Sales compensation has always been a critical component in driving sales and business growth. When executed correctly, it can result in significant improvements in team motivation, sales results, and operational efficiency. On a recent podcast, we delved deep into the transformative journey of Stokes Distributing and their experiences in sales compensation planning.
Beverage Distribution
Podcast: Do This to Reduce Finished Product Loss by 50%
Bud Dunn recently talked with Kary Shumway from Beer Business Finance on using VXP to help distributors reduce finished product loss and increase gross profit.
Bud shared how VXP can effectively reduce finished product loss by 50% or more, while simultaneously increasing gross profit per CE by 20 cents or more.
A Better Use of Co-op Supplier Incentive Dollars
In the beverage distribution industry, co-op dollars are often used to fund sales rep incentives in order to promote and sell the brewery’s products. However, I wonder if this is the best use of brewery and distributor time and money.
While co-op incentives can be an effective way to drive sales and promote products, I believe it is worth considering alternative approaches that could help to build a more collaborative and mutually beneficial relationship between distributors and suppliers.
Strategies for Beer Distributors to Master Market Shifts
In the dynamic world of beer distribution, market trends can shift rapidly. External factors, such as changes in consumer preferences, economic fluctuations, and even unexpected news coverage can impact a brand’s popularity overnight.
This guide explores how to navigate these shifting landscapes effectively, offering insights on mitigating the impact of a brand slump and capitalizing on a competitor’s downturn.
Designing an Effective Sales Incentive Structure in the Beverage Distribution Industry
By carefully considering the unique challenges and opportunities presented by the beverage distribution industry, it is possible to design an effective incentive structure that motivates salespeople to achieve the desired outcomes while also aligning with the goals and objectives of the organization.
Easy Placements vs the Right Placements
This post shows the potential downsides of some incentivized placement methods and how the VXP system can be a powerful tool for companies looking to drive sales and growth in a long-term sustainable and profitable way.
By focusing sales reps on key metrics and incentivizing them to make strategic decisions, the VXP system helps companies achieve results that are truly transformative.
Podcast: Brad White on Beer Business Finance
Brad White recently talked with Kary Shumway from Beer Business Finance on Distributor Sales Compensation Strategies. Highlights of the discussion include Click here to listen to the podcast on the Beer Business Finance website.
The Real Costs of Supplier Incentives and Expiring Product
When sales reps are focused on meeting targets, they may be more likely to place products in stores without considering their rate of sale vs the expiration dates or whether the product is a good fit for the store and its customers. This can result in products expiring or being returned, causing lost profits and additional costs for handling and transporting returned products.
Not All Cases Are Equal — Why Salespeople Need to Focus on Your Most Profitable Products
With the number of products available, teling your salespeople what to focus on is getting harder and harder. How do you as a leader guide your team to sell the best products for the business? In the beverage business, we have had a doubling of SKUs that has resulted in the halving of our turn […]
Being Disruptive: How to Push Your Team to Star Performance
“Changing sales systems? It’s going to be too disruptive to my business” I want you to think about incentivizing your company in a way that aligns with how your operation makes money. You feel like your sales reps are comfortable, happy, and you don’t want to upset the apple cart in this tight labor market. […]