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Train Sales Staff In 'Bridging' To Boost Allied Product Orders
Issue: Vol. 54, No. 4, April 2014
Last month, I discussed setting up a program to increase allied product sales for your telephone customer service reps and route sales drivers. Now we'll take a look at training sales to boost OCS allied product sales... by Len Rashkin
Author: by Len Rashkin

Building Allied-Product Sales To Existing Clients Boosts Profit
Issue: Vol. 54, No. 3, March 2014
In our business, the customer base is a potential pot of gold, if you know how to fill that pot. I have always preached at conventions and in my articles over many years (too many) that it is a crime not to work at building your allied sales and services within your dedicated, proven account base... by Len Rashkin
Author: by Len Rashkin

It's Time For OCS To Preempt Government Labeling Regulation
Issue: Vol. 54, No. 3, March 2014
While the Food and Drug Administration works to finalize the rules and regulations required by Section 4205 of the Obama administration's Affordable Care Act, which mandates that nutritional information be visible to consumers before they make their selections, we might pause and consider the wider implications... by Matt Greenwald
Author: by Matt Greenwald

To Err Is Human; To Miss The Ball Is Unbearable
Issue: Vol. 54, No. 3, March 2014
This issue should arrive in time for the OneShow, NAMA's annual fête with Chicago as this year's host. Trade shows are where ideas and the future lie as bedfellows. If you are diligent, there is much to be garnered by attending... by Kevin Daw
Author: by Kevin Daw

Innovative Payment Strategies Are Here, And Work Fine
Issue: Vol. 54, No. 3, March 2014
In a recent Vending Times editorial, Hank Schlesinger noted that the "first hints" of applying innovative pricing strategies through smart card technologies are just starting to hit the market. These tools are actually available to FEC operators now, however, and many of them are fully developed. Let's take a look at what they can do | David Goldman
Author: by David Goldman

Careful Planning And Flexible Execution Pays Off For Vending Showgoers
Issue: Vol. 54, No. 3, March 2014
Like me, you might wake up on the first morning of a trade show and dread the prospect of walking on concrete for hours. (An exhibitor can sympathize; we stand on concrete for hours.) The showgoer faces the daunting task of navigating the pattern of booths, trying to find the companies you are interested in seeing. Here are some tips to help operators get the most out of a show | by Stephanie Begley
Author: by Stephanie Begley

Colorado And Beyond: The Argument Against Sales Taxes On Vending Machine Foods
Issue: Vol. 54, No. 3, March 2014
Even if they own just one machine, most states require vending operators to collect and pay local government sales tax on certain or all of the products sold through their venders? Why is this, and what can you do to change it? | Alden Savoca
Author: by Alden Savoca

Why Cashless? Why Crane?
Issue: Vol. 54, No. 3, March 2014
Credit-card acceptance, NFC, e-wallet ... the world is moving to cashless and retailers that don't offer it as an accepted form of payment will be left behind. Educating operators on the importance of cashless, not just for their own businesses, but for the survival of the vending industry, has become a major focus of Crane | Brendan Kehoe
Author: by Brendan Kehoe

Parts Departments Need Easy Access And Tight Inventory Controls
Issue: Vol. 54, No. 2, February 2014
Things break. It's as simple as that when it comes to pretty much anything these days, and vending machines aren't any different. Today's electronically controlled machines are remarkable in many ways, but like their predecessors, they are collections of subassemblies that have to work smoothly together. So let's get our spares organized to keep things working... by Stephanie Begley
Author: by Stephanie Begley

Business Real Estate: The Best Taxwise Way To Own It
Issue: Vol. 54, No. 3, March 2014
The first commandment of my someday-I-will-write-it bible of taxation would be Thou shalt not put real estate into a corporation... by Irv Blackman
Author: by Irv Blackman

Effective Telemarketing And Presentations Win Accounts
Issue: Vol. 54, No. 2, February 2014
Sampling for sales? Some of the most successful OCS companies in the country have telemarketing departments that generate quality leads for their sales forces. It takes a lot of trial and error to find the right person(s) to make appointments... by Len Rashkin
Author: by Len Rashkin

Coffee Prices Reflect Supply And Demand - But Unpredictably
Issue: Vol. 54, No. 2, February 2014
Last month, Vending Times and several broad-based media companies reported on the recent decline in coffee prices. When stating numbers in percentage terms, headlines can sound compelling, and this is as true for coffee stories as for anything else... by Kevin Daw
Author: by Kevin Daw

Easing Lower-Cost Coin Production
Issue: Vol. 54, No. 2, February 2014
Hand in hand...The National Automatic Merchandising Association teams up with the U.S. Mint to ease transition to lower-cost coin production | NAMA Government Affairs
Author: NAMA Government Affairs

Clichés Can Help Us Recognize Mistakes Before We Make Them
Issue: Vol. 54, No. 1, January 2014
The NAMA Coffee Tea and Water Show was a solid success, with a great cross-section of the industry turning out. I once again pursued one of my goals, which is to meet as many young industry professionals as I can. It is quite refreshing to get their perspective and hopefully disprove the old cliché, "youth is wasted on the young"... by Kevin Daw
Author: by Kevin Daw

Interactive Venders And Micromarkets Ease Retail Transition
Issue: Vol. 54, No. 1, January 2014
What happens when the food they want is not in the vending machine? In large office buildings, an alternative could be a store on the ground floor or the fast food restaurant down the street. Because of this competition, which keeps getting more intense, vending operators and equipment manufacturers have had to recognize that they are in a retail industry... by Stephanie Begley
Author: by Stephanie Begley

Sales Messages 'On Hold' Can Add Volume, And Stifle Competitors
Issue: Vol. 54, No. 1, January 2014
The coffee service industry provides operators with many tools for advertising and promoting their products at low cost. I've been preaching this sermon for 46 years. One area that is extremely effective is advertising on your telephone... by Len Rashkin
Author: by Len Rashkin

So You Own Annuities? Chances Are You're Being Ripped Off
Issue: Vol. 54, No. 2, February 2014
If you own annuities, you'll love this article. If you don't own any annuities, then pass this article to friends and colleagues who do (but read the article so you'll know why you -- subject to rare exceptions -- should never buy an annuity)... by Irv Blackman
Author: by Irv Blackman

Why GPS Is Productivity Booster And Liability Reducer For Vending Operators
Issue: Vol. 53, No. 12, December 2013
Owners and managers in the vending industry are aware that it's essential to monitor and manage their fleets. In an industry that relies on drivers servicing their routes in company vehicles, operators know that overseeing those vehicles and drivers is a necessary task... by Wyn Partington
Author: by Wyn Partington

Pitching Foodservice Clients Calls For Different Benefit Emphasis
Issue: Vol. 53, No. 12, December 2013
One segment of OCS that has not been covered very often is selling and servicing restaurants, delis, fast food outlets and convenience stores. All of these foodservice retailers need to be sold by a different approach from the methods used in selling "coffee service" to offices... by Len Rashkin
Author: by Len Rashkin

Successful Businesses Need Key People: How to Get 'Em, How to Keep 'Em
Issue: Vol. 54, No. 1, January 2014
At the heart of every successful business is leadership. The clear leader is typically the owner, who builds a management team. Often one member of the team runs the day-to-day business operations. Then it happens: One of the key members of the team gives notice. He's leaving. Where? To a competitor. Ouch! by Irv Blackman
Author: by Irv Blackman

Plumbed Brewers, Coolers And Vending Machines Must Meet New 'Lead-Free' Standard By Jan. 4
Issue: Vol. 54, No. 1, January 2014
Any coffee brewer, point-of-use water purification system, coffee vending machine or postmix cold drink vender that is plumbed to a building's water supply must comply with the new standard... by NAMA Government Affairs
Author: by NAMA Government Affairs

How to Get Your Estate Plan Right... the First Time You Do It
Issue: Vol. 53, No. 11, November 2013
This tax victory story is about Joe. An interesting guy (age 61). Married to Mary (age 60). Owner of a family business (Success Co.)... professionally valued at $5.6 million. Has three kids (one son -- Sam -- manages Success Co. and will someday own it)...by Irv Blackman
Author: by Irv Blackman

Choosing Wisely: Grow By Acquisition Or By Building A Stronger Sales Force?
Issue: Vol. 53, No. 10, October 2013
I was asked by a client to evaluate the possibility of purchasing a competitor in his geographical area. The seller had 110 active accounts, doing approximately $300,000 yearly and working out of his garage. The seller was asking $175,000. After doing my analysis, I was of the strong opinion that my client should... STOP! Before I tell you what I suggested, you decide what you would do with the following information.... by Len Rashkin
Author: by Len Rashkin

Prospects Will Tell You What They'll Buy, If You Pay Attention
Issue: Vol. 53, No. 10, October 2013
There is a good joke in the Tampa Bay area regarding our NFL team, and in particular, bad players on it. It goes, "What is (insert player name), worth to the team?" Answer, "About a Buccaneer." Though a buck an ear may be a high value to place on some players, for a salesperson, or anyone in contact with clients for that matter, ears are your most valuable asset... by Kevin Daw
Author: by Kevin Daw

Why Closely Held Business Owners Should Always Get A Second Opinion On Their Estate Plans
Issue: Vol. 53, No. 11, November 2013
Joe, a longtime reader of my column, called me for a second opinion. He and his wife Mary were planning a three-week trip to Europe. His concern: Make sure his potential estate tax liability was covered in case of a fatal mishap on the trip... by Irv Blackman
Author: by Irv Blackman

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