About Travel Center Profit Drivers

NATSO’s business consulting program, Travel Center Profit Drivers, offers additional ways for truckstop and travel center operators to gain new insights and improve operations.

Don Quinn, NATSO's vice president, and Darren Schulte, NATSO’s vice president of membership, provide on-site, custom assessments of a truckstop or travel center, spending one or two days at a location reviewing every aspect of the business including store layouts, sales and margin analysis, analyze for additional business opportunities, shop operations, fuel buying and much more. After the review is complete, operators receive a personalized report of next steps, including tactical ways to improve net operating costs. 

Through Travel Center Profit Drivers, operators can also access hourly consulting, consulting on retainer and useful reports, such as a pre-feasibility study. The pre-feasibility study can help businesses evaluate an investment in the travel center industry by identifying investment costs, typical sales volumes, gross profit margins and key dynamics in the trucking industry.

“Each location has its own unique attributes, and we can work with operators to assess and improve opportunities based on the specifics of each site. We can help them focus on their strengths and identify new opportunities,” Quinn said, adding that he and Schulte can share their expertise on specific profit centers as well as broader topics, such as fuel purchasing and branding.

Both Quinn and Schulte have extensive industry experience with expertise on merchandising, operations, customer service and staffing. Quinn joined NATSO after serving as president of Sapp Bros. During his 30-plus year career at Sapp Bros., he held almost every position, which gives him deep insight into the multiple profit centers within a truckstop and travel center. He also served on NATSO’s Board and served as chairman for three years.

Schulte joined NATSO with nearly three decades of experience in truckstop and travel center operations and merchandising. Schulte has worked for Love's Travel Stops and Country Stores, HESS Corp., Petro Stopping Centers and TSC Global/Barjan LLC. Schulte has visited hundreds of truckstops and helped them improve.