C-Store Connect Magazine - December 2025 by Horizon Retailers Association

C-STORE CONNECT c o n v e n i e n c e

r e t a i l

m a g a z i n e

DECEMBER 2025

2026 LOOKING TO

Best New Products of 2025 Shopper Habits & Decision Making Healthy, Functional & On-The-Go Foodservice Program Options ... and a whole lot more!

THE POWER OF COLLEC TIVE

COVERING THE SO We are one of the fastest growing convenience store retail associations, representing thousands of retailers and an ever increasing number of major vendors. Our members get exclusive access to discounts, incentives, and rebates while our vendors get an opportunity to build brand equity and loyalty. Store owners gain the power of a group with a single representative that communicates on their behalf. Our members put more money in their pockets! Become a member and utilize the collective bargaining power of our HRA family.

Community & Partnership We represent more than 5,000 retailers

Gain bulk buying power, discounts,

and 45 major vendors. You will have us

and rebate programs and you will

behind you as a representative that will

see savings roll in every quarter.

communicate on your behalf.

There is no cost to join.

Why Choose Us Our focus is your success! Ensure you are operating with the highest gross profit possible by partnering with us. If you don’t save, we don’t earn. Operate your business with a robust partnership giving you access to savings, services, and a team helping you operate a more profitable and seamless c-store. Through our partnership with vendors you gain access to the power of collective bargaining! Amazing pricing and deals are no longer only for large chains.

Save More Money

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UTHEAST

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HRA Rep

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To stay up to date on rebates, promotions, events, and all things HRA!

866.482.6026 www.hraga.com 888 Concord Road SE Smyrna, GA 30080

HRA IN 2025 GROWTH, GIVING, AND GROUNDBREAKING MOMENTUM

CONTENTS C-STORE CONNECT MAGAZINE

LETTER FROM THE EDITOR

HRA IN 2025

HEALTHY, FUNCTIONAL, & ON THE GO

COCOA & COFFEE

PUMP LANE LOYALTY

CIGARETTES & BEER

FOODSERVICE PROGRAM OPTIONS

SHOPPER HABITS & DECISION MAKING

BEST NEW PRODUCTS RECOGNIZED IN 2025

LOOKING TO 2026

COCOA & COFFEE

HEALTHY, FUNCTIONAL & ON THE GO

FOODSERVICE PROGRAM OPTIONS

FROM OUR EDITOR There’s a certain feeling that settles into a store when December rolls around. A mix of cold mornings, long days, and that strange, familiar rush that comes from serving people who are tired, hopeful, hurried, and trying their best to finish the year strong. If there’s one thing that defines our industry this time of year, it’s the quiet way convenience becomes comfort. Hot coffee feels a little more necessary. Cocoa evokes a kind of nostalgia you can feel emotionally. Functional drinks and better-for-you snacks still move, but now they do it with a sense of intention, as if shoppers are trying to balance the holiday indulgence with the routines they’re still holding onto. December has always belonged to the stores that understand their community, why people stop in, and what they need from you on days when life is heavier than usual. This month reminds us that loyalty is built on small, consistent moments at the pump, at the register, and at the coffee bar. It’s the familiar faces, the predictable warmth, and the reassurance that even in the busiest season of the year, something in their day can feel simple. As we look toward 2026, there’s a sense of momentum that’s hard to ignore. Foodservice is growing, shopper habits are shifting, and new products are reshaping cooler doors and center store sets. And independents continue to show that they can adapt with clarity and confidence. This industry is changing, but so is the opportunity, and the businesses willing to stay curious are the ones that will step into the new year with an advantage.

CIGARETTES & BEER

Thank you for spending another year with us, for inviting this magazine into your stores and your routines, and for showing, month after month, how much heart and hard work go into independent convenience retail. Here’s to a steady December, a restorative holiday season, and a strong start to the year ahead. Warm regards, Editor-in-Chief, C-Store Connect Magazine

HRA IN 2025

A YEAR OF GROWTH, GIVING, AND GROUNDBREAKING MOMENTUM If there was ever a year that showed

ships, new stories, and new opportu-

HRA Foundation reached a new high,

what this community can accomplish

nities for collaboration. At the same

raising $165,000 to support causes that

together, it was 2025. What started

time, long-time partners continued to

matter deeply to our members and their

as a steady climb in membership and

deepen their support, and new alliances

communities. The 9th Annual Charity

engagement quickly became a wave of

took shape in ways that will matter for

Golf Tournament alone brought in over

momentum that touched every corner of

years to come. One of the most mean-

$72,000 for CURE Childhood Cancer, a

HRA, from charitable impact to industry

ingful developments of the year was

reflection of the incredible passion from

leadership to the way we educate, con-

the launch of our foodservice-focused

retailers, vendors, and partners who

nect, and support the retailers who are

partnerships with Sysco and Krispy

continue to show up year after year with

the heart of this organization. Crossing

Krunchy Chicken, both built on a simple

both their hearts and their resources.

5,500 retailers across eight states was

shared belief: foodservice is no longer a

That spirit carried into every charitable

more than a milestone; it was a re-

“nice to have” for independent c-stores;

event we hosted, including the 5K Walk/

minder that independent operators still

it’s a core part of long-term growth.

Run at Sweetwater Brewery, where fam-

thrive best when they stand shoulder to

Together, these partnerships laid the

ilies, store teams, vendors, and support-

shoulder, sharing resources, lifting one

groundwork for stronger programs,

ers came together for Camp Twin Lakes,

another, and moving forward as one.

better pricing, and accessible solutions

turning a morning run into a moment

that give our members real leverage in

that gave directly back to children with

This year brought expansion into both

one of the fastest-growing categories in

special needs. Only a week earlier, our

Florida and Virginia, two critical steps

the industry.

first-ever Charity Volleyball Tournament kicked off in Charlotte, raising funds for

that strengthened our footprint and signaled that the work we do resonates

But 2025 wasn’t just about business

Levine Children’s Hospital and proving

far beyond our original borders. With

growth. It was a year defined by

that sometimes the best way to strength-

every new market came new relation-

generosity and shared purpose. The

en a community is to come together,

C-STORE CONNECT MAGAZINE

play hard, cheer loudly, and know it matters.

Our HRA Foundation Scholarship Program added another layer of meaning to the year, providing opportunities for HRA member families, whose futures will shape our communities in ways we cannot yet imagine. Every award reminded us that the work we do isn’t only about the stores we run or the products we sell. It’s about the next generation, the kids who study late, dream big, and chase goals that will carry our communities into the future. Their achievements

As summer approached, our members

Through it all, members remained

and stories are woven into the fabric of

stayed energized with seasonal pro-

active, engaged, and eager for what

what HRA stands for: support, access,

grams, promotions, and new opportu-

comes next. The energy of this year

and the belief that hard work deserves a

nities that carried us straight into our

pointed to something bigger brewing

pathway forward.

biggest C-Store Connect Trade Show

just beyond the horizon. With stronger

ever. The August event expanded into

partnerships, expanding membership,

While the charitable momentum carried

two full halls, welcoming more than 200

a successful magazine launch, chari-

through the year, another significant

vendors, thousands of attendees, a long

table milestones, and new foodservice

milestone was taking shape on the

list of manufacturer hot-show deals, and

initiatives already gaining traction, 2025

industry side: the launch and rapid

one unforgettable after-party at Live! At

became more than a successful year;

growth of C-Store Connect Magazine.

The Battery. It was exactly the kind of

it became the launching pad for what

What started as a vision — a place

breakthrough moment you hope to see

2026 will offer.

where independent operators could find

after months of planning. The show was

relevant insights, actionable ideas, and

larger, sharper, more dynamic, more

More programs. More innovation. More

a voice that understood their world —

valuable, and unmistakably communi-

collaboration with vendors and partners.

became a full-scale monthly publication

ty-driven.

More opportunities for independent operators to compete, grow, and lead in

that now feels like a natural extension of the HRA family. The magazine gave us room to talk about operator success, share innovations, spotlight vendors, and tackle the trends shaping convenience retail with clarity and honesty. Within months, it became a resource members looked forward to, a point of connection that spanned state lines, and a reminder that independents deserve content built for them, not just about them.

... a wave of momentum that touched every corner of HRA.”

ways that once felt out of reach. If 2025 proved anything, it’s that when this community moves together, we don’t just keep up with the industry, we help shape it.

And now, with momentum on our side and a map full of new ideas coming to life, HRA enters 2026 stronger, more connected, and more committed than ever to empowering the success of every retailer in this family. C-STORE CONNECT MAGAZINE

9th Annual

CHARITY

www.curechildhoodcancer.org

C-STORE CONNECT MAGAZINE

www.camptwinlakes.org

5K - WALK/RUN

C-STORE CONNECT MAGAZINE

SUPPOR TING

C-STORE C O N N E C T t r a d e

s h o w

C-STORE CONNECT MAGAZINE

MEMBER TESTIMONIALS

“amazing is an understatement” “they make my life easier” “new growth every single year”

“not much more I could ask for” “always looking for our business to grow” “a strong relationship” “like family” “they’re an extension of our team” “I get a response right back”

“only a phone call away”

“dedication”

“always one-on-one and personal”

“they take care of everything”

“always HRA!”

“saving $20-$30 grand per year per store”

“they solve every problem”

“in touch daily”

“always doing a really good job”

“connecting us with new products”

“they protect us”

“better rebate programs”

“we have somebody on our side”

“they want to overachieve”

“a whole lot of new stuff”

“always there when we call”

“it really helps my business”

“they help my business tremendously”

“before HRA we were lost” “they are my backbone” “I make one call and get all my stuff done” “I tell everyone to join HRA”

VENDOR TESTIMONIALS “they help us partner with our customers” “our relationship continues to improve each year” “thankful for the opportunities HRA has given” “a very strategic partner” “leading with innovation” “doing the right thing”

“love what they do with the community” “an ongoing positive nature” “incredibly supportive of us as a new brand”

“it’s all one family” “a fantastic partner” “always accessible”

“they continue to shock me with innovation” “one of our biggest independent partners” “we are grounded in the same values”

“family, loyalty, partnership” “love growing with them” “with them since day one”

“not just a great partner, it’s a family” “exporting their entrepreneurial spirit” “growth all the way down to the consumer”

“their core values speak to me” “family, unity, cross-functional” “collaborative and easy to work with”

“community, value, relationship” “honesty, transparency, partnership” “they treat everyone like family”

“I love them as a group” “family and partnership” “we continue to grow together”

“trust, honesty, resilient” “doesn’t settle for 2nd place” “forward thinking”

“family oriented value” “I’m excited about the future” “fluid communication”

“the best across the market”

THE POWER OF COLLEC TIVE

“they are very much part of who we are” “they brought calm into the storm” “they teach me something new all the time”

“scrappy and sophisticated” “an extension of our sales force”

w w w. h ra g a . co m

2026 C-STORE C O N N E C T THURSDAY

SEPTEMBER 17th Cobb Galleria Centre

ATLANTA

Save-The-Date! THE POWER OF COLLEC TIVE

More For Your Store.®

Let’s Talk! Contact: Chris Pope | cpope@imperialtrading.com

NEXT-LEVEL HOLIDAY LINEUP amplify sales & recruitment

Santa

Coke LTO

Co-Merch

We’re excited to announce that the fan-favorite Buffalo Chicken Pizza is returning this winter for its 17th consecutive year! Consumers look forward to this limited time offer every season, and last year proved that having Hunks available in the warmer is the fastest path to higher sales. PRODUCT OVERVIEW Buffalo Chicken Pizza features our original crust topped with a mixture of ranch dressing and buffalo wing sauce, a blend of 100% natural part-skim Mozzarella and Monterey Jack cheeses, and a generous portion of diced chicken. Finish the preparation by topping with our signature Just Rite Spice™ prior to baking. KEY DATES: • First Delivery: week of January 19th • Final Delivery: estimated week of February 23rd, or while supplies last HERE’S WHAT YOU CAN EXPECT FROM HUNT BROTHERS® PIZZA Training and Operational Support: Your Account Manager will train you and your employees to properly prepare, bake, merchandise, and serve Buffalo Chicken Pizza. Marketing Support: This year’s return will be backed with a Vintage Buffalo Chicken Tee Giveaway on Hunt Brothers Pizza social media channels. Be on the lookout for the social pack email for more details. Your Account Manager will also install free mouth-watering point of purchase marketing materials to support your pizza sales and let your customers know Buffalo Chicken Pizza has returned. BUFFALO CHICKEN PIZZA T-SHIRT

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continued

PROFIT POTENTIAL Whole Pizza

Hunk A Pizza®

Retail Price

$12.99 Retail Price

$3.49

Pizza Cost

$6.27 Pizza Cost

$1.56

Just Rite Spice™

$0.07 Just Rite Spice™

$0.02

Box Cost

$0.45 Box Cost

$0.18

Total Cost

$6.79 Total Cost

$1.76

Gross Margin $

$6.20 Gross Margin $

$1.73

Gross Margin %

47.7% Gross Margin %

49.6%

WHAT ARE THE BENEFITS OF AN LTO? • Drawing in new customers • Boosting the frequency of current customers • Differentiating from the competition

SCAN FOR FULL ARTICLE

POWER IN THE HUNK SALES:

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HUNKS $13.96

75% of all LTO sales are sold as Hunks - proving that keeping hot, fresh and visible pizza in the warmer drives the majority of volume and profit. Hunks introduce consumers who have never tried Hunt Brothers Pizza and our LTOs. When they buy it once, they come back for more, leading to whole pizza sales.

TIPS FOR SUCCESS:

Box Top Stickers: Be sure to apply box top stickers to all Hunk and Whole Buffalo Chicken Pizza boxes in your warmer. This will help encourage trial and let customers know the product is available. Availability: Ensure Buffalo Chicken Pizza Hunks are available in the warmer during peak business hours. Phone: When customers call your store, let them know Buffalo Chicken Pizza is back: “Thank you for calling Bob’s Corner Store! Buffalo Chicken Pizza is back for a limited time. Would you like to place an order for your whole pizza?” Marquee: Update your outdoor marquee to let customers know “Buffalo Chicken Pizza is back! For a limited time.” Upsell: Existing customers buy more per transaction. Suggestively sell additional pizzas, drinks, and other complementary items within the store: “Would you like to add a 2-liter of Coke to go with your Buffalo Chicken Pizza?” Taste It: Ensure your staff tastes Buffalo Chicken Pizza. If they are familiar with the product, they will be more comfortable talking with your customers about it and encouraging trial. Thank you in advance for your enthusiasm and proactive efforts to make Buffalo Chicken Pizza a profit builder in your location. We welcome your questions and comments. Call the marketing team at any time at 800-453-3675 or email marketing@hbpizza.com

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HEALTHY, FUNCTIONAL, & ON-THE-GO 20

C-STORE CONNECT MAGAZINE

If you spend enough time in this industry, you start to realize that trends don’t arrive suddenly. They creep and whisper their way in through the cooler door, they nudge their way across the snack rack, and convince one or two regulars to try something new before anyone else notices. And then, all at once, you look around and realize the store has changed. The products that used to define the rhythm of your day don’t move quite the way they used, and other products you wouldn’t have bet on five years ago are suddenly crowding out everything else.

That’s exactly what’s happening right now with healthy, functional, and onthe-go items. It’s not a fad, and it’s not a coastal phenomenon. It’s happening where independent operators serve people who are working harder, sleeping less, driving more, and looking for something that will help them get through the day without feeling like they’ve handed their energy over to a rollercoaster. You can see it most clearly in the cooler, where energy drinks have evolved into something more balanced and purposeful. You see it in the snack aisle

Customers are no longer choosing products in isolation, they’re building little bundles...”

where high-protein bars sit right next to

the fact that guests don’t have time to

candy, and nobody blinks at the price

make a dozen decisions. What’s chang-

difference. You see it in the foodservice

ing now is that the impulse isn’t just

case where customers who used to grab

about indulgence, it’s about intentional-

whatever was hot are suddenly looking

ity. People want to feel good about the

for items that feel a little fresher, lighter,

thing they grab at the register. They want

and better for them.

their choices to support their day, not sabotage it.

An important thing about this movement is the way customers are putting them

This shift didn’t happen overnight. It

together. Functional beverages on their

has been building slowly for years. First

own are interesting but not transform-

came the waves of better-for-you waters

ative. Better-for-you snacks are nice

with electrolyte blends, functional hydra-

but not game-changing. Foodservice

tion, clean ingredients, and low sugar.

upgrades matter, but only when they’re

Then the protein era arrived, led by

part of something bigger. The magic is

athletes but quickly adopted by anyone

in the combination. Customers are no

who wanted a longer-lasting appetite

longer choosing products in isolation,

break. Then prebiotic and probiotic

they’re building little bundles of energy,

beverages entered the picture, riding the

satiety, hydration, and comfort. They’re

wellness trend but delivering on taste in

assembling rituals that make them feel

a way that surprised customers who nev-

like they’re taking care of themselves,

er would have tried kombucha before.

even if they’re grabbing everything on

Then energy drinks matured, splitting

the fly.

into subcategories like clean energy, natural energy, zero-sugar performance,

And that’s where c-stores are positioned

nootropic-boosted formulas. The entire

better than any retailer in the country.

beverage category became a spectrum

We are the champions of “on-the-go.”

instead of a handful of options.

We understand impulse, urgency, and C-STORE CONNECT MAGAZINE

At the same time, snacks evolved. Even in small towns across the Southeast, customers began expecting jerky with better ingredients, bars with functional claims, nuts and seeds with real flavor, and chips that leaned a little more “protein crisp” and a little less “fried all the way through.” On top of that, something else happened: local items started popping up again. Small bakeries, regional beverage brands, and family-run snack companies all began sharing retail space, creating a sense of identity and trust that big brands sometimes can’t. When you put all three together — functional beverages, better-for-you snacks, and local pride — you get a combination customers respond to almost subconsciously.

The next wave was foodservice. That’s

anymore. They’re looking for a little bit of

emotional payoff as a candy bar but

health, a little bit of function, and a little

make the customer feel connected to

bit of comfort all at the same time.

their town. That emotional piece is often overlooked, but it’s powerful.

where things really shifted. Independent c-stores used to be held back by an old stigma: the idea that food in a gas station was secondary, something you settled for instead of something you sought out. But with equipment improvements,

If this feels overwhelming, the great news is you’re already halfway there.

Foodservice plays into this same mind-

The products are already in the store.

set. Modern customers aren’t just asking

The opportunity now is to bring them

“What’s hot?”, they’re asking “What feels

together.

right for my day?” and want quick food they don’t have to justify. When they see

cleaner branding, smarter packaging, and more thoughtful menus, that has changed dramatically. Now, customers walk in expecting fresh sandwiches, wraps, grilled items, and breakfast options that don’t feel heavy or artificial. Even the hot case is becoming more intentional, not just with what’s inside, but with how it’s presented and how it pairs with the rest of the store.

When a customer grabs a pro-

healthier or more functional items sitting

tein-plus-caffeine drink, they’re often

beside the familiar comfort foods, it

looking for something light and satis-

gives them permission to choose some-

fying to go with it that won’t undo the health halo that brought them to the drink in the first place. That’s where the right snack pairing can turn a single sale into a meaningful basket. Think jerky that’s leaner and more premium, protein chips that actually taste good, or even a

Taken together, all of this points to one clear trend: the modern c-store customer isn’t just looking for convenience

local snack that tells a story. Customers love stories because they carry pride, identity, and a sense of discovery. A local bakery cookie can give the same

C-STORE CONNECT MAGAZINE

local items started popping up again”

can build whole categories on it.

broaden the customer’s identity inside your store” thing different. A grilled chicken wrap

beside the pizza slice. A yogurt parfait beside the biscuit. A fruit cup beside the breakfast sandwich. These aren’t replacements, they’re enhancements. They broaden the customer’s identity inside your store, and once a customer tries a healthier item from you and likes it, they trust you in a whole new way.

Trust is the real engine behind functional and healthy items. Once you win it, you

that tastes good but won’t make me sluggish.” “I want something that feels

The other major ingredient in this trend,

grown-up but not too serious.” “I want

and one that independents in the South-

something from my hometown.” Those

east are uniquely positioned to leverage,

thoughts play out in tiny decisions —

is the sense of warmth and familiarity.

grabbing an energy-plus-protein drink

Chains can carry every functional drink

instead of a regular one, choosing jerky

under the sun, but they can’t pair it with

instead of chips, picking up a local

the feeling of belonging that a true local

snack instead of a national brand. And

store can. That human layer matters

when a c-store makes those choices

more in this category than people real-

intuitive and visible, customers feel seen.

ize. The customer who grabs a protein drink and a local snack from a store

The biggest misconception about

where the cashier knows their kid’s

healthy and functional products is that

name or remembers their usual coffee is

they are for a niche audience. That was

the same customer who will come back

true ten years ago, but it’s not true now.

tomorrow. Function gets them in the

Truck drivers, shift workers, students,

door. Relationship keeps them there.

construction teams, and office commuters are all part of this trend. Not

What’s happening now is that customers

because they’re becoming wellness

are turning their everyday purchases

influencers, but because everyone wants

into micro-choices about identity. “I want

to feel a little better in the middle of a

something that wakes me up without

long day. Everyone wants energy that

roughing me up.” “I want something

doesn’t crush them. Everyone wants food that tastes good and doesn’t sit heavy. Everyone wants something familiar but upgraded. You can walk into any store from Birmingham to McDonough to Greenville and watch that behavior unfold every single morning.

The opportunity now is to meet customers where they already are. Not to become a health store or a boutique or a smoothie bar, but to recognize that the definition of convenience has expanded. It’s not enough to be the fastest, you have to be the most relevant. And relevance comes from the little connections you create between categories. When the cooler, the snack C-STORE CONNECT MAGAZINE

worked. It’s about offering both. It’s about creating balance, not boundaries. It’s about realizing that the same customer who wants a protein drink today may want fried chicken tomorrow, and that both choices can belong in the same store without contradiction.

If you walk into your store with fresh eyes, you’ll see opportunity in every corner. You’ll see places where your customers are already telling you, quietly, what they want more of. You’ll see which items disappear first, which ones get picked up and put back, which ones catch a second glance. You’ll see how your foodservice case speaks to your set, and the foodservice case feel like

about the grab-and-go economy. The

cooler, and how your snack racks speak

they were designed for the same kind of

choices people make in convenience

to your customers’ identities.

day, customers notice. They shop more

stores are little reflections of the pres-

purposefully, spend more money, and

sure they’re under, the hopes they have

Healthy, functional, and on-the-go is a

return more often.

for their day, and the tiny ways they’re

shift in how people live their days. And

trying to take care of themselves. When

in the Southeast, where we’ve always

This is where simple and thoughtful

an operator understands that this isn’t

known how to balance flavor and comfort,

co-marketing makes all the difference. A

just about stocking product, everything

speed and warmth, this shift is actually

small hand-written sign that says “Per-

changes.

an invitation. It’s a chance to make your

fect with this wrap” or “Great morning

store even more of a partner in your cus-

combo” or “Local favorite” can accom-

Independent stores in this region thrive

plish more than a thousand-dollar digital

on relationships. They thrive on knowing

campaign. People respond to human

the town, the families, and the rhythms

You don’t need a remodel, you just need

cues. They respond to the sense that

of the day. When that relational strength

to look at your store as if seeing it again

someone thought about how their day

intersects with functional and healthy

for the first time. Arrange it not just for

actually feels.

items, magic happens, because the

what people buy, but for how they live.

tomers’ routines.

store becomes something better than a And when you put functional beverages

quick stop. It becomes a place where

Because right now, the c-store is selling

next to better-for-you snacks next to

customers feel both understood and

energy, wellness, identity, and connection

local items next to the right foodservice

supported.

all in the space of a few minutes between

options, you’re building a lifestyle inside your store.

There is something deeply personal 24

C-STORE CONNECT MAGAZINE

the pump and the register. If you can The future of healthy and functional in

make those minutes feel just a little more

c-stores isn’t about replacing comfort

intentional, and a little more thoughtful,

items or abandoning what has always

your customers will feel it too.

COCOA + COFFEE

There’s a particular moment every year, usually somewhere

a caffeinated necessity and becomes something bigger.

in early December, when the day feels different. The air

It becomes a comfort ritual, a small reward, a grounding

sharpens, the sky sits a little lower, and the world seems

habit. Cocoa enters the stage in its own way, too, not as an

quieter in the early hours. If you’ve worked in or around

everyday item but as an emotional one. Cocoa is a child-

convenience stores long enough, you know exactly what

hood memory, a warm treat, a little luxury you buy yourself

moment I’m talking about. It’s the moment when customers

or your kids because the cold somehow makes sweetness

stop rushing into your store for cold drinks and suddenly

feel more deserved.

start lingering near the coffee station, shaking off the chill and breathing in the warmth that rises from the pots. You

In December, these two beverages converge to form the

can feel it in the slow exhale they give when they wrap their

heart of the warmth spot. Every good c-store has one. It

hands around a hot cup. That single moment, repeated

might not be intentional. It might be nothing more than a

hundreds of times a day, is where winter in a c-store truly

corner where the brewers hum, the display cups sit ready,

begins.

and the creamers and stir sticks wait for customers. But whether you’ve designed it or not, the coffee-and-cocoa

Coffee has always been a staple in this business. We could

area of your store becomes a kind of winter sanctuary. In

probably run the entire Southeastern economy on coffee

a season where everything speeds up outside your doors,

alone, given how many cups move through our stores

that little corner becomes one of the most essential spaces

before most people’s day even start. But winter changes its

you manage.

meaning. When the season turns, coffee stops being just 28

C-STORE CONNECT MAGAZINE

When you think about how people use

It’s nearly impossible for competitors to

child hot chocolate. A teacher heading

a convenience store, it’s incredible how

break once it’s formed.

to work on a cold morning might treat

much meaning is packed into that cup

themselves to one simply because the

of coffee. The person who walks into

Cocoa works differently, but just as

day feels heavy. Cocoa is a purchase

your store at 6:15 every morning wants

powerfully. Cocoa is not about habit;

that brightens the moment when the

to feel like they’re starting on the right

it’s about feeling. It appeals to the part

weather is cold and the world feels

foot. They want the sense of familiarity

of the customer that remembers snow

demanding.

that comes from picking up the same

days, or family traditions, or warm

lid, pouring into the same style of cup,

evenings wrapped in blankets. It speaks

So, what does all of this mean for your

and greeting the same cashier. They

to kids who see it as a treat and adults

store during the winter months? It

want a tiny bit of control in a world

who see it as comfort. And the beautiful

means that your coffee and cocoa area

where most of their day will be anything

thing about cocoa in a c-store is that

is no longer just a profit center; it’s a

but predictable.

it lives in the overlap between impulse

mood center. It sets the emotional tone

and emotion. A parent grabbing fuel

of your store. It can shift a stressed

might decide on a whim to get their

customer walking in to a customer walk-

That’s why consistency matters so much more than any discount or promotion. A

ing out comforted. For independent op-

cup of coffee is a tiny contract between

erators in the Southeast, where warmth,

you and the customer. You’re promising them the same taste, the same temperature, the same experience, day after day. When that promise is kept, loyalty becomes almost automatic. The customer doesn’t have to think about where to get their coffee; your store becomes the default. That is the power of habit.

it’s incredible how much meaning is placed into that cup”

hospitality, and familiarity have always been part of the region’s personality, this is a chance to make your store feel even more like a community anchor. The first way this plays out is through the sensory experience. Winter coffee is about aroma. That smell of fresh coffee when you walk in from the cold is one of the most reassuring scents in retail. If your store doesn’t smell like coffee in December, something is missing. A pot that’s been sitting too long, a brewer that doesn’t cycle frequently enough, or a station that’s too far from the entrance are all small things that can dull the sensory signal that tells customers, consciously or not, that this is a place where warmth is waiting for them. Customers also notice details more in winter. They’re cold, tired, and juggling holiday stress. The creamer area that looked “fine enough” in July looks messy in December. The cup stack that seemed adequate in the fall suddenly feels chaotic. People seek order C-STORE CONNECT MAGAZINE

when everything else in their life feels

your store can be the place where that

in temperature matters even more now.

chaotic. A clean, inviting, well-lit coffee

small comfort becomes part of their

Customers are not forgiving in winter.

station doesn’t just look better; it reas-

routine.

They remember the cup that wasn’t hot enough or the hot chocolate that tasted

sures the customer that someone is taking care of them and paying attention to

Another aspect of winter beverage

watery. They remember when the station

the details that matter.

behavior is that customers shift their

looked half-stocked or when someone

timing. In summer, the early morning

rushed them through. Winter magnifies

But the emotional tie to coffee in the

rush feels sharp and quick; get in, get

imperfections, but it also magnifies the

winter goes deeper than appearance.

out, stay cool. But winter mornings have

moments when a store gets it right.

It’s rooted in the sense of routine.

a slower edge. People linger for a beat

Winter is full of disruptions like weather

longer. They talk a little more. They

In the Southeast, especially, where the

delays, holiday obligations, traffic, and

warm their hands on the cup before

weather swings more than it settles,

early sunsets. When your store offers

walking back to the car. That slower

customers rely on their local c-stores

one consistent point in a customer’s

rhythm creates opportunities for your

as a seasonal hub. A sudden cold front

unpredictable day, you become part of

team to build connection through simple

hits Alabama, and suddenly coffee sales

their personal rhythm. Operators know

acknowledgments: greeting a customer

spike, cocoa cups multiply, and people

their customers’ winter orders almost

by name, noticing when someone tries a

lean into warmth wherever they can find

by heart. The man who always gets two

new drink, asking how their morning is

it. The store that anticipates these shifts

creamers. The mother who gets her

going. These small interactions matter.

brews more just before the temperature

cocoa extra hot for the ride to daycare.

They make the coffee station feel like a

drops, which adds more cups near

The contractor who likes his coffee

meeting point rather than just a fixture.

the register on frigid evenings, and becomes the store customers associ-

strong enough to “wake the dead.” These small connections are no small

There’s also something about winter that

ate with comfort during unpredictable

thing. They turn customers into regulars

makes people more aware of value, not

seasons.

and regulars into part of the store’s

in the sense of price discounts but in

family.

the sense of “Was this worth the stop?”

There’s also a new dynamic happen-

A good cup of coffee in December feels

ing in coffee and cocoa that ties into

Winter brings opportunities to pair

like a value even at full price. A bad cup

broader trends around functional bever-

coffee and cocoa with other parts of the

feels like disappointment. That’s why

ages and lifestyle choices. People are

store in ways that feel natural. Custom-

consistency in brewing, in quality, and

more aware of what they put into their

ers aren’t just grabbing a drink; they’re looking for warmth in all its forms. Breakfast sandwiches, baked goods, muffins, and fresh pastries all take on a new life in December. When they’re positioned near the warmth spot, they create a sense of flow. The customer thinks, “Well, I’m already here, and it smells good, and it’s cold outside, and maybe I deserve something warm today.” That internal dialogue is powerful and comforting. Winter gives customers permission to treat themselves, and 30

C-STORE CONNECT MAGAZINE

bodies, but they’re also more aware of

and long to-do lists, these warm drinks

and how they feel when they do. It re-

what they need emotionally. Winter has

are small gestures of care. A customer

quires a little extra care on the coldest

become a season when people seek

might come in grumpy or rushed, but

mornings and a little extra patience on

comfort and stability, but also want to

that first taste of hot coffee softens

the busiest evenings. It requires remem-

avoid feeling sluggish or weighed down.

them. A child clutching a warm cocoa

bering that in December, more than any

That’s why flavored coffees, sugar-free

melts even the most exhausted parent.

other month, people are running on thin

options, oat milk creamers, and premi-

When a store nails those moments, it

emotional margins, and your store can

um cocoa mixes have found success

creates a kind of emotional loyalty that

offer them five minutes of calm that they

even in rural and suburban markets.

no coupon can compete with.

didn’t even know they needed.

feel good physically and emotionally.

Independent operators in the Southeast

Coffee and cocoa sales can tell you a

When you give them those options, they

have an advantage here because they

lot about your customers’ lives if you

respond with gratitude and repeat visits.

still operate in a world where hospitality

pay attention. When do they buy? Why

is baked into the culture. People want

do they choose one flavor over another?

Even the packaging you choose, the

to feel at home in the places they visit

When does cocoa peak? What days feel

cup style, and the lid design contribute

regularly. They want to know someone

slower or heavier? The rhythms of these

to the winter experience. A sturdy cup

sees them, remembers them, and values

drinks follow the rhythms of your com-

that doesn’t collapse with heat can be

them. A cashier who hands a regular

munity. And when you understand those

the difference between a customer com-

their preferred cup without asking. A

rhythms, you can serve people not just

ing back and a customer quietly shifting

store that keeps the coffee station spot-

more efficiently, but more meaningfully.

their routine somewhere else. During

less even during the morning chaos.

winter, the customer isn’t just buying

A team member who wipes down the

As winter deepens and the year winds

what’s inside the cup; they’re buying the

counter with a smile instead of a sigh.

down, customers will come to your store

entire experience of holding it.

These little acts become their own kind

seeking warmth in more ways than one.

of warmth.

Your coffee and cocoa station is the

Customers want options that make them

place where that warmth becomes real.

And something deeper happens in c-stores in December that many oper-

What’s remarkable is that none of this

It’s about offering a small, steady com-

ators intuitively feel but don’t always

requires expensive upgrades or compli-

fort during the coldest, busiest part of

articulate. Coffee and cocoa become

cated programs. It just requires atten-

the year. It’s about giving people a ritual

a form of kindness. In a month full of

tion. Attention to timing, freshness, the

they can rely on when everything else

busy roads, tired families, long nights,

way customers move through your store,

feels uncertain. It’s about being part of their season, not just part of their route. When you create that kind of experience, customers feel it. They remember it. They come back to it. And long after the cold nights give way to warm mornings again, that memory stays with them. Coffee and cocoa are moments of pause, comfort, routine, and connection in a world that rarely slows down. C-STORE CONNECT MAGAZINE

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PUMP LANE LOYALTY

If you stand by the front window of a

it’s changing fast. Customers are more

how your forecourt makes them feel,

convenience store long enough and

price sensitive, more hurried, and more

and how a few tiny moments outside can

really watch the forecourt, you start to

distracted than at any point in recent

shape everything they do inside.

realize something most people never

memory. They compare fuel prices before

think about: the pump lane is where the

they compare anything else. They use

One of the most overlooked truths in this

relationship with your customer truly be-

apps that tell them where to turn and

industry is that people build emotional

gins. Outside, before they ever touch the

where to skip. They’re listening for the

habits around where they fuel. Even if

door. The forecourt is where they decide

slightest signal that your store is worth

they don’t say it out loud, even if they

whether they trust you. It’s where they de-

the stop. For years, loyalty happened

think they’re just choosing based on

cide whether they like you. It’s where they

inside the store. Now it’s something that

price or convenience, they are forming

decide whether the stop they’re making

needs to happen before the car even

attachments, which are little loyalties, to

is just a transaction or the beginning

rolls to a stop.

the places where they are comfortable

of a routine. And for every independent

and are treated well. The forecourt is not

operator in the Southeast, the pump lane

This is where pump lane loyalty comes

just where fuel is dispensed; it’s where

is where loyalty has always quietly lived,

in; not the corporate points-based, app-

expectations are set. If the pumps are

long before loyalty programs, apps, or

heavy, tiered-and-gamified programs that

clean, the lighting is warm and bright

fancy screens became part of the land-

chains push, I mean the small, human, in-

at night, the signage makes sense, the

scape.

dependent-operator kind. The loyalty that

card reader is working, and if the trash

comes from understanding the rhythm of

cans aren’t overflowing, customers feel

how your regulars approach your store,

respected. And customers who feel

But something is changing now, and 36

C-STORE CONNECT MAGAZINE

respected spend more freely and return

pass three or four independent stations

until you break it. If a customer has to

more often.

on their morning route, the decision

cancel a transaction because the pump

about where to stop is rarely about fuel

stalls or the reader fails, you didn’t just

Loyalty begins with that feeling of re-

alone. It’s about familiarity. It’s about a

inconvenience them; you interrupted their

spect. It begins with trust, and the pump

sense of ease. It’s about knowing the

day. Customers do not forget interrup-

lane has more influence on trust than any

pump won’t reject your card, that there’s

tions. But they also never forget seam-

other part of the store.

plenty of space to maneuver, that the

lessness. The operator who invests in

lighting is safe, and that the team inside

smooth pump experiences earns loyalty

Loyalty is about connection. The pump

will be friendly. The pump lane is the

without ever saying a word.

lane is where most customers first ex-

threshold of trust. If that threshold feels

perience your store’s personality. How

welcoming, the customer crosses it

What’s interesting now is how the store’s

your team moves outside, how often you

willingly.

interior can reinforce the loyalty that

check for issues, and how you maintain

begins at the pump. When customers

your lot are all subtle expressions of who

For independent operators, that threshold

step into the store immediately after

you are as a retailer. Customers pick up

can become a powerful differentiator. Big

fueling, they are already in a “decision

on that energy instantly. A spotless pump

chains can invest in fancy screens or dig-

zone.” The warmth of the store contrasts

and a well-kept lot tell customers your

ital loyalty programs, but they often lack

with the cool air outside. Their minds shift

store is run with pride and attention. A

the personal touch that independents can

from the task of fueling to the pleasure

messy forecourt tells them the opposite.

offer effortlessly. A regular who pulls into

of choosing. This is where the retailer

your station and recognizes the employee

can turn pump lane loyalty into full-store

I’ve walked the forecourts of hundreds of

walking the lot immediately feels a sense

loyalty.

stores in the Southeast, and I can tell you

of home. A customer who knows your

without hesitation that the most success-

station’s pump layout like the back of

ful stores always, always have forecourts

their hand feels anchored. A parent who

that “feel” good. Not because they

knows they can get in and out without

are new, expensive, or architecturally

stress chooses you over chains, even if

impressive. They feel good because the

the price is a little higher.

operator views them as a front porch, not a driveway. The difference is subtle but

Pump lane loyalty is emotional before it is

profound. Customers feel the difference

transactional.

before they ever step out of their car.

successful stores always have a forecourts that feel good.”

Of course, technology is becoming part

Think about this from the customer’s

But what’s interesting now is that the

of the equation too, but not in the way

perspective. They’ve just trusted your

pump lane is becoming the primary

people think. Customers don’t need a

forecourt. Now they’re stepping inside,

battleground for loyalty in general. The

full-blown corporate loyalty app to form

hoping for something that matches that

store with the better forecourt experience

habits. What they need are small conveni-

trust. If the coffee station is clean, if the

will win the stop before the customer

ences that make the fuel stop smoother.

foodservice display looks appealing,

even considers what’s inside. And once

A working tap-to-pay reader. A quick

if the cashier greets them warmly, that

you win that stop, once you capture

preauthorization. Clear pricing. Screens

trust amplifies. It multiplies. It becomes

that driver, the door opens, literally and

that actually function, not glitch. Simple

part of the customer’s mental map of the

figuratively, for everything else: coffee,

pump instructions. Even the small act of

store. Once a customer associates your

foodservice, snacks, functional beverag-

printing receipts correctly matters more

pump lane with warmth inside your store,

es, local items, and all the small impulse

to customers than most operators realize.

loyalty becomes anchored. They form a complete feeling about your business as

purchases that fill the store’s margin. These small technological comforts creIn the Southeast, where drivers often

“my store.”

ate micro-loyalty, the kind that’s invisible C-STORE CONNECT MAGAZINE

The beauty of pump lane loyalty is that it

looking for stores that feel easy to love.

even in brief exchanges. The pump lane

can still thrive without gimmicks. Loyalty

When you combine a clean forecourt, a

can showcase these qualities beautifully

does not need to be gamified to be real.

reliable fueling experience, and a warm,

because it’s the part of the store where

A sticker on the pump that says “Thank

thoughtful interior, the customer begins to

customers are awake, aware, and forming

you for choosing us today” may sound

see your store as the “safe choice”, and

opinions fast.

simple, but it almost always gets noticed.

the safe choice almost always becomes

Small, personalized statements signal

the preferred one.

humanity, and humanity is something no chain can duplicate at scale.

Operators who treat the pump lane as a place where their brand personality

There is a unique opportunity to leverage

is visible often find that they don’t need

the region’s cultural tone to deepen pump

elaborate loyalty systems because they’re

But in the modern c-store, there is also

lane loyalty even further. People here

building loyalty organically. The smile

room to deepen pump lane loyalty with

appreciate small courtesies. They notice

from across the lot, the wave from an

subtle, smart technology. A QR code at

when an employee steps outside to

employee, the quiet consistency of a

the pump that leads to a one-click digital

empty trash cans or help someone with

well-run forecourt are the loyalty “points”

coupon. A gentle prompt for a free coffee

a stuck nozzle. They appreciate when

that stay in a customer’s heart long

with a fuel purchase during morning

the lot feels orderly and secure. They

after they’ve forgotten about any digital

hours. A small message on the pump

value personal greetings and kindness,

incentive.

What customers truly care about is whether the place they stop makes their day easier”

One of the most common mistakes op-

screen reminding customers of your local partnerships or foodservice options. Not heavy marketing. Just little nudges that feel helpful, not pushy. Independent operators often underestimate how powerful these tiny connections can be. Customers are not looking for complicated loyalty programs; they’re

C-STORE CONNECT MAGAZINE

erators make is thinking that customers are loyal because of price. Price matters, but not as much as we sometimes believe. What customers truly care about is whether the place they stop makes their day easier. A customer will pay a few cents more per gallon if they know

the pump will work cleanly, the lighting

ent operator could see, it’s how much

ers won’t notice small improvements in

beginning to judge the whole store by the pump lane”

the pump lane. They do. They notice

why the pump lane has become such an

everything. Fresh paint on the curbs.

emotional boundary for customers. It’s

The pump lane is where customers de-

Clean squeegees. Trash cans that aren’t

where they decide: Is this my place?

cide whether your store belongs in their

will feel safe, and the team inside will be friendly. Saving fifteen cents isn’t worth a headache. Customers are not loyal to the cheapest store; they are loyal to the store that treats them best. Another mistake is assuming custom-

overflowing. Pump handles that aren’t

power they have in that quiet moment when a customer pulls up to the pump. That moment is not small. It’s everything. It determines whether that customer goes inside, whether they buy coffee, whether they choose a snack, whether they trust your foodservice, and whether they keep you in their routine.

lives. And when they decide it does, it

sticky. Cards that process instantly. Good

And once a customer decides your store

becomes a relationship that lasts through

lighting when it gets dark early. Even the

is “their place,” the rest of the relation-

storms, price fluctuations, competitor

spacing between pumps becomes part of

ship becomes effortless.

remodels, and every trend that comes

the forecourt experience. These details

and goes.

become the emotional glue that binds

That’s the real magic of pump lane

loyalty.

loyalty. It doesn’t force customers into

Pump lane loyalty is a feeling built on

habits; it allows habits to form naturally.

respect, consistency, and care. In a world

Customers are beginning to judge the

It catches customers at the very moment

that’s changing faster than ever, that feel-

whole store by the pump lane, specifical-

they are deciding what kind of day they

ing is more valuable than anything printed

ly because the world around them feels

want to have. It says, “Let us help you

on a receipt or launched in an app.

uncertain. When people are stressed,

start this day right.” And customers hear

they use small cues to determine who

that message without anyone needing to

Because every customer who chooses

they trust. A clean pump lane says “This

say a word.

your pump is choosing you, one clean

store is run well.” A sloppy one says, “I might not feel comfortable here.” That’s

pump and one warm smile at a time. If there’s one thing I wish every independC-STORE CONNECT MAGAZINE

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CIGARETTES &

BEER

C-STORE CONNECT MAGAZINE

local and state restrictions on flavored tobacco have expanded so that by mid-2025, more than a quarter of the U.S. population lives under some type of flavored tobacco restriction, and more than sixteen percent live under a specific menthol sales restriction. On the alcohol side, beer is still a workhorse, especially in our channel, but it is no longer the unquestioned growth engine it once was. Convenience stores still carry a lot of weight in beverage alcohol, to the point that we now represent over 40% of Cigarettes and beer have been the

are still large, but the long-term trend

off-premise alcohol beverage sales

twin pillars of convenience store

is unmistakably down. Nationwide,

in the U.S., and packaged beverages

sales for so long that it can be hard

total cigarette pack sales fell between

and beer together account for rough-

to imagine a world where they are not the default answer to, “What keeps the lights on?” For decades, those two categories paid the bills, drove traffic, and earned their place at the center of every operator’s attention. In many independent stores across the Southeast, they still do. You can see

ly a quarter of both inside sales and

what keeps the lights on?”

gross margin.

Even so, the beer

category has settled into slow or flat growth, with analysts describing it as “unbalanced,” while spirits and ready-to-drink cocktails are the ones quietly pulling ahead.

Within beer,

the money is shifting, too. Single

about five and nine percent from 2019

cans and bottles have been the traffic

morning regular who buys a pack with

to 2024, and 2024 alone saw a rough-

driver with double-digit compound

their coffee, the evening customer

ly nine percent decline compared to

growth over the last five years, while

who grabs a cold single on the way

the year before.

non-alcoholic beer, still tiny, is grow-

it in the rhythm of the day: the early

At the same time,

home, the weekend rush of people stocking up for a game or a cookout. Cigarettes and beer are woven into the story of our stores. But if you zoom out and look at what has been happening over the last few years, it becomes clear that this story is changing. Not in a dramatic or overnight way, but a slow-and-steady reshaping that every operator can feel if they really pause and look at the numbers and the shelves. Cigarette sales C-STORE CONNECT MAGAZINE

ing off a small base as customers look

not to shrug and hope it all works out,

health awareness, changing social

for moderation options that fit their

or to rip everything out and chase the

norms, and the growth of alternatives.

lifestyle.

newest thing. It is to recognize what

is happening, be honest about where

Those alternatives are no longer just

So where does that leave the inde-

your store stands, and be thoughtful

vapes. Nicotine pouches and mod-

pendent operator in the Southeast,

about how you let cigarettes and beer

ern oral products have moved from

sitting on decades of habit and

continue to earn space and capital

fringe to front row in an incredibly

expectation, with a store layout and

while also making room for what is

short period of time. The U.S. nico-

customer base built around cigarettes

clearly coming next.

tine pouch market was valued at just under 4 billion dollars in 2024 and is

and beer? The answer isn’t panic or abandonment. Cigarettes and beer

On the cigarette side, the regulatory

projected by some forecasts to grow

are still important. They still gener-

backdrop is noisy and confusing,

more than 10-fold over the next dec-

ate significant revenue and attract

and it has been for years. Menthol

ade.

bans have been proposed, delayed,

c-stores jumped nearly 60% in 2024,

debated, and reshuffled enough times

and in the first quarter of 2025, they

that many retailers have tuned out the

were still growing at close to mid-dou-

whole conversation. But the big pic-

ble-digit rates year over year, even

ture is hard to ignore. Even though the

as total tobacco and nicotine sales in

White House pulled the federal men-

c-stores declined.

thol cigarette and flavored cigar rules

manufacturers alike are describing an-

back from the finish line in early 2025,

nual growth rates in the thirty percent

leaving them in limbo, the direction

range, and major tobacco companies

of travel is still toward tighter regu-

now talk about “modern oral” as a

lation.

core driver of their future profits.

Meanwhile, state and local

Sales of nicotine pouches in

Trade press and

governments have not waited around.

customers who buy other items while

They have pushed forward with their

In other words, the competition for the

own flavored and menthol restrictions,

cigarette dollar is no longer hypo-

creating a patchwork that varies from

thetical. It is real, and it is happening

county to county and city to city.

right on your backbar and in your under-counter drawers.

they are in the store. But they are no longer the only game in town. Regu-

For an independent store in Georgia,

latory pressure and cultural shifts are

Alabama, or the Carolinas, that patch-

The regulatory environment around

squeezing cigarettes from one side.

work might feel distant on some days

these alternatives is complicated, too.

New nicotine formats and oral prod-

and uncomfortably close on others.

On the one hand, the FDA has begun

ucts are capturing customers from

Even if your jurisdiction has not im-

authorizing specific nicotine pouch

the other. Beer is still a staple, but it

plemented flavor bans yet, the writing

products, such as Zyn, as modified

is now competing with RTD cocktails,

is on the wall: flavored and menthol

risk alternatives for adult smokers,

flavored malt beverages, seltzers,

cigarettes are under more scrutiny

pointing to reduced exposure to harm-

and a new wave of non-alcoholic and

than ever, and youth access concerns

ful compounds compared to combus-

better-for-you options that appeal to a

are driving much of the policymaking.

tible cigarettes.

different kind of drinker.

At the same time, long-term declines

youth use of pouches is attracting

in cigarette consumption continue

attention, and some local jurisdictions

regardless of regulation, driven by

have moved to ban pouches entirely

The smart move heading into 2026 is 44

C-STORE CONNECT MAGAZINE

On the other hand,

from non-adult-only retailers, including

a nicotine portfolio, not just a ciga-

last five years.

c-stores, due to concerns about teen

rette section. That means looking at

with what we see in Southeast stores:

uptake and the product’s discreet

your sets and asking hard questions:

customers grabbing one or two cold

nature.

Which SKUs are still earning their

singles on the way home, for a game,

both opportunity and risk: you have a

keep? Which brands are declining so

for a fishing trip, for a backyard

category that public health authorities

quickly that they no longer justify their

evening, instead of always stocking up

reluctantly admit is less harmful than

space? Which lines of pouches and

on big packs.

cigarettes for adult smokers, but that

modern oral products are growing fast

still draws regulatory fire when it looks

and deserve better placement, clearer

Yet even as beer maintains its role

like it is being marketed or displayed

signage, or staff training? How do you

as a category workhorse, it is being

in ways that attract minors.

keep your staff sufficiently educated

crowded from two directions. On one

to answer adult customers’ questions

side, spirits and RTD cocktails are

For you, as an independent operator,

about alternatives while also staying

pulling share and attention. Off-prem-

that translates into a few practical

firmly within the lines of compliant

realities. First, there is no path for-

marketing and age-restricted sales?

That split reality creates

That aligns perfectly

ward that doesn’t involve navigating tobacco regulation more carefully

On the beer side, the story follows

than in the past. Cigarettes and cigars will face more rules, not fewer. Flavor

ing. Cigarettes still deliver revenue,

not the unstoppable revenue machine it once was”

but margin and carton volume will be

a similar pattern. Beer is not dying,

harder and harder to grow. Oral nico-

but it is not the unstoppable reve-

tine, pouches, and smokeless prod-

nue machine it once was. Analysts

ucts are growing fast, and in many

describe beer’s performance in 2024

stores, they are beginning to generate

as a return to “pre-pandemic” norms,

more profit per facing than some tradi-

with slower growth and pockets of

tional SKUs.

underperformance, especially for

restrictions, display rules, age-verification pressure, and local activism around youth nicotine use are not going away. Second, the economics of your backbar are going to keep shift-

Third, you will need to

be thoughtful about how you balance

mainstream brands.

Some seg-

the old and the new, because both will

ments, like Mexican imports, premium

coexist for a long time.

offerings, and convenience-friendly singles, are still strong, and in our

The mistake would be to cling to cig-

channel, singles are doing much of

arettes as if nothing is changing, or to

the heavy lifting. One major suppli-

push so hard into new products that

er reports that singles account for

you alienate long-time adult smokers

roughly a third of beer dollar sales in

who still rely on your store for their

c-stores, more than half of beer trips,

usual brands. The smarter move is

and over 60% of units, growing at

to accept that you are now managing

about a 10% compound rate over the

ise spirits sales have been flat to slightly positive in volume overall, but that entire gain comes from RTD cocktails, which are growing in the mid-teens annually as consumers embrace canned convenience and familiar flavors in “premiumized” formats.

On the other side, non-al-

coholic and low-alcohol options are stepping into the cooler, offering a way for moderation-minded customers to participate in the occasion without committing to alcohol at all. Non-alcoholic beer, still small, is growing every year in c-stores, and is on pace to C-STORE CONNECT MAGAZINE

a single flagship beer brand. They are

move from novelty to normal, especially among younger shoppers and

It is important to remember that beer

more likely to moderate their intake

drivers who want the taste and ritual

and cigarettes still carry emotional

with non-alcoholic options. And they

without the downside.

weight for a lot of customers. These

are more likely to choose drinks that

are not just products; they are habits

align with lifestyle perceptions such

For operators in the Southeast, where

and rituals. The long-time smoker who

as clean ingredients, clear flavor cues,

beer culture is still strong and occa-

comes in for a carton every Thursday

lower sugar, and lower ABV.

sions like football season, hunting

is not only making a purchase; they

trips, and weekend gatherings drive

are preserving a rhythm in their life.

That means the independent opera-

much of the cooler activity, this pre-

The customer who grabs the same

tor who wants to stay ahead needs

sents both a challenge and an oppor-

brand of light beer for every weekend

to manage cigarettes and beer with

tunity. The challenge is that you can’t

cookout is not just shopping; they

a dual mindset. On one hand, you

assume yesterday’s beer set will keep

are repeating a tradition. When you

defend the revenue they still provide.

performing tomorrow. Styles, brands,

think about adjusting your sets, you

You keep sets clean, pricing accurate,

formats, and packaging sizes that felt

have to honor that emotional reality.

ID checks strict, promotions balanced,

automatic five years ago may now be

You don’t rip those products away

and relationships with adult customers

slow movers, while new RTDs, FMBs,

overnight. You respect the routines

respectful. On the other hand, you

and premium singles quietly race

that built your business. But you also

actively cultivate the adjacent catego-

past them. The opportunity is that the

recognize that the generational tide

ries that are clearly taking root in your

customer is more open than ever to

is moving, second by second, toward

store. You give oral nicotine a real

experimenting. If you present the right

alternatives.

presence. You make RTD cocktails and premium singles easy to spot and

mix with a strong base of familiar beer brands, a smart assortment of singles,

Young adults are far less likely to start

grab. You treat non-alcoholic beer

a few non-alcoholic choices, and

smoking cigarettes than their parents

and lower-ABV options as more than

a curated set of RTD cocktails that

were. They are more likely to vape,

a token. You allow the cooler and the

actually fit your community’s tastes,

to use nicotine pouches, or to skip

backbar to tell a story about evolution,

you can build a beverage alcohol set

nicotine entirely. They are more likely

not abandonment.

that earns its footprint even in a flat

to drink RTD cocktails, seltzers, and

environment.

flavored beverages than to commit to

C-STORE CONNECT MAGAZINE

On the regulatory front, it is also wise

to view cigarette and beer profits as a

tional beverages, healthier snacks,

not just as a wall of brands, but as a

funding source for your future, not as

and upgraded coffee, the modern

portfolio you need to manage. You will

something you can count on forev-

c-store is as much about everyday life

see the beer cooler not just as a cold

er. The dollars you earn from these

as it is about indulgence. Managing

closet, but as a map of your custom-

categories now can help you invest in

cigarettes and beer with care, compli-

ers’ habits and aspirations. You will

equipment, foodservice, technology,

ance, and moderation helps reinforce

see nicotine pouches and modern

and merchandising that will sustain

that shift. When your store feels like a

oral products not just as a trend, but

the store in the long term. Cigarettes

place where adults make responsible

as a structural shift. You will see RTD

and beer helped build the house; now

choices, not a place that is indifferent

cocktails and non-alcoholic offerings

they can help insulate it. That might

to consequences, you open the door

not just as fads, but as reflections of a

mean using the cigarette margin to

to more families, more professionals,

new kind of drinking culture.

pay for better age-verification tools

more community events, and more

and training, so you stay ahead of

partnerships.

Cigarettes and beer built a huge part of this industry. They paid for registers

enforcement. It might mean using beer margin to upgrade coolers to

Nothing about this is simple. You’re

and roofs, mortgaged homes, college

more energy-efficient models or to

balancing morality, economics, law,

tuition, and retirement plans. Nothing

carve out dedicated space for RTDs

culture, and real people’s habits all at

written here dismisses that. What it

and non-alcoholic beverages. In both

once. But the goal is not to become

does say, clearly, is that the job of

cases, you are treating legacy catego-

perfect. The goal is to become inten-

the independent operator in 2026 is

ries as partners in your transition, not

tional. To recognize that cigarettes

to treat those categories with respect

anchors holding you back.

and beer are still here, still present,

and realism. Respect for what they

and still legit categories, but they now

still contribute. Realism about what is

There is a cultural side to this as

live in a crowded neighborhood of

changing around them.

well. Cigarettes and beer used to be

competing products, stronger regula-

central to how people talked about

tions, and changing expectations.

The stores that will be healthiest a few years from now are those that

convenience stores, often with a certain tone, as if the store was only

If you walk through your store with

leverage the strength of these catego-

about vices. That image is already

that lens, you will see things different-

ries today to build a more balanced,

changing. Between foodservice, func-

ly. You will see the cigarette backbar

modern mix for tomorrow. C-STORE CONNECT MAGAZINE

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FOODSERVICE

PROGRAM OPTIONS One part of the convenience store that

the retailer. They wanted quality without

has undergone the biggest identity shift

complication. They wanted something

in the last decade is the foodservice

warm, real, quick, comforting, and con-

counter. Once upon a time, foodservice

sistent. And they wanted to get all of that

in a c-store was a quiet corner of the

from a place they already trusted: the

store. It was practical, yes, probably had

convenience store.

rollers, and was not something customers bragged about. It lived somewhere

If you spend time talking with operators

between necessary and tolerated. But in

across the Southeast you’ll hear a similar

the last few years, everything about that

story. It starts with customers who used

dynamic has changed. The foodservice

to buy the same thing every day: a bis-

counter has moved from the periphery

cuit, a slice of breakfast pizza, chicken

to the center. It’s no longer something

strips, a corndog, or maybe a sandwich.

customers discover accidentally; it’s

Then slowly, almost without anyone

something they seek out. And in the

noticing, those same customers started

Southeast, where food culture runs deep

looking for something a little different.

and expectations run high, independent

They wanted wraps instead of sandwich-

operators are learning that their food-

es. They wanted grilled instead of fried.

service program is no longer a side

They wanted something hot that felt less

attraction. It is their identity.

heavy. They wanted vegetables or fruit cups. They wanted variety.

What’s interesting about this shift is that it wasn’t driven by one big change. It

But here’s the part that really changed

didn’t happen because equipment sud-

the game: they wanted the food to look

denly improved or because big brands

intentional.

started paying attention. It happened

C-STORE CONNECT MAGAZINE

because customers evolved. They start-

That word, intentional, is going to define

ed expecting more from the places they

foodservice for a long time. Customers

visit every day. They started expecting

want food that feels thoughtfully cre-

fresher food, clearer labeling, cleaner

ated and thoughtfully presented. They

presentation, and a sense of pride from

want packaging that makes sense. They

want signage that doesn’t feel like an

how it should feel in their hands. They

and again because pizza is emotional

afterthought. They want the station to

know when something has been sitting

food. It’s comfort. It’s familiarity. It’s one

look like someone cares. This is the

too long. They know when something

of the purest “quick win” meal a c-store

new baseline. It’s not about being fancy

was made with care. That’s why success-

can offer.

or cutting-edge, it’s about looking like

ful independent operators don’t try to

you’re proud of what you’re serving.

imitate big chains. They lean into authen-

Deli programs follow a similar logic. The

ticity. They lean into the kind of honest,

most successful ones are not the ones

And that’s where branding comes in.

comforting, satisfying food that people

offering the widest variety. They’re the

Simple, honest, store-level branding that

in this region grew up on. Sometimes

ones offering the clearest identity. A deli

tells the customer, “This is who we are,

that means breakfast staples. Sometimes

case full of confusing options doesn’t

and this is the food we stand behind.”

it means fried chicken. Sometimes it

work anywhere, but it especially doesn’t

In the world of foodservice, branding

means barbecue. Sometimes it means

work in a c-store. Customers want to

isn’t about logos as much as it is about

pizza. But whatever the menu, it has to

know what your deli stands for. The more

clarity. When a customer approaches

feel real.

clearly you define the program, the more

your hot case or grab-and-go cooler, they should immediately understand what your food is about. Is it hearty? Is it homestyle? Is it fresh? Is it bold? Is it local? Is it traditional? Is it convenient? Good branding answers those questions without requiring a single word spoken.

Some operators make the mistake of thinking branding means slapping a name on the program and calling it a day. But branding is not a name, it’s a promise. A promise of consistency,

loyal your customers become. The stores

those same customers started looking for something a little different”

that win are the ones that treat their deli like a small kitchen, not a miscellaneous shelf of random items.

That’s where the magic of foodservice really begins to shine: in the clarity of purpose. Customers don’t need you to reinvent the wheel. They need you to make the wheel predictable. That’s why consistency is more important than variety. A crisp breakfast pizza every morning will outsell a rotating menu that

quality, and identity. It’s a visual and

Pizza programs are a perfect example

never finds its identity. A perfectly fried

emotional language that customers start

of this. Ten years ago, pizza in a c-store

chicken tender will beat a complicated

to associate with comfort and trust. You

was mostly a novelty. Customers didn’t

menu with inconsistent execution. A

don’t need a national brand to achieve

trust it unless it came from a known

carefully wrapped sandwich will beat an

that. You just need coherence. You need

brand. But today, independent stores

overstuffed one that looks sloppy.

a set of cues — packaging, display,

are building their own pizza identities

temperature, freshness, lighting, signage,

done simple and well. Customers aren’t

But foodservice isn’t just about quality.

cleanliness — that all point to the same

looking for gourmet; they’re looking for

It’s about timing. One of the biggest

message.

dependable. They want a slice that holds

challenges operators face is knowing

up on the drive to work and tastes the

when their customers’ rhythms shift —

Food is part of the cultural fabric so the

same on this week as it did last week.

when breakfast starts earlier, when lunch

expectations around it are higher. Cus-

They want a slice they can count on

extends later, when snack times change,

tomers know what good food looks like.

when they’re hungry and in a hurry. And

when customers begin buying warm food

They know what it smells like. They know

when they find it, they come back again

in the evenings instead of the afternoons. C-STORE CONNECT MAGAZINE

These shifts happen seasonally, socially, and emotionally. They happen when weather changes. They happen when schools start or end. They happen when local events shift traffic patterns. They happen when work schedules change for major industries in the area. The operators who pay attention to these patterns — the ones who know exactly when to load the case and when to hold back — build foodservice programs that feel intuitively “in sync” with their community.

You can always tell when a foodservice program is in sync. Customers approach the counter with confidence. They don’t hesitate. They don’t inspect.

— then the whole shopping experience

grabbing a slice at noon isn’t just filling

They already know it’s going to be

feels effortless.

up — he’s grabbing comfort in the middle

good. They’re buying from memory, not

of a hard day. Foodservice succeeds

curiosity. And once a customer reaches

In convenience retail, very little hap-

when it understands that food is emo-

that point, your foodservice program

pens in isolation. Every part of the store

tional, not just functional.

becomes part of their life, not just part of

communicates with every other part. The

your store.

pump lane leads to the door. The door

Another major shift for 2026 is the rise

leads to the coffee. The coffee leads to

of “fresh-but-fast” foods in c-stores.

Another crucial part of foodservice

the foodservice. The foodservice leads to

Customers no longer separate health

success heading into 2026 is the way

the cooler. The cooler leads to the regis-

from convenience. They want both. They

the program integrates with the rest of

ter. And the register leads to the next vis-

want a wrap that tastes fresh but is ready

the store. Foodservice is not an island.

it. A strong foodservice program doesn’t

instantly. They want fruit that feels real,

It thrives when it coexists harmoniously

interrupt this sequence; it enhances it.

not processed. They want salads that

with beverages, snacks, and forecourt

look crisp, not wilted. They want food

behaviors. Think about a customer

The independent operators who do this

that feels like a smart choice even when

walking in after fueling: they’re already

well are the ones who understand the

they’re in a hurry. Operators who em-

thinking about comfort. If they smell

emotional life of their customers. They

brace this new reality — who offer a mix

something good — pizza, biscuits, chick-

know that the man who buys a break-

of comfort foods and lighter foods — cap-

en, or even a fresh wrap — that sensory

fast biscuit at 6:30 every morning is not

ture a wider audience without alienating

connection happens naturally. If they see

just buying food — he’s buying a feeling

anyone.

the foodservice area positioned cleanly

of stability. They know that the mother

and confidently, they’re more inclined to

who picks up tenders for her kids after

A store in central Tennessee shared that

explore. If the cooler nearby is stocked

school is not just buying a quick dinner

adding a simple grilled chicken wrap

with reliable pairings — teas, lemonades,

— she’s buying a small moment of peace.

increased foot traffic from local teachers

functional energy drinks, cold brews

They know that the construction worker

who used to skip the store because they

560

C-STORE CONNECT MAGAZINE

“couldn’t find anything light enough for

ways struggle. Foodservice with a strong

cuits fresh or that your pizza dough isn’t

lunch.” Another store in Georgia shared

identity becomes a magnet.

frozen. When customers can attach a

that offering a small cup of fresh fruit be-

story to the food, they become emotion-

side the hot case dramatically increased

One of the most encouraging trends go-

ally invested. And emotional investment

morning sales among customers picking

ing into 2026 is the number of independ-

is worth more than any promotion or

up coffee. These subtle shifts matter

ents investing deeply in their foodservice

discount.

because they speak directly to an evolv-

teams. They’re not just staffing the coun-

ing customer base that wants options

ter — they’re training people who take

Looking ahead to 2026, the biggest take-

without complexity.

pride in the food. They’re giving employ-

away for independent operators is this:

ees responsibility for freshness checks,

your foodservice program doesn’t need

Branding plays a huge role in all of this.

for presentation, for customer interac-

to be complicated. It needs to be con-

In 2026, customers don’t just want food

tion. And this sense of ownership shows.

sistent. It needs to be clear. It needs to

— they want food that looks like it be-

Customers can feel when a foodservice

feel like it belongs to your store and your

longs to your store. They want a sense of

program is run by people who care. They

community. And it needs to be executed

personality. They want to feel like they’re

respond with appreciation, with repeat

with pride, not obligation.

choosing something local, something

visits, with enthusiastic recommendations

familiar, something they can trust. When

to friends and coworkers.

your packaging, your signage, your

Customers do not expect perfection. They expect care. They expect warmth.

colors, and your presentation all match

Foodservice also has a storytelling ele-

They expect the food to taste the same

your store’s overall identity, customers

ment that often goes untapped. Custom-

today as it did last week. They expect

feel anchored in your brand. That famili-

ers love knowing where the recipe came

the station to look clean. They expect the

arity breeds loyalty.

from. They love knowing the sausage is

employees to know what’s good today.

local or the chicken is breaded in-store.

They expect to feel confident in their

They love knowing you bake your bis-

decision to buy from you.

Foodservice that lacks identity will al-

When you give them that, your foodservice program becomes more than a category. It becomes a relationship. It becomes a reason for customers to choose your store again and again. It becomes the backbone of your revenue, your reputation, and your future.

As 2026 approaches, remember this: foodservice is no longer optional. It is a defining feature of the modern c-store. It is the heart of your identity. And when you build that heart with honesty, consistency, clarity, and care, it beats strong enough to carry your entire business forward. C-STORE CONNECT MAGAZINE

Reasons to Believe Ginger Ale is the fifth largest flavor group in the soda category, making up over $1.7B annually The Ginger Ale category is growing fast, up +7.2% year over year Pack Configurations: 12 oz x 12 pk Tray

Ginger Ale is growing faster than Cola, Citrus, and Lemon Lime soft drink flavors

Flavor Description

Shelf Life: “guaranteed shelf life 183 days”

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FPO

5g Sugar

30 Calories

12 oz

Ingredients You Can Love

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Prebiotics

Program Support

FPO 12 oz 12 pk

Social Support

Media Support

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poppi holiday SKUs are #1 in the portfolio when available

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Flavor Description

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25 calories

Prebiotics

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12oz

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SHOPPER HABITS & DECISION MAKING 62

C-STORE CONNECT MAGAZINE

Stand at the front of your store on any weekday for half an hour, and you will notice something that does not show up on a report. People are walking in with a plan. They may only spend two or three minutes with you, but they are not wandering. They are making deliberate and personal choices. The stereotype of the mindless grab-and-go convenience shopper is no longer the case, if it ever was. In 2025, especially across the Southeast, you are dealing with a customer who is juggling pressure on their wallet, time, and health, all at once. They still love a good impulse, a small treat,

are not giving up either. NACS has point-

are browsing cautiously, deciding not to

and speed, but they are thinking harder

ed out that consumers are cautious and

buy because something about price, val-

while they do it.

tired of price increases, yet still hopeful,

ue, or relevance is not hitting the mark.

still trying to balance value with small in-

The data backs up what you can already

dulgences.

in. Your shoppers are pickier. They are

see. Recent shopper research from

in the way households are shopping at

feeling squeezed. They are managing

Acosta shows that in c-stores, about

more retailers across the board. Circana

more with less. And yet, when the offer

a quarter of customers have actually

estimates that the average U.S. house-

matches their moment, they still spend.

increased their trips this year, but those

hold now visits nearly 40 different retail

trips are more purposeful. Around 70%

banners in a year, meaning your store

At the same time, convenience stores

of visits are now “planned quick trips”

is no longer the only stop. It is one of

are still incredibly important in people’s

for something specific, a noticeable

many, and the reason they choose you

lives. NielsenIQ points out that 96% of

increase from last year.

has a lot to do with whether you feel like

U.S. shoppers visited a c-store at least

a smart, simple stop on a hard day.

twice in 2024, and a large share visited

At the same

time, Circana reports that in the conveni-

You can see that dynamic

ence channel, trips per buyer have been

That is the context you are operating

far more often.

Fresh research from

declining, even as dollars per trip have

In the convenience channel specifical-

Acosta this fall went even further, noting

risen, as prices per unit are higher and

ly, the pressure around traffic is real.

that while fuel is still the main reason

people are more selective about what

Circana’s latest reads and other traffic

they put in their baskets.

studies show that, as of late 2024 and

That picture

sounds contradictory until you connect

into 2025, c-store dollar sales have been

the dots. Your customers might be

under pressure and trips per buyer have

coming a little less often, but when they

been down, even as other channels like

do come, the trip matters more. They are

grocery and mass have eked out growth.

not grazing. They are trying to make that

visit count.

same thing from another angle: with

Video analytics work has shown the

fewer shoppers coming in, each visit has This is happening inside an economy

to carry more weight, and when in-store

where people do not feel great, but they

conversions slip, it usually means people

juggling pressure on their wallet, time, and health” C-STORE CONNECT MAGAZINE

0 63

to first period. A contractor picking up a sandwich and a cold brew between jobs. A parent stops for a snack for a kid before practice. Those moments are quick, but they are mentally loaded. People are asking themselves, often silently, “Is this worth it? Does this fit the day I am having?” The more chaotic and expensive life feels, the more those questions matter.

You can see that pressure clearly in snacking behavior. Analysts have started talking about a “recession in snacking.” Volume in traditional salty and indulgent snacks has fallen across many channels cigarettes. Today, Circana and NACS

pay more for something that solves a bigger problem”

both describe a more nuanced picture.

people pull into the lot, more than 90%

and freshness in food, and treating time

of those customers step inside specif-

savings or emotional rewards as part

ically to buy food or beverages, and

of the value equation.

nearly 2/3 say they visit a c-store at

customers are absolutely hunting for

least once a week.

the lowest unit price. Others will pay

That combination

Shoppers are “seeking value” in multiple ways at once: trading down to lower-priced items or private-label products in some categories, stretching trips with larger formats in others, seeking quality

Some of your

is powerful: fewer trips in some seg-

more for something that solves a bigger

ments, but very high reach, very frequent

problem for them: a real meal instead of

use among core shoppers, and clear

empty calories, a protein-based snack

intent at the threshold. Your job is not to

that carries them through a shift, an en-

talk an uninterested stranger into buying

ergy drink that does not crash them out

something. Your job is to make it easy

at two in the afternoon.

to feel good about what they pick up

This is where habit and decision-making

while they are with you.

get interesting. On paper, convenience is a small part of the total wallet. In reality,

What they choose has a lot to do with

it is often where people buy the things

how they define value now. Value used

that carry them through the in-between

to mean “cheapest price,” especial-

moments of their day. A teacher grabs a

ly for big-branded chips, candy, and

bottle of water and a yogurt on the way

C-STORE CONNECT MAGAZINE

ers using GLP-1 weight-loss medications simply snack less than they used to. NIQ found that more than 40% of consumers reported cutting back on snacks in 2025, and convenience channels felt the bite, particularly on high-priced chips, nuts, jerky, and chocolate.

the same time, there is a counterforce: shoppers who are still willing to pay for snacks that feel functional, higher in protein, or genuinely special. That is why protein bars that taste like indulgence, meat sticks with clean labels, and elevated small batch treats have momentum even while bulk chip bags struggle at six or seven dollars a pop.

Underneath all of this is the simple fact

for a busy, stressed, but willing customer

as prices have risen, and some consum-

that impulse is still a huge part of what you sell, even if the word “impulse” is starting to mislead people. A recent analysis of broader retail behavior suggested that the average consumer still makes close to 10 impulse purchases a month, often spending nearly $30 per

Gen Z have bought directly through so-

on one side to caffeine and flavor on the

convenience, those impulses are more

cial content, and that they deeply inter-

other. Each door is speaking to a slightly

compressed: a last-second grab at the

twine identity with what they put in their

different shopper. When you misread

counter, an extra drink from the cooler,

cart.

They are not just buying a drink

those signals and put the wrong thing in

an unplanned dessert or energy shot.

or snack. They are buying a little piece

the wrong place, you make the decision

But they are rarely random anymore.

of the person they are trying to be: more

harder than it needs to be.

People are impulse buying within bound-

fit, more focused, more unique, more

aries. They will splurge a little, but only

ethical, more fun, more local. When they

If you shift your focus from the cooler for

if it aligns with the story they are trying

walk into your store after seeing a prod-

a moment and look at the whole path to

to tell themselves about who they are

uct online, they are not browsing blind.

purchase, the role of the forecourt still

and how they handle money, health, and

They are on a mini scavenger hunt.

matters, but not in the way it once did.

purchase across various channels.

NACS data shows that fueling transac-

stress. Age and gender still shape habits in

tions are about a quarter of all trans-

That is especially true for younger shop-

more classic ways, too. NACS Conven-

actions at the average c-store, and fuel

pers, who are quietly changing the mix

ience Voices work has pointed out that

remains a major reason people pull into

in every store. Numerator’s work shows

men still gravitate heavily toward sports

your lot.

that millennials and adult Gen Z now

drinks and energy drinks, while women

account for about a third of all consum-

over-index in water and juice, and that

er spending, up sharply from just a few

Gen Z tends to buy more flavored sodas,

years ago, and their share will only grow.

sports drinks, and juices, while millenni-

als lean harder into energy and pick-

At the same time, PwC’s transaction

analysis notes that Gen Z cut their over-

me-up beverages.

That is why you

all spending by more than 10% in early

see so many coolers now that look like

2025 as they reacted to inflation, student

a gradient from hydration and function

But that does not guarantee

look at the whole path to purchase”

loan payments, and housing costs, even as they still plan to spend meaningful amounts on the things that matter to them.

Put those two facts together,

and you get a customer base that is younger, more economically powerful, more price-sensitive, but more opinionated about where their dollars go.

They are also shopping differently. Younger shoppers over-index on social media as a source of product discovery. One PLMA study found that Gen Z learns about grocery items in-store and also heavily from social platforms, with TikTok, Instagram, and digital coupons playing an outsized role.

Other re-

search has found that more than 40% of C-STORE CONNECT MAGAZINE

that the person at the pump is walking

are not background details. They are the

to handle a stressful day. A cinnamon

inside, and it certainly does not guaran-

environment in which those fast, pres-

roll, a specialty coffee, a new candy, or

tee loyalty. Many are just responding to

sured decisions happen. If you make the

a Hot Extreme tea might feel like a small

the price they saw on the street. At the

good choices easy to see and easy to

reward. You are selling emotional regula-

same time, newer research on pump be-

reach, you are not manipulating people.

tion as much as anything else.

havior points out something very impor-

You are respecting their time. Technology sits in the middle of these

tant: when people do choose to come in after fueling, cleanliness, safety, and

There is also an emotional layer that

habits and decisions. Many customers

clarity at the pumps strongly influence

sometimes gets forgotten in all the

are now used to paying at the pump,

their decision.

A dirty, confusing, or

talk about price and category strategy.

using mobile wallets, and seeing target-

neglected forecourt tells them instant-

C-store visits are often tied to transition

ed offers in apps. A PwC survey cited

ly that whatever is inside might not be

moments: leaving the house, heading

by CStoreDive found that nearly 70% of

worth the time.

to work, coming home, starting a road

Gen Z want to blend in-store and digital

trip, dropping kids off, finishing a shift.

experiences, including mobile payments

When they come through the door, they

In those transitions, people are not just

and digital offers tied to physical visits.

make decisions faster than many of us

hungry or thirsty. They might be tired,

would like to admit. Observational work

anxious, relieved, bored, irritated, cele-

for discounts but for recognition. NACS

and shopper tracking show that many

bratory, or even lonely. Research from

consumer work has shown that roughly

trips last fewer than four minutes, some

NIQ and others has long said that con-

the same share of customers choose a

under two minutes, and a high share of

venience shoppers are shifting more of

given c-store location for good pricing

decisions are made standing in front of

their spend into fresh and healthier cat-

as for loyalty perks, suggesting that be-

the cooler or the foodservice area, with

egories, but part of what drives that shift

ing “their store” can matter as much as

only a few seconds spent scanning each

is not just health metrics; it is mood.

saving a few cents.

set. That means your layout, signage,

A salad, a wrap, a protein drink, or a fruit

ent without a national app, that might

assortment, and cross-merchandising

cup feels like a more responsible way

sound intimidating, but loyalty does not

Loyalty programs matter too, not just

For an independ-

have to mean complex tech. It can mean simple, consistent, human recognition supported by whatever modest digital tools you do have.

If we pull all of this together and look at the shopper in your store today, a clear picture emerges. They are more intentional than before, even when they are impulse-buying. They are more fragmented in their loyalty because they have more choices across forty or so banners each year.

They are more

attuned to value in all its forms: price, portion, function, flavor, time saved, and regret avoided. They are more exposed to products and ideas from social media 66

C-STORE CONNECT MAGAZINE

and influencers than from traditional ads. They are more likely to be younger or influenced by younger household members. They are more cautious about sugar, about ultra-processed snacks, and about empty calories.

And yet they

are still walking into your store wanting to feel good about something.

For you, that means the shopper habits workaround and decision-making is not about tricking anyone. It is about removing friction between what people truly want and what you are actually offering. In practice, that looks like making sure your sets reflect how shoppers now group choices in their head: energy that feels “cleaner” near the front of the cooler, hydration and sports drinks

offers and refill behaviors. It is all visible

keep shifting as prices move, as technol-

in one clear zone, indulgence where it

in your POS data and in your own eyes if

ogy spreads, as health trends rise and

is obvious, functional snacks near the

you stand, watch, and listen.

fall, and as new categories show up at

foodservice and coffee, protein snacks

your backbar and in your cooler. But the

where the worker who skipped lunch will

The good news is that the core strengths

heart of it will probably not change. Peo-

actually see them. It looks like pricing

of independent operators align well with

ple will always be balancing a few simple

and promotions that pass the “this feels ffffff fair” test in a world where everyone

evolving shopper habits. People want

questions when they walk through your

stores that feel human. They want staff

door. Do I feel comfortable here? Does

knows what a bag of chips costs now. It

who recognize them. They want products

this feel like a smart choice for the kind

looks like a foodservice offer that is lim-

that feel chosen. They want the sense

of day I am having? Does this store feel

ited enough to be consistent and visible

that the person running the store lives

like it understands me even a little?

enough to be considered.

somewhere near them in the real world,

When the answer to those questions is

not in a headquarters three time zones

yes, the rest of the details begin to fall

It also looks like knowing your custom-

away. In Britain, some of the latest com-

into place. The trip converts. The basket

ers. Morning shoppers in your town

mentary has talked about the surprising

gets a little bigger. The visit becomes a

might be all about coffee and biscuits,

resurgence of the corner shop, powered

habit.

or they might be drifting toward energy

in part by Gen Z seeking real interaction

plus a protein bar. Lunchtime might still

rather than passive online everything,

If you keep watching with fresh eyes,

belong to pizza slices and hot dogs, or

and a version of that story is playing out

keep listening to what your customers

you might be seeing more wraps and

here too.

are quietly telling you through their

bowls walking out the door. Afternoon

where a quick stop feels like a small visit

choices, and keep adjusting how you

might be the sweet spot for frozen bever-

to something familiar.

present your store to match how they

Your store can be the place

ages and candy, or it might be the quiet zone where you need to lean on loyalty

really live, you will not just survive their Shopper habits and decision making will

changing habits, you will grow with them. C-STORE CONNECT MAGAZINE

BEST NEW PRODUCTS RECOGNIZED IN

2025 70

C-STORE CONNECT MAGAZINE

There is always that moment when all

story about crazy innovation for innova-

er end, you have products like Twisted

the vendor decks, trade show aisles,

tion’s sake. It is a story about function,

Tea Extreme and Smirnoff Ice Shorties,

and category projections fall away and

comfort, identity, and timing. It’s a story

both built with convenience stores in

you are left with the moment of truth: a

about customers who want products that

mind, unapologetically bold, and tuned

customer standing in your store, holding

do something for them.

to single-serve and impulse. Twisted Tea Extreme takes a flavor people already

a product they have never tried before, deciding whether it belongs in their life.

You can see it in the way alcohol is

love and simply turns the volume up, of-

If they put it back, the buzz does not

shifting. Look at the combination of

fering more punch in the same 24-ounce

matter. If they put it in the basket and

things that rose to the top this year. On

cold can that fits perfectly in the cooler

then come back for it again next week,

door. Smirnoff Shorties do something

that product is real. That is the differ-

similar for the flavored malt beverage

ence between “launch” and “success,” and 2025 has been full of products that crossed that line quietly, one convenience store basket at a time. One of the best snapshots of what is actually breaking through this year came from the Convenience Store News “Best New Products of 2025” awards, which pulled together winners across just about every category we care about: snacks, beverages, foodservice, tobacco, HBC, and even lottery. When you step back and look at those winners as a group, a story appears. It’s not a

projections fall away and you’re left with the moment of truth one end, you have Pabst Light, a lighter take on a heritage brand that keeps the classic lager feel but aligns with modern “I still care what is in this” sensibilities. Lower calories, fewer carbs, yet still full-flavored. That is exactly where many legal-age beer drinkers live right now, especially in the Southeast, where tradition matters but waistlines and wellness are no longer afterthoughts. On the oth-

world, but with a small pocket bottle, high ABV, bright packaging, and a very clear nod to Gen Z and multicultural shoppers who treat singles as their main format. You have older drinkers trading toward lighter styles, and younger drinkers leaning toward more intense ones, and the cooler has to serve both without feeling cluttered. Right alongside those alcohol innovations, you see something that would have sounded far-fetched five years ago: THC-infused seltzers treated as a legitimate packaged beverage segment.

C-STORE CONNECT MAGAZINE

Mad Tasty’s low-dose THC seltzers

If you slide down the cooler doors from

Look closer and you realize it is built

earned recognition this year because

alcohol into nonalcoholic beverages,

around low sugar, low calorie, clean

they sit in that gray but growing space

the same themes repeat in a cleaner

color, and a can format that feels more

where some consumers, in legal envi-

way. Take RIOT Energy Citrus Lime,

adult and more modern than the classic

ronments, are moving a portion of their

one of the energy winners this year. It is

plastic bottle. It is hydration that fits

relaxation occasions away from alcohol

still an energy drink, still delivering real

into a lifestyle where parents, athletes,

and toward cannabis in a format that

caffeine, still doing what the category

and kids alike are looking to cut sugar

looks and behaves just like a sparkling

promises, but the way it does it is the

without feeling like they are drinking

water. Vegan, modest calories, simple

story: organic caffeine, no added sugar,

flavored water. When you put that next to

flavors, single serve. Whether operators

recognizable ingredients, and a very

products like Noka superfood smooth-

in the Southeast can sell products like

intentional pitch to Gen Z and Hispanic

ies or Welch’s zero sugar juices, you

that yet is unclear, but the signal is clear.

shoppers who want focus and stamina

see a pattern. People have not stopped

Customers are actively looking for ways

without a chemical halo. Sprite + Tea,

wanting flavor. They have not stopped

to unwind that feel more controlled, more

another award recipient, does something

wanting fun. They have simply stopped

measured, and more in line with their

arguably even more interesting. It starts

being willing to ignore the sugar panel

self-image. For traditional alcohol and

with a flavor mashup that actually makes

on the back.

even for nicotine, that is not a future to

sense in the Southeast, where sweet

ignore.

tea is basically a birthright, and turns a

Zero sugar isn’t the only trend; “bet-

social media trend of mixing Sprite with

ter for you without being boring” runs

tea into a single, ready-to-drink option.

through almost all the best new bever-

It is not a “crazy idea” beverage. It is a

ages. Splash Refresher Sparkling, which

product that simply meets customers

took honors in the enhanced water cat-

where they already are.

egory, is essentially a love letter to that

moving a portion of their relaxation occasions away from alcohol

C-STORE CONNECT MAGAZINE

idea. It is sparkling, it is bold, it is brightThen there is the wave of hydration and

ly flavored, but it removes the sugar and

performance drinks that look familiar at

calories that used to be considered the

a glance but do something very dif-

price of entry. Ice Mountain’s spring

ferent under the hood. Más+ by Messi

water in aluminum nails another piece

is a good example. On the surface, it

of the puzzle: packaging that makes the

is a sports drink with a famous name.

customer feel better about their choice.

It is just water, but in a package that

foam, smoothie base, and more, it be-

feels colder, looks more premium, and

comes much easier for a store with lim-

speaks to sustainability in a way that

ited space and labor to still offer drinks

younger shoppers understand without

that feel modern and indulgent. That is a

a lecture. Yerba Madre’s Bravo Mango

quiet win, but a big one.

as energy, tea, and wellness all at once,

If you step away from the cooler and into

offering natural caffeine and a clean,

the snack sets, the story of 2025 gets

fruity taste in a can that reads like it

even louder. think! Crispy Squares are

a way that younger shoppers understand without a lecture

belongs in the “I want to feel good later”

an example of how protein has quietly

in tune with how people eat now.”

section of the cooler instead of the “I will

slipped out of the gym bag and into

regret this at 2 p.m.” section.

everyday life. They look like a classic

Fruit-based and functional snacks have

marshmallow bar, but they live in the

their own energy this year. That’s It Ener-

The “coffee plus something” territory

snack bar space; the numbers on the

gy Fruit Blends take something familiar, a

saw its own clever move this year, with

back matter: serious protein, very little

fruit strip-style snack, and quietly tuck in

bp’s Epic Goods, Banana Split cold

sugar, reasonable calories. They are

clean caffeine for a no-spill, anti-spike,

brew latte, and Rich’s All In One Cream-

indulgent to look at and to eat, but they

glove compartment-friendly energy

er both getting recognition. The Banana

align with the “do not wreck my day”

option. It lands in the middle ground

Split cold brew takes a very simple idea,

expectations that so many shoppers now

between an energy drink and a bar, and

which is that people love a nostalgic

bring to every snack choice. That same

that’s where a lot of real life happens.

dessert and they love caffeine, and ties

“protein but make it normal” trend shows

Volpi’s prosciutto and provolone snack

them together in a way that feels fun

up in Vermont Smoke & Cure’s hot and

tray does something similar for the deli

instead of gimmicky. It gives customers

spicy turkey sticks. Leaner meat, serious

case. It is essentially a small charcute-

permission to treat their coffee like a

flavor, clean label, and sizes that actually

rie board in a tray, but its construction,

treat without abandoning the function.

work for kids and adults on the go. That

with high-quality ingredients and a focus

Rich’s creamer solution sits more on the

is exactly the kind of product that lets an

on protein, makes it feel like a grown-

operator side, but the customer feels it

independent store say, “Yes, we still car-

up alternative to mindless snacking. Yo

whether they realize it or not. When a

ry the long-standing brands you know,

Quiero’s cup-holder-friendly dips play

single product can serve as a creamer,

but we also have something a little more

the same game in the fresh set, leaning

yerba mate plays in the same sandbox

C-STORE CONNECT MAGAZINE

into the reality that a lot of c-store food

Even old standbys like TWIX and

corn manages to straddle salty, sweet,

is eaten in the car, not at a table, and

Hostess found success this year by

and mission-driven all at once, pairing

making it more convenient rather than

bending toward comfort and nostalgia.

caramel popcorn and chocolate with a

pretending it does not exist.

TWIX Snickerdoodle simply wraps warm,

purpose story that matters to modern

cinnamon bakery notes around a format

shoppers who want their dollars to mean

Right at the heart of convenience cul-

people already love. Hostess Donettes

something when they splurge.

ture, the candy aisle, you can see two

Apple Cinnamon Fritter Rings look and

things happening at once. On one side

feel like they walked straight off a bakery

Foodservice and frozen also play an

is pure play fun. Shaq-A-Licious XXL

tray, but keep the portable, poppable

important role in the 2025 story, espe-

gummies, with their oversized format

logic that makes them work in a c-store.

cially for operators trying to build strong

and cartoon personality, and Sweet

Rice Krispies Mega Bars and Jenny Lee

programs without full kitchens. Johnson-

Revenge jalapeño fudge, with its sweet

Gobs push that same lever in bigger

ville’s Ultimate Philly Cheese sausage, El

heat combo, are both clear nods to

sizes and richer flavors, serving the “I

Monterey Stuff’d Nachos, NuVue’s Meat

shoppers who just want something bold

deserve something” customer who is

Lover’s Craver Bowl and Cheeseburger

and different. They tap into flavor trends

willing to pay a little more for a treat that

Sliders, Cheesyburger Bites from OLM,

like sour and spicy, and they lean heavily

feels premium without being fussy.

Rich’s fully finished cinnamon rolls, and

on personality. On the other side, you

Sour Patch Kids Lemonade Fest slush

have novelty with a function layered

Salty snacks in 2025 took the idea of

all share one key trait. They give you

in. RESPAWN by Razer gum pulls in

“same but louder” and ran with it. Bugles

serious, on-trend flavor and “I saw that

gamers and focus seekers by promising

Salt & Vinegar, Spicy Dill Chex Mix,

on a restaurant menu” comfort, but they

mental performance support, along with

Pringles Mingles puffs, and Kravings

are built for small teams, small footprints,

minty breath, and breathROX popping

chipotle cashews all earned attention

and simple prep. Freezer-to-oven, thaw

mints bring back a childhood texture in

because they took formats people

and serve, hold times that line up with

a product that actually does something

already know and turned up the flavor,

real dayparts. These are not just “fun

useful with zinc and mechanical scrub-

the crunch, or the texture. None of them

new items.” They are survival tools for

bing. Both of those tell you that candy is

asks the customer to learn a new cate-

independents who need food that is

not just about sugar anymore. It is about

gory language. They simply say, “What

craveable and realistic at the same time.

experience, story, and utility.

if your usual snack hit a little harder?” Superstar Crunch from Prospector Pop-

C-STORE CONNECT MAGAZINE

Even categories that c-stores often treat

as side notes had breakout products this

that the “other tobacco” space is looking

year. Proper Wild clean energy shots

for products that feel a little more elevat-

proved there is still life in the energy

ed and a little more intentional, even as

For you, as an operator, the question is

shot set if the ingredients and message

regulation tightens and competition from

no longer “What is new?” The question

are right. UNDO pre alcohol gummies

pouches and vapes grows.

is, “What new products actually fit my

carved out a brand new little corner

experience.

customers’ lives?” A Banana Split cold

between lifestyle, wellness, and nightlife.

When you step back from all of these

brew that feels fun instead of silly. A pro-

Barcode-to-NFT lottery tickets showed

individual products and look at them as

tein bar that tastes like a childhood treat

how even a lottery can nod toward

a group, a picture comes into focus, and

but behaves like a grown-up decision. A

younger, tech-curious shoppers without

it is one independents in the Southeast

hot breakfast bowl that is hearty without

abandoning the scratch-off experience

should take seriously. The best new

requiring a full kitchen. A single-serve

that older players love. None of these

products of 2025, as recognized by CS-

FMB that feels like a small celebration

are giant categories in isolation, but

News and echoed in stores across the

on a Thursday night. A meat snack that

together they tell you that every corner

country, have three things in common.

aligns with how your customers think

of the store is being reconsidered.

They respect the customer’s intelligence.

about protein now, not ten years ago.

They respect the customer’s time. And Then there is tobacco, which sits in its

they respect the customer’s desire to

The industry awards and the trade head-

own complicated space. The Southern

feel a little bit better about the choices

lines help point you toward those prod-

Harvest cigarette line, which took recog-

they make each day.

ucts, but the real verdict still happens

nition this year, says a lot about how that

in your aisles. The best new products

category is evolving. It is built on South-

They respect intelligence by offering

of 2025 are signals that tell you where

eastern grown flue cured leaf, pitched as

cleaner labels, clearer benefits, and

your customers are going, long before

a middle ground between bargain and

more honest flavor profiles. They respect

the category numbers show it on paper.

premium, and positioned around local

time by being portable, portioned, ready

If you listen to those signals and curate

heritage. It is a reminder that even in a

to go, and easy to eat in real life. They

intentionally, you do more than add a

declining category, there is still room for

respect the customer’s desire to feel

few exciting items. You build a store that

differentiation, story, and regional loyalty.

better by leaning into protein, modera-

feels current, thoughtful, and tuned in to

White Owl’s tipped cigars and Al Ca-

tion, sugar reduction, functionality, and

the people who keep your doors open.

pone’s natural leaf wraps likewise show

story without sucking the joy out of the

C-STORE CONNECT MAGAZINE

Reese’s Oreo is outperforming all IC innovation combined!

LOOKING TO

2026 The end of a year seems to make

future isn’t going to look accidental any-

ers who treat the store as a meal provid-

everyone a little more honest with them-

more. It’s going to look like a deliberate

er, a snack destination, a beverage hub,

selves. By the time we reach December,

part of the retail ecosystem, a place

a morning ritual, an afternoon reset, and

most operators can feel the weight of

customers trust for reasons far deeper

sometimes even a social space. This is

the choices they’ve made over the past

than convenience.

partly because foodservice has matured

eleven months; the good ones, the

to the point where customers finally

lucky ones, the hard ones, and the ones

One of the biggest shifts heading into

trust it on instinct instead of hesitation.

they know they’ll never make again.

2026 is something you can feel in al-

It’s partly because beverage trends

Once you’re standing at that edge

most every conversation with operators,

have exploded and splintered in ways

between what was and what’s coming,

vendors, and distributors: the c-store is

no one predicted, creating a new kind

it becomes easier to look forward with

becoming more of an all-day companion

of “cooler tourism” where customers

clarity instead of fear.

and less of a single-occasion stop. The

explore flavors, energy formulas, protein

old gas-and-go mindset is still there, of

blends, functional claims, and local

course, but it’s being joined by custom-

brands. And it’s partly because conven-

If 2025 was a year defined by recalibration, then 2026 is shaping up to be

ience culture has shifted. People use

a year defined by intention. Operators

c-stores now in the same way they used

spent the last couple of years adapting. Now they’re starting to build, not react. They’re making clearer, smarter choices about inventory, layouts, foodservice, technology, partnerships, and community engagement. Not because they’re trying to follow the big chains, but because they’ve realized something important: the independent store of the 80

C-STORE CONNECT MAGAZINE

most operators can feel the weight of the choices they’ve made over the past eleven months”

to use grocery stores; intentionally, selectively, and with a sense of personal preference that goes far beyond price. The data backs up this idea. Analysts across the industry are projecting steady growth for convenience through 2026, with foodservice, functional beverages, and modern snacking leading

the pace. But the real story is in the

that identity even more. Not through

recognize regulars, who can fix a pump

customer mindset. Customers are no

gimmicks or oversized gestures, but

issue without shrugging, who keep the

longer asking, “What does this store

through the consistent human touches

coffee hot and the counters clean, and

sell?” They’re asking, “What does this

that customers crave in a world that

who make the store feel human even

store mean to me?” That’s a different

feels more automated every day. In

when the world outside feels automated.

question entirely, and the operators

2026, technology will continue to grow,

who answer it best will be the ones who

but ironically, the stores that stand out

Foodservice will also continue evolv-

thrive as the new year unfolds.

will be the ones that use technology to

ing in 2026, not by becoming fancier

enhance human experience, not replace

or more complicated, but by becom-

Looking into 2026, one of the biggest

it. Customers don’t want a store full of

ing more consistent and more clearly

opportunities for independents lies in

cold screens. They want a store that

branded inside each store. One of the

continuing to elevate the sense of be-

uses good technology to make the hu-

biggest shifts you’ll see is a move away

longing customers feel when they walk

man parts of the visit smoother, faster,

from “food on the side” toward “food

through the door. This might sound soft,

and more satisfying.

as a core identity.” Customers are no

but it has hard financial consequenc-

longer surprised by great food in a

es. Customers stay loyal not because

Payment technology is a perfect exam-

c-store; they’re starting to expect it. And

of price but because of comfort. They

ple. By the time 2026 hits, customers

the stores that treat their pizza, their

return because your store feels easier,

will expect mobile pay, tap-to-pay, and

deli, their breakfast items, and their hot

more welcoming, and more reliable

fast authorization everywhere. Not

case offerings as an extension of the

than the alternatives. In the Southeast

because they’re tech enthusiasts, but

store’s brand will win more repeat visits

especially, where hospitality is as much

because they’re tired, rushed, and deal-

than they realize.

a part of local identity as sweet tea

ing with a million things at once. The

and hot summers, this cultural warmth

smoother the transaction feels, the more

This is especially true in the Southeast,

becomes a competitive advantage.

they trust the store providing it. But that

where local flavors matter and where

trust deepens when the technology is

customers are deeply loyal to food rou-

paired with real people who smile, who

tines. A store that nails a great sausage

Operators would do well to lean into

C-STORE CONNECT MAGAZINE

biscuit or a consistently crisp slice of

indulgent, or nostalgic. These emotional

buying beverages solely for enjoyment;

breakfast pizza will earn customers for

and functional desires are driving the

they’re buying them to manage their

life. In 2026, that intensity around food

beverage cooler now, and they will only

day. They’re choosing drinks that help

will strengthen, not soften. Customers

get sharper next year.

them push through long shifts, long

will still love their comfort food, but

commutes, long mornings, and long eve-

they’ll also continue leaning into lighter,

We’re already seeing this in the way

nings. They’re making micro-decisions

fresher options that don’t weigh them

customers shop. Energy drinks are split-

to feel better, sharper, more awake,

down. The stores that offer a balance

ting into micro-segments. Protein bev-

and more balanced. When your store

between hearty and healthy, indulgent

erages are becoming daily staples, not

recognizes these choices you become

and responsible will capture both the

workout additions. Functional beverag-

part of the customer’s self-management

morning crowd and the mid-afternoon

es, whether they claim gut health, brain

routine. And that kind of routine is what

grazers who want something better

clarity, mood balance, or hydration, are

anchors loyalty.

than fast food but faster than a sit-down

becoming normal, not niche. Even famil-

meal.

iar categories like coffee and soda are

If beverage and foodservice are the

absorbing functional cues. And in 2026,

heartbeat of 2026, then snacking will be

Beverage evolution will be another

we’ll likely see beverage brands push

the bridge between them. Snacking is

defining force. If 2025 belonged to

even further into combinations that meet

no longer a guilty pleasure for cus-

the functional beverage boom, 2026

multiple needs at once.

tomers; it’s a practical, emotional, and

will belong to what I’d call “purposeful

sometimes even nutritional decision.

drinking.” Customers are no longer

Independents who understand the

And in convenience retail, snacking has

choosing beverages based on flavor

psychology behind these choices will

become expressive. Customers choose

alone; they’re choosing them based

have an advantage. The customers

snacks that say something about who

on how they want to feel. Energized,

walking into your store are not thinking

they are or who they want to be. In

calm, focused, hydrated, sustained,

like they did five years ago. They’re not

2026, expect even more blending of

C-STORE CONNECT MAGAZINE

indulgent and functional snacks, even

legacy categories while reinvesting in

sonal, a c-store can be the opposite; a

more creative flavors, and even more

growth areas. In other words, 2026 will

tiny break, a moment of normalcy, a pre-

emphasis on “quick bites” that fit the

be a balancing act. The old drivers of

dictable part of a chaotic day. If 2026

tempo of modern life. For operators,

margin staying alive while the new driv-

has a theme, it’s going to be about

snacking has become one of the easiest

ers accelerate.

grounding. Grounding the customer.

ways to raise basket size without adding friction to the shopping experience.

Grounding the operation. Grounding the If there’s a single theme running

brand. Grounding the entire business

through everything we’re seeing headed

in the things that matter: consistency,

Of course, not everything in 2026

into 2026, it’s that customers want life

hospitality, relevance, and connection.

will be about growth and expansion.

to feel easier. Not easier in the sense

Some parts of the business will require

of shortcuts or gimmicks, but easier in

Everything you need to know about

more caution, more clarity, and more

the sense of clarity. They want to know

2026 is already walking through your

thoughtfulness. Tobacco will continue

where the coffee is and trust that it’s

doors. The future is not some distant

to evolve under regulatory pressure,

hot. They want to know which drinks

horizon. It’s the decisions your custom-

with new products rising and falling as

help them feel good. They want to know

ers are making right now, the choices

rules tighten around traditional formats.

the food is fresh and consistent. They

your store encourages, and the experi-

Alcohol, especially beer, will continue

want a forecourt that doesn’t stress

ence you build around those choices.

facing headwinds from shifting genera-

them out. They want a store that feels

If you make that experience intentional,

tional preferences, moderation trends,

familiar, warm, reliable, and human.

warm, human, and reliable, then you

and competitive product categories like

won’t need to fear whatever next year

premium seltzers, ready-to-drink cock-

And that’s the opportunity for independ-

brings. You’ll be ready for it — because

tails, and functional beverages. These

ent operators: to make the store feel like

you’ll be building a store that custom-

shifts will push operators to think more

an anchor in the customer’s day. In a

ers depend on, trust, and return to, no

strategically about how to manage these

world that often feels rushed and imper-

matter how the world shifts.

C-STORE CONNECT MAGAZINE

CAYMAN JACK 6PKS ARE TRENDING IN U.S. CONVENIENCE Z

ERAGE PREMIUM FLAVORED MALT BEV

Cayman Jack 6pks are the fastest-growing flavored 6pk brand in the Southeast region of the country. Current trends show Cayman Jack 6pks growing 15 points ahead of overall package and category trends. This strength comes from Cayman Jack holding the position with the most efficient flavored 6pk packages in Convenience. In Georgia Convenience, stores carrying both Cayman Jack Margarita 6pks and Cayman Jack Strawberry 6pks are seeing 1.79x higher growth than accounts not carrying both. Starting in February, Cayman Jack will expand the lineup with the launch of Cayman Jack Mango 6pks. Source: Circana - SE Conv, Multi-outlet R13, GA Conv R13, Depletion Data

service is more than just a word with us!

scan qr code to view deal booklet

DEALS GOOD: 12/01/25 - 12/31/25

ULTIMATE

FLAVOR is the

ULTIMO! DIFFERENCE GREAT TASTE. GREAT VALUE. Elevate your frozen pizza offerings with Ultimo! the ultimate solution for taste, value, and profit.

GROW YOUR BUSINESS & PROFITS. With multiple large-scale convenience chains recently introducing value-priced pizza programs, don’t miss your opportunity to grow your business with Ultimo! This pre-priced inflation buster garners up to $2.40 gross profit per pizza.

4 servings Qer container Serving size 1/4 pizza {134g)

Total Fat 16g Saturated Fat 8g Trans FatOg Cholesterol 25mg

% Daily Value' The% Daily Value(OV)tells 14% youhow mucha 7% nutrient ina Dietary Fiber 2g --�-�---- servmgoffood Total Sugars 2g c ontr ibutestoa Includes lg Added Sugars 2% daily d iet. 2,000 caloriesa day is . Protein 14g used for general nutrijionad vic e.

21% Total Carbohydrate 38g

40%

WHY IS ULTIMO! THE BEST CHOICE FOR YOUR BUSINESS?

 Massive Market Potential: 94% of Americans eat pizza at least once a month.  Inflation Fighter: Provide a premium product at a price your customers will appreciate.  Exceptional Profitability: Make every sale a win to your bottom line with 35%-40% gross profit (up to $2.40 penny profit per pizza).  Premium Quality - Best Value: Customers will love this premium quality frozen pizza at an inflation buster price point. CM#

CMN#

ITEM

WT.

QTY. PER CASE

COST PER CASE

UPC CODE

534437

326959

ULTIMO PIZZA CHEESE MEDIUM

18.2Z

12/Case

$43.10/Case

00806795622041

534439

326967

ULTIMO PIZZA PEPPERONI MEDIUM

18.9Z

12/Case

$43.10/Case

00806795622034

To learn more about our Ultimo Retail Pizza Program, contact your Core-Mark Sales Representative.

ULTRA WILD

PASSION Flavor Profile: Passionfruit with Citrus Sweet and tart passionfruit with a citrus twist. This zero-sugar, low-calorie energy drink is bright, bold, and powered by the Monster Energy signature blend.

$ FOR

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$ FOR

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COMING JAN 5, 2026

STRAWBERRY SHOT