Middle management isn’t just “stuck in the middle.” They’re the bridge that makes or breaks change. In this episode, Bud, Ross, and Mike dig into what happens when leadership signs off on a big change—like shifting comp plans or rolling out VXP—and suddenly it lands on the lap of an Area Sales Manager or Team Lead.

We cover what it takes to translate leadership’s vision into real-world execution while keeping reps engaged and senior leadership confident.

🔥 What you’ll hear about in this episode:

🧑‍🤝‍🧑 The triple role of a middle manager: therapist, translator, and champion

🏗️ Why authenticity beats regurgitation every time when sharing new plans

🧠 How to manage fear of change—both your own and your team’s

🗣️ Best practices for introducing new comp structures to reps

🚦 The power of saying the why (and how to make it stick)🐘 Why you should never try to eat the elephant in one bite—incremental change wins

🌊 How to lean into your early adopters to create a positive wake for the rest of the team

⏸️ What to do when you’ve got a “negative Nancy” or active detractor on your team

📝 A tactical framework: Stop. Keep. Start. — cutting out low-value work, doubling down on what matters, and adding smart experiments

💡 Takeaway:

Middle management is the glue that holds transformation together. When they show up as authentic coaches, translators, and champions, change doesn’t just get “pushed down”—it actually sticks.

📢 NBWA Convention Reminder We’ll be live at NBWA in Las Vegas!

• 🎙️ Tapped In Live Session: Who’s Wagging Who? Fixing Broken Incentives and Taking Back Control of Your Sales Strategy — Tuesday, Oct 14, 8:00 AM

• 🍻 Special gift for anyone who brings a beer to the session (yes, even at 8 AM!)

• 📍 VXP Booth #1614 in the Milano Ballroom — come say hi, talk incentives, and grab some Tapped In gear

  
  

Chapters

00:00 Navigating Change as a Middle Manager

03:15 The Role of Middle Management in Change Implementation

06:12 Building Trust and Communication

09:25 Best Practices for Senior Leaders

12:23 Engaging Reps in the Change Process

15:02 Authenticity in Communication

18:00 The Importance of Understanding Your Team

20:40 Conclusion and Key Takeaways

24:16 Managing Up and Down: The Dual Responsibility

25:28 Framing Challenges Positively

27:36 Building Trust in Management

29:23 Engaging the Team: The Spectrum of Change

31:49 Dealing with Resistance: The Negative Wake

36:03 Accountability and Support in Management

38:09 The Shift in Management Dynamics

41:41 Incremental Change vs. Wholesale Transformation

46:59 Co-Creation in the Market: A New Model?

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

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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 of Tapped In Sales, Bud, Ross, and Mike break down one of the most powerful (and underrated) leadership concepts in the beer business: the deposit and withdrawal feedback loop.

Think of leadership like a bank account — every thank-you, shoutout, and show of appreciation is a deposit. Every time you correct someone, change the plan, or push harder — that’s a withdrawal. If your account is empty, your coaching won’t land. If it’s full, you can move mountains.

You’ll hear real stories from the warehouse floor, how to build trust with reps before you need it, and why serendipitous recognition often beats any fancy bonus program. Plus:

• What seagulls have to do with bad managers 🐦💩

• Why micromanagers get weeded out fast

• How to manage up using the same framework
  

Whether you're a team lead, warehouse manager, or running a whole sales organization — this one’s a masterclass in building trust before you need to spend it.

🔑 What You’ll Learn in This Episode

💰 The “feedback bank” — why leadership is all about deposits and withdrawals

🧯 Silence, chaos & shifting quotas = trust overdraft

📸 Recognition works best when it’s real-time and specific🧱 How to earn the right to coach (without losing buy-in)

🙌 Why consistency beats intensity in building team culture

🔔 Don’t Miss

👉 Join us LIVE at NBWA in Vegas – Booth #1614

🎁 Bring a beer to our 8am session and get a surprise gift

📧 Send in your listener questions to [email protected]

Chapters

00:00 Introduction and Episode Overview

02:02 The Deposit and Withdrawal Feedback Loop

10:07 Recognition and Trust in Leadership

16:13 The Impact of Positive Reinforcement

20:02 Common Overdraft Triggers in Relationships

21:09 Trust and Communication in Management

22:59 Managing Up: Problem-Solving Strategies

25:18 Practical Ways to Make Deposits

27:54 Consistency Over Grand Gestures

30:13 Building Relationships from Scratch

33:49 Giving Agency to Team Members

36:42 The Importance of Trust in Leadership

37:34 Cyclical vs. Structural Changes in the Industry

43:09 The Impact of COVID on Drinking Culture

49:13 Authenticity in Marketing and Branding

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

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!

Bud, Moneyball Ross, and Data Mike connect the Fed’s rate cut to what happens at the shelf: consumer inflation vs. producer costs, why long-term rates can rise after a cut, and how that trickles into beer pricing, on-premise dynamics, and the fight for the marginal dollar.

Then we get street-level: ride-alongs, Walmart end-caps, “airspace” in coolers, moving underperforming SKUs to the right neighborhood, and designing value plays (99¢ singles, can specials) when the consumer’s squeezed. Volume may be red, but reps are finding green by shifting perspective from cases to gross profit and making small, high-leverage moves.

We wrap with market share strategy (AB’s window), the on-premise draft reset, and the rise of THC/Delta-9—plus a quick Vegas invite for NBWA.

What you’ll learn

📈 Why a Fed rate cut doesn’t always drop long-term rates—and how that hits consumers (and you)

🛒 Producer vs. consumer inflation (commodities easing while grocery stays sticky)

🟢Chasing green GP when volume is red: end-caps, “airspace,” register-ring tactics, mix shifts

🥊 Market share plays in a weak consumer environment (and why some suppliers may delay price increases)

🍻On-premise pivots & single-serve value when wallets are tight

🌿 THC/Delta-9 guardrails (serving sizes, flavors, placement)

Chapters

00:00 Welcome to the Tapped In Podcast

01:36 Economic Overview: Fed Rate Cuts and Inflation

07:48 Consumer Behavior and Price Increases

13:38 Market Share Dynamics and Strategic Pricing

17:33 On-Site Experiences and Market Trends

20:09 Innovative Retail Strategies for Profitability

23:43 Consumer Mindset Shifts in Beverage Choices

27:43 Maximizing Shelf Space and Product Placement

31:37 Adapting to Consumer Trends and Pricing Strategies

35:38 The Future of Beverage Sales and Market Adaptation

See Tapped In Podcast In Person

See us at NBWA (Las Vegas): Booth 1614 (Milano ballroom).8:00 AM session: Who’s Wagging Who? Fix Broken Incentives & Take Back Control.Show up with a beer… there might be a prize. 😉

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

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 of Tapped In Sales, Bud, Moneyball Ross, and Data Mike zoom out before zooming in.

📰 First up, Ross brings receipts from the jobs report and macroeconomic data to explore whether a recession is quietly already here — and why Joe Sixpack may have seen it coming before the Fed.

🍺 Then, we dig into the internal headwinds that are killing motivation in the beer sales world: – Incentive fatigue – Micromanagement – Misaligned goals – Delayed supplier bonuses – And the deadly combo of confusion and chaos.

📉 We talk about “death by a thousand cuts” and what your operation might be doing (without realizing it) to suppress rep performance. Bud walks through how GP/CE growth can still happen in a down market — if you have extreme alignment and clear daily plans.

💊 Plus: twisted incentives, trust bank overdrafts, Halfbacks in Appalachia, and the return of Jim Koch.

If your team is tired, confused, or disengaged… this episode is your wake-up call.

Chapters

00:00 Consumer Sentiment and Alcohol Sales

02:47 Impact of Interest Rates on the Economy

05:35 Historical Context of Economic Cycles

08:34 Discretionary Spending and Consumer Behavior

11:41 Industry Resilience During Economic Downturns

15:14 Population Growth and Economic Impact

17:27 Motivation and Incentive Structures

21:21 Alignment in Sales Goals

24:51 Micromanagement vs. Autonomy

27:01 Incentive Fatigue and Its Effects

29:57 Feedback Loops and Trust

33:00 Goal Setting and Realistic Expectations

36:31 Non-Economic Motivators

39:59 Conflicting Objectives in Sales

43:35 Market Headwinds and Opportunities

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

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!

You don’t build a warehouse every year—but when you do, the decisions you make will either save you millions… or haunt your ops team for decades. In this episode, we go off the beaten path of sales incentives to talk facilities, refrigeration, automation, and how to avoid getting forklift tines through your concrete walls (yep, that happened).

Bud, Ross, and Mike are joined by Mike Pratt, longtime facility planner and project manager, who’s helped wholesalers across the country build smarter, scale better, and save millions in the process. Whether you're looking at a retrofit, a full-blown build, or just leasing overflow space "for a year" (spoiler: it won't be), this episode breaks down what top distributors are getting right—and where most screw it up.

🧱 Topics Covered:

🏗️ Why building early beats waiting for prices to drop

🔁 The hidden cost of touching product multiple times

☀️ Solar deadlines & what the 2027 tax credit window really mean

🤖 ASRS vs. layer pickers vs. full-case automation

🚚 Cross-docking consolidation and inter-company transfer traps

❄️ ROI math on refrigeration systems (and why epoxy isn’t for everyone)

📦 How SKU sprawl is reshaping warehouse design

🧠 The future of humanoid robotics in beverage distribution

🛠️ Key Takeaways:

❌ “Don’t touch it twice.” Every extra move costs you more than you think

📉 Short-term leases aren’t short-term. They quietly bleed cash over years

🏢 Automation only works if your building’s ready. And most aren’t

⏳ You have until 2027 for solar credits. But panel & labor shortages mean act now

💰 Refrigeration upgrades don’t have to cost $1.2M. Unless you wait too long

Chapters

00:00 Introduction and Technical Setup

00:23 Guest Introduction and Background

02:59 Facility Planning and Project Management

05:49 Geothermal and Sustainable Solutions

08:47 Building Materials and Construction Trends

11:16 Challenges in Warehouse Operations

13:57 The Need for Proactive Space Management

17:21 Cost Avoidance and Long-Term Planning

20:30 Operational Consolidation and Cross-Docking

29:35 Automation Trends in Distribution

36:14 Future of Automation and Facility Planning

38:57 Solar Energy and Cost Savings

43:20 Refrigeration Upgrades and Cost Avoidance

🔗 Mentioned:📍 Mike Pratt – facility-planning.com | [email protected]

📍 VXP – vxptech.com | [email protected]🎤 Distributor Productivity Summit (themes: automation, diversification, energy ROI)

👉 Like what you’re hearing? Subscribe, rate, and share the Tapped In Sales Podcast with your team. We’ll see you in Vegas (hopefully not leasing warehouse space next to your actual warehouse).

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

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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 every sales team, there's a small crew that doesn’t follow the map — they make the map.

In this episode, Bud, Mike, and Ross tap into an unlikely source of sales wisdom: honeybees. Specifically, the 20% that ignore the famous “waggle dance” and go rogue. It turns out, those noncompliant bees are the key to discovering new food sources — and in our world, new products, new strategies, and new wins.

We explore:

🐝 The science behind noncompliant bees — and what it means for sales

🛠️ Why you don’t want a hive full of robots

💡 Real stories of reps who broke the rules and found gold (think: Cutwater before it was cool)

📈 Why today's winners are focusing on trying experiments

👥 The power of peer-to-peer recognition and how to call out great reps without a plaque

⚔️ Why the command-and-control era is over — and what leaders should build instead

If you’re trying to lead reps through a changing marketplace, this is your blueprint for building autonomy, curiosity, and momentum — without losing control.

Chapters

00:00 Introduction and Setting the Stage

01:25 The Connection Between Bees and Sales

07:24 Exploring Compliance vs. Non-Compliance in Sales

12:55 Empowering Sales Reps for Innovation

19:35 Sharing Success and Encouraging Experimentation

22:06 The Power of Serendipity in Recognition

23:44 Dopamine and Recognition: The Buffalo Analogy

25:41 Behavioral Economics and Team Dynamics

28:37 Adaptability in a Changing Marketplace

31:45 Decentralization and Independence in Business

32:47 Market Trends in Beverage Alcohol

45:20 Consumer Behavior and the Cutwater Challenge

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

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!

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

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

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!

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

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

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!

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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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!