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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

Analyzing Processes And Product Boosts Performance
Issue: Vol. 53, No. 10, October 2013
Last month I mentioned that one of my favorite shows is "The Profit." The CNBC program follows entrepreneur Marcus Lemonis as he considers investing in struggling small-business operations when he sees an opportunity to turn them around. He focuses on three key areas (the "3 Ps") when considering a business investment. This month, we will discuss process and product... by Kevin Daw
Author: by Kevin Daw

Presenting Attractive 'Package' Facilitates Sales In Office Coffee Service, Too
Issue: Vol. 53, No. 10, October 2013
In marketing, we have all heard the expression, "It's all in the packaging." Well, why should this not be true of OCS? In fact, it really is in the packaging -- how you present yourself, your company, and your products and services to the decision-maker...by Len Rashkin
Author: by Len Rashkin

Upgrading Parts Replacers To Real Technicians Saves Money And Clients
Issue: Vol. 53, No. 9, September 2013
Today's OCS operators rarely confine themselves to a single equipment manufacturer or brewing method, and for good reason... by Matt Greenwald
Author: by Matt Greenwald

Match Square Pegs With Square Holes, Or Else Replace Them
Issue: Vol. 53, No. 9, September 2013
One of my new favorite television shows is "The Profit" on CNBC. For those who haven't seen it, I highly recommend that you give it a viewing. Let's discuss People, Process and Product... by Kevin Daw
Author: by Kevin Daw

Overcoming Objections Is Easier With Forethought And Practice
Issue: Vol. 53, No. 9, September 2013
Why is it that some salespeople are so much more productive than others? There are many ways in which one differs from another. One of the strongest selling attributes that I have observed over the years is the ability to answer a potential customer's objections intelligently...by Len Rashkin
Author: By Len Rashkin

The Secret Is Out: How To Transfer Your Business Yet Keep Control
Issue: Vol. 53, No. 7, July 2013
Do you own all or part of a family business? And run it? But the clock is ticking. The time has come to step down (or slow down) and transfer your ownership to the next generation. You want the business (Success Co.) out of your estate (to save estate taxes). So, what's the problem? CONTROL! by Irv Blackman
Author: by Irv Blackman

Offer Full Coffee Variety In Taste-Tests To Bolster Sales
Issue: Vol. 53, No. 8, August 2013
Heritage Coffee, my company, recently conducted a study on roasting trends in blend composition, roast coloration and pack weights, among other attributes. This is a great exercise to see what exactly is winning the battles out there and in what direction overall trends are moving... by Kevin Daw
Author: By Kevin Daw

Service Isn't Service If It Doesn't Serve The Company's Clients
Issue: Vol. 53, No. 8, August 2013
The first two letters in OCS are easy to understand for anyone: office and coffee. These nouns "office" (or workplace environments) and of course "coffee," the legal, habit-forming elixir many of us live on (in more ways than one). In this article, I discuss why it's so important to provide customers with superior overall service... by Matt Greenwald
Author: By Matt Greenwald

Time-Tested Marketing Tools Can Add Office Coffee Clients And Volume
Issue: Vol. 53, No. 8, August 2013
Over the years, OCS operators have experimented with many ways to attract new customers and to increase their allied product sales through different marketing strategies. Let's take a look at how this is done...by Len Rashkin
Author: By Len Rashkin

Why Do The Rich Buy So Much Life Insurance?
Issue: Vol. 53, No. 7, July 2013
Before answering the above question, be assured that the information in this article works perfectly if you are worth $3 million or $333 million. Or any amount in between (or even more)... by Irv Blackman
Author: by Irv Blackman

The Revolution Continues: Operators Must Keep Up With Wireless And Cashless Advances
Issue: Vol. 53, No. 7, July 2013
Some may think that the hard work promoting cashless vending is over. They believe that momentum has kicked in, and once the successes of the first wave of cashless-adopting operators are shared around the industry, that 30% will climb exponentially to the point where cashless vending becomes ubiquitous. While this may happen at some point, there are a number of new dynamics that have the potential for inhibiting this growth... by Ron Spinella
Author: By Ron Spinella, Apriva - Exec. VP of Unattended Payments

Objective Self-Criticism Is Key Skill For Management
Issue: Vol. 53, No. 6, June 2013
Over the past 10 years, I have been consulting in the OCS arena and I have encountered myriad poor management decisions. Let's explore ways that can rectify them.... by Len Rashkin
Author: By Len Rashkin

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