Health insurance is one of the biggest expenses on your income statement. And every year that expense just keeps going up. In today's podcast we hear from John Kirke, President at BevCap Health. John leads BevCap Management's healthcare captive team, client services and growth strategies empowering clients to create value for their organization through healthcare benefits sponsored in stop loss captives. In a nutshell, John helps beer distributors save a lot of money on their healthcare expenses...
Dec 05, 2023•54 min
In today's podcast you'll hear the audio version of a recent webinar focused on how to grow wholesaler gross profit, reduce finished product loss, and redefine your distribution strategy in 2024. Bud Dunn from VxP talks through the features and benefits of a new sales tool that will help you increase gross profits, decrease finished product loss and super charge your sales team. Resources Connect with Bud to learn more: bud@vxptech.com Join the new finance group for beer wholesalers...
Nov 25, 2023•55 min
Today we hear from RJ Martucci from PKF O'Connor Davies, accountants and advisors. RJ and I talk about a wide range of subjects including the current economic conditions facing beer wholesalers, 2024 budgeting strategy, KPIs, as well as tax credits and deductions you should take advantage of. Key Topics Beer wholesaler budgeting strategies How to measure performance: KPI leading indicators Wholesaler revenue and cost drivers Tax credits and deductions you need to know about Resources Learn more ...
Nov 10, 2023•51 min
In today's podcast Bump Williams shares an early read on the BWC growth strategy survey. The results are...surprising. The survey is sent to hundreds of retailers, wholesalers and breweries, and asks one simple question: What are your strategies for growth in the upcoming year? The results are tallied, sorted by the most common answers, and analyzed to determine overlap amongst the companies in the 3-tier system. One of the goals of the survey is to identify where there is alignment or common gr...
Oct 14, 2023•1 hr 1 min
The Oakland A's baseball team used data-driven decision-making to build a competitive team despite a limited budget compared to wealthier teams. This approach came to be known as "Moneyball" and was popularized by author Michael Lewis in his book of the same name. "Moneyball" explores themes of innovation, data-driven decision-making, and challenging the status quo in the world of sports. In today's podcast, Bud Dunn from VxP explains how beer distributors can adopt a moneyball approach to sell ...
Sep 26, 2023•49 min
In today's podcast we hear from Orman Anderson, CFO for Glazers Beer and Beverage. Orman shares his process for financial analysis, budget planning, key metrics to track, and compensation planning. Key Topics Wholesaler financial planning tactics Key metrics Glazers follows Compensation planning strategies Glazers software stack Resources Learn more about Glazers Beer and Beverage or connect with Orman Anderson Join the network of beer industry finance professionals...
Aug 28, 2023•44 min
Today we talk sales compensation planning with the leadership team at Stokes Distributing. Sparkman Walker, President, Matt Mumme, VP of Sales and GM, and Chris Leonard, CFO, share their experiences, challenges and benefits they've seen since partnering with Volume x Profit (VxP) . Key Topics How Stokes Distributing reduced finished product loss by 90% Best practices to implement a change in compensation plans How Stokes uses data to make better business decisions Resources Connect with Matt Mum...
Aug 08, 2023•35 min
Distributors are always on the lookout for ways to reduce costs and increase sales. In today's podcast we talk with Bud Dunn from VxP, who shares a tool that you can use to reduce finished product loss by 50% or more, and increase gross profit per CE by 20 cents or more. Key Topics Volume is good, profits are better, how to use VxP to increase both How to align sales rep incentives with overall growth of the business How to get suppliers involved with incentives and co-op dollars Resources Learn...
Jun 29, 2023•45 min
Today we talk about navigating current market challenges and brand slumps with Bud Dunn from VxP. These days, beer wholesalers have a doozy of a "brand slump" with the Bud Light debacle. Bud and I talk about tactics and strategies that distributors can use to navigate the current chaos, and overcome future brand slumps when they occur. Key Topics Factors that cause a brand slump, and what to do when it happens Tactics, strategies and best practices to deal with a brand slump How to use VxP as a ...
May 25, 2023•23 min
The goal of our new wholesaler finance group is to bring people together to solve problems, overcome challenges, and share best practices. In our virtual meetings we talk about the key issues facing beer wholesalers: how to build a better sales compensation plan, ideas to manage expenses, next generation succession planning, and gross profit management to name a few. Key Topics How to achieve budget accountability through manager training Tactics and specific ideas to reduce costs Resources Lear...
Apr 19, 2023•31 min
In today's podcast we hear from VxP's Bud Dunn and Brad White. VxP is a tool that can help your beer business substantially improve gross profit. We dig in on this important question: Why are we afraid to show a gross profit to our sales reps? Basically, all other industries do it, why not beer wholesalers? Key Topics Most common reasons why owners in the beer industry are hesitant to share gross profit information with their sales reps Beer company's that have successfully implemented a program...
Mar 28, 2023•51 min
In today's podcast we hear from Lester Jones, Chief Economist and VP of Analytics for the National Beer Wholesalers Association. Lester's job is to track everything quantitative, economic and demographic about the beer industry. And today he shares what happened in 2022 and his outlook for 2023. Key Questions Asked and Answered How did beer do last year? What's the outlook for 2023? What is the data telling us? How can beer wholesalers use this information to increase sales? Key Topics Total bee...
Feb 20, 2023•44 min
Today we hear from Bart Watson, Chief Economist for the Brewer's Association. Bart breaks down 2022 beer data, shares trends, volume and market share on the beer industry. Key Topics Beer data and trends to watch On premise vs. off premise volume and growth Trends in pack counts, sizes, formats Brewery openings and closings Bart's forecast for 2023 Resources Learn more about Bart's work with the Brewer's Association Get the free wholesaler financial training newsletter...
Feb 14, 2023•33 min
Today we hear from Everlance CEO Alex Marlantes. Everlance helps beer wholesalers modernize their vehicle program and lower costs without creating an administrative burden. If you have a vehicle reimbursement program, you'll want to hear what Alex has to say about how to re-claim the tax waste for your business and your employees. Key Topics Common mistakes beer wholesalers make with vehicle programs Tips to automate painful everyday tasks, and help people save time and money The high cost of ta...
Feb 13, 2023•41 min
Today we hear from Todd Grote and Rick Flagg from OnTrak Software, who give a demo of POS marketing software management tools for Beer Wholesalers. Ten of the Top 20 Beer Wholesalers depend on OnTrak solutions every day. In this podcast you'll learn how they do it. Key Topics Tools to closely monitor your investments in POS marketing assets How to significantly reduce costs while increasing accountability with suppliers and customers How to verify draught system compliance and measure tap handle...
Nov 07, 2022•50 min
In today's podcast you'll hear the audio version of our recent webinar on How to Build Your Beer Wholesaler Financial Plan. We'll review how to put together your sales plan, gross profit, operating expenses and bottom line. Key Topics Financial planning best practices Budget pitfalls to avoid 6 Steps to build your financial plan Tips to overcome the 'overwhelm' when preparing a budget Spreadsheet models and tools to get you started Resources Learn more about the Beer Wholesaler Financial Profess...
Oct 12, 2022•59 min
In today's podcast you'll learn about a new organization called Beer Wholesaler Financial Professionals. Beer Wholesaler Financial Professionals is the ONLY national network created specifically for those driving and ensuring your business financial performance. It’s an organization of financial pros, like you, looking to improve financial results, increase profitability, connect with peers, and share best practices. Resources Learn more about Beer Wholesaler Financial Professionals...
Sep 19, 2022•12 min
In today's podcast we hear from Bud Dunn from VxP Tech and hear about financial metrics for beer wholesalers. What numbers should you track? Who should have key metrics? How do you automate the reporting process? Key Topics 5 Best practices to design your KPIs 5 Watch outs (pitfalls) with tracking and measuring KPIs Bud's Favorite KPI metrics for beer wholesalers Resources Watch the webinar replay: Financial Metrics Dashboard for Beer Wholesalers To schedule a demo of the dashboard software: Ema...
Sep 09, 2022•33 min
In today's podcast we hear from Brad White from VxP Tech. Brad shares a proven and profitable compensation program for distributor sales teams. Topics covered: The key drivers of financial performance: Gross profit, volume and finished product loss How to link these key drivers to sales compensation How to automate compensation programs using technology Resources Learn more about VxP Listen to our first podcast with Brad: How to Pay Your Sales Team on Gross Profit Sign up for the finance newslet...
Sep 01, 2022•35 min
Craig Purser is President and CEO of the National Beer Wholesalers Association. Today we hear his perspective on the state of the beer industry, get a recap from the recently concluded legislative conference, and learn more about the Next Generation Leadership Conference for emerging leaders. Key Topics Craig's perspective on the state of the beer industry Highlights from the NBWA legislative conference Next Generation Leadership Conference for emerging leaders Strength, resilience, innovation, ...
May 08, 2022•43 min
NBWA economist Lester Jones joins the podcast today with an update on 2022 beer sales trends to help you prepare for the summer selling season. Key Topics Early beer sales trends for 2022...and what they mean for your business Lester's expectation for the beer summer selling season How to combat the headwinds: inflation, supply chain issues, labor challenges... Learn about the NBWA compensation and benefit study Resources Learn about the Beer Purchaser's Index Sign up for the finance newsletter ...
Apr 22, 2022•51 min
What if you could pay your frontline sales reps based on what really matters to your business? In today's podcast, you'll learn how. Brad White from GP-Analytics joins us to explain how to use the VxP Compensation System to build a comp plan based on the key drivers of profitability in your beer business: Gross profit, volume and FPL (finished product loss). Key Topics Traditional wholesaler compensation programs Common problems with comp plans, and how to fix them How the VxP Compensation Syste...
Apr 14, 2022•35 min
In today's podcast we hear from Lester Jones, chief economist for the National Beer Wholesalers Association. Lester provides a recap of 2021 and his outlook for the beer industry in the year ahead. In our conversation we dig deep into the data and review the key topics for beer wholesaler owners and managers: Total beer consumption in the US Packaging trends, and the outlook for cans, bottles and draft Forecast for on-premise business Past, present and future of seltzers Lester also shares his f...
Jan 23, 2022•1 hr 4 min
Today we are going to talk about goal setting and New Year's Resolutions. We'll talk about a framework you can use to create goals that stick. We'll look at systems, models, and techniques you can use to set your goals and achieve them in 2022. Key Topics Business Plan Goals...Start with your Core Values (what do you stand for?) Financial Plan Goals SWOT Analysis Process vs. Outcome Goals The 3 Step Secret Weapon for 2022 (Eliminate, Automate, Delegate) Resources Learn more about the book Re-Wor...
Dec 29, 2021•19 min
In today's podcast we hear from Kim McKinnish, CFO and SVP of the National Beer Wholesalers Association (NBWA). Kim and I talk about a wide range of topics including the mission of the NBWA, membership benefits, NBWA's Next Generation Leadership Group, and the newly launched BREW initiative, Building Relationships and Empowering Women . We also discuss the current state of the beer industry, best practices and business lessons learned during the COVID-19 pandemic. Key Topics How wholesalers can ...
Dec 17, 2021•38 min
The single best way to improve profitability in your business is to measure and manage your gross profit margin. In the podcast we’ll take a deep dive into the key drivers of gross profit so that you can improve this critical number. Key Topics Covered in the Podcast: Gross profit fundamentals: Calculations, what’s included/excluded in cost of goods sold Cost of delivery: Practical application of this calculation Monthly variations in gross profit percentage...and what it means How to reconcile ...
Jul 04, 2021•39 min
Inventory is a huge asset for beer wholesalers, and it consumes a lot of cash. In today’s podcast, we’ll review how to use numbers to measure and improve your inventory management plan. Key Topics Covered in the Podcast: How to calculate the total carrying costs of inventory (and cost spreadsheet model) One page inventory count process checklist How to create an inventory scoreboard to quantify inventory key performance indicators Resources Check out the book: Beer Business Finance: A Handbook f...
Jun 27, 2021•44 min
Gross profit is one of my favorite topics. In this podcast, I share the audio from my webinar titled How to Improve your Wholesaler Gross Profit. Gross profit measures how much of each sales dollar is kept by the wholesaler. The math works like this: Sales minus cost of goods sold equals gross profit. On average, about 75% of the sales dollars goes to the supplier, freight carrier and the tax man. So, it pays to pay attention to your gross profit. Key Topics Covered in the Podcast: Key drivers o...
Jun 20, 2021•31 min
In this podcast we’ll review tips, tactics and strategies to help you build a profitable sales plan. The goal is to create a plan with actionable steps to achieve your sales goals. Key Topics Covered in the Podcast: Sales planning fundamentals: Team, timing, and tools to use Open book management sales planning techniques How to align the sales plan with the business plan One page checklists and models to create your sales Resources Check out the book: Beer Business Finance: A Handbook for the Ne...
Jun 18, 2021•43 min
In today's podcast we hear from Guy Amisano, the Founder and CEO of Salient Management company. Salient created a software solution that puts tools and data in the hands of reps in the field. Salient allows managers to overcome the major barriers to making business activity coherent, transparent, and controllable so that they can determine where to invest time, money and energy for the greatest possible financial return. Topics covered: Using the 'Goldilocks Effect' to get just the right amount ...
Jun 08, 2021•58 min
