Tapped In Sales E29: Navigating Supplier Incentives: Are They Out of Control?

In this week’s episode of Tapped In Sales, Bud and Mikey dive into the often-overwhelming world of supplier incentives and ask the question on every distributor’s mind: Are these deals really getting out of control? With incentives surging and becoming more complex, distributors are facing new challenges as they try to balance supplier demands with what actually works for their market and teams.
Bud and Mikey explore the factors behind the incentive overload - from crowded shelves to category struggles and an influx of smaller, niche suppliers. Mikey shares real-world examples of supplier incentives that missed the mark, while Bud breaks down how a more strategic approach could turn incentives into tools that truly drive sales velocity and support company goals.
Listen in to learn:
🎯 Why supplier incentives are on the rise and how they’re impacting the beer industry
🔍 How to determine if an incentive aligns with your team’s objectives or just adds noise
⚖️ The pitfalls of rigid incentive structures and the importance of flexibility
💬 How to have those “tough conversations” with suppliers to ensure incentives serve your P&L, not just theirs
Whether you’re a distributor, sales rep, or anyone navigating the complexities of supplier relationships, this episode will give you actionable tips for making incentives work for you. Don’t miss this insightful conversation to help you stay in control of supplier incentives!
Key Takeaways:
💡 Supplier incentives are more than a bonus-they’re a strategy that should align with your company’s goals.
🤝 Flexibility and clear communication can turn an overwhelming incentive into a targeted tool for growth.
📈 Focus on driving velocity rather than just volume to ensure products are moving through to consumers-not just to store shelves.
Tune in, subscribe, and share! Don’t forget to leave a review if you enjoyed this episode and found it useful.
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About Tapped In Sales:
Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement.
This podcast is powered by VXP Tech - the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case.
Stay tuned for expert advice, freesh perspectives, and tools to sharpen your sales approach!
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