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How To Call On National Retail Chain Accounts

What wineries, distributors and importers need to do when making a off-premise chain call and how to call on Costco Wholesalers, Whole Foods Markets, Total Wines & More.

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Understanding how chain stores source new wine, beer and spirits means taking the time to research each chain respectively and perfecting your pitch to fit the buyer's profile.  Ratings, reviews, price, margin, supply, merchandising - these are all key aspects of a well developed brand ready for national distribution, but even after you've targeted your key partners and done your due diligence it can take a long time to secure a meeting with a chain store buyer.  Getting them to focus on your brand is even more difficult.

From developing your local distribution network to working with category managers inside the offices of large retailers, each new relationship you develop is an important aspect of succesful expansion.

BTN interviews Adam Vignola, Sales and Operations at Total Wine, on how to pitch your liquor, beer and wine to a national chain. 

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