4th QTR 2017 66 Category Insights ™ Get More Mileage from Automotive Annual miles driven are on the rise and opportunity exists for c-stores. Americans have always loved hitting the open road and are doing so now more than ever! And when they travel, Automotive fill-in purchases are part of the equation! The average age of vehicles on the road today is 11.5 years, which means that many of these vehicles require regular maintenance. This may mean topping off with oil or adding a performance chemical to keep the vehicle running smoothly. Having the right motor oil, performance chemicals, appear- ance chemicals, air fresheners and Diesel Exhaust Fluid (DEF) in stock will help you capture impulse sales, and can even help you become a destination location for some shoppers. AUTOMOTIVE “It’s important to have both leading consumer brands and a value brand in your motor oil offering. We offer Pennzoil and Valvoline as the top consumer brands, as well as National, a value brand, to round out the options.”-John Roach, VP of Merchandising, Eby-Brown Annual Miles Driven The most recent published 12 month period showed a growth rate of +3% equating to an increase of almost 100 Billion miles 3,200 3,000 2,800 Nov.-15 Miles Driven (Billions) Oct.-16
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4th QTR 201766 Category Insights™
Get More Mileage fromAutomotiveAnnual miles driven are on the rise and opportunity exists for c-stores.
Americans have always loved hitting the open road and are doing so now more than ever! And when they travel, Automotive fill-in purchases are part of the equation! The average age of vehicles on the road today is 11.5 years, which means that many of these vehicles require regular maintenance. This may mean topping off with oil or adding a performance chemical to keep the vehicle running smoothly. Having the right motor oil, performance chemicals, appear-ance chemicals, air fresheners and Diesel Exhaust Fluid (DEF) in stock will help you capture impulse sales, and can even help you become a destination location for some shoppers.
AUTOMOTIVE“It’s important to have both leading consumer brands and a value
brand in your motor oil offering. We offer Pennzoil and Valvoline
as the top consumer brands, as well as National, a value brand, to
round out the options.”-John Roach, VP of Merchandising, Eby-Brown
Annual MilesDriven
The most recent published 12 monthperiod showed a growth rate of +3%
equating to an increase of almost100 Billion miles
Making the Grade withMotor OilMotor Oil is a cornerstone in your Automotive set and having the correct grades is key. Viscosity grades are shifting with 10W’s declining at approx-imately -3%, while 5W’s are growing at nearly that same rate. This trend is expected to continue. However, with older cars still on the road, this will be a slow shift, and offering multiple viscosities is important.
The motor oil brand selection is also important, and Eby-Brown recommends a multi-brand strategy.
Our strategy/offering includes:1. Pennzoil – leading consumer brand2. Valvoline – leading consumer brand3. National – value brand
By offering leading consumer brands and a value brand, you satisfy both types of shoppers –the one who will only buy a recog-nizable brand, and the one who is price-driven.
Functional Fluids, Performance Chemicals and DEF
• Functional Fluids: Brake fluid and power steering fluid are a must in your Automotive planogram, and offer high volume turns. Dot 3 is the big seller in brake fluid with 85% share, while STP with Stop Leak is the leader in power steering fluid.
• Performance Chemicals: Gas treatments, fuel injector cleaners, fuel system cleaners and antifreeze are performance chemicals that are meant to extend the life of your vehicle. Older vehicles certainly need these products, but new vehicles can benefit from these as well.
Similar to motor oil, we recommend a multi-brand strategy, but this version does not include a value brand. It does include familiar automotive brands STP and Gumout, which are also two leading brands in the convenience channel. Also included is another well-known automotive brand, Lucas Oil. However, this brand is not as well-established in the convenience channel. Two top-selling items from Lucas Oil have been added to the recommended planograms. These are the Lucas Upper Cylinder Lubricant and Injector Cleaner and the Lucas Deep Clean™ Fuel System Cleaner, which have been top sellers in automotive stores for years.
• Diesel Exhaust Fluid (DEF): Diesel Exhaust Fluid (DEF) is one of the fastest-growing segments in Automotive chemicals. BlueDEF is Eby-Brown’s preferred brand, and comes in both a 1 gallon and the top-selling 2.5 gallon size.
Automotive Air Care is Strong and GrowingTopping $61 million in the past year, sales of automotive air care in the conve-nience channel are impressive!
• Top growth segments Hanging paper • Little Trees is driving growth with 15 of the top 25 SKUs • Favorite scents are Black Ice, Bayside Breeze and New Car • Hot new fragrances are Caribbean Colada and Summer Linen Vent • Vent wraps from Little Trees are new and gaining popularity • The Febreze brand dominates in vent clips • Refresh Your Car is strongest in vent sticks
Air fresheners are an impulse buy and c-stores should keep three things in mind – placement, pack-size and selection. Fast movers should be placed in mul-tiple locations within the store; small pack sizes are preferred by c-store shop-pers and favorite scents should be stocked at all times.
Seasonality In Windshield Washer Fluid/Antifreeze-Coolant
Windshield Washer Fluid (WWF) is a key item during the snowy time of the year so be sure to stack-out the product to gain maximum sales.
Antifreeze-Coolant tends to sell better during the warmer months, and the best sellers are the 50/50 Mixture and Global Antifreeze which will cover all makes and models.
Emergency Repair
Stranded drivers typically go to the nearest convenience store for emergency items – keep these in stock at all times!
Armor All is the leader in this sub-category, and your consumer tends to shop by brand in thisarea. Consider counter displays and clip strips in all areas of your store to promote impulsesales.
SEA FOAM MOTOR TUNEUPWD-40 SMART STRAW 8ZHEET GAS ANTI FRZ 12ZHEET ISOHEET STARTING FLD 10ZSLIME THRU CORE TIRE SEALANTG/E TIRE STOP LEAK14ZFIXAFLAT 16ZFIXAFLAT 20ZSTONER INVIBL GLAS15ZRAINX GLASS TRMNT 7ZRAIN X 2-IN-1 GLASS CLEANER
ROTELLA T 15W40 GALBLUE DEF 2.5 GALLONSTP ALLSESN ANTIFZ1GLSTP ANTIFRZ 50/50 1GLSTP EXLFANTFZ50/501GLSH WIN WASH -20SH WIN WASH -20SH WIN WASH -20SPLASH ALL SEAS WASHSPLASH ALL SEAS WASHCVALET BSTER CABLE 8GAS CAN 1GAL-CARB CANGAS CAN 2GAL CARB CAN
CVALET FUNNEL ALL PURPOSE 1CTCVALET AUTO BULB 3157 1CTCVALET AUTO BULB 194 12 VOLT 2CTCVALET BLADE FUSES BLADE NO PULLER 5CTCVALET MINI BLADE FUSES BLD NO PLLR 1CTLITTLE TREES AIRFRESH BLACK ICE 2CTLITTLE TREES AIRFRESH NEW CAR 2CTLITTLE TREES AIRFRESH VANILLA 1CTLITTLE TREES AIRFRESH BAYSIDE BREEZE 1CTLITTLE TREES AIRFRESH SUMMER LINEN 2CTLITTLE TREES AIRFRESH BLACK ICE VENT 4CTFEBREZE AIRFRESH MDNGHT VNT CLP .06ZFEBREZE AIRFRESH LNEN SKY VNT CLP .06ZCALI SCENTS AIRFRESH CHERRY CAN 1CTARMOR ALL CLEAN UP WIPES 2CTCVALET TIEDOWN DLX STRETCH CORD 36IN 1CTCVALET RADIAL TIRE REPAIR KIT 1CTCVALET TIRE GAUGE 10-120 PSI 1CTCVALET DUCT TAPE 2X120 IN 1CTCVALET ELECTRICAL TAPE 3/4” X 360” 1CTARMOR ALL GLASS WIPES 2CT
WD-40 LUBRICANT SMART STRAW SPRAY 8Z
793166
793166
526301224220878652
195651892026
892018SECOND SHELF174763149351
8512679806
89896696849739458696286688366696559
990945696179
696575239277
138024235762
89888374777
CVALET BOOSTER CABLES 12 GAUGE 8FT 1CTCVALET BOOSTER CABLES 12 GAUGE 8FT 1CTBRIGGS & STRATTON CYCLE OIL 3.2ZLAWN BOY OIL 2 CYCLE 8ZBARS LEAKS RADIATOR STOP LEAK 6ZBARS ONESLSTOPLEAK11ZARMOR ALL TECH SCREEN WIPES 15CTARMOR ALL CLEAN UP WIPES 15CT
STP HM OIL TRTMT 15ZSTP POWER STEERING FLUID + STOP LEAK 12ZSTP POWER STEERING FLUID 12ZSTP DOT3 BRAKE FLUID HEAVY DUTY 12ZGOLD EAGLE BRAKE FLUID DOT 3 8ZSTP GAS TREATMENT 5.25ZLUCAS INJECTOR CLEANER 5.25ZSTP FUEL INJECTOR CLEANER 5.25ZGUMOUT FUEL INJECTOR CLNR 6ZSTP FUEL INJECTOR/CARB TREATMENT 5.25ZLUCAS FUEL CLEANER 5.25ZSTP COMPLETE FUEL SYSTEM CLEANER 5.25ZSTP OCTANE BOOSTER 5.25ZSEA FOAM MOTOR TREATMENT TUNEUP 16ZHEET GAS LINE ANTI FREEZE 12ZHEET ISO WATER REMOVER INJECTOR CLNR 12ZHEET STARTING FLUID 10.1ZPENNZOIL FIXAFLAT TIRE INFLATOR STND 16Z
88476THIRD SHELF918375919027
918383
892125
547000
919670
919647919688
191718
8335283345BOTTOM SHELF788091
797662
889527
650531
650531
879171
520189
ITEM # DESCRIPTION ITEM # DESCRIPTION
ARMOR ALL PROTECTANT ORG 10Z
PENNZOIL MTR OIL 5W30 BTL 1QTPENNZOIL MOTOR OIL 10W30 BOTTLE 1QTPENNZOIL MOTOR OIL 10W40 BOTTLE 1QTPENNZOIL HIGH MILE MOTOR OIL 5W30 1QTPENNZOIL HIGH MILE MOTOR OIL 10W30 1QTVALVOLINE MAXLIFE SYN MOTOR OIL 10W30 QTVALVOLINE MOTOR OIL 5W30 1QTVALVOLINE MAXLIFE SYN MOTOR OIL 10W40 QTNATIONAL MOTOR OIL 5W30 PREMIUM 1QTNATIONAL MOTOR OIL 10W30 1QTNATIONAL MOTOR OIL 10W40 1QT
STP ALL SEASON ANTIFRZ/ COOLANT CONC 1GLSTP ALL SEASON ANTIFRZ/ COOLANT 50/50 1GLSTP EXTND LIFE ANTIFRZ/ COOLANT 50/50 1GLSPLASH WINDSHIELD WSH FLD ORG -20 1GLSPLASH WINDSHIELD WSH FLD ORG -20 1GLSPLASH ALL SEASON WINDSHIELD WSH FLD 1GLMIDWEST CAN COMPANY GAS CAN PLASTIC 2GL
Dates - Open Buy WindowOrder dates: 9/25/17 - 10/20/17
Date for in-store promotion: 9/25/17 - 10/20/17
AUTOMOTIVE
QT
QT
QTQTQT
DESCRIPTIONUPC SZ
919670
919688
919613919647919621
PKITEM #
074130001497
074130001503
074130001299074130001770074130001411
VALVOLINE MAXLIFE SYN MOTOR OIL 10W30 VALVOLINE MAXLIFE SYN MOTOR OIL 10W40 VALVOLINE MOTOR OIL 10W30 VALVOLINE MOTOR OIL 5W30 VALVOLINE MOTOR OIL 10W40
Dates - Open Buy WindowOrder dates: 9/25/17 - 10/20/17
Date for in-store promotion: 9/25/17 - 10/20/17
AUTOMOTIVE
QT
QT
QT
QT
QT
QT
QT
QTQT
QT
QT
QT
QT
QT
GL
DESCRIPTIONUPC SZ
918870
892125
918375
918342
939488
547000
919027
918359918383
918391
218941
365783
365791
752857
360255
PKITEM #
071611915090
071611904919
071611936095
071611901383
071611915106
071611904421
071611936194
00071611935395071611936538
071611938570
021400402706
071611005470
071611915083
071611014946
021400402782
PENNZOIL PLATINUM SYN MOTOR OIL 5W30 PENNZOIL HIGH MILE MOTOR OIL 5W30PENNZOIL MOTOR OIL 5W30 BOTTLE PENNZOIL ADV PROTECTN MOTOR OIL 5W20 PENNZOIL PLATNUM SYN MOTOR OIL 10W30 PENNZOIL HIGH MILE MOTOR OIL 10W30 PENNZOIL MOTOR OIL 10W30 BOTTLE PENNZOIL MOTOR OIL SAE 30W PENNZOIL MOTOR OIL 10W40 BOTTLEPENNZOIL MLT PURPSE MOTOR OIL 2 CYCL SHELL ROTELLA DSL MOTOR OIL 15W40 T PENNZOIL PLATINUM SYN MOTOR OIL 10W20 PENNZOIL PLATINUM SYN MOTOR OIL 5W20 PENNZOIL AUTO TRANSMISSN FLD DEXRON SHELL ROTELLA MOTOR OIL 15W40 T
LITTLE TREES AIRFRESH BAYSIDE BREEZELT CARIBN COLADALITTLE TREES AIRFRESH COCONUTLT RAIN FOREST MISTLT PURE STEEL LITTLE TREES AIRFRESH BLACK ICE LITTLE TREES AIRFRESH NEW CAR LITTLE TREES AIRFRESH SUMMER LINEN LITTLE TREES AIRFRESH VANILLA LT BAYSIDE BRZ VNTLITTLE TREES AIRFRESH BLACK ICE VENT LITTLE TREES AIRFRESH NEW CAR VENT