Tapped In Sales and Strategy for Beer Distributors

Summary In this episode of the Tapped In Podcast, Bud and Mikey discuss the concept of entitlements versus incentives and how to get discretionary effort out of your team. Entitlements are the required payment or compensation for team members, such as healthcare, 401k, and base pay. Incentives, on the other hand, are used to encourage discretionary effort and can be variable or unpredictable. The...

Summary In this episode of the Tapped In Podcast, Bud and Mikey discuss the concept of incremental profitability and how it can help beverage distributors grow their gross profit. They share examples of focusing on higher-profit items and shifting consumer attention to those products through signage and merchandising. They also emphasize the importance of thinking outside the beer aisle and explor...

Summary In this episode of the Tapped In Podcast, Bud and Mike discuss the different types of displays in the beverage industry and how to maximize their effectiveness. They cover backstock, creative, incremental, and out-of-isle displays. They emphasize the importance of driving shopper behavior and choosing the right products to put on display. They also discuss the impact of display size on the...

Summary In this episode of the Tapped In Podcast, Bud and Mike interview Hunter Jerome from Jerome Distributing. They discuss topics such as driving business results, the challenges of the beer industry, and implementing the VXP compensation model. Hunter shares his experience of working in the family business and the importance of providing data and clarity to motivate the sales team. They also t...

Summary In this conversation, Bud and Mike discuss the importance of data cleanliness in managing products and customers. They cover topics such as package configurations, product styles, brand families, and account classifications. They emphasize the need for consistency and simplicity in organizing data to ensure accurate reporting and decision-making. They also touch on the importance of mainta...

Summary In this episode of the Tapped In Podcast, Bud and Mikey discuss the concept of owning your route in the beverage distribution industry. They share stories of reps taking ownership of their accounts and making strategic decisions to drive sales and profitability. They also discuss the growth and decline of craft breweries and the rise of non-alcoholic beverages in the market. Takeaways Taki...

Episode 9 of the Tapped In Podcast features a conversation with Zach and Logan from Grellner Sales & Service, discussing their business and experiences in the beer industry. The conversation covers topics such as the history of Grellner Sales & Service, market challenges, and the unique experiences of working in the beer industry. The conversation covers topics related to the beer industry...

In this week's episode on Tapped In Sales, Bud and Mike discuss the emerging market of Delta 9 THC-infused beverages and its potential impact on the beer industry. They explore the regulatory landscape, consumer preferences, and the potential for major brands to enter the market. They emphasize the importance of being early adopters and staying ahead of the curve in this evolving industry. Tak...

Summary In this episode, Bud and Mike discuss the challenges of implementing a sales culture change in beer distribution. They share their experiences and insights on how to get experienced reps to adapt to new strategies and ways of thinking. They emphasize the importance of autonomy, strategic thinking, and ownership in sales reps. They also discuss the need for repetition and reinforcement of n...

In this episode of the Tapped In podcast, Bud and Mike discuss the recent news that the DEA is planning to reschedule cannabis into a schedule three narcotic. They explore the implications of this change, including the potential for increased research and development opportunities, the impact on different states' regulations, and the potential involvement of beverage companies like Coke and Pe...

In this episode, Bud and Mikey discuss the concept of breaking down $100 in gross profit and how to maximize return on effort. They share a case study of a convenience store in Michigan where they implemented a strategy to increase profitability by adding high GP packages. They emphasize the importance of finding incremental opportunities and focusing on both profitability and velocity. They also...

On this episode of the Tapped In podcast, where your hosts, Bud and Mike, dive deep into optimizing sales meetings for distributors. Our discussion centers around enhancing engagement, fostering new thinking habits, and the ideal timing and structure for impactful sales meetings. Crafting Engaging Sales Meetings Sales meetings should be dynamic and drive engagement rather than one-sided informatio...

In this episode, hosts Bud and Mike delve into the complexities of managing costs associated with beer distribution. They explore effective strategies for handling product returns, managing inventory levels, and maximizing shelf space resets. Insights from the field on reset season and can distributors push back on picking up products that are being removed due to store resets? Key Topics Discusse...

Dive into the world of beverage distribution with your hosts, uncovering strategic sales insights and the latest industry news. In this episode, we unpack the complexities of Gross Profit per Case Equivalency (GP/CE) metrics, alongside a fascinating discussion on a recent beer theft operation. Sales team and GP/CE Sales Focus Importance of GP/CE Data: Why sharing targeted financial metrics with yo...

In this episode, we delve into the essential strategies for beer distributors to optimize shelf placement and maximize sales. We explore how strategic product visibility and availability can significantly enhance customer satisfaction and sales figures. Key Strategies Discussed : Smart Shelf Optimization : Keeping high-demand products like White Claw Black Cherry in prime spots to avoid stock shor...