NACS Magazine 2023 September

SPIKED SODA

Behind the boozy soft-drink trend

THIRD SHIFT

How retailers make 24/7 operations work

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Meet the evolving ATCs 21+ expectations to improve consumer experiences by enhancing retail digital capabilities and building a foundation of responsibility

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Consumers

38 Winning Together, Learning Together

The NACS Show’s 45-plus education sessions equip you with insights and information to build a stronger business.

51

“What’s Good for Women Is Good for Business”

Bridget Brennan shares her best advice gleaned from years of analyzing female consumers.

What’s in the Water?

Enhanced waters and non-alcoholic seltzers capitalize on the trend toward healthier beverages.

55

Sterling Hawkins teaches that success comes when you can embrace fear and anxiety.

60

Non-alcoholic beer, wine and liquor are rising in popularity, providing incremental sales for retailers.

68 Have a Cup of Bean-To-Cup

All-in-one coffee machines are the hot thing in the hot dispensed category.

104

74 Another Great ‘Rhoads’ Trip

Join NACS Chairman Don Rhoads for another wonderful (and only a little weird) five days on the road.

84

Charging Ahead Its Own Way

This article is brought to you by Black Buffalo.

Black Buffalo forges its own path in the tobacco alternative space.

94 Are You Carrying Yerba Mate?

This Q&A is brought to you by Guayakí.

Guayakí Yerba Mate offers retailers a new product with a track record of sales success.

96

Find Your Next Flavor

Where should you look for the next trends in foodservice?

112

Game On with Pace-O-Matic Games of Skill

This Q&A is brought to you by Pace-O-Matic.

Legal skill game terminals can create a new source of revenue.

114

Traditions Holds On Tightly

The convenience store model eclipsed the auto service model … but service stations have hardly disappeared.

122

The Ins and Outs of Drive-Thru Convenience and technology are merging just outside the store.

128 A Triple-Threat Approach to Fuel Management

This article is brought to you by Titan Cloud. Convenience and technology are merging just outside the store.

132

C-Store Stories from Atlanta Dive into convenience retailing in the host city of the 2023 NACS Show.

Pandering to Pets

C-stores are reaping rewards by targeting pets … and the humans they have in tow.

EDITORIAL

Jeff Lenard V.P. Strategic Industry Initiatives (703)518-4272 jlenard@convenience.org

Ben Nussbaum Editor-in-Chief (703) 518-4248 bnussbaum@convenience.org

Lisa King Managing Editor (703) 518-4281 lking@convenience.org

Batya Levy Editor (703) 518-4247 blevy@convenience.org

CONTRIBUTING WRITERS

Terri Allan, Christine Blank, Chrissy Blasinsky, Shannon Carroll, Sara Counihan, Shagun Dayal, Sarah Hamaker, Toby Harnden, Al Hebert, Mike Jordan, Jeff Lenard, Pat Pape, Renee Pas, Keith Reid

DESIGN Imagination www.imaginepub.com

ADVERTISING

Stacey Dodge Advertising Director/ Southeast (703) 518-4211 sdodge@convenience.org

Jennifer Nichols Leidich National Advertising Manager/Northeast (703) 518-4276 jleidich@convenience.org

Ted Asprooth National Sales Manager/ Midwest, West (703) 518-4277 tasprooth@convenience.org

PUBLISHING

Stephanie Sikorski Vice President, Marketing (703) 518-4231 ssikorski@convenience.org

Nancy Pappas Marketing Director (703) 518-4290 npappas@convenience.org

Logan Dion Digital Media and Ad Trafficker (703) 864-3600 ldion@convenience.org

NACS BOARD OF DIRECTORS

CHAIR: Don Rhoads, The Convenience Group LLC

OFFICERS: Lisa Dell’Alba Square One Markets Inc.; Annie Gauthier, St. Romain Oil Company LLC; Varish Goyal, Loop Neighborhood Markets; Brian Hannasch, Alimentation Couche-Tard Inc.; Chuck Maggelet, Maverik Inc.; Ken Parent, Pilot Flying J LLC; Victor Paterno, Philippine Seven Corp. dba 7-Eleven Convenience Store

PAST CHAIRS: Jared Scheeler, The Hub Convenience Stores Inc.; Kevin Smartt, TXB Stores

MEMBERS: Chris Bambury, Bambury Inc.; Frederic Chaveyriat, MAPCO Express Inc.; Andrew Clyde, Murphy USA; George Fournier, EG America LLC

NACS SUPPLIER BOARD

CHAIR: Kevin Farley, GSP

CHAIR-ELECT: David Charles Sr., Cash Depot

VICE CHAIRS: Josh Halpern, JRS Hospitality; Vito Maurici, McLane Company; Bryan Morrow, PepsiCo Inc.

PAST CHAIRS: Rick Brindle, Mondele - z International; Brent Cotten, The Hershey Company; Drew Mize, PDI Technologies

MEMBERS: Tony Battaglia, Tropicana Brands Group; Alicia Cleary Video Mining LLC; Jerry Cutler, InComm Payments; Jack Dickinson, Dover Corporation; Matt Domingo, Reynolds; Mark Falconi, Oberto Snacks Inc.; Mike Gilroy, Mars Wrigley;

Terry Gallagher, Gasamat Oil/ Smoker Friendly; Raymond M. Huff, HJB Convenience Corp. dba Russell’s Convenience; John Jackson, Jackson Food Stores Inc.; Ina (Missy) Matthews, Childers Oil Co.; Brian McCarthy, Blarney Castle Oil Co.; Charles McIlvaine, Coen Markets Inc.; Lonnie McQuirter, 36 Lyn Refuel Station; Tony Miller, Delek US; Jigar Patel, FASTIME; Robert Razowsky, Rmarts LLC; Richard Wood III, Wawa Inc.

SUPPLIER BOARD

REPRESENTATIVES: David Charles Sr., Cash Depot; Kevin Farley, GSP

STAFF LIAISON: Henry Armour, NACS

GENERAL COUNSEL: Doug Kantor, NACS

Danielle Holloway,Altria Group Distribution Company; Jim Hughes, Krispy Krunchy Foods LLC; Kevin Kraft, Q Mixers; Kevin M. LeMoyne, Coca-Cola Company; Lesley D. Saitta, Impact 21; Sarah Vilim, Keurig Dr Pepper

RETAIL BOARD

REPRESENTATIVES: Scott E. Hartman, Rutter’s; Steve Loehr, Kwik Trip Inc.; Chuck Maggelet, Maverik Inc.

STAFF LIAISON: Bob Hughes, NACS

SUPPLIER BOARD

NOMINATING CHAIR: Kevin Martello, Keurig Dr Pepper

NACS Magazine (ISSN 1939-4780) is published monthly by the National Association of Convenience Stores (NACS), Alexandria, Virginia, USA.

Subscriptions are included in the dues paid by NACS member companies. Subscriptions are also available to qualified recipients. The publisher reserves the right to limit the number of free subscriptions and to set related qualifications criteria.

Subscription requests: nacsmagazine@convenience.org

POSTMASTER: Send address changes to NACS Magazine, 1600 Duke Street, Alexandria, VA, 22314-2792 USA.

Contents © 2023 by the National Association of Convenience Stores. Periodicals postage paid at Alexandria VA and additional mailing offices. 1600 Duke Street, Alexandria, VA 22314-2792

THE BOLD CHOICE

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Heading to Atlanta

The 2023 version of the NACS Show arrives in Atlanta

October 3.

This issue looks ahead to the event, with profiles of two Super Session speakers and a list of all the education sessions that are currently scheduled. (Stay up to date on any changes by visiting nacsshow.com.)

NACS Show was last in Atlanta in 2019. It was a different world.

• That October, the average price of a gallon of gas in the United States was $2.72. Inflation for the year was 2.3%, up from 1.9% in 2018.

• The September 2019 issue of NACS Magazine had a story on loyalty programs, noting that Casey’s was introducing one for the first time ever. “They’re nascent,” Gray Taylor of Conexxus said of c-store loyalty programs in that issue.

• Sales for plug-in electric vehicles were in decline after a hot 2018, when Tesla delivered its Model 3. Approximately 300,000 EVs were sold in the U.S. in 2019.

• At the time of the NACS Show, COVID-19 was still about two and a half months from becoming a fullblown outbreak in China and about three and a half months away from being documented in the United States.

The NACS Show is in Las Vegas in 2024, then it’s scheduled for Chicago in

2025, Las Vegas in 2026 and then Atlanta again in 2027.

By the time we return to Atlanta … who knows what the world will look like. But I’m already planning for the NACS Magazine September 2027 issue.

Four years from now we’ll plan to update this issue’s “C-Store Stories from ATL,” which dives into Atlanta’s convenience retail scene. Pat Pape, an industry veteran who frequently writes for NACS Magazine, covered two multi-location retailers with a major presence in and around Atlanta, RaceTrac and Golden Pantry. Mike Jordan, an Atlantan who frequently writes about the city’s food and culture, had the fun job of visiting a few c-stores that he thought stood out and writing profiles.

It’s one of my favorite stories in this issue, although I think there are a lot of standouts. Interested in bean-tocup coffee, damp drinking, how to cater to travelers with pets or how the service station model evolved into the convenience store model? We’ve got you covered.

And don’t forget to register for the NACS Show if you haven’t yet. Visit nacsshow.com to register or plan your trip. I’ll plan to see you there.

Fun fact: Atlanta is known as the “city in a forest” for its abundant tree canopy.

Ben Nussbaum Editor-in-Chief

And don’t forget to register for the NACS Show if you haven’t yet.

UP FRONT THE BIG QUESTION

How does QuikTrip engage with the communities you serve—and with your own team members?

One of QuikTrip’s core values is to provide opportunities for our employees to grow and succeed.

That core value extends to the communities in which our employees live and work. QuikTrip stores are now in over 19 markets, and we have almost 30,000 employees. Ensuring their safety and wellbeing is critical to helping them grow and succeed, which is why we are proud that five percent of our company’s net profit is invested directly back into the communities where we operate.

QuikTrip believes in a world where communities are safe and thriving. We invest in organizations that work with at-risk youth and in K-12 education; we support mental health and substance abuse treatment programs; we support first responders and local law enforcement foundations and organizations. We also invest in Folds of Honor, United Way and National Safe Place.

QuikTrip began partnering with Safe Place almost 30 years ago. We now have 21 partner agencies across 17 states, and all of our 1,000 stores are either Safe Place or Safe Place TXT 4 HELP sites. That means that

any youth in crisis can go to a QuikTrip and ask for help, and our employees are trained in Safe Place procedures to ensure that person is safe until a Safe Place partner agency volunteer is deployed to help the young person in need. We also provide grants to our Safe Place partner agencies so they can keep doing and growing their incredible work.

Previously, we only measured the success of our Safe Place program by how many youths were provided access to services. But we know it’s important not to just provide services but make young people aware of Safe Place as an option when they are in crisis. Now, we also track the outreach and communication that our Safe Place partner agencies conduct to make sure youth and caregivers know about this vital service.

I believe that people work best in the community when they put their energy, funds and awareness around the issues that matter to them. Everyone has a mission that speaks directly to them or to their employees. There is nothing more important to QuikTrip than the safety and protection of our store teams. This is why we invest in organizations that help strengthen public safety and work with at-risk youth to provide them with a road map to a strong future—breaking the cycle of generational poverty.

Our store teams are on the frontline 24 hours a day, 365 days a year. They work with customers who say “hi,” know them by name and treat them with respect. They also work with customers who physically threaten them, throw things at them, steal from them and dirty up the store and bathrooms they then have to clean. We want to make sure that our store teams can come to work every day feeling safe and supported and that their company truly appreciates and values all the hard work they do every day. At QuikTrip, if you aren’t taking care of the customers, you better be taking care of the people who do.

 Lauren Sherry, community relations manager, QuikTrip

Sharpen Your Category Management Skills

NACS is hosting a live, one-day, interactive course in tandem with the NACS Show 2023.

Earn your NACS Certified Convenience Advanced Category Management certification (CCACM). Comprised of key strategic planning and analytical skill-building programs, this six-hour interactive course is tailored for experienced category management and merchandising professionals from retailers and suppliers in the convenience and fuel retailing channel.

Learn how to develop a holistic brand strategy and identify points of differentiation for your brand. Discover how to integrate consumer shopping behavior to create winning space and assortment strategies. A deep dive into price elasticity modeling, using some behavioral economic principles, will guide attendees on how to optimize price, promotions and overall profitability.

Completion of the online NACS Certified Convenience Category Manager (CCCM) course prior to this event is strongly encouraged, as an understanding

of basic category management principles is assumed during this advanced program.

Drawing on the fundamentals included in the online NACS Advanced Category Management curriculum, this in-person course will incorporate industry data and offer collaborative work sessions designed for maximum learning and retention.

Upon completion, each participant will earn a CCACM certificate from NACS and Impact 21.

A light breakfast and lunch will be provided. Space is limited. Register today by visiting nacsshow.com/sessions/co-located-events.

NACS Advanced Category Management Certification Course

DATES: October 3, 2023 | 8:30 a.m.–3:30 p.m.

LOCATION: Georgia World Congress Center |

Atlanta, Georgia

NACS Welcomes New Hires

Bryan Esser joined TruAge as its director of technology. Esser has more than 30 years of experience in retail point-of-sale technology and retail operations. Esser previously was responsible for certification and integration of all POS platforms (Verifone, Gilbarco and NCR included) for Alon and Delek. Developed by NACS and Conexxus, TruAge is an innovative, universally accepted age-verification system for verifying an adult customer’s age when purchasing age-restricted products.

Toryalai Helali joined NACS as a full stack developer. In this role, Helali will develop and support NACS’ websites and systems from the server/ database level. He has over a decade of experience as a web developer. Most recently, Helali worked at Ernst & Young U.S. LLP and previously worked for the Afghan Ministry of Education and Ministry of Foreign Affairs, the American University of Afghanistan (AUAF) and the AUAF Women’s Center websites. Helali earned a B.S. in computer engineering and informatics from Kabul Polytechnic.

Calendar of Events

Amanda Garrett joined NACS as a member services specialist. Garrett previously was a meetings and events coordinator with the American Counseling Association and before that served in increasingly responsible positions at the American Physical Therapy Association. Garrett earned an M.S. in sport and recreation studies and a B.S. in criminology law and science from George Mason University.

Bryan Esser

Toryalai Helali

Amanda Garrett

Member News

RETAILERS

Ricky A. John now serves as vice president of fuel at Parker’s Kitchen. In his new position, John will create, oversee and identify actions to execute the strategic vision of the Parker’s Kitchen fuel department while enhancing growth. John brings more than 20 years of experience in commercial downstream oil and gas distribution, petroleum products trading, supply chain logistics and strategic transformational change management. Before joining Parker’s Kitchen, he served as the director of sales and business development at Sunoco.

Jason Ricks now serves as vice president of operations at Road Ranger travel centers. Before joining Road Ranger, Ricks served as COO at Rocket Car Wash, vice president of operations at Quik Pik and vice president of operations at Bucky’s Convenience Stores in Omaha, Nebraska.

SUPPLIERS

NCR Corporation elected Joseph Reece, co-founder and managing partner of SilverBox Capital LLC, as chairman of its board of directors. Reece became an NCR director and was appointed independent lead director on November 4, 2022. He has more than 35 years of experience advising public and private corporations and boards.

OPW Vehicle Wash Solutions (VWS) named Mark Porter as its new product manager, In-Bay Automatics. Porter is responsible for portfolio management of In-Bay Automatics for OPW VWS, including product line vision, strategy, product roadmapping and positioning. Porter joins OPW VWS from Regal Rexnord, where he served as the global product manager for the company’s Generator Division. Before that, Porter spent nine years in senior product manager and marketing roles for H.B. Fuller, Bestolife Corporation and Deltrol Controls.

McLane Company Inc., named Jon Cox as its first vice president of retail foodservice. Cox brings more than 25 years of leadership experience across retail, grocery and convenience store organizations including Giant Eagle Inc., Giant Food and HEB. Prior to joining McLane, Cox served as the chief merchandising officer for GetGo Café + Market.

Patrick Block now serves as chief financial officer at Titan Cloud. Block has more than 20 years of experience leading finance efforts for technology SaaS companies in several industries including healthcare, marketing technology and workforce management.

John Huettel joined Titan Cloud as chief revenue officer. Huettel has a history of helping enterprise software companies transform and optimize their businesses in order to drive high growth and enhancing customer relationships.

Caroline Proctor now serves as vice president of marketing at Titan Cloud. Proctor has a proven track record of launching and marketing SaaS software brands and solutions.

KUDOS

MAPCO has been recognized for the second consecutive year by The Tennessean as a Top Workplace of Middle Tennessee. The Top Workplace lists are compiled annually and based solely on employee feedback gathered through a third-party survey administered by employee engagement and research partner Energage. The anonymous survey uniquely measures 15 culture drivers.

The Hershey Company has received Great Place to Work certification. This honor is determined by survey feedback from current employees. The company actively invests in professional development and upskilling opportunities for its teams.

Ricky A. John

Mark Porter

Jon Cox

Patrick Block

Jason Ricks

Joseph Reece

Caroline Proctor

John Huettel

New Members

NACS welcomes the following companies that joined the Association in June 2023. NACS membership is company-wide, so we encourage employees of member companies to create a username by visiting www.convenience.org/create-login. All members receive access to the NACS Online Membership directory and the latest industry news, information and resources. For more information about NACS membership, visit convenience.org/membership.

NEW RETAIL MEMBERS

Keystops LLC

Franklin, KY

www.keystops.com

Metro Petro LLC

Atlanta, GA

www.metropetro.net

Newport Convenience LLC dba

Munchie Mart

Jersey City, NJ

Nifty Neighbor LLC

Atlanta, GA

NorthStar Co-op Park River, ND www.northstarcoop.com

R.M. Roach & Sons Inc. Roach Oil Co. Martinsburg, WV www.roachenergy.com

Rivermart

Sacramento, CA

Stock ‘n Save Chicago, IL www.stocknsave.com

Corporación Alimenticia Tegucigalpa Francisco Morazán, Honduras

Pan American Energy LLC

Ciudad Autónoma de Buenos Aires, Argentina

www.pan-energy.com/en

Puma Energy Services (LATAM) LLC

San Juan, Puerto Rico

www.pumaenergy.com

Taurus Mania GmbH

Switzerland

NEW SUPPLIER MEMBERS

1440 Foods

New York, NY www.1440foods.com

3F30 ARCHITECTS INC. Kansas City, MO www.3f30.com

Abacus Solutions International Group Thonotosassa, FL www.lotteryeverywhere.com

ADCO Distributors Inc. Canton, OH www.adcodistributors.com

Advanced Wireless Communications Lakeville, MN www.advancedwireless.com

AIUT

Gliwice, Poland www.aiut.com

Always Food Safe Saint Paul, MN www.alwaysfoodsafe.com

Andre Prost Inc. Old Saybrook, CT www.andreprost.com

BetterBody Foods & Nutrition Lindon, UT www.betterbodyfoods.com

Breez Banner Systems Ho Ho Kus, NJ www.BreezBannerSystems.com

C3|Creative Consumer Concepts Shawnee Mission, KS Chomps Naples, FL www.chomps.com

Connor Construction LLC Deptford, NJ connorconstructionllc.com

D&M Enterprise Group Keyport, NJ www.dmenterprise.net

DePalo Foods Belmont, NC www.depalofoods.com

DHR Global/Jobplex Saint Louis, MO

DisplayMax Howell, MI www.displaymaymerchandising.com

FIFO Miami, FL www.fifousa.com

First Horizon Bank Scottsdale, AZ

G&J Pepsi Cola Bottlers Columbus, OH www.gjpepsi.com

Georgia Eminent Domain Law Firm Atlanta, GA www.ga-eminent-domain.com

Ghirardelli Chocolate Company San Leandro, CA www.ghirardelli.com

Ghost Beverages Chicago, IL www.ghostenergy.com

I. Rice & Company, Inc. Philadelphia, PA www.iriceco.com

Infrico USA Doral, FL www.infrico.us

Ito En North America Irving, TX

ITV Ice Makers Inc. Orlando, FL www.itvice.com

ITW Food Equipment Group Glenview, IL www.itw.com

Kelco Industries

Cranford, NJ

One Frozen LLC/National Cortina Belgium www.fruitbycrops.be/en

One Stop Fixtures Decatur, GA www.onestopfixture.com

Patronscan www.patronscan.com

Permits by Mirza Corp. Palm Harbor, FL www.permitsbymirza.com

Quality Importers Trading Company Weston, FL www.qualityimporters.com

RATIONAL USA

Rolling Meadows, IL ww.rationalusa.com

Relay Payments Atlanta, GA www.relaypayments.com

Schaller & Weber New York, NY www.schallerweber.com

Shelf Engine Seattle, WA www.shelfengine.com

Showbest Henrico, VA www.showbest.com

SPAR Group Inc. Auburn Hills, MI www.sparinc.com

Spoiler Alert Boston, MA www.spoileralert.com

Stilly Spirits Lake Elmo, MN www.stilly.com

Switch Commerce Irving, TX www.switchcommerce.com

The Internet of Behaviors Company Bonita Springs, FL www.iob.inc

ThinkSys Inc. Sunnyvale, CA www.thinksys.com

Top Fox Snacks LLC Congerville, IL www.topfoxsnacks.com

Total Restroom Broomfield, CO www.totalrestroom.com

Tucson Foods Tucson, AZ www.tucsonfoods.com

Ventus

Norwalk, CT www.ventusnetworks.com

Waiakea Inc. Culver City, CA waiakeasprings.com

Workstream San Francisco, CA www.workstream.us

Zhejiang Sowinpak Co. Ltd. Wenzhou City, Zhejiang Province China www.sowinpak.com

CELEBRATING 20 YEARS OF VALUE

Thanks to loyal partners like you, our first two decades in the market were one heck of a ride. But we’re just getting started. So, saddle up. Lon ghorn’s next chapt er—starts now.

LIMITED EDITION AVAILABLE SEPTEMBER 2023

To order, contact your local sales representative.

Come see us at NACS Show Booth B1919

SOCIAL SHARES

NACS encourages retailers to share their giving-back news on social media using #ConvenienceCares

Convenience Retailing Industry Unites for 24/7 Day

24/7 Day honors first responders, medical and emergency professionals and Red Cross volunteers.

NACS Foundation held its fifth annual 24/7 Day on July 24 and encourages convenience retailers and their supplier partners to join the celebration next year.

This year’s theme was “High Five for Heroes,” a nod to the event’s fifth anniversary. 24/7 Day is the only day that celebrates the partnership between the convenience store industry and those on the front lines in our communities. The NACS Foundation Response Relief program’s signature event celebrates and recognizes the first responders, medical and emergency professionals and Red Cross volunteers who are there for their communities during times of need. The event unifies the collective efforts of tens of thousands of convenience stores that honor and thank those who work

24/7 with items like a hot cup of coffee, a cold beverage or a breakfast sandwich. The first 24/7 Day event in 2018 had three retail partners: Sheetz, Wawa and RaceTrac. The event has grown to include more than 50 convenience store brands representing 30,000-plus convenience retail locations across the U.S., showcasing how the convenience retailing industry has thrived through change.

“Just like first responders, convenience stores and their workers provide essential services 24/7, while also acting as a reliable and safe hub for members of their community to connect, socialize and share,” said Stephanie Sikorski, NACS vice president of marketing and the executive director of the NACS Foundation. “So much of the work that both first responders and convenience store workers do is not seen by the public. This celebration was created to shine a bright light on their service, showing them that we see how much they do and saluting them for their incredible efforts.”

The first 24/7 Day event in 2018 had three retail partners.

CONVENIENCE CARES

In The Community

Every year, the convenience retail industry dedicates billions of dollars to advancing the futures of individuals and families in our communities. The NACS Foundation unifies and builds on NACS members’ charitable efforts to amplify their work in communities across America and to share these powerful stories.

Learn more at www.conveniencecares.org

RUTTER’S MATCHES IN-STORE DONATIONS TO RED CROSS

1 Rutter’s Children’s Charities held an initiative to support the American Red Cross throughout July.

Starting July 1, Rutter’s Children’s Charities pledged to match all donations to the American Red Cross made in a Rutter’s store

through the charity canisters available at all 85 locations. This initiative was in conjunction with the NACS Foundation’s annual 24/7 Day.

EG AMERICA RAISES

$636,000

2 EG America announced it raised $636,000 in its fundraising campaign “Fuel the Hope for Change” for the American Cancer Society. Throughout the month of May, customers donated $1, $5 or an amount of their choosing during checkout when they visited any of EG America’s more than 1,700 stores nationally, including Cumberland Farms, Fastrac, Kwik Shop, Certified Oil, Turkey Hill, Loaf ‘N Jug, Minit Mart, Quik Stop, Sprint Food Stores and Tom Thumb. All proceeds from the fundraiser will support the American Cancer Society’s mission to offer life-saving programs, research and services that will help patients and families impacted by cancer, with the vision of ending cancer for everyone.

THE WILLS GROUP GRANTS

$450,000 TO

COMMUNITIES

3 The Wills Group has selected seven nonprofits to which it will donate a total of $450,000. The funds will go toward food resources in Mid-Atlantic communi-

ties. The initiatives will go towards funding school pantries and nutrition education and enhancing food-delivery services and fresh food distribution for children. Additionally, the company has made improvements to Tanglewood Park in Maryland as a part of its Reimagining Outdoor Spaces signature program.

MAVERIK SUPPORTS NATIONAL PARKS

4 Maverik teamed up with Swire Coca-Cola and the National Park Foundation (NPF), the official nonprofit partner of the National Park Service, to help connect kids to meaningful learning experiences at America’s National Parks through a “Round Up Your Change” summer program. In honor of the launch of the campaign, Maverik made a $250,000 donation to NPF, while its vendor partner, Swire, donated another $25,000. The campaign invited customers and team members to join Maverik and Swire in supporting NPF by rounding up their transactions to the nearest dollar, or more, to help create access and exposure to park experiences through NPF’s “Open OutDoors for Kids” program.

YESWAY SUPPORTS TEXAS TOWNS DEVASTATED BY TORNADOES

5 Yesway announced its Texas Strong fundraising campaign, which provided support to the Texas towns of Matador, Perryton and Hawley through a donation of $100,000. These three towns were impacted by tornadoes in June. Yesway and Allsup’s customers in Texas were able to show their support through donations made ($1, $5, $10 or larger) at checkout.

The Race to the Finish

BY JON TAETS

Two-thirds of 2023 have already passed, and Congress has contributed its share of drama, despite relatively few bills being signed into law. In fact, as of this writing, only eight bills have passed both congressional chambers and been signed into law by the president, probably the most notable of which was the legislation that narrowly avoided a default on our national debt and was signed by President Biden in early June, just before a possible default. By August of 2019, when Democrats controlled the House and Republicans held the Senate and the presidency, there were 34 bills signed into law. By August 2021, with Democrats in control of all three, 31 bills had been signed. The slow pace of the 118th Congress means there is much yet to be done, yet relatively little time to do it.

It is worth noting that at the time of this writing both chambers were working towards completion of the National Defense Authorization Act, an annual bill providing for our national defense, as well as a five-year Federal Aviation Administration reauthorization bill. Those may be signed by the time of printing, which would add two bills to the above total.

The most pressing items left on the agenda for the 118th Congress are the 12 annual appropriations bills. The current

funding for our federal government expires at the end of the fiscal year, which is September 30. Congress must take action on new spending bills or authorize the continuation of current spending by that date to avoid a government shutdown.

The Fiscal Responsibility Act, the legislation that avoided debt default, adds a new wrinkle to the appropriations process this year. It mandates that all 12 appropriations bills must be passed to avoid across-the-board cuts to current spending limits.

Often, when Congress is divided and has trouble coming to agreement on spending levels, it resorts to what is called a continuing resolution, or CR. A CR generally continues spending at the previous fiscal year’s levels, with some adjustments. Fiscal hawks in the House

The most pressing items left on the agenda for the 118th Congress are the 12 annual appropriations bills.

inserted a new provision in effect for the next two years that if a CR is in effect on January 1, 2024, then any spending covered by that CR will be cut by 1% across the board. Those cuts can be reversed if Congress passes appropriations for the 2024 fiscal year before April 30, 2024, otherwise they become permanent. This adds a new incentive for Congress to find a way to pass new appropriations bills, even if it is unable to do so by the end of the current fiscal year, rather than revert to a CR.

Getting that done will likely require some more legislative gymnastics by House GOP leadership in order to get something through the House that can also pass the Senate. Thus far, Speaker McCarthy has been able to marshal his resources to get things through the House, but, as noted earlier, he has

had limited success doing so in such a way that they can become law. The narrow majority in the House coupled with the spending-restraint demands of factions of the House GOP, not to mention their preference to pass all 12 appropriations bills separately, will make this year’s appropriations process even more challenging. Despite the preference for individual bills, expect to see a few “minibus” packages put together, where multiple bills are fused together into one larger bill. That is as opposed to one large omnibus package that would fund the entire government in one massive bill, which has been the approach more recently.

Appropriations isn’t the only big-ticket item on Congress’s near horizon. The Farm Bill reauthorization is also up with the same September 30 deadline. This

NACS has two priority issues it hopes to see settled as part of the Farm Bill this year.

is an every-five-year reauthorization of spending on a variety of policies, with the “nutrition title” making up about 80% of the bill’s spending. The nutrition title is the section that helps to manage nutrition assistance programs. Much of the controversy is over the cost and specifics of those programs, particularly the Supplemental Nutrition Assistance Program (SNAP), such as how the program will work and who qualifies to receive assistance. Conservatives already won one of their fights when work requirements under SNAP were tightened as part of the debt-limit deal earlier this year, but don’t expect them to rest on their laurels over that. Expect policy fights over the total cost of the program, since fiscal conservatives have long targeted it for cuts.

NACS has two priority issues it hopes to see settled as part of the Farm Bill this year. The 2018 Farm Bill enacted a temporary five-year ban on EBT processing fees, and NACS is calling on Congress to make that ban permanent. If the temporary ban is lifted, SNAP retailers and customers would experience increased costs, and it would lead to a payment-processing system that would discourage retailers from participating in SNAP entirely. NACS is also hoping to see a repeal on the prohibition on SNAP customers being able to purchase hot food items with their benefits. The ban on hot foods dates back to SNAP’s creation over 50 years ago, and Americans’ working, shopping and eating habits have drastically changed since then. Removing the hot foods restriction is a commonsense update that would give low-income Americans flexibility and would help SNAP retailers more easily comply with program requirements. There is bipartisan support for both of those priorities, and NACS is pushing for both issues to be included in the final Farm Bill.

It is likely that Congress will be unable to meet the September 30 deadline

for the Farm Bill due to the extent of the work that remains necessary to be completed, so expect to see at least one extension of the current authorization and possibly a series of shorter extensions depending on what Congressional leaders of the respective agriculture committees feel is necessary.

While appropriations and the Farm Bill are likely the highest priority issues for Congress to finish over the final third of 2023, there is much more they will likely try to move. In the House, we will likely continue to see movement on a series of social issues, as the House GOP tries to mollify its base while simultaneously putting vulnerable Democrats in tough spots on votes that they will try and exploit during next year’s campaign. In the Senate, Democrats may try to do some of the same to Republicans, though the procedural rules in that chamber make it more difficult. Senate Democrats will likely try and bring issues like recouping the compensation of CEOs of failed banks and Supreme Court ethics reforms to the floor. In reality though, they are likely to continue their ongoing efforts to confirm as many federal judges as possible while they still have the majority and President Biden remains in office—an approach very similar to what Senate Republicans took the last time they were in the majority.

The next few months are likely to see a flurry of activity, though how much actually becomes law remains an open question. Once the calendar flips to 2024 and we enter an election year, particularly a presidential election year, things are likely to get even more interesting on Capitol Hill.

Jon Taets is NACS director of government relations. He can be reached at jtaets@ convenience.org.

The ban on hot foods dates back to SNAP’s creation .... working, shopping and eating habits have drastically changed since then.

THE ART OF MERCHANDISIN G

T he ART OF M erchandising ®

Cold Front Forecast Air F low Baffle

Oversize? No Problem!

For Grab-and-Go Beverage Sales

Zip Track® Beverage System

The forecast is a cold cooler front when you use Trion’s Air Flow Baffle in coolers. Product temperature can be difficult to maintain at the front of a cooler. This Air Flow Baffle ensures that cold air is forced forward to keep items at their ideal temperature. Use as part of your cooler outfitting strategy, along with WonderBar ® Bar Merchandisers and hooks, EWTTM Expandable Wire Tray System, and cooler capable Clear Scan® label holders.

Call 800-444-4665 | TrionOnline.com

Merchandise all size drinks from mini Red Bull® cans to oversized Gatorade® bottles. ZIP Track® is the most versatile and cost-effective Grab-and-Go system available on the market. Use actual product to set lane width from 2" to 3 3/4 " Reset lane width on set-up in less than 30 seconds. Shelf-based and coolerready, this anchored system billboards product for easy selection and fast sale. ZIP Track® forwards and faces product at

offers a wide range of adjustability for this ever-evolving beverage category

Containers Well Contained Cooler Capable AMT®

For Storewide and Grocery Sales

Zip Track® Merchandiser

Neatly and effectively display cooler and freezer items, including yogurt, dips, puddings, ice cream, single-serve foods, and more. Our small Adjustable Merchandising Tray (AMT) fits a range of 4- to 6-ounce cups; the medium AMT organizes mid-range offerings; and the large AMT gives ice cream lovers pause to browse and choose a pint of their favorite flavor (hmmm why not get both Cherry Vanilla and Rocky Road?). This manual-feed tray ensures that products remain faced and accessible. Time to re-stock? Just lift out and refill. Add Clear Scan® Label Holder, and you’re finished! Call 800-444-4665 | TrionOnline.com

It’s not just for coolers or beverages. Use ZIP Track® in multiple categories to showcase many different types of product. This is the most versatile system, of its kind available on the market. Manufactured from durable, modern plastics, it provides extended merchandising life. ZIP Track® offers a wide range of adjustability. Custom spring tensions and lane depths are available to fit any and all shelf and product needs.

WonderBar® EWTTM Large

Clip It! Installs in an Instant Zip Track® Components

ZIP Track ® components clip on the front rail allowing easy adjustment. Lanes can slide on the rail even when full or to add additional facings.

If you think the WonderBar EWT is great, wait till you meet its big brother! Oversized just like some of your products, this weightlifter stays strong on both metal and open wire shelves and bar. One-piece installation means you can drop this bad boy right into place, adjust as needed, and watch the revenue increase. The EWT takes over from there, automatically feeding product to the front and billboarding merchandise for maximum visibility. Call 800-444-4665 | TrionOnline.com

Zip It! Setting Width is a Breeze

Super Hooks! WonderBar® Hooks

WonderBar® Displays are the versatile heroes of the Trion product family, coming to the rescue when you need muscle and good looks to merchandise items of all sizes. These Bar Hooks can lift heavy loads in their capable arms. Display or Scan, Saddle Mount or Plug in, there are Trion WonderBar Hooks for every need.

Fill It! With a Wide Range of Products Zip Track® Sells it All

Fill it with product. ZIP Track® maintains its width accurately for the entire depth of facing without the need for a rear anchor system.

faced. Feature items of different widths via asymmetric lane configurations. Cross merchandise a variety of products with ease. Trays install without tools and lift out for quick restocking or product rotation. Full line includes standard and oversize trays, and display, scan and pusher hooks. Call 800-444-4665 | TrionOnline.com

THE ART OF

1 ⁄4 . Each lane features a separate pusher paddle to keep products forwarded and faced. Feature items of different widths via asymmetric lane configurations. Cross merchandise a variety of products with ease. Trays install without tools and lift out for quick restocking or product rotation. Full line includes standard and oversize trays, and display, scan and pusher hooks. Call 800-444-4665 | TrionOnline.com

Create Your Own Merchandising Masterpiece with Trion® Fixtures

T he ART OF M erchandising ®

®

THE ART OF MERCHANDISIN G ®

This cross-selling approach makes shopping easier for the customer and more profitable for you. Select from a range of other Trion outfitting to maximize selling space from the base deck to the top shelf and beyond. Call 800-444-4665 | TrionOnline.com

the display space and create unique presentations of similar or related items. This cross-selling approach makes shopping easier for the customer and more profitable for you. Select from a range of other Trion outfitting to maximize selling space from the base deck to the top shelf and beyond.

Create Your Own Merchandising Masterpiece with Trion Fixtures

Cold Front Forecast Air F low Baffle

Over 450 Profiles

Over 450 Profiles Clear Scan® Label Holders

Exciting Cross Sells Mini Dual Lane Trays

Clear Scan® Label Holders

Flip-Scan Hooks

Oversize? No Problem!

For Easy Selection and Fast Sales Z ip Track ® Merchandiser

The forecast is a cold cooler front when you use Trion’s Air Flow Baffle in coolers. Product temperature can be difficult to maintain at the front of a cooler. This Air Flow Baffle ensures that cold air is forced forward to keep items at their ideal temperature. Use as part of your cooler outfitting strategy, along with WonderBar ® Bar Merchandisers and hooks, EWTTM Expandable Wire Tray System, and cooler capable Clear Scan® label holders.

This mini tray leads to maximum revenue, because it allows complimentary items to be featured together. Dual lanes adjust to fit narrow merchandise sizes as small as 1 3⁄4 ". Each lane features a separate pusher paddle to keep products forwarded and faced. Feature items of different widths via asymmetric lane configurations. Cross merchandise a variety of products with ease. Trays install without tools and lift out for quick restocking or product rotation. Full line includes standard and oversize trays, and display, scan and pusher hooks.

Storewide solutions for any labeling need. Available in a variety of profiles (shapes), these bright, clear label holders are easily positioned in all standard C-channel configurations, as well as displays incorporating metal, glass, wood, wire baskets, wire shelving, wire fencing, and scanning hooks. Plain paper labels drop in behind a clear flexible PVC front, allowing labels to be changed quickly and inexpensively without messy adhesive backing. Adhesive label holders and strips also available if that is your need. Save time, increase visibility, and boost sales with this storewide labeling system.

Storewide solutions for any labeling need. Available in a variety of profiles (shapes), these bright, clear label holders are easily positioned in all standard C-channel configurations, as well as displays incorporating metal, glass, wood, wire baskets, wire shelving, wire fencing, and scanning hooks. Plain paper labels drop in behind a clear flexible PVC front, allowing labels to be changed quickly and inexpensively without messy adhesive backing. Adhesive label holders and strips also available if that is your need. Save time, increase visibility, and boost sales with this storewide labeling system. Cooler capable, color, and built-in promo

Use ZIP Track® in multiple categories to showcase many different types of product. It’s not just for coolers or beverages. This is the most versatile system of its kind on the market. Easy to install, ZIP Track® components clip on a front rail allowing lanes to adjust quickly, even when full or to add additional facings. Use actual product to set lane width from 2" up to 3 3/4 " Slide product front-to-back to “ZIP” each track together. Custom spring tensions and lane depths are available to fit any and all shelf and product needs. The sturdy plastic is durable, with an extended merchandising life.

Call 800-444-4665 | TrionOnline.com

Over 450 Profiles Clear Scan® Label Holders

Cooler Capable AMT®

Neatly and effectively display cooler and freezer items, including yogurt, dips, puddings, ice cream, single-serve foods, and more. Our small Adjustable Merchandising Tray (AMT) fits a range of 4- to 6-ounce cups; the medium AMT organizes mid-range offerings; and the large AMT gives ice cream lovers pause to browse and choose a pint of their favorite flavor (hmmm why not get both Cherry Vanilla and Rocky Road?). This manual-feed tray ensures that products remain faced and accessible. Time to re-stock? Just lift out and refill. Add Clear Scan® Label Holder, and you’re finished!

Call 800-444-4665 | TrionOnline.com

Storewide solutions for any labeling need. Available in a variety of profiles (shapes), these bright, clear label holders are easily positioned in all standard C-channel configurations, as well as displays incorporating metal, glass, wood, wire baskets, wire shelving, wire fencing, and scanning hooks. Plain paper labels drop in behind a clear flexible PVC front, allowing labels to be changed quickly and inexpensively without messy adhesive backing. Adhesive label holders and strips also available if that is your need. Save time, increase visibility, and boost sales with this storewide labeling system. Cooler capable, color, and built-in promo Clip label holders and strips available. Call 800-444-4665 | TrionOnline.com

WonderBar® EWTTM Large

For the Bulky Stuff Base Deck Fencing

If you think the WonderBar EWT is great, wait till you meet its big brother! Oversized just like some of your products, this weightlifter stays strong on both metal and open wire shelves and bar. One-piece installation means you can drop this bad boy right into place, adjust as needed, and watch the revenue increase. The EWT takes over from there, automatically feeding product to the front and billboarding merchandise for maximum visibility.

Flip-Scan® hooks are an open and shut case for ease of use. The articulated label holder lifts up and out of the way for easy product access, then falls back to vertical for viewing product and price info. Our unique label holder flexes open so plain paper labels can be inserted effortlessly. Available with short label holders or full length label strips and constructed of long-life materials, these durable, attractive scan hooks can outfit all display surfaces, including pegboard, slatwall, grid, crossbar, and corrugated. Fully compatible with the Clear Scan® Label Holder System for C-channel, shelf edge, wire basket, and refrigerated areas storewide.

This bottom is tops for displaying heavy, bulky, or hard-to-fit items. Display them attractively and neatly using front fencing and dividers to customize the display space and create unique presentations of similar or related items. This cross-selling approach makes shopping easier for the customer and more profitable for you. Select from a range of other Trion outfitting to maximize selling space from the base deck to the top shelf and beyond. Call 800-444-4665 | TrionOnline.com

Call 800-444-4665 | TrionOnline.com

Flip-Scan® hooks are an open and shut case for ease of use. The articulated label holder lifts up and out of the way for easy product access, then falls back to vertical for viewing product and price info. Our unique label holder flexes open so plain paper labels can be inserted effortlessly. Available with short label holders or full length label strips and constructed of long-life materials, these durable, attractive scan hooks can outfit all display surfaces, including pegboard, slatwall, grid, crossbar, and corrugated. Fully compatible with the Clear Scan® Label Holder System for C-channel, shelf edge, wire basket, and refrigerated areas storewide.

THE ART OF Create Your Own

Super Hooks!

Exciting Cross Sells

WonderBar® Hooks

Mini Dual Lane Trays

Flip-Scan® Hooks

WonderBar® Displays are the versatile heroes of the Trion product family, coming to the rescue when you need muscle and good looks to merchandise items of all sizes. These Bar Hooks can lift heavy loads in their capable arms. Display or Scan, Saddle Mount or Plug in, there are Trion WonderBar Hooks for every need.

This mini tray leads to maximum revenue, because it allows complimentary items to be featured together. Dual lanes adjust to fit narrow merchandise sizes as small as 1 3⁄4 ". Each lane features a separate pusher paddle to keep products forwarded and faced. Feature items of different widths via asymmetric lane configurations. Cross merchandise a variety of products with ease. Trays install without tools and lift out for quick restocking or product rotation. Full line includes standard and oversize trays, and display, scan and pusher hooks. Call 800-444-4665 | TrionOnline.com

Flip-Scan® hooks are an open and shut case for ease of use. The articulated label holder lifts up and out of the way for easy product access, then falls back to vertical for viewing product and price info. Our unique label holder flexes open so plain paper labels can be inserted effortlessly. Available with short label holders or full length label strips and constructed of long-life materials, these durable, attractive scan hooks can outfit all display surfaces, including pegboard, slatwall, grid, crossbar, and corrugated. Fully compatible with the Clear Scan® Label Holder System for C-channel,

T he ART

OF

THE ART OF MERCHANDISIN G

M erchandising ®

Create Your Own Merchandising Masterpiece with Trion® Fixtures

Create Your Own Merchandising Masterpiece with Trion Fixtures

Unlimited configuration

Expandable Wire TrayTM

Unlimited Configuration Expandable Wire Tray™

Cold Front Forecast Air F low Baffle

The forecast is a cold cooler front when you use Trion’s Air Flow Baffle in coolers. Product temperature can be difficult to maintain at the front of a cooler. This Air Flow Baffle ensures that cold air is forced forward to keep items at their ideal temperature. Use as part of your cooler outfitting strategy, along with WonderBar ® Bar Merchandisers and hooks, EWTTM Expandable Wire Tray System, and cooler capable Clear Scan® label holders.

Call 800-444-4665 | TrionOnline.com

Product offerings come in different sizes, so it makes sense that displays should come in different sizes, too.

That’s why Trion created the WonderBar® Expandable Wire Tray System, aka EWT. We included every feature you would want if you created it yourself: powdercoated galvanized wire that stands up to harsh environments; adjustable width; easy custom configuration; rail mount and freestanding units; wire or clear acrylic product stops. EWT mounts on pegboard, slatwall, gondola shelf, table top and cooler.

Product offerings come in different sizes, so it makes sense that displays should come in different sizes, too. That’s why Trion created the WonderBar ® Expandable Wire Tray System. We included every feature you would want if you created it yourself: powder-coated galvanized wire that stands up to harsh environments; adjustable width; easy custom configuration; rail mount and freestanding units; wire or clear acrylic product stops. EWT mounts on pegboard, slatwall, gondola shelf, table top and cooler.

TrionOnline.com

Announce

Presence

Containers Well Contained

Announce Product Presence Extruded Sign Holders

Cooler Capable AMT®

Neatly and effectively display cooler and freezer items, including yogurt, dips, puddings, ice cream, single-serve foods, and more. Our small Adjustable Merchandising Tray (AMT) fits a range of 4- to 6-ounce cups; the medium AMT organizes mid-range offerings; and the large AMT gives ice cream lovers pause to browse and choose a pint of their favorite flavor (hmmm why not get both Cherry Vanilla and Rocky Road?). This manual-feed tray ensures that products remain faced and accessible. Time to re-stock? Just lift out and refill. Add Clear Scan® Label Holder, and you’re finished! Call 800-444-4665 | TrionOnline.com

Think of these extruded signs as a GPS for your retail setting. Quickly guide customers to the products they want and need with these versatile sign holders. Plan your customer’s routes, then slide in signs when you’re ready. Creative merchandisers might also use these sign holders for monthly or weekly specials, buy-one-get-one offers, specialized category definition (think gluten free, organic, fair trade, etc.), or promotion of in-store loyalty cards. A variety of mounting options are available including hooks, push pin, and foam tape. The opportunities for use are endless.

Call 800-444-4665 | TrionOnline.com

©2019 Trion Industries, Inc.

Think of these extruded signs as a GPS for your retail setting. Quickly guide customers to the products they want and need with these versatile sign holders. Plan your customer’s routes, then slide in signs when you’re ready. Creative merchandisers might also use these sign holders for monthly or weekly specials, buy-one-get-one offers, specialized category definition (think gluten free, organic, fair trade, etc.), or promotion of in-store loyalty cards. A variety of mounting options are available including hooks, push pin, and foam tape. The opportunities for use are endless. Call 800-444-4665 | TrionOnline.com

Oversize? No Problem!

WonderBar® EWTTM Large

Finish the Job Base Deck Fencing

Make an Appearance Z ip Track ® Merchandiser

If you think the WonderBar EWT is great, wait till you meet its big brother! Oversized just like some of your products, this weightlifter stays strong on both metal and open wire shelves and bar. One-piece installation means you can drop this bad boy right into place, adjust as needed, and watch the revenue increase. The EWT takes over from there, automatically feeding product to the front and billboarding merchandise for maximum visibility. Call 800-444-4665 | TrionOnline.com

Bin there, organized that! Trion’s deck fencing helps you bin small, large, bulk or packaged items while keeping them accessible to customers. Customize your display to create closed-front or open-front compartments using straight or offset front fence, then add our convenient labeling systems to finish the job right.

Call 800-444-4665 | TrionOnline.com

Use ZIP Track ® storewide for neat and tidy health, beauty and wellness displays. This is the most versatile system of its kind on the market. Easy to install, ZIP Track® components clip on a front rail allowing lanes to adjust quickly, even when full or to add additional facings. Use actual product to set lane width from 2" up to 3 3/4 " Slide product front-to-back to “ZIP” each track together. Custom spring tensions and lane depths are available to fit any and all shelf and product needs. Manufactured from durable, modern plastics, ZIP Track® provides an extended merchandising life.

Super Hooks! WonderBar® Hooks

Slatwall Hooks

® Create Your Own Merchandising Masterpiece with Trion Fixtures HOOKS | lAbElING | SHElF & COOlER MERCHANDISING 800-444-4665 | info@triononline.com triononline.com/Art © 2023 Trion Industries, Inc.

Let’s review your wish list of slatwall hook features: flat back plate base? Trion’s got it. Even load distribution?

Yeah, We’ve Got That Slatwall Hooks

Let’s review your wish list of slatwall hook features: flat back plate base?

Trion’s got it. Even load distribution?

Check. Customizable with Clear Scan Labels? Yep. Flip-front or metal plate

Label Holder, gotcha. Like your varied products, Trion’s Slatwall Hooks are offered in a range of standard, medium, heavy, and extra heavy gauges. Our hooks fit all industry standard slatwall slots, and many work with slot inserts. Call for a sample to check the fit with your design.

THE ART OF MERCHANDISIN G

THE ART OF MERCHANDISIN G ®

T he ART OF M erchandising ®

®

THE ART OF MERCHANDISIN G ®

Create Your Own Merchandising Masterpiece with Trion Fixtures

Create Your Own Merchandising Masterpiece with Trion Fixtures

Create Your Own Merchandising Masterpiece with Trion Fixtures

For the Bulky Stuff Base Deck Fencing

Oversize? No Problem!

WonderBar® EWTTM Large

Pin-Stop Waterfall Hooks

For Grab-and-Go Beverage Sales

Get Creative Literature Holder

you use Trion’s Air Flow Baffle in coolers. Product temperature can be difficult to maintain at the front of a cooler. This Air Flow Baffle ensures that cold air is forced forward to keep items at their ideal temperature. Use as part of your cooler outfitting strategy, along with WonderBar ® Bar Merchandisers and hooks, EWTTM Expandable Wire Tray System, and cooler capable Clear Scan® label holders.

This mini tray leads to maximum revenue, because it allows complimentary items to be featured together. Dual lanes adjust to fit narrow merchandise sizes as small as 1 3⁄4 ". Each lane features a separate pusher paddle to keep products forwarded and faced. Feature items of different widths via asymmetric lane configurations. Cross merchandise a variety of products with ease. Trays install without tools and lift out for quick restocking or product rotation. Full line includes standard and oversize trays, and display, scan and pusher hooks. Call 800-444-4665 | TrionOnline.com

Zip Track® Beverage System

Call 800-444-4665 | TrionOnline.com

These strong, downward-canted waterfall hooks lift more weights than a personal trainer. Ready for a workout, Trion Industries’ hooks display heavy products, like free weights in multiple sizes, with both sales and safety in mind. Your customers can easily browse the merchandise, which is held in place by built-in pins to keep product from shifting or falling. Exercise your opportunity to cross-sell related products and keep your bottom line in shape! Of course these waterfall utility

Merchandise all size drinks from mini Red Bull® cans to oversized Gatorade® bottles. ZIP Track® is the most versatile and cost-effective Grab-and-Go system available on the market. Use actual product to set lane width from 2" to 3 3/4 " Reset lane width on set-up in less than 30 seconds. Shelf-based and coolerready, this anchored system billboards product for easy selection and fast sale. ZIP Track® forwards and faces product at all times. Quickly add lanes with this easy to install and adjust system. ZIP Track® offers a wide range of adjustability for this ever-evolving beverage category and changing package designs.

This bottom is tops for displaying heavy, bulky, or hard-to-fit items. Display them attractively and neatly using front fencing and dividers to customize the display space and create unique presentations of similar or related items. This cross-selling approach makes shopping easier for the customer and more profitable for you. Select from a range of other Trion outfitting to maximize selling space from the base deck to the top shelf and beyond.

THE ART OF MERCHANDISIN G

Mirror, mirror on the wall. You can be the most difficult item to display of all. Clever merchandisers use large literature holders for three-dimensional, awkwardly sized items like mirrors, framed art, clocks, and more. Available in a range of sizes, gauges, and weights, Trion’s large literature holders can be spaced horizontally to accommodate all manner of product sizes.

Create Your Own Merchandising Masterpiece with Trion Fixtures

If you think the WonderBar EWT is great, wait till you meet its big brother! Oversized just like some of your products, this weightlifter stays strong on both metal and open wire shelves and bar. One-piece installation means you can drop this bad boy right into place, adjust as needed, and watch the revenue increase. The EWT takes over from there, automatically feeding product to the front and billboarding merchandise for maximum visibility. Call 800-444-4665 | TrionOnline.com

Call 800-444-4665 | TrionOnline.com

Call 800-444-4665 | TrionOnline.com

THE ART OF MERCHANDISIN

Flip-Scan

Clear Scan

Containers Well Contained

WonderBar

Staging Areas Built In Pin-Stop Waterfall Hooks

Staging Areas Built In Pin-Stop Waterfall Hooks

Sign Up!

Get Creative Literature Holder

Versatile Wall Tags

What do you want your customers to know? Want to promote great prices or unique product features? Add wall tags to your displays faster than you can say “sign up!” Wall tags allow you to mount your product and price separately on vertical display surfaces, for cleaner overall presentation.

Neatly and effectively display cooler and freezer items, including yogurt, dips, puddings, ice cream, single-serve foods, and more. Our small Adjustable Merchandising Tray (AMT) fits a range of 4- to 6-ounce cups; the medium AMT organizes mid-range offerings; and the large AMT gives ice cream lovers pause to browse and choose a pint of their favorite flavor (hmmm why not get both Cherry Vanilla and Rocky Road?). This manual-feed tray ensures that products remain faced and accessible. Time to re-stock? Just lift out and refill. Add Clear Scan® Label Holder, and you’re finished! Call 800-444-4665 | TrionOnline.com

Call 800-444-4665 | TrionOnline.com

Storewide solutions for any labeling need. Available in a variety of profiles (shapes), these bright, clear label holders are easily positioned in all standard C-channel configurations, as well as displays incorporating metal, glass, wood, wire baskets, wire shelving, wire fencing, and scanning hooks. Plain paper labels drop in behind a clear flexible PVC front, allowing labels to be changed quickly and inexpensively without messy adhesive backing. Adhesive label holders and strips also available if that is your need. Save time, increase visibility, and boost sales with this storewide labeling system. Cooler capable, color, and built-in promo Clip label holders and strips available. Call 800-444-4665 | TrionOnline.com

These strong, downward-canted waterfall hooks lift more weights than a personal trainer. Ready for a workout, Trion Industries’ hooks display heavy products, like free weights in multiple sizes, with both sales and safety in mind. Your customers can easily browse the merchandise, which is held in place by built-in pins to keep product from shifting or falling. Exercise your opportunity to cross-sell related products and keep your bottom line in shape! Of course these waterfall utility hooks are perfect for more than hand weights. Give them a try.

Call 800-444-4665 | TrionOnline.com

These strong, downward-canted waterfall hooks lift more weights than a personal trainer. Ready for a workout, Trion Industries’ hooks display heavy products, like free weights in multiple sizes, with both sales and safety in mind. Your customers can easily browse the merchandise, which is held in place by built-in pins to keep product from shifting or falling. Exercise your opportunity to cross-sell related products and keep your bottom line in shape! Of course these waterfall utility hooks are perfect for more than hand weights. Give them a try.

Call 800-444-4665 | TrionOnline.com

Mirror, mirror on the wall. You can be the most difficult item to display of all. Clever merchandisers use large literature holders for three-dimensional, awkwardly sized items like mirrors, framed art, clocks, and more. Available in a range of sizes, gauges, and weights, Trion’s large literature holders can be spaced horizontally to accommodate all manner of product sizes. Call 800-444-4665 | TrionOnline.com

heroes of the Trion product family, coming to the rescue when you need muscle and good looks to merchandise items of all sizes. These Bar Hooks can lift heavy loads in their capable arms. Display or Scan, Saddle Mount or Plug in, there are Trion WonderBar Hooks for every need.

make it easy to label and price products, regardless of plan-o-gram fixture layout, unusual product shape, or tightly spaced displays. When you need a flexible aid to label and price items quickly and conveniently, turn to this Swiss Army knife of outfitting. Scan-ItTM is available in a range of back plate sizes and label holder configurations.

Get Creative Literature Holder

Mirror, mirror on the wall. You can be the most difficult item to display of all. Clever merchandisers use large literature holders for three-dimensional, awkwardly sized items like mirrors, framed art, clocks, and more. Available in a range of sizes, gauges, and weights, Trion’s large literature holders can be spaced horizontally to accommodate all manner of product sizes.

case for ease of use. The articulated label holder lifts up and out of the way for easy product access, then falls back to vertical for viewing product and price info. Our unique label holder flexes open so plain paper labels can be inserted effortlessly. Available with short label holders or full length label strips and constructed of long-life materials, these durable, attractive scan hooks can outfit all display surfaces, including pegboard, slatwall, grid, crossbar, and corrugated. Fully compatible with the Clear Scan® Label Holder System for C-channel, shelf edge, wire basket, and refrigerated areas storewide.

Call 800-444-4665 | TrionOnline.com

The ART OF Merchandising®

Merchandising is more than fitout and fixtures. It’s the art of creating an attractive, well-organized retail presentation. as with any artistic composition, a wide variety of tools may be used to create your masterpiece. In retail Visual Merchandising, a gondola, pegboard, slatwall or shelf is your blank canvas. When combined with tools such as display hooks, label and sign holders, bar merchandisers, tray systems, and merchandising accessories, there are endless ways to effectively display all kinds of products and inspire your target audience to make a purchase. As one of the world’s top retail fixture manufacturers, Trion offers a generous palette of over 25,000 components with 55 years of experience using them to execute precise planogram solutions, store designs and retail displays. call us to turn your vision into an inspired retail masterpiece.

INSIDE WASHINGTON

NACSPAC DONORS

NACSPAC was created in 1979 by NACS as the entity through which the association can legally contribute funds to political candidates supportive of our industry’s issues. For more information about NACSPAC and how political action committees (PACs) work, go to www.convenience.org/nacspac . NACSPAC donors who made contributions in June and July 2023 are:

Rich Abel Jaco Oil Company

Riaz Ahmad NSR Petro Services LLC

Tony Battaglia Tropicana Brands Group

Brent Cotton

The Hershey Company

Matt Danzig good2grow

Ian Davis

C.H. Guenther and Son

Jimmy Frangis PDI Technologies

Terry Gallagher Gasamat Oil Corp

Josh Halpern JRS Hospitality

Scott Hunt Hunt Brothers Pizza

Thomas J. Jamieson Jaco Oil Company

Steve Kimmes Kimmes Enterprises LLC

Jeff Lenard NACS

Doug Middlebrooks Advantage Solutions

Laura Miller NACS

Scott Minton OnCue Marketing

Natalie Morhous RaceTrac Inc.

Jordan Nicgorski

Juul Labs

Gus Olympidis Family Express Corporation

John Peyton Gate Petroleum Company

Jonathan Polonsky Plaid Pantries Inc.

Darren Rebelez Casey’s General Stores Inc.

Paul Reid Reid Petroleum Corporation

Louie Sheetz Sheetz Inc.

Melissa Sungela Yesway

Sarah Vilim Keurig Dr Pepper

Joe Vonder Haar iSee Store Innovations LLC

Derek Zahajko CAF Inc.

GEORGIA WORLD CONFERENCE CONGRESS CENTER | ATLANTA

ONE VOICE

This month, NACS talks to Josh Sharp, CEO, Illinois Fuel & Retail Association (IFRA)

What role in the community do you think convenience stores should play?

At IFRA, our motto is “neighbors serving neighbors,” and it’s more than a slogan, it’s at the core of everything we do as an industry. Convenience stores play a much-needed role in the communities they serve by providing jobs and economic opportunity, and so many of our members generously give back as well. Whether its supporting youth sports or helping raise money for a good cause, convenience stores are there when it matters. Lastly, in a post-COVID world when countless other retailers have shortened their hours of operation, many convenience stores remain open 24/7, every day, to serve customers.

What does NACS political engagement mean to you and what benefits have you experienced from being politically engaged?

Political engagement is central to why associations like IFRA affiliate with NACS—its advocacy. It’s about giving a voice to our members as the legislative process unfolds in Washington, D.C. The influence that NACS wields among policymakers is its No. 1 member service.

The benefits of being and continuing to stay politically engaged are numerous. Engagement with legislators, government agencies and their staff allow associations to have a significant impact on the regulatory environment. Changes with respect to tobacco, taxation, the environment and government spending can without a doubt impact our members’ operations, growth, and bottom

line. By staying politically engaged, IFRA is better able to understand and anticipate these changes, enabling us to adapt our lobbying strategies accordingly.

What federal legislative or regulatory issues keep you up at night (with respect to the convenience store industry)?

For me, it’s the federal government’s approach to incentivizing electric vehicles. Obviously, automakers seem to have largely bought into the idea of an EV future, but it’s hard to gauge the viability of the industry—and what kind of capital expenditures our members should be considering—when Washington passes legislation like the Inflation Reduction Act, which contained a $12.5 billion subsidy for purchasing an electric vehicle. Serious questions remain about how real the demand is, the technology and just how far and how quickly Washington will go to make electric vehicles mainstream if the marketplace doesn’t seem to trend in that direction. In addition to consumer demand and supply chain issues, we need to create a competitive market for EV charging and remove obstacles for private sector investment and participation to ensure convenience and fuel retailers are able to offer EV charging to their customers and compete for EV charging business.

What c-store product could you not live without?

100%, the soda fountain! The flavors, the variety, the delicious ice … everything about it. It’s a product that our industry does really well.

Name of company: Dash In

Year founded: 1979

# of stores: 55+

Website: dashin.com

Sit for a While

BY SARAH HAMAKER

In 1979, the first Dash In welcomed customers to enjoy its fresh fried chicken and other convenience staples. Since then, the company has grown to more than 50 locations throughout Maryland, Virginia and Delaware. Earlier this year, the Wills Group, the parent company of Dash In, opened a brand new Dash In concept in Chantilly, Virginia.

“Our new concept is a recommitment to our past and a celebration of our future,” said Rayma Alexander, director of corporate communications and diversity, equity and inclusion for the Wills Group. “Over the past five years, we have worked across Dash In to refresh our stores. The new store encompasses all aspects that inform how we think about innovation—this includes tangible changes to the physical environment, along with intentional choices to how Dash In approaches service for our guests.”

At the new Dash In concept, guests can linger and enjoy selections from a revamped menu.

Low gondolas make the store easy to navigate.

At the Dash In concept store, the logo mimics a map marker, indicating that the store is a destination.

WHAT’S NEW?

The company completely revamped its convenience store from the branding to the menu to the way Dash In employees work together. For example, the new Dash In brand features a script font, an updated warm color palette and a map marker logo that positions Dash In as a destination. “All of the enhancements are indicative of Dash In’s desire to be known as a destination where guests can receive a warm welcome and share in Dash In’s sense of adventure,” Alexander said.

This renewed Dash In brand reflects how the chain has evolved the store experience for guests. “The enhancements to the Dash In menu are important,” she said. “It demonstrates Dash In’s commitment to foodservice and is matched by our commitment to the customer experience and what our guests can expect.”

The menu is central to the new concept. It features a mix of made-to-order and grab-and-go items. The store continues to offer traditional items, such as salty snacks and baked goods, and features fresh-made items in those categories whenever possible. “We are listening to our customers and evaluating what they want to further support our shift toward a fresh, minimally processed type offering,” Alexander said.

The new Chantilly store also added smashed burgers—griddle-prepped burgers with several different iterations, including plant-based options. The menu includes popular items, such as Stackadillas, salads and bowls, as well as all-day breakfast. New bowl selections allow customers to pick from field greens, quinoa and tots as the dish’s foundational ingredient. The beverage selection included organic sodas via its tap-style

beverage dispenser wall alongside Dash In’s bean-to-cup coffee program.

“At our all-new Dash In location, the central open kitchen is front and center so guests can see their food being prepared,” she said. “Large wayfinding signs celebrate Dash In’s renewed commitment to making it easy to do business with us.”

This newest Dash In location design also has center-store merchandising, with gondolas throughout the store lowered to approximately 50 inches tall. “We intentionally brought the gondolas down so that guests can see our offerings and easily navigate across the store,” Alexander said.

RAISING THE BAR

At the new Dash In location, store teams are empowered to ensure customers have the best experience possible. “For example, we ask Dash In team members to greet guests and serve as store concierges. Those team members are there to help our customers understand all of the options available to them, such as the beverage wall,” she said. “These team members demonstrate Dash In’s commitment to putting our guests front and center.”

The Wills Group’s goal over the next few years is to open at least 10 new Dash Ins per year based on what the company is learning at their new Chantilly store while accelerating decisions and operations that enhance the Dash In experience at all locations. “We believe our business thrives when we provide better experiences for our guests, each other and our communities,” Alexander said. “We’re not just in the convenience business—we’re in the business of caring for people, too.”

BRIGHT IDEAS

Dash In approaches community engagement with purpose. “Our Lives in Motion initiative is more than words—we want to help our neighbors move toward their own goals and dreams,” said Rayma Alexander, director of corporate communications and diversity, equity and inclusion for the Wills Group, the parent company of Dash In.

To that end, the Wills Group has two community engagement programs— Nourishing Children and Families and Reimagining Outdoor Spaces. “As part of this commitment, during the grand opening for the Chantilly Dash In, we honored the Dulles South Food Pantry, Loudoun Hunger Relief and Keep Loudoun Beautiful,” she said. “In addition, Dash In also recognized area schools, local first responders and youth leagues, with Dash In donating more than $30,000 to Loudoun County community partners.”

You can read more about the Wills Group’s community involvement in “A Legacy of Community Engagement ” from the December 2022 issue of NACS Magazine.

Ideas 2 Go showcases how retailers today are operating the convenience store of tomorrow.

To see videos of the c-stores we’ve profiled, go to www.convenience.org/Ideas2Go

Sarah Hamaker is a freelance writer, NACS Magazine contributor and romantic suspense author based in Fairfax, Virginia. Visit her online at sarahhamakerfiction.com.

Snacks

BY CHRISSY BLASINSKY

Let’s kick this off with Cheez-It.

From June 5 to 11, Kellogg’s 102-year-old cheese-flavored cracker brand took center stage at an old convenience store turned pop-up store in Joshua Tree, California. The store sold Cheez-It mementos, merchandise and hard-to-find Cheez-It flavors. And the defunct fuel dispenser pumped Cheez-It bags to customers.

If you’ve driven through that neck of the woods before, and by woods I mean the desert in Twentynine Palms, seeing a store like this would definitely have an “OMG!” oasis vibe. And, of course, cheese.

“The Cheez-It Stop truly proved how far our fans will go for the irresistibility of Cheez-It. Fans camped out as early as 6:30 a.m. to experience the Cheez-It Pump firsthand, grab a piece of exclusive merch or snag their favorite hardto-find flavor,” said Erin Storm, brand senior director for Cheez-It, adding that the store was restocked several times throughout the week.

“From the lines to get in every day to the social shares and engagement from near and far, the Cheez-It Stop took the absurd cheeziness of our fan’s favorite snack out of the pantry and brought it to life as an unforgettable immersive experience,” Storm said.

Snacking and snack foods have come a long way. Today, products warrant their own pop-up destinations and drive excitement to brands, like Cheez-It, that have been around for a century and that consumers continue to appreciate and embrace.

A snack itself, by definition, is what we eat between meals. But even that has changed. Add some flair and a snack could be your favorite bite—or bites—of something delicious, nutritious, exotic, tasty, salty, sweet, indulgent, meaty, cheesy, crunchy, chewy … you get the gist.

Snacking options are endless, which is fantastic for convenience stores. According to the recently released NACS State of the Industry Report® of 2022 Data, salty snacks was the only category that had unit increases among the top six in-store merchandise categories.

In 2022, salty snacks accounted for 4.57% of inside sales, up 0.42 points from 2021, and was the sixth largest sales contributor and fifth largest margin contributor inside the store, with a gross margin contribution of 5.18%.

According to NIQ data, there are 1,500-plus salty snacks brands selling in convenience stores, and 11 of those brands comprise more than half (57%) of category sales. Each of those 11 brands was up in sales in 2022 except for Fritos, which saw a very—emphasis on very— slight dip in sales.

Pretzels and ready-to-eat popcorn experienced the largest growth inside the store, while potato chips maintained its long-held top spot among the salty snacks subcategories.

Speaking of pretzels and popcorn …

In 2021, The Hershey Company acquired Dot’s Homestyle Pretzels, a business founded by Dorothy “Dot” Henke from her home kitchen in Velva, North Dakota. The $1.2 billion deal furthered Hershey’s commitment to snacking beyond confections.

In December 2017, Hershey acquired Amplify Snack Brands and added ready-toeat SkinnyPop Popcorn and Pirate’s Booty, as well as Paqui Tortilla Chips, to its salty snacks portfolio. These acquisitions also allow Hershey to create sweet and salty twists on its own iconic brands, such as Reese’s Drizzled Popcorn and Hershey’s Dipped Pretzels.

“We’re now well on our way to transforming Hershey from an iconic confection company to a leading snacking powerhouse,” said Michele Buck, CEO of Hershey, in the November-December 2022 issue of Harvard Business Review, adding that the company’s confectionery—including better-for-you options—and salty snacks businesses are growing by double digits each year.

HIT THE ROAD, JACK

You may have seen the meme floating around the Internet that sums up a memorable aspect of road trips:

It doesn’t matter how old you get, buying snacks for a road trip should always look like an unsupervised 9-year-old was given $100.

Suffice to say, a road trip without snacks could prove disastrous, no matter the age of the passengers.

“Snacks have solidified their pantry staple status, and the snacking occasions have grown and diversified with it,” said Storm. “For this [Cheez-It Stop] experience, we capitalized on road trips, and no road trip is complete without snacks! We’re always keeping a pulse on those developments and how our fans are talking about our brands to determine the most meaningful ways we can engage with them.”

In May, Frito-Lay and Quaker released a U.S. Summer Snack Index, which suggests that road trips and snacking are like peas and carrots: Nearly three out of four people say road trips are a chance to enjoy snacks they’ve never tried before.

Respondents also said that snacks can provide an important morale boost during road trips (43%) and are key to staying sane in traffic (39%). Meanwhile, 44% of people report hiding snacks from other passengers, and nearly one-quarter say they have used snacks to break an awkward car silence.

This one is a bit surprising, but 41% of people said they would rather have control over the snacks on a road trip than the music. That could be dangerous!

Pretzels and ready-to-eat popcorn experienced the largest growth.

SNACKING BEHAVIORS

People’s attitudes toward snacking have definitely shifted, with “snackstituting” (snacks for meals) becoming a quick, easy and common option.

A recent Del Monte survey found that most adults regularly replace meals with snacks, and parents are more likely to do so (8 in 10 parents vs. two-thirds of non-parents). The same survey cited that parents look for snacks that work well on-the-go for their kids and themselves. Convenience and portability are among the qualities they consider when purchasing snacks (85% parents vs. 70% non-parents).

The lure of a snack also attracts c-store customers who purchase gasoline, which is good news for building baskets and boosting transactions inside the store.

A 2023 NACS consumer survey found that 32% of adults who went inside the store after buying fuel also purchased a snack, like chips, candy or a protein bar. Also, “to buy food, meal, gum, snacks” was the No. 2 reason consumers shopped a c-store, with buying gas being No. 1.

According to Mondelez International’s State of Snacking 2022 global consumer snacking trends study, morning daypart snacking is on the rise. The study notes that morning (6 a.m. to 10 a.m.) snacks consumption has grown 42% since 2013, with 24% of consumers (and 29% of Gen Z) saying they eat a snack before breakfast. The motivator? Convenience. Two-thirds (65%) say it’s easier to grab a quick snack in the morning than a full meal.

HERE FOR THE SNACKS

Keeping up with America’s affinity for snacking, c-stores are also capturing high-margin selling opportunities with salty snacks.

NACS Convenience Voices data shows that mobility and comfort (33%) are driving con-

sumer demand for snacking, as is the desire for small indulgences (22%).

We also know that snacks and beverages go hand in hand—two category strengths of convenience retailers. Inside the store, Convenience Voices data found that packaged and cold dispensed beverages are most often purchased alongside salty snacks, followed by candy.

Gas/fuel is the second-most purchased “item” alongside salty snacks, suggesting that customers are making that transition from the forecourt to the store to satisfy their hunger or craving. They are also motivated by gas prices. The data shows that 55% of snacking shoppers would shop at convenience stores more frequently if there were fuel discounts.

Convenience Voices data suggests that your salty snacks customers shop with their eyes, particularly for impulse purchases. Nearly 27% of snackers said they chose a salty snack because the product looked appetizing, almost 11% said it was because the packaging was appealing and 9% said the product display caught their attention.

Yes, convenience store shoppers are here for the snacks, but they shop other channels. When asked where else they purchased salty snacks in the past two weeks, the top channel cited was grocery at about 35%, followed by mass merch (27.5%).

Convenience stores are best positioned to satisfy consumers’ demand for what they want, when they want it—or for something they didn’t know they wanted—especially when it comes to salty snacks.

Chrissy Blasinsky is the digital and content strategist at NACS. She’s been known to eat salty snacks for dinner and feels no shame in that game.

The data shows that nearly 27% of snackers said they chose a salty snack because the product looked appetizing.

NACS Show / Conference: October 3-6

Expo: October 4-6

Georgia World Congress Center | Atlanta

Stay in the Know

Need to register or plan your trip?

Want to see the latest updates as your industry peers prepare to gather in Atlanta? Visit nacsshow.com

WINNING TOGETHER LEARNING TOGETHER

On October 3-6, the NACS Show returns to Atlanta for the first time since 2019. Well over 20,000 people typically attend the Show, representing more than 70 countries. Attendees can explore 425,000-plus square feet of expo space, connecting with current partners and discovering the latest products and technology solutions.

A highlight is the 45-plus education sessions, crafted by the NACS education team and the NACS Convention Content Committee—leaders in the industry representing a variety of retailers and suppliers. The education sessions equip you with insights and information you can use to build a stronger business.

Check out nacsshow.com for the latest details on the education sessions and to plan your visit to the 2023 NACS Show.

CATEGORY MANAGEMENT

Growing Baskets With Seasonal Offerings

Thursday, October 05

8:00 - 9:00 a.m.

Leveraging promotions with seasonal products is a powerful strategy for boosting sales. Industry experts will share their insights on how they have successfully increased customer baskets and revenue by strategically focusing on seasonal product offerings.

Impulse Strategies for Modern Convenience Retail

Thursday, October 05

9:15 - 10:15 a.m.

Everyone knows that baskets are boosted by last minute sales added at checkout. With more and more options that take shoppers out of the legacy checkout processes (drive-thru, curbside, self-checkout, etc.), retailers have had to evolve to continue to take advantage of impulse sales. Come to this session to hear successful strategies taken by retailers who are winning in capturing these impulse sales to grow baskets at the end of the shopper journey.

Packaged Beverage Category Deep Dive

Thursday, October 05

8:00 - 9:00 a.m.

More than 50% of all in-store trips occur because the shopper is thirsty. This session looks at the all-important packaged beverage category and sheds important light on the emerging trends, flavors and offerings that can keep your shoppers engaged and excited.

The State of Snacking in Convenience

Wednesday, October 04

8:00 - 9:00 a.m.

This session provides an in-depth examination of macro snacking trends in the convenience industry, offering valuable insights from the perspectives of shoppers, consumers and retailers. Attendees will hear about the evolving landscape of snacking preferences, behaviors and opportunities within the convenience market.

Tips and Tricks to Streamline Your Categories

Wednesday, October 04

8:00 - 9:00 a.m.

When it comes to category selection, it’s crucial to understand how different categories can influence your sales growth, sourcing strategies, promotional effectiveness and, ultimately, your profit margins. This session will dive into what should guide the decision-making process to ensure informed choices that align with business goals.

CUSTOMER EXPERIENCE

Customer Engagement 2.0: The Power of Digital Innovation

Wednesday, October 04

9:15 - 10:15 a.m.

Throughout this session, industry experts will share real-world examples and case studies showcasing the successful implementation of digital innovation in customer engagement. Key topics covered include the importance of customer-centricity in the digital age, the role of data analytics in understanding customer behavior and preferences and the development of personalized and omnichannel customer journeys. Participants will also explore the impact of social media, mobile applications and other digital platforms on customer engagement, as well as the challenges and opportunities they present.

Overcoming the C-Store Blind Spots in Digital Searching

Wednesday, October 04

9:15 - 10:15 a.m.

Have you ever found yourself searching for a quick snack or drink, only to find that your go-to convenience store is not the top result on your maps app? This session will explore the concept of the convenience store blind spot and why they are often not prioritized on digital maps, along with potential consequences of this blind spot, including missed business opportunities for convenience store owners and inconvenience for customers.

FOODSERVICE

Branded vs. Proprietary Foodservice Programs: What Is Best for You?

Thursday, October 05

9:15 - 10:15 a.m.

Foodservice programs present significant opportunities for business growth. Come to this session to identify the factors and criteria that can help you better navigate the best options to grow your foodservice sales and compete more effectively with QSRs head-on!

Innovating Your Menu

Tuesday, October 03

1:15 - 2:15 p.m.

As the foodservice industry continues to evolve, the importance of the foodservice dollar to overall financial performance cannot be overstated. The costs involved in foodservice cannot be measured comparatively with your merchandise P&L based on the nuances of the labor and ingredients needed to run a successful foodservice program. In this interactive session, speakers will delve into successful strategies aimed at helping attendees achieve a delicate balance between menu offerings, operational efficiency and customer-experience goals.

Pillars for Food Safety Success

Wednesday, October 04

8:00 - 9:00 a.m.

Creating and sustaining a strong culture of food safety is essential for operating in the food industry. This session will delve into the five pillars that organizations must embrace to build and nurture a culture focused on food safety.

Solutions to Optimize Your Foodservice Space

Wednesday, October 04

9:15 - 10:15 a.m.

Space limitations used to make it impossible for convenience stores to have a professional foodservice program. This session shares successful strategies c-store retailers are using to implement thriving foodservice programs in smaller footprints.

FUELS

The Business Case for EV Charging

Tuesday, October 03

2:30 - 3:30 p.m.

The market for electric vehicles continues to expand, creating increased demand for publicly available EV chargers. Government funding is intended to support the deployment of stations, but generating an economic return on your investment requires more than financial incentives to install the equipment. What equipment you install, how you configure your site and how you manage your utility expenses consistent with consumer demand will all influence whether you make or lose money on your charging station. This session will dive into the realities of charging economics and explore critical insights that can help you realize a profitable return on your investment.

The

Future of Fuel Retailing

Wednesday, October 04 9:15 - 10:15 a.m.

As the transportation market undergoes rapid changes, fuel retailers need to anticipate the evolving needs of their customers and adapt accordingly. This session explores the future of fuel retailing and aims to help retailers understand how their markets will evolve as customers adopt new vehicle technologies and adjust their travel patterns. The focus is on identifying strategies and positioning that will enable retailers to serve their customers’ mobility needs successfully.

Thriving in a Shifting Fuel Market

Tuesday, October 03 1:15 - 2:15 p.m.

Today’s vehicles are much more efficient than ever, which is cutting into fuel demand. At the same time, pressures to reduce carbon emissions from the transportation sector continue to mount in the form of government regulation, financial and banking services requirements and societal/consumer demand. Attend this session to hear ideas on how you can maintain profitability at the pump when drivers demand less fuel and how you can leverage the low carbon trend to benefit your business.

GOVERNMENT RELATIONS

What California’s Regulations Can Teach Us

Wednesday, October 04

9:15 - 10:15 a.m.

California regulators are pioneers across many facets of the regulatory landscape: labor, tobacco, fuel, cannabis and more. This session looks at the lessons other states can learn from California mandates.

LABOR

Cultivating an Employee-Centric Culture

Tuesday, October 03

12:00 - 1:00 p.m.

Join industry-leading firms for an enlightening session with insights on building, sustaining and growing connectivity through a relentless commitment to culture. Discover the vital role that the work environment plays in fostering meaningful connections between your stores, customers and communities. The panel will discuss how part-time jobs can evolve into fulfilling long-term careers with an organizational culture where employees feel connected. The session will touch on the critical elements of creating the right environment, including setting expectations, providing effective training and meeting the needs of your workforce. Attendees will gain valuable knowledge from the panelists’ experiences to enhance their own organizational culture.

Who’s Covering the Shift

Tuesday, October 03

12:00 - 1:00 .p.m.

The NACS State of the Industry Compensation Report revealed alarming turnover rates of up to 130% for full-time employees and 152% for part-time employees. With labor concerns remaining a top priority for retailers of all scales, this session aims to provide valuable insights into the current and projected labor landscape, along with effective strategies to successfully hire, retain and expand the available labor pool for the future.

LEADERSHIP

Bridging Business and Technology

Tuesday, October 03

2:30 - 3:30 p.m.

Great innovation and game-changing strategy require alignment of all organizational stakeholders to ensure plans stay intact upon execution. This session looks at the role technology stakeholders must play from concept to execution to enable success.

Ideas in Action: Solutions from the Frontline (Part 1) (for details, see below)

Thursday, October 05

8:00 - 9:00 a.m.

Ideas in Action: Solutions from the Frontline (Part 2)

Thursday, October 05

9:15 - 10:15 a.m.

The NACS Leadership for Success Program brings the brightest supervisors in the industry together each year to develop their leadership skills. This group values integrity and commits to developing their team and themselves into better leaders. For the past five months, the participants have been working on reducing turnover, increasing employee engagement and developing store managers by developing plans, setting goals and tracking their progress. They are ready to share their results and success stories. Come to this session to learn from your peers on what worked (and what didn’t!) as they developed and strengthened their team. Please note that this is a two-part session.

Industry Mentors Share Sage Advice

Thursday, October 05

9:15 - 10:15 a.m.

Convenience retailers eagerly soak up any information and advice that helps them grow their businesses and become stronger leaders. Back by popular demand, this session features several industry icons, and well-known and respected mentors in the retail community, who will offer advice on business management, industry challenges and more. This is your chance to pick their brains and discover how they successfully developed world-class teams, where to look for advice and what success in our industry looks like.

MARKETING

Building a Successful Mobile Strategy

Tuesday, October 03

2:30 - 3:30 p.m.

What does it take for your store to show up when and where shoppers are looking for solutions and discovering new offerings? We’ll break down the growing importance of a digital presence and help you connect with and win the trips of the convenience-minded mobile shopper.

Enhancing Your Loyalty Program to Increase Engagement

Tuesday, October 03

1:15 - 2:15 p.m.

Loyalty is not just a card but is instead the outcome of the digital and physical touchpoints retailers deliver to drive shopper engagement. Learn how retailers are thinking outside the box when it comes to shaping their loyalty strategies for the future.

Foundations of a Retail Media Network

Tuesday, October 03

12:00 - 1:00 p.m.

Retailers seek secure, brand-safe advertising environments that enable access to first-party data in a privacy-safe environment. Learn what the future of retail media is and how some industry leaders are pioneering new ways to grow revenue and achieve advertising goals on brand-safe digital media platforms.

How Brands and Operators of All Sizes Are Winning on the C-Store Shelf

Wednesday, October 04

8:00 - 9:00 a.m.

With a very small budget, Stuckey’s has managed to garner national attention for its comeback brand and increase sales 40X in just 30 months. In this session, Stuckey’s executives will share the secrets on how they got The Today Show, The New York Times and Southern Living to cover their brand story. Attendees will hear tips to get consumers to become advocates for their brand and to drive the peer-to-peer conversation (word of mouth) that is incredibly crucial to bottom-line success. Most importantly, they will tell you how they accomplished this on a marketing budget so tiny that participants will either laugh or cry.

Maximizing Share of Wallet: The New Frontier in Customer Loyalty

Wednesday, October 04

9:15 - 10:15 a.m.

According to Stuzo’s proprietary data, less than 5% of retailers understand the specific and total amount of a product or product category their customers buy across all the places they shop, let alone the opportunity to target those customers’ wallets on a one-to-one basis. The lack of visibility into how much share of wallet a retailer has compared to its competitors leads to ineffective promotions and cannibalizing existing revenue/margins. This means that more than 95% of retailers are likely incentivizing (funding) customers to make purchases that the customers would already be making without any incentive. Hear from industry veterans and leaders as to why they see maximizing share of wallet as the new frontier in customer loyalty and how this leads to growth in store operating profits.

Promotions That Deliver Results

Thursday, October 05

9:15 - 10:15 a.m. What makes a promotion successful? This session explores the essential elements that contribute to successful promotions. Industry experts will delve into the crucial Key Performance Indicators (KPIs), performance benchmarks and execution requirements that drive truly effective promotions as they share insights and strategies and answer your burning questions on promotion success.

Shorts, Reels and Stories: The Time Has Come for Video Marketing

Tuesday, October 03

2:30 - 3:30 p.m.

With an increasing number of shoppers relying on social platforms for product discovery, it is crucial for all operators to leverage video marketing to build customer loyalty and engage with their target audience. This session explores the importance of platforms like TikTok and provides insights on how retailers of all sizes can effectively utilize video platforms to connect with shoppers and foster brand engagement.

Social Media on a Shoestring Budget

Thursday, October 05

8:00 - 9:00 a.m.

With over four billion users across multiple platforms, social media provides a vast audience to promote your brand to. This session focuses on empowering businesses of all sizes, with varying budgets and expertise, to effectively build awareness and enhance their presence on social media platforms. Discover cost-effective strategies and practical tips to make the most out of limited resources and achieve impactful results on social media.

OPERATIONS

Convenience on the Go: Advancing to a Portable Future

Tuesday, October 03 1:15 - 2:15 p.m.

Retailers are experimenting with a new type of convenience store that not only uses artificial intelligence for access and self-checkout but that can be moved to any location to meet unique needs. This session will look at how and where this new concept can enhance retailers’ convenience offerings.

Designing the Next Generation of Convenience Store Formats

Thursday, October 05 8:00 - 9:00 a.m.

Today’s convenience store model traces its roots back to the merging of fuel and convenience retailing in the 1980s and 1990s. As retailers look to a future where convenience is less defined by fuel, what new models are beginning to emerge? In this session, we’ll speak to retailers and experts who are forging this new path.

From Fuel Station to Hospitality Provider: Operational Impact

Tuesday, October 03 1:15 - 2:15 p.m.

Our industry constantly changes, and adapting to new realities is nothing new. But with alternative fuels on the rise and with a heightened consumer focus on the sustainability impact of mobility choices, it has become clear that as an industry we need to find new footfall drivers and think about a more diverse offer. Our answer to this so far, and relatively successfully, has been foodservice. But selling gas is one thing while offering hospitality is an entirely different one.

In this session, we will talk to operationally responsible representatives from leading retailers around the globe that switched from selling gas to offering hospitality. They will share what issues they faced, how they adapted their day-to-day operations and their key learning from this massive operational change.

Google’s Insights on a Culture of Innovation

Wednesday, October 04

8:00 - 9:00 a.m.

This is an in-depth session that delves into the essential skills, commitments and culture necessary for successfully driving and sustaining innovation across an organization. Vish Ganapathy, director of customer engineering, retail, will use his experience at Google to explore what differentiates successful, innovative organizations from those that struggle to evolve. He will share approaches used by leading organizations to foster a culture of innovation. Culture plays a crucial role in fostering innovation, and this session will highlight the characteristics of an innovative culture.

Protecting Your Employees, Your Customers & Your Data with TruAge

Wednesday, October 04

8:00 - 9:00 a.m.

Convenience stores sell more age-restricted products than any other retail channel. A complex regulatory environment and the advancement of fake IDs make traditional carding too high risk— for you, for your customers and especially for your employees. Available now, TruAge is a new, revolutionary age-verification solution built with the needs of you, the retailer, and your customers in mind. Learn more about what TruAge is, how it works and how it can help protect your business today.

Step Right Up … Convenience Showdown: A Gameshow Experience

Thursday, October 05 8:00 - 9:00 a.m.

Back by popular demand, attend the second annual Convenience Showdown to test your convenience-store knowledge in this multiround, interactive trivia game show. Prizes will be awarded to the winning teams.

Securing the Retail Landscape: A Roundtable on Crime Prevention and Loss Mitigation

Thursday, October 05

9:15 - 10:15 a.m.

In this interactive roundtable discussion, industry experts, loss prevention professionals and retail leaders will come together to share their insights, experiences and best practices. Through a collaborative exchange of ideas, we will explore the latest trends in retail crime, emerging threats and effective prevention measures.

State of the Industry Update: Leveraging the Latest Financial Benchmarks

Tuesday, October 03

1:15 - 2:15 p.m.

In this data-driven session, delivered using the NACS State of the Industry Summit format, attendees will delve into an extensive analysis of key performance metrics gleaned from the proprietary NACS C-Store Exchange (CSX) database. Through compelling charts and graphs, a comparative assessment of financial health, operational efficiency and overall effectiveness will be presented, highlighting areas of strength and identifying opportunities for improvement.

By leveraging this benchmarking data, attendees will gain a deeper understanding of their competitive position, enabling them to make informed strategic decisions, optimize financial performance, enhance operational processes and propel their companies toward greater success.

Strategic Planning and M&A in a Slow- or No-Growth Environment

Tuesday, October 03

12:00 - 1:00 p.m.

How do you strategically plan for M&A in the current economic environment? How can you integrate your operations from an acquisition in this rapidly changing environment? Join our panel of retail experts as they reveal essential insights into planning for mergers and acquisitions amidst the rapidly changing economic landscape. Discover how to seamlessly integrate acquired operations and adapt to market shifts in this informative session.

SMALL OPERATOR

Bundling Better: More Profitable Promotions

Thursday, October 05

8:00 - 10:15 a.m.

It is time to take control of your own promotions in addition to your vendor promotions. If your competitors are offering the same product on promotion as you, how is it YOUR promotion? In this session, retailers will learn the skills to create bundles and break evens to determine if the promotions they offer are profitable. Retailers will learn how to use their vendor relationships to their advantage and how to build and track a better, more profitable promotion. Retailers will also develop a promotional calendar for their sites.

Creating a Safe Store Environment

Wednesday, October 04

8:00 - 10:15 a.m.

Keeping your site, staff and customers safe is a priority. Whether it is robbery deterrence, food safety or even instructions on how to lift heavy items correctly, it all falls under the category of site safety. Retailers must understand their role in developing a site safety plan and incorporating it as part of employee training. This seminar will start you on the development process and give tips on training staff about the importance of following the safety plan for their own advantage. Attendees will learn steps to avoid trouble as well as develop an incident procedure if the unforeseen happens.

How to Hire in a Tough Labor Market

Thursday, October 05

8:00 - 10:15 a.m.

The post-Covid years have continued to put stress on the available labor market in our sector. Potential employees are coming in with higher wage requirements and with more employment demands, such as flexible hours. The cost of employee turnover increases with each new hire. We will teach pre-interview, interview and post-interview processes that will help your ultimate decisions. The key is to create a consistent process from application to training. We will look at how we can keep employees happy and efficient after they are trained and retain them for the long-term. We will also examine how social media can make our talent searches more effective.

Teambuilding, Coaching, Mentoring and Developing Managers

Wednesday, October 04

8:00 - 10:15 a.m.

The key to leading a best-in-class team is having an ongoing process. The end objective is for the staff to perceive the manager as the ship’s captain, while keeping the store dynamic on an even keel. Build better managers with coaching techniques that are easy and effective in everyday operations, that managers in turn can use to train their teams. We will work on improving implementation of store policy and procedure manuals by your managers. We will learn skills to mentor managers to establish the foundations of an effective five-day employee training program. Because every person learns differently, attendees will also see how different methods of teaching will still create consistent results.

SUPPLIER

NACS Show Convenience Connections

Wednesday, October 04

8:30 - 10:00 a.m.

NACS Show Convenience Connections is an opportunity for our newest supplier members to meet and learn from our most influential retailers in a relaxed, congenial environment ahead of the industry’s flagship event.

During this hour-long gathering, our most influential retailers representing a range of store sizes will host small groups of new suppliers to discuss industry topics relevant to their stores. Small groups will rotate once after 20 minutes to hear the perspective of another retailer. At the end of the second rotation, all participants will gather to continue informal conversations over light refreshments.

Do not miss this chance to learn what’s top-of-mind for your customers and how you can help them improve their businesses.

Super Sessions

The NACS Show Super Sessions, taking place this year in the Sidney Marcus Ballroom, provide industry leaders the chance to gather together and benefit from insights from thought leaders from both inside and outside of the convenience industry. Flip forward a few pages in this issue for profiles of Super Session speakers Sterling Hawkins and Bridget Brennan

Building a Culture of Diversity and Inclusion Among Customers and the Workforce

Kent Montgomery, PepsiCo; Larry Hughes, 7-Eleven Inc; Kristin Kelly, HudsonLake

Tuesday, October 03, 2:30 - 3:30 p.m.

Hunting Discomfort: Becoming Resilience Ready and Built for Breakthrough Growth

Sterling Hawkins

Wednesday, October 04, 9:15 - 10:15 a.m.

Winning Her Business: Grow Sales and Market Share with the World’s Most Powerful Consumers

Bridget Brennan

Thursday, October 05, 9:15 - 10:15 a.m.

TECHNOLOGY

The 2023 NACS/Conexxus Technology Roadmap

Thursday, October 05

8:00 - 10:15 a.m.

This roadmap will provide a picture of what relevant technologies will achieve in reality, by when, and provide clarity to support a systems strategy. This roadmap is a compilation of research from outside the industry, specifically designed to see 10 years ahead to suggest technology and cultural evolutions that will prepare you for the new landscape.

Unleashing the Potential of Visual AI in Convenience Retail

Tuesday, October 03 12:00 - 1:00 p.m.

With the advent of advanced computer vision technologies, retailers now have the opportunity to leverage a vast amount of visual data to drive operational efficiencies, enhance customer experiences and gain valuable insights. From inventory management to loss prevention and customer engagement, this session will showcase real-world examples and case studies highlighting successful implementations of visual AI in convenience retail.

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V

learn

Bridget Brennan will share her best advice gleaned from years of analyzing female consumers.

‘WHAT’S GOOD FOR WOMEN IS GOOD FOR BUSINESS’

Studying women consumers has become Bridget Brennan’s life’s work.

“Women are the world’s most powerful consumers and the dominant audience for retailers across the globe,” said Brennan. “They are endlessly fascinating and always evolving. I’m excited to help the NACS audience grow sales and customer loyalty by providing the most current marketplace intelligence on this group.”

She added, “Since women drive 70-80% of consumer spending, it’s crucial to understand their perspectives. I always say, ‘If you want to know where the market is going, follow the women.’ Women drive the trends that ultimately go mainstream with all consumers.”

In a preview of her NACS Show address, Brennan said that she will delve into topics such as the power of women’s multiplier effect on sales, why women are the original social network and the demographic shifts impacting women’s buying decisions.

“The audience knows convenience stores,” she said, “and I know women consumers. Together we can make a powerful combination.”

Brennan has dedicated her career to helping businesses understand the complexities of women’s buying patterns and their profound impact on growth. She made the subject her focus after seeing how often women were missing from the leadership teams of the very businesses that market and sell to them.

“Early in my career, I witnessed companies launch products and campaigns targeted to women that failed to meet sales expectations, largely because there was no meaningful input from women at any step of the way, from strategy to R&D to product design, packaging and even ad agency creative teams,” she explained. “I thought, if only these companies could see their products and campaigns through the eyes of women, how much easier it would be for them to succeed—and how much happier their customers would be.”

This was the impetus for starting her strategic advisory firm, Female Factor, in 2006. She has since gone on to pen two bestselling books on the subject, “Why She Buys: The New Strategy for Reaching the World’s Most Powerful Consumers” and “Winning Her Business: How to Transform the Customer Experience for the World’s Most Powerful Consumers.” Brennan has worked with clients on nearly every continent, and she is widely considered to be a leading global authority on female consumers.

At the NACS Show, Brennan will share strategies, data and best practices on how to stay relevant with a consumer marketplace dominated by women. What works and what doesn’t? Spoiler alert: “Pink is not a strategy,” she said.

Her solution is for businesses to commit to understanding this consumer group at a deeper level to avoid what she calls the knowing-doing gap. “There’s a big gap between knowing that women are important to your business and doing something meaningful about it,” said Brennan. “Closing this gap provides a powerful competitive advantage and helps avoid the kind of unintentional stereotyping that can date a brand.”

On the topic of stereotyping: “Women have multiple aspects to their identities that can sometimes be viewed as contradictory or unexpected,” Brennan said. A woman might be a grandmother and also a senior executive. A young woman might have an extensive makeup collection and also be an accomplished athlete who loves The Lord of the Rings.

“Understanding the lived experience of women and the many roles they play across life stages is what helps businesses connect with this market,” said Brennan. “This is why

conducting research and analyzing customer data is so crucial, at whatever scale your business can afford. Too often I see businesses skip the research step with women specifically, and this can put a company at a competitive disadvantage,” said Brennan.

If you haven’t conducted research with women over the last three years, Brennan said that “now would be a great time to start.” Attitudes and behaviors have changed since the beginning of the COVID-19 pandemic, a topic she will touch on at the NACS Show. Brennan sees fresh consumer research as an area with tremendous potential for retailers as they help customers navigate the post-pandemic world, including what Brennan calls the “hybrid life,” a cultural shift she will discuss during her session.

“When you understand where the cultural shifts are, you stay ahead of the market and you’re not playing catch-up,” she explained. “For example: Where else do your customers love to shop? What are they watching? Who or what are they closely following? How are their career patterns changing? How are their marriage and dating patterns shifting? Understanding cultural influences allows you to predict women’s wants and needs more accurately,” she said.

“Engaging women consumers is not about excluding men, it’s about excluding stereotypes,” Brennan said. “We find that when a business elevates the customer experience for women, it elevates it for everyone. What’s good for women is good for business,” said Brennan.

What does all of this mean for c-store retailers?

Brennan laughed, “You’ll have to come to the NACS Show in October to find out!”

Bridget Brennan will share insights on how prioritizing women consumers can elevate any business.

Success comes when you can embrace fear and anxiety.

BY TOBY HARNDEN

HUNTING DISCOMFORT W

hen Sterling Hawkins takes the stage at Atlanta’s Georgia World Congress Center in October, don’t let his calm self-assurance and seemingly effortless conversational manner fool you. In his heart, the keynote speaker addressing attendees at the NACS Show will be a fifth-grade boy about to embarrass himself in front of the whole class. But that’s just how he likes it.

Hawkins, now 41, is at ease with that discomfort. He’s made a career out of not just living with it but seeking and embracing it. In fact, he’s built his business philosophy around the concept of hunting discomfort, like that terror he felt as a 10-year-old.

It all goes back to Harry Houdini. The young Hawkins had prepared what he was sure would be the grand finale for a fifthgrade project. He had a pair of handcuffs as a prop, and the camcorder was running. He had practiced his presentation many times before his big day and was confident about his classmates’ reception of his show. But then he froze. The words would not come.

His soaring enthusiasm collided with fear once he had to perform in front of his peers. This was the moment he met his life partner: discomfort. It would walk hand in hand with him for decades to come, reminding him to feel it but then conquer it. Like any good partnership, his discomfort supports him and pushes him to meet his goals. And that’s exactly what Hawkins wants to share with people. Being uncomfortable is an unconventional tool that will yield incredible results.

BUILDING MOMENTUM

Hawkins rode a roller coaster of successes and setbacks for the next couple of decades. Between starting and selling a tech company, surviving the recession of ’08, finding a love of public speaking (at an event in Singapore)

and pausing and pivoting during the pandemic, Hawkins settled into discomfort.

The impetus for his first metamorphosis came about after Hawkins and his father, Gary, found backers for their budding tech company in Silicon Valley. The idea was revolutionary at the time—enable customers to make purchases by placing their finger on a biometric reader.

This was Apple Pay before Apple Pay, and Hawkins had begun to imagine himself as the new Steve Jobs. He was living in a San Francisco penthouse, and a life of private jets and Hollywood parties beckoned. And then the housing market collapsed, the financial backing dried up and bankruptcy followed.

“We hit the valley of despair,” Hawkins explained, the pain still close to the surface. “The next day, I’m moving to my parents’ house.” His girlfriend broke up with him and he felt that his life had become a sad country music song. “It was easily the darkest moment of my life—and it was actually years long.”

The turning point came when he received a mass email about a large conference in Singapore. The thing that scared him most was speaking in public, a fear of everyone seeing him for what he really was—a business failure. The stakes were higher than in fifth grade.

Something told him to confront the fear. He remembered his mother, quoting the poet Robert Frost, telling him, “The way out is through.” Then he found himself typing out

Keynote speaker Sterling Hawkins will share his #NoMatterWhat system at the NACS Show in Atlanta.

a reply proposing that he speak at the conference. Before he could change his mind, he hit Send.

To his surprise, the conference organizers hired him to speak on his business acumen. Hawkins had signed a contract and couldn’t back out. So he spoke at the conference, and he was a hit. He realized two things: He could succeed as a public speaker, and his commitment to speak was stronger than his fear of doing so. Perhaps most importantly of all, the discomfort he had felt had prompted him to do something transformative.

“We live lives, and by extension run our businesses, avoiding, denying and surviving discomfort, and we don’t even know it, because we’ve made these decisions, likely from when we were kids. We go about our day avoiding the things that don’t feel good.” But denying discomfort, he decided, was a way we hold ourselves back.

Hawkins hunts discomfort through adventure sports—ultramarathons, extreme cycling, skydiving, trekking the Sahara, mountain climbing and shark diving. “It’s not like I’m some kind of thrill-seeker or adventure junkie,” he maintained. “I’m doing it because it throws me into that unknown space and builds that discomfort muscle. It helps me grow on the other side of it.”

He now speaks 70 to 80 times a year, which equates to 200 days or more on the road. He’s taken his experience of launching, investing in and growing over 50 companies and built an inspiring message that he delivers on stages across the world.

At the NACS Show in Atlanta, he will outline his compelling five-point #NoMatterWhat system aimed at teaching entrepreneurs and businesspeople how to grow their resilience and drive forward through discomfort to achieve results no matter what obstacles are in their way.

But Hawkins never allows himself to think that his life is all smooth sailing. During the pandemic, his speaking engagements were suddenly canceled en masse.

“Dude, it was a disaster,” he laughed. “You know, having been through that big company crash [in ’08] and having built some real success in the speaking business, it felt like, ‘Oh, my God, it’s happening to me again. No matter what I do, I just can’t win.’ Right?

“I sank into that for a while. For several weeks, I sat on the couch and ordered pizza. It got so bad that the pizza company was checking in on me to see if I was alright.”

Referencing his budding friendship with his local pizza place, he said, “It became this really kind of vulnerable moment where we connected at a human level beyond any business that we were doing together. In part, it was actually that phone call [from the pizza place] that made me think, ‘Wait a minute. I know how to do this. This is just the unknown again.’”

That weekend, he got off the couch and ran 50 miles.

SUCCEEDING NO MATTER WHAT

Like many in business during the pandemic, he had to adapt to survive and, ultimately, to thrive again. “I retooled what I was talking about because we had to address the pandemic in that moment,” he explained.

“So we built out a whole virtual studio where we could deliver that message in a way that was beautiful, reliable and meaningful. It was still different from in person, but it was the best we could do at that point.”

He also used the pandemic to write that book he’d been meaning to for years while always finding reasons not to. “I was too busy, which is, I think, one of the best excuses, right? Because most people can’t poke holes in that. So when the pandemic happened, I caught myself.”

Hawkins went through a similar process to the Singapore speech, making a commitment by finding a publisher and signing a deal that forced him to deliver. The result was “Hunting Discomfort: How to Get Breakthrough Results in Life and Business No Matter What,” published by Wonderwell last year.

Despite his success, Hawkins remains grounded, often drawing on his family legacy. A particular influence is his grandmother, who died from cancer when he was 13. He remembers how she dealt with knowing she had little time to live.

“She looked into the face of the ultimate unknown—death,” he related. “And she said, ‘I’m going to confront this.’ The doctors offered her some kind of numbing agent, so she wouldn’t really be conscious going through the end.

“And she said ‘No, I’m going to feel it. I’m

going to go through the messiness. I’m going to go through the pain, I’m going to go through the fear. And I’m going to look into the eyes of my daughter, my mom, I’m going to look into the eyes of my grandkids. And I’m going to say that I love them in the face of that fear.’ I think to me that that’s courage.”

Hawkins has four nieces under six and lives in Denver in part to be able to spend time with them. “I’m close to my parents and siblings. I spend a good amount of time adventuring. I love traveling. The cities that I’m in, I take a chance not just to give the keynote and spend time with the businesses, but to explore.”

And that fear of public speaking, once his most acute discomfort? “I’ve got a capacity to deal with it now and sit in it,” he said, “and I feel the fear, the embarrassment, whatever it is, and then allow it to pass through me.

BY TERRI ALLAN

t Cone & Steiner market in Seattle, owner Dani Cone hears of new entries in the non-alcoholic beer, wine and liquor segments almost weekly. “The product evolution is happening quickly, with lots of new products developing in interesting and unique ways,” the retailer said. Pointing to boozeless products like Athletic non-alcoholic beer, Jøyus non-alcoholic wine and Ghia non-alcoholic apéritifs, Cone enthused, “It’s an exciting category. It’s definitely showing itself to be more of a trend than an event.”

Indeed, according to John Linn, director of brand marketing for Corona non-alcoholic brew, which was recently introduced by Constellation Brands, data shows that 15% of U.S. adults 21 and over have chosen to modify their drinking habits in the past two years and are opting for more of a “damp lifestyle,” consuming both alcoholic and non-alcoholic beverages. “We’ve seen that drinkers are curious about this category and are looking for brands they already know to show up in this space, so it was the perfect time to bring them Corona non-alcoholic,” Linn said.

While still very small, non-alcoholic beer, wine and spirits sales are booming. NIQ reported that for the 52 weeks ended April 8, 2023, off-premise sales of the products reached $462 million, a 26% increase from the year prior. Non-alcoholic beers represent the lion’s share of the segment, but all three categories are registering double-digit growth, according to NIQ. Non-alcoholic beer grew 26% in the most recent period, while non-alcoholic wine was up 19% and non-alcoholic spirits surged 88%. The gains for the products in the beer and liquor segments are being driven, in part, by a wave of new entries in recent years, including offerings from major brands, craft brewers and in the premium ready-to-drink space.

Non-alcoholic beer, wine and liquor are rising in popularity, providing incremental sales for retailers.

The category can’t exist until the product is good enough.”

MINDFUL DRINKING

The new products entering the non-alcoholic drinks segment are higher in quality than previous entries, which often languished on bottom shelves, retailers and marketers said.

“No-alcohol wine and beer have been available in the U.S. market for a long time,” said Susie Goldspink, head of no- and low-alcohol insights at IWSR Drinks Market Analysis, a global beverage alcohol data and insights firm. “However, new entrants have garnered increased consumer attention through exciting brand propositions and enhanced flavor, in much the same way that craft beer has in recent history. Functional attributes from recently launched products resonate most with no- and low-alcohol consumers.”

Marcus Sakey, co-founder of Ritual Zero Proof, a marketer of non-alcoholic liquors and aperitifs, agrees that new products with a focus on quality are giving the segment a lift. “The category can’t exist until the product is good enough,” he remarked. “It needs to taste close to the real thing.”

Of course, the overall consumer shift toward health and wellness is also at play. Jayme Gough, NACS research manager, commented that products like non-alcoholic beers “are part of the better-for-you trend,” and that there are times when consumers want to indulge in the taste and experience of a spiked beverage but don’t want the alcohol. The mindset, she noted, marks a “stark difference from the free-for-all attitude of the pandemic.” Mark Phillips, head of beer and

hard seltzer at Diageo North America, which now offers Guinness 0 non-alcoholic brew, added, “We’ve seen a steady cultural shift towards mindful living in general, resulting in a growing demand for non-alcoholic options. It’s fair to say that America can’t get enough of mindful drinking.”

Younger consumers are also driving the trend for the drinks, Phillips continued.

“Combined with the growth of mindful living, millennial and legal-drinking-age Gen Z consumers are propelling the non-alcoholic beer trend forward,” he said. “Mindful living is at the forefront of conversation, spanning generations of consumers, which has resulted in a demand for non-alcoholic options like we’ve never seen before.”

Cone added that when it comes to non-alcoholic liquors, the at-home mixology craze has been a big asset. “A lot of folks want to have the special, elevated cocktail experience, such as mixing a drink in a special glass, trying different recipes, playing with syrups and garnishes, but they don’t want the alcohol component,” she said. “It’s neat that consumers can still have that elevated experience, put some flair into it,” yet still drink moderately. In addition to the Ghia brands, Cone & Steiner stocks non-alcoholic spirits and mocktails such as Pathfinder and Phony Negroni.

BUZZLESS BEER BOOM

Brewers large and small have jumped into the non-alcoholic beer space lately. In addition to the Corona and Guinness products, recent entries include Anheuser-Busch InBev’s Budweiser Zero, Heineken 0.0, Boston Beer’s Sam Adams Just the Haze, and a host of craft non-alcoholic options, led by the fledgling Athletic Brewing Co., which only produces non-alcoholic beers. Fans of these brews

Prospects for the products are good, according to IWSR, which forecasts 25% growth in sales through 2026.

“desire the distinctive flavor profile and taste characteristics of their favorite beer,” Phillips remarked, so for Guinness drinkers that means a “bold, full-flavored” option inspired by Guinness on draft. Similarly, Linn said consumers of Corona non-alcoholic don’t want to forego the flavor and experience they’re accustomed to with its full-proof parent brand, so Constellation Brands encourages adding a lime to the boozeless beer, just like with regular Corona.

IWSR sees continued strength for non-alcoholic beers. “Beer dominates no-alcohol in the U.S.,” Goldspink said, “and although other no-alcohol segments are expected to expand more quickly in the next few years, beer will register the greatest total volume growth, buoyed by its relative maturity and the entry of new brands.”

Trinchero Family Estates, the marketer of wines like Sutter Home, is a leader in alcohol-removed wines. Its Fre brand has been available for years, and according to Jennifer Hohman, director of marketing for the label, the line “provides consumers with options for every palate and occasion.” Single-serve 187 ml bottles of Fre, launching this summer, are perfect for c-stores and on-the-go consumers, Hohman added. “Consumers are increasingly looking for alternative beverage options, and alcohol-removed wines offer the opportunity to still enjoy a great tasting glass of wine without the effects of alcohol,” she said.

Non-alcoholic spirits, meanwhile, are the newest player in the segment but are garnering loads of attention. Goldspink pointed to the involvement of celebrity endorsers and the inclusion of functional attributes as tools that are helping to build awareness of the products. “Celebrity-endorsed products provide a reassurance for consumers,” she said, pointing to the likes of singer Katy Perry and her range of De Soi non-alcoholic aperitifs. And with functional ingredients such as nootropics, vitamins and adaptogens, the messaging for some brands has shifted from the absence of alcohol to flavor, occasion and other benefits, Goldspink added. Kin Euphorics, co-founded by supermodel Bella Hadid, for example, boasts the inclusion of adaptogens, nootropics and botanicals.

Ritual launched four years ago, and according to Sakey, sales more than doubled last year. Packaged in 750 ml bottles, with a suggested retail price of $29.99, Ritual is sold in liquor, grocery and drug stores. “C-stores are the next frontier,” the marketer said, noting that the brand is already available in some 7-Eleven locations and independent c-stores.

YEAR-ROUND OPPORTUNITY

At Mendez Fuel in Miami, brands like Ghia and Kin Euphorics are starting to develop a following, said Andrew Mendez, co-owner. Among non-alcoholic beers, Athletic is the best performer. “It tastes pretty close to beer,” the retailer said. “If I was blindfolded, I might believe it was a regular beer.” Mendez added that his stores typically see a spike in sales of non-alcoholic drinks in January, but lately, sales of the products haven’t slowed down. “People drink these products throughout the year,” he remarked.

Kevin Panyard, manager of Minit Mart East in Holland, Michigan, said, “We’re in a college town, so most of the beer we sell is to college kids.” Purchasers of the likes of Heineken 0.0 and Athletic non-alcoholic brews “buy them as part of a drinking occasion,” Panyard noted. “They’ll buy both regular beer and non-alcoholic beer to pace themselves.”

NIQ confirms that one of the biggest benefits to retailers in offering non-alcoholic beer, wine and spirits is the opportunity for add-on sales. According to the agency, four in five buyers of the products also purchase regular beer, wine or liquor. As a result, Hohman pointed to the increased basket size that brands like Fre offer retailers. “Fre helps c-store operators to not only tap into a new segment of consumers, but also increase the overall purchase from current consumers,” she said. Indeed, Sakey added that c-stores “fit the non-alcoholic spirits market beautifully, as these products aren’t destination products but additive products.” Not stocking the offerings is “like leaving money on the table,” he said.

Another benefit is the type of consumer that boozeless drinks attract. “Consumers of no/low-alcohol drinks in the U.S. are mainly millennials with higher disposable incomes,” who drink the products on some occasions and full-strength drinks on others, remarked Goldspink. Hohman agreed, saying, “the majority of alcohol-removed wine purchasers prioritize their health and are interested in eating healthy.” Such consumers are highly coveted by c-stores today.

Marketers of non-alcoholic beer, wine and spirits encourage c-stores to delve into the segment. “By having that option, you’re giving folks more choices and reasons to come in and get everything they need, whether it’s for a backyard barbecue or a gathering with friends and family,” said Constellation’s Linn. Sakey suggests that c-stores “start small but consciously” with non-alcoholic liquors. “Put together a curated selection, along with good, non-alcoholic beer,” he advised. “And call it out.”

Prospects for the products are good, according to IWSR, which forecasts 25% growth in sales through 2026. C-store retailers already offering the drinks also see continued opportunity for the niche products. “I don’t think alcohol is over by any means,” said Cone, “but I do think the rise of non-alcoholic options will continue.”

Terri Allan is a New Jerseybased freelance writer, specializing in the beverage industry. She can be reached at terri4beer@aol.com , and on Twitter at @terriallan.

They’ll buy both regular beer and non-alcoholic beer to pace themselves.”

Have a Cup of

BEANTOCUP

onvenience stores are increasingly transitioning their hot dispensed beverage systems to bean-to-cup programs. Reports of double-digit gains in coffee sales and improved margins are commonplace, and some operators say the benefits of the shift to the all-in-one coffee machines outweigh the risks.

“We converted all of our locations to bean-tocup last year, and our coffee sales are up between 15-17%,” said John Koch, manager and CEO of Rusty Lantern Market, with 26 stores in New England. Hot coffee sales at the chain have increased 15% in the last year, Koch explained, while iced coffee is up 25% or more. Similarly, at TXB stores in Texas, which began transitioning to a bean-to-cup program four years ago, coffee sales have grown at double-digit rates year over year, according to Ben Hoffmeyer, vice president, marketing and merchandising. Moreover, “profitability has also increased as a result of lower coffee waste and repeat customer visits due to improved consistency and freshness,” he said. About a third of TXB’s stores now offer bean-to-cup, with plans to expand the program as the retailer continues to

Lew Robertson, Brand X Pictures;Lilkin; sorendls/Getty Images

At Family Express, the bean-to-cup options include the retailer’s proprietary Java Wave espresso.

At Pilot Travel Centers, the results continue to impress. Pilot began experimenting with the concept of what Jamie King, senior director, food and beverage, describes as “a kind of coffee so fresh, guests saw it brew from start to finish,” a decade ago. “Today, nearly half of total company coffee sales is through our bean-to-cup program,” King reported, “and we see those numbers continue to rise.” Indeed, bean-to-cup coffee is driving much of the growth in coffee sales today, and it’s gaining share over more traditional systems. “Bean-to-cup coffee programs are on trend,” remarked Brittany Tresemer, marketing director at Franke Coffee Systems Americas, a supplier of automated coffee and espresso machines for foodservice accounts Bean-tocup coffee is particularly popular with consumers 40 and younger who, she noted, “drive consumption of the espresso-based beverage category.” The trendy coffee program is seeing even stronger penetration among the under-40 subgroup of those aged 25 to 39.

QUICK ADOPTION

Customer response to c-store bean-to-cup coffee programs has been positive, retailers reported. While several operators conceded that guests initially encountered a learning curve using the machines, they said adoption is generally quick.

Ryan Fasel, director of marketing at Indiana-based Family Express, which rolled out its bean-to-cup program nearly three years ago, said, “the on-demand availability of additional flavors and added options for iced coffee, combined with the quality and freshness, was well received.” In partnership with Franke, the chain features three brewers

at each location that offer 12 hot and 12 iced flavors, along with a fourth machine for Family Express’ proprietary Java Wave European Café espresso program.

“We’ve received a great response to our bean-to-cup coffee offer,” said Hellyaachwehay Quisquis, owner of Pit Stop Market in Valley Center, California, which installed two Bunn machines upon opening a few years ago. Before the store’s launch, the convenience retailer researched trends for coffee and found that bean-to-cup fit in with its overall offerings. The Bunn machines’ “big touchscreens,” for example, reflect the payment pads featured on the store’s fuel tanks, he noted. “We’re the only ones offering bean-tocup coffee in town,” Quisquis said. “Customers love how fresh it is.” In fact, the store is considering adding machines to keep up with morning traffic.

Onvo, a 36-unit convenience retailer in Pennsylvania, also researched the emerging dispensed coffee system before testing in 2019. By 2021, the service had been rolled out to all stores, Harman Aulakh, marketing manager, reported. Today, each store features between three to six brewers, with each machine offering three blends. This year, the c-store added a limited-time-only bimonthly flavor, such as Vermont Maple Nut, as well as a bean-to-cup iced coffee program.

“There was a short learning curve when the machines were first introduced, and, admittedly, a handful of customers grumbled about the change,” Rusty Lantern’s Koch said. “But overall, customer response has been very positive.” Each Rusty Lantern store typically offers a combination of seven blends and flavors, all available either hot or iced.

We’ve received a great response to our beant o-cu p coffee offer.”

AN INCREASE IN QUALITY

Convenience retailers that offer bean-to-cup programs point to numerous benefits, first and foremost of which is the superior quality of the coffee. “Bean-to-cup provides high quality and unmatched freshness, along with an extensive assortment of flavors,” Fasel said. “We have an offering that can match or exceed any specialty coffee chain, all offered in one-third of the footprint that the same assortment would require in a traditional drip coffee program.” Tresemer adds that consistency in quality can’t be overstated. “Bean-tocup machines provide c-store operators with high-quality coffee, customization and consistency both in-cup and cup-to-cup at every location,” she said.

Retailers say the self-serve bean-to-cup programs provide great labor savings, which is a huge benefit to the bottom line. “Depending on the time of day, team members could spend a lot of time brewing coffee,” remarked Aulakh. “But with bean-to-cup, that’s largely eliminated, and the only labor that’s needed is daily cleaning and the filling of the bean hoppers.” The systems also aid in reducing waste at each stage of preparation, from grinding to brewing, Tresemer noted.

Still, bean-to-cup coffee isn’t free of challenges. Staff and customer training must be factored into the adoption of a system.

“Getting coffee from a decanter or glass pot has been institutionalized in the industry for decades,” Family Express’ Fasel said, “so getting the customer acclimated to using the new technology is the biggest challenge, especially when the more traditional options are still available in the market.”

Cost is another issue. “There are steep barriers to entry, such as machine cost and having enough coffee sales to hit financial

payback,” remarked TXB’s Hoffman. Rusty Lantern’s Koch agrees. “Total costs for multiple machines at multiple sites, plus the electrical and plumbing considerations, can be expensive,” he said. “But the long-term benefits in increased sales, lower waste and ease of operations provide a payback over time.” Tresemer estimates that the standard investment ranges from $12,000 to $14,000 per machine, but “the benefits of an elevated coffee program far outweigh the initial investment. Our customers have a tremendous upside to their investment in terms of labor savings, better customer experience, increased customer foot traffic and more coffee purchases.”

BRAND AWARENESS

It’s imperative to drive awareness of bean-tocup programs to quickly start earning back that steep investment. Onvo, TXB and Family Express place an emphasis on incorporating the service into their loyalty programs.

“Bean-to-cup is a major component of our loyalty program,” Fasel reported, with members earning one cent in F.E. Perks fuel rewards for each cup purchased and a free seventh cup after buying six. The convenience retailer also is considering integrating a subscription program for its Java Wave brand into its loyalty program, the executive revealed. Additional examples of bean-to-cup support include Family Express’ billboard program, Rusty Lantern’s price promotions and TXB’s point-of-sale merchandising tactics.

Tresemer advises c-stores to offer discounts, promotions and sampling programs to draw in value-conscious consumers. “Research shows that 57% of consumers believe purchasing coffee from a foodservice location is only a value when they get drinks they can’t make in their own homes,” she remarked. With the demand for fresh bean-to-cup coffee expected to grow, c-stores are excited about the opportunity ahead. Said Aulakh, “When you have a coffee associated with freshness and quality, it helps drive the notion that your store is a quality coffee destination.”

Terri Allan is a New Jerseybased freelance writer, specializing in the beverage industry. She can be reached at terri4beer@aol.com and on Twitter at @terriallan.

The coffee station at a Rusty Lantern Market.

It’s imperative to drive awareness of beant o-cu p programs.

That wasn’t the reaction we expected when NACS Chairman Don Rhoads asked a store employee if he could take a picture with him. But all is well—Don got a picture and everyone had a good laugh.

But looking back, it was kinda was weird. Thirty-plus times we walked into a convenience store, leisurely strolled around and asked frontline employees if Don could take a picture with them.

In five days we covered more than 1,000 miles and stopped at 36 convenience stores from San Diego to Sacramento—some planned visits with industry leaders and some popins. We also visited two c-store headquarters, a distribution center and the association that represents our industry in California, which is not an easy task given the regulations in the state.

BY JEFF LENARD

ANOTHER GREAT ‘RHOADS’ TRIP

Join NACS Chairman

Don Rhoads for a wonderful (and only a little weird) five days on the road …

“IF YOU DO ANYTHING WEIRD, I’LL STAB YOU.”

5 DAYS, 40 STOPS, 1,085 MILES

CONVENIENCE STORES:

Pearson Fuels, San Diego

Hazard Center Auto Mart, San Diego

Cardiff Valero/El Pueblo Mexican Food, Cardiff by the Sea

Jacksons, Cardiff by the Sea

Mobil, San Diego

ExtraMile, San Diego

7-Eleven, Gaslamp District in San Diego

Jacksons, Chula Vista

G&M Food Mart (G&M Oil Co.), Long Beach

Rocket Fuel/76, Long Beach

ampm, Long Beach

Rocket Fuel/United Oil, Windsor Hills

7-Eleven, Los Angeles

ExtraMile, Gorman

TA, Wheeler Ridge

Goasis, Wheeler Ridge

Valero Food Mart, Westside

Westside Country Store, Westside

Love’s (Love’s Travel Stops), Patterson

Pilot Flying J, Patterson

ampm/Tandoori Flame, Patterson

Robinson Oil, Santa Clara

Rotten Robbie, Santa Clara

Loop Neighborhood Market, Fremont

ExtraMile, Pleasanton

Bonneau #1, Sonoma

Bonneau #2, Sonoma

Circle K/Allied Clean Fuels Center, Napa

MTC Distributing (Harbor Wholesale), Modesto

ExtraMile, Rippon

Chevron, Elk Grove

Circle K (Tooley Oil Company), Elk Grove

ampm/Sheldon Wine Shop (Gil Moore Oil), Elk Grove

Gil Moore Oil, Elk Grove

Chevron/Birria Boys, Elk Grove

76/Spinners Cinnamon Rolls, Sacramento

Maverik, West Sacramento

Poppy Market, Arbuckle

Arco, Woodland

California Fuels & Convenience Alliance, Sacramento

And we’re off! From l to r: NACS Chairman Don Rhoads with Chrissy Blasinsky, NACS digital & content strategist, and Jeff Lenard, NACS vice president of strategic industry initiatives.

Don toured the Harbor Wholesale facilities with the Harbor team in Modesto.

Catching up with former NACS board member Gil Moore, president of Gil Moore Oil Company, at his company’s headquarters in Elk Grove.

ODDS AND ENDS

Some other experiences to share:

This was Don’s third road trip. The first was an East Coast trip (see “NACS Chairman Hits the Road,” May 2023 issue) and the second was in Dublin, Ireland, during NACS Convenience Summit Europe. His goal this year as NACS chairman: Meet and thank the people who are the face of our industry. At every stop that is exactly what happened—we were greeted with smiles and shared our appreciation for what they do every day. It was a wonderful experience, and no one got hurt. Here are some big takeaways from the road.

• Not all work: We made a few detours along the way, including Randy’s Donuts in L.A.

• Road tunes: The easiest thing to debate on a road trip is the music. Dave Matthews Band, The Allman Brothers Band and Led Zeppelin made the cut.

FUELING THE FUTURE

California leads the nation in alternative fuel vehicle sales, and 19% of all new car sales in the state were zero-emission vehicles in 2022. We saw plenty of stores with EV chargers, including a rest stop with 60-some Tesla chargers (only three were in use).

Beyond EVs, hydrogen has a presence in the state. We talked to a driver filling up her hydrogen-fueled Mirai and she had positive things to say about the vehicle and the quick filling time, which was only a few minutes. However, it was hard to look past the cost: about $120 for a fill-up that would take her about 250 miles.

Don stopped by a busy G&M Food Mart store in Long Beach to visit with the store team and G&M Oil Co. staff.

Then there’s Chevron’s Allied Fuel Center in Napa, one of the first totally environmentally friendly fuel terminal malls in the country, which boasted an impressive array of fueling options including three grades of diesel (diesel, renewable diesel and red diesel), E15 and E85 and propane.

WHEN IN WINE COUNTRY

Beer and wine sales in Region 6, which includes California, outpace the national average in the United States. In fact, Region 6 is the only region in which wine is a top 10 in-store category, according to NACS State of the Industry data.

Beer caves and local craft beers were prevalent at most stores, and there was more of a focus on wine once we reached Sonoma and points north. The ampm in Elk Grove features the Sheldon Wine Shop, which had a great selection of wines at competitive prices and daily wine tastings. In Napa, the Circle K on Devlin Road knows its customer base: In wine country, it’s a smart idea to have a robust selection of wine and an open-air cooler with everything necessary for a charcuterie board.

Bonneau stood out for its delicious sandwiches and for being the first convenience store with wine at the back bar instead of tobacco products. We can’t say we’re wine experts but there was something particularly intriguing about the Cabernet Sauvignon sold at Poppy Markets: “I Was Told to Bring Some Wine,” priced at an affordable $15.99. Liquor also is an important category in California. The Cardiff Valero stood out, with liquor at all prices, including a bottle with a retail price of $9,999.99. Overall, it was a very well-merchandised offer. Next time we’ll check out the Chevron in Sacramento that has liquor tastings.

Don enjoyed the best sandwiches in Sonoma at Bonneau, which is operated by Chris Bambury, pres ident of Bambury Inc. and NACS board member (far right).

FOODSERVICE IS DIFFERENT

Compared to a national average of $56,491, foodservice sales in Region 6 averaged $20,589 per store, per month in 2022, according to NACS State of the Industry data. The average store size in Region 6 is 2,460 sq. ft.— the smallest of the regions—which also means a lack of kitchen area.

That said, there are ample great food finds in California convenience stores. Loop’s rice bowls are marketed as “the solution to a lot of life’s problems.” Fried chicken for breakfast?

Yes please, which was the case at a Tooley Oil-operated Circle K store with a Krispy Krunchy program. And then we had fried chicken again for lunch, with Poppy Markets’ Crunchy Munchy program.

A recent NACS Daily story focused on how new restaurants are opening along the highway for the roughly 20% of truck drivers who are of Indian heritage. We saw some signs for these restaurants and stopped at an ampm connected to a Tandoori Flame restaurant.

The queso tacos with a side of consume at Birria Boys, which is tucked inside a Chevron in Elk Grove, were among the best we’ve had.

We had incredible cinnamon rolls at Spinners Cinnamon Rolls inside a 76 convenience store. The owner agreed to a photo on one condition: “Don’t Photoshop me,” which may be the first time that sentence was uttered in California.

We didn’t even have to go inside the store for all of our foodservice. At a 7-Eleven in Los Angeles we were served by a self-driving robot, which provided a welcome cold beverage and snack. And we saw two others fulfilling orders and cruising down the sidewalk and across the street.

A SHARING INDUSTRY

The goal of our road trip was to reconnect with some old friends and make new ones along the way—and do what our industry always does: Share ideas and help make each other better. As David Tooley (Tooley Oil) said about a competitor, “We are better when we both succeed.”

You could see this spirit of sharing on the road. Retailers would suggest other places for us to visit—and in some cases, they were direct competitors. And we heard the importance of NACS—and the California Food & Fuel Alliance—in driving our industry forward.

The road trip crew caught up with David Tooley, vice president of Tooley Oil Co., at one of his Circle K stores in Elk Grove.

Don and former NACS Chairman Tom Robinson, CEO of Robinson Oil Co., outside of one of Tom’s Rotten Robbie stores in Santa Clara.

TruAge® is now live!

We’re excited to announce the launch of TruAge, a free digital age-verification tool that makes ID checks more accurate, efficient, and secure—so you can sell agerestricted products responsibly. Developed by NACS and Conexxus, TruAge is currently available on the following point-of-sale systems: Verifone Commander 54.00 or higher, Pinnacle Affiniti, CDE ChexIt, and TruAge Dash.

BOOTH #9997

There were also physical manifestations of the role of NACS in our industry. Tooley Oil has the groundbreaking age-verification program TruAge® installed. It’s working well at the store we visited. We also saw offices decorated with NACS Executive Education program diplomas and NACS Magazines on coffee tables. And when showing off their stores to us, retailers proudly told us that they found certain ideas or products at NACS Show. But our favorite—and we are biased as podcast hosts—was when Dee Dhaliwal told us, “I feel like I meet you every week” by listening to our weekly Convenience Matters podcasts.

Our time on the road was about connecting with our industry and celebrating the people who add the smiles that go along with convenience. They are the people who are the face of our industry and keep it moving forward— even if it sometimes gets weird.

Jeff Lenard has been on plenty of road trips over the years, including a 3,000-mile trek in 2008 with then-NACS Chairman Richard Oneslager that featured a surprise meet-up with the Weinermobile.

Old friends reunite! Don and former NACS board member Dee Dhaliwal at his ExtraMile store in Newark.

Conference: October 3-6, 2023

Expo: October 4-6, 2023

Georgia World Congress Center, Atlanta

Save $150 when you register by Septemeber 22

Are you looking to discover the latest trends, innovative technologies, and must-have products that will drive your business forward?Look no further

Explore cutting-edge products and solutions offered by 1,200+ exhibitors across 425,000+ sq ft of Expo. Browse the 2023 NACS Show exhibitor directory now.

Nacsshow.com/2023exhibitors

CHARGING AHEAD ITS OWN WAY

BY SARA COUNIHAN

We all have that product—the one we’re proud to show that we’re using, eating, drinking or otherwise engaged with. For a growing number of existing adult tobacco users who are at least 21 years old, the product they’re proud to leave on the bar top, kitchen counter or their vehicle cup holder is Black Buffalo.

If you haven’t heard of Black Buffalo, you’re about to. What began 11 years ago in a one-bedroom apartment in Chicago as nothing more than a PowerPoint presentation has exploded into one of the fastest-growing nicotine products in the country. The company currently has 6,500 locations that sell its alternative moist smokeless tobacco products, and that number is expected to reach 10,000 by the end of the year. In the summer of 2022, the number of locations selling the product was around 800.

“I think we’ve pulled off what a lot of people said for many years was not possible, which was that you just can’t replicate moist smokeless,” said Matt Hanson, chief growth officer, Black Buffalo.

A TRUE DIFFERENTIATOR

The company’s moist smokeless tobacco (MST) alternative products are truly unique. All of them start with a variety of edible leaves in the cabbage family, and this plant species, when grown, harvested and processed according to Black Buffalo’s methods, behaves just like

tobacco across every important dimension—texture, aroma, color, flavor—except that Black Buffalo’s leaves have no naturally occurring nicotine or unwanted compounds specific to the tobacco plant.

“We deliver the full MST experience just without the tobacco leaf or stem, and that includes the ritual, the tradition and the authenticity that goes with that experience,” said Hanson. “It has the same bold taste, aroma and pack, whether in a pinch or a pouch.”

Black Buffalo has been able to stand out among some of the most traditional and time-tested OTP brands not only because of what it’s made of but also because of its diverse lineup. The brand offers the traditional MST varieties in long cut and pouches, including wintergreen, mint, straight, peach and blood orange. They also have nicotine-free long cut and pouches.

“We live in the sweet spot that overlaps the best of what smokeless has and the best of what modern

Black Buffalo forges its own path in the tobacco alternative space.

oral has, and we don’t bring anything to the table that people don’t want,” said Hanson.

That sweet spot has shone a light on Black Buffalo in an otherwise crowded back bar where innovation is scarce. However, offering products that break the mold can be a differentiating factor for retailers.

“Retailers have to evolve with the times. The MST consumer is actively seeking alternatives to traditional tobacco products for a variety of reasons,” said Hanson. “Adult consumers’ preferences are not cast in stone, and any business that keeps doing things the same way and not evolving to meet consumers’ changing demands is destined to suffer over the long term.”

In general, MST consumers are migrating away from traditional tobacco products, according to Hanson, which is evident in the unit declines in both the cigarette and smokeless subcategories over the past decade or more. There have been novel entrants into the category, including Black Buffalo, and there also has been a shift in societal norms surrounding modern oral nicotine use. There are now fewer places where it’s permissible to smoke and even use smokeless tobacco, which has pushed consumers to become poly-users, perhaps switching between nicotine pouches and cigarettes based on the setting. Or they’re changing their tobacco and/or nicotine products altogether.

“There’s a situational evolution of what’s considered acceptable in terms of tobacco and nicotine usage, which leads people to novel forms and functions like Black Buffalo,” said Hanson.

It’s also evident that consumers are growing weary of constant price increases that have plagued the category over the past few years, and this is where Black Buffalo makes another point of differentiation.

“Black Buffalo has always been positioned to be a premium product available wherever consumers want to buy at a fair price, and so while the rest of the industry seemingly takes price increases simply because they can, we’ve always sought to give our adult consumers a break,” said Hanson. “Black Buffalo has taken just one price increase in its entire company history.”

A TRUE PARTNER

For the first six years of its life, BlackBuffalo.com was the only place customers could get their Black Buffalo products, and its online presence was initially how Luke McQuade, senior manager, merchandising, Pilot Company, found out about the company. McQuade stumbled upon Black Buffalo because he was personally looking for an alternative to traditional tobacco products.

“[Black Buffalo] places such a huge emphasis on being a quality product,” said McQuade. “And because I understood the product from a personal use standpoint, I believed that other Pilot customers that were like me must be looking for something similar.”

McQuade’s hunch was right. Pilot Company started off with a small fleet rollout of Black Buffalo, launching a six-product lineup across six states in July 2022, and because it was received so well by its customer base, Pilot launched the products company-wide in July 2023.

This interview is brought to you by Black Buffalo

“It’s done better than we would’ve expected it to,” he said. “Black Buffalo is as invested in the success of their brand and the success of our brand as we are.”

According to Hanson, starting as a direct-to-consumer brand was a “very deliberate” approach.

“One of the things that we got out of that was a huge amount of first-party consumer data, which was very actionable,” he said. “We have precise information on what our adult consumers are buying, where they live, how frequently they buy their preferred form, do they buy in single can, two-can or five-can rolls, all that information we can use to drive those consumers to stores.”

Tim Greene, category director – tobacco & GM, Smoker Friendly, experienced this firsthand when his company decided to partner with Black Buffalo. Before its products even hit shelves, Black Buffalo told Smoker Friendly where the big pockets of its expected consumer demand were already located.

“That’s where we launched first, where they already had online customers,” said Greene. “They also found a price point that met the consumer’s needs, and both these factors led to an extremely successful launch.”

Black Buffalo also used its consumer data to set up Pilot’s initial launch for success. Black Buffalo was able to engage its customer base on in-store Pilot availability, down to the zip code, giving Pilot actionable inventory guidance and a ready-made audience of adult consumers seeking Black Buffalo products outside of the BlackBuffalo.com online channel.

“When we first did the rollout, we actually had people in a number of locations waiting for the truck to deliver the first load so they could purchase everything that came off the truck,” said McQuade.

Another benefit of being a digital-first company, according to Hanson, is the variety of brand and marketing capabilities Black Buffalo brings to a retail partnership. The company compliantly and responsibly creates awareness for age 21+ adult consumers via branded content, email marketing and paid media. All of which

can potentially send traffic to brick-and-mortar and capture the art of storytelling in-store.

“This is a very powerful set of weapons in our arsenal that the major manufacturers don’t typically do or won’t do,” he said. “While they’re stuck in a world of analog signage, we’ve been digital first from day one, and that’s been extremely effective to drive adult consumer traffic in stores.”

McQuade says that he wouldn’t have rolled out Black Buffalo products company-wide had there not been a mutually beneficial relationship.

“They’ve been incredibly supportive. They help us resolve problems. They’re super active from a marketing standpoint,” he said. “They want us to be successful just like they want themselves to be successful, so the communications have been flawless.”

Said Hanson: “We don’t treat our retail partners as ATMs. We’re not there to just simply transact. We’re there to grow a brand and really enhance and grow the category responsibly with adult consumers seeking a true alternative to traditional tobacco products.”

A TRUE RITUAL

Black Buffalo first ventured into traditional retail in late 2021, and since then the company’s sales growth has skyrocketed. So much so that the company is currently building a 50,000-square-foot manufacturing and fulfillment facility in North Carolina.

“The facility will have effectively unlimited capacity for the foreseeable future to meet what has become overwhelming demand,” said Hanson. “It’s another example of how Black Buffalo is making thoughtful investments at the right time in the right place to continue to support sales at retail.”

Hanson believes the opening of the facility symbolizes Black Buffalo’s future longevity and staying power in the OTP category. It also shows how Black Buffalo is deeply rooted in the history of tobacco in America, as many tobacco farms, curing barns and processing facilities are traditionally located in North Carolina. Even though Black Buffalo doesn’t contain tobacco leaf or stem, its products are meant to emulate the best of what that plant offers, but in a modern oral nicotine product, says Hanson.

“The vision for Black Buffalo has always been to be the tobacco alternative of choice,” he said. “I think we’ve already proven that we are no longer considered an alternative, we’re now just part of the consideration set for adult consumers. In doing so, we’ve overwhelmingly demonstrated that there’s very much room for Black Buffalo as a brand of choice in the back bar.”

in the Water?

alk into most convenience stores for a bottle of water and you might be there a while perusing the options. A variety of sizes, shapes and styles of water occupy several rows—or even entire doors—in wall coolers, giving consumers many ways to consume the U.S. Department of Agriculture’s recommended 3.7 liters for men and 2.7 liters

Overall, bottled water revenue in the United States is forecast to hit $94 billion this year, with an annual growth estimate of 6.35%, according to Statista

Water is seen by many as a better-for-you beverage choice, but even H2O can be improved upon, as the subcategories of enhanced water and non-alcoholic seltzer water prove. “Water’s ultimate health halo, along with increased interest in small personal indulgences, signals new opportunities for premium, functional, sustainable packaged water products that offer consumers a taste of luxury and water products that reflect consumers’ aspirations and personal values,” said Caleb Bryant, associate director of food and drink reports for

For the convenience store sector, this represents an opportunity to boost sales by enticing customers to try these premium waters.

NIQ data found all subcategories of packaged beverages rose from 2021 to 2022 in sales (except for juice/juice drinks). “NIQ data for the first quarter of this year is also showing all subcategories, including enhanced water and non-alcoholic seltzers, up in sales compared to the prior year,” said Jayme Gough, NACS research manager. “For retailers, water has been an essential part of their packaged beverage mix. Enhanced water and non-alcoholic seltzer provide a fun way to keep consumer interest in alternatives to plain water.”

Also called vitamin water, enhanced waters come in a variety of flavors. Top enhanced water brands include Alkaline88, Propel, Glaceau Vitaminwater, Smartwater alkaline and Soulboost.

Enhanced water was the smallest subcategory of packaged beverages last year, nabbing 2.8% of the category’s sales, according to the NACS State of the Industry Report of 2022 Data. Enhanced water averaged $1,057 sales per store in 2022, with a $501 gross profit per store, per month.

“Consumers are increasingly looking for flavor, functionality like immunity benefits and sustainable packaging when they pick up an enhanced water,” said Duane Stanford, editor and publisher of Beverage Digest. For example, Soulboost by PepsiCo added Panax ginseng to assist with mental stamina to its blueberry pomegranate and black cherry citrus flavor and L-theanine to help with relaxation to its blackberry passionfruit and strawberry rose flavors.

THE YESWAY WAY

“Enhanced waters continue to grow year over year,” said Dana Renfro, category manager for packaged beverages at Yesway. Headquartered in Fort Worth, Texas, the chain, which includes Allsup’s, operates 439 stores across Iowa, Kansas, Missouri, New Mexico, Nebraska, Oklahoma, South Dakota, Texas and Wyoming. “We see more and more vendor partners launching waters with added nutrients to push the boundaries of the category.”

To capture even more customer dollars, Yesway debuted its own enhanced water brand, which has been performing well. “We

have taken a good, better, best approach when it comes to our private label water category at Yesway and Allsup’s,” Renfro said. For example, Yesway’s enhanced offerings include two sizes of alkaline water and one size of vitamin-enhanced water. Starting this year, the company launched a 20-ounce sports bottle of store-branded enhanced waters with added vitamins in three flavors.

Enhanced waters can be merchandised as a better-for-you alternative to sports drinks. Mintel’s 2023 report on water consumption in the United States found that alkaline water’s health halo signals an opportunity for brands that add functionality to replace sports drinks for athletic recovery. Retailers who position enhanced waters near traditional sports drinks might see an uptick in sales as consumers try an enhanced water after a workout or sports game.

Overall, Yesway will continue to support both its private label enhanced water and national brands at all its stores. “I don’t see an end in sight for enhanced waters,” Renfro said. “Health is trending in a big way for our society, and consumers are always searching out the next big thing that will help them on their health journey. What better way than to offer our customers enhanced water products to help?”

Rolling out its own brand in the space was a no-brainer. “We saw this as a big opportunity to help grow our Yesway brand,” Renfro said. “Enhanced waters are a trending category, and consumers continue to demand more options.”

“We also align with our top supplier partners to ensure we have the latest, most exciting varieties they offer to engage with consumers. Speed-to-market and a full assortment to meet consumer needs is critical,” Renfro said.

Yesway and Allsup’s product mix in enhanced water has changed to accommodate more shelf space as well as line extensions.

“With fixed space across cooler vault doors, we always look to evolve and ensure we afford more space to trending beverages and categories that deserve more space,” Renfro said. “Our growth in private label beverages has also resulted in increased space and focus on our own brand portfolio of Allsup- and Yesway-branded beverages.”

Enhanced waters can be merchandised as a better-for-you alternative to sports drinks.

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FIZZY WATER

While sparkling water continues to grow in popularity, non-alcoholic seltzers have carved out a niche in the crowded water category, gaining 7.2% of packaged beverage sales in 2022. This subcategory rose 5.7% in dollar sales from 2021 to 2022 and jumped 8.5% in the first quarter of 2023 compared with the same period in 2022, according to NIQ data. Popular brands of non-alcoholic seltzers include Hiyo, Polar, Pellegrino and Perrier.

Originality in this category has kept consumer interest high. For example, Aha by Coca-Cola added caffeine to its six flavors of Lime + Watermelon, Blueberry + Pomegranate, Orange + Grapefruit, Blackberry + Lemon, Pineapple + Passionfruit and Peach + Honey, encroaching on the energy drink market.

Smaller beverage companies have been driving innovation in the non-alcoholic seltzer category. “Brands like Liquid Death, while small, are growing fast and bringing new attention to a subcategory that was becoming commoditized,” Stanford said. “Differentiation and flavor innovation have become even more important to a seltzer category that runs the risk of being price-driven.”

Renfro pointed out that Yesway has instead been focusing its efforts on the sparkling water category, a close cousin to non-alcoholic seltzers. “It’s still a small base, but we continue to see growth in this premium category,” Renfro said.

Non-alcoholic seltzers have become one of the drinks of choice for those not wanting to consume liquor. “It’s hard to say if we’ve hit the top of the growth for non-alcoholic seltzers,” Gough said. “There’s so many on the market that the subcategory is pretty saturated. However, the trend of Gen Z not drinking as much as Millennials or older generations does leave the door open for craft seltzers or seltzers that make a good mix in a non-alcoholic cocktail.”

Non-alcoholic options in general have been growing lately, driven by Gen Z reaching for alternatives to beer, wine and liquor. Overall, consumers are reimagining their relationship with liquor, providing opportunities for retailers to target alcohol-consumption occasions with non-al-

coholic seltzer promotions. For example, Coca-Cola offers Aha seltzer mocktail recipes alongside cocktail ones on its brand website, both of which retailers could promote instore with their non-alcoholic seltzer brands.

Suppliers are also featuring non-alcoholic seltzers in unique flavors with premium packaging to position the beverage as an appealing alternative to alcoholic beverages. Mintel sees premium and luxury water brands as retaining a robust segment of the total water market, which could translate into more non-alcoholic seltzer sales in the coming years.

A WATERY FUTURE

Consumers have long been quenching their thirst for bottled water at convenience stores, but many now want options beyond plain water. By adding enhanced water and non-alcoholic seltzers to the mix, retailers will provide another opportunity for consumers to drink H 2O—and boost basket size with the higher-priced beverages.

Finding the right blend of enhanced water and non-alcoholic seltzers might take a little trial and error, but focusing on the right brands or even developing your own private label ones should provide a good road map to category success. “Convenience operators should be interested in waters and seltzers that bring added value for consumers, and therefore more premium pricing for retailers,” Stanford with Beverage Digest said. “That added value can be found in the liquid or in the badge appeal of the brand—or both.”

For Yesway, the foray into private label water will continue as the company looks to add more varieties to its portfolio. “I believe the future will remain positive for enhanced waters in convenience stores,” Renfro said. “As a society in general, we are searching for healthier options, and beverages tend to lead the way. Enhanced waters are the ideal way to connect with the on-the-go, wellness-seeking consumer with products that resonate.”

Non-alcoholic seltzers have carved out a niche in the crowded water category, gaining 7.2% of packaged beverage sales in 2022

ARE YOU CARRYING YERBA MATE?

Guayakí Yerba Mate offers retailers a new product with a track record of sales success.

WHAT EXACTLY IS YERBA MATE?

Yerba mate comes from naturally caffeinated leaves of a species of holly tree that is native to the Atlantic rainforest of South America. Many people find the energy of yerba mate to be different from that of coffee, tea or energy drinks.

Traditionally, yerba mate is infused with hot water in a hollowed-out gourd. The liquid is filtered through a metal straw called a bombilla and is usually shared among friends who take a sip and pass it along. This tradition has been passed down for generations.

Brian Bousley Chief Commercial Officer guayaki.com

Guayakí Yerba Mate began in 1996 on the California Polytechnic University campus, when Argentinian Alex Pryor first introduced yerba mate to Califor nian David Karr. Fast friends, the inspired duo traveled the country to share yerba mate culture with others through a product that could be better for people and the planet. At Guayakí Yerba Mate, we continue to source regenerative, organic and fair trade certified ingredients that are better for people and the planet.

FOR THOSE WHO HAVEN’T TRIED IT BEFORE, HOW WOULD YOU DESCRIBE THE TASTE?

Many people associate the taste of Guayakí Yerba Mate with that of a flavored tea.

Within our portfolio we offer consumers a variety of options to meet both their energy and refreshment needs, including ready to drink beverages that are brewed with yerba mate and infused with real fruit juices and herbs as well as our original traditional loose leaf product offering.

Sales velocities across the top-selling flavors are very consistent with the top four flavors being Enlighten Mint, Revel Berry, Bluephoria and our newest lower calorie flavor, Peach Revival, which comes in at 20 calories and three grams of sugar.

44), more health conscious and looking for a bridge between sodas and energy drinks. Our consumers consider themselves curious and original, seeking new opportunities in life. Instead of drinking Guayakí Yerba Mate on one daypart occasion, they are looking for a sustained energy boost throughout their day without jitters or crashes often associated with various caffeinated beverage products.

Ranked by productivity in the convenience channel, Guayakí is the No. 1 single-serve brand in RTD teas and +48% more productive than the next-leading brand. When compared to the $ velocity of other caffeinated beverages, Guayakí is No. 3 in the energy brands segment and No. 1 in RTD coffees, which demonstrates the versatility of Guayakí Yerba Mate. Guayakí has an extremely high buy rate among focus brands in RTD teas, coffees and energy drinks.

The average Guayakí consumer spends about $7.81 per trip across 10.1 trips per year, for an annual buy rate of $78.53. Guayakí also has the highest repeat rate among focus brands, with 71% of consumers making more than two purchases.

DESCRIBE THE VERSATILITY A LITTLE MORE—HOW DOES GUAYAKÍ YERBA MATE FIT IN A TRADITIONAL BEVERAGE LINEUP?

Guayakí Yerba Mate is in the premium, caffeinated beverage sub-set within the mainline tea category, adjacent to the energy category. This is based on its better ingredients for people and planet, and its premium pricing, velocity

One of the amazing things about Guayakí is that it satisfies more consumer need states across different parts of their day than most, if not all, beverages. With regard to daily consumption of Guayakí, 31% of sales take place in the afternoon daypart, which aligns with the top beverage category at that time of day (which is RTD teas). At the same time, Guayakí drives 28% of sales during the early-to-late morning daypart, which is consistent with sales of both hot and cold brew coffees.

TAKE US INSIDE GUAYAKÍ

YERBA MATE AS A BUSINESS.  Guayakí started in the natural channel (mid 80% ACV) and has been incredibly successful over the years. As we look to garner more awareness and trial, we are moving aggressively into the convenience channel. Right off the bat we are seeing some nice preliminary c-store traction, but with a ton of excitement and room to grow.

In the convenience channel, Guayakí is the No. 1 single serve dollars per total distribution point (TDP) among all RTD teas and yerba mates and is currently ranked as the #7 RTD brand with only a 10.1% ACV.

Compared to energy drinks, Guayakí is the No. 3 brand in average dollars/ store/week/item (DSWI) last 52 weeks trailing only Red Bull and Monster. In fact, Guayakí average dollars (DSWI) in the convenience channel is $14.25, which is twice the average DSWI of the top-selling, emerging better-for-you energy brands.

PETS PANDERING TO

C-stores are reaping rewards by targeting pets … and the humans they have in tow.

BY TERRI ALLAN

Erik Lam/Shutterstock

Davis Travel Centers in Virginia may have found the solution to the age-old challenge of maintaining customer loyalty at its truck stops and con venience stores: dog parks.

“We have a customer at our Stony Creek location who has been visiting for 20 years, beginning with right after we opened our first dog park,” said Greg Manzer, general manager of the four-unit retailer, “although not with the same dog.”

“Dog parks are a great attraction for c-stores,” Manzer said. “They’re the perfect means to bring in people.”

Travelers with pets—whether professional drivers or families on vacation—are indeed a coveted and growing customer base for c-stores. “Pet ownership is on the rise. In 2022, 70% of

Chase! Dog Park

U.S. households, or more than 90 million families, owned a pet,” reported Matt Ogden, president of Evolution Dog Wash, which markets “plug-and-play” dog wash machines for car washes, travel centers and retail stores. Some 78% of those consumers traveled with their pets last year,

Mike Hamzeh,

general manager of Duke’s Travel Plaza in Mount Vernon, Texas, which features both a dog park and a dog wash, agrees that catering to pet owners can go a long way. The amenities “offer convenience, customer satisfaction and the potential to attract new customers,” the retailer said. “They’re excellent ways to differentiate your establishment and create a welcoming environment for both travelers and their four-legged companions.”

Eric Isselee/Shutterstock

Dog parks can bring in new customers and build current customer loyalty.

‘WONDERFUL SURPRISE’

Dog parks at c-stores and travel centers are certainly on the rise. Love’s Travel Stops, for example, is aggressively adding dog runs at locations that don’t yet feature them. According to Gary Price, executive vice president, more than 370 of the chain’s 600-plus locations feature dog parks. And the company plans to add about 25 parks every year, where space permits, as part of its current remodeling initiative. “That’s the largest interstate network of dog parks in the country,” Price said. Similarly, TravelCenters of America is emphasizing its dog parks in an effort to answer the needs of its loyal professional-driver customer base, many of whom travel with canines. About 250 TA locations feature pet areas, spokeswoman Tina Arundel said, a mix of dog parks and “designated green spaces.”

Response to the availability of dog parks has been overwhelmingly positive, c-store and travel center operators said. “Customers have told us the dog parks are ‘clean and well-maintained,’” Price noted, as well as “a wonderful surprise.” 24/7 Travel Stores in Kansas, which, at press time, offered three Prairie Dog-branded dog parks across its 10 locations, plans to open a fourth next year. “We’ve had a very positive response,” Ted Augustine, president, said. “We particularly know that customers like it when we have to close one down to make repairs, such as to the turf,” he joked. “That’s when they bring it up.” The Kansas dog parks range in size from 2,000 to 4,000 square feet.

The benefits of dog parks are numerous, operators said. “The dog parks are a reason our loyal customers keep coming back,” said Price from Love’s, where the parks are about 50 feet by 100 feet and feature waste stations stocked with bags and seating areas for pet owners. “We see many customers with dogs using Love’s as a one-stop shop along the road, taking advantage of the dog parks while stopping for other amenities.”

Hamzeh, Duke’s general manager, added that dog parks help instill a sense of community engagement. “They often serve as social hubs, where pet owners can interact and connect with each other,” he explained. “By providing

Trends IN PET FOOD

BY SHAGUN DAYAL

It’s well-known that leading retailers and convenience stores are amping up their efforts to offer robust foodservice to their customers. But there’s another emerging, high-demand food category: wholesome pet food. According to the NACS Global Convenience Store Industry Report, pet food has emerged as one of the top six growth categories for convenience stores in Europe. The fresh pet food market in the U.S. is estimated to grow by $5.3 billion from 2022 to 2027, according to TechNavio, a leading global technology research and advisory company.

OPPAWTUNITY AWAITS

With the pandemic spurring an increase in the number of pet companions, coupled with flexible working hours that mean humans and their pets are together more than ever, there has been a renewed focus on improving the physical health of four-legged babies.

“Our pets are like family members. They deserve healthful meals free of synthetic preservatives, food dyes or anything artificial. Whenever we travel with our two dogs and a cat, we carry food by Purina that caters to our diverse needs, such as grain-free, senior dog food, wet cat treats and so on. I see this as a huge opportunity for convenience stores to foray into this segment and tap into the growing basket size,” said Brian Baker, marketing and merchandising strategist at Warrenton Oil Company.

Warrenton Oil operates FastLane, a Missouri-based chain of c-stores. He agrees that the

wave of more focused pet care is hard to ignore. His company already stocks dry pet food and products and is now exploring new options to cater to this expanding segment.

“Sustainable yet eye-catching food packaging will definitely appeal to the eco-conscious consumer. Freshly prepared hot meals in the store could be another attraction for the pet parent,” said Baker.

POINTS TO PAWNDER

Higher-end pet foods have not made much of a splash in most convenience stores yet.

“There are challenges, but they are not completely insurmountable, suggested Bob Stein, an industry veteran and former CEO of Dairy Mart Convenience Stores and Kalibrate. “Space crunch along with added cost for shelving and fridge are some factors that discourage convenience store owners from giving the pet food category its due. A solution for this problem could be the setting up of small refrigerators by the pet food or product brands themselves. If there can be a Coca-Cola or Red Bull display cooler fridge, there can be one for pets’ fresh food as well. After all, pet lovers treat them like family, so it would be good business for convenience store operators to have a greater presence of pet food and build customer loyalty.”

“The new-age pet owners are now more conscious of their pets’ overall wellbeing and seek food that addresses specific health concerns, such as weight management, bone health and gut balance. Convenience stores can stock up on products that cater to these specific needs. It’s also important for c-store owners to continuously research about the changing consumer demands of pet parents in their area and pivot accordingly.” suggested Eddie Alvarez, owner of Florida-based Sunshine Gasoline Distributors.

Dog wash

such a space, you create an opportunity for community engagement and foster a sense of camaraderie among your customers.”

Those benefits outweigh the challenges, the operators agreed. Augustine cited high costs as a deterrent to adding dog parks. “They’re not cheap,” he said. “Between the grass, the irrigation, the maintenance and fencing, it can be a significant investment.” Labor costs can be another consideration. “Adding a customer service, including one for dogs, means some extra upkeep from our staff, who keep the parks clean and maintained,” Price said.

BATH TIME

While less common than dog parks, dog washes are also making increasing appearances at c-stores. “We’re getting regular, increased inquiries from gas stations, c-store owners and travel centers,” reported Evolution’s Ogden.

Four TravelCenters of America already feature dog washes, Arundel said, with plans to add more. Meanwhile, Illinois’s Gas N Wash chain of gas stations, car washes and c-stores has been offering pet washes for more than 10 years. Doing so is part of an effort “to make our locations a one-stop shop for our customers—offering fuel, food options, a car wash and a pet wash all in one location,” said Justin Luka, director of car wash operations. Laura Krawisz, senior director of marketing at the retailer, added

Groom

that the ease of professional dog wash facilities versus an at-home wash leads to a “positive sentiment that can build brand loyalty among customers,” ensuring return visits.

According to Ogden, the primary benefit of dog washes for c-stores is “increased revenue at very high margins.” Pet wash owners generate between $8 and $18 profit per wash, depending on how much they charge customers and their operating costs, such as water, electricity and cleaning products, he said.

“The data shows that customers who wash their dogs in our machine spend, on average, 30% more in-store than people who don’t.” Installation of an Evolution machine runs about $15,000, Ogden said, with annual maintenance costs of about $250. Labor costs of the amenity are low, he and Luka agreed, generally only requiring periodic machine cleanings.

Whether it’s merchandise, pet washes or dog parks, savvy c-store operators are finding that if they provide services for man’s best friend, their human companions will show their gratitude. “Making your business pet-friendly could go a long way with brand loyalty and increasing overall sales,” Ogden advised.

Terri Allan is a New Jerseybased freelance writer. She can be reached at terri4beer@aol.com , and on Twitter at @terriallan.

Will self-serve dog wash stations be the next expected amenity at travel centers?

Premier Manufacturing:

Bran s Built on Integrity

Owned by a cooperative of proud American farmers using the best U.S.-grown tobacco blends among their competitors, Premier provides high-quality, value-priced cigarette brands for the adult consumer. C-stores across the country are buying in.

Commitment to Quality

Premier Manufacturing, Inc. is the consumer products division of U.S. Tobacco Cooperative Inc. (USTC), an American grower-owne marketing cooperative base in Raleigh, NC.

500+ member farmers throughout the Southeast

Members maintain GAP Connections Certification Standards Ensures sustainable, ethical agricultural practices

Robust Partnerships

Premier’s support staff pri es itself on meeting customer goals with seamless execution in achieving the highest regulatory standards.

• Provides sales/service support across the U.S.

• Develops POS materials for high visibility

• Creates custom sales & merchandising programs

• Maintains strong relationships with top distributors

Trackable process includes all aspects of manufacturing under one roof Tobacco processing & stemmery Primary blending / Cigarette finishing

A Cut Above the Rest

All products made in USA & 100% guaranteed

Premier pro ucts use only top-en tobacco blen s.

The finest flue-cure tobacco in the worl

• All U.S. grown

• Environmentally sustainable

• Compliant with every regulation

The best blen among competitors

• Highest concentration of flue-cured tobacco

• Partners with top national and regional retail chains

• Vibrant color

• Blends provide exceptional aroma and flavor experience

Manufacture on in ustry-lea ing equipment

• Laser perforation

• Inked code dating

• Latest high-tech advancements

Find

Your Next

Where should you look for the next trends in foodservice?

Fla vor

BY CHRISTINE BLANK

Tastes are always changing.

The plethora of food and beverage options at any given moment can be daunting for c-store foodservice managers. Where to look to spot trends?

C-store operators should take note of “whatever captures their attention as a consumer,” suggested Jessica Williams, founder and CEO of c-store foodservice consultancy Food Forward Thinking LLC. “Fast casual, quick-service operators and increasingly grocery are all working hard to steal market share from convenience.”

The goal of restaurants and grocery stores is to “make consumers salivate and crave specific items to drive traffic,” Williams noted. “Our goal should be to offer the same items in a more convenient way, so that we take advantage of their marketing efforts and capture the business.”

Williams also recommends maintaining close relationships with equipment providers, distributors and key manufacturers in hot food as well as frozen and hot beverages. “Manufacturers are always looking for stores to test ideas, and typically fully or partially fund tests,” she explained.

NOTES FROM THE FIELD

Executives at York, Pennsylvania-based Rutter’s monitor consumer preferences and “keep a close eye” on the food industry to identify emerging trends when launching new menu items or limited time offers (LTOs), said Chad White, food service category manager at Rutter’s, which is known for innovative LTOs such as Spam mac and cheese and peanut butter burgers.

Rutter’s executives pay attention to top restaurant chains, “observing their new menu items and innovative flavor combinations,” White said. “This helps us understand customer preferences and adapt to changing tastes.”

In addition to restaurants, menu inspiration comes from many different areas, according to White, including Rutter’s store-level team members and management. “While we look at emerging trends and other operators, no one knows our customers like our store-level employees. They know the customers because they work with them every day. ... [They] help provide a look into what our customers are looking for.”

To stay ahead of food trends, Rutter’s executives collaborate with industry experts, attend food and beverage trade shows and analyze market research reports, “keeping a finger on the pulse of consumer preferences and industry developments,” White said.

Executives at Love’s Travel Stops in Oklahoma City use a number of sources to keep up with food and beverage industry trends, including trade publications and data from sources like Nielsen. They go to trade shows, speak to vendors and watch QSRs and grocery chains, according to Bryan Street, deli category manager at Love’s.

Collaboration with other foodservice executives is important, Street emphasized. “C-stores can keep up with trends by staying connected to industry resources and by developing and maintaining relationships within the foodservice industry. As category managers and retailers, we all deal with the same hurdles with execution, cost of goods, supply chain and customer service,” he said. “Developing competitor relationships without revealing strategy can be challenging, but doing so is also the key to figuring out a solution that fits your customers’ needs within the capabilities of your business.”

Love’s uses flavor and consumer-trend data and information to identify unique flavor, ingredient and menu offerings to develop new or LTO items. “We use these … to determine what customers are buying and what makes sense for us to continue forward with and to bundle with a deli innovation item and non-deli items for promotion opportunities,” Street noted.

Executives at Marcy, New York-based Clifford Fuel/Cliff’s Local Market draw inspiration from grocery stores. Cliff’s can both learn from them and compete well with them, said Jeff Carpenter, director of education and training for Cliff’s Local Market. “We are reaching beyond what they offer and the price is on par,” he noted.

For example, the retailer recently began offering premium salads, such as one with goat cheese and berries. The company’s PowerBlend Salad, launched this summer, has performed very well. The salad features a combination of super foods with antioxidant properties, including broccoli, kohlrabi, dried cranberries and apple cider vinegar, said Derek Thurston, director of foodservice operations.

Cliff’s makes its own bread in-house. “It really makes a difference,” Carpenter said.

The company also offers kid-size fresh-cut fruit cups that are popular with customers of all ages. “People might not grab one of our big cups, but they will grab a small one,” Thurston noted. “We have gained such a following with our fresh-cut fruit; we do such a good job presenting it, and we are reasonably priced as well.”

We have gained such a following with our fresh-cut fruit; we do such a good job presenting it, and we are reasonably priced as well.”

TOP TREND: SPICY AND CHICKEN

Sweet and spicy combinations—particularly paired with chicken—along with street tacos are among the top trends called out by c-store operators and consultants.

Other up-and-coming trends include loaded tots, regional BBQ sauces and throwback menu items, according to Claire Conaghan, associate director of publications for foodservice research and consulting firm Datassential. “Everything that used to feel old is having a resurgence—especially with younger consumers—so things like patty melts, cheesesteaks and more can feel fresh if made with new proteins or served in new formats.”

Many c-store operators have launched or are still rolling out spicy and sweet chicken sandwiches and meals, following the lead of QSRs.

“The growth of chicken-focused concepts like Raising Cane’s and the chicken sandwich wars have certainly generated a lot of attention to chicken,” Williams said. “This will not go away, as fried chicken is relevant globally for all age groups, most religious backgrounds and most people regardless of socioeconomic status. Look for ways to underscore quality, texture and flavor in chicken, and incorporate

interesting—even shocking—flavor profiles in complimentary sauces and bread carriers.”

After noticing that several QSRs launched spicy Nashville hot chicken sandwiches, Rutter’s executives were inspired to roll out Kickin’ Chicken and Waffles—the company’s take on the trend of sweet and spicy chicken sandwiches. It features a spicy chicken patty on a sugar-coated waffle with coleslaw, pickles and pepper jack cheese. “This is truly an explosion of different flavors, provided in one sandwich,” White said.

While Nashville hot is still a big trend, your new sandwich or meal doesn’t have to be Nashville hot or chicken, according to Conaghan. “If your region has a popular hot sauce, use that instead. If your place specializes in a certain dish, make it spicy and use the protein that makes sense,” she advised. Still, Street expects spicy flavor profiles— including sriracha and Buffalo—to remain popular.

Hot/spicy flavors are popular at breakfast, too. Cliff’s Local Markets recently added a breakfast chorizo burrito with hot peppers and onions and a chorizo breakfast burrito, which have performed very well, Thurston said.

The c-store operator has also had success with smoked brisket, available as a sub, wrap or melt, with unique jalapeno ranch sauce and jalapeno crisps to top the offerings. “Most people are getting it with the ranch and crisps,” Thurston said.

Many c-store operators have launched or are still rolling out spicy and sweet chicken sandwiches and meals, following the lead of QSRs.

OTHER FLAVOR TRENDS

Tacos with unique flavor combinations and Mexican street corn have gained popularity, “appealing to customers seeking bold and flavorful options,” White noted. Rutter’s runs a successful BOGO Taco Tuesday promotion that has “catapulted our taco volumes,” White said.

Williams expects to see more street tacos in made-to-order programs, as they are a way for customers to “explore flavor profiles, but in a safe, predictable format,” she said. “Quality tacos are best in a made-to-order program, because they typically do not have great hold times.”

In grab-and-go programs, Williams expects to see more burritos and quesadillas, because the larger tortillas hold better in heat over time and operationally are faster and easier to make.

Unique breakfast items are also helping c-store operators stand apart from the competition. Rutter’s rolled out a donut breakfast

sandwich earlier this year. “This item creates a sweet and savory flavor profile,” White said.

Love’s recently expanded its LTO barbecue offerings to include its breakfast bowls and added a sausage, egg and cheese pancake sandwich, “providing a sweet and savory option during a critical daypart,” Street said.

Love’s LTO barbecue program features multiple proteins and refrigerated sides, creating “different experiences based on customer preference,” Street said. “Bowls have become a huge consumer trend over the past year and mac and cheese bowls have been at the forefront of that. We leveraged that trend by adding mac and cheese bowls and different types of smoked meat, including brisket and burnt ends.”

Rutter’s recently launched grilled mac and cheese—“a comfort-food lover’s dream,” White said.

This fall, Love’s will unveil a new bowl menu that gives “customers the ability to buy something hot and ready to eat or something they can take with them and reheat later in the day,” Street said.

Rutter’s executives plan to explore more plant-based options, experiment with international cuisines and introduce fusion dishes that blend different culinary influences. “Our goal is to provide exciting and unique choices that cater to diverse tastes. Our consumers are looking for new, bold and exciting flavors to try, and we want to provide those options,” White noted.

Christine Blank , a veteran freelance writer and editor, is passionate about helping retailers excel in the competitive c-store marketplace.

Our goal is to provide exciting and unique choices that cater to diverse tastes. Our consumers are looking for new, bold and exciting flavors to try, and we want to provide those options.”

Game On

With Pace-O-Matic Games of Skill

Legal skill game terminals can create a new source of revenue.

THIS IS A NEW OFFERING IN THE CONVENIENCE STORE INDUSTRY. SO, FIRST AND FOREMOST, WHAT IS A GAME OF SKILL?

Pace-O-Matic (POM) has provided games of skill since 2000 with the singular goal of creating a game that provides players the opportunity to win using their skill, and only their skill, to control the outcome of the game. Simply put, a game of skill requires the player to use their cognitive and physical skills to win, just like other games of skill (pinball, skee ball, etc.), but with one major difference, a player can win cash playing POM skill games.

There is a very important distinction between games of chance, which require “no skill,” and games of skill, which put control over the outcome into the hands of the player. Games of chance, usually identified as slot machines or other video or mechanical type terminals found in casinos or in casino-type locations, put control over the outcome of gameplay into the hands of the terminal. Simply put, POM skill games place control in the hands of the player, while games of chance place control in the hands of a machine controlled by computer algorithms.

As such, POM skill games are redefining local entertainment by combining the legal, wholesome qualities of skill games with exciting cash prizes. You’ll find them in c-stores, restaurants, bars, clubs and truck stops.

WHY

ARE C-STORE OPERATORS

PARTNERING WITH PACE-O-MATIC AND ITS DISTRIBUTORS?

The POM skill game business model is designed to provide our c-store partners with a no-hassle, cost-free, supplemental income source. Our c-store partner reviews speak for themselves: “Since we put Lone Star skill games in, our sales have gone higher than they ever have, and we continue to do well despite the decline in gasoline and diesel. It’s the best single thing convenience store owners could do for their business,” said Bill Douglass, managing partner, Douglass Distributing Company.

This interview is brought to you by Pace-O-Matic

age and demographic. Players range from doctors to landscapers. Some people even come in for the evening just to play,” said Douglass. The one thing that unifies all our players is simply that they like playing our games because they are fun! They love the challenge and control that comes with using their skill to win money.

IN YOUR OPINION, WHY IS 2023 A GREAT TIME TO CONSIDER ADDING GAMES OF SKILL IN YOUR CONVENIENCE STORE LOCATIONS?

Locations that have POM skill games consistently say adding the games is one of the single best decisions they have made for building their business, often citing increased revenue month after month, operational ease (installation, maintenance and equipment costs are covered by POM), an influx of instore traffic and an increased market basket.

Essentially, a c-store location needs only to provide a small area of floor space. The POM skill games and the Ticket Redemption Terminals (similar to universal kiosks that allow easy cash out for winners) are owned and maintained by POM and our network of local partners. New game releases, cash fills, technical troubleshooting and even marketing materials are all available to location owners hassle free.

WHAT TYPE OF CONSUMERS DO SKILL GAMES APPEAL TO IN A C-STORE ENVIRONMENT? WHO ARE YOUR TYPICAL PLAYERS?

People who love playing POM skill games come from all walks of life! In recent quantitative research, we learned that many of the players play POM skill games in locations close to their homes, which provides added loyalty benefits to the locations.

“When the people come in to play, they play for different lengths of time depending on their

As the industry continues to rebuild from prior years of instability, c-store operators tell us they need new sources of revenue that do not increase their operational investment, address the rise in labor and retention costs and work to reverse declining store traffic due to work from home trends. POM skill games are a solution to all the c-stores’ most pressing concerns in 2023 and beyond because they provide supplemental and sustainable revenue without the need for upfront costs, overhead or operational labor. C-store operators who are competing with QSRs really like how our skill game player will be in the store for 30+ minutes—driving customer loyalty and market basket value.

WHAT ELSE DO YOU WANT PEOPLE IN THE INDUSTRY TO KNOW ABOUT PACE-O-MATIC?

POM is the industry leader of skill games and with that comes the operational excellence expected by c-store operators on both a local and national scale. We have the technology, experience, distributor/operational team relationships and legal and compliance expertise to ensure that all elements are in place for a sustainable and profitable revenue stream. Since our inception in 2000, we have built a team defined by empowerment, innovation and integrity. It shows in everything we do!

Paul Goldean President and CEO paceomatic.com

The convenience store model

BY KEITH REID Hans Engbers/Shutterstcok

eclipsed the auto service model … but service stations have hardly disappeared.

TIGHTLY TRADITION HOLDS ON

The automotive service model was the perfect pairing with fuel sales for the first half of the fuel retailing industry’s history. The rise of national auto service centers, quick lube operations and dedicated tire shops in the 1960s pressured the model. The economy of scale that the new players enjoyed created pricing challenges and competition for quality technicians.

Cars also began to become both more complex to work on and less dependent on general maintenance. By the early 1970s, the industry started to morph into the current model, with the service bay making way for the convenience store.

One dealer who made the move in 1995 from repair to convenience was Chuck Nietsche, president of Harriman Motor Fuel Inc. in Central Valley, New York. “The auto repair business is too tough,” he said. “A lot of cars are leased now, and they don’t need a tune and a lot of other maintenance like they used to. And there are brake places, muffler places, tire places—look, Costco and BJ’s and all of them. The cars are getting too hard, and the equipment and software required to work on them is a never-ending expense.”

However, the conversion was far from universal. Repair shops, including some with the more traditional gasoline service station model, can still be found with some regularity. A quality local shop can often provide superior, personalized service compared with a national chain or auto dealership.

“You find an honest guy and you build a relationship with a shop owner, and he’s going to take care of you. He wants you to come back, and he wants you to be safe, and he doesn’t want you to break down on the road,” said Peter Kischak, president of Service Station Dealers & Automotive Services of Greater New York. “I wasn’t out there having to sell a certain amount of tires each month. If you needed tires, I’d tell you that you needed tires. If you needed brakes, you needed brakes.”

More Than Fuel

In the very earliest days of the industry, when automobiles were a novelty, it wasn’t uncommon for gasoline to simply be another product sold by hardware stores and other retail outlets. However, as the production line techniques promoted by Henry Ford produced reliable and affordable automobiles for the mass public, dedicated retail fueling facilities developed specifically to cater to motorists. Early retail sites in the United States date to 1905 and the first “drive-in” location was opened by Gulf Refining Company in Pittsburgh in 1913.

Then, as is the case today, while retailers could make various amounts of profit off the fuel itself, the traffic-driving potential from fuel sales created opportunities for other revenue streams.

A review of the archives of the historic but now defunct National Petroleum News (NPN) clearly shows that it wasn’t uncommon to see versions of the models that are popular today as far back as the 1920s. This included tying gasoline dispensing to foodservice and even prototypical convenience concepts. But until the early 1970s, the primary ancillary profit generator model involved some form of automotive service.

The first services were centered on lubrication with what were called “lubritoriums.” Automobiles before World War II tended to require an aggressive lubrication maintenance regime with oil and grease, which created a service opportunity based for a messy procedure. Once these early service stations became established, discussions arose about adding other products such as tires to the mix.

Automobiles after World War II did not need nearly the same degree of lubrication and other regular maintenance as in the past, but there were still oil changes and some routine maintenance, and the industry doubled down on the prewar expansions into tires, batteries and a range of automotive accessories.

That model ran effectively through the late 1960s, when a range of national auto service, muffler, quick lube and tire sales outlets arose and made the old model far less viable through economies of scale. While many independent repair shops remain in business today, including some with a traditional service station model, most service stations morphed into today’s convenience stores. This was first formally acknowledged in NPN in 1976 in an article titled “Sharp Tips for Oil Marketers From the C-Store Guys.”

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So what’s involved with being a service station dealer today? A good operator in a good location can still earn an income and support a family, all while being able to call the shots as an entrepreneur.

“You can make a decent living by being honest and not taking advantage of people,” said Vito Corbo, owner of Aries Automotive of Somers, New York. “People come in and they’re friendly and they’re happy to get their car done. That’s satisfying. And it’s a decent living, and I can’t complain. The downside of being an entrepreneur is if you want your business to thrive, you need to be there 80% to 90% of the time. You must be presentable, straightforward and stand behind what you do.”

A key to success expressed by many repair shop operators involves building trust in the community, with most of the new business being generated by word of mouth based on solid customer service.

“I get a lot of people who have bought a new car but can’t wait to get out from underneath the dealer and come back to us,” Corbo said. “Trust is a big part of it, and that’s what we built our business on. We answer the phone when we’re supposed to. When I call the auto dealers on behalf of customers for warranty work or such, they don’t answer the phone or get back to you half the time.”

While the service station model can be viable, there remain some significant challenges.

WORKING ON MODERN AUTOMOBILES

Maintaining modern cars can require sophisticated diagnostic tools, repair software that costs thousands of dollars and specialty OEM parts.

While it can be costly to stay up to date, even worse is not having access to the tools, parts and information required to make the repairs. Independent repair shops claim auto manufacturers make this access difficult in order to drive traffic to their dealership service departments. This has led to “Right to Repair” bills focused on the automobile industry at both the state and federal levels, which are working their way through the legislative process.

In response, automakers claim that their work since 2000 through the National Automotive Service Task Force (NASTF) has eliminated most of these concerns. NASTF points to a website it launched in 2001 that provides the data required to diagnose and repair current vehicles minus certain information for vehicle door/ignition key and immobilizer reprogramming that would raise security issues.

Independent repair companies claim that the information is still incomplete.

“The technology in automobiles today is truly amazing,” Kischak said. “It’s just mind-blowing, and for us to repair them, we need scan tools and information that will take care of all the cars, and that’s very difficult for us and why right to repair is so important.”

The increasing number of EVs is not a significant issue currently (especially with newer vehicles under warranty) but promises both challenges and opportunities. Consumer Reports currently finds EVs to be less reliable than their internal combustion counterparts, though that could change as the technology continues to mature.

Brakes, tires and suspension will offer similar repair and maintenance opportunities with both platforms. Batteries and electric motors are relatively hands-off but are linked to more electronics and computers that need sophistication from the technician.

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LABOR ISSUES

As with many quality trade jobs today, the pipeline for new technicians is drying up. And there is fierce competition for those new entrants or existing technicians.

“When I had my shop, I had a close relationship with the trade schools,” Kischak said. “We had a work-study program, and I would be able to take one of their best techs, and then they eventually worked for me. Now, most of the dealerships take any new technician in before the aftermarket repair folk get a chance,” Kischak said. “We can’t offer a lot of benefits, typically, or 401(k)s.”

Good pay can compensate somewhat, but even that has limits.

“I have a few good techs with me, and they’ve been with me for many years,” Corbo said. “I try and pay well. But I lost one guy who had been here for 20 years to a [municipal] garage. He took a bit of a pay cut, but their benefits are through the roof.”

TO SELL OR NOT TO SELL (GASOLINE)

Selling gasoline works best in a business model where overall profitability is not exclusively driven by the profitability of the gasoline product itself. Gasoline can be profitable, as it is currently, or it can be marginal, as was the case for most of the past several decades. However, the traffic brought to the site from fuel sales lends itself well to highly profitable additional profit centers like those found in the convenience model. This also worked for the tires, batteries and a range of automotive accessories (TBA) sales and routine maintenance opportunities of the traditional service station.

Unfortunately, independent automotive repair shops can find gasoline to be more of a challenge than an opportunity, and many shops have removed the tanks and pumps.

Corbo still sells gasoline under the Gulf flag, but it’s a struggle.

“That side of the business, with the number of regulations that go along with it, with all of the paperwork, testing, everyday reconciliation—it’s a pain in the neck,” he said. “We make a very small amount on the gas, and then you have the credit card fees. And then if you have a little bit of profit, you’re taxed from the government.”

Jones Service Station in Olive Branch, Illinois, offers a range of products and services in conjunction with auto repair, which helps it work as an offshoot of the multiple profit center model. Location also plays a role, both good and bad.

“We do repair work, we have a hardware store, we sell propane and kerosene and have a car wash,” said Bobby Jones, owner. “We are also about the only gas station in the county. We border Missouri and Kentucky. Both of those have much lower [gasoline] taxes compared to Illinois. We’re around 50 cents higher than they are, so most of the folks that sold gas just couldn’t afford to do it anymore.”

Still, Jones can take advantage of being the only fuel in town for those who absolutely need or want a convenient fill-up and even offers full service. The repair business also benefits from a lack of local competition, combined with the company’s history as a fixture in the community and quality service (A-plus rated by the Better Business Bureau). And as challenging as the industry can be, it remains more than worth the trouble.

“My dad started in 1948,” Jones said. “He passed away when I was 18, and I took it over. So I’ve been here for a while. We’ve had three or four generations of people coming here, and you take care of them, and they tell other people, and we’re fortunate to have what we got. I’m able to pay our bills and have a little extra. I’m eventually going to retire. But I like doing what I do, so I’ll probably stay here a little longer.”

Keith Reid is editor-in-chief and editorial director of Fuels Market News. He can be reached at kreid@FMN.com.

THE INS AND OUTS OF DRIVETHRU

Convenience and technology are merging just outside the store.

BY PAT PAPE

In June, RaceTrac opened an 8,100-square-foot outlet in Shepherdsville, Kentucky, about 25 miles south of Louisville. In addition to the usual new-store bells and whistles, such as Wi-Fi and an electric charging station, the latest RaceTrac offers drive-thru service for everything from fast food to in-store merchandise.

Atlanta-based RaceTrac opened its first drive-thru in 2020, and the Shepherdsville location houses the chain’s fifth. “It’s an ideal location to offer our drive-thru concept, which has fared quite well in other markets,” said Jeanine Jones, communications manager for RaceTrac. Depending on the time of day, guests use the drive-thru to purchase food and drinks. “But what makes a RaceTrac drive-thru unique is the opportunity for on-the-go guests to pick up a package of batteries, snacks, candy, beverages or anything else offered in-store,” Jones said. “The convenience factor of the drive-thru appeals to guests since they can simply pull around and get what they need without exiting their vehicle. We are happy to fulfill large orders and make it a priority to get guests back on the road as quickly as possible.”

AUTO BEGATS DRIVE-THRU

The Model T rolled out in 1908, and the original foodservice drive-thru appeared in 1947. That’s when Red’s Giant Hamburg (the owner couldn’t fit the entire word “Hamburger” on his outdoor sign) of Springfield, Missouri, reportedly became the first eatery with a side window for serving customers in their cars. The novel idea spread through the growing fast food industry, and as more convenience operators began offering food to-go, drive-thru service appeared there, as well.

According to the 2022 Restaurant Friction Index from PYMNTS, about half of all U.S. restaurants today offer drive-thru service, and almost two-thirds of restaurant owners who don’t have it say they plan to invest in

that convenience in the future.

The original Starbucks concept was to provide customers with a relaxing coffee shop environment where they could read or work while sipping a cup of java. But last year, Starbucks reported that more than two-thirds of all orders are now purchased through the chain’s app, in the drive-thru or for delivery, and management plans to add drive-thrus to 90% of all new stores constructed. In 2022, McDonald’s announced that in its top markets, 70% of all sales came from drive-thru customers.

Is a sit-down venue mandatory if shoppers prefer to grab and go without ever walking inside? Recognizing consumers’ propensity for stay-seated shopping, several big QSR brands have opened or announced plans for drive-thru-only locations, including Dunkin’, Chick-fil-A, McDonald’s and Tim Hortons.

NEW DRIVE-THRU TECHNOLOGIES

Curby’s, a growing three-store chain in Lubbock, Texas, opened during the pandemic and immediately recognized the power of the drive-thru. The chain sells everything from fresh food to any of the stores’ 3,000 SKUs to drive-thru shoppers.

All Curby’s team members wear a headset plus microphone, so everyone hears the drive-thru orders in real time. During busy

Several big brands have opened or announced plans for drivethru-only locations

periods, the stores rely on a runner, who collects items to fulfill each request.

“The stores have a staging table where team members place ordered items in the special slot assigned to each car in line,” said Tony Sparks, head of customer wow for Curby’s. The chain also uses “line busters,” those employees armed with a tablet who are often seen taking orders from motorists in line at Chick-fil-A. Currently, the company is upgrading tablet technology to give shoppers a superior drive-thru experience.

Always on the lookout for handy new tools, Sparks is considering the advantages of having a runner wear a live body camera much like those used by law enforcement.

“Say someone pulls up and is looking for the energy drink they had the last time they came by, but they don’t remember the product’s name,” Sparks said. “The runner could go to the energy door, and the customer could see the available products projected directly onto the electric menu board outside. The customer could say ‘The third can on the left’ or whatever. It’s basically a live feed.”

Currently, select McDonald’s locations are using a comparable system to broadcast a real-time shot of the order taker onto the menu board. “The technology exists,” Sparks said. “It’s just how you use it.”

AI ON THE JOB

Point of sale (POS) systems and digital menu boards were game-changers for foodservice when first introduced, and now AI-enabled voice technology is speaking up in drivethrus nationwide.

The technology can take customer orders, repeat the order back to the customer in detail, make changes to the order and submit that information directly to the kitchen and POS. When integrated with a digital menu board, AI provides visual confirmation that the system got the order correct and displays the total price for the customer to see. Without the need for a human order taker, the system helps alleviate staff shortages.

California-based Presto is one of several firms that develop AI-enabled voice technology for drive-thru operations. Currently, the company works with Checkers, Del Taco and Carl’s Jr./Hardee’s to communicate with onthe-go customers in select outlets, according to Dan Mosher, president of Presto.

When investigating an AI solution for the drive-thru, foodservice operators must consider how quickly the system responds to the customer’s vocalized request, handles complex order revisions and then upsells.

“Those are the critical pieces that form a great customer experience,” Mosher said.

He added: “The system must have a friendly and approachable voice that doesn’t sound robotic. … We’re able to switch voices so customers don’t always hear the same one. And voices can be tailored to a specific market. We can have a southern accent in Atlanta, a West Coast accent in L.A. and a different accent in Boston.”

According to Mosher, store employees who have experienced the system appreciate having an AI co-worker. “We get a lot of feedback, such as ‘I typically do three to four jobs, and taking orders is one of them. With the Presto system, I don’t have to do that specific job, and I can spend more time and energy bagging food, talking to guests and taking their payment.’ They don’t have to triple task,” he said.

He believes AI-enabled voice technology has yet to reach its full potential, and in the future, it could take phone-in orders and even be used for in-store training.

AI will be a practical way for people to solve challenges in places where it’s hard to find labor.”

“A new employee who needs to know how to make a specific burger could verbally ask the system instead of checking a standard operating procedures book,” Mosher said. “And there’s potential to use the system to order inventory [by voice].”

And perhaps one day, the brainy technology will be able to recognize customers’ cars when they pull up. If so, it could ask them if they want the same order requested on their last visit and if they want to pay with their most recently used card.

With 130,000 foodservice drive-thrus in the United States, Presto is focused on meeting the needs of QSRs, but Mosher believes there are opportunities for convenience stores and car washes to use the same technology.

“AI will be a practical way for people to solve challenges in places where it’s hard to find labor, and it will do some of the laborious tasks humans don’t want to do,” he said. “We feel like we have a solution that’s ahead of the curve. The feedback we get is quite positive.”

FUTURE FOOD DELIVERY

Most consumers are familiar with pneumatic tube systems that propel cylindrical containers through a pipeline using compressed air or vacuum suction. Pneumatic systems are common at drive-thru pharmacies and were once a handy way to make bank deposits before technology enabled financial institutions to accept deposits via electronic images. A technology company based in Austin, Texas, has teamed with Wendy’s to move food orders from the kitchen via an underground tube to hungry consumers waiting in the parking lot.

A “hyperlogistics” developer, Pipedream Labs, is working to create robot-powered underground delivery systems, and by year-end, plans to unveil its first pilot at a yet-unannounced Wendy’s outlet on the East Coast.

“We’re on the path to automate delivery to consumers,” said Justin Robinson, head of strategy and partnerships at Pipedream. “This will be the first time that any company has sent autonomous robots through pipes to deliver goods.”

Pipedream Labs is working to create robotpowered underground delivery systems.

Because a Wendy’s fast food order is larger and heavier than a paper check or bottle of pills and must travel a longer distance, the company will rely on robots moving on a track through 20-inch-wide PVC pipes that are buried in the same way PVC now protects underground utility lines.

According to Pipedream’s plan, the customer will place and pay for the order using a mobile phone. After pulling into the Wendy’s lot, the guest notifies the kitchen of their parking spot number. Then, a staff member places the order in a tote, which features temperature-controlled spaces for cold items, such as a soda or Frosty. The tote goes into the robot and is transported through the underground pipe to the customer.

“Think of it as an automated drive-thru system,” Robinson said. “Customers don’t have to leave their car or even talk to another human if they don’t want to.”

Installing the underground robot system will cost no more than building a physical drive-thru, Robinson said, and it takes up

considerably less real estate. Plus, the system could be installed in a parking lot next door to the food retailer to increase the number of pickup locations and reduce traffic around the store.

“Obviously, drive-thru is a very important part of Wendy’s business,” he said. “For locations that don’t have a drive-thru, this is a way to unlock drive-thru revenue and increase mobile and digital orders.”

The Pipedream team sees the Wendy’s test as the first step in a future underground system that will deliver goods from stores directly to homes and offices. “We’re trying to reduce emissions by getting packaged goods off the street and moved underground,” Robinson said. “It’s 100% feasible in the same way as running water, fiber and electric lines underground.”

There are challenges to creating and operating a drive-thru. Adding one to a new build requires more real estate and strategically placed entrances and exits. And there’s always that concern about lost impulse purchases when customers don’t come inside. But drive-thrus are an important advantage for c-stores that want to compete with QSRs, according to Tom Cook, principal at King-Casey, a restaurant and foodservice consulting firm.

“Without a drive-thru, [convenience stores] are less convenient than a QSR, and historically convenience has been [c-stores’] competitive advantage,” he said.

Before the pandemic altered consumer habits, “On average, 50% of QSR business went through the drive-thru. Now, it’s something like 70-plus%,” Cook said.

Today’s drive-thrus are crowded, causing some foodservice operators to increase the number of lanes to move more customers through faster. “People are on the go and moving more,” Mosher said. “Some of that is the aftereffects of COVID when people got used to using the drive-thru. Drive-thrus are here to stay.”

Pat Pape worked in the convenience store industry for more than 20 years before becoming a full-time writer. See more of her articles at patpape.wordpress.com.

Before the pandemic, “On average, 50% of QSR business went through the drive-thru. Now, it’s something like 70-plus%.”

A TRIPLE-THREAT APPROACH TO FUEL MANAGEMENT

John Huettel Chief Revenue Officer Titan Cloud

What happens when a fuel management platform collects data from all of your fuel assets and aggregates it onto a single platform? Discover how your compliance, maintenance and fuel operations work together to produce more value than you could have ever anticipated.

BY SARA COUNIHAN

Managing fuel assets has become increasingly complex in recent years. From extreme weather to fuel theft to fuel releases, operators are continually dealing with interruptions and volatility in managing their fuel inventory and ongoing facility maintenance to stay compliant. Furthermore, fuel merchants are dealing with more stringent regulations on how and what they track and report in their fueling business, as well as increased competition and margin pressures.

Josh Cohen Fuel Logistics Manager Parker’s Kitchen

“Fuel retailers are now managing and tracking more data than they ever have,” said John Huettel, chief revenue officer, Titan Cloud. “They’re at a breaking point and are looking at smarter solutions in compliance, maintenance and fuel operations to drive profits and reduce risk.”

However, traditional tools that are primarily driven by hardware providers force convenience store operators to work in data silos, which only makes their operations more complex. Different departments tend to support their operations using different systems and tools, such as spreadsheets and multiple point solutions. Most legacy systems were not designed with information sharing in mind. Each solution stores and handles data differently, making it difficult to share data sets with stakeholders from other departments or external partners.

ELIMINATE SILOS. UNIFY WORKFLOWS. While fuel management is moving toward digitalization, other retail sectors are far ahead of the fuel industry in terms of integrating digital technologies. In fact, many convenience and

fuel retailers still manage critical operations on paper, spreadsheets and outdated in-house systems. This was the case for Savannah, Georgia-based Parker’s Kitchen.

“We were using multiple point solutions to manage our fuel assets,” said Josh Cohen, fuel logistics manager, Parker’s Kitchen. “The team would access inventory in one system and then need to use another system for water levels and alarm data. There was no integration or consolidated view, which made things challenging to manage.”

“What we’re seeing in the market is that businesses have data, but a lot of it is unstructured, it’s not in one place, and it is not at the level of granularity required,” said Huettel. “We solve that problem and put the data into automated workflows and processes where they can manage it day to day and manage it at scale.”

On top of needing to streamline its fuel asset management, Parker’s Kitchen is planning to double its current store footprint, adding 75 locations to its existing 75-location portfolio over the next five years. The leadership team saw that the company’s software strategy needed an upgrade.

“We needed a single platform to connect all of our fuel data including inventory, tank sizes, water levels, fuel yield, inspections and testing, alarm alerts and more—to act quickly and precisely with the real-time insights,” he said. “Titan’s software-first, hardware-agnostic approach provided us with the connectivity, operational flexibility and scale we needed, allowing us to simplify and proactively manage the dynamic needs of our fuel ecosystem.”

Parker’s Kitchen uses Titan Cloud’s suite of tools to increase productivity and profitability, as well as to reduce environmental risk and improve the workflow for its fuel assets. This has helped the retailer to automate monthly compliance reporting, avoid fines, maintain uptime at the forecourt and become far more effective in vendor and process control.

Titan Cloud’s customers also benefit from flexibility and smart analytics powered by the cloud, allowing teams to continuously track every drop of fuel inventory as it arrives at the site, enters the tank, flows through each fuel line and reaches the meter with incredible accuracy—even at the most complex, high-throughput sites.

A POWERFUL TRIFECTA FOR FUEL MANAGEMENT

Titan Cloud provides enterprise cloud software that digitizes all things fuel on a single platform, allowing retailers to better manage their fuel assets, or what Titan Cloud calls “Fuel Asset Optimization.” The company has a multidimensional value proposition, which helps its clients in three core areas: reducing the risk in environmental compliance, decreasing operating costs and increasing fuel sales and profits.

Trusted by the biggest brands in the convenience store, wholesale distribution and commercial fleet markets, Titan Cloud is the system of record for more than 700 global customers, providing real-time insights at more than 65,000 facilities.

“It’s really about convenience stores getting smarter about every aspect of their business so that they not only have visibility, but they can also respond in a way to completely optimize their operations,” Huettel explained. “And a s operations become more connected, it brings an opportunity for major digital transformation.”

Harnessing IoT data from tanks, facilities and other fuel equipment and management software, Titan’s integrated platform provides actionable insights and measurable ROI to deliver more efficient, profitable, and sustainable operations.

DRIVING VALUE ACROSS COMPLIANCE, MAINTENANCE AND FUEL

Streamlined data sharing made possible by Titan’s API integrations allow fuel operators to connect their most critical third-party applications and work from a single source of truth. Furthermore, the data is presented in

FUEL

a variety of ways, such as a dashboard, daily and weekly reports or workflows that trigger a notification to act on critical tasks that need to be done.

“This is where the benefits of optimizing fuel assets come into play,” added Huettel. “When companies recognize the value of combining compliance, maintenance and fuel operations, it acts as a force multiplier as their workflows and business impacts are interconnected.”

REDUCING THE NOISE IN FUEL OPERATIONS

The fuel retailer’s first aim is to maintain revenue-generating assets while also providing a great customer experience. However, without full visibility into how fuel flows across the retail supply chain, many retailers use the “angry customer” detection method, in which the pumps are not working properly or the consumer encounters other issues that negatively impact sales and customer satisfaction.

For example, as fuel asset managers know, precise monitoring of fuel inventory levels is critical for compliance and profitability. Any fuel loss must be tracked, monitored and corrected.

“In this market, retailers have to be so operationally sound, not only because you don’t want these big remediation and leak events, but also to make sure you’re eking out every penny from your supply chain,” Huettel said. “The competition in this industry is becoming increasingly fierce.”

Titan Cloud’s software allows fuel merchants to obtain much more precise measurements of their fuel tank and fuel data insights across the pumps. This allows them to have better visibility, report any irregularities in real time and even triage issues remotely.

By using Titan Alarm AI, for instance, the overall number of ATG alerts can be dramatically reduced from thousands each month to only a few that require attention. Connecting Alarm AI to fuel merchants’ maintenance dispatch software also ensures that priority-1 alerts are routed to the relevant vendors with all the necessary information to fully resolve issues on the first dispatch.

When merchants have access to all their fuel asset data on one dashboard, they can see where they are losing money and why. Titan Cloud refers to this as “frictionless fueling,” something Cohen has firsthand experience with.

Cohen said Parker’s technicians can also go into the store and input notes into Titan’s facility management software, which are visible to authorized users. For example, if an issue arises at a store, it will be recorded in the system and noted when it is resolved. He went on to say that Titan Cloud has a lot of “golden eggs,” a term he uses to describe software capabilities that save time.

SMOOTH FORECOURT EXPERIENCES, BIGGER BASKETS

Fuel retailers are aware there are many ways to lose revenue and degrade customer experience, such as running out of fuel, nozzle down or slow flow pumps. While most consumers visit gas stations for fuel, we also know that convenience store revenues account for most of an operator’s profitability.

“The fueling experience must be seamless and a positive experience for the consumer,” said Huettel. “When a customer sees yellow bags on the pump handles, it can create a lasting negative impact on the bottom line. Likewise, if the flow rate is off, the customer will be irritated, and pain at the pump is less likely to drive pump-to-store conversions.”

That is a substantial hit, given that 67% of consumers visit a convenience store once a week or more according to EnsembleIQ.

Titan Cloud’s fuel insights and analytics provide data automation to improve the overall customer fueling experience, increasing fuel sales by 0.2% to 1% per site, and reducing runouts by 50% to 70%. Furthermore, machine learning-derived insights deliver the lowest potential variance and the highest return on investment.

“It’s all about making sure we are proactively highlighting problems quickly, so the customer doesn’t detect it,” Huettel said. “Early detection of problems leads to a better fueling experience, lower risk, better profit and lower cost of maintenance.”

Titan also uses advanced methods to calculate realtime delivery more precisely than any ATG. Delivery data can also be used to reconcile against bills of lading to eliminate short deliveries and improve vendor management.

The primary platform goal, according to Cohen, is to “automate for success,” acting swiftly and precisely with data available across its fuel assets. “Parker’s Kitchen is primed to scale for growth, and I can’t imagine what it would be like without Titan Cloud and its platform.”

Sara Counihan is contributing editor of NACS Magazine and NACS Daily. She can be reached at scounihan@ convenience.org

ATL

C-STORE STORIES FROM ATLANTA

The NACS Show heads to Atlanta, the nation’s eighthlargest metro area, this October. Here are some snapshots of the past, present and future of convenience retailing in Georgia’s fastgrowing capital region, including both big players and independents.

GOLDEN PANTRY: BISCUITS, BLUE LAWS AND BOWTIES

“Georgia was one of a few states in the country where citizens couldn’t vote on Sunday sales, and we worked hard to get that changed so local communities could make that decision for themselves,” Tudor said.

That restriction was overturned in 2011, allowing individual communities to vote yea or nay on Sunday alcohol sales. That move paved the way for bigger changes, such as lawmakers okaying home delivery of beer, wine and liquor from restaurants, bars and c-stores during the pandemic.

Association members also teamed with lawmakers to create a law aimed at preventing the sale of age-restricted products to youth. Today, anyone in Georgia under age 21 who tries to purchase alcohol or misrepresents his or her identity to buy alcohol may lose their driver’s license for six months or more.

Golden Pantry was founded in 1965 by Tom Griffith in Athens, the home of the University of Georgia. The chain immediately made a name for itself by introducing its fresh, made-from-scratch biscuits. It’s since spread throughout the Athens area, including the eastern suburbs of Atlanta.

“We have used the same recipe since 1965 and still source the flour from the same mill,” said Katie Morris, marketing director for Golden Pantry Food Stores. “They’re delicious— crunchy outside but soft in the middle.”

In addition to earning fame for its comfort food, Golden Pantry was instrumental in helping to quash Georgia’s draconian blue laws, which restricted what products could be sold on Sunday, the traditional “day of rest.” For example, shoppers could buy a can of beans on Sunday but were prohibited from purchasing a can opener.

“The Georgia Association of Convenience Stores (GACS) was founded in 1973 when a bunch of store owners got together with Tom Griffith in the offices of Golden Pantry to come up with a plan to help overturn the blue laws,” said Jim Tudor, who retired after 30 years as president of the GACS. Within 18 months of that gathering, GACS members had worked closely with state legislators to eliminate blue laws restrictions.

Later, the association tackled Georgia’s statewide prohibition on Sunday alcohol sales.

Golden Pantry’s marketing team works with the nearby University of Georgia. “Sports are everything around here,” said Morris. “We support the NIL, which allows student athletes to receive pay for product endorsements. We engage with student-athletes, and support some of the activities that don’t receive as much recognition, such as women’s golf and men’s tennis.”

The retailer uses its gas pump TVs on the forecourt to recognize community partners and recently cheered the university’s men’s lacrosse team, which reached the national finals for the first time. “Feedback from the community was incredible,” Morris said of the video message. “Things like that let customers know we’re paying attention to what they’re doing and what they care about.”

The 32-store chain also has a community fund that promotes the United Way, as well as scores of smaller organizations. “We sell paper bowties for $1, which are posted inside our stores, and the company matches the amount raised,” Morris said. “Then, the individual store gets to pick which charity will receive the funds. We may give $600 to a small-town organization, and that can change the trajectory of a kid’s life. Maybe they can attend a convention that their parents couldn’t pay for.

“We’ve always been involved in our communities, and now we give our customers a voice in how we support our community,” she added. “It doesn’t take a big check. When everybody does a little bit once or twice, the collective impact is incredible.”

—Pat Pape

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VIRTUAL TOUR OF OUR RECYCLING CENTER

A DESTINATION C-STORE

Pete Chevallier, aka “Mr. Pete,” has lived in Atlanta 45 years. He first became a partner in Mt. Paran Country Store in 2000 when a friend purchased it and asked him to leave another local store to come and be the manager.

The log-cabin-esque store, with its frontand-center signage reminding you that it’s been around since 1906, feels magical, simultaneously existing in a long-gone time and offering a uniquely modern experience. The latter is done through expertly curated goods, including old-school classic candies like Gurley’s jelly beans and a range of Pop Rocks flavors, but also more-recently launched Atlanta-based snacks like Bogeys Beef jerky, displayed simply but lovingly in a box on top of a plastic crate with a handwritten sign. It doesn’t get much more country.

“My business is food, for sure,” said Mr. Pete, despite the fuel dispensers in front of the store. He doesn’t mean the food on the racks, nor the grab-and-go items in the cooler near the entrance, such as the 79-cent deviled eggs on a plastic-wrap-covered plate. He means what Lavern Moses makes behind the window of the store’s small scratch kitchen.

Moses, a native of Memphis, has been an employee of Mt. Paran for 24 years, which puts her there longer than Mr. Pete. And it’s her simple and humble food, fresh-cooked in batches that fly off the shelf in front of the Coca-Cola-branded menu board that lists the options, that keeps customers coming back day after day, decade after decade.

Hamburgers that go for $3.69—Mr. Pete’s favorite—are wrapped in plastic and offered up under a heat lamp. Customers can top

those, along with $2.99 chili dogs, $3.49 fish sandwiches and more, with sliced jalapenos, onions and condiments located just under the table’s surface in metal foodservice bins. A breakfast menu on the right offers ham, sausage, bacon and chicken biscuits, optionally topped with egg and cheese, all below $4. But the star of the show is Lavern’s chili, a robust, beefy red stew she accurately describes as “sweet and spicy.” Customers use the plastic scoop to serve themselves small or large portions in disposable bowls from the slow cooker underneath Lavern’s window.

“I kinda leave the menu as it is,” she said. “There’s not a lot we can do—this is a really old building.” She said new customers come in all the time, including people who live in the neighborhood who are somehow just discovering this hidden jewel in the Buckhead area of Atlanta. “I didn’t know y’all sell food” is what she hears from people when they find the counter. She’s even served some of the famous folks who have nearby mansions. “Cardi B lives down the street. She doesn’t come in here, but her husband [rapper Offset] does sometimes. And her security guards are here every day.”

It’s the chili she said people can’t get enough of, but what’s made her stay so long, and what keeps her coming back? “I like the people I work with,” she admitted. “Everybody’s nice. They’ve always been very kind to me and my family. And people out here are friendly. They come and go. And Pete’s wife kinda taught me how to drive. We’ve become close. They’re just good people. When you find good, honest people, you tend to want to stay. I feel so comfortable, and they pay me right.”

—Mike Jordan

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category highlights

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RACETRAC: ATLANTA’S HOMEGROWN RETAILER

The second-largest privately held company in Georgia and the 22nd largest in the country, RaceTrac was launched in Missouri under the name Carl Bolch Trackside Stations. Carl’s son, Carl Bolch Jr., became CEO in 1967. Nine years later, the company adopted the RaceTrac brand and moved its headquarters to bustling Atlanta, which had an international airport.

“The appeal of easier and more accessible air travel was a major factor in moving to Atlanta,” said Melanie Isbill, chief marketing officer at RaceTrac.

Today, the chain has more than 570 outlets across Alabama, Florida, Georgia, Louisiana, Mississippi, Tennessee and Texas. “The stores are bigger, with a wider variety of fuel choices to suit the needs of fleet vehicles and trucks at many locations,” she said. “And in recent years, fresh food and snacks have become synonymous with our stores.”

Despite growth across seven states, RaceTrac remains “Atlanta’s hometown convenience store,” said Isbill, who with her sister, Natalie Morhous, RaceTrac president,

are daughters of Carl Bolch Jr. and the third generation to help lead the company.

“RaceTrac is a proud hometown partner of the Atlanta Braves,” said Isbill. “And Braves fans are familiar with RaceTrac’s ‘Beat the Freeze’ promotion in between innings at the Atlanta Braves baseball games.”

During each game, a lucky fan is selected from the audience to race the Freeze, a masked runner with the RaceTrac logo on his sleek uniform. Even though the Freeze gives his competitors a generous head start, he rarely loses, and the crowds love him.

The company also supports a diverse group of nonprofits. Since 2011, RaceTrac has raised more than $7 million for the Michael J. Fox Foundation to help fund Parkinson’s research, and for the past 13 years, it has supported Georgia’s Camp Sunshine, which provides recreational, educational and support programs to children living with cancer.

During RaceTrac’s Teacher Appreciation Week in May, educators, administrators and school staff may stop by any store for a free small Crazy Good Coffee. The chain has even given free gasoline to teachers during the promotion. In addition, the Employee Volunteer Program encourages team members to donate personal time to a charity of their choice. Many lend a hand at the Atlanta Community Food Bank each year.

“RaceTrac has been an integral part of Georgia’s business community for more than 45 years,” said Isbell. “Our mission is to make people’s lives simpler and more enjoyable, and we think it’s important to do so through giving back.”

—Pat Pape

LIFE NEXT DOOR TO A HOT FOOD SPOT

Tucked into a tree-enclosed lot on Atlanta’s northwest side, between views of Interstate 285’s elevated ramps and the Chattahoochee River to the rear, is one of Atlanta’s most highly rated barbecue restaurants, Heirloom Market BBQ. With a blend of barbecue that’s part-Texan, part-Korean—thanks to the heritage of married chef/owners Cody Taylor and Jiyeon Lee, respectively—the small restaurant has built a big fanbase. Customers rave about the brisket, spicy Korean pork and spareribs, and critics based in and far outside Atlanta think enough of Heirloom Market that Lee and Taylor were semifinalists for the James Beard Foundation’s 2023 Best Chef: Southeast award.

Not long after opening in 2010, Heirloom Market received heavy media and wordof-mouth buzz. The owners switched back and forth on allowing guests to eat on-site or through takeout-only service, eventually creating a fence-enclosed patio restaurant. The restaurant also figured out how to efficiently serve lots of barbecue to nearby corporate carryout-lunchers. But it wasn’t always pleasant in the beginning for Faisal Rokarya, owner of Akers Mill Food Mart, a convenience store in the same building.

Rokarya said that the two businesses share landlords, but sharing a small parking lot with a locally famous restaurant hasn’t always been sweet and savory. Sometimes, particularly when he’s asked visitors not to block parking spaces, there’s been proverbial smoke.

“I used to get cursed out; a couple of them tried to jump on me and hit me. That’s all part of the game.”

He said he listens to what longtime neighborhood customers tell him they want and keeps those items in the store. In terms of food products, the shop stocks Hispanic snack favorites like Bimbo cakes, Takis rolled tortilla chips and Helados Mexico ice cream bars in flavors like mango and strawberry. It’s good business fueled by a large Hispanic and Latino

population in the surrounding area. Rokarya recently added a new freezer near the counter, filled with packaged ice cream and gelato, frozen pizzas and TV dinners. He said hungry customers often visit Akers Mill after Heirloom Market closes at 8 p.m., and are happy to take what they can get, as the nearest grocery, a Publix, is several miles away.

Sometimes Heirloom’s business decisions have impacted Akers Mill’s sales, particularly when the restaurant briefly sold alcohol during the Covid lockdowns. Since the restaurant switched back to only offering Coke products, Rokarya has seen sales of beer and wine come back.

Today, according to Heirloom Market manager Lindsey Whitman, the two businesses coordinate to coexist. She said setting up stanchions with yellow caution tape highlighting the entrance to Heirloom Market helps avoid confusion among customers. “We all have to work together,” she said.

Tough but easygoing, Rokarya agrees. “Being in this so long, and knowing so many people, and treating them right, they keep coming,” Rokarya said. “Sometimes they pass right by [Heirloom Market] and come here.”

But does he ever sneak over and have Heirloom’s heralded food? No, he admitted.

“I eat home food. I’m married 28 years and I want to stay that way. Plus, too much barbecue is not good for you,” he said with a laugh.

—Mike Jordan

WESTVIEW CORNER GROCERY: A C-STORE/ GROCERY STORE CROSS

“Thriftown” is painted in bold black letters on the facade of a bright orange building on Ralph David Abernathy Boulevard in Atlanta’s Westview community.

Originally built in 1949 as a small Kroger location, the site now houses Westview Corner Grocery, a walk-up market for Atlantans who appreciate a friendly shopping option. Manager Delaine Williams, a Los Angeles native partly raised in Macon, Georgia, said that Westview is a cross between a convenience store and a grocery.

It’s an eclectic shop with spotless polished concrete floors and well-organized aisles stocked with everything from household cleaners and packs of toilet paper to a surprisingly impressive selection of wine and a range of snacks like crisp chicken skins. Other items include champagne and chocolate bars that apparently enhance the libido. You’ll also find plenty of fresh produce: tomatoes, avocados,

potatoes and more along the brick wall near the entrance, and snappy fruits and veggies in an adjacent cooler.

Near the back, beneath a hanging rectangular sign that reads “The Corner,” you’ll find rotating food and drink prepared by popup chefs. Tamales are brought in by a local family and always sell out. A neighbor makes peanut brittle.

Another popular option is Plant Lady Juice Co., which is led by Akilah Roberts and neighborhood resident Jennifer Kanyamibwa. The two ladies sell beverages like Blood Cleansed, a juice blend of beets, dandelion greens, apple, lemon and ginger, and lemongrass-ginger-agave Taste of Delight tea. Roberts, an herbalist, said about her business, “I just help people ignite the wellness power within.”

There’s a feeling of communal optimism inside the store. Williams, the manager, helps bring that energy. He talks about how the couple who own the store, Patrick Berry and Steffi Langer-Berry, welcomed him to work there back when it opened in April 2018, and said that since Westview arrived, it has helped the neighborhood feel more socially connected.

“It really comes down to the people that work here. Everyone basically lives in the neighborhood or close by; most people walk or bike to work. We all have some connection to the people around us. It doesn’t feel like you’re dealing with strangers every day. It’s like, these are our friends. These are our

neighbors. We foster an environment of understanding, kindness and support.”

They also foster a place of tasty adventure, be it in the form of freshly baked sourdough bread from Atlanta bakery Alon’s or any of the many coolers lined with local beers. As Williams showed the space in the rear of the long building that is currently used for storage but will soon be converted to additional aisles, he held a continuous resting smile on his face. It’s easy to tell he’s as happy to work at Westview as customers are to find its unique offerings.

—Mike Jordan

GEORGIA: A STRONG C-STORE STATE

People in Georgia love their convenience stores. It rates fifth among U.S. states in the number of c-stores inside its borders.

“It’s a Georgia thing,” said Katie Morris, marketing director for Golden Pantry Food Stores, of the state’s relationship with c-stores. “People here are very proud of being from Georgia, and the c-store is part of your routine. Georgia c-store customers have their stores, and they’re loyal. Go into any of our stores and a lot of customers and employees are on a first-name basis.”

Angela Holland, president of the Georgia Association of Convenience Stores, predicts an even brighter future.

“The Association’s membership is strong. We have a core group that is engaged, reaching out to others in the industry and working for the good of the organization,” Holland said. “We have forward-thinking leaders in our government, and our state regulatory agencies want to work with private businesses to help them thrive.”

She added: “Our state is changing so much. And that will allow the c-store industry to flourish.”

Cool New Products Guide

This advertorial-style guide of services and packaging appears monthly and is an information-packed tour of ideas and approaches that can change how consumers view your store or choose your brand. It spotlights the newest thinking in convenience and fuel retailing and gives you an advance look at ways of staying in front of industry trends. Products are categorized the same way we organize the Cool New Products Preview Room at the NACS Show each year in October— New Design, New to the Industry, New Flavors, Health & Wellness, Green (EcoFriendly), New Services and New Technology Products are considered “new” this year if they’ve been introduced since October 2021. The products featured here also can be seen in the Cool New Products Discovery Center at www.convenience.org/coolnewproducts

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TRION

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Find BIDI® Stick at 2023 NACS

For additional revenue potential in the vaping category, find the BIDI® Stick, Booth No. C8874 at the 2023 NACS Show in Atlanta. After a major legal victory last year, Bidi Vapor is one of only a handful of companies that can legitimately sell its 11 flavored varieties.

The BIDI® Stick is a premium vape pen that delivers a consistent puff and a high level of user satisfaction for legal-age smokers. The company recently announced partnerships with major c-store distributors Core-Mark and Eby-Brown. To sign up visit http:// wholesale.bidivapor.com.

The Lumistella Company, Home of The Elf on the Shelf Brand

The Elf on the Shelf & Elf Pets Impulse

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E. & J. Gallo Winery

André Wine Cocktails

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The Vita Coco Company

Vita Coco Pineapple Coconut Water

Tropical Flavor, Unleashed

Top-selling brand André California Champagnes launches new premixed mimosa, bellini and sangria in 750mL bottles! Available in 3 sweet & bubbly flavors: Pineapple Mimosa (10% ABV) , Peach Bellini (10% ABV) and Sweet Fizzy Sangria (8% ABV). André is capitalizing on growth in the premixed cocktail category by offering fun, cocktailinspired flavors that are ready to party. Merchandise in the sparkling wine section or in cold-box to capitalize on immediate consumption occasions.

NEW FLAVORS

Our delicious, hydrating coconut water mixed with bold, tropical, pineapple flavor, one sip of Vita Coco Pineapple Coconut Water will transport you right to your favorite island vacation destination—even if you’re still sitting on your couch. The highest-distributed coconut water pack type in c-store, Vita Coco Pineapple is the #1 flavor shoppers pick up when first trying the brand and over-indexes with over 80% of c-store shoppers. It is gluten-free, non-GMO, and 120 calories (per 8 fluid ounces).

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Consistent, Simple and Delicious

BY AL HEBERT

If you’re roadtripping through America you’ll find that some of the most interesting convenience stores are in the smallest of towns. Hebert’s Mini Mart is tucked away in Lydia, Louisiana, a town of around 1,000 residents.

Owner L’ree Gates Hebert explained that despite the small size of Lydia, there is a lot happening in the area. She listed the names of many nearby cane farms, salt mines, machine shops and ports.

All those workers need a place to eat. “We do biscuits. We stuff them with sausage, bacon, ham and eggs. I crack over 100 eggs every morning. We do 120 biscuits each morning,” she said.

The community support is evidenced by the never-ending line later in the day. An hour after what might be considered the lunch rush, there are people waiting for fried chicken, pork chops and Cajun fare, including jambalaya.

L’ree’s husband, Jonathan, was raised in the c-store business. The couple took over the family store in 2001. Hebert’s Mini Mart keeps things simple, and customers love it.

CONSISTENT CHICKEN SALAD

Customers consider Hebert’s Mini Mart a chicken salad destination.

Hebert knows what makes her chicken salad special. “I really think it’s the chicken we use. We’re a Krispy K runchy store. We’ve been Krispy K runchy almost since the beginning. The tenders are marinated with their seasoning. It’s what makes the chicken tenders so good. Because they’re marinated, that flavor profile shows up in our chicken salad.”

“The chicken salad is sold by the pound or you can get a premade sandwich. We just had a group of people going to the beach stop in and buy it so they can make sandwiches. Every time we’re invited to a party, we’re asked if we’re bringing chicken salad,” she said, adding, “consistency and simplicity make our food what it is. We don’t try to overdo things. If you eat chicken salad from us today and you eat it a year from now, it’s going to be the same.”

THE MUFFALETTA

A new item on the menu is the muffaletta , a sandwich that is both all

Italian and all New Orleans. The famous sandwich originated in 1906 at the Central Grocery in the French Market. There are a lot of different spins on it, but one thing is always the same, the bread. It’s a large, round spongy loaf that measures about ten inches across.

Hebert has a passion for the sandwich. After discussing it for a few years, the couple decided to add it to the menu and see if customers would like it. “We found a really good bread. Once you find a good bread, that is the start.”

“I’m a muffaletta fan. I prefer mine cold, but I wanted to be able to serve it every way. We already had ham for sandwiches, wraps and salads. We slice everything ourselves. We needed to bring in salami, we already had the cheeses.

At Hebert’s Mini Mart, customers line up for well-executed staples.

Alexis Romero and Layni Smith prepare grab-and-go sandwiches in the kitchen.

We tasted an olive spread and found one we liked. The kicker on ours is that we put a little bit of spicy mustard on it. This keeps it moist. It makes it not quite as dry as some others,” she explained.

A LOCAL DEFINITION OF ‘CHILI DOG’

On an average day the store sells about 60 hamburgers. When it ran a special, a burger and fries for $5, that number climbed to 90.

“We’ve been doing monthly specials,” L’ree said. “This month, it’s a $3 hot dog. We try to give back to the community. They enjoy the specials. People like being told what to eat. The specials help them decide,” she said.

The chili dogs are popular, and there’s a reason: homemade chili. Jonathon found the perfect recipe, but it wasn’t easy. He explained that it “was a week-

long process. I made a five-pound chili. Everybody I knew ate the chili. Then I made another batch and people would say what they liked. I kept making chili until they got tired of eating it.”

This area of the Bayou State likes its hot dogs with chili on top. The Heberts make 40 pounds of chili each week to keep up with demand. But if you’re going to order a chili dog, you have to know what you’re doing. “With us, a hot dog comes with the wiener and the chili. A chili dog comes with just chili on the bun. Most people want the hot dog with the wiener and the chili,” L’ree explained.

OUTDOOR CONVENIENCE

If you have a c-store in this part of the country, you might want to offer more than food and snacks. Bait, tackle, ammo and even guns are big sellers.

“Early on, the bait and tackle was more of a focus than the food. There is a lot of fishing going on at Cypremor t Point. We sell frozen shrimp for bait. The fishermen like the frozen shrimp and they know what they’re gonna get when they come in. Again, it’s consistent,” she said.

L’ree said, “We’ve been hunting together since we’ve been married. We got into precision long-range shooting.” The couple figured that since they had a store already, they should obtain a license to sell firearms.

It’s taken off. “I was surprised how many people were interested in talking about firearms. They want to learn. They have younger kids, and they want to start them off with something. It’s a fun sport with a lot involved. People don’t always want to go into a bigbox store. They can sit down talk,” she said.

Al Hebert is the Gas Station Gourmet, showcasing America’s hidden culinary treasures. Find him at www.GasStationGourmet.com.

Hunting and fishing are important in rural Louisiana, and Hebert’s Mini Mart knows its customers.

L’ree Gates Hebert and Jonathan Hebert show off a muffaletta sandwich, a new addition to their menu.

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BY THE NUMBERS

Pack Bev, the C-Store All-Star

It’s hard to imagine a convenience store without rows of coolers stocked with packaged beverages like energy drinks, readyto-drink coffee and carbonated soft drinks. Packaged beverages accounted for an impressive 17.20% of total in-store sales in 2022—translating to $37,496 in sales per store, per month.

Traffic to the beverage cooler stays consistent throughout the day as commuting customers pick up their morning energy burst, travelers search for something cold to quench their thirst and evening commuters purchase a beverage to go with their evening meal.

The constant demand for packaged beverages makes

the category unique. Most convenience store merchandise categories have some hot spots throughout the day (for example, beer tends to pick up more sales on Friday afternoons), but heatmap sales data from PDI Insights Cloud showed almost round-the-clock demand for packaged beverages.

The hours of 6:00 a.m.-8:00 a.m. picked up 18.98% of sales, suggesting that consumers opted for a packaged beverage as a part of their morning routine. The lunch daypart hours between 12:00 p.m. and 2 p.m. were not far behind, snagging 17.76% of daily sales.

Packaged beverages have been a top performing category in terms of sales and gross profit growth over the last 10 years and can be counted as one of the most versatile.

PACKAGED BEVERAGES SALES BY DAYPART HEATMAP

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