Wine, Spirits & Beer » Route-to-Market

Balanced Approach

Achieve Top Line Growth

Remain Focused

The navigation of the wine, spirits and beer distribution system within North America in general and the United States in particular is overwhelming to most. Supplier to distributor to outlet to consumer seems quite simplistic. It’s the 10,000 details that often get in the way of success.

DISTILLED by PJ Horgan will streamline your processes, decision making timelines and enable you to achieve significant top line sales and revenue growth.

  • Assist in formulating the plan for distributor partner selections.

  • Most new companies/brands fail in understanding the importance of having expertise to manage the distributor network. Processes, training and execution expectations need to be clear, concise and timely.

  • Understanding the importance of leveraging your leaders’ strengths and minimizing the impact of their weaknesses is essential to your success.

  • Competition in the wine, spirits and beer marketplace is vibrant. A project-based management approach is most effective with distributors.

Distilled by PJ Horgan

pj@pjhorgan.com

  • Distributors WANT/NEED new products. It is imperative that you are contacting the correct leader and demonstrating you have a fully integrated plan. PJ will quickly get you through the clutter.

  • Think concentric circles - North America, United States, East Coast, Independent package dominated states only, HT/MT/HV accounts only - many companies have enticing marketing programs that are irrelevant to the marketplace. Distributors, accounts and customers will let you know your mistakes. PJ will help you understand the importance of balance in marketplace distribution decisions.

  • Sustainable sales growth has been a mantra since the passing of the 18th Amendment. Distribution and volume incentives are a proven way to obtain volume increases. Timing and type are not “one size fits all”. PJ Horgan will help you understand this lever that is widely misunderstood and eliminate wasteful spending.

Industry Challenges

Accelerate your growth in the wine, spirits and beer distribution industries by engaging with DISTILLED by PJ Horgan.

Let us know how we can help!