Walking into a meeting with a buyer, bar manager, or distributor exec can feel like stepping onto a stage and you’ve only got a short window to make the right impression. The trick? Do your homework first by talking to the people who influence decisions every day: bartenders, assistant managers, floor staff, and distributor reps. They know what’s moving, what management really cares about, and where the gaps are.

In this post, we’ve rounded up 15 casual, conversation-ready questions you can use with retailer staff and distributor reps before you sit down with upper management. These aren’t stiff or scripted; they’re designed to spark real conversations that give you the inside track. Whether you’re trying to uncover hot trends, learn what frustrates managers, or figure out how to position your brand, these questions will help you walk into your next meeting with confidence and the kind of insights that set suppliers apart.

Distributors don’t want potential—they want proof. Before you pitch, make sure your brand has what today’s wholesalers are really looking for: sales traction, clear pricing, real support, and tools their reps can actually use. We break down the 5 essentials every beverage brand needs to win the meeting (and the market).

You built a great product—but do your buyers know why it matters? In this post, we show you how to turn real consumer insights into sales benefits that buyers actually care about. From THC drinks to small-batch spirits, here’s how smart brands are closing more deals with better messaging.

Interviewing for a new role? Don’t just prepare answers—prepare questions. In this blog post, we share the top 10 strategic questions every job seeker should ask in an interview, including the #1 question that can help you address concerns, show confidence, and stand out from the crowd. Whether you're applying for a sales role, leadership position, or breaking into the beverage industry, this checklist will help you lead the conversation and leave a lasting impression.

Feeling stretched as you scale? LTO Consulting brings big-brand leadership, sales strategy, and team support to emerging beverage brands ready for the next level.

Training isn’t just a one-time event—it’s a strategic investment that powers growth. For emerging beverage and CPG brands, equipping your sales team with the right tools, coaching, and leadership skills is what turns short-term wins into long-term success. In this article, we explore how effective training drives retention, strengthens brand consistency, and fuels scalable sales strategies.

In the competitive world of sales, it's not enough to rely solely on personality or follow a rigid process. The secret to sustained success lies in mastering the art and science of selling. While a structured approach drives consistency and scalability, emotional intelligence and self-awareness foster authentic connections and adaptability. In this article, we explore why both are crucial for high-performance sales teams and how you can leverage the balance to achieve lasting growth and success.

Distributor meetings shouldn’t just be routine check-ins—they should be strategic growth opportunities. The BUILD framework ensures every conversation is productive, action-driven, and aligned with your sales goals. Learn how to implement it and turn meetings into revenue-generating discussions.

Setting and sticking to goals in 2025: A guide for suppliers and distributors in the beverage alcohol industry.