APRIL/MAY 2022
THE Venue C&I EXPO 2023 WILL BE STAGED at the world class International Convention Centre in Sydney. Perched on the edge of sparkling Darling Harbour, the ICC offers a CBD location with accommodation for all budgets, and proximity to many convenient transport services. Following the demonstrated success of our recent Melbourne expo after a three-year hiatus, we look forward to welcoming exhibitors and visitors back to beautiful Sydney for an even bigger show next year. To book your stand or request an exhibitor prospectus for C&I Expo 2023, email Safa de Valois safa@c-store.com.au or call +61 (0)405 517 115.
“It has been good to meet a bunch of new potential customers, including multi-site operators in Victoria, New South Wales, and Queensland. It is great that stores are looking for new buying options, such as ranging toys or our range of mobile phone accessories for example, rather than relying on existing suppliers as they are looking for a point of difference.” - Tal Avraham, Smooth Wholesales
"At this stage, the response so far at this year’s C&I Expo has been far better than we have ever had before. The amount of people that have shown interest and we are not talking about the normal one or two site owners. Yesterday we had more than 12 enquiries and this morning on the second day we have already had six - so I would have to say that this year’s Expo has been the most successful I have ever been to. If you want to kick-start your business, this is the place where you want to come.” Vern Brickman Adverto & PumpTV Global
- Trevor Hansen, Signature Desserts
“This show has been quality over quantity and having really good in-depth conversations with great retailers. I feel like I have done a dozen mini-range reviews here on the floor of the exhibition - it saves everyone’s time, and I can get cans in hands on the spot. We have seen multi-site operators from the convenience banners - one has 600 stores up the Eastern seaboard. It is a great opportunity to get a lot of work done and see a lot of people all at once. The buyers are inquisitive and looking for new products and inspiration.”
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“Today we have been run off our feet with quality enquiries with a lot of interest from our target market. This has been due to an excellent show combined with excellent advertising in C&I as we have relaunched our product with new branding that is more suitable to our target market. We have seen multi-site operators, service stations, groups who own 300-400 stores as well as food service buyers. All I have to do is to transfer them from enquiries to sales and I’ll be a happy chappy.”
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CONTENTS
EDITORIAL
April/May 2022
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06 FACE TIME Ashlea Ketis, Trainee Category Manager, APCO Service Stations
10 STORE REVIEW Metro Petroleum Glenroy shares its recipe for success
14 ROADSIDE RETAIL The way Australians are fuelling both their bodies and their vehicles is changing
18 ZERO-ALCOHOL The movement is recruiting new
shoppers to the convenience channel
22 HOT FOOD Few categories have seen as big of a transformation in recent years
26 FLAVOURED MILK Classic flavours, fresh twists
30 PRODUCT RANGING We bring you all the latest new product launches
elcome to the April/May issue of Convenience & Impulse Retailing. What an absolute joy it was to come together at the C&I Expo in Melbourne last month. It was such a great reminder of the value of face to face contact, and the difference it makes being able to touch, taste, and experience new release products in person. We had a great turnout over the two-days and feedback from exhibitors has been overwhelmingly positive, which we couldn’t be happier about. Turn to our industry news section for a brief overview of the event and check out the June/July issue of Convenience & Impulse Retailing for more in-depth coverage, including highlights from the C&I Symposium. Last month also saw AACS host its Connect 22 Summit and Gala Dinner, which provided an update of the association’s key objectives and showcased the very best in Australian roadside retail. Highlights from the event along with a full list of award winners can also be found in industry news. In this issue, we explore the evolution of roadside retail and how petrol and convenience retailers are adapting to the changing needs of Australian consumers in terms of adapting to a reduced demand for fuel. The investment into retail offers, technology, food, and coffee over the last 10 years has been significant, and this will only continue as the retail offers adapt to deliver to more consumer needs. By enhancing their existing offer and developing new capabilities and areas of expertise, roadside retailers have been, and will continue, to create viable revenue streams with or without the sale of petrol. One way they’ve done this is through the introduction of new category lines, such as non-alcoholic wine, beer, and canned cocktails – a category which we have explored in depth in this issue. We also take a look at two other important categories to the channel, including hot food and flavoured milk. As always, we are grateful to feature some insightful opinion pieces from Theo Foukkare, CEO, AACS; Darren Park, CEO, United Convenience Buyers; Skye Jackson, General Manager Merchandise, Ampol; and Dan Armes, Founder, ServoPro. We hope you enjoy reading this issue as much as we enjoyed putting it together. Until next time, Deb Jackson
52 OPINION Theo Foukkare, AACS; Darren Park, UCB Stores; Skye Jackson, General Manager Merchandise, Ampol
58 INDUSTRY NEWS Virtual REP; Armor All; C&I Expo;
GC Brands; OTR; AACS; Aussie Soles
68 PETROL NEWS Dan Armes, Founder, ServoPro 4 April/May 2022 | C&I | www.c-store.com.au
Safa de Valois
James Wells
Keith Berg
Thomas Oakley-Newell
PRIME TIME
The Iconic Angostura
HI-CHEW launches 57g Cola chewy candy
Aromatic Bitters is a refreshingly sparkling nonalcoholic beverage, now available in three chilled flavours. The original flavour of Lemon, Lime & Bitters is accompanied by the new Blood Orange & Bitters, and Hibiscus & Bitters. Brilliantly refreshing, all flavours are available in convenient 250ml slim can fourpacks and exclusively distributed and ranged via The Distributors Group.
HI-CHEW has been making waves since it launched in Australia in 2019, in partnership with GC Brands. The 57g Stick format, available in Grape, Strawberry, Mango and Apple, has proven to be a favourite in the convenience and impulse space, doubling year on year with no sign of slowing down. To continue to delight consumers, GC Brands has launched a new Cola flavoured HI-CHEW 57g Stick, which has proven wildly popular in global markets and tastes incredibly true to life. “While HI-CHEW is known for its intense, fruity flavours, not everyone likes fruity candy and Cola will open the range up to appeal to even more consumers going forward,” says Guy Bennett, Brand Manager, GC Brands. To order please contact your local The Distributors member.
Life Savers reinvented in chocolate
Stopping fuel theft in its tracks
Life Savers has reinvented its classic Fruit Tingles with the new Life Savers Fruit Tingles & Raspberry Jellies Milk Chocolate Block. Made with creamy Darrell Lea Milk Chocolate, this new kid around the block is jam packed with soft, chewy raspberry jellies, alongside crunchy and tingling Fruit Tingles. The new block is guaranteed 100 per cent palm oil-free and all chocolate is made using 100 per cent sustainably sourced cocoa. The new blocks are 160g and have an RRP of $5.
Fuel theft across the county is growing and is estimated at over $100+million per year. An affordable solution for this age-old problem has finally been found. Two Australian companies have joined to create a cost-effective solution to this problem for retailers. The combination Shell Wycombe has successfully of Scancam’s award-winning Anti-Fuel implemented the Scancam system theft solution and Sensen’s powerful AI technology, allows existing CCTV to become a fully integrated ANPR camera system, without the expense of upgrading hardware. This proven technology is now being utilised by some of the largest fuel retailers in Australia, preventing over $10+million worth of fuel theft and returned over $3+million to fuel retailers. This affordable solution is a game changer! Rajesh Bhat from Shell at High Wycombe WA said: “It works really well, the notification bell lets us know whenever a repeat offender stops at the bowser, and we have averaged 60 detections of known offenders per month (average $3,600).” Contact sales@sensen.ai for more information.
Published by C&I Media Pty Ltd (A division of The Intermedia Group) 41 Bridge Road (PO Box 55) Glebe NSW 2037
Group Publisher: C&I Media Pty Ltd Safa de Valois
Tel: 02 8586 6292 Fax: 02 9660 4419 E: magazine@c-store.com.au
Commercial Director: Safa de Valois
The Intermedia Group takes its Corporate and Social Responsibilities seriously and is committed to reducing its impact on the environment. We continuously strive to improve our environmental performance and to initiate additional CSR based projects and activities. As part of our company policy we ensure that the products and services used in the manufacture of this magazine are sourced from environmentally responsible suppliers. This magazine has been printed on paper produced from sustainably sourced wood and pulp fibre and is accredited under PEFC chain of custody. PEFC certified wood and paper products come from environmentally appropriate, socially beneficial and economically viable management of forests. The wrapping used in the delivery process of this magazine is 100% biodegradable. DISCLAIMER This publication is published by C&I Media Pty Ltd (the “Publisher”). Materials in this publication have been created by a variety of different entities and, to the extent permitted by law, the Publisher accepts no liability for materials created by others. All materials should be considered protected by Australian and international intellectual property laws. Unless you are authorised by law or the copyright owner to do so, you may not copy any of the materials.
Associate Publisher: Deb Jackson
Deputy Editor: Thomas Oakley-Newell
Editorial Director: James Wells
Production Assistant: Natasha Jara
Editor at Large: Keith Berg
Graphic Designer: Alyssa Coundouris
The mention of a product or service, person or company in this publication does not indicate the Publisher’s endorsement. The views expressed in this publication do not necessarily represent the opinion of the Publisher, its agents, company officers or employees. Any use of the information contained in this publication is at the sole risk of the person using that information. The user should make independent enquiries as to the accuracy of the information before relying on that information. All express or implied terms, conditions, warranties, statements, assurances and representations in relation to the Publisher, its publications and its services are expressly excluded save for those conditions and warranties which must be implied under the laws of any State of Australia or the provisions of Division 2 of Part V of the Trade Practices Act 1974 and any statutory modification or re-enactment thereof. To the extent permitted by law, the Publisher will not be liable for any damages including special, exemplary, punitive or consequential damages (including but not limited to economic loss or loss of profit or revenue or loss of opportunity) or indirect loss or damage of any kind arising in contract, tort or otherwise, even if advised of the possibility of such loss of profits or damages. While we use our best endeavours to ensure accuracy of the materials we create, to the extent permitted by law, the Publisher excludes all liability for loss resulting from any inaccuracies or false or misleading statements that may appear in this publication. Copyright © 2022 - C&I Media Pty Ltd.
Average Total Distribution: 21,108 AMAA/CAB Publisher Statement Period ending 31 March 2019 PROUD MEMBERS OF:
INFORMATION PARTNERS:
April/May 2022 | C&I | www.c-store.com.au
5
FACE TIME
This year’s Peter Jowett finalists, from L-R: Matt Gronow, Constance Kyriakoullakis, Sophie Gray, Joshua Cooper, Ashlea Ketis, and Emma McLeod
A FUTURE LEADER
Ashlea Ketis, Trainee Category Manager, APCO Service Stations, is fiercely passionate about people, and looks forward to one day sharing her passion with the next generation of future industry leaders. This is her story… I would like to be a team leader and influence the minds of the next generation.”
– Ashlea Ketis, Trainee Category Manager, APCO Service Stations
I
was born in the seaside town of Sandringham, Melbourne, as the youngest of three sisters – my poor mother and father certainly had their work cut out for them in our teenage years.
Having two older sisters you can picture what it was like, I was the typical annoying little sister dobbing on them when they broke the rules, stealing their expensive make up and perfume or just being plain annoying when they had friends over. And not leaving them alone… ever. As we have gotten older, we have grown incredibly close, and I am lucky enough to be blessed with three cheeky little nephews and a beautiful niece who keep me busy! I grew up in Beaumaris, Melbourne before deciding to not only move out of home but move right away from home to Torquay when I was 20 years old. I was only supposed to be in Torquay for a working holiday for one summer but when March came around and University started again, I found myself commuting to Hawthorn for lectures and classes three times a week, the coast was just too good to leave. Growing up I was a serious tomboy, I never wore pink, I hated dolls and would rather be riding dirt bikes with my dad. I tried almost any sport and activity that didn’t require me to wear a dress or pink and finally settled on basketball. I played basketball
6 April/May 2022 | C&I | www.c-store.com.au
most of my childhood right through until my early 20s – playing in many successful representative sides before two knee reconstructions forced me to move on to less impactful sports. When I was younger, I aspired to work with troubled youth as a counsellor or psychologist. I have always had a passion for helping people. There is so much to be learnt from our youth and being influential in a young person’s life is an incredibly powerful and rewarding emotion. It is the reason I went to study Social Science Majoring in Psychology at Swinburne University. I believe that this passion has consistently remained at the forefront of my mind in both my professional and personal life. Today, I live with my partner, Aaron, and his dog Madi. Madi is a Dutch Sheppard who certainly keeps us busy and on our toes. We are currently building a house in Geelong so hopefully one day we will add to our little family. Mostly in my spare time you can find me buried in a good book with a glass of wine, catching up with friends over some dinner or spending time in the garden. I also love spending time with my niece and nephews, as it gives me a valid excuse to act like a little kid again and let all the adult stereotypical acceptable behaviours go.
FACE TIME
Ashlea pictured with her boyfriend Aaron and her nephews and niece, who she adores
MY PROFESSIONAL JOURNEY I had two first jobs – I worked for Lenard’s Chicken most evenings (glamorous hair net and all) in the local Westfield Shopping Centre while also working in a small café every weekend. I have quite the broad industry experience, even going onto trade school while doing VCE as a carpenter. I’ve even worked as a roof plumber for a couple of years at the start of my university degree. My mum and dad always instilled those ‘true blue’ Aussie hard work values within myself and my sisters. It wasn’t until I was 27 that I decided working two jobs simultaneously was no longer sustainable and for the first time in 13 years I am only working for one business. Not long into my employment with APCO I was promoted to Category Manager of Confectionery, Ice Cream and General Merchandise, which is where I am currently. Prior to this I was working with APCO as a Category and Marketing Assistant, which I also loved. Throughout my career I have been blessed enough to work with some big sporting names like Shane Crawford, but I have found that my strengths and passion truly lie with category management.
I was so honoured to of been selected as a Peter Jowett finalist. Peter Jowett is such a prestigious award, which is incredibly competitive and everyone who enters it is fiercely passionate, so to be selected as a finalist was already a win. I was so nervous waiting to present but the other five finalists were the real highlight of the experience. Constance, Emma, Matt, Sophie, and Josh were all supportive, kind and incredibly encouraging, which made the whole experience so positive. My presentation was heavily focused on trying to convey a message that value is no longer about good deals and discounts. Value no longer stands on its own in relation to currency and that the consumer wants more value for their time, technology, and sustainability. I told a consumer story of how we can make small changes today with technology all readily available to us to bring value to the consumers’ time and for sustainability. I believe that these three pillars of time, sustainability and technology are heavily integrated and are constantly working together to support our consumers’ need for value without any additional commitment and action from them
Prior to APCO I worked heavily in the hospitality and retail industries, managing both bars and clothing stores simultaneously. I was constantly moving from day shifts, to evening shifts and fitting university work in between where I could. I decided I was ready for a more serious role and applied to be a Category and Marketing Assistant. I believe all my previous roles of working so closely with people, and having great interpersonal skills as a result, have landed me where I currently am with APCO.
There is so much that I love about my role. Being a Category Manager is such a multi-faceted role and no two days are ever the same – and I love that! I particularly enjoy deep diving into analysis but the best part would easily be the people. The people who constitute our industry have such a passion to see us all succeed and demonstrate an eagerness to collaborate with such kindness and positivity. The network that you are exposed to as a Category Manager is phenomenal and my favorite part is getting to know others in the industry.
I have had so many career highlights since joining APCO, but two true standouts were being selected as a finalist for the Peter Jowett this year and to have our Wangaratta Store named joint winner for AACS Independent Store of the Year and AACS Overall Store of the Year. The AACS Summits are always a highlight on the calendar, but this year was extra special to APCO!
In five years’ time, I would like to have progressed my career to a point that I am responsible for the training and mentoring of the next generation of young people within our industry. I would like to be a team leader and influence the minds of the next generation. Personally, I would like to be married and have a little one on the way. Cliché I know! C&I
Peter Jowett is such a prestigious award, which is incredibly competitive and everyone who enters it is fiercely passionate, so to be selected as a finalist was already a win.”
– Ashlea Ketis, Trainee Category Manager, APCO Service Stations
April/May 2022 | C&I | www.c-store.com.au
7
If you supply goods or services to, own or work in independent grocery, a convenience store, service station, dairy, corner store or mini-mart, C&I Expo NZ is the one trade event you cannot afford to miss in 2022. Attendance is FREE and you can register now at candiexpo.co.nz For an Exhibitor Prospectus or to discuss Stand options, please contact: Safa de Valois Group Publisher & Commercial Director safa@c-store.com.au +61 405 517 115
C&I Expo NZ will bring together convenience suppliers and retailers from all banners and brands for two days of education, networking and business building. You will taste, touch and see the very latest in NPD and merchandising services for the convenience industry.
For more information visit www.candiexpo.co.nz Association Partner
Silver Sponsors
P: 0800 455 785 | E: exhibition@candiexpo.co.nz
THE FUTURE IS Bright FOR C&I After 28 years of successful expos in Australia, the C&I NZ Expo made its debut in Auckland in September 2019. It was a huge success with incredible support and enthusiasm for the show from the NZ industry. “We were absolutely blown away by the industry support for the inaugural C&I Expo NZ. The debut expo featured 70 exhibitors, huge foot traffic and over 220 industry professionals attended the Industry Symposium. We are looking forward to bringing the Expo back to Auckland in 2022 even bigger and better!” – Safa de Valois, C&I Commercial Director
The Cloud, Auckland
STORE REVIEW
L-R: Tony Franza and Raj Kasireddy
RECIPE FOR SUCCESS Metro Petroleum Glenroy was named the 2021 Metro National Number One Store of the Year, so Convenience & Impulse Retailing wanted to find out what sets this store apart.
A
‘Four Ps Policy’ is what sets Metro Petroleum Glenroy apart from its local competitors and ultimately led to the store being named the 2021 Metro National Number One Store of the Year.
Owned and operated by Tony Franza and Raj Kasireddy, Metro Petroleum Glenroy creates an excellent customer experience by focusing on the ‘Four Ps’ of Presentation, Promotion, Products, and People. Franza, who is a multi-award-winning petrol and convenience (P&C) industry veteran, explained to C&I how this simple philosophy ensures that they are always meeting and exceeding their customer expectations, which ultimately leads to a fifth P – Profit. 10
April/May 2022 | C&I | www.c-store.com.au
“The experience that we are looking to offer our customers is that we make them feel welcome to shop at our store. We strive to always meet and exceed their expectations with our customer service and in-store product range and promotions, and that they leave our store having had a great experience,” he says. “We would like to add that our ongoing success in convenience retailing lies in making sure that our store is always fully stocked and that we give our customers value and a great experience every time they shop.” Franza began in the industry more than 25 years ago as a mechanic running a workshop and small retail shop. That site was then converted into a full P&C store and from that time on, he and Kasireddy have run three successful Caltex (now Ampol)
STORE REVIEW
franchises. They have been honoured with many awards over the years, including the Australian Association of Convenience Stores (AACS) Retailer of the Year and the first AACS Major Retail Franchise Operation award in 2008. From 2008-2019 their store was recognised in Caltex’s top 10 sites in Australia, and in 2018-2019 they also won the VACC Petrol Convenience Awards. And of course, most recently, they were named the Metro National Number One Store of the Year in 2021 – an exceptionally impressive result as it was achieved in especially trying times, during the height of the global pandemic. “It was a great experience to win the Metro National Number One Store of the Year award, which was the result of the hard work we put into the business,” says Franza. Metro Petroleum Glenroy was not immune to the challenges that were brought on during the pandemic, but Franza refers back to those Four Ps once again of Presentation, Promotions, Products, and People, when talking about how they overcame those
challenges. But there is an extra P that he hasn’t mentioned, but they certainly actioned along with the rest of the country, and that is ‘Pivot’. Over the last six to 12 months, and certainly during the height of Covid lockdowns, the guys observed an increase in online sales and home delivery, so they were quick to pivot their business and expand their offering with delivery partners such as Uber, Menulog, and Door Dash. Franza has also noticed an increase in the sale of premium fuels, along with greater demand for health and beauty ranges, more healthy food options, more pet food options, and value for money promotions. “We predict that convenience retailing will continue to evolve in 2022, with increased e-commerce sales and home deliveries continuing, and customer demand for new products. Demand will also increase for the in-store supply of the top three lines in all convenience categories, to be available 24/7,” says Franza. C&I
It was a great experience to win the Metro National Number One Store of the Year award, which was the result of the hard work we put into the business.” – Tony Franza, Metro Petroleum Glenroy
April/May 2022 | C&I | www.c-store.com.au
11
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ROADSIDE RETAIL
ROADSIDE REVOLUTION The way Australians are fuelling both their bodies and vehicles is changing, so how will roadside retailers adapt, asks Thomas Oakley-Newell.
S
spend more time in-store. We have meeting rooms in some of our members’ stores, parcel collect and send services, home delivery, extended grocery and food offers – this is only the beginning in my opinion.
While this may be true, it’s nothing new.
“Retailers are continuing to invest heavily into our infrastructure however there is a long way to go. In my opinion, the best thing that retailers can do right now is to start to think outside the box.”
In the Australian Association of Convenience Stores (AACS) 2020 State of the Industry (SOI) Report it was revealed that fuel-only sales accounted for less than 40 per cent of total sales, demonstrating that the industry continues to transition from ‘petrol stations’ to ‘roadside retailers’.
Foukkare points to the size of the convenience industry, asking how many other industries have a footprint of larger than 7,000 outlets effectively in reach of every Australian on a daily basis?
peculation over the future of roadside retailers has been a hot topic lately, with suggestions that the introduction of an electric charging network across the country would see a decrease in consumers visiting roadside retailers to purchase petrol.
The investment into retail offers, technology, food, and coffee over the last 10 years has been significant, and this will only continue as the retail offers continue to deliver more consumer needs. By enhancing their existing offer and developing new capabilities and areas of expertise, roadside retailers have been, and will continue, to create viable revenue streams with or without the sale of petrol. Theo Foukkare, CEO of AACS, said the industry has already been adapting and investing in its infrastructure and shop offers for many years now, and while Foukkare agrees the ingredients that we put in our vehicles will eventually change, there will always be the need for roadside retailers. “People still need to eat; people still need to network. You’re recharging your car or you’re recharging your body; food, drink, the fridge at home. A lot of retailers now offer extended seating areas for their customers to feel comfortable and 14
April/May 2022 | C&I | www.c-store.com.au
“We have the largest testing ground in extremely convenient locations where we can test, trial, evaluate, and implement at pace and scale.” Dominique Lamb, CEO of the National Retail Association, said roadside retail has and continues to change quickly in the Australian market, and that it is no longer viable to simply rely on fuel-only sales as roadside customers are expecting much more. “Shopper insights show the modern customer expects a broader convenience offering that includes fresh meals and food delivery. This was seen in last year’s revenue for the sector, which reached $35.6 billion, with the largest portion of profit coming from non-fuel products.” Skye Jackson, General Manager Merchandise at Ampol, said that the recent lockdowns had been particularly challenging for roadside retail. While there was significantly less foot traffic, Ampol found other ways to continue serving customers as an essential service.
ROADSIDE RETAIL “We have seen strong growth in our online delivery offer, which has been maintained post-lockdown as Australians transition to hybrid working and the post-Covid way of life.” Since the conclusion of lockdowns across various states, Jackson said Ampol has seen a glimpse of what the Covid recovery will look like in-store and which categories are performing strongest. “Beverages performed very well over the summer, with energy and water being the key sub-categories that drove significant growth. Take-home ice cream grew significantly and was buoyed by Uber sales. Chilled perishables also saw significant growth, with ready meals, sandwiches and our new chilled snacking segments all performing well throughout the summer.”
THE FUTURE FEEL Given the frequency, size, and convenience of roadside retailers, Foukkare says what these stores decide to do with their space will be very interesting and play a big role, suggesting microfulfillment centres as one example of how retailers could utilise that space. “The store box and forecourt as we know it today will be very different in 15 years’ time. There will be significant reinvention designed to deliver on the customer proposition of convenience, speed, and availability. This could potentially include splitting the store into three – a store with convenience and essential groceries, a micro fulfilment warehouse for parcels/automated delivery vehicles, and a really competitive food service offer.” Jackson recognises there is a lot of change coming and believes that there won’t be a singular version of what roadside retailers will look like. “Much like our approach to finding the right location for an Ampol Woolworths MetroGo store or a Foodary, the future will see many different format executions for roadside retailers. Some locations will suit a broader retail offer, with a focus on grocery and top-up shopping, and others will be more likely to facilitate a broader foodservice offer. “Ampol Woolworths MetroGo has all the essentials you would expect from our stores, with the addition of further food-for-later and grocery top-up products. Ampol Foodary really focuses on the core everyday essentials that Australians need to keep moving.”
Fuel-only sales account for less than 40 per cent of total sales, demonstrating that the industry continues to transition from ‘petrol stations’ to ‘roadside retailers’.
Embracing technology is an important part of adapting, and Lamb says there is an impending demand for online services to extend to roadside retailers who want a personalised, streamlined service. “I think in the near future we will see customers paying for fuel or convenience products through an app or even vehicle plate recognition. It is technology like this that reinforces what roadside retail is known for – convenience and reliability. “Tech also gives retailers access to valuable data insights. From this, retailers can invest in the right innovation for their business. It is the retailers who sit on the sidelines when it comes to online customer engagement who will be left behind.” Lamb points to the use of phone apps and data as a trend that has emerged among roadside retailers over the past 12 months. “Our retailers are understanding the importance of online engagement and are joining food delivery apps offering ‘couch food’, and we’ve also seen larger chains like 7-Eleven and Ampol create their own apps with reward programs. As with the wider retail sector, data-driven and personalised marketing are forming a greater part of the customer experience.”
ELECTRIC AVENUE Last year, the Federal Government announced its Future Fuels and Vehicle Strategy, a strategy that would see the implementation of 50,000 EV chargers in Australian homes, 500 in businesses, and 1,000 in public areas.
I think in the near future we will see customers paying for fuel or convenience products through an app or even vehicle plate recognition. It is technology like this that reinforces what roadside retail is known for – convenience and reliability.” – Dominique Lamb, CEO, National Retail Association
Foukkare said that given there are 20 million vehicles on the road in Australia, 50,000 gets them nowhere. “What they failed to talk about is the actual electricity grid, the infrastructure that powers the whole country, the level of investment that needs to be injected into the grid to be able to April/May 2022 | C&I | www.c-store.com.au
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ROADSIDE RETAIL
What’s happening is there’s a heap of investment going into our infrastructure and no one’s really there yet, but I think the best thing that retailers can do is start to think outside the box.” – Theo Foukkare, CEO, Australian Association of Convenience Stores
cope with every house on the street charging their car. Electric vehicles will no doubt change transportation in Australia, they are better for the environment and will eventually be cheaper to run. “Today, Australia has three main issues holding back greater adoption like other countries. Firstly, extremely limited availability of affordable EVs, there are currently only six between $50,000 and $60,000. Secondly, the lack of government policy on fuel efficiency standards, and thirdly, the lack of investment into infrastructure to ensure consumer range anxiety is satisfied. “I agree that the percentage of new car sales in EVs will grow to 50 per cent to 70 per cent quite quickly, however as a percentage of the total vehicle population, it is becoming extremely clear that fossil fuels will be around for the next 10-15 years as the predominant source of energy for Australian motorists.” Looking at the environmental importance of transitioning to EVs, Alexandra Kelly, Policy Manager at the Electric Vehicle Council (EVC), said transport emissions in Australia make up 19 per cent of our total emissions, with light vehicle ownership contributing the majority. “If we are to limit the impacts of climate change, the frequency of natural disasters, and the devastation caused by them, then we need to achieve net-zero by 2050. With the average lifetime of a car approximately 15 years old, that means we really only have until 2035 to shift new cars to electric.” Kelly believes roadside retailers will continue to provide drivers with options for refuelling, as we see stronger uptake of electric vehicles, we’ll see more recharging stations sitting alongside petrol bowsers. 16 April/May 2022 | C&I | www.c-store.com.au
“Already, electric vehicle networks are being deployed in petrol stations across the country because they are convenient, safe, and with amenities. Plus, drivers are already familiar with them. They’re an obvious fit for EV charging stations.” Retailers such as bp and Ampol are members of the EVC and have plans to deploy charging stations across Australia, says Kelly, building on their existing networks. “There are also small/independent retailers that are recognising the benefit of attracting electric vehicle drivers to their sites as a means to increase their incomes. If retailers can offer coffee/tea/ meals or even just somewhere nice to sit, then EV drivers will comfortably wait for the vehicles to recharge before they head on their way.” Jackson said Ampol recently announced a partnership with the Australian Renewable Energy Agency for the roll out of more than 200 electric vehicle fast-charging bays to more than 100 sites across Australia. “We’re putting plans in place for the roll out, including selecting locations, and will be able to update consumers in the coming months.” Lamb said the pandemic has ultimately changed fuel consumption habits with changing network patterns and the rise of electric vehicles. “Shoppers of roadside retail are no longer just transient, but local shoppers too. I think operators will continue to implement drive through systems and offerings of fresh, locally produced food to remain competitive.” C&I
By
A new platform supporting choice, convenience & access Convenience retailing is undergoing change thanks to evolving technologies and consumer tastes. ACCESS by AACS is designed to help retailers navigate a path to success.
The Australian Association of Convenience Stores wants to make life easier for people wanting to access products, that in their current state, are difficult to get. With over 7,000 convenience
stores located across the country, convenience stores are
reliable, and convenient vendors that give people what they want quickly and easily.
It is time to expand the scope of convenience stores and let them do what they do best – providing great products and services to the communities they serve.
Access stands for: Convenience
With over 7,000 stores located across the country, convenience stores are retail vendors that can provide the easy distribution and supply of products.
Choice
Some products that should be sold in convenience stores are subject to restrictive regulations. AACS works to ensure consumers have more choice and variety when it comes to what they buy and where they buy it.
Vape products More sensible approach to vaping regulation that
improves product safety and restricts access to minors. Like the retail model of NZ and the UK where adults can legally buy vaping products from responsible retailers.
Forecourts of the Future As car technology evolves, Australia’s vast network of service stations will be changing too. Forecourts will
remain vital links in the supply chain, providing variety, convenience and service all in a safe environment.
Alcohol
Convenience stores are retail vendors with a record of
Access
Accessing everyday products should be easy and effortless. With thousands of convenience stores located across the country, everyday Aussies can find what they are looking for with ease and peace of mind.
selling and handling regulated products like tobacco
responsibly. Expanding the scope of practice to include alcohol will allow Australian adults the ability to access their desired products with ease.
Find out more: www.joinaccesss.com.au joinaccess.com.au
ZERO-ALCOHOL
GENERATING BUZZ
The zero-alcohol movement is recruiting new shoppers to the convenience channel, writes Claire Hibbit.
A
s the petrol and convenience (P&C) landscape continues to change, retailers are having to embrace new and emerging categories.
One such category is zero alcohol. Non-alcoholic drinks are growing steadily in Australia as the ‘sober curious’ movement continues to gather pace among Australian consumers. In fact, the category grew +2.9 per cent in 2020/21, according to the 2021 IWSR Drinks Market Analysis’ No- and Low-Alcohol Strategic Study. According to the study, the emergence of the ‘sober curious’ consumer will contribute to total volume sales of no/lo (no and low) alcohol products increasing globally by 31 per cent by 2024. “In Australia, we’re seeing the no/low category continue to grow in terms of both value and number of products available,” explains Angela Flynn, Marketing Manager, Giesen Group. “It’s good to see more brands recognising this is a category that’s here to stay and that consumers deserve to have premium options.”
UNTAPPED POTENTIAL Globally, according to IWSR, low-alcohol wine accounted for 66 per cent of the no/low category in 2020 and had more than double the value growth of the non-alcohol segment.
18 April/May 2022 | C&I | www.c-store.com.au
However, for Australian wine (consumed globally), non-alcohol, accounted for 86 per cent of consumption and had more than three times the growth of low-alcohol wine. According to Jeff Howlett, General Manager ANZ, Australian Vintage Limited (AVL), McGuigan Zero, which is ranged in more than 800 independent P&C outlets nationwide, is performing strongly in Australia. “In Australia, the non-alcoholic wine category continues to accelerate, with sales doubling over the past year as new consumers enter the category each month,” explains Howlett. “One in two Australians are now looking to moderate alcohol consumption and one in four are turning to non-alcoholic wines to do so.” AVL is forecasting the total non-alcoholic category as well as the non-alcoholic wine category specifically will continue its growth trajectory over the coming years as the moderation trend continues and more consumers enter the category. “Currently, the brands in this space appeal to older consumers so there is massive opportunity for more vibrant and appealing brands to enter the market to meet the needs of younger consumers,” says Howlett. For Naked Life, famous for its sugar-free sodas and iced teas, its non-alcoholic cocktails are just entering the market, but are gaining traction.
ZERO-ALCOHOL “The P&C channel poses substantial opportunity for the Naked Life brand, as our products are often consumed on the go,” explains David Andrew, Founder and CEO of Naked Life. “Even with our non-alcoholic drinks, having a (non-alcoholic) cocktail can be just as well consumed in the car by consumers.” According to Andrew, Naked Life’s drinks have been gaining “yearon-year distribution growth and outperforming the year before”. The Giesen Group is also investing heavily in the zero-alcohol space, recently investing more than one million dollars in specialised spinning cone technology. Its Giesen 0% range now includes four varietals: Sauvignon Blanc, Pinot Gris, Rosé and most recently, Merlot. Flynn says the investment is in response to the growing demand for the category, with research showing that Australians have a higher intent to purchase* low and no alcohol products compared to the UK, USA, and Canada. Younger consumers are also more likely to purchase a nonalcoholic wine with three out of 10 consumers aged between 18 to 34 basing their purchase on health and wellbeing**.
BUILDING CATEGORY AWARENESS While the zero-alcohol category remains in its infancy, supermarkets, and P&C operators both locally and globally, are also taking notice of this growing movement. “There is still significant growth opportunity as people start dipping their toes into the non-alcoholic product offering,” explains Andrew. “But we face a challenge of being an unknown alternative. The key challenge will remain to encourage consumers of that initial taste of the product as we know that is the barrier.” Howlett says in the UK, AVL has seen success with key supermarkets and retailers implementing dedicated ‘zero zones’ as a tactic to help consumers better navigate and engage the category. “Recent trials of off-location stands have shown a 150 per cent increase in sales,” notes Howlett. The Dunn Group, which first launched zero beer and wine in its stores 18 months ago, has given the category significant shelf space. Its zero alcohol zones include Heineken Zero, Carlton Zero, and McGuigan Zero Alcohol wines. However, while consumers have embraced the product, Ben Dunn says more support is needed from major liquor brands.
One in two Australians are now looking to moderate alcohol consumption and one in four are turning to non-alcoholic wines to do so.” – Jeff Howlett, General Manager ANZ, Australian Vintage Limited
AVL uses the latest spinning cone technology to remove the alcohol from its zero alcohol products. The technology uses a lower temperature than other techniques in the category and is therefore ‘gentler’ on the wine retaining more varietal fruit character, aromatics, and flavour. Flynn says with growth in the segment, consumer education around the different methods of creating low and no alcohol products is becoming more important. “This is key to understanding the quality differences between products and can factor into consumer decision-making as people seek options that are holistically better for them,” says Flynn. “Brands that will ultimately dominate in the no/low space are those that are successful in navigating the barriers of taste, price, pack format, availability, and overall consumer education, which is our focus in 2022 across all of our alcohol-removed brands.”
PRODUCT DEVELOPMENT According to Andrew, 2022 is shaping up to be a big year for Naked Life, with innovation coming in the next few months that is “perfectly aligned with the P&C channel”. “We have very exciting new non-alcoholic cocktail flavours coming in, as well as expansions into new categories like sparkling nootropics, functional hot chocolates, boba tea, and premium mixers.” For Naked Life, the opportunity for zero alcohol products lies in new consumption occasions.
“We are seeing smaller craft style brewers coming into the zero market; however, I don’t think they see us as a genuine retailer to sell their products even though our customer counts and foot traffic would far exceed most bottle shops.”
“Where alcohol is normally not suitable, for example when driving, or still need to work, or a mid-week drink, as well as the role it can play together with alcoholic drinks.”
AVL’s Howlett says education is still needed for retailers and consumers that zero-alcohol wine is actually a wine with alcohol removed, and not a juice.
AVL Wines is also preparing to release new products. It will launch a new zero-alcohol range under the Tempus Two brand, aimed at millennials with varietals such as Moscato and Pinot Grigio. April/May 2022 | C&I | www.c-store.com.au
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ZERO-ALCOHOL REIGNITING THE ALCOHOL DEBATE While the Australian Association of Convenience Stores (AACS) supports the sale of non-alcoholic beverages through P&C, AACS CEO Theo Foukkare says the biggest opportunity lies in the deregulation of packaged alcohol. Foukkare says AACS has been working through the differing state legislation, developing its stakeholder engagement plans, and liaising with various government representatives in recent months, adding the industry body “has made a lot of progress in this space”. Dunn believes the industry needs to treat zero alcohol products as a window of opportunity in the face of declining tobacco sales.
The P&C channel poses substantial opportunity for the Naked Life brand, as our products are often consumed on the go.” – David Andrew, Founder and CEO, Naked Life
The company also recently launched two new line extensions, McGuigan Zero Sparkling Rosé and McGuigan Zero Red Blend. Earlier this year Giesen launched Giesen 0% Merlot, which was available first to the convenience channel. The group is planning to launch a smaller format Giesen 0% Sauvignon Blanc. Flynn says there’s potential for range extensions under Giesen Group’s Ara wine brand, which currently offers Ara Zero Sauvignon Blanc. The group is also looking to launch an alcoholremoved varietal under the Ara Zero label in Spring 2022.
PROMOTIONS KEY TO GENERATING TRIAL According to Andrew, zero alcohol consumers are looking for deals or packaged offerings and remain open to trying new things. “We have noticed that consumers are looking more and more frequently for a ‘whole’, ‘one size fits all’ solution to everyday demands. They are looking to combine a meal on-the-go with a drink.” For retailers looking to capitalise on non-alcoholic beverages, Brouwer advises to engage in promotions that generate trial. Howlett says giving the category space and more visibility puts the customer first and ultimately helps to drive sales.
“As cigarette and tobacco sales continue to decline in the coming years, our industry needs to replace this category with an alternative. Our business has developed our own food and coffee brands as many others have in an effort to continue to build sales while one of the previously strongest categories declines.” He believes the growing presence of zero alcohol beverages in the convenience channel can also help re-start the conversation around the sale of alcoholic drinks in P&C. “Some P&C businesses haven’t found an alternative [to tobacco] and many will find continued growth and profitability hard to achieve if our industry is not given the opportunity to sell packaged beer and wine in the next five to 10 years,” he explains. “It is more important for us an industry to gain government approval and access to retail these alcohol products, instead of focusing on EVs and plant-based hamburger patties. “We retail cigarette and lottery products across our industry, which is accepted by government and consumers as convenience, so the argument against P&C not having alcohol products in the modern retail environment simply does not make sense. “We need the alcohol suppliers, the large private fuel retail groups, and major oil companies to a step up and demand that this issue is talked about.” C&I
“Using messaging around these dedicated bays to speak to the relevant occasions such as Dry July, healthier lifestyle, mid-week drinks would also help, as well as in-store tasting programs to help support.” For those trialling zero alcohol products, Dunn encourages retailers to place items in a prominent location. “Like a lot of products across our stores, not everything sells everywhere. Some of our sites that are barely five kilometres apart have products that sell well, and in other stores we struggle to move them and that’s okay. “With zero alcohol, if you think it may work you need to give it the space so your customers can see it. Your customers already know you sell Red Bull and Coke so place zero somewhere strong. Once it gets traction you can relocate it.” *www.wineintelligence.com/intent-to-purchase-a-wine-that-states-it-is-lower-in-alcohol-is-higher-in-australia-and-of-interest-to-around-a-quarter-of-drinkers-in-the-uk-us-and-canada **www.wineintelligence.com/key-motivations-for-purchasing-lower-alcohol-wine-are-the-perceived-health-control-and-taste-benefits
20 April/May 2022 | C&I | www.c-store.com.au
TREAT YOURSELF TO A BURST OF RASPBERRY FLAVOUR NOW AVAILABLE
HOT FOOD
HOT PROPERTY While change is rife across P&C, few categories have seen as big of a transformation as hot food, writes Thomas Oakley-Newell.
G
one are the days when hot food purchased at a servo was met with reluctance and hesitation, the range is now incredibly broad – from meat pies, pasties, sausage rolls, burgers, to various plantbased options – there is something for everyone. According to the AACS 2021 State of the Industry Report, foodservice saw growth of 12.3 per cent over the past year, proving the importance and popularity of the sector. David Taylor, National Sales Manager at The Handmade Food Co, said the breadth of products available is significantly wider than it was five to 10 years ago. “Consumers are very impressed by the number of products available, and our NPD team spend a lot of time developing products that will work in that market and in fact have just launched two new croque toasties – a Bacon & Egg as well as a Chicken, Cheese and Guacamole Toastie.” Taylor said while they’ve noticed growth across their café style products, such as their Turkish Ciabattas, toasties, and pocket wraps, the croque toasties are one of their best products and are a real point of difference in the marketplace. “Of course, you can make a toastie at home, but ours, with the cheesy sauce topping are a really popular product.” Anand Surujpal, General Manager – Marketing & Innovation at Patties Foods, which is the producer of Four’N Twenty meat pies, said during recent market research they noticed a number of consumers searching for a better-for-you product in the convenience sector, and have since created a product to cater for this demographic. 22 April/May 2022 | C&I | www.c-store.com.au
“The Hi-Protein Traveller is for those who are conscious of their protein intake and are wanting to enjoy their favourite convenient snack. Three out of four consumers look for options that are both healthier and taste great. Consumers are interested in irresistible snacks that offer the sought-after nutritional content, such as protein. “Four’N Twenty is innovating in this space launching the new Four’N Twenty Traveller Hi-Protein providing consumers with 20 grams of protein per serve and even a Four Health Star Rating. The new Four’N Twenty Traveller Hi-Protein delivers 25 per cent more protein than the traditional Traveller Classic Meat Pie.” Further to that trend, All G Foods, which produces plant-based meat brand Love Buds, has identified that consumers are searching for a more ethical way of eating. Melissa Swinscoe, Brand Experience Specialist at All G, said that more consumers are interested in environmental sustainability, healthier habits, and animal welfare than ever before and when making hot food purchases they have these values top of mind. “One in three Aussies are significantly reducing their meat intake and are reaching for more-and-more plant-based options. They’re not just looking for any plant-based options though – Aussies love meat and want to eat foods like Buds, which deliver on the taste and texture that they expect and which they are used to.” Swinscoe believes that the shift to quality plant-based options like Buds is not only trending now but is here to stay and that she believes the plant-based meat category is set to grow exponentially over the next decade from $0.2 billion in 2019 to $3 billion in 2030.
HOT FOOD
IT’S HEATING UP New product development in any category is important, and now with a shift in consumer mentality, the innovation around creating new products is more important than ever. At Patties, Surujpal stated that after identifying the large number of Australian adults that snack throughout the day, they decided to implement innovation into a product that has not seen any in quite some time – the sausage roll. “Patties Foods’ insights team works hard to keep abreast of market trends and evolving consumer preferences to ensure we are meeting our consumers’ ever-changing needs. Chargrilled Vegetable Ciabatta from The Handmade Food Co
Patties Foods’ insights team work hard to keep abreast of market trends and evolving consumer preferences to ensure we are meeting our consumers’ ever-changing needs.” – Anand Surujpal, General Manager – Marketing and Innovation, Patties Foods
Triple Cheese Croque from The Handmade Food Co
“Four’N Twenty has patented a world-first technology developed in its Bairnsdale bakery that allows sausage rolls to be infused with sauce. Using this technology, Four’N Twenty introduces new innovative filled loaded rolls. Available in two mouth-watering flavours – Meat Lovers filled with BBQ sauce; and Brekkie Roll offering the classic Aussie brekkie taste of bacon and cheese with an egg sauce centre.” While Patties continues to innovate and create new products, it is their classics that continue to perform the strongest. “The Four’N Twenty King Size Sausage Roll, the Cheese and Bacon King Size Sausage Roll and the Four’N Twenty Traveller Classic Meat are the top three branded SKUs and continue to be the top performers achieving double-digit growth within the P&C channel over the last year.” Swinscoe claims that the poor taste of the current plant-based meat selection has led All G Foods to develop its products in a way that can convince flexitarians (a style of eating that leans towards plantbased products but allows for animal products in moderation) to switch their meat choice to plants. “The world continues to grow towards 10 billion people by 2050. The demand for protein is projected to rise by 74 per cent*. Quite simply this can’t happen through animal protein alone, plants must do more of the heavy lifting.” The key drivers of attracting and keeping flexitarian consumers, believes Swinscoe, are taste, cost, and convenience, while not compromising on health, environment, and animal welfare. “The challenge so far is that the products to date do not deliver the taste and texture requirement for consumers open to change to make the switch. Until now. This provides us with an exciting opportunity to deliver on the values consumers are seeking.” April/May 2022 | C&I | www.c-store.com.au
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HOT FOOD
Ham, Cheese, and Tomato Toastie from The Handmade Food Co
Smoked Bacon and Egg Ciabatta from The Handmade Food Co
A SIMPLE SOLUTION Consumers are increasingly becoming more time-conscious and the appeal of an appetising and affordable meal that’s easy to grab on-the-go is greater than ever, and this demand has made the P&C’s foodservice offering a crucial part of its business. Swinscoe is tapping into this and wants to make sure Love Buds are accessible and available in the channels that their consumers are frequenting and know that the P&C channel is a vital part of that. “We recommend presenting Buds in the meat-section of your retail fridges, where your flexitarian consumers can view them whilst perusing all their options. Present Buds products upright where our colourful, eye-catching packs will attract the eye of your consumers. Swinscoe encourages retailers to contact them for support, as they have a suite of materials to support retailers in delivering this opportunity to their consumers. Surujpal said that over the past 12 months, Four’N Twenty sales have outperformed the category, demonstrating an ability to improve retailer performance, and offered some advice for those stocking Patties products. “We ensure that retailers have a strong supply of product, so that no store has a bare pie warmer or shelf. A fully stocked pie warmer, with abundant hot food offers tempts shoppers and drives increased sales.
“The Patties Foods team works closely with retailers to create clever and engaging marketing. A close partnership and ability to be agile is key.”
Covid affected our business, as it did so many other businesses in so many ways, but P&C held strong over the entire period of lockdowns and will continue to remain a focus for us.”
Four’N Twenty has broad distribution, of which convenience is an important channel, says Surujpal, and that within the convenience sector, Four’N Twenty is the branded market leader for hot, on-the-go savoury options.
– David Taylor, National Sales Manager, The Handmade Food Co
Despite the strength of the channel to the Handmade Food Co during Covid, Taylor said there were obviously challenges across that period that are still being felt across P&C today.
“With the impact of Covid on the P&C channel still lingering two years on, Four’N Twenty sales have outperformed the category, in the channel demonstrating the importance of the brand to Australian consumers and for retailers in driving sales. We continue to work closely with our P&C partners to navigate this ever-changing environment.” Taylor said the past 24 months really emphasised to the Handmade Food Co the importance of the P&C channel to the company. “Covid affected our business, as it did so many other businesses in so many ways, but P&C held strong over the period of lockdowns and will continue to remain a focus for us.”
“One of the biggest challenges has certainly been labour shortages. With so many cafés attached to P&C the difficulty in staffing those is something I’ve noticed. Add to that the number of people leaving hospitality during Covid and not yet coming back, perhaps finding a position with more job security. Sourcing a great pre-made offer makes sense when you simply don’t have the staff to make your own. It’s convenient and still cost effective. Our products are widely available nationally through our many distributor partners right across the country.” Offering advice to retailers, Taylor said bundling their products in promotional offers, such as with coffee is always a very effective selling point. “Aside from obviously positioning products at the point of purchase, combo deals are always a very successful tool, such as bundling a croque and coffee.” C&I
24 April/May 2022 | C&I | www.c-store.com.au
www.simplotfoodservice.com.au
FLAVOURED MILK
CLASSIC FLAVOURS, FRESH TWISTS
New innovations on flavoured milk favourites are quenching consumers’ thirst for nostalgia, writes Claire Hibbit.
T
he flavoured milk category has seen a wave of new products in recent years, with many brands putting new flavour twists on classic favourites, and it seems this thirst by consumers for nostalgia and innovation is showing no signs of slowing. In the petrol and convenience channel (P&C) beverages is the most highly penetrated, most profitable category in-store, and has one of the most valuable shoppers as they often cross purchase with other profitable categories. According to Theo Foukkare, CEO of the Australian Association of Convenience Stores (AACS), packaged beverages was the standout category in the first half of 2021, following on from two consistent years in growth, growing at 13.9 per cent. It reported even stronger second quarter growth of 16.3 per cent1. Flavoured milk is the third largest beverages category in terms of value, just behind energy and soft drinks, with one in five packaged beverage sales in P&C flavoured milk. The category is split in two segments, with iced coffee representing 75 per cent of all flavoured milk (MBB) sales in 26 April/May 2022 | C&I | www.c-store.com.au
P&C, and rainbow milk, which incorporates all other flavoured milk – chocolate, strawberry, and vanilla products, represents 25 per cent of all flavoured milk sales.
NOSTALGIA CONSUMPTION For the flavoured milk category, cross brand collaboration has worked significantly well, especially as consumers’ sense of nostalgia and the need for familiarity has been heightened during the last two years throughout the pandemic. The channel plays a vital role for Lactalis, manufacturer of iconic Australian flavoured milk brands such as Oak, the number one ‘rainbow’ milk brand in Australia worth more than $31 million in P&C, as well as Ice Break and Pauls. According to Marcus Morais, Category Manager – Beverages, Lactalis, the company’s flavoured milk products are among the best selling in Australia. Ice Break Coffee 750ml is the number three SKU in the channel in the latest quarter by total dollars, and Oak Chocolate 600ml features in the top 10. Last year, Ice Break teamed up with Oak to create Ice Break Mocha. According to Morais, the launch of Ice Break Mocha with Oak has been a “massive success”.
FLAVOURED MILK
In 2020, Robern Menz (now Menz Confectionery), owner of FruChocs and Violet Crumble, joined forces with Bickford’s to create Violet Crumble Chocolate Honeycomb flavoured milk. The product is available in Coles Express, Ampol stores, Drakes and IGA stores nationally and Romeo’s and Foodland supermarkets in SA. Beverley Reeves, Marketing Manager, Bickford's Australia, says nostalgia and unexpected flavours in the flavoured milk space remains a key trend driving growth. “P&C is a key channel for early adoption and trial which can lead to higher transaction value. Shoppers are looking to be inspired in drinks/flavoured milk and are open to breaking usual routines,” says Reeves. According to Ian Mullan, Bega Dairy and Drinks National Business Manager, nostalgia is a key platform for innovation, with Bega, owner of market leading brands including Dare and Dairy Farmers Classic, has seen huge consumer demand for familiar, old-school flavours. Dare is the market leader in iced coffee with more than 50 per cent share of sales nationally, while Dairy Farmers Classic is one of the leading flavoured milk brands in New South Wales, Queensland, South Australia, and Tasmania. According to Mullan, Dairy Farmers Classic has delivered 11 per cent of NPD value to the flavoured milk category in convenience across the past two years. “Rainbow milk is a fun and exciting segment where shoppers look for new and exciting products and flavour combinations to try,” says Mullan. “Research conducted by Bega found 44 per cent of consumers seeking an ultimate treat are looking for familiar flavours2.”
WATCH THIS SPACE While there are significant opportunities in the category, a current challenge for flavoured milk in P&C is the proper allocation of space. “Flavoured milk is bigger than Cola, and in some states, bigger than energy drinks, however, we often see layouts that do not reflect that,” explains Morais. “Space will only continue to be tighter in the future with the entry of new and emerging categories such as non-alcoholic beer, but retailers need to be careful and avoid over-allocation of space to new but smaller categories at the expense of larger well-established ones.” And, with innovation ever-increasing, Morais advises retailers to “choose wisely” when it comes to which product innovations to back. “NPD remains critical to what is largely a treat category driving trial, incremental purchases, and sales growth, however, new products account for around 15 per cent of the category value and this should be recognised in planograms,” says Morais.
Australia is one of the highest consumers of flavoured milk per capita anywhere in the world so naturally with NPD across all our trusted flavoured milk brands, we expect strong sales results in the coming months.” – Ian Mullan, National Business Manager, Bega Dairy and Drinks
“We are proud that Oak, Ice Break, and Pauls NPDs have led the way in category NPD over a number of years giving scale and value to the space allocated and growing the category as a result.” As more new products hit convenience store shelves, visibility is crucial. When there is a ‘fad factor’ involved with a new product, Reeves suggests upping the space given to the SKUs as they come in to maximise incremental sales early from launch. “When products with high, but possibly limited term sales potential are in play, shout it loud, a couple of facings in a fridge doesn’t drive the trial and awareness that is essential to these SKUs being a success.” April/May 2022 | C&I | www.c-store.com.au
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FLAVOURED MILK
Flavoured milk is bigger than Cola, and in some states, bigger than energy drinks, however, we often see layouts that do not reflect that.” – Marcus Morais, Category Manager – Beverages, Lactalis
Dual location for flavoured milk can also help make a huge difference for retailers. As Morais explains: “Having an impulse fridge next to checkouts is crucial for an impulsive category such as flavoured milk. This is particularly true when it comes to the optimum execution of NPD.”
limit their dairy intake, we’re sure the NPD will be well received in each state.”
Mullan says it is also extremely important to flavoured milk shoppers that their favourite brand is available, especially at peak sales times of the day (morning 6-10am and lunch 12-2pm).
Ice Break for example has three NPDs (Ice Break Bold Espresso 2 Shot 750ml, Ice Break Iced Coffee Extra Shot 750ml, and Ice Break Oak Mocha 750ml) in the top five highest contributors to growth in the category in the latest quarter, delivering more than $1 million in sales.
“Flavoured milks are a fun, on the go treat, and while a full shelf with clear pricing and messaging is important, a dual location for all impulse beverages in a grab and go location at the front of the store can drive incremental sales,” says Mullan. “Research has found that 44 per cent of shoppers are likely to walk away altogether without a purchase if their preferred brand is unavailable in this category, and therefore less likely to cross shop into another category.”
GROWTH OPPORTUNITIES While Covid restrictions severely impacted mobility and footfall in P&C, as people return to office work and their Covid-normal routines, there’s significant opportunity for growth, says Mullan. “Australia is one of the highest consumers of flavoured milk per capita anywhere in the world so naturally with NPD across all our trusted flavoured milk brands, we expect strong sales results in the coming months. “We’re delighted to bring new products to market under each of our state brands, giving consumers more choice when looking for a milk beverage on the go. One of our key focuses is improving the speed to market and execution of NPD and we see growth opportunities in both exciting flavours and offerings that appeal to health-conscious drinkers,” says Mullan. “As well as bringing back classic flavours and launching one flavour that has never been seen with milk before, one brand is expanding its range with an offering tailored to consumers who 28 April/May 2022 | C&I | www.c-store.com.au
According to Morais, Lactalis also has a strong track record of launching successful NPD.
“Oak Choc Honeycomb 600ml was the number one rainbow NPD,” notes Morais. “We have also innovated within the kids’ segment, with Pauls Bluey 250ml range driving the 103 per cent dollar growth v YA seen in this segment in the most recent quarter capturing incremental sales particularly in the afternoon where 20 per cent of flavoured milk purchases between 2pm and 6pm are parents purchasing for kids3.” Morais says Lactalis has some “really exciting activities” coming up in P&C. “We are extending our No Sugar Added Ice Break into a 750ml bottle, which makes sense given the growth of no sugar products in the iced coffee segment and the fact that 750ml pack size accounts for 49 per cent of iced coffee sales in the channel.” Oak will also see a second iteration of its ‘Flavour Generator’ consumer campaign. Consumers will once again have the chance to pick their favourite ingredients to create their ideal flavour combination, have a say on the pack design, and have their names and faces featured on the product. Two finalists have been selected; Dan’s Cherry on Choc and Erin’s Mum’s Caramel Slice, both having launched in April in its 600ml carton. C&I 1
AACS 2021 Mid-Year State of Industry Report, August 2021
2
Internal research, Bega concept test, October 2021
IRI Fresh Flavoured Beverages Database, Quarter to AU Convenience scan, Quarter To 27/02/2022 & *CMA 2021 Shopper Report) 3
DAN’S CHERRY ON CHOC PACK SIZE: 600ML PRODUCT CODE: 74284 EAN: 9310036074281
ERIN’S MUM’S CARAMEL SLICE PACK SIZE: 600ML PRODUCT CODE: 74276 EAN: 9310036074274
sales@au.lactalis.com
C&I CHOICE
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OICE • C&I C CH H &I
Through rigorous consumer taste-testing and research of more than 21 flavour variants, I am COMPANY landed on four mouth-watering Yog’n Oats flavours: Blueberry Coconut, Cranberry Walnut, Apple Cinnamon, and Apricot Almond. Using Australian-grown wholemeal oats that have been steamed to denature the enzymes and rolled into flat oats, the products include 11g of natural protein with 4g of digestible fibre in every pot, achieving a minimum of a Four Health Star Rating across the range. Featuring a large majority of ingredients sourced from Australian growers and suppliers and manufactured in I am COMPANY’s state of the art facility in Alphington, Victoria, you can rest assured you’re not only doing good by your body, but also your country. Since Yog’n Oats launched in Melbourne in March of 2021, the brand now has ranging in more than 235 stores, primarily in P&C.
C&I CHOICE •
C&I wakes up with Yog’n Oats With demand for both grab-and-go meals and better-for-you options sharply on the rise, it was only a matter of time before we saw a delicious and healthy on-the-go breakfast option. Enter Yog’n Oats. Created by I am COMPANY over 18 painstaking months of product research and development, the innovative business designed as a breakfast meal that is delicious and ready-to-eat. With breakfast being the most important meal of the day, it makes sense there should be a healthy, easy option available across petrol and convenience (P&C) and what better to fill your belly than with a 180g pot packed full of fresh yoghurt, oats, real fruit, nuts, and seeds. If you thought you couldn’t fit anything more in the pot, you’d be wrong, as I am COMPANY has even included a spoon, meaning consumers can tuck in the second they purchase.
OICE • C&I C CH H &I
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PRODUCT RANGING
Yoplait marks 40 years with new recipe To celebrate 40 years in Australia, Yoplait has launched a new recipe, boasting a thicker and creamier texture and even more real fruit in each tub. Yoplait set out to uncover what Aussies love most about flavoured yoghurt and discovered that taste is the number one reason for consumption1 with creamy texture and fruity flavour the main drivers of liking among Yoplait fans2. Trialled against several recipes, the new Yoplait rated highly on texture, spoon consistency, flavour and the amount of real fruit3. Since Yoplait first hit Aussie fridges, yoghurt consumption in Australia has increased significantly, with Australians consuming approximately 7.5kg per capita annually4.
Bega Dairy and Drinks’ Marketing Director, Sharon Winton, is proud that Yoplait continues to evolve and maintains its place as a delicious, trusted yoghurt loved by the whole family. “Yoplait was a pioneer of flavoured yoghurt in Australia, bringing Aussies the first taste of flavoured multipacks and shaping the way we eat yoghurt,” Sharon said. “The brand has continued to adapt with consumers, and we love that kids who grew up eating Yoplait are now choosing it for their own families, and we can’t wait for them to try our best Yoplait yet.” The new Yoplait core range is now available nationally in 1kg, 12 x 100g and 6 x 160g multipacks.
Sources: 1 Nature Yogurt Usage & Attitude Study with more than 6,000 Australians, completed in 2018. 2 Direction First In-home Yoplait Re-formulation Sensory research with 234 Australians, completed in August 2021. 3 Direction First In-home Yoplait Re-formulation Sensory research with 234 Australians, completed in August 2021 4 www.dairysafe.vic.gov.au/consumers/dairy-foods/yoghurt
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PRODUCT RANGING
Uncle Tobys taps into better for you snacking trends
At Uncle Tobys we’re passionate about offering Aussies ‘better for you’ snacking options.” – Courtney Robinson, Nestlé Snacks, Head of Commercial Development
With consumers seeking more foods that are naturally good for them, Uncle Tobys is committed to delivering better for you snacking options.
N
utrition continues to play an important role in the lives of Aussies especially when it comes to on-the-go healthy choices and convenient snacking. Having portable nutritious snacks available creates opportunity for better choices during a busy day, and this is a trend that Uncle Tobys has tapped into. The Uncle Tobys Oat Slices have been created with this in mind, offering a convenient and wholesome snack for in between moments. The 70g bars are a delicious and nourishing oven baked snack, that are high whole grain and fibre, and available in Apple & Cinnamon and Choc Chip. Consumers are choosing ‘better’ carbs such as whole grains and foods with a source of fibre to support digestive wellbeing. Uncle Tobys Muesli Bars are a delicious snack that provide a source of whole grain and fibre and have a four-health star rating out of five, making them the perfect on-the-go snack. With consumers seeking more foods that are naturally good for them, made with real ingredients and no artificial
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colours or flavours, the Uncle Tobys team is committed to offering variety, real ingredients and no artificial colours or flavours through its range of oats, muesli bars, oat slices, oat & protein balls and cereals. One snack that has been extended into two flavour varieties, through the inclusion of real fruit, is the Uncle Tobys Oat & Protein Balls, which are a snackable 84g format made with the goodness of Uncle Tobys Oats and real fruit. Each serve provides a source of fibre and is vegan friendly. Courtney Robinson, Head of Commercial Development, Nestlé Snacks, highlights that as Aussie lifestyles continue to adapt and change, so too does the need for new snacking options. “At Uncle Tobys we’re passionate about offering Aussies 'better for you’ snacking options – combining our expertise in wholesome oats with our understanding of snacking formats. Uncle Tobys aims to fill in between moments with snacks that support consumers’ lifestyles, whether in a bite-size oat and protein ball or easy to hold muesli bar,” she says.
PRODUCT RANGING
Everyday café sandwiches:
The perfect combination of quality and convenience The Handmade Food Co offers retailers a range of great tasting food products with minimal labour and control over wastage. We source only the best and freshest ingredients from Australian manufacturers and producers so we can deliver products that are packed full of flavour.” – The Handmade Food Co
T
he team at The Handmade Food Co understands that customers want quality and plenty of choice in their food selection. They are proud to have been supplying sandwiches into the petrol and convenience (P&C) channel for more than a decade. The last two years have been unpredictable and beyond challenging for businesses. Smart retailers are utilising The Handmade Food Co’s much-loved range of freshly frozen sandwiches, wraps and hot grab and go options because they not only taste great but also have the many benefits a frozen offer brings. Retailers understand the benefits of a food offer with minimal labour, control over wastage, consistency of product as well as the need for great tasting products and variety. When customers can easily find quality breakfast and lunch options on the shelf, the likelihood of returning to the store as a food destination increases.
34 April/May 2022 | C&I | www.c-store.com.au
“We source only the best and freshest ingredients from Australian manufacturers and producers so we can deliver products that are packed full of flavour, and once thawed, taste and feel as if they have been freshly made,” says a spokesperson. The process is simple for retailers, the product is delivered frozen, through The Handmade Food Co’s national network of foodservice distributors, giving the flexibility to take what you need; as you need it, from the freezer into refrigeration to thaw, and then sell. Step-bystep guidelines make this easy for your team to follow. “We know that variety is key for customers, in response to this our Everyday Café range has evolved over time. Starting with the traditional favourite sandwich and wrap flavours, to today, where we have a complex range of both hot and cold grab and go options available. Included with our wide range of sandwiches and wraps are café style Turkish breads, ciabattas and toasted sandwiches as well as hot grab and go croque toasties. Plant-based and gluten free options are also offered throughout the Everyday Café range. “Our increasingly popular cheesy topped croque toastie range has become the perfect hot grab and go option for customers. Retailers can either hot hold in a pie warmer or hot box or heated and served from an oven or toasting press. New flavours that are now available to try are cheesy egg and bacon breakfast croque as well as the chicken, cheese and guacamole croque toastie. “With the variety offered throughout our Everyday Café range and all of the convenience and flexibility that frozen provides, we are confident that Everyday Café has something to offer every retailer.” For more information call 1300 722 748 or email sales@thehandmadefoodco.com.au.
PRODUCT RANGING
Consumers can’t go past this convenient sweet treat A
Convenience store customers are going crazy for the Signature Desserts range of on-the-go sweet treats.
surprising trend has emerged in consumer shopping behaviour and food choices. The pandemic and ongoing uncertainty have caused a shift. Shoppers keen to avoid crowds have sought out convenience stores and local grocers over supermarkets. Petrol stations saw higher demand for on-the-go options, with Shell announcing that basket sizes in its stores have increased by 15 per cent year to date. At the same time, consumers have turned to sweet treats as a form of self-care, relaxation, and escapism. Desserts have become an everyday treat, not just reserved for special occasions. There is also a greater focus on health and hygiene. Consumers are looking for better food safety and sealed packaging, evidenced by the increase in popularity of individually wrapped, portionsized items.
A unique product with no competition
A gap in the market has become apparent, and Aussies Trevor and Eithne Hansen are filling it with the perfect product. Ultra-creamy, decadent and deliciously moreish, Signature Desserts single-serve and twin-pack fruity cheesecakes are everything today’s consumer is looking for. Easy to grab on-the-go, these indulgent desserts are made in Australia and free of artificial colours or flavours. Available in classic Vanilla, luscious Lemon, and tropical Mango, they come in eye-catching packaging – there’s nothing like this out there on the shelves.
A large, tasty portion of the market
In the US, the refrigerated cheesecake market grew by 22.5 per cent in the year to April 2021, and 43 per cent of consumers voted cheesecake as their go-to dessert in a recent poll. Over the last six months, Hansen has showcased Signature Desserts cheesecakes at food expos on his travels around Australia. He’s met with new convenience store and petrol station owners and
distributors – everyone who tried his novel product gave it 10/10 for taste and shelf appeal. An alternative for those ice-cream buyers, this is a niche growth category that has outperformed despite the economic hardships of the last couple of years. Fully prepared and sealed cheesecakes mean there are no food-handling health issues, and convenience stores and petrol stations are guaranteed a product that all their customers, from tradies to mums, and road trippers to school kids, will love.
You’re buying a slice of Aussie history
Signature Desserts is a family-founded, owned and run company based in Brisbane, Queensland. Hansen started selling his famous cheesecake in innovative, single-serve portions, individually packaged with a spoon from his industrial food outlet. Fast forward 20 years and the business provides local jobs for the community, employing a diligent team with the capability of producing more than four million single serves per annum. They supply their mouth-watering delicacies to the shelves of major grocers such as Woolworths, IGA and FoodWorks, as well as independent food stores in Australia and overseas.
Stock with certainty
There’s never been a better time to order from an Australian manufacturer. Not only will you be supporting another family-owned business and the Australian economy, but you’ll also be able to stock this product with certainty during a time when global supply chain issues are expected to last for the foreseeable future. Order Signature Desserts single-serve and twin-pack fruity cheesecakes to get ahead of this new behavioural trend for grab-and-go indulgent desserts and keep your customers coming back for more. Contact your local distributor today. April/May 2022 | C&I | www.c-store.com.au
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INDULGENCE
It’s all about convenience
Signature Desserts has been supplying our unique single serve desserts to the Australian market since 1995.
Our Cheesecake products are designed to meet consumer demand for delicious, convenient, ready-to-eat desserts. The Foodservice and Retail range includes Australia’s favourite flavours of Vanilla Bean, Lemon, and Mango, and are proudly all natural – we don't use any synthetic flavours or colours.
With attractive retail pricing our Cheesecake SKUs are available in single and twin packs, making them easy to display, sell and consume.
For sales enquiries contact your Category Manager at PFD Foodservices For further information contact: trevor@signaturedesserts.com.au Phone +61 7 3395 6633 Mobile +61 413 126 107
PRODUCT RANGING
Allen’s Chew’Ems range to support our vulnerable koalas To celebrate the release of the Chew’Ems range Allen’s has partnered with WIRES to fund a new online National Koala Rescue Training Course. The team at Australia’s iconic lolly brand Allen’s has launched new Chew’Ems Gummi Koalas and Chew’Ems Sourz Gummi Koalas, and has partnered with WIRES to raise funds for our vulnerable Aussie koalas. The Chew’Ems range features our Aussie icons in a glorious extra gummy texture to satisfy those in the mood for a longer lasting chew with full on flavour. Allen’s lovers nationwide will be able to choose between the Chew’Ems Gummi Koalas fruity flavoured fun or get zapped with the tanginess of Chew’Ems Sourz Gummi Koalas. Each Chew’Ems Koala is a unique shape with its own personality such as Cheeky Raspberry, Sleepy Lime, Grumpy Pineapple and Happy Blackcurrant. The partnership with WIRES, Australia’s largest wildlife rescue organisation, will work to support koalas that have recently been classified as endangered in Queensland, NSW, and the ACT. Our precious koalas were already listed as vulnerable to extinction before the catastrophic Black Summer bushfires, where millions of hectares of habitat were lost and around 38 April/May 2022 | C&I | www.c-store.com.au
three billion animals were displaced or killed. Sadly, they have recently been officially listed as endangered in NSW, the ACT and Queensland. More recently, flood-affected native animals, including koalas, were rescued from the floods inundating NSW and south-east Queensland, and we expect this to continue as the waters subside. The support from Allen’s will help WIRES fund a new online National Koala Rescue Training Course so licenced rescuers and carers across Australia can aid in the rescue and rehabilitation of this iconic species. Joyce Tan, Head of Marketing Confectionery, Nestlé says that the National Koala Rescue Training Course will be available to all WIRES volunteers and nationwide licensed rescuers and carers and will help them rescue and transport injured, sick, or orphaned koalas. “It’s been a devastating few years for one of our most treasured species, the koala. Allen’s is proud to do our part in supporting WIRES with our new range of Chew’Ems.” Allen’s Chew’Ems Gummi Koalas and Allen’s Chew’Ems Sourz Gummi Koalas are now available nationwide.
It’s been a devastating few years for one of our most treasured species, the koala. Allen’s is proud to do our part in supporting WIRES with our new range of Chew’Ems.” – Joyce Tan, Head of Marketing Confectionery, Nestlé
PRODUCT RANGING
Friskies cat food updates recipe and packaging Friskies is updating its cat food ingredients and packaging to bring it in line with consumer expectations for healthier and more sustainable products for their furry felines. Studies suggest that 63 per cent of shoppers are looking for no artificial colours, flavours or preservatives and 46 per cent of shoppers highlight the importance of ingredients in their decision making. Further to this, studies show that 72 per cent of consumers say that environmental sustainability is and will continue to be important to their purchasing decisions. With these statistics in mind, Friskies has made some changes and from March 2022 Friskies cat food has contained no artificial colours and preservatives and has moved to recyclable packaging with a new and improved pack design. Friskies dry cat food will remain 100 per cent complete and balanced and will ensure to deliver the same product nutrition that shoppers have come to expect from the brand. There are six variants of Friskies cat food currently available in the market, including Friskies Kitten, Seafood Sensations, Meaty Grills, Seven, Indoor Delights and Surfin’ & Turfin’ They are available in a 1kg bag size, which has an RRP of $7.99 and a 2.5kg bag size with an RRP of $16.99. These smaller pack formats are aimed specifically at smaller format grocery and petrol and convenience retailers and are available through The Distributors.
3i Black Water is proudly Australian owned and operated 3i Black Water is like no other functional beverage on the market. The unique fulvic trace mineral blend contains 70+ trace minerals, promotes gut health, cell hydration, nutrition absorption rates and with an 8.5pH+, assists with maintaining an alkaline diet. The nutrient-rich trace mineral complex is added to distilled (evaporated) rain catchment water in Melbourne. There are no added colours or flavours and yes, it tastes just like water. What sets 3i apart from its competitors? The patented extraction process uses a reverse osmosis method to extract the fulvic minerals from the raw ingredients. This excludes the need to purify or separate the minerals using harmful chemicals. 3i also has the highest fulvic percentage/ml on the market. 3i contains no fluoride, no chloride, and no sugar. There is a maintenance dose of fulvic acid in every 600ml bottle. 3i has recently launched a 50ml concentrate in response to market demand and sustainability. Minerals are the body’s building blocks for health and vitality. Now you can #MultiplyYourMinerals at any time, quicky and conveniently.
Golden Gaytime Bites launch exclusively in Australia Golden Gaytime has launched in a new bite-sized format, creating a new ice-cream category, and available exclusively in Australia. Each piece is the perfect combination of biscuit, ice cream and chocolate all wrapped in a new bite-sized piece. It is a delicious innovation of an Aussie family favourite loved since 1959. Annie Lucchitti, a spokesperson for Golden Gaytime, said that the new format will take the Golden Gaytime to the next level. “Shareable, snackable ‘bite-sized’ treats have exploded in different segments and we’re so thrilled to launch bite-sized in the freezer aisle, creating an entirely new ice cream category through Golden Gaytime Bites,” she said. The Golden Gaytime Bites retail for $11.00 and each pack contains 16 delicious golden pieces.
40 April/May 2022 | C&I | www.c-store.com.au
s e e d Fe the Sens
®
No Added Artificial
colours or preservatives
PRODUCT RANGING
Rocketman launches into canned coffee market Now launching into the booming canned coffee market is a brand-new product with a unique twist. Rocketman is a set of nitrogen-infused, 24 hours cold-brewed coffee, packing an explosive energy boost. Rocketman is made by Rosso Group, an Australian-owned and established player known industry-wide for a range of products including Boston Black Coffee, which is currently in use in 400 venues across the country. Rocketman’s mission is to bring the trending Nitro cold brew scene stemming from the USA to Australian shores. Incorporating Rosso’s signature brewing process with the rich, heady texture of nitrogenated coffee to create a truly one-of-a-kind product in the Australian market. Nitrogenation in coffee is known to emphasise the natural sweetness of the brew in addition to creating
Update to SWAP’n’GO bottles in 2022 SWAP’n’GO LPG cylinders have been powering Aussie barbeques and outdoor heaters for a generation. This year, they have made a small change to the connection valve of their cylinders to further improve safety. This new valve looks a little different, but it still functions with existing barbeques and outdoor heaters just as easily as before. Customers can swap their empty 9kg or 4kg gas bottle for a full one with SWAP’n’GO. Available at more than 5,000 dealers, SWAP’n’GO gas bottles are fast, safe, and easy to swap. Customers do not need to wait around to get their gas bottle refilled as they get another new or refurbished gas bottle that is theirs to keep. Sell new SWAP’n’GO gas bottles, swap any brand of the empty bottle for a full bottle or swap BBQ gas bottle sizes. The 9kg BBQ gas bottle is the larger bottle, filled with 8.5kg. The 4kg BBQ gas bottle is a smaller size, filled with 3.7kg, and will still be available with a POL fitting or the new LCC27 valve. Elgas, through its depots uses digital scales for SWAP’n’GO gas bottle refills, to ensure accuracy. SWAP’n’GO BBQ gas bottles can be exchanged for any brand of 9kg or 4kg cylinders, even if expired, but must meet the cylinder suitability checklist. SWAP’n’GO BBQ gas bottles are all leak tested as part of the refurbishment process. When you sell your SWAP’n’GO gas bottle, you don’t have to worry about checking test dates as SWAP’n’GO gas bottles will always be in-date and your customer owns the SWAP’n’GO gas bottle they receive. Bottles are also available for purchase without needing a trade-in. For more information visit www.elgas.com.au/swapngo 42 April/May 2022 | C&I | www.c-store.com.au
a smooth, creamy mouthfeel. Rocketman is available in both a straight black and a creamy oat milk variety. The canned coffee market is worth $20 billion globally while the Australian market lacks significant competition, and Australian consumers are infamously discerning in their taste for coffee and their preference for healthy, natural products. Rocketman offers a meaningful breakthrough in quality within this category featuring 100 per cent Brazilian primavera coffee, high-quality additive-free oat milk, and a pure 24-hour cold brewing process creating a nuanced taste and texture with no compromise on the purity of ingredients – perfect for Australian consumers. Further, the product is brewed in Melbourne, Australia, a city known for its immense coffee culture that appeals to those in the know as well as those customers who prefer and trust local Australian businesses for their quality and ethical standards. Rocketman is an Australian-made, low-calorie, high-quality RTD coffee product in an up-and-coming segment with a unique nitrogenated texture that is fine-tuned for Australian preferences. Find out more at www.rocketmancoffee.com.au.
FURTHER
SAFETY IMPROVEMENT FOR
Aussie Outdoor BBQs & Heaters
SWAP’n’GO LPG cylinders have been powering Aussie Outdoor BBQs and Heaters for a generation. This year we are making a small change to the connection valve of our cylinders to further improve SAFETY.
Over the next few months and into the future this new valve will become more common amongst the SWAP’n’GO collection cages and the old valve will eventually be phased out.
Older appliances with the traditional POL fitting will still continue to screw into the new cylinder valve ANTI-CLOCKWISE.
From late 2021 LPG appliances will start to adopt a new hose fitting that is purpose built to function with the new valve design. Importantly, appliances with this new hose fitting will only be able to connect to the cylinder valve being screwed on CLOCK-WISE.
FOR A NY F U R T HER I NFO R M AT I O N CO NTAC T
ELGAS 13 11 61 • www.elgas.com.au/swapngo
PRODUCT RANGING
Can you rely on a FAST CHARGE? By now, you probably have that new phone or tablet you’ve had your eye on. You’re enjoying the clearer camera, the clarity of the screen, the seamless connectivity between that pocket sized supercomputer and your home comfort technologies… so good! But have you also updated the way that you’re refuelling your newfound technology friend? No? Is it taking hours to charge? (Boring!) That bigger battery is awesome when it’s full, but it requires a bit more grunt from a charger to get filled back up. We’ve got you – jump over to your closest petrol and convenience outlet and update to WalknTalk FAST CHARGE. You know, the black packaging with the red and white – yep, those amazing value and reliable ones everyone’s using. They look slick, right, but do they really do anything different? Yes, they do! FAST CHARGE works to deliver faster charging to all devices – providing you have a cable, the power source, and of course a device that can take the additional speed of charge. These cables and chargers deliver much higher levels
New from Simplot Foodservice I&J South American Crispy Battered Flathead Fish Bites Looking for a delicate white fish with a sweet, mild flavour and clean, fresh mouthfeel to add to the menu? I&J South American Crispy Battered Flathead Fish Bites might well be the perfect choice for your customers. Wild-caught in the Southern Atlantic Ocean, I&J South American Crispy Battered Flathead Fish Bites have been hand cut and hand-dipped in batter to evoke an authentic ‘made from scratch’ presentation style. Available in a convenient 3kg carton, 20-30gm portion size, simply cook from frozen and deep fry or cook in a commercial oven. David White, Executive Chef, Simplot Australia, says I&J Flathead Fish Bites are a fantastic product as they deliver in so many ways. “As a chef, I love a product that is versatile and can be used in multiple menu applications, and this product is perfect for that. Its portion size means 44 April/May 2022 | C&I | www.c-store.com.au
that I can use it as a premium finger food, as part of a seafood platter or even as a ‘step-up kids’ meal option. It’s also perfect for hot box snacking or for quick and easy Fish & Chip meals across dinein, takeaway or delivery occasions. “It really has a broad range of uses, and with freezer space always at a premium, it means I can have one product in the freezer with lots of menu options. As well as the versatility, it’s a species of fish that customers will easily recognise, which also adds to its menu appeal. “This product absolutely delivers on my expectations of flavour and texture, the combination of flaky, sweet, mildtasting fish in a light crispy batter is a timeless culinary classic.” For more information, please contact your local Simplot Foodservice Distributor, your Simplot Foodservice Representative, or go to Simplotfoodservice.com.au.
of power so you will want to be sure to use a certified cable and device like all of those in the WalknTalk FAST CHARGE range. Note of caution: Not all lightning cables are created equal. If you’re buying a lightning cable for your iPhone, iPod or iPad, make sure it is MFi-certified (like WalknTalk). MFi certification stands for Made for iPhone/iPod/ iPad. It’s a program that producers (like WalknTalk) of accessories for those devices must go through to have their hardware approved by Apple. It’s a stringent process, but when a product is MFi-certified, you can be sure it’s safe to use. On the flipside, you should avoid purchasing and using lightning cables that are not MFi-certified. (Yes, we’re looking at you, cheap corner store cables). These can cause all sorts of damage to both the cable and your iOS device itself. Well enough about what not to do, now if you want to give a good nutritious power up to your device side kick, grab a WalknTalk FAST CHARGE cable and charger – and enjoy the speed.
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1300 AERIAL (1300 237 425)
PRODUCT RANGING
Nice to ‘MEAT’ you All G Foods is an Australian-owned alternative protein start-up primed to shake up the plant-based meat industry.
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ll G Foods is the Australian-owned alternative protein start-up that is taking the plant-based meat industry by storm. Its extensive range of plant-based meat products are already making waves across the country and include products such as BUDS plant-based slider patties, which are perfect for a smaller meal, and the massively popular BUDS plant-based mince, which is an incredibly versatile substitution to any meal that uses traditional mince. Melissa Swinscoe, Brand Experience Specialist, All G Foods, explains that Love BUDS was developed with flexitarians in mind and provide a way to enjoy the taste of meat in a healthier, more sustainable way – without sacrificing on flavour. “We know it’s not impossible to go beyond any plant-based product that grew or flew here and that’s why we developed BUDS, the best plant-based meat product Australia has to offer – perfect for the one in four Australians who are actively decreasing their meat intake and looking for tasty alternatives. “Developed by our globally recognised, best-in-class scientists and made in Melbourne at Australia’s only dedicated plant-based meat line, we’re producing the highest quality products possible to bring your customers the absolute best in innovation.” 46 April/May 2022 | C&I | www.c-store.com.au
All G’s first product, BUDS Burger Patties shook up the burger industry and they’re now served at more than 600 foodservice venues across Australia. Taste and texture – they have it all and consumers across the country can’t believe they’re not meat. Now, retailers too can offer BUDS Burger Patties to their customers with the new retail-packaged Burger Patties. All heroes need a side kick though and that’s where BUDS Slider Patties come in – the perfect lighter menu item, packed with flavour. Plus, there’s a new kid on the block, available for both, retail and foodservice, and there’s not much it can’t do. Italian, Mexican, Thai, Korean, Greek… You name the cuisine; BUDS Mince can reinvent any traditional mince dish into a plant-based taste sensation. They’re not stopping there though – coming soon and perfect for your retail frozen shelves and hot cases are BUDS nuggets, arancini and sausages. Follow @weloveBUDS on Facebook, Instagram and TikTok to stay in the loop with updates on the brand’s journey. Love BUDS is a product of All G Foods, for more information follow @AllGFoods on LinkedIn. “If your customers love meat, love local and want to be part of the switch… Then let’s ‘MEAT’ to taste BUDS… you won’t look back!” Order complimentary samples today at www.weloveBUDS.com
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PRODUCT RANGING
Sansai brings fast charging of your devices to a new level Sansai was established more than 30 years ago and currently supplies over 3,600 retail stores in Australia and New Zealand. Being Australia’s leading electronics supplier, the brand reaches more than three million consumers through online, retail, and wholesale channels. Sansai cares about customer feedback and uses this to focus on providing premium quality products. It uses this feedback to constantly update and expand its range to keep up with the current market demands. Sansai is always able to supply everyday electronic needs as well as having a wide range of the newest products in the market, such as wireless MagSafe car chargers, Quick Charging (QC) and Power Delivery (PD) charging options for the most up-todate devices.
The latest addition to the range is the brand new Sansai four-in-one Cable. This amazing technology allows you to charge several devices at the same time with just one product. It’s incredibly useful to have one cable that supports PD fast charging and data transmission for all your devices. The inbuilt smart chip automatically identifies power needed and matches it with a safe current. As a leading distribution company in the petrol and convenience industry across Australia, Peleguy Distribution has been partnering with Sansai for more than 10 years, offering a wide range of Sansai products at fantastic prices. Contact Peleguy Distribution at 1300 377 341 or orders@peleguy.com.au for the latest product list.
Calm & Stormy hits on health, wellness, and sustainability trends Calm & Stormy is a premium range of 100 per cent Australian made and owned still, sparkling, and fruit juice infused mineral waters. From stormy clouds to the depths of an ancient dormant volcano, Calm & Stormy is purified by nature, infused with minerals, and invigorated with bubbles – a tribute to Victoria’s Central Highlands. The water filters through the volcanic rock picking up trace minerals and leaving a subtle and unique taste profile. The Calm & Stormy flavoured range contains no added sugar, sweeteners, additives, or nasties of any kind. It is flavoured with nothing but real fruit that is sourced locally; Blood Orange from Griffith, Tasmanian Raspberry from the Derwent Valley, Pink Lady Apple from Officer, Lemon Lime from Mangrove Mountain. To produce the flavoured range, Calm & Stormy sparkling mineral water is mixed with 10 to 20 per cent fruit juice, creating a product that is naturally low in sugar and with a refreshing real fruit taste. Murray Raeburn of Quest Beverages says: “You can’t beat the taste of real fruit squeezed into your sparkling water. We captured it in a can, so you can always enjoy the refreshing real fruit juice taste on-the-go.” Sustainability is at the core of the philosophy at Quest Beverages – producers of Calm & 48 April/May 2022 | C&I | www.c-store.com.au
Stormy – which is why the products are all packaged in 100 per cent recyclable cans. “After becoming more aware of the negative impacts of sugar and plastic, we saw opportunity to provide consumers with a truly healthy alternative to soft drinks, that is better for you and better for the planet,” says Raeburn. “That’s why we chose aluminium cans as our primary packaging material. Aluminium is the most sustainable beverage packaging format because it can be recycled indefinitely into new cans. It has the highest recycled content and does not degrade in the recycling process, as plastic does. “We believe that the environmental issue of single use plastic is only going to get bigger and that now is the perfect time for progressive organisations to make the switch out of plastic. We would love to see Australia to be the first country to stop selling plastic water bottles and become the #postplasticgeneration.” Calm & Stormy is available for sale as single serve cans in 300ml or 500ml for the still mineral water and sparkling mineral water. And the fruit juice infused sparkling water is available in 300ml cans. Contact hello@questbeverages.com for more information or visit www.calmandstormy.com.
THANK YOU!
FOR ALL THE OVERWHELMING RESPONSE THROUGHOUT THE C&I EXPO FROM OUR NEW AND EXISTING CUSTOMERS AUSTRALIA WIDE
Grow your businesswith us! OurExperience
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CONTACT PELEGUY ON 1300 377 341 | PELEGUY.COM.AU
PRODUCT RANGING
Eat Real snacks launch in Australia Eat Real snacks are based on three simple concepts: taste, nutrition, and real ingredients. They are free of artificial colours, flavours or ingredients and packed full of real taste, real ingredients, and real crunch. Based out of the UK, Eat Real was recently added to the nuTree portfolio for distribution in Australia, as nuTree’s Founder and Managing Director, Ryan Price, works to change the perception of healthier snacking. Eat Real is the only snacking brand that is free from all 14 declarable allergens. It uses alternative ingredients such as lentils, quinoa, chickpeas and veg, drenched in unexpected flavour combinations. NuTree will initially range Eat Real’s 10 best selling SKUs, which include Hummus Chips, Lentil Chips, Quinoa Chips, Quinoa Puffs, and Veggie Straws, in a variety of flavours. The unparalleled and trending flavour profiles are available in both a snack and share size, and there is also a multipack designed for families and school lunches for kids. RRP starts at $3. “Eat real appeals to a wide consumer profile, we like to consider them; Conscious Eater, Go With the Flow and Aspirer,” says Price. “With a large marketing investment into the brand and awareness, Eat Real has already demonstrated the ability to drive incremental sales growth to the snacking category.” For more information or to order Eat Real, contact nuTree on 07 2802 4576 or visit www.nuTree.com.au.
Naked Life continues to disrupt with better-for-you drinks Australian made and owned Naked Life Non-Alcoholic Spirits has been a raving success in the non-alcoholic category with its range of ready-to-drink cocktails as they sold 2.5 million cans over just seven months and obtained more than 60 per cent of the supermarket volume in non-alcoholic ready-to-drinks. As accelerating a healthier Australia without compromising on taste underpins everything Naked Life does, the Melbourne-based brand is now bringing a better-for-you offer in two new categories. Since Covid, 44 per cent of global consumers increased their dietary supplements intake and 42 per cent have purchased more functional or fortified foods and beverages (Source: Foodbeverageinsider.com). Therefore, Naked Life has crafted a range of Sparkling Nootropics that provide you with an impact you can feel. The Naked Life+ range consists of five varieties: Glow, Energy, Immunity, Focus and Calm with lightly sparkling flavours ranging from Dragonfruit and Lychee to Passionfruit. Naturally boosted, and without added sugar the range is answering the needs of 51 per cent of the consumers who look for sugar-free products as well as 81 per cent of consumers who rank taste as most important (Source: Hartman 2019a). Another category that is on the rise globally as well as in Australia is bubble tea, and in particular amongst the younger demographic. With a 50 per cent less sugar range without artificial colours, flavours or preservatives, Naked Life is filling a gap of a better-for-you option, which comes in four top-selling flavours: Original Milk, Brown Sugar Milk, Peach Iced and Mango Iced Bubble Tea and with tapioca or fruit boba pearls respectively. The range comes in cans, an excellent convenient offering. For more information on Australia’s best tasting range of better-for-you drinks, contact the team at hello@nakedlifesparkling.com.au. 50 April/May 2022 | C&I | www.c-store.com.au
PRODUCT RANGING
Mocha just got real! Two iconic Aussie brands unite to create Ice Break Mocha Australia’s number two Iced Coffee Ice Break has teamed up with the number one Rainbow flavoured milk brand in the nation, OAK, to create the ultimate mocha. Ice Break Mocha disrupts the flavoured milk category and generates news and excitement among consumers. With the established real coffee credentials of Ice Break, new Ice Break Mocha delivers a delicious full cream milk blend of two shots of coffee with OAK's famous full on chocolate flavour. This new addition complements the Ice Break range and provides a delicious option for consumers seeking a real coffee recharge. Ice Break Mocha leverages the scale of two beverage power brands, brings new consumers to the flavoured milk category, and provides the perfect solution for additional consumption occasions outside the traditional early morning Iced Coffee purchase. Ice Break Mocha comes in both 500mL and 750mL formats and is available in grocery and convenience stores nationally.
Grocery Corporation is now GC Brands. Delivering world leading brands from our home in Manly, Australia
Brands p: +61 2 8404 0240 e: enquiries@gcbrands.com.au a: 28/22 Darley Road, Manly NSW, 2095
gcbrands.com.au
OPINION
A successful tomorrow
BEGINS TODAY
Theo Foukkare, CEO, AACS, discusses the structural shift that convenience and roadside retail is facing.
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THEO FOUKKARE CEO Australian Association of Convenience Stores
This is the largest structural shift that our channel will face in the next 20 years.” – Theo Foukkare, CEO, AACS
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n today’s modern society, it is very easy to get caught up in being obsessed with innovation, new retail principles, new marketing approaches and attracting new customers. Not for one minute am I saying that these areas are not important, but they can sometimes take over and become your everything. This results in a distraction away from the main reason that retailers and suppliers are in business – to make their customers happy, make their lives easier and give them what they want, when they want it. If you don’t understand your customer, how they think, how their habits are changing, how their preferences continue to evolve throughout their journey of life, then one of your competitors will and they will be gone. The key to retaining your customers is to continue learning about them so that you can adapt to their changing needs prior to missing it and allowing them to go elsewhere. The basis for making a customer happy is more than just brand, range, price, and location. Today’s customers want to know what you stand for, what your principles are and what you are doing to make tomorrow a better place for everyone. This isn’t easy as it takes a significant investment of time, alternative procurement principles, transparency about what you do and being open for criticism by your customers. While it isn’t easy, I can tell you that your business needs you to accept this challenge for its long-term survival. Now let me apply this thinking to convenience and roadside retailers. Customer habits are changing – online shopping, work from home, urbanisation of population, healthier lifestyles, smaller top up grocery shops, even their choice in how they will power their vehicles in the future. This is the largest structural shift that our channel will face in the next 20 years. The good news is that if you haven’t started changing the way you think about what your customers want and how their needs will change, it isn’t too late. Yes, you have some catchup up to do, however with the right insights, mindset and attitude you can be ready for what’s ahead.
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Think about this for a minute. Today, customers come to your store to purchase fuel, food, drinks, coffee, tobacco, and other items. On average, more than 460 times per day, everyday of the year we have the customers in our retail stores. This is a very unique opportunity that we have as retailers to influence each and every single customer purchasing decision. This can be compared to the largest testing ground most of your competitors would love to have access to. My point here – talk to your customers, ask them what they want, ask them how their needs are changing, if an EV customer comes in, offer them a free coffee for 10 minutes of their time and see how their behaviours have changed and what you need to do to keep them in the future. The trick here is to understand what they want, then to build out your plan on how you will capture their spend that they are currently giving to your competitors. QSRs, grocery stores, post offices, online retailers, meal solution providers, parcel delivery providers – go and get them. These won’t work in every store, but elements of them will. Think differently, make your customers lives easier, give them less reasons to use your competitor’s stores by creating a destination retail precinct that customers feel happy to spend their time and hardearned money at. When we look around us in Australia, our retail channels continue to blend. Large format grocery retailers are building small format stores, they are delivering products into people’s homes across thousands of suburbs for customer convenience, and this obsession with the customer will only continue. Convenience and roadside retailers are best positioned to capture consumer spend in the years ahead through their convenient locations and 24/7 trading hours. Start thinking outside the square, talk and listen to your customer more, and your future will be bright. C&I
www.winwithr ockstarenergyd
rink.com.au
OPINION
AUSTRALIA IS BACK
– and the competition for retail sales will heat up!
T
DARREN PARK CEO United Convenience Buyers
Wouldn’t it be great if the convenience industry as a whole establishes itself as a key retail environment that shoppers trust, and we become a key part of their regular routines?” – Darren Park, CEO, United Convenience Buyers
here’s no doubt that the pandemic has been an experience that no one wants to see repeated. We all know of friends, colleagues or even competitors that have seen both the good and bad over the last two years. Shoppers now have concerns about the increasing cost of living, with many households saying this is their most important concern right now, which brings with it the risk of a reduction in discretionary spend. And as inflation bites, shoppers could look to manage their spend by shopping around, which means if they can save money this way, there are likely to be more visits, but smaller basket sizes made across all channels. The convenience channel has worked so hard to provide a safe, clean, and inviting shopping experience, now is not the time to relax. We need to keep as many of the shoppers that have trusted us over the past two years as we can and keep ourselves as an industry sharply presented so any new shoppers see us at our very best. The benefit that convenience retailers have is that we are a vibrant part of the local communities that we serve daily and as a result, our local pride shines through in every shopper visit. With shopper mobility on the rise, there’s no better time than now, to take time and take a detailed look at your store and ask, is it as well presented as it can be? Is it clean, do we have the best range and promotions in place and are we presenting on the go food in an appetising way? I get asked quite often what are the best basic hints and tips that can be easily adopted by all convenience operators, and there’s no better time to share some of these. Cleaning comes first – convenience has established a strong safe and clean reputation. To provide your customers with a top-notch experience, create a cleaning routine that not only addresses all the aisles and shelves that they see, also give extra attention to high traffic areas like the store entrance, food and snack areas, the transaction or checkout area and of course the big one of them all, the restrooms. These high-traffic areas can make a big impact on a customer’s first impression of your interest in customer comfort and even ensure they keep coming back to you, time and time again. Here’s a few suggestions, to help ensure a clean experience for your customers. • First glimpse. The entrance to your store, is the customer’s first glimpse of your business. Make it a clear and shiny welcome, with windows and doors that reflect cleanliness. Clean the windows frequently to keep them free of dirt and sticky handprints from all those snacks you sell. • High touch areas. Cluttered or dirty counters with fingerprint marks are not customer friendly. Clean counters and checkout areas frequently, as they are constantly touched throughout the day. Use your favourite multipurpose cleaner to clean and disinfect in
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one step. With so many deliveries happening in-store across the day, remind employees to keep aisles and checkout areas clear, by putting items away as soon as possible. This is also a good health and safety tip too. • Don’t forget to dust. Shelves, fixtures, hot food ovens and drinks coolers can pile on the dust without a proper cleaning program in place. Regularly dust these areas and keep them free of dirt. • Attractive floors. A clean floor is literally a reflection of your business. Design a daily routine of mopping to help clear away surface dirt, and then damp mopping to remove other particulates and oily footprints. • Keep your restrooms sparkling. The level of restroom hygiene can greatly affect the overall impression of your store and should be routinely cleaned. From my experience, restrooms are the most important area to clean, but also the most difficult. As they say, nothing good comes easy! What about on-the-go food? Growth and innovation in the on-the-go category highlights the importance of convenience for shoppers. Shoppers are looking for options that make it easier for them to fuel up and prioritise their health and support their lifestyle, including well known concerns over hygiene and safety. Across convenience, while we have seen the rise of differing on-the-go foods, the hot food area remains the category that generates so much focus. Retailers should view hot food product displays as an extension of their customer experience. • First glimpse. Is your pie warmer full during your known peak sales times? With many shoppers not returning to the office fulltime, let’s not be unprepared to serve them. • Always be ready to satisfy a need. Do you have a representation of hot food items during non-peak times? Food waste is something that if we want to be in food retailing, we must manage. Managing doesn’t mean completely avoiding it though. • Bundling. Adding related products to a pending purchase is a powerful way to grow revenue and build a value for money perception with your shoppers. Leverage your respective promotional programs effectively, ensure POS is in place and that you remind shoppers where appropriate, of the value offering available. There are many more and we might find time in further editions of C&I to share these. What I do hope is that as an industry we all work hard at keeping the shoppers we have and also enticing new shoppers to trial us. Wouldn’t it be great if the convenience industry as a whole establishes itself as a key retail environment that shoppers trust, and we become a key part of their regular routines? Until next time, Darren Park
OPINION
GOOD CULTURE is just good business
SKYE JACKSON General Manager Merchandise Ampol
One of the simplest and most important aspects to driving positive culture is about providing direction and defining what you’re trying to achieve.” – Skye Jackson, General Manager Merchandise, Ampol
Skye Jackson, General Manager Merchandise, Ampol, writes about the importance of building a positive and inclusive culture in our new normal of remote and office working.
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s I sat down to write about the benefits of positive culture for my presentation at the C&I Expo and Symposium, I reflected on just how much more challenging it has been to drive positive culture through the impacts of COVID-19. Remote working adds a layer of difficulty to driving an engaging culture, and with our teams now splitting time between the office and the home, some of these challenges will be here to stay. Firstly, the case for positive culture is a simple one. Research by Deloitte suggests that 94 per cent of executives and 88 per cent of employees believe that culture is important to a business’ success. In addition, a positive culture is citied to have a significant impact on areas like recruitment, where it can entice talent to join or drive loyalty with the talent you already have. Culture is important to driving results in your business. While the ability to influence culture has been significantly impacted by COVID-19, the extent to which these challenges will continue will remain to be seen as we redefine the ‘new normal’. For me, one of the simplest and most important aspects to driving positive culture is about providing direction and defining what you’re trying to achieve – the ‘What’. You may call it your business objectives, business plan or goals, whatever you call it, the most important part is making it clear to your team. In addition to setting these objectives, it’s equally important to report on progress regularly and have transparency around performance, particularly with objectives that are linked to individual bonuses and remuneration. Potentially even more important to the ‘What’ is the ‘Why’ – the meaning behind what you’re trying to achieve. This is often represented by your core values or mission statement. How you bring this to life with your team is integral in driving culture. For Ampol, our purpose is ‘Powering better journeys today and tomorrow’ and a great example of how we bring this to life is our value ‘never stop caring’. We bring this to life through the Ampol Foundation that supports organisations including The Smith Family, Surf Life Saving Australia, Clontarf Foundation and Stars Foundation. We also give our people the opportunity to give back through workplace giving and volunteering leave. If we have the ‘What’ and the ‘Why’, as leaders it’s then important to think about how to foster an environment that enables people to connect. Simply spending time together and getting to know each other as individuals is an important part of developing a strong positive culture.
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This is exactly where we have been challenged with COVID-19 over the past two years. In the early phases of COVID-19, we could rely on the relationships we had already developed, but as time went on and our teams naturally changed, we were challenged to find new ways to build social connections with new team members in a remote environment. At Ampol, we created opportunities for ‘remote’ social activities, which included virtual Pilates classes, a dumpling making class, trivia, and games nights. These were great ways to keep people engaged through the challenging weeks of lockdown. Personally, I’m very happy that we’re moving back to a ‘new normal’ of face-to-face activities and I appreciated being able to have a Christmas party last year! The challenge as we move to a new normal of flexible work environments is finding the right balance of faceto-face versus virtual interactions and ensuring we can be inclusive of those who aren’t able to attend in person. I now have a team that’s spread over two states, so the luxury of having a beer after work on a Friday each month is no longer a reality. For me, it’s about ensuring we have enough ‘social’ time in our meetings. For example, breaking up our monthly team meetings with a ‘getting to know you’ segment (which I hope is self-explanatory)! They’re usually full of laughter and help break up the agenda and keep everyone engaged through the session (another challenging by-product of virtual meetings). Which is my final point on positive culture… make sure you’re finding ways to make it fun! C&I
www.rockosaustralia.com.au 07 5499 1191 sales@rockos.com.au
INDUSTRY NEWS
Virtual REP is the anytime, anyplace rep Australia’s been waiting for There’s a small revolution happening in the retail industry, something that has been a long time coming and is making everyone ask themselves when they can get onboard. It’s called Virtual REP and it’s here. Right now. Virtual REP is a new mobile app that gives store owners access to exclusive promotions and deals from top FMCG brands, no matter where you are. Here’s how it works: • Download the app from the Apple App Store and instantly connect with exclusive offers from your favourite brands. • New promotions and product launches are right there at your fingertips and best of all, you never miss out again as there’s no more waiting for a field rep to visit. • Virtual REP even makes it easy to earn rebates and other incentives with just a few taps. No matter how big or small your business or where in Australia it is
located, start experiencing what it’s like to be at the front of the queue with the latest promotions and deals. No more missing out because a rep didn’t visit, no more emailing photos, missed rebates, or lost sales. It’s a whole new way of doing business with your customers’ favourite brands being centre stage. Just scan the QR code and download Virtual REP today. You’ll wonder how you ever managed without it.
Virtual REP and the Woolloo difference
Woolloo is the name behind an expert team of retail innovators, trusted by Australia’s most respected brands including Arnott’s, Beiersdorf and Stuart Alexander, to streamline store visits for their field teams. With insights gained during the development of their revolutionary retail platform, Woolloo created Virtual REP to help brands reach more stores, cost effectively, and at scale.
Request a personal demo and see how Virtual REP will increase your sales performance. Find out more at woolloo.com/virtual-rep
Armor All is the official auto cleaning and care partner of Oracle Red Bull Racing Preparation is everything
In Formula One racing, much like on the road, preparation is everything, reinforcing that no matter their level of expertise, every driver wants the best quality care for their car. As part of Armor All’s partnership with Oracle Red Bull Racing, you’ll see Armor All® branding on Red Bull Racing cars, in the garage and be worn on the gloves of the team’s drivers,
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Max Verstappen and Sergio Perez. And more importantly, the partnership will also extend to stores wherever Armor All® products are sold as well as consumer promotions that will offer fans opportunities to have a full race experience. “We’re thrilled to join Oracle Red Bull Racing as the team’s official auto cleaning and care partner, bringing two iconic brands together who
value innovation and high-quality performance,” said Lori Shambro, Chief Marketing Officer of Energizer Holdings, Inc. “This partnership is momentous for Armor All® as we look to make our brand accessible to more consumers globally and connect and engage with people who share a love for their cars and racing.”
For distribution enquires, e-mail EAPL.customerservice@energizer.com or call your Energizer Representative
INDUSTRY NEWS The 2022 C&I Expo started each day with a symposium featuring insights from some of the most respected names in the P&C channel, before heading downstairs to the expo hall which was jam-packed with innovative exhibitors from around the country.
THE
C&IRETURNS! EXPO The long awaited 2022 C&I Expo has made a triumphant return. 60 April/May 2022 | C&I | www.c-store.com.au
INDUSTRY NEWS
Ryan Price and Mick Gander - Nutree
Olivia Iacuone and Malvina Russo from All G Foods
Kim Odgers, Yaniv Amar, Yaniv Peleg, Natasha Marycheva, Shai Ben Sheemon from Peleguy Distribution
If you want to kickstart your business, this is the place where you want to come.” – Vern Brickman, Adverto & PumpTV Global
Vern Brickman (Adverto/PumpTV Global)
Chris Ross, Riordan Fuels Colac and Barbara Young, Riordan Fuels Inverleigh
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Eddy Nader, Nader Petroleum and Harry Phillipou, Pacific Optics
Darren Park, UCB with Chrish Graebner, LeVel Beverages
fter a two-year hiatus, the C&I Expo returned with resounding success. Taking place at the Melbourne Convention and Exhibition Centre, the expo featured a diverse range of exhibitors, from first timers to repeat attenders, providing a platform for those in the industry to build business relationships, network, and learn. The expo started each day with a symposium featuring insights from some of the most respected names in the P&C channel, before heading downstairs to the expo hall which was jam-packed with innovative exhibitors from around the country. On the second day, we had special visitor in comedian Sam McCool join us, who spent the day getting to know the exhibitors and taste-testing every product he could get his hands on. The event was rounded up in fun fashion, with McCool giving away cash and a brand-new Apple Watch.
Steve Brown (UCB) and Romalie Cascini (BP)
Skye Jackson, Alexa King, Janet Gonzalez, Ampol
Tal Avrahami, from Smooth Wholesales, said he met a number of new potential customers, including multi-site operators in Victoria, NSW, and Queensland. “It is great that stores are looking for new buying options such as ranging toys or our range of mobile phone accessories for example rather than relying on existing suppliers as they are looking for a point of difference.” Vern Brickman, from Adverto & PumpTV Global, said the response at this year’s C&I Expo has been better than ever before. “We had more than 12 enquiries on the first day and on the morning of the second day we had already had six more – so I would have to say that this year’s Expo has been the most successful I have ever been to. If you want to kick-start your business, this is the place where you want to come.” Stay tuned for more coverage of the C&I Expo in our June/July issue. C&I April/May 2022 | C&I | www.c-store.com.au
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INDUSTRY NEWS
Brands
Strong growth leads the way to a new identity for Grocery Corporation Grocery Corporation has announced that it will be trading as GC Brands moving forward due to the company’s strong growth and its entry into new channels outside of grocery. The company’s new identity recognises its recent growth with iconic brands such as Nerds, Gobstopper, Splenda, HI-CHEW Candy, Baileys Chocolate and NOMO ‘Free From’ Chocolate all joining the stable over the past three years. These unique additions, along with strong organic growth across the portfolio, have pushed GC’s operations into numerous channels, including petrol and convenience.
Myles Thompson, CEO, GC Brands, said that as the business continues to grow, its reputation will remain built on the strong industry relationships created by its talented and enthusiastic team. “These are the foundations which underpin the impressive results GC has consistently delivered for our brands, customers and trading partners,” he says. “Grocery Corporation is a third generation, family-owned sales, marketing, and distribution business representing a selective portfolio of premium diverse brands. Proudly Australianowned and having commenced trading 95 years
ago as W.K.King Sales, the business evolved into Grocery Corporation in 1996. “We are now proud to announce that from 2022 onwards the business will be trading as GC Brands.” GC Brands has launched a new website and is encouraging industry to keep an eye out for some other changes that will be coming as it continues to evolve its new identity. Please contact enquiries@gcbrands.com.au if you would like to discuss any opportunities to partner on a new brand or see retail opportunities for GC Brands’ existing portfolio.
OTR becomes first Australian convenience retailer to accept cryptocurrency OTR will begin accepting payment in cryptocurrency across all its convenience operations from July. Peregrine Corporation, which operates 170 OTR service stations and Smokemart and Giftbox outlets, has partnered with DataMesh Group to enable its customers to pay via cryptocurrency across the entirety of its Australian operations.
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Yasser Shahin, Executive Chairman of Peregrine Corporation, said the growth and mainstream acceptance of cryptocurrency adoption in Australia and the rest of the world has offered them a clear opportunity to tap into the momentum of this fast growing space. “Our payments partner DataMesh has enabled Peregrine to take advantage of emerging payment trends and be a market leader in offering our
customers alternative payment choices across our point-of-sale terminals. This is part of the trend that sees OTR as a leader in payment innovation.” DataMesh Group has enabled this partnership by onboarding Crypto.com as a payment acceptance type across Peregrine’s in-store point of sale terminals. “Crypto.com is a world-changing platform. It is synonymous with the future of technology, payments, and business. We are excited that our collaboration with Crypto.com and DataMesh has enabled this capability, and I look forward to our customers embracing this innovative and convenient way to engage with us,” said Shahin. The sites include OTR service stations, C Coffee dine-in and drive-through cafés, Subway, Oporto, and Wokinabox restaurants. Karl Mohan, General Manager Asia and Pacific, Crypto.com, said the landmark partnership enables them to walk the talk on what they set out to do when they first launched in Australia, which is to support customers to pay with cryptocurrencies at real time market prices, avoiding the cost and hassle of fiat conversions. “We’re thrilled to be bringing this vision to life with one of the most trusted companies in Australia.”
Introducing the C&I Podcast In-depth coverage of news, events, and insights relating to the petrol and convenience channel, brought to you by the team at C&I. If you’re interested in featuring on the podcast, please contact:
Safa de Valois
Group Publisher & Commercial Director 0405 517 115 safa@c-store.com.au
Thomas Oakley-Newell
Deputy Editor 0405 969 565 tom@c-store.com.au
Episode 1
Theo Foukkare...
INDUSTRY NEWS
Mike Davis, Vice President, NACS Member Services
Sandra Lau Future Fuels Manager, Viva Energy
AACS BRINGS INDUSTRY TOGETHER AACS has hosted its annual Connect 22 Conference and awards celebrating the very best in terms of performance for both suppliers and retailers throughout the industry. The Connect 22 Summit was a showcase of what we have achieved over the last 12 months and how we are continuing to add value to our members every day.” – Theo Foukkare, CEO, AACS
T
he Australian Association of Convenience Stores (AACS) hosted its Connect 22 conference and gala dinner at the International Convention Centre (ICC) in Sydney’s Darling Harbour last month. The Connect 22 Summit was sponsored by Coca-Cola Europacific Partners and focused on AACS’ three key pillars of advocacy, connection, and knowledge. Unfortunately, AACS CEO Theo Foukkare was unable to attend for health reasons, so AACS Chair, Stephen Crystal, provided an update on the great work AACS has been doing and the progress it has made particularly in areas such as alcohol and vaping. The AACS awards are a celebration of excellence within the convenience sector and showcase the very best in terms of performance for both suppliers and retailers throughout the industry. The Retailer and Suppler awards are evaluated through the CMA Convenience Pulse program, which benchmarks supplier and retailer performance over the entire 12-month period, a very detailed and exhaustive process. During the Connect 22 Summit, Ben Meredith, Strategy and Policy Advisor, AACS, gave a preview of the new AACS website, which is set to go live towards the end of April and will include the new AACS Training, which will feature short courses both online and offline as well as accredited courses. Additionally, Meredith released information about a
64 April/May 2022 | C&I | www.c-store.com.au
new Campaign that AACS has developed called ACCESS by AACS, which is designed to promote choice, educate stakeholders and provide balance to the arguments around vaping, alcohol, and alternative fuels. Meredith also highlighted AACS new partnership with the National Retail Association (NRA), which has assisted with the training modules as well as the ‘No one deserves a serve’ campaign, which addresses the issue of retail crime. Speakers throughout the day included Brett Barclay, Director, CMA, who launched the 2021 AACS State of the Industry Report, highlighting that overall, 2021 was a solid year for convenience retail. Despite the many challenges the industry has faced, such as COVID and the decline of tobacco, the industry has continued to see consecutive growth for the past seven years no easy task. Andrew Leakey, General Manager, Mars Wrigley, delivered an important message around sustainability and how customers put their trust in suppliers and retailers to drive the change for the promise of a better future. Joanne Taylor, Executive General Manager, Ampol, spoke about the challenges that we’ve faced as an industry but highlighted that with challenge comes opportunity. And presentations from the two Peter Jowett winners, Joshua Cooper from bp Australia and Matt Gronow from CocaCola Europacific Partners, gave us a glimpse into our future forecourts and what they could look like.
INDUSTRY NEWS
Hon Bruce Billson, Australian Small Business and Family Enterprise Ombudsman
Mike Davis, Vice President, NACS Member Services, was one of the keynote speakers and discussed the future of convenience and covered how many of the challenges being faced in the US are similar to what we’re facing locally, so we can look to how some of those businesses are innovating to solve these problems. Investor, Advisor, Adventurer, and Alternative Futurist Gus Balbontin was the second keynote speaker and reminded us of the difference between resourcefulness and resources, and to focus energy on fixing the customer's problem rather than what you perceive as the business’ problem. Other speakers included Sandra Lau Future Fuels Manager, Viva Energy; James Kennedy, Chief Technology Officer and Founder, Tritium; Hon Bruce Billson, Australian Small Business and Family Enterprise Ombudsman; Paul Nicolaou, Executive Director, Business Sydney; and Bec Goulter, Director, NRA. While AACS CEO Theo Foukkare was unfortunately unable to attend due to falling ill, he did share the following message with C&I regarding the success for the conference.
“Our AACS Connect 22 event was curated to share insights for members to help shape the future of convenience retail in Australia. Once again, we reconnected the industry at our summit with over 470 registered attendees, followed by an awards night of nights attended by over 650 leaders from the industry! “Whilst I was unable to attend in person due to falling ill right before the event, the energy while I was streaming live was fantastic, so I can only imagine that in person it was even better. I wanted to personally thank my team and the AACS Board for helping in my absence, with a special thankyou to our Chair Stephen Crystal, our Treasurer Brett Barclay and our Policy and Strategy Advisor Ben Meredith for stepping up at the last minute to fill in – a great team effort. “The Connect 22 Summit was a showcase of what we have achieved over the last 12 months and how we are continuing to add value to our members every day. “I am thankful for the unprecedented support that our retail and supplier members are providing. We are here for our members – day in and day out.” C&I
AACS AWARD WINNERS Retailer of the Year Winner: 7-Eleven Finalist: bp Australia
Telecommunications Winner: Telstra Finalist: Optus
Finalist: Chevron
Finalist: Vodafone
Supplier of the Year
Distributors
Winner: Patties Foods
Winner: The Distributors
Finalist: Coca-Cola Europacific Partners
Finalist: Metcash
Beverages
Tobacco
Finalist: PepsiCo
Winner: Coca-Cola Europacific Partners Finalist: Asahi Beverages
Finalist: PFD
Winner: Philip Morris International Finalist: Imperial Tobacco
Finalist: Red Bull
Finalist: Richland Express
Snacking
Food on the Go
Winner: PepsiCo
Winner: Patties
Finalist: Peter’s
Finalist: Handmade Food Co
Confectionery
Corporate Store of the Year
Finalist: Snackbrands
Winner: Mondelēz Finalist: Mars Wrigley Finalist: Nestlé
Finalist: Mrs Mac’s
Winner: bp Gateway Bayside Finalist: Ampol Foodary Blacksoil
Finalist: Ampol Woolworths Metro Kew
Peter Jowett Awards Retailer winner: Joshua Cooper, bp Supplier winner: Matt Gronow, Coca-Cola Europacific Partners
Store of the Year and Independent Store of the Year Tied winners: APCO Café 24/7 Wangaratta and Urbanista Café and Convenience Colyton Park Finalist: The Station Grocer, Lennox Head
Grocery and General Merchandise Winner: Pacific Optics Finalist: Repco
Excellence Award for Retail Offer Development Winner: OTR Linden Park
Excellence Award for Community Engagement Winner: The Station Grocer Lennox Head April/May 2022 | C&I | www.c-store.com.au
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INDUSTRY NEWS
AUSSIE SOLES RAISES GLOBAL PROFILE The Australian orthotics company has raised $165k in its first crowdfunding campaign in the US and will use the funds to raise global awareness of the brand.
A
P&C stores should stock Aussie Soles to support the greener future and show true support for their customers.” – Craig Taplin, Founder and Director, Aussie Soles
ustralian orthotics company Aussie Soles is working to take a larger portion of the estimated $116 billion global sandals market after successfully completing a capital raise in the US. The company, which was founded by Craig Taplin in 2005, raised $165k in its first US crowdfunding campaign and is preparing to launch a second campaign in Australia. Taplin told C&I that the funds will be used to raise global awareness of the brand and its eco-friendly ethos. “We aim to make Aussie Soles a global household name in the world of footwear,” he says. Aussie Soles was born when Taplin created a range of arch support foam thongs and clogs for all ages. The footwear is made using the latest technology and in plantbased and recycled plastic for a truly greener stance. “We want to support as many people as possible on the planet while supporting the earth with recycled and sustainably sourced materials focusing on plant-based sugarcane foam for our thongs and outsoles, and Aussie Merino sheep skins and fleece for our winter lines.” Taplin says that the main priority for Aussie Soles in 2022 is to successfully launch its winter range of arch support Ugg boots and slippers while developing strong relationships with podiatrists and new partners alike.
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The company has focused on its direct to consumer (D2C) business globally, launching three new sites for the US, Europe and the UK while growing its business to business (B2B) strategy in Australia. Its range of footwear is available through a variety of specialty stores including pharmacy, gift, sporting goods, podiatrists, and now the petrol and convenience (P&C) channel. “P&C stores should stock Aussie Soles to support the greener future and show true support for their customers,” says Taplin. “Aussie Soles customers are lifers once they start wearing us and love to share the comfort and support with all their friends and family. They also share the locations that Aussie Soles can be found making us the right choice for word-of-mouth marketing in arch support eco-friendly thongs and footwear. “Sometimes the hardest decision to make is one that will bring you the most joy and success, it’s the unknown and the negative chatter that you must push through to find the diamond in the rough. “Aussie Soles is that diamond and the joy that we bring to millions of people’s lives every day is testament to our success.” C&I
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Visit www.envirotank.com.au or call us on 1800 818 354 for more information
PETROL NEWS
TOP 10 WAYS for an indie service station to remain competitive Dan Armes, Founder, ServoPro provides 10 handy tips to make an independent service station stand out against its competitors.
I
ndependent service station owners are always looking for ways to remain competitive against major petrol station chains. There are limits to what you can do regarding the price of fuel, so it’s time to look at a few factors that are within the control of the independent service station owner. There are plenty of ways that you can drive business and put your best foot forward that don’t involve cutting prices. Let’s explore the top 10 ways we encourage ServoPro members to stay competitive against their much larger competitors.
1. STRONG RETAIL OFFERS
DAN ARMES Founder ServoPro
There’s nothing that people love more than a deal, and many are constantly on the lookout for a good one. By offering strong retail offers at your service station, you’re providing a large portion of your customer base a reason to choose you over a competitor. Choosing specific days of the week for special promotional offers, like deals on coffee on Mondays to get customers revved up, or doughnut deals on Fridays to act as a special treat heading into the weekend. Be creative and flexible with your promotional strategy to gain the attention of potential customers.
2. GREAT CUSTOMER SERVICE
Good customer service puts a smile on someone’s face, but great customer service sticks with someone all day and keeps them coming back. You can promote great customer 68 April/May 2022 | C&I | www.c-store.com.au
service by encouraging your employees to get to know the regulars – not just learning their names, but knowing what they order and small facts about them. There’s almost no better feeling than being known and recognised within the community, and if your service station is a place where that can happen, people will remember you and make a point to choose your station above others.
3. LOYALTY PROGRAMS
What better way to incentivise loyalty than through loyalty programs? You can start one of these handy campaigns by using an old-fashioned punch card or going digital and asking for customers to plug in their phone number or email address every time they make a purchase at your petrol station. Loyalty programs offer rewards to your customers and encourage them to return to get those rewards, for example, 10 fill-ups at the pump could earn them a free coffee.
4. GET SOCIAL
These days, everyone is on social media – and that should include your service station. Utilising social media is the best way to get eyes on your business and to engage with your customer base. It’s not just great for your existing customers, it can also be a great tool to entice a new audience to come through your doors as well. Looping back to point number one, you can always offer deals that are unique to social media to incentivise people to follow you and stay tuned for updates.
PETROL NEWS
Innovation in the service station industry means doing things that your competitors haven’t thought of yet.”
– Dan Armes, Founder, ServoPro
7. INNOVATE
5. FOOD AND COFFEE
Service stations are no longer places to just fill up your fuel tank, they’re also a place for weary travelers – coming from near and far – to stop and refuel. And ‘refuelling’ for many people means - food and coffee. These are two things that you absolutely must stock at your service station, as most customers expect them when they walk through your doors. Some people even choose the coffee at petrol stations over popular chains, they love it that much. Your coffee is a big part of what you’re known for, so putting thought behind what you stock is everything when it comes to getting ahead of your competitors.
6. CLEANLINESS
When we talk about cleanliness, we are talking about keeping a clean service station in general. But even more so, we’re talking about clean bathrooms. Many people use service stations as a rest stop after a long trip, and the last thing that they want is to be disgusted by what they find in your restrooms. No, making sure the restrooms are spotless isn’t necessarily a glamorous job, but it is necessary. A clean bathroom in a service station is something that will stick out in a customer’s mind, simply because having a clean public bathroom is so rare. A clean bathroom will most definitely keep customers coming back to seek your cleanliness out.
Innovation in the service station industry means doing things that your competitors haven’t thought of yet. Finding out what’s popular and getting ahead of the trends is a great way to make sure that your service station has a leg up on those around you. If you’re constantly innovating and not allowing yourself to get too comfortable, there’s no way you’ll fall behind.
8. ACT ON CUSTOMER FEEDBACK
The hard truth is that not every customer is going to be 100 per cent happy with the service that you provide. Whether it’s your fault or not, when a customer gives feedback in the way of an online review or in person, it’s important to act on it and show that you want your service station to be the best that it can be. Even more than that, you want to show your customers that you value their opinions and the experiences that they have within your petrol station. So, when a customer has a complaint, act on it and do what you can to amend what went wrong.
9. HIRE THE BEST EMPLOYEES
Having an exemplary service station begins by having exemplary employees. Hiring employees that truly care about your business and the service that it provides is the foundation of a successful service station. You can rest easy knowing that the people running your station put in as much effort as you do. Excellent employees will go out of their way to greet customers, remember regulars, improve the store, and fix anything that goes wrong throughout the day.
10. BE AN ACTIVE PART OF THE COMMUNITY Your service station is an integral part of the community. Your customers stop in for a variety of different, important reasons. They use your service station to fuel their cars, fill their stomachs, grab a snack for the road, and much more, depending on how many services your petrol station offers. Customers also stop in with the expectation of seeing a friendly face that knows them and who is happy to see them, and having this camaraderie strengthens your bond with the community. You can also be an active part of your community by allowing people to post signs on your bulletin board and by taking part in community events. This will make you stick out in people’s minds, and they’ll be more likely to choose you over larger competitors that don’t have that aspect of support for the community. C&I
April/May 2022 | C&I | www.c-store.com.au
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