Conv&carwash may june web

MAY | JUNE 2014

TimberFalls Store and Auto Spa takes convenience to new heights in a small Manitoba town

Back to School

Healthy Snacking

Grab N Go

Brands Bridge QSR and C-store

Leak Detection Regs make positive change

C-stores take on Canada’s obesity challenge

New era for carwash with Ryko MacNeil merger

Employee Engagement is more than just buzz wordsPM

4167

0539

TO ORDER, contact National DSD

[email protected]

1-877-577-5220

WHY BUY BIGS?BIGGER SEEDS from the outermost part of the sunflower

BETTER FLAVOUR, compliments of your favourite brands

BEST QUALITY when it comes to seeds, bags and service

CONVENIENCE & CARWASH CANADA 3

PUBLISHER Brenda Jane Johnstone [email protected]

EDITOR Kelly Gray [email protected]

SALES Cody Johnstone 416-838-4674 [email protected]

Brenda Johnstone 204-489-5215 [email protected]

DESIGN AND PRODUCTION Doug Coates, Edge Advertising Keith House, Ad Production

EDITORIAL ADVISORY BOARD Ian Burton, PD McLaren Scott Findlay, Core-Mark Int’l Kim Hansen, MI Petro David Hoy, Peninsula Co-Op Andrew Klukas, WCSA Dave Watson, The Chamois & Convenience Store Ltd.

CONTRIBUTING WRITERS Angela AltassBarbara J. BowesJennifer DawnKelly GrayAndrew KlukasJillian MitchellPeter Sutherland

CIRCULATION James Gordon [email protected]

WEBSITE www.convenienceandcarwash.com

PUBLICATION MAIL AGREEMENT No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank Street Winnipeg, MB R3N 1E8

Cover photograph by Brenda Johnston

Contents

7Grab ‘N Go for it!There’s no place like the C-store for on-the-go meal solutions

TO ORDER, contact National DSD

[email protected]

1-877-577-5220

WHY BUY BIGS?BIGGER SEEDS from the outermost part of the sunflower

BETTER FLAVOUR, compliments of your favourite brands

BEST QUALITY when it comes to seeds, bags and service

FEATURES

05 Speaking Out The WCSA’s Andrew Klukas discusses industry actions on obesity.

07 Grab N Go For It Canada’s C-stores continue to grow the quick food solution for time weary consumers

11 Healthy Sales A demand for more healthful fare has pushed convenience retailers to expand selection

15 Employee Engagement More than just a buzzword

18 Change on the Menu Legislators are looking hard at in-store nutrition

21 Back to School Are you ready?

25 Ryko-MacNeil Recent merger creates a new era in carwash

27 WashTalk Steinbach Manitoba operator TimberFalls Store and Auto Spa demonstrates leading edge practices that have made it a community focus

31 Korean Love Letter Toronto Playwright Ins Choi shows the Korean Canadian C-store experience on stages across the country

35 Four Proven Strategies to Up-sell Effectively

38 Building a Marketing Plan

41 Leak detection regs create a change for the better in Canada’s petroleum sector

46 Smoke Out Regulators are looking hard at tobacco products

47 Branded Foodservice Bridging QSR with C-store

4 May | June 2014

Brenda Jane Johnstone Publisher

Publisher’s Message Upcoming Events

This issue we’re offering you some new views on Customer Service, engaging your employees and marketing your store. With the coming summer now is a great time to try something new, how about adding new food offerings with a kiosk offering fresh made meals or adding in an aisle with healthy snacks that will encourage students as they head back to school to consider what they’re spending their money on.

The Western Convenience Stores Association (WCSA) will be hosting their 5th annual golf tournament at Glen Eagles

on July 3rd. If you haven’t already registered please email [email protected] and we’ll send you the details.

Are you a member of the WCSA? If not, what’s stopping you? The WCSA is work-ing diligently to expand its focus so that they can provide programs and services that more directly strengthen retailers’ market positions. The WCSA is a forward thinking association who will begin to offer you, the operator, the opportunity to work with them on the development a committee that will work toward regula-tions that support adoption of new, environmentally friendly car washing technol-ogy, and a new petroleum sub committee that will give all petroleum operators a greater say in legislative changes.

All vendors in Western Canada are being invited to step up and join the WCSA to help develop new in-store initiatives that will further growth in the channels. It is through membership and support that the WCSA will continue to grow, continue to offer retailers better information and better access to government lobbying efforts. There are other associations across the country but there is no association that better understands the businesses in Western Canada and no other pub-lication that works harder for retailers and vendors alike than the Western Con-venience Stores Association and Convenience & Carwash Canada. We live here. We know you and we understand your challenges and we love to share in your successes. Convenience & Carwash Canada along with the Western Convenience Stores Association want all retailers and all vendors operating across the West to take a few minutes and talk to us, see what our plans are and what we will continue to offer you to help you grow your business. The cost of a WCSA membership is a great investment in you! And for the vendor community, if you want to participate in editorials that our readers ask for, if you want the best value for your dollar and you want to work with someone who knows the West; then we want to talk to you. Give us a call. Andrew Klukas President of the WCSA can be reached at 778-960-4448 and I can be reached at 204-489-4215.

Looking forward to speaking with you soon and, as always, your success is my business. My open door policy to your valuable feedback remains, and my com-mitment to your success is stronger than ever. If you have topics that you feel are worth talking about please send me an email or call me directly.

May 14, 2014NACDA Ontario Children’s Charity Golf ClassicEagle Nest Golf ClubMaple, Ontariowww.nacda.ca

June 3 – 5, 2014UNITI expoStuttgart, Germanywww.uniti-expo.com

June 10 & 11, 2014NACDA Maritime Children’s Charity Golf ClassicFox Creek Golf ClubDieppe, NBwww.nacda.ca

July 3, 2014WCSA 5th annual Charity Golf TournamentGlen Eagle Golf & Country ClubCochrane, [email protected][email protected]

August 28, 2014NACDA Quebec Children’s Charity Golf ClassicHillsdale Golf & Country ClubMirabel, QCwww.nacda.ca

Convenience & Carwash would like to introduce you to our new advertiser.

Ryko/MacNeil 24

Hello and welcome to Spring, I hope.


WHY DOES THIS PROJECT MATTER TO THE INDUSTRY?When industries don’t develop their own standards and live up to them, governments tend to legislate them. For example, until the Western Convenience Stores Association developed retailsafety.ca, governments were preparing to force convenience stores to install barriers to separate staff from the public during late night hours. Similarly if it weren’t for the industry’s commitment to age testing, convenience stores wouldn’t be allowed to sell tobacco.

The next big issue on the horizon for the industry is obesity reduction. Already some health groups have been pressuring governments to require warning labels on cans of pop, to limit service sizes, or to apply a sugar tax to many products sold at C-stores.

How can the C-store industry get in front of this issue and deliver the results governments are looking for in terms of public health? One way is to get involved with organizations such as The Bridge. Indeed, when I met with their staff it was immediately clear that they understand obesity as a very complex societal issue. They understood how C-stores need to be part of the solution and that we’re not the root of the problem of obesity. We saw great potential for a new partnership.

The pilot project involving one store and ten families was launched on April 22 and will run for ten weeks. The project involves distribution of coupons to families that allow children to buy specific items in a store.

“This project is the beginning of a conversation about health for in-dividuals, families and communities,” says Project Coordinator Healthy Weights for Children, Michele Hucul. According to Hucul, the idea they want to promote is that health is everyone’s concern and responsibility. “This project will provide some starting points for discussion and next directions,” she says.

Towards this end the Western Convenience Stores Association (WCSA) has had a nutritionist go through the products in the store and create a list of ‘better for you’ items. The signage around the store invites children to look for little green footprints that represent the healthier choices. It’s a very simple pilot project but the goal is to generate both questions and answers to support a second phase.

Hucul notes that under the program dedicated debit cards are avail-able for purchase for those who want to shop the store for green foot-print items. These deliver freedom of choice with-in a controlled array of product selections. Under the program stores that are ‘green footprint’ participants use this as a marketing tool to encourage customers with a health focus to begin frequenting these stores. “Similar to the ‘smart dining’ movement underway, stores that support health may have more appeal to customers who share this value,” she says, adding that more weight conscious customers may make a quick pit stop for a snack or lunch if they know they can find a healthy choice in store.

In partnership with the WCSA, the Bridge has re-branded their Healthy Together Children’s Health Program as the Healthy Together Convenience Store Program. The footprint concept is intended to resonate with both the concept of physical activity, allowing future synthesis with similar cam-paigns promoting obesity reduction through activity, and, more remotely, to resonate with the concept of ‘environmental footprint’ so this is a good fit with the broader vernacular of health, fitness and healthy living.

The solution to obesity will require a response that includes participa-tion and support from a broad spectrum of forces that influence people’s choices and behavior. The goal for phase 2 will be to start involving all parts of the industry—retailers, distributors and manufacturers.

Our role as an industry association is to help tie all of the groups togeth-er and expedite the transition to healthier products and better consumer choices. It’s part of a long-term strategy that we hope governments will want to support once we start showing results. If we can positively influ-ence people’s shopping habits at a young age, then when they are 30 or 40 they won’t be the facing the obesity-related illnesses that people today are facing at that age. And increasingly, governments will view the industry as part of the solution and not as part of the problem.

WCSA/BRIDGE Society Partnership to Promote Healthy Choices

Andrew Klukas is President of the WesternConvenience Stores Association, anorganization that speaks for 6,300 gas bar andC-store operators in the four western provinces. (we need to include and the Territories.

Last summer I was researching several US programs designed to make corner stores part of the solution to an epidemic of obesity. I was seeking inspiration for a program that would make it possible for Canadian convenience stores to participate meaningfully in such programs. I came across the work of the Bridge Youth & Family Services Society in Kelowna BC. We have since started a pilot project to promote healthier food choices.

by Andrew Klukas

6 March | April 2014

For Information Contact: Canadian Trade House

P: 403-237-8829 / F: 403-237-8830 1-800-829-4098


Pizza and hotdogs and burritos – oh my! Yes, the food offerings at the neighbourhood convenience stores have come a long way since the nostalgic bag of chips and a pop of yesteryear. Seemingly with one click of the ruby slippers, C-stores rendered themselves a popular mealtime destination for multitasking consumers, particularly with regard to the prepared and pre-packaged food offerings.

Industry veteran Mac’s Convenience Stores was quick to pick up on the full-meal-deal trend, long since offering readily

by Jillian Mitchell

Grab ‘N Go for it!THERE’S NO PLACE LIKE THE C-STORE FOR ON-THE-GO MEAL SOLUTIONS

available eats like roller-grill hotdogs, pizza and taquitoes, all of which boast great sales within the chain. In recent years, Mac’s offerings have expanded to include open-air, refriger-ated deli cases for cut fruit, vegetable trays, salads and fresh sandwiches, as well as a variety of ethnic-flavoured products. The reasoning for this expansion, says Sebastien Popieul, Mac’s director of Food Service for Western Canada, is the plentiful growth opportunity this program offers, if freshness and quality remain king.

8 May | June 2014

“I am expecting hot, prepared products to con-tinue growing in sales within the roller-grill seg-ment,” says Popieul. “The trend shows that the program hot case or roller grill have exponential growth available, but the presentation and the customization with fresh add-on offerings is key for long term success.”

Grab-n-Go (or GNG, as it’s known in industry) is a segment garnering much hype within the C-store foodservice programs, particularly over the last de-cade, says Karen Vicenzino, business manager, Ca-nadian Trade House.

“It’s all about grab and go,” says Vicenzino, cit-ing that sales in the prepackaged and prepared foods category have increased in recent years. “We offer grab and go, hand-held items—calzones, piz-zas, breakfast sandwiches, hand-held sandwiches.”

For Canadian Trade House, it’s all about the food experience. Popular offerings include Hot Stuff Pizza™, made only with premium ingredients, and the Hot Stuff Foods™ line with products ranging from stuffed baguettes and gourmet sandwiches like hamburgers, cheeseburgers, and several roller-grill products such as the Wrap Dog (a pork and beef wiener enrobed in a sweet southern corn-bread dough). The company also works closely with Thumbs Up Foods Inc. and Lloyd’s Jamaican Patties, manufacturers of ethnic style specialty foods, which speaks to the aforementioned trend cited by Popieul.

Of course, convenience stores are always look-ing to improve the nutritional panel of product offerings. As Vicenzino confirms, even though the company is not feeling the pressure of this health-conscious movement, they are currently working on some new projects that offer healthier choices to stay abreast of the customer demand.

For Core-Mark International Inc., the demand for healthier options is increasing on both sides of the border. “Core-Mark in the U.S. has a full-serviced Good Health To Go Smart Stock rack, where as in Canada this offering is in development stages,” says Chuck Arcand, corporate director of Cana-dian Marketing, Core-Mark International, Inc. “The fresh, healthier sandwiches, salads, and snack items is growing, but it is not seeing the same growth that the mainstream ‘better for you’ items are seeing.”

Currently, Core-Mark is trending with quick-grabs such as Hot Stuff Foods™ pre-packaged pizzas, Nathan’s Famous™ Hot Dogs for their roller-grill program, Tony Roma’s™ Rib Sandwiches, and Jim-my Dean™ Breakfast Sandwiches. As the company rep reports, sales of snack food items are exceed-ing other food categories with a same store growth of over 15 per cent year to date, despite the frigid temperatures experienced in the first quarter. It’s a statistic that Arcand cites as dependent on quality.

“It is very important for us to provide a level of quality that is far beyond what the perception of current convenience store products are,” he

CORE-MARK IS TRENDING WITH QUICK-GRABS SUCH AS HOT STUFF FOODS™ PRE-PACKAGED PIZZAS, NATHAN’S FAMOUS™ HOT DOGS FOR THEIR ROLLER-GRILL PROGRAM, TONY ROMA’S™ RIB SANDWICHES, AND JIMMY DEAN™ BREAKFAST SANDWICHES. AS THE COMPANY REP REPORTS, SALES OF SNACK FOOD ITEMS ARE EXCEEDING OTHER FOOD CATEGORIES WITH A SAME STORE GROWTH OF OVER 15 PER CENT YEAR TO DATE


[email protected]

Visit Our Website For More Info.www.wr.ca

1232 - 36 Ave N.E. Calgary, AB T2E 6M8

YOUR C-STORE EQUIPMENT SPECIALIST

✦ Walk In Coolers & Freezers✦ Open Faced Merchandisers✦ Soft Serve Ice Cream Dispensers✦ Fountain & FCB Drink Dispensers✦ Hot Food Programs ✦ Condiment Cases

says. “There is a fine line between value and quality thresh-olds in the convenience channel. We are usually successful with items that don’t require utensils to enjoy, that are nationally branded and have a high degree of quality.”

Though best known for their fresh ground coffee, Coun-try Style leverages an expanded offering of fresh on-the-go products, many on the healthier side. Add to that, combining the Country Style and MR.SUB brands has invariably created a one-stop-shop where customers looking for morning Country Style coffee, baked goods (healthier options, available) and breakfast can also grab a custom-made MR.SUB sandwich for lunch later that day.

“Having well-known brands and fresh products in your store that include coffee, baked goods, breakfast and fresh made quality sandwiches will not only help drive sales and profits to convenience business, but will make a location stand out from the competition,“ says Karen Weldman, vice-president of New Business Development, Country Style Express Brands. “Our introduction of MR.SUB as our fresh sandwich offer within the convenience channel has also been extremely well received.”

It’s grab-n-go eats that the consumers want, and that’s in-deed what they’ll get at the local C-store. Undoubtedly, these local eateries continually keep ‘em journeying down the (yel-low brick) road for more.

HAVING WELL-KNOWN BRANDS AND FRESH PRODUCTS IN YOUR STORE THAT INCLUDE COFFEE, BAKED GOODS, BREAKFAST AND FRESH MADE QUALITY SANDWICHES WILL NOT ONLY HELP DRIVE SALES AND PROFITS TO CONVENIENCE BUSINESS, BUT WILL MAKE A LOCATION STAND OUT FROM THE COMPETITION

10 May | June 2014

CANDY END

CAP RACK

BREAD

COOKIE/CRK R

HBC

GMM

ULTI

SNACK RK

NUTS

SALTY

HANGING

CANDY

GOURMET CHIPS

MEAT SN

ACKS/JER

KYCLEA

NING

PAPER

PET FO

OD

NUTS &

SEEDS

FROZEN BEVERAGE

& SOFT SERVE

HOTFOOD

BAKED

GOODS

CASH

REG

ISTE

RLI

GH

TERS

/IM

PULS

E B

UY

ITEM

S

HANGING

CANDY

HANGING

CANDY

HANGING

CANDY

HANGING

CANDY

COFFEE

DAIRY

DELI COOLER ITEMS

RETAIL BEVERAGE

FRESH SANDWICHES/

DRINKS/YOGURT/ENTREES

GRAB HEAT AND

EAT FOOD SERVICE

DAIRY DAIRY

READ

Y TO

EAC

HTO

EAT

HOT

FO

OD

We Do Food Service Programs

CIGARETTES, CIGARS &

OTHER TOBACCO PRODUCTS

EVERYTHING YOU NEED

ONTARIO 1 (877) 864.0285

NW ONTARIO/SASK 1 (800) 665.7575

MANITOBA 1 (800) 982.7552

CALGARY 1 (800) 242.8402

VANCOUVER 1 (800) 663.9963

www.core-mark.com

Become a foodservice destination. Contact us for more information.


Health and snacking are terms not often spoken in the same breath – especially when one is speaking about a convenience store. Traditionally, outlets offer high sugar, high fat items that may taste great, but do little for waistlines or blood sugar levels. Times are changing and trends show the public is seeking out new products and services that meet good-for-you needs like never before.

A recent study by US-based Hartman Group shows more than half (53 per cent) of all eating occasions are snacking occasions with ‘health’ considered important 56 per cent of the time. More, ten percent of non-restaurant eating occasions are for immediate consumption. It is here that the opportunities exist with consumers four times more likely to hit a C-store for a quick snack they can eat right away. Helping to push this trend further are chains like 7/Eleven that have stepped up with healthy and fresh offerings that provide an alternative to what people may have considered standard C-store fare in the past.

The Texas-based chain has launched a good-for-you program of trail mixes and healthy snack items to 90 per cent of US stores. Products will be featured promi-nently in bold displays close to the door to maximize opportunities. Customers

AS CONSUMER DEMANDS CHANGES, C-STORES MUST BE THE FRONT EDGE WITH WINNING DATA AND SUPPORTS. HEALTHY SNACKING IS A

SECTOR THAT DEMAND THIS ATTENTION

Healthy Sales

by Kelly Gray

Clif Mojo Bars just launching in Canada this April.

12 May | June 2014

can look for things like dry roasted eda-mame, veggie chips and a range of trail mixes. This move mirrors the chain’s push toward more fresh foods and healthier menu items. For example they have re-cently introduced an Egg White Break-fast Sandwich, a lower sodium item that fits well on their healthier foods menu at just 180 calories.

At Country Style and MR. SUB outlets across the country they too are looking at freshening the selections to capture more of the health dollar. “With re-spect to healthy snacking, we are very concerned about ensuring our custom-ers have healthy options,” says Karen Weldman of MTY Group, master fran-chisor of both Country Style and MR SUB, both marquees that are partnering with C-stores. “In addition to our menu of freshly made breakfast sandwiches, Country Style has introduced a healthy breakfast sandwich option as well as new baked good options including a multi-grain mixed berry muffin and a flax honey and oat muffin, which provide cus-tomers with additional healthy alternatives. The MR.SUB sandwich program is defi-nitely an offer where patrons can customize their sandwich to ensure it is a nutritious al-ternative to other QSRs where menus typically contain high fat contents. Whether they are utilizing whole wheat breads, proteins and our vast array of fresh vegetables, cus-tomers can easily satisfy their need for a nutritious alterna-tive by opting for healthier sandwich options,” she says.

According to Jack Schol-tens, President Scholtens Inc, a Bur-lington-based leader in nuts, seeds, dried fruits and candies, the market for healthier snacks is growing thanks to in-novation. “In the past what would have been considered bazaar mixes, i.e. choc-olate and cheese, hot and sour, spicy and sweet is anything but bazaar. In fact, one of our best mixes under the Cottage Country Brand is ‘Sweet Heat Bar Mix’, a relatively new product,” he says.

The demand for healthy options has definitely reshaped the C-store’s prod-

uct range with new product innovation, says Scott Kelemen, Old Dutch Foods’ National Director of Marketing. “Old Dutch Foods has reduced sodium sub-stantially over the last three years and clearly identifies products that are glu-ten free, have natural flavours and co-lours and are free of MSG across major segments such as the Old Dutch Po-tato, Dutch Crunch Kettle Cooked Po-tato, and the Restaurante Tortilla Chip line-ups. We understand that snacking is for pleasure and that taste is still key with our consumers,” he says, noting that while many of his customers are picking up Multigrain, Baked, Low So-dium, Reduced Salt options, and even their Grand Prix winner the Northern Choice Chickpea Tortilla Chips, their mainstream offerings are still selling ex-tremely well.

With the rapid growth of the healthy snack market operators need to be well informed to make the best choices that make sense for their customers. This is the advice of Chuck Arcand, Corporate

Director of Canadian Marketing, Core-Mark, Canada’s leader in distribution and store logistics. He reports that they bring a lot of number crunching to bear on products for each of their customers. “We track the sales of chains and inde-pendents and then boil this data down so it makes sense for each operator. This is important for expanding areas like good-for-you because operators do not want to leave money on the table. They want to take the best advantage of an opportunity. We show them how

“TEN OR FIFTEEN YEARS AGO WE SAW THE SNACK SEGMENT

BEGIN ITS CHANGE,” SAYS KIND BARS’ CANADIAN MARKETING DIRECTOR ALAN LAREMY. “WE

SAW 76 PER CENT OF CONSUMERS CHANGE THEIR HABITS TOWARD

FOODS THAT WERE MORE HEALTH LADEN. TODAY, 55 PER CENT OF CONSUMERS PICK UP A SNACK

EVERY DAY”

HARDBITE CHIPS IS ANOTHER COMPANY THAT IS IMPRESSING ARCAND. A BC POTATO GROWER

AND A WINNER ON CBC’S DRAGON’S DEN, HARDBITE CHIPS

PRESIDENT PETE SCHOUTEN GOT INTO THE BUSINESS TO

WOW PEOPLE WITH THE BEST. TODAY, THE COMPANY HAS A LINE THAT INCLUDES A NEW PARSNIP

CHIP TO ADD TO ITS ALREADY SUCCESSFUL SEA SALT & PEPPER

POTATO CHIP.


through business tools like planograms and by helping with merchandising such as our Smart Stock® program.”

SmartStock® is a guaranteed, full-service marketing program that offers qualified Core-Mark customers the key benefits of top category manage-ment, quality racks, and weekly in-store merchandising services. More, Smart-Stock®, provides retailers with the op-portunity to increase sales at higher margins. SmartStock® merchandisers are assigned to each SmartStock® cus-tomer to merchandise their store on a weekly basis. These SmartStock® Spe-cialists manage each shelf for each set, ordering, rotating, pricing and writing credits, thereby assisting the retailer in labor and merchandising efforts while driving store sales and profits.

“In sweet and salty snacks we saw an opportunity with the movement of Kind Bars,” he says. “We added these to the planogram and saw they went well with other healthy snacks.”

Arcand also sees good gains in meat snacks like Jerky products with-in the healthy snack sector. Products such as Tillamook Country Smoker offer no preservatives in many of their items as well as products that are free of gluten and MSG making them ideal for a sec-tion dedicated to healthier foods.

Hardbite Chips is another company that is impressing Arcand. A BC potato grower and a winner on CBC’s Dragon’s Den, Hardbite Chips president Pete Schouten got into the business to wow people with the best. Today, the com-pany has a line that includes a new pars-nip chip (Eat Your Parsnips) to add to its already successful Sea Salt & Pepper potato chip.

“The seed and nut sector is also grow-ing quickly as people come into stores looking for natural foods. People are also on the hunt for low or no sodium, low or no sugar and the seed and nut sector is meeting this demand,” says Arcand, again cautioning operators to do their homework and pay attention to this fast moving healthy food trend.

“Ten or fifteen years ago we saw the snack segment begin its change,” says Kind Bars’ Canadian Marketing Director Alan Laremy. “We saw 76 per cent of

consumers change their habits toward foods that were more health laden. To-day, 55 per cent of consumers pick up a snack every day,” he says, noting that Kind Bars are popular with Millennials, those with birthdays from 1980 to 2000. “These people eat aspirationally and operators need to understand this vast customer group to take full advantage of the healthy snacks category.”

Both Arcand and Laremy point out that C-store shoppers have changed over the years. Where once customers were largely young men (18 to 24 years old), women and other groups have now made C-stores their go to places for in and out shopping. Today, women now visit convenience stores as much as men but spend more time in store check-ing out the merchandise. Interestingly, women are now the largest purchasers of coffee and fountain beverages, both products that can be easily teamed with a collateral purchase of a snack item like a nutrition bar or a bagel.

Consider the gains products such as Luna Bars has made in the last couple of years. Formulated with women’s nutri-tional needs in mind, Luna Bar is making waves with six flavours. Alongside Luna are nine flavours of Clif Bars and three flavours of Clif Mojo Bars (Mojo is just launching in Canada this April). In addi-tion to these bars, Clif Bar & Company also offers Clif Builders, Clif Crunch and Clif Shot Bloks for those like marathon runners and extreme athletes who need a quick burst of glucose.

Millennials have also taken their place as an important consumer segment. In Healthy Snacking. In fact one in every five household dollars is spent by or on a Millennial with C-stores capturing a significant share of their spend. Accord-ing to the Hartman Group, Millennials’ shopping behaviors make them an ideal target for convenience stores because they are more impulsive that other gen-erations, they seek immediate gratifica-tion and they like in and out shopping. By tailoring C-store offerings to the preferences of groups such as women and Millennials C-stores are better able to evolve their selections and meet the needs of the broader population that have spoken about their desire for bet-ter quality snacks.

14 May | June 2014

Access Cash Ad:Layout 1 09/12/13 2:27 PM Page 1

by Barbara J Bowes


Employee Engagement is More than Just a Buzz Word!

Human resource professionals are famous for inventing new vocabulary, “buzzwords” so to speak. One of the more recent phrases to enter the market is the concept of “employee engagement”. I doubt this phrase is part of the everyday language of most small private owners, yet it is indeed a concept that can provide many benefits to your business.So, just what is “employee engagement?” Employee engagement means that your employees feel a personal, emotional connection and commitment to your organization and

your business goals. They genuinely care about their job. They don’t just work for a paycheck. They don’t just work for the hope of a new promotion. Engaged employees work because they are dedicated to the cause of your business. They are dedicated to being the best they can be in a supportive environment.

Any visitor or customer can easily see if employee engagement exists in your business. They’ll see an employee quickly offer to help find a product. They’ll hear about the employee who offered to work overtime when a col-

SO, JUST WHAT IS “EMPLOYEE

ENGAGEMENT?” EMPLOYEE ENGAGEMENT MEANS THAT

YOUR EMPLOYEES FEEL A PERSONAL, EMOTIONAL

CONNECTION AND COMMITMENT TO YOUR

ORGANIZATION AND YOUR BUSINESS GOALS.

16 May | June 2014

Design and Installation of Fueling Systems for Emergency Generators and Fuel Oil Supplied Burner Systems

Design, Installation, Operation and Maintenance of CNG Vehicle Fueling Facilities

Installation of Underground Liquid Storage Systems

Installation of Aboveground Storage Systems for Motor Vehicle Fueling

Installation and Testing of Vapor Recovery Systems at Vehicle Fueling Sites

Testing Electrical Continuity of Fuel Dispensing Hanging Hardware

Inspection and Maintenance of Motor Fuel Dispensing Equipment

Overfill Prevention for Shop-Fabricated Aboveground Tanks

Design and Maintenance of Fluid Distribution Systems at Vehicle Maintenance Facilities

Installation of Bulk Storage Plants

Inspection and Maintenance of UST Systems

Installation of Marina Fueling Systems

Storage and Dispensing of Diesel Exhaust Fluid (DEF)

Testing and Verification of Spill, Overfill, Leak Detection and Secondary Containment Equipment at UST Facilities

Design, Installation, Service, Repair and Maintenance of Aviation Fueling Systems

RP100

RP200

RP300

RP400

RP500

RP600

RP700

RP800

RP900

RP1000

RP1100

RP1200

RP1300

COMING IN 2014

• Based on thorough research• Written by an appointed committee of industry experts• Undergo an extensive public comment period• Reviewed at least once every 5 years• Online testing offered for all titles

www.pei.org/rp

RECOMMENDED PRACTICESCurrently covering 13 subjects and soon to expand to 15,

PEI recommended practices address the most important operational issues facing the fuel and fluid handling equipment and service industry.

RP1400

RP1500

PEI_FPad_CCC Magazine RPs021814.indd 1 2/18/14 1:20 PM

league needs to leave for a family emergency. The customer will see the employee who picks up loose paper or trash off the floor even though it is not his/her job. They’ll see the em-ployee who displays a sense of purpose and initiative. They’ll learn that a change in process was the result of an employee suggestion for improvement. They’ll see how employees flourish from their strong sense of personal accomplishment.

While some pessimists might think employee engagement is simply another tactic to get more out of their employee, this is definitely not the case. It is a strategy to help employ-ees use their strengths and creativity and to gain meaning from their work. However, at the same time, there are indeed multiple benefits for the business owner.

Multiple research studies have clearly shown that employee engagement results in better customer relations, better cus-tomer satisfaction, reduced shrinkage, re-duced sick leave and work injuries, higher employee retention and better work per-formance. Not only that, it’s been proven that employees will stay with a supportive employer even though they may receive a higher salary at another place of employ-ment. Thus engagement also spells loyalty!

According to Gallop, a US based pub-lic opinion research company that con-ducts annual surveys, companies with an engaged workforce have higher earnings per share, outperform their competition and more effectively survive a recession. For instance, one study showed that work units in the top quartile in employee engagement outperformed bottom-quartile units by 10% on customer ratings, 22% in profitability, and 21% in productivity.

I’m certain there isn’t one business owner who wouldn’t like to see these type of success numbers, yet what can a small business do to create the employee engagement that we all so desire? The following are time proven, simple and cost effective strategies that work well in small business environ-ments.Ask for suggestions – you don’t need a formal “suggestion box”, you only need to invite employees to provide suggestions. Discuss with the employee how their suggestion can improve the workplace, how their idea might be implemented and how they can be involved. This leadership approach creates a culture of cooperation and collaboration.One of the most famous examples of an employee suggestion is that of a hotel housekeeper. She suggested that making a fold on the toilet paper rather than replacing a new roll of paper could indicate to the customer that the room had been refreshed. This has now been adopted by all hotels….imagine the financial return on that idea!

Promote from Within – while there may not be much up-ward career opportunities, when possible it is wise to pro-mote from within. Involve your senior employees in the new employee recruitment process. Hire your new employees for front line work and arrange for your senior clerk to orient and coach them on both processes and organizational culture. Monitor this to ensure your customer service philosophy is accurately described and implemented.

Plan for some fun – work with your employees to find ways to have fun at work. This can be as simple as dressing up in costume for key holidays, arranging a monthly soup day or holding a barbeque in your back parking lot. Create special customer service days and invite employees to think of fun or goofy things to do that day. Think about allowing a staff person to engage in your community charity on work time and then celebrate their accomplishment.Communicate, communicate, communicate – if you want your employees to be on board and fully engaged, you need

to let them know what you are doing and where your company is going. However, I do not suggest sharing all the trials and tribulations you might be experiencing as a business owner. Employees look for security and stability and your comments might upset them. Instead focus on good news items such as changes in products lines or new services you could offer.Optimize training through online resources – one cost effective means of developing your staff is to utilize and optimize the online resources that are available today. Corporations such as “Skillsoft” offer hundreds of online courses through a subscription process. These courses include leadership development, customer service, project management, business operations, management and professional effectiveness. At the same time, consider inviting other

small, non-competitive businesses to share in the cost of an in-class training program.Show appreciation – believe me, a simple pat on the back and a nice thank you for good work goes a long way to show employee appreciation. If you are having a team meeting, compliment the employee in front of his/her colleagues. Invite stories of exceptional customer service from all your employees. If possible, adopt an employee of the month program and install an employee’s photograph front and centre where customers will see it. Use a bulletin board to highlight employee accomplishments.

Employee engagement isn’t about creating an expensive program, rather it’s all creating a work culture that appreciates and supports workers, encourages employees to use their strengths, and allows them to be creative. It’s about building quality relationships and a trusting and collaborative environ-ment. Even more so it’s all about the employer going the extra mile in order to encourage employees to go that extra mile. And what’s the result? A win/win relationship, increased job satisfaction and increased profitability for the business owner.

Source: How Employee Engagement Drives Growth, Susan Sorenson, June, 2013.

Barbara J. Bowes, FCHRP, CMC, CCP, M.Ed., is president of Legacy Bowes Group. She is also an author, keynote speaker and radio host. She can be reached at [email protected]

MULTIPLE RESEARCH STUDIES HAVE CLEARLY SHOWN THAT EMPLOYEE ENGAGEMENT RESULTS IN BETTER CUSTOMER RELATIONS, BETTER

CUSTOMER SATISFACTION, REDUCED SHRINKAGE,

REDUCED SICK LEAVE AND WORK INJURIES, HIGHER EMPLOYEE RETENTION

AND BETTER WORK PERFORMANCE.

Design and Installation of Fueling Systems for Emergency Generators and Fuel Oil Supplied Burner Systems

Design, Installation, Operation and Maintenance of CNG Vehicle Fueling Facilities

Installation of Underground Liquid Storage Systems

Installation of Aboveground Storage Systems for Motor Vehicle Fueling

Installation and Testing of Vapor Recovery Systems at Vehicle Fueling Sites

Testing Electrical Continuity of Fuel Dispensing Hanging Hardware

Inspection and Maintenance of Motor Fuel Dispensing Equipment

Overfill Prevention for Shop-Fabricated Aboveground Tanks

Design and Maintenance of Fluid Distribution Systems at Vehicle Maintenance Facilities

Installation of Bulk Storage Plants

Inspection and Maintenance of UST Systems

Installation of Marina Fueling Systems

Storage and Dispensing of Diesel Exhaust Fluid (DEF)

Testing and Verification of Spill, Overfill, Leak Detection and Secondary Containment Equipment at UST Facilities

Design, Installation, Service, Repair and Maintenance of Aviation Fueling Systems

RP100

RP200

RP300

RP400

RP500

RP600

RP700

RP800

RP900

RP1000

RP1100

RP1200

RP1300

COMING IN 2014

• Based on thorough research• Written by an appointed committee of industry experts• Undergo an extensive public comment period• Reviewed at least once every 5 years• Online testing offered for all titles

www.pei.org/rp

RECOMMENDED PRACTICESCurrently covering 13 subjects and soon to expand to 15,

PEI recommended practices address the most important operational issues facing the fuel and fluid handling equipment and service industry.

RP1400

RP1500

PEI_FPad_CCC Magazine RPs021814.indd 1 2/18/14 1:20 PM

18 May | June 2014

Change on the Menu

by Kelly Gray


Ontario legislators are set to make the province the first jurisdiction in the country where operators must display calorie counts and offer sodium warnings

at locations where foods are made for immediate consumption. Bill 59, The Healthy Decisions for Eating Act, is in its latest incarnation following amendments last year that upped the number of units an operator must have before the act kicks in. Currently moving towards second reading in the legislature, Bill 59 would impact chains with 20 locations and revenues of $5 million. Under the terms of the law stores

would have to post calories alongside pricing on the menu and offer information to customers on sodium amounts as well.

Behind the bill is a desire to reduce the level of obe-sity in Canada. “Our rates of childhood obesity are high and growing higher,” says Ontario’s Health Min-ister Deb Matthews. “We simply must invest now in healthier kids so that we’ll have a more sustainable health care system going forward.” Ontario is pres-ently shelling out some $4.5 billion in healthcare dollars to fight the prob-lem.

At issue is a question of whether the move will be effective and how much the changes will cost business such as Ontario’s C-stores where chains will have to comply with new food menuing laws. At the forefront of the fight is the Cana-dian Restaurant and Foodservices Asso-ciation (CRFA) who have been lobbying hard for rightsizing of the regulations and put them into context the public un-derstands and wants. The CRFA points to BC’s recent initiative, Informed Dining, a voluntary program that meets that need by providing information on calories and

IN A MOVE TO LOWER THE

PROVINCIAL PANT SIZES ONTARIO’S

BILL 59 WILL ADD COSTS AS WELL

AS INFORMATION TO CHAIN C-STORE

FOOD MENUS.

13 core nutrients. Supporting the program are 17 of the county’s largest foodservice chains that have promised to roll out the in-formation nationally in the form of posters, brochures and website additions as well as smart phone apps.

According to CRFA president Garth Whyte, Canadians want more than just a calorie count. “They are interested in a va-riety of nutrition information and they don’t believe that it belongs on a restaurant’s menu or menu board.” Obviously, this mes-sage can be taken over to C-stores where roller grills, warming trays and sandwich bars represent another important foodser-vice channel. Here, operators would also be forced to offer calorie counts on menu boards. Reticence is coming from the cost to count calories on the menus and the changes to graphics. As well, some opera-

tors are concerned about the impact the information might have on purchase decisions.

“This is really an opportu-nity for stores, both large and small, to stand out amid the competition,” says Toronto-based marketing professional Halley Smith. “Stores may have to look more closely at their foodservice offerings and then utilize the nutrition-al information to merchandise to their customer base. Let people know you have a 300 calorie lentil burger or a mas-sive 1500 calorie artery clog-ger and let them decide.” She suggests operators should not fear the change; rather operators should embrace the opportunity to offer more information about products. “It all comes down to the ba-sics of knowing your custom-ers and then delivering what

they want. If they want 1500-calorie burg-ers, so be it. The challenge comes when they don’t want a 1500-calorie burger and its disguised as something like a ‘Lumber-jack Healthwich’ that confuses the custom-er with mixed messaging. The result here is often product and service dissatisfaction. The Bill goes a long way to right sizing the menu message,” she says.

UNDER THE TERMS OF THE LAW STORES

WOULD HAVE TO POST CALORIES

ALONGSIDE PRICING ON THE MENU AND

OFFER INFORMATION TO CUSTOMERS ON SODIUM AMOUNTS

20 May | June 2014

CANDY END

CAP RACK

BREAD

COOKIE/CRK R

HBC

GMM

ULTI

SNACK RK

NUTS

SALTY

HANGING

CANDY

MEAT SN

ACKS/JER

KYCLEA

NING

PAPER

PET FO

OD

NUTS &

SEEDS

FROZEN BEVERAGE

& SOFT SERVE

HOTFOODC

ASH

REG

ISTE

RLI

GH

TERS

/IM

PULS

E B

UY

ITEM

S

HANGING

CANDY

READ

Y TO

EAC

HTO

EAT

HOT

FO

OD

DAIRY

DELI COOLER ITEMS

RETAIL BEVERAGE

DAIRY DAIRY

GOURMET CHIPS

HANGING

CANDY

HANGING

CANDY

HANGING

CANDY

FRESH SANDWICHES/




EVERYTHING YOU NEED www.core-mark.com

ONTARIO 1 (877) 864.0285


MANITOBA 1 (800) 982.7552

CALGARY 1 (800) 242.8402

VANCOUVER 1 (800) 663.9963

Become a cold beverage destina-tion. Contact us for more information.

We Do Cold Beverages


CANDY END

CAP RACK

BREAD

COOKIE/CRK R

HBC

GM

MULTI

SNACK RK

NUTS

SALTY

HANGING

CANDY

MEAT SN

ACKS/JER

KYCLEA

NING

PAPER

PET FO

OD

NUTS &

SEEDS

FROZEN BEVERAGE

& SOFT SERVE

HOTFOODC

ASH

REG

ISTE

RLI

GH

TERS

/IM

PULS

E B

UY

ITEM

S

HANGING

CANDY

READ

Y TO

EAC

HTO

EAT

HOT

FO

OD

DAIRY

DELI COOLER ITEMS

RETAIL BEVERAGE

DAIRY DAIRY

GOURMET CHIPS

HANGING

CANDY

HANGING

CANDY

HANGING

CANDY

FRESH SANDWICHES/




EVERYTHING YOU NEED www.core-mark.com

ONTARIO 1 (877) 864.0285


MANITOBA 1 (800) 982.7552

CALGARY 1 (800) 242.8402

VANCOUVER 1 (800) 663.9963

Become a cold beverage destina-tion. Contact us for more information.

We Do Cold Beverages

As students start to enjoy summer vacation, C-Store owners know that back-to-school is just a few months away. This makes now a perfect time to get ready to cash in on a new school year market.

Statistics Canada reports that more than five mil-lion students were enrolled in public elementary and secondary schools in Canada last year. This population translates into cash at the till for savvy retailers who present the right offerings to time-constrained parents who are once again faced with the challenge of packing children’s lunches on a daily basis. The older student can become an after school snack consumer as well as a lunchtime regular.

According to James Russo, senior vice president of global consumer insights at Nielsen, the back to school season for retailers and marketers is all about knowing the customer. Indeed, Nielsen tells us that price, value and convenience are top influencers when it comes to consumers back to school shopping. The upshot is that the best opportunities lie for C-Stores located near schools, particularly high schools. And, to entice the hun-gry high school teenagers into the store, consider making use of social media networking sites.

by Angela Altass

Will Your Store Be

Ready When The School Bell Rings?

BACK TO SCHOOL

22 May | June 2014

February 17-19, 2015 Go to www.wpma.com/national-convention or call (888) 252-5550Las Vegas, Nevada, US

Convention and trade ShowMPMCSA June 3 - 5, 2014

Hilton Garden Inn in Missoula, Montana

Suncadia LodgeCle Elum, Washington

June 16-19, 2014 WOMA Convention

August 6-8, 2014

Convention

Mark Your Calendar for these Upcoming Western Petroleum marketers association events!

Idaho

CCCMag14 MarApr hlf0225.indd 1 2/25/14 9:23 AM

“Social media is a big part of their networking,” says Chuck Arcand, corpo-rate director of Canadian marketing with Core-Mark. “If a store owner has a spe-cial promo the following day, they could post it on a Facebook page or tweet it out on Twitter to their followers.”

Stores need to have food service counters ready and waiting for the school bell to ring, says Arcand, whose company has a new all beef Nathan’s Famous branded hot dog program that will be available in time for the fall back-to-school season.

“Older students are look-ing for protein snacks, such as jerky; meals, such as hot dogs; and snacks, such as nuts & seeds,” he says noting that alter-native beverage and branding is becom-ing more important to them.”

It is important to have a good supply of product available for the back to school market, says Donna Delazzer, assistant

channel manager, General Mills. Students are busy and often on the run. To catch their attention, displays need to be easy to see and easy to pick from. Show them everything you offer. Let them choose

while they are browsing, she says. “Students may not ask for it and parents may not know what you offer, so show it off with a great display or rack. We have racking options to meet your volumes and space requirements.”

With Statistics Canada data showing that house-hold spending on cookies and crackers up by 7.8 per cent in 2012 over 2011, small snack items continue to hold a prominent place

on the shopping lists of lunch-packing parents who are constantly looking for both healthy and tasty options.

Mrs. Fields Cookies is a good example of small snack popularity. This soft cookie was launched by Weston Bakeries in 2013

and David Ashkin, key account manager, Weston Bakeries Ltd. notes it continues to grow in distribution nationally.

“C-stores should keep Mrs. Fields cookies fully in stock and displayed front of store–at the check out if possible, says Erin Roininen, key account manager, Weston Bakeries Ltd. “They are perfect impulse items when a sweet snack is needed and also convenient to add to a lunchbox.”

General Mills has the midday meal in mind with their new offering; Nature Val-ley Lunch Box granola bars. Launching in June, along with Nature Valley Breakfast bars, they are sure to find their way into school lunches in September.

“Granola bars, such as Nature Valley, are always popular with students during their lunch break,” says Delazzer. “Stu-dents love to eat! Granola bars are a great alternative to candy and students can eat them on the run. Nature Valley Lunch Box bars are peanut free, 20 per cent of your daily value of fibre, no artificial flavours or colours, 8 g of whole grains, low in sugar and have 2 g of protein.”

Wonder Breads e-launched earlier in 2014, bringing customers the soft bread they know and love from years gone by.


And, as good as soft chewy cookies and granola bars might be, spicy offer-ings, such as Blair’s Death Rain Chips, are attracting adventurous teenage custom-ers looking to compliment a sandwiches, subs, pizza or even salads.

“This back to school season, we’ve got snack time covered with crazy hot prod-ucts,” says Brenda Wilson, vice presi-dent, business development, Gourmet Chips & Sauces. “Blair’s Death Rain Chips have a harmonious blend of flavours and heat are popular with students who are looking to expand their culinary discov-eries and look to hot and spicy food as a choice.”

Consumers of all ages seek out value and choice to meet their lunchtime hun-ger pangs and Sabastien Popieul, direc-tor of food service, Western Canada, Mac’s Convenience knows that high school students are no exception.

“For back to school, in overall pro-motions, we offer combos,” says Pop-ieul. “We have some choices that are ideal for younger children whose parents are look-ing for something healthy and fast. We are also look-ing at the teenagers who don’t want to bring their lunch to school but still want a good lunch. They also want value so we try to have some good com-bo value items available for them.”

FROZEN IS HOTOne of the products attracting customers at Mac’s is a soft serve ice cream program where flavours are injected.

“Back to school is a busy time and we want to make sure that after school we bring the younger popula-tion, 13 – 20 year olds, into the stores,” says Popieul. “Normally, this is when they are starting to have money and will learn their habits for the future. If the high school student is a Mac’s cus-tomer, there’s a good chance that when he’s working he will still be a Mac’s cus-tomer. So, we are not just looking at today, we are looking at the long term future.”

The flavour-injected ice cream is a big hit, says Popieul.

“We can dispense up to eight flavours and customers can customize it with up to three flavours at a time,” he says. “We’ve been offering this product for about two years and today we have just over 100 stores on the program. Even though ev-erything tells you that people are looking for more healthy choices, people still buy a lot of comfort food and soft serve ice cream is a great example.”

Current market research by Technomic shows that slush lead 2013 sales in fro-zen dispensed beverage by 72 per cent with a growth projection of 3.5 per cent by 2015. As slush is a ma-ture category, many opera-tors are looking for innova-tive new programs to help them stand out. According to Reeve Bunn, director of marketing & business de-velopment for DSL, their Rainbow Slush flavour injec-

tion does just that.

“The Rainbow Slush flavour injection allows C-stores to dramatically increase the number of slush flavours they can serve while minimizing the equipment foot-print,” says Bunn.

“There’s also a big move towards smooth-ies,” he says. “Research firms have pegged it at about 13 per cent growth. The key is to have a healthy fruit based smoothie that still has the right taste profile to fit the young adult demo-graphic.”

TRADITIONS REMAIN STRONG

While C-store operators are seeing impressive gains in frozen items, hot foods remain strong for school lunches or snacks. “The big trends are healthier, fresher, higher quality, local and natural ingredients,” says Bunn. “For a basic set up, an operator could start with a small merchandiser and a small oven that lets them be flexible and cook a fairly big menu out of one piece of equipment.”

“Pizza Pops and grab and go snacks

are key,” says Delazzer. “C-stores need to offer filling options, such as Pizza Pops, for students.”

Of course, the packed lunch stand-by continues to be the take along sand-wich and Weston Bakeries knows the important role that bread plays in daily lunches.

“Wonder Breads are perfect for sand-wiches,” says Roininen. “We re-launched our Wonder Breads earlier in 2014, bring-ing customers the soft bread they know and love from years gone by. We brought back retro packaging and streamlined our product of-fering.”

Bread is a key back to school item to have in stock, notes Ashkin.

“With children back to school and school lunches getting eaten again, we see consumers pick up more bread,” says Ashkin. “Make

sure you have regular on shelf inventory of the key sellers: white, wheat and grain breads.”

Roininen advices to keep breads in easy to find locations within the store: “With our variety of breads to suit a wide array of consumer needs, making sure consumers are aware they can buy bread in your store is of utmost impor-tance, especially coming into the back to school season.”

Sending students off with a good breakfast is important and Delazzer notes that the General Mills Cheerio cereals are a popular pre-school-day choice.

“Everyone loves Cheerios and they are now available in a variety bowlpak mix that is a great single serve option,” says Delazzer. “We also offer gluten free Chex Mix in two flavours. With an increased demand for a gluten free diet, this is a option.”

As you look ahead to the fall season, make sure to have in stock the right products to attract the back-to-school crowd, keeping young consumers com-ing back for years to come.

Market research by Technomic shows that slush lead 2013 sales in frozen dispensed beverage by 72 per cent with a growth projection of 3.5 per cent by 2015.

Weston Bakeries launched Mrs. Field’s soft cookie in 2013

24 May | June 2014

Simplify the Complex

At Ryko/MacNeil, you have every piece of the puzzle covered…ensuring you are always

operating at optimum capacity and profitability. From initial planning, guidance, construction

and installation support, to strategic on-site and remote management, marketing programs,

24/7 service and maintenance, environmentally friendly chemicals and precision dispensing

solutions, you’ll generate the success you expect. Allow us to help you simplify the complex.

Clean up with Ryko/MacNeil.

Visit Ryko.com and MacNeilWash.com to learn more Clean Up with Ryko/MacNeil

A Ryko Solutions Company


Simplify the Complex

At Ryko/MacNeil, you have every piece of the puzzle covered…ensuring you are always

operating at optimum capacity and profitability. From initial planning, guidance, construction

and installation support, to strategic on-site and remote management, marketing programs,

24/7 service and maintenance, environmentally friendly chemicals and precision dispensing

solutions, you’ll generate the success you expect. Allow us to help you simplify the complex.

Clean up with Ryko/MacNeil.

Visit Ryko.com and MacNeilWash.com to learn more Clean Up with Ryko/MacNeil

A Ryko Solutions Company

Something magical happens when two or more congregate; think about it—Ben and Jerry, Lennon and McCartney, Disney and Pixar. The recent merger of carwash powerhouses Ryko Solutions and MacNeil Wash Systems Ltd. is no exception, as this particular union has singlehandedly ignited a new era for the carwash industry.

When it comes to removing those pesky clean-car opponents (mud, grease, tar, bugs, bird droppings, and so on), a quick zip through the neighbourhood Ryko- or MacNeil-supplied carwash shines the ol’ car up good as new. Their secret? Continually in-novating and responding to consumer/retailer ex-pectations, says Ryko Solutions President and CEO Steven L’Heureux.

“As I learned the carwash business, it became in-creasingly apparent to me that Ryko needed to be in the professional tunnel business,” says L’Heureux, who came on board with the company in 2011. “I started exploring, along with my corporate devel-opment staff, the possibility of acquiring a company that specializes in tunnels. It was really important that we found a company that was a cultural fit.”

In April 2013, after two years of negotiations, Iowa-based Ryko Solutions, North America’s larg-est provider of managed carwash systems, acquired

by Jillian Mitchell

When Two Become One

RYKO-MACNEIL CELEBRATES FIRST ANNIVERSARY, PREPARES FOR THE YEAR OF CANADA

Canadian carwash equipment manufacturer Mac-Neil Wash Systems Ltd., a company known for the best engineered tunnel systems in the world. One year later, the merger has resulted in what L’Heureux calls a “1+1=3 deal” (the sum of the whole being greater than its parts).

“We knew at the very beginning that we were acquiring a very, very good company,” says L’Heureux. “We had absolutely no idea how suc-cessful this merger was going to be. Almost from the beginning, MacNeil began exceeding expec-tations and became the shining star of the Ryko organization.”

Together, the two brands equate to the second largest carwash equipment provider in the world, offering a combined 70 years of industry experi-ence in the integrated, end-to-end clean vehicle solutions industry. And though the two brands are now under one umbrella, the Ryko President con-firms that each name will remain intact due to their individually hard-earned reputations.

Celebrating their one-year anniversary, Ryko/MacNeil is now set to embark on “the year of Canada,” with many investments planned for their north-of-the-border market. The expansion of the MacNeil manufacturing facility in Barrie,

Steven L’Heureux President and CEO Ryko Solutions

26 May | June 2014

Ontario, from 38,000-square feet to 115,000 square feet, for exam-ple, is poised to triple the facility’s current production capacity, po-tentially adding up to 120 to180 employees to the current 90 em-ployees as demand for MacNeil

products continues to grow. Add to that, the ex-panded facility will be equipped with the capability of blending CleanTouch cleaning solutions.

“Canada is our major focus—what we can do to substantially grow our business in Canada,” says L’Heureux. “We’re leveraging Ryko/MacNeil as a one-stop-shop. We’ve created a bundled solution where C-store owner-operators can acquire the best equipment in the marketplace, as well as cleaning solutions and ongoing service and maintenance support for both Ryko/MacNeil machines and com-petitive machines. In America, it’s been hugely suc-cessful. We’re now looking at taking that model and expanding it globally.”

Competitive advantage, economic growth, higher business revenues—the Ryko and MacNeil combined organization is said to improve customer satisfaction, while resulting in bigger wash counts, higher revenues and better margins. In fact, the car-wash team prides themselves on giving C-store own-ers the keys to profitability, in essence, a roadmap to maximize system uptime with a one-stop delivery of services, chemicals and reliable equipment. They even provide a complementary remote monitoring system, RykoTrax, a product designed to drive better management of operations and higher carwash prof-itability for single site, multi-site or small footprint owner-operators within the C-store sector.

To elaborate on the “better margins” claim, L’Heureux offers the following comparison: C-store margins in the carwash business typically deliver in the high-70 per cent to low-80 per cent range (if up-time is maintained). He points out that these num-bers rank significantly higher than those of the food service sector, where margins hovers in the 50 per cent to 55 per cent range.

“It’s important for C-store operators to know that the carwash business is still an extraordinarily at-tractive business,” he says. “Our service contract guarantees operators 95 per cent uptime,” he adds. “On average, our customers under premium main-tenance experience over-98 per cent uptime.”

Throughout the execution of the company’s ex-pansion, Ryko/MacNeil believes strongly in partner-ing with their customers and working together to build more profitable carwash operations. Offering employee training, a full line of carwash equipment and innovative cleaning products (over 125 different non-corrosive formulas, all of which are environmen-tally safe), the company proves a most worthy part-ner in the battle against day-to-day driving grime.

All told, the bottom line in the carwash sector is, of course, happy customers, concludes L’Heureux. “[Customers want] clean, shiny, dry cars, so it’s very important that the right chemicals and the right amount of chemicals are applied and that the equip-ment is operating properly,” he says. “If you can de-liver that, carwashes become an extremely attractive business for the C-store. And, we believe the best way to do that (without the aggravations) is through a bundled solution from a proven industry service supplier.”

MacNeil manufacturing facility in Barrie, Ontario, from 38,000-square feet to 115,000 square feet, for example, is poised to triple the facility’s current production capacity, potentially adding up to 120 to180 employees to the current 90 employees as demand for MacNeil products continues to grow.

“OUR SERVICE CONTRACT

GUARANTEES OPERATORS 95 PER CENT UPTIME,” HE ADDS. “ON

AVERAGE, OUR CUSTOMERS

UNDER PREMIUM MAINTENANCE EXPERIENCE OVER-98 PER

CENT UPTIME.”


Its noon at TimberFalls Store and Auto Spa in Steinbach, Manitoba. Inside business is brisk with customers coming in for a quick vehicle wash, a few items from the store shelves or a fast meal from the deli/ restaurant. Some may have purchased a tank of gas or diesel at the operation’s full service Petro Canada gas bar. According to General Manager, Jim Stuart this is business as usual for the 4000- square foot operation that opened its doors in the southern Manitoba community back in June of 2013.

Owned by Lorne and Edna Funk, the TimberFalls concept is one where every-thing spans outward like spokes from a wheel. The single tunnel soft touch carwash

Sponsored by

THIS MANITOBA CONVENIENCE RETAILER

USES THEIR CAR WASH TO DRIVE BUSINESS

SpokeandHub

by Kelly Gray

Article photographs by Brenda Johnston

28 May | June 2014

with its three drying bays is the hub, says Stuart who tells that customers from the 50,000-person market area are attracted first to the car wash. Once in line patrons are asked to exit their car or truck and are given a pager that will alert them once their vehicle’s appearance has been freshened. And, even though the express wash takes just three minutes from the time the attendant takes the car, the freeing of the customer to shop the store or grab a bite in the restaurant

means a great opportunity to stack on additional sales from in-store product purchases. “We give wash customers a free beverage that gets them into the store area where they can explore the stock or grab a snack or meal,” says Stuart.

What customers find when they come into TimberFalls is a well staffed facil-ity where the Funk’s have employed as many as 60 local people to work the till, make sandwiches and pizzas, pressure

wash and hand dry vehicles or keep the bathroom neat and tidy. The décor is modern with a bow to traditional design elements like wide plank wood floors and beamed ceilings. The C-store is stocked with all the usual suspects from eggs to tobacco to cat food. There is a confec-tion wall that offers 25 towers of sweet sensations as well as Arctic Zone, a slush beverage island featuring six barrel ma-chines with a ‘sky’s the limit’ multi-flavour dispenser. The Funks also added a slush twister injected flavour ice cream ma-chine that fronts the ‘Zone’ and greets customers with 12 flavours as they come through the front doors. More, there is a multi level dining area with seating for 70, a dedicated deli/ pizza restau-rant in front of a well laid out selection of snacks, dairy, bakery and general merchandise. The store also features 15 feet of dedicated coffee counter with a vast assortment of brews from bold dark roasts to milder decaf. For those with a tooth for sweets, the shop offers a waffle outlet at Nana K’s Waffle Loft.


According to Stuart, TimberFalls is all about supporting the local community. He reports they assist with fundrais-ing for schools and organizations and are getting involved with local sports teams. “We work with Steinbach’s auto dealers and have a coupon book where their automotive service customers can come in for a free wash and reduced

rates on services and products. We are also working with a number of local businesses that supply the store with goods,” he says, point-ing to Grunthal Bakery, Un-ger’s Meats, La Cochina corn

chips, Bothwell Cheese, and Superior Harvest Foods. Stuart comments that the store has become well known as a good place to pick up fresh bread. “We have people coming in to wait for Grun-thal Bakery’s truck in the morning,” he says, adding that they have further at-tract customers by listing bakery goods at very competitive pricing.

At the Deli, staff are making cus-tom sandwiches using the assortment of locally butchered meats and fresh baked breads. Sandwiches are regular-

ly teamed with house-made soups that have become customer favourites. “On Sundays, we have been offering a tradi-tional Mennonite noodle dish – Kielke – and have been seeing sales of some 200 plates after church in the early after-noons,” says Stuart. Customers can also pick up packaged meats from inside dedicated coolers where classic hams, farmer sausages, and thick cut steaks are merchandised alongside ground beef and chicken products.

Staff at Papa Peppies Pizza also look to local meats and cheeses for some of their selections. Customers can phone in for pick up or just drop in to make an order for an entire pie or just a slice. “This is just another spoke in our ser-vice wheel that works to take some of the complexity out of busy lives,” says Stuart, noting again that it all starts with a great car wash.

TimberFalls operates a single tunnel that can run three cars at a time for a through-put of about 120 cars an hour.

Sponsored by

30 May | June 2014

Inside, attendants greet customers and take the vehicle through. The treatment starts with an attentive power spray and then a full range of soft touch cycles that cleans under and around the vehicle. Ac-cording to Stuart, undercarriage clean-ing was a big hit this past winter. Teams are ready at the last stage with chamois cloths to give a hand dried finish on the premium package. Stuart reports the fa-cility is looking at a more comprehensive interior detailing package coming soon.

According to Stuart this spoke and hub concept is one that has seen good market traction. Certainly, TimberFalls Store and Auto Spa is enjoying grow-ing business from a model that is more common in the US. “It’s all about value

added. First we provide a great wash experience at a very competitive price. Then we offer a range of products and services that people want and deliver it to them when they come in to get ve-hicles cleaned. We think the concept is convenient, quality laden and provides superior value at every point for our customers,” says Stuart indicating the store’s motto above the front end where a sign proclaims ‘Escape, Experience, Energize’. The line behind the cash desk and the growing number of cars in the wash tunnel suggests customers agree with the Funk’s approach.

Sponsored by

KIM’S CONVENIENCE Korean Love Letter

Kim’s Convenience wows audiences by telling it like it is

Ins Choi •Paul Sun-Hyung Lee•Jane Luk•Chantelle Han•Andre Sills


The lives of Canada’s Korean convenience store community has been largely off the radar of the social mainstream. Now a theatrical production, Kim’s Convenience, has being staged across the country as a love letter to this community from playwright Ins Choi himself a son of Korean immigrants that brought their family to Canada and worked a C-store in Toronto’s Regent Park neighbourhood.

The story follows the struggles of the family as succession of the business is discussed. Both fa-ther (Appa, played by Paul Sun-Hyung Lee) and mother (Umma, played by Jane Luk) have given all their adult lives to the store and now the father is consider-ing what will happen when he retires. The daughter (Janet, played by Chantelle Han), a photographer, is not interested in continuing the life of her par-ents and the son (Jung, played by Ins Choi) has left for greener

pastures having no contact with the family for years. The interplay is one of dynamics between

church and store and community (Regent Park) and store. There is much that is familiar (check out Ken MacKenzie’s set that’s a brilliant replica of a Regent Park C-store) to anyone who has operated a conve-nience retail outlet or who has dropped in to buy a loto ticket or soft drink.

Choi’s Kim’s Convenience is now making its way to Vancouver after successful runs in Toronto, Cal-gary, London, Hamilton and Ottawa as well as Win-nipeg. “For many people of Korean descent who run convenience stores this is the first time their culture has been on a stage in Canada. I see this as a way of honouring their sacrifices where they struggled with long hours and low pay to give their children a foothold in this country.”

Choi wrote the play in 2005 and took it to the Toronto Fringe Festival’s New Play contest. He won and the result was a succession of sold out shows and critical acclaim for the graduate of York Univer-sity’s Theatre Arts Program.

Look for dates this April and May at Vancouver’s Arts Club on Granville Island.

T

Convenience & Carwash editor Kelly Gray, Playwright/actor Ins Choi and Convenience & Carwash’s Keith House.

Works for

Vacuums Too

34 May | June 2014


IN TODAY’S WORLD OF CLEAN CARS COMPETITION IS TOUGH. It’s the savvy business owners who will not just survive, but thrive. A proven method used to increase the bottom line, improve customer service, and reward customer loyalty is learning how to upsell more effectively at your wash.Dave Watson is the majority shareholder for The Chamois Carwash Corporation. Chamois has three locations in Winnipeg and offer full service and exterior washes. Their first location opened in 1998, the next in 2001, and a third in 2007.

by Jennifer Dawn

Four Proven Strategies to Upsell

More EffectivelyAccording to Dave, “The ability to upsell has had a direct positive impact on our profit. We were able to increase our upgrade percentage 12-15 points by working with our sales people. Plus, they receive bonuses based on their individual sales performance. The improvement in upselling has not only put more money in the pockets of our sales staff it has also improved our bottom line.”Sylvain Blouin is the President and Founder of Rock-N-Wash™. They offer 12 drive thru self-wash bays, four truck/RV bays, an 80 Car/Hour touchless tunnel, RV dump, and

36 May | June 2014

Let us be your first call for your next Car Wash Project

Innovative Car Wash Concepts and Design

When you call Pumps & Pressure you benefit from more than 70 years of manufacturing, sales & service and ownership

experience.

1.888.430.9359

Red Deer • Edmonton • Calgary Brandon • Grande Prairie • Leduc

www.pumpsandpressure.com

fresh water fill station. They also offer a retail store wrapped in a fun 50’s and 60’s theme combined with today’s most innovative design and technology. Since their opening in 2013 Rock-N-Wash has already established 53 fleet accounts, sold over 2216 gift cards, enrolled 204 Monthly Unlimited Wash Package Subscribers, and gained 290 likes on their Facebook page. According to Sylvain, “Upselling with Value Added Benefits for the consumer is always a great way to generate business growth. Upselling just for the sake of capturing an extra dollar, without adding meaningful value, simply won’t last.” Here successful wash owners Dave and Sylvain share four proven strategies to upsell more effectively and keep your customers coming back for more.

TRAINING, TRAINING,TRAININGThe staff on the “front line” is your best resource in upselling. Training employees on not just the type of services you offer, but the why behind them is critical. An employee who can quickly and easily explain the benefits of the more expensive wash package, not just regurgitate pricing, will be much more effective.According to Dave, “Training is very important as the customer wants to know not just what they are spending their money on, but what it will do for them. The last thing a customer wants to hear is ‘I don’t know’. I find the sales people have more confidence if they are better trained and have more knowledge.”The time spent training employees is also a great opportunity to flush out the details of your package structure. If you have too many options, or they seem too confusing to the employee, they will most certainly overwhelm and confuse the customer as well. Sylvain adds, “Employee training is critical. Each team member must be familiar with the programs offered and comfortable explaining them to a client in a 30 second elevator pitch. Each program must be ‘user friendly’ as a client won’t join anything that is either too difficult or complicated. Using the KISS (Keep It Simple Stupid) method is always the best approach.”

BE CREATIVE & UNIQUEIngenuity and creativity are really what drive a fantastic upselling program. While it’s important to know your competition and be familiar with the programs and services they offer, you never want to copy another operator.

According to Sylvain, “Be creative and don’t replicate what the operator down the street does. Put in the time to create your own upselling program. Research, implement, review, and modify as needed. Upgrade your POS technology if required, and it will pay back rapidly.“

MAKE IT FUN AND EASYPut yourself into the place of the customer and ask, “Is coming to my wash a fun and easy process?” Be honest in your assessment. If visiting the wash is not a comfortable and enjoyable experience, identify the steps in the process that can be improved, and make an action plan

Sales people have more confidence if they are better trained and have

more knowledge.

Be creative, don’t replicate what the

operator down the street does.

1

2


Jennifer Dawn founded a software company and grew it from nothing into a seven figure business and then went on to become the V.P. of Sales and Marketing for a large carwash manufacturer. She is now a shareholder and Director for Savor the Success, a premium business network for entrepreneurs.

� Produces a soft and shiny surface for a difference you can really feel!

� Creates results that will bring customers back again and again!

� Provides an outstanding foamy show with a pleasant piña colada scent!

Use in tunnel, in bay automatic and self serve applications!

One Pearl Buck Court • Bristol, PA 19007 800.446.2091 • www.blendco.com

Scan here to see it in action!A Division of DuBois Chemicals

For that hand waxed softness and shine

to correct and enhance them. Look closely at every step involved including how the customer pays.Sylvain recommends, “Be sure to provide the consumer the convenience of paying via credit card. It is amazing to see the average cost/car difference in between a client that uses coins or tokens vs a client that uses a credit card as a payment method. Constantly inserting coins or tokens nowadays is inconvenient and frustrating to many customers.”

CREATE REAL VALUEToday’s consumer is smart and knows if they don’t like the “deal” at one wash, they can simply switch to another. When designing an effective upselling program, be sure to create real value for your customer. The goal is to have them leave the wash feeling satisfied and eager to return.At Dave’s wash they pay close attention to their pricing strategy as he explains, “We set the upgrade prices at a very reasonable level, in other words don’t be greedy and charge too much. We are very deliberate in making it a good deal for the customer.”Sylvain adds, “To create value I’d establish a loyalty program immediately. Our gift card program provides the consumer up to 20% additional value for free. Not only are clients able to pay using a convenient gift card at each service point, they LOVE getting the instant free added value.”

While both Dave and Sylvain have been extremely effective at upselling, it didn’t just happen overnight. Take the time to analyze the program you currently have in place (or outline the program you want to create). Research the methods used successfully by other operators, add your own unique style, then create an action plan to implement. Don’t be afraid to make mistakes. The only real failure is never trying at all. Test the process, modify, and improve. Listen to the feedback from your customers. Their comments, positive and negative, are the compass which will guide you in the right direction to creating an upselling program that is highly effective and delivers results.

Make an action plan.

Have them leave the wash feeling

satisfied and eager to return.

3

38 May | June 2014

FIRST, LET’S CLARIFY WHAT EXACTLY IS MARKETING?In a nutshell it’s quite simple: Marketing is the process of communicating the value of a product or service to customers, for the purpose of selling that product or service. A solid marketing plan is not some “magic formula” or a quick fix to boost sales, it’s a long term approach to how you communicate with your customer the value of your product and company. When done well, your marketing efforts will support a steady stream of new (and repeat) sales into your business.

Some of the most com-mon mistakes business own-ers make in their marketing efforts are:• Spreading themselves too thin across

multiple marketing channels.• Not mastering one channel before

moving on to the next.• Being so overwhelmed and confused

at the entire process they don’t know where to start and end up doing nothing.

• Thinking that marketing is a short term fix instead of a long term solution.

• Being afraid to make mistakes or try something new.

by Jennifer Dawn

FORGET PERFECT – FOCUS ON SUCCESS WHEN BUILDING YOUR MARKETING PLAN

Building a Marketing Plan

• Not tracking the results.To build an effective marketing plan, begin with these key elements:

MINDSET SHIFTOnce you understand exactly what marketing is and how to go about it in an organized and systematic manner

you can then begin to focus on results. Instead of being overwhelmed and unsure, you can clearly identify areas you need to add, remove, or improve keeping in mind the big picture – communicating the value of a product for the purpose of selling that product.

TAKE IT ONE STEP AT A TIME

You don’t need to be everywhere at once. Businesses confuse being in every marketing channel as “good marketing” but then end up doing a poor job everywhere. The most successful businesses approach their marketing plan by taking it one step at a time. They master their website, before moving on to social media. Then, in social media they take it one channel at a time. The way you market to a Facebook user is very different than a Twitter follower.

Big corporation to small business

owner, building a strong marketing

plan can seem like a confusing

maze of options and choices.

Social media is free but does it

really work? Hiring an expensive

ad agency might be the right

move, but will the higher price

tag justify the results? These and

other marketing questions can

leave any business owner feeling

overwhelmed and confused. So

let’s look at some great strategies

to develop a solid marketing plan

that won’t break the bank and

yield big results.

THE WAY YOU MARKET TO

A FACEBOOK USER IS VERY

DIFFERENT THAN A TWITTER

FOLLOWER.

38 May | June 2014

Every piece of your market-ing strategy is like spokes within a wheel. They each need to function effectively and work perfectly to-gether. If you want to see some real marketing “magic” happen in your business, then start by taking it one spoke at a time. Own it. Master it. Then, move on to the next spoke.

DON’T BE AFRAID TO MAKE MISTAKESMany successful entrepreneurs start out in business knowing little about marketing except they need to do it. While you may be an expert at washing cars or the king of convenience stores, the world of marketing can be intimidating. Don’t be afraid to try something new, track the results, make changes and try again. If you don’t get it right the first time, that’s okay. Often the most successful marketing strategies are the results of many earlier versions of trial and error.

TRACK THE RESULTSWhen you invest time and money into a marketing plan it only makes sense to track the results. This is how you will assess if the efforts are working and then be able to make smart, informed choices on whether to keep up a specific promotion, change the social media strategy, or make improvements to the website. Build time into your plan for tracking and assessing the results and then making changes as needed.

Once these key elements are in place you are then much better prepared to take a closer look at the current marketing efforts. Create a simple spreadsheet and assess everything including your:• Email Signature

(Do you have one? Could it be used to build your list or promote a product?)

• Business Card (Do you have one? Could it be more effective? Could it double as a VIP discount card too?)

• Website (Do you tell your story in 3 seconds or less? Are you building your list?)

• Social Media (Are you in social media? Which channels are most effective?)

• Advertisements (Do you advertise online or in print? Are you consistent in your advertising – one ad won’t cut it!)

• Coupons or Loyalty Programs

(Do they provide real value? If you were a po-tential customer would YOU sign up for them?)

• Professional Networks (Are your profiles current? Do they enforce your brand?)

Once everything is in a spreadsheet, rate each item as: Working Well, Not Working at All, or Needs Improvement. Also note which areas are strongest, and which are weakest so you can focus more attention on the weak areas.

Once the picture of the existing marketing ef-forts is clear, then make a solid plan to add, re-move, or improve! Remember, every little piece fits together and it’s okay to start with small items first. Plus, in areas where you are the weakest, you can always hire out to the experts. Weigh the money invested versus the time savings and over-all results. If spending a few hundred dollars for a social media expert will save tons of time and yield a much better result than doing it yourself then go for it.

Marketing is an evolution and a process. It’s how the world views you and your company and a key component in helping you drive sales to your busi-ness. With a systematic and organized approach you can easily tackle the world of “marketing”. Forget about being perfect, instead focus on suc-cess when building a marketing plan that works!

Jennifer Dawn founded her own software company and grew it from nothing into a seven figure business and then went on to become the V.P. of Sales and Marketing for a major carwash manufacturer. She is now the Director of Savor Success Circles for Savor the Success, the premium business network for women entrepreneurs and enjoys mentoring women to achieve life-changing goals.

DON’T BE AFRAID TO TRY SOMETHING NEW, TRACK THE RESULTS,

MAKE CHANGES AND TRY AGAIN. IF YOU DON’T

GET IT RIGHT THE FIRST TIME, THAT’S OKAY. OFTEN

THE MOST SUCCESSFUL MARKETING STRATEGIES

ARE THE RESULTS OF MANY EARLIER VERSIONS

OF TRIAL AND ERROR.


Quality> Superior durability> Best-in-industry 2-year warranty with 4-year corrosion warranty on visible surfaces> Solid metal frame> Sheathing with automotive-quality coatings> High-quality PPU lenses protect against scratching and cracking> 5.7” colour screen > 3M quality speakers> High-speed 6” printer with superior graphics capabilities

> Lowest cost of ownership> Easy installation> Roomy hydraulics cabinet> Superior usability with positive feedback grade selects, angled host outlet castings and ergonomic nozzle boots> Best distribution and service network in CanadaSecurity> Better physical fuel protection from a PIN-protected manager keypad, optional meter collar and a variety of cabinet locking options

> Better payment security options, including a secure tribrid card reader, encrypting PIN pad, and full EMV and Interac certified CRINDs> Separate access and security for paper replacement only> More payment options, including RFID, contactless payment and barcode readers

MI Petro and MPI(403) 266-5558 [email protected] www.mipetro.com

Ph: 780.577.5700 Fax: 780.577.5701

Please look over this proof carefully to ensure complete accuracy. Check one box, sign below

and fax back to Cowan Imaging Group.

OFFICE USE ONLY(FOR REPEAT ORDERS)

Job #:

Qty:

Date:

McIntosh Petroleum Truck Prf.ai

Job Description: Computer Cut Graphics in 7725-31 Medium Grey - Weeded and Premasked .

2010\M

Scale: 1:2.5 (40%) artist: m.desjardns / rep: 038

Source Drawing: ADJF 2007/19797

Rev0:Font:

51XXX

Page 1 of 1 First proof and one revision are included in quoted price. All further changes will be billed out at $95.00 per hour.

Drawing #

Date: 03.02.10 MI PETRO SERVICES

19.625 ins

6 ins

7725-31 Medium Gray

XL1022E Cardinal Red

FUTURE READYPAST PROVEN ™

Quality> Superior durability> Best-in-industry 2-year warranty with 4-year corrosion warranty on visible surfaces> Solid metal frame> Sheathing with automotive-quality coatings> High-quality PPU lenses protect against scratching and cracking> 5.7” colour screen > 3M quality speakers> High-speed 6” printer with superior graphics capabilities

> Lowest cost of ownership> Easy installation> Roomy hydraulics cabinet> Superior usability with positive feedback grade selects, angled host outlet castings and ergonomic nozzle boots> Best distribution and service network in CanadaSecurity> Better physical fuel protection from a PIN-protected manager keypad, optional meter collar and a variety of cabinet locking options

> Better payment security options, including a secure tribrid card reader, encrypting PIN pad, and full EMV and Interac certified CRINDs> Separate access and security for paper replacement only> More payment options, including RFID, contactless payment and barcode readers


Ph: 780.577.5700 Fax: 780.577.5701

Please look over this proof carefully to ensure complete accuracy. Check one box, sign below

and fax back to Cowan Imaging Group.

OFFICE USE ONLY(FOR REPEAT ORDERS)

Job #:

Qty:

Date:

McIntosh Petroleum Truck Prf.ai

Job Description: Computer Cut Graphics in 7725-31 Medium Grey - Weeded and Premasked .

2010\M

Scale: 1:2.5 (40%) artist: m.desjardns / rep: 038

Source Drawing: ADJF 2007/19797

Rev0:Font:

51XXX

Page 1 of 1 First proof and one revision are included in quoted price. All further changes will be billed out at $95.00 per hour.

Drawing #

Date: 03.02.10 MI PETRO SERVICES

19.625 ins

6 ins

7725-31 Medium Gray

XL1022E Cardinal Red

FUTURE READYPAST PROVEN ™


by Peter Sutherland

A Change for the Better

AS LEAK DETECTION REGULATION IMPROVES, RETAILERS ARE FINDING CHANGES ARE MAKING BIG IMPACTS ON THE

INDUSTRY AND IMPROVEMENTS TO THE ENVIRONMENT

42 May | June 2014

We currently require that all fill pipes have spill containers around them. Although this seems like a foolproof way to avoid releases from unintentional spills during filling, a random inspection of several spill containers in Canada today shows that a large percentage of them contain spilled fuel.

An article published by the Environmental Protection Agency (EPA) in the United States noted that the number of releases of product into the environment reported on an annual basis has reduced by about 90 per cent over the past 20 years of leak detection regulation.

Here in Canada, while our approach is very similar, most provinces lag behind the US in terms of either leak de-tection regulation or the extent of enforce-ment. The strategy of the National Fire Code of Canada is an excellent demonstration of this approach where all new tanks and piping must be double walled and there must be secondary containment sumps

on tank tops and under pumps. In ad-dition, there is monitoring of any point

where fuel will collect af-ter escaping the primary tank or line. There has been a slow adoption of most of these principles in provincial regulations. Given that in the United States they are many years ahead in the use of this strategy it is use-ful to look at what they have learned to try and predict where we will be with our regulations in a few years.

We currently require that all fill pipes have spill containers around them.

Although this seems like a foolproof way to avoid releases from unintentional spills during filling, a random inspection of several spill containers in Canada to-

Tanknology conducts annual inspections on many hundreds of automatic tank monitoring systems. These systems are very well designed to detect product in sumps or secondary containment areas as well as to conduct accurate leak tests on the tanks and lines.

THE MOST COMMON PLACE FOR THE

CONTAINMENT SUMPS TO LEAK IS AROUND

PLACES WHERE PIPING OR CONDUIT ENTER. NORMALLY

EITHER WEATHER OR CONTACT WITH FUEL HAS DEGRADED THE

RUBBER ENTRY BOOTS AND GROUND WATER IS

ALLOWED TO ENTER.


Tanknology Ad:Layout 1 05/12/13 3:46 PM Page 1

day shows that a large percentage of them contain spilled fuel. This fuel will degrade the container over time. Also, many more contain water that will freeze and damage them in the winter. If a spill occurs they will not prevent the release into the environment. This reality lead many States to require annual spill box inspection and leak testing.

All new codes require containment sumps where piping enters or exits the ground. As part of our regular inspec-tion program we photograph the con-dition of these containment sumps and routinely find that they are partially full of water and sometimes fuel. The most common place for the containment sumps to leak is around places where piping or conduit enter. Normally either weather or contact with fuel has degrad-ed the rubber entry boots and ground water is allowed to enter. This presents the same problem as with the spill con-tainment devices and if there were a leak the product that is supposed to be con-tained would flow out into the ground. This is such a common experience that annual visual inspection is a requirement of the National Fire Code as well as sev-eral provincial regulations, however, a visual inspection is nowhere near what would be required to assure that a re-lease would be contained. In the United States this has lead to annual sump test-ing requirements in many jurisdictions.

Tanknology conducts annual inspec-tions on many hundreds of automatic tank monitoring systems. These systems are very well designed to detect prod-uct in sumps or secondary containment areas as well as to conduct accurate leak tests on the tanks and lines. Unfor-tunately, the fact that the equipment is installed does not assure that it will work when called upon. Sometimes the sen-sors will fail after some time in the field or in some cases the system was not in-stalled properly in the first place. As with the other equipment annual testing and inspection is required to assure that the system will detect a leak when required.

Although we are early in the adoption

of stringent inspection requirements for all leak detection equipment the trend is clear toward periodic inspection and testing of all leak detection and contain-ment equipment. There is no option for governments to reverse this trend as the problems associated with groundwater protection are well known and universally accepted.

In Ontario where the TSSA has signifi-cantly stepped up enforcement of the fuel handling regulation by means of site visits by inspectors, the result has been that many small retailers, particularly in remote areas have had to close down because of the high costs of leak detec-tion regulation. The number of service stations in Canada has been declining

OTHER SYSTEMS COMMUNICATE LEAK

DETECTION AND INVENTORY DATA

REMOTELY TO CALL CENTRES AND USE THE INFORMATION

TO IMMEDIATELY INVESTIGATE LEAK

ALARMS.

www.opwglobal.com

®

Available Only from Canada’s Genuine OPW DistributorsThere is only one OPW – a brand that has forged a global reputation as the leader in fueling solutions by providing legendary product and service quality for more than 122 years. That’s why we carefully hand pick every OPW Distributor, ensuring you get genuine OPW products and the world’s best service each and every time.

For a Complete List of Authorized OPW Distributors

Canadian Authorized OPW Distributors

OPW 19DEF Series Nozzles for DEF Dispensing in

Commercial Fleet Applications

Dorion

Gregg

Hi-Sharp

Keller Equipment

KMD

Multi Serve

CPEQUIPEMENTS

Petroleum Measurement Integrators

Petromax

Petroservice

Waggs

Waleco Ontario

Wayne

Western Oil Service

OPW 19DEF Conv & Carwash Canada half page ad.indd 1 4/10/14 1:34 PM

ple, systems now exist that can measure fuel levels and sales and then reconcile inventory data on a minute by minute basis. Complex data analysis is then used to determine exactly when meters go out of calibration so that no fuel is lost. Other systems communicate leak detection and inventory data remotely to call centres and use the information to immediately investigate leak alarms. Everything from fuel deliveries, pricing, inventory stocking or controlling the temperature of rooms or coolers is now monitored and optimised.

In the end, leak detection regulation may well be the driver that forces busi-nesses to face the decision to modernize or leave the industry.

Peter Sutherland Vice President Tanknology Division of Englobe Corp.

over the past decade but I believe this will accelerate as soon as new leak de-tection regulations are taken seriously. We already see a concentration of larg-er sites with higher throughput volumes in cities. The remaining businesses will need to be extremely efficient to survive.

When we started to look at the prob-lem of business efficiency several years ago it was completely normal for service stations to record unexplained inventory losses of one third to half a percent of the fuel that they sell. This was a cost to the business of several thousands of dollars. Now with tightened manage-ment and new technology most service stations have cut those losses in half or better. The use of data makes efficiency possible now more than ever. For exam-

www.opwglobal.com

®

Available Only from Canada’s Genuine OPW DistributorsThere is only one OPW – a brand that has forged a global reputation as the leader in fueling solutions by providing legendary product and service quality for more than 122 years. That’s why we carefully hand pick every OPW Distributor, ensuring you get genuine OPW products and the world’s best service each and every time.

For a Complete List of Authorized OPW Distributors

Canadian Authorized OPW Distributors

OPW 19DEF Series Nozzles for DEF Dispensing in

Commercial Fleet Applications

Dorion

Gregg

Hi-Sharp

Keller Equipment

KMD

Multi Serve

CPEQUIPEMENTS

Petroleum Measurement Integrators

Petromax

Petroservice

Waggs

Waleco Ontario

Wayne

Western Oil Service

OPW 19DEF Conv & Carwash Canada half page ad.indd 1 4/10/14 1:34 PM


Innovation >> the patented turbo-sweeping systemThe patented Haaga turbo-sweeping system was awarded the gold medal and the

president‘s prize of honour at the 2009 Inventor Show in Strasburg. Haaga is the only producer of sweeping machines that has ever been awarded such a commendation.

Haaga >> only good things are copied: Even our Chinese competitors appreciate Haaga‘s high quality. For this they have been

awarded the Plagiarius prize

the sleek sweepers with the unique disc brush system

Very Low Dust thanks to an intelligent airflow. 4 Year

Guarantee on the brushes

Twice the sweeping capacity with Haaga’s Turbo Sweeping System

The one-of-a-kind Disc Brush System from Haaga

46 May | June 2014

by Kelly Gray

If Alberta legislators have their way small flavoured cigars will be a thing of the past. Behind the drive to push these products out of the market is a suggestion that they are products being marketed to underage smokers. Nothing could be farther from the truth, says, Luc Martial, Director of Government Affairs for Casa Cubana. He sees the efforts in Edmonton as examples of both good public policy and red herring regulation where emotional concerns outweigh the facts.

Called the Tobacco Reduction Amendment Act (Bill 33), the new law set received final reading and is awaiting assent in Alberta. A private members bill, the Tobacco Reduction (Fla-voured Tobacco Products) Amendment Act, 2012 (Bill 206), is also before the Alberta Legislature and is expected to receive passage soon. Bill 33 seeks to control access to tobacco by leg-islating five points – The sale or giving (known as “furnishing”) of tobacco products to minors in public places is prohibited. Some tobacco products must be sold in minimum package sizes to make them less appealing to young smokers. The Bill prohibits the smoking of tobacco-like products in the same locations where the smoking of tobacco products is prohib-ited. Smoking in vehicles with children present is also no longer permitted under the Act. Bill 33 also consolidates the Preven-tion of Youth Tobacco Use Act into the Tobacco Reduction Act.

Martial is on record as stating that Bill 33 represents good

Smoke OutLEGISLATORS ARE LOOKING HARD AT FLAVOURED TOBACCO PRODUCTS

AND BANNING THEM AS GATEWAYS TO CHILDHOOD SMOKING

public policy. He and Casa Cubana are opposed to children smoking and welcome efforts to curb the practice. However, Bill 206, a private members Bill sponsored by MLA Christine Cusanelli, is viewed as specious. He suggests that there is no evidence to suggest that children start smoking because of the availability of flavoured tobacco products and the Bill is the result of pure politics rather than sound public policy.

Currently, The Tobacco Reduction (Flavoured Tobacco Products) Amendment Act, 2012 (Bill 206) has received its third reading. If made law the Bill would restrict the sale of flavoured tobacco products in Alberta in an effort to stop the reported 25,000 grades 7 to 12 students who the government says use these products. This Bill, that bans menthol products, goes further than the Federal Government regulation (C-32) that was passed in 2010. C-32 exempted menthol from the list of regulated flavours; a surprise to anti-smoking advocates who report that menthol is the most preferred flavour among younger smokers. Surprisingly, a Federal Government spokes-person tells that the exemption was made because they could see no evidence of children smoking menthol tobacco prod-ucts (even though Health Canada’s 2010 study revealed that menthol products were used by 3 per cent or 89,000 grades 7-12 students).


It’s a competitive world out there for convenience operators. “You have to have something to distinguish yourself in the market and create the kind of consumer excitement that gets people through the front doors,” says Karen Weldman, Vice-president of New Business Development, Express Division at MTY. MTY is a Montreal-based master franchisor with more than 30 foodservice brands under its umbrella. Banners include marquees such as Country Style, MR.SUB, Taco Time, Cultures and Thai Express to name just a few. “Stores are now more customer targeted and more service focused than ever. A foodservice offering is all part of the contemporary face of Canada’s C-stores. Without the

by Kelly Gray

A Tasty TradeBRANDED FOODSERVICE FILLS THE APPETITE FOR MUCH NEEDED SALES

MTY IS A MONTREAL-BASED MASTER

FRANCHISOR WITH MORE THAN 30 FOODSERVICE

BRANDS UNDER ITS UMBRELLA. BANNERS INCLUDE MARQUEES

SUCH AS COUNTRY STYLE, MR.SUB, TACO TIME, CULTURES AND

THAI EXPRESS TO NAME JUST A FEW.

edge that prepared food items deliver stores will find it increasingly harder to compete,” she says.

Weldman is working hard to show C-store operators the value of partner-ing with well-known foodservice brands to create a one-two marketing punch that drives increased sales as well as customer satisfaction. Over the past several years she has been successful in positioning brands such Country Style and MR.SUB into the convenience retail channel across Canada. “MR Sub was established in Canada in 1968 and is a well known and highly respected brand. The same is true for Country Style estab-lished in 1963. Together the brands of-fer an exciting alternative for customers

48 May | June 2014

who see both trade marks as high value and high quality play-ers in foodservice,” she says, remarking that C-stores need only 480 square feet and about $150,000 to invest to get into a full day part foodservice business that consists of a Country Style premium freshly ground coffee, baked goods, breakfast program and fresh made MR.SUB sandwich offer.

“C-stores can create a point of difference by actually get-ting into the coffee business rather than just offering a cof-fee program,” she says noting that often coffee represents an emotional purchase for customers who seek out positive experiences in their day. “The collateral messaging of a brand adds much to the entire retail experience. Customers have more trust in brands that offer better prod-ucts and service execution than you might find with a row of thermos’s scattered along a hot beverage wall.”

“Coffee is just a starting point, but it’s a place for stores to establish quality and good will,” she says noting a 7/Eleven that enjoyed sales of 2,500 cups a day thanks to service oriented and caring staff that really pushed sales along. “Customers that come in for a coffee often leave with a lottery ticket, newspaper or other items. This makes a perfect collabora-tion with both the C-store and the foodservice brand working to create the maximum market exposure. Increased sales is the result.”

A branded coffee program gen-erates repeat traffic and drives sales and profits. Part of the Country Style MR.SUB advantage is their ability to provide

customers the selection they want throughout the day. For ex-ample, a customer comes in for their morning Country Style coffee and returns in the afternoon for a MR.SUB sandwich.

MTY offers full training and support in programs that get staff performing right away. “We know that speed of service is essential and so in training this is a key component. We are a national leader in franchised foodservice programs and have all the tools and resources to keep operators on the winning edge.”

Weldman reports that operators can start small and work up to a full-scale offering. For example, stores can get involved with a self-serve coffee program where baked goods and fresh

brew are available in a 10-foot counter footprint. “People can then move up to their Level 3 program where breakfast sandwiches service and smoothies are available throughout the day. As your sales grow and customer traffic increas-es there is the possibility of adding a MR.SUB to complete the picture and to cover all day parts.”

MTY has products that work with any sized operation. For example, they have thaw and serve baked goods for small display outlets as well products that re-quire par baking and finishing in store to capture business in the fresh donut mar-

ket. “When you go bigger you have options. For instance a single oven can bake off cookies, croissants, muffins and other items that increase a store’s selection and access to increased sales.”

According to Weldman, MTY’s range of options is winning them support. Currently the company has some 400 express

locations across the country with 40 new sites opening this year. Behind the growth is the recognition from con-

venience retail that as sectors such as tobacco and cold beverages decline they must pick up the

slack in other areas. “Branded foodservice has shown to be a profit centre that is helping

retailer operations regain lost ground and in the process become more relevant to its customer base by adding value with in demand service and product selection.”

CUSTOMERS THAT COME IN FOR A COFFEE OFTEN LEAVE WITH A LOTTERY TICKET, NEWSPAPER OR OTHER ITEMS. THIS MAKES A PERFECT COLLABORATION

WITH BOTH THE C-STORE AND THE FOODSERVICE BRAND WORKING TO CREATE THE

MAXIMUM MARKET EXPOSURE. INCREASED SALES IS THE

RESULT.

The Perfect Store will bring together local retailers, regional and national suppliers in the context of a C-store Exhibit that demonstrates the best products and solutions for retailers.

The Perfect Store will introduce retailers and vendors to a new strategy designed to help retailers strengthen their businesses.

Contact Brenda Jane Johnstone, [email protected] 204-489-4215 or Andrew Klukas, [email protected] 778-987-4440 for more information.

The PerfecT STore Western Canada’s first ever Mini Expo.

WHEN: October 21st, 6:30pm – 10pm WHERE: Stampede Park, Big Four Hall B, Calgary

In partnership with Convenience & Carwash Canada Magazine and Integrated Training Management Inc. the Western Convenience Stores Association is pleased to

present the first ever Provincial Mini Expo.

Would your company like to participate in an event where you get to choosethe products for your sponsored section of The Perfect Store ?

Would you like to meet retailers one on one in a controlled and private setting?Would you like to take orders on the spot?Would you like to conduct retailer focus groups live on location? Would you like to have a retailer feedback on vendor performance through

contest ballot?

50 May | June 2014

Montreal-based Couche-Tard, a global force in convenience retailing with some 12,600 outlets, has announced that corporation founder Alain Bouchard will take on a new role as Founder and Executive Chairman of the Board of Directors. The change will take place September 24, 2014 at the next shareholders’ annual meeting. Couche-Tard’s Chief Operating Officer, Brian Hannasch will be promoted to the position of President and Chief Executive Officer.

Mr. Bouchard launched his first store in Laval in 1980 and followed through with significant retail development and acquisition that saw Couche-Tard grow to 115 stores in just seven years. By 2000, his company had grown to in-clude 1642 locations in Canada with more than 11,000 employees. His pioneering drive had him move into the US market in 2001 where Couche-Tard began picking up C-store chains like Big Foot and Circle K. Next he looked overseas to locations in Vietnam (2008) followed by moves into Scandinavia, the Baltics, Poland and Rus-sia with the acquisition of Statoil Fuel and Retail (2012). The Couche-Tard of 2014 is a far cry from the single store in Laval in 1980. Today, through the efforts and insight of Mr. Bouchard the com-pany oversees 12,600 stores and 80,000 people across three continents.

“Now, after more than three decades as Presi-dent and CEO, it’s time to continue my journey with Couche-Tard from a new perspective,” says Mr. Bouchard. “I see this change as an evolu-tion. It will let me invest more of my time in ac-quisitions and new industry opportunities. I will still be at the office on a daily basis, will take part in the results review every four weeks and the budgeting process. I will also take part in the strategic discussions and serve as a mentor and coach to our next generation of leaders.

“We have an amazing senior leadership team, and Brian is the right person to lead it. He has been intimately involved in developing our strategy, improving our business and he has played a pivotal role in the material acquisitions we made over the last thirteen years, including our largest and most recent, Statoil Fuel & Retail in Europe.”

We congratulate Mr. Bouchard on his con-siderable achievements in the convenience sector and look forward to discovering how his direction will continue to impact the trade as he moves forward in his new role.

CHANGES at THE TOPfor Couche-Tard

Congratulations

Mr. Bouchard

Award Winning Premiere magazine published for the convenience store, petroleum and carwash industries.

Reach Diverse New Markets. Advertise Today!

Free Subscriptions! go online to subscribe

visit: www.convenienceandcarwash.comTo register your company to be listed in our NEW REAL-TIME Resource

Directory and the NEW REAL-TIME Carwash Buyers Guide.

For advertising information contact Cody Johnstone at 416-838-4674 or email: [email protected]


CHANGES at THE TOP

Award Winning Premiere magazine published for the convenience store, petroleum and carwash industries.

Reach Diverse New Markets. Advertise Today!

Free Subscriptions! go online to subscribe

visit: www.convenienceandcarwash.comTo register your company to be listed in our NEW REAL-TIME Resource

Directory and the NEW REAL-TIME Carwash Buyers Guide.

For advertising information contact Cody Johnstone at 416-838-4674 or email: [email protected]

WHAT’S NEW

52 May | June 2014

OPW Launches Expanded Line OPW, a global leader in fluid-handling solutions, has announced that it has ex-panded its product offering of CARB/EVR approved Phase 1 Vapor Recovery E85 Underground Storage Tank (UST) equipment. These products – which have received Phase 1 Enhanced Vapor Recovery (EVR) System certification from the California Air Resource Board (CARB) for use with E85 – have been specifically designed to pro-vide OPW customers with a choice of UST equipment that eliminate the risks and material-compatibility concerns associated with E85.

Due to phase separation (mixing with water), the storage and distribution of E85 can have a significant adverse effect on UST system components. When phase separa-tion occurs, it causes two liquid layers to form in the tank. The lower layer contains water and ethanol while the upper layer is the petroleum fuel with a small amount of ethanol. Because this blend of ethanol and water increases the risk of corrosion, many traditional materials utilized in the past may not be compatible with E85. For this reason, it is extremely important that tank owners only install system compo-nents that are manufactured with materials that are compatible with E85. For more information please visit: www.OPWGlobal.com

OPW Forms New Business Unit OPW, a global leader in fluid-handling solutions, has announced that effective immediately it has formed a new business unit called OPW Electronic Systems. The new business unit is comprised of OPW Fuel Management Systems and PDQ Manufacturing, Inc. This move is part of a broader initiative by parent Dover to en-hance customer value across its portfolio by leveraging synergies between its many operating companies.

Phil Carlin will lead OPW Electronic Systems as Vice President and General Manager and assume responsibility for the PDQ busi-

ness. In addition, Gerry Hanrahan has been appointed as Director of Sales over the combined group known as OPW Electronic Systems.

OPW and PDQ are now uniquely positioned to provide enhanced sales coverage, expanded technical support and training capabilities, and better service to custom-ers and channel partners worldwide. In addition, the anticipated cross-functional collaboration and business synergies will serve to enrich future growth and organi-zational success.

For more information please visit www.OPWGlobal.com or www.pdqinc.com.

Gilbarco Veeder-Root Announces Retail Technology Conference Speakers and Panel DiscussionsGilbarco Veeder-Root has announced the line-up for their Retail Technology Confer-ence (RTC) May 7-9 in Greensboro, NC. De-nise Lee Yohn, brand-building expert, and Todd Papaioannou, chief technology officer of Splunk Inc., will headline the conference.

Yohn has over twenty-five years of experi-ence in advertising and marketing for com-panies such as Burger King, Jack in the Box, Land Rover, and Sony. She’s a renowned technology speaker with previous talks at the Consumer Electronics Show, High Tech Marketing Association, National Restaurant Show, Facebook, and more. Yohn will high-light strategies for retailers to compete by building a great brand through marketing, technology applications, and loyalty pro-grams. She will address the general session the afternoon of May 7.

Splunk Inc. is a provider of the leading soft-ware platform for real-time operational intel-ligence. In his role as CTO, Papaioannou de-fines Splunk’s technology vision, strategy and direction. Papaioannou has nearly 15 years of experience as an entrepreneur and executive in the BigData Analytics and Cloud spaces. At RTC, Papaioannou will cover the latest trends on the “internet of everything” and how this impacts the technology plans of Splunk’s re-tail clients now and in the future. Attendees will leave the May 8th session with a broader perspective of how top retailers are thinking about the industrial internet and what they can do next.

The RTC general sessions will also feature two panel discussions, “Is EMV really coming to the US? When?” and “Marketing to the C-Store Consumer: A CPG Perspective”. For the EMV panel, Oliver Monahan, vice presi-dent of emerging payments, MasterCard, and industry veteran Gray Taylor, executive director, PCATS, will share their viewpoints on the EMV migration in the United States. On the Consumer Packaged Goods (CPG) panel, marketing leaders from major C-store food and beverage brands will debate how they use technology to win the C-store cus-tomer.

Gerry Hanrahan

MacNeil Wash Systems Launches 2014 Product CatalogueFeaturing car wash systems, equipment, and parts, more than 300 products, the 80-page doubled its size from the 2012 parts-only version.

Product features and technical specifications are listed, and a virtual edition is available on the MacNeil website at: www.macneilwash.com/parts-landing.php PDF versions of the catalog can be requested from this web page.


Fighting Rising Utility CostsOur 2013 industry survey identified energy costs as one of the top ten factors hurting retailers’ bottom lines. What is worse, all customers of BC Hydro will experience a rate increase of 9% in April of 2014 (28% over 5 years).

The western Convenience Stores Association is Working with Pulse Energy to conduct an energy survey to learn more about the convenience store industry, facility operations, cur-rent energy management practices, and to determine what new or additional utility services members would find valu-able.

Data collected from the survey will provide direction for the WCSA and Pulse to consult with BC Hydro to tailor a package that will help retailers to manage costs and reduce energy consumption.

Please go to our webpage and take ten minutes to complete this survey:

www.surveymonkey.com/s/7JNNPZY

Lustra Announces New Appointments Lustra™ Professional Car Care Products has announced the appointment of Jack Bonow to Assistant Vice President of the Central U.S. and Canada Division and Rob Raskell to Assistant Vice President of the Western Division.

Jack Bonow has been with Lustra for twenty-five years and Rob Raskell has been with Lustra for four years. Both will take on their new posi-

tions effective immediately.

Lustra™ Professional Car Care Products, a division of Cleaning Systems, Inc., is the car wash industry’s lead-ing provider of cleaning and protection solutions. Visit www.LustraBear.com for more information.

SONNY’S Appoints Kevin Collette SONNY’S Enterprise Inc. has named Kev-

in J. Collette as Vice President of Sales - Compact Tunnel Organization (CTO). As V.P. of Sales for CTO, Collette will create and oversee the distribution network for SONNY’S line of mini tunnels, as well as all sales to high volume gas station, C-store, and self-serve automatic sites.

Collette was a co-founder of Istobal USA, where he served as President and was responsible for Istobal operations in the United States and Canada. He studied at the University of Maine, where he majored in Business.

West Coast Smokin’ Oysters is a new product perfect for C-stores looking to diversify their ‘Ready-to-Go’ and snack food sections. Produced in BC, West Coast Smokin’ Oysters is available

in both naturally lightly smoked and hard smoked formats. The 148g (5oz) product also comes in four flavours – Thai Chili, Stout Sensation, Caribbean Sweet Heat, and Jalapeno Pesto.

Vacuum sealed for freshness, the hi-quality card board pack-aging delivers eye-catching graphics in a small footprint de-signed to drive sales from anywhere in the store. Want to differentiate your business in your market area or just offer a great tasting product that will keep customers coming back? Smoked oysters could be just the thing.For further information visit: www.westcoastsmokinoysters.com

WCSA Energy Survey

Ad IndexAccess Cash / EZEE-ATM ...........................................14

Blendco ........................................................................37

Bulloch Technologies Inc ...........................................42

Canadian Trade House .................................................6

Core-Mark International Inc. ............................... 10, 20

DirectCash ..............................................................OBC

eGenuity .......................................................................33

Gourmet Chips .......................................................... BC

Kleen-Rite Corp ...........................................................32

MI Petro/McIntosh Petroleum Industries .......... 40, 45

National DSD .............................................................IFC

OPW Fueling Components .......................................44

PDQ Manufacturing ....................................................34

Petroleum Equipment Institute .................................17

Pumps & Pressure .................................. ....................36

Ryko /MacNeil. ............................................................24

Tanknology ..................................................................43

WPMA ..........................................................................22

Western Refrigeration ..................................................9

54 May | June 2014

There are 10 differences between these 2 photos. See if you can spot them.

CHANGEOVER

Differences between left and right photos. Spot all 10.10

1. Street lamp building left side, 2. colour of spiral post top right side, 3. yellow building centre, 4. sculpture to of pillar right side, 5.colour of spirals right side, 6. hoses under bridge, 7. lettering sign on building behind spiral post right side, 8. white mark on spiral post forground, 9. lamp post right side in front of pillar, 10. lighting under bridge.


56 May | June 2014

ATMsPOS Solutions

Prepaid MasterCards®Phone Cards

Gift Cards

p 1.888.414.3730e [email protected] directcash.net

Documents

Conv&carwash may june web