In this episode, host Bob Tullio sat down with Brian Wolfe, vice president of global customer service at Harman International and the leader behind JBL’s global customer experience operation, to talk about what really separates average service from a true competitive advantage. Together, they dig into three fundamentals every operator should be thinking about right now:

• Empowering your frontline team
• Being proactive instead of reactive
• Responding with speed

Along the way, Bob shares a personal story about a closet remodel gone sideways — because everyday frustrations are often the best business lessons. When sales oversell, when service says “there’s nothing I can do,” when response times drag on — that’s when loyalty is won or lost.

If you’re building a dedicated customer service team, trying to free your salespeople from client maintenance work, or simply looking to reduce churn and protect long-term revenue, this episode delivers practical takeaways you can apply immediately.

Because in our business, customer service isn’t a department. It’s your reputation.

The importance of being relentless when it comes to important initiatives.

How to get the best out of your sales reps.

The importance of becoming connected with the community, utilizing a cause marketing program.

She offers her recommendations for operator success in 2026.

She talks about what workplace decision makers are looking for.

How small operators can level the playing field and how large operators should respond.

“Study your products. Study your customers. Study your competition.”

For newcomers or long time operators, Stokes offers some excellent insights - some hearty "food for thought."

He discusses the future priorities for Tech 2 Success and the role of technology as a problem-solving tool, sharing success stories and the positive results that come from working with Tech 2 Success. He also suggests a practical approach to adopting technology, even for a company far behind in technology. Tullio said the cybersecurity part of the conversation got his full attention, and if you are an operator, you need to hear this. Hickey has cybersecurity answers that can help an operator sleep better at night.

In this episode of Automatic Merchandiser & VendingMarketWatch's Vending & OCS Nation podcast - Bob Tullio talks to Orrin Huebner, who offers multiple proven business strategies for 2026. From using AI to drive your business - to account retention - to the importance of building your brand - to storytelling, Huebner delivers ideas that will bring measurable results.

This continuation of our 2026 "Consultant Series" brings a guest who truly 'checks all the boxes.' Get ready for some high-level, free advice from one of the most knowledgeable names in the business – Orrin Huebner.

Following a successful keynote presentation at the National Automatic Merchandising Association’s CTW event in Miami, Kaiser Yang, CEO and co-founder of Platypus Labs, joins Bob Tullio for this episode of Automatic Merchandiser’s Vending & OCS Nation.

They discuss the importance of creativity and innovation in business, exploring how leaders can inspire teams to think differently and tackle challenges. Kaiser shares insights on cultivating a beginner’s mindset, fostering curiosity and the role of AI in enhancing creativity.

Yang offered three defining characteristics that everyday people need to unlock their own creativity and innovation. Good news: These characteristics can be developed. In fact, Yang suggested five things people can do every day to cultivate an innovator’s mindset. Additionally, his five core mindsets of innovators are thought-provoking and hopefully, for some listeners, transformational.

The podcast emphasizes the importance of not overlooking operations and creating a disciplined environment and culture. It highlights the need for changes in 2026, focusing on disciplined people, thoughts, and actions to improve organizational efficiency.

In that podcast, King explained how AI can eliminate busywork and help convenience services operators focus on growth, relationships and greater productivity.

Tullio and King discussed the fact that AI is a productivity multiplier, not a replacement for people. Used correctly, it handles repetitive tasks so teams can spend more time on far more important functions. He mentioned that speed and connectivity with clients and prospects is more important than ever. AI can help operators respond to leads, service issues and customer questions faster — a critical advantage in today’s on-demand environment.

Best of all, you don’t need a technical background. King was an art major. If your team can type, copy and paste, or talk into a microphone, they can start using AI tools effectively.

Today’s episode is part two – we take the conversation to another level. If you are serious about gaining a competitive advantage – this episode is a must listen.

Mike Kelner, owner of VBB Advisors, said he has learned over the years that selling a business is as much a psychological and life-planning decision as it is a financial and transactional one. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio sat down with Kelner and asked him to talk about the key questions an operator needs to ask before finding the exit door.

The podcast discusses part 5 of Kelner’s M&A Best Practices series, written for Vending Market Watch.

The first four parts of his series, available at vendingmarketrwatch.com, were focused

• Preparation
• Valuation
• Marketing
• Negotiation
• Part 5 looks at the psychological side of a deal - Key questions to ask before you sell your business.

For any operator who is considering a sale in 2026 or beyond, it’s a thought provoking listen, as Kelner shares those questions and the answers he receives from operators.

In this episode of Automatic Merchandiser’s Vending & OCS Nation – part one of a two-part episode – Tullio is talking to Ethan King. Ethan King explains why convenience services operators should view artificial intelligence not as a threat but as a practical business ally that can help them deal with staffing challenges, margin pressure and myriad demands on their time.

Ethan King is a bestselling author, and award-winning entrepreneur who helps business leaders simplify success through the power of AI and automation. His client work has appeared on Oprah, 60 Minutes, and even the Grammys. 

As the author of "ChatGPT to Double Your Business In 90 Days," Ethan teaches non-technical business owners how to save time, boost sales and scale operations without stress. His workshops are known for being both inspiring and tactical. This is conversation worth listening to. If you are serious about the future success of your business, this is a conversation you will appreciate.

What kind of stress does the third generation of a family-owned business typically deal with? Patrick Sheehan of Sheehan Brothers Vending sits down with host Bob Tullio in this episode of Automatic Merchandiser’s Vending & OCS Nation. During his many interviews with operators, Tullio has picked up some common examples.

• Will customers be happy to work with the next generation?
• How do we make it a smooth transition?
• As the new leadership, how do I establish authority with my employees (especially those who have been here for many years)?
• How do I ensure continued success? After all these years, I don’t want to be the one who screws things up!

Many successors feel the weight of preserving the family’s legacy. This aspiration can create pressure and lead to decisions rooted in tradition rather than what is best for the business’s future.

It is certainly a great opportunity – stepping into a family business – but it also comes with challenges. After nine years of leadership, Patrick and Michael are taking a well-established company to a new level and are having some fun along the way.

Three questions were asked:

• What is your takeaway from the CTW event?
• What do operators need to do to succeed in 2026?
• And a very timely question: As an operator or supplier, what are you thankful for this Thanksgiving?

This podcast features comments from:

• Kevin Brinton of Evergreen Refreshments
• Linda Saldana of Seventh Wave Refreshments
• Christine Johnson of The J.M. Smucker Co.
• Katelyn Davis of Seventh Wave Refreshments
• Ryan Stoulil of Alliant Coffee Solutions
• John Hickey of Tech 2 Success
• Patricia Cowan of Rainmaker Sales Support
• Brian Zakeski of Follett Products LLC
• Rick Dutkiewicz of National Coffee
• Kevin Alves of Keurig Dr Pepper
• Chris J. Taylor of Canteen

EPISODE BONUS: Podcast host Bob Tullio has not been this emotional since he ate at Mary Mac’s Tearoom during the NAMA Show in Atlanta – an unforgettable experience. In Miami, in between interviews, he discovered a compelling reason to return to Miami. Tune in to learn more, and be prepared to get hungry.

If you did not attend the event, this podcast will take you down to the convention floor, also known as the Connection Hub, where podcast host (and event emcee) Bob Tullio spoke with industry operators and suppliers.

Three questions were asked:

• What is your takeaway from the CTW?
• What do operators need to do to succeed in 2026?
• As an operator or supplier, what are you thankful for this Thanksgiving?

Of course, when questions are asked, the conversations tend to expand, offering some interesting insights from industry leaders. 

Hear from:

• David Pemberton, Pepi Companies
• Brent Toevs, SEB Coffee and Bad Ass Coffee of Hawaii
• Kimberly Lenz, Associated Services
• Patrick Moran, Moran Refreshments
• Tammy Stokes, Insight Edge Performance
• Luke Webster, Newco
• Tara Fore, Nestlé Professional Solutions
• Karen Foster, Brokers Unlimited
• Paul Tullio, Five Star Break Time Solutions

In our last episode, Tullio focused on cold calling, the importance of doing your research before an appointment, cause marketing, storytelling, and the criticality of face-to-face meetings. In this episode, Tullio brings in three consultants: Josh Rosenberg from Forward Thinkers, Orrin Huebner and Sandy Schoenthaler — experienced industry professionals with excellent insights to offer.

Additionally, Tullio gets a frontline operator perspective from Charles Long of One Source Refreshments, Tre Johnson of Aramark, and Terry Adelstein and Robyn Azus, two reps from Corporate Coffee Systems in New York.

This podcast offers strategies that are “out of the box” and ready to be put to work immediately. Listen today to get in on some simple ways to elevate your sales performance and finish strong in 2025.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio shares those keys sales tips with podcast listeners and talks to some of the sales professionals who attended the presentation, plus industry experts Orrin Huebner and Sandy Schoenthaler.

According to Tullio, these key sales strategies and the deep dive discussion around them, gives operators and sales professionals some strong ammunition – tools they need to take their sales game to another level. That means more opportunities and more closed deals.

Interviewed in this podcast: Chuck Long from One Source Refreshment, Terry Adelstein from Corporate Coffee Systems – in addition to our consultants, Orrin Huebner and Sandy Schoenthaler.

What are those key tips and strategies all about? Tune in, see for yourself – then get out there and give them a try.

This episode of Automatic Merchandiser’s Vending & OCS Nation is sponsored by VendVue.

Podcast host Bob Tullio spoke with Patrick McGinty, founder of VendVue, a company that offers an end-to-end business development solution for convenience services operators.

Tullio notes that it took him a while to wrap his head around what VendVue is doing for operators.

“In my 37 years as an operator, I saw plenty of second-tier locators, lead generation companies, third-party national account suppliers – with results that were mediocre at best – I finally realized that what VendVue offers is a total business development solution. They do the prospecting, the lead generation, the sales presentation and they ultimately sell the account,” Tullio said.

“Any operator who has ever tried to sell and run a company – or manage a sales staff – knows what a challenge that can be. It’s costly, time-consuming, and exhausting at times. If an operator can get in sync with VendVue’s program – and they have plenty of success stories to share – it seems like a no-brainer,” he added.

In fact, McGinty said his 18-month-old company is actively seeking to partner with operators – offering exclusive relationships in many market areas – to meet the demand as his sales team is running in high gear.

For more information on partnering with VendVue, visit www.vendvuevending.com/partner.

As host Bob Tullio points out in this episode of Automatic Merchandiser & VendingMarketWatch's Vending & OCS Nation podcast, a couple years ago, he was talking to Due North’s Randy Skyba about glass door coolers and freezers. “Skyba noted, “Nobody cares much about the coolers and freezers in a micro market until they go out of order, then it is a crisis.”

In this episode, Tullio spoke with Sean McGrann, MBA - the CCO – chief commercial officer, of Due North. He is excited about his role at Due North and is enjoying the concept of partnering with operators to help them meet their unattended retail needs.

When it comes to technology – think smart coolers – Due North is playing a major role. They provide refrigeration, while multiple technology partners add payment devices, cameras, scales and every other bit of technology that is required to make a smart cooler happen.

When it comes to looking ahead to the future, McGrann said that AI will continue to be important and that anyone who is not leveraging AI to the best of their ability is going to be passed up.

The title says it all: “Here is why you need to attend the 2025 Coffee, Tea and Water - the CTW.” This podcast, presented in cooperation with National Automatic Merchandising Association, looks at the plan for a gathering that was reimagined in 2024 - and now fine tuned in 2025!

“This year, we will deconstruct the evolving workplace. I am particularly stoked about this event, as I will be acting as the emcee, which means I will get to interview the incredible keynote speakers for the event and facilitate Q&A sessions with the speakers and attendees,” said podcast host Bob Tullio. The CTW is designed specifically for operators and suppliers to collaborate on ways to elevate office coffee services and pantry offerings and evolve the client relationship, moving beyond trusted service provider to essential business partner. Let’s take a look at those keynote speakers. Ethan King is a global keynote speaker, best-selling author, and award-winning entrepreneur with a unique background in visual art, marketing, psychology and business growth. Through his SIMPLE Success frameworks, he combines creative thinking, automation strategy, and AI tools to help leaders simplify complexity and scale smarter - AI – especially for business development, is something operators need to be exploring – I have been talking about that for months, so I’m excited to hear what Ethan has to say. Kaiser Yang is the CEO of Platypus Labs, Kaiser leads keynotes and workshops with energy and focus, offering accessible, real-world thought leadership and actionable takeaways that resonate deeply with audiences. Collaboration, education, compelling speakers: that’s what the 2025 CTW is all about. In this episode, Tullio spoke with two of the architects of the event – Linda Saldaña of Seventh Wave Refreshments in Atlanta and Patrick Sheehan of Sheehan Bros Vending in Columbus, Ohio.

Today’s episode is Part II of the David Henchel interview. According to the host of Automatic Merchandiser’s Vending & OCS Nation podcast, Bob Tullio, “There was just too much quality content in the interview to get it done in one episode. I feel a little selfish here, but I always enjoy doing feature stories and discussing the journey of an industry legend like Henchel, the President and CEO of Corporate Coffee Systems, and I hope you feel the same. There is plenty to learn from his experience, perspective and insights.”

For Tullio, one of the most interesting and honest moments in this interview is when Henchel talks about his two early challenges. Number one of course, is a lack of working capital. “I hear that from everyone and believe me, my partners and I can relate, and I know that all of those new operators out there understand the challenge right now as they try to find their way,” he said.

Challenge number two, and not too many people admit this – is the challenge of learning how to structure a business. As Henchel pointed out – he did not go to college, did not work for a major coffee service company where he could emulate some systems that were already in place – he had to learn by trial and error.  Of course, that leads to mistakes, which he calls – a great learning opportunity.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B, industry legend David Henchel talks about his 40 years as an operator in the challenging New York City market area. 

Henchel started the company after a short stint at Hofstra. When he realized that college wasn’t for him, he started Corporate Coffee Systems along with his brother, Greg, and childhood friend, Don Luti. Henchel says it could not have happened without those guys.

One definite highlight of this interview is Henchel's description of the many events that forced him to pivot in his business - most notably, what he had to deal with during the pandemic and how he managed to endure and navigate his way through it. 

Tullio brings out the storyteller in Henchel and for Vending & OCS Nation podcast fans, it is an entertaining and informative episode.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B – host Bob Tullio talked to several industry experts about a wonderful aspect of the OCS business: water, ice and filtration. 

This podcast takes a deeper dive into the topic, which Tullio also covered in a recent article for Automatic Merchandiser.

Tullio shares with listeners about how he discovered the water and ice business.

“As an operator, I kind of stumbled into the point of use water, ice and filtration business — once considered to be a very ancillary part of the OCS industry. It reminded me of the days when I rented pool tables and juke boxes — the kind with 45s and CDs, not the internet versions we see today. As an operator, you would pick up $35 every week from the bar owner, change a few records to the delight of the daytime bar patrons, and be on your way. A slow drip of revenue — $1800 or so, for a juke box that cost about $1000 to begin with. Year after year, a steady return on investment,” he explained.

“Much like the point-of-use water business. Steady revenue, it’s like an annuity. It may be the best thing going in the OCS business. But early on in my OCS sales career, I saw the power of filtered water when I convinced E! Entertainment Television to switch from $6,000 a month in bottled water to $600 a month in point-of-use water. They rewarded my brilliant idea by giving us the OCS business — quite an account for our growing company."

This podcast features eight industry experts:

• Orrin Huebner, consultant
• David Henchel, Corporate Coffee Systems
• Joanna Choi, Bevi
• Davin Wickstrom, Vivreau
• Matt Dudley, Marco Beverage Systems
• Steve Silha, F&B Innovation Group
• Brian Zakeski, Follett Products
• Gary Arwin, Gator Refresh

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B, host Bob Tullio talked to Natali Pupovac-Peters, senior VP of fulfillment at Naturals2Go – a company that appears to be taking an extremely responsible approach to introducing the convenience services business to people who are attracted to the business opportunity.

She takes us behind the scenes and pulls back the curtain on their fast growing operation - talking about their role as an operator, a seller of business opportunity, an equipment manufacturer and a company that is doing all they can to support new operators while keeping their expectations in check - making sure they understand that convenience services is not some magical "passive income" business.

As Tullio notes on the podcast intro,

"As a long-time operator myself, I had plenty of experience meeting people who had entered the vending business – ushered in by entities that did not have good intentions and were certainly not concerned about whether or not the operator was successful. No reflection on Naurals2Go by any means, but I started the interview – pulling no punches – it was not a surprise to Pupovac-Peters."

In Part II of Automatic Merchandiser's Vending & OCS Nation Podcast, on the State of the Vending & Micro Market Industry - the conversation turns to what seems to be an inevitable subject these days - smart markets and their impact on the industry. It was a lively conversation full of outstanding insights taken from two webinars in July. Both webinars are available on demand. Some notable quotes from our guests: "There is a new wave of operators who are no longer looking at vending and micro markets – they are going straight to smart stores." Ben Thomas - Nayax "We need to change our mindset on pricing. We need to step out of that boomer bucket." Josh Rosenberg - Forward Thinkers "We’ve been installing smart stores like crazy in Fed Ex locations and to say they are doing well in sales is probably the biggest understatement I can make." Tony Danna - Cantaloupe Inc "If we have an empty cooler, that is basically a coffin with our logo on it. That user experience comes with committed service." Jon Holden – All Star Services, Inc. "Anyone who is willing to put in the work, the time the energy and the money can compete if they have the right tools in place." Natali Pupovac-Peters – Naturals2Go. "Looking ahead - I think smart markets will increase in a big way, there will be plenty more industry consolidation, vending will decline and new operators will continue to appear." Orrin Huebner - Consultant.

In July, Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, produced and moderated two live webinars, both of which offered plenty of material that is certainly worth sharing on our Vending & OCS Nation podcast. 

While both one hour live webinars are available on demand, the next two episodes of the podcast will look at some of the fantastic content and insights that were shared. Tullio and his panelists talk about the state of the vending and micro market industry – beyond the numbers. For operators and suppliers – what could be more important than that?

Our July 8th Webinar - Autonomous Food Service and Retail Solutions – a new level of opportunity, was sponsored by Nayax and featured:

• Benjamin Thomas vice president, retail product strategy (North America) for Nayax.
• Operator Jon Holden of All Star Services
• Josh Rosenberg of Forward Thinkers

The July 15th Webinar - Vending and Micro Market State of the Industry Report, was sponsored by Cantaloupe and Naturals2Go, and featured

• Orrin Huebner, a respected industry consultant
• Tony Danna of Cantaloupe - vice president of small business and GM of Cantaloupe Go Markets
• Matthew Rainey, owner of Surpass Refreshments in North Ft. Myers Florida,
• Natali Pupovac-Peters, head of global operations for Naturals2Go
• Jeff Criswell - business growth consultant and vending/micro market operator for Naturals2Go

Data in Automatic Merchandiser’s State of the Industry report is compiled from a survey sent to operators in the spring of 2025, covering a 12-month period ending March 31, 2025.

Over the next two episodes of Vending & OCS Nation, you will hear from everyone on those panels, discussing industry trends – largely about autonomous retail solutions and what the future will bring. This episode combines the survey data with useful insights, to provide a nice wide-angle view of the state of vending, micro markets and of course, that new technology that is coming at us like a freight train – smart markets.

In this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, host Bob Tullio noted that “The more I learn about the event, which is sponsored by three state associations - the North Carolina Vending Association, South Carolina Vending Association and the Virginia Automatic Merchandising Association, the goal seems to be, ‘Let’s make this year’s show even better than last year’s show.’  Not an easy task – but the organizers seem to find a way. They also have some fun with the themes of the ACE Show – last year, it was ACE in Space. In 2025, it’s Viva Las Aces.

This episode, presented in cooperation with the Atlantic Coast Exposition – ACE – looks at their 2025 trade show, October 9-11, 2025, Embassy Suites/Kingston Plantation in Myrtle Beach, South Carolina. Tullio sat down with the ACE 2025 Show Chair, Chet Cromer, of Cromer Food Services, located in South Carolina, to discuss the exciting program that Cromer and his team have put together for the October show.

To learn more about the Atlantic Coast Exposition, visit www.atlanticcoastexpo.com

From humble beginnings in 2019, the 2025 spring session attracted 140 technicians from 73 companies. The fall session of the show, slated for September 29th to October 2nd in Frisco, Texas, is shaping up to be a blockbuster event - as the show has added a sales training component, led by Automatic Merchandiser's Vending & OCS Nation podcast host, Bob Tullio.

In this episode, Tullio talks with the brainchild of the show, Barbara Russell, vice president of sales and marketing at Holiday House Distributing, about why the show offers OCS operators and OCS technicians an opportunity to learn directly from the industry’s leading equipment manufacturers in a series of small group training sessions. The addition of an OCS sales track takes the show to a new level.

"I am excited to be leading the new sales training component of the program – delivering a presentation on the afternoon of September 29th.  In that presentation, I will be offering proven business development techniques, consultive selling, storytelling, overcoming objections, successful follow up, plus proven closing strategies – all OCS oriented," said Tullio. "Much of the content will come from the online course I developed for NAMA – "Selling Convenience Services," which has been utilized by some of the industry’s top operators. There will be significant takeaways for operators and their sales reps who attend, both collateral materials and actionable concepts.

Tullio also talks about the benefits of the show with David Henchel, president/CEO of Corporate Coffee Systems, Joanna Kim Choi, national account manager at Bevi, Brian Zakeski, national sales manager at Follett and Brian Cook, corporate technical manager at Associated Services. 

The show will also feature sales oriented presentations from every supplier attending, plus a presentation on coffee from industry veteran Tom Bauer and a water presentation from Anastasia Covan from Vivreau. 

You may remember tasting Launch Hydrate as you walked into the 2025 NAMA Show. Josh Rosenberg of Forward Thinkers was side by side with the company’s COO, Dillon Houstoun, serving up Launch Hydrate to grateful convention goers. 

In this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, Bob Tullio talks to Houstoun and Rosenberg about the company’s unique formula for success: the beverage, the strategy, why it’s working, where it’s going, and how operators can capitalize by selling the product in workplaces and distributing Launch Hydrate to concessions -- that critical last mile.

One other note of interest: while convenience stores are the typical route to consumers for a beverage, Launch Hydrate is finding momentum in youth sports, winning loyalty with parents (today’s workplace customers) and young athletes (tomorrow’s customers), who are all attracted to a better hydration solution. 

In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio brings you a conversation with Ryan Harrington, Founder and CEO of Royal ReFresh in Portland.

You’ll hear about his home-grown approach, utilizing strong community roots to help build his business. He’s expansion-minded – not only in the Northwest, but also in Las Vegas, where his company has now opened a branch.

Harrington enjoys mentoring new operators and is very active in NAMA. He was part of the team that brought you the 2025 NAMA Show.

He’s a very levelheaded guy, but you may have seen his recent LinkedIn post where he got a little fired up about all the bogus online claims about the vending business being the ticket to passive income – an easy route to riches. He knows it’s work. In fact, he got started in vending by investing in one of those business opportunity programs himself, involving Red Bull-branded vending machines. He tells us how he managed to make it work.

A side note: The business opportunity with Red Bull machines had quite an impact on his life. It led him into the convenience services business, which he loves, and it facilitated the connection to his co-CEO and life partner, his wife, Michelle, whom he met at a Red Bull-sponsored event.

The Royal ReFresh story is a good one and especially valuable for the many industry newcomers, who can only hope that their story will be laden with similar success. Harrington offers some suggestions on what it takes to scale a business and keep moving to the next level.

The word certainly resonated with Bob Tullio, host of Automatic Merchandiser's Vending & OCS Nation podcast. In this episode, he speaks with numerous industry leaders -- operators and suppliers -- to get their take on endurance. 

Fresh off a trip from Antarctica, Tullio tells his story of endurance -- a riveting 37-year ride in the convenience services business that he and his partners still reflect on with amazement. 

Lots of industry people are featured and mentioned in this podcast, so don't miss it. Among them, Tom Steuber, Craig Hesch, Mark Kronenberg, Pete Tullio, Jon Fishman, Larry Deagon, Orrin Huebner, C.J. Recher, Carla Balakgie, Jennifer Ridnour, Jim Brinton, Ryan Harrington, Kailin McCauley Genton, Bill McCauley, Justin Fishman, Lance Deagon, Paul Tullio and Arthur Siller.

Don't miss the related article in the June/July issue of Automatic Merchandiser magazine.

Here is a review from my editor, Linda Becker. “It's a humdinger.” 

In this episode of Automatic Merchandiser's Vending & OCS Nation podcast, host Bob Tullio sits down with Josh Rosenberg to talk about his 30 year industry journey and new family business, Forward Thinkers, a consulting firm and a dream come true for him.

Here is an insight sample from Rosenberg, when Tullio asked him what small operators need to do to land bigger accounts.

"This isn't a pity story for me, but I grew up on the streets. I went in and out of homes and didn't have the best upbringing. What I really was was undereducated. I didn't have the experience and the exposure. I walked into Coke as a merchandiser because they were hiring for six weeks during the Kentucky Derby and I needed to pay for school because somebody encouraged me to go to college or you're not going to ever get off the streets. But I was failing in college. I was making more money as a merchandiser and I was perfectly happy to be there until I saw somebody in a suit, driving a company vehicle that looked like they made a hell of a lot of money and I knew they weren't doing as good a job as I could," he said.

"And when I kept going in begging for that job and they wouldn't give it to me, somebody finally pulled me aside and said, if you want that job, you gotta act like that job. Meaning, dress like it, behave like it, and work towards it. Not much different for a small operator. If you want that account, your brand has to look like it, it has to feel like it, and you have to present like that."

There are plenty of good insights in this podcast from a man who has seen ups and downs in business, but has now combined a young, tech savvy team that includes his sons, with his many years of business experience, to offer something powerful for both operators and suppliers. 

In this episode of Automatic Merchandiser’s Vending & OCS Nation,  Tullio brings you more convention floor interviews with some big names and some up and coming operators, as he discusses the latest trends and innovations in the convenience services industry – some excellent insights from the 2025 NAMA Show. The conversation highlights the influx of newcomers to the industry, the importance of technology and smart markets, and the need for operators to adapt to post-pandemic challenges. Various industry leaders share their experiences and thoughts on the future of the industry, emphasizing the significance of networking and collaboration.

As for the groundswell of new operators, Tullio notes the following:

"There was an easy way to find the many newcomers to the industry – just go visit one of the many smart market vendors, and you could see them asking questions and placing orders. There is no question that the 2025 NAMA Show shined a big spotlight on smart markets, and the technology is a major reason why newcomers are flocking to the convenience services industry. It is easy to get started and to look like an established player, if you have a strong website and some capital. This extreme interest in smart markets by new operators, will only result in strong smart market growth, even more entrants among smart market suppliers and ultimately, lower prices – as the larger, established operators jump on board – as painful as it might be, to shelve existing equipment that is working just perfectly."

Tullio admits that after golfing for three days before the show with David “Hollywood” Henchel, Jim “Dutton” Evans and Rick “The Duke” Dutkiewicz, he was exhausted and had less money in his pocket. You can read all about in his Best of OCS column entitled - Lessons from a pre-NAMA Show 'retreat' with three industry leaders. - published on May 14th.

As for NAMA show - record attendance – huge convention floor – signs that the industry is moving in the right direction.

At each show, there is always a theme – a defining characteristic of what is being offered. We’ve seen K-cup madness - pod-mania – bean to cup brewer fest – but this year – as one operator pointed out – it is all about smart coolers – with ambient temperature, frozen and even hot food add-ons. 2025 is the year of the smart cooler at the NAMA Show – with over 25 varieties on the convention floor.

In this edition of Automatic Merchandiser’s Vending & OCS Nation podcast, Tullio spoke to several operators and some suppliers – asking them about their overall impressions of the show, what blew them away – or at least impressed them and finally - five years after the start of the pandemic, what do operators need to do to succeed?

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio is focused on seven suppliers who you need to connect with if you are an operator attending the show.

As Tullio notes, "At every NAMA show, several suppliers sign up to have a professional video interview done with me, working on behalf of Automatic Merchandiser and Vending Market Watch, right from the convention floor. I find that those companies always have a great story to tell about their products and services – this year is no exception."

Tullio talks to those seven suppliers, asking the question, "Why is your company a "must see" supplier.

In this episode, Tullio has a request of his listeners. 

"When you see me on the convention floor doing videos at 365 Retail Markets – booth 1347, Cantaloupe - booth 1839, Pro Watch Solutions - booth 2309, Televend - booth 2723, Launch Hydrate booth -1476 and speaking on camera with Steve Orlando of Fixturelite and Josh Rosenberg of Forward Thinkers, stop by to say hello and be sure to watch for those videos when they are release and published in the coming weeks."

As Carla Balakgie approaches her last NAMA show as president and CEO of the organization, it is a good time for her to reflect on the last 14 years at the helm of the successful industry organization.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, it’s Part II of Bob Tullio’s interview with Carla Balakgie. If you missed Part I on April 1st, it’s ok, listen to today’s episode now and go back to hear the great conversation from Part I at your convenience – and it was a great conversation as Carla discussed her 14-year journey as president and CEO of NAMA. She talked about advocacy – what operators need to do to succeed and the industry’s proactive approach to improve their image and increase revenue opportunities.

Tullio also interviewed key industry leaders who shared their perspectives on the impact of Carla Balakgie, including Craig Hesch of AH Management, Pete Tullio of Gourmet Coffee Service and Tom Steuber of Associated Services.

In this episode – an insightful interview - Carla looks back at the people who helped her succeed at NAMA – she gives us the secret sauce recipe – she talks about technology – industry newcomers, her legacy and so much more. Of course, Tullio spoke to some other industry heavyweights, who shared their perspective on Carla’s positive and long-lasting impact.

For operators, suppliers and anyone in business who wants to get a glimpse inside the mind of a proven leader – an inspirational leader – this is a must listen. If you don’t know Carla that well, you will see why she is so successful. Her combination of professionalism and charm is a winning combination.

In this episode of Automatic Merchandiser & VendingMarketWatch's Vending & OCS Nation, the podcast for the convenience services industry - presented in cooperation with the National Automatic Merchandising Association - the industry organization for convenience services, it’s a preview at of the upcoming NAMA Show in Las Vegas – May 7th to 9th at the Las Vegas convention center.

Bob Tullio talked to some of the architects of the event - David Marler from 365 Retail Markets, Ryan Harrington, Founder and CEO of Royal ReFresh– both on the trade show advisory committee, and Kristen Griffith, CMP Griffith, Vice President, Programs & Services at NAMA.

The podcast guests talk about why the NAMA Show is a must attend for any serious operator, plus – how the show has impacted their businesses. There is also a great deal of buzz around the keynote speaker, Oz Pearlman, world-renowned mentalist.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sat down with Carla to talk about her journey and her perspective from the industry’s top spot. 

Much of the conversation centers on advocacy, dodging legislative landmines and the industry's proactive approach to improve their image and increase revenue opportunities for operators and suppliers.

Tullio also interviewed key industry leaders who shared their perspectives on the impact of Carla Balakgie, including Craig Hesch (AH Management), Pete Tullio (Gourmet Coffee Service) and Tom Steuber (Associated Services). 

There is no coasting for Jim Brinton. Even after selling Avanti to 365 Retail Markets, Brinton loves to see his businesses grow. It clearly drives him.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, it’s Part II of podcast host Bob Tullio’s interview with Jim Brinton.

Brinton is a humble man, but he is proud of the success he has achieved through hard work, innovation and risk taking. He talks about the importance of keeping the micro market concept fresh, the key people who have helped him succeed, critical advice for new operators, his outlook for 2025 and of course, his secret sauce recipe – a work in progress.

Mentioned in this two-part podcast:

Dean Prather of Quality Vending & Coffee Co. Mark Stein from Mark Vend Company, Unified Strategies Group, Craig Kushner of Monumental Vending Inc, Kevin Brinton from Evergreen Refreshments, Arthur Siller from Evergreen Refreshments, Vistar, Barry Rosenberg of VENDING ONE INC, Scott Phillips, Mark Dieffenbach from The Hershey Company and Elyssa Steiner of Cantaloupe Inc.

Tullio said he hopes this podcast will inspire the next Jim Brinton out there to take their great idea to the next level.

What we have been focusing on recently is industry giants – movers and shakers, including Matthew Marsh of First Class Vending and Judson Kleinman of Corporate Essentials. Jim Brinton is in that “industry giant category" as both an operator and a supplier.

There are many great stories in the convenience services industry. In this episode of Automatic Merchandiser’s Vending & OCS Nation, you will hear one of the best of all – the story of Jim Brinton of Evergreen Refreshments and of course, Avanti Markets. He has truly revolutionized our industry – he introduced us to the micro market – the start of unattended retail.

Host Bob Tullio talks to Jim about his journey – how he became an operator and how his desire to find something better than vending, drove him to become a major industry innovator. 

In this episode of Automatic Merchandiser’s & Vending & OCS Nation, the podcast for the convenience services industry, you will hear Part II of the podcast - "Judson Kleinman has plenty of reasons to be smiling,” Podcast host Bob Tullio covers a lot of ground with Kleinman, including:

Courageous decision making

Overcoming business challenges

Why he does not operate micro markets or vending

A focus on pantry service

His outlook and advice on OCS

Dealing with a cyberattack

The off and on relationship with Keurig 

The secret sauce at Corporate Essentials

Life after selling to Canteen

The next chapter

Judson’s own love story

Enjoy this conversation with a legendary industry veteran who has some great content to share.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio sits down with an industry legend, a powerhouse operator - Judson Kleinman from Corporate Essentials – operating in the greater New York City area.

Kleinman has always been a valuable resource for Tullio, in podcasts, webinars and industry related articles – largely because he is one of the most knowledgeable people in the industry. He’s also a good guy, who truly cares about his employees, his clients and the industry itself. Maybe most importantly – he’s a happy man who has sold his business but is still very much involved with a little less stress and he tells Tullio that he has found the love of his life – Dara.

We hope you enjoy this interview – about his journey, overcoming challenges, the direction of the industry and with advice for operators – veterans and newcomers. We know you will feel his positive energy as Judson looks back and toward his next chapter. 

Part I focuses on his journey and some of his core beliefs about doing business the right way. Part II will take a close look at his strategic approach - one that has served him well as an operator.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry, host Bob Tullio looks back at some notable conversations with suppliers that his listeners heard from in 2024.

In this episode – wrapping up the Best of 2024 – it is part two of superstar suppliers who drove the industry. We will hear about the journeys, the insights and the strategies of some of our favorite suppliers who are fueling the growth of the industry – innovators we talked to in 2024.

Featuring Bridger Keally and Mac Bolak from Panoptyc, Kevin Galaida from theft Detective, Steve Orlando from Fixturelite, consultant Orrin Heubner, Gil Cargil with his AI business development solution, Jonathan Noori from Royalty Distribution, Yang Yu from Micromart, Mike Delazzer, the founder of Redbox who is now with Instant Retail Systems, Detlev Goedbloed, formerly with Structural Concepts, Fred Kahn from Kooick,  Guy Moshe from Shekel and Dean Prather from Q-Tote.

These strategies are proven - so when podcast host Bob Tullio gives you a guarantee - that these four business development strategies will ensure your success for 2025 – it’s worth a listen.

Tullio looks back at what he suggested in 2023 and 2024. You be the judge. How did those strategies work for you? You will almost certainly agree that those strategies stood the test of time.

People mentioned in this podcast: Jennifer Fox of Fox Vending, Inc., Jon Holden of All Star Services, Inc., Matthew Marsh of First Class Vending and Coffee, Barry Rosenberg from VENDING ONE INC, Linda Saldana from Seventh Wave Refreshments, Kimberly Lenz from Associated Services, Dan Welch from World Cup Coffee & Tea, Dean Prather from Quality Vending & Coffee Co., James Evans from Evans Refreshment Solutions and Kim Miros of DAC Total Refreshments, Judson Kleinman of Corporate Essentials – the list goes on, including people like Orrin Huebner, a respected consultant and Mike Kelner -  the industry’s leading business broker - Vending Biz Broker.

Tune in and sell more in 2025!

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.

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.

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…

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.

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!

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.

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.

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 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

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.

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.

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.”

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.

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.”  

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.

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.

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.

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.

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.

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.”

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.”

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.

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.

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.

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.

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 bob@tulliob2b.com.

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…

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.

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.  

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.

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. 

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.

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.

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.

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.

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…

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. 

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.

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.

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.

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!

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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!

This podcast also features some insightful comments from Mark Dieffenbach of Hershey and Louis Baresh from Executive Refreshments in Dallas.

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.

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.

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.

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. 

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 bob@tulliob2b.com

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 bob@tulliob2b.com 

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.

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.

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.

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...

Check out the audio snippets from TikTok and the Social Security Administration. They represent an amusing reflection of our times.