This isn’t a finance lesson. It’s a psychology playbook. Compensation hits people in the gut. That’s why Episode 53 of Tapped In Sales is all about what really happens when you move from guaranteed salary to variable pay.
Resources
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.
Lift Your Head Up: Beer Trends & Consumer Shifts with Lester Jones from NBWA
From the rise of the “omni-bibulous” consumer (who drinks across categories) to the impact of cannabis and migration trends, this episode breaks down key insights that distributors can use to refine their strategies.
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.
Inside the BBD Beer Summit 2025: Key Takeaways and Industry Insights
The Tapped In Sales podcast is back with an in-depth recap of the 2025 Beer Business Daily Beer Summit and Wine & Spirits Summit. Bud and Mikey break down the most impactful moments including actionable insights, industry-shaping trends, and bold predictions and what they mean for beer distributors navigating an ever-evolving market.
VXP Annual Letter
As another year wraps up, the team at VXP is reflecting on a year of watching the distribution industry shift and change. From our vantage point as sales partners, we have the opportunity to observe and contribute to the way that dozens of different wholesalers operate.
This letter isn’t just a recap; it’s a conversation starter about where we’re heading and what’s possible for all of us in the year ahead.
Why Beer Distributors Should Embrace THC Drinks
The world of beverages is evolving, and a new contender is shaking up the market: THC drinks. With projections that the cannabis industry could surpass alcohol, it’s no surprise that THC beverages are making waves. At VXP, we’re diving deep into what this means for beer distributors and why this category represents a massive opportunity for growth and innovation.
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”.