CStore Decisions October 2021 by WTWH Media LLC

CStoreDecisions Solutions for Convenience Retailers

Creating

Chestnut Market As it crosses the 40-year mark, the family-owned, New York-based c-store chain has plans to reach 100 company-operated sites, all while rebranding, adding foodservice and elevating the next generation.

INSIDE FDA Reshapes Vape Category Five Healthy Opportunities for C-Stores Best New Loyalty Programs

62 98 106 October 2021

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CStoreDecisions

Solutions for Convenience Retailers

October 2021

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

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

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CSTORE DECISIONS does not endorse any products, programs or services of advertisers or editorial contributors. Copyright 2021 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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October 2021

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R E N W O I O P INNOV T

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CONTENTS October 2021

•

Number 10

•

Volume 32

CStoreDecisions

EDITOR’S MEMO

10 Overcoming Supply Chain Disruption FRONT END

14 Roaster’s Market Builds Presence in Ada, Okla. 22 Quick Bites: COVID Carries On 26 NATO Update: Flavor Bans Bring Unintended Consequences 28 Industry News 30 Leadership Column: Beyond Mentoring CATEGORY MANAGEMENT

50 Top Tips for Maximizing Tobacco Sales 62 FDA Reshapes Vape Category 70 Sweetening Fall Candy Sales 78 More Consumers Turn to CBD to Calm Pandemic-Related Anxiety FOODSERVICE

84 Retailers Find Packaging Solutions 92 Casey’s Comes for Breakfast 98 Five Healthy Opportunities for C-Stores TECHNOLOGY

106 Best New Loyalty Programs 114 Capturing Customers With Prepaid Services

COVER STORY 38 Cover Story:

Creating Chestnut Market As it crosses the 40-year mark, the family-owned, New York-based c-store chain has plans to reach 100 company-operated sites, all while rebranding, adding foodservice and elevating the next generation. Cover photo courtesy of Laszlo Regos Photography.

OPERATIONS

122 Connecting With Hispanic Shoppers 128 Car Washes Innovate to Keep Sales Bubbling 136 Evaluating Real Estate Sites 140 NTI Store Development Prognostications for 2022

BACK END 146 Convenience Directions 156 Product Showcase 165 Ad Index 166 Industry Perspective: How to Plan

for the Pending Cookie Apocalypse

CSTORE DECISIONS •

October 2021

cstoredecisions.com

Editor’s Memo

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

Overcoming Supply Chain Disruptions In the battle to be the first to market with new products, retailers face fierce competition from other industry operators and cross-channel marketers. Despite the battle for that share of wallet, chains have come to depend on their wholesalers and product manufacturers for the information they need to make smart business choices. The convenience store industry’s distributors and manufacturers are tremendous resources for identifying hot sales trends, new product information and emerging customer shopping patterns. But right now, we are seeing unprecedented supply disruptions that are affecting not only foodservice, snacks and beverages, but also the delivery of gondolas, cooler doors and even back-office equipment. Depending on who you ask, the root cause is a lack of raw materials, factory workers or truckers to ship the items. But for retailers, the cause doesn’t really matter when you have a new store opening in six weeks and can’t get gondolas. That makes this year’s National Association of Convenience Stores (NACS) Show in Chicago all the more important. After missing a year of face-to-face meetings, retailers have an opportunity to reengage with their supplier partners and to lean on these long-term relationships to ignite the business. “Our vendor partnerships are closely tied to our success as an industry,” Greg Parker, president and CEO of The Parker Cos. told me not long ago. “Because we are so focused on product, we focus heavily on our supplier relationships and their commitment to our company to create the win-win — what we can learn from them and what they can learn from us. We share our data with our trusted suppliers, and they provide us with new product ideas to address what we’re both learning.” For this reason, the relationship between c-store operators and their supplier/wholesaler partners can never be understated. Each side relies on the other for support and growth opportunities. It is a true mutually beneficial relationship. FINDING WHAT WORKS

But like all relationships, there can be bumps in the road. When it comes to dealing with a host of primary whole10

CSTORE DECISIONS •

October 2021

salers, multiple direct-store-delivery (DSD) vendors and local foodservice providers, convenience store chains must learn how to grow more efficiently without sacrificing goods and services. It is extremely important for stores to develop planograms for every section of the store and then to revisit these planograms seasonally, if not monthly. Utilizing scan data and wholesaler data, even the smallest chains can have instant access to which products are selling and which ones are collecting dust. Staging a store to encourage sales is a science that requires consistent attention and frequent tweaking. For most retailers, store sets are not a one-time-anddone chore but an ongoing part of doing business. At many top-quartile chains, management does regular resets based on category. When preparing for a reset, it’s important to look at internal scan data and compare that to local market sales data, specifically drug and grocery scan data, which you can get from your wholesaler. This will help you ensure that the products on your shelves are what your customers are looking for every time they come to your stores. As the industry struggles with supply disruptions, successful chains have learned that it’s OK to cut back on one category to make space for a category that is growing. Successful merchandising is as much about having products in stock — any products — as it is embracing new opportunities. The payoff from collaborative efforts can be tremendous. At this year’s NACS Show, make the most of the opportunities before you. Visit your key supplier and manufacturer partners as you prepare for the unique challenges that await you in the year ahead. Tell them what you want, work together to develop a plan to get what you need, then continue providing that outstanding service your customers have come to expect. I look forward to seeing you at the show.

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FRONT END Profile

Roaster’s Market Builds Presence in Ada, Okla. Roaster’s Market opened in the midst of the COVID-19 pandemic with upscale food and coffee options, a high-end design and a community-centered approach. Emily Boes • Editorial Assistant

Roaster’s Market, which celebrated its grand opening in 2020, brings an upmarket c-store experience to Ada, Okla. The 5,200-square-foot site features a welcoming atmosphere and an expansive rotisserie menu and coffee bar. It also provides a drive-through, online ordering and touch-free restrooms, all of which came in handy during the early days of the pandemic when social distancing was 14

CSTORE DECISIONS •

October 2021

top of mind for many customers. While Roaster’s Market is a single-store operation — for now — the location boasts the upscale design, foodservice acumen and tech-forward initiatives that are traditionally the domain of much larger chains.

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FRONT END Profile

Roaster’s Market offers fresh, made-toorder food, including sides and Roaster’sbranded chips.

And Roaster’s has its sights set on future growth, with plans for a second location and a loyalty program on the horizon. EARLY BEGINNINGS

Mike Lawson, owner and CEO of Lawson Retail Operations, drew on his more than 20 years of experience in the industry when developing Roaster’s Market. Lawson entered the fuel industry in 1995 when he acquired Danielson Fuel Services, which has provided fuel for c-stores in the South Central U.S. since 1975. While acting as president of Danielson Fuel Services, Lawson also founded and served as CEO of Convenience Store Alliance (CSA), a buying program for independent c-store operators that helped them leverage their group buying power to achieve better pricing and position themselves to compete with larger chains. Lawson later divested Danielson Fuel Services and CSA in August 2020. In 2012, Lawson also launched Lawson Holding Co., which included a transportation division, called Lawson Transportation, and a retail arm named Lawson Retail Operations. Under the retail arm, the company bought a small truck stop in 2017, in rural Oklahoma, to test its ability to execute a retail operation. “We had all the components. We just wanted to make sure we were able to do it,” Lawson said. Along with a team that facilitated retail accounting, the company hired a general manager named Ben Bowman, who had steadily worked his way through the ranks with the distribution company and the buying program. Bowman took control of the truck stop location and “did everything that we’d hoped for and more,” Lawson noted. The company still owns the site today. In 2017, Lawson began to develop the concept for his c-store brand, Roaster’s Market. 16

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October 2021

Once the truck stop proved a success, the company purchased a former service station, which became the original Roaster’s Market location, officially opening its doors on July 16, 2020. COMFORTABLE, FRESH FEEL

Lawson knew he wanted an upscale design for Roaster’s Market that conveyed its foodservice-centric vision to customers as they entered the store. He partnered with design firm Paragon Solutions and shared three concepts he wanted the firm to draw from and join together as they created the Roaster’s Market design. “I wanted to combine the design and atmospheric elements of several trending cafés,” he noted. “One was Corner Bakery in the Dallas area,” Lawson explained. “It’s a smaller chain, has that café, barista-type feel, white-painted brick on the outside and comfortable woodwork on the inside.” The second was Zoës, a local Mediterranean chain with “bright, fresh pillars.” Lawson liked the warm, inviting atmosphere of Zoës, and he especially liked that the atmosphere conveyed a sense of freshness that signals to customers that it offers fresh, quality food. “And then (third), Panera Bread, along the same line, but it gives more of that warm feel of its food offering,” he said. Today, as customers enter Roaster’s Market, they’re greeted by red brick walls with dark green accents. The interior of the store includes a seating area with space for 40 guests that includes four tables as well as seating along a bar. Outside, a patio seats 50 and features table umbrellas and misting fans. A canopy was added once it became known that outdoor seating would be preferable during the COVID-19 pandemic. Music also plays a large role in the ambiance of the store. Typically, the songs played are recognizable ‘70s

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FRONT END Profile

The interior of the store includes a seating area with space for 40 guests that includes four tables as well as seating along a bar.

and ‘80s tunes, with other genres mixed throughout. “It’s just very upbeat, and it makes you feel good when you’re in there,” Lawson said. “That ties along with the feel of the place, which is unique. It’s higher-end.” Roaster’s Market boasts entirely touch-free restrooms, including touch-free toilets, faucets, soap dispensers and towel dispensers. The restrooms feature airport-style doorways and subway tile walls. The entire Roaster’s Market lot measures eight-tenths of an acre, with the forecourt featuring four gas pumps. Roaster’s plan for a future second location includes space for eight gas pumps. COFFEE AND ROTISSERIE

The Roaster’s Market concept began to take shape with two ingredients: craft coffee and restaurant-quality food. After researching typical c-store food on the East Coast and following the offerings of well-known, established stores, Lawson decided the Roaster’s brand would be known for its made-to-order food.

The Roaster’s Market concept began to take shape with two ingredients: craft coffee and restaurant-quality food. 18

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October 2021

Roaster’s uses technology to allow customers to build their own meals. “I wanted everything fresh, and I wanted the highestquality ingredients,” Lawson said. The foundation piece in its menu is rotisserie. While traveling to the Reading Terminal Market in Philadelphia, Lawson found a long line at the back of the building leading to a kiosk that had a rotisserie barbecue offering. The company, which had multiple Pennsylvania locations, was ‘rotissering’ its food offerings, from chicken pieces to corn on the cob, carrots and potatoes. One item, a jumbo chicken wing, specifically inspired the rotisserie-style Roaster’s menu. “Chicken wings are just the biggest rage right now,” said Lawson. “It doesn’t seem to be slowing down at all. And this would be a nice, healthy take on it. And so we said rotisserie is going to be our cornerstone piece on how we’re going to prepare most of our proteins.” When building the Roaster’s menu, coffee was another item that took the Roaster’s team traveling; they found their beans in Austin, Texas. Roaster’s coffee is made to order and high-quality with a barista experience. “And (with) those two components, between the coffee bar and the kitchen with the rotisserie, we came up with the name Roaster’s Market — Roaster’s tying both to the bean and also tying to the method of cooking,” Lawson said. Along with the rotisserie, other food options include corn, french fries, sweet potato fries, chicken salad, fried okra, fried mushrooms and quinoa. One of Roaster’s biggest sellers is its sandwiches, particularly breakfast sandwiches. Combos are also options, such as a made-toorder sandwich with a fountain drink and Roaster’s chips. “We have our own special kind of seasoning and rub, which has been a really fun part of the process, that we put on for chicken or turkey or corn,” said Lawson. “One thing that pairs really well with pretty much anything, any entree that we offer at the store, is our Roaster’s chips. They are freshly made potato chips with

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FRONT END Profile

Roaster’s Market uses technology to allow customers to build their own meals.

Roaster’s rub on them,” said Caroline Lawson, marketing coordinator for Roaster’s Market. PANDEMIC OPENING

In addition to the drive-through, Roaster’s Market also uses an online ordering platform called ChowNow that rolled out in November 2020. “We’re averaging about 30 online orders a day, and we continue to see month over month that it’s performing better and better,” noted Caroline Lawson. “We’ve got just shy of 1,000 online customers to this point, and it’s been live for a little over half a year. So it’s done really well, and we’re expectant for it to continue to perform well.” Also through the ChowNow platform, Roaster’s can track customer buying habits and reward repeat customers, as well as encourage them to return for future visits.

Opening in the middle of the COVID-19 pandemic brought challenges as well as opportunities to explore new technology. The initial rush of customers following the opening of the convenience store slowed as increased COVID-19 concerns and lockdowns arrived, and like many c-stores, LOOKING AHEAD Roaster’s felt the impact. But as the new year passed and The Lawsons plan to expand Roaster’s Market to a 2020 became 2021, sales began to rebound in a big way. second location within the next 12 months. They’re cur“As soon as the new 2021 year started, buying patterns rently evaluating potential properties for the expansion. and sales started a steep incline. People got out. They With the opening of their next location, Roaster’s plans to were ready to change and get back to normal behavior, introduce a full loyalty program. and sales reflected it almost immediately beginning in “Real estate is at a peak, and it makes it difficult on findJanuary,” Mike Lawson said. ing a good purchase opportunity. But once we do add The challenge of opening during the pandemic called another store, that makes it more cost-effective to apply for certain aspects of the c-store to be taken into considand invest in a loyalty program,” said Mike Lawson. eration more carefully than before. For example, technolIn the meantime, Roaster’s continues to find new ways ogy has been an asset in serving customers amid social to best serve its Ada, Okla.-based customers. Roaster’s is distancing concerns. centrally located in the town, which has a population of A drive-through that was already in place when the roughly 25,000 people, and offers the city’s school staff company acquired the site was used to help facilitate the and students 10% off their food and drink offerings. The flow of customers. Roaster’s added a menu board for the discount also applies to first responders. drive-through, so customers can place their orders before Currently, Roaster’s is also working to partner with local they arrive at the window. college East Central University’s (ECU) athletic depart“The menu board is perhaps maybe five to six car lengths ment, setting up scholarships for ECU’s football and basback from the actual checkout window,” Mike Lawson said, ketball programs. It’s also identifying ways to best serve “which provides ample time to start the orders and have students during Christmas break. them ready once the customer pulls up to the window to As Roaster’s Market grows, it plans to continue to find get their items.” This is especially helpful because many of ways to support its local community as well as introduce the craft coffee drinks take extra time to make. new customers to its store. As many of the made-to-order items can only be ofThe store’s high-end atmosphere, upscale offering and fered in-store, food items are not available through the small-town hospitality make Roaster’s Market special. drive-through, but customers can order crafted coffee “It’s really all about friendliness,” Mike Lawson said drinks, and other cold and hot drinks from the coffee bar when asked what he thinks makes Roaster’s stand out. via the drive-through, along with pre-packaged items or “It’s the uniqueness and definitely the food in terms of typical sundries. its quality.” 20

CSTORE DECISIONS •

October 2021

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quickBites COVID CARRIES ON

With long-term pandemic-driven changes remaining, Delta variant spreading and many consumers still wary of vaccinations, U.S. economy’s rebound is sluggish.

KEEP IT CLEAN

70% of ofﬁce workers 59% of the general population

COME O N

IN!

… wash their hands more often due to the new coronavirus strains. Source: Healthy Handwashing Survey, Bradley Corp. 2021

STEP UP YOUR SERVICE More than one-third of consumers say that it’s unacceptable for businesses to blame poor or slow service on the pandemic at this point — more than a year and a half in. At this point in the pandemic, do you ﬁnd it acceptable for companies to blame poor or slow service on the pandemic?

Very Somewhat Not acceptable No strong opinion

16% 43% 35% 6%

CivicScience 2021: 2,135 responses weighted by US Adults from 9/8/2021 to 9/9/2021

Since COVID-19 response measures began in March 2020, c-store fuel consumers who also came into the store jumped two percentage points, a rise that has sustained in 2021, with the biggest increases in urban and suburban areas. Pump-to-store conversion rate over time by population density: Jan. ’20

April ’20

Aug. ‘21

Overall

11.8%

13.8%

13.5%

Rural

16.5%

17.1%

Suburban

11.0%

12.9%

12.7%

Urban

9.8%

12.1%

11.5%

Source: “The C-Store Changes That Are Here to Stay,” GetUpside 2021

YEAR-OVER-YEAR MONTHLY SALES TRENDS: FOOD, BEVERAGES & TOBACCO Food, beverage and tobacco sales were down signiﬁcantly MarchMay 2021 compared to the same months last year, when pandemicdriven lockdowns fueled sales. Trends eventually saw an enormous 43% rebound in August.

-16% April -21% -10% May +1% June +1% July August 43% March

Source: YoY Product Category Trends U.S., Criteo Commerce Trends Dashboard

HAS THE FDA'S APPROVAL OF PFIZER'S COVID-19 VACCINE INFLUENCED YOUR DECISION TO GET VACCINATED? Among people who aren’t vaccinated:

Yes, deﬁnitely getting vaccinated Yes, maybe getting vaccinated No, still not getting vaccinated Not sure yet

10% 11%

60% 19%

Source: Civic Science 2021: 1,987 responses from 08/24/2021 to 08/26/2021. Rebased to exclude those who have been vaccinated. Weighted by U.S. Census 18+.

CSTORE DECISIONS •

October 2021

WORKPLACE PPE Personal protection items employees bring to work:

86%

Face mask

66%

Hand sanitizer

39%

Cleaning wipes Spray disinfectant Disposable gloves

26% 20%

Source: Healthy Handwashing Survey, Bradley Corp. 2021

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DID YOU KNOW...

92% OF SHOPPERS BUY THEIR CIGARETTES IN CONVENIENCE? ARE YOU PREPARED TO HELP THEM STOP SMOKING? These retailers are on board, are you?

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FRONT END NATO Update

Flavor Bans

Bring Unintended Consequences Are flavor bans and vaping restrictions leading to an increase in youth cigarette use? Thomas Briant • Executive Director, NATO

Recent peer-reviewed studies show that banning flavored tobacco products or flavored vaping products has significant negative public health impacts policymakers must consider in deciding the proper scope of regulation. Several studies indicate banning all flavored tobacco products actually increases the number of young people who smoke cigarettes. The first study, published in June 2020 in “Science Direct-Addictive Behavior Reports,” considered San Francisco’s total flavored tobacco ban, finding that after the ban was in force for nearly a year, flavored tobacco product use was reduced, but cigarette smoking among 18-24-year-olds increased by over 35%. The study also found that most consumers of flavored tobacco find other sources for these products. The second study, published in May 2021 in “JAMA Pediatrics,” also concerned San Francisco’s flavored tobacco ban and compared youth 26

CSTORE DECISIONS • October 2021

smoking rates among high school students in the San Francisco School District to the smoking rates of high school students in seven other metropolitan school districts located in cities without a flavored tobacco ban. That study concluded:“San Francisco’s ban on flavored tobacco product sales was associated with increased smoking among underage high school students relative to other school districts. While the policy applied to all tobacco products, its outcome was likely greater for youths who vaped than those who smoked due to higher rates of flavored tobacco use among those who vaped. This raises concerns that reducing access to flavored electronic nicotine delivery systems may motivate youths who would otherwise vape to substitute smoking.” According to the study, the smoking rate for San Francisco high school students under the age of 18 increased from 4.7% in 2017 before the adoption of the city’s ordinance to 6.2% in 2019, the year after the ordinance was enacted, a 32% increase in underage youth cigarette smoking rates in the San Francisco school cstoredecisions.com

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The ART OF Merchandising

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Cold Front Forecast

Air Flow Baffle

Oversize? No Problem! TM ® Clip It! Installs in an Instant

The forecast is a cold cooler front when For Grab-and-Go Beverage Sales you use Trion’s Air Flow Baffle in coolers. ® Product temperature can be difficult to maintain at the a cooler. Merchandise allfront size of drinks from This mini Air Flow that cold air is® Red Bull®Baffle cans ensures to oversized Gatorade forced to® keep at their bottles.forward ZIP Track is theitems most versatile ideal temperature. Use as part your and cost-effective Grab-and-Goofsystem cooler outfitting with available on thestrategy, market. along Use actual ® WonderBar Bar Merchandisers 3 product to set lane width from 2" to 3and /4 ". TM hooks, EWTwidth Expandable Reset lane on set-up Wire in lessTray than System, and cooler capable Clear Scan® 30 seconds. Shelf-based and cooler-

Zip Track Beverage System

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WonderBar EWT Large Zip Track Components ®

If you think the WonderBar EWT is ZIP Track clipbrother! on the great, wait ®tillcomponents you meet its big Oversized just likeeasy some of your front rail allowing adjustment. products, weightlifter stays Lanes canthis slide on the rail evenstrong when on and openfacings. wire shelves full both or to metal add additional and bar. One-piece installation means you can drop this bad boy right into place, adjust as needed, and watch the revenue increase. The EWT takes over from there, automatically feeding product to the front and billboarding merchandise for maximum visibility.

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Use actual product to set lane width from 2" up to 3 3/4 ". Slide product front-to-back, along the lane, to “ZIP” each track together in final position.

Super Hooks!

Containers Well Contained

Cooler Capable AMT

Neatly and effectively display cooler and freezer items, including yogurt, dips, puddings, ice cream, single-serve For Storewide and Grocery Sales foods, and more. Our small Adjustable ® Merchandising Tray (AMT) fits a range of 4- to 6-ounce cups; the medium AMT It’s not just for coolers or beverages. organizes mid-range offerings; and the Use ZIP Track® in multiple categories large AMT gives ice cream lovers pause to showcase many different types to browse and choose a pint of their of product. This is the most versatile favorite flavor (hmmm ...why not get both system, of its kind available on the Cherry Vanilla and Rocky Road?). This market. Manufactured from durable, manual-feed tray ensures that products modern plastics, it provides extended remain faced and accessible. Time to merchandising life. ZIP Track® offers re-stock? Just lift out and refill. Add Clear

Zip Track Merchandiser

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Zip Track Sells it All

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WonderBar EWT Large Base Deck Fencing

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Containers Well Contained Over 450 Profiles ®

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Expandable Wire Tray™ Expandable Tray Air FlowWire Baffle

Product offerings come in different sizes, Product offerings different The forecast is a coldcome cooler in front when so it makes sense that displays should sizes, so it makes sense that displays you use Trion’s Air Flow Baffle in coolers. come income different sizes, too. That’s should in different sizes, too. Product temperature can be difficult to ® ® why Trion created the WonderBar That’s why Trion created the WonderBar maintain at the front of a cooler. This Expandable Wire Tray System. We Expandable Wire Tray System, akaair EWT. Air Flow Baffle ensures that cold is included every feature you would want if We included feature you forced forwardevery to keep items at would their you created it yourself: powder-coated want if you created it yourself: ideal temperature. Use as part powderof your galvanized wire that stands up to coated galvanized wire that cooler outfitting strategy, alongstands with harsh environments; adjustable width; up to harsh adjustable ® environments; WonderBar Bar Merchandisers and easy custom configuration; rail mount width; easyTMcustom configuration; rail hooks, EWT Expandable Wire Tray and freestanding units; wire or clear mount andcooler freestanding units; wire ® System, and capable Clear Scan acrylic product EWTstops. mounts on or clear acrylicstops. product EWT label holders. pegboard, gondola shelf, table mounts on slatwall, pegboard, slatwall, gondola

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Yeah, We’ve Got That

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Zip Track Merchandiser

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WonderBar Trays ®

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Cooler Capable AMT

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Fast and Easy

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Cooler Capable AMT Attached-Back Hooks Attached-Back Hooks

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Extend Your Revenue Super Hooks! E x t e n d Y o u®r R e v e n u e

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If you think WonderBar is Hammer sales when home andEWT garden Hammer salesthe when home and garden tools attractively merchandised. Trion hard as hold. hardare as the the items items they they hold. Sort, Sort, angle, angle, great, wait till you meet its big brother! tools are attractively merchandised. Trion tools are attractively merchandised. Trion specialty hooks are designed to work as hang, and sell all types of hand tools hang, and sell all types of hand tools Oversized just like someSort, ofwork your specialty hooks are designed tonail as hard the items they hold. angle, specialty hooks are designed work as using aa pegboard display, then down usingas pegboard display, thento nail down products, this weightlifter stays strong hard as the items they hold. Sort, angle, hang, and sell all types of hand tools hard the items they hold.like Sort, the details with our Fliptheas details with accessories accessories like ourangle, Flipon both metal and openthen wire shelves hang, and sell alldisplay, types of hand tools ®® using aLabel pegboard nail down TM Scan Holders and Scan ItItTM hang, sell all types of hand tools Scanand Label Holders and Strips, Strips, Scan anddetails bar. One-piece installation means using a pegboard display, then nail down the with accessories like our Sign wall tags, more. using aHolders, pegboard then nail Flipdown Sign Holders, walldisplay, tags, and and more. you details this bad boylike right ®can drop the accessories our into FlipScan Labelwith Holders and Strips, Scan ItTM theCall details with accessories like our Flip800-444-4665 || TrionOnline.com Call TrionOnline.com ®800-444-4665 place, adjust as needed, and watch Scan Label Holders and Strips, Sign Holders, wall tags, and more.Scan ItTMTM ® Scan Label Holders and Strips, Scan It the revenue increase. The more. EWT takes Sign Holders, wall tags, and Call 800-444-4665 | TrionOnline.com Sign Holders, wall tags, and more. over from there, automatically feeding

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Scan Scan Hooks Hooks for for Grid Grid WonderBar Hooks Scan Hooks for Grid or flatgrid scan hooks for that. Flip or flatgrid scan hooksare forthe that. Flip or or WonderBar Displays versatile Scan Hooks for Grid Slat or flat! Trion Industries makes B get e s tyour S echoice l e c t of iofolabel n slatgrid clip, holder clip, you you get your choice label holder ®

heroes of the Trion product family, Slat or flat! Trion slatgrid or flatgrid scan Industries hooksflatback formakes that.metal, Flip or styles. Choose or styles. Choose from flatback metal, or coming to thefrom rescue when you need or flatgrid scan hooks in for that. Flip or clip, you get your ofsingle label holder open wire backplates prong, open wire backplates single prong, muscle and goodchoice looksin to merchandise clip, you get your choice of label holder styles. Choose from flatback metal, or Slat or flat! Trion Industries makes slatgrid loop, or scan fronts. You then have items of allhook sizes. These Bar can loop, or scan hook fronts. YouHooks then have styles. Choose from flatback metal, or wire backplates in single prong, oropen flatgrid scan hooks for that. Flip or a choice of label holder styles. The entire lift heavy loadsholder in their capable a choice of label styles. Thearms. entire open inYou single prong, loop, orwire scan hook fronts. then have range of 11",or 3" and 4" surfaces are Display Scan, Saddle Mount or Plug ",backplates clip, you get your choice of label holder range of 3" and 4" grid grid surfaces are loop, or scan hook fronts. YouThe then have asupported. choice of label holder styles. entire IfIf slatwire or gridwall is your in,Choose there are Trion WonderBar Hooks supported. slatwire or gridwall is your styles. from flatback metal, or a choice of holder styles. Theshould entire ", label range of 1 3" and 4" grid surfaces are for every need. display surface, your hook choice display your hook choice prong, should open wiresurface, backplates in single range of 1 ",If 3" and 4"orgrid surfaces are supported. slatwire gridwall is your be be Trion. Trion. loop, or scan hook fronts. You then have supported. If slatwire or gridwall is your display surface, your hook choice should a choice of label holder styles. The entire display be Trion.surface, your hook choice should range of 1 ", 3" and 4" grid surfaces are be Trion.

Scan Hooks for Grid

supported. If slatwire or gridwall is your display surface, your hook choice should be Trion.

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® Product temperature can be difficult be featured together.downward-canted Dual lanes adjustto to These strong, maintain at the front of a cooler. This fit narrow merchandise sizes as small as waterfall hooks lift more weights than Merchandise allensures size drinks fromair mini Air Flow Baffle is 1a3⁄personal features a that separate pusher 4 ". Each lane Ready for cold a workout, ® trainer. ® Red Bull cans to oversized Gatorade forced forward to keep items at their paddle to keep products and Trion Industries’ hooks forwarded display heavy ® bottles. ZIP Track Use is the most versatile ideal temperature. part your faced. Feature itemsweights of as different widths products, like free in of multiple and cost-effective Grab-and-Go system cooler outfitting strategy, along with via asymmetric configurations. Cross sizes, with bothlane sales and safety in mind. ® available on the Merchandisers market. Use actual WonderBar Bar merchandise a variety of products with Your customers can easily browseand 3the TM lane width from 2" to 3 /4 ". productEWT to set hooks, Expandable Wire Tray ease. Trays install without and out merchandise, which is tools held in lift place ® Reset lane width on set-upClear in less than System, and cooler Scan for restocking or product rotation. by quick built-in pins capable to keep product

30 seconds. Shelf-based and coolerlabel holders. Full includes and oversize fromline shifting or standard falling. Exercise your ready, this anchored system billboards trays, and display, and pusherrelated hooks. Call 800-444-4665 | TrionOnline.com opportunity to scan cross-sell product for easy selection and fast sale. products and keep your bottom line in Call 800-444-4665 | TrionOnline.com ZIP Track® forwards and faces product at Createutility Your shape! Of course these waterfall all times. Quickly add lanes with this easy hooks are perfect for more than hand®

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Over 450 Profiles C o n t a i n e r s ®W e l l C o n t a i n e d

Clear Scan Label Holders Cooler Capable AMT ®

Storewide solutions for any labeling need. Available in a variety of profiles Neatly and effectively display cooler S St taagg ii nn gg A Ar er aesa Bs u B iI ln t I n i lu tlabel (shapes), these bright,including clear holders and freezer items, yogurt, are easily positioned in single-serve all standard dips, puddings, ice cream, S i g n U p ! as well as C-channel configurations, These strong, downward-canted foods, andstrong, more. Our small Adjustable These downward-canted waterfall hooks lift more weights than displays metal, glass, wood, Merchandising Tray fits a range waterfallincorporating hooks lift (AMT) more weights than a personal trainer. Ready for a workout, wire baskets, wire shelving, wire fencing, of 4to 6-ounce cups; the medium AMT a personal trainer. Ready for a workout, What you want your customers to Trion do Industries’ hooks display heavy and scanning hooks. Plain paper labels organizes mid-range offerings; and the products, liketo free weights in multiple Trion Industries’ hooks display heavy know? Want promote great prices or drop inwith behind a clear flexible PVC front, large AMT gives ice cream lovers pause sizes, both and safety inin mind. products, like sales free weights multiple unique product features? Add wall tags Your customers can the their allowing labels beeasily changed quickly and to browse andtochoose abrowse pint sizes, with both sales and safety in mind. to your displays faster than youof can say merchandise, which is held in place inexpensively without messy adhesive favorite flavor (hmmm ...why not get both Your customers can easily browse the “sign Wall tags to mount by up!” built-in pins to allow keep you product backing. Adhesive label holders and Cherry Vanilla and Rocky Road?). This merchandise, which is held in place fromproduct shifting or falling. Exercise your your and price separately on strips also available if isrelated your need. manual-feed tray that to ensures cross-sell byopportunity built-in pins tothat keep product vertical display surfaces, forproducts cleaner products and keep your bottom line in boost Save time, increase visibility, and remain faced and accessible. Time to from shifting or falling. Exercise your overall shape!presentation. Of course these waterfall utility sales with this storewide labeling system. re-stock? Just lift out and refill. Add Clear opportunity to forcross-sell related hooks are perfect more than hand Call®800-444-4665 | and TrionOnline.com Cooler capable, color, built-in promo Scan Label Holder, and you’re finished! products and keep your bottom line in

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Flip-Scan Hooks Scan-It Scan Arms WonderBar Hooks

Flip-Scan hooks are ® an open and shut case for ease of use. The articulated Scan-It do this? Scan-It do that? label holder ®lifts up and out ofversatile the way WonderBar Displays Scan-Its doare it the all! Scan-Its for easy product access, then falls back heroes ofmake the Trion product family, it easy to label and G the eviewing t rescue Crea t i v e you for product andneed price to when G e t C r eto acoming tvertical ive price products, regardless of info. Our unique label holder flexes open muscle and good looks to merchandise plan-o-gram fixture layout, so items plainofpaper labels can be inserted all sizes. These Bar Hooks canor unusual product shape, Mirror, mirror on theMirror, wall. You can be mirror on the wall. You can be effortlessly. Available with shortarms. label lift loads in their capable the most difficult item toheavy display of spaced displays. the most tightly difficult item to display of all. Clever merchandisers use large holders oror full length label strips and Display Scan, Saddle Mount Plug you need a or flexible all. CleverWhen merchandisers use large literature holders forconstructed three-dimensional, of long-life materials, these in, thereaid are Trion WonderBar to label and priceHooks items awkwardly sized items like mirrors, literature holders for three-dimensional, durable, attractive scan hooks can outfit for every need. quickly and conveniently, turn to framed art, clocks, and more. Available awkwardly sized items like mirrors, all display surfaces, including pegboard, in a range of sizes, gauges, and weights, this Swiss Army knife of outfitting. framed art, clocks, and more. Available slatwall, crossbar, and corrugated. Trion’s large literature holdersgrid, can TM be Scan-It is available in a range of in a range of sizes, gauges, and weights, spaced horizontally to accommodate all Fully compatible with the Clear Scan® back plate sizes and label can holder Trion’s large literature holders be manner of product sizes. Label Holder System for C-channel, configurations. horizontally to accommodate all Call 800-444-4665 shelf |spaced TrionOnline.com edge, wire basket, and refrigerated manner of product sizes. areas storewide.

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product front-to-back to “ZIP” each traditionalists —even |product literature. Call Call800-444-4665 800-444-4665 |TrionOnline.com TrionOnline.com ® offers a wide track together. ZIP |Track Call 800-444-4665 TrionOnline.com range of adjustability for changing merchandise selections.

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district. At the same time, underage smoking rates in the other metropolitan school districts in cities without a flavored tobacco product sales ban continued to decline and averaged 2.8% as of 2019. A third study, published in July 2021 in “Nicotine & Tobacco Research,” found similar implications of flavored vapor bans on young adult tobacco users: “If vape product sales were restricted to tobacco flavors, 39.1% of users reported being likely to continue using e-cigarettes, but 33.2% were likely to switch to cigarettes. If vape product sales were entirely restricted, e-cigarette users were equally likely to switch to cigarettes versus not (~40%).”

presidents of the Society for Research on Nicotine and Tobacco, the world’s leading professional orgaUNINTENDED OUTCOMES nization dedicated to the subject, advised policyThe above three studies clearly demonstrate that makers considering restrictions on vaping products the unintended but very real consequence of broad that “the potential lifesaving benefits of e-cigarettes flavor bans is to switch youth and young adults who for adult smokers deserve attention equal to the use vapor products, generally considered to be risks to youths.” lower on the continuum of risk, to cigarettes, conThe paper noted findings of several studies that sidered to present more risk. “policies intended to restrict e-cigarette use may Similarly, a paper published in August 2021 in the have unintentionally increased cigarette smoking,” “American Journal of Public Health” by 15 former including a Minnesota e-cigarette tax that led to increased adult cigarette smoking. Each new study clarifies that, for public health purposes, policymakers should not rely on a simple, one-sided view that all tobacco products are identical and should be regulated identically, or that all flavored tobacco products should be eliminated to protect young people. Thomas Briant is the executive director for the National Association of Tobacco Outlets (NATO). NATO’s mission is to enhance the business interests of retailers that sell tobacco products, support the legislative and regulatory interests of members and encourage the expansion of the retail tobacco segment in a responsible manner. He can be reached at info@natocentral.org.

cstoredecisions.com October 2021 •

CSTORE DECISIONS

FRONT END Industry News

Mercury Fuel Service Sells Stores, Fuels Wholesale Business Mercury Fuel Service has sold its 20 petroleum marketing and convenience retail stores and fuels wholesale business. Eight of the stores were acquired by EG Group, and 12 of the stores and Mercury’s fuels wholesale business were acquired by afﬁliates of CCO, the parent of Sam’s Food Stores. The stores are all located in Connecticut and sell Mercury’s proprietary branded fuel, Price Cutter, as well as Sunoco, Mobil, Gulf and Citgo branded fuel. The wholesale business serves dealer accounts in Connecticut, Massachusetts and New York. As part of the transactions, Mercury also retained the real estate and entered into long-term leases with the buyers on a total of nine stores. Matrix Capital Markets Group provided merger and acquisition advisory services to Mercury, which included valuation advisory, marketing the business through a conﬁdential, structured sale process, and negotiation of the sale and lease transactions.

Lula and Uber Team Up to Offer C-Store Delivery Grocery delivery service Lula and rideshare company Uber announced a partnership that will empower thousands of convenience stores to offer on-demand delivery to customers through Uber Eats. While there are over 150,000 c-stores nationally, these stores have had difﬁculty making the switch to digital, and a large majority are unable to offer last-mile delivery. Lula and Uber’s partnership aims to bridge this gap through Lula’s virtual c-store offering. Philadelphia-based Lula transforms convenience stores into last-mile micro-fulﬁllment centers. Launching this fall, Lula’s software will help c-store chains quickly transform a store into a virtual listing for Uber Eats customers to enjoy. Lula offers inventory management and aggregation software that enables c-stores to easily sync and manage their inventory through the app.

Kum & Go Ups Its Foodservice Game

Family-owned convenience retail chain Kum & Go is launching a new fresh food menu at stores in Little Rock, Ark., and the surrounding metro area. Its aim is to significantly elevate convenience store food with a menu that’s more on par with fastcasual restaurants. Kum & Go is positioning itself as a food destination. The new made-toorder food includes grain bowls, premium meat and vegetables layered on fresh baked bread, blended smoothies, cold brew frappés and more. “At Kum & Go, we’ve been listening to our customers who describe how difficult it is to find tasty, healthier foods while on the go,” said Kum & Go CEO Tanner Krause. Everything on Kum & Go’s new menu is designed to go beyond what consumers would expect from a convenience store. The new menu launched at Kum & Go locations in the greater Little Rock area in August.

Maverik Raises More Than $255K for Feeding America Guests at Utah-based Maverik stores were especially kind this summer, rounding up their cash transactions to the nearest dollar at locations across 11 states. Generous customer contributions raised $255,348 to be donated to Feeding America, the nation’s largest domestic hunger-relief organization. The donation coincided with September’s Hunger Action Month, an annual nationwide campaign to inspire 28

CSTORE DECISIONS •

October 2021

people to take action and raise awareness of the issue. The funds will strengthen Maverik’s $180,767 donation to Feeding America in February from its last Round Up campaign and the chain’s $150,000 January donation. So far in 2021, Maverik has donated a total of $586,115. Ninety percent of customer donations that were raised locally will stay local, with each region’s collections going to serve food banks that assist people in that same region. cstoredecisions.com

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FRONT END Leadership Column

Beyond Mentoring As you navigate your career, the three Cs – coaches, champions and cardinals — can help you unleash your potential. Jill Johnson • Johnson Consulting Services

People who achieve career success often talk about having had a mentor who guided their career. Whether the mentoring relationship evolves naturally or is a planned relationship, it provides a sustained link between the two individuals. Everyone needs help learning new skills and imagining things they could have never conceived of on their own. Yet there are three other types of people who can have a profound impact on your ability to achieve success besides someone who is actively mentoring you. The key difference is that the level of their involvement in your life or career often differs significantly from that of a mentor. Knowing that you can benefit from a wider range of advisers will allow virtually everyone you meet to inspire and guide you. As you navigate your career, look for the three Cs: Coaches, Champions and Cardinals. 30

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COACHES

Coaches go by many names in today’s business world. They can also be consultants, advisers or trainers. When you think of any successful sports ﬁgure, from Tom Brady to Simone Biles, one common denominator they all have that enables them to play at an elite level is a coach. The key thing that makes a coach different from a mentor is they are paid to make you think, give you advice, reﬁne your expertise and teach you advanced skills. A coach’s experienced eye can see the changes and adjustments that will make all the difference in your ability to attain success. They teach you how to go beyond the fundamentals to leverage your skills for even greater rewards. Business coaches do the same. They help transform leaders through their ability to teach profound business and life lessons. A great coach will help you clarify your vision for

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your future and hone your ability to manage the inherent challenges of the business world. They often view dreaming big dreams as critical, but they know that putting forward the day-to-day effort is essential to making any big dream a viable reality. A coach can help you develop the self-confidence you need so you can hone your skills and deliver them with style, grace and technical perfection. Coaches are also a support system to help you get back up quickly when you stumble, as we all inevitably do. The learnings and discipline you learn from a great coach will remain with you throughout your career.

You will gain the attention of a champion via recommendations of their staff or from projects you work on that bring your professional skill set to their attention. These types of leaders are always on the lookout for talent. A high level of satisfaction with your efforts can bring amazing opportunities. It can include business referrals, invitations to next level boards and other opportunities to showcase your skills. Referrals from a champion can make an enormous difference in your career and in raising the sophistication level of your future opportunities. The most

CHAMPIONS

There are some people in your professional life who will reach out to assist you in a very different way than a coach or a mentor. Champions are the people who can open doors for you without any real relationship with you other than they recognize your talent and potential. Champions don’t involve themselves in your life in any significant or ongoing way, but they reach back with their hand and give you a boost to lift you to the possibility of a new level of success. These types of distinguished business executives are so widely regarded that their recommendation is virtually an endorsement that moves you to the front of the line. They know they are opening a door for you, but they don’t expect anything back except that you follow through on the opportunity at an exceptional level of performance. 34

CSTORE DECISIONS •

October 2021

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FRONT END Leadership Column

unusual thing about your relationship with a champion is that there is likely to be no personal relationship. They don’t have heart-to-heart talks or lunch with those they support. Yet a champion can do more for your professional career than any mentor ever could. Champions open doors and give you a chance to prove yourself. They can bring you to a whole new professional level and open up the world for you. CARDINALS

Then there are those people who fly into your life and show you possibilities that will change the course of your future. These cardinals just as quickly fly away, and you never see them again. Nevertheless, the brilliance of what they have added to your view of the world totally changes how you see your future. When cardinals talk to you, their words inspire a new song in your heart. The possibilities of the world they show you moves your spirit in a new direction. Cardinals inspire you to soar to a level you never could have imagined before you saw them fly. Cardinals leave behind a memory that stimulates and engages you because they have exposed you to previously unimagined possibilities. You will connect with a cardinal through chance encounters or as a result of a random opportunity that comes your way. These happenstance events have the potential to change the course 36

CSTORE DECISIONS •

October 2021

of your entire life. The insights these cardinals share with you will resonate with you at a profound level and you will leave the encounter knowing with the absolute certainty that your future possibilities have changed for the better. It is unlikely that you will ever see or talk with that cardinal ever again. Cardinals have no idea of your potential or ambition or your determination. They just show themselves to you, and you will be inspired by the possibilities. FINAL THOUGHTS

Whether you are on your way to the top of the corporate ladder or to entrepreneurial success, it is unlikely that you will get there alone. Bringing in paid coaches and allowing others to inspire and champion your talent will open you up to a world in which you can learn from virtually everyone you meet. By doing so, you will exponentially enhance your potential for success. Jill Johnson, MBA, is the president and founder of Johnson Consulting Services, a highly accomplished speaker, an award-winning management consultant, and author of the bestselling book “Compounding Your Confidence.” Johnson helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted more than $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more information on Jill Johnson, visit www.jcs-usa.com or connect with her at linkedin.com/in/ JillJohnsonUSA.

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Chestnut Market

CREATING CHESTNUT MARKET

As it crosses the 40-year mark, the family-owned, New York-based c-store chain has plans to reach 100 company-operated sites, all while rebranding, adding foodservice and elevating the next generation. Isabelle Gustafson • Associate Editor

When Chestnut Petroleum Distributors Inc. (CPD) CEO Mickey Jamal started the business with his wife Kay in 1981, he could not have foreseen the changes to come over the next four decades. “The ﬁrst location we purchased was a repair shop that had two bays and a snack shop,” he said. “We offered some fresh coffee and very few other items. … We built a relationship with our customers, and we started expanding our product line. In 1983, we converted the bays into a store.” In the beginning, the company grew organically, store by store, and Mickey was soon joined by his brothers Sam, Sal and Cal as business partners. A few strategic acquisitions later, the company really started to take off.

Today, with a second generation at the helm, the New Paltz, N.Y.-based chain has 175 commission agent/dealer locations and 64 company-operated sites in New York, New Jersey and Connecticut — with plans to hit 100 by 2025. With the company at scale and growing, CPD is rolling out the Chestnut Market brand, which debuted midpandemic, to its ﬂeet of c-stores through remodels and new builds. With a new logo, an inviting color scheme, amenities like Bitcoin ATMs, beer caves, f’real machines and an upcoming Chestnut

Chestnut Market

Kitchen foodservice offering, the new brand is well positioned to wow customers. “Our goal is to continue growing the company,” Mickey Jamal said. “Right now, we’re jumping at opportunities to acquire and build stores. And every location that we open will be under the Chestnut Market brand.” The decision to rebrand as Chestnut Market centered around forming a more cohesive identity, one that customers will recognize for excellence in customer service, product selection and cleanliness — values the company has held since its inception. The new brand design aims to make customers feel at home when they cross the threshold. “Our stores are fresh, crisp, modern, well-lit; our bathrooms are super-clean,” said Mickey Jamal. “We provide customers with the right product that they’re looking for. Like Sal always says, ‘retail is detail.’ … Our CFO, Matthew Hagquist, our general manager, Rick Theilig, and my brothers Sam, Sal and Cal — between all of us, we have over a hundred years of experience in this business.” Some of CPD’s employees have grown within the company, too. “We’re fortunate to have employees who have been working with us 10, 15, 20 years,” he added. 40

CSTORE DECISIONS •

October 2021

Chestnut Petrolum CEO Mickey Jamal began the business in 1981 with a single store in New Paltz, N.Y. Today, it has 64 companyoperated sites and 175 commission agent/dealer locations.

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Chestnut Market

CPD Director of Brand Development Sharif Jamal with his dad, CEO Mickey Jamal

Over the past 40 years, he said, “the whole industry has changed tremendously.” But one thing remains: “Our customers depend on us. That’s what we’re here for.” ABOVE AND BEYOND

CPD’s goal is to always go above and beyond guests’ expectations, said Director of Brand Development Sharif Jamal, Mickey’s son and one of the second-generation family members. And the rebrand reflects this. The new Chestnut Market-branded stores are more modern, while still maintaining a comfortable feel, keeping in mind the next generation of consumers. “We went with a sleeker, modern design — something that’s more aligned with the times,” he said. The logo and overall design for the Chestnut Market brand center around a minimal squirrel image and the color green, alongside other earthy tones, a nod to the company’s headquarters in New Paltz, a small mountain town in New York. “We came up with the squirrel because we felt 42

CSTORE DECISIONS •

October 2021

like it represented the Hudson Valley so well,” Sharif Jamal said. “But we didn’t want it to be cartoonish or generic; we wanted it to be pretty sharp. One of the requests I had when we were designing it was, ‘Make the squirrel look like Apple’s apple.’” The company worked with GSP to create the logo, Federal Heath for the interior branding and design, and GNS Group in Poughkeepsie, N.Y., for exterior signage. “We even showed the design to our customers and our employees and voted on how the brand and the stores would look,” added Mickey Jamal. “We compared ourselves to the top of the industry, and we visited a lot of stores. After years of research, we decided to start branding.” Chestnut Market sites can range from 900-5,000 square feet. Some started as gas stations; others are rebuilds or new-to-industry (NTI) sites. Some have car washes, some have quick-service restaurant (QSR) partners like Dunkin’. Fuel brands include Exxon, Mobil, Shell, Sunoco, BP, Irving and Gulf. While CPD officially launched its rebranded Chest-

cstoredecisions.com

CPD chose the name Chestnut Market in part as a nod to its commitment to fresh items like produce. In the future, the company plans to offer additional fresh grab-and-go items as well as a new, full-service foodservice operation under the Chestnut Kitchen name.

nut Market concept in 2020, it began laying the groundwork for the rebranding process several years ago. One challenge has been that the permitting process for new sites is notoriously slow, particularly in the states where CPD operates. “It can take years,” said CPD President Sal Jamal. “It’s extremely difficult, but we always push through. We just received permits to do a remodel for one of our locations that took us almost five years. New York, Connecticut, New Jersey are some of the toughest places to get approvals for gas stations.” Now, despite slowdowns, things are moving along. “We launched the rebrand with a NTI site in Elmsford, N.Y., and then we started getting approvals store by store, county by county, all across New York, Connecticut, New Jersey,” he said. “We’ve actually just gotten approvals on six sites that we plan on remodeling within the next year.”

From left, two of the four Jamal brothers: Cal Jamal, Chestnut Petroleum executive vice president, and Sal Jamal, president.

CHESTNUT KITCHEN

Foodservice will also be getting an upgrade in Chestnut Market stores, with the upcoming launch of the brand’s Chestnut Kitchen offering. Chestnut Market stores currently feature a graband-go program, but plans are in the works for a brand-new, full-service foodservice operation under the ‘Chestnut Kitchen’ name. Farris Jamal, Chestnut’s foodservice manager, said the new menu will feature fried chicken — including a “top-secret chicken sandwich” and a variety of chicken wing flavors, plus healthier options like grilled wraps. “It’s a totally proprietary fried chicken program that’ll be under the Chestnut Kitchen name,” he said. “We’re hoping to roll it out into our brandnew site that will be opening in Newark, N.J., within the next few months.” CPD has had success with chicken partners in the past. With the subcategory’s growing popularity, and the rollout of the new brand, a proprietary program seemed like a natural fit. “It’s freaking delicious, right? It’s hard not to like fried chicken,” Sharif Jamal said. “We’re also working on a pizza program and a made-to-order sandwich program.” Plus, there are plans to carry additional fresh grab-and-go products, like sandwiches and freshcut fruits.

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October 2021 • CSTORE DECISIONS

Chestnut Market

Many of Chestnut’s company-operated stores without a coffee QSR like Dunkin’ (above) are converting from soft heat servers to new bean-to-cup coffee machines for Chestnut’s proprietary Lotta Java coffee brand (right).

“We’ve always had grab-and-go and grocery items in the store,” Sharif Jamal said, “but depending on the site and the size of the store, we could be carrying more fresh items, more produce. … That’s one of the reasons we went with the name Chestnut Market — we’re starting to carry more fresh products.” Many of Chestnut’s company-operated stores without a coffee QSR are converting from soft heat servers to new bean-to-cup coffee machines for Chestnut’s proprietary Lotta Java coffee brand. “We work with a local roaster out of New Jersey,” said Executive VP Cal Jamal. “We use 100% Colombian coffee and a Java Reserve mix as our two main coffee offerings. All locations also carry additional flavored coffees and teas.” Despite a high-quality coffee offer, the pandemic impacted Chestnut’s dayparts, said Faheem Jamal, director of c-store operations — 44

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October 2021

particularly in the morning. “COVID has changed the morning commute,” he said. “People have been starting their days later, or not commuting at all anymore, which resulted in a major shift to midday and afternoon traffic patterns.” Still, he said, “customers relied on us being a quick and clean stop for convenience and grocery items. We gained customers’ trust and loyalty by having clean and fully stocked essential products.” For Mickey, Sal, Sam and Cal, the move toward foodservice is full circle. Their background, before opening that first store in 1981, was in foodservice and in distribution. “We’re very familiar with the food business,” Mickey Jamal said. “Now, the whole convenience industry nationwide has been focusing more and more on specialty offerings. And most of that specialty offering is food.”

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Chestnut Market

With that in mind, the brothers foresee CPD operating a commissary down the line, to really streamline the foodservice offer to all Chestnut Market sites, no matter the size or location. “We are in small communities, so our stores are not cookie-cutter. It’s somewhat difficult to have the same service from a 900-square-foot store to a 3,000- or 5,000-square-foot store,” noted COO Sam Jamal. “So we’re focusing on eventually having a commissary where we deliver food to all our stores and are able to deliver from the stores directly or through a local/national service to the community.” And while some of Chestnut’s sites already feature drive-throughs for its Dunkin’ QSRs, Faheem Jamal said the company plans to expand the drive-through offer and the products available. “We’d put drive-throughs at every store if we could,” he said. “One of our biggest battles right now, with all these different municipalities that we’re trying to get permitting in, is fighting for a drive-through, too. We’re going to keep pushing it.”

Checking Out Chestnut PetroleuM Company: Chestnut Petroleum Distributors Inc. (CPD) C-Store Brand: Chestnut Market Headquarters: New Paltz, N.Y. Founded: 1981 CEO: Mickey Jamal Number of Sites: 64 company-operated sites (with plans to hit 100 by 2025), plus 175 commission agent/dealer locations in the tri-state area of New York, New Jersey and Connecticut Fuel Brands: Exxon, Mobil, Shell, BP, Irving, Sunoco and Gulf

The decision to rebrand as Chestnut Market centered around forming a more cohesive identity, one that customers will recognize for excellence in customer service, product selection and cleanliness — values the company has held since its inception.

CSTORE DECISIONS •

October 2021

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1.5 liter

3 liter

Chestnut Market

From left: Faheem Jamal, director of c-store operations; Farris Jamal, foodservice manager; and Sharif Jamal, director of brand development

If all goes well, he said, as the company develops its Chestnut Market foodservice program, it will continue to grow the drive-through offer. NEXT-GEN

The company is working on developing a new website and an in-store app, which will include loyalty rewards. And, further down the line, it’s eyeing other technologies like self-checkout to stay competitive and reduce labor costs.

CPD plans to hit 100 company-operated sites by 2025, all of which will be under the new Chestnut Market brand.

CSTORE DECISIONS •

October 2021

“We like to stay agile and be able to change with the times and the technology,” Cal Jamal noted. “Self-checkouts are all over the tri-state area — in supermarkets, pharmacies, QSRs and now even in some of our c-store competitors.” The COVID-19 pandemic served as an accelerator of consumer expectations, particularly surrounding new technology. “We learned a lot in the past two years since COVID hit the country,” confirmed Mickey Jamal. “We need to rethink how we do business, we need to rethink how we distribute and deliver products. And I think the new generation will do a better job than we are by providing all these services and changing the landscape of how we do business.” Ultimately, CPD, and now the Chestnut Market brand, “is a big family involvement,” Sam Jamal said. “We have people across every channel within our company. We have some family members who strictly work in the wholesale business, some family members who strictly work on the company operations, and then some who work in between.” The biggest challenge, said AJ Jamal, northeast director of wholesale fuels, “is we are always talking about business whenever we are together — weddings, birthdays, sporting events or dinners with our families.” “Overall,” he said, “we all have one goal: to make the company better. Everybody’s always striving to make it better.” CSD

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Category Management | Tobacco

Top T ps

for MAXIMIZING

Tobacco Sales With so many factors affecting the tobacco set, working with manufacturers on promotions and having foresight in stocking what customers demand can spell success in an ever-changing tobacco market. Thomas Mulloy • Senior Editor

CSTORE DECISIONS •

October 2021

Category Management | Tobacco

With hard-to-predict influences in the form of regulations at all levels of government, supply disruption, newfangled products and shifting consumer behavior, merchandising the tobacco back bar may seem as tricky as ever to today’s retailers. Cigarette dollar sales have been relatively flat, rising just 0.1% for the 52 weeks — and slightly down 0.8% for the 12 weeks — ending Aug. 8, 2021, according to total U.S. convenience data from market research firm IRI. Spitless tobacco and electronic nicotine delivery systems (ENDS) were consistent big winners, registering boosts in dollar sales of 46.7% and 18.4% respectively for the same 52-week period. Other tobacco products (OTP) showed the biggest drops, with both pipe (-24.2%) and roll-your-own (RYO) (-11.4%) tobacco seeing large 52-week declines. With a product that is so heavily regulated, it can be difficult for retailers to use the same incentives as other products to boost sales. That means stores must maximize the discounts and other incentives offered through manufacturers, like special pricing and loyalty discounts. Here are some tips on boosting sales for the segment:

– Vince Segura, merchandising manager, Fuel City

CSTORE DECISIONS •

October 2021

“

We have a lot of return customers. If you ﬁnd a customer that likes an off-brand … and they want it, bring it in for them. Then keep it in stock for them, and you’ll keep that customer coming.

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Category Management | Tobacco

1. BUILD CUSTOMER LOYALTY

“Loyalty’s a big thing,” said Vince Segura, merchandising manager for Fuel City’s seven stores in the Dallas-Fort Worth Metroplex. How do customers become loyal tobacco patrons? Ensuring top products are in-stock and running all available tobacco deals can keep your store top of mind for tobacco users. “Multi-pack specials are probably the best that we get,” Segura noted. And his customers know they can find them at Fuel City. Retailers would be wise to stay on top of suppliers and be sure to know all of the manufacturer incentives — not only those running currently, but those planned for down the road. While Fuel City has run specials on dip and other smokeless products, the chain has found that simply having the product in-stock can give its stores an edge. Supply disruption has been a factor with smokeless products, noted Segura. That’s led to more smokeless customers buying the multi-pack — “a log,” he called it.

CSTORE DECISIONS •

October 2021

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Category Management | Tobacco

ENDS AND SPITLESS DOMINATE AS CIGARETTES STAY STEADY

Growth of electronic nicotine delivery systems (ENDS) and spitless tobacco products far outpaced the tobacco category for the last 52 weeks ending Aug. 8, 2021, while cigarettes held its own and other tobacco products (OTP) sales dropped significantly. 4 Week

1-Year % Change

Unit Sales

Price per Unit

Current

1-Year % Change

Current

1-Year Change

Cigarettes

$4.56 B

2.6%

553 M

-2.6%

$8.24

$0.42

Smokeless Tobacco

$675 M

11.1%

111 M

7.7%

$6.09

$0.19

$558 M

5.2%

86.3 M

-1.6%

$6.46

$0.42 -$0.30

Chewing Tobacco/Snuff Spitless Tobacco

“There is a customer base that comes in, and they want a log of Copenhagen or what not, especially if it’s hard to find,” Segura said. “COVID’s put a hurt on a lot of companies all around, but tobacco especially.” With tobacco users’ strong brand loyalty, the now-familiar COVID-19 pandemic stock-up mentality kicks in, and they buy plenty of product in fear they may not be able to find it later. It’s also smart to pay attention to what kind of promotion and advertising that brands are doing on a larger scale. Often, retailers can see a connection to national advertising and strong store sales, especially with new types of products, like nicotine pouches. “ZYN has been doing really, really well,” Segura observed. “I think they do a good job of marketing that throughout the U.S. on TV, stuff like that. So that’s really popular in all of our convenience stores.” Lots of buzz from a strong advertising campaign could mean stronger demand for that product — it’s also the worst time for a retailer to get caught with out-of-stocks. The sales opportunity isn’t all that you’ll lose — it’s a blown opportunity to show you’re the store that customers can count on.

Dollar Sales Current

$117 M

51.7%

24.6 M

61.1%

$4.78

Cigars

$306 M

1.3%

180 M

-4.2%

$1.70

$0.09

Electronic Smoking Devices

$470 M

20.9%

33.8 M

15.4%

$13.92

$0.64

Smoking Accessories (Pipes, etc.)

$31.9 M

13.8%

15.8 M

10.9%

$2.02

$0.05

All Other Tobacco Products

$8.51 M

-17.7%

907,964

-21.6%

$9.37

$0.45

$5.36 M

-17.6%

578,853

-19.4%

$9.25

$0.20 $0.86

Pipe Tobacco

$3.15 M

-18.0%

329,111

-25.4%

$9.57

Lighters

Roll Your Own Tobacco

$50.5 M

4.6%

26.2 M

-1.4%

$1.93

$0.11

Matches

$23,771

-17.3%

12,733

-20.0%

$1.87

$0.06

12 Week

Dollar Sales

Unit Sales

Price per Unit

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year Change

Cigarettes

$13.6 B

-0.8%

1.66 B

-6.3%

$8.21

$0.46

Smokeless Tobacco

$2.00 B

7.3%

329 M

3.6%

$6.10

$0.21

Chewing Tobacco/Snuff

$1.67 B

1.8%

259 M

-4.7%

$6.43

$0.41

Spitless Tobacco

$337 M

46.3%

69.3 M

54.3%

$4.86

-$0.26

$916 M

-2.8%

537 M

-8.6%

$1.71

$0.10 $0.29

Cigars Electronic Smoking Devices

$1.39 B

18.1%

102 M

15.6%

$13.68

Smoking Accessories (Pipes, etc.)

$94.9 M

4.3%

47.1 M

0.7%

$2.01

$0.07

All Other Tobacco Products

$26.0 M

-22.4%

2.77 M

-25.5%

$9.41

$0.37

Pipe Tobacco

$16.3 M

-24.2%

1.74 M

-24.9%

$9.34

$0.08

Roll Your Own Tobacco

$9.76 M

-19.3%

1.02 M

-26.4%

$9.52

$0.84

Lighters

$153 M

2.2%

78.6 M

-4.9%

$1.95

$0.14

Matches

$67,288

-24.5%

38,063

-25.9%

$1.77

52 Week Cigarettes Smokeless Tobacco

Dollar Sales

Unit Sales

$0.03 Price per Unit

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year Change

$56.3 B

0.1%

7.05 B

-5.8%

$7.99

$0.48 $0.34

$8.46 B

5.9%

1.40 B

-0.2%

$6.03

Chewing Tobacco/Snuff

$7.19 B

0.9%

1.15 B

-7.3%

$6.26

$0.51

Spitless Tobacco

$1.27 B

46.7%

255 M

52.7%

$4.98

-$0.20

Cigars

$3.91 B

4.2%

236 B

-3.1%

$1.66

$0.12

Electronic Smoking Devices

$5.62 B

18.4%

427 M

21.6%

$13.17

-$0.35

Smoking Accessories (Pipes, etc.)

$391 M

12.2%

198 M

6.5%

$1.98

$0.10

All Other Tobacco Products

$123 M

-19.9%

13.3 M

-25.8%

$9.25

$0.68

Pipe Tobacco

$78.1 M

-24.2%

8.36 M

-28.7%

$9.33

$0.56

Roll Your Own Tobacco

$45.1 M

-11.4%

4.94 M

-20.4%

$9.12

$0.92

Lighters

$619 M

5.1%

328 M

-2.7%

$1.89

$0.14

Matches

$320,051

-12.9%

224,304

-12.4%

$1.43

-$0.01

Source: IRI Market Advantage - TSV, Total U.S. Convenience data for the latest 52 weeks ending Aug. 8, 2021

CSTORE DECISIONS •

October 2021

cstoredecisions.com

Category Management | Tobacco

“There has to be that constant vigilance that is in the hearts and minds of your cashiers every hour of every day,” he advised.

4. GET INVOLVED LEGISLATIVELY

2. MASTER COMPLIANCE

While it’s important to please the right customers, retailers need to be just as mindful to NOT sell to the wrong customers. Do not overlook regulatory compliance in merchandising the tobacco set. “Here in New York state, there is a required redlettered sign that says that we don’t sell tobacco products to minors,” said Jim Calvin, president of the New York Association of Convenience Stores. “There’s also a corresponding sign about not selling vaping products to minors. But every state has different requirements.” Staying on top of these requirements — especially if you have locations in multiple states — is essential to properly selling the tobacco back bar. For example, some states require very specific signage while others do not, Calvin noted.

3. PRIORITIZE TRAINING

Going even further, Calvin strongly recommended developing a store “culture of continuous vigilance” in preventing the sale of tobacco products to minors. And that means repetitive training. “Training people once and hoping that they remember it and retain it forevermore — it does not work,” Calvin cautioned. “There need to be constant reminders.” A store’s entire staff, he said, must internalize the responsibility so it becomes automatic. 58

CSTORE DECISIONS •

October 2021

Calvin also stressed the need to be active in convenience industry trade organizations as well as with other retailers and industry groups. When you amplify your voice, it’s more likely to be heard. “It’s important to be plugged in to your trade association as to what types of laws and regulations are already on the books and new ones that are being proposed,” he advised. Retailers should remember that they are able to have some influence with lawmakers by attending the next public hearing or town board meeting. This is becoming increasingly important given the trend of local governments passing tobacco-related ordinances. More localities are requiring retailers to have a town or city or county tobacco license — on top of a state license.

5. PROMOTE TOBACCO DEALS

Using signage to promote tobacco prices and deals is key to boosting tobacco sales, advised Fuel City’s Segura. “Make sure that if you are offering those multi-pack specials, put that big around your tobacco displays so (customers) can see that. Be consistent with it.” Segura strongly advised that retailers give the customers what they ask for — that’ll lift sales throughout the store. “We have a lot of return customers,” he said. “If you find a customer that likes an off-brand … and they want it, bring it in for them. Then keep it in stock for them, and you’ll keep that customer coming.” CSD

fast facts: • Tobacco consumers love multi-packs. • Electronic nicotine delivery systems and spitless are seeing the greatest sales gains. • Training and vigilance prevent underage tobacco sales.

cstoredecisions.com

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WARNING:

This product contains nicotine. Nicotine is an addictive chemical.

Bidi Vapor, the maker of the BIDI® Stick disposable electronic nicotine delivery system (ENDS), announced today that the company will deploy a multi-prong strategy to combat the flood of illegal and subpar ENDS products that have entered the market. Among the strategies Bidi Vapor publicly disclosed include injunctions and lawsuits over false advertising and intellectual property violations, as well as an appeal to local and federal law enforcement, including sharing data from the Bidi Vapor’s own investigative efforts. “Bad actors are flooding the market with products that fail to meet FDA standards, mislabel their formulations and use candy and fruity flavored names that entice kids,” says Niraj “Raj” Patel, President and CEO of Bidi Vapor. “For companies like ours that live by the rules, it’s an uneven playing ﬁeld.” Bidi Vapor said it has spent the past several months actively pursuing litigation and conducting targeted outreach to state attorneys general and federal agencies including the U.S. Food and Drug Administration (FDA), the U.S. Bureau of Alcohol, Tobacco, Firearms and Explosives (ATF) and the Federal Trade Commission (FTC). For his part, Patel has focused on building an ENDS company that not only provides a real-world option for adult smokers 21 and over but also avoids practices that generate interest and use among minors and non-vapers. Since entering the ENDS industry in 2014, Patel has focused on the needs and wants of a mature demographic. That meant not only developing and designing a device for adult smokers but to build upon the lessons learned from the mistakes of others. Patel chose to focus on solid, age-restrictive policies and to market only to the adult-smoking population age 21 and over. Patel’s strategy of integrity and introducing a premium product into the disposable category helped make BIDI® Stick the No. 1 disposable in the United States in recent months, according to Nielsen statistics. Beyond legal remedies, Patel said his company has also made additional competitive decisions tied to their go-to-market strategies, which he declined to elaborate on as they are in varying stages of execution. “Until the rules start to mean something on the street, we are not going to take this abuse lying down,” Patel said. “Adult smokers deserve a viable option to combustible cigarettes that deliver on their brand message. They deserve products made with quality and backed by integrity.” Bidi Vapor’s founding mission is to provide recreational, non-combusted alternatives to adult cigarette smokers. The company is vehemently opposed to all illegal, underage tobacco use, including ENDS use, by minors.

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Category Management | Vape

FDA Reshapes

Vape Category

Pre-market tobacco application decisions shrink vape category as marketing denial orders hit more than 900,000 vape and e-cigarette products. Anne Baye Ericksen • Contributing Editor

CSTORE DECISIONS •

October 2021

Category Management | Vape

On Aug. 26, the Food and Drug Administration (FDA) lowered the hammer on approximately 35,000 ﬂavored e-cigarette items by issuing marketing denial orders (MDOs). The ruling prohibits interstate commerce for these products, resulting in convenience stores, vape shops and tobacco retailers immediately pulling them from store shelves.

CSTORE DECISIONS •

October 2021

“

It is absolutely absurd that the same agency that found time to ban over 6 million vaping products manufactured by small businesses is now indicating they need more time to review products with massive market shares. — Gregory Conley, president of the American Vaping Association

“

One week later, the FDA released approximately 300,000 more MDOs on flavored vape and e-cigarette products. Then, on the courtmandated deadline of Sept. 9, the FDA stated it had taken action on approximately 93% of the more than 6.5 million pre-market tobacco applications (PMTAs) accepted, including MDOs for more than 946,000 flavored vape and e-cigarette products. “We know that flavored tobacco products are very appealing to young people; therefore, assessing the impact of potential or actual youth use is a critical factor in our decision-making about which products may be marketed,” said Acting FDA Commissioner Janet Woodcock. “Right now, our main concern is that the FDA is aiming to clear the market of all but a handful of tobacco-derived nicotine vaping products. FDA is leaving adult smokers behind by trying to limit this category to only tobacco and menthol products. The end result will be disposables, e-liquids and pods being made with synthetic nicotine, which the (FDA) Center for Tobacco Products is not empowered to regulate,” said Gregory Conley, president of the American Vaping Association (AVA). “Efforts will eventually be made to restrict these products at the federal and state level, but as long as they remain legal, there will be a very large market for them.”

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Category Management | Vape

“JUUL is the one that makes me the most nervous about FDA decisions regarding the big brands. To use an old-school term, they’ve had a bullseye on their back,” said Anna Bettencourt, senior category manager for Haffner’s convenience store chain, which is owned by Energy North Inc. Headquartered in Lawrence, Mass., the company also runs car washes and foodservice sites. It appears Bettencourt and others will have to wait a bit longer. On Sept. 9, the FDA requested additional time to make a final decision on the pod system, along with other big-name brands. “It is absolutely absurd that the same agency that found time to ban over 6 million vaping products manufactured by small businesses is now indicating they need more time to review products with massive market shares,” said Conley in an AVA statement. “This decision brings even more uncertainty on the day FDA

had previously pledged to provide the public with answers.” The National Association of Convenience Stores (NACS), along with four other national retail associations, wrote to the FDA requesting a public release of the list of products that are receiving MDOs. “Without this list, our retail members, who make every effort to comply with the law, do not know which products must be removed from shelves,” the NACS letter stated. “As the agency takes action on PMTAs, it is imperative that there is continued transparency in the process and that stakeholders across the tobacco trade know all of the products that have had PMTAs rejected as well as all of the products that have had marketing orders granted.” SUMMER SALES

Despite the prolonged regulatory process, the category continues to post noteworthy profits. Market research firm IRI recorded nearly 33.8 million unit sales of electronic smoking devices in U.S. convenience stores for the 66

CSTORE DECISIONS •

October 2021

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Category Management | Vape

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Dollar Sales

1-Year % Change

Unit Sales

1-Year % Change

Latest 4 weeks (ending 8/8/21)

≈$470 million

20.9%

≈33.8 million

15.4%

Latest 12 weeks (ending 8/8/21)

≈$1.4 billion

18.1%

≈102 million

15.6%

Latest 52 weeks (ending 8/8/21)

≈$5.6 billion

18.4%

≈427 million

21.6%

Source: IRI Market Advantage -TSV Total U.S. Convenience data ending Aug. 8, 2021; received Sept. 9, 2021

four weeks ending Aug. 8, 2021. That’s a 15.4% increase compared with a year ago; the 52-week comparison showed a gain of 21.6%. “Our vapor sales compared to last year are skyrocketing. This is our biggest category increase from all of our categories. JUUL is still the main force, but Vuse Alto is moving up quickly with disposable coming in very strong,” said Rick Staley, merchandising manager for Tri Star Energy, which owns and operates Twice Daily, Hightail and Sudden Service convenience stores. On a brand comparison level, Nielson data confirms JUUL is still the top seller, with 41.1% of market share, but Vuse holds steady with 31.2% for the four weeks ending Aug. 24, 2021. Naturally, analysts are adopting a conservative stance on the future of the vape category until

fast facts: • Electronic smoking devices (ENDS) unit sales reached nearly 33.8 million between July and August. • FDA issued marketing denial orders on more than 946,000 flavored ENDS. • JUUL maintains market share leadership.

CSTORE DECISIONS •

October 2021

the fallout from PMTA decisions settles. Meanwhile, c-store category managers no longer have the luxury of a wait-and-see approach as the FDA mandates products subject to denial orders be removed from back bars. “Our distributors work guaranteed programs with all vendors,” said Staley, a policy he hopes will cushion possible losses. However, it pays to be proactive, too. There’s no definitive timeline to go with, so you have to deal with the information you have in the moment. But you also need exit strategies and you have to keep an eye on inventory,” said Bettencourt. “A lot of it is having a Plan A and a Plan B — and sometimes a Plan C.” CSD

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Category Management | Candy

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CSTORE DECISIONS •

October 2021

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Category Management | Candy

The ongoing COVID-19 pandemic has proved a double-edged sword for the candy, gum and mints category at convenience stores. On the one hand, as the pandemic added often-stressful changes to lifestyles and routines, many Americans turned to candy for an emotional pick-me-up. The National Confectioners Association’s (NCA) “2021 State of Treating Report” revealed that 77% of consumers feel that good emotional well-being leads to better physical health and makes it possible to enjoy life and be happier. On the other hand, candy sales have fluctuated throughout the past 18 months amid shifting lockdown orders and social distancing concerns. The convenience channel had a challenging 2020 overall, according to Carly Schildhaus, NCA’s public affairs manager, as many consumers shopped less frequently.

As for 2021, market research firm IRI found convenience store dollar sales of chocolate candy rose by 5.8% to just over $3 billion, and non-chocolate candy sales jumped 15.1% to nearly $2.5 billion for the 52 weeks ending Aug. 8, 2021. But with many people wearing masks and social distancing, fresh breath wasn’t top of mind for consumers. As a result, sales of gum dropped 13.8% to nearly $783 million during the same period. Breath fresheners also saw a downturn of 15%, to almost $166 million, while sales of plain mints dipped by 1.1%, to just over $72.5 million. But when comparing candy sales from summer 2020 to summer 2021, National Retail Solutions (NRS) found candy sales were up significantly across segments (see below). Total sales for the category were up 23.4%, with each segment showing gains of at least 18% from June 1, 2021, and Aug. 31, 2021, compared to the same period in 2020.

2021 Summer Candy Sales See Rise Compared to Last Summer When comparing candy, gum and mint sales between June 1, 2021, and Aug. 31, 2021, to the same period in 2020, total sales for the category were up 23.4%, with each segment showing gains of at least 18%, according to data from National Retail Solutions (NRS). Confection is the share leader in NRS stores and up 27.1% vs. last year. Typically soft drinks, fruit drinks and potato chips are purchased with a candy, gum or mint item. However, at the category level, there are a lot of adjacent category purchases (e.g. the most frequent item purchased with a chocolate item is a confection item).

AUGUST 2021 NRS INSIGHTS — INDEPENDENT SMALL-FORMAT CANDY, GUM & MINT TRENDS Chg

Unit % Chg

Units Per Store Per Week Chg

% of Times Purchased Only Within Category

Category

$ % Chg

$ Shr of Category

Top Top Purchase #1 Purchase #2

Top Purchase #3

Confection

27.1%

48.9

1.4

18.0%

9.1

19.1%

Soft Drinks

Chocolate

Fruit Drink

Chocolate

18.7%

37.1

-1.5

13.4%

4.7

17.5%

Confection

Soft Drinks

Fruit Drink

Gum

21.8%

11.1

-0.1

14.5%

1.7

26.1%

Confection

Soft Drinks

Chocolate

Mints

30.1%

2.2

0.1

24.8%

0.7

24.2%

Confection

Soft Drinks

Cigarettes

Snack Mix

40.5%

0.7

0.1

26.5%

0.4

9.9%

Confection

Soft Drinks

Chocolate

TOTAL CANDY, GUM & MINTS

23.4%

100.0

0.0

16.1%

15.9

Soft Drinks

Fruit Drink

Potato Chips

Source: National Retail Solutions (NRS) scan data of 10,250 stores selling candy, gum, & mints. All change mesasures are same-store sales (6,285 stores) 6/1/21 - 8/31/21 vs 6/1/20 - 8/31/20.

CSTORE DECISIONS •

October 2021

cstoredecisions.com

Category Management | Candy

Amid the pandemic, candy packaging that enables safe sharing, like individually wrapped pieces in a multi-serving package, is a key trend in candy and mints.

It’s possible candy sales have turned the corner and are set to rebound in 2022. “As we quickly approach the Halloween season … we anticipate that the resilience of the confectionery category will continue as people seek small moments of joy in challenging times,” said Schildhaus. But as shopper behavior evolves, c-stores may need to evaluate their sales strategies. A decrease in impulse purchases has been noteworthy in candy, suggested Ramsey Baghdadi, consumer analyst at data and analytics company GlobalData. “Convenience stores may need to undergo significant changes to prevent being outplayed by online platforms. Since the start of the pandemic, consumer behavior has dramatically changed, as fewer people gravitate toward impulse buying,” Baghdadi said.

In fact, according to GlobalData’s 2021 Q2 survey, 58% of American consumers claim to typically shop for chocolate, confectionery and dessert products online, compared to 12% at convenience stores. In the wake of COVID-19, packaging that enables more hygienic sharing — like individually wrapped pieces in a multi-serving package — is a key trend in candy and mints, said Jennifer Christ, food market team leader for The Freedonia Group, a division of MarketResearch.com. SWEET SALES GAINS

Candy sales have been strong this year across the Army & Air Force Exchange Service (AAFES) retail system, which includes 589 Express convenience stores and 122 main stores, according to Heather Key, a buyer for AAFES. The everyday candy category is up 8% over last year for the chain. The non-chocolate category continues to grow in size and as a percentage of the total candy business, Key noted. “Sales in this category have increased 5% over last year; however, chocolate sales are down slightly.” The gum and mint business has also bounced back, she added. “For chocolate, iconic brands such as Reese’s, M&M’s, Lindt, Ritter Sport and Kinder are leading,” Key said. Brands that advertise low-sugar, low-carbohydrate or all-natural ingredients, such as Unreal, Trü Frü, Lily’s, and Tony’s Chocolonely, are taking off, she added. For non-chocolate, Trolli, Convenience store dollar sales of chocolate candy rose 5.8% to just over Nerds, Sour Punch, Skittles, Fruit-tella, $3 billion for the 52-week period ending Aug. 8, 2021, according to IRI. Albanese and Hi-Chew are driving sales for AAFES.

CSTORE DECISIONS •

October 2021

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Category Management | Candy

“Hi-Chew and Trolli are on fire,” Key explained. Meanwhile, in gum and mints, mega packs, bottle packs and fruity flavors are the most popular with customers. Impulse purchases aren’t seeing a slowdown at AAFES locations. Express stores regularly feature an impulse item of the month at a large discount, which typically results in about a 300% lift for the item. The Exchange hosts internal contests to encourage stores to promote the item, as well. “Our military brokers assist with engaging customers in the stores,” Key explained, “through, among other things, interactive displays that encourage shoppers to take photos with a cardboard M&M’s character cutout. Another is a contest to guess how many Skittles are inside a jar.” Exchanges typically see a lift in premium chocolate, fun-size items and largerpack sizes in the third and fourth quarters during Halloween and gifting season. Stores often promote several premium brands as “buy one, get one free” or “buy one, get one 50% off.” For 2022, the Exchange expects the upward sales trends in the non-chocolate category to continue, as well as ongoing growth for the brands that advertise better-for-you products that are low-sugar, low-carbohydrate or all-natural. CSD

fast facts: • Chocolate candy dollar sales were up 5.8% and non-chocolate candy saw sales jump 15.1% for the 52 weeks ending Aug. 8, 2021, per IRI. • Impulse purchases in candy have declined during the pandemic. • Online purchase opportunities for candy pose steep competition for convenience stores. 76

CSTORE DECISIONS •

October 2021

Candy Sales SnapShot Chocolate candy sales rose 5.8% and non-chocolate candy sales climbed 15.1% for the 52 weeks ending Aug. 8, 2021, according to IRI. Gum declined 13.8% for the same period, while breath fresheners were down 15%.

DOLLAR SALES PRODUCT

UNIT SALES

Current

1-Year % Change

Current

1-Year % Change

Gum

$783 M

-13.8%

415 M

-20.7%

Regular Gum (no sugarless)

$134 M

-10.6%

123 M

-19.7%

Sugarless Gum

$649 M

-14.4%

292 M

-21.1%

Chocolate Candy

$3.04 B

5.8%

1.61 B

1.6%

Chocolate Candy Box/Bag/Bar < 3.5OZ

$2.47 B

5.1%

1.37 B

1.3%

Chocolate Candy Box/Bag/Bar > 3.5OZ

$413 M

9.9%

157 M

4.9%

Chocolate Candy Snack Size

$1.31 M

-25.3%

299,867

-39.8%

Gift Box Chocolates

$474,070

15.3%

101,496

-42.8%

Novelty Chocolate Candy

$1.01 M

-26.7%

447,509

-23.4%

Sugar-Free Chocolate Candy

$535,413

60.7%

154,884

49.3%

$2.45 B

15.1%

1.45 B

5.7%

Caramel/Taffy Apples/Kits/Dips

$378,860

46.5%

207,478

48.0%

Hard Sugar Candy/PKG & Roll Candy

$87.4 M

-2.8%

116 M

-6.5%

Licorice Box/Bag

$139 M

8.1%

62.4 M

3.5%

Non-Chocolate Chewy Candy

$1.75 B

16.6%

982 M

6.9%

Novelty Non-Chocolate Candy

$280 M

33.6%

167 M

22.5%

Plain Mints

$72.5 M

-1.1%

47.0 M

-5.3%

Specialty Nut/Coconut Candy

$100 M

-7.2%

65.0 M

-12.8%

$705,159

-13.4%

306,152

-18.4%

Breath Fresheners

$166 M

-15.0%

77.2 M

-17.1%

Breath Freshener

$165 M

-15.0%

77.0 M

-17.1%

$504,362

-29.0%

172,820

-32.3%

Non-Chocolate Candy

Sugar-Free Diet Candy

Breath Freshener Sprays/Drops

Source: IRI Market Advantage - TSV, Total U.S. Convenience data for the latest 52 weeks ending Aug. 8, 2021

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Category Management | CBD Column

MORE CONSUMERS

TURN TO CBD TO CALM PANDEMIC-RELATED

ANXIETY New CivicScience data shows 43% of millennials and of-age Gen Zers have bought, or plan to buy, CBD at convenience stores. Zack Butovich • CivicScience

Cannabidiol (CBD) products are becoming ubiquitous: from the gummies at customers’ local c-store to the CBD-laced peanut butter they considered buying online for their pets. It’s an increasingly prevalent trend that has wafted into dozens of industries and grown abundantly on retail shelves and online storefronts alike. In fact, in a recent CivicScience study of more than 40,000 Americans 21 and older, 34% of respondents said they have had some experience with various CBD products, and 15% intend to give them a try soon, totaling nearly half of the of-age general population. 78

CSTORE DECISIONS •

October 2021

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Category Management | CBD Column

More detailed data indicate a correlation between recent stress and CBD experience. Over the past three months, people who shared they were somewhat or very concerned about the continued spread of the Delta variant are much more likely to be users and intenders of CBD products. General reports of stress and worry painted an interesting picture of where cannabidiols stand despite the number of infused products available. Respondents who indicated they felt “very strongly” stressed or “very strongly” worried in the past three months were much more likely than people who were less stressed and worried to have used CBD products and been satisfied with them. At the same time, both segments of highly stressed and highly worried individuals reported an equal or greater percentage of dissatisfied users as satisfied users. Are cannabidiols living up to their described calming effect?

Edibles are currently the favorite way to consume CBD for all age groups. Millennials and of-age Gen Zers — those with the greatest amount of satisfaction, dissatisfaction and intent to try CBD in general — show significantly more interest in CBD vaping products when compared to older age groups. Meanwhile, CBD skincare and other beauty products are relatively new to the market compared to other established products. Among people who use skincare and beauty products, more than one-third (33%) are at least somewhat interested in ones that contain CBD.

CBD beverages are another upand-coming trend to watch. Both CBD beverages (with little to no THC) and cannabis beverages (with significant levels of THC) share similar levels of consumer experience, though THCcontaining drinks have a slightly higher percentage of consumers interested in giving them a try. As with other cannabis trends, the general appeal of these drink types sits largely with consumers under 35, but the youthful tendency shifts when it comes to level of psychoactivity — people over 35 are much more willing to try drinks that contain THC vs. CBD drinks.

PRODUCT TYPE

Perhaps it’s the type of product users and intenders are gravitating toward that leads to more or less satisfaction. 80

CSTORE DECISIONS •

October 2021

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Category Management | CBD Column

C-STORE CONSUMERS

State-by-state laws differ as to where you can buy CBD and how old you have to be to do so, but as the data show, 16% of respondents 21 and older have bought CBD products in convenience stores, while another 11% plan to at some point. As previously stated, age is a signiﬁcant factor. The data continually show that purchasing CBD at convenience stores is largely driven by millennials and of-age Gen Zers, 43% of whom have bought, or plan to buy, CBD at convenience stores. When asked, “How popular do you think CBD products will become in the next few years?” 43% said use will be prevalent (many people will use them). With a diversity of CBD products available, it’s no surprise that many believe that the general popularity of CBD is only on the rise. CSD

Zack Butovich is an engagement writing specialist for CivicScience, which provides strategic insight services to decision-makers at the largest brands, media companies and investment ﬁrms in the world while giving consumers a trusted, convenient way to affect change. Through a proprietary polling and analytics platform, CivicScience studies consumers and markets across thousands of dimensions, from macro forces to brand-speciﬁc trends, and how they relate. CivicScience helps companies make winning bets on the future, hone go-to-market strategy and reduce marketing waste.

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October 2021

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Foodservice | Takeout Packaging

Retailers Find

Packaging Solutions As convenience store takeout has evolved to include more items and delivery options, especially during the COVID-19 pandemic, foodservice packaging has had to keep up to ensure all products get to customers at peak freshness, integrity and temperature. Marilyn Odesser-Torpey • Associate Editor

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October 2021

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Foodservice | Takeout Packaging

C-stores are taking a closer look at their foodservice packaging today as they expand takeout and delivery options, ensuring food arrives at its final destination looking as appealing as when it left the store. Delivery was already a growing component of many foodservice programs prior to the COVID-19 pandemic, and the past 18 months have simply accelerated that trend, according to Natha Dempsey, president of the Foodservice Packaging Institute (FPI). Focus on the performance of packaging has always been of the utmost importance in foodservice — keeping hot foods hot and cold foods cold — not only for customer satisfaction, but food safety as well, Dempsey explained. With curbside pickup and home/office delivery, packaging is increasingly one of the few ways foodservice outlets such as c-stores can interact with their customers, Dempsey added. In many cases, she emphasized, it may be the only interaction. The care retailers put into their packaging clearly communicates the stores’ overall commitment to providing the highestquality products and customer service. “What used to be a pass-through over a counter or through a drive-through window — a 30-second to three-minute interaction — has extended out to longer times in delivery situations,” she said. PRESENTATION MATTERS

With more families dining together at home during the pandemic, takeout orders are also getting bigger, requiring packaging that can hold more food without tearing or breaking. At Y-Not Stop stores, which has 15 locations in Louisiana, t-shirt plastic bags have been replaced with large, brown paper bags for foodservice like customers would get at a restaurant. 86

CSTORE DECISIONS •

October 2021

New York State-based Cliff’s Local Market had to be flexible with its foodservice packaging when its usual containers became difficult to source during the pandemic.

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Foodservice | Takeout Packaging

Despite switching its packaging mid-pandemic, Cliff’s ensured customers were aware that the product — and product quality — remained the same.

“It’s such a simple thing, but our customers seem to like the paper bags, and we plan to continue to use them,” said Amanda Austin St. Romain, marketing director for Y-Not Stop. Although Cliff’s Local Market in New York State did not need to offer curbside pickup or delivery during the pandemic, the chain had to be flexible with its foodservice packaging when its usual containers became difficult to source. “All of a sudden, packaging we’ve used for years doesn’t show up on the truck,” said Derek Thurston, director of foodservice operations for Cliff’s Local Market, which operates 20 locations. But the issue required more, operationally, than simply switching containers — for example, when it came to salads, trading the usual round salad bowl for a new square one was only the first step. The entire layout of the food presen88

CSTORE DECISIONS •

October 2021

tation in the container had to be thought out and changed as well to ensure that it looked as attractive and tempting as usual. “It’s important that our customers know that, except for the packaging, nothing has changed, and they are getting the same quality food in the new containers,” Thurston said. The new salad bowls are more expensive than the ones they are replacing, but Thurston likes them better and says he will continue to use them even when the usual packaging becomes available again. In November, Cliff’s stores will also transition from foam to paper cups for its hot dispensed beverages ahead of a foam ban that will take effect on Jan. 1, 2022. The 6x9-inch takeout containers used for food will also be switched from foam to paper.

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As retailers continue to evaluate their packaging quality, safety and appearance remain key considerations. “Packaging selected by foodservice operators has to hold up to the test of time,” Dempsey pointed out. “The overall appearance of the packaging also presents an opportunity to represent the brand with appealing and memorable graphics.” In addition to driving more curbside pickup and delivery demand, the pandemic has fueled a rise in consumer concern over sanitation. Dempsey noted that tamper-evident and tamper-resistant packaging have become staples for many operators to offer additional assurances to customers that their food and beverages were not opened after they left the store. “For the most part, we expect these trends to continue and will most likely be adopted as standard operating procedure for the foreseeable future,” she said. CSD

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Foodservice | Chef’s Corner

Casey’s

Comes for Breakfast

Casey’s Vice President of Prepared Food sits with CStore Decisions to discuss the brand-new menu for the morning daypart and how the convenience store chain plans to outpace its QSR competitors. Isabelle Gustafson • Associate Editor

Ankeny, Iowa-based Casey’s, which operates more than 2,300 c-stores, recently launched an all-new breakfast lineup, featuring its Signature Handheld, Loaded Breakfast Burrito and Loaded Breakfast Bowl, coupled with a new chainwide bean-to-cup coffee program. Casey’s Vice President of Prepared Food Michelle Wickham told CStore Decisions that now is “the perfect time” for the retailer to introduce a breakfast menu, as customers create their new back-toschool and work routines and forge new habits following pandemic lockdowns. 92

CSTORE DECISIONS •

October 2021

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Foodservice | Chef’s Corner

Casey’s new Loaded Breakfast Bowl features eggs, bacon, sausage, shredded potato and cheese.

CSTORE DECISIONS •

October 2021

“

Ultimately, it all comes down to fulﬁlling Casey’s role as a one-stop shop for any time of day, she said. “No longer do (customers) have to compromise: ‘Let me go here and get coffee. Let me go here to get my food.’” Fortunately, when coming up with the new menu, Casey’s was at an advantage from the start, Wickham said, thanks to its kitchens and its ability to leverage its existing equipment and ingredients. “A lot of our c-store competitors can’t do what we do as fast as we do it because they’ll have to build it, create it or add it onto their buildings, whereas we (already) have the ingredients in our kitchens; we can look at it differently to create a new product for our guests,” she said. “Having ingredients and making our dough fresh daily really is an advantage for us. And we’re really leaning in to elevate our kitchens to the standards that you would see in a quickservice restaurant (QSR).”

We’re really leaning in to elevate our kitchens to the standards that you would see in a QSR.

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Foodservice | Chef’s Corner The all-new Signature Handhelds at Casey’s are wrapped in made-from-scratch dough and ﬁlled with eggs, sausage or bacon and two types of cheese.

Casey’s Signature Handheld features its madefrom-scratch dough — the same dough used for its pizzas — wrapped around eggs, sausage or bacon, as well as two types of cheese, then baked fresh in Casey’s kitchens. With ﬂavor, familiarity and portability top of mind, Wickham noted, “We looked at our dough and said, ‘What can this thing make?’” To round out the menu, the Loaded Breakfast Burrito includes eggs, shredded potatoes, bacon and sausage crumbles topped with melted cheese and rolled up in a soft ﬂour tortilla. And the Loaded Breakfast Bowl features egg, bacon, sausage, shredded potatoes and cheese together in a bowl.

“

No longer do (customers) have to compromise: ‘Let me go here and get coffee. Let me go here to get my food.

CSTORE DECISIONS •

“

October 2021

COMPETE OR BEAT

“I certainly know that we can compete with QSRs with our food quality and our coffee. Compete or beat,” Wickham said, adding that customers should keep an eye out for “relevant line extensions and twists and turns on some of these products down the road.” “And certainly we’ll always be introducing seasonally relevant coffee,” she said. “We have a ﬂavored coffee to die for with a salted-caramel toffee that we’ll be bringing back soon.” In addition to its new breakfast menu, Casey’s is rolling out bean-to-cup coffee equipment at all locations, which grinds beans instantly to ensure a fresh-brewed cup of coffee. Beyond the equipment itself, Wickham said, Casey’s wanted to ensure it had a core coffee offering that appealed to a wide range of customers, no matter the type of coffee they prefer — or when they prefer to drink it. “So we spent some time really working on our beans to make what I would say is an approachable coffee for all coffee lovers,” she said, “whether they like light, medium or dark (roast). … I think we’ve leveled up our coffee to match that of our QSR competitors at a price that’s a lot more favorable. And it pairs really nicely with all our delicious offerings for breakfast.” CSD cstoredecisions.com

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Foodservice | Healthier Food Column

5 Healthy

Opportunities for C-Stores Customers say they’re interested in healthy eating, a concept that means different things to different shoppers. This gives c-stores numerous avenues to reach health-focused consumers. Mike Kostyo • Datassential

A few months ago, as part of Datassential’s “2021 Midyear Trend Report,” we asked consumers a wide variety of questions about their planned behaviors and attitudes, particularly as operators across the country opened again and consumers started to get back to some sense of normalcy. 98

CSTORE DECISIONS •

October 2021

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One of the questions we asked was whether they planned to eat healthier in the year ahead, or if restaurants opening and celebrations being back on the schedule meant they would indulge a bit more in the months and year ahead. The results were clear: Three out of every four consumers told us they planned to eat healthier in the year ahead. It’s not necessarily a surprising statistic. After all, consumers already indulged in a lot of their favorite comfort foods in the past year, while many were also far more sedentary as they stayed at home. You may have heard phrases like “the quarantine 15” or the “COVID-19 pounds” to describe the excess weight consumers put on in the past year. But now, as they head back to school and work, many consumers are looking to get their health goals back on track. How can c-stores support those goals? From the changing definition of “healthy” to indulgent healthy foods and even subscriptions services, there are plenty of opportunities for c-stores to reach healthdriven consumers. Here are five databacked ideas to consider: FUNCTIONAL FOODS

In many ways, functional foods are healthy foods today. Instead of looking for what the foods they buy don’t have (no fat, low calorie), consumers want to know what a food will do for them: keep them full, give them energy, etc. At the height of the pandemic, over half of consumers told us they wanted to see immunityboosting foods at all of the places they get food from, while nearly the same amount (48%) said they want to see immunityboosting ingredients in every food they eat, even options like pizza and burritos. It may sound outlandish, but when you consider that consumers perceive foods like citrus (because of the high vitamin C content), leafy greens and garlic to be immunity-boosting, it’s clear that there are opportunities in a wider range of categories. 100

CSTORE DECISIONS •

October 2021

Do you agree with the following statement about immunity-boosting elements in your food? I wish immunity-boosting foods/ingredients were an option at all the places I go out to eat. 51% I would only consider ordering immunity-boosting items from places that are known for heatlhy foods. 51% I want immunity-boosting ingredients in everything I eat (burgers, burritos, pastas, pizzas, etc.). 48% I wish there were an option to add “immunity boosters” to any /all foods and dishes I order from a restaurant. 47% I wish there were an option to add “immunity boosters” to any /all beverages I order from a restaurant. 45% I would only consider ordering immunity-boosting items from places where I’ve seen similar things before. 44% I only want immunity-boosting ingredients in healthy foods or dishes (smoothies, salads, etc.). 43% I only want immunity-boosting ingredients in drinks (smoothies, shakes, juice blends, etc.). 41% I only want immunity-boosting ingredients in cold foods (smoothies, salads, raw foods, etc.). 36% Dataessential, The COVID Consumer, Jan. 2021

How interested are you in the following attributes in the food you eat? Positive nutrition claims like vitamin and minerals, protein and fiber top the list for attributes Americans are interested in. Rich in vitamins/minerals 64% High in protein 64% High fiber 56% Rich in antioxidants 54% 100% whole grain 53% No preservatives 50% Probiotic/prebiotic 45% No nitrates/nitrates 41% Plant-forward (some animal products/mostly plants) 37% Plant-based (no animal products) 36% Gluten-free 35% Lactose-free 35% Dataessential, The COVID Consumer, Jan. 2021

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Foodservice | Healthier Food Column

How important are the following to you personally in creating an overall sense of well-being? Emotional wellness is equally as important as physical health to Americans’ overall sense of well-being.

Emotional/mental health 80% Physical health 80%

Almost half of Americans identify values like culture and community as important to their well-being.

Family relationships 77% Finances 77% What I eat and drink 71% What I read, watch or listen to 65% Social relationships 63% Spirituality/religion 55% Work/career 55% Cultural identity/community 48% Dataessential, The COVID Consumer, Jan. 2021

MENTAL AND EMOTIONAL HEALTH

While physical health and losing weight tends to be top-of-mind when we think about consumer health goals, 80% of consumers say emotional and mental health is important to their overall sense of well-being. In the years ahead, expect to see an even stronger focus on foods that support emotional and mental health, both on the retail shelf and in foodservice categories like functional beverages. Consider options that include adaptogens, which are designed to help consumers deal with stress, as well as new cannabidiol (CBD) options.

beverages and milkshakes give consumers the best of both worlds. It’s no wonder that all of these options are growing on menus: In the past four years, fried cauliflower has grown 107% on menus, cauliflower wings have grown a whopping 1,098%, jackfruit has grown 100%, vegan cheese has grown 200%, and oat milk has grown 1,314%.

‘INDULGENT’ HEALTHY FOODS

Healthy foods are often more aspirational than motivational for consumers: while they aspire to eat a carrot, they are less motivated to purchase that carrot when they see it next to that juicy, indulgent burger on the same menu. That’s partly why plant-based burgers have been such a big success: Consumers don’t feel like they are making a big trade-off by eating the more virtuous option. Consider other plant-based and healthy foods that consumers may still find indulgent and appetizing. Fried cauliflower and cauliflower “wings,” jackfruit “pulled pork,” vegan cheese options, and using plant-based milks in flavor-forward coffee 102

CSTORE DECISIONS •

October 2021

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Foodservice | Healthier Food Column

What new food and beverage trends are you looking forward to seeing more of in the year ahead? Healthful eating 58% Comfort foods 57% Spicy foods and flavors 42% Global foods and flavors 31% Plant-based eating 25% Functional foods 24% Nostalgic foods 24% Personalization 24% Lab-grown Other

9% 2%

Dataessential, The COVID Consumer, Jan. 2021

SPECIALTY DIETS

When we released our “New Foundations in Health Report” earlier this year, we were surprised to find out that male consumers were far more likely to say they were following a strict diet than female consumers. In fact, nearly 20% of male consumers say they follow a strict diet today, compared to only 7% of female consumers. But men are more likely to follow every recent diet trend we tested, including intermittent fasting, keto diets and the DASH diet. The keto diet, in particular, had another good year on menus, growing another 63% in the past year. Are you meeting these customer needs with your current menu and retail offerings — and are they adequately labeled and marketed? SUBSCRIPTIONS

Consumers are increasingly open to subscription services from foodservice, with nearly 20% of millennials saying they are already paying for some type of restaurant subscription and over a third (35%) of consumers saying they are interested in a coffee subscription from c-stores. Consider how health-focused 104

CSTORE DECISIONS •

October 2021

subscription services can make it easy for your customer base to meet their health needs, whether it’s a morning smoothie subscription or a lunchtime salad subscription, particularly as we head into a new year when new health goals and resolutions are top of mind. Mike Kostyo is the resident trendologist and senior managing editor at Datassential, a market research company that helps food & beverage companies of all sizes and segments innovate, sell and plan for the future, backed by the best data in the industry. He can be reached at mike@datassential.com.

fast facts: • The care retailers put into foodservice packaging also communicates a stores’ commitment to providing high quality products and customer service. • Updating packaging also requires c-stores to perfect the presentation of the food in the new container. • As sanitation has becoming an even bigger focus in the pandemic, tamper-evident and tamper-resistant packaging — already staples for many retailer — are growing trends.

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Technology | Best New Loyalty Program Awards

BEST

New Loyalty Programs CStore Decisions is recognizing United Dairy Farmers and Stinker Stores for their 2021 loyalty program launches. Erin Del Conte • Executive Editor

WINNER: U nited Dairy Farmers (UDF) UDF’s refreshed U-Drive loyalty program combines increased personalization with a suite of rewards perks. UDF revamped and relaunched its U-Drive loyalty program in early 2021, partnering with Paytronix to modernize its digital platform while creating a more personalized experience for guests. “Our previous contract was up, and we were ready to take our program to the next level,” said Erin Sunderman, customer insights and loyalty manager at UDF, which operates nearly 200 convenience stores across the Midwest. “We migrated to Paytronix because of their experience in conducting targeted campaigns with successful programs like Panera, as well as their experience in the convenience industry. They are able to provide us with industry benchmarks and guide us as we test new components of our program.”

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Technology | Best New Loyalty Program Awards

UDF customers can either sign up for the U-Drive program and loyalty card in-store or access the loyalty program by downloading UDF’s new mobile app. “Our app is also more integrated with the loyalty program,” Sunderman added. “It is easy to track reward progress, and we can send targeted push messages.” Once customers become active in the new-andimproved U-Drive loyalty program, they gain a number of perks, including the ability to lock in the lowest gas price of the day and in-store ‘Wednesday Freebies,’ which are giveaways powered by UDF partners and national brands. Coupons and special offers also help engage customers. Loyalty program members also receive three cents off per gallon at the fuel pump every day. And members can earn additional rewards for in-store purchases, so they can save even more on fuel. For example, customers earn an additional three cents off per gallon for every purchase of a coffee or fountain drink. Savings are stackable, so the more guests engage with the loyalty program and the more purchases they make, the more their fuel discount builds. “These savings add up, so if someone buys a coffee every day, Monday through Friday, by Friday they would have a balance of at least 15 cents per gallon,” Sunderman said. The program also includes club-type savings. C-store customers can receive 10 cents off per gallon of gas for every five sandwiches or roller grill items purchased. There are also seasonal, high-value promotions on ice cream, such as ‘buy five shakes and save 50 cents per gallon’ or ‘buy four ice cream cones and save 40 cents per gallon on fuel.‘ “For every $25 spent in store (across multiple trips) members earn five cents/gallon, excluding categories such as gas, alcohol, tobacco, gift cards,” Sunderman said. U-Drive also includes a few benefits that are not fuel-based. For example, when customers use their UDrive card, milk is two for $6, and they can also get discounts on tobacco, and registered members can receive a free ice cream cone on their birthday. 108

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“We also do free coupons in the app every Wednesday for those logged into U-Drive in the app,” Sunderman said. Today’s customers want to earn and use discounts in multiple ways, and the program is allowing them to do just that. The program includes an “open design,” which allows UDF to target promotions toward specific guests or test and launch various new marketing campaigns quickly. One of UDF’s goals with the program was to be able to harness data in order to better understand its customers, such as what motivates them and how they prefer to be contacted. This would enable it to best engage with shoppers on more relevant offers while better rewarding their brand loyalty and creating an improved customer experience for them overall. Now, UDF can create personalized messaging and targeted campaigns based on purchase behavior, Sunderman said. Plus, it can see real-time data on its various loyalty campaigns to understand what is resonating with customers and what isn’t, which helps the chain better personalize future offers. “All of our sales data is fed into the Paytronix system,” Sunderman said. “We can target customers based on their purchase behavior to help us reach our specific goals — i.e., drive coffee sales. This definitely allows us to better personalize the experience.” Now, those whose purchase behavior shows they are interested in coffee receive the coffee offer. “(In the past) we used to send the same offer to everyone, so someone who doesn’t drink coffee would have gotten a coffee offer,” she said. The c-store chain is already seeing results from the program. Spend per visit is up over $1 versus year ago, Sunderman noted. The program is still evolving. UDF has spent 2021 testing various new components and will soon determine what new features it wants to add in 2022. Looking ahead, UDF plans to continue growing its digital relationship with customers, while making sure its guests feel appreciated. “Our goal is to increase penetration of our loyalty program and continue to increase visit frequency and basket size,” Sunderman said. “We hope to win visits (away) from the competition because customers see the value of our program.”

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Technology | Best New Loyalty Program Awards

WINNER: Stinker Stores Stinker Stores’ new in-app rewards programs offers multiple redemptions with a single scan and stands out with a gamification feature to keep customers engaged. Stinker Stores, with 103 convenience stores across Idaho, Colorado and Wyoming, launched its new Rewards and Gamification app-based loyalty program powered by Liquid Barcodes at the end of June, injecting some fun into the rewards process. Stinker was looking to raise the bar in rewarding its loyal customers with maximum savings. “We wanted to ensure we were providing our customers all the savings that can be harnessed through available incremental funding by utilizing a loyalty program,” explained Shelley Coleman, category and merchandising manager for Stinker. “Given our customer loyalty throughout the pandemic, the timing seemed better than ever to return the highest level of savings possible to our loyal patrons in a way that is both fun and easy for them to use.”

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The loyalty program is available via the Stinker Stores app, which can be downloaded for free from Apple or Google app stores. “The fun, iconic nature of our Mascot, Polecat Pete, really comes through in our app and provides both rewards, games and smiles for our customers,” she said. Stinker’s goal is to deliver convenience for customers through a ‘one scan’ process. In other words, when customers scan the app at the point of sale, they can immediately receive a host of rewards, including dispensed beverage savings, award stamps or digital ‘card punches,’ and engage savings from bundled item purchases — all at the same time with just a single scan. “Our IT department performed extensive research on a loyalty program that would provide our customers with savings, fun engagement and deliver a point of difference for us as the retailer,” Coleman said. “Liquid Barcodes in conjunction with the app developer, Rovertown, not only delivered that, but also shined as great partners to work with from ingenuity to rollout.” The program is app-based, with no card option, which Stinker thinks best aligns with how its customers want to redeem and earn rewards. “Given the percentage of our customers who own smartphones, this seemed like the best fit for convenience, ease of use and reward redemption,” Coleman said.

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Technology | Best New Loyalty Program Awards

The app officially went live to Stinker’s customer base on June 23, 2021, and is available to use at all 103 Stinker Store locations. When customers download the app, they are instantly rewarded with an offer for a free coffee or fountain drink. They also get rewards when they refer friends or family to the program. One of the standout features of the new loyalty program is the gamification aspect. Customers can play daily games in-app for a chance to win free products and coupons. For example, one game consists of spinning a rewards wheel, with the hope that the spinner stops on a free candy bar or another prize that guests can redeem on their next visit. “This acts as both a customer appreciation tool but also allows vendors an opportunity to sample their products and increase their own brand’s traction,” Coleman said.

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Another key feature is the aforementioned inapp stamp cards for coffee, fountain and energy drinks, which takes the manual punch-card program Stinker used to offer and pulls it into the app, offering a high level of convenience by electronically tracking stamps like a digital punch card. Stinker’s coffee and fountain programs both deliver a free reward item once the customer purchases six, with doughnuts expected to join the stamp program down the line. Loyalty customers buying energy drinks can get one free after purchasing nine. Currently, the app can only be used for instore transactions. However, it does offer a link to Stinker’s fuel savings app, which is called DINOPAY. Through DINOPAY, customers can save up to 30 cents per gallon at the pump. “The (Stinker Stores) app truly represents the positive and fun level of service we strive to deliver for every one of our customers, employees and vendor partners,” Coleman said. CSD

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Technology | Prepaid Services

Capturing Customers using

Prepaid Services Everyday spends — like car washes, coffee and food — offer an opportunity for c-stores to capitalize on prepaid services for regular customers. Thomas Mulloy • Senior Editor

Today’s handheld digital technology has heightened consumer expectations of ease and service, especially in the retail and foodservice space. Customers expect easy ordering, shorter wait times and quick transactions. More often, that means using prepaid services. Possibly the most important aspect of any prepaid program — and possibly the most overlooked — is that it must be designed around the customer. The San Diego-based Soapy Joe’s convenience store and car wash chain has been in the prepaid business for over a decade, according to Anne Mauler, Soapy Joe’s vice 114

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president of marketing. The chain operates three convenience stores with car washes and 12 standalone car washes. It offers prepaid services around its car washes via its digital car wash subscription program, where customers can buy ﬁve washes at a time, or they can purchase a yearly or monthly prepaid car wash membership. cstoredecisions.com

Technology | Prepaid Services

San Diego-based Soapy Joe’s subscription program enables customers to purchase ﬁve washes at a time — or a yearly or monthly prepaid membership.

Mauler explained that Soapy Joe’s wants to make sure that every customer touchpoint at one of its locations is quick and easy. “So that even comes down to, ‘How do you make that decision? What package are you coming into? Is the sign-up quick and easy?’” Mauler explained. “Because the reality is they’re doing the sign-up components right there at the express pay terminal where people who are buying single washes are as well.” And Soapy Joe’s isn’t alone. More convenience stores today are incorporating prepaid capabilities into their loyalty program, mobile app or car wash programs.

Mauler advised other retailers to keep prepaid options simple. That means assessing current offerings and making changes where needed. Most notably this past year, Soapy Joe’s started off originally offering a four-wash prepaid option, and the company simpliﬁed that down to a package of three. “A strategy with a high, medium, low approach that our customers really appreciate,” she noted. CUSTOMER-CENTRIC SERVICE

That focus on the customer is essential, according to Partick Raycroft, associate director with Chicago-based information technology consultants W. Capra. “First and foremost, anybody who’s considering the value and beneﬁts of a reloadable gift card program to their business needs to say, ‘Well, what is in it for the consumer?’” said Raycroft. Once a retailer establishes the value for the consumer who is a regular visitor, it is crucial that the digital experience is easy. If not, customers will opt to simply not use it. Raycroft advised retailers to include core features that customers who use prepaid services have come to expect. Whether it’s a gift 116

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Technology | Prepaid Services

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“

First and foremost, anybody who’s considering the value and beneﬁts of a reloadable gift card program to their business needs to say, ‘Well, what is in it for the consumer? – Patrick Raycroft, associate director, W. Capra Consulting Group

“

card account or simply a pay-functional mobile app, it all needs to be fully integrated at the user’s fingertips. “If I log into your mobile app,” Raycroft explained, “the first part of my core account profile needs to be my reloadable gift card account, the balance that’s associated with it and an identifier — a barcode, number, etc., that I can use to pay with that value that I’ve loaded into the account.” And be sure to keep the reloadable function simple. The companies who do this best, like Starbucks, even offer an auto-reload. When a customer’s balance falls below a certain dollar amount, the app will automatically reload a specified amount to the account. There are caveats, Raycroft said. Beware any system that takes your customers to a third-party site to transfer money, especially if it requires users to re-enter their username and password. “It’s a really poor customer experience,” noted Raycroft. Soapy Joe’s Mauler said that the chain is con-

sidering adding purchase ability of convenience store goods, foodservice and fuel, and even a loyalty program. “Our program doesn’t include anything like loyalty points,” she said. “We’d love to get there, and we would love to tie into our gas as well and be able to pull through a gas discount. There’s loyalty to the brand, but not in a concrete programmatic sense.” cstoredecisions.com

Technology | Prepaid Services

fast facts: • Keep the digital prepaid experience simple. • Stay on top of customer preferences as well as successful prepaid programs of other retailers. • Subscription or prepay/pick-up in-store capabilities can help make your store a destination for everyday purchases like food and beverages.

The obstacle with including fuel, though, is that those suppliers already have their own loyalty programs and apps. Plus, Soapy Joe’s offers different fuel brands across its locations. It can be difficult integrating prepaid services to be compatible across different point-of-purchase hardware and software. “We’ve got Chevron, ARCO, Mobil, and they’re all on different point-of-sale (POS) systems, which is discrete from our car wash POS system,” Mauler explained. “So as soon as we can figure out that technology layer, it’s something that we want to do.” Whether its offering the ability to order and prepay via a mobile app before collecting items

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at the store, or adding prepaid coffee or other subscriptions, savvy retailers are looking for ways to ensure they’re part of their customers’ daily routine. Looking to the future, c-stores would be wise to consider adding prepaid capabilities around everyday purchases, including food and beverage purchases, if they haven’t already. To find success with prepaid services, it’s imperative that a retail operator knows what its regular customers want. Soapy Joe’s does an annual survey of its Wash Club members to stay on top of their preferences. Raycroft advised c-stores to also stay on top of what other retailers are doing, especially those that have shown the greatest success with prepaid offerings. Right now, Starbucks is the gold standard, where customers can order and pay ahead for beverages and food. By incorporating prepaid capabilities, convenience stores can capture some of that market that stops at Starbucks several days a week because it’s on their daily route. That’s a great opportunity for convenience stores with strong coffee programs or quality breakfast programs, Raycroft said. “They should be trying to compete with those everyday spend vendors or everyday spend merchants to get attention from a customer perspective.” CSD

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Operations | Hispanic Marketing Column

CONNECTING WITH HISPANIC SHOPPERS

Retail media networks join brands and Hispanic shoppers at convenience stores. Suzy Silliman • NRS

The Hispanic shopper is a critical buying group for both retailers and brands in the convenience channel. As the fastest-growing demographic group in America, and with a gross domestic product greater than $2.6 trillion, it is important for convenience retailers to attract and retain the Hispanic shopper, and it is crucial for brands to build awareness, equity and trust with this key customer segment. 122

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Operations | Hispanic Marketing Column

Marketing to the Hispanic shopper should not be an afterthought or a checkbox, but should be a primary requirement of overall marketing and convenience channel strategies. NielsenIQ’s “La Oportunidad Latinx: Cultural Currency and the Consumer Journey” reported that Hispanics prefer shopping convenience to other retail channels ~50% more than the average shopper for food purchases and ~180% more than the average shopper for nonfood purchases. Convenience stores, which are often bodegas or other independently owned neighborhood stores, represent not just convenience, but also community to the Hispanic shopper — an important factor to keep in mind. The NielsenIQ study also cited that the Hispanic shopper is more open than the general population in considering information consumed in-store to create product attention across every major category, including health and personal care items, food, non-food and beverages. GROWING ENGAGEMENT

Retail media networks, which are increasing in popularity across the convenience channel, have become a significant vehicle for both the brand and the retailer to inform and engage with the Hispanic shopper.

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In fact, these in-store advertising networks should be part of every brand’s Hispanic marketing mix. While social and digital platforms are top of mind for most Hispanic marketing campaigns, overlooking convenience channel place-based media is a mistake. These networks present an opportunity to engage with the Hispanic shopper: • within their community, • in a venue that they trust, • multiple times a week if not a day, • and can immediately influence a brick-andmortar purchase decisions across a wide variety of categories. The venue alone does not guarantee success, however. The messaging or campaign creative needs to be thoughtful and deliberate, including: • comes across as authentic, • demonstrates that the brand understands the Hispanic shopper and their heritage and culture, • is eye-catching with vibrant visuals. Additionally, Hispanics are more likely than non-Hispanics to be influenced by a celebrity spokesperson who represents their culture and values. These suggested practices apply regardless of the medium and fall to the brand or agency to consider within their creative. Advertising through retail networks like National Retail Solutions (NRS Digital Media) that has screens in over 12,000 independently owned bodegas and convenience stores also offers a higher spend efficiency than other outof-home vehicles because NRS can:

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Operations | Hispanic Marketing Column

“

The buying power of the Hispanic shopper will continue to grow and outpace other demographic segments. Getting this ‘right’ now is a critical call to action.

“

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• target screens based on specific in-store, geographic and demographic conditions, • assure an ad is served only on screens where brand is sold, • optimize a campaign to specific daypart to heavy up impressions during peak selling periods, • leverage point-of-sale scanner data from those same stores to measure campaign effectiveness. Retailers offering in-store media networks need to partner with brands in this way to first assure the stores are carrying the right products, second to deliver the right messaging at the right time to the Hispanic shopper, and lastly provide measurement against these campaigns to understand their impact and test and learn where refinement is necessary. The buying power of the Hispanic shopper will continue to grow and outpace other demographic segments. Getting this “right” now is a critical call to action. Not reaching and authentically engaging with the Hispanic shopper through all influential touchpoints across their purchase journey is a missed opportunity for today, but more importantly can have a long-term impact on this growing and valuable demographic’s relationship with any given brand. Suzy Silliman is senior vice president of data strategy and sales with National Retail Solutions (NRS). At NRS, Silliman works with manufacturers, distributors and retailers to harness data-based learnings from a robust and representative inner-city independent retailer network and urban multicultural shopperbase to identify profitable growth opportunities and measure return on existing retail execution and marketing investments.

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Operations | Car Wash

Car Washes Innovate to Keep Sales Bubbling From subscriptions and free add-on services to efficiency and speed, car washes innovate to woo customers in a changed landscape. Erin Del Conte • Executive Editor

When the COVID-19 pandemic hit in spring of 2020, car wash sales took a hit as various regions instituted lockdowns and customers took fewer trips, but car wash subscriptions helped some retailers hold onto sales. Now, as more customers return to life as usual, retailers are eying the weather, fuel sales and economic outlook to inform expectations on fall car wash sales. 128

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Operations | Car Wash

GetGo’s WetGo Pro car washes offer free air, free-to-use microfiber towels and vacuums. Mach1 convenience stores in Illinois saw a 6% drop in wash counts when the pandemic arrived, but revenue held flat because the customers using the car washes were purchasing higher-priced washes. It also didn’t allow a pandemic to slow its expansion plans, opening two travel centers in 2020, both of which included car washes. The chain’s monthly memberships stayed consistent as well, providing a predictable revenue source, noted Michael Meyer, facility operations officer for Meyer Oil Co., which owns and operates 23 Mach1 convenience stores in Illinois, 19 of which offer in-bay car washes. “Six of the sites have two in-bay washes — both a soft touch and touch-free option. And finally, at three of the sites, we offer manual wash bays,” he said. Having all in-bay units helps keep labor costs manageable and allows the chain to keep the washes open 24 hours, Meyer added. Now, car wash demand appears to be on the rise. “Summer of 2021 is looking very optimistic compared to the same timeframe as last year,” Meyer said. “Wash counts are up around 6% and revenue is up around 10%.” GROWTH AHEAD

The U.S. car wash service market size is predicted to climb to $20.74 billion by 2028 and is expected to expand at a compound annual growth rate (CARG) of 4.8% from 2021 to 2028, according to “U.S. Car Wash Service Market Size, Share & Trends Analysis Report by Type (Tunnels, Roll-over/In-bay, Self-service), and Segment Forecasts, 2021 – 2028.” According to the report, roll-over/in-bay car washes dominated in 2020 at 41.8% share of the market as 130

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their low operating costs, small footprint and low water consumption make them attractive to operators. This trend is also being driven by auto dealerships entering the car wash market and selecting in-bay units. In-bay washes are expected to expand at a faster CARG than other car wash types during the forecast period, the report noted. Self-service-type washes are also growing in popularity as more customers prefer to wash their vehicles themselves. This segment is predicted to grow at a CARG of 4.9% from 2021 to 2028, per the report. WETGO PRO

When the pandemic first hit last spring, the industry saw a slowdown in car washes, noted Sean McBride, vice president of carwash at GetGo Café + Market, which operates 266 c-stores in Pennsylvania, Ohio, West Virginia, Maryland and Indiana, as well as 41 car washes — 29 conveyor car washes and 12 touch-free washes. “We rolled our sleeves up. Where a lot of (car washes) decided just to shut down and/or hunker down, GetGo and Giant Eagle as a whole decided they wanted to try and serve the neighbors as best as they could (including with car washes),” McBride said. “We pushed forward as best as we could with new protocols. Sometimes they were coming over by the day.” The work paid off. Despite industry trends, GetGo car wash volumes have stayed consistent during the pandemic. “We had a growth year last year,” he said. McBride attributed that growth to the chain’s car wash subscriptions, and the mid-pandemic launch of its new WetGo Pro car wash, which rolled out to the Pittsburgh market in fall of 2020.

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Operations | Car Wash

WetGo Pro washes feature a longer wash tunnel, The company opened its first new-build WetGo Pro cutting-edge cleaning equipment and faster wash site in November 2020 in Latrobe, Pa. times. Plus, it provides a suite of free-to-use options, “We plan to build 10 new sites over the course of including free vacuums. the next 24 months,” McBride said. Five of those car So far, GetGo has converted 10 of its existing locawashes will be standalone sites, four will be built on tions to WetGo Pro locations, with four additional car upcoming GetGo sites, while one will be added to an washes set to be converted to the WetGo Pro model existing GetGo location. by Nov. 1 of this year. “On the new-build sites, we’re building the tunnel “When we launched the WetGo Pro series, we to 125 feet, and we think we’re going to have converted the sites to having multiple lanes in the processing hours of 125-plus cars an hour that we’re front, with a full-time concierge working there,” said able to wash there,” he said. Each wash is expected McBride. to take about two minutes. This ‘dual-gated access method’ is a first for the WetGo is also putting a focus on its subscriptions. Pittsburgh area, according to GetGo, and includes a “Wash subscriptions aren’t that new to the car wash designated lane for car wash subscription members. business, but I think it’s still somewhat new to the “The concierge is working the lines to influence c-store business,” McBride said. That’s because many subscription sales, as well as navigate the customers convenience stores don’t have the car wash scale to through the point of sale if they’re struggling a little implement the program. bit. And that’s greatly helped us with our processing “We’re unique in the fact that we had a lot of conspeeds,” McBride said. “We try to make it a twoveyor washes for being a c-store, not a lot of touchperson operation, so one person’s managing the kiosk, frees. Knowing that we had unused capacity, it made and one person’s managing the car wash.” sense to us to start offering a subscription to expeWetGo Pros feature a modern building design and dite the process quicker,” he said. “We offer submeasure 120 feet in length. They also offer natural scriptions for as low as $17.99 for the base package. lighting to eliminate light transition. Customers remain And then, $34.99 is our top package. We’re finding, in their car for the wash as it is guided through the right now, that about somewhere between one-third tunnel, where it is washed with soap and numerous to one-half of our business is now coming from the brushes, rinsed with a spot-free solution and dried subscription service.” with high-powered touchless driers. Subscriptions offer a “win-win” for both car wash “Inside the wash tunnel, we did add some horseoperators and customers, McBride noted. Customers power cleaning,” McBride added. GetGo also added save money on car washes, especially if they plan to various components to help the washes run cleaner and more efficiently. GetGo is known in Pittsburgh for offering free air, so it seemed a fitting extension to offer free services attached to the car wash as well. “At the exit, each facility has somewhere between eight to 10 free vacuum stations,” McBride said. In addition to free air, GetGo added free-to-use microfiber towels and free mat cleaning. “There’s a little machine that lets customers stick the mat in, hit a button, and the mat goes in one end, comes out the other end,” McBride explained. Once the next four car washes are converted in November, GetGo is switching gears to a new-build strategy, as many of the existing car washes are not able to be converted to the WetGo Pro model, due to layout constraints at GetGo opened its first new-build WetGo Pro site in November 2020 in Latrobe, Pa., and plans to build 10 new sites over the next 24 months. the existing sites. 132

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October 2021

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Operations | Car Wash

GetGo plans to connect its existing loyalty brands, including its car wash program and its AdvantagePay and Giant Eagle Shoppers program.

wash their car more than twice a month, while operators are no longer at the mercy of weather patterns. Thanks to subscriptions, “we have good income flow coming in no matter what,” McBride said. Now, GetGo’s set to take its car wash subscription program to the next level. “We have our other existing loyalty brands, with AdvantagePay and Giant Eagle Shoppers. And we’re going to be connecting these programs into a larger loyalty program. So, imagine if you were in all three, you’re going to get an Amazon Prime-type experience.” LOOKING AHEAD

Mach1 has kept its car wash promotions steady throughout the pandemic. “Our primary promotion of offering a fuel discount with a wash purchase has stayed strong as long as our fuel gallons continue to grow,” Meyer said. Like WetGo Pro, Mach1 car washes also feature free vacuums to incentivize its customers to visit its washes over the competition. Looking ahead to the end of 2021, Meyer said several factors, including the price of fuel, the overall economy and the weather, will determine whether sales end the year on a high note. For example, if the fall weather brings dry and dusty conditions, more customers are likely to opt for car washes, leading to strong fall car wash sales. Meanwhile, “if fuel continues to rise, consumers will have less discretionary spending on non-essential items,” he said. “Overall, I think the general consumer is ready to get back to ‘normal’ spending habits, and that is a great thing for our industry,” Meyer said. “Our main focus is to continue to keep our equipment in top performing conditions and always ready for when our customers are ready to use it.” Still, today’s landscape continues to look different than it did pre-pandemic. “The morning rush hour traffic just isn’t there,” McBride said. “It doesn’t kick in until later. That holds true as you look at gas transactions right now, too. At some point, we hope 134

CSTORE DECISIONS •

October 2021

to see that uptick, and/or the business comes back between the 7 a.m. to 9 a.m. hours, but that’s the only pocket that I still haven’t seen really come back.” Car washes, like most retail segments, are also facing the hurdle of the ongoing labor shortage brought on by the pandemic. This is one of the biggest challenges facing car washes, which need employees in various capacities to keep the washes running, McBride noted. “I would tell you that for the full-serve operators, I don’t think their business is ever coming back. I think it’s attributed to mainly the labor side of it,” he added. “They’re not going to be able to find the (employees) to be able to clean the inside of these cars. When you look at the full-serve power-wash market, on busy days, there would sometimes be upwards of 30 people working one shift.” McBride expects to see more car washes across the industry as a whole to start shifting services onto the customer, such as offering an exterior-only wash and providing free vacuums and towels. For the rest of 2021, “as far as the business cycle goes, I think for the most part, you should be flatter, better depending on the weather,” McBride predicted. “The economy seems to be okay, depending on who you’re talking to. One person will tell you it’s going to crash any minute. Another person will tell you it’s still on the rise. But I think, right now, a lot of things would have to go bad for a customer to cancel their $30 wash subscription right now. Especially if they’ve gotten used to using it,” he said. At press time, McBride said he hoped hurricane season would start to decelerate. “At least for us in Pittsburgh and Ohio, we’ve had kind of a wet summer,” he said. “If it were a little bit drier, we would probably be even more up right now, but we’ve gone through quite a wet summer.” Fingers crossed for a dry, dusty fall. CSD

cstoredecisions.com

Operations | Real Estate Column

Evaluating REAL ESTATE Sites Creating an evaluation procedure for site selection can help c-stores streamline the decision-making process. John Matthews • Gray Cat Enterprises

Evaluating potential new sites for the multi-unit operator can be a daunting task. The operator is constantly chasing several potential opportunities — whether through new builds or through acquisitions — only to have a few select sites come to fruition. Complicating the site selection process is generally a lack of an evaluation tool that can be used for all departments that are a part of the decision-making process. This evaluation tool should address all the components of the site: location, build-out and remodel costs, landlord terms, a financial Proforma, etc., to provide a complete assessment of the property. Following are the key components to include in your real estate site evaluation form. 136

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October 2021

cstoredecisions.com

STEP 1: IDENTIFY NEW POTENTIAL SITE

First, you need to identify the site attributes. Where is it located? Who is the site owner? When does the lease begin and end? In addition, the real estate team should assess what classification the premises should be tagged — is it in a residential area? Industrial? Retail? The site attributes should also indicate the size of unit and the other tenants that are in the center (if applicable).

Tenant:

Delivery Date:

Site Owner:

Rent Commencement Date:

Address:

City/Town:

State:

Premises Classification: (Circle One) Residential

Commerical

Retail

Heavy Industrial

Never Developed

Currently Farmed

Light Industrial

Forest

Recreational

Conservation Area

Site Dimensions (in SF):

Other Tenants:

STEP 2: SITE RIDE AND REVIEWS

Next on the list should be an assessment of the demographics that make up the potential site. Determine what is the ethnicity mix for the unit. Also, based on the location and whether the demographics support a growing area, you should assign an overall grade to the viability of the unit. Is it on a busy corner with easy access in a growing area? If so, that would be an “A” rating. A midblock location with access from a divided highway may garner a “B” or “C” rating. Lastly, most retailers have different tiers of their stores from basic to a flagship or premier location. Now would be a good time to label the anticipated unit here. After the demographics and the site rating are complete, an overall evaluation of the general area should be completed. Assess the overall condition of the area and streets. Does the traffic flow freely? Is it walkable? What are the impediments to customers visiting the site? Overall, is the site accessible as well as visible? In addition, you should start thinking about the product mix based on the demographics as well.

Condition of Area:

Condition of Street:

Traffic Congestion:

Major Stores Affecting Location:

Adjacent Land Use:

Parking:

Describe Site Access - Ingress & Egress:l

Accessibility of Site:

North:

South:

East:

Visibility:

East:

West:

Objectives: (why will this property be an asset for the company?) Initial Evaluation: (description of location including main features in favor and against the property) Site Features and Topography: (ie. elevations, unique natural features, site slope, cliffs, hills, depressions, erosion, sedimentation, drainage paths, etc.) Walkability Rating: Risks: (what in the property may pose a risk for the company?) Product Options:

cstoredecisions.com

Other:

October 2021 •

CSTORE DECISIONS

137

Operations | Real Estate Column

STEP 3: PRELIMINARY CONSTRUCTION COSTS

Now it is time to have the facilities team make their assessment. The team should be looking at all the costs for the build-out or remodel of the unit including permitting, design, construction, equipment and capital labor. At this point, the facilities team should have a ballpark number in hand to hand over to the operators so that they may build their Proforma model. 1

Permits & Design

Capital Labor

Construction

Miscellaneous

$ $

Equipment & Fixtures

Overhead & Profit

Armed with the capital costs to build the site, the operations team should plug its projections into the financial Proforma. Included, but not limited to, should be the following: sales revenue, expected gross margin, operating expenses, rent, other income and taxes. STEP 4: ESTIMATED SITE ECONOMICS

With that information as well as the expected buildout cost, the financial Proforma can be created, and the return-on-investment (ROI) can be determined. Most Proforma’s are projected to 10 or 15 years and the operations team can provide the annual escalators to their projections. STEP 5: SITE AND FLOOR PLANS

To further explain the site, the following documents should be included in the real estate site selection package: Site plans, floor plans, elevations and pictures. Pictures should include street views, overhead images from Google Maps and street maps. STEP 6: LOI AND NEGOTIATION

Next, the real estate team should include the Letter-of-Intent (LOI) from the landlord for all to review if this is going to be a rental location. Included in an LOI should be the landlord information, the uses, the guarantors, restrictions, etc. In addition, the LOI should include items pertaining to the terms from the duration to the options and any out clauses. Next up, outline all the rents, PSF (per square foot), CAM (common area maintenance) charges and any other additional charges. Lastly, the LOI should include taxes, insurance, security deposits, broker fees and signatures. 138

CSTORE DECISIONS •

October 2021

STEP 7: SIGN OFF

Once the evaluation site attributes are complete, the owners of each section review the overall document and determine to either go forward with a signoff or kick it back to the team for further evaluation. This is the moment of truth for the site. The business owners of their respective areas must be aligned here for the site to move to the final approval stage. Title

Typed Name

Signature

Date

VP, Real Estate Director of Operations Director of Operations Facilities Business Development

STEP 8: FINAL APPROVAL

At this stage, the executive team either blesses or sends the site back for further evaluation. Generally, if the executive team has worked in tandem with the business leaders in identifying the attributes they are looking for in a new location, this approval process should be simple. In summary, having structure around your site selection evaluation will streamline the process for all parties involved and enable an organization to move projects through the pipeline much faster (or eliminate potential sites quicker). When an organization is trying to grow — organically or through acquisition — it is prudent to have the necessary backup for each new site so that when you do a post-analysis in the future, you can refer to the documented decisionmaking process for each location. John Matthews, president and CEO of Gray Cat Enterprises Inc., is responsible for the management of all consulting activities for the firm, which include retail consulting for multiunit operations, interim executive management and project management. Prior to founding his own company in 2004, Matthews held senior management positions as president of Jimmy John’s Gourmet Sandwiches and as vice president of marketing, merchandising, facilities, corporate communication and real estate at Clark Retail Enterprises Inc. Additionally, Matthews worked for nine years in marketing management as the national marketing director of the Little Caesars Pizza Corp. He can be reached at john.matthews@graycatenterprises.com.

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Operations | Financing Upgrades Column

NTI STORE DEVELOPMENT

PROGNOSTICATIONS FOR 2022 As headwinds blow, savvy c-store operators are planning new-to-industry (NTI) development to shore up their 2022 expansion plans. Mark Radosevich • PetroActive Services

Last month, I predicted that potential tax increases by the Biden administration could alter the structure of mergers and acquisitions by increasing store leasing at the expense of real estate ownership transfers. In this follow-up article, I’ll look into my crystal ball and offer some thoughts on what the future might hold for newto-industry (NTI) store development next year. Chain store operators with no foreseeable plans to exit the industry generally take a balanced approach to growth, with a mix of acquisitions and new-builds. Depending on the size and sophistication of the operation, NTI expansion could be strategic, guided by preferred market analysis and planning, or opportunistic, in which individual NTI projects are unsystematically decided based upon availability of appropriate real estate. NTI real estate may include vacant land, alternate-use conversions, and raze-and-rebuilds of owned or competitive sites that fit predetermined criteria, including property size, traffic counts and demographic profiles. 140

CSTORE DECISIONS •

October 2021

cstoredecisions.com

CONVERSATIONS WITH WOMEN IN CONVENIENCE This year, CStore Decisions has featured Conversations with Women in Convenience as a series on our CStore Talks podcast to learn more about women’s experiences in the industry. This fall we’ll be chatting LIVE in a Zoom format with women executives to discuss how the generation we are born into has shaped our experiences in the workforce, the issues still disproportionately facing women today, finding our voices, building more inclusive workspaces and how women are driving changes in the workplace today.

DATES: Sept. 16, 2pm EST Erin Del Conte, Executive Editor

Oct. 26, 2pm EST Erin Del Conte, Executive Editor

SPONSOR BENEFITS: - Logo on all promotions around this Conversations with Women series - Shared leads from both event registrations - Promotion via social channels

Contact your CSD Representative for more information.

2011-2020

Operations | Financing Upgrades Column

With headwinds on the horizon, pragmatic c-store operators should have some level of NTI development in their plans. Modern, high-quality NTI sites not only deliver incremental sales and profits, but add some flagships to the store portfolio. This improves overall motorist perception and brand image across the rest of the chain, which also helps enhance business value. HEADWINDS ON THE HORIZON

At the time of this writing, the proposed $3.5 trillion spending package accompanied by massive tax increases is being debated, and various pundits believe that there is a 50/50 chance this economic disaster will pass. If so, one result could be a higher degree of NTI development, for these reasons: • Marketer reluctance to convey real estate title to avoid onerous tax consequences will result in a higher degree of store leasing. Buyers who wish to own their real estate must factor in a higher level of NTI development to achieve that goal. • The Federal Trade Commission’s (FTC) increased scrutiny of c-store deals involving the largest retail consolidators will likely dampen midto large-scale acquisition activity, prompting these big, well-funded companies to look more toward NTI development. Growth may slow, but their funds can be redirected toward NTI stores without the worry of FTC interference. On the downside, heightened competition from greater numbers of NTI stores will further erode the economic relevance of older, conventional c-stores within the trade-area of these new-builds. This resulting domino effect will require savvy 142

CSTORE DECISIONS •

October 2021

petroleum marketers that own and operate or own and lease older sites to conduct network studies to identify vulnerable locations and to develop divestiture plans to be implemented once they learn an NTI is planned. Tactical divestiture could include the sale of the property to a dealer, while maintaining the fuel supply, or a sale to an alternate-use buyer. However, care must be taken with any outright sale due to the above-mentioned tax consequences from real estate title transfer. The optimal approach may be to lease the property to an alternate-use tenant. Short of a meteorite strike, I hope that some semblance of rationality will rule the day in Washington D.C., and that the proposed cataclysmic tax-and-spend plan will not come to fruition, rendering my 2022 prognostications moot. Finally, as I’ve recommended in the past, if you’re in the retail petroleum business, I highly encourage you to become a member of your state’s petroleum marketer and convenience store association, to proactively support our industry and help preserve an important part of the fabric of America. Mark Radosevich is a strong industry advocate, recognized petroleum veteran and president of PetroActive Services (www.petroactive.net). He can be reached by email at mark@petroactive.net and by phone at (423) 442-1327.

cstoredecisions.com

CON G

What makes Yesway special is that it continues to cement its presence as a retail leader by evolving to meet and exceed customers’ expectations, all while being one of the fastest growing chains in the convenience store industry. Over the past two years, Yesway has transformed its retail image with a new store design, a thriving proprietary foodservice program and a growing private label food and beverage brand. Combined with vibrant community outreach programs, Yesway boasts the exceptional leadership and customer service to which many other convenience store chains aspire.

O I T A NS! L U T RA

The Chain of the Year Award showcases the best of the best in convenience retailing, and Yesway is certainly deserving of a place in this rich tradition. As many industry marketers are struggling to reinvent themselves and to identify a strategy that will lead them into the future, in six short years Yesway has been able to make itself a force in the competitive convenience store industry and blaze its own trail. The Fort Worth, Texas-based company operates 402 stores across nine states: Texas, New Mexico, South Dakota, Iowa, Kansas, Missouri, Wyoming, Oklahoma and Nebraska.

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Special Report | Convenience Directions

HOW A CONVENIENCE DIRECTIONS

IDEA EXCHANGE CAN BENEFIT YOUR CHAIN

Consider an interactive study group meeting with top supplier and vendor companies for insights on current market forces and ideas on how convenience store owners can improve their business. Best of all, these exclusive think tank events are free of charge for retailers. A CStore Decisions Staff Report

Are you a convenience store chain concerned about emerging trends and how to connect with customers during these uncertain times? How would you like to get valuable input on new products and category insights that relate exclusively to your market? How would you like this all free of charge? If this piques your interest, it’s time to partner with Convenience Directions. Convenience Directions offers exclusive study groups centered around Idea Exchange meetings that are designed to identify the latest industry trends, best-in-class standards and recommendations to drive bottom-line profits. The real benefit for the retailer is that they get to have senior management from 20-plus diverse supplier companies bring them their industry experience and make specific recommendations custom-fitted to the needs of the chain. Most meetings discuss general information, which is helpful, but Convenience Directions Idea Exchange meetings are constructed to leave retailers with bottom-line-improving ideas and recommendations. Moreover, these Idea Exchanges result in sponsor companies getting to know the entire senior management team of a company, understanding what their goals and objectives are and presenting category 146

CSTORE DECISIONS •

information to the retailer. Ongoing productive relationships are established in this setting that are difficult to replicate in any other venue. For nearly 20 years, these Idea Exchanges have attracted the leading convenience store chains in the industry. CStore Decisions, which acquired Convenience Directions from Joe Leonardo and Randy Fulkerson in 2013, has conducted meetings for Yesway, Maverik, High’s of Baltimore, Nouria Energy, TravelCenters of America, MFA Oil, truenorth, Country Fair, Kent Kwik, Gate Petroleum and many others over the past five years. The Convenience Directions program, led by John Lofstock, editor-in-chief of CStore Decisions, capitalizes on the experience of the supplier partners to bring together a valuable discourse for both retailers and suppliers. INFO EXCHANGE

What Convenience Directions does is unique to the marketplace in that we combine the Convenience Directions newsletter, which is mailed quarterly to over 10,000 c-store executives, with three Idea Exchange meetings annually. The newsletters give sponsor companies a forum to communicate category information, new product introductions and best practices to the industry. Retailers get

October 2021

great information on a variety of categories and services in a quick-read format. Suppliers that participate are guaranteed category exclusivity. These suppliers represent many of the key product and service categories being employed by today’s convenience stores and provide unequaled knowledge about their respective category. These industry specialists convene as a group to meet with the management personnel of leading convenience store chains, on a proprietary basis, one chain at a time. These two-day sessions are conducted and financed entirely by Convenience Directions. The purpose of these meetings is to provide a forum for the productive exchange of ideas and information. The open and relaxed surroundings created by having all supplier representatives present during the entire meeting is not designed as a sales forum, but rather as a learning opportunity in a “think tank” climate. Past events have proven to be very productive and well worth the time invested for every c-store retailer who has participated. Every retail participant has reported improved profitability as a direct result of their involvement. If your chain is interested in hosting an Idea Exchange, contact John Lofstock at jlofstock@wtwhmedia.com.

cstoredecisions.com

THIRD QUARTER 2021

A CStore Decisions Publication

www.cstoredecisions.com

Swisher Focuses Approach With Realignment of Smokeless Portfolio Smokeless business now united under Fat Lip Brands Swisher has consolidated its broad smokeless tobacco portfolio under Fat Lip Brands, a new overarching identity for its smokeless division. With a mix of classic brands and modern-day favorites in moist snuff, chewing tobacco and dry snuff, the creation of Fat Lip Brands represents an ongoing evolution within Swisher to align its businesses and brands to better serve its wholesale and retail customers as well as its adult consumers. Through this alignment, Fat Lip Brands will enhance its focus within the smokeless category and allow for more effective allocation of resources and customer service efforts. Fat Lip Brands is well positioned among Swisher’s five strategic businesses that also include Swisher Sweets Cigar Company (Large & Little/Filtered Cigars), Drew Estate (Premium Cigars), Hempire (Hemp Accessories) and Rogue Holdings (Modern Oral Nicotine). Each business provides focused category expertise and product knowledge under a renewed purpose for the broader company. Through Swisher’s strategic businesses, trade partners will have access

Prairie City Bakery Birthday Cake Ooey Gooey Prairie City Bakery is thrilled to announce an addition to our incredibly delicious Ooey Gooey Butter Cakes by adding Birthday Cake to our lineup of indulgent flavors. This decadent treat features our classic layered butter cake flavored with vanilla and white chocolate and is packed with colorful confetti sprinkles throughout. An on-trend flavor, Birthday Cake is sure to remind consumers of happy times and celebrations. Featuring bright, eye-popping packaging, the Birthday Cake Ooey Gooey Butter Cake is sure to stand out on any shelf and has the amazing flavor to keep customers coming back for more. Packed in convenient 10-count merchandisers, while boasting a long 60-day ambient shelf life, these cakes are the perfect addition to your indulgent snack set. Available immediately, the Birthday Cake Ooey Gooey Butter Cake can be ordered through your local distributor or by contacting Prairie City Bakery at 1-800-338-5122 or customerservice@pcbakery.com. Founded in 1994, Prairie City Bakery is headquartered in Vernon Hills, Ill. Providing premium, fully baked, thaw-and-sell bakery solutions to the convenience store, foodservice, and in-store bakery channels nationwide. With a full line of award-winning products and a variety of individually wrapped and foodservice solutions, Prairie City Bakery is the total package. Plus, Prairie City Bakery offers you our expertise and proven merchandising solutions to help you design a winning pastry program for your store.

www.cstoredecisions.com cstoredecisions.com

to the growth strategies and product innovations that drive expanded success. Based in Wheeling, West Virginia, Fat Lip Brands brings a strong 141-year tradition in smokeless tobacco together under one portfolio covering all customers’ needs in the moist snuff, chew and dry snuff categories. With classic brands like Mail Pouch, Chattanooga Chew, Bowie, Navy and Railroad Mills offered alongside everyday best sellers like Kayak, Creek and Starr, Fat Lip Brands serves the modern lifestyle of adult consumers while staying grounded in a tradition of quality and affordability. About Swisher Sweets Cigar Co. Swisher is a leading lifestyle brand for adult consumers. Headquartered in Jacksonville, Florida, Swisher also has a global manufacturing presence in Santiago, Dominican Republic; Esteli, Nicaragua and Wheeling, West Virginia. Swisher’s superior customer relationships, matched with an unwavering commitment to innovative thinking and action, have driven the company to grow and adapt to the evolving preferences of adult consumers for nearly 160 years. Visit www.swisher.com to learn more. To learn more about Fat Lip Brands, visit https://swisher.com/businesses/fat-lip-brands.

Boosting Wine Sales Wine overall has been a strong growth category in convenience stores. Why? Consumers are discovering the versatility of wine and how it fits into their casual lifestyle. Fun, practical and convenient packaging has been the catalyst for this trend. Gallo Family Vineyards is excited to offer delicious, slightly fizzy, wines with natural fruit flavors. Available in Sweet Peach, Sweet Pineapple and Sweet Berry, Gallo Family Vineyards Sweets is the perfect addition to any gathering. * Sweet Pineapple: Tropical fruit (pineapple) layered with sweet aromatics (honey) and hints of white flower (honeysuckle). * Sweet Peach: Tree/stone fruit (peach) layered with sweet aromatics (honey) and hints of tropical fruit (pineapple) and white flower (peach blossom). * Sweet Berry: Jammy red fruit (strawberry, watermelon) layered with sweet aromatics (cooked sugar) and hints of tropical (tutti fruitti). Here is what convenience store operators can do to capitalize on this growing trend: 1) Expand Assortment Expand your selection of 187ml, tetra, pouch, zip lids and cans. Whether it be concerns about waste, portability, “non-wine” occasions or convenience, alternative packages can be the answer. 2) Promote the Category Like other products, location and communication are key when it comes to promoting the wine category. Feature the alternative packages in a perimeter position since these products answer the concerns of so many infrequent or non-purchasers of wine. Contact your local Gallo representative for more alternative strategies for increasing wine sales or visit www.gallo.com. October 2021 • CSTORE DECISIONS

147

PumpShine August 2021.pdf 1 8/4/2021 11:53:04 AM PumpShine August 2021.pdf 1 8/4/2021 11:53:04 AM

Four New Forth™ Vape Pens Brings Flavor to CBD Forth™ CBD is expanding its Vape Pen flavor options to meet growing consumer demand. Four new flavors, Grape, Mixed Berry, Original Hemp and Menthol, join the original lineup of Mango and Mint. C-Stores can now offer their adult consumer more flavors in the emerging category of CBD vapor. Featuring a modern and sleek design, the device offers a smooth, easy draw with every puff. Forth CBD Vape Pens come prefilled with 1.25 ml of e-liquid formulated with 150mg of high-quality, hemp-derived CBD Isolate. There is no THC in Forth CBD Vape Pens. The e-liquid has a vegetable glycerin and propylene glycol base, giving adult consumers smooth, satisfying puffs. C

C M M Y

Research shows taste is the No. 1 purchase factor amongst disposable vapers*. By expanding the flavor options, Forth CBD Vape Pens are appealing to current adult consumers. With the same flavors as many disposable nicotine vapes, this product provides an easy introduction from nicotine to CBD for adult consumers. Y CM CM MY MY CY

CY CMY CMY K K

The vapor space within CBD is small and often expensive for adult consumers with many brands charging over $20 for a single vape pen. There are very few options in terms of brands and flavors in convenience stores. Since its inception, Forth CBD has worked to bring affordable CBD options to adult consumers, working to keep prices low at the counter, even in high tax states. Forth CBD Vape Pens are part of a consumer-focused product lineup that contains CBD + CBG Tincture Drops and CBD-Infused Juice Drinks. The expanding products of Forth show the brand’s commitment to offering accessible CBD product options for adult consumers. With Forth CBD, adult consumers may experience better recovery times from physical activities and improved focus. Forth products may also provide a sense of relaxation and relieve unwanted tension. Forth CBD products are third-party lab tested for quality and purity. The future of CBD is here— grow your category with Forth. Speak to your EAS Representative to get Forth products in your stores.

BETWEEN BETWEEN A A ROCK ROCK AND AND A A HARD HARD PLACE PLACE

New New

Since the onset of the pandemic, customers expect over Since onset of dispensers. the pandemic, customers expect the topthe clean fuel Combine this with a over the top labor clean environment fuel dispensers. with a limited andCombine you havethis store managers limited alabor andthe you have storetough managers facing real environment problem. Make best of this facing a real problem.inMake the Pump best of this tough situation by plugging Gorilla Shine now situation by pluggingShield. in Gorilla Pump Shine now with Micro-Spray with Micro-Spray Shield. The application is simple. After removing surface dirt, The application is simple. After Shine removing dirt, spray or wipe Gorilla Pump on surface composite spray or wipefront Gorilla Pump Shine pump faces, panels, stainless steelonorcomposite composite pump hose faces,and frontpump panels, stainless or composite sides, handles. Thesteel application takes sides, hose pump will handles. The application takes less than fiveand minutes, last three to four weeks, and less than five minutes, last three to four weeks, can also refurbish trashwill receptacles and other gas and can also refurbish trash receptacles and other gas island accessories. island accessories. TO SUMMARIZE YOU GET: TOASUMMARIZE 1) dirt resistantYOU shineGET: that lasts 3 to 4 weeks. 1) The A dirt resistant shine thatlong lastslasting 3 to 4barrier weeks. 2) Micro Spray Shield 2) The Micro Spray Shield long lasting customers. barrier against micro-organisms to protect against micro-organisms to protect 3) Protection from the elements to keepcustomers. your 3) fuel Protection fromlooking the elements to keep your dispenser like new. dispenser lookingby like new. 4) fuel A huge labor savings eliminating frequent 4) heavy A hugeduty labor savings by eliminating pump cleaning sessions. frequent heavy duty pump cleaning sessions. TO GET STARTED: GETShine STARTED: Try the GorillaTO Pump 2 quart pack for $19 Try the Gorilla Pump Shine 2 quart pack for $19 (includes free shipping). (includes free shipping). Simply go to www.apterindustries.com or Simply go to www.apterindustries.com or contact Joe DeLuca at jdeluca@apterindustries.com. contact Joe DeLuca at jdeluca@apterindustries.com. NOTE: If you currently buy Garage Gorilla Pump Shine NOTE: Ifyour you grocery currentlywholesaler, buy Garageyou Gorilla Pump Shine through will automatically through the your grocery wholesaler, automatically receive new fortified product atyou thewill same price. receive the new fortified product at the same price.

*Data displayed as projections for Convenience & Gas channels only. All data sourced from Brightfield Group

Copyright © 2021. APTER INDUSTRIES, INC. All trademarks and service marks used are owned by Apter Industries, Inc. Copyright © 2021. APTER INDUSTRIES, INC. All rights reserved. All trademarks and service marks used are owned by Apter Industries, Inc.

Capture Healthy Snackers Detour is expanding its award-winning product line to include Detour Overnight Oat bars. This innovation brings bold flavors to the traditional protein bar category and the growing popularity of overnight oats on social media platforms. Detour Overnight Oats are sure to catch the attention of younger and health conscious consumers looking to indulge in a trendy morning breakfast while on the run. Detour Overnight Oat bars have real recognizable ingredients starting with Gluten-Free Organic Rolled Oats. This is perfect for a quick breakfast, a midday snack or an after-dinner treat. • 10 grams of whey protein is the core and first ingredient. • 4 grams of sugar helps provide a low sugar diet to maintain a healthy lifestyle.

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• 3 grams of fiber is a healthy dose that will keep you full while nourishing your body. • 150 calories are a perfect meal replacement or post-workout snack.

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A Clean Store Is a Trusted Store An average convenience store selling fuel has more than 1,100 customers per day—that’s 1,100 customers bringing germs into your location.1 How will you combat the excess of germs entering your store and reduce the risk of cross contamination? You need to use the right surface disinfectant and sanitizing spray to keep your store’s surfaces clean while showing your commitment to employees and guests. You have plenty of surface disinfectant products to choose from, but be sure you’re getting one that fits the needs of your store. Look for products with the ability to quickly kill foodborne illness-causing germs, that can be used on both soft and hard food-contact surfaces without irritants, and have sustainable ingredients. One such product is PURELL® Foodservice Surface Sanitizer. This one-step sanitizer and cleaner is powerful enough to kill norovirus in 30 seconds—but is formulated for foodcontact surfaces with no rinse required. • Fast and effective - Eliminates norovirus, Salmonella, E. coli and Listeria in 30 seconds - Eliminates hepatitis A in 60 seconds • Multi-surface formulation - Proven effective across most hard and soft surfaces • No harsh chemicals - Eliminates the need for handwashing, gloving or health hazard precautionary statements.

For more information on PURELL Foodservice Surface Sanitizer and a complete solution of products to more holistically fight the spread of germs, visit gojo.com/c-stores.

You have the ability to provide health and cleanliness to your customers with a product that is as convenient as your store locations. 1

https://www.convenience.org/Research/FactSheets/ScopeofIndustry/Convenience

Republic Brands Launches the First & Only Bamboo Cone OCB® Brand Rolls Out OCB® Bamboo in Cones It all started across the pond, where OCB has been the best-selling rolling paper brand in Europe for generations. After making a substantial impact in the U.S.A. with a variety styles and sizes, OCB introduced the Bamboo Rolling Paper line which has had tremendous success in its eco-conscious efforts for today’s consumers. It became evident that the OCB bamboo paper should be converted into a currently popular format…the Cone. With that, OCB introduces the world’s first and only Bamboo Cones.

OCB Bamboo Cones are available in 4 sizes to address the consumer’s preference. The 1-1/4 size contains 6 cones per pack; king size contains 3 cones per pack; small 78mm contains 8 cones per pack and the mini 70mm contains 10 cones per pack. They all come in a 32-count counter display ready to sell constructed to protect the product inside from being crushed. Modular displays are also available for merchandising. A wide variety of pointof-purchase materials for all of these products are available to support sales efforts.

Pre-rolled and equipped with a tip, cones provide an easier way to pack, fill and enjoy. The paper is vegan, GMO free, unbleached and made from the world’s most sustainable fiber: Bamboo. No harsh fertilizers, pesticides or herbicides are used in the growing process. Bamboo is a renewable resource, responsibly harvested leaving the roots in the ground to regrow. The plant’s long, durable fibers ensure the papers and cones don’t “run” to produce a slow, even-burning smoke. The ultra-thin weight and always sticks acacia gum make a smooth tasting smoke. For Further Information, Call Republic Brands Customer Service: 800-288-8888, email info@rpbtob.com

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Ridiculously Awesome Flavor

ConvenienceWorks® by Hussmann®… Your Total Solution Provider ConvenienceWorks by Hussmann has been serving the convenience store industry for many years with equipment, services and solutions that meet the everyday needs of the retailers. We are dedicated to providing you with the essential benefits that: • ATTRACT more shoppers to your stores • GROW your fresh and prepared food sales • LOWER your operating costs • IMPROVE your overall operating performance

Your Total Solution Provider

Attract more shoppers to your store.

Grow

your fresh and prepared food sales.

Lower

877.543.6034 www.convenience-works.com

your operating costs.

Improve

Call ConvenienceWorks by Hussmann at 877.543.6034. www.convenience-works.com

RollerBites® Bold! Different! Better! Bursting with flavor and packed with protein, RollerBites offer the perfect on-the-go meal or snack.

Team up tender, juicy chicken with kickin’ spices and you have one epic-flavored grab-and-go snack for on-the-go customers: seasoned all-white Chicken RollerBites®. Available in a variety of ontrend flavors including Buffalo Ranch. Monterey Jack, Nashville Hot, and the NEW! Bourbon BBQ Chicken! Our savory breakfast varieties combine hearty eggs, sausage and cheese. Fire Grilled Cheeseburger RollerBites® lock in that juicy, home-grilled flavor and are available in craveable Original and Ghost Pepper varieties.

ConvenienceWorks is built on the legacy and expertise of Hussmann Corporation, which is recognized as a leader in refrigeration and merchandising solutions for retailers selling fresh foods. We are part of the Panasonic Corporation and can bring more innovation and technology to our total solution offering for the convenience store industry. From store planning and equipment selection to turnkey project management and after sale support, ConvenienceWorks by Hussmann is your total solution provider to maximize your sales and profits.

Deliver on the flavor, variety, and convenience today’s consumers are looking for with premium brands from Home Market Foods. Let’s Power Up your business!

your overall operating performance.

Our Eisenberg® Beef Frankfurters have a long tradition of quality since 1929. Our family recipe uses the finest cuts of U.S.D.A. beef, fresh seasonings and spices to deliver irresistible flavor to your valued customers. Minimally processed products with an authentic, natural taste – that’s the Eisenberg way. Bahama Mama® German-Recipe Sausage features U.S.D.A. quality cuts of beef and pork and are seasoned with bold spices for an awesomely delicious experience. Our authentic sausages let you menu a variety of in-demand flavors including Jalapeño ‘N Cheddar, Chorizo Con Queso, Smoked Cheddar and Ham ‘N Cheese. Elevate your foodservice program with premium Cooked Perfect® Gourmet Italian Style Meatballs – the #1 best-selling retail brand of meatballs in the country. Fully cooked and made withFoodservice select cuts of meat and cheese and seasoned just right with our proprietary spices. Cooked Perfect meatballs will surprise and delight your customers with amazingly great taste and quality. For more information, visit www.homemarketfoods.com. Contact us at info@homemarkefoods.com or (800) 367-8325, ext. 529.

CSC ServiceWorks Brings Best-in-Class Air Technology to Convenience Stores! CSC ServiceWorks, the leading provider of air vending services across the United States, Canada, and Europe, is committed to continuously advancing air machine technology to bring payment flexibility to the C-store marketplace. With investments in the design of a state-of-the-art cashless payment system, smart machines, and transparent reporting capabilities, CSC offers the most advanced air solution experience for you and your customers. Our air machines with cashless card readers provide your customers with a safe and secure solution to pay the way they want, offering a contact and contactless format. Our machines accept all major credit/ debit cards, mobile wallets (Apple Pay, Google Pay, Samsung Pay), and NFC payment types with EMV payment technology, which significantly reduces credit and debit card fraud while securing consumer financial data. Your on-the-go customers will be able to use any machine at any time with the payment method they choose, creating a more convenient experience that will keep them coming back. In addition to seamless payments, our upgraded platform makes your life easier through remote machine monitoring and smart service response. Machine alerts enable us to supervise payment acceptance and overall machine health, minimizing downtime so that your customers can always access an air machine when they need it. Accessibility extends to our reporting capabilities as well. Through a

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reporting portal that provides greater transparency with real-time sales data that’s accessible anywhere, at any time, you can easily oversee sales trends and overall machine level performance across your portfolio. From each client touchpoint to back-end support, our technology provides effortless transactions for a customized solution at your locations. CSC ServiceWorks is pioneering industry innovation through better payment experiences and streamlined endto-end operations. We continuously focus on expanding our industry leadership by leveraging technology that attracts consumers with safe, convenient payment options and increased revenues, machine uptime, and real-time reporting for clients. For more information, visit www. cscsw.com. About CSC ServiceWorks CSC ServiceWorks, with over 1.4 million machines in service, is the leading provider of commercial laundry solutions to the multi-family housing and education markets as well as an industry leader in air and vacuum vending services at convenience stores and gas stations. CSC ServiceWorks has a workforce of over 3,000 dedicated professionals throughout the United States, Canada, and Europe.

For more information, visit www.cscsw.com cstoredecisions.com

Jack Link’s Continues Innovation Domination Jack Link’s Protein Snacks continues to transform the protein snacking game by developing products that bring new consumers to the category and create new protein snacking occasions. Innovation, portability and on-the-go snacking continue to be key platforms for the company as it extends its presence outside the main meat snack set. The new products include Jack Link’s Smoked Beef Sausages, Jack Link’s Steak Bites and Cold Crafted Linkwich. “We are on a mission to make protein snacking accessible to everyone,” said TD Dixon, chief marketing officer at Jack Link’s Protein Snacks. “Consumers continue to seek more protein in their diet, so we’ve focused our innovation efforts, whether that be form, packaging or flavors, to provide consumers new opportunities to engage in the category. These efforts are creating incredible growth for our customers and the entire category.” Jack Link’s new products include: • Jack Link’s Steak Bites: Eating America’s #1 meat snack brand on the go just got easier, thanks to Jack Link’s Steak Bites. In a category that is dominated by sugar, fat, and calories found in sweets and nuts, Jack Link’s takes out the competition with new Steak Bites, offered in a one-handed, tear-and- eat snack pack. Jack Link’s Steak Bites give consumers exactly what they want – a high-protein, low-fat, handheld snack at an awesome value. Made with 100% beef, the steak bites are an excellent source of protein with 17g of protein in one single pack and only 110 calories. Launch includes two flavor varieties, Original and Teriyaki.

® This quarterly publication is made available to convenience store and petroleum marketing executives on a complimentary basis, thanks to the sponsorships of a select group of interested and involved industry suppliers.

Apter Industries BIC CBE, Inc. CSC ServiceWorks Detour/Forward Foods E-Alternative Solutions (EAS) E & J Gallo Winery

• Cold Crafted Linkwich: In 2018, Jack Link’s launched Cold Crafted, a new line of fresh and convenient snacking in a refrigerated format. After incredible in-market success, Cold Crafted is introducing the ultimate breadless sandwich, Cold Crafted Linkwich. The Linkwich line includes a grab-and-go combo offering 15g of protein in one serving and only 1g of carbs and sugar. Launch includes three varieties: Colby Jack & Hard Salami, Pepper Jack & Genoa Salami and Cheddar & Hard Salami.

Forth CBD

• Jack Link’s Smokehouse Beef Sausages: In what promises to be the company’s most craveable eating experience yet, Jack Link’s new Smokehouse line brings true craft-style products to the meat snack category. Smokehouse Beef Sausages will be the first product launched under the new line. Sausages continue to be the fastest growing meat segment, and Jack Link’s is taking it one step further, introducing a 100% beef smoked sausage snack option. The launch includes two flavor varieties, Original and Hot & Spicy.

Hussmann

Potential Menthol Bans Leave Door Open for Tobacco Ever since FDA enacted the ban on flavored pod ENDS products in February 2020, retailers and consumers have felt a void at the backbar. Now, many states and FDA have set their sights on menthol flavored products. With a potential ban of menthol on the horizon, it has never been more important for retailers to have a full range of tobacco flavors for their adult consumers to pick from. Luckily, Leap® has four tobacco blends that will be the perfect fit in retailer sets for years to come. Leap knows the importance of having a product for every adult consumer. The four tobacco blends, Carolina Tobacco, Georgia Tobacco, Kentucky Tobacco and Rough-Cut Tobacco were created with adult consumers in mind. These blends are fine-tuned to give the authentic taste of tobacco in an e-liquid formula. There is a Leap pod blend for every adult consumer. Those looking for something classic will gravitate towards Carolina Tobacco while those looking for something more robust may enjoy Rough-Cut Tobacco. Available in both 2.4 and 4.8% nicotine levels, adult consumers and retailers can find the right fit with Leap tobacco blends. Leap pods are only compatible with the Leap Device. For adult consumers who prefer disposable products over pod systems, there is Leap Go® Smooth Tobacco. Leap Go is a cig-a-like nicotine device prefilled with 1.25mL of premium e-liquid. Like the flavor name, Leap Go Smooth Tobacco offers a smooth vaping experience, giving satisfaction with every puff. The simple device gives adult consumers the freedom to take a puff and go. Leap Go Smooth Tobacco is available in a 5% nicotine level. With so many different tobacco blends, Leap has positioned itself to be a leader in the vapor space going forward. Leap products are available to retailers through all major distributors.

GOJO Industries, Inc. Home Market Foods Jack Link’s Kellogg’s Convenience Store Team Prairie City Bakery Procter & Gamble Co. Republic Brands Swisher International Teazzers U.S. Tobacco Vivid Impact

John Petersen Publisher John Lofstock Editor InfoMarketing is published quarterly for convenience store and petroleum company executives, operators and marketers. ADDRESS CHANGES: Send address changes to: Convenience Directions® 1111 Superior Avenue, 26th Floor Cleveland, Ohio 44114 or via e-mail to info@conveniencedirections.com Phone: 888-543-2447

Speak to your E-Alternative Solutions Representative or visit EalternativeSolutions.com/Leap to get Leap in your stores today. cstoredecisions.com

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Winning With Consumables in Convenience TEAZZERS® Helps Turn Your Location Into A Tea Destination TEAZZERS® is one of the nation’s largest suppliers of fresh brewed teas and other specialty dispensed beverages. What makes TEAZZERS the best is our obsession to detail – from sourcing premium global ingredients to expert blending and brewing for consistent flavor. For more than 20 years, TEAZZERS has been the iced tea innovator, refining processes to provide the most amazing fresh brewed tea products on the market. Today, TEAZZERS is in more than 7,500 stores nationwide. TEAZZERS specializes in every facet of the tea process, and we partner with you to design a program that will turn your store into a tea destination. Our iced teas are made with high-quality tea leaves sourced from multiple points of origin and blended to optimize consistency throughout growing seasons. Our R&D team works with experienced flavorists who specialize in developing flavors for different consumer demographics, food pairings and flavor trends. To brew those teas, we innovated the TEAZZERS SmartBrew™ machine which makes brewing fresh iced tea even easier for restaurants and convenience stores. This revolutionary brewer is equipped with BIB sweetener storage under the urns, remote recipe management, and freshness timers, all for enhanced category management. The three urn positions and sleek design offer enhanced and customizable merchandising opportunities, with plenty of room for different tea flavors and sweetness levels. If you’re not carrying TEAZZERS fresh-brewed tea, you’re missing out on providing your customers an on-trend, healthier and oh-so-satisfying alternative to other beverages. Not to mention more profits for you. After all, tea is the second most consumed beverage in the world. Let us help you determine the best tea and equipment program for you, and transform your location into a tea destination, with TEAZZERS. For more information, visit www.teazzers.com or contact our sales team at sales@teazzers.com.

Procter & Gamble conducted shopper research to understand how to win with consumables in the Convenience Industry. The findings were enlightening and we received direct quotes from shoppers in key focus areas. Here are four important takeaways: 1) In order to transform consumers into c-store purchasers, prices need to be competitive. * Consumers expect to pay more at c-stores, but often the high markup is just too much and can drive them to their local grocery store instead. * “I am NOT willing to pay more than 15% more for the convenience.” * “I think buying products there would be helpful but only if the prices are competitive. You can often find good deals on household products elsewhere so if the prices aren’t competitive I probably wouldn’t change my shopping habits.” 2) Consumers want to see the brands they love. * Consumers would be more inclined to shop at c-stores if they knew they’d find quality brands, brands that match their values, or more brand selection. * “I can’t see buying any of these there unless brands were the same as my regular ones and the prices were as low.” * “I would like to see more health conscious items at convenience stores.” 3) Keep items people need in a pinch. * Consumers may only need one item in an emergency or they need to pick up a few things late at night when their regular stores are closed. These could also be items that families may need while traveling. * “Smaller sized cleaners and toiletries would be great. If I’m shopping at a convenience store for these items it’s because I have no other option available and need something quickly.” * “I would only buy household products at a convenience store if it were an emergency and I don’t have other options.” 4) Paper products are the most essential to carry at c-stores. * Consumers agree the most important item c-stores need to carry are paper products. These include toilet paper, paper towels, tissues, paper plates, etc. * Paper products tend to be an item often forgotten about but needed quickly. * “If it isn’t a necessity, don’t waste space stocking it. Like fabric softener. I wouldn’t rush out to a convenience store to buy this. I’d either wait a day on the laundry, or do it just this once without a fabric softener. Paper products, yes.”

Bold New Look for Wildhorse® Wildhorse® has a new look for this classic brand. It still is known for its bold, rich taste and smooth smoking experience one would expect from a higher-priced premium cigarette. Wildhorse provides a fine flavor and aroma at an attractive price. The Wildhorse® product family features premium quality cigarettes, pipe tobacco, and cigarette tubes. Wildhorse is American-owned, American-grown and American manufactured. We proudly state “A Product of US Farmers®” on our packaging. We believe so strongly in our products that we back them with a 100% guarantee. Experience The Freedom®. About U.S. Tobacco U.S. Tobacco Cooperative Inc. (USTC) is a grower-owned marketing cooperative based in Raleigh, North Carolina. USTC produces U.S.

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flue-cured tobacco grown by 500-plus member growers in Florida, Georgia, South Carolina, North Carolina, and Virginia. Membergrown tobacco is processed and sold as raw materials to cigarette manufacturers worldwide. USTC processes over 35 million pounds of flue-cured tobacco, the finest, most compliant and most sustainable flue-cured tobacco in the world. cstoredecisions.com

Reducing Total Retail Loss by Integrating Video With Exception-Based Reporting CBE The advancement in security, transaction and tracking technologies has led to retailers continuously needing/wanting to explore effective solutions for loss prevention and video surveillance systems that will capture events in real time. Many opportunities are available to harness crucial data with the potential to enhance the customer experience and decrease operating expenses. Understanding a common equation to find out a business’s Key Performance Indicators (KPIs) can help determine whether or not a retailer is achieving its goals. However, because losses are often calculated based on an individual company’s formula, it’s difficult to create a universal baseline. Now, there are software and technologies available to help retailers stay ahead of their losses, and, most importantly, understand the differences of losses, shrinkage and costs. Exception-based Reporting and ROI Exception-based reporting is a method of data analysis that compares an incoming stream of data to a pre-established set of data at the point-ofsale (POS) and flags items that don’t match up. A specific retailer can define and customize any number of ‘normal’ conditions for the incoming data to compare against and, then, these abnormalities will be flagged as suspicious activity. The goal of exception-based reporting is to enable these data streams to identify areas of loss more readily and efficiently than time-consuming inventory audits or in-store security personnel. Many times,single malicious users at the register can have a greater impact on shrinkage; thus, waiting for an inventory audit to be completed can allow for more malicious losses than readily available data streams. Video-Enhanced Exception-Based Reporting Although data analytics alone are beneficial, the combination of exception-based reporting with the integration of video recording adds unparalleled benefits to retail stores. Without video, there is no proof of where a malicious error or theft occurred. There are multiple pain points that can be relieved by these featured benefits when adding video to a traditional POS system. Video Supports Better Decision Making for Leadership Executives Corporate retail executives want to see transparency across their companies. With the video feature, dashboards provide clear and easy-tounderstand reporting values. This can lead to real-time investigations via daily operations of process and inputs, as well as traffic, transaction and conversion rates examined over a 30-day period. In addition, it provides a snapshot of the entire company with the ability to drill down into regional or location-based reporting. This helps decision makers see multiple districts at the same time and make decisions on store behaviors.

Video Can Help Catch Untrustworthy Employees Who Steal Data can uncover broken processes that can reduce unknown theft where thieves often abuse retailers. Adding video surveillance to an exception-based reporting system helps your leadership team understand when and where employees look to steal during the day. When you combine exception-based reporting and video surveillance, reporting can proactively help notify your staff of questionable employees. The benefit includes supporting corporate loss prevention with documentation for criminal conviction and potential recoveries. CBE & 3xLOGIC Partner to Integrate Video & Exception- Based Reporting CBE and 3xLOGIC have been working together for over 15 years to design systems that integrate POS,cameras, audio, analytics, time and attendance, and more while utilizing the 3xLOGIC VIGIL TRENDS software engine to pull all data into an easy-to-use dashboard accessible anywhere the user has an Internet connection, including mobile devices. TRENDS combine Point of Sale and video data to provide a clean, simple visual snapshot of your business: • Easily identify the cashiers doing who are not • Location-by-location performance comparison, Conversion Rates, Loss Prevention KPI’s • Revenue vs. Employee Scheduling Reporting • 30-day Snapshot, propped doors, safe openings, open/close times, and event reporting • Tag videos with meaningful labels you define • Drive case management workflows in your external applications Is TRENDS Right for You? Contact CBE to discuss how TRENDS can help you provide actionable intelligence on what would otherwise be dark or ambient data. To learn more about TRENDS by 3xLOGIC visit: www.3xlogic.com Contact CBE for more information at: info@cbe-inc.com Todd Rosen | SVP | CBE, Inc 645 S. McDonough Street, Montgomery, AL 36104 Mobile: 334-782-3630 | Email: todd.rosen@cbe-inc.com

We’ve Got You Covered! www.cbe-inc.com

Kellogg Drives Innovation Each year, Kellogg® strives to bring innovative products to shelves at convenience stores across the country. 2021 will provide a great lineup of exciting, new offerings across the snacking categories your consumers love. Pringles® introduces the Scorchin’ product line. With the spicy hot trend spreading, the Scorchin’ BBQ and Scorchin’ Cheddar flavors will help you meet consumer demand for those extra spicy snacks. Available in both standard can and large Grab n Go sizes to meet every snacking occasion. Cheez-It® brings new products through both Grooves™ Scorchin’ Hot Cheddar and Snap’d™ Jalapeño Jack. Consumers are looking for extreme heat snacking experiences – the hotter, the better! These two product line additions are sure to heat up snack time! Bite-sized snacks will be available from two favorite brands: Nutri-Grain® and Pop-Tarts®. Deliciously sweet, soft-baked Nutri-Grain® Bites give consumers the energy to fuel their morning with no mess. Available in Apple and Strawberry flavors. And Pop-Tarts® Bites bring the same Pop-Tarts® crust and filling everyone loves – now in a bite-sized snack! Available in Chocolatey Fudge and Frosted Strawberry flavors. cstoredecisions.com

Last year, Rice Krispies Treats® introduced you to Dunk’d™ – an indulgent, fully-enrobed Rice Krispies Treats® big bar. The new year brings a new flavor to that lineup: Dunk’d Chocolatey Covered Strawberry. Rice Krispies Treats® Big Bars will also be available in a new carton size that frees up three inches of shelf space per SKU, making room for additional varieties as well as for innovation. Pop-Tarts® – the #1 toaster pastry brand – brings you two iconic brands and flavors in one amazing snack: Pop-Tarts® Froot Loops®! Featuring six unique Froot Loops® designs printed on the frosting. Kellogg’s® Jumbo Snax bring a combination of the nostalgic brands and fun-to-eat flavors consumers love in a larger size, perfect for snacking anytime, anywhere. Available in Tiger Paws and Froot Loops flavors and shapes. These product innovations will be available in December 2020. To learn more, visit KelloggsAwayFromHome.com.

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What do leading

1111 Superior Avenue, 26th Floor Cleveland, Ohio 44114

convenience store chains Grow Store Sales & Drive Down Marketing Costs! We use custom store profiling that combines brand organization tools and business intelligence to streamline all of your operations!

have in common?

RETURN SERVICE REQUESTED

What Makes Vivid Impact Different? Business Intelligence - We help to improve implementation at the store level and increase speed-to-market. Our proximity to the UPS World Port in Louisville, KY allows us to ship to 70% of the country within 3 days. Powerful Technology - Save time and money with data-driven distribution and real time analytics to streamline operations. Creative Design Team - Our dedicated design team will provide art and engineering, industry expertise, branding and strategy. We serve large and small brands across the country, including: Circle K, Thorntons, Enmarket, GoMart and TrueNorth. Scan the QR code on the left using your camera phone to receive a FREE custom demo kit. The QR code will bring you to our contact page; just fill out your information and a member of our team will contact you about your FREE kit! Or reach out to one of the Vivid Impact team members below. Justin Prather, (502) 939-1720 justin.prather@vividimpact.com.

Capitalizing on the experience of industry partners to bring retailers and suppliers together to identify emerging trends and boost sales www.conveniencedirections.com

Sam Campitella, (502) 715-2105 sam.campitella@vividimpact.com.

BIC® Introduces New EZ Reach™ Lighter for All Lighting Occasions New BIC® EZ Reach™ is the Ultimate Lighter, Combining Convenience, Reliability and Performance While Helping to Keep Your Fingers Away from the Flame BIC, a world leader in stationery, lighters and shavers, today introduced the BIC EZ Reach lighter, hailing it as the ultimate lighter for all lighting occasions. It is designed for lighting hard-to-reach places while helping to keep fingers away from the flame. The new innovative design is a perfect combination of the iconic BIC Pocket Lighter and the longer-reaching BIC® Multi-purpose Lighter. The EZ Reach lighter features a 1.45-inch extended wand that helps keep fingers further from the flame. Its body is the size of a pocket lighter, so it fits comfortably in users’ hands, bags and pockets, making it perfect for lighting candles, grilling and everything in between. The new design directly meets consumers’ requests for a lighter that lights at any angle. “As the lighter category leader, BIC continues to innovate with our new BIC EZ Reach Lighter, the ultimate lighter for all lighting occasions,” said Mary Fox, General Manager of BIC North America. “Consumers give this lighter rave reviews for all lighting occasions, including hardto-reach places like candle jars and grills while keeping their fingers away from the flame. We are excited to launch this into the market and believe it will quickly become a must-have item in every home!” BIC applied its same commitment to safety and quality in designing the BIC EZ Reach Lighter that it uses for all of its lighters. Each BIC lighter produced worldwide undergoes more than 50 quality and safety

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checks during the manufacturing process to ensure it meets or exceeds all safety standards to keep consumers safe. The new EZ Reach lighters will come in four different designs: classic BIC colors, home décor, Bohemian, which is exclusively sold at Walmart, and a line of officially licensed Bob Marley lighters. The lighters are available at Walmart locations nationwide and will be available at Sam’s Club and additional retail locations through the Fall. The lighters have an MSRP of $2.99 for the 1-pack Classic, $3.49 for the 1-pack Home Décor and $4.00 for the Bob Marley lighters. For more information, go to BICLighters.com. ABOUT BIC BIC is a world leader in stationery, lighters and shavers. For more than 75 years, the Company has honored the tradition of providing high-quality, affordable products to consumers everywhere. Through this unwavering dedication, BIC has become one of the most recognized brands and is a trademark registered worldwide. Today, BIC products are sold in more than 160 countries around the world.

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THE MOST AWAITED C-STORE EVENT OF THE YEAR!

Save the date for the LIVE event!

March 27-30, 2022

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PRODUCTShowcase

Turtle Dessert Bar Ethel’s Baking Co. has released its new, individually wrapped Turtle Dandy Dessert Bar. With crushed pecans and rich chocolate layered over toasted pecans, pure caramel and a signature shortbread crust, the Turtle Dandy joins a line of single-serve dessert bars Ethel’s released earlier this year, including its Pecan Dandy, Cinnamon Crumble, Raspberry Crumble and Blondie Bars.

Ethel’s Baking Co.

www.ethels.com

Seasonal Lagers Leinenkugel is debuting two new lagers: a collaboration beer made with German brewing pioneer Hofbräu München and a new winter seasonal, Chocolate Dunkel. Using four types of hops — Mt. Hood, Centennial, Steiner Experimental Hop and Mosaic — Collaboration Lager blends an American trend with imported German malt. The Chocolate Dunkel has a blend of eight malts, including dark chocolate malt and chocolate wheat, combined with cocoa nibs and Willamette hops.

Jacob Leinenkugel Brewing Co. www.leinie.com

White Cheddar Chex Mix General Mills Convenience announced a new ﬂavor in its popular line of Chex Mix. Chex Mix White Cheddar features a savory blend of Chex cereal pieces, pretzels, mini breadsticks and crispy crackers seasoned with white cheddar. As Cheesy Crunch ﬂavors continue to grow in popularity, new Chex Mix White Cheddar gives c-store retailers a new and exciting option to meet consumer cravings in the salty snack aisle.

Fruit-Flavored Halloween Popping Candy Hilco has joined with Kraft Heinz to create Kool-Aid brand treats for Halloween. Kool-Aid Ghoul-Aid brand three-pack Popping Candy peg bags and Kool-Aid brand 40-count Popping Candy laydown bags with triangular pouches. Each Kool-Aid Ghoul-Aid brand peg bag contains three pouches of popping candy in a ‘Scary Berry’ ﬂavor for Halloween. The candy is 0.72 ounces with a suggested retail price (SRP) of $1.29-$1.49. The Kool-Aid brand snack-size popping candy triangle packs are tamper-resistant and have a stayfresh airtight seal. They’re available in Tropical Punch, Cherry and Grape ﬂavors — 4.23 ounces with a $2.79-$2.99 SRP.

General Mills Convenience & Foodservice

Hilco

www.hilcousa.com

www.generalmillscf.com

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PRODUCTShowcase

Retro Lighters BIC Special Edition Nostalgia Series Lighters celebrate the most well-known technological extinctions of our time with these ironically trendy designs. The lighters in this series have a suggested retail price of $2.09 per lighter. BIC Maxi Lighters are longlasting, reliable and 100% quality inspected.

BIC USA Inc.

us.bic.com/en_us/lighters-new-inquiry

Aerated Gummies Innovation Aloe Vera Drinks Goya is releasing a new product in the world of plantbased beverages. Goya Aloe Vera Drinks can be enjoyed on their own or as an ingredient to create a variety of flavorful drinks. Along with the original flavor, Aloe Vera Drinks also come in pineapple, mango and coconut flavors. The suggested retail price is $1.49.

Goya Foods Inc.

Starburst announced its latest innovation, Starburst Airs — a next generation aerated gummi candy that will begin hitting certain shelves this fall, with nationwide availability beginning in 2022. Starburst Airs feature a new, inflated texture resulting in a bouncy gummy with all the flavor of the typical Starburst. Starburst Airs are available in Original and Sour Tropical packs featuring Starburst flavors, including strawberry, lemon, orange and cherry in Original packs, and sour kiwi, strawberry, pineapple, passion fruit and mango in Sour Tropical packs. These new light and airy gummies will be available in 4.3-ounce PEG bags.

Mars Inc.

www.mars.com

www.goya.com

Birthday Cake-Flavored Butter Cake Prairie City Bakery announced an addition to its Ooey Gooey Butter Cakes line with the addition of the new Birthday Cake flavor. This treat features its classic layered butter cake flavored with vanilla and white chocolate and is packed with colorful confetti sprinkles throughout. Available now, the Birthday Cake Ooey Gooey Butter Cakes feature bright, eye-popping packaging and are packed in convenient 10-count merchandisers, with a 60-day ambient shelf life.

Prairie City Bakery

www.pcbakery.com 158

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PRODUCTShowcase

Terpene-Infused Pouches Boldt Runners Corp. is launching a new lineup of Cannadips products nationwide called Cannadips Terpenes — terpene-infused pouches that are THC- and CBD-free as well as tobacco- and nicotine-free. The Cannadips Terpenes line is available in Cannadips’ signature, core flavors, enhanced with individual terpenes (Myrcene, Caryophyllene, Pinene and Limonene), each married to a single flavor profile and without CBD. This combination provides a unique and exciting experience that is both familiar to Cannadips and specific to the Cannadips Terpenes line.

Boldt Runners Corp.

marketing@boldtrunners.com • www.cannadipscbd.com

Chili Mango Ready-to-Drink Cocktail BuzzBallz/Southern Champion added a new cocktail to its ready-to-drink line: BuzzBallz Cocktails Chili Mango. The cocktail tastes like mango with a hint of jalapeño to give it spice without being too hot. BuzzBallz Cocktails’ core ﬂavors include Tequila ‘Rita, Choc Tease and Horchata. The cocktail pairs well with citrus, as well as savory and smoky foods. It’s a match made for grilled vegetables, sweet relishes and savory tacos, to name a few. The ﬂavor is currently being tested in the California and Texas markets, and expectations are high for national distribution.

BuzzBallz

www.buzzballz.com

Superfood Snacks Available in six flavors — Banana Nut Crunch, Dark Chocolate Nut Crunch, Dragon Fruit Lemon Zest, Honey Sweet Goji, Triple Berry Vanilla and Pineapple Ginger Fusion — Supernola’s chewy clusters are made with superfoods, fruits, tree nuts and seeds and are certified organic, certified paleo, certified keto, grain-free, plant-based, dairy-free and non-GMO.

Chocolate and Peanut Butter Iced Coffee For its latest iced coffee ﬂavor, International Delight partnered with an iconic candy brand to bring Reese’s Iced Coffee, a permanent addition to International Delight’s iced coffee lineup, available on shelves nationwide as of Oct. 1. Reese’s Iced Coffee delivers a peanut buttery and chocolaty mashup. Each 64-ounce carton has a suggested retail price of $3.99.

International Delight

www.internationaldelight.com

Supernola

www.eatsupernola.com cstoredecisions.com

October 2021 • CSTORE DECISIONS

159

PRODUCTShowcase

Limited-Edition Dungeons & Dragons-Inspired Packaging Nerds and Dungeons & Dragons (D&D) launched the new limitededition Nerds Gummy Clusters and Rainbow Nerds Theater Box packaging nationwide. They feature a team of six new D&Dinspired Nerds characters, each representing a different type of Nerds personality. From Sept. 1 through December 2021, customers who purchase the candy with this packaging can join an exclusive D&D campaign called Restoring Harmony.

Ferrara Candy Co. www.ferrarausa.com

Sparkling Citrus and Berry Refreshers The Boston Beer Co. launched Bevy Long Drink, a new beverage inspired by the national cocktail of Finland, the “Long Drink.” Bevy Long Drink will hit shelves in early November in two ﬂavors: Sparkling Citrus Refresher and Sparkling Berry Refresher. Bevy’s new sparkling citrus refresher is made from an easy-drinking blend of citrus ﬂavors and wild juniper berries. Bevy Long Drink’s styles are sweet, tart and 5.8% ABV. It comes in six-packs and 12-packs with 12-ounce cans and single-serve 24-ounce cans.

Boston Beer Co

Birthday Cake and Cookie Dough Bites Along with other new easy-to-make snacks, Pillsbury debuted its Birthday Cake and Chocolate Chip Cookie Dough Poppins. These poppable, bize-sized treats are made to keep refrigerated and are safe to eat raw. They can be eaten as dessert toppers or as an anytime snack. They come packaged in convenient, resealable bags, with a suggested retail price of $5.20.

Pillsbury

www.pillsbury.com

www.bostonbeer.com

Multicannabinoid Oil and Softgels NuLeaf Naturals has launched its new Multicannabinoid oil and softgels. NuLeaf Naturals Multicannabinoid is a comprehensive formula designed to elevate consumers’ health and well-being. This daily blend contains several key cannabinoids including CBD, CBG, CBN, CBC and Delta-8 THC in a balanced proﬁle to supercharge the endocannabinoid system.

NuLeaf Naturals

www.nuleafnaturals.com 160

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PRODUCTShowcase

Soft-Baked Pumpkin Cheesecake Cookies Pepperidge Farm Soft Baked Pumpkin Cheesecake Cookies can be paired with any fall drink or on its own. These moist, soft cookies are made with real pumpkin, cheesecake-ﬂavored drops, brown sugar and spices to create an ultimate fall cookie. Available for a suggested retail price of $3.89.

Pepperidge Farm

www.pepperidgefarm.com

Recyclable, Paper-Based Yogurt Packaging Chobani announced that it’s launching a paper cup. Chobani’s new product innovations — oatmilk, cold brew coffee and coffee creamers — already come in paper-based packaging that is recyclable. After two years of development, it has now moved oat yogurt into a paper-based cup. Chobani’s paper cup is 80% paperboard, made from responsibly sourced and renewable material. The cup has a thin plastic lining to maintain the quality of the product. Chobani’s paper cup will be in stores at the end of this year. It will begin with single-serve Chobani Oat Blend.

Chobani

www.chobani.com

Limited-Edition Flamin’ Hot Queso Doritos Dinamita Doritos Dinamita Flamin’ Hot Queso Flavored Tortilla Chips are now available at retailers nationwide for a limited time. The Dinamita shape meets Flamin’ Hot ﬂavors. The new ﬂavor introduces a bold-tasting experience of queso with the Flamin’ Hot kick. The suggested retail price is $4.29 per 10.75-ounce bag, $2.99 per 9.25-ounce bag and $1.99 per four-ounce bag.

Doritos

www.doritos.com

Limited-Edition Fall Seltzers Bud Light Seltzer is introducing its new, limited-edition Bud Light Seltzer Fall Flannel variety pack. The ﬂavors include Bud Light Seltzer Pumpkin Spice, Bud Light Seltzer Toasted Marshmallow, Bud Light Seltzer Maple Pear and Bud Light Seltzer Apple Crisp. The new Bud Light Seltzer Fall Flannel seasonal pack features a fall-inspired plaid design and are available in 12-ounce slim-can variety 12-packs nationwide through the end of October.

Anheuser-Busch

www.anheuser-busch.com cstoredecisions.com

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PRODUCTShowcase

Six New Hemp Wraps Swisher is expanding its successful Hempire product line to include a selection of Wraps, offering two terpene-infused wraps along with four flavored wraps. Hempire’s terpene wraps will be among the few smokable hemp products on the market that are infused with terpenes, a constituent of essential oils responsible for the smell and flavor in all plants and fruit. Hempire’s wraps do not use synthetic dyes or colors, and its flavors are plant-based.

Swisher

www.swisher.com

New Keto Protein Bar Flavors In response to demand for its first Keto Protein Bar, think! expanded its keto offering with the introduction of two new flavors: Chocolate Mousse Pie and Chocolate Peanut Butter Cookie Dough. think! Keto Protein Bars offer 10 grams of protein, one gram of sugar, are gluten free, ketocertified and 180 calories or less.

think!

www.thinkproducts.com

New Packaging for Degreasing, Multi-Surface Wipes Sani Professional, the food safety division of PDI, announced the launch of a new Softpack format for its Degreasing Multi-Surface Wipes. The wipes are speciﬁcally formulated for the removal of grease and grime typically found in back-of-house foodservice operations. The new Softpack provides a convenient and portable format containing 75 extra-large, heavy-duty disposable wipes that are pre-moistened and ready to use. Through careful design, the Softpack format has reduced plastic packaging by more than 85% while also requiring less storage space than a pail format.

Sani Professional

www.saniprofessional.com

Hazy and Juicy Pale Ale Blue Moon Brewing Co. announced the launch of Moon Haze, its award-winning hazy and juicy pale ale. Brewed with dried, whole oranges, Moon Haze brings a bold, juicy ﬂavor and Blue Moon’s signature orange color together. Moon Haze has a juicy orange, tropical and coconut taste; an aroma of heavy citrus tropical with notes of orange, pineapple, mango and a whisper of coconut; and a smooth taste with a touch of bitterness to ﬁnish. The beer has a 5.7% ABV and is available in six-pack and 12-pack offerings of 12-ounce cans.

Blue Moon Brewing Co.

www.bluemoonbrewingcompany.com 162

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PRODUCTShowcase

Cocktail-Inspired Seltzers for the Holidays Available nationally on Nov. 1, Truly’s Holiday Party Pack features four cocktail-inspired ﬂavors, including: Cran Orange Sparkler, Pom Ginger Fizz, Holiday Sangria Style and Spiked Apple Spice. Just like the rest of the Truly lineup, each style in the Holiday Party Pack will be 5% ABV, 100 calories, one gram of sugar and gluten free.

Truly Hard Seltzer

www.trulyhardseltzer.com

Delta-8 Product Line Global Widget announced its newest brand, Mystic Labs, which features premium hemp-derived Delta-8 THC products, including gummies, vapes, tincture oils and the trifecta series (shot and gummies). The brand is available to retailers, distributors and consumers nationwide. All Mystic Labs products are crafted and manufactured inhouse at Global Widget’s 100,000-square-foot manufacturing space.

Global Widget

www.globalwidget.com

Hard Mountain Dew With Zero Sugar

Mango Habanero Seasoned Macadamia Nuts Royal Hawaiian Orchards announced its new product, Mango Habanero. The 40-ounce bag is packed with sweet heat from the combination of natural mango and habanero ﬂavors. Seven weeks after launching a virtual poll featuring three potential new products in July, Mango Habanero beat out the competing seasonings.

MacFarms

www.macfarms.com

cstoredecisions.com

The Boston Beer Co. and PepsiCo announced plans to enter a business collaboration to produce HARD MTN DEW alcoholic beverage. HARD MTN DEW comes in bold flavors and distinctive branding, all with an ABV of 5%. This new flavored malt beverage will be marketed to adults of legal age. As part of the business arrangement, Boston Beer will develop and produce new HARD MTN DEW, and PepsiCo has set up a new entity to sell, deliver and merchandise the product. Consumers should anticipate finding HARD MTN DEW on shelves in early 2022.

PepsiCo

www.pepsico.com October 2021 • CSTORE DECISIONS

163

Classifieds/Ad Index 5-Hour Energy

111

www.5hourEnergyRetailer.com

Abbott

linnea.solbrook@abbott.com

dvanced Solutions A Communications Corp.

Altria Group Distribution Company 2 877.968.5323

133

800.441.7146 / www.apterindustries.com

60-61

Black Buffalo

www.blackbuffalo.com

Brakebrush Brothers, Inc. www.ChickenChampions.com

Broaster Chicken

101

Brothers Mobile Solutions

115

800.365.8278 www.genuinebroasterchicken.com

www.MobileSolutions.Brother.com/Shell

Calico Brands, LLC

800.544.4837 / www.calicobrands.com

CB Distributors

6-7

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

Cheyenne International, LLC

Click It Inc.

117

The Coca-Cola Company

800.646.9403 / www.chesterschicken.com 866.254.6975 / www.cheyenneintl.com www.clickitinc.com www.coca-cola.com

Legal Lean

SPC Retail

126

Liggett Vector Brands

Southern Champion

LK Food Packaging

Success Systems

121

321.236.2619 / www.legalleanstore.com

E&G Gallo Winery

83 24-25

www.EalternativeSolutions.com/Forth

877.415.4100

EDGE Petrol

119

800.809.8393 / www.LKpkg.com

Envysion

123

www.loomis.us/SafePoint

877.258.9441 / info@envysion.com

GSK C-Store

Scott.F.Breisinger@gsk.com

Gulfcoast

727.449.2296 / www.gulfcoast.com

Helix Innovations LLC

The Hershey Company

www.HersheySolutions.com

Home Market Foods

800.367.8325 info@HMFfoodservice.com www.HMFfoodservice.com

www.searchlight.marchnetworks.com

19 87

McLane Company, Inc.

Modern Store Equipment

www.mclanegrocery.com 877.532.8433 sales@modernstoreequipment.com modernstoreonline.com/cstore

NCS Profitable Solutions www.ncswash.com

North American Bancard

866.481.4604 / www.nynab.com

www.gopremier.com

Kraft Heinz

49 93

www.masonways.com | 800-837-2881 cstoredecisions.com

www.newlywedsfoods.com

Johnsonville C-Store

Krispy Krunchy Chicken

Swedish Match

800.367.3677 www.zyn.com www.gamecigars.com www.whiteowlcigar.com www.generalsnus.com

21 33 55, 113 81

164

Perfetti Van Melle

Prairie City Bakery

Premier Manufacturing, Inc.

Proctor & Gamble

Republic Tobacco

www.PGConvenience.com

800.874.9720 / www.swisher.com

109

877.748.4222 / www.transact-tech.com/cd

Trion Industries, Inc.

Twang Partners, Ltd.

800.444.4665 info@triononline.com / TrionOnline.com 800.950.8095 / shale@twang.com

129

Newly Weds Foods

www.pcbakery.com

800.290.6097 / www.krispykrunchy.com

800.653.3345 / www.success-systems.com

Transact

165

800.837.2881 / www.masonways.com

167

www.kraftheinz-foodservice.com

www.UptownCocktails.com

Swisher International Cover, 11, 168

Invenco

877.515.0939 / www.invenco.com/s/csd

800.523.6899 / www.spc-retail.com

asonWays Indestructible M Plastics, LLC

105

www.CStoreJohnsonville.com

www.RuizFoodservice.com/Sweeten Sales

73 www.mars.com/made-by-mars/mars-wrigley

Hussmann

800.592.2060 www.Hussmann.com

127

Mars Wrigley

23, 135

Hoshizaki America

Loomis Armored US, LLC March Networks

Ford Gum & Machine Company

www.huntbrotherspizza.com/csd

Chester's Chicken

107

Hunt Brothers Pizza 47

www.cforce.com

Ruiz Foods

Dover Fueling Solutions

www.wilburcurtis.com

www.hoshizakiamerica.com

CForce Bottling Company

www.lancerworldwide.com/CSD

847.955-0003 / www.fordgum.com 67

Lancer Worldwide

125

856.441.0894 / www.edgepetrol.com

Apter Industries

www.bidivapor.com

Curtis

E-Alternative Solutions

724.772.2722 / www.asccinc.com

Bidi Vapor, LLC

Core-Mark International

Tyson Convenience

103

USA CBD Expo

139

www.Tysonconvenience.com www.usacbdexpo.com/tickets

Vaporlax

Vehicle Wash Systems, Inc.

131

800.775.8970 / mipodwholesale.com

800.344.8700 / www.washngo.com

42-43 VP Racing 866.530.3028 / www.vpracingfuels.com

Vitamin Energy

800.420.3106 Sales@VitaminEnergyLLC.com

12-13

Xcalibur International, Ltd.

800.288.8888 / www.republicbrands.com

BOOTH #609 October 2021 • CSTORE DECISIONS

165

IndustryPerspective

How to Plan for the Pending Cookie Apocalypse

Using Autonomous Check-in, Checkout Committing to autonomous check-in, checkout and owning the data gives c-stores the ability to preserve their trade promotion, placement and slotting fees, and increase them by brokering the attribution data to advertisers. Richard Crone • Crone Consulting, LLC

As the unanticipated impact of the pandemic magnified the need for online to offline (O2O) solutions and order ahead for convenience stores, so too will the pending cookie apocalypse by Google drive the business case for autonomous check-in and checkout. Verifiable O2O attribution from known users commands the highest trade promotion, placement and slotting fees, which for most retailers and convenience stores exceeds EBITA. Of the $254 billion spent annually on advertising and promotions, 95% is derived from consumer packaged goods (CPGs), brands, product makers and service providers vs. 5% from merchants themselves. The highest trade promotion, placement and slotting fees go to those that can provide a proven SKU-level audit trail of net new sales from registered customers that opt in to select offers in advance or anonymously aggregated through cookies using O2O tracking to measure purchase intent. Grubhub, Instacart, Amazon, PayPal Honey, Venmo, petroleum-brands and other order-ahead mobile apps possess this data and are using it now to increase their proportion of the O2O promotional spend by those stocking the shelves of convenience stores. DATA OWNERSHIP

An early commitment to autonomous check-in and checkout will give convenience stores a chance to not only preserve their trade promotion, placement and slotting fees but increase them by brokering the attribution data to advertisers. To be fairly compensated for the O2O infrastructure they enable, convenience stores will need a check-in strategy centered on preserving and negotiating their data rights from the platform providers installing autonomous check-in and checkout platforms. This is especially important for c-stores that lack a customer data platform (CDP) integrated with their own branded, proprietary mobile app and end up relying on the check-in and checkout credentials of third parties. 166

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If the c-store is not the system of record (SoR) for the customer data, either opt in at the individual app user level or O2O through anonymized cohorts using cookies, (or a likely successor, Google’s Federated Learning of Cohorts, FLoC), they are not in the pole position for negotiating promotional rates based on attribution. FloC will raise the advertiser preference for and promotional premiums paid for opt-in, known user profiles (vs. anonymized FLoC cohorts) derived from a retailer’s own branded apps. All of Google’s primary services (e.g., search, maps, email, etc.) are provided at no cost to consumers and are funded by attribution derived from “in-context search” O2O tracking of customer purchase intent with cookies. AI-superpowers, with or without c-stores and other retailers, will aggregate O2O proprietary and third-party data sources with the information gained from autonomous check-in and checkout such as door swings, footfalls, journey tracking, eye-gaze, dwell time, shopping lists, SKUlevel basket data using predictive analytics to continuously enhance the customer experience based on intent, as do Amazon, Google, et. al. when you log in to their sites. You get what you measure, and most c-stores don’t possess the infrastructure or the technical talent to measure these things today. So committing blindly to autonomous check-in through disintermediating thirdparty or mobile wallets may seem like the only solution, but it’s not without the data risk. Look no further than the restaurant industry, which savvy convenience stores consider a fierce competitor, which was largely forced to commit to third parties for their order-ahead platforms such as Grubhub, Uber Eats, etc., which ultimately cost them up to 30% of every order. Richard Crone leads Crone Consulting LLC, an independent advisory specializing in mobile strategy, autonomous check-in/checkout and personalized payments. Reach him at Linkedin.com/in/richardcrone/.

cstoredecisions.com

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CStore Decisions October 2021

Articles inside

Industry Perspective: How to Plan for the Pending Cookie Apocalypse

Product Showcase

Convenience Directions

NTI Store Development Prognostications for 2022

Evaluating Real Estate Sites

Capturing Customers With Prepaid Services

Best New Loyalty Programs

Casey’s Comes for Breakfast

Sweetening Fall Candy Sales

Top Tips for Maximizing Tobacco Sales

Retailers Find Packaging Solutions

Quick Bites: COVID Carries On

Roaster’s Market Builds Presence in Ada, Okla

More Consumers Turn to CBD to Calm Pandemic-Related Anxiety

FDA Reshapes Vape Category