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Dispatches from the Beverage Wars
Tips, hacks and secrets to help you understand more about negotiating beverage programs that save you millions.
11.12.2024
Beyond the Negotiation: Ensuring Your Beverage Program Thrives Long After the Deal
Negotiating a beverage agreement is a complex project which requires strategy, precision and persistence. But negotiating is just the beginning. The real work lies in bringing that agreement to life – consistently meeting customer expectations, generating revenue, and achieving your...
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09.16.2024
Interview: Shaping the future of the global beverage sector
Note: This article was originally posted by Rafaela Sousa in Refreshment magazine by FoodBev Media and can be accessed here. In this interview, Scott Johnson, newly appointed EVP of strategy and development at Enliven and former SVP and GM...
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09.5.2024
10 Risk Management Strategies to Build Into Your Beverage Deal
Proactive Beverage Partnership Management: Enhancing Risk Management for Your Business Beverage deals are often touted for their economic and marketing benefits, but there’s an aspect of these partnerships that is often overlooked: risk management. As the business landscape continually evolves...
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08.19.2024
10 Ways to Customize Beverage Partnerships for Your Airport
“If you’ve been to one airport, you’ve been to…. one airport.” Anyone who has worked in the airport industry knows that every airport is unique and that there’s no “one size fits all” solution to any commercial program. So when...
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08.5.2024
Beverage Consulting Firm Enliven Welcomes Scott Johnson, Former SVP of Keurig Dr Pepper
Strategic Hire to Propel Company’s Growth and Innovation NASHVILLE, TN, August 5, 2024 – Enliven, the nation’s leading beverage partnership consulting firm, is pleased to announce the appointment of Scott Johnson as the company’s new Executive Vice President, Strategy...
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07.16.2024
Dr Pepper Surpasses Pepsi: What This Means for Beverage Partnerships
You may have seen the headlines: Dr Pepper has now surpassed Pepsi to become the second most popular soft drink in the United States. While this shift may come as a surprise for many, for those who have been tracking...
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06.14.2024
Dispelling Myths: The Top 8 Misconceptions about Pouring Rights at Airports
When it comes to pouring rights at airports, misconceptions abound. Unfortunately, these misunderstanding can lead to missed opportunities for revenue generation and passenger satisfaction — costing airports millions and leaving them behind peer airports which are currently implementing these agreements....
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05.23.2024
The Hidden Dangers of Letting Suppliers Be Your “Category Captain”
A Conflict of Interest in the Cooler Aisle In retail environments, the placement of products—what’s in stock, where it's placed, and how much is available—can really make or break sales. Convenience stores rely — and rely heavily — on effective...
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05.8.2024
Benefits of Pouring Rights Agreements for Airports: Enhancing Revenue and the Guest Experience
Why are airports pursuing pouring rights in the first place? What benefits can pouring rights bring to the various airport stakeholders — the passengers, employees, airlines and tenants? Pouring rights agreements are more than just contractual arrangements; they represent a...
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04.29.2024
What Subway’s Switch to Pepsi Means for the Industry
A Shift in the Beverage Landscape In a move that's sending ripples through the restaurant industry, Subway recently announced its decision to switch from Coca-Cola to PepsiCo products. The news has left many wondering what this means for the future...
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04.16.2024
Why Airports Are Implementing Pouring Rights Now
A Primer on Beverage Deals at Airports Over the last 5 years, pouring rights has become a topic of increasing interest for airports. As airports strive to discover new sources of revenue generation, to level up their customer experience programs,...
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02.23.2024
Asked to Sign a Volume-Based Contract? Read This First…
As you explore negotiating or re-negotiating a pouring rights agreements for your business, you'll encounter a critical decision: should you go with a term-based contract or opt for a volume-based one? This decision is not insignificant, as it shapes the...
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06.22.2023
Unleashing the Power of Beverage Partnerships: 6 of Our Favorite Marketing Activations
In our previous article, "Why You Should Leverage Marketing Activations in Your Beverage Agreement," I discussed the untapped potential of marketing activations within pouring rights agreements. These activations, when utilized effectively, can be a game-changer for businesses, offering opportunities to...
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05.25.2023
Why You Should Leverage Marketing Activations in Your Beverage Agreement
What if I told you that you had access to hundreds of thousands of dollars worth of consulting and marketing initiatives that could drive your business initiatives forward? What if I told you that the vast majority of businesses do,...
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03.16.2023
What Are “Unbundling Charges”? (Or How to Owe Hundreds of Thousands Of Dollars Even After Your Beverage Deal is Complete)
You’ve completed the term of your beverage contract and fulfilled all of your obligations. So why are you now being billed for hundreds of thousands of dollars? The answer is simple: unbundling charges. We’ve seen it countless times. Executives are...
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02.13.2023
The Four Factors that Drive Beverage Company Investment
In our nearly 20 year history of analyzing beverage deals, one thing clearly stands out: Not all beverage deals are created equal. The disparity between total deal value for organizations with almost identical volumes can be eye opening. A chasm...
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01.17.2023
7 Ways Your Business is Overspending on Beverages
When it comes to finding ways to save money, beverages don’t typically rise to the top of the list. In fact, many executives are surprised to learn how much their business is spending on beverages in the first place. The...
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12.14.2022
PHL Unveils Holiday Lounge – Powered by Pouring Rights
Project Overview: As a part of the ongoing partnership between the Philadelphia Division of Aviation, MarketPlace, and PepsiCo, travelers at Philadelphia International Airport will now be able to enjoy the Pure Leaf Holiday Oasis Lounge, a first-of-its-kind installation in the...
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11.17.2022
Coca-Cola Freestyle vs. Pepsi Spire – A Decade in Review
Photo by PepsiCo and The Coca-Cola Company The introduction of Coca-Cola Freestyle and Pepsi Spire was the largest change to the fountain soda industry since the transition from 5-gallon (“figal”) premix kegs to bag-in-box postmix syrup. Not only did the...
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10.17.2022
Why Issue a Formal Beverage RFP?
Producing a formal RFP can be a lot of work. Why go through all the effort? Isn’t it just as easy to call your beverage reps and let them send you a proposal? Why not work off of the early...
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09.19.2022
The Pros & Cons of Owning Your Beverage Equipment
Any time you prepare to negotiate a beverage partnership, you should consider your equipment strategy. And any well-designed equipment strategy should include a thorough evaluation of equipment ownership. Does it make sense for your organization to own its beverage equipment?...
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08.18.2022
Top 50 QSRs: Coke, Pepsi or Dr. Pepper?
Which beverage companies do the top quick service restaurants (QSRs) in the US partner with? Given how important beverages are to the bottom line of most QSRs, keeping a pulse on the beverage market share in this segment is both...
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07.14.2022
The Beverage Company is Not Your Enemy
When approaching an upcoming negotiation with a beverage company, it’s tempting to see the process as a battle. Your job is to “win” by extracting as much value as possible from the competing beverage companies. There are some consultants out...
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06.13.2022
The Pandemic Caused Beverage Incidence to Plummet. Here’s How to Fix It.
For most foodservice operators, beverage incidence rates (the percentage of transactions that include a beverage order) have been declining for years. The causes have been well documented: consumers are looking for better-for-you options, new flavors and beverages with functional benefits....
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05.4.2022
Do Pouring Rights Hurt My Concessions Partners?
AXiNsider by Airport Experience® News Enliven's CEO Tim Harms was featured in Episode 121 of AXiNsider, a podcast produced by Airport Experience® News. Take a listen below. Episode Description Originally posted by Airport Experience® News: “This isn’t lip service....
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04.11.2022
The Ultimate Guide to a Beverage Deal
It’s not uncommon for executives to have a lot of questions when hearing about a beverage deal: What is a beverage deal? Is it the same as a pouring rights agreement? How are they typically structured? Is it common in...
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03.22.2022
How the Pandemic has Changed Restaurants’ Beverage Deals
Restaurant Business' A Deeper Dive Enliven's CEO Tim Harms was featured in this week's episode of A Deeper Dive, a podcast produced by Restaurant Business. Take a listen below Episode Description Originally posted by Restaurant Business by Jonathan...
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02.23.2022
Beverage Consulting Firm Enliven Appoints Tim Harms CEO
Prepares for Significant Growth in 2022 as it Creates Unique Value for Clients NASHVILLE, TN, February 23, 2022 – Enliven, the nation’s leading beverage partnership consulting firm, today announces the appointment of Tim Harms as the company’s new Chief...
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02.15.2022
Why Hire A Beverage Consultant?
Sometimes, we get asked: “Can’t we just negotiate our beverage agreement in-house? We have an entire procurement department that does this every day.” We know your procurement team is qualified. When it comes to negotiating or managing your beverage partnership,...
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01.17.2022
7 New Products We’re Excited About in 2022
The beverage industry is innovating at a pace faster than ever seen before. New product categories are being created, existing product lines are being extended, and once distinct product segments are now being blurred. Last year, one client of ours...
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07.19.2021
Savings on Tap: Generating Revenue Through Beverage Pouring Rights
Note: This article was originally posted in The Source magazine and can be accessed here. Setting up an exclusive relationship with a beverage company could generate a surprising amount of revenue for your healthcare facility. Beverage companies often pay...
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06.16.2021
RDU Airport Supports Veterans – Powered by Pouring Rights
Project Overview: As a part of the ongoing beverage partnership between Raleigh-Durham International Airport (RDU) and PepsiCo, a portion of every bottle of Aquafina water sold at the airport during March 2021 was donated to Vet Tix, an organization benefiting...
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05.27.2021
LIFEWTR Lounge Debuts at PHL – Powered by Pouring Rights
Project Overview: As a part of the ongoing partnership between the Philadelphia Division of Aviation, MarketPlace, and PepsiCo, travelers at Philadelphia International Airport will now be able to enjoy the LIFEWTR Lounge, a first-of-its-kind installation. #PHLAirport is now home...
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05.13.2021
Do Companies Really Switch Soft Drink Providers?
Updated August 2024 When it comes to choosing which beverage company to partner with for an exclusive or semi-exclusive pouring rights contract, you might be nervous about switching from one soft drink company to another. Concerns can be varied: Will...
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04.26.2021
How to Speak Beverage Deals: A Running List of Beverage Acronyms
Every industry has its acronyms and inside jargon, and the beverage industry is no different. We’ve compiled a list of the most common abbreviations you might encounter while negotiating and managing your beverage partnership or pouring rights agreement. Why...
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04.13.2021
Julie Hamil: How Rochester Regional Health Negotiated Its First Beverage Partnership
Enliven Beverage Deal Podcast Episode #16 If you've ever wondered what negotiating your first beverage partnership might be like, this episode is for you. Julie Hamil, Senior Director of Food & Nutritional Services at Rochester Regional Health, joins the podcast...
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03.23.2021
Do You Have an Equipment Strategy for Your Next Beverage Contract Negotiation?
When it comes to negotiating beverage contracts and beverage partnerships, equipment can often be an afterthought. After focusing on the beverage company brands and how they fit with your consumer, the marketing ideas that bring the partnership to life, the...
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03.9.2021
6 Ways to Improve Employee Engagement with a Beverage Deal
Enliven Beverage Deal Podcast Episode #15 Can beverage agreements really help you improve employee morale at your organization? Yes! Join us as Heather Neisen, Healthcare Practice Leader, brings 6 real-life examples of how companies have used their beverage partnerships...
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02.17.2021
How to Increase Beverage Revenue: The 5 P’s of Growing Beverage Incidence
With a 80-95% profit margin, it’s common knowledge that beverages are one of the most profitable items sold at any given restaurant. In fact, most restaurant operators wouldn’t be able to keep their doors open without the sale of beverages....
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01.19.2021
Why You Should Re-Think Your Approach to Vending
Enliven Beverage Deal Podcast Episode #14 Vending is old, dirty and unhealthy, right? Wrong! Many times, when negotiating and creating beverage partnerships, beverage vending is treated as an afterthought. Martin Strobel, Enliven's Aviation Practice Leader, joins us to explain...
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01.11.2021
Most Anticipated New Beverage Products of 2021
The beverage industry as a whole is innovating at a pace faster than at any time in history. As traditional soda consumption continues to decline year after year, consumers are looking to find new beverage options to replace once reliable...
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11.3.2020
How Exclusive Beverage Deals Lead to Increased Sales
Enliven Beverage Deal Podcast Episode #13 "If I go exclusive, won't my beverage sales suffer?" The surprising answer: "No!" On this episode, Monica Harris, Enliven's Director of Operations, shares a few case studies to show why exclusive or semi-exclusive...
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10.27.2020
Airport Selected to Test New Hydration Platform to Improve Health & Sustainability
Project Overview: When the Philadelphia Division of Aviation (DoA), MarketPlace (MKT), and PepsiCo entered into a strategic partnership, a critical focus was sustainability. As part of that effort, PepsiCo has partnered with DoA and MKT to place one of...
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10.20.2020
Do Beverage Deals Promote Bad Health?
Enliven Beverage Deal Podcast Episode #12 The major beverage companies have often been named as primary culprits in "the obesity epidemic". Does forging a partnership with one or more of these companies mean you are promoting unhealthy products to...
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10.6.2020
3 Pitfalls to Avoid Converting Your Property to Your First Beverage Deal
Enliven Beverage Deal Podcast Episode #11 Adopting your first pouring rights agreement means converting your property to the winning beverage company's equipment, products, signage, account teams, ordering and delivery processes, and more. If you are not prepared, it can...
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09.22.2020
Ryan Donovan: How Avera Health Saved 40%+ on Beverage Spend
Enliven Beverage Deal Podcast Episode #10 What's it like to negotiate your first beverage partnership? How do you ensure your staff don't revolt once you adopt pouring rights? What are the pitfalls to avoid? Ryan Donovan, Director of Avera...
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09.15.2020
8 Ways COVID-19 Will Impact Future Beverage Deals
COVID-19 has changed everything. While I’m not usually one to over-dramatize events, and I do think the signals of a “new normal” have generally been overplayed (humans are creatures of habit, after all, and I expect and hope a few...
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09.8.2020
3 Reasons Beverage Companies Want to Partner with Airports
Enliven Beverage Deal Podcast Episode #9 Airports can receive a number of benefits (funding, traveler engagement programming, renovated public spaces, sustainability initiatives, etc.) by partnering with a soft drink company in a sponsorship and pouring rights agreement. But what...
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08.25.2020
Outcomes Based Negotiation
Enliven Beverage Deal Podcast Episode #8 What can an FBI-trained agent teach us about negotiation? Are you framing your entire negotiation in the wrong way? What makes negotiating with billion-dollar brands different? In this episode, Dan Kelly, Founder and Senior...
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08.11.2020
The Key to Improving Any Beverage Deal
Enliven Beverage Deal Podcast Episode #7 What's the best way to attract the most dollars in a beverage partnership negotiation? How do you get the attention of the beverage company? How do you incorporate beverage marketing into a traditional...
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08.4.2020
Beverage Partnership Helps Airports Resume Food & Beverage Service
Customer and Employee Safety is Focus as Tenants “Reopen”: In the midst of the uncertain times brought on by COVID-19, PepsiCo, the beverage partner chosen by MarketPlace Development and the Metropolitan Washington Airport Authority (MWAAA) for Reagan National Airport and...
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07.28.2020
The Difference Between Pouring Rights & Beverage Marketing Agreements (…And Why It Matters)
Enliven Beverage Deal Podcast Episode #6 What's the best way to attract the most dollars in a beverage partnership? How do you get the attention of the beverage company? What are "pouring rights" and how are they different from...
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07.14.2020
Why Major Brands Love Healthcare
Enliven Beverage Deal Podcast Episode #5 People trust their healthcare provider more than they trust their banker, judge, or newscaster. It's no wonder that major brands want to partner with the healthcare sector. Heather Neisen, Enliven's Healthcare Practice Leader,...
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07.7.2020
Pouring Rights Help Airports Provide Relief to Employees
MWAA, MarketPlace, and Pepsi Partnership: In the midst of the COVID-19 pandemic, MWAA, MarketPlace Development and Pepsi banded together to provide relief to airport employees at Reagan National and Dulles International Airports. The partnership contributed thousands of bottles of water,...
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06.30.2020
How Beverage Deals Help Small Businesses & Concessionaires
Enliven Beverage Deal Podcast Episode #4 Beverage deals are for the big guys, right? Wrong! On today's episode, Enliven's Airport Practice Leader, Martin Strobel, joins us to share four ways that small businesses and small concessionaires can benefit from...
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06.16.2020
Touchless Fountain Dispensers in a Post COVID-19 World
Enliven Beverage Deal Podcast Episode #3 In the wake of COVID-19, restaurant and foodservice operators are looking for ways to make fountain drinks safer and more sanitary. Jose Hevia, CEO and Founder of Draftserv, shares about the software platform...
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06.9.2020
Philadelphia International Airport Thanks Essential Workers – Enabled by Pouring Rights
As lives turned upside down during the past months, a dedicated group of unsung “essentials” went to work each day. Most toiled in anonymity to perform basic, vital tasks that kept moms flying home to their families, moved food from...
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06.2.2020
How Sports Sponsorships Are Sold
Enliven Beverage Deal Podcast Episode #2 How does the PGA Tour attract big brands to pay big money for a sponsorship? Michael Kuhn, Enliven's Director of Account Services, shares insights from his time at the PGA Tour and running...
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05.19.2020
How to Get Every Cent Owed in a Beverage Deal
Enliven Beverage Deal Podcast Episode #1 Are you getting ripped off in your beverage contract? Heather Neisen, Enliven's Healthcare Practice Leader shares 3 simple tips for how to ensure you get every penny that you are due. ...
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05.5.2020
Introducing The New Enliven Beverage Deal Podcast
We're excited to announce the new Enliven Beverage Deal Podcast, a podcast about negotiating and managing world-class beverage deals. Tune in for bite-sized insights on negotiating million dollar savings in your Coca-Cola or PepsiCo contracts, tips on managing your beverage...
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04.17.2020
Webinar: Filling Your Budget Gap with Pouring Rights
There are no silver bullets in this time of crisis, but there are some things airport executives can do to help the current situation, right now. Properly implemented, a pouring rights program can generate more cash for your airport in...
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03.30.2020
Webinar: How Can I Engage My Beverage Supplier to Help Us Through the Crisis?
Are you engaging your beverage supplier to help you through the impact of COVID-19? While there are no silver bullets to solve the issues we currently face, there are steps you can take to help. Enliven is offering a...
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03.23.2020
Creating Opportunities: A Response to COVID-19
A Personal Note from Tim Harms, Enliven's Managing Director No, this is not another notice about the steps our company is taking to address COVID-19 (though we are taking many precautions). Nor is this an email reminding you to...
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02.4.2020
Are You Happy with Your Fountain Syrup Price Increases?
Do you let your key suppliers take annual price increases of 3%-5% with no underlying cost justification? Of course you don't. Then why do you let Coke and Pepsi do it? Imagine your banker sent you a letter announcing...
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01.21.2020
Enliven to Speak at SEC-AAAE Conference
Enliven’s Airport Practice Leader, Martin Strobel, has been invited to speak at the 2020 Finance & Administration Conference of the Southeast Chapter of the American Association of Airport Executives on February 11, 2020. Martin Strobel will be a key member of...
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09.24.2019
Budget Shortfall? Pouring Rights Can Help
With good reason, airport executives are constantly looking for innovative ways to generate new, significant and recurring non-aeronautical revenue. This is effort is becoming more critical due to uncertainties related to parking revenue, which has traditionally been one of the...
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09.12.2019
The Best Customer Engagement Companies in the World Adopt Pouring Rights (And You Should Too)
The best customer engagement companies in the world benefit from pouring rights agreements with one of the two largest global beverage companies. These leading customer-focused organizations leverage the funding and the extensive consumer insights given by beverage companies to improve...
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09.4.2019
Three Ways that Unmonitored Beverage Deals Cost You Money
Beverage deal negotiations can be incredibly complex. By comparison, managing a beverage deal can seem relatively straightforward. By the time you get to contract oversight, you have defined the scope of the project, negotiated the financials, and agreed on all...
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08.15.2019
Won’t My Patients and Nurses Revolt if I Sign a Beverage Deal?
“If I sign an exclusive beverage deal, won’t staff revolt? Everyone knows that some battles in life are just not worth fighting.” Some healthcare executives, upon first hearing about the lucrative opportunity a beverage deal can represent, are initially...
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07.31.2019
Five Things Your Soft Drink Representative Doesn’t Want You to Know
You probably like your main soft drink company rep. He or she is probably a good person. You are probably not inclined to challenge him or her in any significant way. Your companies are partnered, after all. You’re in a...
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07.9.2019
Attending HealthTrust University 2019 in Nashville? Here’s Everything You Need to Know.
HealthTrust University ("HTU") is only a few weeks a way. With more than 2,000 healthcare and supply chain professionals attending, this is the premier conference for networking with industry leaders, learning from your peers about new trends and best practices,...
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06.14.2019
Top Three Takeaways from the 2019 National Restaurant Association Show
The annual National Restaurant Association (“NRA”) show in Chicago is the premier foodservice conference. With nearly 45,000 attendees and over 2,300 exhibitors, this is a “must attend” event for restaurant operators. Seeing everything at the NRA show is almost impossible,...
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05.17.2019
2019 PAX Conference: Pouring Rights Presentation
Enliven was recently invited to speak at the 2019 Passenger Terminal Conference, on the subject of pouring rights. The talk was co-presented by Tim Richardson, Founder and CEO of Enliven, and Jim Tyrrell, Chief Revenue Officer at Philadelphia International Airport....
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05.3.2019
Enliven Makes Key Moves to Support Growing Foodservice and Airport Practices
We’ve got big news in the Enliven world. Our account service team has just grown. We recently celebrated the hire of two new key members of the Enliven team: Jackie Barnes and Kelsey Zeller. Both were brought on to serve...
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04.24.2019
Local Sports Hero “Battles” Fans at Philadelphia International Airport – Enabled by Pouring Rights Agreement
Pepsi Brings NFL Eagles' Zach Ertz to Philadelphia International Airport Passengers at Philadelphia International Airport (PHL) were treated to a surprise appearance by NFL superstar Zach Ertz on Monday, April 15, 2019. In an event dubbed “Beat the Pro”, passengers...
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04.9.2019
Are The Savings Too Good To Be True?
“When you see numbers like this, it just feels too good to be true.” This sentence, expressed to me earlier this week from a newly engaged client, is one that I hear surprisingly often. Can you really save your...
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03.21.2019
Enliven to Speak at Passenger Terminal Expo 2019 in London
Our Chief Executive Officer and Founder, Tim Richardson, has been invited to speak at the 2019 Passenger Terminal Conference and Exhibition in London, hosted by Heathrow Airport from March 26-28, 2019. Richardson will be co-presenting with Jim Tyrell, Chief Revenue...
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02.14.2019
What Happens When You Change Cola Suppliers?
For over 30 years, I’ve watched people agonize over whether or not to switch their beverage supplier. About half of that time, I was on the beverage company side, trying to convince restaurant operators to stay with or switch to...
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11.10.2018
Ensure That You Hit Your 2019 Savings Goals with a Beverage Deal
It's November. You have probably already settled on your primary strategies for achieving significant cost savings in 2019. But, like any savvy supply chain exec or CFO, you know that you need a cushion, a back-stop, a sure-thing, sure-fire way...
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11.9.2018
Five Ideas to Drive Beverage Profits in 2019
As a beverage retailer or foodservice operator, you are always looking for ways to increase profit from the sale of drinks. Here’s a quick summary of five ways you can pump up your beverage profits and delight your customers in...
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11.1.2018
Should Your Next Beverage Contract Have a Section on Delivery Strategies?
Beverage Contracts are Constantly Evolving. Is it Time to Add Specific Terms Related to Delivery? Most Pouring Rights Agreements (PRAs) are silent on the subject of delivery strategies. That may change over the next 5-10 years, and it may make...
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09.26.2018
Coke Now Owns a QSR. Are You Funding Your Competitor?
Pepsi Once Owned QSR's. It Didn't Go Well There was a time, not too long ago, when Pepsi lost a significant share of their restaurant customers because of one fact—they competed with their customers. When Pepsi owned Taco Bell, Pizza...
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09.12.2018
Attending ACI-NA 2018 in Nashville? Here’s Everything You Need to Know.
Airports Council International's 2018 North American Annual Conference ("ACI-NA") is only a few weeks a way. With more than 200 airports and airport authorities attending, this is the premier conference for networking with industry leaders, learning from your peers about new trends...
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09.5.2018
Webinar: Top 8 Mistakes to Avoid When Negotiating Beverage Contracts
Are you prepared for your next negotiation with Coke and Pepsi? Do you know if you are setting up your beverage negotiation for success? In our recent webinar, "The Top 8 Mistakes to Avoid When Negotiating Beverage Contracts," Ben Kitay, our foodservice practice leader,...
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07.13.2018
We Can’t Drink Juice Now?!
In case you missed this recent New York Times opinion piece published by three accomplished pediatricians, let me summarize it for you: Don't drink fruit juice and don't let your kids drink it, either. What?! That's right. Just don't drink...
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06.19.2018
When Is the Right Time to Start the Beverage Contract Process?
Our clients and prospective clients often ask, “How far in advance of the expiration date should I start thinking about the contract?” The right answer is “now”. If Your Contract Will Soon Expire: For a contract that will expire soon,...
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05.22.2018
Enliven to Speak at Beverage Digest Market Smarts Conference
Ben Kitay, our Foodservice Practice Leader, has been invited to speak at Beverage-Digest's Market Smarts conference on June 11, 2018 in New York City. Ben's presentation is titled, "Why Japan Isn’t So Crazy Anymore: Lessons for a New America." About...
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05.18.2018
Enliven to Speak on ACI-NA Airport Pouring Rights Webinar
Enliven CEO and founder Tim Richardson will be presenting on the emerging trend and best practice of pouring rights within the airport industry. Register now to attend. Webinar Details from ACI North America: ACI-NA Webinar: Pouring Rights Thursday, June 7,...
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01.17.2018
Why Coke & Pepsi Care That the Healthcare Sector Now Employs the Most People in the U.S.
With so many troubling and consequential issues swirling about in the minds of hospital executives these days, I bet that you are not wondering about what beverage company executives think about the large and growing number of employees on your...
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01.1.2018
What are those “new beverage deals” that so many of your peers are talking about?
I suspect that you are skeptical (like all of our clients were at first) that you can truly save or make your company hundreds of thousands of dollars—especially just by partnering with us to negotiate a new beverage deal for...
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11.13.2017
Webinar: How Beverage Deals Drive Million Dollar Savings in Healthcare
What if you were told that you could save your organization $1 million simply by offering a single brand of bottled water (for example, Aquafina or Dasani) instead of offering half a dozen brands (Aquafina, Dasani, Ozarka, Deer Park, Evian,...
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10.22.2017
The Soft Drink Negotiation Enigma: Why You Need Help, and the Four Principles of Soft Drink Negotiation
There are few contracts that impact your bottom line more than your beverage deal. And beverage deal negotiations are like chess games (at least the beverage companies treat them that way). Following are 4 principles that will help you during...
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03.27.2017
Pepsi’s LIFEWTR: The “Premium Water” Battle Heats Up
Over the last 15 years, the rise of bottled water as a product category has been nothing more than stunning. Currently at 33 percent (and rising) of all bottled beverages sold, bottled water has cemented itself as not only a...
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12.2.2016
The New Soft Drink Tax Regime and Its Impact
The recent election produced more than a new President-elect. Voters passed a new regime of soft drink taxes that have implications for our clients. The new taxes are aimed at reducing the amount of sugar-added drinks consumed by residents of...
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08.2.2016
Why Pepsi and Coke Love Hospitals
The easy answer to the question of why Pepsi and Coke love hospitals is that both companies want to grow, and they see the healthcare industry as a large and growing sector of the economy in which they can gain...
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06.8.2016
3 Reasons Coke & Pepsi Want Direct Relationships with Airports
Coke and Pepsi want to partner directly with airports because they are smart operators that realize the importance of revenue growth and building a brand. Direct relationships with airports help these multinational players to increase their overall sales and to...
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05.26.2016
2016 NRA Show Highlights
This year’s National Restaurant Association trade show was eye-opening in several ways. Here are three observations that I'm taking away from the event: 1) Coca-Cola is really worried about what restaurant operators may do about the decline in carbonated soft...
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05.10.2016
Coke Freestyle vs. Pepsi Spire. The Cola Wars Re-ignite!
The Winner? Smart Businesses Looking for Leverage on their next Exclusive Pouring Rights Contract. The Coca-Cola Company launched Freestyle, its revolutionary, make-it-yourself, customizable fountain drink dispenser, in 2009 to mixed reviews. In 2014, PepsiCo launched Spire, its competing touch-screen fountain...
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02.24.2016
How Coke’s Big Restructuring Will Positively Affect Exclusive Beverage Deal Making
Even casual readers of the nation’s major newspapers and business trade press have probably seen articles on Coca-Cola’s recent—and newly accelerated—moves to divest itself of all of its bottling operations nationwide. By the end of 2017, Coca-Cola corporate plans to...
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01.16.2016
AIRLINES: Enliven’s Core Value Proposition
If you work for one of the major airlines based in the United States, South America, Europe or Asia, we might be able to save your organization several million dollars a year. Here’s how: Your company probably has some existing...
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01.7.2016
AIRPORTS: Enliven’s Core Value Proposition
If you work for one of the Top 100 airports in the United States or one of the major international airports anywhere in the world, we might be able to save your airport several million dollars a year. Here’s how:...
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01.5.2016
RESTAURANT CHAINS: Enliven’s Core Value Proposition
If you are a trying to cut operating costs without sacrificing quality, and if you are trying to find the money you need to pay for new initiatives, you need to call us. If you work for a large chain,...
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01.4.2016
Enliven Adds New Practice Areas and New Expert Team Members
I’m very happy to announce that we are expanding our focus beyond healthcare. Some smart people in the restaurant and aviation sectors asked us to “do what we do” for them and their peers. After a lot of due diligence,...
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11.25.2015
5 Reasons to Outsource Your Exclusive Beverage Deal Negotiations to Enliven
A lot of hospital executives are looking for savings under every rock, big and small. Those of you who are finally looking under the “beverage spend” rock, are probably wondering “how big is it, really?” and “shouldn’t we be able...
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10.21.2015
Shill for Bottled Water?
After publishing a recent blog post citing Enliven research that shows bottled water outselling bottled soda on hospital campuses, we received a few emails critical of the blog post. In general, they questioned why Enliven would be a proponent of...
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10.1.2015
Numbers Your “Partners” Aren’t Telling You
When it comes to securing an exclusive pouring rights deal with either Coke or Pepsi, accurate volume, pricing, spend, commission and rebate numbers are surprisingly hard to get. Especially surprising is the fact that your existing, trusted, long-time business partners...
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09.16.2015
Three Reasons Why Bottled Water Already Outsells Bottled Soda at Hospitals
A recent Wall Street Journal article announced: “With a flood of new brands, water is on track to outsell soda by 2017.” Big news! Yes, for the rest of the world, but not for hospitals where bottled water sales already...
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09.1.2015
Big Data, Big Beverage, Big Savings
“Big Data” is all the rage in healthcare. Just about everyone dreams of what it would be like to take huge amounts of data, slice it, dice it, and turn it into something good … better patient outcomes, greater energy...
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08.19.2015
Hospital Systems Save 24% With Coke or Pepsi Deal
We recently completed a study of beverage spending by more than a dozen hospital systems nationwide. Our key finding was that hospital systems who engage in exclusive pouring rights agreements with either Coke or Pepsi were able to save an...
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08.5.2015
Top 10 Beverage Deal Mistakes & Misunderstandings
If you have thought any of the following thoughts, you would be wrong. We'd be happy to explain why. 1. "My GPO contracts arlready provide the lowest beverage prices and best rebates possible." 2. "We do sole-source agreements all the...
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07.22.2015
The Necessary Steps to Negotiate and Manage an Exclusive or Near-Exclusive Beverage Partnership for a Hospital System—Part Two of Two.
Negotiating and managing an exclusive or near-exclusive beverage partnership is complicated and hard work. Even experienced supply chain and financial executives at large, sophisticated hospital systems are surprised at how complicated and hard this work can be. But, all agree...
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07.8.2015
The Necessary Steps to Negotiate and Manage an Exclusive or Near-Exclusive Beverage Partnership for a Hospital System—Part One of Two.
Negotiating and managing an exclusive or near-exclusive beverage partnership is complicated and hard work. Even experienced supply chain and financial executives at large, sophisticated hospital systems are surprised at how complicated and hard this work can be. But, all agree...
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06.24.2015
Can hospital systems really save “millions” with an exclusive or near-exclusive beverage partnership?
The short answer is, “Yes, you can.” If your hospital system has at least four acute care hospitals, 1,200 or more staffed beds and 6,000 or more employees, then, yes, you can save at least a million dollars over a...
Read Full PostDispatches from the Beverage Wars
Tips, hacks and secrets to help you understand more about negotiating beverage programs that save you millions.
11.12.2024
Beyond the Negotiation: Ensuring Your Beverage Program Thrives Long After the Deal
By Tim Harms
Negotiating a beverage agreement is a complex project which requires strategy, precision and persistence. But negotiating is just the beginning. The real work lies in bringing that agreement to life – consistently meeting customer expectations, generating revenue, and achieving your...
Read Full Post09.16.2024
Interview: Shaping the future of the global beverage sector
By enliven
Note: This article was originally posted by Rafaela Sousa in Refreshment magazine by FoodBev Media and can be accessed here. In this interview, Scott Johnson, newly appointed EVP of strategy and development at Enliven and former SVP and GM...
Read Full Post09.5.2024
10 Risk Management Strategies to Build Into Your Beverage Deal
By Tim Harms
Proactive Beverage Partnership Management: Enhancing Risk Management for Your Business Beverage deals are often touted for their economic and marketing benefits, but there’s an aspect of these partnerships that is often overlooked: risk management. As the business landscape continually evolves...
Read Full Post08.19.2024
10 Ways to Customize Beverage Partnerships for Your Airport
By Tim Harms
“If you’ve been to one airport, you’ve been to…. one airport.” Anyone who has worked in the airport industry knows that every airport is unique and that there’s no “one size fits all” solution to any commercial program. So when...
Read Full Post08.5.2024
Beverage Consulting Firm Enliven Welcomes Scott Johnson, Former SVP of Keurig Dr Pepper
By enliven
Strategic Hire to Propel Company’s Growth and Innovation NASHVILLE, TN, August 5, 2024 – Enliven, the nation’s leading beverage partnership consulting firm, is pleased to announce the appointment of Scott Johnson as the company’s new Executive Vice President, Strategy...
Read Full Post07.16.2024
Dr Pepper Surpasses Pepsi: What This Means for Beverage Partnerships
By Tim Harms
You may have seen the headlines: Dr Pepper has now surpassed Pepsi to become the second most popular soft drink in the United States. While this shift may come as a surprise for many, for those who have been tracking...
Read Full Post06.14.2024
Dispelling Myths: The Top 8 Misconceptions about Pouring Rights at Airports
By Tim Harms
When it comes to pouring rights at airports, misconceptions abound. Unfortunately, these misunderstanding can lead to missed opportunities for revenue generation and passenger satisfaction — costing airports millions and leaving them behind peer airports which are currently implementing these agreements....
Read Full Post05.23.2024
The Hidden Dangers of Letting Suppliers Be Your “Category Captain”
By Tim Harms
A Conflict of Interest in the Cooler Aisle In retail environments, the placement of products—what’s in stock, where it's placed, and how much is available—can really make or break sales. Convenience stores rely — and rely heavily — on effective...
Read Full Post05.8.2024
Benefits of Pouring Rights Agreements for Airports: Enhancing Revenue and the Guest Experience
By Tim Harms
Why are airports pursuing pouring rights in the first place? What benefits can pouring rights bring to the various airport stakeholders — the passengers, employees, airlines and tenants? Pouring rights agreements are more than just contractual arrangements; they represent a...
Read Full Post04.29.2024
What Subway’s Switch to Pepsi Means for the Industry
By Tim Harms
A Shift in the Beverage Landscape In a move that's sending ripples through the restaurant industry, Subway recently announced its decision to switch from Coca-Cola to PepsiCo products. The news has left many wondering what this means for the future...
Read Full Post04.16.2024
Why Airports Are Implementing Pouring Rights Now
By Tim Harms
A Primer on Beverage Deals at Airports Over the last 5 years, pouring rights has become a topic of increasing interest for airports. As airports strive to discover new sources of revenue generation, to level up their customer experience programs,...
Read Full Post02.23.2024
Asked to Sign a Volume-Based Contract? Read This First…
By Tim Harms
As you explore negotiating or re-negotiating a pouring rights agreements for your business, you'll encounter a critical decision: should you go with a term-based contract or opt for a volume-based one? This decision is not insignificant, as it shapes the...
Read Full Post06.22.2023
Unleashing the Power of Beverage Partnerships: 6 of Our Favorite Marketing Activations
By Tim Harms
In our previous article, "Why You Should Leverage Marketing Activations in Your Beverage Agreement," I discussed the untapped potential of marketing activations within pouring rights agreements. These activations, when utilized effectively, can be a game-changer for businesses, offering opportunities to...
Read Full Post05.25.2023
Why You Should Leverage Marketing Activations in Your Beverage Agreement
By Tim Harms
What if I told you that you had access to hundreds of thousands of dollars worth of consulting and marketing initiatives that could drive your business initiatives forward? What if I told you that the vast majority of businesses do,...
Read Full Post03.16.2023
What Are “Unbundling Charges”? (Or How to Owe Hundreds of Thousands Of Dollars Even After Your Beverage Deal is Complete)
By Tim Harms
You’ve completed the term of your beverage contract and fulfilled all of your obligations. So why are you now being billed for hundreds of thousands of dollars? The answer is simple: unbundling charges. We’ve seen it countless times. Executives are...
Read Full Post02.13.2023
The Four Factors that Drive Beverage Company Investment
By Tim Harms
In our nearly 20 year history of analyzing beverage deals, one thing clearly stands out: Not all beverage deals are created equal. The disparity between total deal value for organizations with almost identical volumes can be eye opening. A chasm...
Read Full Post01.17.2023
7 Ways Your Business is Overspending on Beverages
By Tim Harms
When it comes to finding ways to save money, beverages don’t typically rise to the top of the list. In fact, many executives are surprised to learn how much their business is spending on beverages in the first place. The...
Read Full Post12.14.2022
PHL Unveils Holiday Lounge – Powered by Pouring Rights
By Tim Harms
Project Overview: As a part of the ongoing partnership between the Philadelphia Division of Aviation, MarketPlace, and PepsiCo, travelers at Philadelphia International Airport will now be able to enjoy the Pure Leaf Holiday Oasis Lounge, a first-of-its-kind installation in the...
Read Full Post11.17.2022
Coca-Cola Freestyle vs. Pepsi Spire – A Decade in Review
By Tim Harms
Photo by PepsiCo and The Coca-Cola Company The introduction of Coca-Cola Freestyle and Pepsi Spire was the largest change to the fountain soda industry since the transition from 5-gallon (“figal”) premix kegs to bag-in-box postmix syrup. Not only did the...
Read Full Post10.17.2022
Why Issue a Formal Beverage RFP?
By Tim Harms
Producing a formal RFP can be a lot of work. Why go through all the effort? Isn’t it just as easy to call your beverage reps and let them send you a proposal? Why not work off of the early...
Read Full Post09.19.2022
The Pros & Cons of Owning Your Beverage Equipment
By Tim Harms
Any time you prepare to negotiate a beverage partnership, you should consider your equipment strategy. And any well-designed equipment strategy should include a thorough evaluation of equipment ownership. Does it make sense for your organization to own its beverage equipment?...
Read Full Post08.18.2022
Top 50 QSRs: Coke, Pepsi or Dr. Pepper?
By Tim Harms
Which beverage companies do the top quick service restaurants (QSRs) in the US partner with? Given how important beverages are to the bottom line of most QSRs, keeping a pulse on the beverage market share in this segment is both...
Read Full Post07.14.2022
The Beverage Company is Not Your Enemy
By Tim Harms
When approaching an upcoming negotiation with a beverage company, it’s tempting to see the process as a battle. Your job is to “win” by extracting as much value as possible from the competing beverage companies. There are some consultants out...
Read Full Post06.13.2022
The Pandemic Caused Beverage Incidence to Plummet. Here’s How to Fix It.
By Tim Harms
For most foodservice operators, beverage incidence rates (the percentage of transactions that include a beverage order) have been declining for years. The causes have been well documented: consumers are looking for better-for-you options, new flavors and beverages with functional benefits....
Read Full Post05.4.2022
Do Pouring Rights Hurt My Concessions Partners?
By enliven
AXiNsider by Airport Experience® News Enliven's CEO Tim Harms was featured in Episode 121 of AXiNsider, a podcast produced by Airport Experience® News. Take a listen below. Episode Description Originally posted by Airport Experience® News: “This isn’t lip service....
Read Full Post04.11.2022
The Ultimate Guide to a Beverage Deal
By Tim Harms
It’s not uncommon for executives to have a lot of questions when hearing about a beverage deal: What is a beverage deal? Is it the same as a pouring rights agreement? How are they typically structured? Is it common in...
Read Full Post03.22.2022
How the Pandemic has Changed Restaurants’ Beverage Deals
By enliven
Restaurant Business' A Deeper Dive Enliven's CEO Tim Harms was featured in this week's episode of A Deeper Dive, a podcast produced by Restaurant Business. Take a listen below Episode Description Originally posted by Restaurant Business by Jonathan...
Read Full Post02.23.2022
Beverage Consulting Firm Enliven Appoints Tim Harms CEO
By enliven
Prepares for Significant Growth in 2022 as it Creates Unique Value for Clients NASHVILLE, TN, February 23, 2022 – Enliven, the nation’s leading beverage partnership consulting firm, today announces the appointment of Tim Harms as the company’s new Chief...
Read Full Post02.15.2022
Why Hire A Beverage Consultant?
By Tim Harms
Sometimes, we get asked: “Can’t we just negotiate our beverage agreement in-house? We have an entire procurement department that does this every day.” We know your procurement team is qualified. When it comes to negotiating or managing your beverage partnership,...
Read Full Post01.17.2022
7 New Products We’re Excited About in 2022
By Tim Harms
The beverage industry is innovating at a pace faster than ever seen before. New product categories are being created, existing product lines are being extended, and once distinct product segments are now being blurred. Last year, one client of ours...
Read Full Post07.19.2021
Savings on Tap: Generating Revenue Through Beverage Pouring Rights
By Tim Harms
Note: This article was originally posted in The Source magazine and can be accessed here. Setting up an exclusive relationship with a beverage company could generate a surprising amount of revenue for your healthcare facility. Beverage companies often pay...
Read Full Post06.16.2021
RDU Airport Supports Veterans – Powered by Pouring Rights
By Tim Harms
Project Overview: As a part of the ongoing beverage partnership between Raleigh-Durham International Airport (RDU) and PepsiCo, a portion of every bottle of Aquafina water sold at the airport during March 2021 was donated to Vet Tix, an organization benefiting...
Read Full Post05.27.2021
LIFEWTR Lounge Debuts at PHL – Powered by Pouring Rights
By Tim Harms
Project Overview: As a part of the ongoing partnership between the Philadelphia Division of Aviation, MarketPlace, and PepsiCo, travelers at Philadelphia International Airport will now be able to enjoy the LIFEWTR Lounge, a first-of-its-kind installation. #PHLAirport is now home...
Read Full Post05.13.2021
Do Companies Really Switch Soft Drink Providers?
By Tim Harms
Updated August 2024 When it comes to choosing which beverage company to partner with for an exclusive or semi-exclusive pouring rights contract, you might be nervous about switching from one soft drink company to another. Concerns can be varied: Will...
Read Full Post04.26.2021
How to Speak Beverage Deals: A Running List of Beverage Acronyms
By Tim Harms
Every industry has its acronyms and inside jargon, and the beverage industry is no different. We’ve compiled a list of the most common abbreviations you might encounter while negotiating and managing your beverage partnership or pouring rights agreement. Why...
Read Full Post04.13.2021
Julie Hamil: How Rochester Regional Health Negotiated Its First Beverage Partnership
By Heather Neisen
Enliven Beverage Deal Podcast Episode #16 If you've ever wondered what negotiating your first beverage partnership might be like, this episode is for you. Julie Hamil, Senior Director of Food & Nutritional Services at Rochester Regional Health, joins the podcast...
Read Full Post03.23.2021
Do You Have an Equipment Strategy for Your Next Beverage Contract Negotiation?
By Tim Harms
When it comes to negotiating beverage contracts and beverage partnerships, equipment can often be an afterthought. After focusing on the beverage company brands and how they fit with your consumer, the marketing ideas that bring the partnership to life, the...
Read Full Post03.9.2021
6 Ways to Improve Employee Engagement with a Beverage Deal
By Heather Neisen
Enliven Beverage Deal Podcast Episode #15 Can beverage agreements really help you improve employee morale at your organization? Yes! Join us as Heather Neisen, Healthcare Practice Leader, brings 6 real-life examples of how companies have used their beverage partnerships...
Read Full Post02.17.2021
How to Increase Beverage Revenue: The 5 P’s of Growing Beverage Incidence
By Tim Harms
With a 80-95% profit margin, it’s common knowledge that beverages are one of the most profitable items sold at any given restaurant. In fact, most restaurant operators wouldn’t be able to keep their doors open without the sale of beverages....
Read Full Post01.19.2021
Why You Should Re-Think Your Approach to Vending
By Martin Strobel
Enliven Beverage Deal Podcast Episode #14 Vending is old, dirty and unhealthy, right? Wrong! Many times, when negotiating and creating beverage partnerships, beverage vending is treated as an afterthought. Martin Strobel, Enliven's Aviation Practice Leader, joins us to explain...
Read Full Post01.11.2021
Most Anticipated New Beverage Products of 2021
By Tim Harms
The beverage industry as a whole is innovating at a pace faster than at any time in history. As traditional soda consumption continues to decline year after year, consumers are looking to find new beverage options to replace once reliable...
Read Full Post11.3.2020
How Exclusive Beverage Deals Lead to Increased Sales
By Monica Harris
Enliven Beverage Deal Podcast Episode #13 "If I go exclusive, won't my beverage sales suffer?" The surprising answer: "No!" On this episode, Monica Harris, Enliven's Director of Operations, shares a few case studies to show why exclusive or semi-exclusive...
Read Full Post10.27.2020
Airport Selected to Test New Hydration Platform to Improve Health & Sustainability
By Tim Harms
Project Overview: When the Philadelphia Division of Aviation (DoA), MarketPlace (MKT), and PepsiCo entered into a strategic partnership, a critical focus was sustainability. As part of that effort, PepsiCo has partnered with DoA and MKT to place one of...
Read Full Post10.20.2020
Do Beverage Deals Promote Bad Health?
By Heather Neisen
Enliven Beverage Deal Podcast Episode #12 The major beverage companies have often been named as primary culprits in "the obesity epidemic". Does forging a partnership with one or more of these companies mean you are promoting unhealthy products to...
Read Full Post10.6.2020
3 Pitfalls to Avoid Converting Your Property to Your First Beverage Deal
By enliven
Enliven Beverage Deal Podcast Episode #11 Adopting your first pouring rights agreement means converting your property to the winning beverage company's equipment, products, signage, account teams, ordering and delivery processes, and more. If you are not prepared, it can...
Read Full Post09.22.2020
Ryan Donovan: How Avera Health Saved 40%+ on Beverage Spend
By Tim Harms
Enliven Beverage Deal Podcast Episode #10 What's it like to negotiate your first beverage partnership? How do you ensure your staff don't revolt once you adopt pouring rights? What are the pitfalls to avoid? Ryan Donovan, Director of Avera...
Read Full Post09.15.2020
8 Ways COVID-19 Will Impact Future Beverage Deals
By Tim Harms
COVID-19 has changed everything. While I’m not usually one to over-dramatize events, and I do think the signals of a “new normal” have generally been overplayed (humans are creatures of habit, after all, and I expect and hope a few...
Read Full Post09.8.2020
3 Reasons Beverage Companies Want to Partner with Airports
By Martin Strobel
Enliven Beverage Deal Podcast Episode #9 Airports can receive a number of benefits (funding, traveler engagement programming, renovated public spaces, sustainability initiatives, etc.) by partnering with a soft drink company in a sponsorship and pouring rights agreement. But what...
Read Full Post08.25.2020
Outcomes Based Negotiation
By Tim Harms
Enliven Beverage Deal Podcast Episode #8 What can an FBI-trained agent teach us about negotiation? Are you framing your entire negotiation in the wrong way? What makes negotiating with billion-dollar brands different? In this episode, Dan Kelly, Founder and Senior...
Read Full Post08.11.2020
The Key to Improving Any Beverage Deal
By Rob Waid
Enliven Beverage Deal Podcast Episode #7 What's the best way to attract the most dollars in a beverage partnership negotiation? How do you get the attention of the beverage company? How do you incorporate beverage marketing into a traditional...
Read Full Post08.4.2020
Beverage Partnership Helps Airports Resume Food & Beverage Service
By enliven
Customer and Employee Safety is Focus as Tenants “Reopen”: In the midst of the uncertain times brought on by COVID-19, PepsiCo, the beverage partner chosen by MarketPlace Development and the Metropolitan Washington Airport Authority (MWAAA) for Reagan National Airport and...
Read Full Post07.28.2020
The Difference Between Pouring Rights & Beverage Marketing Agreements (…And Why It Matters)
By Rob Waid
Enliven Beverage Deal Podcast Episode #6 What's the best way to attract the most dollars in a beverage partnership? How do you get the attention of the beverage company? What are "pouring rights" and how are they different from...
Read Full Post07.14.2020
Why Major Brands Love Healthcare
By Heather Neisen
Enliven Beverage Deal Podcast Episode #5 People trust their healthcare provider more than they trust their banker, judge, or newscaster. It's no wonder that major brands want to partner with the healthcare sector. Heather Neisen, Enliven's Healthcare Practice Leader,...
Read Full Post07.7.2020
Pouring Rights Help Airports Provide Relief to Employees
By enliven
MWAA, MarketPlace, and Pepsi Partnership: In the midst of the COVID-19 pandemic, MWAA, MarketPlace Development and Pepsi banded together to provide relief to airport employees at Reagan National and Dulles International Airports. The partnership contributed thousands of bottles of water,...
Read Full Post06.30.2020
How Beverage Deals Help Small Businesses & Concessionaires
By Martin Strobel
Enliven Beverage Deal Podcast Episode #4 Beverage deals are for the big guys, right? Wrong! On today's episode, Enliven's Airport Practice Leader, Martin Strobel, joins us to share four ways that small businesses and small concessionaires can benefit from...
Read Full Post06.16.2020
Touchless Fountain Dispensers in a Post COVID-19 World
By Tim Harms
Enliven Beverage Deal Podcast Episode #3 In the wake of COVID-19, restaurant and foodservice operators are looking for ways to make fountain drinks safer and more sanitary. Jose Hevia, CEO and Founder of Draftserv, shares about the software platform...
Read Full Post06.9.2020
Philadelphia International Airport Thanks Essential Workers – Enabled by Pouring Rights
By enliven
As lives turned upside down during the past months, a dedicated group of unsung “essentials” went to work each day. Most toiled in anonymity to perform basic, vital tasks that kept moms flying home to their families, moved food from...
Read Full Post06.2.2020
How Sports Sponsorships Are Sold
By enliven
Enliven Beverage Deal Podcast Episode #2 How does the PGA Tour attract big brands to pay big money for a sponsorship? Michael Kuhn, Enliven's Director of Account Services, shares insights from his time at the PGA Tour and running...
Read Full Post05.19.2020
How to Get Every Cent Owed in a Beverage Deal
By Heather Neisen
Enliven Beverage Deal Podcast Episode #1 Are you getting ripped off in your beverage contract? Heather Neisen, Enliven's Healthcare Practice Leader shares 3 simple tips for how to ensure you get every penny that you are due. ...
Read Full Post05.5.2020
Introducing The New Enliven Beverage Deal Podcast
By Tim Harms
We're excited to announce the new Enliven Beverage Deal Podcast, a podcast about negotiating and managing world-class beverage deals. Tune in for bite-sized insights on negotiating million dollar savings in your Coca-Cola or PepsiCo contracts, tips on managing your beverage...
Read Full Post04.17.2020
Webinar: Filling Your Budget Gap with Pouring Rights
By Tim Harms
There are no silver bullets in this time of crisis, but there are some things airport executives can do to help the current situation, right now. Properly implemented, a pouring rights program can generate more cash for your airport in...
Read Full Post03.30.2020
Webinar: How Can I Engage My Beverage Supplier to Help Us Through the Crisis?
By Tim Harms
Are you engaging your beverage supplier to help you through the impact of COVID-19? While there are no silver bullets to solve the issues we currently face, there are steps you can take to help. Enliven is offering a...
Read Full Post03.23.2020
Creating Opportunities: A Response to COVID-19
By Tim Harms
A Personal Note from Tim Harms, Enliven's Managing Director No, this is not another notice about the steps our company is taking to address COVID-19 (though we are taking many precautions). Nor is this an email reminding you to...
Read Full Post02.4.2020
Are You Happy with Your Fountain Syrup Price Increases?
By enliven
Do you let your key suppliers take annual price increases of 3%-5% with no underlying cost justification? Of course you don't. Then why do you let Coke and Pepsi do it? Imagine your banker sent you a letter announcing...
Read Full Post01.21.2020
Enliven to Speak at SEC-AAAE Conference
By Tim Harms
Enliven’s Airport Practice Leader, Martin Strobel, has been invited to speak at the 2020 Finance & Administration Conference of the Southeast Chapter of the American Association of Airport Executives on February 11, 2020. Martin Strobel will be a key member of...
Read Full Post09.24.2019
Budget Shortfall? Pouring Rights Can Help
By Martin Strobel
With good reason, airport executives are constantly looking for innovative ways to generate new, significant and recurring non-aeronautical revenue. This is effort is becoming more critical due to uncertainties related to parking revenue, which has traditionally been one of the...
Read Full Post09.12.2019
The Best Customer Engagement Companies in the World Adopt Pouring Rights (And You Should Too)
By Tim Harms
The best customer engagement companies in the world benefit from pouring rights agreements with one of the two largest global beverage companies. These leading customer-focused organizations leverage the funding and the extensive consumer insights given by beverage companies to improve...
Read Full Post09.4.2019
Three Ways that Unmonitored Beverage Deals Cost You Money
By Heather Neisen
Beverage deal negotiations can be incredibly complex. By comparison, managing a beverage deal can seem relatively straightforward. By the time you get to contract oversight, you have defined the scope of the project, negotiated the financials, and agreed on all...
Read Full Post08.15.2019
Won’t My Patients and Nurses Revolt if I Sign a Beverage Deal?
By Tim Harms
“If I sign an exclusive beverage deal, won’t staff revolt? Everyone knows that some battles in life are just not worth fighting.” Some healthcare executives, upon first hearing about the lucrative opportunity a beverage deal can represent, are initially...
Read Full Post07.31.2019
Five Things Your Soft Drink Representative Doesn’t Want You to Know
By enliven
You probably like your main soft drink company rep. He or she is probably a good person. You are probably not inclined to challenge him or her in any significant way. Your companies are partnered, after all. You’re in a...
Read Full Post07.9.2019
Attending HealthTrust University 2019 in Nashville? Here’s Everything You Need to Know.
By Tim Harms
HealthTrust University ("HTU") is only a few weeks a way. With more than 2,000 healthcare and supply chain professionals attending, this is the premier conference for networking with industry leaders, learning from your peers about new trends and best practices,...
Read Full Post06.14.2019
Top Three Takeaways from the 2019 National Restaurant Association Show
By enliven
The annual National Restaurant Association (“NRA”) show in Chicago is the premier foodservice conference. With nearly 45,000 attendees and over 2,300 exhibitors, this is a “must attend” event for restaurant operators. Seeing everything at the NRA show is almost impossible,...
Read Full Post05.17.2019
2019 PAX Conference: Pouring Rights Presentation
By Tim Harms
Enliven was recently invited to speak at the 2019 Passenger Terminal Conference, on the subject of pouring rights. The talk was co-presented by Tim Richardson, Founder and CEO of Enliven, and Jim Tyrrell, Chief Revenue Officer at Philadelphia International Airport....
Read Full Post05.3.2019
Enliven Makes Key Moves to Support Growing Foodservice and Airport Practices
By Tim Harms
We’ve got big news in the Enliven world. Our account service team has just grown. We recently celebrated the hire of two new key members of the Enliven team: Jackie Barnes and Kelsey Zeller. Both were brought on to serve...
Read Full Post04.24.2019
Local Sports Hero “Battles” Fans at Philadelphia International Airport – Enabled by Pouring Rights Agreement
By Tim Harms
Pepsi Brings NFL Eagles' Zach Ertz to Philadelphia International Airport Passengers at Philadelphia International Airport (PHL) were treated to a surprise appearance by NFL superstar Zach Ertz on Monday, April 15, 2019. In an event dubbed “Beat the Pro”, passengers...
Read Full Post04.9.2019
Are The Savings Too Good To Be True?
By Tim Harms
“When you see numbers like this, it just feels too good to be true.” This sentence, expressed to me earlier this week from a newly engaged client, is one that I hear surprisingly often. Can you really save your...
Read Full Post03.21.2019
Enliven to Speak at Passenger Terminal Expo 2019 in London
By Tim Harms
Our Chief Executive Officer and Founder, Tim Richardson, has been invited to speak at the 2019 Passenger Terminal Conference and Exhibition in London, hosted by Heathrow Airport from March 26-28, 2019. Richardson will be co-presenting with Jim Tyrell, Chief Revenue...
Read Full Post02.14.2019
What Happens When You Change Cola Suppliers?
By enliven
For over 30 years, I’ve watched people agonize over whether or not to switch their beverage supplier. About half of that time, I was on the beverage company side, trying to convince restaurant operators to stay with or switch to...
Read Full Post11.10.2018
Ensure That You Hit Your 2019 Savings Goals with a Beverage Deal
By Tim Richardson
It's November. You have probably already settled on your primary strategies for achieving significant cost savings in 2019. But, like any savvy supply chain exec or CFO, you know that you need a cushion, a back-stop, a sure-thing, sure-fire way...
Read Full Post11.9.2018
Five Ideas to Drive Beverage Profits in 2019
By enliven
As a beverage retailer or foodservice operator, you are always looking for ways to increase profit from the sale of drinks. Here’s a quick summary of five ways you can pump up your beverage profits and delight your customers in...
Read Full Post11.1.2018
Should Your Next Beverage Contract Have a Section on Delivery Strategies?
By Tim Richardson
Beverage Contracts are Constantly Evolving. Is it Time to Add Specific Terms Related to Delivery? Most Pouring Rights Agreements (PRAs) are silent on the subject of delivery strategies. That may change over the next 5-10 years, and it may make...
Read Full Post09.26.2018
Coke Now Owns a QSR. Are You Funding Your Competitor?
By enliven
Pepsi Once Owned QSR's. It Didn't Go Well There was a time, not too long ago, when Pepsi lost a significant share of their restaurant customers because of one fact—they competed with their customers. When Pepsi owned Taco Bell, Pizza...
Read Full Post09.12.2018
Attending ACI-NA 2018 in Nashville? Here’s Everything You Need to Know.
By Tim Harms
Airports Council International's 2018 North American Annual Conference ("ACI-NA") is only a few weeks a way. With more than 200 airports and airport authorities attending, this is the premier conference for networking with industry leaders, learning from your peers about new trends...
Read Full Post09.5.2018
Webinar: Top 8 Mistakes to Avoid When Negotiating Beverage Contracts
By Tim Harms
Are you prepared for your next negotiation with Coke and Pepsi? Do you know if you are setting up your beverage negotiation for success? In our recent webinar, "The Top 8 Mistakes to Avoid When Negotiating Beverage Contracts," Ben Kitay, our foodservice practice leader,...
Read Full Post07.13.2018
We Can’t Drink Juice Now?!
By Tim Richardson
In case you missed this recent New York Times opinion piece published by three accomplished pediatricians, let me summarize it for you: Don't drink fruit juice and don't let your kids drink it, either. What?! That's right. Just don't drink...
Read Full Post06.19.2018
When Is the Right Time to Start the Beverage Contract Process?
By enliven
Our clients and prospective clients often ask, “How far in advance of the expiration date should I start thinking about the contract?” The right answer is “now”. If Your Contract Will Soon Expire: For a contract that will expire soon,...
Read Full Post05.22.2018
Enliven to Speak at Beverage Digest Market Smarts Conference
By Tim Harms
Ben Kitay, our Foodservice Practice Leader, has been invited to speak at Beverage-Digest's Market Smarts conference on June 11, 2018 in New York City. Ben's presentation is titled, "Why Japan Isn’t So Crazy Anymore: Lessons for a New America." About...
Read Full Post05.18.2018
Enliven to Speak on ACI-NA Airport Pouring Rights Webinar
By Tim Harms
Enliven CEO and founder Tim Richardson will be presenting on the emerging trend and best practice of pouring rights within the airport industry. Register now to attend. Webinar Details from ACI North America: ACI-NA Webinar: Pouring Rights Thursday, June 7,...
Read Full Post01.17.2018
Why Coke & Pepsi Care That the Healthcare Sector Now Employs the Most People in the U.S.
By Tim Richardson
With so many troubling and consequential issues swirling about in the minds of hospital executives these days, I bet that you are not wondering about what beverage company executives think about the large and growing number of employees on your...
Read Full Post01.1.2018
What are those “new beverage deals” that so many of your peers are talking about?
By Tim Richardson
I suspect that you are skeptical (like all of our clients were at first) that you can truly save or make your company hundreds of thousands of dollars—especially just by partnering with us to negotiate a new beverage deal for...
Read Full Post11.13.2017
Webinar: How Beverage Deals Drive Million Dollar Savings in Healthcare
By Tim Harms
What if you were told that you could save your organization $1 million simply by offering a single brand of bottled water (for example, Aquafina or Dasani) instead of offering half a dozen brands (Aquafina, Dasani, Ozarka, Deer Park, Evian,...
Read Full Post10.22.2017
The Soft Drink Negotiation Enigma: Why You Need Help, and the Four Principles of Soft Drink Negotiation
By enliven
There are few contracts that impact your bottom line more than your beverage deal. And beverage deal negotiations are like chess games (at least the beverage companies treat them that way). Following are 4 principles that will help you during...
Read Full Post03.27.2017
Pepsi’s LIFEWTR: The “Premium Water” Battle Heats Up
By Tim Richardson
Over the last 15 years, the rise of bottled water as a product category has been nothing more than stunning. Currently at 33 percent (and rising) of all bottled beverages sold, bottled water has cemented itself as not only a...
Read Full Post12.2.2016
The New Soft Drink Tax Regime and Its Impact
By enliven
The recent election produced more than a new President-elect. Voters passed a new regime of soft drink taxes that have implications for our clients. The new taxes are aimed at reducing the amount of sugar-added drinks consumed by residents of...
Read Full Post08.2.2016
Why Pepsi and Coke Love Hospitals
By Tim Richardson
The easy answer to the question of why Pepsi and Coke love hospitals is that both companies want to grow, and they see the healthcare industry as a large and growing sector of the economy in which they can gain...
Read Full Post06.8.2016
3 Reasons Coke & Pepsi Want Direct Relationships with Airports
By Martin Strobel
Coke and Pepsi want to partner directly with airports because they are smart operators that realize the importance of revenue growth and building a brand. Direct relationships with airports help these multinational players to increase their overall sales and to...
Read Full Post05.26.2016
2016 NRA Show Highlights
By enliven
This year’s National Restaurant Association trade show was eye-opening in several ways. Here are three observations that I'm taking away from the event: 1) Coca-Cola is really worried about what restaurant operators may do about the decline in carbonated soft...
Read Full Post05.10.2016
Coke Freestyle vs. Pepsi Spire. The Cola Wars Re-ignite!
By Tim Richardson
The Winner? Smart Businesses Looking for Leverage on their next Exclusive Pouring Rights Contract. The Coca-Cola Company launched Freestyle, its revolutionary, make-it-yourself, customizable fountain drink dispenser, in 2009 to mixed reviews. In 2014, PepsiCo launched Spire, its competing touch-screen fountain...
Read Full Post02.24.2016
How Coke’s Big Restructuring Will Positively Affect Exclusive Beverage Deal Making
By Tim Richardson
Even casual readers of the nation’s major newspapers and business trade press have probably seen articles on Coca-Cola’s recent—and newly accelerated—moves to divest itself of all of its bottling operations nationwide. By the end of 2017, Coca-Cola corporate plans to...
Read Full Post01.16.2016
AIRLINES: Enliven’s Core Value Proposition
By Tim Richardson
If you work for one of the major airlines based in the United States, South America, Europe or Asia, we might be able to save your organization several million dollars a year. Here’s how: Your company probably has some existing...
Read Full Post01.7.2016
AIRPORTS: Enliven’s Core Value Proposition
By Tim Richardson
If you work for one of the Top 100 airports in the United States or one of the major international airports anywhere in the world, we might be able to save your airport several million dollars a year. Here’s how:...
Read Full Post01.5.2016
RESTAURANT CHAINS: Enliven’s Core Value Proposition
By Tim Richardson
If you are a trying to cut operating costs without sacrificing quality, and if you are trying to find the money you need to pay for new initiatives, you need to call us. If you work for a large chain,...
Read Full Post01.4.2016
Enliven Adds New Practice Areas and New Expert Team Members
By Tim Richardson
I’m very happy to announce that we are expanding our focus beyond healthcare. Some smart people in the restaurant and aviation sectors asked us to “do what we do” for them and their peers. After a lot of due diligence,...
Read Full Post11.25.2015
5 Reasons to Outsource Your Exclusive Beverage Deal Negotiations to Enliven
By Tim Richardson
A lot of hospital executives are looking for savings under every rock, big and small. Those of you who are finally looking under the “beverage spend” rock, are probably wondering “how big is it, really?” and “shouldn’t we be able...
Read Full Post10.21.2015
Shill for Bottled Water?
By Tim Richardson
After publishing a recent blog post citing Enliven research that shows bottled water outselling bottled soda on hospital campuses, we received a few emails critical of the blog post. In general, they questioned why Enliven would be a proponent of...
Read Full Post10.1.2015
Numbers Your “Partners” Aren’t Telling You
By Tim Richardson
When it comes to securing an exclusive pouring rights deal with either Coke or Pepsi, accurate volume, pricing, spend, commission and rebate numbers are surprisingly hard to get. Especially surprising is the fact that your existing, trusted, long-time business partners...
Read Full Post09.16.2015
Three Reasons Why Bottled Water Already Outsells Bottled Soda at Hospitals
By Tim Richardson
A recent Wall Street Journal article announced: “With a flood of new brands, water is on track to outsell soda by 2017.” Big news! Yes, for the rest of the world, but not for hospitals where bottled water sales already...
Read Full Post09.1.2015
Big Data, Big Beverage, Big Savings
By Tim Richardson
“Big Data” is all the rage in healthcare. Just about everyone dreams of what it would be like to take huge amounts of data, slice it, dice it, and turn it into something good … better patient outcomes, greater energy...
Read Full Post08.19.2015
Hospital Systems Save 24% With Coke or Pepsi Deal
By Tim Richardson
We recently completed a study of beverage spending by more than a dozen hospital systems nationwide. Our key finding was that hospital systems who engage in exclusive pouring rights agreements with either Coke or Pepsi were able to save an...
Read Full Post08.5.2015
Top 10 Beverage Deal Mistakes & Misunderstandings
By Tim Richardson
If you have thought any of the following thoughts, you would be wrong. We'd be happy to explain why. 1. "My GPO contracts arlready provide the lowest beverage prices and best rebates possible." 2. "We do sole-source agreements all the...
Read Full Post07.22.2015
The Necessary Steps to Negotiate and Manage an Exclusive or Near-Exclusive Beverage Partnership for a Hospital System—Part Two of Two.
By Tim Richardson
Negotiating and managing an exclusive or near-exclusive beverage partnership is complicated and hard work. Even experienced supply chain and financial executives at large, sophisticated hospital systems are surprised at how complicated and hard this work can be. But, all agree...
Read Full Post07.8.2015
The Necessary Steps to Negotiate and Manage an Exclusive or Near-Exclusive Beverage Partnership for a Hospital System—Part One of Two.
By Tim Richardson
Negotiating and managing an exclusive or near-exclusive beverage partnership is complicated and hard work. Even experienced supply chain and financial executives at large, sophisticated hospital systems are surprised at how complicated and hard this work can be. But, all agree...
Read Full Post06.24.2015
Can hospital systems really save “millions” with an exclusive or near-exclusive beverage partnership?
By Tim Richardson
The short answer is, “Yes, you can.” If your hospital system has at least four acute care hospitals, 1,200 or more staffed beds and 6,000 or more employees, then, yes, you can save at least a million dollars over a...
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