Automatic Merchandiser

APR 2013

Automatic Merchandiser serves the business management, marketing, technology and product information needs of its readers including vending operators, coffee service operators, product brokers, and product and equipment distributors in print.

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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 VendingMarketWatch.com Automatic Merchandiser 25

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