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Independent
Business Category Facts
Consumer Behavior
“Every trip, every occasion….”
Making the most of the category and our product…..location is the key!
Frito Lay
Meat Snacks
Frito-Lay single serve provides more retailer profits than other snacking solutions. Merchandising salty snacks in high traffic locations near the register will capture impulse purchases and provide high retail profit.
Packaged Sweets Candy
Nabisco Frito Lay
68% of salty snacks are purchased on impulse
Weekly Sales = $122.00
Profit Margin = 42.0%
Profit Per Week = $51
Profit Per Foot = $17
Placement Fees= $0
Total Yearly Profits = $2,664
Weekly Sales = $96.00 Profit Margin = 42%
Profit Per Wk = $40.32 Profit Per Foot = $13.44
Total Yearly Profit = $2,097
Weekly Sales = $80.00 Profit Margin = 34%
Profit Per Wk = $27.19 Profit Per Foot = $9.06
Total Yearly Profit = $1,414
Weekly Sales = $88.83 Profit Margin = 42%
Profit Per Wk = $37.31 Profit Per Foot = $12.43
Total Yearly Profit = $1,940
Weekly Sales = $235.00 Profit Margin = 27.6% Profit Per Wk = $64.86 Profit Per Foot = $21.62
Total Yearly Profit = $3,373
Frito-Lay provides more profits +60% More than Candy
+138% More than Sweets
Frito-Lay provides more profits +27% More than Nabisco +73% More than Meat Snacks
Weekly Sales = $235.00 Profit Margin = 27.6% Profit Per Wk = $64.86 Profit Per Foot = $21.62
Total Yearly Profit = $3,373
37.6 annual turns GMROI $14.13
6.6 annual turns GMROI $4.78
22.7 annual turns GMROI $11.69
37.6 annual turns GMROI $14.13
7.4 annual turns $5.36
3.0 annual turns GMROI $2.17
Sales Comparison 17-week time frame
Meat Snacks
Weekly Sales = $88.83 17-wk Profit = $634 17-wk Turns = 1 Annual Turns = 3
Candy
Weekly Sales = $96 17-wk Profit = $685 17-wk Turns = 2.2 Annual Turns = 6.6
Hostess
Weekly Sales = $80 17-wk Profit = $462 17-wk Turns = 7.6 Annual Turns = 22.7
Nabisco
Weekly Sales = $122 17-wk Profit = $867 17-wk Turns = 2.4 Annual Turns = 7.4
Frito-Lay
Weekly Sales = $235 17-wk Profit = $1,102 17-wk Turns = 12.3 Annual Turns = 37.6
1 Turn
2.2 Turns 2.4 Turns
7.6 Turns 12.3 Turns
$634 Profit
$685 Profit
$867 Profit
$462 Profit
$1,102 Profit
C&G Insights: Let’s Look At Total Store Sales &
Profit Makeup
Source 1: NACS SOI 2009
5%
26%
69%
21%
50%
29%
Fuel Merchandise Foodservice
Sales Profits
• Fuel
is Driving Sales
• Merchandise is Driving Profits
• Foodservice Opportunity To Grow Trips,
Drive Loyalty
Total Store Categories
Demand for gas in California was
declining or flat in 2010!
6
Channel Insights
Why do they come in store?
NACS 2013 Fuels report survey 2013
NACS state of the industry Jan 2013
Snacks, Beverages
and Sweet snacks
experienced largest
growth vs. YAG
% Chg in $ Sales
(2012 vs 2011)
Why do they come in store?
8
Consumers indicate snacks as huge
driver of in store visits NACS 2013 Fuels report survey 2013
NACS state of the industry Jan 2013
Average shopping times
Source: Videomining.com C-Store Shopper Insights Panel Study 2013 – Sept/Oct 2012
C&G shoppers – income profile index
C&G Heavy Shopper Distribution
Index to Gen. Pop.
Income $150,000+
Income $125,000 - $149,999
Income $100,000 - $124,999
Income $90,000 - $99,999
Income $80,000 - $89,999
Income $70,000 - $79,999
Income $60,000 - $69,999
Income $50,000 - $59,999
Income $40,000 - $49,999
Income $30,000 - $39,999
Income $20,000 - $29,999
Income $15,000 - $19,999
Income <$15,000
Source: IRI C-store panel, shopped > $ 100 May 2013
Gender Total
Population
Product
Purchases
MALE 48.7 51.8
FEMALE 51.3 48.2
Female shoppers spend more
than they intend
Gender Total
Population
Product
Purchases
MALE 48.7 59.6
FEMALE 51.3 40.4
C&G shoppers – age and times per week
11 Source: IRI C-store panel, shopped > $ 100 May 2013 Source: C-Store decision tracking the trends June 2013
“ I do not go to
the doctor
regularly”
142 Index
“ I do not
exercise
regularly”
123 Index
AGE Total
Population
Product
Purchases
17 & < 3.6 2.9
18-24 12.4 10.4
25-34 17.2 18.3
35-44 16.6 18.8
45-54 18.2 21.2
55-64 15.5 16.0
65+ 16.5 12.3
Milennials
• Third of purchases
• Highest indexing on daily visits
Exercise and H&W claims have not
impacted the channel in any
significant way
Influence of Millennials
12
The fastest growing consumer group is Millennials
(Ages 25-34) and they are currently 1/5th of total traffic
Conventional C-Store Product Traffic Percent Change V. Year Ago
Annual 2012
Source: The NPD Group / Convenience Store Monitor
13
Mom and Pop Shop
Store Business Review
Mom and Pop Shop Store Business Review
14
Mom and Pop Shop
15
Permanent Equipment
Solutions
21”W x 21”D x 42”H
EQI# 2063702 - $97.18
Ttl. Est. Cost w/ Freight and Tax: $132.16
Economics:
Tray Dump Bin
Location:
• Perimeter
Key Benefits:
• Provide a smaller footprint, impactful merchandising
solution with a great variety of savory snacks
• Contemporary design in a highly visible location
elevates the look and feel of your total store
• Delivers on consumers’ need for snacks that offer an
“on-the-go” solution focusing on portability
Demand Moments:
• Work/School Break Time - SS
Holding Power 160 SVLR
SDV Holding Power: $56.00
Retail Sales / Turn: $94.40
Annual Turns: 26
Annual Sales: $2454.04
Annual Profit: $998.40
36"W x 19"D x 65"H
EQI# 2058716 - $110
Ttl. Est. Cost w/ Freight and Tax: $149.60
Location:
• Urban
Key Benefits:
• Provides a destination for the best selling most
profitable snack brands within arms reach of the
register
• When located 6 feet from the register, a 30% increase
in sales is realized
Holding Power: 210 XXVL
SDV Holding Power: $218.40
Retail Sales / Turn: $312.90
Annual Turns: 26
Annual Sales: $8135.40
Annual Profit: $2457.00
Economics:
3’ Sabritas FEM
6“W x 13"D x 54”H
EQI# 2061302 - $72
Ttl. Est. Cost w/ Freight and Tax: $97.92
Location:
• Endcap Closest to Register
Key Benefits:
• Provide a smaller footprint, impactful merchandising
solution with a great variety of savory snacks for those
up-front locations that capture the shopper in the check
out area
• 51% of shoppers are looking to have salty snacks
available at the checkout
• Provides a destination for the best selling and most
profitable snack brands within arms reach of the
register
Holding Power: 24 Cookies /100 Nuts
and Seeds/36 Meat Snack Sticks/ 6 3oz
Matador
SDV Holding Power: $97.46
Retail Sales / Turn: $160.34
Annual Turns: 26
Annual Sales: $4168.84
Annual Profit: $1634.88
Economics:
FEM Expansion
25”W x 15 ”D x 57”H
EQI# 2060902 - $137.50
Ttl. Est. Cost w/ Freight and Tax: $187
Economics:
Munchies Wing
Location:
• Convenience Foods
Key Benefits:
• 85% of sandwich buyers also purchased a Frito-Lay
Snack
• Contemporary design in a highly visible location
elevates the look and feel of your total store
• Maximize your sales growth at the right location in your
c-store ,and deliver the right merchandising solution to
allow maximum visibility and variety of convenience
foods
Demand Moments:
• Work/School Break Time- SS/MP
Holding Power 8ct Caddy 90
SDV Holding Power: $154.80
Retail Sales / Turn: $ 206.10
Annual Turns: 17
Annual Sales: $3503.70
Annual Profit: $872.10
18"W x 18"D x 69"H
EQI# 2064002 - $95
Ttl. Est. Cost w/ Freight and Tax: $129.20
Location:
• Convenience Foods
Key Benefits:
• Provide a smaller footprint, impactful merchandising
solution with a great variety of savory snacks
• Contemporary design in a highly visible location
elevates the look and feel of your total store
• Delivers on consumers’ need for snacks that offer an
“on-the-go” solution focusing on portability
• Maximize your sales growth at the right location in
your c-store ,and deliver the right merchandising
solution to allow maximum visibility and variety of
convenience food
Holding Power: 48 Cookies /96
Crackers/128 Nuts / 96 Premium Nuts /
and 72 Seeds
SDV Holding Power: $263.44
Retail Sales / Turn: $403.60
Annual Turns: 17
Annual Sales: $6861.20
Annual Profit: $2382.72
Economics:
CF Spinner
21
Register Units
RTR 2ft. Bump Out Kit EQI# 2022002 – $70.73
RTR 2ft. x 6 in Kit EQI# 1969202 – $32.93
RTR 3ft. x 6 in Kit EQI# 1969302 – $42.04
RTR 4ft. x 6 in Kit EQI# 1969402 – $53.43
RTR 2ft. x 12 in Kit EQI# 1970002 – $39.90
RTR 3ft. x 12 in Kit EQI# 1970102 – $53.59
RTR 4ft. x 12 in Kit EQI# 1970202 – $71.44
Location:
• At the register
Key Benefits:
• Builds basket size by converting shoppers who only
visit the checkout
• Creates extra counter space as well as increased
holding power for salty snacks
• Elevates the look and feel of your checkout area and
helps cue shoppers
Holding Power (8’ XXVL Set): 216 XXVL
SDV Holding Power: $224.64
Retail Sales / Turn: $321.84
Annual Turns: 26
Annual Sales: $8,367.84
Annual Profit: $2,527.20
Economics:
Rock The Register
Ttl. Est. Cost w/ Freight and Tax: $96.19 $44.78 $57.17 $72.66
$54.26 $72.88 $97.16
42"W x 21"D x 60"H
EQI# 2030502 - $277.23
Ttl. Est. Cost w/ Freight and Tax: $377.03
Location:
• Endcap closest to register
Key Benefits:
• Provides a destination for the best selling and most
profitable snack brands within arms reach of the
register
• Integrated side baskets increase variety and choice
for consumers
• When located 6 feet from the register, a 30% increase
in sales is realized
• Contemporary design in a highly visible location
elevates the look and feel of your total store
Holding Power: 270 XXVL/48 Cookies
/56 Crackers/352 Nuts and Seeds/34
Dips/60 Meat Snack Sticks/16 1.4 oz
Matador/12 3 oz Matador
SDV Holding Power: $598.40
Retail Sales / Turn: $896.44
Annual Turns: 26
Annual Sales: $23,307.44
Annual Profit: $7,749.04
Economics:
42” CURVED FRONT END MERCHANDISER
42"W x 37"D x 68"H
EQI# 2022802 - $289.77
Ttl. Est. Cost w/ Freight and Tax: $394.09
Location:
• Endcap closest to register
Key Benefits:
• Provides a destination for the best selling and most
profitable brands within arms reach of the register
• Contemporary design in a highly visible location
elevates the look and feel of your total store
• When located 6 feet from the register, a 30% increase
in sales is realized
Holding Power: 545 XXVL/36
Cookies/60 Crackers/227 Nuts and
Seeds/40 Dips/60 Meat Snack Sticks/ 24
1.4 oz Matador/18 3 oz Matador
SDV Holding Power: $875.87
Retail Sales / Turn: $1,301.17
Annual Turns: 26
Annual Sales: $33,830.42
Annual Profit: $11,057.80
Economics:
42” MEGA MAX
42"W x 37"D x 68"H
EQI# 2022802 - $289.77
Ttl. Est. Cost w/ Freight and Tax: $394.09
Location:
• Endcap closest to register
Key Benefits:
• Provides a destination for the best selling and most
profitable brands within arms reach of the register
• Contemporary design in a highly visible location
elevates the look and feel of your total store
• When located 6 feet from the register, a 30% increase
in sales is realized
Holding Power: 545 XXVL/36
Cookies/60 Crackers/227 Nuts and
Seeds/40 Dips/60 Meat Snack Sticks/ 24
1.4 oz Matador/18 3 oz Matador
SDV Holding Power: $875.87
Retail Sales / Turn: $1,301.17
Annual Turns: 26
Annual Sales: $33,830.42
Annual Profit: $11,057.80
Economics:
42” MEGA MAX
36"W x 36"D x 54"H
Black 1706902 FEM $93.64 & 2037102 Ext Kit - $69.73
Beige 1706903 FEM $93.64 & 2037103 Ext Kit - $69.73
Extension Kit Only Est. Cost w/Freight and Tax: $94.83
Mini-Max w/Ext Kit Est. Cost w/Freight and Tax: $219.95
Location:
• Endcap closest to register
Key Benefits:
• Provides a destination for the best selling and most
profitable snack brands within arms reach of the
register
• When located 6 feet from the register, a 30% increase
in sales is realized
Holding Power: 440 XXVL/120 Cookies/
96 Crackers/456 Nuts and Seeds/24
Dips/60 Meat Snack Sticks/16 1.4 oz
Matador/12 3 oz Matador
SDV Holding Power: $859.68
Retail Sales / Turn: $1,284.72
Annual Turns: 26
Annual Sales: $33,402.72
Annual Profit: $11,051.04
Economics:
3’ Mini-Max
27
Perimeter Solutions
18”W x 16”D x 54”H
EQI# 2031502 - $32.98
(30”W with PPW’s)
Ttl. Est. Cost w/ Freight and Tax: $44.85
Location:
• High traffic perimeter location
Key Benefits:
• A Permanent Home for 12 Months of Calendar of
Events Will Drive More Volume
• C-store channel is the #1 channel for news and
innovation
• Small footprint allows for placement in high traffic
areas
Holding Power: 72 XXVL PPW/1 CF
Shipper/48 $2 Value Line
SDV Holding Power: $195.44
Retail Sales / Turn: $280.20
Annual Turns: 24
Annual Sales: $6,724.80
Annual Profit: $2,034.24
Economics:
ALL-IN-ONE
18"W x 18"D x 56"H
Spinner EQI# 1954702 - $48.32
Ttl. Est. Cost w/ Freight and Tax: $78.92
Location:
• High traffic perimeter location
Key Benefits:
• Provides a destination for consumers seeking intense
flavors
• Small footprint allows for easy placement in high
traffic locations
• Intense flavor offerings drives co-purchase for
incremental beverage sales
Holding Power: 90 LVL
SDV Holding Power: $73.80
Retail Sales / Turn: $98.10
Annual Turns: 48
Annual Sales: $4,708.80
Annual Profit: $1,166.40
Economics:
Spinners
CHEETOS® Header EQI# 1970911 $6.58
Hot and Spicy Header EQI# 2036611 $6.58
Doritos ® & Dew ® Header EQI# 1970811 $6.58
Lays ® Spinner Header EQI# 1970711 $6.95
New Spinner Header EQI# 1982311 $6.95
Deli Spinner Header EQI# 2051111 $9.71
36”W x 24”D x 40”H
EQI# 2022202 - $113.28
Ttl. Est. Cost w/ Freight and Tax: $154.06
Location:
• High Traffic Perimeter Location
Key Benefits:
• Provide a smaller footprint, impactful merchandising
solution with a great variety of savory snacks for those
up-front locations that capture the shopper in the check
out area
• 51% of shoppers are looking to have salty snacks
available at the checkout
Holding Power: 120 XXVL/128 Nuts and
Seeds/150 Meat Snack Sticks/120
Cookies
SDV Holding Power: $355.90
Retail Sales / Turn: $555.10
Annual Turns: 26
Annual Sales: $14,432.60
Annual Profit: $5,179.20
Economics:
2x3 Low Profile Shoparound
16”W x 6"D x 48"H (58”H with header)
MATADOR™ Kickstand EQI# 2021502 $44.82
CF Kickstand EQI# 1955002 $37.25
Ttl. Est. Cost w/ Freight and Tax: $60.96
Location:
• High traffic perimeter location
Key Benefits:
• Offer maximum visibility to the one of highest growth
categories in c-stores by delivering a solution that
merchandises a variety of meat and nut SKU’s on the
perimeter in high traffic areas
• Economical footprint that will integrate into any
location and offers a low profile to accommodate height
restrictions
Holding Power: 32 Premium Nuts/240
Nuts and Seeds
SDV Holding Power: $125.28
Retail Sales / Turn: $183.68
Annual Turns: 13
Annual Sales: $2,387.84
Annual Profit: $759.20
Economics:
Matador / CF Kickstand
10"W x 16"D x 30"H
EQI# 2026902 - $14.93
Ttl. Est. Cost w/ Freight and Tax: $20.30
Location:
• Perimeter
Key Benefits:
• Gain incremental sales by taking advantage of the
high traffic area at the coffee bar combined with a high
affinity to purchase coffee with cookies
• Billboard effect for cookies improves impulse for
purchase and puts items within an arm’s reach at the
food service counter or checkout
Holding Power: 36 Cookies
SDV Holding Power: $21.21
Retail Sales / Turn: $35.64
Annual Turns: 26
Annual Sales: $926.64
Annual Profit: $374.40
Economics:
Cookie Countertop
13”W x 13“D x 24"H
EQI# 1924802 - $25.10
Ttl. Est. Cost w/ Freight and Tax: $34.14
Location:
• Food Prep Area
Key Benefits:
• Influence the shopper purchase intent at the high
traffic locations by placing this sweet and salty product
offering adjacent to the food prep area
• Delivers on consumers’ need for snacks that offer an
“on-the-go” solution focusing on portability
Holding Power: 100 Nuts and Seeds/36
Cookies
SDV Holding Power: $56.24
Retail Sales / Turn: $85.64
Annual Turns: 26
Annual Sales: $2,226.64
Annual Profit: $764.40
Economics:
Convenience Food Countertop
36" = 34"W x 5"D x 6"H
EQI # 1688103 - $9.90
48"= 46"W x 5"D x 6"H
EQI # 1688003 - $12.46
Location:
• Warehouse Section
Key Benefits:
• Takes advantage of unused space above warehouse
snack section
• Allows for one of the top selling snack mix brands
(MUNCHIES®) to be merchandised in the snack mix
section
• Provides a secondary home for fast turning Frito Lay
nuts and seeds
Holding Power (48”): 12 XXVL/24
Premium Nuts
SDV Holding Power: $43.44
Retail Sales / Turn: $65.64
Annual Turns: 26
Annual Sales: $1,7066.64
Annual Profit: $577.20
Economics:
Convenience Food Gondola Riser
Ttl. Est. Cost w/ Freight and Tax:
$13.46 $16.95
18"= 18"W x 20"D x 90"H
EQI # 2008902 - $69.15
34"= 34"W x 20"D x 90"H
EQI # 2010902 - $101.89
50"= 50”W x 20"D x 90"H
EQI # 2011002 - $131.73
Ttl. Est. Cost w/ Freight and Tax:
$94.04 $138.57 $179.15
Location:
• Endcap closest to register
Key Benefits:
• Provides a destination for the best selling most
profitable snack brands within arms reach of the
register
• When located 6 feet from the register, a 30% increase
in sales is realized
• Side baskets increase variety and choice for the
consumers
Holding Power (34”): 400 SVL/96 LVL/
84 XXVL
SDV Holding Power: $318.08
Retail Sales / Turn: $429.80
Annual Turns: 34
Annual Sales: $14,613.20
Annual Profit: $3,798.48
Economics:
Urban FEM
Specialty
37”W x 61”H (fully assembled)
EQI# 2034202 - $54.00 (Excluding Barrel)
Ttl. Est. Cost w/ Freight and Tax: $73.44
Holding Power 108 LVL
SDV Holding Power: $88.56
Retail Sales / Turn: $117.72
Annual Turns: 26
Annual Sales: $3,060.72
Annual Profit: $758.16
Economics:
PO1 Barrel Wrap
Location:
• High traffic perimeter location
Key Benefits:
• Small footprint allows for easy placement
in high traffic locations
• Intense flavor offerings drives co-purchase
for incremental beverage sales
• Unique design to reinforce brand essence
and benefits
38”W x 16”D x 25”H
EQI# 1961402 - $38.28
Ttl. Est. Cost w/ Freight and Tax: $52.06
Location:
• Food Prep Area
Key Benefits:
• Increase multiple purchases by cross merchandising
in the food service area
Holding Power: 42 LVL
SDV Holding Power: $34.44
Retail Sales / Turn: $45.78
Annual Turns: 26
Annual Sales: $1,190.28
Annual Profit: $294.84
Economics:
Roller Grill Riser
32"W x 50"D x 8"H
EQI# #### - $85
Ttl. Est. Cost w/ Freight and Tax: $115.60
Location:
• Specialty
Key Benefits:
• Increase multiple purchases by cross merchandising
snacks
• The average edible basket is 56% higher when salty
snacks are in the basket. So drive basket size with
Frito-Lay.
Holding Power: 90 XXVL
SDV Holding Power: $93.60
Retail Sales / Turn: $134.10
Annual Turns: 17
Annual Sales: $2279.70
Annual Profit: $688.50
Economics:
Expandable Case Topper- Custom Only