In this episode of Brave Commerce, Rachel Tipograph and Sarah Hofstetter sit down with Brian Gelb, senior vp of wine and concierge at Total Wine & More, to unpack how a retailer is gaining share whereas the broader alcohol market faces headwinds.
Brian shares how his navy background formed an “intent-based leadership” strategy that pushes decision-making down, builds possession, and requires groups to reach with a suggestion, not simply a problem.
They additionally talk about what usually breaks down between suppliers and retail companions, why bringing actual buyer insights to the desk modifications the standard of joint enterprise planning conversations, and the way Total Wine stays centered on service, choice, and sharp pricing, whereas increasing into non-alcoholic, THC-infused, and rising useful beverage segments.
Key takeaways:
- Intent-based management drives accountability by empowering groups to personal choices and defend their reasoning.
- Retailer–provider alignment improves when each side begin with buyer insights and shared technique.
- Share development in a difficult market comes from disciplined concentrate on expertise, assortment, and worth.