Ep. 036: Grokking MTN Dew and more with chain expert Tom Fox

--- Panel ---
Harry is joined by CM Profit Group's Tom Fox, along with Jenn and Jordan, to talk about all things chain sales.

---Time-Stamped Contents ---
00:00 intro - hard mtn dew not very similar to soft version.
00:50 will it compete more with 4 loko or twisted tea?
02:05 why low abv? likely due to issues of crossover from non-alc to alc.
02:50 it's a big deal and small deal: small in that it's one brand, big in that it brings a new big distrib competitor to the cold box. 
03:30 jordan: it's the opposite of what coke did with topo. 
04:10 pepsi had choice to be producer or distributor, wisely chose to be distributor. 
04:50 jenn doesn't think it'll blow the doors off. 
05:35 harry thinks it's big deal structurally. 
06:30 beer distribs who are also pep/coke bottlers have edge.
07:05 TOM FOX joins to talk chains
08:45 boston taking marketing, pepsi taking sales. why???
09:40 why pep chose boston beer?  cheaper options. burwick connexion. 
10:40 how will pepsi get mouse access in bev-alc cold box?
11:00 tom: likely have lotsa communication between two
12:05 pepsi serious about learning about bev-alc, bigger than mtn dew.  pepsi new bev-alc distrb
12:40 what about retail pricing? mainstream, so vol accretive to boston (but not margins)
14:00 offering distribs on-premise ain't much of an offer.
14:30 harry: is this like inbev embedding themselves with a-b to learn the business in early oughts?
15:00 boston ranks tops in tom's on and off-premise chain surveys.
15:40 new belgium on the map now with chains
16:00 constellation hitting hard too.
16:30 a-b still gets top marks, most mentions. molson coors right after.
17:40 chains loving virtual vs in-person
19:30 distribs loving it too
21:30 suppliers' performance on vs off-premise chain differences
22:00 scores haven't improved even though supplier performance has, because retailer expectations also grow.
23:30 buyers are mba's except for a few OG goats. suppliers playing ketchup
24:10 suppliers and retailers more aligned today.
25:05 on the other hand, retailers want more tailored solutions, to "be understood".
26:05 craft brewers stepping game: nbb, others
28:05 smarter to start with regional chains or go straight to bentonville?
29:20 constellation alternative to a-b and molson coors for cat captaincy.
31:35 tom: seltzers are overspaced
32:50 assortment has returned as a big priority after pan year.
34:40 jordan asks about mc sku reduction and retailers' reaction
37:55 tom describes their digital e-sales training platform at fox sales coaching

---About---
Beer Business Daily publisher Harry Schuhmacher joins his editors and other guests every workday as they grok the industry issues of the day.  

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