Benchmarking and Best Practices Survey Results BRD … · Benchmarking and Best Practices Survey...

12013-2014 Brewers’ resource Directory • BrewersAssociAtion.org

BREWERS’ RESOURCE DIRECTORYBRD2013-2014

BENCHMARKING AND BESTPRACTICES

SURVEY RESULTS• BREWERS ASSOCIATION MEMBERS-ONLY EXCLUSIVE CONTENT • BREWERS ASSOCIATION MEMBERS-ONLY EXCLUSIVE CONTENT • BREWERS ASSOCIATION MEMBERS-ONLY EXCLUSIVE CONTENT • BREWERS ASSOCIATION MEMBERS-ONLY EXCLUSIVE CONTENT

BREWERSASSOCIATION.ORG 107

Benchmarking and Best Practices Survey Results

BENCHMARKING AND BESTPRACTICES SURVEY RESULTS

The Brewers Association (BA) conducted a comprehensive survey of America’s craft brewers to establish and share industry benchmarks and best

practices. This survey was developed in response to BA member requests for hard data that they could use to measure their businesses and in turn make

them more efficient and successful.

2012 survey questions were revised slightly from the 2010 edition; importantly, the 2012 survey now includes the BA salary survey as well. Results were

compiled and aggregated by BA staff. The results provide a valuable set of tools specific to America’s small and independent craft brewers.

This section contains the highlights of the 2012 survey and newly a sampling of the BA salary survey results. Remaining data and more detailed in-depth

salary information will be available in the Members-Only section of BrewersAssociation.org.

Thank you to all who participated and may you find value in these results to help you grow with the industry. This is, indeed, an exciting time to be part of

the craft beer community!

Sincerely,

Paul Gatza

Brewers Association

Kristi Switzer

Brewers Publications

Chris Swersey

Technical Brewing Projects Coordinator




108 2013-2014 BREWERS’ RESOURCE DIRECTORY

Key

Anonymity The Brewers Association places great value on the anonymity of survey respondents. Many survey questions were of

a highly sensitive nature. Not all respondents chose to answer all questions. The answers to questions with very low

participation rates are shown with less detail (for example, not broken down by region, or not organized by company

size), or may be shown on a per barrel basis (based on 2011 reported production) in order to protect the identity of

the companies that answered these questions. The answer u/r (“unreported”), indicates an answer that is not provided

in order to protect the anonymity of survey respondents.

Bonus For purposes of this survey, “Bonus” includes all non-wage compensation such as bonus, profit sharing, commissions,

tips, etc.

Brewery Production For purposes of this survey, these are Brewmaster/Head Brewers, Shift Brewers, Cellarmen, QA/QC/Sensory, Lab and

Employees R&D employees.

Brewpub The Brewers Association defines a brewpub as follows: A restaurant-brewery that sells 25% or more of its company-

owned production onsite. The beer is brewed primarily for sale in the restaurant and bar. The beer is often dispensed

directly from the brewery’s storage tanks. Where allowed by law, brewpubs often sell beer “to go” and/or distribute to

off site accounts.

Brewpub Sizes Brewpubs were grouped based on their reported 2011 production figures in US Barrels. Groups were chosen in order

to even out the number of responses within each size group. Many answers to survey questions are published on a

per barrel basis, making identification of individual respondents impossible. Brewpubs with more than one location

were given the option of answering questions in aggregate form, or based on average value per store values. Unless

otherwise noted, survey answers are reported on a per store basis.

Full-Time Employee For purposes of this survey, full-time employees are those working >30 hours per week or salaried. Full-time employee

compensation reported as hourly wages was converted to a yearly figure by multiplying the reported hourly wage by

1,560 (52*30).

Max The largest value among all responses

Mean The “average” value of survey responses to a given question. The total of all responses given, divided by the number

of responses

Median The “middle” response. An equal number of larger and smaller values were given as responses

Min The smallest value among all responses

Mode The most common answer to a question

Non-Production, Sales For purposes of this survey, these are Owners/Proprietors, Professional Services (Accounting, Legal, Engineering,

and Marketing Employees other), Administrative, Sustainability, HR, PR, other, Marketing/Advertising/Sales Managers or Staff, Material

Ordering/Order Fulfillment/Warehouse/Logistics/Maintenance/All Others

Part-Time Employee For purposes of this survey, full-time employees are those working <30 hours per week or salaried. Part-time employee

compensation reported as hourly wages was converted to a yearly figure by multiplying the reported hourly wage by

780 (52*15).

Production Brewery A production brewery, contract brewing company or alternating proprietorship that is not a brewpub.

Production Brewery Sizes Production breweries were grouped based on their reported 2011 total production figures in US Barrels. Group

volume breaks were chosen in order to roughly even out the number of responses within each size group. The largest

category of production breweries (with 2011 production >50,000 US Barrels) contained the smallest number of

responses. In order to maintain the confidentiality of individual respondents, answers within this group are often

published as an entire group, with less detail than other groups. Many answers to survey questions are published on

a per barrel basis, making identification of individual respondents impossible. All production brewery respondents

entered their information in aggregate form.

Respondents The survey included US craft brewers as defined by the Brewers Association. Datasets that did not include 2011

production data were removed. 288 total datasets were included in the analysis.


32013-2014 Brewers’ resource Directory • BrewersAssociAtion.orgBREWERSASSOCIATION.ORG 109


Midwest Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin

Mountain West Arizona, Colorado, Nevada, New Mexico, Utah, Wyoming

Northeast Connecticut, Delaware, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, Vermont, Virginia, Wash-ington DC, West Virginia

Paci�c California, Hawaii

Paci�c NW Alaska, Idaho, Montana, Oregon, Washington

South Arkansas, Florida, Georgia, Kentucky, Louisiana, Mississippi, North Carolina, Oklahoma, South Carolina, Tennessee, Texas

Regions For the purposes of this survey, states were assigned to generally accepted definitions of regions, with a few exceptions that allowed

for more even numbers of responses among the regions. Regions are usually tabulated alphabetically.

Midwest Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin

Mountain West Arizona, Colorado, Nevada, New Mexico, Utah, Wyoming

Northeast Connecticut, Delaware, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island,

Vermont, Virginia, Washington DC, West Virginia

Pacific California, Hawaii

Pacific NW Alaska, Idaho, Montana, Oregon, Washington

South Alabama, Arkansas, Florida, Georgia, Kentucky, Louisiana, Mississippi, North Carolina, Oklahoma, South Carolina, Tennessee, Texas

Restaurant Employees For purposes of these survey, these are grouped as Chefs/Kitchen Managers (back-of-house), Wait Staff and Bar Managers

(front-of-house), Cooks, Dishwashers, other (back-of-house), Wait Staff, Bar Staff, Bussers, Host-Greeters, other (front-of-

house).

Salary/Hourly Wages For purposes of this survey, salary/hourly wages consists of base compensation paid to employees, not including bonus, profit

sharing, comissions, tips, etc.



Package and draught SaleS1. draught, Bottled and canned Volume Sales Proportion

Brewpub companies, 2011 Production

0%

20%

40%

60%

80%

100%

1-500 bbl 501-1000 bbl >1000 bbl All Brewpub Companies

15%15.3%14%

n/a

13.1%

19.4%

5.8%1.5%

95%

87%

98%100%

Average % of Volume as Draught Sales Average % of Volume as Bottled SalesAverage % of Volume as Canned Sales

Production Breweries, 2011 Production

0%

20%

40%

60%

80%

100%

Multiple Brewing Shifts Multiple Packaging Shifts

27%

63%

82%

100%

46%

100%

17%

69%

5%10%

1-1000 bbl 1001-7500 bbl 7501-50000 bbl >50000 bbl All Production Breweries

0%

20%

40%

60%

80%

100%


27%

n/a

26%

32%

3%

47%

63%

51%

40%

46%

59%

37%

48%

61%

75%

Average % of Volume as Draught Sales Average % of Volume as Bottled SalesAverage % of Volume as Canned Sales

Note: For all breweries reporting draught, bottle and can volume sales proportions in this survey, total volume sales percentages were 38.8%, 58.9% and 2.3% respectively.



2. % of draught Sales On-Site


0%

20%

40%

60%

80%

100%

1-500 bbl 501-1000 bbl >1000 bbl All Brewpub Companies

100%100%100%100%

25%25%

65%

40%

88%

76%

92%93%

Average % of Draught Volume On-SiteMinimum % of Draught Volume On-SiteMaximum % of Draught Volume On-Site


0%

20%

40%

60%

80%

100%

Multiple Brewing Shifts Multiple Packaging Shifts

27%

63%

82%

100%

46%

100%

17%

69%

5%10%


0%

20%

40%

60%

80%

100%


26.8%

n/a

25.7%

32.1%

3%

46.7%

62.7%

50.6%

39.5%

45.7%

59%

37%

48%

61%

75%

Average % of Volume as Draught SalesAverage % of Volume as Bottled SalesAverage % of Volume as Canned Sales



3. Proportion of draught Beer Volume Sales By Format

Brewpub companies,

2011 Production # respondents Bulkhalf Barrel or 13.2

gal keg Qrtr Barrel keg Sixth Barrel Other

1-500 bbl 15 92.0% 28.5% 6.9% 25.8% n/a

501-1000 bbl 19 86.5% 26.5% 4.9% 11.7% 21.2%

>1000 bbl 17 71.7% 35.8% 9.3% 8.7% n/a

All Brewpub

Companies51 83.1% 30.7% 7.6% 13.5% 21.2%

Production Breweries,

2011 Production # respondents Bulkhalf Barrel or 13.2

gal keg Qrtr Barrel keg Sixth Barrel Other

1-1000 bbl 30 63.5% 53.8% 17.5% 31.9% n/a

1001-7500 bbl 31 42.6% 64.0% 9.2% 27.4% 5.0%

7501-50,000 bbl 31 20.8% 75.0% 10.2% 26.5% 0.4%

>50,000 bbl 6 3.6% 84.8% 7.8% 11.8% 0.7%

All Production

Breweries98 47.2% 66.5% 12.1% 27.5% 1.2%

Note: Other included cask(4), and 3 other unspecified formats

4. growler Volume Sales as % of total draught Beer Volume Sales


respondents reporting growler Sales average growler Volume % Minimum growler Volume % Maximum growler Volume %

1-500 bbl 43% 5.8% 1.2% 10.8%

501-1000 bbl 41% 10.2% 0.9% 28.6%

>1000 bbl 26% 6.7% 0.2% 20.0%

All Brewpub Companies 36% 8.2% 0.2% 20.0%


respondents reporting growler Sales average growler Volume % Minimum growler Volume % Maximum growler Volume %

1-1000 bbl 26% 7.9% 1.2% 27.4%

1001-7500 bbl 33% 8.5% 0.9% 29.6%

7501-50,000 bbl 40% 2.7% 0.2% 8.3%

>50,000 bbl 38% 0.8% 0.1% 2.1%

All Production Breweries 33% 5.8% 0.1% 2.1%



5. Proportion of companies using Various 12 Ounce Bottle Formats

Brewpub companies,

2011 Production

# respondents using any 12

oz Bottles

% Packaging respondents using any 12

oz Bottles 6-12 oz 12-12 oz12-12 oz Variety Pk 24-12 oz

24-12 oz Variety Pk

Other 12 oz Format

1-500 bbl 0 0% n/a n/a n/a n/a n/a n/a

501-1000

bbl0 0% n/a n/a n/a n/a n/a n/a

>1000 bbl 2 33% 50% 0% 50% 0% 0% 50%

All Brewpub

Companies2 18% 50% 0% 50% 0% 0% 50%


2011 Production

# respondents using any 12

oz Bottles

% Packaging respondents using any 12

oz Bottles 6-12 oz 12-12 oz12-12 oz Variety Pk 24-12 oz

24-12 oz Variety Pk

Other 12 oz Format

1-1000 bbl 5 42% 20% 0% 0% 60% 0% 20%

1001-7500

bbl12 46% 33% 8% 0% 67% 0% 0%

7501-

50,000 bbl27 93% 56% 37% 33% 67% 11% 7%

>50,000 bbl 8 100% 63% 38% 25% 75% 0% 13%

All

Production

Breweries

52 69% 48% 27% 21% 67% 6% 8%

6. average total Volume (bbl) Sold In Various 12 Ounce Bottle Formats

Brewpub companies,

2011 Production

# respondents using any 12 oz

Bottles 6-12 oz 12-12 oz12-12 oz Variety

Pk 24-12 oz24-12 oz Variety

PkOther 12 oz

Format

1-500 bbl 0 0 0 0 0 0 0

501-1000 bbl 0 0 0 0 0 0 0

>1000 bbl 2 600 0 200 0 0 30

All Brewpub

Companies2 600 0 200 0 0 30

Production Breweries, 2011

Production




PkOther 12 oz

Format

1-1000 bbl 5 500 0 0 4235 0 2500

1001-7500 bbl 12 3034 540 0 24538 0 0

7501-50,000

bbl27 377173 307950 163551 710870 3360 7100

>50,000 bbl 8 142442 83021 4835 201627 0 192

All Production

Breweries52 523149 391511 168386 941270 3360 9792



7. % of total Bottled Volume Sold In Various 12 Ounce Bottle Formats

Brewpub companies,

2011 Production




PkOther 12 oz

Format

1-500 bbl 0 n/a n/a n/a n/a n/a n/a

501-1000 bbl 0 n/a n/a n/a n/a n/a n/a

>1000 bbl 2 75.0% n/a 25.0% n/a n/a 100.0%

All Brewpub

Companies2 75.0% n/a 25.0% n/a n/a 100.0%


2011 Production




PkOther 12 oz

Format

1-1000 bbl 5 100.0% n/a n/a 100.0% n/a 71.4%

1001-7500 bbl 12 79.3% 32.9% n/a 90.4% n/a n/a

7501-50,000

bbl27 75.9% 17.6% 12.8% 54.2% 5.6% 31.7%

>50,000 bbl 8 67.0% 22.1% 4.9% 39.1% n/a 3.8%

All Production

Breweries52 75.6% 19.7% 11.3% 63.8% 5.6% 34.7%

8. Proportion of companies using Various 22 Ounce Bottle Formats

Brewpub companies,

2011 Production


Bottles

% Packaging respondents using any 22 oz Bottles 1-22 oz 12-22 oz

12-22 oz Variety Pk Other 22 oz Format

1-500 bbl 1 100% 100% 0% 0% 0%

501-1000 bbl 4 100% 25% 25% 0% 50%

>1000 bbl 4 67% 50% 25% 0% 50%

All Brewpub

Companies9 82% 44% 22% 0% 44%


2011 Production


Bottles

% Packaging respondents using any 22 oz Bottles 1-22 oz 12-22 oz

12-22 oz Variety Pk Other 22 oz Format

1-1000 bbl 8 67% 25% 88% 13% 0%

1001-7500 bbl 17 65% 12% 76% 0% 29%

7501-50,000 bbl 18 62% 17% 67% 0% 22%

>50,000 bbl 7 88% 0% 86% 0% 57%

All Production

Breweries50 67% 14% 76% 2% 26%



9. average total Volume (bbl) Sold In Various 22 Ounce Bottle Formats


# respondents using any 22 oz Bottles 1-22 oz 12-22 oz 12-22 oz Variety Pk Other 22 oz Format

1-500 bbl 1 7 0 0 0

501-1000 bbl 4 35 15 0 20

>1000 bbl 4 13 5000 0 51

All Brewpub

Companies9 55 5015 0 70



1-1000 bbl 8 27 2450 20 0

1001-7500 bbl 17 1153 9512 0 2235

7501-50,000 bbl 18 7553 46446 0 6180

>50,000 bbl 7 0 74904 0 1755

All Production

Breweries50 8733 133312 20 10170

10. % of total Bottled Volume Sold In Various 22 Ounce Bottle Formats



1-500 bbl 1 100.0% n/a n/a n/a

501-1000 bbl 4 100.0% 100.0% n/a 100.0%

>1000 bbl 4 83.3% 100.0% n/a 66.7%

All Brewpub

Companies9 91.7% 100.0% n/a 83.3%



1-1000 bbl 8 75.0% 76.9% 40.0% n/a

1001-7500 bbl 17 17.5% 84.0% n/a 80.0%

7501-50,000 bbl 18 25.0% 23.4% n/a 14.9%

>50,000 bbl 7 n/a 23.0% n/a 3.0%

All Production

Breweries50 37.1% 53.9% 40.0% 36.3%

Note: Other packages included 750 mL bottles(13 companies), 3 liter bottles (2 companies), 5 liter bottles, 1.5 liter bottles, 500 ml bottles, 375 ml bottles, 200 ml bottles.



11. companies using 12 oz and 16 oz cans, and Various Formats

Brewpub companies,

2011 Production

total respondents using 12 oz

cans


cans

companies using 6-12 oz

cans


cans


cans


cans

companies using 16 oz cans In unspecified

Format

>501 bbl 2 1 1 0 1 1 0

All Brewpub

Companies2 1 1 0 1 1 0


2011 Production


cans


cans


cans


cans


cans


cans

companies using 16 oz cans In unspecified

Format

1-7500 bbl 8 0 4 4 3 0

7501-50,000

bbl7 2 3 3 1 2 0

All Production

Breweries15 2 7 7 4 2 1

12. average total Volume (bbl) Sold In Various can Formats

Brewpub companies,

2011 Production# respondents using any cans 6-12 oz 12-12 oz 24-12 oz 4-16 oz Other 16 oz

>500 bbl 3 154 0 800 122 0

All Brewpub

Companies3 154 0 800 122 0



1-7500 bbl 8 4907 1060 635 0 0

7501-50,000 bbl 8 9249 2048 3563 4170 708

All Production

Breweries16 14156 3108 4198 4170 708



13. % of total Packaged Volume (Bottle plus can Volume Sales) Sold In Various can Formats

Brewpub companies,


All Brewpub

Companies*3 100.0% n/a 93.8% 69.0% n/a



1-1000 bbl 1 n/a n/a 100.0% n/a n/a

1001-7500 bbl 7 52.9% 12.0% 19.3% n/a n/a

7501-50,000 bbl 8 13.3% 5.1% 42.4% 44.0% 15.1%

All Production

Breweries*16 35.9% 9.0% 45.3% 44.0% 15.1%

Notes: *Of those respondents reporting can volume.



14. Packaged Beer Sales trenda. Packaged Beer Sales trend by BBl

Brewpub companies, 2011 Production 2009 Sales (BBl) 2010 Sales (BBl) 2011 Sales (BBl) 2012 Sales (BBl)

1-500 bbl 55 65 65 75

501-1000 bbl 16 36 46 170

>1000 bbl 163 421 1175 2250

All Brewpub Companies 58 136 330 678

Production Breweries, 2011 Production 2009 Sales (BBl) 2010 Sales (BBl) 2011 Sales (BBl) 2012 Sales (BBl)

1-1000 bbl 82 137 184 655

1001-7500 bbl 585 945 1492 2362

7501-50,000 bbl 8868 10955 14277 18880

>50,000 bbl 111094 118987 133649 151975

All Production Breweries 19581 21775 25541 30565

b. Packaged Beer Sales trend by %


2011 (actual) vs. 2010 One Year trend

2011 (actual) vs. 2009 two Year trend

2012 (Projected) vs. 2011 One Year trend

2012 (Projected) vs. 2010 two Year trend

1-500 bbl 0% 18% 15% 15%

501-1000 bbl 26% 181% 272% 369%

>1000 bbl 179% 623% 91% 434%

All Brewpub Companies 143% 473% 105% 399%



2011 (actual) vs. 2009 two Year trend

2012 (Projected) vs. 2011 One Year trend

2012 (Projected) vs. 2010 two Year trend

1-1000 bbl 34% 124% 256% 379%

1001-7500 bbl 58% 155% 58% 150%

7501-50,000 bbl 30% 61% 32% 72%

>50,000 bbl 12% 20% 14% 28%

All Production Breweries 17% 30% 20% 40%



15. Production Brewery Packaged Beer Sales trend By region (1,001-7,500 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)


2011 (actual) vs. 2009 two

Year trend

2012 (Projected)

vs. 2011 One Year trend

2012 (Projected)

vs. 2010 two Year trend

Midwest 613 766 1205 1870 57% 97% 55% 144%

Mountain

West575 1323 3015 5233 128% 424% 74% 296%

Northeast 1075 1346 3946 4811 193% 267% 22% 257%

Pacific 133 737 1102 1700 50% 729% 54% 131%

Pacific NW 640 798 984 1839 23% 53.7% 87% 130%

South 313 553 982 2058 78% 213.3% 110% 272%

All Regions 585 945 1492 2362 58% 155.1% 58% 150%

16. Production Brewery Packaged Beer Sales trend By region (7,501-50,000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 6302 9076 13350 21764 47% 112% 63% 140%

Mountain

West3383 4582 7441 9773 62% 120% 31% 113%

Northeast 26722 31557 37667 44274 19% 41% 18% 40%

Pacific 5269 6094 7714 11946 27% 46% 55% 96%

Pacific NW 13975 15427 18414 19750 19% 31.8% 7% 28%

South 6485 8528 11479 15300 35% 77.0% 33% 79%

All Regions 8868 10955 14277 18880 30% 61.0% 32% 72%

17. Production Brewery Packaged Beer Sales trend By region (>50,000 BBl 2009 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Pacific 207417 220408 242941 270498 10% 17% 11% 23%

Pacific NW 65406 71356 83754 99577 17% 28.1% 19% 40%

All Regions 111094 118987 133649 151975 12% 20.3% 14% 28%



18. draught Beer Sales trend

Brewpub companies,

2011 Production

2009 Sales (BBl)

2010 Sales (BBl)

2011 Sales (BBl)

2012 Sales (BBl)



Year trend

2012 (Projected)


2012 (Projected)


1-500 bbl 381 380 355 375 -6% -7% 6% -1%

501-1000

bbl619 657 721 814 10% 16% 13% 24%

>1000 bbl 1655 1838 2047 2205 11% 24% 8% 20%

All Brewpub

Companies857 926 1010 1105 9% 18% 9% 19%


2011 Production

2009 Sales (BBl)

2010 Sales (BBl)

2011 Sales (BBl)

2012 Sales (BBl)



Year trend

2012 (Projected)


2012 (Projected)


1-1000 bbl 196 227 292 402 29% 49% 38% 77%

1001-7500

bbl757 1140 1594 2472 40% 111% 55% 117%

7501-

50,000 bbl6798 8527 10628 13627 25% 56% 28% 60%

>50,000 bbl 52723 55539 61565 67309 11% 17% 9% 21%

All

Production

Breweries

9639 10896 12728 15076 17% 32% 18% 38%

19. Brewpub company draught Beer Sales trend By region (1-500 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 484 466 329 343 -30% -32% 5% -26%

Mountain

West150 150 250 300 67% 67% 20% 100%

Pacific 492 473 506 525 7% 3% 4% 11%

Pacific NW 397 406 439 460 8% 10.6% 5% 13%

South 442 483 477 500 -1% 7.9% 5% 4%

All Regions 381 380 355 375 -6% -6.8% 6% -1%



20. Brewpub company draught Beer Sales trend By region (501-1000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 513 572 670 774 17% 31% 16% 35%

Mountain

West438 450 550 625 22% 26% 14% 39%

Northeast 840 827 814 875 -2% -3% 8% 6%

South 590 825 950 1000 15% 61.0% 5% 21%

All Regions 619 657 721 814 10% 16.3% 13% 24%

21. Brewpub company draught Beer Sales trend By region (>1000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 1450 1800 1950 2225 8% 34% 14% 24%

Mountain

West2100 2450 2753 2950 12% 31% 7% 20%

Northeast 1367 1450 1467 1467 1% 7% 0% 1%

Pacific NW 454 583 958 1300 64% 111.0% 36% 123%

All Regions 1655 1838 2047 2205 11% 23.7% 8% 20%

22. Production Brewery draught Beer Sales trend By region (1-1000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 60 35 40 50 14% -33% 25% 43%

Mountain

West300 338 450 625 33% 50% 39% 85%

Pacific 290 310 325 520 5% 12% 60% 68%

Pacific NW 153 227 333 410 47% 117.4% 23% 81%

All Regions 196 227 292 402 29% 49.4% 38% 77%


16

23. Production Brewery draught Beer Sales trend By region (1001-7500 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 228 383 559 757 46% 145% 35% 97%

Mountain

West133 495 1525 3050 208% 1051% 100% 516%

Northeast 917 1263 1709 2133 35% 86% 25% 69%

Pacific 627 802 965 1200 20% 54% 24% 50%

Pacific NW 1394 1934 2579 4020 33% 85.0% 56% 108%

South 616 1052 1313 2181 25% 113.0% 66% 107%

All Regions 757 1140 1594 2472 40% 110.6% 55% 117%

24. Production Brewery draught Beer Sales trend By region (7501-50,000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Midwest 3773 6294 8104 12498 29% 115% 54% 99%

Mountain

West4284 6003 8851 11528 47% 107% 30% 92%

Northeast 11148 14314 16997 20039 19% 52% 18% 40%

Pacific 7859 9152 10900 15521 19% 39% 42% 70%

Pacific NW 16827 17393 18809 19300 8% 11.8% 3% 11%

South 3850 4964 6936 8678 40% 80.2% 25% 75%

All Regions 6798 8527 10628 13627 25% 56.4% 28% 60%

25. Production Brewery draught Beer Sales trend By region (>50,000 BBl 2011 Production)

region2009 Sales

(BBl)2010 Sales

(BBl)2011 Sales

(BBl)2012 Sales

(BBl)



Year trend

2012 (Projected)


2012 (Projected)


Pacific 97880 102717 111727 121169 9% 14% 8% 18%

Pacific NW 31630 33384 38548 42742 15% 21.9% 11% 28%

All Regions 52723 55539 61565 67309 11% 16.8% 9% 21%

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Benchmarking and Best Practices Survey Results BRD … · Benchmarking and Best Practices Survey...

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