The 2-Minute Manager
The 2MM is a free resource designed to quickly equip leaders of the beverage distribution industry. Share each issue with your leadership team to start conversations that will help your company stay ahead in the rapidly changing marketplace.
2MM: Stop counting new placements. Start measuring them.
View in Browser | Sign Up Your team just finished a big placement drive. The supplier is happy, the numbers look good, and everyone gets a pat on the back. But did those placements actually sell? When we study new placements, we often find that up to 40% of them hurt sales. That’s close to half the placements your team fought for. New placements should raise account profitability and keep your suppliers happy. So it’s frustrating to learn that some of that hard work may be costing you. If you…
2MM: The Part of Incentive Design Nobody Talks About
View in Browser | Sign Up You’ve seen it happen. An incentive wraps up, and suddenly your sales managers, supervisors, and brand managers are buried in paperwork. They’re pulling data, building recap spreadsheets, and chasing down information payroll needs to cut checks. They’re not in the market. They’re not managing their teams. They’re doing data entry. We see this at small, mid-size, and large wholesalers alike. It’s one of the most common operational headaches in the industry, and it…
2MM: Are Delivery Chasers Helping or Costing You?
View in Browser | Sign Up You added chasers to help your drivers, but are they helping or hurting your delivery ROI? When chaser support is managed well, it is an excellent strategy to increase efficiency and driver retention. Drivers get through heavy stops faster, routes finish on time, and your team stays intact. The problem arises when wholesalers let chasers become the default instead of the exception. Chasers ride along on routes that don’t need them, and drivers get used to having help…