Finished Product Loss (FPL) is an unavoidable reality in beer distribution, but how much of it is truly unavoidable? In this episode of Tapped In Sales, Bud and Mikey break down the key drivers behind FPL, from breakage and out-of-code returns to inefficient tracking processes. They share real-world insights on how wholesalers can tighten up their operations, reduce waste, and ultimately protect their profitability.

From best practices for tracking and accountability to the hidden costs of returning beer, this episode is packed with actionable strategies for sales reps, operations managers, and distributor leadership. Plus, hear Mikey’s take on Irish dancing, St. Patrick’s Day celebrations, and why you should really pay attention to what's coming back on your trucks.

What You'll Learn in This Episode:

🍀 The key reason codes you should be tracking in both the warehouse and trade

🍀 How to implement an effective check-in process for returned product

🍀 Why close-to-code beer matters more than most distributors realize

🍀 The role of sales reps in managing FPL—and how to hold them accountable

🍀 How poor inventory management can silently crush your margins

🍀 St. Patrick’s Day traditions at the Hall household (yes, there’s corned beef and dancing involved)

Why This Matters:Most distributors track FPL, but few actually use that data to drive change. If you're looking to cut unnecessary costs and create a more efficient operation, this episode will give you the playbook to get started.

Chapters

00:00 Celebrating St. Patrick's Day Traditions

04:44 Understanding Finished Product Loss (FPL)

12:51 Best Practices for Product Returns

16:24 Human Element in FPL Management

24:46 Understanding Close to Code Products

27:03 The Importance of Tracking Breakage

29:05 Warehouse Reason Codes and Their Impact

31:15 Forecasting and Order Management

35:19 Tariffs Update

38:30 Celebrating St. Patrick's Day and Closing Thoughts

41:05 New Chapter

===============

YouTube: Watch on YouTube: Tapped In Sales Spotify Podcast: Listen & Watch on Spotify Podcasts Tapped In Sales

Apple Podcasts: Listen on Apple Podcast Tapped In Sales

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!