Convenience & Carwash Canada 2018 by edge advertising

MAY | JUNE 2018

Canadaâ&#x20AC;&#x2122;s most read Canadian owned and operated Convenience, Retail Petroleum and Carwash Publication BAKED GOODS TAKE THE CAKE IN FOODSERVICE PAGE 13

HOT BEVERAGES DELIVER QUALITY AND VARIETY PAGE 26

PROPANE AUTOGAS DISPENSING PAGE 52

INCREASING ENERGY EFFICIENCY PAGE 17

EMERGING LOYALTY PROGRAM TECHNOLOGIES PAGE 34

TRAINING STAFF FOR SUMMERTIME PAGE 11

VACUUM SYSTEMS A COMPLETE CLEAN VEHICLE EXPERIENCE

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CONVENIENCE & CARWASH CANADA

Cover Story

Petroleum and Carwash

Industry News

Instore and Nutrition

38 45 22 26 Vacuum Systems Powerful tool for repeat business

Forecourt Insight Avoiding UST Water Intrusion

Balance Calories Beverage Sector Innovation

Hot Beverages Consumers Want Quality and Variety

Publisher’s Message

Editor’s Message Catering to the Generations

Carwash Presentation – Shining a Light on Proper Illumination

South of the Border – Video Cameras Examine Tanks

Propane Autogas Dispensing Easy Alternative Fuel Add On

WCSA Report Lottery Commissions

NACDA 2018 Halifax Summit

Staff Training Preparing for Summer Season

Energy Efficiency Where and How to Begin

Blueprint to Foodservice Baked Goods Take the Cake

Caffeine Getting the Facts

Loyalty Programs Emerging Technologies

Millennials Reaching Out to the Children of Baby Boomers

What’s New Upcoming Events May 29, 2018 CCSA Network and Breakfast Brampton, ON info@theccsa.ca

July 19, 2018 OCSA Annual Golf Tournament www.ontarioCstores.ca 905-845-9152

June 7, 2018 Maritime Golf Tournament Fox Creek Golf Club, Dieppe, NB hammoud@conveniencestores.ca

August 16, 2018 NL Golf Tournament Clovelly Golf Course, St. John’s, NL hammoud@conveniencestores.ca

July 5, 2018 WCSA Golf tournament The Links of GlenEagles Cochrane, AB wcsagolf@convenienceandcarwash.com

September 5, 2018 Crime Stoppers Annual Golf Tournament Richmond Hill, ON 416-904-3805

October 24, 2018 ACE (Atlantic Convenience Expo) and Retail Convenience Awards Halifax Convention Centre, Halifax, NS hind@hammoudconsulting.ca www.theaceshow.ca September 13, 2018 Canadian Carwash Association Golf Tournament Blue Springs Golf Club 416-239-0339 office@canadiancarwash.ca

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Publisher’s Message

Welcome to summer!

I’d like to thank everyone for your continued support of Convenience & Carwash Canada magazine. Each issue we receive notes from readers thanking us for providing them with great editorials that help them grow their business. It is our pleasure to do so. This issue we offer you another in our series Blueprint to Foodservice. Bakery is a key component to any convenience store. Think of this, every morning you have a regular and steady flow of traffic in your site, the smell of morning coffee and freshly baked pastries. What could be better? What an easy way to increase traffic and sales. What are you waiting for? Read on, let us help you grow again! Have you hired all of your seasonal workers? Barbara Bowes can help get you setup to hire the best of the best. In these trying times of high energy costs, our own Angela Altass outlines how operators can meet the challenge of being energy efficient head-on. The sheer number of appliances that any one store has can make your head spin. From HVAC to coolers, freezers to coffee makers and lighting to frozen beverage equipment, the energy usage is never-ending and with a forecasted hot, dry summer ahead, retailers must do their best to change their mindset to becoming more energy efficient. Summertime is a great time to spruce up your carwash site too. Vacuums and lighting matter. Imagine that you’re a woman, you need your car washed and you’d really like to vacuum out all that winter sand and gravel from the floor mats. There is a site you drive by every day. BUT, it’s dark and dingy, it looks old and somewhat unsafe, the vacuums are rusted and dilapidated looking. Nah, you’ll keep driving. I would, and have done. It’s really important to have a clean, well maintained, bright carwash. There are 33.8 million vehicles registered in Canada according to a Statistics Canada 2015 survey. If we imagine that half of these are owned by women and that women are your potential customers......don’t you think that it’d be a really, really good idea to make sure your site is clean, bright and safe? So many great educational articles that we know will provide you with something that will help you grow your business, do better business or perhaps start a new business. Heading into the summer months I wish you a summer filled with higher sales, happy and satisfied customers and an open mind to continue learning and growing your business. As always, we remain committed to your success and invite you to send us an email to let us know what topics you’d like to have us cover in the upcoming issues.

Brenda Jane Johnstone Publisher

CONVENIENCE & CARWASH CANADA

Editor’s Message PUBLISHER Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com SALES Cody Johnstone Vice President, Sales 416-838-4674 codyj@convenienceandcarwash.com Brenda Jane Johnstone 204-489-4215 bjjohnstone@convenienceandcarwash.com Diana Signorile National Sales Media Solutions 403-607-8133 diana@convenienceandcarwash.com MANAGING EDITOR Angela Altass editor@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, Istobal 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 Meline Beach Dave Bowen Barbara Bowes Camden Easterling Jim Goetz Becki Holmes Brenda Jane Johnstone Ed Kammerer Andrew Klukas Crystelle Markley Cara Wolf CIRCULATION James Gordon subscriptions@convenienceandcarwash.com

Catering to the Generations

Have you realized that children of the baby boomer generation are older now? Those children who used to go to their local convenience store for a slush drink or candy are now shopping as adults. It’s time to pay attention to what they are buying and whether they are still returning to the c-store for their purchases. An article in this issue encourages you to say hello to the millennials. The influence of this generation increases with each passing year and, if you haven’t noticed this yet, you will soon. The Nielsen report Millennials on Millennials notes that those born between the early 1980s and early 2000s tend to shop at dollar, drug and convenience stores more than the average consumer. This is good news for those in the c-store business, if you ensure that your store has what it takes to attract this new generation of consumers who are looking for quality and choices. Millennials are now the largest age cohort in foodservice so it is a good time to review your offerings in this area. When it comes to hot beverages and baked goods, we’ve got you covered in this issue. The article about hot beverages is a good place to start gathering information on what is available and what today’s consumer is looking for when it comes to coffee and hot drink options. In this month’s Blueprint to Foodservice article, Meline Beach talks about how a baked goods offering as part of your foodservice program has the power to entice customers to make sweet, indulgent, impulse offerings. Don’t forget to check each issue of Convenience & Carwash Canada for the latest Blueprint to Foodservice article and visit our www.convenienceandcarwash.com website on a regular basis to stay informed and up-to-date on all aspects of the industry. Angela Altass Managing Editor

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 would like to introduce you to our new advertisers. AGI/Westeel – page 48 Hussmann Canada Inc. – page 16 Bunn – page 28 International Drying Corporation – page 67

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WCSA Report

CONVENIENCE &&CARWASH 77 CONVENIENCE CARWASHCANADA CANADA

Treat cannabis paraphernalia as age-restricted

It’s Time to Increase Lottery Commissions for Retailers The Western Convenience Stores Association (WCSA) recently submitted a paper showing the relationship between lottery commissions and the amount of lottery that is sold by province. The findings based on lottery corporation and industry sales data were unmistakable: The provinces that offer the strongest incentives (in terms of commissions and bonuses) for retailers to sell lotto enjoy proportionally higher lottery sales and corresponding revenues for provincial governments. However, the rising cost to retailers of selling lottery has practically overrun the direct financial benefits. In addition to rising overhead expenses such as utilities and wages and debit and credit transactions – that had not been contemplated when the commission structure was initially established – can take up to three per cent off any purchase, meaning commission earnings can decrease to two per cent. Eighty per cent of BC retailers confirmed, in a recent WCSA survey, that if offered a higher commission, they would promote lottery sales "much more strongly." The five per cent of retailers who said they wouldn't encourage more sales said it is because they are already pushing sales as vigorously as possible.

Maybe none of the provincial lottery corporations have done the research or the math. Proceeds from lottery ticket sales supplement tax revenues and support many worthwhile causes and initiatives. It is astounding, therefore, that none of them have significantly adjusted lottery commissions in decades. Except, maybe, one … Andrew Klukas, WCSA president recently met with BC’s Attorney General David Eby to discuss his submission with favourable results. “Minister Eby had clearly given thought to our submission before we met and was quite interested in our arguments for raising lottery commissions in BC,” says Klukas. “He promised to arrange a meeting with the BC Lottery Corp, and was done within weeks. I was impressed, and I’m hopeful for a positive discussion that produces a win for everyone.” According to a WCSA survey, BC's NDP voters are as supportive of small businesses as other voters who favour other parties considered traditionally as more 'free enterprise' friendly. If BC Lotto under the NDP raises lottery commissions, it will be the first time any province has raised commissions since Manitoba’s former NDP government raised theirs in 2012.

The WCSA has posted a Good Practice Advisory regarding the sale of cannabis paraphernalia (delivery mechanisms like bongs, clips etc.). Many WCSA members have been selling cannabis paraphernalia alongside products historically associated with tobacco consumption, such as rolling papers and lighters. The latter products are age-restricted and the association has adopted a best practice advisory that these products should not be sold to consumers under the age of 19. Here are the recommended practices for the sale of these products: 1. Treat cannabis accessories and paraphernalia in the same manner as you treat tobacco accessories and other age-restricted products: check to ensure the buyer is not a minor. 2. Convenience retailers should follow the applicable federal, provincial and municipal laws for verifying the age of purchasers of age-restricted products. 3. Convenience retailers should always ask any person who looks to be under the age of 25 to provide valid, government-issued photo ID to establish proof of age. 4. Convenience retailers should ensure all staff are properly and regularly trained on age verification practices provided through education tools like the CCSA’s We Expect ID training program which is designed to ensure convenience store employees understand all federal and provincial laws related to the sale of agerestricted products. 5. Convenience retailers should display all proper signage, including posters, stickers and decals, such as those offered through the We Expect ID program, conveying the message that your store will not sell agerestricted products to minors and will only sell age-restricted products to customers who can show proper ID. July 5 WCSA golf tournament

The WCSA will be hosting its annual golf tournament on July 5 at The Links of GlenEagles, Cochrane, Alberta. If you would like to join us for a fine round, networking and great food, please contact Brenda Johnstone at bjjohnstone@ convenienceandcarwash.com or call 204 489 4215.

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Halifax on the Harbourfront: Don’t Miss the 2018 Summit The 2018 Summit will take place in Halifax, Nova Scotia at the Westin Nova Scotian September 25 to 27.

Set along Halifax’s harbourfront, the 2018 National Convenience Industry Summit will bring together retailers, distributors and manufacturers from across Canada. During a time of industry disruption, this year’s program will focus on Navigating a Changing Channel. The 2018 Summit will provide relevant research, inspiring keynotes and networking opportunities that will offer insight into future opportunities, challenges and trends. Once you arrive in Halifax on Tuesday September 25, join us for a night out on the town to kick things off. Meet with industry friends and network into the night. The program kicks into high gear the next morning with a full day of sessions, trade exchange and close off with our gala awards event. On the final halfday of programming, our keynote speakers will leave you with some valuable insights to take back to the office.

Espey is a transformative leader with a proven track record of delivering on the corporation’s strategic plan while maintaining a strong focus on teamwork, business integration and growing shareholder value. In 2017, he and his team made two transformative acquisitions, adding the Chevron and Ultramar brands to Parkland’s portfolio, nearly tripling the size of its business. Parkland has also become the second largest convenience store operator in Canada by site count. Meet Economics Expert – Alex Chausovsky

Alex regularly delivers keynote addresses at leading industry events to rave reviews. His charisma, engaging personality and refreshing demeanor on stage will surpass your expectations. With Meet Opening Keynote – extensive consulting expertise, Alex is Bob Espey greatly valued by management teams Bob Espey was appointed President of companies both large and small. ITR and Chief Executive Officer (CEO) of Economics’ clients rely on his input Parkland Fuel Corporation in 2011. when developing strategic plans for the During his tenure, he has successfully future, as he helps them plan for risk led the shift of Parkland from a regional conditions and find areas of opportunity. independent to Canada's largest and During his talk Winds o f Change, atone of North America's fastest growing tendees will learn what the leading indiindependent suppliers and marketers cators are saying about the economy for of fuel and petroleum products and the rest of 2018 and what ITR’s outlook is a leading convenience store operator. for 2019. There are business cycle changToday, Parkland supplies and supports a es afoot, and there are other factors that network of over 1,800 retail gas stations will have an impact on our future—and in Canada and operates national others that won’t. The consumer drove convenience store brands, On the Run / the economy to where it is today. Attend Marché Express. the session and find out why we think

the consumer could be in a weakened position for 2019. Hint: it is tied to the savings rate, the stock market, and interest rates. Check our website regularly at nacda. ca to see more speaker profiles. Register early as this is not an event to be missed. Sponsorship Opportunities

Whether you are a long-standing supporter of the industry or a company looking to gain exposure with the industry, the summit is a can’t-miss event. Are you interested in sponsoring a session or any other element of the summit program? Find our sponsor package online today at nacda.ca. “As chairs of NACDA and CCSA, we are big believers in the importance of our annual summit to bring everyone together from coast to coast to provide a platform for education and networking. The event is only successful with sponsorship which allows us to put on a first-rate program. As a sponsor, you will receive amazing visibility. Attendees recognize the importance of sponsorship in order to put together an event with compelling content, memorable networking opportunities and awards programs that celebrate and recognize excellence in our industry.” Jackie Bellerose, Wallace& Carey, NACDA Chair Ian White, Parkland Fuel Corp., CCSA Retail Chair Peter Kerr, Sobeys, CCSA Distributor Chair

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CONVENIENCE & CARWASH CANADA

By Barbara Bowes

Train for Stars! Aaah, summer time again! While your customers are enjoying the longer hours of sunshine and are anxious for the full summer season to arrive, there are many store owners who are experiencing their own set of anxieties, especially when they think about hiring and training summer employees. UGH, not again! Yet your attitude toward training employees is critical to the overall morale of your summer staff. No matter what, in your business, training is must do annual ritual. If not done effectively, you’ll experience lack of productivity, high error rates and multiple customer complaints. Not only that, you might find yourself redoing some of the work! Not good! At the same time, your attitude towards training will set the stage for how well your employees learn and perform their job. That means that employee training needs to be viewed as an investment rather than an expense. That’s because training helps to improve employee morale and creates an environment where your new employees will contribute more to their job, put in more effort, make less errors, waste less time and meet the standards you set for them. Not only that, employees who have received training are known to have far fewer work related accidents, less absenteeism and require less direct supervision. This then enables man-

agers to take responsibility for larger areas of work. However, training needs to be planned so that they will enhance the skills you need and create consistency of task completion amongst your team of employees. But where do you start? While developing a training program is not rocket science, there are systematic ways to go about doing it. The key is to do it once really well, develop a solid training manual and then be able to use the program time and time again until new ways of doing things require adaptations to your program. The following tips will help you to establish a solid training and development plan. Define the tasks – Jot down all the tasks you wish the employee to perform. Prioritize them and document how much time you expect the employee to spend on each task. Label this by percentage of time. This helps set the goal and also provides a basis for performance evaluation. Next, identify the workflow for each task; just how do you want the task to be completed? Identify the standard. For instance, what does a clean floor look like? When do you want the employee to mop up? What about shelving? Do you allow a haphazard organization of items or do you have the shelves coded by size, colour or nature of products? Be clear about what you want the employee to do including the when, what, how and why.

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This may be somewhat of an arduous task but you only have to do it once. Put this data into a manual and begin a progressive training program. Train on the job – Most summer staff learn best by doing the task and/or training on the job. Review the handbook with the new employee, demonstrate the process and then allow the employee to give it a try. Oversee and observe the individual while at the same time offering advice and encouragement. Be patient and keep in mind that any learning mastery will take several practice sessions. This hands-on learning should be accompanied by mentoring and coaching. Remember, go slow and steady as people can only absorb so much at one time. Coach and mentor – At the end of the first day, take your new employee aside and review the task manual. Inquire what areas in which the individual felt successful and what areas they are still finding challenging. Review the process both verbally and if possible return to the work station and demonstrate how to accomplish the task once again. Continue with the on the job training and coaching until the employee is confident and you are visibly seeing your standards being met. Train for customer service philosophy – Customer service is of such importance today that an owner really needs to focus on training this skill. However, it isn’t always easy to transmit your message. This is where online training will benefit. Review the tools available on the internet (YouTube) and selected one that matches your approach and make it part of your own training program. Follow this up with a set of customer service rules and be sure to discuss thoroughly with the new employee. Train for challenges – No matter what type of business, your staff are going to encounter a difficult customer. Develop a standard methodology for dealing with these situations and include it in your training program. Ensure that employees know their own level of tolerance and risk and that they know exactly what procedures to follow should extreme difficulties arise.

Explore job rotation – Small convenience stores and carwash entities with more than one staff person can benefit by training their new employees in several operational areas. This is done through a process called job rotation where a new staff is assigned to a particular job for a short period of time. The more variety of tasks an employee can do, the more valuable the employee is. As well, job rotation also keeps employees excited about their job as they are learning new skills and building new social networks. It helps them gain an appreciation for what others do in the company. Finally, when new applicants learn they may have multiple opportunities within a company, the concept of job rotation can also become a very effective recruitment tool. If you decide to use job rotation, be sure to confirm which jobs would benefit by having more than one trained staff. Then, set the specific goals and objectives for your job-rotation strategy. Confirm accountability – One of the key training elements for new employees is to define and confirm what their scope of responsibility is. In other words, what can they do and what can’t they do. For instance, emphasize that store hours are store hours and that the employee can’t close early simply because there is a slowdown in customer traffic. Training is an investment in your employees. Summer staff who are well trained provide better customer service and meet your work standards more frequently. Finally, trained staff are more than likely to return to your work location for more than one season and may in turn be skilled in training newer staff. A bonus for sure!

Barbara J. Bowes, FCPHR, CMC, CCP, M.Ed, is president of Legacy Bowes Group. She is also an author of eight books, a professional speaker, executive coach, a book coach and a workshop leader. She can be reached at barb@legacybowes. com and/or barbarabowes.com.

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CONVENIENCE & CARWASH CANADA

By Meline Beach

Blueprint to Foodservice

The power of aroma can make your mouth water, change your mood and trigger thoughts and memories. The smell of baked goods, in particular, can make you feel calm, happy and hungry.

There isn’t anything much better than the smell of something baking – sweet cinnamon, fresh bread or warm fruit filling – right from the oven. A baked goods offering as part of your foodservice program has the power to entice customers to make sweet, indulgent, impulse purchases. As the boundaries between grocery stores, convenience stores, pharmacies and bakeries continue to blur, each competing for customers, c-stores have the distinct ability to deliver convenience as a competitive advantage, better than the rest. The key is to sell a wide variety of items to meet customer needs. For some convenience stores, that includes offering a variable foodservice program, including baked single serve and snack options. These items, sold at all hours, can include cookies, donuts, brownies, turnovers, cinnamon rolls, bread, buns and muffins – just to name a few. Whether it’s prepackaged, thaw and serve, bake from frozen or DIY bake in-house – there are many options for C&G retailers to serve up sweet and savoury baked goods to their customers. Mike Habib, owner/operator of Jubilee Junction in Halifax, Nova Scotia, has been offering a complete foodservice menu at his convenience store since 2014. In addition to traditional c-store items, Jubilee Junction is also known for its french fries,

onion rings, chicken fingers, wings, sandwiches, subs, pizza, muffins, cinnamon buns, cookies and apple turnovers. Habib believes that diversification is the key to staying relevant. He has developed quite the reputation for quality food, so much so, that loyal customers call in their order of rolls, muffins and cookies during the day for pick-up that evening. “I like to stand out from the competition,” says Habib, who takes pride in offering 10 different varieties of cookies from three basic cookie dough bases, such as mini eggs, peanut butter, double chocolate, and macadamia nut, in an effort to make it “fancier” for his customers. According to Habib, smell and timing are extremely important for a successful baked goods program. “The smell of our baked goods creates a sense of curiosity and an interest to want to try it,” he says. “We bake different items throughout the day that appeal to different customers, such as cookies for students after school, cinnamon rolls or muffins for morning and evening commuters and donuts for late night snackers.” Appealing to different clientele, building loyalty and remaining competitive are also reasons why Dale Mott, owner/operator of Irving

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CONVENIENCE & CARWASH CANADA

quickly that it takes a while for them to notice anything other than what they came in for.” While sampling is an effective way to entice customers, Bruce Beer, owner of Norma’s Bakery, advocates promotions as another means to drive sales. “Our single serve prepackaged rice crispy squares and butter tarts, According to Euromonitor, a market research which have survived the provider, the retail value of baked goods in the test of time with over 30 c-store channel is $26.9 million (CAD). In addition, years in the market, sell the baked goods market is forecasted to be a $7.9 well on their own and billion-dollar industry by 2022, up from $7.4 billion paired up with a coffee.” (CAD) in 2017. Product longevity is a testament to their motto: ‘Nice packaging can get people to purchase a product the first time, however the quality of what’s inside and pasta products but expressed con- is what gets them to buy it again.’ BOGO cern that if he were to drop baked goods (buy one, get one half off) promotions from his foodservice offering, his cus- are also another means of consuming tomers would miss it and go elsewhere. your baked goods inventory before their Gerry Van Beek, director of Business expiration. Development at Saginaw Bakeries agrees Upselling techniques can be used that product selection is key to a success- throughout the day by the owner/opful baked goods foodservice program. erator of the c-store as another means Saginaw Bakeries, a wholesale bakery to move product. “Drawing the customlocated in Surrey, British Columbia, pro- er’s attention to your hot beverage and vides a variety of indulgent and func- baked goods offering is a simple way to tional baked goods to the C&G channel drive sales,” says Karen Weldman, vice primarily in Western Canada. Of its total president, New Business Development baked goods product offering, donuts are at Country Style, whose top three selltheir top seller – be it chocolate, glazed, ing baked goods include Boston cream or apple fritter. donuts, apple fritters and a variety of “Keep your display fresh, clean and muffins. “For example, you could say: never, ever run out of your top sellers,” We just brewed a fresh pot of coffee and says Van Beek. “Offer some variety – be have a wonderful variety of baked goods it products, ingredients or regional pref- available. Why not start your day with a erences, know your customers’ purchas- coffee and a muffin? If the customer has ing habits and offer baked goods during a good experience, it will result in repeat those times of day.” With a small tray business.” and dome, serving utensils or toothpicks Foodservice within the C&G channel and serviettes, Van Beek believes that a requires a commitment to food safety sampling program is an effective way to and quality. Done well, the bakery catintroduce a baked goods program at a egory can turn a well-located c-store relatively low cost. “A C&G retailer can into a destination that will attract new enter the baked goods market at a low customers, encourage loyalty, drive sales entry-level dollar value,” says Van Beek. and sweeten your bottom line – one “However, it’s extremely important that sweet smelling snack at a time. you never, ever offer stale product as you will not be able to recover from that loss of trust.” Habib advises C&G retailers to give it an honest trial period for at least a Meline Beach is a Toronto-based month. “Customers are in and out so freelance writer.

in Willowgrove, New Brunswick, offers baked goods to his customers. Mott leverages wholesale and thaw and serve options for Nanaimo bars, donuts and rolls and bakes muffins, cookies and breads in-house. In the C&G business for over 40 years, Mott admits that margins of baked goods are not as great as his fresh pizza

Key takeaways to a successful baked goods foodservice program: • Baked goods prepared from scratch or finished on-site fill stores with appetizing aromas and encourage impulse purchases. Therefore, merchandising baked goods as close to the coffee station or the checkout counter as possible makes good business sense. • The options of thaw and serve and freezer to oven products finished on site enable c-store owners/operators to participate in the baked goods category without the added labour of baking from scratch. • Know your clientele – what products they like and the time of day they shop and deliver a baked goods program that meets their needs. Offer a variety of individually-wrapped grab and go baked goods that look and taste great throughout the day, focus on top sellers, drop low sellers and consider ethnic or regional favourites. • Use tactics, such as bundling baked goods with coffee, or offer a “buy one, get one half off ” promotion to help build customer traffic, enhance customer purchasing habits and consume your inventory before its expiration. • As with all food items, presentation, quality and food safety are paramount.

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By Angela Altass

CONVENIENCE & CARWASH CANADA

Grasping the Concept of Energy Efficiency

MOST PEOPLE UNDERSTAND THE CONCEPT OF ENERGY EFFICIENCY, HOWEVER, IMPROVING ENERGY CONSUMPTION CAN SEEM A SOMEWHAT DAUNTING AND CHALLENGING TASK. WHERE AND HOW TO BEGIN AND HOW MUCH CAN BE SAVED FINANCIALLY ALONG WITH ENSURING THAT YOU ARE BEING ENVIRONMENTALLY-CONSCIOUS? Dianna Miller, chief, Energy Star, Office of Energy Efficiency, suggests that teaming up with your local utility to do a walkthrough of your business with you is a good starting point. “Almost every utility in Canada is an Energy Star partner,” she notes. “They know exactly what they’re talking about. They know where to find energy savings and it’s in everyone’s best interest – in theirs and yours as a business owner – to have your peak loads reduced. They are looking for energy savings as much as you are and if you are a willing partner, they are usually more than happy to jump in and give you tips on where to start.”

Energy Star is the international symbol of premium energy efficiency and it appears on products that meet strict energy efficiency technical specifications. The Energy Star initiative in Canada is administered by Natural Resources Canada’s Office of Energy Efficiency. The benefits of using energy-saving equipment include cost savings in the form of lower energy bills. “With Energy Star equipment, you are looking, in general, at products that usually perform within the top 15 to 35 per cent of their class of energy efficiency,” says Miller. “Products that you typically find in a convenience store or small business environment, such as commercial freezers, vending machines and

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The ENERGY STAR® mark is administered and promoted in Canada by Natural Resources Canada.

items like that, have a 50 per cent savings attached Energy Savings to them. Part of the reason for that is a lot of these “Your energy savings would pay for any incremental products aren’t subject to energy efficiency regula- cost or any early retirement of existing product tions so the only way you can be sure you are getting costs in three to five years,” says Miller. “The an efficient product, because you aren’t necessarily commercial cooking products came out around protected by government regulations, is to get an 2010 and I know that sounds like a long time ago, but in the life of a supplier business, it’s a recent Energy Star certified one.” There is still much work to be done regarding get- entry. There are some suppliers out there who just ting the word out on the commercial side of things don’t want to make the effort and time to get to about savings associated with using Energy Star know these products. I would say that in provinces where there are rebates and incentives for Energy equipment, says Miller. “One of the things I’ve noticed is in small business Star certified commercial products, the awareness establishments, a lot of the products are leased or is a bit higher. In the Atlantic Region, there’s quite a rented,” she says. “In that case, it doesn’t really cost few of them and in Manitoba there has been some anything to ask about Energy Star equipment avail- for quite a while.” One of the ability. Just ask your provider or the company that is quickest ways to renting this equipment to you if they have anything “There is Energy Star save on energy in stock that is Energy Star certified.” certified just about is to take a look It may be necessary to educate your supplier everything,” says Miller. at your lighting, about Energy Star certification, states Miller. “There are 75 product notes Miller. “Sometimes, you will find that they don’t even categories and quite often “I walk into know what you are talking about,” she says. “We there are rebates for them.” small businessdid a study a few years ago and found that, on the commercial side of things, people are only as aware es every day and see they still have old-fashioned as their suppliers are and suppliers can tend to get lighting,” she states. “That is a low hanging fruit. into a comfortable groove where they have a hand- The return on investment is instantaneous. I see ful of products they know and those are the ones business owners roll their eyes about this but I canthey are going to sell. People get comfortable work- not overstate how just switching out your lighting to new LED fixtures and lightbulbs can make such ing within their network.” In some cases, Energy Star certification didn’t a difference. You can go to just about any supplier enter certain product categories until relatively re- and get all shapes and sizes of Energy Star certified cently, which is another reason why your supplier lightbulbs.” Natural Resources Canada, www.nrcan.gc.ca, in might not be aware of what is currently available, adds Miller, noting that the payback for some prod- connection with the United States Environmental ucts is less than a year and for others it is usually in Protection Agency, have an online searchable product listing for Energy Star products. the three to five year range.

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“There is Energy Star certified just about everything,” says Miller. “There are 75 product categories and quite often there are rebates for them.” Hussmann Corporation is an example of one company that is increasing its presence with alternative refrigerants that are more energy efficient and have lower global warming potential (GWP). They also have energy efficient features in ECM motors, parallel refrigeration systems, LED lighting, night curtains, controls, and doors for reach-in coolers and walk-ins. “This includes the vertical reach in selfcontained cases (VRM, VRL) and the door merchandiser MD4060DA,” says Greg Plodzien, marketing communications and web specialist, Hussmann Corporation. “We will continue to invest in energy efficient products. We continue to see partners and retailers move to more energy efficient and better for the environment products. Several have increased their sustainability presence and are requiring improved energy conservation over the next few years.” Anything that a retailer can do to improve energy efficiencies is a great idea, says Plodzien. “There are rebates available that can help offset any additional costs,” he comments. “Be sure you understand an energy efficiency project’s payback. Rely on technology experts, verify savings estimates and ask your local hydro company if rebates might be available for the efficiency upgrades that you are considering.” Heating, Cooling, Ventilation Systems

Once you have evaluated your equipment inventory and are reaping the investment returns of new energy efficient products, you can start to look at bigger things, like heating, cooling and ventilation systems, which tend to cost more to tweak, notes MIller. “Currently, most convenience stores and small retail facilities employ heating and cooling technology that use single or multiple standalone roof top units (RTU), which provide hot and cold air to the interior of the facility depending

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on the season and demand for either cool or warm air to maintain a comfortable environment,” says Keith LaRose, director of Business Development, CopperTree Analytics Inc. RTU units require relatively significant amounts of energy to function, says LaRose. “One of the challenges is they are most often truly standalone in that they operate on a feedback loop from a thermostat in the facility, which calls for either heat or cooling based on the measured conditions inside,” says LaRose. “Unfortunately, if you are a convenience store operator with several hundred store locations, these standalone units offer no centralized control, monitoring or analytics capabilities to enable you to take proactive control, foresee and react to mechanical problems affecting the units, or ensure that they are operating in a method that is as energy efficient as possible.” New technologies, which include cloud computing, cellular data modems and data and energy analytics solutions are changing the landscape for these systems by enabling them to be remotely monitored, controlled and analyzed, says LaRose. “These capabilities lead to drastic reductions in energy consumption and the ability to respond to, and even predict, mechanical system failures,” states LaRose. “Data can be transformed into knowledge and retailers can leverage the capital investments they have already made and make them more efficient. Unfortunately, too often the data that is available from their facilities is being thrown aside as quickly as it is being generated because they do not have the systems in place to capture, collect and analyze the data.” A good analytics solution will focus not only on energy but also on comfort, says LaRose. “After all, the goal of a retailer is to sell products but that is near impossible if their facility is not appealing to their customers,” he remarks. “Imagine if a retailer could predict a HVAC system failure and have it repaired before it causes a disruption. That is not science fiction. It is possible today with the right technology and processes.” As miller notes, “an informed consumer is a powerful one.” As a consumer of energy, it’s a good idea to become informed about ways to improve the energy efficiency of your business.

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Balance Calories â&#x20AC;&#x201C; A success story of Canadian beverage sector Innovation

By Jim Goetz

2017 was an important year for the Canadian Beverage Association, as

we celebrated our 75th anniversary representing the non-alcoholic beverage industry. Another reason for the industry to be proud was the Conference Board of Canadaâ&#x20AC;&#x2122;s (CBoC) Balance Calories Tracking Report 2017. The report showed that Canadians are continuing to reduce the number of calories they are consuming from sugar-sweetened beverages. That is happening, in large part, as a result of the hard work the beverage industry is doing to drive innovation, promote calorie balance and reduce the amount of sugar Canadians are consuming from sugar-sweetened beverages. The Balance Calories Initiative (BCI) is a voluntary industry-led initiative by members of the Canadian Beverage

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Balance Calories Tracking Report 2017 and the federal government’s data corroborate a continued reduction in calories consumed from sugarsweetened beverages.

Association to reduce calories consumed from sugar-sweetened beverages per capita/per day by 20 per cent by 2025. The CBoC report shows that, in the first two years of our commitment, calories from non-alcoholic sugar-sweetened beverages have declined by 10.2 per cent. This level of reduction is also reflected in the federal government’s own Canadian Community Health Survey (CCHS) 2015. The result is that both the Conference Board of Canada – Bal-

are seeing real results. While those results show that calories from sugarsweetened beverages have gone down, obesity rates in Canada continue to rise. To ensure the success of Balance Calories, it was crafted around some of the most effective measures in reducing obesity as identified in the McKinsey Report – portion control, reformulation and innovation. The McKinsey Report – Overcoming Obesity, published in 2014, investigated some 16 obesity intervention methods. The methods used to in-

ance Calories Tracking Report 2017 and the federal government’s data corroborate a continued reduction in calories consumed from sugar-sweetened beverages. This reduction is significant, representing millions of calories from sugar being removed from Canadians’ diets. In total, the CCHS 2015 data points to at least a 30 per cent reduction in calories since 2004, corroborating the findings in the Conference Board report. Our industry is working hard to address the less than seven per cent of daily calories that our products account for in Canadians’ diets, and we

form the Balance Calories Initiative are the top three methods outlined in that report. The Canadian Beverage Association and its members will continue pushing toward meeting our Balance Calories goals by innovating to reduce the number of calories Canadians consume from the products we produce. Canadians now have more options and control over the calories they consume from our beverages than ever before. With more than two dozen new low-and no-calorie options being introduced to the market in 2017 alone, innovation is the lifeblood of the beverage industry,

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which will continue into the future. To learn more about the Balance Calories initiative please visit: balancecalories.ca Conference Board of Canada â&#x20AC;&#x201C; Canadian Beverage Association Balance Calories Tracking Report 2017 http://www.conferenceboard.ca/e-library/ abstract.aspx?did=9319 For liquid refreshment beverages, including 100 per cent juice, based on 2,000 calories per day. Source for LRB calories/litre and consumption data: Canadean (2015; based on Canadean data from their Industry Analyzer and Ingredients databases). www.canadean.com https://www.mckinsey.com/industries/healthcare-systems-and-services/ our-insights/how-the-world-could-better-fight-obesity Jim Goetz is the president of the Canadian Beverages Association, the national trade association representing the broad spectrum of companies that manufacture and distribute the majority of nonalcoholic refreshment beverages consumed in Canada.

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By Angela Altass

When it comes to hot beverages, consumers are looking for quality, good taste and variety. “Customers want quality and variety,” says Marc Rex, director, Fresh and Foodservice, Canada, Core-Mark. “It’s important to have the roast levels and the blend descriptions of coffee available.” People, especially millennials, are also more interested in looking for certifications and knowing where the coffee they are drinking is coming from, says Rex. Coffee is the foundation of any foodservice program, says Rex. CoreMark recently launched two new coffee programs – Arcadia Bay Select and Timothy’s Coffee Programs.

Quality, Variety Impact Hot Beverage Sales which provides customers with quality tea, coffee and cappuccino. CoreMark’s Arcadia Bay coffee program marries fine varieties of coffees from around the world with an attractive marketing/POS and equipment partner program. Timothy’s coffees are Rainforest Alliance certified with light, medium and dark roasts available. When it comes to marketing your hot beverage program, Rex emphasizes that cleanliness should be top of mind. “Make sure your hot beverage area is maintained properly,” says Rex. “The condition of your store, inside and out, is important. A customer is not going to make it over to the coffee station if they have to go through a bunch of clutter to get there. Make sure your store is clean and organized.” Coffee is the most popular beverage among adult Canadians, says Lesya Balych-Cooper, president of the Coffee Association of Canada. “Coffee is even more popular than tap water,” states Balych-Cooper. “There are fluctuations over time but coffee consistently holds the most popular beverage spot with adult Canadians.”

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The espresso based specialty coffees grew from 13 per cent in 2013 to 23 per cent in 2017

Espresso Based Beverages

Both hot and cold espresso based coffee beverages are the fastest growing in popularity, adds Balych-Cooper. “I think the biggest thing that I would say to convenience store retailers is to find a way to provide hot and cold espresso based beverages,” she says. “The espresso based specialty coffees grew from 13 per cent in 2013 to 23 per cent in 2017. It’s the largest growth area in coffee. If you have Americanos, cappuccinos, cold brews and nitro brews - those are the more popular ones in terms of rapidity of growth right now. These are growing very quickly. Coffee is a $6.2 billion industry in Canada and that means a lot of dollars when it grows that fast.” Having a coffee has become an occasion, says Balych-Cooper. “When you go into a place that serves coffee, you find a real community of perhaps seniors or people who are going to work and stopping for coffee and a chat with friends on the way,” she says. “Quality of the beverage has become more important. People used to look at price but now it’s very much more than a price point and the wonderful thing about coffee is that there’s something for every taste profile.” There is a great deal of variety regarding coffee beverages, notes Balych-Cooper. “In our most recent coffee trends study,

we saw that most consumers are saying chine, with consistency in cup quality that they are much more or somewhat through Franke’s innovative technology.” more likely to buy coffee when there are four things: when the level of roast is Coffee Consumption Increasing specified, it’s grown on farms that treat Consumption of coffee continues to rise, workers well, it’s grown in an environmen- says Brown. “According to the 2018 National Coffee tally stable way, and when the company supports the communities in which the Association’s National Coffee Drinking coffee is grown,” states Balych-Cooper. Trends Report, daily coffee consumption “Millennials, the people who are under 35 is at the highest level in six years, with 64 years of age, are now the largest age co- per cent of US consumers drinking coffee hort in foodservice. They are influencing daily,” says Brown. Coffee and hot beverages is an exeverything that takes place in foodservice. They want choices and those choices have tremely important category, says Woody Stelnicki, managing director, Petroleum, to include decaf.” The Coffee Association of Canada wel- Calgary Co-operative Association Limcomes new members and is interested in ited. “In 2017, many co-operatives in Westreaching out to convenience stores regardern Canada, including Calgary Co-op, ing their coffee programs. “I think there’s a great deal that we can launched our private label coffee brand, do to help consumers know that they can Co-operative Coffee, at all our gas bar logo to their gas station or convenience cations,” says Stelnicki. “As a part of this, store and have a tremendous cup of cof- we completed upgrades at all our locations that included equipment, counters fee,” states Balych-Cooper. Today’s consumers are willing to spend and re-identification of coffee areas.” Calgary Co-op gas bars sell only fair more for a good coffee, says Amy Brown, marketing manager, Franke Coffee Sys- trade organic coffee and has participated in Fair Trade Coffee Day in tems. May for the past nine years. “According to the Allegra Co-op gas bar locations have World Coffee Portal, today’s been selling fair trade coffee coffee consumers are driven since 2007 and Stelnicki feels by good taste and the freshthat consumer interest in ness of their hot beverages,” organic and fair trade coffee says Brown. “Not only is continues to increase. taste and freshness of ut“Each year, the proceeds from most importance, but also the sale of fair trade coffee for the ability to customize that day are donated to differtheir beverages. Today’s inent fair trade initiatives, genernovative equipment is the ally for improvements in a fair perfect fit to take a convetrade coffee producing comnience store’s core coffee munity,” says Stelnicki. “We program to a differentiating participate in Fair Trade Cofoffering to compete with fee Day as it gives us another coffee giants in their maropportunity to give back. With ketplace.” Fair Trade Day, we give back to Franke Coffee Systems Franke Coffee Systems those communities that are rejust released the A800 Fresh A800 Fresh Brew sponsible for providing us with Brew, a bean to cup brewsuch a high-quality product.” er in which the machine Next to coffee, cappuccino is the biggrinds whole coffee beans for each cup of gest selling hot beverage at Calgary Cocoffee brewed. “The A800 Fresh Brew produces a better op. When it comes to satisfying the hot tasting, fresh product and reduces prod- beverage consumer, Stelnicki says that uct waste,” says Brown. “The machine quality and value are important. “Freshly brewed coffee that is hot and features up to three coffee blends per ma-

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CONVENIENCE & CARWASH CANADA

ready to,” is what customers are looking Convenience store owners are looking for, he says. High standards relative to the for a service provider who can provide a facilities, coffee areas and equipment – quality product, timely service, variety making sure everything is clean and well of equipment and products, with tiered kept - is vital, he states. pricing to suit all budgets, and marketStores should do a periodic check to en- ing/POS support tailored to their needs, sure that the volume of coffee that their says Grimm. brewer is yielding is correct, notes Tom The term traditional has changed over Humphreys, petroleum operations man- the years regarding coffee, notes Grimm. ager, Peninsula Co-op, Saanichton, British “It used to mean served out of a glass Columbia. pot and warmed on a burner,” he says. “A 2.5 oz frac pack of coffee should be “This trend is now extremely rare, if not yielding about 65 oz or 1,820 mls,” says obsolete in most convenience store locaHumphreys. “If you aren’t getting the cor- tions. Thermal server technology has enrect yield it will change the coffee quality abled c-stores to keep their coffee fresher and lower your gross profit.” and hotter to enable the taste quality to Most consumers will choose a coffee remain more consistent. This means less brand based on habit and routine, says coffee being wasted, as well as less cusGene Grimm, marketing specialist, Van tomer complaints.” Houtte Coffee Services. New Trends “They will naturally gravitate towards a brand they know and love because they With new trends on the market, the have tried it many times and enjoy its con- traditional coffee program offering sometimes isn’t enough to get all sistent flavour,” says Grimm. “This means consumers to come into your store, says no matter where they are, their morning cup of coffee always has the same great Grimm. “In recent years, we have seen a large taste. This is why brand recognition is a trend for more fair trade and organic large factor that drives consumers into a options,” says Grimm. “From a public location. Marketing these brands through POS material inside and outside a conve- environment standpoint, we’ve found customers are looking for a fresh, connience store environment can help bring sistent offering but also with enough vathe consumer to your coffee station and ultimately buy a fresh cup of their favou- riety. Trends for milk-based and espresso-based beverages are also on the rise rite hot beverage.” across Canada and convenience stores Van Houtte Coffee Services, a division of Keurig Canada Inc., is working closely need to quickly seize these growing with its mother company to focus on com- trends and transform them into business opportunities.” pleting its conversion of all K-Cup pods to Advances in equipment and servers a recyclable format by the end of 2018. “We currently offer more than 150 differ- have allowed more coffee to be brewed at a time, freeing up staff to perform other ent varieties of K-Cup pods and are always introducing new selections including new duties, notes Grimm. “With a bean to cup, single serve type brands, flavours and seasonal offerings,” of equipment to complement the offersays Grimm. “Our branded programs are ing outside morning rush hours, you get always in development to help our client’s drive more customers into their locations.” the perfect combination to offer freshbrewed quality coffee all day and night,” Van Houtte Coffee Services recently says Grimm. “Choosing the right service launched REVV coffee in K-Cup pods in two new flavours: Afterburner and Tur- provider to partner with the client is key to ensure the equipment and technology bocharger. is always up to date.” “These amazing new products will give Ensuring that coffee is always fresh you that extra kick to fuel your day,” says and hot will help drive repeat business Grimm. “Rich, smoky and bold flavours back in the door, notes Grimm. will have you cleared for takeoff. This “If consumers have a bad cup and it’s brand is not for the faint at heart as it their first time, you likely won’t see them adds an extra kick to your morning cup buy a cup at your store again,” he states. of joe.”

MAY/JUNE

Coffee Program Success Factors

Gene Grimm, marketing specialist, Van Houtte Coffee Services offers the following key factors for success with your c-store coffee and hot beverage program. Grimm states that some of the most successful programs Van Houtte Coffee Services has partnered with over the years all had the following in common: • Dedicated staff responsible/ accountable to the program and

ensuring freshness and quality at all time;

• A variety of roasts, blends, and other hot beverage options (such

as teas and hot chocolate) to cast a larger net; • Fun promotional initiatives or loyalty programs to encourage trials and

repeat purchases. • A store manager who understands

what great coffee means, who values the quality of his coffee program, and recognizes its importance for his customers.

• A clean and well organized coffee station with professional branding and

signage;

• An easily visible, well-lit coffee area

within the c-store;

• A consistent brand and blend offering

so customers know what they can expect and not be disappointed from one visit to another;

Join us in

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Alex Chausovsky, Bob Espey, ITR Economics Parkland Fuel Corp.

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Carman Allison, Neilsen

Set along Halifax’s harbourfront, the 2018 National Convenience Industry Summit will bring together retailers, distributors and manufacturers from across Canada. The 2018 Summit will provide relevant research, inspiring keynotes and networking opportunities that will offer insight into future opportunities, challenges and trends.

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MAY/JUNE

BE CAFFEINE SMART As a working mom with two kids, caffeine (in pretty much any form) helps me achieve my daily goals. On the flip side, prioritizing sleep is a year-round combat especially with kids in the equation. By Becki Holmes

It’s not rocket science to know that I’m a better, more productive, and more approachable human

sleep like a baby, while others may experience sleep sensitivity if caffeine is consumed after lunchtime. after a solid night’s rest. Anyone who knows me Like many dietary constituents, the personal chalalso can attest that I’m even more approachable lenge is to get the facts so you can understand what and productive after a solid cup of coffee! But like works best for you. Being caffeine smart starts with knowing where everything, balance and moderation is key. Health Canada, along with other leading health caffeine can be found, and how much is present authorities, suggest that up to 400 mg of caffeine in foods and beverages. Caffeine has been condaily is considered a moderate and safe amount of sumed for centuries from sources like coffee, tea caffeine for the general population of healthy adults. and chocolate. In more modern times, it’s comAnd, while 400 mg sounds like a free pass for cof- monplace to find caffeine in products like sodas fee lovers, caffeine is not for everyone and tolerance and energy drinks. Regardless of whether caffeine may vary from person to person. Some people may is naturally occurring or an added ingredient, its be able to enjoy a shot of espresso after dinner and effects are identical.

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What’s most important to know is that not all products contain the same levels of caffeine, especially when it comes to naturally occurring sources. For instance, coffee brewed at home is generally about 95 mg of caffeine per 236 ml (just under a cup), whereas the same volume of drip coffee purchased at a premium coffee chain could contain up to twice the caffeine, around 180 mg. New trendy cold-brewed coffees pack a punch at 150 mg per 354 ml. The variations observed in coffees are largely due to the type of coffee bean, grind, water temperature, and steeping time. Cold brew coffees are often steeped for extended periods of time, which is why caffeine levels in these products are frequently higher than that of drip coffee. With variable caffeine amounts in the growing number of coffee preparations and limited caffeine labeling on these products, it’s challenging to understand what may be appropriate to consume. While coffees and teas represent the majority of

global caffeine intake, it is more common to see caffeine quantities labeled on retail products. The majority of soft drink and energy drink companies label this information on their products for Canadian consumers making caffeine choices easy to compare. Most major energy drinks Cold brew coffees are often steeped for contain between 75-100 mg of extended periods of time, which is why caffeine per 250 ml–roughly the caffeine levels in these products are same as that found in a home frequently higher than that of drip coffee. brewed cup of coffee and a 591 ml bottle of Diet Coke, which contains 78 mg of caffeine. At the higher end of the spectrum are caffeine-containing dietary supplement products (like energy shots), which can (continued on page 64)

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By Cara Wolf

EMERGING TECHNOLOGIES AND LOYALTY PROGRAMS Almost everyone belongs to a loyalty program of some kind. Air miles, rewards points, cashback and membership coupons are some of the kinds of offers people receive in exchange for increased and repeat business.

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

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According to Statisitca.com, there were 175 million loyalty program memberships in Canada

A simple Google search generated 206 results for customer loyalty software programs!

in 2017; up from 130 million in the preceding reported period. The retail sector accounted for 51 per cent of the total 175 million loyalty program memberships. Loyalty and rewards programs are not realizing their full potential. Ten per cent of rewards are unredeemed and up to 50 per cent of the members are inactive. Up to 70 per cent of surveyed consumers abandon loyalty rewards because it took between six and nine months or longer to accumulate enough points to redeem rewards. Customer acquisition, transaction and system management costs are constantly increasing. So, what does that mean to you as a business owner or manager and how much should you invest in offering these programs? What types of emerging technologies are being used in the marketplace today and can you implement them successfully while keeping your customerâ&#x20AC;&#x2122;s data secure? A simple Google search generated 206 results for customer loyalty software programs! This article describes a few emerging technologies including RFID Technology, Mobile Apps, Blockchain and Artificial Intelligence as they relate to retail convenience store and carwash loyalty programs.

RFID TECHNOLOGY

Radio frequency identification technology is used in the XpressWash carwash system. Mike Jorgensen, sales manager of XpressWash described the benefits of this system as follows: XpressWash allows the customer to get a carwash whenever and as often as they want for one fixed price per month or per year. No cash or credit card is needed at the time of the wash. Because the XpressWash system utilizes RFID technology and vehicle specific RFID tags that are attached to the windshield, only a single vehicle can be washed with each tag, thereby reducing fraud. Recurring billing options on the administrative back-end provides increased revenue streams and is easy to integrate into existing systems.

MOBILE APPS

Mobile Apps exist in the marketplace to allow customers to pre-purchase car washes and earn rewards towards free washes and other product offerings. These connect with the carwash terminal via Bluetooth technology. Usage is tracked and reports can be generated about user activity and buying habits, while keeping information safe and secure. Business Insider recently reported that while just 16 per cent of the general population had used a mobile wallet, 35 per cent of millennials have already adopted the

technology. Ninety-eight percent of millennials use a smartphone. Mobile payment options such as Apple Pay are increasing in user adoption preference.

BLOCKCHAIN

At the basic level, a loyalty coin makes it easier for businesses to engage their customers. A universal loyalty cryptocurrency benefits merchants by assisting them to reduce their loyalty liability. Liability is an entry in the balance sheet of a company that indicates what they owe to others. Since loyalty points constitute a promise to give customers discounts or even free items, which would amount to money most of the time, it has to be recorded as a liability. If every customer decides to redeem their points all at once, the financials of the company will suffer. However, since anyone can participate in the mining of cryptocurrency, merchants could mine for themselves and offer the loyalty coins to its customers. They can also accept loyalty coins that other merchants mine. Since traditional loyalty points have no monetary value to the merchant after being spent, a blockchain-based coin could be traded for fiat currency, helping merchants recover some of the sales made with loyalty points. Supply-chain management is another key function that could benefit from blockchain technology by replacing third party vendors to facilitate payment transactions.

ARTIFICIAL INTELLIGENCE

In retail, artificial intelligence or AI technology applications provide the most significant potential value in the marketing and sales function of the business. Within that function, pricing and promotion and customer service management are the main value areas. Combining customer demographic and past transaction data with social media monitoring helps generate individualized product recommendations dynamically and in real time. Recommendations that target individual customers can lead to a twofold increase in the rate of sales conversions. Many artificial intelligence apps exist that simplify traditionally tedious or time-consuming tasks. Customer loyalty platforms are being built with rule-based chat bots to increase customer engagement and satisfaction. As the sophistication of technology advances so does our ability to evolve our decision-making capabilities as business owners. The fundamentals of increasing profits remain the same. The managers and owners that embrace new technologies will be the dominant competitors in the convenience and car wash industry.

Cara Wolf, MBA CMC is the founder of Ammolite Strategies Inc.; an innovation advisory firm specializing in the implementation of emerging technologies. Her email is: cara@ammstrat.com.

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Think about it. You focus so much on ensuring your customer’s vehicle is sparkling and that the wash experience is great with the right tunnel equipment, the proper chemicals, the lighting, etc. But pair that effort with a vacuum system that fails to deliver and you’ve lost an opportunity to provide your customer with a complete clean vehicle experience.

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Performance and Power are Key

The vacuums are often the one piece of a facility that patrons are operating and interacting with themselves, so it’s crucial to have a system that is easy to use and does a fantastic job. Plus, people tend to spend more time in their car than they do looking at the vehicle’s exterior—a clean that is comparatively fleeting. A vacuum system that easily dominates the debris of life (crumbs, dirt, pet hair and more) leaves a lasting impression on customers who value a clean interior and keep coming back. Plus, more power and better suction means customers vacuum faster. The sooner one customer vacates a stall, the faster another can slide into the slot, multiplying your ability to keep traffic to your site flowing. If your operation is full service, you know that system downtime equates directly to irritated customers (and employees), not to mention lost revenue. Investing in a vacuum system that requires little maintenance and has few if any malfunctions is absolutely money well spent. Vacuums Catch the Eye

Vacuum systems are also a major factor in your overall site’s aesthetics and curb appeal—crucial for catching the eye of drivers. Consider how People tend to much space–even vertically–your vacuum plaza accounts for. This is spend more time prime space for displaying your wash’s colors, logo, name and other in their car than branding elements. they do looking Why not have your vacuum delivery arches the same hue as your busiat the vehicle’s ness’s signature color? Choose a vacuum system designer and manufacexterior—a turer who understands how to tailor your vacuum plaza’s aesthetics to clean that is fit your unique look and you’ll find that your equipment does the double comparatively duty of cleaning and marketing for you. Better marketing equates to infleeting. creased customer traffic. Site Planning

More stalls equal more customers. Pretty simple, right? Be sure you select a vacuum system provider that also works closely with you from the start to plan your vacuum plaza. A well-planned site will maximize how many stalls you can offer without compromising on function, accessibility and ease of use for your customers. A reliable and experienced central vacuum system engineer and manufacturer will also make sure your vacuum plaza is properly designed and equipped to handle the number of stalls you offer, no matter how far down the plumbing line they are or how many people are using the systems at once. And once again, a powerful system that performs no matter the conditions will be one that builds your customer base and boosts your ROI.

CONVENIENCE & CARWASH CANADA

Free versus Paid Vacuums—or a Combination

When you have a powerful vacuum system that performs reliably and also catches drivers’ attention, the question of free versus paid vacuum becomes more a matter of personal choice and how it works for your overall business model. More customers (whether new or repeat) means more revenue, which translates to better ROI. On the flipside, trying to lure customers with weak, ineffective vacuums is a losing proposition

when it comes to business planning. Ask them to pay for lackluster vacuums, and you’re even less likely to be satisfied with your revenue projections. If you’re not sure which option of free versus paid vacuum is right for your business, consider selecting a vacuum system supplier who has capabilities to engineer and manufacture a pay system that combines these two options. Such systems offer the best of both worlds. You can customize your pay system so customers receive a set amount of vacuum time with a paid wash, then can pay to add extra time if desired. If customers prefer to vacuum only, they can simply buy vacuum time and skip the wash. Customers will appreciate the flexibility and return to your site whether they need to vacuum, wash or both. Never Underestimate the Power of Vacuum

Vacuums do so much more than just clean interiors. Take the time and effort to select the right central vacuum system solutions provider, and you’ll find your vacuum equipment works to attract customers, keep them coming back and spreading the word about your wash. Camden Easterling is the marketing and communications director for Vacutech, an industry leader in engineering and manufacturing reliable, powerful central vacuum systems for car washes.

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A Clean Car is the Key to the Overall Presentation

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Cruising downtown on a Saturday night in that bright and shiny, clean and polished car shows the world that you are successful and that you have pride in what you have accomplished. As you may notice, most newer washes now have plenty of big glass window space so people can see in and out and feel secure while inside the tunnel and enjoy the experience.

These days a trip to the carwash can be a very rewarding experience or a disaster depending on the shape the carwash is in, the type of wash and the ultimate resultâ&#x20AC;&#x201C;being a sparkling clean car with all side view mirrors intact! Depending on the time of day, with after work and evening hours being the main time people have to get their car washed, proper lighting in the wash tunnel is an important part of the whole carwash experience. Also, it is just not a matter of proper fixture location but a matter of proper illumination levels to ensure your carwash appears clean, appealing and above all, safe to enter. As you may notice, most newer washes now have plenty of big glass window space so people can see in and out and feel secure while inside the tunnel and enjoy the experience. LED technology has resolved a lot of the old issues that used to be inherent with HID and Fluorescent light sources as a carwash offers the harshest conditions imaginable for any lighting fixture being extreme temperature shifts, constant vibration, and sometimes harsh chemicals and fumes entering and exiting. Old conventional lighting with lamps would constantly fail prematurely, vibrate out of their sockets, rust and lens would yellow and fade greatly reducing light levels as well as HID lamps lighting output would depreciate rapidly after two years causing an unsafe environment which, in turn, reduces sales and profits. LED resolves all of these past problems as long as you use quality, performance-driven products from

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reputable manufacturers that are leaders in these type of markets. LED allows for a bright, uniform lighting source that is not affected by vibration, has a high-temperature tolerance in either direction and rated at 100,000+ hours light deprecation is negligible for up to 12 plus years depending on hours of operation. Depending on the type of wash and equipment LED fixtures can be ceiling surface mount in a canopy or linear style or wall mount with cross light distribution inside the wash to maximize uniformity usually with 5000 K color temperature although some may prefer 4100K. However, it is important to eliminate glare as a driver is stuck in that wash for three to five minutes and does not need an irritating glare bomb coming through the windshield, proper diffusion is required to make this a comfortable venue. Most carwashes tend to go with pure white light, but lately, there is a move to more exciting wow factor lighting through the

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use of RGB color changing LED which definitely increases sales and profits not just for the carwash but gas and in-store c-store purchases as well due to increased traffic volume. Colour changing fixtures are easily installed above the glass windows and aimed at the side of the car as it passes through the wash or is stationary, and slowly colour changes as the rinse, soap and rinse cycles wash the car creating a kaleidoscope of wow factor colours and enhance the total car wash experience. Once this is completed the wash returns to normal white light for a safe exit from the wash. New lens lighting technology from LSI in the form of patented silicone lens technology now allows for maximum output with fewer fixtures and lower installed costs so a win-win for all involved and increased overall profits for carwash owners and happy motorists!

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Forecourt Insight

CONVENIENCE & CARWASH CANADA

By Ed Kammerer

How to Avoid the Harmful Effects of UST Water Intrusion

Now that spring has sprung, fuel retailers must ensure that fouled fuel does not ruin their summers

As Canadians continue to thaw out from a winter – where it can foul motor fuels and eventually lead that featured many finger-numbing and teeth- to expensive breakdowns in dispensing systems and chattering extremes – a record-setting -26ºC vehicle operation – retailers must take the proper at Niagara Falls on New Year’s Day and a bomb steps to ensure that water intrusion does not becyclone storm that left behind several feet of come a systematic problem. snow are ones that stand out – the country’s fuel retailers can take solace in one by-product of all Why Now? Despite the fact that gasoline and diesel fuel have that frigid weather: The sub-freezing temperatures turned any stray been used to power motor vehicles for more than a century, water intrusion has become a hot-button molecules of water into ice. That was fortunate because the level of water topic today because of significant changes in how intrusion into underground storage tanks (USTs) motor fuels are manufactured, distributed and at retail fueling sites has become a front-of-mind stored. In its How Water Enters a Storage System concern for forecourt operators. And with tem- report, the Steel Tank Institute (STI) determined peratures warming, all of that accumulated ice that there are three main reasons why there has will melt and the resultant water will have to go been an increase in water intrusion in fuel-storage somewhere. To make sure it is not into their USTs systems. Those reasons are:

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• Changes in the distribution infrastructure: Higher volumes of fuel are moving faster and faster through the delivery network, from refinery to pipeline to bulk-storage rack to forecourt. This accelerated distribution system leaves less time for water to settle in the bottom of storage vessels before it moves to the next stop in the delivery process. Additionally, the growth of shared fuel-delivery operations removes much of the control that individual producers and shippers had previously had over their product and delivery processes. • Changes in fuel chemistry: It’s a fact of fuel-retailing life that additives like ethanol and biodiesel are required to be blended with neat gasoline or diesel. Based on their structure, these new fuel formulations have characteristics that make them more susceptible to water-caused moisture accumulation, separation and biodegradation. For example, today’s lead-free fuels don’t have the one fuel component – the lead itself – that is a natural poison to the microbes that are the foundation of microbial growth. • Installation procedures: Alterations in what are considered acceptable installation procedures – USTs with open vents, low fill areas, sloped rather than level tank installations, etc. – can create new ways that water accumulation can occur With the identification of the reasons that the number of instances and levels of water intrusion have increased, it’s time to consider the ways that water can enter a UST. In reality, there are countless conditions that can play a role in allowing water to find its way into the UST, but some of the most common are: • Fuel delivered with water already present • Accumulated water in spill bucket drains or leaks into UST

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• Deliver cap not replaced properly • Hole in vent cap or line • UST leak that allows entry of groundwater • Cracked, degraded or ill-fitting seals on the tank-sump lid • Loose fittings or plugs • Condensation caused by fuel-temperature swings Some of these causes are easier to eliminate than others, but retailers must be aware that all of them have the capability to allow water to enter and foul their fuel. Therefore, due diligence must be performed to ensure that none of these causes are allowed to occur or linger. Drying Up Water Intrusion

Fortunately for fuel retailers, the developers and manufacturers of fuelstorage system components have been able to create pieces of equipment that offer a level of watertightness that can put a stop to unwanted water intrusion. Five of the most noteworthy UST solutions that can be used to protect fueling

sites, owners and drivers that from water intrusion: No-Drill Dispenser Loop Sumps: These are prefabricated sumps that eliminate improper entry-fitting installation and ensure proper pipe alignment. The shallow bury loop design keeps entry penetrations above the water table. Factory-installed dual-sided, rigid entry fittings provide double protection by sealing on the pipe inside and outside the sump, which prevents groundwater intrusion into the sump and keeps all of the fluid that is collected in the sump from entering the access pipe. Rigid composite material eliminates entry-fitting degradation that can result in water intrusion. Composite Multiports with Watertight Lids and Covers offer corrosionresistant construction that is engineered in conjunction with fiberglass containment sumps and specially designed covers, which provide watertight spill containment for UST fill pipes and vapor-recovery risers. No-Drill Tank Sumps feature

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integrated factory-installed conduit ports and an electrical wiring junction box, which eliminates the need for any drilling that can create tank-sump leak points. Also, have consistent wall thicknesses and smooth sealing surfaces inside and out for watertight entry-fitting security. Composite Manhole Covers: Watertight, lightweight, non-bolted covers with sealing gasket that helps guard against water intrusion. Sealable Cover Spill Containers have an integral plumber’s plug sealable design that prevents water from penetrating the spill container at the surface and entering the UST, as well as spilled products from entering the soil near the fill and vapor-return riser connections on USTs during normal tank-filling operation, or in the event of a tank-overfill occurrence. The lesson here is that fuel retailers

who incorporate any of these components into their fuel-storage systems will improve the chances that their USTs will not be subject to harmful levels of water intrusion. By extension, this will result in reduced maintenance, repair and replacement costs that are associated with the storage and dispensing of water-fouled fuel.

compromise the quality of their fuel. To avoid water intrusion and the costly effects that it can have on the operation of fuel-storage systems and the vehicles that receive damaged fuel, retailers would be wise to look into upgrading to any of the many different watertight UST storage-system components that are now available to the market.

Conclusion

The ice caused by freezing temperatures is gone in most of Canada (at least for a few months), but the moderating temperatures create new concerns for fuel retailers – namely the increased chance that water intrusion will Ed Kammerer is the director of Global Product Management for OPW, based in Cincinnati, OH, USA. He can be reached at ed.kammerer@opwglobal.com. For more information on OPW, visit OPWGlobal.com.

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MAY/JUNE South of the Border

By Lorri Grainawi

VIDEO CAMERAS EXAMINE INSIDE OF TANKS For more than ten years, industry has been aware of the degradation seen today in fuel storage systems. The 2016 EPA study (the second major study on this topic) showed that 84 per cent of the tanks investigated showed signs of significant equipment degradation. Many times, the tank owner had no idea that anything was going on inside the tanks. Unless you are superman with x-ray vision, itâ&#x20AC;&#x2122;s not often that anyone sees inside their tank!

CONVENIENCE & CARWASH CANADA

as seemingly simple as trying to determine if the system truly has water in it can be challenging (how long ago was water removed, is the tank installed on a slope, etc.). By conducting this testing in a laboratory environment, each variable can be isolated. The corrosion seen in actual tank systems is recreated. This should at least eliminate some of the possibilities of what is causing the degradation. In the bestcase scenario, one, or more likely a combination of possible causes, will stand as clear contributors to the degradation. In a laboratory setting, we have enough control to change conditions one by one to isolate each possible variable and determine the affect each has. It is highly likely that a number of conditions must exist in order for this corrosion to occur. What is STI doing to help?

A solution to investigate the unknown is Tanknology video cameras. These cameras

examine the inside of tanks with ease. Cameras used today are far superior to what was used early on. They combine superb picture quality, advanced zooming capabilities and improved illumination, allowing users to view the inside of the tank with exceptional clarity and stability. At this time, the cause of corrosion in tank systems storing ULSD remains unknown. Further research is underway by the Coordinating Research Council (CRC), a nonprofit industry group which works "to develop the best possible combinations of fuels, lubricants, and the equipment in which they are used." To our knowledge, the EPA has no plans to independently pursue research, but will continue to cooperate with and contribute to CRC's efforts. Unlike previous studies, the latest study will be conducted entirely in a laboratory. One of the biggest challenges with analyzing the data in the first two major studies was all the unknowns that naturally occur from studying active sites. Examples of these unknowns include: were the systems treated with biocide in the past, what refinery/terminal was the fuel purchased from, have any other additives been used in the system, and more. Even something

STI has worked with tank owners and industry on education to keep storage tank systems, and the fuel they store, clean and dry. We’ve developed designs for steel tanks to ease removal of water – a prime cause of degradation of tank components. • Actively involved in industry groups researching the cause of the degradation. • Working with state and federal EPA on research to solve this industry-wide problem. • Actively reaching out to tank owners on their specific sites. • Attending numerous meetings regarding the ongoing research. STI/SPFA is dedicated to working with others in finding a solution to this industry-wide problem. We know many tank owners, and equipment manufacturers, have been plagued with equipment failures, dirty fuel, and frustrations. We look forward to the day our industry solves this problem together. It could be that part of the solution is in all of us being more aware of what’s happening. Tools such as the newer technology cameras may be part of the solution. Tighter fuel quality standards for fuel when it’s used could be part of the solution. And, hopefully, answers will be found by continuing research.

Lorri Grainawi is director of Technical Services for the Steel Tank Institute-Steel Plate Fabricators Association (STI-SPFA). STI-SPFA is a trade association representing over 200 member companies who fabricate steel storage tanks for petroleum products, water and chemicals; and steel pipes and pressure vessels. Lorri’s professional affiliations and certifications include: Secretary for ASTM D02.0E; Co-Chair of ASTM D02.14, Fuel Corrosivity committee; Chair for NACE UST committees; UL 58 STP, 142 STP, and, 971 STP committee member; ULC S600A committee member; PEI RP1200 committee member; and Clean Diesel Fuel Alliance committee member. Lorri recently received an Award of Appreciation, from the ASTM Committee D02 on Petroleum Products, Liquid Fuels, and Lubricants.

MAY/JUNE

By Crystelle Markley

PROPANE AUTOGAS DISPENSING

Implementing propane autogas dispensing requires just a few well-thought steps.

Propane, referred to as autogas when used in internal combustion engines, is the leading alternative fuel in the nation and the third-most commonly used fuel across the globe, behind gasoline and diesel. Thanks in part to lower total cost of ownership, more and more fleet managers are choosing propane autogas to fuel their fleet and they are constantly looking for additional fueling stations, throughout the Canada (and the United States) that have propane autogas available. Propane autogas, on average, costs 40 percent less than gasoline. But, even when conventional fuel prices are low, a ve-

hicle’s additional costs — like fuel, fluids, filters, and repairs — can drain a fleet’s budget. Over a vehicle’s lifetime, propane autogas is proven to help fleets save money and clean up the air with notable reductions in emissions. In addition, fleets can pick from a wide range of certified OEM and aftermarket options and all vehicles deliver comparable, if not improved, horsepower, torque, and towing capacity when compared to gasoline or diesel fueled models. If you have considered adding alternative fuels to your convenience store and carwash, propane autogas is an easy add-on, with little to no upfront cost and minor installation requirements. Below are several guidelines to consider. Reach Out

A great place to start is by contacting a propane retailer in your area. It can provide you with valuable information and often will offer to install a propane autogas dispenser at your store for free, in exchange for a fuel contract. You can find propane retailers in your area at http://retailers.propane.com/. Approved Equipment

Like conventional fuels, propane autogas refueling equipment is heavily regulated and dispensers must meet National Fire Protection Association NFPA 30A and NFPA 58 requirements and be listed by an accredited agency such as Underwriters Laboratories (UL) or Canadian Standards Association (CSA), in order for the dispenser to be located on or near the main island. It is important to make sure you are purchasing safe, approved equipment.

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

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Front and Center

customers back on the road quickly and easily.

Location is everything. You want customers who use propane autogas to Education and Safety know your store carries it, so putting Training is an important aspect of the dispenser in the back of the store is adding any alternative fuel to your store not ideal. Approved equipment should operation. You need to be certain your be located on or near the main island, propane supplier is trained to maintain dependent on the local authority having your autogas refueling equipment and jurisdiction approval and given that make sure all store employees are trained adequate space is available. Primary fleets in the safe practices and handling of that use propane autogas range in size propane autogas. You can find an array from passenger cars to school buses, so it is of helpful information on training and important to take adequate canopy height safety from the Propane Education and Research Council. and turning radius into consideration. Know Your Manufacturer

Get the Word Out

Fueling propane autogas vehicles requires You’ll want to make sure that your a differential pump pressure, at a minimum, station can be found on the Department of 120 pounds per square inch differential of Energy’s Alternative Fueling Station (psid) to create an optimal filling rate of Locator . This is an invaluable resource to 10 to 12 gallons per minute. Make sure to customers who use alternative fuels and verify that you (or your propane retailer) are looking for stations to refuel in your are installing technologically compatible area. In addition, you’ll want to add your refueling dispensers that can get your autogas offering to your station signage

and advertising. Your propane retailer will often times also assist in promoting your station to customers in your area. The addition of any alternative fuel option to your convenience store is a great way to set yourself apart from the competition and bring in new, and often repeat, fleet customers who are looking for a place to fuel their vehicles. Propane autogas is a solid complement to gasoline and diesel refueling and requires little additional space, set-up or upfront investment. In other words, it just makes sense.

Crystelle Markley is the marketing director for Superior Energy Systems. She plans and oversees all marketing efforts, including communications and public relations, advertising, promotion and tradeshow activities for Superior Energy Systems, based in Columbia Station, Ohio. She helps ensure consistent customer satisfaction and the cultivation of new business development. She currently serves on various industry committees, including co-chair of the Texas Propane Gas Association’s legislative committee.

CONVENIENCE & CARWASH CANADA

Say Hello to the Millennial Generation By Angela Altassl

“Millennials typically reject traditional advertising and promotions and are instead much more influenced by their peers, or by celebrities and vloggers.”

Millennials, generally defined as those born between the early 1980s and early 2000s, are gaining traction when

it comes to everything from purchasing power to defining trends. It’s a wise decision to invest some time and attention into what the millennial generation is interested in as their influence on society and buying habits continues to increase. In its 2015 report, The Impact of Millennials’ Consumer Behaviour on Global Markets, market research provider, Euromonitor International (www.euromonitor.com), notes that millennials are showing a shift away from conservative and traditional mindsets and, in most cases, are more optimistic than their elders and

place more emphasis on friends and social status. They want experiences more than they want things. They want good value for money and they want products that speak to them specifically. They want to be heard and interacted with. “While many millennials may be thought to be self-obsessed, this is also a generation that is seen to care about social justice and about the environment,” says the report. “They also care passionately about authenticity and it is important to them that brands and companies are transparent about their ethical stances. They typically reject traditional advertising and promotions and are instead much more influenced by their peers, or by celebrities and vloggers.”

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Millennials eat fewer standard meals and snack more, continues the report. Snacks need to be convenient but also healthy. They are more adventurous with flavours and want excitement and new Millennials experiences both when eating out and in packaged rate of decline food. They also expect value for money. These are in trips per all important facts to keep in mind when attracting household was millennials to your store’s foodservice offerings. approximately The millennial generation is quite literally the futwice that of the ture, but understanding and harnessing their puroverall Canadian chasing power can be daunting task, notes the Milpopulation. lennials on Millennials report from Neilsen Canada. “According to Statistics Canada, those aged 2039 years old represent roughly 27.5 per cent of the Canadian population, with males at 13.9 per cent and females at 13.7 per cent,” states the report. “As

a cohort, millennials spend on average of about $509 per household per month across fast moving consumer goods (FMCG) categories. Millennials are a dominant force, but the bulk of the cohort are not yet the key decision makers within their households. This dynamic is rapidly shifting and that means millennials’ purchasing power will continue to grow in the years to come.” Millennials are making fewer trips to the store, but they are likely to spend more than other cohorts per occasion, notes the Nielsen report. “In the last year, millennials have not only contributed to, but have driven trip declines in Canada,” says the report. “Millennials rate of decline in trips per household was approximately twice that of the overall Canadian population. Millennials make 43

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SNACK ITEMS, SUCH AS GRANOLA BARS AND CRACKERS, AND EASILY PREPARED FOODS LIKE CEREAL, PASTA AND BAGGED SALAD, ARE ALL EXAMPLES OF CATEGORIES THAT MILLENNIALS BUY MORE FREQUENTLY THAN BOOMERS.

fewer trips than the average Canadian meals more frequently than the rest of household on an annual basis.” Canada.” Compared with the total Canadian Millennials, who are now the largest population and the boomer generation age cohort in foodservice, love choice, specifically, millennials tend to shop less says Lesya Balych-Cooper, president of frequently but spend more per trip. the Coffee Association of Canada. “Millennials spent just over $7 more “Specialty, espresso based coffees grew per trip than the average Canadian from 13 per cent in 2013 to 23 per cent household and close to $11 more than in 2017 and it’s mostly millennials who boomer households in the last year,” are drinking them,” says Balych-Cooper. notes the report. “Our research shows that millennials are When it comes to where millennials drinking them iced, frozen, or blended choose to shop, the report notes that much more than those aged 35 and they tend to shop at dollar, drug and older.” convenience stores more than the averMillennials are influencing everything age consumer. that takes place in foodservice today In-store marketing efforts can also im- and they are not as brand loyal as older pact on millennials. The Nielsen report generations, notes Balych-Cooper. noted that millennials consumers are “Brand recognition is important but more likely to rely on in-store reminders it’s not going to convince millennials to as a means of completing their shopping be loyal at the outset,” she says. “They’re list, compared to the average Canadian more interested in taste and it has to household. be convenient. They want choices and Many of the items being purchased when it comes to coffee, the choices most frequently by can be found in con- have to include decaf.” venience stores. The millennial generation is very “Perhaps not surprisingly, the catego- diverse in how they drink coffee, says ries most frequently purchased by mil- Balych-Cooper. lennials are the staple items you’d find “They may have it brewed hot somein the average Canadian household,” says times but they’ll also have it cold, whatthe Nielsen report. “However, after rank- ever fits the occasion or mood,” she ing all categories by purchase frequency, notes. “I think this could be an opportuthere are a number of categories among nity for convenience stores to offer both the top 20 that stand out. Snack items, hot and cold espresso based beverages, such as granola bars and crackers, and whether they’re made in-store or bought easily prepared foods like cereal, pasta ready to drink.” and bagged salad, are all examples of Convenience & Carwash Canada decategories that millennials buy more cided to go to the source and ask some frequently than boomers. These insights millennials about their retail shopping reinforce that key value items like milk, experiences. Most of those we spoke eggs, produce and bread are integral with were familiar with their local conto all Canadians, including millennial venience stores. households.” Millennials also spend more than av- David of Oshawa, Ontario stops in a erage on yogurt, infant and baby snacks/ convenience store one to three times foods, and portable snacks of many va- per week, mostly purchasing items such rieties, says the report. “Millennials are as pop, gum, lottery tickets and snacks. “Millennials pay attention to aesthetbuying quick or ready-to-eat snacks and

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By Angela Altass MAY/JUNE

CONVENIENCE & CARWASH CANADA

WHEN I SEE A CONVENIENCE STORE WITH A TWO-FOR-ONE SALE, I AM AUTOMATICALLY DRAWN TO IT. 42

MARCH/APRIL

ics,” he notes. “A lot of my friends prefer to go into places that are brands, like Mac’s, 7 Eleven or convenience stores attached to gas stations over independently owned ones that are more run down. Price isn’t as relevant only because we know we are paying an inflated cost by walking in there.” Quick and efficient customer service is important, he states. “If I can be in and out quickly with minimal issues, I’m a happy customer,” he says. “Being kind goes a long way. We thrive on relationships so if someone is rude we frankly won’t go back and will tell everyone we know not to go there. Location is also important. If it takes too long to even get to the store, I won’t go. I’ll wait until I reach the next one on my route.” Having specialty items in stock can attract customers, says David. “I know people who go to specific convenience stores because they have imported goods or they have smoking paraphernalia,” he comments. Although Christina of Vaughan, Ontario has two convenience stores near where she lives and one down the street from her workplace, she only tends to shop at convenience stores for beverages and snacks when she’s on a road trip. “I am most likely to go to convenience stores in the summer as that’s when I usually go for long drives or if I’m craving a cold snack,” she says. “As a millennial, I am very cautious about what I’m spending my money on and where. When I see a convenience store with a two-for-one sale, I am automatically drawn to it. Also, customer service is something that is very important.” The use of social media is a good way to grab the attention of millennials, says Christina.

“I feel that 7 Eleven does an amazing job marketing their Slurpee Days through social media,” she notes. “If other convenience stores were to follow the trend of specialty days through the use of social media, they would gain more of the millennial demographic as customers.”

MAY/JUNE

THE USE OF SOCIAL MEDIA IS A GOOD WAY TO GRAB THE ATTENTION OF MILLENNIALS. Zachary of Toronto, Ontario says he mainly stops at a convenience store to buy last minute supplies on his way home from work or to pick up a greeting card for a party or other event. “I’d say that having good prices as well as having variety and choices in items is the biggest thing for me, as a customer,” he says.

Alyssa of Brantford, Ontario says she

only stops at convenience stores when she is travelling and usually just buys beverages. “Price is a big deal,” she says. “I don’t think anyone likes overpaying for items if they know they can get them at a more reasonable price somewhere else.”

Brittany of Charlottetown, Prince Edward Island says there is a convenience store within a minute’s drive from her house that she frequents on a regular basis when she needs one or two things, such as milk or pop. “I most likely wouldn’t go so often if it wasn’t located where it is, close to home,” she says.

Since 1924

P.D. McLAREN LIMITED

Cleaning Cars Across Canada

Surrey 604-371-3732 Calgary 403-287-1633

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

www.pdmclaren.com

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

MAY/JUNE

(continued from page 33) contain up to 300 mg of caffeine per 60 ml shot. While the name sounds similar, these shouldn’t be confused with energy drinks, which are regulated as a food product. Experiencing caffeine’s effects is both learned and personal. Caffeine is enjoyed for its positive attributes affecting mood, motor behavior, vigilance, and cognitive performance. Most people learn quickly that drinking too much caffeine may result in undesired effects like jitteriness or that consuming caffeine too close to bedtime can affect the time it takes to get to sleep and the total amount of sleep achieved. Science says that on average caffeine takes four to five hours for the body to clea r half

of what was consumed. This timeframe can act as a good starting point to selfassess how an afternoon iced tea, cold brew, soda or energy drink might affect your sleep on a given night. Whether treating yourself to a night out at a restaurant, an afternoon chocolate break, or your favourite food or drink, remember the basics: Moderation and portion control are key. For caffeinated beverages, mindful portions offering ~75-100 mg of caffeine are the following: Coffee = one cup; Espresso = 2 fl oz shot; Energy Drink = One 250 or 355mL can; Soda = 571 mL bottle. Beyond caffeine, many caffeinated

products also contain added sugar. Here are some easy tips to enjoy caffeine while minimizing empty calories: • Opt for smaller can sizes; a 250 mL can of soda or energy drink contains about the same amount of sugar as fruit juice. • Substitute full sugar products for diet or sugar-free alternatives • Enjoy your coffee black • Request fewer pumps of syrup in a flavored espresso drink All in all, caffeine is caffeine despite whether it’s consumed from coffee, tea, soda, energy drinks, chocolate or other formats. Be caffeine smart by learning how much caffeine is in the products you consume so you know how much is right for you!

Becki Holmes is a Registered Dietitian and the Founder of Foodwit – a consulting firm with a focus on scientific and regulatory services for food businesses.

Offering a variety of cleaning solutions featuring the

family of vehicle care products.

Surrey: 604-371-3732 Toronto: 905-428-8403 Calgary: 403-287-1633 Montreal: 514-791-6398 www.pdmclaren.com

403.243.1312

CONVENIENCE & CARWASH CANADA

What’s New

National Carwash Solutions Announces The Ryko 360°TM An All-In-One Solution for Carwash Operators Grimes, Iowa – (April 23, 2018) – National Carwash Solutions (NCS), the nation’s premier manufacturer of commercial carwash systems, maintenance services and cleaning solutions, is pleased to announce its newest integrated solution called Ryko 360°–Your one and only source for carwash successTM. Carwash operators can bundle the full lineup of Ryko and CleanTouch products and services to further enhance their car wash operations profitability. The Ryko 360° solution is based upon five core building blocks needed for car wash success: Service, quality systems, training, cleaning solutions and parts. The Ryko 360° solution gives carwash operators everything they need to successfully build, operate and maintain their car washes. 1. NATIONWIDE SERVICE We offer the only national direct support network with over 350 factory-trained, locally based service technicians for faster responses when you need them most. Plus, we offer a wide range of plans from ultimate maintenance to call-in service plans, so you can pick the coverage that’s best for your business. 2. QUALITY SYSTEMS A full line of high-performance soft touch, touchless and mini-express carwash systems that simply clean better and last longer than the competition. We have several new and freshly updated products and features that can help you increase your car wash counts, profit margins and return on investment.

3. TRAINING & EDUCATION We'll teach you the ins and outs of the industry and how to succeed in a one-of-a-kind training experience. Our interactive training takes place at our custom 10,000 sq. ft training facility that centers around all major equipment platforms at a chemical wet teaching lab. 4. CLEANTOUCH CLEANING SOLUTIONS We offer the industry’s only comprehensive chemical program with expert wash solution delivery, service and maintenance provided by our national network of knowledgeable, specially trained technicians. Our industry-leading chemistry technology is designed for complete car wash success. Everything is lab-tested for proper cleaning effectiveness, surface protection, drying efficiency and operative ways to enhance the longevity of your car wash equipment. 5. GENUINE QUALITY PARTS We use genuine high-quality Ryko parts for our service customers. We have millions of dollars in parts available for speedy delivery from fully stocked service vans, distribution centers and local warehouses across North America. Our service technicians will have the correct OEM part available right away to get you back up and running! “We’re excited to launch The Ryko 360° Solution for our carwash operators,” said Michael Gillen, CEO of National Carwash Solutions. “This complete program takes the worry and the hassle out of profitably running a carwash business. Under The Ryko 360° solution, our customers can find everything they need to easily build, run and maintain their carwash business. The Ryko 360° solution is part of our long-term vision to provide outstanding service, innovation and exceptional value to our customers.” For more information on the Ryko 360° solution, go to Ryko. com or call 800-284-7956.

Rich Rizzardi Hired to Lead Zep Vehicle Care ATLANTA — Zep, a global chemical goods company selling a wide variety of high-performance products used by both professionals and consumers to clean, maintain and protect their assets, recently announced Rich Rizzardi has joined the company as president of Zep Vehicle Care, to include the Niagara and PurClean/PurWater brands. Rizzardi most recently led the label and packaging business unit of Taylor Corporation, where he implemented key initiatives that improved sales force productivity, brought innovation to customer solutions and established core strategies for sustained margin improvements. Prior to Taylor Corporation, Mr. Rizzardi led the most profitable division of Archway Marketing Services and executed key strategic initiatives credited with improving customer retention, driving sustained growth and helping the company differentiate themselves in the marketplace.“Rich has an impressive track record of strategic and operational accomplishments,” Lou Purvis, chief executive Officer of Zep, said. “I am confident Rich will bring an authentic leadership style to Zep, a true commitment to the customer, a bias for action and a strategic perspective that will help us create the next stage of our evolution at ZVC.”Mr. Rizzardi is well positioned to strengthen operations and sharpen Zep Vehicle Care’s sales, marketing and operational execution. Under his leadership, the company will focus on accelerating operations to exceed customers’ expectations, deepen customer relationships and capitalize on emerging opportunities through innovation and market development “Zep Vehicle Care has a tremendous platform — a platform that delivers a value equation that leads the industry through superior chemistry, world class brands and highly talented people who are passionate about helping our customers maximize their car wash success,” Rizzardi said. “I look forward to working alongside our team to demonstrate our commitment to customers and partners every day.” CareZep Vehicle Care is the largest provider of chemistry to the professional carwash industry, representing and marketing the most recognized and trusted consumer brands, including Armor All Professional™, Blue Coral®, Rain-X® and Black Magic®. With the largest network of service providers, unparalleled marketing and revenue generation programs, and the largest Research & Development team in the industry, we help our customers maximize their success. For more information, visit www.zepvehiclecare.com.

MAY/JUNE

Express Mart Turns to Paytronix Loyalty with Launch of Around the Clock Rewards Petr-All Petroleum Rolls Out Loyalty to 77 to visualize enrollment, registration and Express Mart Convenience Stores Across member purchasing behaviors.” New York The Express Mart Around the Clock Newton, MA – March 6, 2018 – Paytronix Rewards program includes the following Systems, Inc., an innovator in mobile elements: loyalty and online ordering applications, Loyalty – Drives the customer experience mobile payment, and digital communicaand motivates customers to identify themtion tools, recently announced that Petr-All selves with each visit. Tightly integrated Petroleum Consulting Corp. has launched with Express Mart’s Gilbarco Passport a Paytronix-powered loyalty program for POS system, Paytronix Loyalty generates its Express Mart convenience stores. The the data to create deeper customer connew Around the Clock Rewards program nections and to drive specific targeted went live in February with a roll-out to all behaviors. 77 corporate-owned stores. Messaging – Simplifies multi-channel Around the Clock Rewards enables guests messaging for Express Mart with a robust to join in store or via its mobile app or campaign tool and customer loyalty data program website. in one interface. Express Mart can reach “Ultimately Express Mart wants to get to customers in the buying decision moment know and serve its customers better, and with real-time messages triggered by that’s why we turned to Paytronix for our customer behavior. loyalty program,” said Andrea Waldman, Mobile – Ensures that members have the project manager at Petr-All Petroleum/ same loyalty experience in store, online Express Mart Convenience Stores. “We do or via their phones via the Express Marta lot of things that aren’t typical to our inbranded Paytronix mobile app. Available dustry, so we needed a loyalty program to on iOS, Android, or Windows, the Around match our brand, not your average loyalty. the Clock Rewards app delivers the ultiWith Paytronix, we have tailored the brand mate convenience to customers, and even experience to individual customer preferlets members choose their own rewards. ences and buying habits in a way that’s Data Insights – Harnesses the full value of meaningful to members.” guest data by exploring new opportunities Moving fuel customers inside to the confor compelling visits and spending. The venience store is a challenge industry wide. seasoned Paytronix Data Insights team The Paytronix platform delivers information uncovers actionable insights from Express to Express Mart that they have never had Mart’s disparate data sources, identifying before. This new way of looking at cusnew ways to influence loyalty members tomer data enables Express Mart to deliver while improving the guest experience. highly-relevant offers that motivate guests “Express Mart’s loyalty launch is bringing to make in-store purchases. The program its customers new ways to engage with has also uncovered new opportunities with the brand, and to earn rewards for their manufacturers such as M&M Mars, Pepsi, loyalty,” said Michelle Tempesta, head Hershey, and Frito Lay, to target relevant, of product for Paytronix. “Express Mart sales-driving offers directly to the customer. benefits from today’s innovative features to “In this launch period, Express Mart is segment users and create more profitable focused on enrollment and registration, promotions. Moving forward, the platform but we can already see our loyalty data ensures it will have the technology needed by store,” said Ally McConaughy, loyalty for convenience stores in the future – from & events manager for Petr-All Petroleum/ mobile ordering to delivery, payment, and Express Mart. “Paytronix brings us a new more.” way of looking at things by enabling us

ISTOBAL expects a double-digit growth rate this year in the US after a huge success at The Car Wash Show 2018 USA (May 3, 2018) - ISTOBAL, the Spanish leader in car wash and car care solutions for the automotive sector, expects a double-digit growth rate this year in the US after a huge success at The Car Wash Show 2018. The trade fair has been one of the most successful tradeshows in the history of the US subsidiary of the Spanish Group. ISTOBAL presented in Las Vegas its latest innovations adapted to the American market. The ISTOBAL FLEX5 and the ISTOBAL M’1 rollovers were highly appreciated by the sector and this year ISTOBAL expects to consolidate its presence in professional retail car washes, C-Stores and auto dealers with its rollover range, and to continue growing in the truck wash segment, where revenue doubled from 2016 to 2017. ISTOBAL USA CEO Jimmy Sisk stated: “The 2018 ICA Show in Las Vegas was a huge success for ISTOBAL. With over 8,500 attendees visiting the show, there was many opportunities to show our flexible rollover, the ISTOBAL FLEX5, as well as the ISTOBAL M’1. Many orders were completed at the three-day event making it one of the most successful trade fairs in the US subsidiary’s history.” The ISTOBAL M’1 rollover surprised the visitors thanks to its competitiveness. Offering a quality wash and a high durability with a low investment, this rollover is aimed to auto dealers or sites not requiring so many options. Mario Andretti autograph session, one of the main attractions at The Car Wash Show 2018 Almost 600 visitors went to the ISTOBAL booth to meet the racing driver Mario Andretti and get an autograph. ISTOBAL customers and Mario Andretti supporters enjoyed this special meeting and got their autographs on commemorative hero cards with facts and figures celebrating Mario’s unbelievable racing career.

CONVENIENCE & CARWASH CANADA

Integrated B2B Marketing Communications Firm DeanHouston

Anthony® Releases Enhanced Vista Elite® All-Glass Zero Energy Door Sylmar, CA, USA – May 1, 2018 – Anthony® is pleased to announce that it has enhanced its line of Vista Elite® Cooler Doors to incorporate a wide variety of energy-efficient and state-of-theart design improvements. The Anthony Vista Elite is the only all-glass, energyfree cooler door that offers panoramic visibility without door or glass heat. The major design advancements to the Vista Elite cooler door include a 10 per cent improvement in clarity/light transmission for increased merchandise visibility, a fully tempered glass that has two to three times higher impact capability for improved durability, and double the thermal efficiency of the first generation model for an industry-leading R-Value of 8 hr-ft2 °F/BTU. Vista Elite doors are also now available with an eight-week lead time. “We are excited to be launching our next generation Vista Elite door,” said Uri Rainisch, Senior Product Manager for Dover Food Retail. “Vista Elite not only increases product merchandise visibility but also provides the best thermal performance for a cooler door in the market today. Thanks to its vacuum insulated glass technology, the Vista Elite’s thermal efficiency allows the door to operate under the harshest of ambient conditions with zero door heat for anti-condensate protection – ultimately reducing the coolers total refrigeration load and energy consumption.” Vista Elite doors are available for new and retrofit installations in 24”, 30” and 36” door widths with multiple lighting and shelving options. Custom doors are available upon request. For more information on Anthony and its various product lines, please visit www. anthonyintl.com. Anthony Contact: Uri Rainisch, Senior Product Manager urainisch@doverfoodretail.com or +1 818.837.2967

CINCINNATI, OH – April 3, 2018 – Is proud to announce that to accommodate the growth of its California operations, it is moving its Ontario, CA, office to a larger facility located in the nearby city of Rancho Cucamonga. The new office is situated near the foothills of the San Gabriel Mountains, about 40 miles east of downtown Los Angeles, and a short distance from the Ontario International Airport. DeanHouston West, to which this office is commonly referred, began operations at the beginning of 2012. “This move signals a transformation for DeanHouston West,” explained Walter A. Bonnett, DeanHouston’s EVP & General Manager for DeanHouston West. “Our total client immersion and modern B2B agency model is a perfect fit to address the needs of our clients in the Western regions of the United States.” DeanHouston’s new California office is located in Suite 101 of a two-story structure at 9375 Archibald Ave., in Rancho Cucamonga, and has 4,000 square feet of operating space. “This new location embodies who we are as a creative B2B agency,” said Dale Dean, President & CEO of DeanHouston, Inc. “This growth and move also comes at an exciting milestone in our company’s history as we prepare to celebrate our 30-year anniversary in July.” For more information about DeanHouston, please visit deanhouston.com.

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MAY/JUNE

Petro Canada renews its successful relationship with Bulloch Technologies BT9000 Software. PAMELA McKenzie, Director, Transaction and Card Strategy, Suncor Energy: “After a rigorous assessment and careful consideration of all our options, [Suncor has made a] decision to partner with Bulloch Technologies for a new Point of Sale (POS) solution. Bulloch has put forward a new solution that will best meet Suncor’s needs today and in the future.” Bulloch’s rapid development processes will enable Suncor to adapt to future trends quickly, and the rich feature set will further enhance the shopper experience. Bulloch’s ease of use will enhance customer engagement by allowing efficient transaction processing. Bulloch’s Conexxus standards driven data interface will allow leading Back Office vendors to provide layers of functionality to Suncor’s retail partners. Sandro A. Sandri, Managing partner, Bulloch Technologies: “We are delighted that Suncor has decided to renew our partnership. Speed to market with a lower cost of ownership is key to successful partnerships. With over 50 per cent of gas stations in Canada running our POS software, leading retailers continue to rely on our market-leading technology.” Suncor Energy is Canada’s premier integrated energy company. Suncor’s operations include oil sands development and upgrading, conventional and offshore oil and gas production, petroleum refining, and product marketing under the Petro-Canada brand. Working to develop petroleum resources responsibly, Suncor is also developing a growing renewable energy portfolio. Suncor’s common shares (symbol:SU) are listed on the Toronto and New York stock exchanges. Web Site: www.Suncor.com and www.Petro-Canada.ca About Bulloch Technologies Bulloch is a North American leader in C-Gas Software. Over 50 per cent of Canadian C-Gas stations use Bulloch’s POS software. An integrated system with EPS, Fuel Controller and User Front end built into the software. An All in one forecourt system. When Dependability Matters … Bulloch Technologies is a privately held Canadian company. Web Site: www.BullochTech.com

NEW COO Joins Sonny's Team TAMARAC, FL – April, 2018 – Sonny's Enterprises, a global leader in conveyorized car wash equipment, controls, chemicals, parts and supplies, today announced that 33-year veteran manufacturing executive John Reeves has joined the company as chief operating officer. "I'm excited to welcome John to the Sonny's family," said Paul Fazio, CEO of Sonny's Enterprises. "John understands the global manufacturing business like no other, with an extraordinary track record of helping businesses like ours streamline operations. Most importantly, John's role will help us to provide a uniform customer experience and maintain a high level of customer service excellence across all of our brands." Reeves will be responsible for daily operations at Sonny's, including its portfolio companies Diamond Shine, Mr. Foamer, and Carwash Services of the Southeast. He brings a unique combination of experience in engineering, manufacturing, and sales, to ensure all operations are positioned to deliver an extraordinary customer experience. "What I found striking about Sonny's was its total car wash business offering and undisputed market leadership" said Reeves. "Sonny's is uniquely positioned to offer car wash operators the industry's only comprehensive, end-to-end suite of car wash business solutions, and I'm looking forward to helping the company leverage this advantage."

Unified Brands Promotes Bryan Gonseth to Director – Strategic Sourcing CONYERS, GA (February 22, 2018) – Unified Brands, a leading manufacturer of foodservice equipment, announced the promotion of Bryan Gonseth to Director – Strategic Sourcing. In his new role, Gonseth is responsible for driving material savings through the management of logistics and raw material inventory turnover. Gonseth joined Unified Brands in 2005 as Manager – Strategic Sourcing. His experience prior to Unified Brands includes several years in purchasing for the foodservice and equipment manufacturing sector. He earned a Bachelor of Business Administration from Birmingham-Southern College.

Sonny’s The CarWash Factory Announces Partnership with Mr. Foamer Tamarac, FL March 5, 2018 – Sonny’s Enterprises, LLC, the world’s largest manufacturer of conveyorized car washing equipment, today announced that it has acquired Mr. Foamer, the industry’s premier supplier of car wash foaming applicators, marketing, and signage. “Partnering with Jim at Mr. Foamer is the final piece needed for us to deliver the industry’s first and only complete car wash suite, OneWash. Combining not only Car Wash Services of the Southeast, Diamond Shine and now Mr. Foamer, but incorporating Jim, Scott and Zeev onto the Sonny’s team has elevated Sonny’s to an entirely new level in car washing. There’s never been a more exciting time than now in our industry,” said Paul Fazio, CEO of Sonny’s Enterprises, LLC. “I felt partnering with the Sonny’s team would allow us to continue to push the boundaries in both chemical dispensing and signage. Since day one, we have tried to innovate and change the industry. By combing the resources of the Sonny’s team and Mr. Foamer Team the sky’s the limit,” said Jim McClimond, CEO of Mr. Foamer. Mr. Foamer will continue to be led by the same management team with no change in day-to-day operations for the thousands of clients it serves. Information about Sonny’s Enterprises can be found at www.SonnysDirect.com. For more information on M. Foamer, visit www.mrfoamer.com About Sonny’s Enterprises, LLC: Sonny’s is the world’s largest manufacturer of conveyorized car wash equipment, parts, and supplies. Sonny’s eight lines of business – consulting, college, equipment, vacuums, controls, marketing, chemistry, and parts combine to create OneWash, the industry’s first and only complete car wash management suite designed to promote the growth of car wash businesses everywhere. About Mr. Foamer, LLC: Mr. Foamer located in Stuart, Florida, revolutionized foam generators with their unique molded generator bodies. In addition to offering the broadest variety of foaming applicators in the industry, they have expanded to offer a complete line of car wash signage from grand entrance arches to wind master inserts. Mr. Foamer offers custom branding and unique artwork design to enhance the car wash.

CONVENIENCE & CARWASH CANADA

One Stop Carwash Equipment Partners with PDQ Manufacturing as Equipment Distributor in Australia De Pere, WI – April 23, 2018 – PDQ Manufacturing, Inc., an industry-leading manufacturer of in-bay automatic vehicle wash systems, is pleased to announce the appointment of One Stop Carwash Equipment Pvt. Ltd. as a new distributor of PDQ vehicle wash equipment for the states of Victoria and Tasmania in Australia. Headquartered near Melbourne, One Stop is owned by Glen Gamble, who has more than 10 years of experience in the vehicle wash industry and an electrical engineering background. “We are delighted to partner with One Stop Carwash Equipment to sell, install and support PDQ equipment in Victoria and Tasmania”, said Rob Lewis, International Sales Manager for PDQ. “PDQ has been selling in Australia for over 25 years. Glen and his company bring a wealth of industry knowledge and experience, along with a commitment to outstanding customer service.” One Stop is based in Mornington, providing easy access to metro Melbourne, Victoria State and Tasmania. PDQ’s other regional distributors, TEAM (Queensland), Carwash World (South Australia, New South Wales and NT), Carwash Spares and Repairs (Western Australia), and Pacific Carwash Systems (New Zealand) continue to provide service to those regions. “I believe honesty and communication with customers are the two most important parts of running our business,” said Gamble. “I am passionate about continuing my good relations with customers, selling, installing and servicing PDQ equipment.” For more information on PDQ Manufacturing’s innovative vehicle-wash systems, please visit www. pdqinc.com. About PDQ Manufacturing, Inc. PDQ Manufacturing is recognized as the technological leader in vehicle wash systems, providing superior quality, outstanding support, and products that contribute to our customers’ profitability. Brands include LaserWash® and ProTouch® In-Bay Automatic Vehicle Wash Systems, SwingAir® and MaxAir® Dryers, Access® Wash Activation Systems, Cortex, and WALS. Products are sold and supported worldwide through an authorized distribution network. PDQ Manufacturing is part of OPW, a Dover company. For more on OPW, please go to www.opwglobal. com and PDQ please www.pdqinc.com or call (800) 227-3373.

Dover Fueling Solutions to Exhibit Entire Portfolio at 2018 UNITI Expo Austin, Texas USA – [May 9, 2018] – Dover Fueling Solutions (“DFS”), a Dover company that delivers advanced fuel dispensing equipment, electronic systems and payment, fleet systems, automatic tank gauging and wetstock management, is looking forward to welcoming its customers and business partners to the UNITI expo trade show from 15th to 17th May 2018 in Stuttgart, Germany. This will be the first show at which Fairbanks, OPW Fuel Management Systems (“OPW FMS”), ProGauge, Tokheim and Wayne Fueling Systems (“Wayne”) will unite under the DFS banner. Spanning stands 5D06, 5C10, and 5D20, visitors can experience the comprehensive range of innovative fuel dispensers, automation, cloud technology, wetstock and tank gauging products and solutions an available from the DFS brands, providing the industry’s only global end-to-end solution. “I am very excited to present to our customers and channel partners the DFS family of brands together for the first time in Europe,” noted President of DFS, David Crouse. “By bringing together the collective experience, knowledge and talent of some of the most trusted names in the industry, I am very proud that we have created an organization capable of providing what no one else in the fuel retail sector can: a true and complete end-to-end retail forecourt solution.” Among the new products DFS will showcase at UNITI expo are: the Tokheim Quantium 510M fuel dispenser range, the ONE Portal cloud services platform, and the Wayne Helix 6000 AdBlue fuel dispenser. DFS will also present the next generation of the Wayne iX Pay secure payment platform connected to Tokheim OASE (online authorization and switching environment) and the Tokheim Crypto VGA Outdoor Payment Terminal. In addition, demonstrations of the Fairbanks Station Manager 365 online web portal, the OPW FMS Aqueous Ethanol Float Sensor, and automatic tank gauge solutions from ProGauge will be offered throughout the show. DFS experts will also lead seminars at the UNITI expo International Forum. On 15th May at 11 a.m., Hob Hairston, director, Cloud Engineering for DFS, will present on “How Cloud Services and Internet of Things (IOT) Impact the Forecourt Operations.” At 14:30 that day, Richard Chen, managing director for Asia-Pacific, DFS and OPW Fueling Components, will give his presentation, “Why Focus on Asia? The Dynamics of the New Asia.” At noon on the second day of the International Forum, Tom Cerovski, general manager of Dispenser Business Unit, DFS, will discuss the impact of alternative energy on forecourt offerings. The sessions are available free of charge to UNITI expo visitors. For more information about DFS’ products and solutions, visit www. doverfuelingsolutions.com. P.D. McLaren Ltd. would like to welcome Randy Murphy as the new regional sales manager for mid-stream, upstream and aviation equipment sales. Murphy began his career with the Canadian Navy in the Combat Systems Engineering Division as a Weapons Technologist, CET designation. After a successful Naval career and several overseas deployments, he quickly moved onto forwarding his education at St Mary’s University in Halifax where he earned his MBA with a concentration in Marketing and Sales, CSP designation. Murphy brings more than 20 years of technical sales experience in the Industrial, Distribution and Manufacturing Industries.

MAY/JUNE

AD INDEX Aerodry Systems, LLC........................................ 61 AGI / Westeel..................................................... 48

WCSA 8 annual golf tournament th

J U LY 5 , 2 0 1 8

Bee Maid Honey Limited.................................... 33 Bulloch Technologies Inc.................................... 56 BUNN................................................................ 28 CoreMark Int’l................................................. 6, 25 Direct Cash/Cardtronics..................................OBC Distribution Regitan............................................ 14 Erie Brush.......................................................... 53 Franke Coffee Systems North America............... 12 Gourmet Chips..................................................IBC Hole in One........................................................ 70

The Links of GlenEagles Golf & Country Club Cochrane, Alberta

ANDREW KLUKAS President, WCSA andrew_klukas@shaw.ca Phone: (778) 987-4440

BRENDA JANE JOHNSTONE Golf Event Organizer wcsagolf@convenienceandcarwash.com Phone: (204) 489-4215

Hussman Canada Inc......................................... 16 International Dryer Corporation........................... 67 LSI Industries..................................................... 19 Modernwash...................................................... 31 Mondo Products............................................... IFC Mosmatic Canada.............................................. 44 NACDA.............................................................. 30 Nestle Waters Canada............................. 24, 33,62 North Shore Tobacco......................................... 58 Oasis Car Wash Systems................................... 60 Oasis Car Wash Systems................................... 49

Hole-In-One Canada has been providing professional golf tournament planning and hosting in Ontario since 2001.

OPW Fueling Systems........................................ 47 P.D. McLaren / Istobal........................................ 44

“We create great golf experiences.”

P.D. McLaren / Oasis.......................................... 62

We offer turn-key programs such as:  An easy to use event website with on-line signup and payment options  Mobile app for on-course mobile scoring, GPS and/or Real Time Tracking  Hole-In-One programs (Supreme, Gold, Silver, Bronze or Customized)  Course Selection  Event greeters  SWAG bags  Hole-in-One prizes (Cars, Cash, TV’s )  On course and hole prizes (closest to the pin, longest drive etc.)  Drop sheet prizes

P.D. McLaren / Peco ......................................... 20

Or we can work with you to build a package to fit within your budget. Hole In One Canada provides you with a great experience for your staff and your customers.

P.D. McLaren / RDR............................................. 8 P.D. McLaren / ZEP............................................ 64 PDQ Manufacturing Ltd...................................... 39 PEI..................................................................... 10 Proto-Vest Inc.................................................... 46 Reclaim Equipment Company............................ 49 Steamericas, Inc................................................ 37 Tanknology Canada Inc. a division of Englobe..... 54 United Distribution Network................................ 35 Vacutech LLC..................................................... 63

For more information please visit www.hole-in-one.ca Or contact JJ@hole-in-one.ca 905-584-0424 Available in Ontario only

Washtech Vehicle Wash Systems....................... 64 Westeel / AGI..................................................... 48 WPMA................................................................ 21 XpresSystems Inc............................................... 57

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