november2024 - 36

MANAGEMENT
In another indication that things are going
in the right direction for convenience services
operators, recurring revenue opportunities are
becoming the norm. As is often the case, an
increased effort translates to increased revenue.
ID 157451071 © Designer491 | Dreamstime.com
B
USINESS BROKER
Mike Kelner has been
selling convenience
services operations for
almost four decades. " There is a
difference between repeat business
and recurring revenue, " said
Kelner, owner of VBB Advisors.
" We are in a route business, so
everyone has repeat business.
Recurring revenue is different,
something every operator should
strive for. Operators and business
buyers love recurring revenue. "
RECURRING REVENUE IN OCS
In the past, recurring revenue
opportunities were reserved for office
coffee service (OCS) operators. Since
the industry slowdown brought
about by the pandemic in 2020, OCS
operators have increasingly focused
on the importance of recurring
revenue sources.
Because of a quickly emerging
opportunity pertaining to advertising
in micro markets, recurring revenue
is now available beyond OCS, which
is still leading the way.
In a recent Automatic
Merchandiser webinar exploring the
state of the OCS industry, Judson
Kleinman of Corporate Essentials in
New York stressed the importance of
recurring revenue in OCS.
" How many times do we go out
With recurring revenue programs, operators receive monthly checks for allowing
advertising in their micro markets on screens, kiosks and other devices.
36 Automatic Merchandiser * November 2024
to see a bean-to-cup machine that
is a disaster because nobody has
cleaned the machine? I think there
are a lot of customers out there who
are very open to a maintenance
program on their bean-to-cup
machines, " said Kleinman. " We can
come as often as you like. Every
week, every month - we will come
in and clean your machine, and
here is the charge for it. The person
who is supposed to be cleaning the
machine will say, 'Where can
I sign?' "
Capturing
recurring revenue
in OCS and micro markets
By Bob Tullio
365 Retail Markets

http://www.Dreamstime.com

november2024

Table of Contents for the Digital Edition of november2024

Editor's Note – Online learning, live and on-demand
Industry News
Elevate your sales success rate
Success Story – Be Better, Be Different
2024 Pros to Know Winners
Preventing micro market theft with technology
Capturing recurring revenue in OCS and micro markets
Product Focus – RTD Beverages
Social Hubs
november2024 - CoverTip1
november2024 - CoverTip2
november2024 - 1
november2024 - 2
november2024 - 3
november2024 - 4
november2024 - Editor's Note – Online learning, live and on-demand
november2024 - Industry News
november2024 - 7
november2024 - Elevate your sales success rate
november2024 - 9
november2024 - 10
november2024 - 11
november2024 - Success Story – Be Better, Be Different
november2024 - 13
november2024 - 14
november2024 - 15
november2024 - 16
november2024 - 17
november2024 - 2024 Pros to Know Winners
november2024 - 19
november2024 - 20
november2024 - 21
november2024 - 22
november2024 - 23
november2024 - 24
november2024 - 25
november2024 - 26
november2024 - 27
november2024 - 28
november2024 - 29
november2024 - 30
november2024 - 31
november2024 - Preventing micro market theft with technology
november2024 - 33
november2024 - 34
november2024 - 35
november2024 - Capturing recurring revenue in OCS and micro markets
november2024 - 37
november2024 - 38
november2024 - 39
november2024 - Product Focus – RTD Beverages
november2024 - 41
november2024 - Social Hubs
november2024 - 43
november2024 - 44
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