Automatic Merchandiser honors individuals and teams for achievements in promoting industry innovation and future growth.
See the full list of winners on p.18
Joey Narducci Perry Narducci Devin Rogers Roy Gingrich
Blake Harrison Mars Wrigley
Jason Joyner Advantage Refreshments
Rachel Sternberg Mars Wrigley
Greg Wilson 365 Retail Markets
Chad Young 365 Retail Markets
Dennis Hogan Mars Wrigley
Ville Huhtaniemi Selfly Store
Success Story
Features
Elevate your sales success rate e executive summary, combined with reliable industry training and an AI-driven business-development solution, gives operators more tools than ever to follow up e ectively and close more deals.
2024 Pros to Know Winners
Honoring individuals and teams for their achievements in promoting industry innovation and future growth.
Preventing micro market theft with technology
Many retailers say the is forcing them to shutter stores or lock down most products. Such problems are not limited to retail: micro markets su er similar losses. Traditional security methods and advanced technology can help.
Capturing recurring revenue in OCS and micro markets
In another indication that things are going in the right direction for convenience services operators, recurring revenue opportunities are becoming the norm. As is o en the case, an increased e ort translates to increased revenue.
On the cover: Devin Smith, Duncan Smith, Caroline Holden and Jon Holden of All Star Services
Visit vendingmarketwatch.com for more on hot topics in vending, micro markets and office coffee service
Interviews, Expert Insight & Tips
OCS Operator
A positive outlook and valuable insights made this OCS webinar a must-see for OCS
operators
THE SURVEY DATA — AND INSIGHTS AND OPINIONS from four leading operators at the State of the OCS Industry webinar — calls for a strategy that expands services. The sentiment points to profitable days ahead.
VendingMarketWatch.com/55235489
Podcast | Choosing a smart market is a multiple-choice question for operators
Two things will be clear to you after listening to this podcast. Operators are excited about smart market technology and there is no end to the creative solutions/equipment being offered by smart market developers.
VendingMarketWatch.com/55235206
Beverage | How commercial refrigeration influences consumer behavior in beverage retail sales
As competition within the beverage retail sector intensifies, the design, arrangement and efficiency of refrigeration systems can significantly sway consumers’ purchasing choices.
VendingMarketWatch.com/55142625
Products | With a new CEO at the helm, Kind Snacks looks to grow
Tapping into consumers’ desires for better-for-you snacks with high protein and natural ingredients, Kind Snacks sees opportunities in the convenience retail and C-store channels.
VendingMarketWatch.com/55193315
Management | Vending: The most common mistakes about sales and use tax
Whether you’re a seasoned vending and micro markets operator or just starting, avoid these common misconceptions and mistakes related to the administration of sales tax and filing of sales tax returns.
VendingMarketWatch.com/55232864
Published by Endeavor Business Media, LLC 30 Burton Hills Blvd, Ste. 185 Nashville, TN 37215
Editor-in-Chief Linda Becker (262) 203-9924 | LBecker@EndeavorB2B.com
Contributing Editors
Bob Tullio, Emily Cambriello, Nick Montano and Adrienne Klein
Support Staff
Art Director Jennifer Dakas
Production Manager Jane Pothlanski
Ad Services Manager Terry Gann
Audience Development Manager Delicia Poole
Endeavor Business Media, LLC
CEO Chris Ferrell
President June Griffin
COO Patrick Rains
CRO Paul Andrews
Chief Digital Officer Jacquie Niemiec
Chief Administrative and Legal Officer Tracy Kane
EVP - D&E/BLDI Groups Tracy Smith
Subscription Customer Service
877-382-9187; 847-559-7598
Circ.VendingMarketWatch@omeda.com PO Box 3257 • Northbrook IL 60065-3257
Article reprints reprints@endeavorb2b.com
Automatic Merchandiser (USPS Permit 017-280, ISSN 1061-1797 print, ISSN 1948-5697 online) is published 6 times per year in February/March, April, June/July, August, September/October and November by Endeavor Business Media, LLC. 201 N Main St, 5th Floor, Fort Atkinson, WI 53538 Periodicals postage paid at Fort Atkinson, WI, and additional mailing offices. POSTMASTER: Send address changes to Automatic Merchandiser PO Box 3257, Northbrook, IL 60065-3257. SUBSCRIPTIONS: Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. $47.50 per year; Canada/ Mexico $81.25 per year; All other countries $116.25 per year. All subscriptions are payable in U.S. funds. Send subscription inquiries to Automatic Merchandiser, PO Box 3257, Northbrook, IL 60065-3257. Customer service can be reached toll-free at 877-382-9187 or at circ.vendingmarketwatch@omeda.com for magazine subscription assistance or questions. Printed in the USA. Copyright 2024 Endeavor Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopies, recordings, or any information storage or retrieval system without permission from the publisher. Endeavor Business Media, LLC does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident, or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions by the authors of said articles.
Bob Tullio
Editorial Advisory Board
Nick Montano Contributor
Joe Hessling 365 Retail Markets
Josh Rosenberg Automated Retail Technologies
John Reilly Avanti Markets
Elyssa Steiner Cantaloupe Systems
Carl Moser Canteen Corporate
Evan Jarecki Gimme
Michael Miller Mondelēz International
Paresh Patel PayRange
Jeff Deitchler Prairie Fire Coffee
Online learning, live and on-demand
A TENET OF PUBLISHING IS THAT NO MATTER HOW compelling your message, it will never be received if you don’t deliver it how the consumer wants it. Translated into modern-day content development, that means that some prefer to listen to content (live streams, webinars and podcasts), some prefer to watch it (webinars, videos or even still-action slide shows), and some prefer to read it (in print or online via a variety of screen sizes).
If you prefer to watch or listen to compelling content, then I have some suggestions. In November, Automatic Merchandiser will host a live webinar on how technology and AI are changing the vending and micro market industry. AI is still in its infancy in many ways, but it has been harnessed to identify risk profiles and flag potential theft events in micro markets, for instance. Beyond AI — or perhaps pre-existing AI, but sure to be improved by it — are technologies that improve warehouse, route and sales management. Join us live on November 14, or on-demand after the live event, for “How Technology Is Driving Micro Markets and Vending.” You can register at vendingmarketwatch.com/55236839. Speaking of on-demand, are you aware that you can watch our webinars for up to six months after the live event? If you’ve missed them, now is your chance to join us:
• State of the Vending & Micro Market Industry Report — This webinar takes a deep dive into our exclusive 2023 industry report and looks at the resurgence of vending in the postpandemic era and the evolving landscape of micro markets. Register at vendingmarketwatch.com/55040053.
• State of the OCS Industry — Joined by leading OCS operators from across the United States, we explore key data from our OCS operators and their market data. Learn about emerging trends shaping the future of office coffee service. Register at vendingmarketwatch.com/55133382.
• Vending: Still a major profit center — Autonomous food service solutions provide new opportunities for vending and convenience services operators to expand their product offerings with innovative, interactive yet automated food vending. Register at vendingmarketwatch.com/55134439
In addition to our webinars, don’t forget our Vending & OCS Nation podcasts, hosted by contributing editor Bob Tullio. We’re dropping three episodes a month with a mix of operator profiles, profit-building advice, technology exploration and industry event news. Subscribe on your favorite podcast player or listen on our website at vendingmarketwatch.com/podcasts
Linda Becker Editor-in-Chief LBecker@EndeavorB2B.com
Smarties Candy marks its 75th anniversary with charitable initiatives
[ PRODUCTS ]
ACHIEVING SWEET SUCCESS IN THE CANDY BUSINESS,
Smarties Candy Co. celebrates its 75th anniversary in 2024 with a range of initiatives designed to engage both consumers and the vending industry. Earlier this year, for instance, Smarties debuted a ctitious Ranch- avored Smarties candy as part of an April Fool’s Day collaboration with Hidden Valley Ranch. Smarties also introduced a limited-edition 75th Anniversary roll, o ering a nostalgic product for vending operators and consumers alike.
VendingMarketWatch.com reached out for a closer look at Smarties’ success via a conversation with its co-owner and co-president, Liz Dee. A hgeneration candy maker, Liz runs Smarties with her sister, Jessica Dee Sawyer, and cousin, Sarah Dee. vendingmarketwatch.com/55233750
Performance Food Group completes the acquisition of Cheney Bros.
In a move expected to strengthen its presence in the Southeast region and provide additional distribution capacity, Performance Food Group has completed the acquisition of Cheney Bros., Inc., an independent broad-line food service distributor in Riviera Beach, Fla. vendingmarketwatch. com/55234779
PepsiCo to acquire Siete Foods for $1.2 billion
In a move that will increase PepsiCo’s better-for-you snacks and add an authentic MexicanAmerican brand, PepsiCo has inked an agreement to acquire Garza Food Ventures LLC, the parent company of Siete Foods brand. e transaction is expected to close in the rst half of 2025. vendingmarketwatch. com/55172906
accompanied by the launch month/year and a 100-word description to editor@VendingMarketWatch.com with subject line: POTY 2025 submission | Company Name, no later than January 6, 2025. If you have any questions, please call Linda Becker, editor, at (262) 203-9924.
Please
Elevate your sales success rate
The executive summary, combined with reliable industry training and an AI-driven business-development solution, gives operators more tools than ever to follow up effectively and close more deals.
By Bob Tullio
IN OUR SEPTEMBER/OCTOBER ISSUE, I WROTE about two fundamental scenarios about sales follow-up. e ability to execute e ective follow-up strategies is o en the di erence maker — the key de ning characteristic of an elite sales professional.
How do you teach e ective follow-up strategies to your sales reps? What can help them optimize follow-up performance? I have the answers. First, I want to point to a speci c strategy — something that has always worked for me and for the sales professionals that I have mentored over the years. I call it “the executive summary,” and here is how you can put this powerful tool to work.
THE GAME PLAN
Following any initial sales presentation — virtual or inperson — an account executive should send an email that details what happened at the meeting. For our example, suppose the meeting occurred on Wednesday the 10th, and a follow-up meeting is scheduled for the 17th, one week later. Important to note — scheduling the follow-up meeting before leaving the initial sales meeting is critical. At the very least, that follow-up meeting date and time should be “penciled in.”
On ursday morning, less than 24 hours a er the initial meeting, the executive summary — an email to the prospect — comes into play. Here is an example.
Subject: Executive Summary — A customized refreshment program for A1 Distributing from ABC Refreshment
Hi Jane, I truly appreciated the opportunity to meet with you and your team yesterday to explore how ABC Refreshment will provide A1 Distributing with a dramatic improvement in your workplace refreshment program.
Here’s a recap of our meeting. You and your team identi ed your objectives clearly:
• “We are looking for a provider who will o er a greater variety of products for our pantry service program.”
• “On the OCS side, we want to see products that will keep our people from walking down the street to the local bean store for specialty co ee drinks.”
• “We need a reliable drinking water solution that will eliminate our dependency on 16oz plastic bottles.”
• “We need to control our costs and want to see a more consistent spending level from month to month.”
I was thrilled to see that you and your team were openly pleased by the four-point plan that I presented to accomplish your objectives.
• Without having to involve your facilities team, we will add a regular rotation of exciting new products each week, which will be drawn from our vast inventory of
Who is Danny/Shutterstock
available products. These products will supplement the popular, “must-have” items.
• On the coffee service side, our advanced bean-to-cup brewers along with state-of-the-art drip coffee brewers will provide a tremendous selection of specialty drinks and favorite selections from local roasters. Bag-in-box cold brew will provide a simple, finishing touch that will be appreciated by your staff.
• Our point-of-use water-filtration system, which comes with customized personal bottles, will eliminate the need for 16oz plastic. The savings will be significant, allowing you to focus on more healthy products, which was identified by Susan, the HR Director, as an important initiative.
• Your client services representative — a dedicated employee who will be assigned to your account — will review each invoice and ensure that monthly budgetary objectives are being accomplished. Additionally, that representative will be focused on the employee experience and your overall satisfaction. We are very excited about next week’s taste testing and product sampling — along with an advanced discussion of the cost structure and our plan to facilitate a smooth transition to this new and much-improved program for A1 Distributing.
We will see you on the 17th at 10 a.m. as scheduled. If you have any questions in the meantime, please do not hesitate to reach out.
Thanks, Bob Tullio — A1 Refreshment
The executive summary accomplishes many things:
• It reinforces all of the good things that happened at the initial meeting.
• It clearly points out what needs to happen for your company to earn the business.
• It keeps the prospect organized so as not to confuse your company with the next one that comes in to make a presentation. Chances are, they will not be taking this extra step. The executive summary will set your company apart.
• It sends a message: We have our act together, we pay attention to details, and we develop customized programs for our clients.
ENSURING FOLLOW-UP
How can you ensure that the account executive will follow up in a proper and timely manner? Not surprisingly, artificial intelligence (AI) is the answer today.
SALES TRAINING TO UP YOUR GAME
There is so much more to follow-up, but how do you teach it?
I was recently contacted by new operator who was about to write a $6,000 check to an online trainer who offers a course on “How to succeed in the vending business.” I suggested to the new operator — and there are many new operators out there today — to avoid this type of scam and instead, turn to the training resources offered by NAMA, including the course I developed, “Selling Convenience Services.” In that course, I offer many follow-up strategies and the most comprehensive guide in existence to selling OCS, vending, micro markets and pantry service.
As a course developer, I can provide a discount to my readers on just about every NAMA educational offering. Just use the promo code B2B10. It’s a much better choice than the $6000 program offered on social media.
In last month’s column, I mentioned Gil Cargill, the speaker who brought the house down at the NAMA Show in May, talking about his AI solution for business development. Among other things, AI is an incredible follow-up solution, ensuring that executive summaries and other follow-up efforts occur right on time, despite the busy schedule and distractions that sales reps deal with daily.
Cargill said he’s willing to give any operator a free test run of his autopilot AI program. He will start by bringing your lost accounts and long-forgotten prospects back to life.
Reach out to me, and I will be happy to make the introduction. I’m anxious to see it in action and to write about the results.
If it works the way Cargill said it does, it could be the next big thing for convenience services sales teams. Seasoned operators will remember 2000 when pay-perclick advertising was new and inexpensive. Those of us who dipped our toe in the pay-per-click pond had our phones (landlines) ringing nonstop. ■
About the author
VendingMarketWatch.com contributing editor and industry consultant Bob Tullio is a content specialist who advises operators in the convenience services industry on how to build a successful business from the ground up and advises suppliers on how to successfully connect with operators. Tullio’s YouTube channel, b2b Perspective, is designed to “elevate your business in two minutes.” Visit www.tulliob2b.com or email bob@tulliob2b.com.
By Linda Becker
“Be different than what everybody else is doing and be better than you were yesterday.”
ose words, though spoken by the company’s vice president of sales and marketing, encapsulate the approach that the entire team at All Star Services has embraced to forge a winning path. is third-generation vending, o ce co ee service and micro markets operator ourishes in Michigan thanks to its familial bonds and collaborative partnerships.
ALL STAR SERVICES IS BORN
All Star got its start in 1963 as the vending division of Coca-Cola Bottling of Port Huron, led by William “Bill” Kreger. e business was successful, but a signi cant change was coming.
Suzanne, Bill Kreger’s daughter, had married an up-andcoming executive with Coca-Cola, whose advancements in the company warranted frequent moves across the country. eir rst son Duncan was born in Pittsburgh, and their son Devin
OPERATION PROFILE All Star Services
Website: allstarservices.com
Founded: 1963
Headquarters: Port Huron, Mich., with satellite locations in Bad Axe, Michigan and New Boston
Special Features: USConnectMe customer loyalty rewards program, “The Right Choice for a Healthier You” wellness program
The third generation of leaders at All Star Services includes Devin Smith, Duncan Smith, Caroline Holden and Jon Holden. All images courtesy of All Star Services
PARTNERING WITH MADE IN MICHIGAN CREATORS
One of the unique aspects of All Star’s business is its partnerships with Michigan CPG firms. It grew out of the pandemic, when Jon Holden asked himself, “What can I do as a leader of a local Michigan company to help strengthen our local and state economy?”
What has resulted are unique partnerships such as All Star’s work with emerging brands. “Why wouldn’t we be providing as many Michigan-made things as we can [to our customers]? That has put us down a really exciting path. We’ve always done business with — and always had partnerships with — some of the larger Michigan brands like Faygo beverages and Uncle Ray’s potato chips,” Holden said.
“More recently, within the last four or five years, we’ve started partnering with really small Michigan snack startups. To collaborate and partner with companies that are smaller and emerging in Michigan is awesome — not only for our clients, but for us — because we get to be a small part of that company’s growth story.”
In some cases, that has meant All Star has found creative solutions such as when they realized one
was born in Utah. Yet what Suzanne Smith wanted most was to be closer to family and to return to her Michigan roots.
at was made possible when Bill Kreger sold the Coca-Cola bottling rights and invited his daughter and
While All Star carries all the nationally popular products, it also has carved a niche for itself offering locally made products. Holden notes that the people of Michigan love supporting Michigan, and adding a “Products from Michigan” section to its micro markets has been popular.
of its made-in-Michigan partners was located near a coffee client, allowing All Star to add a stop at the Chunk Nibbles facility to pick up products for distribution.
“Now Chunk Nibbles has distribution deals with 7-Eleven, Speedway, Kroger and Menards…their growth is amazing, and they’ve gone viral on TikTok,” Holden said. “It’s just a really great feeling for us because we know how hard it is to be successful as a local family-owned company. And so anytime that we can partner with people to help them grow and to bring an awesome product to all of our clients out there, it’s a really cool thing.”
All Star’s partnerships with Michigan makers reflect and reinforce their core values yet help take the company one step further. “One of the things I always try to keep in mind is to be different — be different than what everybody else is doing and be better than you were yesterday,” Holden said. “And so, by giving ourselves that point of differentiation with our U.S. Connect rewards program and our made in Michigan…we’re providing a different experience to our customers.”
son-in-law, Je Smith, to run the newly independent vending operation, All Star Services. In 1987, just before Je and Suzanne’s daughter Caroline was born, the young family returned to Michigan and began to grow All Star Services.
“It was a very small operation, and through a lot of crazy, fun stories, relentless cold calling and some great acquisitions, Je was instrumental — with some great team members along the way — in growing All Star,” said Jon Holden,
All Star’s vice president of sales and marketing.
Today, although Suzanne Smith, All Star’s owner, and Jeff Smith, All Star’s CEO, come into the office most days, the third generation is at the helm of day-to-day operations for the All Star team. Duncan Smith joined All Star in 2000 and is company president. Devin Smith is vice president of technology and oversees the equipment and new technology for All Star. Caroline Smith Holden serves as director of office coffee services and handles procurement. Rounding out the company leadership is Jon Holden,
Being based in Michigan, All Star’s labor mix is unlike other operators. All field personnel have been part of the Teamsters since its inception.
The simple integration of display lighting translates into longer dwell time, improved guest perceptions, increased purchases, and a brighter bottom line!
l Capture extra attention from market guests
l Enhance market appearance and engagement
l Influence shopper perception of quality, freshness, and value
l Proven to increase sales by double digits
l Easy-install and includes a 5-year warranty
l Strong ROI — with rapid payback!
Caroline’s husband, who handles sales and marketing as well as the company’s e orts to support products from Michigan.
GOOD PARTNERS ARE KEY TO SUCCESS
e company has evolved steadily since its early days, through both acquisitions and organic growth.
“All Star really grew quickly through the 70s, 80s and early 90s through acquisition,” said company president Duncan Smith. “We made 11 acquisitions in a little over 20 years. We haven’t made one in well over a decade now, but if the opportunity arose for us to do it, we’d always look at it.”
e primary driver behind All Star’s organic growth is collaborative partnerships — a thread that connects so many aspects of its business.
“We don’t look for deals, we look for partnerships — with our clients that we support, and our suppliers that work with us,” Duncan said. “We’re not interested in anything short-term. Everything is long-term strategic vision.”
e company’s core values — partnering with the right suppliers and customers, creating a positive work environment by focusing on their employees continuously, and nding ways to do things better —
serve as the bedrock upon which the company’s success is based.
“ ose three things have been the core that we’ve built on almost a decade now, I don’t think we’re changing those anytime soon,” Duncan said.
One key partner that All Star points to is its partnership with Global Connect, a consortium of independent food service companies in North America. As members of Global Connect, All Star o ers all of its customers the USConnectMe Loyalty and Rewards Program via its cashless payment system.
e program allows All Star to o er promotions on snacks, beverages and food in its vending machines and markets. Customers earn points from purchases that can be redeemed for future purchases. In addition, 15% of US Connect loyalty sales are donated to the customer’s charity of choice.
GROWING FROM CHALLENGES
Any company in the industry for 60 years, as All Star has been, has felt the economic booms and busts. How has the company been able to weather those changes?
“ e goal for us is always to have long-term vision — to keep our mission and vision in mind when mak-
Devin Smith, All Star’s vice president of technology, oversees the service department and has responsibility for all of the equipment and new technology.
One of the keys to their success, says Duncan Smith, is that the team works hard to separate family and business. “When we’re talking about family, family comes first, and when we’re talking about company, company comes first.”
ing decisions. But those decisions are never, always 100% correct,” Duncan said. “One of the reasons why I think we’ve been able to grow is we’re not afraid to say we’re wrong and change course. The other is when we adapt, we adapt quickly to the industry changes, whether it’s through technology or changes in services, whatever it may be.”
Challenges such as the recent pandemic have only served to underscore their core values and how All Star goes to market. “It made us realize that our economy is not invincible. And when that pandemic hit and our revenue dropped to 30% of what it was yesterday, that was scary. But it made us stronger. I’ll tell you why: Because our managers, the people leading this company never wavered,” he said.
“We gave our team [the confidence that] nothing is going to stop this company from being here in the future, not even a pandemic. That helped drive our message of a positive workforce — a positive work environment, employee morale and putting employees first —through our team. Our team came out stronger, more cohesive than it ever was before.”
A STRONG TEAM DRIVES SUCCESS
Speak to any of the company leaders, and you will soon see how each is quick to point out the key role that their team plays in its success.
“We’re currently at 80 employees. As we’ve grown, we’ve added along the way. We focus on promoting from within and starting that growth to leadership the day that someone walks in the door. We try to identify future leaders in the interview process, whether it’s through just natural feeling, or even asking the question. We put them on a track to help them
A UNION SHOP IN MICHIGAN
Being based in Michigan, a labor union stronghold and the birthplace of the U.S. automotive industry, means that All Star’s labor mix is unlike other operators.
“A lot of times I’ll talk to other operators, and they’ll be very shocked about our union shop,” Holden said. Unionized since the company's inception as a Coca-Cola franchise, all field personnel at All Star — service technicians, route drivers, coffee drivers, warehouse staff and utility staff — are Teamsters.
“We talk about partnerships, and I look at the Teamsters as a partner of ours just because they control the labor for our team. We negotiate with them every three years. Because we’ve built the company we have, and have the mentality we do, we have a great working relationship with them, and we don’t have many issues,” said Duncan Smith.
Being in Michigan also means that many manufacturing facilities require their service providers to be unionized. “From a sales standpoint, a lot of UAW facilities will actually have it written in their agreements that they have to be serviced by union vendors, where that opens the door for us,” he added.
“I know all family-owned businesses say this, but we really look at our entire team — top to bottom — and every employee as part of the family. Right? We’re a company. We’re doing cool things together,” Duncan continued. “And it’s never been an ‘us vs. them’ mentality of management leadership versus union. It’s all been so collaborative.”
“Our team are very well compensated for the work that they’re doing because they’re doing awesome work. Being in a heavy union state and being a union company is something that we’re proud of, and something that we don’t shy away from,” he concluded. “And it’s just like being a family business. It has its potential challenges, but it’s the way we’ve always been. And this is how we operate, and we’re proud of it.”
grow to become the next leaders, next generation of our organization,” Duncan said.
“Right now, we have a strong group of operational managers that all came up through the ranks and are managing the jobs that they were hired for originally. It’s a real collaborative effort. It’s helped with our morale and the positive workforce that we’ve talked about for years, and we’ve focused on,” Duncan said.
“It’s our team, our HR manager and the operations folks, that take that message from us — from Jon, from Caroline, from Devin, from Duncan — that we want to be a positive work environment, and we want to have a place where people want to work.
“They carried it forward, based on the growth they have and the
knowledge they have of working with us, and our vision. So, we’re real proud of what they’ve done and the work environment we’ve created,” he added.
Having such a strong team also helps insulate All Star from some of the workforce shortages that have plagued other operators. “I wouldn’t say lined up at the door, but we have a lot of employee referrals for employment here because it’s a good place to work,” Duncan said.
“As you hear of industry struggles — or other industries struggle with employment just in general — we have not had one issue with employment since the pandemic. Whenever we have an opening, we fill it within reason. I firmly believe that’s because of the work environment we’ve created here.” ■
TBy Linda Becker, Editor In Chief
Honoring individuals and teams for their achievements in promoting industry innovation and future growth.
his year marked the 11th time that readers nominated individuals and teams whose accomplishments are moving the industry forward, and this esteemed award recognizes and celebrates their achievements. Congratulations to the 2024 Automatic Merchandiser Pros to Know Award winners who have helped their companies excel in the vending, micro market and o ce co ee service industry. e following individuals and teams have persevered through today’s changing business environment to elevate workplace refreshments and embrace new technology to promote future growth of the industry.
DAVID BARRIENTOS
Regional Sales Manager, North Region
Flowers Bakeries
David Barrientos has been with Flowers Bakeries since 2019 as regional sales manager for the North region. In this position, he plays a pivotal role in bridging the gap between sales and production. With decades of experience in the vending industry, David thinks outside the box to help grow business in new directions. He has been instrumental in promoting Flowers Bakeries products and has helped operators and distributors alike increase sales. He has also helped with the implementation of marketing ideas based around the end user and vend/micro market trends.
KRISTIN BLAKE
National Account Manager
Congo Brands
DON BLOTNER
Executive Consultant
Convenience Brigade
Kristin Blake is an accomplished national account manager at Congo Brands, noted for her work with Alani Nu and Prime. With more than 15 years in the food and beverage industry, she has established herself as a key player in the convenience services sector. Kristin’s passion for brand building and her ability to cultivate mutually beneficial relationships were instrumental in introducing these brands to the national market for vending, specialty and foodservice. Known for her exceptional customer service, Kristin stays ahead of industry trends to better support her partnerships. She embraces the challenges of developing strategic initiatives to promote new brands within convenience services, always bringing enthusiasm and innovation to her role. Her commitment to excellence and growth continues to drive success for both her clients and the brands she represents. She believes in fostering an environment where collaboration and support are paramount, empowering her colleagues to reach their full potential.
Don Blotner began his career in the vending channel as a third-generation operator in his early teens. He has worked in a consulting role or as an employee in the industry for nearly 54 years. His focus has always been on maximizing profitability by leveraging the best technology available at the time. He has managed some of the largest projects in the industry, rolling out new software platforms and hardware deployment for Streamware and Cantaloupe. If you asked, he would tell you that “Basic business rules still apply today, but access to timely and accurate data has a significant impact on the level of profitability a company can attain.” D&D Management Consulting joined forces with Convenience Brigade in 2023, and that partnership has already worked with some of the largest operators in the country, changing data platforms and improving their internal and external operations. Don resides in northwest Arkansas with his wife, Deb.
ROD BURK
Director of Sales – Vending
E. A. Sween Co.
Rod Burk is a well-respected sales professional in the vending channel, possessing 24 years of food and beverage sales experience. In 2016, he joined E. A. Sween Co., bringing his passion and can-do attitude to every aspect of his work. Rod is known for his sound business acumen and creative problem-solving. His expertise and relationships have helped drive double-digit growth annually for the Deli Express, Market Sandwich and San Luis brands. In addition, Rod is a collaborative mentor to others in the industry, developing younger talent to help their professional growth. Burk is the vendor partner who distributors and operators seek out to build collective growth.
PETE CARMAIN
Executive Vice President of Sales
Nayax North America
Pete Carmain serves as the executive vice president of sales at Nayax North America, a provider of financial technology solutions for the unattended self-service market. Since joining Nayax in 2019, Pete has excelled in various pivotal sales roles, playing a crucial part in securing multiple enterprise accounts and demonstrating his exceptional ability to drive growth and success. With over a decade of experience in the industry, Pete possesses a deep expertise in navigating the complexities of financial and payments technology. His strategic vision and commitment to innovation have established him as a trusted consultant for operators aiming to enhance efficiency, profitability and overall success through advanced cashless payment solutions. Pete is known for his forward-thinking mindset and believes in the importance of staying ahead of industry trends to prepare for future developments. He understands that the unattended self-service space is continually evolving, and he is dedicated to building and maintaining strong, trust-based relationships with clients, ensuring they are informed and equipped to leverage the latest technological advancements.
TYLER CARTER
General Manager
Strive
MICHAEL CHAPMAN
Vice President, Dining Services
Five Star Breaktime Solutions
Tyler has been instrumental in the rapid growth and success of Strive over the past six years. His leadership and strategic vision have transformed Strive from a growing company into a market leader in the vending and micro market industry. Tyler’s approach has been multifaceted, focusing on improving everything from equipment and operational procedures to profitability and customer satisfaction. Tyler has spearheaded numerous initiatives to modernize and enhance Strive’s operational efficiency. By upgrading equipment, streamlining processes and adopting innovative technologies, he has significantly increased productivity and reduced operational costs. Through strategic planning and keen financial oversight, Tyler has driven substantial profit growth for Strive. His efforts in optimizing resource allocation and identifying new revenue streams have been pivotal in strengthening the company’s financial position. Under Tyler’s leadership, Strive has seen a marked improvement in customer satisfaction. He has implemented new procedures and training programs that have elevated the customer experience, leading to higher retention rates and a stronger brand reputation. Tyler is not just focused on internal improvements. He has introduced practices that have set new standards in the vending and micro market sectors, ensuring that Strive remains at the forefront of industry innovation.
SANDRA D. FAULKENBERRY
Sales Manager
All State Manufacturing
Michael Chapman is the vice president of dining services for Five Star Breaktime Solutions. Michael is responsible for overseeing the on-site dining operations of Five Star, currently over 70 locations strong. In addition, Michael also heads up the teams responsible for Five Star’s catering line of business and HACCP-certified Culinary Center. Prior to joining Five Star, Michael was a regional operations manager for Southern Foodservice Management, overseeing corporate dining operations, government contracts and stadium operations. Michael also spent 10 years in a number of roles, including executive chef and foodservice director for Aramark in their business and industry sector. Prior to his roles in corporate dining, Michael was an executive chef for many years in the restaurant industry and private clubs. Michael attended the Culinary Institute of America in Hyde Park, N.Y., and graduated with a culinary degree in 1997.
Sandra D. Faulkenberry has been the sales manager at All State Manufacturing for the past decade, bringing over 35 years of sales experience. Known for her exceptional customer service in the vending industry, she has earned numerous awards throughout her career. Sandra’s expertise lies in delivering customized vending solutions tailored to her clients’ specific needs. She works remotely from her farm in Tennessee, where you might occasionally hear her goats while she diligently collaborates with customers. Her philosophy is simple: treat every account with care, whether they’re purchasing one micro market or 100, ensuring long-term relationships and success.
FRANK FIELD
Vice President of Retail Support
Five Star Breaktime Solutions
Frank Field is the vice president of retail support at Five Star Breaktime Solutions. He is responsible for leading the execution of strategic company initiatives and supporting the retail operations, which has led to the success of the company’s 40+ divisions located across nine states. He also leads the teams that manage acquisition integration, loss prevention, market support, retail execution and compliance. After spending more than 20 years in the oil and gas industry, Frank changed industries in 2015 when he joined the Canteen franchise Imperial in Tulsa, Okla. Frank joined Five Star in 2020 as director of strategic initiatives before moving into his current role.
DR. DAVI GEIGER Co-Founder
Kooick Inc.
Dr. Davi Geiger is co-founder of Kooick Inc. and leads the company’s artificial intelligence and sensor fusion research and development efforts. Davi has been working on computer vision and artificial intelligence solutions for more than 20 years. At Kooick, Davi is working on solving the twin challenges of ease of use and security in the unattended grab-and-go retail space, including refrigerated, ambient and warm cabinet systems. Kooick has delivered and is deploying its first sensor fusion solution with its refrigerator partner, Due North. In addition to serving as AI leader at Kooick, Davi is also associate professor of computer science and neural science at New York University’s Courant Institute of Mathematical Sciences.
SEAN GRUNDY
Co-Founder
Bevi
Sean Grundy is the co-founder of Bevi, which started in Boston in 2013. Prior to Bevi, Sean worked in environmental conservation at a not-for-profit organization in the United States and China, which shaped his commitment to create a more sustainable future. Since Bevi’s inception in 2013, the company has helped thousands of organizations across North America save more than 500 million plastic bottles collectively and has raised over $160 million in venture capital to disrupt the bottled beverage industry. Sean holds an MBA from MIT and a B.A. in philosophy from Princeton University.
Jon Holden Congratulations
Jon continues to be the catalyst that pushes All Star Services to be an industry leader with his passion for supporting All Star’s customers and local snack and beverage products.
JOHN HAJDUK
Vice President Operations, Equipment and Service
Vegas Valley Beverage / First Class Vending OCS
When starting Vegas Valley Beverage 20 years ago, John always put his customers and employees as top priority, treating customers and employees the way he would want to be treated as a customer or an employee. This commitment helped create a reputation for Vegas Valley Beverage as one of the go-to service companies in the Las Vegas area. Today, with eight technicians under his responsibility, the company now services several coffee roasting companies as well as most convenience stores throughout southern Nevada, focusing on coffee, tea and espresso equipment. In 2018, He merged his sales and service business with First Class Vending Inc., bringing with him the same customer service beliefs. Due to his comprehensive expertise in both the coffee/tea/espresso and equipment industries, in addition to his Vegas Valley responsibilities, John has taken on the OCS (office coffee service) service and equipment department.
BLAKE HARRISON
Senior Customer Manager
Mars Wrigley Confectionery
Blake Harrison is a senior customer manager at Mars Wrigley Confectionery and is currently leading the strategy and execution of programs such as the flagship Remix and Smart Vending programs. Based in Laguna Niguel, Calif., he has a robust background in sales, equipment management and product marketing. Harrison earned an MBA and a B.A. in marketing and management from Concordia University Irvine. His career includes roles such as senior sales manager for the West at Massimo Zanetti Beverage USA, where he expanded the company’s regional presence, and national account manager at Lavazza, managing a $40 million portfolio and leading new product launches. Harrison also held positions at Mars Drinks and PepsiCo, focusing on distributor management and key account management. Living in Orange County, Harrison is married to Jill and enjoys fatherhood with his son Levi. His career reflects a strong emphasis on growth, innovation and strategic customer relationships.
Congratulations to our award winners!
DENNIS HOGAN
Senior Customer Manager | Unattended Retail
Mars Wrigley
Dennis Hogan is a distinguished senior customer manager based in the Dallas-Fort Worth area, with a robust career in the consumer goods industry. Known for his expertise in sales, account management and leadership, Dennis has significantly contributed to the success and growth of prominent brands through his strategic management and innovative approaches. Dennis’s career is marked by a steadfast commitment to driving business growth and fostering strong client relationships. His strategic insights and leadership continue to shape the success of the brands he represents, solidifying his reputation as a key player in the consumer goods industry. Dennis resides in the Dallas Fort Worth area and lives with the love of his life, Sheena, and their two boys Bennett and Everett. He is heavily involved in the community, volunteering as a youth soccer coach. In his spare time, enjoys all sports and cheering on the Patriots and TCU football.
CAROLINE HOLDEN
Director of Office Coffee Services
All Star Services Inc.
When you were growing up, did you have a vending machine in your basement?
Caroline Holden did! And now, she is an integral part of the third-generation leadership team at All Star Services.
Caroline works alongside her brothers, Duncan and Devin Smith, and her husband, Jon Holden. She has held numerous positions at All Star Services and currently serves as the director of office coffee and specialty services. Along with providing exceptional pantry, coffee, Bevi and water services to All Star’s valued clients, Caroline also manages the product portfolio and supplier partnerships while constantly seeking to enhance operational efficiencies and elevate customer experiences. When new products arrive, Caroline has been known to enlist her three young boys as part of the “sampling committee,” which they take very seriously! Away from the office, Caroline is involved with her children’s school and sports activities.
JON HOLDEN
Vice President, Sales and Marketing
All Star Services Inc.
Jon has been in the convenience services industry for over 15 years and is loving every minute of it! Starting as a merchandiser for Coca-Cola while attending Western Michigan University, Jon embraced training and career advancement opportunities at Coca-Cola and worked in various sales roles throughout Michigan. After a fun few years with Coca-Cola, Jon worked in procurement for Vistar of Michigan prior to accepting a position with All Star Services, where he currently serves as vice president of sales and marketing alongside his wife (and fellow 2024 Pros to Know Winner) Caroline. Jon has a passion for supporting local snack and beverage products and is one of the founders of the “MI New Favorite Snack Competition,” which has awarded over $125,000 to emerging Michigan-based companies. Outside of work, Jon enjoys roughhousing with his three sons, coaching youth sports, training Brazilian Jiu-Jitsu and snacking.
VILLE HUHTANIEMI
Chief Commercial Officer
Selfly Store
Ville Huhtaniemi, chief commercial officer at Selfly Store, plays a crucial role in bringing innovative cutting-edge vending solutions to market. With more than 20 years of leadership experience across diverse industries, Ville has been instrumental in expanding Selfly Store’s global presence across more than 20 countries in Europe. Ville’s expertise lies in aligning customer feedback with product innovation, ensuring that operators’ needs are met and exceeded. Under his leadership, Selfly Store has grown to become a key player in the smart vending industry, helping businesses boost revenue through enhanced consumer experiences as well as artificial intelligence and data-driven sales optimization. His focus on operator success and continuous improvement has cemented Selfly Store’s reputation for innovation and excellence in automated retail solutions.
BLAKE JONES
Vice President, Sales and Marketing Manager
Pot O’ Gold Coffee Service
Blake Jones has worked in the office coffee service industry since he was 16 when he started in the warehouse at Pot O’ Gold Coffee Service, the company his father, Larry Jones, founded in 1986. Now 30, Blake has held various positions such as a delivery route driver, sales representative, and now vice president overseeing the sales and marketing departments. In 2021 and 2022 Blake was an honoree of Automatic Merchandiser ’s 40 Under 40 Awards, and this past year, Blake and his team at Pot O’ Gold were honored to be recognized by the Puget Sound Business Journal as one of Washington’s Fastest Growing Private Companies in 2024, where they also ranked #3 for the Eastside.
JASON JOYNER Executive Director, Business Development
Advantage Refreshments
Jason Joyner, an industry veteran, has revolutionized the vending landscape through innovative location acquisition and service optimization strategies. Operating within a family-run business as the executive director for business development at Advantage Refreshments, Jason has become the go-to expert for vending companies seeking prime locations and for locations looking to enhance their vending services. His unique approach involves a dual focus: expertly matching vending operators with high potential sites while simultaneously elevating the quality of vending services for locations. Jason’s keen insight into consumer trends has resulted in curated product selections that consistently outperform industry standards. Jason’s achievements include successfully placing hundreds of vending machines in lucrative locations, significantly boosting revenues for client businesses.
LANDRY KAUFMAN
Plant Manager
All State Manufacturing Landry’s journey into the vending and manufacturing industry began with a passion for building and problemsolving. After roles as a manual machinist and shop superintendent, Landry now serves as plant manager at All State Manufacturing. He is focused on integrating new technologies and improving processes to drive efficiency and innovation. Passionate about research and development, he thrives in the evolving industry and advises young professionals to embrace innovation, stay adaptable, and keep learning.
LEARN
MORE ABOUT AUTOMATIC
MERCHANDISER ’S AWARD WINNERS
In Automatic Merchandiser ’s Vending & OCS Nation podcast, we spotlight some of our award winners to honor their achievements in the vending, micro market and office coffee service industry. Be sure to listen and subscribe to Vending & OCS Nation in your favorite podcasting app so you don’t miss an episode.
Selfly Store congrats Ville Huhtaniemi
on being named one of Automatic Merchandiser’s Pros to Know 2024!
Ville’s forward-thinking leadership and hands-on approach have consistently inspired the team to break new ground in intelligent vending.
What is Selfly Store?
His vision and dedication have played a pivotal role in establishing Selfly Store as the European market leader in intelligent Vending, with a presence in over 20 countries. Selfly Store, owned by Stora Enso, specializes in smart self-service retail solutions. Using RFID, IoT, and cloud technology, it transforms vending, offering merchants data insights and consumers 24/7 graband-go convenience. Operating in 20+ countries, it serves sectors like hospitality, workplaces, and public spaces. Selfly Stores best-in-line software is available across different smart vending machine technologies, whether using RFID, scale, or camera-based solutions. This ensures that merchants can optimize operations and enhance the consumer experience.
INDIVIDUAL WINNERS INDIVIDUAL WINNERS
LISA KILMER
Procurement Manager
Canteen One
Lisa Kilmer has dedicated the last decade to Canteen One, transitioning from a career in higher education to becoming a pivotal force in the world of pantry services. Initially managing a substantial portfolio worth $25 million, she demonstrates exceptional leadership and insight, culminating in her recent appointment as manager of procurement services for national accounts in 2022. Her extensive experience with white-glove pantry clients has equipped her with the expertise to guide others in sourcing innovative, better-for-you products that often carry inspiring stories and missions of giving back. Lisa prioritizes quality sourcing, ensuring that every product meets the highest standards for taste, social components, nutritional requirements and distribution availability. Lisa is not just a leader in procurement; she is also a key member of Canteen One’s training team, sharing her wealth of knowledge with new associates and fostering their growth.
MICHELLE MARSH
President
First Class Vending Inc.
Michelle Marsh has served as the president of First Class Vending in Nevada since 2018, and she has been a member of the board since the company’s inception in 1994, a time when First Class Vending operated exclusively in California. Before assuming the role of president in Nevada, Michelle worked as an advocate for victims of domestic violence, demonstrating her long-standing commitment to enhancing the communities in which she resides. This dedication to community improvement continues to influence her leadership philosophy at First Class Vending. In her role, Michelle is focused on the day-to-day operations of the company. She firmly believes that the foundation of success lies with the employees. By ensuring that staff members are engaged, motivated and equipped with the necessary tools and resources, she is confident that First Class Vending can deliver exceptional service to its customers. Michelle emphasizes that First Class Vending’s success is rooted in pride in teamwork and a respect for the expertise of all team members.
MICKAL MCMATH
Head of Customer Experience
Gimme
MARGARET NYAMUMBO
Founder and CEO
Kahawa 1983
Margaret Nyamumbo is the founder and CEO of Kahawa 1893, the first nationally distributed Black- and woman-owned coffee company in the United States. Kahawa 1893 sources specialty-grade coffee beans from woman-owned farming cooperatives in Africa and gives back to support them. Margaret grew up on her grandfather’s coffee farm in Kenya and saw firsthand that women provided about 90% of the labor, but they were not always compensated. Kahawa 1893’s packaging contains a QR code that enables consumers to digitally tip the farmers, enabling them to invest in their businesses, families and community. Kahawa 1893 has been featured on television on Shark Tank and The Today Show, and Kahawa 1893 coffee can be found in retailers like Target and Sprouts. Margaret is a graduate of Harvard Business School and Smith College. Kahawa 1893’s compostable soft pods and frac packs are now available to OCS operators nationally through a partnership with Alliant Coffee Solutions.
Mickal McMath is a seasoned leader in the food and beverage industry with more than 20 years of operational experience at Five Star Breaktime Solutions (formerly M&M Sales Co.). He has been instrumental in driving innovation and operational excellence, contributing significantly to business development and software collaboration within the industry. A former chair and current board member of SEVA, Mickal is also a founding member of NAMA’s Emerging Leaders Network and has been a multi-time speaker and panelist at industry events. Before joining Gimme, Mickal was a Gimme customer for seven years, navigating four VMS transitions, which gave him a deep understanding of the challenges and opportunities operators face. Now, as Gimme’s head of customer experience, Mickal leverages his extensive expertise to lead growth and onboarding initiatives across all Gimme products, ensuring clients receive exceptional service and support.
DANIEL O’ROURKE, JD/CPA
COO and SVP of Compliance
Tacs LLC
Daniel O’Rourke, JD/CPA, is the chief operating officer and senior vice president of compliance for Tacs LLC. Daniel has more than 30 years of experience in state and local taxation in addition to over 20 years of experience assisting companies in support of their global indirect tax requirements with their enterprise resource planning (ERP) systems. Daniel has managed and participated in many different systems implementations, including Peoplesoft, Oracle, JD Edwards and SAP ECC and S/4 Hana. Daniel has managed and led more than 200 tax technology projects, many leveraging his extensive technical and functional experience. His experience combines substantial knowledge of sales/use and VAT tax law in addition to systems knowledge and expertise. Daniel has lectured many times on issues surrounding the integration of SAP with tax systems, and he is considered an expert in tax, tax technology and taxability of product. Daniel also is a history buff.
Chad Young Vice President of
Wilson Account Manager
INDIVIDUAL WINNERS INDIVIDUAL WINNERS
PAUL RINALDI
Vice President Business Development
Lighting For Impact
Paul Rinaldi is a distinguished leader in the lighting industry, renowned for his innovative approach and expertise in developing strategic partnerships between retailers, OEM and distribution partners. With more than 30 years of experience in the commercial retail solutions space, Paul has established himself as a forward-thinking professional who excels in providing creative solutions and marketing strategies. Paul envisioned enhancing the retail space through products and services to elevate the overall customer experience. His understanding of combining both technology and retail perspective has delivered awareness of the customer vantage point. This has enabled his client base to more effectively exceed customer expectations. Paul is intentional about gathering customer feedback to understand their needs while developing detailed customer personas to guide personalized marketing efforts. This works to create a seamless approach across all OEM platforms. Paul excels at optimizing processes to simplify systems and create a reliable, consistent encounter for customers.
RUSS RUSSELL
Regional Sales Director – West Cantaloupe Inc.
Russ serves as the regional sales director in the West at Cantaloupe Inc., where he helps fast-growing and enterprise-level vending, micro market and OCS operators discover growth opportunities through technology and operational enhancements. Joining Cantaloupe in December 2022 as a business development manager, he leveraged his background in sales, finance and customer service to make a swift transition into the vending and unattended retail sector. In a short time, Russ has expanded his industry network through conferences, trade shows and operator meetings. He is dedicated to pushing boundaries and implementing innovative technologies that align with Cantaloupe’s vision of leading self-service commerce globally. Russ frequently shares his insights on technology in the industry through talks and conference presentations. He holds a degree in entrepreneurial management and marketing from Texas Christian University.
ZACH RUSSELL
Senior Sales Representative JTM Food Group
Zach has become an industry titan when it comes to pizza vending. Since there are so few pizza vending machines in America, there are very few experts. Zach knows this business from top to bottom. He understands the operational side, the tech side and the culinary side. He knows what units to load into the machine, what times and temperatures to cook and how to program the machines for optimal performance. Over the past 20 years, Zach has become an expert in scaling businesses by using his ability to recognize opportunities and match them with the business at hand. It comes from a belief in a self-starting, results-driven entrepreneurial spirit. Zach has a bachelor’s degree from Northern Kentucky University and over 25 years sales experience.
KAYTLIN SALDANA
Senior Director of Market & Pantry Operations
Seventh Wave Refreshments
Kaytlin Saldana leads a dynamic team to bring joy to workplaces across Georgia. With more than 10 years of experience in the micro markets and pantry industry, Kaytlin has been instrumental in shaping the evolution of micro markets. She began her career as an ambassador, training teams, and through hard work and dedication, steadily rose through the ranks. She now oversees all aspects of Seventh Wave’s market and pantry operations. Kaytlin is passionate about delivering exceptional customer experiences, ensuring that each micro market and pantry is tailored to meet the unique needs of the companies they serve.
TEDDY SANCHEZ Co-Founder and Chief Technology Officer
Optimal Station
Teddy Sanchez, co-founder and CTO of Optimal Station, is a pivotal figure in the automated retail and vending industries, having been a driving force in bringing European vending technology to the U.S. market, ensuring compliance with local certifications. His global consultancy work involves traveling the world to assist and advise clients in choosing appropriate technologies and hardware, personally vetting international suppliers, and fostering automated retail innovation. Teddy has also launched pioneering experiential marketing activations with vending and other technologies to collect valuable consumer data in a fun and engaging way, significantly increasing brands’ ROI. Known for his ingenuity, creativity and bold project execution, he developed the first-of-its-kind four-sided Experiential Marketing Station and the all-in-one Age Verification Station. Under his leadership, Optimal Station has led to the development of AI-powered vending machines, integrating seamless age verification and other smart technologies, significantly influencing the future of self-service solutions.
ANDREW SHELLY
National Sales Executive
Automated Retail Technologies
Andrew is a seasoned industry veteran with more than 20 years of experience, having honed his skills from an early age working alongside his father and grandfather at Tremont Vending Inc. Upon graduating from Stevenson University in 2011, he stepped into the role of vice president of sales and operations, where he revitalized the organization by growing and managing a portfolio of over 400 accounts, Also in that role, he spearheaded technology upgrades, implemented VMS and market strategies, led two acquisitions and crafted a successful exit strategy. After Tremont’s sale, Andrew joined Just Baked, where he plays a pivotal role in overseeing national sales for major partners, contributing significantly to the company’s growth trajectory. By leveraging extensive industry experience and a commitment to operational excellence, Andrew excels at building long-lasting relationships throughout the industry. His approach has consistently positioned him as a top seller within the organization for multiple quarters.
ARTHUR SILLER
Senior Vice President of Operations
Evergreen Refreshments
Take Automatic Merchandiser with your wherever you go. Access our digital magazine archives at vendingmarketwatch.com/magazine
Read back issues, share operator profiles and technology stories with colleagues, and review articles you may have missed.
Arthur Siller is senior vice president of operations for Evergreen Refreshments, the largest provider of company refreshment solutions in the Pacific Northwest. Evergreen Refreshments services include micro markets, office coffee and water service, full-line vending and pantry services as well as two full-line catering companies. Arthur’s career in the convenience services industry began in 2012 as an account executive for Gourmet Coffee Service, a leading provider of office refreshment services in Southern California. From there, he moved to Seattle in 2017 to continue his career in the industry with Evergreen Refreshments, where he quickly learned the operational side of the business and would soon oversee the company at a high level. Today, he is responsible for setting the overall operational direction of the company and ensuring alignment with long-term strategic goals.
Subscribe to Vending Today, our daily newsletter delivering vending, micro market and office coffee service (OCS) related news, updates and product information to your inbox. vendingmarketwatch.com/subscribe
Caroline Holden Congratulations
Caroline continues to be the catalyst that pushes All Star Services to be an industry leader by managing the product portfolio and supplier partnerships while enhancing operational efficiencies to elevate the customer experience.
INDIVIDUAL WINNERS INDIVIDUAL WINNERS
JOE SIMONOVICH
Director of At Work Operations
New Stand
Joe Simonovich has been a part of the convenience services industry in some way or another since joining New York City-based Corporate Essentials in 2006. In his most-recent role as director of operations with the workplace experience company New Stand, he has worked with operators across the country to create programs that allow companies to level up their service and deepen client relationships by offering easy-to-rollout solutions like integrated apps, computer-vision smart coolers, premium fixtures, in-person events and employee-gifting programs. During his 13-plus years at Corporate Essentials, the company was recognized by Inc. Magazine as one of America’s fastest-growing companies eight times, and Shoffee.com, a company he co-founded with Corporate Essentials owner, Judson Kleinman, was listed at #651 on the magazine’s Inc. 5,000 list in 2012. In 2016, he took part in the NAMA executive development program at Michigan State University.
JOHN STAVROS
Territory Manager, SouthWest US Evoca North America Venture Inc.
John Stavros is a seasoned entrepreneur with more than 13 years of experience in the OCS industry. He successfully owned and operated a thriving OCS business that grew to serve over 300 customers, establishing a strong reputation for quality and service. His strategic positioning of the company led to its successful acquisition by a national operator, marking a significant milestone in his career. Following the acquisition, John transitioned to the vendor side of the industry with the Evoca Group, leveraging his extensive knowledge and expertise to assist operators in optimizing their equipment and maximizing growth opportunities. Passionate about fostering professional relationships, John continues to make a significant impact in the OCS sector through his innovative approach and commitment to excellence.
RACHEL STERNBERG
North American Operations Manager, Unattended Retail
Mars Wrigley
The Nayax Family is Proud to Recognize Pete Carmain
Rachel is an industry expert with a diverse background and skillset who is currently focusing on optimizing operations, technology and equipment to grow and drive value in the convenience services industry. As the North America operations manager for Mars Wrigley Unattended Retail, Rachel supports the growing channel through the MW Intelligent Vending, Skittles and M&M’s Remix flagship programs. She also leads the exploration of new technology, leading ice cream partnerships with Robomart and Fastcorp Vending. Rachel brings a contagious passion and a personality that have made her commitment to driving impactful solutions and strategies for the corporation notable in both her manufacturing and retail roles. This was recognized when she was named a 2024 Manufacturing Institute Emerging Leader. She holds a bachelor’s degree in mechanical engineering from Penn State University and a master’s degree in business administration, focusing on global business and marketing, from Rutgers University. In her free time, Rachel volunteers at Rutgers as well as the Hope Gala, an organization that supports the fight against childhood cancer. She enjoys traveling, playing tennis and pickleball, and running in New York City, where she resides.
INDIVIDUAL WINNERS INDIVIDUAL WINNERS
SCOTT WALTERS
Co-founder and CEO
Tacs LLC
Scott Walters is the co-founder and CEO of Tacs LLC. Scott has worked for more than 30 years focusing on sales and use tax. He has extensive experience in implementing tax technology to simplify the accounting process. Prior to co-founding Tacs, his background included multiple senior-level roles with leading tax technology companies including Taxware, Wolters Kluwer and Vertex. Scott was a senior manager and director at PWC; director at DMA; and partner at the Gagnone Group, a tax consulting firm assisting organizing with integrating tax technology solutions into enterprise resource planning (ERP) systems. Scott’s expertise is in the interpretation of tax rules and the integration of tax technology solutions into point-of-sale and large ERP systems. Blending the knowledge of tax treatment with proper application within an automated solution is where Scott can help companies improve efficiency and reduce liability. Scott has a BBA from Illinois State University, where he was also a member of the swim team.
GREG WILSON
National Executive Account Manager – West Coast
365 Retail Markets
Greg has leveraged 18 years of experience in the beverage and food service management industries to drive growth and innovation. He began his career as a district sales manager for Coca-Cola before transitioning to the micro market sector as sales director for Family Vending in south Florida. Greg brought extensive experience and leadership as vice president of customer success at Avanti Markets when he joined the team in 2017. Today, Greg is the national west coast account manager for 365 Retail Markets, where he has focused on building long-term relationships and mentoring operators for success. Throughout his tenure, Greg has excelled in increasing sales and developing new revenue streams within the micro market channel. He has also honed his skills in product distribution, merchandising, promotions and product positioning, making him a key asset to his team and the industry.
CHAD YOUNG
Vice President of PMO, IT and Security
365 Retail Markets
Chad Young is the Vice President of PMO, IT, & Security at 365 Retail Markets. He has nearly 20 years of experience managing a diverse array of technology projects surrounding project management, data and cyber security and more. A native of Ravenna, Ohio, Chad obtained his bachelor’s degree from the University of Mount Union and has professional certifications from the Project Management Institute, Scrum Alliance and the IAPP (International Association of Privacy Professionals). When he’s not managing an array of initiatives for 365 across project management, IT and security, Chad enjoys spending time with his family and spending time outdoors running and mountain biking.
HONORABLE MENTIONS HONORABLE MENTIONS
Individuals
Scott Berman
His peers nominated Scott Berman for his role as senior vice president of Canteen Vending.
James Brown
His peers nominated James Brown for his role as senior director, Canteen technology, for Canteen Technology Canada.
David Prince
His peers nominated David Prince for his role as the owner of VendTastic.
Foodture Inc., hot food vending in California
Curtis Swanson
His peers nominated Curtis Swanson for his role as chief executive officer of Hestia Robotics Inc.
Chris Taylor
His peers nominated Chris Taylor for his role with Canteen NA.
Marianne Whitehead
Her peers nominated Marianne Whitehead for her role as co-founder of Fig Brew.
NATURALS2GO
At Naturals2Go, the leadership team and the entire organization are committed to creating a future where accessible snacking and reliable business opportunities are seamlessly integrated into everyday life. The company has built a culture around relationships that resonate with its energy and aspirations, aiming to transform the unattended retail industry through innovative, modern vending and breakroom solutions. This evolution is driven by its commitment to advocacy for the industry while caring deeply about people — its team, its customers and its industry partners. As proud National Automatic Merchandising Association (NAMA) members, Naturals2Go actively engages in advocacy efforts. As a growing team of experts, the company is passionate about creating multiple avenues of success for other entrepreneurs.
Naturals2Go also empowers business owner-operators to collaborate with our advocacy.
POT O’ GOLD COFFEE SERVICE
ADVANTAGE REFRESHMENTS
The award-winning team at Advantage Refreshments has set new standards in vending machine installation and customer service.
The team’s approach begins with Roy Gingrich, who expertly liaises with clients to understand their unique needs and prepare them for the installation process. Roy’s clear communication ensures locations are primed for a smooth integration of new vending services.
Once on-site, the technical duo of Joey Narducci and Devin Rogers springs into action. Their combined expertise allows for efficient and precise machine installations, minimizing disruption to the client’s operations. Joey’s technical prowess complements Devin’s leadership, ensuring each installation meets the highest standards of functionality and appearance.
Perry Narducci, as the operator, oversees the entire process, coordinating logistics and ensuring all machines are stocked with an optimized product selection tailored to each location’s demographics and preferences.
The team’s holistic approach extends beyond installation. They provide comprehensive training on machine operation and maintenance and establish clear lines of communication for ongoing support. Their technical acumen shines in troubleshooting and implementing cutting-edge vending technologies, including cashless payment systems and remotemonitoring capabilities.
Pot O’ Gold has been servicing the Greater Seattle area since 1986 and still prides itself on being a family-run and -operated company. They are the epitome of a one-stop shop for the break room, where they offer coffee, water, pantry and kegerator equipment with quality products to go along with them. Pot O’ Gold has more than doubled its employee count since 2020 and is driven to keep growing its presence in the state that it were founded. Just this past year, Pot O’ Gold was honored to be recognized by the Puget Sound Business Journal as one of Washington’s Fastest Growing Private Companies in 2024, where they also ranked #3 for the Eastside. They were also one of the recipients of Seattle Business magazine’s “Washington’s Best Companies to Work For” Awards in 2023.
Each of Pot O’ Gold’s department heads work closely with each other and their staff to ensure they are providing the quickest and best service in Washington.
The Pot O’ Gold Coffee Service team (shown) includes department leaders: Larry Jones, president and CEO; Blake Jones, vice president, sales and marketing manager; Ryan Curtis, COO; Joel Younker, CFO; Blake Johnson, route manager; Holden Keough, technician manager. Team members not pictured: Pablo Angelino Da Silva, Joshua Wang, Jacob Allen, Luis Cruz, Isabel Giese, Pixie Giese, Edgar Ramirez, Khaya Jones, Carl Jacobs, Carson West.
Team (left to right): Heath Falzarano, president; Natali Pupovac-Peters, head of global operations; Lyndsey Wolfsmith, executive vice president; Michael Hume, chief marketing officer; Paul Ihn, VP of product strategy and operations; Robert Dean, VP of strategies and global initiatives. Team members not pictured: Nick Campanile, chief financial officer; Tina Paine, VP of corporate relations and compliance oversight.
Team (left to right): Joey Narducci, tech; Devin Rogers, lead tech; Perry Narducci, operator; Roy Gingrich, customer liaison
Many retailers say theft is forcing them to shutter stores or lock down most products. Such problems are not limited to retail: micro markets suffer similar losses. Traditional security methods and advanced technology can help.
By Bob Tullio
ACCORDING TO THE 2023
Automatic Merchandiser
State of the Industry Report published in June, more than 42,000 active micro markets are being operated in the United States. Since the very rst micro market was placed over a decade ago, product the — also known as “shrink” — has been an active topic of conversation, and a bit of mystery. What is the real shrink level in micro markets, and how can operators mitigate it in a cost-e ective way?
In that same study, operators were asked to identify their average level of micro market the . While 3% optimistically said they were at a 0% shrink, the vast majority fell into the 3% to 7% range.
USING AI TO CONTROL SHRINK
One might conclude from the report that the shrink situation isn’t that bad and that, generally speaking,
operators have it covered. Bridger Keally, sales manager of Panoptyc, isn’t so sure. Panoptyc is one of three micro market security providers in the industry that are taking a high tech approach — o en using AI — to keep micro market shrink levels under control.
“Operators come to us for a few di erent reasons. e most prominent issue is that they’re struggling with the , obviously. When you’ve got a self-checkout, it’s an inherent risk. We have seen the industry average at around 6% across the board recently, and it’s obviously tough seeing that pro t slip away,” said Keally. “In many situations, that number is much higher.”
“Second reason is labor. e operators are super busy working on growing their business, managing accounts, all that stu . And it’s frustrating when they have people sitting and reviewing footage for hours, managing shrink,
instead of working on growing the business. And the third part is the outdated camera systems that have been standard for quite a while. Just dealing with those DVR swaps is a pain. Our system was built around addressing those three core pain points that most operators share,” he added.
Keally said Panoptyc o ers a variety of options for operators to attack micro market the with di erent levels of service. “On a high level, there are two main features. One is the detection. at is so ware that looks for a variety of suspicious behaviors that take place in a market,” he said.
“Once that suspicious behavior occurs, we have a team that goes in and validates those incidents and compiles them into a report that we send to operators, so they can communicate issues to their clients easily.
at’s the core feature of Panoptyc — looking at red ags and having
our team validate actual instances of the ,” Keally explained.
Panoptyc also o ers features that allow operators to view their market, evaluate driver performance and assess the need for service at a location.
Keally pointed out that while their technology is great at reducing shrinkage, communication with the client is critically important, especially early on. He encourages operators to have a conversation upfront, explaining that while you do not expect to have a the problem, you have invested in a system that can identify suspicious activity.
Operators should assure clients that they want to work with them to resolve issues when they happen, which will keep prices low, keep the shelves stocked and provide a better experience for everyone.
He noted that getting a contract upfront that addresses how the is going to be dealt with — either discipline, a conversation or reimbursement — is important.
“ e biggest key to success is awareness. If the customer is willing to bring awareness to the market — that it’s not okay to steal, and that it’s going to be monitored — that’s where you’re going to see ROI with the system,” Keally said, adding that it must be a partnership between the operator and the client.
“If the shrink goes above a certain level, the client has to be willing to participate in the loss. at needs to be in the contract.”
AI HELPS PUT THE ‘ATTENDANT’ IN UNATTENDED RETAIL
ProWatch Solutions is another company that is taking an AI-driven approach to micro market the mitigation. Company founder Mark Kronenberg has a long familial
Theft Detective from GlobalConnect is a cloud-based micro market theft detection solution. The system includes proprietary hardware that monitors the market and uploads footage to the cloud for analysis. Specific events trigger a higher risk score including patterns not necessarily visible to a casual user.
Theft Detective by GlobalConnect
and personal relationship with the convenience services industry. “My family actually started in vending in the 1930s. I grew up in vending. My grandparents were both on the board of NAMA. My grandmother was the first woman on a NAMA board,” he said. “In the early 80s, I developed software for our own
operation, which had vending and industrial catering. My father and I started CompuVend Systems and had that for 32 years before we sold it to Cantaloupe.”
Kronenberg was acting as an industry consultant when he began to recognize that operators were struggling with micro market
The Automated Retail Management System, or ARMS, from ProWatch Solutions uses video surveillance and applies AI and other analytics to identify theft and other lost sale opportunities for the operator. Such theft-detection technologies help put the “attendant in unattended” markets.
theft. It was challenging and time-consuming — if they even had the time to deal with theft.
Kronenberg began developing a technology-based solution he called ARMS - Automated Retail Management System, about three years ago. “We did it by getting a lot of input from both large and small market operators. We did a proof-of-concept, asked them for feedback on it and then moved into the pilot phase. We eventually launched several months ago into the marketplace,” he explained.
According to Kronenberg, his team’s industry knowledge and experience are key differentiators. Like Kronenberg, the company’s chief revenue officer, Bryan Hebert, has years of experience with key positions at USA Technologies and Nayax. “I was excited when I learned about Mark’s vision, and my involvement has been a good fit,” said Hebert. “There is a lot of interest in our product and our company, and we are really branching out at a very fast pace across the operator base.”
“In a nutshell, we’re using surveillance video and applying AI and other analytics to identify theft and other lost sales opportunities while providing the operator an easy-to-use, actionable format that they can access to promote a good conversation with their customer,” Kronenberg said. “Our goal is to have controls for theft as well as lost sales opportunities.”
Kronenberg said the company’s basic vision is to put the attendant in unattended. “If I could be a fly on the wall to look and see what’s going on in a market and identify certain events or actions that could help improve the market, we want to use technology and artificial intelligence to identify those to help the market operator.”
“I know what it’s like to actually make money in this business as an operator. I want to make sure that operators have the resources they need to be successful in the micro market business without having to spend lots of money to do it,” Kronenberg said.
“It is clear that we have a solution for operators, and it has gained a lot of interest for us in the marketplace right now,” Hebert added.
IDENTIFY SUSPICIOUS BEHAVIOR
Another player in the theft-mitigation business, Theft Detective, is not a company, but a product that has been on a journey of its own since 2017. Kevin Galaida is the project coordinator for Theft Detective and senior business development manager for GlobalConnect, which now owns the product after purchasing Breakroom Provisions in 2024.
“We actually started working with Theft Detective around the same time that Panoptyc was making a name for themselves,” said Galaida, who explained that Theft Detective is both a software system and a camera system that was developed by his team at Breakroom Provisions.
“The hardware that we use for Theft Detective is proprietary hardware built from scratch specifically for this purpose to run on our software. Each camera is a
single-board computer with a camera module, onboard storage, and then the majority of what happens with Theft Detective, especially when a user is working with it, is all cloudbased,” he said, noting that the system is well-suited for AI down the line.
“When we first developed Theft Detective, we realized that just setting aside suspicious activity was a big part of it. That’s where we came up with the concept of a risk score. Basically, every event that we set aside for the users to view in Theft Detective, it’s assigned a risk score based on the type of behavior that we see in that event — things like the dollar amount of the transaction, the type of alert that it was, the length of the transaction, the
amount of screens that are displayed, things like that,” Galaida said. “The future of Theft Detective will be to automate that even further and use AI to identify patterns that maybe aren’t necessarily recognizable to a casual user.”
“The whole idea here is to give your client everything they need at their fingertips, and the really nice thing about Theft Detective, the way we designed it, with just a couple clicks, the operator can send a link to a case file video to their client without having to worry about moving large video files around,” he said. “We wanted to optimize that whole process, make it more efficient and ultimately, it’s about preventing those losses due to theft.” ■
Capturing recurringrevenue inOCSandmicromarkets
In another indication that things are going in the right direction for convenience services operators, recurring revenue opportunities are becoming the norm. As is often the case, an increased e ort translates to increased revenue.
ByBobTullio
BUSINESS BROKER
Mike Kelner has been selling convenience services operations for almost four decades. “ ere is a di erence between repeat business and recurring revenue,” said Kelner, owner of VBB Advisors.
“We are in a route business, so everyone has repeat business. Recurring revenue is di erent,
something every operator should strive for. Operators and business buyers love recurring revenue.”
RECURRING REVENUE IN OCS
In the past, recurring revenue opportunities were reserved for o ce co ee service (OCS) operators. Since the industry slowdown brought about by the pandemic in 2020, OCS operators have increasingly focused
on the importance of recurring revenue sources.
Because of a quickly emerging opportunity pertaining to advertising in micro markets, recurring revenue is now available beyond OCS, which is still leading the way.
In a recent Automatic Merchandiser webinar exploring the state of the OCS industry, Judson Kleinman of Corporate Essentials in New York stressed the importance of recurring revenue in OCS.
“How many times do we go out to see a bean-to-cup machine that is a disaster because nobody has cleaned the machine? I think there are a lot of customers out there who are very open to a maintenance program on their bean-to-cup machines,” said Kleinman. “We can come as o en as you like. Every week, every month — we will come in and clean your machine, and here is the charge for it. e person who is supposed to be cleaning the machine will say, ‘Where can I sign?’”
With recurring revenue programs, operators receive monthly checks for allowing advertising in their micro markets on screens, kiosks and other devices.
LITTLE RESISTANCE TO SERVICE FEES
Arthur Siller, senior vice president of operations and business development at Evergreen Refreshments in Seattle, noted that customers expect to pay for additional services, including delivery charges, equipment rentals and other fees related to providing optimum service. “ ere is very little resistance today,” he said. While recurring revenue can add up fast for an OCS operator, Kleinman pointed out that providing additional services that result in recurring revenue can also strengthen the relationship between an operator and their client.
Programs allow operators to earn revenue by allowing advertising in their micro markets on screens, kiosks and other devices.
Cantaloupe Inc.
Longtime operator and industry consultant Orrin Heubner offers his operator clients a good gauge for recurring revenues. “For OCS, you should have, at a minimum, 10% of your total revenue as recurring. The real target is 15% to 20%,” he said. “Recurring revenues for OCS include point-of-use water machines, ice machines, Bevi units, kegerators, coolers and bean-tocup machine rentals. All of these translate into filter changes, periodic maintenance and line flushes.”
THINK OF RECURRING REVENUE AS AN ANNUITY
Heubner said that the recurring revenue associated with OCS is nothing less than an annuity, and he has some specific strategies for selling it.
“Sell the rentals at the lowest common denominator. A charge of $12 per week for a water unit is not a lot of money to pay for healthier, filtered water,” Huebner said. “What sounds more enticing, $12 per week
or $40 per month? Charge every 4 weeks and get 13 rental periods per year. All rentals should be at weekly denominations instead of monthly. Make sure all fees are discussed up front and put into the agreement.”
“Upsell the equipment and the rentals will go up. Provide as much rental equipment as possible. We must continually look at ways to monetize the services we provide. Gold standard service is then expected by the client and must be supplied by the operator. All of this will work, but an operator also has to focus on maintaining the best and most consistent relationship there can be. Visiting the client just once a year will not cut it,” Heubner added.
As enthusiastic as Heubner is about recurring OCS revenue, he said he is equally excited about the newest opportunity for micro market operators: Advana from 365 Retail Markets and Cantaloupe Advantage. Under these programs, operators receive monthly checks for allowing
advertising in their micro markets on screens, kiosks and other devices.
Advana from 365 Retail Markets
Jacob McNulty of 365 Retail Markets is working on the Advana program, and he agrees with Heubner: Micro market advertising makes sense for operators. “It’s a consumer engagement opportunity for an operator, and the side benefit — it is revenue generating.” said McNulty. “If you’re an operator, you can take the easy button by allowing ads to be deployed on your screens. They could be from an insurance company, from a technology company, from any advertiser that wants access to the employees that are sitting in the break room every day.”
McNulty said the program does not require involvement from the operator, and revenue ranges from $5 to $30 per month per location, depending on the city. New York will generate higher revenue for example than a rural area in Indiana.
“Advertisers love this, because the people seeing the ads are employed, getting a consistent paycheck and will typically be returning to the market multiple times per day or per week,” he said.
If an operator is willing to add additional screens or work closely with CPG brands to launch products, show video, display other rich media or engage in a more targeted advertising program, the revenue potential grows significantly. According to McNulty, four to five times the revenue is potentially available. “Just about everyone starts out with the easy button,” he added.
Cantaloupe Advantage
Elyssa Steiner, chief marketing officer for Cantaloupe, a payments and software services company that
Operators can partner with companies like 365 Retail Markets and Cantaloupe Inc. to participate in advertising programs, where the operators’ kiosk and other equipment are used to display messages from local companies or CPG brands.
provides end-to-end technology solutions for the self-service retail market, said her company has launched the Cantaloupe Advantage advertising program to serve their clients.
“It is designed to be easy. Operators simply sign up to allow us to deploy advertisements onto their qualifying Cantaloupe card readers or kiosks,” she said.
The feedback from operators has been nothing but positive, according to Steiner. “They love the seamless deployment with little to no effort to participate. I think the simple fact that we are working on their behalf to get the programs with the various brands and then deploy the ads to their Cantaloupe
card readers and/or kiosks makes the program a no-brainer,” she said.
“We do have a specific program that we are launching tailored to just our micro market kiosks, and this one does require more onboarding and location-level data of the market or kiosk. But the opportunity to earn even more revenue is substantial and well worth the customer’s time and effort,” she added.
From all indications, the advertising opportunities will become increasingly creative and lucrative. “We’re really excited about our Mastercard digital ad campaign, tailored toward helping us collectively restore millions of trees across the globe. For every
$4 donation a consumer makes to plant a tree, it will give them a chance to win a prize, including trips for two with select events at a Cantaloupe-powered venue. There are also 90 daily first prize winners of $100 digital Mastercard prepaid cards,” Steiner explained. “We’re just getting started, but the customer experience is at the forefront of what we’ll deliver as we expand this program.”
Hueber said this type of promotion is a no-brainer indeed. “Why would any operator not want to jump on board with this?” he asked. “I will be advising my clients to maximize the revenue opportunity associated with these programs.” ■
PRODUCT FOCUS
[ READY-TO-DRINK BEVERAGES ]
Gut-healthy soda incorporates three biotics
With Mighty, Beliv pairs traditional soda flavors — Cola, Strawberry Vanilla, Raspberry Rose and Orange — and the familiar carbonated fizz to appeal to consumers. The product also contains more than 10% of the daily fiber recommendation and only 4g of sugar to provide gut-health benefits. Mighty is gluten-free, caffeine-free, non-GMO, kosher and vegan. It contains pre-, pro- and post-biotics to support healthy digestive systems.
Beliv
2.
LLC,30 Burton
Ste. 185, Nashville, TN 37215
Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor - Publisher: JOLENE GULLEY-BOLTON, 201 N Main Street, Ste. 5, Fort Atkinson, WI 53538; Editor: LINDA BECKER, 201 N Main Street, Ste. 5, Fort Atkinson, WI 53538; Managing Editor: ,
Owner - Full name and complete mailing address: Endeavor Media Holdings I, LLC, 905 Tower Place, Nashville, TN 37204; Endeavor Media Holdings II, LLC, 905 Tower Place, Nashville, TN 37204;Resolute Capital partners Fund IV, LP, 20 Burton Hills Blvd, Suite 430, Nashville, TN 37215;RCP Endeavor, Inc, 20 Burton Hills Blvd, Suite 430, ,Nashville, TN 37215;Northcreek Mezzanine Fund II, LP,312 Walnut Street, Suite 2310,Cincinnati, OH 45202;Invegarry Holdings, LP,44235 Hillsboro Pike,Nashville, TN 37215;Everside Fund II, LP,155 East 44th St, Suite 2101 - 10 Grand Central,New York, NY 10017Everside Endeavor F1 Blocker, LLC, 155 East 44th St, Suite 2101 - 10 Grand Central, New York, NY 10017;Everside Endeavor International Blocker, LLC, 155 East 44th St, Suite 2101 - 10 Grand Central, New York, NY 10017;Everside Founders Fund, LP, 155 East 44th St, Suite 2101 - 10 Grand Central, ,New York, NY 10017;Suncap Endeavor Blocker,
Cherry-flavored sparkling cola
and exchange copies.)
(3) Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid or Requested Distribution Outside USPS®
(4) Requested Copies Distributed by Other Mail Classes Through the USPS (e.g. First-Class Mail®) Total Paid and/or Requested Distribution (Sum of 15b (1), (2), (3), and (4))
(1) Outside County Nonrequested Copies Stated on PS Form 3541 (include Sample copies, Requests Over 3 years old, Requests induced by a Premium, Bulk Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other sources)
(2) In-County Nonrequested Copies Stated on PS Form 3541 (include Sample copies, Requests Over 3 years old, Requests induced by a Premium, Bulk Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other sources) (3) Nonrequested Copies Distributed Through the USPS by Other Classes of Mail (e.g. First-Class Mail, Nonrequestor Copies mailed in excess of 10% Limit mailed at Standard Mail® or Package Services Rates)
(4) Nonrequested Copies Distributed Outside the Mail (Include Pickup Stands, Trade Shows, Showrooms and Other Sources)
Total Nonrequested Distribution (Sum of 15d (1), (2), (3), and (4))
Total Distribution (Sum of 15c and 15e)
Copies not Distributed
c. Total Requested
Total (Sum of 15f and g) Percent Paid and/or Requested Circulation (15c divided by 15f times 100) Information Classification: General
Energy drink brand Celsius launched Sparkling Cherry Cola, a sweet twist on Celsius’ classic cola flavor. Celsius contains MetaPlus, a proprietary blend that “enacts thermogenesis to accelerate metabolism and increase caloric burn,” according to the company’s website. Its ingredients include green tea, EGCG, caffeine, guarana seed extract, taurine and ginger root extract. Marketed as an perfect pick-me-up, the cherry-infused cola contains seven essential vitamins and no sugar. Sparkling Cherry Cola adds to Celsius’ line of flavors influenced by pop classics, providing consumers with alternatives to high sugar beverages. Celsius You can find all of these products in the Product Guide at VendingMarketWatch.com/ directory.
High protein ready-to-drink yogurt
High protein Greek Yogurt drinks from Chobani are made with natural ingredients and without added sugar. Recognizing consumer interest in ways to eat more protein and minimize added sugar in their diets, Chobani developed the High Protein products: drinks with 15, 20 and 30 g of protein in each serving without added protein powders, concentrates or preservatives. The protein drinks will be available nationally in January 2025. Chobani
All-natural sports drink
Launch Hydrate provides athletes and those pursuing active lifestyles with a natural hydration solution that it says enhances performance, focus and recovery. The all-natural sports drink is made with cane sugar and has up to 50% less sugar than competing brands. The sports drink provides 1200 mg of electrolytes and B12 to support energy metabolism and reduce fatigue. It also contains Cognizin to enhance mental focus and L-Alanyl and L-Glutamine to optimize hydration. It contains natural fruit juices and is offered in four flavors: Fruit Punch, Strawberry Lemon, Tropical and Orange. Launch Hydrate
Ready-to-drink cold brew lattes
Cold brew lattes from Bones Coffee Co. are offered in five flavors: Sinn-O-Bun, French Toast, Holy Cannoli, S’morey Time and Electric Unicorn. Available in cans designed with Bones’ signature skeleton and creative flair, Bones RTD lattes contain 100% cold brewed coffee, a splash of whole milk, and sweetener for a touch of sweetness. Manufactured with Arabica beans ethically sourced from Brazil and freshly roasted in small batches, the lattes are rich, full-bodied and full of flavor.
Bones Coffee Co.
Candy-infused energy drinks
The flavors of some of Hershey’s most cherished products, including Jolly Rancher Candy, Bubble Yum Bubble Gum, Reese’s Peanut Butter and Hershey’s Milk Chocolate, can be had in new energy drinks, pre-workout and protein powders from C4. The two companies have teamed up to develop the C4 Original x Bubble Yum Pre-Workout along with C4 Performance Energy x Jolly Rancher energy drinks, available in three classic Jolly Rancher flavors: Blue Raspberry, Green Apple and Watermelon. The product line also includes whey protein powders in Hershey’s Milk Chocolate, Reese’s Peanut Butter and Vanilla Bean C4
Mike Ferguson has over 34+ years Vending & OCS industry experience, as an ex-operator and owner turned intermediary business broker to assist you in selling your business. I speak fluent Vending and Office Coffee.
SOCIAL HUBS
instagram.com/ vendingmarketwatch
@frankecoffeesystems designed a new bean-tocup brewer to provide hot and iced coffee from a single compact machine. Coffee enthusiasts can customize their favorite brews with up to six drink choices and three brew strength options. #officecoffee #beantocup #convenienceservices #officecoffeeservice
For any #unattendedretail technology, the ability to effectively process payments is key. For its Autonomous Retail Merchandiser (ARM), Structural Concepts Corp. has teamed up with Cantaloupe Inc. as its payment processing system. #micromarkets #convenienceretail #convenienceservices #vending #merchandising
Follow us on X
Randy Skyba of @DueNorthTweets explains how materials, lighting, temperature control and even beverage placement can affect the bottom line. https://bit.ly/4gxQKPf #convenienceservices #vending #refrigerationsystems #commercialrefrigeration #beveragetrends
Making common mistakes when dealing with sales tax for your #vendingbusiness could leave you with regret, says Daniel O’Rourke and Scott Walters of TACS LLC, professionals in the sales tax field focused on the vending and micro market industry. Get a better understanding of the recommended approaches to complying with sales tax laws in this article on VendingMarketWatch.com.
A
celebration
of
female power that is shaping the future of the industry
4 th Annual THE MOST INFLUENTIAL WOMEN IN CONVENIENCE SERVICES AWARDS
Nominations are now open for Automatic Merchandiser’s fourth annual awards recognizing the most influential women in the convenience services industry.
Women continue to gain ground as business owners, at the C-suite level, and other influential positions. The advancements as well as benefits of female leaders are especially evident in the vending, micro market and coffee service industry.
Nominate yourself or someone you know who is deserving of this award!
Deadline: January 6, 2025
Winners will be featured in the Feb./March 2025 issue.
Nominate today! bit.ly/MIW2025
Rules and guidelines
• This award spotlights individual achievements by women who have made a positive impact on the convenience services industry and/or a company/ organization for which they work or own.
• Nominations can be made by the nominee themself or someone else. Multiple nominations for the same person are allowed.
• Nominations from all industry segments and allied markets are welcome. These include operators, product and equipment distributors, product brokers, machine manufacturers, technology and payment system providers, CPG companies, and trade associations, among others.
• Submission forms must be completed. Incomplete and/or incorrect submissions cannot be considered. as as
• Nominations are allowed for previous award winners and will be considered with an updated nomination entry.
• Submitting party(ies) acknowledge that all information presented is truthful to the best of their knowledge.
