NACS Summit 2012 Data Till 2011

AntitrustCompliance
It is NACS' policy to comply strictly with the antitrust laws. As a group of

actual and potential competitors, there are some things which we may not,
and shall not, do. For example, we will not discuss pricing policies, the
allocation of markets, collective action against a particular entity or any
other topic which might give rise to concern under the antitrust laws. If any
part of our conversation touches upon an area with which we are
uncomfortable on these grounds, we will ask whoever is speaking to stop and
insist that that request be honored, not only for his or her benefit, but also
for the benefit of everyone else in the room.
NACS' antitrust compliance policy has been made available to you and NACS
antitrust counsel is attending the event. We urge you to read the policy and
follow its guidelines not only in the context of your NACS activities, but also in
your daytoday business operations.
The Association for Convenience & Fuel Retailing
NACSStateoftheIndustrySummit
Unlessotherwiseindicated,allmaterialsonthesepagesarecopyrighted bythe
NationalAssociationofConvenienceStores.Allrightsreserved.
Nopartofthesepages,eithertextorimagemaybeusedforanypurposeother
thanpersonaluse.Therefore,reproduction,modification,storageinaretrieval
systemorretransmission,inanyformorbyanymeans,electronic,mechanicalor
otherwise,forreasonsotherthanpersonaluse,isstrictlyprohibitedwithout
priorwrittenpermission.
Thispreliminarydatareleasemaybesubjecttofurtherrevisionbeforeitis
releasedagainasafinalversionintheformofthe
StateoftheIndustryReportof2011Data.
Copyright2012byNACS.Allrightsreserved.
TheNumbers
GlennPlumby
VicePresidentOperations
Speedway,LLC
AgendafortheNumbers
2011Resultsfrom246Firmswith27,526Stores
TotalIndustryBenchmarks
Stores
SalesandPretaxProfits
Interchange
SameFirmPerformance
Sales,Margins,DSOE
Productivity/Quartiles
CategoryandSubcategoryPerformance
Merchandise
Foodservice
Quartiles
IndustryStoreCount
AllOthers
160,000
54,492
90,049
91,815
93,209
55,308
89,567
55,611
55,162
90,683
2003
89,957
76,044
2002
56,081
54,615
54,029
78,395
20,000
67,612
40,000
59,876
60,000
84,574
80,000
56,904
100,000
130,659
119,752
59,876
120,000
132,424
53,435
124,516
144,875
84,770
140,000
140,655
148,126
144,541 146,341
54,526
138,205
145,119 146,294
54,917
SingleStores
2004
2005
2006
2007
2008
2009
2010
2011
2000
2001
Source:NielsenTDLinx,NACSResearch
TotalUSRetailUniverse
TradeChannel
ConvenienceStore
148,126
CategoryKiller
83,754
LiquorStore
44,913
Drug
38,526
Supermarket/Supercenter
36,569
MassMerchandiser/Dollar
29,448
GasStation/Kiosk
22,880
Superette
13,234
CigaretteOutlet
9,549
WholesaleClub
1,231
TotalRetail
428,230
Source:Nielsen,TDLinx

109.3
116.2
132.1
151.1
163.6
168.5
173.9
182.4
190.4
195.0
2003
2004
2005
2006
2007
2008
2009
2010
2011
$0.0
2002
$100.0
112.0
262.6
220.8
181.3
171.0
$200.0
2001
2000
1999
1998
1997
1996
1995
1994
1993
1992
1991
1990
1989
1988
1987
1986
1985
1984
1983
1982
1981
DollarsinBillions
$300.0
$400.0
385.2
328.7
486.9
450.2
408.9
405.8
344.2
IndustrySales
$681.9Billion
$600.0
MotorFuelsSales
InsideSales
$500.0
Source:NACSStateoftheIndustrySurveyof2011Data&CSX,LLC.
ChangeinAnnualSalesbyRetailFormat
12.0%
10.0%
8.0%
6.0%
4.0%
2.0%
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
2006
2007
2008
2009
2010
2011
TotalRetailSales
WarehouseClubs
GroceryStores
DrugStores
Restaurants
ConvenienceInsideSales
DollarStores
&DepartmentofCommerce
PretaxProfit
$8.0
$7.0Billion
$7.0
$6.6
$5.9
$6.0
$5.2
$5.0
DollarsinBillions
$5.0
$4.8
$4.8
$4.0
$4.0
$3.5
$3.0
$3.5
$2.6
$2.0
$1.0
2011
2010
2009
2008
2007
2006
2005
2004
2003
2002
2001
2000
1999
1998
1997
1996
1995
1994
1993
1992
1991
1990
1989
1988
1987
1986
1985
1984
1983
1982
1981
$0.0
($1.0)
CreditCardFeesvs.PretaxProfit
$12.0
CardFees
$11.0
$11.1B
PretaxProfit
$10.0
BillionsofDollars
$9.0
$7.6
$8.0
$7.0B
$6.6
$5.0
$5.4
$4.0
$4.0
$3.0
$7.4
$5.9
$6.0
$5.0
$8.4
$6.6
$7.0
$9.0
$5.2
$4.8
$4.8
$3.8
$3.5
$3.2
$2.0
2003
2004
2005
2006
2007
2008
2009
2010
2011
Howmuchdowegenerateintaxes?
$165.0
$162.0
$160.0
$157.4
$155.0
DollarsinBillions
$152.1
$150.0
$145.0
$144.1
$144.0
2007
2008
$142.6
$140.0
$135.0
$130.0
2006
2009
2010
2011
GasConsumptionvs.MilesDriven
Feb1991 Dec2011
160
FinishedMotorGasoline(ThousandBarrelsperDay)
AnnualVehicleDistanceTraveled(BillionMiles)
150
140
130
Dec2011
120
110
Jul11
Dec10
May10
Oct09
Mar09
Aug08
Jan08
Jun07
Nov06
Apr06
Sep05
Feb05
Jul04
Dec03
May03
Oct02
Mar02
Aug01
Jan01
Jun00
Nov99
Apr99
Sep98
Feb98
Jul97
Dec96
May96
Oct95
Mar95
Aug94
Jan94
Jun93
Nov92
Apr92
Sep91
Feb91
100
Source:U.S.FederalHighwayAdministrationandU.S.EnergyInformationAdministration
MotorFuelPriceTrends
2007
$4.50
2008
2009
2010
$2.35
$2.80
2011
$4.00
$3.50
$3.00
$2.50
$2.00
$1.50
$1.00
$2.79
$0.50
$3.24
$3.52
Nov11
Sep11
Jul11
May11
Mar11
Jan11
Nov10
Sep10
Jul10
May10
Mar10
Jan10
Nov09
Sep09
Jul09
May09
Mar09
Jan09
Nov08
Sep08
Jul08
May08
Mar08
Jan08
Nov07
Sep07
Jul07
May07
Mar07
Jan07
Source:OPIS
MotorFuelPriceTrends
$4.50
$3.46
$3.49
$3.53
$3.62
$3.74
$3.77
$3.91
$3.39
$3.88
$3.38
Nov11
Jul11
Sep11
May11
Jan11
Mar11
Nov10
Jul10
Sep10
May10
Jan10
Mar10
Nov09
Jul09
$0.50
Sep09
$0.50
May09
$1.00
Jan09
$1.00
Mar09
$1.50
Nov08
$1.50
Jul08
$2.00
Sep08
$2.00
May08
$2.50
Jan08
$2.50
Mar08
$3.00
Nov07
$3.00
Jul07
$3.50
Sep07
$3.50
May07
$4.00
Jan07
$4.00
Mar07
2012
2011
$3.38
2009 2010
2008
$3.33
2007
$3.82
$4.50
10 11 12 13
Weeks
Source:OPIS
KeyIndustryMetrics
2010
2011
%Change
146,341
148,126
1.2%
Inside Sales
$190.4B
$195.0B
2.4%
Fuel Sales
$385.2B
$486.9B
26.4%
$575.6B
$681.9B
18.5%
Pretax Profit
$6.6B
$7.0B
7.3%
Credit Card Fees
$9.0B
$11.1B
23.0%
$157.4B
$162.0B
2.9%
Fuel Consumption (bbl/day)
9.13M
8.99M
(1.6)%
Employees
1.60M
1.88M
17.6%
Fuel Margin (cpg)
15.8
18.4
2.4
Net of CC Fees
11.3
12.1
0.8
Snapshot
Store Count
Total Sales
Taxes
Source:NielsenTDLinx ,NACSStateoftheIndustry
Surveyof2011Data&CSX,LLC&U.S.EnergyInformationAdministration
SameFirmSales
Per Store/Per Month
2010
2011
% Change
Total All Sales
$390,499
$464,558
19.0%
Fuel Sales
$336,014
$427,097
27.1%
Fuel Gallons
124,157
123,710
(0.4)%
$2.71
$3.45
27.6%
$125,116
$129,208
3.3%
Foodservice Sales
$21,155
$23,431
10.8%
Merchandise Sales
$104,979
$107,135
2.1%
Mdse Less Cigarettes
$62,400
$63,804
2.3%
Cigarettes
$52,546
$52,045
(1.0)%
Average Selling Price

In-Store Sales
SameFirmGrossProfit
Per Store/Per Month
2010
2011
% Change
Total Gross Profit
$59,495
$63,411
6.6%
Fuel
$20,475
$22,759
11.2%
In-Store
$38,317
$39,880
4.1%
Foodservice
$11,030
$11,854
7.5%
Merchandise
$27,885
$28,660
2.8%
Mdse Less Cigarettes
$21,228
$22,158
4.4%
Cigarettes
$7,774
$7,571
(2.6)%
Historicallywhenwassellinggasprofitable?
25.00
PoolMarginnetCreditCardFees
20.00
15.00
10.00
BreakevenCPG
5.00
0.00
Jan09
([GP$TotalMotorFuel] [PretaxProfitforRetailOperations])/[Gallons:MotorFuelTotal]*100
Apr09
Jul09
Oct09
Jan10
Apr10
Jul10
Oct10
Jan11
Apr11
Jul11
Oct11
Wages&Benefits
Per Store/Per Month
2010
2011
% Change
$18,381
$18,478
0.5%
Wages
$14,975
$15,086
0.7%
Payroll Taxes
$1,315
$1,390
5.7%
$474
$476
0.5%
$1,167
$1,168
Flat
Wages & Benefits
Workers Compensation
Health Insurance
CoreDirectStoreOperatingExpenses
Per Store/Per Month
2010
2011
% Change
Wages & Benefits
$18,381
$18,478
0.5%
Credit Card Charges
$5,418
$6,666
23.0%
Rent/Occupancy
$5,162
$5,463
5.8%
Utilities
$3,938
$4,022
2.1%
Repairs & Maintenance
$2,920
$2,950
1.0%
Supplies
$1,055
$1,080
2.4%
Total DSOE
$45,851
$47,928
4.5%
Total DSOE less Card Charges
$40,433
$41,262
2.0%
CoreDirectStoreOperatingExpenses
Asa%ofGP$
Per Store/Per Month
2010
2011
% Pt. Change
Wages & Benefits
30.4%
28.6%
(1.8)
Credit Card Charges
9.0%
10.3%
1.3
Rent/Occupancy
7.4%
7.5%
0.1
Utilities
6.6%
6.2%
(0.4)
Repairs & Maintenance
4.9%
4.6%
(0.3)
Supplies
1.8%
1.7%
(0.1)
Total DSOE
77.1%
75.6%
(1.5)
Total DSOE less Card Charges
70.8%
68.7%
(2.1)
CapitalProductivity
Top
Quartile
2nd
Quartile
3rd
Quartile
Bottom
Quartile
$25,611
$12,967
$7,663
$3,686
Breakeven CPG
8.00
9.67
14.16
19.54
Credit Card Fees CPG
5.51
6.17
5.64
5.69
EBITDA
$24,685
$12,216
$7,510
$4,108
Pretax Profit
$17,452
$8,087
$2,738
$(589)
Net Profit Margin

(Pretax/Sales)
2.30%
2.11%
0.49%
(0.14)%
Return on Capital Employed
14.96%
10.45%
5.42%
0.52%
2011
Store Operating Profit
CapitalProductivity
2011
Top
Quartile
Bottom
Quartile
Difference
$25,611
$3,686
6X
Breakeven CPG
8.00
18.98
Half
5.51
5.69
Par
EBITDA
$24,685
$4,108
5X
Pretax Profit
$17,452
$(589)
$18,041
Net Profit Margin

(Pretax/Sales)
2.30%
(0.14)%
2.44 pts
14.96%
0.52%
14.44 pts
CapitalProductivity
Top Quartile
2010
2011
% Change
$23,585
$25,611
8.6%
Breakeven CPG
6.70
8.00
19.4%
4.08
5.51
35.0%
EBITDA
$21,512
$24,685
14.7%
Pretax Profit
$16,217
$17,452
7.6%
Net Profit Margin

(Pretax/Sales)
2.08%
2.30%
0.22 pts
14.66%
14.96%
0.30 pts
StoreOperationalProductivity
Top
Quartile
2nd
Quartile
3rd
Quartile
Bottom
Quartile
Motor Fuels Gallons Sold
181,240
96,066
145,234
105,983
Merchandise Sales
$148,131
$92,213
$102,213
$69,643
Foodservice Sales
$36,067
$17,905
$12,405
$9,399
In-Store GM%
30.4%
33.2%
26.1%
29.5%
Cigarette GM%
13.3%
17.6%
14.7%
16.9%
In-Store Sales/Sq. Foot
$62.23
$41.54
$42.89
$32.18
DSOE/Sq. Foot
$21.54
$15.28
$17.14
$17.57
2011
Top
Quartile
Bottom
Quartile
Difference
181,240
105,983
76.3%
Merchandise Sales
$148,131
$69,643
117.9%
Foodservice Sales
$36,067
$9,399
282.6%
In-Store GM%
30.4%
29.5%
1.57 pts
Cigarette GM%
13.3%
16.9%
0.28 pts
$62.23
$32.18
93.3%
DSOE/Sq. Foot
$21.54
$17.57
22.6%
2011
Top Quartile
2010
2011
% Change
171,127
190,657
11.4%
Merchandise Sales
$134,424
$151,691
12.8%
Foodservice Sales
$26,994
$35,618
31.9%
In-Store GM%
29.8%
31.1%
1.3 pts
Cigarette GM%
13.7%
13.3%
0.4 pts
$55.53
$62.23
12.1%
DSOE/Sq. Foot
$16.06
$21.54
34.1%
PeopleProductivity
Top
Quartile
2nd
Quartile
3rd
Quartile
Bottom
Quartile
Non-Mgr Turnover (annual)
66.9%
95.0%
82.3%
91.5%
Manager Turnover (annual)
15.8%
24.5%
21.6%
28.1%
Transactions (Avg Monthly)
47,392
28,403
31,940
27,404
In-Store Sales per Labor Hour
$98.59
$96.03
$75.71
$68.46
In-Store GP$ per Labor Hour
$31.08
$28.21
$21.54
$20.05
Labor Cost per Hour
$14.28
$14.35
$12.01
$12.42
Wage Cost per Hour
$11.30
$11.62
$9.99
$10.23
Benefits Cost per Hour
$2.98
$2.73
$2.02
$2.19
2011
PeopleProductivity
Top
Quartile
Bottom
Quartile
Difference
66.9%
91.5%
(24.3) pts
15.8%
28.1%
(12.3) pts
47,392
27,404
74.9%
$98.59
$68.46
44.0%
$31.08
$20.05
55.0%
Labor Cost per Hour
$14.28
$12.42
15.0%
Wage Cost per Hour
$11.30
$10.23
10.5%
$2.98
$2.19
36.0%
2011
PeopleProductivity
Top Quartile
2010
2011
% Change
60.7%
66.9%
6.2 pts
16.5%
15.8%
(0.7) pts
46,110
47,392
2.8%
$105.93
$98.59
(6.9)%
$30.28
$31.08
2.6%
Labor Cost per Hour
$14.30
$14.28
(0.1)%
Wage Cost per Hour
$11.36
$11.30
(0.5)%
$2.94
$2.98
1.4%
CategoryPerformance
JohnZikias
SeniorVicePresidentCategoryManagementandSupplyChain
ThorntonsInc.
KeyCategorySalesGrowth
Jan2009=100
140
OTP
135
Cigarettes
130
125
Candy
TotalMerchandise
120
115
Beer
110
105
100
SaltySnacks
PackBev
95
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
Nov11
Dec11
90
InStoreSalesContribution
AverageMonthlySales=$128,1873.1%
AllOther
Alternative
7.61%,0.7pts
1.74%,+0.1pts
Milk
1.81%,+0.1pts
Cigarettes
38.09%,1.4pts
Sweet
2.04%,+0.1pts
Candy
2.75%,flat
Salty
3.45%,+0.1pts
OTP
4.04%,+0.1pts
Beer
7.27%,+0.1pts
PackBev
14.34%,
+0.6pts
Foodservice
16.86%,
+0.9pts
KeyCategoryMarginGrowth
Jan2009=100
140
OTP
135
130
Candy
125
Cigarettes
120
PackBev
115
110
Beer
105
100
SaltySnacks
TotalMerchandise
95
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
Nov11
Dec11
90
InStoreGPDollarContribution
AverageMonthlyMargin=$39,8804.1%
AllOther
Milk
1.40%,0.3pts 10.88%,0.5pts
Sweet
2.18%,+0.2pts
Alternative
2.45%,flat
OTP
4.08%,+0.1pts
Foodservice
29.37%,+0.9pts
Salty
4.21%,+0.2pts
Candy
4.44%,0.1pts
Beer
4.48%,0.1pts
Cigarettes
18.09%,1.2pts
PackBev
18.42%,+0.7pts
TopTenMerchandiseCategories
Per Store/Per Month
Sales $
Margin $
GM%
Cigarettes
$52,045
$7,571
14.6%
Packaged Beverages
$19,682
$7,748
39.4%
Beer
$15,471
$2,892
18.7%
Other Tobacco
$5,931
$1,843
31.1%
Salty Snacks
$5,807
$2,170
37.4%
Candy
$4,191
$2,031
48.5%
Packaged Sweet Snacks
$3,202
$1,043
32.6%
Fluid Milk Products
$2,243
$561
25.0%
Packaged Ice Cream/Novelties
$2,129
$989
46.5%
General Merchandise
$1,945
$714
36.7%
Next10MerchandiseCategories
Per Store/Per Month
Sales $
Margin $
GM%
Health and Beauty Care
$1,538
$796
51.8%
Alternative Snacks
$1,344
$544
40.5%
Publications
$1,313
$284
21.6%
Edible Grocery
$1,099
$463
42.1%
Ice
$920
$688
74.7%
Other Dairy
$878
$371
42.3%
Automotive Products
$867
$387
44.6%
Packaged Bread
$792
$233
29.4%
Perishable Grocery
$415
$178
42.8%
Non-Edible Grocery
$411
$151
36.8%
TopTenMerchandiseCategories
2011vs.2010
Sales
Change
GP$
Change
Packaged Sweet Snacks
9.3%
15.9%
Salty Snacks
7.6%
9.3%
Packaged Beverages
7.6%
8.2%
Packaged Ice Cream/Novelties
8.1%
8.2%
Candy
4.9%
7.8%
Other Tobacco
1.1%
2.8%
Beer
4.3%
2.6%
General Merchandise
(3.7)%
(1.2)%
Cigarettes
(1.0)%
(2.6)%
Fluid Milk Products
(4.5)%
(23.1)%
Per Store/Per Month
NextTenMerchandiseCategories
2011vs.2010
Sales
Change
GP$
Change
Health and Beauty Care
5.6%
8.3%
Other Dairy
1.4%
6.9%
Alternative Snacks
5.5%
4.8%
Publications
2.0%
4.3%
Ice
(0.7)%
(2.2)%
Packaged Bread
(0.9)%
(4.0)%
Automotive Products
(4.0)%
(5.6)%
Perishable Grocery
(13.2)%
(7.3)%
Edible Grocery
(1.8)%
(7.4)%
Non-Edible Grocery
(16.8)%
(21.8)%
Per Store/Per Month

105
Oct11
Nov11
Dec11
120
Jun11
Jul11
Aug11
Sep11
Mar11
Apr11
May11
Dec10
Jan11
Feb11
Sep10
Oct10
Nov10
Jun10
Jul10
Aug10
Mar10
Apr10
May10
Dec09
Jan10
Feb10
Sep09
Oct09
Nov09
Jun09
Jul09
Aug09
Mar09
Apr09
May09
Jan09
Feb09
PackagedBeverageGrowth
Jan2009=100
140
135
130
125
Sales
115
110
GP$
100
95
90
PackagedBeveragesSubcategorySales
EnhancedWater
3.4%,0.3pts
OtherPackBev
3.9%,+0.1pts
IcedTeaRTD
5.9%,0.3pts
CSDs
38.7%,1.3pts
BottledWater
8.4%,0.4pts
Juice/Juice
Drinks
9.0%,0.1pts
Alternative
21.1%,+1.8pts
SportsDrinks
9.6%,+0.5pts
Source:NielsenSyndicated ConvenienceTracking TotalUS
PackagedBeveragesSyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Carbonated Soft Drinks
$8,146.8
2.5%
1.5%
Alternative
$4,440.0
15.9%
15.3%
Sports Drinks
$2,023.4
11.1%
13.9%
Juice/Juice Drinks
$1,898.2
4.7%
4.8%
Bottled Water
$1,777.2
1.5%
0.4%
Iced Tea RTD
$1,239.5
0.3%
1.6%
Other Packaged Beverages
$815.4
10.0%
7.2%
Enhanced Water
$709.0
(2.7)%
(3.6)%
$21,049.5
5.9%
4.6%
Total
PackagedBeveragesGrossProfit
2011vs.2010
Monthly
Average
GP$/Store
Change
GM %
Carbonated Soft Drinks
$2,999
4.7%
36.2%
Alternative
$1,634
18.4%
42.4%
Sports Drinks
$745
13.6%
39.7%
Juice/Juice Drinks
$699
7.0%
41.0%
Bottled Water
$654
3.7%
50.2%
Iced Tea RTD
$456
2.6%
43.7%
Other Packaged Beverages
$300
12.4%
34.8%
Enhanced Water
$261
(0.5)%
$7,748
8.2%
39.4%
Subcategory
Total
130
120

Nov11
Dec11
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
CigarettesGrowth
Jan2009=100
140
135
Sales
125
GP$
115
110
105
100
95
90
CigarettesSubcategorySales
Imports
>0.1%,flat
FourthTier
0.7%,flat
SubGen/Private
Label
4.2%,0.1pts
Premium
90.5%,+0.6pts
BrandedDiscount
4.6%,0.5pts
Source:SymphonyIRIAllScan ConvenienceService TotalUS&

NACSStateoftheIndustrySurveyof2011Data&CSX,LLC.
CigarettesSyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Premiums
$48,617.4
1.8%
0.2%
Branded Discount
$2,471.2
(8.8)%
(9.9)%
Sub-Gen/Private Label
$2,256.3
(1.3)%
2.2%
Fourth Tier
$376.0
1.1%
(4.7)%
Imports
$21.5
(19.1)%
(9.7)%
$53,742.4
1.1%
(0.3)%
Total
Source:SymphonyIRIAllScan ConvenienceService TotalUS
CigarettesGrossProfit
2011vs.2010
Monthly
GP$/Store
Change
GM%
$6,852
(1.9)%
15.3%
Branded Discount
$348
(12.1)%
15.7%
Sub-Gen/Private Label
$318
(4.9)%
14.4%
Fourth Tier
$53
(2.6)%
13.8%
Imports
N/A
N/A
14.6%
$7,571
(2.6)%
14.6%
Subcategory
Premiums
Total
135
130

Nov11
Dec11
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
OTPGrowth
Jan2009=100
140
Sales
GP$
125
120
115
110
105
100
95
90
OTPSubcategorySales
OtherTobacco
0.1%,flat
PipeCigTobacco
2.3%,0.1pts
Papers
3.7%,0.1pts
Smokeless
59.8%,+2.2pts
Cigars
34.1%,2.0pts
OTPSyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Smokeless
$3,993.6
7.6%
4.7%
Cigars
$2,272.3
(2.0)%
2.3%
Papers
$244.6
1.2%
(0.1)%
Pipe/Cigarette Tobacco
$151.8
(2.0)%
0.3%
Other Products & Pipes
$4.8
0.1%
(6.4)%
$6,667.1
3.6%
3.1%
Total
OTPGrossProfit
2011vs.2010
Monthly
GP$/Store
Change
GM%
$1,104
6.7%
28.5%
Cigars
$628
(2.8)%
34.1%
Papers
$68
0.3%
53.1%
Pipe/Cigarette Tobacco
$42
(2.9)%
39.7%
Other Products & Pipes
$1
flat
35.8%
$1,843
2.8%
31.1%
Subcategory
Smokeless
Total
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
Nov11
Dec11
BeerGrowth
Jan2009=100
140
135
130
125
120
115
110
Sales
105
100
GP$
95
90

BeerSubcategorySales
Micro
2.1%,+0.3pts
NonAlcoholic
0.1%,flat
Premium
53.7%,0.8pts
MaltLiquor
2.6%,0.1pts
SuperPremium
3.7%,+0.3pts
FlavoredMalt
4.4%,+0.1pts
Imports
9.6%,+0.2pts
Popular
11.1%,flat
Budget
12.7%,flat
BeerSyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Premium
$8,283.8
(1.2)%
(2.9)%
Budget
$1,955.3
0.1%
(0.7)%
Popular
$1,716.5
0.6%
flat
Imports
$1,482.4
2.4%
1.8%
Flavored Malt
$674.6
1.4%
(0.5)%
Super Premium
$571.5
10.6%
12.2%
Malt Liquor
$402.9
(4.0)%
(6.3)%
Micro
$329.5
13.9%
16.1%
Non-Alcoholic Beer
$12.7
(11.2)%
(14.6)%
$15,429.2
0.2%
(1.4)%
Total
BeerGrossProfit
2011vs.2010
Monthly
Average
GP$/Store
Change
GM %
$1,552
1.1%
20.1%
Budget
$367
2.5%
21.5%
Popular
$322
3.0%
19.0%
Imports
$278
4.8%
18.0%
Flavored Malt
$126
3.8%
23.2%
Super Premium
$107
13.2%
25.1%
Malt Liquor
$76
(1.8)%
26.4%
Micro
$62
16.6%
27.1%
Non-Alcoholic Beer
$2
(9.1)%
28.7%
$2,892
2.6%
18.7%
Subcategory
Premium
Total
120
110

Nov11
Dec11
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
SaltySnacksGrowth
Jan2009=100
140
135
130
125
GP$
115
Sales
105
100
95
90
SaltySnacksSubcategorySales
ReadyPopcorn
3.5%,0.1pts
Pretzels
4.2%,+0.1pts
PotatoChips
28.0%,+0.4pts
Mixed
5.5%,+0.1pts
Crackers
5.8%,0.1pts
TortillaCorn
Chips
15.8%,0.4pts
PuffedCheese
8.4%,0.4pts
Nuts/Seeds
13.3%,+0.4pts
OtherSalty
Snacks
15.5%,+0.1pts
SaltySnacksSyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Potato Chips
$1,223.7
8.4%
4.3%
Tortilla Corn Chips
$689.6
4.3%
(1.5)%
Other Salty Snacks
$676.9
7.8%
3.0%
Nuts/Seeds
$579.9
10.0%
5.0%
Puffed Cheese
$364.6
2.3%
(4.8)%
Crackers
$252.7
4.7%
(4.7)%
Mixed
$239.6
9.8%
6.2%
Pretzels
$183.5
8.8%
2.3%
Packaged Popcorn
$150.5
5.4%
(1.0)%
$4,361.0
7.1%
1.5%
Total
SaltySnacksGrossProfit
2011vs.2010
Subcategory
Monthly
Average
GP$/Store
Change
GM %
Potato Chips
$609
10.7%
39.7%
Tortilla Corn Chips
$343
6.4%
35.9%
Other Salty Snacks
$337
10.0%
Nuts/Seeds
$289
12.3%
40.0%
Puffed Cheese
$181
4.4%
Crackers
$126
6.8%
41.9%
Mixed
$119
12.0%
Pretzels
$91
11.0%
35.7%
Packaged Popcorn
$75
7.6%
38.0%
$2,170
9.3%
37.4%
Total
125
115

Nov11
Dec11
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
CandyGrowth
Jan2009=100
140
135
130
GP$
120
Sales
110
105
100
95
90
CandySubcategorySales
Rolls,Mints,Drops
6.9%,flat
Novelties,
Seasonal
7.5%,+0.3pts
ChocolateBars
35.6%,+1.0pts
NonChocolate
Bars
8.4%,+0.2pts
BagRepackPeg
17.9%,+0.6pts
Gum
23.7%,2.1pts
CandySyndicatedSales
2011vs.2010
Subcategory
Sales
(Millions)
Sales
Change
Units
Change
Chocolate Bars
$1,788.7
8.8%
1.5%
Gum
$1,191.2
(2.9)%
(5.1)%
Bagged, Repacked Peg Candy
$902.6
9.8%
0.6%
Non-Chocolate Bars
$421.4
8.7%
(0.8)%
Novelties, Seasonal
$376.1
10.1%
2.2%
Rolls, Mints, Drops
$348.8
5.6%
(1.0)%
$5,028.8
5.8%
(0.5)%
Total
CandyGrossProfit
2011vs.2010
Monthly
Average
GP$/Store
Change
GM %
Chocolate Bars
$722
10.8%
50.4%
Gum
$481
(1.1)%
53.9%
Bagged, Repacked Peg Candy
$365
11.8%
49.9%
Non-Chocolate Bars
$170
10.7%
43.7%
Novelties Seasonal
$152
12.2%
54.9%
Candy Rolls, Mints, Drops
$141
7.5%
54.9%
$2,031
7.8%
49.6%
Subcategory
Total
FoodserviceSalesGrowth
Jan2009=100
160
FrozenDispensed
150
ColdDispensed
140
130
TotalFoodservice
120
110
100
Commissary/PackSandwich
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
Nov11
Dec11
90
HotDispensed
PreparedFood
FoodserviceGP$Growth
Jan2009=100
160
150
ColdDispensed
140
FrozenDispensed
130
120
110
TotalFoodservice
Commissary/PackSandwich
100
PreparedFood
HotDispensed
Jan09
Feb09
Mar09
Apr09
May09
Jun09
Jul09
Aug09
Sep09
Oct09
Nov09
Dec09
Jan10
Feb10
Mar10
Apr10
May10
Jun10
Jul10
Aug10
Sep10
Oct10
Nov10
Dec10
Jan11
Feb11
Mar11
Apr11
May11
Jun11
Jul11
Aug11
Sep11
Oct11
Nov11
Dec11
90
Foodservice
2011
Per Store/Per Month
Sales $
Margin $
GM%
All Prepared Food
$20,257
$11,008
54.3%
Hot Dispensed Beverage
$5,824
$3,601
61.8%
Cold Dispensed Beverage
$3,975
$2,099
52.8%
Packaged Sandwiches
$1,396
$514
36.9%
$796
$439
55.2%
Frozen Dispensed Beverage

FoodserviceSalesandMarginChange
2011vs.2010
Sales %
Change
GP %
Change
Cold Dispensed Beverage
12.3%
14.9%
All Prepared Food
13.0%
13.8%
Packaged Sandwiches
(9.5)%
(3.0)%
Hot Dispensed Beverage
(3.5)%
(7.3)%
Frozen Dispensed Beverage
(3.3)%
(7.4)%
Per Store/Per Month
CategorySales
ByQuartile(StoreOperatingProfit)
Top
Quartile
2nd
Quartile
3rd
Quartile
Bottom
Quartile
Cigarettes
$74,535
$33,533
$41,770
$28,608
Packaged Beverages
$25,738
$16,230
$15,361
$11,781
Beer
$16,665
$13,360
$14,671
$10,518
Other Tobacco Products
$6,902
$5,224
$6,610
$3,697
Candy
$4,591
$3,775
$3,797
$2,976
Salty Snacks
$6,769
$4,182
$2,792
$2,606
Prepared Food
$28,293
$8,214
$9,328
$10,055
Hot Dispensed Beverages
$9,327
$2,438
$2,665
$2,063
Cold Dispensed Beverages
$4,741
$3,883
$2,836
$1,637
2011
CategorySales
Top
Quartile
Bottom
Quartile
Difference
Cigarettes
$74,535
$28,608
2.5X
Packaged Beverages
$25,738
$11,781
2X
Beer
$16,665
$10,518
1.5X
$6,902
$3,697
2X
Candy
$4,591
$2,976
1.5X
Salty Snacks
$6,769
$2,606
2.5X
Prepared Food
$28,293
$10,055
3X
$9,327
$2,063
4.5X
$4,741
$1,637
3X
2011
GrossProfit
Top
Quartile
2nd
Quartile
3rd
Quartile
Bottom
Quartile
Cigarettes
$9,909
$5,910
$6,140
$4,844
Packaged Beverages
$10,026
$6,566
$5,704
$4,437
Beer
$3,107
$2,572
$2,428
$2,109
$2,024
$1,822
$1,891
$1,105
Candy
$2,179
$1,981
$1,789
$1,488
Salty Snacks
$2,537
$1,551
$994
$878
Prepared Food
$15,630
$4,094
$4,971
$4,999
$6,040
$1,208
$1,121
$876
$2,553
$1,952
$1,256
$660
2011
GrossProfit
Top
Quartile
Bottom
Quartile
Difference
Cigarettes
$9,909
$4,844
2X
Packaged Beverages
$10,026
$4,437
2X
Beer
$3,107
$2,109
1.5X
$2,024
$1,105
2X
Candy
$2,179
$1,488
1.5X
Salty Snacks
$2,537
$878
3X
Prepared Food
$15,630
$4,999
3X
$6,040
$876
7X
$2,553
$660
4X
2011
OtherIncome
Per Store/Per Month
2010
2011
Car Wash
$2,275
$3,989
75.4%
Lottery/Lotto: Commissions
$1,348
$1,540
14.3%
ATM Revenue
$788
$852
8.2%
Motor Fuel Image Allowance
$837
$519
(38.0)%
Check Cashing
$359
$344
(4.2)%
Other Prepaid Cards
$134
$280
108.8%
Shower/Laundry
$231
$240
4.2%
Other Automotive Services
$143
$194
36.1%
Prepaid Telecommunications
$222
$180
(19.1)%
NonFuelGP$
Per Store/Per Month
2010
2011
% Chg
PreparedFood
$17,924
$20,257
13.0%
PackagedBeverages
$7,158
$7,748
8.2%
Cigarettes
$7,774
$7,571
2.6%
HotDispensedBeverage
$6,035
$5,824
3.5%
CarWash
$2,275
$3,989
75.4%
ColdDispensedBeverage
$3,539
$3,975
12.3%
Beer
$2,820
$2,892
2.6%
SaltySnacks
$1,986
$2,170
9.3%
Candy
$1,885
$2,031
7.8%
OtherTobacco
$1,794
$1,843
2.8%
Lottery
$1,348
$1,540
14.3%
PackagedSandwiches
$1,542
$1,396
9.5%
PackagedSweetSnacks
$900
$1,043
15.9%
PackagedIceCream/Novelties
$914
$989
8.2%
ATM
$788
$852
8.2%
HealthandBeautyCare
$736
$796
8.3%
InsideWrapUp
Tobaccois42%ofsalesand22%ofGP$
Beergrowthhasslowed,butstillup
PackagedBeveragesbackontop
CSDcontinuestosoften
Energy&Sportsgrowing
Candygrowthsteady,strongGM%contributor
Saltysnacksgrowthdrivenbypotatochips
Groceryisbecominglessimportanttothechannel
Foodservicegrew;drivenbypreparedfoodandfountain
TopQuartile:2xeveryoneelseinmostcategories,but7xinhot
dispensedbeveragesalesandnearly4xincold
Trendsinfuel,tobaccoandothercategoriesmeanweneedto
thinkofotherincome

NACS Summit 2012 Data Till 2011

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NACS Summit 2012 Data Till 2011

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AntitrustCompliance

It is NACS' policy to comply strictly with the antitrust laws. As a group of

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

Credit Card Fees

Fuel Consumption (bbl/day)

Fuel Margin (cpg)

The Association for Convenience & Fuel Retailing

Total All Sales

Mdse Less Cigarettes

Average Selling Price

The Association for Convenience & Fuel Retailing

Total Gross Profit

Mdse Less Cigarettes

The Association for Convenience & Fuel Retailing

The Association for Convenience & Fuel Retailing

Wages & Benefits

Wages & Benefits

Credit Card Charges

Repairs & Maintenance

Total DSOE less Card Charges

The Association for Convenience & Fuel Retailing

Wages & Benefits

Credit Card Charges

Repairs & Maintenance

Total DSOE less Card Charges

The Association for Convenience & Fuel Retailing

Credit Card Fees CPG

Net Profit Margin

Return on Capital Employed

The Association for Convenience & Fuel Retailing

Store Operating Profit

Credit Card Fees CPG

Net Profit Margin

Return on Capital Employed

The Association for Convenience & Fuel Retailing

Credit Card Fees CPG

Net Profit Margin

Return on Capital Employed

Store Operating Profit

The Association for Convenience & Fuel Retailing

Motor Fuels Gallons Sold

In-Store Sales/Sq. Foot

The Association for Convenience & Fuel Retailing

Motor Fuels Gallons Sold

In-Store Sales/Sq. Foot

The Association for Convenience & Fuel Retailing

Motor Fuels Gallons Sold

In-Store Sales/Sq. Foot

The Association for Convenience & Fuel Retailing

Non-Mgr Turnover (annual)

Manager Turnover (annual)