Each week we’re pleased to Zoom chat with craft communicators across the country through our #radcraftindustryrelief efforts. Last week, we talked about shifting beer sales strategies with Peter August of Karl Strauss Brewing Company and Mike Singer of Other Half Brewing Co.
Karl Strauss distributes through multiple companies, including their in-house distribution arm Karl Strauss Distributors for craft brands in Southern California. August leads Northern area sales, and offers the unique perspective of a time-honored (31 year-old!) brand making meaningful impact outside of home turf. August prioritized meaningful engagement with chain stores in the marketplace for larger brands that can accommodate the demand. “Who are the 20 percent of stores doing 80 percent of your volume?” he asked, demonstrating the value of consistent, high-volume accounts.
“More chains is a really good way to reach new audiences,” Singer adds. “Bigger placements get the product out there in front of a lot of people very quickly… or you could rent a truck and throw beer at people as you drive down the road…”
He’s kidding on that last part.
Other Half Brewing self-distributes, and before COVID sold mostly draft beer. The vessel may have shifted but Singer’s approach has not. “I’m still out in the streets and meeting with buyers personally; I’ve been masking,” he explains. “Part of my training is to always have samples to make sure our beer is getting in the right hands of people who understand the product. I use samples as part of the engagement and conversation. It would be really cool to send samples before a Zoom meeting with accounts,” he suggests to craft breweries.
We should note this RadCraft Industry Relief Zoom chat was Singer’s first. He’s oldschool— built his market for the last 14 years on personal relationships. When Coronavirus hit, he was on the phone personally calling everyone.
August was doing a lot of the same, though for transparency was furloughed from Karl Strauss until just recently. Now that he’s back to work he knows one of the biggest challenges will be selling more beer with less people. Getting distributors engaged in beer is valuable, he says. “That can be difficult when they’ve got a large book of brands, so give incentives.”
August also stresses the significance of hosting accounts and distributor reps at your brewery location, albeit difficult at this current time with so many of them operating at reduced hours and socially distanced capacities. If you can, he says, giving them that opportunity is key.
Engage with distributors and all audiences for that matter, Singer echoes, by telling a story about your brand. “People rally around a great products,” he says. “A story always sells, especially if your audience cares about it as much as you care about it.”