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What Tips Can You Give Brands that are Pitching to Importers and Distributors
At the Conference Sessions for USATT, held at the Metropolitan Pavilion in March 2016, there was a Panel that comprised of Jim Ryan, SVP of the beer division of Constellation Brands, Giacomo Turone, VP of wine and spirits importer Palm Bay International and Scott Ades, CEO of The Winebow Group. They were asked questions relevant to the attenting audience comprising of retailers, producers, importers and distributors of alcoholic beverages.
Please read below, one of the questions that was put forth to the panel and their answers.
The Best Way to Pitch a Wine Importer or Distributor
If you’re looking to get your wines or spirits on the shelves of retail stores, you’ll have to know the best way to pitch a wine importer and distributor. You can think of them as the gatekeepers to getting your product on shelves. While they are obviously looking for products that are going to be profitable for them, they also want to hear the stories, expectations, and goals behind your wine.
As Scott Ades, CEO of The Winebow Group, explained, he gets a lot of calls and requests from people who would like to have their wines distributed. Sometimes, in fact, they simply ship bottles directly to him, hopeful that the most direct path is also the best path. But as Ades pointed out, he’s really looking for the “story” behind the wine and the winery. A good storytelling narrative can help to get his attention.
Of course, the situation is different if a wine is already established. In that case, the story may not matter as much as the actual facts about how the wine is already performing. But that’s seldom the case – instead, young unproven products must rely on a host of other factors – including early press coverage, overall competitive position, and pricing to cut through all the clutter.
Often, says Ades, if a wine is in a growing segment that’s not crowded yet, that can make a big difference in getting noticed. Giacomo Turone, a VP with the wine and spirits importer Palm Bay International, agrees. For him, being in a “hot category” is key. He’s looking at products from an overall portfolio perspective, and he’s always looking for emerging categories that are prepared for significant future growth.
To learn more at: usatradetasting.com/blog/tips-for-brands-pitching-to-impo...
Website : usatradetasting.com/
Facebook: www.facebook.com/USATradeTasting/
Twitter: twitter.com/usatradetasting
Instagram: www.instagram.com/usatradetasting/
Phone: +1 855 481 1112 (USA)
Email: info@usatradetasting.com
What Tips Can You Give Brands that are Pitching to Importers and Distributors
At the Conference Sessions for USATT, held at the Metropolitan Pavilion in March 2016, there was a Panel that comprised of Jim Ryan, SVP of the beer division of Constellation Brands, Giacomo Turone, VP of wine and spirits importer Palm Bay International and Scott Ades, CEO of The Winebow Group. They were asked questions relevant to the attenting audience comprising of retailers, producers, importers and distributors of alcoholic beverages.
Please read below, one of the questions that was put forth to the panel and their answers.
The Best Way to Pitch a Wine Importer or Distributor
If you’re looking to get your wines or spirits on the shelves of retail stores, you’ll have to know the best way to pitch a wine importer and distributor. You can think of them as the gatekeepers to getting your product on shelves. While they are obviously looking for products that are going to be profitable for them, they also want to hear the stories, expectations, and goals behind your wine.
As Scott Ades, CEO of The Winebow Group, explained, he gets a lot of calls and requests from people who would like to have their wines distributed. Sometimes, in fact, they simply ship bottles directly to him, hopeful that the most direct path is also the best path. But as Ades pointed out, he’s really looking for the “story” behind the wine and the winery. A good storytelling narrative can help to get his attention.
Of course, the situation is different if a wine is already established. In that case, the story may not matter as much as the actual facts about how the wine is already performing. But that’s seldom the case – instead, young unproven products must rely on a host of other factors – including early press coverage, overall competitive position, and pricing to cut through all the clutter.
Often, says Ades, if a wine is in a growing segment that’s not crowded yet, that can make a big difference in getting noticed. Giacomo Turone, a VP with the wine and spirits importer Palm Bay International, agrees. For him, being in a “hot category” is key. He’s looking at products from an overall portfolio perspective, and he’s always looking for emerging categories that are prepared for significant future growth.
To learn more at: usatradetasting.com/blog/tips-for-brands-pitching-to-impo...
Website : usatradetasting.com/
Facebook: www.facebook.com/USATradeTasting/
Twitter: twitter.com/usatradetasting
Instagram: www.instagram.com/usatradetasting/
Phone: +1 855 481 1112 (USA)
Email: info@usatradetasting.com