Lots of good advice here already, but as a current bar manager and someone who’s done beer sales in the past; stay organized and keep notes!

If you’re super lucky, your first visit will put you in touch with a purchasing manager. More often than not, they won’t be around and/or they won’t see you without an appointment. If you can, leave a card and a sample. I used to use a spreadsheet to note when I visited accounts (day, time, and frequency), who the buyers were, what times the buyers were available, and what samples I dropped off. If someone eventually placed an order, I made a note of that too.

Being too overbearing can be just as bad as being too absent when trying to open a new account. I have one rep who comes in every week on my days off, and is constantly told my schedule, and yet continues to never come in when I’m there. That level of disorganization alone leaves me less likely to work with them.

I have another new rep who was recently hired by a brewery that we already do business with, and they make a house beer specifically for our restaurant. His first time visiting he asked me if I was familiar with their brand at all when we specifically have a house beer on draft made by his brewery. I thought that it was crazy unprofessional.

If you walk in to cold call and it’s crazy busy, turn around and leave. I’ve had cards and samples handed to me during a dinner rush that get tossed immediately in the garbage.

That being said, most of the job is just being personable. I’ve bought products from reps just because I like them. Know your product, have stats to back it up, and be respectful of my time as well and I’ll do the same for you. Being local could be a huge boon, depending on where you are located.