This is exactly the way this game is played. I would only add that you need to make sure that the information you leave looks professional. If it looks like a 3rd generation copy that came off an old copier, you won't do yourself any favors by leaving it.

You need to leave behind a well-assembled marketing piece, in color, and on flyer paper that you can buy at Staples or like store. If you don't know Powerpoint, then find someone who does and get them to help you lay one out. Use photos. Get their attention. If your leave-behind does not answer the question, "Why should we choose you as our next vendor?", then work on it until it does. And make sure you take it to Kinkos or Staples and have them print it for you using their color laser printers.

Callback depends on the warmth of there response, if they are extremely receptive then call back next day, usually though I leave it a week. Also when I send the pitch via email, I tell them that I call them back in 24 hours or 1 week or whatever to answer there questions. That way they are not surprised when I do ring them back.

Also when you get a knock back, definatly keep trying, like JBL I have won accounts after 3 years because I keep trying and eventually I was Johnny on the spot and I have one the contract.

Is it the same two selections or any combination? You will probably have to replace the micro switches behind the selection buttons. They are not expensive and easy to replace, its best to do them all, I would also replace the switches on the vend motors as well.

What I forgot to mention was these fridges arn't located in individual room, but rather in the lobby or on each floor near the lift heads or similar just like a regular vending machines. Basically they are just extensions of the minibar. I'm sure the thinking of the hotel chains is why should a third party vendor make any profit from our customers, we should be the ones gougeing our guests.

What I have noticed in all the hotels I have stayed in the past 2 years is there are no vending machines. Rather there are swipe card fridges that you access with your room key, then it is billed to your room at vastly inflated prices.

Like any product it depends on the market, I have had Red Bul in some sites and its bombed, I have it in others and I go through a half case to a case every week, and @ $2.80 a can thats not bad.