Tapped In Podcast for Beverage Distributors that want to empower their sales team to drive business results. Hosted by Bud Dunn, Mikey Hall, and Ross Ackermann of VXP Tech.
Tapped In Sales and Strategy for Beer Distributors
Claim This Podcastby VXP Tech
5.0(20 reviews)
118 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇺🇸
60
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality73
Social0
YouTube68
Engagement51
Podcast Overview
Tapped In Podcast for Beverage Distributors that want to empower their sales team to drive business results. Hosted by Bud Dunn, Mikey Hall, and Ross Ackermann of VXP Tech.
Language
🇺🇲
Publishing Since
5/5/2024
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60
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality73
Social0
YouTube68
Engagement51
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excellent
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Every 7 days
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73 episodes over 1.4 years
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Recent Episodes
July 21, 2026
118: Equal Opportunity, Not Equal Outcome
<p>We're at the midway point of the year, which means comp planning season is here. If you're thinking about moving off commission, restructuring routes, or changing how your reps get paid, this is the episode to start with. Bud, Ross, and Mike get into why commission structures quietly work against your business and what to do instead.</p><p><br></p><p><strong>In this episode, we break down:</strong></p><p>💸 Why your comp plan should serve the business, not the other way around </p><p>📊 The hidden cost of commission: endless rerouting and punished top performers </p><p>🎯 Equal opportunity vs. equal outcome, and where pay disparity really belongs </p><p>🗺️ Why your biggest accounts aren't always your highest impact </p><p>🪜 Bands and buckets: a transparent roadmap reps can grow into </p><p>🩹 Rip the band-aid off: why you make all the changes at once 🗣️ How to roll out a pay change without losing the room</p><p><br></p><p><strong>Key takeaways:</strong></p><ul><li><p>Volume can hide bad decisions. Align reps to impact, not case count.</p></li><li><p>Reshuffling routes to feed commission kills the reason to grow a route.</p></li><li><p>Put seniority in the base. Keep at-risk dollars equal opportunity for everyone.</p></li><li><p>Reps assume a comp change means less money. Lead with the why.</p></li><li><p>Train your middle managers first. They get the questions reps won't ask you.</p><p><br></p></li></ul><p><strong>Chapters:</strong></p><p>00:24 Challenges in commission structures</p><p>10:05 Transitioning to quota systems</p><p>20:14 Real-world applications and case studies</p><p>21:05 Equal opportunity vs. equal outcome</p><p>29:06 Implementing transparent pay structures</p><p>37:47 Effective rollout strategies for compensation changes</p><p><br></p><p>Listen, learn, and enjoy what you do. If you're trying to make your sales plan clearer, this one is for you. Questions? Send them to info@vxptech.com.</p><p><br></p><p>===============</p><p>YouTube: <a href="http://www.youtube.com/@TappedInBeveragePodcast"><u>Watch on YouTube: Tapped In Sales</u></a> Spotify Podcast: <a href="https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9"><u>Listen & Watch on Spotify Podcasts Tapped In Sales</u></a></p><p>Apple Podcasts: <a href="https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206"><u>Listen on Apple Podcast Tapped In Sales</u></a></p><p>===============</p><p><strong>Connect with Us: </strong></p><p>Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world.</p><p><br></p><p><strong>About Tapped In Sales: </strong></p><p>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.</p><p><br></p><p>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.</p><p><br></p><p>Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!</p><p><br></p><p>If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!</p>
July 14, 2026
117: The Drive to Socialize: Why Beer Demand Is Stronger Than You Think (ft. Andrew Heritage, Beer Institute)
<p>Everybody wants one reason the beer industry is soft. Gen Z quit drinking. Spirits stole the share. Pick your headline. The Beer Institute's Chief Economist Andrew Heritage came on to blow most of those up with actual data. The short version: demand is a lot stronger than the doom takes make it sound. The consumer is just stressed, and beer is still the drink people protect when they go out.</p><p><br></p><p>In this episode, we break down:</p><p>🍺 Who actually makes the beer (2-3% of breweries move 96% of the volume)</p><p>📊 The Gen Z myth and why they spend the same on alcohol as every generation before them</p><p>⛽ How gas prices and a stressed consumer, not category abandonment, are driving the soft weeks</p><p>🌡️ The weather math on beer sales</p><p>⚽ The World Cup effect on concession and on-premise sales</p><p>🥂 The drive to socialize and why on-premise keeps outperforming off-premise</p><p><br></p><p>Key takeaways:</p><ul><li><p>There is no single reason for the softness. It is a stressed consumer, not people walking away from beer.</p></li><li><p>Gen Z is not quitting. They are broke, and they still pick beer over the emerging categories.</p></li><li><p>On-premise is holding because people protect the occasion, not just the beer.</p></li><li><p>Weather and gas prices explain most of the week-to-week swings.</p></li><li><p>Build the occasion and they will come. You have more control locally than you give yourself credit for.</p><p><br></p></li></ul><p>Andrew Heritage is Chief Economist at the Beer Institute, covering roughly 90% of industry volume. If you want someone who can separate the myths from the math, this is the one.</p><p><br></p><p>Want the deck? Email info@vxptech.com and we will share it.</p><p><br></p><p>Listen, learn, and enjoy what you do. Share with a friend if you love it.</p><p><br></p><p>🎧 Also on YouTube | 🔗 LinkedIn: Tapped In Sales / VXP</p>
July 7, 2026
116: Double Tap: When Brands Don't Compete, They Multiply
<p>Every supplier talks about pod gaps. Almost nobody talks about which gaps are worth chasing. Matt Moberly does. Master's in chemistry, 25 years in beer, and he runs the number one New Belgium market in the country, and he treats selling beer like a science experiment.</p><p><br></p><p>We get into why the account closest to a rep's house is usually the wrong one to chase, how Two Hearted and Oberon make each other bigger instead of stealing from each other, and where the data stops and the human side of this business takes over.</p><p><br></p><p>In this episode, we break down:</p><p>🍺 Why the pod closest to home is usually the wrong pod to chase </p><p>📊 Quality-weighting distribution gaps instead of treating every POD the same </p><p>🍻 The Double Tap: why Two Hearted and Oberon sell more together, not less </p><p>💸 FOLD (Fear of Lost Dollars) and why it moves reps and distributors </p><p>🧪 Running sales incentives like a chemistry experiment </p><p>🗺️ Carrying the right things, not everything, and the on-premise data void </p><p>🤝 Where AI stops and the human side of selling beer begins</p><p><br></p><p>A few things worth stealing for your own market:</p><ul><li><p>Not all PODs are equal. Chase placements that rebuy and stick, not checkbox pods that die in the back room.</p></li><li><p>Double Tap is real. Accounts pouring both Two Hearted and Oberon saw roughly 4x the combined volume of the median single-handle account.</p></li><li><p>FOLD moves people. If you're not getting those go-get dollars, your competition is.</p></li><li><p>Run it like an experiment. Test, measure, adjust, repeat.</p></li><li><p>Carry the right things, not everything. Discipline by style beats stacking five IPAs.</p></li></ul><p>Matt started street-level at Bell's, built their national accounts and business insights teams, ran sales and marketing for all of Bell's, and now leads Michigan for New Belgium. Chemistry brain, on-premise heart.</p><p><br></p><p>Worth a listen if you're building distribution goals, incentives, or trying to get more out of your data than a stack of reports.</p><p><br></p><p>Share with a friend if you love it.</p><p><br></p><p>📩 info@vxptech.com</p><p><br></p><p>===============</p><p>YouTube: <a href="http://www.youtube.com/@TappedInBeveragePodcast"><u>Watch on YouTube: Tapped In Sales</u></a> Spotify Podcast: <a href="https://open.spotify.com/show/1AuQiKjRrHy0JmwwvTAzAJ?si=7189540cc7e344c9"><u>Listen & Watch on Spotify Podcasts Tapped In Sales</u></a></p><p>Apple Podcasts: <a href="https://podcasts.apple.com/us/podcast/26-how-to-make-your-pfp-a-guaranteed-monthly-bonus/id1744836870?i=1000673130206"><u>Listen on Apple Podcast Tapped In Sales</u></a></p><p>===============</p><p><strong>Connect with Us: </strong></p><p>Follow us on LinkedIn for the latest episodes, industry news, and insights from the beer distribution world.</p><p><br></p><p><strong>About Tapped In Sales: </strong></p><p>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.</p><p><br></p><p>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.</p><p><br></p><p>Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!</p><p><br></p><p>If you enjoyed the episode, don’t forget to subscribe, leave a review, and share it with a friend!</p>
118 total episodes available
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