Summary

In this episode of the Tapped In Podcast, Bud and Mike discuss the different types of displays in the beverage industry and how to maximize their effectiveness. They cover backstock, creative, incremental, and out-of-isle displays. They emphasize the importance of driving shopper behavior and choosing the right products to put on display. They also discuss the impact of display size on the rate of sale and the challenges of managing finished product loss. The episode concludes with discussing the recent joint venture between Yingling and Molson Coors and its potential implications for Michigan wholesalers.

Takeaways

Chapters

00:00 Introduction

01:37 The Importance of Displays in the Beer Industry

26:14 The Impact of Yingling and Molson Coors Market Swap on Michigan Wholesalers

35:43 Conclusion and Final Thoughts

Summary

In this episode of the Tapped In Podcast, Bud and Mike interview Hunter Jerome from Jerome Distributing. They discuss topics such as driving business results, the challenges of the beer industry, and implementing the VXP compensation model. Hunter shares his experience of working in the family business and the importance of providing data and clarity to motivate the sales team. They also talk about the role of leadership compensation and the process of getting the leadership team aligned and invested in the changes. The conversation focused on the implementation of the VXP method and its impact on the business. The main themes discussed were working with family, shifting from variable compensation to the VXP model, coaching the sales team, and the interaction with suppliers. The key takeaways include the benefits and challenges of working with family, the importance of aligning compensation with profits, the shift towards more strategic thinking and decision-making, and the impact of the VXP method on supplier relationships. Overall, the implementation of the VXP method has led to increased profitability and a more focused and engaged sales team.

Takeaways

Chapters

00:00 Introduction and Setting the Stage

06:24 Implementing VXP: Driving Sales and Profitability

09:27 Transparency and Knowledge: Motivating Sales Teams

16:19 Getting Ownership Involved in the Process

18:00 Effective Leadership Compensation: Aligning Goals

18:03 From Seeking Permission to Taking Ownership

19:35 Navigating the Challenges and Benefits of Working with Family

21:01 Transitioning to the VXP Model

22:02 Coaching and Empowering Sales Reps

24:05 The Importance of Considering Gross Profit Percentage and Dollars in Supplier Relationships

Summary

In this conversation, Bud and Mike discuss the importance of data cleanliness in managing products and customers. They cover topics such as package configurations, product styles, brand families, and account classifications. They emphasize the need for consistency and simplicity in organizing data to ensure accurate reporting and decision-making. They also touch on the importance of maintaining clean data and providing clear guidelines for future data entry. Overall, the conversation highlights the significance of data cleanliness in optimizing sales operations.

Download VXPs Data Guide

Takeaways

Consistency and simplicity are key in organizing product data and account classifications.

Maintaining clean data is crucial for accurate reporting and decision-making.

Clear guidelines should be provided for data entry to ensure consistency and accuracy.

Data cleanliness is essential for optimizing sales operations and identifying trends and opportunities.

Chapters

00:00 Introduction and Technical Difficulties

03:39 Overview of the Episode's Topic: Data Cleanliness

06:01 Organizing Products: Package Configurations and Product Styles

28:03 Considerations for On-Premise Account Classifications

37:07 Other Considerations for Data Cleanliness

40:29 Conclusion and Cheers

Summary

In this episode of the Tapped In Podcast, Bud and Mikey discuss the concept of owning your route in the beverage distribution industry. They share stories of reps taking ownership of their accounts and making strategic decisions to drive sales and profitability. They also discuss the growth and decline of craft breweries and the rise of non-alcoholic beverages in the market.

Takeaways

Chapters

00:00 Introduction

03:07 Owning Your Route: Taking Ownership in Beverage Distribution

06:56 The Power of Education and Understanding in Acting Like an Owner

09:45 Finding Opportunities for Incremental Growth in Your Accounts

24:02 Navigating the Growth and Decline of Craft Breweries

27:23 Conclusion

Episode 9 of the Tapped In Podcast features a conversation with Zach and Logan from Grellner Sales & Service, discussing their business and experiences in the beer industry. The conversation covers topics such as the history of Grellner Sales & Service, market challenges, and the unique experiences of working in the beer industry. The conversation covers topics related to the beer industry, market dynamics, sales strategies, and the impact of VXP on sales reps and retailers. It also touches on the potential impact of Delta 9 (marijuana) on the beer industry. The conversation provides insights into the changing landscape of the industry and the adoption of new technologies and strategies to drive profitability and growth.

Takeaways

Chapters

00:00 The History of Grellner Sales

03:13 Challenges in the Sales Industry

04:26 Unique Experiences in Sales

06:34 Flexibility and Adaptability in Sales

10:38 Market Dynamics and Vacationer Influence

13:17 The Role of VXP in Driving Sales Strategies and Profitability

22:50 Empowering Sales Reps for Growth and Profitability

In this week's episode on Tapped In Sales, Bud and Mike discuss the emerging market of Delta 9 THC-infused beverages and its potential impact on the beer industry. They explore the regulatory landscape, consumer preferences, and the potential for major brands to enter the market. They emphasize the importance of being early adopters and staying ahead of the curve in this evolving industry.

Takeaways

Chapters

00:00 Introduction and Overview

03:23 Regulatory Landscape of Delta 9

08:08 Consumer Preferences for Delta 9 Beverages

12:21 The Importance of Being an Early Adopter

14:23 The Potential for Major Brands in the Delta 9 Market

30:19 Conclusion and Final Thoughts

Summary

In this episode, Bud and Mike discuss the challenges of implementing a sales culture change in beer distribution. They share their experiences and insights on how to get experienced reps to adapt to new strategies and ways of thinking. They emphasize the importance of autonomy, strategic thinking, and ownership in sales reps. They also discuss the need for repetition and reinforcement of new rules and concepts. Additionally, they touch on a bit of news with counterfeit alcohol in Australia and the importance of regulatory systems in preventing such activities.

Takeaways

Chapters

00:00 Introduction and Eventful Night

02:10 Focus of the Episode: Can Experienced Reps Respond to a Sales Culture Change?

05:16 Fear of Change and Impact on Reps' Pay

09:13 Reps Finding Their Own Path in the New Sales Culture

12:44 Repeating Stories and Lessons to Drive Change

23:14 Reps Thinking Like Owners and Making Profitable Decisions

25:19 Australian Police Shut Down Billion Dollar Alcohol Counterfeit Trade

30:01 Counterfeit Liquor vs. Counterfeit Beer

In this episode of the Tapped In podcast, Bud and Mike discuss the recent news that the DEA is planning to reschedule cannabis into a schedule three narcotic. They explore the implications of this change, including the potential for increased research and development opportunities, the impact on different states' regulations, and the potential involvement of beverage companies like Coke and Pepsi. They also discuss the rise of Delta 9 variant cannabis beverages and the challenges and opportunities for beverage distributors in this new market. The conversation touches on topics such as drug testing, taxation, and the potential for celebrity endorsements in the THC space.

Takeaways

Chapters

02:15 The DEA's Plan to Reschedule Cannabis

03:15 Implications of the Rescheduling

05:09 Delta 9 Variant Cannabis Beverages

07:02 Impact on the Alcohol Industry

08:00 Potential Involvement of Coke and Pepsi

09:25 The Market for THC-Infused Beverages

10:18 Understanding Delta 9 Variant Products

11:18 The Presence of Delta 9 in On-Premise Locations

17:29 Challenges of Drug Testing in the THC Space

19:23 Updating Drug Testing Policies

20:42 Regulation and Taxation in the Cannabis Industry

23:40 Predictions for the Future of the THC Space

26:33 Conclusion and Reflections

In this episode, Bud and Mikey discuss the concept of breaking down $100 in gross profit and how to maximize return on effort. They share a case study of a convenience store in Michigan where they implemented a strategy to increase profitability by adding high GP packages. They emphasize the importance of finding incremental opportunities and focusing on both profitability and velocity. They also discuss the benefits of giving reps the freedom to make decisions and collaborate with them to find the best solutions. The episode concludes with a discussion on coaching and sharing success stories to empower reps.

Takeaways

Sound Bite

"Drove $500 in new GP from those 16 new packages and that added 21 cents of GP per CE to this individual account."

Chapters

00:00 Introduction and Gnat Problem

02:26 Maximizing Return on Effort

08:39 Case Study: Incremental Opportunities

16:33 Empowering Reps with Freedom and Autonomy

31:49 Sharing Success Stories and Ownership

35:10 Conclusion

On this episode of the Tapped In podcast, where your hosts, Bud and Mike, dive deep into optimizing sales meetings for distributors. Our discussion centers around enhancing engagement, fostering new thinking habits, and the ideal timing and structure for impactful sales meetings.

Crafting Engaging Sales Meetings

Sales meetings should be dynamic and drive engagement rather than one-sided information dumps. Top-performing meetings thrive on interactivity, where sales representatives are not just attendees but active participants. Engagement is catalyzed by involving the team in discussions, posing questions, and encouraging them to share their experiences and ideas.

Techniques for Effective Engagement

Timing and Frequency: When to Hold Sales Meetings

Deciding on the optimal time for sales meetings can significantly affect their effectiveness:

Making Meetings Productive

To ensure meetings become more varied and productive, it's crucial to keep them concise and focused. If the content can be communicated via email, use the meeting time for discussion and engagement that adds value beyond the written word.

Sales Meeting Innovations

Experiment with the structure and timing of your meetings. For example, rotating between different types of meetings throughout the month—strategic deep-dives, quick stand-ups, and comprehensive reviews—can keep the format fresh and adaptive to your team’s needs.

Conclusion

Effective sales meetings are about relaying information and creating a collaborative environment where team members feel valued and motivated. Leaders can enhance team performance and drive better business outcomes by strategically planning the timing, content, and structure of meetings.

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