Most distributors think they have a technology problem. Nine times out of ten? They actually have a people or process problem in disguise.

In this episode, Bud, Data Mike, and the Silver Fox himself, George, break down one of the most common operational traps in beverage distribution: assuming software is the solution… when the real fix is upstream.

We cover:

👉 The Three-Legged Stool: People, Process, Technology

Why all three must be aligned — and what happens when even one is off balance.

👉 The WIIFM Factor (What’s In It For Me?)

How behavioral psychology drives rep adoption, resistance, and performance.

👉 When Good Processes Become Villains

Why your once-great incentive program, audit process, or workflow may now be slowing you down — and how to unwind it.

👉 The Tech Trap

The uncomfortable truth: tech doesn’t fix a people problem, and it doesn’t cure a broken process. It just exposes both.

👉 Real Distributor Examples

• Backdoor audits and Finished Product Loss• Pricing accountability (including Bud’s infamous “I was the problem” story)• How reps shift instantly when they understand the WHY behind the work

👉 When Technology Does Unlock Performance

How guardrails, visibility, and real-time data can accelerate accountability — when the foundation is right.

👉 Bonus Segment: THC Legislation Shake-Up

We debrief the biggest federal hemp/THC news of the week: • The 0.4mg per container limit

• The Senate vote

• Why the industry got blindsided

• What distributors and THC suppliers must do next

• Why you need to be at the table, not on the menu

Why This Episode Matters

If you’re a distributor leader constantly fighting fires, feeling stuck, or wondering why new systems don’t “stick,” this episode gives you a roadmap to diagnose the real issue — and fix it before it becomes culture.

Links & Resources

Work with VXP: vxptech.com Apply for the Customer Success Lead role: vxptech.com/hiring Send us a question: [email protected]

Chapters

00:00 Introduction to People, Process, and Technology

03:56 Understanding the Three-Legged Stool

07:55 The Importance of Accountability

10:23 What's In It For Me?

14:35 Motivating Teams and Individual Contributions

16:44 The Balance of Technology and Process

20:40 Understanding the Technology Trap

24:31 Empowering Sales Teams with Technology

29:01 Diagnosing People and Process Challenges

33:16 Navigating Legislative Changes in the Hemp Industry

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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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