REAL DEAL EXPO HBC/GM
February 23-25, 2005
Las Vegas Convention Center
Las Vegas, Nevada
Convenience Store Decisions Magazine

The sales counter remains some of the most valuable space in the convenience store. Tobacco has largely been removed from the counter and placed on back bars or overheads, creating a valuable opportunity for candy, novelties, and blister packs of “carb blockers,” herbal performance enhancers, weight-control tablets and “hangover helpers.”

Much of the growth in the health & beauty care category stems from personal care products, too. While many might think of this product as dominated by sales to females, men-especially baby boomers – are affecting the growth of personal care products worldwide, according to data from ACNielsen. Shower gels, aftershaves, deodorant sprays and hair-styling products all have experienced significant increases in sales in the convenience channel.

As boomers age, sales of products to help them remain youthful have gone on the upswing. Creams and moisturizers to reduce wrinkles, minimize dark circles under the eyes and lighten dark patches on the skin have been driving growth. Tooth stain removers and whiteners, which were the fastest-growing segment in 2003, increased in sales by 48% last year.

While popular-priced items remain the cornerstone of the convenience store business, many retailers are pushing the envelope by pursuing items that far exceed the industry’s average in-store transaction size of $4.62. 7-Eleven may have begun the trend with atypical convenience items sporting “designer” price points – like $100 Razor scooters – but plenty of other retailers large and small have begun selling items like mini-motorcycles ($499.99), collectible figurines ($25 and up), coffee makers ($30 to $300) and apparel ($20 and up). Trading cards also seem to be experiencing a resurgence, driven by items featuring films, adult-oriented cable TV series and cartoons.