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Emphasize Positive Differences To Pull Ahead Of Competitors
Issue: Vol. 50, No. 11, November 2010
Selling against a good competitor is much harder than presenting to a company that does not have a coffee service provider. When a strong competitor already is in place, success or failure depends largely on the sales personnel on either side... by Len Rashkin
Author: by Len Rashkin

Individual Performance Evaluation Is Key To Excellent Service
Issue: Vol. 50, No. 11, November 2010
Exceeding customers' expectations, both in service and food quality and variety, is the only way to remain successful in today's very competitive and challenging foodservice business... by Jerry McVety
Author: by Jerry McVety

SUSTAINABLE SELLING: Cost Awareness Is Best Defense Against Low-Profit Business
Issue: Vol. 50, No. 10, October 2010
Sales reps who understand the cost of doing business will go the extra mile to protect the operator’s bottom line… by Len Rashkin
Author: by Len Rashkin

If You Could Increase Your Sales At No Cost, Would You Do It?
Issue: Vol. 50, No. 11, November 2010
Vending is an impulse purchase, and is affected by visibility in the location. Recent tests with amusement crane machines revealed a method that any operator can use to increase sales in vending or amusement locations... by Dave Levine
Author: David Levine

MIDSCALE ATTRACTIONS: Developing Viddie Class Is A Sweet Spot In Today’s Market
Issue: Vol. 50, No. 9, September 2010
Here's a peek at a new videogame category that you will be hearing more about more and more. Let's call it the "midscale attraction," and leading operators are already deploying these hybrid games... by Kevin Williams
Author: by Kevin Williams

PRESERVING PROFITABILITY: Confidence, Communication Pay Off When Coffee Prices Rise
Issue: Vol. 50, No. 9, September 2010
Coffee prices are on the upswing at present for a variety of reasons, and some office coffee operators might be reluctant to raise their prices. But if you sell by price, you lose by price... by Len Rashkin
Author: by Len Rashkin

ALTERNATIVE AUTOMATED RETAILING: Emerging Innovation Might Be A Game-Changer For Operators
Issue: Vol. 50, No. 9, September 2010
Struggling vending operators need a "game-changer" to differentiate their companies from the rest of the herd -- and find a way to offer something that the competition is unable or unwilling to offer... by Allan Z. Gilbert
Author: by Allan Z. Gilbert

UNDER THE HOOD: Cashless Transactional Processes Are Fast, Safe - But Not Magic
Issue: Vol. 50, No. 10, October 2010
Vending operators are quickly finding out that there are many steps to integrating cashless into their businesses. Hardware integration is an obvious and familiar step. But the mechanics that occur behind the scene to actually process each card-based transaction are unfamiliar... by Stacey Finley Tappin
Author: by Stacey Finley Tappin

NAMA Sets Stage For Blockbuster CoffeeShow 2010
Issue: Vol. 50, No. 9, September 2010
In just a few weeks, many of OCS and vending industries' top leaders will gather in Las Vegas for the new NAMA CoffeeShow. Here's what's on tap for the nation's single largest coffee, tea and water services show for operators... by Dean Gilland
Author: by Dean Gilland

ESTABLISHING CONFIDENCE: Product Knowledge Is Essential In Selling To Informed Clients
Issue: Vol. 50, No. 8, August 2010
I was once asked, "Why do I need to know about coffee and tea, and how they are grown and processed? I just sell what my customer wants." There is a good answer to this question... by Len Rashkin
Author: Len Rashkin

PLAYING TO STRENGTH: Foodservice Offers Tool For Building Business
Issue: Vol. 50, No. 8, August 2010
How can foodservice benefit your business? A company in the vending business can "prospect" its clients with a view to adding some type of food or coffee services... by Jerry McVety
Author: Jerry McVety

ROUTINIZING: How To Get The Most From Route Technicians
Issue: Vol. 50, No. 8, August 2010
Getting the most from route and FEC technicians on the road is both art and science. Efficient operators make every effort to "routinize"... by Frank Seninsky
Author: Frank Seninsky

FIGHTING FIRE WITH FIRE: Pay-For-Play Is Best Defense Against Free-Play Temptations
Issue: Vol. 50, No. 6, June 2010
Music and games are highly valued by the hospitality sector. Although this market loves them, it does not always love operators. Therein lies the eternal source of tension between the two... by Kevin Williams
Author: by Kevin Williams

DIFFERENT STROKES: Meeting Varied Desires Of Patron And Client Adds Value To OCS
Issue: Vol. 50, No. 6, June 2010
Custom-fitting an OCS program to the unique needs of each client and its employee base reaps the greatest rewards... by Len Rashkin
Author: by Len Rashkin

A GIANT STEP: NAMA Cashless Solutions Program Eases Transition To Cards
Issue: Vol. 50, No. 6, June 2010
The National Automatic Merchandising Association's new cashless program may be the catalyst for widespread acceptance of cashless vending in the U.S…. by Michael Kasavana, Ph.D.
Author: by Michael L. Kasavana, Ph.D., NCE5

LOCATION, LOCATION: Where Does Cashless Vending Make The Most Sense?
Issue: Vol. 50, No. 6, June 2010
Identifying the most promising sites for cashless vending takes careful study… by Stacey Finley Tappin
Author: by Stacy Tappin

NAMA 2010 OneShow Finds Vending Industry Turning The Corner At Last
Issue: Vol. 50, No. 6, June 2010
For the first time in years, I came back from a NAMA show with a more optimistic feeling. At the show, I saw signs that the vending industry is emerging from a rut in which it's been stuck for years... by Dave Levine
Author: by Dave Levine

From 99¢ To $5,000: The Operator’s Most Important Tools
Issue: Vol. 50, No. 5, May 2010
If amusement machines are the heart of operating, and cash the lifeblood, then an operator's tools are the medical equipment that helps to keep the patient fit, healthy and earning more money. There are five basic toolsets for the route, office, shop, vehicle and home... by Frank Seninsky
Author: by Frank Seninsky

Research Graphs Cashless Payment Impact On Profit
Issue: Vol. 50, No. 6, June 2010
Research in the vending marketplace is providing convincing evidence that cashless payment technology is dramatically transforming the industry, improving margins and ushering in exciting new growth... by Michael Lawlor
Author: by Michael Lawlor

Bid Aggressively To Leverage Growth
Issue: Vol. 50, No. 6, June 2010
When I was an operator, I regularly cursed competitors who stupidly bid high commission rates. However, over time I learned that the only thing worse than a bid that is overly aggressive, is one that is overly conservative... by Allan Z. Gilbert
Author: by Allan Z. Gilbert

What You Need To Know When Buying Or Selling An OCS Business
Issue: Vol. 50, No. 6, June 2010
Over the years, I have counseled office coffee service operators on purchasing companies and selling their own, and they all want to know how to evaluate a competitor's business and what price to pay for it... by Len Rashkin
Author: by Len Rashkin

Customer Communication Is Best Reply To Nutrition Initiatives
Issue: Vol. 50, No. 5, May 2010
A political chain of events has put the vending industry directly in Washington's crosshairs. Nutritional labeling for vending machines is among several regulations that will impact operators. This battering is not going away, so the industry must take action now to avoid becoming the "next tobacco" in the United States... by Dave Levine
Author: by Dave Levine

MARKETING INNOVATOR: Why Incredible Technologies Is A Role Model For Entire Industry
Issue: Vol. 50, No. 3, March 2010
In a tough market that has driven numerous amusement and music companies out of business, it's always worth giving closer study to the handful of companies that don't just survive, but thrive. One of the companies that ranks highest on that short list is Incredible Technologies... by Kevin Williams
Author: by Kevin Williams

Recondition And Prep Redemption Games To Boost The Bottom Line
Issue: Vol. 50, No. 2, February 2010
One of the basic truths of operating games is that, for machines on location to earn their best, they must look and work their best. Unfortunately, too many games on location do not look -- or earn -- anywhere near their full revenue potentials. In fact, machines sometimes are not "right" when first installed, and the operator's technician never catch up. But the good news is... by Frank Seninsky
Author: by Frank Seninsky

Gauging New Technology's Impact Is Tough In Down Economy
Issue: Vol. 50, No. 3, March 2010
With all the new technology coming out for vending, it is important to have a process for evaluating new products and ideas. However, I have encountered a unique challenge when it comes to assessing the worth of new technologies. Typically, when you look at the idea of adding remote monitoring or cashless or some other innovation...by Dave Levine
Author: by Dave Levine

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