CANADA’S CAR WASH & PETROLEUM MAGAZINE
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MONDO PRODUCTS COMPANY LIMITED www.mondo-products.com 2| | March 2018 695 Westney Road South, Ajax, Ontario L1S 6M9 | 1.800.465.5676
FEBRUARY / MARCH 2018
Volume 23 | Number 2
CANADA’S CAR WASH & PETROLEUM MAGAZINE
19 ADVERTISERS Aerodry Systems, LLC.....................................17 AIR-serv Canada Inc.......................................28 Cantest Solutions Inc........................................ 7 Conval Process Solutions Inc..........................20 Forte Products..................................................5 Global Payments Canada.................................5 InfoNet Technology Corporation.....................13 Innovative Control Systems.............................31 Liquid Action Systems.................................... 22 Mighty Flame Canada.................................... 19 Mondo Products Co. Ltd..................................2 Mosmatic Canada Inc.......................................5 National Energy Equipment Inc......................25 Nuform Building Technologies Inc.................29 Oasis Car Wash Systems...........................21, 23 OPW, a Dover Company.................................. 11 PM Electric Corporation...................................5 PurClean-PurWater...........................................8 Wash Tech.......................................................24 WashLinks/Sonnys..........................................18 Washworld Inc................................................ 27 Western Refrigeration & Beverage Equipment Ltd................................................26
14 CONTENTS 04 Editor’s Message Are you paying attention to your niche demographics? 06 All that glitters is not gold Canadian Fuels Association President Peter Boag looks at the economics behind EV. 09 Current Attraction With more EV cars on the road opportunity is growing for Canada’s gas station operators.
14 The Convenience U CARWACS Show Guide Toronto Preview and exhibitor listings 34
37 CCA Industry Forum CCA joins forces with Canadian Federation of Independent Business.
12 Merchandise management Inventory control is essential to success. Are you making necessary investments?
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20 Eglinton Ave. West, Suite 1800, Toronto, ON M4R 1K8 (416) 256-9908 | (877) 687-7321 | Fax (888) 889-9522 www.CCentral.ca PRESidENT, ENSEMblEiQ CANAdA Jennifer Litterick | email@example.com ViCE PRESidENT/GENERAl MANAGER, EVENTS & MARKETiNG Michael Cronin | firstname.lastname@example.org Editorial EdiTOR, CSNEWS CANAdA Jane Auster | email@example.com EdiTOR, Octane Kelly Gray | firstname.lastname@example.org
Play to the field
ONLINE EDITOR Nikki Lockington | email@example.com TRANSLATION | Danielle Hart
Marketing gurus are all about Millennials these days. From conferences to blog posts business is told to pay close attention to this key demographic and develop products and services that address their needs. I couldn’t agree more. However, other sectors of Canada’s population should not be given short shrift. In fact, depending on how you want to grow your business each sector has its own unique demands that offer opportunities for niche development. While its true that Millennials comprise about 26% of the population, Baby Boomers still command a big whack of the economy. Indeed, over the last five years Boomers who turned 65 grew as a group by 20% — the largest increase in this segment in the past 70 years. And, these people are expected to live a lot longer. I continue to keep an eye on full service gas stations and I am particularly interested in how they have continued to operate, albeit in declining numbers, in the face of hard economics. Behind the success of each full service site is an offering that is attractive to seniors who are aging, but are still out driving their cars in record numbers. The attendant at my local split service gas bar quipped that his full service customers are about 25% female, 25% male and 50% senior citizens. He tells me the seniors tip well and are grateful for the service.
advErtising salEs diRECTOR OF PARTNERShiPS David Wood | firstname.lastname@example.org SALES REPRESENTATIVE Elijah Hoffman | email@example.com SAlES & EVENTS COORdiNATOR Claudia Castro (on leave) DESIGN AND production diRECTOR OF PROduCTiON & dESiGN CANAdA Derek Estey | firstname.lastname@example.org PRODUCTION MANAGER Michael Kimpton | email@example.com ART DIRECTOR | Christian Lemay AUDIENCE DEVELOPMENT MANAGER Lina Trunina | firstname.lastname@example.org WEB OPERATIONS MANAGER Valerie White | email@example.com
«the smart money is on operators who are paying attention to each demographic segment and currying their favour with age-specific products and services.»
CORPORATE OFFICERS EXECUTIVE CHAIRMAN | Alan Glass ChiEF OPERATiNG OFFiCER/ChiEF bRANd OFFiCER Richard Rivera
ChiEF buSiNESS dEVElOPMENT OFFiCER Korry Stagnito
PRESIDENT OF ENTERPRISE SOLUTIONS/ CHIEF REVENUE OFFICER | Ned Bardic PRESidENT & EXECuTiVE diRECTOR, P2Pi | Mike McMahon CHIEF DIGITAL OFFICER | Joel Hughes ChiEF huMAN RESOuRCES OFFiCER | Jennifer Turner
Operators looking to discover a powerful niche market need look no further than their aging customers. With Boomers expected to be driving till they are aged 90, why not deliver the services they demand. Could the next big ‘triple threat’ be a full service gas bar, car wash and drive-thru pharmacy? Who can say, but the smart money is on operators who are paying attention to each demographic segment and currying their favour with age-specific products and services.
SUBSCRIPtion services Subscriptions: $65.00 per year, 2 year $120.00, Outside Canada $100.00 per year, Single copy $12.00, Groups $46.00, Outside Canada Single copy $16.00. Email: firstname.lastname@example.org Phone: 1-844-694-4422, between 9 a.m. to 5 p.m. EST weekdays Fax: 1-844-815-0700 / Online: www.ccentral.ca/subscribe LICENSING AND REPRINTS Please contact Wright’s Media | email@example.com 1-877-652-5295 CONVENIENCE STORE NEWS CANADA / OCTANE is published 6 times a year by EnsembleIQ. CONVENIENCE STORE NEWS CANADA / OCTANE is circulated to managers, buyers and professionals working in Canada’s convenience, gas and wash channel. Please direct inquiries to the editorial offices. Contributions of articles, photographs and industry information are welcome, but cannot be acknowledged or returned. ©2018 All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without the permission of the publisher.
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| March 2018
CONVENIENT PAYMENT TECHNOLOGY SOLUTIONS FOR YOUR BUSINESS As your partner of choice, Global Payments will work with you to deliver the payments technology solutions you need to keep your customers, and your business, moving forward!
VISIT US AT BOOTH 536 AT THE TORONTO CARWACS SHOW, MAR. 6-7 FOR MORE INFORMATION, PLEASE CONTACT Malia Sutton 647.407.4455 Malia.Sutton@globalpay.com
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Canadian Fuels Association | Opinion
All that glitters is not gold Electric cars are seen by many as the solution to reducing transportation GHG emissions. Proponents consider them to be ‘zero emission vehicles’ warranting large subsidies for electric vehicle purchasers and recharging infrastructure, and in some jurisdictions, like Quebec, mandatory sales quotas for vehicle manufacturers. The cost of these subsidies has been well documented in a recent analysis by the Montreal Economic Institute (MEI). MEI has also made a strong case that sales quotas are a tax in disguise.
Peter Boag President & CEO, Canadian Fuels Association
Traditional assessment of the cost-effectiveness of a GHG emissions reduction pathway like vehicle electrification is underpinned by Life Cycle Analysis (LCA) – a quantification, for comparative purposes, of the emissions produced along the complete energy production and consumption pathway. For battery electric vehicles (BEV), this includes all the emissions produced from electricity generation and transmission — it’s not just about the ‘zero’ tailpipe emissions. Depending on the fuel used for electricity generation – coal, natural gas, nuclear, hydro, wind, etc. – the lifecycle emissions for a BEV can be substantial and approach, or even exceed, those of a gasoline-fuelled internal combustion engine vehicle (ICEV) on a comparable LCA basis. More recently, some scientists have broadened the traditional LCA approach beyond fuel production and consumption to include quantification and comparison of GHG emissions from vehicle production and end of life disposal. This ‘cradle to grave’ (C2G) approach makes some interesting observations about the efficacy of vehicle electrification as a GHG emissions reduction pathway. According to the Union of Concerned Scientists, the production of a BEV emits between 15 per cent and 68 per cent more GHGs than the production of a conventional ICEV, depending on vehicle size and performance. End-of-life battery disposal remains an unresolved issue, with additional emissions implications.
compared to those of a comparable sized 2015 model year ICEV, and based on the average European electricity production mix, only occur after driving 80,000 kilometres for small cars and 120,000 kilometres for medium-sized cars. With electricity produced by natural gas, those net emissions reductions don’t occur until 90,000 and 130,000 kilometres. When coal is the fuel used to produce electricity, BEV GHG emissions are far above those from comparable ICEV emissions over the complete estimated life for all vehicles sizes. This analysis assumes no further gains in ICEV fuel efficiency. So when you consider the continuous improvement in ICEV fuel efficiency anticipated over the coming years, those net emissions reduction distances will keep getting longer, to the point that, for many BEVs, net emissions reductions might never be achieved. Blindly pursuing an electrification agenda, without a robust and transparent analysis of the actual emission reductions achieved, risks a bad case of buyer’s remorse. That magical, glittering solution may turn out to be fool’s gold. OCTANE
Researchers at the Norwegian University of Science & Technology (NUST) have concluded that when vehicle and battery production, operation and end-of-life emissions are considered, net emission reductions from BEVs
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More electric vehicles mean more opportunities to engage customers with service Text by Kelly Gray
Sales of electric vehicles (EV) have been on a tear over the past five years. In 2017 sales spiked by 50% nationally and 93% in Ontario, where gains in charging locations have moved motorists to make the switch from petroleum and brought the province alongside early EV implementers Quebec and BC. Expectations are that numbers of EV on Canada’s roads will exceed 50,000 early in 2018 and move well beyond 100,000 by 2020. “As the base of the market continues to swell now is the time to consider
utilizing the power of EV to bring in revenue at traditional fuelling and wash sites,” says Simon Granger, spokesperson for AddEnergie, a Quebec-based leader in the North American EV sector with a national network of more than 4,000 FLO charging stations and a manufacturing base for charging products. Granger and others are buoyed by the support of the federal government, which has championed EV technology. Last year Natural Resources Canada shelled out $62.5 million to help create more infra-
structure for alternative fuels with natural gas and hydrogen sites as well as grants for 100 EV charging systems. This year, National Resource Canada Minister Jim Carr has already announced a heftier $120 million funding for the initiative to generate more critical mass for service delivery. This money is helping to better position fuel retailers who see EV opening new opportunities. For example, FLO recently announced a partnership with Canadian Tire Corporation that will lead to the deployment of fast-charging and
| March 2018
level 2 stations at 25 Canadian Tire Gas+ locations in Ontario. “This project is made possible with the financial support of Natural Resources Canada,” says Granger, who adds that FLO will also be deploying fast-charging stations and Level 2 stations at three Canadian Tire Gas + locations in Alberta, in partnership with local energy provider ATCO. “This will form the province’s first universal fast-charging corridor, allowing EV drivers to travel easily from Edmonton to Calgary. This project is also made possible with the financial support of Natural Resources Canada,” he says.
Quebec benefits from early implementation While Ontario and Alberta have some work to do to bring their EV infrastructure up to grade, Quebec has been at the forefront from the beginning. There, local fuelling company Harnois Groupe pétrolier (HGP), a diversified operator with multiple brands including petroleum retail (Harnois, Pétro T, ESSO, Mobile, and Diesel Express), convenience (Le magasin), and foodservice (eg.Tim Hortons, McDonald’s) sites in Quebec, has teamed with AddEnergie to add five fastcharging sites to its gas station network in the province. According to Serge Harnois, chairman and CEO of Harnois Group, the company’s retail network has been the first in Quebec to make quick recharging of vehicles accessible. “Listening to consumers and being sensitive to the arguments that favour the energy transition, HGP has chosen to be a proactive and strategic player by installing its first terminals on busy highways,” he says. The locations are in Lanaudière and the Laurentians with the first site opening in Sainte-Adéle this past June 2017.
participation from Natural Resources Canada through its Electric Vehicle Infrastructure Deployment Initiative program. Under the program the government makes a repayable contribution equal to half of the funding required. Another Quebec-based player, CoucheTard, is actively seeking an EV solution for its customers. Couche-Tard, one of the world’s largest convenience retailers, is looking to its European business units such as Norway’s StatOil Fuel and Retail to give it an edge in EV. Norway is the global leader in per capita EV use with 30% of passenger vehicles now electric (120,000 vehicles) thanks to a withering tax on internal combustion that sees people pay an extra $15,000 on top of the sticker price of a traditional car. Couche-Tard has announced that it is now partnering with Munich-based IONITY to take the Norwegian example to seven European countries (Norway, Sweden, Latvia, Ireland, Denmark, Estonia and Lithuania) and offer the service under its Circle K brand. Initially Circle K and IONITY will partner on 60 sites with six fast chargers each. Rollout occurred late last year in Scandinavia with the remaining sites expected to be up and running by 2019. Already Couche-Tard operates close to 15 EV charging sites at its Quebec locations. Expect Couche-Tard to dramatically accelerate its EV exposure while preparing its business model for the Canadian and US markets. Indications from the Norway experiment show that the company, like Harnois Group pétroliers, p troliers, is looking at the foodservice/charging equation to enhance the total retail experience at more than 300 sites.
said that the company is very interested in looking to Norway as a laboratory for the future. He mentioned that c-retailers who sell gas have overcome other obstacles to customer traffic. Increased automobile fuel efficiency is the latest challenge, he said, noting that they are very much engaged to see how they can win. Getting behind EV at an early stage is a great place to start. OCTANE
Speaking at an earnings conference call in July 2017, Couche Tard CEO Brian Hannasch
The plan provides for the installation of two terminals per site. This includes a fast-charging station and a Level 2 terminal. The fast-charging stations charge most electric vehicles in 20 to 30 minutes, while the Level 2 terminals, compatible with both electric and plug-in hybrid vehicles, provide up to 50 km of range in 90 minutes. According to the company, the sites were strategically selected for geographic location and the availability of food courts. The idea is that customers can drive in to refuel both their EV and their bodies. HGP allocated $350,000 for this project, a number that is combined with
| March 2018
«As the base of the market continues to swell now is the time to consider utilizing the power of EV to bring in revenue at traditional fuelling and wash sites»
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Managing your merchandise
An investment in inventory control solutions is just good business Regardless of the type of fuel or convenience business you run, it’s safe to say that your inventory is one of your most important investments. After all, you can’t operate a gas station without fuel, and a c-store can’t make sales if its shelves and beverage coolers are empty. Knowing what your customers purchase, how often they purchase, and when you need to re-order is key to successful retailing.
Nikki Lockington, Digital Editor CSN-Canada
Cameron Schulz, owner of Legacy Village Market and Legacy Car and Truck Wash in Dawson Creek, BC, agrees. “Knowledge and information are critical for us knowing our margins, inventory positions and sales,” he says, adding that an integrated inventory management program “allows for a sense of efficiency as it relates to time management, capital allocation, and helps us make decisions in a timely manner.” Schulz uses the Profitek inventory management system. He says it’s important to know what your system must do for you when shopping around. When he was making this decision, some of the factors he looked at included ease of use for new staff members, an integrated POS and back-office management system, depth of data analysis capabilities, and layers of security, as well as multi-store platform and remote access capabilities.
period of time, usually a year. This can be measured for a single SKU, such as a particular air freshener, for a category, such as the air freshener category as a whole, or for your entire inventory. Inventory turn is defined as the cost of goods sold during a year divided by the average inventory value for the same year. Having programs in place that monitor your inventory costs, levels and margins will enable you to keep tabs on inventory turn.
«Automation of the inventory process is important as it eliminates human error and speeds the process of receiving items and pro-actively managing them.»
Indeed, doing your homework can mean finding a program that works for you and the unique needs of your business.
Inventory basics InfoNet Technology, a company that provides software technology and solutions for convenience and fuel sites, says that for the average convenience-gas retailer, inventory represents 35% of the total financial investment. Outside of fuel, this is about two times the size of any other investment at your site. Managing this inventory is key, and the first step is to understand inventory turn. Simply put, inventory turn is the number of times you sell and replenish your stock during a given
| March 2018
Why automation matters Lee Barter, Senior VP, InfoNet Technology, says their C-Store Commander software allows for better merchandising decisions (with insights into profit margins, product performance, and inventory levels), real-time inventory data (online tracking), reduced operation costs (which products are and are not selling), and shrinkage identification (effectively reducing time spent on audits). “Automation of the inventory process is important as it eliminates human error and
10 Benefits of
inventory control systems:
1. Reduced theft and shrinkage speeds the process of receiving items and pro-actively managing them,” says Barter. “Our offering differs for fuel retailers by our ability to offer comprehensive fuel management (wet stock) by way of pump integration, tank monitoring integration and delivery management.”
2. Integrated pump control 3. Increased accuracy and speed at the pump 4. Improved inventory control 5. Reduction in manual paperwork
«Spend less on leaseholds and more on software if you’re a start-up business..»
6. Elimination of human error 7. Improved inventory tracking 8. Remote access capabilities
For Allison Woodward, Solution Marketing, Program Manager, PDI Software, automating inventory management has two key benefits in the convenience retail industry.
9. Reduced out-of-stock scenarios 10. Improved stock rationalization
“First, automation maximizes the return on labour investments by reducing time spent on menial data entry tasks so that retailers can reallocate employee time to high-value functions like customer service and exception management,” she says. “Second, it increases control over inventory. Loss prevention measures are an obvious early application. Tools like PDI/Lottery have shown nearly 30% decreases in lottery shrink at some retailers,” she explains. “As retailers’ confidence in their transaction data grows, they can also drive their supply chain decisions using data in anticipation of actual demand.” “Time savings can’t be evaluated in a vacuum. A retailer may know that they’re currently not investing in inventory management. If they take advantage of proven inventory management software, they may find that they are saving time and gaining control at less cost,” says Woodward.
Finding a system that works for you The key question should be what do you want and expect out of your inventory system, says Schulz, adding that it’s essential to understand that it’s going to cost some money upfront. “Spend less on leaseholds and more on software if you’re a start-up business. The upfront and annual costs may seem significant at the time, (upwards of 10k) but what it provides the owner with is the information needed to make operational or strategic decisions,” he says. “I can’t imagine an operation in today’s competitive market that does not have the ability to produce factual and timely data,” says Schulz. OCTANE
Come see us in Toronto at booth #516!
POS and BackOffice Solutions for Gas Stations and C-Stores • • • • • •
Process sales quickly with our customizable POS screen Manage your inventory in real time Offer loyalty rewards and gift cards Review, Analyze and React using our BI (business intelligence) tools Tightly control cash operations and reduce losses Push and pull data from head office and stores
The Convenience U CARWACS Show
MARCH 6 & 7, 2018
Biggest show, best opportunities What will you discover at Toronto’s Convenience U CARWACS Show? Plan to be inspired and enlivened with insightful presentations, networking opportunities and corporate gatherings that have made this trade event Canada’s leading location for convenience, gas and car wash professionals to gather, to learn, to connect and to share. This year there is much to see, more to do and even more exciting opportunities to enliven your business at the 15th annual Convenience U CARWACS Show.
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More for attendees:
We kick off the show with breakfast and a Keynote address on Day 1–‘Generational change and the future of convenience stores’. Presented by David Coletto, CEO of Abacus Data, expect the very latest insights on key demographics and how they impact sales. For carwash operators Day 1 begins with the Canadian Carwash Association (CCA) sponsored tour of several leading Ontario wash sites. As in the past, locations are chosen for their innovation. Arrive early for a good seat on the busses. Presentations offer a who’s who of industry professionals leading discussions on topics that range from lotteries to fraud to Bill 148 and more. For example, Day 2 features presentations ‘Retail technology trends you need to know’ and ‘What’s in store for your store?’ as well as the CCA’s ‘State of the Industry in Canada – Market data analysis’.
More corporate gatherings:
Over the years the number of corporate participants has grown with many petroleum and convenience retailers using the show as a good place for their dealers to get together. This year industry majors such as Petro-Canada, Parkland Fuel, and Canadian Tire all invited their dealers to attend.
Attendees will notice immediately how the show has grown. Opening each afternoon, the show has attracted hundreds of returning and new exhibitors. Bring your questions and plan to discover the latest in new products.
The Convenience U CARWACS Show Toronto is the place to be for networking, networking, and networking. Meet your customers, meet your suppliers, and make big business discoveries at this event. This is the show where opportunities happen! OCTANE
118 116 114
112 110 108 106
1115 1113 1111
Note that exhibitor listings and floor plan represent those exhibitors allocated exhibit space at time of publication only and do not represent all exhibitors participating in the event. Please see addendum distributed at event for a complete list of exhibitors and final floor plan.
A. Lassonde Inc.
Access Cash General Partnership
390 Orenda Road East Brampton, ON, Canada L6T 1G8 Phone: 905.791.5300 Fax: 905.791.5322 Toll Free: 1.888.200.9955 www.lassonde.com @lassondeinc
4-191 Attwell Drive Toronto, ON, Canada M9W 5Z2 Phone: 416.247.0200 x 2287 Toll Free: 1.888.289.3939 www.access-cash.com Largest ATM operator in Canada with a nationwide network of over 9000 ATMs covering all provinces and territories. Superior reputation for customer service and support.
ADT Security Services Canada Inc. 2815 Matheson Boulevard. East Mississauga, ON, Canada L4W 5J8 Phone: 416.659.7493 Fax: 416.218.1632 www.adt.ca CCentral.ca
Aerodry Systems, LLC
P.O. Box 907 Broomfield, CO, USA 80038 Phone: 303.438.0120 Fax: 303.438.0124 www.aerodrysystems.com Conserve energy. Preserve your hearing. Aerodry manufactures reliable and effective drying systems for all types, brands, and sizes of washes. See and hear the difference!
AGROPUR Dairy cooperative
4600, rue Armand-Frappier St-Hubert, QC, Canada J3Z 1G5 Phone: 450.878.2037 Fax: 450.646.1561 www.agropur.com AGROPUR Dairy cooperative is your partner in the dairy products category. We offer a complete line up of products from milk to cheese and other dairy products. We will be sampling a variety of dairy products.
Airlift Doors, Inc.
AIR-serv Canada Inc.
4700 Osseo Road Minneapolis, MN, USA 55430 Phone: 612.529.1000 Fax: 612.588.7660 Toll Free: 1-888.368.4403 www.airliftdoors.com Leading the commercial door industry for more than 35 years, Airlift Doors, Inc. has a strong network of distributors in Canada and the United States. Manufacturing the Alaska polycarbonate door, XRS vinyl roll-up door, as well as the Powerglide and Magnaglide pneumatic openers. 100 Courtland Avenue Concord, ON, Canada L4K 3T6 Toll Free: 800.263.1429 Fax: 905.760.1233 www.air-serv.com AIR-serv is the world leader in providing tire inflator equipment and services to the retail petroleum industry. We supply, install & maintain at no cost to you.
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Alto-Shaam Canada Corp.
4 - 207 Edgeley Boulevard Concord, ON, Canada L4K 4B5 Phone: 905.660.6781 Fax: 905.660.6782 Toll Free: 866.577.4484 www.alto-shaam.com Alto-Sham is a manufacturer and worldwide distributor of quality combi ovens, low-temperature cook and hold ovens, rotisserie ovens, multi-cook ovens, heated holding, merchandisers and other equipment for the commercial foodservice industry.
875 Progress Avenue Scarborough, ON, Canada M1H 2X7 Phone: 647.340.6610 Toll Free: 1.844.686.1786 www.amshelving.ca AM Shelving designs, manufactures, and distributes fixtures for C-store, Gas Bar, and other specialty retailers.
91 Sackville Drive, Suite 107 Lower Sackville, NS, Canada B4C 2R3 Phone: 1.888.479.7779 Fax: 1.888.878.6015 www.atlanticprepaidcanada.com Atlantic Prepaid delivers seamless activation of gift cards and innovative prepaid products and solutions to the small to medium business markets nationwide. Available prepaid categories include, wireless, long distance, gaming, financials and gift cards.
AUTEC Carwashing and Polishing Systems 126
2500 West Front Street Statesville, NC, USA 28677 Phone: 704.871.9141 Fax: 704.871.9101 Toll Free: 1.800.438.3028 www.autec-carwash.com AUTEC manufactures three primary car wash systems for gas and groceries: soft touch, touch free, and a combination system that provides both. AUTEC also manufactures a soft touch polisher.
Best POS Software
1312 rue de la Courtine L’Ancienne Lorette, QC, Canada G2E 6B3 Phone: 514.268.6351 www.bestpos.ca POS System, security camera system, payment processing, digital menu board.
Beverage World Inc.
560 Arvin Avenue Unit 4 Stoney Creek, ON, Canada L8E 5P1 Phone: 905.643.7713 www.beverageworld.ca @beverageworldca Brand owner of The Pop Shoppe & exclusive Canadian first importer of Alo and Calypso Lemonade brands. Canadian national broker for Corporate Convenience & Gas Channel for AriZona Beverages. Strategic alliance partnership with Faygo Beverages, Mr. Pure Juices, Rip It Energy & Fiji Water of Canada.
| March 2018
Big Brands Inc.
Bay 112 - 2880 - 45 Avenue SE Calgary, AB, Canada T2B 3M1 Phone: 587.470.5810 Fax: 587.317.7433 www.bigbrandscanada.com Big Brands offers a full range of trial and travel consumer goods, available in our innovative Gravity Pack merchandising solutions.
Box 407 Selkirk, MB, Canada R1A 2B3 Phone: 204.785.8002 Fax: 204.785.8006 Toll Free: 1.866.827.4765 www.blastofffireworks.ca “LAUNCH YOUR PROFITS” with fireworks! BLAST-OFF is your source for the largest selection of fireworks in Canada. High margins and “guaranteed sale” terms on all purchases!
Blendco Systems LLC
One Pearl Buck Court Bristol, PA, USA 19007 Phone: 215.781.3600 Fax: 215.781.3601 Toll Free: 800.446.2091 www.blendco.com Blendco Systems manufactures and supplies a full time line of high quality detergents, polishes, protectants and solutions for the professional car wash industry.
Blender Boyz/ Zavida
21-25 Valleywood Drive Markham, ON, Canada L3R 5L9 Phone: 519.241.8595 Toll Free: 888.670.2213 @blender_boyz www.blenderboyz.com Blender Boyz single serve smoothie and iced capp mixes for blenders and iced capp mixes for slush dispensers. Zavida flavour dispensers.
Brand Strategy Execution Inc.
35 Romina Drive Concord, ON, Canada L4K 4Z9 Phone: 905.881.4762 Toll Free: 905.881.7006 www.marsham.ca Healthy snack food broker. All suitable options for C/G retailers Clif Bar, Kettle Chips, Popcorners G.H Cretors, Bounce, Coco5, Bean Crisps, Beanfields, Two Bears, Snack Factory Pretzel Crisps, Snyder’s Gluten Free Pretzels Think!
Brigham Enterprises Inc.
288 Judson Street, Unit #1 Toronto, ON, Canada M8Z 5T6 Phone: 416.762.7278 Fax: 416.762.7270 Toll Free: 1.800.668.0628 www.brighampipes.com
6305 Northam Drive, Unit #15 Mississauga, ON, Canada L4V 1W9
www.bullochtech.com When dependability counts. For more than 25 years, we have been a leader in the petroleum point-of-sale market. From one to a thousand sites, we can meet your needs.
Canadian Carwash Association
Canadian Trade House
Canadoor Door Systems
Cantest Solutions Inc.
4216 10th Street NE #201 Calgary, AB, Canada T2E 6K3 Phone: 403.237.8829 Fax: 403.237.8830 Toll Free: 1.800.829.4098 www.canadiantradehouse.com Canadian Trade House - Fine food Importers and Distributors. Featuring Hot Stuff, Calzones, Baguettes, Breakfast sandwiches, Microwave Pizzas and Classic Poutine! 1 Alderson Court Alliston, ON, Canada L9R 2B7 Phone: 705.434.0008 www.canadoorsystems.com Authorized Ontario BayWatch distributor for car wash doors. Servicing all makes and models of car wash doors and operators. Serving the entire Province of Ontario.
2 - 23 East Lake Crescent Airdrie, AB, Canada T4A 2H5 Phone: 403.912.9129 Fax: 403.912.9337 Toll Free: 800.318.1441 www.cantest.net Cantest is the country’s largest provider of independent third party meter calibration and recertification, precision tank and line testing, and preventative maintenance inspection services.
Car Wash Equipment & Supply Company 124 1 South St, P.O.Box 399 Norwich, ON, Canada NOJ 1P0 Phone: 519.468.3886 Fax: 519.468.2078 Toll Free: 877.813.8588 www.powerpressure.ca Car Wash Equipment & Supply Company sales, service, repairs, supplies, parts.
778 Annette Street Toronto, ON, Canada M6S 2E4 Phone: 416.239.0339 Fax: 416.239.1076 www.canadiancarwash.ca @Canadiancarwash Dedicated to the responsible growth and prosperity of the Canadian Carwash industry.
3269 American Drive Mississauga, ON, Canada L4V 1V4 Toll Free: 1.866.877.8384 www.cardtronics.com Cardtronics is the global leader in ATM solutions with over 237,000 ATMs managed globally. Cardtronics ATMs drive foot traffic and profits for retailers across Canada
Chapman’s Ice Cream Ltd
275 rue Stinson Montreal, QC, Canada H4N 2E1 Phone: 1.514.737.0066 Fax: 1.514.737.5211 Toll Free: 1.877.606.1806 www.casacubana.ca National distributor of cigars, pipe, tobacco, smoking accessories, e- liquids and vaporizers, ITSA flavour cards, Flight 420, Cuban coffee, E6 Energy drinks & more.
100 Chapman’s Crescent Markdale, ON, Canada NOC 1HO Phone: 519.986.3131 Fax: 519.986.4280 Toll Free: 1.800.265.9110 www.chapmans.ca @Chapmans_Canada Chapman’s Ice Cream is Canada’s largest independent ice cream manufacturer. We use 100% Canadian dairy and produce quality products at affordable prices.
PO Box 32515 chemin Lucerne Mount-Royal, QC, Canada H3R 3L7 Toll Free: 1.888.755.1222 www.chargetab.com Chargetab is a LOW COST - SINGLE USE precharged, disposable mobile device charger. Three year shelf life, sold individually or in multipacks…Instant battery power at any hour!
8424 West 47 Street Lyons, IL, USA 60534 Phone: 708.458.3100 Fax: 708.548.3103 Cheese & Salami sandwich without the bread. Gluten free, no carbs, high protein. Perfect snack of meal for on-the-go consumer.
Chelan Fresh Marketing
317 East Johnson Avenue Chelan, WA, USA 98816 Phone: 509.682.3854 Fax: 509.682.6167 www.chelanfresh.com Chelan Fresh proudly packs these industry-leading labels: Chelan Fresh, Trout, and Cascade Crest Organics. Our proprietary varieties include the Rockit Apple and Cup O’Cherries.
55 Castonguay Street, Suite 310 St-Jerome, QC, Canada J7Y 2H9 Phone: 450.432.1550 Fax: 450.436.8801 Toll Free: 888.432.1550 www.cis-group.com Mobile solutions to automate direct store delivery, route accounting, and merchandising forces, linked to any ERP systems.
Clik-Clik Systems Inc.
281 Hachbarn Road Brantford, ON, Canada N3S 7W5 Phone: 519.752.6628 Toll Free: 1.866.298.9684 www.clik-clik.com @cliksystems
335 King Street East Toronto, ON, Canada M5A 1L1 Phone: 416.424.6000 Fax: 416.424.6384 www.thecoca-colacompany.com @cocacolaco_ca Coca-Cola in Canada operates in all 10 provinces, and employs 6,200 people in more than 50 facilities, including six production facilities across Canada. We offer a wide variety of beverage brands, many of which come in no-calorie and low-calorie options. These beverages include sparkling soft drinks, still waters, juices and fruit beverages, sports drinks, energy drinks and ready-todrink teas. We’re proud to offer some of the most popular brands in Canada including Coca-Cola and Diet Coke.
Coleman Hanna Carwash Systems LLC
Complete Food Equipment
Computrol Fuel Systems Inc.
ConAgra Brands Canada
Containment Solutions Inc.
5842 West 34th Street Houston, TX, USA 77092 Phone: 713.683.9878 Fax: 713.590.6645 Toll Free: 800.999.9878 www.colemanhanna.com Coleman Hanna Car Wash Systems has been manufacturing conveyor systems, in-bay automatics, self-serve, vacuums and other carwash equipment for over 50 years. 149 Norfinch Drive, Unit 1 Toronto, ON, Canada M3N 1Y2 Phone: 647.241.7246 Fax: 416.741.3235 Toll Free: 1.844.226.2653 www.completefoodequip.com Supermarket and restaurant equipment.
8537 Commerce Court Vancouver, BC, Canada V5A 4N4 Phone: 604.363.6717 Fax: 1.604.421.1007 www.computrolfuel.com We simplify complexity in fuel and liquids management. Real time, web-based, securely in the cloud. Nationwide network of experienced and authorized service representatives.
5055 Satellite Drive, Units 1 & 2 Mississauga, ON, Canada L4W 5K7 Phone: 416.649.4200 Toll Free: 1.800.461.4556 www.conagrabrands.com ConAgra Brands in Canada is one of North America’s leading branded food companies with iconic and emerging brands, including: Orville Redenbacher®, VH®, Aylmer®, Snack Pack® and Slim Jim®, among many others.
333 North Rivershire Drive, Suite 190 Conroe, TX, USA 77304 Phone: 936.756.7731 Fax: 936.756.7743 www.containmentsolutions.com Containment Solutions manufactures non-corrosive underground fibreglass storage tanks ranging from 2,000 to 190,000 litres. We offer petroleum and water tanks, oil water separators and interceptors.
| March 2018
Conval Process Solutions Inc.
6185 Tomken Road, Units 3-5 Mississauga, ON, Canada L5T 1X6 Phone: 416.665.8960 Fax: 416.665.9145 Toll Free: 1.800.265.1430 www.convalpsi.com For over 50 years, CONVAL has been a trusted and leading supplier of car washes, municipal and industrial flow equipment and expertise. Please come see our booth and check out our website.
3445 114 Avenue SE, #207 Calgary, AB, Canada T2Z 0K6 Phone: 403.724.0690 ext.4 Fax: 403.724.0808 www.core-mark.com
Stay with the Trend... by offering your Customers a healthy alternative Meat Snack, at a better taste at a more competitive price.
Country Style Mr. Sub
Country Prime Meats Ltd.
3171 Highway 97 Lac La Hache, BC, Canada V0K 1T1 Phone: 250.396.4111 Fax: 250.396.4110 www.countryprime.com
2 East Beaver Creek Road, Building #1 Richmond Hill, ON, Canada L4B 2N3 Phone: 905.762.4667 Fax: 905.764.0476 Toll Free: 1.800.563.6688 www.countrystyle.com QSR offering freshly ground coffee, baked goods and Mr. Sub sandwiches.
Think Small. (except when en it comes to proﬁts proﬁts.) ts.)
Xtreme Hybrid Tunnel System Wash, Wax, Seal, Tire Shine, & Dry
75 Industrial Road Tottenham, ON, Canada L0G 1W0 Phone: 905.936.5888 Fax: 905.936.2229 Toll Free: 1.800.748.0277 www.countrysigns.ca Country Signs provides its clients with a complete project management package from site survey and design specifications to installation and maintenance programs across Canada.
35 foot bay ay 50 cars perr hour. hour. r.
Xtreme Throughput ugh ug ughput ghp hpu put t 50+ clean, dry, shiny cars ars per hour lets you capitalize on spikes in volume without slowing production. Xtreme Size Requires only 35-feet of bay space. Exclusive shallow pit conveyor and reduced electrical load requirements makes in-bay retroﬁts easy and affordable.
Aldo Waters Ownerr — OK 1 Stop. Ardmore, OK Xtreme Proﬁt Equipment in the world The Besttotal Selling Conveyorized Standard triple foam, body protectant, Car and Wash tire dressing application lets you increase dollar-per-car revenue without slowing production.
WASH LINKS is a member of SONNY’S Select Service Organization Call Bill Barber at 1-855-695-3141 or email at email@example.com
Covered Bridge Potato Chip Company
35 Alwright Court Waterville, NB, Canada E7P 0A5 Phone: 506.375.2447 Fax: 506.375.2448 www.coveredbridgechips.com @CBchips Covered Bridge Potato Chips produces quality kettle cooked potato chips and kettlecorn from all natural ingredients and are certified gluten free.
15 Mary Street West Lindsay, ON, Canada K9V 2N5 Phone: 1.705.324.6105 Fax: 705.878.3924 Toll Free: 1.800.461.0332 www.crayola.com Crayola, specializing in creative tools including bright markers, coloured pencils and of course, crayons. At Crayola, our purpose is to help parents and educators raise creatively-alive kids.
Creative POS Ltd.
CTM Design Services Ltd.
Danial’s Distribution Inc
2600 Skymark Ave, Building 4, Unit 104 Mississauga, ON, CanadaL4W5B2 Phone: 416.894.0446 www.creativepos.ca Creative POS Ltd. (25 Years) has been proven to be a leading supplier of Convenience Store POS system. As a company built on referrals, they take pride in providing excellent service to their customers.
4600 Silicon Drive Durham, NC, USA 27703 Phone: 800.236.6800 www.cree.com @cree lighting.cree.com Cree believes in better light experiences and delivering new innovative LED technology that transforms the way people experience light through high-quality interior and exterior LED lighting solutions. 340 Midpark Way SE, #210 Calgary, AB, Canada T2X 1P1 Phone: 403.640.0990 Fax: 403.259.6506 Toll Free: 1.844.640.0990 www.ctmdesign.ca @CTMDesignServ CTM Design is Canada’s leading full-service design firm that specializes in fully integrated design solutions for convenience stores, car washes and gas stations.
4020A Sladeview Cres, Unit #3 Mississauga, ON, Canada L5L 6B1 Phone: 905.858.0330 Fax: 905.858.0332 Toll Free: 1.844.663.2669 www.danialsdistribution.com @danialsdist Nationwide distributor of brand name consumer packaged goods including health and beauty, household cleaning supplies, over-the-counter medicine, general merchandise, smoking accessories, and confectionery.
Dare Candy Co.
Dietz & Watson, Inc
Disposable Supplies Network
Drainvac International 2006 Inc.
Dyla LLC – Forto Coffee Shot
Earth Fresh Foods
Erb and Erb Insurance Brokers, a division of Lackner McLennan Insurance Ltd.
2481 Kingsway Drive, PO Box 1058 Kitchener, ON, Canada N2G 4G4 Phone: 519.893.3233 www.darefoods.com; www.realfruit.ca Dare has a rich history as a privately-owned, Canadian family business. Makers of snacks and real candy made better! Made better because we believe every eating occasion deserves better. 5701 Tacony Street Philadelphia, PA, USA 19135 Phone: 215.831.9000 www.dietzandwatson.com @dietzandwatson Premium meats and Artesian Cheeses company from Philadelphia, PA. 16450 US Route 20 Wauseon, OH, USA 43567 Phone: 866.205.1143 Fax: 866.926.6426 Foodservice, Packaging, Coffee Cups.
Sell the Sizzzle.
150 Brunet Street Mont-Saint-Hilaire, QC, Canada J3H 0M6 Phone: 450.647.1448 Fax: 450.467.2225 Toll Free: 1.800.408.1448 www.drainvac.com For 35 years Drainvac International has specialized in the engineering and manufacturing of commercial and industrial cleaning systems worldwide. Depuis maintenant 35 ans, Drainvac International se spécialise dans la conception et la fabrication de systèmes de nettoyage commerciaux et industriels à l’échelle mondiale. 236 Price Court West New York, NJ, USA 07093 Phone: 330.317.2087 Fax: 603.297.0120 Website: www.fortocoffee.com @fortocoffee Meet the Inc 500 fastest growing beverage brand. FORTO is a 2oz ready-to-drink coffee shot made with Organic ingredients and Colombian coffee beans.
1095 Clay Avenue Burlington, ON, Canada L7L 0A1 Phone: 416.251.2271 Fax: 416.251.2497 Toll Free: 1.800.565.4915 www.earthfreshfoods.com @EarthFreshFarms A leading Canadian produce company specializing in supplying the food industries with fresh potatoes. EarthFresh provides freshness, premium quality, consistent supply, customer care and innovation.
818 Victoria Street North Kitchener, ON, Canada N2B 3C1 Phone: 519.579.4270 Fax: 519.741.1977 Toll Free: 800.265.2634 www.erb-erb.com @erbanderb Exclusive car wash, gas bar and convenience store insurance program.
Mmm, the Sizzzle. It’s BBQ time and you have the perfect location, Right on the Way Home, to hundreds of neighborhood propane grills. MIGHTY FLAME CANADA
www.mightyflame.com 1.877.438.6444 Visit us at Toronto CARWACS Booth #532
Exact One Ltd.
44 Milvan Drive North York, ON, Canada M9L 1Z3 Phone: 416.744.4276 Fax: 416.744.8079 Toll Free: 1.800.265.3878 www.eurovac.com Manufacturer and distributor of central and stand alone car wash vacuum and detailing systems.
4631 Manitoba Road SE Calgary, AB, Canada T2G 4B9 Phone: 403.287.9411 Fax: 403.214.5999 Toll Free: 1.800.492.4226 www.exacta.com Carwash entry and control system specialists. EMV payment systems with debit.
60 Paramount Road Winnipeg, MB, Canada R2X 2W3 Phone: 431.777.8273 www.fatpanda.ca Electronic cigarettes, ejuice, vendor packages.
FC Lighting & Solid State Luminaires
Ferrero Canada Limited
3609 Swenson Avenue St. Charles, IL, USA 60174 Phone: 630.888.8100 Fax: 630.889.8106 Toll Free: 800.900.1730 www.fclighting.com FCLSSL is an LED Lighting Manufacturer based outside of Chicago, IL. Specializing in architectural lighting and linear lighting for indoor and outdoor applications.
100 Sheppard Avenue East, Suite 900 North York, ON, Canada M2N 6N5 Phone: 416.590.0775 Fax: 416.590.0709 www.ferrero.ca At Ferrero Canada, our mantra is “Creating Joy and Delight… Everyday!”, and everything we do revolves around this. With leading consumer brands such as TIC TAC®, KINDER SURPRISE®, KINDER BUENO®, NUTELLA®, FERRERO ROCHER®, and RAFFAELLO®, Ferrero Canada prides itself on delivering high quality, crafted precision, and product freshness with every consumer experience.
Fiber Glass Systems
First China Tobacco Company Limited.
4 Windrose Court. O’Fallon, MO, USA 63366 Phone: 636.346.5629 www.nov.com/fgs Fiber Glass Systems is the leader for time-tested piping systems for underground fueling, over 50 years experience with our Red Thread™ and Dualoy™ products.
53-55 West Beaver Creek Road Richmond Hill, ON, Canada L4B 1K5 Phone: 905.762.8838 Fax: 905.762.8839 Toll Free: 1.844.253.6399 www.tobaccochinese.com First China Tobacco is a wholesaler of Chinese tobacco and Canadian Cigars. The products to be displayed at the show will be mainly Chinese tobaccos and accessories. 1600 Carling Avenue, #620 Ottawa, ON, Canada K1Z 1G3 Phone: 844.356.9426 www.flowwater.com @FlowWater Flow Water - Naturally Alkaline Spring Water in an eco-friendly Tetrapak. New in 2018, Flow is proud to introduce organic flavours, available in Cucumber-Mint and Lemon-Ginger.
Conval Process Solutions has been providing valve and process solutions to a wide range of Industries for over 50 years!
Please come check us out at Toronto CARWACS booth #123 and find out more about the products and manufacturers that we represent.
Plastic / PVC valves
Quarter turn Electric Actuators
Control / Angle body valves
Ball / Gate / Globe / Check valves
Conval Process Solutions Inc. Locations in Mississauga and Hamilton 1-800-265-1430 www.convalpsi.com
9505 Haldane Road Kelowna, BC, Canada V4V 2K5 Phone: 250.766.6633 Toll Free: 1.800.882.7638 www.formashape.com FormaShape is the world’s leading provider of fibreglass fascia and signage to the petroleum industry. Design, fabrication and installation of fascia to many of the most recognized brands in Canada.
Franklin Fueling Systems
4801 Main Street, Suite 205 Kansas City, MO, USA 64112 Phone: 816.813.3337 Fax: 816.741.3008 www.forteproducts.com Manufactures of forecourt equipment, in-store and outdoor merchandisers. All products are made of strong plastic to withstand rough weather elements.
3760 Marsh Road Madison, WI, USA 53718 Phone: 608.838.8786 Fax: 608.838.6433 Toll Free: 800.255.9787 www.franklinfueling.com Franklin Fueling Systems offers the world’s most complete line of petroleum equipment including submersible pumping systems, piping and containment systems, service station hardware, dispensing systems, fuel management systems, and transport systems.
Freedom Electronics LLC
GinSan Industries/Industrial Vacuum Systems
Hamilton Manufacturing Corp.
Havana House Cigars
Hershey Canada Inc.
6121 Hollis Street, Suite 500 Emeryville, CA, USA 94608 Phone: 800.483.3218 Fax: 888.317.4041 Toll Free: 800.483.3218 www.freal.com @therealfreal f’real foods designs, sells, and markets blended frozen beverages in over 17,000 locations across Canada and the U.S. including convenience stores, military bases, and universities.
2205 May Court NW Kennesaw, GA, USA 30144 Phone: 800.761.9369 www.freedomelectronics.com Freedom Electronics is a premier provider of new rebuilt electronic Gas Dispenser, Tank Monitor & Point of Sales systems. ESD certified facility.
3611 3 Mile Road Grand Rapids, MI, USA 49534 Phone: 616.340.3173 Fax: 616.791.9925 Toll Free: 877.995.1675 www.ginsan.com North America’s premier manufacturer of industrial-grade self-service car wash systems, vacuums and water treatment systems. 381 rue Lorne-Worsley Vaudreuil, QC, Canada J7V 0J6 Phone: 1.581.998.343 Distributor selling cellphone accessories.
1026 Hamilton Drive Holland, OH, USA 43528 Phone: 419.867.4858 Toll Free: 800.837.5561 www.hamiltonmfg.com Manufactures of automated transaction kiosks, RFID systems, custom mobile apps, change machines, and site networking solutions. 9 Davies Ave. Ste. #112 Toronto, ON, Canada M4M 2A6 Phone: 416.406.6644 Fax: 416.406.3340 www.havanahouse.com Havana House is the exclusive importer and distributor of Cuban cigar brands in Canada. Havana House is also the registered owner or exclusive licensee of numerous trademarks and copyrights associated with the most prestigious Cuban cigar brands, including Montecristo, Cohiba, Romeo and Julietta, Partagas and Guantanamera.
5750 Explorer Drive, Suite 500 Mississauga, ON,Canada L4W 0B1 Phone: 905.602.9200 Fax: 905.602.8766 Toll Free: 800.268.1304 www.hersheycanada.com The Hershey Company is the largest North American manufacturer of quality chocolate & sugar confectionery products. The Hershey Company markets such iconic brand as HERSHEY’S, REESE’S, OH HENRY! BROOKSIDE, barkTHINS, HERSHEY’S KISSES Brand, TWIZZLERS, JOLLY RANCHER, ICE BREAKERS AND ALLAN.
| March 2018
Hi-Sharp Products Inc.
Horse and Buggy Brands
69 Baywood Road, Unit 1 Etobicoke, ON, Canada M9V 3Y8 Phone: 416.640.2575 Fax: 416.640.2576 www.hisharpproducts.com Wayne Pumps, ZCL Tanks, OPW Pipe, LED lights, Consoles, Nozzles, Tank Gauge, D.E
120 Turnbull Court Cambridge, ON, Canada N1T 1H9 Phone: 519.620.8572 Fax: 519.620.8573 Toll Free: 877.473.2688 www.horseandbuggybrands.com We are a peanut roaster, cooking and blending using our own recipes. We also package candy and distribute other quality snack foods.
House of Horvath Inc.
77 Ossington Avenue Toronto, ON, Canada M6J 2Z2 Phone: 416.534.4254 Fax: 888.534.5931 Toll Free: 800.387.0378 www.hofhcanada.com @hohcigars
2325 Husky Way Pacific, MO, USA 63069 Phone: 636.825.7200 Fax: 636.825.7300 Toll Free: 800.325.3558 www.husky.com Nozzles, swivels, safe-t-breaks, BJE filter crushers, tank gauges, and liquid level monitors and alarms.
Icon Containment Solutions
InfoNet Technology Corporation
905 N. Main Street, Suite D1 North Salt Lake, UT, USA 84054 Phone: 855.379.7867 Fax: 855.379.7867 www.icontainment.com Icon is the world’s leading manufacturer and supplier of secondary containment sump leak repair applications, including the technical support from survey to installation.
Innovative Control Systems
1349 Jacobsburg Road Wind Gap, PA, USA 18091 Phone: 610.881.8000 Fax: 610.888.8100 Toll Free: 800.642.9396 www.icscarwashsystems.com Innovative Control Systems is defining the world of car washing technology; now offering EMV chip/debit hardware and software solutions for all segments: conveyor, in-bay automatics, and self-service.
410-4585 Canada Way Burnaby, BC, Canada V5G 4L6 Phone: 604.689.7589 Fax: 604.689.7599 Toll Free: 888.925.8125 www.infonet-tech.com @infotech1 We create powerful point-of-sale and fuel management software system for today’s competitive retail fueling, convenience store and unattended card lock fueling market place.
1601 West Algonquin Road Mt. Prospect, IL, USA 60056 Phone: 800.595.0796 x217 Fax: 847.640.1787 Toll Free: 800.595.0796 @ictusa_inc Inter-continental trading USA Inc. is a manufacturer of OHM pipe tobacco and filtered cigars, Shargio Tubes and accessories
Inform Brokerage, Inc.
Ingersoll Petroleum Services Ltd
J&J Display Sales
2286 Holdom Avenue Burnaby, BC, Canada V5B 4Y5 Phone: 604.324.0565 Fax: 604.324.1292 www.informbrokerage.com Inform Brokerage, SunRype Products, Ruiz Tornados, Sunny Sky Products, White Castle, Gay Lea Foods Co-operatives.
8783 Dale Road Cobourg, ON, Canada K9A 4J9 Phone: 905.372.1723 Fax: 905.372.7972 Toll Free: 855.666.6731 www.ingersollpetroleum.ca @IngersollPetrol Petroleum Equipment, Distributor OPW, Fuel Management Systems, KleerBlue DEF Equipment, Piusi DEF Equipment, The Tank Shop.
Inter-Continental Trading USA Inc.
1100 Page Street Bristol, VA, USA 24201 Phone: 276.466.3921 Toll Free: 800.336.8795 www.istobal.com/usa Since 1950, ISTOBAL has designed, engineered and manufactured vehicle washing equipment with the owner environment and the consumer in mind worldwide.
2230 Meadowpine Boulevard Mississauga, ON, USA L5N 6H6 Phone: 905.814.5252 Fax: 905.814.8147 Toll Free: 888.846.6548 www.jjdisplaysales.com @jjdisplaysales J&J Display Sales is your one stop source for your retail merchandising, pop displays and store fixture needs. We design, supply and install convenience stores.
Quality Vending Systems For Ice and Water • QUALITY • DEPENDABILITY • PROFITABLE • UN-RIVALED PERFORMANCE
Western Distribution 1-800-460-4503 Eastern Distribution 1-866-278-7873
JTI Canada Tech
Krown Rust Control
Little Caesar of Canada Inc.
1 Robert Speck Parkway, Suite 1601 Mississauga, ON, Canada L4Z 0A2 Phone: 1.800.363.0490 www.jti.com JTI-Macdonald Corp. is a part of JTI (Japan Tobacco International), a leading international tobacco company. Primary brands in Canada include Export A, Macdonald Special, LD, Studio, Camel, Winston and American Spirit. 1 Robert Speck Parkway, Suite 1601 Mississauga, ON, Canada L4Z 0A2 Phone: 1.800.363.0490 www.jti.com JTI Canada Tech Inc., also a part of JTI, is the importer of PLOOM TECH, a tobacco vaping system, and Vapeleaf in Canada. PO Box 886 Columbia, PA, USA 17512 Phone: 717.684.6721 Toll Free: 800.233.3873 www.kleen-ritecorp.com Your 1-stop shop for all your carwash needs. Stop by for a free catalog and show special discount flyer.
985 Westport Crescent Mississauga, ON, Canada L5T 1E8 Phone: 1.866.286.8585 Fax: 800.611.7423 Toll Free: 1.866.286.8585 www.kretek.ca Specialty cigarettes, mass market cigarettes, R.Y.O. natural and organic fine cut premium mass market cigars, pipes, High Tea Leaf non-tobacco and blunt wraps
35 Magnum Drive Schomberg, ON, Canada L0G 1T0 Phone: 905.939.8750 Fax: 905.939.8710 www.krown.com We are dedicated to developing leading-edge rust inhibitors and lubricants/penetrants to help save people money and make their vehicles last longer.
401-251 Trans Canada Highway NW Salmon Arm, BC, Canada V1E 3B8 Phone: 250.378.8795 Toll Free: 800.460.4503 www.liquidaction.com Specializing in the design and manufacturing of window/wall/kiosk water vending system, TURNKEY water store, water vending locations, Ice vending locations, bottle delivery operations. 2301 Royal Windsor Drive Mississauga, ON, Canada L5J 1K5 Phone: 905.822.7899 Fax: 905.822.9808 Toll Free: 1.888.822.7981 www.littlecaesars.ca Offers full or limited menu, depending on venue size. Gas Station/Convenience Stores, airports, mass transit terminals, stadiums, hospitals, universities and shopping destinations.
| March 2018
LSI Canada/Jack Link’s
2476 Argentia Road, Suite 103 Mississauga, ON, Canada L5N 6M1 Phone: 905.599.0994 www.jacklinks.com Jack Links is a global leader in protein snacks, and the #1 meat snack manufacturer worldwide. Jack Links is a family owned company that represents a heritage of quality and consumer trust.
5099 Creekbank Road Mississauga, ON, Canada L4W 5N2 Phone: 1.800.667.0123 www.bell.ca @Bell Joining us is easy, with no credit checks and no longterm commitment. Truth is, you don’t have to be lucky to get great mobile savings - you just have to be with Lucky Mobile.
1811 Hymus Boulevard Dorval, QC, Canada H9P 1J5 Phone: 514.685.2277 Fax: 514.685.7389
Toll Free: 1.866.857.5711 For all your emergency lighting and exit sign requirements; including hazardous locations, architectural specifications, and automated system management. Lumacell offers exceptional quality and service. Known for outstanding reliability, efficiency, and performance, Lumacell products are designed and manufactured at a centre of excellence in Canada.
MapArt - Tree-Free Greetings
Maps - GM Johnson
2323 Boundary Road, #207 Vancouver, BC, Canada V5M 4V8 Phone: 604.299.7074 Fax: 604.299.7095 Toll Free: 800.387.6277 www.gmjohnsonmaps.com Canada-wide mapping. Canadians and visitors alike no
Celebrating 24 Years of Providing Quality Vehicle Wash Equipment SALES • INSTALLATION • SERVICE • SUPPORT • CHEMICAL
Foam Touch Wash
70 Bloor Street East Oshawa, ON, Canada L1H 3M2 Phone: 905.438.3705 Fax: 905.723.6677 Toll Free: 877.231.6277 www.mapart.com Canada’s leading distributor of maps, greeting card and sunglasses. Visit us to see our new impulse item winners.
longer have one option for a printed map anymore. Distributors and retailer wanted for our SO maps.
Mark VII Canada
Mars Wrigley Canada
431 Thames Avenue, Unit J Winnipeg, MB, Canada R2L 0V4 Phone: 204.421.9338 Fax: 204.515.6145 Toll Free: 1.855.378.2767 www.maqabim.com Smokeware, Vaporizer Distributor, Cannabis Accessory Distributor, White Label & Branded Products. 623 South Service Road, Unit 1 Grimsby, ON, Canada L3M 4E8 Phone: 289.235.8325 Toll Free: 1.866.658.9274 www.markvii.net Global supplier of car wash equipment, service and chemicals with direct operations in Canada.
3389 Steeles Avenue East, Suite 402 Toronto, ON, Canada M2H 3S8 Phone: 416.449.8600 Fax: 416.449.1774 www.mars.com www.wrigley.ca Now the leading manufacturer of chocolate, chewing gum, mints and fruity confections in Canada, Mars Wrigley Confectionery includes iconic brands includes M&M’s®, SKITTLES®, EXCEL®, SNICKERS®, TWIX®, STARBURST® and JUICY FRUIT®.
McCowan Design and Manufacturing Ltd. 607
1760 Birchmount Road Toronto, ON, Canada M1P 2H7 Phone: 416.291.7111 Fax: 416.291.0180 Toll Free: 1.888.782.5189 www.mccowan.ca McCowan Design and Manufacturing is Canada’s leading supplier of c-store/gas bar food service counters, cash counters, gondola & shelving, forecourt merchandisers, security cabinets, tobacco displays, waste units and signage.
McSweeney’s Meat Snacks
MI Petro Group
190 Southgate Drive, Guelph Ontario, Canada N1G 4P5 (519) 824-5434 • (800) 667-0228
3/3/17 8:47 AM
2355 - 52 Avenue SE Calgary, AB, Canada T2C 4X7 Phone: 403.215.6080 Fax: 403.215.6099 Toll Free: 1.800.663.4746 www.mcsweeneys.ca @CanadianJerky Proudly Canadian supplier of crafted jerky & meat snacks. Starting with the best ingredients and cuts of meat our products are then naturally smoked and 100% gluten free.
4330 - 116th Avenue SE Calgary, AB, Canada T2Z 3Z9 Phone: 403.266.5558 Fax: 403.252.7585 www.mipetro.com MI Petro Group specializes in Retail Petroleum Solutions with sales, construction, electrical and service
4815, 10e rue Sartigan St. Georges, QC, Canada G5Y 5B8 Phone: 1.418.230.9518 www.middlebycanada.com Middleby Canada participating brands; Concordia Beverage Systems, Doyon/NU-VU, Perfect Fry, Picto and STAR Holdings; STAR, Toastmaster, Lang, Wells Perfect C-Store Equipment and Programs; come see us.
Mighty Flame Canada
95 St. Clair Ave. W, Suite 1403 Toronto, ON, Canada M4V 1N6 Phone: 877.438.6444 www.mightyflame.com Mighty Flame is the leader in propane cylinder exchanges providing superior service and quality.
Mini Melts of Canada
E1 - 1585 Britannia Road East Mississauga, ON, Canada L4W 2M4 Phone: 403.537.1045 www.mini-melts.ca @MiniMeltsCanada Mini Melts is a unique ice cream dessert! Our prepackaged flash frozen ice cream comes in small kernels you eat with a spoon!
Mondelez Canada Inc.
3300 Bloor Street West, Suite 1801 Toronto, ON, Canada M8X 2X2 Phone: 647.243.5400 www.mondelezinternational.com Mondelez International is well represented in Canada across snacking categories with our many brands, including: Cadbury Dairy Milk, Caramilk, Toblerone; Maynards candy; Halls; belVita, OREO, Chips Ahoy!, Peek Freans, Dad’s biscuits; Ritz, Triscuit, Wheat Thins and Premium Plus crackers; Crispers; Bits & Bites snacks; Trident, Dentyne and Stride gum.
Mondo Products Company Limited
695 Westney Road South, Unit 1 Ajax, ON, Canada L1S 6M9 Phone: 905.426.9339 Fax: 905.426.5240 Toll Free: 1.800.465.5676 www.mondo-products.com Mondo Products is a Canadian owned company that manufactures and markets cleaners and equipment to service the carwash industry.
5075 Yonge Street, #301 North York, ON, Canada M2N 6C6 Phone: 416.800.2450 Fax: 866.573.8179 Toll Free: 866.286.7787 www.MONEXgroup.com @MONEXgroup MONEXgroup is a world leader in unattended Contactless payment solutions. We have successfully deployed PCI certified Tap Only terminals for Carwashes, Tire Inflation & Vac.
Mood Water Inc.
100 King Street West, 56th Floor Toronto, ON, Canada M5X 2A1 Phone: 416.322.8501 www.mymoodwater.com Moodwater is a premium spring water brand looking to bring back the fun in drinking water.
Morris National Inc.
100 Jacob Keffer Parkway Concord, ON, Canada L4K 4W3 Phone: 905.879.7777 Fax: 905.879.0400 www.morrisnational.com Morris National is a proud distributor of Welch’s Fruit Snacks, Sweetarts, Nerds, Gobstoppers, Runts, Mike & Ike, Big League Chew, Sour Jacks, Tangy Zangy and Capricorn Licorice.
1850 Transcanada Highway St-Laurent, QC, Canada H4S 1M5 Phone: 514.336.8885 Fax: 514.336.9222 www.tcbycanada.com The Country’s Best Yogurt soft serve frozen yogurt.
Mystical Distributing Company Ltd.
4400 Vanowen Street Burbank CA, USA 91505 Phone: 925.221.6456 www.musclepharm.com @musclepharm MusclePharm is a global sports nutrition company known for its high quality products designed to help athletes of all types. This show will feature our award winning Combat Crunch and plant-based Organic Protein Bars.
6 Foster Stearns Road Trenton, ON, Canada K8V 5R5 Phone: 613.394.7056 Fax: 613.394.4957 Toll Free: 800.856.7556 www.mysticalfireworks.com Mystical Distributing is Canada’s largest FIREWORKS importer! Home to 6 brands of Fireworks, Mystical Fire Flying Lanterns and many other great products.
FUELSTAT® PLUS – THE 10 MINUTE TEST FOR MICROBIAL CONTAMINATION IN FUELS
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1.866.574.5100 | firstname.lastname@example.org
National Brands Distribution “a division of Le Groupe Martel”
National Energy Equipment Inc.
406 rue Fernand Poitras Terrebonne, QC, Canada J7Y 1Y4 Phone: 514.493.9423 Fax: 514.493.4609 Toll Free: 1.888.967.0076 www.legroupemartel.com Your ‘ready to eat’ specialists, DSD service across Canada. 1850 Derry Road East Mississauga, ON, Canada L5S 1Y6 Toll Free: 1.866.574.5100 www.nee.ca Canada’s national petroleum commercial equipment distributor, sales and service for industry leading products and technology. From fuel dispensers and card lock systems to fuel storage and monitoring control systems.
National Smokeless Tobacco Company
New Air Refrigeration
North Shore Tobacco Canada Inc.
585 Avenue Meloche Dorval, QC, Canada H9P 2T1 Phone: 514.382.3620 Toll Free: 800.567.3620 www.distex.ca Cooking, refrigeration and ice machines for commercial kitchens.
P.O. Box 458, 124 Norfolk Street North Simcoe, ON, Canada N3Y 4L5 Phone: 519.428.3332 Fax: 519.428.2230 North Shore would like to welcome you to booth #826 where you can view new products and meet welcoming staff. Our 100% Canadian Tobacco products have NO additives or imports. WE GROW IT - MANUFACTURE IT - SELL IT
Northern Dock Systems
1000 boul St Jean, Suite 319 Pointe-Claire, QC, Canada H9R 5P1 Phone: 1.514.782.1216 www.nstco.ca NSTC distributes the two top-selling brands of smokeless tobacco in Canada, Copenhagen and Skoal. NSTC continues to offer products that align with evolving adult consumer preferences.
415 Ambassador Drive Mississauga, ON, Canada L5T 2J3 Phone: 905.625.1758 x 280 Toll Free: 1.866.601.1758 www.northerndocksystems.com Northern Dock Systems specializes in the sales and service of spring-less high speed overhead performance door solutions specially designed for car wash and automotive applications.
Nestlé Canada Inc.
9050 Airport Road, Suite 101 Brampton, ON, Canada L6S 6G9 Phone: 416-218-3030 Fax: 416.218.2700 www.nestle.com Nestlé‚ is tremendously excited about our innovation plan for 2018, as part of our ongoing strategy to support our consumer preferred brands - Kit Kat, Drumstick, Haagen-Dazs, and Carnation Breakfast Essentials. We will be pleased to welcome you at our Nestlé‚ Booth to share more exciting details of what’s coming your way in 2018!
365 Evans Avenue, Suite 301 Toronto, ON, Canada M8Z 1K2 Toll Free: 1.844.241.2991 www.nowprepay.ca @PaymentSourceCA Now Prepay provides prepaid mobile top ups, gift cards and financial products to more than 15,000 Canadian retailers.
Nuform Building Technologies Inc.
Oasis Car Wash Systems, Inc.
Old Dutch Foods
100 Galcat Drive, Unit 2 Woodbridge, ON, Canada L4L 0B9 Phone: 905.652.0001 Fax: 905.652.0002 Toll Free: 1.877.747.9255 www.nuformdirect.com Nuform Building Technologies specializes in revolutionary building systems that focus on improving construction efficiency while being cost effective. Come visit us to see our CONFORM, RELINE and RENU products. 1909 East 12 Street Galena, KS, USA 66739 Phone: 620.783.1355 ext. 21 Fax: 620.783.5735 Toll Free: 800.892.2537 www.oasiscarwashsystems.com Complete line of Touch Free and Soft touch InBay automatics. Learn about our exclusive “MY WASH BUY UP” technology! 7060 South 28 Street Kent, WA, USA 98032 Phone: 253.437.6100 Toll Free: 877.453.7591 www.oberto.com Today Oberto provides innovative delicious, healthy and convenient protein-packed snacks under the Oberto & Cattleman Brands.
545 Deerhurst Drive, Unit 2 Brampton, ON, Canada L6T 5K3 Phone: 905.458.5986 Fax: 905.458.0108 Toll Free: 1.800.387.2273 www.olddutchfoods.com @olddutch Old Dutch Foods manufactures and distributes a full line of innovative quality chips and snacks.
COMPLETE C-STORE EQUIPMENT SUPPLIER Walk-In Coolers / Freezers Open Air Coolers / Vertical & Island Reach-In Display Units FCB & Fountain Pop Equipment
Ice Cream Hot Food Programs Dispensers & Fixtures and More...
Complete Turn Key Equipment Services Provided From conception, delivery, installation, start-up & training, to after sale warranty / service
WESTERN REFRIGERATION & BEVERAGE EQUIPMENT LTD. P: 888.443.1946 I email@example.com I www.wr.ca
Visit us in Toronto at booth #1133
Ontario Convenience Stores Association 1037 466 Speers Road, Suite 217 Oakville, ON, Canada L6K3W9 Phone: 905.845.9152 Fax: 905.849.9941 www.conveniencestores.ca @OntarioCStores
The Ontario Convenience Stores Association invites all convenience store personnel to visit our booth and discover how the association is working for you.
Ontario Lottery & Gaming Corporation
Ontario Ministry of Finance
4120 Yonge Street, 5th Floor Toronto, ON, Canada M2P 2B8 Phone: 800.387.0104 www.olg.ca OLG would like to remind our convenience lottery retailers about the importance of executing our merchandise and POS to the highest standard. Please remember to keep your “Play Area” and Instant Ticket merchandisers clean and clutter free. 33 King Street West, 3rd floor Oshawa, ON, Canada L1H 8H5 Phone: 613.697.3399 Toll Free: 1.866.668.8297 ext 17018
Ontario Petroleum Contractors Association 236
51 King Street, Unit 8 Barrie, ON, Canada L4N 6B5 Phone: 866.360.6722 Fax: 705.735.9418 Toll Free: 1.866.360.6722 www.opcaonline.org @opcaonline The OPCA is a non-profit organization promoting the highest standards of quality, saftey and environmental protection for the installation and modification of petroleum systems.
9393 Princeton-Glendale Road Hamilton, OH, USA 45240 Toll Free: 800.422.2525 www.opwglobal.com For 125 years, OPW has led the way in designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. To learn more about OPW’s 125 years of providing industry-leading solutions, visit us at our booth or see our website above.
P.D. McLaren Limited
110 Scotia Court, Unit #41 Whitby, ON, Canada L1N 8Y7 Phone: 905.428.8403 Fax: 905.428.8669 www.pdmclaren.com Commercial Fleet Refuelers and Fuel Management Systems. DEF, Aviation and Marine Refueling Solutions. Fuel Polishing and Bulk Metering Systems. Vehicle Wash Systems, K-9 Pet Washes.
PAB Wholesale Inc.
1675 Hwy 69 Pointe Au Baril, ON, Canada P0G 1K0 Phone: 613.866.2891 www.pabwholesale.com Handmade, naturally smoked meat snacks. Old fashioned Brittles, Fudge, and Caramels. Sunglasses and phone accessories.
Pacific Insurance Broker Inc.
PDQ Manufacturing Inc.
120 East Beaver Creek Road, #101 North York, ON, Canada L4B 4V1 Phone: 416.494.1268 Fax: 905.695.0884 www.pacins.ca As an independent insurance brokerage with over 35 years in business, Pacific Insurance Broker Inc. offers personalized service and tailored insurance packages from personal home and auto risks to commercial convenience stores, car washes, gas bars, wholesalers and manufacturers.
Making a world of difference in
Vehicle Wash Systems
5939 Wallace Street Mississauga, ON, Canada L4Z 1Z8 Phone: 905.625.1139 Fax: 905.625.0231 Toll Free: 1.888.453.1139 www.pappilighting.com A Canadian manufacturer with a complete line of quality outdoor lighting products with innovative poles and energy efficient LED lighting solutions. 4001 Central Pointe Pkwy, Building 200 Temple, TX, USA 76504 Phone: 254.410.7600 www.pdisoftware.com @profdata PDI, the leader in enterprise management software for the convenience retail and petroleum wholesale markets, delivers software solutions to connect to intelligent business.
1698 Scheuring Road De Pere, WI, USA 54115 Phone: 920.983.8333 Toll Free: 800.227.3373 www.pdqinc.com PDQ Manufacturing is recognized as the technological leader in vehicle wash systems, providing superior quality, outstanding support, and products that contribute to our customers’ profitability.
Peak Performance Products
Visit Washworld at the Transchem Group Booth #309 Toronto, March 6-7
330 Brunel Road Mississauga, ON, Canada L4Z 2C2 Phone: 416.879.4091 www.pppinc.ca Peak Performance Products is a Premium Distributor of Natural Health Products.
| March 2018
PECO Carwash Systems
244 Rex Boulevard Auburn Hills, MI, USA 48326 Phone: 248.299.5800 Fax: 248.299.9001 Toll Free: 800.448.3946 www.pecocarwash.com PECO Carwash Systems manufactures premium carwash systems customized to meet your needs. Come check us out and see why PECO is the most helpful brand in carwashing.
Peel Regional Police, Crime Prevention Services
Mississauga, ON, Canada Phone: 905.453.2121 x 4018 @PeelCrimeProv @TheYogaCop Displaying the Clear Zone Robber Prevention program & Frauds and Scams prevention material: pull-up display, window display, fact cards and handouts.
PepsiCo Foods Canada
5550 Explorer Drive, 8th Floor Mississauga, ON, Canada L4W 0C3 Phone: 289.374.5091 Fax: 888.518.5230 Toll Free: 800.268.2061 www.pepsico.ca PepsiCo Canada is organized into two business units: PepsiCo Foods Canada includes the Frito Lay Canada
and Quaker businesses; PepsiCo Beverages Canada includes the Pepsi, Gatorade and Tropicana businesses. For more information, please visit www.pepsico.ca.
200 South Forth Street Albion, IL, USA 62806-1313 Phone: 419.216.9602 www.petroclear.com PetroClear provides fuel-dispenser filters and filtration accessories for dispensing petroleum, ethanol, methanol and biodiesel blends at retail and commercial fuel sites.
Pioneer Balloon Canada Ltd.
333 Kenora Avenue North Hamilton, ON, Canada L8E 2W3 Phone: 905.560.6534 Fax: 905.560.9778 Toll Free: 800.263.6861 www.qualatex.com Manufacturer and distributor of latex and foil balloons including license floor displays, counter displays and Clipstrips available. Produced and made in North America.
PM Electric Corporation
Poppa Corn Corporation
Powersteam Technology Inc.
12925-148 Street Edmonton, AB, Canada T5L 2H9 Phone: 1.780.454.6490 Fax: 1.780.451.0337 www.pmelectric.ca PM Electric custom design built forecourt distribution panels. Configured to your requirements. Consolidates multiple facets of your businesses electrical room into one cabinet. 5135 Creekbank Road, Unit C Mississauga, ON, Canada L4W 1R3 Phone: 416.678.3570 Toll Free: 800.628.5706 www.poppacorn.ca Popcorn, Mr.Freeze Slush, Nachos & Cheese, Lucky Elephant, Cotton Candy, Gourmet Caramel Corn, Motts Clamato Rimmer. 2211 Sherobee Road, Unit 2212 Mississauga, ON, Canada L5A 2H5 Phone: 416.428.0686 www.powersteaminc.ca Powersteam Technology Inc. providing quality steam cleaning machines with dry steam technology and offering strong pressure in a compact size that brings more income to your business.
COAST TO COAST NATIONAL SERVICE
COVERAGE Serving the Canadian Retail Petroleum/Convenience Industry for 35 Years Truly National Service Coverage with direct AIR-serv Technicians from Prince Rupert to Fort McMurray to St.John’s. We service all of Canada! We provide over 100,000 service visits annually to our customers Safety ﬁrst culture resulting in an immaculate Safety Record We Enhance Customer Satisfaction with the Convenience of “Tap N Go” Our Total Service Program is a no cost service program giving you comprehensive reporting from Installation to Service to Revenue to Safety
Tire Inﬂators - Vacuums
SERVICE | TECHNOLOGY INTEGRITY | ACCOUNTABILITY
PurClean / PurWater
3315 Orange Grove Avenue North Highlands, CA, USA 95660 Phone: 800.882.8854 www.PurClean.com PurClean/PurWater has been developing and delivering innovative water treatment solutions since 1983 and engineers, tests and delivers a full line of water treatment systems proven to deliver unsurpassed results and increase the customer’s bottom line.
R3 Redistribution Canada
RDM Industrial Electronics, Inc.
850 Harmony Grove Road Nebo, NC, USA 28761 Phone: 828.652.8346 Fax: 828.652.8346 Toll Free: 800.282.5183 www.rdm.net RDM is the industry leading re-manufacturer of petroleum electronics and car wash equipment. Specializing in remanufactured and new circuit boards. For a complete list visit rdm.net
Red Rain Energy Canada
Raymar Equipment Service
6525 Viscount Road Mississauga, ON, Canada L4V 1H6 Phone: 905.672.1900 Boost your bottom line with Red Rain Energy. Made in Canada, for Canadians, with the value conscious consumer in mind.
36 Central Park Avenue Dundas, ON, Canada L9H 2M7 Phone: 905.616.6115 www.revinmedia.com Revinmedia specializes in car wash media including: strategic marketing, graphic design and sign manufacturing. From concept to production and installation.
181 University Avenue, Suite 900 Toronto, ON, Canada M8V 0B8 Phone: 416.451.0982 www.ricola.com @ricola_CA For naturally effective cough and sore throat relief. It’s the earth’s goodness for your wellness. That’s Ricola.
Rothmans, Benson & Hedges Inc.
3-4240 Harvester Road Burlington, ON, Canada L7L 0E8 Phone: 604.649.7846 www.r3redistribution.ca R3 is a distributor of washroom facility supplies, food service packaging, cleaning chemicals and safety equipment. 26 Napier Court Utopia, ON, Canada L0M 1T0 Phone: 705.733.1459 Fax: 705.733.1474 www.raymarequip.ca Here at Raymar we pride ourselves in building or refurbishing an existing site. We’ve been in business now for over 41 years.
Ricola Canada Inc.
Head Office: 1500 Don Mills Road Toronto, ON, Canada M3B 3L1 Phone: 416.449.5525 Toll Free: 866.724.8804 Sales Office: 1045 Tristar Drive Mississauga, ON, Canada L5T 1W5 Phone: 905.595.3000 Rothmans, Benson & Hedges Inc. is Canada’s second largest tobacco company, manufacturing and selling cigarettes, IQOS and fine-cut tobacco as well as distributing, pipe tobacco and cigar products. We currently employ over 780 people throughout our corporate office, 7 sales offices and factory.
THE PREFINISHED STAY-IN-PLACE DURABLE, COST-EFFECTIVEPVC PANELING SYSTEM FOR RETROFIT & NEW EW W CON CONSTRUCTION ONST ON TRUC CT TIO 2”, 4”, 6”, 8” & Available in
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Design with Diversity. Build with Speed. nuformdirect.com
| March 2018
Royal Nuts Co. Ltd.
201 Rivermede Road Concord, ON, Canada L4K 3M5 Phone: 905.669.0200 Fax: 905.669.0100 www.royalnuts.ca Royal Nuts will present various nuts and dried fruit including walnuts, almonds, pistachios, Sultana raisins, dried cranberries, pumpkin & sunflower seeds and much more. Royal nuts are exclusively dry roasted (oil free) and are produced/packaged in a peanut free and gluten free facility.
RPP Products Inc.
216 S. Arrowhead Avenue San Bernardino, CA, USA 92506 Phone: 800.657.4811 Fax: 800.655.9792 www.raceproproducts.com Race Pro Products. Core-Mark’s national private label. Delivering economy, value, and quality to convenience stores across Canada
Rubicon Food Products
180 Brodie Drive, Unit 1 Richmond Hill, ON, Canada L4B 3K8 Phone: 1.905.883.1112 Fax: 1.905.883.8255 Rubicon is the No.1 Exotic Juice Brand in Canada and UK. Sold in over 85 territories worldwide, we offer exotic flavours like Mango, Guava and Lychee.
21445 Hoover Road Warren, MI, USA 48089 Phone: 586.920.2796 Fax: 586.920.2814 Toll Free: 844.261.7252 www.rwglassdoors.com Michigan based company delivering premium quality walk-in cooler glass doors and refrigeration systems.
Ryko Solutions/MacNeil Wash Systems
90 Welham Road Barrie, ON, Canada L4N 8Y4 Phone: 705.722.7649 www.macneilwash.com Ryko Solutions offers integrated car wash solutions, including equipment, chemicals, technical services and consumer marketing that focuses on creating maximum profitability for owners and operators.
Scandinavian Tobacco Group Canada 100 rue de Serigny, bureau 600 Longueuil, QC, Canada J4K 5B1 Phone: 1.405.677.1807
Scholtens Inc./Cottage Country/ Granny Appleton
279 Sumach Drive Burlington, ON, Canada L7T 0B5 Phone: 905.631.2999 Fax: 905.631.3222 Toll Free: 1.877.787.0777 www.cottagecountrycandies.com @shagabag Cottage Country, available from Scholtens Inc., is Canada’s premium brand for the widest assortment of
| March 2018
every-day, best-selling candies, nuts and trail mixes, all in one convenient program: Cottage Country.
Second Cup Coffee Co.
Toll Free: 1.866.829.3666 www.southcove.ca Packaged candy, nuts, chocolate and snacks.
Spa Springs Mineral Water Company Ltd. 729
6303 Airport Road, 2nd floor Mississauga, ON, Canada L4V 1R8 Phone: 905.362.1818 x 1507 Fax: 905.362.1121 Toll Free: 1.800.569.6318 www.secondcup.com @secondcup Second Cup Coffee Co. is a Canadian specialty Coffee retailer operating more than 300 cafes across the country.
1089 Highway 362, PO Box 519 Middleton, NS, Canada B0S 1P0 Phone: 1.902.825.2133 Fax: 1.902.825.4640 www.spa-springs.com Spa Springs Mineral Water Company offers innovative beverages: 28 BLACK - the better energy drink. CANADA GEESE - the natural mineral water. 28 ICE TEA - The ultimate tea experience.
Se-Kure Domes & Mirrors
1139 Haines Boulevard Sturgis, MI, USA 49091 Phone: 800.253.2064 Fax: 269.651.1467 www.domesandmirrors.com Se-Kure and Mirrors is a manufacturer of Safety and Security Mirrors designed to prevent shoplifting by making blind spots visible. 204 Spadina Avenue, #200 Toronto, ON, Canada M5T 2C2 Phone: 1.800.547.5790 www.simplyprotein.com @simplyprotein Our mission is to inspire people to lead a healthy lifestyle - one amazing snack at a time.
SRP Canada (Creative Planogram Company) 601 802 Cochrane Drive, #1 Markham, ON, Canada L3P 2J3 Phone: 905.947.8791 www.creativeplanco.com
SIR Solutions Inc.
Site-Check Research Group
3565 rue Jarry East, Suite 650 Montreal, QC, Canada H1Z 4K6 Phone: 514.593.5012 Fax: 514.593.4810 Toll Free: 1.844.687.1827 www.sirsolutions.com SIR Solutions implements point of sale software combined with management tools for your store and database, for all convenience stores, with or without gas. 237 12A Street NE Calgary, AB, Canada T2E 4R6 Phone: 403.283.8833 Fax: 403.283.9103 www.sitecheckresearch.com Site-Check Research Group is a market research company specializing in fuel/convenience retail location analysis and licensing of our proprietary sales projection model and database mapping tools.
South Cove Foods
5580 McAdam Road Mississauga, ON, Canada L4Z 1P1 Phone: 647.930.3267 www.skcigs.ca E-Cigs and liquid metal pipe and grinder, glass bong, phone accessories 5185 Tomken Road Mississauga, ON, Canada L4W 1O1 Phone: 905.206.0809 Fax: 905.206.9206
100 Courtland Avenue Concord, ON, Canada L4K 3T6 Phone: 905.660.2282 x 251 Fax: 905.660.2268 Toll Free: 866.660.2282 www.sparklesolutions.ca Sparkle Solutions distributes vended and OPL Laundry equipment and card charging stations in Ontario and Canada wide.
STI Conveyor Systems
650 Work Street, Suite A Salinas, CA, USA 93901 Phone: 831.755.1800 Fax: 831.422.1463 Toll Free: 800.972.7727 www.sscsinc.com @sscsinc Since 1981 SSCS has been the leader in retail petroleum and convenience store back office software with the finest training and support in the industry.
40 Mills Road, Unit H Barrie, ON, Canada L4N 6H4 Phone: 705.728.4868 Fax: 705.728.2047 www.sticonveyor.com STI Conveyor Systems develops the most innovative and longest lasting belt conveyor systems available on the market today.
17860 106A Avenue NW, Unit 100 Edmonton, AB, Canada T5S 1V3 Phone: 905.228.7767 Innovative nicotine delivery system for the Canadian market. Our flagship product has been specifically designed for C-stores.
5 Shirley Avenue Kitchener, ON, Canada N2B 2B6 Phone: 519.772.1975 Fax: 519.570.4333 Toll Free: 800.756.3537 www.sureguard.ca Why Paint? POST GUARD saves time and money by eliminating painting and scraping of bollards. POST GUARD is an attractive sleeve that fits easily over your existing bollards.
9485 189 Street, #204 Surrey, BC, Canada V4N 5L8 Phone: 604.639.6326 Toll Free: 866.818.9303 www.targodistribution.com Distributor of high quality cell phone accessories and hundreds of general merchandise products. Network of experienced distributors who work with our retail partners from coast to coast. Innovator in retail space management.
TFB & Associates Limited
TFI Food Equipment Solutions
7300 Warden Avenue, Suite 210 Markham, ON, Canada L3R 9Z6 Phone: 905.940.0889 www.tfb.ca TFB & Associates featuring Fisherman’s Friend lozenges. 52 Armthorpe Road Brampton, ON, Canada L6T 5M4 Phone: 905.790.2211 Fax: 905.790.2217 Toll Free: 1.800.387.2529 www.tficanada.com @tficanada TFI sells and services Taylor Soft Serve, Slush and Frozen Beverage Systems, Franke Specialty Coffee Systems, and Henny Penny Rotisserie, Frying and Combi Ovens.
Three Farmers Products
514A – 45th Street East Saskatoon, SK S7K 0W2 Fax: 1.306.955.9597 Toll Free: 1.877.296.1551 www.threefarmers.ca @ThreeFarmers Three Farmers brings you healthy snacks grown and made in Canada. Our Roasted Chickpeas and Pea Pops are bold in flavour, big on crunch! These don’t just taste great, they are good for you.
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Tommy Car Wash Systems
581 Ottawa Avenue, Suite 300 Holland, MI, USA 49423 Phone: 616.377.4411 www.tommycarwash.com A true car wash innovator, Tommy Car Wash Systems provides stainless steel equipment, control systems, and facility designs for high production express tunnel car washes.
11450 Stephens Road Warren, MI, USA 48089 Phone: 800.682.7446 x 202 Fax: 586.427.0076 www.tsscws.com @tsswcs Your one stop shop for all things Car Wash (including Arches, Foamers, Signage, Canopies, LED Lighting, Fibreglass grating, and PVC Panels).
Tweaker Energy Company
Ultimate Supplies, LLC
1225 Franklin Boulevard Cambridge, ON, Canada N1R 7E5 Phone: 519.740.0150 Toll free: 800.265.9100 www.Transchem.com Transchem Group is your go-to partner for everything vehicle-cleaning. Leveraging over 40 years of industry experience, we deliver effective, innovative and custom solutions that grow your business.
Unilever Ice Cream
Transchem Group - Equipment and Service Division
Van Houtte Coffee Service Inc.
9325 200 Street, #200 Langely, BC, Canada V1M 3A7 Phone: 604.881.4543 Fax: 604.881.4966 Toll Free: 1.800.663.1080 www.tosuta.com Tosuta, a Canadian owned & operated wholesaler. Koala, HiChew, Red Band, Livewires, Chupa and Bentasil. Premium quality brands we import reflect our high standards.
Total Meter Services Inc.
8250 Warren Street Bay City, OR, USA 97107 Phone: 503.377.8222 www.tcsjerky.com Tillamook Country Smoker, LLC. Manufacturer of quality Smoked Meat Snacks since 1974. Bagged, Individually wrapped and Bulk Meat Snacks. 100% Hardwood Smoked.
70 Worcester Road Toronto, ON, Canada M9W 5X2 Phone: 416.225.5867 Fax: 416.225.1938 www.totalmeter.com For more than 30 years, TMS has provided automated propane dispensing systems, turnkey automation solutions from skid fabrication to automation software and meter calibration.
The Great Canadian Meat Company Inc.
1390 Hopkins Street Whitby, ON, Canada L1N 2C3 Phone: 905.666.9395 Fax: 905.666.0224 Toll Free: 1.800.871.7770 @GrtCanadianMeat www.greatcanadianmeat.com
Tillamook Country Smoker, Inc.
1465 Starsburg Road Kitchener, ON, Canada N2R 1H2 Phone: 519.746.7811 Toll Free: 1.800.263.2651 www.Transchem.com Everything you need to repair, maintain or build your car wash is now available in one spot. We have helped many of our customers build their car washes, replace equipment, and maintain their facilities over the last 40 years. The authorized Ontario distributor of Washworld’s Razor® and Revv® touch-free and the Profile® soft touch vehicle wash systems.
3159 Rider Trail South Earth City, MO, USA 63045 Phone: 314.737.4541 www.treatplanet.com Premium Dog Treats for the convenience market. Cosmo’s Snack Shack features 100% Natural, made in the USA treats for the consumer on-the-go.
11075 Harry Hines Boulevard. Dallas, TX, USA 75229 Phone: 927.488.8806 Fax: 972.488.8840 Toll Free: 866.600.8806 www.tweakershot.com @tweakershot Tweaker Energy Company, the #1 Value and #2 overall Energy Shot in the US, is expanding into Canada. Our mission is to deliver high quality energy products at an affordable price.
3201 Wellington Court, Suite 115 Raleigh, NC, USA 27615 Phone: 919.836.1627 Toll Free: 800.542.7221 www.ultimate-supplies.com Manufactures Illuminator polycarbonate overhead doors with easy maintenance air operators, electric EM2 operators, Electraflex curtain doors, stainless steel infrared heaters. 2360 Meadowpine Boulevard, Unit 1 Mississauga, ON, Canada L5N 6S2 Phone: 416.540.2201 Fax: 905.819.6101 Toll Free: 1.800.334.3560 www.unilever.ca Unilever Canada ice cream brands include Breyers, Magnum, Klondike, Popsicle & Ben & Jerry’s.
1870 Courtney Park Drive East Mississauga, ON, Canada L5T 1W1 Phone: 905.298.0101 www.vhcoffeeservices.com Offering “Total Coffee Solutions” for your convenience store needs including fully branded coffee programs with marketing POS, coffee-brewing equipment and premium coffee brands.
VDMS Canada Inc.
2460 Tedlo Street, Unit C Mississauga, ON, Canada L5A 3V3 Phone: 519.827.9348 www.venddatams.com Twitter:@VenDataMS Secured smart dispensing systems, real-time data, real-time OOS for tobacco products, control inventory, digital media platform, all-in-one automated solution for the control and sale of tobacco products.
VP Racing Fuels & Lubricants
204 East Rhapsody Drive San Antonio, TX, USA 78216 Phone: 210.860.1048 Fax: 210.437.0475 Toll Free: 877.515.1733 www.vpracingfuels.com @VP_Racing_Fuels VP Racing Fuels is the leading manufacturer of fuel additives, performance lubricants, small engine fuels and more! Visit VPRacingfuels.com
5611 McAdam Road Mississauga, ON, Canada L4Z 1N4 Phone: 905.712.4915 Fax: 905.712.2156 www.waleco.ca @waleco_inc Distributor for Containment Solutions FRP Tank, Wayne, FE Petro, Incon, OPW, Bulloch, Benecor DEF equipment, LSI Lighting, Piusi and Ameron FRP Pipe.
Wayne Fueling Systems
40 Sharp Road Brighton, ON, Canada KOK 1H0 Phone: 613.475.3313 www.wayne.com @wayne_gaspumps Service station dispenser manufacturer
Western Refrigeration & Beverage Equipment Ltd.
1232 - 36 Avenue NE Calgary, AB, Canada T2E 6M8 Phone: 403.250.9656 Toll Free: 888.443.1946 www.wr.ca Canada’s leading food store equipment distributor since 1946. Providing sales & service for Scotsman ice machines, coolers and freezers, open-faced & frozen food merchandisers.
97 Darling Avenue South Portland, ME, USA 04106 Phone: 207.773.8171 Toll Free: 800.761.7181 www.wexinc.com The WEX Fleet Card can help save on fuel costs each year, while reducing risk of fraud and easing administrative hassles.
Wiz-Tec Computing Technologies Inc.
17, 4312 Ogden Road SE Calgary, AB T2G 4V3 Phone: 403.250.8660 www.wiz-tec.com Gas: self-service & cardlock solutions vPOS: 100% iPOS compatible mobile POS ZoomLock: mobile app for cardlock and Pay at Pump.
Xyience Beverage Company LLC
62525 Airport Road, Suite 200 Mississauga, ON, Canada L4V 1W1 Phone: 905.405.6303 www.xyience.com @xyience XYIENCE is the first Zero-Sugar energy drink with natural flavours and natural colours. XYIENCE provides clean sustainable energy for a healthy lifestyle!
Zep Vehicle Care
2930 Waters Road, Suite 230 Eagan, MN, USA 55121 Phone: 651.251.7005 www.zepvehiclecare.com Twitter: @ZepVehicleCare Zep Vehicle Care offers complete wash solutions for sites of all sizes and locations. Brands include Rain-X, Armor All, Blue Corral and Black Magic. Come learn how Zep’s popular Assure Program can take your wash to the next level of profitability.
190 Southgate Drive Guelph, ON, Canada N1G 4P5 Phone: 519.824.5434 www.wash-tech.ca Sales, service, installation. Tunnel, in-bay automatic, self-serve. Touchless and friction.
2005 Gateway Circle Centreville, MN, USA 55038 Phone: 651.204.9184 Fax: 651.204.9184 Toll Free: 888.439.5740 www.washcard.com WashCard provides industry leading loyalty hardware and software for car washes, laundry, showers, and bulk water services with credit card and mobile payment options.
655 Queensway East Mississauga, ON, Canada L5A 3X6 Phone: 416.616.2428 Fax: 905.273.7271 Toll Free: 855.695.3141 www.washlinks.ca Wash Links is a certified distributor of SONNY’S, the largest manufacturer of conveyorized car wash equipment in the world. Better, faster, safer ... for less.
TORONTO MARCH 6 & 7, 2018 February
| March 2018
FEATURED PRODUCTS PACIFIC
INSURANCE BROKER INC.
Is Your Business Safe?
Self Service Steam Cleaner
Transform your location into a profitable location with our latest innovative self-service steam cleaner. The all-in-one hygiene self-service steam cleaner provides full interior detailing with ease. Not only does it clean, it also sanitizes all hard to reach areas.
Your family depends on your livelihood. Are you protected in the event of a loss? Pacific Insurance Broker Inc. has been Toronto’s trusted Independent Insurance Brokerage for over 35 years. We provide tailored insurance packages for your family and business. We work with a variety of insurance companies to save you money and time and can even offer full pollution coverage including seepage and leakage for gas bars. As your trusted insurance broker, you can have peace of mind knowing that your livelihood is protected.
DEF, LPG and Refined Fuel Management Solutions
Total Meter Services Inc. (TMS) is a team of creative professionals dedicated to service excellence and leading edge flow measurement technology. Our commitment is to build partnerships with our customers, suppliers and employees. For over 30 years, TMS has delivered turnkey automation solutions from skid fabrication to automation software, meter calibration and proving. TMS can provide you with a complete solution to meet your every need. 844.425.5867 totalmeter.com
Blendco Systems, a Division of Dubois Chemicals STI Conveyor Systems Performance. Durability. Profitability.
As a business owner, you want to ensure that all available profit centers on your property convey a clear concise message in regard to your product offerings. The all “NEW” Air Machine designed by Industrial Vacuum Systems is that product. With a streamlined, sleek design, curb appeal and the IVS name stamped on the front, you know you have made the next profitable choice for your business and car wash site.
STI’s FlowLine™ belt conveyor offers the best customer loading experience available for a tunnel carwash, while also future-proofing against emerging vehicle technologies such as ADAS (Advanced Driver Assistance Systems). FlowLine™ is second-to-none in reliability and lowest total cost of ownership. 705.728.4868 sticonveyor.com
Blendco Systems proudly manufacturers the RED RHINO Brand®, a full line of superior quality detergents, polishes and protectants for the professional carwash industry. Blendco’s focus from the start has been to provide the highest quality products at a competitive price. Blendco continues to lead the industry with innovative products and solutions, which includes our patented SuperSat® Custom Detergent System, SuperClear® Water Treatment System, as well as our remote monitoring system, SuperSmart RMS®. Leading the way for over 40 years. 800.446.2091 blendco.com
Introducing New EXCLUSIVE Products
Ultimate Supplies LLC manufactures innovative energy saving equipment designed specifically for the car wash industry. Products include our Illuminator Polycarbonate Carwash Overhead Door, Easy Maintenance Air-Powered Door Operator, and ElectraFlex High Speed Curtain Door Systems. Our exclusive products include 3” Aluminum Overhead Door Track, EM2 Electric Waterproof Overhead Door Motors and Controls and low profile design ALL Stainless Steel Infrared Heaters that continue to be a top-line product. Performance and customer satisfaction is guaranteed. 800.542.7221 ultimate-supplies.com
RDM is the industry’s leading remanufacturer of Petroleum & Carwash electronic equipment. Specializing in circuit boards, intercoms, displays, printers, POS systems, consoles, tank monitors, probes, bill validators, PLC’s, controllers, power supplies, bill dispensers, and timers with new products available. Located in NC, CO, & FL – fully stocked with ready-to-ship inventory. 800.282.5183 rdm.net
AUTEC Car Wash Systems
Petroleum marketers are reaping the profits from AUTEC’s line of Soft Touch, Touch Free, and Combination washes. As the petroleum industry has evolved from “free with a fill-up” to a real profit centre, AUTEC has led the market. Realizing that profitability can only continue with exceptional performance, AUTEC’s washes deliver consistent, excellent cleaning performance with the lowest operating cost in the industry. 800.438.3028 autec-carwash.com
NEW PRODUCTS & EQUIPMENT FEATURED AT THE TORONTO SHOW
Car Wash Equipment & Supply Company, Power Pressure Systems Inc. Spa Springs Mineral Water Company Ltd.
We offer a selected portfolio of innovative non-alcoholic beverages. 28 BLACK, the better energy drink: available in three different varieties; all come without taurine and are lactose-free and vegan. Canada Geese, the natural mineral water from Nova Scotia: gently sparkling bottled water with natural minerals, harmonious taste – a perfect thirst-quencher. 28 ICE TEA, the ultimate tea experience: tastes like homemade. 902.825.2133 spa-springs.com
Distributor for Coleman Hanna Car Wash Systems, Autec Car Wash Systems, Quest Car Care Products and many more. We offer equipment sales, parts and repairs on most equipment, chemicals, and supplies. 50 Years experience in the car wash industry. 877.813.8588 powerpressure.ca
Designed for outdoor power equipment like chain saws, string trimmers, lawnmowers and more, VP Small Engine Fuel (VP-SEF®) offers one more reason for consumers to visit your location and come inside to make a purchase. Because VP-SEF contains NO ethanol, it prevents fuel system damage and provides easier, more dependable starts. In addition, VP-SEF Remains stable up to 5 years in a sealed container or 2 years in the tank!
VP Small Engine Fuels
LED Shelf Lighting
Discover the Power of Light at the Point of Sale with J&J’s LED Shelf Lighting Solutions. The strategic use of LED lighting in-store has the power to help you better focus your shoppers’ attention where you want it and move them to buy more—and more frequently—while making them feel better about the overall shopping experience. Lighting has been shown to help increase sales up to 57%.Visit us and learn more.
Infonet - POS and BackOffice Solutions for Gas Stations and C-Stores
Liquid Action Systems
800.460.4503 - Western Distribution 866.278.7873 - Eastern Distribution liquidaction.com
• Price effective • Customizable • Full management and control of your operations • Manage store and wet stock inventory • Real-time reporting From single site operators to large retailers Infonet provides solutions that add value to your business.
The Liquid Action Ice Express can be placed in a small retail store or can stand alone to allow convenient ice purchases for consumers. All units can be managed remotely. Liquid Action Ice Express is designed for small format retail stores and to replace existing ice suppliers. Call today for the Liquid Action Advantage!
Undercarriage Cleaner Hurricane Pro
Whether it is a car, a municipal vehicle or a boat, The Undercarriage Cleaner Hurricane Pro (HURp) is built for the cleaning task. Thanks to the adjustable cleaning head users can also wash the sides of their vehicles. The HURp comes equipped with stabilizer nozzles. By adding air to the water stream this special feature generates a compact and strong water stream over a wide distance. It enables the cleaning of vehicles with big chassis clearance without pressure loss. Three big 360° casters make the HURp easy to maneuver, even on uneven surfaces. The undercarriage cleaner can be used up to 275bar with a hot or cold water high pressure pump.
Cater Wash Systems is a locally owned Canadian based car wash service/sales company. We offer repair services, preventive maintenance programs and car wash inspections to both our corporate and independent customers. We specialize in not just in-bay automatic car washes but all types of washes as well. We are a proud partner with D&S car wash equipment for your new car wash requirements in both IQ touch and Touchless equipment packages. Also, we proudly partner with JBS (Just Better Soap) offering a full line of both touch and touchless chemicals for your car cleaning needs.
905.321.6943 Carter Wash Systems
Custom-Fabricated Duro-Last® Roofing Systems
Custom-fabricated Duro-Last® Roofing Systems complete up to 85% of seams in a factory-controlled environment. This eliminates most of the on-site seaming required with traditional installations, dramatically reducing labor and the potential for leaks. Visit or call us to learn more about Duro-Last’s Time off the Roof™ solutions. 800.248.0280 BOOTH duro-last.com
CARWASH CARWASH ASSOCIATION ASSOCIATION
Directors christopher armena Brad Baldwin mike Dietrich
– mark VII
– Zep VehIcle care Inc.
– parklanD Fuel corporatIon
Domenic Dimonte terry Fahey
– crosstown car washes
– Fahey electrIc/capItal
– monDo proDucts co. ltD.
– BayVIew car wash ltD.
kevin krystik sean mcBride
– suncor enerGy
– cleanInG systems Inc.
– transchem Inc.
– Valet car wash
kirsten potvin chandra saran
– carwash FInDer
– canaDa washworlD
rudy van woerkom
– BelVeDere technIcal
NATIONAL OFFICE Finance Director Karen Dalton cae operations Director Kiki cloutier manager membership elizabeth Tang canadian carwash association 783 annette street
Canadian Carwash assoCiation teams up with the Canadian Federation oF independent Business! anadian Carwash Association (CCA) Members now have access to new C business benefits through an industry partnership with the Canadian
Federation of Independent Business (CFIB).
toronto, on m6s 2e4 tel: 416.239.0339 Fax: 416.239.1076 firstname.lastname@example.org www.canadiancarwash.ca
CaRWaSH › The carwash search feaTure ‹
on the CCA website has close to a thousand member sites on it. Is your carwash listed? Member sites are listed for free, so contact email@example.com for more information.
“By working together, the carwash association is now able to provide all CCA Members with access to the business assistance, savings programs and independent business advocacy provided by CFIB” Mike Dietrich, CCA President, Parkland Fuel Corporation. Effective March 1, 2018, all current members of CCA, become full members of CFIB and all new members who join CCA after March 1st will automatically be enrolled as a CFIB group member. Fees for the new joint membership are $395 for operators and $445 for supplier/associate members. Between April 1st 2018 and March 31st 2019, renewing CCA Members will receive a $100 discount off of the new rate in the first year and a $50 discount in the second year. ...continues
INDUSTRY FORUM INDUSTRY FORUM De DIcaTeD TO sharING KNOwLe D Ge aND BesT PracTIces IN The carwash INDusTrY
“With a number of CCA members already belonging to CFIB, this partnership was a logical step for CCA” said Domenic DiMonte, Vice President and Treasurer of CCA. “CFIB’s extensive business support resources and savings programs will now benefit all CCA independent small business owners,” he added. “We are very excited about this new relationship with CFIB and I want to thank the Board’s Membership Task Force of independent operators and a supplier member who lead this initiative,” added Dietrich. “Domenic DiMonte of Crosstown Carwash, Jason Kaye of Bayview Carwash, Chrystal
Helping all independent business owners plan for their retirement by fighting for and achieving the $800,000 small business capital gains exemption
Ensuring business owners keep more of their retained earnings by achieving lower small business corporate tax rates
Establishing the Code of Conduct for the credit and debit card industry, which gives members leverage when dealing with their payment processor
Narday of Valet Carwash and Matt McCulloch of Transchem analyzed the benefits and met with representatives of CFIB to ensure that this partnership will be adding real value to the carwash industry,” said Dietrich. Established in 1971, CFIB is now the largest independent business advocacy organization in Canada and works hard on behalf of their 109,000 members to improve the entrepreneurial environment across the country. Representatives of CFIB and CCA will be on hand to provide additional information about this new partnership at the Canadian Carwash Association’s booth at CARWACS at
the Toronto Congress Centre. Plan to drop by and find out about the benefits of membership. Members and nonmembers are also invited to attend the special presentation that will take place during the CCA Annual General Meeting Luncheon on March 7th at 12 noon. If you have any questions about this new partnership, please contact Karen Dalton, CAE, APR, Director of Finance in the CCA National Office at 416-2390339 Ext. 222 or visit the CCA website. If you’d like more information about CFIB, please call the main contact at CFIB, Richard DeMarco, at 1-888-234-2232 or go to www.cfib.ca.
some oF the many BeneFits For CCa memBers inClude: • Significant savings on payment processing, group insurancepayroll processing, courier shipping and more! • Online business training courses and webinars for both employers and employees • Access to CFIB Business Counselors and advice in every province • Proactive lobbying at all three levels of government • A very low CFIB group membership fee for CCA members
CANADIAN CARWASH ASSOCIATION CANADIAN CARWASH ASSOCIATION
bread winner FEBRUARY / MARCH 2018 CCentral.ca @CCentral360
Scholtenâ&#x20AC;&#x2122;s family way
Convenience store DNA
No employees? No problem! Dixville, Quebec
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How it works 1. Visit THEBICYCLEFACTORY.CA 2. Drag a confectionery product through the cog 3. For every 100 virtual bike parts generated, 2
Mondelez Canada will donate one (1) real bike for delivery to Ghana, Africa up to a maximum of 1000 | February / March 2018
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IIn Market Dates: April 2 - May 28, 2018
Contact your Wholesale Representative or your Mondelez Canada Sales Representative. Call 1-855-219-6672 for more information. 1 Nielson Market Track, Nat GDM, 4wk Apr29 and May 27, 2017
NO PURCHASE NECESSARY. Offer valid from April 2, 2018 until the earlier of May 28, 2018 or until ma ximum donation has been reached.
For ever y 100 vir tual bike par ts generated, Mondelez Canada will donate one (1) real bike for deliver y to Ghana,February Africa up to a ma ximum CCentral.ca / March 2018of 1000. For fur ther details and to par ticipate, visit w w w.thebicyclefac tor y.ca. Must be thir teen (13) years of age or older and a resident of Canada.
#1 MEAT SNACK IN THE U.S. 1
NOW IN CANADA! LCOME YOU’RE WE
CAPITALIZING ON CATEGORY AND CONSUMER TRENDS: MEAT SNACKS IS ONE OF THE FASTEST GROWING CATEGORIES IN CANADA SHOWING +12% GROWTH IN GAS AND CONVENIENCE CHANNEL SPECIFICALLY.2 3 OUT OF EVERY 5 MEAT SNACK STICKS SOLD IN THE U.S. ARE SLIM JIM.3 SLIM JIM CONTINUES TO GROW IN THE U.S. +9% 3-YR CAGR.4 EDGY PERSONALITY MAKES SLIM JIM BIG WITH 12-17 YEAR OLD GUYS SHOPPING AT C-STORES. GO FIGURE. NO OTHER MEAT SNACKS BRAND EFFECTIVELY TARGETS THIS CONSUMER DIRECTLY. SLIM JIM GIANT ORIGINAL
SLIM JIM GIANT MILD
SLIM JIM GIANT TABASCO
SLIM JIM MONSTER ORIGINAL
SLIM JIM MONSTER TABASCO
SLIM JIM MILD BEEF N’ CHEESE
FOR ONTARIO AND QUEBEC REGIONS, CONTACT: E: firstname.lastname@example.org Toll Free: 1-888-639-7868 4
IRI 52/Weeks ending2018 01/21/2018. | Source: February March 1
FOR WEST AND MARITIMES REGIONS, CONTACT: E: email@example.com Toll Free: 1-888-412-8684
Source: Nielsen Convenience Track, National C&G, Latest 52 Weeks Period Ending August 19, 2017 vs August 20, 2016 . IRI MULCO+C Sales CY14 – CY16; 16-074 Meat Snacks AAU – Final Report 2016 *Meat Snacks Category Users; n=1,005
Illustration by Freepik.com
DIRECT TO STORE DELIVERY
FEBRUARY / MARCH 2018 Volume 1 | Number 2
A&W Food Services of Canada Inc.................. 11
07 Editor’s Message The employee-less option
Agropur..................................................... 22, 23 CardTronics......................................................13 CCentral.ca......................................................21 ConAgra Foods..............................................4,6 The Convenience U CARWACS Show - Calgary.............................39 Hershey Canada Inc.................................. 40, 41 House of Horvath Inc...................................... 37 ITWAL Limited.................................................18 Lassonde.........................................................30 Mondelez Canada Inc....................................2,3 Morris National Inc.........................................29 Payment Source Inc.....................................16,17 Red Rain..........................................................24 Regal Confections......................................27, 33 Scandinavian Tobacco Group Canada...........35 SIR Solutions Inc..............................................15
08 The Buzz Cross-Canada round-up 10 Quick Bites Unflatten your sales Foodservice provides lift and growth 12 Money Matters Time to sell? The long days and short years to the last day at the store 14 Top Ops What makes a c-store safe? Preventing crime through effective security
19 Scholten’s family way Convenience store DNA and a commitment to community
38 Snapshot What’s the scoop? Canadians’ sweet tooth boosts convenience store sales
25 COVER STORY Bread winner Amit Parmar dares to be different
42 Backtalk 6 questions for Anne Kothawala
31 No employees? No problem! Dixville, Quebec operator offers staff-less convenience 36 Category Check C-stores remain the retail venue of choice
February / March 2018
EDITOR’S MESSAGE 20 Eglinton Ave. West, Suite 1800, Toronto, ON M4R 1K8 (416) 256-9908 | (877) 687-7321 | Fax (888) 889-9522 www.CCentral.ca PRESidENT, ENSEMblEiQ CANAdA Jennifer Litterick | firstname.lastname@example.org ViCE PRESidENT/GENERAl MANAGER, EVENTS & MARKETiNG Michael Cronin | email@example.com Editorial EdiTOR, CSNEWS CANAdA Jane Auster | firstname.lastname@example.org EdiTOR, Octane Kelly Gray | email@example.com ONLINE EDITOR Nikki Lockington | firstname.lastname@example.org TRANSLATION | Danielle Hart advErtising salEs diRECTOR OF PARTNERShiPS David Wood | email@example.com SALES REPRESENTATIVE Elijah Hoffman | firstname.lastname@example.org SAlES & EVENTS COORdiNATOR Claudia Castro (on leave) DESIGN AND production diRECTOR OF PROduCTiON & dESiGN CANAdA Derek Estey | email@example.com PRODUCTION MANAGER Michael Kimpton | firstname.lastname@example.org ART DIRECTOR | Christian Lemay AUDIENCE DEVELOPMENT MANAGER Lina Trunina | email@example.com WEB OPERATIONS MANAGER Valerie White | firstname.lastname@example.org CORPORATE OFFICERS EXECUTIVE CHAIRMAN | Alan Glass ChiEF OPERATiNG OFFiCER/ChiEF bRANd OFFiCER Richard Rivera
ChiEF buSiNESS dEVElOPMENT OFFiCER Korry Stagnito
PRESIDENT OF ENTERPRISE SOLUTIONS/ CHIEF REVENUE OFFICER | Ned Bardic PRESidENT & EXECuTiVE diRECTOR, P2Pi | Mike McMahon CHIEF DIGITAL OFFICER | Joel Hughes ChiEF huMAN RESOuRCES OFFiCER | Jennifer Turner SUBSCRIPtion services Subscriptions: $65.00 per year, 2 year $120.00, Outside Canada $100.00 per year, Single copy $12.00, Groups $46.00, Outside Canada Single copy $16.00. Email: email@example.com Phone: 1-844-694-4422, between 9 a.m. to 5 p.m. EST weekdays Fax: 1-844-815-0700 / Online: www.ccentral.ca/subscribe LICENSING AND REPRINTS Please contact Wright’s Media | firstname.lastname@example.org 1-877-652-5295 CONVENIENCE STORE NEWS CANADA / OCTANE is published 6 times a year by EnsembleIQ. CONVENIENCE STORE NEWS CANADA / OCTANE is circulated to managers, buyers and professionals working in Canada’s convenience, gas and wash channel. Please direct inquiries to the editorial offices. Contributions of articles, photographs and industry information are welcome, but cannot be acknowledged or returned. ©2018 All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without the permission of the publisher.
Printed in Canada by Transcontinental | PM42940023
The employeeless option When I was at university I had a sweet job. I ran the tuck shop in our student residence. I got to set the hours, I had first dibs on the goodies, and I was paid what seemed like a handsome (though minimum) wage for interacting with my friends while selling some appealing stuff. The offerings in that little tuck shop – really more a mini-c-store – went way beyond snacks, drinks and confectionery to encompass a range of products no student wants to be without…. and all legal. Often the tuck shop was simply an excuse for students to take a break, relax and enjoy some friend time.
In an environment of rising labour costs set against a backdrop of technological advancement, can we expect to see more employee-less experiments in the convenience channel? I’m reminded of those days with the growing debate over the recent increases in minimum wage in some provinces and expected increases later this year in others. A number of retailers are adjusting their labour strategy – cutting hours, changing policies on tipping, and altering workers’ shifts. But what about cutting people out of the equation entirely? More and more c-stores around the world are dipping their toes in automation. Take Japan, with its culture of 24-hour convenience.
FamilyMart Co. has set up vending machines in some of its locations. Lawson Inc. is set to pilot a new system where customers can use a smartphone app to buy goods late at night. Amazon Go announced its own disrupter in December. Closer to home, in the small village of Dixville, Quebec, members of a local cooperative determined they needed a convenience store, but they couldn’t see a way to operate a traditional store complete with employees working long hours. Instead, as writer Mark Cardwell explains in his story, members pay a $100 lifetime fee and receive an electronic key that allows them round-theclock access to the store, where they pay for items after scanning while shopping. The store currently stocks about 100 c-store staples – food and household items, from fresh bread and canned goods to chips, pop, hand soap and toilet paper. A small refrigerator also offers food items like milk and eggs. In an environment of rising labour costs set against a backdrop of technological advancement, can we expect to see more employee-less experiments in the convenience channel? Or will consumers instead continue to crave the personal interactions with c-retailers and their staff? What do you think? ◗
Jane Auster, Editor standard
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February / March 2018
THE BUZZ CROSS-CANADA ROUND-UP People, places, news and events
Circle K on the expansion trail
Alimentation Couche-Tard Inc. (“CoucheTard”) (TSX: ATD.A ATD.B), one of the world’s largest convenience store retailers with over 15,000 stores globally, is expanding its Circle K brand. The company recently announced new full-service franchise opportunities for Circle K in Canada. The expansion marks the first time the Circle K brand will be franchised in Canada with the offer initially targeting Ontario. The franchise locations will also complement Couche-Tard’s nearly 10,000 stores in North America, including over 2,200 in Canada. The new franchise stores will display the Circle K logo.
Driving gas customers in-store Looking to lure gas customers into your store? Then you should entice them with a drink, according to a new report from the Coca-Cola North America Knowledge & Insights Group. Research conducted by the company found that 49% of respondents identified coffee as the number one inducement to getting them to leave the pump and head indoors. In second place, at 42%, were non-alcoholic beverages. The report recommends using promotions that offer both a discount on fuel and instore merchandise as the best way to drive fuel shoppers in-store.
| February / March 2018
New look, new connections
Canadians like to read magazines – and they like to buy them at convenience stores. A recent survey of shoppers and retailers conducted for Magazines Canada found that Canadians are willing to pay for the expediency and experience of reading a physical copy of their favourite magazine. Thirty-one per cent of those surveyed said they buy their magazines at convenience stores, newsstands and gas stations.
7-Eleven is expanding its Wi-Fi program so customers can connect while they shop. The national chain is also undergoing a remodelling. Stores will now feature a more modern look with contemporary lighting, tiled walls, welcoming colours, and places to sit and sip.
Sugar-less Canadians are sipping less sugar. In 2014, we consumed an average 142.5 calories a day from cola, juice, energy drinks and more. That number dropped to 133.9 in 2015, and 128 in 2016, according to a new tracking report by The Conference Board of Canada. The report notes a trend away from full-calorie beverages to low- and no-calorie drinks. The Canadian Beverage Association has launched what it calls its Balance Calories Initiative designed to achieve a 20% reduction in calories consumed by Canadians from beverages by 2025.
New association A new association representing food and beverage manufacturers in Canada has launched. Food & Beverage Canada (F&BC) will work to be the national voice for this sector of Canada’s economy. The association comprises seven regional food and beverage manufacturing associations from coast to coast plus leading industry and stakeholder members.
New legislation would restrict marketing A bill to restrict marketing of food and beverages to children has found its way on to the floor of the House of Commons. Introduced by Senator Nancy Greene Raine in 2016, Bill S-228, also known as the Child Health Protection Act, would ban the marketing of food and beverages to children under the age of 13 years. The senator hopes the ban, in turn, will help reduce childhood obesity.
Contraband tobacco gains greater ground The latest contraband study, conducted on behalf of the Ontario Convenience Stores Association, revealed that the volume of contraband tobacco being consumed by Ontario residents continues to rise at an alarming rate in every region across the province. The study found that illegal cigarettes now account for 37.2% of all cigarettes smoked, up 13% from the previous year – and up 67% from only four years ago. CCentral.ca
Illustrations by Freepik.com
Giving back across Canada
Save the Dates Last year the Canadian Convenience Stores Association presented a cheque for $82,500 to the Children’s Wish Foundation, money that was raised during the first National Convenience Store Day. Convenience Store Day was launched in Atlantic Canada in 2012. In 2017, it became a national event for the first time, held in every province on August 30th to celebrate the contributions of convenience stores to their communities and to thank their customers.
Minimum wage increases in Ontario and is heading up in Quebec Ontario’s new minimum wage is now $14 an hour. As part of the province’s Fair Workplaces, Better Jobs Act, 2017, the rate will increase again to $15 an hour on January 1, 2019, to be followed by annual increases tied to inflation. Other provisions of the new provincial legislation include ensuring workers are entitled to at least three weeks’ vacation after five years with the same employer and expanding the 10 days per calendar year for personal emergency leave to employees in workplaces with fewer than 50 employees. Meanwhile, the Quebec government has announced an increase in the minimum wage to $12 an hour starting in May. The increase, said an announcement, will benefit some 352,000 workers. At $12, Quebec’s minimum wage will rank third highest in the country, behind Alberta and Ontario.
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February / March 2018
by Darren Climans
Unflatten your sales
Foodservice provides lift and growth Is flat the new normal, as so many economists suggest? Maybe flat is making a comeback because it’s what people see all around them. In the period from 1970 to 2000, annual GDP growth per capita in Japan, Western Europe, and the USA averaged between 2 and 2.5%, and was higher still in the post-WW2 boom. Since 2000, the averages have dipped significantly to below 1% – between 0.5% and 0.8%. No wonder the current global paradigm is ‘Flat is the New Normal.’ But it doesn’t have to be the mantra in your c-store business. Want to do better? The answer may lie in foodservice. Market research provider Euromonitor International has done extensive analysis on historical and future convenience sales growth in Canada. The numbers summarized in Exhibit 1 indicate that Foodservice is and will continue to outperform Other Retail Sales in the convenience channel. If the U.S. experience is any kind of bellwether, convenience foodservice sales have plenty of room to grow. In Canada, convenience foodservice remains under-indexed. While foodservice convenience sales in Canada have been rising, foodservice still makes up
just over 10% of non-fuel sales. In the U.S., this number is over 18% – meaning that foodservice sales are nearly twice as important in U.S. convenience versus Canada. How big is the convenience foodservice pie? According to Restaurants Canada, total Commercial Foodservice sales in 2017 were $67B. About $30B of this market is accounted for by QuickServe Restaurants (QSRs). And QSRs have been driving growth in foodservice across Canada for most of the past decade, stealing share from full-service restaurants as consumers choose value and convenience.
“While foodservice convenience sales in Canada have been rising, foodservice still makes up just over 10% of non-fuel sales.”
Ipsos Canada has done wide-ranging qualitative and quantitative consumer research on what it refers to as “Quick
Trip Moments (QTMs)”. Ipsos defines QTMs as spontaneous, intent-focused, real time moments when consumers act on a need with a direct buy outcome. Ipsos has identified a range of different types of QTMs. Core to these QTMs is an explosion in “snacking and mini-mealing” as a key and growing driver of consumer behaviour. Sound like anyone you know? The opportunity is there for convenience is to take a bigger slice of these QTM purchase decisions, at the expense of both grocery and QSR foodservice. QSR works in a lean physical footprint and a limited-service operations model that convenience store operators in the U.S. have fully embraced and integrated into their locations with great success. At the end of 2017 Alimentation Couche-Tard closed its deal to purchase 522 company-operated and franchise Holiday Stationstores convenience locations across 10 U.S. Midwest states. The deal was a big one and expanded Couche-Tard’s share of the U.S. market. It also, not insignificantly, included two food commissaries owned by Holiday. The food and hot beverage items on offer at Holiday mimic what one would
Where’s the growth?
Real growth in convenience sales in Canada (not including fuel) Compound Annual Growth Rates (less inflation)
2011 - 2017
Convenience Foodservice Sales 1.6% Convenience Store Sales (less fuel and foodservice)
0.7% 0.7% Source: Euromonitor International (www.euromonitor.com)
| February / March 2018
Still believe that your outlook is flat? Flat Earthers (the world is NOT round, no matter what you say) cling to their world view, giving no credence to conventional scientific theory. They are empiricists, whose beliefs are shaped entirely by sensory observations. They
believe what they see. The road feels flat, the horizon appears to be flat, and so, for them, that makes it so. The truth revealed in the data and consumer research is that foodservice has the power to bend the curve – and unflatten sales – in your favour. ◗ Darren Climans is a foodservice insights professional with close to 20 years’ experience partnering with broadline distributors, CPG suppliers, and foodservice operators. His practice is to understand issue-based decisions by taking a data-driven approach to strategic decision making.
Illustrations by Freepik.com
expect to find at a typical QSR outlet. There are over 40 different breakfast, lunch, and snack items, Fair Trade organic coffee, and value-combo meals that tie into their fountain sales. Just a matter of time before this approach spreads across all of Couche-Tard’s banners.
by Mike Jaczko and Max Beairsto
Time to sell?
The long days and short years to the last day at the store We are often asked by our clients, “How long will it take for you to sell my store,” to which they seem to expect an answer of “three to six months.” A better question is: how long will it take to plan and execute my exit correctly? Unlike selling your house, divesting your c-store business shouldn’t be measured in months. Years of pre-planning are necessary to maximize your return, quantified through a careful examination by you with your professional advisors. For those exiting a business, opportunity definitely rewards those who are prepared. The following outlines what matters most as you contemplate your last day: Pictures are nice, but cash is king and at low-risk is queen While the appearance of your store and condition of your equipment are important, it’s your ﬁnancial statements that matter most. The two equally important aspects to consider as you bolster your ﬁnancial-performance are (a) how to maximize cash ﬂow sustainably and (b) reduce the risk for the buyer. Well-kept books and ﬁnancial statements provide clear proﬁtability and reduced risk for your buyer, minimizing questions and resultant explanations. Remember: value equals income divided by risk; in other words, when high income is coupled with low risk, the results are a higher selling price.
The importance of growth View your business through the lens of the prospective buyer. A potential buyer will contemplate your growth over the last ﬁve years and scrutinize growth prospects in the future. They will consider the investments required to sustain or further grow the business. The worst thing you can do is apply cruise control in the ﬁnal stretch – optimize both ﬁnancially and operationally in your store aisles and keep your foot on the accelerator. Growth must also come from a sound “strategy-stable” operating window as the buyer will be wary of a patched together series of schemes.
| February / March 2018
Take YOU out of the business Goodwill is, in part, related to the quality of your assembled workforce, so it pays to have reliable, well trained, and engaged staff. Providing a clearly deﬁned set of operating, maintenance, and cleaning procedures ensures a smooth operation for the buyer. The buyer will recognize that the business can often run without you in your absence. Trust us, you will not want to stay on after you have sold, and especially with multi-location organizations, your sell date is not necessarily your eject date.
When can you retire with “enough”? A coordinated effort by all your professional advisors will help to determine an optimum sell date. Developing a strategic wealth plan will allow you to peg a sale date at which you will be able to live in retirement comfortably. To determine this date accurately, however, input metrics are required from a valuator, investment professional, and accountant. Your corporate lawyer and tax professional can make that day come sooner by ensuring your after-tax proceeds from your sale are maximized. A word of caution – don’t delay as some tax restructuring strategies may require at least a 24-month holding period.
Planning ahead will pay huge dividends to you when converting your business balance sheet to a personal one. Over the short years ahead, rewards are maximized when you have time to execute the coordinated plan you and your advisors have constructed Z MMike Jaczko CIM®, a small business owner by background, is a portfolio manager, partner and member of K. J. Harrison & Partners Inc., a Toronto-based private investment management ﬁrm servicing families across Canada. Max Beairsto, B.Sc., MBA, CVA is a certiﬁed valuation analyst and business intermediary with Enterprise Valuators, an Edmonton-based valuation, and business sales advisory ﬁrm.
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February / March 2018
by Sean Sportun
What makes a c-store safe?
Preventing crime through effective security Building an effective sales plan. Maintaining product levels to ensure our stores are always in stock. Executing promotional initiatives. Growing sales. All of these are essential to increasing the profitability of a business, but one of the most important elements is often overlooked – building an effective security program.
(1) There is a criminal desire (2) A victim is identified, and (3) An opportunity presents itself This is commonly known as the “crime triangle,” and can be useful in framing an approach to reduce or remove recurring crime problems. A simple crime triangle looks like this:
| February / March 2018
E SIR DE AL IN IM CR
Studies show that crime or disorder occurs when three components align:
Here are a few key areas to focus on, but I recommend you have a CPTED certified practitioner (your local police service should have a certified CPTED officer) to conduct a survey of your premises.
Understanding the philosophy of Crime Prevention Through Environmental Design (CPTED) and the crime triangle, along with the factors that contribute to crime, specifically at convenience stores, will help you determine effective preventive measures, recognize key intervention options, and select appropriate responses.
Potential offenders can be deterred by brightly lit stores in which employees and the store’s point of sale (POS) area are clearly visible from the street. You can achieve this by installing LED lights.
As retail business professionals, we spend a lot of time focusing on the operational side of our business and not enough on the safety and security side. Preventing crime and making your property less desirable to criminals do not have to be complicated or expensive. In fact, did you know the proper design and effective use of the built environment can lead to a reduction in the fear and incidence of crime as well as an improvement in the quality of life? Which, simply put, translates into enhanced safety for employees and customers, and ultimately leads to increased profits!
VICTIM The only piece of the crime triangle you can control is the opportunity – achieved by making your premises a less desirable target to be victimized. A good tip, when examining your store environment, both inside and out, is simply to try to think like a criminal – you will be surprised at what you will identify as risks and points of compromise. Your initial focus, outside of employee training, should be on the following areas:
Interior store layout Several characteristics of a store’s interior layout can influence its vulnerability to be victimized by crime, especially a robbery. Most important is visibility, from two perspectives: First, employees should be able to see their surroundings, and second, people outside the store, including patrolling police, should be able to see into the store.
Having a clear unobstructed store front can be accomplished at no cost by simply reducing window signage (especially in windows around the POS area) and reviewing the placement of store displays/shelving around the store to ensure they remain low-profile with height levels staying below 1.2 metres. This will allow an employee to observe the movement of customers or potential offenders while in the store, and will also give your employees the opportunity to provide superior customer service.
Exterior store environment Once again, visibility is also a factor outside the store. Poorly lit parking lots and building lighting increase the likelihood of an offender’s selecting and victimizing your location. The use of LED lights in strategic areas on the exterior will provide adequate illumination of the property. Plus employees will be able to observe outside activity and passersby will be able to view your store’s interior and exterior. Another equally important factor is the availability of viable escape routes, which are a consideration in determining whether or not a store could be a prime crime target. For instance, poorly designed fencing or landscaping can facilitate an offender’s quick flight from the store, thereby making the store a more attractive target.
CCTV system The clear presence of a CCTV system, reinforced with signage stating surveillance equipment is in use, has been found to act as a deterrent to some potential offenders fearful of identification. However, we must remember that a CCTV surveillance system is more of an investigative tool than a crime deterrent – installing a camera doesn’t equal security, but the proper placement of a camera can make your store a little safer. Having an adequate system, with minimum hard drive memory retention of
30 days will greatly assist police in their investigation to identify an offender. To provide an accurate offender description, you should have a Digital Video Recorder (DVR) with IP cameras and ensure all key areas are covered. Cameras should be placed at: • Point Of Sale (POS) area •E ntrance area where customers can see themselves as they enter – this is known as a Personal View Monitor •C overt door frame camera • General view of the store to cover high shrink items
• High traffic areas, such as your cooler area, hot/cold beverage area to mitigate civil claims if an allegation of personal injury occurs • Back room area Taking these steps may not make you immune to criminal activity, but they will help you create a more secure environment – for you and your staff as well as your customers. ◗ Sean Sportun, ICPS, is the Manager, Security & Loss Prevention for Circle K Stores – Central Canada.
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C U STO M CO N T EN T
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opportunity Find out how Now Prepay can help you build foot traffic, attract life-long customers and increase revenue by up to 9% each month The convenience store sector is rapidly changing, and operators are no longer just competing with fellow c-stores, they’re also competing with drug, grocery, and dollar stores. Finding new categories and opportunities that keep your store top-of-mind for customers is the key to convenience retailing success. Introducing a prepaid card program at your store is one of these opportunities. More than 15,000 retailers are already using Now Prepay’s Prepaid Solution in their stores, and a recent survey reveals that these operators are finding success. In fact, survey respondents say that adding a prepaid card program can bring a 9% revenue lift per month to their stores. “With 36% of survey respondents saying that finding new ways to make money is their single biggest business challenge, the finding that adding prepaid to a c-store has the potential to raise revenue by as much as 9% per month is a great opportunity for retailers,” says Grace Caputo, General Manager, Now Prepay. “Not only does the category continue to grow in the variety of products available, but it has also swelled tremendously in the past year in terms of revenue growth within many of the emerging categories,” she adds. Here’s how the prepaid category can help your business thrive.
Drawing customers in … for life As a c-store retailer, you want to make sure you are getting customers through the front door on a repeat basis. You can do this with friendly service, an enticing foodservice program, or by offering a wide selection of prepaid cards, such as gift cards, open-loop cards or online payment vouchers. “C-store operators should take advantage of the growing multi billion-dollar prepaid market opportunity. With consumer adoption growing, retailers who offer prepaid cards in store will not only benefit from the repeat foot traffic to their location, but they’ll generate new revenue opportunities by keeping up with the new and emerging products that are available to consumers,” says Caputo. In fact, according to the survey, 54% of respondents added prepaid to their store because they knew the category increases foot traffic. Many respondents have noticed that the average customer looking for prepaid cards is a younger demographic, which means adding prepaid now creates the opportunity to draw in loyal customers for life. “We learned that for 51% of respondents, customers were asking for prepaid products. That coupled with the belief that prepaid is an easy-to-carry, high-value
item with little risk (24%) make offering prepaid products a great opportunity for retailers,” says Caputo.
Adapting to the market The prepaid market is growing, and consumers will begin to expect prepaid offerings more and more when they walk into your store. Carve out a section, carry an assortment, and speak to your customers about their shopping and purchasing habits when it comes to prepaid products. The Canadian Prepaid Providers Organization (CPPO) recently released its second annual benchmark study, entitled Canadian Open-Loop Prepaid Market: 2016 and it shows 17% growth of the open-loop prepaid card market in Canada between 2015 and 2016. Open-loop cards are one type of prepaid card that look and function like traditional credit and debit cards, but are pre-loaded prior to use. Another emerging prepaid category is online payment vouchers, which allow consumers to make online purchases without disclosing the personal information associated with online credit card purchases. “Since introducing Online Payment Vouchers in 2010, we’ve seen continual growth of the category as more and more consumers are using them,” says Caputo. These products represent an opportunity for retailers who want to be seen as market leaders within the growing prepaid category.
Offering choice Working with Now Prepay has many benefits, including industry expertise and guidance. “Prepaid products will continue to evolve year over year and retailers need to keep up,” says Caputo. “Now Prepay keeps its retailers up to date with the latest and greatest. We take care of managing the category to ensure the right mix of products, so retailers can focus on all other aspects of their businesses.” Regardless of the assortment of prepaid products you choose to carry, it’s essential to merchandise the category in an attractive and eye-catching way. “Merchandising a prepaid program properly helps you achieve your revenue goals. Ensure you’ve got a proper merchandising rack in store, be sure to place this rack in a high-traffic area, and always keep the rack fully stocked,” says Caputo.
According to the Canadian Prepaid Providers Organization, “Open-loop prepaid cards look and function like traditional credit and debit cards at the point-of-sale and offer the same fraud and loss protections offered by the card network with a significant difference — they access funds that have been pre-loaded for a consumer by a consumer, by a government or by a business. The cards can be used anywhere the card network (American Express, Mastercard, UnionPay and Visa) is accepted, including online.”
Online Payment Vouchers offer your customers a different payment option for their online activities. Offer this popular product to your customers to provide them an alternative payment method to purchase products or services online without the identifying factors that come with using a credit card.
“Consumers like the convenience that gift cards give them when making a purchase or gifting decision,” says Caputo. “Offering a prepaid program in your store ensures consumers have easy access to these products, and makes your c-store a destination centre for your customers.”
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Give your customers a reason to come into your store by offering the gift cards, phone cards, and prepaid products they’re looking for!
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* National survey of Independent Convenience and Convenience Gas retailers July 2017.
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family way Convenience store DNA and a commitment to community Text by donalee Moulton Photography by Bang-On Photography
For Chris Scholten, the convenience store business is part of his DNA. His father and six uncles, who emigrated from the Netherlands, opened up several stores after settling in New Brunswick, and Scholten learned firsthand how to run a successful enterprise. “I grew up in the stores. I started working when I was eight,” he says. CCentral.ca
February / March 2018
Now the owner and operator of five stores, located in the areas of Saint John and Fredericton, Scholten briefly left the family business to earn a degree in business and work as a chartered accountant in Montreal. “However,” he says, “I always knew I’d come back to the family business. It’s in my blood.”
“We try to emphasize to our team the importance of getting to know the customer. We challenge them to know each customer’s name.”
The seven brothers from Holland had initially purchased their stores together, but over time they individually began to run their own operations. They knew though that there was strength in numbers and continued to brand and buy collectively. That is the model Chris Scholten and his cousin Jerry still use today. Although they are independent operators, the seven stores under the Scholten’s banner purchase goods together and promote the one brand. Despite the buying and branding advantages of being larger, success in the franchise comes down to the frontline, says Scholten. “We try to emphasize to our team the importance of getting to know the customer. We challenge them to know each customer’s name.” That personal service with a smile is one cornerstone of the New Brunswick business. Convenience is another. “We find the balance between friendliness and expediency,” says Scholten. “The basics haven’t changed for us. We try our best to satisfy every customer’s needs.”
| February / March 2018
Writing in the “want book”
Scholten also believes in giving back. “We support the community that supports us,” he says. “We try and step up.” This includes everything from being active in the local chamber of commerce and Rotary club as well as supporting local events. “People in the communities are well aware of us,” says Scholten. Creating that awareness and that customer loyalty is something a young Chris Scholten learned in his father’s store – and took to heart. ◗
Scholten remembers as a child writing carefully in the “want book.” It’s a practice that’s come in handy all his life. Today items that customers ask for which aren’t in stock are listed here to be added to future orders. “We created our own product line with this book,” says Scholten, who still uses a want book in his stores today. The use of the want book reflects the unique nature of every neighbourhood and each customer base. “Every community is different. One site might sell ‘dulce,’ another worms for fishing. Stores have the flexibility to try products,” says Scholten. “Customers know we try to support them as much as possible,” he adds. “Our model is to be as competitive as possible. We’re trying to build loyalty. It’s not about making an extra dollar.” Indeed, items in the Scholten stores are “aggressively priced.” “We’re happy to compare our prices to grocery stores,” says Scholten. That comparison applies to more than potato chips and soda pop. The convenience stores, which range in size from 3,000 to 6,000 sq. ft., carry everything from diapers to spices. Open daily from 6 a.m. to midnight, the stores also offer gasoline and diesel, coffee and cold beverages, savoury and sweet snacks, and a huge movie selection. Some sites such as the Aromas café in Oromocto, also provide a popular meeting spot for breakfast and lunch or simply a cup of coffee and some friendly conversation. Those conversations also extend to staff. Scholten speaks with each store every day and makes daily visits to those in the Fredericton area, where he is based. He sees his role as supporting his management team, who in turn support the frontline staff. The approach has proven successful. “We have a veteran crew. Some employees have been with us for more than 30 years,” says Scholten. “We’re really an extended family.”
Scholten’s top tips for a successful store Hire and train well, then support. Frontline staff are the direct link to customers. When customers feel welcome, when they know their needs are important, they continue to come back. The Scholten brand’s goal is to provide customers with the best one-stop-does-it-all shopping experience and give them their daily smile.
Keep a close eye on your bottom line. Understanding how the business is doing from a dollars-and-cents perspective is critical to enhancing productivity and profitability. “We do financials every month. Once a year is too late,” says Chris Scholten. “You need to know your performance to nimbly adjust.”
Snapshot Opened: First stores opened in 1972 Locations: Today there are 7 Scholtenâ&#x20AC;&#x2122;s convenience stores and gas bars throughout New Brunswick including Grand Bay, Saint John, Oromocto, Hanwell, and Fredericton Size: Stores range from 3,000 to 6,000 sq. ft. Eclectic items: K-cups, slushies, fireworks, Dollar fries, worms
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C U STO M CO N T EN T
Yogurt on the go iÖGO launches new 300mL Smoothie format to satisfy
the growing number of health-conscious, on-the-go snackers Today’s c-store customers are looking for more than just chocolate bars and energy drinks; they want healthy snacking options in formats that suit their on-thego lifestyles. Yogurt is the fourth largest and fastest growing snacking category in Canada1, given it meets criteria of being healthy and nutritious, all while delivering a great
taste. It’s a $1.6 billion market and has a 91% household penetration in Canada2, but the category has lacked convenient, on-the-go formats that work for out-ofhome consumption3 … until now. This May, iÖGO launches its new 300mL Smoothie format so your customers can take their yogurt with them wherever they go. The potential is
massive: internationally, drinkable yogurt penetration by adults is 50% in Mexico and 70-80% in markets such as Turkey. In the US, market leaders are aiming to take current yogurt penetration from 4% to 40-50%4.
Make room in your coolers – iÖGO Smoothie launches in May!
Here’s how you can make the most of the May launch of iÖGO Smoothie. Know the iÖGO customer
Not only is on-the-go yogurt popular with key c-store customer demographics, but there’s a large opportunity in appealing to adults through the Smoothie trend, which shows no signs of slowing down in the ready-to-eat market. In fact, 81% of Millennials have purchased a smoothie in the past six months, which is higher than any other generation5.
The new iÖGO Smoothie will appeal to customers between the ages of 18356, and that’s good news because iÖGO was named as the top brand on the way up with Millennials (a key age group of the convenience shopper) by Nielsen Equitrends (2016).
Know the iÖGO Smoothie features
• Made with active yogurt cultures and real fruit • More than one billion probiotics per serving • New convenient 300mL format • Available in two flavours: mango and strawberry-raspberry
Feature iÖGO Smoothie in store
• Feature iÖGO Smoothie alongside other grab-and-go options to provide customers with healthy meal solutions
• Train staff to upsell iÖGO Smoothie products and talk to customers about the benefits and features
• Keep the product fully stocked, cold and feature both flavours for the full effect
| February / March 2018
Sources: 1. Nielsen MarketTrack, NatGB+DR+MM, L52 pe Sept. 16 2017 2. Nielsen Cross Outlet Facts, Total Outlets Canada, L52 pe_July 1st 2017 3. Nielsen Insights report on snacking, April 2016 4. Dairy Reporter, article ‘Chobani CMO on Greek Yogurt’ by Mary Ellen Shoup, May 14, 2017 CCentral.ca 5. Mintel, Made to Order Smoothies, US, April 2017 6. Mintel, Smoothies can be a time saving solution for busy Millennials, North America, Sept 2017
Illustrations by Vectorpocket - Freepik.com
• Carve out a section in your grab-and-go cooler and feature iÖGO Smoothie front-and-centre during the launch period
HEALTHY SNACKING ON THE GO
MADE MAD DE WITH
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• Smoothie with active yogurt cultures and real fruit • Over 1 billion probiotics per serving • Now in a single-serve 300ml format
Available in May | | 23
February / March 2018
Amit Parmar dares to be different Text by Jack Kohane Photography by Brandon Gray
February / March 2018
Amit Parmar believes that building a retail business today means trying new ideas. And he’s doing it again and again. Though a relative newcomer to the convenience store sector after opening his first store just over five years ago, he’s already the proud owner of four locations, all within a 25 km radius of Sudbury, Ont. Parmar credits a fresh – as in freshbaked – approach to taking risks for that spectacular growth. His biggest innovation to beat the competition: baked goods. “We are famous for our edible image cake (photo cakes),” says Parmar. “We also bake speciality breads, kaisers, panini, sour dough, dark pumpernickel, garlic bread, garlic cheese bread, and fresh baked cookies. There’s healthy profit in baked products, especially if you make the products yourself. If you can control the damage and waste in the baking process, you can get a very high profit margin; more than 50 per cent is typical.”
A newcomer to Canada – and c-stores Parmar, 38, once worked in the healthcare sector, but when he came to Canada from his native India in 2008, he was ready to strike out on his own and in a different field. Little did he know that different field would include a convenience store. “I was looking around for a business. My wife’s cousin had bought Lasalle KwikWay. When he offered me a partnership, I jumped at the opportunity.” He bought that first store in 2012. “I was new to the industry. In the beginning I was ordering in large quantities and products were getting expired. I learned retail the tough way – through trial and error.” The business boomed, but the partnership fizzled. Parmar went solo, purchasing his next Kwik-Way in Hanmer, Ont. in 2014 and his most recent acquisition, the Minnow
| February / March 2018
“There’s healthy profit in baked products, especially if you make the products yourself. If you can control the damage and waste in the baking process, you can get a very high profit margin; more than 50 per cent is typical.” Lake Kwik-Way in mid-2017. A location in Val Caron brings the number to four. “Now, I run a one-man show with new challenges every day, but I love it,” he says, pointing out that having multiple locations gives him an edge in buying power with suppliers. And though local drug stores and gas stations are campaigning on aggressive pricing for confectionery and tobacco, Parmar is outmuscling his competitors by using his increased multistore buying power. “It also helps me to try new products, and I can experiment with new types of promotions at different locations,” he says.
Customer service is key Parmar is a firm believer that one of the key drivers of success is combining prime locations and great service. In his stores,
the customers are king and queen. “I take care of every single request from my customers,” he insists. “Being open seven days a week, from morning to night, I have many chances to talk to my customers, asking my regular clientele what they think of my stores, my staff and the product mix. If I’m asked about a new kind of product, I’ll consider it. If they want a service that’s not a usual convenience store item, I’ll certainly explore the possibilities.” It’s in response to probing discussions like these that Parmar recently decided to open U-Haul dealerships in three of his Kwik-Way stores. In addition, his Hanmer store provides UPS courier services; and his LaSalle store has just added UPS and Western Union to its roster of services. “Without the feedback I get from my customers, I wouldn’t be in business,” he notes.
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As for the bakery department, it’s currently only at the Hanmer store, though customers can pick up cakes ordered from any location. Parmar notes that there was a bakery in this location for 20 years before he took it over. “I wanted to continue it,” he affirms. He learned how to use the proofer (the equipment that gives the final rise of shaped bread dough before it’s baked), as well as the baking oven and storage freezer unit. The dough arrives frozen from a nearby wholesaler. Sweet aromas, the baking of fresh bread, pastries and cakes, and extra services customers have requested have all made Parmar’s Kwik-Ways popular destination stops in the communities they serve. “When I bought these stores, they were failing,” says Parmar. “I’m doing things different. I’ve made them profitable.” ◗
Snapshot 4 locations: Lasalle, Val Caron, Hanmer and Minnow Lake, within a 25 km radius of Sudbury, Ont. In business: P armar opened his first store in 2012. The most recent addition – Minnow Lake – opened in mid-2017. No. of employees: 7 at the Hanmer store, 5 at each of the other locations Store sizes: Hanmer: 4,500 sq. ft. Lasalle: 2,300 sq ft.
Val Caron: 2,800 sq ft Minnow Lake: 3,200 sq ft.
Best features: F resh baked specialty breads and cakes at the Hanmer location, available on request at the other stores.
Amit Parmar’s top tips for successful convenience Always strive to be original by diversifying your offerings. Don’t stick just to the traditional mix of pop, potato chips, cigarettes and lottos. Embrace change and adopt new ideas quickly. Get the edge on competition by being the first in the area to bring in innovative products and services. Work closely with your sales reps for proper inventory management. Keep one product from each department at a hot price point to draw more customer traffic.
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No employees? No problem! Dixville, Quebec operator offers staff-less convenience.
Text by Mark Cardwell Photography by Chantale Lecours
February / March 2018
Folks in the Quebec village of Dixville aren’t used to being in the public spotlight. But a novel employee-less convenience store that opened there in November has garnered widespread media coverage as a promising solution to a vexing problem facing villages across la belle province. “All the attention has been kind of overwhelming,” says Philippe Dupont, a Dixville resident and a board member of the local development cooperative behind the new venture. “But it’s nice too because the project is pretty cool.” Housed in a one-time general store in downtown Dixville, a farming community that straddles the Coaticook River, an hour’s drive south of Sherbrooke and 15 minutes from the Canada-U.S. border in Quebec’s Eastern Townships region, the store’s operations revolve around electronic keys that are distributed to coop members who pay a lifetime membership fee of $100. Members’ credit credit or bank account information is loaded onto the e-keys, which give them round-the-clock access to the locked store and allow them to pay for items they pick up and scan while shopping. The store currently stocks about 100 food and household items, from fresh bread and canned goods to chips, pop, hand soap and toilet paper. A small refrigerator also offers food items like milk and eggs.
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Shoppers enter their items on a touch screen and slide their key over the point of sale terminal – all of it under the watchful eye of a surveillance camera. “A volunteer does a weekly inventory that helps us evaluate the kinds and sizes of items that people are buying so we can adjust orders to reflect demand,” says Dupont.
It’s all about the tech E-key distribution, he adds, remains limited to roughly two dozen Dixville residents of all ages who were selected to help iron the bugs out of the cloud-based system, which was developed by a Sherbrooke software design company called Wizbusiness. Dupont says the system’s speed at point of service has been improved, as has the interface for item searches. “We’re getting a lot of good feedback from users,” says Dupont. He expects the store will be opened up to all of the coop’s 130 members – a number that is expected to rise rapidly – “very soon, likely in a matter of weeks.” The genesis for the new store, he explains, was a coop-backed study that concluded two years ago that the village needed two services that no longer existed – a restaurant and a convenience store – if it hoped to attract new residents and retain the roughly 700 people who call Dixville home.
“We still have a post office and a primary school, but the closest food stores and restaurants were in Coaticook, which is a 20-minute drive away,” says Dupont, a landscaper who moved his young family to Dixville from Sherbrooke five years ago. After leasing a vacated building that had once housed a general store – hence the project’s name, le Magasin Général de Dixville – the coop opened a one-employee restaurant in early 2017. Dupont says the commerce has since become a popular meeting place for mostly elderly village residents. A three-room inn opened under the same roof last summer. It was the launch of the employee-less c-store in November, however, that sparked province-wide media interest. Dupont says the store’s employee-less concept was driven notably by the coop study’s finding that staffing could cost up to $75,000 in salaries and benefits. Instead, they turned to the e-key based system, which removes the need for a server/cashier and would cost $65,000 less in traditional c-store annual operating costs. The founder of system designer Wizbusiness told Le Journal de Montréal that he has been approached by several c-storeless villages across Quebec interested in installing similar operations.
That doesn’t surprise Dupont. “I think it’s a really smart and practical model that provides a solution for a problem that is facing many rural communities that have lost such basic services,” he says.
how it works
Dupont also downplayed a possible threat of shoplifting in an employee-less store. “This is a collective enterprise,” he says. “Coop members aren’t going to steal from themselves or from a project that has really generated feelings of pride, solidarity and belonging in our community.” ◗
Magasin Général de Dixville’s
top tips to go employee-less
Know your market. The employee-less store project was designed and developed according to the results of a study that looked at how best to address the needs of the community of Dixville. Go slowly. Since November, the store’s use has been restricted to about 20 members of the coop behind the venture, in order to test and improve the system before more widespread use - an approach that has worked well.
Trust people. Sure, there’s a surveillance camera in the store but organizers believe the community-based structure of the venture reduces the threat of shoplifting by users.
Snapshot The business model: The Magasin Général de Dixville is a micro-sized, employee-less c-store. Products: Offers about 100 basic food and household items. How it works: Customers receive electronic keys that allow them round-the-clock access and the ability to make purchases via a cloud-based POS. Ownership: Magasin Général de Dixville is owned and operated by a local development cooperative to which members pay a $100 fee and get the e-key, which is loaded with their credit card or bank account information.
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Tobacco advertising is not available in the digital issue
by Talbot Boggs
C-stores remain the retail venue of choice Cigar smokers continue to choose c-stores for their quick, daily supply of this tobacco product. A market study by Statista shows that in Canada sales amount to $180 million USD, and are expected to decline by about five per cent annually over the next four years. In spite of this overall decline, cigar sales remain vibrant and competitive in the c-store channel. For premium handmade products such as large cigars retailing for $15 or more, speciality tobacconists remain the preferred destination for connoisseurs, but for those quick, convenient daily smokes consumed by active or budget-conscious consumers, c-stores remain the driving force for cigar sales in Canada – traditionally 97 per cent of the total market. “With more than one out of every three Canadians visiting a c-store once a week, that’s not going to change soon,” says Walter McCall, marketing communications manager with Casa Cubana. “C-stores provide the most visible and convenient point of access for cigar products, while their emphasis on affordably-priced products makes their product selection appealing to the widest cross-section of consumers possible.” With high sales volumes, cigars and other tobacco products (OTP) offer convenience stores unique challenges and opportunities. “It is of paramount importance for convenience operators to have a complete cigar and OTP section,” says Leslie Albert, marketing manager with House of Horvath. “An OTP section, of course, can only realistically command a small fraction of available merchandising space within the convenience environment, so selection is an important concern at all times.” Legislation and regulations in recent years regarding the sale, display and advertising of tobacco products have created a lot of uncertainty and caused fluctuations in an otherwise growing channel. “There is a degree of uncertainty among
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need to know their customers, identify the most popular or appealing price points and product styles, and provide a suitable assortment of product choices based on those preferences.
manufacturers, retailers and consumers,” Albert agrees. “With the convenience cigar market in a constant state of flux and with a vast and increasing product selection the importance of education, product knowledge and awareness cannot be understated.”
“Focus the bulk of your selection to suit your core clientele and carry at least one or two items that represent a more upscale or premium option whether it’s a different size, taste profile or handmade versus machine made,” McCall says. “Know your customers, give them what they want and try a few new things from time to time in order to gauge whether there’s additional demand outside what you perceive your customer base to be.” ◗
Regulation has definitely slowed the pace of innovation in the category, turning the focus of manufacturers and retailers to improving the aspects of traditional products, quality and providing greater value to the consumer. Legislative prohibition of cross-promotion of tobacco with non-tobacco products as well as any type of promotion of tobacco to the general public, for example, may seem like a detriment, but it may, ironically, actually have its own benefits. “In some ways this almost is liberating because the retailer is free to focus on a simpler and more fundamental management style based on identifying consumer preferences, making sure they have the product that meets those demands and ensuring those products always are in stock,” McCall says. Setting aside legislative regulations, cigars are really no different from other products sold in c-stores, McCall believes. To maximize profitability of their cigar portfolio, retailers
Top tips for
cigar sales 1
Emphasize affordability and convenience.
Identify most popular and appealing price points.
Know your regular customers’ preferences.
Offer a suitable selection to meet your customers’ tastes.
Keep a small selection of more upscale, premium products in stock.
Don’t be afraid to try something new.
Tobacco advertising is not available in the digital issue
by Isabel Morales
What’s the scoop?
Canadians’ sweet tooth boosts convenience store sales Whether it’s a classic vanilla cone, an over-the-top milkshake or an old fashioned sundae, there’s always a reason for consumers to indulge in sweet ice cream-based treats. Convenience retailers in Canada looking to capitalize on consumers’ sweet tooth would be wise to stock their freezers with a variety of ice cream products to satisfy their cravings. It isn’t just the hot summer months in Canada that have consumers flocking to the frozen novelties section: ice cream products are consumers’ year-round pick. In the last year (52 weeks ending December 9, 2017) sales of ice cream products saw a 12% increase in dollar sales and 7% increase in unit sales across convenience stores in Canada. Total sales now account for nearly $14 million in Canadian convenience stores alone. Topping convenience store purchases are small individually packaged items, accounting for 72% of all sales. Consumers pick these up for a sweet indulgent product on the go. Ice cream remains among consumers’ favourite treats, and new product development continues to offer consumers many new frozen novelty dessert choices. The added convenience, portability and the general consumer trend toward healthy eating trends are encouraging consumers’ appetite for healthier novelties to satisfy their sweet snack cravings. While they may enjoy a little sweet indulgence every now and then, health and wellness is still top of mind for many. New reduced-fat, fat-free, lowcarb and even lactose-free ice cream products are hitting convenience store freezers. Products reflecting this trend are likely helping to boost sales as they appeal to a large consumer base with varying tastes and dietary needs. In Canada, consumers are actively trying to incorporate more plant-based foods into their diets (43%). This suggests that plant-based options appeal to significantly more people than just those who follow vegetarian diets (6% of
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North Americans) and those who follow vegan diets (2% of Canadians). This is an open opportunity for manufacturers to provide dairy-free or plant based (i.e. almond milk) frozen novelties.
desires and weaknesses across the socalled indulgent category. In addition, in unpredictable climates, such as Canada’s, convenience store retailers should pay attention to weather patterns and trends to ensure the right products are in the freezer at the right time to help them manage sales and ensure they can meet any sudden spikes in demand.
As consumers today demand healthier products, they are also making their preferences known when it comes to where products are manufactured. The majority of Whether consumers are fans of today’s global chocolate, fruity, nutty or citrusconsumers are infused flavours as they indulge in exposed to ice cream treats, one thing is for both multicertain: they’re paying attention to national both label claims and ingredients. and local Ice cream manufacturers should t year s a brands from keep these better-for-you options l e In th ks ending birth, and top of mind as they innovate e e (52 w er 9, 2017) expectations their product ingredients and b around choice label claims on packaging. For Decem f ice cream and quality are retailers, innovating the ice sales o cts saw a u well ingrained. cream aisle with assortments d pro crease in Recent Nielsen that appeal to consumers’ n i 12% sales and studies indicate focus on health and wellness r a doll crease in a growing shift will encourage customers to n 7% i es across toward global continue enjoying their ice al brands across cream of choice all year unit s ence stores ni the majority of round, at your stores. ◗ conve Canada. categories. When n i it comes to all dairy Isabel Morales is the products – like milk, manager, consumer insights butter, cheese and for Nielsen Canada. yogurt – more than half (54%) of Canadian consumers prefer local brands, but their preference for local brands is decreasing compared to 2016 in the ice cream category (31%) alone. As consumer preferences and diets change, manufacturers would be wise to pay close attention to their
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1 Custom BASES II Light Report, OPEN-ENDED LIKES, General Population - January 2017
SCALE OF THE CATEGORY Confection is a growing segment and represents 3 out of the 15 top impulse categories, making in-store conversions more likely.1
HOUSEHOLD PENETRATION Confection reach 97% of Canadian households, and have appeal across ALL ages, genders and ethnicity groups.2
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Consumer habits are constantly evolving. 90% of consumers snack multiple times throughout the day.3
DRIVE IMPULSE PURCHASE 77% of confection purchases are decided in-store.4
Of chocolate purchases were influenced by display.6
50% did not plan to buy candy. 5
2 in 3 chocolate bar purchasers are influenced by at least 1 in-store activation.
1. Shopper Intelligence (Lucros); Planned vs. Impulse, All retailers, 2016 2. The Nielsen Company, Homescan, 52 Weeks ending July 01, 2017 Vs YAG Vs 2YAG 3,4,5. International Food Information Council Foundation Food and Health Survey 2015 6. IMI International, 2016 Recommendations only. All pricing, distribution, shelving, and promotional decisions are at the sole discretion of the retailer
Photography by Daniel Alexander
Anne Kothawala is the president of NACDA, the National Convenience Stores Distributors Association
6 questions for Anne Kothawala What’s keeping you up at night in 2018? The pace of change and consolidation in our industry. In order for our association to remain relevant we have to be nimble and continue to deliver value. What’s on your radar for 2018? It is going to be a super busy year. Governments, at every level, will continue to legislate. Our job is to ensure that they don’t unfairly target our channel based on misperceptions about who we are and what we do. The reality is that we provide an essential service for communities from coast to coast to coast. So, we need to constantly remind governments that when they legislate the products that we sell, such as tobacco, beverages and snacks, there is a domino effect. We believe that our track record speaks for itself in selling both age-restricted products as well as treats. We continue to innovate as a channel, offer healthier options and respond to what consumers want. What do you think is the next big move for c-stores in Canada? If we look to the United States, 67 per cent of c-stores said that foodservice increased for them in 2017. The Canadian market has been a bit behind in embracing this trend, but based on everything we have heard, including our own research with Ipsos Marketing, consumers are increasingly turning to us for “mini meals” as their lifestyles and eating patterns change whereby they are no longer having three square
meals a day. There are huge opportunities for c-stores to leverage these changes. There are also opportunities to respond to Canadians’ changing tastes for more ethnic foods. There are great stories in the restaurant industry about, for example, Syrian refugees opening successful restaurants. There is no reason that our channel can’t also respond to these changing consumer tastes. Is advocacy becoming trickier for you? Successful advocacy requires sustained, long-term investment. It also requires you to constantly be telling your story. We are heartened by the fact that the federal government is finally starting to see our industry as an important and critical part of the small business community. So we have made some progress, but we must continue to invest in relationship-building, which is at the core of successful advocacy. That is why we continue to work hard to attract new manufacturers and suppliers to our industry to become members of our association. We need their support in order to be successful. What are your big wins as an association? Successfully changing the narrative and portraying our industry as one that is made up of small business people, as an industry that often provides an important foothold into the job market. We need to keep telling this story. Specifically, this narrative helped us to get the government to make changes on their small business tax proposals that would
have negatively impacted family-run businesses in our channel. We also had success in delaying the passage of S-5, the federal plain packaging and vaping bill, as well as persuading government that the “marketing to kids” legislation should not define children as 17 and under but rather 13 and under. How can convenience stores survive in a world of diminishing tobacco sales and blurring retail channels? Focus on our core competency: convenience. With declining tobacco sales, we are seeing that some of this demand is moving to vaping and electronic cigarettes. That is why we are working hard at the federal level to ensure that Bill S-5, which deals with vaping, provides a level playing field. With respect to blurring retail channels, this isn’t new for our channel, so we need to continue to innovate, provide new offerings, connect with consumers through social media, and generally respond to changing consumer demand. Anne Kothawala is the president of NACDA (National Convenience Stores Distributors Association), a trade association made up of members who distribute food, beverage and general merchandise for the convenience store market.
February / March 2018