In this financial workshop with with RJ Martucci from PKF O’Connor Davies, we explore powerful and practical ways for beer wholesalers to get more value from their financial statements.

Instead of just glancing at the P&L each month, RJ encourages a layered approach to financial analysis—using multiple tools and perspectives to uncover the full story behind the numbers.

From trend analysis to dashboards, it’s all about building a clear picture of performance and spotting opportunities to improve profitability.

RJ shared several specific techniques for sharpening your financial analysis.

These methods don’t require complex software—just a commitment to consistency, curiosity, and clarity.

By using these tools together, businesses can get a much deeper understanding of where they’re winning, where they’re falling short, and what levers to pull for better financial outcomes.

Key takeaways from the workshop:

• Financial trend analysis: Tactics to analyze sales, gross profit, and key expenses over time to spot patterns or warning signs.
• Budget vs. actual comparisons: Shortcuts to measure performance against targets to manage proactively, not reactively.
• Year-over-year or period-over-period comparisons: Tips to better understand where the business is growing or falling short.
• Per case financial metrics: How to normalize sales, costs, and profit data to understand unit economics.
• Dashboard development: How to build a custom, visual dashboard to track critical KPIs and monitor your real-time financial health.

Do this next:

1. Watch the video workshop: Beer Wholesaler Financial Analysis
2. Connect with RJ Martucci, RMartucci@pkfod.com, and learn more about how PKF O’Connor Davies can help your beer wholesaler identify profit opportunities
3. Learn more about the network of beer wholesaler owners and managers working together to drive profits and cash flow

In today's podcast you'll hear the audio version of our Wholesaler Financial Round Table meeting. 

This month's topic is on financial analysis techniques and wholesaler financial benchmarks. 

Summary of Key Points

• Financial analysis basics: How to focus on the most important numbers
• How to follow a financial month-end process to speed up production of the financial statements
• Standard set of reports and financial benchmarks 

Resources

• Connect with RJ Martucci at PKF O'Connor Davies, RMartucci@pkfod.com
• Sign up for the FREE wholesaler financial 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 budget
• Budget prep outline template to keep you organized
• 6 Budget questions you need to answer
• Sample wholesaler budget templates - sales, GP, OPEX, etc.

​Key Takeaways

• How to overcome analysis paralysis in the budget process
• Tactics to consolidate multiple business entities
• Best practices to overcome the 'unknowns' of financial planning
• One wholesaler's process to achieve a 2-day financial close

Resources

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.

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.

Summary

• How supplier incentives fit into the bigger picture of compensation
• The ideal compensation mix: Base, commissions, PFP, and supplier incentives
• The 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 

Resources

• Connect with Bud Dunn to learn more about how VxP can help manage supplier incentives and sales compensation - bud@vxptech.com

Today on the podcast we hear from Sean McLaren and Adam Bush from OMAC Beverage Advisors.

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. 

Summary

• Multiples of EBITDA steadily rising from 7x-9x to 10x-15x
• Annual transactions remain consistent at 20-30/annually
• The main driver of business sales: Family dynamics

Resources

• Connect with Sean and Adam: sean@omacbeverage.com, Adam@omacbeverage.com
• Learn 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'.

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 Points

• Terms defined: Dark web, deep web, surface web, ransomware
• How hackers break in to your systems and what you can do to prevent this
• Basics of compliance testing and risk assessment
• Tips for creating and managing those pesky login credentials 
• The case for a cybersecurity committee 

Resources

• Connect with Tom and learn how to protect your beer business from cybercrimes, TDemayo@pkfod.com

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...

1. Watch the sales workshop video below
2. Listen to the Tapped In Podcast, Sales and Strategy for Beer Distributors
3. Learn more about VxP and join over 1,500 high-performing distributor sales reps. Book a demotoday, or reach out to Bud Dunn directly, bud@vxptech.com, 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 -

1. Target identification: Selling or buying, who are you valuable to, and who is valuable to you
2. Due diligence: Research, homework, what you need to do
3. Valuations and models: Current market, quantitative and qualitative measurements
4. Post acquisition: What happens after the deal is done, and how to combine the right way

Do 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.

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 Points

• How to make data driven decisions using macro economic and market data
• Consumer purchasing trends on-premise and off-premise (total spending away from home now exceeds at home spending)
• Labor and productivity data results and analysis

Resources

• Download Lester Jones' U.S. Economic Outlook and Beer Industry Trends
• Learn 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.

Key Points

• How to generate the maximum return on a sale
• Strategies to make the sale tax efficient
• State of mergers and acquisitions in the beer industry
• Primary motivations for sellers

Resources

• Learn more about PKF O'Connor Davies
• Get 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.

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 Topics

• Valuation methods and multiples
• Best practices when using a broker
• How to finance an acquisition
• How to forecast and achieve consolidation synergies
• Purchase and sale agreement basics

Resources

• Connect with Orman Anderson on LinkedIn
• Join the network of beer professionals, the Beer Business Finance Association
• Get 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.

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 Topics

• Captive health insurance 101: Benefits, structure, keys to success
• Debunking 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

Resources

• Connect with Natalie Witmyer at Bernie Little Distributors, natalie.witmyer@bldonline.com
• Connect with Lee Anne Klas and learn more about BevNet and the beer distributor captive insurance group, LeeAnne@bevcapmanagement.com

This podcast is all about how to reduce finished product loss (FPL) in your beer business. 

Bud Dunn from VxP shares best practices, training ideas, and a cool software tool to help you significantly reduce out of code beer in your business. 

• Step 1: Calculate how much FPL costs your business each year (probably around 10cents/CE)
• Step 2: Reach out to Bud to see how you can reduce your FPL to 2-3cents/CE
• Step 3: Enjoy the savings!

Summary

• Use VxP to grow volume, profit, and reduce finished product loss
• Common causes of finished product loss and how to avoid them
• Best practices to manage code dates on packages

Resources

• Connect with Bud from VxP and learn how to save $100K in your beer business this year, bud@vxptech.com
• Get the FREE wholesaler financial newsletter

Today on the podcast we hear from Scheppers Distributing President Joe Priesmeyer and Bud Dunn from 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 Topics

• Incentive structures
• The volume x profit commission model
• Success stories from Scheppers using VxP

Resources

• Connect with Joe Priesmeyer, jpriesmeyer@nhscheppers.com, cell: 573-489-2830
• Connect with Bud Dunn, bud@vxptech.com, cell: 269-317-5209
• Learn 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.

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 Topics

• Terms simplified: Fully funded, self-funded, and captive insurance
• Advantages 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

Resources

• Get in touch with John Kirke at BevCap, jkirke@bevcapmanagement.com
• Learn 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: bud@vxptech.com
• Join the new finance group for beer wholesalers

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 about PKF O'Connor Davies accountants and advisors
• Connect with RJ Martucci on LinkedIn
• Get 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 breweries
• The divergence of growth strategies keeps getting wider
• How beer industry companies can use this information to align their own growth plans

Resources

• Learn more about how Bump Williams Consulting can help with your growth strategy
• Join 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.

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 Topics

• How to move from "subjective" to "objective" selling 
• "Inspire and enroll"...It's the new command and control
• Tactics to gain a volume x profit mindset
• How to avoid easy placements and gain the right placements

Resources

• Connect with Bud Dunn and learn more about VxP: Bud@vxptech.com
• Learn more about the beer finance network

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

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 Mumme, VP of Sales and GM: matthew.mumme@stokesdistributing.com
• Contact Bud Dunn to learn more about VxP: bud@vxptech.com
• Join the Beer Business Finance Association, a network of beer industry professionals

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 how to increase gross profit by 20 cents per CE in your business
• Check out the new network for beer wholesaler financial professionals

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 tool to identify market opportunities and overcome challenges

Resources

• Read the article: Strategies for beer distributors to master market shifts
• Get the FREE beer business financial newsletter
• Learn more about the Beer Business Finance Association

Today on the podcast we hear from Dan Lust, Beverage Industry Consultant with Pints, LLC.

Dan and I review the top challenges facing the industry and share data analytics, business planning, and performance measurement tactics for distributors and breweries. 

Summary

• Hot topics: Tariffs, pricing, and the importance of sales training
• Strategic growth planning tactics for breweries 
• Tools to make data-driven decisions
• Keys to brewery-wholesaler business relationships

Resources

• Connect with Dan at Pints, LLC
• Get the FREE beer wholesaler financial newsletter

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

• Learn more about the Beer Business Finance Association
• Sign up for the free beer business finance newsletter

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 to share gross profit information with its sales team
• How sales reps can use knowledge of gross profit margins to make better decisions about pricing, promotions, and other sales-related activities

Resources

• Learn more about how VxP can transform your sales team
• Sign up for the free beer finance newsletter

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 beer consumption 
• On / Off Premise trends
• Sales growth by product segment
• Inflation, cost pressures, and supply chain issues

Resources

• Check out the Beer Purchaser's Index
• Get the beer wholesaler financial training newsletter

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

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 tax waste and how you can get it back
• How Del Papa Distributing saved money with Everlance

Resources

• Learn how Del Papa saved money with Everlance
• Calculate the tax waste associated with vehicle programs
• Learn more about how Everlance helps beer distributors

Sign up for the beer industry financial training newsletter

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 market share

Resources

• Learn more about OnTrak Software
• Get the finance newsletter for beer wholesalers

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 Professionals association
• Get the free finance newsletter for beer wholesalers

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 

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: Email Bud@VxPTech.com
• Sign up for the finance newsletter for distributors

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 newsletter for Beer Wholesalers

Today on the podcast we talk all-things truck leasing with Jenn King, Field Sales Manager from Penske.

The lease vs. buy question is a big one when it comes to your truck fleet. 

Jenn gives us a high-level overview of how truck leasing works, what's included, and a tool to perform a cost analysis so you get the best scenario for your business. 

Key Points

• Lease vs. own analysis tool - how to make the best financial decision for fleet management
• How to remove risk, increase uptime, and improve budgeting for fleet costs
• Intangible benefits of full service leasing: DOT inspections, warranty work, safety services, substitute vehicles, and licensing of the fleet

Resources

• Connect with Jenn King at Penske to learn more, Jennifer.king@penske.com
• Subscribe to the FREE beer business finance newsletter

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, evolution amid intense competition and challenging market forces.

Resources

• Learn more about the BREW initiative
• Sign up to receive the finance newsletter for beer professionals

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 for beer industry professionals

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 System is different
• The key drivers of financial performance: Gross profit, volume and FPL

Resources

• Learn more about the VxP compensation system
• Contact Brad White to learn more: brad@vxptech.com
• Get the finance newsletter for beer industry professionals

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 favorite beer industry reads, and provides tips to use US Census data, labor statistics, and TTB reporting to better analyze your market.

Subscribe to Beer Business Finance. The Weekly Finance Newsletter for Beer Wholesalers.

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-Work by Jason Fried from Basecamp
• Tim Ferriss on a technique to become more productive in 2022
• Sign Up for the Free and World Famous Beer Business Finance newsletter

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 use financial skills to navigate challenges in the market
• The BREW Initiative: Building Relationships and Empowering Women
• Industry consolidation: Key factors behind wholesaler acquisitions

Resources

• Learn more about the BREW Initiative
• NBWA Membership Benefits
• Nex Gen Leadership Conference

Sign Up for the World Famous (and FREE) Beer Business Finance Newsletter

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 the gross profit reports to the income statement
• Forecasting gross margins to drive more profits to the bottom line

Resources

• Check out the book: Beer Business Finance: A Handbook for the Next Generation
• Learn more about Beer Business Finance training for your wholesaler business

Listen to the podcast and learn the keys to improve gross profit in your beer business.

Sign up for the Free and World Famous Beer Business Finance Newsletter

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 for the Next Generation
• Learn more about Beer Business Finance training for your wholesaler business

Listen to the podcast and learn how to build an inventory management plan for your beer business.

Sign up for the Free and World Famous Beer Business Finance Newsletter

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 of wholesaler gross profit and how to improve them
• Common mistakes wholesalers make with gross profit
• Tips and tactics to increase gross profit in your business

Resources

• Check out the book: Beer Business Finance: A Handbook for the Next Generation
• Learn more about Beer Business Finance training for your wholesaler business

Listen to the podcast and learn how to efficiently improve gross profit in your beer business.

Sign up for the Free and World Famous Beer Business Finance Newsletter

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 Next Generation
• Learn more about Beer Business Finance training for your wholesaler business

Listen to the podcast and learn how to build a profitable sales plan for your beer business.

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In our beer wholesaler business we used a self-funded insurance plan to save millions of dollars over the cost of traditional fully funded health plan. 

In today's podcast, Erin Butler of BevCap Management will show you how to do the same in your beer business. 

Key Takeaways

• Wholesalers in the BevCap group save $640 per month, per employee compared to the average fully funded insurance premiums. This works out to a savings of $7,680 per year, per employee
• Example: Beer wholesaler A has 100 employees, saves $7,680 per employee = $768,000 savings...every year
• 65% of covered workers in the U.S. are in a self-funded plan
• Owners and CEOs take note: Managing your health insurance and achieving massive savings isn't just the job of HR, it's a leadership issue. Take the first step to learn more about captive insurance. Your income statement (and your employees) will thank you.

Resources

• Connect with Erin Butler to learn more about captive health insurance plans: ebutler@bevcapmanagement.com
• Get the free financial training newsletter from Beer Business Finance

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 of data
• How to put the power of data into the hands of the user to get more done in less time
• Key drivers of value: Profit x Growth

Resources

• Learn more about Salient Management Company

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Today we talk dashbaords, KPI's and compensation planning with Darin Spence and Grant Barrett from InTrench Consulting. Darin is a former GM and VP at Encompass Technologies, and Grant is a former VP of Sales at Origlio Beverage.

Key topics covered:

• How to manage the supplier / wholesaler relationship
• Building performance management systems
• How to reward and pay for top performance
• Darin and Grant: My favorite KPIs and Key metrics

Resources

• Contact Darin or Grant at InTrench Consulting
• Preview the Profit Rx tool 

Sign-Up for the Free and World-Famous Beer Business Finance Newsletter

In today's podcast, you'll hear a replay of the live Q&A session from the Beer Wholesaler Financial Training Program.

In this episode we cover wholesaler cash flow management: Best practices, key drivers of cash flow, and scorecards to track, measure and improve your cash position.

The Beer Wholesaler Financial Training Program is for beer wholesaler owners, managers and staff who need practical financial training to improve cash flow and profitability.

The Course includes 40+ lessons delivered across 5 modules, with a total of 8 hours of instruction, 5 graded quizzes and a final exam. Watch a short video to learn more.

Key topics covered:

• Cash Flow Management Best Practices 
• 5 Key Drivers of wholesaler cash flow
• Scorecards to track and measure key cash flow metrics
• The 3-step system to improve cash flow 

Learn more about the Beer Wholesaler Financial Training Program!

In today's podcast, you'll hear a replay of the live Q&A session from the Beer Wholesaler Financial Training Program.

In the episode, we cover the 6 Steps you can follow to create your beer wholesaler financial budget.

The Beer Wholesaler Financial Training Program is for beer wholesaler owners, managers and staff who need practical financial training to improve cash flow and profitability.

The Course includes 40+ lessons delivered across 5 modules, with a total of 8 hours of instruction, 5 graded quizzes and a final exam. Watch a short video to learn more.

Key topics covered:

• Financial Planning Best Practices
• Sales and Margin Plan
• Operating Expense Plan
• Capital Expense Plan
• Loan Schedules and Debt Planning
• Tactics to Train Department Managers

Learn more about the Beer Wholesaler Financial Training Program!