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ADDING VALUE AT THE WASH GENERATE BIG SALES PAGE 12

CANADA’S CAR WASH & PETROLEUM MAGAZINE

CONVENIENCE U CARWACS SHOW WHAT WILL YOU DISCOVER THIS YEAR?

SPEED WASH THIS BC OPERATOR HAS MADE A NAME AS A POWERHOUSE PROFIT CENTRE PAGE 19

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CALGARY OCTOBER 3 & 4

PUMP TALK

ARE YOU GETTING YOUR GAS CUSTOMERS INTO THE C-STORE? THE LATEST TECHNOLOGY SAYS YES, YOU CAN. PAGE 15 PM42940023 • $12.00 CCentral.ca @CCentral360 SEPTEMBER/OCTOBER 2017


PROTECTING THE ENVIRONMENT

CANADA’S CHEMICAL & EQUIPMENT SUPPLIER TAP & WASH PAYMENT NOW HERE!

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 695 Westney Road South, Ajax, Ontario L1S 6M9 | 1.800.465.5676


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SEPTEMBER/OCTOBER 2017

CANADA’S CAR WASH & PETROLEUM MAGAZINE

Volume 22 | Number 5

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12 19 ADVERTISERS

CONTENTS

AIR-serv Canada Inc. ........................................... 28

04

Airlift Doors, Inc. ................................................. 26 De Castel (1997) Inc. .......................................... 16 Drainvac International ......................................9, 10 Entretien De Lave-Auto Laval Inc. ................ 29, 30

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Gulf Canada .......................................................... 5 Innovative Control Systems ................................ 27 MacNeil Wash Systems ...................................... 21

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Mark VII Equipment, Inc. .................................... 25 Mondo Products Co. Ltd. ...................................... 2 Mosmatic Canada Inc. ........................................ 31 National Energy Equipment Inc. .........................17 PM Electric Corporation ........................................ 9 Pumps & Pressure Inc. ....................................... 31 PurClean-PurWater ................................................ 7 Wash Tech ........................................................... 31 WashLinks/Sonnys .............................................. 29 Wayne Fueling Systems ......................................14 Western Refrigeration & Beverage Equipment Ltd. ................................................... 24

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Editor’s Message Take charge

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OPCA Are you covered? Site Safety: FORECOURT There is much at stake for both operator and customer. Is your staff knowledgable on best practices? Product news Products, equipment and services

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Adding Value at the Wash Little extras add up to big sales for wash operators. What’s on your menu? COVER

Pump Talk Retailers are turning to technology to deliver strong product messaging pump-side to lure more customers inside

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Speed Wash Soars BC’s Aadmi Group shows that good research on wash sites can create powerhouse profit centres The Convenience U CARWACS Show Calgary, Preview and Exhibitor Listings What you need to experience western Canada’s largest convenience, gas bar and car wash trade event CCA NEWSLETTER Industry forum

Zep Vehicle Care, Inc. ..........................................18

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SEPTEMBER | OCTOBER 2017 OCTANE

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EDITOR’S MESSAGE

CANADA’S CAR WASH & PETROLEUM MAGAZINE 70

2300 Yonge Street, Suite 1510 Toronto, ON M4P 1E4 (416) 256-9908 (877) 687-7321 Fax (888) 889-9522 www.CCentral.ca GROUP PUBLISHER Jennifer Litterick jlitterick@ensembleiq.com VICE PRESIDENT/DIRECTOR, EVENTS & MARKETING Michael Cronin mcronin@ensembleiq.com AUDIENCE DEVELOPMENT MANAGER Lina Trunina ltrunina@ensembleiq.com

TAKE CHARGE

WEB OPERATIONS MANAGER Valerie White vwhite@ensembleiq.com EDITORIAL EDITOR Kelly Gray kgray@ensembleiq.com

The future is here. What are you going to do about it? In 2011 automobile manufacturers had just seven electric models. Today there are more than 30 available. Rapid charging sites are popping up faster than toast at Perkins with Ontario offering more than 100. Quebec has instituted a 3.5% quota for electric systems on new car sales in the province in a push that will dramatically drive up the number of these alternative vehicles. Today Canada has nearly 35,000 E-cars on the road with lots more coming. What this will mean for fueling sites is a change in the behaviour of customers. Current practice is that motorists drive onto forecourts, fill, pay at the pump and leave with-in three to five minutes. With electric vehicles this time is greatly increased. In fact, the fastest charging systems currently take 30 minutes to give a BMW i3 about 80 miles of driving power (Tesla 3 gets 170 miles on a 30 minute DC fast charge). Now the question is what can operators do to maximize this opportunity where customers are milling around sites while vehicles are getting juiced up. Already fueling centres have been diversifying to address the need to increase margins. This diversity will only continue as operators discover customers who pull in for a 30 minute power boost will want more beyond a coffee and a muffin. Operators should consider the options and look to fresh business models. For example, airports now have VIP lounges where customers pay an annual subscription to enter and relax in comfort beyond that on offer to the rank and file. The possibility of gyms and yoga studios alongside gas forecourts is another possibility with motorists pulling in, hooking up to a DC system before slipping into LuLuLemon stretch pants and hitting the mats for a half hour of human recharge. Expect as well to find businesses from medical clinics, to libraries and shopping malls competing with charging sites available to their clients and customers as society makes this change away from internal combustion engines. The shift away from gas and diesel engines is gathering momentum. Operators need to consider a plan to maximize this coming opportunity now. The future is here. Take charge!

– Kelly kgray@ensembleiq.com

ONLINE EDITOR Nikki Lockington nlockington@ensembleiq.com TRANSLATION Danielle Hart ADVERTISING SALES DIRECTOR OF PARTNERSHIPS David Wood dwood@ensembleiq.com SALES REPRESENTATIVE Elijah Hoffman ehoffman@ensembleiq.com SALES & EVENTS COORDINATOR Claudia Castro DESIGN & PRODUCTION DIRECTOR OF PRODUCTION & DESIGN CANADA Derek Estey destey@ensembleiq.com

CORPORATE OFFICERS EXECUTIVE CHAIRMAN Alan Glass CHIEF OPERATING OFFICER Richard Rivera CHIEF BRAND OFFICER Jeff Greisch CHIEF FINANCIAL OFFICER Len Farrell CHIEF BUSINESS DEVELOPMENT OFFICER & PRESIDENT, ENSEMBLEIQ CANADA Korry Stagnito PRESIDENT OF ENTERPRISE SOLUTIONS/ CHIEF CUSTOMER OFFICER Ned Bardic CHIEF DIGITAL OFFICER Joel Hughes CHIEF HUMAN RESOURCES OFFICER Greg Flores

PRODUCTION MANAGER Michael Kimpton mkimpton@ensembleiq.com ART DIRECTOR Josephine Woertman jwoertman@ensembleiq.com CONTRIBUTING DESIGNER Erin McPhee

SUBSCRIPTION SERVICES Phone: 1-844-694-4422 Fax: 1-844-815-0700 between 9 a.m. to 5 p.m. EST weekdays Email: ycm@convenience.ca

REPRINTS, PERMISSIONS AND LICENSING Please contact Wright’s Media Email: ensembleiq@wrightsmedia.com Phone: 1-877-652-5295

YCM Distributor Advisory Board G. Stevens, R. Robertson, ITWAL Limited; L. Hand, J.B. Hand & Sons Ltd.; T. Tetlock, Pratts Limited; J. Beaudry, J.P. Beaudry Ltée.

YCM Editorial Advisory Board Brian Benison, Bic Inc.; Melani Melnyk, y Mondele¯z International; Tim Corkum, Rothmans, Benson & Hedges Inc.; T. McGowan, Nestlé Canada

YCM/OCTANE NE is i published bli h d six i times ti a year bby Stagnito St g it PPartners t Canada C d Inc. I YCM/OCTANE YCM/OCTA 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 welcomed, but cannot be acknowledged or returned. © Copyright 2017. All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without permission of the publisher.

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OPCA

POLLUTION LIABILITY

ARE YOU COVERED?

Retailer service station owners have two types of Pollution Liability policies available to insure retail sites from pollution incidents caused by spills and leaks. BY DAVID MASON

Storage Tank Liability: Storage Tank Pollution polices list specific tanks by construction type, age, characteristic and protection. In the event a storage tank system fails and results in a leak or spill, the insured can seek clean-up costs including restoration, emergency clean-up costs and third party liability in the event the pollutant migrates off the property. This type of policy usually extends to pollution conditions caused by unloading and loading of product. The key to “triggering” the coverage is that an incident must have occurred and be reported “by the insured during the policy period. As stated in the statutory conditions of all insurance policies, the onus on the site operator to prove their loss. Note the policy does not cover pre-existing conditions, it only covers releases originating from the storage tank system during the policy term. The cost per this policy is generally $ 1,500 per tank subject to underwriting criteria.

Premise Pollution Liability: Premise pollution policies provide coverage for pollution conditions that occur from storage tank systems; other on site operations and pollutants that have migrated onto the premise from adjacent properties. An example of on-site claim is a leak or spill that occurs in the garage area of service station, coverage would be afforded. As in any insurance policy, the coverage is “triggered” by the discovery and reporting of an incident. The cost of a premise policy generally starts around $ 7,500. The underwriting requirements include any available environmental site assessments. So depending on the history, the insurer might request a phase 1 or phase 2 ESA.

Contractor’s involvement with insurance pollution claims: As a contractor servicing retail sites, it’s important to know the basics of the claims settlement process involving pollution incidents. 6

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First and most importantly the policy is triggered by the reporting of a pollution condition as the result of the discovery of a spill or leak. Often you can face situations where contamination exists but a claim has never been submitted to the insurance company. Two common situations where impacted sites are discovered without a specific date of leak or spills occur in the due diligence of a property sale or the actual removal of tanks. In the case of a tank removal, impacted soil conditions are often discovered. Depending on the extent of the plumes, the insured would look to the storage pollution policy for indemnification. The same situation occurs during the due diligence of a property sale. The purchaser could discover pollution conditions from new ESA reports that were never previously completed. Again the owner will look to the pollution policy for indemnification. In both of the cases, the onus on the insured is to prove his loss. The insured has to prove that an incident occurred during the policy period. Once the insurer has been placed on notice, a non prejudice letter goes to the site operator which basically acknowledges the reporting of the claim and the advisement that a complete investigation will occur to determine if the policy will respond. The insurer starts the investigation into the contamination to determine the source and age of the pollutants. Precision leak tests, inventory records and alarm reports are reviewed in an effort to determine the time and origin of the incident. Once the information is gathered and reviewed, the insurer provides a position letter in regards to the policies response. On a storage tank policy if the incident cannot be pin pointed to a time that the policy was in place, the insurer will deny and turn it back to the insured to prove when the spill occurred. Often the site operator will turn to a petroleum contractor to provide any evidence that will substantiate a pollution condition happened during the policy period. Your customer will often request CCentral.ca


service records. At this point the owner might ask you to do further work at the site or ask for your opinion to help “prove his claim”. It’s important to realize that this additional work is performed at the expense of the site owner until it’s determined that coverage is in place. It’s important to know who you’re working for, the site owner or the insurer. It is recommended that any documentation provided to a client regarding an opinion of equipment or site condition should include a disclaimer. IN GENERAL A DISCLAIMER SHOULD COMMUNICATE THE FOLLOWING POINTS: (a) It’s important to declare the type of services you provide or your duty as a contractor. (b) The disclaimer should include a hold harmless clause. (c) The disclaimer should suggest that an appropriate environmental study be completed by an Environmental Professional. (d) Precision leak test should be recommended. The client should sign and date your documentation.

GETTY IMAGES

When providing a written opinion of equipment and/or site conditions, it’s important that the opinion is related to specific work prescribed or preformed. Stand alone opinion letters are more likely to be interpreted as professional opinions as opposed to being part of your work. In the event you are brought into an incident by way of a statement of claim, the opinions can be interpreted as professional services which in general is an exclusion under majority of liability policies. In summary, it seems in this day and age, a quality paper trail is as important as the workmanship itself. It is recommended that your documented opinions with clients include a disclaimer and relate to specific work you perform as a petroleum contractor. OCTANE David Mason is an insurance broker with Canada Brokerlink in North Bay Ontario and the insurance program manager for the OPCA. CCentral.ca

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SITE SAFETY

Why should the owner/operator of a self-serve gasoline fueling facility be concerned about what happens at the forecourt? By forecourt I mean the area outside the main building that has; islands with pumps/dispensers, underground tanks that hold the fuel for the facility, vents from the underground tanks, perhaps a car wash and vacuums. All these facilities were designed by specialists in the industry and vetted by the authority having jurisdiction in your province. What can possibly go wrong?

SAFETY ON THE FORECOURT There is much at stake for both operator and customer. Is your staff knowledgable on best practices? BY DAVE LEDINGHAM

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Your main focus is on the revenue stream that is the c-store, the drive through for fast foods, the car wash operation, even cleanliness of the washrooms. Right? Well, not totally. Have you ever had a pump/dispenser knocked off its base? A customer drive off with the hose still in the fill point? A customer overfill the vehicle fuel tank and spill a number of litres of fuel on the ground? A delivery driver overfill the underground tanks and spill fuel around the delivery area? Vehicles park under the tank vents during a fuel delivery? If these have not happened at your site, you are fortunate. These incidents happen frequently and can lead to serious consequences. Remember, the customer is not trained in fueling safety, doesn’t know the dangers of gasoline vapours, and is often distracted from focussing on the act of fueling their vehicle. All these incidents cause gasoline vapours to escape into the immediate area. A quick reference to your MSDS Sheet for gasoline will remind you that; gasoline produces flammable vapours at temperatures above minus 30o C, gasoline vapours are heavier than air and will collect near to the ground, gasoline vapours will ignite (if a source of ignition is near by) in the range of 1%-8% volume in air. An added risk factor, even during normal operation, is the c-store customer that is not a fuel customer that could be walking across the forecourt smoking a cigarette near a vehicle being fueled. In spite of the nozzle guards, gasoline vapours are always coming out of the fuel tank at the fill point. So what can you do to prevent a major spill or fire incident from developing if any of the above scenarios plays out on your forecourt? Be prepared, have an emergency response plan in place, and train your operating staff. An emergency response plan contains four major elements: protect human life, stop the flow of fuel, call for assistance, and manage the spill or fire event. Under the call for assistance section, all appropriate CCentral.ca


numbers should be written so the person handling the incident does not have to rely on memory.

Training of the self-serve operating staff person who is responsible for the self-serve console includes; • Know how to recognize a potential risk; • A person walking across the forecourt smoking a cigarette, • A fueling customer smoking, or fueling with the car engine on, • A fueling customer using a cell phone (for the non-believers, go to Youtube and search gasoline incidents – often is it static from clothing or the person themselves that is the spark that starts the fire), • Children under the age of 16 using the self-serve nozzle, • A fueling customer away from the fill point if your site does not have approved latch-open devices, • Unapproved portable containers, • Filling portable containers inside the vehicle or in the bed of a half ton truck, • Re-entering the vehicle during fueling, • Pilot lights not turned off on RVs or Canteen Trucks. • Know the location of the emergency stop near the console to shut down the pumps/dispensers, • Know the location and use of the spill kit, • Always call 911 in the case of a fire before trying to use a portable fire extinguisher.

When faced with a situation that is a potential risk; • Use the intercom to advise the customer of the danger and to stop the unsafe behaviour, • Shut down the pump/dispenser • Advise a customer who is parked under the tank vents during a delivery not to start their car

When a spill occurs; • Use the emergency all stop to shut down all forecourt fueling • Advise people to move away from the spill area, • Advise customers not to start their vehicles until the spill is cleaned up • Use the spill kit to contain and absorb the spilled fuel, • Only restart fueling when all the gasoline vapours have dispersed.

When a fire occurs; • Use the emergency all stop to shut down all forecourt fueling • Advise people to move away from the fire area, • Call 911 • Close off the facility until fire fighting assistance arrives, • Only use the portable fire extinguisher if you are trained in its use and it is safe to use it. OCTANE D.G. (Dave) Ledingham, P. Eng. Sc. (Chem) provides consulting services to the downstream petroleum industry in Ontario.

CENTRAL VACUUM WWW.PMELECTRIC.CA

Custom Design Built Forecourt Distribution & Control Panels Configured to meet your needs, our standard Forecourt Panels contain all equipment and required interconnections to accommodate 4 Dispensers, 3 VFD Motor Starters, Tank Level Monitoring, Isolation Relays, Emergency Stop, Exterior Lighting, Heat Trace, Intercom, Dispenser Communication, & Card Readers. All neatly mounted in one self-contained enclosure. (Larger or smaller configurations available as required.) Economical and easy to install, our forecourt panels give you increased value while saving you time and money.

Let us design build you a panel and streamline your electrical / mechanical room.

PRESENTATIONS & DEMONSTRATIONS WILL BE SHOWCASED BOOTH 309

CLEANING POWERFULL RESULTS POWERFU Our automatic self-flushing system equipped with the VacReelTM is the perfect pair for small and big businesses. More info at: www.drainvac.com

Visit us at CARWACS Calgary booth #500

12925-148 Street NW Edmonton, AB T5L 2H9

CCentral.ca

Join us at the Convenience U CARWACS Show in Calgary, this October 3 & 4, 2017.

Travis Mathiesen 1-780-454-6490 travis@pmltd.net

Cleaning Systems

1 800 408 408.1448 1 SEPTEMBER | OCTOBER 2017 OCTANE

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CUSTOM CONTENT

Meeting the need Drainvac’s product innovations are making vehicle care an easier proposition at wash sites

means staff can pay greater attention to details. “With the equipment on the wall there’s no more machines on wheels that would bang on car doors or fall on their sides. And, because it can be noisy in the shop people often didn’t hear the vacuum and could accidentally hit the bodywork of the car and make some damages.” Drainvac is simple to use and maintain. “We don’t waste any time on changing or replacing filters. There is no need for maintenance, no need to do anything special on the machine,” he says, adding that use is as simple as a home vacuum. Indeed, the hose reels away and the canister is kept out of site, just like a home product. “The only difference is its intensity. It’s true that when we hire new technicians for the aesthetic part of the car, people want to know what kind of equipment we have. They worked with it somewhere else so it’s a big part of the hiring process.” Drainvac designed and developed the first vacuum cleaning system with a patented automatic drain: the “Automatik” model. The canister of this bagless system never needs to be emptied because any dirt picked up is drained into the sewer system. It is virtually maintenance-free and also picks up liquids. Drainvac offers a large selection of products and accessories for the residential, commercial and industrial sector. For example, the Drainvac Automatic Central Vacuum comes with an in-house designed and made equipment hose reel. Called ‘VacReel’, the device holds 50-feet. of 1.5-inch. hose and is easily mounted on walls or ceilings to keep the floor clear of tripping hazards. Our vacuums will pick up about anything you throw at it and then some. Your customers are happy, your employees are happy and your bank account is happy too!” says company president Martin Sevigny inviting people to visit www.drainvac.com for more information.

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CHANTALE LECOURS

ack in 2007, St. Hyacinthe, Quebec car dealer, Baril Ford, sought solutions for challenges they were having in their vehicle care department. They found Drainvac. A Quebec company with an international reputation as a leading manufacturer of both wet and dry vacuum systems. Drainvac was able to meet Baril’s needs with a product range that is easier to use, quieter in operation and more effective than many of its competitors. According to Baril Ford Lincoln President Eric Dumouchel, the first great advantage of Drainvac is the motor. “It’s industrial,” he says, noting that while it offers a large sound, it can be mounted far away from the action in the garage in a separate room. “This way the employees have a good quality work environment and they can talk to each other.” Dumouchel remarks that having a quieter shop CCentral.ca


Product NEWS PRODUCTS, EQUIPMENT AND SERVICES

CALGARY OCTOBER 3 & 4

BOOTH

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#411

#314

InfoNet Our new POS screen interface that will be available late this year: • Customizable • Fewer “key” presses • Multiple screen size capacity Other items now available: • IP processing for Gilbarco dispensers – Global Payments and Moneris • Debit discount at the pump – Wayne and Gilbarco • Enhanced cash/debit discounting for in-store sales • Pump stop if pay@pump transaction declined; cashier required to start pump. • Fleet card processing using iCT250 pin pad – Global Payments • Improved BackOffice management and reporting 888.925.8125 infonet-tech.com

ICS Auto Sentry® Petro

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MarkVII Give your customers a hand wax quality shine in a fraction of the time. ShineTecs Tri-Foam buffs green, orange, and purple foam into the vehicle’s surface instantly clarifying the paint finish. Unique shine polymers within the tri-foam generate a deep gloss shine like your customers have never seen 866.658.9274 markvii.net

BOOTH

#515

Mobilize your POS by Wiz-Tec Tired of seeing your cashier standing behind the counter waiting for customers? Pump Jockeys losing dollars between the pumps and the front door? Looking for ways to enhance through-put at your card-lock without re-investing in expensive pay-at-the-pump technologies? The vPOS mobile App for Android saves you literally thousands of dollars monthly by mobilizing your work-force and customers without having to mortgage your site for new hardware. vPOS by Wiz-Tec, the only mobile app in the world that controls the pump! 866-361-7846 wiz-tec.com

BOOTH

#315

Secure your future with the Auto Sentry® Petro from Innovative Control Systems (ICS). The Petro is a robust cashless terminal with Chip-N-Pin technology housing the most up-to-date PCI requirements that will last you well into the future. The Petro accepts credit or gift card purchases made at the terminal as well as wash codes from purchases made at the gas pump or inside the c-store. All ICS entry systems are armed with Validated Pointto-Point Encryption, shifting liability to the processor and away from your wash. With the Chip-N-Pin hardware working in tandem with a Validated Point-to-Point Encryption solution, you can rest assured knowing your car wash is certified, safe, and secure. Both you and your customers will benefit from the ongoing proactive approach that ICS’s dedicated team takes to prevent fraud with continual research into PCI products and development. 800-642-9396 icscarwashsystems.com

SUPPLIERS, WHAT’S NEW IN YOUR PRODUCT LINE?

Zep Vehicle Care: The brands you trust! Armor All Professional® Extreme Shine Wax™ is formulated with advanced polymers and carnauba wax to produce the SHINE that will get your car noticed. Rain-X® Complete Surface Protectant is a proven formulation of silicones and polymers that bond and cure to the vehicle’s surface to provide the ultimate PROTECTION from weather and road soils. Together, you have THE ULTIMATE IN SHINE & PROTECTION. 877-326-9274 zepvehiclecare.com

CCentral.ca

CONTACT ELIJAH HOFFMAN at 647.558.0103 ehoffman@ensembleiq.com to promote your product, equipment or service here.

SEPTEMBER | OCTOBER 2017

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TOOLS OF THE TRADE/ WASH PACKAGE ADD-ONS

Adding value at the wash Having a strong slate of extras at your wash site enhances customer satisfaction and creates a better bottom line.

PHOTOCREDIT GETTY IMAGES TK

BY KELLY GRAY

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CCentral.ca


THE CHAMOIS CAR WASH KNOWS A THING OR TWO about offering a superior clean. The company’s mission has been to offer the very best in both tunnel and detailing experience since opening in 1998. Today, they offer customers three stateof-the-art locations that feature 110 feet of tunnel and multi bay detailing centres and more than 200 trained staff. Equipment comes from MacNeil and Belanger. We asked them to tell us about adding value and maximizing the overall experience. “If cars come in with lots of insects hammered to the front end of the car we might suggest a quick trip into the detail bay where we can pre-treat with a spray like Bug Goo, a degreaser before a pressure wash. This won’t gum up our equipment and gets all the horseflies, crickets and anything else off before hand,” says Chamois Detailing Manager Kyle Carter, a pro who got his start in the business 16 years ago. General Manager Ryan Thompson suggests that they do a lot of little things like a bug spray pre-soak to maximize the final outcome. “In the winter you have to warm the car with hot water before hand to get processes to really work. We speed cars includes four products - Rust-Oleum Total Car Protectant, through, but you have to be prepared to take that bit of extra time to make sure the wash is the best it can be,” he says, adding Rust-Oleum Clear Coat Protectant, Rust-Oleum Carnauba Wax, that while road film is definitely worse in the summer months and Rust-Oleum Undercarriage Protectant. “In the US our when it sticks like glue to car exteriors, winter and salt can be Carnauba Wax products are a leader in up-sell and really makes a difference in the final wash outcome,” he says, noting that a a serious challenge as well. hot wax application can raise ticket averages between $2.00 Here companies like Krown Rust Control offer a solution. Krown has a unique product called Salt Eliminator. This product and $4.00 per application. “When you add up the numbers at is ideal as a replacement for pre-soak and tire clean during an average express tunnel site where just 15% of customers winter months when customers look for ways to reduce corrosive elect to go with this up-sell it can translate into over $45,000 grime. Salt Eliminator is great as part of the premium package in additional annual sales”. where application is an add-on. In fact some operators report this Products such as Rust-Oleum Carnauba Wax typically utilize service gives them an edge during winter months when numbers an arch and deliver the chemistry in the form of a foam bath. can be down. Salt Eliminator is available in a wide range of pack- “Even if you have to add an arch at $5,000 to $6,000 the money is well spent with a solid return that can help build reputation aging from aerosol cans to 4-litre jugs to 200-litre drums. “Its in the market as well as drive significant additional revenue,” he gentle on surfaces and very cost effective. Dilution runs to about says, noting that customers can trust the chemistry because each 1:50 for underside to 1:75 for other surfaces,” says Krown Rust of the Rust-Oleum products is manufactured by Blendco under Control’s Brent Savelli. license with stringent quality controls. At Chamois they offer three ranges of clean - Bronze, Silver Certainly, building a reputation is behind the gains Chamois and Gold. The basic exterior wash ($9.99) also offers an exterior has earned in the local market where they are viewed as the hand wipe ($4.00) to a full inside and outside clean for another leader in premium car clean. In fact, their Gold package with the $5.00 with a carpet and mat shine for an additional $5.00 per most add-ons is their standout leader. Here $23.99 get you the row as well as a Lustra Shine for just $3.00 more. The Silver whole shebang with an interior and exterior clean complete with package offers the basic bronze clean but goes further with clear coat, sealer, under chassis bath and a rust inhibitor for just $2.50 hand wipe. You also get tire dressing, Rainbow triple coat and your choice of Wonder Wafer air fresheners. Lustra Shine is a over the price of basic Bronze. popular add-on for an extra $2.00. Chamois uses CSI’s Lustra Rust Ban 540 Liquid rust inhibitor “In Winnipeg cars get dirty pretty quick,” concludes Ryan. for use in undercarriage flush in tunnels and in-bay systems. The company reports this product is a light foam that is visible when “Having the right coatings and a quality wash means having to come in less frequently and never having to apologize for a grimy applied and prevents flash rusting on bare metal parts on the car. As a business we are pleased to be able to offer the kind of underside of vehicles. service that makes a big difference to our customers. Sure the Another company that is making waves in rust protection is Blendco. Last spring Blendco partnered with Rust-Oleum, a brand basic package does the job, but it’s the add-ons that really make the wash special and create greater value for our customers and with huge consumer recognition. According to Blendco National helps us succeed as a business.” OCTANE Sales Manager, Steve Arnovick, their Rust-Oleum line initially

“Even if you have to add an arch at $5000 to $6000 the money is well spent with a solid return that can help build reputation in the market as well as drive significant additional sales.”

CCentral.ca

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DESIGNED FOR YOU Wayne Helix TM fuel dispenser

w w w. w a y n e . c o m Š 2 0 1 7 . Wa y n e , t h e Wa y n e l o g o , H e l i x , X f l o a n d c o m b i n a t i o n s t h e r e o f a r e t r a d e m a r k s o r r e g i s t e r e d t r a d e m a r k s o f Wa y n e Fueling Systems, in the United States and other countries. Dover Fueling Solutions, the Dover Fueling Solutions logo, and combinations thereof are trademarks or registered trademarks of Dover Corporation, in the United States and other countries. Other names are for informational purposes and may be trademarks of their respective owners. 071717v1


FORECOURT

Pump TALK With more customers paying at the pump, retailers and manufacturers are using technology to deliver strong product and service messaging that drives sales in-store. |

BY TALBOT BOGGS ILLUSTRATION BY JASON SCHNEIDER CCentral.ca

SEPTEMBER | OCTOBER 2017 OCTANE

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Oh how the humble old gas dispenser has changed. Years ago it merely pumped gas into the tanks of vehicles. Today, however, dispensers have become powerful marketing machines that turn the four or five minutes a motorist spends filling up cars with gas into a business opportunity for retailers and gas suppliers to sell their products, promotions and gather key customer information.

There are a variety of ways c-store owners communicate with their customers but one of the most impactful is leveraging media on large colour screens on the fuel dispenser. A 2015 study sponsored by Wayne Fueling Systems and the National Association of Convenience Stores (NACS) found that 93% of consumers like gas stations with media content more than those without, 78% think media content makes pumping gas a better experience, 88% enjoy watching media content with every visit and 83% believe media content is a good thing for stations to provide customers. Further, media provides great sales lift opportunities (69% lift in candy and confection sales, 50% in energy drinks and 60% in breakfast day-part sales) and improved customer loyalty and repeat business. “We have done multiple case studies with customers in other markets and have demonstrated seven to 10% coupon print rates and have seen double digit sales lift from same store and control store sales,” says Peter Carothers, product manager at Fortive Corp., Gilbarco Veeder-Root North America. “While results are going to vary by retailer, forecourt media has consistently proven to be an extremely powerful tool to boost the retailer’s top and bottom lines.” Dispenser manufacturers may have different names for their systems and technologies, but the end result is much the same: Colour screens on the pump units display product information, static or audio/visual advertisements, and coupons that consumers can print out and then go into the convenience store and redeem. Retailers can buy into national programs but then produce local, individualized content which is spliced into the feed for the local market. Gilbarco, for example, is currently launching its FlexPay IV platform in Canada, which will bring the Applause Media System to c-store owners here and enable them to communicate in-store product and other information via audio and video on dispenser screens. Retailers can create product coupons that can be used at the point of sale inside the store and allows them to update their site’s content from the system’s portal which can be set to automatically push content updates to the dispensers on set intervals every day. 16

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Other technologies such as 2D barcode imaging allow fueling customers to scan their loyalty program information from their mobile devices. “Application Processing Interfaces (APIs) exist with the Applause system to allow the retailer to use loyalty information to target customers with the right message at the right time, further improving the impact of forecourt media,” Carothers says. Wayne Fueling Systems’ IX Media and inOvation TV platforms enable retailers to inform and entertain motorists at the pump through a national programming network that includes ESPN sports, Bloomberg TV business and financial updates, AccuWeather local weather reports as well as the ability to create their own customized content, all broadcast on integrated 10.4” VGA displays. Blue Tooth technology now is creating a wireless forecourt where individual pumps can be authorized for mobile payments, customers can use their loyalty programs and order and pay for QSR (Quick Service Restaurant) orders on their mobile devices. “Retailers are adopting technology exponentially,” says Donald Hart, director, product management with

Dover Fueling Solutions. “A lot of retailers are doing marketing agreements with owners but you’ve got to remember that the majority of the some 150,000 service stations in the United States are owned by one owner who owns between one and three stores. There are a lot of smaller retailers who don’t have a lot of marketing dollars, so programs have to be made affordable for them.” The new merchandising pumps are changing the very nature of the gas convenience channel and the customers’ experience at the gas station. Consumers are expecting more and retailers continue to look for new ways to drive profits by improving communication with customers at the pump and drawing them into the store. While technology may be responsible for marketing and sales of fuel at dispensers, it does presents its own unique challenges. “What we’re seeing is that a lot of people are simply tuning out because messaging often is directed to the masses and is not local and specific enough to the individual customer,” Hart says. “It’s important for retailers to be able to splice into national feeds and tailor their content to the local market.” OCTANE

Gilbarco Encore Fuel Dispensers ®

Worry-free

Fueling Experience Call 1.866.574.5100 or visit www.nee.ca for more information on Gilbarco® products.

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SEPTEMBER | OCTOBER 2017 OCTANE

17


F E AT U R E / S P E E D W A S H

Winning package BC’s Aadmi Group is showing that good research on wash sites can create a powerhouse profit centre |

BY KELLY GRAY PHOTOGRAPHY BY DESY CHENG

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SEPTEMBER | OCTOBER 2017 OCTANE

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Raj Aadmi, President Aadmi Group

W

HAT DO YOU GET WHEN YOU MIX THE fastest car wash alongside the lowest price? According to Raj Aadmi, you get 300,000 happy customers and a brand with legs. Raj is president of Aadmi Group, his investment and management company based in Vancouver that owns and operates two SpeedWash locations (Langley and Surrey) with plans for three more on the boards. He reports that they were able to take their experience 20 OCTANE SEPTEMBER | OCTOBER 2017

running Wash World (7 locations, 80 self serve bays and 14 roll overs), a business sold to Jiffy Lube, and combine it with their property development knowledge to create a winning business strategy. “We build and run medical centres, strip malls, development companies and storage facilities as well as the car wash business. Our overall plan is find businesses that offer the best rate of return per square foot of property. Car washes can fit this model if they are run properly,” he says, remarking that for them it’s all about the numbers. SpeedWash sites run $5million to $12million range for development. “Here in Vancouver and the lower mainland an acre of land can be $3million to $50million. The biggest change that happened to car washes here is that they can’t complete with rising real estate values. Why have a car wash on an expensive site when a condo develop-

ment or strip mall makes more money,” he asks? Indeed, this thinking has Raj’s Aadmi Group looking at future franchising across Canada where they would buy the land, develop the building and then lease it back to a potential franchisees in high traffic locations across the country. “This gets me in the real estate business in other provinces,” he says. At SpeedWash customers are treated to a service that gets them in and out in about four minutes for the basic wash. The price is right too. At just $6.67 this makes SpeedWash the low price leader in the lower mainland and a contender for the Canadian valueclean title. Raj’s sites also offer enhanced service packages that come in three tiers — the $19.29 Winner’s Circle includes 12 operations including Armor All Extreme Shine, the $14.29 First Place package offers a nine step wash that includes a tire shine and a triple foam wash, and the Second Place deal provides six services like underbody wash and double step tire clean for just $10.48. Additional items such as Rain X and extra rinse for super dirty vehicles are available for $2.85 each. “The average spend is about $10 per customer with wash times dependent on the season,” he says noting that about 40% of customers go with the basic $6.67 package. “We are faster in the summer, but slow things down to four minutes or so in the winter months when there is more grime CCentral.ca


to clean. It’s a delicate tinkering of systems to get speed and quality wash together. Its like a symphony with our team conducting the equipment to create a masterpiece of fast cleaning service.” Speedwash looked to companies such as Zep Vehicle Care for chemical support with

Spec Sheet

Spec Sheet

INVESTMENT:

$5 million to $12 million

INSTALLER:

Portwest Wash Systems

TUNNEL EQUIPMENT: INVESTMENT: MacNeil Wash Systems

$5 million to $12 million

• XR 1000 Conveyor Tunnel Package

SYSTEM: •WASH SuperFlex Wrap Arounds Tunnel Equipment •Macneil Sonic Wheel Washer Wrap Arounds •SuperFlex High Side Washers •Sonic WheelWheel Boss Washer

SideWheel Washers •High Magnum & Side Blasters Wheel Boss CAR WASH CONTROLS:

Magnum Wheel & Side Blasters Laguna Industries TSS Waterfall Arch

DOORS/ ENTRY SYSTEM:

Airlift Doors DOORS/ENTRY: ICS Auto Sentry Flex & RFID Club Membership ICS Entry System and Gates

Airlift Doors -Alaska Doors with ARCHES, MENU & SIGNAGE: Powerglide Operators TSS Inc.

WATER SYSTEM: CHEMICALS/ WATER SYSTEM: Zep Vehicle Care

PurClean Reclaim

PurClean/PurWater

Rain X and Armor All as well as Portwest Wash Systems, a Surrey,BC-based firm that helped with consulting & planning from ground up and installing most of the equipment. In the industry for 22 years, Portwest is the BC distributor for MacNeil Wash Systems, ICS, PurClean/PurWater and Airlift Doors. Using PurClean reclaim systems SpeedWash has been able to reclaim 70% of its water. “This is highly important to us here in BC where the cost of water is high and we have had periods of draught in the summer. Vehicle wash systems can use 80-gallons per vehicle, so costs quickly mount. Reclaim is another way we keep costs in check. We also use less chemical in the summer, another factor in helping to make SpeedWash profitable,” he says commenting that sites use double sets of wraps and tire scrubbers. Raj researched over two hundred car wash facilities in North America in his hunt for the best and brightest operational stars. He then focused on all of their strengths with particular attention to three key principles, speed, quality and price that he saw as being able to help them take car washing to the next level. At SpeedWash he brought all the principles together in one artfully designed facility. In fact, the Aadmi Group sought to use the building as an attraction that was hard to pass by without noticing. Both Surrey and Langley sites use powerfully designed structures that offer lots of signage and colours as well as architectural details that shirtfronts motorists with a considerable marketing message that is hard to ignore. Raj’s idea was to give motorists everything they wanted in a car wash facility. With 300,000 satisfied customers, you could say he succeeded. OCTANE

MACNEIL WASH SYSTEMS is a proud supplier to the Aadmi Group. Congratulations on another successful SpeedWash site!

Contact MacNeil for expert advice on your car wash project!

OUTLASTS AND OUTSHINES THE REST.

MacNeilWash.com

800.361.7797 Proudly made in Canada!

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SEPTEMBER | OCTOBER 2017 OCTANE

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PREPARE FOR SUCCESS Knowledge drives success in the face of change. What will you discover at The Convenience U CARWACS event? BY KELLY GRAY CANADA’S C-STORES, GAS BARS AND CAR WASHES ARE lightning rods for change. To compete, these businesses need to be at the forefront of new technologies and highly aware of new products and the trends that drive them. Canada’s largest trade event for the convenience retail, gas station and car wash sectors, The Convenience U CARWACS Show will roll out its Calgary slate of educational sessions, trade show exhibition and industry gatherings over two days this October 3-4, 2017 BMO Centre at Stampede Park. There is much to offer. Organizers report that the list of exhibitors continues to grow. Indeed, this issue of YCM/OCTANE carries only a partial slate of the wide range of industry participants who come to the show for the power of a dedicated trade audience hungry for an edge in the marketplace. “I was able to get quite a bit of solid information out of the show and we were able to buy a display oven for the store that has given us new capability in foodservice,” says Hilda St George of Red Robin Market in Claremont, AB. She reports that this year the store has elected to have someone else from the operation take the drive down to Calgary to spread the benefits of the show to as many staffers as possible. “This pays off for us because now another staff person can learn and bring back the goods,” she says. Retailer Revy Reid of Grandmont Gas & Grocery in Grandmont, AB. is already registered and is excited by the prospect of another session at The Convenience U CARWACS Show. She comments that while there is much to take away from the presentations, she really comes for the opportunity to network and develop industry relationships. “Its very valuable for me to attend. This is where I can find new suppliers and discover new products that help us standout from the competition,” she says. Expect to find educational sessions as well as networking opportunities throughout the two day event. In addition to several ‘lunch and learn’ sessions where companies such as PetroCanada, Canadian Tire and Parkland offer closed door gatherings for their employees, the show’s industry experts will host a number of insightful seminars. For example, training maven George Anastasopoulos will deliver the goods over both days with Staffing solutions: Finding the right people and setting them up to succeed 22

OCTANE SEPTEMBER | OCTOBER 2017

(Day One) and Training, incentives and performance management (Day Two). Hugh Large, The Convenience Guru, will also be on hand to offer insights into foodservice best practices. Plan to attend Hugh’s Foodservice excellence: Which model is right for you? (Day one) and The critical success factors on Day Two. All work and no play? Not at The Convenience U CARWACS Show. Immediately following the morning educational sessions on both days is the highly popular game show segment where attendees can gather before lunch to see who really knows their stuff. This year’s format is called Who’s telling the truth?, a fast moving session complete with prizes that allows participants to challenge friends and colleagues at their tables to see who is really telling the straight goods about c-store, gas and car wash info. Hosted by George Anastasopoulos, the event happens at 11:15. No industry gathering would be complete without a great keynote address. This year’s The Convenience U CARWACS Show will feature one of North America’s most in-demand motivational speakers. Michael Kerr is a best selling author and an award-winning funny guy whose “humor in the workplace” and “inspiring workplace” presentations are known for their relevant ideas and inspiration. At this year’s show he promises to have attendees cracking up with his ‘The humour advantage: Why some businesses are laughing all the way to the bank’. Held at 10:45 on Day One, attendees will discover why their culture and their customer service are their #1 competitive advantage. Kerr will share innovative ideas on how to engage employees, build a more inspiring workplace culture, communicate more effectively, manage stress, and deliver customer service that stands out from the crowd. Following lunch on both days the doors to the trade show floor are flung open. Here is Western Canada’s biggest and best array of suppliers to the convenience retail sector, gas bar, car wash and related industries. This where deals are done and success is made among the aisles of product and trade personalities. Make contacts. Make deals. Create success. Have you pencilled in October 3-4, Calgary? If you are serious about business and serious about taking your operation to the next level make a plan to attend. See you at the show! OCTANE CCentral.ca


SHOW GUIDE LISTINGS

709

711

230

231

330

228

229

328

225

324

222

223

322

220

221

320

216

217

316

214

215

314

713

715

329

717

719

721

723

725

Note that exhibitor listings and floor plan represent those exhibitors allocated exhibit space at time of publication only and do not represent all exhibitors participating in the event. Please see addendum distributed at event for a complete list of exhibitors and final floor plan.

727

430

431

530

531

428

429

528

529

628

627 624 625

321

523

622

521

620

623

218

315

414

417

516

415

514

616 515

619

614 615

210

310

208

209

308

309

408

409

206

207

306

307

406

407

200

Access Cash General Partnership

201

300

528

4-191 Attwell Dr., Toronto, ON M9W 5Z2 Phone: 416-247-0200 X.2287 Toll Free: 1-888-289-3939 www.access-cash.com Largest ATM operator in Canada with a nationwide network of more than 9,000 ATMs covering all provinces and territories. Superior reputation for customer service and support.

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411

301

AGI Envirotank Ltd.

508

403

502

401

500

206

PO Box 879, Biggar, SK S0K 0M0 Phone: 306-948-5262 Fax: 306 948-5263 Toll Free: 1-800-746-6646 www.envirotank.com We are the tank experts. Over the past 25 years, we have continued to provide our customers with affordable solutions to all their storage needs.

511

610

509

608

501

AGROPUR Dairy cooperative

601

403

4600, rue Armand-Frappier, St-Hubert, QC J3Z1G5 Phone: 450-878-1745 Fax: 514-232-2728 www.agropur.com Agropur is an important player in the North American dairy industry. With a line of products and brands such as Natrel, Oka, Bel, Iรถgo and Olympic.

Airlift Doors, Inc.

509

4700 Osseo Rd., Minneapolis, MN, USA 55430 Phone: 612-529-1000 Fax: 612-588-7660 Toll Free: 1-888-368-4403 www.airliftdoors.com Leading the commercial door industry for more than 35 years, Airlift Doors, Inc. has a strong network of distributors in Canada and the United States. Manufacturers of the Alaska polycarbonate door, XRS vinyl roll-up door, as well as the Powerglide and Magnaglide pneumatic openers. SEPTEMBER | OCTOBER 2017 OCTANE

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CALGARY OCTOBER 3 & 4, 2017

The Convenience U CARWACS Show

AIR-serv Canada Inc.

417

100 Courtland Ave., Concord, ON L4K 3T6 Phone: 905-760-1234 Fax: 905-760-1233 Toll Free: 1-800-263-1429 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 and maintain at no cost to you.

Bestworth Rommel

614

19818 74th Ave NE, Arlington, WA, USA 98223 Phone: 360-435-2927 Fax: 360-435-3617 www.bestworth.com Bestworth is a full-service company specializing in the architectural design, fabrication, and installation of canopies, ACM wall panels, interlocking corrugates panels and component parts for corporate imaging.

Beverage World Inc.

610

560 Arvin Ave. Unit #4, Stoney Creek, ON L8E 5P1 Phone: 905-643-7713 Fax: 905-643-9562 www.beverageworld.ca @beverageworldca Brand owner of the Pop Shoppe and exclusive Canadian first importer of ALO and Calypso, Lemonade brands with a strategical alliance partnership with Faygo Beverages and Rip It Energy.

24 OCTANE SEPTEMBER | OCTOBER 2017

Blast-Off Fireworks

328

PO Box 407, Selkirk, MB R1A 2B3 Phone: 204-785-8002 Fax: 204-785-8006 Toll Free: 1-866-827-4765 www.blastofffireworks.ca @blastofffwks Send Canada 150 out with a BANG! BLAST-OFF is your source for the largest selection of fireworks in Canada. Higher margins and “Guaranteed Sale” terms on all purchases.

Bulloch Technologies

307

6305 Northam Drive #15, Mississauga, ON L4V 1W9 Phone: 905-678-4625 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

623

4195 Dundas Street West, Suite 346, Etobicoke, ON M8X 1Y4 Phone: 416-239-0339 Fax: 416-239-1076 www.canadiancarwash.ca

Canadian Trade House

Cantest Solutions Inc.

#201 4216-10 Street NE, Calgary, AB T2E 6K3 Phone: 403-237-8829 Fax: 403-237-8830 Toll Free: 1-800-829-4098 www.canadiantrdehouse.com Canadian Trade House- fine food importers and distributors. Featuring

207

2, 23 East Lake Crescent NE, Airdrie, AB T4A 2H5 Phone: 800-318-1441 Fax: 403-912-9337 Toll Free: 800-318-1441 www.cantest.net @CantestSafety Cantest is the country’s largest provider of independent third party meter calibration and recertification, precision tank and line testing, and preventive maintenance inspection services.

CardTronics

324

1420-28 St. NE Bay # 6, Calgary, AB T2A 7W6 Phone: 403-387-2174 Fax: 403-407-1111 www.cardtronics.ca Cardtronics is a full-service provider of ATM managed services and payment processing solutions. Cardtronics provides best-in-class ATM and transaction processing services to major retailers and financial institutions across Canada and around the world.

Computrol Fuel Systems Inc. 516

COUNTRY STYLE MR. SUB A Division of MTY Group 407

Hot Stuff Calzones, Baguettes, Breakfast Sandwiches, Microwave Pizza’s and Classic Poutine.

415

8537 Commerce Court, Burnaby, BC V5A 4N4 Phone: 604-421-1001 Fax: 604-421-1007 www.computrolfuel.com Cardlocks with leading edge software for all kinds of fuel, water and other bulk liquids. Dealers and authorized service representatives throughout Canada.

2 East Beaver Creek Road, Building 1 Richmond Hill, ON L4B 2N3 Phone: 905-762-4667 Fax: 905-762-0476 Toll Free: 1-800-563-6688 www.countrystyle.com www.mrsub.ca QSR offering freshly ground coffee, baked goods and MR SUB Sandwiches.

Creative Door Services Ltd.

210

14904 - 135 Avenue Edmonton, AB T5V 1R9 Phone: 780-483-1789 Fax: 780-484-7067 Toll Free: 1-800-621-3667 www.creativedoor.com Creative Door Services is the largest intelligent access solutions in Western Canada that offer a huge diversity of products for both security and access to the perimeter of any building.

Creative Planogram Company

201

#1 802 Cochrane Dr., Markham, ON L3R 8C9 Phone: 905-947-8791 Fax: 905-947-9147 Toll Free: 1-800-387-3323 www.creativeplanco.com The Creative Planogram Company (CPC) In business since 1986, CPC is Canada’s leader in manufacturing and distributing high margin impulse products including mobile phone and electronic accessories, sunglasses and general merchandise to the Canadian Gas and Convenience channel.

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SHOW GUIDE LISTINGS

CSI/Lustra

531

1997 American Blvd., De Pere WI, USA 54115 Phone: 920-819-1571 Fax: 920-337-9410 www.cleaningsystemsinc.com Cleaning Systems/Lustra is a leading manufacturer of cleaning and protection chemical products as well as chemical application technology with distributors throughout Canada.

CTM Design Services Ltd.

406

210, 340 Midpark Way SE, Calgary, AB T2X 1P1 Phone: 403-640-0990 Fax: 403-259-6506 Toll Free: 1-844-640-0990 www.ctmdesign.ca @ctmdesignserv CTM Design is Canada’s leading fullservice 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-SaintHilaire, QC J3H 0M6 Phone: 450-467-1448 Fax: 450-467-2225 Toll Free: 1-800-408-1448 www.drainvac.com For 35 years, Drainvac International specializes itself in the engineering and manufacturing of commercial and industrial cleaning systems worldwide.

DSL Ltd. Innovative Food Service Solutions

300

14520 128th Ave., Edmonton, AB T5L 3H6 Phone: 780-452-7580 Fax: 780-452-0660 Toll Free: 1-800-665-1125 www.dslinc.com @dslltd DSL- Food Service Solutions supplies, maintains and services all models of Taylor, Henry, Denny, Franke and Flavor Burst equipment. Stop by our booth for something delicious!

Exact One Ltd.

408

4631 Manitoba Rd., SE Calgary, AB T2G 4B9 Phone: 403-287-9411 Fax: 403-214-5999 Toll Free: 1-800-492-4226 www.exacta.com Carwash entry and control systems. Now with EMV including Debit.

Fleming Reid Petroleum Equipment Ltd. 620 81 Boulder Blvd., Unit 104, Stony Plain, AB T7Z 1V6 Phone: 780-963-0300 Fax: 780-823-0260 Toll Free: 1-888-487-0723 www.flemingreid.ca Petroleum equipment distributor; OPW Fuel Management Systems, OPW Fueling Components, KleerBlue DEF Equipment, Piusi DEF Equipment, Environmental Spill Equipment.

FormaShape

208

9505 Haldane Road, Kelowna, BC V4V 2K5 Phone: 250-766-6633 Toll Free: 1-800-882-7638 www.formashape.com FormaShape is the world’s leading provider of fiberglass fascia and signage to the petroleum industry. Design, fabrication and installation of fascia to many of the most recognized brands in Canada.

GIR North America Inc. 320 1001 rue Lenoir - Suite A-503, Montreal, QC H4C 2Z6 Toll Free: 1-844-GIRNAFMS www.gir-na.com GIR manufactures professional fuel management equipment to get in-house fuel distribution under control. Our fuel management system (FMS) comes with real-time capabilities and web-based software.

How do I increase my wash counts and revenue per wash? With merchandising that drives carwash growth. “The SoftWash XT® has been great. Customers love the wash quality and they love the light show provided by the FoamTecs curtain. As a carwash owner, I’m thrilled with the speed. With washes being completed in four minutes, we’re easily able to accommodate every customer. Also, Mark VII assisted

Mark VII Canada 623 S Service Rd Unit 1 Grimsby, ON L3M 4E8 Canada Phone: 866.658.9274 ext.4 Fax: 289.235.7950 salescanada@markvii.net

www.markvii.ca

with promotional materials from day one, helping us to drive carwash growth.” G.Vrao Owner, T-Square Convenience Store Aurora, Colorado

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SEPTEMBER | OCTOBER 2017 OCTANE

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CALGARY OCTOBER 3 & 4, 2017

The Convenience U CARWACS Show

Guardian Chemicals Inc. 521 155-55202 SH 825, Sturgeon Industrial Park, Sturgeon County, AB T8L 5C1 Phone: 780-998-3771 Fax: 780-992-1185 Toll Free: 1-800-661-6544 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.

Hamilton Manufacturing Corp.

306

1026 Hamilton Drive, Holland, OH, USA 43528 Phone: 419-867-4858 Fax: 419-867-4850 Toll Free: 888-723-4858 www.hamiltonmfg.com @hamiltonmfgcorp Leading manufacturers of automated

26 OCTANE SEPTEMBER | OCTOBER 2017

Innovative Control Systems

transaction kiosks, RFID systems, change machines, and cloud-based site solutions.

Harlan Fairbanks

225

Unit #1 2355 52nd Ave. SE, Calgary, AB T2C 4X7 Phone: 403-253-9214 Fax: 403-252-0920 www.harlans.ca We provide a variety of beverage and snack food profit-building programs to a broad range of customers in the c-store, school, recreation and food service segments.

InfoNet Technology Corporation

411

#410- 4585 Canada Way, Burnaby, BC V5G 4L6 Phone: 604-689-7589 Fax: 604-689-7599 Toll Free: 1-888-925-8125 www.infonet-tech.com @infonettech1 We create powerful point-of-sale and fuel management software systems for today’s competitive retail fueling, convenience store and unattended card lock fueling market place.

SHOW GUIDE LISTINGS

314

1349 Jacobsburg Rd., Wind Gap, PA, USA 18091 Phone: 610-881-8000 Fax: 610-881-8100 Toll Free: 1-800-642-9396 www.icscarwashsystems.com ICS Point of sale remote entry management systems for multi-site delivering real time data and statistics via the internet for the car wash industry.

Keller Equipment Supply

301

1228 – 26 Ave S.E., Calgary, AB T2G 5S2 Phone: 403-243-8666 www.keller.ca Keller Equipment Supply has been providing quality equipment to the petroleum industry since 1966. Equipment includes: Wayne dispensers, OPW Blue1, CSI Tanks, and many more quality manufactures.

Mark VII Canada

221

MI Petro Group

222

623 South Service Road, Unit 1, Grimsby, ON L3M 4E8 Phone: 289-235-8325 Toll Free: 1-866-658-9274 www.markvii.net Global supplier of car wash equipment, service and chemicals with direct operations in Canada. 4330 - 116th Ave SE, Calgary, AB T2Z 3Z9 Phone: 403-266-5558 Fax: 403-252-7585 www.mipetro.com MI Petro Group specializes in retail petroleum solutions

Mirage Eyewear Ltd. 308

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 glasses on consignment along with an exclusive selection of signature product lines (ex. Wayfarers, Aviators, Night Drivers, and Silhouettes) and accessories.

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CALGARY OCTOBER 3 & 4, 2017

The Convenience U CARWACS Show

Mondo Products Company Ltd.

511

695 Westney Road S, Unit 1, Ajax, ON L1S 6M9 Phone: 905-426-9339 Fax: 905-426-5240 Toll Free: 1-800-465-5676 www.mondo-products.com Mondo Products is a Canadian owned company that manufactures and markets cleaners and equipment to service the carwash industry.

Mondoux Confectionery

429

1610 Place de Lierre Laval, QC H7G 4X7 Phone: 403-671-4644 Fax: 450-669-9225 Toll Free: 1-800-669-1331 ext. 305 www.mondoux.ca Mondoux Confectionery is family owned and operated since 1967. Our focus is to provide high quality with great value. Brands: Sweet Sixteen, Sweet Magic and Sponge Toffee.

Movilume Inc.

218

9607 - 42 Ave NW, Edmonton, AB T6E 5R2 Phone: 780-851-2280 Toll Free: 866-248-5329 www.movilume.com Customizable exterior accent lighting for retail, restaurant and fuel businesses.

Mystical Distributing Company Ltd.

209

6 Foster Stearns Rd., Trenton, ON K8V 5R5 Phone: 1-800-856-7556 Fax: 1-613-394-4957 Toll Free: 1-800-856-7556 www.mysticaldistributing.com @mysticaldistributing Mystical Distributing is Canada’s largest importer of consumer and display fireworks.

National Energy Equipment Inc. 1850 Derry Road East, Mississauga, ON, L5S 1Y6 Phone: 866-574-5100 www.nee.ca

501

National Smokeless Tobacco Company

601

1000 St Jean blvd., Suite 319, Pointe Claire, QC H9J 3B9 Toll Free: 1-800-361-6041 www.nstco.ca NSTC distributes the two top-selling brands of smokeless tobacco in Canada, COPENHAGEN + SKOAL. NSTC continues to offer products that align with evolving adult consumer preferences.

Nor-Ag Ltd. is a distributor of Nuform Building technologies. North America’s leading manufacturer of PVC wall forming (CONFORM) and lining (RELINE) systems for multiple markets. Nuform creates a bright professional atmosphere. All car wash moisture and humidity issues are solved.

North Shore Tobacco Canada Inc.

530

585 Ave. Meloche, Dorval, QC H9P 2T1 Phone: 514-382-3620 Toll Free: 800-567-3620 www.distex.ca @distexcanada Cooling, refrigeration and ice machines for commercial kitchens.

PO Box 458-124 Norfolk Street, North Simcoe, ON N3Y 4L1 Phone: 519-428-3332 Fax: 519-428-2230 www.northshoretobacco.com North Shore puts all effort into making our products fresh and additive free. Show special but must attend to get discount. Call 519.428.3332 for more information.

Nor-Ag Ltd.

NoviClean Inc.

New Air (Distex)

523

229

#18 Burnt Valley Avenue, Red Deer, AB T4P 0M5 Phone: 403-341-3767 Fax: 403-341-3765 Toll Free: 866-893-3302 www.noragltd.ca

230

#2 1303 45th Ave. NE, Calgary, AB T2E 2P3 Phone: 587-997-6040 www.noviclean.ca NoviClean Inc. is a vehicle wash equipment design, service, sales and

Announcing

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(800) 263-1429 • www.AIR-serv.com 28 OCTANE SEPTEMBER | OCTOBER 2017

CCentral.ca


SHOW GUIDE LISTINGS

distribution company serving the vehicle wash markets in Western Canada.

P.D. McLaren Limited

628

6333 35th St. SE, Calgary, AB T2C 1N1 Phone: 403-287-1633 Fax: 403-287-1663 www.pdmclaren.com

Payment Source Inc.

409

365 Evans Ave., Suite 305 Toronto, ON M8Z 1K2 Phone: 416-255-8897 www.paymentsource.ca @PaymentSourceCA Payment Source provides prepaid mobile top ups, gift cards and financial products/services to more than 15,000 Canadian retailers. We will be showing our card rack and POS terminal.

PDQ Manufacturing Inc. 214 1698 Scheuring Road, De Pere, WI, USA 54115 Phone: 920-983-8333 Fax: 920-983-8330 Toll Free: 800-227-3373 www.pdqinc.com

PDQ Manufacturing is recognized as the technological leader in vehicle wash systems, providing superior quality, outstanding support, and products that contribute to customers’ profitability.

PM Electric Corporation 500 12925-148 St. NW, Edmonton, AB T5L 2H9 Phone: 780-454-6490 Fax: 780-451-0337 www.pmelectric.ca PM Electrics custom design built forecourt distribution and control panels configured to your requirements. Consolidates multiple facets of your businesses electrical room into one cabinet.

Pro Line Sports

414

275 Rocky Lake Drive, Unit 9, Bedford, NS B4A 2T3 Phone: 877-407-3001 Fax: 902-407-3404 www.prolinesports.ca Wholesale distribution

Pumps & Pressure Inc

200

#50 - 5200 64 AVE. S.E., Calgary, AB T2C 4V3 Phone: 403-263-7207 Fax: 404-263-7206 Toll Free: 1-888-430-9359 www.pumpsandpressure.com Automatic, Wash Bay and Detailing Equipment is what makes P&P your best choice. We service everything we sell, and size the right equipment for every application every time.

Raimac Food Store Equipment

625

#54 East, 69th Avenue, Vancouver, BC V5X 4R2 Phone: 604-324-1466 Fax: 604-327-1334 Toll Free: 1-888-477-7701 www.raimac.com Everything for the food store except the food. Chester’s chicken we have the equipment, breading, training. We can start your take out business.

Rockyview Industries Inc. 7110 Fairmount Dr. SE, Calgary, AB T2E 0X4

329

Phone: 403-293-1188 Fax: 403-293-1717 Toll Free: 1-888-447-2077 www.rockyviewindustries.com Car wash sales and service

Silverstone Builders Inc.

608

PO Box 5840, Westlock, AB T7P 2P6 Phone: 780-349-2185 Fax: 780-349-2199 www.silverstonebuildersinc.ca Silverstone Builders Precast insulated concrete panels, offer incredible value with quick build times, flexible design and personal service you can count on.

Talius

316

PO Box 3279, 5501-46th Avenue SE, Salmon Arm, BC V1E 4S1 Phone: 250-832-7777 Fax: 250-832-8577 www.talius.com Security rollshutters. Talius is North America’s leading manufacturer and trusted supplier of security solutions for convenience stores and car washes.

Think Small. (except when en it comes to profits profits.) ts.)

SONNY’S

43-XTB

Xtreme Hybrid Tunnel System Wash, Wax, Seal, Tire Shine, & Dry

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35 foot bay ay 50 cars perr ho hour. ur. r. Xtreme Throughput ugh ug ughput ghp hpu put t 50+ clean, dry, shiny cars ars per hour lets you capitalize on spikes in volume without slowing production. Xtreme Size Requires only 35-feet of bay space. Exclusive shallow pit conveyor and reduced electrical load requirements makes in-bay retrofits easy and affordable.

Aldo Waters Ownerr — OK 1 Stop. Ardmore, OK Xtreme Profit The Besttotal Selling Conveyorized Equipment in the world Standard triple foam, body protectant, Car and Wash tire dressing application lets you increase dollar-per-car revenue without slowing production.

WASH LINKS is a member of SONNY’S Select Service Organization Call Bill Barber at 1-855-695-3141 or email at bill@washlinks.ca

CCentral.ca

SEPTEMBER | OCTOBER 2017 OCTANE 29


CALGARY OCTOBER 3 & 4, 2017

The Convenience U CARWACS Show

The Great Canadian Meat Company Inc.

514

1390 Hopkins St., Whitby, ON L1N 2C3 Phone: 905-666-9395 Fax: 905-666-0224 www.greatcanadianmeat.com We are a proudly Canadian Company that understands the importance of producing high quality gourmet meats. We use the finest ingredients, including locally raised, pork and premium beef from Western Canada.

Tommy Car Wash Systems

502

581 Ottawa Ave., Suite 300, Holland, MI USA 49423 Phone: 616-494-0771 www.tommycarwash.com Tommy Car Wash Systems provides long-lasting high performance stainless steel express tunnel equipment and attractive buildings. Unique integrated platform is designed so the building and equipment work together to provide a remarkably efficient, low-labour cost site. Now offering franchise opportunities.

Top Star Hitech Ltd

616

#111-, 3825 34th St. N E, Calgary, AB T1Y 6Z8 Phone: 403-608-5051

Total Meter Services Inc.

215

70 Worcester Road, Toronto, ON M9W 5X2 Phone: 416-846-2498 Fax: 416-225-1938 www.totalmeter.com For more than 30 years, TMS has provided automated propane dispensing systems, turnkey automation solutions from skid fabrication to automation software and meter calibration.

Turtle Wax® Pro

428

350 S. Northwest Highway, Suite 300, Park Ridge, IL USA 60068 Toll Free: 1-877-857-3870 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.

United Distribution Network

SHOW GUIDE LISTINGS

615

PO Box 80017, Airdrie, AB T4B 2V8 Fax: 403-817-6084 Toll Free: 1-888-412-8684 www.uniteddistribution.ca

VMS Distribution

627

PO Box 395, Brentwood Bay, BC V8M 1R3 Phone: 250-652-2376 Fax: 250-652-8604 www.valleymusicsales.com For over 100 years VMS Distribution has been providing DSD service specializing in the entertainment category along with a large variety of seasonal and impulse products.

Van Houtte Coffee Service Inc.

401

Bay 1, 2915 10th Avenue NE, Calgary, AB T2A 5L4 Phone: 403-648-8468 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 selections.

Wash Pros Inc.

430

13855-156 Street, Edmonton, AB T6V 1J1 Phone: 780-455-8779 Fax: 780-488-6360 Toll Free: 1-844-297-WASH (9274) Info@washprostws.ca Car wash equipment sales and service. Distributor for Turtle Wax Pro, Sonny’s The Carwash Factory, DEMA, Hydraflex, Drainvac, Mosmatic, SMC & Airlift Doors.

Wash Tech

529

190 Southgate Dr., Guelph, ON N1G 4P5 Phone: 800-667-0228 www.wash-tech.ca Sales, service, installation. tunnel, in-bay automatic, self -serve. touchless and friction.

Washtech Ltd.

619

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

30 OCTANE SEPTEMBER | OCTOBER 2017

Western Convenience Store Association

216

#5-1146 Pacific Blvd, Vancouver, BC V6Z 2Y4 Phone: 778-987-4440 Fax: 604-648-9641 Toll Free: 855-734-2487 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.

Western Refrigeration & Beverage Equipment Ltd. 508 1232-36th Ave. NE, Alberta, T2E 6M8 Phone : 403-250-9656 Fax : 403–291-9213 Toll Free: 888-443-1946 www.wr.ca Canada’s leading food store equipment distributor since 1946. Western Refrigeration provides complete turnkey equipment packages, which include: equipment sales, store design, installation, product training and warranty coverage. We are committed to providing top quality products, exceptional service and innovative business solutions to help drive our customers’ success.

Wiz-Tec Computing Technologies Inc.

515

17, 4312 Ogden Rd SE, Calgary, AB T2G 4V3 Phone: 403-250-8660 Fax: 403-476-8935 Toll Free: 1-866-361-7846 www.wiz-tec.com ZoomLock: realtime multi-store cardlock solutions vGas: self-service & cardlock solutions vPOS: 100% compatible mobile POS ZoomPAP: central credit card for Cardlock and Pay at the Pump

Zep Vehicle Care, Inc.

315

2930 Waters Road, Suite 230 Eagan, MN USA 55121 Phone: 651-251-7005 www.zepvehiclecare.com Zep Vehicle Care offers complete car wash solutions for sites of all sizes and locations. Brands include Rain-X, Armor All, Blue Corral and Black Magic. Come learn how Zep’s popular Assure Program can take your wash to the next level of profitability.

CCentral.ca


• Commercial Vehicle Wash Equipment • Cleaning Equipment • Automatic Car Washes

• Waste Water Recycle

• Air Compressors

• CAT Pumps & pumps of all kinds

• Cleaning Chemicals

• Pressure Washers

• Car Wash Accessories

© Mosmatic Canada Inc. July 2017. Subject to change without notice. All rights reserved.

Mosmatic Canada Inc. Phone +1-844-384-1602 Email canada@mosmatic.com Internet www.mosmatic.com

MANUFACTURER OF PRODUCTS FOR

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SEPTEMBER | OCTOBER 2017 OCTANE

31


.


    

THE

SHOW GUIDE CAL

OCTO

GAR Y BE R3&

4

SEE OCTANE PAGES 22-30 FOR SHOW PREVIEW AND EXHIBITOR LISTINGS

SEPTEMBER/OCTOBER 2017 $12.00 CCentral.ca CCentral CC ca @CC @ @CCentral360 CC entral36 360


DORITOS* SONIC CREAM* tortilla chips (80g & 250g) Bringing back one of the MOST REQUESTED Doritos* Flavours EVER1

PROGRAM DETAILS TIMING: Sept 10, 2017 – Jan 20, 2018 TERMS: 19-Week Limited Time Offer Out-performed testing on our best LTO – Ketchup – on both Purchase Intent & Overall Opinion!2 Sources: (1) CRC Responses YTD November 2016 (2) ACCE CLT Testing 2017

RUFFLES* Salt & Vinegar potato chips (66g & 220g) Elevate the At-home NFL Viewing Experience with the #1 RECOMMENDED Flavour to Re-Launch from Innovation Research1

PROGRAM DETAILS TIMING: Sept 10 – Nov 4, 2017 TERMS: 8-Week Limited Time Offer Sources: (1) Fresh Intelligence TURF Flavour Study (2) PFC Consumer Relations Reports, 2016 *Trademark used under license by Frito Lay Canada © Frito-Lay North America, Inc. 2017

#1 Flavour of RUFFLES* chips consumers ask where to buy when calling consumer relations2


    

SEPTEMBER/OCTOBER 2017

70

Volume 22 | Number 5

27

15 ADVERTISERS

CONTENTS

A&W Food Services of Canada Inc................ 19

05

The Convenience U CARWACS Show – Calgary.............................. 9 Dare Foods ..................................................... 22 Fisherman’s Friend ........................................... 6

07

Health Canada ................................................ 26 Hershey Canada Inc. ...................................... 11 Lassonde ........................................................ 14 MTY Group ..................................................... 21 Mondelez Canada Inc..................................... 20 NACDA ........................................................... 29 Payment Source Inc. ................................ 12, 13 PepsiCo Foods Canada .................................... 2 Perfetti Van Melle ........................................... 25 Promo Select - Period 5 ........................... 30, 31 Regal Confections ................................. 4, 17, 23

08

Editor’s Message Changing demographics Chew On This Upcoming industry events Snap Shot: GUM Niche sectors drive sales gains in this c-store staple

10

15

21

19 24

Big Picture US Industry’s pump-to-store conversion rate plateaus

27

Blurring the Lines Quick foods partner with fast service retail to create a formidable convenience package

NEW OFFERS PAGES 30-31

Staff Training When staff are trained to succeed, everybody benefits Data Mine: BEVERAGES The drinks business is big business. Are you paying attention to your key demographics?

Building Trust Convenience operators are turning to branded foodservice to set the table for better sales

Vidal Candies Canada ..................................... 18

CCentral.ca

SEPTEMBER | OCTOBER 2017

3


tk AD


     TM

EDITOR’S MESSAGE

CANADA’S CAR WASH & PETROLEUM MAGAZINE 70

2300 Yonge Street, Suite 1510 Toronto, ON M4P 1E4 (416) 256-9908 (877) 687-7321 Fax (888) 889-9522 www.CCentral.ca GROUP PUBLISHER Jennifer Litterick jlitterick@ensembleiq.com VICE PRESIDENT/DIRECTOR, EVENTS & MARKETING Michael Cronin mcronin@ensembleiq.com AUDIENCE DEVELOPMENT MANAGER Lina Trunina ltrunina@ensembleiq.com WEB OPERATIONS MANAGER Valerie White vwhite@ensembleiq.com EDITORIAL EDITOR Kelly Gray kgray@ensembleiq.com ONLINE EDITOR Nikki Lockington nlockington@ensembleiq.com TRANSLATION Danielle Hart ADVERTISING SALES DIRECTOR OF PARTNERSHIPS David Wood dwood@ensembleiq.com SALES REPRESENTATIVE Elijah Hoffman ehoffman@ensembleiq.com SALES & EVENTS COORDINATOR Claudia Castro DESIGN & PRODUCTION DIRECTOR OF PRODUCTION & DESIGN CANADA Derek Estey destey@ensembleiq.com

CORPORATE OFFICERS EXECUTIVE CHAIRMAN Alan Glass CHIEF OPERATING OFFICER Richard Rivera

CHANGING DEMOGRAPHICS

CHIEF BRAND OFFICER Jeff Greisch CHIEF FINANCIAL OFFICER Len Farrell CHIEF BUSINESS DEVELOPMENT OFFICER & PRESIDENT, ENSEMBLEIQ CANADA Korry Stagnito PRESIDENT OF ENTERPRISE SOLUTIONS/ CHIEF CUSTOMER OFFICER Ned Bardic CHIEF DIGITAL OFFICER Joel Hughes CHIEF HUMAN RESOURCES OFFICER Greg Flores

PRODUCTION MANAGER Michael Kimpton mkimpton@ensembleiq.com ART DIRECTOR Josephine Woertman jwoertman@ensembleiq.com CONTRIBUTING DESIGNER Erin McPhee

SUBSCRIPTION SERVICES Phone: 1-844-694-4422 Fax: 1-844-815-0700 between 9 a.m. to 5 p.m. EST weekdays Email: ycm@convenience.ca

REPRINTS, PERMISSIONS AND LICENSING Please contact Wright’s Media Email: ensembleiq@wrightsmedia.com Phone: 1-877-652-5295

YCM Distributor Advisory Board G. Stevens, R. Robertson, ITWAL Limited; L. Hand, J.B. Hand & Sons Ltd.; T. Tetlock, Pratts Limited; J. Beaudry, J.P. Beaudry Ltée.

YCM Editorial Advisory Board

In the next three years 50% of the population will be comprised of Millennials, those people born between 1980 and 2000. This makes up a big portion of customer base and worker cohorts. With this also comes unique challenges to employers and marketers if they don’t get the big picture on this important demographic. HR industry organizations point out that this group has a different mindset than that of their parents when it comes to establishing a work/life balance and goal achievement not to mention the products they find valuable. Indeed, reports talk about more than 60% of Millennials stating they will leave their jobs over the next four years with 50% of the group telling that they plan to start their own businesses. Jobs in the mean time are just stop gap pay checks that are seen as disposable. In fact, Millennials have been the most impacted by full-time employment scarcity and the insecurity of low paying part time work and it has greatly shaped their views on the workplace and commerce. As Baby Boomers (the next largest group) moves off into the sunset, Millennials will be the defining segment in the population. Now, this group is defined as disruptors of industry and overall game changers. Highly tech savvy, Millennials will continue to push the envelope and create enormous changes to traditional business models as they take the reins of majority. Expect this group to innovate and challenge the norms with things like pop up stores, more and greater digital technology and products that carry a much stronger good-for-you halo. Consider this as a fact - the part time worker at your operation could well become your competitor in a changing economic environment where Millennials and GenZers best understand the needs of society’s key demographic. Now more than ever change means survival for business. The old rules of bricks and mortar stores and line ups at the cash desk are falling away and a new order of business is making itself known. Are you listening to your Millennial staff and customers?

Brian Benison, Bic Inc.; Melani Melnyk, y Mondele¯z International; Tim Corkum, Rothmans, Benson & Hedges Inc.; T. McGowan, Nestlé Canada

– Kelly kgray@ensembleiq.com

YCM/OCTANE NE is i published bli h d six i times ti a year by b Stagnito St g it Partners P t Canada C d Inc. I YCM/OCTANE YCM/OCTA 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 welcomed, but cannot be acknowledged or returned. © Copyright 2017. All rights reserved. No part of this publication may be reproduced in any form, including photocopying and electronic retrieval/retransmission, without permission of the publisher.

Printed in Canada at Transcontinental PM42940023

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CALENDAR OF EVENTS LE SALON DES DÉPANNEURS DU QUÉBEC SEPTEMBER 19-20, 2017 Place Forzani, Laval, QC salondec.com

NATIONAL CONVENIENCE INDUSTRY SUMMIT (NCIS) SEPTEMBER 26-28, 2017 Le Concorde, Quebec City, QC nacda.ca

THE CONVENIENCE U CARWACS SHOW CALGARY OCTOBER 3-4, 2017

NACS OCTOBER 17-20, 2017

ACSA RETAIL CONVENIENCE AWARDS GALA NOVEMBER 9, 2017

McCormick Place, Chicago, IL www.nacsonline.com

Halifax Marriott Harbourfront Hotel, Halifax, NS theacsa.ca

GROCERY INNOVATIONS CANADA OCTOBER 23-24, 2017

NACS LEADERSHIP FORUM FEBRUARY 7-9, 2018

Toronto Congress Centre www.groceryinnovations.com

Trump National Doral Miami, Miami, FL

COFFEE ASSOCIATION OF CANADA’S 2017 ANNUAL CONFERENCE, NOVEMBER 8, 2017 Salon, Toronto Reference Library Visit: CoffeeAssoc.com

BMO Centre at Stampede Park, Calgary, AB convenienceu.ca

CCENTRAL E-NEWS

RESTAURANTS CANADA FEBRUARY 25-27, 2018 Enercare Centre, Toronto, ON

THE CONVENIENCE U CARWACS SHOW MARCH 6-7, 2018. The Toronto Congress Centre 650 Dixon Rd, Toronto ON, www.convenienceu.ca

Get a dose of industry news delivered directly to your inbox. Sign up for CCentral E-News online at CCentral.ca!

WISE WORDS

Sign Up

WEIGH IN TO WIN! Answer our latest poll question on CCentral.ca for your chance to win a Regal Confections prize pack!

“In 1996 we renovated the laundry and got rid of the pizza restaurant in favour of quick service sandwiches. We were able to bring the square footage of the store up to 2000 sq. ft. and increase our range of general grocery items. Since 1996 we have had 20 years of continual growth.”

‘‘ WIN! Have Your Say

for a chance to

Jim Smith, Mik’s Quick Way, Blind River ON.

CCentral.ca

SEPTEMBER | OCTOBER 2017

7


SNAP SHOT

GUM

GUM

Niche sectors drive sales gains in this c-store staple BY KELLY GRAY

Canadians chew a lot of gum with consumers munching on some $490 million worth last year. That said, numbers are in decline. We just don’t go for gum like we used to. In fact, industry sources report sales are down by 1% in dollar sales and 2% in volume and suggestions are this is a continuing trend. Leaders continue to be Cadbury Adams (Mondelez) and Wrigley (Mars) who together control more than 95% of the Canadian chewing gum trade. Wrigley, at 49% of the market is the top player with brands such as Juicy Fruit (a legacy brand that has been around since the 1800’s), 5, Excel, Extra, and Freedent. Cadbury Adams offers Dentyne, Trident, and Bubbliciuos as well as others in a portfolio that also moves into products such as Halls cough lozenges and Certs breath mints. Hershey is also in the market with IceBreakers, a line they picked up from Nabisco in 2000. Euromonitor reports that global gum sales are expected to climb by 32% by 2020. Here in Canada numerous factors such as cultural differences, anti smoking legislation, and the rise in powerful breath mints have worked to hold gum sales down. In one report Euromonitor senior analyst Jared Koerten suggests

that Millennials, a highly important demographic, have not bought into gum use and see it as an unprofessional practise and counter to their established snacking habits. As well, current reductions in Canada’s smoking habits has fewer consumers turning to gum as a freshener for tobacco breath. Those that do smoke are looking more often to powerful mini mints to counter the bad taste and odour of cigarettes. Gains here are coming from niche sectors. For example, sugar free products are up marginally and entries from good-for-you brands are moving forward. Pur offers a line of eight flavours that it markets as aspartame free, soy free, gluten free, non GMO and nut free. Made using Xylitol, a natural sugar substitute that as 40% fewer calories than sugar with the same sweetness, Pur is edging up in the market. Wrigley, is also using this natural sweetener in some of its brands such as Extra and Orbit. Cadbury Adams is using Xylitol in its Trident formulations. Marketing on gum is strong on dental hygiene, low calories, and breath. Products such as Mentos, currently sold in more than 130 countries worldwide by the Italian corporation Perfetti Van Melle, trades on fun and breath freshening ability. Novelty, as seen in Mento’s Airheads brand, is another key sales driver especially with the youth market. Airheads is categorized as a chew rather than a traditional gum and, like Mentos, creates attraction through targeted fun advertising.

5 MERCHANDISING TIPS Gum sales are highly impulse driven. Not surprisingly the best sales come from areas around POS. Small displays right on the cash desk maximizes this opportunity.

8

SEPTEMBER | OCTOBER 2017

2.

Fewer Canadians are smoking and as a result they are looking less frequently for a breath freshener to combat tobacco mouth. We are drinking more coffee. Place gum near or on coffee displays

3.

Team gum alongside auxiliary smoking products such as lighters and cigarette papers

4.

Gum consumers are highly brand loyal. Keep top brands such as Extra and Trident in stock.

5.

Be aware of novelty and new product introductions. The youth market is driven by product innovation that creates excitement. Merchandise these prominently in the confectionary section where kids shop.

CCentral.ca

PHOTOCREDIT GETTY IMAGESTK

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BIG PICTURE

USA

US INDUSTRY’S PUMP-TO-STORE CONVERSION RATE PLATEAUS CSNews research shows frequent shoppers key to improvement BY DON LONGO

Since 2011, convenience stores have greatly improved their ability to lure consumers from the fuel dispensers at the forecourt into the store to buy food, drinks and other merchandise. This year, nearly a third of consumers who purchased gas at a convenience store said they go inside the store to make additional purchases. That’s more than twice the rate of only six years ago, when just 15 percent of shoppers said they go from the tanks to the store, according to the annual Convenience Store News Realities of the Aisle Consumer Study. Since 2011, that conversion rate improved steadily until plateauing at 33.1 percent in 2015. Last year, the rate of converting fuel consumers to instore shoppers was 33 percent. In this year’s Realities of the Aisle study, the conversion rate dipped slightly to 31.4 percent. Similarly, the percentage of consumers who buy gas but rarely or never go inside the store fell from 47.6 percent in 2011 to 15.6 percent in 2015, before inching up again to 18.2 percent in 2017. This year’s research findings 10

SEPTEMBER | OCTOBER 2017

suggest that c-store retailers can get past this 31- to 33-percent conversion plateau by focusing on increasing their number of frequent or heavy shoppers. More than half of consumers who stopped at a c-store on a daily basis (55.1 percent) this year went inside the store to make a purchase every, or almost every, time they stopped for gas. Even weekly shoppers went into the store more often than average (35.1 percent). About 40 percent of gas shoppers who did go in the store said they did so due to some kind of promotional element that drew them inside. The largest percentage (17 percent) were drawn in by a frequent buyer or loyalty program. Don Longo is editorial director of EnsembleIQ’s Convenience Store News. He has covered retailing for more than 30 years as a reporter, editor and publisher. Previously, he spearheaded the editorial efforts at a variety of business publications focused on mass, drug, grocery and specialty store retailing. Convenience Store News won American Business Media’s Jesse H. Neal Award for Best Issue of the Year in 2008 and 2012. Longo has won numerous other editorial awards over his career and is frequently quoted in the national and local news media on the subjects of retailing and consumer trends. CCentral.ca


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CUSTOM CONTENT

Now’s The Time For Prepay Now Prepay offers diversity in prepaid cards and payment products that works to increase foot traffic and store revenue.

The Canadian prepaid and payment market is growing, and if merchandised and managed successfully, it can offer retailers a new revenue stream (and another reason for your customers to visit you!). Indeed, as the convenience retail market continues to evolve, every c-retailer should be proactively searching for new opportunities to increase product assortment and bring repeat customers back in store. Now Prepay provides independent convenience and gas retailers with prepaid products and services, including prepaid and general purpose reloadable VISA and MasterCards, gift cards and online payment vouchers. “Since inception, we’ve continued to diversify our product offering, staying ahead of the curve, and offering solutions to our retailers that are beyond just wireless top ups,” says Grace Caputo, General Manager, Payment Source Inc. Not only does the prepaid card market provide incentive for your customers to shop your store, it can also boost your bottom line. “The average monthly sales per petroleum retailer have benefited from this diversification, and showed a 53% growth in sales volume from 2013 to 2015,” says Caputo.

GETTING STARTED In a recent survey of Canadian convenience and petroleum retailers, 71% stated that they already offer prepaid cards or products. Further, 55.7% of these retailers stated that they offer prepaid cards as a way to diversify their product assortment, and 54% carry these products as a way to increase foot traffic. It’s a growing opportunity for c-gas retailers, but how do you know where to start? Opting to work with an experienced company is the first step. Retailers can visit www.nowprepay.ca to learn more about the company, and to find a program that will best fit the needs of their businesses. “There is often no cost to get a retailer up and running, other than the time they invest to learn about the category and send in their application for service,” says Caputo.

MERCHANDISING FOR SUCCESS Once you’ve introduced the right program in your store, it’s all about making the most of the opportunity.

“Now Prepay does things differently. There’s a reason we have 15,000 retailers who trust us to help them grow their business.”

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Most programs offer some form of merchandising solution, typically a counter or floor rack. The key is ensuring there is some form of merchandising and point-of-sale material in store to let consumers know that you’re carrying a certain brand. It’s also important to choose a high-traffic location, such as near the cash register or along the path to purchase.

55.7% of retailers offer prepaid cards as a way to diversify their product assortment and 54% or retailers carry these products as a way to increase foot traffic.* *National survey of Independent Convenience and Convenience Gas retailers July 2017.

QUICK TIPS

WHY NOW PREPAY? “Our dedicated team of customer support representatives offers multi-lingual support seven days a week,” says Caputo. “Additionally, our fulfillment distribution is done in house, meaning that we’re always here to ensure your program is working at top efficiency.” For about a quarter of retailers surveyed who don’t use prepaid cards, a concern about the safety and security of prepaid cards is a main barrier to entry. But an important benefit of working with Now Prepay is the experience, education and support their experts can provide. “We provide all of our retailers with detailed fraud prevention program and keep them up to date with alerts and advisories in real time,” says Caputo. “Now Prepay does things differently. There’s a reason we have 15,000 retailers who trust us to help them grow their business,” says Caputo. “Our specialty is the independent convenience and independent petroleum market and we know what’s needed in this area to make a prepaid program successful.”

LIFT REVENUE BY AN AVERAGE OF WITH LITTLE TO NO EFFORT

* Average

By Payment Source

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Prepaid programs give customers a reason to come into your store.

• Increase revenue. The

extra foot traffic coming into your store will more often purchase items outside of the prepaid product selection for increased profit.

• Makes growing your

business easier. With retailers stating that prepaid programs lift revenue by as much as 9% the business growth happens with little or no effort from the store owner.

9%

*

Increased )RRW7UDIƓF

Increased Revenue

Grow Your Business

Give your customers a reason to come into your store by offering the gift cards, phone cards, and prepaid products they’re looking for!

Take advantage the extra IRRWWUDIŵFFRPLQJWR\RXU store looking for prepaid cards by upselling them on other store items IRULQFUHDVHGSURŵW

Watch your business grow with no extra work by you! Simply contact us to get started!

Stock your store with items like

• Increase store traffic.

and brands like

Get Started with Now Prepay www.nowprepay.ca | 1 800 253-2111 SEPTEMBER | OCTOBER 2017

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Q U I C K F O O D M E E T S F A S T R E TA I L

BLURRING THE LINES Branded foodservice and creative menus from independent operators are working to change the face of Canada’s c-stores BRANDON GRAY

BY KELLY GRAY

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SEPTEMBER | OCTOBER 2017

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LAST YEAR CANADIANS TURNED to convenience retail for a quick snack or a meal time solution more than ever. Chicago-based market researcher, Technomic, reports sales of prepared dishes from soups to lasagna to salads to pizza slices were ahead by four points in Canada last year. Retail items such as packaged sandwiches, burritos, and other factory made snacks fared even better with sales up six points. What this says is that time harried Canadians are looking more often to c-store to combat meal time challenges. In fact, 24% of visits to c-stores are now for breakfast, lunch and dinner items. And, while 26% of visits are for snacks like a doughnut or a bag of chips, the trend is pushing toward greater reliance on the neighbourhood quick service retailer for a fast and delicious meal. “While beverage-only (51% of visits) and snack occasions are the cornerstone of c-store foodservice, opportunities exist to broaden offerings for meal occasions,” says Technomic principal Donna Hood Crecca. She suggests that by boosting appeal for meals operators could increase sales, because meals tend to have higher cheque averages than beverage-only or snacking occasions. “Meeting consumers’ needs for convenience and satiety will be key. Pre-packaged options could enhance appeal for meals, while portable breakfast options, such as sandwiches, may help encourage morning visitors to purchase a full meal along with their beverages.” Another key element to satisfying consumer demand for prepared food items is health and wellness. Indeed, health is top of mind with more than a third (35%) 16

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of c-store patrons telling Technomic more healthful items would encourage them to purchase c-store foodservice more often. “In addition to menuing familiar healthful fare like salads and fruit, c-stores should note clean ingredients when applicable. Ultimately, being transparent about items’ nutritional content and sourcing will be key as c-stores look to continually improve health perceptions,” says Crecca. Essential to the delivery and consumer acceptance of convenience store food offerings is store organization, affordability and cleanliness. Technomic discovered that expectations for unit appearance and ambience will likely rise as more consumers are considering c-stores for foodservice occasions.“Store appearance can be used to improve quality perceptions. For instance, well-maintained food bars and transparent set-ups for made-in-store items can help convey freshness, which may help spur foodservice purchases,” says Crecca. This trend to greater presence of foodservice in convenience setting is one not lost on the major players in QSR (Quick Service Restaurants) brands. For example A&W launched a strategy in 2015 that will add as many as 300 new restaurants across Canada, with up to 100 being new ‘convenience’ sites, located in gas and c-stores over the next five years. The Vancouver-based chain is looking to add to its traditional standalone sites. These include locations such as c-stores across the country.”These locations are ideal for smaller towns and c-store locations are a perfect fit,” says Richard Williams, A&W’s Director, National Real Estate, Gas

& Convenience. He reports they are currently working with major partners such as Petro Canada, Parkland, Canadian Tire and Irving Oil as well as others. Locations that are in the 1500 sq.ft. to 1700 sq.ft range have recently opened in Red Deer, AB, Kelowna, BC and Fergus, ON. Williams suggests that many site operators elect to go with a franchisee that runs the foodservice business rather than step into a fresh skill set. Behind the growth and acceptance of cohabiting foodservice brands is their CCentral.ca

CHANTALE LECOURS; BRANDON GRAY

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While beverage-only (51% of visits) and snack occasions are the cornerstone of c-store foodservice, opportunities exist to broaden offerings for meal occasions

ability to offer product consistency, systemized business structure, and professional standards that the public know and understand. “In the past people were not interested in gas station dining,” says Williams. “Now, with stations becoming one-stop-shop retail service centres that thinking has changed and branded foodservice is behind the trust people now have when they buy a meal alongside gas and a car wash.” A&W has made a play thanks to its ability to cover all day parts by offering both burgers and breakfast 24 hours a day. To be a success in c-store foodservice you cannot leave money on the table by having a brand that is an all breakfast or lunch menu. Here lies the success of MTY Food Group, a Toronto-based franchisor with more than 30 brands like Mr. Sub, Thai Express and Country Style in its

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considerable portfolio. Karen Weldman is MTY’s Vice President, New Business Development - Express Brands. Like Williams, Weldman is seeing a surge is branding at convenience. She suggests that franchising provides training and product consistency that is hard to come by if you are a one site independent. “There are a lot of collateral benefits to having a well known brand attached to your site. This includes national and regional advertising to draw customers to the store as well as the halo effect a brand’s positive market identity can have on a small retailer,” she says. More, she comments that having a franchise really puts you in the foodservice business. “Many convenience operators dabble in aspects of the sector, but often fail in execution or don’t complete the day part challenge,” she says mention-

ing one operator that got serious about being in the coffee business, bought into a franchisee and saw monthly hot beverage sales climb to $22,000. Brands also suggest fresh, in-house prepared foods. This counters the perception that c-stores are home to packaged sandwiches and basic fare like hotdogs. Certainly marquees such as Mr. Sub or Extreme Pita convey a good-for-you glow that is attractive to a customer base that demands better health in dining. Currently it is the chain operator in both gas and non-gas sectors that are driving the presence of branded foodservice in c-retail. Taken together (gas and non-gas), in-store or stand-alone food sites at chains contribute more than 10% of sales. And, as operators seek ways to maximize the return on each square foot of land, expect to see more operators team with quick service food brands to drive revenues and enhance their customers’ convenience experience. In the face of this competition where the lines are being blurred between retail and restaurant, independent operators must look and see this as a menu for change.

TAKE AWAYS

• Consider innovative mashups from ethnic

selections or mix and mash from traditional fare to create uniqueness • Pay attention to younger market demands for quality, health and made-to-order • Women are more interested in healthy and diet fare. Pay attention to this and find an increase in basket totals in the c-store.

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CONSUMERS SPEAK ON FOODSERVICE In its Canadian C-Store Foodservice Consumer Trend Report Technomic asked approximately 525 persons 19 years and older: “How likely or unlikely would you be to purchase prepared items more often from convenience-stores if they offered the following? Likely & extremely likely.�

More specials or promotions Higher quality prepared foods More healthful items Higher quality prepared drinks More unique items More premium ingredients Can combine different formats Retail alcohol beverages Made-to-order drink stations Name-brand items Made-to-order food stations

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37% 36% 35% 33% 30% 27% 25% 24% 22% 21% 19%

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CASE STUDY

BUILDING TRUST When this Ontario convenience operator wanted to enhance their service package they looked to foodservice to fill the hunger for larger sales BY KELLY GRAY

he Unipetro Group, an Ontario-based property investment company that operates gas bars and other businesses, has opened its newest site in Brampton. The location will feature a Husky fueling centre and convenience store as well as four foodservice brands that the operator suggests will take the location to a higher service plateau. Unipetro is headed by Albert Chou, an Ontario businessman that was Husky’s first commercial

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operator in the GTA. His son Matt, Vice-president of Strategic Development with the company tells that with the recent spate of M&A’s in petroleum’s downstream they saw this as a good time to enhance their offering with a broader one-stop-shop concept that is new for Husky. The Chou’s had been operators of truck stop sites with Husky House restaurants. They had been finding the concept needed some new vigour and wanted a way to freshen their locations. What they have created is a site with four foodservice brands under one roof in what is essentially a foodcourt inside a c-store. “We have had this vision of a site with multiple offerings since we started back in 1989. My father has been very keen on the three-in-one concept (gasbar, c-store, branded foodservice) and this site at 7965 Mississauga Road is an example of how we are moving forward with innovative products and a focus on design,” he says. According to Chou their goal has been to create more of an experience for motorists that stop by just for gas and decide to take advantage of the foodservice component. There is also an aspect that draws customers to the site for just their food menu offerings. Regardless, the foodservice banners create a more profitable foundation for a business that is hard to run on only gas sales. “It’s an economy

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We want to be a meal time solution provider for our customers that are time crunched

of scale where we maximize our opportunities on this footprint.” At the site they have a Thai Express with 38 seats as well as a Mr. Sub and Country Style coffee shop with drive thru. They also have an in-house developed brand, Dragon Express, that features Chinese inspired dishes that are attractive to customers looking for traditional Cantonese style foods as well as vegetarian or Halal options that fit with the cultural mix of the neighbourhood the site serves. “The four brands deliver on all day parts and offer a bit of something for everyone. Here in Mississauga/Brampton we have a considerable melting pot of cultures and this mix covers all the bases,” says Matt, noting that the brand choice is very deliberate. “My background is in data management. We really drilled down into the numbers to look at this opportunity. We looked at the P&L’s and turnkey costs and saw the value right away. We could also see that QSR and convenience retail share a lot of attributes. We could take advantage of this, because we understand convenience,” he says, noting that they looked for equipment such as coolers and gondolas that could convey a sense of openness and freshness in-store. “We wanted to get away from the idea a c-store is a place filled with packaged sandwiches and stale baked goods. We want to be a meal time solution provider for our customers that are time crunched.” Chou reports that it was important for them to team with an organization that offered supports such as training, menu development, and quality controls. “We have experience with our truck stops, but recognized that we are really in the fuel business getting into the foodservice business. Its good to have supports when questions come up or when we want to increase sales and look for marketing supports.” Concluding Chou says that the foodservice banners work to help define the site. “People can see us from a long ways off and even at 100 kilometres per hour customers know what to expect from the highly visible signage. Brands help us establish trust before people even drive onto the site. The training and quality assurance that comes with brands means we can follow through on our commitment to customers and this builds business.” CCentral.ca


S TA F F T R A I N I N G — F O O D S E R V I C E

An inspired culture WHEN STAFF ARE TRAINED TO SUCCEED, EVERYBODY BENEFITS BY JAMES STUART

In the ultra competitive world of foodservice offerings, training your employees properly will drive your business forward. A solid training program for your employees will accentuate your brand, grow customer retention and build an important profit centre within your store. Today, many stores that offer foodservice to their customers are taking staff training to the next level and incorporating a culture driven approach. Solid training programs start with understanding your customer’s foodservice wants and needs so that you can create your unique offering and concept. Having identified your foodservice offer, the next step is investing in the most valuable asset any brick and mortar business has — the team that is going to execute and propel Goals

Training plan

Goals and objectives

Training areas

Food safety Customer service Operations

End results

Food service training

Employees

Customer service

Education Experience

Food safety Methods

Revisit and review

Customer service Operations

Research. Talk to people, your management team, your frontline employees and most importantly your customers. Develop the ‘Why’ for your team culture.

2. Create your customer profile.

Who is your customer, what are their needs and wants?

3. Put together the organizational team that will develop and implement this culture in your employee-training program.

Customer profile Food safety Organizational team Evaluation

Customer service

Create the enviroment Operations Core values Revisit and review Create the model Execute

SEPTEMBER | OCTOBER 2017

team that is inclusive and will develop buy-in amongst the team members.

and set it in stone, do not allow play in the values. They are non negotiable.

6. Once your core values have been

created build the model that will be the focus of your training program.

7. Revisit and review often, tweak

Research

24

1.

5. Build the core values of this culture

Personality

Culture development

Today you can design a foodservice training program culture for your offering with the following ingredients:

4. Build an environment within your Food safety Schedule

Employee profile

9

STEPS FOR A TRAINING PROGRAM

the program when it needs improvement. Do not build and become complacent.

8. Execute your culture initiatives

using the laws of process and effective communication. Leadership needs to set the example and to lead by example.

9. Be consistent with your culture!

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your offering to your customer base. First, you will need to create a profile of the type of person you want on this team. Operators need to be able to identify the qualities and job descriptions that their group needs in order to work within the foodservice offering. Team members need to be hired into positions based on factors such as personality, education, experience, expertise, and above all ‘teach-ability’ potential. With this profile, management can hire a competent cohort and train them properly. After you have assembled a solid crew of service orientated, motivated and positive individuals, create a strong training program to set employees up for success. A weak training program will often set the employee up for failure and result in weak teams, high turnover, poor product offerings, low service standards, and certainly losses in sales and profitability. To create a team driven foodservice training program operators should be prepared to set goals and objectives for what they are trying to achieve and the

concept they are trying to build. Without goals you cannot create your desired foodservice end result. Goals should be clear, concise and above all measurable. These should be translatable into the different areas and job descriptions required. For instance, production, service, merchandising and operations should all be identified and specific job descriptions created so training can be applied that is appropriate and grows and supports employees in their positions. An effective training program should include a schedule for the training, identifying timelines and cost effectiveness. It can consist of different training tools. Leadership and supervision needs to be a very real focus at the beginning, during, and the end of the training. The program should include methods such as instruction and demonstration. This can be written material, videos, or tasked as a one on one demonstration. Job shadowing where you buddy up a new employee with a more experienced team member offers consistency in your train-

ing. Documentation in the form of training goals, job description, job checklists and timely reviews of performance are also very important. The end result should be final evaluations to see if you have accomplished the goals and objectives you have identified for your team have been met. Lorne and Edna Funk who own and operate TimberFalls Store and Carwash in Steinbach, have a very unique view of this part of the training. After employees have been trained and evaluated the question they ask is ‘Does this employee have permission to play?’. In other words are you ready for these workers and are trainees ready to be set free in your business to serve up your offerings and serve your customers. A great foodservice training program and the training of motivated employees starts at the top. Without strong leadership and vision foodservice in brick and mortar stores can be an uphill battle. Lead the culture in your operation and you will reap the rewards in sales and profitability, and create very satisfied customers.

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MENTHOL

Order Amending the Schedule to the Tobacco Act Information for tobacco manufacturers and retailers Changes to the schedule of the Tobacco Act will prohibit the use of menthol in the manufacture of certain tobacco products, and the sale of these products if they contain menthol, effective October 2, 2017. TOBACCO PRODUCTS AFFECTED • Cigarettes • Little cigars • Cigars that have a tipping paper • Cigars that have a wrapper that is not fitted in spiral form • Cigars that have a wrapper fitted in spiral form and that weigh more than 1.4 grams but not more than 6 grams, excluding the weight of any mouthpiece or tip • Blunt wraps Manufacturers are required to comply with the amendment by ceasing the manufacture of the above tobacco products using menthol by October 2, 2017. The sale of these products by both manufacturers or retailers is also prohibited as of the same date. For more information on this amendment: go to Health.gc.ca/tobacco or call 1-866-318-1116 Please note that there are additional provincial restrictions that apply with respect to flavoured tobacco products in several provinces. In the case of any discrepancies between this notice and the amended Tobacco Act, the Act will supersede the notice.


D ATA M I N E

QUENCHING THE YOUTH MARKET Beverages are big business. Are you paying attention to your key demographics? SHUTTERSTOCK

BY KELLY GRAY

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SEPTEMBER | OCTOBER 2017

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BEVERAGES AND C-STORES ARE A marriage made in heaven. Consider that Canada’s convenience trade sees 10 million individual visits each day and of those 51% involve a beverage purchase. Who is the largest consumer of these beverages? A recent study from the University of Waterloo indicate that Canada’s top demographic for sugary beverage consumption is those aged nine to 18 years where the daily average is about 600 ml. Next largest demo slot is the age 19 to 30 years range where consumption of beverages such as carbonated soft drinks (CSDs), Energy Drinks, and frozen slushes see this group consume about 500 ml per day or about 20% more than the Canadian daily average of manufactured beverages. Teens stand out as the leading consumers of beverages such as CSDs, Energy Drinks and frozen slushes compared to other age segments, states an Agriculture Canada study (Global Consumer Trends Report, Agri.ca) on the drinks market. Part of the reason is that teens are not as responsive to negative messaging about health and wellness that has resulted in large declines in consumption totals of some beverage groups such as CSDs for Canada’s broad population. “Sports and energy drinks, soft drinks, and other trendy drinks have significant market potential for teenagers. Per capita, teenagers are estimated to consume the most soft drinks compared to other age groups,” say the study authors. In the face of this opportunity is potential peril where current thinking on health is pushing against old school marketing approaches to youth. Organizations from City of Toronto Health dept. to Health Canada to physician groups and educators decry attempts

from beverage manufacturers to market products targeted to young consumers, especially those products that are deemed high sugar and high caffeine. Efforts from health groups do indeed appear to be falling on deaf ears among youth who continue to be the leading consumers of powerhouse category Energy Drinks, a sector that only appeared in 2004. Overall, 73.6% of youth respondents to a recent study, Consumption of Caffeinated Energy Drinks Among Youth and Young Adults in Canada, reported having consumed energy drinks at some point (57.0% 12-to 14-year-olds; 69.4% 15-to 17-year-olds; 77.9% of 18- and 19-yearolds; 83.4% of 20-to 24-year-olds). Further, 15.6% of all respondents had consumed one in the past week with males, indigenous peoples, and residents of BC (aged 18-24) the highest consumers. Leaders in Energy Drinks continue to be Red Bull, Monster, Rockstar, NOS, and AMP. According to US-based research (2015, Euromonitor) Red Bull holds a commanding 43% share of market, with Monster at 39%, Rockstar at 10% and both AMP and NOS at 3% each. In the Energy Drink Shots sector 5-Hour Energy is the hands down leader with US sales in the range of (US)$725 million. Its nearest rival, Stacker 6-Hour Power, sells just (US) $10 million. World wide sales leaders in Energy Drinks are Red Bull, Monster and Rockstar. Canadian sales are pegged above $110 million for the category. To make the most of their beverage opportunity, convenience industry maven Hugh Large, The Convenience Guru, suggests operators need to get control of their drink options. “Many independent opera-

tors look to the major beverage companies for supports such as coolers. This tends to obligate the operator to stock a specific company’s products in these coolers that can take up limited space in a small store. I like to advise people getting into the business to invest in your own equipment up front and then stock the products that are in demand at your store. If you are close to a High School or rec centre these customers will likely be teens and young adults. Don’t allocate doors to beverages that don’t sell. This means stocking a wide variety of Energy Drinks, sports drinks and waters. In fact, by having your own coolers you can maximize your spring water sales by finding products that are less costly than major brands. And, remember to offer alternatives. Teens might be interested in high caffeine or high sugar drinks, but this doesn’t mean they will buy them every time they are in the store. Teens are also interested in enhanced waters, juices and other products. Your job is to let people know you stock a range by merchandising the category properly. Know your customers and learn their preferences. Big sales are at stake,” he says. Canadian Beverage Association President Jim Goetz, concludes that Canada needs to look at the bigger picture. He notes that sugary beverages comprise about 7% of a youth’s caloric intake and about 46% of refreshment beverages consumed in Canada are reduced or zero-calorie. He suggests Canada’s beverage companies are highly responsive to trends and market realities. “Chances are that regardless of demographic, when Canadians are thirsty, the drinks they want will be in a cooler near at hand.”

CANADA’S C-STORE BEVERAGE LANDSCAPE Energy Drinks

$236,169,372.00

+5% $12,005,000

Beer

$214,757,132.00

+5% $10,213,374

Soft Drinks

$188,042,283

-1% (2,049,222)

Milk

$141,238,298

-4% ($5,783,405)

Juices & Cocktails

$129,328,298

+3% $3,847,380

Water

$110,079,030

+5% $4,780,461

(AC Nielsen/CCSA)

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SEPTEMBER | OCTOBER 2017

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$1.50/24ct box

on Wrigley Candy Singles*

on Dentyne, Clorets and Trident Pellet Gum*

SAVE $0.06 a unit!

HOT FEATURE PRICE On Skittles 48ct Counter Display • 48 Skittles Original 61g

TASTE OF NATURE®

AWAKE CHOCOLATE - 2 PACK BITES & CHANGEMAKER

SAVE $1.00/box

SAVE $1.00/12ct box

On Taste of Nature Organic 40g Bars*

on Awake Chocolate 2 Pack Bites REQUIREMENT FOR:

SAVE $2.50/ Awake Chocolate Changemaker

MARS - CHOCOLATE KING & PREPACKS

SAVE $2.20/32ct box $1.65/24ct box $1.45/21ct box $1.25/18ct box on Mars Chocolate King Bars*

HOT FEATURE PRICE

HOT FEATURE PRICE

• 72 Mars King Size 85g • 48 Snickers King Size 93g • 48 Twix King Size 85g • 21 Bounty King Size 85g • 18 Snickers Crisper King Size 80g

• 48 Mars King Size 85g • 24 Snickers King Size 93g • 24 Twix King Size 85g • 21 Bounty King Size 85g

on the Mars Mixed Chocolate King 207ct Floor Prepack

PHOTOCREDIT TK

SAVE $0.07 a unit!

*Contact your Full Service Distributor for the featured SKUs.

on the Mars Mixed Chocolate King 117ct Floor Prepack

COMING SOON

REQUIREMENT FOR:

PERIOD 6: Oct. 30 - Dec. 31, 2017

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Octane - Sept/Oct 2017  

Octane - Sept/Oct 2017