9 replies to this topic

[mrsar66]

I currently operate a few vending machines, but have yet to try and find a location on my own, can anyone give me some advice on what to say when approaching businesses looking for locations. I do not use a charity, and I would like to go door to door.

[John Woodcock]

In reading through the bulk vending forum I found this great topic that talks about finding locations. I'm not sure if this would work for larger vending machines though.

http://www.vendingch...p?showtopic=863

Hope this helps!

[danl]

I currently operate a few vending machines, but have yet to try and find a location on my own, can anyone give me some advice on what to say when approaching businesses looking for locations. I do not use a charity, and I would like to go door to door.

What kind of machines are you trying to locate? I'm assuming they're soda or snack machines. You're not signed up with a charity? That's OK, especially if you're locating snack or soda machines. Are you willing to give the site owners/managers anything? Most will ask what's in it for them. The others will just think it. It would really help to know for sure what type of machines you're trying to locate but you should always try to think in terms of 1) what benefits will the customer get from having the machine on their site; 2) what responsibilities & obligations will the customer have for the machine and 3) what kind of service can the customer expect from you. There are other things you can add but I'd say those three are an essential start.

Let me know what kind of machines you're locating, what kinds of places you're looking to place them and let's see if we can't work out some kind of script for you to use.

[scottgtt]

If your going to locate full size machines you must do your homework first. Find out who the decision makers are. Send letters introducing yourself and telling them you will follow up with a phone call. Most good locations, $1000.00/mos or more will not react well to cold calling and will already have a good vending set up. Thus you must do something to set yourself apart or just stay on them until something changes. I use testimonials from existing customers along with a three ring binder of information about my company and how we set ourselves apart from other companies. You can throw darts at a board and occassionally have a good shot, but if you want to get new accounts on a steady basis you need a system, any system, but something thought out that is meaningful to the end user.

[jblvending]

If your going to locate full size machines you must do your homework first. Find out who the decision makers are. Send letters introducing yourself and telling them you will follow up with a phone call. Most good locations, $1000.00/mos or more will not react well to cold calling and will already have a good vending set up. Thus you must do something to set yourself apart or just stay on them until something changes. I use testimonials from existing customers along with a three ring binder of information about my company and how we set ourselves apart from other companies. You can throw darts at a board and occassionally have a good shot, but if you want to get new accounts on a steady basis you need a sys
tem, any system, but something thought out that is meaningful to the end user.

Picked up some of my biggest accounts making cold calls.I think sending letters may work, I've never tried it, I just know that I throw all mailing's away that even give the appearance of junk mail, so I figure business do the same.I try to keep it as simple as I can. I walk in(knowing it will be a good account) I ask for the person that is in charge of the vending, I then introduce my Company, tell them that I just wanted to stop by a drop some information about my company(simple one page write up with info about our service) and then proceed to ask if there happy with there current vendor, thats it, you'd be surprised how easy it becomes after awhile.Now I'm not saying that your way doesn't work, I'm just saying what worked for me.

[danl]

I think both scottgtt and Jblvending offer some really good advice. Scottgtt talks about the importance of having a system in place and goes on to describe a system that's appealing and works for him. I especially like the part about "doing something to set yourself apart" and I'll bet the testimonials work well too. Jblvending outlines an extremely good system. The part about "knowing it will be a good account" when he walks in is crucial. You've got to have confidence in your success. I'll bet that in his one page write-up about his company he does "set himself and his company apart". I also think that he's right on the mark when he asks if the company is happy with their present vendor service. It's an excellent starter question. I've been in so many situations where companies do have an established vendor but are just not happy with the service and are very willing to listen to someone who can offer a positive change. Great ideas!

[scottgtt]

I don't knock cold calling, however, in my experience it is difficult to get to a decision maker for a good account. I define good as $2000.00 plus per month with one location. When you deal with larger accounts, the decision maker may not even be at the account and many locations will not even let you past security. These are the really big accounts and really all that I want. The smaller locations are good to get going, but if you want the really bigger accounts, I just don't see cold calling being a good method on a regular basis. That being said, if I need some smaller accounts for my employees, then yes, I will occassionally try cold calling.

[coinvestor]

I don't knock cold calling, however, in my experience it is difficult to get to a decision maker for a good account. I define good as $2000.00 plus per month with one location. When you deal with larger accounts, the decision maker may not even be at the account and many locations will not even let you past security. These are the really big accounts and really all that I want. The smaller locations are good to get going, but if you want the really bigger accounts, I just don't see cold calling being a good method on a regular basis. That being said, if I need some smaller accounts for my employees, then yes, I will occassionally try cold calling.

Scott,
I have yet to do the letter thing, but always thought that if I did I would include a one dollar bill so the person could make a trip to the vending machines before I called. Since the person in charge does not always frequent the vending machines this would give them a chance to make a purchase on me and really look at there current selection and pricing.

JD

[scottgtt]

I think your dollar bill idea is good for most medium size accounts. I think the really large accounts where your purchasing managers etc... are dealing with this might not like the gimmicky nature of the dollar, but then again you never know. What might be a good idea is try the letter first and subsequent calls. If your not getting anywhere, then send the dollar and mabee it might get a chuckle out of them and subsequently they might take your call.

[mrsar66]

Hello,
I am looking to locate counter top snack machines, full size pop machines or bulk candy machines. I am looking for any place that makes money. Warehouse,staff room,etc.

What kind of machines are you trying to locate? I'm assuming they're soda or snack machines. You're not signed up with a charity? That's OK, especially if you're locating snack or soda machines. Are you willing to give the site owners/managers anything? Most will ask what's in it for them. The others will just think it. It would really help to know for sure what type of machines you're trying to locate but you should always try to think in terms of 1) what benefits will the customer get from having the machine on their site; 2) what responsibilities & obligations will the customer have for the machine and 3) what kind of service can the customer expect from you. There are other things you can add but I'd say those three are an essential start.

Let me know what kind of machines you're locating, what kinds of places you're looking to place them and let's see if we can't work out some kind of script for you to use.