Trade show draws retailers from W.Va. and Pa.


Staff report

BOARDMAN

It was the kickoff to the business season.

That’s what ABL Wholesale representatives had to say about its annual spring trade show Thursday at Mr. Anthony’s Banquet Center on South Avenue.

The smell of freshly baked pizza and sound of business negotiations between retailers and store vendors filled the center, signaling the end of the slow winter sales slumps seen every year and the beginning of the hard-charging part of the business year.

“Everybody is optimistic that we’ve turned the corner [in the economy] and things are getting better. You can see it in the attendance,” said Bob Griffith, ABL sales manager.

This year’s trade show featured about 60 retailers from Ohio, Pennsylvania and West Virginia and more than 120 vendors communicating with one another about special offers on old and new convenience-store products.

But it’s not just selling goods that retailers seek to accomplish; they also want to put faces to their products.

“It’s very important to make sure that my consumer has a great experience here and he or she takes that with them,” said Jennifer Gurdock, customer sales executive for Hershey Co. “As a consumer and a person in sales, when you take that, you have a better relationship, and you’re more on the top of their mind.”

“It’s good to interact with a representative from one of those companies,” said David Zappala, Acosta Sales & Marketing business manager. “It’s a real positive for the vendor to participate because it shows your commitment to help them grow their business as well as yours.”

The challenge for convenience stores is customers buying gas without stepping through the doorway. ABL Wholesale representatives said retailers are finding new ways to attract customers into stores with grab-and-go selections.

“It used to be where you had to come in to pay, so while they were in there, hopefully they picked something else up, too,” Griffith said. “Now, a lot of people don’t even go in the store. They just use their credit card at the pump and go.”

Gurdock said the pack type of a product is essential for quick, easy access.

“You can drive; you can put it in the cup holder and still calm that craving. It’s in addition to what you plan to buy,” she said. “We’re constantly looking at pack-type trends and where we’re going.”

The good news, though, is the lower gas prices and the growing number of travelers because of it.

“People have more money to spend on other things than just keeping their vehicle on the road,” said Jim Garland, ABL president.

Along with that, the number of retailers at the trade show has increased in recent years.

“Twenty-five to 30 percent of the business we do for the year is generated through this show. It’s been a good thing for us,” Griffith said.

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