forecourttech February 21

A bi-monthly technology magazine for the evolving retail forecourt.

A bi-monthly technology magazine for the evolving retail forecourt.


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Technology for the evolving retail forecourt.<br />

ISSUE: 13 | <strong>February</strong> 20<strong>21</strong><br />




Lee Bennett discusses how EvolveODM’s<br />

managed network solutions are increasing site<br />

uptime, providing top-level security and helping<br />

retailers to better understand their customers.<br />





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<strong>forecourttech</strong><br />

Editor’s note<br />

The <strong>forecourttech</strong> brand has begun 20<strong>21</strong> in good<br />

style with growing interest in both the e-magazine and<br />

our conference and meetings convention.<br />

New in 20<strong>21</strong> is our collaboration with The Retail Marketeers<br />

and Christian Warning, their founder and Managing<br />

Director. Through this collaboration and working<br />

partnership we are uplifting awareness and adding<br />

credibility to the <strong>forecourttech</strong> brand and already we<br />

are seeing followers of <strong>forecourttech</strong>, advertisers and<br />

delegate numbers increasing.<br />

I hope, as must all of you, that the vaccine roll-out<br />

around the world will soon see business travel starting<br />

up again and by Q4 returning to normal. The frustration<br />

of being locked down and not able to engage face to<br />

face cannot be overstated. From conversations we have<br />

had so many of you cannot wait to meet and greet again<br />

and we are planning for a record turnout of delegates<br />

to the <strong>forecourttech</strong> convention in October. I urge all of<br />

you intent on attending, to place the dates of 12 and 13<br />

October in your diaries, even if at this time you cannot<br />

confirm, so that when safe travel is once again possible,<br />

you are ready to press that go button and register at our<br />

website.<br />

pagethree<br />

This issue of <strong>forecourttech</strong>,the first of many in 20<strong>21</strong> to<br />

carry a sponsors message, features EvovleODM who offer<br />

technology crucial to the safe and efficient operation<br />

of the retail forecourt.<br />

Enjoy the read and stay safe.<br />

The <strong>forecourttech</strong> brand is owned and<br />

promoted by SAB Events Europe Ltd. All<br />

rights reserved.<br />

The views expressed in this magazine are<br />

those of the author and do not necessarily<br />

represent those of SAB Events Europe. No<br />

part of this electronic magazine may be<br />

copied or reproduced without the written consent<br />

of SAB Events Europe Ltd.<br />

Advertising:<br />

Rabiaa Rahman-Quereshi<br />

rabiaa@sabevents.eu<br />

Features:<br />

Wendy Taylor<br />

wendy@sabevents.eu<br />

SAB Events Europe Ltd.<br />

The Quadrant<br />

Surrey<br />

KT17 4RH<br />

www.sabevents.eu<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

News round-up<br />

Delivery app orders from US convenience<br />

stores such as 7-Eleven and CVS jumped 346<br />

per cent in 2020, as pandemic lockdowns<br />

gave food-delivery companies an opportunity<br />

to expand beyond restaurants. According to<br />

Edison Trends, convenience store sales were<br />

the fastest-growing segment of the third-party<br />

delivery app sector, ahead of restaurant<br />

growth, which rose by 112 per cent last year,<br />

and groceries, up 1<strong>21</strong> per cent.<br />

Aral AG (Aral), a subsidiary of the bp group in<br />

Germany, has tasked Siemens Smart Infrastructure<br />

(Siemens) with expanding the grid<br />

connection at 30 selected petrol stations. The<br />

installation of intelligent substations allows<br />

Aral to upgrade these stations with ultra-fast<br />

charging technology for electric vehicles. The<br />

installation is expected to be completed by<br />

the end of <strong>February</strong> 20<strong>21</strong>.<br />

pagefour<br />

Porsche Italia, Q8 and Enel X have teamed<br />

up to accelerate the development of electric<br />

mobility across Italy. The partnership aims<br />

to install ultrafast charging stations at 20 Q8<br />

service areas by the end of 20<strong>21</strong>. The High<br />

Power Charging (HPC) stations, operated by<br />

Enel X, have a capacity of 300 kW which can<br />

recharge two electric vehicles at the same<br />

time in just a few minutes. Once active, the<br />

project’s ultrafast stations will be integrated<br />

into the Porsche mobility ecosystem and be<br />

visible on the Enel X JuicePass app.<br />

Walmart has announced plans to expand its<br />

use of high-tech systems that quickly pick<br />

and pack online grocery orders as it anticipates<br />

shoppers’ demand for pickup and<br />

delivery will outlast the pandemic. Dozens<br />

of Walmart’s stores will become fulfillment<br />

centers, with a portion of those stores turned<br />

into small, automated warehouses, the company<br />

said. To accomplish this, Walmart will<br />

use a store’s existing footprint or add to it.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

IBM Services.<br />

Shell has announced the acquisition of the<br />

UK’s largest public electric vehicle charging<br />

network, ubitricity, for an undisclosed amount.<br />

The deal for the company that has over 2,700<br />

on-street charge points in the country is expected<br />

to be completed late this year. The oil<br />

giant is aiming to become a net-zero emissions<br />

energy business by 2050 or sooner.<br />

Slota Group’s fleet of diesel taxis in Paris is<br />

set to be replaced by hydrogen-powered<br />

Toyota Mirai’s by the end of the year after HysetCo,<br />

an asset management firm which owns<br />

the world’s largest fleet of hydrogen taxis,<br />

acquired Slota Group.<br />

pagefive<br />

Marketing and design firm, Vistaprint is partnering<br />

with PayPal to advance the adoption<br />

of QR codes for contactless payments.The<br />

collaboration aims to bring innovative and<br />

safe touch-free payment solutions to small<br />

businesses across the US.<br />

Spanish food delivery app Glovo will receive<br />

100 million euros ($1<strong>21</strong>.3 million) from Swiss<br />

real estate investment fund Stoneweg to<br />

extend its network of grocery warehouses in<br />

20<strong>21</strong>. Glovo plans to grow its pool of “darkstores”<br />

to 100 units from the 18 it currently<br />

has in operation, using Stoneweg’s investment<br />

to acquire infrastructure principally in<br />

Spain, Portugal, Italy and Romania.<br />

Hitachi Capital has announced a £10m investment<br />

into GRIDSERVE, with an aim to deliver<br />

more than 100 Electric Forecourts across the<br />

UK in the next five years,<br />

China’s largest search engine Baidu is partnering<br />

with car manufacturer Geely to make<br />

smart electric cars.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />



pagesix<br />

Mark Wohltmann has been promoted to Director,<br />

NACS Global. Headquartered in the United States, NACS<br />

is dedicated to advancing convenience and fuel retailing<br />

globally. With members in more than 50 countries, the<br />

association offers industry insights, thought leadership and<br />

connections designed to address the needs of international<br />

retailers and suppliers.<br />

Wohltmann joined NACS in 2017 as the director of NACS<br />

Europe. During his tenure, NACS has increased its global<br />

engagement and outreach to convenience retailers through<br />

unique and personalized meetings, such as the NACS<br />

Convenience Leaders Exchange, a series of roundtable<br />

events hosted Europe and South Africa. Wohltmann also<br />

serves as the liaison to the NACS Regional Representatives<br />

in Europe, the Middle East and Africa, Latin America and<br />

Asia-Pacific.<br />

“Mark’s work in Europe has helped NACS elevate its<br />

stature as the global industry subject matter expert and<br />

resource for thought leadership and best practices,” said<br />

Michael Davis, NACS vice president of member services.<br />

“He has developed a strong network of industry experts<br />

in Europe and his new responsibilities expand his role to<br />

manage our global network of regional representatives,”<br />

Davis continued.<br />

During the past 15 years, following the appointment of Henry<br />

O. Armour as the NACS President and CEO, NACS has<br />

focused on developing its global presence in response to<br />

issues that convenience retailers may experience at different<br />

life cycle stages, such as tobacco regulations, supply<br />

chain management, payment systems, foodservice growth,<br />

sustainability and mobility.<br />

In addition to building connections and relationships within<br />

the global convenience retail industry, NACS hosts the<br />

largest industry-specific event in the United States, the<br />

NACS Show, that brings together more than 24,000 attendees<br />

each year to help strengthen the convenience and<br />

fuel retailing industry with relevant and timely educational<br />

content, ample networking opportunities, and a 425,000<br />

square-foot exposition that features hundreds of new products<br />

and services to help the industry thrive and adapt to<br />

changing consumer behaviors.<br />

“I am excited to begin the next chapter of my journey<br />

with my NACS colleagues as we continue building on<br />

the momentum of our NACS Global engagement,” noted<br />

Wohltmann.<br />

“NACS is a truly a one-stop-shop for convenience retailers<br />

who are constantly evolving and growing their businesses,<br />

and in doing so recognize that our industry is the most<br />

innovative and responsive to changes in the marketplace,<br />

which we’ve clearly seen during the global pandemic. The<br />

shifts retailers continue to make to meet consumer demand<br />

and ensure the safety and wellbeing of their employees<br />

and communities are remarkable,” he said.<br />

We are delighted to announce that Mark Wohltmann, Director of NACS<br />

Global will return to <strong>forecourttech</strong> ‘<strong>21</strong> as a speaker and conference<br />

moderator.<br />

The annual, technology-focused conference and meetings convention is<br />

scheduled to take place at the Asia Gardens Hotel in Alicante, Spain on the<br />

12 and 13 October 20<strong>21</strong>.<br />

More details of Mark’s session will be available soon at <strong>forecourttech</strong>.com.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

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• Real-time account updates<br />

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Join the fuel retailers worldwide who are using Way4 for card issuing, acquiring,<br />

switching, digital channels, mobile wallet, e–commerce gateway & loyalty.<br />


<strong>forecourttech</strong><br />

Supplier news & insights<br />

pageeight<br />

ISTOBAL, a leading Spanish group in vehicle<br />

wash and care solutions, facilitates the<br />

digital transformation of car wash facilities<br />

with a free subscription plan to Smartwash<br />

without monthly fees.Smartwash by ISTOBAL,<br />

successfully implemented in Spain, the UK,<br />

Sweden, Turkey, the Netherlands, Austria,<br />

Portugal and Belgium is the only technology<br />

on the market that achieves 100% connected<br />

facilities for maximum performance<br />

and efficiency of the business and its wash<br />

equipment, to transform the user experience,<br />

making it quicker, easier, more efficient and<br />

more fun.<br />

Anila Siraj, Head of Data Strategy at Kalibrate<br />

shares her 2020 trends on the fuel retail market,<br />

including how tapping in to data can help<br />

weather the economic consequences brought<br />

on by Covid-19, as well as how Covid-19 has<br />

affected the electric vehicle (EV) market, the<br />

rise of alternative fuel and the wider future of<br />

the automotive industry.<br />

Implico Group, an international IT company for<br />

the downstream industry, and Mexican solutions<br />

integrator Apollocom have announced<br />

a new partnership to digitise the rich Mexican<br />

downstream sector. At the centre of their joint<br />

endeavour lies the feature-rich terminal management<br />

system OpenTAS TMS, developed<br />

by Implico. With its comprehensive scope and<br />

open architecture, the two partners deem it an<br />

ideal solution to introduce the Mexican tank<br />

farm market to the game-changing benefits of<br />

digitalisation.<br />

Estonian leading fuel station technology<br />

company, Astro Baltics, has taken the concept<br />

of a fuel station to a whole new level.<br />

The new concept is light on hardware/cost<br />

and heavy on functionalities and it is also the<br />

safest way to pay for fuel during COVID-19.<br />

The new concept is unique, because building<br />

a fuel station can be done while having only<br />

one dispenser and one wetstock. This makes<br />

it ideal for closed-loop stations’ owners/operators.<br />

The new concept will provide three<br />

fundamental changes: Price information and<br />

payment process is provided with mobile application;<br />

all forecourt devices are controlled<br />

and managed in the Cloud (SaaS)<br />

and it harnessesses the power of online data.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

Hectronic has introduced the new fuel terminal<br />

model HecVision Eco for fuels of the<br />

future. Thanks to the new fuel terminal model<br />

from Hectronic unmanned stations can sell<br />

alternative fuels around the clock. The LNG<br />

station operator LIQUIND relies on the fuelling<br />

solution of the future at eight stations. Six<br />

further stations are being planned.<br />

Dover Fueling Solutions has launched its next<br />

generation console, the ProGauge MagLink<br />

LX 4. The brand-new tank gauge console<br />

supersedes the previous MagLink LX model<br />

and features several impressive upgrades<br />

and enhancements, including the introduction<br />

of state-of-the-art “touch and swipe” technology,<br />

resulting in a truly immersive and interactive<br />

experience for the user.<br />

pagenine<br />

Dover, and its OPW business unit, has<br />

announced that it has acquired Innovative<br />

Control Systems, ICS), an industry-leading<br />

provider of technology solutions for the car<br />

wash industry. ICS will now become part of<br />

OPW’s Vehicle Wash Solutions platform of<br />

brands, which includes PDQ and Belanger.<br />

“We are thrilled to bring ICS into OPW’s Vehicle<br />

Wash Solutions group to provide customers<br />

state-of-the-art payment terminals and<br />

point-of-sale management solutions, wash<br />

site management software and other wash<br />

equipment technologies as part of a complete<br />

vehicle wash solutions package,” said Gary<br />

Campbell, vice president and general manager<br />

for OPW Vehicle Wash Solutions.<br />

MADIC group has acquired the Belgian<br />

company MICRELEC, which specialises in<br />

the integration, installation, and support of<br />

automation solutions for service stations and<br />

shops in Belgium, the Netherlands and Luxembourg.<br />

The French company will integrate<br />

Micrelec’s solutions to its existing portfolio of<br />

solutions based around payments and data<br />

processing. This partnership also reflects<br />

their ongoing strategy of building a business<br />

that specialises in technology solutions for<br />

service stations and shops.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com




Lee Bennett, Business Development Manager at<br />

EvolveODM discusses how their managed network<br />

solutions are increasing site uptime, providing<br />

top-level security and helping retailers to better<br />

understand their customers.

<strong>forecourttech</strong><br />

pagetwelve<br />

POS systems, CCTV, lighting, wetstock management,<br />

fuel dispensers – technology on a retail fuel site is continually<br />

evolving. Fuel station operators can see exactly what<br />

is happening on a given site from anywhere in the world,<br />

allowing them to make data powered decisions, detect<br />

issues and drive profits.<br />

As the fuel station becomes increasingly connected the<br />

need for an unwavering, secure connection is paramount<br />

to keep the business moving and that is where EvolveODM<br />

comes in.<br />

“We are focused on uptime for the sites, because we<br />

understand that this is critical for the business. We want<br />

our customers to have the ability to focus on growing their<br />

business and not worry about IT related issues,” explained<br />

Lee Bennett, Business Development Manager at Evolve-<br />

ODM.<br />

EvolveODM specialise in managed network solutions,<br />

creating bespoke packages for customers across a range<br />

of industries since their inception in 2005. The company<br />

offers a full end-to-end range of complementary services<br />

including global SD-WAN solutions, GDPR compliant<br />

public Wi-Fi, fast and reliable broadband, global carrier<br />

management and global M2M Roaming SIMs, which<br />

provide backup 4G connectivity in devices, ensuring no<br />

service disruptions.<br />

The reality of the modern fuel station is that the onsite<br />

technology comes from a range of different suppliers.<br />

EvolveODM work with these suppliers to ensure everything<br />

runs seamlessly from the cabling companies through to<br />

the point of sale. This service is also backed up by a 24/7<br />

operations centre, which monitors and responds to alerts<br />

and deals with any enquiries.<br />

“Our 24/7 operations centre are monitoring all the alerts so<br />

they will see as soon as a site moves over to 4G or a site<br />

goes offline and immediately action that alert. In addition,<br />

4G SIMS are integral within our units so critical services<br />

can automatically switch to a mobile network in case of<br />

interruptions to broadband, without causing any delays in<br />

service,” said Lee.<br />

Security first<br />

As well as uptime, another key concern for most retailers<br />

is protecting customer data. EvolveODM’s ‘ODMSecure+<br />

specialises in making top-level security accessible to<br />

organisations of any size. The solution is fully PCI DSS<br />

Level 1 certified. This ensures that all customer’s payment<br />

information is protected and avoids hefty fines or, in the<br />

event of a data breach, irreparable damage to a businesses’<br />

reputation.<br />

Growing with you<br />

Destination fuel stations, featuring multiple vendors are<br />

becoming increasingly popular as retailers look for ways<br />

to diversify and future-proof their businesses. It is here<br />

where EvolveODM’s technology excels. The company’s<br />

background in hospitality, working across multiple vendors<br />

means they are well placed to advise on the best ways to<br />

grow your business.<br />

“The technology we deploy is already capable of growing<br />

to support larger locations. It is a common solution at a<br />

site level that we deploy across every single location.<br />

A fuel station could initially start out with a small number of<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

“We are focused on<br />

uptime for the sites,<br />

because we understand<br />

that this is critical for the<br />

business. We want our<br />

customers to have the<br />

ability to focus on<br />

growing their business<br />

and not worry about IT<br />

related issues.”<br />

pumps and grow to a be a 45-pump location with a KFC<br />

and a Starbucks and it is the same technology,” explained<br />

Lee.<br />

Lee added: “Our technology allows us to bring together<br />

multiple brands in a single location. We can provide the<br />

connectivity across individual retailers using a single<br />

connection whilst still providing individual security for each<br />

of those brands. It’s no longer just about fuel delivery, it’s<br />

about how can customers order their goods and services<br />

for all the other brands onsite.”<br />

This has proven even more critical in the current climate as<br />

onsite restaurants and food services have witnessed a significant<br />

move from walk up customers to click and collect<br />

and delivery services through third party providers such as<br />

Deliveroo and Just Eat.<br />

“One of the big requirements we’ve noticed during the<br />

coronavirus pandemic is an increase for more Wi-Fi in<br />

locations. Delivery companies all have their own tablet<br />

solutions that work on Wi-Fi so we need to ensure they<br />

have full connectivity and a reliable service so they can<br />

fulfill their orders,” explained Lee.<br />

Customer insights<br />

EvolveODM provides fully GDPR compliant public Wi-Fi on<br />

sites. As fuel stations continue to evolve into destinations<br />

and dwell time at the sites increases, this service becomes<br />

even more valuable and not just to the customer. The<br />

data generated from EvolveODM’s public Wi-Fi remains<br />

the property of the customer and in the age of targeted,<br />

customer driven marketing, is an essential tool to be able<br />

to track customer behaviours and offer timely, personalised<br />

incentives that are of value to the customer.<br />

“A growing number of our clients are using data to map<br />

customer behaviour to build a picture of how customers<br />

spend their time within the location. For example, the data<br />

may show a customer regularly refuels at Shell and then<br />

picks up a coffee from Starbucks. The site can then send<br />

them offers and discounts relevant to them,” explained Lee.<br />

Your IT partner<br />

EvolveODM view themselves as an extension of a business’s<br />

IT team, taking a partnership-based approach to<br />

projects.<br />

“We have grown from a service provider relationship more<br />

into a partnership now and moving forward that is where<br />

we see ourselves sitting. We are not the type of business<br />

that just wants to do a piece of work and that is the end of<br />

it. We want to work alongside a business as they develop,”<br />

explained Lee.<br />

He added: “We proactively work with our clients with the<br />

introduction and implementation of new technologies to<br />

support their business, and as a result they trust us and<br />

involve us at an early stage when they are considering new<br />

development areas or are buying a new location.”<br />

The company, based in Skelmersdale in Lancashire, UK<br />

works with companies of all sizes. Those with a handful<br />

of sites to ones with 6000+. The increasing popularity<br />

across the globe of bringing big name food brands to the<br />

forecourt has seen EvolveODM come into their own. The<br />

company’s vast experience in multi-site retail locations has<br />

resulted in an adaptable solution, which is equipped for<br />

handling any number of sites anywhere in the world. EvolveODM<br />

currently operates across Europe, Australia and<br />

North America, working alongside in-country partners who<br />

know the market requirements and regulations to ensure a<br />

smooth installation process.<br />

The key for EvolveODM is not about the size of the customer’s<br />

business but the ambition, and through their global,<br />

flexible solution they can provide a solid, innovative IT<br />

partnership wherever you are in the world.<br />

For more information visit www.evolveodm.co.uk<br />

pagethirteen<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />




If the past 12 months have taught us anything, it’s that<br />

no sector has remained untouched by the need to adapt<br />

quickly to a changing environment. As we continue to live<br />

in uncertain times, the International Forecourt Standards<br />

Forum (IFSF) is working hard to find new ways to deliver<br />

member value and champion excellence in the sector. The<br />

Forum underwent a period of change in 2020, including<br />

welcoming a new president, new executive board members<br />

and taking their flagship annual conference online. Here’s a<br />

little more about what’s been going on at the Forum.<br />

In November 2020 entirely online, in a digital first, the event<br />

spanning four days united 289 delegates from around the<br />

world, across different disciplines and specialisms within<br />

the forecourt retail and manufacturing sectors. This was the<br />

highest number of attendees at the IFSF conference to date,<br />

with 75% of respondents attending the speaker program.<br />

The event was extremely well received, with the new digital<br />

format proving successful and a good, viable alternative<br />

during the pandemic. One delegate commented - “Very<br />

good organization and good timing. Also virtual participation<br />

enabled an easy integration into the working day” Conference<br />

videos have been viewed over 500 times, and are<br />

available free here: https://youtube.com/playlist?list=PL-<br />

DIxmSjrYsdkBqFDO7_6L4hkrflkinQf8<br />

The conference explored its key theme, consumer experience,<br />

inviting esteemed speakers including keynote Steven<br />

Van Belleghem, who opened the conference with his<br />

much-anticipated talk entitled ‘The Offer You Can’t Refuse.<br />

Customer Experience in 20<strong>21</strong> and Beyond’.<br />

Another conference highlight was a session headed up<br />

by Matthieu Codron, from Be:Mo. The talk, entitled “How<br />

to connect mobility ecosystems with energy? The case for<br />

APIs” further reinforced the benefits of standardised API<br />

interfaces connecting the dots between mobility ecosystems<br />

and energy services. The conference also cemented<br />

the IFSF as pioneers in API development, in collaboration<br />

with Conexxus. This API work continues into 20<strong>21</strong> and beyond<br />

to further refine and streamline consumer experience,<br />

manufacturing, supply, and delivery processes.<br />

On day two, Greg McAuliffe, Head of IT at Certas Retail<br />

Energy, focused on unmanned forecourts exploring the<br />

conference sub-theme, APIs driving speed to market,<br />

looking at the importance of standardisation from a retailing<br />

perspective. Peter Van Nauw, Director of Systems and<br />

Payments from Dover Fueling Solutions, followed up with a<br />

presentation about recent developments in digital transformation,<br />

IoT and artificial intelligence combined with<br />

consumer needs and demands for frictionless, contactless<br />

and mobile transactions at the forecourt.<br />

We’ve been working hard to improve and develop our<br />

digital assets and this year are delighted to launch a brand<br />

new-look website, to improve the browsing experience<br />

of visitors and the user experience for members. With a<br />

dedicated members’ area packed with easy to find and<br />

downloadable resources and standards, plus a revamped<br />

and updated homepage, this is one of many developments<br />

coming this year for the Forum in a bid to provide even<br />

better service, member value and resources to support the<br />

sector. The IFSF have also introduced a new workgroup<br />

page on the site to keep members abreast of the latest<br />

workgroup opportunities.<br />

This year, the IFSF will continue to work hard to deliver<br />

exceptional member value. Joining is fast and easy, and<br />

membership unlocks a wealth of exclusive benefits including<br />

(dependent on membership level):<br />

• Access to the public areas of the IFSF website.<br />

• Right to use or incorporate IFSF standards into a<br />

product, solution or<br />

• Ability to purchase software tools, e.g. for<br />

self-certification of products<br />

• Free access participation in Work Group meetings<br />

• Voting rights at work group meetings<br />

• Access to two hours of technical support per month at<br />

no charge<br />

• Use of IFSF Brand and logo in marketing materials<br />

Full information on membership benefits and how to become<br />

a member are available on the IFSF website: https://<br />

ifsf.org/membership/membership-levels-benefits/<br />

And finally, the IFSF Board & Executive Committee would<br />

like to wish everyone a safe and prosperous 20<strong>21</strong>, as the<br />

sector continues to adapt to new ways of working both on<br />

the front line and behind the scenes.<br />

pagefifteen<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />



By Christian Warning, The Retail Marketeers<br />

A sustainable micro logistic<br />

depot at a Sprint site in Germany.<br />

The Derksen Dog wash is popular<br />

with local dog owners.<br />

pagesixteen<br />

The Mittelstand is often described as the heart of<br />

Germany’s economy – and rightly so, given that mid-sized<br />

firms account for the largest share of the country’s economic<br />

output, employ about 60 percent of all workers, provide<br />

crucial training, and contribute significantly to corporate tax<br />

revenues in Germany.<br />

Mittelstand companies, on the other hand, are defined on<br />

a qualitative level by the unity of ownership and management.<br />

The terms Mittelstand, family business, owner-managed<br />

business and family-owned company should be<br />

regarded as synonyms.<br />

Around 6,000 road petrol stations, which constitute over<br />

40% of German road-based petrol stations are owned by<br />

family owned Mittelstand companies. If you just count the<br />

number of sites from just six of them (Westfalen, Oil, Q1,<br />

Hoyer, Sprint, Präg) you are easily above 1,000 sites.<br />

These leaders of the Mittelstand firms are liable for the<br />

decisions they make with their own assets. This clearly sets<br />

them apart from managers of large companies. It is a fair<br />

assumption, after all, that company owners will strive to<br />

make long-term decisions that safeguard the existence of<br />

the company, so as not to reduce their own assets.<br />

As our industry in Germany is nowadays heavily in competition<br />

with more than 50,000 grocer retailers and discounters,<br />

another 45,000 bakeries and thousands of QSRs it´s<br />

the Mittelstand who reacts to it very actively - turning their<br />

petrol stations from a shop for to-go items into a go-to onestop-shopping<br />

destination.<br />

Mittelstand gas stations have made themselves more<br />

attractive for the increasing mobility of people and the<br />

booming out-of-home market. In a gas station, the customer<br />

spends about 70 seconds in the shop selecting and 40<br />

more at the cash register. What is seen as a disadvantage<br />

in retail is the advantage of the gas station: we sell time<br />

The customer has less and less time, and that’s our niche.<br />

When saving time, the main thing is to make purchasing as<br />

smooth and convenient as possible.<br />

Pay at the pump, i.e. paying directly at the gas pump or<br />

paying for the car wash in an app instead of at the cash<br />

register in the shop are new opportunities that are only just<br />

becoming established in the German market, but took a<br />

quantum leap last year during the pandemic.<br />

In a representative consumer survey we conducted in<br />

January 20<strong>21</strong> these two service offers are very important<br />

factors for Germans when they choose where to refuel their<br />

vehciles.<br />

“A back to normal” will not happen – the digital transformation<br />

will disrupt all types of business models. Technology<br />

such as AI and robotics will be introduced even faster now.<br />

In terms of our industry, this may turn out to be a tipping<br />

point for a whole range of technical transformations which<br />

would have otherwise taken years to accomplish.<br />

Trend-setting form of inner-city delivery<br />

Sprint is an excellent example of the innovative strength of<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

the German Mittelstand. Successfully active in the German<br />

service station market for over 33 years, independently of<br />

international group companies. 140 service stations are<br />

operated nationwide under the Sprint and GO brands.<br />

One Sprint filling station in Berlin has been converted to a<br />

true Mobility Hub pilot location for some time now. Here<br />

they started early with the first Swobbee battery swap<br />

station and just a little later introduced Diesel protect25, a<br />

particularly sustainable diesel with 25% CO² savings compared<br />

to conventional diesel. This was followed by their<br />

first 75KW high-performance charging station, which they<br />

recently put into operation.<br />

So, Sprint didn’t hesitate for a second when DPD and<br />

project partners ONO and Swobbee approcahed them to<br />

open a sustainable micro logistic depot at their service<br />

station.<br />

Sprint is hereby responding to the ever-increasing volume<br />

of parcels in the wake of growing online retail: Particularly<br />

in residential areas where there is a high density of recipient.<br />

In these locations the interplay of microdepots, e-load<br />

bikes and intelligent charging infrastructure is particularly<br />

efficient and environmentally friendly over the last mile.<br />

Since the microdepot is delivered in the morning by an<br />

electrically powered VW eCrafter, the delivery of these parcels<br />

is completely emission-free locally. Volker Kretschmer,<br />

Managing Director of Sprint Tank GmbH, explains: “This<br />

project is a matter of the heart for us. - As a proud partner,<br />

we fully support the initiative and see the site as a first<br />

pointer towards the “filling station of the future.”<br />

Made to grab & go<br />

A classic visit to a service station looks like this: fill up, go<br />

into the store, to the checkout, pay, drive on. In the process,<br />

the customer usually crosses the entire store area.<br />

However, the majority of sales are generated with wall-related<br />

product groups in Germany.<br />

Sixty percent tobacco, ten percent electronic value, another<br />

ten percent beverages, plus 8% foodservice served at<br />

the bake off counter and 3% sales news and magazines.<br />

That’s quickly 90 percent of sales. The remaining ten percent<br />

is spread across the majority of the store space. If you<br />

consider that the customer actually comes right this way on<br />

the way to the checkout, this is a disproportion.<br />

From the Aral petrol station in Emmerich, North Rhine-Westphalia,<br />

the Derksen brothers; a typical independent, twosite<br />

PFS operator, make a yearly visit to the NACS show<br />

in the US to hunt for the next big idea. One such idea - a<br />

gondola in front of the coffers, is in place to increase the<br />

profitability of the neglected shop center.<br />

In the central gondolas for both the Derksens’ gas stations<br />

there are fresh sandwiches, self-service coffee, healthy<br />

snacks and donuts. They also introduced the Derksen Dog<br />

Wash and are winning over local dog owners. This is just a<br />

small but representative example of how close the Mittelstand<br />

PFS operators are to their customers and how they<br />

convert this effort to a local competitive advantage.<br />

Peter Herm, based in the wine region in the south of<br />

Germany, is another perfect example for the power of<br />

the German Mittelstand in our industry. He is analysing in<br />

depth each and every location within his growing 30+ site<br />

network to define the best possible set up.<br />

Whether it´s the decision how to branding his forecourts,<br />

using the major oil brands like Shell or Total or using his<br />

own brand, or the decision about how to utilizing the hyperlocal<br />

site potential best within his non fuels retail offer.<br />

At one site he even has a professional wine shop where<br />

he is organizing regularly wine tasting. At other sites he<br />

has added a Burger King or a supermarket on the same<br />

property to attract a specific target group. His major break<br />

through in the local market was a female dedicated foodvenience<br />

offer, a new to industry CVP approach to winning<br />

the local competition.<br />

The German Mittelstand are both partners to big oil as well<br />

as local competitors and let me tell you on the latter they<br />

are tough ones to beat.<br />

pageseventeen<br />

Christian Warning is the founder and managing director of The Retail<br />

Marketeers. The Retail Marketeers, based in Hamburg, Germany, is an<br />

industry marketing and sales think tank with a proven track record of developing<br />

and delivering award winning convenience retail formats, forecourt<br />

marketing strategies and guiding market entry processes.<br />

Christian is a permanent member of the NACS International Board of<br />

Directors and NACS Regional Representative EMEA.<br />

<strong>forecourttech</strong> recently announced a working partnership with Christian to<br />

create and develop interest and awareness in the <strong>forecourttech</strong> convention<br />

amongst major fuel retailers in Europe, the Middle East and Africa.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

Providers of smart & evolving technologies<br />

optimising the retail forecourt.<br />

a2i systems A/S<br />

+45 2611 2085<br />

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Actual IT<br />

+386 5662 2700<br />

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BigBrother<br />

+31 318 666 699<br />

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AGS Transact Technologies<br />

+91 22 4576 6666<br />

www.agsindia.com<br />

Bottomline<br />

+31 73 658 0480<br />

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pagenineteen<br />

ASIS Automation<br />

+90 <strong>21</strong>6 540 6464<br />

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Diebold Nixdorf<br />

+49 <strong>21</strong>03 900<br />

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Astro Baltics<br />

+372 6280 000<br />

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Dover Fueling Solutions<br />

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Azpiral<br />

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Providers of smart & evolving technologies<br />

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Edge Petrol<br />

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Evolve ODM<br />

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Ingenico<br />

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pagetwenty<br />

Faschang Service & Management<br />

+43 7723 44 600<br />

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Invenco Group<br />

-<br />

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Istobal<br />

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Hectronic<br />

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Kalibrate<br />

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ICASA<br />

+32 11 85 80 80<br />

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Kouros<br />

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<strong>forecourttech</strong><br />

Providers of smart & evolving technologies<br />

optimising the retail forecourt.<br />

Mepsan<br />

+90 <strong>21</strong>6 540 36 90<br />

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P97<br />

-<br />

www.p97.com<br />

NCR<br />

1-937-445-1936<br />

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PDI Software<br />

+49 69 8237960<br />

www.pdisoftware.com<br />

ONEY<br />

+34 911 774 707<br />

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pagetwentyone<br />

REPL<br />

+44 808 200 7375<br />

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#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

<strong>forecourttech</strong><br />

Providers of smart & evolving technologies<br />

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Tammerneon<br />

+358 3 2831 111<br />

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Unicode Systems<br />

+420 568 840 678<br />

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Virta Ltd.<br />

+358 40 510 0312<br />

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pagetwentytwo<br />

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Stand out from the crowd and direct<br />

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for more information.<br />

#<strong>forecourttech</strong> @<strong>forecourttech</strong> www.<strong>forecourttech</strong>.com

technology conference & meetings convention<br />

12 & 13 October 20<strong>21</strong><br />

Asia Gardens Hotel<br />

Alicante, Spain<br />


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