Category: Sales Execution

supplier partners

12 Things Distributors Do for Their Supplier Partners (but Don’t Always Get Credit)

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Wine and spirits distributors do not always get full credit for their myriad of services offered. With portfolios bursting at the seams, their role in the 3-tier system is difficult. We at Andavi Solutions would like to recognize some of the…
challenging

The 4 Major Challenges for Wine and Spirits Brands in 2024 (and How to Overcome Them)

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2024 is shaping up to be one of the most challenging years yet for wine and spirits brands, especially in the US Not just because of the unprecedented level of competition but also because of the changing landscape in which new sales revenue…
management

3 Trade Promotion Management Mistakes to Avoid at All Costs

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Accurately and efficiently managing pricing, billbacks, program analysis, approvals, and planning cycles is critical to a winery or distillery’s profitability. Most beverage companies’ systems for managing all aspects of trade promotion…

Top 3 Killers of Sales Productivity

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We are all about to put a wrap on one of the most difficult and hyper-competitive years in the history of the wine and spirits industry, and 2024 is only going to be even more challenging for productivity. More sales and more revenue are…
wine and spirits

6 Essential Trends Shaping Wine and Spirits Sales in 2024

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The new year is fast approaching, and the speed of change in wine and spirits sales has never been more startling. Many wine and spirits companies are operating if little has changed, and unfortunately, this is causing a significant separation…
technology

Pouring Profits Down the Drain: The Wine & Spirits Industry’s Technology Gap in a Data-Driven World

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As the world embraces technology, the wine and spirits industry must catch up to other consumer product categories in adopting technology, data, and analytics, potentially hindering its growth and profitability. The Achilles heel of the…
wine sales training

The Ugly Truth About Wine Sales Training: It’s Not About the Wine

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Ask any winery owner or executive what constitutes “wine sales training” at their company; almost without exception, the focus is on product knowledge. While wine knowledge is vital, it can never truly move the needle on SALES. For…

5 Habits of High-Performing Sales Teams

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At Andavi Solutions, we interact with a wide array of wine & spirits sales teams.  When it comes to those who consistently achieve high levels of sales performance, we’ve discovered 5 habits common to all of those high achievers.  1.…
stockouts

5 Reasons Wine & Spirits Brands Struggle with Stockouts (and What to Do About it)

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No matter how well your brand sells, a customer cannot purchase it if it’s out of stock. The key to preventing lost revenue (for you, your distributors, and the retailer) is taking an active role.  Stockouts on the retail shelf or restaurant…