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January 2007
Navigating the Distribution Maze
Finding a good distributor may be easier than you think.
by Liza B. Zimmerman
Consolidation and mergers are running rampant on the distributor tier, so if you're a small producer, it's difficult to keep track of who's who, much less figure out how to place your wines in new markets. If you go with a big house, your small-production (read, small revenue-producing) wines may fall through the cracks; but if you go with a small house, they may pay late (or not at all). It's an age-old conundrum that has become ever more confusing. However, some of the top players in the field...
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