AmOnline.com |

“I want everything out there.” Those were the words of Dan Friske in 2006, a Wright Vending route driver, Madison, Wis., and last year’s Route Driver of the Year winner.
To be a winner, Friske had to meet or exceed the duties of his job. One way he did this was his quest for new business.

On his route, Friske looks at more than planograms and turn rates. He’s watching for new development. Is that a new company moving into the previously-empty office building? Are they breaking ground on a new factory just beyond his current location?

Since these places are already on the path of his route, Friske knows they are prime locations for him to service. He shared last year that he brings the information back to the Wright Vending office and leaves a “new business” tip for the department in charge of location sales. “The salesperson takes it from there,” he said.

Offering other services
Taking the idea one step further is when a route driver can offer other services to the location. One service Friske talked about in 2006 was third shift filling. He won an account simply because he was willing to fill the machines before the previous driver was doing it (mid-morning).

This extends his reach to other facilities as well with third shift staffs. The early morning hours mean most restaurants are closed or too far away during that shift’s “dinner,” so they depend on the vending bank for food. “People don’t realize how much third shift buys,” added Friske.

Also, the addition of OCS or water services are possible when the route driver is a friend of the location, listening to customers’ wants.