Focusing on
Volume with VXP
Volume remains a critical driver for beer distributors. While industry trends may point to selling fewer cases overall, focusing on volume is essential to maintaining operational efficiency, achieving top-line revenue growth, and supporting overall profitability. VXP’s built in capabilities allow a sales team to strike the perfect balance between volume and profit or revenue—a crucial factor for long-term
success.
Why Volume Matters
As a beer distributor, your operations depend on more than just sales figures. The physical logistics of filling trucks and distributing products across your market play a significant role in profitability. Volume ensures that these trucks are full, optimizing the cost efficiency of your operations. But volume isn’t just about hitting a target—it’s about driving meaningful outcomes.
VXP integrates volume as a component of your sales reps’ focus, but it doesn’t stop there. The VXP system encourages reps to think beyond simply achieving a volume number. Instead, we foster behaviors that enhance the rate of sale, velocity, and rebuy rates for individual SKUs in their territories.
“VXP delivers results. Their data-driven approach has optimized our compensation plans
and empowered our leadership team. They’ve been key in helping us navigate market
challenges and drive profitability.”
Mark Kiernan
President, Calumet Breweries
How VXP Enabled Reps Drive Volume
With VXP, sales reps are empowered to:
INFLUENCE FIELD-LEVEL MARKETING
- Build volume creating displays.
- Add incremental placements.
- Boost sell-through rates with store specific creative marketing.
ENHANCE SKU TURN RATES
By focusing on velocity and sell-through rates, VXP encourages reps to maximize sales volume while maintaining product availability and relevance.
COLLABORATE ON VOLUME AND PROFITS
VXP teaches reps how volume and profitability work hand-in-hand. For example:
- Selling more volume of lower-profit items can still boost overall profits by leveraging operational efficiency.
- Selling high-profit items in greater volumes amplifies profitability even further.
By integrating these strategies, VXP shifts the focus from simply hitting volume targets to driving strategic growth.
A Balanced Focus:
Volume and Profit
Many distributors struggle to communicate the importance of balancing volume and profit. If you’re here, you might be facing challenges in evolving your team’s language and approach. Focusing solely on volume can lead to misguided focus and inefficiencies, while focusing only on dollars can leave opportunities on the table.
VXP bridges this gap by aligning volume with top-line revenue and gross profit. By using our tools and insights, your team will learn to:
- Target both volume and profitability with precision.
- Understand how every case sold impacts the business’s financial health.
- Achieve consistent and reliable results by balancing these levers effectively.
Ready to Transform
Your Sales Approach?
VXP isn’t just a tool; it’s a comprehensive solution for reshaping how your team views volume and profit.
It’s time to move toward a world where volume and profit collaborate seamlessly. Contact us to learn more.