“Tell Me About Your First Day Selling Beer…”

Listen as Tracy Neal interviews industry leaders, uncovering timeless stories from their first day in the beer industry. Share in the life lessons, and discover the similarities we share in selling beer.

iSellBeer™ Radio Podcast

Ep. 042

Latest

Dave Madden, Sales Director

Listen as Tracy interviews the industry legend, Dave Madden. Dace shares stories from his years of experience in the industry and how his lessons helped guided him into the sales management role now has. Our industry is all about relationships and we couldn’t be more proud to present to you, Dave Madden.

Ep. 041

Sports Bar Manager X

The anonymous series continues as Tracy interviews a nameless Sports Bar Manager share his story working with sales reps selling beer. Sports Bar Manager X shares insights on working with on premise accounts, building and working within selling teams, and improving getting new placements.

Ep. 040

Mark Herculson, Industry Legend

Listen as Tracy interviews the industry legend, Mark Herculson. Mark shares stories from his years of experience in the industry and how his lessons helped lead him to managing large and successful teams ad pushing the industry forward. Prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Mark Herculson.

Ep. 039

Mike Frank, Frank Beer

Listen as Tracy interviews the president of Frank Beer, Mike Frank. Mike shares stories from his years of experience in the industry. Our industry is all about relationships and we couldn’t be more proud to present to you, Jim Kenny.

Ep. 038

Retailer X

Listen as Tracy interviews Retailer X. Retailer X has owned a small liquor store for more than two decades and has worked with his fair share of distributors and Sales Reps. His anonymity is to help you the sales rep imagine he is on your route. Retailer X’s stories and insights are authentic and yet universal, tapping into the most important aspect of our industry: relationships. Our national industry is what it is because of the relationships we cultivate at the local level, like Retailer X.

Ep. 037

Jason Whitworth, Markstein Beverage Co.

Listen as Tracy interviews the Director of Sales at Markstein Beverage Co, Jason Whitworth. Jaso shares stories from his years of experience in the industry and how his lessons helped lead him to managing the large and successful team of Markstein Beverage Co. Prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Jason Whitworth.

Ep. 036

Jim Kenny

Listen as Tracy interviews the VP of Sales at iSellBeer™, Jim Kenny. Jim shares stories from his years of experience in the industry, starting as a merchandiser, to sales rep, to running the popular craft, Green Flash, to helping teams sell more beer with the iSellBeer™ platform. Prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Jim Kenny.

Ep. 035

Receiving Manager X and Merchandising Manager X

Listen as Tracy interviews another unidentified rep, but this time, rather than a millennial sales rep, it’s TWO managers from a chain store. Both share their insights and perspectives on working with beer sales reps, including dos and don’ts and interesting stories along the way. Our industry is all about cultivating relationships, and these ladies can show us a thing or two about how to crush it in the trade.

Ep. 034

Sales Rep X.4

Listen as Tracy interviews another unidentified millennial sales rep in the beer industry. “Anne” shares her story transitioning from the Wine and Spirits industry to the beer world. Listen as Tracy and “Anne” talk about her first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Sales Rep X.

Ep. 033

PowerTalk – Chain Gap Closing & DDSOF

In this PowerTalk Tracy describes and explains the definitions, systems, and cycles for great execution in chain accounts as it relates to “gap-closing” for chain features. If you’re new to a chain route or responsible for overall chain execution at your distributorship you’ll want to sue this episode for new hire training over and over again! He’ll review Nielsen’s DSOF metric and why this metric doesn’t work well for distributors, hence introducing a new metric for success, Distributor Display Support of Feature, aka DDSOF. Also Tracy shares his favorite podcast episodes at the end – since we’re all listening to more podcasts now, while driving around all day selling beer!

Ep. 032

Sales Rep XX

The anonymous millennial series continues with our first female millennial. Listen as Tracy and Sales Rep XX talk about her first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be more proud to present to you Sales Rep…

Ep. 031

Harry Isabel, Industry Legend, Part 2

Harry’s beer industry stories were so great, we had to break them up into two episodes. This is part 2. Listen as Tracy and Harry talk about Harry’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be…

Ep. 030

Harry Isabel, Industry Legend, Part 1

Harry has been in the beer industry for decades and has so many stories we had to separate his interview into two parts. This first part focuses on his early years and roles. Listen as Tracy and Harry talk about Harry’s first day selling beer, the things he learned and the relationships he made along…

Ep. 029

Scott Nielsen, Bedrock Training Solutions

Scott Nielsen is an industry leader in training and development. Listen as Tracy and Scott talk about Scott’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be more proud to present to you Scott Nielsen.

Ep. 028

Doug Cone, Cone Distributing

A few months ago we met Douglas Cone III and were first introduce to Team Cone. We now see where his hunger came from. Listen as Tracy and Douglas Cone III’s father, Doug Cone II, talk about his first day selling beer, the things he learned and the relationships he made along the way. Our…

Ep. 027

Bump Williams, Bump Williams Consulting

Bump Williams is a legendary industry analyst, particularly in the AB world. His wisdom is vast and his stories are colorful, ranging from the merchandiser, to the sales rep, to the manager. Listen as Tracy and Bump talk about Bump’s first day selling beer, the things he learned and the relationships he made along the…

Ep. 026

NBWA NextGen: David Steinman, Beer Marketers Insights & Craft Brew News

This is the last of our NBWA Next Gen Series. David Steinman is the next in line to take up where his father left off with his publication of Beer Marketers Insights and Craft Brew News. Listen as Tracy and Harry talk about David’s first day selling beer, the things he learned and the relationships…

Ep. 025

NBWA NextGen: Douglas Cone III, Cone Distributing

This is the third of our four part series at NBWA Next Gen. Douglas Cone III is part of a lasting legacy thanks to his heritage. Listen as Tracy and Douglas talk about Douglas’ first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about…

Ep. 024

NBWA NextGen: Bud Dunn, Atlas Sales Inc.

This is the second of our four part series at NBWA Next Gen. Bud Dunn is establishing a new legacy at Atlas Sales Inc, a Michigan AB distributor. Listen as Tracy and Bud talk about Buds’ first day selling beer, the things he learned and the relationships he made along the way. Our industry is…

Ep. 023

NBWA NextGen: Chris Landers, L. Knife & Son

This is the first of our four part series at NBWA Next Gen. Chris Landers is establishing a new legacy at L Knife and Son. Listen as Tracy and Chris talk about Chris’ first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our…

Ep. 022

Deacon Nauslar, Breakthru Beverage Group Las Vegas, Beer

Deacon Nauslar from Breakthru Beverage Group has been around the industry. Listen as Tracy and Deacon talk about Deacon’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be more proud to present to you Deacon Nauslar. 022_Deacon.mp3…

Ep. 021

Josh Hale, Fisher59

Josh Hale from Fisher59 is an incredible example of a team leader. Listen as Tracy and Josh talk about Josh’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Josh Hale.

Ep. 020

Nasser Alimusa, the Big Nastro

Nasser Alimusa is one of our dearest friends in the beer industry. His is the type of friend who always has a story to tell, especially when it comes to the people he has met in the industry. Nasser is an incredible community builder, and asset to any team. Listen as Tracy and Nasser talk about Nasser’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Nasser Alimusa.

Ep. 019

Sales Rep X.2

The anonymous millennial series continues with our second millennial. Listen as Tracy and Sales Rep X.2 talk about his first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be more proud to present to you Sales Rep X.2

Ep. 018

Powertalk, Incentives

Introducing our first Powertalk. Listen as Tracy shares stories and insights on how incentives have helped shape the industry and his experience building team and inspiring execution amongst sales reps. Learn about the art of incentives and put it into practice with iSellBeer.

Ep. 017

Kent O’Neil, Encompass Technologies

Kent O’Neil could never have imagined a simple idea of building a piece of Route Accounting Software decades ago would have resulted in the massive brand used by so many distributors across the states. Listen as Tracy and Kent talk about Kent’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Kent O’Neil.

Ep. 016

Lester Jones, NBWA Chief Economist

Lester Jones is a mogul in our industry. He understands market trends better than anyone. We love talking sales execution with him. And we love talking sales rep level. Listen as Tracy and Lester talk about Lester’s first day on the job, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Lester Jones.

Ep. 015

Peter Heimark, Triangle Distributing Company

Peter Heimark from Triangle Distributing Company has been around the beer industry and left an amazing impact. Listen as Tracy and Peter talk about Peter’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Peter Heimark.

Ep. 014

Tigh Rickman, Tour Guide and Keg Robber

Tigh Rickman has some great stories. Now an investment advisor representative, Tigh began his journey in the beer industry Listen as Tracy and Tigh talk about Tigh’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Tigh Rickman.

Ep. 013

Sales Rep X

The anonymous millennial series begins with our first millennial. Listen as Tracy and Sales Rep X talk about his first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about our community, and we couldn’t be more proud to present to you Sales Rep X.

Ep. 012

Craig Purser, NBWA

Craig is one of the most important people in our industry. He is the president of BBWA and has helped guide our industry through uncertain political waters throughout the past decade. Listen as Tracy and Craig talk about Craig’s first day on the job, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Craig Purser.

Ep. 011

Paul Rutherford, Rutherford Eostar

Paul Rutherford helms the popular route accounting software, Eostar. Listen as Tracy and Paul talk about Paul’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Paul Rutherford.

Ep. 010

Steve Uharriet, Fruit Fly Swatter

Steve Uharriet has been around the beer industry. Now helping run Herritic Brewery, Steve began his career like many, swatting fruit flies. Listen as Tracy and Stave talk about Steve’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Steve Uharriet.

Ep. 009

Chris Caffey, Caffey Distributing

Chris Caffey from Caffey Distributing is an incredible example of a team leader. Listen as Tracy and Chris talk about Chris’ first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Chris Caffey.

Ep. 008

Robert Fahr, Fahr Beverage

Robert Fahr from Fahr Beverage is an incredible example of a team leader. Listen as Tracy and Robert talk about Robert’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Robert Fahr.

Ep. 007

Mike Fox, Bay Area Legend

Mike Fox is a Bay Area legend and he has some legendary stories, including one time he came inches away from owning the San Fransisco 49ers. Listen as Tracy and Mike talk about Mike’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Mike Fox.

Ep. 006

Kwame Anderson, Breakthru Beverage Group

Kwame Anderson has an amazing story of courage and kindness where he literally saved a stranger from committing suicide while on one of his routes. Listen as Tracy and Kwame talk about Kwame’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Kwame Anderson.

Ep. 005

Tom Louderback Sr., Bay Area Beverage Company

Talk about a beer legend… Tom Louderback Sr., former Oakland Raider shares his stories from the way things used to be. Listen as Tracy and Josh talk about Tom’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Tom Louderback Sr.

Ep. 004

Jennifer Grant, Markstein Sales Co.

Jennifer Grant from Markstein Sales Co. knows her industry. Listen as Tracy and Jennifer talk about Jennifer’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Jennifer Grant.

Ep. 003

Harry Schumacher, Beer Business Daily

Introducing Harry Schuhmacher: one of the most interesting and memorable people you will meet in the beer industry. Listen as Tracy and Harry talk about Harry’s first day on the job, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Harry Schumacher.

Ep. 002

Billy Deluca, Manhattan Beer

Billy Deluca is the Chief Commercial Officer at Manhattan Beer, and he is one of the greatest you will meet. Listen as Tracy and Billy talk about Billy’s first day selling beer, the things he learned and the relationships he made along the way. Our industry is all about relationships and we couldn’t be more proud to present to you, Billy Deluca.

Ep. 001

Ed McBrien, Manhattan Beer

We cannot be more thrilled than to kick off our podcast with the COO of Manhattan Beer, Ed McBrien! Listen as Tracy and Ed talk about Ed’s first day selling beer, the things he learned and the relationships he made along the way. And prepare to inspired. Our industry is all about relationships and we couldn’t be more proud to present to you, Ed McBrien.

Ep. 000

Welcome to iSellBeer with Tracy Neal

Tracy introduces our podcast to Sales Reps driving around all day selling beer. Our industry is giant, but sometimes it can feel isolating. We at iSellBeer have met some amazing people with amazing stories, and we cannot wait to share them with you. Subscribe so you don’t miss the next episode!

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