conv&carwash mag july aug 2015

JULY | AUGUST 2015

Canada’s most read Canadian owned and operated Convenience, Retail Petroleum and Carwash Publication

HBC – OPPORTUNITIES ABOUND

ELECTRIC PRODUCTS

CSEXPO DELIVERS INNOVATION TO CANADA’S C-STORE INDUSTRY

THE CHANGING FACE OF MOBILE PAYMENTS

BEYOND RFID

HEALTHY CHOICES MEAN BETTER SALES

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CONVENIENCE & CARWASH CANADA 3

Industry & Technology

Cover Story

Instore, Nutrition & HR/Staffing

Carwash Technology

Upcoming Events

October 11 – 14, 2015 NACS/PEI show Las Vegas, NV www.nacsshow.com

November 2 – 4, 2015 Gulf CarWash Car Care Expo Dubai International Convention & Exhibition Centre Dubai, UAE www.gulfcarwash.com

Kesseltronics App improves efficiency in carwash mobile payments

22 Digital Loyalty Programs prove to be strong sales drivers

27 Mobile Payments The landscape is changing. Are you positioned?

37 Electronic Products Category is a rising star in C-store

Healthy Choices Good For You Industry personality Tom Humphreys discusses the opportunities for category growth in good-for-you products

05Responsible Retailing The Western Convenience Stores Association continues to work on a number of fronts.

18 Health & Beauty Potential, potential

20 South of the Border Rutter’s Farm Stores changes the merchandizing picture with new vault doors that ‘WOW’

Going Beyond RFID with carwash loyalty system innovation

28 Winter ice can mean carwash headaches Rick Metz offers advice

41 PEI Women Conference goes beyond all expectations

CSExpo – Post Show Report on Canada’s most innovative convenience industry trade event

12 1507 33

September 23 – 25, 2015 2015 National Convenience Industry Summit Rimrock Resort, Banff, AB www.NACDA.ca

February 16 – 18, 2016 WPMA 2016 The Mirage Hotel, Las Vegas www.wpma.com

4 JULY / AUGUST

Brenda Jane Johnstone Publisher

The CSExpo was an example of what happens when people get creative and go out on a limb to try something new and offer retailers and vendors alike, the time to just talk and get to know one another.

This was how the day went on May 27th in Richmond, BC during the one day only CSExpo.

As everything new, there were glitches but nothing took away from the excitement both vendors and retailers had entering the CSExpo store. Differ-ent than other traditional trade events, the CSExpo was a fully merchandized convenience store. The refrigeration units, supplied by Western Refrigeration were stocked with products as those you’d see in any convenience store. The shelves and rolling gondolas were merchandized with the latest and great-est products and retailers were seen in groups speaking with the sponsoring vendors.

A few short hours into the day I had a brief conversation with one vendor who, with huge grin on his face said, “Brenda, count us in for next year. I’ve already signed 29 new stores and I’ve just gotten started!”

Many of the vendors were excited about the CSExpo format, “I like the in-teraction we’ve had from retailers. We’ve had better conversations than we’ve been able to have at the other tradeshows because we have all the competitors products lined up on the Hot Beverage counter it’s easier to discuss options and differences with the retailers”

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

Belanger page 23, 24, 28Kesseltronics page 13NACDA page 20North Shore Tobacco page 10

PUBLISHER Brenda Jane Johnstone [email protected]

EDITOR Kelly Gray [email protected]

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

Brenda Johnstone 204-489-4215 [email protected] Cathie Fedak 905-665-6071 [email protected]

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

DIGITAL/SOCIAL MEDIA Eva Chambers [email protected]

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

CONTRIBUTING WRITERS Gunnar Beauregard Eva Chambers Brian Garavaglia Kelly Gray Fiona Lake Waslander Luke GrantTom HeavernSean McGrannRandy Wimenta

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

Publisher’s Message

Come Join a Growing community of Canadian vendors and retailers who are dedicated to making the Convenience, Retail Petroleum and Carwash Industry thrive.www.convenienceandcarwash.comtwitter.com/carwashcanadawww.facebook-.com/convenienceandcarwashcanadawww.pinterest.com/cstore_carwash/


ResponsibleRetailingAs well, provinces such as Manitoba, Quebec and Ontario are stepping up their efforts to regulate Vapes. Promoted as a smoking cessation

tool and a more healthful manner to ingest smoke itself, vaping is a rapidly growing activity that has seen a wealth of ‘grey area’ shops open to sell products that include nicotine. In the absence of federal legislation to set a level playing field convenience stores largely refrained from entering this growing market. Unlike the Vape shops convenience stores are already bound by regulations that govern their sales of cigarettes, cigars, and tobacco. Under guidelines from Health Canada, those that legally sell tobacco cannot sell many of the products offered at Vape Shops. To do so would jeopardize their license to sell tobacco. The concern is whether there will be a level playing field for everyone selling vapour products once legislation is put in place.

Manitoba proposed regulations (Bill 30) would prohibit the sale of e-cigarettes to minors, limit advertising and promotion, and ban their use in most indoor, public places. Similar laws are in place in both Ontario and Quebec. However, “The proposed law would give Vape shops a privileged position and allow them an exclusive right to sample and display vapour products. This is a slap in the face of the industry, which has independently been treating vapour products like tobacco and has adopted a recommendation to age test and not sell to youth. The industry has spent a lot of money and effort to make C-store clerks the best-trained gatekeepers of age restricted products.

“Whether it is tobacco, gaming products or beverage alcohol, Canada’s C-stores are best positioned to be the responsible retailers of choice. Our challenge now is to get regulators on side. Toward this end we will be continuing our meetings with government and industry to find common ground that benefits both operators and society.”

According to Western Convenience Stores Association (WCSA) President Andrew Klukas, there is much to discuss amid the recent changes to the flavoured tobacco regulations. He is speaking about the news that Alberta has decided to take a heavier hand regarding sale of menthol smoking products following the recent win by the province’s NDP.

The sale of menthol products was previously exempt from the ban imposed by Alberta on flavoured tobacco items. According to Klukas the intent of the regula-tion was to reduce youth smoking. His Alberta members report that menthol to-bacco is primarily consumed by women in the mid age category and not children and youth. Now he is concerned that the regulation may harm legitimate tobacco retailers while making menthol both more accessible to youth due to contraband, and more attractive due to lower pricing

The announcement from the new Notley Government in Alberta to ban men-thol came on the World Health Organization’s (WHO) ‘No Tobacco Day’ (May 31). This year’s WHO theme focused on stamping out contraband. With a single swipe of the pen, the Alberta government has potentially given the market for menthol cigarettes over to the contraband side. “This move to ban menthol will certainly strengthen illegal trade in cigarettes and reduce the ability of gatekeepers such as trained convenience store clerks to keep tobacco products out the hands of under-age consumers,” says Klukas.

To help combat the challenges of contraband tobacco the WCSA has set up www.notlegal.ca. This website is a good way for people to report sales of illegal tobacco. “Its also a great way for us to collect data on the issue,” says the WCSA president. “Contraband tobacco is not a victimless crime. Monies that are not col-lected through tobacco taxes mean a shortfall in government revenues for public programs. When people buy illegal tobacco we all take a hit. Our data collection gives us the ability to better analyse the situation and be better informed when we meet with provincial and federal ministers and government staff.”

Another important way the Association is networking with its community is through trade events such as the recent CS Expo. Held in Richmond this past May, the event scored with good representation from all sides of the convenience retail sector.

“Unlike a traditional trade show, all competi-tors were placed close together so that attendees could really discuss the merits of products and services and compare more effectively,” says Klukas.

“There was a lot of buzz in the room and we had a mountain of great feedback that will help us fine tune the show for next year,” he says. He adds that the relationships built at the Expo will also make it possible to work more closely with retailers and vendors to fine-tune the WCSA’s lobbying efforts on a variety of fronts.

Klukas has been surprised by a move in other parts of the country to have gas

retailers place global warming warning signs on gas pumps. He suggests that this could be injurious to retailers. “Why are retailers singled out to host this signage?” he asks, pointing out that there are a myriad of other locations for this messaging and that retailers should not have to bear the burden of installing and maintaining the placards.

6 JULY / AUGUST

Alberta

Mario Molinari8225-30th Street SE, Calgary, AB T2C 1H7Email: [email protected] (403) 720-3848

British Columbia

Damian Botteselle7800 Riverfront Gate, Burnaby, BC V5J 5L3Email: [email protected] (604) 430-2181

Saskatchewan, Manitoba & Ontario

Chris Bayley99 Bannister Road, Winnipeg, MB R2R 0S2Email: [email protected] (204) 633-9244

We are committed to our Customers. Come see for yourself.

Whether you are an independent retailer or a part of a national chain, Core-Mark offers each of its customers valuable customized solutions and services designed to help you grow your business.

We offer resources to help drive sales and profits:

• Product Trends & Optimized Offering • Regional Demographics & Space Rationalization • Data Analysis & Competitive Comparison

We are committed to providing superior customer service while delivering quality products and value-added resources to our customer.

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We are passionate about the business

CORE-MARK_passionate_mayjune 2015.indd 1 4/15/15 2:09 PM


The over 250 retailers who attended the recent Convenience Store Expo in Richmond, BC., were the first to enjoy walking through a Convenience Store site while meeting vendors, peers, and industry experts. The event was hosted by the Western Convenience Store Association in partnership with Convenience & Carwash Canada Magazine and Core-Mark International.

Thirty one of the top C-Store and petroleum equipment brands par-ticipated in the event and filled the CS Expo store (staged inside a con-ference hall) shelves, coolers, counters and even the forecourt with their products. Meeting with retailers inside the store gave vendors and retail-ers an opportunity to see their products from a customer’s perspective. Since this was the first event of its kind held in Western Canada, we’ve included many images for you to browse so you can visualize this venue.

“The CSEXPO was an example of what happens when people get cre-ative and go out on a limb to try something new and innovative,” said Brenda Johnstone, Publisher of Convenience & Carwash Canada Maga-zine. “A few short hours into the day a vendor approached me smiling, he told me to count him in for next year’s event since he had already signed 29 new stores up for his products.”

This is the kind of excitement and feedback event organizers heard throughout the day while retailers enjoyed trying new products and en-gaged in interesting conversations. The coffees and lattes flowed freely while vendors served cool new beverages on the floor. Coolers and coun-ters were packed to the brim with hundreds of beverage and foodservice items, and the store shelves featured all the best brands customers will be looking for across Canada. The atmosphere was buzzing with engage-ment and genuine conversation between sponsors and retailers. This is exactly the kind of unique interaction the WCSA had in mind when they first visualized the CS EXPO.

The Western Convenience Store Association (WCSA) saw the need for an event that offered more direct, local networking opportunities to retailers and sponsors than most traditional trade show venues offer.

“We wanted to see people connecting meaningfully on the floor, learning from each other, and initiate deals that would improve business while strengthening the industry as a whole,” said Andrew Klukas, WCSA President. “We built a single booth — a fully stocked convenience store inside the venue that allowed visitors to make side-by-side comparisons while meeting with sponsors behind many of the products.”

The local community also welcomed the event to their city. Mayor Malcolm Brodie of Richmond, B.C. welcomed the CS EXPO to his city and sent this greeting to conference organizers, “We are pleased that you have chosen Richmond as the host city for your expo. Our vibrant community has the quality, services, and attractions to ensure that your event will be a huge success, and will be remembered by all attendees for years to come”.

“Rather than separate people through the

traditional tradeshow booth arrangement, the

Western Convenience Stores Association (WCSA) had a

vision for the CSEXPO event that was more open and

engaging. One that would allow retailers to compare

competing products and services in a natural C-Store

environment.” Andrew Klukas, WCSA President

Where Retailers and Vendors Meet at the Store

By: Eva Chambers

8 JULY / AUGUST

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KICKING THINGS OFF AT THE WCSA SOIThe CSExpo kicked off on May 26th with the annual WCSA Networking event. Attendees heard Andrew Klukas, WCSA’s President, and Tom Humphrys, Petroleum Operations Manager at Peninsula Co-op, provide important industry updates on economic developments and trending industry issues.

The event keynote speaker was Sharon Evans, Principal and Founder of Firefli Consulting Inc., (Manitoba), where she pro-vides business growth strategies for large and small businesses. Sharon motivated at-tendees by encouraging them to reach for their goals.

A lively reception followed the speakers and featured world-class flamenco dancers and renowned musicians. Cristina Benitez (Spain) was the main performer, followed by Liron Man (Israel, Spain). Davide Sampaolo (Rome) was the percussionist and Jafelin Helten (Vancouver) was the singer. Ornella Cappello (Rome) did Pal-mas (hand clapping). This fun and relaxed atmosphere gave retailers an opportunity to learn about industry issues, relax, and network with sponsors before getting a sneak preview of the CSEXPO Store, which opened the following day.

THE CSEXPO STORE OPENS ITS DOORSThe Expo Store opened its doors on May 27th to over 250 retailers who came to see a model C-Store set up. The store was packed with the best products available and equipped with Best-In-Class equipment driven by the latest technology. In a few cases when the actual equipment was not on site, knowledgeable industry professionals were on hand to discuss almost any topic or technology retailers would wanted to hear about. Thanks to the event title sponsor, Core-Mark International, the product displays were set up using the most successful planograms and retailers appreciated seeing actual store layouts they could implement in their own stores.

HERE’S WHAT OUR SPONSORS AND RETAILERS HAD TO SAY

Roxie Price, Manager, SUBtext, University of Victoria Student’s Society

www.uvss.ca/subtext “Overall, a great experience. I thought the concept of the “store-set up” for the expo was very clever; it made a lot of sense to group categories in the space in a way that mirrors what you would typically see in a c-store. So attendees entered the space from the “entrance” to the “store” and proceed through in the typical fashion that a browsing customer would. This allowed attendees to focus on one area of their business at a time instead of bouncing around from booth to booth, covering all areas in disorganized way.”

Scott Cardno, Vice President Business Development – Domo Gasoline Corporation Ltd. www.domo.ca

“As a retailer, I had all the uninterrupted time needed to speak to a few vendors. Which you don’t get a big shows as you are scanning the show just to see it all.”

Kevin Collette, Vice President of Sales at Compact Tunnel Organization. Distributing Sonny’s The Car Wash Factories’www.sonnysdirect.com

“From Sonny’s The Car Wash Factories’ perspective, we felt that the c-store layout concept was new and innovative, the flow through the room was very inviting and natural”, said Kevin Collette of Sonny’s Carwash Systems. “We liked the mix of people attending the show and found the operators very open to discussions about our products and services! The informal nature of the conference was effective – conversations were easy and again very natural!”

Brad Bossert Bulloch, Technologies www.bullochtech.com

“Having a Customer-facing monitor gets attention. Especially with transaction information displaying the customers purchases. As we’ve seen at the CS EXPO everything wants to be noticed. The Bulloch system delivers content the customer wants to see and in the process helps increase basket sizes. Touch Screen, PCI certified, dependable, when dependability matters. Retailers commented on how crisp and clean the new touch screen interface was. The large bright controls were visually appealing and very user friendly.”

Jason Sparrow, Marketing Manager, DSL www.dslinc.com

“Retailers certainly reacted positively to all of our products. The Franke FoamMaster probably received the most positive attention. I think that a lot of retailers were impressed with the level of technology and overall sophistication of the machine. It’s something new that most people haven’t seen before, and once word got around the show that we were serving great cappuccinos and lattes, we were lined up for hours.”

Retailers were also offered a variety of educational sessions offering guidance on topics that ranged from store lottery options to ways to keep workers safe on-site. You can see the complete list of edu-cational settings in our event guide found www.thewcsa.com/events/62.

WE VALUE YOUR FEEDBACK AND INVITE YOU TO THE 2016 CSEXPOThis event was only made possible by many valuable sponsors and the retailers that attended the event. Special thanks to Core Mark International, our Event Title Sponsor, and to Western Refrigeration and Continental Fixtures for providing store fixtures and refrigeration units.

If you like to see a detailed guide about the CSEXPO, please visit http://thewcsa.com/events/62. There you will find a link to our event guide packed with valuable information about the following topics and a list of our event speakers.

• Refrigeration• Dairy• Frozen Dispensed and Cold Beverages• Hot Beverages• Foodservice• Snacks• Confectionary• Carwashes• Payment solutions We hope to see all of you in 2016 at the 2nd CS EXPO which will be held in the Lower Mainland in May 2016. If you missed the

Expo this year, you won’t want to miss it in spring of 2016!

Plans for the next CS Expo are already underway and the location and dates will be re-leased and published on the WCSA website (http://thew-csa.com/). The 2016 CSEXPO event registration will also be announced in the next issue of Convenience & Carwash Canada Magazine (www.con-venienceandcarwash.com).

If you attended the 2015 event the WCSA would ap-

preciate your feedback. You can leave your comments on their contact/feedback form at www.thewcsa.com/content/contact-us.

PLANS FOR THE NEXT CS EXPO ARE ALREADY

UNDERWAY AND THE LOCATION

AND DATES WILL BE RELEASED AND PUBLISHED ON THE

WCSA WEBSITE

(http://thewcsa.com/)

10 JULY / AUGUST

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]


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North Shore Tobacco Canada Inc. Phone: 519.428.3332 Direct: 519.428.2626

left to right:Adam MarshallDave Greason

Tony KolewaskiDave Clark

THE WCSA WOULD LIKE TO CONGRATULATIONS THE FIRST PLACE TEAM ON THEIR FABULOUS -15 FINAL SCORE AT THE

SPECTACULAR LINKS AT GLEN EAGLES AT THE 6TH ANNUAL WCSA CHARITY GOLF TOURNAMENT!

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]

12 JULY / AUGUST

Smartphones have quickly embedded themselves into our lives. In less than 10 years, they have advanced from being a minor blip on the technological landscape to

being the dominant force. Customers made this happen. The technology provided a right-sized solution to basic communication, socializing and individual entertainment. Currently, there are many articles in trade magazines just like this one talking about what comes next, and the answer is mobile payments.

Convenience has been the main driver of the growth in the number of people who make mobile payments using their Smartphone. In fact, the results of a December 2013 study com-missioned by online statistics portal Statista showed that when asked the question “What are the main reasons you started using mobile pay-ments?” the top answer, with 37.1% of respon-dents selecting it, was “I liked the convenience of mobile payments.”

In late 2012, coffeehouse chain Starbucks cre-ated a mobile-phone app that allows its custom-ers to pay for their purchase at any of the com-pany’s locations using their Smartphone without the need to swipe a credit card or exchange cash with the cashier. Not surprisingly, Starbucks was one of the first retailers to make a dedicated effort to tap into the ability that their customers have to make purchases through their Smartphone without the need of cash or a credit/debit card.

When Starbucks introduced the service in the fourth quarter of that year, the company processed 2.1 million mobile-app payment transactions. By the third quarter of 2014, Starbucks was process-ing seven million transactions via its mobile payment app, which was estimated to have been 15% of their total transactions.

So, it stands to reason that the popularity of mobile payments will not be abating anytime soon. The challenge for retailers is to find the best way to use the technology to their ultimate advantage.

Mobile Payments at the Carwash

By Gunnar Beauregard

New Kesseltronics Carwash Activation and Payment App Increases Convenience, Safety and Security for Carwash Customers and Operators

The Carwash Connection – Traditionally, customers purchase carwashes by going inside the convenience store to acquire a carwash code or by purchasing a carwash code

directly at the fuel dispensers. The customer then activates the wash by entering the code into a keypad located at the entrance of the carwash. A subset of washes use payment tellers located directly at the entrance of the wash. Customers use the tellers to select their wash, tender payment and activate the wash.The current systems have the following chal-lenges for the driver and operator:• At code-only sites, the inconvenience of go-

ing into the c-store is a barrier to purchase• Due to the varied size of vehicles, the key-

pads and tellers are difficult to reach for the majority of customers. This is a safety risk as many customers partially exit their vehicles in order to interact with the keypads/tellers.

• Payment tellers are a security risk as they are a potential target for credit-card skimming fraud

• The customer interaction with payment tell-ers is infrequent and unfamiliar

• This can be a barrier to purchase for many customers.

To addresses these challenges, Kesseltronics Systems, Inc., Montreal, Quebec, a division of Dover Corporation Canada Limited, has created and introduced the carwash industry’s first mobile payment app. Mobile payment apps allow customers to activate and pay for the wash by using their Smartphone. By adding hardware to existing activation equipment, these systems allow customers to drive up to existing keypads or tellers and activate the wash using their Smartphone from the comfort and security of their vehicle. The Kesseltronics’ app integrates with Google Wallet, Apple Pay, all major credit cards and proprietary wash-subscription programs. Access to Kesseltronics’ carwash

Screen capture of Kessltronics mobile payment app. running on an iPhone.


activation app is available through a partnership with various retailers, who will create marketing materials that will allow drivers to download the app by scanning a QR code at the pump or inside the convenience store. The app will also be available for download through major online app stores.

In addition to convenience, there are a number of ancillary benefits to mobile activation/payment apps. At the most ba-sic, they eliminate customer interaction with the entry system. No longer does a driver have to roll down the window, in-sert a credit card or cash and enter a code before waiting for instructions to enter the wash. This can not only be intimidat-ing to drivers, but it also slows down the entire wash process and presents a safety risk as many customers must partially exit their vehicle to reach the keypad.

• Increase convenience, Safety, and Security for carwash customers and operators

• Allow your customers to activate and pay for the carwash using their smartphones

• Build loyalty using your smart phone, eliminate the need for expensive magnetic strip cards or RFID tags

• Easily integrates to Google Wallet, Apple Pay, all major credit cards for seamless transactions

• Integrates with Access pay stations, Wash Access Loyalty System, and Webcode Basic Loyalty System for the ultimate carwash payment offering on the market

Mobile Payments at the Carwash!

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Features and Bene�ts:

For credit-card users, the ability to keep the card in a wallet or pocket eliminates the concern that any account information can be compromised through fraud or card-skimming. Any time user-payment information is passed through electronic equipment; there is the possibility the in-formation can be compromised. Payment through a mobile carwash app is worry-free because the system uses a process known as “tokenization” to ensure that the only thing for which the payment information can be used is to buy a car wash at that particular time and at that particular location.

The mobile carwash activation/pay-ment app also offers some ancillary ben-efits for the site operator. In addition to the previously mentioned enhanced safe-ty and customer confidence, there is also the opportunity to elongate and optimize

the interaction with the customer. Instead of asking carwash customers to lean out their car window, interact with a keypad and then proceed into the wash bay, the customer’s Smartphone can now be used to illustrate how to drive into the wash in a manner that is both safe and easy. Also, if a customer is second or third in line at the wash entry, those idle five or 10 min-utes can now be used to communicate things of value to customers through their Smartphone. This time can be used to ex-plain why the carwash is superior and as an opportunity to upsell the customer or communicate other onsite sales oppor-tunities. It opens a whole range of cross-branding and cross-selling opportunities that are limited only by the imagination of the site operator.

ConclusionThe successful carwash operators will be the ones who recognize the advantages that mobile payments will have for their customers and take steps to ensure that they offer that capability.

About the Author: Gunnar Beauregard is the General Manager of Kesseltronics Systems, Inc. a division of Dover Corporation Canada Limited. For more than 25 years, Kesseltronics has been providing innovative activation, control. For more information on Kesseltronics, please visit www.kesseltronics.com.

14 JULY / AUGUST

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Consumers in 2015 are label readers; teenagers, moms, business people, seniors….everyone wants to know what they are consuming. Next time you are in a grocery store,

stand at an aisle end for 5 minutes and watch the behaviour of the shoppers. Doesn’t matter whether you are in the pickle aisle, crackers, salad dressings, cereal or pasta sauce; people today pick up products, turn them over to read the nutrition label, and then will either put in their basket or re-shelf it depending on what they read.

We count steps on Fitbits and track meals con-sumed on apps like MyFitnessPal. We are aware that too much sodium, sugar, fat, and calories on a daily

HEALTHier

basis is not good for us. There is also another major shift in the way we eat today, driven by the millenni-als and gen-x groups. The traditional “3 meal day” is disappearing. Breakfast and Dinner are still popular at the beginning and end of our days, but lunch has been replaced by mid-morning and mid-afternoon snacking. It is now very common for people to have a 10-10:30 morning snack, a small snack again at noon to 1pm, and then an afternoon snack at 2:30

-3pm, all of them of the “healthy variety”.For those of us in the convenience retailing busi-

ness, this is the perfect storm to drive some great sales in the future. We are conveniently located on the driving, walking, and biking routes that young people with busy, mobile lifestyles take. They want healthy options, but with the speed of their lives they often don’t have time to take it with them.

The Partnership for a Healthier America was Michelle Obama’s initiative back in 2008 to get a handle on childhood obesity in the US. Better lunch

BELL BOTTOMS, PET ROCKS, RUBIK’S CUBE, FANNY PACKS…. ALL GREAT FADS THAT HAD THEIR TIME AND THEN FLAMED OUT. IF YOU THINK THAT HEALTHY OPTIONS IN CONVENIENCE STORES IS ANOTHER FAD THAT WILL BLOW AWAY AS FAST A TIE-DYE T-SHIRT, YOU MAY BE ABOUT TO MAKE THE BIGGEST MISTAKE OF YOUR BUSINESS CAREER.

C H O I C E S

By Tom Humphreys

16 JULY / AUGUST

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Food – fresh fruit and vegetables (including fruit packaged in water or light syrup); unsalted nuts and seeds; plain, low-fat, or non-fat yogurt; low fat cheese.

Beverages – Plain water (including carbonated); milk (unflavored skim, 1% or 2%); fortified soy beverage; 100% fruit juice (no added sugar)

Or product nutrition facts meet each of the following criteria:

• Fat does not exceed 30% of total calories (1 gram of fat = 9 calories)

• Sodium is less than 350mg• Sugar is less than 12g• Contains 10% of the Daily Value (DV) of at least one

of the following nutrients: Vitamin A, Vitamin C, Fibre, Iron, or Calcium.

(Excluding products containing Taurine)

food in schools was the initial thrust, but expand-ing healthy options within Conve-nience Stores, and identifying them for consumers was also part of the

plan. The PHA defined the standard for a healthy c-store product and major US convenience retailers Sheetz (500 stores) and Kwiktrip (400 stores) got on board. Healthy options are identified with shelf tags throughout the store to direct label reading consumers to better products. Anyone who has been in a Loblaws store this spring has seen their launch of the

“Guiding Stars” program, which is based on an algorithm that weighs the “good “ stuff in products (protein, vitamins, fi-bre) against the “bad” stuff (fat, sugar, sodium) to determine whether a food

Guidelines

product gets zero, 1,2 or 3 stars. All shelf tags in the store have

stars on them, so shopping for health-ier choices is quick and easy.

Victoria based convenience retailer Peninsula Co-op determined last year that it was time that their stores caught up with the new healthy eating way of life. Although Peninsula Co-op had retailed fresh fruit and other healthier choices for many years, it was time to make the identification of these products easier for customers.

“Our customers are living increasingly healthier lifestyles and the demand for healthier choices in our stores is rap-idly growing,” says Peninsula Co-op As-sistant Petroleum Operations Manager, Jen Munro. “Continually adapting to our customers’ needs and ensuring we have the right product mix is an essential part of our business. More and more custom-ers entering our stores are asking the

same question: ‘What do you have that’s healthy?’ Now, with our Healthier Choice program, customers can look for the la-bel and know it’s a healthier choice.”

Rumble, a Vancouver Island produced protein shake, featured on an episode of the CBC show Dragons Den is a great ex-ample of a ‘Healthier Choice’ sold by Pen-insula Co-op. “It’s a great new product; low fat, low sugar, packed with nutrients and customers love it. Why wouldn’t you want to highlight a product this good with a ‘healthier choice’ shelf label? Peo-ple are looking for it” says Mill Bay Penin-sula Co-op Site Manager Shauna Kunkel.

In May 2015, the Healthier Choice pro-gram launched in two Peninsula Co-op convenience stores, with plans to expand to all convenience store gas centers in the near future. Originally Peninsula Co-op envisioned a “Healthy” Choice program, but problems arose as to what actually met the definition of a “Healthy” choice.


Healthy choices for an 18 year old athlete, a 35 year old expecting mom, or a 70 year old senior are going to be different. The program evolved to “Healthier” choices.

“We are not trying to claim that a product identified as a ‘Healthier’ choice is hands down the best product you could con-sume. We are trying to identify to con-sumers that the Healthier Choice product is, by definition, better than some of the other products on the shelf.” says Munro.

What is a Healthier Choice? The guide-lines are simple. Healthier choice prod-ucts must fall under the following food and beverage categories or the product nutrition facts must meet standard cri-teria.

Handouts with the guidelines are avail-able in participating stores to educate customers about the new program. Cur-rently there are over 100 Healthier Choice products in Peninsula Co-op convenience stores and the number is growing. “Now, with the definition in place, we are bring-ing in more products that meet the guide-lines to further increase our selection of healthier choices.” Customers can’t help but notice the bullet coolers positioned at store entrances, filled with nutritious offerings. “People want healthier conve-nient choices. By improving availability and identification of these items, we’re making it happen!” said Munro. Milk, ap-ples, and cheese strings for kids; a banana, yogurt, and a bottle of water to take to work; a fruit cup and raw almonds to fill the gap before dinner. There’s something for everyone.

The benefits extend to employees as well. “Many of our employees purchase

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meals and snacks during their shift. Pro-viding employees with a greater variety of nutritious options, improves energy lev-els, increases productivity, and leads to greater customer service. It’s a win-win!” says Munro.

Peninsula Co-op currently has over 74,000 active member-owners and gave back $5.7 million in rebates last year. With 15 gas centre locations throughout

Southern Vancouver Island, a grocery store, home heating and card lock ser-vices, Peninsula Co-op serves thousands of customers every day. “Our business is about people, and meeting their needs. It feels good to know we’re doing that with our new program, by helping cus-tomers find the healthier choices they’re looking for.”

Customers can’t help but notice the bullet coolers positioned at store entrances

18 JULY / AUGUST

Category vigilance and merchandising are seen as the tonic that will invigorate the slow pulse of Canada’s C-store Health and Beauty sector

C-stores rang in almost $64.5 million worth of Health and Beauty products (HBC) last year (AC Nielsen). While this represents a lot of shampoo, ra-zor blades and head ache medicine sales, the catego-ry only represents 1.2 per cent of dollar volume and is trending flat over the last 52 weeks. The challenge is that Canadian shoppers are looking for HBC products beyond the convenience channel to drug stores, mass marketers such as Wal-Mart and large grocery chains that offer pharma-cy sections. The opportunities lie in bet-ter understanding of customer needs and awareness of competitive forces.

“The category needs operators to pay more attention to placement, selection and new product innovation,” says Core-Mark International Corporate Director of Canadian Marketing, Chuck Arcand. Core-Mark is a leading full store distrib-utor that provides marketing support like plan-o-grams and merchandising that get products moving out the door. Arcand advises making Health and Beauty products more visible in store and having more products that create buzz. “We suggest operators should of-fer three feet of display for this category where well known brands attract atten-tion.” Here he points to Burt’s Bees, a line of environmentally sensitive cosmetics and grooming products that works well as an inline aisle–closest to till display that many C-store customers find sur-prising in its unique assortment. “Make the Health and Beauty section a destination for cus-tomers and make it visible so people know you are stocking these items. Some customers may not be shopping the category for planned purchases in C-store, but when they need an immediate head ache remedy or require a bit of shampoo to take to the gym, operators need customers to think of them as a quick solution in a time starved world.”

According to Arcand retail margins on Health and Beauty products should be in the 40 per cent range.

Health&Beauty“With margins like this you need to increase inven-tory turn and to do this operators must do a better job of in-store merchandising,” he says.

Some operators are getting the message. For example, at one Mac’s location at which I looked the clerk mentioned sales for Health and Beauty were slow. “But, you must stock these items,” he told me pointing to a row of counter- height pain

relievers that were selling better than other items in the store’s limited, but well considered, HBC selection where shelves were stocked with small pack-age shampoo, diapers, and patent medi-cines like Pepto Bismal. The same was true at 7/eleven. This chain has made a conscious effort to increase its sales of HBC by stocking a six-foot section with travel-sized items that people use on a regular basis.

Thanks to channel blurring compe-tition is fierce. Consider a recent trip I made to an Esso with an On the Run site. My questions to the clerk regarding a pain reliever was met with a comment that most people would just go to the Shoppers Drug Mart on the corner. “Its open late and the prices and selection are better,” he told me mentioning that his last sale of a purse-size pain reliever was to a woman that morning. “She came in for gas, but I guess the two kids in the back seat gave her a headache and she decided to make a quick purchase of medicine here in our store rather than waste time at Shoppers,” he told me.

Arcand advises operators to pay at-tention to things like seasonality where cold medicine and cough drops are big

sellers in the winter, allergy products move well in the spring and fall, and sunscreen is a must have for hot summer days. “Innovation is also key. For instance, smoking cessation products like non-nic-otine e-cigs are key to driving more sales, as are new insect repellant patches. You have to pay attention to the market and be prepared to act on current trends. This is what convenience is all about,” he says, sug-gesting that operators get in line with what custom-ers expect and demand.

C-stores rang in almost $64.5

million worth of

Health and Beauty

products (HBC) last

year. (AC Nielsen)

“MARGINS ON HEALTH

AND BEAUTY PRODUCTS

SHOULD BE IN THE 40 PER CENT

RANGE. “WITH MARGINS LIKE THIS YOU NEED TO INCREASE

INVENTORY TURN AND TO DO THIS

OPERATORS MUST DO A BETTER

JOB OF IN-STORE MERCHANDISING,”

SAYS ARCAND

By Kelly Gray


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What customers expect is to find the items they need, in sizes that make sense at prices they want to pay, suggests Steven J. Montgomery President b2b Solutions, a Chicago-based front line consultancy for the C-store industry “Don’t assume the only size you can sell is the “single serve” packets. However, it you are going to carry the larger sizes price reasonably. Don’t expect to make the same percentage margin you with the single serve sizes. Those are “I need it now

In the UK, C-store operators there have been

having more success selling Health and Beauty than

convenience businesses in North America.

This underlies the fact that there is real opportunity if these products are properly packaged and merchandised correctly. Consider that in the UK 34 per cent of customers look for Health and Beauty in the aisles of the neigh-bourhood Spar or Tesco convenience shops. Recent C-store numbers show hair care up by 3.7 per cent, shower products up by 5.6 per cent and hand wash up by 7.4 per cent.

The idea in the UK is to focus on male shoppers (men’s deodorants, hair care, and styling products +5 per cent each). Important as well is the re-alization that customers will make their larger planned purchases for Health and Beauty at Boots or Sainsbury’s (Shoppers Drug Mart or Super Store are Canadian examples). C-stores are seen as places where people make a distressed purchase with an immedi-ate need in mind.

and don’t care what it cost” type items. The cost is small compared to the issue the SKU is designed to address. Smaller take home sizes may be for now but also may be for later. Price them too high and you may get the single-serve sale, but not the larger one with more penny profit.”

“The key to success in Health and Beauty is to know your customer and have stock that is relevant,” says Arcand. “If you are an airport C-store operator it makes sense to

have small travel sized packages of tooth-paste and shampoo. If you are close to a school, bandages and hair styling products might be a fit. If you are downtown and have a business crowd an additional assort-ment of antacids and Advil are a good idea. And, make these products easy to find and highly visible. Locations close to the front cash desk are ideal and a good way to maxi-mize a margin category.”

UNITED KINGDOM

South of the Border

Anthony®, a Dover company, recently contributed to the successful upgrade of a Rutter’s Farm Stores convenience-store/retail-petroleum location in the company’s hometown of York, PA. The cooler/freezer area is one of the focal points for all of its 60 stores, and was ready for a modern makeover

Rutter’s Farm Stores UpgradesW I T H A N T H O N Y ® I N F I N I T Y 0 9 0 C O O L E R / F R E E Z E R D O O R S

By Sean McGrann, Tom Heavern & Randy Wimenta

at this Rutter’s location. For a solution that was both inviting and energy-efficient, Rutter’s selected the Infinity 090 Cooler and Freezer Doors from Anthony®.

“The first thought was, seriously, ‘Wow!’ because the doors were making a statement,” said Derek Gaskins, Chief Customer

20 JULY / AUGUST


Officer for Rutter’s Farm Stores. “The cooler area drives a major piece of the profitability for the total store, so having the right look and having the right brand with bright white LED efficient lighting, made a huge difference. In partner-ing with a great brand like Anthony, one of our goals is to get more doors in more stores. As we look to modernize the footprint and build the Rutter’s brand in our existing and new stores, Anthony can continue to play a role to help make us a much more profitable company while driving long-term sustainable growth.”

The Anthony Infinity 090 doors met Rutter’s needs because they feature infinity-edge con-struction, with an enhanced visibility area for improved merchandising. Infinity doors also come equipped with magnetic gaskets for a tight seal, as well as heat reflec-tive glass. Lighting was also critical when selecting doors, which is why the Optimax Pro 24 LED Lighting solution was the optimal choice for lumi-nance and energy efficiency. Rutter’s installed a total of 16 Infinity 090 doors during the remodel, 12 on the coolers and four on the freezers.

Thanks to the design of the Anthony Infinity 090 doors, Rutter’s is able to re-alize a 57% energy efficiency improvement for its cooler doors, and 24% improvement on its freezer doors after the upgrade.

“With the cooler doors, we like to use bright light to draw customers through the store since this is a destina-tion,” said Gaskins. “However, sustainability is very impor-tant for us as a company. It’s something we look at as a point of difference. Therefore, the lighting and cooler doors had to be energy efficient.”

Anthony is a manufacturer and solutions provider of glass doors, lighting systems and display equipment for use in commercial refrigeration systems. For more information on Anthony, please visit www.anthonyintl.com.

Bobby Sahni Ethnicity Marketing + Advertising Agency

Bobby Sahni will present NACDA/CCSA commis-sioned propri-etary research to explore how to attract ethnic con-sumers,a growing demographic with disposable income.

Brian Beaulieu ITR Economics

One of the United States’ most informed econo-mists, Brian Beau-lieu’s presentation will cover a wide variety of topics including short- and long-term global economic forecasts, regional economic updates and an outlook on infl ation.

Doug Stephens the Retail Prophet

Doug Stephens will deliver a keynote entitled The New Era of Convenience. The session will be packed with ideas on how to ensure your business is ready to adapt to in-creasing change in how consumers shop.

Carman Allison Nielsen

Carman Allison is back by popular demand to tell the audience what the latest Nielsen numbers show and how to survive in an increasingly competitive environment.

For more information please contact:

Lynda WatsonCall: 1-877-934-3968 OR email: [email protected]

UNDERSTANDING THE CHANGING FACE OF THE

C-STORE CUSTOMER

This amazing content is capped off with memorable networking events and the Convenience Innovation

Awards where the winners in 9 categories will be announced and celebrated.

Compelling content, stunning surroundings, outstanding networking, all in one package.

Don’t delay, register online now!

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THANKS TO THE DESIGN OF THE ANTHONY INFINITY 090 DOORS, RUTTER’S IS ABLE TO REALIZE A 57% ENERGY EFFICIENCY IMPROVEMENT FOR ITS COOLER DOORS, AND 24% IMPROVEMENT ON ITS FREEZER DOORS AFTER THE UPGRADE.

22 JULY / AUGUST

Marketing is essential to growing sales, but between managing operations, overseeing employees and keeping inventory and services fresh, it’s often a challenge for business owners to dedicate enough time and effort. Digital loyalty programs have been gaining traction among convenience, carwash and gas station owners as a means to cut through the noise and grow the average sale per customer. These programs enable business owners to entice customers by offering rewards while receiving valuable data and insights themselves.

A study by Bond Brand Loyalty reveals that 78 per cent of Canadians modify where they spend money in order to maximize benefits. The value of a well-managed digital loyalty program is un-deniable. Convenience stores, carwashes and gas stations can generate strong results by moving beyond one-off giveaways to implement rewards programs based on customer loyalty. Digital loy-alty programs have become more cost-effective and accessible than ever to retailers. But how does one develop customer loyalty and grow the average ticket? The right tools and strategies can result in higher sales and smart business insights.

AUTOMATED MARKETINGAutomated marketing has grown increasingly popular in recent years and it’s not just for big chains. Automated marketing, often in the form of a text message, enables owners to easily reach customers based on certain triggers to offer them an incentive to return and spend more. A popular example is using automated marketing to offer customer incentives, like specials on chips or pop when they fill up their tank, to grow sales during a busy long weekend.

Automated marketing gets noticed and increases the likeli-ness of additional purchases. According to data from Vicinity, behavior-triggered text message marketing drives a response rate that’s ten times greater than standard email. While it’s easy

DRIVING SALES WITH

Digital Loyalty

By Fiona Lake Waslander

to reach customers through automated market-ing, the key to success is customizing communi-cation. Regular, mass communication can cause customers to lose interest. Instead, ensure that messages are triggered by specific customer be-haviours and that each customer is targeted for a reason.

VALUABLE INSIGHTSDigital loyalty programs provide business owners with another value – customer insights and data. Business owners who are used to offering giveaways can give customers the same rewards while receiving powerful data and analytics. Digital loyalty programs can give business owners access to data like number of visits and sign-ups, reward redemptions, promotions redemptions and automated marketing campaign redemptions. Back-end data can inform ongoing business decisions and help drive

sales during slow periods. This data reveals which promotions are working and which ones need to be reevaluated. Conversely, the data can help move inventory during slower periods.

LOYALTY OF ALL SIZESDigital loyalty programs can drive sales for businesses of all sizes. There is no one-size-fits-all approach, giving business owners the flexibility to develop a program that fits their needs. For example, Maple Leaf Gas in Windsor, ON offers points for every dollar spent which can be redeemed for pop, chips, discounts on gas and more. Kitchener Car Wash in Kitchener, ON rewards customers with a free car wash after five visits. A key benefit of digital loyalty programs is that the rules are not set in stone and be customized as needed.

Digital loyalty programs provide convenience owners with easy-to-use marketing solutions and meaningful analytics. The right program can grow the average sale and make your location the go-to among customers who are on the go.

It’s no secret that gas is a commodity and consumers make their purchase decisions based on the lowest price, convenience or where

they can get something in return.

78 PER CENT OF CANADIANS MODIFY WHERE THEY SPEND MONEY IN ORDER TO MAXIMIZE BENEFITS.

THE VALUE OF A WELL-MANAGED DIGITAL LOYALTY

PROGRAM IS UNDENIABLE.


DRIVING SALES WITH

Digital LoyaltyLOYALTY PROMOTION IDEAS:Work with suppliers – If a supplier is offering a special price on pop, use automated marketing to promote the offer to your cardholders.Reward the behaviour not the product – Instead of offering ‘buy one, get one’ offers that reward a single purchase, offer customers a reward for continued visits.Bring them back – Use automated marketing to reach customers who are due for a car wash. Offer them a discount or promotion as an incentive to return.Get customers inside the store – Do you have customers that only come in to fill up their tank or wash their vehicle? Use text message marketing to offer special promotions for in-store products and other services.

ABOUT THE AUTHOR: Fiona Lake Waslander, is General Manager of Vicinity, a turnkey loyalty program that enables small and medium-sized businesses to easily and cost-effectively recognize, communicate with and reward their customers to help grow their repeat business. For futher information visit: www.VicinityRewards.ca Or call: 1-855-292-9766

SHOPPERS’ HABITS

Sources: 1:Bond Brand Loyalty, 2:Lee Resources 2010, 3:Helpscout

5x MORE THAN KEEPING

AN EXISTING ONE 2

OF CANADIANS BELONG TO A LOYALTY PROGRAM 1

OF CUSTOMERS SHOP STRATEGICALLY TO ACCUMULATE POINTS 1

78%

MORE THAN

9/10MEMBERS WANT TO RECEIVE LOYALTY PROGRAM COMMUNICATIONS 1

OF BUYING EXPERIENCES ARE BASED ON HOW THE CUSTOMER FEELS THEY ARE BEING TREATED 3

90%

COMMUNICATIONS CUSTOMER SATISFACTION

COST OF ANEW CUSTOMER

LOYALTYLANDSCAPE

WHY YOU SHOULD REWARD YOUR CUSTOMERS

DRIVING FORCETO REPEAT BUSINESS

70%E F

24 JULY / AUGUST

26 JULY / AUGUST

Canada remains a ripe market for mobile payments due to the large number of merchants that have NFC (Near Field Communications) capable terminals. It’s estimated that 80% of merchants in Canada are now able to accept contactless payments. However, there continues to be a struggle amongst the wide variety of available mobile payment solutions for one to emerge as the clear front-runner.

To date Canada has seen strong pushes from Google Wallet and a variety of banking apps released by the major Canadian banks. Each of these applications had their own limitations that have somewhat restricted large scale adoption.

According to blogsite IT World Canada, here is an abbreviated list of the limitations with Canadian banking smart phone applica-tions:

• Scotia Bank: Must be a Rogers Customer, limited eligible num-ber of smartphones, new devices slow to be supported, must ob-tain a special SIM card from the carrier.

• TD Bank: Open to all carriers, limited eligible number of smart-phones, new devices slow to be supported, must obtain a special SIM card from the carrier.

• CIBC: Open to all carriers, Limited eligible number of smart-phones, new devices slow to be supported, must obtain a special SIM card from the carrier.

• RBC: Must be a Bell customer to use mobile payment, limited eli-gible number of smartphones, new devices slow to be supported, must obtain a special SIM card from the carrier.

• BMO: No mobile payment capabilities.This list serves to show why the adoption of digital wallets by Canadian consumers has been very slow to take off. The landscape has been cluttered with limitations and requirements and without a mainstream platform for widespread consumer acceptance.

PartnershipsThe Global Payments sector appears to be picking up with the development of new partnerships. On June 4, 2015 Global Payments Inc., announced an agreement with Virtual Next, to offer its Canadian merchants a new mobile payment, loyalty,

By: Luke Grant – Product Payment Manger, Gilbarco Veeder-Root

A Changing Landscape For Mobile Payments

promotion and gift card service, which leverages Passbook for Apple iOS and Google Wallet

“By integrating our payment technology offerings with Virtual Next’s mobile payment and loyalty solution, our merchants will be able to simplify their checkout process without the hassle of load-ing a new app,” says René Bélanger, President of Global Payments Canada. “This partnership not only will provide merchants with new revenue opportunities, but also will streamline payment ac-ceptance.”

On June 23rd, Rogers Communications also announced new support for its ‘suretap’ mobile wallet from the major Canadian telecommunications companies, including Bell, Telus, and Virgin Mobile Canada. This will allow customers the flexibility to choose their mobile operating system and still be able to use the suretap wallet, which is compatible with Andriod and Blackberry devices.

In an interview with Mobile Payments Today, Jeppe Dorff, sure-tap President commented “One of things we were very clear about from the beginning was that consumers need choice, and if they need choice, they need a common user experience across carriers in Canada. Last year, we worked on expanding the reach of this wallet, so ultimately as a consumer, you’re not limited to just one wireless network to get into mobile payments.”

The timing of these announcements also comes at a very oppor-tune time ahead of the expected launch of Apple Pay in Canada this fall. Apple Pay has a great shot at quickly gaining adoption in Canada where the iPhone’s market share is much higher than in other regions. Apple certainly has its challenges in Canada as well in that its negotiations with the six largest Canadian banks are still underway. The outlook for an agreement with these banks is good, but the banks are still wary of Apple’s commercial terms as well as recent security issues that popped up in its U.S. launch. To address the security concerns, these six banks have hired McKinsey & Co. to develop a better authentication process for Apple Pay in Canada.

Overall Canada will continue to be an exciting proving ground for mobile payments, and the next six months will likely yield a market leader in that space. However, if the past is any indication of the future, anything could happen.


Floor heat, ice prevention, snow melting, and de-icing systems go by many names and, depending on

the specific installation, all of them can be correct.

In the carwash industry, we are primarily focused on ‘ice-prevention’ as a means of operating our business in cold climates. We have a love / hate relationship with these heating systems. We love that they allows us to stay open for business, operate safely, and bring additional trade. We hate that they can have a substantial impact on our operating expenses.

Properly installed, ‘ice prevention’ is a this business builder that does not have to break the bank. In order to achieve this, you need to follow a few guidelines.

First, look at the tubing design and in-stallation. The tubing itself has changed from polyethylene to polybutylene, then to PEX, and now primarily to PERT. While there are minor differences in the tubing, the layout and run length are still critical to being effective. For example, when us-ing 5/8 inch OD tubing, you should not exceed 180 feet in run length on exterior areas.

By Doug Deal

ARE YOU READY FOR WINTER ICE?

A WELL-MAINTAINED AND SAFE CARWASH MEANS MORE PROFIT AND HAPPIER CUSTOMERS

Next, focus on tubing placement in the concrete. To be effective and efficient, the tubing needs to be embedded in the slab not at the bottom of the slab. The best way to achieve this is the use of wire mesh on chairs that keep the tubing and mesh with approximately two inches of concrete on top (with the proper chair). This is much more consistent than ‘pulling’ the mesh up during the pour. Concrete contractors do not like this method because it is harder to walk on. However, keep in mind that contractors are only walking on it for a day while you will have to live with the perfor-mance and operating expense for many years to come. Also, make sure you install the slab sensor(s) properly. You will want to take steps to make sure it is serviceable in the event that it needs to be replaced.

A proper base under the mesh is equally important. The first choice is the use of four to six inches of pea stone; this acts as an excellent insulator without isolating

itself from the ground tem-perature and provides ex-cellent drain-age. If this is not used, next choice would be to use insu-lation on top of the final grade. The best and easiest to use is roll insulation, which is one half inch thick and has a R-10 value when installed properly (white side up).

A few things to keep in mind when plan-ning a new facility or re-doing an existing site:1) Divide your wash into heating zones

and operate them independently from each other. This allows you to only heat where needed and not overheat some areas just to heat others. A basic exam-

30 JULY / AUGUST

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ple would be keeping all outside areas (entrance, exit, apron, sidewalks, etc.) on a zone and the interior (wash bays) on another. On an exterior express tunnel, separate the entrance apron from the exit apron, especially if you are not doing any prep work outside.

2) Determine the area you actually need to keep “ice-free.” Keep in mind that you will want to make sure a vehicle can enter and exit your wash as well as allow the customer to safely walk around their vehicle and your facility. Also, take into account the shade effect of the building and how it will affect the area needed.

Boiler EvolutionThis brings us to the boiler system. This area has seen a significant amount of change over the last 10 years or so with the introduction of condensing technology. This new technology, along with zoning and control systems, has played a major role in control of operating costs.

In the past, the most common boiler system was a modulat-ing atmospheric fired boil-er. These systems worked, and continue to work, very well when installed properly.

Today ’s condensing technology boiler systems (ultra high efficiency/UHE) are ideal for when properly sized and in-stalled. The cold return temperature helps to en-sure the highest operating efficiency. These systems

can adjust their set point temperature by reading and calculat-ing the temperatures from the slab, the return water and the outdoor temperature. This means that the target temperature is a moving target based on these readings. The system automati-cally raises the target on extreme cold days and lowers the target on mild days, which saves anywhere from 30 per cent to over 50 per cent on your operating expense.

With savings of up to 50 per cent operators will realize a fairly quick payback (ROI) when choosing these modern systems for initial install or upgrading an existing system.

These new systems feature minimal maintenance. However, when preparing for the winter season, you will want to check

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the freezing point valve with a hydrometer, the pH, and the level of the glycol (do not mix types of glycol). Due to the nature (low temperatures and seasonal use), the glycol will last a long time when maintained. Check and lubricate motors, and blow out the air intakes. Test fire the boiler so you know it is ready when cold weather arrives. On condensing boilers, most manufacturers rec-ommend a bi-annual maintenance procedure. This protects the boiler and eliminates most operating issues.

One thing to consider is the temperature in which you are op-erating. The past few winters have seen some very extreme tem-peratures and operators may want to consider a point where they actually close out of concern for your customer and their employ-ee safety. Keep in mind your customers may not be able to get out of their vehicle after they have washed in extreme temperatures.

By following the guidelines, you may actually learn to love your system as properly designed and installed. Simply, a maintained system will allow you to focus on your customer and increase your profitability.

About the Author:Doug Deal is Owner and President of Huron Valley Sales which specializes in heating, water heating, and water treatment systems in the vehicle wash industry.

32 JULY / AUGUST

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So it should come as no surprise that whether it is the high-tech world of Apple and Google, or the car wash industry, innovation drives leaders to create improved methods and systems for their customers. When car wash manufacturers set out to innovate and change the game for loyalty programs, they set their sights on the previous high-water technology mark — Radio-Frequency Identification (RFID) tags.

Innovation RespondsFor many in the carwash industry, vehicle wash systems went through a level of innovation when RFID tag readers hit the market. These systems helped to create more convenient customer identification and to automate incentive, loyalty, and subscription programs.

So, how do you create a better experience than RFID for the end-user, while making it more convenient and more cost-ef-fective for the owner/operator? How can you obtain a seamless customer interface with the data access of current RFIDs — but without the need of RFID?

In the case of car washes, license-plate recognition (LPR) technology is the future.

The evolution of LPR technology for car washes comes at a time when face to face contact with your customers is at a premium. When it comes to LPR systems, PDQ Manufacturing, Inc. has managed to once again bring leading edge technology to ensure your customer experience is effortless and secure.

This innovative process, which takes only seconds from

Wash Loyalty System INNOVATIONS BEYOND RFID READERS

by Brian Garavaglia

Every industry that has competition finds new growth in one thing – innovation. Innovation seeps into every segment and category of business and is essential to sustaining long-term growth.

the moment the license plate is scanned and referenced in a cloud-based system, delivers messaging tailored to each loyal customer at the pay station screen and is possible because of PDQ’s Access entry station and Wash Access Loyalty System (WALS).It works like this:

• A vehicle enters the wash lane and stops for pre-wash iden-tification

• The LPR camera reads the license plate• The license plate syncs with the customer’s account in PDQ’s

Wash Access Loyalty System (WALS)• The wash is activated within secondsAdditionally, there is greater marketing potential while using LPR technology to track washes from users not currently in your loyalty program. Once a scan of a license plate has been made, the vehicle can be identified as a non-loyalty member so that the driver can be prompted at the Access pay station with an option to join the program. If a customer has been to the wash three times in one month, bu t is not yet a club member, the pay station can be programmed to offer a special promotion to entice them into joining the loyalty program.

Once a customer has been identified as a loyalty member, they can be prompted with custom screens saying, “thanks for returning John Smith” or with buy-up messages based on their typical behaviors. If they usually purchase triple foam, and on a particular visit they do not select that option, a message can be generated to ask if they are certain they do not want triple foam.


34 JULY / AUGUST

Working in conjunction with the Access pay station is the WALS loyalty system. This web-based data management sys-tem allows operators to manage a successful loyalty program for multiple sites from one central location. This system offers infinite code variations and tracking abilities to identify the very best customers and to create a host of different loyalty programs.

The addition of subscription capabilities allows customers to sign up for a monthly wash program right at the Access pay station before they enter the wash. This also limits the amount of customer account management work for wash attendants and specifically eliminates the need for attendants to handle credit card information. The WALS loyalty program includes an e-commerce Member Portal that also allows customers to register and/or purchase washes on the Internet, as well as manage their accounts online.

Loyalty Pays DividendsFor car wash owners/operators, the importance of retaining even a small fraction of their customer base volume can mean substantial increases in revenues. Research data suggests that retaining just 5% more of the customer base can mean as much as a 50% gain in revenues*. When the numbers are that obvious, it’s not surprising that owners/operators are willing to invest in loyalty programs.

Subscription and “unlimited wash” programs are hugely popular with today’s consumers and with fleets that require

daily washes. Those loyal customers, who can be counted on to return to a business time and again for a product or service, often do it to feel special, to feel appreciated or as a convenience for their personal time — it isn’t all about saving money. That being said, like most aspects of successful businesses, loyalty comes down to bottom-line decisions. Many of those decisions must be made by the owner/operator who must invest, main-tain and staff whatever system they choose to employ.

RFID LimitationsWhile RFID technology has improved the entry process and enhanced loyalty-program growth, it has some significant

limitations. Smaller operators, who do not have a wash attendant dedicated to their in-bay automatic operations, have struggled trying to maintain an RFID operation. Larger tunnel operators, who have to allocate staff to manage tag installations, must incur the additional cost and time spent managing the RFID process once it is initiated.

While RFID technology has allowed the pay station process to move to a level of minimal interaction for the car wash cus-tomer, it does come with some notable caveats. The initial in-vestment in the RFID reader is a significant expense that is just the first step in initiating an RFID program.

The expense for the individual RFID tags, one required for every loyalty customer won, is yet another cost on top of the reader and system fee. The cost of each RFID tag must be ab-sorbed by the owner/operator, packaged into and (hopefully) recouped in the loyalty program, including the replacement of broken or damaged tags.

ConclusionInnovative technology continues to change the landscape of the in-bay automatic car wash. With the introduction of LPR technology, along with the integration of essential customer-interface and loyalty-management systems, PDQ is delivering a new level of customer ease, satisfaction, and security for a car wash industry that pushes the innovation bar and sets the stage for the next big idea to emerge.

About the Author:Brian Garavaglia is a Business Development Manager for PDQ Manufacturing, Inc., De Pere, WI. He has been in marketing and product development for more than 10 years. With specific emphasis on Internet-based products, his current focus is on interface and new product development in the car wash industry. PDQ Manufacturing is recognized as the technological leader in vehicle wash systems, providing superior quality, outstanding support and products that contribute to its customers’ profitability. Brands include LaserWash® and ProTouch® In-Bay Automatic Vehicle Wash Systems, SwingAir® and MaxAir® Dryers, Access® Wash Activation Systems, Cortex and WALS. Products are sold and supported worldwide through an extensive distribution network. For more information, visit www.pdqinc.com or call (800) 227-3373. Garavaglia can be reached at [email protected].

RESEARCH DATA SUGGESTS THAT RETAINING JUST 5% MORE OF THE CUSTOMER BASE CAN MEAN AS MUCH AS A 50% GAIN IN REVENUES. WHEN THE NUMBERS ARE THAT OBVIOUS, IT’S NOT SURPRISING THAT OWNERS/OPERATORS ARE WILLING TO INVEST IN LOYALTY PROGRAMS.

36 JULY / AUGUST


Retailing has to be the most fascinating business verticals in the world. With the ever changing technology in the mobile communication world it has brought on new sales opportunities at point of sale for some retail formats that traditionally did not play in this commodity or did the customer expect to find this product in stores like gas stations, convenience stores, drug stores, book stores and newsstands.

All of these stores formats have similar challenges that of all retailers have. How to improve margins and capitalize on exist-ing traffic by increasing common measured metrics called aver-age unit per sale (AUS) and average sale per transaction (AST). The majority of these store formats have a very high combined percentage of low margins categories that drive most of the sales volume like gasoline, tobacco and lottery tickets. The business operator turns to the traditional AUS & AST strategy of focusing on soft drinks, candy and salty snacks to drive incremental sales and gross profit.

A NEW RETAILING CATEGORY EXPLODES

by Bruce McGregor

Most of these stores had a small amount of space dedicated to what is known as necessary emergency items like automotive, health & beauty and hardware in a small 4 foot section for the con-venience of the customer. The smart and business savvy operators started to add some electronic items into the assortment to offer the same convenience.

The demand continued to grow in electronic product based on the explosion of the cell phone and tablet market so did the space in these stores to include 4’ sections dedicated to cell phone acces-sories and cables. The vendor community were the first to see the opportunity by creating very nice marketed free standing displays as a one stop mobile communication shop or pit stop. The vendor community started to import a lower price point offering in strong marketed impulse counter displays and the category exploded in these store formats. Some of these displays started producing $1500-$3000 sales per square foot and the power category was born. I have been advising business owners on the industry best practices for over 20 years and here are a few for this commodity.

38 JULY / AUGUST

Sales & Presentation Best Practices• Best results are on front

counter beside a point of sale register

• Price point and impulse placement is the key to generating $100 per day results

• Correct placement and replenishment strategy can add $9 to a sale. You need all items in stock to achieve this.

• Great suggesting selling items.

• If counter space is not available front promotional end cap is best positioning

Replenishment Strategy and Best Practices• Order every week• Order incremental product

to fill fixture plus backup inventory to support sales rate.

• Assign individual replenish-ment ownership to program.

• All Items in stock is key to success

Product Features Benefits

Tempered Glass Screen Protector

Transparency 9H SurfaceHardnessOleophobic Coating

Anti shatter filmDelicate touchDust remover sticker

Selfie Stick Monopod with remote shutterWork on I-phone Samsung and any other phones

Batteries not requiredExtended up to 3.3ft for the perfect angle1 x Selfie stick with 3.5mm audio jack

Dual Wall and Car Charger

2 USB ports Charge to devices

Power Bank 2600mAh power

THE VENDOR COMMUNITY WERE THE FIRST TO SEE THE OPPORTUNITY BY CREATING VERY NICE MARKETED FREE STANDING DISPLAYS AS A ONE

STOP MOBILE COMMUNICATION SHOP OR PIT STOP

Cell Phone Fixture Results

Total Fixture Sales

1150

Day Saxzles Projections

Incremental Yearly Sales

Incremental Yearly Gross Profit

Turn Over

Sales Per Square Foot

GP Per Square Foot

GMROII

30 10,950 0 0.0 10,950 0 0.00

50 18,250 0 0.0 18,250 0 0.00

75 27,375 0 0.0 27,375 0 0.00

100 36,500 0 0.0 36,500 0 0.00

Financial Projections

Conclusion & Review• Huge opportunity to drive

incremental sales and gross profit for your stores

• Opportunity to attach incremental sale to existing traffic

• Inventory will be very productive and profitable

• Having a replenishment plan is key to success

• Increase all store item metrics• Units per transaction

UPT• Average sale per

transaction AST• Average item per

transaction IPT• Very good return on

space• Extremely good return on

inventory investmentI find it very interesting at all the vendor trade shows now you can see vendors that are totally dedicated to this commodity and are continuing to fine tune the new and best fixtures to include the car chargers, wall chargers, the


About the Author:

With over 20 years’ experience in retail leadership, excelling in business planning, strategy development and process improvement Bruce helps clients discover, design and deploy strategy that delivers measurable and sustainable results. Visit www.wbrcsolutions.com for more information

correct cables in various lengths for all phones types and the new items. You will have other vendors that have a completely different business focus developing this power category into their product offering to maximize their AST and AUT.

The category continues to grow and new items are be-ing developed to continue the business growth.

As the need to stay connect-ed and use of mobile devices evolves, the smart retail opera-tors will be the early adapters

to a ever changing retail cli-mate a will add expanded as-sortments based on the next mega trend which is about to enter the market place.

40 JULY / AUGUST

OCTOBER 11-14

2015Convention_CCMag_FullPageAd_6.18.15.indd 1 6/18/15 12:02 PM

The much-anticipated 2015 PEI

Women Conference took place this

past May in Denver, Colorado, and

was a success by all definitions.

The Conference was kicked off by

a tour of the National Renewable

Energy Laboratory (NREL) where

Senior Analyst Kristi Moriarty

showed the group the Vehicle

Testing and Integration Facility and

the Thermal Testing Facility. The

tour was followed by a reception

at the Embassy Suites Downtown

Denver. Attendees registered for

the conference and mingled with

the other attendees before sitting

down to a PEI-hosted dinner.


42 JULY / AUGUST

The keynote speech deliv-ered by Carey Lohrenz offi-cially opened the Conference. Carey spoke of her journey to become a fighter pilot in the U.S. Navy and how keeping a strong focus on her goals helped her succeed. “’No’ is a complete sentence” was an

important takeaway for many women, as well as, “Food is good” explaining how food can help in emotionally charged situations.

Gail Alofsin followed Lohrenz. Ms. Alofsin spoke on harnessing the power of your personal brand, including how to develop your natural attri-butes and how to overcome hurdles.

After lunch, Carolyn Hoskinson, director of the

EPA’s Office of Underground Storage Tanks, spoke about the upcoming rollout of the new UST regulations. The details of the new rule could not be discussed; however, Hoskinson provided a great deal of information on the subject and answered many

questions.Kathryne Newton Ph.D.,

headed up the next day’s ses-sions with discussions on the impact of the changing gen-erations in the workplace and adapting to new communica-tions styles including how to work with millennials. Kathy also talked about ways to deal with conflict, such as encour-aging parties to work together by establishing common goals.

“’NO’ IS A COMPLETE SENTENCE” WAS AN IMPORTANT TAKEAWAY FOR MANY WOMEN, AS WELL AS, “FOOD

IS GOOD” EXPLAINING HOW FOOD CAN HELP IN EMOTIONALLY CHARGED SITUATIONS.


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

44 JULY / AUGUST

AGI would like to introduce you to our UNATTENDED aboveground service station. The Ghost Station consists of a DOUBLE WALL Envirotank with a card reader capable of processing CREDIT CARDS, DEBIT CARDS and Private Cards. The Ghost Station will allow you to

The Ghost Station ships as a TURNKEY SYSTEM.Everything required to MEET THE FIRE CODE can be included. (Signs, collision protection, �re extin-guishers….)Once delivered to site the system can be up and running in days.Because everything is aboveground it is an asset that can be RELOCATED if required.

The card reader accepts DEBIT, VISA, MASTER CARD, Discover, American Express, and private cards.Monitor your Ghost Station from any remote PC with a modem.Remotely retrieve sales, change pricing on dispensers, activate cards, deactivate cards and give customers discounts.Export data into your existing accounting system or use the windows software included with the card reader.

Reduce labour costs.Permit 24-hour operation.Increase sales volume.Increase net pro�ts.

Aboveground Envirotank

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OPW Nozzles Receive NEW Stringent UL 2586 Listing On All OPW Fueling Nozzles

OPW, a global leader in fluid-handling solutions, has announced that it is the first manufacturer in the industry to receive the new stringent UL 2586 Listing on all of its conventional fueling nozzles and limited va-por recovery nozzles, including the industry standard 11A®, 11B®, 7H®, 7HB® and 12VW Series nozzles.

OPW’s 11A, 11B, 7H and 12VW Series nozzles are engineered to meet all industry compliance standards. UL 2586 requires that fueling nozzles and all internal components are compliant with the latest and most aggressive alcohol fuel blends. In addition to meeting UL 2586, the spout of its 11A and 11B Series nozzles meet both SAE J285 and ISO 9158 / 9159 global fill pipe standards – the only nozzles in the industry to do so.

“Being the first manufacturer to earn UL 2586 approval is a reflection of our commitment to always provide the best solutions for our customers,” says Ed Kam-merer, Director of Global Product Manage-ment for OPW Retail Fueling.

To earn UL 2586 approval, fuel nozzles must undergo and pass a rigorous and all encompassing review of its construction (materials, assembly), twenty-five different categories of nozzle performance, manu-facture and testing. All 11A, 11B, 7H and 12VW nozzles manufactured after April 30, 2015, will carry the UL 2586 designation.

In addition to earning UL 2586 ap-proval, the 11A & 11B now come with an aircraft-grade aluminum spout with greater deflection-force strength and is the first nozzle spout in the industry to be compli-ant with both SAE J285 and ISO 9158/9159 global fill pipe standards.

For more information on OPW, please visit www.opwglobal.com.

What’s New

HARIBO, the original gummy bear, gaining traction with Canadian consumers, building distribution across Canada, and moving into convenience and gasHARIBO began in 1920 in Bonn, Germany, with the starting capital of a sack of sugar, a marble block, a stool, a brick oven, a copper kettle and a roller. Since then, HARIBO has steadily grown in Europe, around the world, and now distribution is booming in Canada. HARIBO, the #1Gummy Candy manufacturer world-wide, is derived from plant and fruit concentrate with no artificial colours. They carry an exciting range of sugar confectionery setting themselves apart from competitors with a focus on natural ingredients, high quality detail in their gummy designs, innovative shapes and flavours, and a world famous brand name. 2015 brings about new focus, HARIBO is excited to offer their range of gummy candies to gas stations and convenience stores nation-wide. They are also launch-ing two new flavours in the Canadian market, Fruity Frutti and Sour Stixx.

National Importers Inc is the official importer of HARIBO to Canada. Please visit www.haribo.ca for more information.

MyTankInfo’s Cloud-based Solution Eliminates Tank Gauge Data Security Vulnerabilities

MyTankInfo, which delivers fuel management and fuel site monitoring solutions to the commercial and retail petroleum marketplace, has announced its cloud-based, hardware-enabled connectivity option that protects fuel site operators from data breaches while providing seamless access to fuel inven-tory information.

Recent research completed by Rapid7, an IT security firm, indicates that over 5,300 tank gauges at U.S. fuel sites are vulnerable to remote hacks due to fetch/polling communication pro-cesses that require an open firewall port. MyTankInfo’s cost-effective connectivity hardware prevents data breaches by uti-lizing a one-way communication path.

“Because MyTankInfo’s cloud-based connectivity solution does not host in-bound communication requests, hackers cannot breach the system,” said Michael Buck, Vice President of MyTankInfo.

“And, unlike other systems, it does not

require users to configure password-pro-tected VPN gateways, which is a step that can easily be overlooked.”Advantages of MyTankInfo’s secure, cloud-based hardware-enabled solution include:

• Relies on “Push” method instead of “Fetch/Polling” method to transmit inventory data

• Eliminates the need to poke holes in firewalls in order to poll an ATG, ef-fectively preserving the security of your network

• Unlike a VPN gateway, the MyTankInfo solution does not require end users to configure their device’s security

• Eliminates costly IT requirements• Fax modem, RS-232 serial or an IP card

provide ATG connectivity flexibility• Cloud-based application enables users

to access inventory data, wherever an Internet connection is available

• Hardware is cellular-enabled, providing Internet connectivity to remote loca-tions where an Ethernet connection is not available

To learn more about MyTankInfo’s secure, cloud-based, hardware-enabled connectiv-ity device, please visit mytankinfo.com.

46 JULY / AUGUST

C

M

Y

CM

MY

CY

CMY

K

0152015Aubrey_SummerAdFinal.pdf 1 19/05/15 8:43 PM

Ad Index

AGI Envirotank .................................... 44

Belanger .................................. 23, 24, 28

Blendco Systems ................................. 45

Bulloch Technologies .......................... 38

CoreMark Int’l ................................ 6, 14

CSI Lustra............................................. 31

Direct Cash ...................................... OBC

Erie Brush ............................................ 25

General Mills ..................................... IFC

Gourmet Chips .................................. IBC

Gulf Carwash ...................................... 31

Haaga .................................................. 19

Havana House ....................................... 9

Innovative Control Systems ................ 34

Jack Cash ATM .................................... 17

Kesseltronics........................................ 13

MI Petro ............................................... 42

NACDA ................................................ 20

North Shore Tobacco ......................... 10

Oasis Car Wash Systems ..................... 29

PDQ Manufacturing ............................ 35

PEI ........................................................ 39

Scholtens Inc. ...................................... 16

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

WPMA ................................................. 23

ConneCt to trending topiCs & news About CArwAshes – beverAges– snACks

And other produCts And serviCes thAt CAn help

boost Your business.

Tweet to us about your unique c-store or carwash with #convenienceandcarwash.com and we may profile your

business in our next issue.

https://twitter.com/carwashcanada http://convenienceandcarwash.com

https://www.facebook.com/convenienceandcarwashcanada

Join our social media sites to hear about the latestproducts and events to help you run your carwash

and convenience store.

Sales Position Available at Blendco SystemsBlendco Systems, a division of DuBois Chemicals, is looking to hire a proven sales professional proficient in all types of car washes to join our sales team. This individual will be responsible for helping Blendco grow within Canada. In helping to grow in the Canadian provinces, this individual will be expected to work both independently and with distributors as needed. Responsibilities include providing service and support to existing distributors while helping Blendco grow the distributor channel. Candidates must reside in Canada.

Requirements:Previous experience in the carwash industryPrevious sales experience Reside in CanadaComputer proficiency and basic knowledge of MS OfficeBachelor’s degree or better is preferred.

To apply for this position, please email your resume to [email protected].

Randy Wingert joins Mark VIIArvada, Colorado – Mark VII Equipment Inc., the North America subsidiary of WashTec AG of Germany, the world’s largest manufacturer of vehicle cleaning systems, has named Randy Wingert as Manager of Special Projects.

Mr. Wingert’s background includes over 25 years in marketing management positions in the car care industry at Turtle Wax and Ryko Solutions. He will be based at Mark VII’s factory in suburban Denver.

“Randy is a great addition to the team,” said Mark VII’s CEO Chris Andersen. “His broad ex-perience in all facets of the car car business will bring a fresh perspective to strategic initiatives critical to meeting our growth objectives.”

Gourmet Chips & Sauces Announces New Director of SalesGourmet Chips and Sauces, a specialized Canadian food company, known for products such as Blair’s Death Rain chips and Aubrey D Authentic Hot Spices, condiments and dips, has announced John Cusmariu will become the organization’s new Director of Sales.

Mr. Cusmariu will be responsible for handling all national accounts, working with existing and new custom-ers and helping to launch new products. Additionally, Cus-mariu will manage trade shows for the company. He will Report directly to the Vice president of Sales Aubrey Zelman.

John brings over 15 years of extensive sales and managerial experience. Most notably, he was a sales execu-tive for a well-known radio sta-tion, a Business Development Manager for one of the world’s largest electronics component distributors and has been a small business owner in the Homecare industry.

For further information con-tact Gourmet Chips and Sauces toll free 1-800-424-2447 or visit us on the web www.gourmetchip.com.

Clif Bar & Company Launches New Organic Fruit and Nut Snack Bar in Canada

.CLIF Organic Trail Mix bars feature organic fruits and nuts like crunchy almonds, red cherries and delicious dark choco-late chunks. Clif Bar believes a healthy, sustainable food system starts with organic ingredients. CLIF Organic Trail Mix bars are gluten free, 200 calories or less and a source of fibre. Like all products from Clif Bar & Company, CLIF Organic Trail Mix bars contain zero grams trans fat and no partially-hydrogenated oils, high fructose corn syrup, artificial flavours or synthetic preservatives.

CLIF Organic Trail Mix bars are available in five flavours – Coconut Almond Peanut, Dark Chocolate Almond Sea Salt, Dark Chocolate Cherry Almond, Dark Chocolate Peanut But-ter and Dark Chocolate Pomegranate Raspberry.

For more information on Clif Bar & Company, please visit www.clifbar.ca


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conv&carwash mag july aug 2015

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