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A Fresh Approach to Employee Development

EDUCATION

Industry updates, training tips and blogs are delivered through email and social media. Live “Beverage Summit” events include industry expert presentations, networking, panel discussions and training seminars. 

TRAINING

Instructor led presentations, group analysis, idea sharing and role playing. Students understand and develop improved sales, key account and distribution management techniques.

COACHING

Training programs include coaching days where I work side by side with your team in the field to reinforce the key learning objectives. All clients may contact me for coaching help any business day thru cell phone or email.

Training Courses

Selling Skills

KEy Learning objectives

  • Planning the Sales Call

  • Communication Styles

  • Building Rapport

  • Effective Probing and Listening

  • Qualifying The Customer

  • Features and Benefits

  • Providing Evidence

  • Objection Handling

  • Closing Techniques

  • Execution

KEY TAKEAWAYS

  • Understand critical sales techniques that every sales person needs to
    master in order to maximize sales

  • Understand how to identify communication styles and why it is important to match the buyers’ style

  • Develop probing techniques that will cut selling time while increasing results

  • Understand the 3 must have elements in any presentation to help eliminate objections and close more sales

WHO SHOULD ATTEND

  • Sales Reps

  • Distributor Sales Reps

  • Managers / Directors responsible for leading and developing Sales Teams

  • Key Account Sales Reps

  • Any future Key Account leaders / managers

DELIVERABLES

  • Bright Tank Training Account Profile and Market Development templates

  • Bright Tank Training Communication Style guidelines

  • Bright Tank Training Coaching Day

BENEFITS

  • Enhanced employee development

  • Increased sales call efficiency

  • Increased sales and distribution results

  • More professional and capable staff


Effective Distribution Management

KEy Learning objectives

  • Understanding how distributors assess brewery reps

  • Establishing brewery expectations of distributors

  • Establish distributor expectations of breweries

  • What you should know about distributors

  • Guidelines for working with distributors

  • Developing merchandising standards

  • New brand introduction procedures

  • Planning and executing distributor planning and review meetings (P&R/ABP)

  • Understanding VIP and IRI

KEY TAKEAWAYS

  • Understand critical distributor management techniques that every sales person needs to
    master in order to maximize distribution

  • Understand what it takes to be a successful brand inside a distributor

  • Develop critical Merchandising Standards for consistent distributor execution

  • Understand how not having an ABP can destroy a brand

WHO SHOULD ATTEND

  • Supplier Sales Reps

  • Supplier Distributor Management Reps

  • Managers / Directors responsible for leading and developing Sales Teams

  • Key Account Sales Reps

  • Any future Sales leaders / managers

DELIVERABLES

  • Bright Tank Training Distributor and Market Development templates

  • Bright Tank Training ABP template

  • Bright Tank Training Coaching Day

BENEFITS

  • Enhanced employee development

  • Increased distributor management efficiency

  • Increased sales and distribution results

  • More professional and capable staff


Key Account Management

Key Learning Objectives

  • Retailer financial and organizational structure

  • Category Management

  • Elements of an effective retail strategy

  • Syndicated Data - IRI/Nielsen

  • Characteristics of effective presentations

  • Critical elements in a business review

  • Selling in new items

  • Program calendars

  • Merchandising Standards

  • Program Recaps

KEY TAKEAWAYS

  • Understand how and why retailers make assortment and promotion decisions

  • Learn which syndicated data reports and measures can increase distribution
    and promotional activity

  • Learn how to analyze these reports and build fact based solutions that will influence
    retailer behavior

  • How to build effective Presentations that will cut through the clutter and get results

WHO SHOULD ATTEND

  • Supplier National Account Reps

  • Distributor Key Account Reps

  • Managers / Directors responsible for leading and developing Key Account Teams

  • On / Off Premise Managers

  • Any future Key Account leaders / managers

DELIVERABLES

  • Bright Tank Training presentation development template

  • Bright Tank Training key account profile template

  • Analytical techniques to identify insight that will influence retailer behavior

  • Bright Tank Training Coaching Day

BENEFITS

  • Enhanced retailer relationships

  • Increased Distribution and Promotion Activity

  • Increased Market Share

  • More professional and capable staff

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Let's Grab a beer.

Use the form below to drop us an email and we'll get back to you or give us a call at (815)-557-4653.

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