CStore Decisions December 2020

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Solutions for Convenience Retailers

40 under 40 CStore Decisions presents the 2020 class of 40 Under 40 C-Store Leaders to Watch.

INSIDE Waking Up Breakfast Sales Vape’s Steady Rise From Convenience to Destination Retail

42 50 56 December 2020

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CONTENTS December 2020

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Number 12

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Volume 31

CStoreDecisions

®

20

EDITOR’S MEMO

10 Appreciating a Job Well Done FRONT END

12 Quick Bites: Pandemic Shapes Consumers’ Dining & Holiday Sentiments 14 FriendShip Kitchen Awarded Safe Shop Assured Certification 16 NAG/YEO Virtual Conference Helps Retailers Navigate Uncertain Times FOODSERVICE

42 Waking Up Breakfast Sales 48 What’s Brewing for Cold Coffee?

CATEGORY MANAGEMENT

50 Vape’s Steady Rise 54 ’Tis the Season for CBD Sales

COVER STORY

OPERATIONS

56 From Convenience to Destination Retail

20 40 Under 40 C-Store Leaders to Watch

50

CStore Decisions presents the 2020 class of 40 Under 40 C-Store Leaders to Watch.

BACK END 65 Ad Index 66 Industry Perspective: Tech Trends Ahead for 2021 4

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the CSD Group www.cstoredecisions.com

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Robert Buhler, President and CEO Open Pantry Food Marts • Pleasant Prairie, Wis. Lisa Dell’Alba, President and CEO Square One Markets • Bethlehem, Pa. Raymond Huff, President HJB Convenience Corp. • Lakewood, Colo.

Bill Kent, President and CEO The Kent Cos. Inc. • Midland, Texas Patrick Lewis, Managing Partner Oasis Stop ‘N Go • Twin Falls, Idaho Reilly Robinson Musser, VP, Marketing & Merchandising Robinson Oil Corp. • Santa Clara, Calif.

Bill Weigel, CEO Weigel’s Inc. • Knoxville, Tenn.

NATIONAL ADVISORY GROUP (NAG) BOARD Doug Galli, Board Chairman Reid Stores Inc./Crosby’s • Brockport, N.Y. Mary Banmiller, Director of Retail Operations Warrenton Oil Inc. • Truesdale, Mo. Greg Ehrlich, President Beck Suppliers Inc. • Fremont, Ohio Derek Gaskins, Senior VP, Merchandising/Procurement Yesway • Des Moines, Iowa Joe Hamza, Chief Operating Officer Nouria Energy Corp. • Worcester, Mass.

Brent Mouton, President and CEO Hit-N-Run Food Stores • Lafayette, La. Peter Tamburro, General Manager Clifford Fuel Co. • Marcy, N.Y. Vernon Young, President and CEO Young Oil Co. • Piedmont, Ala.

YOUNG EXECUTIVES ORGANIZATION (YEO) BOARD Jeremie Myhren, Board Chairman Road Ranger • Rockford, Ill. Garet Bishop, Chief Financial Officer BFS Cos. • Morgantown, W.Va.

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Ryan Faville, Director of Purchasing Stewart’s Shops Corp. • Saratoga Springs, N.Y. Caroline Filchak, Director, Wholesale Operations Clipper Petroleum • Flowery Branch, Ga. Cole Fountain, Director of Merchandise Gate Petroleum Co. • Jacksonville, Fla.

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Kalen Frese, Food Service Director Warrenton Oil Inc. • Warrenton, Mo.

CStore Decisions (ISSN 1054-7797) is published monthly by WTWH Media, LLC., 1111 Superior Ave., Suite 2600, Cleveland, OH 44114, for petroleum company and convenience store operators, owners, managers. Qualified U.S. subscribers receive CStore Decisions at no charge. For others, the cost is $80 a year in the U.S. and Possessions, $95 in Canada, and $150 in all other countries. Single copies are available at $9 each in the U.S. and Possessions, $10 each in Canada and $13 in all other countries. Periodicals postage paid at Cleveland, OH, and additional mailing offices. POSTMASTER: Send address changes to CStore Decisions, 1111 Superior Avenue, 26th Floor, Cleveland, OH 44114. GST #R126431964, Canadian Publication Sales Agreement No: #40026880.

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CSTORE DECISIONS does not endorse any products, programs or services of advertisers or editorial contributors. Copyright 2020 by WTWH Media, LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, or by recording, or by any information storage or retrieval system, without written permission from the publisher. Circulation audited by Business Publications Audit of Circulation, Inc. ©

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Editor’s Memo

For any questions about this issue or suggestions for future issues, please contact me at jlofstock@wtwhmedia.com.

Appreciating a Job Well Done In this age of COVID-19, your employees are taking on an even greater role when it comes to serving your customers. The work the industry is doing has been nothing short of amazing in the midst of a global pandemic. Yet, a Gallup survey revealed that 65% of employees haven’t received recognition in the last year. This directly correlates to the studies that consistently report that two-thirds of American workers are disengaged.

Employee Consultant and Author Liz Uram (Lizuram. com), reported that employees who don’t receive recognition are 51% more likely to look for another job; are less motivated to produce more and better work; and they are less likely to respect you as a leader. These numbers will likely only intensify as we ride out the coronavirus pandemic and employees are pushed to do even more.

Numerous studies over the years have shown that great employees don’t quit jobs, they quit managers. In challenging times like these, you cannot afford to lose extraordinary frontline talent because of poor leadership.

Back in March, Brian Unrue, director of operations for Clark’s Pump-N-Shop, recognized that the coronavirus was going to be far worse than most people predicted.

He told me then that his immediate emphasis was going to be developing an action plan to take care of his team.

“If we are going to keep our doors open, it’s going to be because of our people and their dedication to their work,” he said, “so we’ll do everything we can to take care of them.”

True to his word, Clark’s has been one of the leaders in the industry, recognizing the hard work its team members do every day, and should be commended for the outstanding work it has done. The company increased employee pay, focused on their well-being and stepped up its praise of team members on social media. According to Uram, this is a winning strategy that will benefit the brand in the long term.

“It’s easy to see that one of the most important communication skills in a leader’s skill kit is the ability to give positive feedback,” Uram said. “This is also one of the most underdeveloped skills for many leaders. The reason is that some leaders just don’t know where to start.”

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In fact, Uram said, praising employees with positive reinforcement will keep your best employees happy and likely lead to them being even more productive.

“Keep this phrase in mind: ‘What gets rewarded gets repeated.’ If you want them to keep doing their job, let them know that their work is appreciated,” she said.

The Gallup study seems to back this up. The survey concluded that 81% of employees would produce better work more often if they received personal recognition for their efforts. That seems like a good return on investment for a few sincere words of appreciation.

One question leaders often struggle with is, “Should I praise in public or in private?”

According to Uram, you should give your praise where the employee is most comfortable. “However, many leaders are hesitant to give recognition in public. They worry that it will create jealousy or resentment. Forget those fears,” she said.

One benefit of praising in public is that it shows the lower performers what’s possible. It can actually be the shot in the arm they need to step up.

Looking for opportunities to give shoutouts for positive behaviors, both big and small, in public creates a culture of appreciation.

“You might even notice team members praising each other, which will result in increased morale and trust,” Uram said. “One study showed that 90% of direct reports agree that team spirit is increased when the leader provides appreciation and support.”

The benefits of appreciation are clear: increased retention; motivated team members who work hard; and respect for your leadership teams, Uram concluded. Start catching people in the act of doing things right, and they will reward your efforts.

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cstoredecisions.com

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quickBites PANDEMIC SHAPES CONSUMERS’ DINING & HOLIDAY SENTIMENT Pandemic-driven foodservice delivery demand may be here to stay. More than half of current delivery customers say they’ll continue at the same or more frequent level of delivery service usage post-pandemic.

IF YOU ORDER, FOOD WILL COME 17% of U.S. consumers have used restaurant delivery in the past month.

21% of those ordering restaurant delivery in the past month are new users.

HOMEMADE FOR THE HOLIDAYS

Homemade gifts and cooking will thrive this holiday season compared to a year ago, according to recent Nielsen data. The following shows U.S. dollar % growth for the following products in each do-it-yourself category.

Consistent users indicated a 26% increase in use of these services each month.

Bake-It-Yourself

84% of restaurant delivery customers

Yeast 81.1%

Baking Mixes 12.8%

Mix-It-Yourself

Lemon/ Lime Juice 21.7%

Cocktail Mixers 29.3%

Create-ItYourself

Artist/ Hobby Supplies 13.5%

Soil 26.9%

expect their usage will stay the same or increase through the next three months.

53% of restaurant delivery customers expect their

usage will stay the same or increase in “a post-COVID-19 world when you feel comfortable going out or dining out without the fear of infection.”

Source: Escalent, “What’s for Dinner? How Restaurants & Food Delivery Services Can Build Loyalty Beyond COVID-19,” 2020

Source: Nielsen Retail Measurement Services, Total U.S. All Outlets Combined (xAOC) to four weeks ended Sept 26, 2020 vs. year-ago

MONEY STRUGGLES SHAPE HOLIDAY SPENDING

The majority of Americans say they are struggling to make ends meet, and nearly half plan to supplement income working more hours or a second job.

Consumers are split on spending more or less online this year.

70% say they are struggling to make ends meet this year.

HOLIDAYS ARE A FAMILY AFFAIR Most Americans will likely stay home for the December holidays and celebrate with immediate family, according to the data analysts at IRI and their “Home for the Holidays” series of reports.

32% are hosting meals for extended family in 2020, compared to 48% in 2019.

32% are preparing a special household celebration in 2020, compared to 27% in 2019.

47% of Americans are taking extra steps this year,

compared to last, to make ends meet, including working extra hours or taking on seasonal jobs.

45% say access to on-demand pay

would impact their holiday spending.

28% of Americans plan to spend more

online for holiday purchases than last year.

26% of Americans plan to spend less than they did online last year.

25% will spend less on gifts than last year.

14% plan to spend more on gifts than last year.

Source: IRI Worldwide, “Home for the Holidays,” ongoing series of economic indicators, reports, and analyses created to help manufacturers and retailers understand changes in consumer and shopping behavior due to COVID-19

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Source: Harris Poll, commissioned by DailyPay, online survey of 2,042 adults in the U.S., ages 18 and older, from Sept. 30 to Oct. 1, 2020

cstoredecisions.com

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FRONT END News

FriendShip Kitchen Awarded

Safe Shop Assured Certification The Ohio-based convenience retailer is the first in the U.S. to be certified for its commitment to essential store safety measures.

CStore Decisions Staff

The COVID-19 pandemic has forever changed the way we shop. In all retail environments, consumers and employees have developed new and lasting expectations regarding safety. It’s essential for retailers to provide clear communication about their commitment to safe shopping experiences.

Announced last month, FriendShip Kitchen, the retail division of Fremont, Ohio-based Beck Suppliers, is the first retailer in the U.S. to be awarded Safe Shop Assured certification.

From its humble beginnings in 1950, Beck Suppliers has been guided by Virgil Beck’s founding commitment to serve the community. FriendShip Kitchen is today one of Ohio’s largest familyowned convenience store chains, well known for its FriendShip Famous Chicken and a tradition of treating customers like guests.

Its best-in-class stores serve communities with freshly prepared food, friendly service and a strong commitment to customer and employee safety.

“Our 70-year-old, fourth-generation, family-owned company has always put safety first,” said Greg Ehrlich, president of FriendShip Kitchen. “We’re committed to the safety of our employees, our customers and our neighbors. We are honored to be the first retailer in the U.S. to be certified as Safe 14

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December 2020

Shop Assured. We look forward to having other retailers around the country join us. Now, more than ever, employees and customers need to know which companies maintain high health and safety standards.”

Safe Shop Assured certification may be earned by retailers who satisfy a nine-point checklist of essential safety measures. At FriendShip Kitchen, Safe Shop will be showcased through branded signage, floor distancing stickers, hand sanitizer stations and more.

Each touchpoint serves as a signal of the company’s commitment to implementing and maintaining high standards.

“FriendShip Kitchen is a natural fit for our certification program” said Frank Beard, director of Safe Shop. “They belong to a certain class of convenience retailers that is constantly innovating and raising the bar for the entire industry.

They take a lot of pride in their business, and it shows. I’m proud

to see Safe Shop branding at their stores, and it will help customers feel better about their decision to shop there.”

Safe Shop is a joint venture between Paragon Solutions and WTWH Media, the publisher of CStore Decisions. The strategy and development of the program is informed by a multi-generational and diverse independent board of retailers, suppliers and retail experts. Ongoing independent inspection and verification protects the integrity of the program by ensuring compliance from participating retailers.

For more on information on Safe Shop, visit www.safeshopassured.com. For more information on FriendShip Kitchen, visit www.friendshipstores.com. cstoredecisions.com

FRONT END News

NAG/YEO Virtual Conference Helps Retailers Navigate Uncertain Times The eight-session, pandemic-modified series hosted c-store industry experts with insights on topics from foodservice to employee retention to blockchain and more.

Thomas Mulloy • Senior Editor

Due to the COVID-19 pandemic, the National Advisory Group (NAG) and Young Executives Organization (YEO) conferences were held jointly in a virtual format this year.

The 2020 NAG/YEO Virtual Conference ran as an eight-week virtual event, hosted by NAG Executive Director John Lofstock, beginning in late July and welcomed a lineup of experts who covered a comprehensive variety of issues important to c-store industry operators.

“Though this is a challenging year for our members and our industry, I’m proud that we were still able to push forward with outstanding content and speakers,” Lofstock said. “So while we can’t meet in person, it’s important that we continue to work together to identify solutions to help operators improve operations and grow profits.”

The conference kicked off with “Executing a Safer Retail and Foodservice Program,” addressing the two core services vital to convenience store success, food and safety. The session’s trio of speakers brought expertise from different perspectives with one consistent message — don’t resist change; adapt to it.

Jessica Williams, founder and CEO of c-store retail consultants Food Forward Thinking, advised c-store retailers to get used to the “new normal” created by the pandemic.

Joy Almekies, senior director of food ser16

CSTORE DECISIONS •

December 2020

vices for Global Partners, views the pandemic’s disruption as creating an avenue for the convenience industry to improve. She warned, though, not to overlook training and reinvesting in c-store team members.

Family Express Founder and CEO Gus Olympidis closed the session with wise words about being flexible when it comes to change.

Store operators must be willing to adapt.

DATA PRIVACY Session two of the conference featured a pair of presenters who discussed how to unravel the many legal threads of data privacy.

Alan Thiemann, general counsel for Conexxus Inc., the technology standards arm of NACS, ran down a list of U.S. states that are eyeing the California’s privacy law as a model for their own. The current patchwork of state law, he said, makes data collection difficult.

Bill Hanifin, founder of the loyalty consulting firm Impact 21, advised that, for retailers, there’s no substitute for talking to people.

Operators have the ability, he stressed, within loyalty programs to gain the information because it is permission-based.

cstoredecisions.com

FRONT END News

EFFECTIVE LEADERSHIP The third installment of the 2020 NAG/YEO Virtual Conference Series, “Effective Leadership: The Best Ways to Manage People,” was a YEOmembers exclusive to help young professionals develop the characteristics of great leadership and excel in their careers. David Caruso, with Ballston Spa, N.Y.-based Stewart’s Shops, outlined a philosophy ingrained at Stewart’s that builds the characteristics of accountability within them as well as in company supervisors.

Linda McKenna of Employee Performance Strategies Inc. (EPS) outlined four overlooked leadership skills that rely on an executive’s ability to exercise self-control, as well as self-assessment to make themselves better managers.

INFORMATION EXCHANGES Session four of the conference featured what has become a NAG hallmark — InfoExchange Breakout Sessions. As in years past, the smallgroup meetings attended by c-store industry executives provided a rare opportunity for direct networking and frank discussion about real-world obstacles and experience-based solutions.

RECRUITING & RETENTION The fifth session of NAG addressed “Employee Recruiting and Retention Strategies.”

Greg Ehrlich, president of Fremont, Ohiobased FriendShip Stores, brought a wealth of experience from both a c-store operator’s perspective as well as his consulting background.

Mel Kleiman provided nearly 50 years of wisdom in the training and hiring profession. He is the founder and CEO of Humetrics, a provider of pre-employment assessments and best practices information. He also offers training and resources for recruiting, hiring and retaining frontline, hourly employees.

FOOD CONSIDERATIONS The conference hosted three industry players with differing perspectives of the challenges facing c-store food operations in today’s pandemicinfluenced environment. Tim Powell of Foodservice IP (FSIP), Kalen Frese of Warrenton Oil and Sharif Jamal of Chestnut Petroleum brought insights on customer behavior, as well as other events that caused economic downturns.

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December 2020

BLOCKCHAIN For session seven, Road Ranger Chief Information Officer Jeremie Myhren broke down “What Is Blockchain and How Will It Affect You?” For the upper end of the c-store industry, embracing and employing blockchain makes a lot of sense, Myhren said. But for smaller operations, he advised, just keep your eyes open.

Watch how those larger entities use blockchain to improve the industry.

“We’re on the cusp,” said Myhren, “of a dramatic enhancement of efficiency of the world we live in.”

TOBACCO UPDATE The eighth and final session, “Critical Tobacco Update: Local Restrictions to FDA Regulations,” featured Tom Briant, executive director of the National Association of Tobacco Outlets (NATO), who covered the full array of tobacco market regulation at all levels of government.

Briant explained the complicated hurdles product manufacturers face in meeting the requirements of the Food and Drug Administration (FDA). Briant advised convenience retailers to stay engaged with local and state officials. Use reason and explanation, he urged, as tools of helping inform governmental policies at all levels.

The 2021 NAG Conference is slated for Sept.

12-15, in La Jolla, Calif. More information is available at NAGconvenience.com. cstoredecisions.com

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CStore Decisions presents the 2020 class of 40 Under 40 C-Store Leaders to Watch.

A CStore Decisions Staff Report

2020 has brought challenges to the c-store industry like no other. The COVID-19 pandemic arrived in spring, changing the way retailers approach their businesses and escalating digital disruption. Stores have scrambled to keep customers and employees safe with social distancing decals, masks and plexiglass shields. At the same time, they’re launching mobile apps, online ordering, curbside pickup, delivery and contactless payment. Nextgeneration leaders, who are digital natives and generally quick to adopt new technology, are leading the way forward with innovative solutions to help their chains thrive in these difficult times.

On the pages that follow, CStore Decisions presents the 2020 class of 40 Under 40 C-Store Leaders to Watch. These next-generation leaders represent some of the most promising young executives in the c-store industry today, selected from chains of all sizes across the convenience store industry. Among them, these retailers hold a variety of positions, including CEO, category manager and chief financial officer, to name a few.

Several are members of the National Advisory Group’s (NAG) Young Executives Organization (YEO), a growing group of emerging industry frontrunners focused on education and networking with other under-40 executives in the competitive c-store channel. Those interested in nominating future leaders for next year’s 40 Under 40 or joining YEO can contact CStore Decisions Editor-in-Chief and NAG Executive Director John Lofstock at jlofstock@wtwhmedia.com.

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BRAD AYERS, 36

Director of Operations Company: Ayers Oil Co.

Headquarters: Canton, Mo. Number of Stores: 16

Years With the Company: 12

Representing the fourth generation in the family business, Brad Ayers first began working in maintenance for Ayers Oil Co. part-time in the summers. He joined the company full-time in 2008 and has since led the charge to bring its stores up to date with technology and equipment, including upgrading the point-of-sale system, establishing a loyalty partnership, introducing mobile checkout and offering customers discounted pricing. He also implemented an overall PriceBook scanning build that has allowed the company to be more accurate with pricing, discounting, combos, promotions and more.

What is the most challenging issue facing young executives today? “Labor — both managing the increasing cost and retaining staff members.”

cstoredecisions.com

JOSEPH BARONE, 32 District Manager, Food Operations

SHANITA BROWN, 38

Company: Delta Sonic

Senior Manager, Financial Planning Operations

Number of Stores: 32

Company: 7-Eleven Inc.

Headquarters: Buffalo, N.Y.

Years With the Company: 7

Headquarters: Irving, Texas

Number of Stores: 71,800 globally, 12,000 in North America

Years With the Company: 10

Joseph Barone leads 20 teams between western New York and Chicago. He has also taken on several additional projects this year including increasing incremental sales by getting Delta Sonic’s food programs listed on Uber Eats and Grubhub, implementing waste-tracking programs to improve gross profit and enhancing food safety by streamlining processes. He’s also using technology to ensure customers are receiving the quickest and most complete service possible.

What is the most challenging issue facing young executives today? “Training new hires and other employees of different age groups, mindsets and learning styles by providing videos, tests and other means to meet the needs and preferences of each individual.”

After graduating college, Shanita Brown began her career in the convenience industry at Speedway SuperAmerica. Since then, Brown has held several positions with 7-Eleven before being promoted to her current role, in which she’s able to harness her experience and education to support one of the most innovative areas in the company — digital. She partners with a team to ensure platforms that impact customer experiences and store operations are implemented effectively from start to finish. Brown is also an active member of a leadership and mentoring organization, Network of Executive Women (NEW).

What’s your favorite thing about your job/role?

“The best part of my job is impacting the human experience; from helping customers, to supporting our franchise community, to creating well-defined processes, this career and company offer intrinsic rewards that make this experience feel like a dream!”

BILL BUSTIN, 33 Marketing Director

Company: Dandy Mini Marts Inc.

Headquarters: Sayre, Pa.

Number of Stores: 65

Years With the Company: 2.5

Bill Bustin brings a fresh approach to marketing in the convenience store space. His education and several years of previous experience with a large e-commerce firm in Chicago allow him to look at brick-and-mortar and, specifically, c-store marketing from a different perspective, fueling Dandy’s move toward data-driven, digital marketing. The move has made a huge difference for the company, especially when it comes to its Dandy Stache rewards and pay program.

What is the most challenging issue facing young executives today? “Balancing operational efficiency with intelligent risk-taking and experimentation in a fastmoving industry.” cstoredecisions.com

December 2020 • CSTORE DECISIONS

21

40 Under 40

BRAD CAMPBELL, 28

Category Leader – Tobacco & CBD Company: Sheetz Inc.

Headquarters: Altoona, Pa.

Number of Stores: 611

Years With the Company: 11

Brad Campbell began his career at Sheetz in 2009 as a salesperson at Sheetz store No. 59 in Latrobe, Pa. He also worked in the merchandising department as a planogram analyst, and then as the retail space manager where he oversaw the planogram team and lottery sales across six states. In January 2019, Campbell transitioned into his current role as category leader for other tobacco products (OTP) and CBD. He is responsible for the sales and marketing of OTP (snuff, cigars and e-cigs) and CBD categories.

What project or innovation are you most looking forward to in 2021? “I’m excited for the continued expansion of the CBD category.”

MEGAN CHMURA, 33

KELSEY CAPELLINO, 30

Director of Center Store

Category Manager – Beer, Wine & Spirits

Company: GetGo

Headquarters: Pittsburgh Number of Stores: 265

Company: United Pacific

Years With the Company: 6

Headquarters: Long Beach, Calif.

Number of Stores: 451

Years With the Company: 4

As director of center store, Megan Chmura oversees a plethora of product families, from snacks to dairy to frozen and more. In addition to devising marketing and merchandising profiles, Chmura manages profits by streamlining inventory control operations for store managers and warehouse staff. She recently centralized the company’s milk program by leveraging an assisted replenishment system to generate orders based on sales volume per store and redirecting product delivery to a single site.

What do you think today’s young executives bring to the table? “Young executives aren’t afraid to identify and test new opportunities to capture the millennial/Gen Z consumer, monitoring results and making changes to their programs as needed.”

The global pandemic has forced Kelsey Capellino to rethink how she manages the adult beverage category for United Pacific. Customers have turned to c-stores for their beer, wine and spirits in communities where officials continue to limit indoor capacity of bars and restaurants.

To support the welcomed business and capitalize on the profit potential, the category manager redirected her retail operations team to focus more on larger take-home packages and maximizing cooler capacity.

What do you think today’s young executives bring to the table? “Young executives want to work in collaborative environments; if we are going to win, we want to win together.”

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cstoredecisions.com

40 Under 40

RYAN CLONTZ, 36

President

Company: Breeze Thru Markets LLC Headquarters: Cary, N.C. Number of Stores: 19

Years With the Company: 8

CANDICE CLARK, 38

Chief Financial Officer

Company: Clipper Petroleum

Headquarters: Flowery Branch, Ga. Number of Stores: 28

Years With the Company: 5

When Candice Clark joined Clipper Petroleum as accounting controller five years ago, she saw just how fast-paced the convenience store industry moves, a challenge she welcomed. For example, she’s witnessed how foodservice stepped up as a major differentiator in the competitive retail environment.

She was recently promoted to chief financial officer, which means assuming a more strategic role for the company’s growth initiatives. Clark looks forward to identifying new investments to expand market share in the new year.

What do you think today’s young executives bring to the table? “I believe that young executives bring a fresh perspective, and not only have their finger on the pulse of what’s happening now, but plan for where things are headed in the future.”

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CSTORE DECISIONS •

December 2020

Ryan Clontz serves as president of Breeze Thru Markets, the retail arm of Cary Oil. The company operates 19 stores and supplies fuel to more than 800 independently owned and operated c-stores and gas stations. Clontz noted that working for a family-owned business gives him the flexibility to react to the market and make key decisions more quickly than he could have in the past working for larger corporations. He looks forward to growing Breeze Thru Markets in the upcoming years through acquisitions and new-to-industry sites.

What makes young executives effective in the competitive convenience store industry? “I believe that today’s young executives are innovative and adaptive to the ever-changing technology that is available. This attitude allows for a deeper understanding of what true convenience means for today’s consumers.”

ICY CONN, 33

Executive Director of Retail Operations Company: Choctaw Nation of Oklahoma; Division of Commerce Retail

Headquarters: Durant, Okla.

Number of Stores: 17

Years With the Company: 4.5

Icy Conn began her career at 15, at a local family-owned hardware store. After college, she began working with a c-store wholesaler. In 2016, she joined Choctaw Nation, which operates Choctaw Travel Plazas, as senior retail merchandising manager, bringing 17 years of experience in retail and wholesale distribution, specializing in strategic analytics and vendor relationship management. She went on to hold multiple roles for the commerce retail, food and beverage departments. In July, she was promoted to executive director of retail operations, leading the Choctaw Nation’s Commerce Retail Operations team’s overall strategy and daily operations.

What project or innovation are you most looking forward to in 2021? “In 2021, I’m most looking forward to advancing technology inside of our locations to meet the safety and efficiencies our guests expect.”

cstoredecisions.com

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40 Under 40

COLIN DORNISH, 31

Senior Director of Operations Company: Coen Markets Inc.

GARRETT CRUMPTON, 38

Headquarters: Canonsburg, Pa. Number of Stores: 56

Director of Marketing

Years With the Company: 7

Company: Golden Pantry

Headquarters: Watkinsville, Ga. Number of Stores: 32

Years With the Company: 2

Garrett Crumpton joined Flash Foods right out of college in 2008 as an operations supervisor. He ran a division for several years. Crumpton went on to work as a category manager for CST Brands before moving into marketing with Circle K. Two years ago, Crumpton joined Golden Pantry as director of marketing. Crumpton said he is fortunate to have had some great mentors in the industry. He enjoys heading to work every day because retail is always changing and always challenging. Crumpton wants to continue to grow with Golden Pantry and help others succeed in their career goals as he has been able to do in his.

What’s the biggest issue facing c-stores today?

“Multichannel buying experiences are the largest challenge for c-stores.”

Colin Dornish serves as the senior director of operations for Coen Markets, one of the oldest and largest convenience store chains in the Pittsburgh region. It began serving the public in 1923, and today operates nearly 60 stores in Pennsylvania, Ohio and West Virginia.

What do today’s young executives bring to the table?

“The convenience store industry has been challenged to adapt over the past five years in order to stay relevant and meet our customers’ expectations. Technology has become a critical part of convenience store development. Many young executives are coming to their leadership tables with diverse backgrounds in technology applications to impact business processes and increase productivity. Our industry is always evolving, and the excitement of what we can build today to impact our lives for the future is the most exciting part of being a young executive in the convenience store industry.”

FOUAD EL-NEMR, 28

Executive Vice President

Company: Nouria Energy

Headquarters: Worcester, Mass.

Number of Stores: 128

Years With the Company: 5

Fouad El-Nemr is a second-generation leader at Nouria Energy, a Massachusetts-based chain founded in 1989 by his father, Tony El-Nemr, when he purchased a single underperforming service station in Auburn, Mass. Today, the company operates nearly 130 stores, 46 Golden Nozzle carwashes, the award winning Whately Diner and supplies fuel to a network of 150 dealer-operated sites.

How is being part of a family business helping you reach your career goals as a young executive?

“Today’s young executives essentially bring unique and different strategic approaches to the table. They add a fresh, new dimension to strategic thinking that might not have been previously considered. Being part of the family business has given me a firsthand experience in various disciplines within the company — from working as a sales associate at store level, to becoming a c-suite executive. This experience was invaluable because it allowed me to gain a comprehensive understanding of the business and, most importantly, a unique appreciation for each of its parts to accomplish my career goals.”

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CSTORE DECISIONS •

December 2020

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STEVEN FLORES, 36

Senior Director, Retail Fuel Pricing & Fleet Company: 7-Eleven

Headquarters: Irving, Texas

Number of Stores: 71,800 globally, 12,000 in North

America

Years With the Company: 3

Steven Flores has been instrumental in building an innovative and inclusive culture across his team that enables them to deliver results and serve the organization by optimizing fuel prices at 4,600-plus locations throughout the U.S. and Canada. It is his bias for action that has positioned 7-Eleven to grow and retain B2B fleet customers while staying ahead of market trends.

What is the most challenging issue facing young executives today? “In addition to keeping our company well informed in the rapidly evolving digital environment, rethinking strategies for talent acquisition and development, productivity through worklife balance and the importance of diversity and inclusion are top of mind.”

NICHOLAS GIACOBBI, 38 Director of Development

Company: Procaccianti Cos.

Headquarters: Cranston, R.I.

Number of Stores: 2

Years With the Company: 2

GEOFF GIVEN, 36

Vice President of Operations Company: Good 2 Go Stores

Headquarters: Idaho Falls, Idaho Number of Stores: 61

Years With the Company: 2

Nicholas Giacobbi grew up in his family’s local c-store business. After attending college for business and finance, he was drawn to real estate development and construction, which led to a 10year career building hospitals, banks, pharmacies and other retail facilities for a national development and construction firm. He joined Procaccianti Cos. two years ago as development director. The company recently launched Neon Marketplace, and Giacobbi has been instrumental in identifying locations and orchestrating the predevelopment, development and construction of the sites. In addition to two operational c-stores, six more are under development/ construction. Neon Market has a goal to grow to 30 sites in the Northeast within the next 18 months.

What project or innovation are you most looking forward to in 2021? “I’m looking forward to the deployment of new technologies in the c-store space that align with the dramatic shifts in consumer behavior and preferences.” cstoredecisions.com

Geoff Given began his career in the convenience industry with RaceTrac Petroleum in 2008, working his way through multiple positions in several divisions.

He began working for Good 2 Go in October 2018.

Currently, Given and his team are working on ‘Project Elevate,’ a program that provides a clear path for team members to grow with the company and achieve their goals, focusing on leadership so that wherever they go, they can wave the Good 2 Go flag and influence others because they were invested in by Good 2 Go. What’s your favorite thing about your job/role?

“Having the ability to be a positive influence on others and helping them succeed in their aspirations.”

December 2020 • CSTORE DECISIONS

27

40 Under 40

CHRIS HARTMAN, 31

Director of Fuels, Forecourt & Advertising Company: Rutter’s

Headquarters: York, Pa. Number of Stores: 78

Years With the Company: 2.5

When he was 13 years old, Chris Hartman was eager to represent the 11th generation for the family’s c-store business. As a teenager stocking shelves and running registers, Hartman observed how fuel and tobacco drove sales. When he rejoined the company a few years ago, after earning his MBA and working as a food broker, the chain had refocused on attracting customers by providing restaurant-level foodservice and also diversified into gaming and alcohol sales. Hartman believes the company’s ability to adapt to trends and customer expectations will push future success.

What do you think today’s young executives bring to the table? “We bring a passion to shape the long-term vision of our companies to ensure future success as needs change.”

AMIR HASSAN, 23

Operations Coordinator

ARABY HASSAN, 20

Company: H&S Energy LLC

Headquarters: Orange, Calif.

Marketing and Sales Coordinator

Years With the Company: 5

Company: H&S Energy LLC

Number of Stores: 112

Headquarters: Orange, Calif.

As a second-generation member of the family business, Amir Hassan grew up learning about convenience stores.

While Hassan had originally planned to become a doctor, he felt destiny guiding him into the family business, and he officially joined the company when he turned 18. H&S Energy operates 46 company-owned Power Markets and 56 ExtraMile c-stores in California, and plans to double its store count in five years. As operations coordinator, Hassan plays a key role in the chain’s numerous initiatives from growing its store network to launching a loyalty program and mobile app. In Q1 of 2021, Power Market plans to debut a cashierless store pilot at a handful of its sites.

What project or innovation are you most looking forward to in 2021? “The project I am most looking forward to in 2021 is our cashierless store innovation.”

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CSTORE DECISIONS •

December 2020

Number of Stores: 112

Years With the Company: Officially 1.5

As a second-generation member of the family business, H&S Energy has always been part of Araby Hassan’s life, and he’s been assisting his father and uncle since a young age. In his current role as marketing and sales coordinator, Hassan works with vendors, team members and executives to ensure marketing initiatives and goals are met. The team has been busy working on a range of projects from a new mobile app and loyalty program to store remodels and its new subscription-based car wash model.

What project or innovation are you most looking forward to in 2021? “The growth of our mobile app alongside the release of our loyalty program to better serve our customers and community.”

cstoredecisions.com

40 Under 40

CHIQUITA JONES, 34

Regional Director of Operations Company: Circle K

Headquarters: Tempe, Ariz.

Number of Stores: 109 (in region) 15,000+ (overall)

ANKUSH KAMBOJ, 32

Years With the Company: 5

Chief Operating Officer

Chiquita Jones began her career working for a department store after college before joining Speedway in 2011. Jones wore many hats throughout her time at Speedway, which helped her become a well-rounded, visionary leader. Today, she has a knack for directing company operations in a growth-minded direction. She joined Alimentation Couche-Tard (Circle K) just under five years ago. In her current role as regional director of operations in central Illinois for Circle K, she oversees approximately 100 sites for the Heartland Business Unit.

She is directly responsible for ensuring that processes in her region run efficiently.

What project or innovation are you most looking forward to in 2021? “Seeing the results and initiatives from our new Business Resource Group. One of the focuses is on diversity and inclusion, which is huge, especially for women in a predominantly male-run industry.”

Company: KFT Holdings

Headquarters: Bakersfield, Calif.

Number of Stores: 5

Years With the Company: 8

Ankush Kamboj began working at his parents’ convenience stores after school and on weekends in high school. After college, he rose up the ranks in KFT Holdings’ current 7-Eleven locations and Denny’s restaurants, learning both sides of the business before becoming chief operating officer in 2014 and combining his experience in restaurants and c-stores to help start the Millbrook Station brand. Millbrook Station c-stores are both “tech- and fresh foodobsessed,” aiming to elevate the convenience store experience for its customers while looking to expand aggressively in the next several years.

What’s your favorite thing about your job/role?

“From the employees to our customers, focusing on servant leadership as well as leveraging technology, store design and merchandizing all energize me.”

PATRICK LAWRENCE, 33 Vice President

Company: Speedy Q Markets

Headquarters: Kimball, Mich.

Number of Stores: 21

Years With the Company: 13

Patrick Lawrence is third-generation member of the Speedy Q founding family. He began working with the company part-time, cleaning up the truck lot and stocking coolers when he was 16, and joining full-time when he was 20. Under Lawrence’s guidance as vice president, Speedy Q has developed an environment in which the company’s various departmental teams are in constant communication, allowing them to share information and quickly address any issues that may arise.

What is the most challenging issue facing young executives today? “Making sure you can attract and surround yourself with the best people.”

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CSTORE DECISIONS •

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40 Under 40

ANNIE MARSZAL, 37

Chief Business Development Officer Company: California Retail Management / Lahaina Petroleum Headquarters: Sacramento, Calif.

Number of Stores: 25 in California, 17 in Hawaii

Years With the Company: Officially 10

Annie Marszal grew up in the industry, going to sites with her dad. After college, she moved to New York City to gain outside experience and sharpen her business skills. Before moving home to Sacramento, she took an internship with the Midland, Texas-based Kent Kwik stores. Marszal officially joined the family business in 2011 and is grateful to have worked side by side with her dad, Ed Marszal, over the last decade. She is responsible for bringing new sites to the company, remodeling and improving existing sites, and she serves on several industry advisory committees and executive committees.

What’s your favorite thing about your job/role? “I get to work with my dad and brother every day, growing a business that started with just one gas station in 1981 to over 40 stores in California and Hawaii.”

ERICA PARET, 32

CINDY PERILLI, 37

Associate General Counsel

Associate Experience Strategist

Company: GPM Empire LLC (formerly Em-

Company: Wawa Inc.

pire Petroleum Partners LLC) Headquarters: Dallas

Number of Stores: 1,466 wholesale loca-

tions; 88 retail locations (Empire Petroleum)

Years With the Company: 5

Erica Paret got her start in the convenience industry as outside counsel to Empire, assisting on due diligence for one of its acquisitions back in 2014. Today, Paret is most excited about the integration of Empire’s existing business into GPM and seeing how the combination of the two businesses can accelerate their growth strategies and allow the company to better serve its existing customers.

What’s your favorite thing about your job/role? “I have the opportunity to interact and learn a variety of new things about our business every day from the different departments, including operations, finance and accounting, and I think this makes me a better lawyer by being able to understand the business functions in order to collaborate and better serve our customers.”

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CSTORE DECISIONS •

December 2020

Headquarters: Wawa, Pa. Number of Stores: 860+

Years With the Company: 7

Cindy Perilli began her career in human resources (HR) with generalist roles, later moving through various HR disciplines, including information systems, training and development, performance improvement, change management, and now employee experience.

She brought with her to Wawa HR experience across nonprofit, manufacturing, fashion retail and global food operations. As associate experience strategist, Perilli creates strategies to look at the ‘associate experience’ holistically from the Talent Lifecycle viewpoint, i.e. from pre-hire to retire. She also acts as associate advocate on projects to ensure decisions are made with the associate at the center. When a business problem is tied to human behaviors, she conducts full-scale performance improvement investigations to identify root causes through qualitative and quantitative data to guide solutions.

What project or innovation are you most looking forward in 2021? “Deep focus on our associates’ needs to improve their holistic work experience.”

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40 Under 40

KATIE PETRU, 38

Director, Communications and Community

Company: Casey’s

Headquarters: Ankeny, Iowa

Number of Stores: Nearly 2,300

Years With the Company: 1

While her position at Casey’s is Katie Petru’s first role in the convenience store industry, the Iowa native grew up on Casey’s pizza and fountain drinks. Petru said she loves being able to connect what she does in her role as Casey’s director of communications and community to the world and the people around her. Every day, she and her Casey’s colleagues make a direct impact with their local customers and the communities they serve.

What’s the biggest issue facing c-stores today? “Relevance. Being convenient is table stakes — to connect with the guest we must be relevant in their life, daily activities and deliver a great experience.”

RYAN RAZOWSKY, 34

President

Company: Rmarts LLC

Headquarters: Deerfield, Ill. Number of Stores: 13

Years With the Company: 10

BRIAN PREVATT, 35

Chief Financial Officer Company: Parker’s

Headquarters: Savannah, Ga. Number of Stores: 67

Years With the Company: 2

Before joining Parker’s, Brian Prevatt spent nearly a decade as a tax manager with Hancock Askew & Co. in Savannah, Ga., where he designed long-term strategic and financial plans for companies, including Parker’s. After joining Parker’s, he served for eight years as the CPA before becoming chief financial officer. Prevatt’s career goals are to continue to scale to meet the needs of “an incredibly innovative, diverse and fast-growing company at Parker’s.” In addition to serving as a valued financial strategist and CPA for the Parker’s team, he stays active in professional and community organizations.

What’s the biggest issue facing c-stores today? “Navigating the evolving convenience store industry with more complex offerings, new competitors, rising operating costs and a challenging labor market.”

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CSTORE DECISIONS •

December 2020

Ryan Razowsky is the president of family-owned Rmarts LLC, a company that was founded in 1951 in Chicago. Rmarts operates c-stores under the MinuteMan and Fillinup banners. Being part of a family business gave Razowsky the opportunity to lead a team of 100-plus employees at a young age and gave him a space for personal and professional growth that he cherishes. He has enjoyed the opportunity to grow a team and to watch the staff grow and evolve as people.

What do today’s young executives bring to the table? “The chance to change and continue to evolve the industry. The future of convenience and the needs of our customers will look very different 10 years from now. Young executives carry the vision for what our future holds. They have the answers to what products our customers will be looking for and how we can better serve our communities going forward.”

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40 Under 40

MATTHEW REDMOND, 33

KATIE ROBERTS, 30

President

Company: Raymer Oil Co.

Brand Development and Communications Manager

Number of Stores: 38

Company: The Kent Cos. Inc.

Headquarters: Statesville, N.C.

Years With the Company: 10

Headquarters: Midland, Texas Number of Stores: 54

Convenience is in Matthew Redmond’s blood. Redmond joined the four-generation family business after graduating with a finance degree from Appalachian State University in 2010. He was named president of Raymer Oil in 2015. Redmond has grown Raymer Oil’s operation from one store to 38 stores in just over five years. The convenience stores operate under the banners Fast Phil’s and Run In. What’s the biggest issue facing c-stores today?

“The impact that COVID-19 is having and will continue to have on the labor market, and what that means in terms of adaptation to new technologies.”

Years With the Company: 3

Katie Roberts serves as the brand development and communications manager for The Kent Cos., which operates 54 Kent Kwik convenience stores. The Kent Cos. is helping Roberts reach her career goals, allowing her the flexibility to try new things within communications and branding approaches. Roberts enjoys being able to study what the chain has done in the past and share what she thinks the chain could do in the future with the support of her colleagues.

What is it like to work in the c-store industry as a young executive? “Today’s young executives bring adaptability and fresh perspectives to the table. I think young executives are more accepting of change and are willing to push boundaries for the betterment of their industry.”

TED SADOWSKI, 39

Regional Director of Operations Company: QuickChek Corp.

Headquarters: Whitehouse Station, N.J. Number of Stores: 158

Years With the Company: 7.5

Ted Sadowski got his start in the industry when he attended human resources classes with QuickChek employees David Bussiere and Donna Lyn Kane, who touted the company’s culture, values and mission. Sadowski knew he needed to be a part of the QuickChek team. In his current role as regional director of operations, Sadowski is tasked with enhancing the leadership pipeline in store operations and identifying future leaders for both multi-unit and executive succession planning. The company recently developed the senior district leader role, designed to provide experiential learning opportunities in the field and career enrichment for future QuickChek executives.

What’s your favorite thing about your job/role? “Each week, my time on the front line, coaching, teaching, mentoring and troubleshooting store operations, with the most talented and dedicated team members in the convenience industry, is priceless.”

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CSTORE DECISIONS •

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cstoredecisions.com

JON SIRON, 36

Food & Beverage Director

Company: Gier Oil Co.

Headquarters: Springfield, Mo. Number of Stores: 50

Years With the Company: 2.5

Jon Siron was first hired into a different leadership position within Gier Oil’s corporate team. Just one week into his training, they knew he was destined for a different position. Siron has 20 years of experience in the foodservice industry, and every store he would visit, he couldn’t stop talking about all the opportunities and ideas he had for the kitchens. He was quickly moved into the food & beverage director position. His nickname, ‘Jonny Hotdogs,’ was coined by the company’s finance manager one day, and it stuck. Now, it’s a character used for the roller grills. The chain recently launched its On the Fly pizza program, using all-new pizza recipes with fresh ingredients.

What’s your favorite thing about your job/role? “Every day I get to play with food, and I can’t believe this is my ‘job!’”

HEIDI STEINKER, 38

Branded Fuels Specialist

ERIC STOKES, 39

Senior Director of Finance Company: Tri Star Energy

Company: Beck Suppliers Inc.

Headquarters: Nashville, Tenn.

Number of Stores: 27 company-owned

Years With the Company: 6

Headquarters: Fremont, Ohio

Number of Stores: 145 company-owned sites, 600+ dealers

FriendShip Stores, and several hundred independently-owned dealer locations

Years With the Company: 6

As a branded fuels specialist, Heidi Steinker is well versed on buying fuel as well as managing relationships and contracts with suppliers, and she’s known for her passion and strong leadership skills. She looks forward to growing in her career with Beck Suppliers and continuing to support branded fuel expansion for Beck Suppliers’ independently owned sites, helping them fly a major branded flag while remaining unique in their store character and offerings. Beck Suppliers is part of a dynamic industry full of opportunities and has a diverse team.

What’s the biggest issue facing c-stores today? “In today’s environment, c-stores must find the perfect balance of giving contactless options without compromising customer service, while also leveraging loyalty options (oil company partner brands or proprietary) to differentiate.”

cstoredecisions.com

After a decade of working in wealth management, Eric Stokes looked forward to the challenges he’d face in directing corporate finances for a large convenience store chain.

Who knew a public health crisis would skew much of that work?

On top of dealing with the fiscal fallout of COVID-19, much of his year was spent on securing the acquisition of Hollingsworth Oil for Tri Star Energy. The transaction increased the Nashvillebased company’s retail footprint by more than 50 locations, which now includes Twice Daily and Sudden Service c-stores.

What do you think today’s young executives bring to the table? “I think young executives assist in bringing technological advancements to operations.”

December 2020 • CSTORE DECISIONS

37

40 Under 40

WALEED WADI, 39

Division Vice President, South

Company: Kum & Go

Headquarters: Des Moines, Iowa Number of Stores: 400

IRFAN TEJANI, 36

Years With the Company: 3

President & CEO

Company: Tejani Holdings Inc.

Headquarters: Sugar Land, Texas Number of Stores: 40+

Years With the Company: 10

Irfan Tejani acquired and opened his first c-store in 2010. A decade later, his Charge Up convenience store chain has grown to 40-plus sites in Texas and Louisiana, and he’s on track to reach 50 locations in 2021. With Charge Up, Tejani aspires to create a destination stop where all customers feel welcome and can find the products and services they need, including food and electric vehicle charging. Charge Up plans to launch a loyalty program in 2021, among other initiatives.

What project or innovation are you most looking forward to in 2021? “Along with looking forward to our organic growth in the year 2021 we will be devoted to branding and implementing the loyalty program, all across (our chain).”

38

CSTORE DECISIONS •

December 2020

Waleed Wadi’s father owned convenience stores in Houston, so he grew up mopping, stocking shelves and running a register. His dad even had a special stool for him so he could work the counter and talk to customers. Wadi went on to serve 13 years in the military, followed by a career in risk management, which led him to Kum & Go a little over three years ago. Wadi is passionate about Kum & Go’s purpose of ‘Making Days Better’ by connecting with people. The chain is currently rolling out a new technology platform, Crew, an app that will further connect and engage store associates.

What’s your favorite thing about your job/role? “In addition to operating stores in an exciting industry, I also get to focus on developing our teams and providing opportunities for others to succeed.”

SLATON WHATLEY, 33 Director of Operations

Company: Whatley Oil Co.

Headquarters: Columbus, Ga.

Number of Stores: 11

Years With the Company: 3.5

Slaton Whatley is a third-generation member of the family business. He began his career in Arizona and California working in retail, tourism and software, before he moved home to Georgia at the age of 30 to join his dad and uncle in operating Zelmo’s Zip In convenience stores. Whatley trained under industry veteran Ralph Byrne, who was the former director of operations for Whatley Oil Co. When Byrne passed away suddenly, Whatley stepped up to the role. Today, he’s immersed in the daily operations of the company. The chain is busy remodeling stores and preparing to open its first unbranded site.

What project or innovation are you most looking forward to in 2021? “Completing construction on and opening our new flagship store in Columbus, Ga.”

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40 Under 40

SARAH WHITNEY, 31

Director of Marketing

Company: Tiger Fuel Co.

Headquarters: Charlottesville, Va. Number of Stores: 9

Years With the Company: 2

Sarah Whitney oversees strategic marketing, branding and communication efforts for three distinct brands — Tiger Fuel Co., The Market convenience stores and TigerWash — while authentically engaging with customers and sharing stories of the Tiger Fuel team. Future Tiger Fuel projects include implementing a custom online ordering feature within the mobile app and website, offering monthly subscriptions and inviting customers to turn their loyalty points into donations for local nonprofits. Tiger Fuel recently acquired a solar panel company and has plans to build an express tunnel car wash and a new deli store with a drivethrough option.

What’s your favorite thing about your job/role? “I work with passionate, collaborative, authentic and diverse people who truly want to make an impact on our community, and it is a privilege to be part of such a great culture and work with a team that feels like family.”

ALEX WILLIAMS, 33

STEPHANIE ZIERKE, 37

Chief Operating Officer

Controller

Company: Jiffy Trip

Company: Parkland USA

Headquarters: Enid, Okla.

Headquarters: Calgary, Alberta, Canada

Number of Stores: 29

Number of Stores: 7 locally, 58 regionally

Years With the Company: 11

Years With the Company: 13

Alex Williams is a thirdgeneration member of the family business.

After college, Williams began managing c-stores for Jiffy Trip while he completed his MBA from Oklahoma State University.

Over the next four years Williams served as a district manager overseeing 10 locations.

In 2018, he was promoted to his current role of chief operating officer. In this position, he is responsible for operations, fuel strategy, land development and overseeing four district managers. Jiffy Trip is poised to grow to 50 multi-site locations by 2025 and 100 locations by 2030, expanding with new concept stores through the Central U.S. What project or innovation are you most looking forward to in 2021? “In Q1, we will be debuting our Jiffy Trip Mobile App with food ordering for our JT’s Restaurants.”

After graduating college and working for CPA firms, Stephanie Zierke went into the private sector, deciding on the oil and gas industry because her father worked in the industry for 30 years. Zierke took a job in accounts receivable for a wholesale company to get her foot in the door; three months later, she was offered the job of controller of the retail division at Parkland USA. Parkland recently announced the rebranding of all of its retail operations in the U.S. to On the Run. Zierke is excited to see the sites come together and unify with Parkland’s retail sites in Canada.

What’s your favorite thing about your job/role? “So much of retail is in the details, and as a detail-oriented person, I love to be able to dive into the details of the business to improve the overall picture.”

40

CSTORE DECISIONS •

December 2020

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Foodservice | Breakfast & Coffee

Waking Up

breakfast sales C-stores are getting creative in the mornings to maximize sales, adding new menu items as well as the option to order outside of traditional breakfast hours.

Isabelle Gustafson • Associate Editor

While some customers have been forgoing their usual coffee stop amid the pandemic, breakfast remains a strong daypart for c-stores.

In fact, Nashville, Tenn.-based Tri Star Energy Food Service and Dispensed Beverage Category Manager Lisa Lem said breakfast sales at Twice Daily stores have been largely unaffected, thanks in part to visits by essential workers.

“Our locations are seen as a one-stop for many essential workers who were still heading to work when others worked from home,” said Lem. “They’re able to fill up with gas then run inside for a coffee or breakfast item that will help them stay motivated during the day.”

Lem cited ongoing product development as key to keeping breakfast fresh for Twice Daily regulars, in addition to overall quality and customer service.

Twice Daily often rotates its breakfast and bakery options, but one of the most popular offers right now is its new Sausage, Egg & Cheese Pretzel Breakfast Sandwich. Seasonal items are also a hit, including the Pumpkin Cream Cheese Muffin for fall, and the Red Velvet Cream Cheese Muffin for the winter season.

According to an American Egg Board omnibus study conducted by Datassential in July 2020, 53% of respondents indicated they wanted to see classic/favorite breakfast items on menus, while 29% prefer new and innovative items.

42

CSTORE DECISIONS •

December 2020

O C R E G R Y BUS R U O Y INE W O SS GR UR GROCERY BUSI O Y NES W O S GR

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Grocery sales are up in convenience stores as consumers seek new channels to their — butstores not just any groceries willchannels do. to Grocerystock sales are up pantries in convenience as consumers seek new stock their pantries — but not just any groceries will do.

Iconic brands like Folgers®, Smucker’s®, Jif® and Milk-Bone® are outperforming ®, Smucker’s®, Jif ® and Milk-Bone® are outperforming Iconic like Folgers theirbrands categories.

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Sources: CSP – Grocery Sales Rise C-Stores, NACs Survey APR 3,3,2020, Sources: CSP – Grocery SalesinRise in C-Stores, NACs Survey APR 2020, https://www.cspdailynews.com/general-merchandise/grocery-sales-rise-c-stores-nacs-survey-shows https://www.cspdailynews.com/general-merchandise/grocery-sales-rise-c-stores-nacs-survey-shows IRI Total C-Store Sales, $L12 Weeks Ending 6.14.20 IRI Total$C-Store Sales, L12 Weeks Ending 6.14.20

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Foodservice | Breakfast & Coffee

ALL-DAY BREAKFAST

Joy Almekies, senior director of food services for Global Partners, which operates more than 300 company-owned c-stores, has been

44

CSTORE DECISIONS •

working to make sure every location is up to par, prioritizing quality ingredients, freshness and packaging that’s functional, keeps food secure and helps to show off the products.

December 2020

Global Partners’ Alltown c-stores are expanding the bakery program, partnering with small, boutique suppliers and ensuring all items are pre-wrapped.

Breakfast is now offered all day as well. While in the past, employees would never say ‘no’ to a customer who wanted a breakfast item later in the day, it wasn’t something they advertised, Almekies said.

She noted, however, that there really aren’t a whole lot of breakfast items sold past the traditional morning daypart at Alltown stores.

“It's the anomaly that comes in after noon and asks for a bacon, egg and cheese,” she said. “Most of our business for breakfast is pretty much wrapped up by 10 or 10:30 a.m.”

Meanwhile, customers had been asking Des Moines, Iowa-based Kum & Go, which operates 400 stores in 11 states, to offer its breakfast pizza all day, said Food Service Category Manager Natasha Ratzlaff. Ultimately, the decision was a win-win.

“The way people are eating breakfast and the times they're eating breakfast are a little different now,” Ratzlaff said. “We felt that there was an opportunity to offer it all day and not have it where people weren't getting their favorites, just because they maybe weren't leaving the house until later in the day.”

To get the word out about the new availability, Kum & Go took to Twitter, posting a challenge for its followers, in which the number of retweets determined the discount price of the pizza on Halloween. Ultimately, the post received more than 1,500 retweets, resulting in a coupon for 10-cent pizza slices.

For now, the breakfast pizza is the only menu item sold outside of the morning daypart, but Ratzlaff said that its success may lead the chain to offer additional favorites all day.

Other top-selling breakfast items at Kum & Go include the Sausage Egg and Cheese Croissant and the Breakfast Burrito. cstoredecisions.com

Foodservice | Breakfast & Coffee

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fast facts: • Breakfast remains a strong daypart for c-stores.

• All-day breakfast enables customers to order their morning favorites any time of day, as their schedules change amid the pandemic.

• For both breakfast and hot dispensed offers, c-stores see success with a mix of classic favorites alongside a few innovative and seasonal items.

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CSTORE DECISIONS •

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December 2020

To further incentivize customers, Kum & Go is also offering an all-day coffee promotion.

“If you order a breakfast pizza, or if you get a breakfast sandwich, then you get a $1 coffee,” said Ratzlaff, adding that Kum & Go offers bean-to-cup coffee at the majority of its stores, “brewed fresh every time.”

Global Partners’ stores are transitioning to beanto-cup coffee for what Almekies said is an “exploding” coffee business in order to ensure freshness, while also working to utilize single-origin sourced, fair-trade beans.

“We want to be fair to the farmers, and we want to be responsible with our coffee business,” Almekies said.

In addition to Twice Daily stores, Tri Star Energy owns 14 White Bison Coffee locations, two standalone and 12 integrated into Twice Daily c-stores.

White Bison’s menu features a range of specialty drinks, from pour-over coffee and nitro cold brew to fine hot teas, in addition to fresh pastries and breakfast and lunch items like sandwiches, salads and wraps.

“Both Twice Daily and White Bison customers are looking for a variety of choices from our coffee programs,” said Lem. “At Twice Daily, we have add-ons like creamers and sugar options that create 5,984 coffee combinations. At White Bison, our menu features tried-and-true coffee drinks like mochas and chai tea lattes.”

The White Bison team also gets creative with its coffee drinks, Lem said, like with ‘The Shaker,’ a recent customer favorite, featuring half and half, cane sugar and concentrated coffee, shaken until frothy.

White Bison’s seasonal, holiday beverages, which debuted Nov. 27, include Peppermint Mocha, White Christmas Mocha and Peppermint Matcha Frappe.

“We’ve found the mix of favorite drinks and White Bison’s original recipes provide the variety our customers look for,” Lem said. CSD

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Category Management | Cold-Brew Coffee

COLD BREW IS STRONG BREW

What’s Brewing For Cold Coffee?

C-store cold-brew coffee dollar sales and percentage growth have remained robust for the past three years through October 2020.

SALES PERIOD

52 Weeks Ending

DOLLAR SALES

% INCREASE FROM PREVIOUS YEAR

Oct. 27, 2018

$53.7 M

91.9%

Oct. 26, 2019

$90.2 M

67.9%

Oct. 24, 2020

$149 M

65.3%

Source: Nielsen Total U.S. Convenience Ready to Drink Cold Brew, Oct. 24, 2020

Ready-To-Drink Coffees Outperforming in 2020

In the refreshment beverage landscape, ready-to-drink (RTD) coffee showed higher growth among other beverages during the first half of 2020.

BEVERAGE

GROWTH FIRST HALF 2020

RTD Coffee

13.4%

Bottled Water

5.4%

Fruit Beverages

4.9%

coffee market may slow somewhat, brands can still appeal to Gen Z consumers through flavor innovation, especially as more Gen Z consumers cut back on foodservice expenditures.

Value-Added Waters

3.6%

— Top Takeaways, “Coffee and RTD Coffee: Including Impact of COVID-19,” Mintel, July 2020

Sports Beverages

2.9%

Source: Beverage Marketing Corp., 2020

COFFEE KEEPS KICKING AMID COVID of coffee drinkers say the pandemic has 75% not changed their coffee consumption.

63%

Gen Z Loves Cold Coffee Gen Z consumers are more likely to drink RTD “coffee than roasted coffee. Though the RTD

rise in app-based ordering, including delivery, among those who drank coffee in the last week.

in drive-through ordering 13% increase among those who drank coffee each day.

”

NOT YOUR DAD’S CUP o’ JOE

Consumer opinion of cold-brew coffee in the U.S. in 2020, by age (online survey of 2,229 respondents, 18 and older, who are aware of cold-brew coffee).

“What is your overall opinion of cold-brew coffee? Do you think it is ... “ OPINION & AGE 18-24

25-39

40-59

60+

Excellent

20%

17%

11%

5%

Very Good or Good

59%

59%

53%

15%

Fair or Poor

22%

23%

36%

55%

Source: “Coffee, Consumers & COVID-19: Roadmap to Recovery,” National Coffee Association USA, October 2020

48

CSTORE DECISIONS •

December 2020

Source: Statista 2020

cstoredecisions.com

©2020 Danone US, LLC.

2 out of 3 creamer users want plant-based in their coffee.1 Do you have the options they love?

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Category Management | Vape

VAPE’S STEADY RISE Pandemic economics and multi-level regulatory threats can’t keep vape sales from climbing.

Thomas Mulloy • Senior Editor

Despite COVID-19 disrupting the nation’s economy and looming tobacco category regulation at all levels of government, vape and e-cigarette sales continue an upward trend.

Dollar sales of electronic smoking devices ticked up slightly at an annual rate of 1.4% for the 52 weeks ending Nov. 1, 2020, and unit sales were up a solid 10.8% for the U.S. convenience channel, according to IRI, a Chicago-based market research firm. The numbers picked up steam for October, with four-week dollar sales growing at 6.7% and units up 14.7%.

“Overall, since the pandemic started, we are up about 3% in volume,” said Mark McCarty, director of category management with Clark’s Pump-N-Shop, which operates 67 stores in Kentucky, Ohio, West Virginia and Florida. “Manufacturers in the last few months have started doing more in the way of promotions to help drive sales back into the category.”

Last year’s vape crisis — heavily fueled by an illicit product market — was felt across retail outlets. And the current uptick in sales could be a sign that consumer concern caused by the event has dissipated.

50

CSTORE DECISIONS •

December 2020

cstoredecisions.com

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Category Management | Vape

ELECTRONIC SMOKING DEVICES

While e-cigarette and vape product dollar sales saw a substantial bump during the month of October 2020 along with a a steady rise throughout the previous year, unit sales have seen solid growth of at least 10% this year.

DOLLAR SALES

TIME PERIOD

UNIT SALES

PRICE PER UNIT

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year Change

Latest 4 Weeks Ending Nov. 1, 2020

$385.2 M

6.7%

30.3 M

14.9%

$12.73

-$0.98

Latest 52 Weeks Ending Nov. 1, 2020

$4.77 B

1.4%

357 M

10.8%

$13.37

-$1.23

Source: Market Advantage TSV; IRI Liquid Data, global provider of enterprise market information solutions, for the four and 52 weeks ending Nov. 1, 2020.

The U.S. Army Public Health Center in September 2019 issued a Public Health Alert advising soldiers and families not to use e-cigarettes or vaping products.

Shortly after, the Army & Air Force Exchange Service (AAFES), which operates 238 fuel and convenience outlets in the U.S. and more than 3,100 stores at military installations all over the world, decided to halt sales of vape products.

“The Exchange made a business decision to remove all electronic cigarettes and vape products from shelves on Oct. 12, 2019, as its vaping category sales represented less than 0.5% of the total tobacco category,” said AAFES Senior Public Relations Manager Chris Ward.

Ward added that overall tobacco sales at the AAFES stores had also seen declines in 2018 and 2019. Bases were instructed to begin enforcing the minimum purchase age of 21, effective in August.

Recently, though, the chain reversed its decision. “The Exchange plans to reintroduce a limited assortment of electronic cigarettes and vape products at approximately 100 locations,” Ward said. The plan to resume sales began in late November.

PMTA & NEW PRODUCTS

The Food and Drug Administration (FDA) is evaluating Premarket Tobacco Product Applications (PMTA) submitted before its recent deadline. That’s of great interest to many retailers who want to know which labels will be available down the road.

“For myself, I see the need to expand into some new brands, but I was cautious not to jump in too deep until I saw who had filed their PMTA,” said McCarty. “Now that we have reached the deadline on this, I will be looking a little more at adding some new brands.”

Vape product makers aren’t slowing down, either, as they move ahead with new products and innovations.

“I have seen a lot of expansion in flavored disposables,” observed McCarty. “It seems that this may be the new trend for the category for the time being.”

The big question, though, is whether those flavored vaping products will be subject to a ban at the federal level. Last year’s passage of H.R. 2339 in the House called for a national ban on flavored vape as well as other flavored tobacco products — like menthol cigarettes, flavored cigars and smokeless flavors. The measure was never taken up by the Senate.

52

CSTORE DECISIONS •

December 2020

cstoredecisions.com

fast facts: Lyle Beckwith, senior vice president of government relations with the National Association of Convenience Stores (NACS), and Anna Ready Blom, NACS director of government relations, both said that while a new version of the bill will likely surface, there are simply too many variables to judge whether it’ll become law, given a smaller Democratic majority in the House and a nearly even Senate with both Georgia seats yet to be decided in early January runoffs.

“Well, the first thought is, we’ll know a lot better after Jan. 5,” Beckwith added. “If Republicans hold control of the Senate, it’s a different environment.”

LOCAL & STATE REGULATION

While NACS focuses on national policy, it still acts as a resource for stores facing local and state regulation that creates an uneven playing field for tobacco product retailers in areas bordering others with fewer restrictions. The level playing field is extremely important to the industry.

“I think one of the biggest things retailers can do, especially on that local level, is be involved in their state associations,” said Ready Blom.

“But even (more so) at the local level where you have some of these city councils who can propose these ordinances very quickly and push them through quickly.”

McCarty is hopeful that with municipal coffers at a low point due to a COVID-19 downturn, those local ordinances would move to the back burner.

“My hope was that, with the pandemic, the focus on regulation would take a back seat,” he said. “Obviously, that is not the case, as certain areas continue to increase regulations on the tobacco category.”

Still, he’s encouraged that there’s cstoredecisions.com

• Vape dollar sales see steady rise in c-stores.

• Makeup of incoming Congress leaves chances of national flavor ban unclear.

• Local and state regulatory threats will continue.

little talk of tighter restrictions affecting any of Clark’s Pump-N-Shop locations. “Legislative discussions in our markets are pretty quiet right now,” added McCarty, “and hopefully they will stay that way for some time.” CSD

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53

Category Management | CBD

CStore Decisions caught up with CivicScience to learn how convenience store customers are thinking about cannabidiol (CBD) products heading into Q4 and the holiday season. Some 12% of respondents have purchased CBD at a c-store, while 10% are very likely and 11% are somewhat likely to buy CBD products to combat holiday stress this season. What’s more, CivicScience found those who are likely to use CBD to cope with holiday stress are more concerned about COVID-19 than their counterparts.

’Tis the Season for CBD Sales

How likely are you to use CBD/cannabidiol products to combat stress this holiday?

What best describes your experience purchasing CBD/Cannabidiol products at Convenience Stores?

I’ve done it

12%

I haven’t done it, but I plan to do it

10%

I haven’t done it, and I’m not interested

57%

I’m not familiar with CBD/cannabidiol products

21% 0

(compared with) Compared to a week ago, are you more or less concerned about the spread of the coronavirus?

Very/somewhat 43% likely

20%

Not at all likely 34% 10

20

30

40

50

20%

35%

40

60

0

20

70

what best describes your experience purchasing CBD/cannabidiol products at Convenience stores?

30

I haven’t done it, but I plan to do it 43%

20

11%

9%

Very likely Somewhat Not likely at all likely

I’m not sure

10%

0 CBD oils/tinctures CBD capsules/pills

54

CSTORE DECISIONS •

December 2020

18%

I haven’t done it, and I’m not interested 38% Edibles/gummies

10%

26%

I’ve done it 44%

40

0

Much less concerned

the most/are you the most interested in using?

50

10

100

Equally as concerned

(compared with) Which CBD products do you prefer to use

70%

60

80

Somewhat more concerned

Somewhat less concerned

80

5% 6%

60

Much more concerned

How likely are you to use CBD/Cannabidiol products to combat stress this Holiday SEASON?

32%

6% 6% 27%

24% 20

40

18%

11% 60

24% 80

100

CBD vapes (including things like dabs and wax concentrates) Topical CBD creams

cstoredecisions.com

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Certified

Safe?

Safe Shop Assured™ is a certification program for retailers that communicates to customers that they are best in class.

Certification is obtained through professional assessment, consultation, design, implementation, and inspection.

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Technology

Operations Column | Retail Evolution

FROM CONVENIENCE TO

DESTINATION RETAIL Success in today’s competitive and evolving market requires a clear brand identity, a compelling product mix and strong execution.

Frank Beard • Director of Safe Shop/Director of Special Projects Brandon Lawrence • Fuel Consultant

The marketplace is running out of room for generic retailers.

Convenience is being redefined, and retailers face challenges from many directions. Whether it’s goPuff, quick-service restaurants (QSRs), dollar stores, direct-to-consumer tactics or disintermediation from thirdparty delivery partners, it’s never been easier for consumers to get what they want.

The competitive landscape within fuel and convenience has also shifted. As previously discussed in this series, consolidators, QSRs and merchant-supported brands have diverged from the pack and put everyone else at a competitive disadvantage — especially generic brands that lack scale.

These three formats are also well-positioned to fight for slices of a shrinking pie, if fuel demand stagnates or declines.

Winning in this new paradigm requires strong execution and a clear brand identity. Unfortunately, many of the brands most at risk from a competitive standpoint are also the ones presenting a generic customer experience and product offer. Remove their branding, and they’re nearly indistinguishable from each other.

The good news is that these brands also have advantages that their larger counterparts lack. As we conclude this threepart series, we want to take a closer look at two areas where they have an opportunity to win big.

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Operations Column | Retail Evolution

BUILDING BRAND IDENTITY

Maintaining quality at scale is difficult.

The advantages that make larger competitors strong also create weaknesses, and customer experience is an area where gaps frequently exist. This is especially true of consolidators.

Cost discipline and lean operations often come with tradeoffs in customer experience. Even the QSRs struggle with this as new, innovative formats and programs may take years to trickle down to legacy stores.

Small operators have the advantage. Free from bureaucracy, quarterly earnings and other burdens, they can aggressively work to delight customers and build something unique.

But it starts with a relentless commitment to the basics: cleanliness, safety and hospitality. Without these core foundational elements, higher-order strategies will never achieve their full potential.

This doesn’t have to be an expensive, herculean effort. Even an old, well-maintained store can stand apart from a newer build that has inconsistent execution. A personal response from an owner is a more meaningful approach to a poor customer experience than a templated, copy-and-paste statement from a corporate office. Fewer stores also makes it easier to be more responsive — and genuine — in replies to reviews on platforms such as Google Maps.

Smaller retailers should be the industry’s standardbearers on customer experience. Nobody is better positioned to create high-quality, boutique experiences.

PRODUCT DIFFERENTIATION

It takes more than generic products and proximity.

With each passing day, consumers gain access to new and convenient ways to acquire products from the major consumer packaged goods (CPG) companies. For example, goPuff’s recent acquisition of BevMo will transform 161 prime retail locations into delivery distribution centers, making them even more effective at dropping snacks and beverages at customers’ doors in 30 minutes or less. Competition is also coming from third-party dark stores, continued channel blurring and the efforts of CPG companies to build direct-to-consumer channels and bypass retailers altogether.

Consumers need a clear, compelling reason to get in a car and drive to a store. For retailers who offer delivery, they also need to offer something customers can’t get through DoorDash or Uber Eats. This comes by way of product differentiation.

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American right fielder in Major League Baseball who played from 1892 to 1910.

Smaller operators again have the advantage.

Their ‘hyperlocality’ and sensitivity to community needs creates opportunities to build unique, one-of-a-kind solutions that are tailored to their customers.

Winning in this area is about being the best at something. It might be the best pizza in the market — like Slice Pizza & More outside of Boston or Round Rock-Texas-based High Country Market & Gastropub — or it could mean creating a neighborhood hangout and destination for locally-produced goods such as Mule Kick in Arkansas. Smaller chains like North Carolina-based Breeze Thru Markets also provide a hyperlocal product offer in each community they serve.

Differentiation is about transforming convenience stores into destination stores. The big brands may still have a place on the shelves, but it takes more in order to truly stand out.

NEW OPPORTUNITIES

We hope readers enjoyed this three-part series.

The first two installments appeared in CStore Decisions’ October and November issues.

Far from the gloom, we believe this new decade is full of opportunities. We’re always encouraged by the creative, entrepreneurial spirit so common in this industry, and we look forward to continuing to work with retailers as convenience is redefined. CSD Brandon Lawrence is an independent fuel consultant from Atlanta. Follow Brandon on Twitter (@_SSCM_) and Linkedin.com/in/brandonlawrence/.

Frank Beard is the director of Safe Shop and the director of special projects at CStore Decisions. Follow Frank on Twitter (@FrankBeard) and Linkedin.com/in/ frankbeard/.

cstoredecisions.com

The National Advisory Group (NAG) is an association driven by convenience store retailers for retailers. It is an organization committed to building profits and relationships for all of our members. NAG is aimed at small, mid-sized and family-owned convenience chains and the executives that run them.

NAG’s role in the industry is unquestioned.

NAG remains an organization that is fully committed to its members, promotes relationships, networking, intimacy and, most importantly, executable ideas and takeaways.

For additional information, contact John Lofstock at jlofstock@wtwhmedia.com or info@nagconvenience.com.

PRODUCTShowcase

Tobacco-Free Nicotine Delivery Product Engineered to provide a premium nicotine experience to its users, minus the smoke, Bidi Pouch is made from a tobacco-free nicotine formulation packed in an on-the-go pouch. The Bidi Pouch is packed in a handy and easy-to-go tin can. It contains natural fibers and a chew-base filler in six different flavors. Much like the Bidi Stick, the Bidi Pouch also puts its customers and the environment first. The Bidi Pouch flavors include Winter, Arctic, Summer, Solar, Regal and Haze. Each flavor combination is made from a premium formulation that can cater to every adult’s palate. The wholesale price is $3.25, with a suggested retail price of $4.99.

Fast, Fresh Pizza Hangar 54 Pizza exists to fuel adventures with fast, fresh pizza. With its premium ingredients like five-blend cheese and a par-baked crust, the brand is taking customers to new heights of epic-pizza-deliciousness at breakneck speed. It’s the ultimate pizza franchise with cutting-edge equipment (fiveminute cook-time), minimal footprint, up to 11% in rewards based on purchases and minimal-contact packaging. Graband-go by the slice, full pizzas and takeand-bake. It’s the pizza customers want, when they want it and how they want it.

PFSbrands

(855) 632-3373 programs@pfsbrands.com

Bidi Pouch

www.bidipouch.com

Peach Punch BeatBox Beverages has launched a new flavor, Peach Punch. Inspired by the classic road trip confection, Peach Rings, the newest Party Punch flavor will be the sixth in BeatBox’s lineup of party-ready punches, including Blue Razzberry, Pink Lemonade, Fruit Punch, Fresh Watermelon and Tropical Punch. Peach Punch will be released in a 500-milliliter single-serve resealable Tetra Pak, making it easy for consumers to take on the go. Each Party Punch tetra has 11.1% ABV, 130 calories, and eight grams of sugar per 5.6-ounce serving, at a suggested retail price of $3.99.

www.pfsbrands.com

BeatBox Beverages

www.beatboxbeverages.com

Hard Seltzer Innovation Bud Light has unveiled its newest innovation, Bud Light Platinum Seltzer. An extension of the brand’s Bud Light Platinum portfolio, Bud Light Platinum Seltzer offers a light and refreshing drink in three flavors: Citrus, Wild Berry and Blood Orange. The 8% ABV seltzer is made with cane sugar, sparkling water, natural fruit flavors, agave and is 170 calories. This new hard seltzer is available in 12-ounce slim can variety six-packs, single-flavor six-packs, and 25-ounce and 16-ounce single-flavor cans of Wild Berry.

Anheuser-Busch

www.anheuser-busch.com 60

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cstoredecisions.com

As the convenience store and petroleum industry continue to evolve, training the leaders of tomorrow is more important than ever before. To help young executives have a group that is solely focused on exchanging personal experiences with peers in their age group, the National Advisory Group (NAG) is proud to be growing its Young Executives Organization (YEO).

YEO members are industry leaders who are approximately 40 years of age or younger.

Members are entrepreneurs, leading top businesses and actively pursuing a higher level of professionalism in the convenience store and petroleum marketing industry.

For additional information, contact John Lofstock at jlofstock@wtwhmedia.com or Board Chairman Jeremie Myhren at jeremie@roadrangerusa.com.

PRODUCTShowcase

Peanut Brownie Bar Snickers has unveiled the brand’s biggest innovation to date, combining two beloved treats — Snickers bars and brownies — to create Snickers Peanut Brownie. The new Snickers Peanut Brownie features two individual squares, coated in the classic Snickers chocolate, with a layer of caramel and a chewy peanut-brownie filling. Snickers Peanut Brownie will be available nationwide beginning January 2021 in single (1.2 ounces), share (2.4 ounces) and sharing standup pouch (6.61 ounces) sizes.

Mars Inc.

www.mars.com

Franchised Pizza Program Franchisees of Godfather’s Pizza realize the benefit of having a restaurant-branded concept in their c-stores. Godfather’s Pizza offers a variety of products that cover multiple dayparts — from breakfast pizzas and sandwiches, to mini and large pizzas for lunch and dinner, to pizza rolls and oneof-a-kind cinnamon monkey bread. Godfather’s Pizza’s competitive margins are why more and more c-stores are looking toward this family-owned and operated company to help them make dough in foodservice.

Filled Soft Pretzel Bites

Godfather’s Pizza Inc.

www.godfathers.com

J&J Snack Foods Corp. has introduced SUPERPRETZEL Filled Soft Pretzel Bites. Available in three topselling cheese flavors — Mozzarella, Pepper Jack and Pub Cheese — this microwaveable snack is ready to enjoy in seconds. SUPERPRETZEL Filled Soft Pretzel Bites are packed with seven grams of protein per serving — and baked, not fried. SUPERPRETZEL Filled Soft Pretzel Bites are available for a suggested retail price of $4.99-$5.99.

J&J Snack Foods Corp. www.jjsnack.com

Hands-Free Toilet Seat Cover Dispensing System Hospeco Brands Group’s signature Evogen NT is the first and only hands-free toilet seat cover dispensing system. With Evogen, all seat covers are kept clean inside the dispenser — and, with a wave of the hand, a single cover is dispensed automatically. The seat cover is presented from the dispenser fully open and ready to use — no folds and no tabs to tear. Evogen has a similar footprint to existing dispensers, improves the image of the restroom and dispenses a thicker and heavier paper for a superior sanitary barrier. Auto-dispense prevents malicious overuse, and the autoflush tongue makes sure the seat cover flushes down with the water.

Hospeco Brands Group.

www.hospecobrands.com 62

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PRODUCTShowcase

Tobacco-Free Dip and Pouches Fully Loaded offers satisfying, tobacco-free moist dip and pouches. All food-grade ingredients infused with tobacco-free nicotine (TFN), Fully Loaded offers three nicotine levels and nine flavors: Wintergreen, Dark Wintergreen, Mint, Straight, Classic, Bourbon, Peach, Berry and Cherry. The Fully Loaded experience offers the same solid pack, mouth feel, spit and kick customers desire without tobacco. Full satisfaction. Full flavor. Fully Loaded.

Modular C-Store Cabinetry

Fully Loaded Chew

www.fullyloadedchew.com

Face Coverings Show your love for your favorite fun foods with these creative face coverings. Made with bright, colorful designs of different concession foods, you’ll enjoy both the look and functionality. Gold Medal’s new Fun Food Face Coverings are breathable, made with 100% polyester outside and cotton inside. Each has elastic straps and is sized to fit most adults.

The face coverings contain a pocket for a filter insert (not included) and are machine washable.

Gold Medal Products Co.

www.gmpopcorn.com

‘Pinkglow’ Pineapple Del Monte Fresh Produce has launched its newest product, the Pinkglow Pineapple. The Pinkglow Pineapple is a novel pineapple with a pink interior, new and unique to the market. Pinkglow is available for purchase nationwide.

Grown in the Costa Rican jungle, this exclusive product, 16 years in the making, is one of a kind and perfect to serve as part of a cocktail, as a dessert all on its own or even to give as a gift to the person who will now truly have everything.

Introducing MOCO CleanGuard+, an exclusive line of modular c-store cabinetry with lifetime antimicrobial protection — plus smooth interiors and exteriors leave nowhere for dirt to gather or mold to grow. With MOCO CleanGuard+, your cabinetry, counters, beverage/food prep stations and shelving resist rust, stains, grime and deterioration caused by destructive mold fungus and mildew. MOCO CleanGuard+ even works hard in high-humidity climates.

Engineered specifically for the demands of c-stores, MOCO beautifully handles heavy equipment without additional support. CleanGuard+ is registered by the EPA (Reg-93650) and proven as an effective fungicide and antimicrobial agent.

It does not protect against bacteria, viruses, germs or other disease-causing organisms.

Modern Store Equipment

www.modernstoreequipment.com

Del Monte Fresh Produce N.A. Inc.

www.pinkglowpineapple.com

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December 2020 • CSTORE DECISIONS

63

Classifieds/Ad Index Abbott

5

GSK C-Store

Altria Group Distribution Company

2

Gulfcoast

Linnea Solbrook 214-843–7012 877.968.5323

CB Distributors

6-7

888.824.3256 / www.cbprices.com / www.hempbombs.com / www.naturesscript.com

The Coca-Cola Company

11

ConvenienceWorks by Hussmann

17

Core•Mark

19

Danone North America

49

800.241.COKE / www.coca-colacompany.com 800.592.2060 / www.hussman.com www.core-mark.com 888.620.9910 www.DanoneAwayFromHome.com

E-Alternative Solutions

15

Einstein Bros.® Bagels

44

www.EAlternativeSolutions.com 720.458.9735/ petrolicensing@coffeeandbagels.com

Fully Loaded Chew

www.wholesale@fullyloadedchew.com

www.pgconvenience.com

3

727.449.2296 / www.gulfcoast.com

Between 26-27

Petro Active Services

65

www.petroactive.net

The Hershey Company

25

Prairie City Bakery, Inc.

46

JUUL

51

R.J. Reynolds Tobacco Co.

67

Krispy Krunchy

45

Safe Shop Assured

55

Last Call Beverage

47

Smucker's

43

Liggett Vector Brands

29

Swedish Match

Loomis Armored US, LLC

35

Modern Store Equipment

www.hersheys.com www.juul.com

800.290.6097 / www.krispykrunchy.com www.lastcallbeverage.com 877.415.4100

www.pcbakery.com

www.EngageVIP.com

www.safeshopassured.com www.SmuckerAwayFromHome.com 800.367.3677 www.zyn.com www.whiteowlcigars.com

9, 33 23, 41

31

Swisher International

68

North American Bancard

64

Trion Industries, Inc.

39

NRS

52

www.loomis.us/SafePoint

855.370.5981 / modernstoreonline.com/cstore 866.481.4604 / www.nynab.com

53

P&G Convenience

13

Scott.F.Breisinger@gsk.com

888-260-0112 / www.nrspetro.com

cstoredecisions.com

800.874.9720 / www.swisher.com

800-444-4665 / info@triononline.com www.TrionOnline.com

December 2020 • CSTORE DECISIONS

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IndustryPerspective

Tech Trends

Ahead for 2021

Savvy c-stores are following hard trends, i.e., future facts, and finding opportunities for innovation.

Erin Del Conte • Executive Editor

The COVID-19 pandemic has escalated the rate of digital disruption.

Many c-stores are finding opportunities in this changing landscape, ensuring that they are necessity stores in terms of their offering, and rolling out new services such as order ahead, delivery, pickup, contactless payment and more.

I recently spoke with Daniel Burrus, global futurist, speaker and bestselling author to learn more about the disruption on the horizon for 2021 and how c-stores can position themselves for success.

“The pandemic made us change, and that meant either we go down for the count and do nothing, or we look at the tools — typically they’re digital — and how they can help us,” Burrus said.

The rise of e-commerce and remote working, for example, accelerated by 10 years in about five months.

assumptions about the future and may or may not happen — they can still be changed. Savvy retailers can look at the hard trends that are sure to occur and tie them to opportunities for their brand.

Hard trends to watch include e-commerce, apps, mobile and 5G, along with many of the changes retailers have already made in the midst of the pandemic, like order ahead and delivery, Burrus said.

“Home delivery, curbside pickup, contactless payments — that’s actually the future, and the future’s here now,” Burrus said. “So instead of thinking, ‘I don’t want to invest in it because when the pandemic’s over, we don’t need it,’ think differently.

Think instead, ‘I’m going to continue to grow my business in more than one way. … This is an opportunity to redefine and reinvent what this store does and how much money we can really make.’”

Other hard trends to watch in HARD & SOFT TRENDS 2021 include automation, artificial To plan a path forward, identify intelligence and e-commercehard trends and soft trends. Hard friendly point-of-sale systems. trends are “future facts” that will con- “We’re really in a period now where tinue to accelerate and gain power, your e-commerce is blending with Burrus said. Soft trends are based on your physical, tangible store,” Burrus said. He pointed to touchscreen flat panels that could be placed in LISTEN TO THE FULL PODCAST c-stores to display additional prodWITH DANIEL BURRUS AT ucts that can be ordered and CSTOREDECISIONS.COM/2020/11/20/BURRUS/ shipped to customers.

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Voice commerce is also growing.

Chatbots could be positioned in the c-store to answer questions for customers.

Augmented reality glasses are on the way. “They look like glasses, but they’re tied, using Bluetooth, to your smartphone, and it allows you to overlay data in your field of vision without having to look at a piece of paper,” Burrus said. And Apple is rumored to be launching their version in 2021 or 2022.

The Internet of Things is another hard trend to consider. We’re now using more sensors and making things smarter, and the data gained is providing behavior analytics, allowing stores to make display adjustments based on shopper data, Burrus explained.

While hard trends are key, soft trends — those that can still be influenced — are also important for operators to consider, so they can find ways to impact the change they wish to see.

“I think now is the time to make sure you’re refining your customer experience,” Burrus said.

For c-stores that look at hard trends and think, “We’re not big enough,” Burrus has advice for them, too. “Stop thinking of what you can’t do,” he said. “Instead, ask, ‘Is there a variation of this that might work on a scale I could handle?’ Open your mind,” Burrus advised. “You might find some huge opportunities.”

cstoredecisions.com

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