Where do I start marketing for vending locations and sites?
You should begin by making some lists of people, businesses and contacts you know...
Starting from scratch with no vending locations is hard. If you can, it is better to start with some or all your vending machines on location (you can do this by buying used vending machines that are already on location).
When you have some existing vending locations you can ask your contact person for more vending locations. You can also tell which vending machines do better than others and why. This will help you target more suitable and profitable locations.
List 1 - People you know and where they work
Tell your friends about your vending service and ask whether they need a vending machine at work. Ask for their manager’s name and number and then make the call. To make it easier on you, ask your friend to speak to their manager first, before you call, so he or she will recognise you when you call..
In sales, this is what they call a ‘warm call’ (when you have been introduced to the person) as opposed to a ‘cold call’ (when you don’t have a relationship with the person you are calling).
Oh, don’t forget to thank your friend for their referral whether you are successful or not.
List 2 - Choose suburbs you wish to target
If you are starting out, you might want to choose suburbs that are close to home. This makes sense because it reduces travel time, petrol (so expensive!) and you can respond quickly to service calls. However, keep in mind that different suburbs have different demographics, building types and facilities which may limit your possible vending locations.
List 3 - List types of businesses / locations that are suitable for your machine
Ideally, all your vending machines will be located close to home or in a few areas. However, you may need to travel further afield to get the best locations. You may find that sport centres or clubs are great locations for your vending machine but there are only so many in each suburb and they may already have a vending machine. Don’t be afraid to look further afield for opportunities.
List 4 - List of existing locations and a contact person
If you have existing locations then you can ask your contact (if you get along well with him or her) for other suitable locations for one of your vending machines. Within your existing group of vending locations look for;
1. Stores that are part of a franchise group
2. Office blocks (ask if your business leases/owns any other floors in the same building/different building, ask if they are expanding)
3. Businesses that have outlets in different suburbs
4. Owners/large companies that operate more than one business (often an owner/large company) owns more than one business, such as owning a pub, night club, liquor outlet etc)