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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 productsOn-premise resultsHealth guidelines and the impact of tariffsTrends in cannabis and crossover brandsResources
Connect with Dave, [email protected] 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 affairsBest practices for portfolio managementOperations and technology initiatives implemented at Gulf Distributing How to organize and streamline supplier contractsResources
Connect with Rebecca, [email protected] up for the free Beer Business Finance newsletter - Financial intel delivered straight to your email inbox -
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Today on the podcast NBWA's Chief Economist Lester Jones breaks down beer sales data from 2024 and provides an outlook for 2025.
How did beer do in 2024? What is the data telling us? Total beer sales / consumptionOn / Off premise trendsSurprising trends and predictions for 2025Tariffs, inflation, and interest rates...what does it mean for beer sales in 2025?
Key PointsResources
Connect with Lester Jones, [email protected] 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 budgetBudget prep outline template to keep you organized6 Budget questions you need to answerSample wholesaler budget templates - sales, GP, OPEX, etc.Key Takeaways
How to overcome analysis paralysis in the budget processTactics to consolidate multiple business entitiesBest practices to overcome the 'unknowns' of financial planningOne wholesaler's process to achieve a 2-day financial closeResources
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.
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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.
How supplier incentives fit into the bigger picture of compensationThe ideal compensation mix: Base, commissions, PFP, and supplier incentivesThe 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
SummaryResources
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.
Multiples of EBITDA steadily rising from 7x-9x to 10x-15xAnnual transactions remain consistent at 20-30/annuallyThe main driver of business sales: Family dynamics
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.
SummaryResources
Connect with Sean and Adam: [email protected], [email protected] more about OMAC Beverage Advisors -
Tom DeMayo is a partner with PKF O'Connor Davies, specializes in cybersecurity, and is a self-described 'ethical hacker'.
Terms defined: Dark web, deep web, surface web, ransomwareHow hackers break in to your systems and what you can do to prevent thisBasics of compliance testing and risk assessmentTips for creating and managing those pesky login credentials The case for a cybersecurity committee
Cybercrime is a $10 trillion problem globally, and beer wholesalers are target.
In today's podcast, Tom shares how these crimes occur, how to find out if your company is vulnerable, and what steps you can take right now to prevent a ransomware attack.
Key PointsResources
Connect with Tom and learn how to protect your beer business from cybercrimes, [email protected] -
Want smarter wholesaler analytics to get better results?
Then you'll want to learn more about VxP, the best tool for guided selling strategies to increase sales and gross profits while decreasing finished product loss.
A powerful 1-2-3 combo to supercharge your income statement.
In this recorded workshop you'll learn how VxP provides the tools for real-time execution, automated workflows, and smarter analytics.
Workshop Overview
Review of VxP: Who it's for, why it's important, how it works, and the problem it solves.Compensation planning process: What considerations are made prior to diving into a comp plan? What are the typical components of comp? How are components prioritized? How does VxP align compensation between route sales/team lead/sales management?Look under the VxP hood. We build sample compensation structures using a blend of base, commission, bonus, and pay for performance.Hear success stories. Results that have been achieved. And they are impressive $$$.Do This Next...
Watch the sales workshop video belowListen to the Tapped In Podcast, Sales and Strategy for Beer DistributorsLearn more about VxP and join over 1,500 high-performing distributor sales reps. Book a demotoday, or reach out to Bud Dunn directly, [email protected], c: 269-317-5209 -
Today on the podcast I'm joined by Orman Anderson, CFO from Glazer’s Beer and Beverage, and RJ Martucci, a partner with PKF O’Connor Davies.
You'll hear the audio version of our NBWA presentation on A Practical Guide to Beer Wholesaler Mergers and Acquisitions.
Our presentation covers four key issues -
Target identification: Selling or buying, who are you valuable to, and who is valuable to youDue diligence: Research, homework, what you need to doValuations and models: Current market, quantitative and qualitative measurementsPost acquisition: What happens after the deal is done, and how to combine the right wayDo this next:
Learn more about the Beer Business Finance Association, we are a network of beer industry professionals who come together to network, share ideas and best practices to build a stronger beer business -
Today on the podcast we hear from Lester Jones, Chief Economist for the National Beer Wholesalers Association.
How to make data driven decisions using macro economic and market dataConsumer purchasing trends on-premise and off-premise (total spending away from home now exceeds at home spending)Labor and productivity data results and analysis
Lester takes us through his 2024 U.S. Economic Outlook and Beer Industry Trends report.
His bottom line: "The economy is resilient, people are spending money, just in different ways. We need to react to that in a dynamic way."
Key PointsResources
Download Lester Jones' U.S. Economic Outlook and Beer Industry TrendsLearn more about the beer wholesaler financial network -
Today on the podcast we talk mergers and acquisitions and wholesaler consolidation with RJ Martucci from accounting firm PKF O'Connor Davies.
How to generate the maximum return on a saleStrategies to make the sale tax efficientState of mergers and acquisitions in the beer industryPrimary motivations for sellers
Key PointsResources
Learn more about PKF O'Connor DaviesGet the free beer business finance newsletter -
Today on the podcast we talk wholesaler mergers and acquisitions with Orman Anderson, CFO for Glazer's Beer and Beverage.
Valuation methods and multiplesBest practices when using a brokerHow to finance an acquisitionHow to forecast and achieve consolidation synergiesPurchase and sale agreement basics
Orman is a former investment banker with Bear Stearns and JP Morgan, and has done multiple transactions as CFO for Glazers. So, this man knows his stuff.
In our conversation, we dig in on how Glazer's conducts it's acquisition due diligence, establishes valuations, and considers financing options.
If you're thinking of buying (or selling) your beer business, this podcast is for you.
Key TopicsResources
Connect with Orman Anderson on LinkedInJoin the network of beer professionals, the Beer Business Finance AssociationGet the free beer business finance newsletter -
In today's podcast we talk about the beer distributor health insurance captive with Natalie Witmyer from Bernie Little Distributors and Lee Anne Klas from BevCap.
Captive health insurance 101: Benefits, structure, keys to successDebunking common myths and misconceptions around captives (too much risk, one big claim can sink the ship)Natalie's advice for beer distributors who may be interested in a captive health insurance program
Natalie shares how Bernie Little has benefitted from the captive with cost savings and improved benefits for employees.
Lee Anne tells us what a captive health insurance is, how it all works, and how distributors can use this approach to save money.
Key TopicsResources
Connect with Natalie Witmyer at Bernie Little Distributors, [email protected] with Lee Anne Klas and learn more about BevNet and the beer distributor captive insurance group, [email protected] -
Today on the podcast we hear from Scheppers Distributing President Joe Priesmeyer and Bud Dunn from VxP.
Incentive structuresThe volume x profit commission modelSuccess stories from Scheppers using VxP
In Joe's words, "We had a severe finished product loss issue in our business..."
Joe shares Scheppers's challenges managing out of code and close to code product, and how VxP helped to significantly reduce this expense.
Key TopicsResources
Connect with Joe Priesmeyer, [email protected], cell: 573-489-2830Connect with Bud Dunn, [email protected], cell: 269-317-5209Learn more about the Beer Business Finance Association -
Health insurance is one of the biggest expenses on your income statement. And every year that expense just keeps going up.
Terms simplified: Fully funded, self-funded, and captive insuranceAdvantages of captive insurance for employees and employers (spoiler alert: significant cost savings and a better health plan for all)Financial considerations to understand before joining a captive health insurance group
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.
Key TopicsResources
Get in touch with John Kirke at BevCap, [email protected] more about the network for beer industry professionals -
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: [email protected] the new finance group for beer wholesalers -
Today we hear from RJ Martucci from PKF O'Connor Davies, accountants and advisors.
Beer wholesaler budgeting strategiesHow to measure performance: KPI leading indicatorsWholesaler revenue and cost driversTax credits and deductions you need to know about
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 TopicsResources
Learn more about PKF O'Connor Davies accountants and advisorsConnect with RJ Martucci on LinkedInGet the free beer business finance newsletter -
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 growth approaches in the 3-tier system. And where there isn't.
One big takeaway: The results show a lot of misalignment.
What does misalignment look like? Past surveys have shown breweries focused on innovation, while distributors focus on core brands, and retailers emphasize high-end products. Hard to grow when everyone is rowing in a different direction.
Listen in as Bump breaks down the survey results and provides guidance and action items for beer industry companies looking to build effective growth strategies for 2024.Key Points
Top 3 growth strategies for retailers, wholesalers, and breweriesThe divergence of growth strategies keeps getting widerHow beer industry companies can use this information to align their own growth plansResources
Learn more about how Bump Williams Consulting can help with your growth strategyJoin the network of beer industry pro's -
The Oakland A's baseball team used data-driven decision-making to build a competitive team despite a limited budget compared to wealthier teams.
How to move from "subjective" to "objective" selling "Inspire and enroll"...It's the new command and controlTactics to gain a volume x profit mindsetHow to avoid easy placements and gain the right placements
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 more beer.
Key TopicsResources
Connect with Bud Dunn and learn more about VxP: [email protected] more about the beer finance network -
In today's podcast we hear from Orman Anderson, CFO for Glazers Beer and Beverage.
Wholesaler financial planning tacticsKey metrics Glazers followsCompensation planning strategiesGlazers software stack
Orman shares his process for financial analysis, budget planning, key metrics to track, and compensation planning.
Key TopicsResources
Learn more about Glazers Beer and Beverage or connect with Orman Anderson Join the network of beer industry finance professionals - Visa fler
