The corner store across the street from my elementary school was an extremely popular spot during lunch hours. During the warmer months, we used to pay a quarter for frozen “mini sips” (essentially, small plastic bags full of juice) at the end of lunch, and then squirrel them away in the front of our desks to drink as they melted during our first afternoon classes.

The Green Gables store in my neighbourhood was also a big player in the summer scene. The only thing separating me and my brother from this candy mecca was a giant hill, and it became an hour-long adventure to make our way to the bottom in search of popsicles that would be gone by the time we made our way home.

This summer, remember your convenience store is a destination for youngsters, and embrace this eager crowd with the cold treats they crave when the sun is shining. You may even attract a few nostalgic adults along the way.

I attended the product combos education session in the morning, aware that the majority of the discussion would be lost on me. But, as I sat down and introduced myself to the retailers at my table, I learned that the two women next to me didn’t speak French either. We decided that when discussion time rolled around, we would take the opportunity to chat as a group. And chat they did. They discussed everything from food service programs and fresh-baked goods to their customer base and the nearby attractions that bring people into their stores.

Before the session ended, they had drawn maps of Montreal neighbourhoods to explain their c-store location, and exchanged phone numbers in order to keep the discussion going. These women made the invaluable discovery that going it together is far better than going it alone. And that’s what Salon Dec is all about: Connecting people and their ideas. These women created their own support group, and I know they’ll continue to call on one another for ideas and advice long after the show is over.

Salon Dec is not just a show: It’s a forum, an opportunity, a classroom, a sounding-board and a meeting of the minds. Take advantage of the gathering, and strike up conversations with those around you. You never know what you might learn or what connections you might make.

So while I still had (and have) a lot to learn about the industry, I knew everyone talks a big talk about the need for closer relationships in the industry, and a desire for everyone to work together to achieve common goals. But after witnessing the 2012 Convenience U CARWACS show, I know these aren’t empty words.

While it was encouraging to hear rallying cries from associations and suppliers, it was the interaction among retailers that had the greatest impact. Retailers came from across Ontario and beyond to learn how they can improve their businesses and best battle a growing list of competitors.

Sure, they were happy to hear from professional speakers, but what these retailers really wanted was the opportunity to talk to each other; to hear how other retailers were dealing with similar problems, and to help peers they’d never met before in any way they possibly could.

For example, when a new store owner admitted he’s lost when it comes to dealing with legislation, it was only a matter of seconds before he received contact information for the Ontario Convenience Stores Association and other words of advice from his new retailer friends.

The show may be over, but the discussion doesn’t have to end. Take advantage of digital tools and keep in contact with your retailer community. If you have a question or concern, don’t hesitate to ask – leave a comment below or post on our Convenience Central Facebook page.

From March 20^th to 21^st, retailers and operators will have access to educational workshops and seminars, and an expansive trade floor at the Toronto Congress Centre. This is the ninth year for the largest c-gas trade show in the country, and is your opportunity to learn about trends and gain the insight you need to thrive in this ultra-competitive industry.

The full schedule of workshops and seminars, which take place during the mornings of the show, is available online, so pre-register at convenienceu.ca, where you can also find the full exhibitor list that will allow you to map out a strategy in advance.

Once you’re at the show, remember that while there’s a lot of information to absorb from education, other retailers, distributors, and suppliers, you don’t want to lose sight of what’s equally important – having fun. So make your plan now and head to the show for your dose of educational enjoyment. See you there!

If you still aren’t convinced attending Convenience U CARWACS will help your business, here’s what three retailer/operators had to say about their show experience:

“We’re an independent, not a corporate store, so it’s very important that we have all these people working for us and telling us how to manage categories. I’m definitely going back this year, because it puts us onto the front line.” – Amin Charania, owner of Mini Market in Holland Landing, Ontario

“The show gets you pumped and gives you the boost you need to make your store better … Being far away in northern Ontario, it’s really hard to get suppliers and new products, so when I go to the show, I make sure I visit every booth.” – Luc Levesque, operator of Quickee-Mart in Dubreuilville, Ontario

“I attend every year to see what new equipment is on the market, to talk to old and new suppliers, and get a feeling for what’s going on in the industry. When I am thinking of making a purchase, I use the show to ask questions and find out what products are available.” – Jim Soklaridis, owner of 1Gr8 Wash in Hamilton, Ontario

Here are five ways to use technology to best advantage:

1. Make your own schedule. You can place your online order whenever you want, wherever you are, as long as you can access the Internet. You can also save yourself hours of work with the more streamlined ordering process.

2. Interact with your customers. Your ordering convenience means you can place more emphasis on customers, spending more time with them to learn how to meet their needs.

3. Track your SKUs. Ordering online from your distributor allows you to review your purchasing history, so you can easily determine which SKUs are selling well and should be re-ordered, and which slow-moving SKUs should be delisted. This information is also extremely helpful when it comes to determining which promotions to run in-store.

4. Find new products. Keep up to date on the latest trends and SKUs through regular email communication with your sales rep. You can also browse the Web for inspiration and news about innovation.

5. Go remote. Your physical presence is no longer required to control certain aspects of your store. Use your laptop or iPhone to monitor your security system, submit your payroll, or even adjust the music playing in your store. Cool!

Different SKUs from the bestselling brands are on deal throughout each eight-week period, and the offers are available through your full-service distributor and outlined online at conveniencecentral.ca.

Here are five tips for working Promo Select into your calendar:

1. Talk to your sales rep. Regular communication with your rep will ensure you have the most up-to-date knowledge about current and future Promo Select offers, allowing you to properly execute promotions.

2. Incorporate innovation. Balance your bestselling SKUs with innovative products to build in-store excitement, attracting new customers and keeping your regulars engaged.

3. Offer incentives. Build price and bundling promotions with Promo Select SKUs to entice value-seeking customers.

4. Go visual. Create your own displays to promote Promo Select confectionery. Place displays near the counter and along the path to purchase to maximize visibility and increase impulse purchases.

5. Take advantage of pre-packs. Pre-packs featuring big consumer promotions are now available from Promo Select, so leverage the displays in high-traffic areas, and don’t forget to order in advance.

Here are the top 5 tips to help you improve integrated selling:

1. Recognize customer needs. Make sure your combo and multiple purchase deals reflect the products and categories sought by your customers. If, for example, coffee sales are high in your store, consider placing a gum display by the coffee counter to encourage this bundling option.

2. Consult the experts. Your sales reps have a vast knowledge of the industry and know which products sell well in which stores. Use their visits to discuss your top-selling SKUs, along with innovation.

3. Focus on adjacency. Place products in your bundling and multiple purchase deals in close proximity so customers can easily see and understand the promotions. Also ensure that displays are fully stocked at all times.

4. Encourage staff to upsell. Oftentimes, the power of suggestion is enough to convince a customer to purchase a drink along with a snack item, for example, so encourage your staff to recommend products. But don’t be too forceful – customers are unlikely to return to stores with pushy staff.

5. Promote loyalty. Establishing a loyalty program will encourage repeat customers and persuade these regulars to increase spending in your store. Offering a free coffee after the purchase of four is an easy way to ensure your customers don’t stray toward the competition.

Jason Lutes, owner of Magnetic Hill Esso in Moncton, New Brunswick, says he places orders on free-pos.ca because it allows him to compete with large format stores.

“The POS materials are great-looking and professional, and it makes it look like we’re a national store with quality point-of-sale merchandise,” Lutes says. “These are the materials that are going to be at all of our big competitors, and it’s great the independents have access to it now.”

If independent c-gas retailers want to compete, they’ll need to follow Lutes’ lead and focus on merchandising and promotional techniques, creating in-store excitement and increasing impulse purchases.

To access a variety of POS materials, from wobblers to planograms and more, the retailer simply places an order at free-pos.ca. Up to 15 pieces can be ordered at a time, and shipping is free anywhere within the country.

Lutes says he uses free POS to supplement pieces provided by sales reps, and has seen positive results from using more materials.

“There’s a sales lift on promoted products,” he says. “We like anything that’s a two-for deal, because it definitely increases basket size.”

Free-pos.ca continues to expand, routinely adding more POS pieces and suppliers to the site, which already offers more than 100 pieces from Mars, Kraft, PepsiCo Foods, Hershey, Nestlé and more.

“I’m happy to see there are more vendors on the site now,” Lutes says. “I’ll place more orders for sure.”

3 tips for ordering from free-pos.ca and using the POS in your store:

1. Build in-store excitement. Professional POS materials attract and engage customers, who are then more inclined to make impulse purchases.

2. Emphasize promotions. POS materials make it clear to your customers which products are new and on promotion, allowing them to make quicker and easier decisions.

3. Increase customer spend. POS display materials promoting bundling and price combos increase both customer basket and transaction sizes.

Plan in advance

Create a calendar to map out when each promotion will run. This way you can fully prepare for promotions, ensuring you have all the appropriate materials at your disposal at the right time.

Be selective

Not every promotion is suited to every store, so consider your customers’ preferences for coupons, free offers, sweepstakes and instant wins when deciding which one will work for you. Also remember that running too many promotions at once will decrease their impact and confuse customers.

Collaborate with sales reps

Maximize time spent with your full-service distributor or supplier sales rep, and take advantage of their promotional knowledge – they are there to offer advice and provide you with the promotional materials you need, when you need them.

Engage staff

Ensure your staff see the promotional calendar and understand what each promotion entails. Provide them with information about all promoted products and encourage them to upsell these products to customers.

Utilize displays and signage

The path to purchase, especially near the checkout, is prime real estate for displays, so leveraging this space will lead to impulse sales. Keep all displays fully stocked, as customers are less likely to grab a product from a half-full display. Placing POS signage in high visibility locations will also attract customers.

Maintain inventory

Avoid dreaded out-of-stocks by ordering enough SKUs for the promotion. Keep track of your sales and speak to your distributor or supplier rep if you have any questions or concerns.

I spent some time chatting with Peter Shrive, human resources expert and partner at Toronto-based Cambridge Management Planning Inc., about smart strategies c-store owners should employ to recruit and hire staff.

Here’s what I learned:

Always advertise

Even if there are no immediate vacancies on your team you should always be on the lookout for potential hires. Shrive suggests using professionally lettered signage in your store, word-of-mouth and ads in community newspapers to publicize future positions. This way, if a staff member quits last minute, or you have a sudden need to expand your business, you will have a stack of resumes on hand and be able to fill the vacant position quickly.

Know what you want

When posting an ad or selecting a candidate for an interview it is important to know what traits you are looking for in a potential hire. It’s a good idea to start by making a list of traits a staff member must have to work well with your business model. Start by making a list of key qualities and competencies, such as a positive attitude and demonstrable sales experience, and make sure the candidates you’re interviewing possess all or most of the items on the list.

Attitude says a lot

When you are hiring staff that are going to work in a retail environment and interact with customers face to face it is important for them to possess a positive attitude. The way your staff treat customers will reflect on your business, so make sure any new additions to your team are well-groomed, presentable and pleasant.

Test before you hire

There is no surefire way to know whether a new hire will be able to perform a range of tasks without testing them first. Before you hire a candidate, test their math skills by ‘playing store’ with them: ask the candidate to make change and pay attention to how they operate the cash.

Show you’re grateful

Have you already got a stellar team? Shrive points out that staff retention can be a challenge in today’s fast-paced society. Keep your staff happy and engaged by rewarding their hard work with annual bonuses, holiday events or small gifts.