Tag: Education

Choose your 3-Tier Adventure Distributors that help themselves. 3 Tiers of distribution variation animated

Choose Your 3-Tier Distribution Adventure

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For the first GreatVines Infographic we thought we would explore the different paths that a supplier might take to get their products into market. Do you “outsource” all of your brand development and activation to your distributors or…
Man in suit(black) Presenting the word Distribution(white) and plain black background

Stop Depending So Much on Your Distributors

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There’s a popular but delusional belief in the wine industry that distributors will build your brand for you. Same goes for spirits and beer suppliers. It seems a reasonable assumption on the surface. After all, that’s how it’s been done…
Sales Chart with continual growth show by Bars and Red Line on chalk board

Don’t Just Survey, Sell!

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Since the repeal of prohibition, suppliers have been conducting retail and on-premise surveys to gather information about their brands and competitors in the market. This market intelligence has been gathered, analyzed and presented…
Woman Holding white wine bottle in front of shelves of bottles

Unlock Your Pricing Potential

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There are tangible benefits to exerting greater control over pricing, particularly when it comes to selling beverages via the 3-tier system. But, just what does that mean to “exert greater control” over pricing?  Some say…
Look For Unique "Social Insights" Greatvines Example Screenshot

3 Ways To Improve Sales Execution With Social Media

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When our partner Salesforce.com first introduced “Chatter” and “Social Contacts” as part of their new Social Enterprise Platform in 2011, I was already hooked. In his Dreamforce keynote a year earlier, CEO Marc…
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5 Ways to Stop “Heat Loss” in Your Sales Process

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Last summer I was doing some research for a speech I was giving about the role of technology in the “flavor experience.” I was fascinated by the latest advancements in commercial cooktops. With the old way of cooking, you…
White wine in glass in front of woman at bar(blurred background)

On-Premise – The Squeeze Continues

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With competition getting more intense, a solid foundation around your relationship building strategy in place is key. We all understand this is a relationship business and we all “know” what to do, but sometimes we get too…
Target with a Dollar bill Arrow hitting the center

Smart Sales Goals for 2016 – 3 Strategic Examples

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As we close out 2015, now is the time to lock in your  goals for 2016. Make a New Year’s resolution to stop setting goals solely for lagging sales indicators like shipments, and focus on implementing effectual sales goals for…
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How to Drive Sales through Surveying – 17 Best Practices Plus Do’s and Don’ts

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Survey. Audit. Store check. Call it what you want, this is the busy season for that “special activity” we all know and love. The truth is that most survey projects are poorly executed and expend a lot of time, energy and…