Everyone in beer distribution knows the “easy” numbers: cases sold, revenue, stops per hour. They’re clean, simple, and right there in your RAS. But here’s the truth — those metrics don’t always make you money.

In this episode, Bud, Ross, and Mike dig into the messier side of measurement: Gross Profit per Case Equivalent (GP/CE). We unpack why revenue alone can trick you, how different package sizes (six barrels vs. half barrels, 18-packs vs. 30-packs) quietly shift your bottom line, and how reps who learn to “see the matrix” with GP/CE end up making more money.

We also get into:

📦 Why tracking only volume rewards the wrong behavior🍺 The keg debate: why six barrels often beat half barrels for distributors and retailers

🏪 How small tweaks on the floor (like stacking 18s next to 30s) drive incremental profit

💵 Why revenue-only metrics fall into dollar volume traps

📉 The industry headwinds of declining drinking rates — and how to adapt without chasing empty volume

🤯 “Quiet Cracking”: the new workplace disengagement trend and what it means for sales teams

It’s not always black-and-white math, but if you can learn to live in the nuance, you’ll find the dollars hiding in plain sight.

🎧 Subscribe to Tapped In Sales on Spotify, Apple Podcasts, or YouTube.

👉 Got a question for the crew? Drop us a note at [email protected].

Chapters

00:00 Introduction and Overview

01:23 Exploring Profitability Metrics

09:35 The Case for Six Barrels Over Half Barrels

15:11 Profitability Metrics in Distribution

20:34 Adapting to Changing Consumer Behaviors

31:00 Navigating Industry Headwinds

36:15 Workplace Satisfaction and Engagement

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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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