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Operators Can Surpass C-Store Quality, Presentation For Micromarket Success
Issue: Vol. 54, No. 9, September 2014
The success and rapid growth of the micromarket concept has prompted an ongoing discussion of whether the self-service facilities should be classified as vending, convenience stores or employee breakrooms. The majority of states and localities are treating micromarkets as retail food establishments... by Jerry McVety
Author: by Jerry McVety

How To Use 'Trial' Questions During Your Presentation To Speed The Close
Issue: Vol. 54, No. 8, August 2014
Let's look at two real-world sales presentation scenarios used to sell office coffee services. To use the trial closing statement method, you must ask the decision-maker questions throughout the presentation to determine his or her level of interest... by Len Rashkin
Author: by Len Rashkin

Market Analysts' Self-Fulfilling Prophecies Skew Coffee Prices
Issue: Vol. 54, No. 8, August 2014
When the market does what the market has been doing over the first half of this year, I get lots of calls asking for my opinion about where we are headed next... by Kevin Daw
Author: by Kevin Daw

Own A Successful Business? How To Slash Your Taxable Income By $1.2 Million
Issue: Vol. 54, No. 8, August 2014
A Captive is a property and casualty insurance company (P&C Co.) created by a business under Section 831(b) of the Internal Revenue Code to provide a broad range of risk management capabilities. Basically, it insures risks a P&C Co. does not... by Irv Blackman
Author: by Irv Blackman

Product Intelligence: How Pricing Drives Success
Issue: Vol. 53, No. 6, June 2013
Product Intelligence is an innovative vending and micromarket analysis technique that requires minimal data to produce a detailed evaluation of pricing, sales mix and contribution margin. The object is to match the right prices to the menu mix ... by Jerry McVety and Michael Kasavana, Ph.D.
Author: by Jerry McVety and Michael Kasavana, Ph.D.

M2M: Three Characters That Are Changing The Vending Industry
Issue: Vol. 54, No. 7, July 2014
From a choice of products optimized for vending machine locations via mobile payment processes to the further development of the machines themselves, new opportunities are opening up for the automated retailing industry along the value chain... by Jürgen Hase
Author: by Jürgen Hase

Stay Connected: Cell Signal Boosters Keep Vending Machines Online And In Touch
Issue: Vol. 54, No. 7, July 2014
While POS terminals account for almost 90% of the cellular M2M device market right now, vending machines represent the largest untapped market for wireless M2M in the retail industry... by Curtis Burkhar
Author: by Curtis Burkhart

Comparisons Are Key When Confronting Competition
Issue: Vol. 54, No. 6, June 2014
There is an ancient Greek maxim, "know thyself." But it is also important to "know thy competition." Knowledge of your competitors is fundamental to outselling them, especially when presenting your coffee services to a prospective customer who already has one... by Len Rashkin
Author: by Len Rashkin

OCS Operators Often Find Coffee Roasting A Costly Distraction
Issue: Vol. 53, No. 6, June 2013
Vertical integration is a strategy designed to protect value or reduce market disruption where the risk of either happening is extremely high. In OCS, however, there are more advantages to specialization... by Brian Martell
Author: by Brian Martell

A Logical Process Assists With Making Best Purchase Decision
Issue: Vol. 54, No. 5, May 2014
Now that the OneShow is over, operators have a huge opportunity to facilitate change in the vending industry... by Stephanie Begley
Author: by Stephanie Begley

Annual Invigoration: Old Friends And New Ideas Come Together
Issue: Vol. 54, No. 5, May 2014
This year's NAMA show and convention was once again a wonderful, multifaceted smorgasbord of office refreshment solutions and trends.... by Kevin Daw
Author: by Kevin Daw

Build Same-Site Sales With Free Trial Promotions
Issue: Vol. 54, No. 5, May 2014
This is the final segment of a three-part series on promoting allied products, and your services, to expand profitability. Besides promoting and selling additional allied products, it is also important to call your customers' attention to the variety of equipment you offer... by Len Rashkin
Author: by Len Rashkin

How To Turn Every Dollar Of Your Investment Income Into Tax-Free Income
Issue: Vol. 54, No. 6, June 2014
"Tax-free" always has a nice ring to it. The higher the income tax rate the nicer the ring. The old top rate, at 35%, was bad enough. The current highest rate -- 39.6% -- has created a flurry of activity to legally avoid the tax. And there are additional surtaxes. This gives us a worthy target to make tax-free. But how? The answer is private placement life insurance... by Irv Blackman
Author: by Irv Blackman

GPS Tracking Expands Remote Monitoring Benefits To Trucks
Issue: Vol. 54, No. 3, March 2014
In the vending industry, vehicles and vending machines represent an operation's two major capital costs. As such, both require the best available tools for effective management. In today's world, remote vending machine monitoring is becoming valuable, even necessary to an operation seeking to stay competitive... by Daniel Valentine
Author: by Daniel Valentine

Coffee Preparation Can Inspire Fanaticism, And May Be Fun
Issue: Vol. 54, No. 4, April 2014
Geekiness is all the rage these days. Every dog has its day, as they say; but with Revenge of the Nerds and Devo opening the door almost 40 years ago, this peer group is here to stay... by Kevin Daw
Author: by Kevin Daw

Good Information And Empathy Underlie Successful Selling For Vending Operators
Issue: Vol. 54, No. 4, April 2014
Have you ever met someone who is a natural-born salesperson with a sixth sense for knowing the right thing to say, so the sale magically happens? Moments of brilliance like this don't require supernatural inspiration; they can be carefully planned and executed... by Stephanie Begley
Author: by Stephanie Begley

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

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