Small Operator Success and Opportunities Suppliers identify opportunities to service small c-store operators at NACS Show workshop.
October 21
Learn From the Experts: Navigating the Show Expo
What’s New and Cool at the NACS Show?
Using Data to Define C-Store Shoppers
Serving Up Foodservice Recipe for Success
Global Influence of Fuels
Congreenience Experience Educates Attendees on Going Green
Small Operator Success and Opportunities
Fifth Third To Issue RevolutionCard
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Posted: Oct 21, 2009 Email Share Print Print ALL Comment
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LAS VEGAS – Small operators have become the largest segment of retailers in the c-store industry and their strength has led suppliers to search for new ways to work more effectively with these operators, and a Wednesday seminar may provide helpful tips.
This morning’s NACS Show workshop, “Selling to Small Operators: Why the Silent Treatment Isn’t Helping You,” is exploring the financial strength of small operators, and a panel of influential operators with less than five stores will discuss their views of the business.
Prior to the workshop, moderator Brian Washburn, regional vice president for Kraft Foods Global Inc., shared with NACS Daily more about the unique content.
“There is a dynamic that is changing within the industry. This session is really to try to help manufacturers understand where the trends are going in the industry, and then have influential franchisees give an explanation of why it is important for manufacturers to consider them in their short-tem and long-range planning,” he said.
Independent operators have learned there is strength in numbers by teaming up to learn together and increase their buying power, Washburn added.
“The interesting thing about franchisees and licensees is that if an individual has two stores, he or she may be partnering with three or four other people who also have two stores, so it becomes not just the power of one, but the power of those six other licensees,” he said. “They are trying to use their mass to influence what goes on in the stores or to learn from one another about what is working or not working.
“We should not overlook them because it is the wave of the future and they have a significant voice. Instead of them being just one voice, they are the voice of thousands. The challenge for manufacturers is that it was easier when it was one voice, so how do you get to the voice of thousands with limited resources?”
Vendors need to develop a system of working with the independents that works economically, Washburn said.
“More of the larger companies are partnering with brokers. We must consider all options as we look for ways to get to the decision-makers with the best economical model.”
Learn From the Experts: Navigating the Show Expo
What’s New and Cool at the NACS Show?
Using Data to Define C-Store Shoppers
Serving Up Foodservice Recipe for Success
Global Influence of Fuels
Congreenience Experience Educates Attendees on Going Green
Small Operator Success and Opportunities
Fifth Third To Issue RevolutionCard
by RSS Feed
Subscribe to the RSS feed.
by Email
Subscribe to the NACS Daily e-newsletter.
Posted: Oct 21, 2009 Email Share Print Print ALL Comment
Send this story to a friend or colleague
From:
To:
Add a Note:
Share this article:
Submit your comments
LAS VEGAS – Small operators have become the largest segment of retailers in the c-store industry and their strength has led suppliers to search for new ways to work more effectively with these operators, and a Wednesday seminar may provide helpful tips.
This morning’s NACS Show workshop, “Selling to Small Operators: Why the Silent Treatment Isn’t Helping You,” is exploring the financial strength of small operators, and a panel of influential operators with less than five stores will discuss their views of the business.
Prior to the workshop, moderator Brian Washburn, regional vice president for Kraft Foods Global Inc., shared with NACS Daily more about the unique content.
“There is a dynamic that is changing within the industry. This session is really to try to help manufacturers understand where the trends are going in the industry, and then have influential franchisees give an explanation of why it is important for manufacturers to consider them in their short-tem and long-range planning,” he said.
Independent operators have learned there is strength in numbers by teaming up to learn together and increase their buying power, Washburn added.
“The interesting thing about franchisees and licensees is that if an individual has two stores, he or she may be partnering with three or four other people who also have two stores, so it becomes not just the power of one, but the power of those six other licensees,” he said. “They are trying to use their mass to influence what goes on in the stores or to learn from one another about what is working or not working.
“We should not overlook them because it is the wave of the future and they have a significant voice. Instead of them being just one voice, they are the voice of thousands. The challenge for manufacturers is that it was easier when it was one voice, so how do you get to the voice of thousands with limited resources?”
Vendors need to develop a system of working with the independents that works economically, Washburn said.
“More of the larger companies are partnering with brokers. We must consider all options as we look for ways to get to the decision-makers with the best economical model.”
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