The document discusses how most new products fail in the marketplace according to Nielsen. It emphasizes that a brand's power relies on its ability to sell through various distribution systems. Effective sales teams use multiple strategies to build brand awareness, customer loyalty, and growth. Tracking customer data, objectives, and activities is key for any modern sales methodology in the beverage alcohol industry. The presentation provides insights into how sales teams can be more efficient.

2. “85% of New Products Fail In The Marketplace”
Source: Nielsen Breakthrough Innovation Project

3. At GreatVines, we believe that the power of a brand is only as good as
your ability to sell it. Whether you exist in a 2 or 3-tier distribution
system, the most efficient sales team embraces a variety of strategies to
build brand visibility and awareness, customer loyalty and consistent
growth. Less than 1% of salespeople in our industry are capable of
remembering all the actionable data about a customer, much less 100 or
more “key accounts”. Tracking customer data, objectives and activities
are the cornerstone of any modern sales methodology, and the beverage
alcohol industry is no different. This short presentation should provide
insights as to how you can empower your sales team to be more efficient.

5. Increase menu
placements at fine
dining key accounts by
10%
3 or more POS
Placements at Key
Accounts
More shelf facings
than competition
and 1 or more
displays

6. Tasting and Training Displays and POS Promotional Events

7. “I love single malt
scotch, bourbon and
cuban cigars”
“We prefer white
wine and clear
spirits”
“No displays or
tastings in my
store”

10. ● Which Key Accounts that we have visited have not purchased my brand?
● Do my Distributors have enough inventory to reach their goal?
● How has my execution in Key Accounts changed over time?
● How many activities have we executed vs goal?
● Which Key Accounts have not had a Staff Training since gaining distribution?
● Which Key Accounts have my brand on the wrong shelf?
● Which chain outlets have not ordered against an HQ Authorization?

11. ● What % of Key Accounts are selling my brand vs my competition?
● What % of Key Accounts have my brand or competitor on a Menu?
● How many new POS placements do we need to achieve our volume goal?
● How many Key Accounts have my brand or competitor on Display?
● What is my velocity in accounts serving us By The Glass vs only Wine List?
● What is my average price vs my competition?
● What is my velocity in accounts by price point?

13. Trade Newsletters Recipes & Sell Sheets Promo Announcements

17. …