HeyJaredTapped In Sales and Strategy for Beer Distributors
Tapped In Podcast for Beverage Distributors that want to empower their sales team to drive business results. Hosted by Bud Dunn, Mikey Hall, and Ross Ackermann of VXP Tech.
- Indexed episodes, last 90 days
- 10
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- Sep 8, 2026
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- Earliest in this view
- Jul 7, 2026
Latest episodes
125: Placements vs. Rebuys: Why Distribution Drives Keep Failing (opens the original)
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Your product is good for 270 days. Your distribution drive measures 90. A listener emailed us asking why we're still paying for placements on product that's already sitting on the shelf, and it turned into one of the more honest conversations we've had. Bud, Mike, Ross, and Alicia work through what a distribution drive actually costs a wholesaler. A placement that doesn't turn isn't business, it's activity. Ross puts on the supplier hat and says the quiet part out loud: he's measured on depletio
124: Programmed Reps vs. Scout Reps: Are You Over-Programming Your Team? (opens the original)
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One client caps sales programs at six a month. Another runs 12 to 15, and the reps there can't name half of them. That's the mental load problem, and it's costing you execution you already paid for. Bud, Mike, and Ross dig into how many programs a rep can actually carry in a month, and what happens to your business when you blow past that number. Ross makes the hard argument that every objective and incentive you launch distorts the two things the job is really about, maximizing space and sellin
123: Three Places to Find GP When Volume Falls Apart (opens the original)
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Worst week since April. Down 8.6% on volume, down 5% on dollars, and the industry's official answer is that it got too hot outside. Nobody needs another weather report. Here's what's really happening. We're sitting on mid-month client calls watching routes run down 10, 11, even 15, and a good number of those same operators are still flat or growing on GP. That gap is the whole episode. We walk through three places the dollars are still sitting when the cases aren't coming: the rest of the truck,
122: Covering the Route vs. Selling the Route (opens the original)
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Two routes down 25% for the month means your whole company is down 5%. Most of us look at that number, say "Johnny was out," and move on. This week Ross brings a pattern he kept seeing across clients big and small: when a rep goes out on leave, the route gets covered haphazardly, the results tank, and everybody shrugs. Very few distributors have an actual plan for it. Mike has run those routes himself and walks through what really happens out there, from not knowing where the back stock sits to
121: Budget vs Goal: Which Number Should Move Mid-Year? (opens the original)
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July did not give anybody a soft landing. You either made your number or you got crushed, and almost nobody landed in between. We dig into what actually happened last month, why A-B houses slipped off their June trends while MC clients picked up a point, and why Florida and California grew while most of the country did not. Then it gets worse before it gets better. Gas prices bounced back up, and a new one showed up on client calls this month: electricity. One warm market saw prices double, and
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