Blog

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  • How to Survive Price Competition and Emerge a Winner


     Posted on May 22, 2018

    Three Rules to Live By 1. The consumers will pay for your brand if they want it. That means great beer that’s fresh when they drink it; a brand people identify with; a taproom where they want to… Read More

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  • 15 Packs Are a Harbinger of Death for Craft Beer


     Posted on May 22, 2018

    There has been a lot of talk and writing about 15 packs lately. I was there for the first 15 pack, a long time ago, as a young marketing manager just starting out in the beer business. It… Read More

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  • 10 Rules to Get the Most From Your Distributors in 2018


     Posted on May 22, 2018

    There’s an old saying about distributors… “George Washington makes every decision”. Like most old sayings, it is true. Distributors are expert financial managers. Those who were not were bought out a long time ago. If you ever wonder… Read More

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  • Catawba Brewing acquires Palmetto Brewing


     Posted on February 18, 2018

    Friends and Associates: Brewers Advisory Group announced that it acted as advisor to Palmetto Brewing Company in its agreement to be acquired by Catawba Brewing Company. The transaction closed in late December. Based in Charleston, South Carolina, Palmetto… Read More

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  • 2017 Southern Brewers Conference Reflections


     Posted on August 29, 2017

    The 2017 Southern Brewers conference was well attended, with craft brewers wanting to know what is happening and what to do about it. Our seminar was entitled “The Coming Shakeout in the Craft Beer Market”. We explored the… Read More

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  • 2016 Southern Brewers Conference Aftermath


     Posted on August 11, 2016

    Leaving the Southern Brewers Conference in Nashville last week, I noted some common themes that haven’t been heard before: Tough Exhausting Trouble Unlike other recent conferences, you could feel it in the air. There is a storm coming… Read More

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  • Mergers Between Craft Brewers Are Part of the Future


     Posted on April 11, 2016

    A hundred years ago, there were over 1,800 automobile manufacturing companies in the United States. Click here to see the list of those who succeeded and who didn’t. They were entrepreneurs with a dream, who risked everything. Most… Read More

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  • It’s Wholesaler ABP Season: Make Yours Count


     Posted on October 2, 2015

    It’s not the most fun part of the business but it may be the most important. Every Fall, suppliers meet with the distributors to review the past year and get agreement on goals and plans for next year…. Read More

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  • What Competition Looks Like


     Posted on March 5, 2015

    What competition will look like – is what competition has always looked like in the beer business. Doing whatever it takes to get your draught beer sold at the bar and keep it there. Stretching the rules to… Read More

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  • How to Negotiate Pricing with Wholesalers


     Posted on February 12, 2015

    Pricing meetings are a ritual where there is a lot at stake and the wholesaler is usually way ahead of their suppliers. They do this every day; you do it once in a while, so the wholesaler has… Read More

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  • Why Wholesaler’s Distribution Rights Are Worth So Much


     Posted on November 10, 2014

    You created this brand. It was your vision, your risk and your hard work that got it to where it is now, a popular local craft beer. So why is it that if your largest wholesaler wants to… Read More

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  • How Much is Your Craft Brewery Worth?


     Posted on October 23, 2014

    Maybe you will never sell your craft brewery. But it still makes sense to know how much it is worth. Sometimes initial investors want to cash out. Maybe you are looking for new, larger investors. Maybe the bank… Read More

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  • Mike’s Message


     Posted on October 1, 2014

    As a craft brewery owner there is no greater feeling than being at the bar, anonymous to the consumer, and watching someone step up and order your beer. It is the culmination of your dream; the beer you… Read More

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