According to business broker Mike Kelner, the M&A market for convenience services is red hot. Valuations are higher than ever. It’s a good time to be a convenience services operator and with these market conditions, many operators are pondering their options for 2026. Mike Kelner, owner of VBB Advisors, said he has learned over the years that selling a business is as much a psychological and life-planning decision as it is a financial and transactional one. In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio sat down with Kelner and asked him to talk about the key questions an operator needs to ask before finding the exit door. The podcast discusses part 5 of Kelner’s M&A Best Practices series, written for Vending Market Watch. The first four parts of his series, available at vendingmarketrwatch.com, were focused Preparation Valuation Marketing Negotiation Part 5 looks at the psychological side of a deal - Key questions to ask before you sell your business. For any operator who is considering a sale in 2026 or beyond, it’s a thought provoking listen, as Kelner shares those questions and the answers he receives from operators.  

At the Coffee, Tea and Water event in November, podcast host Bob Tullio interviewed around 25 operators and suppliers, asking them about their impressions of CTW. Every one of them was impressed by one thing in particular: keynote speaker Ethan King’s presentation about the power of AI. In this episode of Automatic Merchandiser’s Vending & OCS Nation – part one of a two-part episode – Tullio is talking to Ethan King. Ethan King explains why convenience services operators should view artificial intelligence not as a threat but as a practical business ally that can help them deal with staffing challenges, margin pressure and myriad demands on their time. Ethan King is a bestselling author, and award-winning entrepreneur who helps business leaders simplify success through the power of AI and automation. His client work has appeared on Oprah, 60 Minutes, and even the Grammys.  As the author of ”ChatGPT to Double Your Business In 90 Days,” Ethan teaches non-technical business owners how to save time, boost sales and scale operations without stress. His workshops are known for being both inspiring and tactical. This is conversation worth listening to. If you are serious about the future success of your business, this is a conversation you will appreciate.

In this episode of Vending & OCS Nation, Patrick Sheehan — president and CEO of Sheehan Brothers Vending — discusses leading a third-generation, family-owned convenience services company; the evolution of the business since 1956; and how strategic pivots, including exiting unprofitable services, set Sheehan Brothers up for growth. After gaining outside corporate experience, Patrick returned in 2016, and with his brother Michael Sheehan, revamped OCS, sharpened pricing and sales operations, and helped scale the company from about $11 million in annual revenue to a $50 million run rate today. Sheehan Brothers now serves a tri-state territory from Ohio and northern Kentucky, with nearly 170 employees and roughly 300 micro markets — its largest and fastest-growing segment. The company differentiates itself as an operator by fresh food made in an in-house commissary. Sheehan Brothers also gives back, donating its expired safe-dated meals to local food banks. Patrick also shares his pragmatic view of smart coolers and emerging smart-store technology, and notes that economic pressures, especially rising product costs, are forcing operators to be more disciplined and agile.

In this episode of Vending & OCS Nation, Bob Tullio returns to the Connection Hub at NAMA’s Coffee, Tea and Water (CTW) Show in Miami to capture the perspectives of operators and suppliers across the convenience services ecosystem. The conversations center on three questions: key takeaways from CTW, what operators must do to succeed in 2026, and what industry professionals are thankful for this Thanksgiving. What cuts through the interviews is that the convenience services industry is in a great place. It is energized by AI, committed to strengthening customer relationships, and increasingly focused on storytelling, data, sustainability and operational fundamentals. Suppliers and operators alike describe CTW 2025 as one of the most well-attended and highly engaged versions of the event in recent memory. During this episode, hear from convenience services operators offering breakroom refreshment services via vending, micro markets, office coffee service, smart stores, smart coolers and other unattended retail technologies. Also hear from product, service and technology suppliers helping operators deliver convenience services.

This episode brings listeners to the floor of the 2025 CTW show in Miami, where operators and suppliers shared honest insights on what stood out this year, and what they believe will drive success in 2026. From AI readiness to elevating the break room experience, product mix expansion, innovation and relationship building, the conversations offer practical lessons for convenience services operators. Hear perspectives from operators and suppliers from Pepi Companies, SEB Coffee, Associated Services, Moran Refreshments, Insight Edge Performance, Newco, Nestlé Professional Solutions, Brokers Unlimited and Five Star Break Time Solutions, each sharing what CTW meant to them and what they’re thankful for this season.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, host Bob Tullio continues his discussion of powerful sales strategies for convenience services operators. In our last episode, Tullio focused on cold calling, the importance of doing your research before an appointment, cause marketing, storytelling, and the criticality of face-to-face meetings. In this episode, Tullio brings in three consultants: Josh Rosenberg from Forward Thinkers, Orrin Huebner and Sandy Schoenthaler — experienced industry professionals with excellent insights to offer. Additionally, Tullio gets a frontline operator perspective from Charles Long of One Source Refreshments, Tre Johnson of Aramark, and Terry Adelstein and Robyn Azus, two reps from Corporate Coffee Systems in New York. This podcast offers strategies that are “out of the box” and ready to be put to work immediately. Listen today to get in on some simple ways to elevate your sales performance and finish strong in 2025.

In September, Vending & OCS Nation podcast host Bob Tullio delivered a three-hour presentation at the Holiday House Tech and Sales event in Frisco, Texas. While leading their first ever sales track, Tullio noticed that certain sales tips and strategies truly resonated with the sales professionals in attendance. In this episode of Automatic Merchandiser’s Vending & OCS Nation, Bob Tullio shares those keys sales tips with podcast listeners and talks to some of the sales professionals who attended the presentation, plus industry experts Orrin Huebner and Sandy Schoenthaler. According to Tullio, these key sales strategies and the deep dive discussion around them, gives operators and sales professionals some strong ammunition – tools they need to take their sales game to another level. That means more opportunities and more closed deals. Interviewed in this podcast: Chuck Long from One Source Refreshment, Terry Adelstein from Corporate Coffee Systems – in addition to our consultants, Orrin Huebner and Sandy Schoenthaler. What are those key tips and strategies all about? Tune in, see for yourself – then get out there and give them a try.  

While Patrick McGinty was certainly an excellent operator, his favorite part of the business was selling new accounts, and he was good at it. Ultimately, he parlayed that skill and his team, creating a marketing and sales machine that is working overtime to generate new business for operators around the country. This episode of Automatic Merchandiser’s Vending & OCS Nation is sponsored by VendVue. Podcast host Bob Tullio spoke with Patrick McGinty, founder of VendVue, a company that offers an end-to-end business development solution for convenience services operators. Tullio notes that it took him a while to wrap his head around what VendVue is doing for operators. “In my 37 years as an operator, I saw plenty of second tier locators, lead generation companies, third party national account suppliers – with results that were mediocre at best – I finally realized that what VendVue offers is a total business development solution. They do the prospecting, the lead generation, the sales presentation and they ultimately sell the account,” Tullio said. “Any operator who has ever tried to sell and run a company – or manage a sales staff – knows what a challenge that can be. It’s costly, time consuming, and exhausting at times. If an operator can get in sync with VendVue’s program – and they have plenty of success stories to share – it seems like a no-brainer,” he added. In fact – McGinty said his 18-month-old company is actively seeking to partner with operators – offering exclusive relationships in many market areas – to meet the demand as his sales team is running in high gear. For more information on partnering with VendVue, visit: www.vendvuevending.com/partner or schedule a call with Patrick McGinty.                

The company has always been known for reliable coolers and freezers. While they are certainly preparing for the next wave of innovation and technology, Due North remains focused on operational efficiency and reliability. As host Bob Tullio points out in this episode of Automatic Merchandiser & VendingMarketWatch's Vending & OCS Nation podcast, a couple years ago, he was talking to Due North’s Randy Skyba about glass door coolers and freezers. “Skyba noted, “Nobody cares much about the coolers and freezers in a micro market until they go out of order, then it is a crisis.” In this episode, Tullio spoke with Sean McGrann, MBA - the CCO – chief commercial officer, of Due North. He is excited about his role at Due North and is enjoying the concept of partnering with operators to help them meet their unattended retail needs. When it comes to technology – think smart coolers – Due North is playing a major role. They provide refrigeration, while multiple technology partners add payment devices, cameras, scales and every other bit of technology that is required to make a smart cooler happen. When it comes to looking ahead to the future, McGrann said that AI will continue to be important and that anyone who is not leveraging AI to the best of their ability is going to be passed up.  

The timing is perfect for this Automatic Merchandiser & VendingMarketWatch Vending & OCS Nation podcast - It is a preview of the upcoming Coffee Tea and Water Event - November 4th and 5th in Miami. The title says it all - "Here is why you need to attend the 2025 Coffee, Tea and Water - the CTW."This podcast, presented in cooperation with National Automatic Merchandising Association, looks at the plan for a gathering that was reimagined in 2024 - and now fine tuned in 2025! "This year, we will deconstruct the evolving workplace. I am particularly stoked about this event – as I will be acting as the emcee – which means I will get to interview the incredible keynote speakers for the event and facilitate Q and A sessions with the speakers and attendees," said podcast host Bob Tullio.The CTW is designed specifically for operators and suppliers to collaborate on ways to elevate office coffee services and pantry offerings and evolve the client relationship, moving beyond trusted service provider to essential business partner.Let’s take a look at those keynote speakers - Ethan King is a global keynote speaker, best-selling author, and award-winning entrepreneur with a unique background in visual art, marketing, psychology, and business growth.Through his SIMPLE Success frameworks, he combines creative thinking, automation strategy, and AI tools to help leaders simplify complexity and scale smarter - AI – especially for business development, is something operators need to be exploring – I have been talking about that for months, so I’m excited to hear what Ethan has to say.Kaiser Yang is the CEO of Platypus Labs, Kaiser leads keynotes and workshops with energy and focus, offering accessible, real-world thought leadership and actionable takeaways that resonate deeply with audiences. Collaboration, education compelling speakers – that’ s what the 2025 CTW is all about.In this episode - Tullio spoke with two of the architects of the event – Linda Saldaña of Seventh Wave Refreshments in Atlanta and Patrick Sheehan of @Sheehan Bros Vending in Columbus, Ohio.

David Henchel, President and CEO of Corporate Coffee Systems, has some advice for new operators entering the industry. “Don’t do it! Or better yet, do it, but do it in another city,” said a laughing Henchel. Beyond the humor, he offered more practical advice for new operators in the interview as well.  Today’s episode is Part II of the David Henchel interview. According to the host of Automatic Merchandiser’s Vending & OCS Nation podcast, Bob Tullio, “There was just too much quality content in the interview to get it done in one episode. I feel a little selfish here, but I always enjoy doing feature stories and discussing the journey of an industry legend like Henchel, the President and CEO of Corporate Coffee Systems, and I hope you feel the same. There is plenty to learn from his experience, perspective and insights.” For Tullio, one of the most interesting and honest moments in this interview is when Henchel talks about his two early challenges. Number one of course, is a lack of working capital. “I hear that from everyone and believe me, my partners and I can relate, and I know that all of those new operators out there understand the challenge right now as they try to find their way,” he said. Challenge number two, and not too many people admit this – is the challenge of learning how to structure a business. As Henchel pointed out – he did not go to college, did not work for a major coffee service company where he could emulate some systems that were already in place – he had to learn by trial and error.  Of course, that leads to mistakes, which he calls – a great learning opportunity.

Some interviews come with a price. Bob Tullio had to round out a foursome - golfing in Mesquite, Nevada, to get an interview with David Henchel. In the process, Tullio lost golf balls, some cash and some confidence in his golf game - but he did score a great interview.  In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B, industry legend David Henchel talks about his 40 years as an operator in the challenging New York City market area.  Henchel started the company after a short stint at Hofstra. When he realized that college wasn’t for him, he started Corporate Coffee Systems along with his brother, Greg, and childhood friend, Don Luti. Henchel says it could not have happened without those guys. One definite highlight of this interview is Henchel's description of the many events that forced him to pivot in his business - most notably, what he had to deal with during the pandemic and how he managed to endure and navigate his way through it.  Tullio brings out the storyteller in Henchel and for Vending & OCS Nation podcast fans, it is an entertaining and informative episode.

The ongoing opportunity that exists from point-of-use water system and ice machine rentals is no secret to experienced operators. Equipment innovation is further enhancing the revenue potential. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B – host Bob Tullio talked to several industry experts about a wonderful aspect of the OCS business: water, ice and filtration.  This podcast takes a deeper dive into the topic, which Tullio also covered in a recent article for Automatic Merchandiser. Tullio shares with listeners about how he discovered the water and ice business. “As an operator, I kind of stumbled into the point of use water, ice and filtration business — once considered to be a very ancillary part of the OCS industry. It reminded me of the days when I rented pool tables and juke boxes — the kind with 45s and CDs, not the internet versions we see today. As an operator, you would pick up $35 every week from the bar owner, change a few records to the delight of the daytime bar patrons, and be on your way. A slow drip of revenue — $1800 or so, for a juke box that cost about $1000 to begin with. Year after year, a steady return on investment,” he explained. “Much like the point-of-use water business. Steady revenue, it’s like an annuity. It may be the best thing going in the OCS business. But early on in my OCS sales career, I saw the power of filtered water when I convinced E! Entertainment Television to switch from $6,000 a month in bottled water to $600 a month in point-of-use water. They rewarded my brilliant idea by giving us the OCS business — quite an account for our growing company." This podcast features eight industry experts: Orrin Huebner, consultant David Henchel, Corporate Coffee Systems Joanna Choi, Bevi Davin Wickstrom, Vivreau Matt Dudley, Marco Beverage Systems Steve Silha, F&B Innovation Group Brian Zakeski, Follett Products Gary Arwin, Gator Refresh

The numbers are impressive. Naturals2Go has helped 2500 new operators get started since 2009, placing 40,000 machines and according to the company, they have a 14% market share. Vending is a hot business and from all indications, it is now a meaningful part of the gig economy. In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B, host Bob Tullio talked to Natali Pupovac-Peters, senior VP of fulfillment at Naturals2Go – a company that appears to be taking an extremely responsible approach to introducing the convenience services business to people who are attracted to the business opportunity. She takes us behind the scenes and pulls back the curtain on their fast growing operation - talking about their role as an operator, a seller of business opportunity, an equipment manufacturer and a company that is doing all they can to support new operators while keeping their expectations in check - making sure they understand that convenience services is not some magical "passive income" business. As Tullio notes on the podcast intro, "As a long-time operator myself, I had plenty of experience meeting people who had entered the vending business – ushered in by entities that did not have good intentions and were certainly not concerned about whether or not the operator was successful. No reflection on Naurals2Go by any means, but I started the interview – pulling no punches – it was not a surprise to Pupovac-Peters."    

Industry observers, including Automatic Merchandiser’s Vending & OCS Nation Podcast host Bob Tullio, are wondering aloud what next year’s State of the Industry Report will reveal. Sales jumped 30% in the vending and micro market segment and smart markets were not even part of the equation. Next year’s numbers could be off the charts! In Part II of Automatic Merchandiser's Vending & OCS Nation Podcast, on the State of the Vending & Micro Market Industry - the conversation turns to what seems to be an inevitable subject these days - smart markets and their impact on the industry.It was a lively conversation full of outstanding insights taken from two webinars in July. Both webinars are available on demand. Some notable quotes from our guests:"There is a new wave of operators who are no longer looking at vending and micro markets – they are going straight to smart stores."Ben Thomas - Nayax"We need to change our mindset on pricing. We need to step out of that boomer bucket." Josh Rosenberg - Forward Thinkers"We’ve been installing smart stores like crazy in Fed Ex locations and to say they are doing well in sales is probably the biggest understatement I can make." Tony Danna - Cantaloupe Inc"If we have an empty cooler, that is basically a coffin with our logo on it. That user experience comes with committed service." Jon Holden – All Star Services, Inc."Anyone who is willing to put in the work, the time the energy and the money can compete if they have the right tools in place." Natali Pupovac-Peters – Naturals2Go."Looking ahead - I think smart markets will increase in a big way, there will be plenty more industry consolidation, vending will decline and new operators will continue to appear." Orrin Huebner - Consultant.

After listening to this podcast, you may reach the same conclusion that podcast host Bob Tullio did. We all seem to be trying to answer one big question. What is driving the explosive growth in our industry? In July, Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, produced and moderated two live webinars, both of which offered plenty of material that is certainly worth sharing on our Vending & OCS Nation podcast.  While both one hour live webinars are available on demand, the next two episodes of the podcast will look at some of the fantastic content and insights that were shared. Tullio and his panelists talk about the state of the vending and micro market industry – beyond the numbers. For operators and suppliers – what could be more important than that? Our July 8th Webinar - Autonomous Food Service and Retail Solutions – a new level of opportunity, was sponsored by Nayax and featured: Benjamin Thomas vice president, retail product strategy (North America) for Nayax. Operator Jon Holden of All Star Services Josh Rosenberg of Forward Thinkers The July 15th Webinar - Vending and Micro Market State of the Industry Report, was sponsored by Cantaloupe and Naturals2Go, and featured Orrin Huebner, a respected industry consultant Tony Danna of Cantaloupe - vice president of small business and GM of Cantaloupe Go Markets Matthew Rainey, owner of Surpass Refreshments in North Ft. Myers Florida, Natali Pupovac-Peters, head of global operations for Naturals2Go Jeff Criswell - business growth consultant and vending/micro market operator for Naturals2Go Data in Automatic Merchandiser’s State of the Industry report is compiled from a survey sent to operators in the spring of 2025, covering a 12-month period ending March 31, 2025. Over the next two episodes of Vending & OCS Nation, you will hear from everyone on those panels, discussing industry trends – largely about autonomous retail solutions and what the future will bring. This episode combines the survey data with useful insights, to provide a nice wide-angle view of the state of vending, micro markets and of course, that new technology that is coming at us like a freight train – smart markets.  

Without question, the Atlantic Coast Exposition – The Ace Show, sets the bar about as high as it can go for a regional convenience services gathering. The level of planning, attention to detail and creativity required for the 2025 ACE Show is impressive. In this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, host Bob Tullio noted that “The more I learn about the event, which is sponsored by three state associations - the North Carolina Vending Association, South Carolina Vending Association and the Virginia Automatic Merchandising Association, the goal seems to be, ‘Let’s make this year’s show even better than last year’s show.’  Not an easy task – but the organizers seem to find a way. They also have some fun with the themes of the ACE Show – last year, it was ACE in Space. In 2025, it’s Viva Las Aces. This episode, presented in cooperation with the Atlantic Coast Exposition – ACE – looks at their 2025 trade show, October 9-11, 2025, Embassy Suites/Kingston Plantation in Myrtle Beach, South Carolina. Tullio sat down with the ACE 2025 Show Chair, Chet Cromer, of Cromer Food Services, located in South Carolina, to discuss the exciting program that Cromer and his team have put together for the October show. To learn more about the Atlantic Coast Exposition, visit www.atlanticcoastexpo.com          

Everyone in the OCS business has heard about the popular Technician Training and Equipment Sales Trade Show from Holiday House Distributing. This year's event is more attractive than ever, offering training at a whole new level – for OCS technicians and now – operators and salespeople. From humble beginnings in 2019, the 2025 spring session attracted 140 technicians from 73 companies. The fall session of the show, slated for September 29th to October 2nd in Frisco, Texas, is shaping up to be a blockbuster event - as the show has added a sales training component, led by Automatic Merchandiser's Vending & OCS Nation podcast host, Bob Tullio. In this episode, Tullio talks with the brainchild of the show, Barbara Russell, vice president of sales and marketing at Holiday House Distributing, about why the show offers OCS operators and OCS technicians an opportunity to learn directly from the industry’s leading equipment manufacturers in a series of small group training sessions. The addition of an OCS sales track takes the show to a new level. "I am excited to be leading the new sales training component of the program – delivering a presentation on the afternoon of September 29th.  In that presentation, I will be offering proven business development techniques, consultive selling, storytelling, overcoming objections, successful follow up, plus proven closing strategies – all OCS oriented," said Tullio. "Much of the content will come from the online course I developed for NAMA – "Selling Convenience Services," which has been utilized by some of the industry’s top operators. There will be significant takeaways for operators and their sales reps who attend, both collateral materials and actionable concepts. Tullio also talks about the benefits of the show with David Henchel, president/CEO of Corporate Coffee Systems, Joanna Kim Choi, national account manager at Bevi, Brian Zakeski, national sales manager at Follett and Brian Cook, corporate technical manager at Associated Services.  The show will also feature sales oriented presentations from every supplier attending, plus a presentation on coffee from industry veteran Tom Bauer and a water presentation from Anastasia Covan from Vivreau.     

While everyone in the beverage business has heard of Gatorade and Powerade, there always seems to be room for a new contender in the isotonic beverage category. With a new distribution deal - Launch Hydrate has arrived. You may remember tasting Launch Hydrate as you walked into the 2025 NAMA Show. Josh Rosenberg of Forward Thinkers was side by side with the company’s COO, Dillon Houstoun, serving up Launch Hydrate to grateful convention goers.  In this episode of Automatic Merchandiser’s Vending & OCS Nation Podcast, Bob Tullio talks to Houstoun and Rosenberg about the company’s unique formula for success: the beverage, the strategy, why it’s working, where it’s going, and how operators can capitalize by selling the product in workplaces and distributing Launch Hydrate to concessions -- that critical last mile. One other note of interest: while convenience stores are the typical route to consumers for a beverage, Launch Hydrate is finding momentum in youth sports, winning loyalty with parents (today’s workplace customers) and young athletes (tomorrow’s customers), who are all attracted to a better hydration solution. 

It started as a side gig to make some extra money, but after a while, Ryan Harrington realized that he loved the vending business. As it turns out, his investment connected him to love on many levels, including a life partner and co-CEO – his wife Michelle. In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio brings you a conversation with Ryan Harrington, Founder and CEO of Royal ReFresh in Portland. You’ll hear about his home-grown approach, utilizing strong community roots to help build his business. He’s expansion-minded – not only in the Northwest, but also in Las Vegas, where his company has now opened a branch. Harrington enjoys mentoring new operators and is very active in NAMA. He was part of the team that brought you the 2025 NAMA Show. He’s a very levelheaded guy, but you may have seen his recent LinkedIn post where he got a little fired up about all the bogus online claims about the vending business being the ticket to passive income – an easy route to riches. He knows it’s work. In fact, he got started in vending by investing in one of those business opportunity programs himself, involving Red Bull-branded vending machines. He tells us how he managed to make it work. A side note: The business opportunity with Red Bull machines had quite an impact on his life. It led him into the convenience services business, which he loves, and it facilitated the connection to his co-CEO and life partner, his wife, Michelle, whom he met at a Red Bull-sponsored event. The Royal ReFresh story is a good one and especially valuable for the many industry newcomers, who can only hope that their story will be laden with similar success. Harrington offers some suggestions on what it takes to scale a business and keep moving to the next level.