Most people think getting vending locations requires some kind of polished sales pitch.
It doesn’t.
You’re not selling a luxury product. You’re offering convenience. The biggest mistake I see is operators overthinking the conversation before they ever walk in the door.
My approach is simple.
I Look for the Right Person
The first step isn’t pitching.
It’s finding the person who can actually say yes.
Front desks and employees usually don’t make the decision. They might point you in the right direction, but the goal is to speak with someone who manages the facility or oversees operations.
Sometimes that’s an office manager.
Sometimes it’s a facility manager.
Sometimes it’s ownership.
Until you find that person, you’re just having conversations. Impressions matter, but they don’t get a location.
I Keep the Introduction Simple
When I do meet the right person, I don’t try to impress them with a long explanation.
I keep it straightforward.
I introduce myself, explain that I operate vending machines in the area, and ask if they currently have vending services or if it’s something they’ve considered for their employees or customers.
That’s it.
No pressure. No long pitch.
Most of the time the conversation flows naturally from there.
When They Already Have Vending
A lot of the time the answer is:
“Yes, we already have vending.”
That’s not the end of the conversation.
In those situations, I don’t jump into trying to sell them on switching vendors. I start by listening.
I’ll ask simple questions like:
How has the service been?
Are the machines stocked consistently?
Do employees actually use them?
Do you have modern equipment?
Almost every time, they’ll tell you where the current operator is falling short.
Maybe machines sit empty.
Maybe service is inconsistent.
Maybe they take too long to respond when something breaks.
Once I understand the problem, it’s easy to explain how I run things differently.
I talk about consistent restocking, quick response when machines go down, and making sure the machines actually serve the people in the building.
You’re not attacking the current vendor.
You’re just showing that you run a tighter operation.
I Focus on the Value
The value of vending is simple.
Convenience.
People want quick access to drinks and snacks without leaving the building. If a location has enough traffic, the service usually makes sense.
I explain that I handle the machines, the restocking, and the maintenance. From their perspective, it’s a hands-off service.
That’s usually what decision makers care about.
I Pay Attention to the Location
While I’m having the conversation, I’m also paying attention to the environment.
How many people work there?
How busy is the building?
Do employees have easy access to food or drinks nearby?
Sometimes the conversation goes well, but the location itself doesn’t make sense. That’s fine. Not every opportunity needs to become a placement.
I Don’t Force It
If someone isn’t interested, I move on.
There’s no reason to push or try to convince someone who clearly doesn’t want vending services.
There are plenty of businesses out there.
A simple “no” just means I’m on to the next conversation.
The Real Key
Getting locations isn’t about having the perfect pitch.
It’s about consistently putting yourself in front of the right businesses and having straightforward conversations.
Some will say no.
Some will say maybe.
Some will say yes.
Over time, those yeses add up.
And that’s how a vending business is built.
If this resonated with you, you’d fit well inside Vending Circle.
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