Bud, Mike, and Ross dig into the real consequences of mid-month goal changes and stretch targets that were never meant to be hit. It’s more than just bad math—it’s bad leadership. And it’s killing momentum inside sales teams.
Beverage Distribution
Rethinking NA Strategy: How to Move Non-Alcohol from Afterthought to Growth Engine
As consumer tastes shift and traditional beers struggle, many beer distributors are looking to non-alcoholic (NA) products as a path forward. But this shift isn’t just about adding SKUs—it’s about rethinking merchandising strategy, internal culture and how we reward reps.
Cut Finished Product Loss by 50%: How to Track FPL and Take Action
Finished Product Loss (FPL) is often seen as an unavoidable cost of doing business in beer distribution. However, distributors who commit to clear tracking and better accountability often see a 50%+ reduction in FPL within 12 months.
Driving Profit with Purpose: How DLJ Distributing Transformed Sales with VXP
Less Effort, More Money. Joe Marcantel reported “We’d spend a full week every month figuring out our PFP sheet. With VXP? It’s an hour on a Zoom call.” Tune in to see how DLJ flipped their sales strategy from distribution-focused to revenue-driven sales.
How to Make Your PFP a Guaranteed Monthly Bonus
Bud and Mike discuss how Performance-based pay (PFP) can turn from a motivator into an entitlement, and how to shake up incentive structures to re-engage your sales team.
Handling Price Increases with Strategy
Navigating price increases can be one of the toughest challenges for beverage distributors. On a recent episode of the Tapped In Sales podcast, Bud and Mikey broke down the best ways to handle price increases from a profitability standpoint including limiting bridge buying, synchronizing increases across suppliers, and maintaining strong customer relationships.
Rethinking Annual Business Planning (ABP)
As the industry enters Annual Business Planning (ABP) season, the often tedious task of aligning supplier expectations with distributor realities is upon us. In this episode of Tapped In Sales, Bud and Mikey dive into how to approach these meetings with a fresh perspective—focusing on aligning goals that lead to mutual success rather than inevitable frustration.
Introducing the Tapped In Sales Podcast
Welcome to the Tapped In Sales podcast, your ultimate resource for all things related to beverage distribution sales. This podcast is designed to empower sales teams, offer insightful industry knowledge, and provide practical advice to help you navigate the ever-evolving landscape of beverage distribution.
Selling Smarter with Scheppers Distributing
Joe Priesmeyer, President of Scheppers Distributing,talks about the team’s shift in mindset with the help of VXP. “I see our employees asking the right questions, focusing on both volume and profits, and genuinely understanding the impact of their choices. It’s incredible to witness our team excitedly discussing strategies to enhance GP across different accounts, recognizing the importance of each decision”.
The Zara-Inspired Decision-Making System for Beer Distributors
Beer distributors can leverage AI-driven insights and quick, data-backed decisions similar to those used by fast fashion retailer Zara. Read how to use VXP to optimize your operations and stay ahead of competitors.
The Moneyball Strategy: Boosting Beer Sales with Data-Driven Tactics
On this podcast with Kary Shumway from Beer Business Finance, I broke down how beer distributors can harness the power of the Moneyball methodology of relying on data-driven decision-making to elevate their sales.
Transforming Sales Teams in the Beverage Industry
In the beverage industry, it is common for sales teams to take a short-term thinking approach to retailers’ businesses.
However, distributors can foster a more sustainable and successful sales approach by teaching salespeople to think differently about their role and how they can add value to their clients’ businesses.