Gilmore, a first-time attendee from Race Trac Petroleum Inc. in the United States.
While store tours were the focus in Johannesburg,
attendees also enjoyed an inspiring presentation
The following morning, Dave Hogg, director at
FreshStop, provided attendees with a case study
of his rapidly growing company. Two hundred and
twenty FreshStop stores span across South Africa,
and with strong partnerships, a focus on consistency,
fresh food and customer service, the company plans
to continue its growth trajectory by expanding deeper
into Africa in coming years.
On to Cape Town
Once in Cape Town, the program kicked off with
moderator and NACS President and CEO Henry
Armour, who welcomed attendees and introduced
the first speaker, J.P. Landman, a political and trend
analyst from South Africa. Landman delivered a
lively overview of the South African political, societal
and economic market. “The South African market
is unique, yet the challenges faced by retailers are
typical of those in every market around the world,”
The following day began with Darren Tristano,
president of Technomic Inc. Citing examples of
leading convenience retailers, Tristano encouraged
attendees to “tell your food story” and “create an
emotional connection with your customer through
foodservice.” Tristano noted there has been increased consumer demand for better quality foods,
specialized foods and healthier foods—all areas that
retailers can capitalize on.
Next, Adam Brumberg, deputy director of the
Cornell Food and Brands Lab at Cornell University,
discussed how retailers can better position themselves by understanding the psychology behind
Pictured from left to
right: Presenter Adam
in deep discussions
that took place at many
tables; attendees enjoy
themselves at one of
the many educational
sessions; Prahar Shah
of DoorDash inspired
a discussion about last
consumer food purchasing decisions and using
innovative, low-cost techniques. “If folks walk into
your store and don’t see healthy items, they won’t
buy them,” Brumberg stated as he encouraged retailers to make healthy items noticeably available.
“Your job is to change people’s perception of what
a convenience store is,” Brumberg continued. “Roller
dogs taste better in a ballpark because of perception—and you can change that perception of what is
available through your display,” said Brumberg.
Tuesday afternoon discussions included an
innovative presentation from Prahar Shah, head of
business development at DoorDash, a last-mile food
delivery service company. Shah described the evolution of his company and discussed different types of
business models for last mile delivery, including how
his company has begun testing partnerships with
7-Eleven, CVS and Walgreens.
Following Shah’s presentation, attendees participated in an interactive table discussion of the last
mile and the convenience industry. While attendees
expressed both concern and optimism for last mile
delivery, it was widely agreed that the industry could
not afford to be absent on this emerging issue.
Tuesday also featured in-depth case studies from
several different companies.
• Patricia Mahlangu, retail convenience manager,
Engen Petroleum Limited, discussed the continuous journey of her company, and how it partners
with leading brands that can provide services that
their company may not have.
• Mohamed Carrim, general manager, retail and
property, Sasol South Africa, showed how a
large energy company can be entrepreneurial by
exploring new and different retail options.
• Andreas Nagel, global convenience retail business and alliance development, Shell International
Petroleum Company Limited, shared how Shell
chooses partner brands based on shopper missions.
The day concluded with a panel discussion on
alternative franchise models with Jeronimo Jose
Merlo Dos Santos, retail and marketing director
of Ipiranga Productos de Petroleo S/A; Markus
Laenzlingler, CEO of Migrolino AG; and Magnar