Let’s face it: the shelf space at the boutique bottle shops is full; the competition for tap handles is fierce. In order to grow a craft beer business, you’ll need to find some new stores.
That’s why Brewbound is excited to welcome a trio of retail experts to the Dec. 5 Brewbound Session.
Nancy Knott, the senior alcohol category manager for BP will join Martin Saylor, the national sales manager for Mission Brewery, and Chad Heath, Stone Distributing’s Southern California sales director, in a discussion that will provide craft brewers with the selling strategies and insights the need to break into regional and national chain accounts.
Knott – a category management expert with 26 years in the convenience channel — will discuss how emerging craft brands can access the key decision makers for large-scale retail operations. She’ll explain the best ways to earn a spot on the shelf and to earn the right to stay there. Together, the panelists will highlight important off-premise channels, key retail accounts, and assortment considerations that mature craft breweries should focus on as they look to grow their brands. They’ll also explain how smaller but growing brands can transition their business models to accommodate for regional placements.
The Brewbound Session, which will be held at the Paradise Point Resort & Spa, is a full-day conference for beer industry professionals. The event focuses on the strategic marketing, brand building and business development issues that most directly impact craft brewers. A variety of distribution, retail, investment and branding discussions are offered.
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For questions about the event or to inquire about small brewery pricing discounts, please contact Mike Vassallo at mvassallo@bevnet.com or 617-231-8827.
About Martin Saylor:
Saylor’s first job in the beer industry was as a sales rep for Flying Dog back in the Aspen/Denver days, working resorts throughout the Western region. After his departure from Flying Dog, Saylor held a similar sales manager position with North Coast Brewing, covering the Santa Barbara and San Diego regions. In 2003, Saylor took with Stone Brewing and helped to establish new distribution in Colorado.During his time at Stone, Saylor wore many hats as an area rep, regional manager and ultimately created a new division to handle National Accounts. He acted as the National Accounts Manager for two years before accepting a position with Mission Brewery as the National Sales Manager in Nov. 2012. Since, Saylor has helped to doubled Mission’s production, trimmed its distribution footprint from 20 states to 12 and introduced the world’s first craft beer in a 32 oz. can.
About Nancy Knott:
Nancy Knott started her career in the convenience industry in Salt Lake City, Utah in June of 1987. BP acquired AMOCO in 1998 and then acquired ARCO ampm in 2000. Throughout her 26 year career, Knott has held various positions in operations, merchandising, finance, format development and category management. Knott has been a Senior Category Manager – Alcohol, for ampm since 2011, overseeing Format Development and Merchandising. Knott was born in Palo Alto, California, raised in Salt Lake City, Utah and currently live in Fullerton, California.