In the days of old before crude was “liquid gold” and drive-offs were unheard of, we had low taxes and no faxes and just two blends to deal with.

We had clean air, grocery stores played fair, and few credit cards plagued us. We sold gas for 29.9 cents and made in the neighborhood of 8 cents per gallon. We were looked up to as pillars of the community and were considered good and fair businessmen and women by most all who came in contact with us.

Just as important, we enjoyed a better than 20% gross profit margin, in this case 26.8%. Fast forward to today and in many markets throughout the country, diesel is retailing for $4.259. The average price of gasoline topped the $3.559 mark and is closing fast on $4 per gallon–and I must add that we are now grossing somewhere in the neighborhood of 1-3% BEFORE credit card charges. To add insult to injury, there are more than a few who feel we are part of the group that is making the obscene profits. Ouch!

While I’m at it let me not fail to take a swipe at state, federal, city and county governments for their role in this mess. Right now, in Georgia, one of the lesser taxed states in the nation, the state and municipalities are enjoying a margin of almost 30 cents on each gallon of diesel retailed in the state for an average of $4.15 cents per gallon. The feds aren’t helping the cause. They are being forced to get by on a hair less than 25 cents per gallon. Is there not something critically wrong with this scenario?

Back in the day, as the saying goes, there was no sales tax, precious little state or federal tax and absolutely no county tax on petroleum. Credit cards, and the high credit cards fees associated with them, were few and far between and guess what? The major oil companies owned and controlled their own credit card deck. The cost to us was negligible. Less I make it all sound too good, in fairness, I must also declare that it was also a time of environmental ignorance.

You are correct in thinking we did not come close to rivaling today’s volumes. The convenience store industry was in its infancy and we admittedly had nowhere near the degree of retail sophistication that today’s marketers possess. However, the old Virginia Slims line of “You’ve come a long way baby” would not cross one’s mind when you consider where we were and where we are today.

History will record that during our watch we allowed things to get away from us–indeed lost any semblance of control that we enjoyed. We can make all the excuses we want, and perhaps even take comfort in the fact that big box and independents are also in part responsible for Big Oil getting out of retail. The handwriting is indelibly marked on the wall, unless we get serious about changing it

The difference, however, between our situation and Big Oil is that selling their locations allows them to better play both sides of the street by supplying both branded and unbranded on a far grander scale than they have previously, with a lot less to lose. Something we just can’t afford to do.

_______________________________________

Jim Callahan, Consultant

Convenience Store Solutions

1 Quail Run Dr.

Newnan, Ga. 30265

Phone: (678) 485-4773

E-mail: jfcallahan502@msn.com

The take for me, and I needed it, is while there is no denying that the price of fuel is out of control, margins are all but nonexistent in many areas, credit card costs are unconscionable and the economy is currently in the Dumpster, the simple truth, for all intents and purposes, is that the situation is out of our control. You can cry about it, complain about the inherent unfairness of it all, or you can decide to make the most of it.

People continue to need fuel, they have to eat and have many other needs. Personally, I’ve just got to do a better job to get a bigger piece of a smaller pie–and I’m going to. And guess what? As I do a better job, the share I get for my companies will include a portion of someone else’s share that stopped to cry!

With this in mind, it’s now spring, the season where “hope springs eternal,” the season where golfers embellish handicaps, fisherman tell tall tales and campers and travelers plan trips. This is the time of year where the weather warms up, fountain and frozen drinks are free flowing and filled with more ice and less syrup. It’s that special season that has us planting flowers and seeds and is truly the prelude to a long, hot summer promising huge hydration and salty snack potential. It’s also the season that renews the spirit and refreshes hope in all of us.

So we are left to work on those things we do have control over, the two most important being attitude and image! This is a time that we must truly see the glass as being half full as opposed to half empty. And did I tell you about the guy who got three-quarters of the way across the English Channel and turned around and swam back because he was afraid he couldn’t make it all the way across?

The very powerful one-line message delivered by a young worker in the Seattle Fish Market motivational tape explains it best: “We get to choose our attitude every day.” That’s a powerful message we should all pause to ponder everday.

Show Off the Goods

Moving onto image, by the time this message is delivered, Easter will be but a memory, but the Memorial Day kickoff to a long, hot summer will be staring us square in the eye. Use this selling season to improve the image our customers see when they drive by and visit our stores. Don’t waste time. Be the best you can be!

To review, begin with the appearance of your stores. Look at your units as if it was the first time you’ve ever seen it and ask yourself, “What is there about this store that would make me or anyone else decide to shop here?” Then set about making it a real simple decision for customers to make your store a destination. Things you can do to improve the image include:

* Beautify the site. Add fresh pine straw and flowers. Trim the shrubbery and grass.

* Stay clean. Sweep and power wash the building and walkways. Scrub the pumps and other outside equipment.

* Reduce clutter. Excess window and door signs or decals should be removed as well as any free booklets that may be offered.

* Effective use of reader boards to promote car wash or foodservice specials.

* Sharp employees. Clerks should be wearing a company uniform and name badge. Train them to smile, greet customers, suggestive sell and thank all customers.

* Make a a good first impression. Waxed and buffed floors, spotless and well-equipped restrooms leave a long, indelible impression on consumers.

* Provide multiple services. From a fresh deli offering and fully-stocked shelves to ATMs and new products, give customers a reason to continue coming back to your stores.

* Offer a “can-do” attitude. When your employees stand out from your competitors, customers will embrace their spirit and reward you with more store visits.

* Believe, plan, lead and execute, but also have fun. The goal is build a winning business model that leads the company into the future, not just a quick a sale.

“…and he started to sing as he tackled that thing, it couldn’t be done but he did it (From Edgar Guests great poem: Someone said it couldn’t be done!)

_______________________________________

Jim Callahan, Consultant

Convenience Store Solutions

1 Quail Run Dr.

Newnan, Ga. 30265

Phone: (678) 485-4773

E-mail: jfcallahan502@msn.com

Staying Alive is both the title of an old disco tune, as well as a description of the challenge that today’s c-store operators face. C-store growth in numbers as well as quality continues unabated. I certainly don’t have all the answers about staying relevant, but I have some very interesting facts that indicate it is being done on a consistent basis in one of the very toughest markets.

NACS tells us that the c-store count in the U.S. has reached more than 146,000, 90,000 of which are one store operators. Almost 10%, 14,179 of them, are located in Texas! Yes, Texas is a big state, but that’s also a state where big-box operators hold as large a market share as anywhere in the Country, estimated to be as much as 20-25% in the Dallas area, indeed the same state where fuel margins are often thin or worse. To me, a very strong indication that c-store success can be accomplished most anywhere.

Perhaps a David Letterman Top 10 “Survive & Thrive” list is in order:

1. Clean stores: Today’s market demands that you raise the cleanliness standard to new levels. Every single area MUST ACE THE MOM TEST every day! Obviously, you must excel with your rest room areas and the outside appearance of your store still must hold the promise of what lies within.

2. Friendly service: Why would any customer paying close to $3 for a gallon of fuel, continue to patronize a less than super friendly store? The sure answer is they won’t. Greet your Customers as they walk through the door. Treat them as if your future depends on them because it does! For goodness sakes thank them as if you mean it and ask each and every customer to come back.

3. Well-planned and well-positioned merchandising: Provide customers what they want when they need it. Think seasonality, eye-catching signage and wallet-opening displays with just enough specials to bring them back.

4. Emphasis on marketing: The days of waiting for customers to come to you are over. You’ve got to develop ways of bringing, not getting them into your store. For example, message boards should be changed frequently, add a budget for advertising, cross promote with complimentary strategically located businesses, use sampling and coupons in and outside the store, establish effective and creative use of suggestive selling techniques such as choosing an item of the day or week. Plus, recognize and reward each employees’ success. Fan the flame!

5. Execute properly: Design a plan, then make it happen. See it through with no excuses–excuses are merely a way of justifying failure. Review the plan with your team often and learn from your mistakes. Remember, it does you no good to accomplish one through four on this list, without proper execution.

6. Controlled: This really is No. 1. You don’t want to increase sales until your inventory, cash, employee/vendor and expense controls are in place and working well. “Creep, Crawl, Walk, Trot, Run” are all essential steps! It’s more fun for most of us to play offense than to spend too much time on defense, but the New York Giants proved once again, that DEFENSE WINS.

7. Vibrant: It’s not enough to be squeaky clean and friendly. Some stores give off a great feeling and you can’t quite put your finger on it, but you just feel the excitement when you arrive. Strive to be people pleasers.Vibrancy is more difficult to define and not quite as tangible as most items on the list, it separates the wheat from the chaff.

8. Stay relevant: You have got to work on keeping up and staying ahead of the times. Upgrade deli, coffee, fountain and frozen offerings, consider new uniforms, fresh donuts or pastry or an expanded line of novelty, knives, die cast, collector cards, Zippo’s etc. By all means, be noteworthy.

9. Get involved: Customers like to associate with winners. Be involved as an active part of the community. Pick a charity and stay behind it. Sponsor a Little League team or at least offer free fountain or slush beverages for youth teams. For goodness sakes, be your own press agent. It ain’t braggin’ if you can do it! The media is always looking for news.

10. Be competitive: Market fuel as competitively as possible and understand that not doing so will cost you sales on high grossing in-store items. In case you haven’t noticed, the major brands that we hid behind for so long are no longer able to provide that precious buffer. Only 10% of our customers think brand is the key factor in choosing where to buy fuel! A recent NACS survey said, “To save one-cent per gallon, 32% of consumers would make a left turn across a busy intersection. Another 29% would drive 10 minutes to save 3 cents a gallon.” Need I say more?

It’s disco time. No one is too old to learn those dance steps, “stay offa’ my blue suede shoes” It’s as easy as the “Texas two step,” 1 – 2 – 3. Shhh. Listen to the music ♬ planning to thrive! ♬

Jim Callahan, Partner
Convenience Store Solutions
Jfcallahan502@msn.com

To compete with the big chains more effectively, you’ve got to be able to buy better, which is obviously much more difficult for a smaller chain, even more so for the single store operator. But in reality it’s much easier than you might think

Let’s begin…

First, the importance of great vendor relations cannot be overstated. Over the years I’ve witnessed more than a few blood baths between vendor and customer–S T U P I D! While it might make you feel momentarily better or bigger to “go off” on a particular vendor, there is no percentage in it. We need our vendors just as much as they need us! So first, we must work on “Vendor Relations Excellence:”

* Develop a good rapport with your vendors. They can make or break you.
* Remember, they like you are trying to make a living in a tough world.
* Most all vendors will appreciate and respond to fair treatment and kindness. Offer to take delivery of a new item that’s important to them.
* Work to build a relationship of cooperation and trust.
* Take an interest in their family, (from afar) and their likes and dislikes. I once had a Nestle rep tell me, “Jim you are the only customer I’ve ever had that always has a cup of hot tea for me!” Simply something I observed at lunch one day–didn’t have to go to college to figure that one out! Search for commonalities!
* If the Boss accompanies them, keep the focus on your rep and say as many complimentary things as possible. The rep will appreciate it!
* Be willing to help them achieve their quotas.
* Get them in and out quickly. They have more calls to make!
* Allow every new item great placement and a fair price.
* Let them know you’re willing to allow special signage and great placement when visiting dignitaries are in the area. This is important to vendors.
* Give them reasons to like you. One of my great compliments was hearing a vendor recount telling his boss he was going to call on Jim Callahan the next day and his boss said: “Better break out the band aids!”

These are some of the important keys for a small businessman to be able to start to “earning better deals.” Now were ready to ask the questions.

Make sure you ask with absolute assurance, holding eye contact the following:

* What are your DEALS?
* Inquire about FREE GOODS, especially the first time and on new products.
* Ask about REBATE PROGRAMS. Find out if and how you can qualify.
* Don’t forget SHELF OR PLACEMENT MONEY!
* Ask about EXTENDED TERMS.
* What about DISCOUNTS?
* Is there advertising money for flyers, signs, reader board placement?
* Dicker a little. For example, “Can I get a little less than that or combine it with another product, and still get the deal?”
* Quid pro quo. You scratch my back and I’ll scratch yours. I’ll give you first position for the right deal, etc.
* Always end with, “What other programs do you offer? Is that really the best you can do?” or “I’ll take the deal if you can give me just…”

Ask for more than you think is possible. The results will absolutely amaze you! My personal philosophy in planning what to ask for is, I ask for an amount that is personally embarrassing to me. I get it more often than you’d believe, but we are often guilty of thinking small!

Have fun with it, practice and enjoy it. Vendors like a challenge, as long as it has an upside!

Jim Callahan, Partner
Convenience Store Solutions
1 Quail Run Drive
Newnan, Ga 30265
Jfcallahan502@msn.com

First, it is an established fact that getting ahead in the convenience store industry is much, much easier than in most any other industry. While we absolutely believe in the value of a good education–indeed many company’s help fund continuing education for their employees, our industry does not require a college degree.

Many managers and general managers worked their way up the ladder without a high school diploma, and most go back and get a GED & more.

I’ve been thinking of this subject matter for more than a year now, but it took a quote from William Feather, to get me started: “Success seems to be largely a matter of hanging on after others have let go!” While I have never said it nearly that well, I’ve been preaching the premise for years. Now, let’s get into the “secrets of getting ahead.” They are so overwhelmingly simple that you might have trouble believing them, but, let me ask, “What have you got to lose by keeping an open mind?”

You will absolutely stand out from the crowd if you merely:

* Resist the urge to call in sick. This is a biggie and will immediately separate you from 75% of your co-workers. Yeah, I know you genuinely don’t feel well some days and, tell the truth, a couple of hours later, most times at least, you are feeling just fine. I personally don’t want to take time off when I’m sick. Why? When busy I tend to forget how bad I might feel. You know I’m right. Discipline allows you to shine!

* Show up when you’re scheduled. And not one or 30 minutes later. Admit it, you know it bugs the heck out of you when your shift replacement delays your carefully made plans.

* Show up with a good attitude and ready to work. Customers make choices every day about where they will stop to buy gas, beer and cigarettes. They make these decisions as much on the basis of the person behind the counter as they do on price!

* Look and act the part. How really difficult is it to be bright, clean and looking sharp? When I say “act,”that’s what I mean. The store and front counter is your stage. The customers are your audience and their smiles and compliments are your applause! You have an awesome opportunity to affect the way hundreds of people feel about the start or finish of their day every day!

* Do your share and a little bit more – every day!

* Understand that one “Aw, heck” from your Boss, wipes out the last few “Attaboys.” This understanding is critical to your growth. Most of us tend to maximize the “attaboys” and minimize the “Aw Heck’s.” That’s reverse thinking.

* Team players develop into team leaders. Simply put, be loyal to your paycheck, go the extra mile by doing things like volunteering to do the tough jobs. It makes the day go faster and you’ll like yourself better. Be a positive force and help lead others along the right path. Don’t turn a blind eye on a dishonest vendor or a cheating co-worker. Keep your integrity and honesty intact!

* Fight the urge to “walk” when things are not going well. The c-store annals are full of stories of individuals who “stuck it out” through tough times and ended up in top management or even as owners of the business. Understand that your fellow workers feel the same as you. Every time one of them gives into discouragement and leaves, you automatically rise in managements eyes. Read that again and burn it into your mind, there is no Utopia. Stay the course. You’ll be glad you did!

* For goodness sakes give a notice if you find a better position. Giving a notice makes great sense for you. Giving notice once again separates you from the masses and, more importantly, in most cases it allows you to be rehired should another opportunity at the company arises. Having plans to return always keep your options open!

While I’ve said quite a bit, I have not said anything that resembles “difficult.” We all have to work somewhere and convenience stores present an ever increasing and constantly improving opportunity for meaningful employment and advancement. In a difficult world, indeed, convenience stores are a veritable emergency room for workers and travelers!

Jim Callahan, Partner
Convenience Store Solutions
1 Quail Run Drive
Newnan, Ga. 30265
Jfcallahan502@msn.com

Unless you run an above average operation, you might just experience a sudden urge to stop reading, part way thru this article. I’m going to put the results toward the top to help, suppress that urge!More…

Our best store has a very well known, major price cutter located within a few hundred feet of it – was there when we built. Despite this and despite on average spotting them a 4-cent per gallon pricing edge, we continue to post fantastic growth numbers both inside and out.

Let me share: the store was opened in 2000, but comparisons are based against 2002, so as to be fair. I’ll also use gallons only to avoid any “inflation” arguments, but inside sales growth is also impressive.

2003 sales were up 3.9% vs. 02
2004 sales were up 10.5% vs. 02
2005 sales were up 20.3% vs. 02
2006 sales were up 32.2% vs. 02
2007 sales are up 46.4% YTD vs. 02

One more bit of fairness would be to tell you the entire geographic area has shown good growth, including two new c-store competitors. We have however, knowledge of three modern stores in the same general area that have lost volume over much of the same time period.

This than, begs the question: “WHAT’S THE BIG DIFFERENCE MAKER?”

The difference makers are: “CLEAN & FRIENDLY!” (not talking ’bout pretty Clean & often Friendly)

Yeah more than that goes into the total equation, but these clearly are the difference makers. In my more than 30 years in the business, I’ve become convinced, in both heart and mind that customers are absolutely willing to over look price if you give them a great shopping experience – indeed, the numbers back up the claim.

While Clean and Friendly are quite achievable, we all know they don’t just happen. WHY? Because, the majority of operators don’t really believe that Clean and Friendly translates to increased business! We know full well that dropping the price of Gasoline or Cigarettes is going to drive both Customer count and Sales. Indeed, many of us “Invest” in this type marketing – we see a direct “cause and effect” correlation that is not as readily seen with “Clean and Friendly.”

I admit that it’s much easier to implement this theory on a “New to Industry” store, but we can’t afford to ignore the investments that helped us pay the bills thus far.

In the near future, we’ll take on both “Clean” and “Friendly” – in the meantime, Try viewing your Operation thru the eyes of a first time Customer and your on your way!

Jim Callahan, Partner
Convenience Store Solutions
Jfcallahan502@msn.com

What I saw was 10 of the 11 customers ahead of me all purchased a “combo meal” — fountain drink, fries and a sandwich. After finishing lunch, I sought out the store’s general manager, who confirmed that indeed more than 90% of their fast food sales are in combos!

It was not until a few years ago that I started taking fountain and combo sales at all seriously — that increased focus has led to measurably improved customer counts, store sales and profits — fountain combos have become a “business driver” for us! And while we might boast of larger fountain volumes than many convenience store chains, the fact remains that, both we and the industry at large are not doing nearly a good enough job of taking advantage of the inherent benefits that go hand in hand with selling fountain combos.

Today, more than ever, customers are demanding better value for their dollar. While the fast-food chains are literally “eating our lunch” during traditional meal times, in my opinion, the convenience store industry holds a good sized advantage in selling to the “afternoon/late night snacker!” It is an area worthy of much more attention than it receives — we need to both recognize and reward the afternoon/late night snacker, by providing them with the best and most attractive offering possible!

To help focus and enhance this “advantage”, we have cultivated relationships with chip, candy and cookie companies that are all extremely eager and grateful to be included in our “combo deals.” So much so, that we almost always are able to gain a temporary buying edge, just for featuring a product in our combo that they have a current focus on. This strategy drives Customer counts — provides larger cash register “ring” and returns a great margin — I like it!

Let me end by sharing a comment made by one of the “fast-food feeders”, I’ve done research with recently. He said, “Neither we nor our customers use the term ‘combo’ any longer.” He then went on to say, “We have changed the way the world orders food — our customers merely say ‘give me a #2, with a Diet Coke’ and with those few words, the meaning is crystal clear to everyone involved!” I REST MY CASE!

Jim Callahan, Convenience Store Solutions

1 Quail Run Drive, Newnan, GA 30265

Jfcallahan502@msn.com

So tell me, what other long, rugged and expensive Trip would you make without using a “Road Map”?

Like any other Journey, having a “Plan” or “Road Map” is going to be the surest and best way to travel. You may not have had one when you first got into the business, but you can formulate one now! Ever notice how Spring Cataloges come out right after Christmas? That tells you that Sears, etc. are at least one full season ahead – they have a plan! The Big Boys also have budgets, but let’s start to piece a simple plan together. Here are some hints:

• Take a calendar and circle all the Holidays and events for the 12 months – then localize them a bit – for instance July’s Bastille Day might be great for a marketer close to Canada, but not in Virginia.
• Plan promotions around the ones major to your area – so many 4th of July promotions fizzle, because the area was not a Destination. A destination for the 4th of July is a Tourist, Camping area, Ocean or Lake setting. Most of us are Leaving points not Destinations – know the difference. Typically leaving points do well the day before and the day after the Holiday and are slow during the actual Holiday. Christmas is usually good in most areas – you’ve just go to be open to capitalize!
• Require that your major vendors provide you with their quarterly (longer if you can get it) promotions and pricing schedule – work out details of signage, POP and special prices (make sure you have both “start” and “take down” dates for the promotion). Work this on your calendar plan. Favor Vendors who Partner with you – build your Team.
• Don’t be afraid to have a “loss leader” (where legal) items like 12 pk soft drinks (limit the amount customer can purchase) – Loss Leaders drive Business – especially when they are promoted!
• As the saying goes, “You’ve got to spend a little to make a little!” Be the only one in your area to have a decorated store (save and reuse). Make use of reader boards, Banners, and Pole Signs wherever possible. Place a great coupon offer (if it’s not great, don’t waste your $’s) in the local paper or shopper – CREATE EXCITEMENT!
• Review the plan 10 days out and make sure you’ve covered all the bases. What good are hot dogs without the buns, etc.? Plenty of Ice and everything else that goes with the event!
• EXECUTE: Have the cleanest, friendliest store, with the coldest beer in town. Have items that go with the promotion at the register – make sure your employees know and use Suggestive Selling Techniques!
• Be the leader of your Band! Enthuse your Employees – make it fun – have a theme – offer incentives and recognition – does not have to be big.
• Important – review your results after the event and make needed improvement.

This Trip is far too important to keep using Cruise Control – “Gentlemen (& Ladies) start your engines!”

Jim Callahan, Partner
Convenience Store Decisions
Jfcallahan502@msn.com

Recognizing that most of us fail to get our customers to “walk the store”, to see the wide array of products that we have to offer, consider instead, bringing the store to them. How, you might ask – Use a portion of the counter by the cashier or a front end cap for timely items: Slim Fast drinks and Slim Fast Bars at the first of the year for the many who make a resolution to lose weight. January and early February are key months for customers who spent too much during the Holidays and are looking for bargains – perhaps a 3/99c Candy shipper, or a Meal Deal and Fountain drink special – all it takes is a large empty cup with a visible price. February and March of course bring with them the Cold & Flu Season.

What’s wrong with having Cough Drops, Vitamin C, Tissues, and Nyquil right under your customers “runny nose”? Match the Product with the Occasion! Do it all year long and watch your profits rise.

To be even more effective with the tactic, involve your Employees. I’ve had Cashiers wear the wool hats at the register during Cold weather to help drive the point home. Let your employees know how important these extra sales are – some Companies fund both raises and bonuses out of Suggestive Selling Profits! Many others run suggestive selling contests, rewarding those who reach certain benchmarks. Consider a suggestive selling item of the day or the week. Once a Cashier becomes comfortable with suggestive selling, you will see extra pride and satisfaction – done right, it can be infectious for the entire store!

Even small chains now have the ability to create inexpensive signs to bolster sales of the chosen product. Place them in key spots around the store. If you’re in an area that allows Reader/Message Boards, share your sales theme with the motorists who drive by your store. Do the same with electronic gas pumps. The key to effective signage is to be “Short & Sweet” and to change it often.

Good Luck!
Jim Callahan, Partner
Convenience Store Solutions
Jfcallahan502@msn.com

So wrote the poet Bob Dylan!

You may very well have a nice, clean, well merchandised Convenience Store and still not be doing the amount of business required. Just in case you missed the memo, the days of depending on Customers automatically coming to your nice store are over! Like Hansel and Gretel, the most successful business operators are finding a way to “leave a trail of Gingerbread”, leading directly back to your store(s).

Here are some battle proven strategies to assist you in your quest to improve traffic counts and sales.

• We require all stores to bring fresh Pastry product samples to neighboring businesses within a 2.5 mile radius (banks, medical buildings, real estate, State or County offices and hotels) – two per day – 5 days a week. Recipients are thrilled – spend just a minute or two telling your stores story and leave a business card – IMPORTANT: Ask for their business!
  
• Construction sites are a great, untapped natural resource – try leaving coupons for a FREE BAG OF ICE and watch entire work crews start showing up at your store. The cost of a bag of ice is quite inexpensive, especially if you bag your own. Conversely, the bottled water, Gatorade, Salty Snacks, and Hot dogs that they buy are all large gross profit items. Additionally, that pack of Smokes they’ll buy is frosting on your cake!
  
• Car Washes provide yet another great “Road Show Opportunity!” Car Washes are for the most part, a major point of differentiation between you and most of your major competition – use it to your advantage. Instead of depending entirely on your gas pumps and Cashiers to do the job, consider taking $2, $3, or ½ price top of the line Car Wash discount Coupons to nearby Hotels, Apartment complexes and other businesses. Make a deal with a new or used Car Dealer to provide a free car wash coupon for every car sold – stats show that new car buyers wash their vehicles much more often. Capture that business for your location.
  
• Consider running small coupon offers in your local Newspaper or Penny Saver. We’ve had tremendous success bringing in new faces with $2.00 off Gas Coupons (with an 8 gallon purchase). In this day and age, when customers seem willing to drive cross country to save 1 penny a gallon, we redeem as many as 50 gas coupons per day! ½ price Car Wash coupons are also quite effective.

Here’s the point – those who sit back waiting for new customers to “Storm the Palace”: are not in tune with the times – Be your stores knight in shining armor!

Jim Callahan, Partner
Convenience Store Solutions
Jfcallahan502@msn.com