Every wholesaler needs to have a delivery minimum policy - it’s just a matter of what type of policy and how does the policy align with the wholesaler’s overall business strategy. Management-directed use of sales and delivery resources is a better strategy than too much service or overspending service in certain accounts at the expense of the medium and larger opportunity accounts. At some point, every wholesaler realizes his or her service resources are limited. We haven’t run into any wholesalers who can continue to increase their investment in service without at some point running into a . . .
This content is only available to subscribers of Verno's Beer Brief.