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THE MEMBER MAGAZINE OF NATSO, REPRESENTING THE TRUCKSTOP AND TRAVEL PLAZA INDUSTRY
2014 RECAP
Appealing to Pets in Virginia
CHAIRMANS LETTER
I
TOM HEINZ CHAIRMAN OF THE BOARD
humbly accept the privilege of again serving as your Chairman in 2014! And borrowing a lyric from a Bob Dylan song, were either born to live or were born to die. Im here to tell you in 2014 NATSO is born to LIVE! As in 2013, Im looking forward to working with you as we join together to protect the Throughout 2013, we continued fertilizing the seeds of growth for the truckstop and
interests of our highway-based businesses both today and well into our future. travel plaza industry, NATSO and especially The NATSO Show. As NATSO moves into 2014, the association will continue to protect the interests of interstate-based businesses. We must not shy away from the challenges 2014 will bring. Staying hungry was a mantra of Steve Jobs, and new challenges do just thatkeep us hungry. As an industry, we scored several major victories during 2013, particularly on the issue of tolling of existing interstates. Despite these recent wins, tolling remains a threat. NATSO and the Alliance for Toll Free Interstates will be working to ensure that existing interstates remain free of tolls and will advocate for the repeal of the tolling pilot program. In the past, discussions on Capitol Hill over highway funding have opened the door for conversations on rest area commercialization. Now, I know some of you feel toll roads or commercialized rest areas will not happen or impact your markets. I thought that, too, until I heard the State of Washington talking about tolling I-90 within that state. The lights went on. I-90 and I-94 are main east/west arteries running through Wyoming, South and North Dakota merging at Billings, Mont. Then, both interstates run together through Montana and Idaho into Washington. So, if Washington is allowed to begin tolling its likely to negatively impact our markets in the Dakotas and Wyoming. Glaringly, no ones markets are void the negative impact of tolling! Please make plans now to attend NATSOs Day on the Hill to share your own personal stories. It is our duty to educate lawmakers as to the true costs that tolling and rest area commercialization will carry. NATSOs members have always been and continue to be the driving force behind the organization and together we can pool our collective efforts, time and resources to generate signicant returns for our individual business and our industry as a whole. I Best regards,
Tom Heinz Coffee Cup Fuel Stops & Convenience Stores, Inc. NATSO 2014 Chairman
*Excerpted from the Chairmans speech at The NATSO Show 2014 in Nashville, Tenn.
www.natso.com 3
Convenience
in unique places
We Offer
Dunkin Brands has been developing non-traditional locations with its partners for over 20 years.
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MARCH/APRIL 2014
THE MEMBER MAGAZINE OF NATSO, REPRESENTING THE TRUCKSTOP AND TRAVEL PLAZA INDUSTRY
C OVE R STO RY
12 The NATSO Show 2014 Recap
Highlights from Nashville
FEATU R E S 08
CARRIERS, SHIPPERS SHIFT ROUTES AND EXPAND TRANSPORTATION OPTIONS TO BOOST EFFICIENCY
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D E PARTM E NTS 03
Chairman's Letter
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Stop Watch is published bimonthly by the NATSO Foundation, 1330 Braddock Place, Suite 501, Alexandria, VA 22314 Copyright 2014 by the NATSO Foundation. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, without written permission of the publisher. All editorial materials are acceptable and published by Stop Watch on the representation that the supplier is authorized to publish the entire contents and subject matter. Such entities and/or their agents will defend, indemnify and hold harmless Stop Watch and the NATSO Foundation from and against any loss, expense or other liability resulting from claims or suits for libel, violation of privacy, plagiarism, copyright or trademark infringement and any other claims or suits resulting from the editorial materials. Periodicals postage 024-723 paid at Alexandria, VA and other mailing ofces. POSTMASTER: Send address changes to Stop Watch, 1330 Braddock Place, Suite 501, Alexandria, VA 22314
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Great Ideas! HOW TO CALCULATE THE BREAKEVEN POINT ON A TRUCKSTOP PROMOTION ESSENTIALS OF SUCCESSFUL TRUCKSTOP RETAIL AND FOOD SERVICE MERCHANDISING
Foundation Update HOW DO YOU GET CUSTOMERS TO COME INSIDE FROM THE FUEL ISLANDS?
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Operator 2 Operator WHAT IS THE ONE OPERATIONAL THING YOU CHECK EVERY DAY?
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DARRENS GREAT
Darren Schulte, NATSOs vice president of membership and a retail expert, writes a biweekly retail column on NATSOs blog. We feature the best here in Stop Watch magazine. Join Schulte on NATSOs website at www.natso.com/great-ideas to read his digestible retail tips every other Thursday.
*Our example is for daily sales, but it could also be monthly or yearly.
Do you ever wonder if a promotion you run is protable or if a promotional opportunity being offered by a vendor is going to drive sales and/ or protability? Do you wonder if you can you sell enough at the reduced price to make up for lost retail sales of prot margin dollars? I receive a lot of questions from NATSO members on this issue. Last fall I was asked during a travel plaza visit by a perplexed operator, How do I know if I am doing the right thing when discounting an item for a promotion? To help shed some light on this quandary, Ive created an example of how to calculate the breakeven point on a promotion. I've also created a downloadable Gross Margin Breakeven Worksheet with formulas to assess your own promotions. Download the worksheet at http:// www.natso.com/en_us/templates/ breakevenworksheet. Here is how to calculate the breakeven point on a promotion using a sample promotion on bottled water.
Now, if a vendor offered to sell you bottled water for $.90 to retail at $1.50, you might wonder how many units you need to sell to breakeven.
Retail Cost Gross Margin Percent Per Single Unit Margin Dollar Production $1.50 $0.90 40.00% =(Retail Cost)/Retail x 100 $0.60 =Retail Cost
BREAKEVEN ANALYSIS
Total Average/Normal Prot Dollars Proposed Per Unit Margin Dollars Breakeven Units $99.00 $0.60 = Total Typical Margin Dollars 165 divided by Proposed Per Unit Margin Dollars
So, for this example, you need to sell at least 165 units of bottled water at the lower retail price to break even. If you thought you could sell 200 units at the reduced price, it would be a success with more units, more sales and more prots. But remember, every promotion is different and more sales are not always the measure of success. Sometimes the desired outcome is to bring more customers in the door to generate sales in other categories. If you need me to help walk you through with some examples, please give me a ring at (703) 739-8562 or shoot me an email at dschulte@natso.com and I would be happy to help you. I
Please note: The prices and margins used in the examples above are purely hypothetical and are not meant to state or suggest the prices you should charge or the margins you should realize for any item of merchandise in your store.
March/April 2014
at dschulte@natso.com or (703) 739-8562 and hell answer your question in the next Darrens Great Ideas! for Independent Operators.