Today on the podcast we hear from Dan Lust, Beverage Industry Consultant with Pints, LLC.

Dan and I review the top challenges facing the industry and share data analytics, business planning, and performance measurement tactics for distributors and breweries. 

Summary

• Hot topics: Tariffs, pricing, and the importance of sales training
• Strategic growth planning tactics for breweries 
• Tools to make data-driven decisions
• Keys to brewery-wholesaler business relationships

Resources

• Connect with Dan at Pints, LLC
• Get the FREE beer wholesaler financial newsletter

Today on the podcast we talk all-things truck leasing with Jenn King, Field Sales Manager from Penske.

The lease vs. buy question is a big one when it comes to your truck fleet. 

Jenn gives us a high-level overview of how truck leasing works, what's included, and a tool to perform a cost analysis so you get the best scenario for your business. 

Key Points

• Lease vs. own analysis tool - how to make the best financial decision for fleet management
• How to remove risk, increase uptime, and improve budgeting for fleet costs
• Intangible benefits of full service leasing: DOT inspections, warranty work, safety services, substitute vehicles, and licensing of the fleet

Resources

• Connect with Jenn King at Penske to learn more, [email protected]
• Subscribe to the FREE beer business finance newsletter

In our beer wholesaler business we used a self-funded insurance plan to save millions of dollars over the cost of traditional fully funded health plan. 

In today's podcast, Erin Butler of BevCap Management will show you how to do the same in your beer business. 

Key Takeaways

• Wholesalers in the BevCap group save $640 per month, per employee compared to the average fully funded insurance premiums. This works out to a savings of $7,680 per year, per employee
• Example: Beer wholesaler A has 100 employees, saves $7,680 per employee = $768,000 savings...every year
• 65% of covered workers in the U.S. are in a self-funded plan
• Owners and CEOs take note: Managing your health insurance and achieving massive savings isn't just the job of HR, it's a leadership issue. Take the first step to learn more about captive insurance. Your income statement (and your employees) will thank you.

Resources

• Connect with Erin Butler to learn more about captive health insurance plans: [email protected]
• Get the free financial training newsletter from Beer Business Finance

Today on the podcast we hear from Bob Higgins of P3 Cost Analysts. Bob and his team specialize in identifying and reducing over-spending in your business.

We talk all things expense management, cost reduction strategies, and share ideas on how your wholesaler business can save money.

Highlights

• Bob's process for identifying and eliminating unnecessary expenses
• Biggest cost-saving opportunities that companies commonly overlook
• The most surprising savings P3 has been able to secure for clients
• Trends in business expenses today, and where breweries will need to focus their cost-saving efforts in the future

Resources

• Connect with Bob, [email protected]
• Get the free wholesaler financial training newsletter

Today on the podcast we hear from Dave Williams, the Analytics Czar from Bump Williams Consulting.

Dave provides a recap of 2024 beer industry data, trends, and insights. We also cover “Dave’s Top 7”. These are the hot topics that he's been hearing about recently in the beer business.

Key Points

• Growth in non-alcohol beer and ready-to-drink products
• On-premise results
• Health guidelines and the impact of tariffs
• Trends in cannabis and crossover brands

Resources

• Connect with Dave, [email protected]
• Sign up for the Beer Business Finance newsletter. Financial tips and tactics to build a stronger beer business, delivered straight to your inbox.

Today on the podcast we hear from Rebecca Maisel from Gulf Distributing. Rebecca is the Senior VP of Legal and Governmental Affairs and recently elected Chair of the National Beer Wholesalers Association. 

Rebecca and I talk about how to become a world class beer wholesaler, her vision for wholesalers to adapt, grow, protect, and invest, and how to continue to innovate in the beer distribution space.

Topic Summary

• Key focus areas for beer wholesalers in legal and governmental affairs
• Best practices for portfolio management
• Operations and technology initiatives implemented at Gulf Distributing 
• How to organize and streamline supplier contracts

Resources

• Connect with Rebecca, [email protected]
• Sign up for the free Beer Business Finance newsletter - Financial intel delivered straight to your email inbox

Today on the podcast NBWA's Chief Economist Lester Jones breaks down beer sales data from 2024 and provides an outlook for 2025. 

Key Points

• How did beer do in 2024? What is the data telling us? 
• Total beer sales / consumption
• On / Off premise trends
• Surprising trends and predictions for 2025
• Tariffs, inflation, and interest rates...what does it mean for beer sales in 2025?

Resources

• Connect with Lester Jones, [email protected]
• Get the free beer business finance newsletter

In today's podcast you'll get best practices, tools, and inspiration to build your 2025 beer wholesaler financial plan.

Topics Covered:

• Open Q&A: What is your BIG budget challenge right now?
• 3 Steps to take right now to build a great budget
• Budget prep outline template to keep you organized
• 6 Budget questions you need to answer
• Sample wholesaler budget templates - sales, GP, OPEX, etc.

​Key Takeaways

• How to overcome analysis paralysis in the budget process
• Tactics to consolidate multiple business entities
• Best practices to overcome the 'unknowns' of financial planning
• One wholesaler's process to achieve a 2-day financial close

Resources

If you need 1-on-1 help to create your best beer wholesaler budget ever, learn more about my financial coaching package. We'll work together to build your 2025 financial plan.

Today on the podcast we dive deep into the world of supplier incentives. What they are, how they work, and how to get alignment between these incentives and bottom line company goals.

Summary

• How supplier incentives fit into the bigger picture of compensation
• The ideal compensation mix: Base, commissions, PFP, and supplier incentives
• The complexity of managing different categories of supplier incentives: Volume, placements, facing, displays, etc.
• The potential for misalignment of incentives: Is the supplier incentive aligned with your wholesaler business goals?
• How VxP helps you calculate, measure, and manage supplier incentives 

Resources

• Connect with Bud Dunn to learn more about how VxP can help manage supplier incentives and sales compensation - [email protected]

Today on the podcast we hear from Sean McLaren and Adam Bush from OMAC Beverage Advisors.

OMAC has worked on hundreds of transactions in the beverage industry, and understand the unique considerations for these types of deals.

Sean and Adam share insights and analysis on the state of wholesaler consolidation, trends in valuation multiples, and best practices to make ready for a sale. 

Summary

• Multiples of EBITDA steadily rising from 7x-9x to 10x-15x
• Annual transactions remain consistent at 20-30/annually
• The main driver of business sales: Family dynamics

Resources

• Connect with Sean and Adam: [email protected], [email protected]
• Learn more about OMAC Beverage Advisors