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