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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MAR K E T I N G and get a feel for how the company is doing, like a service report card. Focusing on the fresh food that operators bring to an account is also a must for added value, explained Munn. The quality, variety, selec- tion and price are paramount. On any day, customers should be able to trust there's something in the machine they'll want to eat, it's good quality, and the price point makes it a value to them. The only way to know if custom- ers feel this way about the food offerings is to seek their feedback, which is another way Munn provides added value. "We have an organized program called 'We Want To Know,'" Munn said. There are cards to fi ll out at vending machines, online surveys and even boards for notes for the route drivers. Munn admits he was leery of this last idea, but it has worked with signifi cantly fewer issues than he'd feared. "That's because so few customers get to comment on what they're forced to buy," said Munn. Munn favors added value that favorite route driver for your in 2012 Vending & OCS Your driver has worked even harder this year to provide more choices and deliver more prod- ucts from KRAFT and CADBURY. Show that his or her extra effort hasn't gone unnoticed. Nominate your most valued driver for Automatic Merchandiser's 9th Annual Route Driver of the Year Awards, and he or she could win a trip to the 2013 NAMA OneShow, and more. Fill out and submit a short evaluation form (online or via mail). Nominations can be made by virtually anyone: vending operators and per- sonnel, fellow route drivers — even customers. In addition to receiving a cap announcing him or her as an official Route Driver of the Year Nominee, your driver could win one of quarterly rewards or even the grand prize! four Everyone's a Winner Nominees: Official 2013 RDOY-Nominee baseball cap Quarterly winners: $250 and a feature article in Automatic Merchandiser Grand prize winner: An all-expense-paid trip for two for the 2013 NAMA OneShow in April, a cover photo and story in Automatic Merchandiser and an engraved plaque To nominate a driver or view complete contest rules, visit VendingMarketWatch.com. © 2012 Kraft Foods 42 Automatic Merchandiser VendingMarketWatch.com May 2012 Vote benefi ts both the location as well as the end users, such as putting a cof- fee brewer on winner mode, where every 50th cup is free. It also includes health and wellness programs, where end users are requesting healthier products; locations want a healthier workforce. "We have an organized program called 'Better For You' over- seen by a registered dietician," said Munn. "It's added value because the average operator doesn't do that." While Munn offers energy sav- ing features on his machine, such as LED lights, he fi nds it's more valu- able to the location than to the end user, so it's not one of his top added value options. Added value allows Munn to charge a premium price for his products, maybe 5 cents more than competitors' prices, but there's a limit to what locations and end users will pay. Tailor value added options Richard Harvey, president of A & R Services in Monument, Colo., believes added value is always important in selling service, and deciding what to offer takes some digging. "You have to look at each client," he said. "You ask 'What do you want?' and then ask, 'how can I help you achieve it?'" In locations that crave more up-to- date payment options, Harvey offers cashless payment systems, bill recy- clers and self checkout micro markets (SCMM). These systems usually warrant a price increase/commission