September-October 2022 - 14

Not everyone is motivated by this type of program,
but the small percentage who are, can keep the prospect
pipeline overflowing.
HOW TO DELIVER ON THAT
ONE SIMPLE QUESTION
Remember the one simple question I referred to that
becomes very easy to ask during a recession? " If I can
show you a way to cut your spending and improve your
OCS and refreshment program at the same time, is there
any reason why you would not be open to a short meeting
to learn more? "
It is not difficult to deliver a better program for less
money (without cutting prices), if you are willing to open
your eyes and consider the possibilities. Here are five
easy examples - with additional questions that the client
must answer.
* Is the client willing to convert from single cup to an
artisan-roasted drip coffee program?
* Is the client willing to replace bottled water with
a high-end point-of-use system?
* Is the client willing to switch from cases of bottled
beverages to a single-serve beverage unit?
* Is the client willing to switch from packaged snacks
to bulk snacks?
* Is the client willing to try a multiple coffee strategy
to achieve a lower overall price?
It always comes down to the same thing. Are you willing to
swim against the current? Are you willing to toss out your
cookie-cutter programs and develop simple but creative
solutions? If the answer is yes, you will more than survive
the recession and be well-positioned for the strong recovery
that is just around the corner. ■
About the author
Industry consultant and VendingMarketWatch.com
contributing editor Bob Tullio is a content specialist
who advises operators in the convenience services
industry on how to build a successful business from
the ground up and advises suppliers on how to
successfully connect with operators. Tullio's YouTube
channel, b2b Perspective, is designed to " elevate your business in two
minutes. " Visit www.tulliob2b.com or email bob@tulliob2b.com.
14 Automatic Merchandiser * September/October 2022
206739190 | Nuthawut Somsuk | Dreamstime
http://www.pcbakery.com http://www.VendingMarketWatch.com http://www.tulliob2b.com

September-October 2022

Table of Contents for the Digital Edition of September-October 2022

Editor’s Note
Industry News
Recession? Choose not to participate and pour on the sales effort
State of the Office Coffee Service Industry Report
40 Under 40
Cold brew solutions in OCS
Bringing Joy to the Workplace
Classifieds
Social Hubs
September-October 2022 - PCOV1
September-October 2022 - PCOV2
September-October 2022 - 1
September-October 2022 - 2
September-October 2022 - 3
September-October 2022 - 4
September-October 2022 - 5
September-October 2022 - Editor’s Note
September-October 2022 - 7
September-October 2022 - Industry News
September-October 2022 - 9
September-October 2022 - Recession? Choose not to participate and pour on the sales effort
September-October 2022 - 11
September-October 2022 - 12
September-October 2022 - 13
September-October 2022 - 14
September-October 2022 - 15
September-October 2022 - State of the Office Coffee Service Industry Report
September-October 2022 - 17
September-October 2022 - 18
September-October 2022 - 19
September-October 2022 - 20
September-October 2022 - 21
September-October 2022 - 22
September-October 2022 - 23
September-October 2022 - 24
September-October 2022 - 25
September-October 2022 - 40 Under 40
September-October 2022 - 27
September-October 2022 - 28
September-October 2022 - 29
September-October 2022 - 30
September-October 2022 - 31
September-October 2022 - 32
September-October 2022 - 33
September-October 2022 - 34
September-October 2022 - 35
September-October 2022 - 36
September-October 2022 - 37
September-October 2022 - Cold brew solutions in OCS
September-October 2022 - 39
September-October 2022 - 40
September-October 2022 - 41
September-October 2022 - Bringing Joy to the Workplace
September-October 2022 - 43
September-October 2022 - 44
September-October 2022 - 45
September-October 2022 - 46
September-October 2022 - 47
September-October 2022 - 48
September-October 2022 - 49
September-October 2022 - Classifieds
September-October 2022 - Social Hubs
September-October 2022 - 52
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