Automatic Merchandiser

MAY 2015

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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varieties are available even before clients ask for them. Mark has also tapped into con- sumer hot beverage customization. Ancillary products, such as sugar- alternatives, have been a great way for Lathrop Vending to increase same-store sales. "Splenda has been a popular add-on," said Mark. He has customers that ask for it over other brands they perceive as hav- ing more chemicals. Offering ancillary products that are in high demand is important to Mark as it gives the opportunity for more same-store sales. In fact, add- ing items to a location's invoice is a key growth strategy for Lathrop Vending. "It's like money in the bank," said Mark. These additional lines for OCS encompass many types of products and equipment. Right now Mark is starting to offer point-of-use coolers. "It's a nice business. It adds to cash fow," he said. The company charges locations a rental fee and includes a flter change once a year. Change is necessary Vending still makes up the bulk of Lathrop Vending's revenue, a fact that Mark is proud of. It's the core of his business and remains viable. However it isn't the only business. That's why Mark believes operators need to stay focused and change with the times. "If you don't, you'll get left behind," he said. It's this positive attitude about change and excitement about future opportunities that has allowed him to maintain a family legacy business and grow Lathrop Vending Inc. into a powerhouse operation that will last far into the future. Operation Profle: Lathrop Vending Inc. Headquarters: Uncasville, CT Founded: 1971 Owners: Mark and Lynne Lathrop Routes: 18 No. of employees: 35 Software provider: Crane Streamware Micro market provider: Avanti Markets GPS provider: Fleetmatics Annual Revenue: Not revealed May 2015 VendingMarketWatch.com Automatic Merchandiser 17 C O V E R S T O R Y Nominate your favorite route driver for Automatic Merchandiser's 12th Annual Route Driver of the Year Awards and a chance to win a trip to the 2016 NAMA OneShow in Chicago. RewARD YOuR fAvORite ROute DRiveR fOR A jOb well DONe 1-855-202-3913 fs-snacks-desserts.com ©Mondelēz International group Sign up online for Snack & Dessert Solutions, a free program designed to help build your business. Presented by to nominate a driver or view complete contest rules, visit vendingmarketwatch.com/awards/route-driver-of-the-year

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