Canadian Vending

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Operator’s Perspective: The Three R’s of Vending

The Three R’s of Vending


April 29, 2008
By Lio Prataviera

Topics

Achieving success in anything comes down to recognizing and acting upon
opportunities. And despite what some people might say, there can be big
opportunities hiding in even the smallest of places.

Achieving success in anything comes down to recognizing and acting upon opportunities. And despite what some people might say, there can be big opportunities hiding in even the smallest of places.

While some of us wait for that big, hard-to-miss, in-your-face, here-I-am-I’m-your-big-break, go-ahead-you-can’t-miss sort of opportunity, we all recognize that these are pretty rare occurrences. Instead, you would be amazed to find out that there are plenty of small opportunities happening around us all the time.

For those in the vending business, these small opportunities are literally everywhere. And by following the simple ‘Three R’s of Vending,’ small opportunities add up into something better than a single big opportunity, and that’s ‘success.’

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It’s simple enough to understand. Every time you meet and interact with a client, or their staff, you have an opportunity to ‘Remind’ them of how they benefit from using your services. Ask them if they have any concerns; ask them if everyone is happy with the product selection; ask them if there’s anything else you can provide.

Speaking with the client and their staff on an ongoing basis is a small opportunity to assure them that you want to deliver the best possible service and that you don’t take their business for granted. This can only have a good effect.

Next, ‘Reinforce’ the benefits of your service. Point out any element that illustrates the greater convenience and cost-efficiency that results from having on-site refreshments. When you send out letters of thanks or greetings at certain times of the year (you do that, don’t you?), remind them of why they use your service – namely “lost time.”

Every time an employee goes out for coffee, tea or lunch, time is lost. Every time an employee is delegated to go get snacks and refreshments for a group, attention to work is interrupted. The result frequently being that almost everyone spends longer than the time allowed for breaks and lunches. What is that lost productivity worth to the employer?

Also, if employees have to stay late to complete important work, they are much more comfortable knowing that coffee, tea or food is available to them.

Finally, learn to be honest enough with yourself to recognize when business with a client becomes stale. Seize every opportunity to ‘Re-invigorate’ this relationship by offering a new product line or by giving them a call directly and asking about your service and how it could help them more. It’s these small opportunities that help to make a bigger, more favourable impression, and remind the client of your value to them that leads to your success.

Remind. Reinforce. Re-invigorate. The Three R’s of vending.

But as you know, we in the vending business like to give a little extra, so we’ll throw in an extra R: Referrals.

Utilize the first Three R’s at every opportunity and you’ll have plenty of referrals to impress prospective clients with. If you’ve got a good relationship going with a client, take the opportunity to ask for a referral.

Buy into the first Three R’s and get the Fourth ‘R’ free. What a deal!o