Texas Food and Fuel Association Quarterly-July/August/September 2014 by Texas Food & Fuel Association

July August September 2014

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Q U A R T E R L Y

Texas Food & Fuel Association Quarterly is published for: Texas Food & Fuel Association 401 West 15th Street, Suite 510 Austin, TX 78701 Phone: 512-476-9547 Fax: 512-477-4239 www.txfoodandfuel.org www.sw-expo.com

July August September 2014 Departments 06

Texas Food & Fuel Association Board of Directors

09 Chairman’s Message By Gary Johnson

Calendar of Events

Chris Newton, President

New Members

Jesus Azanza, Director of Communications & Marketing

20 Congratulations and Farewell Doug DuBois Jr., the Director of Member Services & Government Affairs for the Texas Food & Fuel Association, accepts offer to become the new Executive Director of the Texas State Rifle Association.

TEXAS FOOD & FUEL ASSOCIATION STAFF

Rick Bolner, CPA, Vice President of Accounting Scott B. Fisher, Vice President of Policy & Public Affairs Dana Fuller, CEM, Expo Manager Annette Hicks, CMP, Director of Meetings & Expositions Kris Wallace, Assistant Director of Accounting & Assistant Expo Manager Published by: Naylor 5950 NW 1st Place Gainesville, FL 32607 Phone: 800-369-6220 Fax: 352-331-3525 www.naylor.com Publisher: Drew Jasinski Editor: Shani Calvo

Visit us online!

Index of Advertisers

Features

12 Nooner’s: Beyond Brick and Mortar Embracing change to remain relevant is just business as usual for Sean Nooner and his convenience stores. By Jesus Azanza

27 Technology at the Tank Secure payment solutions and eye-catching media products are trending at the pump. By Amy Bell

Cover/Feature Design & Layout: Jesus Azanza

Marketing: Kaydee Currie Project Manager: Heather McMillen Sales Director: Eric Singer Advertising Sales: Shaun Greyling, Bill Lovett, Leron Owens, Beth Palmer, Tobias Valdez, Paul Walley, Joseph Watkins, Jamie Williams, Matthew Yates

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Layout & Design: Print 2.0h! | Deb Churchill Basso ©2014 Naylor. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher.

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PUBLISHED SEPTEMBER 2014/ TPM-Q0314/4162

July August September 2014 5

Texas Food & Fuel Association

2014-15 Board of Directors OFFICERS

DISTRICT DIRECTORS

Gary Johnson, Odessa Chairman of the Board Rick Golman, Dallas Vice Chairman Madalyne Lange, Sherman Secretary Cary Rabb, Round Rock Treasurer Eddie Bates, Beaumont Immediate Past Chairman Chris Newton, Austin President

REGIONAL DIRECTORS Steve Fryar, Brownwood Region A Dick Rudisill, Nacogdoches Region B Imad Sarkis, Beaumont Region C Steve Boyd, Houston Region D

6 686456_Linq3.indd

Clay Wallace, Hereford

District I Matthew Kendrick, Lubbock District II Joy Garcia, Mineral Wells District III Dean Howerton, Midland District IV Mike Hennings, San Angelo District V Aaron Nilsson, Daingerfield District VI Kyle Kirby, Ft. Worth District VII Mike Kittrell, Plano District VIII Justin Reeves, Longview District IX Matt Judson, Corsicana District X Don Broach, Bryan District XI Ed Morgan, Nacogdoches District XII Clay Johnson, Austin District XIII

John Hebert, Jr., Liberty District XIV Nelson Grona, San Antonio District XV Cleo Bustamante, Jr., Carrizo Springs District XVI Jon New, Victoria District XVII Jake Marsico, Dickinson District XVIII

DIRECTORS AT LARGE – SUPPLIERS Therese M. Baer, Austin Buster Cage, Whitney Mark Cowie, Houston Charles Garza, Pflugerville *Marketer Member Beau Harris, Keller Michael Lawshe, Fort Worth Tom Lye, Austin

DIRECTORS AT LARGE – MARKETERS PAST CHAIRMEN SERVING ON THE Sherry Forbes, Haltom City BOARD Justin Parrott, Dallas Sultan Poonawala, Dallas John Prickette, Sulphur Springs Jeff Scarbrough, Clovis, NM Wes Scott, Houston

Rodney Fischer** Jim Kolkhorst* Andy Olmstead* Terry Maxey** Randy Parrott** Carl Ray Polk, Jr.** Allen Smith**

* serves on Executive Committee ** serves on Board Board Term: July 1, 2014 – June 30, 2015

See the digital version at www.naylornetwork.com/TFFA 25/03/14 3:11 PM

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Chairman’s

Message By Gary Johnson

Things Change Yet Remain the Same

am honored to begin this journey as the chairman of this remarkable organization. Let me first say thank you to Eddie Bates for his leadership of this organization over the last year. Eddie has devoted a lot of time, thought and energy to his year as chairman. His leadership has raised the bar for all that follow him as chairman. During my term as chairman, I want to talk not only about the changes in our industry, but how despite these changes our businesses continue to benefit from their membership in the Texas Food & Fuel Association. We all know things are changing in this industry. The fact of the matter is, they always have, especially in this industry. Our predecessors grappled with a number of changes over the last 60 years. Supply. Prices. Taxes. Regulations. Demand. Today, we continue to work with many of these same issues, albeit in different forms. They seem to come faster at us with a lot more people participating in the debate, especially from the government. Through it all, the Texas Food & Fuel Association has been right there changing with us. Over the last 65 years, our organization has been through four names, a merger, multiple membership categories, several consultants, a couple of attorneys and many, many amendments to the bylaws to accommodate all of the changes. Many of you sitting out there are proud veterans of these efforts. As an organization, we should take a lot of pride in this process. They not only demonstrate the intense commitment of the members of this association, they demonstrate the willingness to evolve, to change, to serve its members better. We feel strongly about this commitment. Not only do we feel strongly about it, we’re strong enough to take action, to change, to roll up our sleeves and work hard at it. It takes a lot of courage and commitment to change an organization’s name, to

change membership categories, to look at the governance process and see how it can be improved. What makes this organization special is you: the members who lead it and are committed to its evolution. Through all of these changes, some things have remained the same though. We’re a member-led organization that never wavers in its commitment to serving our members. We invest in a top-notch staff to not only help manage all of this change, but to also provide professional, best-in-class advice and service to our members. Think about the breadth and diversity of the industries represented for a moment. We are selling at both retail and wholesale levels of trade. We sell not only products and services used by hundreds of millions of people each day, but products that are also highly regulated by local, state and federal agencies. It takes a special group of folks to keep up with these agencies and recommend not only the right course for an individual member to take but also the right course for the industry as a whole. We’re fortunate to have such a great crew of staff working with us every day. I’ve touched on a few examples of how THINGS CHANGE, YET REMAIN THE SAME. The key takeaway is despite all of the changes, despite the new regulations, despite the industry consolidation and even despite new names, the Texas Food & Fuel Association will always be here to serve its members. We are part of a dynamic evolution. I’m proud to be a member of this association and I’m especially grateful for the opportunity to lead this association. During my term as chairman, I intend to use all of the accumulated wisdom of our members and staff to help continue this process of change. I appreciate all of you being a part of this and I look forward to working with all of you. ■

Not only do we feel strongly about it, we’re strong enough to take action, to change, to roll up our sleeves and work hard at it.

Members Working with Members Thank you for supporting the advertisers and members who make this publication possible. Their involvement with the association allows us to have a strong front on legislative issues that affect all involved in the industry and related fields. Their support of this magazine allows Texas Food & Fuel Association to continue to inform its

members about updates in the industry and how Texas Food & Fuel Association is directly involved in making a difference. Texas Food & Fuel Association encourages all of its members to consider working with companies who actively support the industry through their involvement with the association.

July August September 2014 9

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Calendar

of Events

2014

jan

feb

Indicates an association event

mar apr

may

jun

jul

aug sept

Fall Conference & PAC Golf Outing

oct

nov

dec

22-24

September 22-24, 2014 Hyatt Regency Hill Country Resort & Spa – San Antonio, TX

2015 2015 Winter Conference & Legislative Day

February 17-18, 2015 AT&T Executive Education and Conference Center – Austin, TX

17-18

2015 Southwest Fuel & Convenience Expo

May 6-8, 2015 Omni Fort Worth Hotel & Convention Center – Fort Worth, TX

6-8

Welcome

New Members MARKETER – PETROLEUM DISTRIBUTORS

Newberry Tanks & Equipment LLC

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Tank Manufacturer

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West Memphis, AR 870-735-4473 Charlie Redford cr.tanks@gmail.com www.newberrytanks.com

INDEPENDENT OPERATORS

Marisol Mgt. LLC dba Marisol’s Convenience Store

Laredo, TX 956-336-4186 Michel Anzaldua michel@marisolsstore.com www.marisolsstore.com Maverick Gas Service

Eagle Pass, TX 830-773-9669 Kristy De Los Santos kristydelossantos@gmail.com

SUPPLIER MEMBERS

Accufast Order & Katalog dba AOK

Lake Charles, LA 337-302-8839 Michael Van Dyke michaeljvandyke@gmail.com www.accufastorder.com

P.O. Box 491 • Boyd, TX 76023 940-433-8441 • 800-354-5886 Fax: 940-433-2092 • E-mail: russ@youngstank.com

www.youngstank.com

Accufast Order & Katalog teams up with wholesale grocers to produce a catalog that contains their products, which allows the wholesalers’ customers to easily find and order their products. DDC Fuel Services, LLC

Venus, TX 817-412-0300 Debbie Denman ddc.debbie@gmail.com www.ddcfuelservices.com

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NOONERâ&#x20AC;&#x2122;S BEYOND BRICK AND MORTAR

Embracing change to remain relevant is just business as usual for Sean Nooner and his convenience stores By Jesus Azanza, Director of Communications & Marketing, Texas Food & Fuel Association

See the digital version at www.naylornetwork.com/TFFA

July August September 2014 13

FEATURE

ince the age of 3, Sean Nooner has been in and around convenience stores. Sean’s father, Sammy Nooner, owned and operated a handful of convenience stores before selling all but one in San Antonio, TX. With deep San Antonio roots, Sean decided to return to his hometown after graduating from Texas A&M University. He spent the next five years building and supplying convenience stores with pump equipment, and he also worked with his father on the jobber side of the industry. Soon after, he followed in his father’s footsteps and started building his own convenience stores. Over the years, Sean remained sensitive to industry change and consumer demand. Dramatically reduced fuel margins, technological advancements, and shifting consumer trends drove him to reexamine what customers wanted in a convenience store experience. For Nooner’s to remain relevant, one thing was clear, they needed to think outside of the box. “For a convenience store to survive in today’s market it needs to be flexible

and have multiple profit centers. Quick Service Restaurants (QSRs), an ATM, retail space, post offices, and most importantly, the ability to control costs are essential to keeping the Nooner’s ship afloat,” said Sean Nooner, President, Nooner’s Corporation. “When customers enter a convenience store they want to feel welcomed. It’s all about appealing to your customers through modern design concepts and incorporating open floor plans that are not only inviting, but a practical use of space,” he added. Nooner’s has expanded beyond the traditional convenience store model and incorporated rental space—or QSR franchises—into its four sites. As a Church’s Chicken franchisee Sean tries to build the two together when possible. Much has changed since Sean first stepped foot in a convenience store at the age of three. Channel blurring between convenience stores and QSRs have created new opportunities and competition to satiate the consumer’s appetite—an opportunity Nooner’s has serviced well.

See the digital version at www.naylornetwork.com/TFFA

FEATURE

All four Nooner’s gas stations have embraced the energy of the sun through solar panels perched atop canopies and rooftops. “As part of our cost-control measures, Nooner’s has added solar panels to each location and, when fit for replacement, we change light bulbs out with LED lighting,” commented Sean. Nooner’s first convenience store is located at the corner of Judson and Stahl Road in northeast San Antonio; it has 100 percent LED lighting inside and out. With the addition of solar, Sean has seen his electric bills shrink by half. Although the initial costs of solar panels may appear financially unfeasible for some, Nooner’s has successfully leveraged government programs to minimize up-front expenses and expects to see a payback within five years. Sean has received nothing but positive feedback, adding that customers “like the green approach and aesthetics of the solar panels.” Many of his competitors have begun to see the benefits of clean energy and are adding solar panels to their stores.

Staying in front of the consumer, competing with big convenience store chains, and industry-wide consolidation are difficult challenges. Fortunately for Sean, solar panels and the implementation of ‘green’ techniques have helped stabilize his energy costs. This year Nooner’s plans to build three stores on three-acre sites, all different profit centers, all 100 percent LED. What began as a plan to return to the convenience-store industry, transformed into an inspiring vision. That vision today does more than just serve vehicles, attend to customers, and employ Texans, it lends Mother Nature a hand by leveraging solar power and embracing change to remain relevant in an industry and consumer base that is in a continual state of transition. Sean’s out-of-the-box perspectives, and his progressive approach to customer satisfaction, extend well beyond brick and mortar, beyond dollars and cents, and beyond what ends up in your tank or on your palette. To get a sense of what sets Nooner’s apart, you’ll need to look toward the sky! ■

For a convenience store to survive in today’s market it needs to be flexible and have multiple profit centers. —Sean Nooner, President, Nooner’s

July August September 2014 15

See the digital version at www.naylornetwork.com/TFFA

In 2007 Sean Nooner founded Nooner’s, a small chain of family-owned gas stations. Nooner’s employs 115 people at four San Antonio locations. In addition to being president of Nooner’s, Sean is a board member of Texas Food & Fuel Association and Hondo Economic Development Corporation.

July August September 2014 17

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Congratulations and Farewell By Jesus Azanza, Director of Communications & Marketing, Texas Food & Fuel Association

Dou g Du Bois the D Jr., Mem irector o f b

Gove er Serv i for th rnment A ces & Fuel e Texas f fairs F A acce ssociati ood & o beco pts of fer n, t Exec me the n o e Texa utive Dire w s ctor Rifle State of th Asso e ciatio n

See the digital version at www.naylornetwork.com/TFFA

Jesus Azanza: Let me start off by telling you how excited the entire Board of Directors, membership, and staff are to see you step into an executive position and follow your passion for hunting, wildlife, and youth mentoring. Tell me about your new role as Executive Director of the Texas State Rifle Association. Doug DuBois, Jr.: Thank you, Jesus. I have been humbled by the outpouring of support you mentioned from all corners of the association family as it was announced I’ll be moving on to this new challenge. The Texas State Rifle Association (TSRA) is the Texas affiliate of the NRA and was

established in 1919. This is actually the 95 year anniversary, but many Texans have never heard of the TSRA. This will be part of my job—to gain more recognition as we work to defend Texas gun rights, promote competitive shooting, educate our youth on safe and ethical firearm use, and educate the public on the need to preserve the privilege afforded gun owners by the U.S. and Texas constitutions. I’ll be leading a staff of seven, who work with over 40,000 members. The association is directed by an Executive Committee of 11, who are part of a 65-member Board of Directors.

Jesus: You have been a dedicated employee for over 18 years and have been an intricate part of the association’s success. What initially drove you to work for, what was then, the Texas Petroleum Marketers & Convenience Store Association? Doug: In 1996, my wife Tricia and I were in Lexington, Ohio, where we had been for the past three years. When we learned Tricia’s oldest daughter, Gail, was expecting her first child and our first grandchild, the desire to return to Texas went from an ember to a full blown conflagration. As a consultant to the early

Doug DuBois Jr. an d Julie Williams, lob byist for Chevron/ Texaco, prepare to “ride herd” at the Chisum Ranch Ro und-up.

et . (left) m Janet . Boise Jr u is wife h D g d u n a o s D , le 9 p 0 a St In 20 r Todd issione Co m m

When Gov. Perr y signed HB 11, 2007 , the Comptroller’s wholesale alcoh ol and tobacco sales reporting bill, Doug DuBois Jr. was there (second from right). The bill auth or was Rep. Byron Cook (R-Corsicana).

July August September 2014 21

convenience store industry in Texas through San Angelo-based Solutions, Inc., I had been very involved with the Texas Oil Marketers Association (TOMA), including being a speaker for the 1992 Fall Management Conference in San Antonio. When I learned of the transition from TOMA to TPCA and the search for someone with convenience store experience to join the staff, I threw my hat in the ring and with my extensive convenience store background was able to secure the position, beginning on July 16, 1996. I greatly

appreciate the opportunity Lynton Allred gave me to be a part of the TPCA team. Jesus: How has your role in the association evolved over the years? Doug: When I started in 1996, I believe my title was Director of Membership & Education. TPCA had over 1,000 members at the time, many of whom had been clients of Solutions, Inc., giving me an opportunity to reconnect with colleagues across the state, seeking new members and membership renewals. Additionally, as Director of Education, I spent time on the

The Outlook Leadership Conference in Utah offered Doug DuBois Jr. the opportunity to visit Olympic Village.

road delivering educational programs to the convenience store managers and supervisors of our member companies; first, the Management Development Institute (MDI), which we licensed from NACS, then our self-developed Leadership Academy. With the number of members across the state who were directly operating convenience stores, I would travel to 12-14 cities a year with an average of 35 attendees in each class. Through the years, as education delivery tools changed, transitioning to computer-based training, then online training, the need for classroom training diminished and my role in regulatory oversight and governmental affairs increased. In 2007, when Lynton retired and Chris was

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See the digital version at www.naylornetwork.com/TFFA

28/04/14 12:34 PM

asked to step up to President of TPCA, I was asked to step up to Director of Government Relations, in addition to maintaining membership services responsibility. It was a fantastic opportunity and one I have treasured as I’ve learned more about the political process in Texas and how association members and staff are an integral part of the process. Legislators deal with so much information in the short period of a 140-day legislative session that the information provided to staff members by industry constituents and government relations professionals is critical for informed decisions to be made. It has been great to see the wonderful turnout during our Legislative Day events during session as members of the association personally meet with their senators and representatives to reinforce the association legislative agenda. Also, raising money for the PAC has been an important part of the legislative affairs process Jesus: You’ve been through countless Board meetings, tradeshows, golf tournaments, legislative sessions, agency hearings, etc. Share with us some of your most memorable moments. Doug: Wow…where to start? Beginning with the 1997 trade show and continuing for several years, I was responsible for coordinating the construction

and stocking of a “Concept Convenience Store.” It was a great challenge, working with cabinet and equipment manufacturers and sales companies, as well as product suppliers to design, layout and stock the store for the benefit of the trade show attendees. I can’t recall any truly memorable board meetings; at least, not like Scott has described from Board meetings of the past. In legislative and regulatory hearings, one confusing item has been the pronunciation of my last name. Spelled “DuBois,”

the joke one year among lobbyist friends, was “what will it be this year, Doug, Dubwa? Or Dewboys?” My standard response, “I was born in Beaumont, not Lafayette, so it’s Dewboys.” Prior to the Legislative Day of 1997, Lynton had Chris, Scott and me deliver invitations to our Legislative Day BBQ to each of the 181 offices in the state Capitol and Capitol extension. I might have visited the Capitol once or twice prior to this assignment, so of course, Chris and Scott give me the Capitol

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Extension to navigate. I delivered all the invitations all right, but it took me a little longer to exit the building then it did them. When we held our Legislative Day BBQ on the Capitol grounds, it appeared we fed everyone in the area and legally, we could not deny anyone access, as long as we had food. The association has been blessed with great speakers and great entertainment through the years for the trade show and annual gala. Most memorable to me was President George H.W. Bush in 1999

for President Royce Kirby’s anniversary convention; only to be topped the next year by former First Lady Barbara Bush. Entertainers like Jerry Jeff Walker, the Bellamy Brothers, Rita Rudner and Gordy Brown have provided some great memories. I also remember the inspiring Prayer Breakfasts former TOMA President and E.K. Bennett award recipient Perry Bolin would organize. From sports figures to former Vietnam War POWs, they always provided a great message of hope and inspiration based on the Gospel. Also, most staff does not travel to the association summer meetings, but several of us were fortunate to join the party for President Gary Garrison’s trip to the San Juan Islands of Washington state. It was a beautiful trip UNTIL… the return boat ride to Seattle, when the original 2 ½ hour trip turned into a 4-hour trip through heavy fog. Surprisingly, everyone made their homebound flights, but just barely. I believe that is when Annette got her first gray hair. In my role as Director of Government Relations, there have been many candidate fundraisers to attend. Many at the venerable Austin Club, where we stand in line with other lobbyist for a brief visit; or, spending time on the golf course with an association member in support of their state senator;

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Both President George H.W. Bush and former First Lady Barbara Bush have attended the annual trade show, in 1999 and 2000, respectively.

619248_Phillips.indd 1

See the digital version at www.naylornetwork.com/TFFA

09/02/13 5:46 AM

or the more creative, when former state Representative Warren Chisum hosted his “Chisum Ranch Round-up” outside Pampa each year. At its peak, over 200 government affairs professionals would travel to Pampa to ride horseback and “ride herd” on his cattle from their summer pasture to their winter pasture. What truly makes the past 18 years memorable is the outstanding individuals I’ve been blessed to work with and to work for. The staff has changed through the years, but we’ve been a cohesive professional group working for companies and individuals who count on us every day for information that is critical to their survival and profitability. I don’t have space to list all the people who have impacted my life, as there are very, very many. Jesus: Now I’m going to put you on the spot, and be honest. As a graduate of Texas A&M University and a diehard Aggie, how has it been working for Chris, who is a devoted University of Texas Longhorn alumnus? Doug: As with every Aggie-teasip (Longhorn) rivalry, it is a friendly one. We never take being on top for granted because we know how far it is to the bottom and how fast you can end up there. Fortunately, the late ’90s were good for the Aggies and the recent decades have been good for the Horns. Despite the

rivalry, there is a lot of respect for each other as demonstrated in 1999 when the Aggie Bonfire fell and there was such an outpouring from the UT campus with blood drives and a Aggie/Longhorn rally on the south steps of the Capitol. It’s a shame the athletic rivalry does not exist in the same conference as before, but I’m holding out hope we can resume playing each other in the near future. Jesus: Now that we’ve covered the past, let’s talk future. What do the next 18 years hold for Doug DuBois Jr.?

625360_Werts.indd 1

Doug: I know it will be equally rewarding for me with many new accomplishments and friends to be made and exciting places to explore with Tricia. We have quite a few spots on our bucket list to be visited before it’s too late, so there may not be as many years of employment in the next 18 as there have been in the past 18. However, I am looking forward to celebrating a century of service to Texas by the Texas State Rifle Association in 2019. Keep up with us at www.tsra.com. ■

26/01/13 6:22 PM

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alf a century ago, on June 10, 1964, Colorado convenience store operator John Roscoe activated the first remote access self-service gas pump in the United States. Although Roscoe only sold 124 gallons of gas that day, one thing was certain: Fueling had officially entered the modern age. Of course, technology at the pump has come light years since then. In the mid-1980s, engineers incorporated credit card readers into pump dispensers, laying the groundwork for the pay-atthe-pump options consumers use today. Today, self-serve pumps are available in every U.S. state with the exception of New Jersey and Oregon, and nearly three quarters (72 percent) of all transactions at the pump are made by credit or debit card, according to The Association for Convenience & Fuel Retailing (NACS). Yet fuel dispenser experts continue to innovate, adding revolutionary new features to gas pumps. Keep reading to learn about some of the latest and greatest options trending at the pump right now.

EMV: Amping Up Security With the threat of theft, credit card skimming and other fraudulent activities on

the rise at the pump, gas station owners are looking for ways to protect their customers—and their bottom line. EMV is one solution that can help minimize the risk of fraud at the pump. “EMV is a global, secure payment standard that uses dynamic, transaction-specific data to improve the security of card-based payments,” explains Parker Burke, Marketing Director, Media Systems, Gilbarco Veeder-Root. EMV-enabled credit and debit cards (which were named for developers Europay, MasterCard and Visa) feature an embedded microprocessor chip instead of a magnetic stripe to store cardholder data. These cards encrypt transaction data differently for each purchase. With some EMV cards, cardholders must authenticate their identity with a personal identification number (PIN) each time they use the card. Because these chip cards are considered significantly safer than magnetic stripe cards, EMV is widely used in Europe and Asia and is steadily being adopted as the standard type of credit card worldwide. However, the U.S. is just now starting to adopt the technology—and credit card companies seem to have doubled their efforts in the aftermath of the 2013 Target breach. In the highly publicized case, hackers nabbed credit card account information from 40 million unsuspecting Target shoppers. Now facing more than 65 class-action law suits, the retail giant serves as a terrifying example for retailers. MasterCard, Visa, American Express and Discover recently announced that merchants and card issuers should have

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technology in place to handle EMV card transactions by October 2015—adding that the liability for any fraud that occurs at point-of-sale terminals will shift either to the merchant or the card-issuing bank after that date. If retailers want to accept this new type of payment, Burke says they will need to upgrade payment terminals inside stores by October 2015 and on the gas island by October 2017. They will also need to upgrade the payment electronics platform on their fueling dispensers, including the PIN pad and card reader. “If retailers do not support EMV transactions, they will incur an increased liability for fraudulent transactions that may occur at their sites,” Burke adds.

Media Products: Put on a Show for Consumers Many gas stations are now showcasing a variety of entertainment innovations at the pump. These state-of-the-art media options don’t just engage consumers as they’re fueling up—they also “drive loyalty and in-store sales,” Burke says. “Media at the dispenser is no longer considered ‘nice to have’ as it has become a key differentiator for retailers,” comments Cameron Nokes, Senior Product Manager, Media & Loyalty, Wayne Fueling Systems, which offers media platforms OvationTV™ and iX Media™. Retailers tap into these products to advertise in-store items, crosssell items like car washes, promote loyalty and rewards programs, and offer rebates or coupons—all from the pump. “Consumers now expect a more interactive, entertaining, and personalized experience at the c-store, and the experience begins for most consumers at the dispenser,” Nokes emphasizes. Burke says Gilbarco’s media product Applause TV provides “a mix of relevant entertainment, national ads and retailerspecific ads or coupons.” This powerful marketing tool not only increases site traffic, but also drives consumers inside the store. “Applause TV technologies offers c-store operators a turn-key media solution that engages with the customer while they are fueling at the pump,” adds Mike Teaff, Corporate Sales Manager, D&H/United Pump Supply. Gilbarco also offers called Play At The Pump, an option that allows consumers to

purchase lottery tickets at the dispenser. With this feature, retailers can attract consumers who would otherwise never play the lottery. “Lottery shown on the dispenser increases awareness of large jackpots, so even if a consumer doesn’t purchase a ticket at the pump, they are more likely to purchase one if they go inside the store,” Burke explains. Although Play At The Pump is currently available only in Minnesota and Missouri, Burke says he expects several more will be approved in the near future.

Boundless Benefits Retailers are reaping the benefits of these groundbreaking new technologies at the tank. Nokes says c-store owners that have adopted media at the pump enjoy a boost in sales, increases in loyalty program adoption and retention, repeat customers and an edge on local competition. “By investing in their dispensers, retailers are able to create a much more interactive and entertaining experience for their customers while also increasing foot traffic into their stores,” he explains. As retailers upgrade to the EMV payment requirement, Burke says this is the perfect opportunity to improve the customers’ site experience through enhanced media products—a move that will differentiate a retailer from the gas station across the street. Plus, incorporating these eyecatching media products at the pump will “potentially off-set the upfront investment required for EMV,” he adds.

Gilbarco’s media product Applause TV drives consumers inside the store.

is the use of low energy Bluetooth (BLE) to communicate or trigger an action on a consumer’s mobile device, such as sending retailer specific offers to a consumer if they are standing in a certain area of the site.” In addition to mobile payment and digital advertising, Nokes believes the popularity of media

A Glimpse into the Future There is no question that technology at the tank has come a long way since Roscoe flipped the switch on that first selfserve pump. However, many fuel dispenser experts say today’s high-tech solutions could be just the tip of the iceberg. “As mobile payments continue to increase in popularity, new technologies using mobile devices will become more readily available,” Burke predicts. He says payments through Near Field Communication (NFC) or the cloud are increasing in popularity in adjacent retail markets, so c-stores could be next. Burke also foresees there will be unique ways to interact with a consumer’s mobile device that can customize their experience. “One technology for customization

products will continue to skyrocket. “Media adoption has grown exponentially over the past three years, becoming mainstream, and we expect that growth to continue,” he says. “Whether a retailer is trying to create additional revenue through targeted advertising, promoting a loyalty program or enhancing the brand value, media at the dispenser will continue to grow as the primary interface to the consumer.” ■ Wayne Fueling Systems’ iX Media™

July August September 2014 29

Index of

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FIELD SERVICE MANAGEMENT SOFTWARE FieldAware...................................................... 23 www.fieldaware.com FINANCIAL SERVICES WorldPay......................................................... 25 www.worldpay.us FRANCHISE OPPORTUNITIES Save-A-Lot............................Inside Front Cover www.save-a-lot.com/own GROCERY WHOLESALE DISTRIBUTORS/ CONVENIENCE STORES Save-A-Lot............................Inside Front Cover www.save-a-lot.com/own INSURANCE Federated Insurance.........................................4 www.federatedinsurance.com Tank Owner Members Insurance Co..............10 www.tankowners.com LOTTERY Linq3..................................................................6 www.linq3.com PETROLEUM DISPENSING EQUIPMENT Wayne, A GE Energy Business....................... 28 www.wayneovation2.com PETROLEUM EQUIPMENT – SALES & SERVICE A & A Pump Company...........Inside Back Cover www.gilbarco.com A-1 Pump, Inc........................Inside Back Cover www.gilbarco.com B & J Equipment, Ltd.............Inside Back Cover www.bjequip.com D & H / United Pump...........Outside Back Cover www.dh-united.com D & H / United Pump..............Inside Back Cover www.unitedpumpsupply.com Petroleum Solutions, Inc.....8, Inside Back Cover www.petsolinc.com PETROLEUM REFINERS & MARKETERS Citgo Petroleum ................................................7 www.citgo.com Phillips 66....................................................... 24 www.phillips66.com POINT OF PURCHASE/POINT OF SALE Linq3..................................................................6 www.linq3.com SOFTWARE/AUTOMATION ADD Systems...................................................19 www.addsys.com TANKS Youngs Tank, Inc.............................................11 www.youngstank.com TANKS & TRAILERS Werts Welding................................................ 25 www.wertswelding.com

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A&A Pump Company San Antonio, TX 210-226-1191 A-1 Pump Inc. Bryan, TX 979-778-2418 B&J Equipment Ltd. Longview, TX 903-757-4765 B&J Equipment Ltd. Dallas, TX (Parts & Servicing) 214-631-4664 Petroleum Solutions, Inc. Abilene, TX 325-676-2371 Petroleum Solutions, Inc. Austin, TX 512-278-1000 Petroleum Solutions, Inc. Corpus Christi, TX 361-882-3077

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xxx fp Petroleum Solutions, Inc. Houston, TX CMYK 281-449-4027 placement instructions Petroleum Solutions, Inc. McAllen,p. TX 3 956-686-9582 Petroleum Solutions, Inc. Grand Prairie, TX 972-314-2400

D&H /United Pump Supply Amarillo, TX 806-373-4251 D&H /United Pump Supply El Paso, TX 915-859-8150 D&H /United Pump Supply Lubbock, TX 806-762-2428

Petroleum Solutions, Inc. San Antonio, TX 210-661-2489

D&H /United Pump Supply Midland/Odessa, TX 432-689-2606

Petroleum Solutions, Inc. Victoria, TX 361-573-7449

D&H /United Pump Supply Arlington, TX 70011 817-530-1917

Petroleum Solutions, Inc. Temple, TX 254-770-0440

D&H /United Pump Supply Schertz, TX 78154 210-651-3882

Petroleum Solutions Beaumont, TX 409-842-0007