Four decades in the beer business and going strong, I have seen a lot: ten thousand new breweries, a few thousand fewer distributors, innovation, consolidation, wild fortunes, bankruptcies and more. Brands come and go, people come and go, companies get…
“Selling begins when the customer says no.” I heard that early on in my beer career and never forgot it. I have been told “NO” lots of times, and I couldn’t help but learn a few things along the way,…
WINNING Your brands are strong in your top 50 accounts. You get new distribution when you don’t even try. You have more good ideas than you can implement. Your new products are on allocation. You know what to do without…
Consumer demand is 90% of everything. Articulate why consumers will want to buy it. Be patient. Brands go through different phases—proof of concept, pain of growth, mainstream. It takes time to build a brand. Sell a little, learn a lot…
MHW is a leading importer of alcoholic beverages in the United States. Mike participated in a recent MHW podcast on Mergers and Acquisitions for beer and beverage companies. Learn what to look for if you want to sell your business…
As a craft brewery owner there is no greater feeling than being at the bar, anonymous to the consumer, and watching someone step up and order your beer. It is the culmination of your dream; the beer you created is…
1. Beer will decline this generation for many well-documented reasons. It will be the next decade before the pendulum swings back toward beer. Beer as reward, beer as social catalyst, beer as a badge…everything that traditionally made beer the preferred…
Taking the long view of the past 80 years since Prohibition ended, it went something like this: 1940s and 50s Lots of local breweries making great beer. Kind of like today. 1960s and 70s Big beer takes over and knocks…
Three Rules to Live By 1. The consumers will pay for your brand if they want it. That means great beer that’s fresh when they drink it; a brand people identify with; a taproom where they want to hang out…
There has been a lot of talk and writing about 15 packs lately. I was there for the first 15 pack, a long time ago, as a young marketing manager just starting out in the beer business. It actually started…