In part one, we got Frank's thoughts on the current c-store landscape, the unsteady macroeconomic moment we're in, the impact of technology, and what Frank would be looking at if he were operating a c-store today. 

At the end of part one, we said that Frank loves talking foodservice! And who could blame him? According to the 2025 NACS State of the Industry report, foodservice is once again the top in-store sales driver.  

The report also said that two of the top three reasons customers visited a c-store were to satisfy thirst or hunger.  

So, let’s jump right into what Frank had to say! 

Talking Foodvenience 

"Foodservice is still growing beautifully." The NACS SOI proves that. And the way Frank sums it up, it just makes sense: “Fuel your car once a week. Wash your car once a week. Fuel your body 3-4 times a day.” 

Here are some of Frank’s top insights on the current state of foodservice: 

• Quality + Price = Value: “If you can give great quality at an affordable price, you’ll get more market share, there’s no doubt about that.” 
• People Want to Eat Clean: “There’s a change on consumers – people want cleaner food, more functionable beverages, they’re going to be eating different.” 
• You Need to be Consistent: “The biggest challenge most operators face as they scale up is getting the consistency. Bringing consistency and predictability gives you the opportunity to turn [foodservice] into profit.” 
• It’s Only Getting Bigger: “The trend I’m seeing across the US – more bigger stores with bigger foodservice. If you’re not in food in a meaningful way, or not trying to get into it, there’s a high risk you will not be around in 10 years' time.” 

What the Best Are Doing 

There’s doing foodservice, and then there’s doing it well. Frank gave us three things that the best are doing, and it’s not even just having to do with food: 

1. Their “Basics” are Very Strong 
   The stores that do foodservice well know that it all starts outside the store. They build great sites, their fuel proposition is excellent, their forecourt looks clean and well maintained, their pumps are working, and their lighting is good outside.

2. They Hit All the Dayparts
   The top performers aren’t just offering breakfast. They’ve got strong offerings all throughout the day, even including things like take home food in the evenings. 
   
3. They Know How to Run Their Business
   The best in Foodservice have very strong execution. Their marketing program is good, their staff is awesome, and they are consistent. 
   
   Elaine’s Thoughts: “Those who do foodservice well know that some risks are worth taking. For example, one retailer uses a costlier cheese than most pick for their pizza, but it leads to the great flavor that keeps their customers’ coming back for more.” 

Winning Visits from QSRs 

QSRs (Quick Service Restaurants) are, “not a cheap place to go anymore,” according to Frank. They also only sell one thing: food. This presents c-stores with a huge advantage since, “we’re selling multiple products for one visit.”  

According to the NACS SOI, around one in three c-store customers plan to stop at a QSR within 30 minutes of their c-store visit. Some may see that as cause for concern, Frank sees it as an opportunity for retailers to expand their foodservice offerings and shrink that leakage down. 

C-stores also have the ability to offer a loyalty program that rewards across “multiple things like fuel, car wash, food, and shop creates a lot of stickiness. QSRs can’t do that.” 

Elaine’s Thoughts: “Recent research we conducted showed that the quality of the consumer experience, the friendliness of the staff, and the quality and range of the offerings were more impactful in terms of driving consumer loyalty with c-stores than price alone.” 

What Can We Learn in the States from Our Colleagues Abroad 

We’re not the only ones doing foodservice. Frank talked about how his homeland Ireland has leaned into foodservice heavily. “Ireland’s convenience market is a good example of what can be achieved if the entrepreneurs in the market put their minds to being excellent at what they do.” 

They’re differentiating their food offerings and continuing to innovate so that they can serve as that one-stop-shop for their customers. “The lesson is, grow your business, provide what your customers want, and try to stay ahead of your competition.” 

Elaine’s Thoughts: “There’s nothing better than having good competitors to drive your best results!” 

The Bottom Line 

Foodservice only continues to grow. Taking note of Frank’s insights, as well as lessons from the top performers, can make all the difference in shrinking leakage, and showing QSRs that you mean business! 

Looking for the rest of what Frank had to say? Check out part one of The Road Ahead!