Cann’s Post

Bacardi changed my life! Well, not the actual drink... In 2010, I was working with Bacardi USA as they were evaluating expense software. The controller said, “Michael, we really want to move forward, but we need to understand the ROI.” I dug up an Excel-based ROI calculator that was floating around the sales org. and spent two days trying to make sense of it before my big meeting. I sat down with Warren (Bacardi’s controller), and we muddled through the numbers. At the end of the meeting, Warren said “This is one of the better ROI tools that I have seen.” A light bulb went off 🤔 … maybe I have a competitive advantage here. I proceeded to use it on my next four opportunities, and it completely changed the way I sold. - I knew which prospects were interested and which ones were window shoppers - I knew if I had a strong champion - My conversations moved from features to financial outcomes - My confidence was at an all-time high It had such a huge impact that two years later, I decided to quit everything and start my own software company to help other reps sell outcomes not features. So, cheers to you, Warren from Bacardi… If you hadn’t muttered these words… “This is one of the better ROI tools that I’ve seen.” My life would be completely different! PS – I won Bacardi and two out of those next four deals.

After my last sales rally with a fun restaurant brand... I was pleasantly surprised when a few of the frontline team members. Chased me out the door. At first I thought I had forgotten something. They were booking it. Nope. They were both eager to share their success stories. I am all ears. One of the newest team members exclaimed, "I increased my nightly sales last week by $125 a night!" "How did you manage that?" With a super proud smile, they replied "Iced teas and coffee - just like you said." Yup. Incrementally better every week. I can't wait to see what's next for this new server. Another team member said, "I took your suggestion and presented some ideas to my leadership team." "Really - do tell!" Excitedly, they shared, "We didn't have a mocktail menu, so I gathered the mocktail menus of 15 restaurants in our neighborhood and put together a list of ideas." Woah. An owner like mindset! Empowered employees will take initiative. And implement innovative ideas discussed during sales rallies. Bring in an expert to help. The messages hit differently. It's so fun to watch. And of course see the results. Leading to tangible improvements in sales and service offerings. 😎 ✌️ Psst... I am on a mission to great a workforce full of mini GM's! If you are with me, here is what to do: Follow me Julie Schor Ring the 🔔 on my profile for updates Let's connect – I'm always up to learn more about your goals 🤝 Reach me here: 808.628.0770 #restaurants #salestraining #future #management

Beverage Federation shares their recipe for success at trade shows: 1. Get to know different brands and understand who they are and what stage they're at. 2. Follow up and connect with the brands that are a good fit. For many businesses, field marketing makes up a large portion of their budget. Planning and followup are critical to getting results. What's your plan when you head out to an event?

Expose Yourself! Do not be afraid to be yourself and revel in your flaws and imperfections (dead pixels) as these elements can be spun around to endearing qualities, originality, and memorable ad campaigns. See the below example of brilliance!!! Cheers!

Enhance Your Beverage Brand’s Success with Our Comprehensive Checklist At Five Star Beverage Group, we're committed to helping beverage brands thrive in an ever-evolving market. Following our recent discussion on the importance of engaging your sales teams and implementing effective incentive programs, we're excited to share a practical tool to help you take actionable steps toward success. Why Use Our Checklist? Our checklist is designed to provide you with clear, actionable steps to engage your sales teams and distribution partners effectively. Why This Matters In today’s competitive market, an engaged and motivated sales team can be the difference between thriving and merely surviving. Our checklist provides you with the tools you need to build a strong, motivated, and high-performing team that drives your brand towards sustainable growth and success. We’ve attached the checklist PDF to this post for your convenience. Use it as a guide to transform your sales team’s potential into tangible results. How have you engaged your sales teams and distribution partners? What incentive programs have worked for your brand? Share your thoughts and experiences in the comments below! #CraftBeer #Distribution #BusinessSuccess #BrandStrategy #BeverageBrands #BusinessGrowth #FiveStarStrategy #FiveStarBeverage

WINNING MONDAY! As a Chain Sales Consultant for GALLO, securing placements for our brands is a key part of the role, and today was a big win! Last week, I visited one of my Walmart accounts with my trainer, Taylor Fields. We met the retailer for the first time, planning to pitch four of our brands (Apothic, Barefoot, Andre, and Rumchata). But instead, the conversation was about his very specific expectations for wine vendors when it comes to pitching. He shared with us that not a single sales rep had ever come back to pitch after hearing his requirements. I told him confidently, "I’ll be the first." I loved the challenge he gave me and was determined to overcome it with confidence. Today, I went back and successfully pitched all four brands myself! After closing the deal, the retailer congratulated me for being the first vendor to come back and successfully pitch him. By focusing on the features and benefits of each product and sharing proof of their success in nearby accounts, I gained his trust and got the win. I can't wait to build these cases out in October, November, and December. This experience reminded me that persistence, product knowledge, and confidence go a long way! #SalesSuccess #ChainSalesConsultant #WineIndustry #GalloWinery #ChainSales #Confidence

In the 90's, I was an Account Manager for the 7up beverage company. I remember one morning, all of the upper management came in early and was running around frantic. One of the upper managers that I was close to came by, so I asked, "What is going on?" His response was, "Virgin Cola has entered the market, and we don't know what to do." "Virgin Cola? I never heard of it. Why worry?" He just looked dismayed at me and stormed away without saying a word. Fast-forward ten years. I began my personal development journey and started studying great thought leaders and entrepreneurs, such as Richard Branson, the founder of the Virgin Group. To make Virgin Cola's presence known, Richard Branson drove a British Sherman tank over a wall of Coca-Cola cans in Times Square, New York, and then fired a blank shell from the tank, which was aimed at the Coca-Cola billboard sign. The billboard was rigged with pyrotechnics, giving it the illusion that it had exploded. This got all of the cola companies' attention. As you may know, Virgin Cola didn't become a viable product in the United States. Coca-Cola flexed its muscle with its brand presence in each market, and it literally snuffed Virgin Cola out before it could gain a foothold. Yes, Virgin Cola was literally removed from the shelves and was not given a chance to compete. Was it because Virgin Cola tasted bad? Absolutely not. Looking at reviews, many chose Virgin Cola over Coke and Pepsi in a taste test. One person described the taste of Virgin Cola as "like heaven." It was just that the competition had more firepower than Virgin Cola, and because of this, Virgin Cola failed in the United States. Each business needs to have a purpose at its heart; otherwise, it will fail. Similar products on a shelf become sterile and are left to impulse purchases, either by emotions, price points, or product location. To combat this, you must incorporate a memorable customer experience; this will keep the customers coming back for more. I'm guessing that Virgin Cola's purpose might have been only to beat Coca-Cola, and that is why it failed, but this is not the end of the story for Richard Branson. He learned from this failure and, from that day forward, only entered markets where he could truly make a difference by incorporating his company culture so each person would have an incredible customer experience, causing them to return for more. Ultimately, the key takeaway from the Virgin Cola story is the importance of having a clear and compelling purpose at the heart of your business. A strong purpose not only differentiates your product but also resonates with customers on a deeper level, fostering loyalty and long-term success. Without this, even the most innovative and well-executed ventures can fall short in the face of intense competition. #BusinessLessons #Entrepreneurship #RichardBranson #VirginGroup #PurposeDriven #CustomerExperience #BusinessSuccess #LearnFromFailure #MarketCompetition #BusinessPurpose

Another successful SpotOn Brand Ambassador Assembly is in the books! #spotonbrandambassadors At our September meeting, we took a step back and asked, “Why SpotOn?” Our Ambassadors shared stories of their first encounters with our brand and described their experience throughout the sales process—both before and after signing. These stories ranged from cold calls to referrals and even meeting us at the National Restaurant Association Show . Despite the variety of experiences, there was one consistent theme when it came to interactions with salespeople: No matter who approached them—a linen company, beer distributor, or a #restauranttech salesperson—one question always stood out: Will YOU and your product help GROW my business? Key takeaway: Buyers want a relationship with their salesperson that’s built on trust and results. They’re buying YOU as much as the product. And it doesn’t end at the sale—you need to follow through with excellent service post-installation or consumption. If a product doesn’t contribute to business growth, why would they buy it? We've found the best restaurant owners are laser-focused on continuous improvement. They’re always asking: “What can your product do to increase revenue, reduce costs, or help my team execute better so that next year is stronger than the last?” These open conversations with our restaurant clients at SpotOn are invaluable. Their insights and feedback are the only way we can continue to improve. Special thanks to Kevin Bryla and Greg Svitenko for helping make this happen!

From sabering champagne bottles at Pavilion dinners before COVID to helping TAG's clients expand into Latin America, getting to know Alejandro Angel has been one hell of a ride. Alejo, I am honored and grateful that you have put your trust in The Amrani Group . By joining us as a Partner during this period of expansion, our clients will benefit from your Revenue, Marketing, and Partnerships expertise as we advise on their US GTM strategies. To learn more about Alejandro's role at TAG as a Partner and GTM Strategy and Operations expert, check out the link below in the comments.

"Recently, we hosted our Executive Forum, ""3 ACTIONS EVERY WINE & SPIRITS LEADER CAN TAKE IN THE NEXT 60 DAYS TO QUICKLY BOOST DISTRIBUTOR SHARE OF MIND"" where we had a robust discussion about the state of the alcohol beverage business, which then was in complete decline. We also talked about what was in our control. We will be sharing a few of the breakthrough revelations with you over the next few weeks... BREAKTHROUGH REVELATION #4: DEFINE OR RE-DEFINE YOUR NICHE Come with clear concise plan and know your branding, target consumer, and niche. Customers don’t know they need your brand until they know why. A compelling why. Every brand has this, and distributor partners need to be able to talk about it with three main points that quickly roll off their tongue. If you can supply this for your key reps, it becomes much easier for them to sell your brands. Knowing your brand's stand out differentiators has never been as important as it is today with an unstable industry...so, at our next invitation-only Executive Forum for leaders in the Beer, Wine & Spirits Industry, Newborn Evolution will be sharing three strategies to help your teams, partners and customers to remain resilient, confident and able to navigate through this uncertain and unstable landscape. Join us on Friday, July 26th, at 11:00am ET for a robust virtual discussion on this topic. Why you should consider joining the conversation: -Our Executive Forums are exclusive and by invitation only -We will be sharing expert insights during the forum from decades of experience in the Beer, Wine & Spirits Industries -You will have the opportunity to have real-time conversations with high- level leaders like yourself, in the Alcohol -Beverage Industry who are facing similar challenges -This is a great opportunity to expand your network leadership skills -All attendees will receive a high-level recap of the most pertinent key take-aways If you would like to request an invitation for yourself or someone at your organization who may be interested please email us at [email protected] and say “July 26th Executive Forum” and we will send you details. You can also find out more in the link in the first comment below. #Wine #Spirits #Beer #AlcoholBeverageIndustry #winetrends #spiritstrends #keyaccounts #strategy #businessplan #marketing #branding #brand #niche