A winery must have its business ready for commercial sales, understand how a distributor operates and be clear why it’s wines add value to a distributor’s portfolio. At the same time, choosing the correct distributor is an important and long term business decision for both parties, that should not be taken lightly.
This guide is written by people who have worked for both wineries and distributors, giving a great insight into what distributors look for in a winery, what a winery needs to organise before contacting distributors as well as the tools to take to meetings.
Wineries that are properly prepared and understand the needs of the distributor will have a far more realistic chance of gaining representation and growing sales than those who wonder in without a plan.
Note: This guide is designed for the Australian domestic wine market