In brand building, there’s a hard truth: You do not have volume until you have points of distribution (PODs). Volume is the lifeblood of your company’s valuation and path to scale, but you can’t move cases if they aren’t on shelves. There is a right and wrong way to hunt for PODs, and if you aren’t careful, you can grow into bankruptcy by chasing the wrong kind of “win.” This session, sponsored by Encompass Technologies, highlights how emerging brands successfully grow through distribution, from launching in new markets and building collaborative distributor relationships to executing a scaling strategy that doesn’t sacrifice profitability.

Learning Objectives:

• Master the Launch: Define where to start and refine your program strategy for successfully entering your first market, while avoiding profitability traps
• Optimize Collaboration: Learn best practices for distributor partnerships, from negotiation and communication to setting clear expectations and leveraging technology to ensure shared efficiencies
• Scale with Precision: Discover how to build a scaling strategy by leveraging data, and recognize the critical indicators that the time is right
• Ensure Synchronization: Understand how to maintain “lock-step” alignment with partners to ensure top-tier execution during growth phases through data sharing, forecasting, and chain mandate communication
• Plan for Expansion: Map out a sustainable path for future market expansion as your brand grows

Presentation Audio:

About the Speakers

Ryan Bandy, Chief Business Officer

Indeed Brewing Company

Ryan Bandy is chief business officer of Indeed Brewing Company, a Minneapolis, Minnesota- and Milwaukee, Wisconsin-based brewery founded in 2012. Ryan joined Indeed over a decade ago, getting his start in packaging, snapping PakTechs onto cans and waxing the tops of bottles. He's since served as sales director, leading the brewery's distribution and sales efforts, as well as director of experience, growing the community impact of Indeed's events, creating welcoming spaces for the brewery's taprooms in Minneapolis and Milwaukee, and heading up the marketing and branding efforts for the company. With experience in every department of the brewery, from back-of-house to the taproom, Ryan is uniquely aware of the ways a brewery's decision-making processes impact efficiencies at all levels of production, sales, hospitality, and service. He's excited about balancing tradition and innovation, making room for beer and THC, and bringing a "yes, and!" attitude to creating experiences through a craft brewery.

Bill Kraich, Vice President, Platform Evangelist

Encompass Technologies

Bill Kraich is Vice President, Platform Evangelist at Encompass Technologies, focused on using digital innovation to strengthen the beverage industry and create value for all three tiers. With more than 20 years of experience across distribution, eCommerce, and professional services, he brings practical insight and a collaborative approach to solving industry challenges. A dedicated member of state and national beer, wine, liquor, and technology associations, Bill works with peers and industry leaders to foster ideas, share best practices, and drive initiatives that support the long-term health and growth of the industry.

This seminar was sponsored by: