Your nectar may have earned a dozen gold medals, have a spectacular presentation, be priced correctly, but without DISTRIBUTION – your brand is nowhere
Your nectar may have earned a dozen gold medals, have a spectacular presentation, be priced correctly, but without DISTRIBUTION – your brand is nowhere
Private label wines are truly unique and can be used to enhance your overall brand. Use it to jump aboard the current premiumization trend before it’s too late.
Get insights on the UK wine market, how global producers should approach and enter the market, wine premiumization and much more in this Q&A session with Robin Copestick, MD at Copestick Murray
Know your customer’s demographics and choices, pay attention and frame the story on your bottle itself. Use these effective labeling tips to boost the shelf success of your wine
This latest checklist covers the most important factors that a winery, brewery, distillery or any brand owner needs to look at before approaching a distributor.
If you are looking to export to the UK, searching for a specialist is one strategy that might pay off. Here is how it works
The wine and spirits trade community greatly benefit you to carve out a niche for yourself within the community. You must leverage it. Here is what you need to do
Sales of wine are directly related to the quality of private reviews. This article elaborates the study carried out by the AAWE on the evaluation of the influence of consumer reviews.
Salespeople are "troops in the trenches" who will sell your wine and spirits selections to your account’s customers and guests. Know them well
Looking to grow your distribution in the fast-growing Chinese wine market? Tmall, an e-commerce website, and WeChat, a social medium platform are just the tools you need
Wines scores are fabulous to promote your wines. You just need to be a bit creative to leverage these scores. Here are some ideas
The success of any product in the portfolio is determined by choosing the best strategies for pricing, packaging, and distribution. This article will help you choose those strategies for successful and increased portfolio sales
The article will take you through the UK alcohol market and help you build your UK export strategy step by step
Here are some tips for you to position your products in the best possible way and some insights on how it will work well for your accounts and for you.
Sales rep's need to understand that their entire existence is not just to sell products to their accounts but they are there to make the life of the buyer easier. They need to wait, watch, listen and be ready to help.
It is always a supplier's dream to sell their product to the large volume buyers including a chain of retail stores, a group of hotels, an airline, a cruise ship company etc. This article will help you fulfill that dream.
As of January 2018, there are now 30 U.S. states and the District of Columbia where marijuana has been legalized in some form, such as for medicinal purposes. Here is the list for you.
Help your buyer, make their job easier, and it’s very likely that they will return the favor by becoming steady accounts for you.
At IBWSS London, Clive Donaldson, Wine Sourcing Manager at Wm Morrison Supermarkets (“Morrisons”) talked about the importance of private label for retailers and what they seek from private label & bulk suppliers
Your customers are not nameless people who randomly or periodically buy products or services from you in-person or online, they’re your community.
Many aspects of SEO are complicated, there are certain actions you can take on your own to help your wine store get found in local searches.
It’s helpful to start out by looking at the environment you currently occupy and how pressures become primary motivators directing your business.
To successfully fight big brands, sales reps need to roll up their sleeves and think of their accounts the same way exceptional hospitality people regard their guests.
If you are a distributor who is looking to produce your own distinct wine brand for sale in your region, private label wines offer a whole host of benefits that you’ll love.
Based on current bulk wine trends & events, JF hillebrand, UK in an interview with BTN describes the 4 biggest challenges to the UK's bulk wine supply chain in 2018
From the perspective of a retail wine buyer, the competitive landscape is getting more difficult by the day. That means your business model needs to be changing to keep up with the changes.
It all starts with understanding the broader changes that are taking place within the retail wine landscape.
There are tremendous opportunities available in the market, driven by increasing demand the growing premiumization of product offerings.
If you are among the hundreds of small-to-medium sized wine companies that are struggling to achieve your sales and distribution goals, taking a hard look at the structure of your sales team might be just the ticket here at the onset of the new year.
Snapchat will continue to be an attractive new platform for reaching millennial wine drinkers. By tapping into new features and functionality, you will have even more tools to connect and engage with wine drinkers.
Understanding what success looks like, depending on where you are in the marketplace. It’s helpful to think in terms of the “supply” side of the market and the “demand” side of the market.
There are many lessons learned from sales executives all over the world. Here are just a few of them on how to turn a one-time buyer into a repeat buyer.
When getting involved in the private label or bulk wine and spirits market, it’s important to know exactly what you are contractually obligated to provide or receive as part of any agreement.
Through examples of companies and brands that have had successful product launches in the U.S., John Beaudette, President of MHW, outlines 10 tips for a successful brand launch.
Why working with your distributor's sales team is your best investment and how to ensure you produce results for yourself and your distributor.
BTN Takes a look at How to Build a Loyal Fan Base for your Craft Beer, Wine, Spirits and Non-Alcoholic Beverage Brands.
The following are some basic tools that every distributor would find useful weapons in the on-going battle to gain territory in on- and off-premise markets.
Looking to grow your blog? Looking to convert your visitors into buyers? Here are the right steps you can take to make your blog a greater success.
From promises of profit maximization and the timing of your campaign to sample designs of your programming and merchandising, there are a lot of things to consider when designing your new ad.
Article on Wine Branding, Craft Beer Branding and Spirits Branding. How to measure your brand score and take it national.
The key to making on-premise retail calls is preparation and planning. A good salesperson knows time is limited with chain buyers.
BTN interviews Brian Rosen on how Wineries, Distilleries and Breweries can maximize their profits in the holiday season.
This article looks at some of the key fundamentals any winery looking to supply higher volume private labels should understand. There’s a lot more to it than just price.
This article looks at the activities suppliers can take during the 5 key phases of a trade fair (including in the months before and after).
You need to get creative in building loyalty to private brands. But once you do, you’ll start to see the payoff almost immediately.
Where to focus to take on – and take out – your biggest competitors in the beverage world.
BTN explores how craft distilleries can build brand recognition and increase customer retention through popular travel destinations.
How wineries, breweries and distilleries can reduce the risk of unpaid receivables and maximize their chances at collecting on overdue invoices.
How should brand owners start developing their sales pitch to Tesco? What are some essential points that are necessary to cover when you meet with Tesco?
Major factors that are influencing retail stores and effective merchandising programs that work in retail.
BTN interviews Master Sommelier & Delta Air Lines wine consultant Andrea Robinson on what it takes to get your wines featured on-board commercial airlines.
Sales are one of the hardest and at the same time one of the easiest disciplines in the world with over thousands of people learning the art every day.
Millennials are increasingly spending more of their money and time on the event-based experiences.
The US may be the biggest and most attractive market in the world for export brands, but securing an importer to represent your wine, spirit or beer brand can be a daunting task. For those of you with limited time, here’s a précis of the key elements that will make success more likely.
It doesn’t matter if a business has a superior product to their competitors’ products if these products don’t stand out in the crowded marketplace.
A good price for the company – on ingredients, packaging, manufacturing, and distribution – means the best price for their customers.
What’s the secret to breaking through the retail barrier and getting a product onto store shelves? The process involves quite a bit of research...and begins sooner than you’d think.
Insights from Sid Patel, CEO, and Founder of Beverage Trade Network and USA Trade Tasting on How Breweries Can Get US Distribution
Bartenders today have a remarkable influence on what people are drinking and therefore what is stocked behind the bar. They can be called mixologists, artists, makers or cocktologists.
BTN takes insights from Tom First, managing director of First Beverage Group on facing the challenges and growing your beverage business.
"When a chick hatches out of the egg, the first thing they need to learn is survival. Here are some tips about going beyond that and learning to fly. Go from becoming a beverage entrepreneur to a seasoned veteran. "
If you are producing a vintage that is in demand in the bulk market, then use these strategies to become a bulk wine supplier. It may not mean that your profits will soar, but your marketing sources will diversify. It is worth giving it a try and seeing if it's right for you.
There is the scenic route and then there is the freeway. Each person rolls their own way, so it's best for you to figure out the path you would like to take. If you decide to take on the role of the Vineyardless Vintner, here's what you need to know.
Business owners often measure their top line brands as 'loss leaders' as they directly try and see their gross profit contribution. Your top line brands are just as important as bottom line brands. Read More.
BTN speaks to Julien Miquel, a former French winemaker turned blogger and consultant in social media strategy for wineries.
Whole Foods is a store that knows how to introduce new and exciting products and make them a success. We look at the techniques they use to do this well, repeatedly. Watch and learn.
Facebook, Instagram and Twitter continue to unveil new features that can be used by wineries, breweries and distilleries to bring awareness of their wines, brews and spirits to a national audience
For all the multitude of potential media outlets for your story they don't mean a thing if you don’t have anything meaningful to say. So here are 10 top tips on how to turn your idea of a “must read” story in to a “must publish” article for your target media.
In this article, wineries looking to enter China market will find relevant information about wine labelling requirements in China along with required documents required to export your wine into China.
What does an investor want in a startup? What sort of products and people do they like to work with? What goals should you set to make your company more attractive to potential investors?
Securing Distribution means understanding your potential partner's market and prepping your brands to succeed. Learn from the expert that meets almost one new distributor a day on how to find beer, spirits or wine distributor partner.
Close the Consumer Gap & Increase Sales
Every spirits brand is vying for the media’s attention. But, what does it take to get noticed? And how do you tell your story to make your spirits brand shine? BTN talks to Gregg Glaser, Publisher & Editor of the Modern Distillery Age, a weekly e-newsletter/magazine for the U.S. spirits business about ten factors in your press release that will catch the media’s attention.
A few years ago, craft brews were exceptional. Today there are many more craft breweries in the US, each telling their own story with their unique brew. What are the key items you need to check off your list to be picked up by a distributor?
One of the biggest barriers to brand success is getting into the market, but the right strategy – and broker – can make it easier.
It’s important to plan your way and map out an informed strategy with Google Analytics in order to illuminate the path to increased sales.
Do you sell your wine to consumers through your website? Read below to learn how to harness powerful features of Google Analytics that will tell you the whole story.
Like many wineries, if your sales numbers have been stagnant over the past few years, there is a new approach that you must explore. Make your winery profitable again by delving into how bulk wine can help sales thrive and ways to get started.
Pricing your product rightly is the key to success in the US market. Are you doing it right? Do you know the appropriate margins to be kept at each tier to ensure profits and a workable structure for all parties? Read on to know how to price your product correctly.
In a seminar paneled with some of the biggest wine companies of Asia, we found out the major challenges faced by companies looking to enter the Chinese market and succeed.
BTN gets insights from Donna H. Hartman, Esq, Attorney at OlenderFeldman LLP on alternative routes of wine making and why custom crush can be advantageous.
In this article we discuss how you can make your importers and distributors meeting more effective. The article outlines what you need to cover in your first meeting and how to structure your first meeting.
In this article BTN writes about 6 factors that brand owners can focus on to differentiate them from the crowded market place.
Many try, many fail and some survive. Here are the Top 10 Tips from brand-owners that launched their brands in the U.S market successfully and sustained their growth to become leaders in their category.
In-depth plan on exactly what you need to do to grow your brand in the US market and make it a national brand.
BTN outlines 10 tips on how to prepare your marketing team for your next campaign.
From pre-brand awareness in retail stores and with end consumers, to securing distribution and creating post-brand awareness after a distributor is secured, here is what a perfectly targeted brand launch should look like.
As the owner of a beer, wine or spirits distributor, you have to ask yourself and your management team, how well did we do?
Timely communication between you and your distributor will help you achieve a sustainable growth. Here are few tips on how you can increase your communication with your distributor:
Whether your portfolio is small or large, your success will rest on your ability to build a strong relationship with your customer that adds value to their business. With this goal, there are some good concepts to follow.
In this article, we write about how are specialty wineries, breweries and distilleries attempting to fight against global giants.
Practical advice on 4 strategies to capitalize on emerging trends in the American wine and spirits business:
BTN talks to Steve Dorfman, partner at the Ciatti Company about the 10 Factors That One Should Consider when Selecting a Bulk Wine Supply Partner.
Insights from Arvid Rosengren – recently crowned the World’s No. 1 Sommelier, on how he builds a profitable wine list.
This is the first webinar in a series titled Inspired Blends about which Deborah Parker Wong will speak at the IBWSS Conference on July 26 & 27, 2017.
Blogging has been a popular method, but how can video content marketing benefit wineries, distilleries, and breweries?
So, how can wineries leverage Instagram Stories? We talk about 5 different ways in which wineries can use this feature to grow their business.
BTN looks at how to use eco-programs as effective marketing material.
Tastings are probably the most effective tool wine and spirit suppliers have to make a direct impact on moving more boxes while building the brand. Here’s a list of some of the other lessons of a successful tasting program we relearned:
Content creators and brands are jumping on board in order to create daily stories that will capture the attention and engage the imaginations of their audiences. So, how can wineries use Snapchat to grow their business?
One of the biggest challenges that small and medium sized importers and distributors have is retaining their sales reps. In this article, BTN highlights 5 main factors that you can work on to retain your sales reps.
Our focus on this article is what tools brand owners need to have so the distributors and retailers can easily navigate and use brand's website as a resource in promoting brands they 'bought'.
The Holidays are coming, is your brewery, winery or distillery ready?
If digital marketing were laid out buffet-style, social media would certainly be the main course. And while plenty of wine businesses are hungry for success online, most fall prey to the same 5 marketing mistakes and misunderstandings
Although the US is the world’s biggest importer of bulk wine in terms of value, the market is surprisingly opaque. The key to understanding it, says Sid Patel, is knowing about the three different ways bulk wine is traded.
Many small companies know they have a very good product but are having difficulty gaining retail buyer attention and distribution.
Building new distribution partnerships is a comprehensive process and success is based on a mutual understanding of both of your long-term goals
10 most important points wineries and distilleries should get right in order to have a successful entry to the US market.
How do you find the right importer for your brand and what are the most important things an importer can do to help make your brand a success.
BTN Interviews Lewis Perdue on How to make effective online ads?
Snapchat is one of the most popular phone apps available on the market today and is considered by many as poised to become one of the top social platforms. So, how can wine, beer and spirit companies take advantage of the platform?
In this article, BTN covers how wineries, breweries, distilleries and importers can design their incentive programs for distributor's sales reps and retailers.
In this article, we have outlined the factors you must consider to participate in a trade show that is right for you.
In this article we interview one of the largest buyer in Asia pacific region on what it takes for a new brand to be successful in their stores.
Whether you are starting a new private label, trying to procure wine to meet demand or offloading excess inventory, understanding how to successfully buy and sell bulk wine is an essential part of any modern wine business.
With proper preparation and guidance, the US market can be a lucrative business venture for international wine, beer and spirit brand owners.
BTN takes a look at how beverage brands can expand their distribution to the high seas. Work with a distributor or land a cruise line contract directly and you’ll enjoy a piece of a multi-million dollar floating beverage industry.
How do you get editors interested in your story? What some of the most important factors that editors consider?
BTN looks at What Distributors Expect From A Supplier Visit? The following steps should be part of a normal market visit from either a craft brewer or winery sales representative:
One of the greatest challenges for foreign wineries, breweries or spirit brands these days in the U.S. market is to find a point of entry.
We've outlined 10 tips to help you prep your brand before expansion and take your brewery to the next level.
Tips on using Instagram for wineries, breweries and distilleries.
Social media, 360-degree marketing, mobile apps and online videos are the pillars of successful beverage brand promotion strategy.
In a digital age where there seems to be an endless supply of easily digestible media, info graphics continue to be a crowd favorite.
How to build your brand objectives through integrated communications
Information for wineries, breweries and distilleries on how to increase traffic and sales at brewpubs and tasting rooms.
9 Tips to maximize cash flow, prepare for down turns and mitigate operational risk.
The ten steps that wineries, breweries and distilleries should take to protect their brand when negotiating distribution contracts in new territories.
BTN has put together a list of 10 must-have documents to have with you for your next meeting with your distributor.
Tips for craft breweries on how to pitch retailers and design successful floor displays.
BTN looks into basic programming and incentives that can be used to drive your brand in the distribution channel.
Strategic distribution tips for craft breweries looking to differentiate themselves in today's crowded market.
BeverageTradeNetwork.com interviews Stevie Kim, managing director of Vinitaly International, asking her views on the current state of the Chinese Market.
Selling a big brand is much like driving to a gas station to top off your tank. Selling craft spirits is like fabricating the tank that you will eventually be able to put gas in.
A detailed overview of the pricing structure of the three tier system and how to accurately price wine brands for the US market
BTN gets insights from Bahaneh Hobel, Senior Alcohol Beverage Attorney from Dickenson, Peatman & Fogarty, Napa, CA on points you need to cover in your agreements.
Tips for craft distilleries on generating brand loyalty from influential mixologists and bartenders.
Information for wineries, breweries and distilleries on working with brokers to build their distribution networks.
BTN Interviews fine spirit importer PVI Global’s Raj Sabharwal on effective programming and sales strategy for premium spirits and gets his top 5 tips for successful expansion.
BTN interviews three veteran New York sommeliers and outlines the traits of a top-selling somm, with tips for how you can snare one for your winery's sales team.
An overview of major supply issues for wine, beer and spirit distribution companies and information on how to properly manage them.
Information on how to secure distribution partners and how to implement a successful monitoring process
Are you eager to create a buzz around your brand, but find yourself trapped in a marketing rut? Third-party events offer wineries, breweries, distributors, and retailers the perfect opportunity to create powerful partnerships and generate real business returns.
Information for wine reps on how to successfully grow your sales network
The 7 most important qualities distributors look for in a new brand.
BTN Interviews some of the world's top winemakers on the reason's behind their decision to become wine makers.
Private Label Offering: Your One Stop Shop To Get To Market.
Does your winery, distillery or brewery focus on training a killer sales team? Read this article and pick up the do-or-die lessons for leading your employees to sales success.
BTN takes a look at 8 key points on how to price your wine, beer and spirits to grow your beverage company and sustain your revenue.
Information for wineries looking to expand into the UK market
Answers from one of the largest importers in China on questions like, "What are the 3 main factors that importers consider when picking up a new winery?"
Information on international trade regulations and selling wine in the UK.
Information for craft breweries on expanding into Franchise States
Answers to some of the most frequent questions about how to make wine, beer and spirit social media profiles count.
Successful on-site events should be strategically developed to deliver tangible business returns.
How to engage with your followers and build your brand.
An introductory guide to distribution in the USA for start-up wine, beer and spirit brand owners and importers
A look at why getting your wine, beer and spirit brands rated is a good business practice.
A guide to the cultural environment surrounding business in the USA
Information on how to successfully service retail chains and what you can do to take your wine, beer and spirits brand national.
The In's & Outs for Craft Brewers, Distilleries, Wineries on US Distribution system. These are just some of the criteria that brand owners need to know about getting their brands to market.
As companies undertake operations to update packaging, consumers are faced with increasing changes in the way that their favorite products look on the shelf.
Increasing depletion rates by using in-store wine tastings to educate your consumers and hand sell your brands is one of the best ways to spend your marketing dollars.
Information for wine, beer and spirit distributors on how to increase operational efficiency and reduce costs.
BTN Interviews New Holland Brewing Company VP of Sales Adam Lambert about sales, team building and the importance of a quality product.
Understanding the needs of your distribution partners is the first step to developing a successful relationship.
Learn how to develop a successful sales process engineered towards sustainable growth and service your distribution partners.
The overall beer market in Australia continues to be challenged in volume by wine and cider, with craft beer the consistent savior.
Explore the evolution of the US wine market and identify new opportunities for small and medium sized brands.
BTN gets insight into the UK premium and niche beverage market from David Flockhart, CEO of Premium Beverage Associates.
In this article we focus on 5 ways breweries can create engagement with some real examples on how some breweries have been doing it successfully
How to protect your wine labels and intellectual property in foreign markets.
Exploring the Personal Properties Securities Act, supplying on credit, the Madrid Protocol, and ending distribution agreements on poor performance.
Social media solutions designed to generate sales for adult beverage brands expanding into the USA.
Insights and Strategies for international craft beer labels looking to penetrate the US market.
Information on current data and developing trends in the Australian adult beverage industry.
Modern marketing strategies designed to help you gain a competitive edge for your winery, brewery or distillery.
A detailed overview of US wine, beer and spirits market data, brand entry strategy and the history of the three tier system.
Here are five ways to optimize warehouse processes and keep competitive while you scale your business
Founders of Barefoot Wine Brand (World’s No 1 Wine Brand By Sales) Bonnie Harvey And Michael Houlihan present, 'The Seven Sales.'
What US distributors, importers and retailers are looking to see from Australian wineries that are ready for export.
How to ship your beer, wine and spirits around the world and tips on selecting the right international freight partner.
An in-depth study into seven common misconceptions of wine label design. This webinar outlines info on how to design best selling wine labels and information for wineries on graphic design and getting your wine into the hands of consumers.
Tips on designing an innovative wine label that resonates well with your core consumer.
Tips for winery, brewery and distillery owners on how to use technology to modernize their sales process.
Top 10 tips on how to get retailers interested in your brand.
Explore the North American wine space with Angela as she outlines the reasons behind a growing trend for Australian Wine.
Sometimes, the most challenging task as a sommelier is being asked to design a small wine list.
Cindy Molchany's webinar is designed to help you develop a successful social media strategy and expand your craft brewery's digital footprint.
Almost every winery, brewery and distillery has incorporated a social aspect to their marketing strategy. Are you successfully using your platforms to grow your company?
Understanding the distribution chain, scaling your business and preparing your brand for national distribution.
A successful planning strategy for wineries, breweries and distilleries to follow and how to increase lead conversion with buyers at trade shows.
BTN Interviews Adam Lambert, VP of Sales at Dogfish Head Brewery, on Sales, Distribution Strategy and How to Grow Your Craft Brewery.
A look inside Michael Hopkins Distributing, A Budweiser Distributor, On How Large Distributors Launch A New Brand. Hint: For them, It's always a long term play.
Join Peter McAtamney as he outlines how to use market insight and constructive imagination to conquer your next market.
Creating secondary displays are important profit centers for small companies. Here are a few methods of how to present your space plan to the retail chain buyer:
The best way to squeeze every last cent of profit out of restaurant wine sales to ensure that almost all wine on your wine is primed to sell.
The article will give insights to suppliers presenting their brands to US Beer Distributors.
BTN writes about 4 great 'hand-selling' educational programs that wineries can use to promote their wines and nurture a loyal customer base.
We recently sat down with Michael and Bonnie to discuss the strategies they employed to grow the Barefoot brand into a national icon.
Info on expanding distribution into Sweden and insight into the growing popularity of craft beer and organic wine.
Insights and tips for suppliers looking to sell their brands to online retail partners.
Learn from long time wine importer Deborah Gray on the challenges that face international brands trying to enter the USA
Steve Raye's Webinar will give you practical advice on how to find the right partners and gain traction in the USA.
In his Coaching Session Brian will be focusing on how to know, nurture and service your accounts to increase velocity and boost your bottom line.
BTN outlines the major components of a well designed PowerPoint presentation for Importers and examines a remarkable case study.
BTN gets insight from Ross Appel, associate attorney with Komlossy Law, about how to get your Certificate of Label Approval (COLA) for your Craft Beer labels.
Real Tactics and Real Tips on How to Capitalize on Social Media and Increase Your Winery's Brand Recognition. Check It Out.
Whether its optimizing your sales process or determining your next distribution partner, every decision made during high growth periods are paramount to the overall success of your companys expansion. Get insights on how to build your distribution strategy.
Here are 5 tips on how to generate promotional programs that resonate with distributors, retailers and consumers.
How distributors, retailers and producers can work together to increase velocity and up-sell their wine, beer and spirits.
Successful sales of imported wine starts with understanding how to generate demand in the marketplace. Learn from Michelle Yong from Copa fina Wine Imports on how to develop strong sales, distribution and marketing strategies for your boutique offerings.
Here are some great tips to optimize cash flow and develop a working budget to ensure your long-term business plan is a success
BTN gets insight from Rachel Wang, Professional consultant at the German Wine Institute China Office and contributing author to WINE magazine, on consumer tendency in China.
Your brand is ranged on the retailer shelf, thats a good start, but its the beginning, BTN provides some tips to get your retailers to fall in love with your brand, so they become an extension of your sales teams.
16 Pointers on PR for brands reaching out to magazine editors, understanding magazines and what magazine editors really want, so you can gain some editorial about your brand.
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.
BTN gets insight from the London Wine Fair director Ross Carter on how you can make the most of your time at international wine trade shows. tips on how to prepare for an international wine trade show
This article explores essential tools and strategies for your commercial sales team.
BTN looks at the steps required by the Alcohol and Tobacco Tax and Trade Bureau (TTB) for label owners to import their wines into the USA for commercial sale and explores third party import partners.
Convincing retailers to carry your product means fielding countless questions and overcoming reservations about your brand. Here are the top 10 objections that you should be ready to answer.
BTN interviews Brian Rosen on The Death of Telesales and the Rise of Online.
BTN interviews Terry Hopper, Woodchuck Hard Cider VP of Sales, on how to successfully market your cider and the future of the category.
BTN helps you prepare your pitch for the 7 questions you are guaranteed to be asked by potential beer importer partners. Check them out.
Here are the top 5 Predictions for 2015 in the US Wine Industry by Brian Rosen.
BTN How Big Beverage Groups Manage Their Stock
The state of the South African wine category inside the US Market.
BTN writes on how can you use data to increase sales for your winery, brewery or distillery.
BTN Interviews Michael Houlihan and Bonnie Harvey, Founders of Barefoot Wines on Sales, Distribution and Management Skills You Will Need to Succeed in the US Beverage Industry.
What are independent liquor stores looking for when they select new brands?
11 points that you need to cover in your annual review meeting with your wine, beer, spirits and beverage distributor.
Here are some key incentives to offer online consumers that are easy to implement and effective at convincing buyers that your wine, beer and spirits are worth ordering for the holidays.
How to integrate new technology into your sales strategy. Insights from Andrew Kamphuis, CEO of the Vin65.
BTN interviews Ray Daniels, the director and founder of the Cicerone Certification Program, on how craft breweries can use education to build a strong marketplace.
The idea behind bottom-up methodology is that you address the demand chain before looking for partners in the supply chain. Learn how you can do that here:
BTN interviews Brian Rosen on the future of retailer-distributor relationships and bottom up methodology.
Todd Ewing, Director of Product Marketing, Fleetmatics discusses how fleet management technology can help control in Your Fleet-Driven Import And Distribution Business.
BTN Interviews Sommelier Joe Wang on how to influence restaurant staff into suggesting your wines. Get answers to How can I encourage sales at my top restaurants? How can I build brand awareness through on-premise accounts?
Beverage Trade Network interviews Hannah Hanley of Heritage Distilling Company on how to optimize small marketing budgets to support your retailers and build your brand.
BTN takes a look at how you can grow your craft company through sustainable distribution expansion.
BTN takes a look at how to expand your distribution and grow your sales using specialty distributors.
BTN gets insights from Katja Loeffelholz and John Trinidad, Esq. Attorney from Dickenson, Peatman & Fogarty, Napa, CA on How to navigate legal hurdles when entering the wine industry.
In this article BTN writes on how you can increase traffic to your tasting room.
BTN takes a look at how to successfully land large chain distribution agreements using the expertise of supply specialized VIP brokers.
Whether or not you believe that awards are worth the extra effort, here are the top reasons on why they matter:
BTN writes about the most important person in your supply chain and explains the role of that person. Its not the winemaker or brewmaster.
In this article BTN helps you answer questions about points to be considered on how to successfully expand your brand's line-up.
Tips on your spirits, beer and wine marketing for holiday sales season and how you can get maximum benefit from this unique consumer mindset?
An essential guide by BTN to help you prepare your product for distribution success.
On this page BTN writes about planning required by wineries, breweries and other brand owners to make their participation in Beer, Spirits or Wine Trade Show count.
Interview with Brian Rosen who owned and operated Sams Wines in Chicago, Americas highest grossing single store of all time ($60 million in sales).
BTN Explores how small craft breweries can focus on the 6 P's and grow their brand.
Steve Bird gives insight into what it means to develop, produce and market a Premium Brand for Export.
BTN outlines the 5 major components of a story that is guaranteed to find a captivated audience and asks Meridith May (Editor of The Tasting Panel) the tough questions:
Floor Displays are one of the most effective retail merchandising strategies available for showcasing your brand. Here is why you MUST include that in your strategy.
Neglecting to integrate your online platforms into your overall marketing strategy can lead to disconnected online marketing campaigns and limit your chance at connecting with potential new customers.
In this Article BTN Outlines a Checklist to Follow in Order to Ensure your Winery, Brewery and Beverage Company is Still Competitive in Today's Market.
BTN outlines the strengths of the most popular POS and gives you the tools necessary to plan your next program. What strategies are best for your brand?
How to Create Quality Content and Develop an Inbound Marketing Campaign that fits your Beverage Company's Identity.
BTN interviews Angela Slade, Wine Australia's Regional Director for North America and asks about the best entry strategy for wineries looking to enter US Market.
BTN takes a look at some of the most important issues covered by the EU/USA Wine Agreement.
So, how can you get prepared for your next trip? What should you be expecting from an international sales meeting? Where do you look for support in a foreign country?
Let's take a look at what you can do to modernize your wine club and boost your customer membership:
BTN has outlined an essential checklist for brand owners to use when examining how well their brand will succeed in a foreign market.
Beverage Trade Network Outlines How to Choose your next Beer, Wine, or Liquor Broker.
How do you find a niche for your new craft brand? Where do you start? What type of distributor is going to be interested in your brand and why?
As marketing strategies shift to fit an evolving beverage marketplace, many leading marketing teams are turning the conventional marketing pyramid upside down.
BTN gets insights from Katja Loeffelholz a registered attorney with the United States Patent and Trademark Office and Of Counsel to Dickenson, Peatman & Fogarty on how to protect vineyard designate or other agricultural commodity.
BTN has compiled a list of educative and entertaining videos that embody the professional nature of the beverage industry.
BTN Identifies 8 Important Tips To Stay Close To Your Distributor and How it can help both you and your distributor grow your brand
Now that you have a grasp on the basic social media engagement, it's time to look at some advance techniques to maintain your competitive edge.
BTN writes what wineries, distilleries, breweries and other brand managers must cover when they meet their distributors.
Here are five guidelines to follow when creating The Company's next distribution agreement: Don't let details set forth in a distribution agreement become a distraction or a source of frustration.
Do you feel as though you are always writing the same thing in your monthly Newsletters? BTN Examines the âMust Haveâ Components in your Winery's Email Marketing Campaign.
BTN gets Insights from Katja Loeffelholz, Member of Dickenson, Peatman & Fogarty Firm's Intellectual Property Practice Group on New Chinese Trademark Law.
BTN Interviews Director of Wine Sales Doug Jeffirs at Binny's Beverage Depot's, one of USA's leading Beverage Retailers, on Tips about Supply-Retail Relations.
Only once a year does an Industry get a chance to take a look forward and predict what might happen. Here is our best hunches (by category) on what you, as a business owner, might expect in your business segment:
How you can increase your brand value by getting placements in key retailers like Total Wine, Binny's Beverage Depot, Whole Foods Market, Costco and More.
Never has a question seemed so deceptively simple: what is the process for getting your wine into Shanghai? The first step is undoubtedly to spend longer than you would in other markets finding an importer.
Beverage Trade Network looks at how wine, craft beer, and micro distilleries can build an interactive LinkedIn Company Page that drives site traffic and sales.
As you plan to expand your wine, liquor or beer distribution or even when you are looking for a US Importer, here is one major point you must consider - 'Control States' in US.
Get a detailed overview of what it takes to grow your spirits brand in the UK spirits market from John Jeffrey. John has worked with premium brands like Stolichnaya, Smirnoff, Bells, Gordon's, Johnnie Walker and Guinness.
Do you truly understand what motivates your sales team? Does your Winery or Brewery have aggressive incentive plans to motivate salespeople? Read our article on Ten Proven Methods to Motivate Your Sales Team.
BTN Looks at the differences between the three tier and free market distribution systems and what they mean to wine reps in the UK.
In this article, BTN interviews Stevie Kim who is a Korean American whoâs resident of Italy and is a general coordinator of Italian wine trade fair, Vinitaly. We bet she knows China like you know your winery.
Here are some of the best practices that Wine, Spirits, Beverage and Beer Distributors use to grow profits:
BTN Interview with Chris Burnette from Mad Buffalo Craft Distillery on the current state of Craft Spirits in USA market and where its going. BTN also discusses the strategy on distribution of craft spirits and its challenges.
Gain a complete understanding of the ins- and-outs of LinkedIn with this painless, step-by-step, guide to setting up your Linkedin Profile.
From a sales perspective, producers should think long and hard about why they should put medals on their bottles.
Whats Your Growth Strategy? To better help you understand, we will take a case study of a supplier and describe the problem they had.
The relationship between a distiller/brewery/winery and distributors is a very complex and regulated one (especially in USA with its 3 tier model and franchise laws).
Coming from a background of brand building and having sold wine ourselves to retailers and distributors, we know that it all boils down to one thing:
India offered to cut customs duties on wines and spirits. This is the right time enter the Indian Market or at least plan for it.
Beverage Trade Network looks at Beginner and Advanced strategies on how Wineries can maximize their exposure on Twitter and connect with the people that matter.
On this page Beverage Trade Network writes about wine distribution strategy and different channels a winery can use to grow its wine distribution.
In this article BeverageTradeNetwork.com outlines SM strategies that have proven to be successful for increasing sales and optimizing your ROI.
As the Hong Kong wine market has continued to develop and mature, the purple elephant in the room is the question of whether it has become less sexy. On this page BTN gives you insights on Hong Kong Wine Market.
At all levels mark up is added. Learn on how you need to price your wine and spirits brands before you pitch your brands to a prospective importer?
In this article we write tips on wine packaging, beer packaging, spirits packaging.
What are the biggest challenges that Wine, Beer and Spirits Distributors face on daily basis?
On this page you will find list of Beer Competitions in USA. Includes , Best Florida Beer Championships, GABF, New York International Beer Competition and many others.
On this page BTN writes about How To Protect Your Beverage Brand Trademark In China and How the Chinese are Challenging Intellectual Property.
Information on leading Wine Competitions in Europe
Q&A with Todd Ewing, Director of Product Marketing, Fleetmatics to discuss ways in which the fleet technology can create efficiency and drive down costs for distributors
In China, buying and drinking wine has become a symbol of a desirable urban lifestyle, sophistication, and social status, Beverage Trade Network explores China wine market and how marketers can position their brand
On this page BTN writes about Effective Sales and Incentive Programs and how that can help your brewery, winery or beverage brands.
BTN looks at how Facebook pages should be used to communicate with customers, market your brand and increase customer lifetime.
Katja Loeffelholz, a registered attorney with the United States Patent and Trademark Office and of counsel with Dickenson, Peatman & Fogarty discussed with BTN on how brand owners can protect their Intellectual Property.
Are you planning to import Beverage Alcohol Samples? or need samples to import a trade show? or need to review a new winery to import?
The Inâs & Outs for Craft Brewers, Distilleries, Wineries on Distribution
BeverageTradeNetwork.com interviews Su Birch, CEO of Wines of South Africa on the current state of South African Wines and strategy moving forward.
Putting oneself into the place a retailer and understanding what their real (and perceived) needs are is very Important. Read our full article here.
BTN writes about how wineries, distilleries, importers and craft breweries can grow their brands locally and how you can use internet to create the demand for your brand.
Here are some guidelines to make your trade stand more effective, increase engagement and make your time more valuable.
In this article you will find a list of leading Beer Associations Worldwide
On this page you will find List Of Brewers Associations in USA and summary on each of the brewers associations.
As of July 31, 2013, the United States was home to 2,500+ craft breweries, the relatively small, artisanship-oriented producers best known for India pale ales, porters, and other decidedly non-mainstream beers.
Find a list of Southern & Far North California Wine Trade Associations on this page.
List Of Wine Trade Associations in Sonoma and Lake and Mendocino County.
List of Wine Associations in Inland Valley and Sierra Foothills in USA
On this page you will find a List Of Winegrowers Association in Central Coast California
Why should the wine wholesaler buy anything from you? Why should the beer importer buy anything from you? Why should the liquor retailer buy anything from you? A good answer to that question is important for your success.
On this page BTN writes about Indian Wine Market and its Preferences and Regulations. Indian wine market is a fast growing market and insights on Indian wine market will help wineries plan their strategy.
BTN interviews one of Argentina's most respected and experienced winemakers.
BeverageTradeNetwork.com explores important search keywords and comments on the findings of the research...
BTN covers what is required to become a wine importer in USA
Definition and Role of a Beer Distributor in US Beer Industry and supply chain.
In an era without the constraints of physical shelf space and other bottlenecks of distribution, narrowly-targeted goods and services can be as economically attractive as mainstream fare.
Let the signature in your email do the talking. Your email can say "Hello" and let your signature do the rest.
How does Beverage Distribution work in China? Read our article that covers the China Distribution model.
Now that you have a following, what's next? We have outlined a few advance strategies below that will help build brand recognition and grow a loyal Social Media community.
Micro-distilleries out-pacing Craft Breweries? The Craft Distillery industry in the United States is undergoing explosive growth right now...
Legal insight into how to protect yourself when signing new distribution agreements.
Join hundreds of small retail chains and restaurant groups to learn all about how to develop and grow your private label wine or spirit brand.
Australia has traditionally been a beer drinking nation, however current trends are seeing Wine equaling Beer consumption by 2018 and Cider being the overwhelming fastest growing liquor category. The growth categories in beer continue to be Craft Beer, both in off- and on-premise outlets, however the trends appears to be moving towards off-premise with consumption at home on the rise.
Craft Beer continues to see exceptional year on year double digit growth in liquor stores with 24.2% for local craft and 12.1% for imported craft value growth, from premiumisation with more consumers becoming more discerning with their choices and spend on beer. There is a real opportunity for craft brewers to work with liquor stores to drive sales particularly with events and social media. There is some PR currently for excise tax reform being driven by the Spirits Council for one volumetric tax system.
Australian Bureau of Statistics Beer Volume Year ended 30 June 2009-2014:
Total Beer Volume -6.7%
Full-Strength Volume -7.6%
Mid-Strength Volume +16.7%
Per Capita 92.37 L p.a. -14.5%
Full strength beer remains the most popular type of beer, accounting for around 75% of all beer in 2013-14”. “Over the past decade we have seen the popularity of mid strength beer (19% of total beer consumed) grow at the expense of low strength beer (5% of total beer consumed). Between 2012-13 and 2013-14 the volume of mid strength beer increased 6.8% while full strength beer increased 0.4%. Low strength beer recorded a decrease (down 9.0%).
The volume of pure alcohol available for consumption in the form of beer increased by 1.0% and wine by 0.2% between 2012-13 and 2013-14. The volume of beer available for consumption increased 1.0% The volume of pure alcohol available for consumption in the form of Ready to Drink (pre-mixed beverages) decreased by 4.3% and spirits by 3.6% during this period. "Across all alcoholic beverages, there were 9.7 litres of pure alcohol available for consumption in 2013-14 for every person in Australia aged 15 years and over," said Louise Gates from the ABS. "This is the lowest level since the early 1960’s."
Apparent Consumption of Pure Alcohol, Beverage type as a proportion of all alcohol 1961 – 2014
Beer is down to 41%, all other liquor is up - Wine continues to converge to equal beer, now at 37.5% and expected to equal beer by 2018.
Looking at the off-premise sales for the major independent retailers in the data set MAT 5/4/15:
Total Liquor Value -0.5%, Volume -2.1%
Beer Value -0.6%, Volume -2.9%
Wine Value -0.1%, Volume -1.4%
Cider Value +5.8%, Volume +14.6%
Spirits Value -0.3%, Volume -1.3%
In the last year to 5th April 2015, in the off premise liquor stores Craft Beer has seen 24.2% (19.5% at 2/3/14) growth in value and 24.7% (15.3% at 2/3/14) growth in volume, with the figures from 2/3/14 showing this growth is growing even faster than last year. Now accounting for 5.6% (4.3% 2/3/14) of the total beer value at 3.7% (2.8% 2/3/14) of total beer volume. So too has Craft International seen great year on year growth with 12.6% (-9.4% at 2/3/14) growth in value and 13.1% (-20.8% at 2/3/14) growth in volume. Now accounting for 0.4% (0.4% at 2/3/14) of total beer value and 0.3% (0.2% at 2/3/14) of total beer volume.
Full strength mainstream lager continues to drop, as April 4, 2015 value -6.9% and volume -9.3%, now accounting for 36.5% of total beer volume, which was 38.8% share of volume at March 2, 2014. This drop is from continued premiumisation and consumers discerning palates trading up to Premium International and Craft Beer, or even over to wine.
Premium International, Low-Carb and Ginger Beer are also up year on year, while Mid-Strength was only up on value by 0.4% and -1.0% on volume, showing price growth. The value growth was 4.4% as at March 2, 2014, showing a slowing down and perhaps consolidation of share with 18.8% volume share of total beer March 2, 2014 and now 18.7% April 5, 2015. Ginger Beer is showing consistent value growth year on year, off a very small base. Low Alcohol beer is trending faster decline in both value and volume over the last two years, showing consumers are drinking less and drinking more flavoured and higher alcohol beers.
Looking at the State by State movements for beer sales year on year to April 4, 2015, Tasmania and the NT are the growth states, with 6.6% and 3.5% growth respectively. All other states were down: NSW -3.4%, Qld -3.1%, Vic -1.5%, WA -6.0% and SA -4.4%.
With the competition from wine and cider a threat, Craft Brewers are diversifying into cider production and distilling as strategies to compete in these growing categories.
More so than ever before, Australia is saturated per capita with breweries and beer brands, from local and imported suppliers. This is thanks to the previous strong Aussie dollar making imports very affordable and the increasing consumer demand for craft beer, enticing more breweries and beer companies starting up. Here are counts for the breweries, beer brands and beer companies currently in Australia:
With the average-size bottleshop stocking 150 beers, that’s only 5% of total available SKUs, which becomes dramatically less for bars stocking 30 beers and restaurants 10 beers. The retailer is more likely to stock brands from its region and state than interstate and overseas, and a majority of venues are tied in distribution via contracts to LION and CUB, making the landscape very competitive for imported beers.
The one point in which imported beer is much more competitive than local craft beer is price. With imported craft beer landing into Sydney at approx. USD$12-$15 (being 50% less in wholesale price than local craft beer of similar ABV and flavour intensity). Some venue operators such as Dan Murphy’s and ALH pubs are not tied into contracts, both Woolworths owned, which provides large scale distribution for independents (local and imported beers) to approach for business.
IBISWorld – Craft Beer www.ibisworld.com
Craft beer sales have bucked the trend of falling overall per capita beer consumption, remaining resilient due to shifting consumer preferences towards premium goods, such as craft beer. In the five years through 2014-15, industry revenue is estimated to increase at an annualised 10% to $167.4 million. This includes an increase of 7.3% forecast for 2014-15. The industry's future prospects are promising.
Consumer preferences are expected to continue shifting towards premium and craft beers, with an increasing emphasis on small, seasonal batches with a local or regional focus. However, increased wine and cider consumption will pose a small but growing threat to the industry. Craft producers are expected to try to offset this through innovative offerings and niche products, such as Belgian, French and German style craft beers.
Downstream pressure from the supermarket duopoly and its effect on retailing is expected to continue into the future, especially as Coles and Woolworths continue to enter the private-label craft beer market. In the five years through 2019-20, industry revenue is forecast to increase at an annualised 5.2% to total $215.8 million. This includes projected growth of 6.7% in 2015-16.
Hot Australian summers, the stigma of high-carb beers and the crisp, refreshing taste of cider will all contribute to the forecast growth of 19.5% per annum in cider. Particularly popular with younger drinkers, cider is expected to grow from generating just $0.9 billion in revenue in 2013-14, to $2.2 billion in 2018-19. Wine (including sparkling) is anticipated to overtake traditional beers as the number one product category by 2018-19, while cider will continue to outstrip other categories in terms of annual growth.
Australians are consuming more alcohol at home than at licensed establishments, with liquor retailers receiving a larger share of total alcohol spending than pubs, bars and clubs. Australians are forecast to spend $17.7 billion at liquor retailers in 2013-14, compared with $10.4 billion at pubs, bars and clubs. This trend is expected to continue over the next five years, with alcohol spending on-premises and at liquor retailers forecast to grow by an annualised 2.3% and 3.1%, respectively.
Social Media and Events
Craft brewers in Australia are benefiting greatly from social media promotion and participating in events.
• Social Media - What a great economical and exciting way to promote your brand and your retailers. Use social media to drive awareness of your new releases, seasonals, core range, events and so on, while also promoting retailers in the same area of the event, or flagship retailers significantly supporting the particular new release or limited release.
• Events - Events in retailers do tend to be in-store tastings, however a few retailers conduct beer festivals and carpark type mini beer and food festivals. A good example is Mane Liquor in WA, using their car park to host a few brewery stalls and hire a few food trucks, then matching the food with the beers as a deal, with tastings available, and takeaway deals for 6-packs and cartons, requiring the brands to chip in a small amount of funds for the staff and food, along with producing or crediting tasting stock. These type of events are of course time consuming, however the flow on effect the retailer sees from customers coming back asking for the beers they tasted at the event is excellent. Brands can partner with retailers in beer degustation dinners, or share space at a beer festival or food and wine festival.
Due to the crowded market in traditional on-premise pubs, the opportunity for small to medium craft beers is in the non-traditional outlets of restaurants and cafes. New data, even though old supports this, Datamonitor reported in November 2013 that “Beer has displaced wine as the alcoholic drink of choice for on-trade meal occasions. The quality and breadth of flavors that craft beer offers has made beer a more exciting complement to food.” Therefore showing the opportunity for craft beer in restaurants and pub bistros.
Excise update www.fixmytax.com.au
The Federal Government has begun the process of reform to Australia’s tax system. Alcohol is currently taxed via 14 different rates. This petition recommends a single volumetric tax so that all alcohol is taxed as alcohol – no single drink is taxed differently as is the case now. At present, as much as 72% of the price of a bottle of spirits is tax, while beer is taxed around 33%, wine as low as 28%, and cider amounts to as low as 22% of the retail price. Furthermore, beer and spirits tax rates rise twice a year while wine remains unchanged.