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Viewpoint: How NSM Music Can Earn The Jukebox Operator's Business
Issue: Vol. 52, No. 5, May 2012
As executive director of AMOA-New York, I read with great interest NSM Music's announcement a few months ago: An invitation for operators to buy NSM jukeboxes and undertake a business relationship with the company... by Danny Frank
Author: by Danny Frank

How To Use The Tax Law To Boost Your Annual Income While Increasing Your Family’s Wealth
Issue: Vol. 52, No. 6, June 2012
Most readers who contact me have a tax question or concern. No doubt about it, taxes -- income and estate -- lead their anxiety parade. Can you guess what's in second place? by Irv Blackman
Author: by Irv Blackman

The Receivables Exchange Offers Businesses A New Financing Approach
Issue: Vol. 52, No. 6, June 2012
Despite the government's push to create jobs and improve economic conditions, most small to midsize businesses lack sufficient access to credit. But don't lose hope. There are alternative financing options... by Nic Perkin
Author: by Nic Perkin

When Trends Collide: Single-Cup Coffee Cartridges And Environmental Impact
Issue: Vol. 52, No. 5, May 2012
As far as trends go, cartridge coffees got their legs quickly. Another trend gaining momentum in the broader global context is environmental impact. Amid these converging trends, single-cup brewers that use eco-friendly cartridges will be winners... by Brian Martell
Author: by Brian Martell

Summer Selling: Promote And 'Bridge' To Cut Winter Inventory, Boost Volume
Issue: Vol. 52, No. 5, May 2012
Now is the time to sell iced beverages to your accounts. We'll look at tying beverages to snack promotions, and reducing winter inventory of hot cocoa, soups and other products that were slow movers... by Len Rashkin
Author: by Len Rashkin

Two Is Better Than One: Integrating Management Software And Warehouse Automation
Issue: Vol. 52, No. 5, May 2012
Two systems have emerged that, when integrated, have a powerful one-two punch. Vending management systems and pick-to-light prekitting systems work together to provide three benefits... by Cliff Fisher
Author: By Cliff Fisher

Working On Your Family Business Succession Plan? How To Solve Your Tax, Economic And Human Problems
Issue: Vol. 52, No. 5, May 2012
A great article about estate planning for family business owners titled, "Warding off Analysis Paralysis," starts out reading like a good-news, bad-news story. First, the good news: "Approximately 90% of U.S. businesses are family firms… more than 17 million family businesses… employing 62% of the U.S. workforce." And now the bad news... by Irv Blackman
Author: by Irv Blackman

Better For Us: 'Healthy Vending' Is Not An Oxymoron, It's A Sales Stimulator
Issue: Vol. 52, No. 4, April 2012
Over the years, vending has become synonymous with "junk food." That shouldn't be the case. A vending machine is simply a distribution channel, not unlike a store. Other things being equal, it doesn't matter to the vending operator if the sale that's made is a chocolate bar or a granola bar, as long as the margins are the same... by Paresh Patel
Author: By Paresh Patel, Ph.D.

Delivering Profits, Part 2: Teach Drivers Simple Techniques To Spur Customer Purchases
Issue: Vol. 52, No. 4, April 2012
What makes it easy for your sales route driver to sell allied products is that, in the eyes of your customer, both the driver and the company already have credibility... by Len Rashkin
Author: by Len Rashkin

How To Exhibit At Trade Shows And How To Make The Most Of Your Dollars
Issue: Vol. 52, No. 4, April 2012
As operators get ready to attend the NAMA OneShow, they might pause for a moment and ask themselves what use they are making of their clients' own regional and local shows to generate sales... by Amanda Puppo
Author: by Amanda Puppo

The End Of An Era: New Pricing Behavior, Acquisitions Signal Big Change For Coffee
Issue: Vol. 52, No. 4, April 2012
In this month's column I thought I'd go over several things that have been happening that you might find as intriguing as I have. Let's start with the plunging coffee market... by Kevin Daw
Author: by Kevin Daw

Do You Have A Succession Planning Problem? Solve It So Your Family Wins Every Time
Issue: Vol. 52, No. 4, April 2012
If you own or run a family business -- a business you want to continue after your leadership ends -- then this article is must reading. The problem is clear: You need a succession plan...by Irv Blackman
Author: by Irving Blackman

AMOA States Council 2012: Industry Pros Are Upbeat In Face Of Looming Threats
Issue: Vol. 52, No. 3, March 2012
The best-attended meeting yet of the Council of Affiliated States took place in Phoenix in Februay. It drew more than 70 industry members, representing at least 28 state operator associations. I represented New Jersey, and Vending Times. Here are some highlights...by Frank Seninsky
Author: by Frank Seninsky

Train Drivers In Sales To Build Volume And Loyalty
Issue: Vol. 52, No. 3, March 2012
One area that many in OCS have ignored for years is the proper training of route drivers. Once the sale is made, route drivers are the face of companies, month after month, as they make their deliveries... by Len Rashkin
Author: by Len Rashkin

Tactful Persistence Is Key Quality Of Winning Sales Strategy
Issue: Vol. 52, No. 3, March 2012
Let's begin by identifying a gray area in sales. I have had very successful salespeople ask, "How do you continue your prospecting efforts in a tactful yet persistent manner, without being pushy?" by Amanda Puppo
Author: by Amanda Puppo

Tell Clients What You Sell To Increase Sales Volume
Issue: Vol. 52, No. 2, February 2012
Let's take a look at how to inexpensively advertise to current customers in order to expand business, and without breaking the bank. Here's how to get the word out... by Len Rashkin
Author: by Len Rashkin

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

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

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

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

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

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

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

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

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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