Manufacturer Rep of the Year: Don Collins by ProQuest

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									     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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