What are the 10 biggest challenges that Spirits, Beer or Wine Distributors face on daily basis?
1. Sales Team:
Hiring is one of the biggest challenges that a new wine distributor or even an old one faces. Lot of wine companies would want to hire the sales team on a commission basis and that does not bring a strong commitment from the sales team. The main reason is that sales people do not make enough money in selling a new wine portfolio, they need good brands to help them get more sales and again it comes back to building a wine portfolio that is also a good sell.
If your wines are NOT moving, your sales reps will leave eventually as they need to make money. Thus your focus should not only be in making sure your wine distribution business is profitable but also that your sales reps are hitting their numbers. If they are happy, they will stay. If they stay, your retail accounts will get good service. If your retail accounts get good service, they will give you a chance and buy your ‘unknown’ brands.
2. Accounts Receivable:
AR has become a problem for wine distributors. In their start up months, many owners will surely face the heat and do ‘deals’ and give better terms to their buyers. This results in bad AR management and also affects your reputation. The retail community will soon realize that you are offering great terms and that you will do anything to get a sale. Beware:this will hit you hard on your face. Always grow on the right principles — it is vital.
Your sales team must understand that rules are rules and your retailers must know that once they buy it is their product and they must pay within 30 days. Your focus as a distributor should be to make sure that either your accounts staff or you call them on the 31st day reminding them about their dues.
AR is a slow killer. Things will look good when you are making numbers, but if you find yourself in a position where you are not paying your sales reps on time or even your wine suppliers on time, that is a problem.
Join us at wholesalers office hours and get your whitepaper on what are the 10 challenges that wholesalers face and how to overcome them.
Learn how other wholesalers tackle the issues at USATT’s office hours. USATT’s distributor office hours will be limited to 200 seats only. Wine, Beer and Spirits wholesalers / distributors are encouraged to reserve the seat asap. RSVP now to get early bird pricing for office hour sessions.Biggest Challenges For Spirits, Beer and Wine Distributors
More about Wholesaler’s Office Hour Session:
USATT’s Office Hours sessions give you a chance to talk one-on-one with speakers and mentors. We bring in dozens of experts so you can get targeted advice on everything from sales and distribution to operations and management.
Office Hours are for Importers, Distributors, Retailers and Suppliers who want informed feedback on business ideas and challenges. Our mentors have real-world expertise in a range of topics.
There will be 4 sessions, each of an hour’s duration. If you are an importer, you are recommended to attend the Import business office hour session. If you are a distributor, you are recommended to attend the Distribution business office hour session and so on. Each session will have experts from your domain.
For example: The Distributor Office Hour session will have one expert from sales, one from management, one from legal and one from operations. This will allow you to ask questions ranging from sales to operations about your distribution business.
Seats are limited to 200 people per session. You must pre-register and select your office hour sessions.
Distributor’s Office Hour Session: May 16, 1pm to 2pm.
Importer’s Office Hour Session: May 16, 4pm to 5pm.
Supplier’s Office Hour Session: May 17, 9.30am to 10.30am.
Retailer’s Office Hour Session: May 16, 1pm to 2pm.
The set up is a mix of class room and chair-only set up. Those who need to work on laptops may sit on the chairs that have desks with them.
What it’s not:
1) We’re committed to creating a lively learning atmosphere, and we require that all participants abide by our code of conduct. These conversations are fun, but Office Hours is not a speed-dating event.
2) It’s also not a pitching event; mentors appreciate your questions, not requests for taking your brand.
3) It’s not one to one, you will be in a session room of 200 people and your questions will be open and in public. This is an open session where you will also benefit from other attendees’ questions.
We’re excited to host this format as a way of helping you learn about solutions for real-world business problems and ask questions related to your business.
Moderator: Steve Raye, President of Bevology Inc.
Steve Raye is President of Bevology, a marketing consulting company specializing in spirits and wine. Steve has more than two decades of Drinks Industry experience, beginning with Diageo-predecessor Heublein. As a Managing Partner of Brand Action Team for ten years, he specialized in helping new-to-the-U.S. brands manage their entry into the American market.
On the wine side Steve also has significant experience working with country and regional wine trade promotion agencies including Austria, Australia, Chile, Spain, Santorini and Ribera del Duero and Rueda. He is also a consultant to Vinitaly and has managed U.S. trade PR for ProWein. On the spirits side he directed the entire brand development from concept through design, launch, and execution for Singani 63 from Bolivia and Pisco Portón from Peru. Steve is a recognized thought leader who writes and speaks on the issues driving the American Drinks market. He has spoken at Vinitaly, Wine2Wine, Vino2016, London Wine Fair, WSWA, U.S. Drinks Conference, Tales of the Cocktail.
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 2017 Buyers Registration Now Open RSVP NOW