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For A Happy New Year, Clean House And Insist On Productivity
Issue: Vol. 56, No. 1, January 2016
Since we are into a new year, it is once again time to look at some resolutions that, hopefully, will make for a more prosperous and successful year ahead... by Kevin Daw
Author: by Kevin Daw

Product Knowledge Is Best Tool For Selling High Quality
Issue: Vol. 56, No. 1, January 2016
Coffee, coffee everywhere and not a drop to drink! This scenario is not uncommon in offices, where many employers just purchase any old coffee to give to their employees. Today, coffee in the workplace is essential to having happy employees... by Len Rashkin
Author: by Len Rashkin

Advocacy Campaign Is Win-Win For Industry And Energy Conservation
Issue: Vol. 56, No. 1, January 2016
Upon the reopening of the comment period, NAMA built upon the relationships created with U.S. Senate offices during the 2015 inaugural Washington Fly-In, and the relationships created with the SBA and the White House at our annual Public Policy Conference... by Eric Dell
Author: by Eric Dell

Make Sales By Helping Foodservice Clients Increase Volume
Issue: Vol. 55, No. 12, December 2015
Last month, I discussed the equipment and services required to serve the foodservice market. This category covers restaurants, convenience stores, delis, bagel shops, corporate cafeterias and fast food outlets. In order to serve these foodservice outlets, you must understand what the buyer wants, which we'll cover this month... by Len Rashkin
Author: by Len Rashkin

Some Like It Hot -- But It's Good Cold (And Mixed, Too)
Issue: Vol. 55, No. 12, December 2015
It was wonderful to see so many familiar faces at the Coffee, Tea & Water show.There's nothing like a conference about coffee that will get one's mind thinking in a forward direction, so let's look at some future trends (and they're not in coffee pods)... by Kevin Daw
Author: by Kevin Daw

Understanding Market Needs Is Key To OCS Foodservice Sales
Issue: Vol. 55, No. 11, November 2015
Office refreshment service was originally developed to serve just business offices, but over the years it has evolved to serve all types of workplace clienteles. We now provide service to industrial plants, warehouses, retail shops, medical facilities, hospital waiting rooms and auto service companies, among a host of other businesses... by Len Rashkin
Author: by Len Rashkin

How Perseverance Launched Stuart Daw's Career In Coffee
Issue: Vol. 55, No. 10, October 2015
I was going through a stack of old articles that my father Stuart wrote for a number of publications, including this one, when I came across the draft of a book he had started. He was never sure if anyone would bother with it, and so he never completed it. One part that caught my eye is the story of how Stuart Daw started in the coffee business, 65 years ago this year. I found it funny in a "Mad Men" fashion, and it certainly shows that diligence, a willingness to work and an absence of preconceived notions pay off... by Kevin Daw
Author: by Kevin Daw

Spotlight Your Service's Value To Meet Prospect's Price Objections
Issue: Vol. 55, No. 10, October 2015
You or your salespeople must be prepared for pricing objections, because this is the No. 1 roadblock to closing the sale. In this article I look at the buyer's resistance to making a commitment to purchase because of price... by Len Rashkin
Author: by Len Rashkin

Coffee Passes Its Physical, And It Doesn't Stunt Your Growth
Issue: Vol. 55, No. 9, September 2015
Having grown up in the coffee business, I was made aware of just about every health study on coffee that has been published, whether it reported positive or negative effects on health. Back in the day, there were very few news outlets so the story needed to seem fairly significant in order to make the news. But today there seems to be no shortage of studies, nor of media vying to publish them... by Kevin Daw
Author: by Kevin Daw

How To Make Sure Your Succession Plan Is Successful
Issue: Vol. 55, No. 10, October 2015
Sooner or later or later -- like it or not -- when you own all or part of a closely held business, you must wrestle with your unique “succession planning problems.” The reason most readers of this column call me for help is to solve their business succession puzzle... by Irv Blackman
Author: by Irv Blackman

Selling Office Coffee Service: How To Obtain Assent Throughout Presentation To Strengthen Close
Issue: Vol. 55, No. 9, September 2015
You've just finished your presentation, covering all of the features and benefits of your refreshment service. It is now time to close the sale -- there's hesitation. Here are several sales hesitations or challenges that the buyer may hit you with while putting off the sale... by Len Rashkin
Author: by Len Rashkin

The Vending Operator's Dilemma
Issue: Vol. 55, No. 9, September 2015
In the operator's dilemma, the three objectives are maximizing sales, reducing product costs and minimizing operating costs. All three are important, but the vending or amusement operator cannot optimize all three. As an operator, you must decide which two are most important to you and then align your company around those two. Let's see how... by Dr. Paresh Patel
Author: by Dr. Paresh Patel

Effective Coffee Package Design Is Central To Good Marketing
Issue: Vol. 55, No. 8, August 2015
In this column, I want to discuss something very important to our product and to our company image: packaging. Wait! Before you quickly flip the page at the thought of 800 words on polypropylene, consider your film and boxes, and whether they fully convey your company's attributes, vision and quality... by Kevin Daw
Author: by Kevin Daw

A Well Planned Referral Program Can Speed New Business Growth
Issue: Vol. 55, No. 8, August 2015
I often wonder why office coffee and vending operators, many of whom I have encountered through my training programs, so often fail to tap into one of the best forms of account growth and least costly methods of new customer acquisitions... by Len Rashkin
Author: by Len Rashkin

Highlight Benefits When Designing Targeted Promotional Advertisements
Issue: Vol. 55, No. 6, June 2015
A well-executed audio-video promotional message, run periodically as an alternative to an operation's regular advertisement, can attract attention and lead to new inquiries. Here's one aimed at office managers … by Len Rashkin
Author: by Len Rashkin

New Single-Cup OCS Options Offer Private-Label Opportunity
Issue: Vol. 55, No. 6, June 2015
Private labeling can help to set a coffee service operation apart from its competitors. It can be done with single-cup coffee, and it's worth the operator's while to consider the advantages and drawbacks of doing it... by Kevin Daw
Author: by Kevin Daw

Good Selling Techniques Clear The Way To OCS Profit
Issue: Vol. 55, No. 5, May 2015
Over the past 47 years in the office coffee service arena, I have learned much about sales from my own observations and experiences, as well as from many of my fellow operators throughout the U.S. and Canada. During that time, I developed my "Golden Rules in Selling," which we'll explore this article... by Len Rashkin
Author: by Len Rashkin

Bitcoin ATMs: Vending Operators Could Find New Calling In Emerging Crypto Economy
Issue: Vol. 55, No. 5, May 2015
The lifeline for cash in an increasingly cashless world, ATMs are finding a new calling nowadays as digital currency terminals. Viewed in a historical context, ATMs could be jumping from one end of the currency spectrum (cash) to the other (cashless) as they help make digital currency available to consumers.... by Elliot Maras
Author: by Elliot Maras

Become The Coffee Expert Knowledge Is Key For Effective Salesmanship
Issue: Vol. 55, No. 4, April 2015
This month I am going to be covering basic information about coffee, and incorporating product facts into your sales presentation... by Len Rashkin
Author: by Len Rashkin

Green Prices Stabilize, But Brewed Coffee Misinformation Abounds
Issue: Vol. 55, No. 4, April 2015
The coffee market has found the new range I mentioned in the January issue; prices have settled in the mid to low $1s. Solid rainfall reports from Brazil and the continued strength of the U.S. dollar have both helped to keep the market at a reasonable level... by Kevin Daw
Author: by Kevin Daw

The Cloud And Vending: The Time Is Now
Issue: Vol. 55, No. 4, April 2015
Today, everyone seems to be talking about "the cloud." You hear it and see it mentioned on the news, in countless TV commercials, and across numerous newspaper and magazine ads for computers and network providers. But what is the cloud, why does it exist, and most importantly, what will it do to help you as a vending operator? by Alan Munson
Author: by Alan Munson

A Skillful Sales Approach Lays The Foundation For Micromarket Success
Issue: Vol. 55, No. 5, May 2015
Ask yourself this question: "Why do you buy a drill?" The obvious answer: "To drill a hole." Now ask yourself: "Why did you get in to business?" While answers can vary, no business can survive, let alone thrive, without making a profit. Profits are the drill for our business, and micromarkets have evolved to become the preferred tool to grow those profits to unseen levels... by Patrick McMullen
Author: by Patrick McMullen

Learn By Doing: Practice Makes Perfect In Acquiring Sales Presentation Skills
Issue: Vol. 55, No. 3, March 2015
One of the most challenging parts of running a coffee service business is hiring and training your sales staff, and that is our topic for this column... by Len Rashkin
Author: by Len Rashkin

Rethink Small-Batch Brewers To Satisfy Broader Range Of Palates
Issue: Vol. 55, No. 3, March 2015
I recently bought an extra-large cup of coffee at a convenience store. I know, I know: what was I thinking? I was thinking that I could kill two birds with one stone as I needed gas, and secondly, my iPhone reported that the nearest Starbucks and Dunkin' Donuts were both a bit too far out of the way; yet I still desperately wanted a coffee... by Kevin Daw
Author: by Kevin Daw

Costs Seen And Unseen: Emphasize Value Of Single-Cup By Explaining Batch-Brew Waste
Issue: Vol. 55, No. 2, February 2015
Great tasting coffee at competitive pricing has always been the staple product that opens the doors to new potential clients and keeps our current customers from leaving... by Len Rashkin
Author: by Len Rashkin

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