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WINNING Information to Help You Compete and Succeed in the Convenience & Fuel Retailing Industry. August 4, 2011. Today…. About NACS About Our Industry By The Numbers About PCI & Date Security Categories & Best Practices 2010 ADA Differentiation. - PowerPoint PPT Presentation
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WINNING Information to Help You Compete and Succeed in the Convenience & Fuel
Retailing IndustryAugust 4, 2011
Today…
About NACS About Our Industry By The Numbers About PCI & Date Security Categories & Best Practices 2010 ADA Differentiation
I will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come upI will not to use profanity when the subject of swipe fees and banks come up
SPEAKING OF BANKS…
Interchange Rates
Source: Merchant Payments Coalition
WE DID FIND ONE COUNTRY THAT CHARGED HIGHER INTERCHANGE RATES THAN THE UNITED STATES…
HOW I FEEL ABOUT THE BANKS AND CREDIT CARD COMPANIES…
ABOUT NACS
BORN IN 1961
NACS’ three pronged focus
Knowledge– State of the Industry (SOI)
Data through CSX– Support of Technology
standards (PCATS)– Industry research– Educational products– NACS Magazine & NACS
Daily– NACS Help Desk
Advocacy– Government Relations– Media Relations
Connections– The NACS Show– NACStech Show– SOI Summit– HR Forum– NACS Leadership Forum– NACS Global Forum & Study
Tours– NACS Social Media
ABOUT OUR INDUSTRY
Our 146,300 stores…‒ Equal more than Warehouse Clubs (Costco) + Supercenters (Walmart)
+ Dollar stores (Dollar General) + Mass Merchandise stores (Target) + Supermarkets (Kroger) + Drug stores (Walgreen’s) combined
Over 90,000 of stores are run by single store operators 2010 sales equaled $576 Billion USD We process about 166 million transactions per day
– Equal to the entire mobile population of the United States shopping with us daily
98% of Americans shop at c-stores once/month We sell 82% of the motor fuel sold in the U.S.
About our industry
We employee about 1,500,000 million workers on the retail side alone
Some of our members made Fortune Magazine’s 100 Best Companies to Work For in the USA in 2010
We have stores in every congressional district Our stores are physically closer to the homes of America than
any other channel of trade – We are the “neighborhood” store
We are the mosaic of America– Every race, creed, gender, income, age
About our industry
ABOUT PCI & DATA SECURITY
Skimmers are our biggest threat
The skimmer threat is real
How are unattended POS PEDs (like AFDs) being compromised?
Criminals instead obtain access to install the capture device on-site by:– Obtaining a generic “brass key” for dispenser model being targeted
• Many dispensers do not have unique key locks installed• Critical to train site employees to question anyone unexpectedly
attempting to service” or “upgrade” one of their dispensers • Store personnel need to inspect pumps at least once per day• Consider tamper-proof security seals on all pumps
Additional Resources
NACS Compliance Resource Center– http://
www.nacsonline.com/NACS/Resources/PCICompliance/Pages/default.aspx
‒ http://www.nacsonline.com/NACS/News/NACSTV/Pages/WeCare.aspx?tgrp=2&src=home112
BY THE NUMBERS
Industry Sales19
80
1981
1982
1983
1984
1985
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
$0.0
$100.0
$200.0
$300.0
$400.0
$500.0
$600.0
104.
1
112.
0
109.
3
116.
2
132.
1
151.
1
163.
6
168.
5
173.
9
182.
4
190.
4
165.
3
171.
0
181.
3 220.
8 262.
6
344.
2
405.
8
408.
9 450.
2
328.
7 385.
2
Dolla
rs in
Bill
ions
$575.6 Billion
Inside SalesMotor Fuels Sales
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
In-Store Sales Contribution Average Monthly Sales = $127,533 4.4%
Cigarettes35.82%, +0.3pts
Packaged Beverages14.20%, +0.1pts
Foodservice12.87%, +0.3pts
Beer8.29%, -0.3pts
Other Tobacco Products
4.03%, +0.2pts
Salty Snacks3.79%, -0.1pts
Candy3.06%, +0.1pts
Milk1.92%, Flat
Sweet Snacks 1.79%, -0.1pts
HBC1.36%, +0.1pts
All Other12.87%, -0.7pts
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Foodservice21.87%, +0.1pts
Cigarettes18.35%, +0.4pts
Pack Bev17.66%, -0.1pts
Beer5.39%, +0.1pts
Candy4.80%, +0.3pts
Salty Snacks4.46%, -0.1pts
Other Tobacco Products
3.95%, +0.3pts
HBC2.18%, +0.2pts
Sweet Snacks 1.94%, -0.1pts
Milk1.77%, Flat
All Other17.62%, -1.2pts
In-Store GP Dollar ContributionAverage Monthly Margin = $40,744 4.4%
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
CATEGORIES & BEST PRACTICES
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-10 90
95
100
105
110
115
120
125
130
Sales
GP$
Cigarettes GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Cigarettes
Premiums78.2%, +0.3pts
Branded Discount7.6%, -0.9pts
Sub-Gen/Private Label
13.7%, +0.5pts
Fourth Tier0.4%, +0.1pts
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
SubcategoryMonthly Average
GP$/StoreChange GM %
Premiums $6,209 7.9% 16.23%
Branded Discount $596 (5.4)% 16.06%
Sub-Gen/Private Label $1,093 12.1% 16.27%
Fourth Tier $29 30.9% 13.89%
Total $7,927 7.4% 16.21%
Cigarettes Gross Profit2010 vs. 2009
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1090
100
110
120
130
140
150
Sales
GP$
OTP GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
OTP Syndicated SalesAverage Monthly = $3,634 per Store
Smokeless57.7%, +0.3pts
Cigars36.1%, -0.1pts
Papers3.7%, 0.0pts
Pipe Cig Tobacco2.4%, -0.2pts
Other Tobacco0.1%, 0.0pts
Source: Nielsen Syndicated – Convenience Tracking – Total US
Subcategory Sales(Millions)
SalesChange
Units Change
Smokeless $3,683.7 13.4% 10.9%
Cigars $2,302.3 12.4% 8.7%
Papers $237.3 13.7% 11.6%
Pipe/Cigarette Tobacco $153.2 4.0% (24.4)%
Other Products & Pipes $4.9 31.0% 24.4%
Total $6,381.2 12.8% 9.3%
OTP Syndicated Sales2010 vs. 2009
Source: Nielsen Syndicated – Convenience Tracking – Total US
OTP Gross Profit2010 vs. 2009
Subcategory Monthly GP$/Store Change GM% Units
Change
Smokeless $890 15.1% 26.5% 10.9%
Cigars $744 11.7% 35.5% 8.7%
Papers $118 7.5% 55.0% 11.6%
Pipe/Cigarette Tobacco $43 9.3% 31.0% (24.4)%
Other Products & Pipes $2 10.2% 35.8% 24.4%
Total $1,798 13.0% 30.9% 9.3%
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Greater dedication to the OTP category | profit center– Merchandising & Marketing– Store Operations
Better assortment planning– Take advantage of item assortment tools either within your company or
those provided by your wholesaler or manufacturer• Perform assortment and space analysis to gain the highest return from
available space• Quantify impact of different assortment scenarios
Greater visibility of product– Get it off the bottom or sides of tobacco fixtures and give it a good
home– Engage suppliers on fixturing that works to support visibility, differing
store configurations, and sales & profits
45
What are best practices?
Operations and Marketing works best together to ensure proper store level execution‒ For small operators who wear both hats, need to make sure
you can deliver in the store what you are advertising to your customers
Train store staffs – Make sure product is always stocked and faced; re-
merchandising is a perfect activity to perform between waiting on customers
– Rotate product: consumers always look at the freshness date
46
What are best practices?
What are best practices?
47
48
What are best practices?
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1050
60
70
80
90
100
110
120
130
140
150
Cold Dispensed
Hot Dispensed
Frozen Dispensed
Commissary/Package Sandwich
Prepared Food
Total Foodservice
Foodservice Sales GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1040
60
80
100
120
140
160 Cold Dispensed
Hot Dispensed
Frozen Dispensed
Commissary/Package Sandwich
Prepared Food
Total Foodservice
Foodservice Gross Profit GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Per Store/Per Month Sales $ Margin $ GM%
Prepared Food $19,162 $10,251 53.5%
Hot Dispensed Beverage $6,939 $3,676 53.0%
Cold Dispensed Beverage $2,965 $1,610 54.3%
Frozen Dispensed Beverage $2,263 $1,351 59.7%
Commissary/Packaged Sandwiches $1,732 $628 36.2%
Foodservice
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Per Store/Per Month Sales % Change
GP %Change
Prepared Food 1.6% (0.2)%
Cold Dispensed Beverage 11.9% 11.7%
Frozen Dispensed Beverage 7.3% 5.5%
Hot Dispensed Beverage 2.1% 0.1%
Commissary/Packaged Sandwiches (3.5)% (25.5)%
Foodservice Sales and Margin Change
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
2010 vs. 2009
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1090
95
100
105
110
115
120
125
130
Sales
GP$
Prepared Food GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1040
50
60
70
80
90
100
110
120
Sales
GP$
Commissary|Packaged Sandwich GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Making a comeback in 2011
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1070
80
90
100
110
120
130
Sales
GP$
Hot Dispensed GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1090
100
110
120
130
140
150
160
170
Sales
GP$
Cold Dispensed GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Jan-08 Apr-08 Jul-08 Oct-08 Jan-09 Apr-09 Jul-09 Oct-09 Jan-10 Apr-10 Jul-10 Oct-1090
100
110
120
130
140
150
160
Sales
GP$
Frozen Dispensed GrowthJan 2008 = 100
Source: NACS State of the Industry Survey of 2010 Data & CSX, LLC.
Foodservice is not just another category From the cleanliness of the parking lot to the cleanliness of the
washrooms as well as the food itself…all will be considered when customers are making a purchase
Need to pay attention to all the details‒ Clean store‒ Fast, friendly service‒ Quality food
C-store Foodservice comes with customer perception “baggage” that needs to be overcome
Food and gasoline don’t mix Food isn’t fresh
Foodservice requires commitment Time, people, and resources
58
What are best practices?
Start simple and get the basics right Coffee
‒ People buy gas once a week but they buy coffee every day‒ One bad smell will spoil the whole program‒ When in doubt, dump it out
Fountain‒ Always in service means always selling
Roller grill‒ They’re not made of gold and don’t increase in value the longer
you keep them‒ When in doubt, throw it out
59
What are best practices?
Install an evaluation process Preparation processes and profitability Tasting and testing Customer feedback
At the end of the day, everyone in the organization should be proud enough of the foodservice program to serve food at least twice to…
Their kids Their grandkids Their parents
Their expectant wife Their girlfriend or boyfriend Their pastor…
60
What are best practices?
2010 AMERICANS WITH DISABILITIES ACT
Why are we here?
Why Am I Here?
Sec.36.302Modifications in policies, practices, or procedures.
Miniature horses. (i) a public accommodation shall make reasonable modifications in policies, practices, or procedures to
permit the use of a miniature horse by an individual with a disability if the miniature horse has been individually trained to do work or perform tasks for the benefit of the individual with a
disability.
The Rule, Not The Exception
It’s not about equal access…it’s
about lining attorneys pockets.
Enforcement
DOJ Consent Decree Fines -- $55,000-$110,000 Other relief
CONSENT DECREES Little General Store, Inc. – October 2003 Sunoco, Inc. – November 2005 Twin Cities Avanti Stores LLC – July 2006 Quik Trip – July 2010
Top Priorities for DOJ & “Advocates”
Fuel, Window Washing & Paper Towels Air, Water, & Vacuums Accessible Parking and Access Aisles Access to the Entrance Drinks & Food Bathrooms Sales and Service Counters ATMs & Vending Machines
Top Priorities for DOJ & “Advocates”
Recommendations
1. Survey existing facilities2. Make obvious corrections first3. Redesign prototypes for new stores – get input from
experienced architect- Get input from an experienced ADA architect
4. Train or retrain personnel in dealing with and assisting disabled patrons
5. If sued, get an attorney experienced in Title III litigation6. Consider costs of litigation versus costs of compliance
Additional Resources
1991 ADA Standards– http://www.ada.gov/stdspdf.htm
2010 ADA Standards– http://www.access-board.gov/ada-aba/ada-standards-doj.cfm
Register to receive updates on compliance requirement changes and publications– www.AccessUpdates.com
Corey Fitze – NACS Director of Government Relations‒ 703-518-4283 ‒ [email protected]‒ http://
www.nacsonline.com/NACS/Resources/Pages/ComplianceAssistance.aspx
DIFFERENTIATION
Remember this?
COOKIES
Remember this?
How do we differentiate ourselves?
My store
Reality is…
We are over assorted!!!
Reality is…
v
12’ of oil and auto parts4’ of pet food
Reality is…
Who knows what this is?
Suspend reality…
Truth is stranger than fiction.
What if we could find a better use for that space?
Think outside of the box…
What if we could find a better use for that space?
Think outside of the box…
What if we could find a better use for that space?
Salsa Sale
Think outside the box…
What if we could find a better use for that space?
It’s BBQ TIME!
Think outside the box…
We can replace slow moving items with products that tie in with what we sell– Ice, beer, and soda (plus coffee): pop up and traditional coolers– Hot dogs and hot dog buns: single use grills– Gasoline: single use and traditional gas cans– Bottled water: filtered water sold in refillable containers– All kinds of cold beverages: fresh popcorn
Bottom line.
We can sell smaller, “auto-friendly” sized products We can sell higher margin items We have the ability to be more creative than the competition We sell refreshment We are the “Pantry of America”…we offer that small reward
many of our customers are looking for
Bottom line.
Our industry puts up with more crap than any other channel– Credit card fees and mandates– Perception that we make a huge profit selling motor fuels– Customers driving to hell and back to save 40¢ on a fill up– Regulation after regulation including new FDA control of tobacco
Despite a tough year, we’re bound to sell more stuff as consumers become more time starved and looking for a “reward” – We need to understand our customers better– We are squeezed by space– We need to know our competition better– We need fresh eyes
Bottom line.
NACS can help Marketers create more profitable Dealers
NACS Jobber|Dealer Membership Program– Jobbers become full Retail Members– Dealers become full Retail Members…for a fraction of the
typical membership cost Marketers can differentiate themselves…
– Provide more benefits and discounts– Provide more information and education
See me or contact me for more information
OPPORTUNITIES NOWHEREOPPORTUNITIES NOW HERE
Thank you!
Contact Info
Michael [email protected]
O: +1 703 518 4246M: +1 302 228 3038D: 1 888 843 5705