C&I Retailing Magazine August - September 2018

NATIONAL CIRCULATION 22,370

AUGUST/SEPTEMBER 2018

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CONTENTS

EDITORIAL

AUGUST/SEPTEMBER 2018

24 80 08 FACETIME

Steve Chapman, CEO and Co-founder of Shine+

12 STORE REVIEW

Nashi's fresh and on-the-go menu

16 AACS

AACS: Digital licences on the way so focus turns to education

20 CATEGORY FEATURE: ENERGY DRINKS Resilient beverage segment continues to deliver

24 CATEGORY FEATURE: ICE CREAM

Exciting new products should see ice cream sales sizzle this summer

30 CATEGORY FEATURE: FRESH FOOD AND SANDWICHES Quality food offer hits the spot

34 THE PROTEIN UPDATE

Protein products have risen in popularity

I

It’s showtime!

n addition to our exciting and continuous 30th anniversary celebration, we are excited to say that our annual Expo is back on once again!

Held in Melbourne this year, the C&I Expo is chock-full of businesses and brands ready and willing to showcase their latest product developments and partner with new clients.

The C&I Expo is the largest and most popular specialist convenience industry trade show held in Australia, open to retailers and suppliers from all banners and brands.

Attend and see the latest in merchandising, foodservice, all kinds of major brands and lesser-known products for resales, as well as retail store forecourt equipment.

Whether you are interested in spicing up the range in your pie warmer, maybe improving your coffee offer or simply broadening the range of your on-the-go food, the C&I Expo will save you a great deal of time and money in checking out the market.

If you own or work in a convenience store, corner store, newsagency, community store, retail café or minimart, the C&I Expo will bring you up to date with all new industry trends and products.

Don’t forget that entry is FREE and that we have a C&I showbag up for grabs filled with the latest and greatest products. Get into the show early to ensure you don’t miss out!

Lucy Marrett Editor

36 PLASTIC BAG BAN Managing the ban

38 PRODUCT NEWS All the latest in NPD

68 OPINION PIECES

Darren Park, Charles Watson, Brett Barclay

76 OVERSEAS INSIGHTS

Howland Blackiston USA, Polly Simons UK

84 INDUSTRY NEWS Kanguru, IGA

88 PETROL NEWS

Dan Armes, Dover, Gallagher, In The News

98 ONLINE ROUNDUP

Our top stories from C-store.com.au

Safa de Valois

James Wells

Keith Berg

Ben Curtis

Jeremy Gough

PRIME TIME

PeleGuy Distribution has you covered!

Old Faves to feature in Nestlé Retro tower!

Nestlé will be keeping the spirit of the ‘70’s alive with a retro themed display exclusive to the impulse channel through August!

Bringing together some old time iconic faves such as Chokito, Peppermint Crisp and Crunch the display will be a sure winner with shoppers looking for some nostalgia to brighten their winter. The promotion will see these brands return to the impulse channel, which date back to the 1960's.

Chokito, with its unique mix of chewy caramel fudge, crunchy balls and loads of chocolate has been on something of growth spurt over the past year, up by more than 16%* within a category which has been in decline!

The Retro tower will feature these old time faves as well as some of the other Nestlé range including Australia’s #1 Chocolate bar – KitKat 45g*. In store now. *AC Nielsen Grocery/Convenience combined database MAT 29/04/2018

ML-2V Mixed Banknote Value Counter/Sorter

Petrol Services Australia

The ML-2V banknote counter and sorter is a fast, high-quality machine. Its smooth, quiet and user-friendly operation ensure that it is the most reliable banknote counter available. Its four pick up roller system ensure it handles the large window of the next generation banknotes with ease, and its doublesided imaging sensor puts it years ahead of other products on the market.

The ML-2V is sought after by banking institutions worldwide, due to it being able to handle multiple currencies and high standard of counterfeit detection.

FEATURES • Value count/sort mixed banknotes using image • 5-inch full colour LCD touchscreen, as well as quick change buttons • Modular structure for easy maintenance • Compact design and very user-friendly interface • Available with counterfeit detection and multiple currencies (up to 20) Abacus is proudly Australian owned and operated with over 15 years of experience in the currency handling industry. Our superior pricing and service reputation put us second to none. www.cashsystems.com.au 1300 227 479

Published by C&I Media Pty Ltd (A division of The Intermedia Group) 41 Bridge Road (PO Box 55) Glebe NSW 2037 Tel: 02 8586 6292 Fax: 02 9660 4419 E: magazine@c-store.com.au

PeleGuy Distribution was established over 15 years ago and is currently one of the leading suppliers in the Petrol & Convenience channels in Australia.

PeleGuy is known for the high quality of its products, exemplary storeto-store customer service and competitive prices.

PeleGuy Distribution constantly expands their market knowledge and learns what is best for their customers on an individual basis.

A wide range of products is always on offer from leading brands in health and beauty, mobile phone, car and smoking accessories, as well as the unique and very popular Vibe funky USB cables and their own range of TIKO Jet and latest TIKO USB lighters.

PeleGuy is continuously upgrading and expanding their functional and fashionable range to suit the evolving market needs and provide their customers the best value for money.

Visit www.peleguy.com.au and come see their friendly staff at the C&I expo, stand C13.

Petrol Services Australia are pleased to announce the opening of their latest branch at Prestons in Sydney.

Established in 1998 the business has grown and expanded into Australia’s largest privately-owned fuel equipment specialist with branches in South Australia, Victoria, Queensland and most recently New South Wales.

With over 30 years’ experience Petrol Services Australia offers a complete design, installation and maintenance solution for retail and commercial petroleum and LPG storage and dispensing systems.

Petrol Services Australia service all major oil companies and independents throughout the Australian Market providing a vast array of services including 24/7 help desk, highly skilled technicians fully trained in fault finding & diagnostics and servicing to all makes and models including Gallagher/PEC, Gilbarco, Compac, Wayne, Red Jacket and FE Petro.

Contact us today to discuss your specific service requirements.

Contact Sharyn Wright, Chief Development Officer.

1300 052 847 sales@petrolservices.com.au www.petrolservices.com.au

Publisher: C&I Media Pty Ltd

Editor at Large: Keith Berg

Features Editor: Jeremy Gough

Commercial Director: Safa de Valois

Editor: Lucy Marrett

Graphic Designer: Adrian Tipper

Editorial Director: James Wells

Account Manager: Ben Curtis

DISCLAIMER This publication is published by The Intermedia Group 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.

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 © 2018 - The Intermedia Group Pty Ltd.

Average Total Distribution: 22,370 AMAA/CAB Publisher Statement Period ending 31 March 2018 PROUD MEMBERS OF:

INFORMATION PARTNERS:

August/September 2018 | C&I | www.c-store.com.au 5

WHAT’S NEW

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FACE TIME

S

Steve Chapman of Shine

From teenage business mogul to humble entrepreneur

STEVE’S CHANCE TO SHINE

8 August/September 2018 | C&I | www.c-store.com.au

teve Chapman was born in Sydney, around the Sydney’s lower north shore area. His dad worked really hard, seven days a week while his mum ran a small business but was able to be more present during his time growing up. Between him and his brother, there was rarely a moment that wasn’t a competition.

“A lot of my childhood I was super curious with creating things and tinkering with things, I was also into creating my own small businesses. From age 8 I would hire the local kids for $5-10 to wash a car, then get the customers to pay $20-25 per car wash, I thought this was fun and I enjoyed making money.

As I got older, I expanded on my business model and began to import designer hair straighteners from overseas. I would import them from the US and then sell them on eBay and then sell them to my girlfriend’s friends and investing all that money back in. At one point I had around 50 coming and they were all seized by customs because of how much money they were worth.

Everyone around me at the time was telling me I would be good at business when I grew up and so that’s what I set out to do.

I planned out my career and thought I would start out in a big accounting firm because they’re the only ones that hire out of high school. I thought cool, I can move to an investment banking role in the future.

I realised after much reflection that I developed an ego back in high school, as I felt like an outsider across a bunch of circles. The ego was developed to protect myself mentally and to try and fit in.

Two weeks after finishing my Higher School Certificate, I got a job at PricewaterhouseCoopers (PWC) as an accountant.

I up-skilled quickly on the job but realised shortly after that it wasn’t the entrepreneurial start-up thing that I was doing when I was a kid, it was auditing, accounting and tax.

I knew the accounting path wasn’t for me so I decided to leave PwC and university to pursue entrepreneurship. I wrote a sixteen page letter to my parents telling them as such.

So I started working on an app, a tech start-up. I had seen what Mark Zuckerberg was doing with Facebook and how much they had just bought Instagram for (at the time) and I got very excited by the idea of creating an app and selling it to Facebook for millions of dollars.

I foolishly told PWC in my exit interview that they could read about my next move in Forbes magazine, I had an embarrassing amount of bravado that it would work out.

So I started to work on an app called Facebuy, it was a combination of eBay and Facebook. From the get go it went well, I got a lot of press and won some young entrepreneur awards and the app got thousands of downloads. All this was reinforcing my ego that I developed in high-school, and that this get rich quick scheme was working. Unfortunately I was breaking Richard Feynman first rule “that you must not fool yourself – and you are the easiest person to fool”.

I had no experience or proper knowledge on building an app so people were trying to give me feedback and I just turned a blind eye to it. I mistakely just thought I had all the answers.

My plan was to sell this app to Facebook, and remember clearly when one morning I got an email at 2am from Facebook legal team. To my horror it was cease-and-desist letter from their lawyers because Facebuy was too similar

FACE FEATURE TIME to Facebook, and I couldn’t use the integration with their platform anymore. I didn’t know what to do because they had a huge legal team and I had zero, plus the app had stopped working technically because I’d gotten it built overseas and had many bugs that were not yet sorted out.

The worst part was that the whole project had cost me $80,000 and that money I had borrowed from my dad, from his retirement savings. Within 72 hours I had nothing to show for all my hard work and lost all my dad’s money.

It was devastating and the hardest thing I’ve ever had to face. I had a lot of people around me at this time, but it was very dark. I remember doing a lot of soul searching and trying to figure out where I went wrong. I had to reflect on my mistakes and learn from this, where I went wrong. I looked at every aspect of my life and spent a lot of my time in introspection.

I finally discovered the biggest insight that changed my life.

My main obstacle was my ego, and a severe lack of humility.

I was then determined to address this issue, or else I was sure that all other business ventures would be doomed to the same fate.

Through my experiences, I met Dr. Sam Prince, the owner of Zambrero (which now has 170 restaurants globally) and a really impressive human. He was the kind of mentor that I wanted to emulate everything; he had a concise value set and an impressive way of living. I thought that if anyone could teach me humility, it would be him.

I really enjoyed learning from him, and we built up this great friendship. He saw that I had potential and he took me on board as an apprentice (officially a Personal Assistant which included getting coffees, writing notes in meetings and trying to shadow him and learn from him as much as I could. It was the opposite of what most young entrepreneurs do but it was the best thing I’d ever done. All these wounds that I had, Sam and I started stitching them back together.

I spent three years as his full time apprentice and right hand. I wasn’t active on social media, and I was just focused on reading books, learning humility and reminding myself that I never wanted to be in a position to ruin things all over again. I stopped drinking alcohol, starting waking up at 4am everyday and did a complete 180 to my previous lifestyle.

Sam and I had always wanted to start something together, and we started looking around at what trends were happening and what we could see. We saw soft drinks in decline, along with sports drinks and energy drinks.

Consumers wanted natural ingredients and were becoming more aware of what they were putting into their body. They wanted healthy ingredients and clean labels, low sugar and low calorie but to not sacrifice too much on flavour.

We came across some research in the food world, that there are ingredients that had been shown to improve brain function, to help with memory, concentration and mental clarity.

We started to look if anyone had innovated in this space in beverages and whether there were any ‘smart drinks’ on the market and there just wasn’t, globally there was nobody doing it. We wanted to create a healthy drink that you could feel the benefits of after consuming. We wanted to help people work smarter, study longer and be more productive.

Importantly we didn’t want it to have that crash like you’d get from a coffee or an energy drink. So we wanted

to create a whole new category and not be compared to a ‘healthy energy drink’ because as soon as you put caffeine in something people start to question whether it is just an energy drink. And to us that is kind of like throwing a few extra lettuce leaves on a Big Mac and calling it healthy... people still think that McDonald’s isn’t good for them.

So the biggest challenge for us was to not be classed as a ‘healthy energy drink’ and to be able to create this new category of our own and make sure it stands for health, natural ingredients and functionality that are high quality.

We started looking at data and saw a bunch of interesting things happening in the US, particularly around Kombucha, where these probiotic, healthy functional beverages were the fastest growing new category.

We asked the philosophical question of; do people still want a mental pick me up that they usually get from a soft drink, energy drink or coffee? And we accepted that people are more stressed and overworked, they sit at their desk for a long time and are needing to concentrate. Work hours are extended now and we’re always switched on through our mobile phones, so we realised that people definitely still need this mental pick me up, but people are more conscious of what they are putting into their body – they don’t want to sugar, the additives and the crash that often comes with it.

We quickly realised that the customer demand for the benefit is still there, which is why we felt confident with our products, which are to give people the chance to shine and the chance to be their best in their day-to-day lives. C&I

So the biggest challenge for us was to not be classed as a 'healthy energy drink' and to be able to create this new category of our own and make sure it stands for health, natural ingredients and functionality that are high quality.”

Steve at Zambrero with Shine

Steve and his mum in Germany for the World Beverage Innovation Award

Steve and Dr Sam Prince in New York August/September 2018 | C&I | www.c-store.com.au 9

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Shane Clulow

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Mick Brown

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STORE REVIEW

FOOD ON A NASHI-ONAL SCALE The team at Caltex really embraced it and they’ve all been very supportive and they now own the full business.”

Nashi is expanding across the country with its fresh and on-the-go menu.

P

rior to Nashi’s first Melbourne store opening in 2002, its founder, Sam Nash had been working in hospitality and wanted to work towards having his own product, and his own brand.

Mr Nash saw the gap in the market for something “that was healthy, something that was made off-site and delivered into a store that was a high-foot-traffic, small-footprint area that basically gets people in and out over the lunchtime period because everything is ready-made".

“There are lots of cafes where you stand there while they make your order, and they are made-to-order and it would just take five minutes per person,” Mr Nash said.

“Really it’s been 15 years in Melbourne and we’ve opened multiple sites, we’ve sold some sites along the way, some sites have reached the end of their lease and we haven’t renewed but behind all that is we’ve tried to build a portfolio of the business.”

In 2017, Mr Nash was approached by Caltex who were looking at expanding their retail convenience with The Foodary, and were looking to high street developments. Caltex saw what Nashi represented and that it was in line with what they wanted and what they wanted to be. The discussion that followed was that there was no reason why they couldn’t grow two brands at once,

12 August/September 2018 | C&I | www.c-store.com.au

one being the retail-convenience side and the other one being expanding Nashi on a national scale.

Mr Nash said he had seen how a big company could run a small business, compared to small business running a small business.

“It was an opportunity to do something a little different, but to keep doing what I love as well,” Mr Nash said.

“The team at Caltex really embraced it and they’ve all been very supportive and they now own the full business.”

Wanting to expand from its initial Melbourne conception, Sydney was the next market that the Nashi team deemed would work well with the concept. Along with the opportunity available, Mr Nash said the demographics, population and weather would all contribute to a successful Sydney store.

Mr Nash said: “I’d wanted to get into Sydney for quite a few years and with the assistance of Caltex, that was quite a milestone with the first store in Sydney opening at Wynyard Station”.

In 2017, NSW Rail were offering their disused ticket booths are leasable spaces. Nashi and Caltex put in a tender submission and were successful.

STORE REVIEW Mr Nash said NSW Rail were really happy with how the first lease of the sites had come to fruition.

FRESH IS BEST The idea behind the Nashi brand is to have a homely feel and not to feel intimidating; this is done with the level of the food quality, and using real food.

Mr Nash said all the food is fresh, just for one day – “so it’s made today, gone today”.

Working hard for barista coffee behind the counter

Nashi keep cups for sale

“It’s about gaining their trust and then continuing to have new product developments to keep their interest,” Mr Nash said.

“If the food doesn’t get sold, we donate to St Vincent De Paul and OzHarvest in Melbourne.

“The food is reasonably priced, they’re mid six’s and seven’s, there’s a range – the half sandwich is in a reasonable price point at four dollars.

“They’re the gourmet size, there’s a consistent weight with the protein of around 100g as well as everything else that comes along with it – It’s a decent meal.

Nashi takeaway cups

The interior of Nashi Parramatta

“Then we have the minis in there so there’s a half-size, and we have a half-baguette or the full baguette.”

The food range includes gluten-free options including wraps, salads as well as the fresh fruit options.

The brand plans to continue to expand into new stores and get comfortable with the products they’re selling, they will introduce new products.

Mr Nash said: “Our innovations have to be something that work within our production, we call them our Nashi Unique Products (NUP), we always make sure we have enough NUPs going on in our range whether that’s a unique flavour in the marinade or in the sauce, we don’t want it to taste like somebody else’s, we want it to be unique to our brand”.

All the food for the Sydney stores is made in Parramatta with a team that Nashi have partnered with as a supplier.

In Melbourne Nashi does catering, and uses their own custom catering trays. Catering is yet to be introduced into Sydney, but is being trialled.

As for the branding, this is something that the Nashi team is continually evolving.

Mr Nash said: “The whole idea with the branding, the way the word ‘Nashi’ is developed, the ‘N’ is a custom ‘N’, it’s in the shape of a sandwich wedge. Instead of having just a one layer branding, it’s adding additional layers to it”.

“Nashi’s priority is not in the food, but also in the service and a barista has always been a part of the Nashi model.

“In Melbourne, coffee is a very personal thing and some people only have one coffee a day so they want it to be a good one. It’s

the culture – the way that it’s always been and that’s why we provide the service and the personal touch.”

He noted that coffee beans change in size during the day and thus there is a need to dial in the grinder three to four times a day to adjust the grind to cater for changes in the weather, that the right weight is coming into the grip handle, so that when the coffee comes out, it is the perfect grind.

If the food doesn’t get sold, we donate to St Vincent De Paul and OzHarvest in Melbourne.”

He said all these things contribute to the brand, and make all the difference.

“We have our own coffee blend, done through a Melbourne roaster and it won the Golden Bean awards in 2012, across various categories,” Mr Nash said.

“Part of the prize, was that one of the sponsors would supply us with a certain amount of coffee cups so we then got the mini ones made.

“In the last few years we’ve won medals as well in the same awards.

“Our coffee is an ever evolving thing; we’ve recently adjusted the blend based on the differences between Melbourne and Sydney.

With a push button machine you wouldn’t be doing any of that.”

SMALL STORAGE SPACE The Sydney stores have all been erected in former ticket booths within train stations meaning there is not a lot of room for storage.

Due to a lot of the food that comes into store being already made, it is mostly only drinks and packaging that need to be stored on the premise. Storage is paramount to the store, and thus much of the storage is hidden behind shelves, specially designed. C&I August/September 2018 | C&I | www.c-store.com.au 13

The peak body for the Australian Convenience Store industry, celebrating over 25 years of working for the industry.

Any restrictions on the use of Digital Driver Licences must also be made abundantly clear to avoid customer frustration and confusion for retailers.”

AACS: DIGITAL LICENCES ON THE WAY SO FOCUS TURNS TO EDUCATION Digital driver’s licences are currently being trialled.

T

he humble plastic driver's licence may soon be a thing of the past, with the NSW Government currently trialling Digital Driver Licences in Dubbo and preparing to roll out the program to select Sydney suburbs soon. But the Australasian Association of Convenience Stores (AACS) has emphasised the need for education to iron out the inevitable teething problems.

Last month, legislation for the state-wide rollout of Digital Driver Licences was passed and the changes will commence in NSW in 2019. Eligible people are expected to be able to use them instead of their current physical licence from April next year.

AACS CEO Jeff Rogut says convenience stores – responsible retailers of age-restricted products such as tobacco and lottery products – will be at the coal face when Digital Driver Licences are introduced and used by consumers.

“It will be critical in the lead up to the widespread introduction of Digital Driver Licences for all stakeholders – consumers, retailers, motorists and others – to understand clearly how their digital licence will work, the purposes it will serve, any restrictions on its use, and their responsibilities in transitioning to the new system,” Mr Rogut says.

16 August/September 2018 | C&I | www.c-store.com.au

“As an industry, we need clear operational guidelines so retailers can easily identify a genuine Digital Driver Licence and what constitutes a falsified one. Obviously, this will require the system to be thoroughly tested and appropriately scrutinised from a security perspective before being made widely available.

“Any restrictions on the use of Digital Driver Licences must also be made abundantly clear to avoid customer frustration and confusion for retailers.

“For this reason, we believe in the transition to a Digital Driver Licence system that consumers be encouraged to continue to carry their physical licences when seeking to purchase age-restricted goods for an appropriate period until the transition becomes second nature,” Mr Rogut says.

Teething problems will invariably arise, Mr Rogut says, so education and consultation with industry must be a priority focus for Government as the introduction of Digital Driver Licences approaches.

“Some consumers wishing to purchase age-restricted products will invariably leave their phone at home and be unable to prove their age. Others will leave their phones in the car, leading to a disrupted transactional environment

BACKGROUND:

NSW is leading the way in the development of convenient and secure Digital Driver Licence.

A test version of the new Digital Driver Licence is currently being trialled in the regional city of Dubbo by Highway Patrol Police, eight liquor stores, nine hotels and Service NSW. Trial in three clubs commenced on 3rd April.

The trial will be extended to Bondi and Coogee areas from October ‘18.

Digital Driver Licence will become available to NSW driver licence holders across NSW from April ‘19.

WHAT TO LOOK FOR

• Waratah is animated • Last refreshed date • Photo matches • Green 18+ icon • QR code expires and reloads • Age in years • Hologram effect when phone is moved • Horizontal view when phone is tilted • Pull down to refresh

and frustration among other customers,” Mr Rogut says.

“Then there are times when consumers are unable to pay for their fuel and leave their licence as security until they return with funds owing. These examples could potentially see retailers miss out on lost legitimate sales once Digital Driver Licences are introduced.

“These kinds of issues can be minimised through provision of a comprehensive suite of materials instore, at the point of entry, at the bowser, on the fuel court, and in the broader community.”

The AACS is working closely with the NSW Department of Finance, Services and Innovation to minimise any negative implication for retailers and their customers.

Mr Rogut stressed the importance of education in the lead-up to the introduction to avoid a repeat of the Container Deposit Scheme in NSW, which has failed spectacularly due to a lack of consumer and business awareness, and inappropriate infrastructure to deliver the scheme.

“Without a properly coordinated, multi-lingual, appropriately funded education campaign surrounding the introduction of Digital Driver Licences, with the roles and responsibilities of all stakeholders clearly defined well ahead of the ‘go live’ date, it will fail. It has happened before,” Mr Rogut says.

“The implications of new regulations can be particularly damaging to industry and their purpose can fail altogether if Government fails to properly consult with industry, and fails to commit to a proper consumer and business education campaign.

“We are hopeful that in the instance of Digital Driver Licences that the necessary preparation will take place to make the transition as smooth as possible.” C&I

FURTHER INFORMATION: Jeff Rogut Chief Executive Officer Australasian Association of Convenience Stores Ph: +61 467 873 789

MEDIA ENQUIRIES: Stephen Naylor Wise McBaron Communication Ph: +61 (2) 9279 4770

WHO IS CURRENTLY PARTICIPATING IN THE DDL TRIAL?

Over 1500 Dubbo citizens have registered for the DDL trial with Highway Police, 9 pubs, 5 liquor stores and Service NSW. We are now expending the trial to RSL Club, Club Dubbo and Macquarie Club as well as some Car Rental companies.

DOES THE TRIAL OF THE DDL CHANGE ANY OF OUR NORMAL PROCEDURES?

No. The use of the DDLs does not change any existing procedures or practices. If the DDL sign-in is unsuccessful, visitor may need to use a traditional way to sign in (using the plastic driver licence).

WHERE DO I GO FOR HELP?

Please consult your head office or seek advice via a project support email DDL@finance.nsw.gov.au .

August/September 2018 | C&I | www.c-store.com.au 17

ENERGY DRINKS

I

n successfully facing up to challenges such as rising health concerns and vigorous competition from hot coffee, energy drinks have already proved themselves to be both adaptable and resilient.

While the runaway growth of a few years ago may have slowed slightly, the now mature segment has positioned itself as a centrepiece of convenience store profitability for many years to come. Brett Barclay, director of Convenience Measures Australia, said energy drinks remain the number one category for basket penetration, accounting for 22% of all ready to drink beverages.

The landscape, of course, is dominated by major players such as Frucor Suntory with its V and Rockstar brands, as well as the Red Bull brand. Coca-Cola Amatil which is responsible for the Mother brand, has also been investing heavily in the category since acquiring the long-term distribution contract for the Monster brand in 2016.

Energy drinks are a natural fit with convenience customers who tend to be on the move and are seeking a lift to keep them going through their busy days. Red Bull said "consumption occasions may include taking a break on the road, during lectures and study sessions, at work, while doing sports, or going out day and night".

Energy drinks sell consistently through the day, but particularly well in the morning in line with the consumer’s need for a pick me up. Frucor Suntory said it was a common misconception that energy drink consumption is dominated by the blue collar demographic and students.

Fucor Suntory Shopper Activation Manager Cindy Goodridge said: “The white collar group drinking energy drinks is actually the biggest.The main reason for drinking energy drinks is people need mental and physical invigoration at any time of the day.”

The energy drinks convenience shopper is generally on a different mission to the energy drinks shopper in grocery. In convenience, customers are buying mainly chilled singles for direct consumption, while in grocery they may buy ambient multipacks for later consumption. There are shoppers for big and small sizes of drinks as well as different formats such as cans and bottles, so it is important for stores to make sure they have a good variety of both, depending on market share and local demographics.

ENERGY BOOST Resilient beverage segment continues to deliver

20 August/September 2018 | C&I | www.c-store.com.au

The real key to convenience stores maximising their market share of energy drink sales though is to focus on getting their ranging right.

Stores need to make sure a variety of market leading brands are ranged so they can cater to different consumers. Each energy drink brand should have its fair share of space to reflect its sales. Energy drinks are best to be brand blocked, as shoppers will primarily shop by brand.

All the best sellers should be highly visible and priced correctly.

Operators need to be aware of the sales peaks in their store and ensure they have enough stock on hand. If customers do find their favourite energy drink is unavailable, they may leave without making a purchase at all or they will possibly look for something other than an energy drink which may deliver a lower value sale.

ENERGY DRINKS Frucor Suntory said the fact that energy drinks have a relatively long ‘best before’ date makes stock management easier.

Frucor Suntory’s Cindy Goodridge said: “Stock should be sufficient to deal with an increase in demand, especially around promotions and new launches. C-Stores can lift their market share by making sure the right products are available, visible, rightly priced and ideally located at several places in store to drive impulse buying.”

Having products displayed at different locations such as in the fast lane, in the fridge, and on ambient display is a highly effective way to maximise sales. The secondary placement can remind people who are not walking to the fridge of what is on offer. The second display can be ambient, but a secondary fridge near the checkout will drive the impulse buy even more.

Coca-Cola Amatil said that individual operators tend to know their consumers best, and are therefore best placed to make the merchandise decisions that are right for their business.

“Data indicates that energy drinks are the number one category for convenience stores and command the highest average price per litre and therefore there is an opportunity if energy drinks are allocated a prominent impulse space,” said a Coca-Cola Amatil spokesperson. “Every business is different and we work with customers on a range of promotion activities tailored to their business goals and consumer tastes and preferences.”

The potential of energy drinks goes way beyond the ability to create a beverage sale. According to Convenience Measures Australia, energy drink shoppers are 34% more likely to have a snacking product in their basket than the average beverage shopper. Bundling energy drinks with food products is then a clear way to lift sales, whether customers are looking for a meal or just a snack to have later. These promotions can grab shoppers’ attention and increase basket size.

While promotions and off locations are an important way to remind people to buy and to get new people to try, the manufacturers have a part to play too. Market research company, Euromonitor International, says the regular introduction of new variants has been vital in maintaining sales momentum in the category.

Euromonitor International research analyst Sara Agostino said: “Product innovation remained an important strategy for providing consumers with fresh options and sustaining interest and relevance.Flavour innovation plays a significant role in generating growth, particularly amongst consumers purchasing energy drinks on impulse.”

All of the leading manufacturers then regularly introduce different flavours in an effort to keep the category fresh and exciting.

As well as its regular energy drink and its sugar free and zero variants, Red Bull’s ‘Editions’ range includes Tropical, Coconut and Berry, and Ruby Grapefruit. These have proved to be highly effective in driving incremental sales.

August/September 2018 | C&I | www.c-store.com.au 21

ENERGY DRINKS It is not just the major players who have noticed more consumers showing a preference for products that are naturally functional and/or naturally lower in sugar. The dynamic energy drinks segment has long been one which has attracted new entrants eager to offer a point of difference. One of the most intriguing recent arrivals has been Kanguru, which uses only the highest quality, scientifically selected botanicals as natural energy supplements.

Red Bull energy drink range

The beverage was developed by Dr David Kitchen, founder and CEO of Red Kangaroo Beverages, who said the drink’s unique ingredients make it stand out from the crowd.

Consumers taste preferences change and it is important to respond to their needs.”

AT A GLANCE • Energy drinks sell consistently through the day, but particularly well in the morning in line with the consumer’s need for a pick me up.

• Displaying products at different locations such as in the fast lane, in the fridge, and on ambient display can help maximise sales.

Coca-Cola Amatil said the experience of mature markets overseas indicates that the energy category has an opportunity for growth by engaging new consumers with new flavours, new packaging, and functionality expansion. Its recent innovations in this space have included the Monster Energy athlete range with ambassadors Valentino Rossi and Lewis Hamilton, as well as the new Mother flavours; Kicked Apple & Passion.

“As an energy drink consumer myself I realised that there was nothing like this on the market and I saw a need... so I set out to create it,” he said. “I took a systematic evidence based approach to find the right ingredients and formula to get the taste right and, after a four-year journey, my dream has come to fruition.”

Kanguru’s blend includes 13 tailored ingredients, with five unique, natural botanicals – Korean Red Ginseng, Yerba Mate, Guarana, Schisandra and Green Tea – as well as vitamins, Taurine, caffeine and natural flavours. More than 90% of the caffeine is derived naturally through the botanical ingredients and there is no sugar.

“Consumers taste preferences change and it is important to respond to their needs,” said a Coca-Cola Amatil spokesperson.

“One way of achieving this is by offering a variety of flavours, as well as low sugar and no sugar variants.”

“From the start, quality was the most important thing to me and we have had great feedback from consumers,” said Dr Kitchen. “We are still rolling out the product across the country and have got great point of sale back-up for the product and strong marketing support.”

Monster currently has three sugar-free variants in Australia, including Absolute Zero, Ultra Sunrise, and Zero Ultra.

Kanguru comes in a slimline 250ml can with matt black and gold design and has already gained good distribution across Australia, including in a number of independent IGAs.

Frucor Suntory also regularly introduces rotational flavours and, last year, enjoyed great success when it released Rockstar in both Lime Freeze flavour and Guava flavour. It also generated considerable excitement by releasing V Pure last September.

Containing the natural ingredients of sparkling water, apple juice, lemon juice, natural V flavour and guarana, the product seeks to draw new consumers to energy drinks who may have previously avoided them due to concerns about sugar or artificial ingredients.

Frucor Suntory’s Cindy Goodridge said it is important to keep the balance right.

“Better-for-you energy drinks are getting increasingly important in line with the ongoing health trend,” she said. “V is dedicated to keep driving category growth through better for you innovations such as V Pure.”

• The regular introduction of new variants has helped maintain sales momentum in the category.

• Energy drink shoppers are 34% more likely to have a snacking product in their basket than the average beverage shopper.

22 August/September 2018 | C&I | www.c-store.com.au

Although it may no longer be the new kid in the block, the energy drinks segment then is still creating plenty of excitement and delivering big sales in convenience. The long-term outlook also remains exceptionally strong with busy Australians always needing energy lifts as they cram ever more activities into their already packed days. Stores which leverage effectively on new product developments and which have the right price, product, placement and promotion can expect to get plenty more profit lift from the rapidly evolving energy drinks category. C&I * Convenience & Impulse Retailing magazine would like to thank Frucor Suntory, Red Bull, Coca-Cola Amatil, Red Kangaroo Beverages, Euromonitor International, and Convenience Measures Australia for supplying information for this article.

Are the lighters you sell

PUTTING YOU AT RISK? Do you stock lighters that comply with Australian safety standards?

Pocket lighters are different from other consumer goods and pocket lighters sold in the Australia are required to be safe. They are only presumed safe if they comply with two International standards: ISO 9994 (Safety Standards) and EN 13869 (Child Resistance). The International standard ISO 9994 requires the resistance of lighters to various critical tests, whilst EN 13869 requires lighter resistance to ignition by at least 85% of children under 51 months old.

Lighters are considered inherently hazardous since they produce a flame and contain gas – consumers expose their lighters to a wide variety of situations and temperature extremes, many low-quality lighters will experience several types of failures under these conditions.

That’s why BIC® manufactures its lighters to a much higher standard, to withstand more severe conditions than the standard requirements.

All BIC® lighters meet or exceed the ISO 9994 safety standard specifications and are child-resistant. If you have any concerns you can ask your supplier for an ISO 9994 certificate.

THE POTENTIAL RISKS OF SELLING NON-CONFORMING LIGHTERS INCLUDE: 1.

2.

3.

4.

5.

Heavy fines – up to $220,000 for individuals and $1,000,000 for corporations Compensation for loss and/or injury Withdrawal from sale No insurance coverage Loss of reputation

Protect yourself, your stock, your investment and your customers from any potential risks by ranging and selling the safest and most trusted lighter on the market**

THE KEY ISO 9994 REQUIREMENTS YOU NEED TO KNOW * FLAME HEIGHT

The flame should not exceed 50mm for non-adjustable flames

FLAME STABILITY

No spitting, sputtering or flaring of the flame (often resulting from inconsistent gas quality)

FLAME EXTINCTION

The flame must extinguish within 2 seconds after a 10 second burn

RESISTANT TO DROPPING

Capability to withstand 3 drops onto a concrete surface from a height of 1.5m

VOLUMETRIC DISPLACEMENT

Liquid fuel within shall not exceed 85% of the capacity of the reservoir due to high pressures inside

All BIC® lighters meet or exceed ISO 9994 safety standard specification

Not all lighters are created equal – there is a difference * Trade Practices (Consumer Product Safety Standard) (Disposable Cigarette Lighters) Regulations 1997 **Source: Aztec Data Total Lighter to 10/12/2017.

BIC DIFFERENCE

BIC Australia – Level 4, 574 St Kilda Road Melbourne VIC 3004 (03) 9533 3500

AU.BICWORLD.COM

OUR QUALITY, YOUR SAFETY.

ICE CREAM

LIFE IN THE

FREEZER

Exciting new products should see ice cream sales sizzle this summer 24  August/September 2018 | C&I | www.c-store.com.au

ICE CREAM

W

ith the temperatures slowly creeping up, forwardthinking convenience store operators are already contemplating how they are going to get the most out of the big summer sellers, with ice cream always high on the list.

The season always sees the introduction of some exciting new flavours and variants, bringing with it an opportunity for convenience to really lift sales. In ice cream, perhaps more than just about any other category, new news is vital. New product development currently amounts to 15% of total impulse ice cream dollar sales (Aztec MAT 10/5/18), and this percentage is growing year on year.

Manufacturers producing new products and flavours is only half the story though. Convenience operators need to work hard to take full advantage of the new news excitement in order to successfully drive shopper engagement and penetration.

The ice cream category is divided into four major segments – Indulgence, Fun and Value, Refreshment, and Snacking – and stores need to carry the range to cater for all of these. The right products need to be allocated sufficient space in the freezer, to be constantly in stock with reserve stock of higher sellers under the baskets, and to be easily accessible to consumers.

According to Peters, which is responsible for market leading brands such as Drumstick, Maxibon and Connoisseur, 70% of annual value sales happen between the months of October and March. However, ice cream is relevant to convenience shoppers 12 months of the year.

Segments like refreshment which includes products like Peters’ Frosty Fruit and Icy Pole, and Streets’ Splice and Calippo brands are obviously more dependent on the weather than other segments like indulgence or snacking. The Snacking segment has been a real driver of growth in the convenience channel recently (+6% Aztec MAT 27/5/18) with new snacking occasions driving frequency of purchase in this space.

According to Peters Ice Cream, once the shopper gets to the freezer they will buy an ice cream more than 66% of the time. Therefore the key to conversion is getting shoppers to the ice cream freezer, aided by emotive point of sale along their path to purchase.

Take home ice cream is far less seasonal than the other segments, with minimal volume reductions into winter and this is an area which is seeing good growth in the channel. According to Convenience Measures Australia, the average spend of take home ice cream shoppers is double the channel average.

The most recent State of the Industry Report from the Australasian Association of Convenience Stores (AACS) said that this stronger take home performance was driven by ‘premium indulgence’.

“It reflects a trend toward evening at-home treats and sharing occasions that is driving ice cream growth in global markets,” the report said.

Peters Ice Cream is certainly aware of the growing take home trend.

“As we start to see a growing number of ‘top up’ shopper missions emerge within the channel we encourage all retailers to have take home ice cream offers for their shoppers,” said Peters’ Category Manager, Ronan O’Connell. “Ice cream is the number one go-to dessert for Australians and the channel needs to have offers across all formats to meet customer needs.”

Of course, grocery is still where most consumers traditionally get their take home tubs but it cannot match convenience for sheer accessibility and ease of purchase. Price is the not the first consideration in the convenience consumer purchase decision hierarchy, and tapping into the emotive and impulse nature of the channel will continue to deliver sustainable growth. Conversely, the grocery shopper is driven by price and is disconnected from the joy of immediate consumption.

Ice cream is a category that is consumed by everyone and, as consumers continue to put greater priority on shopping location,

AT A GLANCE • New product development currently amounts to 15% of total impulse ice cream dollar sales (Aztec MAT 10/5/18), and this percentage is growing year on year.

• The right ice cream products need to be allocated sufficient space in the freezer, to be constantly in stock with reserve stock of higher sellers under the baskets, and to be easily accessible to consumers.

• The most effective tool for stores seeking to maximise the impact of new ice cream products is to use bold and emotive point of sale material.

• Take home ice cream is far less seasonal than the other segments, with minimal volume reductions into winter and this is one area which is seeing good growth in the channel.

Ice cream is enjoyed by all ages, with mid afternoons typically a time that sees strong sales.”

Ice cream is enjoyed by all ages, with mid afternoons typically a time that sees strong sales. According to Convenience Measures Australia, ice cream over indexes on female shoppers at 49% versus the channel average of 38% in the channel; ice cream shoppers are three times more likely to be on a treat mission versus the average snacks shopper; and when ice cream shoppers are making a purchasing decision they are 70% more likely than the average snack shopper to be choosing by flavour.

While warmer weather obviously has an impact on ice cream consumption, it is not the only driver of purchase. Convenience operators can use price and combo deals to spark a sales uplift, but the real secret is to maximise the impact of new products by using bold and emotive point of sale material.

Strong point of sales exposure with lots of appetite appeal has been proven to drive strong consumption uplifts.

August/September 2018 | C&I | www.c-store.com.au 25

NEW with

ICE CREAM “Streets Paddle Pop believes in wholesome childhood fun,” said a Streets spokesperson. “We want each generation to grow up sharing happy moments with Streets Paddle Pop, just like their parents did.”

Market research company Euromonitor International says the relaunching of Paddle Pop’s Bionic Bubble Gum flavour has been a way of paying homage to consumer childhood memories. It also notes a new demand for premium ice cream offers.

“Co-branding strategies have enabled brands to not only experiment with new flavours, but to also experiment with new marketing techniques,” said Fatima Marquez, research associate at Euromonitor International. “This has been particularly successful for high equity brands like Bulla who partnered with Bailey’s in 2017 to launch ‘The Bailey’s Chocolat Luxe’.”

In the State of the Industry Report, AACS said this premiumisation was a phenomenon that looked set to continue.

This summer looks set to be another very exciting one in the ice cream freezer in terms of innovation.”

the convenience channel has an opportunity to increase market share. Market leaders such as Peters certainly recognise that the petrol and convenience space can be just as important to ice cream as grocery.

“We see it as a medium that allows the consumer to trial and interact with our brands and products,” said Peters’ Ronan O’Connell. “Consumers now expect regular innovation from the ice cream category.”

This summer looks set to be another very exciting one in the ice cream freezer in terms of innovation. Peters has just extended the range of high quality tubs and sticks of its premium ice cream brand, Connoisseur, to include a new, exciting innovation – Gourmet Ice Cream Cookies. In the convenience channel, customers can enjoy Madagascan vanilla with chocolate chip cookies, and Murray River salted caramel with macadamia and white chocolate cookies.

Unilever – which boasts the Streets Ice Cream brand and iconic products such as Magnum, Gaytime, Paddle Pop, and Cornetto – is also gearing up for a big summer.

Since first being introduced in Australia in 1959, the Gaytime’s basic combination of toffee and vanilla ice cream dipped in chocolate and wrapped in honeycomb biscuit crumbs has been tweaked multiple times. This recent introduction of the Golden Gaytime Sanga which promised ‘improved crumb technology’ and more ice cream, sandwiched between two soft, golden biscuits, has proved to be a huge sales driver.

Similarly, Streets has shown itself to be always willing to experiment with its iconic Paddle Pop range to spark new interest in the category.

It is re-introducing Paddle Pop Choc-Mint Paw Print just in time for the warmer months. The favourite from the ’90s consists of chocolate ice cream coated with mint and dusted with chocolate paw prints. Some of the other much-loved retro products that have recently been brought back for a limited time include Caramel Choc-Dip, and Bionic Bubble Gum.

28 August/September 2018 | C&I | www.c-store.com.au

“It reflects an observable trend in ice cream globally whereby consumers are slowly moving away from standard everyday ice cream to authentic and flavoursome upscale brands that deliver better quality experiences,” it said.

In the Indulgence segment, Peters’ Connoisseur is a brand that continues to go from strength to strength in the Australian market.

“Flavours that push the boundaries in this segment are most successful and Connoisseur continues to pride itself on being a leader in this space,” said Ronan O’Connell from Peters. “Our Murray River Salted Caramel SKU is a very strong performer, as well as our recent addition White Choc, Coconut and Queensland Mango.”

Another interesting trend noticed by Euromonitor International which appears likely to grow over coming years is the increased demand in the ‘better for you space’.

“Health and wellness remained at the forefront of product innovation and category development, with Free From Dairy Products experiencing strongest value growth,” said Euromonitor International’s Fatima Marquez. “Adjacent to other snacking categories, brands are encouraged to consider health and wellness alternatives especially as consumers' health concerns heighten.”

Peters said that, with 57% of shoppers trying to make healthier choices, the category needs to start catering for this demand, driving penetration of ice cream, and making ice cream more of a permissible treat.

As always then, there is plenty going on in this most innovative of categories. With summer on its way, convenience store operators need to ensure freezers are clean and defrosted and to be fully prepared for ice cream's time in the sun. Getting the ranging right will be absolutely critical, but so too will be making good use of point of sale material to highlight exciting new products. Stores that employ big and bold in-store activation can expect to see ice cream sales sizzle. C&I * Convenience & Impulse Retailing magazine would like to thank Peters, Unilever, Convenience Measures Australia, and Euromonitor International for supplying information for this article.

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FRESH FOOD

FRESH IDEAS Quality food offer hits the spot

By offering a quality food offer that is consistently available, retailers can help make their convenience store part of the consumer’s daily routine.”

T

he rapid emergence of a dramatically improved fresh food and sandwich offer in convenience is increasingly seeing hungry customers embrace the channel as a ‘destination shop’ rather than a ‘desperation shop’.

In the face of challenges to traditional powerhouse categories such as tobacco, many stores looking for ways to maximise new opportunities have totally transformed their food offering, and customers have responded positively.

The most recent State of the Industry Report from the Australasian Association of Convenience Stores (AACS) reveals that sandwiches, fresh cakes and hot pastries all recorded double-digit dollar gains though the channel. The dollar growth of sandwiches in 2016 was up 26%; fresh cakes were up 28%; and hot pastries were up 40%.

With consumer lifestyles changing and people showing a growing preference for fresh and healthy options, many stores have reacted by offering close to a full bakery experience. Stores taking on a café aesthetic and ambience are creating the potential to drive basket spend. The AACS says that those operators with

30 August/September 2018 | C&I | www.c-store.com.au

the real estate to accommodate seating have the potential to drive basket size even further. Research by HIM Research & Consulting in the UK has shown that shoppers who take a seat spend up to 40% more than other shoppers.

By offering a quality food offer that is consistently available, retailers can help make their convenience store part of the consumer’s daily routine. Brett Barclay, director of Convenience Measures Australia, says freshness and quality is the key sales driver, with 23% of consumers in the category buying due to healthy options, that’s more than double the channel average.

Food customers in convenience are largely a combination of blue collar workers looking for breakfast/smoko and time-poor professionals on the go. Convenience Measures Australia says males over index versus the average shopper in the category, representing 70% of purchases. It says that 43% of sales happen between 11am-2pm, with 39% happening before 11am.

The AACS said that one thing that the convenience sector may need to consider when selling items such as sandwiches is adopting a dynamic pricing model whereby prices vary according

FRESH FOOD “Logistics, consistent products and product quality are significant areas of focus of the rollout, particularly the challenges of delivering a fresh and relevant grab and go range to a new geography and market in Sydney through a new kitchen,” said a Caltex spokesperson.

The company said fresh food had enormous appeal to its customers.

“Consumers’ expectations with regard to convenience continue to change, just as they have for many other sectors, whether that is from what they experience overseas or their lifestyles changing,” said the spokesperson. “With the rollout of The Foodary, Caltex has experienced good growth in trading and fresh food sales at its sites as customers can get more of what they want in the one stop.”

to demand by time of day. As well as driving sales at less popular times, this would also help to minimise wastage.

The simultaneous rise of hot coffee as a major footfall and profits driver has dovetailed well with the evolving petrol and convenience food offer. Looking forward, the AACS predicts the food focus trend is likely to continue, particularly in fuel outlets as petrol demand slows and electric vehicles, driverless cars and carsharing potentially transform transport usage in the years ahead.

Recent research from HIM! international across eight countries, including Australia, established that those going to forecourts just to buy fuel had fallen by a third from 2011 to 2016. The AACS State of the Industry Report stated that, in contrast, food service is a catalyst for multiple visits during the day and week, and operators are adjusting their strategies to realise the latent food opportunity.

For example, with its fuel volumes down, Coles Express put renewed focus on improving and expanding its food to go range.

The Yum at Little Coles concept introduced in 2016 was an attempt to position Coles as a convenience store rather than a mere fuel service station destination.

The Yum at Little Coles concept introduced in 2016 was an attempt to position Coles as a convenience store rather than a mere fuel service station destination.”

Puma Energy has also been enjoying strong success with its 7th Street cafés at service stations. Puma's artisan café and convenience store concept delivers barista-made coffee and fresh baguettes, Brubecks salads, the YouFoodz range, and freshly made gourmet chicken wraps. The 7th Street cafes were launched in late 2016 at which time Puma Energy Australia General Manager Ray Taylor said it would persuade more customers to embrace service station convenience outlets.

Consumers were really visiting service station café and convenience stores as a last resort, rather than a first port-of-call for a decent meal and good service, Mr Taylor said. 7th Street stores were designed for the customer, which means a store layout that is easy to navigate with clearly labelled portals for food, coffee or service, and other features like free Wi-Fi, phone recharging, and comfortable seating areas.”

Elsewhere, BP did have plans to form an alliance with Woolworths in an effort to ‘build a really world-class convenience food business’. However, BP’s proposed $1.8 billion acquisition of Woolworths’ fuel and convenience store business, which was announced in December 2016, was subsequently knocked back by the Australian Competition and Consumer Commission.

Similarly, Caltex announced its intention to be a ‘food and services convenience hub’ by launching The Foodary in January, 2017, and partnering with companies such as Sumo Salad, Boost Juices, Guzman Y Gomez.

The Foodary concept is now operating at more than 35 sites around Australia offering a wide range of fresh food, grab and go meals, sandwiches, wraps and other items. The range is being refined and expanded all the time and Caltex says it has plans to open another 50 The Foodary sites this year, including some locations that don’t sell fuel.

Caltex now has more than 10 high street sites in its network and plans to roll out a number of others. Central to this approach, will be the Nashi sandwich and coffee bar business which Caltex bought last year when it had seven stores. It has since expanded with new outlets in the Melbourne CBD, and the Nashi café concept has been introduced to four sites in Sydney. Up to 10 new Nashi sites are planned.

Caltex said responding to the growing popularity of fresh food and healthy food options hasn’t come without its challenges.

August/September 2018 | C&I | www.c-store.com.au 31

FRESH FOOD

There are a number of operators which seek to fulfil the fresh food needs of convenience stores.”

AT A GLANCE • Sandwiches, fresh cakes and hot pastries all recorded doubledigit dollar gains though convenience.

• Food bundled with the ‘right’ beverage can help lift basket size and increase profits.

• Some 43% of food sales happen between 11am2pm, although 39% also happen before 11am.

• By offering a quality food offer that is consistently available, operators can persuade consumers to make a store part of their daily routine.

Having initially indicated it would challenge the regulator’s ruling, BP recently announced it would not do so.

grab and go sandwiches and wraps, as well as the dine-in hot eats including ciabattas and our very popular Croque toastie range.”

While petrol and convenience is rapidly improving its food offer, the AACS said competition for breakfast and lunch spend has never been fiercer with supermarkets, quick service restaurants, cafés, bakeries, and delicatessens also aggressively pursuing ‘share of stomach’ from on-the-go consumers. It says that to have credibility as a sought after ‘destination,’ operators must invest in the quality, variety, health and freshness of the food offer.

The right food offer gives consumers another reason to visit stores but, in order to tap into the consumer’s shopping mission of ‘hunger’, operators also need to get the basics right. Stock management, hygiene and presentation are clearly critical in dealing with any food product. The food area must be kept well cleaned and well stocked at all times so the presentation is inviting to customers. A consumer that sees a food offer looking less than inviting on just one single occasion could potentially be put off from ever giving the outlet another chance. Alternatively, a well presented food offer may persuade customers to come back time and time again.

There are a number of operators which seek to fulfil the fresh food needs of convenience stores. The Handmade Food Co. is a family-owned food manufacturer making sandwiches, wraps, paninis, toasties, croques and croissants daily. It says its Every Day Café branded range prides itself on using the best and freshest local ingredients to make great handcrafted food.

Handmade Food Co GM of sales and marketing Sally Brown said: “By providing a consistent quality offer, stores will become a destination for food, and will drive other purchases across the store.“The Everyday Café bread has been specially designed to be frozen and can be distributed nationally to deliver a consistent offer, with great quality flavour, ingredients and taste of being freshly made.”

The Handmade Food Co said the benefits of using a prepackaged sandwich are that there is no need for handling at store level, there is greater consistency in the offer, and that wastage can be better managed and out-of-stock risks reduced.

“In a small footprint site we recommend four products to be displayed – three sandwiches and one wrap, plus a Croque toastie if there is a pie warmer,” said Ms Brown. “For a larger roadhouse, they can play to two shopper missions – a range of pre-packed

32 August/September 2018 | C&I | www.c-store.com.au

As mentioned earlier, the rise of fresh food in convenience has gone hand in hand with the rise of hot coffee, and bundling a wrap, sandwich or roll with a beverage can drive sales. Fresh, healthy food is also a natural partner to healthy beverages such as bottled water or iced tea. When offered together at special combo prices, basket size is lifted and profits increased. Consumers love a meal bundle that taps into their day cycle whether it be breakfast, lunch, dinner or snacking, and a food bundled with the ‘right’ beverage helps with their decision making process and provides a good value offer.

While the food offer in Australian convenience has evolved rapidly in recent years, there is every indication that there is still a considerable growth opportunity to be realised. In many overseas markets, the diversity of the fresh food offer is far greater and the sales are far higher than in this country. Fresh food is certainly not an easy category to manage, but stores which show themselves willing to learn and to put in the extra effort can be well rewarded. C&I * Convenience & Impulse Retailing magazine would like to thank Caltex, the Handmade Food Co, and Convenience Measures Australia for supplying information for this article.

PROTEIN UPDATE

THE PROTEIN UPDATE Protein products have risen in popularity

34  August/September 2018 | C&I | www.c-store.com.au

PROTEIN UPDATE sports nutrition and packaged food manufacturers are increasingly offering protein products in formats other than bars, powders or RTDs, with protein cookies, protein balls and highprotein chia puddings available.”

Another area of the market that has changed over the last six months it the acquisition of Crankt protein products, by Freedom Foods.

A spokesperson for Crankt told C&I: “Consumers dropping into these outlets are generally in a hurry and always looking for a quick fix, an on-the-go option – whether is a loyal consumer or a new consumer”.

T

he health and wellness trend has continued to transform the convenience store landscape. The convenience channel has recognised the growing potential for high-margin products and market has exploded with new products and innovations.

A recent report from market research company Euromonitor International said: “few ingredients in recent memory have experienced protein’s sustained and meteoric rise”.

“Thanks to a greater emphasis on communicating protein’s health claims beyond muscle health, marketers are generating interest among new demographics, including females, millennials and the elderly,” said the Euromonitor International report.

“As protein’s health halo continues to shine brighter, food manufacturers are increasingly pumping up the protein content of their fortified/functional food and beverages, in an attempt to capture consumer spending.”

Convenience stores are catering to customers who are buying protein products in small quantities for immediate consumption.

CHANGE IN THE MARKET Also known as ‘sports nutrition’, as a category it is expected to reach a value of $1 billion, up to $1.2 billion by 2022.

“Although ranging may be limited, it is the placement which gives exposure and any outstanding promotional activity that grabs attention.”

“As they move to the cashier where they are stationary for a few minutes, they might see our product placed in front of them and that’s when a purchase opportunity is evident,” Ms Chowhan said.

“Offering sample tastings, along with promotions and giveaways to excite the customers are all optimal ways to further maximise sales.”

As consumers continue to become more educated on protein and its benefits for muscle-building and muscle recovery, there has become more appeal to mainstream customers, as well a rise in popularity for plant-based protein.”

NPD Vitaco have released a few new protein products onto the market, including Musashi Protein Wafers, Musashi Deluxe Bars, and a Musashi Muscle Recovery Protein Shake.

The Protein Wafers are a new innovation for 2018 and consist of a four-layer wafer bar with 11grams of protein and available in two flavours, chocolate and vanilla.

The Deluxe Bars feature three flavours including Peanut Crunch, Rocky Road and Choc Berry Mud Cake with 20grams of protein, low in calories and sugar.

Musashi also have a Muscle Recovery Protein Shake with 30grams of protein, glutamine, and branch chain amino acids available in both chocolate and vanilla flavour. C&I

According to Vitaco, protein bars are responsible for the majority of the growth, with a value increase of 9% in 2017.

“Sports nutrition delivered consistent growth over the review period, driven by Australia’s strong fitness culture and the wide availability of such products, with a plethora of brands on the market and constant new product launches,” said Vitaco.

As consumers continue to become more educated on protein and its benefits for muscle-building and muscle recovery, there has become more appeal to mainstream customers, as well a rise in popularity for plant-based protein.

“Plant-based protein powders have increased in popularity, with health-conscious consumers taking a greater interest in the ingredients in the sports nutrition products they consume, favouring natural ingredients,” Vitaco said.

“Manufacturers have launched plant, pea, rice and soy proteins, products featuring natural ingredients enhanced with vitamins, and vegan, vegetarian or gluten-free products. Furthermore, August/September 2018 | C&I | www.c-store.com.au 35

PLASTIC BAGS

We run the risk of making it inconvenient for consumers to buy the few things they buy without offering them a bag to take their purchases with them”

PLASTIC BAG BAN T

here has been a lot of noise regarding the plastic bag ban that has recently come into effect. Despite multiple news stories and warnings released, it seems that the public has not taken the ban well.

Many consumers are likening the move to a ‘cash-grab’ by supermarkets as they sell plastic bags as opposed to giving them away for free.

Australasian Association of Convenience Stores (AACS) CEO Jeff Rogut said retailers are in place to serve their customers and to make shopping convenient and stress free.

“It is unfortunate that often well intentioned causes are not well thought through and the unintended consequences are not considered by those seeking major changes,” Mr Rogut said.

“The backlash against supermarkets has come as no surprise. Profiteering, using thicker, imported bags, slower at the checkouts, supermarkets backtracking and offering free bags and loyalty points, just shows how poorly this exercise has been thought through, if at all.”

In a statement regarding the change, a Coles spokesman said the ban was “the right thing to do for our environment”.

Mr Rogut said that while consumers should be responsible in their actions, that ‘single use’ plastic bags were used for multiple uses.

“The Convenience industry is just that. Our customers often visit stores on impulse as they are passing or when they are buying petrol. They don’t necessarily carry bags with them to their local convenience store. We run the risk of making it inconvenient for consumers to buy the few things they buy without offering them a bag to take their purchases with them,” Mr Rogut said.

“Some stores are offering alternatives such as paper bags made from recycled material and for which they apply a small charge to cover costs, but individual store owners may choose not to use these. Other stores report limited usage of bags – up to 20 /day, so there are differences across the country.

36 August/September 2018 | C&I | www.c-store.com.au

“Whatever the numbers, convenience stores are not heavy users of these bags, but they are designed to assist consumers on the go without placing an additional cost burden on them.

“The real reason of why things are done need to be carefully analysed without putting undue burdens on retailers or their customers, and any changes should be voluntary and not mandated. We suffer from overregulation in so many areas; another one is definitely not needed.”

At this point, it seems that the ban hasn’t been too much of an issue for C-stores.

C&I spoke to various petrol and convenience companies for their view into how the ban has affected their retailers and customers.

A Caltex spokesperson said there hasn’t been an issue within their network so far, however due to various legislations and requirements within each state, it has caused some challenges including finding vendors to supply reusable bags nationally.

“We have had very little feedback from customers on this, particularly as not many customers want to use their bags for their purchases from Caltex. We do not charge customers for re-usable bags at our company operated stores and our The Foodary stores stock a hessian bag which is $2,” the spokesperson said.

The spokesperson said that Caltex retailers haven’t struggled to adapt and the company met the requirements on the 1st of July 2018.

A spokesperson for BP said: “For the small percentage of customers who request a bag for their purchase, BP provides reusable plastic bags at our company-owned retail sites in line with legislative requirements. As part of our ongoing commitment to reduce waste, over the coming months, BP will transition to only offer reusable bags across our entire company-owned retail network in Australia.” C&I

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PRODUCT NEWS

Shine Drink’s new tropical range

Shine Drink has taken what it does best and made it even better. The new Shine+ range is a carbonated 400ml beverage available in three SKUs. Each SKU is a different colour and provides a different level of caffeine which means you can choose which product is best for you depending on what you are facing in the day.

Each bottle is a delicious and refreshing wild tropical flavour, delivered in a premium custom glass bottles in clear glass, matt white and matt black colours.

Shine+ 400ml functional & natural ingredients: • Ginkgo Biloba • Turmeric • Green Tea • L-Theanine • Green Coffee Beans* • Natural B Vitamins Choose the white bottle for a caffeine free beverage, the clear bottle for a moderate amount of caffeine and the black bottle for double caffeine!

When you’re done, you can reuse the style glass bottles, and be reminded to Shine.

Aerial Readers At the age of 40-45 everyone will find that their ability to read the menu, a book or phone starts to disappear as our eyes change, so a good pair of reading glasses is essential to maintain vision!

UNBEATABLE VALUE

• Grab A High Quality Pair Of Reading Glasses On The Go • Easy To Shop • With Colour Coded Packaging • Extra Comfort • With Spring Hinges For National Customer Enquiries call 1300 237 425

RRP

IN

OUT

38 August/September 2018 | C&I | www.c-store.com.au

FEATURES:

• Available in 5 different magnifications from 1.0 to 3.0 • 2 different unisex styles in each CDU • Distortion Free Lenses • Metal & Plastic Frames • Plastic Case for extra protection

PRODUCT NEWS

Lots to see at VR Distribution

VR Distribution is Australia’s fastest growing distributor of “cool products” with categories including board games, toys, collectables, trading cards, licensed clothing and merchandise. While VR Distribution has a huge range of entertainment products, VR has opened up its range to include highlyrecognisable, on-trend convenience and impulse goods.

One of VR’s latest offerings is Duff Energy Drink, not the previous as imported from overseas, but a version fully developed and manufactured in Australia. Available in collectable cartons of 24 to retail as is or as single 375ml cans, Duff Energy Drink replicates the look of the highly-recognised Simpsons favourite, Duff Beer. The delicious, fizzy fruit-tingle flavoured energy drink contains caffeine, taurine and guarana to satisfy even the most avid energy drink lover! With striking imagery on both the can and carton box, this product is a must for fans of The Simpsons and is a great collectable item.

“Extending the ‘Duff’ range we also have Duff Mints,” said VR’s Mark Rosser. “Each adorable mini Duff can contains 19.8g of intoxicating peppermints that will take your breath away! These mints come packaged in a counter display unit of 24. The Duff Mints cans feature the iconic Duff logo, open via a ‘pull ring’ top and the CDU features the infamous series-favourite, Homer Simpson.”

Additional impulse items from VR Distribution include its range of tinned candies, with popular licenses such as Hello Kitty, Pusheen, PacMan, Mario, My Little Pony, Transformers and many more.

Additionally, popular products like Disceez (silicone discs that are the thing to fling!) and Bo-Po brush-

Frésh Active Mints

Frésh Active Mints are of premium quality and are presented in an equally high standard packaging. The new mints on offer from All-Fect Distributors have been created to actively contribute to well-being.

Utilising the power of nature, the mints are made from ingredients, carefully chosen to assist with balance. Each flavour provides its own benefits, supporting cell vitality or freeing the airways.

In accustomed fresh quality, Frésh Active Mints do not contain any colouring or preservatives, and are free from sugar and aspartame which helps to prevent tooth decay.

The flavours include: • Açai Berry – The miracle berry with antioxidants to support cells • Eucalyptus Honey – Essential eucalyptus oil frees the airways while honey combats germs • Aronia Berry – Has protective potential against free radicals, helps to keep the body healthy • Acerola Cherry – Provides high levels of Vitamin C and B, thereby strengthening the immune system and cell vitality Benefits include: • Actively contributing to well-being • 100% natural essential oils • Four different flavours, selected for their health benefits • Refreshing natural ingredients • Premium packaging To range the new Frésh Active Mints, visit www.allfect.com.au or call (02) 9748 1100.

40 August/September 2018 | C&I | www.c-store.com.au

on, peel-off nail polish are exclusive to VR Distribution. All products come in easy-to-display counter units with enticing imagery to encourage additional purchase opportunities!

VR Distribution currently has the ability to service their customers through a state-of-the-art B2B online ordering system, but is also attending the C&I Expo with the aim to connect with other distributors specialising in the C&I channel to extend its reach.

“Come see the carefully curated range and our marketing-leading online B2B site for yourself at stand P25”, said Mr Rosser. “VR Distribution welcomes visits from retailers and distributors alike and is looking forward to making many new business partnerships.”

PRODUCT NEWS

Esonic launches Eco-Friendly Mobile phone cables The recent move of banning plastic bags by Coles and Woolworths has certainly impacted Australian consumers’ buying decisions on almost every product in the market. Social media reacted unforgivingly, pointing out the hypocrisy of plastic packaging of fresh fruit, vegetables and meat and went on to suggest the banning of plastic straws. In response to a shift in consumer attitudes, both Supermarket giants have announced new environmental commitments.

“We have seen a shift towards more sustainable attitudes from our customers and the momentum is growing, with recent research showing a 15 per cent increase in Australians now saying that taking care of the planet is important to them,” Woolworths group CEO Mr Banducci said.

Esonic is committed to be among the first to start the trend of protecting the environment with mobile accessories by launching TPE material phone USB cables. TPE, known as thermoplastic elastomer, is 100% recyclable, biodegradable and PVC free. This means that these cables can be recycled and reused after discarding which does no harm to environment. TPE is widely used in medical devices such as syringes, vial caps, gaskets and seals due to it being latex and PVC free, more durable, easily recyclable with excellent sealing performance and high degree of purity.

PROTECTING THE ENVIRONMENT WITHOUT SACRIFICING QUALITY

The change of material for environmental reasons does not mean sacrificing the quality of the cable. On the contrary, Esonic’s new TPE cable is currently one of the toughest and most flexible cables on the market.

Their added length and flexibility helps to absorb stress and reinforce the juncture between the cable and the connector head to prevent separation. This makes the cable highly resistant to splitting and breakage.

The flat design makes it nearly impossible to tangle the cable, so you don’t have to worry about tangling cables in your bag or pocket. The latest mobile phones such as iPhone X, iPhone 8 or Samsung S9 require a higher charging capacity than the traditional standard of 1.0 amp. Esonic’s new TPE USB cable is able to withstand up to 2.4 amps of charging current which provides 2.4 times faster charging. Esonic’s 2 Year Warranty applies to the entire product range, giving peace of mind to consumers and retailers alike.

MAINTAIN COMPETITIVENESS KEY TO GREEN SUCCESS

Esonic products have always represented quality and value and this remains unchanged. Its new TPE cables are priced competitively in the market and, at the same time, doing their part in protecting the environment.

So why not do your part by stocking a superior cable that is better for your customers, better for the environment and better for your store?

Eastrade International will be showcasing these new Esonic TPE cables at the C&I trade show on stand O19. These cables will be available at the end of August 2018. Please email sales@eastrade.net.au or call 1300 225 206 to pre-order. Or you can order when you visit our stand.

August/September 2018 | C&I | www.c-store.com.au 41

PRODUCT NEWS

Haribo has Jellies on the go!

With consumers demanding convenient packaging to meet lifestyle changes, the need to develop and introduce new pack formats to meet the “On the Go Trend” is a challenge.

HARIBO, through its global supply network, has just introduced two of its most popular Jelly confectionery products in a travel cup format.

The products being introduced in the travel cup from July 2018 are Goldbears 220gm and Starmix 190gm.

They offer retailers: • Point of difference to standard bag format Jelly confectionery • News in the form of innovative packaging for Jelly confectionery • Meeting consumers “On the Go” needs • Available in 2 popular SKUs • Perfect size for car cup holders The 2 SKUs are now available for ordering through all confectionery wholesalers.

Energizer Introduces Its Longest-Lasting AA Alkaline Battery Ever ®

Energizer Holdings, a leading innovator in the battery industry, has introduced a new addition to its portfolio, Energizer® MAX PLUS™ alkaline batteries. Energizer® MAX PLUS™ AA batteries are the brand’s best performing, longest-lasting alkaline batteries ever.

“Energizer® MAX PLUS™ underscores our commitment to innovation and providing consumers with long-lasting, reliable power,” said Lori Shambro, Vice President, Global Marketing at Energizer Holdings, Inc. “Our performance AA alkaline batteries power the devices consumers use most with the best performance from Energizer® yet, so you can feel confident knowing you have power when you need it.”

Energizer® MAX PLUS™ AA batteries are the brand’s No. 1 longestlasting AA alkaline battery, and they hold power for up to 12 years in storage. The new AA batteries also feature the leakage protection customers have come to expect from Energizer. Energizer® MAX PLUS™ will replace the Energizer® Eco and Eco Advanced product offerings to streamline and improve consumers’ shopping experience.

Energizer® will introduce Energizer® MAX PLUS™ through an integrated marketing campaign featuring Mr. Energizer™, who has been updated for the digital age. His unstoppable power and energetic spirit will bring to life the strength and endurance of Energizer® MAX PLUS™ batteries through digital ads, social engagement and a new television ad.

ABOUT ENERGIZER HOLDINGS, INC.

Energizer Holdings, Inc. (NYSE: ENR), headquartered in St. Louis, MO, is one of the world’s largest manufacturers of primary batteries and portable lighting products and is anchored by its two globally recognized brands Energizer® and EVEREADY®. Energizer is also a leading designer and marketer of automotive fragrance and 44 August/September 2018 | C&I | www.c-store.com.au

appearance products from recognized brands such as Refresh Your Car!®, California Scents®, Driven®, Bahama & Co.®, LEXOL® and Eagle One®. As a global branded distributor of consumer products, our mission is to lead the charge to deliver value to our customers and consumers better than anyone else. Visit http://energizer.asia/en-au/ for more details.

PRODUCT NEWS

What makes a great start to the day? TASTY INNOVATIONS It’s widely acknowledged that breakfast is the most important meal of the day, and with evolving customer demands, it is more important than ever that brands evolve to offer a range of new and exciting options to start the day right.

Lion Dairy & Drinks has listened to its customers’ key needs of convenience and taste to introduce a variety of on-the-go breakfast and beverage options across its broad portfolio, with nutrition a central consideration across all product launches.

ON THE GO SOLUTIONS

With research finding that 1 in 3 people are regularly eating breakfast on the go1 due to time pressures, portable breakfast options are increasingly important and customers value the consideration of taste and nutrition when picking up breakfast on the run.

In May, iconic South Australian favourite Farmers Union Iced Coffee introduced an all-new quick brekkie to go that combines their much-loved real coffee taste with protein and fibre.

The new product is designed with the brand’s core customers in mind and acknowledges a growing demand for protein-rich foods1, as customers increase their understanding of the benefits of incorporating protein within their daily diets.

Farmers Union Iced Coffee Edge is available in both Original and Mocha flavours and boasts a smooth, easy to drink consistency that keeps drinkers full and satisfied5.

Recently launched product innovation Farmers Union Greek Style Yogurt pouches offer the distinctive taste that Farmers Union yogurt fans love, with the convenience of an easy to carry and consume pouch pack. This latest evolution echoes consumer demand, with 75 per cent of consumers stating that they would buy more on the go snacks if options available contained less added sugar, were more nutritious and less processed.2 The wholesome and nutritious product from Farmers Union reflects the brand’s continued growth, with the brand seeing a sales value increase of 11 per cent in Grocery over the past year3 and other products in the range being popular staples across the country.

Modern consumers are seeking out creative combinations when it comes to their snacking selections. New to supermarket fridges, Farmers Union yogurt + crunch is a nutritious option that combines the classic taste of Farmers Union Greek Style Yogurt paired with delicious additions such as nuts, seeds, and fruits.

Complete with a spoon inside, the range is now available in the Impulse channel!

Those that prefer to start their day with a coffee have also not been forgotten, with the 2017 launch of Dare Cold Pressed – a range of cold brewed coffee available in latte and strong latte variants – that gives coffee fans a fresh take on their morning brew.

Dare Cold Pressed is Australia’s number one cold brew product4 and demonstrates the evolution of the much loved Dare brand.

The Culture Co was launched in 2017 and is enjoying strong growth and is the #1 Probiotic kefir market in grocery with its 1kg format.6 In August it will be launching a 250g convenient, portable format in Mango and Blueberry flavours.

Made with a special combination of live cultures, The Culture Co Probiotic kefir contains a particular probiotic culture B. Lactis known for its tummy loving benefits by improving regularity in adults when enjoyed as part of a balanced diet.

NUTRITIOUS BEVERAGES

Lion has introduced new drink offerings that are the perfect pairing alongside a breakfast meal.

Launched in May, The Juice Brothers is a bottled juice range that contains no preservatives, colours, flavours or added sugars, and is made with 100% Australian fruit.

With a selection of flavours that includes Orange, Morning Start, Summer Smash, Apple & Raspberry, and Apple, Pear & Blueberry, the range is juice as juice should be. Nutritious, delicious, and well suited to a laid-back weekend brunch.

1 Nature Research Breakfast Survey 2018, n=1500.

2 Nature Research Breakfast Survey 2018, n=1500.

3 IRI; AU Grocery Scan; Value Growth % YA; MAT 3/6/18.

4IRI: AU Grocery & Convenience Scan, Value QTR to May 2018.

5 Protein increases feelings of fullness and reduces feelings of hunger compared to a low or no protein food/drink. Enjoy as part of a balanced diet.

6 IRI; AU Grocery Scan; Value MAT 3/6/18.

August/September 2018 | C&I | www.c-store.com.au 45

FARMERS UNION YOGURT + CRUNCH The complete snacking solution with the convenience of a spoon!

THE CULTURE CO PROBIOTIC KEFIR YOGURT

A smooth and delicious tasting kefir yogurt, that loves your tummy with over one billion friendly live cultures per serve³. Ideal healthy, portable and convenient snack.

FARMERS UNION GREEK STYLE YOGURT POUCHES

Wholesome and nutritious Farmers Union Greek Style Yogurt is now available in pouches. A delicious and nutritious snack that is perfect for on-the-go.

DID YOU KNOW?

% breakfast at home at least once a week, 55 of peopleofskipAustralians consuming breakfast “on the go” with % 30

1

DARE COLD PRESSED COFFEE

Our premium cold brew coffee tastes unlike anything you’ve tried before and is the #1 cold brew in Australia.1

FARMERS UNION ICED COFFEE EDGE

A real coffee hit with protein and added fibre that’s an ideal on the go option to kick start the day.

THE JUICE BROTHERS

The Juice Brothers range contains no added sugar, colours, flavours and is made from 100% Australian fruit.

It’s juice as juice should be.

Lion Dairy & Drinks has a great range of products suited to the breakfast occasion. Speak to your Lion Territory Manager today.

1 Nature Research Breakfast Survey 2018, n=1500. 2 IRI: AU Grocery & Convenience Scan, Value QTR to May 2018. 3B.Lactis supports tummy health by improving regularity in adults as part of a balanced diet.

PRODUCT NEWS

A New Old Favourite for Summer

As the warmer months grow closer, Streets has brought back the Paddle Pop Choc-Mint Paw Print, an Aussie favourite from the 90's which Streets says kids will love and adults will adore!

“It’s delicious chocolate ice cream coated with mint and dusted with chocolate paw prints", a Streets spokesperson said.

“Streets Paddle Pop believes in wholesome childhood fun. We encourage families to enjoy the experience of eating ice cream together. We want each generation to grow up sharing happy moments with Streets Paddle Pop, just like their parents did. And with so many fun and delicious flavours, there’s something to keep everyone happy!”

The Australian heritage brand has been enjoyed by Aussies since it was born in 1953 and continues to be a firm favourite today amongst young and old alike.

Some of the other much-loved retro products that have recently and successfully been brought back for a limited time include Caramel Choc-Dip & Bionic Bubble Gum. Have you got an old favourite? If so, let Streets know on its Facebook page and Streets says it might make a comeback too!

SodaStream Gas Cylinder Exchange at Coles Express brings new life to the Petrol Station Forecourt Arena Launching in over 660 Coles Express sites nationally in 2017 with their world first forecourt gas exchange initiative, SodaStream has tapped into the perfect way to provide further ease and convenience to the company’s 2.2 million repeat customers.

“The forecourt units are eye-catching, highly profitable, and require only a small, generally underutilised forecourt area in petrol and convenience outlets. It makes turning dead space into a profit generator effortless,” said Mark Fenton, Managing Director of Sodastream Australia. “And the best part is that it taps into an Australian tradition. We already replace our BBQ gas at petrol stations, so it makes sense that SodaStream gas can be exchanged there too.”

The forecourt gas exchange initiative has also proven convenient and profitable for Australia’s leading petrol retailer, Coles Express. “There has been an overwhelmingly positive response from our customers,” said Coles Express General Manager, Anna Croft.

This success is no surprise to Sodastream given that sparkling water is now the fastest growing carbonated drinks category in Australia and is expected to grow a further 40% by 2020.

“As more and more Australians turn away from sugary drinks towards healthier alternatives like sparkling water, we wanted to ensure that SodaStream also won on convenience. Having a presence at petrol and convenience outlets like Coles Express has proven to be a big win for SodaStream, for our petrol partners, and most importantly, for consumers,” said Mark Fenton.

48 August/September 2018 | C&I | www.c-store.com.au

GAS UP YOUR SALES!!

SodaStream can give you access to over 2 million+ active and repeat users.

We support our P&C partners with eye-catching indoor and outdoor point of sale collateral.

In 2017 over 130,000+ cylinders were swapped or purchased from P&C forecourt units.

It’s easy, profitable and only uses a small footprint in your forecourt. There are also no delivery or installation fees.

All our retail partners are listed on our website which attracts over 50,000 visitors a month.

Contact Toby Blatchford today: tobyb@sodastream.com or 0438 943 222

PRODUCT NEWS

On-the-Go? Stay Connected

As our lives increasingly become busier and busier consumers continue to look for new products and technologies that integrate into their busy schedule and simply make life easier.

Walk n Talk have just released two brand new products that let you stay connected whilst you are on the go.

PREMIUM POWERBANK – 10,000MAH

As we continue to run our lives from our phone, this 10,000mAH Premium Powerbank enables you to keep your phone or tablet charged no matter where you are. Compact and convenient it is small enough to sit in your bag or pocket but big enough to charge your phone 5 times* before needing to be recharged. It has dual USB output so you can charge two devices simultaneously and had has LED indicators to let you know how much power is remaining.

This is a no brainer when it comes to staying connected...

BLUETOOTH EARBUDS

As technology continues and the thirst for wireless products increases the time was right for Walk n Talk to release a set of Bluetooth Earbuds.

Designed to fit seamless into your ear the new Earbuds has a Microphone for hands free talking and Volume and Track Control so you can take control without needing your phone at all.

The magnet on the controller enables you to easily attach it to your shirt or collar so you don’t need those annoying cables getting tangled while running to your phone.

To keep moving with these two innovative additions to the Walk n Talk range, please contact your Sales Representative. Both products are available now.

Are the lighters you sell putting you at risk?

Do you stock lighters that comply with Australian safety standards? Pocket lighters are different from other consumer goods and pocket lighters sold in Australia are required to be safe. They are only presumed safe if they comply with two International standards: ISO 9994 (Safety Standards) and EN 13869 (Child Resistance). The International standard ISO 9994 requires the resistance of lighters to various critical tests, whilst EN 13869 requires lighter resistance to ignition by at least 85% of children under 51 months of age.

Lighters are considered inherently hazardous since they produce a flame and contain gas – consumers expose their lighters to a wide variety of situations and temperature extremes, many low-quality lighters will experience several types of failures under these conditions. That’s why BIC® manufactures its lighters to a much higher standard, to withstand more severe conditions than the standard requirements. All BIC® lighters meet or exceed the ISO 9994 safety standard specifications and are child-resistant.

If you have any concerns you can ask your supplier for an ISO 9994 certificate.

THE POTENTIAL RISKS OF SELLING NON-CONFORMING LIGHTERS INCLUDE: 1. Heavy fines – up to $220,000 for individuals and $1,000,000 for corporations 2. Compensation for loss and/or injury 3. Withdrawal from sale 50 August/September 2018 | C&I | www.c-store.com.au

4. No insurance coverage 5. Loss of reputation Protect yourself, your stock, your investment and your customers from any potential risks by ranging and selling the safest and most trusted lighter on the market**

THE KEY ISO 9994 REQUIREMENTS YOU NEED TO KNOW* • Flame Height: The flame should not exceed 50mm for non-adjustable flames • Flame Stability: No spitting, sputtering or flaring of the flame • Flame Extinction: The flame must extinguish within 2 seconds after a 10 second burn • Resistance to Dropping: Capability to withstand 3 drops onto a concrete surface from a height of 1.5m • Volumetric Displacement: Liquid fuel within shall not exceed 85% of the capacity of the reservoir due to high pressures inside * Trade Practices (Consumer Product Safety Standard) (Disposable Cigarette Lighters) Regulations 1997 **Source: Aztec Data Total Lighter to 10/12/2017.

“Not all lighters are created equal – there is a difference”

PRODUCT NEWS

Red Bull® launches ORGANICS, a new, premium range of certified organic refreshment beverages Red Bull unveils ORGANICS, a new premium range of certified organic soft drinks made with ingredients from natural sources. ORGANICS by Red Bull comes in four variants: Simply Cola, Bitter Lemon, Ginger Ale and Tonic Water.

Engagement with health and environment is prompting a more inquisitive consumer & many Australians are substituting conventional items with Organic products. ORGANICS by Red Bull offer an alternative to classic refreshment beverages through naturally sourced and organic ingredients.

The ORGANICS by Red Bull range are not energy drinks.

Each variant of ORGANICS by Red Bull is certified by Australian Certified Organic and features ACO’s well known organic bud logo. Certification increases confidence in a product and is seen as a guarantee of authenticity within socially responsible production methods, biodiversity and free from chemicals and pesticides.

ORGANICS by Red Bull Simply Cola: Carefully selected botanical extracts, natural caffeine and organic lemon juice concentrate blended to create a distinctive, not-too-sweet taste.

ORGANICS by Red Bull Bitter Lemon: Contains citrus extracts and organic lemon juice concentrate, softened with botanical extracts to give a distinctive sharp flavour.

ORGANICS by Red Bull Ginger Ale: Contains ginger extracts and zesty organic lemon juice concentrate. Amber-coloured, aromatic and spicy.

ORGANICS by Red Bull Tonic Water: With lemon juice concentrate organically sourced, botanical extracts and quinine – a harmonic blend of sweet, sharp and dry.

ORGANICS by Red Bull will be available in individual 250mL cans and in 250mL 4-pack and will be line priced with Red Bull® Energy Drink range.

(Impulse RRP: $3.59 without CDS, $3.79 with CDS. Retail RRP: $2.85 without CDS, $2.99 with CDS*) and 250ml 4 Pack (Impulse RRP: $11.19 without CDS, $11.95 with CDS. Retail RRP $10.19 without CDS, $10.95 with CDS*) Available to purchase from September at various locations across Australia. *Prices are recommended retail prices only and there is no obligation to comply with the recommendation.

Source – Australian Organic Market Report 2018 & IRI Shopper Panel Survey 2017 To order contact your Red Bull representative or your Red Bull wholesaler.

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PRODUCT NEWS

Jolly Lolly is back with new 100g Party Mix Jolly Lolly is back with new packaging and in a brand new size perfect for your impulse customer.

Launching with 100g Party Mix, this Jolly Lolly bag contains a combination of all your party favourites – snakes, bananas, milk bottles, pineapples and raspberries.

The new bright orange and yellow packaging is cheerful and happy and will attract customers.

Delivered in a shelf-ready tray for one-touch merchandising on shelves and countertops, these bags can also be hang-sold.

Competitively priced with an RRP of $1.75, Jolly Lolly 100g pack will be grabbed off the shelves.

The Distributors National Customer & Supplier Relations Manager, Ben Langstaff said “We are pleased Jolly Lolly is back. The new design is much simpler and the product now easily stands out whether positioned on the counter or on shelf.

The pricing is very competitive and our research indicates that it should be a strong seller when merchandised correctly.”

Available to order now, there are 20 bags per outer and are exclusive to your local The Distributors warehouses. www.the-distributors.com.au

54 August/September 2018 | C&I | www.c-store.com.au

PRODUCT NEWS

28 Black Sour Mango-Kiwi launches into summer!

The team at Level Beverages is excited to announce the launch of the latest addition to the 28 Black range, Sour Mango-Kiwi.

The new variant will arrive just in time for summer, launching into stores across Australia and New Zealand in October. Chrish Graebner, Managing Director of Level Beverages stated “We are so excited to bring Sour Mango-Kiwi to the Australian market after it has experienced such immediate success in Germany. I think the flavour profile is unique whilst being familiar to Australian consumers and certainly steers away from the more generic flavour offerings that are available in the energy category.”

If you haven’t heard of the range before, 28 Black is a range of ‘better for you’ energy drinks that distances itself from its competitors by being less synthetic. The innovative range conforms nicely with growing health trends as consumers are becoming more nutritionally aware and creating expectations for healthier alternatives. Made from natural caffeine, no taurine, no artificial colours or flavours and no preservatives the 28 Black range will deliver a natural energy boost. Alongside better ingredients 28 Black boasts a more innovative flavour range, covering the more familiar energy drink taste in their 28 Black Classic and more unisex flavours with Acai, Pink Grapefruit and now Sour Mango-Kiwi.

You will find the 28 Black range in Woolworths, Coles (health food aisle), IGA, Caltex and Metro Petroleum. For more information on the 28 Black range, visit Levelbeverages.com or call 02 9328 2591.

TIKO USB Lighters – the future of lighters is here now!

Moki Odyssey Bag Range The Moki Odyssey Backpack, Laptop Satchel and Notebook Sleeve are the latest addition to the Moki product range. Lightweight yet durable construction, the Moki Odyssey bag range provides great storage space, some with padded protection for laptops and other valuable electronics. The notebook sleeve fits up to 13.3” notebooks, while the laptop satchel and backpack can fit laptops up to 15.6”.

All bags come with customised Moki logo zipper pulls, water resistant and durable fabric and even a location on the inside to write your name and details. The Moki Odyssey bag range is perfect for all ages and will suit everyone from corporate travelers to school kids. With style, sophistication and durability, the Odyssey bag range is the prefect carry solutions for all your gear.

To find out more call Moki International on 03 9540 4111 or visit www.mokiinternational.com 56 August/September 2018 | C&I | www.c-store.com.au

For over 6 years, PeleGuy Distribution has been a proud owner of a highly sought after brand of Jet Lighters – TIKO and now consumers can get their hands on the latest TIKO USB Lighters! They are new to the market.

However, they have already created a huge buzz.

TIKO USB Lighters combine innovative technology of traditional metal coil and double ARC lighters with sleek designs, offering consumers a vast variety of styles from classic to contemporary and funky. These flameless lighters are windproof and are environmentally friendly.

USB Lighters will never run out of gas, can be fully recharged within an hour with a USB cable and will work up to 300 uses between charges.

To see the full range of TIKO Lighters and much more, please visit www.peleguy.com.au.

Come to say Hi to us at the C&I Expo at Stand C13.

PRODUCT NEWS

Lindt Fruit Sensation Lindt Fruit Sensation is a new innovation in the chocolate bites pouch category that is driving incremental category sales and catering to a previously unmet demand for a premium chocolate snack for adults. Lindt Fruit Sensation is a unique combination of fine dark chocolate with a soft fruit flavoured centre. Crafted by the Lindt Master Chocolatiers, Fruit Sensation is a delicious new Lindt experience comprising of three distinct and delectable flavours; Raspberry & Cranberry, Blueberry & Acai, and Orange & Pink Grapefruit.

Lindt Fruit Sensation brings an exciting premium offering to the chocolate bites pouch category and consumers love it. The range is sophisticated, targeted towards adults, and contains high quality ingredients in exciting

Lindt Lindor Bar Lindt Lindor Bars are a true premium chocolate option in the bars category, targeting consumers on the go who won’t compromise on quality when they want to treat themselves. Chocolate is often purchased on impulse so the bars category is a great opportunity to drive incremental sales in Convenience stores. This opportunity can be maximised by displaying chocolate bars prominently at or close to the counter.

Lindt Lindor Milk Bar 38g shines as a key premium product in the bars category, offering smooth melting Lindor milk chocolate in a slim bar format. Following on from the Lindor Milk Bar success, Lindt Lindor Orange Bar was launched this year with strong early sales.

Lindor Orange Bar has a milk chocolate shell and an irresistibly smooth melting orange filling. This is the perfect treat for consumers looking for a high quality bar in a new flavour combination.

For more information, visit www.lindt.com.au 58  August/September 2018 | C&I | www.c-store.com.au

combinations which overall work together to fill an important gap in the category. Consumers love the new products with research reflecting that 91% love the taste, and 82% saying they would buy it again. Since the range launch in early 2018, the products have performed within the top 20 SKUs in category* and are proving to be must-have inclusions on any confectionery shelf.

Convenience stores should ensure they have a range of premium products available to broaden the overall appeal of the chocolate category and drive category value.

For more information, visit www.lindt.com.au *IRI Aztec: Last 15 weeks to 03/06/2018.

PRODUCT NEWS

Kanguru energy drink transforms the market Kanguru is set to redefine the energy drink market with a sophisticated product, combining clean, effective ingredients and a great taste.

Australia’s first locally owned and manufactured energy drink, Kanguru is the brainchild of Queensland-based ophthalmologist Dr David Kitchen who has spent four years perfecting the formula.

“I drank coffee and energy drinks but I felt there had to be something better,” Dr Kitchen says.

“Many of the ingredients in existing energy drinks had no real benefit or purpose whatsoever, so what was needed was a more scientific approach”.

“I’ve created an evidence-based drink that offers tangible benefits, using natural botanicals with an anti-crash result.”

Dr Kitchen admits it’s been a technical challenge requiring thousands of hours and hundreds of samples but the final result is a drink which delivers smarter energy and wellbeing benefits.

Kanguru’s carefully chosen evidence-based ingredients include five natural botanicals – Korean Red Ginseng (as distinct from Panax Ginseng), Yerba Mate, Guarana, Schisandra and Green Tea, as well as vitamins, Taurine and Caffeine and natural flavours.

More than 90 per cent of the caffeine is derived naturally through the botanical ingredients and there is no sugar. Kanguru will appeal to energy drink consumers who want to feel good about what they’re drinking as well as attract entirely new customers who are after real energy, real benefits.

Consumer group testing has been extremely positive with people enjoying the taste and the premium presentation reflecting the premium offering inside – a slim-line 250ml can with matt black and gold design.

It can be enjoyed for taste and benefits with confidence on a daily basis, knowing it has been manufactured in Australia under our country’s strict and safe food standards.

Kanguru will broaden the purchasing demographic in the category adding incremental value to your business unit.

• The brand message is well supported with a sophisticated advertising and promotional campaign driving trail, driving the sale.

• Through the line campaign covers the channels from television down to point of purchase.

• The brand will turn around an underperforming 250ml segment suffering from simple up-trading to large pack offers.

• It will breathe new life into a mature category.

• The brand will meet category average margin contributions.

• Ultimately it will lift top line category revenue and profit performance incrementally.

The product has a RRP of $4.95 and the growing number of available stockists can be found here: http://www.kanguruenergy.com.au/ stockists/ For more information visit www.kanguruenergy.com.au

60 August/September 2018 | C&I | www.c-store.com.au

PRODUCT NEWS

Pitching for Sales at the Pump Earlier this year, Adverto Outdoor Media released the UniTopper, which the company says is the very first interactive digital screen system that is designed to give the retailer a return on investment, often inside a single year.

The Unitopper has a built-in camera equipped with facial recognition software. It can tell the customer’s age, gender mood and so on and then display an ad on screen specifically targeted at that customer. This allows retailers and suppliers to target the right audience with vision analysis in real-time.

Using the Unitopper, the retailer has the option of downloading video content from the cloud or creating material unique to any particular store.

“Basically, anyone who can use PowerPoint can create promotions that drive sales in the store,” said Adverto’s Vice President Alex Smith. “We have plenty of case studies where we have seen sales of a particular product jump from anywhere between 20 per cent and 200 per cent when the ads are running. A 30 to 40 per cent increase is quite common.

“These days renting screen space to advertising brokers is not giving the financial return to the retailer that

it used to. With Unitopper, the profit from the advertising stays with the retailer through increased sales.”

The Unitopper offers a choice of two sizes of interactive video screen that Adverto says can be fitted during manufacture or can be retrofitted to almost any fuel dispenser on the market today. These screens deliver interactive feature rich video content as well as enabling customers to order and pay at the pump plus integrate with loyalty programs.

For the technically enlightened, here are some specs: • Built for 24/7 operations • IP65 Aluminium Enclosure • Fixed or Mounted Options • Dual 15” and 22” Screens • Multipoint Touch Panels • Sunlight Readable up to 1500nits • Stereo Audio • Front Facing Cameras • NFC Integrated hardware • Wireless AC • Windows or Linux Ready sales@adverto.com.au www.adverto.com.au

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To order your Belong SIM cards please contact SimConnect 1300 378 390 or Pacific Optics 07 5631 1090.

PRODUCT NEWS

Zantac – heartburn relief with no chalky aftertaste!

Your favourite pharmacy formula for the relief of heartburn is now available in small pack sizes designed for the convenience channel. For too long heartburn sufferers have been forced to chew chalky antacid tablets or liquids to relieve their suffering because the pharmacy isn’t open. Zantac treats heartburn by reducing the amount of acid the stomach produces to provide effective, long-lasting relief from heartburn and acid indigestion in a convenient easy to swallow tablet.

Now available in 7 tablet packs of either 12 hour Regular Strength or 24 hour Double Strength formula.

ALWAYS READ THE LABEL. USE ONLY AS DIRECTED. IF SYMPTOMS PERSIST CONSULT YOUR HEALTH PROFESSIONAL.

Coconut Suncare from Le Tan The suncare experts at Le Tan have launched its new and improved Coconut Sunscreen Lotion range in new easy to use squeeze pouches.

Available in SPF15, SPF30 and SPF50, the Australian first-to-market squeezy pouch sunscreens are lightweight, easy to empty, portable and store easily in your beach bag. With 69% less packaging*, they’re not only good for the environment, but easy to carry, easy to use and ensures you will be able to get that last drop of product.

The feel good sunscreen is sweat resistant, up to 4 hours water resistant and won’t run into your eyes. Furthermore, the formula contains coconut water to keep the skin hydrated in the harsh Australian sun.

Le Tan has been protecting Australians since 1977, and its products are tested under the strictest conditions.

Trade Enquiries: JCSM Sales Management 08 8331 7674

OGX: What Hair Wants Indulge your senses and your hair. This renewing formula helps strengthen and soften all at once, smoothing your locks into their silkiest potential. Our collection helps renew your hair, leaving it lush, soft and divinely shiny.

• A renewing collection infused with Argan Oil • Helps to restore and strengthen all hair types • Leaves hair strong, soft and shiny • Helps repair damaged strands • Sulfate free surfactant hair care system Nourish and detangle with this precious blend infused with Argan Oil sourced straight from Morocco. This thick and creamy formula helps to strengthen and smooth to release its silkiest potential.

A unique, precious blend with argan oil of Morocco helps to penetrate the hair shaft. Discover newly restored strength, shine, softness and seductive silky perfection.

For best results, use our entire Argan Oil of Morocco collection to help with every day moisture. After applying conditioner, we recommend using one of our treatments to help moisturize and restore shine to all hair types.

OGX is the #2 Haircare $ Brand Nationally*, now available from Johnson & Johnson. For further travel and convenience ranging information please contact mrippon@its.jnj.com or 0407 501 440. *Source IRI: Australia Grocery Pharmacy Scan 6mths to 22/04/18

64 August/September 2018 | C&I | www.c-store.com.au

PRODUCT NEWS

PERKii Delivers

In an age of high awareness, instant information and more concern than ever about what we are putting into our bodies, large numbers of people are looking for and are prepared to pay a premium for benefit driven products that deliver a healthier option and great taste experience.

Soft drinks taste great, but we all know they are not great for you and products like Kombucha type fermented drinks deliver the benefits at the expense of taste.

PERKii, however, delivers on both.

Launched to the market in 2016 after 8 years of study, PERKii harnesses world-first patented technology to encapsulate a highly researched strain of active probiotics and protect them through the harsh acidic environment of the stomach, delivering more live bacteria to where you need them – the gut.

Developed at the University of Queensland (UQ), the technology has enabled delivery of over 1 billion probiotics in a great tasting, lactose-free, low sugar, low calorie drink.

Chiller space is at a premium, so it makes sense to ensure that there is a broad range of complementary products to give the customer maximum choice.

PERKii is different to the range of kombucha, coconut waters, soft drinks etc offering your customers an extra dimension in your better-foryou portfolio.

PERKii is available in 3 great tasting natural flavours – Lime & Coconut, Strawberry & Watermelon, and Mango & Passionfruit.

For further information contact Manassen Foods on 1800 888 606, email enquiries@manassen.com.au or visit www.manassen.com.au,

Fulfil Vitamin and Protein Bar

The days of having to choose between ‘unhealthy and tasty’ versus ‘healthy and bland’ are behind us.

There’s an exciting new future, and it’s packed with goodness, functionality and flavour! Introducing Bars, with Benefits: Fulfil Vitamin & Protein Bars!

There is a global trend where many consumers are actively looking to get fitter and leading healthier lives but don’t want to give up their snacking treats along the way. However, one of the most concerning aspects of Australian eating habits is the amount of junk food and highly processed or high sugar snacks we consume, also known as discretionary food. In fact, a whopping 35% of our average energy intake falls into this category*.

Many current Better-For-You snack offers compromise on either taste or functionality and many have an image problem with the everyday consumer.

Fulfil Vitamin & Protein Bars deliver a step change in the taste of Better-For-You snacks. These delicious bars with benefits feature flavour profiles Australians know and trust in multi-layered formats while delivering less than 3 grams of sugar, 20 grams of protein and 8 essential vitamins. Fulfil Vitamin & Protein Bars were developed in Ireland and are , leading the category growth in Ireland, the UK and throughout Europe. Fulfil is now the #1 Healthy Snacking brand in Ireland. The brand has a proven track record of delivering incremental sales dollars to the category, with previous ‘treat abstainers’ coming back into the market with a product that delivers

a guilt free confectionery taste experience without the sugar, plus the additional benefits of Protein and vitamins.

Available in 6 familiar flavours; Peanut & Caramel, Coconut & Milk Chocolate, Cookies & Cream, Milk Chocolate & Mint, White Chocolate & Cookie Dough, Chocolate Caramel & Cookie Dough.

Fulfil is available now through C-Store Distribution and The Distributors or contact Manassen Foods for further information on 1800 888 606, email enquiries@manassen.com.au or visit www.manassen.com.au, *Australian Institute of Personal trainers, the real educator in Fitness.

BARS, WITH BENEFITS VITAMINS WITH PROTEIN

66 August/September 2018 | C&I | www.c-store.com.au

8

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WiTH DID YOU KNOW V leads the market in developing flavours that disrupt and delight the shopper, which grows sales!

• V have 45% share in energy drink flavours, with total Frucor Suntory dominating with 64% share.

• Tortured Orchard is the latest flavour in Frucor’s great line of Energy Flavours.

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OPINION

LONG SERVICE LEAVE WON’T GET YOU TO MARS AND BACK

CHARLES WATSON Senior Adviser Workforce Guardian

charles.watson@workforceguardian.com.au

Long service leave is a period of paid leave granted to an employee who has served a specified period of continuous employment.

This will include permanent full-time, part-time or longterm casuals.”

S

etting and forgetting employment terms will come back to bite you. Although the retail industry can be perceived as an industry of short term employment, that is not always true. At some stage you are likely to have workers who have been with you for the longer term. When that occurs, you will need to consider long service leave entitlements and how they will apply in your business.

WHAT IS LONG SERVICE LEAVE?

Long service leave is a period of paid leave granted to an employee who has served a specified period of continuous employment. This will include permanent full-time, parttime or long-term casuals.

WHERE DOES LONG SERVICE LEAVE COME FROM?

Well, I’m glad you asked. Australia is one of a few countries that have ‘long service leave’ in place. To see where it came from we jump back in the workplace relations TARDIS to 1800’s Australia. Back in the day when Australia was still a British colony, many of the civil servants were sent to Australia from Britain for lengthy periods. As part of their terms of engagement, after serving a particular length of time civil servants were entitled to return home for a lengthy period of leave to visit family. The concept stuck in Australia and slowly grew over the coming century so as to cover all employees in Australia based on state and territory laws or within the industry in which the employee worked.

WHAT ARE THE ENTITLEMENTS?

The Fair Work Act 2009 contains a section on long service leave as part of the National Employment Standards. The plan was to have a nationalised system for long service leave within the Act, however that hasn’t materialised. Effectively, the Act states that whatever long service leave laws or provisions applied before 1 January 2010 continue to apply.

As a result, this is where things get a little interesting.

Every state and territory have their own legislation that 68 August/September 2018 | C&I | www.c-store.com.au

provides for an entitlement to long service leave. There are some particular industries that have their own specific entitlements found in their industry Award (such as the printing industry) or have portable entitlements that are carried from job to job (such as the construction industry) or in an enterprise agreement. Most retail businesses will have applicable entitlements arise out of the relevant state or territory law.

As a rough guide, and differences exist between each jurisdiction, employees who have worked ‘continuously’ for their employer for a set period (usually 7, 10 or 15 years) will be entitled to a period of paid of leave, generally equalling 8 2/3rd weeks for ten years’ service and paid at their ordinary rate pay rate. Entitled casual and part-time employees will receive long service leave on a pro-rata basis. Additionally, most state and territory long service leave laws allow for employees to receive a pro-rata amount of leave upon termination, often after five or seven years of continuous service.

The definition of ‘continuous service’ differs depending upon the applicable legislation, however some unpaid absences will not count towards calculating an entitlement although they may not break the continuity of the employee’s service. Such periods are generally discounted when calculating the entitlement amount. We would refer you to the specific legislation for clarification on this issue.

The important thing to remember is that while the states and territories laws are similar they are not identical and differences in the entitlement and accrual method exist. I have advised and represented employers where workers claim state-based entitlements when Award derived entitlement displaces the state legislation. Given the historical minutiae of the issue, I have also had to ‘remind’ the Fair Work Ombudsman to dust off the pre-2010 history books.

Also, the laws are not static and will change periodically.

Victoria is currently amending its long service leave legislation this year so Victorian based businesses should put that on their radar for the second half of 2018. C&I

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We solve the challenges of selling tobacco, helping you minimise shrinkage and drive revenues. VDMS gives you the tools to stay in control with real-time sales information while benefiting from a valuable point-ofsale digital advertising platform and transformed store operations.

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OPINION

BRETT BARCLAY Director - Convenience Measures Australia

Some of the key indicators that identify the improvement in food-on-the-go are both reason for coming to the store and basket penetration while, spend and basket items also show the type of products co-purchased.�

RETAILER FOCUS ON FOOD-ON-THEGO IS GAINING TRACTION..

A

little over 10 years ago when we were going on Study Tours overseas visiting either the USA or UK we were continually discussing how those markets were increasing food category sales and hot coffee. Fast forward to today and while we still have a little way to go to match the best markets, the CMA Shopper Report 2018 results show basket penetration of food and hot coffee continues to grow.

Convenience retailers have made no secret of the desire to improve in these areas and we have certainly seen the explosion of hot coffee within the channel however, foodon-the-go is starting to gain momentum. Some of the key indicators that identify the improvement in food-on-thego are both reason for coming to the store and basket penetration while, spend and basket items also show the type of products co-purchased.

Firstly, when we look at mission of shoppers we identified that Beverages is the number one category and continues to increase while fuel mission declines. This is showing the movement away from fuel as a driver for shop sales which is a positive however, we are still seeing with the increase in price versus 2017 driving a higher fuel only percentage.

From a food-on-the-go perspective it is the number three mission and reaches 10% of all missions for the first time, showing that shoppers are using Convenience Stores more as a destination for food-on-the-go.

When we look at basket penetration Beverages is the clear leader with over 70% of all baskets containing a beverage which includes hot coffee, while food-on-thego is the second highest category increasing to 22% of baskets. When we look at each retailer this does vary

70  August/September 2018 | C&I | www.c-store.com.au

however, tends to over index in independent retailers and regional areas. The biggest driver of this is coming out of breadth of range especially with hot food which represents a total of 59% of food-on-the-go baskets. What was evident though is that 'Other Hot Food' had a greater representation and those retailers that over indexed here tended to have stronger overall food-on-the-go penetration.

It is notable though that major retailers tend to over index on beverages driven by hot coffee so opportunities exist for both.

The other measure that shows why food-on-the-go is important is the amount spent per transaction which is 20% above the channel average. This is driven by both value and the number of items purchased which is 29% above the average, driven by the beverage category which is in 66% of food-on-the-go baskets. Regarding the breakup of beverages in the basket hot coffee represents almost 50% of all while Cola and flavoured milk are the next most popular categories.

So, while the breadth of food-on-the-go is important, if you only focus on hot food you are limiting your engagement to mainly the male shopper as they represent 75% of baskets. If you have a good range of bakery snacks that engages a greater proportion of female shoppers as well as sushi and take-home meals, however they are currently smaller categories.

In summary the food-on-the-go category continues to increase in penetration and also as a reason for shoppers coming to store. The breadth of range is important and having a focus on categories outside of hot food will lead to greater female participation. C&I

DISCOVER

RMET ICE CREAM COOKIES I CGEO U C REAM COOKIES

OPINION

REMOVE BAD FRICTION, ENHANCE GOOD FRICTION. SPEED TO SHELF

I DARREN PARK CEO United Convenience Buyers

New products are a dynamic force for increasing sales, and Speed to Shelf is the process by which agreed new products are rushed to stores fast.”

n a recent article, I wrote about well-produced and quickly-activated planograms have the capacity to increase sales, but they also have the effect of decreasing supply chain and store costs at the same time. More importantly, they underpin the fast growing importance of Speed to Shelf.

SO WHAT DOES SPEED TO SHELF MEAN AND WHY IS IT IMPORTANT TO AUSTRALIAN CONVENIENCE RETAILERS? New products are a dynamic force for increasing sales, and Speed to Shelf is the process by which agreed new products are rushed to stores fast. Studies have shown that new items generate 30% more sales when they are first on the shelf as compared to stores that lag behind.

WE NEED TO MOVE FASTER. MUCH FASTER.

Today’s consumer has an expectation of instant gratification. And, we as retailers really need to be ready, willing and able to service this desire. The need for speed has accelerated, driven by consumer demand for newness and further escalated by social media displaying products to a greater number of shoppers at a faster pace than ever before. It’s almost an unstoppable force!

WHO IS THE CONSUMER DEMANDING THIS NEED FOR SPEED FROM US?

It’s millennials, you know (which is what they all say) those born between say the late 1980s to the late 1990s.

Millennials are close to or have just about overtaken baby boomers as the largest generation, making it more important than ever for convenience store retailers to understand who they are as shoppers.

Millennials in particular tend to style themselves as the early-adopting “what’s new connectors” of their friends and families. Once such a consumer discovers a new

confectionery, snack or beverage item they want to share it with others. And they want to post about it. If as a retailer you don’t have the Speed to Shelf opportunity embedded in your business, there’s a big chance that millennials will by-pass your outlet and head to where they know for sure, they’ll find what they need. Your store simply won’t feature on any Instagram posts!

THE SHORTEST DISTANCE BETWEEN TWO POINTS IS GETTING A HEAD START AND COMMUNICATION.

Talking about speed, did you know Amazon has applied for a patent for 'anticipatory shipping', which uses Artificial Intelligence to predict which products will be popular among geographic niches of consumers, and then places those products in Amazon warehouses nearby… before the customer places an order.

In Australia most convenience stores work through wholesalers rather than buying directly, as there are many more points of communication and agreement that have to be made to get the same level of distribution as the larger retailers. It takes a very coordinated effort to expedite the products to shelf and I believe that the Speed to Shelf gap between C-stores and other channels could be closed if manufacturers, distributors and retailers work more closely together.

We may not have the capability to behave like Amazon with warehouses full of inventory, just waiting to be ordered by a millennial. What we do have though is the ability to see the trend of Speed to Shelf, understand who is driving it, how it can impact us economically (help us all make money) and build partnerships to act in partnership with retailers and suppliers to make it happen. Acting as an industry to ensure Convenience is at the forefront of Speed to Shelf is critical. Suppliers that pick retailers to launch exclusively with, in my opinion don’t do the Convenience channel justice. Speed to Shelf needs to be a joint objective, where we help each other (with our own unique retailer by retailer capabilities) to satisfy our demanding consumers and to create brand led value. It’s a team effort.

RISK IS WHAT WE MANAGE EVERY DAY. WE CAN DO THIS TOGETHER.

I hear about risk as a reason to not pursue Speed to Shelf.

Risk is a dashboard heavily loaded with measurements on where you’ve been, that you miss the indicators of where you’re going. Speed to Shelf excellence means we will need to operate not just faster but at warp speed, there’s an element of risk that we can’t avoid but can manage.

So what will you do differently? What will you now tell your boss, your board, your team, your distributor or supplier partner in your next meeting with them? Speed to Shelf is a team effort, we need to help each other and we need to ensure that we act as an industry. It’s what the millennials would want you know. C&I 72 August/September 2018 | C&I | www.c-store.com.au

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OPINION

We’ve coined the term Aisle Interrupter to describe the physical process of gently moving customers to the right cash register.”

AISLE INTERRUPTERS

BY DARREN PARK CEO United Convenience Buyers

– ELIMINATE SHOPPER CHECKOUT REMORSE H ave you noticed that the retail checkout experience is changing? I’m not talking about Apple Pay or AfterPay, I’m talking about queuing.

That sometimes soul destroying process where you are faced with choosing which checkout line is moving the quickest. And just as you make your choice, your line seems to slow down, thanks to a shopper who has forgotten an item or can’t seem to grasp the concept of touch and go. You look around and observe every other line seems to be moving faster than yours. Why does it never seem like the line you choose, moves the fastest?

Now, without taking us all back to high school maths classes, did you know that there is quite a big deal of research on queuing – it’s called queuing theory and it deals with the behaviour of waiting lines. As I said, there’s maths involved, so we’ve done the reading so you don’t have to.

You probably have encountered queuing theory in practice recently and not even noticed. Queuing theorists (those people who study how queues behave) have found that if customers form one long winding line called a serpentine line or queue, and then are sent to the next available cash register, wait times can be significantly reduced.

For the purpose of Petrol & Convenience, we’ve coined the term Aisle Interrupter to describe the physical process of gently moving customers to the right cash register.

Aisle Interrupters can be found at banks and retail environments such as BIGW, JB HiFi, Officeworks, Airports and just about any location where there are multiple transaction points and lots of people to serve as fast as possible. Aisle Interrupters aim to deliver wait times that are minimised because instead of the traditional let’s all guess “who’s next please” method, in which one slow person can delay an entire line, a slow person can tie up say a cash register whilst other customers can be served at other

74 August/September 2018 | C&I | www.c-store.com.au

open registers. The delay remains, but its impact is much lower than it would be otherwise.

The increasing presence of Aisle Interrupters, reflects a growing awareness that customers don’t enjoy experiencing this lack of fairness or equality, so implementing (in the right environment) an Aisle Interrupter ensures your customers are treated on a first come first served basis - and we all seem to be just a little happier about that!

The checkout or transaction area in any store, is a retailer’s most unique area of retail sales opportunity. No other part of the store has as a high level of customer traffic or the potential to positively or negatively impact on their overall shopping satisfaction.

Good retailers never let an opportunity go unexplored, so our next question is going to be, how can we turn this wait time into an opportunity? Would you be surprised if I said there’s research on this as well?

Essentially, when we have something else to do, the wait always seems shorter. So presenting a tailored assortment of impulse purchases on the way to the checkout, may not only potentially increase your sales but increase customer satisfaction too. The combination of a perceived shorter wait time and the friendly last minute reminders to pick up a small confectionery gift for the kids on the way home, or even an On-the-Go snack bundle for yourself for breakfast, may just make the experience of queuing profitable for both retailer and shopper combined.

Don’t let your customers feel like they are first in and last out, show them each and every time that they’ll be served in the order in which they arrive and as fast as possible.

Consider placing Aisle Interrupters instore, bringing fairness to queuing and re-capturing the spirit of Convenience Retailing through presenting impulse items, that meet shopper occasions and missions. C&I

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USA INSIGHTS

HOWLAND BLACKISTON Principal, King-Casey

The end-result is a brand-specific pricing strategy for your optimized menuboards that’s transparent to the customer, and allows for higher profit without the traditional customer pushback.”

MENU STRATEGY MODELLING PART 2 Take a Deep Dive Into the Data.

B

asic sales and profit contribution analysis is routine for foodservice brands. But there’s a treasure trove of data that’s often overlooked. It requires a deep dive into the numbers. By utilizing sophisticated analytical skills and algorithms you can develop and test many different product and pricing strategies to determine which are best for improving business performance. Brands can realize increased margins across menu items, without negatively impacting customer traffic. You can create programs tailored specifically to the needs of the brand, geographic segment, outlet, transaction type, and customer.

Which menu items should stay, and which can be eliminated without any negative inpact on the organization? These are powerful analytical tools for developing your menu strategy.

Here are a few of these.

MENU PRICING ANALYSIS. This allows for the creation of sophisticated pricing strategies which are modified over time as internal and external environments change. Utilizing a technique that is more predictive than traditional consumer research, consumer purchasing behavior is analyzed and the impact of price 76 August/September 2018 | C&I | www.c-store.com.au

changes are studied at the item level, category level and across categories. Promotional activity is analyzed to calculate impact on sales, profit and traffic. The end-result is a brandspecific pricing strategy for your optimized menuboards that’s transparent to the customer, and allows for higher profit without the traditional customer pushback.

REVENUE SITUATION ANALYSIS. This is a thorough review of food service sales drivers and their relationships to one another from the outlet to the enterprise level. Using detailed transactional and customer data provides a foundation for the strategic understanding necessary to develop sound marketing strategy. Confronted with the challenge of growing system and same store sales, marketers need to identify opportunities across multiple revenue-driving levers, such as individual customer frequency, additional menu item attach rate, and promotional and pricing mix.

MENU PERFORMANCE ANALYSIS. This follows the revenue situation analysis and involves a comprehensive review of revenue performance of menu items, their related transactions, and relationship with other menu

USA INSIGHTS items. This leads to an understanding of the specific food and beverage menu items that have the highest attachment potential. Building sales and merchandising programs featuring those items can provide the highest likelihood of successfully growing sales.

KEY ELEMENTS OF A MENU STRATEGY. With the above inputs in place, it’s time to develop the Menu Strategy. These are typical steps and objectives of the exercise.

1. Establish Business Objectives. What are the business objectives you ultimately want to accomplish from your menu? Examples might include: increase beverage incidence to grow profitability; increase sales between the lunch and dinner day part; grow average check. There might be a dozen or more on your wish list. These business objectives should be prioritized in order of importance (which will have the greatest positive impact on your business?). You should establish specific targets and metrics for each objective.

5. Understand Critical Weaknesses. These are those things that you do not do well from a menu offering standpoint. Identifying these in your Menu Strategy helps you circumvent or correct these weaknesses. You may, for example, decide to drop a menu item that is sub-quality to other offerings.

6. Identify Threats and Risks. These are typically outside forces that could prevent you from reaching your business objectives. An example might be to include competitors with similar or better products and menu offerings. You need to get these on the table as they may ultimately impact your Menu Strategy. C&I

Building sales and merchandising programs featuring those items can provide the highest likelihood of successfully growing sales.”

King-Casey is a leading consulting and design firm for both food-service and retail brands.

Howland Blackiston is a Principal of the firm.

2. Identify and Prioritize Your Food Platforms. List your food platforms and/or categories and put them in the order of strategic importance. Are beverage sales more important to your business than sandwiches? Are sides more important than desserts? This step will require a good understanding of where your sales and profits are coming from now and where key opportunities lie.

3. Identify and Prioritize 'Key Opportunities'. These are those tactical things you can do to reach your menu’s business objectives. For each of these 'opportunities', provide a specific, tactical example of how you will accomplish a stated business objective. Examples might include: establish a new cup set to increase beverage sales, develop a snack menu to increase afternoon day part sales, develop a 'largecombo' offering to grow average check. The resulting list of opportunities should be prioritized in their order of importance to your business.

4. Understand Critical Success Factors. These are the menu strengths, characteristics and signature products that your brand is known for and does well. This is what differentiates your brand from the competition. These should be leveraged to your advantage as you develop an enhanced Menu Strategy.

A Menu Strategy Helps Dissolve Cultural Resistance

It’s not uncommon in an organization to have individuals with their own ideas about what should be the priority and importance given to different menu items. Without a published strategy in place, these conflicting priorities can be intense and counterproductive. As an example, the officious manager in charge of beverages feels that drinks are the “star of the show”. This person’s influence might derail what’s really important to the brand…”to raise ticket by increasing the attachment of food items”. A formal Menu Strategy shared and understood across the organization trumps any individual’s opinions, and dissolves cultural resistance to making changes.

August/September 2018 | C&I | www.c-store.com.au 77

UK INSIGHTS

POLLY SIMONS C&I Contributor

Traditionally, UK symbol groups have been less trusted on their fresh food than the bigger supermarkets, so demonstrating freshness is paramount,”

SASSYSANDWICHES W

The humble sambo is still the midday meal of choice

hen you think about lunch, what food comes to mind? For most people, a sandwich would come close to the top of the list. Whether salad, chicken or something more exotic, the humble sambo is the midday meal of choice for everyone from hungry schoolchildren to office workers eating at their desks.

Nowhere is this truer than in Britain, where sandwiches are the number one choice in food-to-go (FTG) category, bought by more than 54 percent of the population each year.

“There’s nothing that comes close to them in terms of popularity,” said Jim Winship, Chief Executive Officer of the British Sandwich and Food-to-Go Association.

Pre-packed sandwich sales make up almost a quarter of the UK’s £24.3 billion ($43.2 billion) food-to-go industry and are increasing at a rate of around 4.2 per cent a year according to data from international consumer insights firm Kantar Worldpanel.

At C-store level, they account for around 20 per cent of foodto-go sales (Association of Convenience Stores 2017 Local Shop Report). Clearly, Australia has a lot to learn when it comes to serving up our sambos. So where are we going wrong?

FRESH AND EASY With 70 per cent of purchasing decisions made in store, UK C-store retailers know that boosting food-to-go is the key to improving basket size and customer spend.

“The FTG mission plays a vital role within the convenience channel, in fact 15 per cent of all shoppers within convenience are on a FTG mission,” said Val Kirillovs, Research and Insights Director at shopper research and insights company HIM. As the number one FTG item, ensuring C-stores have the best range of sandwiches to hand for when hunger pangs strike is a top 80 August/September 2018 | C&I | www.c-store.com.au

priority for retailers, and they are prepared to spend big to make it happen. Last year, C-store operators invested more than £858 million in their stores, a third of which was spent on refrigeration.

Not surprisingly, freshness is their greatest concern, particularly given that, as in Australia, convenience stores are often considered the last port of call for fresh food.

“Traditionally, UK symbol groups have been less trusted on their fresh food than the bigger supermarkets, so demonstrating freshness is paramount,” said Andy Hill, Group Insights Director for Samworth Brothers, which supplies branded (under the Ginsters label) and own-brand sandwiches, foodto-go and in-home ready meals to some of the UK’s biggest retailers, convenience stores and petrol forecourts.

Taking food-to-go seriously however doesn’t just end with decent refrigeration. It also means keeping chillers clean, rotating stock regularly, checking to make sure nothing is spoiled and ensuring any deals are clearly labelled. “People only have a very limited time for lunch, so fixtures needs to be easy, simple and quick to navigate,” said Hill. “They want to find their meal deal, to pay and just get out.”

BRAND POWER In today’s cost-conscious world, it’s often tempting to opt for a cheaper sandwich in a meal deal and leave it to the branded chips and drinks alongside to do the selling.

But the days when shoppers were happy with a bit of limp lettuce and soggy tomato between two slices of white bread are long gone, and today’s consumers expect the same level of quality from their sandwiches as they do from the rest of their meals.

In fact, HIM research shows that 33 per cent of food-to-go shoppers believe that having branded sandwiches in a food to go offering is important. This is no surprise to Hill, who said that

UK INSIGHTS the most important thing shoppers are looking for at lunchtime is reliability, and they look to brands for trust and reassurance.

“People want something that will taste good and fill them up until evening,” he said. “For many people, lunch is the highlight of their day; it’s a little bit of me-time and they tend to be less adventurous. Brands are an important part of this – if they see the same brand in different places, they learn to trust the brand and look out for it.”

BRING ON THE BASICS Trends and innovation will always have a place in food-to-go, but when it comes to what people want from a pre-packed sandwich, it seems very little changes.

In fact, according to Kantar Worldpanel, only five fillings make up three quarters of the UK’s sandwich purchases: chicken, cheese, bacon, egg and ham.

This is good news for C-stores, allowing them to focus on a smaller but more popular range and add in variety through different breads or twists on existing flavours.

“We find that people want variety, but not the expense of their favourites,” says Hill.

One trend that isn’t going away is the swing towards 'healthier' options, with 39 per cent of FTG shoppers in convenience considering healthy options to be important.

Vegan and vegetarian options are on the rise and glutenfree products are still popular, even among those who aren’t gluten-free for medical reasons. Meanwhile, bread varieties and alternatives are increasing all the time. Retail giant Marks & Spencer launched bread enriched with vitamin D in 2015, and you only have to look to your local supermarket to see the number of rustic loaves, flatbreads and wraps that have sprung up as an alternative to the traditional white bread triangles.

But Hill warns retailers against becoming too enamoured with trends. “Vegans still only make up a small percentage of consumers and while many people are looking to cut down on bread during the week, it’s still popular,” he said. “People want health – but only as long as it doesn’t compromise on taste, price or convenience.”

AROUND THE CLOCK Australia has long known about the stomach-warming satisfaction of a breakfast bacon and egg roll and it seems that UK convenience stores are finally catching on. Breakfast is the now the biggest growth occasion within FTG, and, as the popularity of this Aussie classic demonstrates, sandwiches have an important role to play.

This year, for the first time, The British Sandwich Industry Awards, known as 'The Sammies', awarded Best New Sandwich to a 'Breakfast Toast' featuring black pudding, goat's cheese, cheddar and bacon on sourdough toast, and Hall says breakfast FTG products are an equally big growth area for Samworth Brothers.

“It’s much less about the traditional 12-2pm lunch hour.

Now you see people buying FTG at all times of day,” he says.

There’s another benefit for C-stores too – studies have shown that retailers investing in a hot FTG offering such as breakfast rolls attract a bigger basket size and spend on average, with 33 per cent of shoppers also buying sandwiches and 30 per cent splashing out on soft drinks.

MEAL DEAL MAGIC Meal deals are a traditional staple of lunchtime food offers; popular with customers looking for a bargain and with retailers as a surefire way of driving footfall and encouraging the sales of more premium products such as soft drinks and snacks.

Vegan and vegetarian options are on the rise and gluten-free products are still popular, even among those who aren’t glutenfree for medical reasons.”

Not surprisingly, they’re also one of the main reasons shoppers visit FTH outlets, with him! research showing 20 per cent of FTG shoppers are looking for such offers.

In the UK, the £3 ($5.30) meal deal is the gold standard of British lunch offers and is still offered by many of the big grocery chains including Sainsbury’s and Tesco.

Yet it’s the meals by competitors such as Marks & Spencer and pharmacy giant Boots, both of which retail for between £3-£4, that are often considered better value by shoppers, suggesting that price is not the only deciding factor. “When prices are forced up, it generally doesn’t have a massive impact on sales,” says Jim Winship.

This is supported by data from him!, which indicates that while price is important, brand, variety and quality and a perceived 'value for money' – are equally crucial.

For retailers, this means thinking beyond the traditional chips and soft drink to include a wider range of options in meal deals, particularly healthy alternatives, even if it means increasing prices. It also means ensuring basics such as sandwiches are of the same calibre as the rest of the meal.

“Meal deals continue to be a staple within any UK convenience store FTG offering, but demand for diversity is growing,” says Kirillovs. “Shoppers want a wider range, healthier options and better quality, and retailers that tailor their offering are setting themselves up for growth.” C&I

LESSONS FROM LONDON • 70 per cent of purchasing decisions are made in store, meaning that sandwiches and FTG play a crucial role in boosting customer spend • Brands are important, both for sandwiches and other meal deal items • Consider including a range of hot and chilled, fresh and packaged items in meal deals – lack of choice was one of the key complaints from customers • Customers are on the look out for health, but not at the expense of flavour • Lowest prices are not always the answer – shoppers see quality and value for money as being equally important

August/September 2018 | C&I | www.c-store.com.au 81

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INDUSTRY NEWS

2018 IGA Awards of Excellence winners revealed Australia’s leading Independent Grocers of Australia (IGA) stores were recognised at the prestigious annual IGA Awards of Excellence held on the Gold Coast on 9 July.

The IGA Awards of Excellence acknowledge the dedicated efforts of the stores and their teams in their local community, and heralded the winning stores as the benchmark for the other 1400 independent supermarkets across the IGA retail network.

The national awards were judged on a range of criteria including customer service, community contribution, department excellence, brand values, sales, profits, merchandising, shopper experience and the store’s overall performance.

The awards were presented to the store teams by Scott Marshall, Metcash CEO of Supermarkets and Convenience and Ian Ashcroft, Chair of the IGA National Retailer Council.

Metcash CEO of Supermarkets and Convenience, Scott Marshall, said, “These

NATIONAL RETAILER OF THE YEAR

Ritchies SUPA IGA Dromana, Victoria – The Ritchies Group

SUPA IGA STORE OF THE YEAR

awards give us the opportunity to celebrate the dedication, passion and excellence that IGA stores have demonstrated over the past year.

“IGA retailers go above and beyond to deliver a tailored and stand out customer experience for their local shoppers and we’re delighted to recognise their outstanding achievements, and contribution to the independent retail grocery industry.”

IGA Awards of Excellence take place each year at a gala dinner during the Metcash Food and Grocery Expo on the Gold Coast to celebrate the success across IGA’s network of stores.

Over 6000 retailers and suppliers visit the Expo from across the Metcash business to experience retailing best practice as well as the latest products and food trends to bring to shoppers at their local IGA. Twenty-one category awards were presented. The major award winners are listed below: IGA Hall of Fame 2018 inductees: Oliver and Roseanne Bertoncini (WA) IGA Community Award: Ashcroft’s Group, Orange NSW/ACT – Ian & Rochelle Ashcroft

Ritchies SUPA IGA Dromana, Victoria – The Ritchies Group

IGA Customer Service Award: Frewville Foodland IGA, SA - Commercial Retail Group

IGA STORE OF THE YEAR

IGA X-press Small Format Store Innovation Award: Swanbourne Market IGA X-press, WA – Steve Carre

Romeo’s Food Hall IGA MLC Martin Place, NSW/ACT – Romeo’s Retail Group

IGA Delicatessen Department of the Year: Ritchies IGA Mount Eliza, VIC – The Ritchies Group

IGA X-PRESS STORE OF THE YEAR

Foodland IGA/SUPA IGA Grocery & General Merchandise Department of the Year: Ceduna Foodland IGA, SA - Geoff Boettcher

IGA X-press Bowen Hills, Queensland - Shikhil Nagpal

HERE IS THE SUMMARY OF WINNERS ANNOUNCED DURING THE EVENING: Ritchies SUPA IGA Dromana, Victoria – The Ritchies Group • National Retailer of the Year • SUPA IGA Store of the Year • Retail Transformation & Innovation Award • SUPA IGA Bakery Department of the Year

Romeo’s Food Hall IGA Summer Hill, NSW/ACT – Romeo’s Retail Group • SUPA IGA Delicatessen Department of the Year • SUPA IGA Dairy-Freezer Department of the Year Romeo’s Food Hall IGA MLC Martin Place, Romeo’s Retail Group • IGA Store of the Year • IGA Bakery Department of the Year • IGA Fresh Produce Department of the Year

OTHER IGA AWARDS OF EXCELLENCE WINNERS INCLUDE: John David Team Member Award: Katherine Nadwie-Smith, Sensory Insights Manager – Macquarie Park NSW

84 August/September 2018 | C&I | www.c-store.com.au

IGA Grocery & General Merchandise Department of the Year: Supamart IGA Rose Bay, NSW – Karellas family SUPA IGA Fresh Produce Department of the Year: North Road SUPA IGA, WA – Bob Cybula SUPA IGA Meat Department of the Year: Queens SUPA IGA, WA – John Rigter IGA Meat Department of the Year: IGA Mt Cotton, QLD Tyrone & Leanne Jones IGA Dairy-Freezer Department of the Year: Dysons IGA Numurkah, VIC – Colin Dyson Rising Star Award: Mark Pettit – IGA Tweed Valley Way, QLD

HALL OF FAME:

Oliver and Roseanne Bertoncini, Pearsall IGA – Pearsall, WA Outstanding retailers, community advocates and business identity, Oliver and Roseanne Bertoncini were inducted into the prestigious IGA Hall of Fame, which recognised outstanding achievements and contributions to the Australian independent retail grocery industry.

INDUSTRY NEWS

SUPA IGA Store of the Year Award

IGA X-press Store of the Year Award

SUPA IGA Store of the Year Award

IGA Hall of Fame

IGA Store of the Year Award

Kanguru brings smart energy to the Rockhampton Pop Up Polo There was energy to burn on the field as Kanguru sponsored the historic Rockhampton Pop Up Polo, in June. The match marked the most northerly point in Australia that professional Polo had ever been played, an ambition that fit the spirit of the Kanguru brand ethos to Be More.

Guests at the event enjoyed the refreshing taste of Kanguru, which provides a natural energy boost and wellbeing benefits through the combination of Chinese, Korean and South American botanicals, as well as complex B vitamins, while also containing no sugar and using natural flavours.

Attracting over 2,000 spectators, the Urban Pop Up Polo event in Rockhamption was introduced as a way to ‘bring polo to the people’. A faster paced version of the traditional game, Urban Polo has been likened to cricket’s 20/20, using a smaller field and having one less player per team, which keeps the pace moving quickly and brings the action closer to the spectators watching on from the sidelines.

A day in the sunshine at Rockhampton’s stunning Victoria Park may not seem like a strenuous activity, but Polo matches require audience participation. Kanguru’s naturally energising ingredients were put to good use by competitors of ‘The Dash’, as they strove to be first over the line in a race across the polo pitch.

The Kanguru Tesla turned more heads than the players, with patrons stopping to get a closer look at the car that’s clean energy is a perfect fit for Kanguru’s brand promise.

Just as the Pop Up Polo brought a high calibre event that had been previously unseen in Central Queensland, Kanguru offers a premium product that is entirely new within the energy drink category. Kanguru is appearing now in fridges of convenience stores, service stations and supermarkets across Australia. Look out for the Kanguru concept space at the C&I Expo, and find out why this market changing drink is encouraging us all to Be More.

Bartender pouring a glass of Kanguru

The Urban Pop Up Polo event in Rockhampton

August/September 2018 | C&I | www.c-store.com.au 85

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PETROL NEWS ROUNDUP

RUNNING AN ENVIRONMENTALLY RESPONSIBLE PETROL STATION I

DAN ARMES Founder of ServoPro

Reducing, reusing and recycling can lower your costs and even make you money.”

n recent months we have seen fuel retailers promoting that they are an environmentally friendly company. Late last year we saw 7-Eleven roll out an Australia-first recycling campaign with the aim of keeping 70 million takeaway cups out of landfill every year.

There are many ways petrol station operators can reduce their impact on the environment and preserve natural resources. Making your business environmentally friendly not only benefits the environment but it can reduce costs and boost your reputation in the local community.

Students are taught in schools to reduce, reuse, recycle.

This is a simple saying, which, when applied to the day to day methods and processes of a petrol station can benefit the business in a variety of ways.

Reducing, reusing and recycling can lower your costs and even make you money. Petrol Stations that have workshops often have old parts including steel, aluminium and batteries. These can all be recycled and in most cases be sold to a recycler.

A few simple changes to how your business deals with paper can save you money. Could some documents be saved electronically instead of printing hard copies?

Scrap paper can be used as note paper at the front counter. Customers can be encouraged to bring their own shopping bags by asking them if they have their own bag.

These things not only promote recycling but reduce costs.

Increasing energy efficiency reduces utility costs. This can be done through installing a solar system or LED lighting.

Many petrol stations are still running halogen canopy lighting which is a huge consumer of energy. Depending on which state you are in, government subsidies and grants are available for installing energy saving systems. ServoPro offers members a free appraisal on their energy usage which is seeing huge savings achieved.

88 August/September 2018 | C&I | www.c-store.com.au

The use of vapour recovery equipment reduces air pollution and is another example of where looking after the environment can save you money. Installing a vapour recovery system not only reduces air pollution but minimises fuel loss. Fuel evaporation can add up to significant losses over time and with tight profit margins it makes sense not to let your fuel disappear into thin air.

There is no doubt that consumers are looking to support businesses that promote environmentally friendly methods of doing business. In an industry where it is hard to stand out from the crowd this is a simple and effective way to create a point of difference. If methods are being used to reduce environmental impact, let customers know about it, it is good for business.

Businesses that promote themselves as environmentally friendly make their customers feel that they are a trustworthy business. In many cases it has been shown that customers are willing to pay more for a product from an environmentally friendly business.

Disposable coffee cups, look like they are made of paper but have been found to contain plastics that don’t break down. Last year the ABC reported that Australians use 1 billion disposable coffee cups each year. Of these, 90 per cent of all disposable cups end up in landfill which equates to around 60,000 kilograms of plastic each year.

Look at ways you can encourage customers to recycle their coffee cups. Selling reusable coffee cups provides another source of revenue as well as providing an environmental option for customers.

The forecourt of a petrol station is where most negative impacts on the environment happen. With some routine maintenance the likelihood of a negative impact on the environment can be reduced. It is important to observe the forecourt during wet weather, especially the quality

PETROL NEWS of water that is going into stormwater drains. If there is an oily slick in the water, this is a sign that some routine maintenance is required. Always keep the driveway clean as well as equipment such as pumps and dispensers.

Also check that all nozzles are in good working condition and that there are no leaks. Avoid hosing off the driveway where possible, instead sweeping up waste or mopping up spills with an absorbent material.

If water going into the stormwater drain is constantly oily, an oil separator can be installed to ensure that only clean rain water is entering the stormwater system.

Individuals found to be polluting stormwater can be fined up to $250,000 and up to $60,000 per day for a continuing offence. A company can be fined up to $1,000,000 and up to $120,000 per day for a continuing offence.

A fuel spill is an inevitable event that will occur at a petrol station. Whether it is during a fuel delivery or a customer overfilling their vehicle or container.

In the event of a fuel spill a spill kit should be on hand to contain the spill.

Staff should be trained to prevent and deal with fuel spills and an emergency response procedure made available.

Underground fuel tanks are the most common area a petrol station causes environmental damage. These tanks are often neglected because they are out of sight, out of mind. There have been many cases where contamination has occurred from a leaking underground fuel tank which has caused the business to temporarily cease trading or close permanently. The integrity of fuel tanks should be checked regularly. The best way to do this is to regularly reconcile fuel stock and it is recommended that a third party help with this to comply with EPA regulations.

With the management of underground fuel tanks it is much better to take

a preventative approach to ensure that no negative impact is caused on the environment.

Any incidents of environmental damage must be, by law, reported to the relevant authority which in most states is the local council or the EPA. Petrol station operators have a duty to notify incidents if they are involved in the event. This can include the business owner, employees and contractors. The result of not reporting environmental damage is negligence which carries fines of up to $5 million for companies and $1 million for individuals and/or seven years imprisonment.

As the business owner it is important to document all environmental processes, policies, procedures and assessments carried out. These documents may include an environmental policy, environmental action plan, staff inductions, records of staff training and maintenance and inspection checklists. ServoPro members have access to a large range of frameworks and templates to help with putting this documentation together.

The main benefit for keeping up to date documentation is if there is an environmental incident owners, operators and employees have a record showing they haven’t been negligent but taken due care in this area.

When business processes and methods are adjusted and the business is able to lessen the effect on the environment it should be celebrated with all those who have contributed to the changes including customers and employees.

When it comes down to it – the benefits of going green far outweigh any negatives. The time, effort and money it takes to establish new environmentally friendly business practices will return in reducing costs, boosting reputation, customer satisfaction and generally make you feel good for contributing to looking after our planet. C&I

AUSTRALIA’S FUEL EQUIPMENT SPECIALISTS Petrol Services Australia offers a complete design, installation and maintenance solution for retail and commercial petroleum and LPG storage and dispensing systems.

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August/September 2018 | C&I | www.c-store.com.au 89

PETROL NEWS broker who understands that impact damage is a major issue for petrol retailers. Don’t leave it too late before you make sure you are covered.

Written by Dan Armes, founder of ServoPro.

EPA’s cooperative fuel tank program makes for safer service stations in Victoria Financial incentives planned for EV purchases The Sydney Morning Herald (SMH) has revealed that a leaked official report said financial incentives are the best way to encourage the purchase of electric cars.

According to the SMH, this has put pressure on the Turnbull government to overcome internal opposition regarding the issue.

A second report is set to be released stating that Australia remains lacking behind other countries in sales of electric vehicles.

Government backbenchers have otherwise advised against making subsidies available.

Liberal MP Craig Kelly said: “you’ll have the rich person in Balmain buying a Tesla, subsidised by the bloke in Penrith who’s driving a Corolla”.

Sales of electric vehicles jumped by 67% in 2017, with 2284 sales.

In March 2018, the Greens proposed a policy to ban the sale of new petrol and diesel cars by 2030.

Impact damage, are you covered?

Confusing insurance policies with ambiguous wording often lead to misunderstandings about what is actually covered. One of the most common claims seen by ServoPro’s partner for insurance, Sudale Insurance Brokers, is impact damage.

With vehicles coming in and out of a petrol station all day, every day, it is only a matter of time before they cause some damage to the site.

Impact damage can range from cosmetic surface damage to more serious damage where staff and customers are at risk.

A common occurance where impact damage occurs in a petrol station is where a customer leaves a nozzle in a vehicle, forgets about it and drives off. In some cases the nozzle will break off or the hose will snap. There have been occurrences where the whole pump or dispenser has been destroyed.

With trucks and other high vehicles often entering petrol stations we often see them hitting signage and canopies, even when the height is clearly marked. A truck driver who is thinking about purchasing their morning coffee and hot meat pie may not have seen the canopy, forgotten about the high load they are carrying which can cause significant damage to the building and cause a major risk for customers and employees.

Petrol stations are a target for ram-raid robberies, with ATM’s and cigarettes being stolen. This type of impact on a building can cause thousands of dollars worth of damage to a business.

It is important to check your insurance policy and speak with an insurance 90 August/September 2018 | C&I | www.c-store.com.au

An innovative, voluntary checklist from Environment Protection Authority Victoria (EPA) that had hundreds of service stations improving the safety of their underground fuel tanks in 2015 is about to return, along with a special survey of 1400 stations across Victoria.

EPA’s 2015 program for underground petroleum storage systems (UPSS) approached service station operators with a voluntary Monitoring for Leaks checklist and survey that allowed them to check their own compliance with environmental regulations. Ninety percent responded and more than 200 committed to making improvements.

EPA Executive Director - Practice & Assurance, Chris Webb, said this year’s repeat of the survey will help service station operators to reduce their risk of causing pollution and health hazards that go with leaking underground petrol tanks.

“We had great results in 2015, and EPA is now going back to the same 1400 service stations with a survey that will measure how well the safety improvements have lasted, and to keep the good work going,” Mr Webb said.

“Underground fuel tanks have been a common source of land and groundwater contamination, and service stations have received a lot of fines and official clean-up notices over the years. The voluntary checklist was a new approach, equipping them to assess their own procedures and equipment for leak prevention, and take action to fix the problems well before pollution occurs, and before EPA’s inspectors show up. Service station operators liked this approach because it allowed them to save money and avoid the brand damage of being responsible for pollution,” he said.

“While EPA can still use fines where there is negligence or a wilful breach of regulations, the voluntary approach is doing more for the environment and public safety than fines alone can achieve. At the end of the day EPA would much rather prevent problems than fine businesses.

“The operators’ self-assessment in 2015 showed the most common problems were in leak detection, site sensitivity assessments and groundwater monitoring, while EPA’s follow up inspections found record keeping was another area needing attention,” Mr Webb said.

This year’s follow up checklist from EPA will determine how performance across the industry has improved and how well service station operators have maintained the commitments they made in 2015. The checklist also seeks to assess one of the project’s new tools, the UPSS Flipchart.

“The UPSS Flipchart is an easy-to-follow guide with safety checklists, emergency contacts, technical and maintenance information, procedures for dealing with spills and leaks, and guidance on operators’ legal requirements,” he said.

“The Flipchart went out to service stations a few months ago, and gives the operators advice and help in preventing leaks, contamination and fuel loss, often with comparatively simple actions that fit easily into their daily routine.”

Following close behind the UPSS Flipchart, this year’s Monitoring for Leaks checklist will be sent out to service stations shortly. Operators can see the results of the 2015 survey and find lots of useful advice on EPA’s website www.epa.vic.gov.au/upss.

The level of industry participation in the follow-up activities since the program began in 2015 confirms the importance the industry places on working with EPA, and achieving responsible environmental outcomes.

“EPA commends everyone in the industry for their great cooperation, which has helped to achieve a lot more than could have been done with just conventional inspections, and we are looking forward to a strong response rate when this year’s checklist arrives by post and email in the coming weeks,” Mr Webb said.

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PETROL NEWS

Dover Fueling Solutions Strengthens its Presence in Australia Whilst Dover Fueling Solutions (‘DFS’) is a new brand to many in Australia, its products are well-known. Comprised of some of the most recognizable product brands in the fuel retail industry - ClearView, Fairbanks, OPW Fuel Management Systems (‘OPW FMS’), ProGauge, Tokheim and Wayne Fueling Systems (‘Wayne’) - DFS delivers advanced fuel dispensing equipment, electronic systems and payment, automatic tank gauging (ATG) and wetstock management solutions to customers worldwide.

Headquartered in Austin, Texas, USA, DFS has a significant manufacturing presence around the world, including facilities in the USA, the UK, the Netherlands, France, India, China, and Brazil. Recently, in line with DFS’ commitment to enhance its presence in key geographies, it has invested heavily in developing its Australian presence.

NEW PREMISES

DFS’ facilities in Victoria and New South Wales are now home to the sales, technical and administrative teams. In line with the expansion of the local team, DFS has opened a new office in Braeside, Victoria, that combines an advanced showroom, warehouse, training centre and maintenance facility.

Local stock management for both new products and spare parts now means availability of DFS and OPW branded products is at an all-time high in Australia.

UPDATED DISTRIBUTOR NETWORK

Having recognized the geographical and logistical challenges of the country, and to continue meeting the expectations of the customers, DFS has recently announced a new distribution structure.

ECL Group (www.eclgroup.com.au) has been appointed as the new distributor for DFS products in Queensland, New South Wales, ACT, Victoria and Tasmania.

Lovegrove Electrical (www.lovegrove.net.au) has been appointed a new distributor for DFS products in Western Australia and Northern Territory.

Oil Engineering Services (OES) (www.oesoil.net.au) has been appointed as the new distributor for DFS products in South Australia.

Ludo Wilmann, DFS Regional Sales Manager for Australia, New Zealand and Pacific, stated: "The main objective of the new structure is to give our customers the flexibility they desire, combined with outstanding consultancy services, efficient ordering processes and strong technical support. I am tremendously excited about this new offering DFS brings to the market which will result in a greater choice for our Australian customers".

TRAINING

Wayne Helix™ fuel dispensers and OPW FMS ATG solutions have been installed in increasing quantities at Company-Owned sites, dealers and independents over the last five years. The DFS technical and sales teams have been working in parallel to develop a network of trained engineers capable of supporting DFS’ wide portfolio of products within strict Service Level Agreements (SLA) anywhere in the country.

Spencer Donald, Technical Manager for DFS, noted "We have now trained and certified more than 200 field engineers in all corners of Australia, and have great faith that our support network coupled with our globally 92 August/September 2018 | C&I | www.c-store.com.au

acknowledged quality levels mean that any site investing in our products can rest assured that they will receive outstanding operational efficiencies".

DFS plans to run the product training courses regularly across the country.

INTRODUCTION OF NEW PRODUCTS

DFS prides itself on technology and innovation to help customers achieve profitable and efficient operations across their sites and networks, and is in the process of bringing additional new products to the local market: -The Wayne Helix 2000 fuel dispenser is a compact, heavy duty dispenser ideally suited to Australia’s commercial market, and is already gaining share in harsh environments including mine sites and truck-stops.

-The Fusion™ forecourt system, powered by Dover Fueling Solutions, in an NMI-approved controller regularly complemented by Point-of-Sale businesses for its ease of use and connectivity to site devices.

-The ProGauge ATG solutions offer a low-cost and wireless option to customers looking for leak detection and inventory management across both underground and above ground tanks.

-The ProGauge 3D Laser Scanner can assist in improving tank variances by accurately mapping storage tanks accounting for tank slant, shape changes and removing the reliance on legacy calibration techniques.

DFS has expanded its presence in Australia significantly over the last five years and is committed to confirming a primary supplier-status to the local customer-base for the long-term future.

For more information about DFS and its product offerings in Australia, please contact Ludo Wilmann on ludo.wilmann@doverfs.com.

PETROL NEWS

Victoria Police crack down on $4.2 million fuel theft Time has run out for Victoria’s fuel thieves, with Victoria Police now getting tough on a crime that is costing Victorian fuel retailers more than $4.2 million per year.

The Victorian Automobile Chamber of Commerce (VACC) has won a significant victory, with Victoria Police now reaffirming that fuel theft is actually a crime – as opposed to a civil matter.

This reverses a long-held policy position of not taking or acting on reports of theft that saw many service station proprietors nearly going to the wall.

The new Victoria Police policy to be rolled out means that: • Victoria Police must take all reported instances of fuel theft and lodge incidents on their official database. From 2013 this has not been the case as fuel theft was regarded as a civil matter • Industry is to continue providing evidence of fuel theft to Victoria Police, which must then determine whether or not a crime has been committed • Victoria Police will not pursue thieves in order to demand payment but rather to arrest offenders if a crime has been established • Victoria Police will continue to rely on industry evidence to connect fuel theft with other crimes.

“This is a significant win,” said VACC Chief Executive

Officer, Geoff Gwilym. “Previously, the direction was that Victoria Police ‘may’ take a report, but they weren’t officially required to do so.”

This new ruling by Victoria Police comes after a long campaign that saw VACC members providing evidence through an industry data sharing tool supplied via the Auror Fuel Theft portal. This data clearly proved that recidivist offenders could be identified, and that crime can be prevented at the bowser without risk to console operators or the public.

In the midst of this good news, one part of the puzzle remains unresolved. Mr Gwilym questions why VicRoads was not more helpful to the process by providing stolen number plate data to industry.

“Industry believes that it has not been supported by VicRoads. In fact, some fuel retailers feel they have been hampered by them. We must have stolen number plate data now, not in six months. VACC yet again calls upon VicRoads to provide this data.”

In the interim, Victorian fuel retailers can be pleased with the outcome.

“VACC thanks Victoria Police and Minister for Police Lisa Neville for their work in bringing about this decision, which is good for all Victorians – except fuel thieves, that is.”

Victoria Police are getting tough on fuel theft

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August/September 2018 | C&I | www.c-store.com.au 93

GALLAGHER FUEL SYSTEMS Innovations in the PULSE fueling range FIVE PRODUCT SOLUTIONS

Every fuel point can now have every fuel offer. The flexible hydraulic design provides choice to suit most forecourt layouts.

PULSE Five Product solutions are Data Centre enabled with options for LPG, DEF, VR2 and VR1 Monitoring.

SMALL 5 PRODUCT DISPENSER

A small platform at only 2100mm, this pressure fed design will be a winner on sites where canopy supports and/or lane width restrict fuel line distribution design.

LXAD L - PULSE L Series X - a ‘X’ sized base (1180 mm) A - 10 hose compartment D - Dispenser (Pressure only)

LARGE 5 PRODUCT DISPENSER

A large platform at 2375mm, this solution has inline hydraulics. It can be all suction, pressure, or even have mixed hydraulic modules.

LUAD (LUAP, LUAK, LUAL) L - PULSE L Series U - an ‘U’ sized base (1455mm) A - 10 hose compartment D - Dispenser (P - Pump, K - LPG+D, L - LPG+P) Other possible integration options: • DEF (+Blue) - Euro 5: Diesel Trucks, Vans ...

• DEF (+Blue) - Euro 6: Diesel Passengers Vehicles

Emerging Data Centre MONITORING, ALERTING, VALIDATING, SERVICING, REPORTING.

Bring your fueling assets into the light - its live, its dynamic. You can use real data to drive the service choices.

Every dispenser, pump or hose on site can be easily managed - deliveries, totes, presets, flows, errors all visible.

Dispenser status in your region.

Preset, totes, price - easy!

Who gets your email alerts?

Check the price changes!

Transaction history on every unit.

Remote fixes save visits!

Which dispensers have any issues.

Quick analysis and resolution.

Reporting values for fuel assets.

For more information regarding Five Product dispensing or the Gallagher Data Centre Derek Hjelm | Business Development Manager

Scott Ellery | Business Development Manager

Australia | Gallagher Fuel Systems

New Zealand | Gallagher Fuel Systems

MOB +61 424164814 E: derek.hjelm@gallagher.com

MOB +64 21 792 934 E: scott.ellery@gallagher.com

PETROL NEWS

GALLAGHER DATA CENTRE

RICHARD COXON

PROVIDES DISPENSER DIAGNOSTICS THAT WILL CHALLENGE THE NORM New technology is delivering time and money savings to fuel retailers and service providers through the Gallagher Data Centre.

Managing Director Gallagher Fuel Systems

Slow flow rates are identified immediately. Data Centre flow rate reports can tell you if all the hoses on the dispenser are affected, indicating a faulty submersible pump, or a blocked pump unit.”

F

uel dispensers, being the first and often only interaction with fuel customers, are the most valuable capital asset on any forecourt. The cost to maintain and keep them in good operational order is substantial in an industry with already tight margins.

Data from one oil company indicates nearly 40 per cent of all their service provider callout jobs are logged as “No Fault Found”. These wasted call outs are often the result of an emotional response from an operator who is short on facts. They use valuable service provider time and resources that are already in short supply.

In truth, the misuse of resources is more common than many might think. A dispenser can be divided into three main parts, an electronic head, hydraulic components and a mechanical section. An electronics specialist arriving on site to solve a mechanical issue is as wasteful as arriving with the wrong the tools and parts.

What should have been a resolved callout often ends up as a discovery mission at best. In some cases the owner could be charged for two call-outs. While rural sites involve many miles to travel for a service provider, travel time can take just as long in urban areas during peak hour traffic. This is a real issue, with response time being a key priority.

No-one likes to wait, particularly for a commodity such as fuel. Stopping for fuel is a nuisance and the faster you have customers in and out, the happier they will be and the more likely to become a regular customer. This, as well as the increased trend toward automation and unmanned sites has forced managers to pay even more attention to the maintenance of this complex equipment to a high level of performance.

This highly regulated industry along with the new cloud based technology give rise to a high expectation for fast access to evidential information.

HOW THIS NEW TECHNOLOGY CAN IMPROVE OPERATIONAL EFFICIENCY

Gallagher Data Centre technology provides via any internet enabled device real-time operational and transaction information for every hose and dispenser on site.

All too often the first response to any problems occurring on the forecourt is to cone off the dispenser and log the job with a service provider or POS provider.

96 August/September 2018 | C&I | www.c-store.com.au

A quick “log into” the Data Centre will often reveal the cause of the error and in some instances recommend a course of action. New Data Centre functionality allows the user to physically reset a dispenser from any internet enabled device anywhere.

With “No Faults Found” known to be a huge squanderer of time, money and resources, these two functions alone have the potential to make a real difference with reducing the overall maintenance costs by greatly reducing “No Faults Found” callouts.

Slow flow rates are identified immediately. Data Centre flow rate reports can tell you if all the hoses on the dispenser are affected, indicating a faulty submersible pump, or a blocked pump unit. This problem would pose more urgency than if the slow flow rate is isolated to a specific hose. Here the cause is likely to only be a blocked filter, valve or a nozzle issue.

One can easily see how this readily available information provides the service station owner the opportunity to validate the decision for a callout, but will also ensure the right tools, parts and skilled technician arrive on site.

Most importantly, visibility is provided to all parties as well as a recorded log of historical events. There is much to learn from this critical data which becomes even more valuable to all parties in the event of a change of service contractor.

Gallagher Data Centre provides opportunity for any service station owner to review his service contract.

With the service provider having full access to Data Centre website and receiving email alerts for site issues, they arrive on site better informed with the right skills, parts and tools. This eliminates the wasted site visits and associated charges.

Since May 2017 all Gallagher PULSE dispensers have the hardware required to enable the Data Centre cloud solution. PULSE dispensers released before May, can also be connected with a simple upgrade and is suitable for single site or multiple site operations.

For more information regarding smart ways to incorporate Data Centre into your business feel free to contact our Australian Business Development Manager, Derek Hjelm on +61 424 164 814. Or come and see us on Stand F17 at the C&I Expo. C&I

PETROL NEWS

Innovation fuels Scancam growth Petrol retailers across the country are beginning to see a solution to an age“The new deal with Caltex increases our network and really solidifies us as old problem of fuel theft. the number one player in the industry,” he said.

An estimated $60 million per year is lost due to this problem, but Scancam Caltex is another phase in the growth Scancam is seeing, and won’t be is trying to change this for good. the end of their continual push to lead the market.

The technology Scancam is providing in Australia is not just an alert “We’re in negotiations with other fuel majors to get the technology in as or detection system, but a total end-to-end solution bespoke to the fuel many petrol stations as we can,” Byrne said. retail industry.

This innovation is the driving force behind the growth of Scancam, The Scancam system and is what separates themselves from the other licence plate recognition companies out on the market.

Len Sanzone, owner of seven BP stations fitted with the Scancam system, said the collection of lost money has increased dramatically.

“We are finally able to collect funds that we weren’t able to collect before Scancam came along,” said Sanzone.

Not only is Sanzone able to see funds come back into the business, but theft attempts are on the decline.

“Repeat offenders have basically been eliminated,” he said.

Now these benefits for petrol station owners are about to expand even further across the nation with a new deal with Caltex Australia.

The technology to manage drive-offs will roll out to twenty sites this month, and IOU capability at hundreds more Caltex sites this year as Scancam continues to extend their reach further into the fuel industry.

Scancam founder, Eoin Byrne, said it is a fantastic opportunity for growth.

August/September 2018 | C&I | www.c-store.com.au 97

ONLINE ROUND-UP

Cadbury stand celebrating World Chocolate Day

Celebrate World Chocolate Day with Cadbury To celebrate World Chocolate Day Saturday 7 July, Australia’s most loved chocolate brand Cadbury gave away blocks of Cadbury Dairy Milk chocolate right across the country.

This World Chocolate Day, Australians were expected to share over 225,000 blocks of Cadbury Dairy Milk chocolate. Laid end to end, this is enough Cadbury Dairy-13-Milk chocolate span the4:37:11 Sydney Advertisement C&I Dec-Jan 2018.pdf to 1 14/11/2017 PM Harbour Bridge

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43 times, circle the Melbourne Star 450 times, and measure the length of the Brisbane River 1.5 times.

In celebration of the most delicious day of the calendar, Cadbury surprised Australians in unexpected locations across Melbourne, Sydney and Brisbane by giving away blocks of Cadbury Dairy Milk chocolate and encouraged them to share the taste with friends and family.

The company also surprised a number of its dedicated chocolate lovers via social media in celebration of World Chocolate Day. Cadbury also donated blocks of Cadbury Dairy Milk chocolate to Food Bank, Australia’s largest food relief organisation, who shared the chocolate with Australians in need.

“Cadbury Dairy Milk is Australia’s most loved chocolate brand and we are so excited to be able to share the smooth and creamy taste of Cadbury Dairy Milk milk chocolate with all Australians this World Chocolate Day,” said Paul Chatfield, Associate Director of Chocolate at Mondelz Australia.

Since 1928, the Cadbury factory in Claremont, Tasmania has been producing Cadbury Dairy Milk.

Every 200g of Cadbury Dairy Milk still contains the equivalent of a glass and a half of full cream milk. Each year, Cadbury processes approximately 80 million litres of Tasmanian milk for use in the more than 50,000 tonnes of chocolate the Claremont factory produces – the site is integral in supplying Australians with the smooth and creamy Cadbury Dairy Milk milk chocolate we all know and love.

Woolworths Faces Backlash Over Fee Woolworths customers are threatening to switch to Coles supermarkets after learning of the supermarket’s new delivery fee being introduced as a result of the impending plastic bag ban.

The ‘crate to bench’ delivery fee was announced, with customers having the option of either paying a flat rate fee of $1 to have their groceries delivered in reusable plastic bags, or $3.50 to have groceries unpacked onto the kitchen bench.

In a statement, a spokesperson said: “The amount for the crate-to-bench option reflects the additional costs of providing this new service”.

Coles will be offering a similar service, but at no cost for the unpacking, or 15 cents per reusable bag.

A Woolworths representative responded to complaints: “We’re committed to playing our part in reducing plastic and believe this is the right thing to do for our environment. We are continuing to trial and review new ways to pack online orders and are hoping to offer a further range of options in the future,” News.com.au reported.

Kombucha is a rapidly growing category in the GROCERY CHANNEL, ALREADY WORTH OVER

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Contact your Frucor Suntory rep or CuStomer serviCe on 1800 237 727

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Petroleum equipment and services

Action Installation & Services

ELGAS SWAP’n’GO®

Action Installation & Services was formed in 2006 when Michael Mintilakis and Ron van der Meer decided to create an installation and service company that was second to none. Over 50 years of combined fuel industry experience and knowledge has enabled them to build a business which continues to lead change in the downstream petroleum industry.

Action Installation & Services continually strive to achieve the highest standards of environmental and safety performance, through the use of well informed, highly trained people. Action currently employs 40 staff across admin, installation, pump and electronic service.

Action Installation & Services strives to satisfy the requirements and expectations of every client every time in a professional and cost effective manner. Regular reviews ensure the quality of all products and services and business operations; and that all employees have appropriate job skills training; and quality management, contractual obligations and ongoing process improvement is maintained.

Elgas SWAP’n’GO® is the leading BBQ gas exchange program brand in Australia. The program offers your business the opportunity to increase sales and profits with a very well-known and respected brand.

SWAP’n’GO® also provides your customers with fast, safe and easy transactions. Out-of-date bottles are accepted at no extra charge.

You can add to or replace your declining refill sales, and low margins, with a reliable, convenient and secure swap program that has low labour costs for you.

SWAP’n’GO® maintains a record of excellence in safety, with comprehensive staff training in the safe handling of LPG. Elgas SWAP’n’GO® is backed by a national network of refilling plants and branches to ensure that your business receives quality service. SWAP’n’GO® also creates a massive summer stockpile to provide uninterrupted service during the seasonal peak periods.

Contact Elgas today to become a SWAP’n’GO® dealer.

Contact: Steve Crispin Brown Phone: 1300 785 425 Email: stevecb@actioninstall.com.au Web: www.actioninstall.com.au

Phone: 1300 652 003 Email: swapngo@elgas.com.au Web: www.elgas.com.au/swapngo

Cardtronics

Gallagher Fuel Systems

When you see an ATM in a supermarket, convenience store or Petrol location, there’s a good chance it’s from Cardtronics, a proud supporter of the convenience, café and fuel industries.

Cardtronics understand the needs of a variety of establishments and the commercial environments that retailers in the P&C channel face.

Cardtronics know that you need your ATM up and running without any issues to service your patrons and provide them with safe and easy access to cash.

For your business premises a Cardtronics ATM will mean more customers with cash to spend in store, reduced eftpos fees, 24-hour service and support.

It is a fact that a percentage of the cash withdrawn from a Cardtronics ATM is spent on the premises, which will improve your revenue streams.

At Cardtronics we know from proven experience that an ATM can deliver more sales to your business. If you want to create more foot traffic in your business, an ATM does that.

Cardtronics is Australia’s largest independent ATM provider and part of the global Cardtronics brand. We operate a real 24 hour service, we operate our own technically trained help desk, offering nationwide support with a national network of spare parts warehouses and dedicated in-house technicians.

Gallagher Fuel Systems is a designer, manufacturer and supplier of quality fuel dispensing systems. The innovative PULSE fuel dispenser range combines advanced electronics, corrosion resistance metal work, the highly accurate Tatsuno meter and a modular design that provides flexibility like nothing else on the market today.

Demand for on-site comprehensive Vapour Recovery (VR) solutions continues and Gallagher Vapour Recovery solutions comply with the most stringent regulations, provide compliance reporting and significantly reduces greenhouse gases on the forecourt.

Gallagher Data Centre makes visible via any internet enabled device, real-time transaction information from any dispenser. This is a real game changer in terms of how we view servicing and maintenance, allowing the industry to adapt a proactive approach reducing overall servicing costs.

Gallagher’s latest edition to the PULSE range are the 5 product suction pumps and dispensers. The pressure only model offers one of the smallest footprints at only 2100mm. Mixed pressure and suction model options are available with a footprint of 2375mm. Integrated LPG is an added option.

Phone: 1300 305 600 Email: sales@cardtronics.com.au 100 August/September 2018 | C&I | www.c-store.com.au

Contact: Derek Hjelm, Business Development Manager Australia Phone: 0424 164 814 Email: derek.hjelm@gallagher.com Web: www.gallagher.com

SUPPLY-FIND

Flowsell Flowsell, providers of an innovative gravity-based drink merchandising system, say that when it comes to saving staff time, managing stock and increasing sales, “it’s all about gravity”.

Cool rooms with flat shelving, incur a range of ongoing and unnecessary costs.

By comparison, Flowsell’s drink merchandising system, reduces labour costs removing the need to double handle products and continually face up product.

The system also ensures proper FIFO (first in, first out) stock rotation, reducing product wastage and – better still – fridges maintain an attractive, fully stocked appearance as customers buy throughout the day.

The Flowsell full rack drink system is used extensively in all areas that retail drinks from a cool room.

This includes service stations, convenience stores, bottle shops and function centres. Other options available from Flowsell include a specialised Retrofit Bottle Slide Kit. This kit enables a customer to convert an existing flat shelf into a gravity feed system.

This system has been successfully used in convenience stores, bars, sporting clubs, cafes, bakeries, fast food outlets and anywhere that has a fridge with flat shelves.

Flowsell also supplies a gravity feed milk trolley for use in supermarkets with a dedicated cool room.

Free your staff to deal with customers in store and let gravity do the grunt work. Contact Flowsell on www.flowsell.com.au or Ph: 03 9708 2276 to find out how you can start saving today.

10 Sonia Street, Carrum Downs, VIC 3201 Phone: (03) 9708 2276 Fax: (03) 9708 2279 Hours: Mon - Fri: 9am - 5pm www.flowsell.com.au

Gascorp Pty Ltd – Budget Petrol

North Cross Australia Pty Ltd

Budget Petrol, established in 1985 is one of the oldest and largest groups of independent service stations in NSW, with over 60 locations in the Sydney Metropolitan area. Our Retail stores strive to provide our customers with Quality Fuel at Budget Prices.

Our Wholesale arm – Gascorp Pty Ltd offers independent operators a business model which enables them to run their own business without interference, while utilising the backing of a competitive, professional and reliable brand.

We offer competitive Mobil supplied fuel prices, Valvoline Oil, LPG Supply, In Store Programs, ATMs, Banking Partners and Environmental Regulation Support. We also operate our own fuel transport company which allows us to offer the highest levels of service for fuel deliveries and logistics.

North Cross Australia Pty Ltd is a multi-disciplinary firm that has offered a wide range of services to the Service Station Industry since 1990.

Our body of work is impressive and ranges from design, construction, civil, environmental, specialist petroleum services, demolition and local & statutory authority compliance.

We have worked with property owners and site operators for: • Underground Petroleum Storage System (UPSS) compliances.

• Fuel System Modifications.

• Design, Installation and Commissioning of new Fuel Systems.

• De-commissioning and Demolition (Unrestricted Licence) of existing fuel systems (incl Tank Removal or Abandonment).

• Asbestos Removal.

• General Construction Work.

• Civil Work.

• Environmental and Remedial.

We can help independents looking to: • Lease their property to a reputable company • Sell their property freehold • Reimage and brand their site • Change fuel supplier and retain their independent brand

Contact: Diann Melas Phone: (02) 9564 2355 Email: fuels@gascorp.com.au Web: budgetpetrol.com.au

To be listed here, please contact Safa de Valois on 0405 517 115 or email safa@c-store.com.au

North Cross Australia Pty Ltd ABN 30 130 834 329 Unit 14, 54 – 60 Links Rd, St Marys NSW 2760 Phone: (02) 9673 4004 Fax: (02) 9623 5823 Mobile: Norman Badaoui 0401 564 566 Email: norm@northcross.com.au Web: www.northcross.com.au

August/September 2018 | C&I | www.c-store.com.au 101

PRODUCT NEWS SUPPLY-FIND

Shipman King Pty Ltd Shipman King Pty Ltd is an Australian designer, manufacturer and distributor of equipment for the service station forecourt industry.

Under their ESKAY brand, Shipman King’s long history has enabled the company to become a major supplier of this equipment throughout Australia, New Zealand and the Pacific region.

With an extensive product range and ability to service the whole of Australia, Shipman King is truly your one stop shop. Australian owned, Shipman King’s product range includes: • Fill Adaptors and Caps, Dip Cap Assemblies • Upflow Vents, Pressure Vacuum Vents • Dip and Fill Product Markers • Vapour Recover Equipment, Stage 1 and 2 • Overfill Prevention Valves complete with aluminium tube ready for retro fitting • Monitoring Wells and Ground Boxes • Durapipe PLX Polyethylene Piping System • Underpump Containment Sumps and Browning Spill Safe Boxes • Adblue Equipment • Aluminium and Composite Manway Covers • Aboveground Tank Equipment For a complete product range please visit Shipman King’s web site.

Contact: Nigel Howlett Phone: (03) 9459 9900 Email: sales@shipmanking.com.au Web: www.shipmanking.com.au

Other suppliers Abacus Stocktaking Services Pty Ltd Accor Action Installation & Services Pty Ltd Active Eye Advanced Lighting Technologies Australia Inc Aitken Rowe Testing Laboritories PtyLtd Augusta Properties AusSport Pty Ltd Australian Enviro Services B&B Industrial Benchmark Business Sales & Valuations BP Australia Caltex Australia Capricorn Society Ltd Cavvanba Consulting Pty Ltd Coffey Environmental Services Commercial Indemnity Pty Ltd Compac Sales Pty Ltd Conservelec Pty Ltd Douglas Partners Earth Air Water Consulting & Monitoring P/L ECL Group Energy Action Environmental Monitoring Solutions Pty Ltd Envirotank Pty Ltd Envirowest Consulting Pty Ltd EquipCo ETP International Pte Ltd F&M Supplies Fuel Data Solutions Fuelgear Geo-Logix Pty Ltd

Gilbarco Australia HMC Pty Ltd Intertek Testing Services Jeffery & Katauskas Pty Ltd Jon Jen Trading Pty Ltd Leighton O'Brien Pty Ltd Liberty Oil Liquip International Pty Limited Metro Petroleum Mobil Oil Australia MPHP Architects Pty Ltd MTAA Superannuation Fund Pty Limited North Cross Australia Pty Ltd Northern Petroleum Equipment Services Pacific Guage Park Pty Ltd Perich Constructions Pty Ltd Perisale Australia Pty. Ltd. Petroleum Tank Technology Precision Stocktaking Services Puma Energy RCA Australia Pty Ltd SGS Australia Pty Ltd Spill Station Australia Pty Ltd Tank Solutions Pty Ltd Tennco Pty Ltd The Remediation Group Trans Tasman Energy Group Trax Retail Solutions Unigas Pty Ltd United Petroleum Urth Energy Valvoline Wayne Fuelling Systems

SI Retail SI Retail is an Australian owned family business that has been operating since 1974. With extensive technical knowledge, their professional team have developed a range of versatile shop fittings and point of sale solutions to suit a variety of retail industries.

With the petrol and convenience industry in mind, SI Retail has created a range of displays for retailers to showcase their products in the most costeffective and efficient ways. This will assist your business by driving product sales, whilst decreasing operational costs and maintaining a neat and attractive environment to promote a positive shopping experience for your customers.

Whether you require signage, shelving, shelving accessories (such as roller gravity shelves, LED lighting or shelf management), shopping baskets, hooks or data strips, SI Retail have the solutions for you!

Phone: 1300 434 775 Email: info@siretail.com Hours: Mon - Fri (8.30am - 4:30pm) Web: www.siretail.com

102 August/September 2018 | C&I | www.c-store.com.au

Petroleum equipment and services C&I Supply-Find is a detailed listing of suppliers of products for resale, business services, maintenance providers, and manufacturers and suppliers of capital equipment for shop and forecourt. It is included in every issue of C&I Retailing Magazine, six times per year to a circulation of around 22,795 businesses.

The rate for posting in C&I Supply-Find is $2,950 + GST for one full year (six print issues and 12 months on our website). Bookings are a minimum of one year. For a 1/2 page, the rate is $5,900 + GST per year.

For all advertising enquiries with C&I Media, please contact

Safa de Valois Mobile: 0405 517 115 Email: safa@c-store.com.au

Optus Prepaid

There’s never been a better time to sell Optus Get started with 5 x $30 SIMs for just $50

.

.

Usually $105 inc GST

Marketing support with included counter stand and poster.

Sell through fast with our consumer half price promotion.

Half price consumer promotion 1st - 30th September 2018 Sell price per unit (inc GST)

15

$

Total (inc GST)

75

$

Total profit $25 on sale of all 5 SIMs

Call 1300 30 79 79 to order today. Retailer offer ends 30/09/18.

Only available to stores who have a signed and valid retailer agreement in place with PPS. Items will be delivered to your store as per the terms of your retailer agreement. Returns policy: please visit prepaidservices.com.au/pps-returns-policy or contact customer support 1300 555 002.

AWO204438 (08/18)

CERT. NO. 12689