Welcome and Keynote
Stephen Fahy, Senior Buyer, The Wine Library will open up the ABID Conference.
The Distributor’s Dilemma: Your Checklist and How To Solve One Problem at a time
Your import and distribution business, as it exists in a largely capitalist economic environment will exert pressures on you, causing you to react and develop. How you cope and change with those pressures will determine how well you succeed. It’s helpful to start out by looking at the environment you currently occupy and how those pressures become primary motivators to how you run your business.
In this session, Bill will make you the MDB (Master of Distribution Business) and cover important touch points of your business and how to tackle one problem at a time.
Effectively Managing Your Field Sales Team
Managing a team of beer, spirits and wine sales representatives who spend the majority of their time working independently and remotely presents a unique set of challenges. Evan Daly who is the field sales manager at the Allied Beverage Group will share his expertise on how to manage a sales team and sell more cases.
Distributor's Business Legal Checklist
Straight Talk With The Buyer: Stephen Fahy Senior Buyer, The Wine Library (Retailer)
In this Q and A session, we ask the buyer (The Retailer) direct questions. Questions like how distributors can train their reps, most effective merchandising that works in retail, elevator pitch for a new brand, how to help them when brands do not sell, how to get a floor display, how to build a strong relationship with them and more.
Being Operationally Efficient In Your Import and Distribution Business
Depletion reports, supplier kickbacks, credit terms, sales incentives, portfolio building, portfolio management, warehouse management, inventory management - a crash course on being a better operator of your import and distribution business.
Building Resiliency: Managing Industry Changes in Wine Shipping & Logistics
In this session, Thomas will share specific strategies to manage the latest industry developments impacting shipments. Topics like the below will be covered:
1. Managing free time / detention / congestion (USA port map showing activity)
2. Smaller shipments as a strategy for flexibility/cost - LCL investment income example
3. Domestic shipping industry – industry consolidation, truck driver shortage, rising costs (vehicle costs for lower emission requirements, fuel costs CA)
4. Intermodal as alternative – example
Digital People Are Real People
From the perspective of the retailer, large distributors are faceless organizations with an ever-changing cast of under-informed sales folk. Strong relationships are the keys to our businesses and how we distinguish ourselves from our competitors. Yet from the limited social media presence of most small and mid-sized importers and distributors, it’s clear many are neglecting a very strong method for real relationship building.
In this session, Alyssa Wolf, Owner of the Red Wolf Imports shares their insights on they sell more cases using social media.
Buttoning Ourselves Up On The Street and In The Office
Want to Import or Distribute yourself? Get Ready For These Challenges In Your First 365 Days
So you have the desire to start your import company? Going out on your own is ambitious, but many people fail to actually calculate the real investment in time and money needed to build a profitable import company. In this session, you will get learn the challenges that you will face in the first 365 days of your business. Are you really ready for that?
Running Lean and Real Tactics
What Does a Wine Rep Really Want and How My Boss Can help Me Succeed
Success Formula For Importers and Distributors To Get Into National Restaurant Chains
Sharyn Kervyn who is the CSW Wine Director at The Capital Grille, which is one of the leading American restaurant chain of upscale steakhouses shares her insights on how can importers and distributors get into on-premise chains.
How Importers and Distributors Can Pitch into Cruise Lines and Airlines
Myths busted on how the buying of wine, beer, and spirits work at cruises and airlines and how you can grow your business in this channel.