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Dispatches from the Beverage Wars

Free articles, white papers, and videos to help executives negotiate best-in-class beverage programs.


09.12.2018

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 Post

09.5.2018

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 Post

07.13.2018

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 Post

06.19.2018

When Is the Right Time to Start the Beverage Contract Process?

By Ben Kitay

My clients and my prospective clients often ask me, “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...

Read Full Post

05.22.2018

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 Post

05.18.2018

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 Post

01.17.2018

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 Post

01.1.2018

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 Post

11.13.2017

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 Post

10.22.2017

The Soft Drink Negotiation Enigma: Why You Need Help, and the Four Principles of Soft Drink Negotiation

By Ben Kitay

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 Post

03.27.2017

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 Post

12.2.2016

The New Soft Drink Tax Regime and Its Impact

By Ben Kitay

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 Post

08.2.2016

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 Post

06.8.2016

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 Post

05.26.2016

2016 NRA Show Highlights

By Ben Kitay

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 Post

05.10.2016

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 Post

02.24.2016

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 Post

01.16.2016

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 Post

01.7.2016

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 Post

01.5.2016

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 Post

01.4.2016

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 Post

11.25.2015

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 Post

10.21.2015

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 Post

10.1.2015

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 Post

09.16.2015

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 Post

09.1.2015

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 Post

08.19.2015

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 Post

08.5.2015

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 Post

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.

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 Post

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.

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 Post

06.24.2015

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...

Read Full Post

Subscribe to Enliven

Join over 10k other industry experts who receive Enliven's advice direct to their inboxes.

Dispatches from the Beverage Wars

Free articles, white papers, and videos to help executives negotiate best-in-class beverage programs.


09.12.2018

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 Post

09.5.2018

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 Post

07.13.2018

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 Post

06.19.2018

When Is the Right Time to Start the Beverage Contract Process?

By Ben Kitay

My clients and my prospective clients often ask me, “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...

Read Full Post

05.22.2018

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 Post

05.18.2018

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 Post

01.17.2018

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 Post

01.1.2018

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 Post

11.13.2017

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 Post

10.22.2017

The Soft Drink Negotiation Enigma: Why You Need Help, and the Four Principles of Soft Drink Negotiation

By Ben Kitay

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 Post

03.27.2017

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 Post

12.2.2016

The New Soft Drink Tax Regime and Its Impact

By Ben Kitay

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 Post

08.2.2016

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 Post

06.8.2016

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 Post

05.26.2016

2016 NRA Show Highlights

By Ben Kitay

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 Post

05.10.2016

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 Post

02.24.2016

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 Post

01.16.2016

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 Post

01.7.2016

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 Post

01.5.2016

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 Post

01.4.2016

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 Post

11.25.2015

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 Post

10.21.2015

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 Post

10.1.2015

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 Post

09.16.2015

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 Post

09.1.2015

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 Post

08.19.2015

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 Post

08.5.2015

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 Post

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.

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 Post

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.

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 Post

06.24.2015

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...

Read Full Post

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    We Don't Want Your Money

    We want to dramatically increase how much money you make - or save - with respect to beverages. And then we want to take a small percentage of that new money that we earned for you. That’s our pay-for-performance model. It ensures that our incentives are aligned. It's why our clients think of us as a true strategic business partner and not just a vendor.

    Let's Start a Conversation

    We Don't Want Your Money

    We want to dramatically increase how much money you make - or save - with respect to beverages. And then we want to take a small percentage of that new money that we earned for you. That’s our pay-for-performance model. It ensures that our incentives are aligned. It's why our clients think of us as a true strategic business partner and not just a vendor.

    Let's Start a Conversation