CStore Decisions March 2023

CStoreDecisions

®

Solutions for Convenience Retailers

The 2023

Category

Management

Handbook CStore Decisions highlights the data and key trends shaping 38 core c-store categories as inflation surges, prices rise and innovation accelerates.

INSIDE

Category Management Leadership Awards .....26 Retailers Invest in Coffee Upgrades ................44 Expanding Electronic Payments ......................85 March 2023

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March 2023

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CStoreDecisions .com NAG CONVENIENCE CStoreDecisions CStoreDecisions ®

®

National Advisory Group for Convenience Retail

EDITORIAL

LEADERSHIP TEAM

DIGITAL MARKETING

VICE PRESIDENT, EDITOR-IN-CHIEF John Lofstock jlofstock@wtwhmedia.com

MANAGING DIRECTOR Scott McCafferty smccafferty@wtwhmedia.com

VICE PRESIDENT, DIGITAL MARKETING Virginia Goulding vgoulding@wtwhmedia.com

EXECUTIVE EDITOR Erin Del Conte edelconte@wtwhmedia.com

CO/FOUNDER, VP SALES Mike Emich memich@wtwhmedia.com

DIGITAL MARKETING MANAGER Taylor Meade tmeade@wtwhmedia.com

ASSOCIATE EDITOR Emily Boes eboes@wtwhmedia.com

EVP Marshall Matheson mmatheson@wtwhmedia.com

ASSOCIATE EDITOR Zhane Isom zisom@wtwhmedia.com

WEBINAR COORDINATOR Halle Kirsh hkirsh@wtwhmedia.com

CREATIVE SERVICES

ASSOCIATE EDITOR Marilyn Odesser-Torpey CONTRIBUTING EDITORS Anne Baye Ericksen Carol Brzozowski Brad Perkins Howard Riell COLUMNIST John Matthews

VICE PRESIDENT, CREATIVE SERVICES Mark Rook mrook@wtwhmedia.com CREATIVE DIRECTOR Erin Canetta ecanetta@wtwhmedia.com ART DIRECTOR Matthew Claney mclaney@wtwhmedia.com DIRECTOR, AUDIENCE DEVELOPMENT Bruce Sprague bsprague@wtwhmedia.com

WEBINAR COORDINATOR Kim Dorsey kdorsey@wtwhmedia.com DIGITAL DESIGN MANAGER Samantha King sking@wtwhmedia.com MARKETING GRAPHIC DESIGNER Hannah Bragg hbragg@wtwhmedia.com

WEB DEVELOPMENT

CStore Decisions is a three-time winner of the Neal Award, the American Business Press’ highest recognition of editorial excellence.

EDITORIAL ADVISORY BOARD Robert Buhler, President and CEO Open Pantry Food Marts • Pleasant Prairie, Wis. Lisa Dell’Alba, President and CEO Square One Markets • Bethlehem, Pa. Raymond Huff, President HJB Convenience Corp. • Lakewood, Colo.

Bill Kent, President and CEO The Kent Cos. Inc. • Midland, Texas Patrick Lewis, Managing Partner Oasis Stop ‘N Go • Twin Falls, Idaho

EVENTS

DEVELOPMENT MANAGER Dave Miyares dmiyares@wtwhmedia.com

EVENTS MANAGER Jen Osborne josborne@wtwhmedia.com

SENIOR DIGITAL MEDIA MANAGER Pat Curran pcurran@wtwhmedia.com

Bill Weigel, CEO Weigel’s Inc. • Knoxville, Tenn.

DIGITAL PRODUCTION MANAGER Reggie Hall rhall@wtwhmedia.com

NATIONAL ADVISORY GROUP (NAG) BOARD

(773) 859-1107

EVENTS MANAGER Brittany Belko bbelko@wtwhmedia.com

REGIONAL SALES MANAGER Ashley Burk aburk@wtwhmedia.com

EVENTS MARKETING SPECIALIST Olivia Zemanek ozemanek@wtwhmedia.com

DIGITAL PRODUCTION SPECIALIST Nicole Lender nlender@wtwhmedia.com

VIDEO PRODUCTION

DIGITAL PRODUCTION SPECIALIST Nicole Johnson njohnson@wtwhmedia.com

SALES TEAM PUBLISHER John Petersen jpetersen@wtwhmedia.com

(216) 346-8790

VICE PRESIDENT, SALES Tony Bolla tbolla@wtwhmedia.com

(737) 615-8452

REGIONAL SALES MANAGER Patrick McIntyre pmcintyre@wtwhmedia.com (216) 372-8112 REGIONAL SALES MANAGER Jake Bechtel jbechtel@wtwhmedia.com (216) 299-2281

VIDEOGRAPHER Garrett McCafferty gmccafferty@wtwhmedia.com VIDEOGRAPHER Kara Singleton ksingleton@wtwhmedia.com

VICE PRESIDENT, STRATEGIC INITIATIVES Jay Hopper jhopper@wtwhmedia.com

Vernon Young (Board Chairman), President and CEO Young Oil Co. • Piedmont, Ala. Joy Almekies, Senior Director of Food Services Global Partners • Waltham, Mass.

Mary Banmiller, Director of Retail Operations Warrenton Oil Inc. • Truesdale, Mo. Greg Ehrlich, President Beck Suppliers Inc. • Fremont, Ohio Doug Galli, Vice President/General Manager Reid Stores Inc./Crosby’s • Brockport, N.Y.

Joe Hamza, Chief Operating Officer Nouria Energy Corp. • Worcester, Mass.

CUSTOMER SERVICE MANAGER Stephanie Hulett shulett@wtwhmedia.com

Brent Mouton, President and CEO Hit-N-Run Food Stores • Lafayette, La.

CUSTOMER SERVICE REPRESENTATIVE Jane Cooper jcooper@wtwhmedia.com

YOUNG EXECUTIVES ORGANIZATION (YEO) BOARD Kalen Frese (Board Chairman), Food Service Director Warrenton Oil Inc. • Warrenton, Mo.

WTWH MEDIA, LLC 1111 Superior Ave., 26th Floor, Cleveland, OH 44114 Ph: (888) 543-2447 EDITORIAL AND NAG 1420 Queen Anne Road, Suite 4, Teaneck, NJ 07666 Ph: (201) 321-5642

Jeff Carpenter, Director of Education and Training Cliff’s Local Market • Marcy, N.Y. 2011 - 2020

SUBSCRIPTION INQUIRIES To enter, change or cancel a subscription, please go to: http://d3data.net/csd/indexnew.htm or email requests to: bsprague@wtwhmedia.com Copyright 2023, WTWH Media, LLC CStore Decisions (ISSN 1054-7797) is published monthly by WTWH Media, LLC., 1111 Superior Ave., Suite 2600, Cleveland, OH 44114, for petroleum company and convenience store operators, owners, managers. Qualified U.S. subscribers receive CStore Decisions at no charge. For others, the cost is $80 a year in the U.S. and Possessions, $95 in Canada, and $150 in all other countries. Single copies are available at $9 each in the U.S. and Possessions, $10 each in Canada and $13 in all other countries. Periodicals postage paid at Cleveland, OH, and additional mailing offices. POSTMASTER: Send address changes to CStore Decisions, 1111 Superior Avenue, 26th Floor, Cleveland, OH 44114. GST #R126431964, Canadian Publication Sales Agreement No: #40026880.

CSTORE DECISIONS does not endorse any products, programs or services of advertisers or editorial contributors. Copyright© 2023 by WTWH Media, LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, or by recording, or by any information storage or retrieval system, without written permission from the publisher.Circulation audited by Business Publications Audit of Circulation, Inc.

CSTORE DECISIONS •

Reilly Robinson Musser, VP, Marketing & Merchandising Robinson Oil Corp. • Santa Clara, Calif.

Derek Gaskins, Senior VP, Merchandising/Procurement Yesway • Des Moines, Iowa

CUSTOMER SERVICE

4

Leading Through Innovation

March 2023

Megan Chmura, Director of Center Store GetGo • Pittsburgh Ryan Faville, Director of Purchasing Stewart’s Shops Corp. • Saratoga Springs, N.Y. Caroline Filchak, Director, Wholesale Operations Clipper Petroleum • Flowery Branch, Ga. Cole Fountain, Director of Merchandise Gate Petroleum Co. • Jacksonville, Fla. Alex Garoutte, Director of Marketing The Kent Cos. Inc. • Midland, Texas Daillard Paris, Director of Petroleum Supply and Trading Sheetz Inc. • Altoona, Pa.

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CONTENTS March 2023

•

Number 3

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Volume 34

CStoreDecisions

®

EDITOR’S MEMO

8 Building Relationships for Success FRONT END

10 Profile: Key Oil Shows Customer-Centered Thinking Can Spur Growth 20 Quick Bites: Inflation Brings Challenges for Retailers 22 Hunt Brothers Pizza Is a Foodservice Headliner 26 Category Management Leaders: Brooks Bolsters Success at Nouria 30 Category Management Leaders: Sheppard Enhances the Tobacco Backbar

2023 Category Management Review FOODSERVICE 34 Chicken 36 Pizza 38 Sandwiches 40 Roller Grill 42 Hispanic Foods 43 Bakery 44 Hot Dispensed BEVERAGES

46 Carbonated Beverages 48 Cold and Frozen Dispensed 49 Juices and Teas 50 Bottled Water and Sports Drinks 52 Energy Drinks 53 Energy Shots 54 Beer and Wine 56 Hard Seltzers and RTD Cocktails SNACKS 58 Salty Snacks 59 Sweet Snacks 60 Meat Snacks 62 Nuts and Seeds

63 ICE CREAM & DAIRY 6

CSTORE DECISIONS •

CONFECTIONS

64 Chocolate 66 Non-Chocolate, Gum & Mints 68 HEALTH & BEAUTY AIDS TOBACCO 70 Cigarettes 72 Cigars 74 Smokeless 76 Roll Your Own 78 Vape 80 Accessories

82 CBD TECHNOLOGY

83 Prepaid Card 84 Loyalty 85 Electronic Payments 86 Security and Cash

COVER STORY 32 The 2023 Category

Management Handbook

CStore Decisions highlights the data and key trends shaping 38 core c-store categories as inflation surges, prices rise and innovation accelerates.

Management

88 POS and Back Office OPERATIONS 89 Car Wash 90 Fuel and Fuel Alternatives 91 LED and Energy Efficiency March 2023

BACK END 92 Product Showcase 97 Ad Index 98 Industry Perspective: What Will 2023 Mean for Your Business cstoredecisions.com

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Editor’s Memo For any questions about this issue or suggestions for future issues, please contact me at jlofstock@wtwhmedia.com.

Building Relationships for Success The young employees of today are the future business leaders of tomorrow. As leaders, we have an obligation to help our future by training and mentoring tomorrow’s leaders today. This is the goal of the Young Executives Organization (YEO).

YEO’s mission is to cultivate young talent in the convenience store and petroleum industry through implementation of education and networking. YEO accomplishes this mission by leveraging the experience of National Advisory Group (NAG) members to foster superior leadership skills among next-generation leaders. Companies that utilize the experience of senior executives can develop and maintain the talent they have to ensure the organization has a robust pipeline of talented leaders.

YEO pushes forward this month with a leadership track for young executives looking to develop political connections.

These relationships can be complicated and challenging to maintain, but they are extremely vital in the c-store industry.

Emerging leaders need to build these relationships, but they need advice that’s realistic, granular and nuanced when it comes to making political allies.

At NAG’s exclusive YEO workshop, conference attendees will hear what they can do to build political partnerships and mentor young leaders who are beginning their journey into the cutthroat world of politics. Learn more about the 2023 NAG Conference in Austin, Texas, March 26-29, by visiting NAGConvenience.com.

I am especially proud of the growth of YEO and the level of participation we are seeing from young leaders across the industry. What I am learning from this up-and-coming generation is that high achievers have an insatiable thirst for knowledge and will seek out learning opportunities throughout their careers that help hone their skills and add to their arsenal of leadership tools.

Alex Malley, a leadership expert and author of “The Naked CEO,” said the best way for young executives to become effective leaders is to focus on a learning journey that combines formal experiences in the workplace with selective experiences of their own making. In other words, choose their own paths. The business climate today is much different than the ones faced by leaders a generation ago, 8

CSTORE DECISIONS •

March 2023

so it stands to reason that their path in the business world will also be different.

Naturally, some things will never change. Treating people the right way and having a solid foundation ethically and morally will help you in times of crises, but other than that, forging your own leadership identity is vital to success.

Malley listed five priorities essential for young leaders: 1.) Pursue Your Passions. When you combine passionate pursuit with your work you have an energy that others notice. It’s in your body language. People are naturally attracted whether they like you or not. Great leaders mobilize others with their authentic energy.

2.) Listen and Observe. Great communication comes from a genuine human interest in others. If you want to be a leader, learn about the personalities of the people around you. Understand their strengths, weaknesses and motivations. Invest in them through conversation. Learn about their life experiences and marry your approach to different people in a manner consistent with their character.

3.) Empathy. Always take the opportunity to exhibit your understanding when a colleague faces difficult times, whether that be as a result of their own actions or not.

A moment of kindness when a person is vulnerable can present a profound opportunity to recast a relationship and allow confidence to be built.

4.) Personal Identity. The most effective leaders are not defined by their own success or the title they hold. Always ensure that you do not align your identity to your title. Not only will it make you more tentative in conducting your activities, it could impact you if the title is taken away.

5.) Self-Awareness. Do everything you can to understand the impact you have on others around you and appreciate how your actions and behaviors impact others. Only when self-awareness becomes a strength will you be on your leadership journey.

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FRONT END Profile

Key Oil Shows

Customer-Centered Thinking Can Spur Growth

The chain has grown from a single-service station to a c-store and petroleum distribution powerhouse in its 61 years of business.

Kevin McIntyre • Editorial Assistant

As a family-owned, second-generation company, Key Oil has expanded from a single-service gas station in Park City, Ky., to a multi-divisional company that services a dealer network of over 200 branded stores and a diverse network of unbranded stores.

“Key Oil started with Lester Key and his single-service station in 1962,” said Keelye Gaither, brand and marketing coordinator at Key Oil. “Three years later, he would go on to establish Keystops LLC and purchase the truck stop here in Franklin, Ky., now known as Keystop Travel Center.”

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CSTORE DECISIONS •

March 2023

cstoredecisions.com

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FRONT END Profile

Today, Key Oil operates the Keystop Travel Center with Marathon-branded gas and a Keystop Express c-store with bp-branded gas, as well as a Marathon-branded station in Corydon, Ky.

Today, Key Oil operates that Keystop Travel Center with Marathon-branded gas and a Keystop Express c-store with bp-branded gas — both located in Franklin, Ky. — as well as a Marathonbranded station in Corydon, Ky. The company also owns and operates 16 bulk plant locations

throughout Kentucky, Tennessee and Indiana. These wholesale locations are open to the public with unattended card readers and serve the company’s dealer network.

Keystops LLC is a diverse company that services all facets of the industry. These services range

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Alongside its maintenance and construction division, Keystops LLC also owns Southern Environmental Services, which handles the company’s environmental work.

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At Keystop Travel Center and KeyStop Express, gas pumps feature Dover Fueling Solutions’ Anthem UX User Experience Platform, which displays commercials on a 27-inch touchscreen.

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Key Oil is also one of the 53 Mobil One distributors in the U.S. for lubricants. This is where South Central Equipment, the company’s lubricant equipment distributor, comes into play.

What once started as a little fueling station has grown to be a provider of fuel services for clients in all facets of the industry that is now celebrating 61 years in business.

The fact that Key Oil has business on both the retailer and supplier side gives the company an interesting perspective.

“We’re all of these things wrapped up into one,” said Gaither. “And then we operate our own stores too. It’s really fun. We’re able to answer the questions that some of our dealers have because they’re the same questions that we’re having to answer and ask.”

ABOVE-AND-BEYOND SERVICE

Customers visiting Keystop locations can find everything they might need on the road from food to fuel, plus additional services that set Keystop apart from the competition, including specialty products like VP Racing Fuel.

In terms of service to the customer and the community, Key Oil makes an immense impact on its surrounding areas.

The chain participates in the Spirit Pump program, where a percentage of sales from a dispenser provides funding for organizations in the community, whether it be for a school, sports team or charity nearby.

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Key Oil participates in the Spirit Pump program, where a percentage of sales from a dispenser provides funding for local schools or organizations.

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CSTORE DECISIONS •

“When customers come in, they’re someone needs help with something, able to take a (portion) of that purthey’ll be out there to help them.” chase and give it back to the school,” said Gaither. “We do that at several CONSUMER-FACING TECHNOLOGY of our locations. That’s something we really, really like to do.”

While still maintaining the oldThe chain not only fundraises to school values and charm of a c-store support the community, but also to of the past, the technology at each provide hands-on support at the location is anything but antiquated. stores. Each store is staffed with atAt the Keystop Travel Center and tendants who are available to pump Keystop Express location, technolgas for customers and help with ogy is likely what many customers anything they may need. notice first. Each pump at these “We’re never going to get rid of sites features Dover Fueling Soluthat. We’re always going to have that,” tions’ Anthem UX User Experience said Gaither. “Before I started with Platform, which displays commercials this company, that’s something that I and interactive features on a 27-inch had not seen since I was a really, really touchscreen. young kid, was someone who would “They’re very cool,” said Gaither. come out and pump your gas for you. “They offer a lot of really cool things I think that’s a unique feature. … If that we’re starting to get into.”

March 2023

cstoredecisions.com

FRONT END Profile

The chain is also currently updating its point-of-sale (POS) system to feature brand-new Verifone C18 touchscreens. These 18.5-inch screens will help drive sales in a more intuitive and efficient way, offering customers a self-checkout option in the stores.

Key Oil is also working on giving customers the option to check out

at the pump and purchase in-store items without having to enter the store via the Anthem touchscreens.

IN-STORE UPGRADES

While the forecourt is getting some major upgrades, the stores themselves are not being forgotten.

Gaither noted that the travel center was just remodeled, with the bath-

rooms as the point of emphasis in the reconstruction.

“I don’t think a lot of people think about the bathrooms when they walk into a store, but that is one area you really want to spend some extra time in when you’re thinking of your customers,” said Gaither. “We did it for our truck drivers and of course our regular consumers who are coming in from the gas side as well.”

In addition to the restroom renovation at the travel center, small cosmetic changes to improve the stores’ appearance have been added at all locations.

“We’ve been focusing on some more modern finishes, including stainless steel and some metal finishes to keep things a little bit cleaner and nicer,” said Gaither.

FOODSERVICE OFFERINGS

Keystop customers can choose from a variety of foodservice options.

The company offers a proprietary quick-service restaurant (QSR) in the travel center site, which Gaither noted contributes heavily to the food sales in that location. The store also features a convenient drive-through.

The Keystop Express location offers a Hunt Brothers Pizza program, which now features a new online ordering and pickup service.

“It’s been really nice for our customers to be able to have that experience,” Gaither said, rather than having to wait in line for food.

The sites also offer some of the latest cold and frozen beverages, such as Fresh Blends dispensers, in addition to bean-to-cup coffee. The company purchased its own bean-to-cup coffee brand that is used throughout its travel center and c-store locations.

CUSTOMER SERVICE

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CSTORE DECISIONS •

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After the sale, simply liftup outholders. the tray to set lane width from 2" to /4". more! After the sale, simply lift out the3tray You’ll sell more when customers to can“ZIP” see for convenient rear restocking.

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Sturdy enough for busy retail environments, pet treats, and more.

Adjust the tray these from enough for busy retail environments, these items of all sizes.

These Bar Hooks enough for busy retail environments, these can dividers let products promote themselves 1 5 ⁄2 " to let 8" products wide, creating customized dividers promote themselves lift loads invisible. theirthemselves capable arms. dividers letheavy products promote keeping packaging Trion pushers widths that accommodate boxes, bags, keeping packaging visible.Mount Trion pushers Display or Scan, Saddle or Plug keeping packaging visible.

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Deploy Trion’s acrylic options clam shells, blister Trion’s packs, and various tub visibility.

Deploy acrylic options for every need. visibility.

Deploy Trion’s cosmetics, acrylic options for items including shapes.

Depths rangecosmetics, from 13" to vitamins 24", and for items including vitamins for and items including cosmetics, vitamins crafts, party trayssupplements, feature integrated label supplies, holders. supplements, crafts, supplies, andand supplements, crafts, partyparty supplies, and more.

You’ll sell more when customers can see and more. and more. more! After the sale, simply lift out the tray for convenient rear restocking.

WonderBar Hooks Dividers Dividers & & Pushers Pushers Dividers & Pushers

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1 3⁄4 ". Eachitems lane features a separate pusher the display space and create unique faced. Feature of different widths This cross-selling approach makes paddle to keep products forwarded presentations of similar or related items. via asymmetric lane configurations.

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Save time, increase and boost Slideline product front-to-back “ZIP” Full includes standardvisibility, and to oversize Save time, and boost salesincrease with this visibility, storewide labeling system. each and track together.

Custom trays, display, scan and pusher spring hooks. sales with this capable, storewide labeling system.

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The EWT takes shopping easier forincluding the customer and all display surfaces, pegboard, slatwall, grid, crossbar, and corrugated. over there, automatically feeding morefrom profitable for you. from slatwall, grid, crossbar, and Select corrugated. ® Fully compatible with the Clear Scan product toofthe front and ® a range other Trion outfitting Fully compatible with thebillboarding Clear Scanto Label Holder System for C-channel, merchandise forSystem maximum visibility. maximize selling space for from the base Label Holder C-channel, ®

WonderBar EWT Large Base Deck Fencing

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The sturdy is durable,

Call | TrionOnline.com with800-444-4665 an extended merchandising life. ©2019 Trion Industries, Inc.

©2019 Trion Industries, Inc.

Containers Well Contained Over 450 Profiles ®

Cooler Capable AMT ClearandScan Label Holders Neatly effectively display cooler ®

and freezersolutions items, including Storewide for any yogurt, labeling dips, cream, single-serve need.puddings, Available ice in a variety of profiles foods, andthese more.

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Save Label time, Holder, increaseand visibility, and boost Call 800-444-4665 | TrionOnline.com sales with this storewide labeling system.

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Trion Industries, Inc. ©2019 Trion Industries, Inc. ©2023

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Fully compatible with the Clear Scan® Call 800-444-4665 | TrionOnline.com Label Holder System for C-channel, shelf edge, wire basket, and refrigerated

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Gold Award Winner

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tensions and lane depths are available to fit any and all shelf and product Call 800-444-4665 | TrionOnline.com needs.

Manufactured from durable, modern plastics, ZIP Track® provides an extended merchandising life. merchandise for maximum visibility.

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©2019 Trion Industries, Inc.

Trion Industries, Inc. ©2019 Trion Industries, Inc. ©2023

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Fast and Easy

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Extend Your Revenue Super Hooks!

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Pegboard Extenders WonderBar Hooks Pegboard Extenders

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ICC’s and Shams Super Hooks!

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Call 800-444-4665 | TrionOnline.com Trion Industries, Inc. ©2019 Trion Industries, Inc. ©2023

HOOKS | lAbElING | SHElF & COOlER MERCHANDISING 800-444-4665 | info@triononline.com .triononline.com/Art

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Pin-StopWaterfall Waterfall Hooks Pin-Stop Hooks Versatile Wall Tags

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Retail

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Scan® Label Holder, and you’re finished!

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HOOKS | lAbElING | SHElF & COOlER MERCHANDISING HOOKS | lAbElING | SHElF & COOlER 800-444-4665 | info@triononline.com HOOKS | lAbElING | SHElF & COOlER MERCHANDISING HOOKS.triononline.com/Art | lAbElING | SHElF & COOlER 800-444-4665 MERCHANDISING | info@triononline.com MERCHANDISING 800-444-4665 | info@triononline.com .triononline.com/Art ©2019 Trion Industries, Inc. 800-444-4665 | info@triononline.com .triononline.com/Art .triononline.com/Art

Retail

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HOOKS lAbElING SHElF COOlER HOOKS|||lAbElING lAbElING|||SHElF SHElF&&&COOlER COOlER HOOKS MERCHANDISING MERCHANDISING MERCHANDISING 800-444-4665 info@triononline.com 800-444-4665|||info@triononline.com info@triononline.com 800-444-4665 HOOKS.triononline.com/Art | lAbElING | SHElF & COOlER .triononline.com/Art .triononline.com/Art MERCHANDISING HOOKS | lAbElING | SHElF & COOlER 800-444-4665MERCHANDISING | info@triononline.com .triononline.com/Art 800-444-4665 | info@triononline.com

THE ART OF MERCHANDISING

®

Merchandising is more than fitout and fixtures. It’s the art of creating an attractive, well-organized retail presentation. As with any artistic composition, a wide variety of tools

may

be

used

to

create

your

masterpiece. In retail Visual Merchandising, a gondola, pegboard, slatwall or shelf is your blank canvas. When combined with tools such as display hooks, label and sign holders, bar merchandisers, tray systems, and merchandising accessories, there are endless ways to effectively display all kinds of products and inspire your target audience to make a purchase. As one of the world’s top retail fixture manufacturers, Trion offers a generous palette of over 25,000 components with 55 years of experience using them to execute precise planogram solutions, store designs and retail displays. Call us to turn your vision into an inspired retail masterpiece.

Gold Awardr Winne

Zip Track ® Merchandising SYSTEM Display & Scan Hooks Label Holder Systems Security & Anti-Theft Fixtures Divider & Pusher Systems Bar Merchandising Systems Cooler Merchandising Systems Trion ZIP Track® Won CStore Decisions for 2022 Hot New Product

Gold Award

— in the category of — Store Displays & Fixtures

TrionOnline.com | 800.444.4665 ©2023 Trion Industries, Inc.

KeyStop Travel Center was recently remodeled, with the bathrooms as the point of emphasis in the reconstruction.

Stores have also received small cosmetic changes to enhance appearance, including modern finishes.

focus is on the customer and how to best serve each individual that enters the store.

“We take a lot of pride in our spirit and our service to the customers,” said Gaither.

When customers were asked why they chose to visit Keystop over another store, Gaither pointed out that time and again shoppers responded, “They care about us.”

With customers as the focus of

The Keystop Express location offers a Hunt Brothers Pizza program, which now features a new online ordering and pickup service. cstoredecisions.com

its business, Key Oil has grown and prospered for over 60 years.

“We want to make sure that every person who walks into one of our locations, whether it is our travel center, or a c-store or one of our bulk plants, that they’re welcomed and that they’re accommodated, whether that be through a service or a food item,” said Gaither.

Gaither also noted that this service to the customer would not be possible without the help from employees. Therefore, the company makes it a point to show its appreciation for everyone that works at any of its company-operated stores or dealer locations.

“A lot of times, we’ll go out to our locations even if they’re our branded dealer network; we’ll go out and have a customer appreciation day,” said Gaither.

From its humble beginnings as a single-service gas station, Key Oil has come to be a pivotal force in many communities throughout its operating states.

March 2023 • CSTORE DECISIONS

19

QUICKBITES INFLATION BRINGS CHALLENGES FOR RETAILERS Even though it's a new year, inflation is still causing problems for retailers.

However, operators continue to find new ways to meet customers' needs.

SUPPLY CHAIN AND INFLATION CONCERNS GROW

Based on a series of interviews with 50 senior retail leaders, 70% of which are from companies with an annual revenue of $10 billion or more, Deloitte found:

• All surveyed executives expect inflation to pressure their profit margins.

• 6-in-10 executives expect inflation to raise operating costs.

• 8-in-10 retailers anticipate diminished consumption as a result of financial instability.

• 7-in-10 executives note that supply chain disruption will impact growth.

• 3-in-10 executives feel confident in navigating domestic supply chain disruptions.

Source: Deloitte, “2023 Retail Outlook," January 2023

INFLATION TRENDS

Global consulting firm Protiviti surveyed 1,065 chief financial officers (CFOs), who shared concerns about inflationary trends.

For example:

• 35% of CFOs are assessing the need for new skills and talent inside and outside their organizations.

• 33% are balancing the risk of higher staff attrition against potential compensation increases.

• 32% are refining and/or increasing scenario planning.

FULFILLING CUSTOMER ORDERS Part one of SML RFID's “State of Retail Insight Report 2023” surveyed retailers to determine the challenges they perceive to be impacting the industry going forward in 2023. The survey found that when it comes to fulfilling customers’ orders:

• Almost half (48%) of retailers said that frequently out-of-stock items caused the biggest challenge to serving customers.

• 32% of retailers also said a dim view of inventory was an obstacle.

• 25% said it takes too long to find items.

Source: SML RFID, “State of Retail Insight Report 2023,” January 2023

CHALLENGES IN PROVIDING RETAILERS ADDRESS GOOD CUSTOMER CUSTOMERS' PRICE EXPERIENCE CONCERNS

The main challenges retailers face when providing a good customer experience include:

• Not enough staff on the shop floor • Poor visibility of inventory available to customers • A lack of staff training • Not enough in-store promotions, sales and discounts Source: Protiviti, “2022 Global Financial Trends Survey,” December 2022

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CSTORE DECISIONS • March 2023

Source: SML RFID, “State of Retail Insight Report 2023,” January 2023

Advantage Sales’ “Outlook October 2022,” found retailers are thinking of new ways to help with customers' price concerns over the next six months, including:

• 75% of retailers are increasing the availability of private-brand products.

• 60% of retailers are increasing promotions.

• 50% of retailers are increasing the use of long-term temporary price reductions.

• 48% of retailers have more displays of lower price point products.

Source: Advantage Sales, “Outlook October 2022”

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PRODUCTS AT WORK / Hunt Brothers Pizza

Hunt Brothers Pizza

Is a Foodservice Headliner Consumers like the products and retailers like the service that Hunt Brothers Pizza delivers.

Marilyn Odesser-Torpey • Associate Editor

Over 15 years ago, Fleet Morris Petroleum’s Fleetway Market locations added Hunt Brothers Pizza to its foodservice mix. And, according to Casey Comfort, the company’s food and beverage director, in just over the past three years sales have increased by 20%.

“We chose Hunt Brothers for our pizza program because it is simple to execute, the products are consistently the highest quality, and the level of interaction, support and service are so high, (which is) a rarity in foodservice vendors today,” Comfort explained. “It also takes minimal labor to run it.”

Fleetway Market has 23 stores in Mississippi.

All but a few offer pizza, and this year two additional stores are set to open with the Hunt Brothers Pizza program, he said.

“The cool thing is we operate in many rural areas that don’t have typical pizza chains, so we become the go-to take-home pizza restaurant,” Comfort noted. “Some of our stores do upwards of 100 pizzas a day in orders to pick up on the way home for dinner.”

Comfort also pointed out the profit margins 22

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March 2023

cstoredecisions.com

are “higher than is typical on the store side.”

“While people might not think of pizza as a breakfast option, morning is our busiest time for pizza at our stores,” he said. “The breakfast pizza is already sauced and cheesed and ready to roll, so it’s easy for us to deliver a consistently fresh and delicious product.”

Throughout the year, limited-time offers (LTOs) also do well in the stores, he stated. To promote them, Hunt Brothers Pizza provides a full range of collateral marketing materials at no charge.

Hunt Brothers Pizza’s training processes are extensive and “are ironed out to a T,” Comfort noted.

Employees use QR codes to access training videos as needed on a wide range of topics from making pepperoni pizzas to breaking down and cleaning the kitchen.

Reps from Hunt Brothers Pizza visit the stores once a week, and the company provides a single point of contact for Fleetway Market’s entire portfolio of locations. If there is an issue or slump in sales at any particular store, that contact person will immediately go there to give support and lead any necessary trainings.

Hunt Brothers Pizza allows customers to choose from a diverse choice of toppings and from more than 1,000 combinations at no additional charge.

VERSATILE & FLEXIBLE

For Andy Williams, director of retail sales for SantBREAKFAST PIZZAS AND LTOS DO WELL, TOO myer Oil’s three Red Rover c-stores in Ohio, format flexibility is one of the most important attributes that “The LTOs bump orders up as customers try them Hunt Brothers Pizza brings to the table. and like them,” Williams pointed out. “We see them “They have a model that can fit into a lot of differincreasing, even doubling their orders.” ent formats based on the size of the store,” he said.

Overall, Williams said, his company is very satis“We’ll be putting the program in the two new stores fied with the quality of the Hunt Brothers Pizza prodwe’ll be opening this year as well.” ucts, and customers agree that they are consistently The Hunt Brothers Pizza program was already in excellent. Hunt Brothers Pizza’s product delivery place when Williams joined the Red Rover team two system also saves time, and the products have a years ago. Since that time high-volume locations good shelf life. have increased sales by 10-11% and other locations Training is key to making the program work to its with lesser volume between 15-18%, he explained. fullest potential, and Hunt Brothers Pizza makes sure Hunt Brothers Pizza is the largest portion of the that the convenience stores’ staff is trained on every stores’ food sales. aspect, he continued. Hunt Brothers Pizza provides Williams noted that customers like the versatility both live trainings and materials that staff can refer of being able to come in and get one or two “hunks” to as needed. (one-quarter of a 12-inch pizza) or call in an order “Anytime a question or need arises, Hunt Brothers for 10 whole pizzas. They also like the diversity of is right there with answers and solutions,” he said. the toppings and that they can choose from over “That consistent service is another reason why we a thousand combinations at no additional charge. choose to work with Hunt Brothers.” cstoredecisions.com

March 2023 • CSTORE DECISIONS

23

SUNDAY, MARCH 26 9:00 AM 1:00 PM – 7:30 PM 4:00 PM – 5:00 PM 6:00 PM – 7:00 PM 7:00 PM – 10:00 PM

Golf Outing at Hyatt Regency Lost Pines Resort and Spa Registration NAG/YEO Board Meeting NAG Networking Reception NAG Opening Night Dinner

MONDAY, MARCH 27 7:00 AM – 1:30 PM Registration/Info Desk Open 7:00 AM – 8:00 AM Breakfast 8:00 AM – 8:15 AM Welcome/Conference Overview

Speakers: • •

Vernon Young, President | Young Oil Co. John Lofstock, Executive Director | NAG

8:15 AM – 9:15 AM GENERAL SESSION: BURNING ISSUE #1: Developing and Refining Your Corporate Culture Strategy and culture are among the most important responsibilities for leaders in the workplace as they focus on the never-ending quest to maintain effectiveness. Strategy offers a formal logic for the company’s goals, and culture expresses these goals through values and beliefs. A strong company culture instantly reflects the values of a company, its leaders and its employees. What values define your company? What matters most to you and your employees? In this session, retailers will discuss the intense amount of work it takes to develop and maintain an outstanding culture in the convenience store industry and the communities they serve.

Moderator: John Lofstock, Executive Director | NAG Speakers: • • •

Stephanie Stuckey, CEO | Stuckey’s Kevin Smartt, CEO | TXB Stores Greg Ehrlich, President | Beck Suppliers Inc.

9:15 AM – 9:45 AM

March 26-29, 2023

Networking Break

9:45 AM – 10:45 AM GENERAL SESSION: BURNING ISSUE #2: Understanding Foodservice Customers: Forecasting Future Demand Staff scheduling, inventory management, menu analysis, guest satisfaction, profitability and so much more rest on the shoulders of accurate foodservice forecasting. Understanding the foodservice market is more important than ever as store trips are forecasted to drop and third-party delivery services are gaining more traction. This session will examine how customers currently purchase food, what they are looking for and what the convenience store industry can expect over the next three years.

J W M AR R I OT T AU ST I N

Moderator: Jessica Williams, CEO | Food Forward Thinking Speakers:

For additional information, contact NAG Executive Director John Lofstock at jlofstock@wtwhmedia.com.

• • •

Derek Thurston, Director of Food Service Operations | Cliff ’s Local Market Ernie Harker, Brand Therapist | Ernburn Brands Brian Scantland, Vice President Fresh Food Operations and Business Planning & Analytics | Thorntons

10:45 AM – 11:00 AM 11:00 AM – 12:30 AM 12:30 PM – 1:30 PM 1:00 PM – 5:00 PM 1:30 PM – 6:30 PM 6:30 PM – 9:00 PM

Networking Break Information Exchanges Part 1 Lunch Free Time/YEO Networking NAG Retail Store Tours Exploring the Best Retail Concepts in Austin Dinner on Your Own to Explore Austin

TUESDAY, MARCH 28 7:00 AM – 4:00 PM Registration/Info Desk Open 7:00 AM – 8:00 AM Breakfast 8:00 AM – 9:00 AM GENERAL SESSION: BURNING ISSUE #3: Exclusive NAG Research: The Convenience Experience Report The National Advisory Group (NAG) has partnered with Bluedot to learn exactly what Americans think about convenience stores and quick-service restaurants (QSRs) today, and what drives their behavior, sentiment and loyalty. These findings will be presented for the first time at NAG and offer a glimpse into the current customer experience, how digital and mobile solutions influence customers, as well as expectations for the convenience stores of the future across key categories, such as foodservice, fuel, snacking and tobacco.

Moderator: John Lofstock, Executive Director | NAG Speakers: • •

Nate Brazier, President and COO | Stinker Stores Judy Chan, Vice President | Bluedot

9:00 AM – 9:30 AM

5:30 PM – 6:30 PM 6:30 PM – 9:00 PM

NAG Networking Reception Dinner & Awards Ceremony

WEDNESDAY, MARCH 29 8:00 AM – 9:00 AM WORKING BREAKFAST: NAG Custom Research. The Impact of Digital Programs on Convenience Store Foodservice Sales and Consumer Loyalty Digital has transformed foodservice, reframing customer expectations at convenience stores, restaurants and beyond. How are c-store retailers maintaining their food base and standing out with digital tools and promotions? Based on custom research fielded for the NAG audience, we will explore how consumers are utilizing digital platforms to engage with c-stores. We’ll uncover ordering and delivery trends as well as the impact on basket size and customer loyalty. Our retailer panel will explore various data points and share insights on how they plan to adapt to customer expectations.

Networking Break

9:30 AM – 10:30 AM GENERAL SESSION: BURNING ISSUE #4: Developing Your Long-Term Fuel Strategy The future of convenience stores is being reshaped by the increasing integration of electric vehicles and other alternative fuels. How long it takes for these fueling methods to affect your business depends on where you live. In this session, hear from leading authorities on how your forecourt will evolve over the next five years and what steps you can take now when building new stores to be ready for future changes.

Speakers: • • •

2:45 PM – 4:00 PM YEO BREAKOUT SESSION: Getting Involved: Why Young Executives Need Political Relationships All politics are local, and for convenience store operators, that means having a personal relationship with the legislators who can enact laws that affect your businesses. These relationships can be complicated and difficult to develop, but they are vital for the c-store industry.

Young leaders should be working on these relationships, but they need advice that’s realistic, granular and nuanced when it comes to making political connections. In this exclusive Young Executives Organization (YEO) workshop, hear what you can do to build political relationships and mentor young leaders who are beginning to journey into the cut-throat world of politics.

Sridhar Sudarsan, Chief Technology Officer | SparkCognition Daillard Paris, Director of Petroleum Supply and Trading | Sheetz Inc. Peter Rasmussen, Founder and CEO | Convenience and Energy Advisors (CEA)

Speakers: • •

Abbey Karel, Vice President of Business Development, Convenience Retailing | Bounteous John Lofstock, Executive Director | NAG

9:15 AM – 10:15 AM GENERAL SESSION: BURNING ISSUE #6: Private-Label Product Branding The convenience store industry is seeing a rapid rise in private-label branding across all categories. Private labels are often cheaper than national brands, which is a solid selling point as financially strained consumers tighten their purse strings. Two advantages — high availability and low price — have also made private-label products considerably more appealing to consumers during the COVID-19 pandemic. The shift toward private labels also benefits retailers, since these products are typically more profitable for them. Furthermore, high-quality private labels can gain a devoted following and become a powerful driver of customer loyalty. In this session hear from three leading retailers on why they are continuing to develop and expand private-label products.

10:30 AM – 11:00 AM Networking Break 11:00 AM – 12:15 AM Information Exchanges Part 2 1. Micro Stores, Food Trucks and Non-Traditional Locations 2. Human Resources: Attracting Top Talent 3. Tobacco, CBD and Cannabis in C-Stores 4. Foodservice: Diversifying the Menu 5. Leadership for Young Executives 6. Foodservice: What Retail Leaders Are Doing From Apps to Delivery 7. Growing Loyalty and AI Programs 8. Buying, Selling and Financing Options

Moderator: Erin Del Conte, Executive Editor | CStore Decisions Speakers:

12:15 PM – 1:15 PM

10:15 AM – 10:45 AM Networking Break

Lunch

1:15 PM – 2:15 PM GENERAL SESSION: BURNING ISSUE #5: Connecting Next-Generation Loyalty, Payments and POS Systems A number of next-generation technologies are converging, including loyalty, payments and point-of-sale (POS) systems. At the intersection, retailers expect a better, differentiated customer experience and returns to the bottom line. These technologies are enabling hyperpersonalized customer experiences, seamless payments, mobile ordering, self-checkout and other benefits. How are c-stores combining these technologies? What are the expectations for increased store operating profit? Our panel of distinguished retailers will answer these questions and more.

2:15 PM – 2:45 PM

Networking Break

• • •

Nick Triantafellou, Director of Marketing & Merchandising | Weigel’s Inc. Kristine Modugno, Director of Category Management | Nouria Energy Corp.

Alan Adato, Senior Merchandising and Procurement Manager | Yesway/Allsup’s Convenience Stores

10:45 AM – 11:30 AM IDEAS BOOT CAMP Best practices and a conference wrap up

Speakers: • •

Brian Unrue, Director of Operations | Clark’s Pump-n-Shop John Lofstock, Executive Director | NAG

11:30 AM 12:00 PM

Conference Wrap-Up and Takeaways Departures

Front End | Category Management Leaders

Brooks Bolsters Success at Nouria Ben Brooks keeps Nouria on trend as category manager of cigarettes, other tobacco products and more, remaining agile with planning through a landscape of constant regulations.

Emily Boes • Associate Editor

What started as a part-time position at a gas station in high school turned into a successful and vital role as a category manager at Worcester, Mass.based Nouria Energy for Ben Brooks, whose convenience store/petroleum industry career spans roughly 25 years.

As Nouria’s category manager of cigarettes, other tobacco products (OTP), automotive, lottery and store services, Brooks is responsible for keeping Nouria, which operates 151 stores in New England, up to date on the continuously changing landscape of some of the c-store industry’s staple sellers.

For his dedication to his categories, drive to work with the frequent shifts in the marketplace and more, CStore Decisions is recognizing Ben Brooks as a Category Management Leader.

“I am excited to continue implementing our 2023 plans that are innovative and will differ26

CSTORE DECISIONS •

March 2023

entiate us in the industry. I am proud to be a part of many exciting changes as well as part of the incredible growth journey happening at Nouria,” said Brooks.

A 25-YEAR C-STORE STORY

Presently, Brooks is responsible for the overall strategic planning, execution, evaluation and success of his categories. This includes pricing, product assortment, planogramming, program negotiations and compliance. He also represents Nouria in government affairs related to tobacco regulations.

cstoredecisions.com

Nouria is always researching new ways to leverage technology to better analyze the business and bring modern solutions to improve the guest experience.

At the start of his career, however, Brooks worked odd jobs at gas stations in Maine.

“A part-time high school job turned into a management role, which I held for several years before moving over to convenience store wholesale distribution sales,” said Brooks. “Three years as an account manager for Nouria was how I initially built a relationship with this organization, so it was a natural fit when a new opportunity presented itself on their team.”

One of Brooks’ joys from this position is being challenged with the complexity of the tobacco category. His duties require him to be current on his industry knowledge and the newest trends. Additionally, he must stay incredibly agile when planning for possible regulatory changes.

“For example, I am currently planning multiple product assortment scenarios, each dependent on how local, state and federal governments rule on pending regulations. There is never a dull moment for sure,” Brooks said.

A COLLABORATIVE TEAM

Brooks attributes Nouria’s culture and values as one of the primary reasons he enjoys his role.

“Our company is all about people, and it reflects in the people I work with. The level of professionalism and collaboration that is ingrained throughout the organization is phenomenal,” he said.

He included spending time at the stores collaborating with the front-line teams to ensure the chain is creating programs that can be successfully executed as an example of the effort the team puts into working well with each other.

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“We are a passionate team, and we have fun while making sure that we give our guests the best possible retail experience,” Brooks added.

One of the projects Brooks has been involved with during his tenure at Nouria is Tobacco Computer Assisted Ordering. He had noticed Nouria was carrying large amounts of inventory unnecessarily, the assortments were not as accurate as they should be, and the stores had longer weeks of inventory on hand than needed.

As a response, he led the Computer Assisted Ordering Project from start to finish along with Nouria’s information technology and operations teams. The project enabled Nouria to use analytics to suggest item-level quantities, resulting in a reduction of labor tasks, out-of-stocks and average days of supply on hand.

Technology still has room to improve, however, as Brooks noted data analytics can be a challenge to category managers.

“It could be too much data or not enough data or not having the correct tools to analyze the information. One thing I love about Nouria is our leadership team’s vision to always look for new and improved technology to help us run the day-to-day business,” he said.

To combat this, Nouria is always researching new ways to leverage technology to better analyze the business and bring modern solutions to improve the guest experience. Brooks noted examples include using a relatively simple pricing/space optimization tool or a more cutting-edge artificial intelligence tool.

“I have no doubt that 2023 will be another banner year for the company,” Brooks said.

cstoredecisions.com

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Front End | Category Management Leaders

Sheppard Enhances the Tobacco Backbar As restrictions and regulations continue to pour in for tobacco, Victoria Sheppard continues to enhance sales behind the front counter.

Zhane Isom • Associate Editor

2022 and the beginning of 2023 have been challenging for the tobacco and cannabidiol (CBD) categories.

From flavored tobacco bans to the Food and Drug Administration (FDA) trying to find a new way to regulate the use of CBD in food and supplements, these two categories can’t seem to catch a break.

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CSTORE DECISIONS •

March 2023

However, Victoria Sheppard, category manager for tobacco and CBD at Love’s Travel Stops & Country Stores, which operates 608 locations in 41 states, is taking on these challenges while boosting sales.

CStore Decisions is recognizing Sheppard as a Category Management Leader for her expertise and ability to enhance the area behind the counter, her commitment to teamwork and motivation to attract more customers to the tobacco backbar.

Sheppard has been with Love’s Travel Stops cstoredecisions.com

for over 19 years. She got her big break in the industry as a sandwich artist at Subway. Sheppard made her way through every Love’s Travel Stops position before becoming general manager at a Love’s location. Eventually, she was offered a position in merchandising, where she found her niche in the tobacco category.

Sheppard was the first category manager for tobacco at Love’s and helped develop the role into what it is today.

Now as category manager of CBD and tobacco, Sheppard is responsible for overseeing tobacco items with a main focus on Love’s smaller community stores. While Love’s doesn’t currently offer CBD products, if and when the time comes, Sheppard will be responsible for spearheading the category.

“Some of my current responsibilities are setting and exceeding our budgets, finding new products, operational efficiencies and finding ways to get the best value for customers,” said Sheppard.

BEHIND THE COUNTER

When it comes to managing the tobacco backbar at Love’s Travel Stops, Sheppard must grapple with frequent changes due to ongoing regulatory mandates.

“Legal issues and restrictions within the categories have always been a challenge,” said Sheppard. “We see flavor bans monthly down to the county levels and must have the plans in place in case they pass.”

Still, she is constantly making sure she puts her company values and culture first while making customers happy at the same time.

“One of the additional challenges with my categories and Love’s is making sure we align with our company values and culture and making sure we put the right image in front of our customers,” said Sheppard.

While Love’s isn’t offering CBD due to legal concerns, Sheppard said she believes CBD could have a small role to play in convenience stores in the future.

“It must be the right product that the demographic of the area is looking for,” said Sheppard. “Follow the three Rs of marketing with the products, and they will do well.”

COMPANY GROWTH

Sheppard has accomplished a lot to make the category at Love’s what it is today, and she also enjoys seeing her coworkers and the company grow and succeed.

“People are the key to success for any company.

To be able to watch everyone evolve personally and professionally is a wonderful experience,” said Sheppard.

Overall, Sheppard is looking forward to continuing to elevate the tobacco backbar.

“I want to make this space pop,” said Sheppard.

“This will help the overall appearance of the store and create a safe, well-maintained and lit experience to the counter for the customer.”

cstoredecisions.com

March 2023 • CSTORE DECISIONS

31

Category Management Review | Introduction

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cstoredecisions.com

The 2023

Category Management

HANDBOOK CStore Decisions highlights the data and key trends shaping 38 core c-store categories as inflation surges, prices rise and innovation accelerates.

A CStore Decisions Staff Report

Some are coining 2023 a year of revival and reset. c-store industry is putting its best foot forward in 2023 to Customer routines and habits are still altered after reclaim customers as they embrace their old routines. three years of the lingering COVID-19 pandemic, but exAll eyes are on electric vehicles (EVs) as retailers evaluperts agree that customers are ready — for real this time ate what their rise might mean for their business. Retailers — to get back to life as usual. bullish on what EVs can do for their business are adding EV Euromonitor International pointed out that “Revived chargers to their forecourts, while upping their foodservice Routines” is a major consumer trend for 2023 that will see game to appeal to those waiting for a vehicle to charge. customers “out and about” regardless of lingering panThose worried about what EVs could mean for the industry demic uncertainties as they continue to make up for time are likewise investing in foodservice to build another revelost during the early days of the pandemic. nue center as gasoline sales decline. A quality food program But just as customers are gearing up to reclaim routines, starts with a top-notch coffee program. So it’s no surprise inflation is surging, prices are skyrocketing and fears of a that c-stores are also investing in their coffee offerings this recession are mounting, all of which are already impactyear, with many adding bean-to-cup coffee dispensers. ing shopper behavior.

Technology also continues to evolve with more retailers This year’s Category Management Handbook reveals adding self-checkouts, mobile apps and delivery, as well as prices are rising across categories, with some items hit by making upgrades to their point-of-sale (POS) systems. For increases of 10% or more vs. last year. While dollar sales 60% of retailers, software upgrade or replacement is a top have held steady or grown for many categories, unit sales POS priority, according to Retail Consulting Partners’ “2022 are slipping across the board, likely because elevated POS & Customer Engagement Report.” Meanwhile, loyalty pricing is causing customers to pull back on purchases. programs are becoming more personalized as retailers Retailers are still grappling with ongoing labor shortlook to form deeper connections with customers to better ages and out-of-stocks, which many have pointed out are market to them. more sporadic than they were during 2021 but continue As retailers wrap up Q1 of this year of reset and revival none-the-less. More operators are expanding their own and prepare for Q2, they’re sure to have their work cut private-label brands and relying on them to fill holes out for them as they balance providing the innovation caused by out-of-stocks in merchandising sets. customers are hungry for with inflationary pressures, outof-stocks, rising prices and labor shortages.

INNOVATION AHEAD The pages that follow highlight the emerging trends Despite surging inflation, innovation has not slowed in and recent data in 38 key c-store categories, as well as the c-store sector. From new product launches to techretailer insights about what they are seeing at store level nological upgrades and foodservice development, the to help you best navigate the year ahead. cstoredecisions.com

March 2023 •

CSTORE DECISIONS

33

Foodservice | Chicken

Viewed as Healthy and Versatile, Chicken Delivers Baked or fried, chicken’s versatility, healthful halo, value and convenience make it a favorite meal or snack for American consumers.

At SunStop Convenience Stores and Markets, Michelle Weckstein, director of food and beverage brands, has seen rising sales in the category over the past year and expects to see continued growth.

“We incorporate our chicken into a wide variety of recipes including salads, wraps, subs, quesadillas and daily plated specials such as chicken parmesan and alfredo,” Weckstein noted. “Once customers get a taste of our fresh chicken, we know we can earn their loyalty to our brand.”

Taking a novel approach to promotion, SunStop has contracted with a social media company to provide recipe suggestions on different platforms featuring its chicken in recipes consumers can prepare at home.

People, she pointed out, tend to see chicken as a healthier alternative to a burger, even when the chicken is deep fried. Chicken is also an easy pickup meal or snack for consumers

who are back working in their offices again and traveling more frequently, she said.

SunStop sells baked and fried chicken in 31 of its 79 convenience stores under its proprietary Eat’s Southern Cookin’ banner. The rest of the stores offer a traditional chicken filet sandwich that is their No. 1 selling grab-and-go item, she stated.

Expanding its chicken offering in new and remodeled stores is an important part of SunStop’s plans for the rest of the year.

“There are three stores in the Florida market where we remodeled the kitchen to accommodate our fried chicken program and four new prototype stores include the Eat’s concept,” she explained.

To encourage customers to make

Over the past year have sales of the following prepared food items that you offer increased, stayed the same or decreased?

Change in Prepared Food Sales by Menu Item

Increased

Stayed The Same

Decreased

n=

Fried Chicken

34%

48%

17%

29

Chicken/Turkey Burgers

15%

69%

15%

13

Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022

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March 2023

their chicken purchase a meal, the menu boards highlight combo meals that include two sides and a drink.

Customers can also create their own meals, but promoting the combos usually results in a higher ring.

TENDERS IMPRESS

Chicken sales are “pretty level, showing small growth” at Clark’s Pump ‘n Shop convenience stores in Kentucky, Ohio and Pennsylvania, which is impressive considering how much competition they face in their markets, reported Jessica Russell, Clark’s food service director. Twenty of the company’s 68 total locations feature Krispy Krunchy Chicken, Champs Chicken or Cooper’s Express Chicken programs.

Chicken is so integral to Clark’s foodservice program that it will include one of the concepts in five of six new locations currently under construction, she added.

Russell expects tenders to continue to carry the category.

“Tenders trump everything in our foodservice except for our breakfast,” she said.

And, she continued, the company will continue to “do everything possible to capture the dinner crowd.” cstoredecisions.com

Foodservice | Pizza

Pizza Brings Steady Sales Increases Pizza remains a go-to meal and snack for consumers throughout the day and a thriving profit center for convenience stores.

Nouria’s New England stores have been seeing “a steady increase” in sales especially at lunch and dinner. Roland von Gunten, the company’s director of culinary fresh foods, said he expects that trend to continue.

“People in New England have a relationship with pizza,” von Gunten explained. “It’s an easy grab-and-go, order ahead for store pickup or home delivery meal.”

Nouria partners with Grubhub and DoorDash for delivery. The company is currently working on developing an omnichannel experience, partnering with the three largest delivery services to make everything in the stores available for home delivery, he announced.

Thirty-five of Nouria’s 160 locations in Maine, New Hampshire, Massachusetts, Connecticut and Rhode Island offer pizza under either the Nouria Kitchen or franchised Amato’s name.

The number of stores offering pizza is set to be expanded this year, he said.

Bi-monthly promotions, such as bundling pizza with a sandwich for a value price and two pizzas for $20 during the Super Bowl, help to keep customer interest high.

In addition to regular pies, Nouria has created two signature products from its pizza ingredients. Cheese Pazzo Bread is freshbaked dough seasoned with garlic, herbs and cheeses and served with a dipping sauce; and Pizza Stuffers are made of fresh pizza dough stuffed with meat, veggies or cheese, also served with a dipping sauce.

“These two products have been great successes,” he reported.

PIZZA SALES RISE

At Cubby’s convenience stores, with locations in Nebraska, Iowa and South Dakota, pizza sales dollars are up 14% over the last 12 months. Company President De Lone Wilson attributed some of that growth to a “big 36

CSTORE DECISIONS •

March 2023

What would make you more likely to order pizza from a convenience store?

Slices, hot pizza and personal pizzas are among top customer demands from c-store pizza.

42%

Sold as slices Served to me very hot

42%

Sold as a personal pizza

38%

Ability to customize toppings

38% 34%

Large variety of toppings/flavors Lots of toppings

33%

Lots of cheese on pizza

32% 32%

Brand I know and trust

32%

Kept warm after it baked

30%

Knowing how long it’s been sitting there Available as part of combo meal

29% 26%

Served in a closeable container

20%

Warmed up just for me after I order

18%

Had a thicker crust Had a thinner crust

17%

Kept in a special display/pizza warmer

16%

Available as a healthier option None of the above

12% 7%

Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022

emphasis on training resulting in a better product, the availability of online ordering and value pricing.”

Cubby’s features Godfather’s Pizza in 23 of its stores and Godfather’s Express in three others. Four additional stores offer Cubby’s own branded pies, which Wilson plans to transition to Godfather’s.

Breakfast and lunch are the busiest pizza dayparts.

Quarterly limited-time offers (LTOs) are usually met with great success, and Wilson plans to do more of them. He also expects sales to rise as more customers place their pizza orders online.

All the stores also have a separate Godfather’s phone number to make advanced ordering quicker and easier.

“As someone who has been in the c-store space and pizza business for quite a while, I think that the category will continue to become a bigger part of our business in the coming years,” he predicted. cstoredecisions.com

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Foodservice | Sandwiches

Fresh Is Key for Sandwiches Sandwiches give c-stores opportunities for innovation, with multiple options available in terms of sandwich types and toppings.

At Neon Marketplace, which has seven sites in Rhode Island and Massachusetts, customers can choose from customizable grinders, signature sandwiches, grilled or fried chicken sandwiches and burgers.

“I’m really seeing (sandwiches) expand to things that you might get at a fast-food restaurant, like think burgers and chicken sandwiches …

On top of that, I’m seeing a focus on freshness,” said Elise Babey, senior manager of product development and supply chain, Neon Marketplace.

Spicewood, Texas-based TXB, which operates 48-plus locations in Texas and Oklahoma, is also seeing a trend toward freshness.

“Healthy on-the-go options are always popular at our stores, and our sandwiches are made with healthy bread baked locally in Texas. We’re doing a complete makeover with our cold grab-and-go items, including our sandwiches — we could even be moving to a commissary soon. Customers (are) looking for fresh-made sandwiches, with premium-style bread,” said Kevin Smartt, CEO of TXB. TXB expects a 5% increase in sandwich sales in 2023, touting variety and freshness as its biggest selling points.

It plans to rotate different sandwiches each quarter.

“Given the recent inflationary hits to food commodity prices, sandwiches are still an area that most consumers can afford to eat multiple times a week and do it in a very healthy manner,” said Smartt.

He believes sandwiches will bring value to the customer in 2023.

Babey also predicted growth for the category, specifically with sandwiches made on-site.

2023 BRINGS CHANGE

Neon Marketplace is planning big changes in the sandwich category for 2023, including baking its bread in-house.

“So you’re going to have a really delicious, freshly baked crunchy Italian roll on your grinders,” said Babey. “And up here in the New England area, I think that is going to be something that the customers enjoy, and it’s also something that they’re used to…”

Neon Marketplace is also trying to use new foodservice technology in

the category. For example, it’s installing clamshell griddles.

“We cook all of our burgers to order from raw, and the griddle presses on it and sears both sides, and you can get a perfectly cooked burger in under three minutes every single time,” said Babey.

At TXB, one of the initiatives the chain is focusing on is reviewing enhanced packaging options for its cold grab-and-go items. Since it’s attempting to move toward a more sustainable footprint, finding packaging that maintains the freshness of the product at its optimum level while adhering to TXB’s sustainability goals is “a high priority and a big challenge,” Smartt said.

Sandwich Order Likelihood

High-quality bread and the availability of sandwiches made to order by staff will make customers more likely to order cold sandwiches from a c-store.

45% 44%

High-quality bread Made to order by the staff Large variety of meat/cheese options

39%

Large variety of toppings

39%

Ability to customize

39%

“Made-on” date printed on packaging

37%

Clear/visible ingredient list

36% 33%

Sell-by date is printed on packaging

31%

Trusted brand of meat/cheese Able to add my own condiments

30%

Available as part of a combo meal

30%

Condiments come in individual packets

29%

Already made and kept refrigerated

24%

Unlimited condiments

24% 18%

Can order from a kiosk

12%

Pump/bulk condiments for customization

10%

Already has condiments applied None of the above

7%

Datassential “2023 C-Store Keynote Report,” fielded online October/November 2022

38

CSTORE DECISIONS •

March 2023

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Foodservice | Roller Grill

Quality, Variety Drive Roller Grill Sales Roller grill offerings that signal quality to the consumer are likely to drive sales in 2023.

Although many convenience stores are focusing on making investments in on-site kitchens and food preparation, roller grill items are still an important part of c-store foodservice strategy, said John Benson, partner in the restaurants, hospitality and leisure practice at AlixPartners research firm.

“In fact, many convenience stores are building out new units with expanded roller grill capacity, and consumers appear to believe that the roller grill can still deliver fresh and quality products,” Benson explained. “Promotions that bundle roller grill items with a drink or another snack especially appeal to value-focused customers and impulse buyers who may not be otherwise visiting with the intent of purchasing prepared foods.”

Benson pointed out that this long-time foodservice staple presents opportunities to grow the category as consumers seek new items and

What would make you more likely to order a hot dog from a convenience store?

All-beef hot dogs, high-quality buns and brands consumers know and trust are among the top demands customers have when considering hot dogs at c-stores.

All-beef hot dog

45%

High-quality buns

43%

Brand I know and trust

40%

Available as part of a combo meal

33%

Self-serve condiments Knowing how long they’ve been on the roller grill

32% 31% 30%

Larger size Hot dogs are kept on roller grill

27%

Condiments come in individual packets

26%

Large variety/unique condiments

23%

Brand name condiments

23% 20%

Served in a closeable container Kosher hot dog

15%

Pump/bulk condiments

13%

Staff applies condiments for me

5%

None of the above

15%

Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022

40

CSTORE DECISIONS •

March 2023

flavors beyond the traditional hot dogs.

“Items such as bratwursts, chicken sausages and even vegetarian sausages, for example, can grow customer reach and sales,” said Trevor Boomstra, partner in the restaurants, hospitality and leisure practice of AlixPartners. “Having a variety of sauces and other toppings also enables customization, and limited-time offers (LTOs) can leverage new sauce introductions while retaining the same core grill offering.”

SALES WATCH

At Sayre, Pa.-based Dandy Mini Mart’s Dandy Café & Deli, roller grill is not a high priority as the category has been flat, possibly because customers are opting for more healthful food items, noted James Fry, the company’s foodservice director. Sixty out of the total 65 Dandy locations in Pennsylvania and New York sell hot dogs and a few also sell sausages from the roller grill. The remaining five stores have no foodservice offering.

To “breathe some life into the category,” Dandy is planning to add a hot dog complete with grill marks reminiscent of an outdoor barbecue grill to its menu mix later this year. Fry noted that he is also exploring the possibility of adding other non-hot dog items such as tornados.

Eric Mittenthal, president of the National Hot Dog & Sausage Council, pointed out that, dollarwise, hot dog sales were up 12.9% over last year across all retail channels. That translated to over $3 billion in sales.

“That’s a good sign that sales are up in spite of price increases across the entire meat sector,” Mittenthal said. “But hot dogs are still — and should remain — a popular choice because they are more economical than many other meats.”

Sausages have also made a “very strong” showing over the past year, up 10% in dollar sales, he noted. Although they are a little more expensive than hot dogs, they account for $5.3 billion in dollar sales.

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Foodservice | Hispanic Foods

Authentic Hispanic Food Is in Demand Customers are starting to demand more authenticity when it comes to Hispanic food offerings at c-stores.

Hispanic food offerings have become very popular in c-stores because they allow customers to customize their meal. For instance, customers can add different meats, cheeses and toppings to their tacos and burritos. However, customers are starting to want more of an authentic style of Hispanic food, including street tacos and different varieties of salsa. The authentic food offering allows customers to still customize their food while getting the real experience of Hispanic cultural cuisine.

“Overall, customers prefer portable offerings from c-stores and are increasingly looking for customization,” said Stephen Davis, senior specialist at market research firm Datassential. “This makes some Hispanic and Hispanic-inspired offerings a good fit, including burritos’ and taquitos’ portability, and tacos’ or nachos’ customizable options.”

Datassential also stated in its “2023 C-Store Keynote Report” that 50% of customers that enter a store want customizable burritos and tacos assembled to order.

VARIETY & AUTHENTICITY

One c-store that has its foot in the Hispanic foodservice category is Kwik Stop, which has

42

CSTORE DECISIONS •

March 2023

C-Stores Add Hispanic Food Items to Menus Hispanic food offerings at c-stores are becoming favored by customers because of the many options to customize their meals. Burritos are the most offered program at 71%, while 24% of retailers plan to add tacos, and another 24% plan to add tamales to their menus.

Currently Offer

Plan To Offer

Do Not Plan To Offer

Burritos

71%

13%

16%

Taquitos/Tornados/Roller Burritos

66%

13%

21%

Breakfast Burritos

63%

13%

24%

Nachos

61%

11%

29%

Tacos

39%

24%

37%

Empanadas

32%

18%

50%

Tamales

11%

24%

66%

Hispanic Food Offerings

Source: Datassential, “2023 C-Store Keynote Report,” fielded online October/November 2022

27 locations in Nebraska and Colorado. Kwik Stop offers a variety of Hispanic foods, including its Krispy tacos, chicken soft-shell tacos and burritos.

Along with Datassential, Kwik Stop also sees a demand for more customizable and authentic Hispanic foods.

“In the marketplace we are seeing the Hispanic food market changing from the traditional crispy corn-shell tacos and soft flour tortilla-shell tacos to a street taco variety utilizing small corn tortillas,” said M. David May, director of food services for Kwik Stop. “With this, customers are looking for a variety of meats beyond the traditional ground beef or fajita chicken to include barbacoa, chorizo and carne asada.”

With the high demand for more authentic Hispanic foods, Kwik Stop is coming out with new menu items to meet those demands and keep customers coming to its stores.

“Customers are looking for a more authentic Hispanic food vs. the Tex-Mex option,” said May. “So in 2023, we will be launching a street taco program to add additional options. In 2022 we added a chorizo breakfast burrito, fried chicken tacos and fried chicken burritos, which have been a big hit in our Hispanic food offerings.”

Even though, due to inflation, 2022 was a rough year for Hispanic food offerings at Kwik Stop, 2023 is looking a little brighter.

“For 2022, our revenue from our Hispanic foodservice program was flat due to the inflationary pressure that we experienced,” said May. “With the reduction in prices, we will see sales grow by 10% to 15% in 2023.”

cstoredecisions.com

Bakery | Foodservice

Quality, Freshness & Indulgence Driving Bakery Programs As customers look to treat themselves, they’re turning to c-store bakery cases for indulgent pick-me-ups.

Bakery sales are booming and should continue to grow, according to John Benson, partner in the restaurants, hospitality and leisure practice at AlixPartners research firm. Over the past two years, he pointed out, total bakery, which includes packaged sweet snacks as well as fresh and prepared bakery, “appears to be outpacing overall foodservice sales growth.”

“It may be a challenge for the category to sustain its recent high growth performance, but we anticipate that convenience stores can continue to grow this category by focusing on offering high-quality and innovative offerings,” he continued.

Today’s c-store consumers most often cite quality, taste and freshness as driving their purchase decisions and, at the same time, are also highly value oriented, added Trevor Boomstra, partner in the restaurants, hospitality and leisure practice at AlixPartners. C-stores are well positioned to “steal share of stomach from other foodservice channels.”

Benson pointed out that bakery is an important category given its strong relevance for the critical morning daypart, which already represents roughly a quarter of foodservice sales and continues to grow 2% year over year. There also appears to be a continued consumer shift away from breakfast meals and toward breakfast snacking — another trend that is favorable for the bakery category, he added.

“One way c-stores can take advantage of these trends is through bundling and promotions with hot dispensed beverages, itself a high growth/high margin category,” he said.

Innovation is another way retailers can grow their bakery category, Benson continued.

“Seasonal flavors and customization built into wellsupported limited-time offers (LTOs) are good ways to support growth in the category,” he said.

SERVING UP INDULGENCE

At Rutter’s convenience stores, bakery has expanded beyond the expected doughnuts and muffins into more “elaborate, decadent” options such as brownies, cupcakes, cstoredecisions.com

fudge and a frequent rotation of seasonal LTOs, said Cameron Baer, category manager, Rutter’s, which operates more than 84 stores in Pennsylvania, West Virginia and Maryland.

“We’ve had great feedback and numbers since we recently introduced our rich, indulgent cupcakes, which shows that customers like to treat themselves,” he noted.

Among other new favorites are cinnamon rolls. In addition to the bakery case, they are available in hot holding units as well as the “Made for You” foodservice area.

In response to COVID-19 concerns in early 2020, Rutter’s began individually wrapping its bakery items, a practice it plans to continue.

“We want our customers to feel safe about eating fresh items from our stores,” Baer explained.

Rutter’s also links bakery to its Rutter’s Rewards loyalty program. Offers have included a free pastry with the purchase of a cup of coffee.

Over the past year have sales of the following prepared foods you offer increased, stayed the same or decreased?

Sales of fresh bakery breakfast items increased for 47% of operators, while sales of fresh/warm bakery sweets grew for 44% of operators over the past year.

Fresh bakery breakfast items

47%

43%

Fresh/warm bakery sweets

44%

56%

10%

■ Increased ■ Stayed the same ■ Decreased Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022 March 2023 •

CSTORE DECISIONS

43

Foodservice | Hot Dispensed

Retailers Invest in Coffee Upgrades Retailers are adding bean-to-cup coffee dispensers, barista programs and more to elevate their coffee offerings.

Some 58% of operators reported sales of hot-brewed regular or decaf coffee increased over the past year, according to Datassential’s, “2023 C-Store Keynote Report,” fielded online in October and November 2022.

Hot dispensed beverage sales are flat at Green Zebra Grocery’s three locations in Portland, Ore., as erosion in basket size and number of trips to stores result from “people conserving their pennies,” said Lisa Sedlar, CEO of Green Zebra Grocery. But she believes with a few tweaks and some promotional focus, the company can perk up sales.

“We offer regular drip coffee and baristaserved espresso drinks,” she said. “Because our best seller has always been the 12-ounce regular coffee, we’re going to focus on ways to make that offering more interesting and promotable.”

Because “Portland people are passionate about their coffee,” Sedlar explained that the stores will be expanding their variety from one local roaster to additional local micro roasters for its Drip City (a play on the city’s basketball team’s nickname Rip City).

Portland has 50 or more roasters, and Green Zebra will partner with different ones monthly.

“Partnering with community roasters is a win for everyone,” she pointed out. “It’s good exposure for the roasters and it gives our customers something different.”

A new addition to the five-coffee lineup in the stores is half caff.

“It’s been doing fantastically, and I think it will continue to do well,” Sedlar noted.

The company also uses its Zebra Cash loyalty program to promote its coffee. Offers have included a buy 10 get one free on coffee or espresso and a value bundle of coffee and pastry (buy a pastry and get any size coffee for $1).

BEAN-TO-CUP OPPORTUNITY

Coffee sales are also flat at B-Quik’s three locations in Baton Rouge, La., according 44

CSTORE DECISIONS •

March 2023

to David Schumaker, general manager. Currently the store setup is drip, featuring Community Coffee, a brand “born and bred in Baton Rouge.”

Schumaker said he believes that bean-to-cup brewing is the future for coffee at c-stores.

“I’ve done a lot of research about it and was waiting until it could brew coffee in less than a minute because our customers want their coffee fast as well as fresh,” he explained. “It can brew under 30 seconds now, so we think it’s time to make the move.”

The bean-to-cup system also makes sense because it eliminates the tie-up of clerks during high traffic times. It also eliminates waste (“although we still sell a good bit of coffee and never have to throw a lot away,” he said).

The National Coffee Association’s “Coffee Data Trends (NCDT) Report” published in September 2022 noted that in July 2022, 33% of past-week coffee drinkers said they buy coffee away from home at least four times a week. Another 56% buy coffee away from home one to three times per week.

What would make you more likely to order coffee from a convenience store?

Flavor variety, freshness and cleanliness are top drivers for customers when buying coffee at a c-store.

41%

Good coffee flavor variety Freshness guarantees

38%

Preparation area is clean/tidy

37%

Good coffee aroma in store

35%

I can add creamer/sugar by myself

34%

Served at the right temperature

33%

Frequent buyer program discounts

28%

Coffee brand I know and trust

28%

Large variety of creamer flavors

26%

My favorite creamer brand/flavor

26%

Higher-quality coffee cup

25%

Discounts on using my own cup

24%

Individual creamer/sugar packets

22%

Larger prep area

21%

Flavor variety changes frequently

16%

Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022 cstoredecisions.com

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Beverages | Carbonated Beverages

Zero-Sugar Offers Opportunity for Carbonated Soft Drinks Customers continue to crave carbonated beverages, even as price points rise. Healthier options, including sugar-free varieties, are a bright spot for the category in the year ahead.

Carbonated beverage dollar sales rang in at $9.93 billion in the convenience store channel, a healthy gain of 7.6% for the 52 weeks ending Jan. 1, 2023, per IRI. Prices rose a whopping 10.6% per unit in 2022, which may have played a role in unit sales dipping 2.7% for the period.

At the same time, flavored seltzer/ sparkling/mineral water saw sales of slightly more than $244 million, another 7.6% gain, with unit sales down 2.8%. Non-flavored seltzer/ sparkling/mineral water recorded sales of just under $148 million, a leap of 14.6%.

According to Abigail Benn, communications specialist for NielsenIQ in Chicago, the total U.S. convenience store channel for the 52 weeks ending Dec. 31, 2022, saw sales of seltzer water of just over $27 million, up 2.6%. Soft drink sales were just under $9.7 billion, a gain of 8.3%.

Sparkling juice saw sales of just over

$13 million, down 8.4%. Sparkling water sales were just over $306 million, up 12.1%.

“Carbonated soft drinks (CSDs) remain one of the giants of refreshment beverage categories,” said Gary Hemphill, managing director of research for Beverage Marketing Corp. (BMC). “Americans consume more of only bottled water, and on a dollar basis, CSDs are the largest refreshment beverage category.”

After 16 years of declines, carbonated soft drink consumption increased in 2021 and very slightly again in 2022, according to BMC’s research.

“This was driven by a rebound after particular weakness in the foodservice channel, and to a lesser extent convenience stores, caused by the pandemic,” said Hemphill. “Within the category, diets continue to outperform as consumers opt to consume less sugar.”

under the banners Yesway and Allsup’s in nine states. “The ‘zero’ sugar items will continue to grow in popularity over the ‘diet’ items.”

In January, Pepsi Zero Sugar tweaked its formula and unveiled a new and improved taste, and with good reason. Valued at $125.3 billion in 2020, the sugar-free carbonated drink market is projected by Allied Market Research to hit $243.5 billion by 2030.

Corinne Gangloff, marketing manager for The Freedonia Group, a division of MarketResearch.com, pointed out that soda will continue to benefit indirectly from the COVID-19 pandemic in 2023. “Carbonated soft drinks like soda, especially diet versions, did well because they are shelfstable and could be stockpiled and stored. Soda’s pandemic-era revival was attributable to people drinking them for the caffeine jolt as they worked or schooled from home.”

SUGAR-FREE DEMAND

C-store retailers are seeing the demand for healthier and sugar-free soda options.

“Healthier, better-for-you items will continue to be on-trend items for consumers this year,” said Dana Renfro, category manager for Yesway, which operates more than 420 stores

Carbonated Beverages See Dollar Sales Gains as Prices Rise Dollar sales for carbonated beverages in c-stores rose 7.6% in 2022, even as unit sales fell 2.7%, due to a 10.6% rise in price.

Dollar Sales

Unit Sales

Product

Current

1-Year % Change

Carbonated Beverages

$9.93 B

7.6%

Price Per Unit

Current

1-Year % Change

Current

1-Year % Change

4.29 B

-2.7%

$2.32

10.6%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

46

CSTORE DECISIONS •

March 2023

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Beverages | Cold & Frozen Dispensed

Dispensed Beverages Record Double-Digit Growth All signs point to growth for frozen and dispensed beverage sales in 2023.

Cold and frozen dispensed beverages have remained strong growth categories for convenience stores over the past two years, reported John Benson, partner in the restaurants, hospitality and leisure practice at AlixPartners research firm.

He explained that top-line revenues recovered to pre-pandemic levels in 2021 and expanded further in 2022 with double-digit growth: approximately 10% in the cold category and approximately 15% in the frozen category.

Margins, too, have remained strong (50%-plus) for these categories compared to margins for packaged beverages (40%) and overall foodservice (45%-plus), he added.

“Clearly, these categories present important top-line and margin growth opportunities for c-stores to capture,” Benson said.

DOUBLE-DIGIT INCREASES

At Duchess convenience stores, they “take frozen and cold dispensed beverages very seriously, resulting in double-digit sales increases in both categories,” according to Nathan Arnold, director of marketing for Englefield Oil, which operates 120 Duchess convenience stores in Ohio and West Virginia.

Depending on the layout of a specific store, equipment can range from a traditional fountain dispenser to a Coke Freestyle machine with endless options. Arnold stated that he believes sales in both these categories will con48

CSTORE DECISIONS •

March 2023

Over the past year, have sales of the following prepared beverages you offer increased, stayed the same or decreased?

Some 67% of operators surveyed noted fountain soft drink sales increased, while 54% of operators reported that slushie sales grew.

Change in Prepared Beverage Sales by Menu Item

Increased

Stayed The Same

Decreased

n=

Fountain Soft Drinks

67%

33%

N/A

30

Iced Tea From Fountain Machine

35%

65%

N/A

26

Slushies, Frozen/Blended Sodas

54%

42%

4%

24

Fountain Juices/Lemonade Drinks

41%

41%

18%

22

Frozen Blended Coffee

50%

44%

6%

18

Iced Tea (Fresh-Brewed)

44%

38%

19%

16

Milkshakes

38%

46%

15%

13

Source: Datassential: “2023 C-Store Keynote Report,” fielded online October/November 2022

tinue to rise through 2023 and beyond.

Guests can customize their beverages with vanilla, cherry and other flavor shots at the cold dispensed bar. In addition to sodas, the stores dispense brewed iced tea and iced coffee in two flavors — black and vanilla. The iced coffee can also be customized with flavored creamers from the hot coffee bar.

Frozen options consist of at least two frozen smoothie and two frozen carbonated beverage varieties and, in high-volume stores, can go up to eight selections. They are available in cherry and blueberry with a variety of soda flavors.

Members of the Crown Card loyalty program can get a free cold or frozen dispensed beverage with the purchase of five. Cold dispensed beverages are bundled with sandwiches and subs at a combination price.

TESTING BUNDLE DEALS

Plaid Pantry stores, with 108 locations in Washington and Oregon, are equipped with 10-head cold dispensed fountain machines. Although they do not offer frozen drinks yet, according to David Cole, dispensed beverage buyer for the stores, Plaid Pantry is always exploring opportunities to add them.

To bolster the cold dispensed category, which is flat and declining at its stores, while sales of bottled beverages from the cold vault are “extremely healthy,” Plaid Pantry offers customers an assortment of special deals in hopes of coming upon “the winning ticket bundle,” Cole explained. So far, he has tried a $1 fountain drink with the purchase of any Tucson tamale and a deli item, chips and 22-ounce fountain soda combo.

cstoredecisions.com

Juices & Teas | Beverages

Juice Sales Grow While Tea Sales Hold Steady While recent data shows positive increases in the juice category, teas rolled in flat.

Aseptic juices recorded dollar sales of $53.8 million, a gain of 24.3%, and unit sales of 17 million, up 16.8%, for the 52 weeks ending Jan. 1, 2023, according to data from IRI. Bottled juices registered dollar sales of $1.68 billion, an increase of 2.4%. Canned juice sales hit $342 million, a 5.3% improvement. Refrigerated juices and drinks saw sales of $709 million, a dip of 1.7%, while sales of canned and bottled tea reached $1.58 billion, an increase of 1.7%.

According to Abigail Benn, communications specialist for NielsenIQ in Chicago, the total U.S. convenience store channel for the 52 weeks ending Dec. 31, 2022, saw sales of fruit drinks total $1.5 billion, a gain of 8.5%. Fruit juice registered sales

of just over $798 million, down 2.3%.

Fruit and vegetable blend drinks had sales of nearly $158 million, a gain of 0.9%. Lemon and lime juice recorded more than $4 million in sales, up 5.4%. Liquid tea sales were $1.5 billion dollars, a gain of 2.9%, while ready-to-drink (RTD) chai tea reached sales of just over $75,000, down 29.9%.

“Consumers re-engaged with juice, especially orange juice, because of its high vitamin C content,” said Corinne Gangloff, marketing manager for The Freedonia Group, a division of Rockville, Md.-based MarketResearch.com. “Juice sales were revived by a boom in at-home breakfasts and remote learning.”

At the same time, according to Gangloff, tea sales jumped, though not as much as some other categories. “While packaged tea was consumed for its health and immu-

nity benefits, RTD tea was hurt by limited out-of-home consumption and greater consumer preference for RTD coffee.”

MIXED REVIEWS

But not everyone is seeing the uptick in juice sales.

“Sales of fruit beverages have remained soft overall as higher prices, high sugar content and minimal innovation have worked against the category,” explained Gary Hemphill, managing director of research for Beverage Marketing Corp. (BMC).

He noted sales of RTD tea have been soft in recent years, potentially overshadowed by the growing RTD coffee segment, where more innovation and new product launches are taking place.

Meanwhile, at Yatco Energy, juice sales are looking up.

“Juices have made a comeback due to better-for-you products coming to gain marketshare for consumer spending,” said Hussein Yatim, vice president for Yatco Energy in MarlAseptic juices saw unit sales growth of 16.8% in 2022, while unit sales for bottled juices borough, Mass., which operates 18 dropped 7.2% and canned and bottled teas declined 6.9%. Dollar sales rose across the Yatco Food Mart convenience stores. board except for kombucha, which fell 9.5%, and refrigerated juices/drinks, which rolled in flat at 1.7%. Prices increased across all segments.

“Tea has provided a caffeine alternative for those that drink coffee.”

Dollar Sales Unit Sales Price Per Unit Sales of juices and teas both re1-Year main steady and consistent, said Sam 1-Year 1-Year % % Current Change Current % Product Current Change Change Odeh, president of Power Energy Corp. in Elmhurst, Ill., which has 1,359 Aseptic Juices $53.8 M 24.3% 17.0 M 16.8% $3.16 6.5% sites in nine states, 96 of which are Bottled Juices — SS $1.68 B 2.4% 800 M -7.2% $2.10 10.3% corporately owned, under the Power Canned Juices — SS $342 M 5.3% 216 M 0.4% $1.58 4.9% Mart, Power Market and Powmaro’s banners.

Juices/Drinks — RFG $709 M -1.7% 258 M -9.4% $2.75 8.5% Seasonality is still a factor. “While Tea/Coffee Ready-To-Drink $3.74 B 3.0% 1.49 B -5.7% $2.51 9.3% teas slow down in winter, juices take Canned and Bottled Tea $1.58 B 1.7% 866 M -6.9% $1.83 9.2% off in the winter, especially 100% Kombucha $1.61 M -9.5% 519,795 -13.5% $3.09 4.6% juices,” he said. “Unfortunately, the supply chain is not meeting the deTea/Coffee — RFG $258 M 6.7% 112 M -3.5% $2.30 10.6% mand. We are optimistic in our sets, RFG Teas $225 M 10.2% 103 M -2.4% $2.17 12.9% having just completed our reset for Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023 2023 in Illinois.”

Aseptic Juices Lead Juices & Teas in Dollar and Unit Sales

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March 2023 • CSTORE DECISIONS

49

Beverages | Bottled Water & Sports Drinks

Hydration, Health Key to Bottled Water Marketing Drinking more water is consumers' No. 1 health goal for 2023, which is good news for bottled water sales at c-stores.

TRENDS TO WATCH

“Sustainability concerns continue to impact the bottled water category,” Kostyo said.

Retailers should expect to see more packaging innovation in the future.

“Differentiation is always a main driver in the bottled water category,” he added. “We’ll see more brands using bolder marketing tactics, following in the footsteps and success of Liquid Death.”

New flavors, sparkling water launches and functional additions also will drive innovation in bottled waters.

“Look for more alkaline and hydrogen waters, seasonal flavor releases, waters inspired by cocktails like Spindrift's new Nojito option, and unusual offerings like Splendor volcanic artesian water with colloidal silver and gold,” Kostyo said.

Stinker Stores started offering private-label water over a year ago, with a few SKUs targeting some subsegments of the category, noted Billy Colemire, marketing director for Stinker Stores, which operates 110 c-stores in Idaho, Colorado and Wyoming.

A whopping 68% of consumers indicated they want to increase their water consumption this year, noted Mike Kostyo, trendologist and associate director for market research firm Datassential.

According to NielsenIQ, more than 1 billion units of bottled water were sold at c-stores for the 52 weeks ending Dec. 31, 2022, a 7% decrease over the previous year, with the average price increasing 12.2% with a per-unit cost of $2.12. Overall sales revenue for bottled water increased 4.4% in 2022, with sales reaching $2.2 billion.

“Bottled water products that highlight hydration and health on packaging or in marketing materials will be key this year,” he said.

Sports drink dollar sales rang in at $4.47 billion in c-stores, up 11% for the 52 weeks ending Jan. 1, 2023, per IRI. Unit sales dipped 1.8% for the period, with the per-unit cost up 13%.

“We’ve been really impressed with how quickly the customers have taken it on,” Colemire added of the private-label water. “At this point, we're trying to figure out how we can expand that private-label segment a little more.”

Consumers are wanting more consistency in stocking status, Colemire said.

“That’s what’s led us down that route,” he added. “The supply chain has been pretty disrupted over the last couple years, to say the least. For us, it’s having something that customers know or brands that resonate with them and that’s consistently in stock.”

Additionally, Colemire has noted a shift from carbonated soft drinks to flavored waters and isotonics, a trend he expects will continue throughout the year.

“We expect sports drinks to maintain their current position or slightly grow, depending on supply chain and distribution challenges, within the overall packaged beverage category,” he said, adding he sees plenty of innovation to sustain growth over the coming year.

Sports Drink, Bottled Water Dollar Sales Trend Upward While unit sales dipped 1.8% for sports drinks and 4.4% for bottled water in c-stores during 2022, per IRI, dollar sales for sports drinks and bottled water grew 11.0% and 6.9%, respectively.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Sports Drinks

$4.47 B

11.0%

1.80 B

-1.8%

$2.49

13.0%

SS Sports Drinks Non-Aseptic

$4.47 B

11.0%

1.79 B

-1.8%

$2.49

13.1%

SS Sports Drinks Aseptic

$2.68 M

0.5%

1.06 M

1.1%

$2.51

-0.6%

SS Sports Drink Mix

$686,778

3.1%

161,890

132.9%

$4.24

-55.7%

$5.42 B

6.9%

2.43 B

-4.4%

$2.23

11.9%

Non-Flavored Convenience/ Bottled Still Water

$3.90 B

7.8%

1.73 B

-3.9%

$2.26

12.2%

Flavored Convenience/ Bottled Still Water

$804 M

1.5%

381 M

-7.8%

$2.11

10.1%

Bottled Water

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Beverages | Energy Drinks

Energy Drinks Trend Upward Energy drink sales are surging and are expected to continue to gain strength throughout 2023 and beyond.

decline. More 12-16-ounce readyto-drink products now come with a lower retail price and cleaner ingredients than what’s typical in the energy shot category.”

GetGo will also be watching new brands that have a focus on the younger generations.

“Newer brands are increasingly coming to market with co-branding opportunities with other established brands or are hitting the market with major support from social media influencers,” Chmura said.

The energy drink category posted sales of $12.2 billion, a sizeable gain of 8.5%, with unit sales up 3.5% for the 52 weeks ending Jan. 1, 2023, according to Chicago-based research firm IRI. Leading brands included Red Bull, with almost $4.9 billion in sales, up 5.1%, and Monster, which recorded sales of $3.43 billion, a powerful 9.4% gain.

Energy drinks continue to drive the packaged beverage category, according to Megan Chmura, senior director of merchandising for GetGo, which operates more than 260 locations throughout Pennsylvania, Ohio, West Virginia, Maryland and Indiana.

Innovation from major players and performance energy represent the bulk of continued growth in this market, Chmura said.

“Increases in this area come at the expense of the energy shot category,” Chmura said, “which continues to

“Energy drink companies are also expanding into new market segments. One example is Monster Energy’s expansion into the juice, water and alcoholic beverage categories.”

Both types of growth, Montgomery explained, allow the energy drink companies to gain more shelf space in a c-store’s walk-in cooler. “One caveat is to make sure the amount of space is supported by sales of that item.”

C-store retailers can increase their sales of this important category by bringing in new items, Montgomery continued, as research has shown that over 70% of adult customers discover new products and brands at convenience stores.

“Research by Molson Coors reported that 25% of energy drink customers would buy a different brand if their preferred brand was not available,” Montgomery said.

This same research found that those customers bought prepared food, indicating an opportunity for c-stores to cross-promote or bundle energy drinks with foodservice — much in the same way they have done for years with carbonated beverages.

CONTINUED GROWTH AHEAD

Steven Montgomery, president of b2b Solutions LLC in Lake Forest, Ill., expects that energy drink sales will continue to grow in importance to convenience stores in the year ahead.

“A Goldman Sachs survey reported that c-store retailers expected to see this category to have sustained double-digit growth in 2023,” Montgomery said.

Part of that growth will be fueled by new products that are sugar-free, positioned as healthier and that offer additional flavors, he added.

Energy Drink Sales Climb Despite price increases energy drink dollar and unit sales rose in 2022, according to IRI, with unit sales up 3.5% and dollar sales up 8.5% for the year.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Energy Drinks

$12.2 B

8.5%

4.30 B

3.5%

$2.85

4.8%

SS Energy Drinks Non-Aseptic

$11.6 B

9.2%

4.11 B

4.1%

$2.84

5.0%

Red Bull

$4.89 B

5.1%

1.55 B

2.6%

$3.14

2.5%

Monster

$3.43 B

9.4%

1.25 B

2.4%

$2.75

6.8%

VPX-SS

$761 M

-20.9%

286 M

-23.8%

$2.66

3.8%

Rockstar

$481 M

0.0%

218 M

-6.8%

$2.21

7.3%

Celsius

$384 M

187.3%

154 M

166.7%

$2.54

7.7%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Energy Shots | Beverages

Energy Shots Overshadowed While customers remain hungry for energy, the success of the energy drink segment appears to be pulling attention from its sister category, energy shots. Still, effective merchandising can help c-stores inspire impulse purchases of energy shots.

that has been overshadowed by the robust growth with the energy drink category,” explained Hussein Yatim, vice president for Yatco Energy in Marlborough, Mass., which operates 18 Yatco Food Mart convenience stores. “Also, there has been more product diversification into wellness and health shots, as well.”

In stores, Yatim suggested, effecDollar sales of energy shots in the tive merchandising must play a role. convenience store channel topped “We typically see that having energy $608 million, a drop of 4% for the 52 shots at the checkout counter where weeks ending Jan. 1, 2023, per IRI. it’s an impulse buy helps lift sales, But unit sales plummeted 7.2% for and also doing a two-fer promo at a the period. great price increases sales volume.”

Within the category, Living EssenEnergy continues to be a focus tials LLC’s 5-hour Energy remained category for Fort Worth, Texas-based far and away the dominant player, Yesway, which operates more than recording $547 million in sales, a drop 420 stores under the banners Yesway of 4.1%. Tweaker generated sales of and Allsup’s in nine states. $25 million, down 2.9% during the “We are growing our performance period. VPX’s sales hit $16.7 million, a energy space for 2023, but also forise of 2.6%. Private-label energy shots cusing on our base energy business, notched sales of nearly $2.6 million ensuring that we have the correct dollars, down 12.9%. amount of space and items for our key supplier partners,” said Dana MERCHANDISING MATTERS Renfro, Yesway’s category manager “Energy shots remain popular, but overseeing energy shots as well as

carbonated beverages, soft drinks, juices, teas and energy drinks.

ENERGY COMPETITION

“Sales of energy shots are lethargic, as more consumers opt for the higher profile, glitzier energy drinks,” agreed Gary Hemphill, managing director of research for Beverage Marketing Corp. (BMC). “The energy drink category has seen lots of innovation, along with new competitors, to help boost the category.”

Recognition of the trend toward energy drinks can be seen in 5-hour Energy’s ongoing rollout of its 16-ounce energy drink, which launched in 2021 and expanded in the autumn of 2022. Cans contain the same amount of caffeine as the 1.93-ounce extra-strength shots, as well as the proprietary blend of vitamins and nutrients consumers rely on.

The rollout, while providing an alternative to shots, will nonetheless keep the 5-hour Energy brand in front of consumers’ eyes, and could lead them back to the energy shot category.

Energy Shot Sales Dip Energy shot dollar sales dipped 4%, while unit sales fell 7.2% in 2022, per IRI. The Rip It brand saw large gains in the category with dollar sales up 60.6% and unit sales up 49.0%

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

SS Energy Shot

$608 M

-4.0%

185 M

-7.2%

$3.27

3.4%

5-hour Energy

$547 M

-4.1%

151 M

-8.3%

$3.63

4.6%

Tweaker

$25.0 M

-2.9%

20.8 M

-2.5%

$1.20

-0.4%

VPX

$16.7 M

2.6%

4.80 M

3.5%

$3.49

-0.8%

Rip It

$4.14 M

60.6%

3.60 M

49.0%

$1.15

7.8%

Red Dawn

$3.90 M

-15.9%

565,472

-16.2%

$6.90

0.3%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023 cstoredecisions.com

March 2023 • CSTORE DECISIONS

53

Beverages | Beer & Wine

Beer & Wine Face Stiff Competition From RTD Cocktails Cocktail trends come and go: Cosmos, old fashions, sangria and even gin fizzes have all had their time in the spotlight.

But these concoctions typically dominated the bar and restaurant scenes. While convenience stores have always supplied the liquor, the bartending was done elsewhere.

Rather, beer sales historically outperformed other alcohol categories in cstores. Now, that could be changing.

“The biggest concern (for 2023) will be continued loss of traditional beer (sales), regulatory issues at the state level — such as excise tax equalization — and continued ethanol losses to spirits, more recently ready-to-drink (RTD) spirits,” said Brian Sudano, managing partner for Beverage Marketing Corp., a market research firm.

“We have a specific demographic in our stores that drive our beer sales, so there have been minimal shifts that we’ve seen,” said Kirk Jornlin, category manager for the Temple, Texas-based CEFCO, which runs 171 stores in four states.

“However, we make it a point to stay on top of consumer shifts toward new and innovative products in the beer, wine and alcohol categories. If there is a new category or product that has potential to grow the overall category, we would consider bringing them in,” he added.

Currently, cost appears to be flattening beer sales too. Earlier this year, USA Today reported that during the last 13 weeks of 2022, retail beer prices rose over 7%, a steeper pace than what the market had been experiencing previously. According to the newspaper, Bud Light, Miller Lite and Coors Light incurred a 10% price increase. In contrast, wine price tags jumped 3% and spirits less than 2%.

Still, the onset of warm weather beckoning people outdoors for cookouts and gatherings could help the beer category get back on top with customers.

A few brands of spirits seltzers registered extraordinary sales data, too.

Meanwhile, Bud Light, Budweiser, Heineken and other familiar brew brands were dealt losses in c-store case sales for the same period, according to IRI. Most table wine lines were depressed too, with the exception of a few boxed options.

It seems the ability to pour out a favorite cocktail without becoming a mixologist appeals to a more diverse clientele than cracking open a beer.

Market research indicates more women like the RTDs and younger consumers in general prefer spirits over beer and wine.

That said, regional influences affect a trend’s strength, and in some areas, beer remains the beverage of choice.

SALES SHIFTS

Indeed, premixed cocktails from Jack Daniels, Crown Royal and Dogfish posted triple-digit gains in both dollar and unit sales in 2022 per IRI, a Chicago-based market research firm.

Case Sales of Beer & Wine Decline

Case sales of beer and wine decreased 4.9% and 8.3% respectively in 2022, per IRI. Spirits saw large growth, with case sales up 17.3% in 2022.

Dollar Sales

Case Sales

Price Per Case

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Beer

$24.6 B

1.7%

822 M

-4.9%

$29.98

6.9%

Table Wine

$1.03 B

-5.2%

10.4 M

-8.3%

$98.69

3.4%

Sparkling Wine/Champagne

$918 M

-5.7%

592,165

-9.4%

$154.83

4.1%

Spirits

$2.47 B

9.5%

15.1 M

17.3%

$164.20

-6.6%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Beverages | Hard Seltzers & RTD Cocktails

Spirits-Based Seltzers Drive RTD Growth Ready-to-drink (RTD) cocktails and hard seltzers may not carry the same novelty that initially drove the success of the category, but they continue to see varied growth and should continue to do so in 2023.

“Continuous innovation in flavor and style has enabled the flavored malt beverage segment to sustain steady growth, while spirits-based RTDs are once again shaking up the alcohol landscape and offering an affordable alternative for the cocktail experience,” she continued.

Wine-based cocktails, she noted, IRI data shows spirits-based seltremain a category pain point. Olson zers jumped astronomically in dollar said success for this subcategory sales over the last year at c-stores in 2023 means looking into options by 121.6% to $100 million. Although with fruit flavors, sparkling wine and beer-based seltzers and flavored malt better-for-you concepts. beverages (FMBs) continue to remain Wine-centric seltzers have dramatithe top sellers in the category, neither cally dropped in dollar sales over the saw growth as significant as spiritslast year by 45.3%, per IRI. based seltzers.

Six in 10 U.S. adults purchase RTDs, Mintel research pointed to similar Olson noted, with men now becomtrends in the category. ing more engaged with the category, “RTD success continues as both as well as parents and multi-cultural FMBs and spirits-based cocktails saw consumers. another year of double-digit growth,” In spite of the growth, however, the said Sydney Olson, senior food and category is becoming crowded, and drink analyst, Mintel, in her recent “fading novelty and inflationary pressummary of Mintel’s RTD alcoholic sures (are) intensifying competition,” beverage report. said Olson, so brands should look to In the future, she expects only a differentiation in 2023. slight decrease in growth, as consumers are moving toward light, flavorful C-STORE AVAILABILITY and fun alcoholic beverages.

Despite the popularity of RTD cock-

tails and hard seltzers, many convenience stores are shut out from offering their customers the beverages.

“I have a great deal of passion around (the category), as currently in the main states we operate in we are not legally allowed to sell the RTD spirits-based cocktails. This puts us at a serious disadvantage since liquor stores are allowed to sell them and this is a continuous new growth category,” said Damian Wyatt, director of sales and category management, MAPCO. “It continues to be a mystery to us in the c-store channel why we are allowed to sell malt-based beer products at double the ABV (alcohol by volume) level of these RTDs but not allowed to sell the RTDs.” MAPCO operates 300-plus sites in Tennessee, Alabama, Georgia, Arkansas, Kentucky and Mississippi.

Despite his inability to sell the products, Wyatt believes growth will continue to accelerate the category through all of 2023.

RTD Cocktail and Hard Seltzer Sales Are Mixed Bag Spirits-based seltzers skyrocketed in dollar sales by 121.6% to $100 million, whereas beer-centric and wine-centric seltzers dropped in dollar sales by 7.4% and 45.3%, respectively.

Dollar Sales

Case Sales

Price Per Case

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year Change

Beer Seltzer Centric

$1.93 B

-7.4%

49.7 M

-11.9%

$38.79

$0.05

Spirits Seltzer Centric

$100 M

121.6%

1.65 M

119.1%

$60.52

$0.01

Wine Seltzer Centric

$2.28 M

-45.3%

25,985

-47.8%

$87.81

$0.05

Flavored Malt Beverages

$2.39 B

15.3%

59.6 M

7.5%

$40.10

$0.07

Premixed Cocktails

$309 M

55.0%

3.23 M

57.7%

$95.87

-$0.02

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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CSTORE DECISIONS •

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pre-packed shippers make it easy!

Snacks | Salty Snacks

Spice, Flavor Combinations Saturate the Salty Set Salty snack sales have grown in the c-store space despite out-of-stocks. 2023 is expected to continue the trend with innovations and exploration into popular flavors.

“Spicy continues to trend, which we do not anticipate going away with 2023,” said Rebecca Gregory, center store category manager, Weigel’s, which operates 73 stores in east Tennessee.

Randy Adams, category manager/ buyer, Huck’s, agreed. “What I'm seeing ... (for) most of 2022 and already going forward seems to be a trend toward hotter and more exotic-type flavors,” he said.

Adams noted the chili and lime flavor combination and Tajin are popular at Huck’s, which operates more than 100 stores in five states.

Additionally, Adams sees the rise

of sweet and salty combinations.

The subcategory is expanding so much he is considering taking four feet from the “take home” category space and creating a standalone sweet and salty section, which would include items such as Hershey’s Dipped Pretzels, Flipz and Chex Mix Muddy Buddies.

“LTOs (limited-time offers) are a hot item for us, something we take advantage of most frequently with Frito Lay’s offerings,” said Gregory.

Weigel’s also offers its private-label line BetterDay in its salty set.

“Private label has given my company the ability to pivot during stock issues, ensuring that our shelves remain full of items that our customers bring into their daily routines,” Gregory said.

As 2023 continues, Weigel’s plans to keep healthy options in mind, as

well as keeping in stock a medley of items that are on trend — whether they are better-for-you (BFY), indulgent or packed with flavor.

Huck’s also had supply issues, but Adams noted that salty snacks was one of the least affected categories.

For 2023, Weigel’s anticipates a boom in sales for salty snacks, as the category is a “powerhouse” for its center store. Gregory believes salty snacks can grow by 15-20% due to careful consideration, promotional planning and partnerships.

Adams expects salty snack sales in 2023 to be flat, although only because the category was up double digits during the COVID pandemic, and it is now measuring against those inflated numbers. “I think the salty (category) will take a little bit of a hit,” he said. “I expect us to be flat or at the most, a 1% or 2% increase over (2022).”

Salty Snack Sales Grow Salty snack dollar sales have risen by 17.1% over the past year, with tortilla/tostada chips, cheese snacks and ready-to-eat popcorn/caramel corn being the top growers. Unit sales for the overall category, however, only rose by 2.7% while price per unit grew by 14%.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Salty Snacks

$7.08 B

17.1%

2.78 B

2.7%

$2.55

14.0%

Potato Chips

$2.11 B

15.6%

864 M

1.6%

$2.44

13.8%

Tortilla/Tostada Chips

$1.54 B

22.6%

547 M

6.1%

$2.81

15.6%

Cheese Snacks

$997 M

18.4%

388 M

4.4%

$2.57

13.4%

Other Salted Snacks (No Nuts)

$950 M

15.6%

369 M

1.9%

$2.58

13.4%

Corn Snacks (No Tortilla Chips)

$637 M

14.8%

249 M

1.0%

$2.56

13.7%

Pretzels

$337 M

14.8%

134 M

0.7%

$2.52

14.0%

Ready-to-Eat Popcorn/Caramel Corn

$290 M

18.4%

115 M

4.9%

$2.52

12.9%

Pork Rinds

$220 M

4.3%

110 M

-3.0%

$2.00

7.6%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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CSTORE DECISIONS •

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Sweet Snacks | Snacks

Indulgence Drives Packaged Sweet Snacks Indulgence still reigns supreme with sweet snacks, but low-sugar options could see more traction in 2023.

With 47% of consumers indicating they plan to reduce their sugar intake in 2023, low- or no-sugar products will be key, Kostyo said.

“As consumers’ lives continue to get back to normal and they are more active, we’ll see even more on-the-go snacks in the form of bites and poppable options,” he added.

IRI data for sweet snacks — including snack bars, granola bars and clusters — indicated $819 million in 2022 dollar sales, representing a 9.5% growth. Unit sales of 371 million indicated a 2.2% decline, with the price per unit having increased by 11.9%.

While procurement issues continue for fresh bakery products, packaged sweet snacks are seeing fewer issues in that area.

The sweet snack segment has seen significant category innovation and customer demand for a combination of fresh and pre-packaged sweet snack items, Matthews said.

Matthews said FriendShip has stepped away from national brands to focus on regional products having difficulties getting a foothold into stores because of the national players. He’s doing more direct store delivery with them as well.

For example, Ohio-based Killer Brownie Co. products are doing well.

Matthews noted that while people might say they want to buy “healthy” items, their purchasing habits speak otherwise.

“With everything going on in the world, it’s about going back to the packaged bakery and what they know,” Matthews suggested. “It’s a call for comfort food.”

“Triple chocolate, chocolate chunk, red velvet, snickerdoodle, Oreo, s’mores and birthday cake flavors continue to perform well in options like snack cakes, brownies and cookies,” said Mike Kostyo, trendologist and associate director for market research firm Datassential.

New product launches from wellknown brands like Reese’s Snack Bar and Reese’s Crunchy Snack Cake show how indulgent flavor profiles continue to drive category innovation, NO. 1 CATEGORY he added.

Sweet snacks is the No. 1 category “Consumers continue to gravitate at the soon-to-be 30 FriendShip toward sweet snacks with additional Food Stores in Ohio, with Kirk Mathealth or functional benefits giving thews, the chain’s vice president of them permission to indulge,” Kostyo foodservice and marketing, noting said, adding growth continues for explosive growth in a category comsnacks with more protein, clean prising up to 20% of its offerings. ingredient lists, functional ingredients The growth — which began in 2021 or that are more plant forward/based. — shows no signs of slowing down.

Snack Bar Dollar Sales Climb Dollar sales of snack bars grew 9.5% in 2022, although unit sales dipped 2.2%. Prices grew 11.9% for the period.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Snack Bars/Granola Bars/Clusters

$819 M

9.5%

371 M

-2.2%

$2.21

11.9%

Nutritional/Intrinsic Health Value Bars

$542 M

11.2%

194 M

1.8%

$2.79

9.3%

Granola Bars

$69.0 M

7.5%

63.6 M

-5.2%

$1.08

13.4%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023 cstoredecisions.com

March 2023 • CSTORE DECISIONS

59

Snacks | Meat Snacks

Innovation Ahead for Meat Snacks When it comes to meat snacks, c-stores are noting an expansion from the traditional offerings.

Stinker Stores has seen a “huge explosion” of private-label meat snacks, said Billy Colemire, marketing director, Stinker Stores, which operates 110 c-stores in Colorado, Idaho and Wyoming.

Also, “we're seeing some interesting flavor profiles come through with different brands that’s resonating and driving that category,” he added.

In the past few years, “we have seen meat snacks introduce products aimed at the female shopper,” said Nicolette Jaeger, director of merchandising and loyalty for The PRIDE Stores, which operates 15 convenience stores in the Chicagoland area and one in Indiana. “In 2023, we will see more plant-based jerky working its way into the category as well as meat snacks that are small-batch handcrafted.”

NielsenIQ Total U.S. Convenience data shows nearly $2 billion in meat snack sales, representing a 0.5% increase in 2022. Units sold numbered more than 560 million, representing a 6.5% decrease. A $3.57 per unit cost represented a 7.5% increase.

categories go private label versus some of the bigger players that have been in business for a long time. I’m not sure anybody has an answer on that right now. There’s a lot of question marks still in the supply chain.”

The challenge in the meat snack category is always finding more space to bring in all the new innovations, said Jaeger. The PRIDE Stores is implementing different brands into the category, like Fatty meat sticks by Sweetwood Smoke & Co. “That specific brand has a clean label that is sure to draw a customer’s eye and it tastes great,” Jaeger said.

Colemire predicted a 5% increase in meat snack sales this year as more people transition back to in-office work. Snacking has become a significant part of the day and jerky is playing a role, he added.

“It’s something they can take with them when they're getting fresh food and beverages from the store as well,” he added.

Jaeger said she expects meat snacks to stay flat for 2023.

“Even though customers are looking for a quick way to fuel up, meat sticks have a lot of competition within a c-store for a bite that fuels you up with simple and clean ingredients,” she added.

NEW VARIETIES

Customers are definitely looking closely at ingredients, asking for meat snacks with less sugar, but are still looking to experience different flavor profiles, Jaeger said.

Customers want to see more variety from local vendors as well as private-label brands, Colemire said.

“We have some great (local) jerky vendors in the states we operate in where we want to work with some of them,” he added. “Everybody’s still trying to figure out based on the challenges that came up over the last few years what percentage of those

Meat Snack Unit Sales Decline Price increases seem to be impacting meat snack sales. Unit sales of dried meat snacks fell 6.6% with unit sales of jerky down 15.6%. Dollar sales for the category overall rang in flat as prices rose 7.4%.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Dried Meat Snacks

$2.15 B

0.3%

589 M

-6.6%

$3.66

7.4%

All Other Dried Meat Snacks

$1.26 B

5.9%

478 M

-4.2%

$2.65

10.5%

Jerky

$887 M

-6.7%

111 M

-15.6%

$8.02

10.5%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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CSTORE DECISIONS •

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I I

-1 1

I I

• DAL 18

OLD WORLD FOR THE MODERN AGE

The Fiorucci brand is the benchmark for Italian deli meats, one which has grown steadily for over 170 years thanks to the authenticity and superb flavor of our produ cts. Fiorucci is now introducing an extension to the tremendously successful line of convenience snacking products with the new Genoa Salami Panino.

a

1 1-

Snacks | Nuts & Seeds

Better-for-You Snacking

Drives Sales of Seeds & Nuts Seeds and nuts are at the very core of the better-for-you (BFY) snacking trend, which portends good things for the category on convenience store shelves in 2023.

Dollar sales for the nuts and seeds category in the convenience store channel topped $787 million, a respectable gain of 4.2%, for the 52 weeks ending Dec. 31, 2022, according to Abigail Benn, communications specialist for NielsenIQ. The nut segment alone saw sales of $523 million, up 1.7%. Almonds notched $55.9 million, up 0.8%.

Cashews registered sales of $122 million, a loss of 4.4%, while mixed nuts with peanuts garnered sales of $5.9 million, up 3.5%. Mixed nuts without peanuts saw sales of $13.7 million, down 10.8%. Peanut sales rang in at $187 million, a gain of 5.3%.

Pecan sales reached $6.4 million, up a strong 20.1%, while pistachios notched $131 million, up 3.6%.

NielsenIQ also found that sales of seeds totaled $263 million, a strong gain of 9.7%. Within that segment, pumpkin/squash seeds notched

$22.5 million, down 0.1%, and sunflower seeds recorded $240 million in sales, up by an impressive 10.7%.

operates 589 Express convenience stores and 122 main stores.

“Body nourishment has become increasingly more important to consumers, and therefore more focus has been placed on BFY brands, such as those with clean labels, quality ingredients, organic, non-GMO, etc.,” Ilic added.

Ilic predicted that in the coming years demand for nuts and seeds, fruit- and vegetable-based foods and products derived from natural sources will gain a higher level of significance.

“Look for more and more convenience store brands to explore private-label options for savory snacks such as seeds and nuts,” predicted Ken Morris, the managing partner for Cambridge Retail Advisors in Massachusetts.

Bundled promotions will increasingly make sense for this product grouping, Morris added. “This category is a natural for collocation with energy drinks, ready-to-drink (beverages), waters and sodas, as well.

Maybe we’ll see some private-label savory snacks even closer than usual to these beverage items.”

BFY SNACKING

“For the past couple of years, pandemic-related stress drove significant increases in indulgences like confections and ice cream,” noted Brandon Daniels, manager of public relations for GetGo, which operates more than 260 c-stores throughout Pennsylvania, Ohio, West Virginia, Maryland and Indiana. “But we’re now seeing overall consumer behavior shifting back to BFY snacking, which was popular pre-COVID.” That’s good news for seeds and nuts, which customers perceive as healthy snack options. What’s more, customers, who snacked more frequently when the COVID-19 pandemic arrived, have continued this snacking habit as the world has returned to normal.

“Consumers have embraced snack foods as a form of comfort and entertainment and are snacking more and more often,” explained Dragana Ilic, a buyer with the Army & Air Force Exchange Service (AAFES), which

Mixed Results for Nuts & Seeds Dollar sales grew for the nuts and seeds category, but unit sales fell across segments, with the exception of toasted corn nut snacks, which saw unit sales growth of 4.2%. Dollar sales for sunflower/pumpkin seeds were up 10.4% despite a 3% drop in unit sales, with prices up a whopping 13.9% for 2022, per IRI.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Snack Nuts/Seeds/Corn Nuts

$939 M

4.3%

467 M

-4.7%

$2.01

9.4%

Snack Nuts

$591 M

1.1%

292 M

-6.3%

$2.02

8.0%

Sunflower/Pumpkin Seeds

$292 M

10.4%

143 M

-3.0%

$2.04

13.9%

Toasted Corn Nut Snacks

$56.1 M

9.2%

31.4 M

4.2%

$1.79

4.8%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Milk and Ice Cream | Dairy

Plant-Based Milk Offers Opportunity for Dairy Retailers are looking for ways to breathe new life into the dairy segment with limited-time-offer (LTO) flavors and plant-based alternatives.

Unit sales of dairy milk plunged 9.8% for the 52 weeks ending Jan. 1, 2023, according to IRI. Dollar sales for the same period were flat at 1.6%.

Unit sales of flavored milk fell 11.6%, with dollar sales down 2.3%.

But flavored milks have helped boost the dairy category for Weigel’s, which operates its own dairy.

“Our marketing team and our production team have done a fantastic job of running LTOs on flavored milk,” said Elizabeth Hoffer, vice president of food service for Weigel’s, which operates 73 stores in east Tennessee.

Weigel’s introduced an Orange Creamsicle flavor for football season, in honor of the University of Tennessee, whose colors are orange and white. In February, Weigel’s offered a Red Velvet milk. This March it’s introducing a Cookies & Cream flavor.

“We sell (flavored milk) in pints and quarts. And our pints and quarts have doubled over the last couple of years,” she said. Gallons, however, have declined.

Weigel’s pairs bakery items with flavored milk LTOs to draw attention to the dairy door. For example, it’s launching a Cookies & Cream Bismark along with the Cookies & Cream Milk.

Weigel’s is also watching the plant-based milk trend. Unit sales of plant-based milk were up 15.8% in 2022, with dollar sales up 19.1%, per IRI. Unit sales of oat milk (up 34.8%) and coconut milk (up 51.4%) led the growth in the segment.

Currently, Weigel’s is researching and sampling as it prepares to create its own plant-based dairy items.

One item it’s considering making is an oat milk creamer. First, it’s testing branded oat milk creamers in its cold wells to gauge customer response.

“Because we are in the Southeast, we weren’t sure if we were going to

have the demand for it, but the demand has been there,” she said.

FLAVOR TRENDS

When it comes to ice cream flavors, growth was driven by Cookies & Cream, Strawberry and Chocolate Mixes in 2022, noted Whitney Atkins, vice president of marketing for International Dairy Deli Bakery Association (IDDBA), citing IRI data.

Michele Tietyen, industry relations coordinator for IDDBA, noted IDDBA has released “Five Guiding Trends” it sees as important “in this reset year.”

One trend is “Newstalgia,” which means old favorites like Cookies & Cream are attracting attention.

Overall, Hoffer said, customers want innovation from the dairy category: “Something fun, something new, something exciting.”

Hoffer expects the dairy category to be flat in 2023, noting she expects the innovation Weigel’s is adding to help the category hold steady. “And then with the plant-based items, we hope to see some growth,” she said.

Plant-Based Milk Sales Soar While dairy milk unit sales fell 9.8% in 2022, plant-based milk sales skyrocketed with coconut milk unit sales leading the growth with a 51.4% increase.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Dairy Milk

$1.40 B

1.6%

452 M

-9.8%

$3.10

12.7%

RFG White Milk

$1.00 B

3.2%

273 M

-8.6%

$3.68

13.0%

RFG Flavored Milk

$397 M

-2.3%

179 M

-11.6%

$2.22

10.5%

$5.60 M

19.1%

1.27 M

15.8%

$4.42

2.8%

Plant-Based Milk RFG Almond Milk

$4.03 M

13.5%

949,716

11.8%

$4.24

1.6%

RFG Oat Milk

$1.20 M

42.0%

227,445

34.8%

$5.25

5.4%

RFG Coconut Milk

$243,826

54.9%

66,478

51.4%

$3.67

2.3%

RFG Soy Milk

$129,003

-4.4%

24,013

-15.1%

$5.37

12.6%

Ice Cream/Sherbet

$705 M

5.6%

125 M

-6.5%

$5.64

12.9%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023 cstoredecisions.com

March 2023 • CSTORE DECISIONS

63

Confections | Chocolate

Premiumization, Wellness Among Top Chocolate Trends Customers are demanding more chocolate innovation in 2023.

“Over the past three years, many brands have focused on their core offerings, so when a new flavor or line is released, we see customers gravitating towards these new products,” said Nathan Arnold, director of marketing for Englefield Oil Co., which operates 120 Duchess convenience stores throughout Ohio and West Virginia. “While the number of new innovation items has decreased, we still see these as a popular choice for customers.”

Candy manufacturers are hearing the call for new items.

Many well-known chocolate brands are introducing unique new line extensions, crossover products or interesting flavor options, said Mike Kostyo, trendologist and associate director for market research firm Datassential.

“Options like M&M’s Caramel Cold Brew candies or the Reese’s Potato Chips Big Cups are keeping these consumer-favorite brands top-ofmind,” he said.

Seasonality continues to be impor-

tant for the chocolate category as customers look for reasons to treat themselves, Kostyo pointed out.

“We’ve seen a lot of interesting chocolate product launches for Valentine’s Day, Easter, Halloween and Christmas, like Hershey’s Grinch Kisses for the holiday season or Chocolate Dipped Strawberry Kisses for Valentine’s Day,” he said.

Premiumization and wellness represent two major trends impacting the chocolate category this year.

“We continue to see more high-end chocolate bars with attractive packaging resonating with consumers,” said Kostyo. He added that 58% of consumers want to reduce stress in 2023, “so chocolate bars that drive home wellness messaging, taking a break for yourself or that feature functional ingredients promoting wellness and stress relief will be key this year.”

There’s also significant overlap between those products and the range of new chocolate options using plant-based dairy like oat milk, Kostyo said.

“Expect to see more of those options on shelves,” he added.

Arnold has noticed brands offering larger sizes.

“This strategy of offering the classic flavor or item but in a larger package helps reduce the chance of out-ofstocks due to supply chain issues and provides the customer their favorite treat in a larger, shareable size,” Arnold added.

CHOCOLATE OUTLOOK

Dollar sales for chocolate in convenience stores totaled $3.4 billion in sales, representing an 8.7% increase in 2022. The 1.5 billion units sold represent a 5% decrease over the previous year, while per-unit prices increased by 14.4%.

Arnold has seen a double-digit sales jump for the category at Duchess and anticipates 10% positive growth for the year ahead.

“Many of the challenges we saw through the pandemic have subsided in this category, but one challenge we see with rising retail prices is customers are purchasing fewer multiples,” Arnold said. “Our strategy is focusing on the best value by providing a great deal for our customers when they purchase two or providing a bundle offer with other categories in our stores. This increases basket size and the overall ring at checkout.”

Chocolate Candy Sales Increase

Chocolate candy dollar sales grew 8.7% in 2022, even as unit sales decreased 5.0%, as price per unit grew 14.4% for the period. Snack-sized chocolate candy saw the biggest unit sales increase for the category, up 13.5%. Chocolate candy box/bag/bar > 3.5 ounces had a 6.4% rise in unit sales and a 19.7% jump in dollar sales for the period.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Chocolate Candy

$3.40 B

8.7%

1.54 B

-5.0%

$2.21

14.4%

Chocolate Candy Box/Bag/Bar < 3.5 oz

$2.78 M

7.4%

1.32 B

-5.8%

$2.10

14.1%

Chocolate Candy Box/Bag/Bar > 3.5 oz

$522 M

19.7%

170 M

6.4%

$3.08

12.5%

Chocolate Candy Snack Size

$1.30 M

4.4%

326,456

13.5%

$3.98

-8.0%

Sugar-Free Chocolate Candy

$767,065

9.5%

209,392

2.7%

$3.66

6.6%

Novelty Chocolate Candy

$332,235

1.6%

106,178

0.3%

$3.13

1.3%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Confections | Non-Chocolate

Non-Chocolate Sales Climb as Innovation Returns Dollar sales for non-chocolate items at c-stores including candy, gum and mints showed a 15% increase in 2022 at more than $3 billion, according to IRI. Some 1.5 billion units were sold, down 0.1%. Non-chocolate unit prices increased 15.1%.

Joseph Bortner, senior category manager for The Rutter’s Cos., which operates 83 locations in Pennsylvania, West Virginia and Maryland, said he expects to see strong growth in the double digits for the non-chocolate segment this year.

“With mounting success year over year, we look on ways to build and continue momentum in the category,” he said. “Gummies in particular continue to grow rapidly in our stores as there’s a ton of innovation from all manufacturers. Gum and mints have rebounded strongly through 2022, which is encouraging given the strain they had over the pandemic.”

In terms of customer preferences,

Bortner noted, “core brands are winning,” but customers also seek “innovation through new flavors, forms and fillings.”

Looking ahead, Bortner said his company will be re-evaluating space allocations to categories.

“Given the non-chocolate segment growth, I would anticipate us expanding its terrain in-store,” he added.

Bortner sees an opportunity to grow the footprint across the board as the company strives to be the go-to retailer for consumers seeking the best selection for their non-chocolate needs.

GUM PRICES RISE

Gum dollar sales grew 17.8% in 2022, and unit sales ticked up 4.2%, per IRI. Kirk Matthews, vice president of foodservice and marketing for FriendShip Food Stores, noted that with gum in particular, while overall sales are good, unit numbers are down across the chain’s 27 stores in Ohio.

To boost sales, FriendShip is placing gum in areas where it might

move more, such as in the tobacco section as cigarette customers typically buy a lot of gum and mints.

Matthews has found that gum does not bundle well with other items as it has its own unique flavor. He has also noticed a trend toward repackaging, with consumers appearing to favor packaging where gum can be placed in a cupholder for ongoing access.

Matthews’ also observed new and different gum flavors coming onto the market again.

“But I’m just amazed at some of the price points on gum now — having to pay more than $5 for a container,” he said. “In my lifetime, I never thought I’d see something like that.”

Matthews expects the category to remain flat in 2023, a continued holdover from manufacturers retracting two years ago as a result of the pandemic.

“Gum is still an important part of the business,” he said. “But the price point has chased people off. We have to try to balance the cost — everything just went up too fast.”

Gum, Novelty Non-Chocolate Sales Growing Gum dollar sales grew 17.8% and unit sales grew 4.2% in 2022 despite a 13% rise in price per unit. Non-chocolate candy dollar sales were up 15.0% while unit sales came in flat. Novelty non-chocolate candy saw a big climb with dollar sales up 55.4% and unit sales up 29.1% for the period, per IRI.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Non-Chocolate Candy

$3.02 B

15.0%

1.50 B

-0.1%

$2.01

15.1%

Non-Chocolate Chewy Candy

$2.21 B

13.9%

1.03 B

-1.4%

$2.14

15.5%

Hard Sugar Candy/Package & Roll Candy

$264 M

12.0%

215 M

0.9%

$1.23

11.0%

Novelty Non-Chocolate Candy

$169 M

55.4%

75.8 M

29.1%

$2.22

20.4%

Licorice Box/Bag

$156 M

12.9%

59.1 M

0.6%

$2.63

12.3%

Plain Mints

$83.0 M

9.2%

47.4 M

-1.9%

$1.75

11.3%

Breath Fresheners

$187 M

7.6%

80.0 M

0.0%

$2.34

7.5%

Gum

$977 M

17.8%

441 M

4.2%

$2.22

13.0%

Sugarless Gum

$835 M

20.5%

328 M

8.9%

$2.55

10.7%

Regular Gum (No Sugarless)

$143 M

3.9%

113 M

-7.4%

$1.26

12.1%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Health & Beauty Aids | Makeup & Medicine

Healthy Trends for Health & Beauty Aids From mental health to physical well-being, consumers show greater interest in overthe-counter health options.

COVID-19 dramatically changed the health and beauty aids (HBA) category at c-stores.

Three years later, the need for pandemic-related products has eased. Instead, seasonal illnesses push demand. From late fall into early 2023, Americans struggled with the triple-demic: new COVID variants, a resurgence of influenza and the highly transmissible respiratory syncytial virus (RSV). The viral conditions led to a rush on over-the-counter (OTC) cold and flu remedies.

“Then on top of that there were many out-of-stocks due to the increased demand, which put pressure on us to find alternatives for our customers,” said Lisa Ham, director of merchandising and space planning for Fort Worth, Texas-based Yesway, which owns and operates more than 400 c-stores in nine states. “Between the cold medicine and children’s analgesic shortages, we’ve had to be nimble and quick to act in our substitutions for our customers.”

IRI data showed children’s internal analgesics jumped nearly 34% in a year-over-year comparison for the 52 weeks ending Jan. 1, 2023. Unit sales climbed an estimated 25%.

In addition to treating illnesses, consumer interest in products that promote everyday health continues to grow. Mintel research showed that more than 68

CSTORE DECISIONS •

March 2023

Cosmetic Products Offer Opportunity Cosmetic sales saw a big uptick at c-stores in 2022, with eye cosmetics up 65% in unit sales and 53.7% in dollar sales and lip cosmetics up a whopping 161.2% in unit sales and 61.3% in dollar sales. Among health aids, weight control products saw a 12.1% rise in unit sales and 21.5% growth in dollar sales.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Internal Analgesics

$399 M

0.4%

117 M

-8.7%

$3.42

10.0%

Upper Respiratory

$333 M

11.2%

91.4 M

3.4%

$3.64

7.5%

Vitamins

$429 M

10.1%

45.0 M

3.5%

$9.53

6.3%

Weight Control

$459 M

21.5%

118 M

12.1%

$3.89

8.3%

Shampoo

$6.09 M

12.7%

1.14 M

-4.3%

$5.36

17.8%

Hair Conditioner

$922,999

-22.0%

207,043

-22.2%

$4.46

0.3%

Cosmetics — Eye

$26,775

53.7%

8,701

65.0%

$3.08

-6.8%

Cosmetics — Facial

$29,007

124.8%

6,521

37.1%

$4.45

64.0%

Cosmetics — Lip

$126,484

61.3%

44,809

161.2%

$2.82

-38.2%

Cosmetics — Nail

$6.70 M

-5.8%

2.96 M

-10.0%

$2.26

4.6%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

40% of individuals born after 1980 invest in items that enhance mental health, enhance mental sharpness and improve memory. For example, unit sales of liquid vitamins and minerals in c-stores increased 23.7% throughout 2022.

HBA’s beauty segment, however, offered mixed results. For example, IRI reported eyeshadows as a whole boasted 319% dollar sale gains and a 179% increase in unit sales, while mascaras and nail cosmetics both posted losses in dollar sales. Haircare experienced ups and downs that varied vastly between brands. Interestingly, though, Ham said she is paying more attention to this product family this year.

“For 2023, there are a couple of unique products we will be adding to our planogram, with the biggest

change being the addition of dry shampoo. With our stores operating in rural areas, where they tend not to have a great assortment of products due to the lack of retail, offering customers dry shampoo can be a big time saver,” she said.

At the Army & Air Force Exchange Service, a retail business that exclusively serves U.S. military personnel and their families on bases around the world, Kye Corn, divisional merchandise manager, health and beauty care, agreed this is one of the areas primed for more promotional attention.

“Product segments that the merchandising teams are reacting to and are important to the growth of health and beauty aids in 2023 include clean beauty, at-home treatments for hair and skin, and men’s grooming,” said Corn. cstoredecisions.com

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Tobacco | Cigarettes

Tiered Trends Shake Up Cigarette Sales Inflation is adding another challenge to c-stores’ cigarette category.

sider it this year if we continue to get requests for them,” he explained.

Cigarettes pulled in nearly $55 billion for convenience stores in 2022, per IRI, a Chicago-based market research firm. That total once again qualifies the segment as the undeniable top tobacco/nicotine category performer. But slipping unit sales, down 8.1% for the year, also show that the category continues to shrink.

It’s a market condition familiar to category managers. Last year, though, record-breaking inflation threw a major curveball at them.

Per IRI data, cigarette price per unit jumped nearly 5% last year, and those increases pushed customers to alter buying habits. According to the Goldman Sachs “Nicotine Nuggets” Q4 survey, smokers are cutting back from cartons to single packs or switching to less expensive non-combustible options. More than 40% of c-store respondents replied that premium cigarette brands lost ground in the last few months of 2022.

“Our total cigarette sales were down a few percent in 2022, but our lower-end options of Pall Mall and Lucky Strike were up,” said Sean Bumgarner, vice president for Scrivener Oil Co., which runs 12 Signal

A point of good news for the category came in December when the U.S. District Court for the Eastern District of Texas ruled the Food and Drug Administration’s (FDA) 2020 mandate for promotions, including those created by retailers, to prominently display a graphic cigarette health warning violates free speech protections and rescinded it. Cigarette manufacturers still must print warnings on packaging.

Of course, the big news for 2023 is what will be the future of menthol and nicotine in cigarettes.

“We are closely monitoring FDA activity knowing that a final rule on menthol cigarettes and flavored cigars is likely to come this year. In addition to its activity on menthol, the agency announced plans to publish a proposal substantially limiting the amount of nicotine in cigarettes as early as May 2023,” said Anna Ready Blom, director of government relations for the National Association of Convenience Stores (NACS). “This is very concerning for convenience store retailers, who are responsible sellers of tobacco products, because this type of regulatory action threatens to unlevel the playing field and market as we know it.”

REGULATORY WATCH

Food Stores in Missouri.

Even with inflation falling for the past six consecutive months and job creation up — conditions that historically led to more premium purchases — worries of a recession linger. Therefore, Bumgarner hasn’t ruled out adjusting his backbar to make more room for less expensive options.

“Missouri is a large fourth-tier cigarette market. We do not currently carry fourth-tier, but (we) may con-

Cigarette Sales Drop Unit sales of cigarettes fell 8.1% in 2022, per IRI. Thanks to a price per unit increase of 4.9%, dollar sales declined only 3.6%.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Cigarettes

$54.5 B

-3.6%

6.35 B

-8.1%

$8.58

4.9%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Tobacco | Cigars

Cigars Await Possible Flavor Bans Cigars may not be firing up the backbar, but steady sales are bracing the segment ahead of possible flavor bans.

Manufacturing and distribution slowdowns during the first few years of COVID-19 impacted many product lines, but none in the tobacco/nicotine category was targeted to the extent that cigars experienced.

Convenience stores throughout the country struggled to get product to replenish backbars. At times, consumers had to set aside brand loyalty for what limited inventory offered.

By this time last year, supply chains were flowing better, but not yet fully recovered to pre-pandemic levels. Stores still dealt with distribution lags. Now, finally, that appears to have been corrected and impediments to routinely replenishing cigar inventories basically have dissolved.

“Even though the category in 2022 had a slight negative growth in many of our markets, overall, the cigar selection improved toward the end of 2022,” said Jeremy Weiner, category director of cigars and premium products for Smoker Friendly, which operates 290 stores in 13 states.

The Boulder, Colo.-based company also operates Payless Cigars & Pipes and Rocky Mountain Cigar Festival.

Research firm IRI indicated nationwide cigar sales in U.S. convenience stores ended the year pretty much where they began, with only a 1% drop in unit sales and measurably no change in dollar sales. The good news for stores and consumers is that cigars’ price per unit inched up only 1% last year.

Food and Drug Administration announced it is exploring the prohibition of cigars in flavors other than tobacco. It is expected to announce a decision by summer.

“NYACS is strongly opposed to the proposal to ban flavored tobacco products in New York state and to raise taxes on cigarettes an additional $1. Prohibitionist policies and regressive taxes such as this will only hurt small businesses, strengthen the illicit underground market, eliminate jobs and have no meaningful health impact on adults or children,” said Kent Sopris, president of the New York Association of Convenience Stores (NYACS).

If bans are implemented at either level, the action would disproportionately affect c-stores due to the prevalence of cigarillos and multipacks of little cigars sold in this channel. Without cigarillos, however, there could be more room to expand premium offerings. Weiner believes this could be a welcomed opportunity to attract customers who may not have previously considered cstores as a cigar source.

“It is still a very viable category for our company and for many of our competitors,” he said.

FLAVOR BAN WOES

Sales for the rest of 2023, however, may hit some regulatory roadblocks. Last month, New York Governor Kathy Hochul proposed a ban of all flavored tobacco products, including cigars and cigarillos. This follows in the footsteps of California’s recently enacted statewide ban and could foreshadow a federal action. Last year, the

Cigar Sales Roll in Flat Cigars saw dollar sales of $4.02 billion in 2022, down 0.1%, while unit sales rang in at 2.36 billion, a 1.0% dip over the previous year, per IRI. Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Cigars

$4.02 B

-0.1%

2.36 B

-1.0%

$1.71

1.0%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Tobacco | Smokeless

Smokeless Leads OTPs Without a doubt, modern oral nicotine products, especially pouches, shone the brightest within the tobacco/nicotine category for convenience stores throughout 2022.

According to IRI, a Chicago-based market research firm, units of spitless tobacco grew by more than 31% for the 52 weeks ending Jan. 1, 2023. Consequently, dollar sales also jumped nearly 34%, while the price per unit barely inched upward, even with inflation. Market analysts point to three key factors buoying this other tobacco product (OTP) segment: curiosity, poly-usage and heavy promotional campaigns from manufacturers.

“In addition to being smoke free and more interesting than cigarettes is the range of nicotine concentrations, from three milligrams up to 15 milligrams,” said Alex Clark, CEO, Consumer Advocates for Smoke-free Alternatives Association. “While it appears that most consumers prefer something in the range of three milligrams to six milligrams, the fact that people who smoke can choose a retail nicotine product that’s more satisfying than replacement therapies could be a boon to more people quitting smoking.”

DEMOGRAPHIC SHIFTS

Like snus, nicotine pouches offer a spitless option, which makes them more attractive to a broader customer base compared with traditional moist chew or snuff. On a National Association of Tobacco Outlets (NATO) webinar, Goldman Sachs’ Senior Financial Analyst Bonnie Herzog said nicotine pouches appeal to a younger, urban, educated demographic. Having different nicotine usage options, particularly with public use restrictions, contributes to the increases in unit sales.

“We have a growing demographic in females 18 to 45 and college students, primarily female. Our plans within this category will revolve heavily around those two demographics. Our business partners are lined up with our plan, and we look for nice improvement in both customer count and basket increase,” said Ryan Suttles, director of operations for Curby's Market Express. The Lubbock, Texas-based business opened its first site last year and has plans to debut two more in the coming months.

However, in the Goldman Sachs “Nicotine Nuggets” Q4 survey, c-store respondents expressed concern that some pouch brands may lose a bit of luster this year if manufacturers pull back on promotions.

Clark also suggested new state and federal oversight could affect OTP. “Policy and regulations around modern oral nicotine are moving in the same direction as rules about vaping,” he explained. “Concerns about youth use, including flavors and nicotine concentrations, are being used to justify severely limiting access to safer nicotine products. Retailers should be on the lookout for any legislation proposing to ban flavored vapor products and menthol cigarettes. It’s likely that these bills already contain language banning flavored nicotine/tobacco products. If not, there’s a good chance it will be added.”

Spitless Tobacco Sales Soar Spitless tobacco dollar sales rose 33.9% in 2022, while unit sales grew 31.6%. Meanwhile, chewing tobacco dollar sales dipped 1.5% for the same period, with unit sales down 8.4%.

Dollar Sales

Dollar Share of Category

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Smokeless Tobacco

$8.92 B

4.3%

100.00

0.00

1.40 B

-0.1%

$6.37

4.5%

Chewing Tobacco/Snuff

$7.04 B

-1.5%

78.89

-4.66

1.02 B

-8.4%

$6.92

7.6%

Spitless Tobacco

$1.89 B

33.9%

21.11

4.66

384 M

31.6%

$4.91

1.8%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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HOT

OFF

THE SHELVES!

­

WARNING: This product can expose you to chemicals including tobacco smoke, which is known to the State of California to cause cancer and birth defects or other reproductive harm. For more information go to www.P65Warnings.ca.gov.

Smoking cigars causes lung cancer, heart disease, and emphysema, and may complicate pregnancy.

Tobacco | Roll-Your-Own

Is a Resurgence Ahead for RYO Tobacco?

Legalized cannabis, herbal options and increasing cigarette costs could work in favor of the roll-your-own (RYO) tobacco category in 2023.

The RYO segment has always been a small player in the overall tobacco category. The $35.8 million generated by RYO tobacco sales in 2022 is a pittance of the nearly $55 billion attributed to cigarette sales, per IRI, a Chicago-based market research firm.

For some convenience stores, the subcategory is a courtesy to satisfy a unique customer demographic that prefers to roll their own cigarettes than buy mass-produced cigarettes.

Tobacco/nicotine category managers keep rolling papers, loose tobacco and filters on hand, but don’t expect a lot of change in profit margins year over year. At least, that’s the case for The Rutter’s Cos., a York, Pa.-based retailer that owns and operates 78 stores in Pennsylvania, Maryland and West Virginia.

“But as with any category segment, we’ll continue to evaluate RYO

tobacco to make sure it has the appropriate presence,” said Chris Hartman, vice president of fuels, advertising and development.

HERBAL OPPORTUNITY

For other convenience stores, especially those located in states where recreational cannabis use by adults has been legalized, the niche category is gaining prominence. The cannabis market creates a customer base that prefers to fill papers with cannabis or herbs, including such options as lavender, rosemary and sage.

A Gallup poll last summer revealed that nearly one-third of adults younger than 35 admit to smoking marijuana. Among adults between the ages 35 and 54, 16% have used cannabis.

A Future Marketing Insights (FMI) review of the rolling papers sector also suggested the marketplace is breaking traditional boundaries. Not only is the customer base multiplying, but also manufacturers offer a greater variety of papers.

Since the 1800s, rice has been a primary source worldwide for rolling

papers. Wood pulp and even flax are other common sources, too. Hemp, however, has emerged as a preferred choice these days. FMI calculated hemp held approximately 60% of the total market share last year, citing customers’ attraction to better taste and burning capacity. Producers are adding flavors as well, including chocolate, coconut and cherry.

At the moment, lawmakers have not targeted flavored papers in their state or proposed federal flavored tobacco bans.

INFLATION DRIVES INTEREST

Of course, when the price per unit for packaged cigarettes goes up by nearly 5%, as it did in 2022 per IRI, then smokers begin looking to save their pennies and RYO becomes a more economic option.

Jon Manuyag, director of marketing for Plaid Pantry, which operates 108 c-stores in the Pacific Northwest, said budget concerns drove up interest in alternatives last year.

“Even pipe/cigarette tobacco are seeing strong sales, 16% growth, due to inflationary pressures from cigarettes,” he noted.

Roll-Your-Own Tobacco Sales Decline Roll-your-own tobacco dollar sales fell 11.3%, with unit sales dropping 16.2% in 2022, per IRI.

Dollar Sales

Dollar Share of Category

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

All Other Tobacco Products

$114 M

-7.6%

100.00

0.00

11.7 M

-9.6%

$9.73

2.2%

Pipe Tobacco

$78.3 M

-5.8%

68.61

1.30

8.00 M

-6.1%

$9.79

0.3%

Roll-Your-Own Tobacco

$35.8 M

-11.3%

31.39

-1.30

3.74 M

-16.2%

$9.58

5.9%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Tobacco | Vape

Vape Defies Odds MIXING UP THE BACKBAR

While the vape segment still faces a vexing regulatory environment, sales are delivering for c-stores.

It’s developments like these that have category managers contemplating planogram revisions. With vape sales at Twice Daily and Sudden Service c-stores finishing the year with double-digit gains, Tri Star Energy’s Merchandising Manager Rick Staley is mixing up the backbar.

“I am expanding on disposable e-cigarettes, nicotine pouches and new non-tobacco products that seem to be hot now and moving JUUL up higher on the rack,” he stated.

Eric Pewterbaugh, category manager for RaceTrac, which operates 558 stores throughout the South, also hopes better visibility for vape will reinforce crosscategory engagement among tobacco/nicotine consumers.

“A key item to look forward to will be the return of promotional activity from JUUL that coincides with the brand recognition growth of Vuse. This provides a dual opportunity for volume growth, as well as an advantageous assortment proposition for consumers,” he said.

Even more so, Pewterbaugh believes inflation will drive smokers to consider vape options.

“In 2023, we will see how the impact of cigarette pricing versus other tobacco products accelerates the consumer’s conversion journey. The data reveals that dual- and polyusers are transitioning away from combustibles to other tobacco products,” he explained. “Despite regulatory threats, vapor sales continue to grow nationally. Vapor as a category is here to stay.”

By September 2021, the Food and Drug Administration (FDA) claimed to have received 8.9 million pre-market tobacco applications (PMTAs), mostly for e-cigarettes, vape products and e-liquids. Although the agency has decided on 96% of the submissions, an estimated 329,000 remain under review with decisions expected later this year, including a reassessment of JUUL products after initially denying the one-time category leader future retail sales.

While this was all unfolding, Vuse, by R.J. Reynolds Vapor Co., moved into the top position and remains there today. According to NielsenIQ data, as reported by Goldman Sachs, the brand accounted for 36.6% of market share for the 52 weeks ending Jan. 28, 2023. Then came the news in late January that the FDA issued marketing denial orders for Vuse Vibe Tank Menthol 3.0% and Vuse Ciro Cartridge Menthol 1.5%. The action meant c-stores had to immediately pull those specific items from shelves. It also verified the FDA’s declared intent to ban menthol tobacco/nicotine items.

Despite all the happenings on the regulatory front, electronic smoking devices produced an acceptable performance in 2022. IRI, a Chicago-based market research firm, lists dollar sales for the 52-week period ending Jan. 1, 2023, at 9.3%, although price per unit increased by 14%.

Unit Sales of Electronic Smoking Devices Dip Electronic smoking device dollar sales rose 9.3% in 2022, while unit sales declined 4.2%. Price per unit grew 14% for the period.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Electronic Smoking Devices

$6.93 B

9.3%

438 M

-4.2%

$15.82

14.0%

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Tobacco | Accessories

Accessories Adjust to Market Trends The average American tobacco/nicotine user no longer presents a one-dimensional profile, sticking to a single type of product.

Now there are dual- and poly-usage customers who combine cigarettes with modern oral nicotine products.

Plus, there are tobacco/nicotine users who have entered the cannabis market. These changes have significantly altered, and broadened, the demographic for accessories.

“Alternative accessories, including grinders and pipes, continue to be in high demand amongst our customers,” said Tim Greene, category manager for general merchandise and tobacco, Smoker Friendly. Its parent company, the Cigarette Store Corp., operates more than 150 cstores, cigar lounges, liquor stores and more.

According to IRI, a Chicago-based market research firm, spitless tobacco products, such as nicotine pouches, was the strongest performer in the overall tobacco/nicotine category for U.S. convenience stores for the 52 weeks ending Jan. 1, 2023. The only other tobacco subcategory to boast jumps in both dollar and unit sales was accessories, 4.7% and 1.7%, respectively.

Per IRI definitions, the tobacco accessories classification includes pipes, and that could explain why it has grown over the past year compared with lighters and matches.

Lighters fell more than 3% in dollar sales and dropped more than 7% in unit sales. Matches were down even more in 2022, -13% and -28.7%, respectively.

CATEGORY CHANGES

Last spring, Allied Market Research (AMR) published an analysis of the global smoking accessories market and listed water pipes, which includes bongs and hookahs, as the leading product line. It also highlighted grinders as having the potential to generate a compound annual growth rate (CAGR) of 9% between 2021 and 2030. Of course, in the U.S., much of the progress can be attributed to greater legalization of cannabis.

Over the past 10 years, 21 states and Washington, D.C. have legalized the recreational use of cannabis by adults aged 21 and older. It’s a movement many believe will gain favor in more states. Fortune Business Insights predicted the cannabis market is primed for substantial growth: a CAGR of more than 32% for 2021–2028.

This momentum should further open up the market for all kinds of pipes and grinders, but also rolling papers, which are used by both tobacco smokers and cannabis customers. Even vaping devices can be used with cannabis and herb products in addition to e-liquids. AMR predicted the smoking accessories market could experience a 6.5% CAGR between 2021 and 2030.

Perhaps most encouraging to the convenience store industry is that AMR researchers anticipate offline retailers, such as convenience stores, to account for the largest share of purchases in the coming years, offering an opportunity to grow the category.

Lighter Sales Dip as Prices Rise Dollar sales of lighters fell 3.2% while unit sales dropped 7.6% in 2022, as prices rose 4.8% during the period. Matches saw the greatest price increase at 22.0%, with dollar sales down 13.0% and unit sales falling 28.7%. Overall, the smoking accessories category saw dollar sales rise 4.7% while unit sales were up 1.7%.

Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Smoking Accessories

$496 M

4.7%

232 M

1.7%

$2.14

2.9%

Lighters

$613 M

-3.2%

300 M

-7.6%

$2.04

4.8%

Matches

$279,073

-13.0%

150,791

-28.7%

$1.85

22.0%

Current

1-Year % Change

Current

1-Year % Change

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023.

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CBD | Hemp & CBD

CBD Awaits FDA Direction Consumers continue to demand cannabidiol (CBD) products in c-stores for their numerous benefits even though regulations are underway.

The CBD industry has gained attention from consumers and retailers over the past few years. CBD is touted for its perceived health benefits, including relief for pain and anxiety, weight loss and heart health, among others, and can be consumed in a variety of ways or topically applied through skin care products.

Nonetheless, the Food and Drug Administration (FDA) in January announced that CBD can’t be considered as a dietary supplement or food additive until the FDA finds a new pathway for regulating CBD products, noting it was prepared to work with Congress on the matter. This makes CBD’s future uncertain as retailers await further direction from the FDA. CBD SALES SHIFTS

Revenue in the cannabis market is projected to reach $47.20 billion in 2023. It is expected to show an annual

growth rate of 12.69%, resulting in a market of $76.12 billion by 2027, according to a recent report from Statista.

“For the last few years, we have seen a marked increase in CBD in everything from shampoo, conditioner, lotions, foods, beverages and supplements,” said Leah Heise, constellation advisor for Kearney, a global strategy and management firm. “The demand for CBD products has risen markedly over the last few years, and economic projections continue to put the industry at a greater than 25% growth rate year over year.”

IRI data saw big dollar sales declines for CBD category leader vitamins, which fell 38.1% in 2022, while beverages fared better. CBD sports drinks were up 269.6%. Bottled juices (up 16.4%) also saw dollar sales increases. Smokeless tobacco (up 37.2%) and electronic smoking devices (up 41.9%) enjoyed sales lifts.

CBD-infused beverages are becoming a hot commodity for c-stores.

“It appears CBD beverage options will continue to spark interest and grow as a category, with the bulk of buying being convenience-oriented

for near-term consumption,” said Jonah Ellin, chief product officer at 1010data, a retail analytics firm.

These CBD customers are often seeking items that have a health halo.

“As consumers become more focused on their health and wellness, they are searching for products that are not filled with sugars, artificial sweeteners and preservatives,” said Heise.

Even though CBD products in cstores are doing well overall, pending regulation from the FDA is causing challenges for retailers.

“Retail outlets will be challenged to keep pace with changing rules, as well as changing consumption patterns as new trends span all channels,” said Ellin.

While the FDA works to determine new rules for CBD, retailers should help educate consumers on CBD and its benefits to drive sales.

“There is a high degree of confusion surrounding the legality of CBD and what it is,” said Heise. “It is time for the government to clear up the confusion.”

CBD Products See Mixed Results at C-Stores CBD products at c-stores saw mixed results for the 52 weeks ending Jan. 1, 2023, per IRI. Ready-todrink tea/coffee, bottled juices and sports drinks containing CBD saw gains, as did electronic cigarettes and smokeless tobacco, while vitamins, bottled water, non-chocolate candy and external analgesic rubs saw dollar sales declines.

Source: IRI OmniMarket Convenience Outlet, Total U.S. Convenience data for the 52 weeks ending Jan. 1, 2023

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Dollar Sales

Unit Sales

Price Per Unit

Product

Current

1-Year % Change

Current

1-Year % Change

Current

1-Year % Change

Total Store

$19.6 M

-38.1%

2.8 M

-35.1%

$6.89

-4.6%

Vitamins

$6.41 M

-51.2%

599,143

-54.0%

$10.70

6.0%

Bottled Water

$3.30 M

-5.4%

769,635

-5.9%

$4.28

0.6%

Electronic Smoking Devices

$2.75 M

41.9%

111,524

26.0%

$24.65

12.6%

Non-Chocolate Candy

$1.22 M

-17.8%

239,527

8.8%

$5.10

-24.5%

External Analgesic Rubs

$1.02 M

-56.7%

72,170

-56.8%

$14.16

0.3%

Smokeless Tobacco

$1.02 M

37.2%

135,303

36.1%

$7.52

0.8%

Tea/Coffee — Ready-to-Drink

$326,968

3.5%

61,987

10.5%

$5.27

-6.3%

Bottled Juices — SS

$283,830

16.4%

55,852

15.1%

$5.08

1.1%

Sports Drinks

$77,981

269.6%

13,866

235.2%

$5.62

10.3%

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Prepaid | Technology

C-Stores See Rise in Gift Card Sales Customers are increasingly turning to gift cards and prepaid cards.

The global gift card market is expected to reach $2.1 billion by 2030, growing at a compound annual growth rate (CAGR) of 8.3% from 2022 to 2030, according to Next Move Strategy Consulting.

Still, the recent “Gift Solutions: 20th Annual Prepaid Consumer Insights Survey” by Carat from Fiserv found 35% of U.S. consumers said they were buying fewer gift cards due to inflation. However, c-stores don’t seem to be feeling the dip.

“Over recent years, we’ve seen a rise in the use of prepaid cards for convenient and secure payments,” said Ginny Holmes, director, digital transformation for Pilot Co., which operates 800 locations, 750 of which are part of its Pilot Flying J Travel Center network, in 44 states and five Canadian provinces. “With features like budget controls, reward programs and effortless reloading options, it’s no surprise people are increasingly turning to these innovative solutions.”

At Pilot Flying J, guests can find Greendot and Netspend prepaid cards, as well as retailer-specific gift cards. The cards are merchandised on a rotating display situated at the front of the store close to the checkout area. It’s expanding its eGift card program to include more designs and customization options.

Customers can purchase digital or e-gift cards on Pilot’s website or in its mobile app.

“We have seen great success with our eGift card program, which has been popular over the last year for both B2C and B2B bulk purchasers,” cstoredecisions.com

Holmes said.

“Digital gift cards and the ‘Pay’ feature in our app have become especially popular amongst our guests and fleet customers due to their convenience and mobility, allowing them to conveniently utilize funds instantly via email or app,” Holmes added.

Whether customers select a digital or physical gift card, either can be loaded into the myRewards Plus app and used for contactless payment at Pilot locations.

CONVENIENCE & FLEXIBILITY

Go Time, which operates eight convenience stores in Kentucky, saw a big increase in gift card sales at its stores in 2022. The company offers its own line of Go Time gift cards through its loyalty program provider and features them on a display behind the counter.

“It seems customers just want flexibility on what they are able to purchase in-store with gift cards,” said Lacey Dixon, marketing director for Go Time, adding that Go Time

doesn’t put limits on what customers can purchase using the gift cards.

Holmes added that convenience is key for customers in the gift card segment. In 2023, Pilot plans to make it even easier for guests to buy Pilot Flying J gift cards by expanding its program into mass market and general stores.

Both Holmes and Dixon expect gift card sales to be up in 2023.

“We believe that the overall demand will continue to rise, which, in turn, will lead to more guests using and purchasing prepaid and gift cards,” Holmes said. “We anticipate that the convenience of digital gift cards will also remain very attractive to consumers since they are so quick and easy to share with someone.”

Gift Card Purchases Decline

While c-stores have seen positive gift card trends, a recent report found gift card purchases trended downward in 2022, with one-third of customers blaming inflation for fewer gift card purchases. Overall, 56% of U.S. customers bought the same amount or more gift cards in 2022 compared to the previous year, down from 73% of customers in 2021.

Purchasing Patterns by Gift Card Type

2019

2021

2022

Purchasing the same or more physical cards

80%

69%

59%

Purchasing the same or more digital cards

86%

68%

59%

Source: “Gift Solutions: 20th Annual Prepaid Consumer Insights Survey,” by Carat from Fiserv March 2023 • CSTORE DECISIONS

83

Technology | Loyalty

Personalization Builds Relationships in Loyalty Loyalty programs used to be a punch card and a phone number. But while physical cards have been generally replaced by mobile apps, the importance of loyalty programs remains.

“Having a loyalty program is a way to direct market to consumers, and most retailers have a measurable difference in visits and basket size for customers that are part of a loyalty program than those that are not,” said Peter Rasmussen, CEO of Convenience and Energy Advisors.

Convenience stores are well-suited to loyalty programs because of their existing customer base.

“C-stores have an advantage in capturing consumer loyalty as we are one of few industries that people frequent multiple times a week to grab their everyday essentials,” said Jon Bunch, director of marketing and business development at Huck’s Market, which recently launched a new loyalty program across its more

than 100 locations in Illinois, Indiana, Missouri, Kentucky and Tennessee.

Huck’s chose to develop an apponly program to attract customers more accurately and more frequently.

“The key driver for launching a loyalty program was building a connection between the brand and our customers where we could easily deliver value and reward our most loyal customers and increase customer lifetime value,” Bunch said.

CREATING CONNECTIONS

Building that connection meant bringing in technology to meet customers where, when and how they want to be met.

“Leaders are finding ways to augment traditional loyalty cards with QR codes and near field communication (NFC) features,” said Perry Kramer, managing partner of Retail Consulting Partners, a retail management consulting firm. “The customer may forget or misplace their loyalty card, but they rarely forget their phone. This is a key component of digitizing loyalty.”

The most common key performance indicators tracked by companies with a loyalty program: Reward redemption rate

86.1%

Loyalty program adoption rate

86.1%

Repeat purchases

82.6%

Incremental sales generated by the loyalty program

80.2%

Customer lifetime value

79.1%

Churn reduction

65.1%

Referral and advocacy scores such as Net Promoter Score (NPS)

64% 46.5%

Acquisition cost vs. retention cost ratio Source: Antavo Global Loyalty Report 2023

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But to work properly, loyalty programs need to focus on 1-to-1 marketing, not one-size-fits-all.

“Gone are the acceptable days where the app sent out a free cup of coffee for your birthday,” Rasmussen said. “The future is continued efforts on personalization, creating a deeper connection with consumers and having ways to direct-market to them.”

Other trends include gamification and ordering.

“Gaming is becoming a growing piece — somebody can play a proprietary game on an app and can earn points or free products,” Rasmussen said. “We’re starting to see subscription services like coffee and integration of ordering where you could have the ability to order on the app.”

Whether you choose an app or physical card, the main advice for building a loyalty program is to make it personal.

“Loyalty programs are here to stay and will continue to grow,” Kramer said. “The more successful and personalized loyalty programs become the more they will become ingrained in consumers’ daily routines.”

Primary customer loyalty focus in light of the inflation crisis and potential recession among companies with a loyalty program: Member communication and relationships

33.6%

Transactional loyalty

33.2%

Emotional loyalty

26.9%

Member acquisition 6.3% In total, member communication & relationships, transactional loyalty and emotional loyalty add up to 93.7%, underlining the market’s interest in activities around customer retention.

cstoredecisions.com

Electronic Payments | Technology

Expanding Electronic Payments C-stores are expanding mobile and contactless payment options for customers in 2023 as they look to stay at the forefront of electronic payment innovation.

Retail Consulting Partners, agreed that the use of tap and contactless technology is growing as a preferred payment method.

“This is becoming a must-have for speeding up the checkout process at the point of sale (POS),” he said.

Quick Track works to offer a “Currently, we are witnessing a rise “seamless and hassle-free” payment in contactless payments and biometexperience with a range of electronic ric technology in the c-store industry,” payment options, including mobile said Suraz Kayastha, information ofwallets like Apple Pay and Google ficer for Quick Track, which operates Pay, self-checkout, and delivery sermore than 114 stores across several vices that accept mobile payments. states. “Consumers are demanding “Our partnership with leading fuel a fast, secure and flexible payment companies enables us to accept difoption, and these technologies are ferent forms of payment, making it fulfilling that need.” easier for our customers to purchase What’s more, customers want the fuel,” Kayastha added. “Our ultioption to pay in-store or online using mate goal is to simplify the checkout their preferred method, he added. process for our customers, providing Perry Kramer, managing partner at them with a frictionless experience.”

Acceptance of Alternative Payment Types Apple Pay and Android Pay are the alternative payments most offered by retailers, followed by PayPal.

■ Currently accept ■ Accept within 12 mos. ■ Accept within 2 years ■ Wait and see approach

68%

Apple Pay Android Pay

64%

PayPal

60%

Buy Now Pay Later

40%

Samsung Pay NFC

36%

(Klarna, AfterPay, etc.)

8% 24%

20%

12%

4%

16%

44%

24%

4%

48%

Private (retailer brand) Closed Loop Payments

21%

8%

71%

MasterCard PayPass

16%

4% 8%

72%

WeChat Pay / Alipay

12%

8% 4%

76%

8% 12%

16%

36%

24%

(Bitcoin, etc.)

8%

12%

Visa Checkout

Crypto Currency

12% 8%

12%

80%

Source: Retail Consulting Partners. Information collected in Q3 of 2022, as part of the “2022 POS & Customer Engagement Report” cstoredecisions.com

INTEGRATING PAYMENT CAPABILITIES

Some 72% of retailers accept some type of near field communication (NFC) payment today, Kramer noted.

“However, approximately half of them indicate that they have an opportunity to improve the NFC process,” he said.

Kramer added that Apple Pay and Samsung Pay have both grown as accepted tenders over the last few years. More than 70% of retailers accept at least one of them.

In 2023, Quick Track plans to introduce a new in-app payment system that will enable customers to pay for fuel directly from the app at the pump, providing a secure and convenient payment experience without the need for retailer hardware.

“I think it’s important to note that in this digital-first world, security and privacy are of utmost importance,” Kayastha said. “At Quick Track, we understand this and have implemented measures to ensure the protection of our customers’ data.”

Integrating payment capabilities into mobile apps and websites to allow customers to order ahead represents a second area of growth for c-stores, Kramer pointed out.

“C-stores will want to continue to focus on best practices in this area to minimize fraud, chargebacks and interchange rates, as well as storing a customer profile to reduce friction and transaction time,” he said.

“To reduce labor, increase customer satisfaction and increase loyalty, retailers need to focus on continuing to make the checkout faster and frictionless,” Kramer said.

“This includes finding the right mix of contactless payments, self-service, self-checkout and enabling great payment experiences in their orderahead applications.”

March 2023 • CSTORE DECISIONS

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Technology | Security & Cash Management

Technology Boosts Loss Prevention Resources Technology is giving c-store owners more resources in the battle for better store security.

Smart safe technology — smart in that it connects the internet, point-of-sale (POS) stations, cash management technology and back-office systems — automatically accepts, validates, records and stores cash. Its use is on the rise among c-store operators today, as it keeps pace with the increasing demand for automation and optimization of working capital and the need to predict cash flow.

Remote monitoring that can update systems and correct errors is also helping to spur its expansion.

Nissan Koroghli, a 7-Eleven franchisee with one heavily trafficked store near the famed Las Vegas Strip, emphasized the need to keep abreast of the latest advancements in smart safe technology.

“It is especially important in the c-store environment,” he said. “We do a lot of money orders and cards, and we get big bills. Being able to track each type of bill definitely helps out.”

Koroghli said he has come to depend on the many benefits of smart safes every day, which include securing cash, lowering banking fees, improving labor efficiency, quickening access to working capital and increasing both visibility and accountability. He cited Straits Research projections that the global smart safe cash management market is expected to reach $81.30 billion by 2030.

For c-store veteran Amer Hawatmeh, who now operates a Coast to Coast Bodega in Santa Clarita, Calif., remote access is the technology that he finds most useful for managing loss prevention today.

“Technology is becoming faster and more intense every day with ease and efficiency,” he said. “One can almost do everything but the physical labor needed to run a store on one’s phone or iPad.” ENHANCING SECURITY

Jack Hayes, the principal of Jack L. Hayes International Inc., a loss-prevention consulting firm, said he sees retailers using technology to enhance security in a variety of ways in 2023, including: fewer cash transactions, and hence more trackable electronic ones; better fraud prevention with additional technology at the POS; updated POS software, which will create fewer opportunities for theft; and increased use of closed-circuit television.

The National Retail Federation’s (NRF) “2022 Retail Security Survey: The State of National Retail Security 86

CSTORE DECISIONS •

March 2023

Loss Prevention Budget Changes in 2022 In response to a National Retail Federation survey, some 44.5% of respondents reported that their 2022 loss prevention/asset protection budgets were increasing compared to the previous year.

Response Increasing by more than 25%

Percentage of Respondents 3.2%

Increasing by 10 to 24.9%

12.7%

Increasing by 1 to 9.9%

28.6%

Remaning the same

47.6%

Decreasing by 1 to 9.9%

3.2%

Decreasing by 10 to 24.9%

3.2%

Decreasing by more than 25%

1.6%

Source: National Retail Federation, “2022 Retail Security Survey: The State of National Retail Security and Organized Retail Crime”

and Organized Retail Crime” made it clear retailers face security-related challenges on many fronts.

“Most of the retailers surveyed report in-store, e-commerce and omnichannel fraud are all on the rise,” the report noted. “The majority of respondents also reported that guest-on-associate violence, external theft, ORC (Organized Retail Crime) and cybercrimes have become higher priorities for their organizations.”

Retailers are devoting considerable resources to preventing the victimization of their employees, guests and organizations, the report noted. “They are boosting their budgets for loss prevention and technology, and 52.4% are increasing budgets specifically for capital and equipment.”

Retailers are also implementing a variety of technological solutions, from artificial intelligence-based video analytics at the POS/self-checkout to self-service locking cases, autonomous security robots and license plate recognition.

cstoredecisions.com

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713-435-6700

2/15/23 9:36 AM

Technology | POS and Back Office

Retailers Investing in POS Solutions The point-of-sale (POS) and back-office infrastructure at convenience stores continues to evolve with a shift to cloud computing on the backend and a move toward software upgrades at the POS. Mike Wilson, chief operating officer at Cubby’s Inc., which operates 41 c-stores in South Dakota, Iowa and Nebraska, continues to see “a push toward cloud computing, which allows us to access data through internet on demand and helps us reduce our dependency on IT infrastructure.”

Perry Kramer, managing partner at Retail Consulting Partners, noted that migrating the entire POS system to the cloud in a c-store environment poses a range of challenges, so there’s a trend toward moving specific components to the cloud.

Retail Consulting Partners’ “2022 POS & Customer Engagement Report,” which collected responses in Q3 of 2022, found 21% of retailers have moved their pricing data to the cloud, and 28% of retailers are moving some of their central POS components to the cloud.

Kramer sees a wide customer experience gap when it comes to POS systems between the 56% of retailers using POS software over five years old and those that invested in upgrades in the last two to three years.

For 60% of retailers software upgrade or replacement is a top POS priority, according to the “2022 POS & Customer Engagement Report.”

“However, what we see for those that have set POS as a priority is that approximately 25% are able to get the funding or buy-in to get the proj88

8% 7%

CSTORE DECISIONS •

March 2023

Software, Hardware Upgrades Among Top POS Priorities Software and hardware upgrades/replacements and mobile POS implementation/ enhancements are top priorities for retailers.

Omni-channel Capabilities / Integration, like BOPIS or BOPAC

Add/Enhance OMS Integration/Real-Time Product Visibilty

POS PRIORITIES

POS Hardware Upgrade / Replacment

POS Software Upgrade / Replacement

Mobile POS Implementation / Enhancements

Source: Retail Consulting Partners, “2022 POS & Customer Engagement Report,” which collected responses in Q3 of 2022.

ect approved,” Kramer said.

Cubby’s, which didn’t have much technology two years ago, has upgraded its POS and back office, which allows the chain to see real-time data that helps it make better decisions.

Wilson pointed out that technology continues to evolve rapidly, making it challenging for smaller chains to keep up with rate of change without the IT resources of larger chains.

What’s more, as technology better communicates with the POS and back office, an increasing number of fees become associated with them.

“Making sure that you allocate your financial resources to the right product is crucial,” Wilson said.

SELF-CHECKOUT EXPANDS

Cubby’s uses Verifone Commander at the POS and is rolling out Verifone

self-checkouts to several of its busier locations.

“We tested them for six months and found that once our rural customers get past the initial hesitation about 40% of customers prefer them,” Wilson said.

Self-checkout and self-service functions are major trends to watch at the POS in 2023.

“Almost every major and many mid-tier POS software vendors have a commercially available self-service product or one scheduled for release in 2023,” Kramer said. “Some 36% of retailers expect to have some type of self-checkout or self-service in place by the end of 2023. This is also a major area for focus in that two-thirds of the retailers who have implemented self-checkout indicate it needs notable improvement.” cstoredecisions.com

Car Wash | Operations

Car Washes Continue to Thrive With consumers back on the go and needing a clean vehicle, car washes are expected to be popular with drivers in 2023. C-store chains are looking to grow their car wash operations in the year ahead, in terms of both new locations and services, to meet growing customer demand.

After the COVID-19 pandemic caused many customers to reduce their trips over the past three years, drivers are now getting back on the road for more long distance and local trips, increasing their need for car washes.

INDUSTRY GROWTH AHEAD

According to Verified Market Research’s “Global Car Wash Market” report, the car wash market was valued at $35.49 billion in 2021 and is projected to reach $46.73 billion by 2030, growing at a compound annual growth rate (CAGR) of 3.1% from 2021 to 2030.

Soapy Joe’s, which operates 20 locations in San Diego County, is one car wash chain that plans to grow in the year ahead.

Global Car Wash Market Poised for Growth The global car wash industry is expected to grow at a compound annual growth rate of 3.1% through 2030.

Source: Verified Market Research, “Global Car Wash Market,” December 2022 cstoredecisions.com

“Soapy Joe’s will continue to pursue aggressive growth targets for 2023, both in new units added and increasing membership levels at existing sites,” said Anne Mauler, vice president of marketing at Soapy Joe’s.

The convenience that car washes provide customers is one of the main reasons this industry is expected to continue to see growth.

“Customers are increasingly focused on convenience,” said Mauler. “National data shows that people are on the roads as much or more than pre-pandemic levels and need quick, friendly service to fit their lifestyles.”

Chris Romba, senior director for GetGo’s WetGo car wash, agreed that convenience is expected to play a huge role in the industry’s growth in 2023. GetGo, which operates more than 270 c-stores in five states, offers 42 WetGo locations across Indiana, Ohio and Pennsylvania.

“Our guests are wanting convenience, quality and value, and at WetGo, we are proud to be able to offer all of that,” said Romba.

The “Global Car Wash Market” report also stated that the rising inclination of consumers toward speed, convenience and vehicle maintenance is anticipated to propel the market through 2030. Moreover, high demand for professional and reliable cleaning, increasing new car registrations and rising environmental awareness among customers is likely to bolster the market growth.

“As consumers’ pride for having a clean car increases, we’ll see more interest in car washes,” said Romba. “The economics of car washes are favorable. Car wash subscriptions are a great value and can actually save time and money compared to washing your car yourself.”

With new technology and more car washes offering new products and deals that increase the convenience factor, car washes are expected to continue to flourish.

March 2023 • CSTORE DECISIONS

89

Operations | Fuel & Fuel Alternatives

C-Stores Look to the Future, But See Gasoline as King When the average price of gasoline soared past $5 in the summer of 2022, it seemed like the electric-vehicle future might be accelerated. But don’t discount gas just yet.

“The shock and awe of $5-$6 gas has come and gone, and it was a rough couple of months,” said Anthony Perrine, owner of Lou Perrine Gas & Grocery, which operates two stores in Kenosha, Wis. “We were seeing a massive drop in fuel, less transactions, less gallonage.”

Despite that, Perrine said he’s still bearish on fuel because of the high price points for electric vehicles and supply chain issues that affected the availability of parts over the past year.

But as gas vehicles become more efficient, drivers are consuming less gas — 6% less in 2021 than in 2019, according to the U.S. Energy Informa-

tion Administration. Coupled with improving prices on electric vehicles, that could lead to convenience stores looking to other types of gasoline.

“Some things gas stations can do is look for alternative fuel that can be priced lower, like ethanol fuels,” he said. “My new location has E85, and we saw an increase in usage.”

But he cautions against playing the “penny game” of offering lower price points to bring in business.

“I think it’s not good for the industry and not good for individuals,” he said.

ELECTRIC VEHICLE INCENTIVES

While fuel is still king, regulations are making electric vehicles more accessible for buyers, and the Bipartisan Infrastructure Law allocated money for electric vehicle chargers, meaning it could be only a matter of time before more c-stores opt to add chargers. But gas or electric is not an either/or proposition.

“The future is not just electric vehicles. The future is not just gas and diesel,” said Daniel Burrus, CEO of Burrus Research Associates, which monitors global advancements in technology. “We're not getting rid of gas. We're not getting rid of diesel.

We're adding electric.”

While incentives to add electric vehicle chargers may be enticing, Perrine cautions to look at location and offerings. With the time to charge more than 30 minutes, stores need amenities to not only keep drivers busy, but interested in coming in.

“I think you’ve got to have a foodservice component,” Perrine said.

“Some of these states that have gaming — that’s a perfect addition.

I think a lot of partnerships with quick-service restaurants, or creating your own foodservice program, and having seating or an environment where people would want to hang out will help.”

U.S. Plug-In Electric Vehicle Share of Light Duty Vehicle Sales Battery electric vehicles (BEVs) reached 5% of sales through August 2022, while plug-in hybrid electric vehicles (PHEV) accounted for 1.3% of sales. The Fuels Institute noted a big question is how price increases and supply shortages might impact the momentum of BEV and PHEV sales going forward.

Source: The Fuels Institute, “Addressing the Elephant in the Room: Decarbonizing the Internal Combustion Engine,” November 2022; Original graph from Wards Intelligence

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cstoredecisions.com

LED & Energy Efficiency | Operations

Energy Efficiency Becomes More Attainable Energy efficiency is more than just upgrading the lighting to LEDs in and around your store.

But lighting is a good place to start. With recent advances in lighting and other sustainable materials, the initial cost is offset by future savings quickly, which is a positive as energy costs continue to rise.

“An LED upgrade can be a significant upfront cost, but the investment is realized over time due to the energy and maintenance savings,” said Mike Gilligan, owner of Gilligan’s Retail, which operates 11 stores in Arizona and Montana. “Lighting technology is constantly improving.

Each generation of LED uses less energy and provides a better light. As the cost of energy and maintenance continues to rise, it is important to find these ways to save.”

Gilligan’s added LED lights in all areas of its stores.

Switching to LED lighting brought cost savings and a benefit to its customers.

“LEDs bring an aesthetic benefit to the stores,” Gilligan said. “We want all our locations to be a welcoming, safe environment for our customers and one way of accomplishing that is by well-lit facilities.”

ELEVATING EFFICIENCY

LED Market Set to Expand • The global outdoor lighting market size is expected to reach $28.42 billion by 2030, expanding at an 8.0% compound annual growth rate (CAGR) from 2023 to 2030.

• The U.S. outdoor lighting market is expected to grow at a CAGR of 6.5% from 2023 to 2030.

• LED light sources were valued at $7.12 billion in 2022 and are expected to reach $13.79 billion by 2030. Increasing consumer awareness about energy-efficient lighting is influencing the growth of the market.

Safety and energy efficiency are two customer-friendly initiatives that go hand in hand, and lighting is just the • Commercial application of LED lighting was valued at start. Many building practices can also bring energy $10.28 billion in 2022 and is expected to reach $18.67 efficiency and cost savings. billion by 2030. An uptick in infrastructure development “Kum & Go has been a leader in energy-efficient buildin the hospitality industry is leading the growth. ing practices. We recognize our environmental impact and are committed to reducing our consumption for the Source: Grand View Research Inc., “Outdoor Lighting Market Size, Share & Trends Analysis Report

By Source (LED Lights, Plasma Lamps), By Application, By Distribution Channel, By Region, And planet and the communities we serve,” noted Kum & Segment Forecasts, 2023 – 2030” Go Energy Manager Jason Parker and Vice President of Facilities Dan Childs. “We continue to evaluate new technologies in our building design and implement any “Innovation in refrigeration systems is growing increasbest practices in our existing stores — LED lighting and ingly important due to increased costs and environmental controls, high-efficiency RTUs (remote terminal units), impact,” according to Parker and Childs. “The industry high-efficiency kitchen equipment and renewable energy.” needs safe, reliable systems that utilize refrigerants with Building and energy management systems are one area lower global warming potential.” in which companies can get started.

As convenience store companies look more toward With more equipment becoming Internet of Things water consumption and energy impacts, those looking (IoT) enabled, Parker and Childs noted they have insight to get started can focus on low- and no-cost projects, ininto equipment that they haven’t had in the past. cluding monitoring equipment setpoints and preventative The future of energy efficiency is in practices that will help maintenance programs to maintain operational efficiency sustain natural resources and lower energy consumption. and low energy costs. cstoredecisions.com

March 2023 • CSTORE DECISIONS

91

PRODUCTShowcase

Certified Cooking Systems Rational has announced that new unit sizes of its intelligent cooking equipment for commercial kitchens have been added to the scope of certified models after being Energy Star certified. The company now has Energy Star certification for the iCombi Pro XS and the iCombi Pro 20-full size electric. This is due to the new specifications that allow for electric combi ovens with pan capacity greater than 20 hotel pans and two-thirds size pans to be eligible. Rational has also improved the energy efficiency and water consumption of all of its cooking systems.

Rational

www.rational-online.com

New Fried Chicken Wraps Kentucky Fried Chicken (KFC) launched its new wraps. Two KFC wraps can be purchased for just $5 at restaurants nationwide. The wraps come in two different varieties — the Classic Chicken Wrap and the Spicy Slaw Chicken Wrap. Both options come with hand-breaded crispy chicken tenders and pickles, while the Spicy Slaw Chicken Wrap comes with coleslaw and a spicy sauce.

A combo is also available for $7.99, which includes two wraps, a medium drink and fries.

Versatile Coffee Solution

Yum! Brands RSC

The Coca-Cola Co. launched the Costa WMF 1500 S+, part of its Costa Coffee lineup and an ideal coffee platform for c-store operators. This countertop platform is a versatile solution for providing premium coffee specialties. The machine features up to three hoppers, which offer customers a choice of up to two types of coffee beans and chocolate powder.

Nicotine-Free Clove Cigarettes

www.yum.com

Kretek International has announced the launch of Djarum Bliss tobacco-free, nicotine-free clove smokes. The new Djarum Bliss lineup offers the same full clove taste and aroma that have been the passion of clove smokers for more than 40 years. New Djarum Black Bliss will appear in California tobacco shops and convenience stores in four clove styles, including tobacco-free, Original and Menthol. Djarum Bliss filtered clove 20-packs have zero tobacco and nicotine and contain no hemp.

The Coca-Cola Co.

www.coca-colacompany.com

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CSTORE DECISIONS • March 2023

Kretek International Inc.

www.kretek.com

cstoredecisions.com

PRODUCTShowcase

Dairy-Free Blueberry Gelato Now available at retailers nationwide, Talenti DairyFree Blueberry Crumble Gelato Layers caters to those who live a dairy-free lifestyle. It starts with a blueberry oat gelato, followed by muffin crumble pieces, a muffin crumble sauce, a layer of vanilla oat gelato and a final layer of crunchy oat pieces for a creamy non-dairy dessert made with oat milk. It matches the smooth texture of the rest of Talenti’s lineup. Talenti Dairy-Free Blueberry Crumble Gelato Layers has a suggested retail price of $5.29-$5.99.

Unilever

www.unileverusa.com

Flavor-Mixing Beverage System SmartSoda is excited to announce the launch of the JuLi Connect beverage system. This innovative beverage solution allows users to mix and match flavors and functional shots of their choice to create endless options of healthy beverages. Every SmartSoda beverage starts with vitamin-infused alkaline water and allows users to mix up to three flavors or enhancements per single beverage. Additionally, users can customize carbonation levels to their preference.

Smart Soda Holdings Inc.

www.smartsoda.com

Original and Spicy Barbecue Sauce Flavors Mantis BBQ has introduced a new line of barbecue sauces to support The Kidney Project, which is a national research project that focuses on the development of the artificial kidney. To support the initiative, 10% of all Mantis BBQ sales will go toward The Kidney Project. The company has launched three varieties of barbecue sauce — Mantis Original, A Whisper of Chile (pepper) and a Haunt of Ghost (pepper). Each of the unique flavors comes in a 12-ounce bottle.

Mantis BBQ LLC

www.mantisbbq.com

Eco-Friendly Lighters BIC released its new line of Ecolutions Lighters. The BIC Ecolutions lighter is designed to be more ecofriendly while providing the same quality, safety and number of lights as the current BIC Maxi Lighter. BIC Ecolutions is made with 55% recycled metal and has a 30% carbon offset by investments in climate projects. Like all BIC Pocket Lighters, Ecolutions lighters are made in factories that utilize a mix of renewable energy sources. BIC Ecolutions lighters are long lasting, reliable and 100% quality inspected.

BIC USA Inc.

www.us.bic.com cstoredecisions.com

March 2023 • CSTORE DECISIONS

93

PRODUCTShowcase

Multi-Feed Soap System With Top Fill Hub The Top Fill Multi-Feed Soap System is available with all WashBar handwashing models. It features a large capacity 1.3-gallon tank that can supply soap to up to three WashBars at once. A single, easy-to-access top fill hub allows staff to refill multiple soap reservoirs all at one time. The system accommodates either foam or liquid universal soap. A smart sense system with an LED indicator on the fill port illuminates to indicate when the tank begins to run low on soap or battery power. Smart sensors also provide indicators to prevent overfilling. The fill port hub is made of chrome-plated brass construction to withstand heavy usage.

Bradley Corp.

www.bradleycorp.com

Soft Baked Granola Clusters KIND Snacks released a new breakfast product: KIND Soft Baked Granola. The granola clusters offer a soft, chewy texture instead of a classic crunch. The product is made with 100% whole grain oats and ingredients like dark chocolate chunks, creamy peanut butter and chopped nuts. Available in two flavors — Dark Chocolate Peanut Butter and Dark Chocolate Chunk — KIND Soft Baked Granola has a suggested retail price of $5.99 and can be found at all major national retailers.

KIND Snacks

www.kindsnacks.com

Twix Cookie DoughFlavored Ice Cream Mars has announced the launch of a new Twix ice cream flavor: Twix Cookie Dough Ice Cream. The new product pulls inspiration from the recently released Twix Cookie Dough bars, mixing together a combination of soft cookie dough bites, real chopped Twix bars, creamy vanilla ice cream and a caramel swirl. The product has nationwide availability this month and comes in 16-ounce pints.

Mars Inc.

www.mars.com

Plug-and-Play Foodservice Solution Food software platform PreciTaste is launching a line of off-the-shelf products, including: Prep Assistant, Planner Assistant and Station Assistant. The new line will provide scalable foodservice solutions to convenience stores and other foodservice venues. The Prep Assistant uses information from each operation to predict demand and then accurately guides crews on how much to prep per day.

The Planner Assistant uses quantity forecasts to produce an automated production schedule to guide crews to make the right quantity at the right time. The Station Assistant also provides constant guidance to crews at each food station.

PreciTaste

www.precitaste.com 94

CSTORE DECISIONS • March 2023

cstoredecisions.com

PRODUCTShowcase

Lemon-Lime Soda

Temperature-Maintaining Dry Well

PepsiCo has announced the launch of a new lemon-lime soda called Starry.

The new product is now available at U.S. retailers and foodservice outlets and comes in Regular and Zero Sugar varieties. It delivers a crisp, refreshing taste. Starry is caffeine free and available in a variety of sizes.

Hatco introduced the Drop-In Induction Dry Well, which utilizes induction technology to offer a plumbing-free solution for safely keeping hot foods fresh and at optimum serving temperatures. Its durable glassceramic well bottom can be adjusted to accommodate a 2.5-inch or four-inch deep food pan. The IWELB model includes two heat zones, with two temperature probes per zone, and a control panel to adjust the unit’s temperature. The well features a sensor that prohibits the unit from turning on unless a pan is present and can be used with a combination of full-size, half-size, third-size and quarter-size stainlesssteel food pans.

PepsiCo

www.pepsico.com

Hatco Corp.

www.hatcocorp.com

Fruit CandyFlavored Marshmallow Treat Peeps partnered with Mike and Ike to create the Peeps Mike and Ike Flavored Pop. The treat combines the mouthwatering taste of Mike and Ike candy flavors with the soft, pillowy texture of Peeps Marshmallow. With four Chicks bursting with the fruity flavors of Lemon, Lime, Orange and Strawberry, this sweet treat can be an Easter basket favorite.

There are 30 calories per fat-free Chick. It has a suggested retail price of $2.49-$3.49 for a fourcount package.

Just Born Quality Confections www.justborn.com

Korean BarbecueFlavored Pork Jerky Hofmann Sausage Co. has announced the release of the new Korean-style BBQ Smoked Pork Jerky flavor. This new snack is the first pork jerky product to be sold under the Hofmann brand. Other jerky products by the company include Prime Rib Smoked Beef Jerky, Cherry Maple Smoked Beef Jerky and Honey BBQ Smoked Beef Jerky. The Korean BBQ jerky combines flavors of pork with soy, brown sugar, rice wine vinegar, ginger, sesame, chipotle peppers and more.

Hofmann Sausage Co.

www.hofmannsausage.com cstoredecisions.com

March 2023 • CSTORE DECISIONS

95

Classifieds/Ad Index AIM

3

Altria Group Distribution

2

American Business Brokers

18

BIC USA Inc.

12

BlueTriton Brands, Inc.

51

Brakebush

39

Brown-Forman Beverages

55

Chester's Chicken

41

aim@vmichicago.com / aimvmichicago.com 877.968.5323

Terry@TerryMonroe.com

www.newrequest.djeep.com

844.841.1847 / sellbottledwater@casupport.com 800.933.2121 / www.brakebushchicken.com www.eljimador.com

800.646.9403 / www.chesterschicken.com

Cheyenne International, LLC

77

866.254.6975 / contactus@cheyenneintl.com

Haleon

Chapstick: L.Hankins@haleon.com Nicorette: Scott.F.Breisinger@haleon.com

5, 69

Premier Manufacturing, Inc.

15

Recuerda Brew

7

Reynolds

27

Southern Recipe

57

75

www.gopremier.com

Krispy Krunchy Chicken

35

sales.us@recuerdacafe.com www.recuerdacafe.com

Liggett Vector Brands

71

Loomis Armored US, LLC

87

www.CubanRoundsCigars.com KretekSales@Kretek.com 800.290.6097 / www.krispykrunchy.com 877.415.4100

713.435.6700 / sales@us.loomis.com www.loomis.us

65

Modern Store Equipment

47

www.mms.com

79

https://mojo.shop

Fiorucci Foods

61

Franke Coffee

45

MOJO Balanced Energy Pouches

17

North American Bancard

96

NRS Petro

16

866.481.4604 / www.nynab.com 888.260.0112 / www.nrspetro.com

www.pcbakery.com

https://rjrt.com www.southernrecipesmallbatch.com

Swedish Match

Mars Wrigley

E-Alternative Solutions

us.coffee.franke.com

14

Kretek - Cuban Rounds

800.453.3675 / www.huntbrotherspizza.com/csd

11

www.fioruccifoods.com

Prairie City Bakery

37

Dover Fueling Solutions

www.EalternativeSolutions.com/Leap

67

Hunt Brothers Pizza

877.532.8433 / info@modernstoreonline.com modernstoreonline.com/cstore

www.doverfuelingsolutions.com

Perfetti van Melle

www.perfettivanmelle.com

800.367.3677 www.zyn.com www.whiteowlcigar.com www.gamecigars.com www.longhornsnuff.com

9 21, 73 29, 99 100

Trion Industries, Inc.

13, 19

Xcalibur International

81

570.824.1000 / www.TrionOnline.com https://xcaliberinternational.com

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March 2023 • CSTORE DECISIONS

97

IndustryPerspective

What Will 2023 Mean for Your Business?

As the world continues to normalize following the COVID-19 pandemic, 2023 offers an opportunity for paradigm shifts that take your c-store chain to the next level.

John Matthews • Gray Cat Enterprises

Raise your hand if you included the word “pandemic” in your 2020 business plan.

Yeah, me neither. I went from traveling 200,000 miles in 2019, to not getting on a plane for 18 months. Today, my business is conducted via Zoom or Microsoft Teams and an occasional monthly business trip. Quite the change. Bye-bye Delta Diamond status!

At the retail level, now that the dust is starting to settle, does 2023 constitute a rebirth for your business?

It clearly will depend on how you approach it and from what you learned managing through a pandemic. Here are some items to consider: Employees — Quality workers today are hard to attract, hard to keep motivated and even harder to keep.

So, what can you do differently in 2023? Get involved.

Gone are the days of hiring and letting employees sort things out. Check in with them often. Ask them what makes them excited to come to work. Foster a work environment that helps separate your location from your competition.

Customer Interaction — Customer service has become abysmal over the past few years, and consumers have been paying a premium for this. How do you make a customer feel special? Honestly, the bar has been lowered here by so many retail establishments that your store can clearly stand out by simply appreciating your customers. Get to know their names; welcome them back; go beyond the polite hello and truly embrace them.

Operational Excellence — This is a big one in that the level of “disappointment” in the shopping experience has risen dramatically over the past few years.

Whether it is the cleanliness of the location (see lack 98

CSTORE DECISIONS •

March 2023

of employees), safety concerns such as lighting and sanitation, the out-of-stocks due to supply issues, or the sticker shock for core items, the customer experience has been less than optimal. At some point, the consumer gives up and goes elsewhere.

Expanded Services — I think we can all agree that those convenience store operators that had a significant foodservice presence in their locations did a disproportionate amount of incremental business compared to those stores that lacked options. The industry has been talking about foodservice expansion for decades, and those that heeded the call benefitted. Expanding your foodservice operations, establishing pickup options or introducing delivery — either in-house or with third-party vendors — all position your locations to prosper, not only in 2023, but beyond.

What the pandemic taught us is that the paradigm shifts that normally take decades — even to make a strong foothold — can be (and were) accelerated. Consumer buying habits, employee management requirements and supply chain issues all converged in one very complex assortment of change. The world changed before one’s eyes.

As c-stores plan the future, they should remember they have the power to make similar shifts, when needed, to transform their business.

John Matthews is the founder and president of Gray Cat Enterprises Inc., a Raleigh, N.C.-based management consulting company. Gray Cat specializes in strategic project management and consulting for multi-unit operations, interim executive management and strategic planning. Matthews has over 30 years of senior-level executive experience in the retail industry. For more information: www.graycatenterprises.com.

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