Category Management Handbook

General Merchandise: Specialty 2016

Distributor Data: Specialty Products

Calendar year 2015

McLane average shipments per store per week of motor oil fell 1.6% in 2015, while additives rose more than 3%.

Automotive Products

SegmentAPSW** (in dollars)APSW dollar growthPCYA*
Motor oil$35.10($0.57)(1.6%)
Additives$13.42$0.433.3%
Accessories$13.08$0.090.7%
Antifreeze$11.80$0.110.9%
Window solvent$7.50($0.19)(2.5%)
Transmission$1.80($0.67)(27.3%)

Other Products

Average shipments per store per week of batteries from McLane jumped more than 26% in 2015.

SegmentAPSW** (in dollars)APSW dollar growthPCYA*
Batteries$12.96$2.7226.5%
Seasonal$10.10$1.0010.9%
Telecommunications hardware$6.01$0.6311.8%
Wearing$1.94($0.76)(28.2%)
School/office supplies$1.75$0.5241.7%
Sunglasses$0.89($2.39)(72.8%)
Gaming/novelty$0.71($0.11)(13.0%)
Hardware/tools/electrical$0.62$0.1841.7%

Source: McLane Co. | * Percent change from a year ago | ** Average shipments per store per week


Distributor Data: Batteries by UPC

Calendar year 2015

The top battery UPC shipped by McLane in 2015 was the four-count of AA Energizer.

  1. Energizer AA (4-count)
  2. Energizer AAA (4-count)
  3. Duracell Alkaline 9V
  4. Energizer 9V
  5. Duracell Alkaline AA (4-count)

Source: McLane Co.


Category Insight

According to an analysis of point-of-sale data by Management Science Associates, 60% of general-merchandise transactions included items from other categories. The products most often included in these market baskets:

  1. Premium cigarettes
  2. CSDs
  3. Energy drinks
  4. Bottled water
  5. Cigars
  6. Branded discount cigarettes
  7. Chocolate bars/packs
  8. Sports drinks
  9. Gum
  10. RTD iced tea

Automotive-Product Trends

Motor-Oil Brands

C-store sales, 52 weeks ending Dec. 27, 2015

C-store sales of motor oil were largely flat in 2015, according to IRI data. However, the top two brands by dollar and unit sales—Pennzoil and private label—both posted gains.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Pennzoil$107.15.8%17.43.7%
Private label$57.914.7%11.911.9%
Formula Shell$37.8(4.9%)7.0(8.0%)
Shell Rotella T$31.8(12.5%)2.0(12.2%)
Chevron Havoline$29.40.7%5.7(1.6%)
Mobil 1$27.310.9%2.59.9%
Castrol GT X$21.5(5.9%)3.5(7.5%)
Road Tech$18.2(0.4%)4.50.3%
Chevron Supreme$16.0(7.4%)3.3(9.9%)
Mag 1$14.77.5%3.98.0%
Total**$557.00.1%102.4(1.4%)

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Distributor Data: Motor Oil by UPC

Calendar year 2015

McLane’s most-shipped motor oil UPC in 2015 was the quart of Pennzoil 5W30.

  1. Pennzoil 5W30 (quart)
  2. Pennzoil 10W30 (quart)
  3. Shell Rotella 15W40 (gallon)
  4. Pennzoil 10W40 (quart)
  5. Pennzoil High Mileage 10W30 (quart)

Source: McLane Co.


Big Number

1.4% —Decline in c-store unit sales of motor oil in 2015, per IRI


Automotive-Treatment Brands

C-store sales, 52 weeks ending Dec. 27, 2015

C-store unit sales of automotive treatments fell more than 5% in 2015, according to IRI.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
STP$62.4(3.0%)16.1(4.3%)
Peak Blue DEF$36.655.3%2.750.6%
Power Service$20.6(32.9%)1.8(28.3%)
Lucas$14.6(25.7%)0.6(20.9%)
Howes Lubricator$14.4(37.9%)0.9(39.4%)
Gumout$11.8(9.1%)3.3(10.6%)
Private label$10.318.3%2.719.1%
Terra Cair$8.5(25.9%)0.6(29.9%)
Mag 1$7.5(1.2%)2.5(0.5%)
Autoguard$6.8(0.3%)2.3(1.3%)
Total**$288.5(5.9%)53.7(5.3%)

Source: IRI | * Percent change from a year ago |** Including UPCs/brands/families not shown


Antifreeze Brands

C-store sales, 52 weeks ending Dec. 27, 2015

According to IRI, c-store unit sales of antifreeze slipped 0.5% in 2015, although the top brand—Peak—grew units and dollars.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Peak$65.43.7%5.62.3%
Polar$9.3(5.1%)0.8(5.5%)
Shell Zone$7.7(12.5%)0.6(9.6%)
STP$6.9(11.0%)0.6(10.9%)
Pride$6.7(2.7%)0.6(3.9%)
Road Tech$5.1(12.7%)0.5(12.0%)
Autoguard$4.4(0.3%)0.43.1%
Peak Final Charge Global$4.224.0%0.323.5%
Texaco$3.5(3.6%)0.3(3.9%)
Racepro$3.420.9%0.322.0%
Total**$146.1(0.7%)12.5(0.5%)

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


All Other Auto-Fluid Brands

C-store sales, 52 weeks ending Dec. 27, 2015

C-store sales of “all other auto fluids” were mixed and varied greatly by brand, according to IRI.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Peak$25.34.2%7.43.7%
Splash$16.9(18.8%)4.9(21.8%)
Pennzoil Fix a Flat$12.54.2%1.40.7%
Camco Xtreme Blue$7.736.5%2.230.4%
Private label$5.728.2%1.822.3%
Total**$118.1(1.0%)30.6(4.5%)

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


General Merchandise: What to Watch

Health Care

Prepaid & Financial Services

Personal Care

CMOY General Merchandise: Steve Desautels

View the full 2016 Category Management Handbook

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