Top C-Stores Outperform Bottom Chains by 47 Times: NACS Show Takeaways

Top-decile convenience stores outperformed bottom-decile chains by 47 times, according to data presented in the session "What Top Retailers Do Differently" at this year's NACS Show. The gap between winners and also-rans is not small. It is structural, and foodservice sits at the center of it.

What separates top chains from the rest?

The numbers from the session tell a blunt story. Top-decile c-stores beat second-decile chains by two times. Their foodservice gross profit mix ran more than double that of bottom-decile operators, which underscores the role prepared food plays in driving overall store performance.

The full picture of the top-decile advantage breaks down like this:

• Inside gross profit base 2.1 times that of bottom operators
• 93% more transactions, won through traffic and baskets
• 73.6 points lower turnover, reflecting a stable labor model
• $2.92 more profit per visit

Top operators also invest more in labor hours and experienced lower turnover, the session showed. They spend on people, and the people stay.

How has shopper psychology changed since 2020?

A second session, "Food & Beverage Trends Shaping Convenience in 2027," laid out the shopper psychology behind current foodservice trends. Inflation behaviors have shifted since the COVID-19 pandemic. In 2026, customers' fear set point is higher than it was in 2020, meaning customers are less reactive when prices climb. They are cautious but without the emotional shutdown. Stress is up, but they're not panicking, and motivation is unaffected.

Risk-taking is tempered but still strong, along with exploration and experimentation. Travel continues and bold flavors remain in high demand. Two drivers capture the mood. The first is "thrilling comfort" — customers lean toward comfort foods but with spice and heat. The second is "Newstalgia," nostalgia with a modern twist. Think chicken with a spicy sauce, or a familiar baked potato with a global-inspired spice.

Health is the other thread. Foodservice shoppers increasingly opt for convenient foods that support holistic health, including energy, heart health and mental clarity. Shoppers are snacking more because financial challenges push them toward snacks instead of meals. As they eat fewer meals due to higher costs, they seek nourishing healthy snack options or "mini meals" that deliver protein, fiber and balance.

Why do capabilities matter more than technology?

The session "The 2026 Conexxus Technology Roadmap: Building Capabilities for the Future" made the argument that no one can predict which technologies will win. C-stores can, however, control their capabilities to stay competitive regardless of where technology goes next.

The session identified three foundational capabilities that lead to lasting business value:

• Trusted data that is consistent, secure and ready to use
• Connected commerce that enables seamless experiences across ecosystems
• Nimbleness that lets retailers adapt quickly and continuously

The session put the stakes plainly: "the forces reshaping retail all point to the same conclusion: competitive advantage will increasingly come from capabilities, not technology alone."

Looking ahead, the speakers said retail discovery will continue to be shaped by artificial intelligence. Trusted data enables automation, AI, interoperability and better decision-making across a chain, while connected retail ecosystems will reward connected participants. Nimbleness, not the ability to predict the future, will determine how fast chains respond to change and reduce risk.

What does this change for c-store operators? The biggest takeaway from the session was direct: going forward, competitive advantage will belong to the chains that adapt the fastest — not the ones that bet on the right gadget.