Automatic Merchandiser

became popular in most parts of the country: Corporate Coffee Systems was in the pantry service business before it was even known as pan try service. “The New York OCS business was pretty developed even back in the mid-80s,” said Henchel. “While operators in other parts of the country were probably more one-dimensional on coffee and a few allied products, our SKU list was probably around 500 products. It was an early version of pantry service as we were delivering cups, paper plates, utensils, napkins — even soda and snacks.” Henchel added that the service was needed by many of the garment industry showrooms that his company was serving at the time.

While Henchel and his team have been pantry service experts for a long time, that aspect of the business has evolved, and so has Henchel’s approach to it. “In the pantry service business today, it is very important to understand your costs,” he said. “A successful pantry service relationship requires a rea sonable budget on the customer’s side. The customer needs to under stand that they are going to spend a certain amount,so it makes sense for us to stock and deliver products in their facility. The operator needs to be clear on how many SKUs will be required. Having the software and technology to help us manage the program is critical.”

Henchel pointed out that there are many operators offering pantry ser vice in the New York market, but two things set his company apart, and they go beyond the product selec tion. “It is important to execute — to provide a higher level of care and to be communicating with decision makers on an ongoing basis,” he said. “Also important, establishing a rela tionship with the client early on and maintaining that relationship. That’s what sets us apart.” On the water side of the business, Henchel has doubled down on estab lishing the company as a recognized expert in supplying quality drinking water. “If you look at it from the per spective of a potential customer, I’m

Creative marketing manager Edward Luti (left) turns ideas into reality at Corporate Coffee Systems while Elizabeth Stone (right) handles the people side of the business as director of human resources.

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