In this seminar, speakers Marty Ochs and Justin Vitti show you how to set up your internal structures and strategies to differentiate yourself from other self-distributing breweries and big beer distributors in your market to be profitable and grow. Collectively, Marty and Justin bring over 30 years of specific brewery sales and distribution experience to the table in this overview of selling, distributing, budgeting, forecasting, and sales planning.

Learning Objectives

• Understand Distribution
  • 80% / 20% rule of distribution
  • Going deep before you go wide
  • Cost to deliver
  • Having a schedule for efficiencies
• Understand Sales
  • Prioritize accounts with call frequency
  • Time management
  • Sales reports and goals
  • Forecasting and understanding the data
• Gain six keys to retail execution as a self-distributing brewery
  • Distribution
  • Pricing
  • Shelf management
  • Merchandising
  • Display activity
  • Rotation

About the Speakers

Justin Vitti, Owner

Wander Back Beerworks

Justin Vitti (he/him) brings over 21 years of operations and sales experience and acute business acumen focused in the three-tier system: distribution, brewery sales and operations, and restaurants and bars. He has spent the last 10 years hands-on in the New Jersey and Pennsylvania craft industry in both supplier and distributor business executive roles. Most recently he was at the helm of growth and strategy for Ship Bottom Brewery, a multi-state self-distributing brewery. Previously, he aided in the exponential growth of Cape May Brewing Co. and its self-distribution arm, Cape Beverage, to become the largest craft brewery in the Garden State.

Justin has a proven track record in the beverage sales, marketing, and distribution fields, along with a strong financial acumen that he will leverage for success including cross-functional strategic planning, budgeting, forecasting, brand development, sales and marketing strategies, project management, optimization and implementation of software as a service (SaaS), warehousing, data analysis, and everything in between.

Marty Ochs, President

Resident Brewing Company & E3 Craft Strategies

Marty Ochs (he/him) currently wears all the hats at Resident Brewing Company. Over the last 10 years, Marty operated E3 Craft Strategies to consult craft industry companies in growth strategies and core competencies including sales, distribution management, supply chain, key account management, operations, branding, and marketing. His industry experience also comes from building on-premise programming at Miller Brewing followed by creating distribution networks and sales teams from scratch for both Oskar Blues and Ninkasi Brewery. Marty led the start-up Brew Pipeline from a conceptual model to a thriving disruptor in a new distribution paradigm. He also instructed a course on sales and distribution for Portland State University in their Beer Business certificate program.

Marty brings years of successful experience in many different environments of management, marketing, guest/client services, corporate sales, and promotions that include working for the Texas Rangers baseball team, Angel Fire Resort, and large marketing agencies CMI/ SFX, Team Ent. and GMR. The experience in those roles helped him blend enthusiasm, passion, and creativity to develop unique strategic concepts that have proven to be breakthrough sales and marketing programs that drive measurable, energetic, efficient, and effective business-building results.