SEPTEMBER | OCTOBER 2013
캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C
U.K.B.A C.C.I.C
Classic Beverages hit the spot
PM41670539
Love, Sweet Love – Canadians love candy and with margins of 35 per cent to 40 per cent retailers love it too.
사랑, 달콤한 것을 사랑함캐나다인들은 캔디를 사랑하며 소매상인들도 35내지 40퍼센트의 영업수익을 창출하는 캔디를 사랑합니다.
When to add an ATM – Even small market machines can bring in more than $10,000 a year. What’s your situation?
현금 인출기(ATM)를 언제 추가할 것인가- 작은 업소내 현금 인출기도 1 년에 $10,000이상 수입을 올릴 수 있습니다. 당신의 업소의 상황은 어떻습니까?
2 September | October 2013
Contents PUBLISHER Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com
EDITOR Kelly Gray editor@convenienceandcarwash.com SALES Kait Walker 416-493-3912 kwalker@convenienceandcarwash.com Cody Johnstone 416-838-4674 codyj@convenienceandcarwash.com
09
When adding an ATM is the right move.
Jennifer Pedrizzetti (954) 778-2790 jdawn@convenienceandcarwash.com DESIGN AND PRODUCTION Doug Coates, Edge Advertising Keith House, Ad Production EDITORIAL ADVISORY BOARD Ian Burton, PD McLaren Scott Findlay, Core-Mark Int’l Kim Hansen, MI Petro David Hoy, Peninsula Co-Op Andrew Klukas, WCSA Dave Watson, The Chamois & Convenience Store Ltd. CONTRIBUTING WRITERS Kelly Gray Jillian Mitchell Jennifer Dawn CIRCULATION James Gordon subscriptions@convenienceandcarwash.com
WEBSITE www.convenienceandcarwash.com PUBLICATION MAIL AGREEMENT No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank St. Winnipeg, MB R3N 1E8
FEATURES 9 When to add an ATM Even small market machines can bring in more than $10,000 a year. What’s your situation? 15 Vaping Profits E-cigarettes are making a play for big dollars in the market. Are you ready wit h the right brands and flavours? 16 What’s Up Down Under 18 Love, Sweet Love Canadians love candy and with margins of 35 per cent to 40 per cent retailers love it too. 27 Cold Beverages Consumers love the classics. Operators love the sales. 32 Lighting Technology LSI’s new Montreal technology centre shines a light on LED 38 Water Reclamation Canada’s carwashes are working hard to keep vehicles clean. Edmonton’s Sylvain Blouin wants them to keep the environment clean too. 42 Leveraging Your POS Want to build loyalty and goodwill? Look no further than point-of-sale. DEPARTMENTS 5 WCSA Annual Golf Event 2013 61 Whats New 62 Change Over
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Publisher’s Message Hello and happy Fall to you. Sadly, the summer season is at the end and perhaps more sadly is that there many of us still waiting for those hot dog and Cream Soda days of summer–maybe next year. On a happier note, the WCSA hosted their 4th annual charity golf event at Calgary’s HeatherGlen Golf & Country Club on July 4th, another sold out year! This year, in light of the disastrous flooding that many in Alberta suffered, the Board and members of the WCSA really stepped up and through generous donations from door prizes and mulligan ticket sales they raised $5,005.00 that has been donated to the Red Cross of Alberta. Thank you to everyone who helped. This issue we offer you insight into the world of Water Reclaim and the trials and tribulations of entrepreneur Sylvain Blouin and the journey he’s undertaken to educate authorities within the Alberta Environmental Ministry and beyond. His efforts and those of his team will go a long way to helping educate regulators and move by-law and provincial benchmarks upward. Look inside for articles on ATM–we talk about how you can capitalize on offering your customers ATM service that meet their needs for cash and your need for another revenue stream; leveraging your POS for greater profit; and Confectionery, one of the industry’s big sales centres. We are beginning work on our editorial schedule for 2014. Your success is my business, and as always my open door policy to your valuable feedback remains not only intact, but stronger than ever. If there is a topic you’d like to have featured or if you have questions or perhaps you need an introduction please feel free to email me at bjjohnstone@convenienceandcarwash.com While autumn leaves might be falling, we want you to dig into the pages of this issue to see how sales can soar with the right product assortment and equipment. Again, Happy Fall everyone and here’s to a successful season.
Upcoming Events September 30, 2013 WCSA annual State of the Industry dinner event BMO Centre, Stampede Park Calgary, AB Andrew_klukas@shaw.ca 778-987-4440 October 1 – 2, 2013 Carwacs BMO Centre Calgary, AB http://calgary.convenienceu.ca October 12-15, 2013 NACS / PEI show Atlanta, GA www.nacsshow.com February 18-20, 2014 WPMA National Convention & Convenience Store Expo Mirage, Las Vegas www.wpma.com/national-convention 1-888-252-5550 March 31 – April 2, 2014 International Carwash Show Chicago, IL www.TheCarWashShow.com Convenience & Carwash Canada would like introduce you to our new advertisers:
Brenda Jane Johnstone Publisher
Do It Right Chemical pages 40, 54 Playboy Energy Drink pages IFC, 26 PD McLaren page 34, 36, 48
Hello all, This coming October 11th I am very fortunate to be participating in the Wellspring Peleton Challenge Ride from Toronto to Austin Texas. Over the course of 8 days 5 teams of 5-6 riders each will take turns cycling six hour shifts 24 hours a day until we reach our destination over 3200kms away. As many of you may recall two years ago I participated a ride in support of Wellspring from Calgary to Austin and last year participated in the first ever Toronto to Austin event. I am very happy to report that due to the very generous support of individuals like you the 26 riders involved in last year’s event raised over $420,000 in support of Wellspring. For those of you unfamiliar with Wellspring they are a network of cancer support centers that provide meaningful emotional, physical and financial support to individuals and their families that are fighting cancer. Over the last three years I have had the opportunity to meet many individuals that have utilized their services and their support is nothing short of amazing, they make a difference in the lives of these people and focus on survivorship. Two years ago I raised over $12,000 for Wellspring personally through the generous support of many caring individuals and last year I raised over $17,000. This year I would like to surpass my goal of $20,000. I appreciate you taking the time to consider making a donation to this event and ensuring that Wellspring can continue to do the great work they have been doing for so many years. Below is a link to my sponsorship page. http://www.kintera.org/faf/donorReg/donorPledge.asp?ievent=1056107&lis=1&kntae105610 7=875BD5971E7B48FF9EE923F561D6351B&supId=380253817
4 September | October 2013
AUSTIN
TORONTO
The WCSA would like to thank the supporters of the annual golf event and congratulate the first place team:
(l to r) Jason Reisinger, Trevor Phelan, Bob Callan, Jon Barbeau of Red Bull and Doug Hartl, Chairman of the WCSA.
THE DAY WAS WARM WITH GENTLE BREEZES, GREAT COMPANY AND FEW MOSQUITOES. THE SUPPORT FROM THE INDUSTRY WAS OVERWHELMING AND EVERYONE HAD A GREAT DAY. WE WOULD LIKE TO THANK THE TEAM FROM HEATHERGLEN GOLF COURSE FOR ALL OF THEIR HARD WORK IN MAKING THE DAY A GREAT SUCCESS. THE WCSA STATE OF THE INDUSTRY FUN MONEY CASINO NIGHT WILL BE HELD ON SEPTEMBER 30TH AT THE BMO CENTRE, STAMPEDE PARK. COME OUT AND SUPPORT THE WCSA, NETWORK WITH LIKE MINDED PEOPLE AND HAVE A GREAT TIME.
Gihazala Knight of Calgary Red Cross and Doug Hartl, Chairman of WCSA
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More Than Golf, Lasting Friendships Were The
6 September | October 2013
Day’s Best Score.
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Why choose EZEE? That’s easy. We understand your ATM needs and strive to fulfill those needs with our proactive service and experienced, dedicated customer service reps. We provide ATM programs to over 6500 Canadian businesses and process in excess of 20 million transactions annually. Our multi-lingual Call Centre is dedicated to the daily monitoring and support of your ATM and ready to respond to the needs and questions of both you and your customers. Whether you currently have an ATM or are considering installing one, contact Ezee and let us put your mind at ease with our fully comprehensive placement or ownership programs. With Ezee you’re always our top priority as our only business is providing ATM solutions to retail sites in Canada.
191 Attwell Drive, Unit 4, Toronto ON M9W 5Z2
Canadian Distributor for: NCR, Triton, Nautilus Hyosung 8 September | October 2013
by Jennifer Dawn
When Adding an ATM is the Right Move
EVERYWHERE YOU GO THESE DAYS YOU’LL SEE ATM MACHINES, BUT IS ADDING AN ATM TO YOUR RETAIL LOCATION THE RIGHT MOVE? HERE WE TAKE A LOOK AT THE SITUATIONS WHERE ADDING AN ATM IS COST EFFECTIVE AND HOW TO SELECT THE RIGHT EQUIPMENT, SERVICE, AND OPTIONS FOR YOUR BUSINESS.
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! ns ibe tio cr ip s cr ub bs o s Su e t ee lin Fr on go –
AWARD WINNING, PREMIERE MAGAZINE PUBLISHED FOR THE CONVENIENCE STORE, PETROLEUM AND CARWASH INDUSTRIES. Each issue Convenience & Carwash Canada offers articles that keep the convenience, petroleum and carwash industries abreast of new trends, new products and upcoming events with articles written by industry professionals.
Advertise Today! – Reach Diverse New Markets Call Cody Johnstone at 416-838-4674 or email codyj@convenienceandcarwash.com
www.convenienceandcarwash.com
10 September | October 2013
300 PEOPLE USING YOUR ATM PER DAY, A SURCHARGE OF
$2.50
The first questions to ask are: Do you have customers asking for an ATM? and Do you have more than 150+ people a day at your store? If the answer is yes to these questions then adding an ATM can help you make a nice profit with little to no effort. The placement of the ATM is key to being successful. You want an area that will have good customer foot traffic which will enable you to make money month after month.
YOUR MACHINE WILL GENERATE A MINIMUM OF 360
TRANSACTIONS A MONTH. THAT ADDS UP TO
$ 900 A MONTH OR
$10,800 A YEAR IN REVENUE
The formula used by large ATM service companies and distributors when deciding whether or not to place an ATM machine in a particular location is this: 3%–5% of the foot traffic that actually sees the ATM will use it. So, if you have a total of 300 people coming through your doors every day, and the surcharge is $2.50 then you can count on your machine generating a minimum of 360 transactions a month. That quickly adds up to $900 a month or a total of $10,800 a year in revenue for your site. According to Dave Hoy the General Manager, Peninsula Co-Op “The benefits to having an ATM at your store are many including allowing customers to access cash quickly, adding another service offering to attract consumers to your location, providing another payment option if their credit card is refused, increasing customer satisfaction and loyalty, plus the profits you’ll receive from the surcharge revenue of every transaction.” Mike Sainchuk with JackCash ATM agrees, “The benefits of having an ATM are not only the obvious, collecting the surcharge for every transaction, but while many customers enter locations just for the ATM, many of them spend that money within the location and frequently return.”
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The Canadian Professional Sales Association (CPSA) can help you select, retain, and develop a successful sales team. With over 30, 000 members, the Canadian Professional Sales Association is committed to helping sales professionals improve their effectiveness, efficiencies, and professionalism through professional sales training and development, as well as exclusive membership savings programs. Read about our 4 Steps to Sales Success below to see how we can help you reach your sales goals and increase your revenue. 2. Train and coach your team to increase sales productivity. 2. T RA IN
H AC CO IF Y
CPSA’s 4 Steps to Sales Success
Invest in your most valuable asset through ongoing sales training with the Canadian Professional Sales Association (CPSA). We can help you better understand, service, and communicate with your clients and prospects in order to develop more profitable, long-term relationships.
3. Certify your sales professionals to gain a competitive advantage.
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Demonstrate your commitment to sales excellence by continuing to provide development opportunities for your sales professionals that keep them at the top of their game.
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4. Develop your sales team on an on-going basis to stay current and strengthen their skills.
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Begin your search for qualified candidates on SalesJobsCanada.com, CPSA’s niche job board for sales professionals. Once you’ve selected some candidates, use one of our psychometric sales assessments to evaluate whether they have the skills necessary to succeed within your business.
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Delusions of a Misguided Sales Manager: 7 WAYS SALES MANAGERS IMPEDE THEIR SALES TEAM’S SUCCESS Often sales managers will place the sole responsibility of reaching target on the shoulders of their sales people. However, as the leader of your team, there are many things that a sales manager does or doesn’t do that affect sales results. Below are 7 things that sales managers do (or don’t do) that negatively affect sales. Do any of these apply to you and your team? Think about how you can rectify these situations and set your sales team up for success. You’re hindering the success of your sales team if… …you don’t provide adequate training. This could be any type of training from the initial onboarding training to ongoing formal sales courses that enable your sales people to stay current on the most effective sales techniques and strategies. Often times, the reason why sales people don’t get enough training is because in the hustle and bustle of sales, targets and revenue are the prime focus, and development may fall to the wayside. You can avoid this if you evaluate gaps in the skills of your reps (e.g. use psychometric assessments) and then create a development plan with them so that they can get the training they need no matter how busy things get. …your sales meetings take up too much selling time. There’s nothing worse than attending a meeting that could have been conducted over the phone or via e-mail. It is important to hold regular meetings with your sales team to foster a sense of solidarity, keep each other updated, and discuss new tactics or changes. However, not everything needs to be communicated at the actual meeting. Before each meeting, send out an agenda of what will be covered, along with any documents that the team can look over before the meeting itself. Then, during the meeting you can spend less time going over documents, and more time discussing the meaning of them and how to implement an action plan. Both your sales team and your bottom line will benefit from more efficient meetings.
…your sales people are not given adequate feedback. It’s crucial that sales people, regardless of their experience, are given ongoing feedback about not only their performance, but their attitude, their strengths and weaknesses, etc. Consistent coaching enables the sales person to push themselves toward even higher performance standards. Without adequate coaching, sales people may continue doing what they’re used to, even if it may be detrimental to their success and that of the business. Make it a point to provide your employees with specific, actionable feedback, and follow-up on this information to encourage them to implement it. …you motivate your reps solely with extrinsic/financial rewards. While contests, incentives, bonuses, and rewards can make good motivators to get that extra boost in sales for the quarter, they shouldn’t be used in isolation or as the sole motivator for your sales people to perform well. A dependency on extrinsic rewards may lead to higher and higher rewards being required for sales people to perform. Instead, try to develop a team culture in which sales people are motivated by their passion, by their contributions to the team, and by their own development. This kind of culture, in conjunction with occasional financial incentives, will be much more effective than financial incentives alone. …you don’t provide adequate opportunity for learning and growth. Most sales people would consider themselves to be ambitious. They clearly want to grow and obtain higher and higher levels of success. Mobility and growth can itself be a great intrinsic motivator of sales performance. Make sure that you have a process in place where newer sales people get the opportunity to learn from your more experienced reps and eventually get to work with larger accounts and have more responsibility. If you want your best sales people to stick around, make sure that they will continue to get new opportunities that will challenge and engage them.
…you point the finger instead of providing reliable resolutions. If there’s one thing your team needs you to be as their manager, it’s reliable – especially in a crisis situation. The worst thing you can do when a problem or sticky situation occurs is to place blame. Instead, push aside the whos, hows, and whys, and provide your sales people with the guidance, solutions, and resources they need to resolve the situation. After the situation has been resolved, you can have a discussion with the people involved on what happened and how to avoid it in the future, but in the moment a problem arises, you need to be a reliable support for your team more than anything else. …you don’t invest the time and resources to hire the right people for your company Hiring the wrong person can cost your business thousands. As a manager, you owe it to your team to adequately screen the candidates you’re considering for the qualities that will make them work well with the rest of the team and make them successful within this role in your company. The Profile Sales Assessment, for example, is a great tool to see if there is a good fit between the candidate and the role. Be very careful about who you choose to hire; if it doesn’t work out, you’ll be left with wasted time and resources, and another open position to fill. About the Canadian Professional Sales Association Since 1874, we’ve been developing and serving sales professionals by providing programs, benefits, and resources that help you sell more, and sell smarter. Learn more about the CPSA’s sales training courses at www.cpsa.com/salesTraining.aspx. Contact us today at SalesSuccess@cpsa.com or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success. Mention this article, and you can get $100 off your registration for a CPSA sales course before October 31, 2013. Copyright ©2013 by: The Canadian Professional Sales Association For permissions, contact: editor@cpsa.com.
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National Convention & Convenience Store Expo www.wpma.com/national-convention Call 1-888-252-5550 with questions on convention events
2014 Keynote: Mike Walsh
• Futurist • Innovation Coach • Founder and CEO of Tomorrow, a consumer innovation research lab The line-up is still building: Check online for exact dates, times and the most current listing of educational seminars and speakers. iPads in the Office Patrick Godfrey & KC Comadena, Founders, Fog Technologies
Federal Legislative Update Dan Gilligan President, PMAA
Ladies’ Luncheon Pacific Rim’s Celebrity Chef Sam Choy Culinary ambassador of Hailua-Kona, Hawaii
Obamacare Update David Leo President, WMI Mutual Insurance & WMI TPA
Panel of Industry Experts moderated by PEI Panel with Eaton Sales & Service and Northwest Pump & Equipment
Wednesday, February 18-20, 2014 Come Join Us At the
Las Vegas, Nevada, USA
14 September | October 2013
Fueling the Future
Driving to Success
Puffing
by Kelly Gray
Sales Canada’s E-Cigarette Market is on Fire. C-Store Operators are in a Good Place to Take Advantage of this Opportunity. Calgary native Tony Smith admits he smokes more than he should. A self-confirmed pack a day tobacco addict, Smith has turned to a number of methods to help him reduce the amount he smokes. He has used the patch and nicotine gum products to help him and now he is turning to E-cigarettes in an attempt to reduce his tobacco consumption. Continued on page 24
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What’s Up Down Under Smokers to need a licence to light up under new proposal A SMART CARD LICENCE HAS BEEN PROPOSED AS THE SOLUTION TO COMBAT TEENAGE SMOKING, WHICH WOULD BE REQUIRED TO BE CHECKED BY RETAILERS TO VERITY THAT EACH PACK SOLD IS PURCHASED BY AN ADULT.
The smart card licence was proposed by Prof Roger Magnusson of the University of Sydney’s Law School and Prof David Currow of the Cancer Institute NSW in the Medical Journal of Australia. Even though it is illegal to sell tobacco to anyone under the age of 18, 2.5 per cent of adolescents aged between 12 and 17 are daily smokers, with another 1.3 per cent smoking less frequently. “Even if a smoker’s licence results in some increase in secondary purchasing by adults for children, the overall reduction in access by minors would be substantial and could eclipse any other single tobacco control measure currently under consideration,” they say.
16 September | October 2013
Profs Magnusson and Currow also want the smart cards to be used to collect data on smokers that can be used to help them quit. “It will enable rigorous evaluation of smoking cessation programs, ensuring that public health dollars are focused on evidence-based strategies that yield the best returns,” they say. A smart card licence would also allow the Government to see if smokers’ purchasing behaviour changed in response to industry incentives such as retail price discounts.
A blend of pork & beef with the perfect bite, enrobed in a sweet southern cornbread.
For More Information contact your Distributor or call us: The Canadian Trade House 1-800-829-4098 or 403-237-8829 www.canadiantradehouse.com
Love, Sweet Love: by Jillian Mitchell
CANADIANS ARE DEVOTED TO THE SWEET STUFF – JUST PUT IT FRONT AND CENTRE! For many self-professed chocoholics and gummy junkies, mid-afternoon routinely signals a trip to the neighbourhood c-store for brightly wrapped bars and an assortment of bulkbin bonbons. It’s confectionery comfort at its peak—and a highly viable cash cow for both retailers and c-store owners. Typically, the confectionery category has high margins (be-
18 September | October 2013
tween 35 to 40% for c-stores, even during lackluster economic conditions) thanks to an ideal combination of impulse-driven consumers and product placement. That being said, merchandizing is still an industry buzzword that both candy companies and c-stores across the nation are on board with, as they team up to exponentially drive the numbers higher.
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20 September | October 2013
PRODUCT PLACEMENT
introduced into the c-store realm by Indeed, confectionery is a category many confectionery companies. The that well-complements the c-store AWAKE unit is “eye-catching and inmodel – and statistics illustrate that up formative,” says Schnarr, and completo 80% of purchases in the category are ments their conveniently merchandisimpulse buys. For that reason, product able 12-pack with retailer flexibility and placement is a fundamental strategy a minimal store footprint. Nestlé Canada has similarly introin the plight for high profit margins, particularly that of chocolate, which duced a variety of award-winning merTom Humphreys of Peninsula Co-op ch tools this year, including their twoway shoppable prepacks, which allow cites as king of Candyland. “While fruits and sours will always dual-sided product displays on both trend in and out of the confection- sides of an aisle; space-efficient disery line-up, chocolate is the universal play solutions, like the Kit Kat pen and pin pad counter unit; and comfort food that humans will A GOOD DISPLAY IS deluxe, eye-catching Kit CONFECTIONERY IS A CATEGORY THAT always crave,” MOOT IF IT IS NOT Kat and Aero dump bins WELL-COMPLEMENTS THE C-STORE MODEL says the petro- WITHIN A CLEAN AND (the #1 and #2 ranking – AND STATISTICS ILLUSTRATE THAT UP operations ORGANIZED STORE, single bars in the indusTO 80% OF PURCHASES IN THE CATEGORY leum try, YTD). These displays manager. “Its ADDS THE ALLAN ARE IMPULSE BUYS positioning and REP. CLEANLINESS, cater to driving the category through top-selling merchandising THEREFORE, skus and innovation. presence should IS A MUST FOR “Single bars are the never be diminished, es- C-STORES AND THEIR entry point to the [confecpecially as we try attract CONSUMERS. tionery category] overall,” more female shoppers. suggests Ryan Denys, catTop-selling regular and king bars have seen few changes over egory sales development leader, Nestlé the past 20 years, leveraging more top- Canada, “and are proven to be one of sellers with double or triple facings the most impulse-purchase driven prodmakes a strong merchandising state- uct compared to other convenience store products.” ment.” Likewise, Scholtens Inc. ensures their As AWAKE Chocolate founder Matt Schnarr suggests, many food and bev- displays of Cottage Country candy, erage companies are eyeing for “coun- nuts, seeds and dried fruit are always ter or near-cash placement in as many “well-stocked, fresh and current,” stores as possible.” As such, innovative says president Jack Scholtens—and of displays like the AWAKE counter unit, course as close to the till as possible currently being leveraged in conve- so “the retailer benefits most and earns nience stores to market the company’s the most revenue from these fast runcaffeinated chocolate bars, have been ners.” As the company president sug-
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22 September | October 2013
gests, a good product speaks for itself – “no bells, no whistles, just extreme good value day in day out” – but it must be kept within the sightlines of NESTLÉ CANADA, HOST A HIGH-TRAFFIC YOUTUBE CHANNEL, the customer for the highest margins. THE “KIT KAT CANADA” CHANNEL, CURRENTLY FEATURING THE KIT KAT Of course, displays should be clearly CHUNKY CHALLENGE, A PROMOTION WHERE CONSUMERS VOTE FOR marked for customer satisfaction, says THEIR FAVOURITE NEW KIT KAT FLAVOUR The Allan Candy Company marketing manager, Elizabeth Phillips, citing claims such as “peanut-free” and brands have adapted to social media, motion where consumers vote for their “Made in Canada,” as specific examples launching brand-specific Facebook favourite new Kit Kat flavour— Peanut that influence customer purchases. As and Twitter pages, YouTube channels, Butter, Hazelnut or White Chocolate. well, each count good and single serving and online contests to boost sales The winning flavour will join the Kit Kat 64-gram bag—even the company’s two and encourage Chunky lineup this fall. newest skus, Sour THE ALLAN CANDY COMPANY customer loyalty. “This type of marketing content reKeys and Cola MARKETING MANAGER, The Allan Candy ally appeals to a younger, male demoBottles—come in ELIZABETH PHILLIPS, CITING C o m p a n y, f o r graphic who tend to watch more condisplay cartons for CLAIMS SUCH AS “PEANUTinsta nce, wit h tents online than on T.V.,” says Denys, easy and effective FREE” AND “MADE IN CANADA,” o v e r 2 9 0 , 0 0 0 noting that today’s younger consumers merc hand i si ng . AS SPECIFIC EXAMPLES engaged B i g garner more media online than tradiHowever, a good THAT INFLUENCE CUSTOMER Foot fans on their tional media. display is moot if PURCHASES. Facebook page, Similarly, social media is a critical it is not within a has successfully marketing pillar for AWAKE Chococlean and orgaharnessed the late—their tagline “Giving 3 p.m. the nized store, adds benefits of the online medium. More, feather” speaks to the fun, irreverent the Allan rep. Cleanliness, therefore, is the company just finished a yearlong character of the brand, Nevil the owl. a must for c-stores and their consumers. contest where fans entered to win “Our consumers love to talk about their weekly prizes of free candy. appreciation MARKETING WITH Another savvy online marketer is SOCIAL MEDIA Nestlé Canada, who hosts a highLike sweet and sour, product traffic YouTube channel, the “Kit Kat placement and marketing strategies Canada” channel, currently featuring are complementary flavours. In the the Kit Kat Chunky Challenge, a proera of technology, many confectionery
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Continued from page 15
“They don’t have any nicotine in them, but I seem to get some satisfaction from the ac-tions of smoking like the feel of a cigarette in my hand and the actions of drawing in the vapour. I still smoke, but I have been able to hold it to about a pack every two days now. ‘Vaping’ (the term for using an E-cigarette) gives me a big drop in consumption,” he says. What Smith and a growing cadre of smokers are discovering is a relatively new product group (market introductions began about ten years ago with product invention occurring in the in ’60’s ) that utilizes glycerin, water, and propylene glycol in combination with fla-vour cartridges. Each E-cigarette has a small battery operated coil that ignites single hits from the flavour cartridge creating a puff of vapour that is inhaled much like tobacco smoke, but without all the nastiness like emphysema and heart disease. The big difference says Edmontonbased businessman Shanu Mohamedali who heads up Smoke NV, is that this product offers no addictive problems and comes with a vastly reduced amount of
harmful chemicals than traditional tobacco products where each combustion creates more than 3000 harmful substances. He comments that their ap-proach is all about cessation. Indeed, Mohamedali is funding studies such the one at the University of Alberta to prove his points. “For us, the mandate is harm reduction. We tell people to use this product in conjunction with smoking cessation devices like the patch, like the gum,” he says. Smoke NV was a point company in the early development of the Canadian market. From the outset Mohamedali and his partners, many of whom are physicians, pitched the health angle to pharmacists and other retailers. At the beginning it was tough going because of a lack of knowledge and an unwillingness from Government agencies such as Health Canada to get involved. The tide changed when London Drugs saw the writ-ing on the wall and picked up the product. Today, Smoke NV has become the second fastest growing company in Al-
berta with ex-pected sales of around $10 million. Smoke NV offers a range of items that are either re-chargeable or disposable with a host of flavour entries. The rechargeable kits feature flavour five packs that each deliver the same number of puffs as that of 25 pack of ciga-rettes. Smoke NV has been on the market since 2009 and to get to the point it has today a lot of lobbying had to be done. Simply, E-cigarettes came out of the gate with a mountain of misunderstanding. First, Health Canada was opposed to the range of products and it took a lot of foot work by Mohamedali and others to convince the government that this was not a tobacco substitute than could be used as a back door to an addictive and harmful product. Originally, E-cigarettes were banned in Canada while the government reviewed the market. The ban was lifted with the proviso that no nicotine would be in-volved in the products here in this country. In the US, the $1billion market is fueled by flavoured nicotine cartridges that deliver mild, medium and strong levels of the drug to users. Continued on page 48
24 September | October 2013
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TODAY’S CONSUMERS CONTINUALLY FIND COMFORT IN THE CLASSICS
CONVENIENCE & CARWASH CANADA
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Naturally, the company’s flavour profile The first Slurpee was poured in Calgary has expanded over the years—from one in 1969; the first Slush Puppie, 1978 in or two pop-based flavours to three fullQuebec. Since those early beginnings, fledged slush programs: Slush Puppies Canadians can’t get enough of the (fruity flavours), ICEE (carbonated frozen made-to-order, fun-for-the-whole-family beverages), and Freezers (fruit smoothbevies (especially now with the coffeeies and frozen cappuccinos). It’s a sure flavoured ones for Mom and Dad). sign for Wankling that the product con“We’ve been the Slush Puppie distinues to be on trend. tributor in western Canada for 30 years, so slushy drinks are kind of our specialty,” says Blair Wankling, president SWEET & SOUR of Harlan Fairbanks. “And, you know Nothing conjures up images of what? I don’t think they ever dissipate childhood like delectable, facein popularity; for each generation comscrunching lemonade. For the past ing up, it’s a key part of three years, lemonade being in a convenience has successfully CALYPSO LEMONADE segregated itself from store. I think if there’s ever IS RANKED THE #3 a convenience store that the juice category with doesn’t have some type of LEMONADE IN ALL OF consecutive double-digit slush program, they’re reUSA AND CANADA (AT increases in sales. Since ally missing the boat. BeA 58.76% INCREASE 2002, Beverage World cause it’s made on a piece has been on the FROM THE 2012, JUST Inc. of equipment onsite from lemonade bandwagon. SHY OF LIPTON BRISK The company boasts a concentrate, the profitAND MINUTE MAID) ability is much better than Calypso Lemonade a package drink.” which today is ranked the #3 lemonade in all of USA and Canada (at a 58.76% increase from the 2012, just shy of Lipton Brisk and Minute Maid). The key for company vice-president, Stefan Kergl, is Providing Canadians with the latest selection of C-store equipment variety and product differentiation—the company offers over nine fruit-based SKUs, all of which are naturally flavoured. “Lemonade is huge!” insists Kergl. “There are companies coming on the band wagon now who notice lemonade as a trend. It’s been hot for the last few years. Take a look at Kraft with their MiO lemonade liquid water enhancer, Tim Horton’s and Burger King with their expanded frozen lemonade offerings, Richard’s Shandy (premium lager with lemonade), Seagram Classic’s Vodka and Malt based lemonade coolers, Rockstar Viper's efficient, high-capacity refrigeration system and Energy’s Recovery Lemonade and Arirevolutionary Intelligent Defrost™ feature keep you up and Zona’s Golden Bear Lemonade lineup. running during peak demand periods, even in high Lemonade is what the hot trend is.”
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Frozen beverages are another rapidly expanding category in Canada, growing 4 to 5% annually over the next several years. As a result, convenience stores now have an opportunity to expand their frozen beverage offering from milkshakes, smoothies and frozen cappuccinos—all on a single, self-serve platform. “C-stores are looking for ways to dif-
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ferentiate from competition and com- serve milkshake blenders in convenience pete against QSRs,” says Michelle Davis, stores and college campuses across the director of sales, f’real foods. “The f’real U.S. and Canada, many with a FRLB4 Blender, an LCD program is the first of its interactive touch kind and allows the conOVER THE PAST 10 YEARS, venience store to expand THE BEVERAGE COMPANY HAS screen and a Bar on a growing category, ofINSTALLED OVER 10,000 SELF- Blending merchand ising fering something unique for their customer base. SERVE MILKSHAKE BLENDERS configuration that Our value to the c-store IN CONVENIENCE STORES AND combines both sector is proven by the COLLEGE CAMPUSES ACROSS the f’real blender and freezer into a fact that our presence in THE U.S. AND CANADA, unified program. Canada has been growAs Davis adds, ing by double digits for launching limited-time flavours (2013’s is the past few years.” Over the past 10 years, the beverage Double Fudge Brownie) is another comcompany has installed over 10,000 self- plementary marketing strategy.
Nothing says classic like milk—and of course, chocolate is a favourite. Again this year, top players in the c-store cold vaults include Neilson and Dairyland chocolate milk. Saputo Dairy Products Canada G.P. also offers a variety of flavoured milks in re-closable plastic bottles, also known as Milk 2 Go and Neilson milkshakes. These bottles offer portability and drinkability, as well as a longer shelf-life than conventional carton or jug formats. Most importantly, they have recently launched a new milk protein shake called Milk 2 Go Sport. “This new product combines the natural goodness of milk with a delicious taste and provides 26 grams of protein plus five essential nutrients—making it a popular choice among those enjoying an active on-the-go lifestyle,” says Saputo assistant marketing manager, Terry D’Agostino. “And, aligning with the industry’s movement toward healthier options, the company has also created and improved products to have less sugar and sodium.”
FLAT & SPARKLING
Perhaps the simplest go-to solution for the health-conscious, water is not without its own twist. Today, H20 is available in flat, sparkling, and flavour-enhanced versions. Nestlé Pure Life Natural Spring Water is motivating consumers to drink more water and join its hydration movement through a complete healthy beverage portfolio called Nestlé Pure Life. New to the cooler door is Nestlé Water’s Perrier Slim cans (with its own innovative cooler rack) and the lowcalorie, flavour-enhanced Nestlé Pure Life Nature’s Blends. And though Nestlé’s San Pellegrino Sparkling Fruit Beverages have been around for a few years, this is “the first year SFBs have had support in the convenience channel,” says Chrystal Adkins of Nestlé Waters, citing that the channel has experienced double-digit growth in the sparkling category. “Consumers are looking for healthier options and being the healthy hydration company, this is a good time for us,” says Adkins, Nestlé Waters Canada division manager. “We will continue to put the consumer’s concentration on drinking healthy product options at the forefront of our innovation and total product mix. We are seeing continued growth in sparkling water. Base SKUs are also showing strong growth, while our innovative products are doing very well.”
30 September | October 2013
even added a zero-calorie, zero-sugar energy beverage to their Hype Energy Drinks line, called Hype Zero. “Changing consumer trends and consistent pressure from retailers continue to make the beverage category volatile and exciting,” insists Josh Silver, Sales & Public Relations, Unique Foods Canada. “The biggest trend in the beverage market is functionality. People want more bang for the buck when selecting a beverage, so taste, price, and function is what is determining who is winning the beverage race!” Other trending products of this nature include Beverage World’s Protein to Go,
CLASSICS IN THE MAKING?
A trend toward healthier beverage choices by Canadian consumers has “caused the carbonated soft drinks (CSDs) industry to seek new ways to capitalize on the market”—more alternative drinks, such as energy and sports drinks, are hitting c-store shelves. Could this trend be a future classic? Tom Humphreys, petroleum manager for Peninsula Co-op Victoria, says maybe. “A new major trend I have noticed is anything vitamin, antioxidant or enhancement related. People of all demographics continue to be label readers, and buying decisions are driven by what they are reading,” he says. “I feel like we are staying on top of that market and trying to offer many different options to our customers. Water and energy continue to be growing categories in cold beverages, and the carbonated soft drink category continues to decline. In the beverage category, I find we are able to stay with the market by adding healthier options.” Unique Foods Canada has been focused on re-defining their beverage strategy, to be ahead of the curve on beverage consumption trends. This transition has resulted in launching new entries into the category that truly represent changing consumption trends. The company’s all-natural, healthier alternatives like guilt-free Stewart’s Old Fashioned Soda; Aqua Hydrate Electrolyte Water (owned by actor Mark Wahlberg and entertainment mogul P. Diddy); Cascade Ice, the no-calorie flavoured sparkling beverage line; Blue Monkey coconut water; and a line of real fruit juice and tea-based infusions called Venga speak to this industry movement. The beverage company has
a 2.5-ounce gluten-free, lactose-free, all-natural shot containing 28 grams of whey and isolate protein; Faygo, a 710ml value-branded carbonated soft drink pre-priced at $0.99; Alo aloe vera juice; and Rip It Tribute, a 473ml energy drink pre-priced at $1.99. Perhaps most unique is Hangover Gone, a 2-ounce shot that prevents morning-after hangovers (a current category in the USA for the past two years). At a SRP of $2.99, “having a few drinks tonight doesn’t have to hurt tomorrow!”
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New Technology Center Sheds Light on LED Technology
by Jennifer Dawn
MANY CANADIAN BUSINESS OWNERS ARE QUICKLY DISCOVERING THE NUMEROUS BENEFITS OF USING LED (LIGHT EMITTING DIODE) LIGHTING TECHNOLOGY TO REDUCE OPERATING COSTS, BOOST PRODUCT SALES, AND LOWER ENVIRONMENTAL IMPACT. THE DEMAND FOR LED PRODUCTS HAS STEADILY INCREASED RESULTING IN A NEW LED TECHNOLOGY CENTER AT THE LSI INDUSTRIES’ FACILITY IN MONTREAL. 32 September | October 2013
Dave Bowen, National Sales Manager at Webco Lighting describes the new state-ofthe-art facility called the iZone as “A place where clients can come in and see actual LED products in operation. The new facility also allows us to help our clients on a personalized one-on-one basis to design or re-design their sites.” He goes on to state, “This facility is also a manufacturing plant for LSI Industries’ lighting products distributed to the Canadian market and helps to support our own Canadian economy. This is something no other company in the Retail Petro Lighting industry can offer and is the only dedicated state of the art LED training and presentation centre in Canada for Retail Petro/C store and Carwash markets.”
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While LED lighting may be new technology for many Canadian operators, companies such as LSI Industries Inc. have been investing in LED technology for more than 25 years and offer a broad array of LED lighting fixtures for interior and exterior use in the petroleum retail
market. Minda Matthews-Smith the Director of Marketing explains, “We are fully committed to staying at the forefront of LED technology as well as the many industry-wide LED lighting standards to ensure we deliver the best LED solutions possible. LSI Industries places
a great deal of emphasis on quality and tests each LED fixture rigorously to make sure it exceeds industry standards.” While the (LED) solid-state technology has been around a long time, its use as a clean, bright, white light source in lighting fixtures is relatively new. LED produces a crisper, white light as compared to a lot of traditional light sources like HID Metal Halide and fluorescent. LED’s offer many benefits including a very long life which reduces maintenance costs of lamp replacement. They are also environmentally friendly, contain no lead or mercury, and are cool running which reduces heat and translates into less wasted energy making them easier on the environment. LED’s also have no Eco fees or disposal issues and do a better job at high impact lighting. Many innovative and high performance LED products are now available which can be installed in new facilities or retrofitted to existing sites. One such product recently introduced by LSI Industries Inc. is the Legacy LED canopy
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fixture. Matthews-Smith explains, “The Legacy takes our LED canopy lighting to even greater heights with improved performance – both in lighting and energy consumption. The Legacy is a great solution for both new construction and retrofit applications. With its 1-person installation it goes in fast and easy, again saving Canadian facilities time and money.”
Bowen goes on to explain how the effects. Interior signage can be remotely LSI Industries’ Virticus which produces controlled within the store to maximize wireless control and information solu- exposure to new or special products. tions is helping larger This includes items like truck stops and refloor mats that activate “BY USING A WIRELESS an LED sign or start tail sites. “By using a REMOTE LED DIMMING wireless remote LED a special effect when SYSTEM IT ENABLES OUR someone enters the dimming system it enables our clients to store bringing attention CLIENTS TO FURTHER further maximize ento a product or specific MAXIMIZE ENERGY ergy savings through area of the store all helpSAVINGS THROUGH dimming light levels to maximize profits.” DIMMING LIGHT LEVELS ingBowen say from midnight to continues, SAY FROM MIDNIGHT dawn. We’ve seen “Naturally, we are also TO DAWN. WE’VE SEEN savings as high as extremely proud of our 80% over this time SAVINGS AS HIGH AS 80% new colour changing carperiod.” Bowen is OVER THIS TIME PERIOD.” wash concept. It’s the first excited about LED of its kind in Canada and technology advancehas been an overwhelmments and how they ing success with operaenable him to better service his cus- tors often showing increased sales and tomers. profits in the double digits. Operators He explains, “Finally, we can now love the increased traffic flow to their offer a complete LED interior solution sites, they are seeing customers purchasfor C-stores and carwashes with a lot ing more goods in the C-store and at the of flexibility through design and special pump, and customers also love the visual
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experience of visiting the wash. Our clients asked us to create an ‘experience’ in going to the car wash, and this concept truly delivers.” As LED technology continues to evolve the cost of LED chips continues to come down. It is absolutely beneficial for operators to change out to LED as most offer a payback in under two years, up to 80% energy savings, and reduced maintenance costs for up to 12 years
depending on usage. These advantages make today’s LED’s affordable for any site large or small. Continued new product development and innovations also help make operators more and more comfortable with the technology. Today, many facilities are already making it their light source of choice because of the tremendous performance, energy savings,
CONVENIENCE & CARWASH CANADA
37
Liquid Gold
By Kelly Gray
WATER IS AN EXPENSIVE COMPONENT TO EVERY CARWASH. RECLAMATION SYSTEMS CAN PUT SIGNIFICANT CASH IN THE POCKETS OF BOTH OPERATORS AND MUNICIPALITIES. When you are in the carwash business water is everything. Consider that some operations utilize more than 250 liters of water per vehicle making your neighbourhood tunnel wash a leading user of both sewer and water in your community. With this in mind the industry is working hard to help change municipal and provincial mindsets and regulations that can be less than modern in their approach. Today’s leading edge system manufacturers offer equipment that use less water volume, contribute fewer pollutants to the environment and make the industry more profitable and sustainable. Municipalities save through lower treatment costs. Together its a win/win for both communities and carwashes. Consider the efforts of Sylvain Blouin. Blouin owns Edmonton’s Rock-N-Wash™, a new age vehicle wash site that is trying hard to raise the bar in the industry. He did his homework, worked with the biggest and best in the industry and slaved for years to launch this flagship location. What makes Sylvain’s wash unique is that beside the exciting decor and service packages, he wants to reclaim and recondition the water he uses in his business. Edmonton and the province of Alberta put the breaks on his construction plans while they considered the merits of not pouring millions of gallons of detergent and car grease into the ecosystem. According to Blouin his vision is one that uses recycled cleansed water where a lot of trade effluent does not end up in storm drains and river systems. To achieve this he has had to lobby the government hard due to the fact that Edmonton is one jurisdiction in Canada that does not established water use standards for carwashes at this point. He had to do a lot of back and forth between government departments to get them see the benefits of his system that would purify water used and save any concentrated effluent for removal. “This system is state-of-the-art and is in use in car wash facilities throughout the world. With this type of system both cars and the environment get clean. It just took a bit of time to get the authorities to truly understand the functionality of the system and get behind the plan.”
38 September | October 2013
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Wash Model Tunnel Tunnel In-bay / Automatic Tunnel In-bay / Automatic In-bay / Automatic In-bay / Automatic
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Blouin took 11 costly months to conjunction with RO reject recovery and educate the Alberta and Edmonton eliminate the use of water softeners (they authorities on the value of his system. typically dump over 750 liters of brine waHe hired a host of professionals such as ter per regeneration). The most effective geoscientists and others to compile a 76 way to reduce water consumption is to implement water reclamapage report. He also untion. She reports that these dertook expensive design A PROPERLY changes in an attempt DESIGNED RECLAIM efforts will not only mean to comply with the less SYSTEM CAN SAVE less water coming in but, a designed reclaim than perfect regulations. 80-85% ON WATER properly system can save 80-85% Since, the province has AND SEWER BILLS on water and sewer bills as formed a Water Reclaim AS WELL. MORE, A well. More, a proper system Committee to continue can qualify for rebates from to examine the issue and PROPER SYSTEM local municipalities. he was granted approval CAN QUALIFY “There are several mufor his business, but only FOR REBATES nicipalities that provide as a variance to the existFROM LOCAL rebates. For example, in ing regulatory structure MUNICIPALITIES. Toronto operators can earn that all parties see as hav0.30 cents a litre saved with ing a need for improveToronto Water’s Water Cament. He must provide a pacity Buyback Program. water sample every three months for the first year, then every six For some operators that has translated into one-time cheques that range from months the second year of operation. Looking around the country the issue $2200 to $16,000,” she says, noting that of water reclamation at carwashes is a municipal water authorities look at the moving target. For example, in Quebec number of washes, the litres of fresh waCity water reclaim is mandatory while ter used and the amount of reclaimed Ontario is looking at more progres- water in an operation to come up with sive options to curtail the use of water. a rebate figure. And, while rebates are Denise Wight of New Wave Industries, sweet, so too are the water savings alone manufacturers of PurClean/PurWater that can amount to big dollars. Consider systems, suggests one of the leading that the average water use for a popureasons to consider water reclaim is the lar in-bay automatic carwash is about savings that can be found with a proper- 270 litres per vehicle. When you reclaim ly designed reclaim system and Ontario that water and use it again and again through holding and cleaning systems, is at the forefront of this direction. Wight advises doing more carwash- both the amount coming in and going ing with less water. This means starting out is greatly reduced to the point where by making sure washes are well main- some operators enjoy savings of $9,000 tained with no leaks in the equipment a year or more on water and sewer costs, room or wash bay. Operators should a conveyor operator can save anywhere use zero degree nozzles as well as high $35,000 to over $50,000 a year in water efficiency Reverse Osmosis systems in and sewer costs.
“The fact that water and sewer rates are climbing is a fact of life for everybody. Today’s rates are the lowest they will ever be again with expectations that rates will continue to increase 1015% a year. So, it goes without saying that the less water you have to input and discharge the more you save. The municipalities save as well because every litre cleaned and reused in a carwash is a litre that a municipality does not have to treat,” she says pointing to an Ontario study “Clean Water, Green Jobs”,shows that if homeowners increased water efficiency by 20% the Province of Ontario would save enough electricity by not having to treat the water to power 95% of all homes in Toronto each year. Wight suggests that education is key to the forward drive of water reclamation “We need to get the message out to local governments about what carwashes are, what we are doing in terms of best practices for water reclaim and how much can be saved,” she says, noting that she and others in the industry are starting to work with Provinces and local municipalities to create awareness and drive regulatory consistency. She has seen some operators have to utilize systems that are like full water treatment facilities. “These are too complex for the job. In all actuality, reclaim is a simple concept and should be simple for an operator to maintain. We want to show that an upfront investment of between $22,000 and $27,000 can deliver the right capability to operators,” she says, adding that with in the next 20 years it’s quite possible that water reclamation systems will be the industry standard. “ This not only benefits the operator but also the local municipality as well as the environment!
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by Jennifer Dawn
Leveraging POS Technology to Drive Sales Upward
IT COMES AS NO SURPRISE TO RETAILERS TODAY THAT COMPETITION IN THE MARKETPLACE IS FIERCER THAN EVER. CONSUMERS HAVE A MULTITUDE OF CHOICES AND HAVE BECOME INCREASINGLY DEMANDING OF RETAILERS. NOT ONLY ARE THEY LOOKING FOR LOW PRICES AND A GREAT PRODUCT SELECTION, BUT A SPEEDY CHECKOUT PROCESS AND FRIENDLY CUSTOMER SERVICE. YOUR POINT OF SALE (POS) SYSTEM MAY BE MORE IMPORTANT THAN YOU REALIZE IN CREATING CUSTOMER GOODWILL AND BUILDING THEIR LOYALTY TO YOUR STORE. Often it is the buying experience that will set your business apart and play a huge role in driving your sales upward. Leveraging your POS technology to speed up customer transactions, increase convenience, offer more payment methods, and improve the overall buying experience are just a few ways a POS system works to your advantage. National Petroleum Director Tina McCombie of National Energy Equipment explains, “Gas retailers are competing in the convenience business where the ease and speed of shopping, in combination with the check-out are the differentiator. The majority of drivers have
42 September | October 2013
no need to enter the store, therefore retailers need to move those consumers in and out of their sites as quickly as possible and use their point-of-sale system as a merchandising tool during the fueling transaction to drive business into their stores, either during the same visit or as a returning customer.” Retailers opening new locations are able to select and install the latest POS technology during the construction process. However, for existing retailers, upgrading older out of date equipment can be a tricky and expensive challenge. That is why many technology vendors are taking steps to help retailers upgrade at a price that is still affordable.
McCombie states, “Choosing a pointof-sale system that offers fuel island merchandising and flexible payment options are important decisions for today’s retailers. There are now solutions available for independent retailers who want to offer pay at the pump on their fuel islands, but cannot afford to replace or upgrade all of their fuel dispensers.“ Mel Lee with Sylogist Ltd. specializes in business development and explains how many products today are designed with the future in mind, but also in creative ways to make upgrades more affordable. This enables the retailer to take advantage of new technology without having to completely replace
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NEW TECHNOLOGY POSSIBLY BEING OVERLOOKED IS THAT OF INTEGRATED MOBILE PAYMENTS. THIS POS TECHNOLOGY ALLOWS THE CONSUMER TO PAY FOR THEIR PURCHASE USING A MOBILE APPLICATION FROM THEIR SMART PHONE. CONSIDERING THE INCREDIBLE GROWTH OF THE MOBILE PHONE INDUSTRY IT CERTAINLY DESERVES ATTENTION. their equipment. Lee explains, “Our gas pump interface (GPI) solution offers freedom of choice as well as being designed for future expandability. It includes interfaces for the multi-channel marketing initiatives of social media, near field
communications, couponing, and cents off or car wash discounts at the pump. These are all in support of cross promotions with guest loyalty and incentive merchandising enabling retailers to really put the technology to work for them.”
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Today’s savvy business owners get the most from their POS systems to improve their customer’s buying experience but many retailers have technology at their fingertips which they have paid for, but are not really using. A retailer may not realize upgrades have become available or simply have not taken advantage of the robust systems they already have in place. Jim Yelle, Director of Fuel Management Solutions with Sylogist Ltd. describes features which many retailers may not be leveraging to their advantage. “Retailers can now assign their own in-house private fleet cards to boost their businesses which are supported with real time processing in conjunction with EMV. Other features such as managing fuel to 1/1000 of a gallon help to eliminate shrinkage, sophisticated reporting to manage fuel inventory and trending by day, week, month and year, and the use of loyalty cards to increase traffic to the store are all features readily available today.” Another new technology possibly being overlooked is that of integrated mobile payments. This POS technology allows the consumer to pay for their purchase using a mobile application from their smart phone. Considering the incredible growth of the mobile phone industry it certainly deserves attention. In just over 3 years, over 20 billion apps have been downloaded between iPhone and Android devices. Google released a recent study which showed that 40% of consumers will go to a competitor if they had a bad mobile experience. Additionally, 57% of consumers said they would not recommend a business that had a poor mobile application. Not only do mobile websites help businesses bring in new customers, but mobile apps are great at
helping to keep those customers coming back. Retailers can leverage mobile apps through interactive features, offering incentives and coupons, and push notifications. Mobile apps are a
the day on sales mix, labor costs, and inventory control. This results in fewer mistakes thus decreasing expense and increasing overall profits.” He continues, “Features such as digi-
tal menu boards and robust security sogreat way to increase payment options, lutions also integrate with the POS enprovide superior customer service, and abling managers and owners to search gain a competitive edge. for a transaction and The incredible growth of both the GOOGLE RELEASED A RECENT view the surveillance of a transaction with smart phone and STUDY WHICH SHOWED little effort.” mobile app indusTHAT 40% OF CONSUMERS It is clear that try does not appear WILL GO TO A COMPETITOR technology in many to be slowing down IF THEY HAD A BAD MOBILE forms is helping us anytime soon and EXPERIENCE. ADDITIONALLY, all become more companies such as 57% OF CONSUMERS SAID agile in both our Ideal POS in Winnipeg, now offer THEY WOULD NOT RECOMMEND personal and busimobile payments A BUSINESS THAT HAD A POOR ness lives. The most and well as online MOBILE APPLICATION. MOBILE profitable and sucretailers recordering through APPS ARE GREAT AT HELPING cessful ognize the ways in their systems. Gord TO KEEP THOSE CUSTOMERS which their POS sysDoerksen, PresiCOMING BACK. tem specifically can dent and CEO of help them to gain Ideal POS describes an edge over the other benefits as competition. well, “Our technology also makes training new employees easier and provides managers and owners with better information through
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Continued from page 24
“In the US, e-cigarettes are offering their established tobacco items. In 2012 tangible consumer benefits with users Lorillard purchase Blu Electronic Cigaobtaining the effects of nicotine through rettes for a reported $135 million. Tothe flavour cartridges,” says Augustin day, the company has distribution into Hébert, Business De-velopment Director, more than 110,000 store across the US. Some industry watchCASA CUBANA, a Moners suggest sales of treal-based company that IN THE US, ‘VAPING’ BLU may hit $1 billion markets VAPUR. “Here in PRODUCTS ARE ALSO Canada, companies offerSEEN AS A GREAT TOOL as consumers make the from traditional ing products that feature IN THE FIGHT AGAINST switch tobacco. In fact, Wells a range of flavours withHARMFUL TO-BACCO Far-go Securities has out nicotine are mainly SMOKE AS WELL AS AN concluded that sales of focusing on emotional consumer benefits.” IMPRESSIVE BUSINESS E-cigs will surpass those of traditional tobacco In the US, ‘vaping’ OPPORTUNITY. over the next ten years. products are also seen as While BLU is the one a great tool in the fight to consider as a benchagainst harmful to-bacco smoke as well as an impressive business mark in the US, here in Canada, VAPUR opportunity. There, one in five smokers is gaining a lot of ground as the leading have tried the products (Canadian stud- national player. VAPUR is Canada’s only ies show one in six young smokers and national brand that is serviced by a coast six per cent of non-smokers have tried to coast network of sales professionthem) and the market growth has indus- als. According to Patrice Beauchemin, try majors such as Lorillard and The Al- National Corporate Account Director, tria Group positioning themselves with CASA CUBANA accounts are serviced brands that will eventually compete with by a team of 65 salespersons from BC to
Newfoundland. In fact, according to their data, VAPUR accounts for more than 60 percent SOM across Canada. Beauchemin points out that VAPUR is making tremendous headway at C-store and is well positioned to continue its leadership in a market that is very high in store profit. “A traditional tobacco sale delivers approximately 15 percent profit to the retailer. Sales of VAPUR e-vaporizers reap profits of 30 percent. For this reason we are seeing increas-ing support in the retail channel where operators realize they have to sell fewer e-vaporizers to make the same margins they do on traditional tobacco but without all the regulatory hurdles. With e-vaporizers, you can inform your customers about brands with in-store signage and you don’t have to hide the product from sight,” he says. “You will continue to see development in the market as these products really take flight. I think we are just at the beginning stages of what will be a revolution in this industry’’ concludes Hebert.
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현금 인출기(ATM)를 갖추 는 것이 옳은 결정일 때 요즘 어디를 가든 현금 인출기(ATM)를 볼 것이다. 하지만, 귀하의 업소에 현금 인출기(ATM)를 갖추는 것이 옳은 결정인가? 현금 인출기(ATM)를 업소에 추가 하는 것의 높은 비용 효과와 귀하의 비즈니스를 위한 올바른 기계, 서비스를 선택 하는 방법 및 선택할 수 있는 사안에 관한 상황을 여기에서 알아보고자 한다.
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처음에 할 질문들은 -현금 인출기 (ATM)를 찾는 손님들이 있고 업소에 하 루에150명이상의 손님이 있는가이다. 만약 대답이 네라면 현금 인출기(ATM) 를 설치하는 것이 노력을 거의 하지 않 고 멋진 수익을 올리는 것을 도울 수 있 다. 현금 인출기(ATM)의 배치가 성공의 비결이다. 매월 돈을 벌 수 있도록 손님 의 왕래가 많은 부분에 설치하기를 원 할 것이다.
특정한 업소에 현금 인출기(ATM)를 설 치하는 여부를 결정하는 데 있어서 대 규모의 현금 인출기(ATM) 서비스 회사 및 공급 업체가 사용하는 공식은 이것 이다: 현금 인출기(ATM)를 실제로 눈 으로 보는 왕래인구의 3퍼센트-5퍼센 트는 현금 인출기(ATM)를 사용할 것이 다. 그리하여, 만약 매일 업소에 들어 오는 사람이 총300명이라면, 수수료가 $2.50이면, 한달에 기계당 최소360 회 의 거래를 만들며, 신속하게 한 달에 $900의 수입과 일년에 업소의 소득에 총 $10,800을 추가할 수 있다. Peninsula Co-op 사의 총괄 매니저인 Dave Hoy씨에 따르면, “귀하의 업소 에 현금 인출기(ATM)를 갖추는 것의 장 점은 손님들이 현금을 빨리 갖게 하고 귀하의 업소에서 소비자들을 더 끌기 위해 제공하는 서비스를 추가하며, 손 님의 크레딧 카드가 거부되면 다른 지 불의 방법을 제공하며 고객의 만족과 충성도를 증가시킨다. 또한 매번 거래 할 때마다 추가 요금의 수익을 얻을 것 이다.” JackCash ATM사의Mike Sainchuk 씨는 동의한다, “현금 인출기(ATM)를 갖추 는 것의 장점은 매번 거래때마다 추가 요금을 받는 것뿐 아니라 많은 손님들 이 단지 현금 인출기(ATM)때문에 업소
52 September | October 2013
에 들어올 때, 많은 사람들이 그 업소에 서 그 인출한 돈을 쓰고 자주 다시 업소 에 온다는 것이다.” 만약 계산을 해보면 현금 인출기(ATM) 를 갖추는 것이 귀하의 비즈니스를 위 해 현명한 조치로 보인다. 그 다음은 현 금인출기 설치 서비스를 사용할 지, 기 계를 구입할 지 또는 리스할 지를 결정 하는 것이다. 많은 회사들은 무료의 현금 인출기 (ATM)를 소유하는 번거로움 없이 풀서 비스를 제공하는 현금 인출기(ATM)를 원하는, 손님의 왕래가 많은 지역을 위 해 마련된 무료로 현금 인출기(ATM)를 설치해주는 서비스를 제공한다. 많은 경우에, 손님의 왕래가 많은 업소에 무 료로 현금 인출기(ATM)를 설치해 줄 것 이다. 대신에, 공급업체와 현금 인출기 (ATM)의 추가 요금의 일부를 나누어야 한다. 공급업체는 기계의 발송,배열, 설 치, 현금을 기계에 넣는 것, 기계 관리를 포함하는 현금 인출기(ATM)와 관련한 모든 서비스에 대해 책임을 지게 된다. 주인은 기본적으로 수표가 오면 돈으로 바꾸기만 하면 된다. 이 선택사안은 올 바른 회사만 선택하면 귀찮은 상황, 투 자, 걱정을 할 필요가 없다.
그는 계속 설명하기를, “상인들은 싼 가 격에 따라 구입하는 데 너무 익숙하지만 결국 상인들이 업소내 사고에 관련된 위 험을 피하기 위하여 가격대신 명성과 안 전을 선택하는 부분이다. 또한, 최신의 가 장 좋은 현금 인출기(ATM)를 갖추는 것은 현금 인출기(ATM)규정을 준수하는 것을 보장할 뿐 아니라 상인이 다양한 종류의 거래의 이익을 볼 수 있게 하고 미래에 영 수증 뒤 광고를 업소에 맞게 고칠 수 있어 서, 두 방법 모두 새로운 소득을 가져올 수 있게 할 수 있다.” 현금 인출기(ATM)를 구입하거나 리스하기 전에 선택할 수 있는 것을 조사하는 데 충 분히 시간을 들이는 것은 귀하가 현명한 결정을 하게 하고 결국 귀하의 선택에 대 하여 만족할 확률을 높인다. 시간을 들여, 질문을 하고, 정보를 읽으며, 당신이 생각 하는 회사를 경험한 것에 대한 다른 손님 들의 의견을 물어 보아야 한다.
Sainchuk씨는 설명한다, “비즈니스 소 유주에게 현금 인출기(ATM) 설치 서비 스의 종이 공급, 현금 인출기(ATM)라 쓰 여진 간판, 처리 보고서, 기계 수리 및 관리는 무료로 제공된다.”
Sainchuk씨는 현금 인출기(ATM)회사와 협 력하는 것을 원할 때 추가의 특징에 대하 여 계속 설명한다. “수표를 기다리지 않 게 매일 기계에 채울 현금과 수수료 수입 을 직접 계좌로 입금해줄 수 있는 회사를 찾으십시오.인터넷을 통한 온라인 보고는 실시간 정보를 제공하며 거래 및 현금이 기계에 얼만큼 있는지를 추적할 능력을 제공한다. 이는 상인이 현금 인출기(ATM) 상의 거래를 쉽게 감시하고 월별 거래, 현 금이 부족한 것의 경고, 매일 예치금, 수 수료 수입과 같은 실시간의 보고서를 받 게 한다.”
현금 인출기(ATM)를 구입하거나 리스 하기를 원하면, 서비스 계약, 수리, 품질 보증기간, 가장 가까운 곳에 있는 수리 공과 같은 중요한 점을 고려해야 한다. 현금 인출기(ATM)를 구입하면, 모든 미 래의 수리 및 부품에 대하여 책임을 지 게 된다. 새로운 현금 인출기(ATM)가 품 질 보증과 함께 들어올 때, 부품과 수리 를 당연히 포함한 것으로 생각하지 말 아야 한다. 기계를 구입하거나 리스하 기 전에 계약서를 반드시 읽고 이해해 야 한다.
Richstone씨는 동의하면서 계속 조언한 다.“똑같이 중요한 것은 현금 인출기 (ATM) 단말기를 작동시키고 정비하는 것 에 관련한 서비스이다. 현금을 기계에 넣 는 것은, 예를 들면 큰 돈을 들고 누가 업 소에 들어올 때 매우 주의해야 한다. 이 이 유로Stanley사는 자사 소유의 현금 인출 기(ATM)에 현금을 채우기 위해 전국적으 로 인정된 무장한 현금수송회사만을 사용 한다. 이러한 현금수송회사의 직원들은 업 소의 직원 및 손님의 안전을 보장하는 훈 련을 특별히 받았다.”
Stanley Security 의 현금 인출기(ATM)부 서의 총괄 매니저인Clifford Richstone 씨는 올바른 경비 회사와 협력하는 것 이 얼마나 중요한지를 조언한다. “오늘 날 현금 인출기(ATM)를 찾는 상인들은 안전 및 첨단 기능을 더 많이 인식해야 한다고 확신한다. 그 과정의 첫번째 단 계는 회사의 명성과 배경을 자세히 보 고 그들의 현금 인출기(ATM) 비즈니스 가 안전하고 서비스가 잘 되는 지를 확 인해야 한다.”
현금인출기(ATM)를 갖추는 것은 어느 소 매점에서든 큰 도움이 될 수 있다. 기계와 서비스를 위해 올바른 회사와 협력하는 것 뿐 아니라 최적의 위치를 선정하는 것 이 수익을 올리는 것 뿐 아니라 두통거리 나 귀찮은 상황을 방지하는 비결이다. Jennifer Dawn씨가 저술함.
By Jillian Mitchell
현대의 사랑: 캔디를 사랑하는 사람들은 단 것에 빠져 있다앞쪽의 중앙에 진열하십시오!
많은 자칭 쵸콜렛 중독자와 젤리를 좋아하는 사람들은, 오후에 보통 인근의 편의점에 반짝거리는 포장지에 포장 된 쵸콜렛 바와 큰 통에 들어있는 봉봉캔디를 사러 간다. 그 시간에 단 것이 주는 위안이 최고조이며 소매업자 및 편의점 주인에게 모두 성공률이 높은 고수익 상품이다.
충동적으로 구입하는 소비자와 간접광고를 이상적으로 결 합한 덕분에 보통 제과류는 수익률이 높다. (불황의 경제 여건에서도 편의점의 경우35 에서 40%,) 따라서, 기하급 수적으로 매출을 확대하기 위하여 전국의 캔디 회사와 편 의점 모두 협력하며 추진중인 상품 진열은 여전히 업계에서 유행하는 개념이다.
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간접 광고 확실히, 제과류는 구매의80%가 충동 구매라는 편의점 모델과 통계를 잘 설 명해주는 부문이다. 그 이유로, 간접 광고는 고수익을 위한 역경에 있어서 기본적인 전략이며, 특히 캔디제품 중 쵸콜렛제품이 간접 광고가 가장 필요 하다고 캔디회사중 최강자인Peninsula Co-op사의Tom Humphreys씨 는 그 이유를 인용한다. “과일 맛과 신맛의 사탕은 제과류에 서 인기가 변동하는 반면, 쵸콜렛은 사람들이 항상 먹고 싶어하는 보편적 인 위로를 주는 음식이다,”라고 주유 소 운영 매니저는 말한다. “특히 여 자 손님을 더 많이 유치하기 위해 쵸 콜렛 제품의 배열및 배치는 눈에 띄는 곳에 두어야 한다. 보통 크기와 큰 사 이즈의 인기 상품은 지난 20년간 거의
Chemical Distribution Inc.
Dean Taylor • 403.829.6409 • Paul Fitzgerald • 403.461.3744 •
Dean@DIRChemicals.ca Paul@DIRChemicals.ca
For more information visit our website: www.DIRChemicals.ca
54 September | October 2013
변화가 없으며 두세줄씩 선반 앞쪽에 진열하는 것은 강력한 제품 진열의 효 과를 준다.” AWAKE 쵸콜렛의 창업자인 Matt Schnarr씨가 제안하듯, 많은 식품 및 음료 회사들은 ”가능한 많은 업소에 서 카운터나 카운터 근처에 제품을 배 치하는 것을” 목적으로 한다. 엄밀히 말하면, AWAKE제품을 카운터에 진 열한 것같은 혁신적 진열은 현재 이 회 사의 카페인이 들어 있는 쵸콜렛 바를 판매하는 데 있어서 편의점에 영향을 주고 있고, 많은 제과류 회사들이 이러 한 진열 방식을 편의점 영역에 도입하 고 있다. AWAKE제품의 진열은 “눈 길을 끌며 유용한 정보를 준다,”라고 Schnarr씨는 말하며 소매상인이 융통 성있게 최소한의 매장의 공간을 차지
하면서 진열할 수 있는 12개용 진열대 를 칭찬한다. Nestlé Canada사는AWAKE제품과 유 사하게 다양한 상을 받은 판매 수단 을 도입했다. 통로의 양쪽에서 양면으 로 제품을 진열하는 것을 가능하게 하 는 양방향에서 구입가능한 미리 포장 한 제품; Kit Kat제품을 카드 계산대 옆에 진열한 것과 같은 공간 절약적인 진열상 해결책, 거대하며, 눈을 끄는Kit Kat 및 Aero할인 진열장 (업계의 1위 와 2위의 단일 쵸콜렛 판매 제품, 올해 초부터 현재까지) 을 포함한다.이러한 진열은 인기상품의 판매량을 증대하고 혁신적인 방법을 통해 이 제품군의 판 매를 늘이려는 의도로 행해진다. “단일 쵸콜렛 바는 전체적인 [제과 류 부분]의 입구이다,”라고Nestlé Canada사의 품목 판매 개발의 리더인 Ryan Denys씨는 제안한다, “그리고 다른 편의점의 품목과 비교하여 가장 충동구매가 많은 제품 중의 하나임이 입증되었다.” Scholtens Inc사는 이와 유사하게Cottage Country 캔디와, 견과류, 씨 및 과 일 말린 것을 진열할 때 항상 “재고를 충분히 갖추고, 신제품,”일 것을 확실 히 한다라고 사장인Jack Scholtens씨는 말한다—그리고 물론 계산대에 최대한 가까운 곳에 진열하여 “소매업자들이 바쁘게 움직이는 손님들로부터 이익을 최대한 얻고 누리게 한다.” 이 회사 의 사장이 말하듯, 좋은 제품은 저절로 잘 팔린다-“화려한 포장없이, 그저 품질이 좋은 제품을 항상 갖추는 것이 다”-그러나 고수익을 올리려면 손님 의 시야 안에 제품을 진열해야 한다. The Allan Candy Company 의 마켓팅 담당자인, Elizabeth Phillips씨는 물론 상품 진열이 분명히 손님이 만족하도 록 표시되어야 한다라고 말하며, “땅 콩이 들어 있지 않음” 및 “캐나다산 제품,”과 같이 손님의 구매에 영향을 주는 구체적인 사례의 문장을 예로 든 다. 또한, 각 제품은 일인용64-그램 의 무게이다- 이 회사의 두 개의 새로
운 제품인Sour Keys 와 Cola Bottles은 손쉽고 효과적인 상품 배열이 가능하 도록 상품 진열을 위한 상자에 들어 있 다. 그러나, 업소가 깨끗하고 잘 정리 되지 않으면 좋은 진열도 소용이 없다 라고 Allan 회사의 직원은 덧붙인다. 그러므로, 청결함은 편의점 및 그 소비 자들에게 필수이다. 소셜 미디어를 통한 홍보 달콤새콤한 제품처럼, 간접 광고 및 홍보 전략은 상호보완적인 것이다. 첨 단 기술의 시대에, 많은 제과류 상품들 은 소셜 미디어에 적응하여, 판매를 촉 진하고 고객의 충성도를 촉진하기 위 해 그 특정 상표로Facebook 및Twitter 페이지, YouTube 채널, 그리고 온라인 컨테스트를 시작했다. The Allan Candy Company는 예를 들면 자사의Facebook 페이지에290,000 명이상의 Big Foot 팬을 가지고 있으며, 온라인 매 체의 장점을 성공적으로 이용했다. 또 한 이 회사는 팬들이 무료의 캔디를 매 주 받기 위해 참여하는 일년에 걸친 컨 테스트를 막 끝냈다. 그리고 2014년ㅇ[ 더 많은 판촉활동을 가질 것이다. 또다른 온라인 홍보를 요령있게 잘하 는 회사는 Nestlé Canada사이며, “Kit Kat Canada”채널을 사람들이 많이 보 는YouTube채널에서 운영하며, 현재Kit Kat Chunky Challenge라는 소비자들이 가장 좋아하는 새로운Kit Kat의 맛땅콩 버터, 헤이즐넛 또는 화이트 쵸콜 렛을 선택하는 판촉행사를 특별히 하 고 있다. 최고의 맛으로 뽑힌 맛은 이번 가을에Kit Kat Chunky의 제품으로 합류 하게 될 것이다. “이런 종류의 홍보 컨테스트는T.V.보 다 더 많은 온라인의 영상을 보는 경향 이 있는 젊은 남성 인구에 호소한다,” 라고 Denys씨는 말하며, 오늘날의 젊 은 소비자들은 전통적인 언론 매체보 다 더 많은 온라인 언론매체를 본다. “그들의 주의를 끌기 위해 그들이 보 는 매체에서 제품을 홍보해야 한다.” 유사하게, 소셜 미디어는AWAKE 쵸
콜렛 홍보를 위해 중요한 홍보 수 단이다-“오후 3시에 자극을 주 자-Giving 3 p.m. the feather”라는 문 구는 재미있고 오만한 상표상 캐릭터 인Nevil이라는 부엉이를 의미한다. “ 우리의 소비자들은AWAKE제품을 좋 아하는 것을 얘기하는 것을 좋아하며 이러한 (소셜 미디어)매체는30,000 명의 팔로우어를 통해 양방향의 대 화를 가능하게 하는 포럼을 제공한 다,”라고 Schnarr씨는 말한다. 온라 인상의 고객의 의견에 직접 반응하여, AWAKE사는 밀크 쵸콜렛과 캬라멜 맛 의 새로운 바와 작은 크기의 작은 크 기의 바이트제품을 출시했다; 두 제품 은 잘 판매된다라고 Schnarr씨는 말하 며, 추가의 보너스로, 환경을 생각하 는 포장은 내부 포장을 줄여서 쓰레기 를 줄인다. 물론, 환경을 생각하는 것은 오늘 날 업계에서 유행하는 개념이다. 또 한 Scholtens사도 환경 운동에 참여 한다—사실상, 그 회사 사장은 “자신 의 회사가 지구에서 가장 환경을 생각 하는 제과 회사라고 자랑한다.” 그의 비밀은? 제품을 많이 넣고 포장을 덜 하는 것이다—그리고 회사내 우선 사 항으로 재활용된 물질로 포장하는 것 이다. 다시 붙는 스티커 탭으로도 쓰 이는 접착력이 있는 상표와 같은 제품 혁신은 또한 포장의 효율성을 높인다. 캔디 제품에서 변화는 계속해서 매년 대담해지고 있으며,소비자들은 새 맛 과 제조법에 또한 흥분하고 있다. 그 러나, 식품 및 음료업계에서 더 건강 한 제품으로 옮겨 가는 실제의 경향 은 간과해서는 안된다. 문제는 우리가 사랑하는 캔디판매는 어떻게 되느냐 는 것이다. 여전히 최고의 인기 상품은Phillips씨 는 말하길: “보다 건강한 제품을 찾 는 경향은 사탕업계에 분명히 영향을 주는 반면, 우리의 조사에 따르면 많 은 소비자들은 캔디에 돈을 아끼지 않 고 자신을 특별히 대하는 것으로 보며 건강보다 맛을 더 중요하게 여기는 것 으로 나타났다.”
CONVENIENCE & CARWASH CANADA
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XL1022E Cardinal Red 7725-31 Medium Gray
6 ins
캐나다서부의 주유소들을 전문적으로 도와 드립니다 MPI사가 어떻게 귀하의 시간과 돈을 절약해 드릴 수 있는 지를 알고 싶으시면 저희에게 전화해 주십시오 19.625 ins
OFFICE USE ONLY (FOR REPEAT ORDERS)
Job #:
Job Description: Computer Cut Graphics in 7725-31 Medium Grey - Weeded and Premasked
Drawing # MI PETRO SERVICES Date: 03.02.10
51XXX
2010\M
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Qty:
McIntosh Petroleum Truck Prf.ai artist: m.desjardns / rep: 038
Scale: 1:2.5 (40%) Rev0: Font:
Date:
Source Drawing: ADJF 2007/19797
TLS-450제품은 미래지향적 기술을 갖추었으며 자사의 제품중 가장 완전한 특 징을 갖춘 탱크 측정 솔루션입니다. 귀하의 탱크를 감시하고 보호하는 것을 돕기 위해 설계되었으며, 귀하의 주유소 운영을 위한 업계 최고의 정확성과 최대의 융통성을 제공합니다. 어떤 계산대, 스마트기기/스마트 폰, 또는 아이패드 – 어디에서든 재고, 배달 및 경고하는 정보를 관리하십시오 MI Petro and MPI (403) 266-5558 fwight@shaw.ca www.mipetro.com
Allan사와 같은 일부 회사는 인공적인 맛 또는 색깔 대신에 건강한 원료-진 짜 과일 쥬스 (블루베리와 석류같은 최고급과일이 유행)를 도입하고 있 다-캔디는 여전히… 캔디이다.
많은 사람들이 사탕업계의 미래가 매 우 희망적이라는 데 동의할 것이다. 당 연히, 업계는 진화하며 오늘은 신제품, 내일엔 사라지는 제품이 영원히 나타 났다가 사라지겠지만, 편의점에, 결국 에는, 소비자들은 원래 좋아하는 제품 을 위해 계속 들어올 것이다. “담배 판매는 많이 감소했다. 복권 판 매는 수익은 매우 낮으며 일만 많아서 단 제품을 포함한 다른 편리한 제품을 업소의 중앙에 배치하게 한다,”라고 Scholtens씨는 말한다. “매일 필요한 편의점의 제품들은 편의점에서 인기 상품으로 계속 머무를 것이다.” 관련 기사: Lozenges A.C. Nielsen사의 시장내 판매 보고서
에 따르면, 기침 멎게 하는 사탕의 시 장 규모는 $1억을 훨씬 초과하며 최 근 52주에서 2013년 4월 6일까지 6% 의 강한 성장을 보였다. 편의점은 또 한 기침 멎게 하는 사탕의 시장의 성 장에 기여했으며 같은 기간동안 유사 한 퍼센트로 성장했다.
“[이 부분 ]은 미리 계획하고 구입하 는 부분이 아니므로 상품 진열이 매 우 중요하다,”라고TFB & Associates Limited 사 (Fisherman’s Friend 사의 목 캔디의 캐나다내 배급업체)의 마케팅 책임자인 Stewart Schneider씨는 말한
다. “담배 피우는 사람들이 목을 부 드럽게 하기 위해 목캔디를 많이 사용 하기 때문에 편의점은 특별히 추가적 으로 유리하다.” 작년에, TFB사는 Fisherman’s Friend 사의 기침 멎게 하는 사탕의 제품에 새 로운 다시 입구를 붙일 수 있는 포장 을 도입했다; 이 포장은 포장재를10% 덜 사용한다. 이 포장으로 판매는 시 장의 성장률보다 훨씬 빠르게 판매를 성장시켰다. 다시 봉하는 포장은 “ 제품을 사랑하지만… 이전의 포장에 서 빠지는 캔디때문에 짜증이 난다는 소비자들의 의견에 반응하여 개발되 었다.” 최근 인기 상품은Fisherman’s Friend 사의 새로운 오렌지/레몬 맛이 며, 현재 전국의 편의점 및 주유소에서 3번째로 인기가 많은 상품이다.
CONVENIENCE & CARWASH CANADA
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신기술센터가 LED 기술로 빛 을 비춘다
Jennifer Dawn 지음
많은 캐나다 비즈니스 소유주들은 운영비용을 줄이고, 제품 판매를 늘 리며, 환경에의 영향을 줄이기 위해 LED (발광 다이오드, Light emitting diode)조명 기술을 사용 하는 것이 매우 유리함 을 신속하게 알아내고 있다. LED 제품에 대한 수요는 지속적으로 증가 해 Montreal 에 위치한 LSI Industries 시설내에 새로운LED 기술 센터를 갖게 되었다.
58 September | October 2013
Webco Lighting 사의 국내영업매니저 인Dave Bowen씨는, iZone 이라 불리 는 새로운 첨단의 시설이 손님들이 들 어와서 실제로 작동중인 LED제품을 볼 수 있는 장소이며 새로운 시설은 또 한 손님들의 업소의 조명시설을 개별 적 업소의 상황에 알맞게 설계 또는 재 설계하는 것을 돕는 것을 가능하게 한 다라고 말한다 그는 계속해서 말한다, “이 시설은 또 한 캐나다 시장에 유통되는LSI Industries사의 조명 제품을 위한 제조 공장 이며 국내 캐나다 경제를 지원하는 것 을 돕게 된다. 소매 주유소의 조명산업 내의 다른 회사는 이를 제공할 수 없으 며, 소매 주유소/편의점 및 세차시장 을 위해 캐나다내에서 유일하게 첨단 의 LED교육과 제시를 할 수 있는 유일 한 센터이다.” LED조명이 많은 캐나다 사업자들에게 새로운 기술이지 만, LSI Industries Inc같은 회사들은 25년이상 LED기술 에 투자를 해왔으며 주유소 소매 시장에서 업소 내부와 외부를 위해 다양한 LED조명 장치를 제공해 왔다. 영업 이사인 Minda Matthews-Smith씨는 설명한다, “우리 는 최고의 LED 해법을 제공하기 위해, 많은 업계 전체 의LED 조명 기준뿐 아니라 LED기술의 선두를 유지하기 위해 최선을 다한다. LSI Industries사는 제품의 품질을 매우 강조하며 업계의 기준치를 넘는 것을 보장하기 위 하여 각 LED설비를 엄격히 실험한다.” (LED) 반도체 기술이 오랫동안 존재해 왔지만, 깨끗하 고, 밝은 백색광을 조명기구에 사용한 것은 비교적 최 근의 일이다. HID메탈 핼라이드와 형광등과 같은 많은 전통적인 조명과 비교하여 LED는 맑은, 백색광을 만들 어 낸다. LED의 제안은 등의 교체에 드는 유지비를 줄이는, 등이 오랫동안 켜지는 것을 포함하는 많은 장점을 제공한다. 또한 환경친화적이며 납 또는 수은을 포함하지 않는다. 그리고 열의 발생을 줄여 에너지의 낭비를 줄이고 환경 을 이롭게 한다. LED은 또한 환경 수수료 또는 처리의 문제가 없어서 조명의 효과를 극대화할 수 있다. CONVENIENCE & CARWASH CANADA
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새로운 시설 또는 기존의 업소에 새로 운 부품을 장착할 수 있는, 많은 획기 적이며 고성능의LED 제품을 현재 제공 한다. LSI Industries Inc.가 최근 도입 한 그러한 제품중의 하나는 고풍스러운 LED 지붕 장치이다. Matthews-Smith씨 는 설명한다, “이 고풍스러운 장치는 자사의 LED 지붕 조명을 조명 및 에너 지 소비에서 개선된 성능을 가진 수준 으로 올렸다. 이 장치는 새로운 건물이 나 기존 장치에 새부품을 설치할 때 훌 륭한 해결책이다. 한 명이 설치할 수 있 으며, 설치가 쉽고 간편하며 캐나다의 주유소/편의점 시설의 시간과 돈을 절 약해준다.” Bowen씨는 무선통제 및 정보상 해결책 을 제공하는LSI Industries’ Virticus사가 어떻게 큰 트럭 주유소와 소매 주유소 를 돕는지를 계속 설명한다. “무선 원 격LED 조명 시스템을 사용하여, 우리 고객들이 자정부터 새벽까지의 조명의 밝기를 조정하여 에너지 절약을 최대화 하는 것을 가능하게 한다. 우리는 이 시
간동안 많게는 80%를 절약한 것을 보 아 왔다.” Bowen씨는 LED기술의 발 전이 고객들에게 더 좋은 서비스를 할 수 있는 것에 대하여 기뻐한다. 그는 설명한다, “마침내, 우리는 이제 디자인과 특수 효과를 통해 융통성을 발휘하여 편의점과 세차장을 위한 완 전한LED 내부 해결책을 제공할 수 있 다. 신제품 또는 특별 제품을 광고하기 위해 업소내의 내부 간판을 원격 통제 할 수 있다. 이는LED 광고판을 작동시 키거나 손님이 업소에 들어오면 업소 내의 특정 제품 또는 특정 부분을 주목 하게 하는 이익을 극대화하는 것을 돕 는 바닥 매트같은 제품을 포함한다.” Bowen씨는 계속 말한다, “당연히, 우 리는 또한 색이 바뀌는 세차장의 개념 을 매우 자랑스럽게 여긴다. 캐나다에 서 처음 시도했으며, 업소운영자들에게 종종 두자리수의 매출 및 수익 증가를 보이며 큰 성공을 해 왔다. 업소운영자 들은 업소의 출입인구가 증가한 것을
좋아하며 손님들이 편의점과 주유소에 서 더 많은 상품을 구입하는 것을 보고, 고객들은 또한 세차장을 방문하면서 시 각적으로 색다른 경험을 또한 좋아한 다. 고객들이 세차장에 들어오는 ‘경 험’을 만들어 달라고 요청하며 이 개 념은 진실로 효과가 있다.” LED 기술이 계속 발달하면서 LED칩의 비용도 계속 내려가고 있다. 대개의 경 우 업소운영자들이 2년 안에 투자금의 자금 회수가 가능하고, 최대 80%까 지 에너지 절약이 가능하고, 사용에 따 라 최대 12년까지 유지비를 줄일 수 있 으므로 LED로 바꾸는 것이 전적으로 유 리하다. 이러한 장점이 있기 때문에 그 크기가 크던 작던 업소운영자들이 오늘 날 LED로 교체하는 것이다. 계속되는 신제품 개발과 기술혁신이 업소운영자 들이 기술의 발전을 편하게 받아 들이 게 한다. 오늘날, 많은 시설들은 굉장한 성능, 에너지 절액, 유지비의 절약, 단순 하고 멋있는 외관때문에 이미LED로 조 명을 교체하고 있다.
신뢰성이 문제가 될 때 고급 주유소POS 소프트웨어 주유기에서의 요금 결제, EMV-유로페이, 매스터, 비자카드, NFC근거리 무선 데이터 통신 기술, 비접촉식, 쿠폰 배포, QR 및 바코드 처리방법,, 주유기내 요금결제기 제조업체, 인터페이스(접속기), 기름값 할인, 다이얼 분류(Dial Grouping), 주문 제작, 기술 기준을 위한 주유소 편의점 연맹(PCATS), 세차장, 원격 데스크탑 지원, 그리고 그외의 서비스
신뢰성의 가치
60 September | October 2013
WHAT’S NEW Bobi Bee™ Pioneers New Industry Category Caffeine-Free Gluten-Free Healthy Energy Sweet Treat The World’s First 100% Healthy Happy-Stomach Energy-Treat for Breakfast, Lunch, Supper and Active Lifestyles Milwaukee, WI—July 2013— Bobi Bee™ Sweet Treat™, The World’s First 100% Healthy Happy-Stomach Energy-Treat pioneers new industry category; A 100% Healthy Energy-Treat that the more you eat, the better the benefits, according to the creator. . Joe Williams, Founder, President said Bobi Bee™ has created a whole new industry category and can be placed anywhere in the store. Everyone knows honey is a superfood. But consumers are discovering that Bobi Bee™ will deliver up to 15 times the benefits of regular honey. According to Williams, buyers can be confident about placing Bobi Bee™ anywhere in their stores. Williams said Bobi Bee™ is caffeine-free, gluten-free, and contains no dairy, available in a Club-Pack Bobi Bee™ is a brand owned by Bobi Bee™ Sweet Treat USA, a division of Innovative Custom Products, Inc., and can be contacted at: contact@icpCorporation.com or at (414) 358-1802 or you can visit the company’s websites at: www.icpCorporation.com www.bobibeesweettreat.com. Lustra™ Introduces Laundry Detergent 750 to Its Product Offerings De Pere, WI – Lustra™ Professional Car Care Products announced today the newest addition to its Ultraflex® product line – Laundry Detergent 750. Laundry Detergent 750 is a premium, non-phosphate laundry detergent with optical brighteners and a synergistic surfactant system. The product is designed for washing towels and other items made from natural and synthetic fabrics. “We recently converted to the Ultraflex Laundry Detergent 750 because we were using
Ultraflex throughout the rest of our wash and are completely satisfied,” said Rich Boudakian, Tameric Carwash Equipment and Robin Hood Carwash. “The UF750 product reduced our cost per wash load, decreased the product usage requirements and increased the cleanliness of our towels.” With optical brighteners and synergistic surfactants, Laundry Detergent 750 will quickly remove oils, particulates, stains and other dirt for cleaner looking towels. Lepow Announces Moonstone Portable Power Packs Lepow, creator of the world’s first large-capacity power banks and winner of the 2012 Reddot Award for design, has announced Moonstone fashionable portable power banks/device chargers geared towards the women’s market. Moonstone charges smartphones and other devices on-the-go when an outlet or USB computer charge is not available. Moonstone features a makeup compact shaped design, at approximately 3”x3”x1/2”, that easily fits in the palm of the hand, purse, pocket or bag for the functionality and ease-of-use when phones die or is running low on batteries. Moonstone includes 2 USB ports and 1 Micro USB port to charge portable devices with a fast charging interface that quickly charges smartphones, tablets, iPods/MP3 players, digital cameras, as well as any device that matches Moonstone features “Adaptive Technology” that adjusts the charge according to the needs of the device, automatically shifting to a trickle charge when the device reaches 95% charging capacity, protecting the longevity of the phone’s battery. For more information visit: http://www.lepow.hk/en/ Can Tokens Prevent the Spread of Germs? Laboratory studies have shown that copper alloys including brass, bronze, copper nickel, and nickel bronze,
have natural anti-microbial properties. “These are the most common metals used for self-serve car washes and vacuum stations as well as arcade and family entertainment centers ” said Osborne Coinage Director of Marketing David Blumenfeld, “and now we’re learning that they have inherent antimicrobial properties. Tokens may actually help control the spread of germs.” Brass and bronze arcade and amusement tokens from TokensDirect are available in a range of sizes to suit any preference or need. Custom designs can be shipped within 10 business days. Visit them online at www.tokensdirect.com Webco/LSI Adds to its Team Webco/LSI Lighting has announced the appointment of four new professional LSI Lighting representatives to handle all aspects of retail
petro, C-store and carwash business in Western Canada. Prolux and Jayross Agencies will cover all of Alberta, Electra will cover the Province of Saskatchewan and Integra Agencies will look after the Manitoba market area. To maximize energy saving possibilities with Webco/LSI Lighting LED LIGHTING Technology please contact Kirby Kotylak at Electra Sales in Regina, Ph: 306-791-0266 Kirby@electrasalesltd.ca Sean Czarkowski at Integra Agency Ltd in Winnipeg, Ph: 204-694-1339 sean@integraagencyltd.mb.ca Mike Albert at Jayross Agencies (Calgary) Ltd in Calgary; Ph: 403-252-5506 malbert@jayross.ca Derek Pogany at Prolux Lighting Edmonton Ltd. in Edmonton. Ph: 780-701-2175 DPogany@prolux.com
Ad Index Air Serv .......................................................................... 7 Access Cash .................................................................. 8 Bulloch Technologies Inc...................................... 45, 60 Canadian Trade House .............................................. 17 Cashtech...................................................................... 20 Core-Mark Int’l Inc................................................ 25, 29 Direct Cash .............................................................OBC Do It Right Chemical ............................................ 40, 54 Display Distribution .................................................... 41 Gourmet Chips .........................................................IBC Istobal USA ................................................................. 44 Life Literacy Canada ................................................... 48 LSI Lighting ................................................................. 31 MI Petro / McIntosh Petroleum ..................... 35, 49, 56 National DSD .............................................................. 22 PEI ............................................................................... 50 PD McLaren. ................................................... 34, 36, 48 PDQ Manufacturing Inc. ............................................ 43 Playboy Energy Drink ........................................ IFC, 26 ProTelec ..................................................................... 46 PurClean/Pur Waterr ................................................... 39 Saputo Dairy Products of Canada G.P.......................... 30 Tanknology Canada Inc. ............................................ 24 TFB & Associates ....................................................... 19 Turtle Wax ................................................................... 37 Webco ......................................................................... 31 Western Refrigeration & Beverage Equipment ........ 28 WPMA ......................................................................... 14 CONVENIENCE & CARWASH CANADA
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62 September | October 2013 1. Logo missing on umbrella, 2. hair on girl in stripped top walking, 3. vertical yellow banner sign lamp post next to large tree, 4. word ‘Till’ building awning directly above right hand umbrella, 5. word ‘Castle’ sign hanging out from building above left umbrella, 6. bricks centred above three windows on second building, 7. man under blue umbrella sitting in doorway, 8. colour of t-shirt – man sitting under umbrella, 9. fronts of planters facing street coloured red, 10. detail of green brick facade, extreme left.
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Differences between top and bottom photos. Spot all 10.
There are 10 differences between these 2 photos. See if you can spot them.
CHANGEOVER
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64 September | October 2013