Samuel AndersonManaging Partner, BevAssets, LLC · Just Pick Up The Phone 📞 | Joy 🦋 | Empowering individuals through meaningful connections, one person at a time.

Know your role. #youcantalwaysgetwhatyouwant #winning #positivity

15 Nov 2024 · 1 min

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In this short dialogue, Shane uses the example of a veteran backup point guard who commands a high salary because he fully understands his role and consistently delivers value to his team. Building on that analogy, Speaker B emphasizes that professionals must similarly identify and communicate the unique value they bring to a distributor’s brand roster. They should leverage consumer insights and conduct in‑store market surveys to pinpoint gaps, helping distributor general managers see how a brand fits within retailer assortments and why it deserves attention. The conversation underscores the strategic importance of role clarity, measurable contribution, and proactive market research in securing and maintaining partnerships.

I went to school with a guy who's been in the league 8 years. He's the best backup point guard in the league. He's made $80 million because he knows his role. He knows where he brings value. And he's a backup for $80 million a year? No, but I mean, over his career, I think he makes $8, $10 mil a year. Wow. I mean, he knows his role. He knows where he offers value to that roster, and he just hammers that.
Yeah. Yeah. So exactly. So Shane, that's a great analogy, and that's what you got to do. How do you add value? Because, you know, when you look at a distributor, they've got a roster. I mean, how many brands do they have, right? Yeah. And you're just gonna be one of? If you're not adding extra value to them in terms of the consumer insight, in terms of how the brand fits with the retailer, if you're not going out into the stores and doing a market survey and saying, all right, this is where your gaps are, and helping the distributor general manager understand, hey, I've got gaps here and there, 'cause he's never gonna look at your brand.
Yeah.
Right? He's just not. You got to do that for him, and that's okay.