UNMASKINGTHE CONSUMERShifting the focus of your vending business from machines to consumers to gain competitive advantage and boost revenue.

Presented by:

Paresh Patel, PhD, MBA

PayRange Inc., Founder and CEOMarch 21, 2018

NAMA OneShow

© 2018 Paresh Patel@DrPareshPatel

Fill

WHO IS THE CUSTOMER?

Route schedules

Service calls

Sales per machine

• CLEAN

• FILLED

• WORKING

Consumer

expectations

continue to

increase

FastConvenience Friction-freeSatisfaction

EXPECTATIONS

Experience

HOW THEIR EXPECTATIONS CHANGED

RELEVANCE

BENEFIT

PERSONAL

BROKEN VENDING EXPERIENCE

Not stocked right

Not able to make payment

Poor product / service quality

Out of order

WHY DO PEOPLE KEEP BUYING?

ACCEPT RISK

NEED / DEMAND

BETTER THAN THE

ALTERNATIVE

OPPORTUNITY

COMPETITION

GROWTH

LOYALTY

LEVERS

SATISFACTION RETURN AGAIN

VALUE BUY MORE

RIGHT PRODUCT FREQUENCY

ENJOY EXPERIENCE SHARE

CONSUMER MARKETING

DATA COLLECTION SEGMENTATION TARGETINGCOMMUNICATION

CHANNEL

TOOL TO UNMASK CONSUMER

Offers

Data Collection

Patterns

Messaging

1:1 Relationship

Mobile = Consumer

Mobile Marketing

Acquire Users

Build Loyalty

Grow Usage

TOOL TO REACH CONSUMER

GROUP 1Buys once a week

Offer “buy one get 25 cents

off second item” promotion.

Send a special “thank you”

note with a 50 cent

discount for their loyalty.

Offer a discount for a pastry.

Campaigns

MARKETING TO LIFT SALES

GROUP 2Top 10% user at

location

GROUP 3Purchases during

lunch only

Campaigns

FIVE STEPS TO BOOST REVENUE

SHIFTorganizational

mindset

IMPLEMENTscalable method

to collect

insights on

consumer

purchases

ANALYZEthe data and

segment

consumers

RUNmarketing

programs

MONITOR,tweak, and

repeat

@DrPareshPatelfounder@payrange.com© 2018 Paresh Patel