WWW.NATS O.

C O M

N OVE M B E R / D E C E M B E R 2 01 6

THE MEMBER MAGAZINE OF NATSO, REPRESENTING THE

TRUCKSTOP AND TRAVEL PLAZA INDUSTRY

SILVERS TRAVEL
CENTER IS ON THE RUN
WITH ITS REBRAND
Attract New Customers
to Boost Sales
Making Change Part of
Your Culture
Seven Ways to Improve
Grab-and-Go Food Safety

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CHAIRMANS LETTER

The Season of Giving

DON QUINN
CHAIRMAN OF THE BOARD

I know there are so many

ways in which each of us,
both personally and through
our businesses, support those
around us. Whether it is offering
additional support to one of our
employees who need it or giving
to one of the many different
national, regional or local
philanthropic organizations,
there are a number of ways to
show we care.

s we enter the Christmas season, I think

were all filled with a spirit of giving. I
know there are so many ways in which
each of us, both personally and through our
businesses, support those around us. Whether it is offering additional support to one of
our employees who need it or giving to one of
the many different national, regional or local
philanthropic organizations, there are a number of ways to show we care.
At Sapp Bros., we have always started by
focusing on our employees. In addition to
offering a 401(k), profit sharing and tuition
assistance, we try to help when we hear of
a need. It might be something as simple as
helping someone with payroll during a difficult time, which can mean the world to an
employee who is struggling. Nothing shows
them that you care like when you stop to help
one who is in need.
Several years ago, the great Missouri River
flooded and we had to close one of our locations for almost 120 days. We still managed
to pay our employees a percentage of what
they would have earned and they were also
able to collect unemployment. It wasnt a
cheap endeavor, but we knew we had to do
it to keep our people. No one said it better than Andrew Carnegie, Take away my
people but leave my factories and soon grass
will grow on the factory floors . . . Take away
my factories and leave my people, soon we
will have new and better factories.
We also take time to evaluate every request
we receive from organizations within the
community, and we give the local managers
some latitude up to a certain amount. There
are so many good causes, and each of us has
to decide for ourselves which ones to support.
Sometimes, the difficult piece is knowing
how to help someone in the most appropriate way. Working with a structured charity
can provide a way to support causes that
are important to you. This year, Sapp Bros.
worked with the Wounded Warriors Family
Support, raising $30,000 for those that were
injured while serving our country. We have

also been able to support the St. Christopher

Fund by raising funds that help drivers and
their families.
Id like to encourage all operators to consider a year-end gift to the NATSO Foundation, which provides the industry with
safety initiatives, including a partnership
with the National Center for Missing &
Exploited Children to offer Amber Alerts
and the How Truckstops Help People online learning initiative. The NATSO Foundation also provides programs and products
aimed at strengthening travel plazas ability
to meet the needs of the traveling public
through improved operational performance
and business planning.
The Bill Moon Scholarship program is also
a wonderful charity that provides scholarships to truckstop and travel plaza employees and their dependents. For nearly 20 years
the Bill Moon Scholarship Program has been
changing lives and has awarded more than
$300,000 in scholarships.
No matter how you give, I agree with Tom
Heinz, past chairman of NATSO, who encouraged operators to tell others about the
good they are doing. During The NATSO
Show 2015, Heinz challenged members to
enhance the image of our industry by spreading the word about all of the good that we do.
Lets continue that this year as we bring 2016
to an end. We shouldnt be shy about telling
others how we help those around us.
Id love to hear your stories about how you
support your communities. Share what youre
doing on NATSOs Facebook page or post a
comment on the blog.
Thank you for the opportunity to serve
as your chairman!
Best regards,

Don Quinn
Sapp Bros. Travel Centers Inc.
NATSO 2016 Chairman
www.natso.com

WWW.NATSO.COM

NOVEMBER/DECEMBER 2016

THE MEMBER MAGAZINE OF NATSO, REPRESENTING THE TRUCKSTOP AND TRAVEL PLAZA INDUSTRY

C OVE R STO RY
24 S ilvers Travel Center
is On the Run with
Its Rebrand

FEATU R E S
8
ATTRACT NEW
CUSTOMERS TO
BOOST SALES

11

MAKING CHANGE
PART OF
YOUR CULTURE

Chairman
Don Quinn

Editor
Amy Toner

President & CEO

Lisa J. Mullings

Associate Editor
Mindy Long

14

SEVEN WAYS TO
IMPROVE GRAB-ANDGO FOOD SAFETY

Stop Watch is published bimonthly by the NATSO Foundation,

1330 Braddock Place, Suite 501, Alexandria, VA 22314
Copyright 2016 by the NATSO Foundation. All rights reserved. No part of this publication
may be reproduced, stored in a retrieval system, or transmitted, in any form or by any
means, without written permission of the publisher. All editorial materials are acceptable
and published by Stop Watch on the representation that the supplier is authorized to
publish the entire contents and subject matter. Such entities and/or their agents will
defend, indemnify and hold harmless Stop Watch and the NATSO Foundation from and
against any loss, expense or other liability resulting from claims or suits for libel, violation
of privacy, plagiarism, copyright or trademark infringement and any other claims or suits
resulting from the editorial materials. Periodicals postage 024-723 paid at Alexandria, VA
and other mailing offices.
POSTMASTER: Send address changes to Stop Watch, 1330 Braddock Place,
Suite 501, Alexandria, VA 22314

18

D E PARTM E NTS
03
Chairman's Letter
THE SEASON OF GIVING

06

20

NEW OVERTIME
REGULATIONS TAKE
EFFECT IN
DECEMBER

Great Ideas!
SEVEN TIPS FOR SELLING
AT YOUR TRUCKSTOP'S
TRANSACTION COUNTER

07

Compliance Corner
CHANGES TO LABOR
STANDARDS WILL AFFECT
NATSO MEMBERS

16

Foundation Update
SEVEN WAYS TO
SUPPORT THE HOMELESS
IN YOUR COMMUNITY

We Want to Hear From You!

Do you have comments, ideas or suggestions? Dont hesitate to contact us.

The NATSO Foundation
Amy Toner, Stop Watch Editor
1330 Braddock Place, Suite 501, Alexandria, VA 22314
Email: editor@natso.com / Phone: (703) 739-8570
http://www.facebook.com/NATSOInc / www.natso.com

THE NATSO
SHOW

26

Great Ideas in Action

PETRO TRAVEL
STORE #353

DARRENS GREAT
Darren Schulte, NATSOs vice president of membership and a retail expert, writes a biweekly retail column on NATSOs
blog. We feature the best here in Stop Watch magazine. Join Schulte on NATSOs website at www.natso.com/great-ideas
to read his digestible retail tips every other Thursday.

SEVEN TIPS FOR SELLING AT YOUR TRUCKSTOP'S TRANSACTION COUNTER

Your transaction counter is one of the

most important touch points that you
have in your operation.
It is frequently the first and last thing
your customers see upon entering and
leaving your operation. It is valuable
and every single truckstop and travel
plaza should treat it as premium space.

4.

High-margin items with a solid

gross margin return-on-investment
should be a driving force in deciding what products are placed on
and around the transaction counter. How does yours compare?

5.

Be wary of too much product.

It sends the wrong message to
your customers. Trying to use
every available open space can
create clutter and customer confusion. Are there items you can
clear from your space that would
make it more effective?

6.

Are there products placed on/

around the counter that hold an
interest to the four-wheel customer but are out of sight lines?
An example is a universal USB
12-volt plug-in adapter.

Here are seven thoughts to consider

when choosing what to put in that space:
1.

What are you trying to convey to

customers when choosing items
for the transaction counter?

2.

Think about the product mix on

and around the transaction counter. Is it the right mix?

3.

Most transaction counters have

candy placed on them. Consider focusing on large bars vs.
small bars on the counter so
that the customer cannot make a
trade down.

7.

Members often ask me What

is the maximum number of programs/products a transaction
counter should have? Id recommend no more than six programs.
Here is a sample product mix Id
recommend: lighter program, universal USB 2 SKU on two-tiered
display, 5-Hour Energy Drink,
four SKU on two-tiered display,
fresh fruit in basket (preferably
oranges, green apples or bananas), e-cig and vapor, and large
candy bar or multi-pack gum for
suggestive selling.

HAVE A RETAIL MERCHANDISING, MARKETING OR OPERATIONS QUESTION? Reach out to Schulte at dschulte@natso.com or (703) 739-8562
and hell answer your question in the next Darrens Great Ideas! for Independent Operators.

November/December 2016

COMPLIANCE CORNER
David Fialkov, NATSOs vice president, government relations, legislative and regulatory counsel, frequently provides
regulatory toolkits on key regulatory truckstop and travel plaza issues on NATSOs website. We feature a snapshot of the
full toolkit here in Stop Watch magazine. NATSO members can contact Fialkov at dfialkov@natso.com.

CHANGES TO LABOR RULES WILL AFFECT NATSO MEMBERS

The National Labor Relations Board
has revised the so-called joint employer standard significantly to expand the scope of determining coemployment under the National
Labor Relations Act. Specifically, the
NLRB decided that a company of
an employee could be considered a
joint employer if it possesses the
right to control various terms and
conditions of employment, regardless
of whether that company actually exercises such control. Previously, employers had to actually exercise control to be considered a joint employer.
This will have serious consequences
with respect to unionization and employers oversight of their employees
and contractors, particularly in the
franchisor-franchisee environment.
In addition, the Department of Labor has
released guidance that has the effect
of limiting employers ability to classify
workers as independent contractors
rather than employees. Both moves will
have a direct affect on NATSO members as the franchisor-franchisee business model is ubiquitous throughout
the truckstop and travel plaza industry
and many NATSO members utilize independent contractors.

THE JOINT EMPLOYER STANDARD

Broadening the joint employer standard will expose more companies to

legal liability for how their subcontractors, staffing agencies and franchisees treat their employees. The
ruling also makes businesses more
susceptible to workforce unionization
and will have serious consequences
related to employers oversight of
their employees and contractors,
particularly in the franchisor-franchisee environment.

The new joint employer standard also

means that more employers can be
held liable for unfair labor practices.
Businesses should give greater scrutiny
to the employment practices of subcontractors, franchisees and staffing agencies. NATSO members are advised to
closely scrutinize existing relationships
with contract workers, such as equipment inspectors, delivery personnel and
maintenance staff, to determine whether
there is a vulnerability to findings of joint
employer status.
NATSO members that are franchisees
are advised to contact their franchisor to discuss the new joint employer
standards implications for their arrangements. NATSO members that
are franchisors are advised to closely
audit their franchise agreements to
ensure they appropriately allocate decision-making authority in light of the
evolving nature of the NLRBs joint
employment regime.

INDEPENDENT CONTRACTORS

The DOLs guidance on independent

contractors is a potentially critical
development in labor law. The rules
remain largely ambiguous, but the
guidance delineates six factors that
should be used to make independent
contractor assessments:
They are:
Are

the workers contributions an

integral part of the employers
business?

Is

the workers opportunity for profit

or loss based on or affected by the
workers managerial skill?

How

do the relative investments of

the employer and the worker in the
workers business compare?

Do

the workers job duties require

advanced skills?

What

is the degree of permanency

in the work relationship?

What

is the nature and degree of

control exercised and retained by
the employer?

The DOLs guidance indicates that the

federal government is likely to increase
its independent contractor enforcement efforts. It also means that plaintiffs lawyers can be more aggressive
in asserting claims against employers
when purported independent contractors suffer labor grievances. The status
of a worker as an employee vs. an independent contractor can have implications in a variety of areas, such as an
employers obligations to pay overtime
benefits, offer healthcare coverage under the Affordable Care Act and be liable for workplace injuries.
As a best practice,NATSO members
should audit their independent contractor relationships to ensure that they
comport with the DOLs guidance.

GET THE FULL ANALYSIS

NATSO prepared a full analysis

of the NLRBs effort to revise the
joint employer standard and the
Department of Labors guidance on
independent contractors, including
more detail on the potential affect this
could have on NATSO members.
The full document is available only
to NATSO members at http://
www.natso.com/articles/
articles/view/-joint-employerstandardunionization-summaryand-compliance-guide-fortruckstops-and-travel-plazas.

www.natso.com

n todays market, truckstops and

travel plazas are facing increased
competition on several fronts.
Restaurants and retailers are adding
fuel as well and charging stations for
electric vehicles, and convenience
stores are rolling out amazing graband-go food programs. At the same
time, improved fuel mileage on vehicles means customers dont have
to stop as often for fuel. In response,
operators are stepping up their efforts to attract new customers while
also increasing the conversion rate
of fuel customers, getting them to
come into the store.

ADDING OFFERINGS
Just over one year ago, Bobby
Berkstresser, owner of Whites Travel
8

November/December 2016

Plaza, launched Destination Station

at the location, which has brought
in more customers. Destination Station features a Caribou Coffee, Subway and Popeye's Chicken as well as
a made-in-Virginia store, pet wash,
movie theater, barber shop and the
country's first pharmacy at a travel
center. The location also features live
music once a month.
Since Destination Station opened,
Berkstresser has seen Friday, Saturday and Sunday become the busiest
days of the week. Traffic and sales
are increasing every month, he said.
More importantly, customers
mentality is shifting, Berkstresser
said. Instead of seeing the location
as a place to stop and get fuel, people
are truly seeing it as a destination.

We have drivers who are planning

their 30-hour break with us. They
get a haircut, they watch TV, they
go to the theater and watch movies and they get their prescriptions
here, he said.
The number of drivers filling their
prescriptions at the truckstop is increasing. Recently a professional
driver came in on a Sunday in crisis
because he had run out of medication without realizing it. The pharmacist emailed the doctor and got
a prescription sent in and was able
to get it filled. The driver couldnt
believe it. He said, I just got my
prescription filled at a truckstop,
Berkstresser said.
Berkstresser said adding music performances, which feature local blue

BY MINDY LONG

grass and country bands, has boosted

sales as well. The drivers like it but
the local crowds love it. Our restaurant business is incredible on the
nights we have music, he said.
The performances are also boosting the sense of community. After a
performance one week, Berkstresser
received an email from a customer
saying it was one of the nicest community get-togethers she could remember. She said, Im having a
blast. Im seeing people out that I
havent seen in years.
Cindy Knight, human resources
manager at Rochelle Travel Plaza,
said adding events for the community has helped her attract locals and
drivers alike. Petro Rochelle hosts
an annual car show, which is help

ing bring in customers. Because

were located right off of Interstate
39, I get cars from all over the place,
Knight said. It is free and we do
trophies for the top 10 cars. Hopefully we can get people out here and
get them in the building so they can
see what we have, she said.

STOCKING UNIQUE ITEMS

Knight is also focusing on adding items her customers cant get anywhere else. Dots Pretzels, which are
made by a small company in North
Dakota, are a popular item that brings
in customers. Were the only ones in
the state of Illinois who sell them. We
have a rack of them and we have Facebook fans who will post if the rack was
empty, she said. Were trying to find

those niche products people cant get

anywhere else to try and get the locals
to come out.
She has worked with a local vendor to carry Woodys Caramel Corn,
which is popular in the area. There
are certain stores around Northwestern Illinois that have it and we can tout
that we are one of them, she said.
Petro Rochelle has added Strombolia type of turnover filled with
cheeses, meats and vegetablesto
its grab-and-go deli because it isnt
available anywhere else in town.
Usually you see the traditional pizza ingredients, which we do, but we
also do pulled pork, Italian sausages
and peppers and chicken broccoli,
Knight said.
Knight said gaining local customers is a priority. You have the ups
and the downs with the over-theroad traffic. If you can get the loyalty of the local customers, that can
prop you up through those ups and
downs, she said.
Jim Goetz, vice president of Goetz
Co., which operates the Petro Travel
Plaza in Portage, Wisconsin, has increased sales by focusing on locals as
well as tourists heading to their cabins. The location added liquor and
mixers. Years ago we never would
have thought of it, Goetz said.
Petro Rochelle also reaches out to
travelers. The location has added services and fuel specifically for RV traffic. We carry a line of RV-specific
items in the trucker store and we have
the pull-through parking for them
and a pump that is off to the side to
make it easy for them, Knight said.
Knight advertises the RV services at
the five major campgrounds within an
hour-and-a-half of the location. I advertise in the map that they give every
camper. I highlight our full RV services
so they can hit here on the way home
or on their way next year, she said.
www.natso.com

WORKING WITH SCHOOLS

Supporting local schools and
sports teams can also attract new customers. Knight said she offers free ice
cream cones to teams, and Berkstresser
has offered a portion of sales to local
elementary schools.
It is nice to do things for the community and make a difference, and it
might bring in people who wouldnt
come in. If they come in one time,
they are more likely to come back,
Berkstresser said.

GET SOCIAL
To spread the word about
its products and specials, Tristen
Griffith, general manager at Sacramento 49er, said the location has
turned to Instagram to connect with
both existing and potential customers. The store manager posts photos
of the location as well as items that
are on special.
Both Berkstresser and Knight
use Facebook to attract customers.
In addition to sharing on the locations Facebook page, Knight shares
on pages for local groups, posting
information about jobs and local
products the location has available.

OFFERING SAMPLES
To spur sales of existing products within the store, some locations
are offering samples of products.
During the Great Ideas! Session at
The NATSO Show 2016, one in-

10

November/December 2016

dependent operator told attendees

that the location had boosted sales of
peanut brittle by setting up a table to
offer samples and then suggestive selling the candy.
Dan Alsaker, president of Broadway Flying J, said the location saw
sales of Tropiceel muscle ointment
increase when he offered samples to
drivers with each shower.
Tropiceel provides unlimited sampling so its customers can provide
samples of the muscle relief rub to
drivers who have purchased a shower. It makes drivers feel special at
that stop, said Becky Jean Horrace,
a spokeswoman for the company.
Horrace said the samples help boost
sales of the products and spur word-ofmouth marketing among drivers. The
company also provides sample packs
to locations employees. We want
to build champions. Employees who
have had a positive experience with
our products and might be inclined to
enthusiastically share the benefits they
received, said Patrick Jovin, director
of marketing for Tropiceel.

ENGAGING EMPLOYEES
Employees play a crucial role
in attracting and retaining customers, Berkstresser said, adding that he
is increasing wages and is hiring better
and nicer employees all of the time. A
few years ago at The NATSO Show,
a lady from JetBlue spoke and gave
hints on the quality of help and past

and future behavior and what you can

expect, Berkstresser said, referring to
Ann Rhodes, JetBlue founding executive and author of Built on Values:
Creating an Enviable Culture that
Outperforms the Competition.
Creating a customer-service focused
culture is dependent on managers and
the human resources department,
Berkstresser said. Once you start that
culture, then those are the people that
come and put in applications. We had
a lady from the community come in
last week. Her family had sold their
bed and breakfast. She said shed seen
what wed been doing and wanted to
be a part of it, he said. When you
start attracting those types of people
and good people want to come to
work for you, it has a trickle effect.

CULTIVATING LOYALTY
Attracting customers is just
part of the equation. Converting
them to loyal repeat customers is the
next step. Berkstresser said his offerings as well as employees are bringing
customers back.
One of Berkstressers local, elderly
customers moved all of her prescriptions to the location once the pharmacy opened and came in daily for a meal
or to purchase something. Coming to
the truckstop gave her a reason to get
dressed each day, Berkstresser said.
When the woman passed away recently, her husband brought Berkstresser a gift and told him that the
night before his wife died, she told
him she was sorry she didnt get to the
truckstop one last time to say goodbye. He said she loved getting out
every day and saying hi to everyone.
That isnt a story that most people in
the truckstop business would tell you,
Berkstresser said. That ultimately is
what youre here for. What you can do
for people and how you make them
feel is why were in business.

MAKING

E
R
U
T
L
U
C
R
U
O
Y
F
PART O

BY MINDY LONG
he ability to evolve and
change can strengthen a
business and contribute
to long-term success.
Within the truckstop and travel plaza
industry, shifts in consumer behavior
coupled with increasing competition
are driving the need for operators to
explore and adopt new service offerings in order to stay competitive.
You have to clarify how the future is going to be different than the

past and how your team can make

the future a reality, said Darren
Schulte, vice president of membership at NATSO.
Recently, Dollar General added
fuel, Purple has started offering
home delivery of fuel in certain areas and big box retailers are offering
grab-and-go food.
We need to get into other peoples business because they are getting into ours all of the time,

Schulte said. We are truckstops,

but we have to be thinking of how
we get to other pieces of the business, Schulte said. We have to use
what we have and the weapon we
have is fuel. We have to figure out
ways to maximize that.
Don Quinn, president of Sapp
Bros., said change has always been
necessary for success. We have
understood the opportunity that
comes with change, he said.

www.natso.com

11

Celebrating
the wins and
successes,
even when
theyre small,
can help keep
momentum.

Quinn said Sapp Bros. has pursued change when it has found ways
to improve the customer experience
with faster, better or less expensive
offerings. The company also looks at
opportunities that make the employees jobs easier. The other factor is
the bottom line, he said. What are
the economics of it? What is the cost
benefit of the opportunity?
While there is no reason to change
for changes sake, the successful companies are ones that start changing
before something dramatic happens,
Schulte said. They are the ones that
start doing something before change
has to happen, he said.
For example, companies that are
reacting now to upcoming CAF
standards and the improved fuel mileage vehicles are going to get are the
ones that are going to be successful,
Schulte said. They recognize that
both trucks and cars will get better
fuel mileage and that means less and
less stops. There are doing things to
make different types of customers
shop with them, he said.
12

November/December 2016

SEEKING GROWTH OPPORTUNITIES

Keith Wade, manager at Dodge City
Petro, said the location is constantly
looking for opportunities to grow. We
can never stop thinking about our next
growth opportunity. Ive been here for
five years and we have not stopped
adding to the business, he said.
In the past five years, Dodge City
Petro has added 200 more parking
spaces, a six-bay truck service center and a Popeyes Chicken, and it
is preparing to add a Dunkin Donuts. Weve taken the store from
2,300 square feet to 7,000 square
feet, he said.
Each addition has provided an
overall boost. Every option you
add is just another draw off the interstate, Wade said.
Initially Wade was concerned adding a quick-service restaurant would
hurt sales in the sit-down restaurant,
but that hasnt been the case. When
we added the Popeyes, Iron Skillet
sales went up 6 percent and gas went
up 30 percent, Wade said. Every
time we add an additional piece to

our property or another profit center,

well have double-digit growth.
That growth lasts for a few years
then levels back out, Wade said.
That is when they decide it is time
to go at it again.

IMPLEMENTING CHANGES
Managing change requires a strategy
to move forward. When it comes to
change, you have to set the stage,
Schulte said. As the leader, you have
to guide that change.
Quinn agrees that change begins
with the leadership. You have to identify the change you want to pursue or
affect within your organization, he
said. At that point you need to identify the steps involved and what the end
result is or that you desire.
Identifying the steps is similar to
setting any goal or objective. You
set it and map out the plan to get
there, Quinn said, adding that the
end goal can sometimes be a moving
target. Plan A might turn into Plan
B before youre finished. Someone
might come up with a better idea.

For Schulte, managing change is a

team effort. True, powerful change
comes when the group is acting together and guiding the change. It
can start with the CEO or owner having a vision, but you build a team to
move change, Schulte said, adding
that the team leaders need to identify
team members who will support the
project and help it move forward.
Youve got to communicate so everyone understands it and has buy in.
The more people that understand the
program and buy into it, the quicker
change will happen and the more successful it will be, Schulte said.
To make change successful, Schulte said leaders have to empower other
people. Have faith in them. Remove
as many barriers as possible to make
success possible, he said. There
can be a vision, but then there is red
tape. You have to remove that.
Quinn said it is important to give
employees the opportunity to tackle projects. By relying on them,
youll discover that those people
can probably do it better and faster and more effectively than you
can, he said. Give them a chance
and look back and thank God that
someone gave you a chance. There
are employees that work for you
that are chomping at the bit to get
that same chance.
Once the plan is in place and
team members have been identified,
the key is to act. Create a sense of
urgency. Help others try to understand why the change has to happen, why it is important and why
you have to act, Schulte said.

MANAGING EMPLOYEE EXPECTATIONS

Change can sometimes bring uncertainty, which makes communication paramount. As you communicate the change with your staff

and employees, it is important that

you identify the benefits knowing
that their job may change or will
change but they are still a valuable
employee and that they will remain
on staff even though their job may
look different, Quinn said.
To get employees onboard, Quinn
explains the benefits and then leads
the way. You cant just talk. You
have to show the way, he said.
When Bobby Berkstresser, owner
of Whites Travel Plaza, purchased
the location, he implemented a
number of changes, which he said
many employees welcomed. There
were a lot of people that wanted to
see the place do good. Theyd invested years of their time and they
were anxious to see someone come
in and start remodeling, he said
[learn more about the changes at
Whites Travel Plaza on page 8].
The catalyst for change can sometimes be a dip in sales or a failure of
some sort. When things are broken, things arent working or there
has been a disaster or an epic failure, that is when change happens,
Schulte said. From every disaster

comes the power to re-shape a stagnant organization.

When you change, youre refusing to be defeated, Schulte said.

MARKING THE MILESTONES

Celebrating the wins and successes,
even when theyre small, can help
keep momentum. Celebrate the
success and the change when you get
there, Quinn said.
Shulte said, When you have a
long-term strategy, it can take a
long time to reach it. You have to
produce some early wins and things
you can celebrate.
Short-term wins should be visible.
If the goal is to increase the average
ticket 30 cents and it has moved up
a nickel after a month, that is visible
and tangible, Schulte said.
It is important not to let up after some initial victories. After
youve started to see some successes
or improvements, that is when you
should try even harder, Schulte
said. Pressing harder and faster
after the first success is critical and
you have to continue to be relentless in initiating change.

The catalyst
for change can
sometimes be a dip
in sales or a failure
of some sort.
www.natso.com

13

WAYS TO IMPROVE
GRAB-AND-GO

FOOD SAFETY
BY MINDY LONG

ales of grab-and-go foods

are on the rise. In response,
truckstop and travel plazas
are increasing their hot and cold
quick-serve items. To maintain
safety, it is important for locations
to choose the right items to add to
their cases and follow certain handling procedures for preparing and
holding food.
The potential for food-borne
illnesses increases dramatically if
youre not paying attention, said
Darren Schulte, vice president of
membership for NATSO. Here are
seven ways NATSO members can
improve grab-and-go food safety.

SELECT THE RIGHT ITEMS

Some items need more time and

attention than others, which is why
Michael Ouimet, president of Ouimet Resources, which operates travel
center restaurants in 11 states and
provides consulting work, said it is
14

November/December 2016

important for operators to consider

what items make sense for them,
particularly in the open, refrigerated
deli cases.
There are some things that are
harder to maintain quality on than
others, so you have to be selective
with what you put in there, Ouimet
said, adding that quality as well as
safety is a concern.
Schulte said an egg salad sandwich, for example, has stricter food
safety parameters than a peanut
butter and jelly sandwich.
Ouimet said salads as well as the
bread on sandwiches need more monitoring to maintain quality. We try to
put the lettuce and tomato separate so
the bread doesnt get soggy, he said.
Overall, Ouimet said grab-andgo customers are looking for more
flavorful products and wider variety.
Many are also after protein. Hard
boiled eggs are the No. 1 SKU in
grab-and-go, he said.

ROTATE FOOD PROPERLY

Food safety depends on a good

dating, rotation and tracking system. Ouimet said on cold foods,
operators can typically get three-tofive days of shelf life on products.
Even though we have a three-tofive day useful life, we still want
to turn it every 48 hours. If youre
not changing those every two days,
youre preparing too much, he said.
That comes down to the discipline
of process.
For hot foods, it is equally important to pull foods after a certain
amount of time, which is often dictated by the manufacturers directions (see more below).
The breakfast sandwiches that
youre putting on the hot hold are the
hardest to maintain quality on. You
put a sausage egg and cheese biscuit
out at 6 a.m., those need to be pulled
every two hours, Ouimet said.

That means locations need to adjust the amount they prepare based
on the day of the week or the time
of the day. Knowing what to prepare
and when comes down to knowing
your customer, Schulte said.

THE TIME
3 WATCH
AND TEMPERATURE

It is critical to think about time

and temperatures, Schulte said. He
recommends locations make notes
about how often employees need to
be checking items to ensure theyre
holding their heat and also write
down when items have been put
out and when they need to be removed. Time and temperature is
critical not only for food safety, but
for quality, he said.
Broadway Flying J takes hourly
temperatures for all hot food to
make sure that the proper temperatures are maintained and checks
the cold case temperatures daily.
When it comes to hold times, the
location follows the manufacturers
suggestions as well as its own experience. The manufacturer may
state the you can hold something
for three hours, but we may go
to only two because the product
quality will degrade before the
three hours, said Damon Borden,
truckstop operations manager for
the company.

4 FOLLOW DIRECTIONS

Vendors can provide detailed information on how products should

be thawed, prepared and held. Follow the directions on the package,
Schulte said. When the directions
say, do not put it in the refrigerator, keep frozen, do it. When it says
thaw for eight hours before serving, follow that, he said. Are you

following the instructions for that

specific situation?

CROSS
5 IDENTIFY
CONTAMINATION RISKS

As programs grow, the risk of cross

contamination increases. If youve
gone from hot dogs to chicken,
vegetables and hard boiled eggs,
you have multiple foods and have
to watch for cross contamination,
Schulte said. If today youre not
making chicken salad sandwiches
and you start selling them, now it
could be a bigger issue.

WASH HANDS

A lot of food safety comes down

to following simple best practices,
such as washing hands and/or using
gloves. For those locations that use
gloves, Schulte said it is important
that employees change them frequently. You cant have those on
and touch chicken and then touch
something else, he said. Just because they have gloves on doesnt
mean theyre safe.
Operators should monitor employees to ensure theyre following procedures, Schulte said. He asked, Are
employees wiping their hands on their
apron and then making a sandwich?

GET TRAINED

Schulte recommends locations

expanding their food service offerings
start by sending employees to food
safety handling classes. Make that
part of your program, Schulte said.
All employees who handle food at
Broadway Flying J have to obtain a
state food handlers card, and the location has cooks and prep cooks complete ServSafe training. This is a very
detailed program about the safe handling of food, Borden said.

To maintain safety, it is
important for locations
to choose the right items
to add to their cases and
follow certain handling
procedures for preparing
and holding food.

www.natso.com

15

FOUNDATION UPDATE

Seven Ways to Support the Homeless in Your Community

BY TIFFANY WLAZLOWSKI NEUMAN,
NATSO'S VICE PRESIDENT,
PUBLIC AFFAIRS

early 1 million people experience

homelessness on any given night
in the United States. As businesses that cater to the traveling public and
support local communities, truckstops
and travel plazas are in a unique position to help those who may be experiencing homelessness.
The primary causes of homelessness in the U.S. include the lack
of affordable housing, poverty or
a lack of employment opportunities. Often times, the idea of what
homelessness looks like does not
match the reality, and truckstop
and travel plaza employees may be
interacting with homeless persons
and not even know it. Truckstop
employees might also periodically
encounter requests for food, shelter,
transportation or money.
Whether it is providing food, connecting someone in need with the
appropriate agency or advocating
for better resources for the homeless,
truckstops have an important role to
play. Here are seven ways truckstop
and travel plaza operators can support
the homeless in their communities.

ESTABLISH RELATIONSHIPS WITH

LOCAL SHELTERS, CHARITIES OR
FOOD BANKS: Know where to call and
who to speak with at these organizations before someone asks for help.
Create a list with contact information
for the appropriate person, so you
have resources available when needed.

CONSIDER SPECIFIC WAYS TO HELP:

Given the resources at truckstops
and travel plazas, operators can be in a
unique position to offer help. Can you
provide someone with a shower, an
opportunity to wash clothes or a meal?
Locations may also be able to offer the
opportunity for employment.

CREATE A POLICY FOR EMPLOYEE

PROTOCOL: The policy should
clearly define the types of help employees may provide. The location
can then train employees on how to
offer assistance.

DETERMINE NEED: There are several ways operators and employees can determine need if they
suspect someone might be homelessness. Megan Hustings, interim direc-

HOW TRUCKSTOPS HELP THE HOMELESS:

AN ONLINE GUIDE

The NATSO Foundation has developed the e-learning course

How Truckstops Help the Homeless to help truckstop owners,
operators and their employees understand homelessness
in their communities and how they can best help someone
who comes into their location who may be experiencing
homelessness or without resources. It is the second course in a
four-part series focused on "How Truckstops Help People." It is
available online at http://www.natso.com/onlinelearning .
16

November/December 2016

FOUNDATION UPDATE

THREE TYPES OF HOMELESSNESS

People often have an image of homelessness in their mind, but there are three types of homelessness. They are:

Chronic: The chronically homeless

are typically entrenched in the shelter
system. They tend to be older and
consist of the hard-core unemployed.
They make up the smallest proportion
of the homeless population.

Transitional: The transitionally homeless

generally enter the shelter system for a
short period of time before transitioning
into more stable housing. They are likely to
be younger and are probably homeless due
to some catastrophic event. They make up
the majority of the homeless.

Episodic: Those who frequently shuttle

in and out of homelessness are known
as episodically homeless. They tend to be
young and are often chronically unemployed
and experience medical, mental health and
substance abuse problems.

tor of the National Coalition for the

Homeless, suggests operators simply
ask the person if he or she needs
help. Employees could also ask if the
person is aware of the local homeless
agencies, how long it has been since
the person has eaten and how long
theyve been in the area.

ADVOCATE FOR CHANGES IN HOMELESS POLICIES: By getting involved at the local and state levels,
operators can make their concerns
about homelessness heard.

KNOW YOUR LOCAL LAWS: Some

cities have adopted laws that
prohibit food sharing with the homeless, sleeping in cars and begging. It
is important for operators to know
their local laws to ensure theyre not
violating any restrictions when helping the homeless.

Nov. 1220, 2016, marks National Hunger and

Homelessness Awareness Week. Train your staff
to help the homeless today.

PUT EMPLOYEE SAFETY FIRST:

While it is important to offer
help to the homeless, it is critical to
put employees safety first and there
are several things employees should
never do, including never give someone a ride to a different location,
never dismiss someone who needs
help or speak rudely to them, and
never put themselves, a co-worker or
customer in any sort of risk.

www.natso.com

17

OVERTIME REGULATIONS
TAKE EFFECT IN DECEMBER

ew rules from the Department

of Labor that govern which employees are eligible for overtime
pay take effect on Dec. 1, and truckstop and travel plaza operators are
working to understand how the rules
will affect their operations and how
they will comply.
For us out here in the real world
it is very difficult to deal with, said
Dan Alsaker, president of Broadway
Flying J.
The rules double the minimum
salary threshold that employees must
earn in order to be exempt from
overtime pay, increasing the figure to $47,476 per year ($913 per

18

November/December 2016

week), up from the previous salary of

$23,660 per year ($455 per week).
All of our assistant managers fall below that threshold, so we have to go
back in and rework how we address
them. Some of our managers fall below that criteria as well, so were having to go back and restructure what we
do with their pay, Alsaker said, adding that one of the challenges with the
change is it doesnt take into account
the cost of living in certain areas, such
as rural towns where many truckstop
and travel plaza locations operate.
Under the new rules, employees
earning under the threshold are eligible for overtime pay of at least 1.5

times their normal salary for all hours

worked per week over 40. The salary
threshold will be automatically updated every three years based on wage
inflation, and the change could present considerable challenges to employees and employers alike.
Those who earn more than this salary threshold are also entitled to overtime pay unless they qualify as white
collar employees under the Department of Labors duties test. NATSO
had urged the Department of Labor
not make any changes to the duties
test, which provides sufficient flexibility to enable managers and assistant
managers to perform ministerial work

as needed without forfeiting their exemption from overtime pay.

The distinction between whether
an employees primary duty is exempt work or non-exempt work is
particularly blurry in the truckstop
and travel plaza industry, where a
managers ability to pitch in and
help line employees when needed is
a key part of the industrys management culture and necessary to enhance the customer experience.
Employers will have six options for
responding to the new overtime rules.
NATSO has outlined each option in
an in-depth toolkit on its website.
Options include:
Increase the employees salaries
by the amount necessary to reach
the new salary threshold.
Limit employees to 40 hours per
week and assign additional work

to other employees, including potentially hiring more employees.

Simply pay time-and-a-half overtime pay for all hours above 40
hours per week.
Increase the number of hours to
which a salary is tied.
Decrease employees pay so their
new payments with overtime
match their previous salary.
Utilize a fluctuating workweek
method in which the employees
rate of pay will vary based on the
number of hours worked.
Alsaker is concerned that several
of the options will have a deflation
effect among employees who were
salaried and are moved to hourly.
Salaries are how we build on our
careers and how we advance. Now
were yanking the salary away and
making them hourly, he said.

LEARN MORE! NATSO's

Vice President, Government
Relations, Legislative and
Regulatory Counsel David Fialkov has
written a regulatory toolkit on this issue.
Download the full guide to the overtime
rules at www.natso.com/overtimetoolkit.
Bob Wollenman, owner of Deluxe
Truck Stop, said most of his employees
are hourly, so the change will have little effect on his location, but he noted
that the people writing the rules have
no first-hand experience with what is
going on out in the world.
Alsaker said complying with the
shift is creating a difficult, internal
struggle for the location, but he will
find a solution. We will be creative.
We will rebound, figure it out and
make it work, he said.

Do you have
the eeentials?

From winter
wear to toys and gifts, KSG has what you need.
Whether its a couple of items or entire sets, we can take care of you.

We are your full service general merchandise supplier!

Contact us today! 1.800.225.1243 or sales@ksgdist.com

www.natso.com

19

REGISTRATION PRICING
Register on The NATSO Shows website at
www.natsoshow.org or by contacting Afua Smith
at asmith@natso.com or (703) 739-8568.

MEMBER
1st Attendee.........................................................$229
2nd and 3rd Attendee..........................................$179
Additional Attendees..........................................$109

NON-MEMBER
Attendee ............................................................ $649

The NATSO Show is two-and-a-half days of smart ideas,

great new products and good adviceall designed to meet
the unique needs of travel plaza and truckstop leaders.
Expect some big changes this year combined with the
best of what you loved from years past. Invest in your
truckstop today by registering.
Dont miss this exciting opportunity!
Visit www.natsoshow.org or call (703) 549-2100.
KNOWLEDGE

CONNECTIONS

SOLUTIONS

Learn ideas from

ahead-of-the-curve
experts

Gather good
advice from
fellow operators

Find great new

products
and services

20

November/December 2016

Hurry! Register by Dec. 9 to receive these earlybird rates. After Dec. 9, registration rates increase
by at least $100.

LOCATION
The official host hotel for The NATSO Show 2017 is
the Westin Savannah Harbor Golf Resort & Spa.
The NATSO room rate of $199 plus tax is available
until Jan. 11, 2017, or until the NATSO block sells out.
The main events of The NATSO Show, including the
education and exhibit hall floor, will be held directly
next-door at the Savannah International Trade &
Convention Center.
Rooms can be reserved at www.natsoshow.org
or by calling (912) 201-2000 and referencing
The NATSO Show.

STAY TUNED!

Three more keynote

presentations will be
announced soon.

SCHEDULE AT-A-GLANCE
While the full conference agenda is
available at www.natsoshow.org,
heres what you need to know at-a-glance.
SATURDAY, JAN. 21
Saturday is the arrival day for those participating
in the board meetings. Those in town should plan
to join NATSOs Chairmans Circle members for
welcome cocktails. New members who have
arrived in Savannah will also be treated to a New
Member Dinner.

SUNDAY, JAN. 22
The NATSO Board and NATSO Foundation Board
Joint Meeting will be held in the morning. The
NATSO Show will officially kickoff with the annual
favorite Opening Workshop: Great Ideas! for
Independent Operators. Following the workshop is
the State of the Industry and Keynote Address and
the Welcome Party on the show floor. The night
will end with the NATSO PAC Football Party.

MONDAY, JAN. 23 AND TUESDAY, JAN. 24

Monday and Tuesday mark two full days
of educational sessions, exhibit hours and
networking opportunities that will help you
improve your truckstop business. Be sure to
RSVP to connect with industry executives at
Monday nights dinner at the Olde Pink House,
which is open to all truckstop and travel plaza
attendees. This VIP dinner is your chance to
network with key suppliers and your fellow
industry leaders at one of Savannahs best
restaurants. We'll end the day on Tuesday with an
ice cream social on the show floor sponsored by
Federated Insurance.

KNOWLEDGE!
INNOVATIVE ADVICE FROM
AHEAD-OF-THE-CURVE EXPERTS.
Captivating and engaging sessions
on the hottest industry topics already
planned include:
POLITICAL INTELLIGENCE
David Fialkov, NATSOs vice president of
government affairs, will offer his take on
what the new presidential administration
and Congress will mean for the business
community, and truckstops and travel
plazas in particular. Having represented
fuel retailers and the convenience store
industry in Washington, D.C. for seven years,
Fialkov brings an understanding of not only
the business environment and legal issues
confronting travel plazas, but also a sharp
grasp of federal policymakers political and
policy agendas. Fialkov will discuss the
national political environment as the new
presidential administration gets underway, as
well as take a deep dive on some of the key
issues relevant to the travel plaza industry that
will be on the table in 2017. This will include
discussions of tax reform, highway funding,
and fuel, food and labor regulations.

PLAN FOR TOMORROWS

TRUCKING ECONOMY
Bob Costello, senior vice president and chief
economist at the American Trucking Associations,
is back by popular demand to provide insight into
the latest on the future of the trucking industry
at The NATSO Show. Costello will discuss the
economic factors that will influence the trucking
industry throughout the coming year and how it
will affect truckstop and travel plaza operators.

OPENING WORKSHOP:
GREAT IDEAS! FOR
INDEPENDENT OPERATORS
This two-and-a-half-hour workshop
is the annual time for independent
operators to come together to share
thoughts and ideas on how to succeed.
Attend and use the different points of
view shared by truckstop operators
from across the country to challenge
yourself to think differently about how
to improve your business.

WELCOME PARTY
Sunday, Jan. 22 | 5:15 p.m.6:15 p.m.
Network with key suppliers and your fellow
industry leaders during the Welcome Party on
the show floor. Everyone welcome.

OLDE PINK HOUSE DINNER

Monday, Jan. 23 | 5:30 p.m.
The pinnacle social event at this years
show, it is your chance to network with
key suppliers and your fellow industry
leaders. Be sure to RSVP to connect with
industry executives at Monday nights
dinner at the Olde Pink House, which is
open to all truckstop and travel plaza
attendees. This VIP dinner is your chance to
network with key suppliers and your fellow
industry leaders at one of Savannahs best
restaurants. RSVP required.
Sponsored by:

Sponsored by:

www.natso.com

21

KNOW YOUR TRUCKSTOP COSTS AT THE NATSO SHOW!

This year NATSO is creating breakout sessions designed to help operators know
their truckstop costs. Each session is designed to help operators meet the
needs of the travelling public through improved operational performance and
business planning.
All sessions are crafted to provide tactical training with immediate
applicability that generates near-term improvements in customer service
and operational efficiency.

SOLUTIONS! ACCESS TO
GREAT NEW PRODUCTS
AND SOLUTIONS.
Walk the expo floor to meet innovative
industry suppliers with bold new products
and solutions.

MORNING SESSIONS

and calibration while benefitting from hands-on

Monday, Jan. 23 | 7:00 a.m.7:45 a.m.

troubleshooting from S&D Coffee & Teas John

Know Your Truckstop Breakout Educational

Morris. Sample selections from S&Ds new line of

Session: Attracting, Hiring and Retaining

sustainable origin coffees while learning how to

Travel Plaza Talent

maximize your coffee profitability for the long haul!

Lets face it. The way you attract, hire and retain
employees for your travel plazas has probably

MONDAY AFTERNOON SESSIONS

changed quite a bit over the last five years.

Three back-to-back sessions offered in the same

The truth is; the way you hire will continue to

evolve-especially as the next generation of talent
becomes the future of your business. In a serviceoriented industry such as yours, it can be difficult,
time-consuming, and expensive to attract, hire and
retain essential employees. Join Maryellen Adams,
director of association partnerships at CareerCo,
to uncover smart, innovative ways to engage and

CONNECTIONS! GOOD ADVICE

FROM FELLOW OPERATORS.
The NATSO Show offers the best
truckstop networking opportunities
youll find all year. Attend events like
these to:
Obtain new business contacts!
Pose questions to fellow operators at
luncheons and breakfasts!

meeting room.
Monday, Jan. 23 | 1:45 p.m.2:45 p.m.
Know Your Truckstop Breakout Educational
Session: Net Operating Costs
Learn the many facets of Net Operating Costs
(NOC) including what are the NOC best practices
and how you can use them to bring your NOC down.

recruit the talent you need to drive your business

Monday, Jan. 23 | 2:45 p.m.3:45 p.m.

to continued success!

Know Your Truckstop Breakout Educational

Tuesday, Jan. 24 | 7:00 a.m.7:45 a.m.

Know Your Truckstop Breakout Educational
Session: Coffee Program Best Practices
and Trends

Coffee sales are a top profit generator for

Session: Food Costs

Understand the true costs involved in running
a successful food service program by applying
best practices to minimize daily food costs while
running a more efficient program.

successful travel plazas and truckstops, and

Monday, Jan. 23 | 3:45 p.m.4:45 p.m.

offering a superior taste and seamless operation

Know Your Truckstop Breakout Educational

can greatly increase profits. During this interactive

Session: Capital and Infrastructure Needs

session, attendees will learn best practices in

Learn industry standards for infrastructure

coffee operations such as types of equipment

life cycles and planning best practices.

Celebrate with friends old and new!

THANK YOU TO THE NATSO SHOW SPONSORS:

22

November/December 2016

*Sponsors committed as of press time

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Since 1965, Chesters has been the best branded
chicken quick service concept in the business.
The proof lies in our three pillars of success:
1 Taste + Quality
2 Driving Sales + Customer Count
3 Profitability
Visit us at BOOTH #413 at the NATSO Show to
learn more about how Chesters can help you
increase profitability.

Get Started Today! Call 800.646.9403 or

205.949.4690 or visit chestersinternational.com

Proud member of

SILVE
R

TER
EN

RAVEL C
T
S

AR

RA

TH

ND

IN G

H IT S
M

K WIT H A R

B
E

BY DARREN SCHULTE,
NATSO'S VICE PRESIDENT, MEMBERSHIP

24

November/December 2016

hen Silvers Travel Center rebranded its c-store

location by franchising
with On The Run by Circle K, it
brought a new atmosphere to the
store and led to a 15 percent increase
in sales, which is particularly impressive because it is a down market.
Ron Hicks, general manager of Silver's Travel Center, Henderson Travel Center and Frog City Travel Plaza,
attributes the boost to the remodel
and the improved merchandising
mix that he can take advantage of
as a franchisee. Because Circle K has
more than 7,500 stores worldwide,
the company knows what sells and
has buying power Silvers couldnt
have achieved on its own.
As part of the rebranding, the
location underwent architectural
changes and repositioned the pointof-sale. It also took down the center island and segregated the c-store
from the trucker store. Hicks said it
is more open now and is designed
to flow with the customer, which
makes shoppers notice products
more than they have in the past.
Before the remodel, the roller grill at
the location didnt have much success.
But as part of the remodel, the location created a food area and departmentalized it. It makes a huge difference when like products are grouped
together. With the new positioning of
the roller grill, Hicks said he cant keep
it full. Plus, the roller grill program is
about much more than throwing hot
dogs on the grill. It has procedures
and policies to ensure the products
are always fresh, and they have particular types of condiments, which all
lead to a robust program.
Silvers also offers a variety of hot
foods and cold foods, all single serve.
Theyve added fresh sandwiches and
an open cooler, which has been a
success. Fresh fruit and cheese snacks

are also selling well and appealing to

those that want a healthier option.
Even though they have a restaurant
in that location, they realize it is a
different customer base stopping for
grab-and-go foods.
The location has also placed different grab-and-go items around
the counter because that appeals to
a different customer base. The truck
driver may not go over to the hotdog program, so they have pizza and
chicken waiting right on the counter.
Their grab-and-go food program
is supported by a robust coffee, iced
tea and fountain program. The coffee program has really taken off, and
the location has done a phenomenal
job positioning the coffee. They put
a banner in the back that allows the
sun to come through it. When the
sun is rising, it is spectacular and
makes for a powerful impact.
The cooler space has stayed the
same, but it seems much larger.
They added LED lighting and categorized the coolers, putting like
products together. If you go into
that store and you want to get an
orange juice, you know where it is.
Hicks said the remodel hasnt taken away sales in other areas of the
location and has created a boost in
local traffic.
Whats more, since the remodel,
all of the employees and customers seem happier. The changes have
added so much to the overall atmosphere of the store, adding to its
overall success.
Darren Schulte, NATSO vice
president of membership,
frequently visits NATSO members
to review their locations and offers impactful
merchandising and operations improvements.
Contact Schulte at dschulte@natso.com or
(915) 526-5820 to learn more about the costs
and details of this service.
www.natso.com

25

GREAT IDEAS IN ACTION

Where: Petro Travel Store #353

GREAT IDEA: HOLIDAY STAFFING
The trucking business never sleeps,
which means truckstops and travel
plazas have to keep their doors open
around the clock. That can create a
challenge when scheduling employees, particularly around the holidays.
Travel center operators have the
challenge of balancing a schedule
to handle the holiday workload and
granting time off for team players to be
with their families. At the Petro Travel
Store #353 in Portage, Wisconsin,
each team player chooses to work three
of the five holidaysThanksgiving,
Christmas Eve, Christmas, New Years
Eve and New Years Day.

This gives the team players the

chance to plan for holiday traditions
and events as they know when exactly
they will work during the holidays. The
three of five days strikes a fair balance
between work and personal time and
boosts morale for employees while
they are working the holidays. Plus,
the team players appreciate having
some time off with their families.

HAVE A GREAT IDEA YOU WANT TO SUBMIT?

Send a high-resolution picture

of your locations great idea
and the story behind it to Amy
Toner, NATSO's vice president
of publishing and digital content, at
atoner@natso.com.

NEW MEMBERS
NEW TRAVEL PLAZA MEMBERS
GO-MART #33
Route 3, Box 77A
Ripley, WV 25271
PHONE: (304) 372-2470
CONTACT: Paul Gaughan

GO-MART #43
4230 State Route 34
Teays, WV 25569
PHONE: (304) 757-9050
CONTACT: Paul Gaughan

GO-MART #44
4247 Sutton Lane
Sutton, WV 26601
PHONE: (304) 750-2041
CONTACT: Paul Gaughan

GO-MART #57
64322 Wintergreen Rd.
Lore City, OH 43755
PHONE: (740) 489-5566
CONTACT: Paul Gaughan

GO-MART #58
820 Pike St.
Marietta, OH 45750
PHONE: (740) 374-9344
CONTACT: Paul Gaughan

GO-MART #59
4855 Route 60 E
Huntington, WV 25703
PHONE: (304) 736-7216
CONTACT: Paul Gaughan

GO-MART #50

NEW ASSOCIATE MEMBER

HUB CITY DEVELOPMENT

2100 Harper Rd.

Beckley, WV 25801
PHONE: (304) 255-2510
CONTACT: Paul Gaughan

PO Box 2728
Glenview, IL 60025
PHONE: (773) 321-2505
CONTACT: James Planey

26

November/December 2016

NEW ALLIED MEMBERS

CHAIRMANS CIRCLE
LOGO DROPPERS
5445 Desert Point Drive,
Suite A
Las Vegas, NV 89118
PHONE: (702) 433-5646
CONTACT: Dave Jacobs
EMAIL: dave@logodroppers.com
WEBSITE: www.logodroppers.com

STRATEGIC PARTNER
STAN DESIGN INC.
1821A Mattawa Ave.
Mississauga, ON L4X 1K5
PHONE: (905) 277-8877,ext. 21
TOLL: (866) 782-6529
FAX:(905) 277-5275
CONTACT: Stan Alec
EMAIL: alec@stanjacks.com
WEBSITE: www.stanjacks.com

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