VXP

Smarter Analytics For More Profitable Results

Tapped In Podcast Sales and Strategy for beer distributors

Tapped In – the podcast for Beverage Distributors that want to empower their sales team to drive business results

Hosted by Bud Dunn and Mike Hall of VXP

Tapped In Podcast is the ultimate resource on topics of interest to Sales Teams in the beverage distribution industry

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Episodes

This 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 really move cases, or is it just a shiny distraction? Plus: The rise of guiltless pleasures and the NA boom (including a phony Negroni) Lifestyle brands and the surprising return of... Hulk Hogan? A callout to every sales team: your taste doesn’t matter, the customer’s does. 🧠 This one’s part fun, part forecast, and all beer biz. Tune in as Bud, Mike, and Ross break down what’s trending, what’s working, and what might be headed for the fire sale pile. Chapters 00:00 Introduction and Weekend Stories 04:34 Warren Buffett's Investment in Constellation Brands 13:00 Industry Check-In: Q1 Performance and Future Outlook 18:24 Busch Light Apple: Marketing Success and Consumer Response 23:26 Betting on Beer: Predictions and Consumer Trends 31:10 Miller Lite's 50th Anniversary: Celebrating with a New Campaign 40:12 Hulk Hogan and Hooters: A New Era for an Iconic Brand 41:01 Driving Success: The Importance of Simplicity in Business =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 =============== Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Buffett Bets, Busch Light Apple Is Back, Miller Lite Goes Gold
Non-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. We get into: 🍺 Why non-alc beer isn’t just a trend – and how it’s different from seltzers, teas, and RTDs 📈 How Go Brewing builds pull, not just placements – and why reps need more than just “one NA on the menu” 💡 On-premise strategies that boost check size – including the power of trial, coasters, and guiltless pleasure 🧠 What “moderation engineering” means – and how it's reshaping the consumer drinking experience 🔁 How NA, D9, and functional drinks can live in the same truck – and create real ROI across categories 📊 Why distributors should be thinking about variety, velocity, and value – not just slotting fees 📦 The DTC edge – and how Go uses real customer data to inform wholesale moves Plus, we drop a few throwback stories from the Atlas Sales days, make fun of each other’s podcast backdrops, and tee up a future episode on Easy Man, Go Brewing’s new Delta-9 line that’s built for beer drinkers. Chapters 00:00 Introduction of Guests and Podcast Format 02:55 The Rise of Non-Alcoholic Beer 03:44 Go Brewing's Journey and Philosophy 07:18 Expansion and Market Strategy 10:03 Distributor Relationships and Challenges 15:08 Consumer Trends and Market Opportunities 20:16 Innovative Marketing and Consumer Engagement 25:19 The Future of Non-Alcoholic Beverages 27:30 Comparing NA Beer to Other Beverage Trends 36:04 Sales Strategies for Non-Alcoholic Beer 38:50 Maximizing Guest Experience and Revenue 41:21 Understanding Retailer Motivations 43:54 The Importance of NA Offerings 45:19 Innovative Sampling Strategies 47:20 Introducing Easy Man: A New Beverage Category 49:41 Distributor Insights and Future Strategies 57:01 Innovation in the Beverage Industry 01:03:22 Closing Thoughts and Future Directions If you’re thinking about your next 5 years—not just your next 5 PODs—this is an episode worth your time. 🔗 Learn more: https://gobrewing.com/ https://drinkeasyman.com/ =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 =============== Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Go Brewing’s Matt Steinke on the Rise of Non-Alc and What’s Next
In 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, sparkling water, and juice — not just beer 🚫 The case against shadow commissions (and what actually drives results) 🌱 Why culture change — not just pay change — is the real key to NA growth 📈 What the 5x GP buyout in the First Form contract signals for distributor strategy Whether you’re a sales rep looking to hit your goals or a distributor leader rethinking compensation and focus, this episode will challenge the way you approach cooler doors and supplier partnerships. “Got a story like Sam’s? Email us at info@vxptech.com and we might feature it on a future episode!” Chapters 00:00 Intro 02:11 Reworking the Cooler: A Sales Strategy 05:16 Maximizing Non-Alcoholic Sales Opportunities 08:17 Creativity in Sales: Finding New Opportunities 12:10 The Math Behind Non-Alcoholic Beverages 14:23 Changing Demographics and Loyalty in Sales 17:00 The Loyalty Culture in Distribution 23:41 Cultural Differences Between Suppliers and Distributors 24:45 Shadow Commissions and Their Impact 26:32 Aligning Incentives for Sales Reps 34:34 Optimizing Space and Relationships with Retailers 38:25 Economic Changes in Distributor Agreements =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 =============== Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Rewriting the NA Playbook: Coolers, Culture, and Creativity
What 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 sales strategy. 📘 What You’ll Learn: 💰 Why GP per CE over Margin % – Discover why focusing on gross profit dollars beats chasing margin percentages. 📉 The Pitfalls of Margin Math – How margin % can mislead product decisions and hurt your bottom line. 📊 Real-Life Supplier Tactics – Hear how Bud and Ross used GP data to renegotiate deals (and walk away with more 💵). 🎯 Shifting Sales Rep Behavior – Learn how focusing on profit per case changes what your team pushes in the market. 🚚 Delivered Models: A Slippery Slope? – Unpack the risks of flat-fee liquor deals and what they mean for the future. Quotes to Remember: "You can’t spend a margin percentage." "Don’t bring me a TV. Bring me better GP per CE." Whether you're a sales leader, supplier, or distributor exec, this episode will challenge how you look at your numbers—and may just make you a few bucks. Chapters 00:00 Introduction to GP Margin and GP/CE what's the difference 03:16 The Importance of GP per CE 06:20 Supplier Relationships and Data-Driven Decisions 09:34 Case Studies: Fireball and Good2Grow 12:25 The Role of Incentives in Sales 19:18 Effort to Return Ratio in Sales 24:12 Understanding Product Margins and Sales Dynamics 26:46 The Impact of Delivery Models on Distribution 30:56 Long-term Risks of Flat Delivery Models 35:01 Negotiating with Suppliers for Better Margins =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 =============== Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
The GP per CE Gospel: Why Dollars Beat Percentages
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 the answer 🧹 The hidden costs of SKU creep (and what it’s really doing to your margins) 🥤 Smart ways to add new categories like RTDs, NA, and even non-beverage items ✂️ When to prune your portfolio (and how to do it without creating chaos) 🏆 How frontline sales behavior actually picks winners and losers 🧾 The dangers of delivery model pricing (and why distributors must stay vigilant) 📚 Lessons from real-world SKU audits, supplier negotiations, and brand pivots 💡 Key Takeaways: 🔄 Evolve your portfolio every year — or risk falling behind 💰 Focus on profit per case, not just case counts 👂 Stay ahead of trends by listening to your reps and retailers 🗣️ Be honest with suppliers before things spiral 🛡️ Know your strengths — and know when to say no 🎉 Plus: 🚗 Mike’s wild road trip through Utah (and a deep dive into some crazy liquor laws) 🧴 Why lotion might be the next big product launch for distributors (…you had to be there 😂) Chapters 00:00 Introduction 00:44 Mike's Trip and Utah's Unique Alcohol Laws 05:28 Listener Question: Growing vs. Reducing Suppliers 17:28 Navigating Market Trends and Product Choices 20:45 Supplier-Distributor Relationships and Market Intelligence 23:00 Portfolio Management and SKU Rationalization 27:19 Dynamic Strategies for Brand Building 32:21 Exploring Non-Beverage Opportunities 34:31 Profitability and Operational Efficiency 39:04 The Future of Supplier Relationships and Market Strategies 🎧 Listen now — and if you enjoy the episode, share it with a friend, subscribe, and leave us a quick review. It helps more beer distributors tap into smarter growth strategies! 📩 Got a listener question? Email us at info@vxptech.com =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Portfolio Management 101: More Brands, More Problems?
What 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 there's also a lotion crisis, itchy legs, and a misidentified beer rep named Bill. If you’ve ever wondered why variable pay feels so risky—or how to get your team aligned on upside—this one’s for you. 💡 What You’ll Learn: 🔓 Why most people fear variable pay—and how to flip that mindset 💸 What happens when you take base pay off the table (real-world story!) 📉 How inflation and margin compression are quietly breaking old comp models 🏆 Why giving team leads “skin in the game” changes everything 📊 How mix shift—not more volume—can unlock profit growth 📉 Why your reps don’t want that promotion (and how to fix it) 🧠 The psychology of loss aversion and why it holds leaders back 🔥 How variable pay can be a tool for motivation and transformation Chapters 00:00 Introduction 03:53 Mike's Travel Adventures and Bed Bug Fears 15:14 Transitioning to Variable Pay: Mike's Experience 23:35 Economic Trends Impacting Sales Motivation 27:51 Challenges in Profitability and Cost Management 29:35 Aligning Team Goals with Company Success 31:27 Strategies for Margin and Mix Shifts 33:56 Creating a Positive Work Culture 42:06 Sustainability and Future Growth in the Industry =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Don’t Touch My Base The Psychology of Variable Pay
The 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 paid to 📦 The ROI test suppliers should pass before asking for placements 🔄 How smart reps (and retailers) respond to poor program design 📊 And why we believe the frontline deserves better data, not more direction We’ve all worked in this system. Now we’re just trying to fix it. 🧠 Key Takeaways: 🧩 Reps are smart — they’re optimizing against the maze you built 🏢 The average distributor went from 5 suppliers to 50+ — top-down no longer works 💸 Bad incentives teach bad habits (just ask JCPenney) 📈 Every program should start with one question: what’s the ROI for everyone involved? Chapters 00:00 Introduction 01:54 Celebrating One Year of the Podcast 04:32 Ross Ackermann's Background and VXP Introduction 06:47 Drinking the Kool-Aid 10:30 Economic Perspectives and Industry Trends 21:40 The Importance of Flexibility in Business 27:33 Navigating Incentives and Market Dynamics 32:28 ROI Conversations and Effective Strategies 38:09 Empowering Sales Reps for Better Decisions =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Drinking the Kool-Aid vs. Command-and-Control, and the Return of Ross
In 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 and import suppliers 📉 Why focusing on aggregate GP matters more than chasing volume 🧠 The psychology of loss aversion in sales teams and how to reframe the story 🥡 Plus: pizza in a suitcase, Shake Shack diplomacy, and the case for a “three-beer beer” Whether you’re playing defense after a tough month or figuring out how to grow profit per CE, Bud and Mike offer a grounded take on what’s working right now—and what to keep your eyes on. Chapters 00:00 Introduction and Setting the Scene 06:22 Market Trends and Challenges in the Beer Industry 11:22 The Impact of Delta 9 THC on Beer Consumption 17:01 Regulatory Developments in Florida's Delta 9 Market 23:20 Tariffs and Their Effects on the Beer Industry =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
Play the Ball Where It Lies Delta 9, Tariffs, & Distributor Tactics
In 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. You’ll hear: 📸 Real-world rep wins from Dana Distributing and others who went big on high-GP plays 🧠 A breakdown of why autonomy works — and how to unlock it in your team 🍀 Seasonal creativity in action: Guinness, Jameson, and NA displays done right 📦 The silent hand of incentives: How the right systems make the right things happen, even when you're not in the room 🏛️ Industry news: Teamsters push for tariffs, and Dollar Tree offloads Family Dollar — what it means for distributors 🏀 A little March Madness, because of course 🔥 New Segment Alert: We're featuring real sales rep success stories from the market. Got something cool you or your team did in the field? Snap a photo, share a quick story, and send it to us at info@vxptech.com. You just might hear it on the next episode. 🔗 Mentioned in This Episode: Drive by Daniel Pink (Mastery, Autonomy, Purpose framework) Adam Smith’s “Invisible Hand” theory — reimagined as “Silent Hand” sales incentives Previous episode: Incentives vs. Entitlements (recommended follow-up listen) 🧠 Takeaways: Autonomy isn’t just a buzzword — it’s a business strategy. When sales reps understand GP, have the tools to see opportunity, and feel ownership of their decisions, results follow. 🎧 Listen now wherever you get your podcasts — and if you're enjoying Tapped In, please subscribe, review, and share with your crew in the trade. Chapters 00:00 March Madness and Oberon Day Celebrations 04:20 The Importance of Autonomy in Sales 09:34 Creative Sales Strategies and Displays 13:51 Empowering Sales Reps for Success 18:59 Industry News: Tariffs and Retail Changes =============== YouTube: http://www.youtube.com/@TappedInBeveragePodcast Spotify Podcast: https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9 Apple Podcasts: https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206 Connect with Us: Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world. About Tapped In Sales: Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement. This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case. Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach! If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!
When Reps Take the Wheel Autonomy in Action
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