Convenience Matters

Larry Thomas is known by that iconic character but sometimes it’s about being in the right place at the right time. He got the call to play the part about 7:30 at night and came up with his character in the early morning hours. And over the course of those few hours he created a character so memorable it led to an Emmy, an iconic catch phrase and a product line of, you guessed it, soups. Larry shares his thoughts on the NACS Show, explains how soup can sell in a c-store, and provides a behind-the-scenes account of his time working with the stars of the hit TV show, Seinfeld. Co-hosts Stephanie Sikorski, Director, NACS Foundation and Mission Marketing; and   Nat Keller, NACS Director of Marketing talk to Larry about foodservice in the convenience channel with the debut of his new soup line, growing up in an entrepreneurial household, and—of course—what it’s like to have been a part of a show that revolutionized American pop culture.

Why do blindfolded taste-test volunteers say that chocolate yogurt tastes like strawberry yogurt? It comes down to psychology and if their minds think it, they react accordingly. NACS Show attendees packed an education session to get insights about how the consumers’ mind works from Adam Brumberg—and we had a chance to dive deeper into how retailers can better understand human psychology to help increase sales of better-for-you items in stores. Co-hosts Jeff Lenard, NACS Vice President of Strategic Industry Initiatives; and Carolyn Schnare, NACS Director of Strategic Industry Initiatives talk to Adam about the psychology behind how consumers make decisions—and what you can do about it.

“You need to separate yourself from the competition,” stresses Kent Couch. It’s something that he first did with a series of record-setting cluster balloon flights, beginning in 2006. However, the story about his Stop & Go store in Bend, OR, is really about what they have brought home from learning at NACS Shows and through NACS membership. Currently, it’s the wildly popular growler program, with more than 50 taps in the gas station. His store was the first to put in a growler station in the Northwest a few years ago. (Kent said that he got the idea from a NACS Daily article, and he says that it may have kick-started the entire growler craze in the Northwest.) Co-hosts Jeff Lenard, NACS Vice President of Strategic Industry Initiatives; and Carolyn Schnare, NACS Director of Strategic Industry Initiatives talk to Kent about how he finds ideas to grow his one-store business. (Hint: The NACS Show plays a big role.)

Everyone at the NACS Show was talking about the NACS Show general session speeches. So it only makes sense that Convenience Matters talked to one of these speakers, Steve Gross. At the heart of his work, Steve helps others discover the power of optimism so that they can build resilience and bring greater joy, connection, courage and creativity to their lives. Co-hosts Carolyn Schnare, NACS Director of Strategic Industry Initiatives; and Stephanie Sikorski, Director, NACS Foundation and Mission Marketing talk to Steve about the themes that were part of his highly acclaimed 2016 NACS Show general session presentation.

The fuels and vehicles markets are truly global in scope and there are a number of fueling trends in South America that are relevant to the United States, from how they fuel vehicles to what fuels are sold, to what consumers do once they come inside the stores. And, as can be expected, there are also some interesting fueling-related issues that have emerged.

For a lot of consumers, ethanol seems like a new transportation fuel, whether E85, E15 or the standard E10 blend that is in virtually every gallon of gasoline sold today. But it’s actually the fuel that was used for those first automobiles produced in the 1880s. And ethanol is continuing to evolve, with new blends and feedstocks expected to fuel its growth, and an expanded distribution infrastructure that is efficient at delivering ethanol to markets throughout the U.S. Hear some trends you can expect to see in your tank – and get some in-depth analysis of the market.

Whether you are a first-time attendee or a regular, there is always something new to see and do at the NACS Show. So are there any tips for getting the most out of your experience? Our panelists certainly would know because cumulatively they have attended 50 NACS Shows. What’s their advice–beyond to wear comfortable shoes? It’s really about having a plan for success because all it takes is one great idea that can change your business.

The hosts discuss how beer sales have evolved at convenience stores, with more of a focus on local brands and growlers. Convenience stores have long been a leader in beer sales. Not only do they sell more than half of the beer purchased in the United States, they are also leading the movement toward more local beers and growler programs. And there are some significant opportunities for retailers to continue to grow sales, with new concepts emerging, such as “crowlers” – growlers in cans.

The hosts discuss how NACS works with the Project on Nutrition and Wellness to create tool kits and programs to better the convenience retailing industry. On paper, the concept sounds like herding cats: bringing together disparate groups, sometimes even those who are polar opposites, to address a critical problem for the common good. Yet in the case of Convergence, which spawned the Project on Nutrition and Wellness, it works. The group has brought together individuals and groups — with expertise in consumer behavior, marketing, public health, nutrition education and public policy — and worked with NACS to create a major, unified shift in demand for healthier foods at convenience stores.

On paper, Tesla’s had an amazing year. It has 400,000 pre-orders for its new 3 series, at a time when annual EV sales from all EV auto makers are about 115,00 a year. And its stock price is rising, even as the company begins to experience growing pains. Is it possible that its promise will be greater than its success? And more important, how does what happens with Tesla affect the future of EV in the United States?

There’s a perception that “healthy eating” doesn’t take place when you eat out. Restaurants, gas stations, fast-food establishments — they’re all spoken of as if they’re part of the problem. But are they? Frank Beard, an endurance athlete from Iowa, wanted to do something extreme and change the conversation, drive. So he recently conducted an experiment. To prove that it’s possible to stay healthy while eating out, he consumed only gas station food for 30 days. Find out what happened.

AAA suggests that consumers will find value – and pay extra – for Top Tier gasoline. We discuss recent findings and surveys that support these claims. AAA is viewed by millions of Americans as their advocate with regards to solid choices concerning their driving investments. In July 2016, the organization published a report advising drivers to seek out retailers who sell “Top Tier” gasoline. Auto makers have been promoting Top Tier gasoline since the early 2000s and have recently boosted their efforts to recruit more retailers to sell certified Top Tier gasoline. What is Top Tier gasoline, why is it considered better for your engine and should retailers sign up to sell it?

As great strides are made in developing vehicles that have fewer emissions and are more energy efficient, it’s important to also ensure that the processes to extract energy sources is equally clean.   The motor fuels that power today’s vehicles are as clean and as uniform as they ever have been. But, that’s not the case once you go further “upstream.” Today’s global oil supply chain is undergoing rapid a transformation, as inexpensive and easily accessed oil reservoirs are drying up, forcing major industry players to locate, extract, and refine ever-riskier, costlier and dirtier sources of oil. The new report, “Fueling a Clean Transportation Future,” looks at the issues facing the oil industry and what we can do to ensure what oil we do use doesn’t get dirtier.

There is probably no one element of starting a business that is more discussed – and debated – the company name. For convenience retailers that challenge is even more pronounced because they operate in an industry with more than 90,000 companies. And since everyone knows that convenience stores are quick (or kwik, qik, or quik) and easy, how can someone find a name that sets the store apart? A NACS Magazine cover story examined this topic and naming experts suggested both a process to define a business and suggested a few names that they said were perfect for the industry.

Overall, convenience store sales from June through August are about 5% higher than the rest of the year, according to NACS sales data. And the sales of packaged beverages – soda, water, juices, teas and sports and energy drinks – are nearly 18% higher over the hot summer months. Warm weather and longer daylight hours are the reason behind the growth in sales, but there are some other factors that drives summer sales. The hosts discuss the dynamics of convenience store sales over the summer months – what items sell more and why?

Texas has the most convenience stores and also is a leader in driving innovation. Who are the companies leading the charge and why? Texas dominates the convenience store industry. It is where the industry began in 1927 and today is home to more than 15,600 convenience stores, or one of every 10 convenience stores across the country. The ideas and the execution also make Texas unique, from stores with delicious tacos and even lobster bisque to innovative designs and some very unique offers.

Silicon Valley seeks to disrupt the retailing business with a number of initiatives. What are their odds of success? A number of emerging companies are seeking to disrupt the retail fueling business by offering gas on demand: click on an app, order your fuel and wait for your fill-up. Company promises proclaim “Welcome to life without gas stations” and “Never stop for gas again.” But is this an industry that can be disrupted by technology; and what are the challenges that these businesses face in replacing the country’s 39 million fill-ups each day?

We Card was founded to minimize youth access to tobacco. More than two decades later, it’s working, and there are a number of new initiatives to further its success. The hosts share clips from interviews conducted at NACS Day on the Hill to learn the importance of advocacy – and how others can get involved. NACS was a founding member of the pioneering We Card program that was launched in in 1995 to help introduce the concept of responsible retailing on a massive scale. Today, convenience stores verify identifications for age-restricted products 4.5 million times a day – almost triple the 1.8 million IDs verified by TSA on a daily basis. TheWe Card program has provided retailers with over one million in-store educational kits and has trained over 375,000 retail employees nationwide. Guest: Doug Anderson, president of The We Card Program   Co-hosts: Jeff Lenard, VP of Strategic Industry Initiatives for theNational Association of Convenience Stores; John Eichberger, Executive Director, Fuels Institute

Two years ago, NACS and United Fresh partnered to develop tools to increase the sale of fresh produce in convenience stores – and the partnership has been successful in its objectives. With more than 154,000 locations across the country, convenience stores are increasingly seen as a convenient destination for consumers to buy fruit and vegetables. And part of that reason is because NACS and the United Fresh Produce Association have worked together to significantly increase the sales of fresh produce in convenience stores. The groups have jointly developed toolkits and created task forces to continue to further their work. Guest:  Tom Stenzel, President and CEO of the United Fresh Produce Association Co-hosts: Jeff Lenard, VP of Strategic Industry Initiatives for theNational Association of Convenience Stores; John Eichberger, Executive Director, Fuels Institute

While it may sound cliché, members of Congress really do want to hear from their constituents. NACS, like many leading associations, makes it easy for its members to come to Washington, learn the process and the issues and then have productive meetings with their elected officials. Whether you are a first-timer at an annual day on Capitol Hill or a regular – or even a supplier member, the process works. We’ll get to tips and advice from a variety of attendees – and provide context for how others can get engaged.