Industry Roundtable -- The Dynamics of Distribution
Distributors open up about the interstate shipping ruling, consolidation and brand shifting, and how wineries can get (and keep) their attention.
by Lance Cutler
Aug 2005 Issue of Wine Business Monthly
It's not enough to grow the grapes, make the wine and get it safely into the bottle. Sooner or later you have to sell it, and that often involves the world of distribution. The relationship between wineries and distributors is definitely one of love and hate. As both the wine and distribution industries are seeing their small guys gobbled up by a few large players, the dynamic is becoming more complex. Add in the winery focus on direct shipping and things get downright antagonistic...
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