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Bottorff had managed broker teams at Ragold Confections, and he was anxious to move into that side of the business. He and a partner, Dave Lerner, bought Suchart’s candy and tobacco wholesale brokerage business while Suchart became Kansas City’s first dedicated vend product broker.
During the 1980s, many candy and tobacco wholesalers consolidated, diminishing Bottorrff’s and Lerner’s brokerage business. Fortunately, Suchart was looking to retire, so Bottorff and another partner, the late Judy Tramill, bought Suchart’s vend brokerage in 1991.
This was fortuitous timing, since dedicated vend product distributors were just getting established in Kansas City. In addition, the big product manufacturers were discovering the vending channel. “The timing was really good,” Bottorff said. “It was a nice time to be in the vending brokerage business. Prior to that, a lot of it (vend product) was secondary brands.” He remembers introducing Oscar Mayer Lunchables and Kellogg Nutrigrain to vending.
After one year owning the vend brokerage, Bottorff and Tramill hired their first full-time employee.
Bottorff immediately preferred vending to candy and tobacco wholesalers. In selling to vending operators, he more often dealt directly with company owners. Hence, it was and is a more personal relationship than some venues.
KEY RESOURCE: NATIONAL VEND BROKERS ASSOCIATION
The National Vend Brokers Association (NVBA) was an important group for dedicated vend brokers such as Bottorff. It gave them a forum for sharing contacts and ideas. “I got to learn from people all over the country,” Bottorff said. For product manufacturers, NVBA provided ready access to the vending channel.
Sales doubled every year for the company for several years.
This past year has been the first year the company’s sales have not increased, but Bottorff isn’t discouraged. He recognizes that the recession has slowed business.
Another challenge has been the requirement to provide “better for you” products. While the demand for these items began in the schools, it has carried into business and industrial accounts, and it has impacted sales.
In time, Bottorff thinks consumers will begin to buy more of the “better for you” products that vending operators sell, which will lift sales.
