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Analyzing Prospect's Breakroom Will Fine-Tune Presentation
Issue: Vol. 54, No. 11, November 2014
In some of my past articles, I have emphasized that if you are going to make the sale, you have to conduct a full survey of the breakroom. Once you have broken the ice with the decision-maker, immediately explain that you would like to see their coffee break area... by Len Rashkin
Author: by Len Rashkin

The Psychology Of Pricing: Leverage Perceptions And Pennies To Execute Gentle Increases
Issue: Vol. 54, No. 11, November 2014
Customers must perceive the pricing in vending, micromarkets and foodservice to be fair relative to what they think the price should be for any product. This perception can be based on a variety of factors. (This is the second article in a three-part series)... by Jerry McVety
Author: by Jerry McVety

Small Business Can Be Big Opportunity For Far-Sighted Youth
Issue: Vol. 54, No. 11, November 2014
The National Automatic Merchandising Association has wisely created a “young executives” committee, which restricts attendance at its sessions to industry members under 40 years of age...by Kevin Daw
Author: by Kevin Daw

It Pays To Keep A Close Eye On The Coffee Futures Market
Issue: Vol. 54, No. 10, October 2014
At this writing, in late September, the coffee market has been stubbornly hanging around the $2 mark. Once again, we are seeing a prolonged higher-price range, colored by daily volatility, that keeps coffee traders guessing -- with edge-of-the-seat suspense -- the direction the market will take. So just exactly what is the market, and how does it work? by Kevin Daw
Author: by Kevin Daw

Training Drivers To Sell Can Bolster Profit And Build Morale
Issue: Vol. 54, No. 10, October 2014
One area of office coffee service that is often ignored by operators is training your route drivers to become "sales route drivers." Several issues affect management's reluctance to spend the time needed to train drivers in selling allied products... by Len Rashkin
Author: by Len Rashkin

What Is Your Pricing Strategy? Establish A Product's Cost, Then Apply Fundamental Valuing Methods
Issue: Vol. 54, No. 10, October 2014
Over the years, I have heard of many philosophies on how to price food and beverage products. Throughout my own career in foodservice, I have certainly used a few different pricing approaches. In this article, I begin a three-part pricing series for vending, micromarket and foodservice operators... by Jerry McVety
Author: by Jerry McVety

Married, And Have An Estate Tax Problem? Learn How To Legally Avoid The Estate Tax Monster
Issue: Vol. 54, No. 11, November 2014
Do you have enough wealth to be clobbered by the estate tax? Then read every word of this article. You’ll learn how to keep your wealth. But open your mind, because we are about to kill some sacred cows -- really conventional wisdom of how most estate-planning advisors, inadvertently, make you an estate-tax victim.. by Irv Blackman
Author: by Irv Blackman

Software Presentation Can Structure Coffee Service Sales Calls
Issue: Vol. 54, No. 9, September 2014
As someone who has lived and breathed sales and marketing programs for our OCS company and our industry, I wanted to develop a colorful, interactive presentation format for a laptop computer, one that was easy to implement and follow for our sales force, as well as being impressive and informative to a potential customer. A new prospect would then have a front-row seat for our performance... by Len Rashkin
Author: by Len Rashkin

The Challenge To Successful Growth Is Preserving Profitability
Issue: Vol. 54, No. 9, September 2014
What is the right size for an OCS company? I recently saw a question online, and its ensuing discussion thread, that asked why businesses always need to grow -- why they can't find a sweet spot and stay there?...by Kevin Daw
Author: by Kevin Daw

Operators Can Surpass C-Store Quality, Presentation For Micromarket Success
Issue: Vol. 54, No. 9, September 2014
The success and rapid growth of the micromarket concept has prompted an ongoing discussion of whether the self-service facilities should be classified as vending, convenience stores or employee breakrooms. The majority of states and localities are treating micromarkets as retail food establishments... by Jerry McVety
Author: by Jerry McVety

How To Use 'Trial' Questions During Your Presentation To Speed The Close
Issue: Vol. 54, No. 8, August 2014
Let's look at two real-world sales presentation scenarios used to sell office coffee services. To use the trial closing statement method, you must ask the decision-maker questions throughout the presentation to determine his or her level of interest... by Len Rashkin
Author: by Len Rashkin

Market Analysts' Self-Fulfilling Prophecies Skew Coffee Prices
Issue: Vol. 54, No. 8, August 2014
When the market does what the market has been doing over the first half of this year, I get lots of calls asking for my opinion about where we are headed next... by Kevin Daw
Author: by Kevin Daw

Own A Successful Business? How To Slash Your Taxable Income By $1.2 Million
Issue: Vol. 54, No. 8, August 2014
A Captive is a property and casualty insurance company (P&C Co.) created by a business under Section 831(b) of the Internal Revenue Code to provide a broad range of risk management capabilities. Basically, it insures risks a P&C Co. does not... by Irv Blackman
Author: by Irv Blackman

Product Intelligence: How Pricing Drives Success
Issue: Vol. 53, No. 6, June 2013
Product Intelligence is an innovative vending and micromarket analysis technique that requires minimal data to produce a detailed evaluation of pricing, sales mix and contribution margin. The object is to match the right prices to the menu mix ... by Jerry McVety and Michael Kasavana, Ph.D.
Author: by Jerry McVety and Michael Kasavana, Ph.D.

M2M: Three Characters That Are Changing The Vending Industry
Issue: Vol. 54, No. 7, July 2014
From a choice of products optimized for vending machine locations via mobile payment processes to the further development of the machines themselves, new opportunities are opening up for the automated retailing industry along the value chain... by Jürgen Hase
Author: by Jürgen Hase

Stay Connected: Cell Signal Boosters Keep Vending Machines Online And In Touch
Issue: Vol. 54, No. 7, July 2014
While POS terminals account for almost 90% of the cellular M2M device market right now, vending machines represent the largest untapped market for wireless M2M in the retail industry... by Curtis Burkhart
Author: by Curtis Burkhart

Comparisons Are Key When Confronting Competition
Issue: Vol. 54, No. 6, June 2014
There is an ancient Greek maxim, "know thyself." But it is also important to "know thy competition." Knowledge of your competitors is fundamental to outselling them, especially when presenting your coffee services to a prospective customer who already has one... by Len Rashkin
Author: by Len Rashkin

OCS Operators Often Find Coffee Roasting A Costly Distraction
Issue: Vol. 53, No. 6, June 2013
Vertical integration is a strategy designed to protect value or reduce market disruption where the risk of either happening is extremely high. In OCS, however, there are more advantages to specialization... by Brian Martell
Author: by Brian Martell

A Logical Process Assists With Making Best Purchase Decision
Issue: Vol. 54, No. 5, May 2014
Now that the OneShow is over, operators have a huge opportunity to facilitate change in the vending industry... by Stephanie Begley
Author: by Stephanie Begley

Annual Invigoration: Old Friends And New Ideas Come Together
Issue: Vol. 54, No. 5, May 2014
This year's NAMA show and convention was once again a wonderful, multifaceted smorgasbord of office refreshment solutions and trends.... by Kevin Daw
Author: by Kevin Daw

Build Same-Site Sales With Free Trial Promotions
Issue: Vol. 54, No. 5, May 2014
This is the final segment of a three-part series on promoting allied products, and your services, to expand profitability. Besides promoting and selling additional allied products, it is also important to call your customers' attention to the variety of equipment you offer... by Len Rashkin
Author: by Len Rashkin

How To Turn Every Dollar Of Your Investment Income Into Tax-Free Income
Issue: Vol. 54, No. 6, June 2014
"Tax-free" always has a nice ring to it. The higher the income tax rate the nicer the ring. The old top rate, at 35%, was bad enough. The current highest rate -- 39.6% -- has created a flurry of activity to legally avoid the tax. And there are additional surtaxes. This gives us a worthy target to make tax-free. But how? The answer is private placement life insurance... by Irv Blackman
Author: by Irv Blackman

GPS Tracking Expands Remote Monitoring Benefits To Trucks
Issue: Vol. 54, No. 3, March 2014
In the vending industry, vehicles and vending machines represent an operation's two major capital costs. As such, both require the best available tools for effective management. In today's world, remote vending machine monitoring is becoming valuable, even necessary to an operation seeking to stay competitive... by Daniel Valentine
Author: by Daniel Valentine

Coffee Preparation Can Inspire Fanaticism, And May Be Fun
Issue: Vol. 54, No. 4, April 2014
Geekiness is all the rage these days. Every dog has its day, as they say; but with Revenge of the Nerds and Devo opening the door almost 40 years ago, this peer group is here to stay... by Kevin Daw
Author: by Kevin Daw

Good Information And Empathy Underlie Successful Selling For Vending Operators
Issue: Vol. 54, No. 4, April 2014
Have you ever met someone who is a natural-born salesperson with a sixth sense for knowing the right thing to say, so the sale magically happens? Moments of brilliance like this don't require supernatural inspiration; they can be carefully planned and executed... by Stephanie Begley
Author: by Stephanie Begley

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