 | Nature Or Nurture? Candidates For Sales Roles Need Specific Personality Traits
Issue: Vol. 52, No. 2, February 2012
How do we select sales as a career? Should we? And how do we find sales talent for our organizations? What do great salespeople have in common? And can selling be learned by everyone? by Kevin Daw
Author: by Kevin Daw
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| The Five Biggest Estate Planning Mistakes That Enrich The IRS Instead Of Your Family
Issue: Vol. 52, No. 2, February 2012
Readers of this column often ask me to give a second opinion (really a review of an existing estate plan). Typically, the plan has one to three mistakes. Sadly, each mistake causes estate tax dollars to be lost to the IRS... by Irving Blackman
Author: by Irving Blackman
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| In Redemption's Great Debate: Tickets Still Beat Ticketless
Issue: Vol. 52, No. 1, January 2012
The Great Ticket Debate is still going strong. I touched on this controversy in my previous VT article, "An Updated Survey of Technology for the Amusements Industry" in which I noted "My data show that going ticketless is not the best option." So let's take a closer look at those data... by Frank Seninsky
Author: by Frank Seninsky
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| How Branding Can Strengthen Location Relationships
Issue: Vol. 52, No. 1, January 2012
As markets and opportunities for vending equipment shrink, and the competitive landscape to find them increases, operators find themselves in situations that require smarter and smarter promotions and selling... by Heidi Olsen-Hughey
Author: by Heidi Olsen-Hughey
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| Presentations Part 2: Keep Prospects' Goals In Mind When Preparing Material
Issue: Vol. 52, No. 1, January 2012
You are preparing your presentation, and the biggest challenge that you have with the buyer is...? Stop and give this some thought... by Len Rashkin
Author: by Len Rashkin
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| NAMA Membership Can Help Define Future Of Vending And Coffee Service
Issue: Vol. 52, No. 1, January 2012
The vending industry is undergoing historic technological and economic pressures. But the National Automatic Merchandising Association is embracing the changing environment as an opportunity to redefine itself and the industry... by Marcus "Marc" Whitener, NCE
Author: By Marcus "Marc" Whitener, NCE
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| In Demand: How Bill Recycling And Cashless Payments Work Together
Issue: Vol. 51, No. 12, December 2011
Americans take their freedom seriously -- especially their freedom to choose. Consumers today, especially Generation Y, have come to expect choices in nearly every area of their lives ... even methods of payment... by Chuck Reed
Author: by Chuck Reed
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| In This Economy, The Right Estate Plan Often Becomes Your Best Investment
Issue: Vol. 52, No. 1, January 2012
It's sad, but true. All estate plans are not created equal. This article is targeted to help everyone who has a completed estate plan in place, but is not 100% delighted with the plan... by Irving Blackman
Author: by Irving Blackman
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| Mental Preparation: Review The Fundamentals When Preparing Your Presentation
Issue: Vol. 51, No. 12, December 2011
Over the past 43 years that I have been involved in the OCS, I have lived by a series of essential principles or statements that I kept always in mind when preparing to present to a potential customer... by Len Rashkin
Author: by Len Rashkin
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| What Will Be The Most Important Amusement Machine Location Of The 21st Century?
Issue: Vol. 51, No. 12, December 2011
Everything is changing in the amusement industry, from entertainment types to locations. Even the language is changing. The familiar term "coin-op" is less and less applicable every day. Why? by Kevin Williams
Author: by Kevin Williams
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| Collateral Damage: Regulation Is No Substitute For Integrity, And Costs A Lot More
Issue: Vol. 51, No. 12, December 2011
In speaking with some of the folks we buy from, I learned that they too had accounts with MF Global. Since coffee trading is the only thing they do, the numbers involved represented a far greater percentage of their total cashflow and the impacts ranged from the not too good to the utterly disastrous... by Kevin Daw
Author: by Kevin Daw
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| Making The Connection: Relate Features To Benefits In Selling Filtered Water Service
Issue: Vol. 51, No. 11, November 2011
Last month, we covered bottled water cooler service. This month, I will be discussing filtration coolers, commonly known as "point-of-use" coolers... by Len Rashkin
Author: by Len Rashkin
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| Finally, An Easy Way To Turn A Negative Into A Positive; And Beat The Tax Collector In The Process
Issue: Vol. 51, No. 11, November 2011
A full-page ad in a national weekly magazine stopped me cold: "5 YEARS after you quit smoking, your risk of stroke is like someone who's never smoked." Yet, the ad doesn't tell the whole story...Irv Blackman
Author: by Irving Blackman
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| An Updated Survey Of Technology For The Amusement Industry
Issue: Vol. 51, No. 10, October 2011
A few years back I wrote a column that surveyed amusement industry support technologies and made several predictions about them. Let's look at what happened four years later... by Frank Seninsky
Author: by Frank Seninsky
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| Both Sides, Now: Whatever You Sell, It Helps To Understand The Alternatives
Issue: Vol. 51, No. 10, October 2011
How can you sell filtration cooler service to a potential customer who currently has a bottled water dispenser unless you understand what you want them to switch from? by Len Rashkin
Author: by Len Rashkin
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| Location, Location, Location: Identify Market Area To Get Best Results From Search Engines
Issue: Vol. 51, No. 10, October 2011
In today's market, every business needs to have an online presence. In the world of office coffee, the need is especially great... by Timothy Hands
Author: by Timothy Hands
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| Passing The Word: Written Memos Clarify Communication And Avoid Confusion
Issue: Vol. 51, No. 9, September 2011
In real estate, the three most important things are location, location and location." In every other business, it's communication, communication, communication... by Len Rashkin
Author: by Len Rashkin
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| Tavern And FEC Customers Want To Have Their Cake And Eat It Too
Issue: Vol. 51, No. 9, September 2011
It's a funny thing about consumers. They increasingly refuse to respect the commercial boundaries that businesses and industries try to set up. So how will this influence the way tomorrow's street routes and FECs are operated? by Kevin Williams
Author: by Kevin Williams
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| The End Of Calm Markets? Renewed Price Volatility Requires Greater Operator Vigilance
Issue: Vol. 51, No. 9, September 2011
The economic, social and natural disasters befalling mankind at present have the makings of a Hollywood blockbuster. From earthquakes to hurricanes to the flailing of global markets, we are witnessing quite a smorgasbord of craziness this summer... by Kevin Daw
Author: by Kevin Daw
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| How To Expand Location Base In A Tough Economy
Issue: Vol. 51, No. 8, August 2011
In a marketplace in which everyone is competing for the same kinds of location, there are real rewards in finding profitable new niches... by Frank Seninsky
Author: by Frank Seninsky
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| Coin-Op Gameplay: Fast & Furious SuperCars
Issue: Vol. 51, No. 8, August 2011
Building on continuing success of The Fast And The Furious street-racing movies, Raw Thrills' Fast & Furious Supercars offers new cars, courses, cabinet and familiar action... by Evan Kirby
Author: by Evan Kirby
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| Wasting Asset: Attention To Coffee Freshness Keeps Customers Coming Back
Issue: Vol. 51, No. 8, August 2011
Time spent to understand coffee package date codes and to adjust inventory for the fastest possible turns keeps coffee fresh and patrons happy... by Kevin Daw
Author: by Kevin Daw
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| When The Going Gets Tough: Step Up Sales Efforts, Training, Promotions To Maintain Profits
Issue: Vol. 51, No. 8, August 2011
When the going gets tough, the tough sell harder by providing the training, tools and reassurance their sales forces need to bring in more business... by Len Rashkin
Author: by Len Rashkin
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| Direct Or Not Direct? That Is The Question!
Issue: Vol. 51, No. 6, June 2011
Shakespeare asked the immortal question, "To be or not to be?" -- and today many amusement manufacturers are asking, "Shall we go direct or not?" by Frank Seninsky
Author: by Frank Seninsky
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| Coin-Op Gameplay: Let's Go Island
Issue: Vol. 51, No. 6, June 2011
Sega makes another big splash on the video scene with Let's Go Island: Lost on the Island of Tropics, a sequel to the hit game Let's Go Jungle...by Evan Kirby
Author: by Evan Kirby
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