Featuring Orrin Huebner, Mergers & Acquisitions Expert and Refreshment Services Consultant In a recent sit-down with Vending Connection, industry veteran Orrin Huebner shared his story, his insight, and his mission: to help convenience service operators navigate one of the most important transitions in business ownership — selling their company. Hosted by Neil Swindale, the conversation marked the launch of Orrin as Vending Connection’s first specialist content contributor, with a dedicated focus on Mergers and Acquisitions (M&A).
A 50-Year Journey in Convenience Services
Orrin’s journey in the vending, micro market, pantry, and OCS space began in 1973. From working under a seasoned mentor to launching and selling multiple companies — including a successful exit to industry giant Canteen — Orrin has done it all. After managing up to $45 million in revenue for Canteen’s Chicago OCS, water, and pantry divisions and consulting nationally, he eventually shifted his focus toward helping other operators, first through consulting, then through M&A advisory.
Today, Orrin’s firm, Orrin Huebner LLC, helps owners prepare their businesses for sale, maximize value, and connect with the right buyers. And for those not quite ready to exit, he provides real-world coaching to get their operations in shape.
Why Operators Are Selling
Neil and Orrin reflected on a major industry trend: the shrinking number of independent operators. From 50 independents in the Bay Area down to just 5 today, the consolidation wave is sweeping across the U.S.
Why are so many longtime owners selling?
- Generational changes: Many founders or second-generation owners don’t have interested successors.
- Burnout and fatigue: Decades of day-to-day hustle wear down even the best.
- Unwillingness to evolve: The leap from vending to micro markets and smart stores is intimidating.
- Attractive offers: Buyers are still paying well for healthy, scalable operations.
But Orrin offers a strong caution: “Don’t hold on too long.” Treat your business like an asset, not a family heirloom. Waiting too long could mean watching your business value drop post-pandemic — or worse, missing your exit window entirely.
Like what you’re reading? Watch the full interview.
“Run It Like You’re Selling Tomorrow”
One of Orrin’s core philosophies is simple:
“Run your business every day like it’s for sale.”
Using a powerful analogy, he compares selling a business to selling a house. Too many owners scramble to fix things once they decide to sell — new paint, updated appliances, patching up cracks — only to realize they should’ve been doing that all along.
The smart move? Fix as you go. Enjoy the business now and be ready to sell at any time. We have so many new operators joining our industry. It is so important to think this way from day one. Plan your exit strategy, run your business accordingly, and adjust as you grow keeping this simple strategy along the way.
In his upcoming content series with Vending Connection, Orrin will cover:
- What makes a business valuable to buyers
- How to prepare financially and operationally
- How to position your company for top dollar
- The emotional and practical side of post-sale life
- Why working with an intermediary can dramatically impact your outcome
Lessons from Experience
Neil also shared his personal business sale stories — from a $20,000 fire sale in New Zealand, to selling a vending company piece by piece, to a much smoother and profitable third sale to Cantaloupe. His takeaway? Set it up right from the beginning. Have managers. Build systems. Don’t let everything run through your cell phone.
Orrin echoed that point, highlighting how businesses with strong teams, solid processes, and good financials are more desirable, more scalable, and more profitable in a sale.
What’s Next?
As the featured M&A expert on GoGo Refresh, Orrin will host a monthly series offering articles, videos, and practical tips to help operators across the country think bigger, plan smarter, and eventually exit stronger.
Whether you’re thinking of selling now or five years from now, Orrin’s message is clear:
“Start preparing today. The sooner you build for value, the better your outcome — whenever that day comes.”
For operators ready to start the conversation, simply fill out the form below, and Orrin will personally follow up.
Stay tuned — because the exit you want tomorrow depends on how you lead today.
🟢 Want to be ready to sell when the time is right? Subscribe to Vending Connection so you never miss one of Orrin’s M&A articles.
Orrin Huebner is the CEO of Orrin Huebner LLC. After many years of being an owner/operator, he now consults and is an intermediary to the industry. His experience as a very successful operator and then leading OCS for a Canteen provides great value.
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