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HBCO ABP DECK 2023 HUNTERDON BREWING CO
TABLE OF CONTENTS TABLE OF CONTENTS COMPANY OVERVIEW MARKET TRENDS PFP AND INCENTIVES CHAIN AND NATIONAL ACCOUNTS 2 POINT OF SALES NEW ITEM LAUNCHES RETAILER PORTAL SUPPLIER PORTAL POLICIES HUNTERDON BREWING CO
HBO COMPANY OVERVIEW STAFFING OVERVIEW HUNTERDON BREWING CO DISTRIBUTES TO THE ENTIRE STATE OF NEW JERSEY ALL ACCOUNTS HAVE AT LEAST ONE DELIVERY DAY PER WEEK THE STATE IS DIVIDED AND MANAGED INTO 5 DIFFERENT TERRITORIES NORTHEAST NORTHWEST CENTRAL EAST CENTRAL WEST AND SOUTH STAFFED WITH 34 ROUTE SALES REPRESENTATIVES 5 AREA SALES MANAGERS 5 SPECIALTY BEVERAGE AND SPIRITS SALES REPS 5 TERRITORY SUPPORT REPS 5 MERCHANDISERS 1 ONLINE SALES EXPERT 1 IN HOUSE SALES REP 2 SALES ANALYSTS 6 DRAFT TECHNICIANS 24 DELIVERY DRIVERS 70 WAREHOUSE OPERATIONS 3 GENERAL MANAGER JEFF RANCAN SALES MANAGER DREW SEWALL HUNTERDON BREWING CO ED HUGHES AREA SALES MGR SOUTH JUSTIN LUCAS AREA SALES MGR CENTRAL EAST SCOTT CRYSTAL AREA SALES MGR CENTRAL WEST PJ SIEVERING AREA SALES MGR NORTH EAST JOHN MATURA AREA SALES MGR NORTH WEST KYLE MASIADO DRAFT MGR 7 SALES REPS 1 TERRITORY SUPPORT 6 SALES REPS 1 TERRITORY SUPPORT 7 SALES REPS 1 TERRITORY SUPPORT 7 SALES REPS 1 TERRITORY SUPPORT 7 SALES REPS 1 TERRITORY SUPPORT 5 TECHNICIANS RYAN HORNER MARKET MGR CHRIS MULLOWNEY BRAND MGR 5 SPIRIT SPECIALTY REPS VACANT KEY ACCOUNT MGR MEREDITH KILGANNON POS COORD MERCHANDISER MGR 5 MERCHANDISER 2 GRAPHIC DESIGNERS KRISTIN KASCHAK PROJECT MGR CARRIE PARKER SALES SUPPORT MGR 3 SUPPORT STAFF STAFFING TOTALS HUNTERDON OPERATES OUT OF A 150 000 SQUARE FOOT BUILDING CONSISTING OF AN 84 000 SQUARE FOOT 55 TEMPERATURE CONTROLLED WAREHOUSE A 16 000 SQUARE FOOT DRAFT COOLER A 30 000 SQUARE FOOT PUBLIC WAREHOUSE AND POS ROOM A 7 500 SQUARE FOOT OFFICE AND A 12 000 SQUARE FOOT LOADING DOCK WITH 12 LOADING BAYS
HBO COMPANY OVERVIEW MARKET BREAKDOWNS STATS ABOUT NEW JERSEY 5TH SMALLEST STATE 1 MOST DENSELY POPULATED STATE 3RD WEALTHIEST STATE POPULATION 9M POPULATION 21 6M MEDIAN AGE 40 YR 3 COUNTIES AMONG TOP 15 WEALTHIEST SOMERSET MORRIS HUNTERDON 4 HUNTERDON BREWING CO HOUSE CENTRAL EAST 3 14 NORTHEAST 22 19 SOUTH VOLUME BY TERRITORY 22 20 CENTRAL WEST NORTHWEST
MARKET TRENDS HUNTERDON BREWING CO 2022 YEAR TO DATE MARKET BREAKDOWNS YEAR TO DATE VOLUME TOTAL VOLUME 8 31 2022 966 495 CE PACKAGE 953 615 CE DRAFT 187 482 CE OFF PREMISE 929 130 CE ON PREMISE 224 848 CE 8 13 ON PREMISE VOLUME BY CHANNEL 79 11 15 OFF PREMISE VOLUME BY CHANNEL 74 ON PREMISE VS BUYING ACCOUNT OFF PREMISEVOLUME UNIVERSE 19 81 47 53 OFF PREMISE ON PREMISE OFF ON PACKAGE VS DRAFT VOLUME 16 84 NJ CHAIN 5 NATIONAL REGI0NAL CHAIN INDEPENDENT NJ CHAIN NATIONAL REGI0NAL CHAIN INDEPENDENT PACKAGE DRAFT
MARKET TRENDS HUNTERDON BREWING CO PRODUCT COMPANY CTARPTERENOGYDDOESUARCYRTOCVAETREGYEOARSIMIRNPYCOERC2MTA0ON19TAMNTOORNH PUKBNEATEEERRRTCDAOITSNTEG SOROORVEINEESRNAHLADLVEBUSBSEICNOEMSSE INCREASINGLY BEER VOLUMEVSOHLAURME E SHARE NONN OBNE BEEERR VVOOLULMUEME 2020 NON BEER BEER 2019 5 52 2021 94 48 2020 9 48 90 52 BEER REVENUE SHARE 6 2021 12 09 2022 87 91 2022 12 49 87 51 2019 2020 2021 CIDER NON ALCOHOLIC WINE HARD KOMBUCHA RTDS 2022 HARD SELTZER SPIRITS NON BEER REVENUE
MARKET TRENDS PRODUCT CATEGORY COMPANY TRENDS 2020 2021 2022 BEER REVENURE ESVHAENREUE SHARE HUNTERDON BREWING CO SINCE 2019 NO20N1 9BEER CATEGO2R02IE0S HAVE BECO2M02E1 INCREASINGL20Y22 IMPORTANT TO HUNCITDEERRDON S OVERAHLARLDBKUOMSIBNUCEHSAS HARD SELTZER NON ALCOHOLIC RTDS SPIRITS WINE NONN OBNE BEERERRREEVVENEUNEUE 2020 NON BEER BEER 2019 8 13 912 807 2 1 2020 11 73 88 27 2021 15 65 2 0 2842 35 2022 17 46 82 54 7 2019 2020 2021 CIDER NON ALCOHOLIC WINE HARD KOMBUCHA RTDS 2022 HARD SELTZER SPIRITS
MARKET TRENDS HUNTERDON BREWING CO PRODUCT CATEGORY SINCE 2019 NON BEER CATEGORIES HAVE BECOME INCREASINGLY COMPANYPRTOREDNUDCST CATEGORY IMMPOARTARNTKTOEHTUNTTERRDOEN NS OVDERSALL BUSINESS YEAR OVER YEAR COMPARISON BEER DID BUBYUSYHIANRGE ACCOUNT SHARE NONN OBNE BEERERDDIDDBBUYUS YS 2020 2019 NON BEER 6 55 BEER 2 0 2 1 93 45 2020 6 69 93 312 0 2 2 2021 6 89 93 11 2022 8 07 91 93 R EF8 FECTIVE PLACEMENT SHARE 2019 2020 2021 CIDER NON ALCOHOLIC WINE HARD KOMBUCHA RTDS 2022 HARD SELTZER SPIRITS NON BEER EFFECTIVE PLACEMENTS
MARKET TRENDS HUNTERDON BREWING CO PRODUCT CATEGORY COMPANY TRENDS 2020 2021 2022 2019 2020 2021 2022 SINCE 2019 NON BEER CATEGORIES HAVE BECOME INCREASINGLY CIDER HARD KOMBUCHA HARD SELTZER IMPORTANT TO HUNNTOENRADLCOOHNO LSICOVERARLTLDSBUSINESS SPIRITS WINE R EFFECTIEVFEFPELCATCIEVMEEPNLTACEMENT SHARE SHARE NON BNEOENR BEEEFRFEFEFCECTTIIVVEEPLPACLEAMCENETMS ENT 2020 9 2019 NON BEER 8 34 BEER 2 0 2 1 91 66 2020 11 48 88 522 0 2 2 2021 15 86 84 14 2022 18 13 81 87 2019 2020 2021 CIDER NON ALCOHOLIC WINE HARD KOMBUCHA RTDS 2022 HARD SELTZER SPIRITS
PACKAGPEACFKOARGMEAFTOMRMARAKTEMT TARREKNEDT STRENDS MARKET TRENDS YEAR OYVEEARRYOEAVPREARCCKOYAEGMAEPRFPAOACCRROKMISAMAGOTEPNMFAOARRIKMSEOATTNTMREANRDKSET TRENDS HUNTERDON BREWING CO VOLUME VOLUME 300000 300000 PACKAGE FORMAT 250000 200000 250000 200000 300000 250000 COMPANY TRENDS 150000 150000 200000 150000 100000 100000 100000 50000 0 50000 0 2019 22002109 50000 0 22002210 12PK BOTTLES 12PK BCOANTTSLES 125PK CANS YEAR OVERYEYAERAROVCEORMYPDEAIDARBRUISYCSOONMDPIDABRUIYSS ON VOLUME VOVOLLUUMME35E00 3500 DIDDIBD BUUYYS S DID BUYS 300000 3000 3000 3500 3500 250000 200000 150000 100000 2500 2500 3000 3000 2000 2000 2500 2500 2000 2000 1500 1500 1500 1500 1000 1000 1000 1000 50000 500 500 2019 0 2020 2019 2021 2020 2022 02021 2022 0 2200221 12PK BOTTLES 2022 12PK CAN1S2PK BOTTLE1S5PK CAN1S2PK CANS 2019 15PK CANS 500 0 22002109 500 0 2019 2020 2019 2021 2020 2022 2021 22002210 12PK BOTTLES 22002221 2022 12PK CAN1S2PK BOTTLE1S5PK CAN1S2PK CANS 15PK C 19 2O1Z5CPAKNCSANS 4PK 16OZ1C9A 2NOSZ CANS6PK BOTT4LPEKS 16OZ CANS 6PK BOTTLES 12PK BOTTLES 12PK BCOANTTSL1E9S 2OZ CANS 125PK C4APNK 1S6OZ1C9A 2NOSZ CAN1S56PPKKBCOATTN4LPESKS 16OZ CANS 6PK BO 19 2OZ CANS 149P K2O16ZOCZACNASNS 46PK 1B6OOTZTLCEASNS 6PK C6APNKS BOTTLES 6PK CANS 19 2OZ CANS 149P K2O16ZOCZACN6ASPNK SCANS 46PK 1B6OOTZTLCEASN6PSK CANS 6PK BOTTLES 10 000 000 00 8 000 000 00 6 000 000 00 4 000 000 00 2 000 000 00 6PK CANS 6PK CANS REVENUE REVENUE 6PK CANS 6PK CANS EFFECTIVE PLACEMEENFTFSECTIVE PLACEMENTS REVENUE REVENUE 10 000 000 00 REVE 8N 00U0 0E00 00 10 000 000 00 8 000 000 00 EFFECEFTFIEVCT45E00I00V0000PE PLLAAECCFEFEMECMETNIE45VT0000SEN0000PTLASCEMENTS 10 000 000 00 8 000 000 00 6 000 000 00 4 000 000 00 2 000 000 00 2019 20220019 6 000 000 00 6 000 000 00 50000 50000 4 000 000 00 2 000 000 00 4 000 000 00 40000 2 000 000 00 30000 2019 2020 2019 2021 2020 2022 20000 2021 12PK BOTTLES 12PK CAN1S2PK BOTTLE1S5PK CAN1S2PK CANS 15PK CANS 19 2OZ CANS 4PK 16OZ1C9A 2NOSZ CANS6PK BOTT4LPEKS 16OZ C1A0N0S00 6PK BOTTLES 40000 30000 220020200 10000 20221020 6PK CANS 20222021 6PK CANS 2022 0 0 2019 30000 20000 10000 0 22002109 30000 20000 10000 2019 0 2020 2019 2021 2020 2022 2021 12PK BOTTLES 19 2OZ CANS 6PK CANS 12PK CAN1S2PK BOTTLE1S5PK CAN1S2PK CANS 4PK 16OZ1C9A 2NOSZ CANS6PK BOTT4LPEKS 16OZ CANS 6PK CANS 15PK C 6PK BO 22002210 22002221 2022 12PK BOTTLES 19 2OZ CANS 6PK CANS 12PK BCOANTTSLES 149P K2O16ZOCZACNASNS 6PK CANS 125PK CANS 46PK 1B6OOTZTLCEASNS 15PK CANS 6PK BOTTLES 12PK BOTTLES 19 2OZ CANS 6PK CANS 12PK BCOANTTSLES 149P K2O16ZOCZACNASNS 6PK CANS 125PK CANS 46PK 1B6OOTZTLCEASNS 15PK CANS 6PK BOTTLES 10
MARKET TRENDS HUNTERDON BREWING CO OFF PREMISE PACKAGE MARKET TRENDS OFF PREMISE PACKAGE AVERAGE AVERAGE RATE OF SALE PER ACCOUNT RATE OF SALE PER SKU 450 00 AVERAGE RATE OF SALE PER SKU 400 00 6 00 COMPANY TRENDS 350 00 AVERAGE RATE OF SALE PER SKU 2019 2020 2021 2022 5 50 AVERA SALE Q1 300 00 250 00 Q1 Q2 Q3 OFF PREMISE PACKAGE MARKET TRENDS 5 00 3 71 3 93 3 77 3 69 Q2 4 50 4 52 5 38 4 65 4 35 AVERAGE RA4T 3E3OF SA4L 9E1PER A4C 3C1OUNT3 82 4 00 Q3 Q4 200 00 450 00QQ14 Q2 4 04 Q43 41 4 21 Q4 AVERAGE RATE OF SALE PER ACCOUNT OFF PREMISE PACKAGE MARKET TRENDS 400 00 2019 2020 2021 2022 3 50 3 00 6 00Q1 AVERAGE RATE OF SALE PER SKU Q2 Q3 Q4 AVERAGE RATE OF SALE PER ACCOAUVNERT3A5G0 E00RATE OF SALE 5 50 2019 2020 2021 2022 AVERAGE RATE OF SALE PER ACCOUNT Q1 Q2 2019 217 98 277 04 2020 237 53 406 31 2021 262 54 315 92 2022 215 04 271 62 450 00 400 00 350 00 300 00 PER ACCOUNT Q1 300 00 Q2 250 00 Q3 Q4 200 00 Q1 2019 2020 2021 AV20E2R2AGE RATE OF SALE PER SKU 5 00 217 98 237 53 262 54 215 04 277 60 040 406 31 315 92 271 62 268 54 530 375 93 294 27 211 26 AVERAGE P4 L5A0 CEMENTS PER POINT OF DISTRIBUTIONAVERAGE RATE OF 4 00 SALE PER SKU 261 37 339 99 268 72 5 00 Q2 80 00 Q3 75 00 Q4 3 50 Q1 Q2 2019 2020 2021 2022 3 71 3 93 3 77 3 69 4 52 5 38 4 65 4 35 Q3 Q4 268 43 375 93 294 27 211 26 261 37 339 99 268 72 250 00 200 00 Q1 Q2 Q3 2041 590 2020 2021 207202 00 3 00 Q3 Q1 AVERAGE SALES 4 00 AVERAGE RATE OF S3 A5L0E Q4 PER ACCOUNT 2019 2020 2021 65 00 202260 00 Q4 2019 Q2 2020 4 33 4 91 Q3 4 31 A3V 8E2RAGEQS4ALES PER 4 04 4 41 4 2P1OINT OF DISTRIBUTIO 2021 Q21022 Q2 2019 2020 2021 2022 Q1 Q2 Q3 PER POINT OF DISTRIBUTION 3 00 217 98 237 53 262 54 215 0554 00 277 04Q4106 31 315 92 27Q12 6502 00 268 43 375 93 292401 297 211 226020 Q3 AVERAQG4 E PLACEMENTS 202Q11 PER 2022 POINQ2T OF DISTRIBQU3 TION Q4 Q3 Q4 AVERAGE RATE OF SALE Q4 PER ACCOUNT 2019 2020 2021 2022 261 37 339 99 268 72 80 00 2019 2020 2021 2022 Q1 Q2 Q3 217 98 237 53 262 54 21A5V E0R4AGE SALES PER 277 04 406 31 315 92 P2O7I1N 6T2OF DISTRIBUTION 268 43 375 93 294 27Q2111 26 20A1V9ERAG20E2P0LACE2M02E1NTS 2022 PER POINT OF DISTRIBUTION 51 65 57 88 69 94 58 20 75 00 70 00 65 00 Q4 261 37 339 99 268 72 80 00 AVERAGE POINT OF DI Q1 Q2 55 98 74 16 68 29 62 51 60 00 Q2 75 00 Q3 56 79 76 19 68 42 55 28 55 00 70 00 AVERAGE SALES PER Q3 Q4 Q4 59 75 77 50 63 86 50 00 POINT OF DISTRIBUTION 2019 2020 2021 2022 65 00 Q1 Q1 Q2 5Q1 365 57 88 69 94 Q548 20 11 60 00 Q2019 2020 202515 98 742 01262 68 29 62 51 55 00 Q3 56 79 76 19 68 42 55 28 Q4 59 75 77 50 63 86 50 00
MARKET TRENDS ON PREMISE DRAFT COMPANY TRENDS YTD DRAFT VOLUME SHARE 26 74 LARGE KEG 12 SMALL KEG HUNTERDON BREWING CO DRAFT MARKET TRENDS ON PREMDRISAEFCTHMAALLREKNEGTETSREND AVERAGE RATE OF SALE PER ACCOUNT AVERAGE RATE OF SALE PER ACCOUNT AVERAGAEVRERAATEGOE FPLSAACLEEMPEERNTASCCOUNT 80 00 80 00 PER POINT OF DISTRIBUTION 70 00 60 00 AVERAGE RATE OF SALE PER ACCOUNT 2019 2020 2021 2022 77 00 000 60 00 7 00 50 00 Q1 6 00 67 49 55 47 41 09 56 38 50 00 6 00 40 00 30 00 Q2 20 00 Q3 75 36 14 69 60 44 65 94 54 00 00 70 07 44 48 64 96 52 74 43 00 000 20 00 5 00 4 00 10 00 Q4 69 62 40 51 59 21 31 00 000 3 00 0 00 Q1 Q2 Q3 Q4 2 00 000 QQ11 QQ22 QQ33 QQ44 2 00 2019 2020 2021 2020 2019 2020 2021 20220 AVERAGE RATE OF SALE PER ACCOUNT 2019 2020 2021 2022 Q1 67 49 55 47 41 09 56 38 DRAFT MARKET TRENDS ON PREMISE CHALLENGES Q2 75 36 14 69 60 44 65 94 AVERAGE SALES PER Q3 70 07 44 48 64 96 52 74 Q4 AVERAGE 6R9A 6T2E4O0 F51SA59L E21PER ACCOUNT POINT OF DISTRIBUTION 80 00 AVERAAGVERPALGACEERMATEENTOSFPER POISNATLOE FPEDRISATCRCIBOUUTNIOTN 2021091920220022002120220122 2022 Q1 Q1 67 469 2525 4754 713 09 45 62 938 5 44 Q2 Q2 75 366 5134 6936 001 44 56 56 694 5 89 Q3 Q3 70 067 1474 4846 447 96 65 21 074 5 15 Q4 Q4 AV6E9R 6A62 G543E0 P5L14A5 3C91 E2M1 5E 7N0TS PER POINT OF DISTRIBUTION AVERA POIN YTD DRAQ1FT SQQH23A R LARGE QKE4G 70 00 60 00 50 00 POAIWVNETRHOAIFGLDEEISSNATLOREIBTSUPNTEIEROCNESSAR2I0LY19UNIQ2U02E0 TO N2E0W21 JERSE20Y2 2THE ON 7 00 P6R 0E0MISE HAWSHEIXLPEENROIETNNCEECDETSHSAERFIOLYLLUONWIQINUGE TO NEW JERSEY THE 26 ON PREM 40 00 Q1 6 22 5 73 4 2C9HALLE5N 4G4ES IN 20252 0 0 CHALLENGES IN 2022 30 00 Q2 20 00 10 00 Q3 STAFFING SHORTAG6E S53 3 01 5 66 5 89 REDUCTION REDUCTION OF OF HUOSEU6DR 1TS7A DPALYIN4S E4OS7F OPE6R 1A0TION 5 15 4 00 3 00 0 00 Q4 COMPETITION Q1 Q2 FROM6 5L3OCAL4B 3R1EWER5Y 7T0APROOM Q3 Q4 EXPANSI2O 00N STAFFING SHORTAGES REDUCTION OF HOURS DAYS OF OPERATION REDUCTION OF USED TAP LINES COMPETITION FROM LOCAL BREWERY TAPROOM EXPANSION Q1 Q2 Q3 Q4 2019 2020 2021 2020 2019 2020 2021 2022 AVERAGE RATE OF SALE PER ACCOUNT Q1 Q2 2019 2020 2021 2022 67 49 55 47 41 09 56 38 75 36 14 69 60 44 65 94 AVERAGE PLACEMENTS PER POINT OF DISTRIBUTION 2019 2020 2021 2022 Q1 6 22 5 73 4 29 5 44 Q2 6 53 3 01 5 66 5 89 YTD DRAFT
MARKET TRENDS MARKET TRENDS CHALLENGES OVERVIEW WHILE NOT NECESSARILY UNIQUE TO NEW JERSEY THE ON PREMISE HAS EXPERIENCED THE FOLLOWING CHALLENGES IN 2022 STAFFING SHORTAGES REDUCTION OF HOURS DAYS OF OPERATION REDUCTION OF USED TAP LINES COMPETITION FROM LOCAL BREWERY TAPROOM EXPANSION HUNTERDON BREWING CO RISE OF NEW JERSEY BREWERIES NATIONAL CRAFT BREWERY PRODUCTION YEAR OVER YEAR GROWTH BY CATEGORY 13
MARKET TRENDS HUNTERDON BREWING CO VOLUME RANKING BY COUNTY COUNTIES BEER BERGEN 1 HUDSON 2 MORRIS 3 MONMOUTH 4 CAMDEN 5 MERCER 6 BURLINGTON 7 ESSEX 8 OCEAN 9 MIDDLESEX 10 SOMERSET 11 UNION 12 PASSAIC 13 GLOUCESTER 14 HUNTERDON 15 ATLANTIC 16 SUSSEX 17 CAPE MAY 18 WARREN 19 CUMBERLAND 20 SALEM 21 14 NA BEER 1 4 3 2 8 5 13 6 15 9 10 7 17 16 12 18 14 11 19 20 21 SPIRITS 3 1 4 2 7 5 14 8 10 9 11 13 12 6 17 15 16 19 18 20 21 RTD S ALL 4 1 5 2 3 6 8 12 7 10 14 13 19 11 17 9 15 18 16 20 21 VERMOUTH 3 2 7 6 7 1 5 7 4 7 12 7 WINE CIDER PERRY HARD SELTZER HARD KOMBUCHA SODA 4 2 3 2 1 1 1 1 1 6 2 4 10 5 8 14 3 6 3 5 12 6 2 6 4 19 7 9 8 9 9 5 4 15 11 5 8 14 11 7 6 11 13 16 13 18 12 5 4 2 16 10 15 9 3 11 9 7 7 10 13 13 18 13 15 3 16 8 10 12 15 17 12 12 16 7 14 11 17 17 8 15 19 14 19 19 18 17 18 18 17 19 16 19 14 10 20 20 20 20 19 21 21 21 21 MEAD 3 9 4 11 2 7 1 12 8 10 6 5 17 14 18 16 13 20 15 19 21 MIXERS 2 1 3 4 14 11 13 9 17 18 6 5 12 7 8 10 15 16 19
PFP AND INCENTIVES GENERAL REP PFP AND INCENTIVES PFP PAID FOR PERFORMANCE 5 SUPPLIER PFPS EACH CALENDAR MONTH 4 MALT BEER CIDER SELTZER 1 SPIRITS 1 REVENUE PFP EACH MONTH ALL OR NOTHING PAYOUT WITH A SET NUMBER OF TASKS MAX OF 5 THAT A REP MUST COMPLETE TO RECEIVE A FLAT PAYOUT OF 150 TASKS SHOULD BE CHALLENGING YET ACHIEVABLE PFPS PROVIDE A LEVEL OF GUARANTEED INTERACTION AREA SALES MANAGERS 5 ARE PAID OUT ON A SLIDING SCALE UP TO 171 88 DEPENDENT ON THEIR INDIVIDUAL TEAMS COMPLETION RATE OUTSIDE OF THIS WE DO NOT RUN ASM INCENTIVES INTENDED FOR ACUTE FOCUSES ON CORE AND IMPACTFUL SEASONAL ITEMS CONSIDERED PART OF EACH ROUTE REPS COMPENSATION PFPS ARE LIMITED AND SEVERAL FACTORS ARE CONSIDERED WHEN OFFERING MONTHS TO EACH SUPPLIER REVENUE FROM PREVIOUS CALENDAR YEAR UPCOMING RELEASES NEW PRODUCTS MARKETING CAMPAIGNS MARKET TRENDS EMERGING SEGMENTS 15 HUNTERDON BREWING CO NOTE A NOTE ABOUT GETTING YOUR INCENTIVES PFPS PROGRAMMED PFP MONTHS AND INCENTIVE PROGRAMS ARE REQUESTED DURING ABPS AFTER WHICH TIME A CALENDAR IS BUILT AND SENT TO SUPPLIERS BEFORE THE START OF THE UPCOMING CALENDAR YEAR REQUESTS MADE DURING ABPS ARE NOT GUARANTEED IF PROGRAMMING MONTH REQUESTS ARE NOT SUBMITTED BY 1 1 2023 MONTH SLOTS WILL NOT BE HELD OPEN INDEFINITELY AND MAY BE OFFERED TO THE NEXT SUPPLIER MERCHANDISER LOGISTICS ONLY SO MANY DISPLAYS CAN PHYSICALLY BE BUILT IN A MONTH PRODUCT MIX AVOIDING STACKING ONE MONTH WITH VERY SIMILAR PRODUCTS PROGRAMS SEASONALITY WHICH PRODUCTS MAKE THE MOST SENSE RIGHT NOW PROGRAMMING IS THERE A NATIONAL PROGRAM A SPECIFIC DATE OF IMPORTANCE OR SPECIFIC REASON TO FOCUS ONPRODUCT X IN THIS MONTH OUTSIDE OF IT S A POPULAR MONTH POS IF DISPLAYS ARE A PART OF THE PFP INCENTIVE REQUEST POS MUST BE AVAILABLE BEYOND POSTERS CASE RISERS STACKERS AT A MINIMUM ANY CASE CARD OR POSTER PROVIDED SHOULD HAVE A DESIGNATED SPOT FOR PRICING TO BE WRITTEN WHEN BUILT INCENTIVES 2 4 INCENTIVES ARE ADDED PER MONTH IN ADDITION TO PFPS SET UP ON A PER ITEM FORMAT WITH NO MINIMUM OR CAP STANDARD DOLLARS PAID PER POD PER DISPLAY PER ACCOUNT ETC INCENTIVES ARE MORE FLUID IN THEIR FORMAT AND FOCUS AS THEY ARE ABOVE AND BEYOND EARNINGS SUPPLIERS WHO FALL OUTSIDE OF THE PFP CALENDAR CAN SUBMIT FOR INCENTIVES AND WILL BE WORKED IN ON A QUARTERLY BASIS WHERE POSSIBLE ANY INCENTIVE REQUESTS IN ADDITION TO WHAT IS AGREED UPON AFTER THE ABP MUST BE SUBMITTED 60 DAYS PRIOR TO THE START IF THE REQUESTED INCENTIVE MONTH
PFP AND INCENTIVES OTHER INCENTIVE OPPORTUNITIES EACH OF THE FIVE TERRITORIES IS STAFFED WITH A TERRITORY SUPPORT REP AND A MERCHANDISER THESE TEAMS ARE ALSO AVAILABLE FOR INCENTIVES THROUGHOUT THE YEAR TERRITORY SUPPORT INCENTIVES INCLUDE BUT ARE NOT LIMITED TO PRICING SURVEYS REOPENING LOST ACCOUNTS ON PREMISE DRAFT FOCUSES ON PREMISE MENU PLACEMENTS STANDARD PER POD INCENTIVES MERCHANDISER INCENTIVES IMPROVING PRODUCT PLACEMENT DISPLAY BUILDS OTHER POINT OF SALE INITIATIVES EG WINDOW CLINGS 16 HUNTERDON BREWING CO KEEP IT SIMPLE TOO MANY LAYERS LOWERS PARTICIPATION AND SUCCESS EXAMPLE 10 PER NEW POD MUST BE IN COLD BOX MUST BE 3 CASES MUST HAVE REBUY DURING MONTH OPERATING ON A STRAIGHT FORWARD NUMBERS OF PODS OR PER POD WITHOUT MULTIPLE REQUIREMENTS FOR PAYOUT ENSURES HIGHER ENGAGEMENT KEEP IT ACTIONABLE BUYING ACCOUNTS EFFECTIVE PLACEMENTS DISPLAYS AND QD DROPS ARE ITEMS THAT REPS HAVE DIRECT CONTROL OVER WE HAVE NOT SEEN SUCCESS WITH GENERAL VOLUME BASED PFPS WE HAVE SEEN SOME SUCCESS WITH TEAM BASED VOLUME INCENTIVES KEEP IT FOCUSED IT S TEMPTING TO WANT A PFP OR INCENTIVE TO CHECK ALL OF THE BOXES AND LEAVE NOTHING ON THE TABLE FOCUS ON SPECIFIC ITEMS OR GOALS THAT ARE TOP PRIORITY AT THAT TIME KEEP IT RELEVANT ARE WE UNDER INDEXED ON AN ITEM WITH A HIGH ROS OR REVENUE IS THERE A TREND IN THE MARKET THAT WE RE MISSING OUT ON BY NOT FOCUSING ON AN ITEM THAT FITS THE TREND EXAMPLE PRODUCT A MAY BE THE SUPPLIER S TOP FOCUS FOR THE YEAR BUT PRODUCT B MIGHT BE WHAT IS HOT OR HAVE HIGH TURNOVER REVENUE PROMISE IN NJ IN THIS CASE IT COULD MAKE MORE IMPACTFUL SENSE TO HAVE PRODUCT B AS THE MAI FOCUS OF THE PFP INCENTIVE AND A AS THE SECONDARY IF AT ALL
PFP AND INCENTIVES OTHER INCENTIVE OPPORTUNITIES SO WHAT TYPES OF INCENTIVES DON T WE TEND TO DO ASM INCENTIVES COLD BOX INCENTIVES WITH GENERAL REPS WE CANNOT GUARANTEE THAT THE PRODUCT WASN T ALREADY IN OR STAYED IN THE COLD BOX WE HAVE NOT SEEN A HIGH REWARD ON THESE TYPES OF INCENTIVES IN THE PAST REBUY INCENTIVES SINCE OUR INCENTIVES PFPS ARE DONE IN MONTHLY TIMEFRAMES RE BUY REQUIREMENTS TEND TO FALL FLAT THE EXCEPTION HERE WOULD BE SOMETHING LIKE FOLLOWING UP ON A PRODUCT LAUNCH WITH A REBUY SPECIFIC INCENTIVE HOUSE REQUIREMENTS FOR PAYOUT AT HUNTERDON WE ARE DEALING WITH THE ENTIRE STATE THIS BRINGS WITH IT A LOT OF VARIATION BETWEEN TERRITORIES WHILE WE MAY HAVE HOUSE GOALS AS KICKERS OR PAYOUT TRIGGERS WE DO NOT ADD HOUSE GOALS AS REQUIREMENTS FOR INDIVIDUAL REPS TO BE PAID OUR ON THEIR PFPS OR INCENTIVES THIS IS DONE ON AN INDIVIDUAL REP LEVELFOR TERRITORY SUPPORT REPS AND MERCHANDISER INCENTIVES 17 HUNTERDON BREWING CO
CHAIN AND NATIONAL ACCOUNTS HUNTERDON BREWING CO CHAIN AND NATIONAL ACCOUNTS NJ CHAIN REVIEW QUANTITY DISCOUNT ANY AND ALL QD S MUST BE OFFERED TO ALL LICENSEES ALL LICENSEES HAVE THE ABILITY TO BUY INTO THE HIGHER DEAL LEVEL TO ACHIEVE BEST PRICE EVEN THOUGH THE LICENSEES MAY NOT GO THROUGH THE PRODUCT PRIOR TO IT GOING OUT OF CODE RESULTING IN HUNTERDON PICKING UP THE PRODUCT PRICE POSTING BRAND REGISTRATION ALL PRODUCTS PRICES MUST BE REGISTERED WITH THE STATE OF NJ BY THE 15TH OF THE PREVIOUS MONTH FOR SALE MEANING TO BE ABLE TO SELL A PRODUCT IN MARCH THE PRODUCT NEEDS TO BE REGISTERED AND POSTED TO THE STATE OF NJ BY FEBRUARY 15TH CHAIN ACCOUNT STRUCTURE NJ IS A NON FRANCHISE STATE MEANING FOR OFF PREMISE BUSINESS A SINGLE OWNER CANNOT OWN MORE THAN 2 LICENSES IN NJ ALCOHOL CAN ONLY BE SOLD BY A LICENSED RETAILER MEANING THE RETAILER MUST OBTAIN AN ALCOHOL DISTRIBUTION OR CONSUMPTION LICENSE TO SELL ALCOHOL CHAINS OPERATING IN NJ FOR MORE THAN 2 LOCATIONS TECHNICALLY ARE PARTNER OR INDEPENDENTLY OWNED STORES THAT ALTHOUGH RECEIVE MARKETING AND SUPPORT FROM CORPORATE CAN ALSO OPERATE SOLELY ON THEIR OWN THESE STORES LEGALLY CANNOT SHARE PURCHASING OR INVENTORY SAME OWNER 2 STORES CAN SHARE INVENTORY BUT PURCHASING HAS TO BE DELIVERED TO A SINGLE ACCOUNT ITEM APPROVAL AUTHORIZATION THERE ARE A HAND FULL OF NATIONAL CHAINS THAT WILL AUTHORIZE ITEMS FOR PURCHASE IN THESE STORES AND MOST WILL FOLLOW NATIONAL STORE PROGRAMMING BUT ARE NOT REQUIRED ITEMS MAY BE ACTIVATED OR AUTHORIZED IN NEIGHBORING STATES BUT MAY NOT ALWAYS BE TURNED ON OR ACTIVATED IN NJ SMALLER NJ INDEPENDENT STORES SOMETIMES HAVE A SINGLE REPRESENTATIVE THAT WILL AUTHORIZE ITEMS FOR PURCHASE BUT WILL DESIGNATE PURCHASING TO THE STORE LEVEL BUYER MERCHANDISING HUNTERDON CANNOT UNLOAD AND PACK OUT SCHEDULED DELIVERIES OUR MERCHANDISERS OR TERRITORY SUPPORT WILL VISIT ACCOUNTS FOR SUPPLIER SPECIFIC PROGRAMMING INCLUDING PROMOTIONS RELATED TO PFP QFI IRI NEILSON DATA ALTHOUGH A GREAT RESOURCE FOR A SUPPLIER IT S VERY DIFFICULT TO RELATE TO NJ BASED STORES AND BUYERS DUE TO THE SOURCE OF THE DATA MOST NJ RETAILERS DO NOT PARTICIPATE IN IRI OR NEILSON SURVEYS OR COLLECTIONS SINCE NJ OPERATES VERY DIFFERENTLY THAN MOST STATES 18
CHAIN AND NATIONAL ACCOUNTS CHAIN AND REGIONAL ACCOUNTS OFF PREMISE NATIONAL REGIONAL WEGMANS 9 LOCATIONS TOTAL WINE 6 LOCATIONS COSTCO 2 LOCATIONS WHOLE FOODS 2 LOCATIONS AAFES 3 LOCATIONS TRADER JOES 2 LOCATIONS ACME MARKET 6 LOCATIONS BJ S CLUB STORE 1 LOCATIONS GO PUFF 1 LOCATIONS NEXCOM 2 LOCATIONS LOCAL BOTTLE KING 15 LOCATIONS SPIRITS UNLIMITED 13 LOCATIONS BOURBON STREET 9 LOCATIONS GARY S WINE MARKETPLACE 4 LOCATIONS USA WINE TRADERS 8 LOCATIONS CIRCUS WINES FOODTOWN LIQUORS 6 LOCATIONS LIQUOR FACTORY 6 LOCATIONS COOL VINES 4 LOCATIONS WINE OUTLET 5 LOCATIONS 19 HUNTERDON BREWING CO ON PREMISE NATIONAL REGIONAL YARD HOUSE 3 LOCATIONS PJW RESTAURANT GROUP 10 LOCATIONS OTG NEWARK AIRPORT 1 LOCATION BUFFALO WILD WINGS 9 LOCATIONS 6 CORPORATE 13 BETWEEN 2 FRANCHISE GROUPS TRIPLE T HOSPITALITY TOMMY S TAP TAVERN TIO TACO 10 LOCATIONS MILLERS ALE HOUSE 4 LOCATIONS PIZZERIA UNO 4 LOCATIONS 1 CORPORATE 3 FRANCHISED LONGHORN STEAK HOUSE17 LOCATIONS APPLEBEES 52 LOCATIONS BETWEEN FRANCHISE GROUPS CHICKIE PETES 5 LOCATIONS BRICK HOUSE 3 LOCATIONS BOWLMOR BOWLERO 8 LOCATIONS TGIF 21 LOCATIONS AROOGA S 4 LOCATIONS RED ROBIN 12 LOCATIONS BAHAMA BREEZE 6 LOCATIONS SEASONS 52 4 LOCATIONS CHILI S 13 LOCATIONS HOULIHAN S 10 LOCATIONS PF CHANGS 7 LOCATIONS LOCAL SMITH GROUP8 LOCATIONS OFFICE5 LOCATIONS TERRA MOMO4 LOCATIONS HARVEST GROUP 13 LOCATIONS
CHAIN AND NATIONAL ACCOUNTS HUNTERDON BREWING CO CHAIN AND NATIONAL ACCOUNTS SUBMISSION PROCESS CHAINS NEEDING AUTHORIZATION BUT DO NOT HAVE A NEW ITEM FORM BOTTLE KING SPIRITS UNLIMITED LIQUOR FACTORY TRADER JOES CHAINS NEEDING A FORMAL SUBMISSION VIA A NEW ITEM FORM ACME SUPPLIER WILL HANDLE INITIAL PITCH HUNTERDON FOLLOWS UP WITH PRICING WEGMANS HANDLED BY THE SUPPLIER TOTAL WINE SUPPLIER HANDLES VIA TWM ONLINE PORTAL WHOLE FOODS SUPPLIER SUBMITS TO REGIONAL HUNTERDON SUBMITS TO THE VIP COST FILE RECAP MOST CHAINS FUNCTION IN PAIRS MEANING 2 CORPORATE LOCATIONS THAT FOLLOW MANDATES PLANO GRAMS AND MERCHANDISING PROGRAMS ANY OTHER LOCATIONS ASSOCIATED WITH THE NAME WILL FOLLOW THEIR OWN PLAN OR THAT OF THEIR SISTER STORE EACH CHAIN NATIONAL ACCOUNT STORE HAS ITS OWN SALES REP WHO SERVICES THAT STORE AND WILL SUGGEST AND NOTIFY THE BUYER OF PROGRAMS MANDATES AND AUTHORIZATIONS AT THAT POINT IT BECOMES THE LOCAL BUYER S DECISION IF THEY WISH TO PARTICIPATE ALL SHOP RITES BUY RITES CANALS ARE ALL INDEPENDENT STORES AND HANDLE PURCHASING AT THE LOCAL STORE LEVEL BEER CAN NOT BE SOLD IN GROCERY UNLESS THE STORE IS LICENSED TO SELL ALCOHOL PLEASE REFER TO THE SUPPLIER SITE FOR MORE DETAILED INFORMATION REGARDING ON OFF PREMISE CHAIN GUIDES WITH CONTACT NOTES WHEN APPLICABLE PRE SALES SUBMISSIONS PLUS MORE OVERALL HUNTERDON INFORMATION 20
POINT OF SALES POINT OF SALE MERCHANDISING QUICK STATS 5 MERCHANDISERS IN THE FIELD DAILY AVERAGING 5 ACCOUNT VISITS PER DAY DISPLAYS WITHOUT DEALER LOADER AVERAGE 12 CASES DISPLAYS WITH DEALER LOADER AVERAGE 38 CASES NEEDS FROM SUPPLIERS STANDARDS FOR DISPLAYS IMAGE EXAMPLES OF ACTUAL DISPLAYS 10CS 25CS 100CS BUDGET FOR ALWAYS IN STOCK POS ITEMS SUPPLIER POS APPROVAL REQUEST PROCESS QUARTERLY BAY CLEAN OUT BRAND REP SHOULD COME UP TO CLEAN OUT THE BAYS AND HELP ORGANIZE POS MONTHLY INCENTIVES 2 SUPPLIER INCENTIVES PER MONTH TYPICALLY 15 30 PAYOUT PER DISPLAY BUILT DISPLAY CASE MINIMUM SHOULD ALIGN WITH CURRENT QDS HAVING A SMALL POS ADD ON IS ALWAYS MORE SUCCESSFUL PRINTED COLLATERAL THAT CAN BE SENT FROM THE SUPPLIER ISVAL WAYS A PLUS 21 HUNTERDON BREWING CO POINTS OF EXPOSURE PRICE BOOK ADVERTISEMENT CLICK HERE TO VIEW BOOK OUR PRICE BOOK IS OFFERED IN A PHYSICAL AND DIGITAL FORMAT VIEWED MONTHLY BY 2000 ACCOUNTS COVER AND INTERNAL PAGES CHANGE MONTHLY COSTS INVOLVED TO BE FEATURED SOCIAL MEDIA CONTENT POSTED MULTIPLE TIMES PER WEEK MONTHLY CAMPAIGNS CAN BE SCHEDULED AND BOOSTED FOR ADDITIONAL EXPOSURE HBCO NEWSLETTER NEWSLETTER CREATED MONTHLY FOCUSES PRIMARILY ON NEW SEASONAL AND PFP ITEMS SENT TO 3000 SUBSCRIBERS WEBSITE CLICK HERE TO VIEW WEBSITE HOME PAGE SLIDER IS UPDATED WEEKLY TO REFLECT OUR LATEST RELEASE POP UP ADS CAN BE SET UP AND POSITIONED ON HIGH TRAFFIC PAGES RETAILER PORTAL NEW FEATURES DISPLAYED MONTHLY CALL TO ACTION IMAGES CAN BE CREATED RETAILER PORTAL NEWSLETTER CREATED MONTHLY AND SENT TO ALL OF OUR REGISTERED ACCOUNTS AVAILABLE VEHICLE WRAPS AVAILABLE VEHICLE WRAPS TRUCK VAN TRAILER
NEW ITEM LAUNCHES HUNTERDON BREWING CO NEW ITEM LAUNCHES NEW ITEMS NEW ITEM FORMS MUST BE COMPLETED BEFORE THE 15TH OF THE MONTH PRIOR TO A PRODUCT S LAUNCH AND INCLUDE BRAND UPC INFORMATION REQUEST REQUESTED RELEASE DATE FOB AND TARGET PRICE TO CONSUMER NEW ITEMS ARE LAUNCHED ON FRIDAYS AT 3PM AS LONG AS THEY ARE IN OUR WAREHOUSE AND ABLE TO SHIP PRICING PRICING MUST BE AGREED UP ON BEFORE THE 15TH OF THE MONTH PRIOR TO A PRODUCT S LAUNCH ANY PRICE DISCUSSIONS WITH CHAINS SHOULD NOT OCCUR UNTIL THIS IS COMPLETE NEW BRANDS NEW BRANDS MUST BE REGISTERED WITH THE STATE BEFORE THE 15TH OF THE MONTH PRIOR TO A PRODUCT S LAUNCH PROCESSING TAKES AROUND 48 HOURS TO BE APPROVED BY THE STATE COST IS 23 BRAND MUST BE RENEWED YEARLY AND EXPIRE ON 12 31 HUNTERDON S NJ LICENSE NUMBER IS 3402 23 728 001 NEW CORE ITEM LAUNCHES TIMING OF PRODUCT STYLE FORMAT IS PARAMOUNT TO ITS SUCCESS IE LAUNCHING A RUSSIAN IMPERIAL BOURBON BARREL AGED STOUT 750ML IN JULY WILL LIKELY RESULT IN AN EXTREMELY POOR LAUNCH AND MAY ULTIMATELY KILL THE ITEM WHERE DOES THE ITEM FALL IN YOUR PRIORITY OF BRANDS IS IT REPLACING A BRAND WHAT ITEM IN YOUR PORTFOLIO ARE YOU UTILIZING TO DESIGN A LAUNCH PLAN LOOKING AT BUYING ACCOUNTS AND VOLUME PER PLACEMENT CAN HELP IN FORECASTING IS THERE A MARKETING PLAN BEHIND THE NEW BRAND WHAT POS IS AVAILABLE TO ASSIST WITH THE LAUNCH HAVING POS 45 60 DAYS PRIOR TO LAUNCH IS REQUESTED TO ENSURE IT IS IN HOUSE FOR LAUNCH PRESALES PRESALES OF NEW ITEMS NOT PRE ORDERED MUST BE SUBMITTED NO LATER THAN 12 PM THE WEDNESDAY PRIOR TO LAUNCH 22
NEW ITEM LAUNCHES 2023 PRE ORDER PROCESS OVERVIEW INVENTORY MANAGEMENT OF NEW AND SEASONAL PRODUCTS CONTINUES TO BE A CHALLENGE TO BETTER FORECAST MARKET NEEDS HUNTERDON WILL BE USING THE SALES FORCE TO SOLICIT PRESALES FOR SELECT ITEMS ON A MONTHLY BASIS SUPPLIER PRESALES SUPPLIERS ARE WELCOME TO PRESELL ANY PRODUCT HOWEVER HUNTERDON RESERVES THE RIGHT TO REVIEW ALL PRESALES AND COMMUNICATE ANY CONCERNS SUPPLIER PRESALES WILL BE FULFILLED TO THE BEST OF HUNTERDON S ABILITY BUT ARE NOT GUARANTEED TWO METHODS FOR COLLECTING SUPPLIER PRESALES JOTFORM ON SALES REP SITE SUPPLIER SITE AND RETAILER PORTAL BULK SUBMISSION TEMPLATE AVAILABLE ON THE SUPPLIER SITE ALL SUPPLIER PRESALES MUST BE SUBMITTED BY EOD THE WEDNESDAY BEFORE THE PRODUCT IS TO BE RELEASED 23 HUNTERDON BREWING CO OVERVIEW EACH MONTH MANAGEMENT WILL SELECT UP TO BUT NO MORE THAN 10 ITEMS TO BE PRESOLD THE FOLLOWING MONTH HUNTERDON SALES REPS SUPPLIER REPS AND ACCOUNTS WILL HAVE 1 MONTH TO COLLECT PREORDERS FOR THE SELECTED ITEMS THIS MUST INCLUDE ANY CHAIN COMMITMENTS THREE METHODS FOR COLLECTING PRESALES JOTFORM ON SALES REP SITE SUPPLIER SITE AND RETAILER PORTAL KARMA TASK FOR HUNTERDON REPS ONLY BULK SUBMISSION TEMPLATE AVAILABLE ON THE SUPPLIER SITE AFTER THE CLOSE OF THE COLLECTION PERIOD ALL PRESALES WILL BE REVIEWED BY THE SALES TEAM AND MANAGEMENT TO IDENTIFY DUPLICATE ENTRIES AND OVER UNDER INDEXED ACCOUNTS ADJUSTMENTS WILL BE MADE ACCORDINGLY MANAGEMENT WILL REVIEW THE TOTAL QUANTITY PREORDERED BEFORE SUBMITTING AN ORDER TO THE INVENTORY BUYER ADDITIONAL QUANTITIES OR LATE PRESALES WILL NOT BE HONORED AFTER THE CLOSE OF THE COLLECTION PERIOD
RETAILER PORTAL RETAILER PORTAL QUICK STATS 1 947 ACCOUNTS SIGNED UP ON RETAILER PORTAL 63 57 OF ALL HUNTERDON BUYING ACCOUNTS 346 ACTIVE BUYING ACCOUNTS 38 4 GROWTH OVER 2021 BUYING ACCOUNTS 1 773 UNIQUE ITEMS ORDERED THROUGH RETAILER PORTAL TOP SALES REP FOR HUNTERDON BY VOLUME AND REVENUE RETAILER PORTAL USER GUIDE 24 FEATURES HUNTERDON BREWING CO BENEFITS ONLINE ORDERING Ability to browse live inventory for your brand Easy access to product images specs details and UPC information Ability to place orders with retailers instantly without further communication middle man Easy access to pricing and quantity discounts Ability to modify pending orders Easily reorder from past invoices ONLINE PAYMENTS Ability to pay invoices immediately Ability to get off or avoid COD to accept deliveries Access to downloadable invoice history for ordering or future planning No more Hunterdon rep check or cash pickups ACCESSIBILITY 24 7 access for retailers Live chat available during business hours for troubleshooting and support needs Can be accessed from any device Formatted to support almost all internet browsers One login can have access to multiple retail accounts HOME PAGE Ability to feature product graphics Ability to view and submit orders for Featured Monthly Presale items Potential increased brand awareness Links to Hunterdon s social meal graphic database and company accounts Ability to see delivery days next delivery and sales rep contact information Link directly to Hunterdon s weekly new release page
SUPPLIER SITE S US PUPPLPI LEI RE RS IST IET E SUPPLIER SITE SSUUPPPPLLI EI ERRSSI TI TEE WWHHATA TS SOONNTHTHE ESISTIET E S O MWATMEARHTIAERLASIATLS S ON THE SITE CURCRUERNRTEHNBTCHOBCORCEOBROEOBKOOK M AT ENREWINAERLWESLREEALSEEALSIESTLIST C UORNROANEDNANOTDFHFOBPFCRFEOPMRCIESOMERICSEHEACBIHNOAAOINCKCAOCUCNOTUGNUTIGDUEISDES N ETOWPTRO41PE5L4OE15FAFOSPFERFLEPMIRSIETSMEIASCECAOCUCNOTUSNBTYS VBOYLVUOMLUEME O NTOAPTNO10DP01O0OF0NFOPNRPERPMREIEMSMEIIASCEECACOCUHCNOATUISNNBTAYSCVBCOYOLVUUOMLNUETMGEUIDES ACTCOAOCPUCN4OTU1D5NATOTDAFABFTAASPBERASEEMISE ACCOUNTS BY VOLUME RETQORUEPEQS1UT0EFS0OTROFMONSRMPRS EMISE ACCOUNTS BY VO UME A CITCEMOITUEINMNVTIENNDVTEAONTRTAYOBRAYSE R EHQBCUHOBECSOTNCFTOAONCRTTAMSCTSS ITEM INVENTORY HBCO CONTACTS 25 22 22 I WOINWDOENRDHEORWHWOWE AWREEAPRREICPERDICED AGAIANGSATINOSUTROCUORMCPOEMTIPTOETRISTO RS I WOINWDOENRDWEHRAWTHAUTNHTUERNDTOERND SON S TOP T1O0P0 1A0C0COACUCNOTSUNATRSE ARE I WOINWDOENRDHEORWHIOCWANI CWAONRWKOWRIKTHWITH WEGWMEAGNMS ANS HUNTERDON BREWING CO I WOINWDOENRDWEHROWTHHOETSHAELESSALRESPRISEP IS FORF1O0RTH10 TWH I LLWOIWLL OW I WOINWDOENRDWEHRAWTHTHATETDHEELIDVELRIYVERY DAYDISAYFOISRF5O6RD5E6GRDEEGRWEIENEW INE NNE E DE DA AC C CE SE S S C CL ILCI CK KHHE RE RE E
HBCO POLICIES POLICIES 2023 CORE PRODUCT QUARTERLY EVALUATION SKU RATIONALIZATION MANAGING SKU FOCUS AND INVENTORY OF ALL PRODUCTS CAN BE CHALLENGING JUGGLING ACT THROUGH OUT ALL OUR AMAZING SUPPLIER PARTNERS TO INSURE WE ARE CONCENTRATING ON THE PROPER PRODUCTS HUNTERDON WILL BE LOOKING AT OUR CORE PRODUCTS PROFITABILITY QUARTERLY AND WILL REMOVE FROM CORE THOSE UNDER PREFORMING SKUS HOW SKUS WILL BE RANKED INTO DECILES BASED ON ADJUSTED PROFITABILITY SKUS IN THE 9TH AND 10TH DECILE LOWEST WILL BE FIRST BE GIVEN A WARNING SENT TO SUPPLIER VIA EMAIL FOR 1ST QUARTER AND IF THAT PRODUCT IS STILL IN 9TH AND 10TH DECILE THE FOLLOWING QUARTER IT WILL BE REMOVED AS CORE WHAT DOES IT MEAN IF IT IS REMOVED FROM CORE THIS MEANS IT WILL BE REMOVED FROM OUR CORE PRICE BOOK AND WILL NOT BE ORDERED REGULARLY THIS DOES NOT MEAN THE SKU WILL NEVER BE ORDERED AGAIN 26 HUNTERDON BREWING CO MINIMUM DELIVERY HUNTERDON INSTITUTED A MINIMUM DELIVERY REQUIREMENT OF 200 OR 2 KEGS THIS TOTAL EXCLUDES TAP HANDLE AND KEG DEPOSITS THIS POLICY IS SET ACROSS OUR ENTIRE ACCOUNT BASE AND NO EXCEPTIONS WILL BE MADE UNLESS THERE IS A BONA FIDE ERROR ON HUNTERDON S PART BONA FIDE ERRORS INCLUDE BREAKAGE SHORT ON TRUCK MISPICKS ETC UPON REQUEST DELIVERIES MAY BE MADE BELOW THE SET MINIMUM BUT WILL BE CHARGED A 50 DELIVERY FEE PLEASE KEEP THIS POLICY IN MIND FOR ON PREMISE ACTIVATION PLANS FOR NJ WORK WITHS AND CREW DRIVES WORK WITHS EACH HBCO SALES REP WILL BE AVAILABLE A MINIMUM OF 2 DAYS PER MONTH FOR WORK WITHS SUPPLIERS CAN BOOK THEIR WORK WITH REQUEST ON THE SUPPLIER SITE CREW DRIVES MUST BE ARRANGED APPROVED BY HBCO BRAND MANAGER WILL BE HANDLED ON AN INDIVIDUAL AND AD HOC BASIS
HBCO POLICIES SPECIAL EVENTS UPON REQUEST HUNTERDON WILL LOAN DRAFT EQUIPMENT TO RETAILERS OR SPECIAL EVENT PERMIT HOLDERS ON A SHORT TERM TEMPORARY BASIS FOR SPECIAL EVENTS EQUIPMENT IS NOT TO BE PROVIDED FOR ROUTINE OR REGULAR RETAILER USE ALL REQUESTS FOR SPECIAL EVENT EQUIPMENT MUST BE APPROVED BY KYLE MASIADO DREW SEWALL OR JEFF RANCAN DRAFT TRAILERS AND REEFERS MAY BE MADE AVAILABLE ON A FIRST COME FIRST SERVED BASIS WITH AP PROVAL BY KYLE MASIADO DREW SEWALL OR JEFF RANCAN PRIOR TO USE IF EQUIPMENT IS NOT IN WORKING CONDITION UPON RETURN OR IS NOT RETURNED WITHIN 30 DAYS AFTER THE EVENT HUNTERDON SHALL INVOICE THE RETAILER OR PERMIT HOLDER FOR THE EQUIPMENT AT THE EQUIVALENT VALUE OF THE ITEM 27 HUNTERDON BREWING CO DELIVERY SET UP AND PICKUP OF EQUIPMENT FOR TEMPORARY EVENTS HUNTERDON WILL NOT CHARGE FOR THESE SERVICES DURING NORMAL BUSINESS HOURS HUNTERDON MAY CHARGE A FEE OF 150 PER DAY IF SERVICES FALL OUTSIDE NORMAL BUSINESS HOURS DUE AT THE TIME OF DELIVERY FOR THE EVENT KEGS RETURNED AFTER THE EVENT HUNTERDON RESERVES THE RIGHT TO CHARGE A 20 RESTOCKING FEE FOR ANY UNTAPPED KEGS RETURNED AFTER THE EVENT HUNTERDON WILL PROVIDE FULL CREDIT FOR THE PURCHASED KEGS LESS THE RESTOCKING FEE ALL SPECIAL EVENT PERMIT HOLDERS MUST PAY COD FOR THE DELIVERY OF PRODUCT SUPPLIER EXPECTATIONS AT SPECIAL EVENTS SUPPLIERS WILL BE RESPONSIBLE FOR OWN SET UP AND BREAKDOWN SUPPLIERS SHOULD COMMUNICATE ALL PLANNED EVENT PARTICIPATION WITH HUNTERDON BEFORE MAKING ANY COMMITMENTS
HBCO POLICIES COMPLIANCE POLICIES FREQUENTLY ASKED QUESTIONS 28 HUNTERDON BREWING CO CAN HUNTERDON PACK OUT PRODUCT IN RETAIL STORES YES AS LONG IT IS OCCASIONAL UNSCHEDULED PLACING AND STOCKING TO ENSURE THAT PRODUCT WILL BE AVAILABLE FOR CONSUMERS TO PURCHASE CAN SUPPLIER REPS TAKE SAMPLES FROM THE HUNTERDON WAREHOUSE YES BUT ONLY IF THE SUPPLIER REP HAS A VALID NJ ABC SOLICITOR PERMIT AND TRANSIT INSIGNIA CAN WE DO TASTINGS EMPLOYEES OF A WHOLESALE LICENSE ARE NOT PERMITTED TO SERVE SAMPLES TAKE ORDERS OR SOLICIT SALES TO CONSUMERS HUNTERDON DISCOURAGES ITS REPS FROM PARTICIPATING THIRD PARTY TASTING COMPANIES ARE PERMISSIBLE BUT EXPENSIVE AND HISTORICALLY UNRELIABLE ALL PRODUCT USED IN THE TASTING EVENT MUST COME FROM THE RETAILER S INVENTORY WHICH PRODUCT CATEGORIES CAN BE INCLUDED IN A TASTING IS CURRENTLY UNDER REVIEW WITH THE NEW JERSEY ABC AS A RESULT PARTICIPATION HAS BEEN LIMITED DOES HUNTERDON PROVIDE GLASSWARE TO ACCOUNTS YES BUT ONLY TO ON PREMISE RETAILERS WITH REGULAR ON PREMISE SALES GROWLER STATIONS EXCLUDED EXISTING ON PREMISE RETAILERS 1 FREE CASE OF GLASSWARE EACH WEEK TO ACCOUNTS THAT HAVE PURCHASED PRODUCT WITHIN THE LAST 6 MONTHS NEW ON PREMISE RETAILERS UP TO 10 FREE CASES OF GLASSWARE UPON OPENING TO NEW LICENSEES OR EXISTING ACCOUNTS THAT HAVE NOT PURCHASED FROM HUNT ERDON IN THE PREVIOUS 6 MONTHS ARE DEALER LOADERS PERMISSIBLE YES PROVIDED THAT THE FAIR MARKET VALUE IS LESS THAN 300 AFTER THE DISPLAY COMES DOWN HUNTERDON MAY EITHER PICK UP THE DEALER LOADER OR THE RE TAILER MAY AWARD IT TO A CONSUMER THE RETAILER MAY NOT KEEP THE DEALER LOADER FOR ITSELF OR GIVE IT TO ONE OF ITS EMPLOYEES ARE SWEEPSTAKES AND REBATES ALLOWED YES BUT ALL INSTANT REDEEMABLE COUPONS AND CENTS OFF COUPONS ARE PROHIBITED CAN SUPPLIERS TRANSFER PRODUCT TO OR FROM ANOTHER WHOLESALER HUNTERDON CAN TRANSFER OUT PRODUCT TO THE FOLLOWING STATES AND TERRITORIES NEW YORK WASHINGTON DC HUNTERDON CANNOT TRANSFER IN PRODUCT FROM ANY STATES OR TERRITORIES PLEASE NOTE THESE ARE HUNTERDON S INTERNAL POLICIES AND DO NOT SERVE AS LEGAL ADVICE
HBCO POLICIES ABP FOLLOW UP HUNTERDON ASKS PLEASE COME WITH PFP AND INCENTIVE REQUESTS INCLUDING TIMING OF FOCUS WHAT MONTH PRODUCT FOCUS DISPLAYS OR JUST PODS IF DISPLAYS WHAT POS WILL BE AVAILABLE NATIONAL CAMPAIGN INFO TOP 3 BUCKET LIST MARKETING PLAN AND PRODUCT RELEASE CALENDAR 29 HUNTERDON BREWING CO HUNTERDON ASKS MORE FIELD REPS ADDING BODIES ADDS VOLUME DISTRIBUTION AND REVENUE NEW JERSEY IS A HIGHLY INDEPENDENT STATE WITH LITTLE CHAIN ACTIVATION COMPETITIVE LOCAL BREWERIES HAVE A SALES FORCE IN THE MARKET BUILDING RELATIONSHIPS RETAILERS SUPPORT THE BRANDS THEY SEE FIELD REPS NEED TO BE NEW JERSEY ONLY TO BE IMPACTFUL GROWTH YEAR OVER YEAR YEAR 1 YEAR 2 YEAR3 DID BUYS REVENUE VOLUME DID BUYS REVENUE VOLUME DID BUYS REVENUE VOLUME 10 0 BEST I N CL AS S EX AMPL E BY Y EA R YEAR 1 1 FIELD REP YEAR 1 2 FIELD REP YEAR 1 3 FIELD REP 10 20 30 40 50 BEST I N CL AS S EX AMPL E HU NT ER DON OV ERAL L 60
HUNTERDON BREWING CO THANKS 30