C&I Retailing Magazine February-March 2019

CONVENIENCE

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IMPULSE RETAILING

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14-15 AUGUST 2019

INTERNATIONAL CONVENTION CENTRE SYDNEY

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14-15 AUGUST 2019

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CONTENTS

EDITORIAL

FEBRUARY/MARCH 2019

26

48 2019 off to a busy start 10 FACETIME

Phil Sims, Robern Menz

14 STORE REVIEW Vantage Fuels

18 AACS

What’s in store for 2019

22 CATEGORY FEATURE: TOBACCO

Convenience’s most resilient category needs careful management

26 CATEGORY FEATURE: SUGAR CONFECTIONERY

Sugar confectionery continues to deliver in convenience

32 CATEGORY FEATURE: SALTY SNACKS Salty snacks takes on a new flavour

36 PRODUCT NEWS

A

ustralian comedian Rowan Thambar recently likened petrol and convenience stores to adult canteens and in a way he's right! With a plethora of brightly coloured packets and sugary beverages, a simple trip to the local c-store can often seem like a gold mine to the customer. With this insight inmind, 2019 has already seen new trends emerging throughout January including resurrected products, new flavours and less plastic. Robern Menz announced it had signed an agreement with Nestle to acquire the rights to the infamous Polly Waffle. It follows the acquisition and resurrection of the Violet Crumble early in 2018, also by Robern Menz.

Shapes has introduced a Vegemite and cheese flavoured cracker, while the saddest news to hit the convenience scene was the vote held by Allen’s, which saw Cola

Frogs take the victory against the glorious Unicorns and thus unicorns in all forms will remain a myth.

In sustainability news, BioPak introduced price cuts on its range of paper straws that are Forest Stewardship Council® certified to encourage more outlets to stop using plastic straws.

In this edition of C&I, take a look at our store review of Vantage Fuels in VIC, and facetime with Phil Sims of Robern Menz.

This issue also has insights into tobacco, sugar confectionery and salty snacks — take a look!

Lucy Marrett Editor

C&I Choice, and all the latest in NPD

46 OPINION PIECES

Charles Watson, Darren Park, Brett Barclay

51 INDUSTRY NEWS Pacific Optics

52 PETROL NEWS

Dan Armes, Dover, Motor Mouth

56 SUPPLY FIND 6 February/March 2019 | C&I | www.c-store.com.au

Safa de Valois

James Wells

Keith Berg

Ben Curtis

Jeremy Gough

PRIME TIME

Sanitarium UP&GO calls out protein on new pack rok Kombucha is a premium, authentic kombucha and is naturally probiotic, low sugar, unpasteurised and alive.

Handcrafted in the pristine Margaret River region, rok Kombucha uses only the highest quality single origin white and green teas and is infused with nothing but raw cold-pressed juices and Aussie native herbs. rok Kombucha is free from flavour extracts, lab-created natural flavours, concentrates, stevia and other sweeteners, and lab-created probiotics.

Containing only a quarter of the sugar found in traditional soft drinks, rok is the premium, healthy alternative to fizzy soft drinks.

Available through Independent grocery stores across Australia, rok Kombucha is bubbles with benefits!

To find out more visit rokkombucha.com.au

Sanitarium Health Food Company has updated its liquid breakfast portfolio packaging. As part of the refresh, in the coming months shoppers will see UP&GO Energize transition to UP&GO Protein.

With a distinct new packaging design and a delicious new vanilla flavour, UP&GO Protein appeals to consumers who are looking for a convenient and nutritious morning drink with the added benefit of high protein.

“Consumers understand that protein is a nutrient they need to support and maintain a health and fitness lifestyle,” said Jaemes Tipple, Senior Brand Manager, Liquid Breakfast, ANZ. “We know that protein content was the key benefit consumers found appealing about UP&GO Energize, so we needed to make that product attribute front and centre”.

UP&GO Protein will be on shelves from February.

New KitKat Flavours launched

Angostura Non-Alcoholic RTD

KitKat has launched the newest additions to Australia’s favourite “Have a break” brand! Introduced to the market in January was the return of KitKat Mint Whirl 4 Finger — a proven winner with swirls of deliciously smooth milk chocolate & mouth-watering mint.

New to the market is KitKat Triple Choc Whirl 4 Finger, an extra chocolatey wafer covered in swirls of creamy white and delicious dark choc all on a milk choc base — Triple Choc is a proven hit with consumers and perfectly balanced with delicious KitKat wafers.

Alongside the two Medium Bars will be a new KitKat sharebar! Red Velvet Whirl — crisp wafer covered in decadent swirls of red velvet & cream cheese flavoured choc on a milk chocolate base.

The Angostura brand is the international standard for the taste of ‘bitters’. Developed in 1824, Angostura Bitters is recognised for its distinctive label and its use as an ingredient in many alcoholic cocktails.

Tru Blu Beverages manufacture and distribute Angostura Lemon Lime & Bitters (LLB) – a nonalcoholic RTD which replicates the well-known bar and club favourite. Available in a 300mL can and a 330mL glass bottle, Angostura LLB is a little luxury that consumers can enjoy anytime!

Following the success of Angostura LLB comes the launch of a new flavour – Angostura Blood Orange & Bitters (BOB). Containing the same bitters taste, Angostura BOB is a modern twist on LLB; the refreshing citrusy-orange taste complements bitters perfectly! Angostura BOB 330mL is ranged through Coles Express nationally alongside Angostura LLB 330mL. To range, contact Tru Blu Beverages on (02) 9912 6700, or visit www.trublubeverages.com.au

rok is raw - organic - kombucha

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

Publisher: C&I Media Pty Ltd Safa de Valois Commercial Director: Safa de Valois

Editorial Director: James Wells

Account Manager: Ben Curtis

Editor at Large: Keith Berg

Features Editor: Jeremy Gough

Editor: Lucy Marrett

Graphic Designer: Adrian Tipper

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February/March 2019 | C&I | www.c-store.com.au 7

FACE TIME Phil and Richard Sims

IN THE FAMILY BUSINESS Four generations of Robern Menz

I decided I wanted to join the food industry because of the end goal to work for the family business.”

P

hil Sims was born in Adelaide and into the family business Robern, which at the time stemmed across four generations. Phil and his brother Richard work together these days to manage the business, starting their careers during the school holidays working in the factories, and continuing on through university.

“I grew up walking in the factories, along with my father from a very young age.The business has changed quite significantly over the years, from my childhood, which was predominately centred around fruit and fruit processing with factories through the Riverland and Barossa regions of South Australia and the Sunraysia region in Victoria. These days, its more about processed confectionery and chocolate and other fruit products. Building brands is more relevant these days than what it was in the past.

I’ve always been passionate about the family business and carrying on the family tradition, it was always something I aspired to be able to do later on. That didn’t happen immediately, after uni I went and worked for Schwarzkopf multinational hair care business. I started with them in Adelaide with them after completing my bachelor’s degree in business with a major in marketing from the University of South Australia.

Then I travelled for 12 months and did an internship with an online, mail order food business based in Portland Oregon in the United States. When I came back, I started to look

10 February/March 2019 | C&I | www.c-store.com.au

around at the food industry. I decided I wanted to join the food industry because of the end goal to work for the family business.

So I started with Schwarzkopf in Adelaide and ended up in Sydney, as NSW Sales Manager, looking after the grocery side of the business. From there I joined the family business, and I went from Sydney back to Adelaide in 1992 and that was when the family business Robern, bought Menz from Arnott’s Biscuits. Menz was a business that Arnott’s had acquired in the 1960s and they acquired it because they made quite a famous biscuit in South Australia called YoYos. YoYos were the product they were most known for and so Arnott’s acquired the Menz business, and also inherited a confectionery business that Menz was doing. It had products like FruChocs which is a multi-award winning, state icon and Crown Mints, which is a very well loved product. So when we bought the Menz business, we bought the Menz confectionery business, not the biscuit business.

That’s when we changed the name to Robern Menz to reflect the fruit side and the confectionery side of the business. I continued on, working in sales and marketing for the business, until 2001, when I went through the generational transition with my father and I took on the role of Chief Executive Officer.

My brother Richard is a fellow director and owner, together with myself and my father who still is a director and an owner. Richard’s management role is general manager of

FACE FEATURE TIME operations, so he looks after everything operationally within the business.

I am married and I have three children aged 15, 13 and 12 and they have all had experience working in our retail business ‘The FruChoc Shops’ when they are on school holidays. It’s about giving them the right balance, it’s about them understanding the business and starting to make their own decisions with respect to their careers and getting exposure and experience.

Some of the kids have made some comments about joining the business, and I think them eventually working in the business is a nice thought, a nice aim and ambition that they may have. To be fair, they need time to develop that and they don’t need the pressure in respect to being a fifth generation, and the same with Richard’s children- they will all have the same opportunities and they don’t need the pressure of all the expectations of coming into the business,

Advice for Suppliers "I’m a firm believer in strong relationships being the key for suppliers. I don’t think this has changed and it’s of course fundamental for all businesses. At the moment however, with the opening up of markets and the subsequent increase in competition, it’s more important than ever to have a close relationship with your customers. When I say close, I mean that suppliers need to truly understand their customer’s entire business, their goals for the future, category trends and industry challenges. As a great supplier you need to act as an extension of your customer’s business – be proactive in identifying areas of improvement, solutions, cost savings and potential emerging issues. If you show that you’re invested in your customers’ businesses and their growth, they will continue to communicate with you about what’s important to them."

Advice for Retailers "At Robern Menz we’ve always focused our energy on the simple but important principle of listening to what our customers love and want. I believe our success and performance owes to that focus. I think this is also true for all retailers. It’s great to be aware of emerging trends and adapting to new offerings available in the market, but I think the key is to marry that insight with the behaviour of your customers and sales data across the seasons.

In the confectionery category we’re seeing trends towards true indulgence snacks, and conversely sugar reduced and more nutritionally permissible treats. There are also more and more crossovers and collaborations between different brands. Each trend has its worth and position in the market, but they won’t all be appealing to your customers."

Phil and Richard Sims

Phil with his wife and children

Phil and Richard on the factory floor

they need to formulate their own views as it's their career.

Richard and I will certainly encourage them, as they stay outside of the business and work externally so that they formulate their own views about what they want to do with their career.

Within Robern Menz we have a family constitution which governs entry and exit rules for family, and so we’ll be looking at that with the aim and if the opportunity arises for them to come into the business. It can get really complex.

In January 2018 we released a press release with Nestlé, with respect to Nestlé's divestment of Violet Crumble and our acquisition of Violet Crumble. That included the brand, the intellectual property and the production equipment. We then entered a nine month transition to bring the equipment across, as well as bringing the sales and marketing across.

By the end of September we were manufacturing Violet Crumble out of our factory in South Australia and the full transition has happened. Our priority is now the existing market and keeping up supply and looking for future opportunities, whether that be through product extensions or new market opportunities.

One of the opportunities is through convenience; it’s absolutely a huge opportunity because Violet Crumble has mostly been taken out of that market channel over the last half decade or so, just because of other priority brands and priority goals that Nestlé had within the convenience channel. We are certainly very interested in convenience and in the convenience channel and it’s a huge priority for us.

We want to continue to make the business stronger for the next generation, so that’s the long term goal — that there’s the opportunity for other family members to join the business.

Our goals are continuing with our brands, continuing to open up market opportunities such as in convenience, export is a key opportunity and driver for us — Violet Crumble is sold in the US to a considerable quantity and we’re active in a number of Asian markets and there’s a number of new product opportunities and brand development. It's just a matter of trying to pick the winners.” C&I

We want to continue to make the business stronger for the next generation, so that’s the long term goalthat there’s the opportunity for other family members to join the business.”

February/March 2019 | C&I | www.c-store.com.au 11

FEATURE STORE REVIEW

VANTAGE FUELS

Founded in 1985 Vantage Fuels is an independently owned BP retailer operating in regional Victoria and NSW.

I

n 2017, Vantage Fuels differentiated itself from traditional fuel and convenience retailers by introducing its cafe brand ‘Bowser Bean’ to showcase its exceptional food and coffee offer. Now operating at 10 locations and with more coming online, Bowser Bean provides an inviting, convenient and comfortable space for customers to recharge and plan their day or grab something on the go.

Seating area

Coffee activation at the footy

“The Bowser Bean brand resonates with our customers and states that we are more than just a servo,” said Marketing Manager, Haydn Tierney.

“Customers know that they can visit Bowser Bean for great coffee and food.”

Bowser Bean is also well known for its value driven specials.

Offers include $2 Egg & Bacon Muffin Mondays, $5 Burger Wednesdays and Coffee Hero – 4x coffees for only $10.

Hot food at Bowser Bean Kyabram

“Local customers know each deal and will seek out our locations on a Monday for a muffin. The same goes for Burger Wednesday, the whole town knows the best burgers are available at Bowser Bean and they know on Wednesday they’re only $5.”

Bendigo Beach Races

As the name suggests, coffee is a passion for Bowser Bean.

“We have devised a system to ensure consistent, quality coffee through investing in hardware, quality ingredients and training,” Mr Tierney said.

“Customers are much more savvy and have higher expectations of coffee so there’s no point serving substandard coffee or ‘drain cleaner’ as we call it'."

Coffee wait/pick-up area at Bowser Bean Kyabram

14 February/March 2019 | C&I | www.c-store.com.au

To match its premier food and coffee offer, Bowser Bean is pushing the envelope when it comes to store fitouts. The brand

STOREFEATURE REVIEW believes in creating attractive dining areas to enjoy its delicious food offer.

“Bowser Bean fitouts take inspiration from premier international food and convenience outlets as well as from Melbourne’s unique café scene,” Mr Tierney said.

“The resulting look and feel of the shops really does take the customer by surprise and inspire confidence in the food and coffee offer,” he said.

“We also try to have phone charging points and free wifi at our locations to encourage customers to take their time. We’re more than just takeaway; we want the customer to be to able sit down and enjoy their meal in comfortable surrounds.”

Bowser Bean has leveraged social media to communicate its message of quality food and coffee. With over 1000 Facebook and Instagram followers, Bowser Bean Marketing Coordinator, Matt Gronow has been pleasantly surprised by the high engagement of social media posts. A recent Facebook post regarding a newly reopened and refurbished site in Kyabram achieved a reach of over 10,000 people and substantial engagement and post comments. “It was like everyone in the town was putting in their two cents about this great new café that’s inside the BP servo,” commented Mr Gronow.

Bowser Bean has utilised social media to build marketing content. The 2018 'Where Have You Bowser Bean' promotion involved customers posting scenic pictures of their Bowser Bean coffee cups. The lucky promotion winner from Euroa won a $2000 Flight Centre voucher.

Bowser Bean and Vantage Fuels are avid supporters of the Make A Wish Foundation. “We do a lot with the Make a Wish Foundation, and in the past decade we’ve raised over $500,000”.

“It’s a good charity because it’s a fantastic cause and it galvanises our team for a common goal,” Mr Tierney said.

“Outside of charity, we love to get involved with local sporting clubs and groups, they’re often community hubs.”

Mr Tierney said a great initiative of Bowser Bean last year were coffee pop-ups at local football games.

It’s a great branding exercise; we turn up with a truck and a tent and a coffee machine and we set up a portable coffee shop,”

“It’s a great branding exercise; we turn up with a truck and a tent and a coffee machine and we set up a portable coffee shop,” Mr Tierney said.

“The coffee pop-up exercise is a great way to expose our brand and coffee to new customers. Also, patrons at footy games are usually pretty excited to get their hands on a quality brew as there generally is not much on offer.”

2019 is shaping up to be a big year for Vantage and Bowser Bean with more locations and refurbishments scheduled. Bowser Bean has been a successful exercise for Vantage Fuels in what is becoming a very competitive petrol and convenience landscape.

“We always thought we were more than just your average servo, but now our customers know this too," said Mr Tierney. C&I Vantage Fuels reusable coffee cup

The spectacular images harvested from the 'Where Have You Bowser Bean' promotion have been reprinted as collages that feature in the new Bowser Bean fitouts.

Bowser Bean and Vantage saw out 2018 with an epic staff party at the Bendigo Beach Races. This premier Bendigo horse racing event served as an occasion to present the winner of the Vantage / Bowser Bean 'Scratch For Splash' Waverunner promotion.

The Beach Races also provided an opportunity for Vantage to recognise and applaud the fundraising efforts of its team for the Make A Wish Foundation.

Vantage support the Make A Wish Foundation at Bendigo Beach Races

Specially designed seating area February/March 2019 | C&I | www.c-store.com.au 15

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

AACS: EVENTS • AACS supplier round table meetings • AACS State of the Industry Report launch • AACS Convenience Leaders Summit • AACS Gala and Awards Dinner • AACS Education • AACS CEO Forum • AACS Overseas Study Tour • AACS Peter Jowett Industry Award • AACS Women in Convenience program • AACS weekly e-newsletters

Established in 1990, the Australasian Association of Convenience Stores (AACS) is the peak body representing the interests of the retailers, suppliers, distributors and employees in Australia’s convenience industry.

AACS takes its responsibility to be the voice of convenience in a crowded political and media

landscape seriously. From independent stores to larger franchise or corporate networks, AACS advocates for everyone in the convenience industry.

Convenience stores understand the need to innovate, to create new and compelling ways to engage with their customers, and prioritise above all else a convenient, positive service

experience. The comprehensive suite of AACS programs has been designed to empower convenience professionals to fulfil their potential.

To enjoy the diverse benefits of AACS membership, contact AACS CEO Jeff Rogut on jeff@aacs.org.au for more information.

Visit www.aacs.org.au.

It is shaping up to be another busy year in convenience, with new opportunities, trends, innovations and challenges to influence the operating environment for operators and their customers.”

BIGGER, BETTER, CHANGING: 2019 IN CONVENIENCE Written by Jeff Rogut, AACS CEO

F

ebruary 2019: This year will see the Australasian Association of Convenience Stores (AACS), the peak body and leading voice for the convenience industry in Australia, coordinate a full calendar of valuable, up to date and relevant events, courses and experiences to empower the decision making of its members in these changing times.

“It is shaping up to be another busy year in convenience, with new opportunities, trends, innovations and challenges to influence the operating environment for operators and their customers. Our focus at AACS is to ensure our members remain a step ahead as the dynamic landscape for the convenience industry continues to evolve at pace,” AACS CEO Jeff Rogut says.

We’ve taken a closer look below at some of the key features of the 2019 AACS calendar below but of course, there’s much more on the menu in 2019.

The AACS Downunder Study Tour is in Melbourne this year, on May 30-31, and the Association is also putting together a calendar of AACS Women in Convenience events to build on the success of this initiative to date. Stay tuned for more info on both.

AACS 2018 STATE OF THE INDUSTRY REPORT

The AACS 2018 State of the Industry Report will be launched to members at a series of breakfasts in Brisbane, Sydney and Melbourne in May. While last year’s report showed growth is still on the agenda for the industry, the weaker growth number highlighted the different challenges facing some categories, and the new opportunities to be untapped in others.

Send your registration or attendee list for this year’s report launch to jeff@aacs.org.au and don’t miss out on the opportunity to hear first-hand how the industry is tracking and where the future opportunities lie.

18 February/March 2019 | C&I | www.c-store.com.au

The launch breakfasts are proudly sponsored by Campbells and full details are: • May 14th — Marriott Brisbane • May 15th — Northside Conference Centre Sydney • May 16th — NAB Arena Melbourne

AACS CONVENIENCE LEADERS SUMMIT AND GALA & AWARDS DINNER

Be in the room when the best and brightest people, stores and companies in convenience are celebrated at the industry’s night of nights.

A mainstay of the AACS events calendar, the AACS Convenience Leaders Summit will be held on August 15th and this culminates in the Gala and Awards dinner. These events are not only informative, insightful and inspirational with an array of excellent speakers, they’re also a great deal of fun.

The C&I Expo forms a key part of the AACS Convenience Leaders Summit and will be held at the Sydney Convention Centre on August 14 and 15, with the Gala Awards dinner at The Star on the evening of the 15th. Share in the stories and successes of this year’s winners by securing your place now.

DESTINATION USA: THE AACS OVERSEAS STUDY TOUR

After the amazing trip to China last year, this year we’re setting our sights on the USA. Join us on the AACS Overseas Study Tour for what is certain to be an unforgettable and valuable experience.

We’re visiting Los Angeles and San Francisco to see the latest innovation in convenience and other retail sectors; exploring the latest in store and unstaffed store technology, data management and use; interacting with key leaders in the famous Silicon Valley; exploring on-demand fuelling for cars as well as the driverless car deliveries already taking place, and much more.

We’ve organised for the group to stay in fantastic hotels in some vibrant cosmopolitan areas, enjoying some amazing meals, and getting a real taste for how the US convenience

industry is evolving for the future. It will be an experience not to be missed. Numbers will be limited so don’t miss out!

FURTHER INFORMATION:

AACS PETER JOWETT AWARD

Jeff Rogut

The Peter Jowett Award is moving with the times. It’s still a prime opportunity for those in the convenience industry to shine on the local stage and also win a place on the AACS Overseas Study Tour to the USA in September 2019.

And it’s still about challenging the norm by encouraging different ways of thinking about the new opportunities for the convenience industry in the future.

But it’s also different this year. Initially, candidates aged between 21 and 36 will submit a written paper of no more than 4000 words or a PowerPoint presentation of 10 slides on the topic below to be judged by a panel of industry experts. Six finalists will be selected.

Then under a new judging format, finalists will present their responses to a select group of judges from retail and supplier member companies, including senior executives.

It’s a major opportunity for young talented people to showcase their visions for the future to the most influential decision makers in convenience today.

The two winners selected by these judges will then present their submissions to all attendees at the AACS Convenience Leaders Summit in Sydney on the 15th August 2019. These winners will join the AACS Overseas Study Tour to the USA in September 2019.

Email jeff@aacs.org.au by Friday March 22 if you plan to enter. Entries are restricted to employees of AACS member companies and are due Friday May 31. Here’s this year’s topic: Convenience retailing is facing a number of challenges that may impact sales and profitability. Some traditionally high volume categories are in decline, and new threats and opportunities such as the focus on obesity and ‘better for you products’ are emerging. How would you recommend tackling the future so that the convenience industry continues to grow profitable sales by satisfying evolving customer needs? You may use data and information available from other countries in your analysis and recommendation.

The AACS Peter Jowett Award is about innovation, embracing change, thinking differently and taking bold, new and interesting approaches. Things everyone in convenience needs to think about in 2019. C&I

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

February/March 2019 | C&I | www.c-store.com.au 19

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22  February/March 2019 | C&I | www.c-store.com.au

TOBACCO

TOBACCO ROAD Convenience’s most resilient category needs careful management

T

he challenges facing tobacco, still one of the most important of all convenience store products, are well documented and so too is the category’s incredible resilience.

From the introduction of plain packaging and ever-rising excises to the surge in black market products and heavy discounting in other channels, tobacco in convenience has weathered many storms and yet it has retained its position as the cornerstone of store profitability.

While the landscape may still be continually shifting with things like the emergence of e-cigarettes, there is no doubt that tobacco is a category which demands and deserves careful management from operators, both now and into the future.

The figures speak for themselves. The latest National Health Survey released in December by the Australian Bureau of Statistics shows, yet again, that smoking rates are not declining in Australia. In fact, they have shown no statistically significant decline since 2013, where according to the ABS, ‘the daily smoking rate remained relatively similar’.

Tobacco is still the highest dollar turnover contributor category in the petrol and convenience channel, and is staying remarkably robust against a backdrop of excise hikes and inhibitive legislation. According to IRi Combined Channels data (30/9/18), the category currently accounts for 38% value share of petrol and convenience sales.

It should be noted though that the growth in value has been driven predominantly by excise, with the industry seeing a decline in transactions in addition to consumers shifting towards smaller pack sizes.

Aztec data (Total Convenience/Quarter to 02/12/18 vs Prior Quarter to 02/09/18) shows that from a convenience perspective, the category is experiencing a volume decline of 3.3% in the latest quarter on quarter, but is in positive value growth of 6.3%.

With smoking rates remaining relatively stable, the real story is where consumers are choosing to buy their tobacco and what sort of tobacco they are choosing to buy. It is only by understanding the changing needs of their customers that convenience store operators can maintain, and perhaps increase their market share.

The good news is that, despite grocery discounting heavily as it seeks to use the category as a key foot-traffic and basket driver, and the perception that specialist tobacco shops offer more product expertise, convenience is still performing relatively strongly.

Convenience has the largest footprint of all channels in Australia and is therefore a key pillar in trial and awareness of brands

across all categories, not just tobacco. In today’s busy world, smokers are becoming increasingly time poor and are looking for fast service, easy access, convenient locations and competitive pricing to make their tobacco purchases. Petrol and convenience is then a good fit in the current climate of the shopper needs.

According to Imperial Tobacco Australia (ITA) Profiler Tracking (MAT Nov18), despite higher prices, the channel share of trade has increased to 11.8% in the past year (+0.3% vs last year). The data showed that while industry volume declined by almost 5%, petrol and convenience has declined at a lesser rate of 2.8%, which is the slowest volume decline of all the tobacco retail channels.

ITA says the convenience channel has been successful in attracting time poor consumers as they seek convenience based on location and trading hours. ITA Profiler Tracking (Dec17 – Nov18) revealed that the three main drivers of a positive experience in convenience are comfort in purchasing tobacco, friendly and polite staff, and speed of service.

“One advantage convenience retailers have over grocery stores in particular is their speed of service,” said ITA Communications Manager Shannon Mackay. “Since legislation dictates tobacco can only be sold from a single point of sale in a store, consumers in grocery stores often have to queue up separately when making a tobacco purchase, even when buying other goods during the same visit.”

Tobacco is still the highest dollar turnover contributor category in the petrol and convenience channel, and is staying remarkably robust against a backdrop of excise hikes and inhibitive legislation.”

For convenience stores wishing to drive home this advantage, staff education on the tobacco category is key with a particular emphasis on exceeding consumer’s service expectations.

Encouragingly, the most recent ITA Profiler Tracking tobacco shopper experience rating research ranked petrol and convenience as offering the number two shopper experience behind tobacco specialists, a significant improvement from last place in 2017.

Philip Morris International (PMI) also believes that the channel needs to focus on ranging, availability, and pricing to ensure future category sustainability.

“To drive category performance, retailers need a strong understanding of the consumer demographics and purchasing behaviour within their retail catchment, to ensure that they maximise their range efficiency,” said PMI’s Communications Manager, Michael Grigg. “Retailers also need a strong understanding of the products and brands they stock to ensure that their offer meets the needs of consumers… availability is also a key component of retail trade, and retailers should be looking to minimise their out of stocks to avoid lost sales.”

According to ITA studies conducted last year, 73% of all tobacco purchases are pre-planned in the convenience channel, with 92% of shoppers buying their usual brand. However, the studies also February/March 2019 | C&I | www.c-store.com.au 23

TOBACCO led ranging approach based on the shopper profile of the channel. The impulsive, top-up nature of the channel results in a need for a lower cash outlay option, which can be satisfied by smaller value-orientated pack size offerings. However, it says that mainstream and premium brands need to be ranged to satisfy the needs of the younger more affluent demographic of petrol and convenience.

PMI has noticed a similar trend, and urges all convenience store operators to be ready to react.

“The value and sub-value segments are the primary drivers of tobacco category performance across all channels,” said PMI’s Michael Grigg. “Consumers are continuing their migration towards the discount segments.”

British American Tobacco Australia says the convenience channel is vital to ensuring the long term growth and sustainability of tobacco, but it recognises there are challenges.”

concluded that if a customer’s preferred brand is out of stock, 55% will stay in the same shop but buy another pack size or variant or a different brand, 6% are uncertain what they would do, and 39% will leave and go to another store or not purchase in store on that occasion.

The simple fact is that keeping products on shelf and available to consumers is vital in minimising lost sales.

“If 39% of customers go to another store or don’t buy cigarettes or tobacco because a product is out of stock, this could mean a loss of tobacco sales,” said ITA’s Shannon Mackay. “In petrol and convenience, 66% of the total basket value of a tobacco shopper is spent on tobacco which means 34% is spent on other categories. This potentially means further lost sales in other categories due to customers switching to other stores.”

For convenience stores seeking to avoid out of stocks and manage the category efficiently, the challenge is to properly understand the changing habits of tobacco consumers and then cater to those needs.

What is clear is that the ongoing excise increases have accelerated sales in the value, sub-value and roll your own (RYO) segments as category affordability becomes more of an issue.

AT A GLANCE • Tobacco is still the highest dollar turnover contributor category in petrol and convenience • Convenience needs to focus on ranging, availability, and pricing to ensure future category sustainability • Ongoing excise increases have accelerated sales in the value, sub-value and roll your own (RYO) segments as category affordability becomes a bigger issue • Illegal tobacco remains a challenge, comprising roughly 15% of the market

While Tailor Made Cigarettes (TMC) remains the main contributor to tobacco sales in petrol and convenience, the series of 12.5% excise increases which will continue to 2020 have left many consumers looking for the most cost-effective options.

ITA’s Shannon Mackay said the company’s Profiler Tracking (MAT Nov18) highlighted a number of key issues.

“Affordability concerns have accelerated down trading, and as such the roll your own category has grown 3.7 tonne (+2.7% vs last year),” he said. “With the increase in the roll your own category, the need for the complementary categories of papers and accessories has also grown.”

The data showed that papers and accessories have experienced near double digit growth in both volume and dollar value versus last year.

The company believes that, to ensure correct ranging of products, it is important for stores to implement a consumer-

24 February/March 2019 | C&I | www.c-store.com.au

The other challenge faced by the tobacco industry as a whole is the rise in illicit product. The steep rises in excise and the advent of plain packaging have perhaps fuelled the black market trade.

Every year, the tobacco industry funds a KPMG report which has shown that illicit tobacco is now at its record high in Australia, amounting for 15% of the total market. In the 2018-9 Federal Budget, the Federal Government announced a new framework to combat the growing problem of illicit tobacco and organised tobacco crime.

British American Tobacco Australia says the convenience channel is vital to ensuring the long term growth and sustainability of tobacco, but it recognises there are challenges.

“Illegal tobacco remains an issue, comprising roughly 15% of the market,” said Nat Openshaw, BATA’s Corporate and Government Affairs Manager. “All retailers have a role to play in ensuring that illegal tobacco is stamped out”.

In its most recent State of the Industry report, the Australasian Association of Convenience Stores (AACS) warned that the regulatory environment for legal tobacco in Australia had made it one of the world’s most lucrative markets for organised criminals involved in the illicit tobacco trade.

“Convenience store owners and staff know first-hand the impact that excise increases and regulations like plain packaging have had on the market for illegal cigarettes,” said AACS CEO, Jeff Rogut.

The outlook for tobacco then is an ever changing one. While companies like PMI believes the future sales platform for convenience and the wider market is smoke free, it says until smoke-free options are legislated in Australia the channel needs to focus on combustible cigarettes and executing the core retail disciplines.

While all convenience stores must adhere to the state and territory regulations they operate in, there is still much they can do to maximise the category’s sales potential. Ultimately, it is vital for stores to focus on staff education, consistency in price, and in offering a balanced a range that offers valueoriented brands for price-conscious consumers while also ranging mainstream and premium brands for the more discerning smokers. C&I * Convenience & Impulse Retailing magazine would like to thank PMI, ITA, and BATA for supplying information for this article.

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CHOCOLATE AND CONFECTIONERY

THE SWEET SPOT Sugar confectionery continues to deliver in convenience

W

ith the health and wellness trend in full swing and grocery seeking to lure more customers with promotional pricing, sugar confectionery sales through convenience continue to face significant challenges.

According to the most recent State of the Industry Report from the Australasian Association of Convenience Stores (AACS), the dollar growth of sugar confectionery in the channel fell by 3.3% in 2017, and unit growth fell by 2.2%. However, sugar confectionery still represents a whopping 28% of the total confectionery category and is a vital contributor to all convenience stores’ profitability.

The secret to ensuring the channel maintains its market share is for manufacturers and store operators to truly understand the customer and to recognise and exploit the advantages that convenience enjoys. The core difference between a convenience consumer and grocery consumer is the type of consumption.

Grocery consumers make planned purchases, usually for shared use. The convenience shopper is looking for immediate, personal consumption with a treat that will provide temporary gratification. It therefore gives manufacturers a chance to target a different consumer, one that buys on impulse.

A recent report on sugar confectionery sales in Australia by market research company, Euromonitor International concludes that while 26  February/March 2019 | C&I | www.c-store.com.au

CHOCOLATE AND CONFECTIONERY

promotional pricing can be key in driving growth within sugar confectionery, visibility is what really makes the difference.

that having impulse displays up to and including the front counter will deliver increased shopper conversion.

“As supermarkets and mass merchandisers continue to streamline product offerings, smaller channels like forecourt retailers and convenience stores have become paramount in driving value growth for impulse items,” the report said.

Lollies are more likely to be purchased as a part of a larger basket with the most common co-purchase being a beverage. This means that offering a strong range of sugar confectionery can provide a much bigger boost to a convenience store than simply the value of the sale itself.

“Especially in categories where health consciousness is not as prominent, such as confectionery.”

Euromonitor International said Nestlé Australia maintained its position as the leading brand across sugar confectionery categories in 2018, specifically in boiled sweets with Life Savers, in medicated confectionery with Allen’s Butter-Menthol, and in the pastilles, gums, jellies and chews with its range of Allen’s lollies. Mondelez Australia closely followed with The Natural Confectionery Co and Pascall Marshmallows.

Allen’s Snakes Alive, Allen’s Party Mix, and Allen’s Retro Party Mix are all ranked within the top five jelly products in convenience and Nestlé said with household penetration for lollies in Australia greater than 87%, the potential for the category in convenience is huge.

“Impulsive and attractive displays on and off shelf will appeal to shoppers who are highly inclined to participate when known and trusted brands are available for purchase,” said a Nestlé spokesperson.

“There is a high correlation between lolly purchases and channel shoppers buying general merchandise, groceries and food to go, meaning there are a number of key locations within store for secondary displays of lollies that provide a unique opportunity to the convenience channel.”

Robern Menz – which boasts the Violet Crumble and Menz Bumbles Choc Honeycomb ranges, as well as FruChocs in South Australia – agrees that off location displays are vital.

“Counter displays, end of aisles and display bins are crucial, as are promotions,” said the company’s Marketing Manager, Polly Love.

“In convenience, it’s all about the impulse purchase so the physical availability and ability to promote are vital.”

Confectionery in general and sugar confectionery in particular, respond well when shoppers have the opportunity to interact at multiple points through the journey to the register. This means

Consumers are becoming more aware of plastic pollution but are, at the same time, looking for single serves and convenient packaging formats for on-the-go consumption.”

An important way to generate interest in the category is through new products and new innovation. Nestlé said that using innovation as the lead offer in off-location displays can capitalise on the appeal of ‘new news’ to convert shoppers who are often tempted with multi-buys to mix and match a new product with well-established offers.

Robern Menz agrees on the importance of innovation and said that while current health trends are a challenge in some ways, they also offer an opportunity to diversify and develop products that respond to these changes.

“We’re seeing increased demand for sugar reduced/permissible treats as well as gluten free and vegan treats and we’re lucky to be in a position to be able to offer products that reflect this inclusivity,” said Ms Love. “Conversely, there’s also a growing trend for true indulgence snacks and, if consumers are indulging their sweet tooth, very often they go all out.”

Ms Love said that those customers now consuming sugar-free products were most likely not largely purchasers of the more ‘indulgent’ treats in the first place. She says that when people are looking for that sweet treat or indulgent moment, they will continue to make that choice.

Euromonitor International said flavour innovation and brand collaboration were key drivers of sugar confectionery sales in 2018, and that pastilles, gums, jellies and chews were all critical in that.

These collaborations and ‘crossovers’ help keep the consumer engaged and excited, and introduce confectionery products to new audiences. Many traditional confectionery brands are moving across categories and can be found in formats such as ice cream, drinks, biscuits, and baked goods.

Euromonitor pointed to the collaboration between confectionery giant Allen’s and Peters Ice Cream in launching a hybrid of the two iconic Australian brands in the form of Frosty Fruits and Drumstick lollies as a recent and successful example of this.

February/March 2019 | C&I | www.c-store.com.au 27

CHOCOLATE AND CONFECTIONERY as well as ensuring that shelf space for top-selling lines is appropriate to maintaining on shelf availability.

“With shelf space at such a premium in convenience stores, reducing duplication allowing space to showcase leading SKUs and NPD can be the way to deliver disproportionate growth,” a Nestlé spokesperson said.

“There are examples within the channel where some retailers have reduced range duplication; this has delivered simplification of the on-shelf offer, improving shop-ability and delivering increased category value.”

However, while the big players dominate sugar confectionery, there are many smaller companies with innovative products that are also competing for space on the shelves.

New products and new companies are constantly emerging. The So Soft Marshmallow Co has quickly gained shelf space in Woolworths with marshmallow products such as its Jumbo Roaster, and its range will soon be available in IGA, Big W and Aldi, and the company will also be looking to rapidly increase its convenience presence.

Lollies are more likely to be purchased as a part of a larger basket with the most common co-purchase being a beverage.”

AT A GLANCE • While promotional pricing can be key in driving growth within sugar confectionery, visibility is what really makes the difference • Flavour innovation and brand collaboration have recently been key drivers to sugar confectionery sales • Sugar confectionery responds particularly well when shoppers have the opportunity to interact at multiple points through the journey to the register • By reducing dead space and adjusting placing, stores can increase the amount of stock on their shelf by up to 30%, and more product means more sales

However, innovation isn’t always all about the product itself.

Innovation in format and a well-structured breadth of offer across key pack sizes are also important in triggering growth.

“Lolly shoppers in convenience continue to look for a balance of favourites and new lines, with jellies complemented on the shelf by a growing contribution of ‘chews’ and ‘sour’ type products,” said a Nestlé spokesperson.

“This trend to a variety of different eating types is matched by the growth in format offers with small bags, bulk bags and travel cups now becoming more common and demonstrating a very clear difference in the convenience sugar confectionery range to that available in supermarkets.”

Nestlé said it has resized some products to ensure appropriate portion serving, and developed different packaging formats such as mini bags to help consumers choose sizes that suit their needs. It says having an intuitive pack size range that covers self-consumption (mini bags), family sharing (medium bags), and larger group gatherings (bulk bags) are important offers to maintain within the convenience channel.

Robern Menz said consumers are becoming more aware of plastic pollution but are, at the same time, looking for single serves and convenient packaging formats for on-the-go consumption.

“Convenience is much more about impulse, on the go snacking, so it’s a really important channel for our bar range and 100-150g bag range,” said Ms Love.

“We’re about to launch into convenience our 100g Violet Crumble bag share pack which we’re excited about.”

For many space-challenged convenience stores, selecting the most appropriate range to stock is a challenge. With shoppers’ time in front of the bagged sugar display measured in seconds, it is important that the range is simple to understand. Nestlé said that removing duplication by limiting similar product offers allows retailers to open up space on shelf to feature innovation,

28 February/March 2019 | C&I | www.c-store.com.au

Confectionery distribution business, CTC Australia, which boasts products such as Aussie Drops Portion Packs, Fini Lolly Cups and Swizzels Double Dips, says a balance of market leading brands and a small rotation of new innovations can allow a store to supply sales-driving products and also remain relevant with a selection of on-trend lines.

CTC Australia's Marketing Manager, Bernard Fauvette, said it was also amazing how under-utilised the confectionery space is in most stores.

“By reducing dead space and adjusting placing, stores can often increase the amount of stock on their shelf by up to 30% and more product means more sales,” he said.

“The more display points utilised in store, the better your chances of being seen... other ways of standing out are seasonal pack changes, promotional packaging or on-pack promotions, all these help drive renewed interest in everyday lines.”

Mr Fauvette strongly believes that combination deals are the ideal way to capitalise on sales from multiple product categories.

“For example, partnering our eucalyptus drops with a water will drive summer sales of a traditionally winter line (Eucalyptus) and improve winter sales of a summer line (water),” he said.

“By strategically pairing products, outlets can maximise their sales over the entire 12 months and avoid fluctuating sales.”

In the end, success in sugar confectionery for convenience store operators is all about staying on top of key market trends and understanding the customers – what they want, in what format, and at what price point. Stores that are making the most of the excitement surrounding new products, choosing their range wisely, and putting some careful thought into how and where to display, will find the rewards are sweet indeed. C&I * Convenience & Impulse Retailing magazine would like to thank Nestlé, Robern Menz, CTC Australia, and the So Soft Marshmallow Co for supplying information for this article.

SALTY SNACKS

SALTY SNACKS MAKING SWEET PROFITS Salty snacks takes on a new flavour

E

arly in 2018, Doritos expanded its snacking portfolio from chips and dips to include baked Doritos Crackers. At the time, Pedestrian TV reported the original Cheese Supreme Dorito corn chips are the number one selling flavour in Australia and thus the new Crackers would be sure to make waves within the market.

Doritos Brand Manager Alison Silver said: “Doritos Crackers are an exciting way to attract a new consumer base to the biscuit category in the form of millennials, who are the heartland of Doritos. The brand has a cult following with the young and hungry and we are thrilled to be able to deliver them with an exciting new way to enjoy iconic Doritos flavours”.

32 February/March 2019 | C&I | www.c-store.com.au

SALTY SNACKS Snacking continues to be a popular and profitable option for customers in convenience stores who are looking for something on-the-go.

FACTS AND FIGURES John Owen, a senior food and drink analyst wrote a report that was published by Mintel, stating that the top three snacks in the category segment were meat snacks, popcorn and cheese.

Mr Owen also noted that new flavours within the category were the key to continued growth as “the heaviest snackers look for new snacking experiences”.

Despite their love of chocolate (and fresh fruit), Australian consumers’ tend to prefer savoury snacks over sweet.”

According to the website Unique Health Products, Larina Robinson said more and more Australians are skipping lunch in favour of a snack.

Citing Neilson, Ms Robinson noted that 96% of Australians say they regularly consume snack food with 62% of consumers opting for chocolate as a sweet snack.

“Despite their love of chocolate (and fresh fruit), Australian consumers tend to prefer savoury snacks over sweet,” Ms Robinson said.

“In an average seven day period, 41% of Australians snack on potato chips, 37% snack on nuts, and 32% snack on savoury biscuits or crackers.”

The Australasian Association of Convenience Stores (AACS) 2017 State of the Industry Report (SOI) said the snackfoods category was worth $194 million in 2017 and had an actual growth of $4 million.

“The traditional three meal routine per day is being reduced and going towards frequent grazing/snacking,” the report said.

“The snackfoods category has become a symbol of how the channel is providing a more balanced product mix to satisfy both customer needs of health and indulgence.

“Nevertheless, the $194 million category – consisting of chips, nuts, popcorn, nutritional bars, dried fruit, and pretzels – slowed in 2017.”

February/March 2019 | C&I | www.c-store.com.au 33

SALTY SNACKS

Consumers have moved away from the traditional three meals per day and shifted into a lifestyle involving increased snacking, or multiple smaller meals, throughout the day”

consumption, and will ensure they walk out of the store satisfied,” she said.

EXPANDING FLAVOURS Something that has been popular over the last year, is the introduction of various specialty flavoured chips and snacks.

Whether it be for a limited time of year and themed, i.e.

Christmas themed or a new variation, there were many new flavours brought into the market in 2018.

Smith’s released two new flavours just before summer, inspired by the season including French Onion and Tomato Salsa. Alison Silver, Smith’s Brand Manager explained: “Our new summer flavours are the perfect snacking combination rolled into one, dips and chips, a perfect accompaniment for summer festivities.”

A TRENDY SNACK The Grocery Corporation Pty Ltd brand marketing manager Sally Breden said: “There is a clear trend towards healthy and nutritious product that deliver on taste. Healthier on its own is not enough to sustain long term success for a product. Good taste is critical”.

Following on the heels of its own trend, in December the brand partnered with Pizza Hut to launch three pizza-inspired flavours.

The three flavours included BBQ Meatlovers, Margherita, and Garlic Bread.

There is an “increasing consumer adaptation of mainstream ‘better-for-you’ salty snacks including baked instead of fried, low sodium, low fat, gluten free and vegan,” Ms Breden said.

Lynn Rutherford, Marketing Manager for Smith’s said: “We’re really excited about our innovative partnership with Pizza Hut. It made perfect sense for us to combine Smith’s chips with these classic Pizza Hut flavours – we think it’s a match made in heaven and we know Aussies love them as much as we do”.

Ms Breden said there a lot new uses for snacks that utilise specific legumes, grains, superfoods and proteins as well as exotic and extreme tastes and flavours.

In January, the brand went one step further in its innovation by introducing a limited edition release of its Snag & Sauce flavoured chips.

“We are seeing continued growth in the salty snack category across all markets including Australia, US, Middle East and Europe,” Ms Breden said.

Ms Silver said at the launch: “We are pleased to unveil our latest innovation; it is a classic Aussie flavour on a beloved Aussie chip, making it the perfect addition to a summer BBQ.”

“Consumers have moved away from the traditional three meals per day and shifted into a lifestyle involving increased snacking, or multiple smaller meals, throughout the day,” she said.

In each instance, the iconic Smith’s crinkle cut chip was combined with flavours to create a new and unseen flavour.

“There are two main consumer snacking moods: sweet and savoury. Chocolate bars and ice-cream fulfil the sweet mood, and salty snacks the savoury mood.

“Salty snacks are the classic 'grab-and-go' category within a convenience store, and should get prime location for impulse buying. Strong visibility, close to the entrance and to the counter, particularly with smaller packs will target the large number of consumers in this channel looking for something for immediate

Queensland brand, Picky Picky Peanuts was another company that took something iconic to Austrailan culture, and added it to its core product.

‘Mitey Aussie Nuts’ is a unique collaboration of Picky Picky Peanuts and Vegemite.

As the salty snack opportunity continues to expand and evolve, it seems the key to the market is innovation and a plethora of new flavours available for the consumer.. C&I

Performance of the category's 4 key product segments, 2016 & 2017 Graph from AACS SOI Report 2017

Dollar Share

Dollar growth YA %

Unit growth YA %

2016

2017

2016

2017

Chips

65%

+2.9%

-0.7%

+2.3%

+0.6%

Nutritional Bars

18%

+20.9%

+13.8%

13.9%

+12.0%

Nuts

12%

+10.6%

+7.5%

+3.3%

+7.9%

Popcorn

5%

+131.3%

+5.5%

+155.7%

-1.5%

34 February/March 2019 | C&I | www.c-store.com.au

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PRODUCT NEWS

C&I Choice Creamery and Co For this edition of C&I Choice, we couldn’t get past the new edition from Dairy Farmers, Creamery and Co. Launched in November, the new range offers three creamy and delectable flavours including Raspberry Pavlova, Murray River Salted Chocolate and Great Southern Caramel.

Each flavour is an experience in itself and not unlike a milkshake, but not just any milkshake, a fancy and specially curated milkshake that has been made just for you. Each beverage is a combination of thick and creamy flavours, made with full cream Australian milk with added cream.

Inspired by Australia’s generous terrain and stunning landscapes, the luxurious collection takes customers on an indulgent taste journey across the country.

The generous flavours excite the tastebuds and are a simple way to indulge, with delicious and quality ingredients.

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 longest-lasting 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 appearance products from recognized 36 February/March 2019 | C&I | www.c-store.com.au

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

The Distributors launches MyBrandz and Widget World The Distributors Marketing Division — Impulse Marketing have launched their own technology called MyBrandz and Widget World.

This state of the art technology will greatly reduce the cost and time factors for suppliers needing all The Distributors sales representatives to have images and product information at their fingertips.

Let’s face it — how can a rep sell a product without an image?

Karen Campbell — General Manager from Impulse Marketing expects over 200 sales representatives to be using MyBrandz in early 2019.

Widget World is an add on URL service that allows users to drag and drop images into a catalogue, then save as a PDF for print or email, cutting out the time and cost factor of using an outside service to quickly put together a catalogue of specific supplier images or a range of warehouse products for a potential client.

For example, a wholesaler can quickly create a catalogue of images and data for a prospective new customer suitable for their business type — Health, Sporting Clubs, Service Station or Office business.

Brandz Supplier Clients get access to their own images in Widget World, allowing a quick drag and drop service to create specific PDFs for clients.

MyBrandz and Widget World are a game changer, a powerful marketing tool for the ever evolving landscape of FMCG. For more details contact Karen Campbell — karen@brandzonline.com

February/March 2019 | C&I | www.c-store.com.au 37

PRODUCT NEWS

The bag is back! Aussie icon Violet Crumble to hit the shelves in bag format Having returned to Australian ownership in 2018, iconic confectionery brand Violet Crumble is now available to purchase in bag format. This much-loved chocolate snack will be available in bags in a number of independent outlets across Australia for the first time in nine years.

A long-regarded Aussie favourite, Violet Crumble’s return to Australian hands was met with momentous enthusiasm in 2018. It is now produced in Adelaide by the fourth generation, family-owned Robern Menz, which is one of the largest Australian owned confectionery businesses, and the largest manufacturer of honeycomb in the country.

This new format will appeal to the many fans who fondly remember the bag — which comprises bite-size miniature versions of the chocolate bar. The 180g bag will be available in a number of independent retailers across Australia, including Metcash. It provides an alternative option to the existing 50g Violet Crumble bar, perfect for sharing, whether at the cinema, on the couch, in the office or on-the-go.

CEO of Robern Menz, Phil Sims commented: “There’s been huge consumer demand for the return of the Violet Crumble bag since it was withdrawn nearly

38 February/March 2019 | C&I | www.c-store.com.au

a decade ago, so we’re thrilled to be able to bring this format back. It’s a great choice for those wanting to share the snack with friends, or exercise some portion control if they don’t want to indulge in a 50g Violet Crumble bar”.

The Violet Crumble bag format was withdrawn by previous owners, Nestlé in 2010, and Robern Menz was eager to reintroduce it when it began production from its Adelaide factory in 2018, seeing it as an opportunity to not only delight existing fans, but introduce it to new ones.

Mr Sims continued: “We’ve been inundated with enquiries from customers wanting to bring the bag back, but having been off the shelves for a decade, there are many people out there who have never tried it. It’s a real privilege to have custody of such an iconic Australian brand so by rolling it out in different formats we can offer more choice and flexibility for people to enjoy Violet Crumble however they want to”.

The 50g Violet Crumble bar is currently available throughout Australia in major supermarkets, independent retailers and convenience stores. For information about stocking the bag or any other products in the Menz range please contact Andrew Antoniou 0417 418 219.

+ + As part of a balanced diet

Sanitarium PB is the

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PRODUCT NEWS

The World’s Fastest Growing Energy Drink is now in Australia With similar humble beginnings as RedBull, originating from Thailand, Carabao Energy drink has huge global growth and is now hitting Australian stores. Off the back of some large global sponsorships including the EFL Cup now known as the Carabao Cup, Chelsea Football Club and Reading football club; the global brand recognition is growing daily with Carabao Australia excited to be adding growth with partnerships in Australia.

The name Carabao, pronounced “Ca - Rah - Bow” is based on the Asian water buffalo that shares the same name, known for its hard-working nature. The Australian arm is using this hard-working branding to introduce the brand into the market here, which they see complementing the Aussie battler and everyday hustle that all Australians face.

With a soft launch in 2018, Carabao Group Australia is heating up for a big 2019. Currently stocked in OTR, Drakes, Spar, Metro Petrol Stations, many independent petrol stations, convenience stores and selected BPs, Carabao is continuing its rapid growth and looking to add to the 1000+ stores stocking the three flavours: Original, Sugar Free and the most popular Green Apple.

When asked what is the biggest point of difference, Dan Tjahjadi, Carabao’s Head of Sales said: “the biggest drawcard for us is the fact that we are sugar tax ready. We have up to 60% less sugar than all the major competitors on our original and green apple flavours”.

Fast Pain Relief for Sore Throats Latest consumer insights from DIFFLAM show that when a sore throat strikes most people take action early on with more than 90% buying sore throat lozenges1.

DIFFLAM the leading Pharmacy brand for sore throats2, offers a range of fast acting lozenges that not only kill bacteria, they also provide anti-inflammatory action to relieve the pain of a scratchy or razor blade sore throat. The 'Plus' Anaesthetic range also provides numbing pain relief.

PROTECTING FAMILIES FOR OVER 100 YEARS Nyal has been protecting Australians for over 100 years with an array of products providing relief for Cough, Cold & Flu symptoms, Nasal Decongestion and Oral Care. Today, Nyal has become one of the largest cold & flu brands in grocery3, a testament to its trusted and quality medications4.

The DIFFLAM and Nyal team believe the convenience channel is a prime opportunity to capture consumers who are experiencing symptoms of congestion, a sore throat or cold & flu, and the new hang sell unit will grab their attention particularly when they need fast relief on the go.

(1) Data on file. Paradigm Shift Difflam Research 2018 (2) Aztec IRI Pharmacy Scan data MAT 06/01/19 (3) Aztec IRI Grocery Scan data MAT 06/01/19 (4) Data on file. Paradigm Shift Nyal Research 2018 AU-2019-01-0108 This medicine may not be right for you. Read the label before purchase. Follow the directions for use. If symptoms worsen or change unexpectedly, talk to your health professional.

40 February/March 2019 | C&I | www.c-store.com.au

PRODUCT NEWS

Red Bull Launches New Orange Flavour for 2019 Launching nationally in February 2019, The Orange Edition from Red Bull® offers consumers the same functional benefits as Red Bull® Energy Drink with the delicious new taste of Orange.

Innovation remains the biggest improvement opportunity within the Category, as defined by Energy Drink shoppers¹.

Previous Edition launches from Red Bull® have been effective in delivering incremental sales, through bringing both new/lapsed consumers into the category and driving trial amongst existing consumers seeking new products².

The Orange Edition from Red Bull® will be available in individual 250ml and will be priced in line with the 250ml Red Bull® Energy Drink range (RRP: $3.59 without CDS, $3.79 with CDS*). *Prices are recommended retail prices only and there is no obligation to comply with the recommendation.

For further information or assets, please contact Alex Neilson.

Trade Marketing Manager — Red Bull Australia alex.neilson@redbull.com | 0410 111 206 ¹ Shopper Tracker – Convenience 2018 – Path to purchase ² Retail Shopper Loyalty Data 2018 – Source of Volume “Red Bull Coconut Edition”

PRODUCT NEWS

NEW Earphones for the latest iPhone X series It has been two years since Apple removed the 3.5mm headphone jack from iPhone 7, which was perhaps the most controversial, rage-inducing decision in the history of modern technology.

The intention of removing the headphone jack was mainly to free up more space in the phone and better sound quality via the lightning port.

Now almost two years later, the truth is that for the vast majority of iPhone users, removing the headphone jack has been a non-issue. Apple did come up with solutions such as adapters and cables, but mucking around with extra adapters and cables is always a nuisance especially when you’re traveling and just want to plug in your headphones with minimum fuss. The simplest option is to buy a new set of wired headphones with their own lightning connector.

The all-new Esonic Lightning Earphones are the most suitable earphone to suit the needs for our latest iPhone users. Unlike the traditional headphone jack, this set of earphones is equipped with a lightning connector which can deliver more than enough power for the most demanding audio experience. It also allows for the amplification of the audio to deliver an impressive end result — an upgrade over what the 3.5mm jack is capable of. The combination of the extended frequency range, super bass, and low distortion means you’ll appreciate the audio quality right away. Built-in volume controls and microphone allows users the freedom to control music, take calls without the hassle of taking their phone out. Best of all, the new ergonomic design reduces soreness around the ear canal thus increasing comfort and fits perfectly into the ear securing its position with no loosening.

Esonic Lightning Earphones are fully compatible with the latest iPhone X series and iPad. Available for pre-order now, please contact your sales representative or email us at sales@eastrade.net.au.

44 February/March 2019 | C&I | www.c-store.com.au

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OPINION

DO PEOPLE STILL ASK

'THOSE' QUESTIONS? CHARLES WATSON Senior Adviser Workforce Guardian

charles.watson@workforceguardian.com.au

Strange as it may seem only a few generations ago societal and cultural norms in workplaces were very different.”

A

lthough consciously inappropriate questioning of job candidates has decreased over the generations, hiring companies can still appear as if they jumped out of an episode of The Office. This isn’t about political correctness, it’s about trying to attract and retain talented workers by evidencing standards that are compatible with it being 2019. Asking inappropriate questions, deliberately or otherwise, won't help attract the workers you need and may result in legal exposure and a poor reputation.

SOME PERSONAL HISTORICAL MUSING

After completing high school, I went for numerous roles to see what took my fancy. The application form for one particular role asked the question of my religion! Thinking it a strange question, I queried why and pressed until a satisfactory answer or a concession was given. After contemplation they could only respond with the possibility that if ‘last rights or something’ were required, but ultimately had to concede they did not know. Apparently, the question had been on the application form for years and not been updated. Given the role, I suggested it just wasn’t appropriate and they were legally exposing themselves. Even at that age I knew a career in workplace relations law would ultimately ensue!

In context, that hangover question from another era was understandable, but had to be challenged and changed.

Strange as it may seem only a few generations ago societal and cultural norms in workplaces were very different. Women in my mother’s generation were, once pregnant, asked when they were leaving (and this meant permanently!!) so as to take a clever systems analyst out of the economy. Thankfully times move on, society develops, and legislation is eventually enacted to reflect modern values.

However, even though times have moved on, not everyone does. I worked with an organisation’s leader, for a very short time, who when interviewing candidates barely disguised what a truly horrid person they are. Their style of interviewing was an uncomfortable and inappropriate experience for everyone involved, and provided an insight into what it would be like working in that organisation.

What can you do about people like that other than move on or litigate, and feel happy for unsuccessful candidates?

FOOT IN MOUTH

Historical musing and the odd horrid person aside it must be said that most organisations don’t deliberately ask inappropriate questions of candidates, rather it is usually unintentional or through failure to think it through. However, as employers you need to be aware and not ask questions that do not relate to the candidate’s ability to undertake the 46 February/March 2019 | C&I | www.c-store.com.au

role. Even if the question does not form any basis for not hiring a particular candidate, it could be held against you when they claim a breach of the various disability, human rights, equal opportunity and sex discrimination legislation.

By way of just one legislative example, it is unlawful under the Fair Work Act 2009 to discriminate against a prospective worker on the basis of their race, colour, sex, sexual orientation, age, disability, marital status, family or carer’s responsibilities, pregnancy, religion, political opinion, national extraction or social origin.

Examples of questions that cannot and should not be asked include: • Are you in a same-sex relationship?

• When is the baby due?

• How old are you?

• Where do you come from?

• What religion are you?

• Are you planning to start a family?

• Which political party do you support?

• Do you have a disability?

Just don’t ask these types of questions. They probably don’t have anything to do with the advertised role.

BEST FOOT FORWARD

The best way to overcome your foot in your mouth is simple: 1. Only ask questions relating to a candidate’s ability or experience to undertake the work involved in the position 2. Plan the interview. People can let their mouths run away at times, so pre-prepared questions may assist. Are the questions appropriate and do they relate to the role? If in doubt leave them out.

3. During interviews and any related discussions with candidates ask open ended questions that allow the candidate to open up and respond in detail – “How”, “Why”, “What” and “Tell us about yourself” type questions will usually get a candidate to open up without you getting too personal.

4. Given the nature of the possible duties, ask if the candidate can undertake the physical aspects of the role and/or if there is anything that would otherwise impede the candidate from undertaking the inherent requirements of the position. Have them confirm that in writing if necessary.

5. Depending upon the role consider whether sending a candidate for pre-employment medical/functional assessment is necessary, and appropriate, rather than asking discriminatory and potentially illegal questions.

Plan ahead, keep it simple, keep it appropriate and don’t be David Brent or Michael Scott. C&I

OPINION

BRETT BARCLAY Director - Convenience Measures Australia

This provides shoppers with plenty of choice of where to shop for snacking, beverages, food and tobacco so what do we need to focus on to remain relevant.”

THE BATTLE FOR SHOPPERS… ESPECIALLY FEMALES A

s we start another year, it is important to look at what has gone on in the channel and to understand how we can continue to shape the future. As I mentioned in my last article the store of the future will have more associated technology than ever before however, what will this mean for the convenience channel?

The channel will again have a changing face in 2019 with the expected acquisition of Woolworths’ Petrol business, the relationship between Caltex and Woolworths extending and the focus of all retailers on new formats for the future.

Whatever happens, we know the importance of continually looking for ways to keep the offer relevant for shoppers, to remain competitive. With the expansion of the coffee and food offers this obviously brings different occasions however, at the same time other retailers (QSR, Supermarkets etc) are focussing on how they can also improve their convenience offering. This provides shoppers with plenty of choice of where to shop for snacking, beverages, food and tobacco so what do we need to focus on to remain relevant.

Value: Shoppers are prepared to pay for convenience although what we are seeing more so, is that shoppers are always on the look out for a bargain and this can often be the driver of purchases. This doesn’t mean everything has to be on promotion or EDLP however, having certain items discounted and potential combo promotions can help.

Ease: Convenience is just that and sometimes we make it difficult for shoppers to shop through poor store navigation, signage or congestion. It is important to make

48 February/March 2019 | C&I | www.c-store.com.au

it as easy for the shopper as possible enhancing the experience which can lead to impulsive purchasing.

Product: What is important is range however, keep it tight and don’t put everything in. Don’t be afraid to test new products as again these can drive impulsive sales and change habits however, if it doesn’t work get rid of it and try something else. What is important is trying different options like where you position products and featuring new, as it won’t sell if the shopper doesn’t see it.

Services: Don’t under estimate the importance of clean toilets or petrol pumps. When we speak to women especially, they make many comments about cleanliness in particular, and this is something you can see come through in satisfaction measures. It is really difficult to sell a food item if you have just filled your car and have a petrol smell on your hands.

Friendliness: Be welcoming when shoppers come into your store and when serving them. It frustrates me when I see poor engagement between retailer and shopper, as they are there to buy products you sell and make money on, look after them because they do have a choice.

Fresh & Healthly: This is a tough one however, has to be a focus. The reality is lifestyles are changing as people become more aware of what is in food. It is therefore really important that you have a focus in this area, especially for female shoppers although we are seeing more males looking for a balance in terms of products.

There is no doubt that shoppers now have more convenience choice however, we can still be a strong player with a focus on key areas of the business and ensuring that you don’t just do what you have always done and test the boundaries. C&I

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OPINION

SPEED, ACCURACY & COMPELLING CONVENIENCE – AN ASPIRATION L DARREN PARK CEO United Convenience Buyers

For a range of different products many consumers flock to online shopping because of the speed, accuracy and convenience it affords.”

ike many of you, I watch with amazement at the online sales world. I love buying products from around the world, from small items that I need or want, to larger items that I know will make great gifts for my friends and family.

It’s not only buying products that are growing, how many people are selling online now? When I was young, we’d have a garage sale; advertise it in the local paper, with ‘don’t arrive before 8am’ written in bold. That never worked! Now, there are so many platforms, even my daughter is selling lipsticks online, and she’s in high school!

For many shoppers, gone is an acceptance of an in-store experience of wanting an item and discovering it is out of stock. They desire all retail experiences to be like online, where it’s like having a never ending fixture that refills itself as if by magic. Whilst consumers love online retail, many still carry a healthy scepticism around just what you will get delivered. Some of those product photos can be misleading, sometimes that delivery takes just a little longer than two days and we are constantly vigilant about our credit card details being used the wrong way.

Irrespective, for a range of different products many consumers flock to online shopping because of the speed, accuracy and convenience it affords.

So where are the parallels for Australian convenience?

I believe that they still exist, and they remain the fundamentals. Speed, accuracy and convenience.

The good news for us is that the Australian consumer is convenience obsessed. So, you’d think we’d all be in the sweet spot. Open up a store, light up the word

50 February/March 2019 | C&I | www.c-store.com.au

convenience and watch the shoppers roll in. But it’s not just any old convenience that will help us win, I’m talking about Compelling Convenience.

I was recently in a convenience store, it was early in the morning. I was at the top of the queue and I ordered a coffee — hoping to drink it on the road. Speed and convenience were top of my mind. As it so happened, where the console was located versus the coffee machine was genuinely some five metres away, right down the end of the counter. There were six people behind me.

Even though I had waited my turn for service, I was ushered to one side whilst the console operator processed the next six… and now seven people behind me. Now, as you might know I’m a patient person, but not that patient. The operator was apologetic, but I was keen to get back on the road. It was a healthy discussion. The very experiences we value online being speed, accuracy and convenience was not on offer at what should be the epicentre of convenience, a convenience store.

I understand that not all stores are the same, fixture locations can vary and category adjacencies along with that. In the example above, for such a large opportunity as coffee, it deserves a placement within arm’s reach, supporting the operator to produce and serve with speed. Why allow store design to impact performance (having the coffee machine so far away from the console) and why expend energy and investment on food and coffee bundles, only to let the opportunity of compelling convenience and a great instore experience evaporate right when and where it matters most to a shopper?

UCB have pioneered a state of the art Virtual Reality solution that allows us to build a store, add layouts and displays along with food service areas and even ATMs. This provides a real (virtual) view of how we can be speedy, accurate and convenient before a new brick is laid saving our members time and money. UCB is using this technology and our knowledge of store design, as we collaborate with retailers on refurbishments and greenfield sites across Australia and now internationally.

Compelling convenience is about speed, about being in the right place at the right time and delivering everything that a customer needs there and then. Thinking from your shopper’s perspective about how your retail layouts, your team member training and development and communications contribute to being fast, accurate and compelling to your shoppers, is required.

Convenience is an obsession for Australian shoppers, there should be no better example of this shopper experience, than in your own convenience store. Let’s not strive for only just being convenient, let’s all aspire for our industry to lead with compelling convenience. C&I

INDUSTRY NEWS

THEO FOUKKARE OF PACIFIC OPTICS THEO FOUKKARE CEO Pacific Optics

I would like my role with AACS to shine light on a different thought process and add a new voice for all of the small to medium sized companies in the channel, providing a different perspective.”

W

ith over 20 years’ experience in the P&C Channel, I have a deep understanding of the dynamics, challenges and opportunities that suppliers are faced with, both today and in the future. As the Convenience channel continues to evolve with food, coffee, alternate pricing strategies, technology, store formats and emerging categories, so does my interest and passion for the channel – it is only growing stronger each year!

For anyone that doesn’t know me, I love talking, meeting new people, learning and sharing new information, as well as helping to educate people around this great channel that I have dedicated so much of my life to. Our company Pacific Optics has been a long term advocate and supporter of AACS, as the leading body representing FMCG in the industry, so to be voted in by AACS Supplier Members to represent them on the Board was truly humbling. Our Trade Partners have shown faith in myself and our company over the long term, and I would like to contribute back to AACS Members and our partners with dedicating time and resources, with the potential to make a change.

My relationships at all levels have been developed with honesty, integrity, passion and the utmost respect for

our peers, as we all play very important roles within the channel.

For me personally, I would like my role with AACS to shine light on a different thought process and add a new voice for all of the small to medium sized companies in the channel, providing a different perspective. Another way to look at it is challenging the status quo! I believe that working and networking with senior leaders of our industry will drive change in thought process and allow more consideration of new ideas.

Since being elected to the AACS Board as Supplier Representative, the main question I have been asked is what am I hoping to change. As this is a new role for me and a first time AACS Board Member, I can’t promise to change a lot in my first year, but ask me in another 12 months and I will have a more informed answer. All I can promise to Supplier and Retailer members is that I will listen to you, good bad or indifferent and amplify your feedback and thoughts to the Board. If you have any concerns, ideas or opportunities that you think the channel can benefit from with or through AACS, please reach out to me.

I simply love the P&C Channel! C&I February/March 2019 | C&I | www.c-store.com.au 51

PETROL NEWS ROUNDUP

The facts behind fuel prices in Australia W

DAN ARMES Founder of ServoPro

As a country, we are now more affected by changes in international benchmark prices and global influences in fuel pricing.”

hy are fuel prices so high? Why do fuel prices change so much? How can some petrol stations sell fuel for much less than others?

These are some of the most common questions petrol station owners are asked by their customers.

Consumers enter the petrol station armed with all sorts of accusations as to why they are being ‘ripped off’. To give customers a good answer to their questions we need to be clear on the facts behind fuel pricing in Australia.

There isn’t a simple answer to these questions as there are a range of factors that affect fuel prices in Australia.

A large percentage of fuel that is sold in Australia is brought into the country as finished product. This finished product is ready to be sold to consumers and is sourced from a range of suppliers, mainly through Singapore.

In the past Australia refined a lot of its own fuel, but in recent years due to the age of our refineries and the cost of production, many of our refineries have been closed. This has resulted in an increase in imported fuels. As a country, we are now more affected by changes in international benchmark prices and global influences in fuel pricing.

Some of these global influences include tensions in the middle east, crude oil prices set by OPEC, supply and demand and political unrest.

To give customers a good answer to their questions we need to be clear on the facts behind fuel pricing in Australia.

52 February/March 2019 | C&I | www.c-store.com.au

Changes in international fuel prices take around two weeks to filter through the supply chain and affect the retail price in Australia.

Because international fuel prices are in US dollars, a change in the value of the Australian dollar can affect fuel prices in Australia.

If the value of the Australian dollar decreases, we pay more for crude oil and finished product which increases the retail price of fuel.

As with any business fuel wholesalers and fuel retailers have costs associated with supplying a product and service. These costs are reflected in fuel prices. Some of these costs include transport, storage, utilities, insurance and staff costs.

Many consumers don’t realise how heavily fuel is taxed in Australia. There are two taxes that are associated with fuel.

GST and the fuel excise.

The fuel excise is a government tax which is indexed twice a year in line with the consumer price index (CPI). This increase usually takes place in February and August. The last increase in the fuel excise was set at $0.412 per litre in August 2018.

All retail fuel prices in Australia have the normal GST component of 10 per cent.

It is interesting to note that GST is calculated on fuel after the fuel excise has been added. This means when purchasing fuel in Australia consumers are paying a tax on a tax. When talking to consumers, it is important to remind them that when they purchase fuel, almost half the cost is government taxes.

Although all these factors affect fuel prices in Australia, it is important to note that a change in one of these may not have a direct impact. All these factors need to be taken into consideration when looking at the domestic fuel market. Many consumers in Australia are under the impression that fuel prices should change according to any one of these factors, including the Australian Dollar or oil prices. This simply is not the case.

Leading up to Christmas, Easter and other holidays the media starts spruiking that every time there are school holidays or a public holiday the price of fuel

PETROL NEWS

Price cycles are caused by pricing strategies of fuel retailers and mainly occur in metro areas including Sydney, Melbourne, Adelaide, Brisbane and Perth. The length of the price cycle varies by area.”

When talking to consumers, it is important to remind them that when they purchase fuel, almost half the cost is government taxes.

goes up. In recent years the ACCC has reviewed this and found that on average there were no increases in the price of fuel associated with holidays.

If there was a rise in fuel prices leading up to a holiday it was part of the normal price cycle we see in Australia’s metro areas.

Petrol price cycles are a normal part of the fuel pricing landscape in Australia. Price cycles can cause consumers to become frustrated as they see the retail fuel price fluctuate without the change being directly related to changes in wholesale prices.

Price cycles are caused by pricing strategies of fuel retailers and mainly occur in metro areas including Sydney, Melbourne, Adelaide, Brisbane and Perth. The length of the price cycle varies by area. The ACCC has indicated that in 2017 price cycle durations ranged from 11 days to 61 days. While many consumers find the price cycle frustrating, those savvy customers who watch the cycles are able to fill up while the price is low.

Price cycles are mainly seen in metro areas because there is a greater concentration of petrol stations and stronger competition. At the high point of the price cycle, fuel retailers while enjoying a higher profit margin decide to lower their retail price to drive more volume. Their competitors then drop their prices to compete and we see prices steadily go down until they reach a point where profit margins are unsustainable.

It is at this low point that fuel retailers need to raise prices to make a profit. When one fuel retailer raises their prices their competitors do the same. Reviews by the ACCC have shown that prices tend to go up a lot faster than they go down during the cycle.

Most consumer frustration with the price of fuel comes from a lack of understanding about the retail fuel market. The retail fuel market is highly competitive which ensures consumers are paying a fair price.

Through our work with independent fuel retailers, we at ServoPro have found that on average it costs a fuel retailer around 10 cents to sell a litre of fuel. This takes into consideration staff costs, insurance, utilities etc. With this cost in mind, it leaves a very small net profit for petrol station owners.

With a sound knowledge of how fuel prices work in Australia, ServoPro members are educating their customers on the facts surrounding the price they pay for their fuel. C&I

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Access the latest pricing data Receive alerts Informed Sources provides solutions that will help you achieve your business goals www.informedsources.com

Accurate, Reliable, Timely February/March 2019 | C&I | www.c-store.com.au 53

PETROL NEWS

Coles and Viva Energy renew deal

Coles and Viva Energy have entered into a new deal following a prediction that its convenience earnings would drop by 60%.

According to SBS.com.au, Coles chief executive Steven Cain said having some of Australia’s highest fuel prices had hurt business.

SBS said following the news of the agreement, Viva stock saw its bestever daily performance, while Coles shares went down.

According to SBS, average weekly fuel volumes were 11.7 million litres lower in the first half of the 2019 compared with the same time last year.

The new agreement will see an expected fuel growth of an average 75 million litres per week.

Viva Energy will reportedly pay $137 million to renew its fuel partnership with Coles.

NSW Government announces $5 million towards EV The NSW government has pledged $5 million to invest in fast-charging infrastructure and charging points in car parks.

Transport minister Andrew Constance said the NSW government wanted people to be able to take long car trips in electric vehicles.

“More people are embracing electric and hybrid vehicles and we need to do our part to ensure we have the infrastructure in place so that people are confident to use these vehicles right across the state,” Mr Constance said.

“That’s why we’re planning fast-charging points for major regional corridors including the Newell, Great Western, New England, Pacific and Princes Highways and the Hume Motorway.”

The government is now on the hunt for a partner to co-invest and deliver premium coverage and charging.

Reading the Petrol Pulse of your City The retail price for unleaded petrol, has a ‘price cycle’ in several of Australia’s Major Centres. This has been the case for many years and is not unique to Australia, with ‘Price cycles’ being visible in several competitive petrol markets across the world.

An astute motorist will make the most of this behaviour by filling up when prices are lowest and topping up when prices are high. But what is a Price Cycle? And how can you read it?

WHAT IS A PRICE CYCLE?

Price Cycles, according to leading economists, are a direct result of high competition within a market, with each retailer fighting to increase sales 2nd Trough volume by repeatedly undercutting the 1st Trough price at competitor stations to attract more motorists to their own site. Once they reach prices they can no longer sustain, they increase the retail price and the pattern continues.

The length of a price cycle is measured by charting the area’s daily average price over an extended period of time, to determine the troughs (that is, the lowest points in the cycles). The length of the price cycle is then measured by counting the days between one trough and the next.

Looking at Adelaide, Brisbane, Melbourne, Perth and Sydney for the period from 1 October 2018 to 1 February 2019, we can see below.

Price Cycles can and do vary from region to region. Even within the same area they are not necessarily consistent, as they can vary in timing, height and length from one cycle to the next.

SO, HOW CAN I BE MORE AWARE OF PRICE CYCLES?

There are a growing number of tools to help you, so you don’t have to monitor the prices every minute of every day to understand what is happening in your market.

Informed Sources has a free DIY Chart Tool online showing daily averages for capital cities over the last 60 days. And if you are keen to compare markets, more than one city and fuel combination can be viewed on the same chart www.informedsources.com/petrol-charts.aspx To drill in what’s happening in smaller market areas, the MotorMouth (www.motormouth.com.au) dot-e-maps and localised price cycle charts go a long way in helping motorists easily determine when and where to buy fuel, with pricing data updated in near real-time.

Informed Sources provides timely pricing information to fuel retailers, consumers (via the MotorMouth website and free smartphone app), app developers, consumer groups and other interested parties.

Complete Price Cycles: Unleaded Petrol (ULP) Between 1 Oct 2018 and 1 Feb 2019 City

No. of Complete Price cycles

Average Length of Price Cycles

Shortest Price Cycle

Longest Price Cycle

No. of days outside of cycles

Adelaide

4

24 Days

21 Days

32 Days

27 (22%)

Brisbane

2

48 Days

21 Days

53 Days

28 (23%)

Melbourne

2

41 Days

38 Days

43 Days

42 (34%)

Perth

17

7 Days

7 Days

7 Days

4 (3%)

Sydney

2

48 Days

46 Days

50 Days

27 (22%))

54 February/March 2019 | C&I | www.c-store.com.au

PETROL NEWS

Dover to acquire car wash equipment manufacturer Belanger Dover (NYSE: DOV) announced that it has entered into an agreement to acquire the Belanger, Inc. business (“Belanger”), a leading full-line car wash equipment manufacturer.

Following the close of the transaction, Belanger will become part of the OPW business unit, a global leader in fluid handling solutions, in Dover’s Fluids segment.

Headquartered in Northville, Michigan, and employing more than 150 people in the U.S., Belanger has served the car wash industry for nearly 50 years. Belanger, known for its strong engineering, reliability and innovative solutions, generated approximately $55 million in sales in 2018.

The addition of Belanger strengthens OPW’s position as one of the largest car wash equipment and systems suppliers with strong brands in both conveyor tunnel and in-bay automatic segments, as well as large vehicle wash solutions. Dover expects the acquisition to be accretive to margins and Adjusted EPS in Year 1 and to achieve double-digit return on capital in three years, consistent with Dover’s M&A criteria. The transaction price implies a multiple of 2018 EBITDA below 10x, prior to synergies but after the benefit of asset value step-up.

The demand for professional vehicle wash systems is growing due to a secular shift from manual washing to automated high-throughput professional systems. Robust long-term expansion in consumer demand for car wash services is supported by the convenience of professional washes, as well as increased adoption of loyalty programs by car wash operators.

“With the increasing popularity of commercial car washes, the vehicle wash solutions market is an attractive space where we intend to grow OPW,” said Richard J. Tobin, Dover’s President and Chief Executive Officer.

“We look forward to welcoming the talented team from Belanger. When combined with our PDQ business, one of our OPW brands, we will be able to offer customers a full breadth of products in this attractive market. This transaction reflects Dover’s commitment to deploying capital strategically in close-to-core markets that offer potential for sustainable, profitable growth, and where our team can create value for shareholders.”

Terms of the transaction were not disclosed. The transaction is subject to satisfaction of customary closing conditions, including applicable regulatory approvals, and is expected to close in early 2019.

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True Double-Wall Construction Means High Strength

Inner Tank Wall

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HydroGuard® Interstitial Monitoring Fluid

Ü Envirotank double-wall tanks are fully compatible with all modern fuel types including alcohol blends & low sulphur diesel.

Ü Double-Walled Envirotanks fully comply with the secondary containment requirements of AS 4897. This is in addition to the design meeting AS 1940 and UL 1316.

Because What’s Inside Matters!™

Ü Two (2) structural walls provide the ultimate in leak prevention.

Ü The Hydroguard® System is a

proven hydrostatic testing system, that continuously monitors the integrity of the inner & outer tank walls in all installed conditions.

Corrosion-proof Fibreglass Underground Storage Tanks

Visit www.envirotank.com.au or call 1800 818 354 for more information

February/March 2019 | C&I | www.c-store.com.au 55

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: Michael Mintilakis Phone: 1300 785 425 Email: michael@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 56 February/March 2019 | 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

PRODUCT SUPPLY-FIND NEWS

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

February/March 2019 | C&I | www.c-store.com.au 57

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

58 February/March 2019 | 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

Introducing

Angostura

Blood Orange & Bitters

Availa now th ble Coles rough Expres s nation ally

Following the success of Angostura Lemon Lime & Bitters comes the launch of a new flavour – ‘Blood Orange & Bitters’. Showcasing the same ‘bitters’ taste that Angostura is famous for, Angostura Blood Orange & Bitters is the perfect drink for summer!

Unique and refreshing, Angostura Blood Orange & Bitters is available now in a premium 330mL glass bottle.

To stock the Angostura 330mL glass range, or for more information, please contact Tru Blu Beverages on (02) 9912 6700 or visit the website www.trublubeverages.com.au

READY?