Эпизоды
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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!
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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 ImpactRyan McWhirter from 365 Retail MarketsElyssa Steiner from CantaloupeRobert Liva from Graphics that PopJoe Webster from NewcoMark Kronenberg and Bryan Hebert from Pro Watch SolutionsButch and Lynn Winkler, plus Barbara Russell from Holiday HouseEvan Jarecki from GimmePart 2 – featuring an additional list of key suppliers, is scheduled for February 18th.
To help us maintain the highest quality content, please hit the follow button to subscribe to Vending & OCS Nation wherever you get your podcasts.
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Пропущенные эпизоды?
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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.
Please follow Vending & OCS Nation on your favorite podcast platform.
Next episode: Suppliers who fueled the industry in 2024 and what they had to say when they spoke to Vending & OCS Nation.
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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…
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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.
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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!
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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.
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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.
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Back in May of 2024 – at the NAMA Show in Dallas – the host of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio, was covering education sessions when he came across one session that had the audience overflowing into the hallway. The speaker, Gil Cargill, was talking about AI for business development.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, Tullio looks for an answer to the question - If AI for business development is clearly a game changer, why are operators resisting?
Fast forward to November. Cargill was apparently ahead of the game. As Salesforce announces they are hiring 1000 sales reps to sell AI for business development, Cargill is still finding it difficult to get convenience services operators to try what is clearly the future of b2b business development. In this podcast, Cargill invites the industry to dip their toe in the water with a free offer for listeners and a strong money back guarantee that the program will build an operator’s business.
Here is Tullio's reaction after exploring the topic and producing the podcast:
"I’ve been around for a while, so I was a skeptic myself – but the more I learn about his AI driven solution – I’m convinced – especially after you hear my conversation with his inside sales bot – an impressive virtual assistant named Jane. I would love to hear how AI worked out for any operator who takes on what appears to be some game-changing technology for both operators and suppliers.
This podcast is a great listen for anyone in sales or business development. It gives you a look at what is coming - very soon - maybe even tomorrow."
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The host of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio, has said it before. He loves hearing about the journey of both operators and suppliers. Robert Liva has a good story.
The owner of GTP – Graphics that Pop, is an animated, entertaining, candid and knowledgeable individual, especially when it comes to marketing and to serving clients in the convenience services industry.
He started out in 1973 fixing pinball machines at the age of 13. When he arrived in Houston Texas in 1976, he went right to work. In the vending business, working for operators, owning a vending company, was a location finder for 10 years as he balanced work and being a single parent. He even sold siding along the way – giving him an opportunity to learn something about selling and marketing. It was an opportunity to try a few things out.
Liva says there is no greater joy in life than giving, period. Along those lines, he has launched a non-profit organization called Path to Unity – A program that he says is designed to empower communities for real change – for positive change. Several hundred thousand dollars are committed to this community improvement effort – but there is a lot more to it than that. Former Dallas Cowboy star Michael Irvin is on board – and Liva said White Bear Coffee deserves a shout out for their early support. To learn more – visit www.pathtounity.com
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From the supplier area (Connection Hub) to the line-up of speakers to the education sessions, NAMA's CTW for 2024 has been reimagined to help operators thrive in today's changing OCS climate.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, presented in cooperation with NAMA -it’s all about the upcoming CTW – the Coffee Tea and Water event, scheduled for December 11th and 12th in New Orleans.
NAMA's CTW 2024 has been designed specifically for operators and suppliers to collaborate on how to elevate OCS and Pantry offerings and evolve the client relationship, moving beyond trusted service provider to essential business partner.
Podcast host Bob Tullio sat down with two people who were very involved in the planning of the event – Linda Saldana of Seventh Wave Refreshments, the chairperson of Stakeholder Task Force that reimagined the new CTW and Tom Steuber of Associated Services, who also happens to be Chairperson of the NAMA Board of Directors.
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Two things will be clear to you after listening to this podcast. Operators are excited about smart market technology and there is no end to the creative solutions/equipment being offered by smart market developers.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio takes an even deeper dive into the world of smart markets. In part one of this episode, released on September 24th, he talked to Ryan McWhirter of 365 Retail Markets, Elyssa Steiner from Cantaloupe and Yang Yu from Micromart.
In “Smart Markets Part II - Choosing a smart market is a multiple-choice question for operators,” Tullio talks to more smart market developers, creative minds who are driving the smart market movement. Mike Delazzer, founder of Redbox is now with Instant Retail Systems, Detlev Goedbloed of Structural Concepts, Fred Kahn from Kooick and Guy Moshe from Shekel, all share their product features and their vision for the future of smart markets.
Mike Jamison from New Age Vending and Jon Corto from Buffalo Strive give their take on the value of smart markets. Also mentioned in this podcast, Due North and AVS, two companies who play an important role for smart market developers.
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From day one, theft has been a concern for micro market operators. Watching hours of video or taking a time consuming and perfectly executed market inventory are two ways to establish whether theft is occurring, but then what? Proving your case to the client and gaining their support is the difficult next step.
In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks to three companies who use advanced technology, including AI, to identify theft as it happens and make it easier for operators to have that difficult conversation about product theft with their customer. The goal is better communication, cooperation, deterrence and in some cases, compensation.
According to the 2023 Automatic Merchandiser State of the Industry Report, there are over 42,000 active micro markets being operated in the US. Since the very first micro market was placed over a decade ago, product theft, aka “shrink” has been an active topic of conversation and an ongoing challenge for just about every operator.
In that same study, operators were asked to identify their average level of micro market theft. While 3% optimistically said they were at a 0% shrink, the vast majority fell into the 3% to 7% range.
One might conclude from the report that the shrink situation isn’t that bad and generally speaking, operators have it under control. Those three companies that are using advanced technology to monitor security and catch thieves in micro markets would beg to differ. Panoptyc, ProWatch Solutions and Theft Detective have all experienced different journeys on their way to catching a thief. Today, they can offer hard evidence that theft is an inherent issue in micro markets and unless strong deterrents are in place, along with effective communication – shrink happens in a big way.
While this podcast takes a deeper dive into the issue of micro market theft and efforts to deter it, many of the interviews were also conducted for the Automatic Merchandiser article that Tullio wrote for the magazine’s upcoming November, “Protecting your investment - A technology driven approach to mitigating micro market theft.”
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From all indications, smart markets are a game changer. Driven by AI, featuring the security benefits of vending and the product merchandising power of a micro market, it is no wonder that smart markets are emerging as the next big thing.
In the first part of a two-part episode of Automatic Merchandiser’s Vending & OCS Nation podcast, Tullio takes a deeper dive. He speaks with many of the entrants into the smart market space, big and small. Each is beginning to find their niche in what is almost certain to become a massive opportunity for everyone involved.
You can't tell the players without a scorecard. This podcast is your scorecard for the micro market game.
Part one features Evan Jarecki from Gimme, Ryan McWhirter of 365 Retail Markets, Elyssa Steiner of Cantaloupe, Yang Yu of Micromart, and Arthur Siller from Evergreen Refreshments.
Part two of this podcast on smart markets will be available on Tuesday, October 15. Part two will include interviews with other smart market providers, including Mike DeLazzer, founder of Redbox, now with Instant Retail Systems, Detlev Goedbloed of Structural Concepts, Fred Kahn at Kooick, Guy Moshe at Shekel and more.
Editor's Note: Many of the interviews in this podcast (which offers a timely post-season baseball theme) were conducted by host Bob Tullio for an article that appeared in Automatic Merchandiser Magazine’s August edition.
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Over the years, there was always talk among operators about somehow using the front of a vending machine for advertising. Or maybe the little screen on a bean to cup brewer would work. Or – how about a monitor in a micro market? Ten years ago, it was just talk and it seemed like science fiction.
Today, advertising in micro markets and on other payment devices is a reality – and a nice profit center for operators. Leave it to the folks at 365 Retail Markets to deliver with an entity they call Advana.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio looks at the explosive growth of micro market advertising. For Tullio, this podcast really belongs in the file that’s entitled - “I can’t believe this wasn’t available when I was operator.”
As Jacob McNulty from 365 put it, every operator starts out by pressing the easy button – allow advertising and watch the checks come in. It can get even better than that as revenue multiplies with more screens and supplier support.
While 365 Retail Markets is the advertising frontrunner with Advana – in this episode, Elyssa Steiner talks about the advertising program that Cantaloupe has brought to the table for their customers, leveraging the vast number of screens and devices in their network.
Either way – it’s a win for operators. In the podcast, Tullio asked McNulty, “Doesn’t this seem like a no brainer?” Allow advertising. Cash checks. He agreed.
That’s why Tullio calls it, “easy money.”
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As co-owner of Quality Vending & Coffee, Dean Prather is a hard-working operator with 34 years in the business. His invention, Q-Tote, is having an impact on the micro market industry. Dave Marler of Lightspeed calls it a “game changer.” Beyond his work, he is driven by giving back in several directions.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, Dean Prather talks to host Bob Tullio about the three things he is invested in – his employees, his customers and the community. It is Dean Prather – Part II.
Prather talks about his take on the coffee service industry and the fact that today, it is looking more and more like pantry service. He discusses his enthusiasm for one piece of equipment that he believes is the next big thing – a departure from his usually conservative approach to business.
Suppliers are critical to success and Prather identifies the key partners who have elevated his company. He explains the thought process behind Q-Tote and how the product, while not a perfect fit for every operator, is taking off.
Of course, he has his own recipe for the secret sauce that is perfectly in line with his approach to doing business.
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Since the NAMA Show in May, while some operators are discouraged and turning away from coffee service, Bob Tullio has been beating the same drum, urging coffee service operators to ramp up their sales efforts.
In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, Tullio looks at the upside and downside of the reality that OCS will never be the same – although, it’s hard to say “never” about anything in today’s world.
What really sparked this whole premise – that now is the time to ramp up the OCS sales effort, is some of the conversations Tullio had with OCS operators over the past several months. While there is plenty of frustration out there, selling OCS opens a tremendous amount of opportunity for operators because of one reason:
Selling OCS is the easiest way to get in front of a decision maker.
Jennifer Fox of Fox Vending, Jon Fishman, Tullio’s former business partner, Orrin Huebner, business consultant, Linda Saldana of Seventh Wave Refreshments, Kim Lenz from Associated Services and veteran operator, now retired, Tom Konop, all contributed to the content of this podcast.
In this conversation with Tullio and his panel of industry leaders, the message is clear:
Face to face on site engagement is key. Get in the door. Get in front of prospects. Double down on OCS selling. Take the road less travelled and enjoy the expanded opportunity that comes with being a committed OCS operator in this new office refreshment landscape.
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In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sat down with Holiday House co-founders Butch and Lynn Winkler, partners for 48 in marriage and business, Barbara Russell, the vice president of sales and marketing for the company. You won’t believe what Barbara’s role was the first time she worked for Butch and Lynn.
This is a story of hard-working people who have evolved within an industry — in this case, the coffee service business. Butch and Lynn started as operators from 1981 to 1991, when they sold the company and launched Holiday House, selling a few plumbing parts.
Today, their massive catalog has products that serve 3900 operators and is growing. They are also the driving force behind the Holiday House Technician Training and Trade Show. Barbara Russell is the brainchild and quarterback of the event, which will take place from September 30 to October 2 at the Hyatt Regency in Irvine, Calif.
It's a great story. Butch and Lynn share their journey, looking back and looking forward.
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Dean Prather's story at Quality Vending & Coffee in Kansas City, might remind you of Jon Holden's story at All Star Services in Michigan. Proof that son-in-laws can be a great hire!
In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, Prather takes host Bob Tullio on a company tour of Quality Vending & Coffee, a company that has served the greater Kansas City metro area for decades. He also shares the company journey and his own personal route to becoming a prominent figure in the convenience services business. As it turns out – he has emerged as an inventor and his product is having a positive impact with operators around the country.
This is part one of a two-part episode, because once Dean Prather gets going in an interview, he has some excellent insights to offer. Part two will be released on Tuesday, September 3rd.
Like so many great companies - Quality Vending and Coffee was started in a garage. In 1991, Don Miceli and his late wife Jo Beth launched the company, a bold move following Don’s 30 years in the business working for Interstate United and another local independent operator. Don and Jo Beth decided it was time to do their own thing and they brought in their son Carl as well.
Less than a year into their new venture and with a growing list of accounts, Don reached out to his son-in-law, Dean Prather, about joining their team. Over 30 years later – Prather, now a co-owner, knows he made the right choice.
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More than ever before, technology is being associated with vending and micro markets. For many, it seems to have all happened overnight, right after the pandemic. In reality, pioneers like Evan Jarecki have been at it for a decade.
Today’s episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, focuses on a company and industry leader who offers a classic entrepreneurial story. Host Bob Tullio talked to Evan Jarecki, CEO and co-founder of Georgia based Gimme Vending, a leading software company that builds management, delivery, and invoicing tools for micro markets and vending operators.
Gimme was built around three core values.
Empathy – caring deeply about their customers and how their teams operate.
Determination – not stopping until the job is done and being passionate about quality.
And Problem-Solving - embracing challenges and working with partners to find solutions.
Those core values have served the company well during what has been a very eventful 10-year ride. Jarecki shares his journey - the pivots, the milestones, the progress and how his product has evolved over the last decade. It’s a great listen - 15 minutes well spent - for operators, suppliers and entrepreneurs.
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