♠The vending machine has been around since the beginning of time!! well, that is what it seems like, but throughout the years’ traditional vending machine has been used for snacks and drinks.♠
*Ancient Greek vending machines worked by placing a coin in a slot, and it dispensed holy water. It was first invented by Heron.*
Today’s vending machines have evolved into complete automation dispensing systems that can vend a wider selection of products. The 24/7 fitness centers have also recently become very flexible to its clientele needs by giving them a way to use their facilities with flexible hours. Fitness center vending machines is a way to provide customers essential things such as water and protein drinks as well as vitamins and other supplements that your clients use. Why settle for a gym vending machine that only dispenses your typical overpriced Gatorade or energy drinks, when you can get a machine that can dispense multiple items from the same machine. Our fitness AMS vending machines can be customized to sell products to your customers right at the location.
With our customized vending machines you can vend club wear, healthy food, energy supplements, protein shakers, body wraps such as ankle and wrist supports, weight lifting gloves, water, trail mix, pre-mix single servings of protein shake products such as muscle milk and other pre-mixed products.
Gym Vending Machines
Fitness and health clubs as well as other physical fitness and activity facilities the machines is a great addition to your current business equipment. Just like the weight machines and other service needs, the vending machine placement is an important part of your layout. You can provide items to your clients 24 hours a day with no need to take away an attendant to assist the customer with a sale of an article.
Vending machines can showcase a wide selection of products and are fully electronic and can be customized to fit your needs. Systems can be cash or credit card payment systems or both. You can add additional add-ons like touchscreen display that allows you to keep track of your inventory. If you are looking for a basic lower cost way to provide these items to your customers then having a vending machine will work for you.
We can provide you with information on different equipment you can add to your machines. You can be able to monitor what products you have sold and what machines need to be restocked and what products are selling well. With so many gyms and fitness centers moving to 24-hour formats to accommodate their member’s needs. It is a good feeling knowing that you can keep your clients satisfied.
Adding custom graphics to match your decor is no problem. We can custom wrap your machine to give it a look that says wow look at me. Our gym vending machines are just so versatile that they can be changed over to accommodate new products or rotation. Fitness centers all over the country are seeing customers come thru the door, why not provide the many items they use for their workouts. If you are like me its hard to carry around all those different supplements and vitamins and other pre and post workout products, many come in way too big of a container to fit in my bag, well why give them single serve portions right at your location!
When most people think of eating on college campuses, they picture unappetizing cafeteria food. The use of University Vending Machines can change that.
Although cafeteria food has significantly improved, this is not always an option for a hurried college student. Students may not have time between classes to stop by the commons, and hunger can interfere with concentration and ability to perform.
Vending machines are both helpful and profitable. By placing a snack or soda machine in an ideal location, such as a college campus, you can help college students curb their hunger as well as make a profit from your sales.
The Benefits of University Vending Machines
Sometimes, hungry college students do not have the time to navigate their way through the cafeteria for a quick snack. Therefore, snack machines are ideal for universities. On-the-go students simply have to dig up their pocket change in return for an easy, tasty snack. Other benefits of college vending machines include:
Helping students get their “caffeine fix” to perk up for class
Providing college students with bottled water to prevent dehydration
Offering students both sweet and salty treats for a midday pick-me-up
Additionally, specialty devices like laundry vending machines can help college students with laundry, which is often a big step for new students. Others, such as medical aid vending machines, offer bandages and alcohol wipes to prevent infections and the spread of germs.
Vending Machine Business: Making Profit With An Ice Cream Vending Machine
Starting a vending machine business provides many benefits. Starting a vending machine business offers the luxury of working less than one day per week while receiving those same benefits. The vending machine market has grown exponentially in recent years and allows you to run a business that’s simple to execute with low capital start-up costs and take the initiative margins.
Your customers are looking for convenience, and with busy lives, they’re seeking to satisfy a craving while on the move. You will have a broad target audience when you begin an ice cream vending machine business. There are certain aspects to keep in mind that ensure you achieve the most success through your business venture. Our refurbished machines are an alternative to a franchise, requires no franchise fees or royalties. And the vending machine business offers an abundance of additional benefits that make your next business venture exciting.
When you start your business, we provide you with details that you need to get started, making the process easier. From the machine itself to coolers, compressors, and traditional flavors of ice cream, you can set up and execute a business plan stress-free. You’ll streamline the process by setting up a vending machine, placing it in a lucrative location and watching your earnings pile in.
Location. The most important aspect is location. The more traffic is passing by your vending machine, the better your potential is with the business. Think about the product—delicious ice cream—and choose a location that can provide the most return on investment. With locations available nationwide, you can choose high trafficked areas such as zoos or theme parks, or choose popular shopping destinations like Walmart. The opportunities are endless.
As vending machines are sprouting up in many areas and venues across the country, ice cream has become a popular and profitable vending machine product. Depending on the location of your machine, you can make money around the clock without being present. You can check in and collect your earnings once a week, and re-stock to maintain your operation.
Make sure to get the proper licenses before you set up, and take initiative in your new venture by keeping your equipment in good working order. If you have any questions about our business opportunities or would like to learn more about our proven business model, don’t hesitate to contact us!
Vending machine technology is ever-evolving, from the days of holy water dispensed at the drop of a Drachma to a world where live animals can survive inside a machine, convenience vending is a rapidly changing industry. Some of the Vending Machine technology advances to hit the industry have been subtle enough to avoid public recognition while others have amounted to great fanfare (Redbox, anyone?) – whatever the case, vending machine technology is cutting edge…
Cashless Vending Machines
Today 90% of all Vending machine sales have credit card readers installed. Vending machine technology has been advancing so rapidly that some machines accept payments from your cell phone.
Big Brother Machines:
Napa Valley Vending has come up with a novel idea, the Vending Miser, that senses when no one’s in the room with your machine and powers it off, saving money and electricity. Savings aren’t huge, only about $150 per machine per year, but it’s got to be good for the planet and what’s more fun (or terrifying) than a vending machine that magically turns itself on when you walk by it?
Saving the environment is the name of the game for Coke and Pepsi who have both worked tirelessly to reduce reliance on Hydro-Fluorocarbons to power their machines, hence the introduction of HFC-free machines at the US Capitol. These new machines are cooled by natural refrigerant gas which is good since the last thing Capitol Hill needs is more hot air.
Remote Pharmacy Machines:
A breakthrough in conventional medical care or another sign of the impending apocalypse, depending on who you ask, pharmaceutical vending machines are becoming less of a rarity and more of a common sight in cities throughout the US. The machines process prescriptions entered remotely by a doctor then ask patients for a code, dispensing medications with a few simple buttons. These vending machines should do wonders to pacify the angry mobs that claim doctors just aren’t doing enough to make them feel like a number rather than a patient.
Marketing Vending Machines
Vending machines can make a company’s products available where people may need or want them. For example, Snapchat, a well-known media company, has adopted a strategy of placing their sunglasses in vending machines and randomly placing a machine outside a location across the country. Snapchat’s marketing idea has become a huge trend among young consumers. The non-traditional use of vending machines was a big winner for snapchat, and many companies are following suit.
Vending machines lend themselves well to advances in technology, though some question how far we can push the limits of human decency when so many life-altering products are served via the push of a button. The answer to that question is more philosophical than practical, however, and technology must keep pushing on. So if you’re still rocking a flip phone and manual car windows, perhaps you’re just not the target market for this new generation of 21st century vending machines…
Receiving Your Vending Machine First, inspect the vending machine as you unpack it and ask the driver to wait a few moments until you have done a quick inspection. Once you have signed off, you are responsible for the external condition.
If there are problems, note them on the bill of lading.
Receiving Your Vending Machine Review all documents attached to be sure that it is consistent with your order.
Once the vending machine has reached its destination, the shipping boards can be removed. Split the shipping boards with a wedge or crowbar at either end.
Do not tilt the vending machine or attempt to lift it with a two wheel truck.
Next, level the machine and adjust the four main legs so they are touching the floor.
Place the vending machine 5 feet from the designated power outlet. The ventilation opening in the back must be clear of obstructions.
For refrigerated models allow at least 4 inches between the wall and the back of the vendor for proper air circulation.
For indoor vending machines:
The power cord kit will be located in the coin box area. Before plugging the cord into the wall outlet, leave the metal cover attached and plug the cord into the connector at the rear of the machine. Using the screws provided, secure the protective cover and strain relief in place.
Warning: The false leg helps prevent the vending machine from tipping forward when the vending door is open and one or more bottle trays are extended. Failure to install the false leg on vendors with bottle trays may result in serious injury.
Receiving Your Vending Machine AMS SPEAKER: When the AMS vendor arrives, please take time to inspect the vendor as you unpack it. Whenever possible, ask the delivering driver to wait a few moments while unpacking is completed. This will be to the driver’s advantage since, if no problems are found, the driver and his company are not responsible for any external damage. Likewise, be sure that you inspect your vendor fully. Once you have signed off without comment, you are responsible for the external condition. If there are problems, note them on the bill of lading and be sure to keep a copy. Be sure to review any documents attached to be certain the information shown is consistent with your order. For example, match the serial number on the back of the carton with the serial number on the packing slips.
Receiving Your Vending Machine AMS SPEAKER: Once your vendor reaches its destination, the shipping boards can be removed. Split the shipping boards with a crowbar or wedge at either end. If necessary, lift the vendor to remove the broken boards using properly rated equipment. Do not tilt the vendor and do not attempt to lift the vendor with a two wheel truck. For safe operation, the vendor must be level. On the bottom of the vendor are four threaded leveling legs located at the corners of the cabinet and a fifth support screw is located under the door. With the door closed and locked, check the four main legs and adjust any leg that is not contacting the floor. A level may be placed on top of the cabinet.
AMS SPEAKER: Adjust the support screw after the machine is leveled until the door does not hit the roller. Place the vendor within five feet of the designated power outlet. The power outlet should be accessible when the vendor is in position and the ventilation opening in the back of the vendor must be clear of obstructions. For refrigerated models, allow at least four inches between the wall and the back of the vendor for air circulation. The following is for all indoor vendors only. A one quarter inch nut driver is needed. The power cord kit will be located in the coin box or coin box area. The kit includes the power cord, power cord cover, wire tie which is already attached to the cover, and six screws.
AMS SPEAKER: Before you plug the cord into the wall outlet, leave the metal cover attached and plug the cord into the connector at the rear of the machine as shown. Using the six screws provided, use a one quarter inch nut driver to secure the protective cover and strain relief in place. The false leg helps to prevent the machine from tipping forward when the vendor door is open and one or more bottle trays are extended. Failure to install the false leg on vendors with bottle trays may result in serious injury. Make sure to Receive your Vending Machine with these steps
Acquiring new vending accounts is easy you just need to have a plan.. You can acquire new vending accounts through contacting a large vendor. Large Vending Companies like to send business they don’t want to someone they can trust usually because they have size limitations. Get to those people by contacting their sales people and the principals of the business such as Canteen or ARA.or any large vending company. You can also tell the principal at the vending company that you will help pay a commission to the sales person for acquiring new vending accounts for your company. Find Vending Companies that might not want to work in the areas that you do. Acquiring new vending accounts is easy this way. I would get accounts with multiple locations around the city and I couldn’t service them all because they were too far away to make it profitable. But if I had a local guy over there that I trusted, he would get the business and we would work as a team, it was an easy way to dominate a few industries.
Tom: Hi I’m Tom with the Vending Business Show and today I’ve got the second part of this little clip from this webinar that’s very good, and it talks a little more about Acquiring New Vending Accounts and extended networking. Larry Towner, Joe Nichols, Dan Jordan, vending professionals and sales professionals, you’re gonna like this segment. These three guys are hilarious, when they get together lots of interesting things come out. So let’s get right to it.
Larry Towner: Customer, I also put down here competitors, I got a tremendous amount of business from competitors. I was a small vendor, I did largely smaller accounts, I got large companies like [inaudible 00:01:01] business to someone they can trust because they have size limitations, and they don’t want to necessarily take smaller accounts.
Larry Towner: They don’t like 50 or 100 or less employees, so they were sending me the accounts that were 50 to 100 people, which for me, if they were close to my service area where tremendous accounts were made. How do you get to those people? Contact the sales people directly. Contact the principals of the large businesses, the managers and things like that.
Larry Towner: For those guys in the vending business, I’m talking about people at Canteen, I’m talking about ARA, I’m talking about the guys in the big, big vending companies in your town or city, wherever you live.
Larry Towner: Just strike up a conversation. Talking to your competitors can also be a source of equipment. You can find out things about where they’re buying from, what kind of pricing they’re getting, and all that kind of thing. It all starts by contacting some of your larger competitors that you’re not necessarily competing with.
Larry Towner: Even if you’re a large vendor, you still can do that, and contact the other large vendors and see who’s trading accounts, and who’s doing this, and who’s doing that.
Larry Towner: Joe, what do you have to say about that?
Joe Nichols: Acquiring new vending accounts is easy for a new vendor. I always sent the leads to the new vendors that I knew were gonna do a good job. A lot of these smaller locations… The vendor has a larger location that is affiliated with it, and the vendor must know that the small vendor is gonna do a good job with the account he’s sending you.
Joe Nichols: You always wanna go out there, and if you don’t take the account, you contact a large vendor that you’re not gonna take the account, so he knows about it.
Joe Nichols: Always do what you say you’re gonna do, and do a good job, and you’ll get all the leads you want from the big vendors.
Larry Towner: Correct, correct. All right. Other things are geographic considerations when it comes to competitors. I had great working relationships with several competitors of mine that work in geographically different areas than I did, meaning I worked the north side of Atlanta, I had several people from the east, south, and west side of Atlanta, and I even had one guy who worked the north side of Atlanta, and we would get leads in areas that worked in our geographic area, or our area of operations is I guess what I wanna say.
Larry Towner: We were largely running route on the north side and I would get an account down on the south side. I had couple of competitors, friendly competitors I guess I wanna call them, and I would send them leads. We got tremendous leads from people like that. The ability to… They would get a phone call from somebody, ‘Oh, we’ve got this, we’ve got that.’ Lots of times, I know in my business, I had accounts with multiples locations, where they would have five, ten locations around the city, and I couldn’t service all of them. They were just all too far away to really make any money. I would spend more time driving and then there were service considerations, all of the things that go into running vending business.
Larry Towner: But if I had a local guy over there who I trusted, man, he’d get the business, and we’d work as a team, and it was fantastic, and we dominated a couple industries that way, by working as a team in the geographic areas. And we very rarely walked on each other, occasionally, every once in a while.
Larry Towner: But we would talk and kind of laugh ’cause half the time, we knew it was coming anyway, and things like that, so it really wasn’t a big deal.
Larry Towner: Dan, do you see that? You don’t really do anything like that in your business now, do you? Or do you anything like that?
Dan Jordan: I used to, a lot, and what happens is the smaller guys, they’re real protective about everything. They wanna grab everything. They’re not really paying attention, and they think any account is a good account.
Dan Jordan: The ones that are more established, people that have been around a while, they’re much better with their competition than new people, which is ironic not to be that way. But I have some relationships like that with people, and it’s because I don’t care.
Dan Jordan: At the end of the day, there’s so much business out there. All the stuff we’re talking about right now, and Joe knows this, the reason why people succeed or not succeed in getting new clients is… Those who are succeeding in getting new clients are actively trying to get new clients.
Dan Jordan: The ones that aren’t succeeding are the ones sitting at home thinking about ways to get new clients.
Larry Towner: And the way to get new clients is go call on people.
Dan Jordan: That’s it! I mean, that’s everything we’re talking about right now. We’re talking about either calling them on the phone, or either go visit them in person, either calling someone a competitor, either doing some networking, but you’re actively going out making the effort to do something. Ninety percent of the people are sitting at home, waiting for stuff to happen.
Larry Towner: Yeah. I agree with that one.
Tom: You’ve been watching Acquiring New Vending Accounts from the vending business show, a publication of A&M equipment sales, and if you’d like to get access to the entire webinar, there should be a Subscribe link or button below this video, and you just send your email to me, and I’ll send you the link to the entire webinar.
Intuition and vending sales. If you think you need to go talk to somebody on your prospect list, you probably ought to. Intuition and vending sales go hand and hand.
Listen to that small voice that nudges you to contact someone even if you don’t know why, there’s usually a good reason for it. Listen to yourself. Remember intuition and vending sales go hand and hand.
Just today while driving back from a sales call and I’m thinking, “I think I need to go see this guy.” And sure enough when I go to see him, what was a cold call turned out to be a 3 hour full presentation and I’ll be taking a piece of the product out to show him next week.
It was just on a whim. I don’t know why I decided to do it, but I decided to do it. It’s called listening to that voice in the back of your head that says, “Do it, do it.”
Tom Shivers: Hi, I’m Tom with the Vending Business Show, here again with Larry Towner and we’re talking about a different concept here for your vending business. Tell us about that, Larry.
Larry Towner,: Today, Tom, we’re talking about the Twilight Zone. No, we’re not. Actually, today we’re gonna talk a little bit- … You said, “Keep it light!” What can I say? Today, we’re gonna talk about something that really has worked for me over the years in my business adventures. And it doesn’t matter what I’m doing. I call it intuition, or business intuition, or whatever you want to call it, and it’s been put forth intuition and vending sales … Tom and I had a conversation. It’s been put forth in some success literature and this, that, and the other thing, but I’ve really found it to be true, and it kinda works like this.
Larry Towner,: If you think you need to go talk to somebody, you probably ought to, because most of the time there’s just something in the back of your head that says, “You know, I haven’t talked to so and so in a while.” And you decide that you need to. And then the next thing you know, you find out there’s some traumatic event in their life or in the business sense you go in and you have a situation … I had a situation just today where I was out marketing the product that I’m marketing now, and I’m driving back from this one sales call and I’m going, “I think I need to go see this guy.” And sure enough, I go to see him, we go in, we get … From what turned out to be a cold call turned out to be about a three hour full presentation and actually have to take a piece of product out to show him next week. And it was just on a whim, I guess I wanna say.
Larry Towner,: I don’t know why I decided to do it. I just decided to do it. Its called listening to that little thing in the back of your head saying, “Do it, do it.” It’s the devil on this shoulder and the angel on this shoulder. Get that angel off there. Just do it, right? Listen to what he says. Have you ever experienced anything like that, Tom?
Tom Shivers: From time to time, yes. It’s not something that happens often to me, but I’m very familiar with what you’re talking about.
Larry Towner,: Yeah. I’ve just found in my vending businesses, I just found that if you go for whatever reason … You’re in a break, you’re servicing your machines, somebody is there talking to you and for whatever reason you decide you need to turn around and really devote some time to them. You really don’t know why. Come to find out it’s the multinational conglomerate president and he says, “Do you do this anywhere else?” And you go, “Yeah! I probably could do it at all your locations.” And he goes, “Yeah, you probably could.” And the next thing you know you’re moving into 15 locations throughout your location and you don’t really know why all of the sudden you decide to turn around to talk to this guy who is wearing jeans and a cut off T-shirt, right? Or whatever. But he happened to be in the facility working, doing something, and the next thing you know, you’re talking to him and you just do it.
Larry Towner,: One of the experiences that I’ve had is another experience, is I can walk into a crowded room and within about two minutes, I can tell who the boss is. I don’t know how, but I just know. I can tell by … It’s either his posture or … His or her. It doesn’t … Make that sound like it’s always a man. It’s not. But I can always tell whose in charge and it’s not necessarily the one pointing, making things happen. It’s just a presence. It’s just listen to yourself. That voice in the back of your head will tell you things.
Larry Towner,: I was reading on the internet the other day, Tom. Somebody sent me this email and it said to me, it said if I just sent them $250,000 to Nigeria, they would guarantee me a 5 billon dollar return. And boy, I was about to send that money off to them, and then I decided, “You know, it just doesn’t seem right to me to do that.” I know you’ve never had that experience either.
Tom Shivers: No. I was gonna find out how I could get in on that.
Larry Towner,: See? There you go. If it’s too good to be true, it probably is. So, it’s that kind of thing. It’s the old thing. Things are rarely as great as they are presented to be. But listen to that bit of intuition in the back of your head and you might be surprised. You might be amazed at the things that come to you when you just tune into what’s happening around you. So what do you think?
Tom Shivers: Great tips, Larry, as always. And we’ll be coming up with some intuitive ideas here in the next video.
Larry Towner,: Next stop, the Twilight Zone.
Tom Shivers: All right, you been watching Intuition and Vending Sales at the Vending Business Show, and be sure to subscribe so you can get all this cool stuff we’re doing here. This is an A&M equipment sales production.
Take Your Vending Business To The Next Level Part 2 Tom Shivers: Hi, I’m Tom with The Vending Business Show. I’m here with Larry Towner. When we talk about going to the next level with your business and getting new accounts, tell us the story of how you got one of your early accounts, Larry?
Larry Towner,: Well, yeah, we’ll bring it into perspective here. It was early on in my vending career and I was frantically out, driving around looking for accounts. One day I’m sitting in the convenience store and I see this guy come out, he happened to be driving a truck. No big deal. But he’s driving a truck. I noticed he had a whole bag full of vending type food. He had bags of potato chips, and sodas, and this and that. So, you know, being that I was hunting I went up and I talked to him. I knew his place wasn’t too far away from there so I said, “Hey, you guys have vending at your place?” And he said, “Yeah, we’ve got vending. But that thing never works.” And I’ll leave the expletives out of it. I said, “Well, I run a local company. Here, let me give you my card. And if you could, pass it on to your manager.” Man, I had a phone call within like a day. I went down there and I met with him, and out that guy went, that other vendor that was there.
Larry Towner,: And we put our equipment in there, and we took good care of him. Well, the next thing you know I’m getting phone calls, they had multiple facilities all over the place. I’m getting phone calls from every facility they had, and it was just kind of a way to do some networking, as it were, that I really wasn’t planning on. And so we were talking earlier, Tom. Are you a fisherman, Tom?
Tom Shivers: Yeah.
Larry Towner,: Do ever go down into they Keys where they throw a cast net? You know, a big net like they’re trying to catch bait?
Tom Shivers: I’ve seen those. I’ve not done that, but yeah, I know what you’re talking about.
Larry Towner,: [inaudible 00:01:59]. So this is my concept. I call it throwing a wide net. Because you see a lot of bait out there in the water, which are your potential accounts, right? So how do you get into those accounts? Well, the way you get into those accounts, and it doesn’t matter what account it is, you’ve got to find somebody that works there. And how do you do that? You start talking to people, and talk to as many people as you can, until you find somebody that works there. And then you ask them the same old qualification questions you always ask, “Are you happy with your vending?” Or, “Do you have vending?” That’s the one I always start with, “Do you have vending?” And then, are they happy? And that gives you an in. And the other side to that is that they will know who to talk to, who’s the boss, who actually pulls the trigger. And we were talking too about, sometimes you don’t really know who pulls the trigger. Where the owner ultimately pulls the trigger, as I like to tell, this is one of my favorite stories.
Larry Towner,: There’s the janitor, and he’s in there cleaning the boss’ desk and he goes, “Well, boss, I sure would’ve like that candy bar, but that machine [inaudible 00:03:04] me again.” And the boss goes, “ReallY? Tommy I’ve known you for 25 years, and you’ve done a good job. Would you like a new vending company?” And Tommy goes, “I think that’d be pretty good, boss.” And so the boss says to Tommy, “You know what? We’ll get a new vending company tomorrow.” “Oh, boss. You’re the best. Can I empty your trash can while we’re at it, boss? That sounds good, man.” You think that’s a joke, right? But it’s really true when you think about it. That, sometimes you just don’t know who really makes the decisions. That’s why you have to take care of, who, Tom? Everybody.
Tom Shivers: Everybody. Yep.
Larry Towner,: Everybody. You don’t know. And you don’t really ever know anyway. In some of my other ventures, I always like to laugh, the guy that makes the decisions, squirreled away in a little cubbyhole, you know, he’s right in the bowels of the building and it’s like, “Where are we going here? This looks like the basement.” It is. That’s where he works. [inaudible 00:04:07] in the corner office, and we’re going to the basement, right? But that’s part of it. Do you have any questions, Tom?
Tom Shivers: Hey, that’s some excellent tips. I guess we’re going to be continuing this next level with some new ideas, some additional stories and everything. So, I guess we’ll have to stay tuned until next time. You’ve been watching Take Your Vending Business To The Next Level Part 2 at The Vending Business Show, a publication of A&M Equipment Sales. More Vending Business Blogs New To The Vending Business?
Larry shares a story about Vending Sales Large Accounts
Vending Sales Large Accounts or taking it to the next level involves persistence because big accounts get called on by most sales people.usually once or twice a month. Vending Sales Large Accounts is just as easy as small accounts just take longer to get usually. Persistence Persistence is the only way. Vending Sales large accounts – make sure they remember you. Drop off a few boxes of donuts every time you go by. Who doesn’t like free donuts Once they know you and like you they will contact you first to be their next vendor. Vending Sales Large Accounts – Make sure you have great references that can back up your great service. Vending Sales Large Accounts – See if there are some employees in the account you service now that know someone in the large account you want. Have them give you a good word. Friends buy from friends.
Sometimes big accounts get frustrated with their current vending operator over something small, that’s when they look for a replacement. So, stay in front of them consistently and call on them. Do you like to work with people who want your business? Most people do, so prove it to them. Big vending operators get big because they take care of their accounts. but sometimes they are too big and can’t take care of their accounts
TOM: Hi, I’m Tom, with the vending business show, and I’m here with Larry Towner, a vending business consultant. He’s been in the vending business for a few decades and has sold his own business. We’re just talking about how to talk about Vending Sales Large Accounts.
TOM: So, can you help us with that Larry?
Larry Towner: Well, I might be able to. We were discussing earlier about just telling some stories about how you go and get new vending businesses. So I was just going to tell some stories about a phone call that I received one day, and here is the phone call. A guys says, he picks up the phone and he says, “Is this Larry Towner?” I said, “Yeah, it’s Larry Towner. How can I be of assistance?” And he goes, “Well.” He says, “You know I got a folder here. In this folder is, oh I don’t know, there’s gotta be 40 cards and brochures from your company here in this business. I’ve decided I guess I want to talk to you and see what you have to offer.”
Larry Towner: So I kind of said to him, I said, “Well, what company is it?” And he told me what company it was, I said “Oh, yeah, I come by your place all the time.” And he goes, “Yeah, I’m aware of that. Like I said, I’ve got about 40 of your cards here.” Blah, blah, blah. We went on, we set an appointment, we came down and we looked at his facility, and we closed an account, right. You know, a nice big sized account. One of those good things.
Larry Towner: So, you and I were talking earlier, it’s just kind of one of those things that we were talking about persistence, we’re talking about taking it to the next level. So I was going to ask you Tomas, on your big accounts, do your big accounts just call you up and they say, “Hi, this is IBM, Tom, we’ve heard you do good things, we want to talk to you.” No, has that deal ever worked for you? Has that ever happened to you?
TOM: No that doesn’t come very easily, or very often, either.
Larry Towner: Yeah, and it rarely comes to you in the vending business, too. Just because you’ve got your vending business, and you’re driving around in your truck, generally people in big accounts don’t come seek you out, and there’s a reason for that.
Larry Towner: Largely it’s because they get called on by people over and over and over again. People like me, you know, pesky salesmen like me, that are stopping in and saying, “Hey, you know, we’d like to earn your business, here’s my card.” And they figure after all, if we put this guy off, and we just take his card, eventually he’ll go away, or he’ll go out of business, or whatever, right. And largely that’s what happened to most of my competitors, it still happens even today.
Larry Towner: But eventually, something will change in their organization, and the guy will open up his file, and there’s, of course in my case, there’s a large number of brochures, cards, whatever. And he gets an email from me once a month, and he’s like, I wish this guy would go away. One of the great ways they they’ll make me go away, is “I’ll put him to work, prove him that he can’t do the job, then I’ll be able to get rid of him.”
Larry Towner: Right? That’s what happens, you know. So the next thing you know, they’re going like, “Yeah, my guy, he just doesn’t. I was wanting a Snickers the other day, and there wasn’t one in the machine. I’m just pissed, so I’m getting rid of him.” You know, out he goes. “I’m calling this guy that calls me every day, because I know he’s going to -” Not every day, but, “Calls me on an regular basis, because I know he wants my business.”
Larry Towner: That’s how you get big accounts. Big accounts rarely are out going, “Well, we’re going through the yellow pages looking for..” You know, yellow pages, going on the internet, whatever. “Oh, I think we’ll take, oh, this company.” It just doesn’t happen that way. And that spans all industries, and all sales prospects. The really good accounts, you have to go get them. They’re not going to come to you.
Larry Towner: Occasionally, once in a blue moon, you’ll get a phone call from one of those accounts. That’s usually because of some other marketing method that you’ve done, and somebody’s referred you to them. They’re buddies with somebody at church or whatever and they say. “You know, this guy takes really good care of us, give him a call.” That kind of thing, but that’s the only way you get those big account references. They just don’t … You have to go call on them because it’s just like that.
Larry Towner: Tom, let me ask you a question. Do you like to do business with people that want your business?
TOM: Absolutely, I know they … If I check them out and they’re good, usually that’s a sign that they’re good.
Larry Towner: Yeah, how do they prove to you that they want your business?
TOM: They don’t give up, they keep after me.
Larry Towner: Stay in contact with you, they’re not too obnoxious. Sometimes. They say sales guys are obnoxious, it’s not really that way. They’re just forever just looking for that chance that maybe we can give you a better opportunity than what you have with your current provider. Everybody’s got somebody, right? For something.
Larry Towner: If you look the big three phone providers, you’ve got At&t, you’ve got Verizon, you’ve got Sprint, all those guys are doing is trading back and forth. There’s no new business, they’re 100% saturated in the business. It’s not like I … If I go after dogs and cats now, I’m going to get more business. There’s no more dogs and cats to get really.
Larry Towner: And it’s the same thing in vending. There are thousands and thousands of vending providers. Right? We all know this, and how to the big guys get big? They take care of their customers and they sell. You’ve got to sell.
Larry Towner: What questions do you have for me, Tom?
TOM: That’s good stuff, we’ll be continuing the series on taking it to the next level, and what topic do you think we should tackle next, Larry?
Larry Towner: Well, we need to get back and kind of round up the circle and say once you get a bigger account, what do you really need to do? What do you determine your … The situation is not as it was when you get the larger accounts, so you have to look at some of the logistical concerns, and how do you serve those customers, and what are their expectations. We’ll talk about that in the next show.
Vending Sales Networking is a company that already sells a service or product to a potential customers to a potential account that you might want? Uniform Companies, Office Supply Companies . Office Coffee Services, Staffing Companies, and janitorial companies. If you just sit down and think about it I can name a few more such as landscaping companies, the Chamber of commerce and how about architectural firms?. When staffing companies are providing more employees, it may mean you need to service that account more frequently or if you don’t have that account with more employees might be worth pursuing. .Give all your network buddies leads as well and it will be a win win situation. Vending Sales Networking is a lot easier than beating the bushes by yourself. Vending Sales networking is that extra set of eyes that might see a new customer just coming to town or just moving in. Remember the first company that talks to the potential customer usually gets the business.
EPISODE TRANSCRIPT :
Tom: I’m Tom with the Vending Business Show here with Larry Towner who is a vending business consultant. He’s been actually run his own operation in the vending business for quite a while, a couple of decades and recently sold his vending business in 2012. So we’re happy to have him on the show today. Thanks for being here, Larry.
Larry Towner: Oh, I appreciate it, Tom.
Tom: Today we’re talking about Vending Sales Networking and how the vending business works. A lot of times, people that are new to the vending business think they have to buy a vending machine first. But, what’s the most important thing to start with, Larry?
Larry Towner: Well, Tom, I always like to say that the first thing that’s most important in any business venture that you undertake is to do a little bit of planning, number one . The second thing is before you go and buy equipment, how about have a place to put it? When I say that, what I mean is go out and do some sales and actually get an account first. This is where Vending Sales Networking is important.
Tom: Yeah. So, yeah, let’s say, what are some of the good places to find or to locate … What are some of the better places?
Larry Towner: Well, there’s all kinds of places. I mean, you see vending machines out there in the world, you see them everywhere from on street corners into businesses, retail shops. Some vending machines are becoming retail shops. This is kind of where we have to get into a little bit of the planning thing like we were just talking about. You can go into a planning situation, you kind of decide what do you think is going to be best for the for the business and to help you make money. Perhaps the reason you’re actually watching this video is just to find out that kind of information. So we’re here, you and I, we have these discussions on a fairly regular basis to discuss some of these things.
Larry Towner: So when we get into that planning thing, you should sort of develop an idea of what you want to do and then you decide what businesses or what the vending types of locations are going to do to do your best. That’s kind of a roundabout way around your question there, Tom. But in effect it’s the same thing. I can answer what the best locations are for me, but that’s not necessarily what the best locations are for you as one of our potential viewers.
Tom: Well, that’s a good point, Larry. So let’s just say if you were starting a vending business today, where would you … How would you go about finding locations? What would you go for?
Larry Towner: Well look, what would I go for? I’d be looking for areas where there’s growth in business and to that, while that sounds broad, it’s where you’re looking for. There’s less competition and growing businesses and things like that. In business cycle, they come in and out. They go through various different stages of growth. Right now we’re in a somewhat depressed real estate market or at least the construction industry and real estate is off a little bit, but it’s going to, it’s starting to make its motions back. So some of the things that I would be particularly looking for would be into accounts that might supply the construction industry and things like that, in the current, this is 2013 under the current environment. So those might be some things that I would be looking at. A lot of it’s going to depend on what are your particular ideas. Do you want to be in schools? Well, school vending is going to be there for quite some time as long as there’s school. So really depends on what your particular goals and objectives are.
Tom: Okay. Now let’s say you land a placement, you get a deal with the business or organization that wants your vending machines. What’s next?
Larry Towner: Well, you get this business, now you need to actually go out and it sounds like you need to go buy the equipment. Of course there’s probably a thousand choices on equipment. One thing that people need to understand in vending is is that you have to keep your expenses low. So if you’re new to vending, my suggestion is you go for refurbished equipment and you go to a quality supplier, someone that’s been doing refurbished equipment for quite some time. My particular choice is A&M Equipment Sales, which is probably where you’re looking at this video from.
Tom: Okay. So after you’ve gotten your equipment, then what?
Larry Towner: Well, then it actually comes time to actually install the equipment, that be a simple or difficult job just depending on the location. Usually, there are several people in a [inaudible 00:04:55] area or actually anywhere that can actually move equipment for you. I would suggest if you’re starting that you have someone that knows what they’re doing, move equipment, vending machines are heavy. There’s a lot of real tricks and moving vending machines that if you’ve been doing it for unfortunately 30 years, like I have, you know all of the tips and tricks to actually getting them through doors, how to do it without taking them apart and so forth and so on, but I suggest you just hire somebody to do it. There’s plenty of qualified people in any given market that’ll move things for you. You move it in, you’re going to set it up. At that point, it doesn’t walk into that account completely filled and completely working and completely priced out. Now, again, depending on where you purchased your equipment from, some of those issues might be done for you, but you will eventually have to learn how to do those things anyway, so.
Tom: Right. So yeah, I guess, supplying your whatever products fit that particular business, you’ll have to find out what those are and find a way to learn what works in that particular machine, right?
Larry Towner: Well, one of the great things about that, Tom, is I think we’re going to do another video on that in a future installment, aren’t we?
Tom: Yeah, absolutely. We will get to that one.
Larry Towner: So say that so that you all come back and take a look, but we’ve got all kinds of tips and tricks that are going to come on to teach you what products you should be considering when you go and put them into a machine because a lot of it, it’s its own topic, but there’s lots of variety and lots of choices. So we’ll do that in another one.
Tom: Okay, great. Tell us a little more about what you do, Larry, and then we’ll sign off.
Larry Towner: Well, we do vending consulting for particularly for startups and also, but for people that are looking to maximize their operations, get the most money out of their operation that they have now and try to help them, give them some consulting services. We’re available at firstname.lastname@example.org, if you care to contact us, that’s all one word. Servicegroupinternational@gmail.com.
Tom: You’ve been watching Vending Sales Networking at the Vending Business Show, a publication of A&M Equipment Sales.