Vending & OCS Nation Podcast

For operators, choosing the right suppliers is critically important. Making the right product, equipment and technology choices – along with receiving sound advice, can elevate the results for a convenience services operator. In this episode of Automatic Merchandiser’s Vending & OCS Nation, it’s the Best of 2024 – “Suppliers who fuel innovation and drive the industry forward.” Podcast host Bob Tullio put together a fast-paced episode where listeners will hear from some leading suppliers, offering stories about their journey, key points about their offerings, useful advice for operators and of course, some secret sauce recipes. This is Part 1 of a two-part episode, featuring: Cam Cloeter, the founder of Lighting for Impact Ryan McWhirter from 365 Retail Markets Elyssa Steiner from Cantaloupe Robert Liva from Graphics that Pop Joe Webster from Newco Mark Kronenberg and Bryan Hebert from Pro Watch Solutions Butch and Lynn Winkler, plus Barbara Russell from Holiday House Evan Jarecki from Gimme Part 2 – featuring an additional list of key suppliers, is scheduled for February 18th. To help us maintain the highest quality content, please hit the follow button to subscribe to Vending & OCS Nation wherever you get your podcasts.

As the host of Automatic Merchandiser’s Vending & OCS Nation podcast, Bob Tullio heard some great stories from operators in 2024. They opened up the vault, giving candid accounts of the challenges of getting started in the business and even shared some of their miscalculations along the way. Valuable insights from operators with something to offer and of course, a couple more secret sauce recipes. In this episode, listeners will hear from Kim Miros of DAC Total Refreshments in Florida, Dean Prather from Quality Vending & Coffee in Kansas City, Jon Holden from All Star Services in Michigan, Jon Corto from Buffalo Strive, Dan Welch from World Cup Coffee in Portland, Arthur Siller from Evergreen Refreshments in Seattle, Rick Pavlic from Pavlic Vending in Wisconsin, Anthony Cuccolo from CSB Services in New York, Andy Owen from C&S Vending in California and another tidbit from Matthew Marsh at First Class Vending & Coffee in Las Vegas. Please follow Vending & OCS Nation on your favorite podcast platform. Next episode: Suppliers who fueled the industry in 2024 and what they had to say when they spoke to Vending & OCS Nation.

2024 is done. After countless interviews, 36 podcasts and multiple webinars, podcast host Bob Tullio has six observations about the convenience services industry to point out to his listeners. Do you agree with his perspective as we head into 2025? Tune in - find out - leave a comment. In addition to those six observations, in today’s episode of Automatic Merchandiser’s Vending & OCS Nation, we’ll peek back at 2024 and hear some solid content from many operators who were featured on the show. Enjoy "The Best of 2024 - Six industry observations plus notable insights, opinions and advice from operators." You will hear from Matthew Marsh, Jennifer Fox, Louis Baresh, Nakia White-Hazel, Al Hernandez, Mike Jamison, Linda Saldana, Jim Evans and more... Next episode - January 21st - More operators with great stories and insights - Part II - Best of 2024 - Operators with something to say... Kim Miros of DAC Total Refreshments in Florida, Dean Prather from Quality Vending & Coffee in Kansas City, Jon Holden from All Star Services in Michigan, Jon Corto from Buffalo Strive, Dan Welch from World Cup Coffee in Portland, Arthur Siller from Evergreen Refreshments in Seattle and more… And of course, some additional secret sauce recipes you won’t want to miss…

The 2024 NAMA Coffee, Tea and Water event (CTW) has come and gone. For those who attended, takeaways varied, but everyone agreed that the CTW was focused on collaboration, engagement, networking and education - always a strong combination of features. On this edition of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio expressed his regret for missing the event, but especially the po' boys, gumbo, beignets, jambalaya, oysters, clams and shrimp, which were enjoyed by many. He sat down with Linda Becker, Editor in Chief of Automatic Merchandiser and Vending Market Watch to get her impressions of the CTW and added some interviews done by Linda plus some of his own, to offer listeners a broad perspective on the CTW event and what it will take for OCS operators to succeed in 2025. You will hear comments from Linda Becker, Tom Steuber, Linda Saldana, Joe Simonovich and Mike Jamison.

No industry topics are off limits when Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio interviews Matthew Marsh for the second installment with the founder of First Class Vending and Coffee. Much like the first installment of the Matthew Marsh interview, listeners can expect a fast pace, no shortage of opinions and a fair a fair amount of banter with podcast host Bob Tullio, including a final question from Marsh, "Does anyone even listen to this podcast?" In fact, Part I of Matthew Marsh was the most listened to Vending & OCS Nation podcast in the initial five-day period after release. According to Tullio, he was contacted by more than one listener who asked, "Why do we have to wait two weeks for the next one?" Apparently, Matthew Marsh has star power. Listen and find out why, as Marsh discusses everything from smart markets, his frictionless market experiment, his take on the future of vending and the suppliers/people who have helped his company succeed. His blood pressure elevates when he talks about his legal battle to level the playing field on beverage pricing, his disdain for newcomers who are inspired by Tik Tok videos, some advice/a warning for newcomers as well as existing operators who want to do it right. You will also hear his take on the importance of giving back to the community. Plus - a secret sauce recipe that may surprise you - or maybe not!

According to Matthew Marsh, success is all about your work ethic. “It's about when you go to work and what you do when you get there,” he said. His strong work ethic explains the company’s emergence as a leader in the convenience services industry. In 30 years, First Class Vending has grown from two employees to more than 300 employees, from one location and warehouse to nine warehouses across three states, from soda only vending machines to full-service vending, micro markets, OCS, and frictionless stores at the airport. Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, competed directly with First Class Vending and recalls that that Marsh was a tough competitor who loves the industry, is always innovating and has some definite opinions on what it takes to succeed in this business. In this episode, Tullio sits down with Marsh and asks questions designed to get Marsh talking about some exciting highlights of his journey as an operator, including his growth strategies. While his operation is quite large today, a force in California, Nevada and Arizona, listeners who are new to convenience services will appreciate the way he started his company, and he is happy to share some of the lessons he has learned along the way. This interview is a great listen for both industry veterans and newcomers, offering plenty of insights that will stand up to the test of time in our fast changing industry.

As an account executive, have you ever had a situation where you were so excited after the initial appointment, after a proposal meeting – that you were 100% sure it was a done deal? Then suddenly, as we like to say in the quiet of a Midwest evening, you hear nothing but crickets. For people in sales, it can be a recurring nightmare. Why does it happen? How can deals be salvaged when the prospect goes to radio silence mode? In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks about follow up with Matthew Marsh of First Class Vending, sales guru Gil Cargil and his former business partner for over 25 years, Jon Fishman. Tullio believes that Fishman belongs in the hall of fame for OCS sales. After years of selling convenience services together and leading a very successful sales force, Tullio and Fishman pulled some of their best follow up techniques out of the vault and shared them with Vending & OCS Nation listeners – reflecting on how to use those strategies and why they work so well. As a sales rep, when you hear nothing but silence in December, a month when deals are known to fizzle due to holiday distraction – put these techniques to work. Be creative – maybe a little annoying – and use these specific techniques to close some stalled deals and finish strong in 2024.

Back in May of 2024 – at the NAMA Show in Dallas – the host of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio, was covering education sessions when he came across one session that had the audience overflowing into the hallway. The speaker, Gil Cargill, was talking about AI for business development. In this episode of Automatic Merchandiser’s Vending & OCS Nation, Tullio looks for an answer to the question - If AI for business development is clearly a game changer, why are operators resisting? Fast forward to November. Cargill was apparently ahead of the game. As Salesforce announces they are hiring 1000 sales reps to sell AI for business development, Cargill is still finding it difficult to get convenience services operators to try what is clearly the future of b2b business development. In this podcast, Cargill invites the industry to dip their toe in the water with a free offer for listeners and a strong money back guarantee that the program will build an operator’s business. Here is Tullio's reaction after exploring the topic and producing the podcast: "I’ve been around for a while, so I was a skeptic myself – but the more I learn about his AI driven solution – I’m convinced – especially after you hear my conversation with his inside sales bot – an impressive virtual assistant named Jane. I would love to hear how AI worked out for any operator who takes on what appears to be some game-changing technology for both operators and suppliers. This podcast is a great listen for anyone in sales or business development. It gives you a look at what is coming - very soon - maybe even tomorrow."

The host of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio, has said it before. He loves hearing about the journey of both operators and suppliers. Robert Liva has a good story. The owner of GTP – Graphics that Pop, is an animated, entertaining, candid and knowledgeable individual, especially when it comes to marketing and to serving clients in the convenience services industry. He started out in 1973 fixing pinball machines at the age of 13. When he arrived in Houston Texas in 1976, he went right to work. In the vending business, working for operators, owning a vending company, was a location finder for 10 years as he balanced work and being a single parent. He even sold siding along the way – giving him an opportunity to learn something about selling and marketing. It was an opportunity to try a few things out. Liva says there is no greater joy in life than giving, period. Along those lines, he has launched a non-profit organization called Path to Unity – A program that he says is designed to empower communities for real change – for positive change. Several hundred thousand dollars are committed to this community improvement effort – but there is a lot more to it than that. Former Dallas Cowboy star Michael Irvin is on board – and Liva said White Bear Coffee deserves a shout out for their early support. To learn more – visit www.pathtounity.com

From the supplier area (Connection Hub) to the line-up of speakers to the education sessions, NAMA's CTW for 2024 has been reimagined to help operators thrive in today's changing OCS climate. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, presented in cooperation with NAMA -it’s all about the upcoming CTW – the Coffee Tea and Water event, scheduled for December 11th and 12th in New Orleans. NAMA's CTW 2024 has been designed specifically for operators and suppliers to collaborate on how to elevate OCS and Pantry offerings and evolve the client relationship, moving beyond trusted service provider to essential business partner. Podcast host Bob Tullio sat down with two people who were very involved in the planning of the event – Linda Saldana of Seventh Wave Refreshments, the chairperson of Stakeholder Task Force that reimagined the new CTW and Tom Steuber of Associated Services, who also happens to be Chairperson of the NAMA Board of Directors.

Two things will be clear to you after listening to this podcast. Operators are excited about smart market technology and there is no end to the creative solutions/equipment being offered by smart market developers. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio takes an even deeper dive into the world of smart markets. In part one of this episode, released on September 24th, he talked to Ryan McWhirter of 365 Retail Markets, Elyssa Steiner from Cantaloupe and Yang Yu from Micromart. In “Smart Markets Part II - Choosing a smart market is a multiple-choice question for operators,” Tullio talks to more smart market developers, creative minds who are driving the smart market movement. Mike Delazzer, founder of Redbox is now with Instant Retail Systems, Detlev Goedbloed of Structural Concepts, Fred Kahn from Kooick and Guy Moshe from Shekel, all share their product features and their vision for the future of smart markets. Mike Jamison from New Age Vending and Jon Corto from Buffalo Strive give their take on the value of smart markets. Also mentioned in this podcast, Due North and AVS, two companies who play an important role for smart market developers.

From day one, theft has been a concern for micro market operators. Watching hours of video or taking a time consuming and perfectly executed market inventory are two ways to establish whether theft is occurring, but then what? Proving your case to the client and gaining their support is the difficult next step. In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks to three companies who use advanced technology, including AI, to identify theft as it happens and make it easier for operators to have that difficult conversation about product theft with their customer. The goal is better communication, cooperation, deterrence and in some cases, compensation. According to the 2023 Automatic Merchandiser State of the Industry Report, there are over 42,000 active micro markets being operated in the US. Since the very first micro market was placed over a decade ago, product theft, aka “shrink” has been an active topic of conversation and an ongoing challenge for just about every operator. In that same study, operators were asked to identify their average level of micro market theft. While 3% optimistically said they were at a 0% shrink, the vast majority fell into the 3% to 7% range. One might conclude from the report that the shrink situation isn’t that bad and generally speaking, operators have it under control. Those three companies that are using advanced technology to monitor security and catch thieves in micro markets would beg to differ. Panoptyc, ProWatch Solutions and Theft Detective have all experienced different journeys on their way to catching a thief. Today, they can offer hard evidence that theft is an inherent issue in micro markets and unless strong deterrents are in place, along with effective communication – shrink happens in a big way. While this podcast takes a deeper dive into the issue of micro market theft and efforts to deter it, many of the interviews were also conducted for the Automatic Merchandiser article that Tullio wrote for the magazine’s upcoming November, “Protecting your investment - A technology driven approach to mitigating micro market theft.”

From all indications, smart markets are a game changer. Driven by AI, featuring the security benefits of vending and the product merchandising power of a micro market, it is no wonder that smart markets are emerging as the next big thing. In the first part of a two-part episode of Automatic Merchandiser’s Vending & OCS Nation podcast, Tullio takes a deeper dive. He speaks with many of the entrants into the smart market space, big and small. Each is beginning to find their niche in what is almost certain to become a massive opportunity for everyone involved. You can't tell the players without a scorecard. This podcast is your scorecard for the micro market game. Part one features Evan Jarecki from Gimme, Ryan McWhirter of 365 Retail Markets, Elyssa Steiner of Cantaloupe, Yang Yu of Micromart, and Arthur Siller from Evergreen Refreshments. Part two of this podcast on smart markets will be available on Tuesday, October 15. Part two will include interviews with other smart market providers, including Mike DeLazzer, founder of Redbox, now with Instant Retail Systems, Detlev Goedbloed of Structural Concepts, Fred Kahn at Kooick, Guy Moshe at Shekel and more. Editor's Note: Many of the interviews in this podcast (which offers a timely post-season baseball theme) were conducted by host Bob Tullio for an article that appeared in Automatic Merchandiser Magazine’s August edition.

Over the years, there was always talk among operators about somehow using the front of a vending machine for advertising. Or maybe the little screen on a bean to cup brewer would work. Or – how about a monitor in a micro market? Ten years ago, it was just talk and it seemed like science fiction. Today, advertising in micro markets and on other payment devices is a reality – and a nice profit center for operators. Leave it to the folks at 365 Retail Markets to deliver with an entity they call Advana. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio looks at the explosive growth of micro market advertising. For Tullio, this podcast really belongs in the file that’s entitled - “I can’t believe this wasn’t available when I was operator.” As Jacob McNulty from 365 put it, every operator starts out by pressing the easy button – allow advertising and watch the checks come in. It can get even better than that as revenue multiplies with more screens and supplier support. While 365 Retail Markets is the advertising frontrunner with Advana – in this episode, Elyssa Steiner talks about the advertising program that Cantaloupe has brought to the table for their customers, leveraging the vast number of screens and devices in their network. Either way – it’s a win for operators. In the podcast, Tullio asked McNulty, “Doesn’t this seem like a no brainer?” Allow advertising. Cash checks. He agreed. That’s why Tullio calls it, “easy money.”

As co-owner of Quality Vending & Coffee, Dean Prather is a hard-working operator with 34 years in the business. His invention, Q-Tote, is having an impact on the micro market industry. Dave Marler of Lightspeed calls it a “game changer.” Beyond his work, he is driven by giving back in several directions. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, Dean Prather talks to host Bob Tullio about the three things he is invested in – his employees, his customers and the community. It is Dean Prather – Part II. Prather talks about his take on the coffee service industry and the fact that today, it is looking more and more like pantry service. He discusses his enthusiasm for one piece of equipment that he believes is the next big thing – a departure from his usually conservative approach to business. Suppliers are critical to success and Prather identifies the key partners who have elevated his company. He explains the thought process behind Q-Tote and how the product, while not a perfect fit for every operator, is taking off. Of course, he has his own recipe for the secret sauce that is perfectly in line with his approach to doing business.

Since the NAMA Show in May, while some operators are discouraged and turning away from coffee service, Bob Tullio has been beating the same drum, urging coffee service operators to ramp up their sales efforts. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, Tullio looks at the upside and downside of the reality that OCS will never be the same – although, it’s hard to say “never” about anything in today’s world. What really sparked this whole premise – that now is the time to ramp up the OCS sales effort, is some of the conversations Tullio had with OCS operators over the past several months. While there is plenty of frustration out there, selling OCS opens a tremendous amount of opportunity for operators because of one reason: Selling OCS is the easiest way to get in front of a decision maker. Jennifer Fox of Fox Vending, Jon Fishman, Tullio’s former business partner, Orrin Huebner, business consultant, Linda Saldana of Seventh Wave Refreshments, Kim Lenz from Associated Services and veteran operator, now retired, Tom Konop, all contributed to the content of this podcast. In this conversation with Tullio and his panel of industry leaders, the message is clear: Face to face on site engagement is key. Get in the door. Get in front of prospects. Double down on OCS selling. Take the road less travelled and enjoy the expanded opportunity that comes with being a committed OCS operator in this new office refreshment landscape.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sat down with Holiday House co-founders Butch and Lynn Winkler, partners for 48 in marriage and business, Barbara Russell, the vice president of sales and marketing for the company. You won’t believe what Barbara’s role was the first time she worked for Butch and Lynn. This is a story of hard-working people who have evolved within an industry — in this case, the coffee service business. Butch and Lynn started as operators from 1981 to 1991, when they sold the company and launched Holiday House, selling a few plumbing parts. Today, their massive catalog has products that serve 3900 operators and is growing. They are also the driving force behind the Holiday House Technician Training and Trade Show. Barbara Russell is the brainchild and quarterback of the event, which will take place from September 30 to October 2 at the Hyatt Regency in Irvine, Calif. It's a great story. Butch and Lynn share their journey, looking back and looking forward.

Dean Prather's story at Quality Vending & Coffee in Kansas City, might remind you of Jon Holden's story at All Star Services in Michigan. Proof that son-in-laws can be a great hire! In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, Prather takes host Bob Tullio on a company tour of Quality Vending & Coffee, a company that has served the greater Kansas City metro area for decades. He also shares the company journey and his own personal route to becoming a prominent figure in the convenience services business. As it turns out – he has emerged as an inventor and his product is having a positive impact with operators around the country. This is part one of a two-part episode, because once Dean Prather gets going in an interview, he has some excellent insights to offer. Part two will be released on Tuesday, September 3rd. Like so many great companies - Quality Vending and Coffee was started in a garage. In 1991, Don Miceli and his late wife Jo Beth launched the company, a bold move following Don’s 30 years in the business working for Interstate United and another local independent operator. Don and Jo Beth decided it was time to do their own thing and they brought in their son Carl as well. Less than a year into their new venture and with a growing list of accounts, Don reached out to his son-in-law, Dean Prather, about joining their team. Over 30 years later – Prather, now a co-owner, knows he made the right choice.

More than ever before, technology is being associated with vending and micro markets. For many, it seems to have all happened overnight, right after the pandemic. In reality, pioneers like Evan Jarecki have been at it for a decade. Today’s episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, focuses on a company and industry leader who offers a classic entrepreneurial story. Host Bob Tullio talked to Evan Jarecki, CEO and co-founder of Georgia based Gimme Vending, a leading software company that builds management, delivery, and invoicing tools for micro markets and vending operators. Gimme was built around three core values. Empathy – caring deeply about their customers and how their teams operate. Determination – not stopping until the job is done and being passionate about quality. And Problem-Solving - embracing challenges and working with partners to find solutions. Those core values have served the company well during what has been a very eventful 10-year ride. Jarecki shares his journey - the pivots, the milestones, the progress and how his product has evolved over the last decade. It’s a great listen - 15 minutes well spent - for operators, suppliers and entrepreneurs.

There are plenty of reasons why the Atlantic Coast Exposition — often known as ACE — has emerged as more than just a regional event. It attracts attendees from beyond their core states of North Carolina, Virginia and South Carolina. In partnership with the Atlantic Coast Exposition, today’s episode of Automatic Merchandiser’s Vending & OCS Nation podcast provides a preview of the upcoming “ACE in Space” event. Planned for October 10-12 in Myrtle Beach, S.C., ACE is where operators and suppliers from across the United States gather to attend educational sessions and see and show new products and equipment. Podcast host Bob Tullio talked to Carl Moser, an industry veteran and currently a district manager for Canteen running the Forest City Branch attached to Canteen's Charlotte facility. Moser also is the chairperson of the 2024 Atlantic Coast Exposition, where the vending, office coffee, micro market and food service industry meets on the East Coast. According to Moser, the show will offer quite a bit of fun, education and training as well as a compelling guest speaker — Astronaut Steve Smith — in its package of unparalleled networking opportunities. Listen to the podcast to get the inside scoop on what to expect at “ACE in Space.”

Every now and again, Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, steps out of the convenience services industry and talks to people who sell something else for a living to see if he can learn anything new about sales. In this episode, Tullio talks to Angel Salvador, a Beverly Hills real estate professional who has hit some real-estate home runs with the Hollywood crowd, and Jerry Bolin, an agent himself and a long-time real estate coach who has mentored some top industry producers. Let’s face it: If you are in sales, chances are, at some point, you said to yourself, “If this coffee service and vending thing or whatever you’re selling, doesn’t work out, I can always go sell real estate. That has to be like printing money, right? It’s easy.” Well, as Bolin points out, just because they send you a real estate license in the mail, there’s no guarantee that the checks will follow. Angel’s story is one of perseverance and determination. He and Jerry have learned a few lessons along the way and are happy to share along with some “real estate war stories.” There is one thing he learns every time he takes a journey outside the industry, Tullio notes. “The challenges we face in the convenience services business are not ours alone, and there is always something new to learn.”

As an operator, Orrin Huebner has worked for an independent company, started and sold two of his own, and managed a large branch for an industry giant. This wealth of experience has made him a sought-after consultant. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sits down with another industry legend, Orrin Huebner, for a candid conversation about the state of the industry and what it takes for operators to succeed in today’s business climate. As he puts it, after 50 years in the business (he started in high school) there was plenty left in the tank and plenty to give, so in 2022, he became an industry consultant and he has been busy, working with operators of all sizes and helping suppliers to find their way in the industry. Huebner talks about sales, training, managing people, account retention, the importance of giving back, how to increase profitability, some lessons he has learned along the way and the one important bit of advice he dispenses that seems to truly connect with operator clients who seek his help… “Always run your business like it’s for sale.” This podcast is a conversation that every operator and every entrepreneur will enjoy and benefit from.

1974 was quite a year. United States President Richard Nixon resigned following the Watergate scandal, Muhammad Ali and George Foreman fought for the heavyweight title, disco was becoming very popular, and a young man named Joe Webster started Newco Enterprises, a game changing event for many OCS operators. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sits down with Joe Webster, an OCS pioneer and industry legend. Webster tells us about the twists and turns of his journey, which ultimately led to quite a successful company and career. One of the keys to his success – always keeping “the golden rule” in mind when it comes to customers and employees. Webster shares some advice for operators, discusses the state of the industry and what he sees for the future of OCS. In 2013, Webster was honored as a NAMA Coffee Legend, awarded each year to recognize an individual who is passionate about coffee and willing to share that passion to educate and help others succeed.

Jon Holden loves being an operator. He is grateful for the people he works with, the clients he serves and the job that he gets to perform every day. In this episode Automatic Merchandiser’s Vending & OCS Nation – the podcast for the convenience services industry, host Bob Tullio talks to Jon Holden of All Star Services in Michigan, in a podcast that is both entertaining and inspirational. Tullio and Holden talk about his journey from the La Cross field to Coca-Cola to All Star Services, where he is clearly a driving force in business development and customer service. Holden is personally inspired by many things - his family, the industry, products that come from Michigan and the business he works for, which is a strong, family-owned operation. Holden shares his view of the competition, his philosophy of customer service and his approach to sales. He names the suppliers that have helped drive success at All Star Services. He explains why his support of local products makes sense on many levels. Best of all, his description of his three little boys is worth the price of admission.

There is growing interest in the convenience services industry by newcomers – entrepreneurs who aspire to be operators. These newbies were seeking solutions at the 2024 NAMA Show while experienced operators found plenty of things to be impressed about. In this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, host Bob Tullio explores the new operator phenomenon, talking to some new arrivals and industry veterans. As promised in the last episode, he offers up five more observations regarding the 2024 NAMA Show in Dallas and supports those observations with multiple operator interviews. In addition to the new operator discussion, the podcast looks at the excitement surrounding the industry, technology and products that impressed operators, the one clearly hot trend in micro market technology and why OCS is still a critically important channel for operators.

Just about everyone who attended the event agreed that the 2024 NAMA Show in Dallas was the biggest gathering our industry has seen in a long time, if not the biggest ever. Beyond the expansive convention floor and large crowds, there was an unmistakable vibe – a clear change of direction, pointing to positive days ahead. In this episode of Automatic Merchandiser’s Vending & OCS Nation, podcast host Bob Tullio takes listeners right to the convention floor, with multiple operator interviews (for some, their first NAMA Show) pertaining to the show vibe and the specific objectives that brought them to Dallas. The episode features Dan Welch, Natalie Prince, Chip English, Dean Prather, Jerry Schreiner, Craig Lane, Anthony Cuccolo, Jim Evans, Joe Macchiarella, Kim Miros, Andy Owen, Rick Pavlic, Gaynell Malone and many more mentions – people and products. Tullio also makes some observations of his own – five in this episode and five in the next and he urges listeners to weigh in with NAMA Show observations of their own by emailing him at [email protected].

With the NAMA Show landing in Dallas, Texas this year, Automatic Merchandiser’s Vending & OCS Nation Podcast host Bob Tullio thought this would be a good time to explore the journey of a Dallas operator, Louis Baresh of Executive Refreshment. Tullio says the first time he met Louis Baresh, he knew Baresh was on his way to being a bright star in the industry. In 2022, Baresh was recognized as one of Automatic Merchandiser’s 40 under 40 award winners. He is busy man - running a business along with his Dad, Lou, an industry legend in his own right, chasing an MBA at SMU – moving his company into a new facility and competing with the biggest operators – in a booming Dallas market. So why does Louis have a big smile on his face? He says he is feeling blessed to be working so closely with his Dad and his Mom – who both have a role at the company - and he’s feeling lucky these days – ready to go “all in” on the success of Executive Refreshments and the convenience services business…

Fixturelite, based in Phoenix, Arizona, has been the industry’s leading supplier of micro market retail displays, equipment and design tools for ten years. But they didn’t start out that way. Steve Orlando and Troy Geis were successful operators who discovered the micro market business early on and realized that this new solution was going to be big. Orlando and Geis kept hearing from industry experts and micro market pioneers that micro markets should be considered unattended retail, with an emphasis on retail - not just vending on a shelf. What they did not see were display racks and fixtures reflecting that idea. So – they started building their own. Fixturelite was born. In this episode of Automatic Merchandiser’s Vending & OCS Nation – presented in partnership with Fixturelite - host Bob Tullio sits down with company co-founder Steve Orlando to talk about the Fixturelite journey, their products, some impressive company milestones (most notably, 10,000 markets delivered in 10 years), key strategic partnerships, their explosive growth, and the company’s plans to continue developing innovative solutions for micro market operators.

The 2024 NAMA Show in Dallas is just a few weeks away and from all indications, it will be one of the biggest gatherings the convenience services industry has ever seen. On this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, in partnership with NAMA, it’s all about the NAMA Show in Dallas – May 7th through May 9th. Podcast host Bob Tullio talks to Kristen Griffith, Vice President of Programs and Services for NAMA and C.J. Recher from Five Star Breaktime Solutions, co-chair of the Tradeshow Advisory Committee, to give you an exclusive sneak peek at the big event.

Kim Miros doesn’t think much about being a successful female business owner. What she is truly proud of is where her business is now – capable of providing for herself, her employees and their families. Talking about it brings a tear to her eye. This new episode of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio focuses on the journey of Ocala, Florida, based Kim Miros – Owner of DAC Total Refreshments. Kim admits that she is totally addicted to the business. She loves closing micro market, coffee service and vending deals. Kim always wanted to own her own business. She left a successful and rewarding teaching career and bought a vending company. It seemed like a great idea, but Kim quickly realized that she was blindsided by the seller. The performance of the business wasn’t quite what she expected. For Kim – that was the start of a journey that was incredibly stressful, very inspiring, often amusing and certainly entertaining.

A recent Wall Street Journal article points to vending as a strong investment trend of the 2020’s. Reports on social media portraying the vending business as easy money are drawing entrepreneurs toward the vending business. Can they be successful competing against established operators? This edition of Automatic Merchandiser's Vending & OCS Nation Podcast explores the world of small operators, as host Bob Tullio talks to two small operators who are doing their best to navigate the always changing business landscape, and one supplier who has found a nice niche helping small vendors with installation and service support. One thing that everyone seems to agree on: While there is money to be made, there is nothing easy about it. Hard work and a keen business sense are required for those who hope to succeed.

For Linda Saldana, the co-founder of Seventh Wave Refreshments in Atlanta, there is plenty of joy to go around. That's why Vending & OCS Nation host Bob Tullio decided to tell her story in two parts. In our first podcast episode this month, we focused on Linda's journey. That episode was entitled, “To deliver joy, Linda Saldana brings faith, passion and energy to her work.” Then we talked about the art of business storytelling, well connected to Linda, because she has a great story to tell, and she tells that story with plenty of energy. If you missed those episodes, be sure to check them out. In this episode – Linda Saldana is back to share her strategies, plans, insights, key partnerships, what keeps her up at night and her recipe for the secret sauce that helped her go from zero to millions in sales, in four years.

Storytelling is a powerful way to communicate with people - personally and in business. Knowing the fundamentals and understanding certain key strategies can make the difference when using storytelling to help clients and prospects make the right choices. In our last episode, featuring Linda Saldana of Seventh Wave Refreshments, she made reference to storytelling, a sales technique that Vending & OCS Nation host Bob Tullio has written and spoken about on numerous occasions over the years. In fact, he just wrote about business storytelling on March 13, 2024, in the monthly OCS operator newsletter from Vending Market Watch. It’s not surprising that Linda brought storytelling up in the podcast – since every great salesperson is a storyteller and she has certainly been a standout for quite some time. Tullio has his own theories about business storytelling and shares some of them in this episode. He also interviewed a couple of genuine story telling experts - Todd Dewitt and Erik Eklund – who both speak globally on the subject and offer unique perspectives on storytelling.

Chances are, if you are in the convenience services business, you have heard the name, Linda Saldana. In 2023, Automatic Merchandiser named her as one of the "Most Influential Women in Convenience Services." In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio sat down with Linda Saldana to talk about her professional and her closely connected spiritual journey. Largely because of her visibility on social media and her presence at NAMA events - including the NAMA Show, the Fly-In and the CTW, Linda has in fact become a highly recognized name in the convenience services industry in a relatively short period of time. She joined the industry almost 12 years ago, rising to sales director at Southern Refreshment Service and fell in love with the business. She co-founded Seventh Wave Refreshments in Atlanta in 2020, with a mission to “Bring Joy to the Workplace” during a most unsettling time – in the middle of a pandemic. Her faith, her passion, her perseverance, and her energy – it all makes for a good story… Later this month - Part II of the Linda Saldana journey, including business strategies and industry insights.

A family business can change dramatically from one generation to the next. That’s exactly what happened after Jim Evans joined Evans Quality Coffee. He followed societal shifts to move the company from industrial/mobile catering to vending and coffee. On this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio gives you a view from the big apple – a conversation with industry veteran Jim Evans of Evans Quality Coffee, Vending and Micro Markets. His company was founded in 1960 – 64 years ago - by Jim’s folks, Ed and Mildred. Tullio covers plenty of ground with Jim as he reflects on the journey, his strong relationship with operators in his area, all of whom have been through a lot doing business in New York. His love-hate relationship with Keurig, his attraction to online sales (which became a distraction) and some scary memories from 9-11. Jim also identifies his key suppliers and points to one new product that he is particularly excited about. It’s a candid and inspiring operator story.

Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation, is the first to admit that he loves telling his listeners a good success story, whether it is the story of an operator or supplier who has something special to offer. In this episode, we explore the journey of an entrepreneur who is a bit of a disrupter. Now in his early 30’s, Jonathan Noori has taken his operation – Royalty Distribution, from being a modest janitorial supply company to being a major manufacturer and distributer of paper products. Now – he is determined to serve the OCS industry, where he is convinced that operators are paying too much. How he got to this point is incredible. It’s literally a story of going from the outhouse to the penthouse…

In this episode of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio explores two sides of Jennifer Fox, owner of Fox Vending in the Chicago area. It's about overcoming personal challenges and doing what it takes to succeed in business. You will hear the dramatic story of Dragonolia and Herren project, all driven by the loss of her brother and how these philanthropic efforts have helped her thrive on a personal basis. Fox also sounds the alarm for operators, making her feelings known about what operators need to do to compete with national competitors and she talks about what everyone in the industry can do to dramatically improve profitability.

In 2023, Automatic Merchandiser recognized Jennifer Fox, president of Fox Vending in the Chicago area, as one of the industry’s most influential women. In this episode of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio talks to Fox about her journey and her courageous approach to doing business. Jennifer Fox’s story will be told in two parts, Bob Tullio is sure you will find the content quite compelling. Welcome to part one, where Jennifer really opens up about her journey and the state of the convenience services industry. In part two, you will hear the dramatic story of Dragonolia and Herren project, all driven by the loss of her brother and some personal struggles that Jennifer has overcome in her life. Plus - more insights on what makes her company successful and her belief that this is a special time in our industry – a time where operators can re-write the script for convenience services.

How often do you think about lighting? In this episode of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio talks to some leading micro market consultants and to Cam Cloeter, the founder of Lighting for Impact, a company that is literally dominating the retail lighting market from coast to coast. Based on the data presented by retailers that are served by Lighting for Impact, their entry into the micro market industry is great news for operators. Adding lighting or enhancing the lighting in a retail setting can result in a measurable, long-term jump in sales. After listening to this podcast, listeners are certain to have a "lightbulb" go off with the realization that it makes good sense to start thinking about lighting.

Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation, admits that the title of this podcast makes a bold claim, but he stands by it for good reason. “I know these three business development strategies work, because I have seen them work. This will guarantee success for operators in 2024,” he said. Tullio is a firm believer that there is a certain time, place and market condition that is right for various business development strategies. 2024 is a year that is set up to be a great one for operators and account executives who are selling convenience services. The three strategies that Tullio is advocating are tailor made for 2024. If you are sales professional, an operator or anyone in our industry who wants to see their revenue jump significantly in 2024, sit back and relax – here is some fresh content from Tullio on Automatic Merchandiser’s Vending & OCS Nation. After you listen – put these ideas to work – get out there and sell! Featuring insights from Kimberly Lenz of Associated Services, Brynne Tillman (the LinkedIn Whisperer) from Social Sales Link and Patricia Cowen of Rainmaker Sales Support. Also mentioned in this episode: Panoptyc, Graphics that Pop, AVS Companies, Cafection, 365 Retail Markets, Fresh Baked, Mars Ice Cream Fixturelite, Bevi, SmartSoda, Friia from Marco Beverage, ColdSnap, Borg & Overstrom, Easy Ice, Mars Ice Cream, Emerald Brands and Lighting for Impact.

In this 25th episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio brings listeners a Special Edition – it’s the best of 2023, featuring some of the most interesting comments and insights that we heard this year from operators and suppliers. Enjoy excerpts from 18 different episodes, with comments from Bob Tullio, Matthew Marsh, Sandy Schoenthaler, Kim Miros, Arthur Siller, Cary Werner, Charlie Giacona, Melissa Brown, Dan Welch, Mike Kelner, C.J Recher, Amanda Puppo, Donna Serdula, Brynne Tillman, Evan Jarecki, Linda Saldana, Orrin Huebner, Barry Rosenberg, Judson Kleinman and Tom Stueber. Tullio urges listeners to “sit back, pour an egg nogg, turn off the volume on that completely insignificant bowl game and enjoy a good listen,” the best of 2023. All episodes of Automatic Merchandiser’s Vending & OCS Nation are available on your favorite podcast listening platform or app. Thanks for listening in 2023. Please subscribe. Happy Holidays!

After David Ashforth sold his vending business in the UK in 2008, he came to San Francisco, expecting to see high tech everything, including vending machines. He was shocked by what he saw. Vending machines in America were anything but high tech. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio talks with David Ashforth, who saw an opportunity, launched Digital Media Vending and began manufacturing vending machines. Digital Media Vending is not a traditional vending machine manufacturer. They specialize in helping operators and entrepreneurs utilize their custom equipment to sell a wide variety of products. Soda, energy drinks and snacks are not part of the equation, but Ashforth encourages mainstream operators to take a long look at what Digital Media Vending has to offer, simply because the revenue streams being enjoyed by his clients are quite impressive. “Mainstream vending operators have the infrastructure in place to service any location,” said Ashforth. “It is a mistake for an operator to avoid the opportunity that exists in airports, shopping malls and other non-traditional locations that our machines are made for. The unique design of our machines opens the door to locations, like airports and malls, that are typically out of reach for most operators.” After the NAMA Show in 2023, Ashforth suddenly finds himself in front of a trend, as selling niche products from attractive equipment was an exciting and popular concept. Mainstream operators are beginning to take notice of what Ashforth is selling.

One of the things Bob Tullio loves about hosting Automatic Merchandiser's Vending & OCS Nation podcast, is having the opportunity to learn about the journey of both suppliers and operators. For him, this episode, “A down to earth conversation with Dan Welch of World Cup Coffee,” turned out to be a most enjoyable interview. When his dad, Don Welch, purchased their company in Portland Oregon back in 1985, it was known as Diversified Refreshment Systems. Soon after, the name was changed to World Cup Coffee. Don passed away in 2014, but the emphasis on family continues to be a cornerstone of the business. There are so many charming aspects to this interview, from Dan’s reasons for joining the business, to their move into becoming a respected roaster, to the company’s view of how to treat clients and employees, to Dan’s clear understanding of what the secret sauce is at World Cup Coffee. This episode offers an honest interview with a nice guy, who not only collaborates with up and coming roasters to help them get on their feet - he also offers a few lessons for any operator or small businessperson.

There is old saying in the world of finance – “Cash is king.” Not so for vending and micro market operators, where it is all about cashless payment, as consumers, particularly younger customers, rely on operators to offer quick and easy cashless payment solutions. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio explores the many cashless payment providers that are available, focusing on the solutions they offer and how they provide operators with a competitive advantage. Listeners will learn about mainstream providers in addition to those who are focused on more targeted solutions. For any operator who is considering their options regarding cashless payment, Tullio breaks down the technology, often complicated, in a way that will enhance your understanding of what is available. He gets some needed help and commentary from Evan Jarecki, co-founder & CEO of Gimme, as he interviews Bill Bartholic of Cantaloupe, Lisa Appelson and Pete Carmain of Nayax, Alan Munson of 365 Retail Markets, David Riddiford and Russell Wolfe of Apriva, Matt Birchard of PayRange, Wilf Martis of GrabScanGo, Ashley Hubler of Wittern Group and Terri Starnes-Bryant of Microtronic Cashless Solutions.

The coffee service industry has undergone quite a test of resilience since the start of the pandemic, not helped in the last year by the slow return of workers to the office. There was a clear sense of cautious optimism on display at the 2023 Coffee, Tea and Water Show (CTW) in Indianapolis – a sense that 2024 could be the start of better times ahead. What do OCS operators need to do to succeed in 2024? When the question was asked on the convention floor at CTW, there was no shortage of opinions from operators and industry observers. In this edition of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio brings those convention floor conversations directly to you, identifying trends and themes that are emerging from battle tested operators, with solid advice how to succeed in 2024. Tullio hopes this podcast gives operators who listen a nugget of advice or insight that will help them point their business toward greater success in 2024.

J. Recher understands that convenience services operators can impact millions of people's lives each day. The impact can occur in a small way, through a cup of coffee, a salad or a snack. A closer look reveals that the impact being made by Recher and Five Star goes far beyond serving customers. In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks to C. J. Recher, who serves Five Star Food Service as their vice president of marketing. Recher has another important role as well. He is co-founder of Feeding the Future, a non-profit organization that focuses on keeping kids from going hungry. What Recher loves about the industry is that operators have such close contact with the end consumer. They can make a customer’s day much improved by providing the right products at the right time. “They're looking to us and the services that we provide to get them through their workday,” said Recher. At the same time, his work with Feeding the Future is a gamechanger for kids who are unsure where their next meal is coming from, especially on weekends. This podcast is about Five Star’s advanced marketing strategy and a cause marketing program that has earned companywide buy-in.

Like so many of the industry’s leading coffee service companies, Associated Services was stung by the pandemic. Once the best market for OCS, the Bay Area suddenly became one of the worst, as the work at home movement stubbornly took hold. In the latest episode of Automatic Merchandiser’s Vending & OCS Nation – the podcast for the convenience services industry - Tom Steuber, Justin Steuber and Kim Lenz reveal their formula for success at Associated Services. Host Bob Tullio explores multiple topics with the leadership team, including: Strategies that are working How the company is adapting to the new normal How selling convenience services has changed Key suppliers that are contributing to the company’s success Lessons learned from a wrong turn How Associated is leveraging technology Key products that have made a difference – and some new ones to watch For any operator, especially those who are adjusting to the slow recovery of traditional OCS, this podcast offers a blueprint on how to adapt, how to pivot and how to succeed – which is exactly what Associated has been doing for over 50 years.

Like so many business development experts today, Amanda Puppo, Founder and CEO of MarketReach Inc., started out as a salesperson, working on the frontline. Ultimately, she gravitated to her strength, which was cold calling and appointment setting, to form her company over two decades ago. In the latest edition of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks with Amanda Puppo, discussing the evolution and relevance of B2B telemarketing. While some people believe that B2B telemarketing is dead, don’t even think about telling that to Amanda, whose boutique agency specializing in high-level prospecting and appointment setting services, is still working hard to help convenience services operators get positioned in front of decision makers. Amanda shares the techniques that can translate to successful calling and the thought process behind selling that has led to impressive results for convenience services operators. For anyone involved in appointment setting - the ongoing battle to connect with office managers, facility managers and other key decision makers - this podcast is a must listen. For business owners who are trying to do telemarketing in house, or for those who have simply given up on the idea of telemarketing, it is worth hearing Amanda’s perspective on why telemarketing – done the right way – should be part of your business development program.

She was just looking for a way to help fund her family’s New Song Mission, a non-profit in Nicaragua. Somehow, that turned into a coffee service journey – coffee cart operator, to OCS and pantry service operator, to roaster. For Melissa Brown, founder and owner of Well-Bean Coffee in Wake Forest, North Carolina, it’s really all about giving back. On a visit to Nicaragua in 2012, she came up with what seemed like a simple idea – import coffee and sell it in states to help finance the needs of her family’s non-profit. It was an uphill climb (a nightmare at times) that required hard work and the willingness to take extreme risks – something many operators and small businesspeople can certainly relate to. When everything about her plan seemed destined for failure, Brown found a way to persevere and ultimately, her story is about faith, philanthropy, effort and a little luck – which always helps. For any entrepreneur, Melissa’s story is a great listen, an inspiration that may cause some to consider the value of giving back to a cause that truly means something to you.

As she put it, she started out as a “card carrying salesperson.” Now, Brynne Tillman is the world’s foremost expert in LinkedIn engagement and her strategies are proven. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio talks to Brynne Tillman of Social Sales Link. She provides a five-step framework for mastering LinkedIn for social selling. Brynne notes that the buyer’s journey has changed and operators/suppliers who want to successfully connect with prospects need to fine tune their LinkedIn strategy. For anyone who is actively posting on LinkedIn with the hope of generating some new business from all that posting activity, this podcast is a must listen. Be sure to subscribe so you will never miss an episode.