Vending & OCS Nation Podcast

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.

She was a 2023 recipient of Automatic Merchandiser’s Most Influential Women in Convenience Services Awards. With 38 years of industry experience, Sandy Schoenthaler is still going strong as a very active consultant. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio talks to Sandy Schoenthaler about her journey, her efforts to move women forward in the industry and her many ideas that are helping operators succeed, especially in the micro market business. Schoenthaler reveals the three micro market suppliers that she feels are instrumental to the success of the operators she works with and what operators need to do to thrive in the micro market business. She shares her solution relating to micro market security and gives listeners her recipe – her secret sauce – for micro market success.

With a successful background in technology-oriented startups, Matan Sharf and his co-founders of ansā, found themselves attracted to the coffee business, an industry with plenty of room for innovative technology. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio explores the journey of a tech start-up that plans to cause some disruption in the coffee service channel, in the best sense of the word. About four years ago, ansā began the process of inventing a micro roaster with the ability to roast fresh coffee on demand, in a workplace. OCS operators may want to pay attention to their model, which almost sounds too good to be true. With no capital investment required, a low wholesale price for single origin green coffee beans (a product that isn’t sold at warehouse stores), total sustainability and today’s workplace environment that craves something special in the OCS channel – operators around the country are lining up to get on board.

Anyone who uses LinkedIn on a regular basis as a business development tool or to enhance their career path, will be captivated by this podcast from Automatic Merchandiser’s Vending & OCS Nation, hosted by Bob Tullio. Serdula was initially unimpressed by LinkedIn when she first signed up almost 20 years ago, but as she took a closer look, she began to see the potential and the rest is history. She wrote the book "LinkedIn Profile Optimization for Dummies." She has lectured around the world and her company, Vision Board Media, founded in 2009, is recognized as the pioneer of LinkedIn profile optimization and it is where many executives turn to for professional and employer branding. This podcast and Donna’s energy will light a fire under your LinkedIn engagement effort. If you have neglected your LinkedIn profile, it could very well inspire you to freshen it up and get back in the game. Businesspeople pay Donna and her team to teach them how to SOAR on LinkedIn, but for our listeners, this powerful advice is available on Vending & OCS Nation.

This Los Angeles area operator has been driven by his love for the vending business and the determination to overcome adversity. Bob Tullio first met Barry Rosenberg from VendingOne in the 1990’s at Saban Entertainment in Los Angeles. Saban created the Power Rangers. Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation, was impressed that a one-man operation had somehow landed a major vending account, where Tullio’s company had the coffee service. Over 20 years later, Rosenberg is a force to be reckoned with (Tullio says he always was) – but now, he is an established operator who in early August, was interviewed for an article in the Wall Street Journal. Barry has come a long way and in this episode of Vending & OCS Nation, he shares his story, some advice and his genuine love for the industry. Any operator who has ever been in the trenches will certainly relate to his story.

Take your selling to the next level! On August 1st – it’s the kind of content that listeners tell Bob Tullio they are hungry for – Three proven strategies that will take your sales leads to an incredibly high level. This podcast is only a good listen if you want more sales, better sales leads, with no cold calling and not too much effort. If that sounds appealing, listen and subscribe.

Move your selling to the next level! On August 1 – it’s the kind of content that listeners tell Bob Tullio they are hungry for – Three proven strategies that will take your sales leads to an incredibly high level. This August 1 podcast is only a good listen if you want more sales, better sales leads, with no cold calling and not too much effort, really – Does that sound appealing? Later in the month – Bob Tullio interviews Donna Serdula – successful author and one of the nation’s leading LinkedIn gurus – and she will share her ideas on how to take your LinkedIn account to the next level. These are two podcasts you don’t want to miss.

In this episode of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio talks with Bill Ackerman, one of the nation's most prominent expert witnesses. What can we learn from Bill Ackerman? Not only does he entertain us as he takes us inside the world of a high profile expert witness, he provides some valuable lessons for anyone in sales, including the importance of preparation, knowing your product, knowing your material, doing your research, understanding your audience, being prepared to overcome objections and knowing what the customer needs to hear to ultimately decide that your product, your service and your solution is the right choice. Enjoy the interview!

What should every operator and supplier consider doing in July? It’s the NAMA Fly-In & Advocacy Summit, July 25th and 26th in Washington, our nation’s capital, where operators can have their voices heard by legislators. Matt Bisenius, vice president of external affairs at NAMA, and Robert Jackson, director of government affairs, present a strong argument for attending the event, while outlining what operators should expect, including a cocktail on a storied rooftop, and the potential results of the effort. This podcast also features some insightful comments from Mark Dieffenbach of Hershey and Louis Baresh from Executive Refreshments in Dallas.

In July, Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio has a suggestion on what every convenience services operator needs to consider doing this month. Then, later in July, he sits down with a guest from outside the industry who has stories to share and some relevant lessons that translate well to the business world. What should every operator consider doing in July? It’s the NAMA Fly-In & Advocacy Summit, July 25th and 26th in Washington, our nation’s capital, where operators can have their voices heard by legislators. Matt Bisenius, vice president of external affairs at NAMA, and Robert Jackson, director of government affairs, present a strong argument for attending the event, while outlining what operators should expect, including a cocktail on a storied rooftop, and the potential results of the effort. Industry leaders who have attended in the past will share their experiences as well. In July’s second podcast, Tullio will interview financial specialist William Ackerman, one of the country’s most prominent expert witnesses. If you see Bill testifying against you – chances are, you are going to lose. His stories are fascinating – he testified for AEG in the Michael Jackson lawsuit – and he gives us the defining characteristics of a great expert witness, which just happens to be a roadmap for how to succeed in sales presentations. A great listen.

In this episode of Vending & OCS Nation, host Bob Tullio explores the current and future state of the office environment, the stubborn US employee movement to keep remote working in place and the efforts of employers to entice them back to the office. Amid a nonstop wave of press reports that tell us “Work at Home is here to stay,” Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, has been talking to many operators over the past two months regarding the state of the office environment. Tullio has asked them: Has the office population improved over the past six months? Are things trending in the right direction? Are enhanced amenities enough to bring employees back to the office? Will it ever feel like 2019 again? Among the interviews – don’t miss the insightful, “must hear” conversations with Judson Kleinman of Corporate Essentials and Matthew Marsh of First Class Vending & Coffee - plus some down to earth advice from the 2023 NAMA Show from Bill Moxey of PepsiCo and Ryan McWhirter of 365 Retail Markets.

In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio explores the recent flurry of acquisition activity. Vending & OCS Nation podcast host Bob Tullio heard a definite buzz on the convention floor at the 2023 NAMA Show, May 10-12, in Atlanta. The question being asked: “What is going on with all of these acquisitions?” In this podcast, Tullio looks for the answers, talking to a leading industry broker, who provides the inside scoop on what is driving the recent acquisition activity – from both a buyer and a seller perspective. Plus, some strategies from Tullio that will help an independent operator exist comfortably (even more profitably) in the giant shadow of their new national competitor.

In June, Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio is exploring the question – “What is going on with all of these acquisitions?” Major deals are going down every month. What impact will it have on your business. Tullio asked an expert and offered some strategies for operators. Then – he asks another question – “Will it ever be like 2019 again? Tullio looks at the state of the office environment, looking at recent research and more importantly - operators weigh in.

Your roving reporter, Bob Tullio, was all over the convention floor in Atlanta, trying to work off the cheese grits from his breakfasts at Waffle House - Big culinary mistake. Tullio spoke to many operators and they had plenty to say about what impressed them at the NAMA Show last week. He weighs in with his own opinions as well - of course. Instead of running in the opposite direction when they saw Tullio approach with his microphone in hand - these operators offered insightful, sometimes amusing comments. In this podcast, Tullio mentions so many operators and suppliers, if you don't hear your name or your company name, you should contact him directly and give him grief. He will more than likely make it up to you in a future episode! His email is [email protected]

Is it even possible to make equitable deals today? Two months ago, Bob Tullio touched on this topic in his Best of OCS column, which is featured in Automatic Merchandiser's monthly OCS newsletter from VendingMarketWatch.com. Tullio decided that making equitable deals might be a great topic to discuss with industry leaders. You will hear from Matthew Marsh, First Class Vending and Coffee, Las Vegas; Arthur Siller, Evergreen Refreshments, Seattle; John Holden, All Star Services, Michigan; and Dan Welch from Old World Coffee in Portland. How would you answer the questions? Are you making equitable deals – good for you and good for the client? Is it even possible to make equitable deals today? Send your answer to Bob Tullio at [email protected]

In May, Automatic Merchandiser's Vending & OCS Nation Podcast host Bob Tullio is going to go cerebral on you and he’s going on location to the NAMA Show in Atlanta. The first May podcast will talk about making equitable deals – deals that work for everyone. And we’ll hear from some industry leaders, like Matthew Marsh, Arthur Siller, Dan Welch and Jon Holden – on the importance of making deals that are “Good for you – Good for Me.” Well worth the listen. Then, Tullio heads to the NAMA Show in Atlanta, where he will ask operators two important questions – what exhibit at the NAMA show offered something that will truly have an impact on your business – what blew you away at NAMA? He’ll give his own take on those questions as well. Automatic Merchandiser's Vending & OCS Nation Podcast - Subscribe – Download – Listen – and make your business more profitable.

In Part 2 of a two part podcast - Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio brings more ideas to the table for operators, courtesy of some giants of the industry, on how to make the 2023 NAMA Show in Atlanta a huge success. He also provides two other key content offerings in the April podcasts: First, some great tips from “Atlanta peeps” in the industry on where to eat in Atlanta. Wait until you hear these recommendations. Their food descriptions will make you hungry! Additionally, Tullio delivers a guaranteed way to succeed as an operator, something he has done in the past that absolutely works and will make your trip to the NAMA show worth every penny. Featured in April: Arthur Siller, Judson Kleinman, Debbie McGaw, Paul Tullio, Dave Carrol, Linda Saldana, William Mandile, C.J. Recher, Evan Jarecki, Easy Ice, Borg & Overstrom, Everest Ice & Water Vending and more.

In Part 1 of a two part podcast - Automatic Merchandiser's Vending & OCS Nation podcast host Bob Tullio talks about several ideas for operators, courtesy of some giants of the industry, on how to make the 2023 NAMA Show in Atlanta a huge success. He also provides two other key content offerings in the April podcasts: First, some great tips from “Atlanta peeps” in the industry on where to eat in Atlanta. A purely selfish part of the podcast for Tullio's benefit and ultimately, for podcast listeners. Additionally, Tullio delivers a guaranteed way to succeed as an operator, something he has done in the past that absolutely works and will make your trip to the NAMA show worth every penny. Featured in April: Arthur Siller, Judson Kleinman, Debbie McGaw, Paul Tullio, Dave Carrol, Linda Saldana, William Mandile, C.J. Recher, Evan Jarecki, Easy Ice, Borg & Overstrom, Everest Ice & Water Vending and more.

Over the course of two podcasts in April (Part 1 and Part 2), Automatic Merchandiser's Vending & OCS Nation Podcast host Bob Tullio has several ideas for operators, courtesy of some giants of the industry, on how to make the 2023 NAMA Show in Atlanta a huge success. He also provides two other key content offerings in the April podcasts. Number one - some great tips from his Atlanta peeps in the industry on where to eat in Atlanta. A purely selfish part of the podcast for Tullio's benefit and ultimately, for his listeners. And finally - in each of the two podcasts, he delivers a guaranteed way to succeed as an operator, something he has done in the past that absolutely works and will make your trip to the NAMA show worth every penny. You will not want to miss these tips. Featuring in April: Arthur Siller, Judson Kleinman, Debbie McGaw, Paul Tullio, Dave Carrol, Linda Saldana, William Mandile, C.J. Recher, Evan Jarecki, Easy Ice, Borg & Overstrom, Everest Ice & Water Vending and more...

In this second episode of Vending & OCS Nation, host Bob Tullio discusses the “acting your wage” concept. Thanks to TikTok, acting your wage is a concept that has gone viral. It means doing the bare minimum if you are not satisfied with your compensation level. As a result of this movement, if you are willing to go above and beyond in today’s business climate, the financial rewards are unlimited. In fact, this advice applies to operators, sales reps - anyone who is working. Check out the audio snippets from TikTok and the Social Security Administration. They represent an amusing reflection of our times.

In this first podcast episode of Vending & OCS Nation, host Bob Tullio delivers three solid business development strategies that will help you drive your business in 2023 - despite these extremely unconventional times for our industry.

Automatic Merchandiser and VendingMarketWatch.com are excited to bring you this new podcast series. Listen to a brief teaser to learn more!