Beer Business Finance
Beer Business Finance is financial intelligence for beer wholesalers. We are dedicated to giving you clear, common-sense financial guidance so that you can improve financial results in your beer business. More profits, better cash flow, that’s Beer Business Finance. Listen to the podcast. The journey to a stronger financial business begins now.
Using AI Without the Anxiety: Practical Ways Beer Wholesalers Can Start Today
Artificial intelligence is everywhere in business conversations right now, but for many beer wholesalers, the real challenge is simply knowing where to start.Â
In this conversation with Bud Dunn from VxP, we cut through the hype and focus on practical ways AI can help wholesalers save time, improve decision-making, and support their teams.
Instead of complicated technology projects, Bud shares how AI can assist with sales insights, forecasting, reporting, and everyday administrative work, while reinforcing the roles of experienced people in the business.Â
If you’ve been curious about AI but unsu...
Leading Beer Forward: Advocacy, Growth, and the Next Generation with Kim McKinnish (NBWA)
In this episode, we hear from Kim McKinnish SVP and COO of the National Beer Wholesalers Association (NBWA) to talk about the future of beer.Â
Kim shares insights on the current state of the industry, the power of advocacy, and key NBWA initiatives including the BREW Initiative, the Next Generation of Leaders Group, and the Beer First Campaign.Â
Our conversation explores how leadership, relationships, and culture drive stronger businesses — and what distributors can do right now to build a healthier, more sustainable beer industry.
In this...
The Future of Functional Beverages with Julie Rhodes of Kick Beverages
Today, I’m joined by Julie Rhodes, co-founder of Kick Beverages and industry consultant with Not Your Hobby Marketing Solutions.Â
Julie and her team are making waves with Kick Fizz, a hemp-derived beverage that’s redefining how consumers think about social and functional drinks.
In this conversation, we dig into:
The inspiration behind Kick Fizz and how Julie identified an opening for a hemp-derived beverage in today’s evolving market.How Kick Beverages positions itself in the space between beer and cannabis—and what that mean...How to Build Financial Accountability Across Your Beer Wholesaler Team
Financial results shouldn’t live only in the accounting office, they belong to every department.Â
In this podcast, I'll share how beer wholesalers can build a culture of financial accountability by giving managers the tools, training, and systems to understand and own their numbers.Â
You’ll learn how to provide financial literacy education, involve department leaders in high-involvement planning, and run regular financial huddles that turn data into action.Â
The result: smarter decisions, stronger engagement, and better bottom-line performance across your entire operation.
P.S. Don't f...
The Beer Distributor Tax Playbook: Credits, Deductions & Smart Planning
In today's episode, we hear from RJ Martucci, Partner and Co-Lead of the Food & Beverage Practice at PKF O’Connor Davies, to break down the latest tax rules and strategies affecting beer wholesalers.Â
From entity structure and depreciation rules to credits, incentives, and estate planning, RJ shares practical guidance to help wholesalers reduce taxes, avoid surprises, and build long-term value.Â
If you want to keep more cash in your business — both now and when it’s time to exit — this episode is for you.
Connect with RJ Martucci - RMartucci@pkfod.com
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The State of Beer: Economic Trends Every Wholesaler Needs to Know
In today's podcast we dig into the "state of beer" with economist Lester Jones, separating structural shifts from cyclical noise and outlining a practical playbook to drive sales growth.Â
From broken pricing elasticity to on-premise strategy and demographics, we share data and specific moves.
Key Topics:
Â
 • industry volumes down and dollars soft
 • structural vs cyclical drivers shaping demand
 • beer purchasers’ index sentiment and signals
 • pricing power fading and elasticity reset
 • on-premise momentum, draft advantages, happy hour value
 • occasion-led strategy with low and no alcohol
 • demo...
Inside the Audit Room: Lessons from Reyes Holdings for Wholesaler Success
A CFO who became a head of marketing, eliminated millions in debt, and then built a company to fix distribution blind spots—Doug Veliky’s journey is a masterclass in making beer businesses sturdier and smarter.Â
We dig into the decisions that actually move the needle: building an internal audit team at Reyes that focused on real compliance risk, redesigning systems at Revolution to produce market-level P&Ls, and consolidating a spaghetti bowl of loans into a revolving line that turned heavy debt into daily cash efficiency.Â
That financ...
Maximizing Profit with VxP: Beer Wholesaler Tools for Growth and Efficiency
In today's podcast you'll hear the audio version of our workshop on how to grow sales, increase gross profits and reduced finished product loss.Â
In this session, you’ll learn how to:
Increase gross profit using the powerful VxP toolReduce finished product loss through more efficient inventory managementIdentify key opportunities to grow top-line salesKey Takeaways
Gain actionable insights for boosting gross profitLearn how VxP can transform your business operationsGet practical, real-world strategies you can implement immediatelyDo this next...
Watch the replay...Boosting Profit and...Captive Insurance: The Beer Distributor's Secret Weapon
Health insurance costs are spiraling out of control for many beer wholesalers, with annual increases of 5-10% that seem impossible to escape.Â
But what if there was a better way?Â
What if you could not only stop these relentless increases but actually reduce costs while improving benefits?
Erin Butler from BevCap Management reveals how beer distributors across the country are doing exactly that through captive health insurance plans.
This isn't just a minor cost adjustment – it's a fundamental reimagining of how wholesalers approach healthcare coverage.Â
The n...
Profit by the Numbers: Creative Financial Analysis for Beer Wholesalers
In this financial workshop with with RJ Martucci from PKF O’Connor Davies, we explore powerful and practical ways for beer wholesalers to get more value from their financial statements.
Instead of just glancing at the P&L each month, RJ encourages a layered approach to financial analysis—using multiple tools and perspectives to uncover the full story behind the numbers.
From trend analysis to dashboards, it’s all about building a clear picture of performance and spotting opportunities to improve profitability.
RJ shared several specific techniques for sh...
Wholesaler Financial Benchmarks
In today's podcast you'll hear the audio version of our Wholesaler Financial Round Table meeting.Â
This month's topic is on financial analysis techniques and wholesaler financial benchmarks.Â
Summary of Key Points
Financial analysis basics: How to focus on the most important numbersHow to follow a financial month-end process to speed up production of the financial statementsStandard set of reports and financial benchmarksÂResources
Connect with RJ Martucci at PKF O'Connor Davies, RMartucci@pkfod.comSign up for the FREE wholesaler financial newsletterÂBeer Wholesalers: One Idea to Save $100K
This podcast is all about how to reduce finished product loss (FPL) in your beer business.Â
Bud Dunn from VxP shares best practices, training ideas, and a cool software tool to help you significantly reduce out of code beer in your business.Â
Step 1: Calculate how much FPL costs your business each year (probably around 10cents/CE)Step 2: Reach out to Bud to see how you can reduce your FPL to 2-3cents/CEStep 3: Enjoy the savings!Summary
Use VxP to grow volume, profit, and reduce finished product lossCommon ca...Data Analytics, Performance Measurement, and Sales Team Training with Pints, LLC
Today on the podcast we hear from Dan Lust, Beverage Industry Consultant with Pints, LLC.
Dan and I review the top challenges facing the industry and share data analytics, business planning, and performance measurement tactics for distributors and breweries.Â
Summary
Hot topics: Tariffs, pricing, and the importance of sales trainingStrategic growth planning tactics for breweries Tools to make data-driven decisionsKeys to brewery-wholesaler business relationshipsResources
Connect with Dan at Pints, LLCGet the FREE beer wholesaler financial newsletterKeys & Contracts: Buying vs. Leasing Your Beer Wholesaler Truck Fleet
Today on the podcast we talk all-things truck leasing with Jenn King, Field Sales Manager from Penske.
The lease vs. buy question is a big one when it comes to your truck fleet.Â
Jenn gives us a high-level overview of how truck leasing works, what's included, and a tool to perform a cost analysis so you get the best scenario for your business.Â
Key Points
Lease vs. own analysis tool - how to make the best financial decision for fleet managementHow to remove risk, increase uptime, and improve budgeting for fl...Captive Insurance is a Game-Changer for Beer Wholesalers
In our beer wholesaler business we used a self-funded insurance plan to save millions of dollars over the cost of traditional fully funded health plan.Â
In today's podcast, Erin Butler of BevCap Management will show you how to do the same in your beer business.Â
Key Takeaways
Wholesalers in the BevCap group save $640 per month, per employee compared to the average fully funded insurance premiums. This works out to a savings of $7,680 per year, per employeeExample: Beer wholesaler A has 100 employees, saves $7,680 per employee = $768,000 savings...every year65% of co...The Lean Wholesaler: Cutting Costs Without Cutting Quality
Today on the podcast we hear from Bob Higgins of P3 Cost Analysts. Bob and his team specialize in identifying and reducing over-spending in your business.
We talk all things expense management, cost reduction strategies, and share ideas on how your wholesaler business can save money.
Highlights
Bob's process for identifying and eliminating unnecessary expensesBiggest cost-saving opportunities that companies commonly overlookThe most surprising savings P3 has been able to secure for clientsTrends in business expenses today, and where breweries will need to focus their cost-saving efforts in the futureResources<...
Beer Industry Data Rundown with BWC's Dave Williams
Today on the podcast we hear from Dave Williams, the Analytics Czar from Bump Williams Consulting.
Dave provides a recap of 2024 beer industry data, trends, and insights. We also cover “Dave’s Top 7”. These are the hot topics that he's been hearing about recently in the beer business.
Key Points
Growth in non-alcohol beer and ready-to-drink productsOn-premise resultsHealth guidelines and the impact of tariffsTrends in cannabis and crossover brandsResources
Connect with Dave, dave@bumpwilliamsconsulting.comSign up for the Beer Business Finance newsletter. Fi...Back to Basics with Rebecca Maisel from Gulf Distributing
Today on the podcast we hear from Rebecca Maisel from Gulf Distributing. Rebecca is the Senior VP of Legal and Governmental Affairs and recently elected Chair of the National Beer Wholesalers Association.Â
Rebecca and I talk about how to become a world class beer wholesaler, her vision for wholesalers to adapt, grow, protect, and invest, and how to continue to innovate in the beer distribution space.
Topic Summary
Key focus areas for beer wholesalers in legal and governmental affairsBest practices for portfolio managementOperations and technology initiatives implemented at Gulf Distributing How to or...Tapped In: 2024 Beer Trends and Beyond with the NBWA's Lester Jones
Today on the podcast NBWA's Chief Economist Lester Jones breaks down beer sales data from 2024 and provides an outlook for 2025.Â
Key Points
Resources
Connect with Lester Jones, ljones@nbwa.orgGet the free beer business finance newsletter2025 Beer Wholesaler Budget Workshop
In today's podcast you'll get best practices, tools, and inspiration to build your 2025 beer wholesaler financial plan.
Topics Covered:
Open Q&A: What is your BIG budget challenge right now?3 Steps to take right now to build a great budgetBudget prep outline template to keep you organized6 Budget questions you need to answerSample wholesaler budget templates - sales, GP, OPEX, etc.​Key Takeaways
How to overcome analysis paralysis in the budget processTactics to consolidate multiple business entitiesBest practices to overcome the 'unknowns' of financial planningOne wholesaler's process to achieve a 2-d...Best Practices to Manage Supplier Incentives
Today on the podcast we dive deep into the world of supplier incentives. What they are, how they work, and how to get alignment between these incentives and bottom line company goals.
Summary
Resources
Wholesaler Consolidation with OMAC Beverage Advisors
Today on the podcast we hear from Sean McLaren and Adam Bush from OMAC Beverage Advisors.
OMAC has worked on hundreds of transactions in the beverage industry, and understand the unique considerations for these types of deals.
Sean and Adam share insights and analysis on the state of wholesaler consolidation, trends in valuation multiples, and best practices to make ready for a sale.Â
Summary
R...
Cybercrime is on the Rise: Security Tips from an Ethical Hacker
Tom DeMayo is a partner with PKF O'Connor Davies, specializes in cybersecurity, and is a self-described 'ethical hacker'.
Cybercrime is a $10 trillion problem globally, and beer wholesalers are target.
In today's podcast, Tom shares how these crimes occur, how to find out if your company is vulnerable, and what steps you can take right now to prevent a ransomware attack.Â
Key Points
Smarter Wholesaler Analytics for Better Results
Want smarter wholesaler analytics to get better results?
Then you'll want to learn more about VxP, the best tool for guided selling strategies to increase sales and gross profits while decreasing finished product loss.
A powerful 1-2-3 combo to supercharge your income statement.
In this recorded workshop you'll learn how VxP provides the tools for real-time execution, automated workflows, and smarter analytics.
Workshop Overview
Review of VxP: Who it's for, why it's important, how it works, and the problem it solves.Compensation planning...Podcast: A Practical Guide to Beer Wholesaler Mergers and Acquisitions
Today on the podcast I'm joined by Orman Anderson, CFO from Glazer’s Beer and Beverage, and RJ Martucci, a partner with PKF O’Connor Davies.
You'll hear the audio version of our NBWA presentation on A Practical Guide to Beer Wholesaler Mergers and Acquisitions.
Our presentation covers four key issues -
Target identification: Selling or buying, who are you valuable to, and who is valuable to youDue diligence: Research, homework, what you need to doValuations and models: Current market, quantitative and qualitative measurementsPost acquisition: What happens after the deal is done, and...2024 Economic Outlook with Lester Jones
Today on the podcast we hear from Lester Jones, Chief Economist for the National Beer Wholesalers Association.
Lester takes us through his 2024 U.S. Economic Outlook and Beer Industry Trends report.
His bottom line: "The economy is resilient, people are spending money, just in different ways. We need to react to that in a dynamic way." Â
Key Points
Wholesaler Consolidation, Mergers and Acquisitions with RJ Martucci
Today on the podcast we talk mergers and acquisitions and wholesaler consolidation with RJ Martucci from accounting firm PKF O'Connor Davies.
Key Points
Resources
Learn more about PKF O'Connor DaviesGet the free beer business finance newsletterWholesaler Mergers and Acquisitions with Glazer's CFO Orman Anderson
Today on the podcast we talk wholesaler mergers and acquisitions with Orman Anderson, CFO for Glazer's Beer and Beverage.
Orman is a former investment banker with Bear Stearns and JP Morgan, and has done multiple transactions as CFO for Glazers. So, this man knows his stuff.
In our conversation, we dig in on how Glazer's conducts it's acquisition due diligence, establishes valuations, and considers financing options.
If you're thinking of buying (or selling) your beer business, this podcast is for you.
Key Topics
How to Save Money and Provide Better Benefits with BevCap's Beer Distributor Health Insurance Captive
In today's podcast we talk about the beer distributor health insurance captive with Natalie Witmyer from Bernie Little Distributors and Lee Anne Klas from BevCap.
Natalie shares how Bernie Little has benefitted from the captive with cost savings and improved benefits for employees.
Lee Anne tells us what a captive health insurance is, how it all works, and how distributors can use this approach to save money.
Key Topics
Selling Smarter with Scheppers Distributing
Today on the podcast we hear from Scheppers Distributing President Joe Priesmeyer and Bud Dunn from VxP.
In Joe's words, "We had a severe finished product loss issue in our business..."Â
Joe shares Scheppers's challenges managing out of code and close to code product, and how VxP helped to significantly reduce this expense.
Key Topics
Resources
Connect with Joe Priesmeyer, jpriesmeyer@nhscheppers.com, cell: 573-489-2830Connect with Bud Dunn, bud@vxptech.com, cell: 269...How Beer Distributors Can Save on Health Insurance Costs
Health insurance is one of the biggest expenses on your income statement. And every year that expense just keeps going up.
In today's podcast we hear from John Kirke, President at BevCap Health. John leads BevCap Management's healthcare captive team, client services and growth strategies empowering clients to create value for their organization through healthcare benefits sponsored in stop loss captives.
In a nutshell, John helps beer distributors save a lot of money on their healthcare expenses.Â
Key Topics
How to Increase Wholesaler Gross Profit in 2024
In today's podcast you'll hear the audio version of a recent webinar focused on how to grow wholesaler gross profit, reduce finished product loss, and redefine your distribution strategy in 2024.
Bud Dunn from VxP talks through the features and benefits of a new sales tool that will help you increase gross profits, decrease finished product loss and super charge your sales team.
Resources
Connect with Bud to learn more: bud@vxptech.comJoin the new finance group for beer wholesalersBeer Wholesaler Tax Deductions and Key Financial Indicators
Today we hear from RJ Martucci from PKF O'Connor Davies, accountants and advisors.
RJ and I talk about a wide range of subjects including the current economic conditions facing beer wholesalers, 2024 budgeting strategy, KPIs, as well as tax credits and deductions you should take advantage of.
Key Topics
Resources
Learn more about PKF O'Connor Davies accountants and advisorsConnect with RJ Martucci on LinkedInGet the free beer b...An Inconvenient Truth with Bump Williams: Sales Growth Strategy Misalignment
In today's podcast Bump Williams shares an early read on the BWC growth strategy survey.
The results are...surprising.
The survey is sent to hundreds of retailers, wholesalers and breweries, and asks one simple question:Â What are your strategies for growth in the upcoming year?
The results are tallied, sorted by the most common answers, and analyzed to determine overlap amongst the companies in the 3-tier system.
One of the goals of the survey is to identify where there is alignment or common growth approaches in the 3-tier system. And where t...
Use This Moneyball Approach to Sell More Beer
The Oakland A's baseball team used data-driven decision-making to build a competitive team despite a limited budget compared to wealthier teams.
This approach came to be known as "Moneyball" and was popularized by author Michael Lewis in his book of the same name.
"Moneyball" explores themes of innovation, data-driven decision-making, and challenging the status quo in the world of sports.
In today's podcast, Bud Dunn from VxP explains how beer distributors can adopt a moneyball approach to sell more beer.
Key Topics
Q&A with Glazers Beer and Beverage CFO Orman Anderson
In today's podcast we hear from Orman Anderson, CFO for Glazers Beer and Beverage.
Orman shares his process for financial analysis, budget planning, key metrics to track, and compensation planning. Â
Key Topics
Resources
Learn more about Glazers Beer and Beverage or connect with Orman Anderson Join the network of beer industry finance professionalsSales Compensation Planning with Stokes Distributing
Today we talk sales compensation planning with the leadership team at Stokes Distributing.
Sparkman Walker, President, Matt Mumme, VP of Sales and GM, and Chris Leonard, CFO, share their experiences, challenges and benefits they've seen since partnering with Volume x Profit (VxP).
Key Topics
Resources
Connect with Matt Mumme, VP of Sales and GM: matthew.mumme@stokesdistributing.comContact Bud Dunn to learn more a...Do This to Reduce Finished Product Loss by 50%...
Distributors are always on the lookout for ways to reduce costs and increase sales. In today's podcast we talk with Bud Dunn from VxP, who shares a tool that you can use to reduce finished product loss by 50% or more, and increase gross profit per CE by 20 cents or more.Â
Key Topics
Resources
Learn how to increase g...Navigating the Bud Light Debacle: Turning Challenges into Opportunities
Today we talk about navigating current market challenges and brand slumps with Bud Dunn from VxP.
These days, beer wholesalers have a doozy of a "brand slump" with the Bud Light debacle. Bud and I talk about tactics and strategies that distributors can use to navigate the current chaos, and overcome future brand slumps when they occur.Â
Key Topics
The Power of Networks: How to Run a Better Beer Business
The goal of our new wholesaler finance group is to bring people together to solve problems, overcome challenges, and share best practices.
In our virtual meetings we talk about the key issues facing beer wholesalers: how to build a better sales compensation plan, ideas to manage expenses, next generation succession planning, and gross profit management to name a few.
Key Topics
Resources
Learn more about the Beer Business Finance AssociationSign up for the free...
