If you're trying to grow gross profit per case equivalent (GP/CE)... try doing the opposite of everything we talk about in this episode.

Bud, Ross, and Mike flip the script in this Charlie Munger-inspired inversion episode by asking:What are the fastest ways to destroy your gross profit?

From discount madness to floor stack disasters, this episode is a deep dive into the behaviors, habits, and decisions that quietly (or not so quietly) crush profitability for distributors.

We cover:

🚫 Why not tracking GP/CE lets reps and suppliers run the show

🧨 How bundle discounts and bridge buying destroy the bottom line

📉 The invisible impact of middle managers who aren’t aligned

🧠 Why sales culture—not just strategy—is your biggest lever

🧊 Real-world stories: from 53-foot trailers of FPL to high-margin products buried in coolers

Plus: rosé in Italy, roundabout trauma, and the surprising consistency advantage of RTDs.

Chapters

00:00 Discounting Strategies and Their Impact

01:36 Understanding Gross Profit and Its Importance

04:26 The Role of Volume and Profitability

07:21 Managing Floor Space and Product Allocation

10:23 Case Study: Calumet's Transformation

15:58 Maximizing Profitability in Sales

19:35 The Role of Middle Management

25:58 Understanding Discounts and Pricing Strategies

27:06 Market Trends and Consumer Behavior

42:12 Industry News and Recalls

📬 Got a question you want us to tackle? Email us at [email protected] or DM us on LinkedIn.

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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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