Vending & OCS Nation Podcast

Four business development strategies that will deliver success in 2025

Typically, this episode is one of the most popular of the year with listeners. That's because so many people who follow Automatic Merchandiser & VendingMarketWatch's Vending and OCS Nation podcast (both operators and suppliers) are involved in business development. 

These strategies are proven - so when podcast host Bob Tullio gives you a guarantee - that these four business development strategies will ensure your success for 2025 – it’s worth a listen.

Tullio looks back at what he suggested in 2023 and 2024. You be the judge. How did those strategies work for you? You will almost certainly agree that those strategies stood the test of time.

People mentioned in this podcast: Jennifer Fox of Fox Vending, Inc., Jon Holden of All Star Services, Inc., Matthew Marsh of First Class Vending and Coffee, Barry Rosenberg from VENDING ONE INC, Linda Saldana from Seventh Wave Refreshments, Kimberly Lenz from Associated Services, Dan Welch from World Cup Coffee & Tea, Dean Prather from Quality Vending & Coffee Co., James Evans from Evans Refreshment Solutions and Kim Miros of DAC Total Refreshments, Judson Kleinman of Corporate Essentials – the list goes on, including people like Orrin Huebner, a respected consultant and Mike Kelner -  the industry’s leading business broker - Vending Biz Broker.

Tune in and sell more in 2025!

Suppliers who fuel innovation and drive the industry forward

For operators, choosing the right suppliers is critically important. Making the right product, equipment and technology choices – along with receiving sound advice, can elevate the results for a convenience services operator.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, it’s the Best of 2024 – “Suppliers who fuel innovation and drive the industry forward.”  Podcast host Bob Tullio put together a fast-paced episode where listeners will hear from some leading suppliers, offering stories about their journey, key points about their offerings, useful advice for operators and of course, some secret sauce recipes.

This is Part 1 of a two-part episode, featuring:

• Cam Cloeter, the founder of Lighting for Impact
• Ryan McWhirter from 365 Retail Markets
• Elyssa Steiner from Cantaloupe
• Robert Liva from Graphics that Pop
• Joe Webster from Newco
• Mark Kronenberg and Bryan Hebert from Pro Watch Solutions
• Butch and Lynn Winkler, plus Barbara Russell from Holiday House
• Evan Jarecki from Gimme

Part 2 – featuring an additional list of key suppliers, is scheduled for February 18th.

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Best of 2024 - Part II - Great stories, insights and opinions from leading operators

As the host of Automatic Merchandiser’s Vending & OCS Nation podcast, Bob Tullio heard some great stories from operators in 2024. They opened up the vault, giving candid accounts of the challenges of getting started in the business and even shared some of their miscalculations along the way.

Valuable insights from operators with something to offer and of course, a couple more secret sauce recipes. 

In this episode, listeners will hear from Kim Miros of DAC Total Refreshments in Florida, Dean Prather from Quality Vending & Coffee in Kansas City, Jon Holden from All Star Services in Michigan, Jon Corto from Buffalo Strive, Dan Welch from World Cup Coffee in Portland, Arthur Siller from Evergreen Refreshments in Seattle, Rick Pavlic from Pavlic Vending in Wisconsin, Anthony Cuccolo from CSB Services in New York, Andy Owen from C&S Vending in California and another tidbit from Matthew Marsh at First Class Vending & Coffee in Las Vegas.

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Next episode: Suppliers who fueled the industry in 2024 and what they had to say when they spoke to Vending & OCS Nation.

 

 

 

 

Best of 2024 - Six industry observations plus notable insights, opinions and advice from operators

2024 is done. After countless interviews, 36 podcasts and multiple webinars, podcast host Bob Tullio has six observations about the convenience services industry to point out to his listeners. Do you agree with his perspective as we head into 2025? Tune in - find out - leave a comment.

In addition to those six observations, in today’s episode of Automatic Merchandiser’s Vending & OCS Nation, we’ll peek back at 2024 and hear some solid content from many operators who were featured on the show.

Enjoy "The Best of 2024 - Six industry observations plus notable insights, opinions and advice from operators." You will hear from Matthew Marsh, Jennifer Fox, Louis Baresh, Nakia White-Hazel, Al Hernandez, Mike Jamison, Linda Saldana, Jim Evans and more...

Next episode - January 21st - More operators with great stories and insights - Part II - Best of 2024 - Operators with something to say...

Kim Miros of DAC Total Refreshments in Florida, Dean Prather from Quality Vending & Coffee in Kansas City, Jon Holden from All Star Services in Michigan, Jon Corto from Buffalo Strive, Dan Welch from World Cup Coffee in Portland, Arthur Siller from Evergreen Refreshments in Seattle  and more…

And of course, some additional secret sauce recipes you won’t want to miss…

Reviews and key takeaways from the 2024 CTW event in New Orleans

The 2024 NAMA Coffee, Tea and Water event (CTW) has come and gone. For those who attended, takeaways varied, but everyone agreed that the CTW was focused on collaboration, engagement, networking and education - always a strong combination of features.

On this edition of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio expressed his regret for missing the event, but especially the po' boys, gumbo, beignets, jambalaya, oysters, clams and shrimp, which were enjoyed by many.

He sat down with Linda Becker, Editor in Chief of Automatic Merchandiser and Vending Market Watch to get her impressions of the CTW and added some interviews done by Linda plus some of his own, to offer listeners a broad perspective on the CTW event and what it will take for OCS operators to succeed in 2025. 

You will hear comments from Linda Becker, Tom Steuber, Linda Saldana, Joe Simonovich and Mike Jamison.

Matthew Marsh Part II - His "secret sauce" recipe is like nothing we have ever seen

No industry topics are off limits when Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio interviews Matthew Marsh for the second installment with the founder of First Class Vending and Coffee.

Much like the first installment of the Matthew Marsh interview, listeners can expect a fast pace, no shortage of opinions and a fair a fair amount of banter with podcast host Bob Tullio, including a final question from Marsh, "Does anyone even listen to this podcast?"

In fact, Part I of Matthew Marsh was the most listened to Vending & OCS Nation podcast in the initial five-day period after release. According to Tullio, he was contacted by more than one listener who asked, "Why do we have to wait two weeks for the next one?" 

Apparently, Matthew Marsh has star power.

Listen and find out why, as Marsh discusses everything from smart markets, his frictionless market experiment, his take on the future of vending and the suppliers/people who have helped his company succeed.

His blood pressure elevates when he talks about his legal battle to level the playing field on beverage pricing, his disdain for newcomers who are inspired by Tik Tok videos, some advice/a warning for newcomers as well as existing operators who want to do it right. You will also hear his take on the importance of giving back to the community.

Plus - a secret sauce recipe that may surprise you - or maybe not!

Driven by his work ethic, Matthew Marsh is at the top of his game

According to Matthew Marsh, success is all about your work ethic. “It's about when you go to work and what you do when you get there,” he said.

His strong work ethic explains the company’s emergence as a leader in the convenience services industry. In 30 years, First Class Vending has grown from two employees to more than 300 employees, from one location and warehouse to nine warehouses across three states, from soda only vending machines to full-service vending, micro markets, OCS, and frictionless stores at the airport.

Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, competed directly with First Class Vending and recalls that that Marsh was a tough competitor who loves the industry, is always innovating and has some definite opinions on what it takes to succeed in this business. In this episode, Tullio sits down with Marsh and asks questions designed to get Marsh talking about some exciting highlights of his journey as an operator, including his growth strategies.

While his operation is quite large today, a force in California, Nevada and Arizona, listeners who are new to convenience services will appreciate the way he started his company, and he is happy to share some of the lessons he has learned along the way. This interview is a great listen for both industry veterans and newcomers, offering plenty of insights that will stand up to the test of time in our fast changing industry.

Use these creative and proven follow up techniques to close deals and finish strong in 2024

As an account executive, have you ever had a situation where you were so excited after the initial appointment, after a proposal meeting – that you were 100% sure it was a done deal? Then suddenly, as we like to say in the quiet of a Midwest evening, you hear nothing but crickets. For people in sales, it can be a recurring nightmare.

Why does it happen? How can deals be salvaged when the prospect goes to radio silence mode?

In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks about follow up with Matthew Marsh of First Class Vending, sales guru Gil Cargil and his former business partner for over 25 years, Jon Fishman. Tullio believes that Fishman belongs in the hall of fame for OCS sales.

After years of selling convenience services together and leading a very successful sales force, Tullio and Fishman pulled some of their best follow up techniques out of the vault and shared them with Vending & OCS Nation listeners – reflecting on how to use those strategies and why they work so well.

As a sales rep, when you hear nothing but silence in December, a month when deals are known to fizzle due to holiday distraction – put these techniques to work. Be creative – maybe a little annoying – and use these specific techniques to close some stalled deals and finish strong in 2024.