Vending & OCS Nation Podcast

Special Edition - Determination, advice and the secret sauce - It’s the Best of 2023

In this 25^th episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio brings listeners a Special Edition – it’s the best of 2023, featuring some of the most interesting comments and insights that we heard this year from operators and suppliers.

Enjoy excerpts from 18 different episodes, with comments from Bob Tullio, Matthew Marsh, Sandy Schoenthaler, Kim Miros, Arthur Siller, Cary Werner, Charlie Giacona, Melissa Brown, Dan Welch, Mike Kelner, C.J Recher, Amanda Puppo, Donna Serdula, Brynne Tillman, Evan Jarecki, Linda Saldana, Orrin Huebner, Barry Rosenberg, Judson Kleinman and Tom Stueber.

Tullio urges listeners to “sit back, pour an egg nogg, turn off the volume on that completely insignificant bowl game and enjoy a good listen,” the best of 2023. All episodes of Automatic Merchandiser’s Vending & OCS Nation are available on your favorite podcast listening platform or app.

Thanks for listening in 2023. Please subscribe. Happy Holidays!

What’s behind the explosive growth of Digital Media Vending? Hint: It’s about revenue

After David Ashforth sold his vending business in the UK in 2008, he came to San Francisco, expecting to see high tech everything, including vending machines. He was shocked by what he saw. Vending machines in America were anything but high tech.    

In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio talks with David Ashforth, who saw an opportunity, launched Digital Media Vending and began manufacturing vending machines. Digital Media Vending is not a traditional vending machine manufacturer. They specialize in helping operators and entrepreneurs utilize their custom equipment to sell a wide variety of products. Soda, energy drinks and snacks are not part of the equation, but Ashforth encourages mainstream operators to take a long look at what Digital Media Vending has to offer, simply because the revenue streams being enjoyed by his clients are quite impressive.

“Mainstream vending operators have the infrastructure in place to service any location,” said Ashforth. “It is a mistake for an operator to avoid the opportunity that exists in airports, shopping malls and other non-traditional locations that our machines are made for. The unique design of our machines opens the door to locations, like airports and malls, that are typically out of reach for most operators.”

After the NAMA Show in 2023, Ashforth suddenly finds himself in front of a trend, as selling niche products from attractive equipment was an exciting and popular concept. Mainstream operators are beginning to take notice of what Ashforth is selling.

A down to earth conversation with Dan Welch of World Cup Coffee

One of the things Bob Tullio loves about hosting Automatic Merchandiser's Vending & OCS Nation podcast, is having the opportunity to learn about the journey of both suppliers and operators. For him, this episode, “A down to earth conversation with Dan Welch of World Cup Coffee,” turned out to be a most enjoyable interview.               

When his dad, Don Welch, purchased their company in Portland Oregon back in 1985, it was known as Diversified Refreshment Systems. Soon after, the name was changed to World Cup Coffee. Don passed away in 2014, but the  emphasis on family continues to be a cornerstone of the business.

There are so many charming aspects to this interview, from Dan’s reasons for joining the business, to their move into becoming a respected roaster, to the company’s view of how to treat clients and employees, to Dan’s clear understanding of what the secret sauce is at World Cup Coffee. This episode offers an honest interview with a nice guy, who not only collaborates with up and coming roasters to help them get on their feet - he also offers a few lessons for any operator or small businessperson.

 

Because “cashless is king,” here is a roadmap to help you choose a solution

There is old saying in the world of finance – “Cash is king.” Not so for vending and micro market operators, where it is all about cashless payment, as consumers, particularly younger customers, rely on operators to offer quick and easy cashless payment solutions.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio explores the many cashless payment providers that are available, focusing on the solutions they offer and how they provide operators with a competitive advantage. Listeners will learn about mainstream providers in addition to those who are focused on more targeted solutions.

For any operator who is considering their options regarding cashless payment, Tullio breaks down the technology, often complicated, in a way that will enhance your understanding of what is available. He gets some needed help and commentary from Evan Jarecki, co-founder & CEO of Gimme, as he interviews Bill Bartholic of Cantaloupe, Lisa Appelson and Pete Carmain of Nayax, Alan Munson of 365 Retail Markets, David Riddiford and Russell Wolfe of Apriva, Matt Birchard of PayRange, Wilf Martis of GrabScanGo, Ashley Hubler of Wittern Group and Terri Starnes-Bryant of Microtronic Cashless Solutions.

CTW Report – What OCS operators must do to succeed in 2024

The coffee service industry has undergone quite a test of resilience since the start of the pandemic, not helped in the last year by the slow return of workers to the office. There was a clear sense of cautious optimism on display at the 2023 Coffee, Tea and Water Show (CTW) in Indianapolis – a sense that 2024 could be the start of better times ahead.

What do OCS operators need to do to succeed in 2024? When the question was asked on the convention floor at CTW, there was no shortage of opinions from operators and industry observers. In this edition of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio brings those convention floor conversations directly to you, identifying trends and themes that are emerging from battle tested operators, with solid advice how to succeed in 2024.

Tullio hopes this podcast gives operators who listen a nugget of advice or insight that will help them point their business toward greater success in 2024.

Serving clients and feeding kids, C. J. Recher and Five Star are impacting daily lives with a “yes” mindset

J. Recher understands that convenience services operators can impact millions of people's lives each day. The impact can occur in a small way, through a cup of coffee, a salad or a snack. A closer look reveals that the impact being made by Recher and Five Star goes far beyond serving customers.

In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks to C. J. Recher, who serves Five Star Food Service as their vice president of marketing. Recher has another important role as well. He is co-founder of Feeding the Future, a non-profit organization that focuses on keeping kids from going hungry.

What Recher loves about the industry is that operators have such close contact with the end consumer. They can make a customer’s day much improved by providing the right products at the right time. “They're looking to us and the services that we provide to get them through their workday,” said Recher.

At the same time, his work with Feeding the Future is a gamechanger for kids who are unsure where their next meal is coming from, especially on weekends. This podcast is about Five Star’s advanced marketing strategy and a cause marketing program that has earned companywide buy-in.

Tom Steuber, Justin Steuber and Kim Lenz reveal the formula for success at Associated Services

Like so many of the industry’s leading coffee service companies, Associated Services was stung by the pandemic. Once the best market for OCS, the Bay Area suddenly became one of the worst, as the work at home movement stubbornly took hold.

In the latest episode of Automatic Merchandiser’s Vending & OCS Nation – the podcast for the convenience services industry - Tom Steuber, Justin Steuber and Kim Lenz reveal their formula for success at Associated Services. Host Bob Tullio explores multiple topics with the leadership team, including:

• Strategies that are working
• How the company is adapting to the new normal
• How selling convenience services has changed
• Key suppliers that are contributing to the company’s success
• Lessons learned from a wrong turn
• How Associated is leveraging technology
• Key products that have made a difference – and some new ones to watch

For any operator, especially those who are adjusting to the slow recovery of traditional OCS, this podcast offers a blueprint on how to adapt, how to pivot and how to succeed – which is exactly what Associated has been doing for over 50 years.

 

Dialing for dollars – Amanda and her team are generating appointments and opportunity for operators

Like so many business development experts today, Amanda Puppo, Founder and CEO of MarketReach Inc., started out as a salesperson, working on the frontline. Ultimately, she gravitated to her strength, which was cold calling and appointment setting, to form her company over two decades ago.

In the latest edition of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks with Amanda Puppo, discussing the evolution and relevance of B2B telemarketing. While some people believe that B2B telemarketing is dead, don’t even think about telling that to Amanda, whose boutique agency specializing in high-level prospecting and appointment setting services, is still working hard to help convenience services operators get positioned in front of decision makers.

Amanda shares the techniques that can translate to successful calling and the thought process behind selling that has led to impressive results for convenience services operators. For anyone involved in appointment setting - the ongoing battle to connect with office managers, facility managers and other key decision makers - this podcast is a must listen.

For business owners who are trying to do telemarketing in house, or for those who have simply given up on the idea of telemarketing, it is worth hearing Amanda’s perspective on why telemarketing – done the right way – should be part of your business development program.