http://www.chicagobusiness.com/article/20180209/ISSUE01/180209890
To help its bar partners fight back, MillerCoors invested in software-based analytics tools that help each bar determine its optimal beer mix and a promotion schedule based on demographic information. That might mean introducing more sessionable offerings, which have an alcohol by volume of no more than 4 percent—which keep people in bars longer instead of "ordering one huge hop bomb and going home,"
They really don't get it.
Ok, this is actually ******* dangerous, i just posted this same quote on my FB wall. This is effectively creating a way of sneaking Category Captains in for chains and places that aren't dedicated to Craft, and that is not a good thing.
For those that don't know, a Category Captain is usually Bud, Miller, Heineken, etc...a large producer that literally helps create and design Sets at retail. So for example let's say a hypothetical chain of liquor stores called, i dunno, Ginny's, has Heineken be their category captain for a year. Heineken has data analyst experts use IRI Data (data that tracks beer sales amongst other things) in Ginny's market to create the product placements in Ginny's coolers. I'm talking about digital diagrams and drawings of shelves, filled in with actual products. So while they obviously can't just be all "Uh, maybe you should do 19 rows of Heineken" in practice a lot of little things do make it into the set that might not otherwise. This also generally means that Heineken will place their own side brands or owned brands into their respective sets. And this carries over to the wholesaler. If Heineken is in the same wholesaler network in a market as Corona and Sierra Nevada and Revolution, you can expect to see those things in those sets more frequently. Now, Ginny's might have a savvy buyer or set of buyers that can see through the extraneous ******** and refuse to put dumb stuff in the sets that won't work store by store, but Ginny's as a company is also going to try and get the most return on their money with advertisements and sales (internet, newspaper, etc) with their Category Captains by working together on a mutually beneficial set. And usually the better the set, the better the discounts. And they're going to keep one of the other large producers hanging in the wind for a year to fight for the right to be the Captain next year. Always be mad at someone so they're fighting to get your business and all that.
You know who gets screwed tho?
Anyone not in the set. And ultimately, the consumer.
On an immediately local level, wholesalers sometimes dangle the "I carry X brewery, i'll get you some if you carry Y for a little bit" out there repeatedly. And it works to a degree, because most of the accounts don't care about much more than turning a profit. Also, you (yes you, the beer consumer) have been extremely vocal voting with your dollars recently that a lot of bars put on Craft because they *had* too, you demanded it. So good job.
Category Captains at On Premise don't really exist like they do Off yet, but you *do* see homogonized bar sets in certain places. Think tourist traps and captive audiences: Amusement Parks, Airports, Nationwide Chain Restaurants, Stadiums, etc.
But i'm super nervous about what would happen if that carried over to neighborhood bars and restaurants.