C&I Retailing Magazine October - November 2018

Page 1

NATIONAL CIRCULATION 22,370

OCTOBER/NOVEMBER 2018




In partnership with

14-15 AUGUST 2019

INTERNATIONAL CONVENTION CENTRE SYDNEY

SAVE THE DATES

www.candiexpo.com.au

1300 789 845


ORGANISED BY Interpoint Events Pty Ltd in conjunction with C&I Media Pty Ltd and the Australasian Association of Convenience Stores. 41 Bridge Road Glebe NSW 2037 Ph: 1300 789 845 Fax: 02 9660 4419 Email: exhibition@c-store.com.au www.c-store.com.au


CONTENTS

EDITORIAL

OCTOBER/NOVEMBER 2018

22 34 The Greatest C-store Expo

A

10 FACETIME

Sally Brown of The Handmade Food Co

14 STORE REVIEW BP Kings Way

18 AACS

AACS Expo and Gala Dinner

22 C&I EXPO ROUNDUP All the highlights

28 CATEGORY FEATURE: GIFTS AND GADGETS

Accessories and gadgets can be the gifts that keep on giving

32 CATEGORY FEATURE: CARBONATED BEVERAGES

Despite the challenges, the carbonated beverages category is anything but flat

36 CATEGORY FEATURE: HEALTH SNACKS Healthy snacks are rising in popularity and brands are taking advantage of this trend

40 PRODUCT NEWS

nother year done and dusted on the annual Convenience and Impulse Retailing Expo! This year’s expo was held in Melbourne and saw visitors from around the country attending the C&I Expo as well as the AACS Summit and Gala Dinner. The C&I Expo was chock-full of businesses and brands ready and willing to showcase their latest product developments and partner with new clients. In addition to the usual expo events, there were three new things to be aware of. Networking and Drinks Event – A cocktail function was introduced as a way for the industry to network with vendors, companies and visitors at the show. The addition of this event has brought with it the added opportunity to become a sponsor and to network on the show floor in a relaxed fashion. Business Hub – While the C&I Expo was taking place, the middle of the venue featured as a Café which doubled both as

a business meeting hub and chill out zone. The Business Hub is ideal for networking, organising meetings with show attendees and collaboration. The Future of C&I – After 27 years of successful expos in Australia, the C&I Expo is making its debut, September 2019 in Auckland, NZ. This is an incredible opportunity for the industry to encourage both individual business growth and further collaboration. In this edition of C&I, we speak to Sally Brown from Freedom Foods and read about a new BP Concept Store in Melbourne. Industry news is packed full of insights including the two winning presentations of the Peter Jowett awards – Retail: Shannon Fargher, BP, Suppliers: Matt Bluck, Parmalat. Keep reading for your usual dose of convenience industry insights! Lucy Marrett Editor

All the latest in NPD

58 INDUSTRY NEWS

Shannon Farger BP, Matt Bluck Parmalat, UK Insights, The Distributors, Vodafone

64 OPINION PIECES

Darren Park, Charles Watson, Brett Barclay

70 PETROL NEWS

Dan Armes, Dover, Habs Digital, Fuelic

79 SUPPLY FIND 6  October/November 2018 | C&I | www.c-store.com.au

Safa de Valois

James Wells

Keith Berg

Ben Curtis

Jeremy Gough


PRIME TIME

Crankt Protein Bars and Beverages Crankt Protein bars and beverages are high in protein, low in carbs and fat. The Protein Shakes are packed with vitamins and minerals as well as guarana and ginseng for natural energy and recovery. Available in five flavours including: Chocolate, Vanilla, Coffee, Choc Honeycomb and Banana. Crankt Protein Max drinks are filled with 30grams of whey protein with added guarana and ginseng for energy and recovery. Protein Max is high in protein and dietary fibre, as well as being low in carbs, fats and sugars. Available in: Choc Honeycomb, Double Espresso and Banana flavours. Crankt Protein bars are sweetened with natural stevia and are 99.5% sugar-free, low in carbs, low fat and gluten free. With over 31% protein and 1.6% carbs, the bars are available in: Choc Coconut, Choc Raspberry, Choc Caramel, Cookies and Cream, Choc Mint and Choc Peanut Butter flavours. Available to order now info@freedomfoods.com.au | 1800 646 231

Creating price labels that stand out

Cleaner, Smarter Energy This Summer

CountEasy

Kanguru is Australia’s first sophisticated energy drink, combining clean, purposeful ingredients and a great taste. Made with an effective blend of natural botanical ingredients and vitamins, and importantly no sugar, Kanguru will do more than get you over a slump. Kanguru is comprised of carefully chosen evidence-based ingredients including five natural botanicals – Korean Red Ginseng (the premium Ginseng), Yerba Mate, Guarana, Schisandra and Green Tea, as well as 6 B-vitamins, Taurine, Caffeine and natural flavours. More than 90 per cent of the caffeine is derived naturally through the botanical ingredients. Presented in a slim-line 250ml can and designed for daily consumption, Kanguru is the energy drink you won’t want to hide this summer. Now available in 800 stockists across all states in Australia. www.kanguruenergy.com.au 1800 KANGURU

Published by C&I Media Pty Ltd (A division of The Intermedia Group) 41 Bridge Road (PO Box 55) Glebe NSW 2037 Tel: 02 8586 6292 Fax: 02 9660 4419 E: magazine@c-store.com.au

No more hassles of illegible and unattractive labeling! With these office solutions for the design and printing of price tags, the retailer can display all the necessary consumer information: ingredients, prices and allergen. The Edikio plastic card printing system creates and prints durable, easy-to-clean price tags within seconds. In addition to saving time and respecting hygiene rules, Edikio solutions also offer the opportunity to rethink price tags as true marketing tools: a harmonized display, clearly legible, clean and aesthetic that reflects the professional image of a shop. Over 7000 points of sale have adopted our price tag printing solutions. Why not join them? Call us at 03 9645 6077 for a demo!

One of the largest hotel groups in Australia has overhauled their cash-handling processes, implementing a simple, cost-effective solution which is projected to deliver over $1 million in savings per annum. The simple solution, a powerful and highly accurate note & coin scale, allows tillreconciliation in less than 45 seconds, saving up to 10 minutes/ POS. Recommended by Prefect Agencies, the CountEasy Touch has transformed the cash-handling area of this business. 10 minutes/POS seems insignificant but when added up annually, the wage savings are significant especially when penalty rates are considered, since most cash-handling takes place outside of normal business hours. The cost of inefficient cash-handling is often under-estimated. Most businesses neglect this vital area in favour of more obvious cost-saving activities and yet there are few areas where a simpler solution can be implemented with a more immediate impact on profitability. Call Prefect Agencies on 07 3700 4662 to discover CountEasy for yourself.

Publisher: C&I Media Pty Ltd

Editor at Large: Keith Berg

Features Editor: Jeremy Gough

Commercial Director: Safa de Valois

Editor: Lucy Marrett

Graphic Designer: Adrian Tipper

Editorial Director: James Wells

Account Manager: Ben Curtis

DISCLAIMER This publication is published by The Intermedia Group Pty Ltd (the “Publisher”). Materials in this publication have been created by a variety of different entities and, to the extent permitted by law, the Publisher accepts no liability for materials created by others. All materials should be considered protected by Australian and international intellectual property laws. Unless you are authorised by law or the copyright owner to do so, you may not copy any of the materials. The mention of a product or service, person or company in this publication does not indicate the Publisher’s endorsement. The views expressed in this publication do not necessarily represent the opinion of the Publisher, its agents, company officers or employees. Any use of the information contained in this publication is at the sole risk of the person using that information. The user should make independent enquiries as to the accuracy of the information before relying on that information. All express or implied terms, conditions, warranties, statements, assurances and representations in relation to the Publisher, its publications and its services are expressly excluded save for those conditions and warranties which must be implied under the laws of any State of Australia or the provisions of Division 2 of Part V of the Trade Practices Act 1974 and any statutory modification or re-enactment thereof. To the extent permitted by law, the Publisher will not be liable for any damages including special, exemplary, punitive or consequential damages (including but not limited to economic loss or loss of profit or revenue or loss of opportunity) or indirect loss or damage of any kind arising in contract, tort or otherwise, even if advised of the possibility of such loss of profits or damages. While we use our best endeavours to ensure accuracy of the materials we create, to the extent permitted by law, the Publisher excludes all liability for loss resulting from any inaccuracies or false or misleading statements that may appear in this publication. Copyright © 2018 - The Intermedia Group Pty Ltd.

Average Total Distribution: 22,370 AMAA/CAB Publisher Statement Period ending 31 March 2018 PROUD MEMBERS OF:

INFORMATION PARTNERS:

October/November 2018 | C&I | www.c-store.com.au 7


NEW P&CSIVE LU C X E

CHARGING 100%

+45% GROWTH

AUSTRALIAS NO.1 BRAND

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INNOVATION TO MEET DIFFERENT CUSTOMER NEEDS

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2 Metre Charge & Sync Cable for the same price as a 1 metre – exclusive to P&C

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Wireless Charging Pad $14.99 RRP - works with iPhone 8, 8+, X and Samsung G5 and up

Lightning to 3.5mm Auxiliary Adaptor for consumers who don’t want to move to Bluetooth yet

Powerbank 4000 MAH Low value at $19.99 RRP

Sphere Bluetooth Speaker with new on trend patterns & colours

In Ear Sports Bluetooth Headphones popular with the fitness enthusiast

3 in 1 Bullet Charger from Walk n Talk – so everyone can charge in the car at the same time.

Features & benefits:

How to Execute & Maximise Sales: 1. Place in store for a minimum of 4 weeks, starting from } early December 2. Locate stand in a high traffic location in your fast lane or in / around the impulse console area 3. Ensure stock weight is replenished & always full.

TO ORDER – call our National Customer Service Team on 1300 237 425 or orders@pacificoptics.com

Full Sale or Return Prepacked No Assembly


FACE TIME

The Handmade Food Co stand at the 2018 C&I Expo

My first taste for blue chip FMCG was working for Brands On Show mechanising for Procter & Gamble, Pringles to name a few whilst I finished my University degree.”

THE TASTE OF FMCG Sally Brown GM of Sales and Marketing - The Handmade Food Co

S

ally Brown was raised on a farm in New South Wales, with her farmer parents and siblings. While initially wishing to grow up to be a nurse, Sally made her career by studying a Bachelor of Business. “My parents were citrus and cattle farmers on the Central Coast of New South Wales. I am the baby of the family, I have an older sister Brooke who now resides in the UK and my brother Scott who lives on the Central Coast. “Because we lived out of town, I attended a small school with less than 80 students, it was a real community. Weekends were spent helping out around the farm, riding horses and motorbikes. At the time my father was trying to get his father’s farm into good working order and the only times I remember venturing into town was when we were dropping off the fruit for the local markets. “I had an aunty who was a nurse, and from a young age I always wanted to follow in her footsteps, until I realised that I couldn’t deal with the sight of blood. In early high school I changed my direction, and decided that I wanted to be PE (sports) high school teacher, until I took a GAP year in the UK and worked in a high school teaching ‘sports’. Controlling a room full of 14 years olds what not a skill I had at the age of 18, I quickly came home and changed my University degree to Bachelor of Business.

10  October/November 2018 | C&I | www.c-store.com.au

“From there I completed a Bachelor of Business, majoring in Management and Marketing at the University of Newcastle. Looking back I think they were some of the easiest days of my life, I remember struggling to get out of bed to make an 8am tutorial. “My first job was in Brumby’s Bakery in The Junction Newcastle which I worked at during uni. I quickly showed that I was a responsible employee and managed the 5am daily opening - or was it that no one else wanted the early morning shift? Through this position, I learnt about franchising and was trained extensively in customer service. It was a great building block to support my leap into fast moving consumer goods (FMCG). My first taste for blue chip FMCG was working for Brands On Show mechanising for Procter & Gamble, Pringles to name a few whilst I finished my University degree. “I have been very fortunate to work for some amazing companies who have empowered me to think differently, develop as a leader and collaborate in cross-function teams which, in turn have helped me grow both personally and professionally. I spent 13 amazing years at Mars. In the Snackbrand division (now known as Chocolate), I held various roles asTerritory Manager Grocery, National Account Manager-


FACE TIME Metcash and then I moved to the Food division as In Market Manager, National Account Manager- Woolworths, National Account Manager- Foodservice/ New Business and Project Lead for Promax Implementation. I was given an opportunity to lead the P&C and Foodservice Channel at Mrs Mac’s and for two and a half years the team won multiple awards across the industry, for their passion and dedication to the customer and most importantly the consumer. “Following on from Mrs Mac’s, it felt like the natural fit for me to move into another family owned business (The Handmade Food Co.) with a passion to provide consumers with busy lifestyles with a quality meal solution. I feel very proud to be working for a business that manufacturer in Australia and that buys local ingredients! The Handmade Food Co. is a leading food manufacturer based in Brisbane, making sandwiches, wraps and croissants daily with a brand that consumers trust. Our ‘Every Day Café’ brand range is created with years of experience in the cafe

Bonnie, Warren, Sally and Angus

Angus and Billie the Blue English Staffy

market and draws on world inspired flavours and traditional recipes- it all about ‘Good Honest Food’. “It’s exciting to be a part of the leadership team of a great family owned business to steer future growth. The Australian consumer has grown up with the sandwich, it’s a popular snack or meal during the day and The Handmade Food Co. are taking the sandwich to the next level. “I am very blessed to have a very supportive husband Warren and two healthy children- Bonnie, ten years old and Angus who is seven. On the weekend we spend time attending all the dancing classes and soccer games, we like to get outdoors bike riding, going to the beach and on the long weekends we like to sneak away to the country and camp- no phone reception, ugg boots and a fire. We have a much loved puppy Billie who is a six month old Blue English Staffy, who is more excited to see me at the end of the day than the children. It took me many years to give in to getting a dog; however she brings unconditional love to each of us. “Over the next five years, I plan to continue to learn and grow both personally and professionally. I love the food industry and I am excited to be part of change that it brings to convenience. Consumers fascinate me - how they purchase, what they consume and how they think and by understanding this and looking at the trends in other markets we can really explode the on the go meal options in the Australian market. The Handmade Food Co. team are passionate, dedicated and driven individuals. Our aim is to deliver the best service to our customers, by providing insights and a clear vision to deliver sustainable growth. It's mind blowing if I think what we ‘could be’ in the next five years. C&I

Advice for retailers: Food provides your store with another reason for consumers to visit and will bring new consumers. Ensure you have a breadth of range to ensure you tap into the consumers need. The Handmade Food Co. can provide a wide range of Sandwiches, Wraps, Toasties, Croques Toasties, Turkish and Premium Ciabatta products to fulfil these needs. By providing them with a quality offer, you will be become a destination for food, and will drive other purchases across the store.

Advice for suppliers: We need to be more strategic and think across categories (not in silos) to provide the consumer with an offer that will drive value and loyalty.

October/November 2018 | C&I | www.c-store.com.au 11


Dataful mobile plans

Belong SIMP can either s back.

Swipe

75% margin available through epay and Afterpay Touch retailers


Belong Mobile SIM cards can now be transacted through epay and Afterpay Touch retailers. Similar to gift cards, Belong Mobile SIM cards are activated with the specified value at point of purchase which means retailers are not required to purchase the stock upfront.

Retailer step-by-step guide Retailer step-by-step Retailer Retailer guide step-by-step step-by-step guide guide Retailer step-by-step guide

Ordering Belong mobile SIM cards

Product Introduction Product Introduction Product Product Introduction Introduction Product Introduction

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Belong SIMPOSA products work for all epay retailers. You Product Introduction can either swipe the card or scan the code on the swipe can can theeither card either swipe orswipe scan the the the card card long oror code scan scan on the the the long longlong code code on onthe the can either swipe the card or scan the long code on the back. back. back. Processing a Belong SIM through a back. Belong SIMPOSA products work Mobile for all epay retailers. You can either swipe the card or scan the long code on the physical epay terminal On the back of the you card, On the back side ofOn the On the card, the back back you side side ofside of the the card, card, you you back. On the back side of the card, you can either: can either: can can either: either: can either: On the back side of the card, On the back side ofthe the card, you • on Scan long barcode on the • Scan the long barcode •you •either: Scan Scan the the long long barcode onon the the can • the Scan thebarcode long barcode on the can either: bottom of the card bottom of the card bottom bottom ofof the the card card bottom of the •• Scan the long barcode oncard theon Scan the long barcode or or oror of bottom orthe card •bottom Swipe the magnetic the of the card or strip. • Swipe the magnetic • •or Swipe strip. Swipe the the magnetic magnetic strip. strip. • Swipe the magnetic strip. •• Swipe the magnetic strip. Swipe the magnetic to bring up the screen menu to bring up the screen toto bring menu bring up on up the the screen screen menu menu onon on to bring up the screen menu on to bringepay up theterminal. screen menu on strip to bring up the screen epay terminal. epay epay terminal. terminal. epay terminal. epay terminal.

Ordering Belong mobile SIM cards Afterpay Touch merchants already ordering gift cards through Blackhawk can order stock via SIM Connect and Pacific Optics. If you haven’t ordered Blackhawk card stock in the past, please complete the Blackhawk Merchant application form on the Afterpay Touch Website (www.afterpaytouch.com/e-services-portal). Afterpay Touch will then enable the sale of Blackhawk products, including Belong SIM cards. You can then order stock via SIM Connect and Pacific Optics.

Processing a Belong Mobile SIM through Touchpoint Enter your operator ID to access the Main Menu

menu on epay terminal.

Swipe

Swipe SwipeSwipe Swipe

Scan

Then simply follow the prompt Then simply follow the prompt on Then simply follow the Then Then prompt simply simply on follow follow the the prompt prompt onon on Then simply the prompt on Scan Scan the terminal screen to follow proceed. Then simply follow the the terminal screen to proceed. Scan ScanScan the terminal screen the tothe proceed. terminal terminal screen screen to to proceed. proceed. the terminal screen to proceed.

To start, tap the “Gift Cards” button on the Main Menu

prompt on the terminal to proceed. Screen Flow screen on the Terminal

Screen Flow onTerminal the Terminal Screen Flow on the Screen Screen Terminal Flow Flow on on the the Terminal Screen Flow on the Terminal Screen flow on the Terminal

Swipe your Belong Card on the Home Screen

Press Yes (XX indicates denominations)

Press Yes when payment is approved (XX indicates denominations)

For more information on your epay terminal contact: epay Customer Service 1300 301 408 or visit www.epayworldwide.com.au

Processing a Belong Mobile SIM through an integrated point-of-sale system Retailers with an integrated point-of-sale system will need For more information on your epay terminal contact: For more information on your epay Forterminal For more more information contact: information on your on your epay epay terminal terminal contact: contact: Customer Service 408 epay For more information on1300 your301 epay terminal contact: to follow the same process toCustomer transact gift cards. Service they 1300 301use 408epay Customer Service Service 1300 1300 301301 408408 epay Customer epay visitCustomer www.epayworldwide.com.au or Service 1300 301 408 epay www.epayworldwide.com.au www.epayworldwide.com.au or visit www.epayworldwide.com.au or visit or visit or visit www.epayworldwide.com.au

For more information on transacting a Belong SIM through an epay terminal please contact their friendly customer service team on 1300 301 408 or visit www.epayworldwide.com.au

To activate a Belong SIM, you will need to swipe the magnetic strip, type its unique number or scan the barcode. Then tap “Next”

Processing a Belong Mobile SIM through a physical terminal 1. Select sale on the terminal and enter your operator code 2. Select ‘Gift Cards’ 3. Scan or Swipe the SIM (it may vary for different products) 4. Collect the money from the customer 5. Confirm the sale on the terminal to activate 6. Pass the terminal receipt and Belong SIM to the customer For more information on transacting a Belong SIM through an Afterpay Touch terminal please contact their friendly customer service team on 1300 286 824

Contact your Telstra distributor for more information SimConnect 1300 378 390 or Pacific Optics 07 5631 1090.


FEATURE STORE REVIEW

BP’S GOLDEN OPPORTUNITY BP Kings Way is in a prime location and recognised it’s golden opportunity to transform it into a concept store.

W

hen one of its older sites in Melbourne was slated for a complete rebuild, BP immediately recognised it had a golden opportunity to create a concept store that would offer a glimpse into the future of petrol and convenience retailing in this country. While existing stores can be renovated and refitted in an effort to meet changing customer expectations, building something from scratch offered a chance to really embrace all the new trends in the industry and to explore a totally new approach. An awful lot of research and planning then went into the creation of BP Kings Way in a prime site in the Victorian capital, and early indications are that all the work has paid off. Since the site re-opened in early August, it has earned rave reviews from customers and sales have been strong. “We know how important it is to lead the charge with customer expectations, which is why we have employed the best-in-class team with global expertise to bring BP Kings Way to life, and introduce the next phase of retail convenience,” said Brooke Miller, Vice President Sales and Marketing, BP. “Innovation is one of our key drivers, particularly when it comes to giving our customers time back in their day – urbanisation is increasing rapidly, and we’re focused on providing time-pressed, urban 14  October/November 2018 | C&I | www.c-store.com.au

shoppers the flexibility to buy what they need, when they need it, and in a location that is convenient to them.”

Customers are increasingly time pressed and at BP we’re committed to delivering a fast in-and-out experience.”

Sitting in a flagship location on a busy Melbourne arterial road surrounded by corporate offices, high-density apartment living and new developments, BP Kings Way was the ideal site for BP to launch its concept store, and to test its best ever in-store and café offers. Having decided the old premises on the site had reached its sellby date, the old store and fuel systems were completely removed, the land was remediated, and the new store built. The new BP Kings Way has been meticulously designed to provide an easy experience for customers with varying needs. Self-service kiosks allow in-a-hurry customers to pay for their petrol or pick up a quick snack or drink and get back on the road quickly. However, the store also encourages those with a bit more time to linger. There is always a trained barista on site to make quality coffee, there are four seats inside and three seats outside for customers to use, and both WiFi and electric charging spots are available. The overall size of the site is not huge, but the shop itself covers approximately 250m2. On the forecourt, there are six lanes dispensing the full suite of BP quality fuels; Unleaded 91, Unleaded 95, Ultimate Unleaded, and Ultimate Diesel.


STOREFEATURE REVIEW There are five car parks in front of the shop, and there is also a dedicated disabled car park, and an area for cyclists to lock up their bikes. Kings Way operates 24 hours a day, seven days a week with a dedicated manager, and a staff of more than 10 working on a roster system. All team members have been recruited based on their food, hospitality and customer service skills. With customers eating on the go more frequently and planning their meals in advance less and less, BP saw food as an important opportunity at Kings Way. With the notion of three seated meals a day and an hour of grocery shopping on the weekend no longer holding for busy Australians, the company made offering ‘Food for Now, Food for Later’ part of its customer mission. The extended food offer at Kings Way includes pastries and bagels baked in store, as well as healthy items such as protein-packed chia bowls, granola bowls and yoghurt. There are also sandwiches, wraps and salads ready to eat in store, or to be taken back to the office, apartment or car. Ready-made meals can also be bought to be taken away and heated up later. BP says the expanded food and coffee options are targeted at urban dwellers, while its pies and pasties remain popular with core customer groups. As well as quality hot coffee, nitrogen-infused cold brew is available on tap. BP Kings Way says customers are interested in new coffee brewing methods and its Nitro Cold Brew coffee tastes great, is easy to serve, and can save in-a-hurry customers time. With Australians increasingly doing their grocery shopping via multiple smaller shops, BP Kings Way also has an extensive grocery section, selling everything from milk and nappies to

sauces, meal kits and party supplies. The store’s interior is modern and fresh, and facilities such as an ATM, money transfer, and Hubbed parcel service are also available. While giving today’s busy customers what they want in terms of product is important, so too is delivering it to them efficiently. Customers in a rush can use the BPme app to pay for fuel from the comfort of their own car and Kings Way is already one of BP’s top 10 sites for the use of the app. The store also has two selfserve kiosks in the store. Customers can simply enter their fuel pump number, scan any shop items, swipe their Velocity card and then pay by card. BP says the self-serve kiosks and the BPme app ensure customers with a little more time don’t hold up those customers who are in rush. It says this makes browsing a more relaxing experience as customers are less pressured by the idea of losing their spot in the queue.

We know how important it is to lead the charge with customer expectations, which is why we have employed the best-in-class team with global expertise to bring BP Kings Way to life.”

“Customers are increasingly time pressed and at BP we’re committed to delivering a fast in-and-out experience,” said Adam Arnold, GM Marketing & Retail Innovation, BP Australia. While it is still very early days, customer feedback on the Kings Way store has been overwhelmingly positive, with particular praise given to the way the new layout makes the store so easy to use, and the friendly service. With the feedback relating to the suite of products, services, digital and operational innovations in place at Kings Way has been highly encouraging, BP says the quest for the ultimate store is nevertheless an ongoing one. It says it will continue to learn from its experience at Kings Way as it looks ever further into the future, and endlessly seeks ways to improve what it offers its customers. C&I Cold brew coffee on tap

Self-serve stations

The in-store cafe

October/November 2018 | C&I | www.c-store.com.au 15


The peak body for the Australian Convenience Store industry, celebrating over 25 years of working for the industry.

AACS: EVENTS • AACS supplier round table meetings • AACS State of the Industry Report launch • AACS Convenience Leaders Summit • AACS Gala and Awards Dinner • AACS Education • AACS CEO Forum • AACS Overseas Study Tour • AACS Peter Jowett Industry Award • AACS Women in Convenience program • AACS weekly e-newsletters

Established in 1990, the Australasian Association of Convenience Stores (AACS) is the peak body representing the interests of the retailers, suppliers, distributors and employees in Australia’s convenience industry. AACS takes its responsibility to be the voice of convenience in a crowded political and media

landscape seriously. From independent stores to larger franchise or corporate networks, AACS advocates for everyone in the convenience industry. Convenience stores understand the need to innovate, to create new and compelling ways to engage with their customers, and prioritise above all else a convenient, positive service

experience. The comprehensive suite of AACS programs has been designed to empower convenience professionals to fulfil their potential. To enjoy the diverse benefits of AACS membership, contact AACS CEO Jeff Rogut on jeff@aacs.org.au for more information. Visit www.aacs.org.au.



The Gala Dinner set up

Food on the Go winner Patties, Matt Dodson and Jeff Rogut

AACS ANNUAL AWARDS WINNERS TAKE A WELL-EARNED BOW The industry’s night of nights certainly didn’t disappoint.

The AACS Gala Awards are a great way to remind ourselves of the talent and innovation that’s driving our industry forward”

O

ver 650 leading lights in the Australian convenience industry came together at Crown in Melbourne to celebrate the inspiring achievements of the top retailers, suppliers, stores and up-and-coming talent in convenience at the AACS Gala & Awards dinner. This year’s Retailer of the Year was BP Australia and the Supplier of the Year award went to PepsiCo. The Store of the Year awards went to The Foodary at Tullamarine (company operated) and BP Urbanista at Condell Park (franchise/independent). Top individual honours went to Shannon Fargher of BP and Matt Bluck of Parmalat, who picked up the coveted AACS Peter Jowett Convenience Industry Awards for retailers and suppliers respectively. Deborah Ruka of Caltex was named the AACS Woman of the Year. AACS CEO Jeff Rogut said the Convenience Leaders Summit and Gala Awards celebration were especially poignant this year, which has seen the convenience sector elevated to the front of the public conscious. “The AACS Gala Awards are a great way to remind ourselves of the talent and innovation that’s driving our industry forward,” Mr Rogut said. “Convenience stores have been in the headlines of late as victims of crime, but we won’t be defined in this way. Ours is a dynamic industry filled with people of great thinking and real action, and our award winners each exemplify the spirit of convenience in Australia.

18  October/November 2018 | C&I | www.c-store.com.au

“In particular, the commitment to innovate and find new and exciting ways to attract and serve customers is consistent across this year’s winners and finalists. Customer service is at the core of what we do, and ensuring we do this in the most convenient way possible, delivering an experience that communicates our value proposition, is the true value of convenience. “Congratulations to all this year’s winners and runnersup, and thank you to the industry for getting involved in our Convenience Leaders Summit and Gala Awards,” he says C&I

Supplier of the Year, The Distributors

An Elvis impersonator was the entertainment for the night


AACS AWARDS – ALL WINNERS BY CATEGORY

A full list of this year’s AACS Awards winners is below. To ensure the best and fairest outcome, the awards for retailers were judged by suppliers and vice versa. Stores award entries were nominated by retailers and then judged through a team of mystery shoppers against set criteria.

AND THE AWARD GOES TO…. AACS SUPPLIER AWARDS

AACS RETAILER OF THE YEAR Finalists: AA Petroleum, BP Australia, 7 Eleven Winner: BP Australia

BEVERAGES Finalists: Coca-Cola, Frucor Suntory, Lion Dairy & Drinks Winner: Frucor Suntory

AACS PJ INDUSTRY AWARD Finalists: Retail Anthea Tsaousis, BP Shannon Fargher, BP Samantha Ngan Kee, Caltex Finalists: Suppliers Matt Bluck, Parmalat Samuel Bennett, Optus Sean MacKay, Philip Morris Winners: R etail: Shannon Fargher, BP Supplier: Matt Bluck, Parmalat

DISTRIBUTORS Finalists: Metcash, The Distributors, PFD Foods Winner: The Distributors SERVICE PROVIDER Finalists: IRI, Convenience Measures, Shopper Tracker Winner: Convenience Measures GROCERY & GM Finalists: Pacific Optics, Repco Winner: Pacific Optics SNACKING Finalists: PepsiCo, Peters, Snackbrands Winner: PepsiCo TELECOMMUNICATIONS Finalists: Optus, Telstra, Vodafone Winner: Vodafone

Jeff Rogut Chief Executive Officer Australasian Association of Convenience Stores Ph: +61 467 873 789

FOOD ON THE GO Finalists: Mrs Mac’s, Handmade Food Co., Patties Foods Winner: Patties Foods

CONFECTIONERY Finalists: Mondelez, Stuart Alexander, Nestle Winner: Stuart Alexander

FURTHER INFORMATION:

MEDIA ENQUIRIES: Stephen Naylor Wise McBaron Communication Ph: +61 (2) 9279 4770

AACS WOMEN OF THE YEAR

RISING STAR FINALISTS Finalists: Bethany Franklin - BP, Erin Beilharz Schweppes, Sabrina Bayer - Frucor Beverages Winner: Sabrina Bayer, Frucor Beverages STORE OPERATOR OF THE YEAR FINALISTS Finalists: Kathy Bright - BP, Kerri Charlton - APCO, Rebecca Smith - BP Winner: Kerri Charlton, APCO WOMAN OF THE YEAR FINALISTS Finalists: Tracey Janson - Philip Morris, Deborah Ruka Caltex, Sylvia Laible - BP Winner: Deborah Ruka, Caltex

TOBACCO Finalists: Philip Morris, Richlands Express, Imperial Tobacco Winner: Philip Morris

AACS STORE AWARDS

MAJOR RETAILER COMPANY OPERATED STORE OF THE YEAR Finalists: 7-Eleven - Brisbane, APCO - North Geelong Winner: The Foodary - Tullamarine MAJOR RETAILER FRANCHISE / INDEPENDENT STORE OF THE YEAR Finalists: 7-Eleven – Lithgow, Westside Petroleum Bundanoon Winner: BP Urbanista – Condell Park AACS SUPPLIER OF THE YEAR Finalists: Coca-Cola, Frucor Suntory, PepsiCo Winner: PepsiCo

Mr Rogut addressing the dinner guests

October/November 2018 | C&I | www.c-store.com.au 19




EXPO ROUNDUP

EXPO ROUNDUP

The C&I Expo hit the ground running for another year, this time in the colder Australian city of Melbourne with show sponsor Kanguru Energy Drink

A

s the C&I team set up and got ready to begin the Expo, a wide range of petrol and convenience related companies bumped-in, and began building their stands. People in high-visibility vests donned the Expo floors as the room filled with banners and display stands. In partnership with C&I, the AACS Summit kicked off day one of the Expo, with CEO Jeff Rogut speaking about the last twelve months across the convenience sector. Mr Rogut also spoke of the various industry events that had taken place over the last year including the AACS Peter Jowett Awards, Women in Convenience and the annual State of the Industry report (SOI). Following the AACS Summit, the doors to the Expo opened and visitors were welcomed inside with showbags filled with products and samples from companies attending the Expo, as well as the prospect of new businesses and products to get involved with. Brands who contributed to the showbags included: • Eastrade International • Liquefy Health • Metcash Food & Grocery • Nippy’s • PeleGuy Distribution • Remedy Kombucha • Sanitarium Health & Wellbeing • SI Retail Pty Ltd • Vodafone Australia 22  October/November 2018 | C&I | www.c-store.com.au

WHAT THE EXHIBITORS HAD TO SAY Renee Rogers from Freedom Foods: “C&I Expo was great exposure for Freedom Foods group to be able to showcase our range and especially our new brand Crankt. It’s rare to have all of the industry leaders under the one roof and be able to showcase your brands”. Shaun Robertson from Schweppes: “Schweppes were excited to be a part of the 2018 C&I Expo, engaging with retailers and being an integral part of the two day event. It was great to see a lot of interest from both retailers and the general public alike in the evolution of the channel, signalling a positive outlook for Convenience retailing”. Sally Brown from The Handmade Food Co: “It is a great way to showcase our brands and to help retailers understand how to win with consumers in the food category”. Hayden Connolly from Carman’s: “The C&I Expo is always great for Carman’s and this year was no different. It was the perfect opportunity to connect with the customers and share our range with them”. Theo Foukkare from Pacific Optics: “The C&I show is a great platform or us to showcase all of our NPD, further develop relationships with our trade partners & network with the all important Independent Retailers. This industry event, combined with the AACS Leaders Summit & Gala Awards night is marked in our calendar for 2019 already, see you there”.


EXPO ROUNDUP Scott Gibbons from Vodafone: “The expo was a great chance to catch up with retailers, suppliers and work collaboratively on driving innovation in the P&C category”. The sales team from Robern Menz: “This was the first year that we have exhibited at C&I and we found it was a great opportunity to showcase our product portfolio to the petrol and convenience channel. It was great interacting with potential customers and other suppliers”. Karla McClelland from JDE Coffee: “This was JDE’s first C&I Expo and we were very pleased with the turnout of customers that attended and the interaction and positive feedback for our new product, Moccona Ice Brew. The C&I Expo was a great event that allowed us to establish new relationships and we look forward to attending next year”.

We decided to partner with C&I to launch Kanguru. The partnership with C&I allowed us to reach thousands of retailers and inform them about our exciting new product.”

Kanguru’s Founder, Chairman and CEO, Dr David Kitchen said that the 2018 C&I Expo was a terrific platform to launch his new energy drink, Kanguru to trade. “We decided to partner with C&I to launch Kanguru. The partnership with C&I allowed us to reach thousands of retailers and inform them about our exciting new product.” “After four years and nearly 2,000 samples, it was exciting to see the product come to life at the expo and within the C&I publications,” he said.

October/November 2018 | C&I | www.c-store.com.au 23


EXPO ROUNDUP

The doors to the Expo opened and visitors were welcomed inside with showbags filled with products and samples from companies attending the Expo.”

NEW PRODUCTS LAUNCHED AT THE EXPO Balfours Balfours has introduced new 70g Pink Iced and Choc Iced donuts (RRP $2.20). Also recently introduced for P&C retailers is the Cheese Banger – a Barossa Valley cheese Kransky sausage in hand-wrapped pastry which has been launched alongside the new Chilli Banger (RRP $5.50).

VR Distribution VR Distribution has obtained the license for Duff Energy Drinks and Duff Mints for Australia and New Zealand. The Duff Energy Drinks will be manufactured in Victoria and are available nationally for the P&C market. The orange-flavoured drink is packaged in a 375ml can (RRP $4.80) and the Duff Mints are in a 20g tin (RRP $4).

Remedy Kombucha Remedy Kombucha have recently added two flavours to the range – Ginger Berry as well as Lemon, Lime & Mint. The best-selling flavours in the P&C channel continue to be Ginger Lemon as well as Raspberry Lemonade.

My Muscle Chef The ready-to-eat meal solutions category is growing and My Muscle Chef has entered the market with a range of meals that are higher in protein and more nutritionally balanced than other products on the market. The best selling product in the range is Malaysian Satay Chicken and all products in the range have an RRP of $9.95 and a shelf-life of between 10-16 days from production.

The audio-visual network is located above the bowsers broadcasting an array of content: weather, entertainment, instore offers/promotions or any other content specific to your needs. This is an innovative, no-cost solution that transforms the forecourt with content that informs and entertains customers DART (Digital outdoor Audience in Real Time) VMO’s proprietary audience measurement tool records 89% audience engagement with the network.

Ingham’s Karage Chicken Bites Karage Chicken Bites are tender; bite sized chicken pieces, coated in an authentic Japanese style crunchy coating. Easy to prepare – just heat and eat! Provided in consistent portion sizes to manage food costs with no artificial flavours, colours, or preservatives. The Ready to Eat Chicken Schnitzels are coated in a crunchy golden ciabatta style crumb. Already cooked through, they are the convenient and consistent solutions to serve in a salad, in a wrap, or in a baguette, simply heat and serve. Individually frozen for convenience with no artificial flavours, colours, or preservatives.

Secure Intelligence Solar Reviewmyenergy.com is the latest product from Secure Intelligence Solar. It allows customers to take control of increases in their energy bills for only $17 per bill. The system is available for both businesses and consumers, with the potential to save up to $6000.

Schweppes

Haribo

Schweppes have two new offerings including G2 Gatorade and Raspberry Pepsi Max. The G2 is available in three flavours, each with less than 2% sugar. The Raspberry Pepsi Max is the newest edition Pepsi flavour extension and is available now in a variety of bottle sizes and cans.

With consumers demanding convenient packaging to meet lifestyle changes, the need to develop and introduce new pack formats to meet the “On the Go Trend” is a challenge. Haribo, through its global supply network, has just introduced two of its most popular Jelly confectionery products in a travel cup format.

VMO VMO On-the-go (VMO OTG) is Australia’s leading petrol and convenience digital network with over 3,300 screens across 575 locations, engaging 15M customers monthly.

24  October/November 2018 | C&I | www.c-store.com.au

The products being introduced in the travel cup from July 2018 are Goldbears 220gm and Starmix 190gm, offering retailers a point of difference to standard bag format Jelly Confectionery. The 2 SKUs are now available for ordering through all confectionery wholesalers.


FEATURE

Kez’s Kitchen If you love Kez’s Kitchen’s Florentines then now you can snack on a bite size version while you fly! Qantas will soon be serving these perfect snack size Dark Chocolate and Almond Florentine Bites on its Domestic menu.

Haribo, through its global supply network, has just introduced two of its most popular Jelly confectionery products in a travel cup format.”

Be Ready 2Go Answering the need for ready-to-drink products, Performance Inspired joined forces with a natural juice company to formulate a protein drink that is both delicious and functional. The result? Ready 2GO Protein: A delicious Whey Protein Isolate (WPI) infused filtered water boasting 16 grams of protein and 110mg of potassium, with 100 or less calories.

Future Bake Australia Convenient on-the-go health snacks, the single serve Start Me Up cookies are full of green nutrition to boost and sustain energy. The Melbourne based manufacturer of premium snack foods is launching the range with four distinctive and amazing flavours – Buckinis Cranberry, Peanut Butter, Turmeric Latte and Chocolate Chip. C&I October/November 2018 | C&I | www.c-store.com.au 25


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GIFTS & GADGETS

OPPORTUNITY KNOCKS Accessories and gadgets can be the gifts that keep on giving

The march of technology and the arrival of a wider range of affordable and small footprint gadgets and gizmos means the channel is more suited to satisfying this demand than ever before.”

T

he convenience landscape is an ever changing one, and stores are having to continually evolve as they seek fresh ways to stay profitable in the face of new challenges and new competition.

While significantly improving the food offer has been the most noticeable way operators have adapted to survive, there have been plenty of other examples of them adopting innovative strategies to try to cope with the sales drop-off in some categories. One area which most certainly represents an opportunity is increasing sales of gifts and gadgets. The march of technology and the arrival of a wider range of affordable and small footprint gadgets and gizmos means the channel is more suited to satisfying this demand than ever before. Specialised Petrol and Convenience Buying and Retail Development Group, United Convenience Buyers (UCB), says the role of gifts and gadgets has never been more relevant for C-Stores. “There’s an oft quoted statistic that 6% of shoppers wait until the very, very last moment to buy that special someone a gift,” said a UCB spokesperson. “If that’s true, C-Stores can play a role in ensuring no one has an excuse for not giving a thoughtful gift.” Social networking sites such as Facebook are creating greater awareness of upcoming gift giving occasions and, at the same time, technology is changing the category. Consumers across all ages and demographics are now reliant on being connected

28  October/November 2018 | C&I | www.c-store.com.au

to their devices, making tech accessories excellent products for modern convenience and impulse stores to stock. They also traditionally deliver high dollar margin returns per unit and thus drive overall shop profitability. According to the AACS state of the industry report, sales of mobile accessories have grown by more than 20% in the last couple of years. “Wearable technology is becoming commonplace for consumers, with Bluetooth headphones for example, leading the charge in becoming sleeker and less obtrusive,” said a UCB spokesperson. “With C-Stores playing a larger and more frequent role in shoppers active lifestyles, it’s no secret that having a broad assortment of on the go gadgets, is a must have.” As with all categories, the relative success of gift items is to some extent dependent on the exact location of the store and the demographics of the customers. For stores in the city where there are lots of offices nearby, extra products like HDMI cables and powerboards are good sellers. On the other hand, stores located near apartments might find audio cables and Bluetooth earphones for jogging prove particularly popular. Pacific Optics is a company that offers a wide range of gifts and gadgets, including activity trackers, smartphones, powerbanks, Bluetooth enabled products, die cast cars, plush toys, licensed collectible toy ranges, and outdoor beach products. It says that every store is different and so working


GIFTS & GADGETS with a trusted supplier is an important way for operators to learn what is right for them. “Gifting in the toys and promotional category needs to be judged based on the consumer breakdown for the store, which will then drive the range,” said Theo Foukkare, Pacific Optics General Manager - Sales. “Getting this range right can deliver upwards of $1000 retail sales per month for an average store.” Eastrade International, which sells a wide range of electronic accessories, says operators need to talk to their customers and to fully understand their needs and habits. “The statistics tell us 88% of the Australian population now owns a smartphone but the vibe at the moment feels more like 95%,” said Eastrade International Marketing Director, Hongshin Tan. “That is to say that 88% of customers walking into the store are potential customers.” Mr Tan says convenience stores must have a mobile accessories range available to cater for all mobile devices in the market. These should include wall chargers, car chargers, portable chargers, earphones, USB cables, travel adapters and so on. “Phone chargers, cables and travel adapters are among the most common emergency purchase in the general merchandise category,” he said. “And it’s not just emergency purchases … an average person now has at least two mobile devices, so it’s a no brainer to have a few more at home and charge wherever you want.” Of course, other channels are also well aware of the potential of the booming gifts and gadgets category, but convenience does still have a few competitive advantages. The edge the channel has in

attracting busy, connected customers is that convenience is really a way of buying time. Frantic office workers or active people seeking to maximise their leisure time don’t necessarily want to go all the way to a JB Hi-Fi or Telstra shop just to buy a USB cable. They are increasingly expecting that convenience stores will stock the mobile accessories they need, and this is why operators need to ensure they do their research and get their ranging right. While convenience cannot stock the range of tools that bigger stores can, nor compete on price with items that can be bought in electronics shops, what it can do is offer ease of purchase and convenience on the go for any forgetful customers who need

Phone chargers, cables and travel adapters are among the most common emergency purchase in the general merchandise category.”

October/November 2018 | C&I | www.c-store.com.au 29


GIFTS & GADGETS

Mobile accessories are among the most expensive items of merchandise for convenience stores to stock, so it is also sensible for stores to present them at a location where staff can keep an eye on things and reduce the risk of theft.”

be positioned with telco to drive companion purchases; and new tech accessory lines can be put within arm’s reach of the front counter to drive impulse sales. Obviously, gift products sell particularly well on certain occasions. While birthdays may be scattered throughout the year, operators can really focus special attention on the category when events like Christmas, Father’s Day, or Mother’s Day roll around. The holiday travel period is also very important for tech, and gadgets and gifting. Pacific Optics says sales of tech accessory and pre-paid handsets can grow by 50-60%, whilst gifting of toys can double or triple in sales in these periods – if stores have the right range.

to find a quick last-minute present. In the P&C channel, the impulsive nature of ‘need-it-now’ for immediate use is the key differentiator, particularly with accessories for smart devices or tech gadgets. Many customers are willing to pay extra for the convenience factor, the ease of purchase, and just to be freed up from gift shopping duties to do other things. Eastrade believes that, with the wealth of online knowledge and access to online prices, customers are getting smarter and smarter so they really know the value of the product. Stores can place product around the cashier area, or the queue area, to help boost sales. Mobile accessories are among the most expensive items of merchandise for convenience stores to stock, so it is also sensible for stores to present them at a location where staff can keep an eye on things and reduce the risk of theft.

AT A GLANCE • It is an oft quoted statistic that 6% of shoppers wait until the very, very last moment to buy that special someone a gift • Social networking sites such as Facebook are creating greater awareness of upcoming gift giving occasions such as birthdays and special one off events • Convenience stores must have the main mobile accessories range available to cater for all mobile devices in the market • Convenience store customers are commonly in a hurry, and they need to be reminded of the offer and it needs to make an impact

Eye catching packaging can help attract customer interest, and clever use of point of sale material and stands and counterstands can also gain attention. Companies like Pacific Optics have a suite of display solutions that have been developed to suit all different types of store configurations. These will include traditional off-location floor stands, wall solutions, gondola toppers, side gondola wing options, and counter stands. Display stands will feature point of sale material to communicate the feature and benefits, pricing and, in some cases, product segmentation – to help the customer shop the display. The basics are true whether a store is selling mobile phone accessories, gift cards, or sunglasses. Convenience store customers are commonly in a hurry, and they need to be reminded of the offer and it needs to make an impact. Theo Foukkare from Pacific Optics says operators shouldn’t be afraid to challenge the layout status quo. “Maximising telco and tech accessory sales is about taking risks, consistently showcasing new products and innovation, creating impactful displays in high impulse areas to grab your customers’ attention and being consistent,” he said. “Stores shouldn’t half create a display – they should build a category home, offer a complete range, and always maintain maximum stock weight.” Category adjacencies can also play a role in maximising the opportunity. Pacific Optics believes that tech accessories should

30  October/November 2018 | C&I | www.c-store.com.au

Operators need to think about the sort of items that might sell well around these occasions, and then ensure that they are adequately stocked; that the products are well presented; and that their presence is adequately communicated to the customer. Stores should prepare for special occasions well in advance, and it has been shown that bundling all of potential gifting products into one module will reap strong sales results. Of course, confectionery can also get in on the gift action with special presentation boxes and themed products. For example, the Jelly Belly Candy Company has just partnered with Warner Bros. to introduce a new range of chocolate and gummi confections inspired by Harry Potter. These include new chocolate wands, chocolate house crests, and both chocolate and gummi creatures, as well as Chocolate Frog collectible cards, and a new Bertie Bott’s Every-Flavour Beans Gift Box. The company is also set to debut its latest edition of the BeanBoozled collection of jelly beans, a challenging mixture of delicious or disgusting flavours which come in formats including a Spinner Gift Box. Stocking a varied range of gifts and gadgets can then make a store more interesting and help persuade customers to stay and browse and, of course, to spend. As convenience and impulse outlets evolve to cater to a wider range of demands, customers are increasingly expecting to find those last-minute gift solutions on the C-Store shelves. In a world where so many traditional sales powerhouses are in decline, operators who don’t stock a decent range of gifts and gadgets may well be left counting the cost. C&I * Convenience and Impulse Retailing would like to thank Pacific Optics, Eastrade International, United Convenience Buyers, Convenience Measures Australia, and the Jelly Belly Candy Company for supplying information for this article.


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CARBONATED BEVERAGES

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FULL OF FIZZ Despite the challenges, the carbonated beverages category is anything but flat

hile the health and wellness trend has propelled a cluster of new drinks towards the front of the convenience store fridge in recent years, carbonated beverages have fought hard to retain their market share. According to Convenience Measures Australia, Carbonated Soft Drinks (CSDs) still represent 26% of all ready-to-drink baskets, with cola representing 73% of those sales. The secret to the category’s ongoing success has been its willingness to evolve, and it will have to continue to do so as it faces up to further challenges. The growing numbers of reduced sugar and no sugar variants being introduced are a good example of the proactive 32  October/November 2018 | C&I | www.c-store.com.au

way manufacturers have reacted to issues such as mounting concern over sugar content. This proactive approach has seen the carbonated beverages category experience growth in convenience and is +2.8% vs LY (IRI Market Edge Grocery, Value Sales- Australia Convenience, MAT June 2018). Carbonated beverages giant, Coca-Cola Amatil, says it has been delighted to see the total petrol and convenience market enjoy carbonated soft drink growth this year. Conveninence and Petroleum General Manager David Burton said: “Within the carbonated soft drink category, consumers are always looking for retailers with a wide variety of products and


CARBONATED BEVERAGES these shoppers are strongly supporting reduced sugar and no sugar options”.

carbonated soft drink introductions launched globally in the same time period.

AT A GLANCE

“This drive to evolve continues to gather momentum, underlined by the performance of these reduced sugar options and smaller pack sizes,” Mr Burton said.

“Our research indicates that there is a definite opportunity for players in the carbonated soft drink industry to introduce more low, no or reduced sugar offerings into the Australian market,” said Jenny Zegler, Global Food & Drink Analyst at Mintel.

• More consumers are looking for products that offer choice, including a continued focus on great tasting products with less sugar

A number of Coca-Cola Amatil’s major cola variants now contain less sugar and these include Diet Coca-Cola, Coca-Cola with Stevia, Coke No Sugar, and the soon-to-be-phased out Coca-Cola Zero. Coke No Sugar arrived in Australia just over a year ago supported by a huge sampling campaign, and has gone on to have a strong sales impact. “Today, more consumers are looking for products that offer choice, including a continued focus on great tasting products with less sugar, so we believe it is important for retailers to stock no and low sugar carbonated beverages, such as Pepsi Max,” said a PepsiCo spokesperson. “Whilst we are continuing to focus on offering no and low sugar carbonated beverages, we believe that it continues to be important to offer consumer choice within carbonated beverages.” Indeed, while there is a lot of noise being created in the industry around the importance of diet soft drinks and other beverages, sales results indicate there is still a place for full sugar beverages. Industry sources say these still represent the majority of the value share for the market, with full sugar cola, for example, representing 61.6% of the value in total cola. Other core categories are lemon, orange, and lemonade in which full sugar variants are even more prevalent. New research from global market intelligence agency, Mintel, said ‘low/no/reduced sugar’ is a claim carried by 12% of carbonated soft drink product launches in Australia in the two years to October 2017. This is just below the global average of 15% of

The arrival of more sugar free products may to some extent insulate carbonated beverages from the full impact of a future sugar tax, should such a thing ever arrive in this country. Countries such as Mexico, South Africa, France and Norway blazed the sugar tax trail and others have followed suit, including the UK and Ireland earlier this year. With so many different ways that the tax was implemented in the various countries, building up an overall picture of its likely effect in Australia – if it were ever to happen – is difficult. From an Australian convenience store perspective, the key issue is for operators to get their ranging right, to display products well, and to make the most of any noise surrounding the introduction of new flavours, variants, packaging or products. Convenience consumers are generally time poor, so clear and logical planograms that group carbonated beverages by category, brand or size will assist in their decision making process or entice them to make an impulse purchase.

• Retailers should keep carbonated beverage options ranged in the refrigerator near the point of sale • With convenience’s greater emphasis on food, there is an opportunity to grow carbonated beverage sales on the back of food’s success in the channel • Snacks have a strong purchase correlation with carbonated beverages and, by having availability of both products next to each other, convenience can drive a basketbuilding opportunity

Specialised Petrol and Convenience Buying and Retail Development Group, United Convenience Buyers (UCB), says it is constantly following trends that impact beverage choice and consumption. These considerations may include everything from who the consumer is and how it plans its assortment, through to how it merchandises in-store for attractiveness and ease of activation. “Health and wellness continues to be of high consumer interest and is, in fact, less a trend and more now a lifestyle choice for

This drive to evolve continues to gather momentum, underlined by the performance of these reduced sugar options and smaller pack sizes.” October/November 2018 | C&I | www.c-store.com.au 33


CARBONATED BEVERAGES many,” said a UCB spokesperson. “The challenge for beverage makers is to capture the right tastes, textures and labelling clarity so as to match the consumption experience and occasion, with a real consumer benefit.” Carbonated beverages are a perfect fit with the convenience channel as they lend themselves to being ideal to consume ‘on the go’, and are a great accompaniment to lunchtime and snacking occasions, with cola also over-indexing as an afternoon ‘pick me up’. Carbonated soft drinks tend to sell strongly after 10am once the morning coffee rush is over. Considering that consumers are usually picking up a grab and go packaged beverage for immediate consumption, industry sources say the price points in most C-Stores are not so inflated that consumers don’t see the value as compared to the supermarkets. All leading manufacturers recognise the importance of the channel as a place to encourage customers to trial new product, and flavour rotations are becoming increasingly common.

Health and wellness continues to be of high consumer interest and is, in fact, less a trend and more now a lifestyle choice for many.”

“The trends we are seeing in convenience are in line with consumer demand for immediacy which have included CocaCola Raspberry (reduced sugar), Coca-Cola Orange No Sugar and now Coca-Cola Vanilla No Sugar,” said David Burton from Coca-Cola Amatil. “We have also seen a decline in large multipacks followed by the growth of new portion controlled pack sizes, including our 250ml offerings.” PepsiCo has also enjoyed great success with its flavour variations. “Pepsi Max Raspberry, the newest no sugar flavour from Pepsi Max, was launched in August 2018 in collaboration with our bottling partner Asahi Schweppes, and will be ranged alongside Pepsi Max and Pepsi Max Vanilla,” said a company spokesperson. “Pepsi Max Raspberry will be available in both cans and bottles, bringing this delicious berry flavour to no sugar cola for the first time in Australia.” The company says that with more consumers looking for products that offer choice within the convenience channel, there will be a continued focus on a range of pack formats and sizes. It says these will include cans for immediate consumption, as well as bottles that can be resealed.

products to meet the needs of different occasions, ensuring consumers have the option of a chilled single serve can or bottle for those ‘on the go’ moments, which make our carbonated beverages perfect for the convenience channel.” In order to capitalise on the impulse purchase opportunity, operators should ensure a good range of carbonated beverage options are ranged in the refrigerator near the point of sale. It has long been established that bundling beverages with food is another effective way to gain incremental sales, and to encourage product trial by persuading consumers to purchase. Convenience Measures Australia says 30% of shoppers who buy carbonated soft drink, purchase due to promotional offers. It also says cola is the number one ready-to-drink product purchased by shoppers who are purchasing food on the go. With convenience’s greater emphasis on food, the opportunity to grow carbonated beverage sales on the back of food’s success in the channel is obvious. The most recent State of the Industry report from the Australasian Association of Convenience Stores revealed that the On-the-Go Food category showed an impressive 13.3% growth over the course of the year. Snacks such as potato chips also have a strong purchase correlation with carbonated beverages. Convenience retailers can utilise this strength by having availability of both products next to each other to drive this basket-building opportunity (Source: Shopper Tracker 2017). Two for one promotions are another great way to drive trial of new products and also to lift sales of established best-sellers, although not all convenience consumers are necessarily after two beverages. Convenience and impulse operators then have a huge part to play as they seek to maximise the potential of this reliable and proven category. With leading manufacturers also demonstrating they are ready, willing and able to innovate, carbonated beverages are continuing to prove themselves to be highly resilient. In recent years, sports drinks, energy drinks, bottled water, iced tea, and flavoured milk have all emerged as powerhouse competition in the C-Store fridge, yet carbonated beverages have managed to remain a sales juggernaut in their own right. And they are likely to remain so for many, many years to come. C&I * Convenience and Impulse Retailing would like to thank Coca-Cola Amatil, Pepsi, Asahi Schweppes, United Convenience Buyers, Convenience

“Going forward we will continue to offer a diverse portfolio to consumers, providing low and no sugar choices, a range of pack formats for different occasions and innovate with new flavours, to continue to drive category growth,” said the PepsiCo spokesperson. “We focus on driving availability of great quality 34  October/November 2018 | C&I | www.c-store.com.au

Measures Australia, and Mintel for supplying information for this article.


A CLASSIC TASTE WITH A VANILLA TWIST AND NO SUGAR NO SUGAR FORMULATION IS PERMISSIBLE TO GROWING CONSUMER CONCERNS AROUND SUGAR (DIET COLA HH PEN +2% VS YA) & GROWING +7.9%***

VANILLA IS AUSTRALIA’S FAVOURITE COLA FLAVOUR APPEALING TO YOUNGER & LIGHTER SHOPPER*

SHOPPER IN AUSTRALIA 1 IN 4 SHOPPERS ARE TRYING TO REDUCE THEIR SUGAR INTAKE* COLA AS A FLAVOUR IS 74% OF THE SOFT DRINKS CATEGORY IN P&C & WORTH $192 MILLION**

VANILLA COLA SEGMENT GROWING 92% DRIVEN BY INNOVATION*** COCA-COLA VANILLA 600ML IS THE #1 VANILLA SKU IN P&C**

SKU NAME

Material #

EAN Each

375 CAN 2x10 VANILLA COKE NO SUGAR

952752

9300675085427

600 PET x24 VANILLA COKE NO SUGAR

953673

9300675085458

1.25 PET x12 VANILLA COKE NO SUGAR

954900

9300675085519

250 CAN x24 VANILLA COKE NO SUGAR

954898

9300675085496

250 PET x24 VANILLA COKE NO SUGAR

954889

93554152

AVAILABLE NOW © 2018 THE COCA-COLA COMPANY

REFERENCES: * FOOD C.H.A.T.S. IPSOS2016 **AZTEC IRI: AU CONVENINCE SCAN MAT TO 08/07/18 ***AZTEC IRI: AU CONVENINCE & GROCERY SCAN MAT TO 08/07/18


HEALTHY SNACKS

HEALTHY SNACKS Healthy snacks are rising in popularity and brands are taking advantage of this trend

Consumers are seeking out creative combinations when it comes to their snacking selections.”

A

s health concerns rise, consumers are continually turning their backs on sugar-laden sweets and oily snacks. However, needing to stop at a convenience store during a trip for petrol or food means that consumers will be on the hunt for something nourishing they can eat. Consumers are expanding their eating habits to include healthier options and brands are taking advantage of these opportunities. According to InsideFMCG, companies are aware of the health movement and strive to meet the demand for transparency and clean eating. “A clear example of this is Hershey’s, Nestlé’s and Mars’ response on pledging to remove artificial ingredients and improve transparency,” it said. “Healthy snacks are emerging as a quick refuel for time-poor consumers.” “Contributing factors also include longer working hours, the rise of single urbanites and emotional eating.

36  October/November 2018 | C&I | www.c-store.com.au


HEALTHY SNACKS “Besides nutrient-dense and all-natural snacks, functional ingredients with health benefits are also expanding across all categories.” An IRi shopper survey found 62% of Australians said that nutritional information displayed on the packet affected their purchasing habits; 53% of shoppers said they had or were planning on changing an aspect of their diet. IRI channel insight manager Daniel Bone said there was a consumer and cultural shift towards health and wellness being driven by three distinct consumer segments including grocery, petrol and convenience and pharmacy.

The dollar growth of snackfoods was 2.1% in 2017 and had dropped from 5.7% and 6.9% in 2015 and 2016 respectively.”

AACS REPORT According to the Australasian Association of Convenience Stores (AACS) 2017 State of the Industry (SOI) Report there is a movement away from “the traditional three meal routine per day” and is instead “going towards frequent grazing/snacking”. However the AACS SOI report said the dollar growth of snackfoods was 2.1% in 2017 and had dropped from 5.7% and 6.9% in 2015 and 2016 respectively. “This amounted to $4 million in additional sales revenue,” the report said. “The snackfoods category has become a symbol of how the channel is providing a more balanced product mix to satisfy both customer needs of health and indulgence. “Nevertheless, the $194 million category – consisting of chips, nuts, popcorn, nutritional bars, dried fruit, and pretzels – slowed in 2017.” The SOI Report also noted that nutritional bars and nuts recorded robust growth, +13.8% and +7.5% respectively. “Good/better-for-you snacking options recording such robust growth is evidence of consumers utilising snacks to get the nutritional boosts they need throughout the day,” the report said.

GROWTH IN-STORE A spokesperson from Lion Diary and Drinks said in order to continue growing sustainably, c-stores must seek to increase shopper conversation and grow each transaction size. “In order to solve for the first challenge, we first need to understand some of the key reasons why shoppers are rejecting convenience’s retail offer,” the spokesperson said. “Our research highlights that 65% of shoppers are not satisfied with the healthy snacking options for adults in our channel, while 30% state that it is difficult to find a healthy offer in a convenience store. (1) Hence, providing a range of naturally nutritious snacks can better satisfy our shoppers, thereby driving better conversion rates. “Thus, it is evident why better-for-you snacking solutions such as fresh fruit, yoghurt, protein balls and muesli have recently been ranged in many convenience banners and are predominantly merchandised in highly visible off-location displays.

Insights from Convenience Measures Australia • Healthy Snacks have increased penetration of total snacking category by 27% in 2018 • Highest basket penetration of Healthy snacks is between 6am and 11am • 19% of Healthy Snack Shoppers buy more items than planned more than double the channel average

October/November 2018 | C&I | www.c-store.com.au 37


HEALTHY SNACKS

The snackfoods category has become a symbol of how the channel is providing a more balanced product mix to satisfy both customer needs of health and indulgence.”

“Given that the average transaction size in the convenience channel is only two items, in order to solve the second macro challenge we need a solution that can grow basket size.(2) This can be successfully executed through providing a permanent combo-promotion, which combines a main meal with a beverage and a snack in similar vein to successful combos run in competing channels. With studies finding that 1 in 3 people are regularly eating breakfast on the go due to time pressures, (3) portable breakfast options are becoming increasingly important, especially since customers value the consideration of taste and nutrition when picking up breakfast on the run.

Insights from IRI • Popcorn, a perceived ‘better-for-you’ option, is now worth 5% of snacks (which includes chips, nuts, pretzels, nutritional bars and dried fruit). • Nutritional snacks (including museli bars, energy bars, protein balls) are now worth 19% of all snacks, in strong double digit growth (+12%), led by Youfoodz, Optimum Nutrition Protein Stix, and Fulfil. • Organic products and snacks made from vegetables saw a -7% reduction in range, and a double digit decline (-42%) following triple digit growth (+143%) the year before. It seems that whilst these snacks are doing well in Grocery (+50% dollars MAT to 01/04/18), they are not being supported in Convenience in the same way. • Protein balls have seen strengthened double digit growth (+34% MAT to 16/07/17, +57% MAT to 15/07/18), now worth 3% of all snacks, a trend we expect to continue. • Products featuring nuts and/or cacao now account for $7 in every $100 spent on snacks. Growth has slowed significantly (+25% MAT to 16/07/17, +2% MAT to 15/07/18), but this is likely to be the ‘normal’ growth rate, pending more investment from the retailers to increase the range. • Look out for other trending styles which are naturally good and promote wellbeing coming through in the channel, such as the Icelandic yoghurt skyr, which is high in protein but virtually fat free. 38  October/November 2018 | C&I | www.c-store.com.au

“Hence, as many shoppers are looking for healthy breakfast on-the-go solutions, providing a nutritious breakfast solution in convenience stores can help solve this second challenge to grow basket size to three items. “So, what product categories can we better leverage to solve these two challenges? At Lion Dairy and Drinks, we believe that the yoghurt category can play a critical role in addressing both conversion and basket size. Yoghurt is a household staple, with 9 out of 10 Australians already purchasing yoghurt, primarily for a snacking occasion. However, the impulse channel has been missing out on the yoghurt opportunity since there has been a lack of convenient formats for consumers. “Recently launched product innovation Farmers Union Greek Style Yoghurt pouches offer the distinctive taste that Farmers Union yoghurt fans love, with the convenience of an easy to carry and consume pouch pack. This latest evolution echoes consumer demand, with 75% of consumers stating that they would buy more on the go snacks if options available contained less added sugar, were more nutritious and less processed.(3) “Moreover, consumers are seeking out creative combinations when it comes to their snacking selections. Arriving in convenience stores in September, Farmers Union yoghurt + crunch is a nutritious option that combines the classic taste of Farmers Union Greek Style Yoghurt paired with delicious additions such as nuts, seeds, and fruits. Complete with a spoon inside, this offer can also provide your shoppers with a nutritious, convenient snacking solution!”

A VARIETY OF OPTIONS According to IRI Worldwide, across the channel there is a range of options within the category of healthy snacking including popcorn, nutritional snacks, organic products, protein balls and nuts. C&I Sources: 1 : Field Agent, Petrol & Convenience Food & Snacking Options, June 2017 2: COVIN Convenience Report, 2018 3: Nature Research Breakfast Survey 2018, n=1500.


N KANGURU® THE ENERGY DRINK EVOLVED. This is Kanguru®: The great tasting, scientifically balanced formulation with a lot to celebrate and nothing to hide. Kanguru® is the first Australian owned, scientifically created energy drink designed to benefit body and mind. Through its unique combination of natural Chinese, Korean and South American botanicals, complex B-vitamins and zero sugar, Kanguru delivers cleaner, smarter energy to help you get more out of each day.

PRICING RRP List Price Carton

$4.95 inc GST $2.25 per unit + GST $54.00 per carton + GST

SPECIFICATIONS 250ml x 4 Pack 250ml x 24 Carton Pallet Dimension 128 Cartons

1800 KANGURU KANGURUENERGY.COM.AU

EW


PRODUCT NEWS

Lindt Fruit Sensation

The Lindt Fruit Sensation chocolate bites are addictive! You take a handful, put them away and then get them out again to have another handful – they’re too good stop eating. Each Lindt Fruit Sensation bite is a unique combination of fine dark chocolate wrapped around a soft, fruit flavoured centre. If you think you don’t like dark chocolate, you will change your mind when you eat these. These chocolate bites are different from what Lindt fans are accustomed to – Lindt chocolate balls. The chocolate bites have chewy and a sugary berry sweetness as opposed to the dark shell and milky centre of traditional Lindt chocolate balls. The innovative chocolate bites are sealed in pouches for freshness and cater to a previously unmet demand for a premium chocolate snack for adults. Consumers love the new products with research reflecting that 91% love the taste, and 82% saying they would buy it again. Since the range launch in early 2018, the products have performed within the top 20 SKUs in category and are proving to be must-have inclusions on any confectionery shelf. Available in three flavours – Blueberry and Acai, Orange and Pink Grapefruit as well as Raspberry and Cranberry, the latter of which, are the cream of the crop or in this case, the best pick of the bunch!

Kanguru Now Available Australia-Wide Australia’s newest energy drink, Kanguru, is expanding its distribution into the Tasmanian market this month, bringing the total number of Australian stockists to 800 since launching in April. The locally owned and manufactured energy drink is available in more than 50 BP Petrol Stations across Queensland, New South Wales, Victoria, Western Australia and South Australia. Tasmania joins Kanguru’s growing distribution map which includes more than 200 IGAs as well as selected cafés and fitness centres across the country. Australia’s first cleaner and smarter energy drink, Kanguru is a guilt-free alternative that is scientifically created to invigorate body and mind. It elevates the concept of an energy drink to a sophisticated new level with a blend of Chinese, Korean and South American botanicals and, importantly, contains no sugar. It can be enjoyed for taste and benefits with confidence on a daily basis, knowing it has been manufactured in Australia under our country’s strict and safe food standards. Full of real energy, real benefits, with a RRP of $4.95, the growing number of available stockists can be found here: http://www.kanguruenergy.com.au/stockists/ 1800 KANGURU 40  October/November 2018 | C&I | www.c-store.com.au


PRODUCT NEWS

Energizer® Introduces Its Longest-Lasting AA Alkaline Battery Ever Energizer Holdings, a leading innovator in the battery industry, has introduced a new addition to its portfolio, Energizer® MAX PLUS™ alkaline batteries. Energizer® MAX PLUS™ AA batteries are the brand’s best performing, longest-lasting alkaline batteries ever. “Energizer® MAX PLUS™ underscores our commitment to innovation and providing consumers with long-lasting, reliable power,” said Lori Shambro, Vice President, Global Marketing at Energizer Holdings, Inc. “Our performance AA alkaline batteries power the devices consumers use most with the best performance from Energizer® yet, so you can feel confident knowing you have power when you need it.” Energizer® MAX PLUS™ AA batteries are the brand’s No. 1 longestlasting AA alkaline battery, and they hold power for up to 12 years in storage. The new AA batteries also feature the leakage protection customers have come to expect from Energizer. Energizer® MAX PLUS™ will replace the Energizer® Eco and Eco Advanced product offerings to streamline and improve consumers’ shopping experience.

Energizer® will introduce Energizer® MAX PLUS™ through an integrated marketing campaign featuring Mr. Energizer™, who has been updated for the digital age. His unstoppable power and energetic spirit will bring to life the strength and endurance of Energizer® MAX PLUS™ batteries through digital ads, social engagement and a new television ad.

ABOUT ENERGIZER HOLDINGS, INC.

Energizer Holdings, Inc. (NYSE: ENR), headquartered in St. Louis, MO, is one of the world’s largest manufacturers of primary batteries and portable lighting products and is anchored by its two globally recognized brands Energizer® and EVEREADY®. Energizer is also a leading designer and marketer of automotive fragrance and appearance products from recognized brands such as Refresh Your Car!®, California Scents®, Driven®, Bahama & Co.®, LEXOL® and Eagle One®. As a global branded distributor of consumer products, our mission is to lead the charge to deliver value to our customers and consumers better than anyone else. Visit http://energizer.asia/en-au/ for more details.

October/November 2018 | C&I | www.c-store.com.au 41



No. 1 National Convenience Wholesaler*


PRODUCT NEWS

New Chapter Begins For Aussie Favourite Violet Crumble Australian confectionery company Robern Menz is now officially producing Violet Crumble, after acquiring the brand from Nèstle earlier this year. The acquisition brings the ownership of one of Australia’s most iconic and favourite snacks back to Australian soil after 30 years of foreign ownership. The fourth-generation family business produces over 100 products, including Australia’s top selling bagged Choc Honeycomb, ‘Menz Choc Honeycomb’ and South Australian Icons ‘Menz FruChocs’ and ‘Menz Crown Mints’. Violet Crumble production began as of October 1st 2018 in its Adelaide facility. The company is one of the largest Australian owned confectionery businesses, and is the largest manufacturer of honeycomb in the country, making Violet Crumble a natural fit. “To have custody of one of Australia’s great brands, and produce it in a way that does justice to its history, is a real privilege. It’s a great addition to our range,” CEO Phil Sims said. “The unique shatter that you can only get with Violet Crumble is definitely a key selling point for us and the heritage of the brand in Australia is phenomenal. Everyone remembers the ads from back in the day and that it’s the way it shatters that matters!” Sims said. Robern Menz has been working very closely with Nèstle technical staff and conducted extensive trial work to ensure the quality of the product and recipe remains the same. The product is currently being manufactured as 50g bars, available in a 42 unit displayer but Robern Menz has big plans moving forward for the brand. “We are investing in marketing and have a strong focus on innovation across our business. We want to realise the full potential of Violet Crumble here and also overseas."

44  October/November 2018 | C&I | www.c-store.com.au

Robern Menz will continue to service existing markets and explore growth opportunities within P&C and export. The business currently exports to many countries including the US, Canada, Japan and South Korea, and is fostering new opportunities through its well-established networks. Robern Menz, with the support of the South Australian government, relocated nine B-doubles of factory components from Melbourne in order to produce Violet Crumble – a process that took three months with over 100 personnel working on the project. Now at home in the Robern Menz factory, Violet Crumble production (as well as other growth products) will be managed by an additional 30 staff. The facility’s overall output will increase by 37 percent when compared to last year. In 2019 the production of Violet Crumble bars is anticipated to equal a line of bars laid end to end stretching the entire distance from Adelaide to Sydney. The return of Violet Crumble to Australian ownership will see the product remain available at all leading supermarkets and convenience stores. “The response to Violet Crumble being back in Australian hands has been overwhelming. Since the announcement we’ve had retail partners reporting double digit growth! We’re so excited to get out there and see what this brand can do. It’s definitely a sleeping giant!” said Robern Menz National Account Manager, Andrew Antoniou. To enquire about Violet Crumble and the Menz range, please contact The Distributors, or Andrew Antoniou at Robern Menz directly on 0417 418 219.


PRODUCT NEWS

Introducing Coca-Cola Vanilla No Sugar

worthy e plan

0

The number 1 selling Cola Vanilla SKU in the P&C Channel* is now available with No Sugar. Coca-Cola Vanilla No Sugar has been available in other markets around the world, including New Zealand and has been performing well. We think you’ll love it but the best way for you to know is to try it yourself! Available to order now in 250ml, 375ml, 600ml and 1.25L ranges.

SIM only mobile p *AZTEC IRI: AU CONVENINCE SCAN MAT TO 08/07/18

1GB data

Mind blown /mth mobile plan

onal calls & text

n contracts

Unlimited International calls & text to 36 selected countries

Unlimited International calls & text to 36 selected countries

Unlimited calls & selecte

International calls & text to 36 selected co

Afghanistan, Austria, Bangladesh, Cambodia, Canada, Chile, China, Colo France, Germany, Greece, Hong Kong, Hungary, India, Indonesia, Ireland Netherlands, New Zealand, Pakistan, Philippines, Poland, Singapore, Sou Sri Lanka, Taiwan, Thailand, Turkey, United Kingdom, USA, Vietnam and

For use in Australia. Must be over 18. Active account needed to keep banked data.

Includes national & international calls & text to Calls 36and selected countries, including: text to standard landline and mobile numbers.

Launching soon through epay and Afterpay Touch retailers, stay tuned for more information! Available through epay and Afterpay Touch retailers Contact your Telstra distributor for more information, SimConnect 1300 378 390 or Pacific Optics 07 5631 1090.


PRODUCT NEWS

Eco-Friendly Charger Cables for a GREENER Christmas The recent move of banning plastic bags by Coles and Woolworths has certainly impacted Australian consumers’ buying decisions on almost every product in the market. Social media reacted unforgivingly, pointing out the hypocrisy of plastic packaging of fresh fruit, vegetables and meat and went on to suggest the banning of plastic straws. In response to a shift in consumer attitudes, both Supermarket giants have announced new environmental commitments. “We have seen a shift towards more sustainable attitudes from our customers and the momentum is growing, with recent research showing a 15 per cent increase in Australians now saying that taking care of the planet is important to them,” Woolworths group CEO Mr Banducci said. Esonic is committed to be among the first to start the trend of protecting the environment with mobile accessories by launching TPE material phone USB cables. TPE, known as thermoplastic elastomer, is 100% recyclable, biodegradable and PVC free. This means that these cables can be recycled and reused after discarding which does no harm to environment. TPE is widely used in medical devices such as syringes, vial caps, gaskets and seals due to it being latex and PVC free, more durable, easily recyclable with excellent sealing performance and high degree of purity.

PROTECTING THE ENVIRONMENT WITHOUT SACRIFICING QUALITY

The change of material for environmental reasons does not mean sacrificing the quality of the cable. On the contrary, Esonic’s new TPE cable is currently one of the toughest and most flexible cables on the market. Their added length and flexibility helps to absorb stress and reinforce the juncture between the cable and the connector head to prevent separation. This makes the cable highly resistant to splitting and breakage. The flat design makes it nearly impossible to tangle the cable, so you don’t have to worry about tangling cables in your bag or pocket. The latest mobile phones such as iPhone X, iPhone 8 or Samsung S9 require a higher charging capacity than the traditional standard of 1.0 amp. Esonic’s new TPE USB cable is able to withstand up to 2.4 amps of charging current which provides 2.4 times faster charging. Esonic’s two year warranty applies to the entire product range, giving peace of mind to consumers and retailers alike.

MAINTAIN COMPETITIVENESS KEY TO GREEN SUCCESS

Esonic products have always represented quality and value and this remains unchanged. Its new TPE cables are priced competitively in the market and, at the same time, doing their part in protecting the environment. This is the perfect opportunity to show your green commitment to your customers for a Greener Christmas. CHRISTMAS STOCK IS AVAILABLE NOW. Please email sales@eastrade.net.au or call 1300 225 206 to prepare for this Chirstmas. 46  October/November 2018 | C&I | www.c-store.com.au


the art oF BrewInG

Great taStInG

KoMbucHa

NEW!

Supporting a healthy lifestyle ✔

ombucha is disrupting the K soft drinks category

low sugar, fizzy alternative without A compromising on taste

oing mainstream through availability G and mass market interest in a low sugar diet and gut health

Growing exponentially in Australia* ✔

astest growing beverage in F Australia in 2017

Growing 50% each quarter

Expected to be a $140m+ category by 2020

op SKU outselling flavoured water, T coconut water and ice tea

*IRI MarketEdge & IRI Grocery Big Picture – Data to 21/1/18. Projections based on Quarterly Kombucha Growth Rates

PRODUCT CODE

VARIANT NAME

VOLUME

CONSUMER UNIT SINGLE (OR MULTI) BARCODE

CARTON BARCODE

4142

Raspberry Lime

330ml

9415767041233

19415767041421

4141

Ginger Lemon

330ml

9415767041219

19415767041414

4124

Passionfruit Lemonade

330ml

9415767041240

19415767041247

4140

Original

330ml

9415767041202

19415767041407

Contact your Frucor Suntory rep or CuStomer serviCe on 1800 237 727


PRODUCT NEWS

Vitasoy Launches New Vitasoy Whole 330mL flavoured plant milk range

Leading Australian plant-milk producer Vitasoy has announced the launch of Vitasoy Whole – a range of on the go, 330mL flavoured plant-based milks. Made with premium quality, Australian grown whole soy beans and almonds, the products are available in 3 delicious flavours – Almond Double Espresso, Almond Chocolate and Soy Vanilla Chai. The range is manufactured out of a new, state of the art PET bottle manufacturing facility at Wodonga, which sits alongside its core manufacturing plant in Regional Victoria. Chris Gillard, General Manager, Vitasoy, said: “With plant milk making its way into one in three households in Australia*, the plant milk category is well poised for expansion outside of its traditional strength being the 1L format. “We are excited to be offering existing and new consumers a delicious and convenient way to experience the Vitasoy portfolio, and see Vitasoy Whole as instrumental in driving further household penetration. “There is truly something for everyone within the Vitasoy Whole range – for the caffeine hunters, the Almond Double Espresso gives a real kick of robusta and arabica coffee. If you’re looking for something a little more indulgent – the Almond Chocolate made with single origin Ghanan cocoa might suit. And for those who order Soy Chai lattes from their local cafe – our Soy Vanilla Chai made with chai spices is sure to delight.” To support the launch and drive awareness and trial, there will be an extensive multi-channel media campaign across TV, digital, street furniture, retail spaces and sampling activations. The Vitasoy Whole range is vegetarian and vegan friendly, and naturally free from gluten, dairy and lactose. To find further information on the Vitasoy Whole range, please visit the product section at www.soy.com.au Vitasoy Whole will be available nationally in grocery and impulse channels. For ranging opportunities, please contact your local distributor or our Lion Dairy & Drinks customer service team on 1800 000 570. *Source- IRi Homescan, AU Plant Milk Household penetration MAT To 22/07/18

Mars High Protein Chocolate Bars The world’s leading chocolate bar manufacturer is now leading the way in melt-in-your-mouth, crunch-inyour-teeth, complete high protein, protein bars. Yes, you heard it here! The Mars company have released their very own protein bar range. Now if that alone is not exciting enough for you to get amped up to buy a protein bar, maybe this will: offered in the Mars & Snickers original flavour, these protein bars are made of the success of their iconic chocolate bar originals and are designed to taste just like your favourite dairy bar. At just on 200kcal per bar and up to 19g of protein for the entire serve, now you can enjoy a Mars or Snickers bar but without the added guilt. “It tastes like a Mars Bar” with its soft caramel and chocolate. The individually wrapped Mars and Snickers Protein Bars can be easily slipped into any gym bag as a post work out snack. Protein Bars have been taking chocolate to a new level with the tasty Mars Protein Bar. Did you ever think you would hear the day that you can eat a Snickers bar for recovery? Well, now you really can have your chocolate and eat it too!

48  October/November 2018 | C&I | www.c-store.com.au


PRODUCT NEWS

Fuel Your Growth!

Its Back! The Pacific Optics TECH TRAVEL Pre Packed Off location that has been driving +45% growth year on year for the last 3 years in the P&C channel – is now better than ever. This year, not only have we incorporated new innovative lines that are on trend, we have also included a number of incremental gifting and value-added SKUs to the range.

KEY PRODUCT INNOVATION & NEW HIGHLIGHTS:

• 2 Metre Charge & Sync Cable for the same price as a 1 metre – exclusive to P&C • 3 in 1 Charge & Sync Cable – Connector types: USB-C, Apple Lighting & Micro USB • Cheapest Wireless Charging Pad, at a $14.99 RRP – works with iPhone 8, 8+, X and Samsung G5 and up • Lightning to 3.5mm Auxiliary Adaptor – for consumers who don’t want to move to Bluetooth yet • Low value Powerbank 4000 MAH at $19.99 RRP • Sphere Bluetooth Speaker with new on trend patterns & colours • In Ear Sports Bluetooth Headphones – popular with the fitness enthusiast • 3 in 1 Bullet Charger from Walk n Talk – so everyone can charge in the car at the same time

KEY DELIVERABLES:

1. Grow overall category sales of Tech Accessories 2. Drive awareness of category during transient holiday period 3. Maximise your potential for incremental and impulse sales 4. Reinforce technology offer within P&C channel to core consumers, with intent of driving not only repeat but also gifting purchases

HOW TO EXECUTE & MAXIMISE SALES:

• Place in store for a minimum of 4 weeks, starting from early December • Locate stand in a high traffic location in your fast lane or in / around the impulse console area • Ensure stock weight is replenished & always full

FEATURES AND BENEFITS:

• Pre-packed with price tickets and barcodes – ready to sell • Easy in store execution with compact footprint • Great visual impact • Full sale or return – no risk as any unsold stock will be credited by your rep To take advantage of this incremental sales opportunity, please call 1300 237 425 or email orders@pacificoptics.com

Have you tried... our croque toasties? Three delicious flavours, all with a cheesy bechamel topping: Ham & Cheese Chicken & Bacon Sausage & Caramelised Onion

Sandwiches • Wraps Croissants • Toasties • Croque Toasties Burgers & Subs • Turkish & Ciabatta • Gluten Free For more information, email info@thehandmadefoodco.com.au or call 1300 722 748 Proudly brought to you by thehandmadefoodco.com.au


PRODUCT NEWS

Welcome to Paypod™

The first automated self-service cash payment system for Convenience and Impulse Retailers is now available in Australia. Prefect Agencies is proud to introduce PayPod™, a self-service cash payment system which allows customers to pay by cash and receive change automatically. Innovatively designed with the specific needs of the hospitality, convenience and impulse retailing sectors in mind. PayPod™ allows superior customer engagement without the need for costly cash-handling.

WHY PAYPOD™?

While the value of cash-transactions is declining, there is still over $70 billion in circulation and use in Australia, all of which needs to be counted, transported and banked. Paypod™ will slash cash-handling costs and enhance cash security, providing premium counterfeit detection as standard. Cash-in-Transit costs are significantly reduced by Paypod’s™ cashrecycling capability. This is the ultimate smart-till, made of quality European components, PayPod™ delivers immediate business benefits on installation.

BUSINESS BENEFITS AND PAYPOD™

PayPod™ offers the opportunity to increase customer flow during peak times, speeding up customer interactions and increasing staff productivity, allowing more customers to be served during the height of rush hour. This directly impacts sales turn-over. Case-studies show that customer service is noticeably quicker, reflecting in better customer service ratings and a sharp increase in profits. PayPod™ accepts and dispenses change automatically, allowing staff to concentrate on customer engagement without the need to exchange

cash and count out change, alleviating hygiene concerns and enhancing the customer experience, an important factor in repeat business.

THE CUSTOMER AND PAYPOD™

Offering a convenient and seamless payment experience, PayPod™ allows customers to obtain their change quickly and accurately ensuring that they move through the check-out process faster, reducing queues and wait times.

PAYPOD™ AND YOUR POS

The benefits of PayPod™ are instant. No development work, no complex integration and no need to change your existing Point-of-Sale software. PayPod™ integrates effortlessly into your existing Point-of-Sale, providing all the benefits without any of the usual pain-points. The benefits are clear; PayPod™ increases customer flow, elevates productivity, enhances cash-security and reduces shrinkage. Call us now to see how PayPod™ can help your business. Join the revolution! Tel : 07-3700 4662 | email : richard@prefectagencies.com.au www.prefectagencies.com.au

What makes a great start to the day? It’s widely acknowledged that breakfast is the most important meal of the day, and with evolving customer demands, it is more important than ever that brands evolve to offer a range of new and exciting options to start the day right. Lion Dairy & Drinks has listened to its customers’ key needs of convenience and taste to introduce a variety of on-the-go breakfast and beverage options across its broad portfolio, with nutrition a central consideration across all product launches.

ON THE GO SOLUTIONS

With research finding that 1 in 3 people are regularly eating breakfast on the go due to time pressures, portable breakfast options are increasingly important and customers value the consideration of taste and nutrition when picking up breakfast on the run. In May, iconic South Australian favourite Farmers Union Iced Coffee introduced an all-new quick brekkie to go that combines their much-loved real coffee taste with protein and fibre. The new product is designed with the brand’s core customers in mind and acknowledges a growing demand for protein-rich foods1, as customers increase their understanding of the benefits of incorporating protein within their daily diets. Farmers Union Iced Coffee Edge is available in both Original and Mocha flavours and boasts a smooth, easy to drink consistency with protein to increase feelings of fullness2. Recently launched product innovation Farmers Union Greek Style Yogurt pouches offer the distinctive taste that Farmers Union yogurt fans love, with the convenience of an easy to carry and consume pouch pack. This latest evolution echoes consumer demand, with 75 per cent of consumers stating that they would buy more on the go snacks if options available contained less added sugar, were more nutritious and less processed. 50  October/November 2018 | C&I | www.c-store.com.au

The wholesome and nutritious product from Farmers Union reflects the brand’s continued growth, with the brand seeing a sales value increase of 11 per cent in Grocery over the past year3 and other products in the range being popular staples across the country. 1 Nature Research Breakfast Survey 2018, n=1500. 2 Protein increases feelings of fullness for up to 3 hours vs a low/no protein food, as part of a balanced diet. 3 IRI; AU Grocery Scan; Value Growth % YA; MAT 3/6/18.



PRODUCT NEWS

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VITAL PROTEIN DRINKS

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VITAL RIPPED PROTEIN

• Whey Isolate and hydrolysed collagen protein • Specially formulated with 100% natural stevia source

52  October/November 2018 | C&I | www.c-store.com.au

• African Mango Extract and L-Carnitine • Superior hyper-nutrients to assist with training performance and recovery The Vital bars are available in Choc Chip Cookie Dough, Chocolate Caramel Nut, Choc Brownie and Choc Mint flavours. The Vital drinks are available in Chocolate and Vanilla flavours. The Vital range is loaded with two powerful thermogenic ingredients to help boost fat burn and is formulated free from artificial colours, flavours and other harsh ingredients. Available to order now info@freedomfoods.com.au | 1800 646 231


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UK INSIGHTS

POLLY SIMONS C&I Contributor

If there’s one trend that defines the future of convenience, it’s foodservice.”

WHAT’S IN STORE FOR 2019?

THE VIEW FROM EUROPE

W

ith 2018 more than halfway through, savvy retailers are already looking ahead to 2019. The good news is that, despite the doom and gloom that’s often predicted, the future is bright.

“This is potentially the most exciting time for convenience retail,” said Scott Annan, a small format retailing expert and founder of the industry group Independent Retailer Owners Forum. “There are so many opportunities for retailers who truly understand what their customers want, rather than what their supply chains, wholesalers and manufacturers demand.” We asked him and other top retailers and industry experts about the trends that will define the year ahead.

FOODSERVICE IS THE WAY FORWARD

WANT TO LEARN MORE? Scott Annan and members of the Independent Retailer Owners Forum will be visiting Sydney and Singapore in March 2019. See aacs.org.au for details of any events.

If there’s one trend that defines the future of convenience, it’s foodservice. “It’s the biggest opportunity out there,” said Mr Annan. “People have to eat and drink three times a day, so there’s a thousand opportunities to sell food and drink to a person.” But while Subway and other international foodservice outlets have been a fixture of c-stores for a while, increasingly retailers are taking matters into their own hands, producing their own range of hot and cold food using in-store kitchens or offering up store space to other local foodservice providers.

meals, while Simply Fresh PopUps offer a space for local street food outlets to sell their products. Plans are also in place for restaurant-style eat-in areas.

“The past few years have shown that consumers are shopping little and often, and the large trolley shop is not as prevalent,” said brand director Davinder Jheeta. “Advanced meal planning becomes less and stores need to capitalize on this by offering multiple solutions. Meal kits, in-store inspiration, live demos and in-store kitchens are some of the ways we can inspire.”

MORE CHANGE IS ON THE WAY The UK convenience scene in 2018 as been marked by several big events: the collapse of groceries wholesaler Palmer & Harvey in late 2017, and the consolidation of several industry players, including the takeover of groceries wholesaler Booker by supermarket giant Tesco. Such changes are a sign of what is to come, as retailers consolidate their businesses to remain competitive, and customers and retailers opt to cut out the middleman and work directly with suppliers, leading to pressure on independent retailers to lower their prices to match.

One retailer doing just that is the independent convenience group, Simply Fresh, which operates more than twenty stores across England and Scotland focusing on fresh food and food-to-go.

“These consolidation deals give the groups greater buying power and the opportunity to pass any savings on to the consumer, but lower prices across the channel will put pressure on independent retailers to follow suit in order to compete, and threaten their margins,” said Val Kirillovs, research and insights director at shopper research and insights company HIM.

Many Simply Fresh stores include foodservice options, such as smoothie counters, choose-your-own salad bars or seasonal hot

In the case of Palmer & Harvey, which went into administration in November 2017 with debts of more than £700 million,

54  October/November 2018 | C&I | www.c-store.com.au


UK INSIGHTS it collapsed because it became a redundant service, said Mr Annan. “They were simply adding a margin to a service other people can do more efficiently.” Supermarket giant Morrisons recently teamed up with Amazon to deliver its products, and while Amazon’s arrival in Australia has been underwhelming so far, something similar could happen here – and not just from Amazon. “Alibaba is only just getting started,” said Mr Annan.

…BUT ALSO PROVIDES OPPORTUNITIES It’s not all bad news however. “The one thing Amazon hasn’t been able to do is to create an experience, so it’s more important than ever to invest in your staff and in the customer experience,” said Mr Annan. “Shopping is essentially a functional, boring routine, so retailers that can offer an experience, whether through foodservice, coffee or in-store theatre will differentiate themselves from Amazon and Aldi.” At Milestone Supermarket and Service Station in Rathfriland, Northern Ireland, 70 per cent of sales are in fresh food and drink, made in house by the store’s busy deli, bakery and butchery counters. “That’s unique, that’s the way forward,” he said. “They’re not selling what everyone else is selling, or doing what everyone else is doing.”

and freshness similar to the big supermarkets, but with the feeling of shopping at a neighbourhood store. “Whether they have some narrative about how they are produced or are served in environments that are reflective of the food, people are looking for foods that showcase authenticity,” said Davinder Jheeta. At Simply Fresh, that means fruit and vegetables are as local as possible, and ideally supplied to the store within a couple of days of harvest. The group also prides itself on championing British produce and local, smallscale producers, many of which aren’t stocked anywhere else. Products, particularly fruit and vegetables, are tasted regularly and older items marked down, while bread and meat are prepared daily at the in-store bakery and butcher. “Convenience needs to offer elevated standards of fresh food, but also add a charm and service that customers can buy into,” he said.

CURATING IS KEY With the convenience and low prices of online and discount retailers making it difficult for independent retailers to compete for the ambient product market, savvy retailers are increasingly realizing the importance of curating their ranges of household and laundry goods.

Nowhere is this more important than for petrol retailers, who have seen the number of forecourts across the UK and Ireland drop by more than a third in the last four years.

“Ambient sales account for around 10 per cent of sales, yet for too many retailers, especially symbol groups, they give that 10 per cent of sales 70 per cent of space,” said Scott Annan.

“It’s a very good opportunity for them and retailers have taken it with both hands,” said Brian Madderson, chairman of the Petrol Retailers Association. At Parkfoot Garage in West Malling in Kent, you can pick up meat and fresh bread from its in-store bakery and butchery counters. Other retailers sell theatre tickets and fresh juices. “So many independent stores have tried working with the big retailers and it hasn’t worked, so they’re doing their own thing,” he said.

But this is set to change as retailers recognize that it’s not in their best interests to devote the majority of space to a category that doesn’t sell. “The best independent stores realise you don’t need multiple options,” Annan said. “I call it the “one bleach” approach: no one has ever left a c-store simply because they don’t stock Domestos Blue (the UK’s most popular brand of bleach).”

PUT CUSTOMERS IN CONTROL Technology has already changed the retail experience beyond recognition and it’s continuing to revolutionise everything from in-store navigation to payment processes. Last month, retail giant Sainsbury’s opened its first checkout-less store in South London, with customers scanning goods via their iPhone and paying for them through ApplePay and the Sainsbury’s SmartShop app. For independent stores, the Ubamarket app is making waves, plugging in to the store’s existing operating system to allow customers to create a shopping list, navigate the store and pay for goods via their phone. “Tesco can afford to make their own app, but this isn’t the case for smaller stores, and that’s where Ubamarket comes in,” Scott Annan explained. “It’s Amazon technology but not costing £10 million and by the end of next year, it will be pretty universal.” Whether you opt to go completely checkout-free or still include a few human operators, there are other advantages too. With fewer checkout assistants needed, employees can be retrained for foodservice or the retailer can take the saving. “It’s win-win for everyone,” Annan said.

AUTHENTICITY IS IMPORTANT The days of wilted lettuce and frozen ready meals are over. When it comes to c-stores, customers expect product quality

HEALTH IS A HIGH PRIORITY Think health isn’t an issue for your customers? Think again. Recent statistics from HIM show that shoppers are crying out for healthy options - but don’t believe their local store will stock them. But offering healthy alternatives isn’t as simple as ordering in some gluten-free snacks. Every expert agreed that what is considered “healthy” differs according to location, and knowing what health and wellbeing means for your customers and stocking accordingly is the key to success. “We know that health means different things to different people, so it’s not just calorie counting or eating fruit and vegetables, but it can also be portion control or protein packed or maybe dietary specific,” said Davinder Jheeta. At Simply Fresh’s University of Surrey store for example, a wide range of main meal food-to-options make it easy for students to eat properly round the clock, while low fat and low-sugar snacks dominate the till queues. Not surprisingly, the store recently picked up the Innovation Award at the 2018 Convenience Retail Awards. “When we can add the accessibility of products that people want, when they need it – the essence of convenience stores – that’s when we can start to promote wellbeing,” he said. C&I October/November 2018 | C&I | www.c-store.com.au 55


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DARE COLD PRESSED COFFEE

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THE JUICE BROTHERS

The Juice Brothers range contains no added sugar, colours, flavours and is made from 100% Australian fruit. It’s juice as juice should be.

Lion Dairy & Drinks has a great range of products suited to the breakfast occasion. Speak to your Lion Territory Manager today. 1 Nature Research Breakfast Survey 2018, n=1500. 2 IRI: AU Grocery & Convenience Scan, Value QTR to May 2018. 3B.Lactis supports tummy health by improving regularity in adults as part of a balanced diet.


INDUSTRY NEWS FEATURE

SHANNON FARGHER Retail Trading Business Planner - BP

Currently, the shopping profile of the convenience industry identifies that 66% of the gender split is male. Using last year’s figures on female spend, if we increased female customers to a 50/50 gender split we could easily increase total revenue by 10% or $500mil in just one year.”

This is a condensed version of Shannon’s presentation for the 2018 AACS Peter Jowett Convenience Industry Award. She won the award in the Retail catgory.

KIDS BITES SNACKBOX

T

he convenience industry has experienced a rapidly changing environment over the past five years and we know this is going to continue and will continue to do so at this time of moderate growth and fragile consumer sentiment. We need to be considering value management opportunities as customers purchasing decisions become more and more sophisticated. It is ultimately the customer perceived benefits minus price which determines the likelihood that a customer will choose the product, rather than basing their decision on the price itself. It is within this paradigm that the convenience industry needs to play. Earlier this year I spent four weeks at a BP petrol station as a customer service representative. I was at a site in the outer suburbs of Melbourne right next to a primary school. One day a Mum in a rush burst into the store and grabbed a cheese and bacon sausage roll and a can of V. She then turned to her primary school age child and said: “here – put this in your school bag for lunch”. After working as a nanny while at university I could relate to the mad school rush, but also thought surely we could have a better lunch option on offer than what she grabbed. At the end of the shift, I considered how we could better align our offer to meet customer needs. When I returned to the office, my colleague and I pitched the idea of a kid’s lunchbox made up of a sandwich, yoghurt and a juice and, with the support of a strategic supplier, we made it happen. Without the partnership between retailer and supplier, we wouldn’t have gotten this idea off the ground. The product, ‘Kids Bites’, is priced at $6 which is cheaper than a school canteen order. There is a choice between two flavours for each product, providing options but not overloading the customer. The box even has pop out interactive characters for the kids to play with after lunch! We came up with our idea in January, and by July it was available at Wild Bean Cafes in Victoria and then extending nationally on 2 August. Over 500 boxes have sold in Victoria, and it’s growing every day nationally. This fast turnaround highlights the need to encourage our

58  October/November 2018 | C&I | www.c-store.com.au

colleagues, employees, suppliers to recognise a gap in customer needs and act on it – fast! We don’t just value price, but value for money, so we need to be creating deals and offers which customers perceive as offering value. Kids Bites is one example where we are putting the customer at the centre of what we do and taking a one-team approach between retailers and suppliers. I’ve hopefully influenced over 500 families’ lunch choice by noticing one kid’s service station lunch and turning it into a Kids Bites Snackbox. Currently, the shopping profile of the convenience industry identifies that 66% of the gender split is male. Using last year’s figures on female spend, if we increased female customers to a 50/50 gender split we could easily increase total revenue by 10% or $500mil in just one year. The key to achieving this is to enhance the offer for women without alienating other profitable segments such as the traditional ‘tradie’ that can be found in a servo. Women are more likely to purchase products with higher price elasticity including ‘better for you’ food solutions. When developing and merchandising ‘better for you’ products, we need to think like the shopper. The current perception around ‘better for you’ is that the product is seen to be better for you compared to a perceived unhealthy option. For example, a protein ball is ‘better for me’ than a chocolate bar. The protein ball doesn’t have to be inherently healthy, just perceived as a healthier option and customers, particularly female customers, will pay a premium for that feeling. Providing indulgent and impulsive treat options is something the convenience industry needs to improve. Women are more likely to be in an afternoon treat mood; however, they have a higher standard of what that treat should be – the difference between choosing a chocolate bar or a shelf-stable food, like a muffin or bliss ball. It’s also worth noting that it’s possible to make a higher margin on an ambient product than on a chocolate bar. So, have a look around the next time you’re at a convenience store and ask yourself “what are you going to do next?” C&I


INDUSTRY NEWS

SUNDAY C-STORE SCENARIO T

he traditional convenience store is great if you are delivered to your door within 30 minutes. Delivery is done in the vicinity to utilise it. However if you aren’t in by a third party provider therefore there is no need for the vicinity of a store, is there a convenient solution infrastructure, which means it’s easy to implement. Any to get what you need? convenience group can sign up and sell everything in their At the current state of play you have to physically go into store across all categories. The result will be an increase to a store, however I think it would be a lot more convenient overall baseline sales as we are adding a whole new usage to get everything I need from my couch at home. occasion for a CStore. Grocery Consumers can now get what they want at the How many times have you been hosting a party, have MATT BLUCK click of a button without having to leave their house. This gone and bought everything and then got home only to is across all categories and is hand delivered to their door. realise you forgot to get Ice!? When this happens you are Key Account Manager Same day delivery is available however you have to order usually time poor and the guests are already on their way. In Petrol and Convenience by midday or you miss out, the wait time on this is 4-10 this case you could jump on Uber CStore and order all the Parmalat Australia Pty Ltd hours. Amazon Fresh will be entering the market on a large Ice you need, as well as any other things you have forgotten. scale very soon, and if it’s anything like the American offer Another usage occasion I have heard from all the it’s going to be very successful. Mothers I have told my idea about is nappies. They have Foodservice home delivery’s success is on the back of said that they would happily pay a premium to get them how easy it is to access and the ease of use of their Apps. instantly delivered to their door when they are exhausted This in turn is now eating into Convenience Sales as people from looking after their baby. have an easy affordable option to get a meal delivered to Speaking about price let’s imagine that you sold a them wherever they may be. conservative seven units of nappies a week at $32 a unit. McDonalds South Melbourne has a local Customer That’s an extra $224 a week or $11,648 of extra revenue that pays $8.50 to have a standard latte delivered to their for your store just by signing up to the App. That’s only apartment. This shows there are people out there willing to on one product, imagine the total if you added key items pay a premium for convenience. across your store! At the moment these Foodservice delivery services only Everyone has been in a situation where they would offer food, not other categories. have needed and used this app in the past. Think Nurofen How can we steal back some sales that are currently being for headaches, your mates needing Cigarettes, Snacks provided by Grocery Home Delivery and Foodservice Home like Iced Coffee and Doritos, Sandwiches, and last but not Delivery? The Answer, Quick CStore Home Delivery. This is a least toilet paper. Convenience User’s ultimate convenient experience. So to summarise. Here are 4 examples from both Australia and the United We are faced with the problem of home delivery growing States that we can draw inspiration from: its market share and eating into convenience sales. This is a condensed version of • Ugo – A Convenience delivery service operating out The challenge is how do we go about getting a Matt’s presentation for the 2018 of Alabama. They deliver a range of snacks, candy, convenience consumers to start utilising CStores in the AACS Peter Jowett Convenience beverages, electronics and home essentials. home delivery segment. Industry Award. He won the award • Kroger – A large American Retailer teaming up with The solution – Uber CStore. C&I in the Supplier category. Uber to deliver their products. MATT’S SUNDAY SCENARIO... • 7/11 Lonsdale Street – I’ve had a big Saturday night and realised I forgot to go shopping to get supplies for Sunday. I am starving, have just run Are teaming up with out of toilet paper and have nothing to cook for dinner tonight... What are my options?? Foodora to deliver • Get out of bed, get changed and drive down the street • Call a friend to go pick up some supplies for you products from across • Get home delivery from a grocery store their store. They also offer • Get on the Uber CStore App and get everything I need quickly without getting out of bed specific packs depending on what mood you’re in including my favourite the ‘date night’ pack. Foodservice • BP East Prahran – Home Delivery Teaming up with Deliveroo, they offer Munchies Packs Quick CStore Convenience with specific products to Home Consumer snack on. Delivery With these four in mind, I Grocery would like to present Uber Home Delivery CStore – Everything you need at the click of a button

Foodservice home delivery’s success is on the back of how easy it is to access and the ease of use of their Apps.”

PROBLEM

CHALLENGE

SOLUTION

October/November 2018 | C&I | www.c-store.com.au 59




INDUSTRY NEWS

GOLDEN DOUBLE HEADER FOR ACCREDITED DISTRIBUTORS Mondelez Team Members dressed with ‘a hint of gold’

A

ccredited Distributors, their Suppliers and Customers converged on Etihad Stadium for Accredited’s Annual Trade Show and Cocktail Party. Returning to Etihad Stadium for a second year, excitement gathered as attendees strolled past the famous arena with its retractable roof on the way to Australia’s largest trade show. The buzz once inside the Victory room was contagious with about 70 exhibitors showcasing their product ranges, new lines and hot show offers to over 1250 attendees. Product samples, food and refreshments were plentiful and exhibitors all agreed it was a hugely successful sales day. New customers were in awe of the event while returning customers recalled how many shows they previously attended of Accredited’s 23 trade shows. 450 guests with golden tickets attended the Cocktail Party Awards night in the Medallion Room at the Stadium. Guests embraced the theme of “a hint of gold” and dressed in gold, glitter, feathers and wigs ready for a fun-filled evening. Stephen Cummings band provided the rock ‘n’ roll entertainment and the charity auction raised $5995 for Relay for Life - supporting Cancer Council’s vital research, prevention and support services. Craig Bain, Managing Director of Accredited Distributors announced the Award winners and thanked RedBull, The Smith’s Snackfood Company and Freedom Foods for sponsoring the event. There was also a moment of silence when it was revealed that Terry Booth, who founded the business 42 years ago, had passed away a few weeks earlier. Terry was extremely proud of how much the business had grown since its humble beginnings. The day was an incredible double header for Accredited and fun for all those who joined. C&I

2018 AWARD WINNERS:

• Best Gold Stand Winner – Smith’s Snackfood Company • Best Other Stand Winner – Universal Candy • Hall of Fame Winners – Nu-Pure and Go-Natural • Most Outstanding Support under $1 Million – AusBev • Most Outstanding Support over $1 Million – Mondelez and RedBull 62  October/November 2018 | C&I | www.c-store.com.au

Grocery Corp at the Trade Show

Craig Bain and Stuart Hobbs

The evening’s entertainment

Smith‘s at the Trade Show

Accredited Distributors is a founding member of The Distributors, Australia’s leading Independent National Wholesaler Distributors. www.accredited.com.au For more information Lynette Kennett, Accredited Distributors - 0413 304 952 - E: lkennett@accredited.com.au


INDUSTRY NEWS Dan Howard, AACS CEO Jeff Rogut, Scott Gibbons

VODAFONE WINS SUPPLIER OF THE YEAR AT THE AACS AWARDS GALA DINNER T

here’s a lot going on in the press right now with Vodafone and for good reason. They certainly are back, and making waves across the industry. Most relevant is that they were awarded Telecommunication Supplier of the Year at the 2018 AACS Awards Gala Dinner. It’s an award that they, and their exclusive Distributor ‘YES Group’, are obviously very proud of. Fresh off their win, we sat down with Scott Gibbons, Vodafone’s National Account Manager for P&C to discuss the Telecommunications category.

What challenges are retailers facing in the telecommunications space?

Were you surprised?

The quickest change is ensuring that store staff are offering a recharge with all $2 SIM sales. The SIMs are virtually useless without a recharge, and by not asking, you are missing out on an additional source of revenue. Our research showed that over 50% of SIM Sales in the P&C market were without a recharge in the same transaction. What’s more is that if you get them the first time, it becomes part of their routine to purchase next time they’re in store. Secondly, by having a Telco clearly visible in store you are ensuring that customers are aware that it is an offer available, and driving the impulse to purchase.

Yes and No. We set ourselves the goal to win this award a few years back, and have come close a couple of times. We knew that if we kept the consistency in what our teams were doing day in, day out that we would be on the right track. Everyone at team Vodafone are really excited and proud of this award, as is the wider business.

What did Vodafone do differently?

I think the most crucial part was through our consistent ground level activity and servicing by our field and Blitz teams. Combined with a stronger focus on business planning, tightening up our range, and introducing the 35 Day Expiry for our customers, it really allowed us to challenge the market.

The biggest challenge in the retail space is the decline in recharge sales. Not many categories can survive a double digit YoY category decline, but this is still a $330M+ category. There’s still so much opportunity to grow within this category and it’s something that I’m passionate about working with retailers and dealers to arrest.

What can stores do to maximise revenue from the category?

I think the most crucial part was through our consistent ground level activity and servicing by our field and Blitz teams.”

What’s next for Vodafone?

There are some exciting offers launching very shortly, but you’ll just have to wait and see. C&I October/November 2018 | C&I | www.c-store.com.au 63


OPINION

I LOVE DATA.

DARREN PARK CEO United Convenience Buyers

Everyday, everyone, everywhere is bombarded by data.”

I LOVE ACCURATE DATA BETTER. T

orture the data, and it will confess to anything”. No, that’s not my saying. It belongs to a Nobel Prize winning economist. It does however reflect what we see every day across our businesses, data being used to create stories. Some stories are based on fact, some are based on data that’s in bad shape. Everyday, everyone, everywhere is bombarded by data. Who cares, or why should anyone care, about data? To operate a successful retail business or any business, accurate data is a vital piece of the business success equation.

WHAT IS DATA?

What is data exactly? If you asked different people this question, you would receive multiple answers. For me, data are facts and statistics collected together for reference or analysis. An example of business data could be the number of 600ml soft drinks sold across Queensland in the past 3 months. There is one correct number that fits this criteria. This fact can be referenced for analysis and can be used for making a business decision.

WHY IS DATA AND ITS INTEGRITY IMPORTANT?

Who cares if data is incorrect or if the overall quality is poor? Data quality is referred to as data integrity. Data integrity means that the data is accurate and reliable. We all make business decisions which ultimately contribute to our company’s success. In most companies, there are areas where important business decisions are routinely made based on data. Whether it is the soft drink example above or using data to determine your best sellers or if you are a Trade Partner, where do we have distribution gaps or if you are a retailer, is my pricing correct? There are three main areas in business, where the use of good and clean data can help us improve: 64  October/November 2018 | C&I | www.c-store.com.au

• Business Performance Measurement. Consistently measuring business performance against company goals and the competition. Have we met our KPIs? Is this invoice priced correctly? Is my fuel price impacting my shop sales in anyway? These are examples of where we use data to measure our business performance. • Customer and Partner Satisfaction. Essential to a company’s success is the satisfaction of its customers and partners. Whether it be customer or product masterfiles, site visit reports, new product distribution, promotional pricing or correct equipment placement etc) data needs to be routinely captured and analysed to ensure customer expectations are being met. Any potential issues can be brought to light and resolved. • Resource Allocation and Use. Having the correct resources (such as coolers, product stands and field team member store coverage) in the correct locations at the correct time working on the correct project is important.

From the above, I hope you can see, data with solid integrity allows decision makers to accurately check on the “pulse” of company’s own performance, its partner’s performance and against the competition too. Having accurate and reliable data to analyse into information for making important, quick or long-term, business decisions, is simply a most crucial tool. With greater data integrity comes greater credibility and a stronger decision making foundation. Reports become more accurate. Field teams are more informed. Customers respond with greater trust in your business and we all enjoy greater productivity and efficiency. Hopefully most of you are already investing energy in data integrity. For those that this article may have poked in the ribs, by spending a little now, you reap far greater benefits over time. The better data a business has, the more successful it is likely to become. C&I


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Ready? Terms and conditions: Not for commercial or resale purposes. Prepaid Combo Plus: All inclusions expire as per expiry period above or upon next recharge, whichever occurs first. International Standard TXT: One TXT is 160 characters long. International Standard Calls: Excludes premium services, special and overseas free phone numbers and video calls. Calls charged in per minute increments Standard Voice Calls to selected list of countries. Countries may change from time to time, see vodafone.com.au/internationalcountries for list of current countries. Fair use policy applies. See vodafone.com.au/fairuse. My Credit, if you have any, will be used for minutes of standard voice calls to selected countries once included allocation is exhausted and for calls to any countries not included in the selected countries list or otherwise included in your recharge. Prepaid Mobile Broadband: All inclusions expire as per expiry period above or upon next recharge, whichever occurs first. Unused data rolls over when recharge is made before the expiry. Maximum allowable data accumulation is 50GB. Usage is calculated in per KB increments. Pricing subject to change. Included data only for use in Australia on Vodafone’s network. Broadband service: Check your device is compatible to the coverage areas you will use. Actual speeds vary due to things like device capability, location & network congestion. See vodafone.com.au/coverage MV02631 09.18

TELECOMMUNICATIONS SUPPLIER OF THE YEAR – AACS AWARDS 2018


OPINION

CASUAL CONVERSION BE ANNOYED NOT ALARMED

CHARLES WATSON Senior Adviser Workforce Guardian

charles.watson@workforceguardian.com.au

An employer is allowed to refuse a conversion request on reasonable grounds, and after consultation with the employee has occurred.”

L

ast year the Fair Work Commission ruled that modern Awards will have a casual conversion clause interleaved, if they didn’t have one already. Evidence presented to the Commission during hearings indicated some employers engage persons who want permanent employment as long-term casuals. The Full Bench of the Commission agreed and concluded it is fair and reasonable for those employees to have access to a mechanism for converting their casual employment to an appropriate form of permanent employment and after a period of twelve months regular and systematic casual employment.

THE RIGHT TO CONVERT

After ongoing polemical debate by all involved parties, the model clause was settled and from 1 October 2018 relevantly forms a term of the General Retail Industry Award 2010, along with 85 other Awards. Those Awards with pre-existing conversion terms, such as the Food, Beverage and Tobacco Manufacturing Award 2010, will not be affected by this new clause. Effectively the clause gives Award covered “regular casual employees” the right to request their employment status be converted to permanent part-time or full-time status if that employment pattern could continue without “significant adjustment”. A “regular casual employee” is defined as one who has worked a pattern of hours on an on-going basis over 12 months. The expression “significant adjustment” is a little grey, but might best be viewed from the perspective that the required adjustment to the casual employee’s hours of work meant the employee is not really a true “regular casual employee” in the first instance.

THE RIGHT TO NOT CONVERT

It must be remembered that casual employees are not required to request conversion to permanent just because they achieve 12 months’ (or more) service. However, once a regular casual employee achieves the requisite service their right to request conversion remains “continually exercisable” during their employment. Although there is an obligation on employers to advise casual employees about their potential entitlement to permanency, not all casuals will want to become permanent. Permanency will mean the accrual and access to personal leave and annual leave; however, it also means a reduction in take-home pay with the removal of the casual loading. Also, permanency may result in part-time employment with strict parameters around performing any additional hours of work which would be overtime or paid at a penalty rate. This may also detract from the earnings potential of a previously happy casual employee. Don’t forget to 66  October/November 2018 | C&I | www.c-store.com.au

communicate with your casual employees about these aspects when discussing conversion requests.

THE EMPLOYER OBLIGATION

To comply with the new provision, an employer is required to furnish every casual employee (whether likely to meet the definition of a “regular casual employee” or not) with a copy of the clause within the first 12 months of the employee’s first engagement to perform work. This means an employer could satisfy this obligation by providing a copy of the clause to a new casual employee upon commencement of employment. Employers have until 1 January 2019 to furnish casual employees with a copy of the Award conversion clause. Having discharged this requirement, the onus is then on the employee to write to their employer to request conversion if they meet the definition of a “regular casual employee” after 12 months’ (or more) service.

THE RIGHT TO REFUSE

An employer is allowed to refuse a conversion request on reasonable grounds, and after consultation with the employee has occurred. Such grounds include: • a significant adjustment to the employee’s hours would be required to accommodate the request; • it is known or reasonably foreseeable that the casual employee’s position will cease to exist within the next 12 months; • it is known or reasonably foreseeable that the employee’s working hours and days will significantly change or be reduced within the next 12 months; or • it is known or reasonably foreseeable that there will be significant change to the required hours or days of work in the next 12 months and such change cannot be accommodated within the employee’s availability to work. Where the employer refuses the request for conversion, the reasons refusal must be given to the employee in writing within 21 days of the request. If the employee does not accept the employer’s refusal this may constitute an industrial dispute that either party may attempt to resolve under the dispute resolution clauses within the General Retail Industry Award 2010 or directly refer the matter to the Commission for resolution.

TO DO LIST

• Obtain and review a copy of the conversion clause from the relevant modern Award. • Fulfil any obligation under the Award as and when required. • Any employee requests should be received and responded to in writing. • Keep copies of any communications and journal any meetings held with employees. • If in doubt seek advice. C&I



OPINION

BRETT BARCLAY Director - Convenience Measures Australia

No matter what type of promotion the shoppers buy, we know that within Convenience it is a way of providing value and to drive interaction of Fuel Shoppers who potentially wouldn’t buy any products in store.”

OPTIMISING PROMOTIONS T

hey are evident in practically every channel and they provide shoppers with a level of value whether it to be to buy multiple items or a discounted single item. We have seen many different versions over the years; Buy one get one free (BOGOF), two for a price, buy one get 30% off the second or more recently half price. Within the channel the majority of promotions have been multi buys, mainly two for a price however we have seen three and four item multi buys come in as well. No matter what type of promotion the shoppers buy, we know that within Convenience it is a way of providing value and to drive interaction of Fuel Shoppers who potentially wouldn’t buy any products in store. The challenge at the moment is two fold: 1. To provide shoppers with value for money however, not being too cheap 2. To provide variety of combo offers, yet allowing personalisation In our CMA 2018 Convenience Shopper Report we identified a decline in the value of Promotional baskets of 10%, despite basket size (items) and Penetration remaining the same. This can be driven by two scenarios: either unsuccessful promotions or giving away more than we need. Promotions are designed to drive basket value and items, yet we are not achieving both. Recently we have seen varying of the promotional programme by retailers and this may have had an impact. Sometimes we can be a little timid to either push up prices on what has previously worked despite everyday price increasing or confusing messaging. The latter can see both a value decline and promotional penetration/take up decline. It is really important that the messaging remains as simple as possible, even when you add complexity

68  October/November 2018 | C&I | www.c-store.com.au

of multiple categories/items in the promotion. Shoppers are creatures of habit, and changing mechanics that they are used to, can lead to changes in behaviour especially around highly promoted categories. The second point is around personalisation, which means Shoppers are looking for promotional solutions that suit their needs not being forced into buying something they don’t want. We know that almost 80% of Shoppers are by themselves when purchasing in Shop however, most of the promotional mechanics in Convenience are ‘twofor’ mechanics. The ‘two-for’ mechanic was designed to upweight the basket increase value and profitability of that basket however, not necessarily satisfying the shopper need. I would suggest that this has become successful based on the fact that it has provided value for money in the past especially when we have seen price points of‘twofor-five’ versus a single item at $4. What customers are now looking for is: “if I am forced into buying a second item to get value I want it to be something that I want”. So, this is where meal deals or cross category promotions work well, as it doesn’t force someone to buy two items of the same product if they don’t want to. We do still have a way to go however, in regard to shoppers not buying on promotion as they don’t rate the promotional offers in store great. This is identified through our Net Promoter Scores which shows those buying on promotion rating a 56 (which is very good) and those not buying on promotion rating a -18 (not so good). The reality is that 81% of shoppers don’t buy on promotion so that is where the potential opportunity exists however, we must work to ensuring that the value works for both Retailer and Shopper. C&I


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PETROL NEWS ROUNDUP P

DAN ARMES Founder of ServoPro

Fuel retailers often struggle with the complicated process of accessing good quality finance at competitive rates. The amount of time and effort in sorting through application forms and finding the best deal is a major source of frustration for our members.”

etrol Stations are a totally different business to what they were ten years ago. Fuel retailers can no longer run a profitable business by just focusing on their fuel sales. All the major fuel retailers, as well as large independent groups and smaller operators are investing heavily in revamping their retail offer in order to diversify and cater for the needs of their customers. Petrol stations are no longer fuel outlets, they are stores which are capitilising on the growing convenience channel and the rise of healthy food options and coffee. Fuel retailers who are not looking to innovate and invest in their business and looking for new ways to get more sales will simply be left behind in our rapidly evolving industry. Due to the nature of a petrol station running on low margins, there is not always a lot of cash available to invest back into the business. For this reason, fuel retailers need to find alternative ways to fund upgrades to their sites and fund the purchase of new equipment.

FINANCE IS BECOMING HARDER TO ACCESS

Fuel retailers often struggle with the complicated process of accessing good quality finance at competitive rates. The amount of time and effort in sorting through application forms and finding the best deal is a major source of frustration for our members. The royal commission into Australia’s financial services sector has caused lenders to tighten up the criteria around lending. We are also finding that banks are becoming more risk averse in order to avoid further attention from government and regulators. This has created further red tape for business owners to navigate when trying to secure business finance. Because the banks are more cautious they take longer to make decisions on approving finance. This creates pressure and uncertainty for the business owner and leads to poor decision making or missed opportunities. The good news for small-to-medium business owners is while all the focus of the royal commission is on the big banks more and more financing options are becoming available.

MAIN TYPES OF FINANCE

The three main types of finance we help ServoPro members with are – general business finance, equipment finance and cash flow loans. Most petrol station operators are looking to grow their business either through acquiring additional sites or improving their current site. The type of finance a business owner will need depends on their goals and objectives.

BUSINESS FINANCE

At ServoPro we help our members with the complicated process of buying additional sites and unless they have 70  October/November 2018 | C&I | www.c-store.com.au

just won the lottery, finance is required. We advise our members to keep all financial records up to date so that when it comes time to complete an application, the lender will have all the required information to ensure a correct decision is made on the application. Having all the required information readily available indicates good business principles and gives the lender confidence in the business. Abhishek Maharaj, General Manager at Winquote is a credit advisor as well as a finance and lending specialist for petrol station operators. Mr Maharaj said one of the best ways to ensure your business finance application is approved is to ensure you have a clean credit record. “Make sure all bills are paid on time and accounts are in order. It is worthwhile to check your credit record regularly to ensure that there isn’t anything that has come against your credit record without you knowing,” he said. When buying a new site Mr Maharaj advised, “Complete all your due diligence on the site you are purchasing. There are many reports that can be completed to help with this including valuation reports, tank tests, soil tests and environmental reports. It is also important to have an in-depth cash flow forecast and business plan. This could be done with the help of your accountant. It is important to have a good strategy which lets lenders know that you are the right person to purchase the petrol station.”


PETROL NEWS EQUIPMENT FINANCE

Equipment finance is used when you are looking to purchase equipment for your business and instead of paying for it in one lump sum, it's paid for over a period of usually two-to-five years. While bank term loans are usually secured against property and/or leasehold interest in petrol stations, equipment finance loans are secured solely against the equipment that is being financed. The interest rates and costs of equipment finance depend on the client profile and the asset being financed. Mr Maharaj said: “The interest rates will vary depending on the equipment being financed. We have accreditations with the major banks and also other lenders who can offer equipment finance where some banks may not consider. Where an asset is seen as having a higher risk, there is a higher interest cost which is applied given the lenders believe the asset would depreciate faster and have a weaker secondary market”. ServoPro members are looking to finance equipment like car washes, refrigeration, coffee machines and POS systems. Another popular option is to finance equipment, including installation and servicing. This type of finance package is mainly used with the installation of fuel dispensers and tanks. With this type of finance package, the equipment, installation and service contract is bundled so the fuel retailer has one monthly figure to pay and gives the peace of mind that the equipment will be fully maintained over the life of the lease.

CASH FLOW LOANS

Cash flow loans are another type of finance that is widely used in the fuel industry. This type of loan provides a

capital injection into the business which allows for the business owner to use it for any business purpose required. Mr Maharaj said: “Cash flow loans usually span twelve to twenty-four months and ease any cash flow pressures which the business may be facing”. “Other benefits to this type of finance include easy application process, quick settlement, no property security required, can be used for any business purpose and are approved based on the turnover of the business” he said. This type of finance is ideal for short to medium term solutions. For longer term solutions, alternative funding structures should be explored. Any successful petrol station operator would tell you that having good cash flow in your business is essential. Not having cash on hand is one of the major contributors to smallto-medium businesses failing in Australia. Financing can be an effective strategy for ensuring you have cash on hand. It can be a difficult decision to make whether to spend for example $15,000 on a new coffee machine for your site. Being able to break down that cost into fixed monthly repayments can help you decide whether it is a good idea for your business. It is then easy to calculate how many coffees you need to sell each month, week and day for the investment to deliver a positive return. Petrol station operators can’t afford to be left behind in our fast changing industry. Finance may be an effective strategy for you to grow your business, ensuring you can compete with others who are upgrading their sites. Fuel retailers know the difference even half a cent can make when setting their fuel margins due to the volumes being sold. The same logic applies to finance, with the right help and guidance, petrol station operators can make a huge difference to their profitability by getting the right type of finance. At ServoPro we partner with specialists and experts in their field. Make sure you seek advice from a professional and use a reputable and knowledgeable finance broker who understands the petroleum industry. C&I

Finance may be an effective strategy for you to grow your business, ensuring you can compete with others who are upgrading their sites.”

October/November 2018 | C&I | www.c-store.com.au 71


PETROL NEWS

Options for petrol shoppers The Australian Competition and Consumer Commission (ACCC) has reported new data that shows Australians have more choice than ever before when it comes to buying petrol. Consumers are being encouraged to take advantage of the choice available by shopping around to maximise benefits and rewards on offer. The ACCC’s second petrol industry report found there is greater diversity in the retail market compared to 15 years ago when it was dominated by big companies. Of monitored petrol sales in 2002-2003, brands such as BP and Caltex took up 83% of the market, compared to a mere 38% in 2016-2017. “Conversely, large independent retail chains (7-Eleven, United, Puma Energy and On The Run) more than quadrupled their market share over that time,” the ACCC said. ACCC Chair Rod Sims said: “The changing dynamic of Australia’s retail petrol market can be beneficial to consumers, as it gives them more choice about where they get their fuel”. “New retailers entering the market, for example, can have a positive impact on competition as businesses fight for market share. This can help bring down prices, as we have recently seen in the Cairns petrol market. Where there are a limited number of retailers in a market, prices can be higher due to a lack of price competition,” Mr Sims said. “For many consumers, price is the most important factor when determining where to buy petrol. More players in the market means more options of where to buy petrol. This is important as we found prices vary considerably between retailers,” Mr Sims said. “For example, in our first industry report we found that in Sydney the difference between the highest priced and lowest priced retailer was 9.5 cents per litre in 2017. Price-sensitive consumers can therefore make significant savings over time by choosing to buy petrol at lower priced retailers.”

Event organiser Sabrina Lamont started the strike to highlight how rising petrol costs had forced her to give up a job teaching in the Queensland outback. “We will do this every month until we are listened to and prices come down and stay that way,” Ms Lamont said to New Regional Media. “The government must reduce tax on fuel — it’s theft and greed. It’s sad to see so many people hurting,” she said. NRMA spokesman Peter Khoury said: “The question from us is, will it have any impact or will it just shift business from the day before or to the day after”. “I understand the public’s desire to want to change something but the challenge we face in Australia is the factor that’s made petrol prices the highest they’ve been in 4.5 years are largely global,” Mr Khoury said. “Often you’ll find petrol stations a few kilometres apart with a gap of around 30 cents a litre, that’s huge. That’s the real way to make a dent in petrol prices — by taking your money to cheaper stations.” Royal Automobile Club of Queensland (RACQ) spokeswoman Lucinda Ross said: “It’s completely understandable that drivers are frustrated by the high fuel prices we’ve seen in recent months, and while one-off stunts like this may give motorists a feeling of empowerment, unfortunately, they’re unlikely to make a difference in the long-term”. “We see many motorists continuing to buy from the most convenient site, often just because it’s on the way home from work — but these servos could be the ones charging the highest prices,” Ms Ross said. “If you’re in the south-east, the best thing you can do to drive down prices is to avoid buying fuel at the top of the cycle — and regardless of where you are across the state, do your research and only ever buy from the cheapest servo in your area.”

School holiday petrol price hike

National fuel strike Up to 100,000 Australians have vowed to boycott petrol stations during October, as they are fed up with paying high prices for petrol. As petrol has reached new high prices, up to $1.62 per litre, over 60,000 motorists have stated their interest in a Facebook event that suggests a petrol station boycott.

Drivers were being warned petrol prices were set to rise, in time for the recent school holidays. 7 News reporter Samantha Brett said: “It is certainly going to be painful for drivers at the pump these school holidays”. “The average Sydney petrol price for unleaded reached a dollar sixty-two point two. That is the highest of all capital cities to date…we can expect more of the same for the school break with the wholesale petrol price currently at a four year high,” Ms Brett said. At the time, Commsec Senior Economist Ryan Felsman said: “As we approach the school holidays in NSW, we can expect prices to remain elevated”. “Petrol prices are lifting at the moment and that’s putting pressure on household budgets,” Mr Felsman said. 72  October/November 2018 | C&I | www.c-store.com.au


PETROL NEWS

HABS Digital innovative and effective digital media solution Our innovative and unique range of ‘ultra-wide’ cooler displays offer retailers a visually engaging in-store product advertising and media solution. We have designed and produced a complete range of plug and play commercial media, fridges and coolers. Our exciting new product range includes single, double, three-door-fridges, freezers and open case units - all of which contain our built-in media players and highly flexible media scheduling software. We have now enabled retailers to easily generate in-store advertising revenue from the point-of-purchase where space was minimal or previously unusable. We have made it possible to effectively promote multiple product and sales promotions directly at the point-of-purchase, where most struggle for marketing space. Now you can easily push eye-catching digital multimedia messaging to any of your preferred store locations, anytime you choose. HABS Digital enables you to communicate instantly to customers with HD multimedia graphics at the point-of-purchase to gain maximum in-store impact and cut-through, while creating a highly persuasive impression upon the customer’s purchasing decision. How our easy to manage in-store digital media solution works • We supply and install our patented wide format HD digital screens • We offer expert design & development of multimedia content in-house • You manage your content via our customised scheduling user-interface

• Send your sales promotions or messaging to individual stores, or group of stores by region, state or nationally • Measure your in-store promotional success using our daily backup campaign reporting • Create sales revenue opportunities by offering promotional media space in-store We aren’t just experts when it comes to supplying or installing our unique wide format displays - our HABS Digital design and animation team deliver years of expertise with a thorough understanding of brand integrity and compliance. HABS Digital offer a complete turn-key solution to deliver your brand and product messaging where and when you need it. All our media scheduling software is run via our high security cloud severs, with live status information available at any time, including detailed proof of play reporting. The CMS is built to support any size network from ten to tens of thousands of players, while our in-built scheduling software has an extensive range of flexible scheduling features. For further information on HABS Digital products and services please visit our website: habsdigital.com.au or email info@habsdigital.com.au or call us on 03 9937 2111.

Are you fuelled by Enabler? Choose a solution that is.


PETROL NEWS

Vend Data Media Solutions

Robberies and staff theft cost retailers thousands of dollars every year. Vend Data Media Solutions has a range of smart vending solutions that can assist to: • Prevent & deter robberies • Protect your stock • Eliminate shrinkage • Reduce time spent managing the tobacco category • Improve store appearance • Create new revenue streams from digital advertising • Allow real-time tobacco sales and OOS reporting

SECURITY

Convenience stores and dairies are seen as ‘soft targets’ by robbers. Our equipment helps keep cigarettes secure and act as a deterrent. If they do gain access to the store, they are unable to access the machine and leave empty handed.

SHRINKAGE

Most convenience store operators accept shrinkage of 1% or 2% for tobacco which is crazy. Covering the cost of this loss means you lose 20% of the value in your most expensive category. VDMS systems and control access to tobacco products and eliminate in-store shrinkage.

CATEGORY VALUE

Tobacco accounts for about a third of convenience store turnover and a quarter of its profits. It’s time to maximise the power of your point of sale

with VDMS digital retail systems, you can drive customer loyalty, increase revenue and really squeeze value from the tobacco category.

OUR SOLUTIONS

Beat the challenges of display bans and plain packs with our gamechanging units. Benefit from leading-edge technology built on retail expertise and specialist tobacco knowhow. Take control with smart, secure tobacco storage and management. Our customised modular systems can stand alone or integrate with your POS system.

ADVERTISING PLATFORM

Target customers and drive selective sales with the super-sharp displays on our digital screens. Transform your point of sale, build own account brand equity and create a brand-new revenue stream from supplier advertising. Mix national and store-specific campaigns, and build community by offering community bulletin board space.

SAVE TIME

Solve the challenges of selling tobacco. Minimise shrinkage and drive revenues, while you benefit from real-time sales information, a valuable pointof-sale digital advertising platform, and transformed store operations. Visit us at: www.vdms.com.au Phone: +64 (9) 887 1081

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www.informedsources.com 74  October/November 2018 | C&I | www.c-store.com.au

South-East QLD accused of cheating customers Petrol prices across south-east QLD reached a four-year high, according to the ABC. Motoring group Royal Automobile Club of Queensland (RACQ) accused service stations of gouging customers. Petrol had reportedly reached its highest price in Brisbane, since July 2014, to $1.62 per litre. RACQ spokesperson Lucinda Ross said: “We haven’t seen a peak over $1.60 in four years, so this really is going to hurt drivers”. “We are seeing indicative retail margins of about 23 cents per litre,” she said. “Global oil prices have been fluctuating over recent months and we have seen an increase in recent days in those prices so that is some way to understanding what’s happening here. “But we also have service stations that are actually taking it to the next level and charging exorbitant prices, so that is really disappointing for Brisbane drivers.”


PETROL NEWS

Fuelic Drive-Off-Alert & Mobile Pay@Pump Now that the C&I expo is over, it’s a great opportunity for our visitors to reassess the options that can boost their business. Fuelic’s Drive-off-Alert solution is helping hundreds of fuel stations across Australia to fight against non-payment losses. Additionally, the smartphone-based Pay@Pump solution, which is fully integrated with popular pump controllers, could be a game changer for the fuel industry.

DRIVE-OFF-ALERT

Drive-off is a serious concern for fuel stations and if you are looking for a solution to tackle this menace, look no further! ANPR Drive-off-Alert (DOA) is the answer to all your non-payment worries. With highly advanced Vehicle Detection Technology (or Fuelic ANPR), DOA empowers the fuel stations with fully automated systems that raise alerts for repeat offenders and possible falsified plates. The DOA Platform

is also frequently employed by the police to nab repeat offenders. DOA uses an accurate and simplified mechanism to capture and manage driveoffs/failed-to-pay incidents. It’s also cost-effective and in most cases, works with the existing setup surveillance IP cameras therefore saving installation cost & time. DOA’s lookup of vehicle feature helps you identify your regular paying customers. With its huge database of repeat offenders and vehicles, DOA efficiently spots the non-paying customers. Visit www.driveoffalert.com for more information.

PAY@PUMP

Fuelic’s smartphone Pay@Pump is a fully integrated, smartphone-based technology that delivers a simple and unique fueling experience. Its seamless fuel payment experience keeps users aware of fuel promotions, which in-turn boosts fuel and retail sales. Pay@Pump is an inexpensive alternative to OPT (Outdoor-Payment-Terminals) to let fuel stations operate 24/7 unmanned. It allows fuel stations to operate in Prepay and Postpay mode. It also includes integrated offers solution to help retailers attract impulse and potential buyers. Fuelic platform can also be used to incentivise fleet and premium customers and attract more sales. Being a software-based solution, its implementation and operational costs are minimal. Platform includes PCI Compliant gateway to prevent any payment leakage. Also, no sensitive information is left unsecured. Additionally, it’s various reports and analytics help businesses track sales, profit and customer information. For any queries, reach us at www.fuelic.com or contact us: Sales@fuelic.com / 1300 765 877

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Ü Envirotank double-wall tanks are fully compatible with all modern fuel types including alcohol blends & low sulphur diesel.

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proven hydrostatic testing system, that continuously monitors the integrity of the inner & outer tank walls in all installed conditions.

Corrosion-proof Fibreglass Underground Storage Tanks

Visit www.envirotank.com.au or call 1800 818 354 for more information

October/November 2018 | C&I | www.c-store.com.au 75


ONLINE ROUND UP MOJO has since become one of Australia’s top brands, InsideFMCG reported. “When we started out, we couldn’t have imagined the incredible growth and consumer demand we see today,” Mr Crabb said. “As we continued to innovate, we soon realized that for us to take the business to the next level and provide probiotic beverages to even more people, we needed to find the right strategic partner. We found this partner in Coca-Cola.” “Coca-Cola is a total beverage company with massive intellectual capital,” he said. “We can learn a lot about consumer trends and marketing innovation, while Coca-Cola can benefit from MOJO’s unique understanding of fermentation and what it takes to build great-tasting brewed beverages.” Both Mr Crabb and sales and marketing director, Andrew Buttery will keep their positions within the company.

Nexba Beverages win Telstra award

Nexba Beverages has achieved national recognition as the winner of the first-ever Telstra Alumni Achievement Award. Since winning the Telstra Australian Micro Business Award in 2015, the Judges felt that Nexba had taken their achievements to the next level. Co-Founder Drew Bilbe said that the business has created a sugar-free alternative to soft drinks. “All of our products are naturally sugar-free, as opposed to being artificially sweet. We have re-invented soft-drinks,” he said. Telstra CEO Andy Penn said the national winners represented the best in business from across the country. “The winners are all shining examples of businesses doing great things. They’re not afraid to take a risk, to choose innovation first and to keep pushing their vision forward. Getting to this stage of the Telstra Business Awards is a huge achievement. It’s the culmination of all their hard work,” Mr Penn said. The Award was presented to Drew Bilbe, at a Gala Dinner held at the Sofitel Melbourne on Collins on the 20th of September.

Gatorade launches new low-sugar formula

Gatorade has launched G2, a new sports drink formula with less than two percent sugar. G2 has been scientifically designed to provide low sugar fuel for your workout along with electrolytes to help replace what is lost in sweat.G2 is available in three refreshing flavours: Glacier Freeze, Raspberry and Citrus Burst. ”G2 is an exciting new addition to the Gatorade portfolio. We now have a range of fuel to meet your needs, depending on your level of exercise intensity. G2 contains all the electrolytes you need, however the reduction in sugar means that one bottle contains less than 55 calories, making it perfect for those looking to reduce their energy intake,” said Jamie Bruce, Marketing Manager PepsiCo ANZ. The new G2 range will be ranged nationally across all major retailers, as well as petrol and convenience. RRP $3.50

Coca-Cola purchases MOJO Kombucha

Urbanista raises funds

Coca-Cola has acquired Organic & Raw Trading Co, including the ownership of MOJO Kombucha. Kombucha is an ancient, fermented, tea-based drink and is often called the “tea of immortality” for its reputed health benefits. It is also one of the fastest-growing beverages within the category in Australia. This is the first Kombucha brand that Coca-Cola has purchased. President of Coca-Cola Australia, Vamsi Mohan said this is a “strong opportunity” for the soft drinks giant, InsideFMCG reported. “Across Australia, we now have more than 165 products and 25 brands. The addition of MOJO kombucha fits perfectly with the growing popularity of organic, probiotic drinks,” Mr Mohan said. “With this acquisition, Coca-Cola Australia can take a leading role in helping The Coca-Cola Company in the still-emerging, premium-probiotic kombucha category, which is the fastest-growing beverage category in Australia.” MOJO Kombucha is a low-sugar, live-culture, organic drink. Anthony Crabb, co-founder and CEO of Organic & Raw, created the beverage in his home in 2010.

Urbanista Cafe and Convenience has raised $5027.10 for the charity, Autism Spectrum Australia for its annual coffee fundraising campaign. On its Facebook page, the store said: “A big thank you to all the customers who purchased a coffee during the month of September in support of Autism Spectum Australia.” “Again we wish to thank our trade partners MocoPan Coffee, Pauls Professional and EnviroPak5 for their generosity in helping run this fundraising event,” the post read. Urbanista Managing Director Eddy Nader said: “This is the second year we’ve done the event to raise funds, last year we raised over $4000 for Save Our Sons”. “We know some families who work in the petrol and convenience industry, who have kids with autism and we wanted to support them the charity,” Mr Nader said. “Moving forward we hope to continue to raise money each year for children’s charity.”

76  October/November 2018 | C&I | www.c-store.com.au


+ + As part of a balanced diet

Sanitarium PB is the

FASTEST GROWING*

protein drink in the segment delivering on taste and protein.

Growing with the popularity of

SPORTS NUTRITION and emergence of “the everyday athlete�.

Meeting consumer demand for protein as understanding of its role in

MUSCLE RECOVERY grows.

* Nielsen Scan Australia Convenience MAT 15/07/2018 Val% growth


ONLINE ROUND UP

Smith’s reveal new limited edition Pizza Hut inspired flavours Smith’s has partnered with Pizza Hut to launch three new, limited edition, mouth-watering flavours: BBQ Meatlovers, Margherita and Garlic Bread. Combining the iconic Smith’s crinkle cut chip with classic Pizza Hutinspired flavours has never been done before and is sure to delight both chip and pizza lovers across Australia. Lynn Rutherford, Marketing Manager for Smith’s said: “We’re really excited about our innovative partnership with Pizza Hut. It made perfect sense for us to combine Smith’s chips with these classic Pizza Hut flavours – we think it’s a match made in heaven and we know Aussies will love them as much as we do.” All three flavours come in 80g and 150g size packs. BBQ Meatlovers are available across all major supermarkets, Margherita in Woolworths and Garlic Bread in Coles and IGA, as well as petrol and convenience stores, for a RRP of $3.29.

Karats of KitKat Gold Nestle has launched its newest addition to the KitKat family, KitKat Gold. Hot off the back of Cadbury’s Caramilk earlier in the year, KitKat Gold is a combination of the unique wafer known to the brand, covered in a golden, caramelised chocolate. Nestle’s Head of Marketing Confectionery Anna Stewart told News Corp Australia that the flavour creation came through the company’s development work in Australia. “We have a lot of fun exploring different flavour profiles, and when we tasted this one, we knew we were on to a winner,” she said. “We’ve ensured we’ve got the taste of the wafer in the finger right with the right chocolate flavour to go with it,” she said. “This one is distinct because it’s made by caramelising the butter to give it its distinct flavour,” she said. While the initial packaging said the product was ‘limited edition’, but Ms Stewart said if it received enough positive feedback, it would likely become a permanent fixture. “We encourage anyone who gets to try it to let us know their feedback on our Facebook page. We are always looking for customer feedback,” Ms Stewart said. KitKat Gold is available in a 170gram block and a 45gram block.

AUSTRALIA’S FUEL EQUIPMENT SPECIALISTS Petrol Services Australia offers a complete design, installation and maintenance solution for retail and commercial petroleum and LPG storage and dispensing systems. We are one of the largest privately owned service providers in Australia offering complete forecourt solutions, servicing all major oil companies in the Australian Market. 24/7 Equipment Repairs on all makes & models including Gilbarco, PEC/Gallagher & Wayne Complete Fuel System Maintenance Extensive Preventative Maintenance Services Dispenser & Pump Upgrade Services Turnkey Installation Highly skilled technicians trained in fault-finding & diagnostics

24 Hour Service 1300 052 847 www.petrolservices.com.au

SOUTH AUSTRALIA 41-43 Ceafield Road Para Hills West SA 5096

VICTORIA 43-45 Capital Link Drive Campbellfield VIC 3061

78  October/November 2018 | C&I | www.c-store.com.au

Commitment to minimising downtime and optimising production for our clients Calibrations & Certifications in accordance to NMI Regulations Compliance with high level OH&S regulations & ISNetworl registered In-house CSE, hot works & working at heights equipment

NEW SOUTH WALES Unit 1, 10 Progress Circuit Prestons NSW 2170

QUEENSLAND 30 Link Drive Yatala QLD 4207


Petroleum equipment and services

Action Installation & Services

ELGAS SWAP’n’GO®

Action Installation & Services was formed in 2006 when Michael Mintilakis and Ron van der Meer decided to create an installation and service company that was second to none. Over 50 years of combined fuel industry experience and knowledge has enabled them to build a business which continues to lead change in the downstream petroleum industry. Action Installation & Services continually strive to achieve the highest standards of environmental and safety performance, through the use of well informed, highly trained people. Action currently employs 40 staff across admin, installation, pump and electronic service. Action Installation & Services strives to satisfy the requirements and expectations of every client every time in a professional and cost effective manner. Regular reviews ensure the quality of all products and services and business operations; and that all employees have appropriate job skills training; and quality management, contractual obligations and ongoing process improvement is maintained.

Elgas SWAP’n’GO® is the leading BBQ gas exchange program brand in Australia. The program offers your business the opportunity to increase sales and profits with a very well-known and respected brand. SWAP’n’GO® also provides your customers with fast, safe and easy transactions. Out-of-date bottles are accepted at no extra charge. You can add to or replace your declining refill sales, and low margins, with a reliable, convenient and secure swap program that has low labour costs for you. SWAP’n’GO® maintains a record of excellence in safety, with comprehensive staff training in the safe handling of LPG. Elgas SWAP’n’GO® is backed by a national network of refilling plants and branches to ensure that your business receives quality service. SWAP’n’GO® also creates a massive summer stockpile to provide uninterrupted service during the seasonal peak periods. Contact Elgas today to become a SWAP’n’GO® dealer.

Contact: Steve Crispin Brown Phone: 1300 785 425 Email: stevecb@actioninstall.com.au Web: www.actioninstall.com.au

Phone: 1300 652 003 Email: swapngo@elgas.com.au Web: www.elgas.com.au/swapngo

Cardtronics

Gallagher Fuel Systems

When you see an ATM in a supermarket, convenience store or Petrol location, there’s a good chance it’s from Cardtronics, a proud supporter of the convenience, café and fuel industries. Cardtronics understand the needs of a variety of establishments and the commercial environments that retailers in the P&C channel face. Cardtronics know that you need your ATM up and running without any issues to service your patrons and provide them with safe and easy access to cash. For your business premises a Cardtronics ATM will mean more customers with cash to spend in store, reduced eftpos fees, 24-hour service and support. It is a fact that a percentage of the cash withdrawn from a Cardtronics ATM is spent on the premises, which will improve your revenue streams. At Cardtronics we know from proven experience that an ATM can deliver more sales to your business. If you want to create more foot traffic in your business, an ATM does that. Cardtronics is Australia’s largest independent ATM provider and part of the global Cardtronics brand. We operate a real 24 hour service, we operate our own technically trained help desk, offering nationwide support with a national network of spare parts warehouses and dedicated in-house technicians.

Gallagher Fuel Systems is a designer, manufacturer and supplier of quality fuel dispensing systems. The innovative PULSE fuel dispenser range combines advanced electronics, corrosion resistance metal work, the highly accurate Tatsuno meter and a modular design that provides flexibility like nothing else on the market today. Demand for on-site comprehensive Vapour Recovery (VR) solutions continues and Gallagher Vapour Recovery solutions comply with the most stringent regulations, provide compliance reporting and significantly reduces greenhouse gases on the forecourt. Gallagher Data Centre makes visible via any internet enabled device, real-time transaction information from any dispenser. This is a real game changer in terms of how we view servicing and maintenance, allowing the industry to adapt a proactive approach reducing overall servicing costs. Gallagher’s latest edition to the PULSE range are the 5 product suction pumps and dispensers. The pressure only model offers one of the smallest footprints at only 2100mm. Mixed pressure and suction model options are available with a footprint of 2375mm. Integrated LPG is an added option.

Phone: 1300 305 600 Email: sales@cardtronics.com.au

Contact: Derek Hjelm, Business Development Manager Australia Phone: 0424 164 814 Email: derek.hjelm@gallagher.com Web: www.gallagher.com October/November 2018 | C&I | www.c-store.com.au 79


SUPPLY-FIND

Flowsell Flowsell, providers of an innovative gravity-based drink merchandising system, say that when it comes to saving staff time, managing stock and increasing sales, “it’s all about gravity”. Cool rooms with flat shelving, incur a range of ongoing and unnecessary costs. By comparison, Flowsell’s drink merchandising system, reduces labour costs removing the need to double handle products and continually face up product. The system also ensures proper FIFO (first in, first out) stock rotation, reducing product wastage and – better still – fridges maintain an attractive, fully stocked appearance as customers buy throughout the day. The Flowsell full rack drink system is used extensively in all areas that retail drinks from a cool room. This includes service stations, convenience stores, bottle shops and function centres. Other options available from Flowsell include a specialised Retrofit Bottle Slide Kit. This kit enables a customer to convert an existing flat shelf into a gravity feed system. This system has been successfully used in convenience stores, bars, sporting clubs, cafes, bakeries, fast food outlets and anywhere that has a fridge with flat shelves. Flowsell also supplies a gravity feed milk trolley for use in supermarkets with a dedicated cool room. Free your staff to deal with customers in store and let gravity do the grunt work. Contact Flowsell on www.flowsell.com.au or Ph: 03 9708 2276 to find out how you can start saving today.

10 Sonia Street, Carrum Downs, VIC 3201 Phone: (03) 9708 2276 Fax: (03) 9708 2279 Hours: Mon - Fri: 9am - 5pm www.flowsell.com.au

Gascorp Pty Ltd – Budget Petrol

North Cross Australia Pty Ltd

Budget Petrol, established in 1985 is one of the oldest and largest groups of independent service stations in NSW, with over 60 locations in the Sydney Metropolitan area. Our Retail stores strive to provide our customers with Quality Fuel at Budget Prices. Our Wholesale arm – Gascorp Pty Ltd offers independent operators a business model which enables them to run their own business without interference, while utilising the backing of a competitive, professional and reliable brand. We offer competitive Mobil supplied fuel prices, Valvoline Oil, LPG Supply, In Store Programs, ATMs, Banking Partners and Environmental Regulation Support. We also operate our own fuel transport company which allows us to offer the highest levels of service for fuel deliveries and logistics.

North Cross Australia Pty Ltd is a multi-disciplinary firm that has offered a wide range of services to the Service Station Industry since 1990. Our body of work is impressive and ranges from design, construction, civil, environmental, specialist petroleum services, demolition and local & statutory authority compliance. We have worked with property owners and site operators for: • Underground Petroleum Storage System (UPSS) compliances. • Fuel System Modifications. • Design, Installation and Commissioning of new Fuel Systems. • De-commissioning and Demolition (Unrestricted Licence) of existing fuel systems (incl Tank Removal or Abandonment). • Asbestos Removal. • General Construction Work. • Civil Work. • Environmental and Remedial.

We can help independents looking to: • Lease their property to a reputable company • Sell their property freehold • Reimage and brand their site • Change fuel supplier and retain their independent brand

Contact: Diann Melas Phone: (02) 9564 2355 Email: fuels@gascorp.com.au Web: budgetpetrol.com.au

To be listed here, please contact Safa de Valois on 0405 517 115 or email safa@c-store.com.au 80  October/November 2018 | C&I | www.c-store.com.au

North Cross Australia Pty Ltd ABN 30 130 834 329 Unit 14, 54 – 60 Links Rd, St Marys NSW 2760 Phone: (02) 9673 4004 Fax: (02) 9623 5823 Mobile: Norman Badaoui 0401 564 566 Email: norm@northcross.com.au Web: www.northcross.com.au


SUPPLY-FIND

Shipman King Pty Ltd Shipman King Pty Ltd is an Australian designer, manufacturer and distributor of equipment for the service station forecourt industry. Under their ESKAY brand, Shipman King’s long history has enabled the company to become a major supplier of this equipment throughout Australia, New Zealand and the Pacific region. With an extensive product range and ability to service the whole of Australia, Shipman King is truly your one stop shop. Australian owned, Shipman King’s product range includes: • Fill Adaptors and Caps, Dip Cap Assemblies • Upflow Vents, Pressure Vacuum Vents • Dip and Fill Product Markers • Vapour Recover Equipment, Stage 1 and 2 • Overfill Prevention Valves complete with aluminium tube ready for retro fitting • Monitoring Wells and Ground Boxes • Durapipe PLX Polyethylene Piping System • Underpump Containment Sumps and Browning Spill Safe Boxes • Adblue Equipment • Aluminium and Composite Manway Covers • Aboveground Tank Equipment For a complete product range please visit Shipman King’s web site.

Contact: Nigel Howlett Phone: (03) 9459 9900 Email: sales@shipmanking.com.au Web: www.shipmanking.com.au

Other suppliers Abacus Stocktaking Services Pty Ltd Accor Action Installation & Services Pty Ltd Active Eye Advanced Lighting Technologies Australia Inc Aitken Rowe Testing Laboritories PtyLtd Augusta Properties AusSport Pty Ltd Australian Enviro Services B&B Industrial Benchmark Business Sales & Valuations BP Australia Caltex Australia Capricorn Society Ltd Cavvanba Consulting Pty Ltd Coffey Environmental Services Commercial Indemnity Pty Ltd Compac Sales Pty Ltd Conservelec Pty Ltd Douglas Partners Earth Air Water Consulting & Monitoring P/L ECL Group Energy Action Environmental Monitoring Solutions Pty Ltd Envirotank Pty Ltd Envirowest Consulting Pty Ltd EquipCo ETP International Pte Ltd F&M Supplies Fuel Data Solutions Fuelgear Geo-Logix Pty Ltd

Gilbarco Australia HMC Pty Ltd Intertek Testing Services Jeffery & Katauskas Pty Ltd Jon Jen Trading Pty Ltd Leighton O'Brien Pty Ltd Liberty Oil Liquip International Pty Limited Metro Petroleum Mobil Oil Australia MPHP Architects Pty Ltd MTAA Superannuation Fund Pty Limited North Cross Australia Pty Ltd Northern Petroleum Equipment Services Pacific Guage Park Pty Ltd Perich Constructions Pty Ltd Perisale Australia Pty. Ltd. Petroleum Tank Technology Precision Stocktaking Services Puma Energy RCA Australia Pty Ltd SGS Australia Pty Ltd Spill Station Australia Pty Ltd Tank Solutions Pty Ltd Tennco Pty Ltd The Remediation Group Trans Tasman Energy Group Trax Retail Solutions Unigas Pty Ltd United Petroleum Urth Energy Valvoline Wayne Fuelling Systems

SI Retail SI Retail is an Australian owned family business that has been operating since 1974. With extensive technical knowledge, their professional team have developed a range of versatile shop fittings and point of sale solutions to suit a variety of retail industries. With the petrol and convenience industry in mind, SI Retail has created a range of displays for retailers to showcase their products in the most costeffective and efficient ways. This will assist your business by driving product sales, whilst decreasing operational costs and maintaining a neat and attractive environment to promote a positive shopping experience for your customers. Whether you require signage, shelving, shelving accessories (such as roller gravity shelves, LED lighting or shelf management), shopping baskets, hooks or data strips, SI Retail have the solutions for you!

Phone: 1300 434 775 Email: info@siretail.com Hours: Mon - Fri (8.30am - 4:30pm) Web: www.siretail.com

Petroleum equipment and services C&I Supply-Find is a detailed listing of suppliers of products for resale, business services, maintenance providers, and manufacturers and suppliers of capital equipment for shop and forecourt. It is included in every issue of C&I Retailing Magazine, six times per year to a circulation of around 22,795 businesses. The rate for posting in C&I Supply-Find is $2,950 + GST for one full year (six print issues and 12 months on our website). Bookings are a minimum of one year. For a 1/2 page, the rate is $5,900 + GST per year.

For all advertising enquiries with C&I Media, please contact

Safa de Valois

Mobile: 0405 517 115 Email: safa@c-store.com.au

October/November 2018 | C&I | www.c-store.com.au 81


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