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Cost Of Doing Business Is Something Office Coffee Sales Reps Need To Grasp
Issue: Vol. 56, No. 11, November 2016
The lifeblood of your OCS operation is the continual acquisition of profitable new customers. Those of you who have one or more salespeople know that keeping gross profits in the range of profitability is among the most pressing issues under continual discussion between management and your representatives... by Len Rashkin
Author: by Len Rashkin

News About Coffee And Health Is Better Than Ever -- At Last
Issue: Vol. 56, No. 11, November 2016
In this column, I want to revisit the health benefits of coffee. We've come a long way, in terms of coffee news, from the days when I was a child. My dad, Stuart Daw, would always say (at least after the big "decaf causes cancer" scare) that all it would take is one big study to link coffee to some major illness, and his business was finished...by Kevin Daw
Author: by Kevin Daw

Prepare Questions That Guide Your Presentation To A Successful Close
Issue: Vol. 56, No. 10, October 2016
Training your sales team properly to present your equipment, products and overall service is paramount to the success of your company. In this month's column, I'll attempt to describe an exercise that has worked well for me in the past, when I've trained salespeople... by Len Rashkin
Author: by Len Rashkin

Industry Hall-Of-Famers Are Irreplaceable Knowledge Sources For Vending And Coffee Service Operators
Issue: Vol. 56, No. 8, August 2016
Learn from experience while you can! If you’re attending the National Automatic Merchandising Association's Coffee, Tea & Water conference, it will be worthwhile to chat with the industry pioneers enrolled in its new Hall of Fame ..by Kevin Daw
Author: by Kevin Daw

How To Make Sure Your Succession Plan Is Successful
Issue: Vol. 56, No. 10, October 2016
Various lifetime strategies cannot only eliminate all of a business owner's potential estate tax, but can also increase the amount of wealth that his family will receive... by Irv Blackman
Author: by Irv Blackman

Managing Your Message: How To Keep Disparate Teams Focused On Companywide Objectives
Issue: Vol. 56, No. 9, September 2016
A business with mobile, dispersed workers benefits from teaching them to focus on customers and understand what's possible. Common doctrine reduces the need for supervision... by Ben White
Author: by Ben White

Reducing Expenses Boosts Value Of Effective Selling In Vending And Office Coffee Service
Issue: Vol. 56, No. 9, September 2016
Excellent sales training and performance pay off best for vending and coffee operations that eliminate unnecessary expenses. Let's look at how controlling costs can help optimize sales success... by Len Rashkin
Author: by Len Rashkin

Recent Green Coffee Price Rise Doesn't Reflect Tighter Supply
Issue: Vol. 56, No. 8, August 2016
I wrote about the green coffee market as recently as this March, but I think it is worth another look, in the light of recent developments, especially its sizeable upward push... by Kevin Daw
Author: by Kevin Daw

Win-Win Sales Stimulation: Use Promotions To Reduce Leftover Seasonal Inventory
Issue: Vol. 56, No. 8, August 2016
In the mid-1960s, the office coffee service industry provided only a dozen or fewer products. Fifty years later, today's OCS businesses might provide more than 1,000 SKUs. As an operator, you have to become a marketer to sell all these products and get your inventory to turn over... by Len Rashkin
Author: by Len Rashkin

Grouping Office Coffee Equipment And Related Items Makes Menu Easier To Use
Issue: Vol. 56, No. 6, June 2016
In my last article, I discussed reasons for you to have an office refreshments brochure or menu, and the overall process of planning and creating one. In this month's article, I will suggest an actual layout to use that will help increase allied product ordering... by Len Rashkin
Author: by Len Rashkin

There Has Never Been A Better Time To Revitalize Private-Label Coffee Programs
Issue: Vol. 56, No. 6, June 2016
There have been a lot of things happening of late in office coffee service and vending, but one of the most interesting, and a move I personally find ironic, is Amazon's announcement of a new line of private-label products... by Kevin Daw
Author: by Kevin Daw

How Informative Sales Brochures Could Turn Office Coffee Prospects Into Clients
Issue: Vol. 56, No. 5, May 2016
A full-color marketing brochure or menu tells prospects (and reminds clients) who you are, why they should deal with you and what you offer. It's the best medium for promoting your equipment, products and services when used by your sales team in prospecting for new business, and can boost sales and solidify relationships with clients... by Len Rashkin
Author: by Len Rashkin

Operators Should Pay Attention To Single-Cup Capsule Bans
Issue: Vol. 56, No. 2, February 2016
Recently, we saw an article about Hamburg, Germany's banning coffee capsules in government buildings. The bestselling portion-pack in Europe is not the K-Cup, but rather the Nespresso capsule. This is claimed as the first city prohibition of coffee capsules, and though Hamburg has a strong record of banning many items deemed bad for mother earth, it may not be the last city to do this by a long shot... by Kevin Daw
Author: by Kevin Daw

Polling Protocol: Judge Salespeople And Drivers By Their Questions
Issue: Vol. 56, No. 4, April 2016
One of the most informative protocols that I follow, prior to making a sales presentation for a private refreshment provider's sales team, is to send out a questionnaire, or request for information (RFI)... by Len Rashkin
Author: by Len Rashkin

Under Fire -- Again
Issue: Vol. 56, No. 2, February 2016
In the late 1980s, videogames and pinball machines were called the ruin of American youth. Cities and towns quickly acted to ban and restrict their use. In the '90s, tobacco became the new "hate" product in vending. Now it's calories in vended snacks and drinks... by Michael J. Grandone
Author: by Michael J. Grandone

How Vending Operators Can Make More Money By Managing Margins
Issue: Vol. 56, No. 3, March 2016
Percentage margins don't matter, according to Amazon.com founder Jeff Bezos. What matters always is dollar margins. Profit margins -- the money we're supposed to be making after paying our expenses -- have been notoriously slim in the automated retail industry for decade. Let's examine four simple ways to increase margins for a healthier, happier bottom line... by Ben White
Author: by Ben White

Imaginative Promotions Engage Customers And Boost Sales
Issue: Vol. 56, No. 3, March 2016
Tony Robbin said: "If you do what you've always done, you'll get what you've always gotten." I personally love new marketing ideas and I would like to share with you two with which I have created and been successful... by Len Rashkin
Author: by Len Rashkin

Different Styles Of Salesmanship Can Build A Profitable Business
Issue: Vol. 56, No. 2, February 2016
In business, nothing happens until there are sales. This is a simple statement that summarizes the essence of our capitalist economy. Over the years, I have encountered many OCS salespeople with different selling styles and abilities... by Len Rashkin
Author: by Len Rashkin

Familiar Market Forces May No Longer Determine Coffee Prices
Issue: Vol. 56, No. 2, February 2016
I'd like to take a look at the coffee market: where we've been, where we are and where we seem to be headed. So far I am batting a thousand when it comes to predictions on the future direction of coffee pricing that I've made in this publication. I am relieved and pleased by this record, but it will not be easy to maintain. We are in a range, futures-price-wise, that leaves lots of room for interpretation and assumption... by Kevin Daw
Author: by Kevin Daw

For A Happy New Year, Clean House And Insist On Productivity
Issue: Vol. 56, No. 1, January 2016
Since we are into a new year, it is once again time to look at some resolutions that, hopefully, will make for a more prosperous and successful year ahead... by Kevin Daw
Author: by Kevin Daw

Product Knowledge Is Best Tool For Selling High Quality
Issue: Vol. 56, No. 1, January 2016
Coffee, coffee everywhere and not a drop to drink! This scenario is not uncommon in offices, where many employers just purchase any old coffee to give to their employees. Today, coffee in the workplace is essential to having happy employees... by Len Rashkin
Author: by Len Rashkin

Advocacy Campaign Is Win-Win For Industry And Energy Conservation
Issue: Vol. 56, No. 1, January 2016
Upon the reopening of the comment period, NAMA built upon the relationships created with U.S. Senate offices during the 2015 inaugural Washington Fly-In, and the relationships created with the SBA and the White House at our annual Public Policy Conference... by Eric Dell
Author: by Eric Dell

Make Sales By Helping Foodservice Clients Increase Volume
Issue: Vol. 55, No. 12, December 2015
Last month, I discussed the equipment and services required to serve the foodservice market. This category covers restaurants, convenience stores, delis, bagel shops, corporate cafeterias and fast food outlets. In order to serve these foodservice outlets, you must understand what the buyer wants, which we'll cover this month... by Len Rashkin
Author: by Len Rashkin

Some Like It Hot -- But It's Good Cold (And Mixed, Too)
Issue: Vol. 55, No. 12, December 2015
It was wonderful to see so many familiar faces at the Coffee, Tea & Water show.There's nothing like a conference about coffee that will get one's mind thinking in a forward direction, so let's look at some future trends (and they're not in coffee pods)... by Kevin Daw
Author: by Kevin Daw

Understanding Market Needs Is Key To OCS Foodservice Sales
Issue: Vol. 55, No. 11, November 2015
Office refreshment service was originally developed to serve just business offices, but over the years it has evolved to serve all types of workplace clienteles. We now provide service to industrial plants, warehouses, retail shops, medical facilities, hospital waiting rooms and auto service companies, among a host of other businesses... by Len Rashkin
Author: by Len Rashkin

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