Shows
Tapped In Sales and Strategy for Beer Distributors83: People, Process, Technology: Are You Solving the Real Problem?Most distributors think they have a technology problem. Nine times out of ten? They actually have a people or process problem in disguise.In this episode, Bud, Data Mike, and the Silver Fox himself, George, break down one of the most common operational traps in beverage distribution: assuming software is the solution… when the real fix is upstream.We cover:👉 The Three-Legged Stool: People, Process, TechnologyWhy all three must be aligned — and what happens when even one is off balance.
2025-11-1846 minTapped In Sales and Strategy for Beer Distributors82: Stop Spinning Your Wheels — Diagnosing Decline Before It’s Too LateWhen businesses stall, it’s rarely because the market moved too fast — it’s because leadership didn’t. In this episode, Bud, Moneyball Ross, and Data Mike sit down with Dr. Diane Keil-Hipp, COO of Knight Insurance and creator of the Spinning Wheels Model, to unpack how resistance to change, dysfunctional culture, and assumed continuity quietly drive once-great organizations into decline.Together, they explore:🧠 The psychology behind why teams resist change — and how to move them forward.🏌️♂️ “Country-club leadership” in beer distribution — and what it really costs.📸 What Kodak and Sears can teach every f...
2025-11-1154 minTapped In Sales and Strategy for Beer Distributors81: Beer Isn’t Getting Dumber — It’s Getting SimplerThe headlines say, “Make Beer Dumb Again.”But the truth? Beer isn’t getting dumber — it’s getting simpler.In this episode, Bud, Moneyball Ross, and Data Mike dig into a viral Business Insider article that claims craft’s complexity is dying and “cheap, chuggable beer” is back. The crew breaks it down through the lens of distributor reality — from the economics of a K-shaped economy to what’s actually happening in coolers across America.🎯 The Real Story Behind “Make Beer Dumb Again” — Why simplicity and approachability are driving the next wave of growth, not...
2025-11-0442 minTapped In Sales and Strategy for Beer Distributors80: Trick or Treat 🎃👻 The Scary Truth About BudgetsBudget season is here… and so are the tricks. This week, Bud, Ross, and Mike pull the mask off one of the biggest haunted houses in beer distribution: supplier ABPs becoming your distributor budget.It’s a scary pattern we see every fall — suppliers hand out pie-in-the-sky numbers, and wholesalers just roll them into their plan. Not this year.In this episode, the crew digs into: 🍺 Why your ABP is not your budget 📉 How to build forecasts that reflect your market reality, not supplier fantasy 📊 12-mo...
2025-10-2857 minTapped In Sales and Strategy for Beer Distributors79: NBWA 2025 — Beyond Beer: Chasing Growth Without Losing ProfitLive from Las Vegas and the floor of the NBWA 2025 Annual Convention, Bud, Ross, and Mike break down what they saw, heard, and learned — from the rise of Delta-9 and functional drinks to the growing supplier pressure across the industry.They unpack how the landscape is shifting beyond beer, what “profitless prosperity” really means, and why distributors can still win even when the category is down.In This Episode: 🍺 The surge of Delta-9, THC, and “functional” beverage brands ⚙️ How suppliers are flooding Q4 with dollars — and what to watch f...
2025-10-2144 minTapped In Sales and Strategy for Beer Distributors78: Three Traits Top-Performing Distributors Share in 2025The market’s down. Margins are tight. But some distributors are still winning—and doing it on purpose.In this episode, Bud, Ross, and Mike break down three common traits they’re seeing across the top-performing beer distributors heading into 2025. These are the teams outperforming the market, driving profit growth in a down year, and building stronger, more aligned organizations while everyone else waits for things to get better.Here’s what they all have in common: 1️⃣ Culture trumps everything. The best teams are rebuilding trust, giving reps a voice...
2025-10-1448 minTapped In Sales and Strategy for Beer Distributors77: From Big Boss to the Frontline: Making Change StickMiddle management isn’t just “stuck in the middle.” They’re the bridge that makes or breaks change. In this episode, Bud, Ross, and Mike dig into what happens when leadership signs off on a big change—like shifting comp plans or rolling out VXP—and suddenly it lands on the lap of an Area Sales Manager or Team Lead.We cover what it takes to translate leadership’s vision into real-world execution while keeping reps engaged and senior leadership confident.🔥 What you’ll hear about in this episode:🧑🤝🧑 The trip...
2025-10-0754 minTapped In Sales and Strategy for Beer Distributors76: Leadership as a Bank Account: Mastering the Feedback LoopIn this episode of Tapped In Sales, Bud, Ross, and Mike break down one of the most powerful (and underrated) leadership concepts in the beer business: the deposit and withdrawal feedback loop.Think of leadership like a bank account — every thank-you, shoutout, and show of appreciation is a deposit. Every time you correct someone, change the plan, or push harder — that’s a withdrawal. If your account is empty, your coaching won’t land. If it’s full, you can move mountains.You’ll hear real stories from the warehouse fl...
2025-09-3053 minTapped In Sales and Strategy for Beer Distributors75: Chasing Green in a Red Market – Inflation, Pricing, and Finding WinsBud, Moneyball Ross, and Data Mike connect the Fed’s rate cut to what happens at the shelf: consumer inflation vs. producer costs, why long-term rates can rise after a cut, and how that trickles into beer pricing, on-premise dynamics, and the fight for the marginal dollar.Then we get street-level: ride-alongs, Walmart end-caps, “airspace” in coolers, moving underperforming SKUs to the right neighborhood, and designing value plays (99¢ singles, can specials) when the consumer’s squeezed. Volume may be red, but reps are finding green by shifting perspective from cases to gross profit and making sm...
2025-09-2347 minTapped In Sales and Strategy for Beer Distributors74: Recession?, Rep Fatigue, and Realignment – What’s Really Killing Sales MotivationIn this episode of Tapped In Sales, Bud, Moneyball Ross, and Data Mike zoom out before zooming in.📰 First up, Ross brings receipts from the jobs report and macroeconomic data to explore whether a recession is quietly already here — and why Joe Sixpack may have seen it coming before the Fed.🍺 Then, we dig into the internal headwinds that are killing motivation in the beer sales world: – Incentive fatigue – Micromanagement – Misaligned goals – Delayed supplier bonuses – And the deadly combo of confusion and chaos.📉 We talk about “death by...
2025-09-1653 minTapped In Sales and Strategy for Beer Distributors73: The Warehouse Wake-Up Call: Space, Solar, and Strategic ScrewupsYou don’t build a warehouse every year—but when you do, the decisions you make will either save you millions… or haunt your ops team for decades. In this episode, we go off the beaten path of sales incentives to talk facilities, refrigeration, automation, and how to avoid getting forklift tines through your concrete walls (yep, that happened).Bud, Ross, and Mike are joined by Mike Pratt, longtime facility planner and project manager, who’s helped wholesalers across the country build smarter, scale better, and save millions in the process. Whether you're looking at a ret...
2025-09-0948 minTapped In Sales and Strategy for Beer Distributors72: Rogue Unit: The 20% That Change EverythingIn every sales team, there's a small crew that doesn’t follow the map — they make the map.In this episode, Bud, Mike, and Ross tap into an unlikely source of sales wisdom: honeybees. Specifically, the 20% that ignore the famous “waggle dance” and go rogue. It turns out, those noncompliant bees are the key to discovering new food sources — and in our world, new products, new strategies, and new wins.We explore:🐝 The science behind noncompliant bees — and what it means for sales🛠️ Why you don’t want a hive fu...
2025-09-0247 minTapped In Sales and Strategy for Beer Distributors71: In Trust We Change: How Sales Teams Really EvolveChange is constant in sales — but getting it to actually stick is a different story. Too often, new initiatives feel like top-down mandates: PowerPoints, forced training, and rolled-out processes that never take root.In this episode, Bud is joined by Ross, Mike, and George to unpack how real change takes hold inside sales teams. The crew digs into what separates short-lived initiatives from transformations that last, and why trust is the true currency of change.What we cover in this conversation:🔑 Why trust is the foundation for any m...
2025-08-2643 minTapped In Sales and Strategy for Beer Distributors70: The Messy Metrics That Actually Make You MoneyEveryone in beer distribution knows the “easy” numbers: cases sold, revenue, stops per hour. They’re clean, simple, and right there in your RAS. But here’s the truth — those metrics don’t always make you money.In this episode, Bud, Ross, and Mike dig into the messier side of measurement: Gross Profit per Case Equivalent (GP/CE). We unpack why revenue alone can trick you, how different package sizes (six barrels vs. half barrels, 18-packs vs. 30-packs) quietly shift your bottom line, and how reps who learn to “see the matrix” with GP/CE end up making...
2025-08-1939 minTapped In Sales and Strategy for Beer Distributors69: Six Ways to Wreck Your Pay Plan Rollout (and How to Avoid Them)Changing a sales compensation plan is one of the fastest ways to create tension inside your organization — and one of the fastest ways to lose momentum if you get it wrong.In this episode, Bud, Ross, and Mike break down six common mistakes that can sabotage your team’s transition to a new pay plan. These are the real-world blunders we’ve seen in the field — and yes, sometimes made ourselves — along with the fixes that actually work.We cover:🚫 Skipping training — why it kills adoption before it starts
2025-08-1244 minTapped In Sales and Strategy for Beer Distributors68: How to Wreck Your GP per CE: A Distributor’s Guide to Doing It WrongIf you're trying to grow gross profit per case equivalent (GP/CE)... try doing the opposite of everything we talk about in this episode.Bud, Ross, and Mike flip the script in this Charlie Munger-inspired inversion episode by asking:What are the fastest ways to destroy your gross profit?From discount madness to floor stack disasters, this episode is a deep dive into the behaviors, habits, and decisions that quietly (or not so quietly) crush profitability for distributors.We cover:🚫 Why not tra...
2025-08-0547 minTapped In Sales and Strategy for Beer Distributors67: Profit Over Volume: Calumet’s Playbook for Punching Above Their WeightWhat happens when a small-share wholesaler stops chasing volume alone and starts focusing on what really matters — gross profit? In this episode, Bud and Data Mike sit down with the leadership team at Calumet Breweries — CEO Mark Kiernan, GM Dan Guzek, and Sales Manager Mike Hagerty — to unpack how they evolved from a traditional volume-first mindset to a smarter, more strategic volume × profit model.Operating in a tough, competitive market, Calumet didn’t get bigger — they got sharper. From aligning compensation with gross profit, to empowering team leads, to launching RTD brands without dangling incentives...
2025-07-2946 minTapped In Sales and Strategy for Beer Distributors66: Show Me the Money: Why Transparent Pay Drives Better SalesPay transparency isn’t just a feel-good idea—it’s a strategic lever.In this episode, Bud, Mike, and Ross dig into one of the most game-changing (and sometimes uncomfortable) topics in sales compensation: transparency. From personal stories to real-world distributor examples, the crew breaks down what happens when sales reps can finally see what their peers earn—and how that visibility transforms performance, learning, and culture.You’ll hear:💸 Why most reps don’t actually understand how they get paid😬 The common myths and fears around sharing pay info🔥 H...
2025-07-2246 minTapped In Sales and Strategy for Beer Distributors65: More Risk ≠ More Results: Rethinking Sales CompensationIs more money at risk the key to better performance? Or is it just creating pressure without payoff?In this episode of Tapped In Sales, Bud, Mike, and Ross break down one of the most common (and misunderstood) topics in beverage sales: how much pay should really be “at risk”?We tackle real-world experiences—from reps climbing trees to managers misaligning incentives—and get into the math, psychology, and culture behind effective compensation planning. Whether you’re a sales rep, a VP, or someone stuck in the middle, this episode of...
2025-07-1554 min
Beer Business FinanceMaximizing Profit with VxP: Beer Wholesaler Tools for Growth and EfficiencyIn today's podcast you'll hear the audio version of our workshop on how to grow sales, increase gross profits and reduced finished product loss. In this session, you’ll learn how to:Increase gross profit using the powerful VxP toolReduce finished product loss through more efficient inventory managementIdentify key opportunities to grow top-line salesKey TakeawaysGain actionable insights for boosting gross profitLearn how VxP can transform your business operationsGet practical, real-world strategies you can implement immediatelyDo this next...Watch the replay...Boosting Profit and...
2025-07-1455 minTapped In Sales and Strategy for Beer Distributors64: Regulate It or Regret It: THC, Texas, and the Future of DistributionIn this episode, Bud, Mike, and Ross break down a major shift in the THC beverage landscape—Texas Governor Greg Abbott’s surprise veto of the Delta 9 ban, signaling a new era of regulation over prohibition.What does that mean for distributors? Opportunity. But only if you’re ready.The crew unpacks:🔁 Texas’ surprising reversal on Delta 9 and what it means for national regulation📜 Why regulation beats prohibition—and how beer distributors can lead🏛 California vs. Texas: Two giant states, two opposite THC strategies⚖️...
2025-07-0839 minTapped In Sales and Strategy for Beer Distributors63: Don’t Move the Goalposts: The Case Against Mid-Month MayhemWhat happens when your sales team hits their goals… and then you change the rules?In this episode, Bud, Mike, and Ross break down the real consequences of mid-month goal changes and stretch targets that were never meant to be hit. From trust erosion to disengaged reps, the crew shares field-tested insights on how to set smarter, more effective goals—and when not to touch them.You'll also get: 🎯 Why consistency beats perfection in goal setting 📉 The difference between aspirational budgets and achievable outcomes ⛔ When t...
2025-07-0153 minTapped In Sales and Strategy for Beer Distributors62: Crushed Volume, Lost Profit: The Truth About DiscountsIn this episode, Bud, Mike, and “Professor” Ross take the red pill and dive into the uncomfortable truth behind supplier discounts. You may have crushed your volume goals, but are you actually making more money? The team breaks down price elasticity in plain terms, exposes the math behind margin erosion, and explains why a 50% increase in volume might not even be enough to break even.Whether you're a sales rep, team lead, or in the C-suite, this episode will reshape how you think about discounting and its real impact on your bottom line.🔥...
2025-06-2453 minTapped In Sales and Strategy for Beer Distributors61: Is It Worth It? Decoding the Return on Effort in Beer SalesWhy do reps chase some objectives and ghost others? Why do some supplier incentives hit while others flop? In this episode, Bud, Mike, and Ross finally tackle a topic that’s long been part of the conversation but never had a spotlight: Return on Effort.We break down the real-life decisions reps and team leads make every day—from choosing whether to build a 150-case display, to deciding if that draft swap is worth the relationship capital. It's not just about dollars—it's about trust, time, tradeoffs, and the unspoken math reps do in their...
2025-06-1748 minTapped In Sales and Strategy for Beer Distributors60: Supplier Incentives: How to Waste Money & Confuse RepsWelcome back to Tapped In Sales! In this episode, Bud, Data Mike, and Moneyball Ross tackle one of the most frustrating (and expensive) realities in beverage distribution: bad supplier incentives.Whether you're a supplier trying to move volume or a distributor juggling ten competing programs at once, this one’s for you.We break down:🎯 Why complex incentives kill execution🚫 The hidden danger of house goals and why they backfire🤷 What actually happens when reps don’t know how (or if) they’ll get paid❌ Why “pass-p...
2025-06-1054 minTapped In Sales and Strategy for Beer Distributors59: Ripping the Band-Aid: Inside Missouri Eagle’s Reorg, GP Pivot, and Culture ResetIn this episode, Bud, Ross, and Mike sit down with Charlie Brown (yes, that’s his real name), President of Missouri Eagle — a fourth-generation Anheuser-Busch wholesaler serving the Ozarks. Charlie walks us through the bold, all-in reorg that reshaped everything from sales structure to delivery routes to compensation.What followed was a full-on transformation:🏗️ A complete company reorg — from sales structure to delivery routes🔄 A pivot from volume-first to profit-first thinking📊 A bold decision to share gross profit data with reps🧭 A cultural shift where everyone’s rowing in the same d...
2025-06-0338 minTapped In Sales and Strategy for Beer Distributors58: Buffett Bets, Busch Light Apple Is Back, Miller Lite Goes GoldThis week’s episode flips the script with a beer industry news roundup full of hot takes, industry insights, and a little friendly wagering.🔹 Warren Buffett doubles his stake in Constellation — what does the Oracle of Omaha see in beer while the rest of the world screams “Bev Alc is dead”? 🔹 Busch Light Apple returns and flies off the shelves… but can Lime live up to the hype? Mikey and Ross make it personal with a $20 bet and a prediction showdown. 🔹 Miller Lite turns 50 and drops a golden can — does nostalgia packaging r...
2025-05-2741 min
VamosXPartes' PodcastVxP 19: Turbas y más turbasVxP 19: Turbas y más turbas En este episodio:1-Un verano sin “voceteo”2-El motín de las motoras: turba de motociclistas amenaza a policías en Santurce. 3-Jenniffer conecta la red… y desconecta las fantasías verdes. 4-Reactor nuclear en camino… y los ambientalistas entran en meltdown.5-El guiso ideológico: ONGs, grant$ y cuentos progres.6-A defender lo indefendible: ACLU y la abogacía por los...
2025-05-271h 06Tapped In Sales and Strategy for Beer Distributors57: Go Brewing’s Matt Steinke on the Rise of Non-Alc and What’s NextNon-alcoholic beer isn’t just a trend—it’s a strategic growth lane that’s changing how distributors think about assortment, margin, and consumer occasions.In this episode, Bud, Mike, and Ross sit down with Matt Steinke, Head of Sales at Go Brewing, to talk about the real state of non-alc in 2025—from the sales floor to supplier strategy. With a background at Atlas, AB, and Rheingeist, Matt brings distributor-level empathy to a fast-growing brand that’s racking up awards, unlocking new channels, and helping reps and retailers find the next layer of profit.
2025-05-201h 05Tapped In Sales and Strategy for Beer Distributors56: Rewriting the NA Playbook: Coolers, Culture, and CreativityIn this episode, Bud, Mike, and Ross dig into one rep’s creative cooler reset that turned a low-priority deli into a high-profit NA account — and use it to explore the bigger playbook changes happening in beverage sales. From navigating the shifting loyalty landscape of NA suppliers to exposing the shortcomings of “shadow commissions,” this episode is packed with real-world insights and strategy for beer wholesalers evolving beyond the six-pack.You’ll learn:🔄 How a simple 1-hour reset can unlock profit month after month🧃 Why reps are crushing goals with energy drinks, s...
2025-05-1347 minTapped In Sales and Strategy for Beer Distributors55: The GP per CE Gospel: Why Dollars Beat PercentagesWhat really matters: margin percentage or gross profit dollars? In this episode, Bud, Mike, and Ross tackle one of the most misunderstood metrics in the beer business—GP per CE (Gross Profit per Case Equivalent)—and explain why chasing percentages can cost you real money.With real-world stories from supplier negotiations, listener questions, and a few spicy email exchanges, the team lays out the case for prioritizing dollars over ratios. From high-margin bottled water that barely pays to low-margin Fireball malt that delivers big-time profit, this conversation reframes how distributors should evaluate products, packaging, and...
2025-05-0644 minTapped In Sales and Strategy for Beer Distributors54: Portfolio Management 101: More Brands, More Problems?In today’s episode, Bud, Mike, and Ross dive into one of the toughest balancing acts for beverage distributors today: managing your supplier and brand portfolio. Are you growing smarter — or just growing busier?They break down the real challenges of supplier proliferation, SKU overload, and the "doom loop" of slowing sales without strategic pruning.Learn how to expand into new categories without losing profitability — and how to recognize when it's time to cut dead weight.🔥 Topics Covered:🚛 Why adding more suppliers isn’t always...
2025-04-2946 minTapped In Sales and Strategy for Beer Distributors53: Don’t Touch My Base – The Psychology of Variable PayWhat happens when your steady salary isn’t so steady anymore? In this episode, Bud, Mike, and Ross unpack the emotional rollercoaster of shifting from base-heavy compensation to a more variable, performance-based pay structure.Mike shares the raw story of losing part of his base salary after 18 years—and how it ended up transforming his leadership style, earnings, and motivation. Ross breaks down why team leads are slow to embrace change, what’s happening with middle management apathy, and how macroeconomic forces are reshaping expectations in the workplace.Oh, and th...
2025-04-2246 minBeer Business FinanceBeer Wholesalers: One Idea to Save $100KThis podcast is all about how to reduce finished product loss (FPL) in your beer business. Bud Dunn from VxP shares best practices, training ideas, and a cool software tool to help you significantly reduce out of code beer in your business. Step 1: Calculate how much FPL costs your business each year (probably around 10cents/CE)Step 2: Reach out to Bud to see how you can reduce your FPL to 2-3cents/CEStep 3: Enjoy the savings!SummaryUse VxP to grow volume, profit, and reduce finished product lossCommon ca...
2025-04-2142 minTapped In Sales and Strategy for Beer Distributors52: Drinking the Kool-Aid vs. Command-and-Control, and the Return of RossThe Kool-Aid is flowing. The drying rack Peloton is back. And Ross Ackermann — the original architect of VXP — returns to the pod for our 1-year anniversary episode.This week, Bud, Mikey, and Ross dig into the battle between top-down sales control and rep-driven autonomy — and why old-school incentives might be killing your results.Whether you’re a beer wholesaler, supplier, or industry leader, this episode gets into the real talk around:🍻 Why incentives often drive the wrong behavior 📉 What to do when reps stop selling until they’re...
2025-04-1543 minTapped In Sales and Strategy for Beer Distributors51: Play the Ball Where It Lies Delta 9, Tariffs, & Distributor TacticsIn this episode of Tapped In Sales, Bud and Mike dive into the latest market shakeups beer distributors are navigating—from Delta 9 THC beverages gaining steam to new aluminum tariffs disrupting supplier strategy. Whether you're in a growing THC state like Florida or fighting for more GP in Q1, this episode is about how to adapt and win with what the market gives you.🔍 In This Episode:🍃 Delta 9’s impact on Gen Z drinkers, on-premise hesitation, and the Florida vs. Texas THC debate💰 Aluminum tariffs and how they’re reshaping pricing strategies for both domestic a...
2025-04-0833 minTapped In Sales and Strategy for Beer Distributors50: When Reps Take the Wheel Autonomy in ActionIn this milestone 50th episode, Bud and Magic Mike dive into one of the most important (and underrated) tools in a sales leader’s toolkit: autonomy.Fresh off Michigan’s Oberon Day — the unofficial start of spring — the guys talk about why beer brings people together even when it’s snowing, and how that same energy is showing up in the field. From reps texting GP-driven displays on a Saturday to creative high-margin builds that weren’t tied to any PFP plan, this episode is all about what happens when you let your team lead....
2025-04-0131 minTapped In Sales and Strategy for Beer Distributors49: Stealing Shelves and Onsite Tales from the NortheastThis week, Bud and Magic Mike take you behind the scenes of their recent ride-alongs in the Northeast — where they found high-GP wins, nostalgic furniture, and yes… a bodega cat guarding the shelf.From spotting real-time Beatbox opportunities in the wild to creatively reworking cooler space (hello, shelf theft from the NA section), this episode is packed with field-ready insights. We also talk distributor branding, smarter displays, and why “velocity” might be your new favorite word.Plus:🤖 What happens when a robot stalks your OOS shelf space🐈⬛ Le...
2025-03-2525 minTapped In Sales and Strategy for Beer Distributors48: Finished Product Loss Decoded It’s Eating Your ProfitsFinished Product Loss (FPL) is an unavoidable reality in beer distribution, but how much of it is truly unavoidable? In this episode of Tapped In Sales, Bud and Mikey break down the key drivers behind FPL, from breakage and out-of-code returns to inefficient tracking processes. They share real-world insights on how wholesalers can tighten up their operations, reduce waste, and ultimately protect their profitability.From best practices for tracking and accountability to the hidden costs of returning beer, this episode is packed with actionable strategies for sales reps, operations managers, and distributor leadership. Plus...
2025-03-1841 minTapped In Sales and Strategy for Beer Distributors47: Tariffs, Energy Drinks, and Market Mayhem—Oh My!The beer industry is facing some serious turbulence, and we're here to break it all down. In this episode, Bud and Mikey tackle the latest market shifts, from tariffs shaking up imports to energy drink drama and distributors navigating unpredictable trends.What’s Inside This Episode?🍺 Tariffs & Their Impact – What do the new 25% tariffs on Mexican and Canadian imports mean for the industry? Will Constellation (and others) eat the cost, or will we see a price increase shake up the market?⚡ Energy Drink Wars – AB’s massive 5x GP distributor termination on 1st Phorm Energy...
2025-03-1134 minTapped In Sales and Strategy for Beer Distributors46: Beer is More Than a Drink—It’s a Connection.🍻 Listen up and welcome back! This week, Bud and Mikey sit down with Hunter Jerome, Capitan of Culture at Jerome Distributing, to explore the power of beer as a social connector. From the tradition of Bock Poking 🔥 to the growing issue of social disconnection, they dive into how beer can help bring people together in an increasingly digital world.What’s on Tap in This Episode?✅ Bock Poking 101 – The North Dakota beer ritual you didn’t know you needed 🔥🍺✅ The Growing Disconnection – How digital distractions, social media, and shifting behaviors impact the beer industry...
2025-03-0436 minTapped In Sales and Strategy for Beer Distributors45: Lift Your Head Up with Lester Jones from NBWAOn this episode of Tapped In Sales, Bud and Mikey sit down with Lester Jones, Chief Economist and VP of Analytics at the National Beer Wholesalers Association (NBWA), to break down the latest economic and demographic trends shaping the beer industry.Lester shares why beer remains a staple in American culture despite shifting consumption patterns, how population migration is impacting distribution, and why beer needs to reclaim young consumers. We also dive into cross-category drinking habits, the impact of cannabis, and how consumer behavior is evolving post-COVID.What’s on Tap:🍺 The rise...
2025-02-2557 minTapped In Sales and Strategy for Beer Distributors44: Big News: Meet VXP’s New VP of Sales, George Kossl🚨Big News at VXP! 🚨In this episode ofTapped In Sales, we’re excited to introduceGeorge Kossl as the newVice President of Sales at VXP! 🎉Many of you in the industry already know George—from his years of experience in beverage distribution tech, his leadership in sales strategy, or maybe even from his Jeep obsession. Now, he’s bringing that expertise tohelp distributors unlock profitability and efficiency with VXP.We talk about:✅ George’s background in beer tech and sales✅ Why he joined VXP and how...
2025-02-1846 minTapped In Sales and Strategy for Beer Distributors43: Sales Team Wins, Super Bowl Ads, and a Case of the MondaysSuper Bowl Monday might hit hard, but this episode is packed with big wins—both on and off the field. Bud and Mike dive into the biggest takeaways from Super Bowl LVIII, including the beer commercials that had distributors talking, a $1.4 billion gambling frenzy, and whether the real winner was the ads or the game itself.But the real MVP? A Chicago-area sales rep named Jon, who turned a simple VXP rollout into a textbook case of how to driveincremental GP and volume like a pro. We break down how he used data to re...
2025-02-1144 minTapped In Sales and Strategy for Beer Distributors42: Driving Profit with Purpose with Joe MarcantelIn this episode of Tapped In Sales, Bud and Mikey sit down with Joe Marcantel, COO of Daniel L. Jacob Distributing (DLJ) in Michigan. Joe shares DLJ's journey from struggling with internal profit tracking to transforming their sales strategy using VXP. We dive into how shifting the focus from volume to profitability empowered Joe’s team, sparked meaningful conversations, and boosted their bottom line—even in a challenging beer market.
Joe also talks about overcoming generational resistance to sharing financial data with reps, how VXP simplified goal-setting, and why understanding the "why" behind sales stra...
2025-02-0439 minTapped In Sales and Strategy for Beer Distributors41: Mikey Zigs and Tito’s Zags🎙️ Episode OverviewWelcome back to Tapped In Sales, the podcast for beer distributors, by beer distributors! This week, Bud’s holding down the fort while Mikey’s been sidelined with a little snowboarding mishap—and by little, we mean a full-speed, helmet-tested, memory-erasing wipeout. 🏂💥 But don't worry, he's back (kind of), and we're diving into some big industry moves while keeping it light duty for Mikey’s sake.
Grab a cold one and settle in as we cover:
🏔️ Mikey’s Big Crash: What happens when you mix high speeds, a snowboard, and another rid...
2025-01-2830 minTapped In Sales and Strategy for Beer Distributors40: Inside the BBD Beer Summit 2025Inside the BBD Beer Summit 2025
Welcome to another episode of Tapped In Sales! Join Bud and Mikey as they take you inside the 2025 Beer Business Daily Beer Summit and Wine & Spirits Summit, held in sunny Palm Beach, Florida. This year’s summit was packed with insights, trends, and bold predictions shaping the future of the beer and beverage industry.
What You’ll Learn in This Episode:
🍺 Shifts in Premiumization: Discover how high GP items are leading the charge in a transforming market, and what it means for beer distributors.
🌊 The...
2025-01-2137 minTapped In Sales and Strategy for Beer Distributors39: 20% Tip Added To Every Check? Here’s What Happens…Welcome back to Tapped In Sales, the podcast for beer distributors by beer distributors! In this episode, Bud and Mikey kick off the new year with some fresh insights, lighthearted stories, and hard-hitting truths.
Bud shares a tale from his recent trip to Miami, where a mandatory 20% surcharge at restaurants sparked a bigger conversation about incentives, motivation, and unintended consequences—both in the service industry and the beer business.
Here’s what we dive into this week:
🌴 Miami Madness: How a 20% automatic tip revealed unexpected perks and surpris...
2025-01-1435 minTapped In Sales and Strategy for Beer Distributors38: 2025 VXP Annual Letter: Agility, Resilience, and RebuildingIn this first episode of 2025, Bud and Mikey explore the themes shaping the beer distribution industry for the year ahead. With insights from VXP’s deep involvement in managing over 100 million cases annually, they discuss agility, resilience, and strategies to rebuild profitability in a challenging landscape.
Link to VXP 2025 Annual Letter
🌍 Cultural Shifts and Market Trends:Dive into key challenges like declining alcohol consumption, competition for discretionary income, and alternative consumer behaviors like online gambling. Hear about the regulatory uncertainty around THC and what it means for wholesalers.
2025-01-0737 minTapped In Sales and Strategy for Beer Distributors37: Holiday Hangovers, Highlights, and Big Ideas for 2025🎉 Holiday Hangovers, Highlights, and Big Ideas for 2025
🎉Bud and Mikey are back with a festive wrap-up of 2024 and a sneak peek at what’s to come in 2025. Recorded between Christmas and New Year’s, this episode is filled with holiday vibes, hilarious anecdotes, and thoughtful reflections on the podcast’s journey so far.
Here’s what we’re tapping into this week:
🕺 Holiday ShenanigansBud and Mikey kick things off with stories of holiday chaos, peppermint white Russians, and the infamous “Baby Jesus Mike” ornament. Whether you’re still in a food coma or surviving th...
2024-12-3119 minTapped In Sales and Strategy for Beer Distributors36: The Redemption Arc of Beer with Harry Schuhmacher🎙️ In this episode of Tapped In Sales, Bud and Mike sit down with the legendary Harry Schuhmacher from Beer Business Daily to talk all things beer—from wild distributor stories to big trends for 2025.
🦴Hip Replacements Are a Game-ChangerHarry’s fresh hip, his trusty cane (with bells for flair), and why recovery is best with a puppy and a sense of humor.
🍺 Boston Beer’s Next MoveJim Koch is always pulling rabbits out of hats. Will 2025 bring a new breakout brand from Boston Beer Co.?
🍺 Michelob Ultra’s Big PlayUltra is becoming the face of sports sponsor...
2024-12-2442 minTapped In Sales and Strategy for Beer Distributors35:🎄Catch ’Em and Sell More to Holiday Shoppers🎄The holiday season is in full swing, and with it comes a flood of shoppers hunting for the perfect drinks to wow guests, gift loved ones, or stock up for celebrations. In this episode, Bud and Mikey share hilarious stories from the road, smart holiday sales strategies, and how to turn seasonal shoppers into loyal customers.
Top Takeaways & Strategies:
❄️ Make High-GP Items the Star: Learn how reps like Caleb nailed it with eye-catching displays that scream “Buy me!”
🛒 Help Shoppers Find Their Wow Factor: From fancy beers to trendy labels, guide custo...
2024-12-1727 minTapped In Sales and Strategy for Beer Distributors34: Secrets of Route Disparities in Beer DistributionListen up, and welcome back to Tapped In Sales! This week, Bud and Mikey are diving into the quirks and challenges of route disparities in beer distribution. Ever wonder why some routes crush it while others struggle? Let’s break it down together. We’re breaking down how knowing your routes can unlock big wins and boost your sales game. Whether you're hustling in the city or cruising through the countryside, we’ve got tips to help you crush it.
📊 Tailored route goals create fairness and boost sales performance.
👩💼 Understanding geography, socioeconomics, and account types is critical for su...
2024-12-1034 minTapped In Sales and Strategy for Beer Distributors33: Rise of THC Drinks and What It Means for Beer Distributors with Ian DominguezJoin Bud and Mikey on this episode of Tapped In Sales as they dive headfirst into the world of THC beverages with expert guest Ian Dominguez, founder of Delta Emerald Ventures. Ian brings his day-to-day expertise in the cannabis and THC drinks space to the conversation, unpacking the massive growth potential and strategic opportunities this emerging category offers beer distributors.
Key Takeaways:
The Cannabis Industry's Explosive Growth: Ian explains why the cannabis industry could surpass alcohol, potentially reaching $270 billion in the U.S., with THC beverages poised to capture a significant share of this market.
2024-12-0346 minTapped In Sales and Strategy for Beer Distributors32: Supplier Math Exposed: How One Wine Pro Unlocks Profit PotentialIn this episode of Tapped In Sales, Bud and Mikey switch things up with a special guest from the world of wine. Chris Ireland, founder of Ireland Family Wine & Spirits, joins us to share some serious insights on what he calls “Supplier Math 101.” If you’ve ever wondered how wine suppliers approach goal-setting, profitability, and market strategy with a clearer plan, this is the episode for you.
Chris brings us into his world, where years in the wine industry and a background in economics have given him a unique take on aligning suppliers and distributors for real result...
2024-11-2641 minTapped In Sales and Strategy for Beer Distributors31: Quantity Discounts Are You Selling Smarter or Just Selling More?Welcome back to the Tapped In Sales Podcast! 🍻 This week, Bud and Mikey dive deep into the tricky world of quantity discounts (QDs) and how to make them work for you – not against your profit margins. 💰
Highlights:
➡️ Smart vs. Blind Discounts: Quantity discounts can drive volume, but only if you're strategic. Discover why blindly offering QDs without a clear ROI can hurt your bottom line. 💸
➡️ Who Should Get QDs? Bud breaks down the reverse bell curve approach, helping you identify which accounts will actually benefit from QDs. Learn why bigger accounts and fringe accounts might be w...
2024-11-1928 minTapped In Sales and Strategy for Beer Distributors30: Stepping Up Without Stepping In It: Navigating Family Business Succession with Albert Ciuksza Jr.In this episode of Tapped In Sales, Bud Dunn sits down with Albert Ciuksza Jr., author of Succeeding: Stepping Up Without Stepping in It: The ultimate playbook for successors. They explore the unexpected emotional layers of succession, with Albert sharing insights on why stepping away can be so challenging for leaders and what successors can do to manage the transition.
This conversation goes beyond the basics of succession planning. Albert brings unforgettable analogies—like the "Seagull" and the "Arsonist Firefighter"—to illustrate the very real struggles that leaders face when their identity is tied to their business. From...
2024-11-1250 minTapped In Sales and Strategy for Beer Distributors29: Navigating Supplier Incentives: Are They Out of Control?Episode Summary:In this week’s episode of Tapped In Sales, Bud and Mikey dive into the often-overwhelming world of supplier incentives and ask the question on every distributor’s mind: Are these deals really getting out of control? With incentives surging and becoming more complex, distributors are facing new challenges as they try to balance supplier demands with what actually works for their market and teams.
Bud and Mikey explore the factors behind the incentive overload – from crowded shelves to category struggles and an influx of smaller, niche suppliers. Mikey shares real-world examples of supplier incentives that m...
2024-11-0524 minTapped In Sales and Strategy for Beer Distributors28: THC Drinks: Be at the Table or Risk Being on the MenuIn this episode of Tapped In Sales, Bud and Mike dive into breaking news as Keurig Dr. Pepper acquires Ghost Energy for over $1 billion. They also tackle a hot topic in beer distribution: Delta 9 and THC-infused drinks. Should beer distributors enter this space, and what are the implications if they don’t?
Bud and Mike discuss the importance of being at the table during legislative discussions surrounding THC beverages. They highlight how beer distributors, with their decades of experience in selling controlled substances, are best suited to guide this new category. The conversation covers everything from regulatory ch...
2024-10-2926 minTapped In Sales and Strategy for Beer DistributorsEpisode 27: "Finding the Hidden Gold: Optimizing Retail Space and Uncovering Sales Gaps"In this episode of Tapped In Sales, Bud and Mikey dive into the critical topic of optimizing retail space and identifying sales gaps that could lead to untapped sales opportunities. Whether you're a seasoned sales rep or just starting out, this episode is packed with actionable insights to help you maximize your impact at retail.
Key Takeaways:
No Perfect Account: Even accounts that look perfect on paper often have hidden opportunities. The key is to never stop evaluating and improving.
Opportunities and Gaps at Retail: Learn how to identify sales...
2024-10-2228 minBeer Business FinanceSmarter Wholesaler Analytics for Better ResultsWant smarter wholesaler analytics to get better results?Then you'll want to learn more about VxP, the best tool for guided selling strategies to increase sales and gross profits while decreasing finished product loss.A powerful 1-2-3 combo to supercharge your income statement.In this recorded workshop you'll learn how VxP provides the tools for real-time execution, automated workflows, and smarter analytics.Workshop OverviewReview of VxP: Who it's for, why it's important, how it works, and the problem it solves.Compensation planning...
2024-10-1845 minTapped In Sales and Strategy for Beer Distributors26: How to Make Your PFP a Guaranteed Monthly Bonus – And Why You Shouldn’tIn this episode of Tapped In Sales, Bud and Mikey explore the risks of turning your Performance-Based Pay (PFP) into a predictable, guaranteed monthly bonus – and why that’s a trap you should avoid. Drawing from real-world experiences and their recent seminar at the NBWA convention, they discuss how sales teams can fall into the entitlement mentality when incentives become too reliable and easy to achieve.
Key Topics:
The Entitlement Trap: Has your PFP structure become so predictable that your sales reps expect their bonus without much effort? Bud and Mikey explain how this can stif...
2024-10-1541 min
Beernet RadioEp. 252 Bud Dunn of VxPToday Harry speaks with former Michigan A-B distributor Bud Dunn, currently of wholesaler sales software provider VxP, where we discuss how the industry has changed over the past 10 years.
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Watch on Youtube: https://www.youtube.com/beernetradio
Podcast feeds: https://www.beernetradio.com
Spotify: https://open.spotify.com/show/5mk5ITn9bXu1KOvx21QzEb
Apple: https://podcasts.apple.com/us/podcast/beernet-radio/id1591940567
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About
Beer Business Daily publisher Harry Schuhmacher joins his editors and other guests once a week as they grok the beer industry issues of the day.
-Audio/Video feeds at https://linktr.ee/beernet
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2024-10-1053 minTapped In Sales and Strategy for Beer Distributors25: Recharging On-Premise Beer Strategy with Insights from NBWAIn this episode, Bud and Mike recap their recent trip to the 87th NBWA Annual Convention. Fresh off the red-eye and still buzzing from the energy of the event, they dive into key takeaways for beer distributors navigating the evolving landscape of on-premise sales in a post-COVID world.
The duo breaks down the insights shared by industry heavyweights on a panel featuring Robbie Maletis (Maletis Beverage), Jim Koch (Sam Adams), Alexander Bergson (Manhattan Beer Distributors LLC), and moderator Lester Jones (NBWA). Topics include the resurgence of draft beer, the importance of curating tap selections, and the need...
2024-10-0835 minTapped In Sales and Strategy for Beer Distributors24: How Middle Management Can Build a Million-Dollar Profit Cult (and Why You Should Join)In this episode of the Tapped In Sales Podcast, Bud and Mikey dive deep into the critical role middle management plays in driving profitability within beer distributors. This conversation covers how middle managers, team leads, key account managers, and more, can align their incentives with company goals to create a high-performing culture that moves beyond traditional volume metrics.
But first, they kick off with a fascinating discussion on world record-breaking pole vaulter Mondo Duplantis, who has broken his own record ten times. Why would he do that? Simple – aligned incentives. Mondo maximized his earnings by strategically breaking re...
2024-10-0132 minTapped In Sales and Strategy for Beer Distributors23: The Profit Playbook: 3 Insider Strategies for Handling Price Increases and Maximizing GainsWelcome to another episode of the Tapped In Sales Podcast with your hosts, Bud and Mikey! In today’s episode, we dive into the complex world of price increases and how to navigate them while keeping your profitability intact. With price increases on the horizon, it’s time to think strategically and avoid common pitfalls.
We explore three key strategies that every sales team and wholesaler needs to handle price increases like a pro:
Limiting Bridge Buying – Learn how to manage inventory effectively and avoid the chaos of pre-price-increase stockpiling. Discover why preventing "bridge buying" is cru...
2024-09-2439 minTapped In Sales and Strategy for Beer Distributors22: Unlock Your Future in Beer Distribution: Secrets Revealed at the NextGen Conference 2024!Welcome to another exciting episode of the Tapped In Sales Podcast! In this episode, we sit down with Kimberly McKinnish, COO of NBWA, to uncover the secrets behind the upcoming NextGen Conference 2024 – the ultimate event for emerging leaders and seasoned professionals in the beer distribution industry.
Get a sneak peek into the conference that’s all about shaping the future of beer distribution! Kimberly shares her insights on how the NextGen Conference has become a game-changer for professional development, offering attendees an unparalleled opportunity to learn, network, and grow.
What You'll Learn in This Episode:
...
2024-09-1734 minTapped In Sales and Strategy for Beer Distributors21: The Goal-Setting Blueprint: Data, Market Knowledge, and Team InvolvementSummary
In this episode of the Tapped In Sales podcast, Bud and Mikey discuss the importance of goal setting and how to go about it. They emphasize the need for goals to be realistic and attainable and the importance of accuracy in goal setting. They also discuss the role of selling day adjustment in setting goals and the need for qualitative input in the goal-setting process. They highlight the importance of transparency, involving the team in the goal-setting process, and the need for regular progress updates and feedback. They also stress the importance of documentation and note-taking...
2024-09-1041 minTapped In Sales and Strategy for Beer Distributors20: The Surprising Benefits of Going 100% EFT—Are You Ready to Make the Switch?Summary
In this episode of the Tapped In Sales podcast, Bud and Mikey are joined by Eric Kiser from fintech to discuss the high-level overview of what fintech is and what EFT payments mean to the beer industry. They talk about the benefits of EFT, such as increased safety, efficiency, and cost savings. They also discuss the legislative and regulatory considerations behind EFT, including the movement towards 100% EFT in states like Michigan and California. Eric shares best practices for distributors looking to promote EFT and talks about the future of financial enhancements in the industry.
...
2024-09-0337 minTapped In Sales and Strategy for Beer Distributors19: Flipping Your ABP Meetings on Their HeadSummary
In this episode of the Tapped In Sales podcast, Bud and Mikey discuss the core components of annual business planning (ABP) with suppliers. They cover topics such as sales targets, distribution targets, financial projections, incentive planning, inventory management, training, and market visit planning. They emphasize the importance of setting realistic sales goals and understanding the productivity of each points of distribution. They also discuss the significance of gross profit and the need for effective incentive planning. The hosts provide insights and strategies for both suppliers and wholesalers to optimize ABP. In this part of the conversation...
2024-08-2748 minTapped In Sales and Strategy for Beer Distributors18: Cash Flow Secrets with Kary Shumway from Beer Business FinanceSummary
In this episode of the Tapped In Sales podcast, Bud and Mike interview Kary Shumway, a financial guru for beer distributors. Kary shares his journey in the beer business and how he became an expert in finance for the industry. He emphasizes the importance of financial literacy and training for all employees, from drivers to sales managers. Kary also discusses the challenges that distributors face, such as understanding their numbers and managing costs. He highlights the need to focus on cash flow and gross profit, and suggests creating a culture of collaboration and communication to break...
2024-08-2036 minTapped In Sales and Strategy for Beer Distributors17: From Marshmallows to Bonuses: The Psychology of Incentive IntervalsSummary
In this episode, Bud and Mike discuss the best practices for setting up variable pay and incentives. They explore different timing intervals, such as monthly, quarterly, and annually, and the pros and cons of each. They emphasize the importance of short-term focus and instant gratification for sales reps, making monthly incentives the most effective. They also discuss the potential use of quarterly incentives for sales leadership and middle management, as well as annual goals for long-term strategic thinking. The episode concludes with a discussion on different types of rewards beyond monetary incentives.
2024-08-1341 minTapped In Sales and Strategy for Beer Distributors16: The Untapped Potential of Draft Beer: A Chat with Draftline Technologies' FounderSummary
In this episode of the Tapped In Sales podcast, Bud and Mikey interview Jennifer Hauke, the founder of Draftline Technologies. They discuss the importance of cleanliness in the beer industry and how Draftline helps beer distributors improve their line cleaning processes. Jennifer shares her journey in the industry and how she developed the mobile application that revolutionized line cleaning. They also talk about the data collection and analysis capabilities of Draftline, which helps distributors identify market opportunities and improve their draft beer offerings. The conversation discusses the use of data to identify opportunities in the beer...
2024-08-0644 minTapped In Sales and Strategy for Beer Distributors15: Entitlements vs Incentives: How to Get More Effort from Your TeamSummary
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 hosts share examples of misappropriated entitlements, such as annual Christmas bonuses, and discuss the importance of authentic recognition and experiences in motivating employees. They also emphasize the need to balance entitlements and incentives...
2024-07-3030 minTapped In Sales and Strategy for Beer Distributors14: How Can Incremental Profit and Volume Impact Your Bottom Line?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 exploring opportunities in non-alcoholic beverages. The hosts highlight the success of non-alcoholic brands like Athletic Brewing Company and encourage beer reps to consider the profitability of their portfolio and find ways to drive incremental volume. They also...
2024-07-2327 minTapped In Sales and Strategy for Beer Distributors13: Display Dynamics: Driving Incremental Sales in Beverage DistributionSummary
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 rate of sale and the challenges of managing finished product loss. The episode concludes with discussing the recent joint venture between Yingling and Molson Coors and its potential implications for Michigan wholesalers.
2024-07-1639 minTapped In Sales and Strategy for Beer Distributors12: Empowering Sales Through Profit: Hunter Jerome's Journey with VXPSummary
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 talk about the role of leadership compensation and the process of getting the leadership team aligned and invested in the changes. The conversation focused on the implementation of the VXP method and its impact...
2024-07-0947 minTapped In Sales and Strategy for Beer Distributors11: Untangling Data Cleanliness: Simplifying Product and Customer Categories for Better InsightsSummary
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 maintaining clean data and providing clear guidelines for future data entry. Overall, the conversation highlights the significance of data cleanliness in optimizing sales operations.
Download VXPs Data Guide
Takeaways
...
2024-07-0234 minTapped In Sales and Strategy for Beer Distributors10: Sales Reps as Entrepreneurs: Own Your RouteSummary
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
Taking ownership of your route in the beverage distribution industry allows reps to make strategic decisions and drive sales and profitability.
Education and understanding are key to acting...
2024-06-2530 minTapped In Sales and Strategy for Beer Distributors9: Real Sales Rep Stories: How Grellner Sales Boosts Profits and Cuts CostsEpisode 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, market dynamics, sales strategies, and the impact of VXP on sales reps and retailers. It also touches on the potential impact of Delta 9 (marijuana) on the beer industry. The conversation provides insights into the changing landscape of the industry and...
2024-06-1827 minTapped In Sales and Strategy for Beer Distributors8: Can Delta 9 be the next big thing in the beverage 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.
Takeaways
Delta 9 THC-infused beverages are an emerging market that could have a significant impact on the beer industry.
The regulatory landscape for Delta 9 varies by state, with some states having more...
2024-06-1130 minTapped In Sales and Strategy for Beer Distributors7: Navigating Sales Culture Change with Sales TeamsSummary
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 new rules and concepts. Additionally, they touch on a bit of news with counterfeit alcohol in Australia and the importance of regulatory systems in preventing such activities.
Takeaways
Experienced sales reps...
2024-06-0430 minTapped In Sales and Strategy for Beer Distributors6: The Impact of Cannabis Reclassification on Beverage DistributorsIn 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 Pepsi. They also discuss the rise of Delta 9 variant cannabis beverages and the challenges and opportunities for beverage distributors in this new market. The conversation touches on topics such as drug testing, taxation, and the potential for celebrity endorsements...
2024-05-2824 minTapped In Sales and Strategy for Beer Distributors5: Small Changes, Big Impact: Driving Incremental ProfitabilityIn 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 discuss the benefits of giving reps the freedom to make decisions and collaborate with them to find the best solutions. The episode concludes with a discussion on coaching and sharing success stories to empower reps.
2024-05-2133 minTapped In Sales and Strategy for Beer Distributors4: Mixing Engagement and Strategy into Sales MeetingsOn 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 information dumps. Top-performing meetings thrive on interactivity, where sales representatives are not just attendees but active participants. Engagement is catalyzed by involving the team in discussions, posing questions, and encouraging them to share their experiences and ideas.
2024-05-1433 minTapped In Sales and Strategy for Beer Distributors3: Out of Date & Close to Code Keeping You Up at Night?
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 Discussed:
Cost Management: How distributors can minimize costs related to product pick-ups, exchanges, and reverse logistics.
Tracking and Accountability: The importance of tracking costs down to the transaction level to enhance...
2024-05-0632 minTapped In Sales and Strategy for Beer Distributors2: Leveraging GP/CE Data with your Sales TeamDive 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 your sales team can transform business outcomes.
Strategic Implications: How focusing on these metrics can lead to better profitability and informed decision-making.
Engaging the Sales Team: The critical...
2024-05-0622 minTapped In Sales and Strategy for Beer Distributors1: Sales and Strategy for Beer DistributorsIn 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 shortages and capitalize on sales opportunities.
Focus on Volume X Profit: Positioning products strategically to increase sales volume and profitability.
Dynamic Adjustments: Making real-time modifications based on sales data and stock availability to optimize shelf space and prevent shortages.
Real-World...
2024-05-0523 minBeer Business FinanceSelling Smarter with Scheppers DistributingToday on the podcast we hear from Scheppers Distributing President Joe Priesmeyer and Bud Dunn from VxP.In Joe's words, "We had a severe finished product loss issue in our business..." Joe shares Scheppers's challenges managing out of code and close to code product, and how VxP helped to significantly reduce this expense. Key TopicsIncentive structuresThe volume x profit commission modelSuccess stories from Scheppers using VxPResourcesConnect with Joe Priesmeyer, jpriesmeyer@nhscheppers.com, cell: 573-489-2830Connect with Bud Dunn, bud@vxptech.com, cell: 269...
2023-12-1354 minBeer Business FinanceSales Compensation Planning with Stokes DistributingToday we talk sales compensation planning with the leadership team at Stokes Distributing. Sparkman Walker, President, Matt Mumme, VP of Sales and GM, and Chris Leonard, CFO, share their experiences, challenges and benefits they've seen since partnering with Volume x Profit (VxP). Key TopicsHow Stokes Distributing reduced finished product loss by 90% Best practices to implement a change in compensation plansHow Stokes uses data to make better business decisionsResourcesConnect with Matt Mumme, VP of Sales and GM: matthew.mumme@stokesdistributing.comContact Bud Dunn to learn more a...
2023-08-0834 minBeer Business FinanceDo This to Reduce Finished Product Loss by 50%...Distributors are always on the lookout for ways to reduce costs and increase sales. In today's podcast we talk with Bud Dunn from VxP, who shares a tool that you can use to reduce finished product loss by 50% or more, and increase gross profit per CE by 20 cents or more. Key TopicsVolume is good, profits are better, how to use VxP to increase bothHow to align sales rep incentives with overall growth of the businessHow to get suppliers involved with incentives and co-op dollarsResourcesLearn how to increase g...
2023-06-2945 minBeer Business FinanceNavigating the Bud Light Debacle: Turning Challenges into OpportunitiesToday we talk about navigating current market challenges and brand slumps with Bud Dunn from VxP. These days, beer wholesalers have a doozy of a "brand slump" with the Bud Light debacle. Bud and I talk about tactics and strategies that distributors can use to navigate the current chaos, and overcome future brand slumps when they occur. Key TopicsFactors that cause a brand slump, and what to do when it happensTactics, strategies and best practices to deal with a brand slump How to use VxP as a tool to identify market opp...
2023-05-2523 minBeer Business FinanceBreaking the Mold: Transforming Sales Teams in the Beer Distribution IndustryIn today's podcast we hear from VxP's Bud Dunn and Brad White. VxP is a tool that can help your beer business substantially improve gross profit. We dig in on this important question: Why are we afraid to show a gross profit to our sales reps? Basically, all other industries do it, why not beer wholesalers?Key TopicsMost common reasons why owners in the beer industry are hesitant to share gross profit information with their sales repsBeer company's that have successfully implemented a program to share gross profit information with its sa...
2023-03-2851 minBeer Business FinanceDistributor Sales Compensation StrategiesIn today's podcast we hear from Brad White from VxP Tech. Brad shares a proven and profitable compensation program for distributor sales teams.Topics covered:The key drivers of financial performance: Gross profit, volume and finished product lossHow to link these key drivers to sales compensationHow to automate compensation programs using technologyResourcesLearn more about VxP Listen to our first podcast with Brad: How to Pay Your Sales Team on Gross ProfitSign up for the finance newsletter for Beer Wholesalers
2022-09-0135 minBeer Business FinanceBeer Wholesalers: How to Pay your Sales Team on Gross ProfitWhat if you could pay your frontline sales reps based on what really matters to your business?In today's podcast, you'll learn how.Brad White from GP-Analytics joins us to explain how to use the VxP Compensation System to build a comp plan based on the key drivers of profitability in your beer business: Gross profit, volume and FPL (finished product loss). Key TopicsTraditional wholesaler compensation programsCommon problems with comp plans, and how to fix themHow the VxP Compensation System is differentThe key drivers of financial performance: Gross profit, v...
2022-04-1435 min
Podcast de Carlos GarciaRuego plenario de Jaime Coello (VxP) para aclarar la situación del colegio La VeraAquí compartimos el audio del ruego que el portavoz de VxP realiza para intentar que el Ayuntamiento y el Grupo de Gobierno den explicaciones sobre la situación en la que se encuentra el Colegio de Primaria de La Vera.
2012-10-1733 minPodcast de Carlos GarciaPortavoz de VxP explica en la SER donación a Bienestar SocialJaime Coello, portavoz de la asamblea de VxP, expica la decisión de la formación portuense de renunciar en 2012 a unos 10 mil euros aproximadamente de lo que le correspondería tanto al grupo municipal de VxP como a los concejales Yaiza González y Jaime Coello, para dedicar ese dinero a la partida de Ayudas a Familia del área de Bienestar Social
2012-05-2403 minPodcast de Carlos GarciaCadena SER: Entrevista con Jaime Coello, portavoz de VxP, sobre las restricciones de aguaPuchi Méndez en el Tajaraste de Radio Club entrevista a Jaime Coello, portavoz de VxP ante la restricción de agua potable en los Barrios de Las Dehesas, Taoro, Las Arenas y San Antonio. También intervienen Yolanda Barahona, portavoz de la empresa Aqualia, y el presidente de la asociación de vecinos de Las Dehesas, José Miguel Díaz.
2012-05-0811 minPodcast de Carlos GarciaEl portavoz de VxP defiende en el pleno nuestro voto en contra del Plan de Ajuste del Ayuntamiento de Puerto de la CruzJaime Coello explica en el pleno del Ayuntamiento el voto en contra de VxP al plan de ajuste. Las razones: se hace recaer de nuevo todo el peso de los recortes en los ciudadanos y en los trabajadores municipales. Su indefinición además deja las puertas abiertas a nuevos recortes en los próximos meses y años. Los responsables políticos no se dan por aludidos y no se aplican ningún tipo de recortes, perdiendo una oportunidad única de asumir su responsabilidad en la pésima gestión de los recursos públicos.
2012-04-0218 minPodcast de M G i MVxp-vxpVXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-VXP-
2011-09-1759 min