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Good Selling Techniques Clear The Way To OCS Profit
Issue: Vol. 55, No. 5, May 2015
Over the past 47 years in the office coffee service arena, I have learned much about sales from my own observations and experiences, as well as from many of my fellow operators throughout the U.S. and Canada. During that time, I developed my "Golden Rules in Selling," which we'll explore this article... by Len Rashkin
Author: by Len Rashkin

Bitcoin ATMs: Vending Operators Could Find New Calling In Emerging Crypto Economy
Issue: Vol. 55, No. 5, May 2015
The lifeline for cash in an increasingly cashless world, ATMs are finding a new calling nowadays as digital currency terminals. Viewed in a historical context, ATMs could be jumping from one end of the currency spectrum (cash) to the other (cashless) as they help make digital currency available to consumers.... by Elliot Maras
Author: by Elliot Maras

Become The Coffee Expert Knowledge Is Key For Effective Salesmanship
Issue: Vol. 55, No. 4, April 2015
This month I am going to be covering basic information about coffee, and incorporating product facts into your sales presentation... by Len Rashkin
Author: by Len Rashkin

Green Prices Stabilize, But Brewed Coffee Misinformation Abounds
Issue: Vol. 55, No. 4, April 2015
The coffee market has found the new range I mentioned in the January issue; prices have settled in the mid to low $1s. Solid rainfall reports from Brazil and the continued strength of the U.S. dollar have both helped to keep the market at a reasonable level... by Kevin Daw
Author: by Kevin Daw

The Cloud And Vending: The Time Is Now
Issue: Vol. 55, No. 4, April 2015
Today, everyone seems to be talking about "the cloud." You hear it and see it mentioned on the news, in countless TV commercials, and across numerous newspaper and magazine ads for computers and network providers. But what is the cloud, why does it exist, and most importantly, what will it do to help you as a vending operator? by Alan Munson
Author: by Alan Munson

A Skillful Sales Approach Lays The Foundation For Micromarket Success
Issue: Vol. 55, No. 5, May 2015
Ask yourself this question: "Why do you buy a drill?" The obvious answer: "To drill a hole." Now ask yourself: "Why did you get in to business?" While answers can vary, no business can survive, let alone thrive, without making a profit. Profits are the drill for our business, and micromarkets have evolved to become the preferred tool to grow those profits to unseen levels... by Patrick McMullen
Author: by Patrick McMullen

Learn By Doing: Practice Makes Perfect In Acquiring Sales Presentation Skills
Issue: Vol. 55, No. 3, March 2015
One of the most challenging parts of running a coffee service business is hiring and training your sales staff, and that is our topic for this column... by Len Rashkin
Author: by Len Rashkin

Rethink Small-Batch Brewers To Satisfy Broader Range Of Palates
Issue: Vol. 55, No. 3, March 2015
I recently bought an extra-large cup of coffee at a convenience store. I know, I know: what was I thinking? I was thinking that I could kill two birds with one stone as I needed gas, and secondly, my iPhone reported that the nearest Starbucks and Dunkin' Donuts were both a bit too far out of the way; yet I still desperately wanted a coffee... by Kevin Daw
Author: by Kevin Daw

Costs Seen And Unseen: Emphasize Value Of Single-Cup By Explaining Batch-Brew Waste
Issue: Vol. 55, No. 2, February 2015
Great tasting coffee at competitive pricing has always been the staple product that opens the doors to new potential clients and keeps our current customers from leaving... by Len Rashkin
Author: by Len Rashkin

Will The EU's Energy-Saving Rules For Brewers Really Save Energy?
Issue: Vol. 55, No. 2, February 2015
Over the years, governments have always stuck their collective noses deep into the business of business. Sadly, through lack of forethought, or just a lack of business sense and knowledge, things can go badly awry, and the "unintended consequences" demon can rear its ugly head in surprising fashion to wreak havoc on those whose industry is pinned beneath Big Brother's watchful eye... by Kevin Daw
Author: by Kevin Daw

Know The Coffee Break's History To Emphasize Benefits To Clients
Issue: Vol. 55, No. 1, January 2015
So, when did the "coffee break" begin? This is for all of you under 50, who may not know how your industry first began. For the coffee service veterans, this may be a bit nostalgic... by Len Rashkin
Author: by Len Rashkin

Speculative Overreaction Last Year Augurs Well For 2015 Coffee Pricing
Issue: Vol. 55, No. 1, January 2015
For this article of 2015, I thought we would take a look back at 2014 and especially at Arabica coffee futures, which had a crazy run-up based almost exclusively on speculation that, with a severe drought affecting Brazil for much of the year, supplies might run short, making coffee more scarce, and therefore more valuable...by Kevin Daw
Author: by Kevin Daw

Want To Win the Mobile Payment Race? Be Like Starbucks
Issue: Vol. 55, No. 2, February 2015
So why has Starbucks' app been so successful while other mobile wallets, including Google Wallet and Softcard (formerly Isis), have struggled to gain traction? by Mike Gron
Author: by Mike Gron

An Office Coffee Service Client's Circumstances Govern Single-Cup System Choice
Issue: Vol. 54, No. 12, December 2014
Looking back over my many years in the office refreshment industry, I have singled out several key industry innovations that have opened up the doors to accelerate its growth. One innovation in particular was the advent of the first single-cup coffee brewer for the office, and that was the Flavia beverage system... by Len Rashkin
Author: by Len Rashkin

The Psychology Of Pricing: The What, Why, When And How Of Making Changes
Issue: Vol. 54, No. 12, December 2014
My third and final article on product pricing continues to look at the psychology of product pricing. The what, when, why and how to change prices can be a daunting task and decision... by Jerry McVety
Author: by Jerry McVety

Welcome To The Retail World: Vending Operators Who Run Micromarkets Face Shoplifting Hazards
Issue: Vol. 54, No. 11, November 2014
Like traditional retail stores, the emerging micromarket is now dealing with the one out of every 11 visitors who shoplift regularly in American stores. Vending operators, who run the majority of self-checkout micromarkets, do not possess the generations of experience -- and battle scars -- that traditional retailers have in dealing with shoplifters....by Mark Manney
Author: by Mark Manney

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

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