Tip 20 - Stay Above The Crowd of Other Vending Machines

Occasionally you may find vending equipment already in place at a company that has responded to one of your mailings or to a Self-Promotion packet. It might be a glass-front Coke or Pepsi machine. Some distributors will allow that machine to unsettle them; they walk away saying, “What’s the use? They’ve already got a machine.” Don’t let this happen to you! Remember—that location already wants to hear about your refreshment service, and they’ll be glad to hear about an easy and terrific alternative to the service they currently have.

It takes confidence in your equipment and pride in your service to “stay above the crowd” of other vending companies. If you ever failed to approach a location because you knew they already had machines, then you need to change your mindset about your business!

Part of your new mindset should be: “I’m here to help solve their problem.” First, identify their problem.. You might be able to figure it out just by looking around their office—or just ask them! Employee breaks too long? Can’t get the snacks they want? Coke machine’s always broken?

Once you know what they need, the second thing is to offer a solution. The solution is nearly always your refreshment service! If you don’t believe this, let’s try a simple test. Here’s a typical dialogue between you and a potential client:

Q: My employees have ten minute breaks, but they always seem to be out of the building for twenty minutes. Can you help me?

A: My refreshment service will let them take breaks in your office and get back to work, refreshed!

Q: I like Plain M&M’s, but I can’t get our vendor to stock them, and he never puts in enough chips for everybody. Can you help me?

A: My refreshment service will let you choose whatever snacks and beverages you want!

Q: The darn Pepsi machine’s broken again. I’m thirsty and it won’t take my dollars. Can you help me?

A: My refreshment service includes a separate dollar bill changer, and my machines have individual coin mechanisms and are never out of order!

Get the picture? It’s really important to remember the advantages of your equipment over anything else in the market. Here’s a short list of advantages that you might want to memorize; or keep them with you to review before meeting with a potential location.

 

 

 

 

Dana Bashor