Automatic Merchandiser - 29
is willing to spend that much on OCS,
nor does their workforce demand it.
"Not every company can say that
they have money set aside for a dairy
budget," he explained. "They say, 'Powdered creamer is very economical, and
it lasts, so that's what's in our coffee
service budget.' When our industry
discusses this topic, we tend to picture
a lot of white-collar environments.
The reality is, we also serve a very
large number of blue collar locations,
and they're certainly slower to adopt
these trends. If there's 300 employees
in a manufacturing facility, they're
likely not as concerned about having
oat milk."
Siller said that operators can
address the growing desire for greater
variety in OCS by taking a consultative
approach with clients.
"Like anything, I would say to get
ahead of it so you maintain control," he
Danone North America created Silk Oat
Yeah and Almond creamers to meet the
growing plant-based demand.
Danone
said. "With our sales approach, we try
to guide the conversation. If you want
to be successful in having more dairy
and dairy alternatives, lead that conversation with your client. Don't wait
for the day to come where that large,
potential new piece of business is making these requests and you're not prepared. Instead, you can be the expert
and say, 'Here are 10 dairy alternatives
we currently carry, and here's what
makes sense from a cost standpoint.'
They're a lot more willing to follow you
in that conversation."
Operators may find that they need
to carry more products to satisfy the
needs of their OCS clients, but it's
worth the extra effort.
"We're carrying a lot more SKUs
of OCS products than we did in the
past," he said. "It presents an interesting challenge for us, having to source
all these different products, but the
flip-side of that is we're also winning
new business, retaining business, and
keeping happier clients." ■
September 2019 * VendingMarketWatch.com
29
http://www.bravilor.com/en-us
http://www.VendingMarketWatch.com
Automatic Merchandiser
Table of Contents for the Digital Edition of Automatic Merchandiser
Editor's Note: Why OCS is so important
Industry News
OCS Update
Fuel Continued Growth in Office Coffee Service
How Do You Take Your Coffee?: A look at the latest flavor and creamer trends in OCS
Snack Break: How snacks and candy fit into the better-for-you trend
Small Op: Questions are the Answer
Above and Beyond: Coffee Ambassador exceeds client's expectations with scalable, adaptable service
Classifieds
Social Hubs
Automatic Merchandiser - 1
Automatic Merchandiser - 2
Automatic Merchandiser - 3
Automatic Merchandiser - 4
Automatic Merchandiser - 5
Automatic Merchandiser - Editor's Note: Why OCS is so important
Automatic Merchandiser - 7
Automatic Merchandiser - Industry News
Automatic Merchandiser - 9
Automatic Merchandiser - 10
Automatic Merchandiser - 11
Automatic Merchandiser - OCS Update
Automatic Merchandiser - 13
Automatic Merchandiser - 14
Automatic Merchandiser - 15
Automatic Merchandiser - Fuel Continued Growth in Office Coffee Service
Automatic Merchandiser - 17
Automatic Merchandiser - 18
Automatic Merchandiser - 19
Automatic Merchandiser - 20
Automatic Merchandiser - 21
Automatic Merchandiser - 22
Automatic Merchandiser - 23
Automatic Merchandiser - 24
Automatic Merchandiser - 25
Automatic Merchandiser - How Do You Take Your Coffee?: A look at the latest flavor and creamer trends in OCS
Automatic Merchandiser - 27
Automatic Merchandiser - 28
Automatic Merchandiser - 29
Automatic Merchandiser - Snack Break: How snacks and candy fit into the better-for-you trend
Automatic Merchandiser - 31
Automatic Merchandiser - 32
Automatic Merchandiser - 33
Automatic Merchandiser - Small Op: Questions are the Answer
Automatic Merchandiser - 35
Automatic Merchandiser - Above and Beyond: Coffee Ambassador exceeds client's expectations with scalable, adaptable service
Automatic Merchandiser - 37
Automatic Merchandiser - 38
Automatic Merchandiser - 39
Automatic Merchandiser - 40
Automatic Merchandiser - Classifieds
Automatic Merchandiser - Social Hubs
Automatic Merchandiser - 43
Automatic Merchandiser - 44
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