Vending & OCS Nation Podcast

What does it really take to build a high-powered sales engine for a convenience services operation and what happens when you put your goals, wins and failures on display for the entire industry to see?

In this episode of Automatic Merchandiser & VendingMarketWatch's Vending & OCS Nation Podcast, presented in cooperation with VendVue, Bob Tullio sits down with Patrick McGinty, founder of VendVue, to talk about the company’s evolution from an ambitious idea into an end-to-end sales solution with nationwide operator coverage.

VendVue once had more opportunities than operators available to serve them. McGuinty notes that their challenge has changed as the company has secured coverage across more than 300 markets.

McGuinty explains why VendVue has moved from the “build phase” to the “scale phase” and discusses his very public “Path to 5,000” a five-year effort to build 5,000 profitable accounts while openly sharing the victories, setbacks and realities of aggressive growth.

The conversation also explores one of the biggest questions facing operators: What does it really cost to acquire a new account? McGuinty and Tullio discuss why some operators embrace outsourced sales while others resist it, the true cost of maintaining an internal sales infrastructure and why evaluating customer acquisition cost belongs in every operator’s pro forma.

Key Takeaway

Growth has a cost. Whether an operator employs an internal sales team, relies on ownership to sell or uses an outside resource, accounts are never truly acquired for free. The bigger question is whether the acquisition cost produces profitable, sustainable business.

For McGuinty, the objective is clear: 5,000 profitable accounts and a public record of what it takes to get there. He closes with a simple message for operators: Build as many effective channels for new business as possible and make sure every one of those roads leads back to your company.

To learn more: https://vendvuevending.com/partner/

 

Business insurance might not be a popular, front of mind topic, until a leaking coffee brewer drips down through four floors of an office building, a delivery accident happens, or a fraudulent invoice or email puts your company at risk.

On this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio welcomes Charlie Deaver of Greyhawk Premier Insurance Solutions and George Sagadencky of BBSI for a practical conversation about protecting the business you’ve worked hard to build.

From startups placing their first machines to established operators managing employees and delivery routes, the discussion explores why buying a policy is only part of managing risk. Charlie and George explain the questions operators should be asking about workers’ compensation, employment practices, liability, business auto and cyber coverage.

Along the way, Bob brings the conversation directly into the convenience services world: What happens when a coffee installation leaks in a high-rise office? What exposure comes with asking an employee to drop off supplies in a personal car? What if accounting sends $50,000 to a criminal posing as a vendor?

The insurance guys also connect workplace culture, employee training and documentation to risk prevention and explain why “it will never happen to me” can be an expensive assumption.

When a competitor won one of Treasure Valley Coffee’s original accounts by offering vending, founder Tom Boyer decided to start a vending company. Protecting that customer relationship mattered more than staying comfortable.

That competitive spirit helped turn a business launched in a Boise garage into an operation with 325 employees, four locations and customers across parts of Idaho, Oregon and Washington.

On this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks with Suzanne Boyer and her son, Joel Myers, about the family values, service philosophy and growth opportunities driving Treasure Valley Coffee forward.

Suzanne shares how she joined her father’s business and stepped into leadership after his unexpected passing in 2018. Her experience offers a powerful reminder that the relationships a business builds, with employees, customers and trusted partners, can become its greatest source of strength when circumstances change overnight.

Joel talks about the company’s goal of doubling its size by 2030 and explains why much of that opportunity lies within its existing customer base. From coffee and hydration to concessions, breakroom supplies and micro markets, the focus is on solving more customer problems and increasing revenue at every stop.

It’s a conversation about building an ambitious business while preserving the relationships that made success possible.

The workplace has changed, but the demand for dependable coffee, water, food and refreshment services remains strong. On this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, presented in cooperation with NAMA, host Bob Tullio welcomes Christine Cochran, NAMA’s President and CEO, for a conversation about the opportunities ahead for OCS and pantry service operators.

Nearly one year into her role, Cochran shares what she’s learned from visiting member businesses across the country. She discusses how operators are responding to changing customer expectations, rising costs and new technology and why their ability to deliver personalized service remains so valuable.

The conversation also previews the 2026 Coffee, Tea and Water event, November 18–19 in Austin, Texas, where Tullio returns as emcee. Cochran highlights education focused on sales, executive leadership and operators new to pantry service, along with the value of connecting with peers and suppliers in a more intimate setting.

With CTW not taking place in 2027, Cochran explains the thinking behind that decision and outlines NAMA’s plans to support the OCS and pantry community throughout the year. She also discusses advocacy work involving tariffs, PFAS, single-use plastics and caffeine labeling and why association involvement can help busy operators stay informed and prepared.

What happens when a successful healthcare technology salesperson decides that great money no longer makes up for burnout? For Hunter Hebestreet, it meant starting AI Vending from scratch and finding opportunity in Denver’s luxury apartment buildings. Today, his company operates 74 pieces of equipment across 45 locations.

On this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio talks with Hunter Hebestreet about building a focused sales strategy, earning the trust of property managers and securing equipment placement that turns foot traffic into smart cooler sales.

Hunter shares what’s working with product selection, commissions, social media and financing. He explains why even an experienced salesperson had to get comfortable walking through doors, cold calling and hearing “no.” How did cold calling make him feel? “I was sick to my stomach. I was scared, and I just moved forward, and I did it scared.”

Beyond the technology, Hunter’s story offers a candid look at the persistence required to build a convenience services business. He explains how focusing on one market helped his company sharpen its sales approach and earn opportunities across property portfolios. His advice for aspiring operators: Plan for more rejection, more capital and more time than you expect and find a strong business partner and suppliers to help you grow. 

What if a convenience services operator could take some money off the table, retain a meaningful ownership stake in a larger organization and continue building the local company they spent years creating? That is the model behind Alliance Markets & Vending.

In this episode of Automatic Merchandiser's Vending & OCS Nation, Bob Tullio talks with Gregg Meheriuk, CEO of Alliance Markets & Vending, about a founder-focused approach to consolidation that offers independent operators something different from a traditional exit.

Backed by Shore Capital, Alliance acquires strong independent convenience services companies while allowing many founders to remain active in the business and invest a portion of their proceeds into the larger Alliance platform. The local company name and customer relationships can remain intact, while operators gain access to resources that are often difficult for an independent company to build on its own.

Gregg explains how scale can create advantages in purchasing, technology, HR, finance, sales support and operational expertise. Alliance operators also have the opportunity to exchange ideas and best practices with other successful operators inside the organization.

The conversation also addresses one of the biggest questions facing longtime operators: What happens if I want liquidity, but I'm not ready to retire?

Gregg describes how founders who want to remain involved can reinvest part of the proceeds from the sale into Alliance, giving them the opportunity to participate in the future growth and value of the overall platform.

Alliance is also showing early momentum. Gregg says the company is performing well ahead of its aggressive budget and exceeding his expectations.

For operators considering succession, an eventual sale or simply a way to accelerate growth, this episode offers a look at an emerging alternative - selling the business without necessarily saying goodbye to the business.

The Atlantic Coast Exposition has long been known for bringing together convenience services operators, suppliers and industry leaders for education, networking and plenty of fun. For ACE 2026, the organizers are raising the bar.

In this special episode of Automatic Merchandiser and VendingMarketWatch’s Vending & OCS Nation podcast, presented in cooperation with ACE – the Atlantic Coast Exposition, host Bob Tullio sits down with Timmy Brewer, a 13-year Canteen North America veteran and chair of ACE 2026, for a preview of ACE Around the World.

One of the biggest changes this year? ACE wants to become a true buying show.

Brewer explains why operators should arrive with a shopping list and be ready to talk directly with suppliers, brokers and distributors about new products, equipment, coffee programs and special ACE show deals. The goal is simple: create meaningful conversations that can translate into real business opportunities.

But the buying-show emphasis is only part of the story. Brewer takes listeners through a packed ACE schedule that includes educational sessions addressing legislative issues, cost pressures and the human side of AI, along with an energetic keynote from Jake Failing, Carolina Panthers and Carolina Hurricanes hype man.

There’s also golf, live music, the ACE Honors Breakfast, a cornhole tournament and, of course, the always memorable ACE party. This year, it is built around the wide-open creative possibilities of the ACE Around the World theme.

For operators who have never attended ACE before, Brewer has a simple challenge: give it a try. At a $99 operator registration price, he is confident that the combination of education, contacts, buying opportunities and industry camaraderie delivers tremendous value.

Learn more at atlanticcoastexpo.com.

Taylor Vaughan didn’t plan on a career in convenience services. At 21, she found herself helping out at SPG Vending Solutions where customers kept asking for coffee service. Tired of saying no, Vaughan put together a business plan, convinced the owner to invest in a single brewer and launched what would become Company Coffee Shop.

Today, Vaughan leads SPG Vending, now known as The Culinary Express by SPG Vending, while continuing to run the coffee business she built from the ground up.

On this episode of Automatic Merchandiser & VendingMarketWatch’s Vending & OCS Nation podcast, host Bob Tullio talks with Vaughan about what it takes to build and lead a successful convenience services operation in an increasingly competitive and technology-driven marketplace.

Vaughan shares a philosophy central to her approach: not every growth opportunity is a good opportunity. She explains why operators need to protect margins, invest carefully and pursue what she calls “earned growth” rather than growth at any cost.

We also get into:

• Why coffee and breakrooms create workplace culture
• AI, smart coolers and the changing convenience services landscape
• Leading “from inside the boat, not from the shore”
• Why there’s nothing passive about “passive income” in vending
• Authenticity as a competitive advantage in an AI-driven world
• How independent operators can compete and win against national companies
• Her advice to the next generation of women entering convenience services

Taylor finishes the episode with one of our favorite answers we have heard from a guest this year: about building something sustainable while still having something left to give the people you love.

It’s an insightful conversation with one of the industry’s next-generation leaders and a reminder that sustainable growth isn't necessarily about getting bigger. It’s about making better decisions.