Professional Beverage Calculator

 We have put together a list of the most popular drink calculators available on the web along with their features and a link. Why? Because we know how important your time is, and like you, we hate bouncing around.

Each site offers a  drink calculator embedded within their pages. The DribbleWorld drink calculator is available for download. Why? First, because professionals know that 1oz and 1 case of wine can make the difference between hundreds of dollars. And second, imagine if you were a writer, would you say let me go online to use that word processing program? Or, a web designer saying, “let me go online to use Photoshop”? Seems a little silly, right? Like a carpenter, you would have your tools. But for GREAT party suggestions, and where budget and flexibility are  not  concerns,   Here are some great options:

W=Wine

S = Spirits

B = Beer

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Beverage Calculator

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The key to developing and sustaining a successful sales career are the RELATIONSHIPs that you create with customers. Big deal right? You already knew that? I thought so. The true key is HOW you form those relationships.

I’ve sold everything from shoes, leather, plants, cars, to liquor. In each business, the common mistake that sales professionals make is that they treat customers like a one-night trick that they met at a club. Some managers make the same mistake, or will attempt to force you to. DON’T DO IT!

I had to tell a manager once that my relationship with my customer is like a marriage: A good one. “Mr. Manager you may see this customer a couple of times a year, but I’m in this account every week.” Yes, I could sell 100 cases of X to this customer based on the trust. But I won’t. Manager:”But, Dribblegirl, they like you. You could sell this easy.” Me: “I’m going to sell 40 cases of X, 20 of Z, and 50 of A. This works better for the customer. I also know that this strategy has a better chance of selling through.” Ballsy? Not really. It was in everyone’s best interest, including mine.

With the economic climate as it is, it is more important than ever to foster strong relationships with your customer. I know, you knew that right? How?

Once again, stop treating your customers like a trick. Don’t just come around when you want something. See your customers when you don’t have anything to sell. (Of course, I’m sure you always have something…) Really, would you want to see anyone when you knew the only time that they came around is when they wanted something?

Talk to your customers. ALL of your customers. I watched alot of sales people sweat during competitions because they only developed relationships with certain customers. I treat paupers and millionaires equally. You can learn alot from both. Engage, and be engaging.

Now, before you start to think I’m some sister feel good, I’ve had to divorce a few customers. Like a bad partner, Some customers wanted a relationship based upon servitude, not service. Then again, there are all sorts of successful marriages. After all, a masochist needs a sadist. If you have a sadistic customer, pair him with a masochistic sales rep. They will love each other.

My relationships were different. The majority of customers want healthy relationships. I’m a strong believer in respect: Giving as well as receiving. Corny, but true. Genuinely take the time to care about your customer’s business, because it is in part your business. Okay, I’m stopping now. We’re beginning to delve into unoriginal and obvious territory…

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It’s difficult to have an informed opinion if you don’t know the opposing views. I had hoped to spark some outrage or thoughtful dialogue from my fellow drink professionals with the Thinking of Drinking post from the lawyer drink enthusiast. Instead, my phone kept ringing. I think I need younger friends.

Her rebuttal to the above letter was intelligent, articulate – and clearly missed the mark. You can tell those who work IN the industry and those on the periphery.

I find that when anyone has a view, the idea presented either completely ignores the opposition or displays the opposing opinion in half truths. You want to impress me. Tell the whole truth, and then state while you may find some validity in your opponents statements, your mind isn’t changed.

I’ll show you how: Distributors/Wholesalers are in the business of making money. Was that a secret? Just like any other business. The three tier system is one of checks and balances. If she really thinks how POWERFUL wholesalers are, she hasn’t seen grown men grovel in front of retailers. Not powerful multi-conglomerates. I’m talking Mr. Woo who owns 1 shop.

The three-tier system is a symbiotic one. Each needs the other. No one entity is more powerful or more important. Athough occasionally some successful meglomaniac seems to think so.
Thankfully, the ever evolving consumer market usually returns these poor souls to reality. Do larger supplier companies have an “inside” edge? Of course they do. But they didn’t start out that way. It all starts with one brand.

Would you believe me if I told you about the beginning of Crown Royal in the US market when a now retired salesman had to BEG a retailer to buy just “one bottle”? Not much has changed, except now it’s three bottles and “let’s put it on the counter”. Is that “the considerable amount of power that wholesalers hold in the market place”? It’s a business. Like any other.

Ok, you’ve created this wonderful concoction. How do you plan about selling it? You’d like a distributor to ask (let me stop playing) TELL his/her employees that they have a sales goal to sell x-amount.

Is it unreasonable to expect that as the brand supplier, you would have allocated x-amount of dollars for marketing and sales support? You tried that new drink as a sample during a tasting event. Did you think the girl pouring was there ’cause you were cute? Is it unrealistic to expect that in exchange for the time and considerable resources that wholesalers put forth to execute YOUR brand, that you would do more than drop the cases at the door? YOUR brand that no one has even heard of. Your unique vodka to add to the shelf with the other 70?

If wholesalers only work with powerful suppliers, then based on some of the brands that I’ve seen in the market; I am scared to death of what didn’t make it because of a lack of funds.

And one last thing. Distilling and winemaking for the purpose of reselling is not exactly a poor man’s hobby. I’m tired. I need a drink.

Shipping
I swear I was done. I realized that I forgot to address the shipping issue. That was the crux of the original argument, right? Are wholesalers and retailers scared of interstate shipping? Small retailers definitely. Paradoxically, the new suggested system benefiting small entrepreneurial distillers (who the lawyer happens to also be) would essentially crush the smaller retail wine shop and convenience spirit stores. The “big boy” retailers would adjust and adapt. Eventually, small distiller… you are going to want to grow your business. You start shipping enough 1 bottle, 2 bottle, 1/2 case orders… The lack of cost effectiveness becomes apparent. So then you implement a minimum order policy. Did you know wholesalers ship 1 bottle of a particular brand?

Let’s say you manage to garner the attention of a major retailer. You receive a distribution deal to sell directly to them. They are going to buy major cases, so of course there is a quantity discount. Now customers would pay more to buy directly from you then going to a retailer. But wait, aren’t you for equal opportunity for all?

As for the wholesalers, I venture that they are more concerned with retaining the investment in the building of established brands
than new startup brands proliferating the market directly to consumers. Based on my experience, I imagine established suppliers rather welcome the buffer that wholesalers provide.

Ok, I’m done now, not really, but…

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Well what about it? What they fail to realize is yes, YES, YESSS! I keep the news on 24-7 while I’m working. Before I even have my good morning yawn, I roll over to hit the remote for the morning shows, watching the hosts drink their coffee before I’ve had mine. While working, I get up from my desk and watch the blow by blows of the latest live-news tycoon ponzi-scheme incarceration. But what does this mean?

Listen. There is the global economy, the national economy, the local economy, and more important-your personal economy. After awhile it boils down to what are YOU going to do? There are those who have lost thousands, some lost millions. Forbes announced today that there are 32 less billionaires. Once again, what does this mean to YOU? Yes, I understand the trickle-down theory, but really.

I’ve always believed that people read or engage in activities to reinforce their current state of mind or philosophy. Bear with me. If you are in sales, and people are buying less, What do YOU need to do? What can YOU do? Plenty. I’ll spell it out in my next post because I know these can get lengthy.

For now, let me just preface the upcoming post with this: I stopped reading motivational self help books years ago. Not because I don’t believe in their value, but because I think you only need one. Doesn’t matter which one. Just one. I’ve never read one that had an “a ha” moment. Mostly, I find they just reafirm or reinforce common sense ideals that you already know to be true. That’s why they are best sellers. You read them, you agree, then pat your self on the back for being so smart. This isn’t a bad thing.

I once had a job where the owner said that a sales team was like a basketball team. You play against strong team members, and you become stronger. You play with WABS (weak-a_-b__s) and that is what you become. Fifteen years ago. One of the most profound things a manager ever said to me. What can I say? I’ve had interesting work experiences.

It wasn’t said pretty, but he had a point. Surround yourself with the best. If you can’t, then BE the best. Find one motivational book. Any one. Hell, read an inspirational comic book. Read it. Refer to it. Get your mind right. Concentrate on the things that you can control. The money will follow, or at the least, a better working environment.

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By extension, this same power is passed to the wine, spirit, or beer expert. How so? It wasn’t so long ago that I can forget the nervous beat of my heart when the sommelier (ok, I’m lying, the waitress) asked what I would like to drink. Or at a party where mixed drinks were served, and my ignorance as to the meaning of “neat”. My former most ultimate fright: an industry wine tasting.

I’m going to tell you now, what I wish someone had told me years ago: it’s ok. Drink professionals have one singularly distinct advantage over you. They drink. Alot. In large part, for free. They have luxury of trying such a distinct variety of beverages, that they know what they like. The pros via experience can tell the undernotes of a scotch or even a lager. Sometimes it’s an innate talent. Mostly it is disciplined and practiced.

It’s just like ice cream. Huh? Let me explain: I don’t like chocolate mint ice cream. I don’t care how expensive the chocolate, or whether the ice cream is hand made and flown in from Vermont.

What does this mean? It means that until you try a variety of styles, you will never be well versed enough to know what you like. I know I like chocolate ice cream. More specifically, I know I love Godiva’s chocolate cheesecake ice cream. I don’t like everyone’s chocolate ice cream because some use too much air, not whole milk, or…

Experience, experimentation and personal choice. No wrong. No right. Does knowledge enhance taste? Look at it in the following two ways:

1.The azaleas bloom every year in my backyard. They are gorgeous. Knowing that their bloom will only last for two weeks out of this whole year makes me savor their beauty even more.

2. I may have read it somewhere, but I remember thinking during a sales meeting that wines are like people. The more they struggle to evolve, the stronger their character.

Every beverage has a story. Maybe no Grapes of Wrath, but interesting enough to make you savor the results of the effort even more.
Ciao.

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Before going on a riff, let me quickly name three of my favorite websites, and I’ll tell you why I love them. Wine Spectator.com, localwineevents.com and JustDrinks.com. I recommend the first because of the sheer magnitude of information available; from ratings and reports to a staff of globe trotting/wine loving aficionados. Fantastic articles. Some articles or features are limited to membership, but there is enough free information to make it worth the click. It’s a great start to get your feet wet, or if you’re comfortable; take a bath in the information.

The second, localwineevents.com is a free service where anyone can post an upcoming event in their region. To date, they’ve posted close 200,000 events. I track a few different regions. Initially, I began tracking for ideas as to what’s going on around my state. If I’m feeling adventurous: outside the country. If you own an on premise establishment, or are responsible for promotions, this is a great way to promote your venue or pick up some ideas. Currently, my primary purpose to visit this site is to remind me of my humanity. I’ve been too busy to leave the house. I think all this reading/writing code is divorcing me from people. So, I receive the upcoming events via email, and I feel like I’m there. I’m partying through channeling?

My last recommendation is the JustDrinks.com website. Global reporting on the drinks industry based out of London. As with the Wine Spectator, some articles and features are limited to membership, but enough free information to give you a heads up on what’s going on. This site allows you to flag information on specific industries or companies. Hint, hint. Do you have a job interview coming up? Are you doing a ride along with a supplier? Are you selling a particular brand? Yes, you can always go to a suppliers website, but this is an extra edge. I like getting my daily reports and reading them with a faux english accent. Makes me feel worldly as I’m eating my Cheerios.

By the by, did you know that the “US has increased it’s wine export by 6% last year and rose past the 1 billion mark for the first time?” See what I’m sayin’?

This post is getting a bit long. I didn’t get the chance to get to the Chocolate, Strawberry , or Vanilla. Next time. Ciao.

ps. If you have a favorite industry website. Let us know.

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