CSNC - Mar/Apr 2020

SMALL BUT MIGHTY

AISLE 24 EMPLOYS TECHNOLOGY TO REINVENT THE C-STORE EXPERIENCE Beverage vendors tackle sustainability PLUS C-store IQ: Generation Report

MARCH/APRIL 2020 CCentral.ca @CSNC_Octane PM42940023

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MARCH/ APRIL 2020

Volume 3 | Number 2

CONTENTS

PHOTO: DANIEL ALEXANDER

05 Editor’s Message Sowing the seeds of reinvention 06 The Buzz People, places, news and events

18

08

Quick Bites Plant-based proteins go mainstream

10

Top Ops Online marketing: Be where your customers are

12

Ask the Expert CBA president Jim Goetz spills the beans on caffeine

15

C-store IQ: National Shopper Study The generational divide

18

COVER FEATURE Aisle 24: Cashierless convenience

23 Spotlight

Dépanneur Peluso: To survive and

thrive is to adapt and change 27 Feature

Sustainability: A convenient truth 30 Category Check

Chill zone: What’s new in frozen treats?

ADVERTISERS

23

Artitalia Group INC................................................26 Conagra Brands........................................................4 Danone Canada......................................................33 Ford Motor Co Canada...........................................17 Horse and Buggy Brands......................................... 7 Itwal Ltd...................................................................35 JTI-Macdonald Corp............................................... 2 KIND Healthy Snacks LLC.....................................29 Naseeb International Corp....................................25 National Smokeless Tobacco Company.............. 22 Nestle Canada Inc...................................................14 Payment Source INC.............................................25 Regal Confections....................................................11 Star Women in Convenience.................................31 Tokai of Canada Limited.........................................13

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32

Snapshot Ipsos’ Kathy Perrotta highlights untapped potential

34

By the Numbers Snack attack

36 Backtalk ACSA president Mike Hammoud on community and convenience

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SNACKS FOR EVERY SHOPPER

K¹ IN THE U.S C A N S T A ME THE #1 ANADA! IS IN C OME C L E EW YOU’R .

MEAT STICKS

CONTINUE TO GROW

+3%

WITHIN THE GAS AND CONVENIENCE CHANNEL

TACO BELL LOGO AND TACO SUPREME ARE REGISTERED TRADEMARKS OF TACO BELL CORP. *REG. TM ONE WORLD FOODS, INC. USED UNDER LICENCE

Source: Nielsen Strat Planner, Market: Gas and Convenience Channel, Latest 52 Weeks, PE Jan 04, 2020

Source: ¹ IRI, Meat Sticks category, PE April 21, 2019 | TABASCO and the DIAMOND and BOTTLE LOGOS are trademarks of and licensed by McIlhenny Company, Avery Island Louisiana, USA 70513. TABASCO. Com.

© Conagra Brands. All rights reserved. Questions or comments? 1-800-461-4556

EDITOR’S MESSAGE

20 Eglinton Ave. West, Suite 1800, Toronto, ON M4R 1K8 (416) 256-9908 | (877) 687-7321 | Fax (888) 889-9522 www.CCentral.ca SENIOR VICE PRESIDENT, CANADA | Donna Kerry EDITORIAL EDITOR, CSNC Michelle Warren | mwarren@ensembleiq.com EDITOR, OCTANE Kelly Gray | kgray@ensembleiq.com TRANSLATION | Danielle Hart ADVERTISING SALES SR BUSINESS DEVELOPMENT MANAGER Chantal Barlow | cbarlow@ensembleiq.com ASSOCIATE PUBLISHER Elijah Hoffman | ehoffman@ensembleiq.com SALES & EVENTS COORDINATOR Claudia Castro DESIGN AND PRODUCTION VICE PRESIDENT, PRODUCTION Derek Estey | destey@ensembleiq.com DIRECTOR OF PRODUCTION Michael Kimpton | mkimpton@ensembleiq.com ART DIRECTOR | Linda Rapini DIRECTOR OF MARKETING Alexandra Voulu | avoulu@ensembleiq.com SENIOR DIRECTOR AUDIENCE STRATEGY Lina Trunina | ltrunina@ensembleiq.com SENIOR DIRECTOR, DIGITAL CANADA & SPECIAL PROJECTS Valerie White | vwhite@ensembleiq.com CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER | Jennifer Litterick CHIEF FINANCIAL OFFICER | Jane Volland

CHIEF INNOVATION OFFICER | Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER | Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCES Ed Several

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Please contact Wright’s Media | ensembleiq@wrightsmedia.com 1-877-652-5295 CONVENIENCE STORE NEWS CANADA / OCTANE is published 6 times a year by EnsembleIQ. CONVENIENCE STORE NEWS CANADA / OCTANE is circulated to managers, buyers and professionals working in Canada’s convenience, gas and wash channel. Please direct inquiries to the editorial offices. Contributions of articles, photographs and industry information are welcome, but cannot be acknowledged or returned. ©2020 All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without the permission of the publisher.

Sowing the seeds of reinvention Spring is in the air—a time of transformation and new beginnings. What better time than our March/April issue to examine some of the shifts reshaping the convenience industry. From technology to plant-based eating, snacking habits, sustainability and category innovation, change is all around us.

Case in point is the ongoing buzz about cashierless stores, with much of the attention given to Amazon Go and 7-Eleven’s recent foray in the U.S. However, our cover story shines a light on Aisle 24, an innovative Canadian company that’s making inroads in the space. The Douang brothers grew up in the convenience business—their family operated a traditional c-store in Toronto’s Dufferin and Eglinton neighbourhood. After pursuing careers in technology, they came full circle, applying their unique insights to how tech could transform the business and reinvent the c-store model. Read their fascinating story on p. 18.

This year, one of the most significant changes and challenges for the industry is the push to eliminate single-use plastics. A 2019 Dalhousie University study shows 87% of Canadians care about the environmental damage caused by single-use plastic packaging and 94% want to reduce their waste.

While Ottawa shapes new regulations, the industry is already looking to the future.

“A convenient truth” (p. 27) examines convenience and sustainability; with a focus on the innovative ways top beverage vendors and industry leaders are taking action.

That’s not all that’s changing. From the rise of plant-based eating (p. 8), to exploring changing c-store shopper demographics outlined in the C-store IQ: National Shopper Study (p. 15), this issue reflects an industry with boundless opportunities for reinvention.

And, here’s another great opportunity: Convenience Store News Canada is thrilled to launch the 2020 Star Women in Convenience Awards! Now in its third year, this marquee event recognizes and celebrates the women shaping and redefining the Canadian convenience industry. Nominations are now open and the deadline is March 31.

As Winston Churchill once said: “To improve is to change; to be perfect is to change often.” Here’s to embracing transformation and new beginnings, as well as the accompanying challenges and opportunities for reinvention and leadership.

Happy spring!

Michelle Warren | Editor standard

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THE BUZZ

CROSS-CANADA ROUND-UP

INS MARKET IN GROWTH MODE

INS Market is in expansion mode, with plans to grow in Quebec, starting with Montreal. Founded in 1994 as International News, INS now has more than 200 stores, mostly in Canada and some in the United States. The company is evolving and, along with its new name, it’s changed its focus to become what it calls “the most modern instant gratification store in the market.” INS is zeroing in on what its busy customer base is after—convenient services, along with a large selection of beverages and better-for-you snacking solutions.

ALL CHARGED UP

Petro-Canada, a Suncor business, has completed Canada’s Electric Highway, its coast-to-coast network of electric vehicle (EV) fast chargers. “With more than 100,000 electric vehicles on the road in Canada and an average of 4,000 EVs added each month, we know that this is an important step in meeting the current and future driving needs of Canadians,” said Mark Little, president and chief executive officer, Suncor. “We want to be part of the total solution to meet energy demand and reduce the carbon footprint of the transportation system.”

With more than 50 sites located in small towns and big cities from the Rockies to the Maritimes, each site features DC fast chargers that support a broad selection of vehicles.

The chargers can provide up to a 200-kilowatt charge— enough to provide an 80% charge to most EVs in less than 30 minutes (plenty of time to shop and have a bite to eat).

$ 15.20 $ 14.60 $ 13.85

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B.C. WAGE INCREASE

As of June 1, the minimum wage in British Columbia will jump to $14.60 an hour, from $13.85. In June 2021, the minimum wage is expected to increase to $15.20 per hour.

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PEOPLE, PLACES, NEWS AND EVENTS

It’s been a year since Ontario’s Progressive Conservative government announced it would keep its election promise and was moving ahead with an expansion of beer and WHERE’S wine sales in corner stores.

THE BEER? The move was meant to give Ontarians more choice and promised a boon to c-store operators. MPPs made much ado about the fact that Ontario has the lowest density of retail outlets selling beer, wine, cider and spirits in Canada, with less than 3,000 outlets selling alcohol (compared to Quebec’s approximately 8,000). However, after much initial fanfare, changes aren’t happening as quickly as the industry hoped. A spokesperson for the Ministry of Finance told Convenience Stores News Canada “the province is currently in discussions with the Beer Store and the brewers that are parties to the master framework agreement. The discussions are aimed at reaching a mutually agreeable solution to improve customer choice and convenience. We cannot disclose the details of these ongoing discussions.” While a timeline was not available at press time, he added the government is “moving forward on the promise to improve customer choice and convenience and enable more opportunities for businesses in the sale and distribution of alcohol. This is something we’re committed to bringing to the people of Ontario as soon as possible.”

IT’S TUESDAY, FILL ’ER UP

Canadians collectively spent more than $54 billion in 2019 on gas and now a new report from GasBuddy (an app designed to help consumers pay less for fuel) is zeroing in on the best and worst days of the week to buy gas to maximize savings.

GasBuddy analyzed gas price data in 2019 and found that the second day of the workweek offers the lowest average gas price in five of the 10 provinces, making Tuesday the best day to fill-up. Friday has the most expensive average price. The province with the highest average prices is British Columbia at 132.4c/L, while the lowest average prices are in Alberta at 108.4c/L.

PARKLAND ACQUIRES KELLERSTRASS OIL

Parkland Fuel Corporation, through its wholly owned U.S. subsidiaries, is acquiring the entities and assets of Salt Lake City-based Kellerstrass Oil Company. The acquisition is part of Calgary-based Parkland’s efforts to expand its U.S. footprint, says Doug Haugh, president of Parkland USA. “We expect this acquisition will support the growth of our North America diesel platform, create supply efficiencies and deliver logistical benefits. We are delighted to enter the Idaho market and expand our presence in Wyoming and look forward to welcoming the Kellerstrass team to Parkland.”

CCentral.ca

INCENTIVES REV UP EV SALES

An incentive program launched in May 2019, offering up to $5,000 off the price of buying new electric and hybrid passenger vehicles to try and bring their price tags closer to those on similar gas models, is proving a huge hit with Canadian drivers. Ottawa funded the program with $300 million, on a first-come, first-served basis, over the next three years. As of Jan. 19, Transport Canada reports that more than $134 million in rebates have already been issued to 33,000 Canadians. At that rate, the funds will be entirely gone before the end of this year. According to Transport Canada, overall electric vehicle sales jumped 32% after the rebates were launched, compared to the same period the year before. In 2019, electric cars made up 3% of all vehicle sales, up from 2% in 2018. The goal is to have electric cars make up 10% of all light-duty vehicle sales by 2025, 30% by 2030 and 100% by 2040.

NEWFOUNDLAND TO BAN BAGS

Retailers in Newfoundland and Labrador are preparing for a full ban on single-use plastic bags. The much-discussed ban is to take effect July 1 and will make it the third province to commit to enforcing a ban on single use plastic bags, after Prince Edward Island and Nova Scotia. Public consultations in 2019 showed 87% of 3,000 respondents agreed with a ban on single use plastics. Cities across the country are also moving ahead with plastic-bag bans.

MOVING ON UP

Susan Irving joins Kruger Products as its new chief marketing officer. She is replacing Nancy Marcus, who retired March 1. Irving comes to the role with more than two decades of industry experience, having held senior roles at Warner Lambert, Coca-Cola and, most recently, PepsiCo Foods Canada, where she was senior marketing director for the Quaker Nutrition portfolio.

Diane Randolph joins the Core-Mark Holding Company board of directors, bringing with her “tremendous knowledge and experience on retail specific technology innovation.” She is the chief information officer at Ulta Beauty. Prior to joining Ulta in 2014, she was vice-president and chief information officer of Reitmans Canada, where she worked from 2005 through September 2014.

Joanne Hillion joins UNFI Canada as vice-president, sales and customer care Canada. She brings more than 20 years of experience to the role, having held Email: order@horseandbuggybrands.com sales positions at Pepsi, Nestlé Canada and Reckitt Benckiser, Mars 620-8572 Canada and Acosta Canada.

Tel: (519) Toll Free: (877) 473-2688 CCentral.ca

NO FLAVOUR FOR YOU

SAVE THE DATES

On April 1, Nova Scotia will ban the sale of flavoured e-cigarettes and juices. As of press time, Nova Scotia is the only province to announce a full flavour ban, stating it has “drastically reduced youth smoking rates over the last 30 years, but progress has stalled with the popularity of vaping, especially flavoured products.”

In a recent survey conducted

by Smoke Free Nova Scotia, 95% of young people who vape said they prefer flavoured juices and more than 48% said they would quit if flavours were banned. All retailers who sell vaping products will receive a letter to inform them of the change.

March 3-4, 2020 The Convenience U CARWACS Show Toronto convenienceu.com May 5-7, 2020 i3 Chicago Chicago experiencei3.com May 19-21, 2020 Sweets and Snacks Expo Chicago sweetsandsnacks.com

GG HORSE & BU Y BRANDS

horseandbuggybrands.com

A fun and tasty treat that is soft, chewy and flavourful!

Chew ‘em, Yum ‘em, Love ‘em!

Email: order@horseandbuggybrands.com Tel: (519) 620-8572 Toll Free: (877) 473-2688 MARCH/APRIL 2020

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QUICK BITES

BY DARREN CLIMANS

Going mainstream

Foodservice success means adding plant-based proteins to the menu Pat Brown could well be the Steve Jobs of protein alternatives.

Under Jobs, Apple’s mission statement was “to make a contribution to the world by making tools for the mind that advance humankind.”

Like Jobs, Brown is a man on a mission.

Brown’s company, Impossible Foods, is working “to completely replace animals in the food system by 2035.”

This is worth paying attention to. The impacts of the market shift to protein alternatives are not theoretical and they will significantly affect the convenience sector in 2020 and beyond. They’re also happening in real time.

Unique data from Tastewise, a food and beverage insights and trend tracking company, confirms the explosive growth of plant-based meat. Its AI technology harnesses billions of data points from social media, recipe websites and restaurant menus, to provide an early read on consumer interests and motivations. In 2019, Beyond Meat experienced a +225% growth on menus and +95% growth in social media mentions.

What’s on the menu?

In Canada, many leading foodservice providers are adding plant-based proteins to the menu.

A&W Canada created a splash when it introduced the Beyond Meat burger in 2018, and followed with a Beyond Meat Sausage & Egger in 2019. A&W reported record same-store sales in quarters three and four in 2018, corresponding with the launch. In the second quarter of 2019, A&W samestore sales were up +10.3%, compared with +6.6% in the same quarter in 2018.

Several other QSR chains got the message and started down the plant-based path. Burger King embraced the Impossible Burger and the Impossible Sausage debuted in its Impossible Croissan’wich in January.

Subway, Quesda, Mucho Burrito and Tim

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Hortons all introduced Beyond Meat items to their menus. (Despite positive consumer response, Tim Hortons announced a pullback in September 2019, only offering its Beyond Sausage sandwiches and burgers on menus at restaurants in B.C. and Ontario. In January 2020, the company announced it was pulling all plant-based proteins from its menu.)

Still, as convenience stores embrace foodservices as a means to attract busy consumers and grow sales, plant-based proteins are key. In August of 2019, 7-Eleven Canada introduced The Beyond Sausage and Roasted Veggie Pizza in select locations. At the end of 2019, Sheetz, a large U.S. chain of restaurants and convenience stores across the mid-Atlantic, announced the introduction of Beyond Meat plant-based burgers at all 597 store locations.

With companies like Nestlé—the world’s largest food company—recently adding pea protein-based Sweet Earth sausages to its growing range of meat substitutes in an effort to secure a position in the booming market for plant-based foods, all indicators are this is the tipping point.

Size of prize Foodservice operators are well advised to differentiate their offering to capture the expanding slice of consumers, who, for health and/or ethical reasons, are drawn to premium plant-based meat alternatives.

Data shows per capita meat consumption is declining, particularly when it comes to beef and pork. Conversely, a 2018 Dalhousie University study reported that vegetarians and vegans are on the rise, accounting for nearly 10% of Canada’s population; that’s more than 2.3 million vegetarians and 850,000 vegans. People under the age of 35 are driving this trend and they are willing to spend more for food that satisfies their tastes.

According to Ipsos Canada, strict vegan/

vegetarians spent close to $500 million at foodservice in 2018, with an average eater cheque of $11.01 versus the industry average of $8.75. Flexitarians (those who have a primarily vegetarian diet but occasionally eat meat or fish) though harder to quantify, could account for at least another $5 billion in annual foodservice sales.

According to the Ipsos FIVE & Foodservice Monitor: ➜ Alternative proteins are growing at a faster pace at foodservice than meat proteins ➜ Vegan burgers are the fastest growing burger type in foodservice (up 15%) ➜ Protein inclusion at lunch on the rise, with alternative proteins now on par with meat proteins.

What’s behind this consumer behaviour?

Technomic’s 2019 Canadian Centre of the Plate Consumer Trend Report details that consumer satisfaction with meat-alternatives is growing and objections are fading (Exhibit 1). In other words, companies like Impossible Foods and Beyond Meat are raising the bar with great-tasting beef and pork alternatives.

The outlook for chicken and seafood Next up for disruption? Chicken and seafood.

Sunfed Chicken-Free-Chicken, a New Zealand start-up food manufacturer, claims to CCentral.ca

EXHIBIT 1

WHO’S HUNGRY?

have developed a product with the taste and feel of poultry, as well as double the protein of chicken and triple the iron of beef. It is free of gluten, soy, cholesterol, trans fats, preservatives, diary, GMO, palm oils, antibiotics and hormones.

It also features a relatively clean label—water, pea protein, rice bran oil, pea fibre, pumpkin, natural yeast extract and maize starch.

Sunfed’s products are currently available through two large chain supermarkets, but a broader distribution is only a matter of time.

Swiss-based Planted makes its “chicken” with just four ingredients—pea protein, pea fibres, sunflower oil and water. Its founders focused on plant-based chicken because of the high and growing global demand for chicken (it’s the only meat where consumption is actually on the rise). The company was motivated to mitigate several negatives associated with real poultry, including the consumption of antibiotic resistant bacteria by those eating it and the environmental impact of greenhouse gas emissions involved in production.

Given the depletion of ocean resources generally, growing global demand for shrimp and seafood, as well as environmental and sustainability concerns associated with farmed aquaculture, plant-based seafood is a logical area of opportunity. (Canadians have a big appetite for shrimp and import about $700 million in shrimp every year, with the majority of it coming from India, Vietnam, China and Thailand.)

California-based New Wave Foods, the latest player in plant protein, is about to take a bite out of this demand with its “Shellfish, evolved” seaweed-based vegan shrimp products. Industry giant Tyson Foods, which continues its expansion into convenience stores CCentral.ca

with a variety of foodservice offerings, sees the potential here, having recently purchased a minority stake in the company.

Doing the impossible When Jobs held a press conference to introduce the iPhone in 2007, he said: “Every once in a while, a revolutionary product comes along that changes everything.”

The breakthrough for the iPhone was to make smartphones more user friendly. As Jobs explained at the time, “We’re going to use the best pointing device in the world.

We’re going to use a pointing device that we’re all born with—born with ten of them. We’re going to use our fingers.”

The challenge that the new wave of plant-based protein companies are embracing is equally simple and impossibly complex—offer protein alternatives that fully replicate the experience of eating beef, pork, chicken and shrimp.

Jobs understood that user experience rules the day. Now, with protein analogues well on their way to seamlessly mimicking the taste and mouthfeel of traditional protein, we may be on the cusp of a sea-change disruption in the protein that we eat.

Is 2035 a realistic timeframe to be fully switched off animal protein?

Single lens reflex digital cameras with an image sensor first hit the market in 1991: By the end of 2009, Kodak announced that it would cease selling its iconic Kodachrome color film product. To paraphrase Mark Twain, change comes slowly, at first, and then all at once. ◗ Darren Climans is a foodservice insights professional with close to 20 years’ experience partnering with broadline distributors, CPG suppliers, and foodservice operators. His practice is to understand issue-based decisions by taking a data-driven approach to strategic decision making.

of consumers report that they are eating more meals with vegetarian options/ substitutes compared to two years ago

30%

of consumers report that they are eating more meals with vegan options/ substitutes compared to two years ago

Top three reasons why: 1. Trying to eat healthier 2. Trying to get protein from other sources

3. Becoming more

concerned about the environmental impacts of meat and seafood

40%

of consumers agree that vegetarian or vegan options can provide enough energy to perform their daily duties

36%

of consumers agree that vegetarian or vegan options are just as filling as meals that include meat, poultry or seafood

33%

of consumers agree that vegetarian or vegan options are just as satisfying as meals that include meat, poultry or seafood

32%

of consumers aged 18 to 34 agree that vegetarian or vegan meat substitutes taste just as good as real meat

ONES TO WATCH SEATTLE FOOD TECH (REBELLYOUS FOODS)

· Meatless chicken nuggets targeting commercial and institutional operators · Process protein to keep out air and create denser product with a clean label · Mission is to “catapult meat alternative production toward price parity with animal-based meat”

JUST EGG

· Plant-based scrambled egg alternative made with mung bean protein · Currently rolled out at thousands of supermarkets across the U.S. · Market tested in 2019 by Tim Hortons via omelette entrées and breakfast sandwiches

NEW CULTURE

· Animal-free dairy cheese using casein proteins from microbial fermentation · Once a curd has been formed, the manufacturing of the “cheese” follows traditional processes · Development funded by Evolv Ventures, a venture fund supported by Kraft Heinz

MOTIF FOODWORKS

· Ingredient innovation company focused on biological engineering to formulate plant-based protein analogues for dairy, eggs, and meat · Goal is to change the eating experience for consumers in the plant-based world with better taste, texture and nutritional profile · Products expected to launch in 2021

THIS

· This Isn’t Chicken and This Isn’t Bacon are made from pea and soy protein · Products have a “hyper-realistic” meat-like texture · Launched in 2018 and now available in 1,200 stores and QSRs across the U.K.

Source: Technomic’s 2019 Canadian Centre of the Plate Consumer Trend Report

34%

TOP OPS

BY GERRY SPITZNER

Be where your customers are

If you have no online presence, you don’t exist

Driving in-store traffic starts with online marketing How can a business offering products or services raise their reputation and visibility in the marketplace?

The answers aren’t the same as they used to be. In fact, research shows that when people check out product or service businesses, more than 80% use online sources of information, compared to 55% using traditional references.

There’s no question that, in the modern business landscape, whether you’re a major corporation or a small business owner, a big part of your marketing strategy should be digital. Consumers are almost always online—and retailers want to be able to reach them and observe their behaviour where they spend the most time.

The reality is that in today’s content-driven online media world, while you may view yourself as c-store operator, a CPG marketer or a supplier, you’re also a publisher. You must provide relevant content for your customers and potential customers, who, according to research from Ipsos, spend more than 10 hours a day consuming media in a variety of channels.

If you have no online presence, you don’t exist Do you know how your business or how you yourself are appearing and coming across online? Your marketing plan must include building your online presence: You simply can’t operate a store or offer a service without a website and you cannot grow your brand without content.

Content marketing contains all marketing strategies that focus on sharing information.

It is an important aspect of an effective SEO strategy. SEO stands for Search Engine Optimization: It’s the practice of optimizing

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websites to make them reach a high position in Google’s—or other search engines’— search results. SEO focuses on rankings in the organic (non-paid) search results.

Google’s mission is to organize the world’s online information and make it universally accessible and useful. Google wants to show its users the best result for any keyword. If you want to rank for that keyword—such as ‘convenience’— your aim should be to be the best result. It is attainable over time with a consistent effort to provide relevant content.

Monitor your online presence One key activity is to Google yourself and/ or your business on a regular basis. What do you see? Anything interesting? Your online presence is something you’re going to want to monitor on an ongoing basis and improve upon whenever and wherever possible.

The objective should always be organic results. And one of the best ways to achieve that is to start a Google My Business profile. Sign up is free and your business profile appears right at that key moment when people are searching for your business or businesses like yours via Google Search and Maps. You can even set up and build a website using their free website builder tool.

Customers can also review businesses and you can respond to Google reviews. Reviews are a powerful and effective way to boost your organic results. Online reviews help your business grow, recognize employees and help others learn about you.

Add email marketing to the mix You might think that email marketing is dying or dead, but this is a myth. Even in 2020 people still open emails: With the broadest

reach, lowest cost, easiest measurability and highest conversion rates, email still dominates online marketing channels. Studies show that email offers the highest return on your marketing dollars.

The same rules used in social media need to be followed. Authenticity, target market and relevant content worth reading are essential.

People’s inboxes are inundated. Get it wrong and you risk losing them for good.

There are no second chances.

Craft a strong message Your message is what can make or break an online marketing campaign. Encourage readers to open your website, email or social media post by delivering a message that informs, entertains, and resonates. Create a catchy and meaningful website landing page or subject line with three or four strong keywords and have a short lead-in sentence that will entice people to keep reading or offer value with promotions or useful information, like tips of the week.

When done well, online marketing is an effective way to communicate with your customers. It’s inexpensive, convenient and easy to track. Ensure that you develop an online marketing strategy that respects Canadian laws and targets your customers with the right message.

While the initial push may look and feel like marketing, the real outcome is an online community—this builds loyalty and trust with consumers, which ultimately drives traffic to your store. ◗ Gerry Spitzner helps retailers develop marketplace strategies to create, engage and keep customers for life. For more information about his approach, connect at retailSOS@ gmail.com.

CCentral.ca

ASK THE EXPERT

BY MICHELE SPONAGLE

Canadian Beverage Association president Jim Goetz spills the beans on caffeine March will mark the third Caffeine Awareness Month, an initiative by the Canadian Beverage Association, which represents companies that manufacture and distribute the majority of non-alcoholic beverages in this country. According to 2018 figures, the industry contributed an estimated $1.67 billion dollars to Canada’s gross domestic product.

For convenience stores, coffee and beverage sales represent significant volume, too. Canadians are voracious coffee drinkers. Adults 18 to 79 sipped an average of 2.8 cups per day in 2019, according to Statista data. It’s the most consumed beverage in Canada, outpacing even tap water. Hot dispensed beverages were the second largest category in foodservice at 14% of sales, according to data from the National Association of Convenience Stores (NACS) State of the Industry Report.

Coffee and many popular beverages have one thing in common—caffeine—something that is often misunderstood. The CBA’s Caffeine Awareness Month aims to shine a light on the facts.

Q

Q

Why is caffeine such an important issue in the beverage industry?

There are many misconceptions around it that need to be addressed. Take energy drinks, for example. Regardless of the can size, a standard energy drink has less than half as much caffeine as a similar sized coffee house coffee. We also find there’s a lack of awareness among consumers on what appropriate caffeine intake is and the various other sources where caffeine can be found, like chocolate.

In Canada, 93% of caffeine consumed comes from coffee and tea. Health Canada recommends that adults limit their daily caffeine intake to no more than 400 mg: That’s the equivalent of three, 8-ounce cups of coffee.

March

Q

How are you spreading the word about caffeine and responsible consumption?

We will be putting out content on our social media channels, as well as encouraging health professionals, such as dietitians and nutritionists who are experts on caffeine, to communicate important facts about caffeine.

We’re also hoping that we will be able to partner with Health Canada in the future on ways in which we can work to further educate consumers. They have said that a public caffeine awareness program is something they want to do.

Caffeine Awareness Month

How did Caffeine Awareness Month begin?

It was something that started in the U.S. with the Caffeine Awareness Association. Though we are not associated with that organization, we believed there was an information and education gap in Canada and introduced caffeine awareness month in 2017.

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CCentral.ca

Q

Speaking of Health Canada, where do we stand currently with caffeine regulations?

regulations have been drafted, we, along with various other stakeholders, will definitely be providing input on them.

We are expecting to see new regulations some time at the end of 2021. There have been some regulations in place around energy drinks for almost 10 years under temporary marketing authorization.

The key word is temporary. We are hoping to see consistency in what’s going to be introduced.

Under the current regulations, energy drinks are required to have labels identifying a product as a “high caffeine content” and must include how much caffeine is actually in it in milligrams, while other products with much higher levels of caffeine are not required to do so. Once the

Q

How will the changes affect the Canadian beverage sector?

Health Canada recommends that adults limit their daily caffeine intake to

no more than 400 mg

Once the new regulations are finalized, you’re going to see even more innovation going on in the Canadian marketplace, and more products being launched here, because there will be more regulatory stability, quite frankly. Regulations will also have a direct impact on the Canadian beverage industry, especially in terms of labelling and packaging requirements. There’s definitely a lot that will be happening in our industry. ◗

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5 Red Bulls

2 5-hour Energy drinks

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Generation Report

Targeting the generational divide

BY MICHELLE WARREN

Not all convenience shoppers are created equal and each generation is looking for something different when it comes to the ultimate shopping experience.

In general terms, the definition of convenience, for most shoppers, results in an experience that ultimately saves them time and effort, according to data from Convenience Store News Canada’s new proprietary research report C-store IQ: National Shopper Study.

While ‘quick’, ‘close to me’, open at late hours and has the basic staple items appeal to the majority of c-store shoppers, a deeper dive into the data reveals how shopping habits and expectations vary from generation to generation. As operators, it pays to know where shoppers’ loyalties lie and cater to each generation’s specific wants, needs and habits.

Gen Z 18 – 23 years old Millennials 24 – 39 years old Gen X 40 – 55 years old Baby boomers 56 – 74 years old Mature/Silent 75 – 92 years old GI Gen 93+ years old

As operators, it pays to know where shoppers’ loyalties lie and cater to each generation’s specific wants, needs and habits.

Shopper values Overall, shoppers rate the convenience store where they shop most often the highest based on price of products (40%), fun to shop (18%) and variety of products offered (16%). On the other hand, general convenience and speed of shopping trip both are among the lowest rated attributes (64% fair/poor), which indicate tremendous room for improvement for store design.

It’s worth understanding how these values breakdown by generation.

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How often do you shop at each of the following types of stores?

Chain convenience store Independently-owned convenience store

ONCE PER WEEK OR MORE

57%

57%

GENERATION Z

50%

42%

MILLENNIALS

45%

33%

GENERATION X

36%

38%

23%

BABY BOOMERS

MARCH/APRIL 2020

35%

MATURE/SILENTS

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Boomers (47%) are more likely than Gen X (36%) and millennials (35%) to rate the price of products as excellent/very good.

Millennials (37%) and Gen X (33%) are more likely than boomers (24%) to rate the quality of prepared food as fair/poor.

Boomers (22%) are more likely than millennials (15%) to rate fun to shop as excellent/very good.

Gen X (65%) and boomers (63%) are more likely than millennials (56%) to rate friendliness of employees as fair/poor. In addition, millennials (12%) are more likely than Gen X (8%) and boomers (8%) to rate friendliness of employees as excellent/very good.

When it comes to attracting younger generations, data shows convenience stores can improve on key areas that have been rated lower, such as speed of shopping trip and general convenience.

Customer communications Everybody likes a deal and promotions are essential revenue drivers, however delivering that messaging in an effective manner differs from generation to generation. Knowing when and where to target your audience is valuable—data confirms younger generations are more likely to be influenced by tactics that are either digital or provide cost savings. It’s worth noting, younger shoppers are more likely to be influenced by promotional signage or car wash promotions during a shopping trip— this is a valuable tactic for driving those gas customers in-store.

Everybody likes a deal and promotions are essential revenue drivers, however delivering that messaging in an effective manner differs from generation to generation.

Mobile app: Millennials (14%) are more likely to be influenced than Gen X (8%) and boomers (3%).

Social media promotion/offer: Millennials (10%) are more likely to be influenced than Gen X (8%) and boomers (4%).

|

| MARCH/APRIL 2020

Gasoline nozzle display ads: Millennials (18%) and Gen X (13%) are more likely to be influenced than boomers (3%).

Text message: Millennials (5%) are more likely to be influenced than boomers (0.2%).

Car wash promotions: Millennials (17%) and Gen X (21%) are more likely to be influenced than boomers (10%).

Mobile ordering: Millennials (4%) are more likely to be influenced than Gen X (3%) and boomers (1%).

Banners/window signs: Millennials (17%) and Gen X (20%) are more likely to be influenced than boomers (10%).

Email: Millennials (8%) and Gen X (9%) are more likely to be influenced than boomers (4%).

Promotional signage: Millennials (23%) and Gen X (25%) are more likely to be influenced than boomers (13%).

Timing is everything

Know thy customer

Convenience store trips start slow with the breakfast daypart (17% of shoppers), but gradually increase throughout the day until they peak during the rush hour/early dinner daypart (39% of shoppers).

Habits differ by generation, which indicates different priorities that link to time of day and lifestyles. For instance, millennials (36%) and Gen X (31%) are more likely than boomers (21%) to shop at a convenience store while traveling to/from work or school, which lends itself to foodservice opportunities that cater to this group wanting to grab breakfast on the go (Stay tuned for the C-store IQ: Foodservice Report, which will explore such opportunities in more detail). This is further supported when generational visits are broken down by time of day, with data showing millennials and Gen X are stopping in during high-potential breakfast hours

Understanding the wants, needs and values of your target audience is retail 101. However, for c-stores it’s a little more complicated, as one could easily argue the target audience is everyone—kids venturing in to buy a candy bar, busy parents stopping in for healthy snacks, workers coming by for breakfast and lunch, revellers picking up beer and wine on their way to a dinner party, older consumers making a late-night milk run and all generations fulfilling diverse needs throughout the day (and night).

Applying customer insights on a generational basis shines a light on opportunities for operators and manufacturers to use the right messaging to connect the right product with the right audience at the right time. ◗

6:00 a.m. to 8:59 a.m.

Gen X (20%) Millennials (19%)

16

Video displays on pump: Millennials (14%) and Gen X (11%) are more likely to be influenced than boomers (3%).

Gen Z (7%) Boomers (7%) Mature/silent (2%)

Who’s more loyal?



45% of millennials and 45% of Gen X are enrolled in and actively use a loyalty program, compared to 35% of boomers. *Stay tuned for the upcoming C-store IQ: Loyalty Report.

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SMALL BUT

SNAPSHOT

18

|

| MARCH/APRIL 2020

MIGHTY

OPENED

Originally opened in 2016 and rebranded in 2018 as Aisle 24

SIZE

300-600 sq. ft. in a variety of spaces, such as residential and campus buildings

LOCATION

Five stores in Toronto, including Centennial College

CCentral.ca

C OV E R S TO RY

With technology at its core, Aisle 24 proves micro-markets = big impact

BY DONALEE MOULTON PHOTOS DANIEL ALEXANDER

hen John Douang was growing up his parents owned a convenience store. That first-hand insight shaped his thinking about the sector—and ultimately led to the establishment of Canada’s first micro self-serve c-stores.

W

Left: Josh Douang, Marie Yong and John Douang

“My parents exposed me to what it was like to operate a small business and what it was like to be part of a small commercial community,” says Douang. Both facets of the business appealed to him.

What didn’t appeal: being tied down to one location for set times. “My dad worked 14 hours a day. If he wanted to take us on vacation, he had to close the store,” says Douang.

So John, his wife Marie Yong, and his brother Josh Douang launched what would ultimately become Aisle 24.

What started as an automated grocery vending business has become a new way for customers to conveniently buy what they want, when they want, where they want. “Our concept is hyper local, ultra-convenience,” says Douang.

Two features stand out about the business, established

in 2016 as Unattended Markets. First, while the c-stores offer customers everything from prepared foods to staples to beverages to over-thecounter medications, there is one thing they don’t proffer: cashiers. Aisle 24 is completely self-service.

The other big thing to note about the store concept, now being franchised in Toronto, is its small size. The stores range from 300 to 600 sq. ft. and are located in existing residential spaces, primarily college campuses, condos and apartment buildings. “Go to any residential community building and you will find space that is underutilized or not used at all. Our small footprint allows us to go into these spaces,” says Douang, president of the company.

And, for those really tight for space, Aisle 24 offers convenience in a box with its fully automated, temperature-controlled vending system that dispenses almost anything you find in a standard convenience store—even milk, bread, eggs and ready-to-eat meals.

Customers wanting to shop at Aisle 24 download an app and register. Their credit card number is then linked to their

MARCH/APRIL 2020

|

| 19

account and access to the store, often in the building where they live, is provided through their smartphone.

“Think of us as a futuristic tuck shop,” says Douang, who worked in the tech industry for more than a decade before opening Aisle 24.

He notes that aside from lottery tickets and tobacco, which Aisle 24 does not provide, “there is no limitation on the products we carry. The only limitation is size.”

Aisle 24 stores, of which there are currently five in Toronto, resemble the traditional c-store in many ways.

There are open shelves stocked with products and coolers filled with refrigerated and frozen products. Unlike many older c-stores, however, Aisle 24 has a thoroughly modern feel. “Our brand is very fresh, very new,” says Douang. “There is a certain demographic that is attracted to that—students and young professionals.”

For those demographics and many others, the expediency offered by Aisle 24 is more than nice to have, it’s necessary to have. Many building owners and college dorms realize having a c-store on the premises is an important selling feature. “Today’s residents expect more than just a clean, safe property to come home to. They demand convenience that caters to their busy lifestyles,” Douang notes, adding that it is not unusual for Aisle 24 customers to make purchases in their pyjamas.

After all, home is only a few feet away. ◗

Aisle 24’s tips for a successful store ➦

1 | Know your

customers. Aisle 24

tailors its product offerings to meet the needs of individuals using that store, with regular customer surveys. “We know our customers and their preferences,” says president John Douang.

Are micro-markets the next industry disruptor?

While micro-markets represent a small piece of the convenience industry, that’s changing—fast. It’s expected there will be 35,000 micro-market locations in the U.S. by the year 2022, according to research firm Bachtelle and Associates.

And, those micro-markets are expected to generate more than $1.6 billion in revenue over the next 10 years.

20

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| MARCH/APRIL 2020

Tech talk With remote monitoring, Aisle 24 keep a close eye on inventory, expiry dates, and other operational information, typically visiting to restock and clean two or three times a week (or more) based on usage.

Aisle 24 uses video monitoring to discourage theft and reconciles inventory each week to closely track shrinkage.

2|

Connect with customers. Customers with

special requests and special dietary needs are welcome at Aisle 24 and can make special requests at the checkout kiosk.

“We actively seek out customer feedback,” says Douang.

“They feel we are part of the community.”

Ipsos’ Foodservice Monitor tracking study reports that micro-markets in Canada, while still dominated by vending machines, account for as much as 3% of foodservice traffic. While micro-markets’ share has increased in year-over-year tracking (dominated by growth in Ontario), this channel remains a relatively unknown player.

However, Amazon Go is reportedly planning to open 3,000 new locations by 2021, while Longo’s Pronto Eats, which is a smallsquare footage cashless grocery experience in downtown Toronto, has more locations in the works. 7-Eleven is also testing the concept at its headquarters in Texas.

3 | Plan for the future.

Standing still is not an option.

Whether it’s new products, new payment options or even new locations, planning for tomorrow is essential, says Douang. Aisle 24 is poised to open its first franchises and the company anticipates having 15 up and running by the end of this year.

“It would be hard to imagine that there are not a number of other retailers or tech companies eyeing this new concept, particularly given their reportedly high margin targets,” says Kathy Perrotta, vice-president, Ipsos Canada.

“Beyond the opportunity for profiting from this concept is also the opportunity to connect younger consumers to a convenience-oriented fully digitized food shopping experience.”

Read Perrotta’s take—“Micro-markets, major potential”—in the January/February issue or online at ccentral.ca

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R E TA I L E R S P OT L I G H T

To survive and thrive is to adapt and change

BY MARK CARDWELL PHOTOS CHANTALE LECOURS

“If you don’t follow and adapt to changes in your customers’ tastes and expectations you’re falling behind—simple as that”

Tony Peluso

CCentral.ca

Tony Peluso, owner of two specialized convenience stores in downtown Montreal (with a third store in the works) believes the key to his success is keeping up with the times.

“If you don’t follow and adapt to changes in your customers’ tastes and expectations you’re falling behind—simple as that,” he says from the office above Dépanneur Peluso, his original store in Montreal’s trendy Le Plateau district.

“Same thing with retail practices. When you walk into a Walmart you really get an idea on how to operate.”

It’s a lesson Peluso learned the hard way in the early years of a c-store career that spans four decades.

Born and raised in Montreal’s north end, where his parents settled after immigrating to Canada from Italy, Peluso grew up wanting to be a writer.

Instead, in 1979, with financial backing from their father, he and younger brother, Mario, opened a bakery in Le Plateau-Mont-Royal.

Three years later, the brothers closed the business and opened a convenience store in one of the two adjoining buildings their father owned on nearby Rachel Street.

“It was my idea,” recalls Peluso. “In those days dépanneurs were going into baking bread, which helped to kill our bakery business. So we opened our own c-store and set up a bakery and deli section in it.”

Affiliated from the get-go with Quebec’s Boni-Soir banner, which supplied groceries, beer and other c-store products, the MARCH/APRIL 2020

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| 23

2,400-sq.-ft. store struggled to survive in an area replete with grocery stores, specialty food stores, cafés, coffee shops and rival dépanneurs.

Peluso’s brother exited after a year, leaving him and a lone employee to operate the store every day from 7 a.m. to 11 p.m.

“The business was not doing well and I was advised to go bankrupt,” says Peluso. “But, I said no, I was determined to make it work.”

In addition to negotiating deferred payments from suppliers of up to 90 days, Peluso got deals from the two brewery behemoths of the day— Labatt and Molson—on 12- and 24-bottle cases of beer.

“That really helped because this is a residential area with lots of young renters,” says Peluso. “And I’m one of the only stores in Le Plateau with a parking lot. That’s a big advantage.”

As sales picked up, Peluso started hiring more staff. He also found time to get married and have a daughter, Julia, now 17.

Business really started booming when Peluso followed the advice of an employee, who was convinced craft beer was poised to be the next big thing.

“I started contacting all the microbrewers in Quebec and adding their products,” said Peluso.

He also spent months visiting government-run liquor stores to see how they merchandised wine. “I did the same thing here with beer,” says Peluso. “That really opened my eyes on how to run a business (and) helped get me out of my slump.”

Craft beer sales proved so popular that Peluso expanded into the adjoining building—adding another 2,400 sq. ft.—and made it into a beer store.

Today the store carries 1,100 kinds of craft beers from 100-plus Quebec microbreweries (including non-alcoholic brands, which Peluso says are becoming increasingly popular), plus full lines of domestic beer and some imported ones.

Snapshot Growth: Two c-stores stores in downtown Montreal, with a third on the way, employing 36 full- and part-time staff, as well as a store manager.

Selection: In addition to regular c-store merchandise, such as lottery tickets, confectionery and tobacco, the stores feature beer, wine and cider, as well as gourmet and specialty food items, plus prepared hot and cold meals.

Niche: 1,100 kinds of craft beers from 100plus Quebec microbrewers, plus full lines of domestic beer and some imported ones.

Non-alcoholic beers, as well as Quebec ciders and wines, are increasingly popular.

Hours: Daily from 7 a.m. to 11 p.m. Open 365 days a year (though they close at 8 p.m. on Christmas Day).

Tony Peluso’s top tips ➦

24

|

1 | Move

merchandise. “People

don’t see something if it sits on a shelf for months.

But if you move it, it’s like it’s something new.”

| MARCH/APRIL 2020

2 | Stay with the times. 3 | Know the

“People change. Twenty years ago no one was asking for craft beer or fresh or frozen food. Now they’re a big part of my business.”

neighbourhood. “It’s a

convenience store. You have to have the things that people need and want.”

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“I’m very proud of that,” says Peluso, who plugs his vast craft beer selection with regular updates on social media.

“It’s our trademark.”

Peluso is equally enthused by the success of a second store he opened on Beaubien Street in Montreal’s Little Italy district in 2016.

The aptly named Peluso Beaubien is as much a small specialty grocery store as it is a c-store, selling fine meats, cheeses and charcuterie, in addition to Quebec-made beers, wine and cider.

The store also has a kitchen, a sit-down counter and a chef, who creates a weekly menu that features hot and cold food items.

“I knew the area was going to be important for me because the Italians there were getting older and were moving out and millennials were moving in,” says Peluso, whose stores employ 36 people and are managed by Pierre-Luc Gagnon.

Peluso is now planning to open a 6,000-sq.-ft. store in Le Plateau, where he can feature Quebec ciders and wines, which he notes are becoming increasingly popular.

“I don’t have the space at the old store to add them,” says 59-year-old Peluso, adding the new store will be his last project. “I’m going to own it but not operate it. I’ll leave that to others.” ◗

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F E AT U R E

A convenient truth As pressure to reduce single-use waste mounts, sustainability becomes a business priority for beverage vendors and c-stores

BY CHRIS DANIELS

Plastic bottles made from sawdust. ‘Smart’ refillable cups. Edible utensils.

A brand-new world is emerging in convenience, where beverage vendors are leading the charge in response to shifting consumer sentiments and new government regulations around single-use waste, especially of plastic.

Convenience banners understand the need to be part of this world and future-proof their businesses (not to mention the planet).

As Alimentation Couche-Tard noted in its first-ever Sustainable Development Report in 2019: “Socially and environmentally conscious trends combined with a fast-paced on-the-go culture is opening up new possibilities to offer our customers easier and better-for-you choices.”

A 2019 Dalhousie University study of more than 1,000 CanaCCentral.ca

dians found slightly more than 87% care about the environmental damage caused by single-use plastic packaging. And 94% are personally motivated to reduce their plastic waste. In other words: consumers are primed to change their buying behaviours.

Coupled with Ottawa’s commitment to banning a range of single-use plastics, change is inevitable.

To that end, beverage giants, which have been criticized for producing plastic from fossil fuels, are investing in bottles made from wood scraps. PepsiCo has partnered with Sarnia, Ont.-based technology start-up Origin Materials to use agricultural and wood residues to manufacture recyclable, 100% plant-based polyethylene terephthalate (PET) plastic bottles.

Menka Walia, communications manager at PepsiCo Beverages Canada, says by using “renewable feedstocks like sustainably farmed trees,” bottles can be produced in a less carbon-intensive way than traditional oil-based PET.

The NaturALL Bottle Alliance, which includes PepsiCo, Danone and Nestlé,are also working with Origin on the commercialization of the bottles. The goal is to start using them in 2022.

Arctic Chiller, a bottled beverage manufacturer in Sherwood Park, Alta., has partnered with charity Plastic Oceans Foundation Canada on a new bottled water brand.

Named One Hundred—for being made from 100% recycled plastics and recyclable itself—the bottle features a turtle on the label and the description, “planet friendly spring water.”

Proceeds from each bottle sold will help fund Plastic Oceans Canada’s shoreline cleanups and other plastic remediation initiatives.

Robert Smibert, chief technology officer and director of special projects at Arctic Chiller, believes “this is the missing piece for the industry—investing profits into helping improve the situation, rather than just putting out bottles with a neutral footprint.”

MARCH/APRIL 2020

One Hundred is made from

100%

recycled plastics and is recyclable itself

|

| 27

Edible utensils, a sweet solution A number of innovative Canadian companies are creating waste-reduction and even carbon-negative packaging solutions, from Sarnia-based Origin Materials (see main story) to Markham, Ont.-based Candy Cutlery.

Fresh coffee is one of the big reasons customers make a daily visit to their local convenience store. But coffee stirrers and sugar packets create plastic and packaging waste, even with a refillable mug. Candy Cutlery has a deliciously novel solution.

It manufactures hard-candy spoons. “If we could replace plastic spoons and stirrers provided for coffees with our candied spoon, it would work as a two-in-one: a coffee stirrer and sugar pack,” says Liyan Cai, lead product developer who co-founded Candy Cutlery while in university.

Its candied spoons, plus cups, are currently available as an upsell at Kawartha Dairy locations in Ontario, as well as the Bean and Baker Malt Shop in Toronto.

The convenience sector is on its radar.

28

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Candy Cutlery edible spoons

“We are absolutely looking for One Hundred to be carried by convenience stores,” adds Smibert, noting it is priced as a value, not a premium, product. “We don’t want people to say, ‘I want to help the planet, but don’t want to spend $3 on a bottle of water.’”

In addition, Nestlé announced in January it would invest up to $2 billion in technology and initiatives to reduce its plastic waste: The company has vowed to make all of its packaging 100% recyclable by 2025.

No packaging at all Beverage companies are also looking to deliver their products with no packaging. A Canadian start-up is even looking to replace plastic utensils with edibles, so they land in stomachs rather than landfills (see sidebar.)

“Sustainability is not just a trend,” says Toronto-based Kate Hillyar, manager of corporate communications and sustainability for Coca-Cola. “We are considering it every step of the way as we think through our package design and how people consume our drinks.

This means ensuring that our packaging is made sustainably, but also thinking outside the box about how consumers can buy a drink with their own reusable bottle.”

In Canada, Coca-Cola is testing a ‘smart cup’ embedded with radio frequency identification (RFID) to interact with Coca-Cola Freestyle touchscreen dispensers.

The dispensers are commonplace at movie theatres and fast-food chains, but growing in number at convenience stores, including CoucheTard’s Circle Ks in Vancouver, Calgary, Toronto and Montreal. “We’re hoping to roll this out to more foodservice locations in Canada in the coming year,” confirms Hillyar.

With a smart cup, consumers would connect with an app when they enter a store and cue up a drink at the Freestyle machine.

| MARCH/APRIL 2020

Following its 2018 purchase of sparkling water maker SodaStream, PepsiCo has slowly been rolling out its Hydration Platform dispenser in select workplaces, universities and hospitality partners.

With a mobile app and QR code technology on their reusable bottles, customers can track hydration goals and save their favourite flavour combos.

Convenience banners step up Partnership with convenience is key for vendors to reach their ambitious waste-reduction goals.

Convenience chains are also launching their own initiatives to better meet the needs and desires of customers and do better themselves at sustainability.

Alimentation Couche-Tard is offering more made-to-go food and beverage options in recyclable and compostable containers and cups. Many stores have also introduced a reusable thermos mug for coffee purchases.

“We are very proud of the sustainability efforts described in [our Sustainable Development Report],” says Laurence Myre Leroux, global communications advisor for Alimentation Couche-Tard. “But at the same time, we know that there is much work ahead for us to reduce our environmental footprint. That’s why we are currently working on a [three-year] strategy to close some of our gaps.”

The company will share details of its initiatives around packaging and plastics later this year.

7-Eleven Canada has introduced initiatives, such as its refill program, which encourages customers to use reusable mugs with 50 cent refills on hot beverages. It has also partnered with Restoration Packaging on a one-for-one planting program “Buy This Cup. Plant a Plant,” which has included replanting efforts in Fort McMurray, Alta., which was hit by a devastating wildfire in 2016.

These are small steps to be sure, but together with major vendors, convenience is already in the midst of changing their businesses to create sustainable options for the future. ◗ CCentral.ca

4 ideas for c-store operators Coca-Cola is testing a ‘smart cup’ embedded with radio frequency identification (RFID) to interact with its Freestyle touchscreen dispensers.

“Sustainability is not just a trend. We are considering it every step of the way as we think through our package design and how people consume our drinks.”

Kate Hillyar Manager of corporate communications and sustainability for Coca-Cola

2 1 Recognize that an overwhelming majority of consumers are looking to reduce waste headed for landfill. It is an environmental as well as business imperative.

Aim to increase collection of recyclables at your location, either through new signage or simple changes like putting the recycling bin right next to the garbage. Make it as convenient as possible for consumers to recycle and help them understand what is recyclable and what isn’t.

3 Partner with vendors on promotions for greener products and/ or on recycling programs.

PepsiCo, for instance, plans to pilot a recycling bin program with customers in 2020.

4 Recognize consumer behaviours that are better for the planet. 7-Eleven Canada, for instance, offers discount refills to reward customers who use reusable mugs when purchasing hot beverages.

CATEGORY CHECK

BY MICHELE SPONAGLE

Chill zone

New products and a taste for nostalgia make frozen treats cooler than ever Canadians are no longer waiting until summer to indulge in frozen treats. They have evolved into an all-season buy for consumers and Canadian c-stores are reaping the benefits.

According to C-store IQ: National Shopper Study, frozen drinks/beverages are in the top 10 c-store purchases, with 19% of consumers buying one within the last month, while 16% of shoppers bought ice cream.

Innovative products, with fresh marketing spins attached, have helped reposition frozen treats an any-time snacks—some touting health attributes like high protein, low carb, dairy-free and reduced calories to add to their appeal. While diet trends—paleo, keto and plant-based—are influencing product development, the classic triedand-true versions still reign supreme, according to Larry Watmough, business development manager, Core-Mark Canada. The company works with Chapman’s Ice Cream and helped introduce the brand into convenience stores in 2015.

“I think there will always be trendy diets—so many have come and gone,” he says. While the market is continuing to see new entries, like fruit-based variations, they make up a small portion of the market. Consumers will try new products, but often come back to what they know, Watmough notes.

The top seller for Chapman’s remains its traditional vanilla ice cream sandwich (120 mL). The company will build on that success with a new Yukon chocolate fudge sandwich and a new chocolate ball-topped cone. “I expect they’ll do well,” he says. “Ice cream is one of the highest impulse items in the store and has one of the highest profit margins.” To capitalize on that, Chapman’s ensures their treats get noticed, securing coveted spaces near cash registers and instore branded freezers.

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Calgary-based Mini Melts has won fans with its tiny spheres of flash-frozen ice cream and sorbet available from its robotic vending machines or grab ’n go pre-packaged cups.

“It’s completely different from the regular frozen treat products sold at convenience stores,” says Dave Mah, sales manager. “Mini Melts are sold across Canada and are extremely popular with all age demographics.

They’re such a good fit for c-stores because of the profit and revenue they generate.”

Mini Melts offers

retailers point-of-sale materials and the use of a dedicated freezer that keeps the product at the –30C storage temperature it requires.

Enticing flavours are also part of the picture, like cotton candy, fruit punch and cookie dough ice cream. With Big, its newest variation (bite-sized sorbet made with real fruit juices and natural ingredients), there’s grape and soda, cola and energy drink, pineapple and orange options.

Meanwhile, Nestlé is poised to shake up the frozen treat sector with new entries with familiar names. From the Haagen-Dazs Exträaz range, expect new Strawberry Cheese-

cake Stick Bars and Salted Caramel Brownie Stick Bars. Canada’s favourite chocolate bar, Kit Kat, will turn into a premium single-serve treat—a combination of chocolate, wafers and ice cream. The popular Drumstick brand will add a new first-to-market innovation— non-dairy vegan Vanilla Chocolate Swirl cones with caramel, dark chocolate and nuts.

“Consumers continue to look for a variety of options to address their lifestyle and dietary choices,” says Lisa Beausoleil, marketing lead ice cream, Nestlé. “As with many food products, we are seeing consumers wanting more nutritious and plant-based options. They are looking for vegan, non-dairy and gluten-free options that taste great.”

It’s clear Canadians’ love affair with frozen treats is going strong, thanks to classic confections, new novelties and an emotional connection to them. As Beausoleil explains, “These treats connect customers to fond memories of their childhood and time spent with friends and family.” ◗ CCentral.ca

LAST CA L L F O R 2 02 0 ENTRIES

Do you know a Star Woman in Convenience?

Convenience Store News Canada is awarding exceptional women in our industry for their commitment, innovation and leadership in these key categories: R E TA I L E R S & D I S T R I B U TO R S M A N U FACT U R E R S I N D U S T RY A S S O C I AT I O N S A N D I N D U S T RY LU M I N A R I E S S O LU T I O N P R OV I D E R S A N D C O N S U LTA N T S The 2020 winners will be recognized across our digital platforms, featured in our July/August edition of Convenience Store News Canada magazine, and recognized at our inaugural Awards Ceremony this Fall.

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< KERRY ANN NICHOL SON CORE-M ARK

< JAN MCCAL LUM RICOLA CANADA

Deadline to nominate: March 31, 2020

< WENDY KADLOV SKI NICHOL BY’S

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SNAPSHOT

BY KATHY PERROTTA

Untapped potential Shifting targets present an opportunity to reshape and grow the c-store consumer base Think about all that’s happened in the food and beverage industry during the past decade and how this continues to change and challenge business results. At the centre of transformation is the Canadian consumer, who demonstrates astonishing levels of sector engagement and knowledge, which has forever altered values, beliefs and overall consumption habits.

The quest for fresh, a focus on transparency and quality, as well as a growing appetite for touchpoints around authenticity, social conscientiousness and taste experience, are important in contemporary consumption culture.

However, the Ipsos FIVE data reveals that for today’s consumers, who are embedded in a hyperconnected world with hectic schedules, long commutes and protracted workdays, convenience is the ultimate currency.

In turn, an increasing number of smaller-format, convenience and gas stores located close to their customer base are being updated and tailored to cater to Canadians’ busy on-demand lifestyles and shifting salient values.

With these channel changes well underway, is the evolution to food-forward destinations attracting new consumers in the ongoing quest to expand the c-store shopper base?

The FIVE data details that while occasion share within the total food and beverage landscape remains relatively flat versus a year ago, more younger and urbanized consumers are visiting c-stores. In fact, the most recent data reveals more than a third (36%) of individuals consuming products from c-stores are 18 to 34 (+3% vs. 2018), while the share of 13- to 17-year olds is also gaining traction. More than half of c-store shoppers now reside in urbanized areas with more than 1-million residents.

In order to continue to appeal to these younger cohorts, the channel must explore

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enhanced technology that allows for customer communication. For instance, blockchain-like technology can facilitate greater transparency about the life cycle of foods and beverages on shelf, which appeals to consumers who expect the food industry to act with integrity as they innovate and drive change. With information at their fingertips, these digital technologies give consumers a greater sense of control over the products they choose, while also enabling manufacturers to communicate product benefits, like freshness and healthfulness, in a more nuanced and hyper-customized fashion.

Though men consume more than half of all items (54%) sourced at convenience and gas outlets, it’s worth noting that women’s role in the channel has grown since 2017.

In addition to women, families with kids under 13 represent a considerable growth opportunity, particularly as this population segment continues to increase its spending power. A wider-range of better-for-you options, expansion of prepared meal solutions and the evolution of kid-friendly options should be considered. During the past year, quick service restaurant visits among young families softened, setting up a ripe stealshare opportunity.

Further opportunity exists to expand convenience visits among multicultural consumers, particularly as their absolute share of the population rises. The share of South Asian Canadians sourcing foods and beverages from the channel is strongly developed, though Chinese Canadians show lower development rates. When developing foodservice programs, it makes sense to consider peoples’ differentiated habits and unique requirements for warm and hearty foods and spicy bold flavours.

In order to attract new consumers, c-store retailers and manufacturing partners need to continue moving beyond basic snack selections targeted to immediate consumption and impulse needs only.

While more than half of all items (56%) sourced from the convenience and gas channel are consumed at afternoon or evening snack, there is considerable opportunity to target new occasions. Key to driving growth at new dayparts is an understanding of the needs driving choices. Given current traffic patterns, there is clearly an opportunity to steal share at lunch and dinner occasions.

More than half of all dinner decisions are made ‘day of’, with a significant share made within an hour of the event. Though consumers still seek solutions that are convenient and readily available, they are not necessarily willing to sacrifice contemporary values like freshness, flexibility in choice, quality and experience.

While the majority of trips at convenience and gas remain motivated by the need for quick re-stock or emergency pick-up items, opportunity lies in identifying new trip types.

For example, an increasing share of visits are prompted by special occasions or entertaining needs.

This trip driver demands a differentiated assortment of higher quality food and beverage options suitable for pampering, pleasuring and pleasing family members and guests.

Communicating the availability of these ‘special occasion items’ requires targeted messaging around celebratory events or holidays, as well as promotional activity to create offer awareness and attract new shoppers.

Given the renovation of Canadians’ needs, beliefs and values during the past decade, it is critical that retailers and manufacturers focus on how consumers navigate choices in this contemporary food and beverage culture in order to both attract new customers and find long-term sustainable growth. ◗ Kathy Perrotta is a vice-president with Ipsos Market Strategy and Understanding, working with the Food & Beverage Group Syndicated Services. Data sources within this group include, Ipsos FIVE and Foodservice Monitor (FSM).

CCentral.ca

Consumers’ choice

By the Numbers

Top 4

better-for-you snacks

Snack attack

Snacking is the new sustenance, with 6 in 10 adults worldwide saying they prefer to eat many small meals throughout the day, as opposed to a few larger ones. Younger consumers especially prefer snacks, with 7 in 10 millennials opting out of traditional meals, according to the State of Snacking report from Mondelez International. This is great news for the convenience industry, which has long owned the snacking space. However, with snacks replacing meals and consumers seeking better-for-you and multicultural options, snacking is in the midst of an evolution.

of adults say snacking helps them control their hunger and manage calories throughout the day. *

77%

of consumers agree there is a time and a place for a healthy snack, and a time and a place for an indulgent one. *

80%

of consumers are looking for healthy, balanced bites. *

71%

say snacking is a way to remind themselves of home. *

78%

QUICK QUIZ

of parents say the snacks they choose for their children reflect who they are as a parent.*

46%

of better-for-you (BFY) snackers feel that it is healthier to snack throughout the day than to eat three large meals. **

65%

Fresh fruit and vegetables 84%

29%

• • • • • •

of consumers are interested in snacks made with plantbased protein, and that jumps to 39% for women aged 18 to 34. **

Cheese 79% • • • • • •

55%

of BFY snackers believe it’s important to always keep healthy snacks on hand. **

of consumers are most likely to say they would like to see more products made from fresh ingredients. **

51%

of Canadians agree that they’d like to see more healthy snacks packaged for eating on the go. **

Nuts 69%

49%

• • • • • •

of consumers say it is hard to tell if a snack is healthy. **

45%

Popcorn 60%

of Canadians aged 18 to 24 are interested in snack-sized portions of regular foods. **

30%

of consumers eat meat snacks, and that jumps to 42% for younger snackers aged 18 to 34. **

The average volume of snacks consumed per person each year is:

A

3.4 kg

B

C

6.4 kg 8.4 kg

2.6

Average number of snacks consumed per day by millennials and Gen Z *

2.5

Average number of meals consumed per day by millennials and Gen Z *

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*State of Snacking, Mondelez International **Better-For-You-Snacking Canada report, Mintel Answer: 8.4 kg (Statista)

71%

• • • • • •

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Beech Brothers Ltd. Campbellford Wholesale Co. Ltd. Courtney’s Distributing Inc. Falls Wholesale Ltd. Farquhar Massey Wholesale Ltd. Fortier Beverages Ltd. Hyde’s Distribution J.N. Webb & Sons Ltd. Loudon Bros. Ltd. Ritchie’s Wholesale Ltd. Wallace & Carey Inc.

Brown Derby Wholesale Ltd. - NL Capital Foodservice Ltd. - NB Carol-Wabush Distributing - NL C.L. Comeau & Cie Ltée. - NB E.L. Bugden Ltd. - NL F.J. Wadden & Sons Ltd. - NL Goulding’s Wholesale Ltd. - NL J.B. Hand & Sons Ltd. - NL Kays Wholesale Inc. - PEI Nor-Lab Ltd. - NL

BACKTALK

BY DONALEE MOULTON

Where community shapes convenience Mike Hammoud, president of the Atlantic Convenience Stores Association (ACSA), spoke with Convenience Store News Canada about how c-stores in his region are growing, as well as the opportunities and challenges that lie ahead.

CSNC: While Atlantic Canada makes up about 6% of the national population, it accounts for almost 12% of the convenience stores in Canada.

What makes Atlantic Canada such a hotbed for convenience stores?

HAMMOUD: Geography is a defining factor. We have many rural areas, especially in Newfoundland and Labrador where communities are often further apart from each other. As well, convenience stores in Newfoundland and Labrador can sell beer. That is a huge draw for customers. Our hope is that this opportunity will spread throughout the other Atlantic provinces. Admittedly it is difficult to change old thinking. But in some provinces, like Prince Edward Island, the will is there, and people are open to this.

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CCentral.ca

“There are great prospects now, especially with diversification.

We as retailers have an opportunity to capture new business”

CSNC: What can other regions learn from convenience stores in Atlantic Canada?

HAMMOUD: In Atlantic Canada, we take a lot of pride in our stores. The stores and their employees are more personable, especially outside the urban areas. Many owners and staff know their customers by name. In some places, a pack of cigarettes may be on the counter waiting for a regular to arrive.

That’s how familiar some stores are with their customers. And we have very loyal customers. Stores go out of their way to make customers feel welcome and establish a close connection.

CSNC: Vaping remains a big issue as you noted, and provinces are dealing with this issue individually. How is this playing out at the store level?

HAMMOUND: In Canada and Atlantic Canada, we have experienced a decrease in vaping products and an increase in tobacco sales in the wake of the health scares linked to vaping. Decisions unfortunately are being made based on emotion and not science. Now there is a confusing mishmash of rules across the country, which is our biggest concern.

CSNC: What are the biggest opportunities in the region?

HAMMOUD: On the plus side, Nova Scotia and P.E.I. are experiencing a population boom. New Brunswick is

CCentral.ca

heading in that direction. Both Nova Scotia’s and New Brunswick’s governments are running surpluses. There are great prospects now, especially with diversification. We as retailers have an opportunity to capture new business.

CSNC: Some grocery stores in New Brunswick are now selling beer. What, if any actions are being taken or need to be taken to ensure convenience stores get in on the action?

HAMMOUD: Frankly we were surprised when New Brunswick allowed grocery stores to sell beer. The approach being used is similar to the model we presented to the government for convenience stores. The next step is to move the sale of beer to convenience stores. This is more likely to happen in New Brunswick now that the government knows the sky hasn’t fallen. Convenience stores have regular customers; they are often in the store to buy tobacco or lottery tickets. It’s likely they would also pick up a can or two of beer and a munchie. We have always seen this as a chance for additional sales for New Brunswick Liquor and not as competition.

CSNC: How is the region dealing with the move to plain packaging?

HAMMOUD: This has not negatively impacted sales, although it may have cast a negative shadow on business owners. The reality is tobacco has been a declining category for the last five years. ◗

CSNC: What are the biggest challenges facing the industry in the next 12 to 18 months?

HAMMOUD: Vaping by far is one of the largest challenges in our region, as it is across the country.

Governments across the board are looking to restrict or ban vaping.

New legislation passed in Prince Edward Island, for example, is poised to come into effect this year.

It will raise the minimum legal age for purchasing tobacco or vaping products to 21 years from 19; ban the sale of all flavoured vaping agents; and restrict the sale of vaping products to “tobacconist shops,” who are retailers whose primary business is the sale of tobacco and/or vaping products.

This interview is edited for clarity and length.

MARCH/APRIL 2020

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PAGES 16-31 SHOW PREVIEW AND EXHIBITOR LISTINGS

MARCH 3 & 4 TORONTO

2020 SHOW GUIDE

MARCH/APRIL 2020 CCentral.ca @CSNC_Octane PM42940023 • $12.00

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INSIDE MultiENERGIE: Consortium opens Quebec’s largest fuel offering in Levis

Car wash detergents move to gentler eco footprint

PLUS Vending systems deliver the goods at Canada’s CCentral.ca car wash sites

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MARCH/ APRIL 2020 Volume 25 | Number 2

CONTENTS

16

ADVERTISERS

8 Aerodry Systems, LLC .............................. 17 AIR-Serv Canada Inc. ................................22 Canature WaterGroup ............................. 15 Dover Fueling Solutions ............................ 12 Exact One Ltd .......................................... 20 Extrutech Plastics .................................... 24 Gallop Brush Company .............................. 9 Greenergy Fuels Canada Inc. .................5, 7 Innovative Control Systems..................... 11 International Drying Corporation ........... 24 Invenco ....................................................21 Kardtech Inc. .......................................... 28 Maison Berger Paris ............................... 26 McCowan Design and Manufacturing Ltd..................................30

CCentral.ca

13 Mighty Flame Canada ............................ 23 Mondo Products Co. Ltd .......................... 2 Nuform Building Technologies Inc. ........ 29 Pompe Media ..........................................19 Pumps & Pressure INC ........................... 26 Rockyview Industries Inc. ....................... 28 Unitec Electronics Inc............................. 25 WashLinks ...............................................19 Washworld, INC ......................................31 Western Refrigeration & Beverage Equipment Ltd .........................................18 Westmatic Inc. .......................................... 21 Wiz-Tec Computing Technologies Inc. .....27

05

Editor’s Message Tell the world

06

Q&A CFIB’s Dan Kelly discusses credit card fees

08

Delivering the goods Vending systems prove their worth at Canadian car washes

10

A change for the better Car wash chemistry is moving to a gentler eco-footprint

13

Future ready MultiENERGIE site features Quebec’s largest fuel offering

16

COVER STORY The Convenience U CARWACS Show Guide

32

Featured Products New products & equipment featured at the Toronto show

34

CCA Industry Forum CCA’s new website and online education for members

STAY CURRENT DON’T MISS OUR E-NEWSLETTERS! Car wash, petroleum, and convenience news & insights, delivered twice weekly.

Sign up today at www.CCentral.ca

MARCH/APRIL 2020

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EDITOR’S MESSAGE

20 Eglinton Ave. West, Suite 1800, Toronto, ON M4R 1K8 (416) 256-9908 | (877) 687-7321 | Fax (888) 889-9522 www.CCentral.ca SENIOR VICE PRESIDENT, CANADA | Donna Kerry EDITORIAL EDITOR, CSNC Michelle Warren | mwarren@ensembleiq.com EDITOR, OCTANE Kelly Gray | kgray@ensembleiq.com TRANSLATION | Danielle Hart ADVERTISING SALES ASSOCIATE PUBLISHER Elijah Hoffman | ehoffman@ensembleiq.com SALES & EVENTS COORDINATOR Claudia Castro DESIGN AND PRODUCTION VICE PRESIDENT, PRODUCTION Derek Estey | destey@ensembleiq.com DIRECTOR OF PRODUCTION Michael Kimpton | mkimpton@ensembleiq.com ART DIRECTOR | Linda Rapini DIRECTOR OF MARKETING Alexandra Voulu | avoulu@ensembleiq.com SENIOR DIRECTOR AUDIENCE STRATEGY Lina Trunina | ltrunina@ensembleiq.com SENIOR DIRECTOR, DIGITAL CANADA & SPECIAL PROJECTS Valerie White | vwhite@ensembleiq.com CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER | Jennifer Litterick CHIEF FINANCIAL OFFICER | Jane Volland

CHIEF INNOVATION OFFICER | Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER | Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCES Ed Several

SENIOR VICE PRESIDENT, CONTENT | Joe Territo SUBSCRIPTION SERVICES Subscriptions: $65.00 per year, 2 year $120.00, Outside Canada $100.00 per year, Single copy $12.00, Groups $46.00, Outside Canada Single copy $16.00.

Email: csnc@ccentral.ca Phone: 1-844-694-4422, between 9 a.m. to 5 p.m. EST weekdays Fax: 1-844-815-0700 / Online: www.ccentral.ca/subscribe LICENSING AND REPRINTS

Please contact Wright’s Media | ensembleiq@wrightsmedia.com 1-877-652-5295 CONVENIENCE STORE NEWS CANADA / OCTANE is published 6 times a year by EnsembleIQ. CONVENIENCE STORE NEWS CANADA / OCTANE is circulated to managers, buyers and professionals working in Canada’s convenience, gas and wash channel. Please direct inquiries to the editorial offices. Contributions of articles, photographs and industry information are welcome, but cannot be acknowledged or returned. ©2020 All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without the permission of the publisher.

Printed in Canada by Renaissance Printing | PM42940023

Tell the world Being ‘green’ is good for business.

While some of the products and equipment needed to offer a more environmentally sensitive service may be a bit more expensive, the fact remains that more than half of Canadians are inclined to buy environmentally friendly products and 75% would pay more for goods and services if they have a positive social halo (BDC).

A week ago I stopped into a local full-service site that offered tunnel wash with interior and exterior service. Pulling in I noticed there was nothing on the menu boards telling me about any commitment to environmental best practice.

The winter has been sloppy and the car was a disaster. Like a lot of us, I decided I didn’t care how they did it I just wanted it cleaned before I picked up my wife for a night out.

Inside I met up with the operator and we talked while my ride rolled through the wash. He told me that, yes, they had gone with greener chemicals and the staff were happy with the change. He said his customers had noticed the difference with some mentioning the clean stayed on the car for a longer period after the change in applications. I asked him why he wasn’t putting this info on customer messaging boards. He shrugged and said, he didn’t think people cared about it that much and was worried others might think his car wash would be less effective.

Going green at the wash is a positive attribute that should be shouted from the rooftops. And, while there is a complacency factor (I’m as guilty as anyone), having an environmental hook establishes your site as a location with heart. Why not tell customers about your water treatment system and the low phosphates in the EPA approved detergents? Going green is a win-win scenario that not only helps the environment, but also makes a positive contribution to the bottom line.

If you use environmentally sensitive products and systems, tell the world. If you are not, consider a change for the better. It’s just good business.

kgray@ensembleiq.com

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CFIB’s Dan Kelly discusses credit card fees

You might have heard some news—and potentially some misinformation—about changes coming to credit card processing fees. As Canadian Federation of Independent Business president Dan Kelly has worked with government and big credit card companies for more than a decade to ensure SMEs are treated fairly. Recently he sat down with OCTANE to discuss what small business owners need to know.

There are several good processors on the market who work hard to serve small businesses, including Chase, which offers exclusive rates to CFIB members and guarantees it will pass all the savings on to them. But many small businesses have fallen victim to terrible sales practices, including the use of unfair exit penalties in contracts offered by some of the bad players.

OCTANE: Do you have any tips for small business owners choosing a payment processor?

Dan Kelly: Make sure you read

OCTANE: What changes will business owners see to credit card rates in 2020?

Dan Kelly: Starting in April 2020, merchant fees on credit card transactions will go down from 1.5% to 1.4% on average. While that may not seem like a huge change, it’s estimated that it will save independent merchants about $250 million annually. Our early look at the new rates shows that some of the basic Visa and Mastercard cards out there will see rates drop from between 10% and 25%. That makes a big difference for a convenience store that may be struggling to meet payroll or a car repair shop facing high property taxes on their garage.

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OCTANE: This sounds like good news, but you’re also warning business owners to be cautious. What should they be on the lookout for?

Dan Kelly: Rates going down is absolutely good news, but every time there has been a major rate change, several disreputable payment processing companies seem to come out of the woodwork. Some try to lock merchants into unfair contracts or to keep the savings rather than passing them down to the business. Almost a third of CFIB members have reported harassing phone calls from payment processors, 18% have experienced misrepresentation and 16% said they’ve been targeted by deceptive sales practices.

every line of the contract and ask plenty of questions before you sign anything.

How long does the contract last? Are there penalties for exiting the contract?

Are the fees and rates locked-in for the term of the contract? Who will service your contract and what track record do they have?

I typically recommend that smaller merchants rent, rather than lease or buy, their payments processing equipment. Leasing makes sense for many types of business equipment, but the practice in payments has been used to trap merchants into bad deals with escalating rates.

I also urge business owners to avoid dealing with independent sales organizations or ISOs, companies hired by merchant services providers to resell their product. Some of these companies use high-pressure tactics and will say just about anything to get merchants to sign a contract. If the offer seems too good to be true, it probably is.. OCTANE CCentral.ca

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DELIVERING THE GOODS Vending systems prove their worth at Canadian car washes

By Kelly Gray At Valet Car Wash sites, on-site vending systems are must-have pieces of equipment that contribute significantly to the chain’s high level of overall customer satisfaction by ensuring necessities, such as car air fresheners, wipes and drying towels, are easily at hand.

The company uses drop-shelf vending units that accept tokens, however a tap-and-go credit card payment option is coming soon, says Mike Black, managing partner with Valet Car Wash, a 10-unit chain based in southern Ontario. “We have five choices of Little Trees air fresheners in one unit and individual units that dispense Armor All pads, moist window wipes and cloth drying towels. The wipes and drying towels are probably our biggest sellers.”

Convenience is key to vending success. At Valet, vending machines are located front and centre where customers can’t miss them. Operators agree that vending systems should be strategically placed in areas close to change machines, vacuum islands or customer service desks.

Red Hill Car Wash in Hamilton, Ont. takes convenience up a notch by connecting its drop-shelf vending machines to its app. “I use these because they can interface with our digital app,” says proprietor JJ Woodley, who operates two car washes in ‘Steeltown’.

He suggests drop shelf units are more durable and this means less maintenance and fewer breakdowns.

Fewer breakdowns mean happier customers.

Red Hill is further upping the convenience factor with Nayax, a global provider of payment solutions for unattended market. Nayax systems work alongside digital apps, as well as bill readers and coin mechanisms, to offer a complete turnkey approach to payment that allows customers to use all formats so businesses don’t lose sales.

Convenience and professionalism are two key factors in Red Hill’s success. “Our app gives us an edge and makes it easier for us to service customers. For example, we can offer rewards that allow customers to select an item, like an air freshener, from the vending system or a complimentary vacuum. This all happens electronically through the digital app,” Woodley says, adding that customers easily select the vending machine on

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the app and then toggle to obtain a product that is charged to credit or debit cards. “It’s seamless and very easy and digital payment means less cash on hand. We can also operate machines remotely and have them dispense goods to customers when asked.”

What’s selling at Red Hill’s vending systems? “Dry towels are our biggest seller,” says Woodley, adding Little Trees Black Ice air freshener is the leader in car scents, ahead of New Car Scent, Pure Steel, Vanillaroma and Watermelon. They also offer Armor All packets, glass cleaner and re-usable microfibre towels.

App connectivity is only one aspect of new technology impacting the vending sector. New equipment, such as PepsiCo’s new Social Vending system, is stretching boundaries. Using a touchscreen interface, PepsiCo customers can buy a soft drink, but also gift one via social media using onboard digital interfaces that send messages to operators about inventory levels, sales and other information. The Social Vending machines also drive customer engagement by playing media content, including advertising and music during downtime. The idea is to motivate impulse purchases and generate sales growth.

At the car wash, systems may not be as advanced as PepsiCo’s offering, but manufacturers are constantly evolving with new tools to drive sales. For instance, the Digi-Max Three Column Display Vendor units (manufactured by Laurel Metal Products and sold by Kleen-Rite) prompt customers with easy-to-read instructions on display screens. Prices can be set from 25¢ to $99.75 and the optional Cryptopay credit card swiper can be configured for higher-priced items, such as earbuds or car accessories.

“A car wash can be more than you expect and vending systems can be part of that surprise,” says Woodley, adding the industry is evolving to deliver more technology with displays and promotion capability to drive those impulse purchases. “People expect to find a well-stocked vending system at their neighbourhood car wash. New vending capability allows us to deliver the goods on this expectation.” OCTANE

Nayax systems work alongside digital apps, as well as bill readers and coin mechanisms, to offer a complete turnkey approach to payment that allows customers to use all formats so businesses don’t lose sales.

CCentral.ca

A CHANGE FOR THE BETTER Car wash chemistry is moving to a gentler eco-footprint

By Kelly Gray

Today’s car wash operation is a much ‘greener’ environment than it was in the not-too-distant past when harsh chemicals were the staple of the industry. Now, manufacturers have softened the touch of detergent chemicals and enhanced their efficacy in a one-two punch of commitment to creating wash operations that are much kinder to the environment than in the past.

Car wash customers approve of this change. For example, market researcher Nielsen discovered groups such as Gen Z (72%+) millennials (73%+) and baby boomers (51%+) will pay extra for products they see as having a reputation for environmental stewardship.

Tony Heembrock operates Okotoks, Alta.-based Dreams Eco Xpress Car Wash.

He reports that during his 35 years in the industry he has seen major changes from the highly corrosive chemicals that used to be the norm. “Workers would get rashes and burns and inside staff would have coughs and lung irritation from the products in use back in the day. Now there is so much more choice and new products are far less toxic as well as much more effective in creating a great clean,” he says mentioning the AHS line from Zep as an example.

Another Alberta operator that is seeing the value of going green is Sylvain Blouin. He is building a new site in Sherwood Park and mentions that he sees the marketing power of a positive environmental statement. “ We stay away from any chemicals with phosphate and we work closely with our chemical suppliers to ensure all of our chemicals are biodegradable,” he says, adding that they have also turned

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to a Danish supplier for cleansing UV Light technology in their water recycling treatment system instead of using harsh chemicals.

Paul Romaniuk of Transchem agrees regarding the changing face of wash products. Today, Romaniuk sells products like Turtle Wax Pro and AutoLux, but a few years ago he too was an operator just like Heembrock and Blouin.

“Caustics such as Ammonium Bifluoride (ABF) or Hydrofluoric acid (HF) would be very aggressive on your brass parts in the pump room. Having to change these parts to stainless steel made the operation much more costly. I have seen how aggressive the chemicals were in the bays firsthand with my old wash. The metal structures and galvanized trusses would corrode from the effects of some of these items,” he says, adding that they were also hard on the overall environment, with challenges to the soil and water table, as well as the air with nasty vapours leaking into the atmosphere.

“The new eco-friendly products that we are manufacturing today are cost-effective, safe all around and work very well. Chemistry and technology have come a long way in today’s car wash world,” he says noting that Transchem is EPA (Environmental Protection Agency) certified and does not use any alkylphenol or nonylphenol ethoxylated surfactants in any formulations.

At Dreams Eco Xpress, everything they do has to be ‘greener’ in scope because they reclaim all their water. According to Heembrock, his PurClean system uses 100 gallons of water a minute and he is pleased with less corrosive chemistry that does not contribute to a chemical slush or slurry that clogs applicators.

To further enhance effectiveness in the wash, he modified his lava arch to accommodate more application to vehicle sides and also uses softer touch products on pre-soak. “One thing that our customers have noticed is how

effective these products are at keeping vehicles clean longer. It’s also a benefit when they come back because the chemistry makes it easier to clean them the next time around.”

For this reason, Heembrock suggests operators consider not buying chemicals based on price, but consider how well they get the job done. “Today with tunnels being more compact this means less drip space. Operators need better drying agents. Current eco-sensitive products work to break surface tension and vehicles dry better. This means less blowing at the end, a feature that saves power.

“We also save water. From the onset, our costs were higher until we added check valves in the tunnel. Using less water means you also use less chemicals and this has saved us money.”

At Ontario’s Valet Car Wash chain, operator Mike Black has turned to products like Simoniz to help his staff stay on top of greener detailing solutions. Simoniz offers a full range of EPA approved car wash products. “We purchase wash products based on their safety and effectiveness and use technology to help us make sure mix rates are accurate,” he says pointing to blend centres that proportionate solutions to make it fast, easy and safe for staff.

Black’s view is that when it comes to detailing (a big part of his business) if products are harmful to staff they are likely not good for sensitive interior surfaces either. “We are also very strict on labelling. All products our staff utilize must have full instructions intact on packaging so that crews are fully aware of application and any hazard.

“The days of acids for car washing are finished. The only use for these harsh chemicals might be for cleaning the tunnel itself during a major maintenance cycle,” he says, concluding that with all the greener options currently available, operators should pay attention to this trend. OCTANE CCentral.ca

Visit Booth #304

DIGITAL TRANSFORMATION

OFF

are you ready to make the right choice?

Join our discussion of Digital Transformation in Austin, Texas, April 14-17 at the 2020 DFS User Conference. Register and learn more at www.DoverFuelingSolutions.com/UserConf.

© 2020 Dover Fueling Solutions. All rights reserved. DOVER, the DOVER D Design, DOVER FUELING SOLUTIONS, and other trademarks referenced herein are trademarks of Delaware Capital Formation, Inc./Dover Corporation, Dover Fueling Solutions UK Ltd. and their affiliated entities, registered in the United States and various other countries. 020620v3

FUTURE READY MultiENERGIE site features Quebec’s largest fuel offering

by Mark Cardwell

The first multi-fuel, multi-partner service station in Quebec is a sign of things to come in both greener energy alternatives and business prospects for automotive industry operators, says Jean-Claude Clément, vicepresident Fuel for Crevier Group, a fuel company and consortium partner that is supplying gasoline and diesel to the new and novel $10-million MultiENERGIE service centre.

“This is all about investing in the future,” says Clément. “Service station networks need to be open to and ready to adapt to the new types of energy that are coming online so that we can develop and offer the right multi-fuel offer for our customers.”

CCentral.ca

Located just off busy Autoroute 20 in the west-end of Lévis, a city located on the southern shore of the St. Lawrence River opposite Quebec City, the new service station offers six different kinds of fuel for light and heavy vehicles. The forecourt has four re-fuelling islands and eight corridors offering gas and diesel for light cars and trucks. As well, four supercharger stations that can recharge electric vehicles 80% in just 20 minutes are available. The site also features five refuelling points for heavy vehicles that use diesel or run on one of the two kinds of natural gas (compressed and liquified gas) that the station has on offer. These five Crevier Commercial re-fuelling points feature automated card-lock systems that are accessible around the clock. Looking to the future, underground tubing for

hydrogen fuel was installed during the construction of the green-field site in 2019. According to Clément, this is in preparation for the day if and when hydrogen becomes popular.

For the hungry and time harried shopper, the new station sports a Crevier Express. This is the latest in a chain of a dozen c-stores that the third-generation, family-owned Crevier Group owns and operates through its network of nearly 200 service stations in Eastern Canada, 180 of them in Quebec. On offer is a wide selection, from lottery tickets, beer and wine to ready-to-eat foods. Also in the works is a deal with a well-known restaurant brand that Clément reports is interested in leasing the 5,000-sq.-ft. commercial space that is available adjacent to the c-store in the new Lévis service centre.

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“Our market study suggests that an average of 18,000 cars and trucks drive by our location every day. You want and need that kind of volume if you hope to make such a big investment profitable”

(L-R): Mario Fortier, Conseiller Municipal, ville de Lévis, Étienne Champagne, Fusion et acquisition, Développement et Projets majeurs, Énergir, Jean-François Crevier, President, Le Groupe Crevier, Olivier Sylvestre, Transport au gaz naturel, EBI Énergie, France Lampron, Directrice Électrification des transports à Hydro-Québec et présidente du Circuit électrique

According to Clément, the new MultiENERGIE station is unique in that it involves four partners who are specialists in different fields. Each of the partners provided the plans, equipment and expertise needed for their respective energy specialties, which come with different storage, handling and security needs.

“Everybody stayed in their own lane,” he says mentioning that it was a team effort all around. In addition to Crevier the partnership includes EBI, Énergir (formerly Gaz Métro) and Electric Circuit. EBI is a private Quebec company that operates Canada’s largest network of public compressed natural gas (CNG) fuelling stations, an important consideration

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given that CNG is the leading alternative fuel in the transportation industry. Énergir currently supplies multiple private and public Liquified Natural Gas (LNG) sites across the province. Electric Circuit is a company that has partnered with Hydro-Québec to offer a charging network with 2,000 public charging stations in the parking lots of partners across Quebec and into Eastern Ontario. These sites offer 240-volt, 400-volt charging stations, and 215 rapid chargers.

“When you build something as novel as this concept it’s going to necessarily be a long and complicated process. You have to have many meetings and make many decisions,”

he says, noting that one early challenge was finding the right place to build the new re-fuelling centre in the Quebec City region where good spots are rare.

Clément tells OCTANE that the site that was selected, bought and developed by EBI (the other partners rent from them) is ideally located just off an exit on the southern side of the east-west Highway 20, close to two north-south bridges that lead to and from the Quebec capital.

“Our market study suggests that an average of 18,000 cars and trucks drive by our location every day,” says Clément.

“You want and need that kind of volume if you hope to make such a big investment profitable.”

The new site did not come without a few hiccups. The facility had a soft opening in August due to the delayed finish of a major renovation of the nearby overpass. That year-long project led to the closure of the exit leading to the new station, forcing customers to go to the next exit and return on the opposite side of the highway.

“For sure that didn’t help,” says Clément speaking about the construction work, which finally ended in November. Since then he reports business has been strong and steady at the new multi-fuel station.

“Again, this project is all about the future,” he concludes, remarking that the creation of this new MultiENERGIE facility is all about preparing to meet the needs of customers who are transitioning toward lower-emission fuels. OCTANE CCentral.ca

IS YOUR WATER SOFTENER SENDING MONEY DOWN THE DRAIN? New high-efficiency technology saves salt, water and money!

Stop by Booth #205 to talk to us in person!

Toronto, March 3-4, 2020

Tyler Gamble, M. Eng, EIT Commercial Products Applications Manager

Jeff Hubbard Director, Commercial Products

Erc Moraz Regional Sales Manager, Western Canada

Kevin Matthews Regional Sales Manager, Eastern Canada

Not Attending CARWACS? Our FREE webinar will teach you how Multi-Tank Systems can save you salt, water and money.

Our Case Study outlines annual salt, water and money savings.

For over 50 years, Canature WaterGroup has been providing high quality, reliable water conditioning products across North America.

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SHOW GUIDE TORONTO MARCH 3 & 4, 2020

Opportunities Discovered The Convenience U CARWACS Show is where business meets business!

Canada’s biggest trade event for convenience, car wash and gas sectors—The Convenience U CARWACS Show—rolls into action this March 3-4, 2020 at the Toronto Congress Centre. There is a lot to do and a lot to see. Be prepared for product discoveries, networking opportunities and educational sessions that can make a difference to bottom lines.

The event has become a key meeting place for the industry at large. For example, groups such as the Ontario Korean Business Association (OKBA) and the Ontario Petroleum Contractors Association (OPCA) and others will hold large collective meetings at The Convenience U CARWACS Show. Indeed, the overall event has become more of a hub of gatherings with diverse participation and intersecting attractions meeting up to create a function where the sum is much greater than its parts.

“This is the true value of the show,” said Justin Sabourin, an operator from Winnipeg who attended a recent event. Sabourin was seeking information on a new location and was able to meet a broad swath of suppliers and industry professionals all under one roof, where he was able to tap into their high level of expertise.

The fact that The Convenience U CARWACS Show is where the convenience, gas and car wash industries come to learn and network means that it has become the ideal location to meet buyers, discuss operation challenges and make the most of two days where key trade personalities come together to create a vibrant community.

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LEARN (Agenda at time of printing)

Day 1 Convenience sessions 10:45-12:00

Day 2 Car wash sessions 8:00-8:30

CCA sponsored breakfast

8:30-12:00

Keynote: ‘Disrupting the disruptors’—Innovation guru Lee-Anne McAlear will deliver cutting edge successful strategies from industries such as c-store that are margin-thin and customer-dependent. Plan to come away with insights from McAlear, who counts many Fortune 500 companies as clients. Associate Program Director of the Centre of Excellence in Innovation, she has earned a reputation as one of the world’s leading lights on positive change. Her message is that it is the thinking, collaboration and drive of an organization’s people that create the beating heart of innovation success. A highly acclaimed and dynamic speaker, McAlear’s presentations have seen her drive insights that facilitate initiatives in leadership and team development, creativity and innovation, and change management. Expect a packed house for this highly informative presentation.

Car wash tour—Gather and learn as buses take attendees on a multi-stop ride to southern Ontario’s leading wash sites. Expect to discover new equipment and insightful demonstrations.

Lunch & Learn: ‘Driving lottery commissions to your store’—Discover insights and innovations that drive commissions and learn about OLG’s brand and efforts to attract new customers. Expect exciting news at this session!

The trade show floor operates both days noon to 5:00 p.m. This is Canada’s best location for industry networking, new product discoveries and supplier insights.

Bring your questions and find answers and opportunities among the many aisles at Canada’s largest and best-attended c-store, gas and car wash gathering.

12:00-1:30

Car wash sessions 8:00-9:00

CCA sponsored breakfast

9:00-10:30

‘Compliance in the workplace; Are you ready for an inspection?’—Avoid fines, injuries to employees, and lost productivity by ensuring your business is compliant with the latest workplace regulations.

11:00-12:00

CCA’S Roundtable discussion — Join this interactive panel discussion featuring industry leaders to learn marketing strategies, identifying customer complaints, damages and resolutions.

12:00-1:00

CCA sponsored luncheon

12:00-1:00

CCA Sponsored luncheon— After a morning of car wash insights, join colleagues for a relaxing lunch.

Convenience sessions Stay tuned to

www.convenienceu.ca

for more information on what is slated for these time slots.

DISCOVER

MEET Join colleagues and make new friends and associates at this year’s event. This is the place for networking and product discovery. Find opportunity at The Convenience U CARWACS Show and take home valuable insights.

CCentral.ca

Any Wash, Anywhere

Maintenance-Free Add Productivity Increase Profit Proud to demonstrate power & performance at low sound levels.

TORONTO BOOTH 128 March 3 - 4, 2020

SHOW LISTINGS

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Amplify Snack Brands 924 500 West 5th Street, Suite 900 Austin TX 78701 United States of America Phone: 512-600-9893 @theskinnypop @piratesbooty @paquichips @aotmega www.amplifysnackbrands.com Amplify Snack Brands is a growing family of brands dedicated to sharing our simple, tastier idea of what good snacks should be.

SkinnyPop, Popcorn, Paqui chips Pirateâ&#x20AC;&#x2122;s Booty and Oatmega Bar

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Amsterdam Brewing Company 45 Esandar Drive Toronto ON M4G 4C5 Canada Phone: 416-504-1040 ext 227 Fax: 416-504-1040 @Amsterdambeer www.amsterdambeer.com

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SHOW LISTINGS (As of publication date)

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Access Cash General Partnership 733 4-191 Attwell Drive Etobicoke ON M9W 5Z2 Canada Toll Free: 1-888-289-3939 www.access-cash.com #1 ATM Service provider in Canada with a team of dedicated ATM professionals accessible to you around the clock. Have access to the best equipment with superior service and customer care 1000

ADT Security Services Canada Inc. 2815 Matheson Boulevard East Mississauga ON L4W 5J8 Canada Phone: 416-659-7493 www.adt.ca

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200

CARWACS

Ace Camp Equipment Inc. 660 Evans Avenue Vancouver BC V6A 2K9 Canada Phone: 604-688-9989

820

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A. Lassonde Inc. 390 Orenda Road Brampton ON L6T1G8 Canada Phone: 1-888-200-9955 www.lassonde.com

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FLOOR PLAN

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CONVENIENCE 521

Aerodry Systems, LLC 128 PO Box 907 Broomfield CO 80038 United States of America Phone: 303-438-0120 Fax: 303-438-0124 www.aerodrysystems.com Conserve energy. Preserve your hearing.

Aerodry manufactures reliable and effective drying systems for all types, brands, and sizes of washes. See and hear the difference!

AIR-serv Canada Inc. 528 100 Courtland Avenue Concord ON L4K 3T6 Canada Toll Free: 1-800-263-1429 www.air-serv.net AIR-serv is the world leader in providing tire inďŹ&#x201A;ator equipment and services to the retail petroleum industry. We supply, install & maintain at no cost to you.

Alto-Shaam, Inc. 4-207 Edgeley Boulevard, Unit 4 Concord ON L4K 4B5 Canada Phone: 905-660-6781 Fax: 905-660-6782 Toll Free: 1-866-577-4484 @Alto_Shaam www.alto-sham.com

537

AM Shelving 507 18 Progress Avenue Scarborough ON M1P 2Y4 Canada Phone: 905-807-6877 Toll Free: 1-844-686-1786 www.amshelving.ca AM Shelving is a designer, manufacturer and distributor of store fixtures for C-Store, Gas Bar and specialty retail.

Artitalia Group Inc. 11755 Rodolphe Forget Montreal QC H1E 7J8 Canada Phone: 514-643-0114 @Artitaliainc www.artitalia.com

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Atlantic Prepaid 1016 106- 120 Westerns Parkway Bedford NS B4B 0V2 Canada Fax: 1-888-878-6015 Toll Free: 1-888-479-7779 www.atlanticprepaidcanada.com At Atlantic Prepaid we provide more than just gift cards. We partner with businesses across Canada to offer a customized prepaid program that will drive consumer traffic to your store, while providing you with exceptional retailer support.

AUTEC 435 2500 West Front Street Statesville NC 28677 United States of America Phone: 519-468-3886 Toll Free: 1-800-438-3028 AUTEC provides car wash systems equipment & supplies to Investors, Auto Dealers, Lube Centres & C-stores. Precision built, stand alone construction, exceptional performance.

Visit us at booth #1121 at the Toronto Show!

TORONTO MARCH 3 & 4, 2020 Auto Vac 227 297 Kingsbury Drive, Suite 1064 MB4470 Stateline NV 89449 United States of America Toll Free: 1-888-628-8682 www.autovacinc.com Cutting-edge technology and 30 years of experience in central vacuums has earned AutoVac the reputation as the source for cost-effective and energy-efficient central vacuum systems.

BayWatch Enterprises, LLC 333 715 South Jason Street Denver CO 80223 United States of America Phone: 1-888-235-0800 www.baywatchdoors.com BayWatch Enterprises LLC is North America’s leading Car Wash Door Manufacturer with sales, service and installation capabilities direct to customer. Now fully operational In Ontario!

Bell Canada 622 1 Carrefour Alexandre Graham Bell Verdun QC H3E 3B3 Canada Toll Free: 1-866-310-2355 @Bell www.bell.ca Bell helps businesses do more and make more with pure fibre internet, the word’s very best internet technology. Visit us to learn about our great services.

BestWorth Rommel 118 19818 74th Avenue NorthEast Arlington WA 98223 United States of America Phone: 360-435-2913 Fax: 360-435-3617 www.bestworth.com BestWorth specializes in engineering, fabrication and installation of canopies and architectural design includes Structural Steel and engineering capabilities to all ASTM International’s standards.

Blendco Systems LLC 107 1 Pearl Buck Court Bristol PA 19007 United States of America Phone: 215-781-3600 Fax: 215-781-3601 Toll Free: 1-800-446-2091 www.blendco.com Blendco Systems manufactures and supplies a full-time line of high-quality detergents, polishes, protectants and solutions for the professional car wash industry

Better Food Concepts 6815 Rexwood Road, Unit 8 Mississauga ON L4V 1S4 Canada Phone: 905-407-0771 www.betterfoodconcept.ca

Brigham Enterprises Inc. 288 Judson Street, Unit 1 Toronto ON M8Z 5T6 Canada Phone: 416-762-7278 Fax: 416-762-7270 Toll Free:1-800-668-7278 www.brighampipes.com

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Beverage World Inc. 1101 590 South Service Road Stoney Creek ON L8E 2W1 Canada Phone: 647-285-7650 Fax: 905-643-9562 @beverageworldca www.beverageworld.ca Stop by our booths # 1101 to see the full line of beverages we offer & the amazing show specials Blast-Off Fireworks PO Box 407 Selkirk MB R1A 2B3 Canada Phone: 204-785-8002 Fax: 204-785-8007 Toll Free: 1-866-827-4765 @blastofffwks www.blastofffireworks.ca

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Bulloch Technologies 409 6305 Northam Drive, Unit #15 Mississauga ON L4V 1W9 Canada Phone: 905-678-5258 Fax: 905-678-7076 www.bullochtech.com When dependability counts! For more than 25 years, we have been a leader in the petroleum point-of-sale market. From one to a thousand sites, we can meet your needs.

CAMA (Canadian Automatic Merchandising Association) 1014 2233 Argentia Road, Suite 304 Mississauga ON, L5N2X7 Canada Phone: 905-826-7695 Fax: 905-826-4873 Toll Free: 888-849-2262 @CAMA_ vending www.vending-cama.com Founded in 1953 CAMA is a national industry association with a rich history of supporting its members. The tradition continues with the development of SMART PICK, the National Healthy Choice Program which launched in 2016.

CAMA services are designed to represent, support and enhance the Vending, Office Coffee and Micro Market industries.

Canada China Commercial Gas Station Association 17 Delattaye Avenue Aurora ON L4G 7T8 Canada Phone: 905-962-2121 Fax: 905-839-7875

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Canadian Carwash Association 116 411 Richmond Street East, Suite 200 Toronto ON M5A 3S5 Canada Phone: 416-239-0339 www.canadiancarwash.ca @Canadiancarwash Dedicated to the responsible growth and prosperity of the Canadian car wash industry

Visit us at CARWACS Toronto, Booth #201

Wash! and Store

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WASH LINKS is a member of SONNY’S Select Service Organization

Make CarWashing Easy 8 0 0. 327- 8 7 2 3

Call Bill Barber at 1-855-695-3141 or email at bill@washlinks.ca

WHO ARE WE? WE ARE THE 1ST COMPANY IN CANADA HELPING EXCLUSIVELY GAS STATIONS AND C-STORES INCREASING THEIR SALES WITH A UNIQUE APPROACH FOR YOUR OUTDOOR AND INDOOR NEEDS

pompemedia.ca 438 403-3233

SHOW LISTINGS Canature WaterGroup Canada Inc 205 855 Park Street Regina SK S4N 6M1 Canada Phone: 306-790-4413 Toll Free: 1-877-288-9888 www.canaturewg.com High-Efficiency water softeners reverse osmosis Cantest Solutions Inc. 339 2, 23 East Lake Crescent NorthEast Airdrie AB T4A 2H5 Canada Phone: 403-912-9129 Fax: 403-912-9129 Toll Free: 1-800-318-1441 @CantestGroup Independent third party fuel storage inspection services for tank and line testing, preventive maintenance inspections, as well as federal dispenser inspection and certification services.

Cardtronics 726 3269 American Drive Mississauga ON L4V 1V4 Canada Toll Free: 1-866-877-8384 www.cardtronics.ca Cardtronics is Canada’s largest and most capable ATM operator. We bring together unmatched global scale with local service and support to provide Canadian businesses with the best available ATM solutions.

CEC Technology Inc. 13600 Maycrest Way Richmond BC V6V2W2 Canada Phone: 778-886-5297 Relx, world leading e-cig company.

913

Coinless 125 3135 South Richmond Street Salt Lake City UT 84106 United States of America Phone: 801-899-0183 www.coinlessmobile.com Coinless is an innovative solution for car washes that allows customers to start washes, subscribe to memberships, earn loyalty points and more directly from their phone.

Conagra Brands 933 5055 Satellite Drive Mississauga ON L4W 5K7 Canada Phone: 416-679-4207 www.conagrabrands.ca Conagra Brands, Duke’s Shorty Sausages, Slim Jim Meat Sticks, Bigs Sunflower seeds, Orville Redenbacher Popcorn Containment Solutions, Inc. 437 333 North Rivershire Drive, Suite 190 Conroe TX 77304 United States of America Phone: 936-756-7731 Fax: 936-756-7743 1-800-628-2657 www.containmentsolutions.com Containment Solutions manufactures non-corrosive underground fibreglass storage tanks ranging from 2,000 to 190,000 litres. We offer petroleum and water tanks, oil water separators and interceptors.

Countertop Productions, Inc. 800 4940 Eisenhower Avenue, Unit B Alexandria VA 22304 United States of America Phone: 571-290-5191 @spirkbites www.spirkbites.net Wholesale baker of innovative snacks. Two lines: 1-Wholegrain energy snacks. Vegan. Non-GMO Project verified. Gluten-Free. Gut-healthy prebiotics. 2-Cake-in-a-jar. Indulgent. Portable, Grab & Go. Country Signs 202 75 Industrial Road Tottenham ON L0G 1W0 Canada Phone: 905-936-5888 Fax: 905-936-2229 www.countrysigns.ca Country Signs provides its clients with a complete project management package from site survey and design specifications to installation and maintenance programs across Canada.

COUNTRY STYLE MR. SUB 501 2 East Beaver Creek Road, Building #1 Richmond Hill ON L4B 2N3 Canada Phone: 905-762-4667 Toll Free: 1-800-563-6688 www.contrystyle.com QSR offering freshly ground coffee, baked goods and MR. SUB sandwiches.

Covered Bridge Potato Chip Company 814 35 Alwright Court Waterville NB E7P 0A5 Canada Phone: 506-375-2447 Fax: 506-375-2448 “Covered Bridge Potato Chip Company is an independent family owned company.” Grown local. Made local. By locals.»

Creative POS Ltd 620 2600 Skymark Avenue, Bldg 4, Suite 104 Mississauga ON L4W5B2 Canada Phone: 416-894-0446 www.creativepos.ca Cree Lighting 106 4401 Silicon Drive Durham NC 27703 United States of America Toll Free: 1-800-236-6800 www.creelighting.com Cree believes in better light experiences and delivering new, innovative LED technology that transforms the way people experience light through high-quality interior and exterior LED lighting solutions.

CTM Design Services Ltd. 512 210, 340 Midpark Way SouthEast Calgary AB T2X 1P1 Canada Phone: 403-640-0990 Fax: 403-259-6506 Toll Free: 1-844-640-0990 @ctmdesignserv www.ctmdesign.ca CTM Design is one of Canada’s leading full service design firms that specializes in fully Integrated design solutions for convenience stores, gas stations and car washes.

Interac Debit In-Bay Tap In Bay

$

$

PCI and EMV Certified

• Quick and Easy • Accepts All Forms of Payment • Lower Transaction Fees • Retro Fit Options Available

Car Wash Systems

www.exacta.com | sales@exacta.com | 1-800-492-4226

TORONTO MARCH 3 & 4, 2020 Danial’s Distribution Inc 909 4020A Sladeview Crescent, Unit #3 Mississauga ON L5L 6B1 Canada Phone: 905-858-0330 Fax: 905-858-0332 Toll Free: 1-844-663-2669 @danialsdist www.danialsdistribution.com Nationwide distributor of consumer packaged goods including health and beauty aids, household cleaning supplies, over-the-counter medicine, general merchandise, smoking accessories, and confectionary.

Danone 934 6755 Mississauga Rd, Suite 501 Mississauga ON L5N 7Y2 Canada Phone: 450-655-7331 Toll Free: 1-800-326-6638 @danonecanada www.danone.ca SILK Plant Based Beverages, STOK Cold Brew Coffee, Activia Yogurt, Oikos Yougurt. Bringing health through food to as many people as possible.

DAS Companies Inc. 927 724 Lawn Road Palmyra PA 17078 United States of America Phone: 1-855-542-6264 Fax: 1-855-542-6265 Toll Free: 1-800-233-7009 www.dasinc.com Through national brands and our RoadPro® Family of Brands, DAS delivers safety, convenience, comfort and leisure products to millions of customers living on-the-go.

Distex / New Air 585 Avenue Meloche Dorval QC H9P 2T1 Canada Phone: 514-382-3620 www.distex.ca

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Dover Fueling Solutions - Wayne 40 Sharp Road Brighton ON K0K 1H0 Canada Phone: 613-475-3313 @Doverfs www.wayne.com

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Drainvac International 2006 Inc. 206 150 Brunet Street Mont-Saint-Hilaire QC J3H 0M6 Canada Phone: 450-467-1448 Fax: 450-467-2225 Toll Free: 1-800-408-1448 www.drainvac.com For 35 years, Drainvac International has specialized in the engineering and manufacturing of commercial and industrial cleaning systems worldwide. / Depuis maintenant 35 ans, Drainvac International se spécialise dans la conception et la fabrication de systèmes de nettoyage commerciaux et industriels à l’échelle mondiale.

Empire International SDN BHS (EISB) 932 Lot NO. 1723 Batu 9 ¼ Jalan Kapar Klang Selangor 42200 Phone: 603-32585656 Fax: 603-3250181 EISB and Future Enterprises Pte Ltd are members of Food Empire Holdings (public listed company SGX). Major brands: Kracks Potato Chips, Caferite coffee, Nutririte Hot Chocolate, Cafepho coffee beverage and more than 200 instant beverages.

Factories and operates in more than 50 countries.

Epicton Ltd/ 78 Trading 629 528 McNicoll Avenue North York ON M2H 2E1 Canada Phone: 437-777-7878 www.78trading.co Epicton Ltd. / 78 Trading is The Premier Wholesaler For Convenience store and Smoking Accessories & General Merchandise Retailers In Canada.

Erb and Erb Insurance Brokers 504 818 Victoria Street North Kitchener ON N2B 3C1 Canada Phone: 1-800-265-2634 Fax: 519-741-1977 @erbanderb www.erb.com Insure Today, Secure Tomorrow. Providing expert advice and service to help our clients grow and flourish. Integrity – Expertise – Commitment.

Eureka Smart Products 523 802-1 Royal Orchard Boulevard Thornhill ON L3T 3C2 Canada Phone: 716-981-9017 www.eurekasmartproducts@gmail.com

Eurovac 44 Milvan Drive North York ON M9L 1Z3 Canada Phone: 416-744-4276 Fax: 416-744-8079 Toll Free: 1-800-265-3878 www.eurovac.com

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Exact One Ltd. 103 4631 Manitoba Road SouthEast Calgary AB T2G 4B9 Canada Phone: 403-587-9411 Fax: 403-214-5999 Toll Free: 1-800-492-4226 www.exacta.com EMV in Bay. Debit/Credit systems. Car wash entry and control system specialists.

Exclusive Brands 1832 Bonhill Road Mississauga ON Canada Phone: 905-795-8781

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FC Lighting 110 3609 Swenson Avenue St Charles IL 60174 United States of America Fax: 630-889-8106 Toll Free: 1-800-900-1730 FC Lighting | SSL - US commercial lighting manufacturer specialized in architectural lighting and linear luminaries with high-efficiency performance for both indoor & outdoor applications, including Step Lights, Cylinders, Floods, Bollards, RGBW and more.

KEEP YOUR PUMPS AND UPGRADE YOUR OPT

with Invenco’s seamless and cost-effective retrofit option for any Canadian pump INVENCO G6-300 OPT Canadian POS-integrated Contactless Payment Barcode Scanner Thermal Printer High-res Touchscreen Fully Encrypted Remote Management = MAX uptime and LOWER service costs

Westmatic Truck Wash Systems Reduce Operating Costs, Maximize Profits

www.westmatic.com

1-888-878-WASH (9274)

Visit Invenco at Booth #514 www.invenco.com

SHOW LISTINGS Ferrero Canada Limited 701 100 Sheppard Avenue East, Suite 900 North York ON M2N 6N5 Canada Phone: 416-590-0775 Fax: 416-590-0709 www.ferrero.ca

JUST TAP N GO! Serving the Canadian Retail Petroleum/Convenience Industry for 35 Years Safety First culture

We provide over 100,000 service visits annually to our customers

Fast & Easy – Enhance customer satisfaction

Flow Alkaline Spring Water 627 1655 Dupont Street, Unit 105 Toronto ON M6P3S9 Canada Toll Free: 1-844-356-9426 @flowhydration www.flowhydration.com Flow Alkaline Spring Water 1 Litre Original 500ml/330ml Original 500ml/330ml Lemon + Ginger 500ml/330mlCucumber + Mint 500ml/330ml Strawberry + Rose 500ml/330ml Watermelon + Lime 500ml/330ml Grapefruit + Elderflower 500ml/330ml Blackberry + Hibiscus

SERVICE | TECHNOLOGY INTEGRITY | ACCOUNTABILITY

800-263-1429

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ServiceWorks Company

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FIS 527 601 Riverside Avenue Jacksonville FL 32204 United States of America Toll Free: 1-800-215-6280 www.fisglobal.com FIS is a global leader in technology, solutions and services for merchants, banks and capital markets. We help businesses and communities thrive by advancing commerce and the financial world.

First China Tobacco Company Ltd 1001 53-55 West Beaver Creek Road Richmond Hill ON L4B 1B9 Canada Phone: 905-762-8838 Fax: 905-762-8839 Toll Free: 1-844-253-6399 Tobacco Importer & Wholesaler Products: Double Happiness Cigarettes, Yuxi Cigarette, Yunyan Cigarette, HongTaShan cigarette, Ashima cigarette.

Wireless Monitoring

www.air-serv.com

Fiber Glass Systems 437 1624 Ridge Bend Drive Wildwood MO 63038 United States of America Phone: 636-346-5629 www.nov.com/fgs The leader for time-tested composite piping systems for underground fueling, over 50 years experience with our Red Thread™ IIA and Dualoy™ products.

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Freedom Electronics LLC 434 2205 May Court NorthWest Kennesaw GA 30144 United States of America Phone: 770-792-8888 www.freedomelectronics.com Canada’s best alternative for rebuilt, new and replacement parts for the petroleum industry.

Our product and customer-friendly policies make us qualified to serve your needs.

FuelMaster/Syntech Systems, Inc. 204 100 Four Points Way Tallahassee FL 32305 United States of America Phone: 1-800-888-9136 Fax: 850- 877-9327 www.myfuelmaster.com Fuel and fleet management solutions.

Gallop Brush Co. 315 558 Morrice Boulevard Imlay City MI 48444 United States of America Phone: 810-721-7255 Fax: 810-721-7257 Toll Free: 1-866-242-5567 www.gallopbrush.com Manufacturer of car wash brushes, cores and ClearView high speed rollup doors.

GBS Foodservice Equipment Inc. 921 2871 Brighton Road Oakville ON L6H 6C9 Canada Phone: 905-829-5534 Toll Free: 1-888-402-1242 www.gbscooks.com GBS is a Canada wide distributor of wide variety of convenience food preparation, holding and display equipment. Sales and services across the country.

Genesis Modular Car Wash Building Systems 232 1265 Oakbrook Drive Norcross GA 30093 United States of America Phone: 404-401-9580 Fax: 770-602-4388 www.genwash.com Genesis Modular Car Wash Building Systems is a custom builder. We are architects, engineers and manufactures of car wash buildings. All of our buildings come complete with all plumbing systems and electrical systems completed.

Franklin Fueling Systems 429 3760 Marsh Road Madison WI 53718 United States of America Phone: 608-838-8786 Fax: 608-838-6433 Toll Free: 1-800-225-9787 www.franklinfueling.com Franklin Fueling Systems offers the world’s most complete line of petroleum equipment including submersible pumping systems, piping and containment systems, service station hardware, dispensing systems, fuel management systems, and transport systems.

GFL Environmental Inc. 427 1070 Toy Avenue Pickering ON L1W 3P1 Canada Phone: 905-509-2460 x 3302 Fax: 905-428-6007 www.gflenv.com GFL offers many different lines of business from liquid hazardous/non-hazardous waste collection, processing and disposal, industrial waste services, site services, site excavations and remediation, to solid non-hazardous waste collection and disposal, waste diversion and recycling, environmental services, and more.

f’real foods 912 6121 Hollis Street, Suite 500 Emeryville CA 94608 United States of America Toll Free: 1-800-483-3218 www.freal.com @therealfreal f’real designs, sells, and markets blended frozen beverages in over 20,000 locations across the U.S. and Canada, including convenience stores, military bases, and universities.

GLK Foods, LLC 829 3912 North Lighting Drive Appleton WI 54913 United States of America Phone: 920- 595-0326 www.ohsnap.com Oh Snap Pickling Company is changing the way people think about pickles. Packed with no added brine (no juice) and products are available in singles-serve packaging

TORONTO MARCH 3 & 4, 2020 Gourmet Innovations 926 1550 NorthWest 18th Street, Unit #601 Pompano Beach FL 33069 United States of America Phone: 1-877-502-7326 Fax: 954-972-9997 Toll Free: 1-877-502-7326 www.gicream.com National supplier of lighters, butane, torches, candles and room sprays.

Hamilton Manufacturing Corp.

324 1026 Hamilton Drive Holland OH 43528 United States of America Phone: 419-867-4858 Toll Free: 1-800-837-5561 www.hamiltonmfg.com Hamilton designs, manufactures and supports pay stations, cloud-base site management software, custom mobile apps, and change machines for the modern car wash industry.

HBI Canada 1114 520 East Kent Avenue South Vancouver BC V5X 4V6 Canada Phone: 604-261-0207 Fax: 604-261-4934 Toll Free: 1-866-420-4372 www.hbicanada.com HBI’s mission is to help smokers better enjoy smoking by distributing and producing the best RYO (Roll-Your-Own) and MYO (MakeYour-Own) products in the industry.

Health Canada – Tobacco and Vaping Compliance and Enforcement Program 824 2301 Midland Avenue Toronto ON M1P 4R7 Canada Phone: 416-954-9825 Fax: 416-954-3655 www.gosmokerfree.gc.ca The Tobacco and Vaping Compliance and Enforcement Program is responsible for the administration and enforcement of the Tobacco and Vaping Products Act and associated regulations.

Hershey Canada Inc. 920 5750 Explorer Drive, Suite 500 Mississauga, ON L4W 0B1 Canada Phone: 905.602.9200 Fax: 905.602.8766 Toll Free: 1-800-286-1304 www.hersheycanada.com The Hershey Company is the largest North American manufacturer of quality chocolate, sugar confectionery products and is a leader in snacking innovation. The Hershey Company markets such iconic brands as HERSHEY’S, REESE, OH HENRY!,BROOKSIDE, barkTHINS, HERSHEY’S KISSES brand, TWIZZLERS, JOLLY RANCHER, ICE BREAKERS and ALLAN. Hilary’s Salesmaster Inc 700 565 Edgeley Boulevard Concord ON L4K 4G4 Canada Phone: 905-530-0035 Fax: 905-530-0044 STIG. Pathwaters, 5 hour Energy, Tosi, Ben Organics Hi-Sharp Products Inc 405 69 Baywood Road, Unit 1 Etobicoke ON M9V 3Y8 Canada Phone: 416-640-2575 OPW, GPI, Tanks, Wayne, Pumps, Dispensers, Nozzles, Hoses, Gilbarco.

Horse and Buggy Brands 120 Turnbull Court, Unit L Cambridge ON N1T 1H9 Canada Phone: 519-620-8572 Fax: 519-620-8573 orders@horseandbuggybrands.com

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Hubert Canada 915 108 Valleywood Drive Markham ON L3R6G1 Canada Phone: 905-752-3025 www.hubert.ca International distribution of foodservice equipment

Sell the Sizzzle.

Husky Corporation 104 2325 Husky Way Pacific MO 63069 United States of America Phone: 636-825-7200 Fax: 636-825-7300 Toll Free: 1-800-325-3558 Nozzles, swivels, Safe-t-breaks, BJE Filter Crushers, Tank Gauges and liquid Level monitors and Alarms.

Icon Containment Solutions 224 905 North Main Street, D1 North Salt Lake UT 84054 United States of America Phone: 855-379-7867 www.icontainment.com Manufacturer of market leading solutions to sump leak problems. Excellent technical support and training for installing technicians.

Structural repair, fitting repair and surface lid/ cover replacement to restore any secondary containment sump to leak-tight condition, without excavation, disconnection, or replacement.

Igloo Refrigeration Ltd. 727 124 Norfinch Drive Toronto ON M3N 1X1 Canada Phone: 416-663-3051 Fax: 416-663-5793 Toll Free: 1-888-408-8819 @IglooFoodEquipm www.igloofoodequipment.com We specialize in refrigeration, cooking equipment and smallwares for restaurants delis, bakeries, supermarkets & more!

InfoNet Technology Corporation 516 202 - 3480 Gilmore Way Burnaby BC V5G 4Y1 Canada Phone: 604-689-7589 Fax: 604-689-7599 Toll Free: 1-888-925-8125 @infonettech1 www.infonet-tech.com We create powerful point-of-sale and fuel management software system for today’s competitive retail fueling, convenience store and unattended card lock fueling marketplace.

Innovative Control Systems 304 1349 Jacobsburg Road Wind Gap PA 18091 United States of America Phone: 610-881-8000 Fax: 610-881-8100 Toll Free: 1-800-642-9396 www.icscarwashsystems.com Innovative Control Systems is defining the world car washing technology; now offering EMV chip/debit hardware and software solutions for all segments: conveyor, in-bay automatics, and self-service.

Mmm, the Sizzzle.

It’s BBQ time and you have the perfect location, Right on the Way Home, to hundreds of neighborhood propane grills.

MIGHTY FLAME CANADA

www.mightyflame.com 1.877.438.6444

SHOW LISTINGS

International Drying Corporation 137 2510 Route 176 Prairie Grove IL 60012 United Sates of America www.internationaldrying.com Phone: 1-815-477-4911 Fax: 815-477-7445 www.internationaldrying.com Manufacturer of the worlds most powerful Quiet Drying System the Stealth, the only Sound Certified system that meets or exceeds most national and international sound requirements.

Invenco 514 1 King Street West Suite 216 Toronto ON M5H 1A1 Canada Phone: 833-540-2754 www.invenco.com Invenco is a global leader in EMV outdoor self-service payments. Now Canada can experience Invenco’s revolutionary technology solutions used by millions of people every day.

Istobal 317 1100 Page Street Bristol VA 24201 United States of America Toll Free: 1-800-336-8795 www.istobal.com Since 1950, Istobal has designed, engineered and manufactured vehicle washing equipment with the owner environment and the consumer in mind worldwide.

JTI Canada Tech Inc. 613 1 Robert Speck Parkway, Suite 1601 Mississauga, ON, L4Z 0A2 Canada Phone: 1-800-363-0490 www.jti.com @JTI_global JTI Canada Tech Inc., also a part of JTI, is the importer of Logic Compact. With one of the world’s leading brands, JTI is quickly becoming a global player in the Electronic Vapourizer category.

JTI-Macdonald 513 1 Robert Speck Parkway, Suite 1601 Mississauga, ON, L4Z 0A2 Canada Phone: 1-800-363-0490 www.jti.com JTI-Macdonald Corp. is a part of JTI (Japan Tobacco International), a leading international tobacco company. Primary brands in Canada include Export A, Macdonald, LD, Camel, Winston and American Spirit.

JUUL Labs Canada 736 600-317 Adelaide Street West Toronto ON M5V1P9 Canada Phone: 416-402-7672 www.JUUL.ca JUUL Labs Canada’s mission is to impact the lives of Canada’s 5 million adult smokers

YOUR CAR WASH DRYING EXPERTS

THE STEALTH (patent pending)

The “Sound” Solution

Powerful - Quiet - EEicient Certified “Quiet” in AMCA 300 Reverberant Sound Room featuring smooth air technology (SAT) MEETS OR EXCEEDS MOST U.S. & INTERNATIONAL SOUND REGULATIONS

BOOTH# 137

815-477-4911 INFO@INTERNATIONALDRYING.COM WWW.INTERNATIONALDRYING.COM

Kardtech Inc. 114 41 Delta Park Blvd Brampton, ON L6T5E7 Canada Phone: 905-792-8290 Fax: 905-792-5149 Toll Free: 1-866-616-2494 www.kardtech.ca Specializing in Unattended Retail Fuelling Automated Petroleum Management Solutions for Cardlock, Bulk & Aviation locations including software and Private Cellular Communications.

Kind Healthy Snacks Ulc. 1005 5401 Eglington Avenue West, Suite 206 Toronto ON M9C 5K6 Canada www.kindsnacks.ca There’s health. There’s tasty. Then there is health and tasty. KIND believes everyone deserves both with ingredients you can see and pronounce®.

Kretek International 1008 985 Westport Crescent Mississauga ON L5T 1E8 Canada Phone: 416-948-5909 Fax: 800-611-7423 Toll Free: 1-866-286-8585 www.kretek.ca Natural and organic cigarettes, roll your own fine cut tobacco, mass market cigars blunt wrap hand rolled premium cigars cigarillos, humidors, lighters hookahs, butane, tobacco accessories.

Krown Rust Control 228 35 Magnum Drive Schomberg ON L0G 1T0 Canada Phone: 905-939-8750 Fax: 905-939-8710 www.krown.com Canada’s #1 Rust Protection offering vehicle rust protection and premium detailing products.

Last Call Beverages 1201-838 West Hastings Vancouver BC V6C 0A6 Canada Phone: 647-882-0465 @lastcallbev www.lastcallbeverages.com

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LSI Enterprises Canada – Jack Links 901 2476 Argentia Road, Suite #103 Mississauga ON L5N 6M1 Canada Phone: 905-599-0994 Fax: 905-542-7454 Toll Free: 1-866-464-3617 Maison Berger Paris 534 550 Promenade Du Centropolis Laval QC H7T 3C2 Canada Phone: 450-687-7771 Fax: 450-687-6593 Toll Free: 1-800-305-4428 Maison Berger Paris, A leader in the Home Fragrance Category worldwide now offers a charming premium car fragrance diffuser......A must see item!

TORONTO MARCH 3 & 4, 2020

MapArt Plus & Pro-Line Sports 902 70 Bloor Street East Oshawa ON L1H 3M2 Canada Phone: 905-436-2525 Fax: 905-723-6677 Toll Free: 1-877-231-6225 www.mapartdistribution.com Newly aligned companies offering an unmatched selection of general merchandise, gift and novelty items along with award-winning service. Your partners in sales success.

Maqabim Distributors Ltd. 910 18 Stapleton St Winnipeg MB R2L2E2 Canada Phone : 204 – 688 - 0729 www.maqwholesale.com A Canadian industry leader in the design, manufacture and distribution of cannabis accessories and vaping products. We work with the most sought after brands in the cannabis and vaping market.

Mars Wrigley Confectionery 809 3389 Steeles Avenue East, Suite 402 Toronto ON M2H 3S8 Canada Phone: 416.449.8600 Fax: 416.449.1774 www.mars.com www.wrigley.ca Now the leading manufacturer of chocolate, chewing gum, mints and fruity confections in Canada, Mars Wrigley Confectionery includes iconic brands includes M&M’s®, SKITTLES®, EXCEL®, SNICKERS®, TWIX®, STARBURST® and JUICY FRUIT®.

Mark VII Equipment 309 623 South Service Road, Unit 1 Grimsby ON L3M 4E8 Canada Toll Free: 1-866-658-9274 www.markvii.net Global supplier of car wash equipment, service and chemicals with direct operations in Canada.

MFG Distribution Inc 387 Rue Deslauriers St-Laurent QC H4N 1W2 Canada Phone: 514-344-5558 Fax: 514-344-5458 www.groupemiron.com Croissants and chocolate bars.

McCowan Design & Manufacturing Limited 607 1760 Birchmount Road Toronto ON M1P 2H7 Canada Phone: 416-291-7111 Fax: 416-291-0180 Toll Free: 1-888-282-5189 www.mccowan.ca McCowan Design and Manufacturing is Canada’s leading supplier of c-store/gas bar food service counters, cash counters, gondola & shelving, forecourt merchandisers, security cabinets, tobacco displays, waste units and signage.

MI Petro Construction & Supply Inc. 120 4330 - 116th Avenue SouthEast Calgary AB T2Z 3Z9 Canada Phone: 403-266-5558 www.mipetrogroup.com MI Petro Team provides retail industry knowledge & significant experience in the petroleum & convenience market.

McSweeney’s Meat Snacks 1128 2355 52nd Avenue SouthEast Calgary AB T2C 4X7 Canada Phone: 403-215-6080 Fax: 403-215-6099 Toll Free: 1-800-663-4749 @canadianjerky www.mcsweeneys.ca Proudly Canadian supplier of crafted jerky & meat snacks. Starting with the best ingredients and cuts of meat, our products are naturally smoked and 100% gluten free.

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Mighty Flame Canada 532 1403-95 St Clair Avenue West Toronto On M4V1N6 Canada Phone: 877-438-6444 Fax: 315- 923-1004 Toll Free: 1-877-436-6444 www.mightyflame.ca Mighty Flame is the leader in propane cylinder exchanges providing superior service and quality.

Mini Melts 812 #1 - 1313 44 Avenue NorthEast Calgary AB T2E 6L5 Canada Phone: 403-537-1045 Fax: 403-277-5664 @minimeltscanada www.mini-melts.ca Mini Melts is a unique frozen dessert. Our pre-packaged ice cream comes in small delicious kernels that you eat with a spoon.

Mondelez Canada Inc. 621 3300 Bloor Street West, Suite 1801 Toronto ON M8X 2X2 Canada Phone: 647-243-5400 www.mondelezinternational.com Mondelez International is well represented in Canada across snacking categories with our many brands, including: Cadbury Dairy Milk, Caramilk, Toblerone, Maynards, Halls, belVita, OREO, Chips Ahoy!, Peek Freans, Dad’s, Ritz, Triscuit, Wheat Thins, Good Thins, Premium Plus, Crispers, Bits & Bites, Trident, Dentyne and Stride.

Mondo Products Company Limited 233 695 Westney Road South, Unit 1 Ajax ON L1S 6M9 Canada Phone: 905-426-9339 Fax: 905-426-5240 Mondo Products is a Canadian owned company that manufactures and markets cleaner, equipment and technology to service the carwash industry

The Leading U.S. Car Wash Payment Technology & Wash Monitoring Services

NOW AVAILABLE IN CANADA

Enhance the customer experience and grow your car wash business with the C-Start for Canada.

Centrally manage and report on all your washes with Director®, our cloud-based enterprise-level management system.

Maximize uptime and C-Store personnel by having trained car wash specialists monitor your wash with Uptime Solutions™.

#DRIVEGROWTH | StartWithUnitec.com Your Car Wash Success Starts Here.

Visit us at CARWACS in Toronto March 3-4 | Booth 133

SHOW LISTINGS MONEXgroup Payment Processing 524 5075 Yonge Street, Suite #301 Toronto ON M2N2C6 Canada Fax: 1.866.573.8179 Toll Free: 1.866.286.7787 @monexgroup www.monexgroup.com We will be showcasing MONEXgroup’s innovative unattended “TAP & WASH” payment system, along with our other payment processing solutions, including: countertop, wireless and E-commerce.

Monin Gourmet Flavourings Canada 630 2880 Portland Drive Oakville ON L6H 5S8 Canada Phone: 905-829-9414 Fax: 905-829-2890 Toll Free: 1-844-829-9414 @MoninCanada www.monin.ca As the trusted brand of choice among bartenders and baristas worldwide, Monin is the leader in premium flavourings for cocktails, coffees, culinary applications and more.

MTY Tiki Ming Enterprises inc TCBY 505 8210 TransCanada highway St Laurent QC H4S 1M5 Canada Phone: 514-973-5403 www.tcbycanada.com Multi-play Wholesale Inc. 6 Melanie Drive Brampton ON L6T4K9 Phone: 905-789-7171 Fax: 905-789-7155 www.multiplaywholesale.com

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Muskoka Brewery 1028 1964 Muskoka Beach Road Bracebridge ON P1L1V4 Canada Phone: 647-622-1027 Toll Free: 1-800-881-4229 @Muskokabrewery muskokabrewery.com Nestled in the heart of Muskoka, Muskoka Brewery handcrafts premium beers as unique and refreshing as the region they’re from.

National Energy Equipment Inc. 327 1850 Derry Road East Mississauga ON L5S 1Y6 Canada Toll Free: 1-866-574-5100 www.nee.ca Canada’s national petroleum commercial equipment distributor, sales and service for industry-leading products and technology.

From fuel dispensers and card lock systems to fuel storage and monitoring control systems.

Mystical Distributing Company Ltd. 600 6 Foster Stearns Road Trenton ON K8V 5R5 Canada Phone: 613-394-7056 Fax: 613-394-4957 Toll Free: 1-800-856-7556 www.mysticaldistributing.com Mystical Distributing continues to be the country’s leader in fireworks innovation. This year proudly showcasing their low harm, salt nicotine device, RUSH.

National Smokeless Tobacco Company 900 16720 Trans-Canada Highway, Suite 209 Kirkland QC H9H 5M3 Canada Phone: 519-782-1216 www.nstco.ca NSTC distributes the two top selling brands of smokeless tobacco in Canada, Copenhagen and Skoal. NSTC continues to offer products that align with evolving adult consumer preferences.

Naseeb International Corp 500 Esna Park Drive, Suite #5 Markham ON L3R 1H5 Canada Phone: 905-604-4066 Fax: 905-604-4077 www.naseebintl.com

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National Carwash Solutions 111 1500 SouthEast 37th Street Grimes IA 50111 United States of America Phone: 515-722-7649 www.ncswash.com

Nayax 432 Executive Plaza 1, 11350 McCormick Road Hunt Valley MD 21031 United States of America Phone: 410-666-3800 @NayaxGlobal www.nayax.com Nayx offers complete solutions of cashless payments, telemetry, management suite and consumer engagement tools, to unattended laundromats and OPLs, retail and self serve markets.

Nestlé Canada Inc. 1009 9050 Airport Road, Suite 101 Brampton, ON L6S 6G9 Canada Phone: 416-218-3030 Fax: 416-218-2700 www.nestle.com Nestlé‚ is tremendously excited about our innovation plan for 2020, as part of our ongoing strategy to support our consumer preferred brands – KIT KAT, AERO, DRUMSTICK, HAAGEN-DAZS, and BOOST. We will be pleased to welcome you at our Nestlé Booth, to share more exciting details of what’s coming your way in 2020.

NORBEC 97 Rue de Vaudreuil Boucherville QC J4B 1K7 Canada Phone: 450-449-1499 www.norbec.com

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North Shore Tobacco Canada Inc. 821 458-124 Norfolk Street North Simcoe ON N3Y 4L5 Canada Phone: 519-428-3332 Fax: 519-428-2230 www.northshoretobacco.com North Shore Tobacco is based out of Norfolk County Ontario. Proudly owned by Ontario Farmers.

Natural and Certified Organic tobacco products

Manufactured in Western Canada by Pumps & Pressure Inc.

IN BAY AUTOMATIC

• Commercial Vehicle Wash Equipment • Cleaning Equipment • Automatic Car Washes

SELF SERVE PUMP STAND

• Waste Water Recycle

• Air Compressors

• CAT Pumps & pumps of all kinds

• Cleaning Chemicals

• Pressure Washers

• Car Wash Accessories

1.888.430.9359 www.pumpsandpressure.com Brandon | Calgary | Edmonton | Grande Prairie | Leduc | Lethbridge | Red Deer | Saskatoon

TORONTO MARCH 3 & 4, 2020 Northern Dock Systems 134 415 Ambassador Drive Mississauga ON L5T 2J3 Canada Phone: 905-625-1758 Toll Free: 1-866-601-1758 www.northerndocksystems.com Northern Dock Systems specializes in sales and services of springless high speed overhead door solutions specially design for car-wash and automotive applications.

Now Prepay 916 365 Evans Avenue, Suite 301 Toronto ON M8Z 1K2 Canada Phone: 416-255-8897 Fax: 416-255-1013 https://www.paymentsource.ca/now-prepay Known for product quality and spread of service, we offer prepaid, mobile top-ups, and financial products to over 15,000 retailers across Canada.

Nuform Building Technologies Inc. 433 100 Galcat Drive, Unit 2 Woodbridge ON L4L 0B9 Canada Phone: 905-652-0001 Fax: 905-652-0002 Toll Free: 1-877-747-9255 @nufromdirect www.nuformdirect.com Nuform Building Technology Inc specializes in PVC building materials which focus on improving construction efficiency + premiere finishing while being cost effective. Come visit us to see our CONFORM RELINE + RENU PRODUCTS.

Oasis Car Wash Systems 129 1909 East 12th Street Galena KS 66739 United States of America Phone: 620-783-1355 Toll Free: 1-800-892-3537 www.oasiscarwashsystems.com Complete Line of Touch Free and Soft Touch In Bay Automatics. Learn about “My Wash Pass” OCSA 217 - 466 Speers Road Oakville ON L6K3W9 Canada www.ontariocstores.ca

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Ontario Lottery & Gaming Corporation 713 4120 Yonge Street Toronto ON M2P 2B8 Canada Toll Free: 1-800-387-0104 www.olg.ca Remember to follow OLG’s ID25 policy guidelines before selling and validating OLG products, or redeeming OLG coupons. Receiving verbal confirmation of a person’s age is not enough.

Always ask for and check ID from anyone who looks to be under the age of 25.

OPW 401 9393 Princeton-Glendale Road Hamilton OH 45011 United States of America Phone: 513-870-3134 Fax: 800-421-3297 Toll Free: 1-800-422-2525 @opwglobal www.opwglobal.com For 125 years, OPW has led the way designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. To learn more about OPW’s 125 years of proving industry-leading solutions, visit our booth or see or website above.

P.D. McLaren Limited 138 #41 - 110 Scotia Court Whitby ON L1N 8Y7 Canada Phone: 905-428-8403 Fax: 905-579-7444 www.pdmclaren.com Commercial fleet refuelers and fuel management systems. DEF, aviation and marine refueling solutions. Fuel polishing and bulk metering systems. Vehicle wash systems, K-9 pet washes.

Pagonis Live Bait Ltd 58 Bertal Road Toronto ON Canada Phone: 416-534-3531 Fax: 416-534-4630 www.pagonislivebait.com

Car Wash

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Paris Site Furnishings 813 PO Box 490, 259 Third Concession Road Princeton ON N0J 1VO Canada Phone: 519-458-4882 Fax: 1-800-387-6318 www.peml.com Outdoor furnishings, waste and recycling bins, benches, tables. bollards, etc PDQ Manufacturing Inc. 321 1698 Scheuring Road De Pere WI 54115 United States of America Phone: 920-983-8333 Toll Free: 1-800-227-3373 www.pdqinc.com 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.

PECO Car Wash Systems 425 244 Rex Boulevard Auburn Hills MI 48326 United States of America Phone: 248-299-5800 Fax: 248-299-9001 Toll Free: 1-800-448-3946 www.pecocarwash.com PECO CarWash Systems manufactures premium car wash systems customized to meet your needs. Come check us out and see why PECO is the most HELPFUL brand in car washing!

POS Integration with Real Time Control, Reporting, and More

Payment Solutions

PCI and EMV Certified Credit and Debit Payment Fast, easy to use, and secure Reduce cash loss, theft, and vandalism Increase customer spend with count up www.wiz-tec.com | sales@wiz-tec.com | 1-866-361-7846

Visit

Booth 421 To Learn More

SHOW LISTINGS Petroleum Containment Inc. 108 8873 Western Way Jacksonville FL 32256 United States of America Phone: 904-358-1700 www.petroleum-containment.com Quality fibreglass fittings and secondary containment products Phoenix Petroleum Ltd. 238 PO Box 3057, Station B Fredericton NB E3A 5G8 Canada Phone: 506-459-6260 Fax: 506-459-6263 www.phoenixpetro.ca Petroleum service and construction contractor for retail, commercial, aviation and industrial.

Ontario and Canada, plus the Caribbean.

Phoenix Wholesale 351 Nash Road North Hamilton ON L8H 7P4 Canada Phone: 905-574-7563 Fax: 289-335-1127

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Piller’s Fine Food 725 443 Wismer Street Waterloo ON N2K 2K6 Canada Phone: 519-743-1412 Toll Free:1-877-0232-7772 www.pillers.com Salami Whips original 60g., Salami Whips Hot 60g., Salami Whips Bourbon 60g., Salami Whips mild 100g., Salami Whips hot 100g.,Salami Whips Kabanosy 100g., Salami chips mild 85g.,Salami chips hot 85.,Salami chips mild 15g.,Salami sticks mild 25g.,Salami sticks hot 25g.

Pizza Forno 631 1235 Bay Street Toronto ON M5R3K4 Canada Toll Free: 1-800-387-2529 @pizzaforno www.pizzaforno.com Leading in innovation, PizzaForno is Canada’s first 24/7 automated pizza machine. Our artisanal pizza combined with robotic automation technology makes for a true one-of-a-kind experience.

PNE 538 279 Enterprise Road, Vars ON K0A 3H0 Canada Phone: 1-888-324-8880 Fax: 343-700-0093 Toll Free: 1-888-324-8880 www.pnepropane.com Make the switch to PNE – Simplest Exchange Program in all of Canada!

Pocas International 833 19 Central Boulevard South Hackensack NJ 07606 United States of America Phone: 201-941-7900 Fax: 201-853-9422 www.mypocas.com Principal LED 108 3490 Venture Drive San Diego TX 76905 Phone: 325-227-4577 Fax: 325-227-6841 www.p-led.com Principal LED is the leader in manufacturing and delivering sign and lighting solutions to the sign industry.

PUDO Inc 6600 Goreway Drive, Unit D Mississauga ON L4V1S6 Canada Toll Free: 1-844-300-8533 www.pudopoint.com

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PurClean 415 3315 Orange Grove Avenue North Highlands CA 95660 United States of America Phone: 651-251-7014 www.purclean.com Developing and delivering innovative water treatment solutions for the car wash industry since 1983, we are committed to engineering products that set the industry standard.

Raymar Equipment Service 234 26 Napier Court Utopia ON L0M 1T0 Canada Phone: 705-733-1459 www.raymarequip.ca www.raymarequipmentservice.ca Raymar has been in the industry for over 40 years. Specializing in building bulk plants and gas stations.

ReCreation Marketing 604 3095 Auto Route Jean Noel Levoie Laval QC H7P 4W5 Canada Phone: 506-874-0067 www.recmarketing.ca Recreation marketing is a leader for smoking and vaping accessories in Canada.

revinmedia Inc 200 36 Central Park Avenue Dundas ON L9H 2M7 Canada Phone: 905-616-6115 Revinmedia specializes in car wash media including: strategic marketing, graphic design and sign manufacturing. From concept, to production and installation Riverside Natural Foods Ltd. 914 2720 Steeles Avenue West Vaughan ON L4K 4N5 Canada Phone: 416-360-8200 @MadeGoodFoods www.madegoodfoods.com MadeGood is our family business and passion, and the inspiration came out of our life-long relationship with healthy food.

Scholtens Inc. 820 279 Sumach Drive Burlington ON L7T 0B5 Canada Phone: 905-631-2999 Fax: 905-631-3222 Toll Free: 877-787-0777 www.cottagecountrycandies.com Cottage Country, available from Scholtens Inc., is Canada’s premium brand for the widest assortment of best-selling, every-day candies, nuts and trail mixes, all in one convenient program.

WESTERN CANADA’S CAR WASH EXPERTS! From Ground to Cloud “A Turnkey Card Lock Solution Provider” for all Petroleum Sectors including: • Municipal • Aviation • Unattended Retail • EV Charging Systems

• Commercial • Private • Mobile Refueling • Bulk Plants

Solution Management: By our Cloud Based “Fusion Platform” Linked via Private Cellular Communications - North America Wide

Innovation by Automation Come see us at Booth #114 March 3-4 in Toronto

Please also visit our website for more information:

www.kardtech.ca Office # 905-792-8290 Fax # 905-792-5149 Toll Free # 1-866-616-2494

• Sales • Installations • Design • Maintenance • Parts & Service • Support • Serving AB, SK, MB & BC 7110 Fairmount Dr. S.E. Calgary AB T2H 0X4 Canada Tel: 1 (403) 293-1188 Toll Free: 1 (888) 447-2077 www.rockyviewindustries.com

TORONTO MARCH 3 & 4, 2020

ShipperBee 531 6-335 Laird Road Guelph ON N1G 4P7 Canada Phone: 519-804-9661 Toll Free: 1-833-212-3233 @shipperbee www.shipperbee.com Located at gas and convenience locations, ShipperBee is a first-of-its-kind end-to-end delivery system paying commuters and other drivers to deliver parcels using our network of Hive transfer mailboxes.

SoBrite Technologies 127 809 West Center Street Eureka IL 61530 United States of America Phone: 309-467-2335 Fax: 309-467-2539 Toll Free: 1-800-762-7983 www.sobrite.com SoBrite Technologies designs and manufactures water reclaim systems spot-free water units, water softeners, and proven car wash reclaim odour control systems.

South Cove Foods LP 1115 5185 Tamken Road Mississauga ON L4W11 Canada Phone: 905-206-0809 Fax: 905-206-9206 www.southcove.ca Packaged candy, nuts, chocolate and snacks

SIR Solutions Inc. 508 650-3565 Jarry East Montreal QC H1Z 4K6 Canada Phone: 514-593-4760 ext 1029 www.sirsolutions.com SIR Solutions provide retail businesses with point of sale and management software, customized services and equipment that evolve accordingly to their business growth.

Sparkle Solutions 526 100 Courtland Avenue Concord ON L4K 3T6 Canada Phone: 905-660-2282 Fax: 905-660-2268 www.sparklesolutions.ca Sparkle Solutions distributes vended and OPL laundry equipment and card charging stations in Ontario and Canada wide.

Site-Check Research Group 1104 237 12A Street NorthEast Calgary AB T2E 4R6 Canada Phone: 403-283-8833 Fax: 403-283-9103 www.sitecheckresearch.com Site - Check is a market research company specializing in retail, gasoline, and convenience site selection. Since 1993, we have offered retail sales forecasts and in-house model licensing options.

SRP Canada (Creative Planogram Co.) 801 60 Leek Crescent Richmond Hill ON L4B 1H1 Canada Phone: 905-947-8791 Fax: 905-947-9147 Toll Free: 1-800-387-3323 srpcompanies.ca SRP is Canada’s premier supplier of mobile accessory, electronics, sunglasses and general merchandise products to the C & G Channel.

Station Cold Brew Coffee Co. 806 343 Horner Avenue Etobicoke ON M8W18W Canada Phone: 1-800-987-4524 Toll Free: 1-800-987-4524 @stationcoldbrew www.stationcoldbrew.com Station Cold Brew Coffee, serving craft coffee beverages that sit at the crossroads of quality and convenience.

SSCS, INC 533 650 Work Street, Suite A Salinas CA 93901 United States of America Phone: 831-755-1800 Fax: 831-422-1463 Toll Free: 1-800-972-7727 @sscsinc www.sscsinc.com Since 1981 SSCS has been the leader in retail petroleum and convenience store back office software with the finest training and support in the industry.

STI Conveyor Systems 337 41 Saunders Road Barrie ON L4N 9A7 Canada Phone: 705-728-4868 www.sticonveyor.com STI Conveyor Systems builds the longest lasting, highest quality belt conveyors available on the market today

Staples Foods 737 5 Lancing Drive Hamilton ON L8W2Z9 Phone: 905-297-4364 Staple Foods is a DSD distributor servicing Ontario. We supply snack cakes, meat snacks, confectionary, and beverages.

STM Display Sales Inc. 721 2230 Meadowpine Boulevard Mississauga ON L5N 6H6 Canada Phone: 905-814-5252 Fax: 905-814-8147 Toll Free: 1-888-846-6548 www.stmdisplaysales.com STM Display Sales is your one-stop source for your retail merchandising. POP Displays & Store Fixture needs. We design, supply and install convenience stores.

®

THE PREFINISHED STAY-IN-PLACE DURABLE, COST-EFFECTIVEPVC PANELING SYSTEM FOR RETROFIT & NEW EW W CON CONSTRUCTION ONST ON TRUC CT TIO 2”, 4”, 6”, 8” & Available in

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NUFORM BUILDING TECHNOLOGIES INC. | TOLL FREE 1 (877) 747.WALL (9255) | EMAIL INFO@NUFORMDIRECT.COM

Design with Diversity. Build with Speed. nuformdirect.com

SHOW LISTINGS

Sureguard/Post Guard 520 5 Shirley Avenue Kitchener ON N2B 2E6 Canada Phone: 519-772-1976 Fax: 519-570-4333 www.sureguard.ca Bollard covers, bolt downs, height guards, Park It curb speed bump, Cornerguard Lightpoleguard, steel tubing, decal/logos, flex post.

Sweet Street Desserts 630 722 Hiesters Lane Reading, PA 19605 Phone: 610-921-8113 Toll free: 1-800-793-3897 @SweetStDesserts www.sweetstreet.com Sweet Street is a leading innovator in the dessert industry. Our passion for artful food and dedication to quality and innovation remains the motivation behind every one of our products.

Tank Traders 522 PO Box 190, 54 Rue Principal La Salle MB R0G 1B0 Canada Phone: 204-736-4288 Fax: 866-553-2130 Toll Free: 1-866-553-2131 www.tanktraders.com Tank Traders supplies a national network of retailers with propane tank exchange program.

Consumers exchange their empty cylinders with pre–filled replacement.

Targo Distribution Inc. 937 107- 17665 66 Avenue Surrey BC V3S 2A7 Canada Phone: 604-868-1917 Fax: 604-455-9923 Toll Free: 1-866-818-9303 ext 2513 www.targodistribution.com Premium quality products and trending items.

Mrs. Freshley’s has become a brand synonymous with fresh and fun.

Telus 804 25 York St Toronto ON M5J2V5 Canada Phone : 416-895-1749 www.TELUS.com/business TELUS is Canada’s fastest-growing national telecommunications company providing a wide range of communications products services. TELUS is committed to improving the lives of their customers and communities by unleashing the power of the internet to deliver future friendly solutions at home, in the workplace and on the move.

TFB & Associates Limited 832 7300 Warden Avenue, Suite 210 Markham ON L3R 9Z6 Canada Phone: 905-940-0889 www.tfb.ca TFB & Associates Fisherman’s Friend Lozenges

YOUR SINGLE SOURCE FOR STORE FIXTURES & DISPLAYS

INNOVATION + DURABILITY + MODULARITY Experts in complete modular store fixture solutions for Convenience & Gas Bar, Pharmacy, Food Service & other Specialty Retailers

Cash Desk / Paypoint Systems Service Counter Systems Gondola & Shelving Pharmacy Forecourt Solutions Signage Tobacco Displays Security Solutions Specialty Displays

www.McCowan.ca

The Great Canadian Meat Co. 816 1390 Hopkins Street Whitby ON L1N 2C3 Canada Phone: 905-666-9395 Fax: 905-666-0224 www.greatcanadianmeat.com @greatdcnmeat Great Canadian Meat has been Canada’s premier meat snack company since 1992. Using only the finest Canadian ingredients, our snacks are a great protein-packed snack option.

The Second Cup Ltd 6303 Airport Rd Mississauga ON L4V1R8 Canada Phone: 905-362-1818 Fax: 905-362-1121 Toll Free: 1-800-569-6318 @secondcup www.secondcup.com

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Tokai of Canada, Ltd 1029 2055 South Haven Avenue Ontario CA 91761 United States of America Toll Free: 1-800-544-4837 @ScriptoLighters calicobrands.com

We Get It.

Our Products Include:

TFI Food Equipment 728 52 Armthorpe Road Brampton ON L6T 5M4 Canada Phone: 905-790-2211 Toll Free: 1-800-387-2529 @TFICanada www.tficanada.com TFI has a clear focus on providing premium and supportive food equipment solutions so customers are able to provide “The Perfect Serving” every time

Our Services Include: Project Management from design & layout to production, rollout & installation

SEE US AT

In-House Design & Engineering 200,000 Square Feet domestic manufacturing space Import through network of offshore suppliers

BOOTH #607

416.291.7111

Tommy’s Express/Tommy Car Wash Systems 121 581 Ottawa Avenue, Suite 300 Holland MI 49423 United States of America Phone: 616-494-0771 @tommys_express www.tommycarwash.com www.tommys-express.com Tommy Car Wash Systems has a 50-year history of bringing industry-changing innovations to market through a process of development, testing, and success in their corporate-owned operations.

Top Star Hitech LTD 905 #111, 3825 34Th Street NorthEast Calgary AB T1Y6Z8 Canada Phone: 403-805-5051 Fax: 403-452-4091 www.shopattsh.com Mobile phone accessories and gadgets Total Meter Services Inc. 226 70 Worcester Road Toronto ON M9W 5X2 Canada Phone: 416-225-5867 www.tmsautomation.com TMS is multi-faceted company focused on innovation, integration and automation across multiple industries.

Transchem Group 211 1225 Franklin Blvd.

Cambridge, ON N1R 7E5 Canada 519-740-0150 Toll Free 800-265-9100 www.Transchem.com We sell a variety of high-quality car wash chemical brands to distributors, car wash owner/operators, dealerships, and large corporate gas and oil chains. We carry amazing brands like Turtle Wax® Pro, AutoLux, and also offer custom chemical solutions Private Labeling and Custom Blending.

Transchem Group - Ontario Equipment & Service Division 211 1465 Strasburg Rd. Kitchener, ON N2R 1H2 Canada 519-746-7811 Toll Free800-263-2651 www.Transchem.com We offer a wide selection of car wash equipment, service, parts, and ancillary products for car washes, dealerships, and large corporate gas and oil chains.

We carry quality brands like WashWorld, Clear Wash Reclaim Systems, Airlift Doors, CAT pumps, Parts, Autolux, Turtle Wax® Pro, Dynablast, SoAX, and Vending Supplies, etc.

Unilever Canada 1022 160 Bloor Street East Toronto ON M4W3R2 Canada Phone: 416-540-2201 www.unilever.ca Unilever Ice Cream proudly manufacturers and sells national brands such as Magnum, Breyers, Ben & Jerry’s, Popsicle and Klondike Unique Foods (Canada) Inc 817 9670 Trans-Canada Hwy Montreal Quebec H4S1V9 Canada Phone : 514-343-4973 Fax : 514-343-4974 Toll Free : 1-866-343-4973 @uniquefoodscanuniquefoodscan www.uniquefoodscanada.ca Bringing you Unique & Innovative Brands ; including ORANGINA Stewart’s Soda’s Protein2o, AQUAhydrate, PH Hydration, KOE Organic Kombucha, and ICELANDIC Glacial Water.

Unitec 133 7125 Troy Hill Drive Elkridge MD 21075 United States of America Phone: 443-561-1200 Fax: 410-579-6827 www.StartwithUnitec.com Unitec–the leader in U.S. car wash payment technology and wash monitoring services, and now available in Canada with the C-Start® and Uptime Solutions™

TORONTO MARCH 3 & 4, 2020

VDMS Canada Inc. 637 2460 Tedlo Street, Unit C Mississauga ON L5A 3V3 Canada Toll Free: 1-888-611-VDMS (8367) @venddatams www.venddatams.com VDMS Canada provides a secured automated dispensing system for the control and sale of tobacco products and other high-value items.

Real-Time visibility of on-shelf product data available in real time to any device.

Velocity Water Works 326 520 Randolph Drive Appleton WI 54913 United States of America Phone: 920-423-7170 Fax: 844-348-9001 www.velocitywaterworks.com Elevating the standard in water treatment technology. Superior designed systems for all aspects of your wash. Soften, Purify, Pressurize, Reuse. We solve your water needs.

Virginia Department of Agriculture and Consumer Services 802 102 Governor Street Richmond Virginia 23219 United States of America Phone: 416-968-7311 x 236 www.vdacs.virginia.gov The Virginia Department of Agriculture and Consumer Services promotes economic growth and development of Virginia agriculture while connecting Virginia agricultural producers with international export opportunities.

VPX Pharmaceuticals 1033 1600 North Park Drive Weston FL 33326 United states of America Phone: 954-641-0570 Fax: 954-389-1538 www.vpxsports.com Waleco Inc. 5611 McAdam Road Mississauga ON L4Z 1N4 Canada Phone: 905-712-4915 Fax: 905-712-2156 @Waleco_inc www.waleco.ca

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Wash Tech 190 Southgate Drive Guelph ON N1G 4P5 Canada Phone: 519-824-5434 www.wash-tech.ca

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WashLinks/Sonny’s 201 655 Queensway East Mississauga ON L5A 3X6 Canada Phone: 647-463-4425 Fax: 905-273-7271 Toll Free: 855-695-3141 www.washlinks.ca Wash Links is certified distributor of SONNY’S, the largest manufacturer of conveyorized car wash equipment in the world. Better, faster, safer ... for less.

West Coast Gifts 1105 538 East Kent Avenue South Vancouver BC V5X 4V6 Canada Phone: 604-438-4327 Toll Free: 1-866-733-3938 www.westcoastgifts.ca West Coast Gifts is Canada’s largest designer, manufacturer and distributor of award-winning glass pipes, vaporizers and smoking accessories for the cannabis connoisseur.

We offer over 7,000 products at competitive prices with speedy shipping and superior customer service.

Western Refrigeration & Beverage Equipment Ltd. 1232 - 36th Ave NorthEast Calgary AB T2E 6M8 Canada Phone: 403-250-9656 Toll Free: 1-888-443-1946 www.wr.ca Weston Foods 1425 The Queensway Etobicoke ON M8Z 1T3 Canada

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Wex, Inc. 413 97 Darling Avenue South Portland ME 04106 United States of America Phone: 615-777-9801 www.wexinc.com The WEX Fleet Card can help save on fuel costs each year, while reducing risk of fraud and easing administrative hassles.

White Knight Retail Marketing 815 3551 Saint-Charles Boulevard, Suite 551 Kirkland QC H9H 3C4 Canada Phone: 514-333-5455 @Whiteknightmktg www.whitenightwholesale.com White Knight Retail Marketing is a full-service sales, retail marketing and distribution company, specializing in branded toys, consumer electronics, stationery, housewares and more.

Wiz-Tec Computing Technologies Inc. 421 Bay #17, 4312 Ogden Road SE Calgary AB T2G 4V3 Canada Phone: 403-250-8660 Fax: 403-476-8935 Toll Free: 1-866-361-7846 www.wiz-tec.ca Canadian Point of Sale Solutions XSite Group Inc. 140 Welland Avenue, Unit 16 St. Catharines ON L2R 2N6 Canada Phone: 905-346-0864 Toll Free: 888-346-0864 www.xsitegroup.ca

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Zep Vehicle Care, Inc. 414 2930 Waters Road, Suite 230 Eagan MN 55121 United States of America Phone: 651-251-7014 www.zepvehiclecare.com Zep Vehicle Care takes an innovative approach to our products and programs, all with the intent to maximize the ROI of your car wash.

FEATURED PRODUCTS Dover Fueling Solutions (Wayne) Partners with Chargepoint

BOOTH

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#114

Turnkey Petroleum Automation Solutions & Equipment

Sonny’s Mammoth™ Air Drying System

Features a compact blower that dries the side of a vehicle—the ideal primary side drying solution for short tunnels as well as a perfect finishing dryer for high-volume locations. Pivoting action changes the orientation of the air drying system towards the exit of the tunnel as the car passes by, effectively drying the rear glass and bumpers of cars, trucks, and SUVs at conveyor speeds up to 140 cars per hour.

From Ground to Cloud, Kardtech specializes in providing a turnkey card lock solution for all petroleum sectors, including: Municipal, Aviation, Unattended Retail, EV Charging Systems, Commercial, Private, Mobile Refueling, and Bulk Plants.

855-695-3141 www.washlinks.ca

866-616-2494 www.kardtech.ca

ChargePoint operates the world’s leading EV charging network, and builds the technology that supports it.

We’ve been building the fueling network of the future. Someone plugs into the ChargePoint network every two seconds.

We’ve delivered more places to charge than anyone else, and people count on us for charging every day.

Check out our EV charger on display at the Dover booth!

BOOTH

905-302-4570 www.wayne.com www.chargepoint.com

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BOOTH

#315

BOOTH

#522

Gallop Brush Clearview Door

Tank Traders is proud to be recognized as an environmentally friendly recycling service. Our growth, in part, is due to our commitment to overseeing the entire tank lifecycle. From filling and distribution to maintenance and recycling, we are the only Canadian company that manages every part of the supply chain.

866-553-2131 www.tanktraders.com

The Gallop Brush Co. ClearView Roll up door will keep the heat in and the wind out, saving on your energy costs. Made from 40 oz. coated vinyl, these innovative doors utilize stainless steel construction to create doors that are 2X thicker and more durable than any other vinyl doors on the market.

866-242-5567 www.gallopbrush.com

Tap Payment for Wash, Vacuums, and Air Boost your sales with ZoomOne, a low maintenance and cost effective EMV tap solution, with fast and secure payment processing by Moneris. ZoomOne is available in both count up and count down versions.

866-361-7846 www.wiz-tec.com

BOOTH

#421

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#531

Eurovac is an industry leader in the manufacturing of standalone vacuums, centralized vacuums and automotive detailing equipment.

Eurovac also provides a complete solution with the addition of arches and canopy’s. We offer engineered solutions at sensible pricing. Along with an engineered system Eurovac works with a national distribution network for local support.

800-265-3878 info@eurovac.com www.eurovac.com

BOOTH

#320

Generate New Profit Without Any Upfront Investment ShipperBee is a first-of-its-kind end-to-end delivery system paying commuters and other drivers to deliver parcels using our innovative network of Hive transfer mailboxes located at gas and convenience locations across North America. Visit our booth to discover how becoming a Hive host can open your brand up to a whole new profit channel without any investment — one that can earn an additional $200K in parcel profit and add a total of $10M in annual revenue.* *Applies to gas and convenience chains with 100+ participating stores.

833-212-3233 www.shipperbee.com

Impact your Gas Station brand and C-store sales Pompe Media is the 1st company in Canada exclusively helping gas stations and c-stores increase sales with a unique media approach for your outdoor and indoor needs.

855-658-0999 www.pompemedia.ca

BOOTH

#525

NEW PRODUCTS & EQUIPMENT FEATURED AT THE TORONTO SHOW

BOOTH

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#107

#125

Go Mobile. Go Unlimited. Stay Simple.

A mobile app with a wide variety of features? It sounds like a big project to implement across all of your store locations, right? Wrong!

With Coinless Mobile we can seamlessly integrate your loyalty program, unlimited packages, marketing suite, and more across every one of your convenience store locations. With a few small pieces of equipment, your wash can be looped into the app in just minutes via wifi.

Make the switch to PNE: The simplest exchange program in all of Canada

The PNE cylinder exchange program offers: • Simplicity and convenience • Coast to coast distribution network of over 4000 locations • Customer-ready cylinders for immediate use • All cylinders are accepted for exchange regardless of make or date • No propane attendant certification needed • No additional training or staff required • No fee for expired cylinders • Flexible delivery schedule

BOOTH

888-324-8880 www.pnepropane.com

801-899-0183 www.coinlessmobile.com

#538

Blendco Systems - Ceramic Protectant

Blendco Systems is proud to introduce our NEW line of Ceramic Protectants! These products are specially formulated with a proprietary polymeric silica base, which forms a ceramic glass-like barrier, bonding fully with glass, chrome, rubber, plastic, and paint. These products come with the Rust-Oleum® name synonymous with high quality and trust, which will outlast all others!

This fantastic line of innovative products includes our Ceramic Total Body Protectant, Clearcoat Protectant, and Foaming Protectant. Combining these products can help you to produce the driest and shiniest cars possible.

800.446.2091 www.blendco.com

BOOTH BOOTH

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#521

C-Start® for Canada Canature WaterGroupTM 95 MTS

It’s an exciting new era in smart business security for business owners across Canada. ADT is now ADT by TELUS. We’re not just a new name. We’re offering Canadians new, lower pricing on smart security solutions to help automate and protect what’s most important in your life. Say good-bye to the same old security options.

Michael E. Arnold Business Sales Manager / GTA & Central Ontario 416-659-7493

The 95 MTS Series softener is ideal for car washes looking for a reliable and efficient conditioning system that can provide up to 308gpm of continuous soft water, 24 hours a day. The 95 MTS uses 40-50% less salt and regeneration water than conventional systems by bringing tanks on-line as flow rates increase and going off-line as they decrease.

877-288-9888 canaturewg-cied.com/95mts

BOOTH

#438

CLE AN & GREEN

Westmatic Large Vehicle Wash Systems Since 1974 Westmatic has specialized in the design and manufacturing of the World’s most innovative and environmentally friendly Large Vehicle Wash Systems.

Westmatic is proud to offer the widest product range on the market, and with our market-leading technology we develop innovative solutions for all types of heavy-duty vehicles.

888-878-9274 www.westmatic.com

#133

BOOTH

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Maison Berger Paris, A revolutionary way to fragrance your car!

Maison Berger Paris; a leader in the Home Fragrance Category for over 120years worldwide now offers a one of a kind premium car fragrance diffuser. Available in different styles and offering a wide collection of fragrances created in France by master perfumers...A must have item!

800-305-4428

Unitec’s C-Start® for Canada is an innovative point-of-sale system for the car wash industry.

The C-Start was designed to simplify the transaction experience for operators who wish to automate payment processes: the cashless unit accepts credit cards or wash codes. C-Start for Canada is a smart and efficient choice for petroleum operators. Drive growth with Unitec, a leading provider of car wash payment technologies for over 30 years.

Craig Goodwin, 970-314-0018, cgoodwin@startwithunitec.com

SUPPLIERS, WHAT’S NEW IN YOUR PRODUCT LINE? CONTACT ELIJAH HOFFMAN at 647.558.0103 ehoffman@ensembleiq.com to promote your product, equipment or service here.

CANADIAN

CARWASH ASSOCIATION DIRECTORS Christopher Armena MARK VII

Morgan Arnelien ENERGY PRODUCTS, FEDERATED CO-OPERATIVES LIMITED

Jeff Beam MONDO PRODUCTS CO LTD

Domenic DiMonte CROSSTOWN CAR WASHES

Mitchell Easton CAR WASH FOR PETRO-CANADA

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Sameer Haidari – CENTRAL CANADA division Jason Kaye

BAYVIEW CAR WASH LTD.

Sean McBride CLEANING SYSTEMS INC.

Terry McGowan MOSAIC

MARCH 2020

CCA’S NEW WEBSITE AND ONLINE EDUCATION FOR MEMBERS If you have visited the CCA website in the last month, you would have noticed some fresh, new changes and improvements. Not only has the CCA’s image changed, but new offerings and benefits are being added for members. CARWACS is one of the best in-person education experiences that the CCA offers, and we know that not all of our members are able to attend in person. Last October at CARWACS Abbotsford, the CCA held their well-attended education sessions, where new and experienced operators discussed important, relevant issues to their businesses. Also part of that show was speaker Justin Salisbury from Leadership Worth Following, who is featured in this issue of Octane. Both of these sessions were recorded and are available on the website for or CCA members. As this issue is being mailed out, the CARWACS Toronto edition is taking place on March 3rd and 4th, at the Toronto Congress Centre. The CCA sessions there will be recorded and available to members in April.

Stay tuned for at least two more webinars coming this year. If you are interested in delivering or sponsoring a webinar on behalf of your company, reach out to CCA national office at office@canadiancarwash.ca

Jamie Shaw 7-ELEVEN CANADA, INC.

Karen Smith VALET CAR WASH

Tim Walker REVINMEDIA

Rudy van Woerkom BIG CITY AUTO N TRUCK WASH

NATIONAL OFFICE Director of Operations Kristen Lépine Dos Santos, CAE Accountant Ricky Nason Event Coordinators Jaime Richards Martha Feenstra Canadian Carwash Association Please note our new address: 411 Richmond Street East, Suite 200 Toronto, Ontario M5A3S5

If you could use some guidance on how to use the new website, watch our ‘Website Walkthrough’ recording which can be found on the CCA homepage.

INDUSTRY FORUM INDUSTRY FORUM DEDICATED TO SHARING KNOWLEDGE AND BEST PRACTICES IN THE CARWASH INDUSTRY

LEADERSHIP WORTH FOLLOWING IN CAR WASHING

As Leadership Worth Following (LWF) enters 2020, we have much to look forward to! The LWF Conference visits Wash U Car Wash (Chicago, IL) in March with focus on how to enhance their operations via the people. With the recent addition of Caleb Box (Super Sonic Car Wash-Missouri) and LWF consideration, Ryan Blanchard (H2GO Car Wash-California) attending, it’s an incredible reminder that there are plenty of driven individuals who aim to demonstrate car washing as an avenue for which to develop people and become greater contributors to communities!

2020 marks year two of the annual LWF Recipient awards, where three people from the car wash industry will be recognized by their peers as people who promote influential actions that result in positive outcomes. It’s particularly exciting this year because we have crafted a method to sponsor individuals and costs associated with traveling to and attending the International Carwash Association Expo!

Also, the LWF Facebook Group (search: Leadership Worth Following #LWF) is starting to catch fire with content that truly serves the people of this industry and beyond. With weekly engagement that delivers authentic tips and advice on how to address the micro-aspects of your business/ people, there is much to be revered about this unique platform!

Are you built to be a difference-maker?

Do you envision the car wash industry as something much greater than “washing cars”?

Join LWF and become the difference.

We’d love to have you

Only the best!

Justin Salisbury COO- Breeze Thru Car Wash Founder- Leadership Worth Following #LWF

CANADIAN CARWASH FOR THE CURE DAYS, MAY 7&8, 2020

In support of our charitable partner, the Canadian Spinal Research Organization (CSRO), The Canadian Carwash Association will host “Canadian Carwash for the Cure Days”, May 7th and 8th in designated carwash locations across Canada.

This cause is important to CCA because motor vehicle crashes are the primary cause of spinal cord injury. The money raised will fund ongoing research into ending paralysis caused by spinal cord injury. More information will be available on our website and sent to members in the coming months. If you would like your carwash to take part in this event, please email the CCA National Office at office@canadiancarwash.ca

CANADIAN CARWASH ASSOCIATION CANADIAN CARWASH ASSOCIATION