Top 10 Articles On Wine Distribution

Here is a list of top 10 wine distribution articles that will help you find wine distributors, and also give you the insights on how to work with your wine distributor partners.

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  1. Are You Really Ready To Pitch A Wine Distributor: This checklist covers the most important factors that a winery or any wine brand owner needs to look at before approaching a wine distributor.
  2. It is important to understand the business of your customer which in this case is ‘wine distribution business’ Here is an article on understanding their 5 main challenges.
  3. Prepare your wine brand for wine distribution. Finding the right wholesale distributor can help your product business in a big way! They can get your products on the shelves of retailers as well as provide you with many other exciting opportunities. Therefore, it is essential that you prepare your product for distribution success. If your product isn’t ready to go, then you put your business at risk of not generating the sales that you need in order to win! Here is the ultimate guide on how to prepare your brand for wine distribution.
  4. Once you prepare your wine brand, you also need to prepare your pitch and support plan. Securing a wine distributor means understanding your potential partner’s market and prepping your wine brand to succeed. As you prepare to expand, there are many aspects of the industry to examine in order to compete in your target market. Utilizing market research and securing solid distribution gives your team the necessary support for them to succeed.Here are a few must-know tips to help get your wine brand into the your wine distributor’s portfolio.
  5. Once you find your wine distributor partner, you both need to have a wine distribution agreement in place. Here are 5 key points you need to cover in your wine distribution agreement.
  6. Once you get your agreements in place, here is what you should cover with your wine distributor when you meet them in person (you may do the meeting before or at the time you sign your wine distribution agreements). Every distributor is different and every sales meeting is unique. It doesn’t matter if it’s your first elevator pitch or a routine sales meeting, before you enter your distributor’s board room you should be prepared for anything. Sample contracts, order sheet forms, sales literature cheat sheets – these are all essential documents to have on hand, but what else should you carry with you when you are called in for a meeting? Here is a list of 10 must-have documents to have with you for your next meeting with your wine distributor.
  7. Ongoing Support. BTN looks into basic programming and incentives that can be used to drive your brand in the distribution channel. We will see how each incentive can impact your sales and help your customer deplete more stock (be it distributors or retailers). Developing Wine Distributor Programs are now an essential step to differentiate your brand(s) from the massive pool of suppliers.A distributor who has been in business for long appreciates the commitment and willingness shown by the supplier irrespective of the sales and that can turn into sales even if you had a slow start. Most suppliers give up on brands that don’t do well in the first round of retail tastings and so does the distributor.
  8. Working with your wine distributor is important to make sure your brand gets attention and also works for your distributor. Market work (working with wine distributor’s sales team and going into retail accounts) is the best support a brand can give. Making effective distributor Sales is all about being prepared. No matter how well your product is doing in a distributor’s portfolio, it is essential to always be at the top of your game. Take care to put as much attention into your sales calls as you once put into your sales pitch.Here is what wine distributors expect from a winery when working the market with their reps.
  9. For the purposes of achieving maximizing your winery’s sales success, both you and your wine distributor will need to work hard at developing and advancing the relationship.  For an effective business partnership with your distributor, some form of measurement will need to be in place with regard to sales. Having a defined set of targets is the best way of doing this.These annual sales targets should be in agreement with the distributor and will need to be reviewed on a regular basis. All of this should be in the distributor territory appointment contract. Review the sales by brand, by SKU, by key market, by key account at the Annual Meeting. If not achieved, develop new programs to help the distributor achieve the goals in the coming year. Here are some tips that will help prepare your annual review meeting with your wine distributor partner.
  10. Beyond selling to your wine distributor. Many wineries and wine brands often wonder how to grow sales. There is a time when you have exhausted all your contacts, your current distributors, and also all your brokers. The question that comes then is “Now what? How can we grow our wine distribution.” If you are looking for Wine Distributors, you don’t need to re-invent the wheel.There are a few traditional techniques that you can use to grow your wine distribution and in the current scenario social media is another powerful medium that can be used. Discover the 6 common wine distribution channels and strategies that you can implement to grow your wine sales.

USA Trade Tasting (USATT) is an annual adult beverage trade specialist trade tasting and business conference that promotes sustainable growth in the independent beverage industry by helping boutique wineries, craft breweries, craft distilleries, importers, distributors, retailers and beverage companies to learn, source and grow

Event Producer: Beverage Trade Network

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.

USA Trade Tasting 2018 Exhibitor Registrations Now Open.Become an Exhibitor Now and get 30% off the Regular Exhibiting Fee.

Looking For A Beer Importer in USA? Be Prepared For These 7 Questions.

 Our recent interview with Jon Reynolds who has been working in the American beer industry for more than 30 years helps us craft the ‘The 7 most important questions that will help you find a US beer importer partner‘.

The Three Tier Distribution Model is a difficult system to navigate, especially for international brands new to the compliance restrictions and regulations present in each individual state. Finding the right importer whose company profile fit’s your brewery’s needs is the first step towards getting your beers into retail stores across the USA. This means developing strong sales pitches, support programs and freight networks so that your import partners can establish healthy relationships between your brand and their distribution and retail accounts.

Finding the right import partner and getting your international beers into stores across the USA.

1 – What are the most important steps and sales tools that the a craft beer brand owner could take before they begin importing and selling?

Brand owner should prepare, at minimum, the following Marketing Presentation of their Imported beer brand:

  • Marketing Story
    Main points of difference vs. the competition already available on the market.
  • The Brewery and the Source
    Unique place, landmarks, water, minerals, elevation, country’s lifestyle, culture, tap room and unique hops and grains
  • Brand Portfolio
    Sell sheets, photos and packaging/SKU’s are very important.
  • Distribution Secured
    What countries, states and markets, annual sales plus excess capacity are available?
  • Brewing Awards Won
    Include a full list of Domestic and International Brewing Awards and Competitions.
  • Marketing support elements on all Media platforms
    Detail your, POS, website, video, social media (Facebook, Twitter, Instagram, Google, and Pinterest, etc.) sampling programs, trade samples, incentives, merchandising/display enhancers, and truck decals.
  • Sales support elements
    Outline all U.S. sales agents, tasting groups, media agencies, brand managers, and feet-on-street available to support importer.
  • Samples
    Samples can be expensive if shipped from overseas, so the brand owner should attempt to get its importer in place before too many samples are sent FEDEX or DHL.

2 – What are the target price points for your beer brand?

  • First, research the market and develop an Aussie brand to target the U.S. market you are expanding into (East Coast, West Coast, Midwest).
  • Establish an F.O.B. in your country that covers your full cost of goods and provides margin for your Brewery.
  • Estimated landed costs for containers into the U.S.; should include inland freight to Aussie Port, Export Duties, Sea Freight to the US. Port, Import Duties, Federal Excise Taxes, Importer Fees/Margin, Inland Freight to U.S. destination, State Excise Taxes, Distributor Margin (30% normal), Sales Rep Commission and Retailer Margin (25-30% normal).
  • This should lead the brand owner to Recommended PTR’s/PTC’s for each SKU.

Please find All 7 Questions You Will be Asked by Beer Importers in USA here: http://beveragetradenetwork.com/en/btn-academy/ready-to-export-your-craft-beer-to-usa-here-are-the-7-questions-you-will-be-asked-by-us-beer-importers–389.htm

USA Trade Tasting (USATT) is an annual adult beverage trade specialist trade tasting and business conference that promotes sustainable growth in the independent beverage industry by helping boutique wineries, craft breweries, craft distilleries, importers, distributors, retailers and beverage companies to learn, source and grow.

Event Producer: Beverage Trade Network

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.

USA Trade Tasting 2018 Exhibitor Registrations Now Open.Become an Exhibitor Now and get 30% off the Regular Exhibiting Fee.