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: Before You Say Yes to Another SKU… Read This
New SKUs are critical to the future of the beverage industry, but pose significant cost risks to wholesalers if unsuccessful. All new SKUs have a certain degree of risk. Wholesalers need to know how to measure and manage the selection of new SKUs. Just about every wholesaler has to deal with more SKUs than they want to carry. Suppliers are attempting to stimulate growth by introducing new sizes and flavors, a trend that has been ongoing for several decades. Consumers seek new items that meet…
2MM: Is Breakage Hiding Your Biggest Inventory Theft Problem?
Inventory theft is more than a breakage problem – it’s also a leadership problem.
2MM: When Taking Care of Suppliers Sabotages Your Own Success
When lower-priority suppliers are allowed to offer higher PFP payouts than priority brands, sales reps often chase the money instead of executing the portfolio strategy. This results in a revolving door of low-priority placements that erodes long-term market share for the wholesaler’s core brands. Formal or informal brand priorities are essential for an overall portfolio strategy. Problems occur when you allow secondary brands to come in and offer incentives (distribution, display, or volume)…