Tag Archives: retail; convenience; C-Stores; trends; distribution; strategy; StevenLitt; StrategySteven

C-Stores: unusual & oft untapped retail partners

A fine new list is out, reminding me how promising Convenience Stores (‘C-Stores’) are as a distribution partner, notably for:

  • impulse-oriented items (snacks, gift cards, etc)
  • off-hours purchases
  • on-the-run commuter items (water, antifreeze, sunglasses)
  • cottager or vacationer items (last-minute HABA items**, bug repellent)
  • addiction-oriented fill-in purchases (caffeine, smokes, lighters, energy drinks, soda,…)

The 1st new promotion I brought to P&G Canada was to suggest P&G try a first-ever C-Store display event (Kudos to SalesMerch colleagues JFM & MattG!) targeting summer cottagers en-route, or at point of destination. Within P&G, we referred to it a the “Small-Size” event; the name understates the importance of these comparatively ‘low volume’ events.

  1. Although the event wasn’t just about making profit, it was nicely profitable (small sizes typically being the most profitable sizes!).
  2. It was strategic, preventing OUR customers (Crest, Scope, Always, Pampers buyers) from leaving our brand due to a temporary shortage. Holding loyalty before that was much of a revered idea elsewhere.

[side note: A big tip of the hat to the “crazy risk-takers” in the Sales Merch Dept who creatively massaged a way through P&G’s conundrum-creating criteria #2. ie It wasn’t hard to prove it’d pass #1. “On Strategy” nor #3. “Profitable”; the dilemma for entrepreneurish staff was showing an idea is already #2.”Proven” – when it has never been done before!]

C-Stores’ potential goes WAY beyond selling gas, lottery tickets, tobacco, rolling papers, Doritos. I worked in one for years & respect their resilience; when grocery stores added late-night hours, C-stores profited by selling lottery tickets. By the time grocery stores started selling lottery tickets, C-Stores had significantly upgraded their self-serve coffee & brought in lines of 24/7 RTE fresh prepared meals. Now, some C-Stores sell fine-quality fresh-cut flowers. And other- get ready for it- sushi!

So don’t count’em out. C-Stores are wiley; they’re flexible; they’re open-minded to make a buck. And they might be your next distribution partner!

The Top 100 USA list is here: https://csnews.com/top-100-convenience-store-chains-2018

Steven