Stonewall Kitchen Family of Brands’ Post

Handling Objections on PRICING!! How do we do this? Jane from Bumble Brew Brewery is trying to get her beer into a pub. She needs HELP! What are your top tips for her??!!😀🤪Dave Freeman #dramabasedlearning #theatrebasedlearning #sales #salestraining #objectionhandling #breweries #fmcg

I do not post a lot on social anything anymore but I had to share. A local NC craft brewery that I did advisory work over the summer with on there sales strategies contact me and wanted me to look over the Q3 performance. When I asked them to send me the sales team KPI tracker they responded they had not been using it. Shockingly the sales team use flying by the seat of there pants and no growth had been achieved over Q3. Long story short is that if your sales team is just dropping of samples and sales sheets, your business will lose. Following up with customers and closing sales are how to win in a tough market. Being able to win because of good fortune or the swipe of a credit card is not going to be a pathway to growth and success. Craft beer particularly needs to refocus the lens and stop buying into the trends that craft beer is in a slump. Currently, national craft brands that have opened new market after new market and are not preforming are driving craft beer sales down. The lack of accountable for territories is what most likely is causing slumps for local breweries. #craftbeer #saleseffectiveness

In a candid chat with our CEO - Sid Patel, Wine Entrepreneur and Author - Eric Guerra, breaks down six steps to finding a wholesaler that aligns perfectly with your brand. Read The Full Article Here: https://lnkd.in/gUVEY76H #uk #london #wineindustry #wholesalebusiness #tipsandtricks

I read this in an email from @smallbatchstandard this morning, and I could not agree more. While most craft beverage brands are focusing their attention on their taprooms and tasting rooms (rightly so because the margins are lovely), that doesn't mean you get to ignore your wholesale channel. And you will never move the needle in wholesale unless your team is adequately trained to handle industry-specific challenges. You can't get away with just tossing one of your bartenders out in the field anymore- they need to know how to navigate our ultra-competitive marketplace. I have specialized in sales rep training since day one of Not Your Hobby Marketing. Very few (affordable) sales training programs for beer, cider, spirits, FMB, TCH, CBD, and wine sales teams exist. Summer is a great time to optimize your sales team! Contact me today to discuss my sales training programs, consulting services, and customized workshops. Learn from someone who spent 12+ years on the supplier sales side of the industry. Click here to book a no-BS call with me to get started: https://lnkd.in/duJYnGkw - https://lnkd.in/eziPDxZ #CraftBeverages #NotYourHobbyMarketing #BeerBusiness #BeverageMarketing #BeverageSales #BeverageDistribution #BeverageBusiness #Consultant #Cider #BevAlc #AlcBev

Total wine depletions are down 8.2% ending in June, which is only 70 basis points worse than two years ago when volume was trending down 7.5%. One issue for the Table Wine category remains the significant volume, 54.3%, that is sold below $8. This makes growth in the category unlikely in the near future. The above quote is from WSWA. These are wholesaler depletions for the prior 12 months. These are essentially SWS numbers, they are the largest wholesaler in the country

A few thoughts about setting up Abingdon Fine Wine last year. My goal had always been to establish a wine merchant which would follow my own core values. Based on excellent communication and integrity, I want to offer the best advice for my customers, of which I’m capable. Putting to one side short-term sales targets and other KPIs to ensure my advice is not compromised. I want to understand customers’ tastes and establish long-term relationships built on trust rather than taking the opportunity to simply get the biggest sale I can. Why recommend something at £500 a case when there’s something comparable for a third of that cost? Two people I respect in the trade recently asked me how long a new merchant can survive following those principles, am I being naïve? The immediate concern I had was that that question suggests it's more widespread that fine wine salespeople are offering poorer advice to meet short-term sales goals. The second thought is, why can’t my model work? Keep overheads down, budget for the longer term and why not. Let’s find out…..

Nick Gillett gave an exceptional talk on what good distributors are looking for in the brands that they partner with a few years back at the Verallia Distillers Forum. If you missed the chat, he’s outlined it again (updated of course) in his latest article with Harpers Wine & Spirit Magazine. It’s a great read and essential for any emerging brand / challenger brand to digest. Make sure you register for this year’s Distillers Forum (link in comments) for insights on how you can build your drinks brand in the current market. #distribution #brandbuilding #emergingbrands #challengerbrands

Retail placement is calculated, backed by data that many, including myself, may or may not totally understand. Pairing complementary products in close proximity is something I can understand wholly. I wanted to share this fantastic placement of one of the latest releases by Sazerac Company and their Traveller Whiskey by Chris Stapleton. I live in Louisiana so it is a special case for liquor and spirits, where it is available in retail from Walgreens to Total Wine & More and many retail locations in between. This particular placement was at Rouses Markets and it struck me as genius and unique. Pairing a great whiskey or bourbon with a premium steak is, well.... perfection! Well done to the Sazerac team and the local distributor for this smart placement! Side note, if you haven't tried the new Traveller Whiskey, I fully recommend it. Not to mention, if I am going to have a glass of a celebrity backed whiskey, Chris Stapleton would be at the top of the list! #LFGEAUX #brandplacement #retail #shoppingexperience #experientialmarketing

The highlight of my first day at the Wine & Spirits Wholesalers of America convention in Las Vegas was hearing a great live panel conversation between 5 industry giants: - Bennett Glazer – Southern Glazer’s Wine & Spirits, LLC - Charlie Merinoff – Breakthru Beverage Group - Stan Hastings – Moon Distributors, Inc. - Bobby Harmelin – Allied Beverage Group, LLC - Marc Sachs – Republic National Distributing Company Topics of conversation included: 1. Was 2023 potentially being a soft year for Beer, Wine and Spirits due to a 'whiplash" effect of demand dropping post covid vs longer term trend? 2. The huge improvement in data availability and quality plus the importance of speed - "if it's not real-time it's too late." 3. The ability of multi-generation family businesses being able to take a long term strategic view compared to the often shorter term view often taken by public companies on 90 day reporting cycles. 4. Even with 200 years of combined experience it's still very hard to predict which product will be the next Tito's or Fireball. There is no silver bullet as to what brands will work well in a specific market and what works in one market may not work in another. 5. The idea that a Distributors warehouse contains other people's dreams some or which come true and many of which do not. 6. The days of relationship based order takers are over and it's no longer enough just to have a strong relationship and making sure the customer gets their order. It's about delivering performance and consulting with the account to make sure they have the right brands merchandised in the right way at the right place and right time for their customers. #wswa

Are you ready to take your menu to new heights and drive sales through the roof? Look no further than Janey Lou’s Savory Wraps! Let’s dive into why these three savory wraps from Janey Lou’s are the secret ingredients to boosting your sales and flying off the shelves!