Dear Client: Lagunitas is an IPA brewery, and in this age of breakneck-speed competition in beer, they’re really banging that drum. At the outset of their bi-annual Dogpile distributor meeting here in Chicago, no-nonsense CEO Maria Stipp told BBD: “It’s competitive as hell, as you know.” But they have a not-so-secret weapon: IPA. They’re going … Continue reading “Lagunitas Chief: “We Have a Right to Win” in IPA”
So you know what your company’s hard assets are worth. But how to calculate Blue Sky, the intangible assets that are the icing on the cake and where the true value resides?Many use a per case formula, with A-B distributors getting the highest multiple, then Miller/Coors, then Miller only, then Coors only, then all others. … Continue reading “Calculating Blue Sky for Your Company”
Faust Distributing swaps out their bricks with Palm Pilots and finds they are easier to use.
Lower Your Price – of course this is the quickest way to increase sales, but I don’t recommend it.Prevent Out-of-Stocks. Schedule more Point-Of-Sale crew drives – You may think that your suppliers are the only ones that create demand, but POS at the point of purchase is equally important (see DPL Jan. 2002). Max out … Continue reading “7 Quick Ideas to Jumpstart Your Sales”
Look out. OSHA administrator John Henshaw said that a National Advisory Committee on Ergonomics would be created to advise the agency on a number of issues involving the development of industry- or task-specific guidelines, a frightening prospect.
Out-of-stocks are the second worst crime to a supplier (the worst being old product). The problem, of course, is that in order to never have O-O-S, you would have to dramatically increase delivery call ratios or add hot shot routes. That can get very expensive. Here are a few ways to fight back.
And it ain’t just money. Some of the results may surprise you, such as 84% of workers said that performance evaluations were very important to them.
Without adding staff.
It would seem to make sense that you should assign merchandising labor according to account volume. While it makes sense, rarely does this method work in practice.
Rerouting is tough, but it needs to be done every few years.
The supermarket is dead. Wal-Mart opened its 1,000th supercenter last year and Costco has expanded into five more states, need I say more? But wait a minute. Can it be true? Supermarkets, excluding supercenters, experienced a 3.5% increase in dollar sales according to the 55th Annual Consumer Expenditures Study. Industry observers cite the increase of … Continue reading “The Supermarket is Dead, Or is it?”
(Without getting thrown out).
Is pregnancy covered under the Americans With Disabilities Act? And, I’ve heard that the inability to get along with others can be considered a major life activity under the ADA. Is this true? Answers inside.
And more importantly, how do you avoid them. Picking errors can be the most costly mistakes your company can make, and yet they are hard to track and avoid. Here’s what we’ve found out.
How to steal from a wholesaler? Beer shrinkage is tough to stop, but here’s a primer.
Are you productive? Let’s find out.