In this episode of Tapped In Sales, Bud and Mikey switch things up with a special guest from the world of wine. Chris Ireland, founder of Ireland Family Wine & Spirits, joins us to share some serious insights on what he calls “Supplier Math 101.” If you’ve ever wondered how wine suppliers approach goal-setting, profitability, and market strategy with a clearer plan, this is the episode for you.

Chris brings us into his world, where years in the wine industry and a background in economics have given him a unique take on aligning suppliers and distributors for real results. He breaks down the exact numbers and strategies he uses to measure—and achieve—success. We get into everything from how many presentations convert to placements, to how a solid plan can help close those sales gaps you didn’t know how to tackle.

But it’s not all about the numbers; Chris dives into the importance of a strategic partnership between suppliers and distributors. He talks about trust, truth, and the real value of a “systems” approach. Expect to walk away with actionable insights on building relationships that go beyond just selling cases, as well as fresh strategies you can take to your next distributor meeting.

Key Takeaways:

📊 Supplier Math 101: Chris breaks down his systematic approach to tracking placements, conversions, and realistic market potential.

🔗 Bridging the Gap: Learn how a structured strategy can help make up those extra cases and drive real growth.

🤝 Building Trust Through Numbers: Discover why understanding a distributor’s business and aligning on goals is essential to making these partnerships thrive.

🛠️ Systems > Goals: The difference between setting high-level targets and having a real, repeatable strategy for consistent execution.

Tune in for a deep dive into supplier strategy, practical sales tips, and why clear communication is the missing piece to long-term profitability. Whether you’re on the wine or beer side, there’s something here for everyone aiming to master the market.

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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!

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