The numbers are impressive. Naturals2Go has helped 2500 new operators get started since 2009, placing 40,000 machines and according to the company, they have a 14% market share. Vending is a hot business and from all indications, it is now a meaningful part of the gig economy.

In this episode of Automatic Merchandiser’s Vending & OCS Nation, the podcast for the convenience services industry – produced by Endeavor Business Media, a Division of EndeavorB2B, host Bob Tullio talked to Natali Pupovac-Peters, senior VP of fulfillment at Naturals2Go – a company that appears to be taking an extremely responsible approach to introducing the convenience services business to people who are attracted to the business opportunity.

She takes us behind the scenes and pulls back the curtain on their fast growing operation - talking about their role as an operator, a seller of business opportunity, an equipment manufacturer and a company that is doing all they can to support new operators while keeping their expectations in check - making sure they understand that convenience services is not some magical "passive income" business.

As Tullio notes on the podcast intro,

"As a long-time operator myself, I had plenty of experience meeting people who had entered the vending business – ushered in by entities that did not have good intentions and were certainly not concerned about whether or not the operator was successful. No reflection on Naurals2Go by any means, but I started the interview – pulling no punches – it was not a surprise to Pupovac-Peters."

Industry observers, including Automatic Merchandiser’s Vending & OCS Nation Podcast host Bob Tullio, are wondering aloud what next year’s State of the Industry Report will reveal. Sales jumped 30% in the vending and micro market segment and smart markets were not even part of the equation. Next year’s numbers could be off the charts!

In Part II of Automatic Merchandiser's Vending & OCS Nation Podcast, on the State of the Vending & Micro Market Industry - the conversation turns to what seems to be an inevitable subject these days - smart markets and their impact on the industry. It was a lively conversation full of outstanding insights taken from two webinars in July. Both webinars are available on demand. Some notable quotes from our guests: "There is a new wave of operators who are no longer looking at vending and micro markets – they are going straight to smart stores." Ben Thomas - Nayax "We need to change our mindset on pricing. We need to step out of that boomer bucket." Josh Rosenberg - Forward Thinkers "We’ve been installing smart stores like crazy in Fed Ex locations and to say they are doing well in sales is probably the biggest understatement I can make." Tony Danna - Cantaloupe Inc "If we have an empty cooler, that is basically a coffin with our logo on it. That user experience comes with committed service." Jon Holden – All Star Services, Inc. "Anyone who is willing to put in the work, the time the energy and the money can compete if they have the right tools in place." Natali Pupovac-Peters – Naturals2Go. "Looking ahead - I think smart markets will increase in a big way, there will be plenty more industry consolidation, vending will decline and new operators will continue to appear." Orrin Huebner - Consultant.

After listening to this podcast, you may reach the same conclusion that podcast host Bob Tullio did. We all seem to be trying to answer one big question. What is driving the explosive growth in our industry?

In July, Bob Tullio, the host of Automatic Merchandiser’s Vending & OCS Nation podcast, produced and moderated two live webinars, both of which offered plenty of material that is certainly worth sharing on our Vending & OCS Nation podcast.

While both one hour live webinars are available on demand, the next two episodes of the podcast will look at some of the fantastic content and insights that were shared. Tullio and his panelists talk about the state of the vending and micro market industry – beyond the numbers. For operators and suppliers – what could be more important than that?

Our July 8th Webinar - Autonomous Food Service and Retail Solutions – a new level of opportunity, was sponsored by Nayax and featured:

• Benjamin Thomas vice president, retail product strategy (North America) for Nayax.
• Operator Jon Holden of All Star Services
• Josh Rosenberg of Forward Thinkers

The July 15th Webinar - Vending and Micro Market State of the Industry Report, was sponsored by Cantaloupe and Naturals2Go, and featured

• Orrin Huebner, a respected industry consultant
• Tony Danna of Cantaloupe - vice president of small business and GM of Cantaloupe Go Markets
• Matthew Rainey, owner of Surpass Refreshments in North Ft. Myers Florida,
• Natali Pupovac-Peters, head of global operations for Naturals2Go
• Jeff Criswell - business growth consultant and vending/micro market operator for Naturals2Go

Data in Automatic Merchandiser’s State of the Industry report is compiled from a survey sent to operators in the spring of 2025, covering a 12-month period ending March 31, 2025.

Over the next two episodes of Vending & OCS Nation, you will hear from everyone on those panels, discussing industry trends – largely about autonomous retail solutions and what the future will bring. This episode combines the survey data with useful insights, to provide a nice wide-angle view of the state of vending, micro markets and of course, that new technology that is coming at us like a freight train – smart markets.