Convenience Store Decisions January 2019 by WTWH Media LLC

Volume 30 • Number 1 • JANUARY 2019 Business Solutions for Retail Decision Makers

Special:

Leaders in Convenience Inside!

Loop

Comes Full Circle

With an emphasis on upscale foods, an elegant design and convenience, the California chain is changing the perception of the neighborhood market.

INSIDE:

Cracking Down on Menthol 2019 Social Media Awards Staying Current on EVs

January Cover.indd 4

28 36 44

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your business LEGISLATION / REGULATIONS SALES STRATEGIES

COMPREHENSIVE RESOURCES

CONSUMER INSIGHTS

MERCHANDISING SOLUTIONS

SALES & PROFITS

COLLABORATION

LEADERSHIP BRANDS

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Servicing: Philip Morris USA U.S. Smokeless Tobacco Company John Middleton Nu Mark Nat Sherman

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January 2019

Vol. 30 • No. 1

CONTENTS 20 COVER STORY

Loop Comes Full Circle

With an emphasis on upscale foods, an elegant design and convenience, the California chain is changing the perception of the neighborhood market.

EDITOR'S MEMO

LEADERS IN CONVENIENCE

8 Editor’s Memo: What Kind of Leader Are You?

46 Forging a Forward Path

FRONT END 10 On Location: Enmarket Convenience Stores

Readies for New Year

14 CSD’s Quick Bites 16 Industry News

BACK END 68 Product Showcase

72 Quick Stop 73 Ad Index

18 Executive Corner: PRIDE In an Innovative Industry

74 Industry Perspective: Tobacco Sales Require Basic Training

CATEGORY MANAGEMENT

19 Convenience Store Solutions: You Gotta Have Heart

24 Meat Snacks Show Punch

28 Cracking Down on Menthol

FOODSERVICE 32 Roller Grill Trending Up

TECHNOLOGY 36 2019 Social Media Awards

OPERATIONS 44 Staying Current on EVs

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THE CSD GROUP Convenience Store Decisions • Leading Through Innovation www.cstore de ci si ons.com Convenience Store Decisions

CStoreDecisions ecisions .com

EDITORIAL

Vice President, Editor-in-Chief John Lofstock jlofstock@csdecisions.com

Contributing Editors Anne Baye Ericksen Scott McKinney Lisa White

Senior Editor David Bennett dbennett@csdecisions.com

Columnists Jim Callahan Steve Sandman

Senior Editor/News & Online Erin Del Conte edelconte@csdecisions.com

Creative Director Erin Canetta ecanetta@csdecisions.com

Associate Editor Howard Riell hriell@csdecisions.com

Production Manager Barbra Martin bmartin@csdecisions.com

Associate Editor Marilyn Odesser-Torpey mot@csdecisions.com

Digital Operations Manager Nicole Lender nlender@csdecisions.com

EDITORIAL ADVISORY BOARD

NATIONAL ADVISORY GROUP (NAG) BOARD

Robert Buhler, President and CEO Open Pantry Food Marts Pleasant Prairie, Wis. Jim Callahan, Director of Marketing (Retired) Geo. H. Green Oil Inc. • Fairburn, Ga. Brad Call, President Colour Du Jour • Salt Lake City Bill Kent, President and CEO The Kent Cos. Inc. • Midland, Texas Greg Lorance, Dispensed Category Manager Cumberland Farms • Framingham, Mass. Billy Milam, President RaceTrac Petroleum Inc. • Atlanta Patrick J. Lewis, Managing Partner Oasis Stop 'N Go • Twin Falls, Idaho Scott Zaremba, President and CEO Zarco 66 • Lawrence, Kan.

OFFICE LOCATIONS

Headquarters 1111 Superior Ave., 26th Floor, Cleveland, OH 44114 888-543-2447 Editorial and NAG 1420 Queen Anne Rd., Suite 4 Teaneck, NJ 07666 201-321-5642 http://twitter.com/CStoreDecisions www.facebook.com/CStoreDecisions www.linkedin.com/CStoreDecisions 6 Convenience Store Decisions January 2019

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Robert O’Connor, Board Chairman O’Connor Petroleum Co. • Hales Corners, Wis. Mary Banmiller, Director of Retail Operations Warrenton Oil Inc. • Truesdale, Mo. Greg Ehrlich, Chief Operating Officer Beck Suppliers Inc. • Freemont, Ohio Doug Galli, Vice President, General Manager Reid Stores Inc./Crosby’s • Brockport, N.Y. 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. • Utica, N.Y. Vernon Young, President and CEO Young Oil Co. • Piedmont, Ala.

SUBSCRIPTION INQUIRIES

To enter, change or cancel a subscription, please e-mail requests to bmartin@csdecisions.com or Mail: Convenience Store Decisions, 1111 Superior Avenue, 26th Floor, Cleveland, OH 44114. Copyright 2019, WTWH Media, LLC

ADVERTISING

Group Publisher Tom McIntyre tmcintyre@csdecisions.com 216-533-9186 Publisher John Petersen jpetersen@csdecisions.com 216-346-8790 Vice President, Sales Tony Bolla tbolla@csdecisions.com 773-859-1107

YOUNG EXECUTIVES ORGANIZATION (YEO) BOARD

Bart Stransky, Board Chairman RaceTrac Petroleum Inc. • Atlanta Garet Bishop, Chief Financial Officer BFS Cos. • Morgantown, W.Va. Caroline Filchak, Director, Wholesale Ops Clipper Petroleum • Flowery Branch, Ga. Kalen Frese, Food Service Director Warrenton Oil Inc. • Warrenton, Mo. Alex Garoutte, Director of Marketing The Kent Cos. Inc. • Midland, Texas Sharif Jamal, Corporate Training Manager Chestnut Petroleum Inc. • New Paltz, N.Y. Lindsay Lyden, Vice President, Development Truenorth Energy • Brecksville, Ohio Jeremie Myhren, Vice President, IT Road Ranger • Rockford, Ill.

Convenience Store Decisions is a three-time winner of the Neal Award, the American Business Press’s highest recognition of editorial excellence.

Convenience Store 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 Convenience Store 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 Convenience Store Decisions, 1111 Superior Avenue, 26th Floor, Cleveland, OH 44114. GST #R126431964, Canadian Publication Sales Agreement No: #40026880. CONVENIENCE STORE DECISIONS does not endorse any products, programs or services of advertisers or editorial contributors. Copyright© 2019 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

What Kind of Leader Are You?

EARNING HOW TO BE AN effective leader is critical for anyone looking to move into a senior leadership position. However, for leadership to be effective, it must be built on a solid foundation consisting of a clear mission, a vision for the future, a specific strategy and a culture conducive to success. Young leaders need to understand that these concepts are essential for effectiveness and personal growth. As author John C. Maxwell said; “Everything rises and falls on leadership.” If your leadership is strong then your business will be well positioned to rise but if your leadership is weak, your business will eventually fall, just like Maxwell stated. It is important to recognize that leadership skills, like any other type of skill, can be learned and improved. The knowledge-based components of a skill, such as finance or accounting, can be acquired readily in a business class or with self-directed learning. The development of the personal attributes that are necessary for effective lead-

In the competitive convenience store “industry, young executives and the leaders of tomorrow face unique challenges as they grow their businesses.

”

ership, however, are gained through experiences, observing others and understanding people. In the competitive convenience store industry, young executives and the leaders of tomorrow face unique challenges as they grow their businesses. The National Advisory Group’s (NAG) Young Executives Organization (YEO) was formed specifically to addresses these challenges and help the industry’s next-generation leaders identify solutions with others in their age group. YEO’s mission is to cultivate young talent in the convenience store and petroleum industry through implementation of education and networking. This special group of rising leaders will be meeting May 1-2 at the sixth annual YEO Conference hosted by McLane at its state-of-the-art Ozark Distribution Center in Springfield, Mo. In addition to networking and a firsthand tour of the distribution center, attendees will hear how robotics and artificial intelligence (AI) are transforming how products are brought to market.

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Educational sessions will also focus on the leadership challenges facing the industry’s next-generation executives.

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

Leadership in Action Executive coach Peter Barron Stark reminds us that good leaders understand that they are never done learning. Leaders need to constantly hone their craft to become more effective. He offered six skills even the greatest leaders still need to practice. Find great mentors: Who do you know or work with that people are genuinely motivated to follow? These are the people you want to learn from. They know that their leadership effectiveness is rooted in their ability to build relationships with people that are willing to follow them, whether or not they have a title that grants them formal authority. Clarify your leadership vision: You begin defining your leadership vision the moment you take on your first management position, and it is continuously shaped by your daily decisions, interactions with others, mistakes made and lessons learned along the way. Clarifying your vision will help you determine what areas you need to improve and what areas will require more practice. Build your Emotional Intelligence: Your IQ does not correlate with your EQ, Stark said. Your IQ is all about how intelligent you are. Your EQ, or Emotional Intelligence, is all about building relationships with people. It relies on your ability to identify and manage your own emotions, as well as the emotions of others. Treat people right: Treating people the right way does not mean treating everyone the same. Some team members need a lot of praise, recognition and feedback, while others may be uncomfortable with that same level of attention. “Figuring people out, and treating them accordingly, is a big part of a leader’s success,” Stark said. Embrace mistakes: There is no better teacher than experience, and experience is gained with every mistake. Great leaders know that if you’re not making mistakes, you’re not trying new things. If you’re not trying new things, you’re not innovating. Embrace mistakes as learning opportunities and apply the knowledge gained to future decisions and opportunities.

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FRONTEND

Profile

Enmarket Convenience Stores

Readies for New Year

After more than doubling its store count in the last two years, the Savannah, Ga.-based convenience retailer is destined to make more headway in 2019. By David Bennett, Senior Editor

Expanding at a fast pace in 2018, Enmarket last year created this unique store space in Swainsboro, Ga.

INCE BECOMING PRESIDENT OF ENMARKET Convenience Stores in 2017, industry veteran Brett Giesick has led the c-store chain during one of the most ambitious development phases in its history, including two major acquisitions, a new prototype store and the adoption of several technology-based service programs. “With the debut of our new store prototype and other new-to-industry stores, the continued pursuit of acquisition opportunities, and a brand-new office, 2019 is shaping up to be an historic year for Enmarket,” Giesick said. Giesick formerly served as the chief retail officer of CEFCO Convenience Stores before making his way to Savannah, Ga.-based Enmarket two years ago. PAST AND PRESENT The company lately has been enhancing historical roots, linking Enmarket to some of the communities where it operates. A shining example is the design of a new 3,522-square-foot convenience store at 405 Martin Luther King Jr. Blvd. in Savannah. It draws from the site’s transportation-related history, located near the Central of Georgia Railway and Georgia State Railroad Museum. The museum and surrounding properties are consid-

ered the most complete antebellum railroad complex in the U.S. and are included in the National Register of Historic Places. The planned store is a rebuild of an older Enmarkbranded kiosk. Expansion to a modified, smaller prototype c-store was made possible when the company purchased an adjacent property. A wide selection of healthy snacks and fresh fruit, a full kitchen and a 28-degree beer cave with a wide selection of local craft beers are all notable improvements to the former kiosk site. The non-traditional store will include an outdoor dining patio, a green space and a bike service area. Enmarket is contracting with a local artist to design and paint a community-themed mural on one of the exterior walls. At the same time, the retailer is moving quickly with a full-sized prototype of approximately 6,000 square feet. The first will open in February 2019 in Pooler, Ga., where customers and commuters can experience Enmarket’s proprietary food concept, the Eatery, which serves breakfast, lunch and dinner. Menu selections include hand-breaded fried chicken, fried fish and freshly made biscuits, along with grab-and-go salads, sandwiches, fruit cups and parfaits—all made fresh in the store’s kitchen.

10 Convenience Store Decisions January 2019

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FRONTEND

Profile

Enmarket has also created a unique space in Swainsboro, Ga. The 4,300-square-foot store features a variety of healthy and flavorful food options, plus 20 fueling positions that offer gasoline, diesel, off-road diesel and ethanol-free fuel. Enmarket currently operates 123 convenience stores and 14 quick-serve restaurants.

“When it is all said and done in the fall of 2019, all of the stores we acquired, including the two most recent single-store acquisitions in Ridgeland and Hardeeville, will be fully rebranded inside and outside as an Enmarket,” Giesick said.

MODERN CONVENIENCES To keep pace with a fast-moving industry, Enmarket is implementing BRAND REIMAGING new technology focused on enhancing the customer experience. Enmarket was founded in 1963 One innovation pertains to the as Interstate Stations by Robert addition of a mobile payment sysDemere in Savannah, Ga. Enmar- Enmarket is partnering with Skip, a mobile checkout technology platform that allows customers to use tem the company will be rolling out ket operated as Interstate Statheir cell phone to scan their own items, pay for them soon. The payment platform Entions until 1990, when the name and walk out of the store without waiting in line. market is designing with NCR and was changed to Enmark. In 2015, P97 is going to bring frictionless the company opened its first two stores branded as Enmarket, a rebranding process that will payment to its store fuel dispensers, allowing customers to transact without swiping a card. Inside the store, the platbe completed in 2019. The company’s construction team was busy, spend- form will serve as a mobile wallet for customers, allowing ing most of 2018 in Georgia reimaging the exterior of 34 multiple methods of payment to be integrated with mobile coupons, loyalty and other discounting opportunities for Clyde’s Markets locations purchased in December 2017. “This involved resurfaced canopies, new main IDs, paint- our customers—all with one swipe. “It will also be a hub for a massive amount of data that ing, new building signage, and in many stores, new fuel dispensers,” Giesick said. “We finished the exterior part will help us better understand the habits and tendencies of of the project around the end of summer and have since our customers,” Giesick said. “We’ll use this data to more begun interior reimaging. The interior project involved effectively market to our customers, giving them a more new fountain and frozen carbonated beverage machines meaningful shopping experience.” Enmarket a few months ago also partnered with Skip in nearly every store, and new hot dispensed beverage equipment in all stores. We’re refinishing many counters, Checkout for its mobile self-checkout service. Skip is a moupgrading gondolas and tobacco fixtures and bringing our bile checkout technology that allows for customers to walk Enmarket branding to every store.” The total reimage proj- into a store and use their cell phone to scan their items, pay ect—inside and out—for Clyde’s is expected to be com- for them and walk out without waiting in line. Customers can use the Enmarket app or the Skip app. pleted by January 2019. “Starbucks, Panera, Sam’s Club, and many other brick and While managing the Clyde’s projects, the team was also planning a scope of work for the 34 South Carolina-based mortar retailers have proven that a vast number of customEZ Shop stores, which the company acquired from Brabham ers are willing to manage part of the transaction themselves in order to bypass a line,” Giesick said. “Skip allows us to Oil Inc.—just four months following the Clyde’s acquisition. Both companies have ties that date back to 1929, when give our customers that option. From an employee point of Clarence Brabham opened a small wholesale petroleum view, they will be notified when Skip customers are shopbusiness as a reseller for Colonial Oil. Brabham Oil served ping, and also when they have completed a transaction.” Enmarket plans to implement Skip in early 2019. as a wholesale jobber for major fuel brands such as Shell, Skip’s technology includes security features that will BP, Phillips 66 and Chevron for several decades. Brabham Oil launched private-label gasoline under the Horizon limit opportunities for shrink. From a customer service standpoint, Giesick said, this additional payment option brand in 1999. With the reimaging of fuel dispensers, canopies and will relieve some register congestion and allow Enmarket store exteriors now under construction, plans are being fi- employees to focus more time on customer satisfaction. nalized to begin remodeling the inside of the stores. This is Enmarket plans is to launch Skip at all of their stores. Last but not least, Enmarket is working on a new moon top of the acquisitions of a Handy Dan-branded store in Ridgeland, S.C. and a Joker Joe’s Truck Stop in Hardeeville, bile app that will allow these new technologies to integrate with one another. S.C. in September 2018.

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QuickBites Food and Drink Trends for 2019 Evergreen Consumption

View of sustainability that spans the entire product lifecycle and requires action from suppliers to consumers.

Through the Ages

Food and drink to offer wellness and solutions for healthy aging.

Elevated Convenience

On-demand, convenience food and drink to advance.

Meal Kit Growth

From $2.6 billion in 2017 to $3.1 billion in 2018. Source: Mintel, 2018

Consumers want personal, self-betterment and also public, civic or global improvement.

Transparency Expected to Grow in 2019

They want both self-satisfaction and selﬂessness.

This customer is searching for:

• Upcycled products; • Consumer “self-care” through companies touting positive messaging/practices; • Environmentally conscious practices; • Sustainability efforts; • Clean labels. Source: The International Dairy Deli Bakery Association (IDDBA) “What’s in Store 2019” report

2019 Snack Food Trends Here are just a handful of the snack trends set to grow in 2019.

Lil’ Snacks: Consumers are looking for smaller, single-serve items. Manufacturers are responding with 1-2-ounce snacks. Healthier, innovative kids’ snacks are also appearing. Hometown Flavor: Foods inﬂuenced by regions across the country.

In restaurants and foodservice outlets for the quarter ending September 2018:

• Chicken strip servings were up 16% compared to the same period last year, attributed to product innovation at QSRs and fast casual concepts. • Chicken nugget servings declined by 3%. The lost nugget buyers did NOT opt for chicken strips. The two chicken varieties appeal to different buyers. • Still, 2.3 billion chicken nugget servings were ordered in the year ending September 2018 compared to 1.5 billion servings orders of chicken strips. Source: NPD Group’s receipt mining service, Checkout, which follows the same buyers over time.

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Food Chain: Customers want to see all aspects of the supply chain from farm to table. Motherless Meat: Meatless options continue their rise to mainstream with eight in 10 Millennials consuming meatless alternatives. Dining Pop Ups: Pop-up experiences, such as trail mix or wine bars offer unique food interactions. Gut Punch: Gut health is a key to wellness. Items with probiotics to soar.

Source: Truly Good Foods, Snack Food Trends report for 2019

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INDUSTRY

News

C-Stores Battle Underage Tobacco Sales in New York The latest report on underage tobacco sales enforcement, newly posted by the New York State Department of Health shows that during the 12 months ending March 31, 2016, 95.8% of New York c-stores refused to sell tobacco to undercover minors working with health inspectors—the highest compliance rate since the inspection program began in 1998.

The New York Association of Convenience Stores (NYACS) commended New York’s neighborhood retail stores for achieving a record-high level of underage tobacco sales prevention, but said there is still more work to be done. “Twenty years ago, nearly one in five of these stings resulted in a sale to a minor,” said NYACS President Jim Calvin. “Today, the failure rate is less than one in 20. That’s terrific progress. But even one underage sale is too many, so retailers must remain highly vigilant every minute of every day.” Calvin attributed the improvement in underage sales prevention to two main factors: Diligent ATUPA enforcement by state and local health departments; and voluntary, good-faith steps taken by responsible retailers to prevent underage sales.

Lowest Gas Prices Since 2016 As the New Year kicks off, c-store customers are enjoying the lowest

national gas price average in three years. AAA reported that the $2.25 national gas price average on Jan. 3 was one cent less than the average on Jan. 1 and trends show gas prices are likely to remain low for the first half of January. The national average is 10 cents less than the average at this time in 2017 and 24 cents less than it was at the beginning of 2018.

C-Store Retailers Optimistic About 2019 C-store retailers are reporting optimism for the year ahead after a positive 2018. Overall, 84% of retailers said instore sales increased in 2018 and 62% reported fuel gallons sold increased, according to U.S. convenience store owners surveyed by The National Association of Convenience Stores (NACS). Strong sales in 2018 are one reason for an increase in retailers’ optimism about business prospects for 2019: 85% of retailers are optimistic about their prospects for the first quarter, the highest measure of optimism for the first quarter in the past five years.

Amazon Plans Whole Foods Expansion Amazon plans to open Whole Foods stores across the U.S., opening locations in more suburban and other areas in order to grow its Amazon Now delivery service. According to a report by The Wall Street Journal, Whole Foods employees are evaluating potential retail spaces in parts of Idaho, southern Utah and Wyoming—that don’t currently offer Whole Foods locations. The locations it’s considering are around 45,000 square feet—slightly bigger

16 Convenience Store Decisions January 2019

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than the average Whole Foods—allowing extra space for Amazon delivery and pickup.

Filchak Joins YEO Board of Directors The National Advisory Group’s (NAG) Young Executives Organization (YEO) welcomes Caroline Filchak, director of wholesale operations, to the eight-member YEO Board of Directors. Filchak has worked for Clipper Petroleum since 2011. She completed her undergraduate degree at the University of North Georgia and earned her Master’s in Business Administration (MBA) from Mercer University. She also serves as a director of the Clipper Petroleum Foundation.

Coen Markets Closes CoGo’s Acquisition Coen Markets Inc. completed the acquisition of CoGo’s Co. this December, according to a report by the Pittsburgh Business Times. Coen Markets is a division of Coen Oil Co. Though the acquisition, Coen Markets gained 38 CoGo’s c-store locations. The chain now has over 65 directly-operated locations in Pennsylvania, West Virginia, Ohio and Maryland, with a supporting franchise network. The deal was first announced in October. CoGo’s has been serving its guests since 1962 and has been owned by its founding family since.

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EXECUTIVECORNER

PRIDE In an Innovative Industry The PRIDE Stores’ Mario Spina explains how the c-store chain is tackling trending customer experiences.

Mario Spina

By David Bennett, Senior Editor

• Opening of The PRIDE of Naperville. ore convenience retailers are implementing • Opening of The PRIDE of Palatine. innovative solutions to connect with the busy • Opening of 93 Octane Brewery. consumer, including chains that don’t have huge • Rolling out our new Loyalty Programs (PRIDE Points geographic footprints. The PRIDE Stores can be counted and The PRIDE Carwash Club). among those c-stores embracing technological trends fos• Moving into our new lubricants warehouse in Aurora, Ill. tered by a healthy economy, more customized foodservice offerings and tailored customer experiences. CSD: Can you provide a snapshot of how the new loyConvenience Store Decisions (CSD) recently caught up with Mario Spina, owner and CEO of St. Charles, Ill.- alty programs work? MP: We are calling The PRIDE Points program ‘Easy as based Parent Petroleum Co., which includes the 12-store PRIDE chain, to explain how a changing industry is play- 1, 2, 3.’ Customers earn one point for every dollar spent on fuel; two points for every dollar spent in store, including ing to its strengths. club programs like coffee, fountain, espresso, etc., and three CSD: A recent study showed 82% of smartphone users points for specific items such as milk, bread, beer, wine, spirconsult their phones in the store while deciding what to its, PRIDE Fresh Food, PRIDE restaurants and more. Every buy. Do you think the convenience industry is responsive 500 points earns $5 off the next purchase, so it’s an easy and straightforward loyalty program for our customers to enjoy. enough to this dynamic? Mario Spina (MP): No, not at this time—especially CSD: The PRIDE of Naperville is a special addition. when you consider the limited amount of point-of-sale systems available to our industry, which causes a lack of What makes it unique and how did the development projinitiative on their end to keep up with the technological ect come about? MP: This will be our first new to industry (NTI) build since advancements by other retail sectors. 1999, which was our PRIDE of Lake County Store that was CSD: Merging online and physical store experiences is built by my father, Peter Spina, who passed away over five becoming prominent in the c-store industry. How has The years ago. Through our real estate division, where we buy, sell and lease real estate, we have been directly involved in PRIDE Stores approached this trend? MP: Through our restaurant offerings—Urban Counter the development of this site from the beginning. To have and Taco Urbano—we have signed up with UberEats to this store be the first NTI for Amoco throughout the U.S. provide online ordering plus delivery. We are also starting since the brand was released by BP is a great honor. work for online ordering and delivery at our liquor store. If CSD: There’s a buzz about 93 Octane Brewery. What’s this system goes well, we hope to use it as a basis for exthe story behind this concept? panding the online ordering of convenience items. MP: One of our stores, The PRIDE of St. Charles, was CSD: Do you see such technology complementing a great location, but had a smaller footprint with no posoverall customer service or is it chipping away at the per- sibility to expand. Therefore, we purchased the property directly to the west and built a 5,000-square-foot building, sonal approach to the business? MP: I believe quality customer service is extremely im- housing our Urban Counter Restaurant and our first liquor portant, but any form of technological complement that al- store—The PRIDE Beer and Wine plus Spirits. We still had 1,000 square feet left and one option that lows transaction times to be quicker would help the overall made the most sense was a brewery. We can produce our customer experience greatly. own beer that can be carried exclusively at our PRIDE locaCSD: What are you most excited about in 2019 as it tions, which would be another differentiator in the marketplace, plus we have a tasting room for up to six different pertains to Parent Petroleum and PRIDE? MP: We have several initiatives scheduled for 2019. beers on draft. We thought the name and logo, 93 Octane, was a fun play on our roots. Among them are: 18 Convenience Store Decisions January 2019

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CONVENIENCE STORE SOLUTIONS

You Gotta Have Heart The lesson of never giving up is as true in retail as it is on Broadway. By Jim Callahan

OING WAY BACK IN TIME, to 1955 specifically, there was a very popular Broadway musical, entitled “Damn Yankees.” If you dare to venture down memory lane that far, you might remember the song, “You Gotta Have Heart.” The light-hearted play depicts a struggling, New York Yankees Baseball Team mired in a season-long losing streak. The song provided impetus and inspiration, spurring a miraculous recovery and dramatic turn-around by those “Damn Yankees.” For anyone who wants to read along, the lyrics are simply a declaration of inspiration (imagine the lyrics sung in a thick, Bronx accent): “You gotta have heart, all you really need is heart. When the odds are sayin’ you’ll never win, That’s when a grin should start. You gotta have hope. Mustn’t sit around and mope. Nothin’s half as better as it may appear, wait’ll next year, And hope. When your luck is battin’ zero, Get your chin up off the floor, mister you can be a hero. You can open any door. There’s nothin’ to it.” I invite each and every c-store company as well as each management leader to let the spirit of that Broadway baseball gang inspire them to take an objective look at their own team, analyzing strengths and weaknesses. You never know what might spur innovation. I hope 2019 is your finest opportunity yet. Now, obviously it takes a lot more than an old song to inspire confidence in an organization, no matter how rousing the lyrics. It takes enlightened leadership, coupled with a burning desire to improve overall performance. It usually begins with a good team, one that you can be proud to have representing your company and how it projects the company’s values to your customer base. This is equally important whether the head coach or general manager are on site or not. Everyone wants a team that players can grow with and a team that inspires others. Broken down, you can’t push this concept without the pride factor, plus reasonable intelligence, common sense and a host of other tangibles. Employees with pride and managers who inspire pride drive results that stand out to your customers, creating cstoredecisions.com

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Jim Callahan has more than 40 years of experience as a convenience store and petroleum marketer. His Convenience Store Solutions blog appears regularly on CStoreDecisions.com. He can be reached at (678)485-4773 or via email at jfcallahan1160@ gmail.com.

an organization that polices itself and is proactive so that little issues don’t become insurmountable obstacles. At the head of the ﬁeld is a good leader who leads not through sing-alongs, but by example. There is an old axiom that goes “people do what you inspect, not what you expect,” which holds true in workplaces that are ruled by the stick and not common operating goals. Shifting from a working environment governed by fear to one inspired by creativity is hard, but is doable. THE HARD PART The ability to create and nurture positive employee and customer relationships almost always rests with the person in charge and you can’t have a winning team without good leaders. And, the best leaders seem to function with plenty of heart on display. They never shirk when it comes to protecting their employees’ best interests and they never turn a blind eye when a part of the business tanks. The best leaders never avoid the hard part of a conversation, just as they never let their associates stray from the right path, no matter if it requires a lot more work. Good business practices demand attention to detail. Set monthly and quarterly objectives and build in regular review dates to assess and revise your targets, accordingly. Mistakes in business are often viewed negatively instead of as a learning opportunity, but that’s far from the truth. Mistakes are how we learn and how we grow. There’s a time to play it safe and a time to take some risks. However, avoiding all risks will ensure that you will never reach your potential. Let me end with sincere wishes to you and yours along with a great measure of appreciation and respect for the marvelous job you do, serving the, oftentimes, ﬁckle public that feeds our families. So as 2019 has started in earnest, here’s my sincere hope for health, harmony and happiness as the new year starts to unwind. “Damn Yankees” is a good show, but it’s your team that should be the star. January 2019 Convenience Store Decisions 19

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Cover Story

Loop

Loop Comes

Full Circle With an emphasis on upscale foods, an elegant design and convenience, the California chain is changing the perception of the neighborhood market. By John Lofstock, Editor

intners Distributors has been in the convenience store business for four decades. The industry has evolved immensely during that time as it embraced selfservice gasoline, foodservice and alternative fuels. But even those big changes seem to pale in comparison to the monumental shift in consumer demands we are experiencing today. Generations Y and Z are leveraging technology to change the way they purchase everything from a breakfast sandwich to an automobile. They want

fresh, healthy foods on their schedules, and they want it fast. The younger generation doesn’t just expect great service; they expect to be your partner in return for their loyalty. They want to be dazzled by the experience, regardless of price. And perhaps most importantly, they have the power of social media to let the world know when they are happy with your brand, and when they are not. Varish Goyal understands these new retailing challenges as well as anyone. Goyal is the president of Fremont,

Calif.-based AU Energy, a joint venture between his family’s Vintners Distributors and Shell Oil. Nestled in the heart of Silicon Valley, his customers include many of the men and women who make the biggest technology companies in the world tick. To help meet consumer demand, Goyal developed the Loop convenience store chain in Northern California. On a macro level, Loop has what it takes to succeed. Great corners in busy commuter markets. But it separates itself on a micro level. Loop is turning heads

take pride in supporting active and healthy lifestyles “byWecarrying organic, natural and gluten-free products.

We’ve even added salad bars, espresso and frozen yogurt to ensure our customers have a place to go during breakfast, lunch or dinner. We encourage people to hang out with Wi-Fi and seating so you can enjoy your lunch or simply get some work done while on the road. We are an all-in-one convenience store and marketplace. – Varish Goyal, president, AU Energy/Loop Convenience Stores 20 Convenience Store Decisions January 2019

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”

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with its new kind of convenience store experience. The brand features a host of unique offerings not found in your average convenience store. For example, Loop boasts higher quality products, such as salad bars that feature fresh soups; an elegant store design with warm earth tones; upscale displays that feature wine, male audience, so Loop was created cheese and crackers; frozen yogurt; with females and Millennial customers French pastries; and coffee and in mind.” the brand has expanded to approxiAs with all real estate, location plays mately 30 stores throughout Northern espresso bars. This variety is complemented by traditional convenience a crucial role in Loop’s retail strategy. California, with three new units cur“We are in a great market that pulls rently under construction. store items to ensure there is somecustomers from San Francisco to San thing for everyone. Loop accounts for about 20% of Loop was built on the philosophy Jose,” Goyal said. “We see a lot of Vintners retail portfolio. The company that nutrition and convenience should fresh-out-of-college graduates who operates 130 total locations, 118 of not be mutually exclusive. To do this, are moving to the area and getting which are in Northern California with Goyal set out to change the conven- jobs with companies like Facebook, the rest situated in Southern California. tional image of convenience stores Apple and Google. They tend to want The 100 non-Loop stores feature Shell in order to redefine what he thought a more exciting retail experience. or Chevron fuel in the forecourt with They are on the cutting edge in their generic convenience store brands. should be a one-stop shop. “Loop was created out of our fields so they identify with our offering, This is where Goyal sees the compadesire to redefine convenience which also is about the user experi- ny’s biggest opportunity. stores. We looked at the landscape ence and a real upscale offering.” “Part of our strategy going forward of convenience stores at the time and is to evaluate our network and do raze determined what was missing,” Goyal POISED FOR GROWTH and rebuilds of generic sites. Initially, said. “Most stores were really only The first Loop store opened in Santa we were taking small stores with big offering products that targeted the Clara, Calif. in June 2013. Since then, pieces of property, tearing them down cstoredecisions.com

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Cover Story

Loop

and optimizing them,” Goyal said. we do. That adds value to your com“Now, we’re slowly starting to run out pany as a whole and helps to create of those projects because land in this an exciting retail environment that market is limited. Over the next year, customers can enjoy,” he said. “To do our main focus will be to take the that, we need a brand that people recstores that are already bigger in size ognize and see every day—a brand they can grow to trust. When you have and convert them to Loops.” While AU Energy distributes to multiple brands, you lose that connecroughly 60 dealer sites from San Jose tion with the customers.” While it’s still early, this decision is to Los Angeles, Loop will remain a corporate brand, Goyal said. “There is resonating in the market. “What we are still so much to learn about perfect- finding is that consumers really like the ing the brand and executing, so trying offering. We still have to do a better job to franchise this model or rolling it out of educating customers about who we to dealers wouldn’t be a smart move are on a wide scale, but we have gained traction because of the quality of what right now.”

we are selling and the great service we provide,” Goyal said. “In fact, one customer described Loop by saying, ‘If Shell and Whole Foods had a baby, Loop would be the product.’ That’s honestly what we are trying to achieve.”

While Goyal was hesitant to commit to converting all of his sites under a singular Loop brand, he does plan to be aggressive rolling out the brand wherever possible. “The biggest issue for us is converting smaller stores. Some of these sites can’t fit all of the core Loop offerings, which is why we are creating Lil’ Loop,” Goyal said. “These smaller sites will incorporate some of the Loop offerings, while maintaining great service and a strong location.” For Goyal, consolidating under a main brand is as much a big-picture business strategy as it is a retail decision. “We want to get our brand out into the market and get some penetration so people know who we are and what

The Loop name itself is a play on the chain being a part of the customers’ daily lives. “Consumers, especially in California, are not used to seeing things like healthier options at convenience stores,” Goyal said. “This is where educating consumers is so important. We have to drive customers into the store and let them know we have something for everyone.”

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COMING FULL CIRCLE

As such, stores offer free Wi-Fi and seating. The chain’s Loop Back loyalty program also plays into this strategy. As part of his expansion plans, Goyal has been building a team internally. While AU Energy is a family business, the company is adding positions on the foodservice and technology teams. “Foodservice is crucial to our future so we very much want to get to the next level,” he said. “This requires a lot of work behind the scenes because we don’t have a lot of space or kitchens to simply add new items to the menu. We have to be calculated and stay smart enough to introduce items that we can do well on a consistent basis.” For example, beyond the soup and the salad bar, Loop offers a growing pizza program, but it uses frozen dough. “Eventually, we would like to make dough from scratch, but that may not be possible because of space limitations, but again, it’s about getting used to doing foodservice the right way,” Goyal said. “We will focus on getting it right, how to manage spoilage and how to market it to consumers. Once we become experts at executing, we will use those skillsets to move to the program forward.” Being located in such a tech savvy market, Goyal is keenly aware of the shifting demographics that show a rise in Gen Y and Gen Z eating out more. This is driven in large part by convenience, which also helps to explain the rapid rise in popularity of delivery networks such as UberEATS, Grubhub, DoorDash and many others. “Salaries in Silicon Valley tend to be higher so customers have more disposable income,” Goyal said. “The design elements of Loop is what initially attracts customers, but what keeps them coming back is the variety of products we offer. For example, we have kombucha and aloe beverages. We have different types of waters, all kinds of energy drinks, coffee drinks and craft sodas. We have a full spectrum that appeals to this younger

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generation so whether you want a traditional soda or kombucha, you can get it.” Fortunately for Loop, these higherincome customers feel comfortable at a convenience store. The goal is keeping them happy and getting them to come back more than once a day. “We are in an area where Gen Y and Gen Z grew up shopping at c-stores and craving immediate consumption items,” Goyal said. “These age groups snack more often than they have meals, so we cater to this emerging trend.” Statistics show that Gen Y and Gen Z snack or eat six times a day. That’s six opportunities a day for new sales. The Loop Back loyalty program and Loop Neighborhood mobile app play into this strategy. The loyalty program is points-based allowing customers to earn coupons that can be redeemed for in-store purchases and fuel sales. Loop partnered with Electrum on the loyalty program and developed the mobile app in-house. Loop Back also features a club program open only to Loop loyalty customers. For example, the chain recently offered two Sunny Delight beverages for $2.50. It was a popular promotion that had supplier support, but only Loop Back members could take advantage. It’s these types of promotions that helped Loop Back grow to an impressive 179,000 members.

PROUD HISTORY The Goyal family traces its retail roots back to 1978 when Goyal’s dad, Nick, opened his ﬁrst store and formed Vintners Distributors. Nick purchased an ARCO station while working for Bechtel Corp. as an engineer who designed cooling systems for nuclear power plants. Nick Goyal put family members to work and the one store quickly became three. By 1981, he decided to leave his job as an engineer and jump full time into the gas station business. cstoredecisions.com

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Loop

at a glance

Loop is the product of AU Energy, a joint venture between familyowned Vintners Distributors and Shell Oil Co. The first Loop store opened in June 2013. Since then, the brand has expanded to more than 30 stores throughout Northern California. Headquarters: Freemont, Calif. Store Count: 130 total including 30 Loop sites owned by AU Energy and 100 unbranded stores owned by Vintners Distributors. There are three new Loop stores under construction. Employees: 1,500 Foodservice Brands: Loop Café, Fresh Grill Fuel Brands: Shell and Chevron Wholesale Operations: Distributes to 60-plus dealer sites between San Jose and Los Angeles

“We started with ARCO, but in the to 125. That deal also allowed the mid-80s we transitioned to Shell. We company to become a wholesaler for grew as a lessee-dealer and also did the Bay Area. Despite outstanding family leaderstints as a contract operator,” Goyal said. “In 1995, my father decided that ship, Goyal was quick to deﬂect the he wanted to buy dirt and build his chain’s success to the company’s 1,500 own station. He did it mainly to secure employees. “Our success is purely due to our his retirement. His initial plan was to build two or three only because none wonderful colleagues that work in the of us were ever supposed to come stores. They are hard-working, dedinto the business. But then he got the icated individuals who want to make bug. He loved it. He enjoyed buying people happy every day,” he said. “They enjoy their work and really want dirt and developing properties.” Over the next 12 years, what was to build relationships. Community is supposed to be two or three stores important to us and in order to be a good member of the community we turned out to be about 30. Then in 2007, Vintners stopped have to know who lives there and we developing gas stations because it must relate to them.” After 40 years in the industry, Goyal was witnessing the trend of oil companies getting out of the retail business. said his family is extremely excited “We wanted to save our capital to pur- about the future. “It’s a great opportunity to work in chase those assets when they became available,” Goyal said. “In 2008, we a family business. The management purchased 47 sites from Shell. That’s team is always available, decisions are also when we became a jobber for made quickly and ideas can be implethe ﬁrst time, though we only had two mented and tested faster than most large companies,” he said. “This allows customers.” In 2010, Vintners formed the AU for some really fulfilling work to be Energy joint venture with Shell and had done for the betterment of the industry, the opportunity to purchase Shell’s 74 our employees, our customers and the Bay Area sites pushing its store count communities we serve every day.” CSD January 2019 Convenience Store Decisions 23

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Category Management

Meat Snacks

Meat Snacks Show

Punch Meat snacks continue selling strong in the convenience channel, as consumers seek options for heartier foods offering better nutrition. By Lisa White, Contributing Editor

Fast Facts: » Dollar sales of dried meat snacks in U.S. convenience stores totaled nearly $1.6 billion in the 52 weeks ending Nov. 4, 2018. » Jerky dollar sales in U.S. convenience stores totaled $705 million. » New products that deliver on health perceptions with real ingredients, simple labels and bold ﬂavors are growing exponentially.

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eat snack makers are using versatility to their advantage, as the retail category continues to draw a wider customer base seeking portable protein solutions. According to Chicago-based market research ﬁrm IRI, sales of the meat snacks category in c-stores totaled close to $1.6 billion in the 52 weeks ending Nov. 4, 2018, a 3.7% increase from the same period the previous year.

LATEST TRENDS Shifting consumer preferences have helped shape the marketplace. “Women are now significant buyers in the category,” said David Wolf, category manager for 7-Eleven Inc. “Premium, better-for-you brands with new bolder and spicier flavors are becoming more popular. In the mainstream brands, larger bags that are 10-plus ounces are driving the dollar growth in the category.” At 7-Eleven, Jack Link’s dominates the market, especially in bags, while Slim Jim is a big player in sticks. Staple flavors are original, Teriyaki and peppered. “New flavors making waves in c-stores include Hatch Chile, Jalapeño and Hot & Spicy,” said Wolf. “Protein has become big business, being added to everything from chocolate bars to drinks. But it is hard to think of it being in a purer form than a piece of dried beef, which has also allowed jerky to tap into trends, such as the meat-heavy Paleo diet.” It is evident that the focus on healthier eating and protein is continuing to fuel this category. “We have a private brand line co-branded with Jack Link’s that is doing very well,” Wolf said. “We are also seeing nice increases in the Duke’s brand.”

BRAND APPEAL Derek Gaskins, senior vice president of merchandising and procurement at Des Moines, Iowa-based Yesway, concurs that the high consumer demand is pushing the proﬁtable category forward. “It is largely driven by the perceived health beneﬁts associated with high-protein and low-calorie foods,” Gaskins said. “The category continues to gain unit, sales and margin growth.” cstoredecisions.com

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Category Management

Meat Snacks

We are excited about the “ pipeline of innovative, indulgent and high-quality meat snacks we are developing . ”

Yesway, a 150-store chain with locations in Iowa, Kansas, Missouri, Oklahoma, Texas, South Dakota, Wyoming, Nebraska and New Mexico, views the snacking category as an opportunity to expand its private-label portfolio and is moving quickly with its own proprietary line of meat snacks for 2019—part of its new proprietary private brand catalog. “We are excited about the pipeline of innovative, indulgent and high-quality meat snacks we are developing,” Gaskins said. When looking at the three most common forms of jerky—bulk, bagged and sticks—all three have opportunities within convenience. He added that new products that deliver on health perceptions with real ingredients, simple labels and bold flavors are growing exponentially. Ashley Davis, the buyer for food and candy for Marine Corps Exchange (MCX), which includes 18 locations on U.S. military bases, said product freshness is “in.” “In better for you, it’s jerky made with clean ingredients, high protein, functional protein and additional health benefits beyond nutrition,” Davis said. “In on-the-go, portable meat snacks, consumers can find more meat snack options in tubes for instant consumption, for those constantly on the move and at a low price point.” She also is seeing potential in larger sizes, including 10-ounce bags. “More brands are offering larger bags because they are more convenient for the consumer who makes regular purchases,” she said. “Also, it shows a better value with the price point.” Staple meat snacks at the MCX continue to be Jack Link’s bagged jerky, 14-ounce pounders and Slim Jim sticks. The most popular flavors are Original and Teriyaki, but Smokehouse/Hickory Smoke, Korean BBQ, Chipotle, Buffalo and Sweet & Spicy are big sellers, as well. At Team Oil Travel Center, a convenience retailer in Spring Valley, Wis.,

fresh-made meat snacks from a local looking for natural or ‘real food’ prodsupplier and meat sticks from an area ucts, like jerky made with 100% beef. butcher shop are top choices. The meat snacks category gains new “It seems like the fresher the prod- consumers by providing alternative uct tastes, the better,” said Eric proteins and new product benefits.” Huppert, Team Oil’s president. “Our top six meat snack sellers are from a MARKETING MEATS Wisconsin-based meat market and Retailers can designate a couple of butcher shop one town over that are places in their c-stores to draw patrons. refrigerated. Everyone is getting into Though 7-Eleven continues merthe business; we meet with new meat chandising meat snacks in a three-foot snack vendors monthly.” display section at many locations, the chain is looking to expand its meat snacks appeal this year. UP AND COMING “We’re also looking at new fixtures Price is not necessarily a deciding factor in the meat snacks space, which to better merchandise the sticks,” said is good news for c-store retailers, as is Wolf. “Our [meat snack] promotions have been through reduced retails. (In product appeal. For example, Stryve Biltong is a line 2019), we are looking at doing more buy-one item, get a second, different garnering interest in the market. “A similar sensibility lies behind item free, or at reduced retail.” MCX has cross merchandised meat the new Stryve Biltong Snacks’ trail mix blends, which are launching at snacks using clip strips, placing preArmy Airforce Exchange Service loca- loaded clip strips in various locations. At Team Oil, shelf-stable meat tions before rolling out to c-stores around the U.S. early next year,” said snacks are merchandised. Refrigerated Daniel Levine, director at The Avant- meat snacks are placed in an open Guide Institute, a trends consultancy in cooler by the front counter or by the New York. “Each is made with beef bil- beverage cooler. “We use Scan Group for our backtong, which is South African-style jerky. Clocking in at 20 grams of protein per office software, and they’re working on packet, these are savory snack mixes ways to do cross promotions with items that combine seeds, nuts and aged like meat snacks, otherwise it’s too cummeat in a trio of flavors, the most awe- bersome for us,” Huppert said. “We will probably do more cross promotions, some of which is dark chocolate.” Although there is a sharp focus on most likely with beverages. We’d drive it healthier eating and protein fueling, with buy a single container of beer and quality, taste and value are also key get a discount on meat snacks.” For the new year, 7-Eleven is opticonsiderations at MCX, Davis said. “The focus is on providing healthy mistic meat snacks will perform heartily. “We are predicting a 5-6% sales items with familiar flavors that taste good,” Davis said. “Individuals are increase in our stores,” Wolf said. CSD

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Derek Gaskins, senior vice president of merchandising and procurement, Yesway

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Category Management

Cigarettes

Cracking Down

on Menthol The c-store industry reacts to the latest proposed cigarette ban. Anne Baye Ericksen, Contributing Editor

ust before Thanksgiving, the U.S. Food and Drug operators queried by Wells Fargo Securities for its Administration (FDA) dished on proposed mandates November Tobacco Talk survey disagree with the assertion regarding menthol cigarettes that will be hard for many that menthol is a gateway to a worse smoking habit. “This ban would take the ability to choose away from retailers in the convenience store industry to digest. In a public statement issued on Nov. 15, FDA our adult customers,” said Reilly Musser, vice president of Commissioner Scott Gottlieb, announced the agency will marketing and merchandising for Robinson Oil Corp. The “advance a Notice of Proposed Rulemaking that would seek Santa Clara, Calif.-based company owns and operates 34 to ban menthol in combustible tobacco products, including Rotten Robbie c-stores throughout the northern region of the Golden State. cigarettes and cigars.” For many retailers, this proposal could further weaken Although the declaration didn’t spell out immediate enforcement directives, it did stir up a strong wave among cigarette sales, which have been declining steadily. According to Wells Fargo Securities, sales volume in c-store stakeholders. “There’s been a thriving U.S. market for menthol ciga- c-stores dropped an average 3.5% in the month of October. rettes for generations,” said Jim Calvin, president of the For large c-store chains, volume fell as much as 8%. New York Association of Convenience Stores. “Does the FDA think it can just wave a wand and make it disappear?”

GOVERNMENT POV In the most recent statement, Gottlieb also directed the FDA’s Center for Tobacco Products (CTP) to reevaluate its compliance policy regarding ﬂavored ENDS. “I believe these menthol-flavored products represent one of the most common and pernicious routes by which kids initiate on combustible cigarettes,” he wrote in the November statement. “The menthol serves to mask some of the unattractive features of smoking that might otherwise discourage a child from smoking.” The FDA statement claimed 54% of smokers between the ages of 12 and 17 use menthol cigarettes compared with less than one-third of smokers age 35 or older. However, nearly two-thirds of the convenience store 28 Convenience Store Decisions January 2019

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Fast Facts: » On Nov. 15, the FDA announced a Notice of Proposed Rulemaking to ban menthol in combustible tobacco products. » According to Wells Fargo Securities, sales volume in c-stores dropped an average 3.5% in the month of October. » Menthol cigarettes represent 35% of current tobacco purchases. cstoredecisions.com

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Category Management

Cigarettes

Eliminating this portion of the category could result in a considerable financial fallout. Not only do c-stores represent an overwhelming majority of cigarette purchases, tobacco accounted for approximately 28% of inside c-store sales, per the National Association of Convenience Stores (NACS) 2018 State of the Industry Report. “Menthol represents about 25-30% of our cigarette business,” said Todd Badgley, president of FKG Oil Co., headquartered in Belleville, Ill. The company runs 79 Moto and MotoMart retail sites in six states, including Minnesota. “We are a victim of the menthol ban in Minneapolis [that went into effect last August] and all categories are suffering. Cigarette and other tobacco categories will take the biggest hit, but other categories also will feel the effects.”

BLACK MARKET There’s also concern the proposed regulation could drive more customers to the black market. “Menthol cigarettes would still be available, they just wouldn’t be sold by licensed, tax-collecting, age-verifying retailers,” said Calvin. “Unscrupulous manufacturers would rush in to fill the void with black-market product.” According to the National Research Council, as much as 21% of all tobacco purchases in the U.S. transpire within the illicit marketplace. That’s estimated to cost state and local authorities between $2.95 and $6.92 billion annually. What’s more, the ban would not apply to duty-free sales, so menthol cigarettes still could be purchased through these venues as well as via illegal imports that avoid detection. The FDA has acknowledged these less-regulated channels will continue to sell high-nicotine products.

STAYING THE COURSE Despite apprehensions about the impact of a menthol cigarette ban, Musser hasn’t instituted any changes in how they handle the category. Instead, she focuses on the impact of state and local ordinances. “In California, you already have to be 21 to buy any tobacco or nicotine products,” Musser said. “Also, we currently have the following tobacco regulations that affect our stores: a flavor ban at one store; a 10-pack only at two stores; a five-pack only at two stores; and a $7 minimum at two stores,” she explained. Indeed, analysts suggest the wait-and-see approach is best for now. “We are in the early innings of what we expect will be a long, divisive (and likely litigious) battle to arrive at an enforceable FDA strategy,” said Bonnie Herzog, a senior analyst for Wells Fargo. The FDA must first draft the regulation, obtain review and approval by the White House Office of Management and Budget (OMB) before it can open the proposal to comments. After that, there’s a system to amend the reg30 Convenience Store Decisions January 2019

28-30_CM_Cigarettes.indd 30

CIGARETTE UNIT SHARE SHAKEDOWN Marlboro holds onto the top spot for unit share. BRAND

UNIT SHARE UNIT SHARE UNIT SHARE 4 WKS 12 WKS 52 WKS Ending 12/1/18

Ending 12/1/18

Marlboro

47.8%

47.7%

47.5%

Newport

12.0%

11.8%

11.6%

Camel

8.5%

8.6%

8.7%

Pall Mall

7.7%

7.8%

L&M

4.6%

4.7%

4.8%

Natural American Spirit

2.6%

2.5%

Winston

2.2%

2.3%

Kool

1.6%

1.7%

Maverick

1.6%

1.7&

1.7%

Virginia Slims

1.0%

Source: Nielsen XAOC Including C-Store and Wells Fargo Securities LLC All Channel Data through Dec. 1, 2018.

ulation based on the input from the public and industry. Finally it goes before the OMB again before approval and implementation. “This means the process to propose and adopt a regulation restricting the use of menthol in cigarettes could take several years,” said Thomas Briant, executive director of the National Association of Tobacco Outlets (NATO). “NATO will wait for the official proposed rule to be issued by the FDA and then participate in the public comment process. Retailers should also consider being involved and submitting comments to the agency on any rule limiting or banning the use of menthol in cigarettes.” Plus, Big Tobacco companies aren’t expected to remain quiet on the subject. “If the FDA proceeds to adopt a rule restricting the use of menthol in cigarettes, there could be industry members that commence litigation against the agency in an effort to overturn the rule,” Briant said. Still, some manufacturers might be hedging their bets in terms of future revenue streams. For example, Altria Group said last month it has agreed to buy a 45% stake in leading cannabinoid company Cronos Group for about $1.8 billion, a sign of the new world in which the tobacco company must compete. CSD

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1/3/19 10:59 AM

Foodservice

Roller Grill

Trending Up Convenience store retailers continue to modify and adapt their roller grill offerings to accommodate an increasingly diversiﬁed audience. By Scott McKinney, Contributing Editor

oodservice growth led strong in-store sales in the convenience channel, according to U.S. convenience store owners surveyed recently by the National Association of Convenience Stores (NACS). In terms of foodservice, 68% of retailers said sales increased last year and there was continued sales growth of better-for-you items. It’s an upward trend destined to continue. “C-stores are increasing and improving their offerings, and consumers are taking note,” said Ann Golladay, senior project director at Datassential, a ﬁrm that conducts food industry market research.

WIDER VARIETY When it comes to roller grill offerings, consumer interest is taking a wider turn beyond staples like hot dogs, brats and Taquitos, to include all-day meal and snacking options such as a variety of egg rolls, new RollerBite choices, traditional tamales and ethnic sausages. Some experts agree that there’s an opportunity to grow Asian food sales in the c-store channel, including within the roller grill space. Datassential’s TrendSpotting Trend Report on convenience stores, released in December 2018, polled 750 consumers on a variety of foodservice topics and what they would prefer to see at their local convenience chain. Among those who responded, some said they preferred foods from c-stores that can be easily consumed in a car while driving. One respondent in the survey answered, “I want more interesting grab-and-go items that I can quickly pick up. It would be nice to see more ethnic foods offered.” Freshness can help guarantee that roller grill can be a signiﬁcant purchase motivator, Golladay said. Previous Datassential data indicates that other motivators for consumers choosing roller grill purchases include high-quality ingredients, wider selection and combo deals. Rising consumer interest is also present in the condiments section of U.S. c-stores. “Think of Sriracha’s explosion over the last 10 years,” Golladay said. “The staple condiments are still key,” she cautioned, with ketchup seeing slight growth, mustard staying ﬂat, and barbecue sauce dropping in consumer interest, but specialty condiments like garlic aioli, wasabi and Sriracha are experiencing an uptick in popularity. 32 Convenience Store Decisions January 2019

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Fast Facts: » Freshness helps guarantee that roller grill can be a signiﬁcant purchase motivator. » Experts convey there’s an opportunity to grow Asian food sales in the c-store channel, including in the roller grill space. » Coffee suppliers began the shift towards self-service machines, and roller grill manufacturers are following suit.

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Foodservice

Roller Grill

Customers often spend an average of in front of a roller grill.

23 seconds TASTERS’ CHOICE Of course, valued-added options are a key driver for strong roller grill sales. “Customers continue to look for strong value when making food purchase decisions,” said Robin Murphy, 7-Eleven product director for fresh food. According to Murphy, customers only spend an average of 23 seconds in front of the roller grill, so they are making those decisions fast. “We know that speed of service is also key,” Murphy added. In terms of customer taste, Murphy said that customers are looking for spicier options, on the roller grill and elsewhere in the store. “On the roller grill, products with Mexican or other Latin American influences are showing the greatest growth,” Murphy said. Roller grill customers are some of 7-Eleven’s most loyal shoppers, and they visit frequently to enjoy offerings such as the Big Bite hot dog, Go-Go Taquito, egg roll or limited-time specialty sausage. 7-Eleven’s growing customer base of Millennials and Gen Zers are driving a demand for chicken products on the roller grill, Murphy said. Murphy noted that most 7-Eleven stores have two roller grills at the front sales counter, adjacent to the hot foods case, which offers pizza, chicken tenders and wings. There’s a free condiment bar, which has always been a customer favorite and a driver of sales. The condiment bar offers choices including chili, melted or shredded cheese, Pico de Gallo, onions, relish, sliced pickles, jalapeños, and regional favorites such as sauerkraut, sport peppers and more. Industry observers point to Tyson’s gourmet chicken sausage links, Gouda chicken sausage, and new RollerBite flavors as examples of innovation in the segment. Richard George, professor emeritus of food marketing at the Saint Joseph’s University’s Erivan K. Haub School of Business, considers roller grills as an underutilized foodservice feature for c-stores that fail to realize the business potential they afford. “When people walk in the store, they’re thinking, ‘I’m a little hungry, what do I want?’” George said. Roller grill regulars, such as construction workers, want something quick, easy and filling, so hot dogs hit the spot

for them, but there are untapped components of the market—including better-for-you items, which patrons can grab when they’re on the go, he said. “Roller grills have been around for a long time, and I think this is a chance to introduce new segments of the market to the grill,” George said. “People are looking for freshness, so why not include freshly-made in-store options, like fruit wraps, oatmeal wraps or low-carb wraps for the Atkins or keto crowd.” He said still, 64% of roller grill customers purchase grilled items for a portable snack.

FRONT TO BACK There have been a lot of enhancements to roller grill equipment for both back-of-house and front-of-house service. Arguably, coffee manufacturers began the shift towards self-service machines, and roller grill manufacturers followed suit. Now convenience store coffee is returning to barista-style, push-button machines behind the counter, while self-service roller grills are becoming more advanced. Moreover, there has been an expansion of larger roller grill islands among a select number of retailers, with more adding grills that can accommodate both protein and nonprotein offerings. In addition to expanded and dedicated roller grills, more operators are improving signage to promote offerings.

READY TO SERVE New QuikTrip locations have up to 10 roller grills on a dedicated island to accommodate more choices for its customers. QuikTrip, which owns and operates more than 700 c-stores in nearly a dozen states, sticks with proven foodservice concepts, including roller grill. “QuikTrip is more focused on a value-driven approach than trends. We pay attention to trends but tend to stick with proven high-volume items,” said Mike Thornbrugh, manager of public and government affairs at QuikTrip. “Our grills have their own aisles and retail other complementary items around the offer. We try to offer eight to 10 different roller grill items, and we complement them with around eight to 10 choices of fresh condiments.” CSD

34 Convenience Store Decisions January 2019

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1/8/19 3:38 PM

CStoreDecisions ecisions .com

CStoreDecisions.com is geared toward C-Store retailers, convenience store suppliers, and distributors looking to stay abreast of industry trends, new product offerings and category management best practices.

Thank you to our Key Partners:

We use the latest media technology, delivering content the way you want it: print issues, digital issues, enewsletters, and videos. Use CStoreDecisions.com to help you strengthen your peer network with social engagement through Twitter, LinkedIn, Facebook, YouTube, Pinterest, and Google+. Browse, bookmark, share and interact with the most relevant industry content and people in the market.

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Technology

Social Media What is one social media goal you are implementing in 2019?

o l i S ca Media

Tell us on Twitter at

2019

#CSDSMAWARDS.

AWARDS

Social media trends are evolving and savvy chains are keeping pace, going into 2019. CSD recognizes c-store chains succeeding at social media and mobile apps. By Erin Del Conte, Senior Editor

onvenience Store Decisions (CSD), for the seventh consecutive year, is recognizing convenience store chains leading the way on social media. In 2019 social media best practices are evolving to keep pace with new features, changing algorithms and shorter attention spans as the conversation shifts to a focus on digital media as a whole. CSD partnered with three social media experts: Gini Dietrich, founder and CEO of marketing communications ﬁrm Arment Dietrich and author of “Spin Sucks: Professional Development for Communicators;” Mari Smith, social media thought leader and Facebook marketing expert; and Pam Moore, CEO and co-founder of Marketing Nutz, to identify what trends loom for social media in 2019 and the best practices convenience store retailers can follow to drive social media success in the new year. In 2019, brands should be thinking about digital marketing overall and how each platform—including social—can help convey their message. “The synergies and integration that need to happen with omnichannel, are really going to start to become more apparent this year, even more than they have in the past,” Moore said. Savvy retailers will look to create a seamless message and voice across social media, Web and mobile app, as well as in store. For example, when announcing a promotion on social media, ensure customers can find details and answers to questions on the website, incorporate the 36 Convenience Store Decisions January 2019

36-42_Tech_Social Media.indd 36

mobile app into the deal and use similar design elements across platforms, including in the store.

TRENDS AHEAD While Facebook (FB), Twitter and Instagram are the major platforms for retailers to target in 2019, depending on their demographic, c-stores could ﬁnd also success with Snapchat, FB messenger, YouTube and LinkedIn, which Moore noted “is on ﬁre in a good way” this year. “Like everyone else FB, Twitter and Instagram are the big three for us,” said David Jackson, digital marketing and loyalty manager for La Crosse, Wis.-based Kwik Trip, which operates 630 stores in three states. “We’re also active on Snapchat and have approached content in a similar fashion on Twitter where we focus on sharing user-generated content. That said, we expect the big three to continue being the most important platforms for us in 2019.” This year, “shorter is better,” said Smith. Short attention spans dominate, and the ‘stories’ format for micro-content is growing. The stories feature on Instagram and FB are huge. Stories can be photos, GIFs, polls or short videos. They disappear after 24 hours or can be highlighted on the page. “Businesses need to learn how to tell stories in images and 15-second video clips,” Smith said. Short video content in general is a key to success. “Embrace FB Live. Go Live using your mobile device with special offers, customers spotlight, product demos, meet cstoredecisions.com

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Technology

Social Media

staff members, short interviews, etc. Live broadcasts can be a few minutes or longer,” Smith said. “We have done a few FB Lives this year, and they have been a great tool for driving awareness,” said David Heilbronner, director of brand strategy and advertising at Westboro, Mass.-based Cumberland Farms, which operates 562 c-stores. Some favorite features included its dispensed beverage category manager teaching coffee drink recipes and CEO Ari Haseotes talking about the chain’s annual Cups for Kids fundraiser. “We have found video and FB Lives to be very effective at driving a lot of impressions for specialized content,” he added. Artificial intelligence (AI) is another trend to consider. Smith recommended integrating a third-party chatbot tool on FB specifically to answer questions, such as location, hours, directions and so on. “We’re constantly looking at new technology and new tools to utilize with social, but most recently we implemented a FB Messenger Chatbot on our page,” said Jackson. “We believe that leveraging a chatbot will enhance that experience for (customers).” Dietrich agreed, “If you haven’t already implemented a chatbot…I would say that is something to consider for 2019.” The No. 2 trend according to Dietrich is nano and micro influencers. Influencer marketing continues to be a big trend among all social platforms, but in 2019 it’s no longer about big celebrity influencers but micro-influencers— those with under 10,000 followers but whose followers are really engaged; or nano influencers who may only have 500 followers, but if they say they’re going to Wawa, their fans follow suit. “Forward-thinking businesses understand customers want honesty and transparency. Influencers have pre-existing trust and affinity with their audiences,” Smith said.

BEST PRACTICES

MOST POPULAR PLATFORMS GEN Z SAY THEY USE: 85%

YouTube

72%

Instagram

69%

Snapchat

51%

Facebook

32%

Twitter

100

GEN Z SAY THEY USE MOST OFTEN: 32%

YouTube

15%

Instagram

35%

Snapchat Facebook Twitter

10%

3% 5

Source: Pew 0 Research5Center “Teens, 10Social Media 15 & Technology 20 2018”25

30 30

35 35

As algorithms on FB and Instagram have changed, engagement is now crucial. “You have to have engagement on your content to be seen,” Moore said. The more you engage, the more your content is visible. This means responding to customers and encouraging them to interact with you. Engagement or lack thereof can have ramiﬁcations all the way to store level. According to a study by Uberall, a location-marketing solution company, one-third of customers don’t return if a brand doesn’t respond to their review.

Regardless of which platform you’re using, Moore stressed quality over quantity. When it comes to best practices in quality, remember ‘the basics’ can take c-stores far. Before posting anything, Moore urged c-stores to decide the brand identity they want to convey, their target audience and their goals and objectives. Then use those basics to drive strategy. WHERE IS GEN Z? Especially on Instagram, don’t be afraid to take risks, Pew Research Center found Gen Z’s top three favorite Moore suggested. When it comes to success on Instagram, platforms are YouTube, Instagram and Snapchat. “If retailMoore predicted polished content that takes time to pro- ers have the resources to dedicate to building a presence duce as well as raw content that resonates on an authentic and community on Snapchat they should go for it, as it’s level with followers are most likely to succeed. She recom- certainly one of the potentially best ways to reach Gen Z,” mended offering deals via stories that followers can ﬁnd said Smith. Another option is to take short video and stoand access for a limited time, such as “First 100 custom- ries content from FB and Instagram and repurpose some of ers to store X get a free coffee with purchase.” Making use that content on YouTube to reach Gen Z. of hashtags, especially on Instagram gets eyes on creative. “I’ve seen some success with Snapchat, but not nearly 38 Convenience Store Decisions January 2019

36-42_Tech_Social Media.indd 38

cstoredecisions.com

1/9/19 10:50 AM

the success we see with other platforms,” said Moore. “Instagram direct messages have replaced a lot of Snapchat conversations. I have two teenage sons, who are Gen Z, and they’re all over Twitter. They don’t use Snapchat.” Dietrich said while Gen Z is less likely than other generations to be on FB, they do use FB messenger, opening an opportunity to reach them there.

DECISION MAKING All experts agree that trying to be on every platform on 2019 isn’t the best strategy. So what should c-stores do? “Get really good at two platforms and test a third,” Dietrich recommended. Once you decide on the two main platforms and the test platform, use a similar strategy for content: Pick two things to try on the platforms and do them really well, and then test a third. Her suggestions on what to choose include implementing a chatbot, partnering with an influencer, mastering stories on Instagram or conveying messages through 15-second videos. Smith recommended allocating an ad budget for social. “You simply must have a budget for FB and Instagram ads.

cstoredecisions.com

36-42_Tech_Social Media.indd 39

Possibly other social channels too. It doesn’t have to be a large budget. But, so long as you’re yielding positive ROI, you can increase the budget over time.” Amplify the reach of 15-second videos, specifically in the story ad format on FB and Instagram, she said. What’s more, include a call to action to drive visitors to a dedicated offer page on your website. Regardless of the platforms you choose, Moore recommended doing an audit of your platform. As platforms have made changes, certain tools and apps are no longer working, particularly on FB. “Clean up what you have on each platform.” Next, “define your presence.” Ensure your presentation from cover photo to calls to action reflect your brand. Third, consider ways to expand your organic reach, such as by partnering with other businesses to tap into adjacent communities and grow your reach. Lastly, Dietrich advised retailers to measure their work. “If it’s not working stop doing it. Focus on no more than three things. A lot of it comes down to trial and error. Test it out and see what works and what doesn’t because that’s the only way you’re going to know what’s best for your convenience store brand.”

January 2019 Convenience Store Decisions 39

1/8/19 3:49 PM

Technology

Social Media

SOCIAL SUBCATEGORY AWARDS

WHAT REVIEW AGGREGATORS AND PLATFORMS DO SHOPPERS MOST USE? 51%

Google Maps & Reviews Yelp Facebook Better Business Bureau TripAdvisor Instagram Angie’s List Yahoo Local Listings

15%

22%

BRAND RESPONSIVENESS AWARD

36% 35%

13% 13% 13%

Source: Recent Uberall survey of more than 1,000 consumers in the U.S.

SOCIAL MEDIA AWARDS

This year’s social media awards recognize an overall social media winner as well as winners in the subcategories of brand responsiveness, frequency of posts, creativity of content and level of engagement, all of which were considered within the overall award as well. The data and research for this year’s social media awards were created and supplied in part by Stuzo’s c-store digital rankings program. Stuzo is a provider of personalized predictive commerce solutions for fuel and c-store retailers. Stuzo examined the social media pages across FB, Instagram and Twitter for the top 100 c-stores (based on number of locations) between Jan. 1 and Dec. 1, 2018 and ranked each chain on a scale of ﬁve, with ﬁve being the top score.

BEST OVERALL SOCIAL MEDIA AWARD Chains were evaluated based on brand responsiveness, frequency of posts, creativity of content and level of engagement on FB, Instagram and Twitter. WINNER: Cumberland Farms, Score: 4.86 RUNNER UP: Wawa, Score: 4.4 Both Cumberland Farms and Wawa consistently posted creative content that resonated with their customer base, spurring engagement from fans and followers, which they responded to. “We try to keep things both varied and valuable on our social channels so we give people a reason to want to visit daily—just like we do in our stores,” said Cumberland Farms’ Heilbronner. “With social media engagement, you create an opportunity for people to talk about your store to their friends and family, which is something they might not do otherwise.” 40 Convenience Store Decisions January 2019

36-42_Tech_Social Media.indd 40

Brand responsiveness considered how chains used social media channels to connect with their audience, whether brands replied to customer comments and complaints and how often, and whether they were using personalized or standardized messages in communications. It also examined whether brands posted polls or sweepstakes to further engage its consumers. WINNER: United Dairy Farmers (UDF), Score: 4.9 United Dairy Farmers replied to customer comments and concerns consistently. RUNNER UP: Cumberland Farms, Score: 4.88 Consumers engaged with the brand answering questions, commenting on posts and stating concerns, and Cumberland responded consistently. “We know that increasingly, consumers are turning to social media for customer service,” said Cumberland Farms’ Heilbronner. “We have a team dedicated to being responsive to customers there because, more often than not, people just want to be heard.” He added, “By taking the time to reply when they comment, we are showing them that we care which inspires them to keep commenting.”

FREQUENCY OF POSTS AWARD Frequency of posts looked at how often chains are posting to FB, Instagram and Twitter. WINNER: MAPCO, Score: 5 MAPCO posted daily on FB and Twitter, and every other day on Instagram, often promoting its rewards program and other promotions. RUNNER UP: QuikTrip, Score: 4.98 QuikTrip engaged customers by posting entertaining content and product offerings frequently across channels.

CREATIVITY OF CONTENT AWARD Creativity of content examined whether a chain promoted loyalty promotions and app promotions, the overall level of creativity in the content, including use of various forms of media such as video, photos, gifs and graphics. Video received a special focus and considered the diversity of video content (animated videos, Live videos, educational content etc.). WINNER: Cumberland Farms, Score: 5 Cumberland Farms posted interactive polls, funny videos, images of seasonal products, among a range of content that is fun, humorous and valuable to its consumers. RUNNER UP: UDF, Score: 4.5 UDF’s content included images of its ice cream ﬂavors with fun and clever captions, as well as loyalty and mobile app promotions.

LEVEL OF ENGAGEMENT AWARD Level of Engagement considered use of social media cstoredecisions.com

1/9/19 10:50 AM

The convenience store industry’s young executives and next-generation leaders face unique challenges as they grow their businesses in the fast-paced, competitive convenience store market. The National Advisory Group’s (NAG) Young Executives Organization (YEO) was formed specifically to addresses these challenges and help the industry’s leaders of tomorrow identify solutions with others in their age group. YEO exists to serve as an effective conduit for getting young professionals more involved and prepared for leadership positions both in their companies and in the broader convenience store industry. Convenience store companies must identify their next-generation leaders and groom them for management positions. This is where YEO can help. YEO membership offers next-generation leaders a network of other young leaders in similar positions. The group meets twice annually at an annual roundtable in the spring and the NAG Conference in September.

For information on joining YEO or NAG, contact NAG Executive Director John Lofstock at jlofstock@csdecisions.com. THANK YOU TO OUR 2019 SPONSORS:

YEO_NAG_2018_7.18.indd 1

1/8/19 3:55 PM

Technology

Social Media

channels and how they are inspiring customers to engage with the brand. WINNER: Wawa, Score: 5 Wawa not only has a large following compared to other chains with the same number of locations, but its consumers are extremely engaged liking, commenting and sharing Wawa’s content. RUNNER UP: Kwik Trip and Sheetz tied, Score: 4.9 Kwik Trip is highly engaged with its consumers, sharing and commenting. Kwik Trip’s retweets and comments are amusing and receive numerous likes and retweets. Sheetz Exxon’s Speed-pass+ app was rated highest among c-store moposts original, relevant content that resonates with fans bile apps because of its easy-to-use interface as well as loyalty who are engaged across all channels liking and sharing and payment integration. Sheetz content. CSD spoke with Kwik Trip’s Jackson about the chain’s Twitter presence. “There’s been a big shift in the content we MasterPass and Samsung Pay. The app can also be linked place on Twitter over the last year, which has resulted in a to a checking account. dramatic increase in engagement for us,” he said. “We’ve “The app enables customers to authorize a pump for pushed our focus toward authentic content from our fans payment through the use of cloud-based technology, which rather than some does not require waving or tapping the phone at a pump or of the professional payment device,” said Sarah Nordin, media relations adviand promotional sor of public & government affairs for Exxon Mobil Corp. content you see “A customer can authorize a pump for payment from within on a lot of other the comfort of a parked car.” channels.” Kwik Trip real- MOBILE SUBCATEGORY AWARDS ized its fans were MOBILE PAYMENT AWARD already creating great content and it just need to amplify Criteria considered payment options and ease of use for it. “This shift has really resonated with our fans because it’s payment at the pump and in store. humorous content coming from fans just like themselves WINNER: Sunoco, Score: 3 and they can relate to it,” he said. Sunoco’s recently-launched app allows customers to pay both at the pump and in store. Consumers can link their debit or credit card, Sunoco Rewards credit card, a Sunoco gift card or pay via Apple or Android Pay. Users can also With digital media becoming a bigger focus in 2019, apply for a Sunoco credit card via the app. CSD chose to also recognize mobile apps with data provided by Stuzo. The app awards recognize an overall winner MOBILE ORDERING AWARD as well as winners in the subcategories of payment, loyalty Criteria included ease of use, food tracking, delivery, and mobile ordering, all of which were considered within pick up in store and personalization, as well as user experithe overall award as well. Brands were again scored on a ence and interface. scale of five with five being the highest score. WINNER: 7-Eleven, Score: 2.75 7-Eleven offers a separate app, 7NOW, which offers mobile ordering. Customers can order 7-Eleven c-store BEST OVERALL MOBILE COMMERCE AWARD This award considered average app store rating, down- items and have them delivered. loads compared to store size, when the app was last updated as well as loyalty, payment and ordering integration. MOBILE LOYALTY PROGRAM AWARD WINNER: Exxon, Score: 3.34 This award considered program mechanics, user experiExxon’s Speedpass+ app offers an easy-to-use interface. ence and interface, personalization and ease of use. Consumers can manage and redeem rewards points, find WINNER: Speedway, Score: 4.75 stations and pay for fuel at the pump via the app, at more Speedway customers can monitor points earned and than 11,000 Exxon or Mobil-branded retail stations across store their rewards card, digital gift cards and coupons the U.S. The app currently accepts all major credit and debit in the Speedy Wallet within the Speedway App, for ease cards, ExxonMobil Smart Card, Apple Pay, Google Pay, of use. CSD

MOBILE APP AWARDS

42 Convenience Store Decisions January 2019

36-42_Tech_Social Media.indd 42

cstoredecisions.com

1/8/19 3:49 PM

SAVE THE DATE

NAG 2019

GET READY FOR

The National Advisory Group (NAG) is an association of small to mid-size and family-owned chains and the executives that run them. This group convenes at an annual conference to exchange ideas with the motivation to improve their business performance and ultimately their bottom line.

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September 8th thru 11th

The setting of this conference encourages an extremely educational, yet highly social environment. The schedule consists of top notch speakers, retail information exchanges, opportunities to address burning issues within your business, a chance to get to know your peers in similar size operations and much more! For more information: RETAILERS should contact John Lofstock at 201.321.5642 jlofstock@csdecisions.com SUPPLIERS should contact John Petersen at 440.250.1583 info@nagconvenience.com

2019

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Operations

Fuel

Staying Current on EVs It’s too early to speculate if General Motors’ decision to kill the Volt will shock the EV industry at all. By Howard Riell, Associate Editor

eneral Motor’s decision in late November 2018 to cease production of the Chevrolet Volt in 2019 was driven by what some see as U.S. consumers’ latest preference for larger vehicles— spurred by lower gas prices. Arguably, the company’s ﬁrst massmarket plug-in hybrid helped push the whole industry toward a more complete electric vehicle (EV) outlook, but now with the Volt’s termination, it raises the question about how committed major automakers will be to furthering their EV agendas. Considering how closely the convenience industry has followed the progress of the EV industry during the last few years, it remains to be seen if GM’s plan is just a bump in the road for

EV development, or something bigger. Dave Crawford, president of Crawford Oil Inc., which operates the Green Valley Grocery convenience chain in Las Vegas, rejects the premise that GM’s decision was driven primarily by lower gas prices. “GM is struggling as a company,” Crawford said. “I think their decision is based more on cutting costs internally, and their cars not competing well in those market segments. No one is going to say that at GMC; they are going to blame it on lower prices or something.” John Eichberger, executive director of the Alexandria, Va.-based Fuels Institute, a nonprofit dedicated to evaluating issues affecting the vehicles and fuels markets, also questioned whether low gas prices have driven

Fast Facts: » The Chevrolet Volt helped push the whole industry toward a more complete EV outlook. » Though production of EV is incremental, there’s still a need for charging station infrastructure. » States like California, Oregon, Washington and Maryland are pursuing a major expansion of charging stations for reducing fossil fuel consumption. 44 Convenience Store Decisions January 2019

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consumers to buy larger vehicles. “While there is a loose correlation between the two, there is absolutely no conclusion that there is a causal relationship,” Eichberger said. “People buy the vehicles they need, want and can afford. They do not buy big vehicles simply because fuel prices have been low, and they don’t downsize to small compacts when prices go up. This is a myth that the media loves to promote that is not borne by the data.”

CRITICAL INFRASTRUCTURE Retailers must, of course, pay attention to the trends in order to capitalize on opportunities. EVs are not going to dominate the market for decades to come, even if sales continue to grow at aggressive rates, Eichberger predicted. However, those on the road require charging. “That said, infrastructure to recharge EVs is critical, and there are many funding opportunities to help retailers install equipment,” he added. “These opportunities will not survive forever, so retailers interested in servicing all customers, including those with EVs, should pay attention to grants that might defray their investment costs.” The use of electric vehicles will expand faster in some regions than cstoredecisions.com

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in others, Crawford said. “I think you are going to see segments throughout the country where electric vehicles do really well,” he predicted, “and some segments where they struggle until the technology catches up. If you look at Nevada’s political climate, we’ve got tons of tech money coming into the state. We’ve got Tesla building batteries here. I think Nevada, in particular, is going to see a decent influx of electric vehicles.”

TAKING CREDIT

for GM, which hit 200,000 total electric vehicles sold in the U.S. by the end of 2018, reaching a threshold that triggers a phase-out of a $7,500 federal tax credit over the next 15 months. Indeed, Nevada’s outgoing governor, Brian Sandoval, worked to assemble an electric vehicle charging network throughout the state to enable those with EVs to drive, effectively, anywhere. “People who are thinking a little bit more long-term on fuel pricing are still going to make those decisions, and it’s going to continue,” Crawford said. “It might slow the rate of growth, but it’s still a growing category.” Crawford pointed out that people he knows who own electric cars use them only for local driving, such as to and from work. “When they have to go on a road trip they rent a gas car and take that because they don’t want to have to deal with the (recharging) headache. My guess is that 90% of their charging is going to happen at their residence.” The time it takes to recharge also poses a challenge for invested retailers, Crawford said. “Convenience stores are going to have to change our outlook if we plan on getting those customers. It’s not gas and go; you are going to sit there for an hour,” Crawford said. “That is not to say those guys still don’t want a cup of coffee and a 12-pack of beer or something on their way back from work, but it’s going to be a negative thing on the c-store business if we have to adapt to it.”

Tesla recently announced it is cutting its car prices in the U.S. by $2,000 to combat a cut in a federal tax credit for its buyers. Tesla triggered the tax credit phaseout in July when it became the first car maker in the U.S. to sell more than 200,000 plug-in vehicles. The gov- BASIC ECONOMICS ernment designed the credit to be “The simple truth is that convephased out for each automaker once nience retailers sell products that it reaches that milestone. consumers want to buy, whether it Before that benchmark, Tesla buyers be fuel or food or any other product,” were entitled to a tax credit of $7,500 explained Paige Anderson, director of for purchasing a plug-in electric car. government relations for the National But as of Jan. 1, 2019 Tesla buyers Association of Convenience Stores will only get half that credit, or $3,750, (NACS). “It really is the basic economic for the next six months. The credit principle of demand and supply.” falls to $1,875 in July, and then disConvenience and fuel retailers are appears in 2020. The same holds true nimble, and regularly adapt to market cstoredecisions.com

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changes, Anderson continued, and will continue to do so. “Some retailers have been pairing up with other car manufacturers, such as Nissan and Tesla, to install charging stations at their stores,” Anderson said. “If they have the room and it makes business sense to devote that space to charging infrastructure, they will do so.” Even before GM’s announcement, demand for electric vehicles had not been as high as one would have assumed, Anderson maintained. “Yes, in some geographic regions sales of EVs have increased incrementally, but nationwide there has not been a huge demand.” Part of the reason has been low gas prices, she conceded, but there are also other consumer concerns such as cost of the vehicles themselves, range anxiety regarding battery charging, the length of time to charge a vehicle, and high electricity costs in some areas of the country. Several other car manufacturers are still investing in alternative fuel technology, including EVs, and will continue production of hybrids, Anderson said. “Hybrids have become more affordable and comparable to traditional vehicles, and come in all sizes and types of vehicles, including SUVs and cross-over vehicles,” Anderson said. While consumer demand may be slow, government regulatory and legislative efforts at the state, local and federal levels are aggressively pushing for EVs, and that effort will only continue to grow, Anderson suggested. States like California, Oregon, Washington and Maryland are pursuing a major expansion of EV-charging stations and infrastructure, incentives and mandates aimed at reducing fossil fuel consumption. “It is vital that the convenience industry engage at all levels of government to ensure that the market drives technology, rather than the government picking winners and losers of a particular type of fuel or vehicle,” Anderson said. CSD January 2019 Convenience Store Decisions 45

1/8/19 3:40 PM

LEADERS IN CONVENIENCE / Introduction

Forging a Forward Path As disruption grows, strong supplier partnerships become vital. By CSD Staff

n 2019 numerous supplier companies are lighting the way with exciting innovations, foodservice solutions, trendy flavors and more. Leaders, of course, don’t just sprint down the road alone. They bring others along with them as they point out the way forward. Convenience store and supplier partners have the opportunity to lead together, piloting new programs and testing new products. Consumer perception of ‘convenience’ is changing and c-stores have an opportunity to lead that change by embracing it and driving it forward. The alternative is getting left behind.

DISRUPTIVE AGE As technological evolution speeds up, we’re going to see innovation happening at an increasingly faster clip. But with great innovation comes great disruption. Disruption came crashing in a while ago and it’s not leaving any time soon. Channels continue to blur and customers are shopping online more frequently. AmazonGo is changing how people think about checking out. Other businesses are adding their own frictionless checkout solutions. AmazonNow, Instacart and goPuff, among other apps are bringing groceries and convenience items to customers’ doorsteps within hours. Customers can increasingly order ahead for groceries or pay with a mobile app. And, just wait until robotics become the standard. In this age of disruption, strong supplier partnerships have never been more crucial—especially with the rush of innovation that’s impacting merchandising categories. As c-stores

A successful relationship is one that benefits both parties even when they can have competing demands. Make sure you are getting the most out of your partnerships with suppliers by having clarity around what you need. Supplier partners can keep retailers up to date on the latest foodservice trends, explain the newest technological advancements available and share data that can help you make better decisions. More importantly, they can

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look to make strategic decisions to compete among the Amazons and the Walmarts of the world, it’s their suppliers who can help them find the next innovation to keep their business adapting through the latest wave of change.

SUPPLIER BASE

also help you brainstorm solutions unique to your business. Together with suppliers and wholesalers c-stores can grab hold of the narrative and actively reshape convenience. Will the future of convenience involve self-checkout or no checkout? Will it involve electric charging stations, sit down dinner or one-hour delivery? Or more likely it’s something that doesn’t even exist yet. The answer will be different for every operator. On the pages that follow, a number of industry leading suppliers and wholesalers present a range of products, solutions and services that can help you take your business to the next level. If something catches your eye, reach out and start a conversation. It could be that phone call that changes your business for the better.

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LEADERS IN CONVENIENCE / ADD Systems

ADD Systems

DD Systems ® software helps you spend less time on administrative tasks and more time providing a great customer experience and improving your financial position. Designed in concert with our trusted client advisors from top industry chains, ADD Systems software exempliﬁes a modern convenience store application, with unprecedented efficiency and visibility into your operation, tighter management of merchandise and fuel, and efﬁcient data access, when and where you need it.

Business Intelligence (BI) Save time and money by getting customizable, timely reports with actionable information. No need to weed through pages of output because these reports can be driven by exception to contain only informa-

tion that needs your attention. New Dashboards and Scorecards with relevant KPI’s give an accurate, quickly consumable snapshot of store activity. And all reports can be pushed out automatically.

Inventory Management Minimize shrink by scanning at the POS, scanning store invoices, and taking full advantage of a centralized price book. Reduce out-of-stocks by implementing strong inventory controls and using picture-based shelf tags for effective planogram management.

Labor Utilization Reduce labor expense through better stafﬁng decisions. Understand your trafﬁc and transaction trends with simple graphical reports.

Category Management Maximize sales using store trafﬁc to understand customer shopping. Our BI-driven, analytical reports provide a precise view of sales velocity, which helps you meet customer demand and manage vendor purchases. With this information, you can implement highly effective promotions, like mixand-match and combos, to drive larger basket sizes.

Scan Data Benefits Automatically submit cigarette scan data to take advantage of financial incentives.

Wholesale Efficiency Automatically send scheduled wholesale price quotes based on cost-plus, percentage or customer contracts. Deliver proﬁtable wholesale loads with accurate margins that incorporate “best buy” logic for vendors, terminals and freight. Expedite dealer network processing by importing fuel sales from your gas station dealer network and credit card receipts from your major oil company processors for quick reconciliation and settlement. Manage a host of dealer commission structures efﬁciently and automatically. Built with over 45 years of experience in the c-store industry, ADD Systems helps retailers save time and improve profitability. Compete with the advantage of ADD Systems.

About ADD Systems Since 1973, Advanced Digital Data® has worked hand-in-hand with clients throughout the U.S. and Canada to understand the needs of the convenience store, wholesale petroleum, propane, home heating oil, HVAC, and lubricant industries. Our goal has always been to develop the best software solutions that exceed the needs of our clients, today and tomorrow. ADD Systems is more than a software provider, we are a true partner, committed to client success. 48 Convenience Store Decisions January 2019

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ADD Systems

6 Laurel Drive Flanders, NJ 07836 P: 800-922-0972 F: 973-252-3803 E: info@addsys.com W: www.addsys.com cstoredecisions.com

1/7/19 8:25 AM

LEADERS IN CONVENIENCE / Belanger, Inc.

Belanger, Inc.

hy settle for just convenience and fuel sales when you can also capitalize on the profitable CAR WASH market? In the United States alone, over 8 million cars are washed each day.* You already have the captive customer trafﬁc—now MAXIMIZE YOUR PROFITS and turn your business into a complete destination, offering the latest in advanced car washing.

ward-thinking engineers to deliver powerful cleaning performance while minimizing downtime and expensive maintenance for c-store owners. It’s a win-win for both you and your customers.

MAXIMIZE YOUR PROFITS Belanger, Inc. can help you maximize your profits while minimizing maintenance with its complete line of industry-leading car wash systems. ATTRACT CUSTOMERS LIKE From their new CUBE ™ 3-wheel A BEACON soft touch automatic to their workMany of Belanger’s innovative wash horse touchless in-bay automatics to systems come with LED-illuminated their game-changing SpinLite® tunnel components that actively market your wash system, Belanger manufactures wash. These color-changing systems appealing equipment that attracts cus- command attention and increase your tomers and puts them at ease, so they wash’s volume capability by drawing customers in from the street and from come back again and again. your pumps. • New Cube™ 3-wheel (soft-touch automatic) • Kondor ® 1 or 2-arm (touchless automatic) • Saber ® 1 or 2-arm (touchless automatic) • Freestyler 5-wheel (soft-touch automatic) • SpinLite ® illuminated tunnel system Belanger’s car wash equipment is designed by the industry’s most for-

SUPPORT Need a repair or a replacement part? You can depend on Belanger’s nationwide network of over 120 certiﬁed distributors to respond quickly and keep your revenue ﬂowing.

LET US HELP YOU Belanger, Inc. has consistently helped the car wash industry evolve with patented equipment innovations that provide noticeably superior car washing results. So set your business apart and let our knowledgeable car wash experts design a plan that works for you. Contact us today for a site assessment. *Source: Statistic Brain

About Belanger, Inc.

Founded in 1969, Belanger, Inc. has long been respected as the industry leader in quality car wash manufacturing. Pioneering the first equipment designed specifically for cloth car washes, today Belanger offers an extensive line of unmatched vehicle wash systems, products, and components that deliver unparalleled value, performance, and investment opportunity. cstoredecisions.com

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Belanger, Inc. 1001 Doheny Court Northville, MI 48167 Brandon’s Cell: 248-640-0478 E: Bfrick@belangerinc.com W: www.Belangerinc.com January 2019 Convenience Store Decisions 49

1/7/19 8:26 AM

LEADERS IN CONVENIENCE / blu

blu

lu, a leader in the e-vapor category and trusted consumer choice, recently introduced the first line extension to its myblu ™ product range with their myblu INTENSE ™ Nicotine Salt Liquidpods. After successful sales online and at vape shops, blu brought this esteemed line to retailers around the country—and the response has been phenomenal. myblu INTENSE ™ Nicotine Salt Liquidpods are pre-filled pods for

use with the myblu device that feature its p ro p r i e t a r y e - l i q u i d blend with Pyrisalt ™ nicotine salt—providing a smooth and fullysatisfying experience that adult smokers are looking for. The myblu INTENSE line was introduced with five flavors that are offered in both 2.5% and 4% nicotine options. These include Honeymoon, a rich honey flavor with light exhales of creamy milk; Neon Dream, a fruity and creamy blend to light up your senses; Citra Zing, a taste of citrus; Melon Time, a refreshing flavor of ripe, juicy fruit; Tobacco Chill, a cooling take on classic tobacco flavor. Throughout Q1 2019, blu will proactively roll out two additional flavors to their myblu INTENSE line, both of which will be available in 3.6% and 2.4% nicotine options. The Mint-Sation Liquidpods will offer more than just your typical ‘mint’ flavor, featuring the taste of fresh peppermint blended with subtle undertones of spearmint that make

this aromatic vape nothing short of sensational. Tobacco Liquidpods will deliver a more complex taste for the traditionals out there, with an authentic blend that fuses roasted tobacco flavor with nutty notes and a slight oaky finish. The myblu device is loved for its ability to give adult consumers the freedom to make their own choice. blu’s line extension offers choices equal or greater to all competitors in every taste segment, whether they’re looking for fresh, earthy, fruity, or savory options.

About blu blu a leader of electronic cigarettes. Launched in 2009 with consumer satisfaction at the heart of everything they do and the ambition to be the best, blu does more than offer high quality vapor products. The brand works carefully to truly satisfy its customers, designing products for the adult consumer in a variety of disposable and rechargeable form factors and flavors. blu is available online and in stores in the four largest vapor markets worldwide: USA, UK, France, Italy. 50 Convenience Store Decisions January 2019

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blu

1100 South Tryon Street, Suite 300 Charlotte, NC 28203 P: 1-888-207-4588 W: www.blu.com cstoredecisions.com

1/7/19 8:47 AM

LEADERS IN CONVENIENCE / Cheyenne International, LLC.

Cheyenne International, LLC

or nearly two decades, Cheyenne International has grown and evolved from a small tobacco start-up, to what they commonly call themselves: The Best Small Tobacco Company in America. Cheyenne’s continued commitment to wholesale and retail customers is reﬂected in the four pillars of excellence from which the company operates: partnership, quality, compliance and success.

What Customers Think of Cheyenne While Cheyenne has always been at the forefront of the OTP category, its reputation as a leader in the industry is stronger than ever going into 2019. In a recent survey of Cheyenne’s retail and wholesale the competition. On the wholesale customers, 69% of retail and 90% of side, 62% of customer respondents wholesale respondents say they have think working with Cheyenne is betexcellent engagement with Cheyenne ter than working with the competition. employees from sales to account- To put it bluntly, Cheyenne is a great ing to customer service. When manufacturer who is easy to do busiasked about their satisfaction with ness with and stays ahead of other Cheyenne product launches, 86% of manufacturers in the marketplace. retail and 95% of wholesale respondents were satisfied or extremely Brands That Make Sense satisﬁed. What’s most impressive is For a retailer, there are many chalthe way that Cheyenne is perceived lenges to tackle on a daily basis. At against its competition in the mar- Cheyenne International, the company ketplace. The same customer survey believes in making business simple. showed that over half of Cheyenne’s The sentiment applies to their brands retail customers said working with as well. Cheyenne designs brands that Cheyenne is better than working with stand apart from the competition and

create real profits for retailers. Backed by great merchandising tools and effective adult consumer marketing, the fact that Cheyenne is a small business makes them just that much easier to work with. One of the biggest growths the company has seen is in the Cheyenne Cigar brand. The tobacco blend is expertly crafted with the finest cigar tobaccos to make an experience unlike any other. While taste is important, Cheyenne stops at nothing to ensure its product quality is the best it can be, ensuring profitable products each and every time they’re scanned through a store register.

About Cheyenne International, LLC

Cheyenne International, LLC is a full-line tobacco product manufacturer with a focus on creating valuable customer partnerships and producing high-quality products at a fair price. Located in North Carolina, the heart of American tobacco country, Cheyenne International prides itself on delivering profitable, market-leading brands that meet the demands of adult consumers. Learn more at www.cheyenneintl.com. cstoredecisions.com

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Cheyenne International, LLC Toll Free 1-866-254-6975 contactus@cheyenneintl.com

January 2019 Convenience Store Decisions 51

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LEADERS IN CONVENIENCE / Core-Mark International

Core-Mark International CATEGORY INNOVATION: Vendor Consolidation Initiative (VCI) The objective is to build a supply chain that focuses on maximizing value to our Retail Partners and ultimately the customer. VCI will help save time and money. It also creates a platform for new concepts, such as Fresh (fruit, fresh sandwiches and salads, dairy, and meat), that will enhance the Retailer’s offering to consumers, separate them from competition, and increase sales with higher basket rings.

FRESH Core-Mark offers a comprehensive platform and delivery model to enable the delivery of fresh foods to customers. Our state-of-the-art supply chain that features refrigerated docks and our fleet of tri-temperature trailers

built speciﬁcally for delivery to convenience stores. Whether it is grab-and go or made-to-order, Core-Mark offers a variety of products and programs that appeal to customers who are demanding convenient, healthier meal and snacking options such as salads, sandwiches, wraps and cut fruit.

is designed specifically for customers who want to use in-depth analysis and category management to optimize their entire store. The completed analysis is translated into a full scale customized marketing plan.

FOODSERVICE Convenience store foodservice options are continuing to evolve beyond the microwave. Today, more retailers are offering full-service foodservice programs, from pizza to fried chicken and other made to order concepts. Freshly prepared food that can satisfy any craving is becoming much more commonplace, and Core-Mark delivers with proprietary brands such as: Basilio’s Pizza, BirdShack fried chicken. Arcadia Bay Select Coffee and Arcadia Bay Bakery, and other select brands supporting Food Service.

FOCUSED MARKETING INITIATIVE: With Focused Marketing, our goal is to take Category Management to the next level and to drive higher sales and proﬁts for our retailers. FMI

TECHNOLOGY Core-Mark offers a full array of technology solutions designed to help grow and manage your business. Through our enhanced ordering options and user platform, you will be on the cutting edge of technology, wherever that road may lead. Our updated platform was designed and created to ensure upgrade ability as technology changes and the needs of your business evolve.

About Core-Mark International

Core-Mark’s marketing approach is keenly focused on the consumer, recognizing the critical need to deliver relevant and appealing offers at the point of purchase. Core-Mark offers our Retailers marketing programs in every key category: Fresh, Foodservice, Core Categories, General Merchandise, Health & Beauty and Tobacco. Major Services: Fresh Foods, Foodservice, Produce, Dairy Products, Fresh Bakery, Alcoholic and Non-Alcoholic Beverages, Candy, Snacks, General Merchandise, Novelty Products, Snacks, Groceries, Tobacco Products, Health & Beauty Care and Automotive Products. 52 Convenience Store Decisions January 2019

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Core-Mark International 395 Oyster Point Blvd., Ste 415 San Francisco, CA 94080 P: 650-589-9445 E: SalesandMarketing@core-mark.com W: www.core-mark.com

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LEADERS IN CONVENIENCE / E-Alternative Solutions, LLC

E-Alternative Solutions, LLC

-Alternative Solutions (EAS) is an independent, family-owned provider of electronic alternatives to cigarettes. Our satisfying vapor products are research-tested, U.S. made (with domestic and imported ingredients), and marketed only to adult smokers.

Meeting Consumer & Category Demand This year, EAS introduces the Leap™ brand, with innovative products that utilize nicotine-salts based e-liquids to take adults users beyond smoking. Leap features ﬂavors that are distinctly developed for mature palates, and offers a sophisticated design, more powerful battery, and higher capacity e-liquid pods than the leading competitor. Leap is available in rechargeable and disposable models. Each offers a wide range of e-liquid flavors and three nicotine levels—including zeronicotine options—so adult consumers can experience unique, customizable satisfaction.

We also continue to market and sell Cue® Vapor System, a favorite among smokers seeking a sub-ohm system to satisfy their needs.

Putting Our Partners First Our team of experienced sales and trade marketing professionals brings exceptional value to each and every relationship through best-in-class margins, and a suite of category man- the rapidly evolving regulatory landagement, marketing, and regulatory scape, EAS executives are frequently sought to speak on the complex legal education initiatives. We bring decades of collective expe- issues facing the industry, including rience—and an intimate understanding topics like responsible marketing pracof tobacco industry shortfalls—to tices, understanding and meeting U.S. design programs that can be custom- Food and Drug Administration (FDA) ized to business models and consumer requirements and how to navigate a bases. Leap is only the latest exam- plethora of state laws regarding the ple of this commitment to innovation, vapor category. to category growth, and to ultimately ensuring our distribution and retail part- A World Beyond Smoking ners achieve outstanding results. With EAS, smokers and retailers alike have a partner they can trust: EAS Shaping the Regulatory Scene offers powerful, satisfying products that EAS has undertaken a leadership are always available with or without role in the creation of sensible indus- nicotine, from an independent, famtry standards and regulations, helping ily-owned company who makes all of to formulate the Vapor Technology its e-liquids right here in the U.S. with Association (VTA) marketing stan- domestic and imported ingredients. We deliver satisfaction. We are dards. Our work on the VTA Board of Directors advances the interests of shaping responsible industry regulathe industry’s manufacturers, whole- tion. And we are committed to leading salers, small business owners, and everyone – from smokers and retailers, to competitors and regulators–into the entrepreneurs. Widely considered authorities on promise of A World Beyond Smoking.

About E-Alternative Solutions, LLC

Founded in 2014, E-Alternative Solutions (EAS) develops, markets and distributes vaping products for adult smokers. Our product portfolio includes Leap™ Vapor and Cue® Vapor System. Our business pillars of understanding the marketplace, putting our partners first, and providing reliable regulatory analysis have positioned us as a respected leader in the vaping industry. 54 Convenience Store Decisions January 2019

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E-Alternative Solutions, LLC 20 Thorndal Circle Darien, CT 06820 P: 877-373-0069 W: Retail.EAlternativeSolutions.com

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1/7/19 8:28 AM

LEADERS IN CONVENIENCE / Forte Products

Forte Products FORECOURT AMENITIES Forte Products is a leading supplier of Forecourt amenities to the fuel and C-Store markets. Our company is focused and dedicated to design and engineer products that can be used in multiple applications, fit for different environments and that offer a great ROI because of their strength and durability. We offer a variety of waste/windshield service centers that provide operators with efﬁcient and long- term solutions to service their customers conveniently and affordably. Waste/W indshield Service Centers provided by Forte are convenient, accessible and full-service. They are ready-to-use equipment, enhance brand image, make forecourts more attractive, require minimum installation and labor, and are reliable and long lasting. When looking for a great valet unit to complement your forecourt, choose one of the many options that Forte offers which include the Contour ™ All-In-One Waste/Windshield Service Center, Sidekick™ Waste/Windshield Center and the Two-Fold™ Pole Mount Windshield Center.

eye level so they can connect with customers and generate greater interest and more sales. The variety of shapes and sizes of our displays can help you to make the best use of all areas around the store and never waste a valuable inch of “lost” spaces that sometimes are hard to ﬁll.

DISPLAY MERCHANDISERS

RECYCLE BINS

Forte offers a unique line of perThe C-Store market is quickly catchmanent displays to assist operators ing up to sustainable initiatives and in implementing convenient and suc- programs that contribute to a betcessful merchandising programs to ter environment. Recycle Bins are a transform simple environments into basic, yet indispensable item powerful buying zones. Our mer- that mark the beginning chandisers maximize valuable store of a solid and continuspace, improve product visibility, ous recycling program. increase retail value proposition and They are usually the promote impulse buying to generate first indication at any bigger sales. site that recycling takes Merchandising starts at the front place there and strongly door and the impact created with encourage visitors to your products display strengthens a properly dispose of their customer’s decision to walk into your recyclable waste. store. Since its introduction to the marForte’s bins are a simple and effiket seven years ago, Forte’s U-Link™ cient way to recycle. They are easy to Merchandiser has become one of the set up, have an ergonomic reach with most requested items for outdoor mer- highly visible openings, are marked chandising in C-stores. It is the most with clear-to-spot graphics, have a ideal storefront display to showcase distinctive shape and design that add a variety of items such as water cases, appeal to surroundings, and can be windshield fluid bottles, wood logs and customized with different colors and graphics. We offer four (4) recycle bin many other seasonal products. Forte’s displays move your prod- models with different volume capacity ucts off the floor and raise them to and size to cater to your requirements.

About Forte Products

Forte Products is a leading US manufacturer of plastic fixtures and components for the retail and OEM markets. Our products are used in a variety of applications and within a wide range of industries that include the C-Store, Food Service, Grocery, Mass Merchandisers, and many more. Our company is headquartered in Kansas City, MO with manufacturing plants in Farmington, MO; Cherryvale, KS and Burlington, KS. We are brand image approved by most major fuel marketers as well as preferred supplier to large and smaller C-Store chains nationwide. cstoredecisions.com

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Forte Products 4801 Main Street Kansas City, MO 64112 P: 816-741-3000 816-813-3337 E: dhimes@forteproducts.com W: www.forteproducts.com January 2019 Convenience Store Decisions 55

1/7/19 8:49 AM

LEADERS IN CONVENIENCE / Home Market Foods

Home Market Foods

ROW YOUR FOODSERVICE business with quality products from Home Market Foods.

RollerBites

Bold! Different! Better! Bursting with flavor and packed with protein, RollerBites offer the perfect on-thego meal or snack. NEW! Fire Grilled Cheeseburger RollerBites lock in that juicy, homegrilled ﬂavor. Made with today’s cult status flavors, like Ghost Pepper, Bacon, Triple Chile, and Spicy TexMex Chili. Seasoned all-white Chicken RollerBites, offered in a variety of bold ﬂavors, have more protein than any other chicken product on the grill. Try the popular NEW! Nashville Hot Chicken and the best-selling, crowd pleasing Cheesy Buffalo Ranch Chicken! Savory Breakfast varieties

Lette • PC LAM DESIGN • 06.04.15

combine hearty eggs, sausage and cheese for a delicious breakfast on the run.

Eisenberg®

Beef Frankfurters have a long tradition of quality since 1929. Eisenberg franks are an experience your customers won’t soon forget. Great tasting, minimally processed products with an authentic, natural taste—that’s the Eisenberg way.

Bahama Mama®

Premium sausages provide all-day snacking solutions in a variety of delicious ﬂavors to satisfy hearty appetites. Made from high quality cuts of beef and pork, no ﬁllers, and 100% cheddar cheese.

Cooked Perfect®

Cooked Perfect Chicken Fries and Chicken Bites are sure to heat up your hot case sales. Made from tender, juicy all-white meat chicken, loaded with flavor, and packed with protein. Our NEW! Chicken Fries are a hot-trending menu item that customers want to try. Grab N’ Go containers included in every case. Premium Cooked Perfect meal builders will elevate your foodservice offering with the #1 brand of Meatballs in the country, Shaved Steak, Pulled Pork, and our NEW! Fire Grilled Chicken Chunks. All are seasoned just right and cooked to perfection. Bring quality to your customers with ingredients from Cooked Perfect—the —the possibilities are endless!

About Home Market Foods Home Market Foods has been creating delicious food products since 1957 using authentic recipes and the finest quality ingredients. Our innovative, forward-thinking culinary team leads the industry with a commitment to providing craveable products for today’s discerning consumers. With safety as our mantra and quality at our core, we are your go-to provider for all things “delicious.”

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Home Market Foods 140 Morgan Drive Norwood, MA 02062 P: 800-367-8325 781-948-1500, Ext 529 E: sales@homemarketfoods.com W: www.homemarketfoods.com cstoredecisions.com

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LEADERS IN CONVENIENCE / Hoshizaki America, Inc.

Hoshizaki America, Inc.

he process of making ice may seem straightforward— just freeze water—but these days not all ice is the same. Hoshizaki’s equipment is designed so that ice is made on both sides of a stainless-steel evaporator, allowing it to produce twice as much ice using the same amount of energy as machines that run water over a grid of cells to make ice, a more common process in ice machines. Because Hoshizaki’s machines produce more ice in every batch, it has to cycle less often to replenish its ice. As a result, Hoshizaki’s ice machines have 15 percent less overall energy consumption compared to most competing brands and the use of materials such as stainless-steel means its machines will maintain that efficient output much longer. This

push for greater energy efficiency has earned Hoshizaki recognition from the manufacturing industry, including a Kitchen Innovation Award from the National Restaurant Show and Energy Star Partner of the Year awards for the last 7 years. While the company develops machines that produce new ice shapes, it also continues to launch new refrigeration products including back bar equipment, direct draw refrigerators, bottle coolers, glass door merchandisers, and the new Steelheart Refrigeration Series. This new line has the features operators want without the complicated frills that they don’t need. Designed with environmentally friendly hydrocarbon refrigerant, the cabinet has unique louvered ducted airflow that creates continuous, even airflow on each shelf

level and throughout the cabinet for even, safe temperatures for food products. Today, Hoshizaki offers a variety of different refrigerator and freezer models in the new Steelheart Series, including many that meet Energy S t a r s t a n d a rd s . Quality, durability and efficiency are top of mind in every product that comes to market—continuing the Hoshizaki brand recognition of exceptional products. Hoshizaki. Beyond Strong. It’s the promise of reliability and the peace of mind that comes with it. It’s performing beyond expectations with relentless durability and sustainability. HOSHIZAKI, leading in the design and manufacturing of products for the foodservice industry.

About Hoshizaki America, Inc. HOSHIZAKI is the world leader in the design, manufacturing, and marketing of a wide range of products for the foodservice industry including ice machines, refrigerators, freezers, prep tables, display cases and dispensers. With corporate headquarters in Peachtree City, Georgia, Hoshizaki America, Inc.’s continuous innovation and commitment to the highest standards ensures that our customers have exceptional quality products. Hoshizaki has earned ENERGY STAR® Partner of the Year multiple years in a row for superior energy efficiency achievements.

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Hoshizaki America, Inc. 618 Highway 74 South Peachtree City, GA 30269 P: 800-438-6087 W: www.hoshizakiamerica.com

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1/7/19 8:32 AM

LEADERS IN CONVENIENCE / Hunt Brothers Pizza

Hunt Brothers Pizza ®

oodservice Success is Simple quick breakfast or lunch on the go. In with Hunt Brothers® Pizza the evening, made-to-order whole pizThe Hunt Brothers Pizza pro- zas are a hit with families looking for a gram was created specifically quick dinner option. for convenience stores. With over 25 years of experience serving the c-store A Nationally Branded Program industry, our program is designed to for a Reasonable Investment make foodservice success simple and With over 7,500 locations in 28 profitable. states, Hunt Brothers is a nationally The program offers high quality, recognized brand and the #1 brand in high margin products that are simple the c-store industry. Unlike many other to prepare. Most stores are able to branded foodservice programs, Hunt handle a new program with existing Brothers does not charge franchise, Manager will rotate and restock inventory and refresh marketing each employees. And the program can be royalty, or marketing fees. operated in as little as 59 square feet As a NASCAR sponsor, Hunt week. They will even prepare your with flexible pizza shoppe and equip- Brothers provides its locations with order for you and confirm quantities ment options. free national branding to 75 million before restocking. To keep consumer interest high, Hunt Brothers® offers a 12” original racing fans. In-store marketing is also crust pizza, thin crust pizza, break- provided at no cost and is installed Hunt Brothers offers several Limited fast pizza, bone-in chicken wings, and and refreshed by an Account Manager. Time Only pizzas through the year. Our Direct Store Delivery ensures Fan favorites like Buffalo Chicken Pizza boneless WingBites®. Our grab-andgo pizza option, a Hunk A Pizza®, is a pizza products are delivered on Hunt and Chicken Bacon Ranch, keep cus¼ of a whole pizza that makes for a Brothers trucks. A dedicated Account tomers coming back to your store.

About Hunt Brothers Pizza

With more than 7,500 locations in 28 states, Hunt Brothers® Pizza is the nation’s largest brand of made-to-order pizza in the convenience store industry. Hunt Brothers Pizza offers pizza available as a grab-and-go Hunk, or as a customizable whole pizza that is an exceptional value with All Toppings No Extra Charge®.

Hunt Brothers Pizza 4020 Jordonia Station Road, Nashville, TN 37218 P: 800-453-3675 E: info@hbpizza.com W: huntbrotherspizza.com

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LEADERS IN CONVENIENCE / Inline Plastics Corp.

Inline Plastics Corp.

nline Plastics (Shelton, CT) continues to meet the growing demand in the Grab & Go market with two innovative product solutions—SnackWare® & PagodaWare® PET containers. Consumers are living increasingly more active lifestyles. Not only are they looking for convenience when food shopping but also the assurance that the products they are buying are properly packaged. More and more, consumers want ready to go meals and snacks that they can eat at work, in the car or at school. The well-recognized, patented tamper evident, tamper resistant Safe-T-Fresh® product line provides both that conﬁdence as well as convenience.

These single piece clamshells maximize warehouse space (as compared to 2-piece containers) and eliminate the need for shrink bands or wrap-around labels—reducing the material & labor costs associated with the labeling application. Processors and retailers see increased efﬁciency, output and productivity throughout the packing process. The versatility of the leak resistant SnackWare ® containers allows for fun food combinations great for people on the go. The complete line of SnackWare has grown to include 7 items—different sizes of multi compartment options, single compartments varying from 24–48 oz. along with an interchangeable sandwich wrap/cake slice container that merchandises upright as well as lying down—depending on its contents (https://www.inlineplastics.com/ product_line/snackware/) The new PagodaWare® containers are both sleek and truly unique. This pagoda shaped line provides a 360° view of the contents and is leak resistant and available in 10 popular sizes (8–64 oz). All products are designed with the SureGrip™ grab tab for easy opening providing a positive, user friendly experience. And as with all

Safe-T-Fresh® products, the patented Safe-T-Gard® security tear strip hinge keeps food safe and tightly sealed. (https://www.inlineplastics.com/) Supermarkets, convenience stores and commissaries will appreciate how much better their food presents given the exceptional product clarity which will prompt impulse sales. All Safe-T-Fresh® containers are manufactured with a patented DPET™ 100% recyclable material, beneﬁting retailer and processors alike with environmentally responsible crystal clear packaging. To learn more about SnackWare® & PagodaWare® and Inline Plastics’ in-house packaging Automation capabilities and Engineering support, please visit our website at (https://www.inlineplastics.com/ why-inline-plastics/automation/).

About Inline Plastics Corp.

Inline Plastics is the leading manufacturer of innovative, high quality, crystal clear, food packaging containers. The company transformed the marketplace with their Safe-T-Fresh® line, a tamper-resistant and tamperevident product which utilizes their patented tear-strip technology, providing retailers and consumers with greater product protection. They continue to design and manufacture packaging solutions that keep food products safe, fresh, and enhance shelf merchandising. The company also offers the most complete line of automated equipment to load, close and label their containers. Headquartered in Shelton, CT, Inline Plastics celebrated its 50th Anniversary in 2018. For more information on their vast line of award-winning products, visit inlineplastics.com. 60 Convenience Store Decisions January 2019

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Inline Plastics Corp. 42 Canal Street Shelton, CT 06484 P: 203-924-5933 E: sales@inlineplastics.com W: www.inlineplastics.com

cstoredecisions.com

1/7/19 8:33 AM

LEADERS IN CONVENIENCE / Krispy Krunchy Foods

Krispy Krunchy Foods

rispy Krunchy Foods LLC announces another recordbreaking year in 2018 as they added 476 stores to their already growing number of branded c-stores. Established in 1989, Krispy Krunchy Chicken (KKC) is one of the fastest growing c-store based quickservice restaurant (QSR) concepts in the country. Along with Krispy Krunchy’s unique flavor profile, the brand brings an exceptional amount of expertise in the c-store/ foodservice industry, including training and marketing that culminated into over 2,400 retail locations in 46 U.S. states, American Samoa and now Mexico. Along with being named “America’s

best fried chicken you have never heard of” by Thrillist, Krispy Krunchy was highlighted in USA Today and the Wall Street Journal as well as our President/Founder, Neal Onebane, and EVP, Dan Shapiro, being named Louisianans of the Year. In 2019, KKC has some very exciting announcements that will further expand the

brand nationally and within the foodservice industry. Let’s take a more in-depth look at the HOTTEST chicken concept in America: The Krispy Krunchy Foods signature menu has a distinctive Cajun flavor to it that is seasoned but not spicy. Their proprietary menu includes bone-in chicken, chicken tenders, chicken sandwich, buffalo wings, ﬁsh and shrimp with Krispy’s famous honey butter biscuit and a delicious selection of ﬂavorful sauces. Krispy’s signature meals can be served with a choice of side: Red Beans & Rice, Jambalaya, Mashed Potatoes & Cajun Gravy, MacN-Cheese, and Boudin Bites (Cajun rice balls). Freshly Prepared. Perfectly Cajun.

About Krispy Krunchy Foods

Krispy Krunchy Foods is a premium c-store based quick-service restaurant (QSR) concept with approximately 2,400 retail locations in 46 states, American Samoa, and now Mexico. Established in 1989, Krispy Krunchy Chicken was developed out of the founder’s small convenience store chain and brings an exceptional amount of expertise in the c-store/ foodservice industry. Krispy Krunchy features Cajun-style chicken (bone-in, tenders and sandwich), which is always fresh, never frozen, infused with Krispy Krunchy’s proprietary marination and fried in zero trans fat oil. The menu also includes signature dishes of Original, Krispy and Cajun Sweet & Sour Wings; Krispy Shrimp and Fish; Red Beans & Rice; Jambalaya; Mashed Potatoes & Cajun Gravy; Mac-N-Cheese; Boudin Bites (Cajun rice balls), and Honey Butter Biscuits. Freshly Prepared. Perfectly Cajun. cstoredecisions.com

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Krispy Krunchy Foods P: 318-483-4343 E: info@krispykrunchy.com W: www.KrispyKrunchy.com

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LEADERS IN CONVENIENCE / Little Caesars

Little Caesars

ittle Caesars Pizza Has a New Recipe for Growth When you’re the fastestgrowing carryout pizza chain in America,* you’re obviously doing something right. Or, in the case of Little Caesars, you’re doing many things right. The company isn’t even thinking of resting on its laurels, however. Starting in June 2016, Little Caesars Express locations, which are smaller versions of regular stores with limited menus, began to open and operate, providing guests with excellent customer service and quality products, but in a grab-and-go format. “As we implement our strategic plan focused on bringing in experienced restaurant operators to add new franchise units into previously untapped markets, we are looking to reach new customers in new ways,” said Ed Ader, director of franchise development for Little Caesars.

appeals to consumers on several levels. The brand equity built throughout the past six decades, along with the proven Little Caesars Pizza business model and ongoing franchisee support, are driving the company’s growth.

Building on Franchisee Success In addition to in-line shopping center and strip mall Express locations, the expansion plan also includes opportunities for franchise locations to open in non-traditional franchise venues—unique settings like convenience stores, college campuses and military bases, just to name a few. Little Caesars Pizza will work closely with its franchisees to develop Express locations with customized architectural and build-out plans. That design ﬂexibility makes it an attractive ﬁt for all kinds of venues.

Little Caesars provides qualified multi-unit franchisees with the tools they need to follow the brand’s proven system, including ongoing training, architectural services to help with design and construction, preferred lenders to assist with ﬁnancing, research and development of new products, and continual marketing promotions. For more information about Little Caesars franchise opportunities, visit www.Franchise.LittleCaesars.com or call 1-800-553-5776.

A Brand You Can Believe In Little Caesars Pizza has been named “Best Value in America”** for eleven straight years, and the brand

About Little Caesars Headquartered in Detroit, Michigan, Little Caesars is the largest carryout-only pizza chain in the United States. Founded in 1959 as a single, family-owned restaurant, Little Caesars has become the third largest pizza chain in the world** with stores in 23 countries and territories worldwide, including in each of the 50 U.S. states. * Largest carry-out only pizza chain in the US – based on net number of stores in 2017 **Third largest pizza chain in the world – based on net number of stores in 2017

Little Caesars P: 800-553-5776 W: www.LittleCaesars.com

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cstoredecisions.com

1/7/19 8:33 AM

LEADERS IN CONVENIENCE / Loomis U.S.

Loomis U.S.

ven with the availability of alternative forms of payment, convenience stores are still predominately cash-run businesses, with cash accounting for 60% of purchases. But having large amounts of cash on hand leaves businesses vulnerable to risks such as internal and external loss or theft. Additionally, outdated and manual cash-handling processes are time-consuming and ﬁnancially draining. Fortunately, there’s SafePoint by Loomis—a complete cash management ecosystem that helps convenience stores streamline cash processes, increase security, and save money. SafePoint combines cutting-edge smart safe technology, dedicated IT support, system monitoring, armored transport, and customer service to address every facet of cash management in one comprehensive solution. The SafePoint Titan family of smart safes (the ﬂagship Titan model, Titan C, and Titan X expansion peripherals) are the most advanced and secure on the market and are built to accommodate the needs of any size business. Flexible system design and remote support capabilities help expedite cash handling, improve accuracy, and minimize downtime or the need for on-site support.Features include a user-friendly interface; built-in tuto-

rials; individual user PINs for total traceability and auditability of safe activities; and keyless entry. In addition to complete cash security, SafePoint customers have total access to their cash data with Loomis Direct. This online customer portal features equipment management capabilities and provides complete visibility of and near real-time access to account information, cash reporting, and tracking information for liabilities, from pickup to delivery. SafePoint customers also benefit from comprehensive system monitoring and diagnostic capabilities, which help anticipate and solve issues

before they happen. This is made possible with integration into SafeSync. This revolutionary platform is capable of supporting up to 100,000 safes with no downtime and 100% issue resolution, and gives Loomis’ dedicated SafePoint IT team a comprehensive, centralized view of the entire SafePoint system to ensure better service. “Because of real-time connectivity, we can be proactive about service,” says McKay Barnes, executive vice president of sales and marketing at Loomis. “We can see that there is something wrong with a safe, and our technical support team can ﬁx it, push out updates, or make changes to ensure the system works.” Finally, when customers choose SafePoint, they gain access to Loomis’ industry expertise and cash management services portfolio, which includes secure armored transport, hundreds of provisional banking partnerships, and dedicated national customer support team. “SafePoint is a technology-driven one-stop shop for our customers, and we strive to provide service that’s second to none,” says Moises Gonzalez, vice president of product development for SafePoint by Loomis. “It’s about becoming a partner for our customers and letting them know that we will always go above and beyond.”

About Loomis U.S.

Loomis is the industry’s leading provider of cash management and cash optimization systems. Using cutting-edge technology and unmatched service and expertise, we offer convenience stores and other retail businesses the most comprehensive suite of solutions available. Our approach streamlines and automates cash handling at every step of the process, and our products and services are specially designed to cut costs, improve efficiency, boost profitability, and ensure that customers and their cash are always protected. cstoredecisions.com

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Loomis U.S. 2500 Citywest Blvd. #2300 Houston, TX 77042 P: 713-435-6700, option 2 W: www.loomis.us January 2019 Convenience Store Decisions 63

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LEADERS IN CONVENIENCE / McLane Company, Inc.

McLane Company, Inc.

cLane is your Supply Chain Advantage in Action. As an industry leader, McLane has invested heavily in its endto-end grocery supply chain services. Our one-of-a-kind solution combines unparalleled procurement resources and relationships, state-of-the-art logistics, data and analytics based merchandising services and costsaving technology applications that empower our customers to buy better, sell smarter and proﬁt more.

Nationwide buying power To effectively service nearly 110,000 retail locations, we work closely with thousands of manufacturers to offer the widest range of products to our customers. In fact, we are one of the largest worldwide purchasers of products in such key retail categories as tobacco, candy and salty snacks. This kind of buying power means that we

can assist you in getting the best manufacturer buying brackets possible.

Category management professionals & proven process With our highly experienced category management professionals, we’re ready to help you in all merchandising and sales areas from inventory and pricing management to category analysis and product promotion. Whether it’s tapping into the latest trends or leveraging lucrative new opportunities, we can provide the valuable insights and tools your business needs to optimize your product mix.

In-depth data, market insights A key advantage of working with McLane is the depth of our information resources and market insights. Our merchandising strategies are all based on proven results, not marketing budgets. With one of the industry’s

most robust data warehouses, we are able to use an aggregated class of trade-specific data and compare and contrast these ﬁndings with multiple syndicated data sources. With this powerful analytic approach, you can compare your sales and product movement with that of other trends on a national, regional and local level, as well as by individual stores and speciﬁc items to determine your best-mix product scenarios and identify key selling opportunities.

Technology solutions Technology solutions are designed to help you buy better, sell smarter and profit more. As a grocery retailer, dealing with thousands of SKUs, dozens of technology applications and various front- and back-office accounting systems can be a never-ending challenge. Fortunately, our dedicated team of IT professionals is ready to help. Not only do we provide a broad range of custom applications, but we also help ensure that they work with the enterprise applications—such as SAP, PDI, Radiant and many others.

About McLane Company, Inc.

McLane Company, Inc. is one of the largest supply chain services leaders, providing grocery and foodservice supply chain solutions for convenience stores, mass merchants, drug stores and chain restaurants throughout the United States. McLane, through McLane Grocery and McLane Foodservice operates 80 distribution centers across the U.S. and one of the nation’s largest private fleets. The company buys, sells and delivers more than 50,000 different consumer products to nearly 110,000 locations across the U.S. In addition, McLane provides alcoholic beverage distribution through its wholly-owned subsidiary, Empire Distributors, Inc. McLane is a wholly-owned unit of Berkshire Hathaway Inc. (NYSE: BRK) and employs more than 20,000 teammates. 64 Convenience Store Decisions January 2019

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McLane Company, Inc. 4747 McLane Pkwy Temple, TX 76504-4854 P: 254-771-7500 800-299-1401 W: www.mclaneco.com

cstoredecisions.com

1/7/19 8:35 AM

LEADERS IN CONVENIENCE / Motion Technology, Inc.

Motion Technology, Inc. ®

AutoFry

AutoFry is the leader in fullyenclosed and automated ventless deep-frying technology. Proudly made with American steel and labor in Northborough, Massachusetts, our initial single basket model showed the foodservice industry that they didn’t need to install costly hoods and vents to expand their menus. AutoFry is the only supplier with a complete range of automated ventless frying systems, from single basket deep fryers to double basket fryers as well as countertop to ﬂ oor models. Capable of serving a wide range of deep-frying demands; from small independent taverns to large stadiums, to worldwide multiunit chains, AutoFry can handle it all. Most importantly, we continue to offer an affordable, safe and simple alternative to traditional open commercial fryers. All of our ventless fryers are completely automated, taking the hard work out of frying and ensuring a quality product output each day. When operating self-contained fryer, you’ll never have to worry about your employees getting burnt with hot oil. Plus, with a built in ANSUL fire suppression system, each AutoFry model is fully equipped as one of the safest commercial deep fryers on the market.

MultiChef XL

When speed of service matters, you need a high-speed oven that truly delivers. The NEW MultiChef XL uses convection, rapid impinged air, bot-

tom infrared, and precision microwave to reduce cook times, transforming your business into a food preparation powerhouse. Using MultiChef XL is easy, regardless of kitchen knowledge level. Simply add your food to the cook chamber, select one of 80 presets or enter in a manual timer, and press start! MultiChef XL will take care of the rest. Both quick-serve and full-service dining establishments appreciate the small footprint of this powerful and highly versatile high-speed oven. Best of all, no hoods or venting means you can serve up an entire menu without the need of expensive renovations to your kitchen or food prep area, allowing you to transform your bottom line—not your business model.

About Motion Technology, Inc. Motion Technology, Inc., a Northborough, MA based company, manufactures and sells ventless kitchen equipment solutions to the food service industry. Motion Technology has consistently provided the best equipment and dedicated technical support for over 30 years. Our products allow your business to generate lucrative new revenue streams without the need of expensive renovations or costly training. cstoredecisions.com

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Motion Technology, Inc. 10 Forbes Road Northborough, MA 01532 P: 800-348-2976 www.mtiproducts.com January 2019 Convenience Store Decisions 65

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LEADERS IN CONVENIENCE / Pierce Chicken

Pierce Chicken

our Full Service, Full Line, Value-Added Chicken Partner. Pierce Chicken offers a full-line product portfolio to meet all of your customers’ chicken cravings. From our bestselling Super Chik’n™ (fully cooked, breaded 8pc chicken … easy and delicious straight out of the oven) to our tasty chicken tenders, shareable popcorn chicken and even Gourmet Chicken Salad, Pierce Chicken has you covered. Pierce Chicken is the industry leader in chicken wings and the demand for them continues to surge. 45% of the US population is ordering chicken wings served at restaurants

and servings are on the rise (1). Whether bone-in or boneless, our Original and Industry Leading Wing-Dings ™ and Wing-Zings ™ have satisfied consumer demand all across the country for more than 50 years. Pierce Chicken is also committed to helping you grow your chicken business with targeted trend data, demographic data, gap analysis, merchandising support and promotional ideas. Your success is our success.

For example, DID YOU KNOW … • C-Stores are the 4th largest purchaser of Pre-Cooked Chicken Wings and have grown purchases 11.9% year over year!! (2) • Pre-Cooked wing growth in broadline distribution is outpacing fresh wing growth by a factor of 3.5x (2) • The majority of consumers say Chicken is their favorite protein (3) • Your Customers LOVE boneless handheld chicken! - Menu mentions of boneless wings have increased 35% since 2014 (4) (1) NPD Group, The Chicken Wing Dilemma report (2) NPD Supply Track (3) Datassentials, Meat & Poultry Keynote Report (4) Dataessantials MenuTrends

About Pierce Chicken Since the 1950s, Pierce Chicken has been driven by its passion to offer absolutely the besttasting, highest-quality chicken available in foodservice. Customers—then and now— know Pierce Chicken for its superior flavor and product consistency. But the Company isn’t resting on its laurels; innovation is in its blood. Pierce Chicken is always working to be first to market with the next great taste in chicken. Pierce Chicken wants to earn your business with great chicken, great value and a great fit for your menu. If you’re ready for a roll-upthe-sleeves partner that’s as essential to your business as chicken is to your menu, Pierce Chicken welcomes your call.

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Pierce Chicken Contact: Brad Fisher, 937-776-2698 1770 Promontory Circle Greeley, CO 80634 P: 412-398-5125 E: poultryinfo@pilgrims.com W: www.poultry.com

cstoredecisions.com

1/7/19 8:36 AM

LEADERS IN CONVENIENCE / Swisher International

Swisher International

wisher International, a leader in the tobacco products industry, has a dedicated focus on innovation, analytics, space planning and the execution of winning strategies concentrated on the success of the entire Other Tobacco Products (OTP) category. Swisher’s objective is to be the partner that provides customers with the best possible product and sales experience, while also providing the needed expertise to navigate the ever-changing regulatory environment and market dynamics. Swisher provides partners with revenue-generating products and promotions in all of their OTP lines, with the goal to grow, not only Swisher sales, but the full OTP category in every store. “Swisher has continued to evolve year over year to become a partner that is focused on total category

growth,” said Ruth Ann Lilly, senior category manager for tobacco at GPM investments. “They provide excellent insight into the market trends that quickly help identify potential distribution gaps.” Account managers at Swisher are highly trained and certified to d e v e l o p p ro v e n c a t e gory recommendations that are actionable for their customers. Swisher has incorporated both a detailed and high-level approach to assist retailers in analyzing adult consumer preferences and purchase patterns, and tailored analytics for each retail partner. “Swisher International, Inc. is the ﬁrst tobacco company to provide certiﬁcation for their key account teams,” said Blaine Ross, EVP of global sales and marketing for the Category Management Association’s certification board. “Swisher’s investment in certification is a commitment to excellence and demonstrates their leadership position within the con-

venience store channel, and their ability to better understand consumer needs.” Swisher continues to expand their account team to provide more focus and time to each customer. Swisher believes one of the key ways to growing and developing the OTP category is to invest in and support best in class category management practices.

About Swisher International Jacksonville, Fla.-based Swisher International has manufactured quality

tobacco products since 1861 and continues to be a leader in the tobacco

industry. The company ships over two billion cigars a year to more than

70 countries, including Swisher Sweets, Drew Estate, ACID, Optimo, and

Swisher International, Inc.

accounting for one-third of the nation’s cigar sales. Swisher’s smokeless

459 E 16th St, Jacksonville, FL 32206

King Edward. Swisher International is a leader in the tobacco business, tobacco brands include Kayak, Silver Creek, Starr and Bowie.

cstoredecisions.com

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P: 800-874-9720 W: www.swishersweets.com January 2019 Convenience Store Decisions 67

1/7/19 8:37 AM

PRODUCTShowcase Pourable Fruit Treat

Spiked Still Water FIFCO USA is introducing Pura Still, the first spiked still water that doesn’t need to count on bubbles to keep things interesting. With a splash of coconut water, a hint of natural fruit flavor and zero carbonation, Pura Still is the refreshment consumers have been waiting for. Pura Still launched nationally this December. With 4.5% ABV and only 90 calories, FIFCO USA’s newest innovation is the perfect way for consumers to enjoy themselves without straying from their healthy lifestyles. An 11.2-ounce bottle of Pura Still contains only one gram of cane sugar and two grams of carbohydrates. FIFCO USA’s original spiked still water creates a completely new option for consumers looking for clean labels, natural ingredients and the ultimate refreshment in their drinking occasions. Pura Still will be available nationwide in six packs with one of three flavors: Blackberry, Mango and Mandarin Orange.

Company: FIFCO USA www.purastillbeverage.com

Oregon Fruit Products’ latest release from its award-winning Fruit In Hand line is Harvest Apple, a pourable fruit that allows chefs and operators to infuse classic flavor into beverages, desserts and other culinary applications without the prep work of using fresh apples. Harvest Apple Fruit In Hand is made from Pacific Northwest-grown Granny Smith apples and is spiced with vanilla, cinnapieces of mon, nutmeg, ginger and allspice. Its thick, pourable texture with diced apple make it ideal for breakfast and dessert applications, especially for operators who are seeking fall flavors for seasonal menu offerings. It contains no artificial flavors or colors, no high fructose corn syrup and has less sugar per serving than fruit syrup or jam. It is certified Kosher, gluten-free and is non-GMO. Using Fruit In Hand couldn’t be easier – simply thaw, pour and enjoy. Fruit In Hand ships frozen, defrosts within hours under refrigeration and stays fresh for up to 14 days.

Company: Oregon Fruit Products LLC www.oregonfruit.com

Beefy Trail Mix Stryve Biltong, creator of beef biltong snacks, launched the first-ever Trail Mix with Beef Biltong, a blend of tender, air-dried beef biltong mixed with nuts and seeds. It comes in Original, Jalapeño and Dark Chocolate flavors. Unlike most trail mixes, Stryve’s trail mix contains 20 grams of protein, only two grams of sugar (excluding the chocolate flavor), is all natural and contains nothing artificial. In addition, Stryve Trail Mix with Beef Biltong is allergy and paleo diet friendly as it does not contain peanuts.

Company: Stryve Biltong www.stryvebiltong.com/beef-biltong-trail-mix

Smoothie Bowls To Go joyböl Foods Co. is introducing new joyböl Smoothie Bowls, the first smoothie bowl of its kind to combine ready-in-seconds convenience with flavors and textures from real, premium ingredients. joyböl Smoothie Bowls were co-created by Millennials to meet their ever-changing breakfast needs, from taste to packaging. Snap open the spoon, pour in cold water (or your favorite liquid) and stir to create creamy, crunchy deliciousness with amazing aroma and a fresh explosion of flavor. joyböl Smoothie Bowls come in three unique varieties for the c-store market including Strawberry Almond Quinoa Crunch, Superberries with Acai and Chocolate Hazelnut. Designed for any kind of breakfast on the go, joyböl has innovative packaging that includes a snap-in-place spoon and a bowl designed for optimal mixing. joyböl Smoothie Bowls feature real fruits, nuts, seeds, whole grains and granola clusters. joyböl has colors from natural sources, no artificial flavors, and is Non-GMO Project Verified. SRP: $3.29$3.49 per cup.

Company: joyböl Foods Co. www.joybol.com

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PRODUCTShowcase Cauliflower Crust Pizza

Chili Starter With simple preparation and the delicious taste of classic, hearty chili, Bush’s Best Chili Starter is sure to enhance any fall or winter menu. With rich pinto beans simmered with chili powder, cumin, garlic, onion and oregano, operators simply add diced tomatoes, meat and vegetables to create limitless chili possibilities. The Vegetarian 4-Bean Chili is a quartet of delicious beans, plus a helping of sautéed veggies that make it a healthful, satisfying chili perfect as a meat-free meal. Or operators can try the Harvest Chili, the ultimate comfort food, which adds a bit of maple sweetness and a touch of pumpkin.

Cauliflower Crust is a huge trend right now, but most have a ton of hidden carbs thanks to flour or fiber additives. Real Good Foods is introducing a truly lowcarb pizza, coming in at just nine grams total carbs per serving (vs. the 37 grams of carbs in the leading cauliflower crust pizza). The crust is made from cauliflower, egg and cheese, and the pizza is available four flavors: Margherita, Uncured Pepperoni, Cheese and Veggie. This healthy alternative to traditional frozen pizzas uses simple and clean ingredients.

Company: Real Good Foods www.realgoodfoods.com/us_vs_them

Company: Bush Brothers www.bushbeansfoodservice.com

Performance Batteries KOHLER is introducing a comprehensive lineup of high-performance batteries specifically designed for use in residential, commercial and industrial power generators. The new KOHLER Genuine Batteries are engineered to deliver optimal performance in generator applications, helping end users to minimize the unplanned maintenance costs associated with battery underperformance and frequent replacement. The new KOHLER Genuine Batteries are available in three performance levels – standard-duty, optimum-duty and heavy-duty. The standardduty batteries are ideal for mobile generators and other smaller-sized units, the optimumduty batteries are well suited to critical-starting applications, and the heavy-duty batteries are designed for extreme temperatures, high vibration and frequent-use applications. All three performance levels encompass batteries within the most widely utilized BCI groups.

RTD Coffee Berner reports the readyto-drink (RTD) coffee category continues aggressive growth and expects sales to reach $1.9 billion in total U.S. sales by 2022. Brands such as Starbucks continue to dominate the category while buyers are moving away from making these purchases at warehouse clubs and are seeking options to purchase at convenience stores. Berner can help retailers turn ideas into successful finished products with a full line of milk-based ready-to-drink coffee, protein, teas and other low-acid beverages available. These grab-andgo refreshments, including iced lattes, target today’s busy consumer, with new flavors including: birthday cake, vanilla maple and coconut, and in-demand packaging including smaller-sized eight-ounce and 11-ounce aluminum cans.

Company: Berner Food & Beverage LLC www.bernerfoods.com

Company: Kohler Co. www.kohlerpower.com cstoredecisions.com

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PRODUCTShowcase Clean Protein Bars

Flavored Moscatos Prestige Beverage Group is expanding its Luccio lineup with the addition of two new flavored Moscatos: Lemon Moscato and Coconut Pineapple Moscato. Luccio’s refreshing and fruit-forward flavors are popular with wine drinkers. They offer consumers interesting flavors perfectly integrated with premium Italian Moscato to be enjoyed on its own, or in innovative wine-based cocktails. The Lemon Moscato and Coconut Pineapple Moscato by Luccio, imported by Prestige Beverage Group, will be on shelves nationwide this summer with an SRP of $10.99 each. Lemon Moscato combines the floral and fruity essence of Moscato wine with zesty flavors of lemon. It’s sweet with a hint of effervescence. Coconut Pineapple Moscato complements the floral and fruity essence of Moscato wine with a balance of coconut and pineapple flavors. It’s fruit forward and sweet with a hint of frizzante.

Company: Prestige Beverage Group www.prestigebeveragegroup.com

Frosted Cookies Prairie City Bakery is introducing a new soft, frosted cookie: Cookie: Pinkalicious. This great tasting soft frosted cookie features a creamy frosting with vanilla and butter ﬂavors and a textured sugar cookie base. This cookie is individually wrapped for grab ‘n go impulse sales and features a long 30day shelf life. Your customers won’t be able to resist the rich ﬂavor, colorful icing and playful confetti. Prairie City Bakery provides premium, fully baked, thaw-and-sell bakery solutions to the Convenience Store, Foodservice, Grocery, Vending and Drug Channels nationwide.

Company: General Mills www.generalmillscf.com

Company: Prairie City Bakery www.pcbakery.com

ZICO Chocolate Protein Launching in March 2019, ZICO Chocolate Protein is a chocolate-flavored coconut water with added plant-based protein. As Millennial consumers are demanding more from their beverages and 86% are consuming a hybrid beverage in 2017, ZICO has evolved its delicious chocolateflavored coconut water to meet the consumers’ needs with hybrid benefits: hydration and nourishment. Chocolate beverages have strong staying power and with the rising trend of plant-based nutrition, ZICO has been able to expand into adjacent categories and provide extended offerings to its consumers. ZICO Chocolate Protein offers consumers a delicious trifecta of refreshing coconut water, natural chocolate flavor and 12 grams of plant-based protein, making it a guilt-free, better-foryou beverage. ZICO is available in 16.9-fluid-ounce clear, resealable PET bottles in three flavors: new Chocolate with plant-based protein, Watermelon Raspberry and the original and bestselling ZICO Natural.

Company: Coca-Cola www.coca-cola.com

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General Mills’ EPIC performance bars are clean protein bars with no hidden ingredients. The bars feature 12 grams of protein with six or fewer ingredients in each bar. EPIC offers two Whole 30 and Paleo compliant ﬂavors—Almond Butter Chocolate & Lemon. Other ﬂavors include Peanut Butter and Peanut Butter Chocolate. The egg-whites used are sourced from cage-free hens. The bars are Non-GMO, gluten-free, soy-free, grain-free, Kosher and have no sugar added.

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1/8/19 3:46 PM

PRODUCTShowcase Hazelnut Flavor Mars Wrigley Confectionery’s M&M’S Hazelnut Spread Chocolate Candies is the newest M&M’S variety. The product features a creamy hazelnut center covered by delicious milk chocolate and wrapped in the brand’s signature colorful candy shell. M&M’S Hazelnut Spread will be available nationwide in April 2019 in Singles (1.35 ounce), Share Size (2.53 ounce) and Sharing Size Stand Up Pouch (8.3 ounce).

Company: Mars Wrigley Confectionery www.mars.com

Flavorful Meat Snacks

Iced Latte Coffee Community Coffee Co. is launching a new ready-to-drink Iced Latte line. Crafted with Community’s Signature Blend Dark Roast coffee and sweetened with pure cane sugar, this delicious line of iced lattes offers a treat perfect for any time of day. Available in Mocha and Vanilla, Community Iced Lattes are made with real, natural ingredients including pure cane sugar and contain zero artiﬁcial ﬂavors or coloring. Plus, unlike most iced latte drinks, Community Iced Lattes contain only 230 calories per bottle. Like all Community coffee products, these tasty coffee drinks are made with 100% select Arabica coffee beans. Community Iced Lattes can be purchased in 13.7-ounce premium recyclable glass bottles. Each iced latte is comparable in caffeine content to a cup of coffee and offers a coffee-forward taste. Community Iced Lattes can be found in retailers throughout the Southeast. Look for the distribution to continue to expand over the next few months.

Company: Community Coffee Co. www.communitycoffee.com

Hot Beverage Lids Coollid cups and lids make hot beverages safer and reduce the risk of accidental burns—at a cost comparative to conventional cups and lids. Perhaps the most innovative feature of Coollid is the disposable, to-go lid, which contains a “Cooling” reservoir that can reduce a drink’s temperature by 10 degrees instantly and up to 20 degrees overall. The reservoir funnels the liquid in a way that prevents hot beverages spilling and from scalding lips, tongues and mouths. This feature can also be disabled, thus, bypassing the cooling function. Coollid cups include an insulated double-layer design that keeps drinks hotter three times as long as conventional cups. The exterior double wall provides a more comfortable grip and eliminates the need for cup sleeves or double cups. Available in 10-, 12-, 16- and 20-ounce sizes (and additional sizes by special order), Coollid cups are packaged in cartons of 500-1,000 depending on cup size and can be branded with company logos. Further, because there is no need for cup sleeves or double cupping, Coollid is competitively priced compared to conventional cups and lids already in the marketplace. Company: Coollid

Wenzel’s Farm, a producer of small batch, handcrafted and naturally hickorysmoked meat snacks is now offering Beef with Pepperjack, Beef with Bacon and Zesty Honey BBQ-flavored snack sticks in the popular and convenient two-ounce package. The two-ounce package offered by Wenzel’s Farm is an excellent option for people with busy lifestyles. It’s a convenient way to provide an excellent snack in a hurry, and now three more tasty flavors from Wenzel’s will be available in this size option. Wenzel’s snack sticks boast quality cuts of protein-packed meat combined with years of experience and craftsmanship. In addition, the Zesty Honey BBQ flavor has been reformulated by adding real honey and a bit of extra spice. Wenzel’s Farm snack sticks come from a family recipe that has been providing customers with quality meat snacks since 1949.

Company: Wenzel’s Farm www.wenzelsfarm.com

www.coollid.com cstoredecisions.com

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Classifieds /Ad Index ADD Systems

800.922.0972 / www.addsys.com

Gulfcoast Software Solutions, Inc. 727.449.2296 / www.gulfcoastsoftware.com

Altria Group Distribution Company 2

Hershey

Belanger, Inc.

Home Market Foods

www.Belangerinc.com

Blu

11, 50

888.207.4588 / www.blu.com

Calico Brands

www.calicobrands.com

CB Distributors

888.824.3256 / www.cbprices.com

Cheyenne

866.254.6975 / www.cheyenneintl.com

Core-Mark

650.589.9445 / www.core-mark.com

5, 7 51 52

888.620-9910 www.DanoneAwayFromHome.com

E-Alternative Solutions

877.373.0069 www.LeapVapor.com www.Retail.EAlternativeSolutions.com

Forte Products

816.741.3000 / www.forteproducts.com

800.367.8325 www.HomeMarketFoods.com

800.438.6087 / www.hoshizakiamerica.com

www.flyguyspizza.com/program www.mclaneco.com

203.924.5933 / www.inlineplastics.com

Kretek

North American Bancard

Krispy Krunchy

Liggett Vector Brands 877.415.4100

800.553.5776 / www.LittleCaesars.com

Loomis

713.435.6700 #2 / www.loomis.us

Mars Wrigley Confectionary www.mars.com

866.481.4604 / www.nynab.com

Pierce

412.398.5125 / www.poultry.com

Stryve

www.biltongvsjerky.com

Swedish Match

www.djarumcigar.com

800.348.2976 / www.mtiproducts.com

800.453.3675 / www.huntbrotherspizza.com 59

Inline Plastics

15 64

Motion Technology, Inc.

Hunt Brothers

Little Caesars 31 54

McLane Company

33, 56

Hoshizaki America

800.837.2881 / www.masonways.com

www.hersheysolutions.com

318.483.4343 / www.KrispyKrunchy.com

Danone North America

MasonWays

800.367.3677 / www.whiteowlcigar.com 13, 37

Swisher International

800.874.9720 / www.swishersweets.com 67, 76

Texas Pete

29, 57

www.TexasPeteFoodservice.com/ FlavorsForTheRoad

Tyson Convenience

800.682.7272 / www.tysonconvenience.com 75

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INDUSTRY

Perspective

Tobacco Sales Require Basic Training Developing programs to discourage non-compliant sales to minors is good business. By Steve Sandman

he youth nicotine “epidemic” that Scott Gottlieb, commissioner of the U.S. Food and Drug Administration (FDA), described is being felt across the country, from resident school boards to local regulatory boards determining sales restrictions for flavored vape products. With the recent attention being paid to underage use of nicotine, retailers should expect an increase in sting operations from FDA enforcement, along with more severe penalties from manufacturers for those who are found in violation, particularly for multiple offenses.

Steve Sandman has worked in the tobacco industry for more than 30 years, most recently as president of Republic Tobacco. His extensive experience includes product management. He can be reached at (812) 569-1388.

The possibility of judgment is entirely eliminated from the employee, and the retailer has decided they are not taking the chance of a mistake being made. This route poses the highest level of confidence that you will never violate the law and most POS systems these days can be programmed to not allow the sales of designated UPCs to be sold without age verification taking place via scan. If you’re not ready to go all the way in verifying each and every tobacco purchase, there’s still a better way to enhance your compliance as opposed to relying on a single cashier to make the proper call on whether to card or not to card.

ID IDEOLOGY The industry is changing quickly. Look at Altria Group Inc., which recently closed a $12.8 billion investment in JUUL Labs Inc., the U.S. leader in e-vapor. Still, the mandates requiring retailers to be age-verified compliant will continue to be enforced in full, so retailers will have to be JUST REWARDS The team approach on compliance encourages the even more diligent than ever in training employees how to sell tobacco and nicotine products responsibly. Fines employee’s peer group to monitor behavior and encourloom around every corner and stores can even be shut age each employee to work towards team success. A program like this works well when a carrot and stick approach down for multiple violations. You can bet that increased enforcement actions are is used. For example, if a location has no violations in a particular period, it could mean a bonus pool for all emcoming. Tobacco companies have provided program and train- ployees to use on a holiday party. An additional process is not to make the store managing manuals for many years on how to sell tobacco responsibly, and yet we still battle the issue of age verifica- er the only leader, but to assign a cashier who is not only tion. One only has to look through the FDA website for a peer, but also right there on the front lines to lead the retailers that have been cited for violations, and unfortu- charge. A reward can be what fits your employee profile nately, we probably only have to look at our own loca- and as long as the structure is set up correctly, the results should improve now that fellow employees will be monitions sometimes. While it’s easy to terminate the employee who gets toring each other for compliance. The final option is the most extreme and potentially caught violating the regulation, the most important actions are preventative ones, and there are a number of perceived as a negative, and that is immediate terminaways to dramatically increase the effectiveness of selling tion for any employee violating the policy you’ve created for selling tobacco responsibly. The policy and the penaltobacco and vaping products responsibly. Zero tolerance means zero chance of failure. If I pur- ty must be stated up front during the hiring process, and chase alcohol in a Target store or a Walmart, I am required a signed verification is a great idea to cement the policy to provide my driver’s license, which is then scanned, and and ensure the acknowledgement of the employee. These suggestions aren’t only ideas on how to sell enter my birthdate into their system showing I’m legally able to purchase. Those retailers insist I provide my iden- tobacco responsibly, but also offer the opportunity to change or enhance how you can address this issue. tification and scan it. 74 Convenience Store Decisions January 2019

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