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SEPTEMBER/OCTOBER 2011

캐나다 한인 상공 실업인 총연합회보 U.K.B.A C.C.I.C

U.K.B.A C.C.I.C

The Best Things You Never Realized About ATMs

귀하가 몰랐던 현금자동지급기(ATM)의 장점들

Why Icelandic Locals Dine at The Gas Station

이이슬랜드 사람들은 왜 주유소에서 저녁을 먹을까

Clean Up in Aisle Six! Finding Faults in the Salt

스낵 진열대를 정리하자! 소금에 있는 나쁜 점들

Blurred Lines – Diverse Markets Mean Declining C-Store Revenues

불분명한 유통업계 경계선- 유통업계의 다양화는 편의점 매출 감소 의미


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Publisher Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com

Editor Carter Hammett editor@convenienceandcarwash.com Sales Kait Walker 416-493-3912 kwalker@convenienceandcarwash.com Jeanine Malmin 309-808-2264 jmalmin@convenienceandcarwash.com Design and Production Edge Advertising Editorial Advisory Board Bernie Comeau, Shell Canada David Hoy, Mid Island Co-Op Dave Watson, The Chamois Doug McRae, Kahkewistahaw Gas & Convenience Store Ltd. Kim Hansen, MI Petro Scott Findlay, Core-Mark Wayne Hoskins, WCSA Contributing Writers Angela Altass David Bowen Peter J. Cochefski Paul Fuegner Kelly Gray Ed Grondahl Carter Hammett Natalie Laframboise Guy Leroux Gray Taylor Garratt Wooton 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

Contents FEATURES

6 CCSA Moves Forward on Key Issues From contraband tobacco to government relations, CCSA membership has its privileges 9 Cash Money Thought you knew ATMs? Guess again. Writer Kelly Gray shows you how C-stores can profit from this indispensible dispenser 13 Fuel Management: Fleet Managers Feel the Pressure In the second part of a two-part series, Peter Coshefski demonstrates how automated fuel management can boost your bottom line 19 Turn on the Lights When it comes to LED, LSI lights up your life! 21 Green Energy Provider Launches New Green Natural Gas Product and it’s from natural landfill products too! 23 A Hint of Mint one of the surprises of this category is that there are no surprises 25 Contraband Tobacco Issue in Canada CCSA leads the charge against a never-ending issue 29 Cash is King Garratt Wootton discusses protecting your cash flow during asset acquisition 31 Blurred Lines With more consumer choice available across multiple sectors, C-stores are taking a hit and seeing a decline in market share. What can be done about this? 35 Relaxation Drinks Sit down and stay a while...put your feet up and....read this story 36 Winning the Supply Chain Game Through Standards Integrated technology pioneered by Walmart of all places, is having immediate and positive impact on C-store success 38 Sodium in the Snack Aisle Natalie Laframboise says that can of veggie juice may have something in it to be concerned about after all... 39 Ice Age Carter Hammett visits Iceland and learns that locals head to their local gas station to fill up...on supper. 41 Improve Productivity by Integrating your POS and Smart Safe Ed Grondahl says there’s a reason these babies are called “smart”. DEPARTMENTS 4 Publisher’s Message The many colours of our issue 59 Press Releases and Announcements Introducing two new sales agents that you’ll want to get acquainted with... 41 UKBA Journal – John Bok suggests practical tips on conserving cash flow during tentative times... CONVENIENCE & CARWASH CANADA 

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Publisher’s Message True Colours While I don’t normally place a lot of stock in so-called personality tests, there is a rather remarkable Canadian assessment tool that’s emerged in recent years called Personality Dimensions. One of the things I like about it is it’s simplicity: Green is analytical and tends to gravitate to towards scientific and jobs that involve critical thinking. They also have terrific, biting senses of humour and can tell you where to go and have you look forward to the trip. Oranges, on the other hand, are entrepreneurial and work well with their hands. It’s no secret that many C-store and carwash owners are probably orange, if for no other reason than they are hands-on people. Blue is very process oriented and tends to drift into service professions, while Golds are very parental in nature and are natural administrators in the work place. Each colour has a vital role to play and brings strengths to both the team and the organization. Why am I telling you this? Because, if I had to organize the stories in this issue, right before the stunning colours of Autumn drop on us, it might be along the theme of colours. New this issue (or if you will, “green”) is the debut of a new column from the Canadian Convenience Stores Association. Two articles, actually, in which the CCSA plays a prominent role. The first, introduces the role of the CCSA and spotlights several issues, the organization’s involved with. The second outlines the work the organization is doing in the fight against contraband tobacco. Some of the results may surprise you. Earlier this summer, our editor Carter Hammett spent time in Iceland and collected information on the C-store world while there. His report documents the details in light of that country’s recent economic collapse and paints an interesting portrait that Canadians can learn from. His hands-on experience is totally orange, especially after climbing a volcano! Blue is the most process oriented and chilled out of all the colours, so it seems fitting that relaxation drinks are spotlighted this outing, as they are gradually carving out a niche for themselves. It’s a nice contrast to all the attention energy drinks have recently accumulated. So, there you have it. Another top-notch issue delivered to your door, featuring points of view to make you go, hmmmm. We have plenty of that in store in upcoming issues as customer service, forms a big chunk of what we’re doing next issue. And we’d love to talk to you about that too. Until next time, you know the drill: my business is your business, and I welcome any and all feedback. Onward!

Brenda Jane Johnstone Publisher

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September | October  2011

upcoming events September 20, 2011 CCA Golf Tournament Eagle Ridge Golf Club Georgetown, ON October 1 – 4, 2011 NACS/PEI SHOW Chicago, IL www.nacsonline.com/NACSShow October 17 – 19, 2011 Western Carwash Assoc. tradeshow San Diego Convention Centre www.wcwa.org October 18, 2011 Western Convenience Stores Assoc. 2nd Annual State of the Industry event Heritage Park, Calgary, AB wayne@hoskins.ca February 21 – 23, 2012 Western Petroleum Marketers Association National Convention & Convenience Store Expo Mirage, Las Vegas, NV www.wpma.com

Convenience & Carwash Canada would like introduce you to our new advertisers: Kellogg Canada page IFC, 52 LSI Lighting page 18 Pumps & Pressure page 30 Scholten’s page 24, 54


On behalf of your WCSA board: Our Sponsors did make it happen this year with virtually ALL sponsorship opportunities sold out again! Our sincere thanks and appreciation to all levels of sponsorships to those listed here as we thank them all for underwriting  our event and encouraging others to do the same. Let us know how to make it better next year! To those who provided products for the “goodie bags”, to WorksafeBC who provided the bags!, to those who provided product displays and sampling on your sponsored holes, breakfast, halfway house and dinner – THANK YOU! And to Brenda Johnstone for reminding us that memberships allow us to sponsor this and all our other events, thank you for helping to invite and include the following NEW WCSA members who joined as part of the event:

HAIL TO OUR SPONSORS!

R, OR FROM THE LATIN “SPONSO GE SPONSUS, SPONDERE” TO PLED SURETY OR “MAKE HAPPEN”!

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CCSA Moves Forward on Key Issues

The voice of the Canadian C-store industry, the CCSA is working on several key issues to advance the cause of its members. Alex Scholten is fighting hard to create greater understanding and drive support for his group, an association that is among the most familiar in the country. Scholten is president of the Canadian Convenience Store Association (CCSA), an organization that together with its four regional affiliates (the Western Convenience Stores Association, the Ontario Convenience Stores Association, the Quebec Convenience Stores Association and the Atlantic Convenience Stores Association) represents more than 25,000 C-store retailers across the country. He points out that there is a lot of benefit to membership and affiliation. For example, he shows how the group is one with very real political clout that few associations can muster. Indeed, there are 70 retailers on average per Parliamentary riding that can be engaged to address regulatory issues, a critical mass of support that would have any politician sitting up ready to listen. “The purpose of the CCSA and its regional affiliates is to ensure an economically viable and sustainable business environment for the convenience store industry in Canada by serving the best interests of our retailer and supplier members through advocacy, advice, education and training,” he says. Towards this end the CCSA has 6 

September | October  2011

worked to create valuable linkages between its constituents. For example, the CCSA is in the process of forming a government relations (GR) committee made up of retailers, industry suppliers and distributors to get as close to the ground as it can. “In this way we are the most responsive to the needs of our members because with this committee we get right to the core of our mission with the people that are best placed to examine and report. With the GR committee we can discover the issues and challenges facing our membership and develop solid workable responses that are meaningful to our membership and the industry at large.” The CCSA GR committee will have at its disposal such tools as industry strategy planning sessions, research and industry-data publications and references, press conferences involving media-trained retailers and public awareness events. “We look to our members to participate by helping the CSSA prioritize legislative issues and by helping to review and develop strategies to promote positive legislation or remove restrictive government policies.” In order to further strengthen the position to be made by the C-store industry when facing restrictive government policies, the CCSA will also be reaching out to other trade associations including the National Convenience Store Distributors As-

sociation, Food and Consumer Products of Canada and the Canadian Beverages Association. By working together with these other associations, Scholten firmly believes the mutual interests of all who benefit from the c-store industry (retailers, manufacturers and distributors) will better represented and protected. “United we stand and by working together we can be a very powerful force for change for the betterment of the industry.” Currently the CCSA is closely watching the regulatory moves by government in regard to its actions on childhood obesity, sodium levels in Canada’s diet, and onerous fees for things like food handler exams. According to Scholten the efforts of the CCSA seeks a middle way on these topics that doesn’t result in hardship for the thousands of workers and owners of Canada’s C-stores as well as the companies big and small that supply the industry. Scholten and the CCSA are actively seeking out national associate members. Here the opportunity is for companies to provide industry input and network. “This is a great way for those who supply the industry to get involved and create change from within,” he says, inviting those involved in the C-store sector to contact the CCSA to see what membership can do for them.


The WCSA would also like to introduce our new members:

ed and able ank You to ALL who attend Th , ard Bo SA WC the of ndraiser Event at attended and On behalf the 2nd Annual WCSA Fu for re mo e Thank You to ALL who onc t por sup g and much appreciated donate time and this without your ongoin do to participate, network and not ld cou We b! Clu y Golf & Countr spectacular Cottonwood alf–well done, r. with them or on their beh yea h end att to rs support eac aile ret ted y sponsored and hos ! For those who generousl h year and we salute you event approach has grown eac ion day, as we had a sold out iat the rec for app er er ath tom we cus s s plu thi 35 Park the ge an me rita t He jus at ’t ober 18th and I don This was a record year of the Industry Dinner Oct te Sta SA WC the at s ult ord res and will announce the rec son for the breakfast ). .ca soi tee members Blair Patter csa mit com (www.w to ff; sta me eso n and her aw also to Mr. Dumas for his teers support. Thank you Thank you to Tiffany Gordo un vol ge. for kun Ba f Jef ld including his own herita Crandell and as many people as he cou sponsorship and to John end off Tom to air lity Ch abi nt his eve and erb t vs eas to our sup humorous outlook on west reciation for all he does, g and tulations and sincere app gra nstone and for organizin con Joh c sti nda sia Bre hu ir ent r cha Ou Coy nar year rdi t rao nex ext to look forward and selected the ectations once more! We Clermont who managed exp ed eed exc t tha nt cessful eve executing yet another suc d out event at ed our date of July 5th! firm con y ead expect another early sol alr we as end r and Tom has yea ore bef 2 at 2011 rates Please Book now for 201 Cottonwood again!

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Wayne C Hoskins President CONVENIENCE & CARWASH CANADA 

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Cash Money

By Kelly Gray

ATM’s deliver much more than just convenience to cash starved customers. These automated banking machines have become a must have profit centre for any forward thinking C-store operator Automated teller machines (ATM’s) have become a simple fact of life for Canadians. In fact, these machines have become so prevalent that we use them like no other people on Earth. Herein lies an opportunity for every

C-store operator from Buchans to Barkley Sound to ring in additional sales and enhance the instore customer experience. Indeed, ATM’s offer six front line opportunities that make them must-have services for C-stores. Certainly first is the convenience factor of ready cash from bank and credit union accounts. ATM’s also increase the number of customers because the presence of a bank machine means potential patrons don’t go to a competitor first if they need cash. These shoppers also spend more in-store. According to 7/Eleven, 60 per cent of withdrawn dollars from a C-store ATM end up in the till. Stores that own/ lease their ATM also receive

revenue by obtaining 100 per cent of the surcharge for machine usage before minimal costs like line charges and power. Further, operators can reduce their bad debts by simply using cash only. Customers that may have offered a cheque as payment can now be directed to make an ATM

withdrawal and pay with dollars. Lastly, operators save money by not having to pay transaction costs for Interact or credit cards, fees that can easily run into the thousands of dollars. Its reasons like these that have David Hoy of Mid Island Co-op singing their praises. Hoy is GM of the 13-unit BC chain. “My experience goes back to the 90’s,” he says noting the huge reduction in equipment costs over the years that saw machines running in the $20,000 range back in the early days. Today ATM’s stand around $2000 to $3000. He reports that the machines were always viewed as a necessary service that fit into the total in-store offering. “They get more

people into the stores and we become known as a service centre. For example we do lottery and offer things like garbage tags in our Mid Island locations. The ATM is a perfect fit and one that makes us money on each transaction,” he says, remarking that Mid Island locations typically charge about $2.00 per use, a figure that really adds up over the course of a year. “When you look at the amount of real estate they take up and the amount of money they generate to operators these have become essential pieces of in-store equipment,” he says. When it comes to money, those who live in remote communities and even major centres lack the same level of service in the financial area that other Canadians take for granted. Fortunately, for Jesse Roberts, this has proven to be a solid market niche that has meant extra sales and profits for the Slave Lake Winks operator. Roberts runs the 2000-square foot store that opened in the town of 6,000 about seven years ago. Inside there is the usual assortment of products including a wide range of beverages in a 12-door cold vault. What’s a bit different is the degree to which the

CONVENIENCE & CARWASH CANADA 

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Canada’s ATM Universe

*15,950 *+35,000 *+571,000 bank-owned ATM’s

non-bank ATM’s (white label)

Interact POS/ Direct Payment sites

Interac recently mandated that all cash owners be categorized as either low risk or high risk depending upon certain criteria, including: Low Risk Cash Owner: No criminal back check required. Owns and loads up to 4 ATMs with less than $5,000 daily settlement. High Risk Cash Owner: Those who do not meet requirements for Low Risk C

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Cash owner: Requires a criminal record check for owner and any partners or directors with 25% or more voting shares and any named parties on the ATM contract.

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Source of Funds Declaration: Required for every ATM. Contents must be audited with severe penalties for non-compliance.

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Collection of Initial Documentation All High Risk Cash Owners must have complete documentation by February 28, 2010 Existing Low Risk Cash Owners must have documentation no later than February 29, 2012 Consequences for nonCompliance: Disconnection from SCD (shared cash dispensing) service.

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September | October  2011

store relies on finan- who also offers cash macial services like money chines in-store, a business that he provides transfer and ATM. “For us sales are simi- throughout the commular to other stores with nity with 12 Cash ‘N Go tobacco, lottery and ATMs in remote locabeverages hitting the tions. “Here the banks close one, two, three positions. However, we do early and I’m one of the about 40 per cent of very few places people business in things like can come to cash a money transfer where cheque, send money, we are the place to go pay a bill or access their to get funds to the Phil- bank accounts. This has RES.pdf 1 8/4/2011 2:18:45 PM to be a great ippines,”CCWC_Sept2011_HALF says Roberts,PG_HI proven

add-on to the rest of the business. People come in, get cash and then buy cigarettes, milk or rent a movie,” he says, pointing out that grey market banking outlets like Money Mart prefer to offer a debit card instead of cash. “This doesn’t work as well here in the north where people like simplicity and prefer to have their cash in hand.”


Quebec Launches AML Law Now regulators are placing a bit of bump in the road with new legislation designed to keep a closer eye on nonbank financial transactions. The growth of what is known as ‘white label’ ATM’s has been a concern for those interested in curtailing money laundering. The first province to legislate is Quebec where members of the National Assembly have passed Bill 128, an attempt to regulate money service businesses (MSB), cheque cashers and ATM’s. Under the terms of the new Bill, companies that offer currency exchange, funds transfer, monetary instrument redemption, cheque cashing services, or ATM services would be required to register and be licensed with the Autorité des marché financiers (AMF), Quebec’s financial markets authority. As well, operators would have to disclose information about directors, officers and associates in addition to lenders they deal with. According to Ottawa-based Can Do Cash Ltd. president Joseph Arrage, the new regulations are really a dupli-

cation of what is already being done by the industry. He reports that the major players like Visa, Mastercard, Interact, law enforcement and others all consult on best practices and much of Bill 128 is already being done through industry policing. He reports that back in 2009 Interac updated the Operating Regulations for Acquirer business partners to include new rules for ‘white label’ ATM cash owners. These requirements were developed in consultation with the government, law enforcement, members and industry representatives in response to concerns raised by the Financial Action Task Force (FATF), an international body responsible for setting standards for AML. The requirements include having policies, procedures and internal controls for customer identity verification, report filing and other compliance matters, as well as education of personnel in the AML program. And, as a result of these new requirements, Interac mandated that all cash owners be categorized as either low risk or high risk

depending upon certain criteria, which are listed in a sidebar accompanying this story. “Now we are looking at a $350 per ATM cost within Quebec’s regulatory framework and there is a concern about a $10,000 security bond for cash owners,” says Arrage, commenting that the new regulation will result in expensive duplication as well as increased business cost for a service Canadians, as the world’s largest ATM users, have come to rely on. “We have all come a long way from the early days in the 90’s when we got the green light from Interac to begin to roll out white label ATM’s. We have established best practices in consultation from all points of the spectrum with the result that Canada enjoys the most convenient, secure and dependable ATM system in the world,” he says, noting that despite government moves to further tighten regulations C-store operators who are not now involved with an ATM should take a good look at the opportunities.

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(Part 2) Fleet Managers Feel The Pressure Fuel Management:

Automated fuelmanagement services can be a boon to the bottom line for fueling-facility operators

By Peter J. Cochefski

Let’s take a closer look at five areas where an enhanced fuel-management system can pay additional dividends. the solution This list of operational areas where a fuel-site manager may not have been on top of things can appear daunting-and could lead to the change we discussed earlier. But the new, technologically advanced fuel-management services that are available today have been designed for ease of use and understanding, with a wide array of benefits to the end-user. These systems can easily provide fueling-facility managers, owners, fuel buyers and fuel suppliers with an end-to-end fuel management solution. Centralizing the capture and storage of key fueling-site information. This is done through automated processes that are capable of ensuring that the end-user creates and maintains consistent site operations, with an end-goal of delivering maximized operational efficiencies and site profitability.

CONVENIENCE & CARWASH CANADA 

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1. Automated Fuel Tracking Automated fuel tracking allows real-time access to inventory levels and fueling habits at any time of the day or night for all of a company’s fuel sites. It may sound simplistic, but fuel is the most important, most costly and most visible component at a fueling site. Why would a site operator do nothing more than take a “best guess” at how much fuel might be in his tanks at any one time, especially when that fuel costs upwards of $3 or $4 per gallon? Automated fuel tracking pro-

vides a more accurate account of all of the fuel usage at a facility, and exactly where that fuel is going, which will decrease opportunities for theft. Some studies show that as much as 3% of a company’s fuel budget is lost due to theft and that the majority of the of the time, this stolen fuel is pilfered by company employees. Additionally, many sites store and dispense more than one type of fuel. A commercial site that serves a fleet of trucks will go through diesel at a rapid pace, but it may have a less-used gasoline pump for employee vehicles.

About Ryder Fuel Services: Ryder Fuel Services (Houston, TX) is a subsidiary of Ryder System, Inc., and a provider of fuel-management programs that focus on Compliance Management, Remote Monitoring and Alarm Management, Service Management, Fuel Management and Supply, and environmental Best Management Practices. These programs help Ryder Fuel Services customers, depending on their specific needs, improve operating efficiencies, reduce costs and minimize negative environmental impact.

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Automated fuel tracking will enable the diesel and gasoline tanks to be monitored separately with their specific delivery requirements tracked independently. This allows fuel inventories to be kept at optimum levels and optimizes delivery schedules. One final benefit of automated fuel tracking is that it gives the operator of multiple fueling sites visibility into every site at any time, 24/7/365. From a corporate standpoint, this also allows the activities at the fueling sites to be monitored from a central office, whether it be regionally or nationally.

To find out how Ryder Fuel Services can help you, please contact: Peter J. Cochefski, Director of Sales & Marketing (281) 647-6900 ext. 222 peter_cochefski@ryder.com Ryder Fuel Services 16155 Park Row, Ste. 140 Houston, TX 77084

281.647.8900 www.ryderfs.com


There are a number of basic benefits available to the user of an automated fuelmanagement system, including:

Centralized fuel-site management. Allows the site operator to manage all data from company fueling sites in one secure, Web-based platform. Ability to focus on core competencies. Simplifies the fuel-management process so that one person can be dedicated to handle all fuel-management responsibilities, which allows other employees to perform their normal duties. Reduce unnecessary maintenance dispatches. Delivers the ability to remotely diagnose, resolve and document alarm conditions. Manage qualified maintenance contractors. Allows creation of a contractor database that can be consulted whenever service, maintenance, compliance or alarm issues arise. Analyze and resolve active alarms. A key component for fueling sites that have alarm technology available on their fueling islands or tank gauges. Reduce on-site time per call. Allows for a better initial understanding of what a particular problem is, which can be communicated to the service provider before the service call is initiated.

Enhanced warranty management. Audits invoices and lists in a database any equipment repairs or changes, which allows for more comprehensive tracking of warranties. Also alerts service providers of any warranties that may be active. Review contractor invoices for accuracy. Reduces billing errors. 24/7/365 remote monitoring. Keeps an eye on the site’s operations around the clock, rather than the single shift that the site manager may be working on-site. Track annual testing and certification reports. Provides accurate compilation and availability of compliance inspections and reports, which reduces potential liability risks. Web-based compliance management. Gives the site manager the ability to access a Web portal to review all site information (inventory, deliveries, service, alarm, compliance, invoices, etc.) any time of day from anywhere in the world.

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2. Reduced Maintenance Costs Maintenance issues cause headaches not only when a piece of equipment fails, but also when the maintenance issue needs to be documented. If this data is not accurately recorded, the site operator runs the risk of overpaying for a service call, or repeating service calls. Fuel-management services can let the operator know how much time the technician spent on-site, the technician’s travel time and the time needed to actually complete the service, which is something that can be hard to track by an on-site manager or clerk. 3. Compliance Management Automated fuel-management systems have been designed to track and update compliance data and incidents 24/7/365. Compliance management at commercial or industrial sites can be a lower priority, but automated management of this process increases its importance in the system without increasing the amount of employee interactions. 4. Alarm Management Alarm management is traditionally a labor-intensive, manual job. Automated fuel management allows this difficult task to be outsourced to a company that can diagnose, solve and document alarm conditions immediately. These companies also have the capability, in many instances, to diagnose and solve alarm events remotely, which means that the system can be reset off-site without the need for a service call. Detecting an alarm event at the earliest possible point is essential to identifying a potential environmental risk and mitigating the costs that can be associated with environmental remediation.

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September | October  2011

5. Manage Contractor Database Unless a site operator has a longstanding relationship with a service professional, they enter the unknown when site repairs or maintenance are needed. Rather than turning solely to the phone book, automated fuel-management systems allow a contractor database to be set up for the site, often by the company that is providing the fuel-management service. This ensures that contractors who don’t

have the ability-or even current or correct insurance-are not called for a particular job. It also means that contractors who are called to the site will have the right certification and training, and the right parts and equipment to perform the repairs when they arrive, reducing the need for costly second trips.

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Fuel Management: Fleet Managers Feel The Pressure

By reducing manual processes, unnecessary service calls, potential compliance penalties and many manhours of unnecessary or inadequate manual work, automated fuel management can result in significant resource and administrative savings.

Conclusion Fueling-site operators who are truly interested in proactively managing their fueling operations will quickly realize the cost benefits of an automated fuel management system that is equipped with an exceptionbased process for triaging alarms (diagnose, troubleshoot and repair). By reducing manual processes, unnecessary service calls, potential compliance penalties and many manhours of unnecessary or inadequate manual work, automated fuel management can result in significant resource and administrative savings. To that end, Ryder Fuel Services has designed its Fuel Management service component to be an integrated solution to manage all activities and data associated with

purchasing, moving and storing fuel. This system of centralized computer-based fuel management can be a crucial piece in the optimization of supply-chain efficiencies and overall fuel-supply performance for fuel-site operators, large or small. All Ryder Fuel Services fuel-management systems offer the site operator the ability to communicate with major brands of automatic tank gauges, access a state-of-the-art Training Center and real-time communication with a 24/7 Service Support Center. Ryder Fuel Services has used this commitment to establishing and offering these “Best Management Practices� to help it retain 100% of its customers, who manage more than 2,000 fueling locations nationwide.

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Turn the Lights On By Eric Holm

All of us systematically do the same thing every night when it gets dark – turn on the lights; a miracle that’s taken for granted and basically forgotten until an outage or a prolonged failure occurs. In general, lighting tends to be the last thing considered when planning a site; occasionally some are properly designed with energy savings in mind and sometimes not. In the retail petroleum and C store market this changed in the mid-1990s. Manufacturers introduced energysaving Pulse-Start. The “Scottsdale®” appeared and evolved to become “the” design the market followed for years until the next revolutionary lighting technology arrived — LED Solid-State technology. As many in the industry now know, this has become the mainstay for maximum energy reduction with savings ranging from 20-to-80%. There’s also a low cost and ease of installation, virtually no maintenance and an incredible visual effect in the evening. So once again the lighting evolution continues with LED Solid-State technology as chips become brighter, more variations of drivers become available and product costs go down. Today LED lighting fixtures are very close to any HID offering in the market — but with tremendous benefits as previously mentioned. LED lighting is probably the most fundamental change in the lighting industry since Edison invented the light bulb. So when LED canopy lighting was introduced over seven years ago, providing energy efficiency and drastically reducing, if not eliminating, maintenance costs, the market took note. Soon afterwards, LED technology was fitted to pole mount site lighting, C-store and carwash soffit lights and wall packs; then into the carwash interior itself. (Note: not all manufacturers offer Intertek-approved water resistant fixtures with IP-67 rating, so make sure to ask). 

Since the new build market is declining, the emphasis has gone to re-image and retro-fit programs to replace old, inefficient HID systems.] Are there any upgrade programs to replace these energy devouring fixtures, many that are now over 16 years old? It seems one company has spoken out. LSI launched their brand new Crossover Gold (CRS) program for North America.  We are told the CRS canopy fixtures are designed to retro-fit virtually any 2' x 2' or rectangular canopy fixture, single deck or double deck, regardless of the manufacturer with even easier installation than before.   As an example of this new market of “re-imaging” and retro-fiting, the large Pilot/Flying J project is about to get underway across the country. This will be one of the largest project roll outs that Canada has ever seen; consisting of canopy extensions, totally new canopies, complete fascia change out, and more. All canopies are being retrofitted with LSI Crossover CRO3 LED lighting fixtures. This will be a concentrated effort by RC FORD, Webco Lighting, LSI Industries and Flexx Corp of Cambridge ON, who looks after all the canopies and fascia installations. This will prove to be a huge energy saving and maintenance-free roll out for years to come. Taking the lighting conversation now to the C-store interior, we’ve been accustomed, up until now, to fluorescent T5 and T8 lamp technology, as it be-

Many in the industry now know LED Solid-State technology has become the mainstay for maximum energy reduction with savings ranging from 20-to80%.

CONVENIENCE & CARWASH CANADA 

19


came the basic “status quo” for energy saving interior lighting.   Compact fluorescent lamps were used for pot lights and various other products that were not designed for, b u t appeared in masses, to the market place.  Both were pretty good technology for the time but then environmental issues began to enter public consciousness and the focus turned to the CFL side of the technology, as the contents of fluorescent lamps and their disposal were in question. Disposal costs became cost factors in the choices for this technology but alternatives were slim to none Until now. LED Solid-State lighting products enter the picture for basically all interior applications.  Whether you  have a drywall, T Bar, open deck or high-or- low ceilings, there is a LED product ready to deliver the same outstanding energy-efficient lighting that is easy to install and maintenance-free for the interior that you have come to know on the exterior. Recently, the lighting sector has been dealing with serious issues with the Rare Earth Crisis on the fluorescent side of the industry. You can read in more detail about this at www. edisonreport.net.This crisis  includes large price increases from the major fluorescent lamp manufacturers starting at 25% within a month, with possibly more to come.  Some will take this situation seriously while others will just carry on, but understand that we do have a sound alternative: LED Solid-State Interior Lighting. As examples of what is available for your business right now, we noted that LSI offers a solid line of LED interior lighting fixtures – ••• LED troffers for ambient lighting ••• LED high bays for recessed or higher ceiling mounts ••• LED multi-purpose for walk-in coolers and ware houses ••• LED linear for magazine racks and cove lighting ••• LED decorative pendant mount for sit down and cafe’ areas There are still several things that need to happen in order to bring LED lighting solutions to the forefront of the minds of designers and specifiers alike. One of these is educating the masses about features and benefits. Another way would be for provincial legislature to institute incentive programs for LED lighting and energy savings. Some provinces like Manitoba and British-Columbia, both offering their “Power Smart” branded programs which include specific incentives for replacing older tech20 

September | October  2011

nology lighting over to LED, have taken the lead on this issue. Both provinces have their own set of rules, procedures and approval processes, but what they share is a platform for people who are looking at upgrading their lighting situation, while being financially assisted in doing so. Both provincial programs have a rigid approval process that ensures business owners that they are being referred to proven, quality performance-driven products and manufacturers. If you are located in one of these provinces, you can refer to the following websites for more information: • www.hydro.mb.ca/your_business/lighting/index.shtml • www.bchydro.com/rebates_savings/product_incentive_ program.html Worth mentioning, Manitoba Hydro also include on their website, a few testimonials and recent customer experiences. • www.hydro.mb.ca/your_business/profiles/index.shtml Let’s hope that other provinces are taking notes.

Switch on the savings with T8 lighting. Switch to T8 lighting to: • save energy; • reduce costs; • enjoy a quiet, flicker-free work environment. T8 lighting incentives are still available. For more information, contact: Commercial Lighting Program: Phone: 360-3676 in Winnipeg or 1-888-MBHYDRO (1-888-624-9376) Email: powersmartforbusiness@hydro.mb.ca hydro.mb.ca/psfb

*Manitoba Hydro is a licensee of the Trademark and Official Mark.


Green Energy Provider Launches New Green Natural Gas Product

By Kelly Gray

Using natural landfill materials, energyrich gas injected into pipeline system gets second life as power source

In 2005, Bullfrog Power, a small green energy c o m p a n y, launched in Ontario and began offering homes and businesses a 100 per cent green electricity choice. Since the company’s launch more than five years ago, Bullfrog has expanded into five new provinces—Alberta, British Columbia, Nova Scotia, New Brunswick and Prince Edward Island— and more than 8,000 homes and 1,200 businesses across the country are now embracing green electricity with Bullfrog. By making the choice for green power, these Canadians are reducing their environmental footprint and supporting the development of new renewable generation in Canada. Businesses that are bullfrogpowered are also demonstrating to their customers that they care about the environment and are taking meaningful action on climate change and air pollution. In March 2011, Bullfrog challenged Canadians to rethink another major component of their energy use: natural gas. Conventional natural gas is a fossil fuel, like oil, and not a renewable form of energy. When homes and business-

es burn natural gas to power appliances or for heating purposes, carbon that was once stored underground is released into the atmosphere as carbon dioxide. Ultimately, relying on conventional natural gas increases the amount of carbon dioxide in the atmosphere, contributing to the global problem of climate change. Bullfrog recently launched a clean, renewable alternative to fossil fuelbased natural gas. Its green natural gas comes from decaying organic matter in landfills, like orange peels, egg shells and grass clippings. When this natural material decomposes, an energy-rich gas is produced that can be cleaned and then injected into the pipeline system. When used, green natural gas releases only the carbon dioxide that is part of the natural carbon cycle and would be produced in any event by the decay of organic waste. It is the same carbon dioxide that is needed by the next generation of plants and animals to grow. Unlike fossil fuel-based natural gas, green natural gas does not increase the amount of carbon dioxide in the atmosphere. It’s an energy source that enables businesses to use appliances and heat their facilities without con-

tributing to climate change. Bullfrog’s green natural gas product is also produced right here in Canada at a landfill gas project in Quebec—and the facilities meet strict environmental standards as defined by ICF International, a global consulting firm that specializes in environmental issues. When organizations and homes sign on for Bullfrog’s green natural gas product, Bullfrog’s producers inject 100 per cent green natural gas into the pipeline system to match the amount of gas the customer uses. No special piping or equipment is required. Many leading organizations across Canada are already choosing green natural gas for their facilities. Organizations include: Kraft Canada, Mountain Equipment Co-op, Moksha Yoga, Park Place Shopping Centre, Rocky Mountain Flatbread Company, River Café, Salt Spring Coffee, Rocky Mountain Soap Company, Left Coast Naturals and the David Suzuki Foundation. If you would like to reduce your business’ environmental impact and help take action on climate change with Bullfrog’s green energy, visit bullfrogpower.com to learn more.

CONVENIENCE & CARWASH CANADA 

21


A HINT OF When it comes to gum and mint sales, one of the surprises, is that there are no surprises…

Approximately 80 per cent of all Canadian adults use cough drops and lozenges, notes Stewart Schneider, marketing manager, TFB & Associates Limited, the Canadian distributor for Fisherman’s Friend.

The current marketplace for gums and mints is being driven by advertising, focusing on culture and lifestyle, says Scholtens.

If you are looking for products that tend to promote steady sales throughout the year, take a gander at the business that continuously moves through the gums and mints section. “Gums and mints are the epitome of convenience at a price – the now product for the me generation,” says Jack Scholtens, president of Scholtens Inc. “They are expensive and sexy. Sales are relatively steady with no high peaks or deep valleys. The traditional gums and mints are typically consumed by adults while the gums and mints with all the excitement are appealing to the young people.” The current marketplace for gums and mints is being driven by advertising, focusing on culture and lifestyle, says Scholtens. “There have been some variations on the various compositions and many innovations on the packing side,” he notes. “There is continuous product evolution building on the success of today’s successful brands. Having a wide variety and selection available is only important to the competing producers fighting for the attention of the consumer. Consumers are only interested in new product in this category if the new item is known by the partners they are trying to impress.” Scholtens Inc. offers traditional gums and mints of the conventional variety, says Scholtens. “These are tried and true and offer excellent value,” he says. “They include Cottage Country scotch mints, English mints, spearmints and wintergreen mints.” Approximately 80 per cent of all Canadian adults use CONVENIENCE & CARWASH CANADA 

23


Stocking the top selling flavours of Hall’s and Fisherman’s Friend is the key to generating a profitable cough drop section, says Schneider.

24 

September | October  2011

cough drops and lozenges, notes Stewart Schneider, marketing manager, TFB & Associates Limited, the Canadian distributor for Fisherman’s Friend. “So, just about all consumers who walk into your store are potential customers with summer allergies and nasal congestion, dry throats, and coughs and colds as the trigger for a purchase,” says Schneider. “Seasonal purchases of cough drops and lozenges peak in the cold and flu season from October through April each year with sales rising as much as 50 per cent in this peak sales period.” Cough drop sales grew four per cent to $38 million in convenience, variety and gas banner outlets and accounted for 35 per cent of the total all channel cough drop sales over the same period, says Schneider. Stocking the top selling flavours of Hall’s and Fisherman’s Friend is the key to generating a profitable cough drop section, says Schneider. “Fisherman’s Friend is currently introducing a new citrus sucrose-free lozenge,” he notes. “Citrus flavour cough drops account for 25 per cent of cough drop sales in Canada and it is the second-most popular flavour in the total cough drop market after cherry. The combination of our new citrus flavour in a sucrose-free lozenge will give consumers a really effective sugar-free product in the refreshing citrus flavour they love.” Consumers are willing to try a new product with a fla-

vour that appeals to them, says Schneider. “It is also important that they recognize and trust the brand and tend to make a decision on trying a new product based on their experience with the brand,” he says. “In our case, consumers expect and trust that a Fisherman’s Friend lozenge will be strong and effective in relieving their cough, sore throat and nasal congestion.” All cough drop products should be displayed together on the top shelf of the gum rack on a yearround basis as this is the traditional spot where consumers look for them, says Schneider. “Consumers purchase cough drops on a year-

round basis for relief of coughs, sore throats and nasal congestion and they are looking for immediate relief,” he states. “So, if they are displayed prominently and are easy to find they are a very quick purchase.” When it comes to gums and mints there is something for everyone. Whether a consumer is interested in easing a sore throat, picking up a pack of the latest product, or looking for a familiar brand to take along for the ride during a busy day, grabbing a pack of gum, mints or lozenges tends to be a rather quick and easy decision that ends up with happy customers and money in the cash register.

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Contraband Tobacco Issue in Canada:

Retailers Mobilized To End This Scourge

king the a t n o i t a i oc tores ass s e c n e i n conve ue Canadian nging iss e l l a h c a lead on CONVENIENCE & CARWASH CANADA 

25


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t th e On ta ri o m ar ke lf ha t os m al ed er nd to ba cc o co rn In 20 08 , co nt ra ba th e Qu eb ec m ar ke t of ) 1% 0. (4 s th fif (4 8. 6% ) an d tw oThe Canadian Convenience Stores Association (CCSA) is mobilizing convenience store retailers nationally to put pressure on local politicians and governments and demand real action against the scourge of contraband tobacco. From the onset of contraband, we have rarely seen such coast-to-coast momentum of retailer coordination and participation. But first, some background and perspective on the issue of contraband tobacco in Canada.

Contraband Tobacco II: A sense of déjà-vu In the early 1990s, when contraband tobacco first became a burning issue, the federal government experienced such intense pressure from retailers that it bowed to the pressure and lowered tobacco taxes. Virtually overnight, the drop in taxes eliminated the price differential between illegal contraband products and legal tobacco products which resulted in the return of customers to convenience stores. The illicit trade was crushed for several years … until the beginning of the 2000s. At the start of the new millennium, the federal and provincial governments reversed their taxation policies and more than doubled tobacco taxes as part of a new tobacco control strategy. As a result, contraband resurfaced, this time involving tobacco products manufactured on native reserves, mainly on the U.S. side of the Akwesasne Reserve, near Cornwall, ON. This second wave of contraband tobacco has been driven by four main factors: Large price gaps: Cartons of 200 contraband cigarettes in plastic bags (known as “baggies”) now sell for $11/$18 vs. $75/$110 per legal carton, with 70-to-75 percent of the selling price going to pay federal and provincial sales and tobacco taxes. Non-enforcement of federal and

provincial laws on native reserves: On the Kahnawake Reserve, just 15 minutes from downtown Montréal, dozens of illegal smoke shacks offer consumers untaxed contraband tobacco, openly advertised and displayed on shelves, in unlimited quantities, and without age verification. Authorities frankly admit they have no intention of sending police officers to native reserves to enforce the laws and to close even one of the 300 illegal smoke shacks or any of the 50 illegal cigarette manufacturing operations identified by the RCMP. Low-risk and trivialization: The public sees the buying and selling of contraband tobacco as “tolerated” or “permitted” by the State since smoke shacks do business openly and in broad daylight. “Indian cigarettes” are widely accepted and few people are afraid to show or smoke them in public, actually feeling a certain pride in paying less and avoiding government taxes. Involvement of criminal groups: Taking advantage of this windfall, some 105 criminal groups, most of them violent, set up pyramidal supply, storage, and distribution systems, which several recent police seizures were able to uncover. As the RCMP has stated on many occasions, the active involvement of criminal groups in tobacco trafficking seriously threatens national security, as they may have ties with international terrorist factions.

Store Closures By the Thousands In 2008, contraband tobacco cornered almost half the Ontario market (48.6%) and two-fifths (40.1%) of the Quebec market – an astonishing achievement. These numbers actually hide something more troubling. The infrastructure required to supply no fewer than a million Ontario smokers and 600,000 Quebec smokers on a

daily basis is so huge (manufacturing, transportation, distribution and sales) that we are witness to the birth of a genuine criminal industry specialized in the mass marketing of a product that operates with complete impunity, without State control, in contravention of the laws and shielded from heath policies. This is unprecedented. During this period, in 2009, 2,300 convenience stores closed in Canada, which represents about 10% of the network and the equivalent of six per day. In 2010, the CCSA estimated 350 store closings or approximately 1.5% of the network. Approximately three-quarters of the closings were in Quebec and Ontario, where contraband penetration was by far the highest. This establishes, without a shadow of a doubt, a causal link between the two. This is too much to bear for the convenience stores industry. Something must be done against this injustice and now!

The CCSA’s Leadership is Making a Difference From the beginning, the CCSA has been leading the fight on behalf of its 25,000 retailers. The following is a partial list of its actions undertaken since 2007 on this issue: • A Fall 2007 forum in Ottawa brought together representatives from the C-store, public safety and health industries and from each government; • A five-city tour in Quebec in Spring 2008 and Fall 2009 unveiled the study on cigarette butts near high schools; • A 28-city tour in Quebec during the provincial election campaign asked for a parliamentary commission on contraband tobacco. During this tour, the CCSA received the formal, signed support of many MNAs from all political parties; • An April 2009 speech by the Federal Minister of Revenue, Mr. CONVENIENCE & CARWASH CANADA 

27


Jean-Pierre Blackburn, before 300 representatives from the convenience store industry, resulted in a commitment to organize an advertising and public awareness campaign across Canada; • The publication of the pamphlet “Contraband Tobacco: Time for Action”; • The Spring 2010 launch of the “10%–2010 Contraband Objective” campaign in Quebec, Ontario and the Maritimes, during which 66 MPs committed to reduce contraband tobacco in their ridings to 10% by 2010; • A 25-city media tour in Ontario in Fall 2010 during which a life-size reproduction of a smoke shack with all the products offered on reserves was shown followed by a four-city media tour of Western Canada, where data from local butt studies was released; • The publication and distribution of the pamphlet “No One is Above the Law” on smoke shacks and the illegal tobacco trade; • Also during this period, 190 individual meetings organized between federal and provincial MPs and their Quebec, Ontario and Maritime convenience stores, to raise awareness of the local impacts of contraband. At present, the CCSA is building and enhancing its core team of engaged retailers, organizing activities and also meeting and training new retailers in the Maritimes and Western Canada. • In the Atlantic region, we have witnessed recent tobacco tax increases in New Brunswick and P.E.I. despite a surge in contraband tobacco seizures. The CCSA and its affiliated association, the Atlantic Convenience Store Association (ACSA), have vigorously denounced such decisions and explained the consequences of increasing the price differential between legal and illegal products. Over the next few months, meetings and media relations activities are planned to maintain pressure on the issue. • In Québec, CCSA’s affiliated Quebec Convenience Store Association (QCSA) has been demanding public hearings on contraband for several years. These have just been granted. The hearings are to be held in September 2011 in Quebec’s National Assembly, and will involve all political parties in a non-partisan fashion to determine the best course of action for the government from now on. • In Ontario, the Ontario Convenience Store Association (OCSA) is on a war path to mobilize retailers in all key ridings as the Ontario provincial elections unfold this October. These elections are a great opportunity to strengthen the contraband issue on the political agenda and obtain clear commitments from politicians. • In Western Canada, the Western Convenience Store Association (WCSA) will be meeting engaged retailers this Fall and preparing them at media relations and government relations activities tailored to their markets. Through the engagement of retailers all across the country, the CCSA is ensuring that their voice is heard … and heard loud by politicians of all parties. 28 

September | October  2011


By: Garratt Wootton

Cash is King! The importance of protecting cash flow during asset acquisition!

Many business owners dread the day they will need to replace old and aging equipment in order to keep their businesses operating. The BIG-THREE questions are WHAT should I Buy, WHY am I buying, and HOW do I pay for it? Big equipment purchases such as POS systems, C-Store control systems, gas pumps, tanks and carwash equipment all come at relatively high price-points. Often times these prices discourage owners from re-investing in their business. We all know the impact credit terms, operating expenses and inventory can have on a company’s cash flow – it is VERY important to consider the impact a large expenditure can have on your business’ operations. This was exactly the case for the owner of a convenience store and an independently branded gas station in Mississauga, Ontario. Located mid-block and one of three consumer options for fuel and

The

BIG-THREE

questions are

WHAT

SHOULD I BUY

WHY HOW AM I BUYING DO I PAY FOR IT?

convenience purchases, this station is surrounded by busy retailing plazas and residential neighborhoods. The owner of the station has been operating for 17 years and is seeing the customer demand for quick transactions continually increase; especially in the last 5 years. The majorbranded stations – Husky, Esso, Shell and Petro-Canada for the most part offer consumers a self-serve, pay-at-the-pump solution. It works in this area because of the convenience and the ease with which a customer can make their purchase – not something a staff increase can compete with. The only solution is to provide the same method of purchase that the customers demand – this requires a hardware upgrade and a substantial amount of capital investment. I am sure many owners have been faced with the decision of continuing to operate the business the same way or, to re-invest

CONVENIENCE & CARWASH CANADA 

29


in the property. In Mississauga, the decision was simple, “…in order to compete effectively, I need a better image and increase my service offering to capture the fast-paced customers in my market.”(Mississauga Station Owner). However, once he began the process, the quotes started adding up – twenty… thirty… forty… two hundred and fifty thousand dollars– it became very apparent that this was not a cheap or simple decision and all options needed to be explored – Fortunately, this business owner had the cash required to do the development – but was this the best option for him? The development is expected to increase sales and transaction volumes; which mean there are going to be two main impacts that the cash outlay could have on the future cash flow. 1) The obvious, cash expenditure means less cash in hand, and 2) Post development operations will require more inventories and this could put a strain on the ability to support supplier credit lines. Having the cash available for large purchases is nice, but in the C-store and Petroleum industries there are high inventory costs and short credit terms, managing cash flow is one of the key factors to running a successful retail operation. It is expected that it will take some time before revenues generated from the new equipment cover the cost of the equipment. This is called Payback Period. There are two big factors that go into determining payback; the cost of the asset and the expected benefit of the asset. In the example outlined above, the new pay-at-the-pump development was approximately $250,000, and the owner expected an additional $40,000 in revenues to be generated as a result of the new equipment; (Payback = 250,000/40,000 = 6.25 Years). This means that for the first 6.25 years, the profits (or savings) from the new equipment go towards paying for the equipment. While you may have $250,000 cash sitting in your bank account today; if you spend $250,000 on the equipment, and cash goes down to $0.00 – what money can you use for your cigarette supplier? fuel supplier? – or to fix the window that some kid threw a rock through. This is the cash-flow dilemma. Cash is the most valuable asset you have and it is important to manage it responsibly. “CASH IS KING”! The station owner in Mississauga understood that cash flow was the life-line of his business. Tying up his cash in 30 

September | October  2011

equipment and capital assets did not give him the flexibility to take advantage of other opportunities or deal with any complications that may arise – especially since it was going to take the business 6.25 years to recover the cash…. So… the big question is “how do I purchase equipment without affecting cash flow and the company balance sheet?” There are a number of effective ways to solve this challenge without utilizing cash reserves. Before making a large purchase, be sure to review all of your options. In my next article, we will explore one of these options in more detail – we will learn the ins and outs of equipment leasing. Always know your options! Be informed! and PROTECT YOUR CASH! Garratt Wootton, SITE Capital Inc. Manager of Financial Programs

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Blurred Lines

Value-conscious consumers are looking more widely for price and convenience when they make a purchase. C-stores are finding their share of dollars is declining as a result

A few years ago I walked into a Chapters store to buy a book. Walking through the front entrance, I was surprised to be greeted by displays of house wares like candles and plate sets as well as health and beauty products and candy before I got to the stacks of biographies and novels. The same was true at Canadian Tire where they still offer oil changes and vice grips, but have added cookware, home spas, and living room furniture. According to Toronto-based retail management consultant Anthony Karabas of PwC Canada this is a global trend called channel blurring where retailers and other businesses seek to maximize opportunities by offering a wider assortment of goods and services to those they see as their core group of patrons. “There is so much increased competition in the market that business has moved into adjacent

sectors to maintain their share of customers,” he says, pointing to operators such as Shoppers Drug Mart and London Drugs as good cases in point. Both of these chains may have started out as pharmacy-based retailers, but today offer much more with London Drugs featuring aisles of electronics and home décor and Shoppers offering food and toys in addition to its standard fare of health and beauty products. What might be called “channel blurring” is not an entirely new phenomenon in Canada, says Euromonitor Senior Research Analyst, Svetlana Uduslivaia. “The trend (channel blur) has become perhaps more notable in the last couple of years, and the recession and slow recovery might have contributed to that as well. We are seeing retailers in, for instance, home improvement segment like Rona and

Canadian Tire, expanding into pet food and packaged foods. We are seeing Loblaws seeking to build a dedicated apparel business. We are seeing Wal-Mart Supercenters continuing to move into grocery retail. We are seeing drugstores carrying more foods and adding more foods (including their own private label foods and organics).” This trend will continue, she continues, adding, that there are limitations to this blurring. “Product/brand assortment and store expertise, staff knowledge about the products, services available to customers, brand image and brand preferences, store ambiance and shopping experience will all present challenges (e.g. the same example of pet food: compare pet food buying experience in Rona, for instance, vs a pet specialist with wider product assortment, specialty

CONVENIENCE & CARWASH CANADA 

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YOU DO HAVE A CHOICE INDUSTRY UPDATE

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Scholten offers a recent CCSA study that shows that the top-selling product categories in drugstores (after health and beauty care products) are quite similar to what is sold in convenience stores. He notes that C-stores face their greatest competition with drugstores in terms of product segmentation and marketing offers. In addition, consumers purchase products in drugstores that are pivotal to the convenience store offer. Products percentage of sales growth in dollars (2009 numbers)

17 *GUM

15 *JUICE & DRINKS

8 *FRUITS, NUTS

*

*

Greeting cards, lottery

Salty snacks, confectionery, gum, chocolate, beverages (individual serving), magazines

Newspapers, candy, dairy products, beverages (multiple servings)

“While drugstores and convenience stores offer many similar products, discount retailers, clubs and mass merchandisers seem to benefit from the competition on price, choice and variety. In fact, in 2009-2010, discount retailers, clubs and mass merchandisers cornered more than 33% of the revenues in grocery and pharmacy products, with a growth far superior to that of the traditional supermarket, grocery store and convenience store networks.” (CCSA) 2010 Sales growth of the different channels

1

*CHOCOLATE

10

-3

*SOFT DRINKS

30% 20% 10%

*

14.2% 9.6% 5.1% 3.5% 2.6% 2.2% 2.0% 0%

*Gas stations

*MILK

4

Percentage of consumers who purchase these products in drugstores (CCSA)

*COOKIES

4

*BOTTLED WATER

12 *SNACKS

4 *CONFECTIONERY

*Specialized food stores *Retail trade *Alcoholic beverage stores *Food stores

*Supermarkets and grocery store

*Health & personal care product stores

*Convenience stores

brands, services, and staff knowledge of the products). “Proverbial one-stop shopping convenience can only take a retailer so far in attracting more customers and increasing the average size of a shopping basket. Also, building customer awareness, trust and loyalty takes time. It will take effort and investment to drive sales.” Alex Scholten agrees. Scholten is president of the Canadian Convenience Store Association (CCSA), an organization that represents and ad-

vocates on behalf of the over 25,000 convenience store retailers in Canada. “For several years, we have seen a growing similarity in the competitive tools used by the different categories of retailers involved in the large-scale food distribution sector: extended business hours (supermarkets, drugstores); opening of new sites (clubs, discount stores); broadening of the product line offered (drugstores, alcoholic beverage stores); added services (supermarkets). Promotions, sales and discounts of all sorts are CONVENIENCE & CARWASH CANADA 

33


Clare Nishikawa, a convenience and gas specialist with Nielsen, concurs with Scholten’s assessment of the drug channel competitive position in relation to the convenience channel. “With increasing store counts, longer opening hours, continually updated environments and a greater focus on food, drug retailers are giving shoppers a very valid option for their ‘convenience’ trips.

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omnipresent, in all of the networks. “These players are targeting the same consumers and will use any strategy to try to attract them. In this buyers’ market, customers are rulers and masters, and their loyalty is severely tested. “ Clare Nishikawa, a convenience and gas specialist with Nielsen, concurs with Scholten’s assessment of the drug channel competitive position in relation to the convenience channel. “With increasing store counts, longer opening hours, continually updated environments and a greater focus on food, drug retailers are giving shoppers a very valid option for their ‘convenience’ trips. As drugstores increase their prevalence, convenience store counts continue to decline, such that the national difference in banner store counts has dropped by nearly a thousand in the last five years.” Further, she remarks that the drug channel is outpacing convenience in dollar and/or unit growth in seven of the top eight categories in the convenience channel. Here, Alex Scholten offers that the answer may lie in the demand for greater value in shopping. “Since the recession, we have heard very strong messaging from consumers that their new ‘value’-focused shopping habits are here to stay. Consumers will not shop in a channel that they fundamentally believe to

be more expensive. When surveyed, nearly 60% of consumers rated the convenience channel as ‘significantly more expensive’. This has always been a challenge for the channel, but has an ever-greater impact on two counts: shoppers have an increasing number of options today, and they are now even more price-sensitive,” he says. According to Scholten, C-stores can further compete with other channels by better showing core strengths. For example, C-stores offer proximity that provides a very local approach to customers, staff that are knowledgeable about store products, and service is fast for timcrunched patrons. “These

competitive advantages will only come into play if the pricing at C-stores is at a level that is not deemed by consumers to be overly high – we can certainly charge a premium for convenience but that premium cannot be so high so as to discourage shopping at C-stores. Looking forward, Scholten concludes that price premiums must be realigned and competitive pricing must be communicated if shoppers are to be tempted back into the channel. Once they return and discover the benefits of the shopping experience it’s up to retailers to hold the attraction with a winning assortment of products and fast friendly service.

orders@greatcanadianmeat.com

Phone: 800 871-7770 or www.greatcanadianmeat.com


Relaxation Drinks:

By Paul Fuegner

A Growing Industry to Help People Take it Easy With so much emphasis on drinks to help you get up and go, a new, relatively untapped market is emerging for drinks that help you sit down and stay… Don’t mind the aggressive end-aisle displays of Monster and the Red Bull Mini Cooper, zipping around, handing out free cans… An alternative to energy drinks has breached the market, and although sales have been fast-paced, these functional beverages have been slowing consumers down. There is no question that relaxation beverages and liquid sleep aids are gaining traction among consumers in Canada, as they are elsewhere around the world. We live in an on-the-go society, which is why energy shots have grown into a huge category. And it’s there that lies a tremendous opportunity in alternatives to all those energy drinks by helping people relieve tension and relax. In fact, these “anti-energy” drinks are among the most rapidly growing sectors of the beverage industries. In 2010, it was reported by Zenith International, a beverage research group, that more than 22 million cases – or about 36 million gallons – of relaxation drinks were sold. Whether it’s a sign of increased stress among consumers, or an outcry against the harmful additives in many popular energy drinks, relaxation drinks won’t be going anywhere anytime soon. Consumers have turned to relaxation drinks, such as iChill, Quebec-based Slow Cow, and Marley’s Mellow Mood for different reasons. In

addition to de-stressing and easing their minds, many are turning to these beverages to aid in sleep. Typically, sleep and relaxation aids come in prescription narcotics or OTC pills, syrups or medicines, which are expensive, taste awful and can run a risk of dependency. Instead, consumers have switched to relaxation beverages as a safer, non-addictive solution. And while consumers are becoming more health-focused, so are drinks they consume. In fact, a majority of relaxation beverage creators are turning to botanical ingredients to help people calm down, including Valerian (promotes relaxation without drowsiness), Passionflower (reduces anxiety), Rose Hips (an anti-oxidant), Chamomile (stress-reducer), in addition to others, like Melatonin, which acts on sleep promoting hormone receptors. Additionally, many relaxation beverage creators have omitted caffeine and sugar all together in order to provide the best quality product to their consumers. Zenith expects to see sales of relaxation beverages grow 20 percent by 2013, a good stat for consumers looking to spend some quality time with their sofas after a long day in the office. Paul Fuegner is CMO of ViVa Beverages/Marley’s Mellow Mood CONVENIENCE & CARWASH CANADA 

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Retail Systems Integration

By: Gray Taylor

Winning the Supply Chain Game Through Standards Numerous books and articles have been written about Walmart’s rapid rise to dominance; from one store in the 1960’s to the world’s largest retailer in 40 years; decimating old names like Sears and Kmart along the way. A common theme in all of these works is the importance of supply chain mastery to Walmart’s success, and the role that IT played in establishing this mastery. Walmart invests over $1b (US) per year in supply chain systems – the single largest non-government consumer of technology. And this is just to keep ahead of competition!

So what does this mean to a convenience store? Granted you do not compete (much) with Walmart, whose proposition is the opposite of convenience stores; price over convenience. But it is important to understand how technologies and processes pioneered by Walmart are finding their way to even the smallest retailers, and are becoming important to survival in the technology age, as market borders continue to blur.

How does integrated retail technology affect your competitive position? We now know that product outages 36 

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will turn away habitual customers, and supply chain management is all about product availability. One major oil company saw a double digit increase in per store profitability directly attributable to simply reducing tobacco product outages through automated inventory processes enabled by an integrated “POS to supply chain” system. In fact, numerous studies have shown that as few as 3 instances of a consumer not being able to purchase their brand preference – of any product category – is enough to drive them down the street to your competitor. Inventory mix is another critical element of succeeding in the convenience supply chain game. Unlike Walmart, your store has a very finite and valuable space from which to maximize profits. If you are not replacing the bottom 10% or 15% (as determined by gross margin dollars contributed) of your inventory, you will never achieve maximum profitability. Also, if you are allowing your vendors to set your merchandise mix, know that you have lost control or your store, and are only maximizing their profits. Regaining control of inventory mix can only be achieved through item movement data from


your POS interacting with inventory and costing data from your back office. Systems interaction and data exchange is the core element of how systems enable you to win at the supply chain game; and create a strategic advantage over your competition. But not being the scale of Walmart, or any other big retailer, creates the problem of how to integrate your POS and back office; and then your vendor’s systems. This is where data standards become critical. Data standards are like sheet music to an orchestra. Each musician knows how to play its part, but the score creates the common guidance that is the difference between beautiful music and just noise. In the retail environment, each vendor is selected for its competence in system segment–POS, back office, fuel dispenser – but their support of standards allows these segments to “play together”. U.S. convenience retailers recognized the value of industry standards in the mid-1990’s when they tasked NACS with establishing the Technology Standards Initiative, which eventually grew to be the Petroleum and Convenience Alliance for Technology Standards (PCATS). Over its 15 year history, PCATS has established data exchange standards such as POS to Back Office, Back Office to Lottery, POS to Payment System, POS to Fuel Price Sign and Store Systems to Loyalty Program, to name a few. The end result is convenience retailers, through selecting from the many vendors who support PCATS standards, enjoy the same highly integrated systems advantages of larger retailers, at a fraction of the integration cost. PCATS also provides a forum for IT professionals and thought leaders in the convenience market to network, exchanging ideas and best practices related to IT and operations. These “knowledgeable connections” enable the retailer to reduce consulting expenses while boosting value to the organization – large or small. The connections enable smaller operators to “think big”. It is a certainty that the convenience and petroleum retailer will increasingly compete with adjacent retail segments, as they look to take a piece of the convenience market. Most of these competitors will be large players, expert in winning the supply chain game. Convenience retailers need to take the initiative – now–to be just as expert through process change, systems integration and adoption of standards. Author: Gray Taylor, Executive Director, PCATS & Consultant to NACS, gtaylor@pcats.org , +1 512 508 3469 About PCATS: The Petroleum Convenience Alliance for Technology Standards (PCATS) is a non-profit organization devoted to the development, maintenance, and implementation of standards, education, and best practices for the convenience store and petroleum industries. The origination began as a Technology Standards Project of NACS, later spun into PCATS as a stand-along organization in 2004. Members of PCATS collaborate on key industry challenges and initiatives, the group’s work efforts really do influence and prioritize the future direction of technology within the convenience retailing and petroleum marketing industry. www.pcats.org

THE TOP SOURCE FOR QUALITY REPLACEMENT KEYPADS AND OVERLAYS

PERFORMANCE INK Ph: 803.748.1000 Fax: 803.783.6947 sales@performance-ink.com www.performance-ink.com CONVENIENCE & CARWASH CANADA 

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Sodium in the Snack Aisle By Natalie Laframboise

That can of veggie juice is oh-so-good, but wait! Do you realize you just how much salt your daily intake can stand? Here’s a few tips to help you avoid turning into the proverbial pillar.

Health Canada recommends no more than 1,500 mg of sodium per day for most adults. Alarmingly, Statistics Canada has shown that the average Canadian consumes approximately 3,400 mg of sodium daily

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When you are on the go and need a quick, convenient snack to tie you over, it may be tricky to find something healthy. Convenience stores offer a large selection of tempting, ready-to-eat snacks. When you are choosing between a bag of potato chips or a package of trail mix, the sodium content might not be the first thing on your mind. Sodium is a mineral found in salt. It’s the sodium in salt that can be harmful to our health. Most of the sodium (or salt) in our diet comes from processed foods and snacks, rather than table salt as it once did in the past. Sodium is often added to foods during processing to improve flavor and aid in preservation. Health Canada recommends no more than 1,500 mg of sodium per day for most adults. Alarmingly, Statistics Canada has shown that the average Canadian consumes approximately 3,400 mg of sodium daily Men, women and children are equally at risk for high sodium intakes. There is significant scientific evidence that a high sodium intake increases one’s risk of high blood pressure, which can lead to heart disease, stroke and kidney disease. To help Canadians maintain and improve their health, Health Canada established the Sodium Working Group (SWG) in late 2007. The SWG created a national strategy and several recommendations to reduce sodium intake among Canadians (www.hc-sc.gc.ca/fn-an/nutrition/sodium/ strateg/index-eng.php). Meanwhile, all Canadians are encouraged to take their own steps to reduce their daily sodium intake. To help you “un-salt” your snack foods, here are three easy strategies:

1. Select lower sodium or sodium-free alternatives more often. Snack foods that are usually high in sodium include : chips, pretzels, popcorn, salted nuts, crackers beef jerky and pepperoni sticks, instant noodles prepared soups, nachos with cheese sauce, muffins and baked goods To reduce your intake, choose lower sodium alternatives such as milk and fortified soy beverages, yogurt, unsalted nuts, granola bars and products labeled “low sodium” or “no added salt”. Fresh fruit, vegetables and water are also naturally sodium- free. 2. Be mindful of your portion sizes. Choosing smaller snack portions is a simple step to reducing your sodium intake. Keep in mind that the serving size on the Nutrition Facts table may not equal the actual portion in the packaging. 3. Watch out for “hidden” sources of sodium. Sodium can be found in some unlikely places. For example, sports and energy drinks, vegetable cocktails and tomato juice are high in sodium. Read the Nutrition Facts table and compare products to make the best choice. You can use the % Daily Value (%DV) on the label to compare products and to see if the food has a little or a lot of sodium. Remember 5% DV or less is a little and 15% DV or more is a lot. Reducing your sodium intake from snack foods is a good start to better health and wellness. The snack aisle features many foods that are naturally low in sodium or sodium-reduced. To learn more, please visit HealthyFamiliesBC at: www.healthyfamiliesbc.ca/healthy-eating-reducing-sodium.php or Health Canada at www.hc-sc. gc.ca/fn-an/nutrition/sodium/index-eng.php. Natalie Laframboise is Policy Analyst, Population and Public Health, BC Ministry of Health.


True North: C-Stores in the Land of Fire and Ice

By Carter Hammett

It may be a country marked by recent geological and economic disasters, but Icelandic C-stores keep carrying on and prove to be a go-to destination for…dinner

We stand, wordless for a while, simply taking in speech-stealing scenery until finally, my buddy Ross speaks. “Hand me a Skyr”? I reach into a duffel bag and pass him a container of the popular fermented dairy product. But please, don’t call it “yogurt”. Locals take great offence if you do. Readily available across Iceland, Skyr has been recommended as a great protein to lug with us on daytrips, and the locals have been right. We’ve managed to pop into any number of C-stores, along the famous Ring Road, which frames the entire country, and find it in numerous flavours at almost reasonable prices. And more than any volcano or glacier we’ve tackled, it’s the prices that are killing us!

Story and pictures by Carter Hammet

Your perspective on things changes just a little when you happen to be staring down on life from the top of a volcano. Well, okay, not an active volcano, but one that is said to have exploded 2500 years ago and left quite an impact on the surrounding landscape. We’re standing on the edge of the crater on Hverfell, a so-called tephra ring in Iceland’s famous Myvatn region. Rising 463 metres above the ground, and with a diameter of 1000 metres, Hverfell has been an exhausting and exhilarating climb. The huge, yawning, near -symmetrical hole frames stunning views of the surrounding landscape that includes the hot spring –fed natural baths 2km away as well as a sun-kissed picture of Lake Myvatn.

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It’s a little ironic then, that so much of Iceland’s population flocks to the local C-store for...dinner! Indeed, C-stores are a slightly different breed of animal in Iceland, often combined with gas stations and cheap restaurants, that sell the standard hamburgers, chicken fingers and pop, which gets pretty tedious pretty quickly. Often there are other choices on the menu, like the famous lamb soup—which can range anywhere from seven-to-$15, depending on where you stop--and places like Olis or N1 gas stations quickly become a go-to consideration when sourcing cheap—by Icelandic standards—places to eat. Icelanders are also a coffee loving bunch, and cappuccino and espresso are widely available in C-stores wherever we happened to travel. One impossible-to-ignore feature were the number of Quizno’s submarine shops, which signed a deal with Olis in 2007. The two major gas stations in Iceland are Olis and N1, both of which offer virtually identical services, including car washes at almost every location. With 115 outlets, N1 is the bigger company, compared to Olis’ 60 outlets. Both brands offer comprehensive parts and service, but filling up will likely set you back about $90—yes, it’s that expensive!—although a number of self-service brands like Ego and Orken offer cheaper alternatives to full-service. The biggest convenience store chain in Iceland is 10-11, which could give Mac’s a run for its money. Similiar to many C-stores here in terms of merchandising and layout, the stores nonetheless do offer some key differences, the most obvious being the sale of alcohol in most outlets. Light beers with alcohol content of two percent or less are allowed to be sold in C-stores, but wine is forbidden unless sold in a location that includes a restaurant with a minimum of 25 seats. C-stores also do a bang-up job of catering to tourists with wide selections of generic caps, tees, fridge magnets and coffee mugs in attractive and large displays, strategically placed for impulse buying. Another area where C-stores seem to excel is in bulk goods. Often, entire walls were dedicated to plastic bins filled with chocolate, sugar-studded candies, pretzels and other measure-and-go items. Local brands are also fairly popular in C-stores too and some of these are broadening their markets. Earlier this year, Icelandic Water Holdings announced a deal with retail giant Circle K to distribute its natural spring water brand, Icelandic Glacial, throughout the US. And like North America, Icelanders love their lottery games and Lottery Iceland is the main regulating body that governs the area. Some of the games are played right across Europe, and with the availability of online lottery tickets through agencies like The Lotter, virtually anyone can purchase tickets anywhere in the world. Interestingly, Vikingalotto claims to be the world’s first multinational lottery. Operated by six national lottery companies throughout Scandanavia, the Vikingalotto is

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far-and-away the most popular lottery game in the region and a record $105 million was won via this game in 2007. But C-store culture is not immune to issues that challenge Canadian businesses either. As recently as July, Icelandic lawmakers were considering a proposal to ban the retail sale of cigarettes and make them a prescription-only product. Introduced as a private members’ bill, smokers would need a valid medical certificate to buy tobacco products, which would only be available from pharmacies. These “patients” would also need to submit to regular health checks. Former health minister Siv Fridleifsdottir, who introduced the bill was quoted as saying the country needed to “wake up” to the dangers of smoking. This, despite the fact that Iceland has one of the lowest smoking rates in the world, with only about 15 percent of the country regularly sucking on the weed. Compare this to Canada, where almost 30 percent of an unenlightened population still lights up. It’s impossible to write of any kind of business in Iceland without at least mentioning the economic meltdown that occurred a few years ago. Still reeling from its effects, Iceland’s massive dependency on fishing and imported goods has always meant relatively high prices, and an economy at risk of fluctuation. This was no more evident than in September 2008 when the entire economy was wiped out, spurred on in part by the far-reaching effects of the recession; in part by the fact that much of the country’s wealth was built on debt. The major banks’ liabilities were about 10 times the country’s annual GDP. Despite hefty loans from the International Monetary Fund and bailouts from Scandinavian neighbours, Iceland’s household incomes fell by a serious 25 per cent. In rapid succession, then-prime minister Geir Haarde resigned to be replaced by Johanna Siguroardottir, who, in addition to being the world’s first openly gay prime minister, promptly applied for EU membership in 2009. In June, Iceland’s economic policy underwent its latest review and determined that the krona was stable, the economy was gradually recovering, debts were gradually being repaid, although the country still suffers from a fairly high level of unemployment. As of this writing, EU membership is still pending and the krona retains its status as Iceland’s currency even as prices continue to be prohibitive. Tourism shows no signs of slowing down. A vibrant Reykjavik nightlife, a plethora of geological curiosities and a fascinating folklore are more than sufficient to entice even the most timid of tourists, if for nothing else, a fulfilling stop en route to mainland Europe. It is one of the cleanest and safest countries in the world. Still, even Iceland isn’t entirely removed from the world’s craziness. The day I arrived, the country was in mourning over the awful bombing that occurred in next door Norway. But right now, all that chaos seems so far away, as we sit, tucking into our Skyr and enjoying the view with our legs dangling over the edge of the world.


Playing the Contract Blues When it comes to contracts, understand 계약서 서명시에는 내용확인 후 서 what you are signing! It may come back to 명해야 피해 방지가능 haunt you later! 아침 저녁으로 이제 제법 선선한 날씨가 느 It has gotten cooler in the morning and 껴집니다.가을이 시작되면서 들려오는 소식들 evening. As autumn begins, we hear gloomy 이 그리 밝지는 못한 것 같습니다.글로벌 경기 news. The global economy is not pulling out By John Bok, UKCIC 침체가 이제 물러갈 때도 되었는데 아직도 세 of the sloughs of stagnation, and we seem to President 계의 경기흐름은 한치 앞도 내다볼 수 없는 양 see no further than our noses. 상으로 흘러가는 것 같습니다. Furthermore, due to the unseasonably warm tempera더구나 올해 여름은 이상기온 탓인지 서부는 매일 연 tures during this summer, it rained every day on the west 속되는 비가 고국의 장마처럼 뿌리고 동부는 열사를 연 coast like the rainy season in Korea, and extremely high 상케 하는 기온으로 예상보다 매출면에서 상당한 감소가 temperatures occurred on the east coast as well. Accord- 있었다는 공급사의 전언입니다. 지역별로 차이는 있습니다만 고용지수나 실업지수가 ing to a supplier, these unseasonable temperatures have caused a significant downturn in sales, well below our 그나마 희망을 줍니다만 이웃나라 미국의 경기가 미로를 헤매는 과정에서 캐나다 경기도 따라서 움직이는 것 같 projections. Although there are regional differences, employment 습니다. 이럴 때 일수록 지출을 최소화하여 우리의 사업이 장기 projections indicate some hope, but the Canadian econ적인 불경기를 견딜 수 있도록 하여야 할 것입니다. 특히 omy seems to have an interdependent relationship with 여러 회원분들이 사용하고 임대료 또는 수수료를 지불하 the stagnating U.S. economy. 는 POS, ATM, Bank, 전기 및 기타 공공 요금 등을 면 We can weather the long-term recession by minimizing 밀히 검토하셔야 합니다. expenses. You should check rental fees or transaction fees 회사마다 계약서 및 사업장별로 차등을 두어 폭리를 취 that you pay for POS, ATM, bank, electricity, and other 하며 또는 계약을 조금이라도 위반할 시엔 엄청난 벌금 utilities in detail. 을 징수하거나 강제로 징수당하는 사례들이 발생하고 있 There are instances where companies make unreason- 습니다. 계약서 서명시엔 반드시 전문가에게 의뢰하여 본 able profits by applying different rates on differentiated 인이 무슨 조건에 서명하는지 알아야 할 것입니다. 특히 types of contracts and businesses. If the small business 계약서 내용이 복잡하고 아주 미세하며 이해 못하는 귀 owner violates the contract even a little, the company may 절이 있다면 일단 의심하고 그 조건이 조금 훌륭하여도 impose a hefty penalty or collect the penalty by force. 차선의 선택을 하심이 유리할 수도 있습니다. 본인이 경험한 바에 의하면 어느 회사의 계약서는 전면 When signing the deal, make sure you understand the 에 서명하고 뒷면은 읽기가 힘든 색상의 종이에 비슷한 contract terms by consulting a professional. If you face 색깔의 아주 작은 글씨체로 인쇄되어 돋보기가 없이는 a complicated, incomprehensible clause in the fine print 읽을 수 없고 또한 내용이 복잡하고 이민자가 완전 숙지 which seems positive, doubt the intent, and choose the 하기엔 불가능한 조건들이 기술되어 있습니다. 아마 이 second- best option. That action may be favourable to 조건들은 변호사가 아니면 읽을 수 없고 이해가 안되는 you. 것들입니다. 이에 귀찮아 서명시엔 사업체가 양도된 뒤 In my own experience, I once had to sign on the front 에도 계약기간동안 책임을 져야 하는 조건들입니다. page of a contract, while the back page was all in small 계약서는 간단하고 그 기간은 짧을수록 좋을 것입니다. print, similar in color to the background. The print was too 지난 삼십년을 사업하면서 여러 종류의 계약서에 서명을 small to read without a pair of glasses, and the content 하였습니다만 최근에는 이상한 조건등을 삽입시켜 한번 of the contract was too complicated for an immigrant to 서명 후엔 영원히 빠져나갈 수없는 경우도 있다는 것을 fully understand. Perhaps these kinds of terms are hard to 알려 드립니다. 계약하는 회사가 킅수록 좋은 것은 절대 read and understand without legal interpretation. If you 로 아닙니다. 회사가 클수록 계약조건은 까다롭고 탈퇴가 힘들며 벌칙금은 과중합니다.그리고 POS 장비들은 해가 sign the contract without understanding its content, you 지날수록 보안이 강화되어 매년 법과 장비가 교체됨으로 may be financially responsible for the entire period of the 비싼 가격을 지불하고 구입시2-3 년뒤엔 무용지물이 되 contract even after you have sold your business. 곤합니다. 어떤 경우에는 저렴한 가격의 렌탈이 좋을 수 A good contract is a simple document with a shorter 도 있으며 항시 기간이 3 년을 넘지않게 계약을 하는것 time frame. I have signed a variety of contracts during the 이 바람직 합니다. 이러한 정보는 제가 사업에 임하면서 last three decades in business, and recently encountered 경험한 일들과 이웃 그리고 지인들의 경험을 토대로 기 a weird contract with unreasonable terms that lasted for- 술한 것으로서 각 사업체마다 다를 수도 있으므로 참고

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ever after signing. Making a contract with a “big” company does not guarantee success. The big company has meticulous contract terms which are hard to exit, as well as a hefty penalty. For example, it may be more economical to lease equipment, rather than purchase it. It is always desirable for you to make a contract that lasts three years or less. The association will move forward with a plan of promoting continuous communications with provincial and federal government officials. Through these contacts, we will report our challenges--such as contract terms that are favourable to major companies--and we will make a recommendation to the government after collecting complaints from members. Please email us your suggestions, experiences, etc. Respected members, we are weak and beneath notice as individuals, but we are powerful when we unite. I have told you several times, but I am telling you again. We should join our forces instead of breaking them up. The break up leads to the self destruction of small business owners. I believe that nationwide members’ united power and effort will lead the way. Let’s combine our efforts and work hard! John H. Bok U.K.B.A. & K-C.C.C.I.C. ukbaofcanada@yahoo.co.kr

로 받아들이시기 바랍니다. 이는 불경기에 우리들의 비 용을 절감하고 현명하게 모든 계약서에 서명하심을 돕 기 위함입니다. 총연합회는 계속하여 연방과 주정부의 정치인들과의 대화를 추진하여 소상공인들이 편파적으로 불리하며 대 기업에 유리한 계약조건 등 우리가 겪고 있는 애로사항 을 모집하여 고발하고 건의할 예정입니다. 회원 여러분 의 조언과 경험 등을 이메일로 연락 주시기 바랍니다. 회원 여러분, 우리들의 개인의 힘은 작고 보잘 것이 없습니다. 하지만 힘을 집결하면 그 위세는 대단합니 다. 제가 수차 말씀드립니다만 우리의 힘을 분산시키지 말고 합하여야 합니다.우리의 분열은 곧 자신과 소상공 인의 자멸로 이어집니다. 전국에서 수고하시는 회원여 러분의 응집력과 노력이 우리의 나아갈 길을 안내해 주 리라 믿습니다.우리 모두 힘을 합쳐 노력합시다. 복 종한 John H. Bok 캐나다 한인 상공인 총연합회 회장 U.K.B.A. & K-C.C.C.I.C. ukbaofcanada@yahoo.co.kr

자신있게 권해 드립니다. 연료 펌프에서 EMV 칩과 최선의 투자로 찬란한 미래를사용하는 비밀번호를 최선의 투자로 찬란한 미래를 카드 결제 가능

FlexPay 결제 시스템은 귀하가 어디에서든지 지불할 수 있게 해주며, 앞으로 EMV 칩과 비밀번호 사용 결제도 가능합니다.

VANCOUVER I NANAIMO I EDMONTON I CALGARY I SASKATOON I REGINA I WINNIPEG I MISSISSAUGA I OTTAWA I MONTREAL I MONCTON I DARTMOUTH I ST.JOHN’S 778.588.7635 250.264.6543 780.466.2171 403.735.1103 306.665.0223 306.721.1030 204.633.8569 905.670.8863 613.224.0685 514.355.2366 506.861.1010 Convenience and Carwash June 2010 EMV NEE_Korean.indd 1

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902.468.7342

709.747.0015

6/10/2010 9:17:51 AM


편의점내 현금 자동 인출기 설 치는 이제 필수

By Kelly Gray

현금 자동 입출금기 (ATM)는 현금이 즉시 필요한 손님 들에게 단순한 편리함 이상을 제공한다. 이러한 현금자 동인출기는 장래를 대비하는 편의점 운영자가 꼭 갖추 어야 할 이익의 중심점이 되었다.

현금 자동 입출금기 (ATM)는 캐나다인들의 일 상 생활의 일부가 되었다. 사 실상, 이러한 기계들은 널리 보급되어 캐나다인은 세계에 서 가장 많이 ATM을 사용한 다. 이러한 이유로Buchans 에서Barkley Sound까지의 모든 편의점 경영자들이 추 가의 매상을 올리고 업소 내 고객에게 제공하는 서비스를 강화할 수 있는 기회가 현 금 자동 입출금기에 있다. 참으로 현금 자동 입출금기 (ATM)는 편의점이 꼭 갖추 어야 할 서비스로 고려되는 6개의 최첨단의 기회를 제공 한다. 확실한 첫번째의 편리 한 요인은 은행과 신용 조합 의 계좌가 제공하는 즉시 쓸 수 있는 현금이다. 현금 자 동 입출금기는(ATM) 또한 현금 입출기의 업소 내 존재

가 잠재적인 고객이 현 금이 필요할 때 먼저 경쟁업 소에 가지 않는다는 것을 의 미함으로써 손님의 수를 증대 시킨다. 이러한 손님들은 또 한 업소 내에서 돈을 더 많이 쓴다. 7/Eleven사에 따르면, 편의점 내의 현금 자동 입출 금기(ATM)에서 인출된 달 러의 60퍼센트는 편의점 내 에서 사용된다. 현금 자동 입 출금기(ATM)를 소유하거나 리스하는 업소들은 또한 라인 설치비 및 전기료같은 최소비 용을 제외하고 기계 사용으 로 발생하는 특별요금을 100 퍼센트 받는다. 게다가 편의 점 경영자들은 단지 현금만을 받음으로써 회수 불능한 부 채를 줄일 수 있다. 수표를 지 불 금액으로 제시할 수 있었 던 손님들은 이제 현금 자동 입출금기(ATM) 인출을 하

여 현금으로 지불하도록 안 내될 것이다. 마지막으로 경 영자들은 쉽게 수천달러에 달하는 수수료인 Interact이 나 크레딧 카드의 수수료를 내지 않음으로써 돈을 절약 할 수 있다. 이러한 이유로Mid Island Co-op 사의David Hoy씨 는 그 장점을 칭찬한다. Hoy 씨는 13개의BC 내의 체인점 의 총괄 책임자이다. “내 경 험은 90년대로 돌아 간다,” 그는 초기에는 2만 달러 대 였던 기계 비용이 지난 수 년간 엄청나게 가격이 낮아 진 것을 주목하라고 말한다. 오늘날 현금 자동 입출금기 (ATM)는 2천달러에서 3천 달러 정도 한다. 그는 현금 자동 입출금기 는 업소 내 제공되는 상품 및 서비스를 완전히 갖추는 데

CONVENIENCE & CARWASH CANADA 

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Canada의 현금 자동 입출금기(ATM) 현황 *15,950 대의 은행 소유의 현금 자동 입출금기(ATM) *+35,000 대의 비은행 소유의 현금 자동 입출금기(ATM –흰색 상표) *+571,000개의 Interact협회의 판매 시점 정보 관리 단말기/ 데빗카 드 (POS/ Direct Payment)를 사용할 수 있는 업소 부록 기사 2 Interac협회는 모든 현금 소유주들을 일정한 기준에 따라 낮은 위험 성 또는 높은 위험성을 가진 것으로 분류할 것을 최근에 명령했다. 이 는 다음과 같다: • 낮은 위험성을 가진 현금 소유주: 신원 조회가 필요 없다. 최대 4대 의 현금 자동 입출금기를 소유하고 일일 총액 5천달러미만으로 이 기계들을 채운다. • 높은 위험성을 가진 현금 소유주: 낮은 위험성의 필요 조건을 충족 시키지 못하는 자 • 현금 소유주. 25%이상의 의결권을 갖는 주식을 가진 소유주,공동 출자자, 또는 이사 또는 현금 자동 입출금기(ATM) 계약에 이름이 명시된 모든 당사자의 신원 조사가 필수임. • 자금 출처 신고서: 모든 현금 자동 입출금기 (ATM)에 필요하다. 비준수의 경우 무거운 벌금이 부과되며 내용에 대한 감사를 받아 야 한다. • 처음의 증거 서류의 수집 • 모든 높은 위험성을 가진 현금 소유주들은 2010년 2월 28일까지 완전한 증거 서류를 갖추어야 한다 • 기존의 낮은 위험성을 가진 현금 소유주들은 2012년 2월 29일까 지 증거 서류를 갖추어야 한다 • 법규 비준수의 결과: 공유 현금 제공(SCD) 서비스의 차단

적합한 필수의 서비스로 항상 간주되 어 왔다고 말한다. “현금 자동 입출금 기는 더 많은 손님을 업소 내로 유치하 고 우리 업소를 서비스 센터로 알리는 역할을 한다. 예를 들면 우리는 복권 을 판매하며Mid Island 에 있는 업소 에서는 쓰레기 꼬리표 같은 제품을 판 매한다. 현금 자동 입출금기(ATM)는 거래할 때마다 돈을 벌게 하는 딱 맞는 서비스라는 것이다,”라고 그는 말한 다. 그는 또한 Mid Island 내의 업소들 은 사용수수료로 한 번에 보통 약 2달 러를 부과한다라고 하며 연간 그 액수 가 꽤 된다라고 말한다. “기계가 차지 하는 공간과 기계 설치로 발생하는 수 입을 고려할 때 경영자에게 업소 내에 꼭 갖추어야 할 기계가 된다,”라고 그 는 말한다. 돈에 관련하여, 외딴 지역이나 심지 어 주요 중심지에서 사는 사람들도 다 른 캐나다인들이 당연하게 생각하는 금융 부문에서 동일한 수준의 서비스 를 받지 못한다. 다행히도Slave Lake Winks 의 경영자인 Jesse Roberts씨 에게, 이는 추가의 판매 및 수익을 의 미하는 실속있는 틈새시장으로 입증 되었다. Roberts씨는 약 7년 전에 인구 6천

WWW.JACKCASHATM.COM 전화 780-479-1005 휴대전화 780-222-9848 이메일 JACKCASHATM@LIVE.CA 44 

September | October  2011


명의 소도시에 개업한 2천 평방피트 규모의 업소를 경영한 다. 업소 내에는 12도어의 음료 냉장고 내의 다양한 종류 의 음료를 포함하는 통상적인 다양한 제품이 있다. 약간 다 른 것은 업소가 송금 및 현금 자동 입출금기(ATM)와 같 은 금융 서비스에 얼마나 의존하는 지의 정도이다. “우리에게 있어서 다른 업소들과 담배, 복권, 및 음료 가 판매 1,2, 3위인 점에서 유사하지만 필리핀에 송금하는 장소인 우리 업소에서 송금과 같은 종류의 비즈니스가 약 40%를 차지한다,” 라고 Roberts씨는 말한다. 그의 업소 내에 현금 지급기가 설치되어 있으며 지역 사회 내의 외딴 지역에12 개의 Cash ‘N Go ATM을 제공한다. “여기에서는 은행은 빨리 문을 닫으며 우리 업소는 수 표를 현금화하고, 송금을 하며 요금을 내거나 은행 계좌 에 접근할 수 있는 몇 개 안되는 동종의 업소 중의 하나이 다. 이는 다른 편의점보다 수입을 많이 추가하는 부분으 로 입증되었다. 사람들이 들어 와서 현금을 인출하여 담배, 우유를 사거나 영화를 빌린다,”라고 그는 말한다. 그는 Money Mart 와 같은 암시장의 은행들은 현금보다 데빗 카드를 제공하는 것을 선호하는 것을 지적한다. “사람들 이 단순한 삶을 좋아 하고 손에 현금을 갖고 있는 것을 선 호하는 여기 북부 지역에서는 통하지 않는다.”

Quebec주가 AML 법을 시작하다 이제 단속자들은 은행이 아닌 곳에서의 금융 거래를 주 의깊게 감시하기 위해 기획된 새로운 법률을 제정하여 규 제하고 있다. ‘흰색 상표’의 현금 자동 입출금기(ATM) 로 알려진 부문의 성장은 돈세탁을 억제하는 데 관심이 있 는 자들에게는 우려가 되는 사안이었다. Quebec주는 법률 을 제정하였고 국회가 128법안을 통과시킨 최초의 주다. 128법안은 현금 서비스 비즈니스 (MSB), 수표환전 업자 및 현금 자동 입출금기(ATM) 사업을 규제하기 위한 목적 으로 제정되었다. 새 법안의 조항에 따라 환전, 송금, 현금화, 수표 환전 서 비스 또는 현금 자동 입출금기(ATM) 서비스를 제공하는 회사들은Quebec주 의 금융 시장의 당국인Autorité des marché financiers (AMF)에 등록을 하고 허가를 받아 야 한다. 또한 경영자들은 이사, 임원, 동업자 및 그들이 거래하는 대금업자들에 대한 정보를 공개해야만 한다. Ottawa에 근거를 둔Can Do Cash Ltd사의 사장인 Joseph Arrage씨는 새 법규는 실제로 업계가 이미 시행 한 것의 복제물에 불과하다고 말한다. 그는Visa, Mastercard, Interact협회, 법 집행 기관과 같은 주요 참가자, 다 른 관련업체 및 기관들은 모범적 경영을 위해 함께 상의하 며 128법안의 대부분은 이미 업계의 정책을 통해 시행되 고 있다. 그는 2009년에 이미 Interac협회가Acquirer 비즈니스 파트너를 위한 운영 규정에 ‘흰색 상표’의 현금 자동 입 출금기(ATM) 소유주를 위한 새 규칙을 포함하도록 개정 했다고 보고한다. 이러한 필요 조건은 정부, 법 집행 기 관, 회원 및 업계의 대표들과의 협의로AML의 기준을 수 립하는 데 책임이 있는 국제 기구인 국제자금세탁방지기 구(FATF)에 의하여 제기된 염려에 대한 응답으로 개발 되었다. 필요 조건은 손님의 신원을 확인하기 위한 정책, 절차 및

내부 통제, 보고서 보관 및 다른 준수 사항 및 AML프로그 램 내의 직원 교육을 갖추는 것을 포함한다.그리고 이러한 새 필요 조건의 제정의 결과로, Interac협회는 이 기사에 함 께 실린 짧은 부��� 기사에 기재된 일정한 기준에 따라 낮은 위험도 또는 높은 위험도로 모든 현금 소유주들을 분류하기 를 명령한다. “현재 우리는Quebec주의 규제적 테두리 내에서 현금 자동 입출금기(ATM) 한 대당 $350을 예상하며 현금 소유주가 지불해야 하는 1만달러의 보증금에 대한 우려가 제기된다,” 라고 Arrage씨는 말한다. 그는 또한 세계에서 현금 자동 입출금기 (ATM)를 가장 많이 사용하는 캐나다인들이 의존하게 되 는 새 법규는 서비스를 제공하기 위한 사업 비용을 증가시 키며 비용이 많이 드는 중복되는 제도에 불과하다고 의견 을 말한다. “우리 모두Interac협회로부터 흰색 상표의 현금 자동 입출금기(ATM) 를 시작하는 것을 허가를 받았던 90년대 의 초기 이후 크게 발전했다. 우리는 모든 영역의 사람들이 상의하여 모범 경영을 하여 캐나다가 세계에서 가장 편리 하고, 안전하며 신뢰할 수 있는 현금 자동 입출금기 시스템 (ATM)을 누릴 수 있는 결과를 가져 왔다,”라고 그는 말 한다. 그는 또한 정부가 더욱 법규를 강화하는 것을 추진함 에도 불구하고 현금 자동 입출금기 (ATM)를 현재 설치하 지 않은 편의점 경영자들은 기회를 잘 살펴 보아야 한다고 언급한다. 부록 기사 1

캐나다 유수의 대규모 육류가공 회사

최소 공간 소요! 최대 이익 창출! 단골고객 확보!

전화:800 871-7770 또는 홈페이지 www.greatcanadianmeat.com

CONVENIENCE & CARWASH CANADA 

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현금 자동 입출금기 (ATM)의 단순성 Edmonton에 근거를 둔 Jack Cash ATM사는 소규모 서비 스를 지향하는 현금 자동 입출금기(ATM) 공급업체로서 업 계에서 강한 관심을 받을 뿐 아니라 즉시 인출가능한 현금에 대한 수요의 확대의 덕분으로 빠르게 성장하고 있다. 사실상 비즈니스를 해 온 지난 4년간 설치된 기계대수는 400퍼센트 의 성장을 보였다. “기계30대로 시작했는데 우리가 사업을 시작한 이후 기계 120대로 늘어 났다,”라고 Jack Cash사의 사장인 Michael Sainchuk씨는 말한다.그는 또한 고객이 원 하는 맞춤형 서비스를 제공할 만큼 소규모의 비즈니스이기 때문에 성공할 수 있었다고 언급한다. *간단한 계약서. Sainchuk씨에 따르면, Jack Cash ATM 사는 계약서를 간단하게 만들어 유지하며 개인적 관계를 기 초로 하여 비즈니스를 한다. “우리는 작은 글자의 세부 계약 서와 변호사 없는 간단한 해법을 비즈니스에 제공하고자 노 력한다.” *Jack Cash ATM사의 새 고객은 계약시 보너스를 받는다. Sainchuk씨는 이 보너스는 모든 유자격의 계좌 소유주들이 받을 수 있으며 거래량에 근거해 보너스를 책정한다. *무료로 현금 자동 입출금기(ATM) 설치, 부품 및 종이는 모두 서비스의 일부이다. 감춰진 추가 비용은 없다. “우리 는 숨김이 없도록 열심히 일한다. 만약 귀하가 무료 현금 자 동 입출금기(ATM)의 설치를 선택하시면, 귀하의 비즈니스 는 새로 드는 비용이 없을 것이다. 만약 현금 자동 입출금기 (ATM)을 구입하셨다면 표준 전화선, DPL 인공위성 장치 또는 통신을 위한 인터넷 연결, 표준의 콘센트가 필요할 것이 다. 종이 공급은 무료이며 종이롤은 보통 최대 6개월까지 사 용할 수 있는 양이다.” *Jack Cash 요금/ 추가요금은 업계 내에서 매우 경쟁력이 있다. *무료의 소프트웨어 업그레이드 (새 버전으로 교체해 줌) . “ 최첨단의 Jack 현금 인출기가 업소 내에 설치된다. 현금 지급기에 가장 최신 소프트웨어를 설치함으로써 최첨단의 기 술이 유지된다. 그리고 회사의 규모가 작아서 그 업소에 출장 가서 업그레이드(새 버전으로의 교체)를 신속하게 해 드린

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다. 사실상 우리의 신속한 고객에 대한 대응 시간에 대해 자 부심을 가진다. 우리 회사와 거래하시면 서비스 기술자가 업 소에 오는 것을 오래 기다리실 필요가 없다.” *현금 자동 입출금기(ATM) 정보처리. 하드웨어(기계 설 비)를 이미 소유하시고 현금 인출 및 추가 요금 수입의 정보 를 처리하고 감시할 수 있는 믿을 수 있고 전문적인 서비스를 찾는 고객을 위해 Jack Cash ATM사는 현금 거래의 정보를 감시하고 처리할 수 있다. *일일 보유 현금 및 추가 요금의 계좌 입금 및 믿을 수 있는 온라인상 보고. Jack Cash사와의 거래시 예금 또는 수표에 대한 대기 시간 이 없다. Jack Cash ATM 사는 귀하의 현금 자동 입출금기 (ATM)에서 현금 인출된 액수 및 추가 요금의 수입이 귀하가 선택하신 일정에 따라 직접 귀하의 계좌에 예금되는 것을 확 실히 할 것이다. “온라인상 보고는 실시간의 웹을 기반으로 한 보고이며 웹상으로 거래 및 현금 보유액을 추적할 능력을 제공한다,” 라고Sainchuk씨는 말하며 이 기능이 귀하의 현금 자동 입출 금기의 활동을 외부에서도 감시하게 하며 월 거래 내역과 같 은 실시간의 보고서를 제공하며 기계 내 현금보유액이 적은 것, 일일 예금액 및 추가 요금 수입 등의 정보를 얻을 수 있 다. *Jack Cash ATM사는 또한 비용이 적게 드는 인공위성 통 신 해법을 제공하며 고객의 운영비를 계속 낮게 유지시키는 것을 도와 드린다. 기계에 사용되는 종이 공급, 정보 처리 보 고서 및 사소한 수리 및 기계 점검은 현금 자동 입출금기(ATM)를 구입하시면 무료이다. 현금 자동 입출 금기(ATM)를 구입하실 때 특정 계약의 조건을 선택하시면 또한 기계 가격 할인이 가능하다. 현금 자동 입출금기(ATM) 주문을 단순하게 하는 방법 을 찾으십니까? 멀리서 찾지 말고 가까이에 있는 Jack Cash ATM을 보아 주십시오.


By: Paul Fuegner

긴장 완화 음료: 사람들의 긴장 완 화를 돕는 음료 부 문의 성장 ViVa Beverages사/Marley’s Mellow Mood 의 마케팅 담당 사장 (CMO) Monster제품과Red Bull Mini Cooper제 품을 공격적으로 진열하는 것, 돌아 다니며 공짜 음료수를 나누어 주는 것도 괜찮다… 에너지 음료에 대한 대체 상품이 음료시장 에 시판되었고 신속히 판매가 이루어 지고 있지만, 이러한 기능성 음료는 소비자들의 조급한 마음을 천천히 안정시킨다. 긴장 완화 음료와 액체로 된 수면제가 전 세계의 다른 국가에서와 같이 캐나다 내 소 비자들의 관심을 얻고 있다는 것에는 의심 의 여지가 없다. 우리는 정신없이 바쁜 사회

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에 살기에 에너지 음료가 큰 시장으로 성장 했다. 그리고 사람들이 긴장을 경감하고 완 화하는 것을 돕는 것을 통해, 모든 에너지 음료에 대신하는 대체 상품에 엄청난 기회 가 존재한다. 사실상, 이러한 “에너지 음료에 반대하 는” 음료는 음료업계에서 가장 신속히 성장 하는 부문이다.음료 시장 조사 단체인Zenith International의 보고에 따르면 2010년에 2 천2백만의 상자- 또는 약 3천6백만 갤런이상의 긴장 완화 음료가 판매되었다.


소비자들의 스트레스가 늘었다는 징후이 든, 많은 인기 있는 에너지 음료에 들어 있 는 유해한 첨가물에 반대하는 외침이든간에 긴장 완화 음료는 곧 음료 시장에서 사라질 것같지 않다. 소비자들은 다양한 이유로iChill, Quebec 을 근거지로 한 Slow Cow , Marley’s Mellow Mood와 같은 긴장 해소 음료에 관 심을 갖기 시작했다. 스트레스를 풀고 긴장 을 완화하는 것 외에 많은 사람들이 잠에 들 기 위해 이러한 음료에 관심을 갖는다. 보 통 수면제와 긴장 완화제는 비싸며 맛이 지 독하게 없고 약에 의존할 위험성이 있는 마 약 처방전 또는 의사처방 없이 약국에서 팔 리는 알약, 시럽제, 또는 내복약의 형태로 시중에 나와 있다. 대신에, 소비자들은 더욱 안전하고 중독성이 없는 해결책인 긴장 완 화 음료로 바꾸었다.

C-32 법률 규정에 맞는 20 팩 리틀 시가

그리고 우리 소비자들이 더욱더 건강을 의 식하기에 음료도 건강을 의식하여 제조하게 된다. 사실상, 긴장 완화 음료를 만든 대다수 의 업체는 사람들을 진정시키는 것을 돕기 위해 쥐오줌풀 (졸리지 않고 긴장을 완화하 는 것을 촉진시킴), 시계풀 (불안을 감소시 킴), 로즈힙 (산화 방지제), 카밀레 또는 캐 모마일 (스트레스 감소기능)과 같은 식물성 원료, 이에 더하여 수면을 촉진시키는 호르 몬 수용체로 기능을 하는 멜라토닌에 관심을 가진다. 게다가 많은 긴장 완화 음료 제조업 체들이 소비자들에게 최고의 품질의 제품을 제공하게 위해 카페인과 설탕을 사용하지 않 았다. Zenith사는2013년까지 긴장 완화 음료의 판매가 20 퍼센트 성장할 것을 예상한다. 이 는 사무실에서 장시간 일한 후에 소파에서 휴식하기를 바라는 소비자들에게 아주 좋은 통계이다.

LITTLE CIGARS

6 가지 브랜드가 새로 나왔습니다. 지역 도매상에 문의하세요. 풀 플래버와 리저브, 박하향 멘쏠의 폼폼 브랜드, 오리지널과 실버, 박하향 멘쏠의 산타페 브랜드를 C-32 법률 규정에 맞춰 20 팩으로 새로 포장했습니다.

CONVENIENCE & CARWASH CANADA 

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해서 워시월드사의 레이저 시스템에 대 요? 세차장 오너들은 무엇이라고 할까

기술이라서 구매했습니 “우리는 레이저 시스템이 가장 최신 다. nt)은 기계를 직접 옆에서 계 원격관리 시스템(Virtual Attenda 속 장점입니다. 고객들도 이 시 지켜보지 않아도 되기 때문에 큰 스템을 하고 있습니다.” 설치한 것에 대해 저희한테 고마워 매스 애비뉴 세차장의 그렉 톰슨씨 서비스도 최고입니다. “그 기계는 정말 대단해요. 직원들과 레이저 시스템은

초고속 세차 시스템과 레이저 초정밀 세차 시스템중 선택하시기가 어려우시다고요? 그러실지도 모르지만 한가지 좋은 소식은 저희는 나중에 다시 도입하려고 하면서 현재의 세차 시스템 공급을 중단하지는 않겠습니다. 귀하께서 항상 선택권을 가지신다는 것은 좋은 일입니다. 워시테크에 전화 주시면 귀하의 올바른 선택을 도와 드리겠습니다.

Is the choice between High Velocity and Razor going to be difficult?

스 세차장의 스코트 포드씨 정말 뛰어난 설비예요.” 소피 새디

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오늘 전화 주세요 50 

September | October  2011

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업종간의 불분명한 경계선 가격대비 가치를 중시하는 소비자들은 제품 구입을 할 때 가격과 편리함을 위 해 더 다양한 곳에서 제품을 구입한다. 그 결과로 편의점 몫의 수입은 줄고 있 음을 알게 된다. 몇 년 전에 책을 구입하기 위해 Chapters서점에 들어 갔다. 정문을 통해 걸어 들어갈 때, 전기물과 소설 책을 쌓아올린 곳에 이르기 전에 양 초, 접시세트와 같은 가정 용품, 건 강 및 미용 제품, 사탕을 진열한 것을 마주하게 되어 놀랐다. 마찬가지로 오일 체인지 서비스, 바이스 그립같 은 것을 아직도 제공하는 Canadian Tire사는 조리 기구, 홈 스파, 거실 가구를 취급 품목으로 추가했다. Toronto시를 근거지로 둔PwC Canada사의 소매 경영 컨설턴트인 Anthony Karabas씨는 이것이 소매 상인과 다른 비즈니스들이 가장 중 요한 단골 손님이라 여기는 고객에 게 더 다양한 종류의 상품과 서비스 를 제공하여 기회를 최대한 이용하고 자 하는,’유통체계 경계의 불분명’ 으로 전세계적인 추세라고 한다. “

시장 내에 경쟁이 너무 심해져서, 비 즈니스는 업소내 손님을 유치하기 위 해 유사 업종의 부문을 침범하게 되 었다,”라고 그는 말하면서 딱 들어 맞는 사례로 Shoppers Drug Mart 와 London Drugs와 같은 업소를 든 다. 두 체인점은 약국을 기반으로 한 소매점으로 시작했다. 그러나 오늘 날London Drugs 사는 전자제품, 가 정 인테리어 제품으로 특색을 이루고 있으며 Shoppers사는 일반적인 건 강 및 미용 상품 외에 음식과 장난감 을 제공한다. "유통체계 경계의 불분명" 현상은 캐나다 내에서 완전히 새로운 현상 은 아니다라고 Euromonitor 사의 수석 시장 조사 분석관인Svetlana Uduslivaia씨는 말한다. “추세(유 통체계 경계의 불분명)는 아마 지난 몇 년간 더 두드러졌고 불경기와 느

린 경제의 회복이 또한 그 원인이 되 었을 것이다. 우리는 예를 들어Rona 나 Canadian Tire사가 애완동물 사 료, 포장식품으로 취급품목을 확대한 것을 본다. Loblaws사는 의류업을 구축하기 위해 노력하는 것을 본다. Wal-Mart Supercenters사는 식료 품 소매업으로 이동하고 있다. 드럭 스토어가 더 많은 식품을 취급하며 더 많은 식품 품목을 추가함을 본다 (자체 상표의 식품 및 유기농제품을 포함한다).” 이 추세는 계속될 것이지만 그녀는 업종간 경계의 불분명 현상에는 한계 가 있다고 덧붙여 말한다. “상품/브 랜드의 종합, 업소의 전문성, 직원의 상품에 대한 지식, 손님들에게 제공 가능한 서비스, 브랜드 이미지 및 브 랜드 선호도, 업소의 분위기 및 쇼핑

CONVENIENCE & CARWASH CANADA 

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달러로 본 매출액 증가 상품의 퍼센트 (2009 년 수치) “드럭스토어와 편의점이 많은 유사 상품을 제공 하는 반면, 할인 매장, 클럽, 및 대량 판매 업체는 가격, 선택의 종류 및 제품의 다양성의 경쟁력으 로 이익을 보는 듯하다. 사실상2009-2010년 동 안에 , 할인 매장, 클럽, 및 대량 판매 업체는 식품 및 약 제품의 총수입의 33% 이상의 시장을 장악 했으며 전통적인 수퍼마켓, 식료품점 및 편의점 판매망의 소득보다 훨씬 월등한 성장을 했다.”

그는 특히 편의점들이 상품군 및 마케팅으로 제공하는 제품의 측면에 서 드럭스토어가 가장 강력한 경쟁업체임을 언급한다. 추가로 소비자 들은 편의점의 주요 판매 상품을 드럭스토어에서 구입한다.

드럭스토어에서 다음의 상품 구입을 하는 소비자의 퍼센트

30%

*

연하장/생일 카드, 복권

17

20%

*

염분이 들은 스낵, 단 음식, 껌, 쵸콜렛, 음료 (일인용 음료), 잡지

1

*쵸콜렛

*우유

10

-3 *껌

15 *쥬스 및 음료

10%

*

신문, 캔디, 유제품, 음료 (대용량)

*쿠키

다른 유통체계 내에서의 2010년 매출액 증가(CCSA)

4 *청량음료

14.2% 9.6% 5.1% 3.5% 2.6% 2.2% 2.0% 0%

*주유소

4 *단 음식

8 *과일, 견과류

12 *스낵

4 *병물

*전문 식품점

*소매업

*술 판매점

*식품점

*수퍼마켓 및 식료품점

*건강 및 개인 생활 용품점

*Convenience stores

CONVENIENCE & CARWASH CANADA 

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류의 확대 (드럭스토어, 술판 매업소); 추가된 서비스 (수 퍼마켓). 모든 판매망 내에 모든 종류의 판매 촉진 행사, 판매, 할인은 어디에나 존재 한다. 이러한 업체들은 같은 소비자를 목표로 삼으며 그 고객들을 유치하기 위해 어 느 전략이라도 사용할 것이 다. 이러한 구매자가 우세한 시장에서는 손님들이 지배자 이며 주인이며, 손님의 충성 도는 심하게 흔들린다. “ Scholten씨는 최근의 CCSA의 연구를 제시하는 데 이는 드럭스토어에서 최고 로 잘 팔리는 상품군 (건강 및 미용 제품 다음으로)이 편 의점에서 판매되는 상품군과 매우 유사했다.

경험이 모두 현재의 어려 운 점이다.(예를 들어, 애완 동물 사료가 동일한 경우이 다: 예를 들어, Rona에서의 애완동물 사료 구입 경험과 더 다양한 제품, 전문 브랜 드, 서비스, 제품에 대한 지 식을 갖춘 애완동물 전문가 를 비교해 보라). “유명한 한 업소에서 상 품을 다 살 수 있는 쇼핑의 편리함은 손님의 수를 늘리 고 평균 구매액을 증가시키 는 데 한정된다. 또한 손님 의 인식, 신뢰, 충성도를 얻 기 위해서는 시간이 필요하 다. 매출을 향상시키기 위 해서는 노력과 투자가 필요 하다..” Alex Scholten씨는 동의한 다. Scholten씨는 캐나다 전 국의 25,000개 이상의 편 의점을 대표하고 옹호하는 단체인 캐나다 편의점 협회 (CCSA)의 회장이다. “수년간, 대규모의 식품 유통 부문이 연관된 다양한 종류의 소매업체의 부문들이 사용하는 경쟁적 방법에 있 어서 유사한 점이 증가하는 것을 보아 왔다: 영업 시간이 연장 되었다(수퍼마켓, 드럭 스토어); 새 점포의 시작 (클 럽, 할인 매장); 제공 상품 종

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Nielsen 사의 편의점 및 주유소 전문가인Clare Nishikawa씨는Scholten 씨의 편의점과 비교한 드 럭스토어의 경쟁력에 관한 평가에 동의한다. “더 많 은 수의 매장, 더 긴 영업 시간, 계속 최신상품으로 채워 지는 환경, 식품 부문 의 강화로 드럭스토어 소매 업체들은 손님들에게 ‘편 리한’ 업소 선택에 있어서 매우 확실히 선택할 수 있 는 업소가 되고 있다. 드럭 스토어가 인기를 얻음에 따 라, 편의점은 계속 줄고 있 다. 지난 5년간 전국에서 거의 천 개의 독립 상표의 업소가 줄었다.” 게다가, 드럭스토어는 편 의점 유통망 내의 최고 판 매 상품군 8개 부문중의 7 개의 부문에서 달러 및/또 는 단위별 성장에서 편의점 을 추월했다. 여기에서 Alex Scholten 씨는 상품 구입에 있어서 가격대비 가치에 대한 수 요에 답이 있음을 제시한 다. “불경기 이후에, 우리 는 소비자들로부터 ‘더 가 격이 싼’ 곳에서 상품을 구입하는 새로운 습관이 지 속될 것이라는 매우 강력

한 메시지를 들어 왔다. 소 비자들은 근본적으로 가격 이 더 비싸다고 믿는 업소 에서는 상품을 구매하지 않 을 것이다. 조사를 했을 때, 거의60%의 소비자들이 편 의점이 ‘상당히 더 비싸 다’라고 평가했다. 편의점 에게 가격은 항상 문제였 지만, 두 사항에서 더 큰 영 향력이 있다: 상품 구입자 들은 오늘날 선택할 곳이 더 많아졌으며 이제 더 가 격에 민감하다,”라고 그는 말한다. Scholten씨에 따르면, 편 의점들은 주요 장점을 보여 주어 다른 업체와 경쟁할 수 있다. 예를 들어, 편의점 은 손님들에게 더 가까이에 서 접근하고, 업소 내의 상 품에 대해 직원이 아는 것 이 많고, 시간에 쫓기는 손 님들에게 서비스를 빨리 제 공하는 것으로 거리 시간상

의 근접성을 제공한다. “ 이러한 경쟁력의 우위는 편 의점 내의 가격책정의 수준 이 소비자들이 지나치게 높 다고 판단되지 않을 때에만 효과가 있게 된다- 편리함 때문에 더 높은 가격을 부 과할 수 있지만 편의점에서 의 상품 구입을 막을 정도 로 비싼 가격을 상품에 부 과해서는 안된다. 미래를 기대하면서 Scholten씨는 손님이 편의 점에 돌아오고 싶게 가격을 재조정해야 하며 경쟁력이 있는 가격 책정이 논의되어 야 한다고 결론을 맺는다. 일단 손님이 돌아와 편의점 에서의 쇼핑 경험의 장점을 발견하면 마음을 끄는 다 양한 종류의 제품과 빠르고 친절한 서비스로 업소의 매 력을 유지하는 것은 각 소 매업체에 달려 있다.

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Improve Productivity by Integrating your POS and Smart Safe

by Ed Grondahl

Smart safes help you maximize your day and eliminates inefficiency

} ! t n e i c fi f e n {i If store managers could completely remove themselves from counting notes and coins, can you imagine the productivity impact this would have on store operations? With today’s smart safe technology this is not only available but also affordable. The basic reality is that multiple employees are handling cash throughout the day, from opening to close. The cash management processes which retailers have employed to date have done nothing to stop time wasted in counting 56 

September | October  2011

cash. Cash shrinkage also continues to be a painful reality. To overcome these shortfalls, many progressive retailers are shifting from low tech safes and cash counting processes and moving to high tech cash management solutions (smart safes). These cash management systems include note acceptors (called validators), note-and-coin dispensers, and can be interfaced into a store’s Point-of-Sale (POS) system for over/short reporting.


2

CONVENIENCE & CARWASH CANADA 

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An analysis of cash counting activity will identify high risk activities and productivity losses. Through technology, these activities can be mitigated to a great degree. Five of these lost productivity areas include:

1 2 3 4 5

Start-of-shift cash tills are manually filled by the manager and double checked by cashiers – multiple people are counting the cash. Adding change, both coins and notes, during a shift for till drawer replenishment – no accountability that the additional change was deposited into the till which makes balancing difficult and slow. Manual drops of currency into a safe as the till balance grows beyond allowable levels – totals are rung into the POS, but cash must be counted at least one more time by management for verification. End-of-shift cash tills that are manually counted at least twice – multiple people are counting the cash. Manager counting cash for bank deposit – this manual balancing is done by a manager, locked in the office, and generally takes more than an hour. This is also be a dangerous time for store managers.

Cash management product selection is critical when addressing these low productivity and high risk activities. There are a number of cash management systems on the market today, but few can truly be incorporated into a store’s POS system. This is important because incorporating cash management into the POS system will allow the manager to balance each cashier but never spend a minute counting cash manually.

Incorporating a smart safe cash management system that interfaces with the store’s POS system provides the basis to address these high risk activities. Filling a cashier’s start-of-shift till drawer is a manual process for the manager counting notes and coins. The manager must have access to a large amount of cash. A cashier will generally recount the money before the shift starts. A solution to this mundane activity is to use a coin/ note dispenser that will automatically dispense the proper amount of notes and coins directly to the cashier and will update the POS with these totals. Auto dispensing eliminates all cash counting and prevents anyone other than the cashier from touching their money.

1

2

3 4

5

Throughout the shift, cashiers will need to replenish their change with coins and notes. The amount is electronically updated in the till drawer balance by using a smart safe integrated to the POS system. Prior to smart safes, keeping track of these totals was manual and time consuming. During the day, removing notes and dropping them into a safe again requires at least two people counting the cash and balancing at end-of-day. A smart safe will read and validate the cash going into the safe and electronically update the till drawer balance with the POS interface. At end-of-shift all cash is counted by at least two people: the manager and the cashier. By reading the money into the smart safe, nobody counts the cash even once and a huge productivity gain is realized and cashiers get off the payroll quickly. Instant reconciliation (over/short) with the POS system can now occur. In order to prepare the bank deposit, the manager removes the money from the safe, sorts it, counts it, and reconciles it manually. This process is generally a twohour-per-day activity. Since cash is already counted and balanced by each cashier, there is no counting or preparing a daily bank deposit. The smart safe does all that for you.

Eliminating lost productivity as well as eliminating cash shrinkage is fully possible today by incorporating a smart safe cash management system that is integrated into the store’s POS. While these machines are slightly more expensive than traditional safes, they provide a rapid ROI by freeing a manager’s time and through the elimination of cash shrinkage. All retail organizations should plan on installing an integrated smart safe in their stores as part of their strategic operating plan. As a byproduct, the manager is never touching cash, is more productive and working in a much safer environment. You will free up your manager to do what he likes to do, train staff, keep the store looking good and improving customer service.

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Ed Grondahl is EVP Global Sale for Tidel Engineering, L.P. in Carrollton, Texas. For more information, go to: www.tidel.com or email: sales@tidel.com or call Ed at: 1-800-678-7577.


ANNOUNCEMENTS

news

Convenience & Carwash Canada is pleased to welcome Jeanine Malmin as a sales representative. With over 15 years’ professional sales experience, Jeanine has certification as an interior designer and has worked in the home building industry. A sales consultant who worked with home buyers to design their dream home interiors, she was later promoted to marketing manager for a major homes company. After the decline of the new home industry Jeanine returned to sales and educated herself about website design, development, and marketing. Since meeting her husband six years ago, Jeanine has a new found passion for fly fishing and nature. She also enjoys traveling, skiing, photography, cooking, interior design, art and her family.

With over 25 years advertising sales experience under her belt, Kait Walker brings vast experience and success to her role as National Account Manager with Convenience & Carwash Canada. Formerly the national account manager at Southam and an account executive Media Edge Communications, she is also the former publisher of Canadian Jeweller and Style magazines. She looks forward to servicing our industry and helping our magazine continue to grow. 

NEWS RELEASES PDQ Manufacturing, Inc.,

Makes Charitable Donation To Service League of Green Bay’s Back-To-School Store De Pere, WI (August 25, 2011) – PDQ Manufacturing, Inc., is proud to announce that it has recently made a donation to the Service League of Green Bay’s Back-To-School Store program. The Service League’s Back-To-School Store helps children in the Green Bay area prepare for and embrace the joy of the upcoming school year. Held this year on Aug. 10 at Green Bay East High School, PDQ was one of more than 500 individuals, businesses or foundations to donate funds to the Back-To-School Store that enabled more than 1,500 children from kindergarten through 8th grade to receive the following items in advance of the start of the 2011-12 school year: Jeans, Shirt, Under-

wear, Socks, Shoes, Grooming Kit, Backpack, School Supplies, Haircut vouchers, Storybook, Dental Screening, Vision Screenin “We are proud to have a hand in supplying the Service League of Green Bay’s Back-To-School Store program,” said Becky Davies, PDQ’s Human Resources Manager. PDQ Products are sold and supported worldwide through an extensive distribution network. For more information, visit www.pdqinc.com or call (800) 227-3373. Cleaning Systems, Inc. Introduces BDR®, Brake Dust Repellent for Retail Sale De Pere, WI d– Cleaning Systems, Inc. (CSI) announced today the introduction of an innovative protective retail product for

automobile wheels, BDR®, Brake Dust Repellent. BDR is expected to become the product of choice among vehicle owners concerned about the abrasive and unsightly accumulation of brake dust on wheels. Proven in testing by a variety of vehicle owners, BDR resolves brake dust issues through its advanced chemical formulation. Application of BDR to a clean wheel produces a charge on the wheel equal to that of the brake dust causing it to repel. “Imagine the opposing force between two magnets when the same poles are faced towards each other,” said Mark Brock, VP of Marketing for CSI. “BDR works in much the same way, keeping wheels cleaner and cleaning easier.”

cial car washes nationwide. With the positive consumer reaction to the protective qualities of BDR when applied at the car wash, we feel that consumers will use BDR at home for added protection between trips to the car wash,” said Brock. BDR is environmentally friendly with no harmful chemicals. BDR is available to order online at BrakeDustRepellent.com and at CSiMart.com the Cleaning Systems Marketplace website. It is also expected to be available in coming months at national car parts stores, big box retailers, and select car wash locations. Visit www.CleaningSystemsInc.com for more information.

For over a year, BDR has been a part of the Ultraflex® commercial car care product line produced by CSI’s Lustra™ division and used in commerCONVENIENCE & CARWASH CANADA 

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NEWS RELEASES Washworld Names Sales Manager for Europe Due to the increased volume of its international sales, Washworld is pleased to announce the creation a new position, that of sales managerEurope. Assuming this new position for Washworld is Michael von Knorring. Von Knorring is a well known name in the European car wash industry as he has spent the past 10-plus years in a similar capacity for another vehicle wash company. Von Knorring’s career has centered around various aspects of the automobile industry including that of sales director for Toyota in his native Finland. In addition, von Knorring dealt with the chemical side of car washing as a major chemical company’s communications director. It was during his tenure as sales director for an auto glass manufacturer that he moved to France to head up the development of the company’s automotive replacement glass (ARG) manufacturing business, as well as to develop a European distributor network for the product. He oversaw the process that included the acquisition of companies in France, Germany and England, which resulted in the company becoming the second largest ARG manufacturer in Europe. When the company was purchased by US-based PPG, von Knorring remained as the ARG director for Europe with production units in Italy and France. Expanded line of UVolve® Instant Floor Coatings from DSM

makes fast, eco-friendly solution for concrete flooring more attractive than ever. Facilities looking for a faster, greener and less invasive way to coat their concrete floors have a more robust product solution available than ever before, thanks to UV-curable materials leader

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DSM. Recent expansion of DSM’s line of UVolve® Instant Floor Coatings now includes both high gloss and matte finishes, as well as clear and pigmented coatings— all of which can be successfully applied under a wider range of application conditions than was previously possible with most UV floor coating products. “The flooring protection industry had changed surprisingly little over the past decade until the availability of UVolve® Instant Floor Coatings,” says Michael Long, President of Restocon Corporation, a commercial and industrial restoration, waterproofing and flooring contractor and approved applicator of UVolve®. “This revolutionary coating line addresses a number of challenges facing both applicators and owners. First, its ease of application increases contractors' efficiency. Second, its instant cure dramatically reduces negative impact on owners' revenueproducing space. Third, low odor and near-zero VOCs bring a much needed eco-friendly solution to the floor coatings industry. Overall, UVolve® provides attractive, long-term protection for concrete flooring.” For more information about the product line or to inquire about becoming an approved applicator, log onto www.UVolveCoatings.com. Toshiba TEC Canada launches new WILLPOS C10 Terminal Toshiba TEC Canada, a leading POS solution provider, has announced the launch of the new compact and ultra-silent WILLPOS C10 heavy-duty terminal to cater for mission-critical mobile applications in manufacturing, transportation, retail and energy-related industries. The battery-powered unit is part of the company’s range of durable heavy-duty terminals designed for cost-effective operations that require maximum resilience. A fan-less and compact design without moving parts when using the Solid State Disk storage option, the WILLPOS C10 is developed to provide high-endurance on a small deployment footprint

with an extensive array of applications. The WILLPOS C10 currently runs on Microsoft Windows XP, WEPOS, POSReady2009, Windows7 PR and SUSE Linux Enterprise 11 operating systems. The WILLPOS C10 is powered by the N450 Intel Atom CPU that has low power consumption and low heat emissions, which make this compact platform ideal for industrial environments. The TFT touch screen design also comes with a built-in thermal printer (80mm width) and LIU for use as a check-in terminal, an information point as well as a regular POS system. The quiet, graphical thermal autocutting printer with easy loading mechanism is another example of smart design to accelerate efficiency. Ritter Coming to a discerning C-Store near you

Ever since making their appearance into the C-store market two years ago, Ritter Sport has been making headway while expanding its reach yet again. Utilizing only the finest natural ingredients, Ritter Sport chocolate bars build on their international reputation with an extra thickness for discerning tastes. Want to find out where our mouth-watering products are located? Check out such fine retailers as Husky Gas, Petro Canada and Chevron, who instantly recognized the quality of our product and were moved by our commitment to fair trade practices. Interested retailers with taste can contact Core-Mark and Wallace and Carey. Alternatively, you can also call Terra International Food Inc. Phone :1-604-946-7277 or Toll Free: 1-888-338-3772 Ritter… with an international quality and an unparalleled taste.

Mark VII Announces New CEO and COO Mark VII Equipment Inc., the US subsidiary of WashTec AG of Germany, the leading supplier of vehicle cleaning systems worldwide, recently announced that Murray Kennedy has resigned from his position as CEO of Mark VII. He will be leaving the company for a new opportunity in a different industry effective September 2, 2011. Steve Jeffs has been named as president and chief executive officer of Mark VII. Jeffs has been serving as Mark VII’s vice president of sales and service for four years. Prior to Mark VII Steve served as the managing director of WashTec’s UK operations. Further strengthening of the management board of Mark VII will be accomplished by establishing the position of chief operating officer. Rainer Springs, one of the most experienced managers from WashTec’s European organization, has accepted the role of COO. For more information about Mark VII visit www.markvii.net LSI Industries introduces the CRS – the New Gold standard in canopy lighting Cincinnati, OH – LSI Industries revolutionized petroleum lighting with its Scottsdale® canopy lighting family in 1995 and today they do it again with the new Crossover® Gold (CRS) LED canopy lighting series. Since introducing the Crossover LED canopy fixture in 2008, LSI has continued to develop its innovative Crossover LED technology to deliver the best LED canopy lighting value in the marketplace today. LSI’s Crossover Gold canopy lighting, is sure to become the #1 LED canopy lighting solution in the marketplace. LSI is a vertically integrated manufacturer who combines integrated technology, design and manufacturing to produce the most efficient, high quality products in all of our facilities across the United States. We are committed to advancing solid-state technology to produce affordable, high performance, energy efficient lighting and cus-


tom graphic products that bring value to our customers. We have a vast offering of innovative solutions for virtually any lighting or graphics application. Further, we can provide design support, engineering, installation and project management for custom graphics rollout programs for today’s retail environment. Minda Matthews-Smith Director of Marketing 513-372-3373 (Phone) 513-984-1335 (Fax) LSI Industries Inc. 10000 Alliance Road Cincinnati, OH 45242 www.lsi-industries.com InfoNet’s C-Store Commander POS System now offers full integrated chip and pin (EMV) payment processing with Moneris Solutions InfoNet’s C-Store Commander POS System is now fully certified with Moneris Solutions Inc. for integrated in-store Chip and Pin payment processing using a Verifone Vx810 pin pad. Thanks to EMV Chip technology, customers now receive enhanced security and protection from fraud with both convenience and ease of use. Please call us toll-free at 1-888-925-8125 for more information on how InfoNet can increase your sales and reduce your costs. Visit www.infonet-tech.com. Publix expands fruitfull frozen fruit bars from 185 locations to more than 1,000 in five states

Coconut Cream, Mango Cream and Mamey-Sapote-Lucuma flavors offer customers a healthy, all natural product containing whole pieces of fruit in each bar. Happy & Healthy Products, Inc. announces that Publix has agreed to expand the company’s Fruitfull® Frozen Fruit Bars from 185 South Florida locations to its remaining stores in Florida,

Alabama, Georgia, South Carolina and Tennessee. Starting today, Fruitfull, an allnatural product containing whole pieces of fruit in each bar, will be available in Coconut Cream and Mango Cream flavors in more than 1,000 Publix locations while the Mamey-Sapote-Lucuma flavor will be available in 500 select stores. Fruitfull, which is available in 24 flavors, has thrived around the country in locations such as Whole Foods, hospital and corporate cafeterias, schools and universities, concession stands and amusement parks as well as independent convenience stores, gas stations, and health clubs among others. With distribution in 25 states as well as the United Kingdom, Hong Kong, and Canada, the company’s Fruitfull product line is included in the American Dietetic Association and American Diabetes Association’s meal planning exchanges. The company is on the Web at www.happyandhealthy.com. Media Contact Scott Carpenter, President Giving Life To The Next Great American Brand Tampa: 813.210.0383 Sarasota: 941.586.6312 Exact One Launches New Site Exact One Limited introduces a brand new web site at the same familiar address; www.exacta.com This new site boasts a new format that is a breeze to navigate. One click provides easy access for up to date brochures, product and company information. Industry professionals, manufacturers, distributors and resellers can sign up for an account to gain access to support material such as manuals, service bulletins, troubleshooting guides and more. This is just the beginning stage for what will surely be a great developing resource for operators and service individuals throughout the wash industry. The plan going forward is to add more technical support documents, an interactive forum or blog for knowledge base sharing, and links to many resources for

car wash investors, operators and professionals. Exact One also extends the invitation to have existing customers and distributers submit pictures of Exacta equipment installations. Site name, location and distributer names will be credited on any photos submitted. Dresser Wayne™ Select™ Eco Fuel Series Electronic Fleet Dispenser Receives UL Certification for E85 Fuel Dresser Wayne, a global innovator of fuel dispensers and technologies, announced that the Select™ Eco Fuel Series electronic fleet fuel dispenser received certification by Underwriters Laboratories Inc. (UL) for dispensing fuel that contains up to 85 percent ethanol (E85). This dispenser provides fleet customers an option that enables them to meet federal regulations, as well as various state and local codes that mandate the use of a listed device for dispensing ethanol. The Select Eco Fuel Series is now listed for the dispensing of gasoline, diesel and alternative fuels, providing fleet fueling sites the ability to convert from conventional fuel to ethanol in the future without replacing dispensers. This flexibility also presents a cost-effective means for fleets to follow national trends spurred in part by federal mandates to increase the overall production and use of alternative fuels. “The Select Eco Fuel Series dispenser meets UL safety standards for complete ethanoldispenser systems with features such as a hydraulic system fuel path constructed of nickel-plated components and stainlesssteel piping. In addition, the dispenser’s fluid seals contain (or “are made of”) fluorocarbon compounds To learn more about the Select Eco Fuel Series electronic fuel dispenser and other Dresser Wayne alternative fuel dispensers and technologies, visit www.wayne.com. Contact: TeresaWilliams teresa.williams@dresser.com

First DEF Bulk Storage Tank Supplier for US and Canada Containment Solutions (CSI) is the first bulk storage tank provider recognized by Terra Environmental Technologies (TET). Containment Solutions contracted with an internationally accredited lab to complete thorough testing of their fiberglass reinforced plastic (FRP) tank for compatibility with Urea Diesel Exhaust Fluid (AUS 32).The report concluded that the DEF solution conformed to ISO 22241-2 after several tests of exposure to the tank coupons, confirming that CSI's specialty tanks are suitable for the storage of Urea DEF. After reviewing the test results TET, the largest North American producer of Diesel Exhaust Fluid, added CSI to their list of equipment suppliers for both the US and Canadian markets. Currently, CSI is the only bulk storage supplier, recognized by TET. Specific recommendations and publications are available on the company's website www.containmentsolutions.com For additional information contact David Heiman email at dheiman@csiproducts.com. Bug free Beverages Beverage bottle cap for bugs,

germs and adulterants with this product is the thing of the past with the Bugfree Sealer.The product offers a food safe plastic sealer lid that keeps beverages in top shape .Bugfree Sealer is available in an assortment of colours that can be mixed and matched to create complimentary tie-ins to corporate logo and branding images. For more information (519)271-9918 or visit www. bugfreesealer.com.

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NEWS RELEASES BC Convenience Stores Support Healthy Families BC Convenience stores and gas bars across British Columbia – from Mac’s to 7-11s to independents – are partnering with the Province to help make the healthier choice the easy choice, as part of Healthy Families BC, announced Health Minister Michael de Jong recently. The Healthy Convenience Store initiative is a collaboration between the Province and the Western Convenience Store Association (WCSA). Participating stores will post nutrition information at the point of purchase for their ready-to-eat, unpackaged foods, such as nachos, sandwiches and pizza. They also commit to dedicating increased floor and shelf space for designated healthy food and beverage options for consumers. Stores that meet these criteria will receive a healthy convenience store designation from the association. British Columbia will be the first jurisdiction in the country to implement a program of this kind. While the program is completely voluntary, both the Mac’s and 7-11 convenience store chains have committed to participate, as well as a wide variety of other chains and independent stores and gas

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bars, including Winks Plus, Fas Gas Plus, PetroCanada, Husky, Mohawk, and Mid Island Co-ops. Together, Mac’s and 7-11 represent over 400 stores province-wide. Right now about half of British Columbians are overweight or obese; half are not getting enough physical activity; 15 per cent smoke; and virtually all British Columbians eat more than double the amount of sodium recommended for good health. . A strengthened provincial strategy and investment in prevention can improve the health of British Columbians and potentially avoid up to $2 billion in yearly health-care costs, according to a report released in September 2010 by provincial health officer Dr. Perry Kendall. Obesity alone costs up to $830 million a year to the economy. “We want to make the healthiest choice, the easiest choice for families on the run. With this partnership, convenience stores are really stepping up to the plate to help provide important nutrition information and healthier food and beverage options for families. By helping people to get healthy and prevent chronic diseases such as diabetes and heart disease we will help save both lives and health care dollars,” said de Jong.

Ad Index AirLift Doors...................................................... 8 AirServ..............................................................14 Direct Cash........................................OBC, 10 Gourmet Chips............................................ IBC Great Canadian Meat Company.....34, 45 HD Smoke..................................................... 28 House of Horvath........................................ 49 Jack Cash ATM.......................................11, 44 Kellogg Canada....................................IFC, 52 LSI......................................................................18 Manitoba Hydro........................................... 20 MI Petro...................................................12, 42 National Energy.....................................15, 42 PEI.................................................................... 22 Performance Ink.......................................... 37 Pumps & Pressure...................................... 30 RDM..................................................................17 Scholtens................................................24, 54 Smoke NV...................................................... 26 WCSA.................................................................. 7 WashTech................................................32, 50 Western Oil.....................................................16 WPMA............................................................. 57 ZCL................................................................... 62


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