According to [Don Collins], the Mars philosophy from the founder is that the customer is the boss. In Collins' eyes, Mars' goal is to give consumers what they want, when they want it at a price they want. "I love bringing the two together (product suppliers and consumers)," said Collins, "and vending is the tool we're doing that with." Because the vending operator is also looking to satisfy consumers, Collins understands everyone has the same goal.
READERS’ CHOICE AWARDS Manufacturer Rep of the Year Don Collins By Emily Refermat, Mars Chocolate North America Managing Editor D on Collins recognizes this is a difﬁcult time for ven- dors. They are searching for ways to increase turns and margins. More healthy requests and nutrition regulations are top of mind when operators call him to ask if Mars has alternatives to candy. Collins works to bring the Don Collins recognizes requests for ‘healthy’ products are business back into focus. “Candy is a necessary part of a prof- growing, but this itable mix,” argues Collins. Operators just have to be selective long-time candy and aware of what the customer wants, and actually buys. rep reminds them a balanced plan- VENDING CUSTOMERS ARE ‘SALT OF THE EARTH’ o-gram includes After 27 years working in the grocery division of Mars, a popular candy. shifting of corporate positions put Collins in a new arena — vending. While it’s only been three years, the operators and brokers he works with have taken notice of the modest, good natured sales representative — nominating him for the Reader’s asking if Mars has healthy items, he says they do, but they Choice award. And Collins is glad to be among them. “People in also sell candy. He argues candy can be part of a balance
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