Cat Costlow

Ownership of Spindrift Spiked DSD business in full-state California, Arizona and Colorado with a team of two field sales representatives

• Sales and management duties including establishing territory volume and distribution goals, strategic planning & implementation, education & motivation of market managers and distributor teams, incentives, monthly business review presentations, in-market rides, chain mandate execution and regional chain and key account ownership
• Operational management including facilitation of purchase orders, product rotation, bill-back and accounting approvals, expense & trade marketing budget accountability
• Execution of marketing strategies including sourcing, staffing & attending special events, in-store tastings & festivals, point-of-sale use and negotiation & execution of strategic in-market partnerships
• 93% territory sales volume growth in H1 2025, 65% growth in 2024, 79% growth in 2023

• Management of ten California distributors and a team of ten field sales personnel, resulting in 30% volume growth in 2021 which represented 85% of total company sales volume
• Internal reporting and analysis of sales, depletions and inventory; tracking goals and goal attainment, budget management, data mining and analytics, CRM training and optimization
• Brand and product training of sales team and distributor personnel, accounts, and the public through a variety of means including in-store tastings, key account presentations, events and festivals
• Discovery and resolution of pouring issues from faulty kegs and draft systems including installation of new lines, faucets, couplers & regulators

• Responsible for all daily operations personnel and functions including hiring and training of drivers and warehouse crew, labor costs, loading, routing, dispatch and Costco appointments
• Creation and implementation of operational SOPs resulting in optimization of daily operations including hot-shot requests, draft work, customer and supplier accounts receivable
• Forecasting, purchasing, supplier pick-up & delivery scheduling, new item set ups, allocations, inventory rotation, code-date monitoring and California ABC compliance
• Grew operations team from 4 to 14 people and fleet from 2 to 11 trucks, expansion of distribution into Orange County in early 2020
• On-boarding of 11 new suppliers in 16 months for a total of 21 supplier brands and over 1,000 active and rotational SKUs

• Recruit, hire, train and coach a team of eight field sales representatives throughout California, Arizona, Nevada, Idaho, Oregon and Washington
• Develop and maintain trusted relations with distributor partners, key accounts, chains and industry professions
• Onboarding of nine new distributors for a total of 16 nationwide distributor partners
• 35% year-over-year volume growth in 2018

• Promoted from Field Sales Support to Sales Representative to Area Sales Manager to District Manager
• Instrumental in exceeding sales goals; growth from $25 million in 2014 to $42.5 million in 2016
• Advised on new craft beverage suppliers for distribution; planned and executed the distribution launch of more than 10 new supplier brands with widely varying strategies and goals
• Creation and implementation of developmental programs providing ongoing sales and product training for my team of 31 sales managers & reps, including craft beer EDU 101, beer and food pairings, draft troubleshooting and more