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Time periods cited by supervisors ranged from two weeks to three months.

“Just because somebody asks for something doesn’t mean they’re going to get it,” noted Todd Hedrich, president of Hedrich Vending & Amusements in Presque Isle, Maine. The company allows drivers to make some decisions. The supervisor then checks the machines to make sure there is nothing out of date in them. No product should be sitting six or seven weeks in a machine.

Hedrich was among those who believes that it is important for drivers to make some selections since they are the ones in direct contact with customers. He said drivers should be aware of the fact that customer tastes are changing, and they should not be afraid to try items that aren’t traditionally found in machines.

For instance, Hedrich said, many drivers were reluctant to place energy drinks in the cold beverage machines. These are a fairly new item and they carry higher price points than most beverages. Nevertheless, energy drinks proved to be a strong seller in many accounts. “Don’t be afraid to try new things,” Hedrich said.

The financial impact of successful selections can be significant over the course of a year, Hedrich said. A machine stocked with strong moving “wild cards” can yield an extra $30 a week in sales, translating into an extra $1,560 in a year.

Many supervisors interviewed agreed that it is important for companies to provide drivers with sales data to allow drivers to make good selections. Many agreed that their companies don’t do a good enough job in this area.

Much of the advice that operators and supervisors offer is nothing but common sense.

Tom Houseknecht, president of Loose Ends Vending Inc. in Batavia, N.Y., said drivers should familiarize themselves with the company’s product inventory, then make it a point to ask people at the locations for suggestions. Houseknecht said paying attention to the demographics at the location is also helpful; what sells well in one white collar location with a lot of female workers is likely to sell well in a similar location.

Coastal Canteen in Charleston, S.C. posts lists in its warehouse to let drivers know the best selling items in all of the different categories, noted Bob Bryan, general manager and vice president. The list is in the form of a big planogram. These lists are updated quarterly.

Compare notes with others

Drivers should also welcome input from supervisors on this issue, noted Carl Moser, general manager at Hampton Roads Vending & Food Service Inc. in Hampton, Va. Supervisors have the benefit of noticing trends in more locations than drivers.

Getting input from as many people as possible is helpful, agreed Hale Adler, a route supervisor at HGA Vending Corp. in Highland Mills, N.Y. This is why his company holds regular meetings with drivers and managers. The drivers and managers compare notes on what is and isn’t selling. Adler said a driver should give a new product two weeks before replacing it; three weeks if it’s a new account.