CStore Decisions December 2023 by WTWH Media LLC

CStoreDecisions

Solutions for Convenience Retailers

UNDER 40 LEADERS TO WATCH CStore Decisions introduces 40 next-generation leaders standing out for their business acumen, work ethic, ingenuity and more.

Neon Marketplace CEO Adi Dhandhania brings a wealth of experience to his role as he drives the company into the future.

INSIDE Vape Grapples With Shifting Landscape The Pizza Power Report AI Transforms C-Store Operations

36 42 50

December 2023 • CStoreDecisions.com

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Bill Kent, President and CEO The Kent Cos. Inc. • Midland, Texas Olivia Beck • Operations Beck Suppliers Inc. • Fremont, Ohio 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 Vernon Young (Board Chairman), President and CEO Young Oil Co. • Piedmont, Ala. Joy Almekies, Senior Director of Food Services Global Partners • Waltham, Mass. Mary Banmiller, Director of Retail Operations Warrenton Oil Inc. • Truesdale, Mo. Greg Ehrlich, President Beck Suppliers Inc. • Fremont, Ohio Doug Galli, Real Estate/Government Relations Reid Stores Inc./Crosby’s • Brockport, N.Y. 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. Robin Hunt, Sales Hunt Brothers Pizza • Nashville, Tenn. Kyle May, Director External Relations Reynolds Marketing Services Co. • Winston-Salem, N.C.

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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. CSTORE DECISIONS does not endorse any products, programs or services of advertisers or editorial contributors. Copyright© 2023 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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Raymond Huff, President HJB Convenience Corp. • Lakewood, Colo.

YOUNG EXECUTIVES ORGANIZATION (YEO) BOARD 2023

CSTORE DECISIONS •

Lisa Dell’Alba, President and CEO Square One Markets • Bethlehem, Pa.

Tony Woodward, Manager Sr. Account McLane Company Inc. • Temple, Texas

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December 2023

Cole Fountain, Director of Merchandise Gate Petroleum Co. • Jacksonville, Fla. Alex Garoutte, Director of Marketing The Kent Cos. Inc. • Midland, Texas Daillard Paris, Director of Petroleum Supply and Trading Sheetz Inc. • Altoona, Pa.

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CONTENTS December 2023

•

Number 12

•

Volume 34

CStoreDecisions

36 FRONT END

8 Editor’s Memo: Growing Young Executive Leadership 10 Quick Bites: 2023 Holiday Shopping Trends CATEGORY MANAGEMENT

36 Vape Grapples With Shifting Landscape

COVER STORY

FOODSERVICE

12 4 0 Under 40

42 The Pizza Power Report

Store Decisions introduces 40 next-generation C leaders standing out for their business acumen, work ethic, ingenuity and more.

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CSTORE DECISIONS •

December 2023

BACK END 46 Product Showcase 49 Ad Index 50 Industry Perspective: AI Transforms C-Store Operations

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Editor’s Memo For any questions about this issue or suggestions for future issues, please contact me at edelconte@wtwhmedia.com.

Growing Young Executive Leadership It’s that time of year again when CStore Decisions celebrates our new class of 40 Under 40 Leaders to Watch. Each year, we find that more and more young executives are worthy of a spot on this prestigious list, and it gets harder to narrow it down to the 40 who stand out above the rest. The annual 40 Under 40 Leaders to Watch list honors next-generation leaders who have contributed through their ideas or abilities to the success of their c-store companies within the past 12 months. As the industry continues to evolve, young executives are playing an increasingly important role in helping c-store chains adapt for the future. These next-generation leaders are stepping into leadership roles at a time of unprecedented change as c-stores grapple with the rise of electric vehicle charging, declining fuel volumes, foodservice expansion, tobacco regulation, lingering inflation, staffing shortages, industry consolidation and technological disruption, among other issues. To ensure next-generation leaders are ready for the challenges that wait ahead, retailers must commit to training and empowering these young leaders. That’s where NAG Convenience’s Young Executives Organization (YEO) comes in. YEO offers a pathway to help connect up-and-coming young executives with opportunities to network with peers and expand their industry knowledge. YEO members are approximately 40 years old or younger and actively striving for a high level of personal and professional development as they navigate their careers in the c-store industry. This year’s class of 40 Under 40 inductees will gain a free year of YEO membership, and they’ll be included in YEO’s Leadership Discovery Program. The newly launched Leadership Discovery Program offers tailored leadership skills training for members thanks to a partnership between NAG Convenience and GALLUP. 8

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December 2023

As part of this program, each participant will have the opportunity to complete the robust diagnostic, CliftonStrengths, to map out their unique leadership strengths. Along with their peers, participants will then learn exactly how to best leverage each strength for their professional growth. YEO’s Leadership Discovery Program will run all year long with a combination of in-person and live virtual workshops to ensure the participants gain insights and actionable skills to enhance their leadership fortitude. Learn more at NAGConvenience.com/LDP. As the convenience store industry looks to 2024, it is young executive leadership that is likely to help c-store chains evolve as digital shifts continue and artificial intelligence (AI) expands. PIZZA POWER

Speaking of AI, this year, CStore Decisions teamed up with our sister publication PMQ on The Pizza Power Report, which outlines how convenience stores are competing on pizza and what other channels have up their sleeves when it comes to maximizing pizza performance. As c-stores up the quality of their pizza programs, they’re competing against quick-service restaurants and pizzerias, which are leveraging artificial intelligence and robotics to drive sales. C-stores have historically waited for other channels to test and make mistakes with new technology before incorporating those lessons and embarking on programs of their own, but that changed in a big way during the pandemic when retailers had to expedite curbside pickup, order ahead and delivery in a matter of days. C-stores that aspire to compete on food should be prepared to continue innovating at a rapid pace to keep up with the competition. They might want to tap some young executive talent to help pave the way.

Erin Del Conte

cstoredecisions.com

11/21/23 1:35 PM

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QUICKBITES 2023 HOLIDAY SHOPPING TRENDS As consumers start buying gifts and other items for the holiday season, they are finding new ways to save and make their dollars stretch. HOLIDAY SHOPPING EARLY

BUDGETING WHILE SHOPPING As consumers begin to shop this holiday season, they are finding ways to purchase great gifts while staying within budget. According to Deloitte’s “38th Annual Holiday Retail” survey: 8 in 10 online shoppers are willing to meet a minimum purchase to earn free shipping and are willing to spend $40 on average. Consumers are less confident in their ability to stay within budget (57% in 2023 versus 63% in 2022) and are modifying their behavior accordingly. Consumers plan to purchase an average of eight gifts compared to nine in 2022, and 54% plan to add items to their wish list or online shopping cart to wait for deals, up from 48% last year.

Consumers are starting their holiday shopping early to avoid spending large amounts of money in one shopping trip. The graph below shows what percentage of respondents started their holiday shopping in each month by year.

January December

2022

November

35%

October or earlier

56%

2023

10%

40%

Source: Deloitte’s “38th Annual Holiday Retail” survey, October 2023

HOLIDAY SHOPPING ONLINE RISES

More consumers are doing their holiday shopping online this year compared to 2022. Based on 3,019 respondents to a recent poll from CivicScience:

19% m ore respondents shop online less than 25% of the time compared to 2022. 24% m ore respondents shop online between 25% and 50% of the time compared to 2022. 23% m ore respondents shop online between 50% and 75% of the time compared to 2022. 21% m ore respondents shop online between 75% and 100% compared to 2022.

50%

Source: McKinsey “ConsumerWise Consumer Community” survey, October 2023

HOLIDAY SPENDING INCREASES Compared to previous years, consumers are beginning to spend more money during holiday shopping.

Source: CivicScience, August 2023

HOLIDAY GROCERY SHOPPING With the holidays right around the corner and inflation still at an all-time high, consumers are finding more ways to save on holiday meals. Food Marketing Institute’s (FMI) latest “Grocery Shopper Trends” report noted that:

30% p lan on looking for deals when shopping for their holiday meals. 28% a re willing to shop at different grocers to find the best deals. 53% plan to eat at home more in 2024. 52% plan to cook more meals at home in 2024. Source: FMI’s “Grocery Shopper Trends” report, November 2023

CSTORE DECISIONS •

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December 2023

Average expected holiday spend:

2.5% 4-year CAGR $1,496

$1,463 $1,455 $1,387

2019

2020

2021

2022

$1,652

2023

Source: Deloitte’s “38th Annual Holiday Retail” survey, October 2023

cstoredecisions.com

11/21/23 1:33 PM

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LEADERS

TO WATCH CStore Decisions introduces 40 next-generation leaders standing out for their business acumen, work ethic, ingenuity and more. A CStore Decisions Staff Report

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11/19/23 10:40 PM

The retail environment today continues to change at a rapid pace. C-stores are grappling with labor shortages and ongoing inflation as well as tobacco and vape regulations and technological disruption. More retailers are expanding their foodservice operations, and many are testing electric vehicle charging while growing loyalty programs and mobile apps.

KRISTINE ANDERSON, 30 Director of Marketing, Planning and Operations Company: Casey’s General Stores C-Store Chain Name: Casey’s Headquarters: Ankeny, Iowa Number of Stores: 2,536 Years With the Company: 4

Next-generation leaders play an important role in helping convenience store businesses adapt to shifts in the marketplace and modernize for the future. On the pages that follow, CStore Decisions introduces the 2023 class of 40 Under 40 Leaders to Watch. The 40 Under 40 is an annual list of the convenience store industry’s young executive leaders who have been responsible for helping to advance their business within the last 12 months. Each year, we find there are more young executives worthy of this honor. This year we received more than 130 nominations for this prestigious list. The following 40 next-generation retailers represent some of the most promising young executives in the industry today, selected from chains of all sizes across the country. They include a range of titles from CEO to chief operations officer to category manager to director of operations, to name a few. This year’s 40 Under 40 were honored in a virtual gala on Dec. 5. They will also receive a range of benefits, including free membership for a year in NAG Convenience’s Young Executives Organization (YEO), a group that provides an opportunity for young executives to gain industry education and network with peers in the c-store channel. For the next year, they’ll also gain free access to YEO’s Leadership Discovery Program, which offers tailored leadership skills training for members. They’ll be honored at a YEO Member reception at the NAG Convenience annual conference, March 10-13, and included in a YEO Member reception at the YEO annual conference in September. Visit Nagconvenience.com to learn more or to join NAG Convenience or YEO. The official nomination period for the 40 Under 40 runs from Aug. 1 to Sept. 20. Watch for e-blasts from CStore Decisions requesting nominations. And now, introducing the 40 Under 40 class of 2023:

Kristine Anderson began her career at Kum & Go, working in numerous roles across human resources, marketing and category management. In 2019, she started at Casey’s as a marketing manager, which allowed her to support a variety of company initiatives, including marketing campaigns, food innovation launches, acquisition integration, store remodels, private brands, and a new logo and brand positioning. In January 2023, Anderson was promoted to director of marketing, planning and operations at Casey’s. Now, Anderson and her team oversee the relationship with the Agency of Record, brand idea and voice, integrated creative planning and production, graphic design, new-state integration, on-premise advertising, and enterprise marketing support. What do you think today’s young executives bring to the table? “I believe today’s young professionals bring a new level of adaptability that is required in today’s ever-changing media and marketing environment, as well as diverse backgrounds and experiences that promote a more inclusive and collaborative culture.”

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December 2023 • CSTORE DECISIONS

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40 Under 40

KINSEY BOSSELMAN AITKEN, 29

JESSICA BARNHILL, 33

Director of Transportation and Supply

Company: The Kent Cos./ Express Petro Transportation C-Store Chain Name: Kent Kwik Headquarters: Midland, Texas Number of Stores: 89 Years With the Company: 6.5

Jessica Barnhill has worked at the Kent Cos./Express Petro Transportation (EPT) for the past 6.5 years. The Kent Cos., headquartered in Midland, Texas, operates 89 Kent Kwik locations in the U.S. Currently serving as the director of transportation and supply, Barnhill has been reported as having outstanding leadership and vision far beyond her years. Barnhill grew EPT from the ground up, taking the company from zero trucks in 2017 to the current 30 transports and 75 team members providing service across 10 states. During her time at EPT, Barnhill has cultivated a highly motivated team that focuses on mission success without compromising safety. What is your favorite thing about your job/role? “I enjoy the highpaced environment, and I get an immense amount of gratitude when I am involved with correcting a major issue.”

JEFF BLACK, 38 CEO Company: Energy North C-Store Chain Name: Haffner’s, Tradewinds Headquarters: Lawrence, Mass. Number of Stores: 72 Years With the Company: 11

While he officially joined Energy North full time in 2012, Jeff Black has been participating in the family business his entire life. His father, Ken Black, founded the company in 1981 as a wholesale gas business in Massachusetts, and the company later moved into the c-store business. In 2015, Energy North purchased the Haffner’s brand. Jeff Black was a chemical engineer by trade, and he worked a summer at the Citgo Lake Charles Refinery. After college he was an over-thecounter commodity broker in Houston. He also has a Master of Business Administration in energy finance. Black has worked in various roles at Energy North over the years, including store associate, store manager, wholesale sales rep, dispatcher, supply and trade director and chief operating officer. By 2020, Black was handling the day-to-day operations for the company. When his father handed over the reins in 2022, Black became the CEO. Since then, he has been developing the company culture, growing the leadership team and expanding the company. What project or innovation are you most looking forward to in 2024? “The evolution of the Haffner’s brand.” 14

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December 2023

Director of Operational Planning Company: Bosselman Enterprises C-Store Chain Name: Bosselman Pump & Pantry and Bosselman Travel Center Headquarters: Grand Island, Neb. Number of Stores: 48 Bosselman Pump & Pantry and 1 Bosselman Travel Center Years With the Company: 17 Kinsey Bosselman Aitken started with her family’s company, Bosselman Enterprises, at an early age, but she began her merchandising career on Bosselman’s c-store and travel center category management team after college. Following that, she worked in each business unit at every entry-level position and completed the Manager in Training program in the c-stores. She also managed five hotels during COVID-19 and shadowed the chain’s recruiters post-pandemic. Since then, she has worked as a project manager for all Bosselman Enterprises divisions. Currently, Aitken handles all acquisitions, remodels and builds for the company and serves on the board of directors as secretary. In your opinion, what is the biggest issue facing convenience stores today? “Since COVID, a ground-built convenience store costs the same as a luxury home on Sunset Boulevard. An in-store remodel can make leveling your current store look like a good idea, and fuel infrastructure, reengineered or new, can make you look at a slab of concrete and contemplate life choices. All joking aside, I believe these rising costs and extended lead times on materials and labor put small operators in a position where acquisitions quite obviously have a healthier return on investment, and investments of new technologies like electric vehicle charging stations, blender pumps and in-store self-checkout seem like the weaker investment.”

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11/20/23 3:34 PM

It’s Only theStart. We areexcitedto see your careers thrive!

Congratulations to all of the members of 40 under 40 on behalf of the proud silver sponsor, Reynolds Marketing Services Company.

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Through our commitment to innovation and thought leadership, together we’ll deliver on the promise of a better tomorrow. TM

11/20/23 12:01 PM

40 Under 40

JESSICA CARROLL, 24

ABIGAIL CERRA, 30

Marketing and Public Relations Manager

Senior Manager of Innovation and Brand Marketing

Company: McIntosh Energy C-Store Chain Name: MacFood Mart Headquarters: Fort Wayne, Ind. Number of Stores: 4 Years With the Company: 2

After graduating from Ball State University in 2021 with a degree in public relations, Jessica Carroll joined McIntosh Energy as a media coordinator, managing digital signage in the stores and overseeing the MacFood Mart Rewards program. Her role expanded in her first year as she demonstrated her expertise in planning and executing promotions and campaigns, managing social media accounts and more. Carroll’s title soon evolved to marketing and public relations manager. During this time, the company successfully launched a mobile app for the loyalty program, executed impactful mixed-media advertising campaigns across local TV and radio networks, organized and managed on-site events and significantly expanded its online digital footprint. Carroll has been instrumental in developing a marketing plan for McIntosh Energy that is unique and diversified to reach the most customers in its marketing area. What do you think today’s young executives bring to the table? “Personally, I think today’s young executives bring fresh perspectives that challenge conventional thinking, with a strong focus on cultivating brand loyalty, embracing innovation and fostering meaningful connections across all levels of the organization.”

KRISTY CLEMENT, 38

Loss Prevention Manager

Company: Walters-Dimmick Petroleum and Johnny’s Markets C-Store Chain Name: Johnny’s Markets Headquarters: Marshall, Mich. Number of Stores: 66 Years With the Company: 2

Kristy Clement began her career with a Bachelor of Arts degree in English with a minor in dance at Albion College, followed by a Master of Fine Arts degree in contemporary dance from Case Western Reserve University. She went on to perform, choreograph, study, 16

CSTORE DECISIONS •

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December 2023

Company: Refuel Operating Co. LLC C-Store Chain Name: Refuel Market, Double Quick Headquarters: North Charleston, S.C. Number of Stores: 225 Years With the Company: 2

In 2015, Abigail Cerra started in the industry as a part-time cashier. She has since held roles in store management, category management, pricebook, loyalty and marketing. Cerra briefly worked with Core-Mark working on technology solutions before joining Refuel as the company’s digital marketing manager in 2021. At Refuel, she built a marketing program for the chain from the ground up. In your opinion, what is the biggest issue facing convenience stores today? “We are facing significant legislative challenges between credit card swipe fees and proposed menthol bans that will be pivotal to the future of our industry.”

produce and teach ballet and modern dance in both academic and professional settings. After supplementing her dance career with retail jobs, she soon realized she had an appetite for project management and business. Clement gained administrative, sales and ample customer service experience, which helped her land a position as pricebook administrator at WaltersDimmick. In this role, she helped to update processes in the department. Clement was soon promoted to her current position as loss prevention manager, where she has helped to transform the entire department through streamlined reporting and communication. What do you think today’s young executives bring to the table? “It’s difficult to lump all young executives in one group, but I hope we are all bringing energy, preferably positive, and personality to the table.”

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11/20/23 3:34 PM

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40 Under 40

REBECCA CLINKHAMMER, 37 Assistant Director — Retail

Company: D elta Sonic Car Wash Systems Inc. C-Store Chain Name: Delta Sonic Headquarters: Buffalo, N.Y. Number of Stores: 31 Years With the Company: 20

Rebecca Clinkhammer started with Delta Sonic in an entry-level position. After she graduated from college, she transitioned into a corporate trainer role, where she was responsible for facilitating orientation and training employees in all job roles from the car wash and detail shop to the convenience stores. In 2018, she moved into the convenience store department as a department administrator. She learned the basic functions of category management, vendor relations and assisting with various tasks. Clinkhammer has since been promoted to assistant director of retail, where she is responsible for category management, assisting with opening new and remodeled stores and operations. Clinkhammer is described as an influential figure among her peers and colleagues. What sets her apart as a young leader is her innate ability to inspire and motivate others. In your opinion, what is the biggest issue facing convenience stores today? “Finding employees who can see that today’s entry-level job can quickly lead them to a fulfilling lifelong career if they work hard, (are) adaptable and commit to the company’s growth and success.”

CSTORE DECISIONS •

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ALLISON COTTER, 38 Sr. Manager of Supply Chain Operations Company: Wawa C-Store Chain Name: Wawa Headquarters: Wawa, Pa. Number of Stores: 1,028 Years With the Company: 9.5

Allison Cotter received a Bachelor of Science degree in business administration majoring in supply chain from Shippensburg University and started her career in the consulting and aerospace industries focused on enterprise resource planning implementations, procurement and business intelligence. In 2014, Cotter joined Wawa and grew her career within Wawa’s supply chain, gaining valuable experience in vendor management across multiple vendor networks while also helping to advance the supply chain analytics strategy. Cotter also holds a Master of Business Administration degree in business intelligence from Saint Joseph’s University. She assumed responsibility of her current team in March 2020, helping Wawa’s supply chain navigate through COVID-19. Now, the team is focused on overcoming lingering challenges while also continuing to focus on areas of overall operational excellence and store growth. In your opinion, what is the biggest issue facing convenience stores today? “Adapting to the ever-changing consumer purchasing habits.”

ADI DHANDHANIA, 35 CEO Company: Neon Marketplace C-Store Chain Name: Neon Marketplace Headquarters: Cranston, R.I. Number of Stores: 9 Years With the Company: 6-plus months, an early investor when it started 3 years ago

Adi Dhandhania was chief operating officer for North America at Bally’s Interactive prior to joining Neon. There, he held several senior leadership positions and was involved in numerous mergers and acquisitions transactions totaling over $3.5 billion. Before Bally’s, Dhandhania held various strategy and operations leadership roles at Brightstar Corp. Dhandhania worked at GTECH (now IGT) from 2010 to 2016, where he started as an engineer before holding several senior management roles in business operations and retail. At IGT, he led retail sales and operations for the company in New Jersey, serving 7,000-plus retailers while working alongside major convenience store and gas station chains and several independent locations. He also has firsthand experience working in family-owned and -operated convenience stores. He is described as a bright, enterprising leader. In your opinion, what is the biggest issue facing convenience stores today? “One of the biggest challenges I see convenience stores face today is understanding the future impact of fuel to their business, as we see demand stagnation and the rise in electric vehicle cars.”

December 2023

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11/20/23 3:34 PM

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40 Under 40

BADIH EL-NEMR, 28

Executive Vice President

Company: Nouria C-Store Chain Name: Nouria Headquarters: Worcester, Mass. Number of Stores: 160 Years With the Company: 5-plus

Badih El-Nemr, executive vice president for Nouria, which operates 160 locations across the U.S., has worked in the family business — which was founded by his father, Nouria CEO Tony El-Nemr — since he was young, helping with different tasks at his family’s stores and his uncle’s station. When he graduated, El-Nemr started working full time as a store manager and in various other positions. Now, El-Nemr is managing special projects in his current role, which he said always provides a new challenge, which he enjoys. Colleagues have noted that El-Nemr has demonstrated exemplary leadership, maturity and drive during his time with the company. He has been known to handle high-pressure situations with grace, set an excellent example for his team and demonstrate an admirable work ethic. What is your favorite thing about your job/role? “Being able to serve the communities we operate in with our offerings and amenities that surprise and delight our valued guests.”

CHRIS EVERSON, 35

BRADLEY FEATHERS, 35

Senior Category Manager

Regional Pricing Manager — Fuel

Company: Parker’s C-Store Chain Name: Parker’s Kitchen Headquarters: Savannah, Ga. Number of Stores: 76 Years With the Company: less than 1

Company: Sheetz C-Store Chain Name: Sheetz Headquarters: Altoona, Pa. Number of Stores: 700 Years With the Company: 12

Chris Everson began his career with Reynolds American, holding various roles in multiple states, during which time he learned a lot about managing people and the industry. Next, he joined Circle K in Denver as part of the Rocky Mountains Business Unit. He was tasked with the transformation of tobacco in Colorado, New Mexico and Texas, where he had the opportunity to grow his capabilities. He recently joined Parker’s as the senior category manager over tobacco, working closely within the marketing department to grow and deliver innovation to Parker’s customers. Everson is known as being tough, smart, data driven and fair. What project or innovation are you most looking forward to in 2024? “The way artificial intelligence can take c-store shopping by storm for customer shopping evolution.”

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At Sheetz, Bradley Feathers spent the first half of his career in the information technology department, occupying various roles mostly centered around data processing and automation. When Sheetz wanted to transition to a centralized fuel pricing approach, an opportunity arose for Feathers to put those skills to work on the business side. The resulting overhaul of the Sheetz fueling experience was wildly successful for the organization, which was able to grow and better monetize its loyal customer base. Now, as regional pricing manager — fuel, Feathers is able to mentor a rapidly growing team while further innovating and continuing to deliver a positive fueling experience at Sheetz. What project or innovation are you most looking forward to in 2024? “I am looking most forward to opening our first store in Michigan in 2024.”

cstoredecisions.com

11/20/23 3:34 PM

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About “Chain of the Year” CStore Decisions’ Convenience Store Chain of the Year Award annually honors a convenience store or petroleum chain that has established itself as a superior retailer and innovator in the c-store industry. TXB follows the 2022 Chain of the Year Winner Nouria Energy. Past winners of this prestigious award include Sheetz, Maverik, RaceTrac, 7-Eleven Inc., Kwik Trip, Alimentation Couche-Tard, QuikTrip, Rutter’s and Family Express.

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11/13/23 10:01 AM

40 Under 40

BRANDON GERDES, 30 Category Manager Company: Road Ranger C-Store Chain Name: Road Ranger Headquarters: Schaumburg, Ill. Number of Stores: 48 Years With the Company: 11

Brandon Gerdes started his career with Road Ranger doing maintenance after high school. His responsibilities evolved over the next year into placing orders for center store products and leading a shift. After two years with Road Ranger, Gerdes applied for a field merchandising position and was selected. The new role allowed him to travel to locations across the Midwest, experiencing different markets and trends. He assisted in opening 15 new stores and worked with Ryan Arnold, vice president of marketing, who offered Gerdes a category manager position in 2019. He started managing trucker merchandise and electronics and was soon given the opportunity to grow into new categories. Gerdes has now managed trucker merchandise, all center store categories and cigarettes/tobacco, and he assists with the chain’s philanthropy work. His colleagues admire his work ethic and dedication to his craft. In your opinion, what is the biggest issue facing convenience stores today? “Labor shortages have been a huge struggle in the retail industry.”

DOMINIC HANNA, 34 Chief Operations Officer Company: My Stop Convenience & Petroleum C-Store Chain Name: My Stop Headquarters: Madison Heights, Mich. Number of Stores: 9 Years With the Company: 5

Dominic Hanna is a second-generation member of his family business, and he grew up surrounded by the lively world of the grocery foodservice industry. After college he completed several years of medical school but found himself veering away from his plans of becoming a doctor. Instead, he followed his heart and jumped into the challenge of expanding the family business. For Hanna, the decision was about carrying forward the spirit of entrepreneurship that’s been the heartbeat of his family for generations. It soon became clear that fresh ideas and perspectives were needed, so Hanna rolled up his sleeves alongside his family and took on various ventures, including the launch of EV Mode — an innovative electric vehicle charging company, which is just one example of the company’s commitment to staying at the forefront of emerging technologies within the cstore and petroleum industry. Hanna is passionately committed to nurturing My Stop’s diverse enterprise, infusing it with a personal touch and holding onto the values of hard work and dedication that he’s carried with him since his early days in the industry. What project or innovation are you most looking forward to in 2024? “As a family-owned and -operated company, My Stop is dedicated to consistently investing in our organizational culture, our personnel and the communities we proudly serve.”

ALEXANDER HARRIS, 36 Vice President of Reid Petroleum Corp. Company: The Reid Group C-Store Chain Name: Crosby’s Headquarters: Lockport, N.Y. Number of Stores: 90 Years With the Company: 8

Alexander Harris originally went from wanting to be a music teacher and doing some network administration on the side to working as a mechanic. He fell into training automotive technologies and subsequently experienced different roles 22

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in auto-retail while the sector was undergoing massive growth. Harris transitioned into the energy and c-store industries after over 10 years of a successful automotive career. He still enjoys the diversity of the challenges this industry presents. Additionally, he coaches and mentors local entrepreneurs. He is described as consistently challenging the status quo and going above and beyond, while embodying the company’s core values of honesty, trustworthiness, customer focus, team spirit, cost consciousness and entrepreneurialism. In your opinion, what is the biggest issue facing convenience stores today? “Being unwilling to adapt to changes in the marketplace.”

cstoredecisions.com

11/19/23 10:40 PM

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11/13/23 10:02 AM

40 Under 40

FAHEEM JAMAL, 31

Director of C-Store Operations Company: CPD Energy Corp. C-Store Chain Name: Chestnut Market Headquarters: New Paltz, N.Y. Number of Stores: 75 Years With the Company: 16

HANA HASSAN, 24

Marketing Manager

Company: H&S Energy Products LLC C-Store Chain Name: Power Market and Extra Mile Headquarters: Orange, Calif. Number of Stores: 165 Years With the Company: 5

Hana Hassan had a strong sense of responsibility to contribute to the success of her family’s company, H&S Energy Products, of which she is a second-generation member. During her first two years at the company, Hassan gained experience in various departments. While pursuing her bachelor’s degree, she discovered her passion for marketing. Hassan recognized the pivotal role marketing plays in any business and started by managing social media. She gradually expanded into both traditional and diverse marketing strategies as the company grew. Hassan has been instrumental in the successful rollout of the chain’s mobile app, on-demand delivery services, loyalty programs and more. In your opinion, what is the biggest issue facing convenience stores today? “One of the main challenges for convenience stores today is figuring out how to keep customers engaged once they’ve left the store.” 24

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Faheem Jamal began working at the family business at 14, making him a part of the second generation of family members running Chestnut Market c-stores. By 16, Jamal was a store manager, which helped him develop management and leadership skills early. While attending Pace University, he held the position of internal field auditor, allowing him to handle loss prevention and product flow analysis. After graduating with a Bachelor of Business Administration degree, Jamal took on the role of territory manager in Chestnut’s Westchester County, N.Y., market, managing and operating 15 gas stations/convenience stores. In 2016, Jamal began his current role as director of c-store operations. In this role, Jamal oversees the operations of 75 c-stores and leads a team of numerous managers and sales associates. What do you think today’s young executives bring to the table? “As a young executive, I believe we bring passion for our businesses and a strong drive for growth.”

CARLY LABEAU, 32 Retail Accounting Administrator Company: Beck Suppliers C-Store Chain Name: FriendShip Kitchen Headquarters: Fremont, Ohio Number of Stores: 29 Years With the Company: 13

Carly LaBeau started her journey at FriendShip as a cashier while attending college in 2010. She was promoted to assistant manager within a year, where she was responsible for ordering, inventory, staffing and more. As FriendShip’s c-stores continued to expand, the chain saw a need for an additional retail auditor for paperwork, and LaBeau transitioned to an office-based role within the company. She then assumed the role of lead retail auditor over the course of several years. Today, LaBeau is the retail accounting administrator, managing the auditing team as well as pricebook. She’s described as a great collaborator and culture ambassador. In your opinion, what is the biggest issue facing convenience stores today? “In my opinion, the biggest issue facing convenience stores today is recruiting and retaining qualified employees with the competitive labor market and the need for well-trained staff to provide what we like to call WACS — Wicked Awesome Customer Service!”

December 2023

cstoredecisions.com

11/21/23 9:25 AM

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11/13/23 4:45 PM

40 Under 40

SAVANNAH LANDIS, 30

Category Manager — Energy Company: 7-Eleven Inc. C-Store Chain Name: 7-Eleven, Stripes, Speedway Headquarters: Irving, Texas Number of Stores: operates, franchises and licenses around 12,500 stores in the U.S. Years With the Company: 7.5

After graduating from Southern Methodist University with a master’s degree in management in 2016, Savannah Landis joined 7-Eleven as a category support coordinator for the center of store team. She learned about the life cycle of an item from inception to setup to launch. After a few years, Landis became an analyst with the program support team, which is the team behind the 7-Eleven Experience tradeshow. In 2019, Landis moved to the non-alcoholic beverages category team, and today she has a hand in almost every category, including juices, teas, ready-to-drink protein, carbonated soft drinks and most recently energy drinks. Landis is known for going above and beyond in the quality of her work and her dedication to enhancing business results and growing the categories she manages. What project or innovation are you most looking forward to in 2024? “There’s been so much innovation in energy these past few years, and 2024 is no different. It’s always so fun to see the trending flavors incorporated into suppliers’ innovation and their takes on them.”

LANDON LANGSTON, 38 Manager of Global Sourcing Company: Love’s Travel Stops C-Store Chain Name: Love’s Travel Stops Headquarters: Oklahoma City Number of Stores: 640-plus Years With the Company: 4

Before joining Love’s Travel Stops, Landon Langston worked in product development for 11 years, developing products for national brands as well as private-label brands directly with big-box retailers. In 2019, Langston started with Love’s as a category manager. However, with his background in product development, Langston was soon entrusted with establishing the global sourcing department. As the manager of global sourcing, Langston helps provide customers with the products they need, built with the same national brand level of quality but at privatelabel value. What do you think today’s young executives bring to the table? “I think young executives can bring new perspectives and ways to handle the ever-changing challenges that companies face, new ways to use technology and how empowering your team helps grow the organization.” 26

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December 2023

CHELSEA MANKOWSKI, 31 Director of Talent Engagement and Development Company: MAPCO Express Inc. C-Store Chain Name: MAPCO Headquarters: Franklin, Tenn. Number of Stores: 304 Years With the Company: 7

While in college, Chelsea Mankowski worked for Nordstrom, helping the chain open its first Nashville, Tenn., location, which allowed her to fall in love with retail and pursue a degree in communications and marketing. Mankowski then joined the MAPCO team in 2016 as the manager of communications. As the first in her role, Mankowski’s responsibilities included building a governance for company communications and establishing a process to centralize communications. Shortly after, COPEC acquired MAPCO, and MAPCO saw an opportunity to take Mankowski’s role to the next level, moving her to the people and culture team, where she led the process of identifying an intranet solution to establish one true source of communication and managed all content creation. Mankowski was then promoted to director of internal communication, where she has continued leading MAPCO’s cultural efforts and ensured its teams were supported by building an artificial intelligencepowered chat bot. What do you think today’s young executives bring to the table? “I think today’s young executives are passionate about bringing excellence through innovation and collaboration while demonstrating a deep care for their people by meeting them in the moments that matter most.”

cstoredecisions.com

11/21/23 8:38 AM

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11/13/23 9:57 AM

40 Under 40

BRETT MCDONALD, 38

DIANE MEEKS, 37

Vice President Pricing, Supply and Transportation C-Store Director Company: Global Partners LP C-Store Chain Name: Alltown Fresh, Alltown, XtraMart, Honey Farms, Jiffy Mart Headquarters: Waltham, Mass. Number of Stores: 341 Years With the Company: 16.5

Company: Farmers Union Oil Co. of Circle and Terry C-Store Chain Name: Farmers Union Oil C-Store Headquarters: Circle, Mont. Number of Stores: 1 Years With the Company: 2

Having been with Global Partners for 16 years, Brett McDonald is currently the vice president of pricing, supply and transportation and has held various positions in four different departments. He leads a team of 11 individuals. His experience allows him to champion initiatives while also innovating with new technologies to deliver scalable, data-driven decisions. McDonald has tackled the challenges of learning new markets while remaining a people-focused leader, providing new opportunities for his team to learn and grow alongside him. In your opinion, what is the biggest issue facing convenience stores today? “In my opinion, the biggest issue facing convenience stores today is the challenge of embracing changing energy needs and incentivizing customer loyalty through technology.”

Diane Meeks was born and raised in Circle, Mont. She moved to another town for 11 years, where she met her husband, had two kids and worked at a vet clinic. When Meeks and her family decided to move back to Circle, Mont., Meeks inquired about a cashier’s position at Farmers Union Oil C-Store, but her boss decided a management position would be a far better fit. Meeks took on the role of c-store director and got to work implementing a comprehensive training program, formal recognition program and performance metrics for the c-store team. She took the store from 200% turnover to less than 35% this year. She is also heavily invested in leadership training. Since taking on the position, she hasn’t stopped learning and striving to make her team the best it can be. She aspires to bring technology advancements into the store and expand and manage a chain of stores in eastern Montana. What project or innovation are you most looking forward to in 2024? “My innovation is to bring our small Montana c-store into the technology world. I’ve been working on getting a robot into our convenience store kitchen and hope to achieve that goal by the end of 2024.”

SEAN MILLER, 37

Category Sales Manager — Non-Alcoholic Packaged Beverage Company: QuikTrip C-Store Chain Name: QuikTrip Headquarters: Tulsa, Okla. Number of Stores: 1,026 Years With the Company: 21

Sean Miller started with QuikTrip as a part-time clerk before moving to Dallas when he was 24. He worked in the Dallas market for four years, and then he was asked to work in QuikTrip’s sales department in Tulsa, Okla. Miller has been in the sales department for almost 10 28

CSTORE DECISIONS •

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years. He was recently promoted to his current position as category sales manager, overseeing non-alcoholic packaged beverages, and has quickly assimilated into this role, bringing innovative and creative ideas forward to grow his overall business. In your opinion, what is the biggest issue facing convenience stores today? “Today we are battling with inflation and fighting to keep costs down so we can provide great product at a great cost.”

cstoredecisions.com

11/20/23 3:35 PM

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11/13/23 4:41 PM

40 Under 40

MICHAEL NOWOTNY, 39

KARISSA PETERSON, 39

Vice President of Operations, Wholesale Division Company: GPM Investments LLC C-Store Chain Name: More than 25 banner names including: fas mart, Scotchman, Admiral, Roadrunner Markets, Pride and E-Z Mart Headquarters: Richmond, Va. Number of Stores: 3,660 — 1,550 company-operated stores, approximately 290 proprietary cardlock locations and approximately 1,820 dealer sites to which it supplies fuel Years With the Company: 9

Michael Nowotny started in the industry as a territory manager in 2014 with Atlas Oil out of Detroit. Atlas was acquired by Empire Petroleum in January 2015 out of Dallas. Nowotny completed his Master of Business Administration degree from Eastern Michigan University in 2017 with honors. He was promoted to an area sales manager covering the South in 2019. In 2020, Nowotny received a promotion to become the senior area sales manager for the Midwest. Empire Petroleum’s business was acquired by GPM Investments in October of 2020. In June of 2022, Nowotny was promoted to vice president of operations for the wholesale division with GPM Investments. Nowotny is known for coming up with innovative solutions to complex problems as well as his strong communication skills. What project or innovation are you most looking forward to in 2024? “The integration of artificial intelligence, electric vehicle charging and growth of independent dealer locations.” 30

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Owner/Operator Company: Peterson Oil Co. C-Store Chain Name: ExtraMile Headquarters: Salt Lake City Number of Stores: 3 Years With the Company: 15

Karissa Peterson was born into the c-store industry. Her grandfather was an American Oil-commissioned agent, then Amoco jobber. Her father followed in his footsteps, buying a small Chevron jobbership, followed by his first retail site in about 1995. Peterson was 12 and began helping at the store. She then got a bachelor’s degree in accounting from the University of Utah. Her father purchased Chevron’s assets and businesses in Utah, which allowed her to work at the sites while attending college. In 2007, he got an offer to sell his company. Peterson saw an opportunity and bought three of the sites from her father. As the owner of three c-stores, she can be involved in everything from pricebook to human resources and from vendor relationships to information technology. She saw a need for fresh-baked cookies in the c-stores and started selling her family recipe out of the stores, working with a distribution company. The brand, SugarFix, has been booming with help from social media. What project or innovation are you most looking forward to in 2024? “I am looking forward to creating new relationships with fellow c-store operators while expanding our cookie distribution so people nationwide can access our family recipes.”

BRYAN PIERCE, 32 Digital and Program Marketing Manager Company: EG America C-Store Chain Name: Cumberland Farms, Fastrac, Turkey Hill, Loaf N’ Jug, Kwik Shop, Sprint Stores, Minit Mart, Tom Thumb, Certified Oil, Quik Stop Headquarters: Westborough, Mass. Number of Stores: 1,700 Years With the Company: 8

Bryan Pierce has always had an interest in marketing and advertising. During his senior year of college, he interned at a top ad agency in Boston. Pierce went on to work in the advertising department at Cumberland Farms in 2015, where he focused on event marketing for new-to-industry stores. As part of his role, Pierce was exposed to various advertising channels, including digital and social media. The digital aspects of marketing caught his eye, which landed him his current role as digital and program marketing manager. Pierce is now able to completely own the digital marketing aspects for Cumberland Farms and the other nine store banners under the EG America umbrella. What do you think today’s young executives bring to the table? “The ability to see change, accept it and develop strategies for their business to help be on the right side of that change.”

December 2023

cstoredecisions.com

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11/13/23 9:58 AM

40 Under 40

DAN RAZOWSKY, 33

Operations and Marketing Coordinator Company: Rmarts LLC C-Store Chain Name: Rmarts Headquarters: Northbrook, Ill. Number of Stores: 12 Years With the Company: 5

Following college graduation, Dan Razowsky was determined to forge his own path, but it was that exploration that led him back into the family business. Razowsky started his career in the real estate business, where the hands-on experience of viewing the sale of a property as a small business inspired him to create something he could influence in a similar way. Razowsky then shifted his talents to the family business, Rmarts, which operates 12 locations and is headquartered in Northbrook, Ill. Currently, he serves as the company’s operations and marketing coordinator, and for the past five years he has worked with his older brother, Ryan, and father, Rob. Growing and mastering his analytical mindset, Razowsky has been able to take ownership of the pricebook and category management to coordinate growth-oriented projects. What is your favorite thing about your job/role? “The ability to create lasting impact on the health of the business by having true autonomy over measuring success.”

DANA RENFRO, 37

STEVEN ROBINS, 36

Category Manager, Package Beverage

Vice President of Finance

Company: Yesway C-Store Chain Name: Yesway, Allsup’s Headquarters: Fort Worth, Texas Number of Stores: 440 Years With the Company: 5

Company: Casey’s General Stores C-Store Chain Name: Casey’s Headquarters: Ankeny, Iowa Number of Stores: 2,536 Years With the Company: 5

Dana Renfro has worked under the Yesway banner for five years, currently serving as the company’s category manager, package beverage. Renfro started with Yesway — which operates 440 stores throughout the U.S. — in 2018 as category assistant, helping to launch the first Yesway Private Label category, which has grown tremendously over the past few years. Later in 2019, Renfro took over the company’s packaged beverage category and has hit the ground running since. Throughout her tenure thus far, Renfro has driven the successful outcome of multiple projects, negotiated major contracts, elevated Yesway’s loyalty program and had a profound impact on the company’s bottom line. What is your favorite thing about your job/role? “Working with our winning supplier partners and collaborating on how we can continue to win year after year.” 32

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December 2023

Steven Robins started his career in the c-store industry at Murphy USA. In 2018, he accepted a position at Casey’s as a member of the finance team. There he was responsible for traditional finance planning and analysis, as well as capital allocation decisions and growth valuation for acquisition opportunities and new-toindustry locations. Robins’ experience in finance allowed him to step into a leadership role on Casey’s business development team, where he focused on mergers and acquisitions. Now, in his current role as vice president of finance, Robins leads a team responsible for Casey’s financial planning and analysis functions. He is known for demonstrating effective leadership, particularly in fiscal 2023, when several new employees joined his team. Despite onboarding new members, the team didn’t miss a beat, still hitting all growth targets. What do you think today’s young executives bring to the table? “Today’s young executives bring a mentality of collaboration, adaptability and innovation to the table.”

cstoredecisions.com

11/20/23 3:35 PM

CAMERON SCHWEHR, 39

Controller

Company: The Cigarette Store LLC C-Store Chain Name: Smoker Friendly Headquarters: Boulder, Colo. Number of Stores: 290 Years With the Company: 2, previously the auditor/consultant for 6 years

Cameron Schwehr was working in Spokane, Wash., as a public accountant when he received a call from Smoker Friendly’s chief financial officer, who asked him if he would be interested in moving back to Colorado after five years away. Schwehr’s predecessor, with whom he had worked and developed a great relationship over the years, was retiring. The decision to move was difficult, but Schwehr decided to transition to Smoker Friendly, in part because he believes the company is run by honest, loving and driven people. In your opinion, what is the biggest issue facing convenience stores today? “Our industry is going to face continued labor force issues tied to wage rate pressures and qualified personnel shortages that we continue to assess and evolve around.”

JASMINE STRUBLE, 28 Category Manager, Foodservice Company: Yesway C-Store Chain Name: Yesway, Allsup’s Headquarters: Fort Worth, Texas Number of Stores: 430-plus Years With the Company: 3

Jasmine Struble brings eight years of foodservice experience to her role at Yesway. As a foodservice category manager for Yesway, she manages dispensed beverages and packaged commissary, including dairy, protein and produce. Struble led the rollout of bean-to-cup across all stores, resulting in sales increases, labor and shrink reductions and a jump in profitability. Her priorities include influencing special projects such as Express and Market store concepts and driving sustainable results through cross-team partnerships and strategic negotiations. In addition to her primary job functions, Struble is passionate in playing a key role in environmental transformation projects and supplier inclusivity. Prior to joining Yesway, Struble managed food and beverage categories for Walt Disney Parks and Resorts. While at Disney, she acquired world-renowned customer service training, as well as product development expertise. What project or innovation are you most looking forward to in 2024? “Reimagining our Market store concept to ensure we bring the best quality, value and grocery experience to the communities we serve.” cstoredecisions.com

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SPENCER THOMAS, 30

District Manager, Fuel Pricing Company: Southwest Georgia Oil Co. C-Store Chain Name: SunStop Markets Headquarters: Banbridge, Ga. Number of Stores: 80 Years With the Company: 8

Spencer Thomas started his career as a brand manager for Southwest Georgia Oil straight out of college. Fairly quickly, he moved into the operations department, where he became a district manager overseeing five stores, which soon expanded to nine stores and counting. In his current role as district manager of fuel pricing, Thomas directly oversees all of the fuel retail pricing for all stores and helps the internal hedging team through derivative trading. What do you think today’s young executives bring to the table? “I think today’s young executives bring fresh energy, new perspectives and innovative strategies to the table.”

December 2023 • CSTORE DECISIONS

11/20/23 3:35 PM

40 Under 40

MICHAEL WENSEL, 34

Fresh Food Category Manager Company: Quality Dairy Co. C-Store Chain Name: Quality Dairy Headquarters: Lansing, Mich. Number of Stores: 26 Years With the Company: 1

AUBREY THORNOCK, 31

Senior Category Manager

Company: Maverik C-Store Chain Name: Maverik Headquarters: Salt Lake City Number of Stores: 400-plus Years With the Company: 3

Aubrey Thornock has extensive background in the c-store industry, where she got her start working for manufacturers like Juul Labs, Pepsi Co., Coca-Cola Refreshments and Keurig Dr Pepper in a variety of sales leadership roles. Thornock currently serves as the senior category manager at Maverik, which operates more than 400 locations across 12 U.S. states. Thornock is the senior category manager for cigarettes, other tobacco products and kratom. She is recognized as the subject matter expert leading age-gating loyalty with age-restricted items and is a member of Maverik’s Loyalty Experience committee. Throughout her time at Maverik, Thornock has worked closely with vendor partners and category captains to execute formal schematics for her categories, and she has streamlined pricing for the categories, which has had a tremendous impact on operations. What is your favorite thing about your job/role? “My favorite thing about my role is the positive impact I can make on our operations teams by simplifying processes and making strategic decisions, while also growing the business for my categories.” 34

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Michael Wensel began his career by attending culinary school at an early age to become a chef. He went on to work in the K-12 sector for 13 years, developing healthy food programs for school-aged children. He found the opportunity he was waiting for when he learned that Quality Dairy wanted to create a fresh food category. Wensel shared what he had accomplished with the school programs he developed with Quality Dairy, and it turned out he was a great fit for the role, and he officially joined the Quality Dairy team as fresh food category manager. Wensel is known for consistently increasing sales and morale companywide in a short period of time. In your opinion, what is the biggest issue facing convenience stores today? “I believe the biggest issue facing c-stores today is their willingness to adapt quickly to the changing needs of the consumer.”

CHAD WHITE, 35 Food Service Category Manager Company: The Rutter’s Cos. C-Store Chain Name: Rutter’s Headquarters: York, Pa. Number of Stores: 85 Years With the Company: 10

Chad White began his journey at Rutter’s as a roving manager, and he retained this role for a year before moving to the position of restaurant manager at one of the company’s flagship locations. During this two-year period as a restaurant manager, he consistently achieved year-over-year sales growth and maintained one of the lowest turnover rates within the organization. Following this, White transitioned into the role of quality assurance supervisor. Two years later he moved into the role of dispensed beverage category manager, where he was responsible for overseeing the coffee, fountain and handcrafted beverage categories. White’s responsibilities expanded after an additional two years to encompass all aspects of foodservice and dispensed beverage, which led to his promotion to food service category manager. White leads his category with an open mind, and it has led to great innovation and success. In your opinion, what is the biggest issue facing convenience stores today? “The increasing competition from e-commerce and delivery services, which are changing consumer shopping habits and expectations.”

December 2023

cstoredecisions.com

11/19/23 10:40 PM

JENNIFER WOLF, 39

ERIC WILMOTH, 30 Vice President

Assistant Controller

Company: Wilmoth Cos. C-Store Chain Name: TA Travel Center and Hot Spot Headquarters: Mount Vernon, Mo. Number of Stores: 3 TA Travel Centers and 6 Hot Spots Years With the Company: 9

Company: OnCue Marketing LLC C-Store Chain Name: OnCue Headquarters: Stillwater, Okla. Number of Stores: 70 Years With the Company: 7

Eric Wilmoth is a member of the fourth generation of the family business. He managed the wholesale fuel business for the first seven years of his career until it was sold. Since then, Wilmoth has transitioned into managing the retail locations and the transportation company. In your opinion, what is the biggest issue facing convenience stores today? “The ever-changing dynamics of the labor market.”

After graduating from the University of Central Oklahoma, Jennifer Wolf worked in accounting for several years. After moving to Stillwater, Okla., in 2016, she was introduced to OnCue, and she found the family-owned atmosphere to be a great fit. Wolf began working within accounting at OnCue and was promoted to assistant controller two-and-a-half years ago. In 2022, she celebrated the milestone of becoming a certified public accountant. Now, in her current role as assistant controller, Wolf oversees the general ledger and accounting team and works with other departments to make OnCue’s processes as efficient as possible. What do you think young executives bring to the table? “I think young executives are quick to innovate and face new industry challenges head on and improve processes, which will be pivotal in the next 10 to 20 years.”

HASSAN YATIM, 28 Chief Operating Officer Company: Yatco Energy C-Store Chain Name: Yatco Headquarters: Marlboro, Mass. Number of Stores: 14 Years With the Company: 2.5

Hassan Yatim, chief operating officer with Yatco Energy, is part of the second generation of the family business. In the early 1990s, Yatim’s parents, Tarek and Khadijeh, immigrated to the U.S. to escape civil war in Sierra Leone, Africa. In 1993, they acquired an abandoned Exxon gas station on Lincoln Street in Worcester, Mass., and worked in the store 16 to 18 hours a day to grow it into a successful business. From there they began acquiring stores and growing the company into the chain it is today. Yatim started

working as a sales associate for the company at about the age of 12 or 13. He went on to attend Northeastern University and received a bachelor’s degree in chemical engineering, followed by a Master of Business Administration (MBA) degree. Once he completed his MBA, Yatim officially joined the family company as a full-time employee. What project or innovation are you most looking forward to in 2024? “I am most looking forward to electric charging stations being added to our existing sites and being included in the builds of our new sites.”

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December 2023 • CSTORE DECISIONS

11/20/23 3:36 PM

Category Management | Vape

Vape Grapples With Shifting Landscape

As retailers look to maximize vape sales, they are constantly keeping an eye on new regulations, but those not complying with the rules can cause headaches for the whole industry. Zhane Isom • Associate Editor

Looking back over 2023, the vape category has faced many hurdles this past year as retailers adapted to regulations and the Food and Drug Administration’s (FDA) vape product marketing decisions. In May, the FDA issued warning letters to 30 retailers for illegally selling various types of Puff and Hyde disposable e-cigarettes. Shortly after, in June, the FDA issued more warning letters to 189 retailers for illegally selling unauthorized products like Elf Bar and Esco Bar. However, the latest round of fines went out to 22 retailers in September for the illegal sale of Elf Bar and EB Design e-cigarettes, which FDA called “popular and youth-appealing” brands. By issuing fines and warning letters, the FDA has made it clear that c-store retailers have to pay more attention to how they’re stocking their backbars with vape products. So, not only do retailers have to stay ahead of consumers’ demands and trends, but they also have to 36

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December 2023

make sure they’re following rules set by the FDA. “When some retailers don’t follow the rules, it continues to create pressure for all retailers. As some do not follow the rules, more and more security is placed upon retailers,” said Nathan Arnold, director of marketing for Englefield Inc., which operates 119 Duchess c-stores throughout Ohio and West Virginia. “Additional signage mandates, more requirements and restrictions continue to hurt vape and other tobacco categories. It is confusing for our team members who are selling the products to consumers and the consumers as well.” Other c-store retailers pointed out that it’s important that the illegal products being sold were stopped because any negative outcome following the purchase of an illegal item could result in a wide array of negative media statements — not only for illegal items, but possibly legal items as well. “I think that the FDA holding retailers responsible is an effective way to show that the rules and regulations on these products should be taken seriously,” said Keelye Gaither, brand and marketing director

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Category Management | Vape

Vape Unitvape Sales Even though dollarDrop sales rose 3.8%, unit sales dropped 8.3% for the 52 weeks ending Oct. 8, 2023. Product Electronic Smoking Devices

Dollar Sales

Unit Sales

Price Per Unit

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

7.24 B

3.8%

415 M

-8.3%

$17.43

13.3%

Source: Circana Total U.S Convenience data for the 52 weeks ending Oct. 8, 2023

for Key Oil, which operates a KeyStop Travel Center and KeyStop Express c-store in Franklin, Ky. “By following the FDA guidelines, retailers are able to not only avoid penalties but also show that they care about what is sold in their stores and the well-being of their customers.” These rules have also caused issues and confusion for retailers when it’s time to restock their backbars with vape products. “I know that there are legal constraints on products that have put retailers in unique situations,” Gaither continued. “There are distributors who have sold products to stores that later were banned products that the retailer was responsible for. This makes a retailer more curious when sourcing products for sale.”

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November 2023

VAPE TRENDS AND SALES

Aside from the rules set in place by the FDA, vape dollar sales have been staying steady, while unit sales saw a huge decline. For the 52 weeks ending Oct. 8, vape dollar sales were down 3.8%, while unit sales dropped significantly at 8.3%, according to Circana, a Chicagobased research firm. “We see the category as being flat for the rest of 2023 and going into 2024,” Arnold said. “While flat is sometimes viewed as a positive in the tobacco space, this category has seen several years of growth, and that is concerning for us as a retailer.” Nonetheless, Key Oil has been seeing an increase in sales for its vape products.

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Category Management | Vape

FAST FACTS: “So far, our vape sales have been growing steadily,” said Gaither. “Since August, we have seen a consistent growth of $700 each month for some of our vape products. We have also noticed a steady growth in the ZYN and On! pouches in the last few months, but this is not taking away from our rising vape sales.” As far as trends and consumer demands go, retailers have noticed consumers still want flavored e-cigarettes despite regulations. “While customers are continuing to purchase these items, the selection is tightening, and the ever-changing rules and regulations create uncertainty about that category,” noted Arnold. Consumers also want vape products with more nicotine and products that allow them to have a higher number of puffs while smoking. “I believe the most important thing that people consider when purchasing a vape product is first, how many puffs you are getting and then the price,” said Gaither. “Having products that clearly state these numbers makes it easier for us to retail.” “We see customers demanding higher-nicotine items.

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December 2023

• For the 52 weeks ending Oct. 8, vape dollar sales were down 3.8%, while unit sales dropped significantly at 8.3%, according to Circana, a Chicago-based research firm. • Retailers reported that consumers are wanting more vape products that contain more nicotine and puffs while smoking.

This continues to strengthen our customer base,” added Arnold. “While flavors are diminishing, we see the switch to higher nicotine become more popular.” Overall, as 2023 ends and 2024 begins, retailers will continue to keep a close eye on vape rules and regulations while still offering products their customers know and love. “We are looking to potentially offer cannabidiol vape products,” said Gaither. “For us, we really value the customer experience, and we do not want any products that we bring into our stores to negatively influence that.”CSD

cstoredecisions.com

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Foodservice | Pizza Report

THE

PIZZA POWER As c-stores up the quality of their pizza programs, they’re competing against quick-service restaurants and pizzerias, which are leveraging artificial intelligence and robotics to drive sales. Kevin McIntyre • Online Editor, CStore Decisions Rick Hynum • Editor-in-Chief, PMQ

As convenience store operators continue to elevate their foodservice programs, the pizza parlor and the gas station are beginning to share more similarities. C-store operators are expanding their foodservice menus and, when it comes to a crowd-pleasing meal, there is no better option than pizza. C-store pizza is changing, however, and it may surprise the unaware consumer. Today, gas station pizza is no longer the “last resort,” but something consumers seek out and plan their meals around. Pizza-focused operators have made a point in recent years to attempt to compete with traditional quickservice restaurants (QSRs) by offering many of the same foodservice options, including seating for guests and active customer service. As convenience stores look to compete, however, they’ll need to watch the artificial intelligence (AI) and robotics initiatives that are driving the competition. PIZZA INNOVATION

7-Eleven is competing with QSRs through authenticity 42

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December 2023

REPORT and innovation. “At 7-Eleven, our pizza was inspired by the classics — New York City’s Brooklyn pizza, pizzeria pizza and all the greats,” said Kiara McKinney, who leads the 7-Eleven public relations account at Edible Inc. “We offer fresh pizza both whole and by the slice.” 7-Eleven also offers “Ready to Bake” pizza, which customers can purchase in stores and bake at home. McKinney noted that the chain currently offers staples like Cheese and Pepperoni, but it has also introduced offerings like Extreme Meat and a Breakfast Pizza. Additionally, 7-Eleven has launched a variety of limited-time offers (LTOs) to drive consumer engagement and keep its menu fresh and unique. “We love to experiment with new flavors for our customers to try. Over the last year, we have introduced Spicy Meat Pizza, Breakfast Pizza and Veggie Pizza, to name a few,” said McKinney. “We also do a number of pizza-related promotions.” 7-Eleven also allows customers to switch up flavors themselves by customizing their own pizza with toppings from the nacho bar or the chain’s Big Bite toppings. It is not enough for retailers, however, to just have pizza on the menu — there is no food in the U.S. that is more associated with delivery than pizza. For these convenience stores to truly compete with traditional QSRs, delivery, order ahead and pickup need to be options for pizza-focused consumers. That is why, at 7-Eleven, customers can order pizza and other in-store items directly through the company’s 7NOW app, in addition to third-party providers.

cstoredecisions.com

11/21/23 1:36 PM

Casey’s is known for its handmade and finely crafted pizza.

“We offer best-in-class delivery of food, convenience and grocery items,” said McKinney. “Delivery via 7NOW is available throughout the U.S. and Canada, providing 24/7 delivery in about 30 minutes or less.” TRIED AND TRUE PIZZA

When it comes to convenience store pizza, however, it is impossible to disregard Casey’s. Casey’s has long claimed the title of the fifth-largest pizza chain in the U.S. The chain goes through 30 million pies in a year, which is a staggering number for a brand that offers a full array of foodservice options. Casey’s has noted that when it comes to innovation, its chefs are very thorough, trying to make their product as appealing to customers as possible. The chain brings in field trainers to its lab that will connect with operators to determine the direction the product should be taken. After the collaboration between retailer and field trainer is made and the product is finely tuned, then it can be rolled out to Casey’s more than 2,500 stores. Casey’s is aiming to change people’s perceptions about convenience store food, namely pizza. The best cstoredecisions.com

42-45_Pizza Power ReportV2.indd 43

way to do that is to just have more people try the food, which is easier said than done. In order to do that, Casey’s introduces unique LTOs and new menu items to drive customer engagement and loyalty. Additionally, it leverages a unique advantage it has over some other QSRs — the ability to sell alcohol with pizza. Casey’s recently secured the copyright for the phrase “The Official Pizza and Beer Headquarters.” “One thing that truly separates Casey’s is the convenience of ordering craveable, handmade pizza from a place where you can also buy fuel, groceries and, of course, beer. We are The Official Pizza and Beer Headquarters because we are the only leading pizza chain in the country where you can also purchase a wide variety of beer, wine and liquor options,” said Tom Brennan, chief merchandising officer at Casey’s. Casey’s is known for its pizza being handmade and finely crafted. With pressure like that on your foodservice menu, the testing process before the launch of a new product must be extensive. The chain has both an internal and an external sensory panel that test the products. Whether it is tested by employees or unbiased participants, the company certifies that the product will be enjoyed by the public. Casey’s makes sure to serve each innovation to at least 150 guests before it is introduced to the menu. Sometimes the chain will make adjustments to recipes and varieties based on those opinions. December 2023 • CSTORE DECISIONS

11/20/23 12:44 PM

Foodservice | Pizza Report

Meet The Competition With AI on the rise and robots an AI-powered chatbot. It’s now powering up the pizza kitchen, available at 240 stores in 20 states pizzerias and QSRs are upping the and has already surpassed 1 million competition, and c-stores should orders. In July, the company said it be aware. was earning $6 million per month While AI overlords haven’t taken using AI tech. over kitchens yet, generative AI Aaron Nilsson, Jet’s chief informaand natural language processing tion officer, noted at the time that (NLP) — which, for example, powAI has made employees’ jobs easier. ers chatbots and enables comput“OrderAI can take infinite phone ers to understand and process calls, which is instrumental in getting orders at a drive-through — are on employees off the phones and back the verge of becoming indispensinto the fun part of the job — making able for many QSR chains. But delicious pizzas,” he said. these technologies aren’t infallible. Nilsson added that Jet’s has In a TikTok video posted earlier “seen less turnover as work stress this year, two young women at a has been reduced. Technology has McDonald’s drive-through watched created a better work environment as the AI system kept adding more and, let’s be honest, it’s really fun and more McNuggets orders to for our customers to use.” their total — tallying at least 26, for But Domino’s is very much in a cost of more than $325, before the AI game, too. In October, the the video cut off. brand announced a new five-year You might assume Domino’s is partnership with Microsoft. The leading the way in bringing AI to goal is to develop a generative AI the pizza industry. After all, the assistant that will streamline day-tochain’s executives have proclaimed day managerial tasks, like inventory that it is, first and foremost, a management, ingredient ordering technology company. But, while and staff scheduling. Domino’s isn’t exactly lagging beSo what are AI’s potential aphind — it has been using DOM, an plications for pizzeria operators? AI-powered ordering assistant bot, “For marketing, AI can be used for for years — other smaller brands personalized customer engagehave also been running point in this ment,” said Bobby Lawson, publisher AI revolution. and technology editor at Earthweb, Foremost among them: Jet’s an online publication and resource Pizza, the Detroit-style chain discovery platform. “They can use AI headquartered in Sterling Heights, to collect data about customer feedMich., with about 440 locations in back, order history and preferences. 23 states. Jet’s has reported that They can then use this to create a it has fulfilled more than 5 million more personalized marketing camorders with the OrderAI Text and paign and send emails with recomOrderAI Talk systems from Hunmendations based on the customer’s gerRush. The text-to-order option order history and preferences.” began in 2019, and, as of July 2023, He added, “AI can make opera4 million orders had gone through. tions a smoother process if it’s used Moreover, in December 2021, the to optimize inventory management. brand started piloting OrderAI Talk, With all the data that AI can collect, 44

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December 2023

it will be able to track inventory levels. The AI system can then be trained to generate reorder points, assisting pizzerias in reducing food waste and ensuring they have the right stock on hand to create their customers’ favorite pizzas.” Nilsson noted AI tools should no longer be considered optional for restaurant chains. “We see them as key competitive differentiators that position us as a market leader.” MAKING PEACE WITH ROBOTS

Has 2023 seen an explosion of pizza robotics? Not really. But there have been a few interesting — and even surprising — developments, such as DiGiorno, the frozen pizza brand, testing a pizza vending machine at a Walmart in Colorado, and BRIX Holdings, which owns the RedBrick Pizza chain, undertaking a similar initiative with its new Pizza Jukebox concept at a Walmart in Frisco, Texas. Not so surprisingly, Columbus, Ohio-based Donatos Pizza — a longtime tech innovator under founder Jim Grote — also plans to open a “fully autonomous pizzeria” (i.e., a vending machine) in its hometown at some point in the not-so-distant future. Making peace with robots will pay off for visionary pizzeria operators, noted Lee Kindell, owner of Moto Pizza with four stores in Seattle. He’s planning to incorporate robotics into his operations. “It’s gonna take the outliers and risk-takers to get first to market, with a few flops along the way,” Kindell added. “Those who hold on and get to the finish line win. I hope to be one of them. Being early requires a lot of patience and tenacity to finetune these technologies to work to scale — and what a ride!”

cstoredecisions.com

11/21/23 1:37 PM

Casey’s introduces unique limited-time offers and new menu items to drive customer engagement and loyalty. PARTNERED PIZZA

At Break Time c-stores, management decided that a co-branded partnership was the best way to launch its pizza program. Co-branded programs are easier to implement than a proprietary program, and they come with instant brand recognition and brand support, which can include help with marketing materials and training. MFA Oil Co. operates more than 70 Break Time convenience stores across Missouri, with the majority of c-stores offering Hunt Brothers Pizza for customers. In addition to Hunt Brothers Pizza, Break Time also offers a variety of

foodservice options at locations, including fresh breakfast sandwiches, ready-to-eat meals, Krispy Krunchy Chicken and Smokestack BAR.B.Q. Break Time is one of many c-store retailers that is putting more and more of an emphasis on its foodservice program. As the convenience industry continues to evolve, retailers will need to keep an eye on foodservice, making sure customers are satisfied and their menus are not stagnant. In order to truly compete with traditional QSRs, c-store retailers will need to continue to make a concerted effort to improve and build upon their foodservice menu. CSD

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CSTORE DECISIONS • December 2023

New Boba Milk Tea Line Jenji is a new line of boba milk tea looking to bring needed innovation to c-store tea sets. Boba/pearl teas have been popular in retail tea shops in Asia for decades and are now the rage across the U.S. Jenji takes this trend into the ready-to-drink segment with canned boba teas in a variety of creamy flavors — original, strawberry, mango and matcha latte, made with its exclusive Coco Jelly Boba, a lighter, lower-carb alternative to traditional tapioca pearls. Jenji Original is available in 16.5-ounce cans; Jenji Pure premium all-natural lineup is available in 10.8-ounce slim cans.

ALO Drink

www.alodrink.com

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December 2023 • CSTORE DECISIONS

IndustryPerspective

AI Transforms C-Store Operations Artificial intelligence is one area of digital growth that c-store retailers should research as they look to the future, as its uses are constantly expanding. Emily Boes • Senior Editor

Daniel Burrus Convenience stores have always been keeping an eye on emerging technology and digital trends, but in recent years, digital and tech innovation has advanced at a rapid pace. Daniel Burrus, global futurist and CEO of Burrus Research, has had his finger on the growth of technology for decades, and he understands how c-stores can use technology for their benefit. Among innovations like self-checkout, order at the pump, mobile payments and more, artificial intelligence (AI) is sweeping the nation. Whereas some types of AI can be beneficial in areas such as security and inventory management, convenience store retailers can also make use of generative AI. Having reviewed over 3,000 AI tools, Burrus has highlighted a few key categories among many in which c-store retailers can lower costs using generative AI. 1. Automate Routine Tasks: AI can automate those tasks where “you’re doing the same things over and over again, that are repetitive and that used to be kind of expensive and difficult to automate,” said Burrus. “But now … as of this year and (in) 2024 … (AI is) growing, and the capabilities are growing at what I would call a ‘beyond exponential rate.’ So you need to be paying attention to it.” Generative AI can also conduct research for retail operators and share market trends, Burrus noted. Additionally, it reviews contracts, such as vendor contracts, and notes the items to which retailers should pay attention. 2. Document Generation: AI can be useful tech for c-store retailers to invest in as they look to 2024 in terms of generating personalized marketing and sales documents, as well. According to Burrus, retailers can use AI to create social media posts, articles and more. “Probably its greatest strength is marketing copy; it is amazing at it, and it can do it in seconds,” he said. 50

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3. Marketing and Advertising: One of the biggest areas where c-stores can benefit from generative AI technology is for marketing and advertising. AI tools can be used to create a wide variety of marketing content. “(AI) can also create a video spokesperson for you that looks like a person and talks like a person. It’s a video and says exactly what you type into it and want it to say, and (it will) show you the graphics … for extremely low prices,” said Burrus. “In the past, you’d actually have to hire a human to do that. Now, you could have someone that looks like a human on Facebook, or on any of the other social platforms, talking about your store and why (they should stop) there or what specials you have.” 4. Customer Support: Generative AI can also help with customer support, such as providing information about customer purchases and keeping customers updated on their orders. “And you might say, ‘Oh, they don’t really order things in a c-store,’ … but (c-stores can have infinite inventory). So how do you have infinite inventory? You need to have a touchscreen in your store. … You could even have it voice activated so you don’t have to type, or they could type if they prefer to and put in what they’re looking for because you don’t have it in your store. … It’s amazing how you can generate more sales through infinite inventory,” said Burrus. 5. Competitor Analytics: “(Generative AI) can take a look at your competition and have it very quickly analyze what they’re doing, what’s working for them and what’s not working for them to give you ideas on what you might want to try,” Burrus explained. For more, view Burrus’ AI Strategy and Tools Recommendation report at Aistrategyreport.com.

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11/21/23 1:34 PM

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