TELEMETRY
best use of everyone's time — not
just the route driver.
Data mining also allows operators to make sure each piece of
equipment is the best store it can be
for clients and consumers. Whether
it's getting a machine to sell more
or limiting spoilage, data allows us
to make intelligent product and par
decisions with the click of a mouse.
Every operator has slow selling
equipment that can't be removed for
one reason or another. Rather than
lament a machine's lackluster sales,
let's extend the service cycle to the
longest interval possible (21 days for
snacks and 28 days for beverages is
acceptable to most companies) and
limit pars which will minimize our
need to throw product away.
Operators with advanced analysis techniques also tap into a little
known sales secret: Machines with
adjusted par levels actually sell
more! Extensive anecdotal evidence
suggests that consumers will purchase more if they think their favorite item might run out before the
machine gets reflled. For example:
If the Snickers row is full to bursting
and has been for the past six months,
a consumer is in no hurry to make a
purchase. However, if the consumer
can clearly see through the glass that
Snickers may soon be gone, he or
she will be much more motivated to
pull out money and make a purchase
before walking away.
From the idea that personal computers would eliminate the need for
paper to the notion that cars will
someday drive themselves, technology has only ever offered a promise.
Real progress comes when human
beings use electronic tools correctly
and consistently. Data collection
April 2013
for vending companies is no different. Take some time this week and
dig into the data mine currently
residing on your desktop. Does the
information look accurate? Are clients being better served? Are your
people using their time wisely and
productively to deliver better results
than your competition? Hopefully
you'll see nuggets of opportunity
everywhere you look.
ABOUT THE AUTHOR
Ben White was the
general manager at
Monumental Vending in Beltsville, Md.
for many years. He
recently started Vending
Insights, Inc. to help operators incorporate
technology and advance large projects such
as micro market development. Contact
White via email at†ben@vendinginsights.com
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