A few years ago I owned a small but profitable vending route. The first thing I learned with my vending business was that placing vending machines in new locations is probably one of the most challenging tasks for new vending route owners. Approaching business owners can seem overwhelming and it's not always clear who you should talk to. So here is a short guide to getting locations for your candy machines.
Mastering The Art
The first thing you want to do is make sure the business can provide your candy machine with enough foot traffic to support sales. You want to make sure the spot is obvious to customers and workers so that your candy machine will be seen and used. It's a good idea to pick businesses that receive a large amount of customer foot traffic.
It's also helpful if that customer activity has to wait for some amount of time such as in a lube shop, barbershop, or pharmacy. Anyplace that the customer has to stop and wait means your candy machine will have more of a chance of being used. Also, businesses with multiple employees are good location candidates. Staff will have to stare at your vending machine all day long and this eventually encourages them to buy from your candy machine.
Talk To The Decision Maker
Once you have a business chosen, you need to ask the business owner if it would be okay for you to place a vending machine in their business. It's important that you communicate directly to the decision maker because, the decision maker is the only person who can say yes. You don't want to waste time dealing with someone who can't say yes.
Typically location owners and store managers are the people who can authorize you to setup a vending machine at the business. You do want to be nice to all the employees that you speak with, but keep in mind that only one person can give you the answer you're looking for.
"Hi. Who can I talk to about placing a vending machine here to help support the American Cancer Society"?
The best way to get to the decision-maker as quickly as possible is to go into the business and ask one well-crafted question, "Hi. Who can I talk to about placing a vending machine here to help support the American Cancer Society"?
This simple sentence has three purposes:
1) to tell the person you're speaking with what you want
2) to find the decision-maker
3) to identify yourself with a charity
Be sure to remember that you might be talking with the decision-maker to begin with. So be prepared to start sharing about what you can offer them immediately. In most situations the decision-maker is the second person you talk with, but not always. If the decision-maker is the next person you talk with, be sure to restate your question to them as well. This helps to state the point of your conversation as quickly as possible.
People are very hard working and when you walk into a business as a non-paying customer, you instantly become an interruption in their business activities. So, it's imperative that you get to the point as fast as possible so that the decision-maker doesn't think you're wasting their time.
Ensuring that you are talking to the decision-maker and letting them know that you want to put in a candy machine is direct and to the point. You are ensuring that no one's time is being wasted, especially your own. If at any point the decision-maker says they are not interested, be sure to smile, shake your head yes and say, "Okay". these symbols let the person know that you've heard them and that you do not want to hard sell them.
Supporting Charities
However, before you give up totally, be sure to mention that you do give a portion of your proceeds to charity and that your vending machine doesn't take up much space. You can do this without appearing like you're making a hard sell if you say, "Did I mentioned that a portion of the profits go to charity? The candy machine doesn't take up that much space".
Sometimes it helps if the manager feels like they are doing something positive for the community or the decision-maker might say no because they think your machine might be a problem. This is why it's important to highlight your connection with a charity and to convince them that your candy machine will not be a problem for them.
If the owner still says no, then don't try to convince them. Just thank them for their time and head to the next business. Leave the meeting on a up beat note and you can always come back to that location later and try again. Lots of factors can change over the course of months or years so don't think like you have to secure every location. At best you are wasting your own time by trying to convince a business that doesn't want your business when you could just as easily get a yes from the next location.
If the boss does say yes, then be sure to thank them and if possible, give them a choice of products to go into your candy machine. Unless you have a strict method for how you set your vending machines and buy your supplies, it's a good idea to taylor your products to the desires of the business. For example, if the staff at the location like M&Ms then be sure to include them in your machine. Determining what they like will ensure they'll purchase from you.
Getting Started
Once you have a yes, it's extremely important that you get your vending machine in place as fast as possible. In most instances it's a good idea to have your candy machine ready to go so that you can put it on location that day. You don't want another business coming in behind you and getting their candy machine placed because of confusion.
You also don't want the boss to change their decision. Being prompt about putting your machine on location establishes the tone for the beginning of your dealings with that business. Keep in mind, securing the location is just the start. Maintaining a good repore with the location owner and their staff is equally important to the long-term success of your candy route. So be sure to show enthusiasm by placing your machine on location as quickly as possible.
Hint: Keep a machine in your trunk.
In another guide we'll look at when you should give your location a commission and how to promote your association with a charity or cause to help promote your vending route.
For now you have all you need to know to get the location for your vending machine. Just remember, you'll probably be scared the first several times you approach a location, but eventually you will get comfortable with the process and finding locations or your candy machines will not be an issue.
Go make some money,
Stewart Carlson
Vending Route Consultant
VendingSecretsRevealed.com
