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April 2002
Selling and Distribution Costs
The Impact on Wholesale Profits
by Veronica Barclay
In discussing selling and distribution expenses with winery owners, they often start their list with the increased cost of labor, over-generous discounts, or high commissions. These discussions usually center upon tasting room sales or winery direct sales to local restaurants or wine shops. However, even if a winery does not maintain its own sales force or uses outside brokers and salespeople, there can be hidden sales and distribution expenses involved on the wholesale level. Consider some of t...
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