|
A major issue facing vend operators is whether to configure their
snack machines with one or two shelves of small spiral products.
| Perception
#1 |
| "Larger spiral products sell faster
and have a higher gross margin than small spiral products."
|
THUS: Snack machines should
be configured with more large spirals.
|
| Perception
#2 |
"Small spiral products are more
profitable and sell better based on machine space due to the
2-for-1 product footprint."
|
THUS: Snack machines should
be configured with more small spirals. |
| Reality:
2 is better than 1 |
|
Research analysis from a variety of approaches supports the
superior performance of snack machines with two small spiral
shelves:
- Two small spiral products consistently outperform single
large spiral products considering they utilize the same
amount of space.
- Machines configured with two small spiral shelves sell
more at the same locations than machines with one small
spiral shelf.
|
 Why?
It comes down to machine space used and additional sales
generated from product variety.
- Two small spiral products fit in the same machine space as one
larger spiral product.
- Increased product variety creates more snack sales from the
2-for-1 small spiral footprint.
* Source: InfoVend 12 Months 12/98
** Source: InfoVend 12-98 Based on Dollar Share
Sources: Vend operator candy/snack Category Profit Analysis bachtelle
and Associates, Spring, 1998 And Alternate Snack Machine Configuration
Test, Bachtelle and Associates, Fall, 1998.
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