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A Well-Guarded - High Rate Of Return - Investment Secret Is Now Available To Small Business Owners
Issue: Vol. 52, No. 12, December 2012
Small business owners have many legitimate complaints these days: taxes, regulations, competition (from home and abroad), can’t find good people. The list goes on and on. Always has. Always will. Say "hello" to life settlements -- an alternative to Wall Street risks... by Irv Blackman
Author: by Irv Blackman

Creating Value: Time To Stand Up For Business As Root Of Nation's Prosperity
Issue: Vol. 52, No. 11, November 2012
We are quickly nearing the end of the calendar year, and the Presidential election has been decided, so it's time to start putting our fiscal house in order... by Kevin Daw
Author: by Kevin Daw

Getting Through: Learn Techniques For Retaining Control Of Your Presentations
Issue: Vol. 52, No. 11, November 2012
Over the many years that I had been selling office coffee service, I had developed a combination of favorite statements or actions while presenting to a prospective buyer... by Len Rashkin
Author: by Len Rashkin

Could The Torrent Of Single-Cup Cartridges Rekindle The Romance Of Bean-To-Cup Brewers?
Issue: Vol. 52, No. 10, October 2012
Many seasoned OCS professionals remember when the biggest day-to-day sales challenges were whether to offer a 1.25-oz. or 1.5-oz. frac-pack and if an account justified the placement of an automatic Bunn VPLF or Bloomfield 8572, or if a VPR or Brewmatic Diplomat would suffice. Now let's fast forward 30 years... by Matt Greenwald
Author: By Matt Greenwald

Price Discipline: Emphasize Full Cost Of Sales To Hone Salesforce Performance
Issue: Vol. 52, No. 10, October 2012
The No. 1 argument that continually takes place between salespeople and sales management is caused by management's desire for higher gross profits and the reps' wish for the ability to reduce prices to meet the competition... by Len Rashkin
Author: by Len Rashkin

How Much Choice Is Enough? Customer Satisfaction Increases When Operators Clarify Choice
Issue: Vol. 52, No. 10, October 2012
Last month, I discussed the great increase in choices we as an industry have grown to offer our clientele, and what impact that may be having on customers. This month we'll take a look at the negatives of too many choices, and how they affect consumers...by Kevin Daw
Author: by Kevin Daw

Opportunity Knocks: Setting Qualified Appointments Is Key To Micromarket Success
Issue: Vol. 52, No. 10, October 2012
Many prospective micromarket service providers are faced with the challenge of getting in touch with the appropriate prospect base in order for the service to flourish... by Amanda Puppo & Leah Skye
Author: by Amanda Puppo & Leah Skye

Do You Have A Small Fortune In An IRA? Learn How To Escape The Double-Tax Monster, Then Win A Tax-Free Future For Your Family
Issue: Vol. 52, No. 11, November 2012
Are you a high net worth taxpayer (irrevocably in the highest income tax bracket and highest estate tax bracket)? And one of your significant assets is a large amount in a qualified plan: like an IRA, 401(k) plan or similar? by Irv Blackman
Author: by Irv Blackman

Campus Cards Are Big Opportunity For Cashless Vending And Cloud-Based Services
Issue: Vol. 52, No. 9, September 2012
Ask anyone familiar with the cashless payments business whether there is a particular sector that offers near limitless potential in terms of revenue and innovation, and the answer is invariably campus environments. There are lots of reasons for this optimism... by James Lawrence
Author: By James Lawrence

Getting Started: Applying Technology Drives Turnaround At Rawls Distributing
Issue: Vol. 52, No. 9, September 2012
Despite my long history in vending, I found myself a few years ago wondering if I were going to make it after all. With all my experience, I had neglected a crucial game-changer. I had ignored the latest technology to improve my company's efficiency, productivity and competitiveness... by Robin Rawls
Author: by Robin Rawls

How Much Choice Is Enough? Too Many Alternatives Can Paralyze Decision-Making Abilities
Issue: Vol. 52, No. 9, September 2012
Psychologist Barry Schwartz has observed that considering the unprecedented amount of choice North Americans are presented with today, logic suggests that we should be much happier than we are. But there is strong evidence to the contrary... by Kevin Daw
Author: by Kevin Daw

Sales Benefit When Client Puts Face To Voice On Phone
Issue: Vol. 52, No. 9, September 2012
I believe that most OCS firms strive to give quality service to their clients; but once in a while you have to think outside the box and be different... by Len Rashkin
Author: by Len Rashkin

Practical Psychology: Purchase Motivation Is Key Payment Preference Determinant
Issue: Vol. 52, No. 9, September 2012
Even when consumers are comfortable using new payment technologies, studies show that they will sometimes prefer paying with cash, and that their purchase behavior is highly personal and variable... by Chuck Reed
Author: by Chuck Reed

How To Sell Your Business To Your Key Employee, Make A Huge Profit, Yet Pay No Tax (Not One Penny)
Issue: Vol. 52, No. 10, October 2012
So you want to sell your business to your key employee. He or she is terrific, actually runs your company, but not surprisingly has no money to fund the purchase. What to do?... by Irv Blackman
Author: by Irv Blackman

A Stitch In Time: Understand Backflow Prevention Question Before It Costs You
Issue: Vol. 52, No. 8, August 2012
The issue at hand is the potential backflow your plumbed-in brewers could cause, and how it might contaminate the public water supply, and therefore be a hazard to society ... unless remediated... by Kevin Daw
Author: by Kevin Daw

The Best Advertisement Is A Satisfied Customer: Letters Of Recommendation Are First-Class Sales Generators
Issue: Vol. 52, No. 8, August 2012
Over the many years that I have been writing sales and marketing articles, I have found that one area in which most companies are very weak is having a portfolio of endorsements or recommendation letters from their customers... by Len Rashkin
Author: by Len Rashkin

A National Tragedy: How The Income Tax System Really Works
Issue: Vol. 52, No. 7, July 2012
This article continues an every-four-year -- before the presidential election -- tradition. It first appeared in this column in October 2003. And every time this article was published, I was flooded with requests for copies. In its own way, what you are about to read has been viral for almost a decade... by Irv Blackman
Author: by Irv Blackman

Evaluating Practice Presentations Can Sharpen Sales Skills
Issue: Vol. 52, No. 6, June 2012
Over the years, I have trained hundreds of salespeople from many OCS, water services and vending companies. I always tried to figure out which salespeople in a company are the best or worst producers. I have been wrong several times in my initial estimations... by Len Rashkin
Author: by Len Rashkin

Backflow Hobgoblin May Vex Plumbed-In Brewer Operators
Issue: Vol. 52, No. 6, June 2012
During the NAMA OneShow, I had the pleasure to be a panelist for the OCS roundtable "Best Practices" session. I was asked to host the equipment installation and service component of the discussion, and I accepted with mild trepidation... by Kevin Daw
Author: by Kevin Daw

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

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