Getting your distributor to prioritize your brand shouldn’t feel like chasing a moving target. In this hands-on workshop, we’ll go deep on how to become the kind of brand your distributor wants to sell—by making their job easier, not harder. You’ll learn what sales tools actually move the needle, how to train your reps without micromanaging, and how to track performance so you can manage the relationship like a true business partner.
We’ll cover the psychology of distributor behavior, break down real-world examples of effective sales materials, and give you templates to work on in-session. You’ll walk away with upgraded tools, sharper positioning, and a distributor strategy you can apply immediately to earn more attention, engagement, and support—without begging for placements or updates.
This session is ideal for any craft beverage brand working through a wholesaler who wants to sell more, stay top of mind, and build stronger, longer-lasting relationships.
Participants will learn how to align their sales strategy with distributor priorities, create sales tools that drive engagement, and build a performance tracking system that strengthens wholesaler relationships over time.
Julie Rhodes is a 20-year veteran of the food and beverage industry, owning Not Your Hobby Marketing Solutions, a fractional consulting and educational services company, and a Co-Founder of Kick Fizz, a low-dose hemp-infused beverage brand. She specializes in beverage sales, digital marketing, distributor management, and business strategy, helping craft beverage brands work smarter, not harder. A sought-after speaker, business journalist, and instructor for multiple university programs, Julie was named the 2023 Brewers Association Mentor of the Year. She is also an active member of numerous trade associations and state-level guilds.
