The 2-Minute Manager

A few years ago, W&S wholesalers fully transitioned retail customers by forcing them to use the online portal, offering no alternatives to placing and receiving orders. Meanwhile, the typical beer wholesaler has been dabbling with online ordering, with most wholesalers achieving only marginal success.

Wholesalers knowingly or unknowingly allow sales teams to add a second delivery stop to accounts that should receive one-a-week delivery just to ensure the shelves are stocked for the weekend. Adding delivery stops can be an easy but expensive mistake.

Most beverage wholesalers are not charging service fees to retailers. These wholesalers are missing their biggest opportunity to improve profits short of acquiring more territory or getting a major new brand. Most wholesalers can’t cut enough costs to equal the same profit contribution that a service fee can generate.