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Adding A Customer Service Rep Boosts Client Retention
Issue: Vol. 53, No. 4, April 2013
In some of my past articles I have covered customer service in the context of providing better equipment and products...by Len Rashkin
Author: By Len Rashkin

Considering Options: When And How To Increase Prices
Issue: Vol. 53, No. 4, April 2013
For many vending operators who have not done so already, price increases might be inevitable this year. Operators can go about raising prices several ways, but they should also take a close look at how margins can be improved at current pricing levels... by Tom Britten
Author: By Tom Britten

Honesty Might Be The Best Policy, But Suspicion Is A Valuable Adjunct
Issue: Vol. 53, No. 4, April 2013
This little parable might serve as advice to any young salesperson involved in demonstrating a product. You just can't be too careful... by Kevin Daw
Author: By Kevin Daw

Water Usually Needs Work To Deliver Quality Beverages
Issue: Vol. 53, No. 4, April 2013
Regardless of the method of delivering a beverage -- fresh ground, capsules, espresso, instant, you name it -- the common denominator among them all is water. While the process of water purification is very complex, it's important for OCS and vending operators to understand some basics... by Matt Greenwald
Author: By Matt Greenwald

Win Reception's Attention, And Win The Cold-Call War
Issue: Vol. 53, No. 3, March 2013
Those of you who have been reading my articles over the past 20 years are familiar with my belief that in order to be effective in sales, you have to be different from your competition... by Len Rashkin
Author: by Len Rashkin

Greatly Improved Decaf Is Tool For Upping Daily Consumption
Issue: Vol. 53, No. 3, March 2013
My main job at Heritage Coffee is coffee buyer and cupper. Once while tasting a line of decaf offerings I realized that the quality of decaf coffees, in particular methylene chloride processed, had really improved... by Kevin Daw
Author: by Kevin Daw

Reasons To Buy: Detailed, Distinctive Proposal Ups Chances Of Making The Sale
Issue: Vol. 53, No. 2, February 2013
Sometimes, after making your presentation to a prospect, the decision-maker will ask you to put your proposal in writing. So, how do you write a coffee service proposal that will sell your products, services and equipment? by Len Rashkin
Author: by Len Rashkin

The Coming Attraction For Vending: Mobile Is Next Step In Cashless Revolution
Issue: Vol. 53, No. 2, February 2013
The next big thing in vending won’t be a trendy new product or delivery system. Rather, it will appear when we figure out just how stationary vending systems will adapt to an increasingly mobile world. The rapid growth of electronic transactions, particularly in the mobile payments sector, has produced promising advances and not a few intriguing challenges for the vending industry...by Jason Oxman
Author: by Jason Oxman

New Law Opens New (Wow!) Opportunities For Successful Family Business Owners
Issue: Vol. 53, No. 2, February 2013
Enter a concept called "Spousal Access Trusts." The President signed a new tax law, avoiding the "fiscal cliff," on Jan. 2. The part of the law concerning estate taxes lowered the top rate to 40% (55% by old law) starting in 2013 and continues forever $5 million (tied to inflation) that is free of the gift or estate tax, effective Jan. 1. Because of inflation, the free amount rose to $5.125 million in 2012 and is $5.25 million in 2013. Are you married? That's times two or $10.5 million for 2013; and will grow in future years, boosted by inflation... by Irv Blackman
Author: by Irving L. Blackman

Where's The Industry Standard? Today's Vending Patrons Look For Datecodes On Single-Serve Products
Issue: Vol. 53, No. 1, January 2013
Years ago, the public was satisfied with the convenience of having soda, snacks, hot beverages and cigarettes available to them through vending machines. That's no longer the case. With the multitude of products we now merchandise, the industry must consider a direction for standardization or consistency when it comes to the dating of the products... by Jim Brinton
Author: By Jim Brinton

New Year's Wishes For Improving The Coffee Service Business
Issue: Vol. 53, No. 1, January 2013
Over the years, we all have had "wish lists" of the things affecting our vending and coffee businesses that we want our customers, staff, suppliers and even our competition to be, or to do differently. Here are some suggestions for 2013... by Len Rashkin
Author: By Len Rashkin

Upping Your Game Online: An Effective Site Is Steady Sales-Builder In OCS And Vending
Issue: Vol. 53, No. 1, January 2013
The sheer variety of available products can be overwhelming to someone who is assigned to purchasing office breakroom supplies. If you want to capture their attention in the harried office environment, you have to do it with your website... by Christine Grecco
Author: By Christine Grecco

Ask, Listen, Sell: Good Questions Invite Answers That Help To Land The Account
Issue: Vol. 52, No. 12, December 2012
The answers you get will let you know if there is any area of service, product or equipment that the buyer is unhappy or concerned about... by Len Rashkin
Author: By Len Rashkin

A Well-Guarded - High Rate Of Return - Investment Secret Is Now Available To Small Business Owners
Issue: Vol. 52, No. 12, December 2012
Small business owners have many legitimate complaints these days: taxes, regulations, competition (from home and abroad), can’t find good people. The list goes on and on. Always has. Always will. Say "hello" to life settlements -- an alternative to Wall Street risks... by Irv Blackman
Author: by Irv Blackman

Creating Value: Time To Stand Up For Business As Root Of Nation's Prosperity
Issue: Vol. 52, No. 11, November 2012
We are quickly nearing the end of the calendar year, and the Presidential election has been decided, so it's time to start putting our fiscal house in order... by Kevin Daw
Author: by Kevin Daw

Getting Through: Learn Techniques For Retaining Control Of Your Presentations
Issue: Vol. 52, No. 11, November 2012
Over the many years that I had been selling office coffee service, I had developed a combination of favorite statements or actions while presenting to a prospective buyer... by Len Rashkin
Author: by Len Rashkin

Could The Torrent Of Single-Cup Cartridges Rekindle The Romance Of Bean-To-Cup Brewers?
Issue: Vol. 52, No. 10, October 2012
Many seasoned OCS professionals remember when the biggest day-to-day sales challenges were whether to offer a 1.25-oz. or 1.5-oz. frac-pack and if an account justified the placement of an automatic Bunn VPLF or Bloomfield 8572, or if a VPR or Brewmatic Diplomat would suffice. Now let's fast forward 30 years... by Matt Greenwald
Author: By Matt Greenwald

Price Discipline: Emphasize Full Cost Of Sales To Hone Salesforce Performance
Issue: Vol. 52, No. 10, October 2012
The No. 1 argument that continually takes place between salespeople and sales management is caused by management's desire for higher gross profits and the reps' wish for the ability to reduce prices to meet the competition... by Len Rashkin
Author: by Len Rashkin

How Much Choice Is Enough? Customer Satisfaction Increases When Operators Clarify Choice
Issue: Vol. 52, No. 10, October 2012
Last month, I discussed the great increase in choices we as an industry have grown to offer our clientele, and what impact that may be having on customers. This month we'll take a look at the negatives of too many choices, and how they affect consumers...by Kevin Daw
Author: by Kevin Daw

Opportunity Knocks: Setting Qualified Appointments Is Key To Micromarket Success
Issue: Vol. 52, No. 10, October 2012
Many prospective micromarket service providers are faced with the challenge of getting in touch with the appropriate prospect base in order for the service to flourish... by Amanda Puppo & Leah Skye
Author: by Amanda Puppo & Leah Skye

Do You Have A Small Fortune In An IRA? Learn How To Escape The Double-Tax Monster, Then Win A Tax-Free Future For Your Family
Issue: Vol. 52, No. 11, November 2012
Are you a high net worth taxpayer (irrevocably in the highest income tax bracket and highest estate tax bracket)? And one of your significant assets is a large amount in a qualified plan: like an IRA, 401(k) plan or similar? by Irv Blackman
Author: by Irv Blackman

Campus Cards Are Big Opportunity For Cashless Vending And Cloud-Based Services
Issue: Vol. 52, No. 9, September 2012
Ask anyone familiar with the cashless payments business whether there is a particular sector that offers near limitless potential in terms of revenue and innovation, and the answer is invariably campus environments. There are lots of reasons for this optimism... by James Lawrence
Author: By James Lawrence

Getting Started: Applying Technology Drives Turnaround At Rawls Distributing
Issue: Vol. 52, No. 9, September 2012
Despite my long history in vending, I found myself a few years ago wondering if I were going to make it after all. With all my experience, I had neglected a crucial game-changer. I had ignored the latest technology to improve my company's efficiency, productivity and competitiveness... by Robin Rawls
Author: by Robin Rawls

How Much Choice Is Enough? Too Many Alternatives Can Paralyze Decision-Making Abilities
Issue: Vol. 52, No. 9, September 2012
Psychologist Barry Schwartz has observed that considering the unprecedented amount of choice North Americans are presented with today, logic suggests that we should be much happier than we are. But there is strong evidence to the contrary... by Kevin Daw
Author: by Kevin Daw

Sales Benefit When Client Puts Face To Voice On Phone
Issue: Vol. 52, No. 9, September 2012
I believe that most OCS firms strive to give quality service to their clients; but once in a while you have to think outside the box and be different... by Len Rashkin
Author: by Len Rashkin

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