Octane - Sept/Oct 2018

Show guide + exhibitor listings

TM

CANADA’S CAR WASH & PETROLEUM MAGAZINE

y Calgarer Octob 8 17-1

Game changer

AutoSpa ups the ante in Canada’s carwash sector

PM42940023 • 12,00 $ CCentral.ca @CCentral360 September / OcTOBER 2018

Also inside Small market, big service Lunenburg family takes the local car wash market to a new level

NEW PLAYER Breakaway takes on Canada’s established players

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PROTECTING THE ENVIRONMENT

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SUPERIOR PRODUCTS UNMATCHED SERVICE MONDO PRODUCTS manufactures and distributes a complete line of concentrated chemicals and equipment for the car wash industry. Mondo is the largest supplier of vehicle washing chemicals in the Canadian marketplace and has built its reputation on supplying superior products at the lowest cost with unmatched service.

MONDO PRODUCTS COMPANY LIMITED www.mondo-products.com 2| | March 2018 695 Westney Road South, Ajax, Ontario L1S 6M9 | 1.800.465.5676

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September / October 2018

TM

Volume 23 | Number 5

CANADA’S CAR WASH & PETROLEUM MAGAZINE

9 ADVERTISERS Airlift Doors, Inc...............................................21 AIR-serv Canada Inc........................................ 11 Cantest Solutions Inc........................................ 7 Exact One Ltd.................................................24 Extrutech Plastics, Inc.....................................12 FormaShape.....................................................15 Forte Products.................................................12 Greenergy Fuels Inc..........................................5 Innovative Control Systems..............................8 Kleen-Rite Corp..............................................20 Mark VII Equipment Inc.................................. 16 Mondo Products Co. Ltd..................................2 Mosmatic Canada Inc......................................12 OPW, a Dover Company................................. 16 Oasis Car Wash Systems...........................27, 29 PM Electric Corporation.................................25 Pumps & Pressure Inc......................................12 Rockyview Industries Inc................................ 19 Wash Tech.......................................................30 WashLinks/Sonnys......................................... 19 Washworld Inc................................................23 Wayne Fueling Systems...................................31 Wiz-Tec Computing Technologies Inc............25 World Fuel Services Canada, ULC..................26 Zep Vehicle Care, Inc......................................28

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CONTENTS 04 Editor’s Message BC Gov milks gas pump cash cow 06 CFA No ‘easy fix’: Regulated and unregulated gasoline markets 09 New team scores in fuel game Breakaway takes on Canada’s established players 13 COVER STORY Game changer New AutoSpa pushes the envelope with service and design innovation

17 Small market, big service Lunenburg family takes the local car wash market to a new level 22 The Convenience U CARWACS Show Show preview and exhibitor listings 32 CCA Industry Forum Wash volume report Q2 results now available

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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 | jlitterick@ensembleiq.com Group Brand Director - Retail Kathryn Swan | kswan@ensembleiq.com ViCE PRESidENT/GENERAl MANAGER - EVENTS Michael Cronin | mcronin@ensembleiq.com Editorial EdiTOR, CSNEWS CANAdA Jane Auster | jauster@ensembleiq.com

BC Gov milks gas pump cash cow

EdiTOR, Octane Kelly Gray | kgray@ensembleiq.com ONLINE EDITOR Nikki Lockington | nlockington@ensembleiq.com TRANSLATION | Danielle Hart

BC Premier John Horgan accused big oil of price gouging at the forecourt as Vancouver entered the summer holiday season.

As temperatures climbed, BC achieved one of North America’s highest retail fuel prices at $1.60+ per litre for regular gasoline (highest is Churchill, MB at $2.54/July 19).

Behind these soaring pump prices are inputs such as the highest rates of taxation on gas and diesel in Canada.

Challenges to BC’s fuel cost are numerous. There are just two refineries remaining in the province and they cannot meet capacity for motorist demand. The current pipeline situation is also troubling. While Alberta can supply the demand, the pipe cannot carry enough litres daily to fill the void and rail transport is becoming increasingly compromised as systems reach capacity. This leaves BC importing product (about 25% ) from Washington State at the highest prices in the US. Another factor pushing price is what is known at the «crack spread» or refiner’s margin. And, while it is true that BC’s refiners’ margin has increased well beyond the Canadian average since 2015, the reality is that with just two refineries, higher margin specialty items become more enticing – a fact that puts additional pressure on gas and diesel prices.

Taxes remain a huge part of per litre price. In fact, the minimum tax on a litre of gas in Vancouver is more than 45% (39.67, Victoria). This is the highest tax portion in Canada, well ahead of Quebec’s 37% and Ontario’s 32.8%.

The high prices at BC forecourts are a factor of higher taxes on each unit of fuel and the challenges of transporting product that add an additional 0.10 cents a litre.

Simply, higher taxation and the higher cost of bringing product to BC are at the heart of the record pump pricing, not gouging, as some would argue.

Expectations are that while the crack spread may come down if new capacity and competition are achieved, the likelihood of a tax reduction is remote. Indeed, bets are that BC’s motoring public can expect more pump sticker shock as government looks to petroleum to fuel the treasury.

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PRODUCTION MANAGER Michael Kimpton | mkimpton@ensembleiq.com ART DIRECTOR | Christian Lemay Director of Marketing Alexandra Voulu | avoulu@ensembleiq.com AUDIENCE DEVELOPMENT MANAGER Lina Trunina | ltrunina@ensembleiq.com WEB OPERATIONS MANAGER Valerie White | vwhite@ensembleiq.com CORPORATE OFFICERS EXECUTIVE CHAIRMAN | Alan Glass ChiEF EXECUTIVE OFFiCER | David Shanker Chief Operating Officer & Chief Financial Officer Richard Rivera

Chief Brand Officer | Korry Stagnito President, Enterprise Solutions | Terese Herbig CHIEF DIGITAL OFFICER | Joel Hughes ChiEF huMAN RESOuRCES OFFiCER | Jennifer Turner Senior Vice President, Innovation | Tanner Van Dusen 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.

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DESIGN AND production diRECTOR OF PROduCTiON & dESiGN CANAdA Derek Estey | destey@ensembleiq.com

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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LICENSING AND REPRINTS Please contact Wright’s Media | ensembleiq@wrightsmedia.com 1-877-652-5295

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advErtising salEs SALES REPRESENTATIVE Elijah Hoffman | ehoffman@ensembleiq.com

Convenience Central

September / October 2018

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CHANNEL ALLIANCES:

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Introducing Breakaway.

An exciting new fuel retail offer for independent dealers.

For more information please visit www.breakawayfuel.ca CCentral.ca Greenergy Fuels Canada 107 Germain Street, Suite 300, Saint John, NB, Canada, September / October 2018 E2L 2E9 001 506 632 1650

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Canadian Fuels Association | Opinion

No ‘easy fix’: Regulated and unregulated gasoline markets Regulatory environment negatively impacts market forces resulting in higher prices for consumers Rising global crude prices, strong gasoline demand and the increasing bite of carbon pricing are driving retail gasoline prices to near record levels across Canada. In some regions, prices have surpassed previous highs that pre-date the 2008/09 financial crisis. Political reaction has been predictable, with allegations of ‘gouging’ from some political leaders and musings about the introduction of price regulation to protect consumers’ interests.

Peter Boag President & CEO, Canadian Fuels Association

For some, government intervention through regulation to counteract the ebb and flow of normal market forces is seen as an easy fix to assuage the expectations of voters that government ‘do something’. However, politically motivated or simple solutions to complex issues rarely deliver the intended results. In fact, the outcome can often be the opposite of what is desired.

Gasoline price regulation already exists in Canada – in Quebec and Atlantic Canada.

The specific approach varies depending on the province and the ‘problem’ they are trying to control – high prices, price volatility – or protect smaller players.

In Quebec, regulations impose a price floor, below which retailers cannot sell gasoline. It’s intended to prevent predatory pricing, or pricing below cost, to protect smaller independent retailers from competition from larger players, primarily the ‘big box’ retail outlets. The downside is that it can keep smaller, inefficient, and sometimes uncompetitive retailers in business, ultimately driving prices higher for consumers.

New Brunswick imposes a price ceiling. Its approach is rooted in the assumption that pricing is not sufficiently competitive and that consumers should be ’protected’ from unreasonably high prices. Their formula takes into account a ‘reasonable’ margin for sellers, distribution costs and other factors. Experience has shown that prices, for the most part, remain well below the ceiling – they rarely push up against the ceiling, making the regulation ineffective. In reality, it’s the market that influences prices in New Brunswick, not regulation.

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Newfoundland and Labrador also has a price ceiling, similar to New Brunswick’s.

Nova Scotia employs yet another approach, incorporating both a price floor and ceiling. While this helps reduce price volatility – a key frustration for consumers – volatile markets are usually indicative of intense price competition that generally means consumers are paying less for gasoline.

Prince Edward Island also employs this blended approach – with a price floor and ceiling.

Looking at the big picture, gasoline prices in regulated and unregulated markets in Canada are generally not a whole lot different. Independent price tracking, adjusted for taxation differences and underlying regional differences in wholesale prices, demonstrates this.

More detailed analysis shows that over the long term, consumers actually pay more when prices are regulated. Numerous research studies, from Canada and from other countries, confirm that consumers pay more for gasoline under price regulation than they do without regulation. A case in point – a 2017 report by the Atlantic Institute for Market Studies (AIMS) concluded that price regulation in Atlantic Canada cost consumers $205 million in higher gas prices since provincial governments began regulating gas prices.

Gasoline consumers’ interests are best served by competitive markets. Free markets are powerful forces that drive intense price competition to the benefit of consumers. Moreover, the gasoline market is one of the most transparent markets in North America. At every level of the value chain, price components are publicly available. They are critical in understanding the value added by those involved in the refining, distribution and marketing of gasoline and other petroleum products.

Price regulation may seem like an easy fix and a convenient sound bite for politicians looking to exploit public angst over rising gasoline prices or to ‘change the channel’ on the increasing tax component of the pump price. It may even make consumers happy, but in reality it accomplishes nothing at best, and at worst actually increases gasoline costs. OCTANE

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New team scores in fuel game CCentral.ca

Breakaway takes on Canada’s established players Text by Kelly Gray

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Greenergy entered the Canadian market in 2013.

The company found that growth in Canadian fuel demand has not been matched by investment in supply infrastructure. This has resulted in the supply disruption and outages in the domestic market.

London, UK-based Greenergy is making a play to change the face of the Canadian road fuels market. In Britain, Greenergy supplies 25% of the country’s gasoline and diesel products making it the national sales leader. Now here in Canada they have launched a new brand called Breakaway. This represents the first major brand addition to the Canadian market in years.

Over the next 12 months, Greenergy plans to launch the Breakaway brand in test markets in communities across Ontario. Greenergy is currently looking for more dealers who are interested in building a new Breakaway outlet or rebranding an existing station.

“Breakaway offers dealers a flexible business model that comes with competitive pricing, reliable and quality supply and compelling customer service,” says Greenergy Canada CEO Mike Healey, remarking that after the pilot phase, Greenergy will accelerate Breakaway expansion across Canada.

Dealer Southwest Fuels of Leamington, ON has already made the move to Breakaway. Operated by the Eid family, Southwest Fuels has been a regional fuels distributor for more than four decades as well as the operator of local full-service forecourt brand Johnny’s Gas Bar. This November they will open their first Breakaway site as they rebrand Johnny’s.

Mike Healey, CEO Greenergy Canada

“Our investments are bringing low-cost fuel and higher levels of supply reliability to customers in regions that have historically been poorly served,” says Greenergy Canada CEO Mike Healey

Greenergy is an originator of fuel, from global sources, with terminals in Toronto, Hamilton and Thunder Bay. They’re known for industry innovation such as their expanding network of ‘rail-to-road’ terminals in Ontario that puts fuel conveniently close to their customers.

Rail-to-road supply is a new supply concept that allows fuel to be loaded directly from railcars onto trucks. This creates new supply facilities in locations that are more convenient for customers and reduces long distance trucking of fuel.

The first rail-to-road supply facility opened in 2015 at Concord, north of Toronto. It has proven so popular with customers that the company has since doubled the size of the facility. “We are now building further rail-to-road facilities elsewhere in Ontario, including Thunder Bay, where we have acquired the CAN-OP business, and Johnstown, due to open in 2019,” says Healey.

“Breakaway offers dealers a flexible business model that comes with competitive pricing, reliable and quality supply and compelling customer service”

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Southwest Fuels, who, alongside brothers Victor (administration) and Joey (operations), manages the family business. “We had been discussing rebranding Johnny’s Gas Bar for some time. We love the Breakaway concept. It just feels like a real industry game-changer.”

According to Greenergy Canada’s Mike Healey, they tested the Breakaway brand extensively with consumers, who responded Southwest Fuels is big on collaboravery positively. “Consumers told us they tion to solve business challenges from would welcome a new industry player and fast-changing market conditions to managmore competition. Most importantly, our ing supply and demand. research suggests Breakaway addresses the “To grow, we realized we needed a barriers consumers say they consider bepartner with its own fuel supply that fore using an independent retailer,” he says, was extremely reliable and nicely-priced. noting that “consumers love the modern Just about that time, we connected with look and feel of the new Breakaway hockGreenergy Canada,” says Saide Eid, vice ey-themed gas stations; quality products president ofAirServ_CSN_Can_HalfPage_0118.pdf supply and marketing at 1 2017-12-22 that meet18:10 TOP TIER™ fuel standards and

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the brand’s pledge to support local hockey and to help kids get into Canada’s game with a unique community investment program –‘Breakaway to Play™’.”

Breakaway has also joined forces with Gateway Newstands, an acknowledged leader among North America’s convenience retailers.

“With Gateway in the Breakaway lineup, we can tap into expertise and resources we just don’t have in-house to add greater customer value and boost profit,” says Saide, looking up at a photo of his father on his office wall. “If he were here today, I know my dad would be as proud and thrilled as our family is to see Johnny’s become the launching pad for Breakaway.

Like a lot of great hockey players, my dad had a big heart, a strong back and legs that wouldn’t quit. Breakaway is like that too and I’m betting that it’s destined to be an iconic brand Canadians love.”

Stay tuned as Breakaway crosses the Blue Line to skate into markets across Canada. OCTANE

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Game changer Mississauga’s new AutoSpa pushes the envelope with service and design innovation Text by Kelly Gray / Photography by Roger Yip CCentral.ca

From left to right: Ken Cranston (Site Manager), Fred Misheal (AutoSpa Vice President of Operations) and Ehab Shaeen (Owner)

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Friday the 13th proved to be a lucky day for operators of the new AutoSpa on Platinum Drive in Mississauga. More than 150 invited guests as well as hundreds of customers flooded into the new facility this July during its grand opening to discover what could well be the most complete vehicle wash and service package in Canada.

Overseen by AutoSpa Vice President of Operations Fred Misheal, owner Ehab Shaeen and Site Manager Ken Cranston, AutoSpa’s newest location is impressive by anyone’s standards. Inside, customers will find three 95 ft. STI flat deck conveyors for express interior detail, two 190 ft. MarkVII WashTec Soft Line 2 exterior wash tunnels, four fine vehicle detailing bays, three-door Jiffy lube, windshield chip repair and window tinting other services as well as five self service bays and customer lounge complete with a ‘We Proudly Serve’ Starbucks concept.

“I feel like I went to school for two and half years and graduated today,” says Fred Misheal commenting on the celebration. “There were so many hours of researching and planning as well as everything came together. Our goal was to create a system where our staff would not be fatigued performing their duties and our valued customers would not be deterred by long line ups. We succeeded,” he says noting design aspects such as easy reach air and vacuum hose lines and that make the job less demanding for the staff.

The look goes well beyond the traditional appearance of a standard car wash site. The design and outward appearance

of the new facility is reminiscent of a major car dealership. “The message we want to convey to our customers is that this is a place where there is more service, more professionalism and more value. Just the sheer size and appearance of the building tells customers they can expect something different.”

“We feel the team at AutoSpa have created a destination car wash that is truly spectacular and unlike anything seen in Canada before,” says Lee Norton, CEO MarkVII North America who flew in from the US to attend the grand opening. “We are so grateful and proud to be part of this exciting venture and having the opportunity to work with such great people.”

Misheal points out that their exterior wash tunnel is equipped with linear technology that treats each car as a unique one-off. “Each car is different and our system tailors the wash to each vehicle for maximum clean in the most efficient manner. This means better use of water and chemicals. We are energy efficient and environmentally friendly.

The interior design offers much to customers who wait for their vehicles to come off one of the detailing conveyors or out of the tunnel. “The height of the

“Our goal was to create a system where our staff would not be fatigued performing their duties and our valued customers would not be deterred by long line ups. We succeeded.”

ceiling and the skylights opens the space and makes the interior environment more psychologically appealing to customers who may have been used to the cave-like feel of other wash sites,” he says noting the wide-open concept that utilizes interior windows to minimize the sound of equipment while customers can see all the work undertaken while they relax in the comfort of the tastefully designed upscale lounge. “The fact that people can see the work being performed creates a high level trust. We are an open book. “says Misheal.

Looking ahead, Auto Spa’s owner Ehab Shaheen and Vice President of Operations Fred Misheal suggest that there are opportunities for more AutoSpa sites soon. “This was the first time we have done something to this scale. We have been in the industry for 15 years and over that time we have come to believe that you can never sit still and must constantly move forward with new ideas. This project has been the result of this thinking where we make discoveries and then deliver innovation.” OCTANE

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From left to right: Werner Spiegel (WashTec Tunnel project manager), Christian Koepelle (WashTec Tunnel install head), Uwe Steibling (NAIS Reclaim owner), Fred (Auto Spa), Chris Armena (Mark VII General Manager), Lee Norton (Mark VII CEO).

SPECSHEET General Contractor

Claybar Contracting Inc.

Tunnel Equipment

WashTec/Mark VII

Water Reclaim

Nais

Express Interior Belts (Conveyor)

STI Conveyor Systems

Tunnel Doors

SDI distributed by Willcox Doors

Building Doors

Willcox Doors

Jiffy Lube Equipment

QLO Management Inc.

Epoxy Floors

Stonhard

Chemicals (Tunnel)

WashTec/Mark VII & Mondo Products Co. Ltd.

Chemicals (Self-serve)

Mondo Products Co. Ltd.

POS System

Globe POS Systems Inc.

Air Compressors

Kaeser by Air Solutions Canada

Washer and Dryers (Laundry)

Sparkle Solutions

Vacuums (Express interior)

Eurovac Inc.

Tire Shine (Tunnel conveyors)

MacNeil Gloss Boss

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Small market,

big service Lunenburg family takes the local car wash market to a new level Text by Kelly Gray Photography by Peter Zwicker Alex Pittman, Operator

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Last year Lunenburg, Nova Scotia got an upgrade. Mikiz Pitt Stop opened in October 2017 to deliver a multi-service site with self-service wash bay, tunnel wash, doggy wash, and detailing centre. This year they added a convenient takeaway restaurant to the mix making this location a rare find in the historic community of 2,250 people on the province’s south shore.

Mikiz is operated by Alex Pittman and father Mike alongside mother Izilda and wife Jamie-Lee. The Pittmans are Lunenburg natives who knew a great idea when it came along. Alex had been operating a detailing centre for the past decade and recognized the opportunities available to those with the right location and equipment. So, a couple of years ago he and the family took the plunge and created a plan for a multi-service site where each part supports the next.

A destination wash site “A couple can come in and while one washes the car in the tunnel the other can take the dog over to the dog wash for a quick bath, and then they can both stop for a quick bite at the restaurant,” says Alex.

“We have become a destination where people can obtain several types of service in a convenient setting and then go about the rest of their day. We save time and take the hassle out of keeping up appearances by helping to keep vehicles – and dogs – looking great.”

According to Alex, they are fortunate to be located on a site that is close to both key tourist areas as well as prime local attractions. “We are just 500 ft. from old Lunenburg and very close to the hockey arena, curling club and school, so our visibility is greatly maximized. Everybody knows who we are and where to find us,” he says.

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Mikiz turned to Maritime Car Wash in Elmsdale, NS for installation of water systems, wand-wash and PDQ’s Laser 360 in the tunnel. “I did a lot of research before committing to any equipment type. We like the smooth operation and the ample pressure offered by the Laser 360 and it gives a great show as well,” says Alex, mentioning Mikiz’s Twilight Laser Wash that has become a popular after-dinner attraction in the community.

several years ago to discover complete permanent blindness, a fact that has only slowed him marginally. “I’m fortunate to have great staff who know their stuff,” he says, pointing to Logan, Heather and Jackie, who all work in the operation and keep

Says Gord Ryan, president of Maritime Car Wash Sales and Service, Alex went for a lot of upgrades to the basic package.

“The folks at Mikiz Pittstop went out of their way to create something great for the community,” he notes, adding that Alex chose Extreme Shine, Over Glow, Gatling Guns for the wheel, tire and rocker-panel areas, Tri-Colour Foam Wax, Rain X and Undercoating. Mikiz also uses state-of-theart Zep chemicals in the wand wash, detail site as well as the tunnel, making Mikiz the only operation in Atlantic Canada to do so.

Alex mentions that as good as the Laser 360 is, it still requires fine tuning and maintenance like all other wash systems.

“You have to stay on top of equipment and put a regular maintenance program into play to get the most out of any system you install,” he says. He has a lot of experience with machinery such as vintage cars, but an illness saw him wake up one morning

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It’s a package where all the pieces fit together in a community where this is something new.

It’s a small market and we took a bit if risk with the investment, but it’s paying off with customer support.”

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things running smoothly. “I don’t tend to take just one person’s advice either. My experience tells me its best to listen to wide range of opinion and then wade through the clutter.”

Opportunity knocks The idea from the outset was to create a business that was easily understood by the public and utilized previous experience.

“I’ve been involved with vintage cars for years and so the detailing business was a good first step,” he says, adding that he has been in this end of the trade for over a decade. “There was a need for more car care facilities in the community and we were ready to offer this service. We have a lot of older residents and there is some money in the town that is a centre of tourism. We could see there was a good opportunity.”

Today, Mikiz Pitt Stop is slammed with business for the tunnel and self-wash with the single bay detail centre handling about 1.5 cars a day with a premium service that can top $300 per car. He saw the Doggy Wash as a natural add-on to a business that is all about water and clean. Alex looked to BC-based Furever Clean for their K9000

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dog wash system. “We have a lot of dogs here in Lunenburg and the people who own them have welcomed this service. It’s fast, easy on pets and keeps the facility clean with a second generation drainage system and three-part filtration system which ensures a hair-free and water-free floor. Mikiz Doggy Wash offers shampoo, flea treatment and conditioning as well as blow dry for just $10 for a 10-minute session.

The wand wash equipment came from Winnipeg-based Magikist through Maritime Sales and Service. According to Alex, the wand wash section offers about 15% of the site’s business. They installed Magikist’s Easy Pull wand and foam brush as well as vacuum and water flow system.

The self-clean site uses warm filtered water for the best clean and then offers an Armor All vending centre to help optimize the final appearance. Here customers can pick up a drying chamois for $1 or Armor All Lemon Wipes for the interior ($2) or Armor All specialty wipes for the exterior trim ($2).

Marketing drives business Mikiz also drives business through a variety of marketing efforts. For example,

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customers might receive a free ice cream, a doggy wash or other products like a fee car wash in what Alex calls Pitt Stop Give-AWays, a program that gets people trying out the services. Mikiz offers loadable gift cards as well. “We also give free ‘merch’ to our detailing customers. These include things like hats with our logo. We are also involved in local car shows where we can heighten our profile with the vintage car crowd as well as the general public.”

The new facility is just 30-ft. by 30-ft. and can accommodate 10 people on the patio.

Menu is classic fare with shakes and burgers, hot dogs and fries topping the list. “I’m a fan of ’60s and ’70s culture, especially the cars, and this fits right in. People can now drop in during the evening for our Twilight Laser Wash, grab a quick bite

and maybe wash the dog all at the same time. It’s a package where all the pieces fit together in a community where this is something new. It’s a small market and we took a bit if risk with the investment, but it’s paying off with customer support.

People appreciate the time saving and we appreciate their business.” OCTANE

When it comes to water use Alex suggests no amount of attention is equal to the importance of this key aspect of vehicle wash. “In the past, people on the coast were very loose on pollution standards.

Water waste and effluent were just sent out to sea. We could see right off that we could do better,” he says. Alex and his team looked to Maritime for a specialty tank that takes all used water through a 12-step process. “We can reuse almost all of the water that goes through the system with only a small portion being sent off as grey water effluent. I could have gone with a less powerful system, but this was a personal choice and one I’m glad I made.”

Alex mentions that he is also very pleased with the new takeaway restaurant.

“It’s small, but serves the need,” he says.

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CALGARY

The Convenience U CARWACS Show

OCTOBER 17 & 18, 2018

Partners in

progress

October’s Calgary’s Convenience U CARWACS Show brings the industry together. Will you be there?

If you’re in convenience and gas retailing and want to know what’s going on in the industry then you’ve got to get to the BMO Centre at Stampede Park Oct. 17 - 18 for this year’s edition of the Calgary Convenience U CARWACS show.

The show is the only one of its kind in western Canada, bringing together manufacturers, distributors, suppliers and retailers for two days under one roof to showcase, see and discuss the newest products, services, trends and developments in the industry.

The show has two main components – a trade show and educational presentations sponsored by the Canadian Carwash Association (CCA). Each day the trade show is open from noon to 5 p.m. when attendees can walk the aisles and see a remarkably broad range of equipment and service suppliers. Come and see the latest in fuel dispensing, Access Cash General Partnership 525 4-191 Attwell Drive, Toronto, ON M9W 5Z2 Phone: (416) 247-0200 x 2287 | Toll Free: (888) 289-3939 www.access-cash.com #1 ATM provider in Canada with a nation-wide network of over 9000 ATMs covering all provinces and territories. Access Cash has the best team of dedicated ATM professionals with a superior reputation for customer service and support.

AGI Envirotank Ltd. 220 PO Box 879, 401 Hwy # 4 South, Biggar, SK S0K 0M0 Phone: (306) 948-5262 | Toll Free: (800) 746-6646 Fax: (306) 948-5263 www.envirotank.com AGI Envirotank is a leading manufacturer of steel storage tanks.

We design and build environmentally safe tanks for use in bulk and retail service stations.

AIR-serv Canada Inc. 100 Courtland Avenue, Concord ON L4K 3T6 Toll Free: (800) 263-1429

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car wash and retailing equipment and technologies and food, snack and convenience offerings. This year in particular, Conagra, Tyson and Country Style – three of Canada’s best-known brand distributors – will be displaying their newest food service offerings.

On the morning of Oct. 17, the CCA will hold two separate educational sessions.

If you want to be at the forefront of the car wash industry then you will want to attend the industry panel for car wash operators where leading operator members will discuss the key issues and trends and challenges facing the car wash business today.

Small business is the backbone of the Canadian economy. Running a small business like a car wash, however, can have real challenges. The CCA, in conjunction with the Canadian Federation of Independent Business (CFIB) – the 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.

Atlantic Prepaid 506 107- 91 Sackville Drive, Lower Sackville, NS B4C2R3 Phone: (888) 479-7779 Fax: (888) 878-6015 www.atlanticprepaidcanada.com Atlantic Prepaid, we provide more than just gift cards. We partner with businesses across Canada to offer a customized prepaid program that will drive consumer traffic to your store, while providing you with exceptional retailer support.

BEST Software 1312 de la Courtine, L’Ancienne Lorette, QC G2E 6B3 Phone: (514) 268-6351 www.bestpos.ca BEST SOFTWARE Retail, Restaurant & E-Commerce Kiosk

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voice of small business in Canada – will be hosting a session for small business owners on tips and techniques you can use to increase productivity and improve your business operations. You will take away tangible benefits to save your company money.

Then on Oct. 18 the CCA will hold its second annual CARWACS car wash tour in Calgary. The tour will visit car wash sites as operators enjoy a morning of networking, lunch and interactive site tours. Be sure to attend this exciting event.

The Convenience U CARWACS show also is held each year in Toronto, but the show in Calgary is the only one of its kind in western Canada. Make new discoveries. Meet new business contacts.

Bring home new skills. Plan to attend.

For more information visit: www.calgary.convenienceu.ca Bestworth Rommel 223 19818 74th Avenue NE, Arlington, WA, USA 98223 Phone: (360) 435-2927 Fax: (360) 435-3617 www.bestworth.com Bestworth designs, fabricates and installs canopies, awnings, architectural wall systems and corporate identify finishes that leave a lasting, quality impression reflecting the pride we place in our work.

BLAST-OFF Fireworks 328 PO Box 407, Selkirk, MB R1A 2B3 Phone: (204) 785-8002 | Toll Free: (866) 827-4765 Fax: (204) 785-8006 @blastofffwks 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!

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Brand Strategy Execution Inc. 622 35 Romina Drive, Concord, ON L4K 4Z9 Phone: (905) 881-4762 www.marsham.ca COCO5 - Natural flavoured coconut water, Two Bears Cold Brew Coffee, GH Cretors Popped Corn, Popcorners Bulloch Technologies 307 6305 Northam Drive, Unit #15, Mississauga, ON L4V 1W9 Phone: (416) 574-2242 www.bullochtech.com When dependability counts! For more than 25 years, Bulloch has been a leader in the petroleum point-of-sale market. From one to a thousand sites, they can meet your needs.

Canadian Carwash Association (CCA) 216 783 Annette Street, Toronto, ON M6S 2E4 Tel: (416) 239-0339 Fax: (416) 239-1076 www.canadiancarwash.ca The Canadian Carwash Association (CCA) is a National Not-for-

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Profit Association dedicated to sharing knowledge and best practices, as well as to promoting the benefits of professional carwashing.

Cantest Solutions Inc. 306 2, 23 East Lake Crescent NE , Airdrie, AB T4A 2H5 Phone: (403) 912-9129 | Toll Free: (800) 318-1441 Fax: (403) 912-9337 www.cantest.net Cantest Group of Companies provides quality services for the petroleum market with expertise in Meter Calibration, Leak Detection, Smart Security, SaaS and more.

®

Cheesewich Factory 630 8424 W 47th Street , Lyons, IL, USA 60534 Phone: (708) 458-3100 Fax: (708) 458-3103 thecheesewich www.cheesewich.net Cheesewich Factory is the perfect grab n’ go company for your grab on the go snack need.

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CALGARY Cleaning Systems, Inc./Lustra 316 1997 American Boulevard, De Pere, WI, USA 54115 Phone: (920) 819-1571 | Fax: (920) 337-9410 www.lustrabear.com CSI/Lustra manufacturer of professional car wash chemicals with distributors through Canada, United States and International.

Lustra products meet and exceed customers’ expectations.

Clean, shine, dry!

Clik-Clik Systems Inc. 510 218 Hachborn Road, Brantford, ON N3S 7W5 Phone: (519) 752-6628 |Toll Free: (866) 298-9684 www.clik-clik.com Magnetic Hanging System for Banners, Signs, Balloons, Décor ConAgra Brands Canada 317 5055 Satellite Drive, Units 1 & 2, Mississauga, ON, L4W 5K7 Phone: (416) 649-4200 | Toll Free: (800) 461.4556 www.conagrabrands.ca 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®, Slim Jim® and Duke’s®, among many others.

COUNTRY STYLE MR.SUB 2 East Beaver Creek Road, Building 1 Richmond Hill, ON L4B 2N3 Phone: (905) 762-4667 | Toll Free: (800) 563-6688 Fax: (905) 762-0476 www.countrystyle.com www.mrsub.ca

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The Convenience U CARWACS Show

OCTOBER 17 & 18, 2018

QSR offering freshly ground coffee, baked goods and MR.SUB sandwiches.

Creative Door Services Ltd. 210 14904-135 Avenue NW, Edmonton, AB T5V 1R9 Phone: (780) 483-1789 | Toll Free: (888) 621-3667 www.creativedoor.com When it comes to quality, we mean business. From overhead door products and solutions to remarkable planned maintenance and repair services, count on Creative Door’s 50-year history and certified experts to get the job done right.

CSC Marketing Ltd. 221 4527 Chapel Road NW, Calgary, AB T2L 1A5 Phone: (587) 434-4446 | Toll Free: (800) 557-9028 www.cscstrong.com Product developer of a new and innovative dual-ended automotive squeegee for fuel stations.

CTM Design Services Ltd. 406 210, 340 Midpark Way SE, Calgary, AB T2X 1P1 Phone: (403) 640-0990 | Toll Free: (844) 640-0990 Fax: (403) 259-6506 @ctmdesignserv www.ctmdesign.ca 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.

Drainvac International 2006 Inc. 309 150 Brunet Street, Mont-Saint-Hilaire, QC J3H 0M6 Phone: (450) 467-1448 | Toll Free: (800) 408-1448 Fax: (450) 467-2225 www.drainvac.com For 35 years, Drainvac International has specialized in the engineering and manufacturing of commercial and industrial cleaning systems worldwide.

Eurovac Inc. 214 44 Milvan Drive, North York, ON M9L 1Z3 Phone: (416) 744-4276 | Toll Free: (800) 265-3878 Fax: (416) 744-8079 www.eurovac.com Manufacturer and distributor of central and stand-alone car wash vacuum and detailing systems.

Exact One Ltd 408 4631 Manitoba Road SE, Calgary, AB T2G 4B9 Phone: (403) 287-9411 | Toll Free: (800) 492-4226 Fax: (403) 214-5999 www.exacta.com Carwash entry and control system specialists. EMV payment systems with debit.

FuelMaster/Syntech Systems, Inc 409 100 Four Points Way, Tallahassee, FL, USA 32305 Phone: (800) 888-9136 | Fax: (850) 877-9327 www.myfuelmaster.com FuelMaster/Syntech Systems provides advanced fuel and fleet management solutions that are customizable to fit your operational requirements.

Furever Clean Dog Wash 215 1654 Brousson Drive, Victoria BC, Canada V8N 5M9 Phone: (250) 217-9433 www.fureverclean.ca Furever Clean Dog Wash is the Canadian distributor for the K9000 self serve dog wash. The K9000 is a world leader in self serve dog wash stations and used by car wash businesses around the world to increase revenue and attract new customers to their site. We will be exhibiting our self serve dog wash and the shampoos we use for the dog wash.

Future Enterprises Pte Ltd. 621 31 Harrison Road, #08-01, Singapore, SG, 369649 Phone: 65-66226900 Fax: 65-67448977 www.foodempire.com Future Enterprises Pte Ltd is a 100% subsidiary of Food Empire Holdings, Singapore (public listed in SGX). Major brands - Kracks Potato Chips, Nutririte Hot Chocolate and more than 200 instant beverages. We have nine factories and operate in more than 50 countries.

GLK Foods, LLC 225 3912 North Lightning Drive, Appleton WI, USA 54913 Phone: (920) 595-0326 www.ohsnappickles.com Oh Snap! Pickling Co. is changing the way people think about pickles. Packed with no brine added, they are the perfect snack for any occasion.

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Guardian Chemicals Inc. 624 155-55202 SH 825, Sturgeon Industrial Park, Sturgeon County, AB T8L 5C1 Phone: (780) 998-3771 | Toll Free: (800) 661-6544 www.guardianchem.ca Guardian Chemicals Inc. is an independent Canadian owned company specializing in the development, manufacturing and marketing of a vast range of specialty chemicals for the industrial sector. Established in 1961 Guardian has established a reputation for excellence founded on a commitment to the principles of quality, service and continuous product development.

Gunnebo Canada 619 5712 1st Street SE , Calgary, AB T2H 2W9 Phone: (403) 255-2222 | Toll Free: (800) 387-5111 Fax: (403) 258-1702 www.gunnebo.ca Gunnebo is Canada’s national security integrator with regional offices located across Canada. Our nationwide footprint provides unparalleled service capabilities and a complete range of physical and electronic security products for our clients such as automated cash management solutions, locksmithing and door hardware, safes, intrusion burglary systems, video surveillance systems, monitoring and national service support.

Hamilton Manufacturing Corp.

207 1026 Hamilton Drive, Holland, OH, USA 43528 Phone: (419) 867-4858 | Toll Free: (800) 837-4858 www.hamiltonmfg.com Hamilton designs, manufactures, and supports innovative kiosk solutions, mobile apps, RFID systems and site management software for tunnel, automatic, and self-serve car washes.

InfoNet Technology Corporation 411 202-3480 Gilmore Way, Burnaby, BC V5G 4Y1 Phone: (888) 925-8125 Fax: (604) 689-7599 @infonettech1 www.infonet-tech.com 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.

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CALGARY

The Convenience U CARWACS Show

OCTOBER 17 & 18, 2018

Keller Equipment Supply Ltd. 301 1228-26 Avenue SE, Calgary, AB T2G 5S2 Phone: (403) 243-8666 | Toll Free: (888) 535-5373 Fax: (403) 243-6487 www.keller.ca Keller Equipment Supply Ltd. has been the Western Canadian “go to” industry leader for fueling solutions, dispenser modernization, and quality petroleum equipment since 1968.

MapArt - Tree-Free Greetings Canada 201 70 Bloor Street, Oshawa, ON L1H 3M2 Phone: (905) 436-2525 | Toll Free: (877) 231-6277 Fax: (905) 723-6677 @mapartmaps www.mapart.com Canada’s leading distributor of maps, greeting cards, souvenirs and children’s products. Come to see what’s new!

Mirage Eyewear Ltd. 623 10 Huron Street, Devon, AB T9G 1G3 Phone: (780) 987-2586 Fax: (780) 987-4449 Mirage Eyewear Ltd. is a Canadian company that carries high quality sunglasses and reading sunglasses along with an exclusive selection of signature product lines (ex.Wayfarers, Aviators, Night Drivers, Silhouettes) and accessories.

Leak Technologies Solutions Ltd. 712 Box 71119, 8060 Silver Springs Boulevard NW Calgary, AB T3B 5K2 Phone: (403) 637-0280 | Toll Free: (866) 565-2611 www.leaktechsol.ca Tank & line testing. Gas & oil field. Service stations. Tank install.

Leak location. Underground & above ground tanks.

Maps - GM Johnson 508 2323 Boundary Rd, #207, Vancouver, BC V5M 4V8 Phone: (604) 299-7074 | Toll Free: (800) 387-6277 Fax: (604) 299-7095 www.gmjohnsonmaps.com Maps available for all of Canada. Canadians and visitors alike no longer have one option for a printed map anymore. Distributors and retailers wanted!

Mondo Products Company Limited 511 695 Westney Road South, Unit 1, Ajax, ON L1S 6M9 Phone: (905) 426-9339 | Toll Free: (800) 426-9339 Fax: (905) 426-5240 www.mondo-products.com Mondo Products is a Canadian owned company that manufactures and markets cleaners and equipment to service the car wash industry.

Metro 360 315 120 Sinnott Road, Toronto, ON M1L 4N1 Phone: (416) 285-2050 | Toll Free: (888) 639-7868 www.metro360.ca Handfuel, Dream Water, Cookie+Protein, Pizootz, Zing Bar

Mystical Distributing Co. Ltd 614 Box 253, 6 Foster Stearns Road, Trenton, ON K8V 5R5 Phone: (613) 394-7056 | Toll Free: (800) 856-7556 Fax: (613) 394-4957 www.mysticalfireworks.com Mystical Distributing is Canada’s largest FIREWORKS importer!

Home to six brands of fireworks, Mystical Fire, flying lanterns and many other great products.

Little Caesar of Canada, ULC 514 2233 Argentia Rd Suite 302, Mississauga, ON L5N 2X7 Phone: (517) 757-5522 (cell) 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.

Mark VII Canada 314 623 South Service Road, Unit 1, Grimsby, ON L3M 4E8 Phone: (905) 464-0608 www.markvii.net Global supplier of car wash equipment, service and chemicals with direct operations in Canada.

MI Petro Construction & Supply 708 4330 - 116th Avenue SE, Calgary, AB T2Z 3Z9 Phone: (403) 266-5558 www.mipetro.com Mi Petro provides retail petroleum solutions as well as experts providing sales, construction, electrical and service.

Join forces

with an iconic global brand

Your Local Global Brand

www.gulfcanada.ca 1-877-216-9987

Quality Endurance Passion

National Energy Equipment Inc. 501 1850 Derry Road East, Mississauga, ON L5S 1Y6 Phone: (877) 574-5100 www.nee.ca Canada’s national petroleum commercial equipment distributor with sales and service for industry leading products and technology. From fuel dispensers and card lock systems to fuel storage and monitoring control systems.

New Air Refrigeration 322 585 Avenue Meloche, Dorval, QC H9P 2T1 Phone: (514) 382-3620 | Toll Free: (800) 567.3620 @DistexCanada www.distex.ca Distributor of commercial kitchen equipment - Scotsman Ice Systems, New Air Refrigeration, EKA ovens Nor Ag Ltd. 229 18 Burnt Valley Avenue, Red Deer, AB T4P 0M5 Phone: (403) 341-3767 | Toll Free: (866) 893-3302 Fax: (403) 341-3765 www.noragltd.ca NorAg Ltd. is Alberta’s preferred Supplier of Conform Building Products. We offer in-house design, layout and drafting services as well as complete installations of product. Check: www.Mudderwash.com or www.noragltd.com for projects completed. If you want a superior product for moisture, humidity and the elimination of cold joints call us.

North Shore Tobacco Canada Inc. 516 PO Box 458,124 Norfolk Street N, Simcoe, ON N3Y 4L5 Phone: (519) 428-3332 x253 Fax: (519) 428-2230 North Shore Tobacco would like you to visit our booth 516 to see our line of all-natural and organic products.

NoviClean Inc. 231 #2 1303 45th Avenue NE, Calgary, AB T2E 2P3 Phone: (587) 997-6040 www.noviclean.ca NoviClean Inc. is a vehicle wash equipment design, service, sales and distribution company serving the vehicle wash markets in Western Canada.

P.D. McLaren Ltd. 726 6333 35th Street SE, Calgary, AB T2C 1N1 Phone: (403) 287-1633 Fax: (403) 287-1663 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.

PDQ Manufacturing, Inc 320 1698 Scheuring Road, De Pere, WI, USA 54115 Phone: (920) 983-8333 | Toll Free: (800) 227-3373 Fax: (920) 983-8330 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.

Pumps & Pressure Inc. 200 #50, 5200 64th Avenue SE, Calgary, AB T2C 4V3 Phone: (403) 263-7207 | Toll Free: (888) 430-9359 Fax: (403) 263-7206 www.pumpsandpressure.com Commercial vehicle wash equipment, waste water recycle systems, lubrication equipment, cleaning equipment, water well systems, pumps of all kinds, air compressors

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CALGARY QuickLabel 407 3505 rue Isabelle, Suite O, Brossard, QC J4Y 2R2 Phone: (877) 757-7978 www.QuickLabel.com The leading manufacturer of production-capacity, full-colour digital label printers, barcode printers, media and labelling software that allow businesses to print their own labels on-demand.

Rockyview Industries Inc. 329 7110 Fairmount Drive SE, Calgary, AB T2H 0X4 Phone: (403) 293-1188 Fax: (403) 293-1717 www.rockyviewindustries.com Western Canada’s Car Wash Experts! Rockyview Industries supplies, installs and services all types of vehicle washes in the four Western Provinces. From entrance door to exit door and everything in between, including payment systems since 1992.

Royal Nuts Co. 530 201 Rivermede Road, Concord, ON L4K 3M5 Phone: (905) 669-0200 Fax: (905) 669-0201 www.royalnuts.ca Royal Nuts will present various nuts and dried fruits including walnuts, almonds, dried cranberries, goji berry mixed nuts, sunflower seeds and pumpkin seeds. Royal Nuts are exclusively dry roasted (oil free) and are produced/packaged in peanut free and gluten free facility.

The Convenience U CARWACS Show

OCTOBER 17 & 18, 2018

Samrok Inc. 620 #519, 710-20 Crowfoot Crescent NW, Calgary, AB T3G 2P6 Phone: (403) 241-3207 | Toll Free: (800) 304-1814 Fax: (403) 241-3216 www.samrok.com Second Cup Coffee Co. 218 6303 Airport Road, 2nd floor, Mississauga, ON L4V 1R8 Phone: (905) 362-1818 ext 1507 | Toll Free: (800)-569-6318 Fax: (905) 362-1121 @Secondcupcanada Second Cup Coffee Co. is a Canadian Specialty Coffee retailer operating more than 300 cafes across the country.

SRP Company Canada 308 #1 802 Cochrane Dr., Markham, ON L3R 8C9 Phone: (905) 947-8791 | Toll Free: (800) 387-3323 www.creativeplanco.com SRP Canada is Canada’s leading marketer and distributor of quality, on-trend impulse products, with a coast-to-coast sales and merchandising team serving over 8,000 retail locations.

STLTH 209 7 - 390 Steelcase Road, Markham, ON L3R1G2 Phone: (519) 781-2360 www.stlthvape.com STLTH devices have a closed system, magnetic ceramic coil making it easy to use. This all-in-one device offers you a discreet and comfortable vaping experience.

Sunshine Door Inc. 529 #105, 33 McKenzie Crescent, Red Deer County, AB T4S 2H4 Phone: (780) 722-8227 www.sunshinedoor.com Sunshine Door Inc. is the manufacturer of the Original Sunshine Door. Designed to perform in the harshest car wash environment, Sunshine Doors are sealed with gaskets and offer weather-stripping between each section. Available in a selection of colours, sizes and options, be sure to visit our display to learn more.

Tanknology, a Division of Englobe Corp 415 1800 Appleby Line, Unit 4, Burlington, ON L7L 6A1 Phone: (905) 681-5542 | Toll Free: (800) 465-1577 Fax: (905) 681-6473 Instagram: #tanknologycanada www.tanknology.ca Underground precision tank and line testing, Compliance testing, Measurement Canada Meter Certification and Calibration, SIR (Statistical Inventory Reconciliation); API653 In-Service Inspection; ATG (Automatic Tank Gauge) Inspection.

Top Star Hitech Ltd (ANEX) 509 111, 3825 34th Street NE, Calgary, AB T1Y 6Z8 Phone: (403) 805-5051 Top Star Hitech Ltd’s purpose of business is to lead in cell phone accessories and make our customers satisfied with our services.

Our commitment to our customers through our network sales channels is to offer the lowest prices, but still maintain the highest quality and selection of products.

Let us show you how to menu these TWO POWERFUL BRANDS together to INCREASE REVENUE AND CUSTOMER SATISFACTION. LEARN MORE.

VISIT US AT THE CARWACS CALGARY SHOW. BOOTH #521 www.zepvehiclecare.com | 1-877-326-9274 © 2018

The Rain-X® trademark is a registered trademark of ITW‐GB and is used by Zep Vehicle Care under license. • The Rain-X® trademark is a registered trademark of ITW‐GB and is used by Zep Vehicle Care under license.The Armor All Professional® trademark is a registered trademark of The Armor All/STP Products Company and is used by Zep Vehicle Care Inc. under license.

Turtle Wax Pro 428 350 S. Northwest Highway, Suite 300, Park Ridge, IL, USA 60068 Toll Free: (877) 857-3870 www.turtlewaxpro.com Turtle Wax Pro is a leader in the car wash chemical industry and maintains its legacy through providing the highest quality products.

Tyson Foods Canada Inc. 716 226 Britannia Road East, Mississauga, ON L4Z 1S6 Phone: (416) 770-2172 www.tysonfoodservice.com Tyson Foods Canada is introducing Hot ‘n’ Ready individually wrapped P.M. Sandwiches.

Stop by the booth and try one – Cheeseburger, Southern Fried Chicken or BBQ Pork Rib Ultra-Lite Shutters 529 7307 - 40 Street SE, Calgary, AB T2C 2K4 Phone: (403) 280-2000 | Toll Free: (877) 350-3667 Fax: (403) 280-1558 @ULShutters www.ultraliteshutters.ca Security Roll Shutters manufactured in Calgary. Ideal for storefront, cabinet and counter.

Manual spring or motor with locking and anti-pushup devices.

United Distribution Network Inc 608 PO Box 80017, Airdrie, AB T4B 2V8 Phone: (888) 412-8684 Fax: (403) 817-6084 www.uniteddistribution.ca United Distribution Network is a group of independent DSD distributors who are providing sales and marketing solutions for the c-store and grocery industry across Canada.

Van Houtte Coffee Services 431 Bay 1 2915 10th Avenue NE, Calgary, AB T2A 5L4 Phone: (403) 255-2740 Fax: (403) 248-8205 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.

VMS Distribution 217 PO Box 395, Brentwood Bay, BC V8M 1R3 Phone: (250) 652-2376 Fax: (250) 652-8604 Impulse tobacco accessories, cell accessories, lights (COB & LED) headwear & work gloves, entertainment category (CD & DVD).

Wash Pros Inc. 430 13855 - 156 St NW, Edmonton, AB T6V 1J1 Phone: (780) 455-8779 | Toll Free: (844) 297-9274 www.washpros.ca Design & construction; renovations and upgrades, on-site troubleshooting, service repairs; chemical and parts supply, equipment sales and installation services.

Washtech Ltd. 714 #335, 3750 - 46th Avenue SE, Calgary, AB T2B 0L1 Phone: (403) 243-1312 Fax: (403) 243-1301 www.washtech.ca Washtech provides quality car wash equipment parts, and service throughout Alberta, Saskatchewan and British Columbia. Washworld, Blendco, Mosmatic, CAT Pumps, JE Adams, Exacta, and Precision Chemical are just a few of the brands Washtech represents.

Wellness Foods Inc. 528 200 - 204 Spadina Avenue, Toronto, ON M5T 2C2 Phone: (905) 484-7902 @simplyprotein www.simplyprotein.ca SimplyProtein Bars, SimplyProtein Whey Bars, SimplyProtein Kids Bars, SimplyProtein Nut & Fruit, SimplyProtein Chips CCentral.ca

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CALGARY West Country Pump and Filtration Ltd. Bay 4-1815 27th Avenue, Calgary, AB T2E 7E1 Phone: (403) 827-3245 www.westcountrypumpandfiltration.com @westcountrypump Water treatment, pumps & carwash systems.

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Western Convenience Store Association 625 #5-1146 Pacific Boulevard, Vancouver, BC V6Z 2Y4 Phone: (778) 987-4440 | Toll Free: (855) 734-2487 Fax: (604) 648-9641 Andrew K @WesternCstores The Western Convenience Stores Association provides leadership for the industry on key issues affecting owners, operators, employees and customers in Western Canada.

The Convenience U CARWACS Show

OCTOBER 17 & 18, 2018

Wiz-Tec Computing Technologies Inc. 515 17, 4312 Ogden Road SE, Calgary, AB T2G 4V3 Phone: (403) 250-8660 www.wiz-tec.com Gas: self-service & Cardlock solutions. POS: 100% iPOS compatible mobile POS. ZoomLock: Mobile app for card-lock and Pay at the Pump. ZoomWash: mobile app for car-wash.

Zep Vehicle Care, Inc. 521 2930 Waters Road, Suite 230, Eagan, MN, USA 55121 www.zepvehiclecare.com Zep Vehicle Care offers complete carwash 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.

Western Refrigeration & Beverage Equipment Ltd. 300 1232-36th Ave. NE, Calgary, AB T2E 6M8 Phone: (888) 443-1946 www.wr.ca Canada’s leading distributor of food store and beverage equipment since 1946.

Please see addendum distributed at event for a complete list of exhibitors and final floor plan.

Celebrating 25 Years of Providing Quality Vehicle Wash Equipment SALES

I N S TA L L AT I O N

Foam Touch Wash

SERVICE

Touchless Wash

SUPPORT

CHEMICAL

Tunnel Wash

190 Southgate Drive, Guelph Ontario, Canada N1G 4P5 www.wash-tech.ca sales@wash-tech.ca WashTech_24years_HalfPageAd_Final_Octane.indd 1

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CANADIAN CANADIAN

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

wAsh systems

brad Goetz –

monDo proDuCts Co. ltD.

Alex Grieve – Jason kaye –

VAlet CAr wAsh

bAyVIew CAr wAsh ltD.

sean mcbride –

CleAnInG systems InC.

kirsten Vaive –

CArwAsh ConneCt

rudy van woerkom –

bIG CIty

Auto n truCk wAsh

mark Vella –

7-eleVen

NATIONAL OFFICE

september 2018

Wash Volume RepoRt Q2 Results NoW aVailable 2018 second quarter results of the Wash Volume Report (WVR) have just been by the CCA. Carwash operators have reported excellent results compared tto lasthereleased year. Average revenue per site at $74,100 is up 31% compared to the second

quarter of last year. Average cycles per site at 8,336 are up 18.65% compared to the 2017 second quarter results while average revenue per cycle was $8.89 up 11.47%.

Undertaken for the CCA by Kent Group Ltd., a research firm specializing in the car wash and gas station industry, the WVR is a national quarterly survey of 743 carwash sites. Members of the CCA may participate in the WVR program and receive results specific to their regional at no extra cost beyond their membership fee. All CCA members can access the full second quarter results on the CCA website.

Finance Director Karen Dalton cae

CANADIAN AVERAGE REVENUE PER SITE

operations Director

$101,294

Kiki cloutier manager membership elizabeth Tang

$77,054 $75,906 $75,015 $59,639 $62,334 $56,560 $52,409 $45,501

$74,100

$48,649 $45,710

Q2 2018

Q1 2018

Q4 2017

Q3 2017

Q2 2017

Q1 2017

Q4 2016

Q3 2016

Q2 2016

Q1 2016

Q4 2015

783 Annette street toronto, on m6s 2e4

Q3 2015

Canadian Carwash Association

tel: 416.239.0339 Fax: 416.239.1076 office@canadiancarwash.ca www.canadiancarwash.ca

CANADIAN AVERAGE CYCLES PER SITE

Find a

CaRWaSH

11,874

10,433

9,624 5,596

7,495 5,639 5,665

7,093 7,005

8,336

7,162

5,478

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September / October 2018

Q2 2018

Q1 2018

Q4 2017

Q3 2017

Q2 2017

Q1 2017

Q4 2016

Q3 2016

Q2 2016

Q1 2016

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 office@canadiancarwash.ca for more information.

Q4 2015

canadiancarwash.ca/search

Q3 2015

› The carwash search feaTure ‹

CCentral.ca

INDUSTRY FORUM INDUSTRY FORUM De DIcaTeD TO sharING KNOwLeDGe aND BesT PracTIces IN The carwash INDusTrY

CCa/Cfib beNefits: stReNgth aNd saViNgs iN NumbeRs The Canadian Carwash Association has partnered with the Canadian Federation of Independent Business to provide the negotiating power of over 110,000 small businesses to provide exceptional savings from many trusted providers. From banking to payroll to shipping, these partnerships can save you $5,000 or more a year on business services and products.

Check out the benefits you can begin receiving today as a CCA member through discounts from AMEX, Scotiabank, Chase, CyberImpact, Mastercard, Payworks, Northbridge Insurance and many more. Read more http:// canadiancarwash.ca/news/cfib.aspx

CCa aNNouNCes NeW golf touRNameNt paRtNeRship With CsRo The Canadian Carwash Association is pleased to announce a new partnership with the Canadian Spinal Research Organization (CSRO) as the charity of choice for the Association. Proceeds from the annual Golf Tournament raffle prize table will be donated to CSRO. CSRO is dedicated to the funding of targeted research to maximize functional recovery and cure paralysis caused by spinal cord injury. Through its many fundraising initiatives, and strategic partnerships the CSRO has raised nearly $30 million for spinal cure research since 1984. Its corporate and community partners help to fulfill the mandate of improving of the physical quality of life for persons with a spinal cord injury and those with related neurological deficits, through targeted medical and scientific research and the reduction of spinal cord injuries through prevention and awareness programs.

CCentral.ca

hoW Will legal ReCReatioNal maRijuaNa affeCt youR WoRkplaCe? When recreational cannabis becomes legal on October 17, 2018, carwash operators and suppliers to the industry will face a new set of compliance challenges that will require them to update several of their policies and practices, including those on drug and alcohol use, code of conduct, fitness for work, accommodation of disabilities and progressive discipline.

With the law coming into effect soon, it’s essential for you to start assessing the risk of employee marijuana use, updating your HR practices and providing your supervisors and managers with proper training on the new rules right away.

Learn how you can effectively update your policies and implement best practices to comply with the new requirements on the legal use of recreational marijuana with a free special report, Recreational marijuana and the workplace, from First Reference available on the CCA website http://canadiancarwash.ca/news.aspx.

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CANADIAN CARWASH ASSOCIATION CANADIAN CARWASH ASSOCIATION

September / October 2018

DISCOVER OUR

Also inside

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Millennials and the future of breakfast: a c-store opportunity

SEPTEMBER / OCTOBER 2018 CCentral.ca @CCentral360

Y CALGARer Octob 8 17-1

See Octane SDJHb IRU VKRZbJXLGH and H[KLELWRU OLVWLQJV.

Campus convenience: G.P.A.’s gets an A+ from students

September / October 2018 Volume 1 | Number 5

13 DISCOVER OUR

19 ADVERTISERS

CONTENTS

Conagra Foods.......................................2, 18, 29

05 Editor’s Message Recognizing Star Women in Convenience making a difference

Convenience U CARWACS - Calgary............. 37 Ferrero...............................................................4 Hershey Canada Inc........................................23 ITWAL Limited................................................30 JTI-Macdonald Corp......................................24 Metro360........................................................28 NACDA........................................................... 37 National Smokeless Tobacco Company.........33 Nestle Canada Inc............................................15 Piller’s Fine Foods...........................................35 Regal Confections...................................9, 17, 27 Scandinavian Tobacco Group Canada............12

CCentral.ca

06 The Buzz People, places, news and events 08

M oney Matters Teaching our children values

10 Quick Bites Get crackin’ to eggcite your breakfastcraving customers

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13 Millennials The future of breakfast: a c-store opportunity 19 COVER STORY Meet the 2018 Star Women in Convenience!

These women are lighting up convenience retail 25 Campus convenience G.P.A.’s gets an A+ from students

31 Clermont Cloutier’s excellent brewmance 250 Quebec craft beers and countless customers 36 Innovation nation Get ready for the NACDA Convenience Innovation Awards 38 Backtalk 6 questions for...

Andrew Critchley.

This police service gives more than parking tickets

September / October 2018

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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 | jlitterick@ensembleiq.com Group Brand Director - Retail Kathryn Swan | kswan@ensembleiq.com ViCE PRESidENT/GENERAl MANAGER - EVENTS Michael Cronin | mcronin@ensembleiq.com Editorial EdiTOR, CSNEWS CANAdA Jane Auster | jauster@ensembleiq.com EdiTOR, Octane Kelly Gray | kgray@ensembleiq.com ONLINE EDITOR Nikki Lockington | nlockington@ensembleiq.com TRANSLATION | Danielle Hart advErtising salEs SALES REPRESENTATIVE Elijah Hoffman | ehoffman@ensembleiq.com SAlES & EVENTS COORdiNATOR Claudia Castro DESIGN AND production diRECTOR OF PROduCTiON & dESiGN CANAdA Derek Estey | destey@ensembleiq.com PRODUCTION MANAGER Michael Kimpton | mkimpton@ensembleiq.com ART DIRECTOR | Christian Lemay Director of Marketing Alexandra Voulu | avoulu@ensembleiq.com AUDIENCE DEVELOPMENT MANAGER Lina Trunina | ltrunina@ensembleiq.com WEB OPERATIONS MANAGER Valerie White | vwhite@ensembleiq.com CORPORATE OFFICERS EXECUTIVE CHAIRMAN | Alan Glass ChiEF EXECUTIVE OFFiCER | David Shanker Chief Operating Officer & Chief Financial Officer Richard Rivera

Chief Brand Officer | Korry Stagnito President, Enterprise Solutions | Terese Herbig CHIEF DIGITAL OFFICER | Joel Hughes ChiEF huMAN RESOuRCES OFFiCER | Jennifer Turner Senior Vice President, Innovation | Tanner Van Dusen 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: ycm@convenienceu.ca 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 | ensembleiq@wrightsmedia.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.

Recognizing Star Women in Convenience making a difference

Do you know a Star Woman in Convenience?

Are you one yourself?

With these somewhat provocative questions Convenience Store News Canada launched a new awards program to recognize innovative women making a difference in the convenience retail industry.

Our call to action certainly hit a positive nerve. We received scores of nominations from across the country for women in a wide variety of roles. Some hold high-profile, public roles, while others work more behind the scenes. But in all cases, these are women passionate about their companies and the industry, and they’re upbeat about the future of convenience retail.

It’s inspiring to see so many women taking on leadership roles, especially at this critical time.

Take Cheryl Magnuson, market manager, Manitoba & Saskatchewan, for 7-Eleven Canada. She joined the company in 1986 as a part-time employee and fell in love with the business. In her latest coup, she lobbied to have a section of Rouge Rd. in Winnipeg – Canada’s Slurpee capital – renamed Slurpee Way. Her next project? To rename Winnipeg the City of Slurpee.

Another Star Woman is Karen Weldman, vice president new business development at MTY Group, the company behind such well-known foodservice brands as Country Style and Mr. Sub. She has worked tirelessly for the past 10+ years implementing Country Style’s branded foodservice programs in convenience stores and petroleum/ convenience locations across Canada.

As a result of her efforts, the Express Division of Country Style has grown to approximately 300 locations.

Then there’s Marivic Nicolas, general manager at the Jaffer Group of Companies, a self-starter who has worked her way up from an entry level position with the company. She has taken Jaffer’s fuel operations from a single unit 1,000 sq. ft. convenience store doing $2 million in-store sales at break-even to eight stations doing a combined $14 million in-store sales across the Greater Edmonton area at a healthy profit.

These are just a few of the incredible Star Women we’re pleased to honour.

It’s inspiring to see so many women taking on leadership roles, especially at this critical time. Congratulations to all our Star Women in Convenience!

Jane Auster, Editor

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THE BUZZ CROSS-CANADA ROUND-UP

People, places, news and events

Cheers!

Wheels up in Vancouver

Ontario’s new premier, Doug Ford, has promised to expand the sale of alcohol to convenience stores and other retail outlets.

A poll conducted during the 2018 election showed that 68% of Ontarians believe more retailers should be able to sell beer and wine, which is already allowed in other provinces including Alberta, Quebec, and British Columbia. Ontario’s previous Liberal government started expanding alcohol sales in 2015 to up to 450 grocery stores, but said it would not include other retail outlets. Grocers are currently selected through a competitive bidding process held by the LCBO, the province’s liquor control board.

Federal tobacco act amended

7-Eleven Inc. is helping Vancouverites go green. The convenience store chain has teamed up with Vancouver Bike Share as a community sponsor to promote active living, healthy eating, and environmental responsibility. The 13 participating 7-Eleven locations in the service area are located near 150 bike docking stations, making the stores a convenient pit stop for riders.

According to Doug Rosencrans, 7-Eleven Canada’s vice president and general manager, the company has an important role to play as an environmental steward. The Texas-based chain has also installed LED lighting programs and energy management systems to help reach its energy reduction targets of 20% by 2025.

Taxing news in Ontario

Pit stops fewer in Manitoba

If new legislation is proclaimed in Ontario, small business owners will be required to ring up sales with an “electronic cash register that meets prescribed requirements.” The intent of the Revenue Integrity Act is to infuse an estimated $500-million a year into government coffers. According to the Ministry of Finance, this is money that will come from businesses currently hiding sales. Businesses that don’t comply will face fines up to $10,000. It’s not yet clear what equipment will be required, but there are concerns the price tag could be substantial.

There are expected to be fewer public rest stops in Manitoba. The government has announced it is considering closing outlets. This may be good news for gas bars and convenience stores. Saving money is not the impetus, says Infrastructure Minister Ron Schuler. Travellers, especially those with children, he notes, are looking for more than a mere washroom. A

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successful petition launched in response to one proposed closure noted, however, that many stores and gas stations are not open all day and require making a purchase.

Bill S-5, An Act to amend the Tobacco Act and the Non-smokers’ Health Act, is now law.

Under the new legislation the sale of vaping products to those under 18 years of age is banned.

Also verboten: the promotion of vaping products appealing to youth, such as flavoured products. The legislation also opens the door to plain and standardized packaging for tobacco products.

Plastic on its way out in PEI

PEI’s Plastic Bag Reduction Act will come into effect on Canada Day next year. The new legislation makes the Island the first province in the country to outlaw single-use plastic bags such as those at checkout counters. Recyclable paper bags can be provided at a cost of no less than 15 cents and reusable bags at no less than $1.

Those costs will rise to 25 cents and $2, respectively, on January 1, 2020.

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Something to cluck about

Alimentation Couche-Tard Inc. is putting all its eggs in one basket. By 2025, the national convenience store chain will sell exclusively cage-free eggs in its corporate stores, based on available supply. The decision, says president and CEO Brian Hannasch, is part of the company’s mission to become the world’s preferred destination for convenience and fuel.

NS may explore basic guaranteed income feasibility The Nova Scotia government is feeling public pressure to explore options for a basic income. The first step, according to the Basic Income Guarantee Nova Scotia, is a joint feasibility study with the federal government to explore options for reducing poverty.

Premier Stephen McNeil says he is open to the idea. The concept is not far-fetched. It was one of 15 policy resolutions adopted by the federal Liberal Party at its national convention in Halifax earlier

Save the dates September 25-27 | Halifax, NS CCSA/NACDA National Convenience Industry Summit https://nacda.ca/program/ October 17-18 | Calgary, AB Convenience U CARWACS Show http://calgary.convenienceu.ca/ October 24 | Halifax, NS Retail Convenience Awards Gala Atlantic Convenience Stores Association http://theacsa.ca/events/ retail-convenience-awards/

CCentral.ca

this year. According to the advocacy group, an annual guaranteed income in Canada would come with a $21 billion price tag. Currently helping people living in poverty costs upward of $84 billion.

NEWS AT CONVENIENCE STORE NEWS CANADA - OCTANE / ENSEMBLEIQ EnsembleIQ (Convenience Store News Canada and Octane’s parent company) also has some news to share.

Kathryn Swan has joined the team as group brand director – retail. In her role, Swan will oversee Convenience Store News Canada, Octane, ActualitésDépanneurs, Canadian Grocer and CCentral.ca. Swan is a publishing industry vet, most recently serving as managing director for Newcom Media where she was responsible for three leading B2B brands.

Jennifer Litterick has been promoted to the role of president, Canadian division and North American Grocery at EnsembleIQ. In this expanded role, Litterick will continue to lead the company’s Canadian business—its convenience, grocery and healthcare brands—as well as U.S. brands Progressive Grocer and Retail Leader.

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money matters

by Mike Jaczko and Max Beairsto

Tough love

Teaching our children values When we speak with convenience store owners about what worries them, health, work stress and retirement readiness all make the list. As we help prepare them for succession, another concern often emerges – wanting to ensure their children grow to be happy, productive and successful adults.

Entitlement leading to affluenza We often observe two common attitudes among children from well-off families – “affluenza” and entitlement. To prevent these attitudes from emerging, we urge parents to teach kids from an early age the concepts of consequences and accountability. Some children are often given too much too early, and as a result, wind up taking things for granted.

Realistic rules must be set from a very early stage. In turn, there should be real consequences if they don’t obey those rules. For example, a child who receives an iPhone for their birthday and a week later loses it at school. Their natural response is likely to go to their parents and say they need another one. If the parents say yes, there are no consequences or accountability for their actions.

contribute items to the agenda. As a result, on decisions like vacations or sports activities, kids feel they have real input.

Giving back and learning to live within your means Charitable giving can be a valuable tool to get kids engaged and learning about the importance of helping others. We recommend assigning each of your children responsibility for a charitable gift of $50 or $100. In turn, they can then research a charity, make a recommendation on where the money should go, and donate the funds.

Providing your children an allowance from an early age is another valuable tool which helps to develop their understanding and ability to manage finances.

One idea for parents is to divide allowances into three parts: some to spend, some to be saved and some to be donated to charity. As your children get older, we support giving your teens a budget for things like clothing. Once that money is gone, it’s gone. A typical problem for kids in well-off families is separating needs and wants. They need to learn to defer gratification. Kids should value the concept of saving for something they want. Living within a budget will help them to separate needs and wants and set the stage for managing personal finances

in the future.

Tough love for some adult children We often witness c-store owner parents dealing with children in their 20s or early 30s who are unmotivated, drifting through life, and still living at home. We are big believers in tough love if all else fails – essentially telling adult children they’re on their own and nudging them out of the nest. In the long run, it’s the right thing to do to help them build a successful future for themselves.

Being a parent is often tougher than being a c-store owner. But the effort you make now is well worth the gains in the future. ◗ Mike Jaczko is a portfolio manager and partner of KJ Harrison, a Toronto-based private investment management firm serving individuals and families across Canada. For more information, email:mjaczko@kjharrison.com.

Max Beairsto, MBA, CVA is a certified valuation analyst and business intermediary with Enterprise Valuators, an Edmonton-based valuation and business sales advisory firm. For more information, email: max@enterprisevaluators.com

Family communication Communication is a fleeting experience in today’s hectic and time-crunched world. With both parents and children busier than ever, kids can feel overwhelmed and not listened to. To prevent this, you should structure time for regular communication.

Our clients know we are big believers in regular family meetings where every member has a voice and a chance to

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QUICK Bites

by Darren Climans

Get crackin’ to egg-cite your

breakfast-craving customers Everyone knows the old enigma “What came first, the chicken or the egg?”. Turns out, it’s not even close.

The egg – in shape and function – has been around for roughly 150 million years, long before Colonel Harland Sanders started selling his special fried chicken to hungry travellers at his service station in Kentucky.

The outlook for egg consumption remains very sunny. Leave it to the statistical eggheads at the Federal Agriculture Department to translate the trend into numbers. Annual growth in Canadian egg consumption in 2017 compared to 2016 was up nearly 7% – the 11th consecutive year of growth in egg consumption.

Consumers are eating 70% of breakfast foodservice orders off-premise, and nearly eight in 10 foodservice snacks are enjoyed off-premise.

One of the key drivers of this trend is underpinned in Canadian consumer eating patterns away from home.

Breakfast for dinner At the beginning of 2017, McDonald’s Canada followed the lead of its U.S. parent and started offering all-day-breakfast across the country. A&W moved to all-day-breakfast in virtual lock step, and began selling their breakfast sandwiches around the clock. Tim Hortons has come late to the party, but announced a new all-day breakfast experiment at a selected number of Hamilton and Brampton locations in the summer of 2018. If the test proves a winner, the company has declared it will consider a further rollout.

At McDonald’s alone, the switch to all-day-breakfast caused McDonald’s egg sales to rise 25% in 2017. In real terms, that translated into McDonald’s selling 35 million more eggs in Canada last year than it did in 2016.

The upshot of this scramble of competition around breakfast meals? At last count, Canadians are currently consuming over 700 million breakfast sandwiches per year, with no end in sight.

Breakfast on the Go

On average, Canadians are eating three dozen more eggs each year compared to 2007. Over the last 20 years, per capita egg demand has risen by a third

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According to the IPSOS Foodservice Monitor, current growth in the foodservice marketplace is, in large part, influenced by expansion in the quick-service segment (QSR). QSR has led the foodservice market in growth in the last two years.

For QSRs, it’s all about the breakfast daypart. Between 2015 and 2017, spend-

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GenXers and Millennials are predisposed to opt for a convenient takeaway breakfast over a solo bowl of cereal consumed in-home.

ing on breakfast at quick-service restaurants increased over 9%, while similarly falling by more than 4% at full-service restaurants.

NPD panel data tracking consumer foodservice purchases confirms the trend, reflecting the reality that GenXers and Millennials are predisposed to opt for a convenient takeaway breakfast over a solo bowl of cereal consumed in-home.

Of particular interest for convenience store operators is that, even when consumers choose foodservice, off-premise consumption is the option of choice.

Foodservice Facts 2018 details that takeout meals are nearly 40% of all occasions. When it comes to breakfast, consumers are eating 70% of breakfast foodservice orders off-premise, and nearly eight in 10 foodservice snacks (morning/afternoon/evening) are enjoyed off-premise.

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For two-thirds of Canadians, “health” is a key attribute they look for in breakfast food choices. Seven of the top 10 breakfast attributes that make up the ideal Canadian breakfast are health-related, led by food items that are high in protein (50%), high in fibre (47%) and low in sugar (40%).

Having a breakfast sandwich option incorporating eggs could be a golden choice.

Flavour, however, remains the top driver, and likely trumps all other factors in consumer decision-making. For consumers looking for a balance of flavour and health, particularly cause-centric Millennials, operator point-of-purchase messaging on health characteristics is key.

Egg-based options can tick a lot of consumer boxes with respect to their preference for responsible, clean food – which is why chains like McDonald’s, Starbucks, Burger King, and Tim Hortons are increasingly pledging that their eggs will be cage free or free range, antibiotics free, local/regionally sourced, etc.

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Cara (parent of Harvey’s, Swiss Chalet, Kelsey’s, East Side Mario’s, etc.), the largest foodservice operator in Canada, has committed to switch to cage-free eggs in its entire supply chain by 2020.

Join the party C-stores in the U.S. are ahead of the curve when it comes to QSR breakfast sales. The offerings are vast – scrambled egg bowls, regional breakfast sandwiches, wraps and burritos, and more.

C-store chains like Wawa and Sheetz offer dozens of variations on their core breakfast sandwiches. Some like 7-Eleven and Sheetz offer breakfast sandwiches all day every day.

Recently, TheKitchn.com did a Breakfast Sandwich Taste Test, comparing seven brands and ranking them. The big dogs finished well up the track. The top choice overall was Wegmans. The number two was Wawa’s Bacon, Egg, and Cheese on a Croissant – it was also the cheapest.

So, c-stores can reasonably compete for consumer breakfast dollars. Clearly, having a breakfast sandwich option incorporating eggs could be a golden choice. In foodservice, as in life, if you want to make an omelette, you gotta break some eggs. ◗ 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.

Breakfast to Go!

Give ‘em what they want

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Tobacco advertising is not available in the digital issue

Millennials and the future of breakfast:

a c-store opportunity It’s the most important meal of the day and for many c-store owners who are feeling the impact of changing consumer preferences and technological changes on the business, breakfast represents a huge opportunity to grow revenue and build a relationship with Canada’s largest consumer market – the Millennials.

Text by David Coletto, CEO, Abacus Data

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Millennials are In partnership with EnsembleIQ, publisher of Convenience Store News Canada, my market research firm Abacus Data conducted a national survey in the summer of 2018 to explore how Millennials feel about breakfast and the opportunities that exist for the c-store category with the Millennial Generation.

In fact, only 42% of Millennials say they always make time to eat breakfast, 18 points less likely than older generations. But it’s not because they don’t want to eat breakfast, it’s just they feel a time crunch and sometimes skip the meal if finding breakfast isn’t easy or convenient.

Millennials are consumers born between 1980 and 2000. With a population of about 9.5 million across Canada, there are more Millennials in Canada than any other generation. Over 1.25 million of them will form their own households in the next five years. As consumers, they seek convenience, high-quality, and increasingly healthy options in the food they eat. They are the most sought-after market for retailers and foodservice operators alike and their preferences will shape the market for years to come.

When they do eat breakfast, 76% of meals are made at home, 15% of breakfast meals involve eating something that is pre-made or packaged while 9% of meals are consumed at a restaurant or from a retailer.

Here’s what our national survey found: At this stage in their life, Millennials are less likely to eat breakfast than older generations but when they eat breakfast, they are more likely to do so outside their home. In a typical week, the average Millennial will eat breakfast 4.7 days a week compared with 5.3 days for older Canadians.

Given this, it’s not surprising that they are more likely to visit retailers or restaurants for those out-of-home breakfasts with grocery stores, quick service restaurants, c-stores, and sit-down restaurants being the most popular stops. Most importantly, Millennials are five times as likely to get breakfast at a convenience store at least once per week than older generations (15% vs. 3%). That’s about 1.4 million Millennials visiting a c-store for breakfast at least once a week – and many visit more than once per week.

42

of Millennials always make time for breakfast

60%

of older generations always make time for breakfast

more likely to get a breakfast at a convenience store than older generations. That’s about

1.4 million

Millennials visiting convenience stores for breakfast at least once a week, with many more going more than once a week.

Source: Abacus Data

More Millennial breakfasts are eaten outside the home than those consumed by older generations (24% vs. 15%).

%

5x

Slightly more than a quarter (27%) of Millennials are open to eating breakfast at a c-store but only do so once a month or less. That is approximately 2.5 million more Millennials open to getting their breakfast at C-store but have not found a reason to go more regularly. C-stores are tied for third on Millennials’ menu of breakfast establishments, after grocery stores, quick serve restaurants like McDonald’s, Tim Hortons or Starbucks, and tied with sit-down restaurants.

Compared to grocery stores and sitdown restaurants, c-stores offer greater convenience and can often compete with quick serve restaurants with convenience and price and could represent an equal alternative. C-stores offer a lot to Millennial consumers and can leverage those positive qualities to capture a wider share of the Millennial breakfast market.

Millennials eat breakfast

4.7

times a week compared to older generations who eat breakfast

5.3 times a week

24% of Millennials breakfasts are eaten outside the home

15%

of older generations eat breakfasts outside the home

Source: Abacus Data

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Where Millennials and older generations report getting their breakfast from daily, more than once a week and weekly

But beyond the current and immediate potential markets, c-stores need to understand what Millennials are looking for in their breakfast. Here’s what our survey found out:

27 26% %

Like all consumers, taste is a key factor for most Millennials. 75% say how the meal tastes is one of the most important or a very important factor in their decision to what they eat for breakfast.

15% 15% 13%

But beyond taste, most Millennials are also looking for convenience, 64% say it’s very important compared with 47% of older generations.

They are also looking for a cheaper meal option. 61% say cost is a very important factor, 13 points higher than older Canadians.

Beyond convenience and price, there are few differences between Millennials and older consumers in what drives their decisions. About half are looking for meals with protein and some fruit or vegetables. Four in 10 care about the amount of fibre in their food and only 31% are calorie conscious, saying that eating as few calories as possible is one of the most important or a very important factor in their decision-making.

In summary, there is a path to increase the number of Millennial breakfasters who choose c-stores to provide them with their morning meal. With the natural c-store edge of convenience and competitive prices, c-stores are already enticing many Millennials to occasionally purchase breakfast at their local c-store.

Where c-stores can start winning more of the Millennial breakfast market is by providing healthy breakfast foods more conveniently, and more inexpensively than grocery stores, sit-down restaurants or even quick service restaurants.

GROCERY QUICK SERVICE SIT DOWN RESTAURANT

Many Millennials are commuters and feel crunched for time. C-stores often have premium locations — gas stations, neighbourhood corners, etc. — that can

75

79%

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capitalize on transient Millennials and can bring in these traditional breakfast skippers with the promise of quick food that is healthy and can prepare them for the day ahead. In most cases c-stores can do this faster than most quick service restaurants, which would add an additional destination to a Millennial’s commute, so c-stores should be the onestop-shop. ◗

Millennials regularly eat for breakfast...

Eggs Fruit Cereal Meat products

Quick preparation

64

%

47% Source: Abacus Data

16

3% 4%

OLDER GENERATIONS

The three most important traits Millennials take into consideration when choosing a breakfast food to buy are: 1) taste, 2) convenience, and 3) price. Convenience stores are known to offer the last two of those three traits and now need to convince Millennials that the food found in c-stores tastes great. Emphasizing the health elements of these foods — particularly fibre, protein, caloric content, and the use of fresh ingredients — will be key to competing with grocery stores and sit-down restaurants and converting the 2.5 million Millennials who are open to eating at c-stores to actually doing so.

Partnering with local chefs or entrepreneurs using local ingredients or novelties would all act as “pulls” for Millennials who perceive these things as adding confidence and quality to their food.

%

GENERATIONS

7%

Source: Abacus Data

Tastiness

OLDER

% 11% 13

MILLENNIALS

The most important consideration when making breakfast decisions MILLENNIALS

CONVENIENCE STORE WORK CAFETERIA

Cost of meal

61

%

48%

Veggies Oatmeal Muffin / Pastries Cereal bars

6% 4%

31% 29% 24% 19% 17% 15% 12% 11%

Older generations regularly eat for breakfast...

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excellence

exemplified Text by donalee Moulton The convenience store industry in Canada is growing. Many reports say it’s thriving.

At the heart of this success is an ability to anticipate and address changing consumer demands. The innovation, energy and expertise needed to stay ahead of the curve are exemplified in the women you are about to meet.

We put the call out for nominations for our first Star Women In Convenience awards and were overwhelmed by the response and the numbers of talented women in the industry. Out of these an industry panel selected the 11 extraordinary women you are about to meet.

These c-store leaders represent what is best about the industry today: a passion for customer service, an uncanny marketing

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savvy, a penchant for partnerships. And there is an unequivocal commitment to giving back – to the profession, to staff, to customers, to community. These women are not c-store leaders by default; they are here because they want to be and because they want to make a difference.

That is exactly what they’ve done. One nominator notes his company’s six c-stores would not exist without this one individual.

Another states sales have climbed 40% in five years solely thanks to his nominee.

Clearly achievements are second nature to these exceptional individuals. Convenience Store News Canada is honoured to recognize those achievements – and the women who have changed the face of the c-store industry in this country.

September / October 2018

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Fortune Benzaquen Bitton

Darla Clinton

Debbie Despres

Owner, Boutique des Îles

Category Manager, Federated Co-operatives Limited

Owner, Double D Gas Bar Limited

Fortune Benzaquen Bitton has an uncanny ability to see a need – and meet it. In 1970, she and her husband opened convenience stores in a place no one else had considered: subway stations. “[They] were visionaries in locating convenience stores where convenience items were greatly needed,” says Maxime Bitton. As innovative as the idea was, execution was no easy feat. Construction and planning of the atrium-style convenience store Boutique des Îles in 1980 at Montreal’s Jean-Drapeau metro station, one of three stations on the metro’s yellow line that connects the centre of the city to the city of Longueuil on the south shore of the St. Lawrence, required ongoing and extensive negotiations with the public transit commission. Business plans were submitted and a viability study conducted to demonstrate the value of a convenience store to serve the popular recreation destination and the 400,000 users of the Longueuil line who pass through it. Fortune’s ability to see ahead on a business track also extends to launching ethnic products, replacing candy with healthy products, providing fresh sandwiches made onsite, and entering into partnerships with such events as Weekends du Monde.

Darla Clinton has played a key role in the development and execution of Co-op Convenience Store’s strategy for growth of its more than 350 stores in Western Canada. As category manager, she ensures product mix and service offerings are sharp, merchandising rollouts are smooth, and marketing initiatives are on trend. Central to Darla’s success is her strong belief that collaboration with vendors drives better results – as demonstrated by the company’s 5% yearover-year growth. Darla keeps the lines of communication open with top vendors so everyone understands results and insights can transform into promotions that drive performance for everyone. By focusing on speed-to-market strategies for vendor innovation, Darla makes certain new products are on the floor and promoted as soon as they are launched. She also played a key role in the development of the design for the next generation Co-op Convenience stores now being built. A top priority: ensuring the design reflected objectives for the new c-stores. This included a more inviting shopping experience for women and Millennials while not alienating core customers plus focusing on fresh and healthy offerings while making high-margin areas such as the beverage counter a store destination.

Going above and beyond is second nature to Debbie Despres – whether it’s meeting the needs of customers or offering employees a helping hand.

Indeed, Debbie is a true friend and support to those who work for her.

When one of her staff, for example, was going through a hard time financially with a vehicle that had broken down, Debbie loaned a car to use until that person’s fortunes improved. She has also befriended customers and invited them to her trailer in the summer so she can get to know them on a deeper level. Debbie also willingly shares what she has learned after 25 years in the c-store business as a representative of Esso and, most recently, Circle K. She mentors new Canadians making their foray into the convenience and gas bar industry. With Debbie’s assistance, they are better able to navigate many of the complicated laws, policies and procedures c-stores must comply with in areas such as human resources, lottery sales, and tobacco merchandising. And she does it all with a smile. Customers, staff and suppliers always feel welcome at Double D.

Rupi Dhir Manager, Hollywood Market and Deli Five years ago, Manik Dhir purchased a declining c-store business in Kelowna, B.C. that needed to be reinvigorated, revamped and re-energized.

Thanks to Rupi Dhir, that store

is now thriving. Rupi has been instrumental in implementing processes and procedures that have not only added to the bottom line, but have also helped enhance the customer experience for shoppers. The impact of Rupi’s ideas and innovation is significant. She has personally grown the business 40% since the store’s doors re-opened in 2013. At that time, there was one employee. Today, there are seven. “In an industry that’s constantly evolving, I’m constantly impressed with her management techniques to ensure the business is profitable while delivering the best customer experience to anyone that walks through the doors,” says Manik. Rupi is also focused on improving the convenience store sector. She is a leader in the industry who is always looking to collaborate. Indeed, Rupi believes collaboration among business owners and managers is at the heart of the industry’s success today – and tomorrow.

Nancy Emond Owner-President, Dépanneur St-Sophie For Nancy Emond, great things come in threes. She has purchased and successfully run three convenience stores in Quebec. As a hands-on owner, Nancy has personally overseen staffing and purchasing. She also set up all the computer systems for ordering, suppliers, and staff. The results: higher-than-industry increases. Nancy’s success is noteworthy.

Building three thriving businesses required the c-store owner to turn three struggling businesses around. Technology was a major asset in the transformation. Nancy fully utilizes computerized management systems to enhance efficiency and effectiveness of her stores’ operations. But for her, running a convenience store is ultimately about people. She strives to optimize staffing, find new ideas for customers, make store visits more enjoyable, and build loyalty.

“Nancy is a born entrepreneur and a senior manager. She knows how to motivate her teams and excels at managing difficult employees. Her ethics and professionalism are matched only by [her] sense of organization and innovation,” says Karine Halle, a client.

Cheryl Magnuson Market Manager, Manitoba & Saskatchewan, 7-Eleven Canada Cheryl Magnuson joined 7-Eleven in 1986 as a part-time employee. Before she knew it, her job had become a career. In 2016, Cheryl was promoted to market manager responsible for more than 70 stores from Vancouver Island to Squamish, B.C. She led the integration of newly acquired Esso stores within this diverse market. With a laser focus on customer service, training, and the strong belief that it “can be done,” Cheryl drove her market to achieve all targets – and she ensured that the staff of the newly acquired stores were brought on board and made to feel a central part of the team. Now Cheryl has taken on responsibility for the single largest geographic market in North America. Based out of Saskatoon, she oversees 7-Eleven’s operations in Manitoba and Saskatchewan as well as individual stores from Alberta and Ontario. Cheryl’s tireless lobbying efforts have also resulted in the temporary renaming of a section of Rouge Road in Winnipeg to “Slurpee Way” in honour of the 91st birthday of the Slurpee and to celebrate the city’s 17th consecutive win as the Slurpee Capital of the World.

Janet McLeod Manager, Wilson Fuels Janet McLeod’s career path has been sure, steady and successful. Today, Janet manages the Go! Store brand at the 77 convenience stores throughout Atlantic Canada operated by Wilsons Gas Stops. It’s a far cry from her first job with the company: as a frontline cashier.

While working full time in the office, Janet attended university and completed her business degree. After successive promotions, she combined her expertise in the field and at head office to create and manage Wilson’s first merchandise marketing team. Under Janet’s leadership, the merchandising department was established and grew from two to six people working as a collaborative team. The success of the department has further helped grow the retail chain. “Janet recognizes the importance of a team that is multidimensional, able to work independently and together for the better of the business,” says Steve Dunne, president of the Dunne Group. She also believes in giving back. Janet identified that C-Store Day, an industry event and fundraiser for the Children’s Wish Foundation, was an important way for her company to contribute to the community. As a result, Wilsons became the first corporate chain to enlist all their stores in the event.

Marivic Nicolas General Manager, PetroJaffer 116 Inc. Marivic Nicolas is the quintessential self-starter who has worked her way up through the convenience store sector to her current executive position. She has learned, shared and put into practice knowledge in merchandising, managing people, and operating efficiently, safely and profitably.

As a result, there is rarely a month where the mystery shopper scores for PetroJaffer, which comprises six Husky gas stations in the Edmonton area, are not above 90%.

“She alone is the reason that we continue in this business,” says Vice President Alim Somji. “She inspires confidence in her staff, grows strong leaders and has improved the lives of many – including ourselves – in this business.”

Marivic has taken the company’s fuel operations, for example, from a single unit, 1,000 sq. ft. convenience store with $2 million in break-even sales to eight stations doing a profit-making $14 million in combined revenue. As the independent manager for the Jaffer company’s retail division, responsible for operations, management and merchandising, Marivic has maintained an exceptional record of safety, cleanliness and audit scores.

Marie-Noël Paré Owner of several convenience stores, Les Dépanneurs du Groupe Paré Marie-Noël Paré is an entrepreneur at heart. As a young woman, she worked in her parent’s convenience store. At 20 years of age, she opened her first business. Today she is the co-owner of Les Dépanneurs du Groupe Paré, with 13 locations across Quebec. Marie-Noël also opened the first IGA express in the province. A cross between a supermarket, convenience store,

and a fast food restaurant, the mini IGA – paired with a Shell service station – is designed to appeal to customers on the go. The “Table ready in 20” section, for example, offers up meals to make at home in less than 20 minutes, with all the ingredients right at the customers’ fingertips. Anticipating and meeting customers’ needs is what drives Marie-Noël. She believes convenience stores are here to stay and that they create connections between people in a community. For Marie-Noël, convenience stores are a gathering place, as general stores were in times past, and she runs her businesses with this image in mind, creating a welcoming atmosphere one convenience store at a time.

Karen Weldman Vice President Development Express, Country Style, a Division of MTY Group Karen Weldman has worked tirelessly for more than a decade implementing Country Style’s branded foodservice programs in convenience stores and gas stations across Canada. As a result of her efforts, the Express Division of Country Style has grown to approximately 300 locations.

Karen has also been instrumental in creating an innovative kiosk concept, including the Country Style MR.SUB Express, that ensures an owner has branded food and beverage items available all day to help hit maximum sales potential. Thanks in large part to Karen’s ideas and energy, Country

Style programs are now available across the country and the number of locations has grown to approximately 300. Understanding that convenience stores are challenged to establish a point of difference to compete successfully, Karen works closely with store owners to improve their business. She helps them to realize that while a coffee or foodservice program can be an important business asset, it is not a magic bullet. The basics – physical environment and customer service – are critical.

Denise Wilson Co-owner, Burk’s Falls Kwik-Way Denise Wilson has almost three decades of experience in the convenience store business. Six years ago Denise and her husband invested in and purchased their own c-store.

Since then she has run and managed Burk’s Falls Kwik-Way, roughly 265 kilometres (165 miles) north of Toronto. Innovation and openness have defined Denise’s approach to product selection. She’s always willing to give new ideas and new merchandise a try. Last year, for example, Denise noticed a dip in sales so she brought in a quick service restaurant to attract new customers, increase sales and diversify the store’s offerings. A small Sub Bros. outlet is now dishing up its popular applewood hickory pulled pork subs to a growing line of customers – and helping enhance store sales. This innovation is the first of many Denise has introduced – or earned. She received one of the first lottery machines in Northern Muskoka, which were based on sales at that time. Denise was also one of the first to offer debit card payment, cellphone cards, and provide an ATM – all for the convenience of customers. Now she is exploring use of a POS system to better manage inventory.

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Campus convenience

G.P.A.’s gets an A+ from students Leeandra Wren, Manager

Whether students at the University of Manitoba are throwing an impromptu party, dealing with the demand of deadlines, or preparing for exams, they know a welcome cup of coffee, a healthy snack and a warm smile are waiting for them at G.P.A.’s Convenience Store.

Text by donalee Moulton / Photography by Thomas Fricke CCentral.ca

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Located in the UMSU University Centre, G.P.A.’s is owned and operated by the student union, UMSU. “Our mantra is to offer students services and products at the lowest price on campus,” says manager Leeandra Wren.

What started as a small kiosk selling pop and chips to students grabbing a quick snack on their way to class has become a full-size convenience store – and more. In addition to the laundry detergent, bottled water and shampoo offered in most c-stores across Canada, G.P.A.’s is committed to both healthy eating and cultural diversity.

wraps and gluten-free cookies are also on the convenience store’s shelves. It’s a new way of thinking and eating, says Wren. “At the beginning, we had sandwiches that would last seven days. Now healthier fare is offered daily.”

The university is home to a large international community, and G.P.A.’s embraces that diversity. “We try to do things for different cultures,” says Wren.

“We also know everybody is looking for something a little healthier. We’re trying to offer that.”

Fresh food, for example, is brought in daily from a Korean bakery and an African restaurant. Chinese dim sum and sushi arrive each morning as well.

And from Stella’s Restaurant, a popular Winnipeg eatery, arrive scrumptious sandwiches and salads. Freshly made

Snapshot Launched: G.P.A.’s opened approximately 20 years ago as a convenience store after having started as a small snack-food kiosk.

Location: University of Manitoba, University Centre Size: Roughly 2,000 sq. ft.

Fresh food daily: G.P.A.’s serves up everything from chicken provolone sandwiches to Korean confections.

“At the beginning, we had sandwiches that would last seven days.

Now healthier fare is offered daily.”

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September / October 2018

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The appetite for culturally diverse, healthy and fresh food is substantive. Approximately 140 sandwiches are delivered every day from Stella’s, 40 plates of sushi are sold, 200 baked goods from UMSU’s in-house restaurant Degrees are consumed, and 100 items from the Korean bakery are purchased. “This is what sets us apart,” says Wren. “We want to have something for everybody.”

She notes that the roughly 30,000 students who attend the University of Manitoba are a community unto themselves. “We’re like our own little city out here,” says Wren. “At G.P.A.’s, we’re here to help you.”

That help extends to the friendly staff of 15, almost all students except for the manager and the assistant manager. “This is students interacting with students all day long,” says Wren.

G.P.A.’s Convenience Store’s top tips for a successful c-store Stretch your imagination and your product offerings.

Introduce additional food items and explore what new cultures have to offer, says manager Leeandra Wren. “You can offer egg salad sandwiches and samosas.” Speciality items, such as gluten-free wraps and protein bars, will also draw new and appreciative customers.

Promote yourself to your customers. Just because customers know where you’re located doesn’t mean they know all you have to offer – or that you are top of mind. Use social media to get the good word out, says Wren.

Always ask customers about new items. Ask them what they want, then get it for them. This will redefine customer service in their eyes.

While it makes good sense to have students on staff to help students shopping in the store, the hiring policy also reflects G.P.A.’s commitment to meeting the needs of the people who have chosen to study, learn and live at the university. “It’s their business. We run it for them,” says Wren.

And it’s proving to be a formula for success. Plans for expansion and improvement are now in the works. Next year the convenience store will undergo a renovation, increasing both its size and the number and type of products it offers.

More fresh fruit and grocery items, for instance, will be added to the menu. “We want to be a place where people want to come,” says Wren. ◗

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West

Quebec

Coldstar Solutions Inc. - BC J & F Distributors Ltd. - BC Morton Clarke & Co. Ltd. - BC Pratts - AB/SK/MB Shoppers Wholesale Food Co. - BC Wallace & Carey Inc. - BC/AB/SK/MB

Beaudry & Cadrin Inc. Ben Deshaies Inc. Consultants de L’Arctique Distribution Regitan F. Charest Ltée.

Roland et Frères Ltée.

Ontario

Atlantic

Beech Brothers Ltd. Campbellford Wholesale Co. Ltd. Courtney’s Distributing Inc. Falls Wholesale Ltd. Farquhar Massey Wholesale Ltd. Fortier Beverages Ltd. Hyde’s Distribution J.N. Webb & Sons Ltd. Loudon Bros. Ltd. Ritchie’s Wholesale Ltd. Wallace & Carey Inc.

Brown Derby Wholesale Ltd. - NL Capital Foodservice Ltd. - NB Carol-Wabush Distributing - NL C.L. Comeau & Cie Ltée. - NB E.L. Bugden Ltd. - NL F.J. Wadden & Sons Ltd. - NL Goulding’s Wholesale Ltd. - NL J.B. Hand & Sons Ltd. - NL Kays Wholesale Inc. - PEI Nor-Lab Ltd. - NL

| September / October 2018

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Clermont Cloutier’s excellent brewmance

250

Quebec craft beers

and countless customers Text by Mark Cardwell / Photography by Chantale Lecours

CCentral.ca

September / October 2018

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Montreal dépanneur owner Clermont Cloutier believes in the power of a smile. “Everybody appreciates one,” he says. “A smile makes people feel good.”

It’s a lesson Cloutier says he learned early in a highly successful c-store career spanning four decades.

But it’s not just his smile that drives customers to Cloutier’s popular dépanneur Au Coin Duluth: it’s the beer. Here’s just one rave review from Yelp: “A great selection for the beer connoisseur. Whenever a QC microbrewery releases something difficult to find, they have it. This is the place to go when the common lager doesn’t suffice anymore, for discoveries and the occasional recommendation.”

And Cloutier’s beer customers are not just locals – Au Coin Duluth’s reputation has spread internationally.

A long history in convenience The dépanneur owner never set out to become a convenience retailer, let alone a beer retailing connoisseur offering select tastings of new craft brews.

In the early 1980s Cloutier, a transport cost comptroller with the James Bay Energy Corporation, started looking around for a new career when the massive hydroelectric project ended and his position was eliminated.“I really wanted to have a business of my own,” recalls Cloutier, who grew up in Ville d’Anjou in east-end Montreal.

He ended up buying a Provi-soir franchise in nearby Pointe-aux-Trembles for $20,000.

Looking back, Cloutier says it was his best investment ever. “I didn’t know anything about the convenience store business,” he says. “Provi-soir was a great school and provided great support.”

Cloutier also discovered the thing he enjoys most about the c-store business: building relationships with people. “Not just with clients but with suppliers and other people you deal with,” he says.

Cloutier and his former wife and partner, Jeannine Turcotte, each worked 50-60 hours a week at the store while raising two boys.

They later bought a second Provi-soir location that Jeannine managed. “We each had our own store,” says Cloutier. “It’s a lot of work and it’s tough on a marriage.”

Separated from Jeannine and tired of big dividends to the franchisor, Cloutier gave up the two stores and started his own store in the Plateau district near Montreal’s downtown.

“I really like the area,” Cloutier says about the Plateau, one of the most

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Tobacco advertising is not available in the digital issue

Cloutier’s

top tips

Find people you can count on. “Some of the best discoveries I have made in the convenience store business are people who take my business to heart as much as I do and who I know I can depend on. When you find these people, do whatever it takes to keep them.”

“I really like the area.

The Plateau is one of the most densely populated urban areas in Canada. There’s lots of action.”

Smile and be nice. People appreciate staff who are friendly and welcoming.

Keep your store open and clean. Have opening hours that are convenient for your customers. And keep floors, counters and entrances clean.

Snapshot Opened densely populated urban areas in Canada.

“There’s lots of action.”

on social media and a Top 10 ranking among Montreal c-stores on Yelp.

He ran the 400-sq.-ft store, called l’Épicérie-Boucherie, until 2008, when he bought a nearby store called Au Coin Duluth from Katherine Boucher.

Cloutier credits both Yan and longtime employee David Samuel for building the store’s selection of craft beer and Quebec wines, which he says are “a perfect fit” for a store surrounded by restaurants that allow patrons to bring their own beer and wine.

“She was new in the business and I helped her out – but then she became my girlfriend,” quips Cloutier.

Craft beers are king It was at Au Coin Duluth that Cloutier really hit his stride as an energetic and innovative dépanneur owner.

Together with his son Yan, Cloutier joined the Metro banner and doubled the store’s size. Notably, they brought in fridges and became one of the first stores in Montreal to specialize in craft beers from Quebec microbreweries.

“A (government-run liquor store) opened near us so we decided to specialize in beer,” says Cloutier. “It was a smart move.”

Today the store carries some 250 Quebec craft beers, plus another 150 kinds of commercial beer. It also holds craft beer tastings, a novelty that has earned Au Coin Duluth rave reviews

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In 2011, the dépanneur owner Cloutier spent more than $1 million to build a stylish new 4,000-sq.-ft. food store in a condo development called Quartier 54 in nearby Rosemont. Operated under the Sobeys banner by Yan and his wife, Nadia Laforge, the aptly-named Marché Station 54 stocks the same craft beer and wine selection as Au Coin Duluth.

But Cloutier, who turns 70 next year, is now winding down his retailing career.

“I’ve opened my stores myself every morning at 6:30 for 30 years,” he says.

“But on July 1 I started opening at 7 a.m. and I work until 9 or 10 before I leave to do other things.

“My plan is start opening an hour later over the next few years until I’m at zero. Then I’ll retire.” ◗

| September / October 2018

Clermont Cloutier bought an existing Provi-soir convenience store in east-end Montreal in the early 1980s. Since then he has owned five stores on the island, including two he currently owns and operates together with a son and daughter-in-law.

Renown

Cloutier’s small Au Coin Duluth is a social media sensation thanks to the selection of Quebec craft beers and wine, not to mention fine food products.

Drink up

Cloutier’s stores are well located in heavily populated urban areas with many restaurants that allow customers to bring their own beer and wine – perfect for driving traffic and sales at stores renowned for both.

250

The number of Quebec craft beers carried by Au Coin Duluth.

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NACDA Convenience Innovation Awards Text by Talbot Boggs / Photography by Roger Yip

A panel of judges completed surveys consisting of more than a dozen questions and were asked to rate the individual products on a scale of 1 to 7 on such things as presentation, packaging, taste, customer appeal, pricing and other factors.

The newest and most innovative products in the convenience industry were on display recently at this year’s judging of the annual Convenience Innovation Awards (CIA) competition.

and confectionery, chocolate and general merchandise can be nominated. Registration in the CIA program is limited to two products per category, while additional category entries are also available.

Since they were launched in 2008 by the National Convenience Stores Distributors Association (NACDA), the CIA awards have become a platform to recognize the best in product development and innovation in the convenience industry, create a benchmark for innovation, award suppliers for outstanding research and development, and increase corporate, brand and product awareness.

Thirty-eight products in all were featured in this year’s competition. Most of the innovation came in the form of new variations of flavours, taste, price, formats and packaging of popular existing brands.

“It’s really important for the channel to develop and introduce new and innovative products to continue to entice customers to come into convenience stores,” Jackie Bellerose, vice president, people services with Carey Management and chair of the NACDA board, said in an interview. “Today there is a great mixture of generations – Millennials, GenXers and Boomers – who shop in convenience stores, so it is vital for retailers to have a great assortment on hand to appeal to all these customers. Many of these new products have their launch into the marketplace through these awards.”

Products launched in 2018 that are warehouse-delivered through wholesale distributors and sold in the convenience industry are eligible for the awards. Products in the six categories of beverages, better-for-you beverages, snacks, better-for-you snacks, gum

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“Recognizing innovation now is a necessity in this industry because it’s a way to bring new, interesting products to retailers and customers,” said Peter Kerr, vice president of key accounts with Sobeys. “We’re seeing a lot of new flavours, particularly in the beverage categories, and white chocolate offerings. Manufacturers are taking great SKUs and reimagining them in different formats and variations.”

For example, Oasis Infusion beverages now come in strawberry/hibiscus/basil and cucumber/lime/mint and Coco5 in pineapple flavour. Excel soft chew gum can tantalize your taste buds with peppermint and spearmint and Tic Tac breath mints with wintergreen and “fruit adventure” flavours.

Nestlé Canada introduced an Aero white bar and a white limited edition 4-finger Kit Kat bar while Cliff Bar presented its new nut butter energy bar filled with coconut almond butter. In the general merchandise category SRP Canada introduced a flameless e-lighter and a car cellphone charger in the shape of a soccer ball.

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Judges completed surveys consisting of more than a dozen questions and were asked to rate the individual products on a scale of 1 (poor) to 7 (exceptional) on such things as presentation, packaging, taste, customer appeal, pricing and other subjects. The judging was held in conjunction with the annual meeting of the Canadian Convenience Stores Association (CCSA) and was monitored and managed by global market and opinion research firm Ipsos.

The award winners will be announced at the NACDA and CCSA annual summit meeting in Halifax Sept. 25-27.

Participants in the awards program receive multiple benefits from increased visibility and recognition in the industry.

Most importantly, however, winners are celebrated at the annual summit and earn the right to use a special logo on the product’s packaging.

“Convenience stores are a hotbed for testing and promoting new innovation,” said NACDA President Anne Kothawala.

“Consumers get to know about new products through retailer advertising and word of mouth. The business is so competitive retailers have to continually introduce new products, which is what makes innovation, and these awards, so important.”

Be sure to keep reading Convenience Store News Canada for further information on products featured at this year’s Convenience Innovation awards. ◗

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JOIN US IN

SPEAKERS

HALIFAX, NOVA SCOTIA SEPTEMBER 25 - 27, 2018

Alex Chausovsky, Bob Espey, ITR Economics Parkland Fuel Corp.

Scott Stratten, UnMarketing

Carman Allison, Nielsen

Set along Halifax’s harbourfront, the 2018 National Convenience Industry Summit will bring together retailers, distributors and manufacturers from across Canada. The 2018 Summit will provide relevant research, inspiring keynotes and networking opportunities that will offer insight into future opportunities, challenges and trends.

Register online today at

nacda.ca

CALGARY

OCTOBER 17-18, 2018 BMO CENTRE

CONVENIENCE

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REGISTER FREE ONLINE USE PROMO CODE: CSN

ConvenienceU.ca

BACKTALK

6 questions for

Andrew Critchley,

Photography: Courtesy of Sherry Coey, Security Manager, Mac’s Convenience Stores Inc.

Calgary Police Service

These photos were taken at the recent rollout of the Positive Ticketing program in Saskatoon.

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This police service gives more than parking tickets CCentral.ca

Calgary Police Service, in partnership with Mac’s Convenience stores, is giving out “positive tickets” to local youth. Unlike the tickets we tend to associate with certain officers, these tickets reward positive actions, and are redeemable at local Mac’s for cool beverages. The program, which debuted originally in Ontario, is so successful that now it’s rolling out all over western Canada. According to Sherry Coey, Mac’s security and loss prevention manager, the program has recently been introduced in the Tsuu T’ina Nation in Alberta and is heading to Saskatchewan, and later on to Manitoba and British Columbia.

Your program works with Mac’s Convenience Stores. Why convenience stores? Do you see c-stores as the best place to interact with kids in the community?

Andrew Critchley: In 2015 the Calgary Police Service partnered with Mac’s Convenience stores and other retailers to create an educational organized retail crime campaign, loosely based on a similar campaign that had been successfully launched in Toronto. The success of this campaign was the catalyst to partner with Mac’s on future crime prevention initiatives, which included a graffiti awareness program, and the Positive Ticketing Program.

Community engagement is an important part of policing. The Calgary Police Service has many approaches designed to create and foster positive interactions with a variety of community groups, associations, businesses and individuals.

Many of these approaches are initialized within the Community and Youth Service Section (CYSS), where our Crime Prevention Team is located.

CYSS recognizes the value of working with youths, especially youths at risk.

Many of the units within CYSS have frequent and positive interactions with a diverse cross-section of youths within Calgary. Such interactions occur within (but are not limited to): Community Resource Officers, School Resource Officers, Youth at Risk Development, Multi Agency Action Team, Power Play, and patrol.

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The program is not restricted to youth however.

What are some examples of “positive tickets”? What actions are being rewarded?

There are no definitive criteria of behaviour that may entitle a youth to receive a “positive ticket.” Some of the examples we have learned of include cooperating with another youth in a responsible and supportive manner, assisting an elderly person, positive role modelling, trying their best in each task, and respectful behaviour.

How does the program with Mac’s work? How do you identify kids who should receive positive tickets?

Officers throughout the service are issued with coupons and are provided with knowledge surrounding the purpose of the program. Officers subsequently use their discretion to issue the coupons to those they deem deserve them.

Have you partnered with c-stores in the past, and in what ways?

We haven’t partnered with c-stores before but see this as a great way to reach youth.

How successful do you feel the program has been, and will it continue?

This program is yet another resource that enables our officers to enhance, and deliver a quality service to the citizens of Calgary. The Calgary Police Service recognizes and values community engagement, as well as working with partners to achieve common goals.

Mac’s have been extremely supportive with this and other crime prevention initiatives in our city. We are optimistic that our collaboration will continue to promote, encourage and reward some of the positive behaviours and actions that are displayed and undertaken

by Calgarians. ◗

How many tickets have been redeemed?

Some 2,500 (according to Sherry Coey at Mac’s) have been redeemed for beverages by youth in the city.

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