brand slush machine. We delivered, installed and set up all our products and equipment. So when I was hired as a shipper/ receiver it was not quite the job I was thinking it would be as I was out there also installing and learning the convenience store business and have loved it ever since.”

“I was delivering an 850 pound ice cream machine on an old 3/4-ton truck with an old lift gate,” he recalls. “As my co-worker was rolling the unit onto the lift he over pushed the unit over the tailgate and as I was trying to get out of the way I tripped backwards on a curb and the machine fell onto me and broke my knee. My co-worker jumped off the truck and with all his adrenalin lifted the 850 pound unit up so I could get out from under it. Needless to say, we got a new delivery truck.” Teamwork and the ability to adapt to different conditions have helped with DSL’s success, says Charmaine Champagne, controller. Starting with the company in 1989 as a junior accountant fresh out of college, Champagne has worked in various roles throughout the years, including branch administrator, IT administrator, leasing manager, outside sales and controller. “I am proud to work for a company that’s a century old,” comments Champagne. “It’s inspiring to see a business adapt and grow and survive to be 100 years old.” In 1989 David Chieh applied for a job at DSL and he has worked there ever since.

“I landed as an immigrant in Canada in June of 1989,” says senior technician Chieh. “I started as a warehouse helper and two weeks later, I was lucky enough to be offered to work out in the field as a service technician and I am happy to be in this role today.” When Chieh started with DSL, it was a small office, he says.

“DSL had its own warehouse at Rupert Square, Vancouver,” he recalls. “There were three office staff, one partsman, two journeymen, two apprentices and three salesmen. Because of the small size, it felt like a family to me. Until the mid 1990s, our DSL Vancouver branch was the only office taking care of all customers in the province of British Columbia and there was a regular requirement to travel to service customers who were out of town. For example, there were times when I drove 22 1/2 hours from Vancouver to Fort Nelson to set up a gas station with c-store and a restaurant to equip with DSL products. Today, there is staff in Prince George, Kamloops, Vancouver Island and the Okanagan.” Chieh has a fond memory of being sent by DSL to the 2000 Summer Olympics in Sydney, Australia to look after Taylor products at the McDonald’s restaurant.

DSL Vancouver staff 1997

“I had the opportunity to meet technicians and Taylor engineers from other countries with whom I shared work experiences and knowledge,” says Chieh. “I also had the opportunity to go to Germany in 2014 for training on combi ovens with five other fellow workers from Kamloops and different branches.” In the 1990s, the company name changed to DSL Ltd. and centralized inventory, management and financial at its Edmonton office. The branches became sales and service offices, and the company continued to grow. Darrin Gillrie, director of field service, Southern Alberta, joined DSL in 2011 and can attest to the growth of the company during the time. DSL Calgary Staff

“With a field service team that went from 60 techs five years ago, with two service managers, to 75 technicians today and five managers, it’s clear that we feel pretty good about our customer base and our represented equipment lines,” says Gillrie. “Customer service expectations continue to evolve. Keeping up

with expectations in an environment where our competitors are always claiming to be cheaper means that DSL has had to work hard to constantly provide value. We are heavily focused on innovation and technology and we are not afraid to take a step back and rearrange if it means improving customer service.” With the tremendous growth experienced over the past five years, DSL has taken big strides in improving technology so that it can offer its customers better service, says Reeve Bunn, Director of Service, Northern Alberta.

their customers but they are also not making money from the machine and they still have to pay their bills. The staff understands that when something goes wrong, it has to be fixed quickly because it’s money and profits and that’s important to the customer.” It is a credit to the ownership over the years that the company has kept moving for 100 years, says Sparrow.

Hart Levine, Chief Financial and Operating Officer, has recently spearheaded a massive technology overhaul at DSL. “I came into the company in 2013 and one of my biggest responsibilities was to work closely with the team and understand what we needed to do to move the company forward,” says Levine. “New technology was identified as the catalyst early on and in February 2015 we went live with new software. We are constantly striving to improve our service to customers and that’s the reason we made the multi-million-dollar investment in technology to serve our customers better, faster and more efficiently.” Being responsive and available to customers 24/7 has been important to DSL’s success says Vice President Dave Malay, adding that their business isn’t always hit by the tough economic times that can affect other industries. “The oil industry doesn’t change ours much,” he says. “Some of our best years were during the recession of 2008/09. People were still going out to eat at quick service restaurants.” While DSL has always maintained a serious approach to business, the staff and management also know how to have fun. “The staff at DSL really understand that there’s a fun side to the business but it’s also a critical point business,” says Brad Sparrow, former President DSL. “When a customer’s ice cream machine isn’t working, not only can’t they satisfy

One of many group outings with DSL staff.

To keep the business going from generation to generation is something special,” he says. “I think one of the keys to DSL’s success is the people. I came in to the organization in 2013 to lead it through a strategic planning review of the company, the people, the processes and the technologies and I completed that assignment recently, in 2016.”

Looking Toward the Future The most recent addition to the DSL product line, Franke Automatic Coffee machines, has seen great success with adoption in espresso bars, restaurants and corporate lunchrooms. “DSL enjoys a well deserved respect among their customers and peers,”says Greg Alford, business development manager, Franke Coffee Systems. “Their deep understanding of their customers’ needs and their ability to meet them in every region, rural or urban, is what sets them apart and has made them the quality leader throughtout Western Canada. DSL may be 100 years old but they have used every one of those years for continuous innovation, leveraging the most advanced technical knkowledge and management technology that exist in the industry.”

The most important consistent factor at DSL has been leadership at the ownership level, says Grant Banks, vice president of sales. “DSL follows its directive to be a customer focused organization first and foremost,” he says. “This has been accomplished using a business model that embraces the founding principle of obtaining exclusive distribution rights for best in class, quality foodservice equipment in Western Canada. While the equipment DSL distributes is second to none in the foodservice industry in terms of quality, our primary key to success has been achieved by building value into programs developed by DSL sales and service teams through ongoing consultation with our customers. We have also developed preventative maintenance programs for our equipment that allows our customers to avoid costly downtime.” DSL knows what their customers’ needs are and does a very good job at servicing and helping their customers succeed, notes Ryan Wilson, service manager, British Columbia, who started with the company in 2013. There are not many 100 year old companies out there, states Rob Ryder. “It’s a testament to the company, to the people who started it, the people who have run it and the people who are running it now that it’s stuck around for that long and has been vibrant and successful for all that time,” he says. “The culture at DSL is really one of friendship.” “I am quite amazed and humbled by the legacy of DSL,” states Bunn. “There were many people here for generations before all of us who developed and grew this business. It’s great motivation to hope that in 100 years, the team celebrating DSL’s 200th anniversary can say the same thing about those of us who are here now.” DSL’s new tagline moving forward is “Now Serving You”. “That makes you think about an ice cream store or a quick service restaurant,” says Levine, “but it’s really about us serving our customers. Everything we do on a daily basis is viewed through the lens of how are we serving our customers and are we doing

everything that we can to make sure they’re happy and satisfied.” “There were many people before us who built the company and all we’ve done in our era is try to build on their foundation,” says Rice. “That’s our job, to keep a secure, strong foundation for the future, for those people who will come after us. I believe it’s a big responsibility and I think we have a great team who are trying to make the company better for the purpose of leaving it for the next group to keep it going so they can take it to 200 years.”

Congratulations DSL Ltd., as you celebrate 100 years of doing business in Canada. Your success embodies the true spirit of entrepreneurship.

100 Years

Please come join us in congratulating DSL Ltd. at the upcoming CS Expo Event in New Westminster B.C. www.csexpo.ca Registration for this unique event is open now.

By Brandon Schofield

CONVENIENCE & CARWASH CANADA

Cash Control

THE VAULT – NEW EQUIPMENT FOR MORE SECURE SYSTEMS

The single most important thing you can do to prevent a robbery is to control your cash. If potential robbers figure out (and most of them will) that you don’t keep large amounts of money ($100 or more) instantly available, they may not rob your store. If you suffer a loss and the thieves only get $30 or $40, they may not come back, and they won’t likely tell their buddies what a big ‘score’ they made at your location. This principle works equally well for large retail chains and independent stores alike. For example, if a robber is turned away from one retail store it is highly unlikely they will attempt a robbery at a similar brand store in the area, especially if they know that all the stores secure their cash in the same way. For independent stores, it is highly unlikely the robber will risk a return for a very minimal amount of available cash. The idea is to make sure your cash is not instantly available, which helps deter attempts to steal it. Additionally, it’s always best to stop a crime before it happens. Here are some great solutions to restrict the amount of cash available. Time Delay

A visual time delay countdown screen physically demonstrates that cash is not readily available and deters hold-ups.

Time Delay locks work like this: You enter your combination and wait a specified amount of time before the lock will allow opening. This means that cash is not instantly available. This helps deter a robbery because when the offenders learn they have to wait a specified amount of time for cash they often leave and don’t come back. Use Time Delay Stickers and Highly Visible Displays

The CM-3020 is cost efficient coin dispensing safe that controls your cash with time delay and multiple compartments.

We suggest putting highly visible Time Delay stickers in store windows, at the Point of Sale, and even on your store safe. This will ensure the message gets across loud and clear that there is no easy money at this location. We have developed Time Delay Visual Countdown Screens on our Cash and Cigarette Storage safes to make it easy to see that the safe will not open instantly. We use the same Time Delay technology on our multiple sizes of Cigarette Storage Safes as on our Cash Safes, because

deterring a holdup for tobacco is just as important as deterring a hold up for cash. It is important to note that it is equally important to ensure that whatever cash is available in the register is kept to an absolute minimum. Time Delay allows cashiers the opportunity to work with a very small amount of cash in the register because they know they can get whatever they need, anytime in just 2 minutes. If the register runs low, just start the timer, most guests won’t mind because it’s only 2 minutes and it’s for their safety too. Coin Dispensing Safes

Another great way to add Time Delay, while restricting access to the amount of cash available is to have a Coin Dispensing Safe. These safes allow employees to dispense small amounts of cash when needed, but must wait a specified Time Delay period between dispenses. This allows the store employee to access only the small amount needed (providing the customer change for a $20.00 bill

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CONVENIENCE & CARWASH CANADA

for example), without allowing access to any of the other cash inside the safe. DROP COMPARTMENTS

Author: Brandon Schofield is a Security Consultant with Canadian Safe Manufacturing. He has over 15 years of experience working with Loss Prevention Managers for Canada’s Largest Retailers. His focus is working with Loss Prevention in the Convenience Store and Gas Station Industry to provide products to deter holdups and theft of cash and tobacco. He is always happy to help and can be reached at brandon@canadiansafe.ca or toll free at 1-800-267-7635.

Top compartment for deposits (Manager only). Bottom door for cashier storage.

Drop Safes are a great way to make sure that you keep the cash in your register to the absolute minimum of what is required. All other cash can be deposited back into the safe through a deposit slot. Deposits slots allow the employee to deposit cash into the safe without opening the door and creating an opportunity for theft. MULTIPLE COMPARTMENTS

It is always a benefit to have Multiple Compartments in your safe. This allows you the flexibility to have a certain compartment locked specifically for manager access only, while

THE LONGER IT TAKES – AND THE HARDER IT IS TO GET THE CASH, THE LESS LIKELY A ROBBERY WILL BE ATTEMPTED. PREVENTING A ROBBERY BEFORE IT HAPPENS IS THE BEST WAY TO PROTECT YOUR EMPLOYEES AND YOUR CASH. still allowing cashiers to have access to another compartment for their day to day activities. For example, you can have one compartment for cashier access for coin storage, small amounts of cash (for lottery payouts), etc. This compartment could be set up with a 2-minute time delay, because it is used often. While having a totally separate compartment for manager access only with a drop slot for cashiers to deposit into. As this second compartment could typically hold a larger amount of cash you could set the Time

Delay higher, at 5-minutes for example. The cashier would not have the combination to this Manager Compartment, which could prevent a robbery for the larger amount cash. COST EFFECTIVE

Perhaps one of the most important factors in determining which safe equipment will work best for your location is cost. You don’t have to purchase the most overly complicated product on the market to implement the ideas discussed here. Canadian Safe is committed to building cost effective safe options that provide these Robbery Prevention Solutions. It is important to understand that if your safe is simple and straightforward to use, reliable and affordable, you will use it more often, and using the safe is the most important way to prevent crime. CONCLUSION

Having a Time Delay Safe with Multiple Compartments is a great way to limit the amount of accessible money and control your cash. The longer it takes – and the harder it is to get the cash, the less likely a robbery will be attempted. Preventing a robbery before it happens is the best way to protect your employees and your cash. Please let us know if you have any questions about protecting employees and the cash at your location and we will always be happy to help.

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small foot prints Domo Gasoline Corporation Ltd. understands the benefits that small footprint convenience stores can offer to consumers. “The small footprint stores are extremely convenient for our customers,” says Scott Cardno, vice president business development, Domo Gasoline Corporation Ltd., Winnipeg, Manitoba. “Guests coming to our self serves don’t have to walk half a block to go inside to purchase items. Our full service guests can pay from credit/debit accounts from the comfort of their vehicles using wireless handheld payment devices.” Domo Gasoline Corporation’s 86 stores vary in size and customers who walk in the doors are typically looking to purchase soft drinks, water, energy drinks, chips, chocolate bars and well as healthier options, such as health bars. “We are mostly kiosk style full serve having 3050 square feet inside,” says Cardno. “We merchandise outside, including Pepsi coolers, which we have outside 365 days a year. We sell soft drinks, tobacco, water, ice, chips, bars, health bars, gum and other snacks as well as portable phone chargers.” Space availability plays a key role in deciding which products to sell in a small footprint location. “We made a conscious decision to move to an exclusive soft drink partnership as we don’t have the space for both, much like a quick serve restaurant model,” notes Cardno. “We do the same with Old Dutch and also promote and sell our own water and ice with Corpell’s Water, which is a sister company.” Domo is mindful of how it makes the most out of a limited amount of store space and works on maintaining a solid reputation. “Our team members are actively promoting our specials and programs so we don’t have to have everything on display,” says Cardno. “We have colourful signage and handout menus for our guests. We are known for our pricing, products and service.”

CONVENIENCE & CARWASH CANADA

Convenience comes in all sizes and stores catering to this market can be found in a variety of locations, including building lobbies, hospitals, gas stations and subways.

Globally, the trade channel mix is becoming more fragmented as consumers shift toward smaller store formats, notes a press release from Nielsen. 2015 Nielsen data shows that smaller format stores were growing at a faster rate than large supermarkets and hypermarkets. “Across the globe, we’re seeing the rise of proximity retailing,” says Patrick Dodd, president, global retail, Neilsen. “In the eyes of global shoppers, small and simple is beautiful right now. While there is some growth for large stores, the real winners are mini markets, small supermarkets and convenience stores.”

Although Chevron’s main focus is on its full range Town Pantry concepts, it does have some small footprint locations in British Columbia, says Adrien Byrne, policy, government and public affairs, Chevron, Vancouver, British Columbia. “The company seems to be moving further away from the small footprint store model in British Columbia,” notes Chevron. “As a B.C. based company, the observable industry trend in the province is towards full range store concepts. This has led to less of an industry focus on small footprint stores.”

With 350 stores in Canada and 140 in the United States, Gateway Newstands, the largest news stand in North America, understands the importance of location for small footprint stores. Often the only store of its kind to be found in some locations, such as subway stations and hospitals, makes for low competition and a high success rate. With stores that average 80 to 500 feet, Gateway Newstands are adaptable and focus on essentials and bestselling SKUs. Lottery and tobacco are big draws. “The stores are small format, high traffic convenience so we carry products for people on the run,” says Noah Aychental, president, Gateway Newstands, Woodbridge, Ontario. Items for sale are heavily influenced by the store’s surroundings. “We wear a lot of hats, depending on the type of location we are in,” notes Aychental. “We can have everything from stamps to bus tickets to lottery to magazines and newspapers, depending on the location. We have a lot of transit stores. We have hotel stores, where

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WITH STORES THAT AVERAGE 80 TO 500 FEET, GATEWAY NEWSTANDS ARE ADAPTABLE AND FOCUS ON ESSENTIALS AND BESTSELLING SKUS. LOTTERY AND TOBACCO ARE BIG DRAWS. we act as a gift shop. We have shopping mall stores where we are serving not only the shopping mall traffic but also the employees of the mall. We have a lot of coffee stores where we have coffee, muffins, pastries, doughnuts and croissants. We have exclusive lottery kiosks where all we sell is lottery and phone cards. We have a few dry cleaning outlets. We have places where you can pick up bus tickets. In an office tower, we can have an open cooler with fresh snacks and healthier options. We can have yogurt and dairy in our coolers as well as soft drinks.” Aychental admits that the key to making the best use of space in a small footprint store is to hire a good designer and notes that one of the keys to success is keeping up with demand and what is of interest to the customer. “We are getting away from the name Gateway Newstands and are using Gateway On the Go,” says Aychental. “We can adapt to our surroundings very well and we provide anything that people need in their travels, whether it’s to and from the office or tourists who need a cell phone charger. The market is changing and quite honestly the newspaper and magazine business is in double digit decline worldwide so we are cutting into that space in the store a lot for other options. Now, we could have cell phone and electronics stations where we used to have magazines.” Initially called Gateway Cigar stores in the 1980’s, the name was changed to Gateway Newstands when the tobacco business started to fluctuate. “Early on, we had a real dominance in tobacco,”

says Aychental. “We still have the tobacco element to our business but as the tobacco business was up and down we changed to Gateway Newstands. We are now converting to Gateway On the Go because of the worldwide decline of press material. We are not completely out of magazines. We still have a lot of magazine destination locations. We have several downtown Montreal and Toronto destination locations where we have a large selection of magazines.” Gateway Newstands offers a merchandising program to its franchisees. “We have a unique system,” says Aychental. “Anything that we do from a corporate head office level that generates any income, all of that money goes into a pool and twice a year we split that pool 50-50 with our franchisees. So, as a franchise company, we are giving money to our franchisees twice a year instead of just taking money like a lot of other franchise owners do.” Gateway Newstands has also started using a promotional screen program at some of its locations with plans to expand the program into other stores in the near future. “We started the digital media installations in the Toronto Transit Commission (TTC)locations,” explains Aychental. “It is digital media advertising. So, all the TTC stores have advertising and sponsorships paid for by the suppliers and that revenue goes into our merchandising program. As we get more revenue in the program, we will build more screens and eventually have them in every one of our stores.”

Small footprint stores mean less risk and require a smaller investment, says Sarah Bu at Yaletown Express, Vancouver, British Columbia. The 1146 Pacific Boulevard location makes use of wall displays, shelving racks and compact storage to incorporate products into the store’s footprint. Whether it’s a 50 square foot kiosk at a gas station or an 800 square foot mini mart, maximizing space and offering the products that busy consumers are looking for makes the most of a small footprint store and shows that convenience isn’t a one size fits all opportunity.

By Tom Humphreys Petroleum Operations Manager, Peninsula Co-op

CONVENIENCE & CARWASH CANADA

THE BEST REAL ESTATE IN YOUR STORE MAKE A GREAT IMPRESSION AT YOUR PAY-POINT.

LOCATION, LOCATION, LOCATION. Very important if you are buying real estate. Within your C-store, the best real estate you have is at your pay-point. The entire character of your store is defined by the impression your customers get standing at your pay-point. It’s a central meeting area where every customer transaction is processed. Customers in que to pay have idle time to survey your pay-point and will make a mental note of the smallest details; a negative impression forms opinions as to the state of the rest of your operation. A dirty floor mat, dated/torn signage, clutter, sloppy merchandise displays, missing price tags will lead customers to mentally conclude your coffee is cold, your sandwiches aren’t fresh and your washrooms are dirty. If you are passionate about growing sales in all store categories, you better start by making sure your pay-point is “best in class”. Here are some tips so that your best real estate is looking its best: • Don’t hit customers with too much signage, ensure you minimize. Make sure you eliminate any negative signage you are displaying i.e. “You are being watched by video surveillance”, Credit cards only with minimum $10 purchase, “Do not put hot coffee on counter”. Most often these signs are directed at a small percentage of your customers; don’t ruin the customer service experience for the other 98% that pay your bills. • Unless you are a master calligrapher, no hand written signs! This is 2016, there are numerous computer programs available so that you can produce professional quality signage in your office. Bonus tip: You can buy an office laminator for less than $60; laminated signs last longer and portray a professional image. • Keep the profile of your counter top displays low. Vendors like making tall ones, which ruin the profile of your store. Lower the profile of everything in your store, from merchandise gondolas to counter displays improves the image of your store. • The pin pad is one of the most used pieces of equipment in your store. Make sure you keep it hospital clean. People do notice. • While on the subject of the pin pad, the counter area just below it is solid gold if there is a message you want all customers to read, their eyes naturally go there.

• Stand at your pay-point like a customer and take a good look. Are there remnants of tape/glue/dirt on the counter? Is the acrylic ticket channel on your front shelves broken or damaged? Is the price communicated consistently on all product? Remember the image of your site the first day it opened. Make the needed changes to get back to that standard and do your best to maintain it. • Get out of the house and go see how the competition is maintaining and merchandising their pay-points, especially any new sites or renovations. Chances are you’ll see a lot of things you like and a lot of things that are wrong. Learn from the visit and go back and make some changes. • Change!! Yes, a scary word for many retail managers. Your customer base however wants and appreciates merchandising changes, it keeps your store image fresh. Change brings new opportunities. • Many sites treat the pay-point as the great clearing centre to sell off that product you’ve had for 2 years and can’t give away, or those last 3 packs of slow moving breath mints. Avoid at all costs! This is not effective pay-point merchandising, your customers know very well why it is there. Write it off and merchandise product for sale, not clearance. • New products are great at the pay-point, like a new bar that is getting national advertising. Customers like new and are often eager to try them. • Go radical and try something non-traditional. Lighters have been sitting in displays on pay-points (often too tall) for probably 100 years. Stick them in a drawer or an in-line display. Lighters do sell as an impulse item, but many the customers will ask for them no matter where you put them. See how your sales change when you move them? Put something in their place that traditionally wouldn’t be there, like packaged danishes/pastries or a small rack of bananas. Remember, there are no rules you need to follow, but change is critical. “Less is more” is also important, you can certainly have too much product on a pay-point, but it is difficult to have too little. Look after the best real estate in your store; it is vital to your success.

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CONVENIENCE & CARWASH CANADA

FOOD SERVICES

The way to your customer’s heart could well be through their stomach. Teaming with brands to offer foodservice meal solutions can bring both people and revenue in through the retail door.

Foodservice can also include deli sandwiches; roller grills for smokies, taquitos and sausages; hot pizza or multiple prepared food items.

An updated study released by Technomic, the 2015 Retailer Meal Solutions (RMS) Consumer Trend Report, finds that consumers are purchasing RMS more often. Eighty four per cent of consumers, according to the study, now purchase RMS at least once a month compared to 79 per cent in 2012. This increase is largely driven by younger consumers aged 18-34 who are increasingly reliant on foodservice in general. Foodservice, or prepared food, do not require extensive preparation beyond reheating. Mark Berti, senior account manager, Mondelez Canada Inc. notes this includes such items as fountain beverages, dispensed frozen beverages, brewed coffee and specialty coffee drinks, prepared or made to order sandwiches, hot dogs, roller dogs, fresh pizza, nachos, fresh baked goods, breakfast sandwiches and other freshly made food items.

Mondelez is known to be the largest snacking company in the world and has a large selection of foodservice and on the go products suitable for the convenience market. “With the wide variety of Mondelez foodservice and immediate consumption options available, there are many product options that will satisfy consumers and which are also very profitable for operators,” says Berti. At the very least, customers expect convenience stores to offer a branded coffee program with fresh baked goods. Depending on space availability, foodservice can also include deli sandwiches; roller grills for smokies, taquitos and sausages; hot pizza or multiple prepared food items. “Further enhancing the in-store experience and innovating with differentiated, restaurant-quality menu items will help

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CONVENIENCE & CARWASH CANADA

“Fresh food is increasingly becoming more important in order to remain competitive in the c-store business and establish a point of difference from competitors,” says Weldman.

are interested in delicious snacks that can be eaten on the go while convenience store retailers are looking for solutions that minimize the impact on store operations. A variety of foodservice products, such as Fusion Rolls, Panko style onion rings and potato wedges, are easy to eat on the go and simple to prepare with a great hold time. “We know from talking with convenience store operators that there is a great opportunity to expand into offering foodservice,” says Greg Boyer, marketing director, McCain Foods. “We find that for foodservice to be successful, consumers need to understand what the products are with minimal explanation. Offering familiar foods also keeps things simple for the convenience store operators. Working with brands familiar to consumers will help convenience stores build trust in delivering high quality foodservice products.” United Distribution Network offers a large selection of products, such as quality cheeses, deli meats, sliced bacon, sausages, fresh fruit and ice cream. Bryan Hoad, general manager, United Distribution Network notes that this selection of items can generate revenue for the retailer while saving the customer time and money. “There is always a benefit to entering into a co-branding or cross promotion partnership,” notes Hoad, “but those benefits must be mutual for all involved. Retailers and suppliers can use one another’s trade or customer recognition to jointly provide creditability.” White Castle Foods understands that customers crave the chance to refuel personally with hot and tasty food at the same time they are refueling their vehicles. These customers are looking for quick and easy meal solutions. White Castle sandwiches can be reheated in less than 60 seconds from a frozen state and 30 seconds from a refrigerated case. Kelly Collins, assistant communications supervisor, White Castle Food Products describes today’s consumer as busy as well as being on the go, working various shifts and times throughWhite Castle sandwiches can be out the day. reheated in less than 60 seconds “If c-stores offer food at all times of the day, it is quick and convefrom a frozen state and 30 nient for the consumer,” says Collins. “Not all food establishments seconds from a refrigerated case. are open 24 hours, yet people work different shifts. C-stores open 24

retail prepared food operators continue to steal share of stomach,” says Kelly Weikel, director of consumer insights at Technomic. “Operators and suppliers can appeal to consumers by offering dishes featuring new and ethnic flavours.” To Karen Weldman, vice president, development, Country Style Traditional and Express, foodservice means a hot beverage and baked goods for morning commuters and a fresh breakfast and lunch program that can also be carried into the late afternoon and evening. “Fresh food is increasingly becoming more important in order to remain competitive in the c-store business and establish a point of difference from competitors,” says Weldman. “Ensuring that you have the right offers to address each day part is key. We have found that a customer will come in for their morning coffee and muffin and then decide to pick up a MR. SUB sandwich to take with them for lunch. You don’t want to give that customer who has walked into your location any opportunity to have to elsewhere to satisfy their meal options.” Rick Woods, managing partner, Canadian Trade House believes that customers always want foodservice options whether it is full take out hot meals to grab and go or a bare minimum deli counter with sandwiches and snack offerings. Canadian Trade House offers a variety of foodservice products, from calzones and pizzas to hot counter breakfast items. “Breakfast, dinner and snacks are all very important in your foodservice line up,” says Woods. “If your shelf is empty for most of the day you are limiting your potential impulse and regular sales. It is sometimes easier to use a recognized brand versus building your own as people are comfortable with brands if they have had a good experience with them in the past. To make the most of a brand, it needs to be executed great every day by following the program.” McCain Foods knows that consumers

MAY / JUNE

hours are able to feed their customers no matter the time of day or night.” White Castle’s cheeseburgers and hamburgers have recently been made available in Canada. “As America’s first fast food hamburger chain, it’s an honour to now be available in all provinces with two of our most popular signature items,” says Collins. “We do have other items that might also make their way to the Canadian market as time goes on.” Utilizing a The Technomic study shows that c-store RMS is manufacturer’s gaining ground as nearly half of consumers aged 18-34 purchase it at least once a week. Setting up program allows the and maintaining a foodservice area involves work store operator to as ensuring quality is essential, but it can also mean increased business and profits. let their customers “If a customer is served a cold coffee or a poor quality sandwich, the program will not be successful,” know that there is comments Weldman. “The convenience industry is good quality food in decline and is very crowded with competitors. It takes one bad experience to lose a customer.” offerings available onlyHard work, promotions, exterior and interior in store. signage are all very important and working with a

brand can help establish the store as a destination, as long as the store is welcoming and clean with friendly staff. Country Style turns down many convenience store locations yearly because they are in poor condition. “Ensuring your standards of operation are maintained and exceed customers’ expectations will absolutely assist with driving new customers to your business,” states Weldman. “A branded program is not a magic bullet for a store that is run down and poorly operated.” Almost all manufacturers offer some form of an advertising and promotional program, which can make promoting foodservice products almost cost free for the retailer. Utilizing a manufacturer’s program allows the store operator to let their customers know that there is good quality food offerings available in store. Every convenience store can be analyzed to determine which foodservice products are best suited to their location’s specific needs. For example, potential breakfast and lunch sales abound for convenience stores located near schools and universities.

GOOD STAFF PLANNING SHOULD BE A YEAR ROUND ACTIVITY. AFTER ALL, NOBODY WANTS TO BE SCRAMBLING AT THE LAST MINUTE. By Barbara J. Bowes

CONVENIENCE & CARWASH CANADA

Yes, it is the season! The season for seasonal workers that is! For some business owners, the seasonal recruitment of full and parttime summer workers is considered a nuisance but it doesn’t have to be. In fact, good staff planning should be a year round activity so that seasonal requirements are dealt with long ahead of time. After all, nobody wants to be scrambling at the last minute. How do you go about this task? First of all, look at your company statistics, identify which times during the year are considered “peak” times where extra help would be beneficial. Next, examine what happens when customer service volumes increase. Is there an inability to serve the volume of customers? And at what times of the day? Are certain important tasks being set aside and are not being completed because a worker is too busy? Finding an answer to these questions is important because it helps to determine

what work you will want a seasonal worker to be doing. The answers also determine what level of skills your seasonal worker must have. It also impacts the nature and the length of training required as well as the pay levels. Once you are confident you know what you want your seasonal worker to do, develop a clear and specific job description outlining the nature of the tasks. Next, determine the specific skills needed to do the work you’ve outlined. Finally, determine the work hours and the level of pay. When you create the job posting, be sure to include a listing of both the tasks and the skills. Both of these job elements are then used in the candidate screening and interview process. Finally, it is wise to include the pay level in your advertisement as this will also act as a candidate screening process and save you time and energy.

Prior to posting your job advertisement, be sure to check your provincial labour legislation. You need to be fully aware of legislation surrounding the employment of students and part-time, temporary workers. You also need to be aware of workplace health and safety legislation and rules surrounding working alone if this applies to your corporation. The next question to answer is where and how to find good candidates for your opportunity. While there are many online posting opportunities, advertisements in local newspapers and/or postings at a local college or university. Networking through your current staff often brings the best candidate to your attention. In other words, ask your current employees, previous seasonal workers and/or your loyal customers if they know of someone in their network who they could refer as a good potential employee.

MAY / JUNE

KEEPING TRACK OF YOUR PEAK PERIODS AND YOUR SERVICE NEEDS ALL YEAR LONG AND ALWAYS BEING OPEN TO CANDIDATE REFERRALS ALLOWS YOU TO GET AHEAD OF THE “RECRUITING GAME.”

Why does this networking strategy work so well? The reason is that current and former employees and/or loyal customers understand your organization. They know what your customer service philosophy is about and they appreciate it. A referral then acts as an initial screening process. In many cases, small businesses offer a bonus to current employees for the referral of a new employee, be it for seasonal work or otherwise. This rewards employees for taking pride in your business. Still, advertising in your local newspaper will provide you with a broader base of potential candidates. At the very least, you can compare candidates identified through the advertisement to candidates who are recommended through your network. The next challenge is how to effectively screen and interview your candidates. The following tips will assist you to create a solid process for finding and selecting your seasonal workers.

MAKE A CHECKLIST

 list the skills, education and experience required for the job you are filling.

Develop a resume screening form with these elements listed on the left of the page. On the right side, leave room for a rating scale (typically 1-5) and your notes. For each resume, use this form to review and rate the resume. Keep all resumes with your notes so that you can justify your decision should you be called upon to do so.

BE AWARE OF PROHIBITED QUESTIONS

 be sure you are familiar with the types of candidate interview questions that are prohibited by law. For instance, you cannot ask about age, religion, national origin, marital status, disabilities, pregnancy status and/or the number of children. These questions are prohibited because they can cause discrimination.

ACTION ORIENTED QUESTIONS

 create a set of interview questions that will test the skills of the candidate and are directly related to the job. If customer service is important, then frame questions around what

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action has been taken in the KEEPING TRACK OF YOUR PEAK past. Identify some typical PERIODS AND YOUR SERVICE challenges your candidate will face and ask about their NEEDS ALL YEAR LONG AND experience. For instance, “Tell ALWAYS BEING OPEN TO CANme about a time when you DIDATE REFERRALS ALLOWS encountered a customer who was very impatient about YOU TO GET AHEAD OF THE waiting in line for service.” “RECRUITING GAME.” The response to listen for should include the situation encountered, what specific things were done to serve the customer and the result. The answer should give you confidence that the candidate can manage any situation they would encounter at your workplace. Rate the answers on a scale of 1-5 and note why you are assigning this score.

KEEP NOTES

 once again, it is important to keep notes on each and every interview. This is essentially self-protection in case a candidate is not happy they were not selected for your job and lay a complaint with the Human Rights office. It doesn’t matter if you are a small or big company, this agency is obligated to investigate all complaints and it will cost you money.

ORIENTATION

 this area is most often neglected, especially in smaller companies. Yet, taking the time to train a new employee is the best investment you can make. Start by educating the new candidate on your mission and values and your customer service philosophy. Review the job description with the new employee and walk them through each step of each task. The time training will take depends on the complexity of the job. Periodically observe the employee and coach and mentor him/her until you are satisfied with the mastery of the tasks. Ask your new employee for feedback and encourage him/her to ask for help at any time. Identifying and recruiting seasonal employees is not something that should be left to the last minute. Keeping track of your peak periods and your service needs all year long and always being open to candidate referrals allows you to get ahead of the “recruiting game.” This strategy allows you to build a bank of screened potential candidates whom you can call upon if needed.

Author: Barbara J. Bowes, FCHRP, CCP, M.Ed is president of Legacy Bowes Group in Winnipeg, Manitoba. She is an author, professional speaker and career coach. She can be reached at: barb@lega cybowes.com

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The Inconvenient Truth About

Epilepsy

One-in-100 customers who walk through the doors of your C-store has epilepsy, it pays to have some

knowledge about the condition. Pritchard found herself wondering how she’d react to a client in a more serious situation and understood she knew very little about epilepsy or anything about first aid.

A NEW, FREE EDUCATIONAL TOOL OPENS DOORS AND ANSWERS QUESTIONS ABOUT WORKERS LIVING WITH EPILEPSY By Carter Hammett Chris Pritchard couldn’t help but notice the with epilepsy, who is faced with a series of anxrather odd behaviour displayed by a customer ious decisions while confronting her own stigma who walked into the Peterborough-area C-store about the condition; the reactions of colleagues after disclosing her epilepsy and the worry of she worked in one evening last year. The man was picking at his clothes while ap- possibly having a seizure in front of key career pearing to wander rather aimlessly and mum- stakeholders, including judges and other lawyers. bling to himself. Thinking he was drunk or on Viewers get to walk with Nancy on her journey of drugs as some customers were from time-to- learning to live with epilepsy and the sometimes time, Pritchard decided to keep her distance and surprising events that unfold. There’s also an evolving “seizure simulator” that went about her business. A few minutes later she noticed that, while appearing tired, the man’s walks viewers through appropriate responses to speech was coherent, and he displayed a pleasant different seizure types and a thorough database jammed with helpful resources like fact sheets, demeanour. He made a purchase and left. “Considering the wide variety of people out accommodation planning and info for HR prothere and the hours we’re open, it’s not unusual fessionals. “Employers across all sectors may not realize for the odd customer to sometimes wander in slightly inebriated,” she says. “Most of the time that you can diversify and add value to your workit’s okay, but you still have to be mindful of all force by hiring people with epilepsy,” says Geoff Bobb, executive director of Epilepsy Toronto, possibilities.” A few days later while having dinner with which produced the resource. “People with epifriends, Pritchard casually mentioned the inci- lepsy have lower rates of absenteeism and higher dent and was surprised when someone suggested rates of productivity because they tend to take it upon themselves to work harder so they can the customer might have been having a seizure. When you realize that one-in-100 customers make up the perceived disability.” For her part, Chris Pritchard invested the halfwho walk through the doors of your C-store has epilepsy, it pays to have some knowledge about hour required to complete the web site’s certificathe condition. Pritchard found herself wondering tion course and feels a little more confident when how she’d react to a client in a more serious situ- serving potential customers entering her C-store ation and understood she knew very little about who might have a seizure. “The web site brings up a lot of points about the epilepsy or anything about first aid. She did her homework and discovered a new resource called reality of the condition,” she says. “As far as the training goes, I found it informative and empowEpilepsy@Work (www.epilepsyatwork.com). A free, online, interactive educational tool, Epi- ering. It made me reflective and I was engaged lepsy@Work is unique in Canada and provides a from start-to-finish. A lot of C-store managers one-stop shop of information for employers, HR would greatly benefit from this helpful resource.” professionals and other stakeholders. There’s an interactive, multimedia “case study” about Nancy, For more information about Epilepsy@Work, an up-and-coming tax lawyer newly diagnosed visit www.epilepsyatwork.com

OPW Mixed Multi-Drop & 50

Untangling the Challenges of Gauge Installation MAY / JUNE

OPW Mixed Multi-drop Technology OPW’s mixed multi-drop technology allows probes and sensors to be run on one wire back to the tank gauge. This leads to substantial savings on installation labor and wire costs. With mixed multi-drop, the SiteSentinel® Nano® can monitor up to 12 probes or 24 sensors in a number of different combinations.

Mixed Multi-Drop - Sample Configuration

The Nano’s Internal I.S. barrier can now hold probes and sensors on the same position.

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By Bobby Hayes

Cost-Effective Tank-Monitoring Tools for Today’s Changing Compliance Needs THE ENVIRONMENTAL LAWS KEEP CHANGING. HOW IS A RETAIL FUEL SITE SUPPOSED TO REMAIN COMPLIANT AND COMPETITIVE?

OPW’s SiteSentinel® Nano® Console supports OPW’s Mixed Multi-Drop Technology, which enables probes and sensors to be installed on the same wire.

CANADIAN FUEL MARKETERS ARE FACING INCREASINGLY STRICT ENVIRONMENTAL COMPLIANCE REGULATIONS THAT REQUIRE ADDITIONAL MONITORING TECHNOLOGIES AT THEIR FUEL SITES. As recently as 2013, the Technical Standards & Safety Authority, which administers Ontario’s public safety programs and services, mandated in its Liquid Fuels Handling Code that all under-dispenser sumps and dispenser pans in Ontario must be electronically monitored by tank-gauging systems. The regulation calls for the installation of under-dispenser sump liquid sensors that will signal the attendant and shut down the dispenser when any product or high level of liquid is present in the sump. Prior to this mandate, however, many Canadian fuel sites never deployed sensors in their tank-monitoring systems. These new regulations pose a challenge for many Canadian fuel sites, which, up until now, have utilized

only a minimal amount of monitoring technology (or are relying on obsolete tank monitoring equipment) to support their compliance management needs. Although becoming compliant isn’t necessarily cheap or easy — installing new monitoring equipment can result in undue downtime and significant installation costs — innovations in tank monitoring equipment and infrastructure can significantly simplify new installations. Currently, the regulations for Canadian provinces and territories are not consistent. As the regulations become stricter and expand to include fuel sites in other provinces, Canadian fuel site operators need to implement fuel monitoring systems that will provide costeffective compliance monitoring for their needs now, and flexibility for the future. In order to achieve this, however, site operators must first understand the fundamental role that installation nuances play in equipment costs and the long-term application of their monitoring equipment in the future.

MAY / JUNE

How Inefficient Wiring Increases Costs Most tank gauges require probes and sensors to be installed on individual, separate wires. This inefficient configuration results in a high number of expensive “home runs” being wired back to the tank gauge, which significantly increases the amount of wire and time needed to complete a new tank gauge installation. Fortunately, new technologies make this no longer necessary.

For example, a fuel site with four dispensers and three tanks that is utilizing an older wiring configuration is likely to need 10 or more home run cables back to the tank gauge. Whereas tank gauges that support a streamlined wiring configuration significantly lower the amount of cable needed for installation — in some cases reducing the number of home runs to just two or three. This reduction in home runs decreases the amount of wire needed by hundreds of meters.

In addition to requiring more wire for installation, older tank monitoring systems and wiring configurations waste a larger amount of the wire purchased due to the limited lengths of cable that are available per spool of wire. Spools come in lengths of 152 meter and 309 meters (500 feet and 1,000 feet) of wire. Runs can often be 46 meters to 61 meters (150 feet to 200 feet). As a result, there are often extra 30- to 61-meter (100- to 200-foot lengths) lengths of wire at the end of

OPW’s SiteSentinel® Nano® Console can hold probes and sensors on the same I.S. barrier position.

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spools that cannot be used for home runs. For almost every spool of wiring purchased for a fuel site monitoring system, there is a length of wire at the end of the spool that cannot be used at installation. The more spools the installation requires, the more wire that is wasted. Inefficient wiring configurations also increase labor costs and the site downtime needed to complete the installation (the more wiring runs there are to install, the longer it will take a contractor to complete the job). For station operators in northern Ontario, who have voiced concerns about meeting the TSSA’s piping and sump compliance requirements due to the region’s short construction season and limited availability of certified fuel contractors, an efficient wiring design can mean the difference between project completion and persistent delays. Market Solutions OPW Fuel Management Systems, based in Hodgkins, IL, recognizes the tank monitoring challenges faced by Canadian fuel site operators, including changing compliance requirements and rising operating costs. To help fuel marketers and distributors streamline compliance management and optimize their equipment investments, OPW has engineered an end-to-end tank monitoring system that provides state-of-the-art compliance monitoring, minimizes site downtime that typically results from installation/equipment upgrades, and provides operators longrange flexibility to adapt their system to changing compliance requirements. At the heart of OPW’s end-to-end tank monitoring system is a cost-saving tank gauge and wiring configuration that allows probes and sensors to be run back to the gauge on the same wire. OPW first pioneered multi-drop technology in 2007 with its SiteSentinel®

iSite™ tank gauge, which allowed up to 4 probes or 16 sensors to be installed on the same I.S. barrier channel. OPW has further enhanced this innovative technology, engineering a tank gauge wiring configuration called Mixed Multi-Drop that, when used in conjunction with OPW’s SiteSentinel® Nano® tank monitoring console, enables multiple probes and multiple sensors to be installed on the same wire (up to12 probes or 24 sensors per gauge can be mixed and matched in combination on the same gauge). This efficient wiring configuration complements the streamlined nature of the Nano, which supports a wide range of sensors. The Nano with Mixed Multi-Drop enables Canadian fuel sites to meet the dispenser pan and dispenser sump monitoring requirements of the TSSA in an extremely flexible, cost-effective manner. For a Canadian retail site that currently has 3 tanks and 4 dispensers,

OPW’s Mixed Multi-Drop can reduce the amount of wire needed for installation by as much as 60 to 70 percent. The Mixed Multi-Drop achieves this efficiency by limiting the cable runs from the tank gauge to the equipment (at a small site, home runs can be reduced to just two or three runs). With a Mixed Multi-Drop wiring configuration, a small site could install three tank probes, three STP sump/ annular sensors and 4 dispenser pan sensors, and plan for additional tank monitoring sensors and dispenser pan sensors to be added in the future. Site operators who deploy OPW’s Mixed Multi-Drop at their station also will save money on the amount of conduit or Teck cable needed to complete the installation and the amount of wire that is wasted. Operators can expect to save between 45 percent and 55 percent on these expenses. Although understanding all of the costs associated with installing a tank

OPW’s SiteSentinel® Nano® streamlines inventory management and compliance reporting through an easy-touse interface.

OPW’s SiteSentinel® Nano® Console supports an array of sensors, including discriminating sump and dispenser pan sensors.

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BRINGING INNOVATIVE CAR WASH SOLUTIONS TO THE RETAIL PETROLEUM MARKET

CONVENIENCE & CARWASH CANADA

ADVANTAGES OF STATEOF-THE-ART TANK GAUGING TECHNOLOGY Today’s tank gauges utilize user-friendly software to significantly streamline compliance management. The advanced software provides operators the practical tools they need to efficiently monitor their tanks and manage compliance reporting in the context of today’s digital world. For example, in 2015, OPW introduced the SiteSentinel® Nano® Console, which offers: A Web-based user interface that facilities remote management and training A sensor status page that makes compliance reporting quick and easy A calendar page that shows both tank and sensor alerts, including deliveries, compliance, alarms and warnings that can be filtered by event and/or tank sensor A wide range of reports including Current Inventory, Delivery History, Events in Progress, Event History and Leak Test An address book of contacts for easy reporting configuration via email and SMS A full-color, intuitive touchscreen that makes navigation quick and easy

monitoring system can be somewhat intimidating, the effort usually pays off. When the costs for all of the materials and labor needed for a wiring installation are factored in, a fuel site that is wired with efficiency in mind can realize substantial installation cost savings. OPW’s Nano console, when compared to other gauges that don’t offer Mixed Multi-Drop technology, can save Canadian fuel sites an average of 50 percent to 60 percent. Consulting with a qualified fuel equipment representative to review installation costs and to identify potential cost-saving technologies for your site will likely improve your bottom line.

devices on the same wire. As a result, more devices may be installed within the original wiring framework. In addition, the Nano will provide remote connectivity and user-friendly compliance reporting tools. What’s more, this upgrade can be achieved with minimal disruption to operations. Should more stringent regulations become mandated in Canada, OPW’s SiteSentinel® family of fuel monitoring equipment offers an upgrade path from the Nano that would enable the site to retain its existing probes and sensors and only require changing out the tank gauge console.

Conclusion As provincial and federal authorities Why an Upgrade Path continue to shape energy policies, is so Important regional fuel site compliance regulations In addition to implementing a tank- will expand and become more stringent. monitoring system that deploys a cost- As a result, Canadian fuel sites need to saving wiring strategy for new equipment position their operations to meet the installations, Canadian retailers would compliance requirements of today and be wise to align themselves with an tomorrow in order to minimize their equipment brand that is designed to equipment costs over the long-term. adapt to changing compliance needs. Fuel equipment manufacturers who For example, site operators who are are vested in their customers’ bottom currently using OPW’s SiteSentinel® line develop their product portfolio iTouch™ tank gauge can upgrade to around this premise. Deploying a OPW’s Nano tank gauge, add Intellitank-monitoring system — such as Sense modules to their existing sensors OPW’s Nano — that is engineered to and multi-drop monitoring devices on streamline compliance management, the existing home-run wiring. This not reduces installation costs and provides only preserves their investment in their flexibility for changing needs will help original home-run wired sensors, it alCanadian fuel sites be both compliant lows operators to combine monitoring and competitive for years to come.

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 petroleum-derived fluids from the refinery to the commercial and retail points of consumption. OPW is an operating company within the Fluids segment of Dover Corporation. For more information about OPW, please visit www.opwglobal.com.

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.

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By: Del Williams

CONVENIENCE & CARWASH CANADA

Cleaning You Softly:

the Gentle Side of Automated Car Washes

HOW TODAY’S CAR WASHES ARE GOING THE EXTRA MILE TO ENSURE VEHICLES ARE PROPERLY AND SAFELY CLEANED The Holy Grail of the car wash industry has long been to deliver the cleanest possible vehicles to demanding customers in the gentlest, fastest, most profitable way. Touchless washes, one recent attempt to achieve that aim, have produced mixed results. Now car wash supply manufacturers are offering a variety of softer, more efficient brush, cloth, and foam options that make reaching this Holy Grail much more achievable for car wash owners. While automated car washes have long relied on brushes and cloths, the industry moved toward “touchless” washes years ago for customers suspicious of anything “harsh” touching their vehicles. Since then, in-bay “touchless” washes – with automatic machines that roll over vehicles spraying treated, high-pressure, high-temperature water mixed with various chemicals – have taken their place in the industry.

While “touchless” washes are common today, traditional tunnel washes with their conveyors that move vehicles through fixed cleaning equipment remain popular. Though “touchless” washes have earned praise for convenience, a lack of physical contact with the vehicle has not always been sufficient to remove layers of dirt or grime. Now in-bay washes are taking a page from the top tunnel washes to add gentle friction for a faster, more effective, less costly process. We all need a gentle touch

Despite the fact that “touchless” washes use treated, high-pressure, high-temperature water mixed with chemicals, a thin layer of dirt or a filmy residue of road debris can still cling to the vehicle after a wash. “You need some gentle friction to get the residue off,” says David Smith, owner of two locations of Smith Brother’s Car Wash in Nashville, Tenn.

“Sometimes, even after a wash you can rub your finger down a car and there’s residue or grime. That filmy residue can stick even tighter after rain.” The per vehicle cost of “touchless” washing can also rise once the total cost of water treating, heating,

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CONVENIENCE & CARWASH CANADA

pressurizing, as well as soaps and chemical costs are calculated. Plus, touchless washes require some extra time for the soap and chemicals to soak in, known as dwell time, which slows the rate of car washing. Given these added costs, Smith estimates that it can cost about 25 to 50 percent more to wash each car via a touchless method than with gentle friction. In each of his tunnel car washes, Smith chooses to use eight rotating cloth-fill wraparound brushes, two curtains of soft cloth hangdowns, and one set of wheel brushes from long time industry brush and detailing supplier Erie Brush Manufacturing. Car wash supply manufacturers like Erie are now offering the car wash industry a variety of softer, more efficient options for vehicle cleaning from softer cloths, foams, and brushes to specially designed wheel cleaners. The company, for instance, offers soft, fleecy cashmere cloth materials to safely clean vehicle surfaces for use with wraps, curtains, and other applications. It offers gentle foam and hog’s hair brush materials for a variety of equipment. Hog’s hair is very soft and gentle. Since the hairs are tapered, they are much softer at the tips for gentle washing, yet retain stiffness for washing up close if scrubbing is needed.

“The gentle friction with softer Erie cloths breaks up the dirt faster and gets rid of the film,” says Smith. “It polishes the cars too, leaving them cleaner and shinier.” For gentle yet thorough cleaning of wheels and tires, Smith uses the company’s Wheel Wonder® automated brush, which he says cleans vehicles’ larger diameter wheels better with its gradually varied bristle length. The choice of materials from gentle foam and cloth to polypropylene and polyethylene can provide the right balance of softness to aggressiveness for such cleaning. Smith feels he’s going the extra mile when cleaning customers’ vehicles with enough gentle friction to ensure that their vehicles are safely and properly cleaned. But such a strategy also has the benefit of getting more cars through the wash more quickly and cost effectively than a touchless process. Since touchless washes require more water treating, heating, pressure, chemicals, and dwell time than conventional washes, it is not surprising that many are turning to gentle friction add-on or replacement equipment to cost-effectively break up dirt and speed their process. “With more car owners looking for cleaner cars, it makes sense for more car wash owners, particularly in-bays, to add gentle friction to their process,” concludes Smith. Finally, with softer, more efficient brush and material options at their disposal, car wash owners can clean their customers’ vehicles more softly than ever, while cleaning up all the way to the bank. For more info, call 800-711-3743 (ERIE) in US, 773-477-9620 internationally; Fax 800-798-3743 (ERIE) in US, 773-477-6030 internationally; email sales@eriebrush.com; visit www.eriebrush. com; or write to Erie at 860 West Fletcher St., Chicago, IL 60657. Author Del Williams is a technical writer based in Torrance, California.

Self Cleaning Water Reclamation Systems Reverse Osmosis Systems High Pressure Pump Stations Prep Stations 1-866-973-2524

www.reclaimequip.com

The 60 MAYWestern / JUNE

Convenience Stores Association invites you to attend the

7th ANNUAL CHARITY GOLF EVENT Held July 7TH at the beautiful Glen Eagles Golf & Country Club in Cochrane, Alberta. REGISTER YOUR TEAM early to avoid disappointment. REGISTRATION begins at 7:30 am and includes continental breakfast TEE OFF is at 9:00 am sharp. Enjoy lunch on the course along with prize competitions and the opportunity to spend the day networking with other like-minded, industry professionals. The day will conclude with dinner and prize presentations. INDIVIDUAL REGISTRATION: $375.00 members per person (cart included) $475.00 non-members per person

TO REGISTER or if you have questions please call Brenda at: 204-489-4215 email: wcsagolf@convenienceandcarwash.com

WCSA and Core-Mark Int’l in partnership would like to thank our curr

What’s New

CONVENIENCE & CARWASH CANADA

CSI® Announces Technological Breakthrough.

NeuEnergy is Real Energy for Real Life™ and is powered by Blueberries. NeuEnergy contains a combination of caffeine and Pterostilbene, the goodness of blueberries. This unique and healthy combination enables a clinically tested, longer sustained energy boost, mental clarity and focus than caffeine alone. NeuEnergy comes in a convenient, easy to carry, re-sealable package that contains 3 servings. Great value and perfect for sharing. NeuEnergy chewable tabs are fast acting and great tasting with zero calories, zero sugar and zero crash. NeuEnergy chewable tabs melt in your mouth in seconds with no water needed. NeuEnergy is naturally flavoured with simple, responsible ingredients. Each NeuEnergy chewable tab contains 59 mg of caffeine. Please contact Kathryn Stefani email: kstefani@neutrisci.com website: www.getneuenergy.com

Bolthouse Farms Green Goodness®, a 2015 Convenience Innovation Award winner in the Healthy Beverage category Now available in all Canadian Core-Mark distribution centres. Speak with your local Core-Mark rep to order Green Goodness, along with 5 other Bolthouse Farms flavors, today! For more information please visit: www.bolthouse.com

Brigham Enterprises Launches New Backwoods! Along side our popular Backwoods Original 5pks and singles, we’ve added four new SKUS to choose from – Bourbon Whisky, Ruby Port, Ice Wine and White Rum. These new SKUS are now available at a wholesaler near you. Availability is subject to Legislative requirements in your province. For more information, please contact your local sales representative or call Brigham Enterprises at 1-800-668-0628.

Cleaning Systems, Inc. has announced the introduction of UF427, Foamy Glo-NGo®. The product will be formally introduced to the global car wash industry at the International Car Wash Association Show in Nashville May 9th–11th. Foamy Glo-N-Go® effectively coats vehicles in a thick rich lather which crashes instantly when rinsed; preventing foam from accumulating behind crevices, behind chrome, or in other hidden parts of the vehicle. In addition, the product creates a “multiplier effect”, meaning that it conditions and prepares the surface of the vehicle making it ready for the next product, and ensuring the next product’s maximum performance. Questions should be directed to Mercedes Mannino at (920)337-4420 or via e-mail at mmannino@cleaningsystemsinc.com.

Anthony® Announces 5-Year Gasket Warranty Program Sylmar, CA, USA – March 22, 2016 – Anthony® has extended the warranty on its new LifePlus Gasket™ to five years when purchased with Cloze Control™ door hold open technology. Available for Anthony’s Infinity 090, Eliminaator and 101 Series Door Models, the warranty provides free gasket replacement if it should fail for any reason during the warranty period. “We understand that longer, trouble-free door gasket life is important to retailers in reducing energy and maintenance costs, so we innovated these two new products that, when used together, provide the longest gasket life possible. We stand behind our game-changing LifePlus Gaskets and Cloze Control technology with this extended warranty program.” LifePlus Gaskets provide superior sealing performance and longer life compared to standard PVC cooler and freezer door gaskets to better lock in refrigerated air and save energy costs. LifePlus Gaskets retain tight sealing ability throughout repeated thermal changes including anti-condensate heat cycles and door openings and closings. To learn more about the 1+1=5 extended gasket warranty program, LifePlus Gaskets or Cloze Control, contact Anthony at sales@anthonyintl.com or (800) 772-0900. For more information on Anthony, please visit www.anthonyintl.com. Marketing Contact: Uri Rainisch, Senior Marketing Manager marketing@anthonyintl.com or +1 818.837.2967

Master-Bilt Introduces Enhanced Undercounter Design in MBU-A Series On exhibit at the NRA Show, May 21-24, at McCormick Place, Chicago, Booth #4264 CHICAGO (May 21-24, 2016) Master-Bilt(r), manufacturer and supplier of a full line of premier commercial refrigeration, is pleased to introduce the new MBU-A series undercounter/worktable refrigerator and freezer line at the NRA Show, May 21-24 at McCormick Place in booth #4264. The enhanced MBU-A series features a new front-breathing design and allows cabinets to be enclosed on top, sides and back, freeing area workspace and offering zero-clearance installation. The undercounter/ worktable series also includes a new condenser filter screen located in the rear of each cabinet that can be removed without tools for easy cleaning. Users simply pull the screen out, rinse with water, and replace. The mesh screen filters incoming air to ensure the condenser coil is free of dirt and debris, extending the life of the equipment and increasing efficiency. Doors on the undercounter/worktable series are self-closing and offer one, two or three door option to fit any application. The MBU-A series' enhanced design also increases energy efficiency with no required perimeter door heaters. For more information, visit http:// master-bilt.com/products/cabinets/ fusion-series/undercounter-worktables/undercounter-refrigerators

MAY / JUNE

Innovative Control Systems Acquires PSD Codax, Ltd Move Signals New Era in Global Connectivity for Multisite Car Wash Operators Innovative Control Systems (ICS), announced today that it has acquired PSD Codax, a global leader in car wash code entry and access control systems. “This new alignment makes great strategic sense for both companies,” said Kevin Detrick, Innovative Control Systems President. “The geographic coverage and product lines are complementary. We are confident that the synergies created will offer significant benefits for customers around the world.” “When the Global Financial Crisis in 2008 negatively impacted sales, ICS expanded beyond the conveyor car wash segment into the in-bay and self-service markets by developing new products and a multi-site management system called WashConnect,” said Rob Deal, ICS Vice President of International Sales. ICS also initiated a territorial expansion outside of the US. “We soon encountered PSD Codax and their forecourt code entry systems in virtually every market but North America. The geographic fit is excellent,” said Deal. Graham Round, Sales Director for PSD Codax concurred. “The opportunities for global synergy are immense. PSD Codax serves thousands of retail car wash and forecourt sites around the world. ICS products complement our own. Coming together with ICS will move Codax into a new phase of business development that offers more marketing functionality, operational control, and connectivity for current and future customers.”

AD INDEX AirServ Canada Inc......................................................... 58 Bolthouse Farms ........................................................... 29 Brigham Enterprises ............................................... IFC/30 Bulloch Tehnologies ...................................................... 44 Canadian Trade House .................................................. 40 Core-Mark Inc. ...........................................................6/28 CS Expo ......................................................................8/9 Direct Cash.................................................................... 64 D.S.L. Inc. ...............................................DSL Ltd. feature Erie Brush ..................................................................... 34 Flavor Burst Company ............................DSL Ltd. feature Franke Coffee Systems North American ..DSL Ltd. feature Gourmet Chips . ............................................................ 63 Henny Penny ..........................................DSL Ltd. feature Innovative Control Systems ........................................... 54 Jack Cash ATM ............................................................. 48 Marley Beverages . ........................................................ 14 MI Petro ........................................................................ 62 NeutriSci Int’l . ............................................................... 52 OPW Fuel Management Systems .................................. 50 PDQ Manufacturing Inc. ................................................ 10 Petroleum Equipment Institute . ..................................... 16 ProtoVest Inc, ............................................................... 36 Reclaim Systems .......................................................... 59 Rothman Benson & Hedges Inc. ..............................20/60 Scholtens Inc. ............................................................... 26 Sonny’s Enterprises Inc ................................................. 25 Taylor Company . .....................................DSL Ltd. feature United Distribution Network . ......................................... 12 Upwardor Corp. ............................................................ 56 Western Refrigeration .................................................... 26 White Castle Food Products . ........................................ 42 WPMA .......................................................................... 46 Xpres Systems Inc. ....................................................... 49

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