063 | David Wood | Understanding How to Choose Distributors & Wholesalers | Liana Collection

In Episode 063, Chris Maffeo and David Wood from the Liana Collection share valuable insights on the three stages of brand distribution. He provides expert advice for startup drink brands on self-distribution, the role of small and large distributors, and the crucial importance of building trade relationships. The discussion also covers the complexities of working with wholesalers, the necessity of immersive brand experiences for sales teams, and strategies for national and international brand expansion. Emphasizing the need for founders to stay actively engaged in the trade, David and Chris highlight the evolving role of salespersons in today's digital age. Tune in for a comprehensive guide to scaling your drinks brand successfully! Time Stamps 00:00 Introduction to Brand Distribution Stages 00:55 Advice for Startup Drink Brands 02:34 Scaling with Distributors ⁠03:26 Importance of On-Trade Chains 11:11 Managing Relationships with Wholesalers 16:30 Building Brand Demand 24:11 Role of Sales Reps and Founders 32:58 Digitalization of Sales and Social Media ⁠37:24 Conclusion and Contact Information About The Host: Chris Maffeo About The Guest: David Wood

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The show, which has been listened to in 100+ countries, covers the drinks and hospitality industries. With a no-nonsense approach, it focuses on how beverage brands are built from the ground up. Each episode brings insights on building a brand bottom up, from glass back to distilleries and breweries to grow from bottle to case to pallet. Host Chris Maffeo brings his 20 years of industry experience, building premium drinks brands across 30+ markets, from beer to whisky. He interviews drink founders, managers, bartenders, and distributors. Brands are built bottom-up. https://maffeodrinks.com