NATSO Connect Education Highlights Strategies to Increase Wallet Share and Boost Profitability

Growing wallet share is essential for truck stops and travel centers to thrive in today's competitive market. It drives revenue growth, fosters customer loyalty, and helps businesses establish a strong foothold in the market. Day two of NATSO Connect, Feb. 18-22, 2024, in Orlando, Florida, will feature an educational line-up focused on growing wallet share.  

“To help travel centers take advantage of the growth opportunities identified in a 2023 NATSO Services survey of professional drivers, we curated educational sessions on increasing wallet share,” said Amy Toner, executive director of the NATSO Foundation. “What brings customers inside and how long are they willing to wait? What are the trends in food and loyalty that will increase revenue? The keynotes and workshop on Feb. 20 will provide the answers to these questions, guiding travel centers on building a brand, strengthening customer relationships, increasing sales, and driving revenue growth.”  

During the NATSO Connect Opening Keynote on Feb. 19, Tony Portera, managing director and partner with Boston Consulting Group, will highlight findings from the consulting firm’s report on retail fuel sales. He will reveal opportunities for retailers to reimagine and diversify operations and delve into the need to focus on customers. He will share the advantages existing operators possess and insights into how they can ensure long-term success.   

On Feb. 20, Polly Flinn, founder of Flinnstone Strategies and an expert in creating customer-focused experiences, will help operators find new ways to stand out from their competitors. Most recently serving as Executive Vice President and President for the GetGo Cafe+Market banner in the supermarket chain Giant Eagle, Flinn has brought innovation and success to companies such as BP, Walmart, Castrol, Arco ampm, and Giant Eagle/GetGo.  In her keynote address, Flinn will dig into the future of travel center retail and share her expertise on brand experience and convenience offerings. Following her remarks, a panel of industry innovators will join Flinn for an engaging and thought-provoking discussion on how travel centers might stir things up in their sector before new entrants do.    

Also, on Feb. 20, the Opportunities to Grow Wallet Share Workshop will feature a panel of travel center experts and operators, including Wawa and Onvo, who will lead an interactive group discussion on ways to attract more customers inside, making more purchases more often. Attendees will leave the workshop with tactical ideas to grow sales through loyalty, speed of service, and convenience. Workshop panelists include Harman Aulakh, marketing manager at Onvo, David Prevost, director operations South Florida at Wawa, Peter Rasmussen, founder and CEO of Convenience & Energy Advisors and Carolyn Schnare, CEO of acuity, LLC.

NATSO Connect has also created new Tank Talks in which sponsors will pitch products or ideas live, and the audience will vote on the products or services sure to improve the travel center wallet share.   

"We are excited about our Tank Talks event,” said Vice President of Business Development Pamela Hayes. “Similar in concept to a popular network TV show, sponsors can pitch their product or idea to an audience live on stage.”  

Hand-selected vendors will showcase their new and proven products, expertise, and industry experience on the showroom floor, chosen with the same goal: to guide travel centers into the future and lead them toward greater profitability. Dedicated trade show hours ensure operators have plenty of time to learn about new products and solutions.   

Learn more about all the educational opportunities at NATSO Connect, including the Great Ideas! Workshop and a retail tour at www.natsoconnect.com. 

###