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Slide Show Understanding The Convenience Store Industry
1. Understanding the Convenience Store Industry
“C-Store 101 – A Look at How the Industry Views New Products”
Prepared & Presented By:
Larry Miller
President
Developed for & Presented via Open Talks to Members of:
7. Distribution Overview
• Warehouse Delivery – Depending on Volumes up to 3 times a week!
– Cigarette & Tobacco
– Grocery
– Sweet & Salty Snacks
– Non–DSD Beverages – Juice, Some Energy
– HBA
– Confection
– Non-Food Programs & Shippers – Holidays - Seasonal
– Some Foodservice –Limited until last two years!
– Foodservice items might come from a Foodservice Distributor –
• SYSCO, US Foodservice, many, many others service local & national chains!
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10. Important Issues to Research, Learn, & Understand
• Take the time to Research & Understand your target customer!
• C-Stores must maximize Inventory Turns
• Inventory Investment is substantial with Fuel & Cigarettes
• Margin-Penny Profit Intensive Business
• Win-Win Programs – Retailers want programs that make sense and are
profitable for both supplier & retailer
• Risk Averse but Entrepreneurial – Willing to Test New Ideas
• Look to Suppliers to bring data, well thought out program, and take on the risk
for the possible rewards.
• High Business Costs – environmental regulations, facility costs, costs of labor,
liability – all concerns and figure into equation.
• Real Estate is expensive for Impulse @ Sales Counter
• Display, Price Point, & Presentation is critical and expect to adapt to their
needs!
• Promotion – Marketing – Oversell due to “Customer Tunnel Vision!
• POS Materials – May want yours, may want custom!
• Must have plan for success and exit plan for failure!
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11. Resources, Sites, & Events
• National Association of Convenience Stores – (NACS) www.nacsonline.com
• Convenience Store News – (CSN) www.csnews.com
• Convenience Stores – Petroleum (CSP) www.cspnet.com
• My CStoreWorld – www.mycstoreworld.com
• Miller Management & Consulting Services, Inc. www.mmcsinc.com
• Most states have State Level C-Store Association, Association of Petroleum
Marketers, Neighborhood Store Association, Independent Retailers
Association, and many other granular organizations that can help you
understand the retail landscape!
• To Understand Unique and other General Industry Terms:
http://www.csnews.com/csn/resources/industry_links/industry-terms.jsp
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12. Non-Food Success Stories!
• Replacement TV Tubes & Testing Machine - 1967
• 3-D Glasses – 1979
• Pound Puppies -1983
– Single roses
• Sunglass Racks – 1986
– Small Bouquets
• Propane Tank Swap – 1990
• In-Store ATM – 1996
• Phone Cards - Gift Cards - Pre-paid Visa, MC, & AMEX – 1999 – 2008
• Mexican Blankets – 2001
– Cooler Door Peg Flowers
• Firewood – Bag Mulch - Soft Drinks at Pumps (1994 and 2001 came fake stacks)
• Cell Phones - 72 Hour DVD -
• RedBox & Blockbuster Video Rental Kiosks 2007 – 2009
• What will be the next big thing?
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13. Two Upcoming Events for those that are interested in
partnering with the Convenience Channel!
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14. If you are contemplating making part of your business plan to include
the infiltration of the Convenience Retailing channel, I would highly
Thank you for your time recommend that you take time to research your market for the things
that we have discussed. Get to know your area retailers, learn how
today! the non-food supply chain works in your area, and put together a well
thought out and detailed plan to go after this new opportunity.
Quotes for the week about thinking & taking If you don’t feel confident, or have the time to develop and implement
action! a new program internally, feel free to call me and I will be happy to talk
to you about possible solutions, assistance available in your area, and if
you would like put together a proposal to assist you with the plan.
“Thinking is easy, acting is difficult, and to
put one's thoughts into action is the most To paraphrase Napoleon Hill, “Don’t wait for the opportunity to come
difficult thing in the world.” to you, as the time will never be just right! ” You have to make
something happen while the recovery is taking shape!
Johann Wolfgang von Goethe
There are opportunities in the Convenience Channel and with the
scramble on to find new products and programs to bring to
consumers…. Conveniently!
“I have been impressed with the urgency of
doing. Knowing is not enough; we must
A Successful Floral Program for Convenience could truly join the list of
apply. Being willing is not enough; we must successes!
do.”
Leonardo da Vinci So my parting question is this:
“Don't wait. The time will never be just right.” Do you want to be at the front of the pack? Or do you want to be at the
back of the pack running in the slush and hunting for scraps?
Napoleon Hill
Good Luck in all your endeavors!
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15. Thank you!
Larry Miller
Miller Management & Consulting Services, Inc.
5029 Hawks Hammock Way
Sanford, Florida, 32771-8069
LarryMiller@mmcsinc.com
407-323-6677 Office
407-323-7101 Fax
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