DougS
July 7, 2018, 2:25pm
21
Just from a producer perspective, I have in the past never turned down anyone who asked me if they could distribute my wine in their state. Oops. So I do all the work to get the license, pay fees, file reports in states where, truth be told, the “distributor” was a “hobby” and more likely, just splitting up the one order with his friends to get wholesale pricing for his personal collection. It’s super annoying, wastes the producer’s time, does not build goodwill.
I suspect the buyers, also, would not be favorably impressed if you only came 'round when it was fun for you.
Basically your supplier and your customer want you to mean it, be reliable and dedicated–and pay promptly. I learned sales on the job; what I learned is showing up is everything. Sometimes, it’s just being in the right place at the right time. I sell my own wine, and frankly the moments of success are always random surprises, when I just happen to walk in at the moment some space clears on the floor and say its just before mother’s day and I say let’s do a 3-case stack (I have really beautiful case boxes) of dry rose’ and BAM, I get it!! The envy of Constellation Brands, Kendall Jackson, etc.
Other times I call the account, disappointed to learn the buyer has turned over, but the new buyer is all eager enthusiasm, caught him before the grind got to him and he orders a case of everything (just 3 wines in my case).
Not sure hobby action will earn you any money nor goodwill; in fact, the mention of it seems to have shut down the postings here? That said, if you had just a few supplier/producers and you had a few very good buyers, and you were consistently available and solidly delivering orders for both sides, could work.
Excellent post. Distribution does not work as a hobby business. It’s all or nothing. Anything in between is a waste of time and money and leads to the nothing option, probably after creating bad relationships with both suppliers and customers.