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U.K.B.A C.C.I.C PM41670539 캐나다 한인 상공 실업인 총연합회보 MARCH/APRIL 2012 What’s in Your Carwash? New Legislation Impacts Reclaim Systems 세차장에 무슨 물질이 있을까? 새로 운 법률은 세차장 슬러지 수거시스 템에 영향을 미친다. Saying Farewell to a C-Store Legend 편의점 업계의 전설에게 고별인사를 하다. No Doubt About It – Prepaid Cards Are Making Huge Impact on C-StoreSales 선불카드가 편의점 매출에 틀림없이 큰 영향을 미친다. 선불카드가 편의점 매출에 틀림없이 큰 영향을 미친다. A PLETHORA OF ADJECTIVES ADD HEAT TO THE COLD BEVVIE CATEGORY 찬 음료 부문 에서 수많은 수식어들이 경쟁열기를 부추기고 있 다.

CCW Magazine: March / April 2012

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  • U.K.B.A C.C.I.C

    PM

    4167

    0539

    U.K.B.AC.C.I.C

    MARCH/APRIL 2012

    Whats in Your Carwash? New Legislation Impacts Reclaim Systems ? .

    Saying Farewell to a C-Store Legend .

    No Doubt About It Prepaid Cards Are Making Huge Impact on C-StoreSales . .

    A PLETHORA OF ADJECTIVES ADD HEAT TO THE COLD BEVVIE CATEGORY

    .

  • Want fresh? Count on us..

    Contact your local Core-Mark office

    Ontario NW Ontario/Sask. Manitoba Calgary Vancouver 1-877-864-0285 1-800-665-7575 1-800-982-7552 1-800-242-8402 1-800-663-9963

    At Core-Mark, we know that each of our customers is different and their path to success can lead in many different directions. So, whether a store is part of a national chain or a mom & pop, Core-Mark offers each of its customers valuable, customized solutions and services designed to help them meet their unique and shared business goals.

  • Publisher Brenda Jane Johnstone [email protected]

    editor Carter Hammett [email protected]

    sales Kait Walker 416-493-3912 [email protected]

    Cody Johnstone 416-838-4674 [email protected]

    design and Production Edge Advertising Keith House, Design, Production

    editorial advisory board Bernie Comeau, Shell Canada David Hoy, Mid Island Co-Op Dave Watson, The Chamois Doug McRae, Kahkewistahaw Gas & Convenience Store Ltd. Kim Hansen, MI Petro Scott Findlay, Core-Mark Wayne Hoskins, WCSA

    contributing Writers Charles BorchardDave BowenCarter HammettKelly Gray Trent McKeeRobin SteinbergTammy StelmachowichShekar Swamy

    Jeff Weber

    circulation James Gordon [email protected]

    Website www.convenienceandcarwash.com

    Publication Mail agreeMent No: 41670539 Return Undeliverable Canadian addresses to: Circulation Department 543 Borebank St. Winnipeg, MB R3N 1E8

    ContentsFeatures

    5 strength by association The CCSA travels the country and keeps your voice heard

    8 a.c.t. announces significant retirement After three decades, C-store legend Kim Trowbridge closes his cash register

    10 the three Fs Flavour, format and function keep the cold beverage categorywellhot!

    14 losing Watts = saving $$$ The anatomy of a C-Store, inside and out, as viewed with LED lighting

    19 Protect your Wireless network From security breaches With more cyber security breaches in 2010 than ever before, it may be time to consider Wireless Intrusion Prevention.

    22 a new industry term or true roi? Cash Management Solutions offer alternative systems to traditional money management

    25 When a reclaim system isnt Just a reclaim system Reclaim systems offer car washes a royal flush in the game of saving water

    29 Prepaid cards Put convenience into convenience stores With market forecasts predicting upwards of $549 billion in prepaid card sales this year alone, its time to consider adding these diverse babies to your inventory

    32 have you had an inspection on that Pump? Over 90 per cent of gas loss stems from incorrectly calibrated meters. New legislation aims to address part of this problem

    38 time to re-evaluate a Proven Material Over the years, fibreglass has developed an unfair bad rep, but now its gradually proving to be the comeback king when it comes to preventing groundwater contamination

    46 no Propane, no gain Were not just blowing gas! Propane keeps you sane!

    51 arming the industry to succeed The Carwash Show offers bigger, better and broader surprises that are the best show in town

    dePartMents

    4 Publishers Message Spring is the time to reflect on planting some new inventory seeds

    convenience & carWash canada 3

  • brenda Jane Johnstone Publisher

    Publishers Message Upcoming EventsMarch 20 & 21, 2012convenience uToronto, Ontariohttp://toronto.convenienceu.ca

    May 7 9, 2012intl carwash showSands Hotel & Conference Centre,Las Vegas, NVwww.Carwash.0rg

    May 15, 2012nacdaontario 2012 childrens charity golf classicEagles Nest Golf Club, Maples, [email protected]

    June 13 -14, 2012nacda Maritimes 2012 childrens charity golf classicFox Creek Golf Club, Dieppe, [email protected]

    July 5, 2012Wcsa 3rd annual charity golf tournamentCottonwood Golf & Country ClubCalgary, AB

    August 9, 2012Quebec 2012 childrens charity golf classic

    August 9, 2012 elm ridge golf club, ile-bizard, Qc

    September 11 14, 2012nacda 2012 industry business summitJW Marriott The Rosseau Resort & Spa,Muskoka, ON

    convenience & carwash canada would like introduce you to our new advertisers:

    containment solutions page 40core-Mark IFCfreal foods page 9Jasper & Jasper page 42,43national dsd page13national smokeless tobacco page 44, 45oasis car Wash systems page 26Pipe specialties page 39Western refrigeration page 11

    With Spring in Our Step

    Spring is a good time for trend spotting. Whats the next big thing?For example, its interesting to note that beverage purchases

    are still the number one C-store side dish that boost gas sta-tion sales. According to the 2012 NACS Consumer Fuels Report, about 48 per cent of all gas buyers never enter a C-store, which means that 52 per cent do. The study indicated that mornings

    were peak purchasing times for beverage sales and that 18-to-24-year-olds were the most likely to purchase drinks. That figure drops substantially for shoppers who are 50-plus.

    Food purchases are second to beverage sales with chips and salty snacks lead-ing the way. Categories like salads and fresh fruit still reside at the bottom ranks of the sales chart, but they are growing in appeal to shoppers as a hot product of the future. Consumers may not necessarily purchase healthier options just yet, but are more enticed to shop at a store offering healthier offerings and broader choice.

    The various forms of purchasing continue to expand and diversify with the ever-growing popularity of prepaid gift cards, which experienced healthy growth last year, according to a gift card consumer insight study conducted recently by First Data. The average amount spent in the US on closed-loop gift cards increased by $50 over 2010. Customers spend an average of $42 per card. Fur-thermore, an interesting factoid on human behaviour reveals that 43 per cent of respondents were considering storing gift card data on a mobile phone, which suggests spending patterns of the future.

    Why this information? Because, among other reasons, when you look in the latest edition of our Resource Directory this issue, you will see a dizzying ar-ray of suppliers who make available a dizzying array of products and services available to you. Because, when you support them it moves our entire industry forward across multiple channels. Because, when you support them it makes good business sense to be aware of those in the know. So, take a moment, and consider: is that supplier selling potato chips? Or are they making available carefully-selected product choices to enhance your service? Its a good reason for you to call these advertisers first when it comes welcoming new feet as they enter your store.

    Consider that and other items available in this issue, from insightful articles on cold beverages, to useful news-you-can-use about carwash reclaim water systems. Its all here.

    After all this crazy winter weather, another sure sign of spring is the impending volume of golf tourniesincluding my fave, WSCA, which just gets bigger and better every year around the corner, and that gets this publishers heart pump-ing with anticipation. Watch for registration notices.

    As usual, my business is your business. Together were a powerful, interdepen-dent community.

    4 March | April 2012

  • THE CCSA HAS bEEN TRAvELING THE COuNTRY TO SPREAD THE MESSAGE THAT REGuLATIONS IMPACTING CANADAS C-STORES ARE ONES THAT INFLuENCE CHANGE TO ONE OF THE COuNTRYS LARGEST GROuP OF SMALL buSINESS OPERATORS

    by: Kelly Gray

    Speaking from Strength

    Back in the late 80s convenience stores got slammed when provinces decided to open up the doors to Sunday shopping for grocery retailers. In fact, grocers were allowed to extend their hours through the week, making them even more of a deadly competitive force that hurt Canadas convenience industry.

    Simultaneously, the government of Canada introduced the GST. Like Sunday shopping, the GST worked in favour of gro-cery retail with big box stores largely exempt from the tax, making neighbourhood C-stores less attractive to customers.

    Surprisingly, these moves were made despite the fact that Canadian C-stores were employing tens of thousands of workers and generating huge tax revenues. Part of the reason convenience retail was left holding the empty bag was that at the time there was little in the way of industry lobbying. While grocers had organizations like the Canadian Council of

    Grocery Distributors (CCGD) and the Canadian Federation of Independent Grocers (CFIG) C-stores had no centralized voice representing their interests. The impact of this void meant that small Mom and Pops were closing at the rate of 1.5 stores a day and chains were teetering on the brink of collapse.

    Now with the Canadian Convenience Stores Association (CCSA), there is a voice present to represent the more than 25,000 store operators and their 185,000 staff. The organization came into being in 2006 as a way to string together a number of regional affiliates, including The Ontario Convenience Store Association, The Atlantic Convenience Store Association, The Western Convenience Stores Association, and Association Que-becoise des Depaneurs en Alimentation.

    CCSA President Alex Scholten puts it into perspective de-scribing recent government budget consultations in New Bruns-wick. There, Canadian Union of Public Employees (CUPE) rep-

    convenience & carWash canada 5

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    resentatives presented their concerns about cost cutting that would impact their member employees. To combat this, CUPE suggested a tax on sugary beverages to raise the monies necessary to keep high-paid government employ-ees in place.

    This was just tossed out without any supporting evidence or studies and the finance minister agreed that this would be something interesting to look into to raise money for the province. We will be following up on this to ensure such a flippant suggestion does not get imple-mented.

    Scholten comments that the CCSA had already been suggesting that con-venience retail is ideally placed to sell beer, wine and spirits. We have a prov-en track record selling age-restricted products like tobacco and lotto tickets. In fact, Health Canada has shown in its annual studies on compliance that use mystery shoppers, that C-stores are showing the highest levels of profession-alism. We can also be a lot more con-venient for customers and tourists than government-controlled liquor locations

    that have been reducing hours to make up for the high cost of their operations.

    Scholten is watching as governments are reducing services across the board, even as they seek more revenue. Increas-ing tobacco taxation is a good case in

    point. Unless there is strong represen-tation that gets our message out we will see a continual targeting of the products we sell. At this point we are in the pro-cess of creating public awareness of the issues of legal-versus-contraband tobac-co and the costs to society as well as to our membership, he says, noting that he was recently able to bring this message to the attention of Minister of State for Finance Ted Menzies.

    Another key point the CCSA wants to convey is the lack of awareness the gov-ernment appears to have regarding the size and importance of convenience re-tail nationally. When decisions are made that impact C-stores they are decisions that impact thousands of small business operators who comprise the backbone of the Canadian economy. Compare the in-centives that the auto industry has been awarded over just the recent period. We have received no grants or supports even though we too are facing challeng-ing times. We represent businesses that employ more than 185,000 workers, mak-ing us an important sector that is a key economic driver. Even so, we are less

    Unless there is strong representation that gets our message out we will see a continual targeting of the products we sell. At this point we are in the process of creating public awareness of the issues of legal versus contraband tobacco and the costs to society as well as to our membership alex scholten CCSA President

    advantaged when it comes to things like tax breaks, government programs, and grants. We are working to bring this mes-sage to both government and Canadians at large.

    To date the CCSA and its regional af-

    filiates have been addressing budget consultations in Alberta, Ontario, Nova Scotia, Prince Edward Island and New Brunswick. Here the effort is ensuring that Canadian convenience stores are considered when important decisions are made. As mentioned, government is often most concerned about revenue. When it comes to talk about sugary bev-erage taxes or hiking tobacco levies the talk of health concerns is really a side is-sue designed to promote the enhanced dollars that would flow to government. We want to be at the table to make cer-tain that everyone understands the impli-cations from the standpoint of our indus-trys 25,000 small business operators.

    In the past, C-stores were largely single voices that spoke without the authority of community. The result was withering legislation like the repeal of the Retail Holiday Business Act. Will these types of regulatory pitfalls happen again? The possibility is there, but with a concerted voice the industry will at least make their concerns known and be in a far better po-sition to negotiate in the face of change.

    6 March | April 2012

  • Thank you to all of you who have sent flowers, fruit, cards, letters and assorted best wishes for my recovery to my home! It was

    much appreciated!I have now begun the rehabilita-

    tion process with two therapists to help me relearn and focus on differ-ent communication skills and under-standing both subtle and complex applications. What I have as a result of the stroke is called APHASIA and requires relearning some basic and complex communication skills that most of us take for granted. The re-habilitation process has gone well of late despite some frustrating and humorous beginnings and I remain hopeful over the next few weeks and months to be able to return to work and doing the things I love to do; interacting with people.

    I must apologize to anyone who emailed me at my WCSA email ad-dress ([email protected]) because I have not had access to that email address since October .... nor do I have access to the phone number listed on our website. I am however back online and available at [email protected] if you wish to send an email.

    I sincerely appreciate the oppor-tunity to have represented the con-venience and gas channel members of our association and the industry with the various governments in the west and the north.

    I remain as committed to the issues facing our channel and will check from with to time how the WCSA is progressing while I focus on my rehabilitation until I can work again.

    ON bEHALF OF THE WESTERN CONvENIENCE STORES ASSOCIATION IT IS MY PLEASuRE ANNOuNCE THAT ANDREW KLuKAS HAS AGREEDTO ACT AS INTERIM PRESIDENT WHILE WAYNE HOSKINS RECuPERATES FROM THE STROKE HE SuFFERED LAST OCTObER. Andrews title will be Acting President and he is well on his way to learning what this new roles responsibilities involve. He attended his first WCSA Board of Directors Meeting on January 30. Doug Hartl, from Macs Convenience introduced him to a number of elected officials at a recent Liberal Party fundraiser earlier in January. Andrew has all of the qualifications needed to carry out this function and the WCSA will be well represented. Andrew has an impressive education including a Masters degree in Philosophy and Public Administration. He was a key advocate for the WCSA at WorkSafeBC public hearings held last year. 2012 will be a busy year with our continued work on the healthy convenience store initiative as well as all of the other files that will require his attention.Welcome aboard. l.W. (len) McgeouchChairman

    Wayne suffered a

    stroke while representing Wcsa in joint

    meetings with the 2011 nacs show executive in chicago last

    october

    Andrew brings ten years of independent consulting experience to his role at WCSA. During that time he supported the establishment of several industry associations, chaired workforce development committees for industry on behalf of provincial and federal governments, evaluated industry and government programs, designed occupational health and safety programs and strategies for several industry groups, and developed the safety training program for the Vancouver Organizing Committee for the 2010 Olympic Games. Andrew also created www.retailsafety.ca on behalf of WCSA. Andrew is pleased to join the WCSA/CCSA team. I have been impressed by the commitment of WCSA to support the success of all c-stores both members and non-members and I look forward to making my contribution to the continued expression of that commitment.

    The WCSA board met on January 30 and will be saying goodbye to Blair Patterson and Mark Goodman.

    On behalf of WCSA I am pleased to an-nounce that Mr. Kim Jones, Suncor Energy and Mr. Henry Arsenault, National DSD have joined our board. Thank you, Bair and Mark for your contribution to the associa-tion and the retailers it serves.

    Western c-store owners needed for 2012 State of the Industry Surveythe canadian convenience stores association is preparing to launch its state of the industry (soi) survey in March. We need your input! youll help your store, and you could win a free iPad.

    The information from the SOI sur-vey also helps us to see the impact of unfair business practices, such as the manufacture and sale of contra-band tobacco, on c-stores. WCSA is working with the CCSA to make sure it doesnt happen in Western Canada.

    The survey also alerts the WCSA and CCSA on where other retail channels are encroaching on c-store sales. Win a Free ipad!Western and Atlantic c-store owners who complete the SOI online will automatically be en-tered into a draw for a free 32 GB iPad2 Wi-Fi + 3G ($749 value). You can complete the survey at www.cstoresurvey.com.

    convenience & carWash canada 7

  • After nearly 30 years helping to guide

    Macs, Kim Trowbridge sets sail for fresh waters

    a.c.t. announces signiFicant retireMent

    Alimentation Couche-Tard (ACT), Canadas leader in convenience retailing with more than 1000 stores coast to coast and brands that includes Macs, Winks and Couche Tard, has

    announced the retirement of Kim Trowbridge, a well-known and highly r e s p e c t e d i n d u s t r y p e r s o n a l i t y . At leaving Mr. T r o w b r i d g e held the post of vice-president S p e c i a l A s s i g n m e n t s and was based in the Calgary offices of the Macs division.

    Kim began a career in conve-nience back in 1983 starting as an area rep for Macs during a period of rapid expansion. He had left a highly successful busi-ness and carried with him a phi-

    losophy of entrepreneurship that he brought to his various positions in the company. Indeed, Mr. Trowbridge has been a successful guiding hand that helped see Macs through significant challenges over the years. In fact he was often praised as the turn-around guy who could take an underper-forming division and put it back on the rails of profitability.

    Prior to his most recent post, he was vice president op-erations, Central Canada. Before this he was vice-president operations, Western Canada where he was credited with directing changes to the regions business unit that saw it return to life after suffering difficult challenges in a very com-petitive marketplace. He was also instrumental in assisting Macs Convenience Stores when the company suffered and had to seek protection under the Companies Creditors Ar-rangements Act (CCAA) in 1992. He is also remembered as an executive who took the embattled Southwestern Ontario division (1994) and made it the top performer in a chain with hundreds of stores.

    His lasting contribution would likely be the creation of the innovative Store 2000 concept. Much more than a new dcor package and product assortment for Macs outlets, Store 2000 changed the culture of convenience retail in such a profound way that it has been the source of study in busi-ness schools as well as among competitors.

    We looked at the division that was in decline and saw that to get it back we would have to blow it all up and start fresh, says Kim. I was able to take the concept of Store 2000 to the company and they let me run with it. We could see that if it worked it would be a saviour and if it failed we would all be out of a job. One of my greatest points of satis-faction was when my team elected to put their careers and jobs at risk to fight for change and success in the company. I will miss many of these people greatly.

    The power of Store 2000 was a willingness to accept that people want to do the best they can and will succeed if they are given the right tools in an entrepreneurial environment. Under this framework Macs stores become centres in their local communities with customers calling stores My Macs. We created a retail setting where both customer and staff had a relationship of partnership and belonging. This is one reason the Store 2000 concept is so hard to replicate for others where the corporate culture does not allow for this type of initiative.

    Along the way, Mr. Trowbridge has mentored a wealth of both management and operational level employees who have come away with not just his insight, but a buy-in of a philosophy of challenge and renewal. To be really suc-cessful I believe we need to un-clutter our minds and make something new. You cant just sit back and rely on things that may have worked in the past.

    It is this thinking that really made him a positive force in the trade over his 30 years. This influence will continue as Mr. Trowbridge works from his current role as chairman of the Canadian Convenience Stores Association (CCSA).

    8 March | April 2012

  • The Three FsFlavour,

    Format and Function are

    what keep the cold beverage category cool.

    10 March | April 2012

  • 888-443-1946 www.westernrefrigeration.com

    Western RefrigerationCanadas Leading Distributor of C-Store & Food Store Equipment Since 1946

    ProvidingCanadianswiththelatestselectionofFrozenBeverageDispensers

    In-housecoast-to-coastservicenetwork

    Over150yearsofcombinedC-Storeexperience

    Western Refrigeration provides the latest selection of C-Store equipment including Glass Door Coolers, Display Merchandisers and FCB/Slush Machines

    the bubblyThe trend toward healthier beverage options has become so much more commonplace, its almost not a fad anymore, but a new era. Water, from flavoured to enhanced, has capitalized on this change in lifestyle and continues to do so with new formats and functions.

    Sparkling water, which Nestle Waters has a 95 per cent share of the category, continues to grow with consumers looking for healthier alternatives, states Chrystal Adkins, division manager for Nestle Waters Canada, which also markets and sells Nestle Pure Life, Montclair, Perrier and San Pellegrino.

    The company recently launched San Pellegrino Spar-kling Fruit Beverages featuring real spring water, cane sugar and all-natural flavour with 18 per cent real fruit, as well as Perrier Grapefruit, which won Convenience Inno-vation Awards 2011 Best New Product award.

    In 2012, the company begins an on-pack and online hydration movement, which encourages consumers to give up one sugary drink per day and replace it with water.

    This will save people 50,000 calories per year, she states. Consumers will go online and share their stories of healthy hydration.

    As well, Nestle Waters has made a significant invest-ment into advertising the sparkling water category with print and the impressive Perrier Melting television cam-paign.

    We have grown the water category through strong marketing support with web, print, TV and account-spe-cific programs, says Adkins. We have also placed focus with the support of Refreshments Canada, on education of consumers, school boards and the media regarding the myths and facts about bottled water.

    still buzzingWhen energy drinks first hit the C-store scene, there were maybe one or two go-to brands. Now customers can choose big cans, power shots, numerous flavours and functions. How does a retailer stay cool without going can crazy?

    Cater to your consumers, carry a variety of brands and flavours that consumers demand. As a retailer, you own the shelves, states Gus Prokos of Xyience Energy Drinks, which are all sugar-free and come in six flavours. Sup-port the brands that have unique and relevant marketing platforms that the consumers can relate to. Limiting your assortment to brands with similar marketing platforms will only lead to price discounting and profit erosion in the long term.

    And whats hotter now than UFC? Xyiences marketing platform centers around the UFC , where the beverage is the Official Energy Drink of the UFC.

    In essence, we market two brandsXyience and the UFC, he says. We provide a full arsenal of POS mate-rial, including but not limited to, cooler clings, window posters, displayers and life- size UFC athlete standees. Dont be afraid to merchandise beverages outside of the cooler with thematic displays.

    On the outside of the energy drink cooler, customers are also finding a popular sub-categoryenergy shots. Currently, 5 Hour Energy has over 91 per cent market share in the energy shot category, with the balance made up of Worx and Red Bull.

    5 Hour energy enjoyed a very strong 2011 with over 26 per cent increase in wholesale sales, states Stewart Ingles, president of Hilarys Salesmaster Inc.

    The brand features seven flavour skus including berry, orange, lemon, grape, pomegranate, extra strength ber-

    In the cold beverage category there will always be the basics,

    but what is constantly in flux are flavours, formats and function.

    convenience & carWash canada 11

  • ry and, the latest, extra strength grape. The company is also looking to launch two new functional shotscoconut and sleep shots.

    Coconut shot is a coconut water product, which is a new, growing category in retail. We, as the shot leader at retail, decided to do a shot versus a bottle like the rest of the market, states Ingles. The sleep shot is all natural sleep product delivered in a shot format to make it easy for people to tolerate. It works extremely well and you wake up feeling refreshed, not groggy.

    beyond the coolerCold beverages extend past the products behind the glass doors. Beverage centres that feature frozen carbonated and non-carbonated blended drinks have become must-haves no matter the store demographic or location (consider Winnipeg, Manitoba the Slurpee capital of the world, even though they are in a deep freeze for several months of the year).

    While there are flavour staples, such as blue raspberry and Coke, that appeal a younger demographic, there is a movement toward healthier options, states Blair Wankling of Harlan Fairbanks.

    Were seeing some lower sugar options, including non-carbonated natural fruit juice items, he says. Its a good tasting product so kids dont care that its a better option, but parents do.

    A macro trend that we are seeing is consumers shift-ing to wholesome and real ingredients, says Michelle Davis, director of sales for freal foods. People are start-ing to read ingredient labels more and more and they want to see things there that they recognize.

    Freals milkshakes, fruit smoothies and frozen coffees capitalize on this trend as they are minimally processed and contain only real ingredients like milk, ice cream, fruit and coffee.

    Consumer awareness of real ice cream milkshakes, fruit smoothies and frozen coffees is growing strongly. Starbucks, McDonalds and Jamba Juice have all spent millions of marketing dollars to make consumers aware of the types of products that we offer and thats made a big difference, she says. And this awareness spills over to other retailers that sell the same products. As a result, weve seen strong sales growth of our products with our existing retail partners.

    The company has already seen great success partner-ing with retailers such as Macs, Avondale, Suncor and Federated Cooperative to bring their customers a line of products not typically found in the C-store environment. Its not only what is coming out of the machines, but how its made in-store that makes the difference.

    The companys patented blending system allows re-tailers to offer their customers beverages with no labour

    (completely self-serve), no equipment to clean nightly and no mess to clean up after each product is made. Custom-ers simply select the product theyd like to blend from the provided fridge, choose their flavour, peel the lid, place it in the cup holder, select thickness and enjoy.

    Freal launched a new merchandising system for retailers last fall which includes the state-of-the-art, self-cleaning blender with touch screen technol-ogy, improved sig-nage that better c o m m u n i c a t e s the fresh blend-ing program at the point of purchase and a proprietary c o u n t e r t o p freezer (made in Canada inciden-tally) with double the capacity of their current un-der counter freezer. There is also an innova-tive shelving system that showcases the product bet-ter and makes it easier for con-sumers to shop it.

    Frozen drinks are really impulse purchases, so you need to hit customers at all points, states Wankling. Utilize your pay-at-the-pump, place signs on the door and ensure there is proper signage directing customers to your cold beverage centre.

    let it FloWFountain beverages are back and making a huge comeback says Daryl Hornberger, general sales manager for Western Refrigeration. Profit margins are over 100 per cent and are putting money back into the retailers hands and not the bottlers.

    He states with the companys new Flavour Overload Fountain Drink Dispensers, retailers can offer 24 flavours in the space of 30 inches. Customers choose to dispense ice, add a flavour shot (or not), then the brand of bever-age (Sprite, Pepsi, Coke, etc.).

    Our equipment gives operators and customers the ability to customize and change their drinks based on current trends and preferences, says Hornberger. Its simple. If you have the space and market the program correctly to create demand you can sell these products and make a very high profit margin.

    Consumer awareness of real

    ice cream milkshakes, fruit smoothies and

    frozen coffees is growing strongly.

    Starbucks, McDonalds and Jamba Juice have

    all spent millions of marketing dollars

    to make consumers aware of the types of

    products that we offer and thats made

    a big difference,

    12 March | April 2012

  • When it comes to LED lighting, everything is illuminated

    This is the time of year everyone has the usual New Years Resolutions and the most popular naturally, is losing weight! Well there appears to be a new industry trend and resolution and that is losing watts!! Lots of watts, in fact, and LED technology has opened many new doors to help this reduction take place.

    Losing Watts = Saving $

    14 March | April 2012

  • When it comes to LED lighting, everything is illuminated

    but What else can be done to MaxiMize savings?Lets begin with carwash operations and see what can be done, starting on the inside and working our way out. A carwash produces the harshest environment for lighting products, usually with drastic results.

    First on the list is moisture and lots of it. Whether coming from a soft spray wand or a high pressure tun-

    nel, water is the number one enemy of any lighting system. Extreme cold conditions in the winter and hot condensation in the summer means water will work at destroying your sys-temincluding any chemical value in the waterto create corrosion problems which allows more moisture into the fixture.

    Then vehicles roll down the tunnel and the cleaning process

    begins with a lot of shaking and rattling along the tun-nel until the process is finished. This produces more drastic results for conventional HID or fluorescent fix-tures as all this vibration prematurely destroys the lamps first and then the ballasts, so its not a good scenario at all.

    Finally, theres temperature swings in this environ-ment, especially in the summer months where you have HID fixtures usually 250-or 400-watt, that produce a lot of heat and run hot all the time. Then we put them in a carwash with high ambient temperatures and all that moisture flying around, which means only about 50 per cent bulb life if you are lucky.

    So if you find yourself continually replacing lamps, have eyesore fixtures due to rusting, condensation on lenses, multi-coloured lamps and regular failures then you have a large maintenance cost which makes it hard to lose watts. This becomes the first place to start with your resolution.

    The bonus you get is a brand new looking inside as the 5300K colour temperature will make clients feel like it is daytime 24 hours a day!

    But regardless how good the inside looks, there is no incentive to approach this building if it looks bad on the outside. One of the biggest mistakes retail/petro/C-store/carwash owners make is that the word retail means you are in the business of selling your-self and that reflects first on the outside of your build-ings to make it representative of the great experience waiting for customers on the inside.

    Therefore if the exterior of your carwash is fading, rusting and tired looking, a little paint and added LED lighting can make it an inviting building to direct your car into for a cleaning experience.

    Bright crisp eye-catching signage on the carwash and directional signage to-and-from the wash is criti-cal as a starting point. Then just add proper soffit or wall mount lighting to show your colours and tell your customer this is a safe environment to approach and a great experience inside awaits the driver. This is par-ticularly important for female clients, who want and deserve to feel safe on your site and that perception can be very important.

    Choosing fixtures for these washes is critical as well, especially with LED technology. Always look for a co-lour temperature around 5000-to-5300 K (Kelvin) which

    New products for both your exterior and interior offer the opportunity to completely do a site with LED to minimize losing watts wherever possible. Everyone knows the advantages of changing your canopy and site lighting, and certainly anyone that hasnt done that yet is wasting a lot of money.

    Losing Watts = Saving $

    convenience & carWash canada 15

  • is basically daylight. Look for fix-tures on the interior that have lou-vered reflectors to reduce glare for customer comfort and always check for an IP67 rating on the fixture op-tics. This ensures moisture will not get into the fixture in any form, is totally vibration-resistant and main-tenance-free for up to 12 years. This is the first part of your New Years losing watts resolution.

    New products include the XPG LED louvered reflector fixture for surface mount in a carwash and the XSL soffit fixture for the exterior both from LSI Lighting, LED lamps of all kinds from Everbrite and SGI Lighting and LED panel and backlit signage from Techni-lite. It should be noted that these are all Cana-dian-based LED technology manu-facturers.

    Now to the most important part of any retail site: the convenience store. This is the real profit centre with not only the most flexibility for change, but also the drawing card that entices buyers to enjoy the ex-perience and the bright colourful, safe interior environment. So, keep-

    ing the New Years Resolution in mind, how do we save watts but improve your image in the process?

    Well, again thanks to new LED technology this can virtually hap-pen overnight and the first area to consider is your overall ceiling lighting as this is the main invita-tion to come inside and buy some-thing. Whether you have an open ceiling, T-bar or drywall, there is an LED solution, including pendant mount fixtures for open deck ceil-ing, and recessed lighting for T bar or drywall. Depending on your tastes or image, they can be con-ventional looking or decorative in appearance. The most important thing to look at is yourself and by that, I mean go outside look back into your store and ask yourself if it looks safe, bright, colourful, in-viting and if theres see-ability to entice people to want to buy more than gas.

    If you cant answer yes to all these features then time to do something about it and we have several helpful suggestions, again thanks to new LED products.

    So again colour temperature in the 5,000 K range to make your in-store products pop is important; proper illuminated signage is critical to bring attention to prod-uct areas and coolers for alcoholic beverages, surface-mount LED fixtures can maximize your energy savings especially in a 24/7 store and make your liquid offering more appealing.

    But dont stop there. Finish off the whole interior with LED lamp replacements to existing fixtures, not just in the visible service areas but your offices, washroomsany-where there is a light fixture; maxi-mize your watts lost. Continue with new LED signage, wall wash and linear in magazine racks and coolers, and the return on your in-vestment in most cases will be be-low two years.

    If you want to reach the ultimate over-and-above this for 24/7 stores you can add pre-programmed dim-ming not the type that ramps up and down as it isnt Vegas, but a subtle change after 1 am into the morning hours that still says open

    Always look for a colour temperature around 5000-to-5300 K (Kelvin) which is basically daylight. Look for fixtures on the interior that have louvered reflectors to reduce glare

    16 March | April 2012

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  • Fuel Dispenser Solutions for EMV Chip and PIN

    VANCOUVER I NANAIMO I EDMONTON I CALGARY I SASKATOON I REGINA I WINNIPEG I MISSISSAUGA I OTTAWA I MONTREAL I MONCTON I DARTMOUTH I ST.JOHNS 778.588.7635 250.264.6543 780.466.2171 403.735.1103 306.665.0223 306.721.1030 204.633.8569 905.670.8863 613.224.0685 514.355.2366 506.861.1010 902.468.7342 709.747.0015

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    and that it is a safe environment.Look at all the possibilities. Most of these new

    product technologies are from recognized compa-nies like LSI Lighting, Everbrite and SGI Lighting along with Techni-lite for all types of LED signage new or retro-fit.

    This should officially complete your New Years Res-olution so while youre working out on the treadmill keeping that weight loss resolution, you can relax and know your business is realizing the watt loss re-duction and 2012 will be a very profitable, green year for your business.

    Most of these new product technologies are from recognized companies like LSI Lighting, Everbrite and SGI Lighting along with Techni-lite for all types of LED signage new or retro-fit.

    18 March | April 2012

  • Protect your wireless network from security breaches before wireless hackers dip into your data and your pocket

    by: Shekar Swamy, OMEGA ATC

    According to the 2007 report Calculating the Cost of a Security Breach, a security breach can cost between $90 and $305 per record. And according to 2011 Verizon Data Breach Investigations Report, there were more cyber security breaches in 2010 than any other year to date, with 92 percent of those breaches stemming from external agents.

    Such staggering statistics should have you considering how your business can better pro-tect your wireless network from such malicious attacks. It is also important for your organization to know and understand PCI requirements for wireless networks and how they affect your busi-ness. Not only can your reputation be damaged quickly and severely, but so can your finances.

    Wireless intrusion PreventionTo help your business maintain PCI DSS compliance and ensure a protected wireless network, implementing both Wireless Intrusion Detection (WID) and Wireless Intrusion Prevention (WIP) is crucial. WID monitors wireless networks for suspi-

    cious access attempts, for both wired and wireless POS networks that may be suscep-tible to intrusions and for rogue or unauthor-ized access.

    While WID acts as a wireless watchdog, alert-ing customers to issues that may contribute to a wireless intrusion, WIP takes the process a step further by preventing detected wireless issues before a breach occurs.

    WIP is capable of blocking unauthorized wireless access using any access points, smart phones and laptops; and deters multiple threats at once without interfering with an organizations daily functions.It is very important to thoroughly research wire-

    less security providers before implementing a se-curity system into your network because some popular manufacturers WIP systems are not as effective as others. Many providers offer Wireless Intrusion Detection systems but do not offer ef-fective Wireless Intrusion Prevention.

    What iF i dont have Wireless in My retail environMent?This is a question often asked by a retailer. An important point to keep in mind is if a retail environment does not have wireless, it does not eliminate the need for wireless scans or intrusion detection. The whole purpose is to identify rogue wireless access points. It cannot be done without checking for wireless intrusion. Physical inspections are important but it does

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    not complete the process and can only go so far. Unless you are checking for wireless activity you cannot determine if there is a rogue wireless access point.

    One of the reasons that wireless net-works are so vulnerable to data breach-es is that, unlike wired networks, they do not utilize a physical barrier. This lack of a physical barrier allows hack-ers to easily find unprotected and even undetected wireless access points, leaving your cardholders data acces-sible to anyone capable of wireless in-trusion. These factors are exactly why PCI DSS standards require all organi-zations that store, process, or transmit cardholder data to secure their wireless technology, whether the technology is used intentionally or not.

    Pci dss standards also state that: A network must be tested for the

    presence of wireless points and unauthorized wireless access points on a quarterly basis.

    Pertinent organizations use an intru-sion detection and/or protection sys-tem that monitors traffic and wireless access points. The system must also alert personnel if there is a potential compromise.

    Any intrusion detection and/or pre-vention systems that an organization has should be kept up-to-date.

    PCI DSS compliance standards require all organizations that store, process, or transmit cardholder data must secure their wireless technol-ogy, whether the technology is used intentionally or not.

    cost oF a breach Without Wid/WiPWhen TJX Companiesthe parent company of businesses like T.J. Maxx and Marshallswas breached in 2007,

    45.7 million credit card numbers were stolen. It was later determined that the tremendous loss was due to issues with the security of TJXs wireless networks, ultimately costing the company billions of dollars and a severe blow to their reputation.

    In a wireless world, organizations that process cardholder data must be particularly cautious. Although the invention of wireless networks opens doors for innovation, it also opens wireless access points for hackers, dai-ly. Even the smallest business can be at risk of a data breach if wireless access points are left open and unprotected. Do not let this happen to your busi-ness, no matter how big or small. Be smart. Be protected.

    Have you protected all your wire-less access points in your retail envi-ronment? We can help you. Call us at 636-557-7777 or email [email protected].

    20 March | April 2012

  • YOU DO HAVE A CHOICE

    INDUSTRY UPDATE

    What are car wash owners saying about the Washworld Razor?We bought the Razors mostly becaus

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    Greg ThompsonMass Avenue Car Wash

    The machine is awesome, the people and service are

    second to NOBODY. The Razor is an excellent piece of

    equipment.

    Scott FordSoapy Sadies Car Wash

    Why the rave reviews for Razor? Its the

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    Virtual Attendant eliminates need to be on site

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    Is the choice between High Velocity and Razor going to be difcult?Maybe, but the good news is that we arent going to stop making one system only to re-introduce it later.Youll always have a choice and thats a good thing.Give Washtech a call and we can help you make the right choice.

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    YOU DO HAVE A CHOICE

    convenience & carWash canada 21

  • Retailers are in the business of making money. No sugar coating it, this is a fact. Another fact is that the retail procedures of handling money havent changed in decades. Store managers are still manually counting bills, rolling back coin, prepping floats, reconciling tills, preparing deposits and must be available to provide change and pick up skims. These tasks take a minimum of one-to-two hours daily, if all goes smoothly. Add in any missing funds and you can be tacking on another 30-to-60 minutes. Now factor in your manager taking the deposit to the bank and well, you get the picture. Managing cash is labour intensive.

    Reducing or redeploying labour is truly what Cash Management Solu-tions (CMS) are all about. The added benefit is enhanced security for both your cash and your employees. Most robberies are planned and most rob-bers are looking for easy access to your cash and a quick escape. A well known North American retailer saw a reduction in armed robberies by over 80 per cent after installing a secure cash management solution.

    CMS includes secure bill counters which will count, verify and total your bills while depositing them into a se-cure cassette for pick up by your cho-sen armed carrier, to solutions which recycle coins and/or notes, accept and count bills and dispense your

    CASH MANAGEMENT SOLuTIONS

    A New Industry Term or a True ROI?

    SMART SYSTEMS IMPROvE THE bOTTOM LINE WHILE ENHANCING SECuRITY

    a. BCDR CASH360T with coin recycling and coin and note dispensing is the perfect solution for the average convenience store

    b. CASH360C medium capacity coin and note recycler

    c. CASH360C largest capacity coin and note recycler

    a

    b

    c

    pre-determined float. Other CMS on the market have drop safes and rolled coin dispensing. All solutions have time delay functions and some have unique identifiers for each em-ployee to log in and include online reporting.

    Choosing the right solution for your environment requires an in-depth analysis of your current process and procedures as well as your cash flow. Some questions you should ask: How much time are we spend-

    ing managing cash? (this includes managers, cashiers etc)

    How many hands are touching the cash?

    What is the value of cash losses/discrepancies each year?

    How secure are our cash handling procedures?

    Am I making the best use of my managers time?The right Cash Management Solu-

    tion will provide a solid return on your investment by reducing labour and eliminating cash shrinkage. A CMS will also provide increased employee and customer satisfaction, streamline cash handling processes and enhance reports to head office.

    Canadian statistics estimate that there are approximately 4000 robber-ies at C-stores and gas stations an-nually. A Cash Management Solution reduces the risk to your employees and your cash.

    convenience & carWash canada 23convenience & carWash canada 23

  • Dirty Work: When a Reclaim System Isnt Just a Reclaim System

    THE PROCESS OF RECLAIMING AND REuSING CARWASH WATER IS HIGHLY TECHNICAL AND DELICATE. buT ITS IMPORTANT TOO. HERES WHY When American municipalities, water and sewer districts were becoming concerned about their ability to deliver water to customers, they developed a means to collect revenue to help offset needed improvements.These were called impact fees.

    They were calculated to charge the user that would have the most need for water and sewer services the most mon-ey. Often car washes were targeted. Wa-ter reclamation systems were developed to counter these fees. Water and sewer districts would often set aside most of the impact fees based on the car wash customer having a water reclamation system, but these systems were seldom used.

    Today although impact fees still ex-ist, water and sewer authorities are also charging by the volume of water used and calculating from your sewer dis-charge, and these rates are skyrocketing.

    So while any reclaim system may help bypass the impact fees, you are going to want one that works consistently and provides high quality washes to lower operating costs.

    In Canada, provincial and territorial governments are now looking to dupli-cate some of these collection methods, whether impact fees, discharge limits or a verifiable percentage of reclaimed water for car washing. Reclaim water is the re-use of water already used for the wash and recovered by the drain system. Most drain systems consist of a catch basin to strain out large solids, followed by a two-or-three compartment, under-ground settling tank(s) to remove oil, grease, floating materials and settling solids. Treated water from this reclaim tank is then discharged to sewer usu-ally through a city-mandated oil /water separator. A properly designed reclaim system must remove solids and provide biological / odor control. It should also

    Three tank reclaim system

    convenience & carWash canada 25

  • be capable of removing solids to prevent plugging and limiting erosion in high pressure pump equipment. Oder control is required because if the water smells no one will use it.

    Nobody wants to live near a sewer plant. The water is foul and if wind is blowing in, the odors will force you to your knees. But for water to be reused, certain steps have to be taken to clean it. The first major treatment in wastewa-

    ter is sedimentationthe removal of a substantial amount of suspended mat-ter. This is done in settling ponds in a municipal system.

    In a car wash system the settling tanks are usually underground (see the at-tached drawing for an example of a tank-ing system).

    Water can set for days or even weeks in a municipal system and this allows sol-ids heavier than the water to settle on the bottom. If your incoming stream of water contains lighter-than-water mate-rial, floating trash or hydro-carbon based oils, these products will float on the sur-face of the settling pond. In a car wash system the total amount of water kept in the system is considerably less than this, and naturally will have less time to settle before it is required again.

    Suspended solids with a specific grav-ity, sg, of 1.2, solids 20 per cent heavier than water, will settle in 70 degree water at a rate of .8 inches per minute. So if your tank is 60 deep with a water level of 48 1.2 sg solids introduced at the front of the tank will settle to the bottom of the tank in 60 minutes. Lets say youre plan-ning your tank layout now and intend to use 30 GPM, from your reclaim for your in-bay automatic. You would want to calculate the 30 GPM times the 60

    minutes to allow the solids to settle and would need a minimum of 1800 gallons in tank(s) underground. In the attached diagram you will notice walls within the tanks themselves and these will help trap the solids, below the transfer point be-tween tank sections, and with the transfer point below the surface, these walls will also trap the oils at the top giving you the best possible dirty water to work with.

    Once you have trapped the large solids and oils underground, its time to re-use the water. Reclaim water from the settling tank contains floating solids. These solids are typically small in size (less than 150 mi-crons) and consist of sand, clay, and silt.

    They can increase wear on pumps, pip-ing, and nozzles, and increase the poten-tial of plugging nozzles. To get the water out of the tank you will need a suction line and a pump station. The very basic system would just spray this water out to the wash, and because of the solids still in the water, foul tips very quickly. At the very minimum you will need a reclaim sys-tem that removes the larger suspended solids, cyclonic separation, depending on if the separator is from a typical 70 mi-crons in simpler cheaper units, down to five microns on the better systems. The five micron-quality water will dramatically improve cleaning, help keep the wash

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    bay and equipment cleaner, and will be less wear and tear on the equipment.

    Reclaim water is also is a great environment for growing bacteria which can create plugging and odor problems. Standing water, with a high dirt and chemical loading, will go septic in less than an hour. The warmer the water the faster it will go septic and become foul smelling. If you provide some form of recirculation, so that the water stays moving, at 15-18 gallons per minute for example, you will help keep the odor down. Note the warmer the water, the less effective this method is. In the diagram you will note the recirculation does not include the first settling tank. You want to allow that tank maximum settling to trap the solids and not stir up the oil on top of the water. Some less expensive systems blow water across the floor of the wash to provide circulation and aera-tion; this does stir up that first tank. Often in warmer environs this water across the floor contributes to the odor in the bay, and the first reaction in these cases is often to turn off the reclaim to improve wash quality, dramatically increasing the water and sewer cost per vehicle.

    The best method of odor control utilizes ozone to kill the bac-teria. Ozone is a contact killing agent, similar to chlorine used in city water. Ozone (O3) is generated by concentrating the oxy-gen (O2) in ambient air and passing the concentrated oxygen through a high voltage electric current to produce ozone. The ozone-laden gas is then educted into the recirculation water stream and into the reclaim tank to kill the bacteria. This is a highly effective means to control bacteria and its odor as well as break up oils and bleach color from the reclaim water. It does significantly increase the cost of the unit, however the ad-dition of the ozone does allow the PurWater unit to deliver con-sistently good washes at a high, 80 per cent or better reclaim rate, keeping the system on helps keep operating costs down.

    A properly designed reclaim system must both remove sol-ids and provide logical / odor control. There are obviously a wide range of both capacities and pricing. Finding a reclaim system is like every other piece in a vehicle wash. Ask yourself these questions: Is the equipment well made; will the manu-facturer, distributor stand behind it and be able to fix it? If it breaks, how much space will it require in the already crowded

    equipment room? Working with your equipment supplier, and their distributor(s) to answer these questions will go a long way to ensuring that you get the right system for your application.

    Charles Borchard is the VP of Technical Sales for New Wave Industries, the manufacturer of PurClean Spot-free Rinse Systems and PurWater Water Recovery Systems and is in his twenty third year in the water treatment business. He can be reached via email: [email protected] if you have ques-tions about this article.

    convenience & carWash canada 27

  • With just a flash in front of a reader and no PIN, the Interac Flash enhanced debit card gives

    customers a faster way to pay. For you, it means quicker lines, better service, and reduced

    cash handling costs. Interac Flash. Its the Canadian way to pay, now even faster.

    Find out more at InteracFlash.ca.

    Serve customers in a flash.Introducing Interac Flash.TM

    ,; Interac, the Interac logo, Interac Flash, "Everyday Simply", the armoured truck design and the Interac Flash design are trade-marks of Interac Inc. Used under license. The Contactless Symbol is owned by EMV Co., LLC. Used under license.

    CLIENT: Interac TRIM: 8.125" x 10.875" PUBLICATION: Convenience & Car Wash CanadaJOB #: IT-1356-T-CWC LIVE:

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    1910 Yonge St., Toronto, ON T: 416 484-1959

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    IT-1356-T-CWC.indd 1 11-11-30 1:38 PM

  • With just a flash in front of a reader and no PIN, the Interac Flash enhanced debit card gives

    customers a faster way to pay. For you, it means quicker lines, better service, and reduced

    cash handling costs. Interac Flash. Its the Canadian way to pay, now even faster.

    Find out more at InteracFlash.ca.

    Serve customers in a flash.Introducing Interac Flash.TM

    ,; Interac, the Interac logo, Interac Flash, "Everyday Simply", the armoured truck design and the Interac Flash design are trade-marks of Interac Inc. Used under license. The Contactless Symbol is owned by EMV Co., LLC. Used under license.

    CLIENT: Interac TRIM: 8.125" x 10.875" PUBLICATION: Convenience & Car Wash CanadaJOB #: IT-1356-T-CWC LIVE:

    DESCRIPTION: FP 4C BLEED: +0.25" INSERTION DATE: Jan 2012

    APPROVALS:ACCOUNT DIRECTOR: CREATIVE DIRECTOR: WRITER STUDIO MANAGER:

    1910 Yonge St., Toronto, ON T: 416 484-1959

    APPROVED

    IT-1356-T-CWC.indd 1 11-11-30 1:38 PM

    WITH A PLETHORA OF bENEFITS, THE AbILITY TO MONITOR SPENDING HAbITS AND A ubIquITOuS DEMAND FOR THIS CONvENIENCE, PREPAID CARDS ARE A GROWING bONuS FOR SAvvY C-STORES

    Prepaid Cards Put the Convenience in Convenience Stores

    Whether you live in a major city, suburb or rural area, anytime you leave your house it is unlikely you would get too far before coming across a convenience store. Sometimes they are corner stores and bodegas, often they are attached to gas stations, but there are few among us who dont make regular practice of dashing into one to pick up a few necessities while pumping gas or grabbing an item that was forgotten on the big grocery store trip.

    But imagine if, when you run in to your local conve-nience mart to buy a desperately needed Red Bull or that gallon of milk for the kids morning cereal, you could also get a prepaid gift card, phone card or even a prepaid cash card for yourself? These things are every-day necessities just like that gallon of milk, and should be just as easy to acquire.

    Mercator Advisory Groups Prepaid Market Forecasts

    2010 to 2013 predicts that the total prepaid market size will reach $549.7 billion in 2012. Its a rapidly growing market, which is not surprising as prepaid cards are in increasingly high demand from a wide range of con-sumers.

    Convenience stores are meant to be one-stop shop-ping for consumers, and what is more convenient than prepaid cards? Prepaid self-use cards enable those without credit to shop online and establish online ac-counts, and offer those who would prefer not to carry cash, a safer alternative. Prepaid phone cards provide phone minutes without the worry that often accompa-nies being locked into long-term contracts or providing personal information. Retail gift cards make great last-minute gifts, and gas cards are a great way to pay for your weekly fuel-up.

    All these prepaid options offer the promised con-

    by: Karen Budahazy, General Manager Incomm Canada

    convenience & carWash canada 29

  • venience, but their benefits stretch beyond that. Prepaid cards, no matter what they are used for, are ideal tools for budgeting your own money, or helping your family establish responsible spending habits. Prepaid cards ensure you are not spending beyond what you have budgeted for, and they help you track your spending habits.

    For instance, if you want to know how much you are spending on gas every month, or how

    many wireless minutes your kids are using, prepaid cards help you keep an eye on it. On the flip side, if you want your kids to be able to make calls or get gas, especially in case of emergency, a prepaid card offers that option without having to hand over your credit card, which could be used to buy gasand a new XBOX.

    It is an increasingly digital world, and not only is cash some-times inconvenient, it can also be unsafe. You cant shop online with cash, and it is untraceable in cases of theft. A prepaid card of-fers the ability to shop online and

    in cases of online theft or fraud, your money is secured and quickly returned.

    For convenience stores, a prepaid destina-tion offers an added draw for consumers who would appreciate access to important financial tools when theyre stopping in for gas or a cup of coffee. For convenience stores attached to gas stations, a prepaid destination offers a competitive edge over the station across the street when gas prices are the same.

    Rather than going to the actual store for a (Gap, for example) gift card, [consumers] go to a 7-Eleven and get the card for that store there. For C-stores, that can be significant since many have the prepaid malls within their stores, Ben Jackson, senior analyst at Mer-cator Advisory Group, noted to Convenience Store Decisions in April 2011.

    People of every circumstance shop in con-venience stores adults, teens and tweens;

    wealthy, middle class and those struggling. Offering both open-loop (cards that can be used anywhere, backed by a financial institu-tion) and closed-loop cards (cards that can be used only in select retail outlets) enables con-venience stores to cater to the diverse needs of the wide variety of people that shop there.

    Convenience stores should also pay at-tention to seasonal trends in spending, and ensure they are offering the types of prepaid products that will be in higher demand during certain times of the year. For instance, more restaurant cards are likely to be purchased around holidays such as Mothers Day, Fa-thers Day and Valentines Day, while gaming and gas cards are likelier to go up during the summer when kids are out of school and more people are traveling.

    No longer is it only the un- and under-banked that use prepaid cards. No matter your financial standing, the state of the economy in recent years has motivated many people to pay better attention to their spending habits. Credit cards, debit cards and cash allow con-sumers freedom to spend as they please, but they lack a mechanism to check that spend-ing, which is something more and more con-sumers need. Prepaid products help consum-ers manage their money in a responsible way, while offering them the convenience of using those funds anywhere they want, be it online, in retail outlets, or for everyday spending.

    Rather than going to the actual store for a (Gap, for example) gift card, [consumers] go to a 7-Eleven and get the card for that store there. For C-stores, that can be significant since many have the prepaid malls within their stores, Ben Jackson, senior analyst at Mercator Advisory Group

    The uses and demand for these prepaid products is rising, and C-stores, with their ubiquity and diverse product ranges, are the ideal outlet to obtain them. Convenience stores reap the benefits as well, from profit margins, increased traffic and a competitive advantage. Offering a range of prepaid products helps convenience stores live up to their name, and consumers will appreciate them all the more.

    30 March | April 2012

  • METER CALIbRATION

    Have you had an Inspection on that Pump?

    by: Jeff Weber

    32 March | April 2012

  • TM

    WHy ARe THey dOINg THIs?The high price of gasoline and the medias misinterpretation of Measurement Canada data in 2008 helped create a poor public image of petroleum retailers with regards to the fairness and accuracy of their retail dispensers. The truth is that the previous regulation and technology used to inspect retail petroleum meters was to the benefit of consumers and to the detriment of retailers.

    Previous to the amendment, the Weights and Measurers Act was challenged in its ability to en-sure an acceptable inspection frequency and pro-vide the proper legal means to enforce the accu-racy of metering devices. Measurement Canada inspectors had the re-

    sources to inspect less than 12 per cent of the meters in Canada annually.

    If a non-compliance issue was present at the site the only means to levy a fine would be to prosecute the operator, which is expensive, and in the end usually a punishment much too harsh for a minor infraction including a criminal record.

    More than 90 per cent of a retailers inventory in gasoline loss results from incorrectly calibrated meters. Thanks to new legislation thats about to change.

    Bill C-14 or The Fairness at the Pump Act to amend the Weights and Measures Act received its Royal Assent on March 23, 2011 to become law. Under this new law there are eight retail sectors that will be affected, including the measurement devices used in the retailing of petroleum products.

    convenience & carWash canada 33

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    Not specifically updated in Bill C-14 but relevant to inspections is the separate issue regarding the inaccuracy of the equipment previously used to complete retail meter inspections.

    A study conducted by Measurement Canada called Product Loss During Retail Motor Fuel Dispenser Inspection confirms that the standard equipment used to inspect meters in Canada had been inaccurate since their inception and consistently set meters to dispense more product than measured.

    WHAT HAs CHANged?Under the newly amended Weights and Measures Act:

    1. Retailers will now be required to have their product dispensing meters (pumps) inspected at regular frequencies. The frequency expected to be adhered to will be every two years.

    2. Non-government approved registered service providers (RsPs) will be given the authority to complete these mandatory inspections on behalf of the government. enforcement of the Act will however remain solely the jurisdiction of Measurement Canada inspectors.

    Have you had an Inspection on that Pump?

    34 March | April 2012

  • 3. Measurement Canada inspectors now have the ability to impose administrative monetary penalties for minor offences which contravene the Weights and Measures Act and do not warrant prosecution. If prosecution is warranted, the fines have been increased to $10,000 for minor offences to $25,000 for major offences and up to $50,000 for repeat offences.

    4. Inspection equipment now used by RsPs must have some means to address the vapour loss issue associated with an open measure and certified by Measurement Canada as being traceable to their standard.

    MOvINg FORWARdEmbrace this new legislation as a means to improve your business. The fact is that more than 90 per cent of a retailers inventory loss results from incorrectly calibrated meters. The majority of retailers are giving away fuel and this new legislation will help ensure a bare minimum level of calibrations. In fact it would be wise to calibrate more frequently if your inventory loss is increasing with all other factors considered. Secondly, the prominent display of a Measurement Canada inspection sticker provided by your RSP will improve the public perception of your business and provide you with a response to assuage your customers should they question the accuracy of your equipment. This legislation is good for our industry and good for your business.

    The enforcement of the new law is going to start out as a gradual process with education at the forefront followed by fines should the retailer not listen. Take this as your education and have your calibration and inspection done this year! The inspection process is more involved then you have previously experienced and may indicate problems with your meters requiring minor-to-major service or replacement. It will make sense to recalibrate your pumps at the same time they are being inspected. This will be less stressful and possibly less expensive to complete any service at your leisure as opposed to the measurement Canada order.

    Have you had an Inspection on that Pump?

    36 March | April 2012

  • Time to Re-Evaluate a Proven Material

    ONCE THOuGHT OF AS STRICTLY AN OLD SCHOOL SOLuTION FOR PREvENTING GROuNDWATER CONTAMINATION, FIbERGLASS IS GRADuALLY MAKING A COMEbACK

    by Pipe Specialites Canada

    38 March | April 2012

  • Dualoy 3000/L has a proven track record of reliability in fuel handling applications for over 30 years! Double containment is now easier than ever with Amerons Dualoy 3000/LCX coaxial piping. The LCX contained system has been sized for close make-up and ease of installation with compact fitting dimensions to minimize trench excavation.

    PIPE SPECIALTIESCANADA HAS BEEN THE MASTER DISTRIBUTOR OF AMERONS DUALOY 3000/L BURIED FUEL HANDLING FIBERGLASS PRODUCTS FOR OVER 30 YEARS.

    Install Dualoy 3000/L and 3000/LCX if you need: Peace of mind 30 + years of proven reliability Superior flow smooth bore, greater I.D. Superior strength pressure ratings up to 200 psi. Superior containment rated up to 50 psi. Low thermal expansion Uniform slope it is a rigid piping system Series or parallel layouts UL 971 Listing Primary pipe available in 2", 3", 4" and 6" diameters, coaxial in 2", 3" and 4" Complete testability during installation and at any time thereafter Rapid joint closure makeup with ambient cure adhesive (50F+).

    Pipe Specialties CanadaPlease contact toll-free us at 1-888-PSC-PIPE for a list of your local Dualoy distributors.

    Decades ago, corrosion-resistant fiberglass was the original solution in preventing groundwater and soil contamination caused by leaking metallic fuel piping and storage tanks buried at service stations. In the 1970s-and-80s, compliance with new environmental regulations meant that the vast majority of existing and new-build retail marketing sites in the US and Canada were outfitted with fiberglass fuel, vent piping and fiberglass tanks. Fiberglass continues to be the dominant material used for underground storage tanks. Interestingly, this is no longer the case for piping where there are now several types of material available.

    Flexible piping products were de-veloped so that buried double wall fuel piping could be installed faster and with less skill than size-over-size rigid fiberglass pipe. These products were more economical and signifi-cantly faster to install. Unfortunately, many performance issues began to arise. Leaks occurred because of per-meation, elongation/swelling and swaged connections. Some brands exited the market while others refor-mulated their materials. The problems culminated in the development of a new regulatory standard UL 971 to which all buried fuel piping must com-ply. The resultant flexible piping prod-ucts have changed in two key ways: higher cost and less flexibility.

    These changes are inspiring own-ers and contractors that had aban-doned fiberglass for piping to have another look at this proven material.

    They have been pleasantly surprised by the lower cost of fiberglass ma-terials and the improved installation time now possible for double wall systems with the development of coaxial fiberglass piping. It is worth noting that fiberglass is now the most economical product for single wall vents, double wall vapour re-covery (coaxial) and double wall fuel handling in two, three-and-four-inch diameters (coaxial). Fiberglass pip-ing can be installed in parallel and in series layouts, and manifolds are eas-ily done with the coaxial product. The technical advantages include proven reliability (30-year corrosion warranty available), compatibility with all fuels and diesel exhaust fluid (DEF), low thermal expansion, superior flow, higher pressure ratings and ease of maintaining a uniform slope in accor-dance with API and PEI guidelines.

    Fiberglass continues to be the dominant material used for underground storage tanks fiberglass piping offers the same performance advantages for buried fuel handling.

    convenience & carWash canada 39

  • The renewed interest has created the need to educate those unfamil-iar with the installation practices for fiberglass piping. An important factor for installations in cold climates is the use of the four-foot dog leg or a suitably sized and oriented flex con-nectorfor piping coming from the tank pit area and entering the frost zone. The diagrams to the right illus-trate the correct application of the four-foot dog leg, which provides the flexibility needed for dealing with frost heave.

    Pipe Specialties Canada has supplied Dualoy piping through regional distributors for over 30 years. We are committed to educating contractors in the correct installation practices for this material. Product data, installation techniques, remote fill diagrams and training videos can be downloaded from our website at www.pipespecialties.com. Contact us to arrange for training to obtain your factory authorized installation certificate. We will be conducting free training seminars during the oPca meeting in toronto on March 19th. Certificates are valid for three years.

    40 March | April 2012

  • TANKNOLOGY CANADA IS A REGISTERED MEASUREMENT CANADA SERVICE PROVIDER

    At a ceremony recently held in Burlington Ontario, Tanknology a Division of Englobe Corporation was presented with a certificate of designation as a Registered Measurement Canada service provider by the President of Measurement Canada Mr. Alan Johnson

    Tanknology is the first company in Canada to be registered as an inspection company with a volumetric meter verification technology completely isolated from atmospheric vapour loss.

    There really is nothing else quite like it on the market

    Brent Boodoosingh, Jeff Weber, Peter Sutherland, Matt Field, Eden Johnson receive certification from Mr. Alan Johnson (centre right)

    It took hundreds of hours just to develop the Measurement Canada protocols for this technology as the process is so much different than anything else available on the market. This technology is the only technology that is not based on, or relying on the basic closed neck prover to determine the meters accuracy. Peter Sutherland of Tanknology indicated.

    The new Fairness at the Pump Act recently passed requires that the accuracy of metering devices at retail petroleum sites across Canada be checked every 2 years. In order to achieve this end; Measurement Canada is using non-government Registered Service providers (RSPs) such as Tanknology to perform the inspections.

    More inspections are good news for the retail petroleum industry as meter accuracy will ensure retailers are not giving away fuel at record high prices and the public can feel confident at the pump that they are receiving all of the fuel they are paying for.

    Tanknology has been a specialized service provider in the petroleum industry for 24 years and currently has technicians across Canada with offices in Alberta, Ontario and Quebec to inspect an estimated twenty to thirty thousand retail meters per year over the next 2 years.

    Congratulations Tanknology on your achievement!

  • 1 - 8 0 0 - 3 6 1 - 6 0 4 1This information is not intended for use in promoting tobacco products to consumers,and any such use is prohibited by law. Must not be posted within sight of consumers.

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  • 1 - 8 0 0 - 3 6 1 - 6 0 4 1This information is not intended for use in promoting tobacco products to consumers,and any such use is prohibited by law. Must not be posted within sight of consumers.

    Available March 2012

    12368 NSTC C+C CANADA SPREADS AD 01-12.indd 1 12-01-19 12:30 PM

  • WITH THE INTRODuCTION OF PRE-FILLED ExCHANGE PROGRAMS, CONSuMERS CAN NOW PuRCHASE PROPANE AT LOCATIONS SuCH AS: CONvENIENCE STORES, GROCERY STORES, HARDWARE AND bOx STORE CHAINS, DRuG STORES AND THE

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    How a propane program can help increase your bottom line.

    46 March | April 2012

  • We provide you with aTURN KEY SOLUTIONfor all your BBQ tank needs

    Benefits of Pre-filled BBQ tanks

    Earn extra Revenue without using valuable indoor shelf space $$$

    Opportunity to expand your product line to include propane sales without obtaining a propane dispenser.

    No need for specialized training or certified propane attendants

    The ease and speed of service of pre-filled BBQ tanks

    Retain your customers by fulfilling their barbecue propane needs

    FREE Tank Traders provides a positive and attractive outdoor display. Each cage holds 24 tanks

    Tank Traders provides regular delivery based on consumer demand and volume requirements at your location.

    For more information on how to become a dealer call: 1-866-553-2131 email: [email protected] website: www.tanktraders.com

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    Why sell ProPane?As more and more dispensers are being dismantled due to stricter regulations, the costly upgrades and the hike in licensing cost even gas station operators are looking for an alternative to sell propane. The pre-filled exchange programs have allowed the C-store retailer another avenue to earn additional revenue without taking up valuable inside floor space. It allows you the opportunity to meet your customers propane needs without the enormous costs of installing a dispenser, obtaining licenses and expensive training. Propane exchange programs are another approach to retain your valuable customer base and increase your cross-selling opportunities.

    Consumers are always looking for convenience in their hectic schedules,

    trying to find ways to save time and money. So why should you be any d i f f e r e n t ? The pre-filled e x c h a n g e program pro-vides that

    convenience factor for both the con-sumer and you, the retailer. No longer have to wait in line for a certified atten-dant to fill the tank; simple exchange the tank and go. Theres no more clean-ing the grease off the tank; they receive a clean like new propane tank each and every time. So whats the cost of this convenience? The exchange pro-grams are comparable in price to that of filling a tank at a dispenser, typically retailing around the lower $20 mark.

    What are My costs?Unlike the costs associated with installing dispenser, you will recognize your Return on investment (ROI) within months rather than years with the pre-filled exchange programs. In most

    situations the only costs involved are the initial inventory to start the pre-filled exchange program. Some provinces have nominal costs involved whether it is a permit and/or license to distribute pre-filled propane cylinders; other sites require bollards to protect the cages from vehicle traffic.

    One also has to consider the fact that there are no real costs associated with the ongoing activities of selling pro-pane tanks. In most cases the supplier provides the cage and signs and there-fore is responsible for the maintenance of it. The propane tanks are exchanged by the supplier when empty replenish-ing you with clean like new cylinders to continue selling.

    What licenses do i need to sell Pre-Filled ProPane tanks?Unlike filling tanks from a dispenser, when you sell pre-filled tanks you are not required to have trained and certified staff holding valid propane filling licenses. Thus reducing costs associated with staff turnover, retraining and additional licenses.

    Each province may however have their own distribution licensing require-ments in order to sell pre-filled propane tanks. These licenses maybe renewed on a yearly basis. For example in Ontario you must possess a valid TSSA license and renew it each year at a cost of $110.00/year. Other provinces have no annual fees or licenses.

    What storage regulations do i need to FolloW?When determining whether or not your site is compliant with all safety regulations of storing pre-filled propane tanks you will need to determine a safe location for the cage and propane cylinders. The Canadian Standards Association CAN/CSA has established guidelines under the Propane Storage and Handling code B149. These guidelines are to be used as the minimum standards; one should

    always consult with your supplier to advise whether your local municipality or fire department has imposed stricter guidelines. Proposed Cage location area is

    free of vehicle traffic or protected by barriers

    Cage will be located minimum 25 Feet from property line and any other buildings

    Cage will be located minimum 20 feet from Gas pumps if applicable

    Cage will be minimum three feet from any building opening (Doors, windows that open)

    Cage will be minimum 10 Feet from any air intake or appliances

    Cage cannot block fire department equipment or electrical outlets

    Location of the cage and tanks is also important from a marketing and customer service perspective. Whenever safe to do so, you should always position the cage and tanks at the store front. Many suppliers provide attractive signs and pricing points that will educate your customers of your new product offering.

    hoW do i get started?Many suppliers of the pre-filled exchange program will handle or assist with the licensing requirements. Upon installation of the program, the supplier will provide training on how to administer the program, identifying dates on cylinder and other propane safety requirements to you and your staff. It is simple, safe and convenient to carry propane at your store.

    Important points to consider when deciding to carry a pre-filled propane exchange program are: Expands your product line to retain

    your customers base Provides cross selling opportunities Requires minimal investment

    recognizing a return on investment within a short timeline

    Occupies unused outdoor store front space to generate additional revenue

    Unlike the costs associated with installing dispenser, you will recognize your Return on investment (ROI) within months rather than years with the pre-filled exchange programs.

    48 March | April 2012

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