QUICK LINKS: Videos  |  Micromarkets |

Redemption Report

|

Classifieds

|

Buy a Classified Ad

|

Editorial Calendars

|

Circulation Data

|

Downloads

|

Bookstore

|

Date Book

Search:      

Bookmark this site




Select from the options below to restrict your search.
search for
 
search using

Crossword Puzzle Promotion Awakens Curiosity For Your Office Coffee Business
Issue: Vol. 57, No. 3, March 2017
Engaging coffee service location contacts through entertaining promotions can stimulate sales. A Dell Coffee crossword-puzzle challenge demonstrated the effectiveness of offering office decision-makers fun and prizes in building the volume of specified OCS products... by Len Rashkin
Author: by Len Rashkin

Coffee Market Analysis Magnifies Volatility; NAMA OneShow And SCAA Collide, Again
Issue: Vol. 57, No. 3, March 2017
In starting off with another coffee market update, it strikes me that a telling snapshot of our times is the need to give market updates at a much higher frequency than was thought necessary in the past. Separately, NAMA's OneShow is heading to Las Vegas. The Specialty Coffee Association of America's exposition is headed to Seattle. Sadly, the two are running concurrently again... by Kevin Daw
Author: by Kevin Daw

Use Gift Promotions To Boost Monthly Office Coffee Orders
Issue: Vol. 57, No. 2, February 2017
In my last column, I discussed a lottery promotion that had worked well for my office coffee business. The next successful promotions we ran were offered only to those accounts that were purchasing less than $1,000 monthly. We wanted to find a way to increase sales to customers who were basically ordering only coffee and related allied products... by Len Rashkin
Author: by Len Rashkin

Add 'Game' To Promotion To Boost Sales And Strengthen Client Loyalty
Issue: Vol. 57, No. 1, January 2017
Beginning with this article, I will be describing several promotions that I have used successfully over the years in the office refreshment segment. Scratch-off cards resembling state lottery tickets can offer a choice of incentives for purchases of specified products. They also enable sales reps to strengthen their ties with their client contacts... by Len Rashkin
Author: by Len Rashkin

Does Coffee Production Really Need HACCP Process Controls?
Issue: Vol. 57, No. 1, January 2017
In my last article, I speculated about the possibility of fewer regulations in general, given our new POTUS, and how that may or may not affect us in a "close to home" fashion. Many regulations are fine and justified, but all too often, unintended consequences resulting from well intentioned policies can slow the wheels of progress so horribly as to bring them virtually to a stop... by Kevin Daw
Author: by Kevin Daw

Adding Redemption Games To Route Operations
Issue: Vol. 56, No. 12, December 2016
I recently came across an article written and published by Vending Times eight years ago. It covered a seminar I presented during the 2008 AMOA International Expo: "A Shot at Redemption for Route Operators." Today, the operation of redemption amusements in street locations, and even the use of POS systems to centralize payments and player points in installations with only a dozen units, is among the hottest topics in the industry. In this column, I'd like to update that VT article and retell it in my words... by Frank "the Crank" Seninsky
Author: by Frank "the Crank" Seninsky

Coffee Prices Stabilize And Political Outlook Improves (Or Not)
Issue: Vol. 56, No. 12, December 2016
I've discussed the market twice in 2016 year, and questioned why the market was propelling itself even higher than could be accounted for by rumor and technical-analysis trades. I warned that it could keep going higher yet with more "bearish" news.Lately, there hasn't been much in the way of "bearish" news, outside of robusta issues in Vietnam and vague speculation on Brazilian rainfall shortcomings...by Kevin Daw
Author: by Kevin Daw

Growing An Office Coffee Service Company By Acquisition Offers Benefits, But Demands Careful Study
Issue: Vol. 56, No. 12, December 2016
Most of us who started out in office coffee service have grown our companies through direct sales. We went out in the field, solicited potential customers and increased our volume one account at a time. Another option is to purchase a competitor to accelerate growth without spending time and money to build a much larger company by yourself. Here's how to price it... by Len Rashkin
Author: by Len Rashkin

Cost Of Doing Business Is Something Office Coffee Sales Reps Need To Grasp
Issue: Vol. 56, No. 11, November 2016
The lifeblood of your OCS operation is the continual acquisition of profitable new customers. Those of you who have one or more salespeople know that keeping gross profits in the range of profitability is among the most pressing issues under continual discussion between management and your representatives... by Len Rashkin
Author: by Len Rashkin

News About Coffee And Health Is Better Than Ever -- At Last
Issue: Vol. 56, No. 11, November 2016
In this column, I want to revisit the health benefits of coffee. We've come a long way, in terms of coffee news, from the days when I was a child. My dad, Stuart Daw, would always say (at least after the big "decaf causes cancer" scare) that all it would take is one big study to link coffee to some major illness, and his business was finished...by Kevin Daw
Author: by Kevin Daw

Prepare Questions That Guide Your Presentation To A Successful Close
Issue: Vol. 56, No. 10, October 2016
Training your sales team properly to present your equipment, products and overall service is paramount to the success of your company. In this month's column, I'll attempt to describe an exercise that has worked well for me in the past, when I've trained salespeople... by Len Rashkin
Author: by Len Rashkin

Industry Hall-Of-Famers Are Irreplaceable Knowledge Sources For Vending And Coffee Service Operators
Issue: Vol. 56, No. 8, August 2016
Learn from experience while you can! If you’re attending the National Automatic Merchandising Association's Coffee, Tea & Water conference, it will be worthwhile to chat with the industry pioneers enrolled in its new Hall of Fame ..by Kevin Daw
Author: by Kevin Daw

How To Make Sure Your Succession Plan Is Successful
Issue: Vol. 56, No. 10, October 2016
Various lifetime strategies cannot only eliminate all of a business owner's potential estate tax, but can also increase the amount of wealth that his family will receive... by Irv Blackman
Author: by Irv Blackman

Managing Your Message: How To Keep Disparate Teams Focused On Companywide Objectives
Issue: Vol. 56, No. 9, September 2016
A business with mobile, dispersed workers benefits from teaching them to focus on customers and understand what's possible. Common doctrine reduces the need for supervision... by Ben White
Author: by Ben White

Reducing Expenses Boosts Value Of Effective Selling In Vending And Office Coffee Service
Issue: Vol. 56, No. 9, September 2016
Excellent sales training and performance pay off best for vending and coffee operations that eliminate unnecessary expenses. Let's look at how controlling costs can help optimize sales success... by Len Rashkin
Author: by Len Rashkin

Recent Green Coffee Price Rise Doesn't Reflect Tighter Supply
Issue: Vol. 56, No. 8, August 2016
I wrote about the green coffee market as recently as this March, but I think it is worth another look, in the light of recent developments, especially its sizeable upward push... by Kevin Daw
Author: by Kevin Daw

Win-Win Sales Stimulation: Use Promotions To Reduce Leftover Seasonal Inventory
Issue: Vol. 56, No. 8, August 2016
In the mid-1960s, the office coffee service industry provided only a dozen or fewer products. Fifty years later, today's OCS businesses might provide more than 1,000 SKUs. As an operator, you have to become a marketer to sell all these products and get your inventory to turn over... by Len Rashkin
Author: by Len Rashkin

Grouping Office Coffee Equipment And Related Items Makes Menu Easier To Use
Issue: Vol. 56, No. 6, June 2016
In my last article, I discussed reasons for you to have an office refreshments brochure or menu, and the overall process of planning and creating one. In this month's article, I will suggest an actual layout to use that will help increase allied product ordering... by Len Rashkin
Author: by Len Rashkin

There Has Never Been A Better Time To Revitalize Private-Label Coffee Programs
Issue: Vol. 56, No. 6, June 2016
There have been a lot of things happening of late in office coffee service and vending, but one of the most interesting, and a move I personally find ironic, is Amazon's announcement of a new line of private-label products... by Kevin Daw
Author: by Kevin Daw

How Informative Sales Brochures Could Turn Office Coffee Prospects Into Clients
Issue: Vol. 56, No. 5, May 2016
A full-color marketing brochure or menu tells prospects (and reminds clients) who you are, why they should deal with you and what you offer. It's the best medium for promoting your equipment, products and services when used by your sales team in prospecting for new business, and can boost sales and solidify relationships with clients... by Len Rashkin
Author: by Len Rashkin

Operators Should Pay Attention To Single-Cup Capsule Bans
Issue: Vol. 56, No. 2, February 2016
Recently, we saw an article about Hamburg, Germany's banning coffee capsules in government buildings. The bestselling portion-pack in Europe is not the K-Cup, but rather the Nespresso capsule. This is claimed as the first city prohibition of coffee capsules, and though Hamburg has a strong record of banning many items deemed bad for mother earth, it may not be the last city to do this by a long shot... by Kevin Daw
Author: by Kevin Daw

Polling Protocol: Judge Salespeople And Drivers By Their Questions
Issue: Vol. 56, No. 4, April 2016
One of the most informative protocols that I follow, prior to making a sales presentation for a private refreshment provider's sales team, is to send out a questionnaire, or request for information (RFI)... by Len Rashkin
Author: by Len Rashkin

Under Fire -- Again
Issue: Vol. 56, No. 2, February 2016
In the late 1980s, videogames and pinball machines were called the ruin of American youth. Cities and towns quickly acted to ban and restrict their use. In the '90s, tobacco became the new "hate" product in vending. Now it's calories in vended snacks and drinks... by Michael J. Grandone
Author: by Michael J. Grandone

How Vending Operators Can Make More Money By Managing Margins
Issue: Vol. 56, No. 3, March 2016
Percentage margins don't matter, according to Amazon.com founder Jeff Bezos. What matters always is dollar margins. Profit margins -- the money we're supposed to be making after paying our expenses -- have been notoriously slim in the automated retail industry for decade. Let's examine four simple ways to increase margins for a healthier, happier bottom line... by Ben White
Author: by Ben White

Imaginative Promotions Engage Customers And Boost Sales
Issue: Vol. 56, No. 3, March 2016
Tony Robbin said: "If you do what you've always done, you'll get what you've always gotten." I personally love new marketing ideas and I would like to share with you two with which I have created and been successful... by Len Rashkin
Author: by Len Rashkin

 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 Next  Next 10 |
Copyright © 2017 Vending Times Inc. All rights reserved. 
P: (516) 442-1850 | F: (516) 442-1849 | subscriptions@vendingtimes.net
55 Maple Ave. - Ste. 304, Rockville Centre, NY 11570