Selling The Location

Well we have chosen our first posting from Brad Kaiser of Arrow Vending called Selling the Location. His contact information and links to his websites are at the bottom of the article. Thanks Brad. To all our other readers keep the articles coming. Send them to vendingblog@hotmail.com and you can get the satisfaction of sharing information with our community, exposure and a link back to any site you choose that is relevant to the vending business. Great Article Brad!

Selling The Location

By Brad Kaiser

We get many requests for an article on how to locate machines. People want to know what to say or the best way to get into a particular business with their machines. The truth is, locating is different for every single person. There is no magical script that will win you every location. The best way to locate machines is to use the method that you are most comfortable with. There are a couple of hints and tricks that we can share with you that may make these methods a little bit easier:

Present It As A Service To The Location. "This machine is going to provide your customers with a nice snack/drink without leaving your store". "Your Employees are going to use this vending machine instead of running across the street to get a snack/drink, since they are staying here they will be more productive."

Always Talk To The Right Person. Sometimes it is difficult to determine who that person is. It needs to be someone who has the authority to allow your machine into the business. Many times a manager or supervisor does not have this authority. The best way to approach this is to always ask for the owner. If the owner is not available ask to see someone who has the authority to approve your machines.

For Bulk Vendors, Take the Machine With You. If you are locating bulk vending machines it will sometimes help to have the machine with you. This way the business owner can see that it won't take up too much space and that it is an attractive machine. If they can see and feel the machine they are more likely to accept it into their business.

Make Friends With the Receptionist. In an office environment most managers and owners are bombarded daily with salesmen trying to get a moment of their time. The receptionist is the gatekeeper for these managers and owners. She/he ultimately decides who gets in to see them and who does not. Try to be-friend the receptionist and you will have a better chance at seeing the person you need to talk to.

Dress For The Location. If you are going into a corporate office a business suite or corporate casual attire is appropriate. If you are going into a mom and pop operation you may want to dress more casual as to not intimidate them.

Always Keep Your Promises. If you get a location and you tell them that you will install the machine on Wednesday, make sure that you are there on Wednesday! If for some reason you cannot install the machine on the date that you stated make sure you call the location and let them know why.

Don't let Rejection Get To You. The average person locating vending machines will get less than 20% of the locations that they approach. That is hearing the word "no" an awful lot. Do not let this get to you. If you take it personally you will be out of this business before you start. Forge ahead and never stop, that is the key to locating.

Arrow Vending
Brad Kaiser
800-435-6415
www.arrowvending.com
arrowvend.blogspot.com