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As 2013 comes to a close, the National Automatic Merchandising Association would like to wish its members, partners and other industry professionals a safe and happy holiday season. As we reflect on the past year for the industry, we would like to provide the readers of the Keeping in Touch with NAMA a look at the most accessed exclusive content articles from the year. Our regular publication will resume next Wednesday, Jan. 8.

Avoid these common hiring mistakes
By Mel Kleiman
From July 31: Did you ever think you'd hired an eagle, only to have the person turn out to be a turkey on the job? At one of my recent speaking engagements, one participant brought down the house when she said: "I interviewed the good twin, then the evil twin showed up for work." The reasons apparent eagles turn out to be total turkeys can most often be attributed to one of these four, common hiring mistakes.
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Sales prospecting: The first step with the screener
By Amanda Puppo
From Feb. 13: Let's face it, the toughest part of cold calling isn't making the sales pitch, it is actually getting the opportunity to talk to the decision maker so that you can make that sales pitch. So how do we as salespeople increase skill and our ratios of dials-to-decision maker conversations? The influencer or decision maker to sell refreshment services to in companies with 50-plus staff size is typically the office manager or head of HR/facilities. Most decision makers, particularly in larger businesses, are protected by one or even two layers of screeners: a receptionist and/or a department administrative person. Since they are the gatekeepers for the person you need to talk to, it is important that you gain them as allies. In fact, winning over the screener can actually turn that cold call into a warm call when you finally do reach the right person.
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3 steps prospects take to evaluate your proposal
By Joe Latta
From Aug. 8: Ever heard of a Red Team review? If not, here's the deal: It's basically a mock proposal evaluation, done to predict how the customer will score your document. Sounds beneficial, right? It is, but with the exception of some federal contractors and large commercial proposal teams, we've seen few companies with the time or resources to legitimately or consistently perform Red Team reviews. Instead, once a proposal draft is complete, most proposal writers find themselves rushing to quickly proofread, insert last-minute pricing changes and mail/email the document with minutes to spare. Sound familiar?
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Plan your work and work your plan: 3 tips toward effective execution
By Adam C. Wright, Ph.D.
From Sept. 4: Leading a team and getting the job done is easier said than done. In today's market-driven economy where everything is about the bottom line, executives cannot afford to waste resources on personnel who do not know how to execute. Knowing how to effectively execute your work can mean the difference between landing that promotion you've always dreamed about or finding your way to the end of the unemployment line.
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  Little Debbie's Bakery Fresh Pastries

All Little Debbie products are now available as pre-ordered bakery fresh pastry with your vend distributor. This includes Mini Donuts, Zebra Cakes and Swiss Rolls. Distributors may also be stocking top-sellers like the Oatmeal Cream Pie and Nutty Bar. Call your distributor today to place your order (or pre-order) for Little Debbie snack cakes.

Let your customers decide how much is too much
By Harry J. Friedman
From Aug. 21: You've established a rapport with your customer, you've asked plenty of good probing questions and now it's time for a demonstration. It's time to show the customer merchandise that is most likely to satisfy their wants and needs. Let's say there's been no conversation about price. You were able to get a pretty good idea of what the customer was looking for, but they didn't say they were on a tight budget — and they didn't say they weren't. So which items do you show when you have a vast selection from which to choose?
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  GPS Tracking System Ensures Fleet Efficiency & Safety

• Reduce fuel bill by 20%
• Increase employee productivity
• Improve driver safety

Learn more

Leading millennials: Are you up to the task at hand?
By Jessica Taylor
From Nov. 20:No matter how you look at the business world, things are evolving — from the way businesses are run to the types of employees that are hired. As baby boomers leave the workforce, the millennials are infiltrating your offices. These millennials are becoming successful in their multitasking, challenge-thriving ways, but with that comes challenges. Ask yourself, can you lead a millennial effectively?
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The ABCs of 'hire tough, manage easy'
By Mel Kleiman
From Sept. 11: When you make it a practice to "hire tough," everything else gets easier. "Hire tough" managers know exactly who they're looking for and refuse to lower their standards. They cover all the bases — from A to Z — and create a win/win situation for employee and employer alike.
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RealCup™: Perfection in a Cup!
Introducing RealCup™ Single Serve Coffees and Teas. With a unique filter design that offers full flavor. K-Cup® compatible*. Please call 1-800-387-9398 for more information.

* Mother Parkers and RealCup™ have no affiliation with K-Cup® or Keurig Incorporated. K-Cup® is a registered trademark of Keurig Incorporated.

is USAT’s prepaid and loyalty program designed specifically for vending. Integrating seamlessly with ePort services, it brings More CUSTOMERS. More LOYALTY and More OPPORTUNITIES!

I object! Creating great rebuttals for those pesky objections on the intro call
By Amanda Puppo
From March 13: If you're in sales, handling objections is part of the job. How do you get the conversation back on track, make that appointment or close that sale? Handling objections is one of the most important and difficult components to making the introductory call. Preparing for objections is essential; knowing how to respond is key. It is important to know how to answer the prospect with benefit statements and questions about your OCS and vending service that will uncover the true objection and present the value necessary to take the call to the next level.
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At Vistar, we deliver more than just the best name brand snacks and beverages, we deliver VALUE! With our experienced sales team and our dedication to our customers, we guarantee you always get more with Vistar.

Just click here to see how Vistar can help you!
Brewing Excellence

At Bloomfield, our innovation goes beyond brewing the perfect decanter of coffee. We build equipment that gives you consistently delicious results and makes brewing simpler, so you're able to serve your customers better. For innovation and craftsmanship in commercial beverage equipment, Bloomfield is your perfect choice!

Call 314-678-6336

To find out how to feature your company in the NAMA News Brief and other advertising opportunities, Contact Tom Crist at 972-402-7724

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Leading under pressure
By C. Fredrick Crum
From July 3: It is said that you achieve what you spend your time thinking about most. Professional athletes practice visualizing sinking the winning shot or hitting that walk-off home run in bottom of the ninth. They can hear the roar of the crowd. They can feel the elation of their accomplishment. This thought process of visualization focuses their energy and leads to accomplishing their goals.
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Robusta coffee gains as Liffe stockpiles drop 32 percent
Robusta coffee gained for a second day in London to the highest price in more than three months after bean stockpiles in exchange-tracked warehouses fell more than traders anticipated. Sugar dropped.

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Now even your coffee-brewing tools are going tech
Coffee brewing is getting more complicated and more nuanced and people absolutely love it. So, it's no wonder that Cupertino-based Acaia has created a digital scale that brings the "art" down to a science.

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8 tips for planning your small business' 2014 marketing strategy
Search Engine Land
While the holiday season is undoubtedly a busy period for small business owners, it's important to set aside time to plan your marketing strategy for the year ahead. How will you continue to maintain and grow your business in 2014? What plans do you have to keep your business on track and stay ahead of the competition?

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9 steps to effective business emails
By Joe Latta
From Oct. 16: Email communication is a key part of nearly every project, client relationship and business development effort. In fact, according to a study by the Radicati Group, this year the average corporate employee will dedicate 28 percent of each workday to email, sending and receiving more than 115 messages. Unfortunately, all too often the email messages we create are structured and sent in ways that confuse co-workers, annoy clients and frustrate prospects. That's why we're discussing nine easy steps to make your emails simpler and more powerful.
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Advertise here!

To find out how to feature your company in the NAMA eNewsletter and other advertising opportunities, Contact Tom Crist at 972-402-7724.
Great Brands. One Company.

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7 ways to be a more effective team leader
By Liz Murphy
From July 24: What makes a team successful? If we're talking about the bottom line, a successful team meets and/or exceeds key performance metrics that further short- and long-term organizational goals. But getting your team to perform on paper has less to do with numbers than you might think, and more to do with being an emotionally intelligent and intuitive leader. The external success of a team comes from within, and while it's a lot of work, it can also be very rewarding.
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How are your vendors doing? Tell us in the NAMA Buyer's Guide.

Missed last week's issue? See which articles your colleagues read most.

    8 tips for planning your small business' 2014 marketing strategy (Search Engine Land)
17 gifts for coffee lovers (Los Angeles Times)
With a twist, Immerset looks to change pour-over coffee (CNET)
Drafting a written collections policy is good for business (By Nate Budde)
Tea maker moves to Maine to launch new drink (Business Sun Journal)

Don't be left behind. Click here to see what else you missed.
Keeping In Touch With NAMA
Colby Horton, Vice President of Publishing, 469.420.2601
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