Meet These Leading Wine Suppliers from USA at USATT 2017

On this page, you will find a list of some of the leading wine suppliers in USA. These includes Spirits Consulting Group, Glass Revolution Imports, Venetian Hills, Royal Comfort Distributors, Le Cantine Inc, Sarego Imports LLC, Ze Wine Connoisseur, P & M Beverage Imports, and Chateau Bianca Winery.

1. Spirits Consulting Group:

Spirits Consulting Group provides the strategic consulting and management for the companies and brands within the Beer, Wine and Spirits Industries. SCG is leading wine suppliers from USA. SCG offers a unique integration of sales and marketing services for spirits, wine and beer brands in any stage of development and growth. Spirits Consulting Group’s team has experience with craft spirits, small start-ups, big brands, and everything in between – They will help take your brand through all the phases of development, launch, growth, and expansion.

2. Glass Revolution Imports:

Glass Revolution Import is one of the leading wine suppliers from USA. Glass Revolution Imports is importers of wickedly cool spirits and wines into North America. They search the earth to find amazing products that will bring pleasure to your late. They represent some amazing Distilleries. Their job is to find small, craft, artisan or independent distilleries and brands. Glass Revolution Imports have created in-depth information on their products and their Producers.

3. Royal Comfort Distributors:

Royal Comfort is a wine and beer distributor to Asia, focusing on Hong Kong and China. Their goal is to share the fantastic wine and beer produced in the great Northwest to the rest of the world. The region has been producing amazing wines, including a cabernet Sauvignon that scored a 100 point rating in the Wine Advocate. Their philosophy at Royal Comfort Distributors is to share these values. They believe they complement each other and ultimately improve the quality of life, achieving happiness, laughter, and love. Cheers to exploring new wines, food, healthier living, and the new friends along the way!

4. Le Cantine Inc. :

Le Cantine Inc market is full of Spirits, Alcoholic beverages, and Wines of all levels. From High end to at best mediocre wines from countries not especially known for producing quality wines. Indeed, it’s wonderful to know that their firm, brings to the U.S. market, an extensive collection of wines ranging from the average economical basic wine to the very complex and very expensive classical and time-tested wines Imported directly from Italy, France, Spain, Austria, Germany and other well-known wine producing countries. They are now, of course, the envy of their competition. You can never replace a look-a-like for the real thing. They will continue to scan the globe in order to bring to their clients wines worthy of their respect and appreciation.

5. Sarego Imports LLC :

Sarego Imports LLC is a leading national importer of fine wines from lesser-known wine countries. The company’s management team is a Moldovan-American husband-wife team. ​Its founder is Stacy McArthur, an entrepreneur with almost 20 years of experience in business management and distribution both in the U.S. and Moldova. Marketing & Sales Manager Serghei Gulceac is a seasoned agribusiness marketing professional with wine industry experience in Moldova. Stacy and Serghei carefully select their portfolio to reflect the diversity of Eastern Europe’s wine regions and the native varietals that call them home.

Sarego Import’s industry connections and import/distribution experience uniquely position the company to build quality long-term partnerships with top Eastern European wineries and American wholesalers. The company’s partner wineries are leaders in their regions, and their selected portfolio is known for quality wines that offer fresh flavours, balance, and value to wine consumer.

6. Ze Wine Connoisseur

Wine Suppliers

Ze Wine Connoisseur is a wine broker specialized in wines from all the finest region of France. Their love and passion for wine, have lead them to find the best products to satisfy all the clients. From the wine amateur to the most wine enthusiast, clients will be delighted by their selection of unique wines recognized by the international critics and rewarded in multiple national and international wine contests.

7. P & M Beverage Imports:

After living overseas for many years, they grew to enjoy the wide variety of beers and wines available to them from some of the world’s premier manufacturers of spirits. Upon visiting the United States, They were distraught to see that the brands that they enjoyed abroad were nowhere to be found there. With this as their motivation, they decided to take things into their own hands and start P & M Beverage Imports. Many of the items that they import are new to the industry, so they are doing their part to introduce new products from smaller companies in an effort to help them gain a position in the American marketplace.

By helping smaller companies expose their unique beverages to a new market, they are also allowing their clients to enjoy drinks that they may have never encountered otherwise. They take pride in what they do, and they have a passion for developing a personal bond between the manufacturer and the importer. In an effort to help businesses grow outside of their local markets, they spread the love of fine drinking to places it has never been before.

USA Trade Tasting 2017 Visitor Registrations Now Open. Register Now. 

9 Tips to Write a Profitable Wine List for your Restaurant

Wine list

The wine list is the ultimate business card for restaurants. To create a functional and profitable one is not a simple task even for an experienced sommelier. Here are some 9 tips to consider when curating a wine list that will increase profits for your restaurant.

1. Understand your target audience.
Evaluate your target audience according to the proposed menu (quality standards, sophistication and prices). The ambience of the restaurant will relate directly to the wine menu. A casual dining space would call for easy drinking wines and the prices would go hand-in-hand with the dining fare. An Italian restaurant without Prosecco and Chianti does not complete the menu.
The location of the restaurant also plays a key role. A restaurant or a wine bar situated in the center of a metropolis can afford greater ease in choosing the wines to be put in the list, thanks to tourism from around the world.

A restaurant that is “off the beaten track”, with a loyal customer base, will focus on the exclusivity of its menu, the originality of their proposals and a carefulselection of wines from across the country and around the world. Ensuring both a selection of “always present” wines, which allow you to build customer loyalty, and the introduction of new itemsfrom time-to-time will allow your restaurant to please your patrons’ palate.
A great strategy is to involve your customers in selecting next month’s “new release” by asking them to vote from a proposal of wines. Customers will feel like a part of your restaurant’s framework and be curious to know if the wine that they voted for made next month’s release. They could choose to provide their contact details and be informed of the results of the vote, making their affiliation with your restaurant more personal.

2. Meet, know and taste the wine
Taste the wines you would like to include in your wine list together with the team of your restaurant and note each team member’s feedback. Also try to organize a wine tasting with your restaurant’s distributors, sales agents, and, if possible, the producers themselves, on a day that the restaurant is closed for business. Focus not only on the sensory evaluation of the wine, but on a deeper knowledge of the story behind each production. Stories that will be very useful in proposing a label to customers. If you are not well-versed in the field, get assistance from partners, employees, sommeliers or a wine expert.

3.Don’t forget local wine
There isn’t a sadder thing than to be in a restaurant with typical local cuisine but missing wines from the local area. Taste wines from the wineriesin your vicinity or a neighboring wine-growing state and keep a selection of these on yourwine list. They will complement the carte du jour andas you have chosen to serve local cuisine at your restaurant, the target audience would also love to try the indigenous wines.
By supporting wineries in your area, you in turn will build a network in the community and wineries may recommend your restaurant to their customers.

4.Seasonality of the menu
Besides a fixed wine list, you can have a variable wine list that changes with the seasonality of the fare. People routinely make a shift towards whites in the summer months and reds in the cooler months so change your selection accordingly. Ciders become popular in Fall so having a few of these in this season will sit well with your customers. Align your menu with different times of the year; for example, market a wine as the Harvest Special for a month.

5.It’s all about the right order in the list
An ascending order of price is an enticingly easy route to take, but it is not always the most appropriate, since a novice wine-drinker will always stop at the first proposals.Grouping wines by type, region and vintage (for example: separate new world wines from the old world) would give a chance to the customer to acquaint themselves with the wine menu, without being influenced too much by the price.

6.Be concise, selective but inclusive.
Regardless of the level of your restaurant, unless you’re renowned for a high-level cellar, don’t abuse your customer’s patience by creating excessively heavy and long wine lists. Not only will this cause inventory issues for your restaurant, but a carefully curated list will be much appreciated by your customers.
It will be easier for you to educate your servers about the wines on the menu so they may in turn offer knowledgeable recommendations.

Be inclusive of the different categories of wine. For example, have two to three selections of dessert wine on the menu. Have at least one champagne that you can offer to customers celebrating a special occasion at your restaurant.

7.Hot Category wines.
Keep abreast of trending products and make sure these are included in your wine list (especially if you have a comprehensive list).There is no good reason to exclude these popular products from your list. For a novice wine drinker, it will add a level of comfort to try a varietal that they are familiar with or have heard of. Even for a connoisseur, a good quality wine in a popular category will not be one to pass up on easily. If possible, also add some value wines to the menu. It will make the difference between a yay or nay for some of your customers.

8. Source and Price Correctly
Wines of certain varietals and from different regions have expected price points. Introducing an exorbitantly priced wine from an area that is known for low price points is not advisable. This will look out of place and may also cause the customer to mistrust your pricing and product selection.
If the menu is moderately priced, so should the wines. This goes hand in hand.
Don’t overprice wines compared to their selling price in retail or online stores. Today’s customer comes aware and researched and nobody wants to feel like they have been taken for.

9. Changing Table Cards
No longer are designing and printing costs so astronomical that one may not be able to change wine cards once they are printed and placed on the table. By using table stands where print inserts are changeable, these can be replaced periodically. There are simple design resources available online that small to medium sized restaurant owners can use to modify wine cards from time to time. Make use of these to highlight new or seasonal products. People who frequent your restaurant will appreciate the change as these small touches keep the experience of visiting your restaurant fresh and interesting for them.

Meet Importers, State Distributors, Retailers and Press of USA in New York City and Grow Your Distribution.

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.

 

Every year, the USATT Show brings together small and medium sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Get Your Visitor Trade Pass Now. 

USATT Visitor Registration is Now Open.

 

 

The Wine Importer’s Guide To New York

The ImporterOne of the most traveled to destinations by wine lovers seeking the allure of the perfect big city vacation getaway, New York is home to some of the finest wine establishments in the world.

Dappled across the five Burroughs, chic bistros, wine bars, night clubs, boutique wine shops, and popular restaurants all take pride in offering their clients unique wine lists toting spectacular selections from around the world for visitors and locals alike to choose from.

Whether they are looking for the dazzle of an exclusive french label at a nice restaurant or a hidden gem from a boutique producer, New York yields a seemingly endless supply of options to every kind of connoisseur.

We will be hosting hundreds of wine representatives from wine import companies at USA Trade Tasting and we want to make sure they make the most of their visit to New York.  Continue reading

The Bottle Shop Buyer’s Checklist

Checklist For The Bottle Shop Buyer’s

What do independent retailers look for from new wine, beer and spirit suppliers?

Bottle Shop
From increasing consumer awareness to generating demand from the distribution tier, securing your labels’ place on the retail shelves of important accounts can dramatically change the fortunes of your developing brands.

USA Trade Tasting interviews Michael A Berkoff, CEO of BevMax, on what independent retailers are looking for from small and medium sized label owners when sourcing new brands.

USATT: What’s the most important thing suppliers should know when talking with new accounts?

Michael:  “Understand my business.”  When calling on accounts, it’s important to understand what kind of promotions we like to participate in, how and how often (or not at all) the account likes to be visited or contacted by their suppliers, what the customer profiles are for their different stores and how account specific supplier programs are developed.

USATT: That begs the question, how can suppliers go about doing that?

Michael: I think you need to break it down into what they can do themselves and what they need to do with their distributor.   It’s always important that suppliers work closely with their distributor to gain a better understanding of the accounts they are selling into.

The things suppliers can do themselves are: 

Sign up for our email newsletters; order through our ecomm sites; talk to us about our expectations when we establish our partnership, develop easily adaptable support programs that can be customized for different retail account profiles.

The things suppliers need to work through with their distributor are:

Find out about promotional calendars and what type of features or promotions are preferred (ad support vs. discounting vs. couponing); what type of POS you should put up in stores; what type of info you need on the products for our websites (e.g. bottle photo, label photo, winemaker notes, food and wine pairings, drink recipes.)

USATT: What advice can you give suppliers looking to expand into new markets?

Michael: Understand that the US is comprised of fifty states, all with their own rules and regulations.  Like every other state, Connecticut is unique.  We’re a franchise state. We have a lowest bottle price law. There has been a lot of attention paid to expanding retail sales hours. New big box stores like Total Wine are moving in.

These are the types of issues that I’m dealing with, for better or for worse, and my success hinges on my ability to successfully navigate them.

You need to be aware of the market landscape. Every market has singular issues you’ll need to address on a state-by-state basis.  Don’t expect your retailers and distributors to educate you on them.  You should always do your research before you come to talk to us.

Tell me how you are going to make my life easier and you’ll be sure to get my attention!

USATT: What advice do you have for suppliers looking to generate business with new retailer accounts?

Michael:  The bottom line is that this business is all about relationships.  Take a long term perspective and invest the time to understand our business. Respect our needs, sell your product all the way down the supply chain and work towards establishing long-lasting partnerships with your accounts. Inevitably, you’ll earn premium shelf place across all of your markets.

USATT:  Ultimately, what is one of the main factors that influences your decision to take on a new brand?

Michael: Recognize that if you or your distributor comes to me asking to put your brand on my shelves it means that I have to take another brand out.  Often, it is one that I already know how well it sells.

The better you can make a case for how your brand will provide value to me in terms of margin, frequency of purchase, driving new customers in or promoting my store (e.g. with a “where to buy” function on your website or Facebook page), the easier the decision will be for me to take on your brand.

At USA Trade Tasting, Michael explained on how wine, beer and spirit brand reps can develop sales pitches guaranteed to increase your chances at successfully calling on new accounts.

More About USATT Keynote Speaker Michael Berkoff:

Michael_Berkoff_BevMax

Michael Berkoff has over 35 years of experience in the liquor retail industry managing BevMax, a multi-store group with headquarters in Connecticut. He runs the Company’s day-to-day activities, directs National Operations, Purchasing, Pricing, Marketing and Advertising policies as well as supervises the Corporation’s long-term planning, the acquisition and disposition of running operations, real estate assessments and lease negotiations.

A fourth-generation retailer, Michael has been named one of the top ten market leaders and is a member of the elite Market Watch Magazine Leaders Alumni, which comprises the top 143 off-premise alcoholic beverage retailers. He has been the recipient of numerous industry awards and the subject of featured articles. Warehouse Wines and Liquors is consistently among the nation’s top 10 highest-grossing retail wine and liquor stores for stand-alone locations.

 

Are you also looking to grow your distribution in USA?

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.

Exhibit your brand at USA Trade Tasting (USATT) and get the attention of USA’s leading importers, important distributors, high-profile retail merchants, and influential media executives.

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.

Every year, the USATT Show brings together small and medium sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Get Your Visitor Trade Pass Now. 

USATT Visitor Registration is Now Open.

How do you get editors interested in your wine, beer or spirits brand story?

7 Tips From Leading Beverage Magazine Editors On Crafting Your Pitch To Industry Publications

How to pitch your brand to pressBTN gets insight from some of the leading editors in the beverage industry on what editor’s look for when selecting their next story. Here’s what they had to say:

1. Nathan Gogoll – Magazine Editor at The Australian & New Zealand Grapegrower & Winemaker

Don’t pay a marketing agency to blast your latest news to every single journalist on their contact list. Instead, just target publications you think the story has the best fit with. (Journalists and editors love an exclusive, so consider just sending the news to one publication)

Keep your release short and make yourself available for follow-up interviews. Have a selection of high-resolution current photos on offer.

2. Sarah Lewis – Managing Editor at Hardie Grant Media

The key to securing coverage is tailoring your pitch to the specific title/editor – do your research to ensure you’re connecting with the right person and that the concept is relevant to their audience. We receive so many pitches on a daily basis and the ones that stand out are well conceived and personally written (not a cut-and-paste job that you’ve sent to 10 other editors).

And if you are going to cut and paste, be sure to change the salutation and title! I can’t tell you the number of times I’ve received pitches with the competitor’s name in the body of the email… “We think such and such would be a great fit for [enter key competitor here].” Instant delete.

Where possible, include links to previous articles or posts that best demonstrate your skills and point of view.

Finally, follow up with a phone call. This can be as simple as saying you just wanted to check they received your pitch, and asking if you can provide any extra info at this stage. Don’t be pushy or presumptuous, but do put a voice to the name.

3. Annette Shailer – Editor at Beer & Brewer

In this day and age high quality images are vital to gaining coverage in the print and online, so it’s important to invest in these.

In regards to the content, it’s nice to hear about the people behind the brews as well as the flavor profile. A human interest angle usually resonates well with the audience and don’t forget images of the people are just as important as the brewery and bottle shots are.

Finally, a couple of killer quotes from the brewer or owner go a long way, especially if they’re talking about something they are passionate about that’s a bit different and quirky.

4. Keith Wallace – Author and ‘Wine Blog Awards’ Winner for “Best Wine Reviews 2014”

I take interest in stories that have a narrative beyond the usual press release. For real traction, the story has to be newsworthy outside of the beverage trade. Compelling human-interest stories attract a larger audience, especially if they include a degree of conflict. Be willing to get dangerous!

For instance, the Wine School of Philadelphia got significant national attention a few years ago for “Sommelier Smackdown” after the WWE (World Wrestling Entertainment) sued for trademark violation. ” It was a scary situation, but it also was a funny story. It ended up landing the school in every major newspapers in the country, and a few magazines, too. The willingness to turn a dark chapter in the school’s interest into the humorous “wrestlers versus sommeliers” storyline actually solidified the school’s reputation and nearly doubled enrollment.

5. Anna Warwick – Currently Asia Pacific Freelance Editor

Be aware that media are constantly looking for new material so if you can make a contact and make it easy for them to access your ideas, that’s the way forward. Put some thought into the point of difference of your angle and really sell – as in put some real heart into your idea or suggestion.

If you have facts to put across make them dot points.
If you have a personality to interview give a brief bio and interesting quote.

Make your emails short and to the point. Send quality emails over quantity. Send a few punchy ideas rather than stacks of emails. If you have the advertising schedules for that publication you will get an idea of how far ahead of print times you need to get material to editors. Make your ideas seasonal and relevant to current events/topics.

6. Meridith May – Publisher/Editorial Director at The Tasting Panel Magazine & The SOMM Journal

Got an interesting pitch? Instead of a page-long email which no one wants to read, start with a phone call – yes, a phone call. I may not have time to hear the whole thing, but a personal touch is still appreciated.

Let me know you’re taking the time because you want that story in MY magazine, not just throwing it out anywhere to see who’ll respond.

7. Tips from Beverage Trade Network

Education is one of the best ways to inspire great columns. Giving editors a story that actually provides insightful content to their readers is to truly show them that you have something special to offer to their publication.

There are millions of brands around the world who claim that they are the next big story. They assert that they are unique, that they are on the leading edge of innovation, or that their story is simply too exciting to pass up. Whatever the reason, they seem to think that media companies should actually consider their self-absorbed stories for their next piece.

Instead, talk about how you have triumphed over your latest setback and give tips on how you did it. Let down your guard and be honest about what it means to be in business. For example, instead of talking about how great your latest PR stunt was, give your readers a behind-the-scenes look at what you went through to get it done. Talk about your employees and how they had to work day in and day out even though you know they’ve been going through personal struggles of their own.

Don’t exclaim your brilliance, explain your method. Find what truly makes your company (or your brand) special and examine the parts as you dissect it piece by piece. Once you have all the pieces of the puzzle in front of you, touch on the brilliance of each brush stroke of the painting as you narrate the practice of putting it all back together again.

The above article will help you establish a strong overview on how you can plan your PR strategy and send your story to press and media.

Join us in New York City at the USATT Conference to get in-depth insight into top sales, distribution and marketing techniques being used in the wine, beer and spirits industry

Looking to grow your distribution in USA?

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.

Exhibit your brand at USA Trade Tasting (USATT) and get the attention of USA’s leading importers, important distributors, high-profile retail merchants, and influential media executives.

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.

 

Every year, the USATT Show brings together small and medium sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Get Your Visitor Trade Pass Now. 

USATT Visitor Registration is Now Open.

 

8 Key Points On Pricing Your Wine, Beer & Spirits for Sustainable Growth

8 Key Points On Pricing Your Wine, Beer & Spirits for Sustainable GrowthBringing a new wine, beer and spirits to market means taking a good look at your product, understanding your price category and pricing your wine, beer and spirits to succeed. Getting your finance department as much information as possible on your competition and target market will help them better price your wine, beer and spirits for growth.

Should you include your support program costs in your price?

What should your overall price be in a foreign on-premise account?

USATT takes a look at how to price your wine, beer and spirits. Here are 8 key points to consider:

Start studying your target markets by looking at your competition at the retail level – look at the pricing categories and get realistic. Once you’ve got a good grasp on what other similar wine, beer and spirits are selling for, follow up by competitively pricing your product.

Here are some tips on how you can guarantee trade buyer interest and get your product from your production line onto the shelves of retailers and into the drinks menu of restaurants at a competitive price.

1. First and Foremost, Buy Low

You should be buying hard and low. Every cent saved on your costs will be needed further down the line. As mark-up is added by importers, distributors and retailers your costs will translate into a magnified price. You’ll also be able to put your savings into marketing and incentive programs to help sell your product. Don’t skimp on quality, but always try and get the best possible deal for your dollar.

2. Only Have One Line Price.

Have a set line price and list all labels in the line at your price point. Simple sells. Branding is all about perception, so let the brand send a unanimous message. When you set one price for your line, it’s easy for your distributor, your retailer and your consumers to remember your products and it also evenly promotes your various labels. Even if you are going to lose a little on one of your labels, it’s better to maintain your brand position then start by listing your line-up at different prices, so long as your overall line-up is bringing in a healthy margin.

3. Plan on 40% Margin for your Distributor.

When launching a new brand, it’s imperative to get your distributors fully on board. Allowing your distributors a chance at 40-50% gives them the incentive they need to put your brand at the top of their priority list. Distributor’s are business men and the more exciting the profit margin you can offer them the more enticed they will be to help you move your cases. Established brands can target 33% as a good starting point, but don’t be surprised if your distributor pressures you to help pad their margin.

4. Plan on 30% Margin for your Importer

For 3 tier markets, like the USA, it’s best to plan on importers looking for beverages with at least 30% margin. Remember, this usually translates into 50% Mark-up. Your importers are key parts of your distribution chain and will you will want to work closely with them to set up strong partnerships with your distributors. Take the time to get to know your importer and give them a large margin to help encourage a long lasting relationship.

5. Budget 10% for your Programs.

In today’s industry, you need to provide quality support programs and incentive packages for your distributors to ensure your products sell. If you don’t have enough in the budget to put into support groups then you should incorporate your support program prices into your overall bottle price. Look at your budgeted costs for in store merchandising and support programs and figure how much of it you can realistically cover in your price.

6. Plan on 30% for Yourself.

Perhaps the most important thing to consider is that, life long dream hobby or not, you need to protect your investment. Don’t make the mistake of planning a brand at break even points with the hope of growing your popularity and your margins down the road.

Almost always, your costs will go up and your distribution and import partners will pressure you into dropping your prices. Pricing your margin at 30% gives you the flexibility and resources necessary to grow your brand in the future.

7. Spend Extra on Quality Labels and Packaging

Color cartons, premium packaging, and top quality labels go a long way toward convincing your customers (from your importers to your consumers) that your brand is worth the extra dollar. This is one area that we strongly advise you not to skimp on. Properly marketing your wine, beer and spirits beverage products can mean the difference between a best seller and a struggling brand line up.

8. Maintain your Margins

Convincing Distributors and Importers to keep their prices consistent can be difficult. Once orders are steady there will be pressure to grow your brand. Usually, this means that distributors will want to see your brand discounted in order to increase volume and expand your distribution, but try to achieve your expansion without letting your margins shrink. Increase your brand value by increasing your price along with your volume push or convince your distributors and retailers that your support programs will be enough to get your brand moving. If neither are successful, then be sure you are ready to meet the growing demands of your customers – discount, order compliance and all.

Ultimately, your beverages should be able to move – no matter what price they are. It’s never a good idea to plan your sales strategy on a one time sale. Develop your partnerships with distributors, importers and retailers based on a line up of products that are priced to reflect the dedication you put into planning your product. As your consumer base grows look at ways to increase your brand value and pad the bottom line. Brand extensions and earning the right to increase prices takes patience and dedication, so take the time to look at your price from top to bottom and make sure you are ready to go to market.

The above article will help you establish a strong price point for the USA market when you pitch your brand to retailers and distributors.

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.

Every year, the USATT Show brings together small and medium sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Get Your Visitor Trade Pass Now. 

USATT Visitor Registration is Now Open.