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Offer Full Coffee Variety In Taste-Tests To Bolster Sales
Issue: Vol. 53, No. 8, August 2013
Heritage Coffee, my company, recently conducted a study on roasting trends in blend composition, roast coloration and pack weights, among other attributes. This is a great exercise to see what exactly is winning the battles out there and in what direction overall trends are moving... by Kevin Daw
Author: By Kevin Daw

Service Isn't Service If It Doesn't Serve The Company's Clients
Issue: Vol. 53, No. 8, August 2013
The first two letters in OCS are easy to understand for anyone: office and coffee. These nouns "office" (or workplace environments) and of course "coffee," the legal, habit-forming elixir many of us live on (in more ways than one). In this article, I discuss why it's so important to provide customers with superior overall service... by Matt Greenwald
Author: By Matt Greenwald

Time-Tested Marketing Tools Can Add Office Coffee Clients And Volume
Issue: Vol. 53, No. 8, August 2013
Over the years, OCS operators have experimented with many ways to attract new customers and to increase their allied product sales through different marketing strategies. Let's take a look at how this is done...by Len Rashkin
Author: By Len Rashkin

Why Do The Rich Buy So Much Life Insurance?
Issue: Vol. 53, No. 7, July 2013
Before answering the above question, be assured that the information in this article works perfectly if you are worth $3 million or $333 million. Or any amount in between (or even more)... by Irv Blackman
Author: by Irv Blackman

The Revolution Continues: Operators Must Keep Up With Wireless And Cashless Advances
Issue: Vol. 53, No. 7, July 2013
Some may think that the hard work promoting cashless vending is over. They believe that momentum has kicked in, and once the successes of the first wave of cashless-adopting operators are shared around the industry, that 30% will climb exponentially to the point where cashless vending becomes ubiquitous. While this may happen at some point, there are a number of new dynamics that have the potential for inhibiting this growth... by Ron Spinella
Author: By Ron Spinella, Apriva - Exec. VP of Unattended Payments

Objective Self-Criticism Is Key Skill For Management
Issue: Vol. 53, No. 6, June 2013
Over the past 10 years, I have been consulting in the OCS arena and I have encountered myriad poor management decisions. Let's explore ways that can rectify them.... by Len Rashkin
Author: By Len Rashkin

Why Did He Sell His Business? Attention To Balance Sheet Is Crucial For OCS Startups
Issue: Vol. 53, No. 6, June 2013
Why do many new, small operators, seem to last for a while, then sell out? Good question. Let's look at one possible scenario: Young man gets job selling for a coffee service. Good salesman, does good work, gets well paid, has nice car, nice home. Doesn't know squat about accounting... by Kevin Daw
Author: by Kevin Daw

A Pleasure To Touch: Advanced Human Machine Interfaces For Vending
Issue: Vol. 53, No. 5, May 2013
The general public's growing familiarity with touchscreen interaction, which has been driven by the spread of consumer electronics devices such as smartphones and tablet PCs, is leading to an expectation that other aspects of our everyday life should make use of similarly intuitive and easy-to-operate controls...by Ian Crosby
Author: By Ian Crosby

An Ounce Of Leak Prevention Saves A Ton Of Damage Claims
Issue: Vol. 53, No. 5, May 2013
It can be interesting to view the office coffee service business from the perspective that an operation ultimately is a utility company. If coffee is about 98% water, OCS operators are simply reselling the location's own utilities back to the location... by Matt Greenwald
Author: By Matt Greenwald

Coffee Supply Questions: Fungus Raises Production Costs For Central American Growers
Issue: Vol. 53, No. 5, May 2013
The coffee growing regions of Central America are in a state of concern as they deal with a fungal infestation known as roya, or more commonly, "coffee rust" ...by Brian Martell
Author: By Brian Martell

Eyes And Ears: Well Designed Forms Help CSR Identify Ways To Boost Profits
Issue: Vol. 53, No. 5, May 2013
In order to equip your customer service reps for success, you must design the proper forms to provide all the pertinent information that they will need in the field... by Len Rashkin
Author: By Len Rashkin

The Market Value History Of Vending Operations And How Technology Will Change Future Transactions
Issue: Vol. 53, No. 5, May 2013
After 20 years of negotiating and completing numerous vending and OCS company acquisitions, I have seen the market value for the companies in our industry go from good to bad to excellent. Where are we presently, and what does the future hold? First, let's look at some history...by Marc Rosset
Author: by Marc Rosset

Conquering The Estate Tax Monster Takes More Than A Local Lawyer
Issue: Vol. 53, No. 2, February 2013
What’s the problem? The tax law. It’s complicated. When it comes to estate planning, tax complexity is over the top. So much, it’s impossible for any one person to know it all. Therein lies the problem. Most estate planning advisors even when they admit not knowing it all, attempt to do it all (the entire estate plan)... by Irv Blackman
Author: by Irving L. Blackman

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

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