30-Day C-Store Diet
Frank Beard ate convenience store/gas station food only for 30 days and lost 6 pounds. "I realized I was on to something," he said. What he expected and what he found were vastly different. He ate healthy and felt great because he chose healthy options as he visited more than 200 c-stores in nine states during his 30-day experiment.
The Price Is … Debatable
Once a relatively simple calculation, determining the right amount to pay for a c-store acquisition has become more challenging than ever with inflated gasoline margins and historically high multiples based on performance. Peter Tedeschi, former owner of the Tedeschi c-store store chain, offered these thoughts: “Do I pay based on performance today, or do I pay based on what you think a store could do? I don’t want to pay any more than I have to, but unfortunately, you may have to pay a premium to get to what you think a store could be.”
Set Yourself Apart
As more consumers embrace healthier eating habits, nutrition is becoming a point of differentiation for some retailers. “[One retailer] noticed there was a Weight Watchers storefront not far from his, so he put a sign in the window reading ‘Weight Watchers welcome,’ ” said Leroy Kelsey, NACS' director of industry analytics, “and they’ve made a list available of products in the store by Weight Watchers points. That’s how this retailer has differentiated himself.”
Cold Is Hot
Expect frozen beverages to heat up across the foodservice segments, especially unique flavors such as cold-brew slushes. In the restaurant space, operators are using the same machines found in c-stores to serve up frozen cocktails.
That’s Spicy!
More than 50% of consumers seek out bold and spicy flavors during foodservice occasions, according to NACS speaker and Technomic President Darren Tristano. Expand on that with authentic street foods from around the world and regional favorites in your own market. Tristano offered the example of El Grito spicy chicken fajita tacos at Stripes as an example.
Be the Test
Let suppliers know you’re interested in hearing about their new ideas, especially if you have an opportunity to get in on the ground floor as a test case, said Terry Roesler, procurement manager for Kwik Trip. “There may be something as simple as a waste basket or as complicated as a Franke [coffee] machine," he said, "but if we don’t know it’s out there, we can’t take advantage of that.”
What’s All the Fuss?
Discounts on gasoline are among the most common benefits of most c-store loyalty programs for a very simple reason, according to Derek Gaskins, chief customer officer for York, Pa.-based Rutter’s Farm Stores. “We use fuel because of the irrational belief that there’s more value there than from other products,” he said.
Take It From the Marines
Marine Mart, a 700-store convenience-store chain for active-duty, reserve and retired service members, is expanding its healthy offerings. The chain launched grab-and-go lunch kits three months ago and has sold 20,000 units, said Anita Roberson, CMO and director of merchandising for Marine Corps Exchange. The lunch kits include a sandwich, healthy snack such as a granola bar, healthy dessert such as fruit and a bottle of water.
Play the Gamification
Making loyalty programs engaging by turning rewards into a game was a big theme at NACS workshops and on the trade-show floor. Anton Bakker of Outsite Networks, Norfolk, Va., started a separate company to offer retailers a football-inspired smartphone game that has a cartoon quarterback running down the field gathering discounts on different items.
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