Change is constant in sales — but getting it to actually stick is a different story. Too often, new initiatives feel like top-down mandates: PowerPoints, forced training, and rolled-out processes that never take root.

In this episode, Bud is joined by Ross, Mike, and George to unpack how real change takes hold inside sales teams. The crew digs into what separates short-lived initiatives from transformations that last, and why trust is the true currency of change.

What we cover in this conversation:

🔑 Why trust is the foundation for any meaningful change

🪞 The role of transparency in turning skepticism into buy-in

🧑‍🤝‍🧑 How middle management acts as translators and torchbearers for new initiatives

📈 The adoption curve — and why early adopters pull the rest of the team forward

⚠️ Common pitfalls leaders face when they try to push change too fast or without the right champions

💬 Tactics for building feedback loops that actually surface the truth

Whether you’re leading a sales team through a pay plan shift, rolling out new technology, or tackling big structural changes, this episode gives you the mindset and tools to make change stick.

Chapters

00:00 Trust as a Foundation for Change

02:50 Transparency in Organizational Change

07:40 Building Trust in Leadership

09:56 The Importance of Transparency

13:03 Generational Shifts in the Workforce

15:45 Engaging Teams in Change

18:24 The Adoption Curve of Change

22:41 AI Adoption and Organizational Change

27:05 The Role of Middle Management

31:12 Feedback Loops in Change Management

37:30 Common Pitfalls in Implementing Change

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

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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!

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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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!

Changing a sales compensation plan is one of the fastest ways to create tension inside your organization — and one of the fastest ways to lose momentum if you get it wrong.

In this episode, Bud, Ross, and Mike break down six common mistakes that can sabotage your team’s transition to a new pay plan. These are the real-world blunders we’ve seen in the field — and yes, sometimes made ourselves — along with the fixes that actually work.

We cover:

🚫 Skipping training — why it kills adoption before it starts

🧮 Overcomplicating the math — and sending reps straight to “I don’t care” mode

💸 Failing to show the money early — and losing buy-in before momentum builds

🤔 Ignoring the skeptics — and letting them run the narrative

🗓 Treating rollout as a one-and-done — instead of an ongoing campaign

🧩 Leaving middle management out — and missing your most important allies

Along the way, we share real client stories (the wins and the faceplants), talk about the psychology behind pay plan adoption, and give you tactical ways to roll out changes with confidence.

Whether you’re gearing up for a new plan or just tweaking incentives mid-year, this episode will help you sidestep the potholes and keep your sales team engaged, aligned, and ready to win.

Listen in to learn how to avoid wrecking your own rollout — and set your team up for a smooth, successful transition.

Chapters

00:00 Transitioning to New Pay Plans

11:17 Understanding Compensation Structures

14:20 Addressing Skepticism in Organizations

16:23 The Importance of Communication in Compensation Changes

19:37 Confidence in Leadership During Transitions

23:44 Real-World Examples of Compensation Challenges

31:57 The Role of Middle Management in Change

35:44 Industry Trends and Innovations

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

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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!

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.

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

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!

What happens when a small-share wholesaler stops chasing volume alone and starts focusing on what really matters — gross profit? In this episode, Bud and Data Mike sit down with the leadership team at Calumet Breweries — CEO Mark Kiernan, GM Dan Guzek, and Sales Manager Mike Hagerty — to unpack how they evolved from a traditional volume-first mindset to a smarter, more strategic volume × profit model.

Operating in a tough, competitive market, Calumet didn’t get bigger — they got sharper. From aligning compensation with gross profit, to empowering team leads, to launching RTD brands without dangling incentives, they’ve built a playbook for winning on execution, not size.

💡 In This Episode, You’ll Learn:

📊 How Calumet transitioned from a volume-only focus to a smarter volume × profit model

🔥 What it takes to build a hustle-driven, high-performance culture with a lean team

💬 How to get reps asking, “What’s the GP on that?” — and why that question changes behavior

🧠 Why sharing gross profit visibility with reps and team leads improved decision-making

🚫 How they launched competitive RTD brands without dangling incentives or one-off spiffs

🎯 The impact of team lead involvement in compensation planning and execution

🤝 How supplier relationships changed when profitability became part of the conversation

🧠 Key Quotes:

“When you're successful here, you can be successful anywhere.” – Mike Hagerty “The team stopped asking about volume and started asking, ‘What’s the GP on that?’” – Dan Guzek “That 150-case display might not be on an incentive sheet, but it pays out big when you understand the GP math.” – Mark Kiernan

👥 Who Should Listen:

🏢 Distributor owners and senior leaders looking to improve execution without increasing headcount

📈 Sales managers and team leads trying to align comp plans with long-term business goals

🧰 Supplier reps launching RTDs, innovation brands, or fighting for shelf space

🧭 Operations leaders focused on efficiency, margin, and retail execution

💸 Teams stuck in volume-only thinking looking to unlock profitable growth

🔄 Anyone transitioning from commissions to performance-based pay and culture

Chapters

00:00 Meet the Calumet Breweries Team

01:23 The Journey of Calumet Breweries

07:15 Transitioning to a Profit Mindset

17:43 Launching RTD Brands Successfully

27:37 Supplier Relationships and Market Dynamics

37:40 Cultural Shifts and Team Engagement
🛠️ Resources & Links:

VXP Sales Strategy Platform – https://vxptech.comReach out to the Calumet team or learn more: [email protected]

🔔 Subscribe & Stay Tapped In:

Follow Tapped In Sales on Spotify, Apple Podcasts, or wherever you get your fix. Leave a review, share with your team, and let us know what you want to hear next.

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

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.

If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!

Pay transparency isn’t just a feel-good idea—it’s a strategic lever.

In this episode, Bud, Mike, and Ross dig into one of the most game-changing (and sometimes uncomfortable) topics in sales compensation: transparency. From personal stories to real-world distributor examples, the crew breaks down what happens when sales reps can finally see what their peers earn—and how that visibility transforms performance, learning, and culture.

You’ll hear:

💸 Why most reps don’t actually understand how they get paid

😬 The common myths and fears around sharing pay info

🔥 How transparency fuels competition, peer learning, and accountability

⚖️ The difference between equal pay and fair pay

🚀 How leaders can use visibility to drive adoption of new pay plans

🛑 Where to draw the line between useful transparency and unnecessary exposure

Whether you're building a new comp plan or trying to re-engage a veteran team, this episode gives you the playbook—and a few laughs along the way (yes, it involves pigeons 🐦 and Remy from Ratatouille).

Chapters

00:00 Disney Adventures and Remy the Chef

02:51 Culinary Experiences and Pigeon Dishes

03:54 The Importance of Pay Transparency

09:00 Understanding Pay Structures and Assumptions

11:47 Financial Education and Company Profitability

14:53 Cultural Impact of Transparency in the Workplace

15:24 Generational Shifts in Sales Expectations

21:50 The Importance of Transparency in Compensation

26:03 Balancing Fairness and Opportunity in Pay Structures

33:11 Impact vs. Size: Rethinking Sales Strategies

37:55 Navigating Industry Challenges and Opportunities

Mentioned in this episode:

Distributor Productivity Summit – July 24  //  10:00 – 2:30 CST

This virtual seminar is mainly for operations managers and distributor principals. However, sales, administration, HR, and other distributor industry professionals will also come away with the knowledge to help make decisions based on best practices to navigate your company’s future.

Join industry veterans and experts in a discussion on current distribution trends impacting the beverage alcohol business.

Register Now

Download our program to check out the 2025 Schedule and learn more about this year’s speakers.

Download Program

Got feedback or ideas for the show? Email us at [email protected]

🎧 Like what you hear? Subscribe, leave a review, and share with a friend in the biz.

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

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!

Is more money at risk the key to better performance? Or is it just creating pressure without payoff?

In this episode of Tapped In Sales, Bud, Mike, and Ross break down one of the most common (and misunderstood) topics in beverage sales: how much pay should really be “at risk”?

We tackle real-world experiences—from reps climbing trees to managers misaligning incentives—and get into the math, psychology, and culture behind effective compensation planning. Whether you’re a sales rep, a VP, or someone stuck in the middle, this episode offers clear takeaways for designing plans that actually work.

🔑 Topics Covered:

🎯 Why 100% commission models often backfire

⚖️ The “effort-to-return” ratio: what reps and companies both need

😬 How too much risk leads to soft goals—and resentment

🧩 Why middle managers need different comp structures

📉 Seasonal pay volatility and its hidden impact on culture

🚫 The danger of traditional commissions and "per-case" payout traps

💬 What reps really want when given a raise: trust, upside, and clarity

🔄 Cultural alignment vs. compensation confusion

📊 The sweet spot: why 25–50% at-risk usually performs best

🌲 And yes… Mike nearly died installing a Starlink dish

🧠 Key Takeaway:

More risk doesn’t mean more motivation. It only works when reps trust the system, believe in the targets, and see real opportunity for reward. The right pay plan builds buy-in, not burnout.

📩 Feedback? Questions?

Hit us up at [email protected] — we’d love to hear what you think, what’s working in your market, or what you want us to tackle next.

Chapters

00:00 Introduction and Setting the Scene

03:48 Understanding Risk in Sales Compensation

10:41 Balancing Risk and Reward in Sales

16:32 The Evolution of Compensation Models

19:33 Calibrating Risk and Trust in Sales Teams

21:18 Rethinking Commission Structures

22:55 The Challenges of Traditional Commission Models

26:35 The Importance of Brand Building

35:57 Middle Management's Role in Sales

40:34 Aligning Management and Sales Goals

45:15 The Value of Incremental Effort

46:56 Private Label Beer: A New Frontier?

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

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!

In this episode, Bud, Mike, and Ross break down a major shift in the THC beverage landscape—Texas Governor Greg Abbott’s surprise veto of the Delta 9 ban, signaling a new era of regulation over prohibition.

What does that mean for distributors? Opportunity. But only if you’re ready.

The crew unpacks:

🔁 Texas’ surprising reversal on Delta 9 and what it means for national regulation

📜 Why regulation beats prohibition—and how beer distributors can lead

🏛 California vs. Texas: Two giant states, two opposite THC strategies

⚖️ Distributors’ political capital and why it’s time to use it

🚚 The supplier shuffle in California: Reyes, RDNC, and CBS in the spotlight

📊 Summer retail trends: Lemonade, NA, hard teas, and seltzers

🔥 What reps should do now to stay ahead of retail demand

🌭 Bonus: Starlink, brisket, and limoncello poisoning

💡 Key Takeaway: Whether it’s THC drinks or trending SKUs, distributors who engage early, adapt quickly, and align with consumer shifts will win the next wave of growth.

Chapters

00:00 Camping Adventures and Challenges

03:25 THC Regulations and Industry Impact

09:18 California and Texas: A Regulatory Comparison

12:16 Distributor Dynamics in California

14:34 California's Diverse Landscape and Culture

15:40 The Rise of Reyes and Market Dynamics

17:30 Supplier Strategies in a Competitive Market

21:16 Navigating Operational Challenges in Distribution

23:04 Summer Retail Trends and Consumer Preferences

27:51 The Importance of NA Beverages in Sales

32:45 Market Insights and Goal Setting for July

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

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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!

What happens when your sales team hits their goals… and then you change the rules?

In this episode, Bud, Mike, and Ross break down the real consequences of mid-month goal changes and stretch targets that were never meant to be hit. From trust erosion to disengaged reps, the crew shares field-tested insights on how to set smarter, more effective goals—and when not to touch them.

You'll also get:

🎯 Why consistency beats perfection in goal setting

📉 The difference between aspirational budgets and achievable outcomes

⛔ When to revisit targets (and when to just live with the consequences)

🍋 A heated debate over Bush Light Lime’s summer performance

🌲 Mike’s wilderness stretch goal involving trees, Starlink, and McDonald’s Wi-Fi

If you’re leading a sales team—or building a comp plan—this is the episode that might save you from a motivational mess.

Chapters

00:00 Introduction and Technical Setup

00:56 Weekly Updates and Personal Anecdotes

03:54 Bushlight Flavor Updates and Innovations

09:54 When to Change Sales Goals

19:04 Navigating Financial Budgets and Sales Goals

21:08 The Importance of Financial Planning

24:04 Aspirational vs. Realistic Budgets

26:10 The Impact of Changing Goals

30:11 The Consequences of Stretch Goals

35:43 Understanding Sales Team Engagement

40:35 The Debate on Stretch Goals

47:55 Clarity and Transparency in Goal Setting

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

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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!

In this episode, Bud, Mike, and “Professor” Ross take the red pill and dive into the uncomfortable truth behind supplier discounts. You may have crushed your volume goals, but are you actually making more money? The team breaks down price elasticity in plain terms, exposes the math behind margin erosion, and explains why a 50% increase in volume might not even be enough to break even.

Whether you're a sales rep, team lead, or in the C-suite, this episode will reshape how you think about discounting and its real impact on your bottom line.

🔥 What We Cover:

📉 Why selling more beer doesn’t always equal more profit

🧠 What price elasticity is — and why it matters to every discount decision💸 The math behind 50/50 discount splits (and why they usually suck)

🧾 How to evaluate if a discount actually made you money

✅ When discounts can work — and how to structure them strategically

📊 Real-world examples where volume went up and profits tanked

🐼 What a “sad panda donation” looks like (and how to avoid it)

📥 Bonus: Want the discount elasticity calculator Ross used?

Email us at [email protected] and we’ll send it your way.

Chapters

00:00 Understanding Discounts and Pricing Strategies

05:13 Price Elasticity Explained

09:16 Analyzing Supplier and Distributor Margins

12:07 The Impact of Discounts on Profitability

17:10 External Factors and Market Dynamics

21:28 Conclusion and Key Takeaways

24:06 Negotiating Discounts and Margins

26:30 Understanding Discount Structures

29:24 Analyzing Historical Discounts

32:38 The Cost of Volume vs. Profit

35:40 Supplier Dynamics and Market Share

39:32 Strategic Conversations with Retailers

42:45 The Role of Discounts in Competitive Pricing

45:38 The Impact of Supplier Decisions on Distributors

48:02 Navigating Supplier Discounts and Relationships

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

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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!