Distribution companies are bombarded almost daily by wineries hoping to secure a distribution. Always remember the fact “distributors don‟t care about your brand or winery, their focus is to move that brand and make profit on that movement...

1. GUIDE ON FINDING A NEW
DISTRIBUTOR - BY BEVERAGE TRADE
NETWORK
Beveragetradenetwork.com

2. • Beverage Trade Network.com is one of the world ‘s leading networks for
beverage, wine, spirits and beer importers, distributors, producers and
related companies. The company is based in Delaware, USA and is
developed by wine professionals who have accumulated a rich and varied
experience in this industry.
• For buyers, Our service allows retailers, distributors of the alcoholic and
non-alcoholic beverage industry to find the right supplier and brands that
add value to their portfolio.
• For sellers, Our service allows producers, distributors and other
professional companies of the alcoholic and non-alcoholic beverage
industry to easily locate and contact distributor and importers globally.
Beveragetradenetwork.com

3. Let’s delve into the psyche of our customer -- the distributor.
Distribution companies are bombarded almost daily by wineries hoping to
secure a distribution channel.The fact is distributors don’t care much about
the brand or winery, their focus is to move that brand and make profit on
that movement. The faster the movement, the more money distributors
make. It is very important to understand your customer and what will make
them buy your wine. It helps to focus on programs and promotions which
assist the distributor in selling wine to retailers more than focusing on
information about your winery, who makes the wine, how old the winery
is, etc. The latter creates a marketing package for the wine but ultimately it
is the programs and promotions that will help sell the wine.
Beveragetradenetwork.com

4. Your wine, beer or any other brand that you are selling must add value to
the distributor’s portfolio. Explore your customer’s website and understand
how your wine will add value to their business. For example: if a distributor
does not have a South African wine in their portfolio, mention how your
South African wine will fill holes in their portfolio. For distributors their
portfolio and what they are offering to their retail customer is of utmost
importance. One should be keep it simple and succinct from their first email
to the distributor by mentioning key points about how their wine will add
value to the distributor’s portfolio.
Beveragetradenetwork.com

5. A question to ask yourself is – ‘What does our wine/winery bring to the
table?’. A good starting point would be to complete the ‘Pre-Distribution
Checklist’ available on our site, which lists the key aspects a distributor is
interested inwhen scouring the market for new products. The ‘Seeking
distribution guide’ provides far more detail and will certainly take your offer
to the next level.
Beveragetradenetwork.com

6. A great number of emails received to this site come from wineries who are
unable to secure distribution, and I am unable to provide detailed answers
to every unique case. My simple advice is to get out on the road and start
making regular sales calls targeting independent retailers, fine dining
restaurants and larger cafes. Bringing a list of current and loyal customers
to a distributor demonstrates that there would be an existing customer base
for them that will bring immediate profits from selling your wines. There is no
easy way to secure distribution, however ensuring that you and your
product tick as many boxes as possible will give you the best chance for
success.
Beveragetradenetwork.com

7. The first contact made to the distributor should include the information
mentioned below:
•Price and product line
•Brief summary of your winery (about a paragraph)
•A paragraph showing you have learnt about them, checked their website
and showing them why they should buy your wine and how it will add value
to their business and portfolio
Beveragetradenetwork.com

8. A great number of emails received to this site come from wineries who are
unable to secure distribution, and I am unable to provide detailed answers
to every unique case. My simple advice is to get out on the road and start
making regular sales calls targeting independent retailers, fine dining
restaurants and larger cafes. Bringing a list of current and loyal customers
to a distributor demonstrates that there would be an existing customer base
for them that will bring immediate profits from selling your wines. There is no
easy way to secure distribution, however ensuring that you and your
product tick as many boxes as possible will give you the best chance for
success.
Beveragetradenetwork.com

9. It is always a good idea to mention that you will follow up with a phone call.
If you have mentioned that you will call them then ensure that you do follow
up in the time mentioned. For a distributor timing is very important and it is a
long term decision for them. Don’t rush them into tasting your product, or
reviewing your email or registering your brands or sending you a purchase
order.
Beveragetradenetwork.com

10. For example, larger distributors often have meetings where they discuss
their portfolios and taste the wines. It is a good idea to ask them when they
plan to taste your wines so you can follow up after that point. Smaller
distributors along with managing their day to day business could also be out
visting accounts and selling.
Beveragetradenetwork.com

11. Allow a distributor time to taste the product. Suppliers with patience often
get rewarded in the wine business. Persistence also counts, if you contact
the distributor again after they have refused to add your wine to their
portfolio, situations may have changed and they may agree toyou’re your
wines at this time. Distributors may consider your wines the second time as
they may now be looking to add wine from the country you represent to their
portfolio or are looking to replace a current supplier because of non
performance.
Beveragetradenetwork.com

12. Beveragetradenetwork.com can assist our members to present their wines
better and consider the important steps to follow for presentating their wines
to a distributor. Keep in mind the long term goal, which is that if you do not
receive a positive response or a response, they are still a potential buyer as
you could contact them after a certain period and at that point they may be
able to buy your wines.
Good luck for your presentations and meetings!
From,
Beveragetradenetwork.com Team
Beveragetradenetwork.com

13. See how we can help you grow.
Register for free and start posting your products. Start selling now.
If you are a distributor or importer, post your buying lead here.
Beveragetradenetwork.com