Part of the Program Leadership school. Class 5 of 6.
The capability: you can build a back bar from demand and know what you may accept.
Prerequisites: Modules 55, 57.
The practice
The two-column audit — sales mix against back bar.
Record vendor fill rate for a quarter.
Find out what the trade practice rules permit — and ask TABC or a licensed attorney rather than a representative.
Then run the four analytics: mix, variance by category, contribution per minute, velocity against format.
And plan one month from the event calendar rather than from a weekly average.
The reference
The sales mix, which is evidence, against the back bar, which is history.
What you are building
The portfolio view, and the compliance floor.
A program with no stated purchasing basis will be shaped by whoever shows up, per Module 57 — and no single decision along the way was wrong.
And the operational instruction on trade practice: if nobody in the building can state what is permitted, nothing should be accepted.
Verification and boundary
The audit with decisions attached, and a stated answer on trade practice.
Boundary: trade practice, licensing, and record-keeping are governed by TABC and the the federal alcohol regulator, and questions belong with the agency and a licensed attorney. Nothing here is legal or compliance advice.