Valuing Distributorships

The following is a guest column by beer industry consultant Sam Kursh:With the beer industry generally being viewed as somewhere between stagnant and moribund, distributors are rightfully concerned with the value of their businesses. The most commonly cited metric of value, dollars per case, is misleading at best and simply incorrect in most situations. Recently, I was summarily dismissed from a valuation assignment because the distributor did not understand how my numbers varied greatly from per case arithmetic he had