For a supplier to be self-aware, it's key to know the mindset of your distributor.

As a winery, brewery, or distillery, it’s very important to know what your distributor’s business is, and what is going on in your distributor’s head.

The Distribution Business…

Distributors are in the case movement business, delivery business, logistics business, and sales personnel business. More of their effort goes into running operations, instead of learning about the wine, beer, or spirits business.

There is one simple way in which distributors make money - case movement versus speed, and dollars on each case.

It's super important for wineries, distillers, and breweries to understand that. There are 500 products, and they're going to see it as 500 different boxes when they walk the warehouse floor - and they are going to evaluate each month as to what is faster moving and what is the dollar contribution of that box.

What’s in the truck weekly are the products they like. What’s selling at retail are the products they like.

Another thing to take note of is that distributors want everything to be easy. If your case is branded, labeled well, and priced sensibly, then distributors and sales personnel will be able to move it easily – and easy-moving products are what make not only the distributors but even the retailers happy.

Don’t create any friction, or don’t keep a window open for friction. Any unlabelled cases, mismatched prices, and hard-to-recognize boxes are what create friction - and that is something both distributors and retailers despise.

Here’s an inside look at what wine distributors are really looking for.

USATT 2024: May 22-23, 2024: Connecting the drinks industry in Chicago.

Get ready for a truly exceptional experience at USATT 2024 on May 22-23, 2024! The USATT 2024 event promises to be the paramount gathering for the beverage industry, offering a plethora of exciting mini-events designed to enrich your industry knowledge, tantalize your taste buds, and provide unique networking opportunities for brand growth and visibility.

The USATT Conference will feature an impressive roster of 30 speakers, spanning two days. Prepare to meet and savor the delights of exciting brands from the USA and around the world on the expo floor. Dive into an array of 24 intimate sit-down tastings, each hosted by passionate winemakers, skilled distillers, and expert importers.

If you are looking to save some money, secure your tickets with the early bird pricing before the deadline of January 31, 2024.