Philosophy & Process

Partnering with the right distributors for your brand

This step is the foundation for future success. Today's environment of national distributor consolidation makes for a nightmare for small producers. Being a part of a small, professionally managed portfolio can increase your value and clout within the overall book. Having the relationship to get your foot in the door is critical as well.

The process:

Step one: Engage the right distributors (above)

Wine quality, price, value, packaging, story, authenticity, relationships, conflicts are all considered.
Everything written below is also a major consideration; as well as the overall "personality" of the winery.

Shipments:

More is not always better - understanding & monitoring inventory and burn rate so that releases occur on time.
Understanding how to craft a proper release letter that establishes a basis for brand managemet before the wine even arrives in stock.

Depletions:

Monitoring sales activity through a combination of depletion reports and sampling activity.
Assisting the distributor with market work, including trade and consumer events, and portfolio tastings.
Being a responsive partner to opportunities including trade hospitality at the winery.

Consumer pull through:

Staff training in restaurants and retail outlets.
An active and engaging social media presence.
Connecting winery visitors to accounts in their local area.
Encouraging accounts to send their customers to the winery.
Charity events and wine festivals.
Traditional media PR and idea pitches. Sample submissions to the right wine publications.

The final step: Perseverance and Patience!