Our Services

Distributor Consulting

Distributor Selection

Owning your wine, spirits and beer route to market is essential. Why do so many companies/products fail to have and/or execute a clear distribution strategy? PJ Horgan will help you understand the landscape and make an informed decision on whom to select as distribution partners.

Distributor Management

Wine, spirits and beer distributors have 5 levels of management. They are meant to be treated/managed differently. If you believe that the baton from Executive Management to front line management is validated through a handshake, verbal commitment, contractual goals - think again. PJ Horgan will enable your team to be effective and efficient in managing your results with your distributor partners.

Distributor Advocates

“You’re in! Now what?” Your wine, spirits or beer distribution partner is selected and the management systems are established and implemented. You are one step closer to the consumer - the holy grail. How do you separate your products from the abundance of competitive choices both within the distributor and externally. You need distributor advocates! PJ Horgan will help you understand how to identify and encourage supporters.

Distributor Project Management Philosophy

Competition in the wine, spirits and beer marketplace is vibrant. Competitive products within the distributor you selected is extensive and the division you are placed, has a time management issue. Enabling your company and product to get “share of mind” to ensure consumer “share of stomach” leads to one philosophy - project management. PJ Horgan will help you manage your distributors proactively.

Management Consulting

If you are a newly formed company or simply looking to reinvigorate an existing beverage alcohol product/company, PJ Horgan will help you analyze, formulate, validate and execute your strategic plans.  Together, we will initially focus on the following five items:

  1. CULTURE
    • Vision statement, core values and talent selection

  2. TEAM
    • Role responsibility, on-boarding, training and talent management

  3. ROUTE-TO-MARKET
    • Country, market, distributor, division selection, prioritization, launch model and operational support

  4. CUSTOMERS
    • Customers: B to B, “share of stomach”, national accounts and individual 60 second elevator speech

  5. BUILDING UPON SUCCESS
    • How to plan, handle and adapt to incremental sales growth

Our thought leadership collaboration will have your team focus on the 5 Key Areas of Growth, The 5 P’s of Marketing/Sales Success, and How to Run an Efficient, Productive Meeting - Every Time!