How Small Distributors Can Thrive in a Competitive Market

competitive marketThe beverage alcohol industry has several large distributors that represent the majority of wineries in the United States. With such muscle power at the top of the pyramid, how can smaller distributors survive?

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In a competitive market, it often seems there are no advantages to being a smaller and less-known organization. However, the size of your organization will not break your success; a small mindset will. Instead of being intimidated by larger distributors, celebrate what makes your organization different. What can your smaller organization accomplish that a larger distributor can’t? (more…)

How Distributors and Suppliers Can Navigate the 3-Tier System

How Distributors and Suppliers Can Navigate the 3-Tier System. Handsome packer in working apron with box on the packaging line at the manufacture.What is a major challenge for those in the beverage alcohol industry? Navigating the complex 3-tiered system of alcohol regulation. This economic system has been present since post-Prohibition. Although it has been in place for over 100 years, it continues to remain a challenge for suppliers and distributors because of strong competition, industry consolidation, and complex government regulation.

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For those in the beverage alcohol industry, there are still unanswered questions about the 3-tier system. Why is it still relevant today, and if not, will it continue to remain an industry challenge? How can we work to navigate this complex system? Let’s dive in and discuss. (more…)

Battle Brewing over Craft Beer and Spirits Distribution

Battle Brewing over Craft Beer and Spirits DistributionThere is a battle brewing that pits producers of craft beer and spirits against distributors and bar owners. Brewers and distillers usually work in partnership with their distributors and retailers, of course. But they also compete against them when they open tasting rooms and sell directly to consumers.

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Distributors do not like being cut out of the action, nor do bar owners. So both sides are stepping up their lobbying efforts to influence alcohol beverage laws in many states. Let’s look at some of the factors that are in play. (more…)

5 Ways Your BI Platform Should Optimize Your Distributed Sales Channel

Cost-conscious consumers take advantage of instant access to pricing and item availability on their smartphones, often choosing the best bang for their buck over brand loyalty. To win and retain customers, companies are launching significantly more promotions and incentive programs. So how do you measure and analyze the effectiveness of these promotions?

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Distributed sales channels, such as those in the beverage alcohol industry, are more challenging than direct-to-consumer sales models because of the limited visibility suppliers have downstream. As sales models become more complex, the number of data sources that need to be integrated and analyzed exponentially increases. With the right business intelligence (BI) platform, you can overcome these hurdles. Here are five ways your BI platform should help you optimize your distributed sales channel. (more…)