Brian Rosen
Who Needs a Sales Force?
The question is not rhetoric but rather a real question that we get asked all the time.
Real questions asked by real people, suppliers, and...
Managing Your Beverage Sale Force
The hardest part of the adult beverage business is not making the product. There are trained distillers, brewers, and winemakers that can handle that. ...
The ABCD’s of Distributor Selling Logic
When I was in school, a challenging experience in and of itself, I was an A/B student. I may have some revisionist memory, but...
These Dog Days Are Opportunity Days for Holiday Sales
In the last 3 weeks I have traveled to Napa, NYC, Wisconsin, Chicago, Australia, Hawaii, LA, Phoenix and back to Chicago. I would love...
A Supplier Life Raft Is Available and Few Are Getting On...
Here we are today, nearly August 1, 2017. There are 22 weeks left in the year. The biggest purchase season is coming. Labor Day,...
The First 1000 Cases You Sell Will Not Be the Hardest!
That is not a typo. That is not a mistake. I encounter wine, spirit, and beer entrepreneurs all the time that lament that the...
Three Tier Selling Insanity…Again!
I have been writing on Linkedin, Wine Industry Advisor, Beverage Dynamics and elsewhere for nearly 8 years. Nothing I have written in my career has struck...
The Independent Sales Force
Happy Fourth of July to all my readers. If you are a retailer the big push has come and gone and now comes the...
Sales, Sales, Sales
I have spent a week on the road with clients. 3 days at LibDib launch party working with company leadership on the changing three...
Adult Beverage Retailers Need to Be VERY SCARED of the Amazon...
Bezos does not make mistakes. We, regular people, we make mistakes.
I am not going to gasp at $13.7B price tag. I am not in...
6 Ways Not to Get Dropped by Your Distributor Partner
Last week I was in Maui with clients. Today I am in Minneapolis St. Paul with clients. Two very different cities for sure on all fronts....
The Weed and Booze Battle
Weed through distributors is likely just a smoke screen!
As the battle over marijuana heats up in various legislative bodies there are a lot of...
The Half Way Point of 2017
From where I sit I am 30,000 feet up in the air coming back from a supplier meeting in California and musing about my week.
Some...
The Three Tier System Can Hurt You
I am in NYC this week for the USA Trade Tasting. If you have not been in New York City in May, I highly...
How to Get Off in the Best Possible Way
I am sure that many of you clicked this link for all the wrong reasons. The title is meant to evoke the ease of click...