Tag Archives: vending sales

Acquiring New Vending Accounts


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. 

 

 

EPISODE TRANSCRIPT:

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.

Some links for smaller locations vending machines you might want to look at the Dixie Narco 276E Can/bottle and the Automatiic products 111

Acquiring New Vending Accounts   – How to Get into the Vending Business

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Intuition and Vending Sales

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.”

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Episode Transcript:

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.

Look at some of our new vending machines at https://www.amequipmentsales.com/prodcat/new-vending-machines/

Take Your Vending Business To The Next Level Part 2

Take Your Vending Business To The Next Level Part 2   Larry shares how he landed a profitable vending account from his early days.

Soon after landing this account he received phone calls from every facility they had in the area.

To get into big accounts you find someone who works there and ask “Do you have vending?” and if so, “Are you happy with your vending?”

Sometimes you never know who really makes the decision to change the vending. So you must take care of everyone.

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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?

Vending Sales Large Accounts

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

 

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EPISODE TRANSCRIPT:

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.

For Vending Machines for large accounts you might want to look at the  Dixie Narco 501E and the Automatic Products 113 Snack Machine.

TOM: Awesome. You been watching the vending business show, a publication of A&M Equipment Sales.

Vending Sales Networking

Vending Sales Networking

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 [email protected], if you care to contact us, that’s all one word. [email protected]

Tom: You’ve been watching Vending Sales Networking at the Vending Business Show, a publication of A&M Equipment Sales.

For great vending machines for smaller accounts go to Dixie Narco 501E and Automatic Products 111

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Basic Vending Sales Presentation

Basic Vending Sales Presentation number one don’t be late and if you are call and apologize.  Basic Vending Sales Presentation number two  Get there in plenty of time to ride around in the parking lot in order the count the cars for population and to see how many deliver vehicles and other walk in traffic is there.  Basic Vending Sales Presentation number three meet your contact and ask him questions about his current vending service and how he thinks it could be run better.  Basic Vending Sales Presentation number four  Ask to go see the current vending machines.  Most times you can show the contact machines that are dirty or with stale product.   Basic Vending Sales Presentation Number Five  Point out everything that is wrong with the service he now has but be careful not to look like you are bad mouthing too much.  Fine Line. Tell him how your service would be better.  Listen to him and tell him how you could improve what he has.  .

Basic Vending Sales Presentation Have a plan and practice it. Always ask positive leading questions like:

  • What do you like about the vending service that you have right now?
  • If you had a choice is there anything you would change about your vending company right now?

Listen to these answers and with that you have enough info to make a very professional sales presentation in vending. You’ll want to cater your presentation.

Most of the time you already have the products they want, so by asking questions you will learn what all you need to do there.

Next, you’ll explain how your system works and incorporate in it the things they like right now and that you will fix the things they don’t like right now.

The majority of the complaints about vending is not product but service related, so ask plenty of questions to understand how to cater to that prospect.

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EPISODE TRANSCRIPT:

Tom: Hi I’m Tom with the Vending Business Show and today we’re talking about  basic vending sales presentation. So, Larry Towner’s here with us, so what is a basic sales presentation look like?

Larry Towner: Well, so we wanted to just go over some of the basic things cause I … let me tell you the genesis of this story. I was sitting in my new job, as it were, and we had a coffee man come in and he was gonna do a sales presentation to us at the shop that I work at. I was like, “Okay. This sounds like fun. I’ve been selling coffee for a little while, selling vending and coffee and doing all of this stuff for a little while.”

Larry Towner: It spurred this idea to come up with how to do the basics of a sales presentation. This guy come in and he had set up an appointment. He had done a cold call and he had set an appointment to come in and talk to us at eight o’clock in the morning.

Larry Towner: Let’s talk about the first thing. Tom, when should you show up at for an eight o’clock appointment? A: at 5:00, B: 8:00, C: 8:05, D: Next week.

Tom: Well I would say B, but …

Larry Towner: I would say that’s A or B. By the time 8:00 rolls around, you better be there and ready to go. Don’t show up late. If you are gonna be late, even if it’s a few minutes, make sure you call and talk to the man or woman or whomever you’re talking to and who you’re presenting to. In this case, we had eight people standing there waiting for this to happen and he was late. It started him off on the wrong foot straight away, so be on time. Number one.

Larry Towner: So number two. Have a plan. Understand what you’re trying to do. Come up and practice this once in a while. When you go in to do a vending presentation, always ask lots of questions, right? So one of the first questions is, and stay positive, what do you like about the vending service that you have right now. Listen, right? Pay attention to what they say, then cater your presentation to what he said right after that. So what do you like, so if there was anything and also again staying positive, ask another question.

Larry Towner: If you had a choice is there anything you would change about your vending company right now, and listen to what he says. Then you can go in and you can say okay, with that, those two questions right there give you enough information to make a very professional sales presentation in vending, because what you’re going to do is cater your thing. If the fella says, you know, we just don’t have the products that we want here. Fella or woman I should say, because many times you’ll make a call to a woman. But, if the person says to you, “You know, we just don’t have the products that we want here”. “Well what kind of products would you like?” Another question right? But again, you want to listen and half the time those products are going to be on your truck anyway, so all you’re really doing is finding out what you’re going to need to do there.

Larry Towner: You’re just asking a series of questions and then you go, “Well here’s how our system works” and you have a pre-prepared statement of how your system works. Now, you’re going to modify that a little bit and incorporate, of course, all the things that they said that they liked about what they have now and you’re going to fix all the problems for the things they don’t like right now. So, if the guy comes in and he says, “Well you know the product, you know if I had to change anything, I’d make sure that the products are in date”. So, when your going down your presentation and you say “Well here’s how our system works”. We come in every two weeks. Well the first thing we do is we open the machine and we check all the dates, and we’ll remove any of the product out of there, that’s out of date or close to date.

Larry Towner: So immediately, you’re doing two things. You’re showing what you do and you’re also showing how you’re going to fix what they don’t like about their situation right now. That’s the basics of a sales presentation. Ask some good qualifying questions, and the two questions that I just asked out there, you want to stay positive. Don’t say what do you not like about your vending company right now?, you don’t want to say that. You want to say if there was anything you would change, what would you change? And, he’ll, he or she, will come out and tell you exactly what it is that they don’t like about the vending company and conversely, what do they like about what they have? Because, of course, to be successful you want to do what they want. We would hope anyway. Do you agree with that Tom?

Tom: That sounds like a great plan Larry.

Larry Towner: It’s really tough. Really tough.

Tom: I’m sure it is. It’s just a matter of getting some new habits going though.

Larry Towner: It is a question of habits, and it’s a little bit of a question of being, of just maintaining a positive spin on it and you don’t need to badger your competition, because they’ve already done that. If you have the opportunity to be in there, there’s something there that’s not right with the customer, and the customer will eventually tell you. You just have to keep asking those questions and if it gets down to it, says you know, because this is the question you’ll get. “His products are just too much money”. Your only answer to that, really is, “Well this is driven largely, you’re in business yourself, if you’re costs exceed your income, what’s that called? It’s called a loss and our company, we need to run at a profit, just like your company. Unfortunately, we don’t control the costs of our products and we don’t control the cost of gas and all of the expenses that go along with this business. The product costs what the product costs.”

Tom: Mm-hmm (affirmative)

Larry Towner: That’s the only answer to have in those kinds of situations, but other than that, most of the time if they’re looking to, if you’re there, there’s a reason that you’re there. It’s usually service related, so, anyway.

Tom: Thanks so much Larry. If you want to subscribe to get more vending business tips like this The Basic Vending Sales Presentation, you’ve been watching the Vending Business show a publication of A & M Equipment Sales.

Great Vending Machines that can go in any location is the Dixie Narco 501E and the Automatic Products 113 Snack Machine