What Craft Needs to do Better at Retail

Dear Client: Retailers are wanting more fact-based insights, category management, and knowledge of account needs from the suppliers that service them. That's per CM Profit Group's Tom Fox at Brewbound Boston last week. Craft brewers need to hear these tips, as shelf space becomes more metric-based. Don't ask about things like assortment, said Tom, which can make one seem ignorant. Rather, "couch the numbers for them." He admitted there weren't a lot of companies that CM Profit Group, sales strategy