Quality Acquisition Analysis For Fuel Retail Networks

 by Janet Tooke, VP Strategy Group

Market volatility, such as low oil prices but attractive downstream retail margins, lower cost to borrow capital and perceived or actual demand erosion can all be reasons for the spike in acquisitions in the fuel retail market. Private equity investors, for example, have been active in seeking out under-valued investment opportunities in the downstream fuel market. Investors are disciplined in their approach, targeting future returns, not just current performance. When it comes time to dig in and understand whether or not a site or network is the correct acquisition for your company, due diligence isn't always enough. A quality acquisition analysis extends far beyond current volume or competitive awareness.

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The Real Meaning of Total Site Profitability

by Ian Thompson

When you focus day in and day out on fuel pricing, it's easy to see pricing as the panacea to every convenience store and fuel ill. After all, when all you have is a hammer, everything looks like a nail. But Total Site Profitability is more than the sum of its parts, and so, pricing — or any other element — cannot stand alone.

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Automation in Fuel Pricing: As Simple as an Out of Office?

By Ethan Walker, Solutions Consultant

Utter the word "automation" in a room full of people with diverse careers and histories. Some will shudder. Some will ignore. Some will start to get excited at the possibilities. Utter it in a room full of best-in-class fuel pricing analysts, and they're liable to start clapping. While automation is sometimes perceived as threatening, scary or "too difficult," it is absolutely essential from an overall efficiency standpoint. And at the end of the day, it equates to increased revenue, which analysts and executives alike happen to enjoy.

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Sign of the Times: Prospective Acquisitions and ROI

by Scott Barrett, VP Client Success, Americas

As I take a minute to ponder current industry happenings, I’m reminded of the lyrics from one of my favorite songs… “Sign, sign, everywhere a sign” (by Five Man Electrical Band). The industry is currently full of signs, especially signs of how it is continually changing. In a recent discussion with a client, I asked what keeps him awake at night. Surprisingly, his biggest concern was whether or not a new acquisition his company had purchased was going to meet ROI requirements.

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Why Don’t Convenience Store Retailers Measure Merchandise Promotions?

By Aaron McHugh, Kalibrate Merchandise Group Business Development

John Wanamaker, a U.S. merchant who opened the first department store in Philadelphia in the late 1800s, coined the popular phrase, “Half the money I spend on advertising is wasted; the trouble is I don't know which half.” Though referring specifically to advertising dollars, Wanamaker’s statement is every bit as applicable to convenience store retailers trying to measure the effectiveness of their merchandise promotions.

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Demand Erosion and Category Management: What’s the Connection?

by Scott Barrett, VP Client Success, Americas

Millennials are driving less than previous generations. For them, owning a car is considered a hassle, and young people will even delay getting their licenses, in favor of other means of transportation. Meanwhile, government regulations continue to push higher vehicle fuel efficiency. Tesla has announced a 315-mile range electric battery. All of these signs point to a prolonged period of fuel demand decline for many countries around the world — and certain countries are adjusting quickly to the erosion by breaking into newer technologies.

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Future Now: Alternative Fuels

Japan leads the bet on hydrogen success

by Debbie Miggins, Vice President, Location Services

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Is Europe falling out of Love with Diesel Fuel?

by Elizabeth Kershaw, Client Success Manager for Europe

Emissions scandals, diesel car bans in Europe’s capitals, proposals for changes to tax regimes – what is happening to the once revered diesel fuel in Europe?

Answering that question means looking back to the beginning of the love affair, and why Europe became so enamoured with diesel fuel in the first place.

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Expert Insight: The Race for Volume, Part 9: Review

Tips to drive the “7 Elements for Fuel and Convenience Retail Success”

By Ian Thompson, Senior VP, Global Solutions Consultancy

Over the past several articles, we have constructed a race car that was designed to win the race for volume. I think it has been a great analogy for how retailers can design their businesses for success.

This final article in the series summarizes the “7 Elements for Fuel and Convenience Retail Success” and describes how best-practice fuel retailers maximize performance by considering the role of each element in the daily tactics and strategic horizon of their sites. Optimizing the 7 Elements depends on a fuel retailer’s specific business, but only an integrated focus can ensure that every possible area of value is being leveraged.

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Expert Insight: The Race for Volume, Part 8: Brand

Why would a customer choose your c-store over the competition?

By Ian Thompson, Senior VP, Global Solutions Consultancy

As we near the end of our Race for Volume series, let’s explore the importance of brand. In our analogy of the convenience retailer as a finely tuned performance race car, I picture brand as the shell or body of our car.

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