Conv&carwash september, october 2016 by edge advertising

SEPTEMBER | OCTOBER 2016

Canada’s most read Canadian owned and operated Convenience, Retail Petroleum and Carwash Publication NATIONAL CONVENIENCE INDUSTRY SPEAKER AND SUMMIT UPDATE ATMS Shedding Light on Common Misconceptions C-STORE AND CARWASH LIGHTING Maximize Your Real Estate MEAT SNACKS ON THE GO A Growing Category COUGH AND COLD THROAT LOZENGES Sweeten the Pot for c-stores TIPS ON BUILDING A MINI CARWASH LOOKING BACK AT THE UNDERGROUND FUEL TRANSFER EVOLUTION REVOLUTION VALET CAR WASH Innovating for a New Generation of Carwash Customers

PM41670539

A FINAL PUSH FOR LOWER CREDIT CARD FEES An Update from the WCSA

DON’T FREEZE OUT CUSTOMERS – WINTERIZE YOUR CARWASH CARWASH

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SEPTEMBER/OCTOBER

CONVENIENCE & CARWASH CANADA

Cover Story

Industry News

Instore and Nutrition

Petroleum and Carwash

49 07 35 64 Winterize your Carwash – Don’t freeze out your customers, let our experts tell you how to winterize your carwash.

A Final Push for Lower Credit Card Fees – Learn More About Bill C-236 And Voice Your Opinion from the WCSA

WCSA Update – The Western Convenience Store Association reveals its InspecTobacco Mystery Shop Program.

Publisher’s Message – Stopping in at c-stores across Canada.

Editor’s Message – Let us help you with your digital media plans.

National Convenience Industry Summit – And update on speakers and panels at the upcoming NACDA Summit.

Cashing in on Travel Trends – Stock up your c-store with favorite products that attract tourists from all around the world.

Cough and Cold Throat Lozenges – With cough drop season just a few weeks away we take a look at what’s new with Cough and Cold Throat Lozenges.

The Underground Fuel Transfer Evolution Revolution – Ed Kammerer takes a look back at underground fuel piping innovation.

Carwash Chemicals – An update on carwash chemicals.

The Indirect Value of Add-On Services – All kinds of retailers are reaping the benefits.

What’s Up Down Under? – Top talent honoured at the Australasian Convenience Store Association Annual Awards.

Manitoba Co-op Gas Bars Get Recycle Everywhere Bins – An innovative [ partnership between Manitoba Co-ops and the Canadian Beverage Container Recycling Association (CBCRA).

Tips On Building a Mini Carwash – Let the experts guide you in building a new mini carwash.

Meat Snacks On the Go – An update on Jerky, sticks and steaks – meat snacks on the go.

Valet Car Wash – Innovating for a new generation of carwash customers.

ATMs – Shedding light on common misconceptions about ATMs.

C-Store and Carwash Lighting – Maximize the real estate in your store with great lighting.

What’s New

69 - 70

Upcoming Events September 28 – 29, 2016 NACDA National Convenience Industry Summit Collingwood, ON https://nacda.ca/events/regitration

October 18 – 21, 2016 NACS/PEI Georgia World Congress Centre Atlanta, GA www.nacsshow.com

February 21 – 23, 2017 WPMA National Convention Mirage Convention Centre Las Vegas, NV www.wpma.com

April 4 – 7, 2017 The Car Wash Show Las Vegas, NV www.thecarwashshow.com

SEPTEMBER/OCTOBER

Publisher’s Message

Welcome to Fall! Wow! Where did the summer go to and what did you do to make it memorable? My family and I enjoyed our usual summer fun, our time at the lake; never enough of that now is there? While visiting friends, I found myself driving across the Prairies to drop in on some great convenience stores in small town Canada. As a publisher of a cstore and carwash magazine, I find it interesting to explore obscure towns and visit retailers to see what’s new and check out their offerings. This year there were a few real stand-outs for us. A small store in Sintaluta, SK was a good example of an independent retailer who was central within this town. There were a young woman and man working behind the counter. They both stopped what they were doing the minute I opened the door to greet me with a warm smile and cheerful “hello”. The store was small by today’s standards but had wonderful coffee, the usual snack stop and beverage offerings, all handily arranged within about 500 sq feet of space. Next we were impressed when we visited a Co-Op halfway between Regina and Winnipeg. The store setup was bright, abundant and offered travellers anything their heart’s desired. The bathrooms were clean and inviting. We reported on the importance of a clean bathroom in our magazine earlier this year, and the reviews were outstanding. People agreed with us, bathrooms matter! This Co-op also had Coffee, abundant choices of snacks, cold beverage coolers fully stocked with new products and a friendly front counter staff. These are important success factors that consumers look for when they visit your stores. As we continued our journey, we stopped at many more c-stores and every one of these reminded me that, although the road is long across this great country, each and every traveller stops at a convenience store, gas station and or carwash along the way. Site owners understand that every visitor sees your store through fresh eyes and forms a lasting impression. I, for one will make sure that on my next trip I’ll stop at both of these locations again because they made me

Brenda Jane Johnstone Publisher

feel welcome and appreciated me. That matters a lot. In this issue, we offer you new category articles to open you up to change. Have you or do you think outside the box when it comes to your store? How about adding a new service? Read on to find out how you could capitalize on something new that just might attract new customers. How about lighting? Is your store looking dull and lifeless? Think about upgrading your lighting to make your site safer and more inviting. Winter’s coming, sooner than we’d like but it’s inevitable. If you have a carwash what are you doing to winterize? Our experts weigh in on this topic and talk about best practices. Reach out to them and let them guide you to ensure you get the best advice. They can help you avoid downtime when winter arrives, and enhance your customers’ experience. Do you recycle? The Canadian Beverage Container Recycling Association and Manitoba Co-Op sites have a new partnership that we think you’ll be interested in. There is more, so dive in and enjoy this issue in print or online at www.convenienceandcarwash.com. I truly hope you enjoy reading this issue and welcome your comments and feedback. Look for the new Convenience & Carwash Canada website launching soon. There you’ll find helpful videos, articles, and expert advice to help you run your business. Engage with us on social media by joining our Facebook and Twitter communities. We’ll be offering some special online content you won’t see in our printed issue. Take this opportunity to engage with our online community to share thoughts, comment on stories or tell us about your business. Facebook: facebook.comconvenienceandcarwashcanada Twitter: @CarwashCanada As always, our door is always open to you, your comments and welcome any feedback because without you, our reader we cease to be. Enjoy the Fall and an early Happy Thanksgiving to you and your family.

CONVENIENCE & CARWASH CANADA

Editor’s Message

New Website Offers New Digital Experience and Campaign Opportunities. As another great summer comes to an end, we are looking forward to an exciting autumn. Over the past few months, our design team has been busy working on a new website packed with features to help our customers enjoy great content anywhere, anytime. Today, most people carry mobile phones during their busy day and using digital media to reach them can help with customer acquisition. Reaching customers at the right time is critical for brands. This is especially true in the B2B space. With the increase in digital media options it’s difficult to know where to begin. Convenience & Carwash Canada Magazine is here to help. Our enhanced digital platform (www. convenienceandcarwash.com) will help with your digital marketing efforts. We are now offering video marketing and web banner opportunities, backed up by strong social media campaign efforts. Your web banners, or videos will be strategically placed in related content areas that align with your target audience. You’ll be hearing more about these new opportunities from us. Until then, talk to us about your digital marketing plans to see how we can help you create targeted online campaigns that reach the thousands of c-store, carwash, and retail petroleum site owners and operators. We can even help you create your digital marketing campaigns using our in-house, Johnstone Media design team and social media experts. We look forward to navigating the exciting opportunities that digital marketing can create for your organization. Reach out to us to discuss how we can work together to help you with your online campaigns. Eva Chambers Managing Editor

PUBLISHER Brenda Jane Johnstone bjjohnstone@convenienceandcarwash.com SALES Cody Johnstone 416-838-4674 codyj@convenienceandcarwash.com Brenda Johnstone 204-489-4215 bjjohnstone@convenienceandcarwash.com Cathie Fedak 905-665-6071 cathie@convenienceandcarwash.com MANAGING EDITOR Eva Chambers echambers@convenienceandcarwash.com DIGITAL/SOCIAL MEDIA Eva Chambers echambers@convenienceandcarwash.com DESIGN AND PRODUCTION Doug Coates, Edge Advertising Keith House, Ad Production EDITORIAL ADVISORY BOARD Ian Burton, PD McLaren Scott Findlay, Core-Mark Int’l Kim Hansen, MI Petro David Hoy, Peninsula Co-Op Andrew Klukas, WCSA Dave Watson, The Chamois & Convenience Store Ltd. CONTRIBUTING WRITERS Meline Beach Dave Bowen Eva Chambers Karen Cox Arielle Gurevich Mike P. Jacques Ed Kammerer Andrew Klukas Judy Owen Christina Prokos CIRCULATION James Gordon subscriptions@convenienceandcarwash.com WEBSITE www.convenienceandcarwash.com PUBLICATION MAIL AGREEMENT No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank Street Winnipeg, MB R3N 1E8

Reach thousands of Convenience & Carwash Canada readers with our print and digital versions that they can access quickly on their mobile devices. We encourage you to share our online content with your social media contacts, follow us on our Facebook and Twitter and you’ll receive additional content not carried in our print version. www.@carwashcanada www.facebook.com/convenienceandcarwashcanada# www.linkedin.com/company/convenience-&-carwash-canada

Convenience & Carwash would like to introduce you to our new advertiser. Connect Cash – page 19

SEPTEMBER/OCTOBER

www.core-mark.com

We are passionate about the business We are committed to our Customers. Come see for yourself.

Whether you are an independent retailer or a part of a national chain, Core-Mark offers each of its customers valuable customized solutions and services designed to help you grow your business. We offer resources to help drive sales and profits: • Product Trends & Optimized Offering • Regional Demographics & Space Rationalization • Data Analysis & Competitive Comparison We are committed to providing superior customer service while delivering quality products and value-added resources to our customer.

Calgary Mario Molinari

Vancouver Damian Botteselle

8225-30th Street SE, Calgary, AB T2C 1H7 Email: Mario.Molinari@core-mark.com Phone (403) 720-3848

7800 Riverfront Gate, Burnaby, BC V5J 5L3 Email: Damian.Botteselle@core-mark.com Phone (604) 430-2181

Saskatchewan, Manitoba, North West Ontario & Toronto Chris Bayley 99 Bannister Road, Winnipeg, MB R2R 0S2 Email: Chris.Bayley@core-mark.com Phone (204) 633-9244

WCSA Report By Andrew Klukas

CONVENIENCE & CARWASH CANADA

The Final Push for Lower Credit Card Fees is on NOW!

Learn more about Bill C-236 and voice your opinion.

In order to ensure change, it will be important for retailers to support Bill C-236 this fall. If you would like to take part by sending a letter in support of the Bill to your local MP, please contact andrew@ conveniencestores.ca so the WCSA can provide a sample letter and support. To read more about this issue and leave comments, please visit the following websites. http://sbmcoalition.com/

Get ready to support this effort this fall!

The Competition Bureau launched its investigation in 2009 in response to complaints by retailers. In 2012 the Competition Bureau said that Canada’s credit card issuers have set up a perverse system that thwarts the normal rules of the marketplace and costs consumers billions of dollars annually. The Competition Bureau’s recommendations were shot down, but the story doesn’t end there. A Small Business Matters Coalition (www.sbmcoalition.com) was formed to support and promote change, and the federal government is finally listening. MP Linda PaPointe – remarkably a member of the ruling Liberal party – has tabled as Private Members Bill giving the Finance Minister the power to cap credit card fees. This Bill is known as Bill C-26 – An Act to Amend the Payment Card Network Act. It will be debated in the House of Commons this fall. Small business owners work very hard every day, generating thin profit margins every year. One of their greatest frustrations is being forced to pay on average $36,000 per store in credit card fee transaction fees each year. This is equivalent to the average profit earned at each site through hard work. These charges are in no way a reflection of the true costs of electronic transactions, as Interac proves this by only charging a few cents per transaction while credit cards force us to pay a hefty percentage of up to 4% of each transaction – the second highest rates in the world following the US. This abusive behaviour on the part of the credit card companies is a consequence of Visa and MasterCard’s market dominance, as they occupy up to 90% of the credit card volume in Canada. It represents a market failure that must be addressed by government through legislation for the economic and social good of Canadians as a whole, not just retailers. Australia and Europe have recently passed regulations to cap these fees at 0.5% and 0.3% respectively. The former government grudgingly announced a “generous” discount rate to 1.5% on average, a rate three to five times higher than the countries mentioned. A year later, some retailers have noticed a very slight decrease in their rates. However, MasterCard has acknowledged that they have not yet met their 1.5% average rate and this should cause government great concern. It appears MasterCard is using the average as a means to increase rates to some retail sectors as a means to cover the near-0% rate they agreed to with a few individual large retailers. Bill C-26 by Linda Lapointe would resolve the situation once and for all. By granting the Minister of Finance the much-needed regulatory power to cap credit card fees, the bill would allow meaningful steps forward. I would much prefer that retailers be able to invest the bulk of those lost $36,000 in wages, job creation, new equipment or lower prices for customers than to see them absorbed by ravenous credit card companies. Take advantage of this opportunity by supporting Bill C-236 from MP Linda Lapointe and give retailers the opportunity to create more jobs and wealth for Canadians.

WCSA Report 8

By Andrew Klukas

SEPTEMBER/OCTOBER

Finally, an Accessible Solution for all Retailers.

The Western Convenience Stores Association (WCSA) in partnership with Statopex is now offering convenience stores of all sizes with affordable, independent mystery Statopex shopping services. • Leader of mystery For the first time, shopping services in not only smaller Canada chains but even • More than 90,000 single-store retailers inspections per year • Founded in 1987. Solid now have access to this service. The proreputation gram is available to • Free online reporting WCSA members and tools included non-members alike. Founded in 1987, Statopex is the leading firm in mystery shopping services with more than 90,000 inspections per year among the larger chains. Statopex also offers a full range of online monitoring and tracking management tools that include individual reports with charts and various statistics. Inspections are carried out by young adults $60 deposit is required to cover the cost resulting from tobacco sales in case of failed inspection. On payment of registration, retailers receive a certificate dated from the date of receipt of payment for the year. This document is important to support a due diligence plea should an infraction occur. Program Terms

Only

(Regular Price $90)

• Three-year term • Six inspections a year per store

NEW Industry Partnership! InspecTobacco Mystery Shop Program Did you know retailers found guilty of selling to minors most often fail their due diligence test because of the lack of an internal audit process? With fines in Western Canada as high as $10,000 for the first offense and $100,000 for a second offense, it is important that c-stores be able to show they have done their due diligence. It’s not

enough to train employees in age testing techniques or to have internal processes in place, such as surveillance cameras: retailers must also verify that employees follow through on their training and age test properly. The most credible internal audit is an independent mystery shop performed by an independent service provider.

To register or receive more information, please contact Andrew Klukas, WCSA President at Andrew@conveniencestores.ca or (778) 987-4440.

CONVENIENCE & CARWASH CANADA

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SEPTEMBER/OCTOBER

NATIONAL CONVENIENCE INDUSTRY SUMMIT telling our story and growing our business

Collingwood, ON Sept 28 - 29, 2016

Terry O’reilly

Carman allisOn

Host of CBC/Sirius Radio’s Under the Influence

Vice President, Consumer Insights at Neilsen

The Power of Storytelling

Health Minded Consumers Put Their Money Where Their Mouth Is

Paul HOllands CEO and Chairman of A&W

Changing Perceptions and Changing Minds: The A&W Story

JOHn WrigHT Senior Partner at Wright & Associates

Affinity for Evolving Communities

Tim POWers Vice-Chairman of Summa Strategies

The Impact of Government Regulation on the Convenience Channel

CONVENIENCE CONVENIENCE&&CARWASH CARWASHCANADA CANADA

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National Convenience Industry Summit Update The 2016 National Convenience Industry Summit jointly hosted by the National Convenience Stores Distributors Association (NACDA) and the Canadian Convenience Stores Association (CCSA) is taking place in Collingwood, Ontario on Wednesday September 28 and Thursday September 29. Focusing on Telling our Story and Growing our Business, this year’s event will explore what our industry needs to do to better manage our reputation. This will help us in connecting with customers and thereby growing our business.

Back by popular demand, CARMAN ALLISON, VP of Consumer Insights for Nielsen Canada, will speak to the healthy movement and how our business can be impacted positively by providing healthy options at convenience to consumers.

TIONAL NIENCE SUMMIT

ing our business

pt 28 - 29, 2016

r today for the

Health and wellness represents one of the fastest growing sectors across various product categories with half of all new product launches having a health related attribute. Carman Allison believes “Health Minded Consumers Put Their Money Where Their Mouth Is”, and his talk will explore the value that consumers place on healthier options. He sees an opportunity for convenience retailers, distributors and manufacturers to take the lead in the better health movement by giving consumers what they need and when they want it. Anne Kothawala, NACDA President said “Carman will show us where some of the opportunities are for continued growth, and the numbers will speak for themselves.” Also returning for the 2016 program is the Industry Panel. This year’s panel will be moderated by Kelly McGinnis, CEO of LPSI Inc. - Lucros Partners, Shopper Intelligence. LPSI is an international research company that offers neutral, unbiased, comparable data on what category, brand and retail shoppers really want. Their custom research will assist retailers, distributors and manufacturers with better understanding what it is that consumers are looking for. Joining Kelly McGinnis are five industry leaders representing various sectors of our business. > Victor Vrsnik, Government Affairs Manager for Canada of 7-Eleven > Wayne Barker, Customer Vice President of Mondelez International > Bonnie Birollo, Western Canada Vice President, Operations, at Mac’s Convenience Stores Inc. > Valerie Ryan, Vice President, Convenience and Fuel, Sobeys Inc. > Glenn Brillinger, Vice President of Sales, Canada, at Core-Mark International Attendees will be pleased by the wide range of experience of the panelists and will have many take-home insights from the research. A fundamental piece of the convenience industry story is the shifting consumer landscape. Ms. Kothawala stated, “Years ago, you might just go to the convenience store to get a quick little treat or a bag of milk. Today the convenience store is evolving with the changing pace of consumers, particularly in terms of offering them healthier options.” This panel will address the how retailers, distributors and manufacturers can respond to these changes and offer consumers the options they are looking for. Registration is available for the Summit online https://nacda.ca/events/ registration/ and on-site in Collingwood, Ontario at the Westin Trillium House, Blue Mountain.

SEPTEMBER/OCTOBER

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CONVENIENCE & CARWASH CANADA

Cashing in on Travel Trends Karen Cox VP, Payment and Retail Solutions, Moneris

As Canadians, we make the most of our short summer there was a 10.6 per cent year-over-year increase in season by heading to cottage country, camping or foreign card spend in the second quarter of 2016. The visits to the beach to soak up as much of the sun while most notable growth in foreign spend was from U.S., we can. These summer traditions also bring benefits Chinese and U.K. travellers. to owners of gas and convenience stores. More trips to As a gas and convenience store operator, how can local destinations means more customers you take advantage of an increase in THERE WAS A stopping in to fuel up on gas and snacks. tourists? Below are our top tips for getThis year, we saw an increase in getaways 10.6 PER CENT ting travellers to max out their vacation close to home, as more Canadians opted YEAR-OVER-YEAR dollars at your business. for ‘staycations’ to avoid the impact of the INCREASE IN Stock up on best sellers Canadian dollar exchange rates travelling FOREIGN CARD This might seem obvious, but abroad. There is no sign of this tourism SPEND IN THE maintaining the right stock levels can be trend slowing down, with the Conference Board of Canada expecting domestic SECOND QUARTER challenging and time consuming. There’s a fine line between having enough stock overnight travel by Canadians to increase OF 2016 on the shelves, and ordering too much by 2.1 per cent by the end of 2016. and needing a fire sale later. One of the International travelers have also been easiest ways to keep track of inventory is contributing to the tourism growth, with many of them visiting Canada to enjoy the sites, while to use a tablet-based inventory management system. taking advantage of the strength of their native cur- With very little investment, you can purchase an iPad rency. Moneris saw a greater number of foreign card and a retail management app that can track orders transactions taking place in Canada this year. Overall, and inventory levels, predict the amount of stock you

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will need, and streamline the ordering process. Many of these retail management apps can also keep track of customer information, providing analytics allowing you to present smart promotions, and help manage your high value customer relationships. The best apps integrate payments right into their system, simplifying the transaction process and reducing costs. Speed up transactions – Accept Contactless and mobile payments like Apple Pay

MOST TERMINALS DEPLOYED TODAY ARE EQUIPPED TO ACCEPT CONTACTLESS PAYMENTS, AND IT’S A SIMPLE PROCESS TO GET IT ENABLED– MAKING ACCEPTING CONTACTLESS AN ALL WIN SCENARIO.

You can never predict when a rush is going to happen – but you can always be prepared. One of the simplest ways to speed up transactions and help tackle a busy line is by accepting contactless payments. With no need for a signature or PIN for most transactions under one hundred dollars, customers can pay for their purchase with a quick tap of their card or mobile device. Contactless payments are also prot e c t e d f rom chargebacks, providing another level of protection to business owners. Most cards issued by Canadian banks are tap-enabled, and consumers have embraced the technology with almost one in three transactions being made using tap3. Travellers looking to get back on the road quickly will surely appreciate the speed and convenience of contactless payments. Most terminals deployed today are equipped to accept contactless payments, and it’s a simple process to get it enabled–making accepting contactless an all win scenario. While Canadians have quickly become a leader in contactless technology, it is also becoming a popular choice among foreign consumers. In the U.S., where Apple Pay has been available longer than in Canada, users of the mobile wallet have more than quadrupled in 2016 compared to the previous year4. Apple Pay and other digital wallets use the exact same technology as contactless payments, and share the same speed and convenience. Make currency conversion easy

For foreign travellers, there is security in knowing exactly how much their purchases will cost in their home currency, with no surprises once the statement arrives. This is especially useful if you operate in a border city, or area that sees a lot of foreign travellers. Although many foreign visitors are already aware that

the low Canadian dollar means savings, they often don’t realize the exact amount they are keeping in their pockets. Displaying customers’ prices in their currency has the potential to increase purchase amounts once they realize what they’re saving through the exchange rate. Accept all card types

In Canada, Visa, MasterCard, Amex and Interac are the card types most commonly used. But for foreign travellers, their payment card of choice may be something entirely different. Accepting a wide range of cards at your business, including Discover and UnionPay, communicates to customers that their preferred payment option is welcome. The extra piece of good news is that adding new card plans to your business is simple, requiring little to no additional work. Tourism is good for the economy and for local businesses. Opportunity exists for all types of business to capitalize on the influx of visitors coming to Canada. With a few new tools, you can make your business a more inviting stop for travellers, and increase the value of those stops for all parties.

We are now offering digital advertising opportunities on www.convenienceandcarwash.com Your web banners and videos will be strategically placed in related content areas that align with your target audience. Let’s talk about how we can work together to help you with your online marketing Call Cody Johnstone at (416) 838-4674 or email codyj@convenienceandcarwash.com

SEPTEMBER/OCTOBER

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ATM Providers Shedding Light on Common Misconceptions

By Christina Prokop

s an entrepreneur, each decision you make is fundamental to the success or even to the failure of your business. The intention is to eliminate misconceptions surrounding ATM machines, the manners in which you may acquire one and to offer sound advice to those of you who may be considering a reconfiguration of your existing relationship with your current ATM provider. Many of you keen entrepreneurs may attempt to engage in ownership and operations of an ATM on your own, after all, who wouldn’t want to keep 100% of the pie? Realistically, this doesn’t always turn out to be advantageous. There is a myriad of logistical considerations involved in ATM ownership, numerous technical issues that may and often do arise that will sadly, have you hanging an “Out of Order” sign on your screen leaving you with substantial costs that may devour any profits gained in the initial stages of your venture. It is likely a percentage of you have experienced this scenario and it may have left you feeling frustrated, deflated and wishing you’d made a wiser, more informed decision.

SEPTEMBER/OCTOBER

Here are some common ATM misconceptions: 01. THAT THE MAJOR BANKS OWN ALL ATMS.

FACT – The banks do not own all the ATMs in Canada. The majority of cash dispensers or “white label machines” are run privately by businesses who are competing with banks and other financial institutions. According to the Canadian Banker’s Association, that represents over 46,000 privately owned ATM machines. * Advice – Research the ATM providers in your surrounding area and select one that fits your criteria for an ATM provider.

2. ATM PROVIDERS PRIMARILY ONLY SELL THE HARDWARE, THE ATM MACHINE ITSELF. FACT – There are three primary options when selecting the type of ATM set up that may work best for your business: • A turnkey solution which facilitates all aspects of the functioning of the ATM by the ATM provider on the merchant’s behalf. • A more hands on approach in which the provider maintains and monitors the machine’s performance yet the merchant loads their own cash into the machine. • A self-funded ownership of the ATM, in this scenario, you load and maintain the machine yourself, therefore receive 100% of the transaction fees. Advice – A turnkey solution

is often the best option as it removes the responsibilities and liabilities involved in operating and maintaining an ATM in your business.

3. IT IS A SIMPLE TASK TO OWN AND LOAD YOUR OWN ATM.

FACT – Realistically, there are many steps you must take before plugging in your ATM machine; a back ground check, open a business bank account, start an account with an armoured car service for cash delivery, purchase insurance for the machine as well as for the cash within, installation of a dedicated ADSL line… Advice – Allow the qualified ATM providers to apply their expertise and deal with all of these aspects of their business on your behalf.

5. AN ATM CONTRACT AUTOMATICALLY EXPIRES AT THE END OF THE CONTRACT TERM

FACT – Not so with several ATM companies. Advice–If there is uncertainty on your part when dealing with an ATM provider, ask if they’ll offer you a trial period of time void of contractual obligations. If your ATM representative somehow implies they’re doing you a favour by having their machine in your

business, that you ought to feel fortunate enough being able to simply provide this extended service to your customers rather than also benefiting financially from the ATM machine then alarm bells should be going off, this may not be the provider for you! If they do not offer a split or a commission on the surcharge you ought to move on and research the next potential provider.

Grow

your business with prepaid & gift cards.

4. THE SURCHARGE IS STRICTLY SET BY THE ATM PROVIDER OR BY THE BANKS

FACT–Not the case, you ought to be able to negotiate with your ATM provider when setting a surcharge. Advice – If your ATM provider tells you what the terms of your contract will be, think again about engaging in a long term business relationship with them. Any great relationship is formed as a result of an analysis of your space, your specific business needs combined with a negotiation of the contractual terms.

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CONVENIENCE & CARWASH CANADA

What to look for in an ATM provider:

local company ought to provide a more efficient service to you whether it’s a technical issue, a maintenance call or a sales call or providing cash loading schedule. For instance, if you choose to deal with an out-of-province ATM provider, they often employ a third party armoured car service to load the cash and service your ATM. This may lead to a loss of potential income as you risk

having your ATM remain out of service throughout your peak hours. Don’t be naïve and believe all ATM companies conduct their businesses in the same manner, some will unnecessarily charge for supplies such as; paper rolls, cartridge replacements, card readers, screens, statement fees, monthly monitoring fees and for updated communications.

Relevant questions:

• How long have they been in business, do they have an office you can visit? • Do they have full-time service and office staff? • Will a sales person offer you a site analysis for optimal placement of the ATM? • Does the provider research the existing competitors within the vicinity of your business? • Do they have live after-hours tech support? • What is the response time offered for technical issues? • Can you speak directly to a certified technician? • Will a certified technician install your machine and offer training for troubleshooting common issues? • Do they offer web reports?

S t r e s s Fr e e AT M S e r v i c e s S i n c e 19 9 8

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Top 3 pieces of advice: Don’t be afraid of change. Fear of change is a strong deterrent for people who would otherwise welcome new, more beneficial circumstances to their businesses. Ask yourself; do I have a firm grasp of what my current provider is actually offering me? Is it fair? Does it align with my business needs? Take back control of that ATM real estate in your business, it is after all, your responsibility to be as informed as possible when dealing with your ATM company. Only entertain providers that offer clear communication and answer all of your questions in a forthcoming manner. A forward thinking ATM provider that places values such as knowledge, integrity and service at the forefront, that is flexible and evolves as do the needs of your business will be your best option for forging a successful relationship, one that makes good sense. Remember, as with many other crucial business decisions you’ve made, if it seems too good to be true, then it most likely is!

Do you have a question? Ask Christina cprokop@connect-cash.com or 604.522.6777 ext. 1 * “There are over 65,000 bank machines in Canada and 18,775 of these are bank-owned ABMs” http://www.cba.ca/en/media-room/50-backgrounders-on-banking-issues/118-abm-market-incanada

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THE INDIRECT VALUE OF ADD-ON SERVICES Big box stores are doing it. Grocery stores are doing it. Convenience stores and gas stations are doing it. Retailers are doing all they can to increase foot traffic to their location in an effort to boost sales and profitability. This includes adding services and selling products they wouldn’t normally offer, such as propane tanks, stamps and courier service, bus tickets, lottery and retail gift cards, like Visa, iTunes, and Tim Horton’s – just to name a few. While each of these products and services offer the retailer little margin for profitability, the competitive advantage lies in the opportunity to attract more customers to your store over another. Convenience & Carwash Canada spoke with three retailers

who offered a unique perspective based on their experience of selling add-on services. Take for example, Metallo’s Mini Mart, located in Sault Ste. Marie, Ontario. Owner/Operator Gary Trembinski has evolved the convenience store’s product and service offering since taking on ownership over 16 years ago. Prior to joining the c-store industry, Trembinski sold real estate for 10 years and worked as an industrial supplier for 16 years after that. Not one to sit idle, Trembinski understands the value of innovative ideas and is always looking for new items to sell to his clientele.

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SEPTEMBER/OCTOBER

CONVENIENCE & CARWASH CANADA

TANK TRADERS, THE VENDOR FOR BBQ PROPANE TANKS AND THE ONLY NATIONAL SUPPLIER OF THE EXCHANGE PROGRAM IN CANADA, “THE MARGINS FOR RETAILERS RANGE FROM 30 PERCENT TO 80 PERCENT.

In addition to all the products you’d expect a convenience store to sell, Metallo’s offers lottery, an ATM that pays a monthly management fee based on a portion of its service charges, stamps and PUDOpoint parcel pick up and drop off network. At one time, propane tanks were also available but Trembinski opted out after dealing with a concern involving its location and insurance coverage. If managed well, propane tanks can be an ideal add-on service for retailers who want to generate additional profits with proper outdoor storage space. According to Marcel Vouriot, President of Vomar Industries Inc., which is the parent company of Tank Traders, the vendor for BBQ propane tanks and the only national supplier of the exchange program in Canada, “The margins for retailers range from 30 percent to 80 percent. We provide a suggested retail price based on market research to achieve the best return for retailers, however retailers are free to set their own pricing. This is a customer retention program to service their customers’ propane needs and not turn them away to their competitors.” In terms of offering PUDOpoints parcel drop off and pick up services, Trembinski is hopeful that traffic picks up as customers become more aware of this service, which launched less than two years ago and has over 800 operating locations across Canada. According to Frank Coccia, Founder and CEO, “Customers are able to treat their local PUDOpoint as their own personal shipping address, dropping off

and picking up their parcels at their own convenience.” Coccia adds, “This is especially helpful when you consider that most deliveries are attempted when people are at work. Rather than have to either coordinate a re-delivery attempt with the courier or drive out to an often inconvenient location to pick up their parcel after a failed delivery attempt, customers can pick up their parcels at their local PUDOpoint corner store at their own convenience.” In addition to an increase in foot traffic, which, according to Coccia’s research, can result in an average of $10-$15 of incidental sales, retail convenience store owners are compensated for each parcel that comes through their doors – as much as $1-$3 depending on the service being utilized. As Trembinski says, “None of these individual services sustain themselves. It’s the combination of them that contribute to the bottom line.” His top add-on service is lottery – both online and scratch tickets, as the biggest force of driving traffic to his store. However, the risk with lottery tickets is that they can be time consuming and run long line ups at the cash register, especially during times of large jackpots. Long lines are often undesirable in a convenience store setting which is why some retailers choose not to sell lottery as an add-on service. Jessica Friesen, CEO of Gales Gas Bars / Bob’s Fast & Fresh Convenience can relate to Trembinski’s experience. Her four locations throughout the Niagara region offer a number of add-on services. Besides an ATM and stamps, Bob’s Fast & Fresh Convenience also sells bus tickets, garbage tags and gift cards. While the percentage of overall sales is small with traffic differences too difficult to measure since these services were in place when she took over operations in 2009, the key is to know which add-on services to sell best based on your location’s clientele. For example, the ATM does very well at their industrial and tourist locations whereas stamps and gift cards sell best at their stores located near a university and a tourist attraction. “Though these add-on services offer a small margin, it helps create a loyal clientele,” says Friesen, who recognizes

SEPTEMBER/OCTOBER

the chance of customers who come in specifically for these services may purchase multiple items and come back for more. In terms of promotion, Friesen acknowledges that more effort can be made in this regard. “We rely on word of mouth promotion for things like garbage tags and stamps while gift cards are visible on their own,” says Friesen. “We’re constantly looking at repositioning add-on services within the store to keep the level of engagement up.” Gerry Bes, who is the general manager of 29 Little Short Shop convenience stores across Southern Ontario leverages add-on services at all his locations across Kitchener, Waterloo, Cambridge and Guelph to their full potential. Bes has ATMS, bus tickets, gift cards, a PUDOpoint and lottery. The intent with these add-on services is to bring in customers and encourage them to purchase products while there. “It’s not greatly beneficial if someone comes in just to use the ATM,” says Bes, who has seen a one percent increase in foot traffic to his stores with an ATM, a two percent increase in additional foot traffic for bus tickets and a five percent increase in foot traffic for gift cards.

“POSITIONING IN THE STORE MATTERS – AND IT’S NOT WHERE YOU ORIGINALLY THINK IT MATTERED,” SAYS BES. FOR INSTANCE, BASED ON BES’ EXPERIENCE, GIFT CARDS TEND TO SELL WELL WHEN PLACED NEAR THE ATM.

There is some inherent risk associated with add-on services. “If you lose one bus ticket or a stamp, you’re at a loss,” says Bes. Fraud in relation to gift cards is also a concern. “One time we had someone call during the night shift claiming to be a representative from one of the retailers of a gift card we sell, asking an employee to activate a gift card over the phone. Without proper training or awareness of the right procedure, the employee complied and we were at a financial loss due to fraud,” says Bes. “As a result of this particular experience, it became quickly apparent that employees need to be well trained and understand what needs to be done in these situations – which is to refuse participation and never activate a gift card over the phone.” Bes also says that location of these addon services within the store makes a dif-

ference. “Positioning in the store matters – and it’s not where you originally think it mattered,” says Bes. For instance, based on Bes’ experience, gift cards tend to sell well when placed near the ATM. “We learned by trial and error,” says Bes. “Most people think to put gift cards as close as possible to the cash register, which may work for some items, but not for things like gift cards – it’s counter intuitive.” The cash register area is prime real estate within a store and as gift cards have no intrinsic value (there’s no loss if they’re taken without being activated), it’s better to maximize that real estate with other higher margin items. In terms of advice for other retailers, Bes suggests that you test add-on services in your store and determine if it’s generating an increase in foot traffic and how you can best leverage that increase before you commit.

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above L to R: Greg Gill, Retail Advisor, Federated Co-operatives Limited, Doug Wiebe, Red River Co-op General Manager, Cooper the Co-op mascot, BINjamin the Recycle Everywhere mascot, Hon. Cathy Cox, Minister of Sustainable Development, Jim Goetz, Canadian Beverage Container Recycling Association.

Manitoba Co-op Gas Bars Get Recycle Everywhere Bins An innovative new partnership between Manitoba Co-ops and the Canadian Beverage Container Recycling Association (CBCRA) could open the door to millions more beverage containers being recycled in the province. Founded in 2010, the Canadian Beverage Container Recycling Association (CBCRA) is a not-for-profit, industryfunded organization whose membership includes beverage brand owners and distributors. CBCRA is committed to reaching the government-mandated

target of recovering 75 per cent of beverage containers sold in Manitoba. CBCRA implemented and operates Recycle Everywhere; Canadaâ&#x20AC;&#x2122;s first permanent, province-wide, away from home beverage container recycling program. They have partnered with communities, schools,

businesses, provincial parks, community centres and events throughout Manitoba. Recycle Everywhere helps choose the best recycling bin for a public space free of charge, and partners bring the recovered beverage containers to a nearby recycler. Together with their partners, Recycle

CONVENIENCE & CARWASH CANADA

RECYCLE EVERYWHERE NOW HAS A PRESENCE IN ALL 43 MANITOBA CO-OP ORGANIZATIONS, OUTFITTING OVER 182 LOCATIONS ACROSS THE PROVINCE WITH THE RECYCLING INFRASTRUCTURE.

Everywhere is enabling new products province with the recycling infrastructure. to be made, decreasing greenhouse gas This includes Manitoba’s largest co-operaemissions, and reducing litter in the tive, Red River Co-op, which has locations streets and parks. throughout Winnipeg and surrounding Through recent research, Recycle Ev- areas. CBCRA is proud to partner with Coerywhere has found that there is an oppor- op as it has demonstrated a company-wide tunity to recover a large quantity of empty commitment to the initiative. beverage containers at gas stations. A “Co-op is pleased to partner with CBCRA recent audit conducted by CBCRA shows and bring Recycle Everywhere bins to our that between 45 and 72 per cent of waste Manitoba Co-op gas bars, food stores and at gas stations can be diverted from land- home centres,” says Pat Smith, associate fills. Beverage containers alone represent vice-president, Federated Co-operatives up to seven per cent of that total waste. Ltd. “Annually diverting tonnes of empty In an effort to make headway in this area, beverage containers from Manitoba landthe program has partnered with Co-op gas fills aligns with our commitment to the enstations and food stores to implement Re- vironment and reflects the wishes of our cycle Everywhere bins at locations across customers and employees.” Winnipeg and Manitoba. The Hon. Cathy Cox, Manitoba’s Minis“We applaud Manitoba Co-ops for their ter of Sustainable Development, endorses commitment to CBCRA’s Recycle Every- the partnership. “We know that making where program,” says Ken Friesen, CB- recycling accessible to Manitobans at the CRA’s executive director. “This is a signifi- places they live, play, study – and now, cant step in getting Recycle Everywhere drive to – is key to giving beverage conbins into every gas bar in Manitoba, where tainers a life beyond the landfill,” she says. ultimately as many as 10 million beverage “Congratulations to CBCRA and Manitoba containers can be diverted from our land- Co-ops for pioneering this initiative and fills annually.” making way for future Manitoba gas staRecycle Everywhere now has a presence tion partnerships.” in all 43 Manitoba Co-op organizations, This gas station segment is an imporoutfitting over 182 locations across the tant addition to the almost 50,000 beverage

SEPTEMBER/OCTOBER

RECYCLE EVERYWHERE HELPS CHOOSE THE BEST RECYCLING BIN FOR A PUBLIC SPACE FREE OF CHARGE, AND PARTNERS BRING THE RECOVERED BEVERAGE CONTAINERS TO A NEARBY RECYCLER. container recycling bins Recycle Everywhere has placed in Manitoba. The organization continues to work and partner with all Co-op locations in the province. The program is available for all public spaces in Manitoba including gas stations, car washes and convenience stores. Free Recycle Everywhere bins can be requested for these locations by visiting RecycleEverywhere.ca.

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By Meline Beach

CONVENIENCE & CARWASH CANADA

Jerky, Sticks and Steaks – Meat Snacks on The Go Whether you’re an avid angler, hunter, an athlete, student, tourist, or someone on a low carb diet (e.g. Atkins, South Beach, Paleo) – simple, savory meat snacks that are packed with protein, such as jerky, steak strips and pepperoni sticks, are long-standing preferred products in the c-store market. New flavours, formats, players and promotions in the category Based out of Whitby, Ontario, The Great Canadian Meat Comhave been catching attention over the years, making meat snacks pany prides itself on just that – being one of the largest meat more common among the average consumer than ever before. snack providers in Canada with over 60 different varieties across The success of the category has seen year-over-year growth. products, flavours and sizing. As a family owned and operated According to Nielsen, meat snacks sales rose 11 percent in the Canadian company, they’ve attracted a loyal customer base and 52 weeks ending January 9, 2016, to reach over $100 MM. Top have enjoyed a double-digit growth year over year. They pride products for 2016 include traditional jerky, meat sticks and themselves on being 100 percent Canadian – from its ingredients, kippered steak. In terms of unit share, key players include Jack manufacturing process and facilities to its packaging. Links, Matador, McSweeneys, Oberto and Big Chief. According to “We stand behind our products, taste and service,” says Creg Nielsen, the Jack Link’s brand dominates the category with over Metcalfe, Sales Manager at The Great Canadian Meat Company. 63 percent share of c-store meat snacks sales in the 52 weeks end- “As a smaller company, word-of-mouth promotion and product ing January 9, 2016. sampling are a key part of our marketing strategy. We welcome While not all meat snacks are created equally when it comes consumer feedback and have high ambitions to expand both in to calories, fat and protein per serving size, many manufacturers product innovation and geographic footprint.” compete for market share while trying to differentiate themselves from each other.

SEPTEMBER/OCTOBER

“Better for you” snack.

For years, meat snacks were predominantly consumed by hunters and anglers for their convenient portability, low-fat and high-quality protein benefits. In fact, one ounce of beef or turkey jerky provides 13 grams of protein and only

TOP TIPS FOR SELLING MEAT SNACKS Variety – offer plenty of flavours and formats to appeal to different customers Pick the right location – promote impulse sales and encourage co-purchase (e.g. near the beverage cooler and chewing gum)

highly of their jerky’s low fat and natural form of protein compared to powdered protein found in shakes and bars. “Our branded meat snacks use simple ingredients and our entire line-up is gluten-free with no added msg. This matters to a lot of consumers.” Meat snacks offer natural ingredients and are portion-controlled – perfect for the conscious consumer. A variety of protein options, such as turkey, chicken, pork and beef cater to different cravings and appeal to different dietary preferences and demographic groups.

one gram of dietary fat. According to Bonnie Thompson, who owns and op- Mainstream appeal. While research indicates that the core erates Gramp’s Place, with her husband demographic is still primarily adult Daniel, hunters and anglers continue to men, meat snacks are gaining popularity be her primary clientele. Gramp’s Place Rotate stock – while these within the female population and across includes a trading post and tackle shop products have a long shelf varying age groups. 40 feet apart from each other, located in life of 12-18 months, be “Although consumers of meat snacks Temagami, an hour north of North Bay, sure to keep products free started out as mostly males aged 18-34 Ontario. Situated on the Trans Canada of dust, clutter and remove years, we have seen a major expansion Highway, Gramp’s Place attracts all kinds any stale-dated items in this category with more women and of outdoor sport enthusiasts, campers even families consuming meat snacks and cottagers, travellers and tourists. “Meat snacks have proven to be a year- as wholesome and nutritious snack opround staple,” says Bonnie. “People pur- tions. The demographics are changing as more people are shifting away from three chase these for their glove box, tackle box square meals to more snacking throughor with their hunting gear and snack on out the day with products that provide them as a nutrient dense snack which can be repackaged for later use through- energy,” says Landry. Flavour options have proven to be a out their travels. They have a long shelf contributing factor to mainstream aplife and sell themselves without a need peal as well. Canada’s diverse population for promotional offers.” is receptive to more adventurous flavours Kylie Landry, Brand Manager, Direct Plus Food Group – McSweeney’s, speaks – like Teriyaki and Sriracha over more traditional flavours like smoked, peppered and hickory. Meat snacks offer natural ingredients and are portion-controlled – perfect for the conscious consumer. “There are meat snacks for everyone in the category,” says Gerry Bes of the Little Short Stop. Bes, who owns 29 convenience stores in the 519 area code, including Kitchener, Waterloo, Cambridge and Guelph, has noticed a difference in the demographics of those purchasing meat products. “More females and Millennials are becoming interested in this category. I think it’s because of the new flavours and the variety of options beyond beef. Millennials, in particular, see meat snacks as a quick and convenient

CONVENIENCE & CARWASH CANADA

way of getting protein without having to cook it.” Jessica Friesen, CEO of Gales Gas Bars / Bob’s Fast & Fresh Convenience, couldn’t agree more. Friesen owns and operates four convenience stores in the Niagara region, each located near a specific area: residential, industrial, tourist and university. While meat snacks are sold at all four locations, the store closest to the university sells the most. “Jack Link’s is the staple product at our university location. Tillamook does well, too,” says Friesen. “Students generally seek it out.” John Loaiza, Category Manager/Business Insights at Jack Link’s Canada, demographics for the category shows meat snacks attract middle to high income families, and Millennials. The increase in relevance of Millennials and the use of snacks as a meal replacement is what is Nielsen MarketTrack. National C&G. 52 weeks ending January 9, 2016 $ Vol (MM)

Dollar Growth

$ Shr

Jerky

29.1

50.1

Sticks & Pepperoni

20.5

21%

35.2

2.2

Kippered Nuggets

6.4

CANADIANS PREFER, BY FAR, ORIGINAL AND TERIYAKI. THESE TWO FLAVOURS ACCOUNT FOR 53 PERCENT OF MEAT SNACKS VOLUME

11.0 3.8

fuelling the double- digit growth the category has experienced in the recent years. Meat protein is one of the most sought after nutrient for a healthy life style. While meat snacks have strong sales across Canada, the Western market accounts for more than half of the sales; and in terms of flavours, Canadians prefer, by far, Original and Teriyaki. These two flavours account for 53 percent of meat snacks volume with Korean BBQ, Peppered and Hot trending. Placement makes a difference.

While many c-store retailers have stated that promotion for meat snacks is not required, as these products tend to sell themselves, manufacturer suggested specials and strategic placement within the retail setting positively contribute to sales figures. Meat snacks can be found at the service counter, an end cap or a dedicated rack – often where beverages are sold. While many consumers seek meat snacks specifically, they’re sometimes pur-

chased with a beverage, chewing gum or cigarettes. In an effort to promote co-purchase, retailers should strategically place meat snacks where co-purchases can be maximized. Friesen supports this theory and states that while meat products may not be the biggest part of their business, around one percent of total store sales, incidentals associated with these meat products, such as lottery and cigarettes, have a positive effect on the category which accounts for 10 percent of snack department sales in C&G channel, as per Nielsen Department Report for 52 weeks ending December. 12, 2015. Money to be made.

Another advantage that Landry points out is that meat snacks take up a smaller footprint in a retail setting than other categories and generate higher dollar sales and margin from a small amount of space. It’s imperative to know your clientele, know what they want and know which products sell as your best effort to increase profitability. Offering a variety of options is key – whether that’s single serve products, multi-packs or a range of flavours. One retailer even sells individual pieces of beef jerky in a tub using tongs. Even with a long shelf life of 12-18 months, it’s important to rotate your stock and remove any stale dated items. Wendy Kadlovski, Director of Operations at Nicholby’s Franchise System Inc. has also noticed greater awareness and a move towards meat products as a “better for you” snack. Nicholby’s, which exclusively sells Jack Link’s products at its locations across Ontario and Alberta, has seen growth in the category. “Meat snacks are high protein, low fat and a good-for-you alternative. While there’s margin to be made on meat snacks, they’re generally more expensive than traditional sweet and sugary snacks like a chocolate bar, so pairing them with another product as a promotion can perhaps appear too expensive, as price is always a factor for the consumer,” says Kadlovski. What lies ahead? As long as manufacturers keep bringing newness or innovation to the meat snacks category, many retailers should continue to see double-digit growth for a category that’s been around for awhile.

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SEPTEMBER/OCTOBER

By Eva Chambers

OVER 5 BILLION FISHERMAN’S FRIEND LOZENGES ARE PRODUCED EACH YEAR. THAT’S ENOUGH, LAID TO END, TO STRETCH AROUND THE WORLD–AND STILL HAVE A BILLION OR SO LEFT OVER.

CONVENIENCE & CARWASH CANADA

Cough and Cold Throat Lozenges – Sweeten the Pot for C-Stores With cough drop season just a few weeks away, Cough and Cold Throat Lozenge manufacturers are ramping up to capture their share of this growing market. This highly competitive category continues to offer much needed incremental revenue to c-store retailers looking for new ways to attract the attention of candy lovers. Keep in mind that consumers have high expectations when it comes to their sweet tooth. What attracts consumers to these products are not only the soothing qualities of medicated candy, but also the irresistible flavours, colours, packaging, and key brand attributes they can relate to. Customers are also looking for healthier options that are gluten and sugar free but maintain the same great flavours they are accustomed to. The effort is well worth it according to industry experts.

According to Euromonitor International, “Medicated confectionery remains among the fastest growing in sugar confectionery, and will increase by 1% in retail volume terms and by 5% in current value terms in 2016, to reach 2,200 tonnes and C$114 million.” 1

Why do people care so much about the brand of their Lozenges?

To answer this, we took a closer look at two popular brands and found that in addition to the candy’s taste and soothing qualities, brand personality, voice and history also resonate with customers. This is especially true with the ever changing demographics. As an example, Fisherman’s Friend and Ricola, two leaders in the medicated confectionary category, continue to soothe the throats of their loyal customers. They do this by continuing to innovate their products

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with new flavours, packaging, colours, and engaging digital marketing campaigns. Fisherman’s Friend

MEDICATED CONFECTIONERY REMAINS AMONG THE FASTEST GROWING IN SUGAR CONFECTIONERY, AND WILL INCREASE BY 1% IN RETAIL VOLUME TERMS AND BY 5% IN CURRENT VALUE TERMS IN 2016, TO REACH 2,200 TONNES AND C$114 MILLION.

When pharmacist James Lofthouse first developed a menthol and eucalyptus liquid for fishermen in 1885 to take with them on stormy and freezing trips into the North Atlantic, he could not have imagined that today, over 5 billion Fisherman’s Friend lozenges are produced each year. That’s enough, laid to end, to stretch around the world–and still have a billion or so left over. The Fisherman’s Friend (FF) line of throat lozenges has expanded since those days and now come in a variety of flavours including Cherry, Mint, Lemon, Citrus, Original/Regular and Extra Strong. Fisherman’s Friend is gluten free and does not contain any artificial colours or preservatives. The active ingredient is menthol. The brand has done so well in Canada for the past 26 years because it works to relieve coughs, sore throats, nasal congestion. “C-stores who carry this product know that the brand has very high loyalty for the category, Fisherman’s Friend has very little interaction with other cough drops and lozenges in the category—meaning that when placed next to competitors, sales of Fisherman’s Friend are incremental. “Consumers know and trust the brand and do not switch,” said Esmeralda Guevara, Marketing Manager, TFB & Associates. Fisherman’s Friend shoppers are attractive shoppers to get in store. They are loyal to FF brand with a large shopper base and high overall spend. Guevara adds, “Fisherman’s Friend in Canada has launched a full 360-degree campaign planned for the 2016-2017 Cold and Cough Season including TV, Radio, Digital, Social Media, Events Marketing and PR. The campaign is based on the tagline #SuckItUp.” While the brand has an established

brand image, they want to reach the younger, online audiences with this creative campaign while also continuing to connect with their loyal, established customers. To find out more about this campaign or engage with the brand and its customers, visit their social media sites. Facebook: https://www.facebook.com/ FFCanada/ Instagram handle: @fishermansfriendca

Ricola

Ricola is a leading global brand for high quality herbal drops. They bring the goodness of Swiss herbs to the world, by inventing, producing and marketing superior products. Ricola prides themselves for creating a perfect balance between taste and effectiveness. Ricola tradition is based on a consistent blend of fine quality herbs to produce the worldfamous Ricola original herb cough drops. To this day, the Ricola blend remains a well-kept secret. One driver for their success is that consumers are demanding better options in every category including cough and cold lozenges. And Ricola is delivering on that since every drop is made with 10 Swiss herbs. “Over the last 52 weeks, the throat and cough category has not seen growth. However, Ricola products are growing double digits. C-stores can make more money if they have category winning items such as Ricola,” said Alok Ummat, Director of Marketing at Ricola Canada. “Ricola has just launched convenient grab and go sticks in 2 flavours (Original Herb and Cherry). A great item for C- stores to carry to help drive sales.” To connect with Ricola on

SEPTEMBER/OCTOBER

CONSUMERS ARE BUYING THEM NO MATTER WHAT THE SEASON, ESPECIALLY SINCE THEY ALSO OFFER HERBAL QUALITIES AND PROVIDE A GREAT TASTE EXPERIENCE.

social media, visit: https://www.facebook.com/ ricola/ or check them out on Twitter: @RicolaUSA It’s important to note that while these confectionery products may help soothe minor throat irritations, coughs, or other conditions, they are also popular because many customers view them as a type of candy. All year long, retailers can look forward to offering customers the broad range of medicated confectionery featuring new convenient packaging, flavours, colours, textures and healthier options. While these medicated candies may seem most popular in colder climates, increasingly consumers are buying them no matter what the season, especially since they also offer herbal qualities and provide a great taste experience. The future for Cough and Cold Throat Lozenges is bright and as consumers continue to engage with brands online via a variety of social media channels, confectionery companies are taking advantage of the opportunity to engage with consumers everywhere to create a sense of community with their brand. Reference: 1Euromonitor International Category Description. Confectionery products that are made from

boiled sugar and contain herbs and/or plants extracts, and used to soothe sore throats. Medicated mints fall into this subsector. These products do not contain an active pharmaceutical ingredient. It may include new variants to soothe sore throats due to partying (e.g. Halls Nite by Mondelez). Brand examples: Fisherman’s Friend (Lofthouse of Fleetwood); Ricola (Ricola AG); Halls (Mondelez International Inc.)

We are now offering digital opportunities on www.convenienceandcarwash.com Your web banners and videos will be strategically placed in related content areas that align with your target audience. Let’s talk about how we can work together to help you with your online marketing

Call Cathie Fedak at (905) 665-6071 or email cathie@convenienceandcarwash.com

CONVENIENCE & CARWASH CANADAâ&#x20AC;&#x192;

By: Dave Bowen

Optimize Your Real Estate to Maximize Profits.

CONVENIENCE & CARWASH CANADA

A GREAT WAY TO EVALUATE YOUR LIGHTING IS TO A LOOK AT YOUR SITE FROM ACROSS THE STREET. ASK YOURSELF IF IT LOOKS APPEALING, BRIGHT, SAFE, AND IF THERE IS GOOD SIGNAGE. MOST OF ALL, DOES IT MAKE YOU PROUD? The days of major oil companies competing against each other in the Retail Petro/ C-store market are fading fast. Single or groups of stations are being gobbled up by small, medium and large independents eager to expand their market share or add more sites in order to boost profits. Chances are that just obtaining a site will not make it more profitable, “under new management” does not mean anything to a consumer. Operators need to show positive change to customers, no matter how subtle. A good place to begin is to consider new canopy lighting. Especially, if you are reimaging and need a fresh look. Whether it is a new paint finish, new canopy fascia, logo or a complete overhaul, it makes sense to put all these changes in place to enhance the customer experience and keep the site well lit.

SEPTEMBER/OCTOBER

Your overall decision to update your site and prioritize lighting options should be based on the immediate need to make your site look more appealing to bring in new customers. This often includes upgrading the “visual appeal” of the forecourt. Customers are looking for bright and safe lighting and easy to read signage. For example, if you are lighting up old faded out of graphics, rusted canopy columns with tired signage and possibly tired old garbage retainers etc., you could be defeating the benefits of new lighting. So consider all these elements. Based on all this analysis, you may want to ask a lighting professional to evaluate your site, make suggestions for the interior and exterior that fit your budget. LSI professionals are available to provide this service. All of these products and technologies are now a viable offering to the market so let’s take a brief look at what retailers can do to enhance their sites. Technology in all aspects of the Retail Petro / C-store and Carwash continues to change so it is important to stay on top of these trends. Under Canopy LED Lighting is at an all time high with maximum light output, low wattage, and greatly reduced energy savings, the same applies to pole mounted LED site lighting. New low cost site lighting with improved optic systems in the fixture, and controlled lighting distribution, allows retailers to maximize the “WOW” factor of a site for the least number of invested dollars.

As long as fresh paint has been applied, and reflective values are prominent on the exterior, applying LED lighting is a good next step. Additionally, if you have a carwash on-site, better lighting technology can help maximize profits. You should also consider LED surface mount carwash fixtures to make the wash bright and safe to appeal to all genders. Also, if your carwash has a wall of glass you may consider making your wash cycle a “colour changing“ experience, whereas when the vehicle is in the wash there are series of colour changes going on to coordinate with the initial rinse, then soap and rinse again. These multiple colour changes provide a “WOW” factor not only for the client, but all drivers passing by. The “WASH WITH COLOUR” experience is so fine tuned now it basically comes as an easy-to-install “kit” that can be installed and programmed in a few hours. Interior C-store lighting and special technology opportunities have added exciting opportunities for carwash operators. For example, LED Chip advancements allow us to supply wafer thin 2x2 and 2x4 LED “Lighting Panels” are affordable and easy-to-install in minutes, and these fixtures can be addressable to create a “special” effect over feature product areas. The Electronic Shelf Tag with “Beacon” technology integrated under the SOAR line is now ready to be utilized in the Retail Petro/ C-Store market which can help retailers take advantage of the digital movement to entice more customers.

NEW LOW COST SITE LIGHTING WITH IMPROVED OPTIC SYSTEMS IN THE FIXTURE, AND CONTROLLED LIGHTING DISTRIBUTION, ALLOWS RETAILERS TO MAXIMIZE THE “WOW” FACTOR OF A SITE FOR THE LEAST NUMBER OF INVESTED DOLLARS.

CONVENIENCE & CARWASH CANADA

IMAGE

HTING +GR AP LIG

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The ESL interface to the C-Store POS tells consumers about in-store products, for automatic update of pricing. Each specials and loyalty points possibilities. tag is included with This helps proTHE SHELF TAG SYSTEM an internal BEACON. mote new products, CAN BE USED IN MULTIPLE discounts, prices, A Beacon is exactly LOCATIONS BUT CONTROLLED features and tells as it sounds, it sends out a signal to an app CENTRALLY FROM ONE SOURCE customers where to FOR EASY CHANGES DAILY, find items, making it of a preferred Retail WEEKLY OR MONTHLY. Petro/ C-Store locaeasy for the customtion or chain and er to find their way around and make choices. The system can also be tied to Digital Signage for further impact. The owner would have access +TECHNOL S to an analytics package with full data reC O HI ports. The Shelf Tag System can be used in multiple locations but controlled centrally from one source for easy changes daily, weekly or monthly, the ultimate technology to allow you complete control of your business. S 40 TH A I VE R The finishing touch to the interior area N N can be simply adding “colour” be it bright colourful graphics, LED Edge lit Signage or eye catching “ad value” Holographic media displays. Lighting + Graphics + Technology So back to our title “Managing Your Real Since 1976, LSI Industries has developed comprehensive, high-performance Estate” all of the services, products and indoor & outdoor lighting to discerning quality standards. LSI has specifically technologies mentioned in this article are built its reputation as an expert catering to the c-store, petroleum and car wash markets. LSI continues its legacy of excellence today with a host of often available from a single source like LSI. energy-saving LED fixtures, lighting controls, graphics solutions, electronic So seek the advice of an expert to help you shelf tags and interactive beacons. LSI has it all. Contact us today! make your site appeal to more customers and help you maximise profits. LSI Lighting and Graphics is more than just a lighting company but it is a systems, graphics, media technology company offering retailers turnkey solution to all their site needs. LSI has over 30 Colour Changing LED Carwash locations currently operating Practica LED Area Light in Quebec with Sobey’s/Shell stations, with (PLCS) another program about to start in Ontario. Visit http://www.lsi-industries.com/

Let LSI Enhance Your IMAGE

Edge Lit LED Light Panels (ELFP)

LED Canopy Fixtures (CRUS/CRUSM)

www.lsi-industries.com Dave Bowen, LSI National Sales

db@webcolighting.com

519-657-2106

SEPTEMBER/OCTOBER

YOU FOCUS ON CLEAN VEHICLES. WE’LL FOCUS ON CLEAN OPERATION. Your business sees vehicles coming and going all day. Smooth operation of your door systems can be vital to both productivity and profitability. Upwardor’s Car Wash System is manufactured in

Canada to handle harsh weather conditions as well as your specific commercial needs. The result is a system that is affordable and reliable and ensures your operation runs cleanly.

FEATURES Upwardor’s Car Wash System features the Solalite™ translucent aluminum overhead door and the PowAirDor™ pneumatic door operator.

™

• Inhibits cold transfer and heat loss for a better wash operation • Offers additional strength and impact resistance

G a r a g e D o o r s D e s i g n e d f o r Li f e

• Tailored for high-use and high-corrsion applications © 2015, TM Trademark of Upwardor Inc. Duplication is prohibited without express written consent of Upwardor Inc. Design and specification subject to change without notice.

FOR MORE INFORMATION CALL 1 800 667 3367 OR VISIT UPWARDOR.COM

CONVENIENCE & CARWASH CANADA

Carwash Chemicals CARWASH OPERATORS ARE ALWAYS LOOKING FOR

HIGH QUALITY, INNOVATIVE CLEANING PRODUCTS

THAT NOT ONLY ENHANCE THE CUSTOMER EXPERIENCE, BUT OFFER THEM NEW OPTIONS. TAKE A TURTLE WAX

LOOK AT WHAT SOME OF THE INDUSTRY’S LEADING CARWASH CHEMICAL PRODUCERS HAVE TO OFFER. THEY ARE EXPERIENCED CARWASH EXPERTS WHO UNDERSTAND WHAT CHEMICALS WORK BEST IN CANADIAN CARWASHES.

Turtle Wax® Pro is a brand built on a tradition of quality products and innovation. The company’s tagline, “Making Your Profits Shine”, illustrates the desire for both carwash operators and distributors to build their businesses through partnership with Turtle Wax ®Pro. This is accomplished through continuously ensuring the Turtle Wax® Pro product portfolio is producing the cleanest cars in the industry and by helping carwashes advertise with various marketing programs. With 93% brand recognition among consumers, carwashes that used and advertise the Turtle Wax® Pro products notice a lift in overall sales as well as delight from their customers on the quality of their wash.

SEPTEMBER/OCTOBER

CLEANING SYSTEMS, INC.

ZEP VEHICLE CARE

Cleaning Systems, Inc. (CSI®) is a global leader in the manufacturing of chemical cleaning and protection products, as well as application technologies, for the transportation industry. Founded in 1976, Cleaning Systems, Inc. is based in De Pere, Wisconsin, USA, and is an ISO 9001-2008 and ISO 14001-2004 registered company. CSI’s products are known for innovative, industry leading technology, in addition to a commitment to quality, value, and environmental sustainability. CSI’s product lines include Lustra®, serving the professional car wash industry, with conventional concentrated products, as well as Ultraflex® ultra-concentrated technology. Ultraflex® is an advanced system of ultra-concentrated, environmentally friendly car wash products, packaging, and equipment that combines to deliver extreme performance and unlimited flexibility. Through cutting edge research and development and extensive testing on a global scale, the Ultraflex® System fundamentally changed the way car washes approach chemical usage. By eliminating drums, backroom space is maximized, waste is completely eliminated, and washes are able to easily commit to going green. Most importantly, the Lustra® ultraconcentrated products deliver an incredibly clean, shiny, dry vehicle that maximizes the car wash user experience at an affordable cost-per-car. In addition, CSI® offers an array of chemical application technology solutions, including the iLevel® ultrasonic chemical monitoring system, the Mizer® solution distribution and application system, and the ChemPod® chemical accumulation system that aids in the dispensing of chemicals in multiple bays. These cutting-edge technologies are revolutionizing the car wash industry by maximizing car wash owner and operator control, efficiency, and profitability. CSI®…The global leader in chemical technology for the transportation industry.

As the largest car wash chemical solutions provider in the industry, Zep Vehicle Care has decades of vehicle cleaning experience and the widest product range for effectiveness in various conditions. Our innovative chemistries deliver a visible difference that customers will notice. Assure® Program The Assure® program from Zep Vehicle Care offers an easier, safer, better way to manage your chemical program while delivering superior performance. Assure chemistries contain the most advanced cleaning agents and polymers and are up to four times more concentrated than current hyper concentrated products. Plus, maximize cars per container and space with smaller, mess-free modular storage available in multiple sizes to meet both your backroom needs and wash volumes. Our NEW Armor All Professional® AHS Extreme Shine Wax™, formulated for our innovative Assure® program, features a unique additive that when gently polished in, produces a deeper shine and smoother finish. The luxurious foam, vibrant purple color, and fast rinse means an enjoyable experience for customers and greater revenue for carwash operators. Shine and Protect with Brands You Trust Provide customers with the ultimate in shine and protection. Armor All Professional® Extreme Shine Wax™ is formulated with advanced polymers and carnauba wax to produce the shine that will get a car noticed. Rain-X® Complete Surface Protectant is a proven formulation of silicones and polymers that bonds and cures to the vehicle’s surface to provide the ultimate protection from weather and road soils. Learn more at www.zepvehiclecare.com or call 877.326.9274.

CONVENIENCE & CARWASH CANADA

WARSAW CHEMICAL CAR CHOICE® BRAND PRODUCTS

Warsaw Chemical Co., Inc. is celebrating its 75th anniversary in 2016. Warsaw Chemical offers over two hundred Car Choice® Brand car wash products and Warsaw Chemical Brand janitorial, industrial and automotive detail products internationally and throughout the United States. Warsaw Chemical also offers a line of environmentally friendly products for the carwash, janitorial and industrial markets. The Car Choice® line includes products for selfservice, automatic, and conveyor car washes, including pre-soaks, detergents, foam brush shampoos, clear coat conditioners and the MicroDrum®

ultra-concentrate packaging line. Many specialty items are also available including whitewall tire cleaners, carpet and upholstery shampoo and auto fragrances. One such Car Choice Brand product is the Formula 704 Wave Shield Hot CARnauba Shine High Foaming Polish. This high foaming polish features advanced polymer technology with the durability of carnauba to provide a high shine protective barrier on paint, chrome and trim. Hot CARnauaba Shine polish features premium surface protection and is ideal for all foaming wax arches. For more information visit www.warsaw-chem.com

•

Team•

Mission•

Goal

Wednesday, February 22

KEYNOTE:

RUDY GIULIANI 107th Mayor of New York City

JOIN US: February 21-23, 2017 Mirage, Las Vegas, NV

The Greater the Challenge — The Greater the Victory

www.wpmaexpo.com WPMA

CCC16 SepOct hlf0810.indd 1

8/12/16 9:22 AM

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SEPTEMBER/OCTOBER

CONVENIENCE & CARWASH CANADA

By Judy Owen

TIPS FOR WINTERIZING YOUR CARWASH – THE EXPERTS WEIGH IN

Imagine a customer drives up to your carwash in the winter and waits for the overhead door to open. And waits. And waits. Imagine a customer drives up to your carwash in the winter and waits for the overhead door to open. And waits. And waits. If the door isn’t working, what do you think that customer will do? Chances are they’ll turn around and go elsewhere – taking some of your revenue with them. It’s a scenario Sylvain Blouin doesn’t want at his Rock-N-Wash in Edmonton, and he avoids that by following a maintenance plan year-round. “You have to be organized,” says Blouin, the company’s founder and president. “If you don’t have a preventative program to get your business ready for winter, honestly, it speaks about you as an operator and what’s happening with the rest of your operation.

“Being organized and having a maintenance program should be not only during the winter, but throughout all seasons.” It’s advice that’s echoed by other operators, distributors and experts in the carwash industry. Ian Burton says winterizing a carwash begins long before the first customer rolls up to the door. The PD McLaren Ltd. sales and marketing manager, carwash division for Western Canada, says it all begins at the construction stage. It’s about installing heated concrete slabs at least three metres out from the entrance and exits doors to avoid icy surfaces. It’s using the proper doors that can withstand colder climates. It’s having the proper heating systems in the bays, whether that’s

50â&#x20AC;&#x192;

SEPTEMBER/OCTOBER

CONVENIENCE & CARWASH CANADA

Rock-N-Wash owner Sylvain Blouin says not having a preventative program to get your carwash ready for winter can reflect badly on your entire operation.

forced air or radiant heaters. It’s making sure you’ve got an efficient air exchange system. “When hot water is used, it tends to increase condensation buildup around the door openings, causing freezing in the winter months,” says Burton, whose employer is a distributor of the PECO, Istobal and Oasis vehicle wash systems. “So what you need to do is you need to have an air exchanger inside the carwash. That’s another winterization of the building.” When it comes to choosing a door, Airlift Doors, Inc. general manager Jim Johnson notes the Minnesota-based company’s Alaska Polycarbonate door is known for its durability, yet it’s lightweight. It’s made of strong polycarbonate and anodized aluminum and can withstand cold climates. “The hardware used on your door is just as important as the door itself,” Johnson says. “Plastic track, plastic hinges and a stainless-steel door shaft are more durable and can withstand harsh winter climates.” He also stresses following a maintenance schedule and doing winter preparation in the fall. “It is likely that your door’s shaft line bearings need to be greased at least four times a year, and your door hinges may need to be lubricated that often,” Johnson says. “A good rule of thumb is to lubricate all moving door parts throughout the year, including your opener.” Blouin has nine overhead doors in his

16-bay Rock-N-Wash, which can clean large trucks. He bought a platform lift, which allows him and one of his employees who’s a millwright to be raised to the top of the doors to do regular maintenance. Galvanized cables are checked to ensure they’re not starting to break apart, and that bolts and hinges are sturdy. The wheels are looked at to make sure they’re not bent and then they’re greased. “It’s really kind of anticipating and preventing any potential issues when that door goes up or down,” Blouin says, noting emergency repairs can take time and be costly. He also tests the glycol in the heated pads at the entrances and exits to ensure slabs haven’t shifted since the spring, which can cause a pex line to leak. “If the strength of the glycol that’s flowing through those pads is not proper, it actually can cause one of the pex lines to burst,” Blouin says. Checking an asphalt parking lot to make sure it doesn’t have cracks is also a mustdo. If cracks aren’t sealed, water can get under the asphalt, affect soil compaction and possibly damage the foundation of the asphalt, Blouin adds. In warmer parts of Canada where carwashes don’t have doors, Burton says the equipment PD McLaren installs for selfservice bays and big, rollover automatics can include a weeping system. The weeping system automatically turns on when the temperature goes down to a set degree, causing water to trickle out so the water inside guns or hoses doesn’t freeze. Experts agree a maintenance checklist should also go beyond equipment and include the products used in washes. “Chemicals make a huge difference in washing vehicles,” says Dave Watson, owner of three full-service Chamois carwashes in Winnipeg. “I’ve had this argument with people off and on. They’ll say, ‘Ah, well, chemicals are over-rated.’ Chemicals are not over-rated.” A higher concentration should be used in the summer months to combat bakedon bugs, oil drips and rubber from tires that makes up “road film.” In winter, oils are more solidified and the salt on the road combines to make it easier to wash, Watson noted.

Experts agree chemical solutions need to be changed for the seasons to provide the best wash.

SEPTEMBER/OCTOBER

Carwash Tips Terry Schmautz knows a thing or two about how a carwash operates. For 33 years, he owned TD Industries and designed, built and installed coinoperated carwash equipment. After retiring, the industry still beckoned and he started Odessa Consulting Inc. six years ago and now designs and builds equipment and consults. When it comes to ensuring carwashes run smoothly, especially in coldweather locations, Schmautz has got some simple, common-sense advice. “Set up a maintenance schedule and stick with it,” says Schmautz, who makes Blue Devil wash equipment based out of Okotoks, Alta. He knows, though, that’s often easier said that done. “A lot of people don’t like to spend money if they don’t have to,” he says. “They try to put it off for another year, another year. “You’ve got a big investment in equipment. If you let it go, it’s going to cost you more money.”

To give operators a headstart on winterizing their carwashes if they don’t hire professionals, we’ve tapped into the knowledge of Schmautz and other industry experts and have put together this checklist of some key maintenance tasks. • Change the oil in pumps once a year using non-detergent oil. • Check all belts for proper tension and ensure they’re not worn or cracked. • Check the chemical lines and change chemicals to a proper winter solution. • Have the reverse osmosis system inspected to ensure a spot-free rinse. • Check the wands, guns, hoses and booms for cracks and leaks. Ensure nothing is plugged. • Empty and clean the pits as it’s easier to do before the snow arrives. • Check signage and coin boxes. • Check bay labels on the rotary switches. • Inspect doors, including weather stripping, cables, hinges, springs, rollers and panel latches. Ensure door hardware such as screws are all tight. • If door rollers are metal, lubricate with penetrating oil. If plastic rollers, clean them. • Electrical doors should be serviced. • Check the top of door panels. If they’re rusted, the springs may be starting to rust. Try to get rust off the door panels and spray with oil.

• Check the knobs on doors customers and staff use and make sure they’re lubricated. • Ensure pipes and exhausts for heating systems are serviced. Blow out the dust of overhead heaters. • If using infrared heaters, make sure thermostats work properly before the temperature plunges. • Ensure belts are properly set and lubricated on the air exchanger. Check that louvers are working properly. • Hire a snow removal company ahead of time. • Make sure the heat for outdoor pads is turned on early enough to work before customers arrive, and the temperature adjusted higher in frigid weather. • Have bags of ice melt ready. • And … don’t forget warm uniforms for staff!

Routinely check wands, guns, hoses and booms for cracks and leaks and ensure nothing is plugged.

Terry Schmautz manufactured this pumping equipment and says sticking to a maintenance schedule pays off in the long run.

It’s crucial to keep up with snow clearing and regular checks of the heated slabs at entrances and exits.

CONVENIENCE & CARWASH CANADA

Zep Vehicle Care Inc. is the largest provider of carwash chemistry to the professional carwash industry. Corporate account manager Brad Baldwin says the balancing of the chemistry for the different seasons can be key to achieving the best cleaning results at the best cost. Winter grime on roads is often mineral-based (for example, calcium chloride and “CARWASH OPERATORS potassium chloride), which reSHOULD EMBRACE quires a stronger low pH soluWINTER BECAUSE tion than does summer cleanWINTER, TO ME, ing, he says. Summer dirt may primarily be organic-based EQUALS INCREASED soils such as hydrocarbons WASH FREQUENCY from exhaust and protein soils AND REVENUE.” such as bugs. “Also, the temperatures of vehicle surfaces are much lower (in the winter), which reduces the temperature of presoak solutions,” Baldwin says. “Every five degrees in temp loss reduces the chemical activity by one per cent. “If you are starting with, say, a 15 per cent active product and your surface temp is 35 degrees lower than for summer cleaning, you can see the effect this

can have with it having half the activity of the same application in the summer. The benefit of winter cleaning is that organic soils are generally less in the winter so less alkaline presoak is required.” A challenge in recent years has been the switch to new liquid/brine de-icing solutions that are activated by moisture and tend to require even stronger low pH or organic solvent solutions to penetrate and make them water soluble for touchless cleaning, he noted. “There have been some specialty products marketed as a solution for this new cleaning challenge, however, this can also be dealt with again by a seasonal adjustment of the presoaks to achieve the proper balance of pH, solvency and surfactant/chelate levels to solubilize and make the soil water soluble.” Self-serve carwashes with open bays may require alcohol-based tricolor/foam brush solutions, but these “can have inherent flammability issues,” Baldwin cautioned. Even though another cold winter around the corner may not be a pleasant thought for many people, Blouin says “winter should be looked at as a friend for carwash owners.” “Carwash operators should embrace winter because winter, to me, equals increased wash frequency and revenue.”

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SEPTEMBER/OCTOBER

By Mike Jacques

CONVENIENCE & CARWASH CANADA

THINKING ABOUT BUILDING A CAR WASH? BEFORE YOU SHOULD CONSIDER ANYTHING ABOUT THE TYPE OF CAR WASH YOU ARE THINKING OF BUILDING, ONE OF THE MOST IMPORTANT ASPECTS OF YOUR PROJECT WILL BE YOUR PROPERTY SELECTION.

There are multiple elements that will contribute to a successful location, so be sure to do your homework! It is critical to understand the dynamics of the property selection such as traffic counts, ingress/egress, type of customer base, retail anchors close by and other important factors ensuring that you are going to get the volume of customers that you are looking for. Don’t be afraid to enlist the assistance of an industry expert to help you with this task. There are a number of wash types to consider. These include self-serve bays to full exterior only conveyorized tunnels, depending on what a site is potentially going to produce in terms of volume. Conveyorized tunnels have been around

for years and have proven to be the best platform to achieve higher volumes as the process is quick and you are able to have multiple customers being loaded, washed rinsed and dried at the same time. Good signage and proper attention to turning radius will ensure that customers can load comfortably on to the conveyor and have a positive experience at your car wash. The mini tunnel concept has been around for several years and was predominantly adopted by petroleum companies due to space considerations. The sites were multi-purpose use with fuel and a C-Store leaving just enough room for a small tunnel depending on the site volumes. Also touch-

SEPTEMBER/OCTOBER

MULTIPLE IBA’S HAVE INCREASED REVENUE AND EXPANDED THEIR CUSTOMER BASE BY REPLACING ONE OF THE IBA’S WITH A MINI TUNNEL.

less and Friction played a huge role in the retailer’s approach to their customer base. These mini tunnels have proven to be a safe and fast way to wash several vehicles with little to no concern for damage with the friction type washes. With so many new technologies in the industry, like the closed cell soft touch foam technology, the worries of damage have been virtually eliminated. The great thing about the mini tunnel is the room required to put this type of system on a piece of property. A 50 foot building with a hybrid style equipment wash package (friction with some high pressure rinsing) can provide excellent results. This style of wash is also cost effective operationally since it is not reliant strictly on chemistry to do the cleaning. You can incorporate some optional extra services in these washes such as premium wax, tire and rim cleaning to generate increased profitability, without taking any additional time for your customers. The mini tunnel is fast and versatile. In some cases,

Since 1924

P.D. McLAREN LIMITED

Cleaning Cars Across Canada

SPECIALIZING IN

CONVEYORIZED CARWASH EQUIPMENT

www.pecocarwash.com Burnaby 604-437-0616 Calgary 403-287-1633

Burnaby Toronto 604-437-0616 905-428-8403 Burnaby 604-437-0616 Calgary 403-287-1633 Montreal 403-287-1633 514-791-6398 Calgary

www.pdmclaren.com

we have seen operators removing an In Bay Automatic and replacing it with a conveyorized system because of the increased need for processing speed and increased volume. If you have a busy site and the lines for the car wash are too long, you could be missing out on a certain number of customers that will not wait for the IBA where wash times can get up to six minutes on a top wash package. If your current location cannot produce the volume that it is capable of, an investment in a mini tunnel could provide you with a quick payback. Busy locations with multiple IBA’s have increased revenue and expanded their customer base by replacing one of the IBA’s with a mini tunnel. To do this successfully, your site must enable the proper flow of traffic and wash approach. Time is a premium for your customers, and the ability to keep the line moving will be a key factor as to whether your customer will choose your location on the busiest wash days. The mini tunnel also allows you to attend the wash on your busiest wash days to maximize the revenue on these days. By helping customers enter codes and load on the conveyor, a 50’ mini tunnel could wash up to 40 cars per hour- regardless of the type of wash purchased and without losing any wash quality! Your customers are satisfied with the wash quality and time spent waiting to get a wash and your daily profits increased substantially. Car wash equipment technology has come a long way. It is not necessary to put as much equipment in a bay as you can in order to ensure a desirable result. The design, functionality and performance of today’s car wash equipment is exceptional with focus on continuous improvement. The proper components, strategically placed in the tunnel will produce a very desirable result. A single top brush can clean the top of a vehicle better than the big bulky mitter that in most cases requires at least two to get the job done. Add a set of wrap around brushes, some lower detail brushes and you are 85% there and let’s not forget about the importance of good chemistry when dealing with a smaller tunnel or in any car wash for that matter. A car wash operator can have the best equipment package & wash design, and turn out an inferior result due to poor chemistry. There are many quality products in our market, combine quality chemistry with the right equipment package and you’ll turn out a great product, which will have a greater value for your customers.

CONVENIENCE & CARWASH CANADA

When evaluating your property, be sure to consider building placement for maximum visibility for your customers, pay attention to traffic flow and how that will affect customers coming in to the site, leaving the site, and getting into the wash. The *Turning Radius for your customers and ancillary equipment such as vacuums must be accounted for when planning your car wash.

35'-0"

MINIMUM FROM CONVEYOR TO PROPERTY LINE

8'-0"

CARWASH EQUIPMENT C & DOOR L

8'-0"

7'-0" STRAIGHT WAY

*Turning Radius is often overlooked and detrimental to your operation. If customers find it difficult to use your wash, chances are they won’t come back. The illustration on this page illustrates an example of a mini tunnel layout on a property.

R23'-0"

Since 1924

P.D. McLAREN LIMITED

RDR

Where Technology Meets Integrity Burnaby 604-437-0616 Calgary 403-287-1633

Toronto 905-428-8403 Montreal 514-791-6398

www.pdmclaren.com

by Eva Chambers

SEPTEMBER/OCTOBER

Innovating for a New Generation of Carwash Customers When Mike Black the founder of Valet Car Washes needed to renovate his self-serve bays at his Cambridge Ontario location he set out to design a site using the latest equipment and technology. Understanding the changing carwash customer demographics helped him create a carwash experience that also appeals to a new generation of clients who demand a variety of services and payment options.

Valet’s team was challenged to come up with an innovative layout and operating plan to attract discerning millennial customers to his carwash to reverse the decline in his self-serve business. Today, customers are looking for a high level of service and expect technology to enhance their experience. These factors can incent them to spend more money during their visit which is a key element in Mike Black’s plan. With over 25 years of experience in the industry and past president of both the CCA and ICA Black is well aware of what’s needed to be successful in the carwash business. Here are some of the key equipment and technology options Mike Black put in place to fulfill his vision of a state of the art self-serve carwash that meets the needs of customers looking for innovation. Mobil Payment

Over the past few years, Mike Black has been researching various forms of mobile payment to attract those customers who prefer to pay by phone at his self-serve business. He understood that providing

CONVENIENCE & CARWASH CANADA

START WASHING WITH PAY BY PHONE How Pay by Phone Works With WashCard Pay by Phone. Customers create an account at the wash using social media plugins like Facebook or Google+. An operator can now turn around and use their contact information to market additional services that benefit their customers. There is no one in the industry that is able to upsell at an unattended self-serve, and with this software, it makes it easy to increase the average ticket price at an unattended self-serve like Valet Car Wash. Along with mobile payments, WashCard can process transaction through RFID window tags, custom loyalty and fleet cards, online through customer storefronts, and credit cards.

mobile payment options goes far beyond because mobile transactions are much just paying for a service. WashCard Pay richer in terms of the data that can be by Phone was a good solution for Valet supplied to merchants and, in turn, the because not only was he looking to take subsequent services that can be provided payments with a phone, he also wanted to end-consumers, which hopefully then to offer customers a better self-serve drives sales.” 1 experience. To our knowledge Valet is Carwash operators understand that the first carwash in North America to offering extra services that are easy to eliminate coin in a coin op wash and buy on your phone can help boost sales. adopt mobile payment and After considering other paytokens as the only form of ment systems, Mike was payment. Valet Car Wash impressed to see that the is currently implementing WashCard system allowed this new payment system. It customers to activate the allows customers to select wash from their phones, three different cleaning something that many of motimes and price points and bile apps were just not able VALET CAR WASH to facilitate. then select their method of IS CURRENTLY payment right from their “Valet Car Wash has done phone a fantastic job unifying their IMPLEMENTING “Almost 1/3 of the popu- THIS NEW PAYMENT brand across multiple localation is now made up of tions. A leader in his region, SYSTEM. IT ALLOWS Mike millennials, (the first time keeps all of his locaCUSTOMERS TO in history to be bigger than tions up to date, and makes SELECT THREE baby boomers) and unlike sure all his equipment is the DIFFERENT past generations who carbest in the industry,” notes ried cash and a credit card CLEANING TIMES Craig Kjorlien, Sales Manin their wallet, this genera- AND PRICE POINTS ager at WashCard. tion for the most part carWith Pay by Phone, a cusAND THEN SELECT tomer ries a debit and a cell phone can be enticed to visit THEIR METHOD OF Valet with promo codes that in their pocket. I think one PAYMENT RIGHT of the biggest reasons why work on certain days, or an the self-Serve industry as FROM THEIR PHONE operator can offer value a whole has seen a decline packages that reward cusin business over the past tomers. Carwash visitors can 10 years or so is that we are keep track of these transacstill forcing customers to use a 50-year- tions on their accounts, or have a text reold payments system that just doesn’t ceipt sent to their phone! For a work with so many of today’s tech savvy business like Valet Car Wash, these customers,” informs Black. options become an extension of their He adds that Mobile payment, (along customer care service and create a better with a host of other benefits that come experience for the end user. with not having to deal with coins and “Mike Black’s enthusiasm to learn about bills) opens up a door to a whole new de- the equipment he is putting in, and his mographic of customers that are looking vision for what it will do for his business for businesses that provide a payment sys- made it very fun for us at WashCard System designed for them not one designed tems to work with him,” adds Kjorlien. for their grandparents. Viking Kristjansson, VP Sales at SLOTAccording to Euromonitor Internation- DRAIN, agrees, “Many car wash owners al, “The hype around mobile payments don’t spend enough time investigating is not because the card infrastructure new and improved ways to enhance their is broken or because consumers and/or client’s overall experience. It is obvious merchants desire something new. It is that Mike cares deeply about his clients

60â&#x20AC;&#x192;

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Stacked Pump Station

and that their experience in his facilities.” Another example of this is that Valet’s staff found that keeping drains clear of debris THE RENOVATED was very time CAMBRIDGE consuming LOCATION ALSO with traditionCONSIST OF A 130 al trench drains. Mike Black inFOOT EXTERIOR TUNNEL, 6 INTERIOR stalled the Slot Drain trench CLEANING BAYS, 3 drain system DETAIL BAYS, A 3 BAY with a FlushVALVOLINE QUICK Flo System that LUBE AND RETAIL AND allowed him to flush his WAITING ROOM ALL UNDER A 20,000 SQ. drains after every carwash so FT. BUILDING. that dirt, sand, and sediment wouldn’t build up and plug the drains. Customers rate cleanliness as an important factor when choosing a carwash location. The Slot Drain System is designed to provide the functionality of a trench drain without the need for grating. The result is a cleaner, safer, aesthetically appealing, cost effective drain system that requires little to no maintenance. Understanding the equipment that makes a carwash run more efficiently is one of Mike Black’s strengths. “Mike is a very good operator and knows what he wants and how he wants his equipment built,” notes Mike Hansen, Sales Manager-Wash Division at Dultmeier Sales. “We were excited to provide a variety of equipment for Mike’s new state of the art facility.” Valet in Cambridge offers new do it yourself bays featuring Dultmeier equipment. They worked with Valet to install critical equipment like

bay meters, a stacked pump station, a high pressure presoak system, a foaming brush system, and unique Mosmatic ceiling mount “Z” booms for high pressure and foam brush. These are designed to track under each other for smooth and tangle free operation in the bays. The renovated Cambridge location also consist of a 130 foot exterior tunnel, 6 interior cleaning bays, 3 detail bays, a 3 bay Valvoline quick lube and retail and waiting room all under a 20,000 sq. foot building. Valet Car Wash is the largest branded independent operator of conveyor washes in Ontario and is currently expanding through company owned locations as well as through licensing agreements with existing operators. Bill Barber, President of Washlinks noted, “Valet Car Wash in Cambridge has many profit centres under one roof. They also have a Flex Car Wash with an ICS Auto Sentry for convenient payment. After the wash, the customers who have chosen the flex service proceed into the interior cleaning area and receive services ranging from a quick clean to an express Detail.” It’s not hard to see why Valet’s business has expanded to include eight locations across Canada. This success comes not only from staying on top of the latest equipment, but also understanding the ever changing needs of customers, and providing them with a first-class experience to gain their loyalty and keep them coming back. 1 Euromonitor International: TECH TITANS AND THEIR PROSPECTS IN THE IMPENDING GLOBAL MOBILE WALLET WAR. December 2015

By Ed Kammerer

SEPTEMBER/OCTOBER

WHAT’S UP DOWN UNDER

Top Talent Honoured at AACS Annual Awards AACS Awards – Winners by Category

Below is a complete list of the major winners at the 2016 AACS Convenience Leaders Summit and Gala Awards. To ensure the best and fairest outcome, the awards for retailers were judged by suppliers and vice versa through the Advantage program. Stores award entries were nominated by retailers and then judged through a team of mystery shoppers against set criteria. Congratulations to all the winners and runners up.

Following the best ever attendance at the Australasian Association of Convenience Stores (AACS) annual Convenience Leaders Summit held on August 17th, the AACS Gala Awards again proved a huge success, with the industry’s most outstanding professionals and innovative organisations honoured. Caltex was named Retailer of the Year for the second year running, Coca Cola won Supplier of the Year, while a new award category supporting the AACS Women in Convenience initiative was a particular highlight. AACS CEO Jeff Rogut said the Summit was well attended by over 300 people, who heard from some of Australia’s and the world’s leading industry minds, with this number swelling to nearly 600 people in attendance for the awards dinner. “The annual AACS Convenience Leaders Summit and Gala Awards have taken a significant step this year, in terms of reach and importance. As an industry we recognise the challenges and also the opportunities, and the atmosphere over the course of the day was one of confidence and conviction,” Mr Rogut said. “The focus on innovation is already driving improved performance in the convenience channel, and the awards are an important way to recognise the investments made by those individuals and businesses at the forefront. “It is clear that, as we continue to develop talent and innovate for the future, the retailers, suppliers and associated entities in our industry can maintain the optimism that has underpinned their recent performance, as they strive to serve their customers as best they can,” he said. Consistently one of the most anticipated and hotly contested awards, the AACS Peter Jowett Convenience Award, was won by Jack Murphy-

RETAILER OF THE YEAR Finalists: Winner: AA Petroleum Caltex Caltex 7–Eleven SUPPLIER OF THE YEAR Finalists: Winner: Smiths Coca Cola Mondelez Coca Cola BEVERAGE & DAIRY SUPPLIER OF THE YEAR Finalists: Winner: Frucor Cola Coca Coca Cola Parmalat ICE CREAM & SNACKING SUPPLIER OF THE YEAR Finalists: Winner: Smiths Smiths Peters Ice Cream Unilever Streets CONFECTIONERY SUPPLIER OF THE YEAR Finalists: Winner: Stuart Alexander Mondelez Wrigley Mondelez FOOD ON THE GO SUPPLIER OF THE YEAR Finalists: Winner: Mrs Macs Mrs Macs PFD Fresh to Go Patties TOBACCO SUPPLIER OF THE YEAR Finalists: Winner: Imperial Tobacco Philip Morris Philip Morris Richlands Express

SERVICE PROVIDER OF THE YEAR Finalists: Winner: IRI Aztec Shopper Tracker/ Shopper Tracker/ Advantage Australia Advantage Australia Nielsen GM/PUBLICATIONS/TELECOMS SUPPLIER OF THE YEAR Finalists: Winner: Pacific Optics Pacific Optics Optus Vodafone DISTRIBUTOR OF THE YEAR Finalists: Winner: C Store Distribution The Distributors Dicksons The Distributors COMPANY OPERATED STORE Finalists: Winner: BP Marsden Park BP Marsden Park Caltex Starmart Annerley Night Owl Southport FRANCHISED/INDEPENDENT STORE Finalists: Winner: Westside Petroleum Caltex Starmart Greenfields Blayney Caltex Starmart Greenfields Caltex Starmart Upper Coomera AACS STORE OF THE YEAR 2016 APCO Easy Shop Mildura AACS WOMEN IN CONVENIENCE AWARDS Woman of the Year: Amanda Woollard – BP Store Operator of the Year: Debbie Wessell – BP Buying Group Rising Star of the Year: Erin Walker – UCB AACS PETER JOWETT CONVENIENCE INDUSTRY AWARD 2016 Retail Winner: Jack Murphy-Cruise – BP Supplier Winner: James Neill – Philip Morris

AACS Awards â&#x20AC;&#x201C; Winners

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Cruise of BP on the retailer side and James of Philip Morris on the supplier side. Both Jack and James Neill will now prepare for a life-changing trip with the AACS overseas study tour to London and Amsterdam in October, and then on to the National Association of Convenience Stores (NACS) Show in Atlanta. The AACS Peter Jowett Convenience Award honours the up and coming stars of this dynamic industry. In a first for the AACS Awards, a new category recognising the most outstanding efforts and contributions from women in the industry was introduced. Part of the AACS Women in

Convenience initiative designed to recognise, encourage, support and provide career path opportunities for women, the three inaugural winners were: Woman of the Year: Amanda Woollard (BP) Store Operator of the Year: Debbie Wessell (BP Buying Group) Rising Star of the Year: Erin Walker (UCB)

SEPTEMBER/OCTOBER

The Underground Fuel Transfer Evolution Revolution When I got in the fueling business over 20 years ago, the underground environmental protection ”movement” was just at its tipping point. The industry was transforming, and not only did I have to learn how things were currently being done, but also why they were about to change. At the forefront of the movement was the U.S. EPA-mandated UST upgrade compliance requirements and the Canadian Environmental Protection Act (CEPA 1999), and both drove the creative and innovative solutions that found new ways to prevent leaks, spills, overfills, and to conduct safer fuel transfer from the transport truck to the UST and, finally, to the consumer point of fueling. In fact, this new movement ultimately challenged everything marketers were doing. The common practices of before were no longer good enough for protecting the environmental integrity of fueling sites. And, although the mandates focused on protecting the environment, there were several unintentional benefits that resulted in better, more economical ways to install, maintain and improve performance of fuel sites. Let’s explore this underground fuel transfer evolution. Looking Back

For nearly 100 years, steel was “how it was done”–steel tanks, steel fuel transfer pipe. Yet, as durable as steel certainly is, over time, steel is subject to corrosion, ground movement stress, line shock, vibration and many other physical forces of nature. Add to the fact that steel fuel transfer piping requires threaded joints, the likelihood of failure increases as these potential leak points are not only subject to nature but also to installer error. The point is, after 100 years it was rightfully assumed that technology must certainly have progressed to a point beyond the limitations of steel. It didn’t take long to see that composite materials and fiber reinforced plastic were

By Ed Kammerer

CONVENIENCE & CARWASH CANADA

replacing archaic steel products. Naturally, getting fuel safely and efficiently from the storage tank to the point of dispensing is the need and mission of every marketer, so it seemed logical to extend the fiberglass technology to the task of fuel transfer, in the form of pipe. Non-corroding, durable, and with a seemingly infinite lifespan, fiberglass became the standard in underground fuel storage and transfer, as well as the standard in secondary containment. When compared to steel pipe, fiberglass pipe was definitely an evolutionary improvement, but fiberglass technology was still plagued with a major drawback – it still required joints to make all the necessary turns to get the fuel from the tank to the point of consumption. Every joint is a potential leak point due to the same issues that plagued steel pipe, minus the corrosion issue. And, just like steel, you still had to bury the pipe under backfill and concrete, so when something went wrong, it all had to be dug up. Therefore, it was not a perfect solution, but fiberglass provided an excel-

lent stopgap in the evolutionary journey to fuel transfer perfection. Time for Innovation

It was at this moment that I realized great companies and creative minds never accept “it’s good enough.” So while the fiberglass fuel transfer pipe solution met the minimum UL listing requirements, EPA and CEPA compliance needs, it did not provide the optimum solution relative to marketer economics, nor did it really provide the environmental protection that we as an industry were truly capable of delivering. To that end, solutions-driven, brilliant-minded individuals were hard at work striving to create something better. They were seeking a seamless (i.e., no joints) fuel transfer pipe solution with minimum connection points and, preferably, one where all connection points were situated safely inside a containment vessel. Several pipe companies experimented with plastics, urethanes and various nylons, but the materials of construction they selected were less than stellar. However,

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www.opwglobal.com/flexworks-pipe

SEPTEMBER/OCTOBER

like most inventions, creativity is fueled by failure. And every experiment, every failed attempt provided more data points, more possibilities, more “what ifs” that all worked to attract the best and the brightest engineering and scientific minds to the challenge. The race to create the perfect joint-free, flexible fuel transfer pipe had begun. As leading companies across the industry began testing flexible piping, early adopter marketers quickly recognized the benefits and helped drive development by making sites available. This provided the real-world laboratory needed, but like all worthwhile explorations, pioneering new technology is laced with significant risks. These risks turned into one environmental disaster after another for marketers, flexible pipe pioneering manufacturers, and advocates. Most manufacturers lacked the scientific understanding of how various plastics and nylons–the essential raw materials of flexible pipe–would respond to soil composition, water and, most importantly, to hydrocarbons. As a result, some of these pipe manufacturers prematurely rushed to market with inferior flex pipe solutions. Before long, due to product malfunctions, most of these early flex pipe pioneers found themselves in deep financial trouble and were forced to abandon their mission. Others, such as OPW, were more patient,

methodical and fortunate, having invested heavily in first learning the necessary science before rolling out a flexible pipe solution. In fact, very early on, OPW joined forces with Arkema, the world’s leader in plastics technology. For almost 50 years, Arkema had been providing their innovative Kynar® PVDF to plastic-based pipes utilized in the chemical industry. This special, patented formula was the much sought-after secret sauce that quickly became the primary pipe liner in OPW’s flexible pipe solution. This highly specialized pipe was named PISCES (Primary Integrated Secondarily Contained Environmental System). OPW’s piping system continued to evolve and kept pace with advancements in technology and installation techniques. However, even as OPW’s piping system evolved, the one constant was the use of Kynar PVDF as its primary pipe material and in 2007 rolled out its next generation of piping called FlexWorks. This revolutionary new pipe combined proven science with stateof-the-art manufacturing and leading edge engineering expertise. Throughout the last 20 years, Kynar has proven itself as an effective ingredient in the fight against fuel’s corrosive nature and has been a staple ingredient of OPW pipe solutions. Today

tion, and once the flex pipe is installed, the marketer never has to worry about digging up their site to access their fuel transfer pipe for any reason. All connections are 100% contained inside specially designed fiberglass or polyethylene tank and dispenser sumps. There are no potential leak joints exposed to the environment. Entry fittings and riser pipes are no longer fabricated and installed in the field because they are now installed in a controlled factory environment, which helps eliminate the potential for contractor errors. It is quite impressive to see how this initial “evolution” kick-started an incredible “revolution” in fuel site environmental management, performance and economic improvement. Today, flex pipe systems are supported by testable, replaceable doublewall spill containers and testable positive shut-off overfill valves, leak indicating double-poppeted under dispenser emergency shear valves and highly reliable hose breakaways. From end-to-end, the fuel transfer process has been vastly improved over the past 20 years, and I’ve been here to witness it. I am anxious to see where we go from here, but one thing I know for sure is that many driven and brilliant people are behind the scenes right now working on ways to take where we are today to the next the level. Hopefully, I’ll report back to you in another 20 years as these accomplishments reach their fruition and I continue to be a catalyst in helping make these improvements happen.

As a result of the flexible pipe borne out of the OPW/Arkema partnership, underground fuel transfer is better than ever and flex pipe is the preferred choice of marketers worldwide. Because today’s About the Author: Ed Kammerer is the flex pipe is based on an impressive Director of Global Product Management combination of proven chemistry, science, for OPW, based in Cincinnati, OH, USA. leading-edge engineering and state-of- He can be reached at ed.kammerer@ the-art manufacturing processes, it not opwglobal.com. OPW is leading the way only enhances environmental protection in fueling solutions and innovations and fuel transfer performance, but it also worldwide. OPW delivers product provides astounding economic benefits to excellence and the most comprehensive marketers, and an ease of installation that line of fueling equipment and services is simply not possible with rigid fiberglass to retail and commercial fueling pipe. operations around the globe. OPW has Flexible pipe is now part of an integrat- manufacturing operations in North ed fuel transfer system – meaning that it America, Europe, Brazil, China and is designed as an integral part of the total India, and sales offices around the world. transfer and containment solution. For OPW is an operating company within instance, the Loop System®, by OPW, of- the Fluids market segment of Dover fers marketers an entirely accessible fuel Corporation (NYSE: DOV). For more transfer solution, all the time. Marketers information on OPW, please go to reap the benefits of fast and easy installa- www.OPWGlobal.com.

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GIZEH brings its leading international rolling paper and accessory line to Canada!

D&S Introduces Next Generation Car Wash System St. Louis, MO: D & S Car Wash Equipment Company recently launched the IQ 2.0 Soft Touch during this year’s International Car Wash Association’s Car Wash Show in Nashville, TN. IQ 2.0 is the company’s next generation vehicle sizing automatic that takes clean to a whole new level. Constructed of lightweight aluminum, stainless steel and fiberglass, the IQ 2.0 is suited to fit any wash and features even more powerful technology, higher wash quality and greater efficiency. IQ 2.0 is available in a 3-brush, soft touch design or touch free version that features a new 35gpm option. D&S IQ system was introduced in 2010 and was the first in-bay automatic invented using 3-D scanning and vehicle profiling. A high-tech profile is captured during the beginning of the wash process to “map” specific details and dimensions of every vehicle being washed in the bay. The IQ will measure the height, length and width of the vehicle and display a scan on the system’s touchscreen. Each scan is captured and stored in memory. “Rising energy prices and operating costs created a need for a more efficient car wash” stated Jerry Canfield, D&S Chief Engineer and inventor of the IQ system. “The IQ 2.0 builds upon the efficiency tradition established with the IQ platform. From its lightweight construction, low cost transport, ease of installation, simple preventative and corrective maintenance processes, to the low power electric motors driven byvariable frequency drives every aspect of the design of the IQ platform is focused on efficiency” he stated.

Canadians can finally purchase one of the best selling Rolling product lines in the world – GIZEH. Amongst the unique GIZEH offerings that set them apart are the GIZEH Pure line made from unbleached Certified Organic Hemp, GIZEH Super Fine; the thinnest rolling papers available in the market and GIZEH ‘Magnet Seal’ rolling paper packs featuring a re-closable magnet fastener. GIZEH products have always lead the way in innovation as the first in the world to introduce Slim papers and have a commitment to quality using only Food Grade adhesives including Acacia Tree sap. GIZEH also offers a comprehensive line of top quality cigarette tubes, Red Dot Design Award-winning Rolling Machines and active charcoal cigarette filters. All GIZEH products are manufactured in Germany and Austria to ensure the best in quality and consistency. All GIZEH products are distributed in Canada by Brigham Enterprises Inc. and are available to order now! For more details or to place an order, contact Brigham at sales@brigham1906. com or 1-800-668-0628. Visit www.gizeh-online.com to explore the full product line.

Hot chili goodness hits the aisles with all-new twangerz sriracha salt snack topping DeanHouston Earns Spot on Inc. 5000 List For Fifth Consecutive Year CINCINNATI, OH – August 17, 2016 – For the fifth consecutive year, DeanHouston, Inc., a Cincinnatibased business-to-business marketing communications firm, has earned a spot on the 2016 Inc. 5000 list, an exclusive ranking of the 5,000 fastestgrowing, privately owned companies in the United States. Only 24 U.S. businesses in the advertising and marketing industry are represented on the 2016 five-consecutive-years list. In addition to DeanHouston, which posted revenue growth of 83 percent for the period 2012 to 2015, the 2016 list includes such powerhouses as Square, Dollar Shave Club, Ipsy, and Yeti Cooler. On average, the companies on the list have grown almost five-fold over the past three years. “On behalf of everyone at DeanHouston we are extremely honored to receive this prestigious recognition for the fifth consecutive year,” said Dale Dean, president and CEO of DeanHouston. “I believe our multi-year growth trend validates our total customer immersion value proposition. Great client partnerships and an incredibly talented team obsessed with delivering the highest level of customer care are the fundamental reasons we succeed. Putting customers first remains our formula for growth and success.” For more information visit www.deanhouston.com

Twang Partners is adding some spice to the snack aisle with its all-new Twangerz Sriracha Salt. As the Asian-inspired hot sauce has become a household name, the demand for its dynamic chili flavor has skyrocketed, and Twangerz Sriracha Salt allows consumers to satisfy their cravings on the go. “We have seen incredible excitement from consumers around hot and spicy flavors over the last several years, and that trend shows no signs of slowing,” said Elysia Treviño Gonzales, Chief Operating Officer of Twang Partners. “One of the most beloved flavor profiles in that category is the hot, tangy, sweet flavor of Sriracha. We’ve captured that in our new Twangerz Sriracha Salt making it convenient to take on the go.” Twangerz Sriracha Salt is ideal for convenience retailers looking to provide customers with a quick grab and go spicy add on for salads, sandwiches, fruit, veggies and crunchy snacks. For ordering information, call 1-800-950-8095.

SEPTEMBER/OCTOBER

RDM Industrial Electronics, Inc. has acquired assets of the 3MTM Wired Communication Systems Business. This includes the existing inventory for the Performance and Classic Series intercoms and their accessories. RDM’s Nebo, NC location will offer intercoms and accessories for sale to customers beginning August 3rd , 2016. RDM will be able to ship product on or before August 12 th , 2016. The wired intercom products and systems manufactured by RDM will be sold under the RDM brand.

AD INDEX

Air Serv Canada Inc................................... 60 Airlift Doors, Inc. ....................................... 48 Belanger Carwash Equipment Inc............. 16 Introducing a first-of-its-kind meat snacks from McSweeney’s–Pep’ N Cheddies. Calgary, AB,–McSweeney’s Premium Jerky & Meat Snacks has introduced Pep’ N Cheddies, the first of its kind “goportion” pepperoni and cheddar cheese sticks pack. Packaged in six–25 gram individually portioned easy-peel packs, these portioned snacks are perfect for lunch bags and back packs, just in time for back to school. McSweeney’s Pep’ N Cheddies feature a mild flavoured pepperoni, made with natural ingredients, paired with Bothwell premium cheddar cheese. The perfect snack that’s high in protein, naturally smoked and gluten free. This new addition will be available across Canada starting August 2016. “Busy people want great products even when they’re on the go”, says Kylie Landry, McSweeney’s Brand Manager. “There is an increasing demand for snacks that are not only portable but are also wholesome and nutritious. Busy parents are looking for convenient items they can throw in their kid’s lunches. With grab-and-go items increasing in market share and a trend towards protein snacking, McSweeney’s Pep’ N Cheddies are certain to make packing lunches a breeze while providing an energizing snack.”

The Michelada goes Mainstream with Twang’s New Michelada Especial Beer Salt SAN ANTONIO —In celebration of our 30 year anniversary, Twang Partners is bringing the bold flavor of a traditional Michelada to the masses with its most adventurous Beer Salt flavor ever – Michelada Especial. The flavorful blend of tomato, lime and chili combines the zesty flavors of a Michelada to create a perfect salt blend for topping off a domestic lager, a Mexican import, tequilas, Bloody Mary’s, Micheladas, and other tomatobased drinks. Beer Salt is a citrus flavored salt used to dress the rim of longnecks and beer mugs. Michelada Especial Beer Salt joins Twang’s popular Beer Salt flavor lineup, which includes LemonLime, Lime, Hot Lime and Orange. To dress a beer, simply moisten the top of a longneck, can or mug and then shake on your favorite flavor of Beer Salt. The final step is to lick the salt and drink the beer! “Beer Salt is inspired by the Latino tradition of adding citrus and salt to beer,” said Elysia Treviño Gonzales. “With Michelada Especial Beer Salt, we’re pairing that tradition with another cultural favorite, the traditional Michelada, a combination of beer, tomato juice, lime juice and assorted sauces and spices to add a kick. We believe that these authentic flavors will thrill flavor seekers looking for something unique to spice up their beer, tequila or favorite tomato-based drinks.” Michelada Especial Beer Salt is available in Twang’s signature mini beer bottle shaker with a design that reflects the flavor’s Latino roots. The sugar skull, a traditional symbol associated with Día de Los Muertos, adorns Michelada Especial’s bottle with eyes made of limes, chilies for eyebrows, beer tabs as teeth and a tomato forehead. For further information, visit twang.com.

Brigham Enterprises.............................. 9, 12 Bulloch Technologies Inc........................... 63 Canadian Trade House.............................. 67 Connect-Cash........................................... 19 Convenience & Carwash Canada.............. 25 CoreMark Int’l...................................... 6 & 29 Direct Cash............................................OBC Erie Brush & Mfg Corp.............................. 50 Gourmet Chips.........................................IBC Innovative Control Systems....................... 39 Istobal....................................................... 54 Jack Cash ATM......................................... 20 Jack Links ................................................ 30 LSI / WebCo............................................. 43 MI Petro.................................................... 53 NACDA..................................................... 10 Naturo Group............................................ 22 North Shore Tobacco................................ 40 Now PrePay/Payment Source................... 18 OPW Retail Fueling.................................... 65 P.D. McLaren Limited................................ 57 PDQ Manufacturing................................... 68 PECO / P.D.McLaren Limited..................... 56 PEI............................................................ 14 Scholtens Inc............................................ 24 Tanknology Canada Inc. a division of Englobe..................................................... 28 TFB & Assoc.............................................. 34 United Distribution Network...................... IFC Upwardor Corp......................................... 44 White Castle Food Products...................... 36 WPMA....................................................... 47

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