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Address

501 Silverside Rd, Suite 77
Wilmington
DE, 19809
United States
Phone
855-481-1112
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Sid Patel

Beverage Trade Network

BTN provides you with the tools you need to grow your wine business. Connect with Importers, Distributors and wholesalers worldwide.  Source new suppliers that match your needs. Learn about Sales, Distribution and Marketing. 

Grow. Source. Learn. Sign up today.                                                                                                           

Buying Leads - Source with Buying Leads. An effortless approach for importers and distributors to source globally.
 
Selling Leads - Post your brands as Selling Leads and be found by importers and distributors.
 
Broker Leads - Find Wine Brokers by location, compensation type and product category.
 
Events - Browse Wine Events and Competitions.
 
BTN Academy - Providing real industry insights into sales, distribution, marketing and legal know-how.
 
Enterprise - An advanced sales solution that allows you to make professional presentations and manage leads.

See why thousands of beverage professionals use beveragetradenewtork.com

It’s free and easy to get started. Create your profile and within minutes access BTN tools to help grow your beverage business.

Get started now!

BTN Buyers Guide & Premium Membership Plan


BTN Guide 2015 (USA) - Entries Are Now Open

The 2015 BTN GUIDE (US Market Entry Version) is an exclusive catalog of exciting new wine, craft beer, and spirit brands looking to expand their distribution network. It is designed with the needs of importers, wholesalers and distributors in mind and showcases each brand with specific sourcing details to guarantee a trouble-free experience. With an explicit focus on trending brands that excel at marketing, the BTN Guide will list select commercial brands that are ready to break onto the international market.

 

btn usa guideEarly Bird Special Till October 31st, 2014 ($400 Per Brand)

After October 31, 2014 entry fee will be $600 per brand. Brands from each category will be selected evenly.

  • Craft Beers (Imports and Domestic)
  • Spirits
  • Wines
  • Innovative brands with unique packaging

How Does it Work?

The print version of BTN guide will be mailed out in January/February 2015 to more than 4000 key wine, spirits and beer wholesalers and importers in USA.

The online version of the BTN Guide will be featured on the BTN website and in our weekly newsletter that goes to more than 25,000 trade professionals worldwide. BTN Buyers Guide is designed for suppliers looking to grow their distribution in USA. A perfect platform to be infront of thousands 4000+ buyers in early 2015.

Visit last year's BTN Buyers Guide on line edition >>

What Is Mailed Out?

Importers and Distributors will get a hard copy of Buyers Guide along with sample request form as shown below. BTN Buyers Guide Sample Form

Enter Your Brands Now >>

Early Bird Special Till October 31st, 2014 ($400 Per Brand).

BTN Premium gives you access to all Buying Leads, All Brokers and All Articles. All for $29 a month.

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Contact Importers and Distributors.

BTN Premium gives you full access to all Buying Leads. Buying Leads are buying requirements that are posted by licensed importers and distributors them selves. Each Buying Lead is verified by BTN.

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Generate Leads By Getting Priority Listing in Selling Leads

When importers and distributors search for new brands, brands of BTN Premium members will have better chances to appear at the top of search results. This gives your products maximum exposure and significantly increases the likelihood of you receiving a distribution inquiry from a importer or a distributor. BTN will also post your brands as Selling Leads, manage them and promote them on leading social media networks

 

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Grow Your Network By Connecting With Brokers.

Access to all Broker Leads on BTN. Broker Leads is a directory listing of Wine Brokers, Spirits Brokers and Beer Brokers. BTN Premium members will be able to view all the contact information about Brokers and contact them directly.

 
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Full Access to BTN Academy.

Browse our knowledge based articles in BTN Academy on the Beverage Industry. Reserved for BTN Premium Members, our premium articles are in depth studies on Marketing, Distribution, and Sales but we have a large selection of free content.

More information on how to join at:

http://beveragetradenetwork.com/en/btn-premium-advantage-468.htm

Grow Your Cannabis Drinks Business, Network with Buyers, and Learn the New Trends

imageBe part of the new cannabis drinks category. Leverage your current wine and spirits infrastructure and unlock new opportunities in Cannabis. Become an Exhibitor at the 2019 Cannabis Drinks Expo

For anyone curious about the future direction of the cannabis industry in the United States, the place to be in 2019 will be the first-ever Cannabis Drinks Expo, hosted by theBeverage Trade Network. This event, taking place in July 2019 in San Francisco, will be the biggest global gathering of cannabis drinks professionals ever, bringing together drinks producers, manufacturers, brand owners, distilleries and brewers all in one place for a spectacular expo.


Register today to secure your spot with early bird pricing (Ends December 12, 2018)

WHY EXHIBIT  |  REGISTER AS EXHIBITOR | REGISTER AS VISITORs


WHO CAN EXHIBIT

Potential exhibitors will include: Medical marijuana producers, Cannabis growers, Cannabis producers/ product developers, Cannabis processors, Cannabis distributors/transporters, Wineries, Breweries, Distilleries, Branded drinks companies, Drinks manufacturers/producers, Pharma companies, Equipments and service providers, CBD manufacturers, Marijuana-Infused products and edibles providers, Testing and laboratory services, Logistics and supply chain operators, Drinks distributors/wholesalers, Drinks importers, Lobbyists/ public affairs businesses, Political advisors.


Early Bird savings ends in 7 DAYS. Register as an exhibitor now and save $600 [Includes 1-day conference pass valued at $400 with your exhibitor ticket]


Opportunity is here! Are you in?


BECOME AN EXHIBITOR TODAY  |  IMPORTANT FAQs


WHO WILL ATTEND

Cannabis Drinks Expo promises to be relevant for anyone involved in the development, production, distribution and retailing of all alcoholic drinks and cannabis and related products. It will also provide a vital networking opportunity for political analysts, medical experts and those involved in the development and implementation of legalised cannabis into new markets.

In addition to the trade show floor, there will be a business conference track to the one-day expo. As part of this conference, leading speakers within the cannabis industry will share their insights and analysis about how to create, grow and develop an exciting new consumer market. Already, the sheer scope of innovation within the cannabis drinks sector has been phenomenal, with everything from energy drinks to infused wines hitting the market.

If you want to stay ahead of consumer tastes and find out what’s going to be hot in 2019, the Cannabis Drinks Expo will be where you can get the latest market forecasts and hear directly from the influential professionals who have helped to launch a young, dynamic new market.

Get Involved!

WHY ATTEND  VISITORS/ CONFERENCE REGISTRATION


LIST OF SPEAKERS AT 2019 CANNABIS DRINKS EXPO


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View All Speakers>>> | Register for Conference>>>.


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SCHEDULE:

Event Date: 25 July 2019
Time: 11:00 am - 5:00 pm

FEES:

Early Bird: $1800 - (Ends December 12, 2018)
[ Pay only 25% right now of the total to book and balance due March 30, 2019. Includes 1-day conference pass valued at $400 with your exhibitor ticket. ]

Regular: $2400 (December 13 Onwards)



News Archive


IBWSS London Opens Visitor Registration. Sign Up For Special Early Bird Conference Pricing
04 December, 2018

imageIn March 2019, London will once again be the host city for the annual International Bulk Wine & Spirits Show (IBWSS), taking place at The Royal Horticultural Halls on March 11-12. The event is the single biggest gathering of private label, bulk wine, bulk spirits and contract brewing participants in the UK. Throughout the two-day event, retailers, importers, and distributors also attend, creating an active marketplace for buyers and sellers. Early Bird registration for this two-day event is now open, with special discounted rates available for both exhibitors and participants. Get your visitor pass here.

Who should attend IBWSS London?

The two-day IBWSS 2019 event in London is the perfect meeting place for buyers and sellers engaged in the bulk wine and spirits and private label businesses to discuss new sales opportunities. Wineries and distilleries, both foreign and domestic, can benefit from meeting potential buyers who are looking to build out their private label programs. Moreover, retailers, importers, and distributors should also plan to attend. This year’s event will feature exhibitors from all over the world, enabling both buyers and sellers to experience the very best in global bulk wine and spirits, all in one central location.

What should I expect at IBWSS London?

The centerpiece of the two-day IBWSS London 2019 event is the exhibition trade show floor, where it is possible to experience live demos, participate in wine and spirit tastings, and meet face-to-face with prospective buyers. At last year’s IBWSS event in London, exhibitors were represented from wine regions from all over the world - including suppliers and producers from Europe, North America, and Australia.

In addition to this activity that takes place on the trade show floor of IBWSS 2019, there is also a two-day conference that takes place at the same time. This conference component features a lively combination of speaker presentations, panels, lively Q&A sessions, and small workshop-style sessions. The 2018 speaker lineup included some of the biggest names within the British wine industry, including Rob Dixon of Tesco; Robin Langton of Iceland Foods; Paul Schaafsma of Benchmark Drinks; and Paul Atwood-Philippe of VINEX.

Robert_JosephRobert Joseph (in the picture), Wine Industry Consultant & Commentator based in London will kick off the 2-day conference with the subject ‘The Revolution is Coming: How Amazon, Bulk Wine, and Millennial Are Going To Change The Wine Industry'

Followed by Alison Flemming MW, from Kendermann GMBH on Bulk partnerships - the right choice (or everything you wanted to know about what can go wrong - and how you can prevent it).

In the afternoon session Jamie Matthewson, Waitrose buying manager (wine, beer and spirits) will talk about ‘How Retailers Can Develop and Market Premium Private Label Programs’.

View full conference schedule here.

Build relationships with key members of the global bulk wine trade

And, of course, there is plenty of opportunity for networking and business meetings throughout the two-day event. Exhibitors can take advantage of this time to meet one-on-one with potential buyers, while buyers and négociants can spend more time on the trade show floor, learning about the innovative new products and services available. If you are curious about how to launch a private label brand, you can find an exhibitor that can show you how to get started.

In addition, some popular wine regions are sending their top representatives to provide an overview of the high-quality products from regions that are central to the success of the bulk wine market. This reflects the ongoing globalization of the bulk wine market, where new wine regions are constantly appearing to help meet growing demand in the consumer market.

Understand key trends and drivers in the bulk wine and private label market

Without a doubt, the world is moving to a private label agenda, and that is putting more emphasis than ever before on understanding the key trends and drivers that are having an impact on the market, from California to China, and from the UK to South Africa. Bulk wine is now the single biggest engine of growth in the wine industry, and that means importers and distributors are evolving their business models away from bottled wine to bulk wine.

After the two-day IBWSS London event, you will walk away with practical, hands-on and actionable advice on how to succeed within the bulk wine and private label markets. You’ll learn how to navigate shipping logistics, how to merchandise your wines in retail establishments, and how to convince importers and distributors to carry your products. If you are looking to increase revenue, boost margins or improve overall profitability, then IBWSS London is the place to be in 2019.

Sign up to attend IBWSS London today

Based on the success of last year’s event in London, spaces on the exhibition floor are expected to fill up fast. To sign up as an exhibitor at the event, click [HERE].

To sign up for an IBWSS conference pass, click [HERE].

To see a full list of conference speakers and the overall schedule of the two-day event, click [HERE].

For a limited time only, reduced pricing is available for the International Bulk Wine & Spirits Show 2019. Sign up today!


Final Call For Exhibitor Registration - IBWSS SF Early Bird Pricing Ends Today Midnight
19 November, 2018

Your last chance to get early bird pricing is today. Book your exhibitor spot now and save $600.

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Book Today and save $600. The total early bird price is $2800 (Pay only 25% today and balance due in Nov 2018) - Ends November 20, 2018 -      Become an Exhibitor Today.

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negotiants who offer contract manufacturing or private label programs, and wineries, distilleries, and importers who have one-time excess stock to clear.

WHO ARE THE VISITORS / BUYERS?

IBWSS buyers are other wineries and distilleries looking to meet up their demand, Importers, Retailers, and Distributors looking for private label programs, negotiants who are looking to meet the growers and producers.


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WHERE AND WHEN

July 23-24, 2019 - South San Francisco Conference Center (July 23: 11 am to 5 pm, July 24: 11 am to 4 pm)

PRICING

Early Bird: $2800 (Includes 2-day conference ticket as well). Ends November 20, 2018. Book today and save $600. Only 25% deposit is required to book. Pay the balance by Nov 2018.

Regular: $3400 (Includes 2-day conference ticket as well): From Nov 21, 2018

LIMITED BOOTH AVAILABILITY

The event will offer 100 exhibitor tables, so space is limited. Exhibitors are encouraged to reserve space early as exhibitor tables are expected to sell out quickly.


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Book your exhibitor spot before November 20, 2018, and get 2-day conference pass valued at $400 and attend all sessions + save $600 with early bird pricing.

LESS THAN 24 HOURS LEFT TO REGISTER AS AN EARLY BIRD EXHIBITOR


Super Early Bird Pricing for Sommeliers Choice Awards Ends Today
15 November, 2018

Get your wines in front of top sommeliers of the USA.  Super early bird pricing ends today. Submit your wines now

The Sommeliers Choice Awards provides an opportunity to showcase your wines to the most influential trade professionals. 

The goal of the Sommeliers Choice Awards is simple: to provide on-premise buyers and sommeliers a valuable benchmark for understanding which wines would make a compelling addition to a wine list.

If you are looking to sell more of your wines to the on-premise establishments such as restaurants, hotels, pubs, and bars, then you need to enter the Sommeliers Choice Awards. 


Enter Your Wines by TODAY MIDNIGHT, to save $50 per wine entry, under super early bird offer (Price increases from tomorrow)

 

 

 

WHO ARE THE JUDGES

The judging panel of the Sommeliers Choice Awards will consist entirely of top sommeliers, wine directors and on-premise buyers at U.S. restaurants, bars, pubs, and clubs. In some cases, these sommeliers may also be wine consultants for on-premise establishments. They may also have a buying role in addition to working on the restaurant floor.

View All Judges>>>

BENEFITS TO MEDAL WINNERS

Being entered into the Sommeliers Choice Awards is an easy, affordable and effective way to get your wines tasted by an all-star judging panel of top sommeliers, many of whom are also wine industry consultants and wine buyers. Medal winners receive additional benefits – such as special promotional logos and stickers that they can add to wine bottles, social media marketing support, and regular mention in both press releases and on the Sommeliers Choice Awards website.

As a result of winning a medal at the Sommeliers Choice Awards, you will be able to:

  • Increase your sales within the very important U.S. wine market
  • Reach a new audience of on-premise buyers, consultants, and sommeliers
  • Promote your awards in key international markets
  • Attract additional PR and media attention for award-winning wines
  • Increase the reach and recognition of other wines in your wine portfolio

In some cases, a single Medal or Award will continue to benefit your wine sales for years to come.

Learn More>>>

KEY DATES

Super Early Bird Registration: Ends Today Midnight
Domestic Registration Ends: April 10, 2019
International Registration Ends: February 28, 2019
Warehouse Closes For Samples: April 20, 2019
Judging: May 19-20, 2019
Winners Announced: June 10, 2019

FEE SCHEDULE (Per Wine)

$70 - Till November 15, 2018 (Super early bird pricing) - Ends Today
$90 - November 16 to December 31, 2018
$120 - From January 1 Onwards

(Price in USD)

Super Early Bird Pricing Ends Today Midnight

If you are looking to enter your wines at the 2019 Sommeliers Choice Awards, this is the best time and price to act. Prices will increase from November 16, 2018

   

 

 

 


Grow Your Distribution In the USA : Special Exhibitor Pricing Deadline: 8 November 2018
06 November, 2018

Every year, the USA Trade Tasting Show brings together small and medium-sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line.

 Overall, more than 2,000 people attend the two-day event, and more than 100 exhibitors display their products in a Grand Tasting Hall at the Metropolitan Pavilion in New York. 

Meet & Network with Buyers & Grow your Distribution in the USA. Super early bird pricing ENDS 8 NOVEMBER 2018

EXHIBIT TODAY   |   ATTEND AS VISITOR

 

 

WHO CAN EXHIBIT?

Brands that are looking to expand distribution in the US market are USATT exhibitors. You can be a US winery, brewery or distillery looking for state distributors, you can be an importer looking for state distributors, you can be a brand looking to meet retailers and press or you can be an overseas brand looking for a potential distributor.


WHY EXHIBIT?

For any new wine, beer or spirits brand looking to grow their distribution within the U.S. marketplace, the key success factor is being able to grow awareness of their products in the minds of both consumers and potential distributors. And there’s no better place to do that than at the United States Trade Tasting (USATT).

For brands still thinking about exhibiting in 2018, there are a number of important reasons why it makes sense to secure a space on the main trade floor of the Grand Tasting Hall. There are opportunities to:

  • Meet with buyers in a unique face-to-face environment
  • Grow consumer awareness of your product offerings
  • Showcase your products to purchasing decision makers

Ultimately, becoming an exhibitor at USATT 2019 is about becoming part of the conversation surrounding the future direction of the U.S. wine, beer, and spirits industry. It is being able to have access to a platform to introduce your brands to thousands of interested buyers. Having a spot on the trading floor and hosting demos throughout the two-day event is the key to building relationships among all tiers of the trade. It’s the key to building word-of-mouth buzz with sommeliers and mixologists, and it’s vital to shaping the brand story you will be using to market your products to buyers.
 

Learn More>>>

 

A Word of Mouth from Past Exhibitors

 

“We have signed up with BTN since 5 years and were their first 10 members and since then we have stayed with them. That says a lot in what they are building here.” - Chander Arora, Founder, Vodquila 

“We met quality importers and distributors who were the right fit for us and I have a follow-up meeting scheduled with a prospective importer in 3 days.” - JohlineBarnardt, Van Loveren Family Wines

“Here I had an opportunity to see wineries, importers,and distributors. I thought it was just the place to be.” Loreto Herrero, TomeVinos

 

BUYERS COMING AT 2019 USATT

              
          


 

And 2000+ others

 

USA Trade Tasting May 13-14, 2019

 VENUE & TIME

Metropolitan Pavilion, 125 W 18th St New York, NY 10011
Expo Floor Hours: 11 am to 4 pm
Conference Hours: 9 am to 4 pm.
Metropolitan Pavilion, New York City.
(Exhibitor setup opens May 13, 2019 - 8 am)

PRICING

$2600- Special Pricing (Now till November 8, 2018) - Includes 2-day ABID Conference Pass. Book today and get the best deal. Pay only 25% now and balance due in December 2018. Book Today and Save $600.

$3200- Regular (November 9, 2018, to February 28, 2019)

Table selection is on the first come basis. Exhibitors will be given access to the exhibitor zone as soon as they book giving them early options to choose their own table spot.
 

Register Before Nov 8, 2018 and Save $600

     


Super Early Bird Pricing for 2019 Sommelier Choice Awards Closes on 31st October, 2018
30 October, 2018

Get Your Wines Judged By Leading Sommeliers, On-Premise Wine Buyers and Wine Directors Of USA.

The goal of the Sommeliers Choice Awards is simple: to provide on-premise buyers and sommeliers a valuable benchmark for understanding which wines would make a compelling addition to a wine list.

If you are looking to sell more of your wines to the on-premise establishments such as restaurants, hotels, pubs, and bars, then you need to enter the Sommeliers Choice Awards. 

Enter Your Wines by TOMORROW MIDNIGHT and save $50 per wine entry, under super early bird offer. Prices will increase from November 1, 2018

 

WHO ARE THE JUDGES

The judging panel of the Sommeliers Choice Awards will consist entirely of top sommeliers, wine directors and on-premise buyers at U.S. restaurants, bars, pubs, and clubs. In some cases, these sommeliers may also be wine consultants for on-premise establishments. They may also have a buying role in addition to working on the restaurant floor.

View All Judges>>>

BENEFITS TO MEDAL WINNERS

 

Being entered into the Sommeliers Choice Awards is an easy, affordable and effective way to get your wines tasted by an all-star judging panel of top sommeliers, many of whom are also wine industry consultants and wine buyers. Medal winners receive additional benefits – such as special promotional logos and stickers that they can add to wine bottles, social media marketing support, and regular mention in both press releases and on the Sommeliers Choice Awards website.

As a result of winning a medal at the Sommeliers Choice Awards, you will be able to:

  • Increase your sales within the very important U.S. wine market
  • Reach a new audience of on-premise buyers, consultants, and sommeliers
  • Promote your awards in key international markets
  • Attract additional PR and media attention for award-winning wines
  • Increase the reach and recognition of other wines in your wine portfolio

In some cases, a single Medal or Award will continue to benefit your wine sales for years to come.

Learn More>>>

KEY DATES

 

Super Early Bird Registration: Ends Today
Domestic Registration Ends: April 10, 2019
International Registration Ends: February 28, 2019
Warehouse Closes For Samples: April 20, 2019
Judging: May 19-20, 2019
Winners Announced: June 10, 2019

 

FEE SCHEDULE (Per Wine)

 

$70 - Till October 31, 2018 (Super early bird pricing) - Ends Today
$90 - November 1 to December 31, 2018
$120 - From January 1 Onwards

(Price in USD)

 

Super Early Bird Pricing Ends Tomorrow Midnight

 

If you are looking to enter your wines at the 2019 Sommeliers Choice Awards, this is the best time and price to act. Prices will increase from November 1, 2018

   

 


Beverage Trade Network Launches Private Label Cannabis Expo
18 October, 2018

San Francisco in July 2019 will be the first time the cannabis industry brings together the cannabis producers who can offer private label programs.

If you are looking to launch a new private label cannabis product into the recreational or medical cannabis market, then the upcoming Private Label Cannabis Expo(PLCE) is the must-attend event of 2019. The event, which consists of both a business conference and a trade show floor for exhibitors, is shaping up to be the biggest gathering of private label cannabis buyers and sellers in the North American market. As such, it offers the perfect platform for growth.

Meet partners, suppliers, and vendors

The primary reason to attend the Private Label Cannabis Expo is the chance to meet new high-quality partners with expertise in growing, manufacturing, packaging, distribution, packaging and branding. A trade show floor enables you to interact with these partners directly, find out what types of services they offer and see how they can help you to bring new products to market faster than you ever thought possible.

The list of exhibitors at the PLCE includes producers, manufacturers, distributors, branding experts, law firms and packaging experts. If you are missing expertise in one of these key areas, this is your chance to connect and establish new relationships. Throughout the event, there are plenty of networking opportunities to meet one-on-one and discuss and how to bring a new product to market.

Grow your bottom line with white label cannabis products

The white label business model (also known as the private label business model) – in which a company manufactures a product for you, and you apply your own label, packaging, and logo to it – is rapidly growing in popularity. There’s a good reason for that – if you are like most cannabis retailers, you don’t have access to your own growing facilities or large-scale manufacturing facilities. As a result, you need to find partners with these capabilities already in place. These partners can then handle all the production work, while you focus on branding, marketing, and selling. Any new product idea you might have – such as a line of chocolates, cookies, teas, drinks, vapes or oils – is possible with white label solutions.

Not surprisingly, white label is one of the fastest-growing segments of the retail industry and is just now coming to the cannabis industry. The easiest place to see the rise to prominence of private labels is in the supermarket industry, where private label consumer goods now account for 15-20% of all sales. And some stores – such as Trader Joe’s and Aldi – have gone all-in on the private label trend. Consumers love these products because they offer the prospect for lower prices and greater value, while retailers love these products because they offer the chance for higher margins and increased revenue.

While cannabis retailers and grocery stores are different in both size and scope, it’s clear that works in one industry can also work in the cannabis industry. That is the real allure of the white label market: the chance to fundamentally change your business model to make it easier to bring new products to market.

There are three primary reasons why you should be considering white label products. For one, you can offer more choices to consumers in terms of the range of goods (i.e. SKUs) that you offer. Secondly, you can introduce pricing variability into your inventory, enabling you to offer prices either lower (for value goods) or higher (for premium goods) than those charged by competitors. And, finally, you can boost the overall brand awareness of your store. You can become known as the new place to go for cutting-edge products that nobody else offers.

Accelerate your time to market and start selling faster

As a result of attending the Private Label Cannabis Expo, you will be able to accelerate your time to market and start making new sales faster. Think about the traditional way products are brought to market – there’s the initial R&D phase, the need to scale up growing or manufacturing capacity, the need to acquire new licenses, and the constant cycle of testing and prototyping until a product is ready to launch.

Now imagine being able to eliminate that initial “startup” phase and start selling immediately. Once you’ve found the right white label partner, you can start placing orders immediately. Then, it’s just up to you to handle all the branding, packaging, and marketing of that product. Everything else is taken care of for you. And, as you will see at the Private Label Cannabis Expo, it is even possible to find partners who can handle the branding, packaging, and marketing. You can just focus on selling!

Learn about new trends, future market forecasts, and legal changes

Staying one step ahead of the competition is vital, especially in an industry that is as dynamic and fast-moving as the cannabis industry. During the business conference part of the event, you will learn the tools, approaches, methodologies, and strategies that will jump-start your white label product sales. Presentations and seminars will cover everything from product creation to product marketing.

Along the way, you will learn about new consumer trends that have the potential to disrupt the market. One big trend, for example, is the rapid growth of the cannabis-infused beverage market. By attending the PLCE, you will learn more about “how” and “why” this trend has taken off, as well as how you can connect with the right manufacturers and distributors to offer your own cannabis-infused beverages. In short, you will be positioned at the very leading edge of the market.

In addition, a special focus of the event will be making sense of the state-by-state rules and regulations that currently determine the future growth trajectory of the cannabis industry. Legal experts with deep domain expertise will be on hand to answer legal questions, and you’ll meet the types of business partners that already have the right licenses to buy and sell cannabis products.

Sign up today for the Private Label Cannabis Expo

The PLCE is the only show in North America completely dedicated to the business of private label cannabis. This is a unique opportunity to get in on the ground floor of one of the fastest-growing industries in the world. By some estimates, the cannabis industry is growing at a 20% compound annual growth rate (CAGR). And now, with the legalization of recreational marijuana in California and Canada, we could be at the tipping point of another vast wave of growth in the industry!

If you are interested in attending as a participant, click [HERE].

If you are interested in becoming an exhibitor and would like to learn more about special Early Bird rates, click [HERE].

Press Contact:

Sid Patel

sid@privatelabelcannabisexpo.com

www.privatelabelcannabisexpo.com


The Future Sommelier Session Comes To USA Trade Tasting 2019
12 October, 2018

New session that will bring more than 100 Top Sommeliers of the USA together to learn about the business of sommeliers and what a future sommelier will look like is coming to USA Trade Tasting on May 13th in New York City.

The session will be moderated by Master Sommelier Michael Meagher in association with Sommeliers Choice Awards.

Michael is one of only 230 people worldwide to hold the Master Sommelier credential, and also has completed his Diploma in Wine Studies from the WSET in London. He won the title of Best Young Sommelier in America in 2010, finished second in the competition for Best Young Sommelier in the World in 2010, placed third in TOP|SOMM in both 2010 and 2011 and has been published in the Journal of Culinary Science and Technology.

 

What will you learn?

1. The Sommelier vs. The Smartphone: Managing guests expectations in the digital age
2. Social Media and the Sommelier: Managing Celebrity, Notoriety, and Everything in Between
3. Personal Branding: How the world views you in the quick click age
4. When Things Go Wrong: Crisis Management and Weathering out a Social Media Storm
5. Ahead of the Curve: Apps that will be the next big thing in the wine world

 

Who should attend?

Sommeliers and On-Premise Wine Directors.

 

Where and When?

The session will be held at The Metropolitan Pavilion as part of the USA Trade Tasting event on May 13, 2019, from Noon to 1 pm.

The session is limited to 100 seats only. We encourage you to bookyour seat today.

 

About USA Trade Tasting

USA Trade Tasting (USATT) is an annual adult beverage trade specialist trade tasting and business conference that promotes sustainable growth in the independent beverage industry by helping boutique wineries, craft breweries, craft distilleries, importers, distributors, retailers, and beverage companies to learn, source and grow.

 

What's on | Why to Attend | Register

 

About Beverage Trade Network

Beverage Trade Network (BTN) hosts and organizes competitions, events, trade shows, expos and tastings for the alcohol beverage trade around the world. Popular competitions include the London Wine Competition, the USA Trade Tasting in New York City, and the International Bulk Wine & Spirits Show in San Francisco. For more information on Beverage Trade Network: www.BeverageTradeNetwork.com


Sommeliers Choice Awards 2019 Submission Now Open
04 October, 2018

Entries for Sommeliers Choice Awards 2019 are now open. SCA is the only wine competition in United States judged entirely by sommeliers and wine directors. The competition will focus exclusively on the needs of on-premise establishments such as bars, restaurants, lounges and clubs, making this competition fundamentally different from any other wine competition within the U.S.

The goal of the new Sommeliers Choice Awards is simple: to provide experienced on-premise buyers and sommeliers a valuable benchmark for understanding which wines would make a compelling addition to a wine list. As a result, the Sommeliers Choice Awards has the potential to become the most prestigious competition for wine lists in the USA.

Sommeliers in USA, will now have a valuable tool for recognizing which wines – especially wines from up-and-coming international wine regions – would make an important addition to that restaurant’s wine list. That is particularly important in today’s competitive marketplace, where on-premise establishments are using their wine lists as an important and valuable way to stand out from the crowd and attract new customers.

“We really wanted a way to recognize those wines that would be a great addition to wine lists at restaurants, bars, and clubs,” said Sid Patel, Founder, and CEO of Beverage Trade Network. “Whether sommeliers are looking to plug a very specific gap in their existing wine list, or construct an entirely new wine list from scratch, what better advice could they get than from accomplished sommeliers? Wines that win medals at the Sommeliers Choice Awards have received acclaim by the very best in the business.”

The judging panel of the Sommeliers Choice Awards will consist entirely of top sommeliers, wine directors at U.S. restaurants, bars, pubs, and clubs. In order to be selected as a judge, sommeliers need to provide evidence of their expertise within the on-premise industry.

Wines will be judged according to criteria such as how well they pair with food, typicity, value, quality and packaging.

List of Sommeliers Choice Awards

Double Gold – 96 points and above
Gold – 90-95 points
Silver – 80-89 points
Bronze – 70-79 points

Wine of the Year
White Wine of the Year
Red Wine of the Year
Sparkling Wine of the Year
Rose Wine of the Year
Fortified Wine Of The Year

Wine of the Year – BTG (By The Glass)
White Wine of the Year – BTG (By The Glass)
Red Wine of the Year – BTG (By The Glass)
Sparkling Wine of the Year – BTG (By The Glass)
Rose Wine of the Year – BTG (By The Glass)
Fortified Wine Of The Year – BTG (By The Glass)

Other special awards

Importer of the Year
Distributor of the year
Wine of the Year (By Country) – Only top 10 Countries (USA, France, Italy, Spain, Argentina, Australia, New Zealand, Chile, Germany, South Africa)
Wine of the Year (By Varietal) – Only top 10 Varietals (Cabernet Sauvignon, Chardonnay, Pino Noir, Merlot, Shiraz/Syrah, Sauvignon Blanc, Zinfandel, Sangiovese, Pino Grigio/Gris, Riesling)

The Sommeliers Choice Awards is currently accepting entries for a variety of different categories.

Enter your wines here


Last Week To Enter Your Wines With Super Early Bird Pricing For USA Wine Ratings
21 May, 2018

Enter your Wines in the 2018 USA Wines Ratings at the lowest price. The super early bird offer ends 31st May, 2018.  ENTER YOUR WINES NOW!

Event will showcase wine brands that score highly on Quality, Value and Packaging.

medalThe first-ever USA Wine Ratings, set to kick off in San Francisco on July 23-24, is part of a new global awards initiative that is looking to highlight new and innovative spirits from around the world. All entries to the USA Wine Ratings will be assessed on the basis of three different criteria, Quality, Value and Packaging, with entries scoring 90 points or higher awarded a prestigious Gold medal.

This emphasis on three different judging criteria rather than just one (e.g. quality or taste) is what sets the USA Wine Ratings apart from other competitions. The goal is to identify the wines that consumers actually want to buy on a retail shelf or order from a restaurant menu, and not just those wines that are made with tremendous expertise and craftsmanship but without the end consumer in mind.

For example, consider the importance of packaging and design. Most consumers purchase products first with their eyes, and they are looking for products that look as good as they taste. Moreover, they are often looking for brands that resonate with their particular lifestyle and philosophy of life. That's particularly true for young millennial drinkers, who often view the choice of which wines to drink as an important lifestyle choice.

As a result, the USA Wine Ratings has the potential to set a new benchmark for award-winning wines by simultaneously taking into account Quality, Value and Packaging. All entries will be scored on a 100-point scale, as is the norm in other competitions. However, Quality will account for a maximum of 50 points, with Value representing another 25 points and Packaging another 25 points. Overall, a score of 90+ points will be required to win the most prestigious award at the event: a USA Wine Ratings Gold medal.

The event is being organized by Beverage Trade Network, a global media and B2B networking platform that hosts events around the world. Most recently, Beverage Trade Network hosted a similar competition to USA Wine Ratings in London, to much success and fanfare.

Entries are still open for the USA Wine Ratings, with special Early Bird pricing ending on May 31, 2018. If you are a brand owner, importer or distributor, this is a unique opportunity to get your product in front of the influential judges at the USA Wine Ratings. Walking away with a Gold medal from the event could be the key to unlocking a vast new segment of wine drinkers and wine enthusiasts and preparing the foundation for the next stage of growth for your brand.

Key Dates:

Early Bird Registration: Ends May 31, 2018
International Registration: Ends May 31, 2018
Domestic Registration Ends: June 30, 2018
Warehouse Closes For Samples: July 5, 2018
Judging: July 23-24, 2018
Winners Announced: September 5, 2018


Fee Schedule:

$120 ends May 30, 2018
$150 from June 1 to June 15, 2018
$170 from June 16 to June 30, 2018

For additional questions on the USA Wine Ratings, including details on how to become part of the competition, please contact Sid Patel at sid@beveragetradenetwork.com

Enter Your Wines Now!


Cannabis Drinks Expo launches to tackle most disruptive challenge to drinks industry
25 January, 2018

cannabis drink expoSan Francisco in July 2019 will be first time the drinks industry gets to address this game changing legislation

A new conference and exhibition is being launched to help the global drinks industry better understand the challenges, and potential opportunities, there are from legalising the sale of cannabis in leading countries such as Canada and an increasing number of US states.

Cannabis Drinks Expo in San Francisco, July, 2019 will be the first event to tackle the issue head on and give the worldwide drinks industry, and North America in particular, the chance to come together and look at ways it can start addressing what has been described as the biggest ever threat to its future.

Analysts predict the legal cannabis market could be worth $23 billion by 2021, is set to grow at least 30% a year and is already close to a $7bn market (Arcview Market Research).

It is now possible to use cannabis for recreational purposes in eight US states and the District of Columbia. For some states, noticeably California, the law changed from January 1, 2018. It is also possible to use cannabis for medical purposes in 29 US states. Legalised cannabis will be available across Canada from July 1, 2018.

The Beverage Trade Network will be working with the North American drinks industry over the coming months to develop the most relevant and must attend content for the inaugural Cannabis Drinks Expo event.

This will be a unique chance for the industry to determine what strategies it needs to put in place now to capitalise on the huge opportunities for legalised cannabis drinks-related products over the next five to 10 years and how they can open up new distribution channels and markets.

The Expo will look specifically at: 

  • what innovations will they have to bring to market to keep one step ahead of the competition.  
  • the steps businesses need to take to comply with new cannabis legislation.
  • what will be the new routes to market and opportunities for new distribution channels.
  • how traditional drinks industry suppliers and service providers can adapt their business models to make themselves equally relevant to those now working with cannabis-related products.

As demand for the first Cannabis Drinks Expo is expected to be high, there is an opportunity to pre-register now, at www.cannabisdrinksexpo.com, and be the first to hear any news about the show before the rest of the industry. All pre-registered businesses and individuals will also get exclusive access to the best launch deals available for exhibitors and delegates.

The Expo will also be particularly relevant to the new wave of cannabis brands and businesses that need to find their route to market and how they can work with the traditional drinks industry, from producers to importers, distributors, retailers, restaurants, bars and hotels.

BTN has a strong track record of organising high quality, and relevant drinks industry events including USATT (USA Trade Tasting), IBWSS (International Bulk Wine & Spirits Show), The London Wine, Spirits and Beer Competitions (LWC, LSC, LBC) and ABID (Alcohol Beverage Importers & Distributors) conference.

More details, including the confirmed date and venue, will be released in the coming weeks on www.cannabisdrinksexpo.com.

 

 

 


Become an Exhibitor by Dec 31 and Get 2 Day Conference Pass Included + Save £400
30 December, 2017

ibwssukBecome an exhibitor at IBWSS London and grow your bulk and private label business in Europe.

EXHIBITOR SPECIAL PRICING £3000

Register by December 31, 2017, Save £400 + Get 2 Day Conference Pass

International Bulk Wine & Spirits Show in London aims to give the bulk trade and private label business a truly dynamic trading platform where buyers can confidently conduct business with the world’s most reputable suppliers.

The show will offer supermarkets, retailers, restaurants, wineries, distilleries and other buyers a platform to source bulk wine and spirits and find private label manufacturers. The IBWSS will also offer a series of programs featuring market studies and instructional seminars, as well as a business conference on the private label and bulk wine and spirit business.

IBWSS buyers are retailers, importers, distributors, wineries and distilleries looking to meet their demand or bulk supply or private label projects. IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, contract manufacturing or private label programs. Exhibitor Registrations for the IBWSS are now open to domestic and international suppliers. Reserve your spot today to get special pricing.

Event Producer

 

International Bulk Wine and Spirits Show is brought to you byBeverage Trade Network, which is a leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) looks to connect wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. It has established IBWSS in the US as a premier sales and marketing event committed to connecting the private label and bulk beverage industry.

 

Any questions about IBWSS London contact nick@ibwsshowuk.com

 

Register Now!

 

 

 

 


Grow Your Bulk and Private Label Business in USA. 3 Days Left To Get Early Bird Pricing.
26 December, 2017

ibwss_sfBook Your 2018 IBWSS San Francisco Exhibitor Spot  By December 31and Save $400 + Get 2-day conference pass valued at $400 with your exhibitor ticket. Must book by December 31, 2017.

 

Join the biggest gathering of the Private Label, Bulk Wine, Bulk Spirits, Contract Brewing and Contract Manufacturing Industry on July 25-26 in San Francisco. No show offers buyers a greater opportunity to meet producers who offer private label wine, spirits, bulk wine, bulk spirits and contract manufacturing. Become an Exhibitor today and grow your bulk and private label business in the US market.

 

WHERE AND WHEN

 

July 25-26, 2018 - South San Francisco Conference Center (July 25: 11 am to 5 pm, July 26: 11 am to 4 pm)

TTB and Sample assistance will be provided to overseas exhibitors. Please email us for more information/questions about sending samples.

 

PRICING

Early Bird: $3000 - Ends December 31, 2017 (Pay only 25% right now of the total $3000 to book and balance due January 31. Includes 2-day conference pass valued at $400 with your exhibitor ticket. Must book by December 31, 2017)


Regular: $3400 - Starts January 1, 2018

LIMITED EXHIBITOR SPOTS AVAILABILITY

The event will offer 100 exhibits only, so space is limited. Exhibitors are encouraged to reserve space early as booths are expected to sell out quickly.

SET UP INCLUSIONS

The show is a trestle table set up, you will not pay anything extra for chairs and tables and wifi. Your pricing covers ALL costs associated with the show. You are required to bring in one roll-up banner only and may place marketing material on your table

IBWSS will provide you with the below.

  • Tasting Table
  • White Tablecloth & Skirting
  • 2 Chairs + Ice Bucket + Spittoon
  • Glasses will be provided to buyers at the show

 

For more information about the show, please email Sid Patel atsid@ibwsshow.com or Visitwww.ibwsshow.com

 

Register Now!

 

 

 

 

 

 

 


2018 USA Trade Tasting Early Bird Registration Ends January 10
19 December, 2017

For any new wine, beer or spirits brand looking to grow their distribution within the U.S. marketplace, the key success factor is being able to grow awareness of their products in the minds of both consumers and potential distributors. And there’s no better place to do that than at the United States Trade Tasting (USATT), scheduled to take place next year in New York City on May 15-16, 2018. USATT 2018 includes ABID Conference which will attract more than 300 wine, beer and spirits distributors and importers from all over the USA.   Don't miss your chance to connect with the right buyers of USA.


3rd Annual USA Trade Tasting Early Bird Exhibitor Registration Ends January 10, 2018. Book Your Exhibitor Spot By January 10 and Save $400 + Get 2 Day ABID Conference Pass Included.Pay only 25% right now of the total $2800 to book and balance due January 31.  Regular price of $3200 Starts January 11, 2017.


WHO SHOULD EXHIBIT?

Domestic and International Wineries, Breweries, Distilleries looking to meet with Importers, Distributors, Retailers, and Press of USA. If you are a US importer and looking to meet other state distributors and retailers, you qualify to exhibit.


WHO ARE THE VISITORS / BUYERS?
Wine, Beer and Spirits Importers, Distributors, Retailers, Chains and Press of USA.


WHEN AND WHERE?
May 15-16, 2018.
Metropolitan Pavilion, New York City.


WHO ARE THE VISITORS / BUYERS?
Wine, Beer and Spirits Importers, Distributors, Retailers, Chains and Press of USA.


WHATS NEW AT USATT 2018?

1. ABID CONFERENCE


We are super thrilled to announce that we will be launching a brand new conference for the Alcoholic Beverage Importers and Distributors of USA under the brand ABID (Alcoholic Beverage Importers and Distributors Conference). The Alcohol Beverage Importers & Distributors Conference (ABID Conference) is a business conference dedicated to small and medium wine, beer and liquor importers and distributors of United States. It consists of TEDx-style short talks with real insights on solutions - that importers and distributors can apply in their business and achieve profitable growth. In short, ABID has been designed to help small and medium wine, beer and liquor distributors and importers of the United States grow their bottom-line.

If you are an importer or a distributor, ABID offers you educational and networking opportunities which will help you grow your business. Seats are limited and on first come basis. Importers and Distributors can learn more about ABID here.

2. USATT MEETINGS
2018 USA Trade Tasting will introduce new feature and section to the show called ‘USATT MEETINGS’. USATT meetings will allow buyers and exhibitors to schedule meetings in advance. Buyers will be able to access all exhibitor information in their visitor zone and schedule appointments making their visit more productive. Exhibitors will also be able to request meetings with buyers in advance.

Ultimately, becoming an exhibitor at USATT 2018 is about becoming part of the conversation surrounding the future direction of the U.S. wine, beer and spirits industry. It is being able to have access to a platform to introduce your brands to thousands of interested buyers. Having a spot on the trading floor and hosting demos throughout the two-day event is the key to building relationships among all tiers of the trade. It’s the key to building word-of-mouth buzz with sommeliers and mixologists, and it’s vital to shaping the brand story you will be using to market your products to buyers.

Secure your exhibitor spot today. (Book before January 10, 2018 and save $400 plus get 2 day ABID conference pass).

EVENT PRODUCER


 USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the US beverage industry.


This Year’s IBWSS Theme is “Bulk Up Your Bottom Line”
11 December, 2017

IBWSS SF2018 IBWSS San Francisco will focus on ways that market participants can increase their overall profitability.

 

The 2018 International Bulk Wine & Spirits Show (IBWSS) in San Francisco will give participants from around the world a unique hands-on opportunity to learn how they can leverage trends within the bulk wine and spirits industry to grow their business and become more profitable.

In recognition of that fact, the theme of next year’s event will be “Bulk Up Your Bottom Line.” The event will build on the phenomenal success of the inaugural IBWSS event in San Francisco held in July 2017. It will include a trade show expo where buyers and sellers can interact, as well as a full two-day business conference featuring some of the leading names within the wine & spirits industry. Topics will include best practices within the bulk wine, bulk spirits and private label industry, ways to maximize ROI from existing infrastructure, and new ways to reach customers.

The show, organized by Beverage Trade Network, will bring together suppliers, retail buyers, importers and distributors in the very heart of California’s wine industry. “We’re really excited about bringing together some of the biggest names within the bulk wine and spirits industry in 2018 and helping them grow their businesses,” said Sid Patel, CEO of Beverage Trade Network.

Looking ahead, the IBWSS San Francisco event will emphasize several unique ways that participants can bulk up their bottom line, such as by:

1.Meeting potential new partners: The IBWSS San Francisco show has been set up to provide a platform for wineries and distilleries to talk face to face with producers, brokers, and suppliers at each stage of the bulk supply chain

2.Receiving specialized knowledge of the bulk and private label marketplace: Talks, seminars, and workshops at IBWSS San Francisco have all been set up to provide participants with key practical advice on every aspect of working in bulk and private label channels

3.Gaining an international perspective: Another key aspect of IBWSS San Francisco is that it truly is international. There will be exhibitors from the United States, Australia, Western Europe, South America and South Africa. There will also be the chance to hear directly from producers and wineries in all the main wine producing countries

4.Obtaining unique consumer insights: An important component of the upcoming event will be dedicated to helping participants get a solid grasp on the rapidly changing attitudes of customers. Participants at IBWSS San Francisco will have the chance to hear from leading marketing and advertising experts.

 

5.Private label and national chains: 2018 Panel of speakers include past buyers of leading national chains of US giving you insight on how to work with them on private label programs.

 

In short, IBWSS San Francisco 2018 will offer an unmatched, comprehensive view of the bulk and private label wine market. For anyone looking to become part of this rapidly growing market, this event offers the perfect opportunity to meet potential partners and learn more about new strategies for boosting the bottom line.

Beverage Trade Network (BTN), the organizer of IBWSS San Francisco 2018, is the leading online platform dedicated to connecting the global alcoholic beverage industry. Throughout the year, Beverage Trade Network organizes events around the world to raise awareness of key industry trends and provide a central destination for the leading names in the industry to meet and connect.

If you are still looking to grow your bulk and private label business in the US market, IBWSS San Francisco is your best platform to grow.

Early bird exhibitor pricing will end on December 31. Book your spot today to save $400.

Exhibitor Registration

WHEN and WHERE

 July 26 & 27, 2018, South San Francisco Conference Center, SF

Visitor Registration

 

 

 

 

 

 


ABID Comes to USA Trade Tasting
28 November, 2017

ABIDWe am super thrilled to announce that we will be launching a brand new conference for the Alcoholic Beverage Importers and Distributors of USA under the brand ‘ABID (Alcoholic Beverage Importers and Distributors Conference).

The Alcohol Beverage Importers & Distributors Conference (ABID Conference) is a business conference dedicated to small and medium wine, beer and liquor importers and distributors of United States. It consists of TEDx-style short talks with real insights on solutions - that importers and distributors can apply in their business and achieve profitable growth. 

 View all speakers | More info on ABID Conference

In short, ABID has been designed to help small and medium wine, beer and liquor distributors and importers of the United States grow their bottom-line. If you are an importer or a distributor, ABID offers you educational and networking opportunities which will help you grow your business. Seats are limited and on first come basis. Importers and Distributors can learn more about ABID here.


If you are a brand looking to connect with importers and distributors of USA, we encourage you to become an exhibitor at USA Trade Tasting before November 30 and Save $600 with early bird pricing.

 

 

 


6 Days Left To Get Early Bird Exhibitor Pricing!
25 November, 2017

Early Bird pricing ends November 30 Book today to save $700

The 2018 International Bulk Wine & Spirits Show (IBWSS) in San Francisco will give participants from around the world a unique hands-on opportunity to learn how they can leverage trends within the bulk wine and spirits industry to grow their business and become more profitable.

In recognition of that fact, the theme of next year’s event will be “Bulk Up Your Bottom Line.” The event will build on the phenomenal success of the inaugural IBWSS event in San Francisco held in July 2017. It will include a trade show expo where buyers and sellers can interact, as well as a full two-day business conference featuring some of the leading names within the wine & spirits industry. Topics will include best practices within the bulk wine industry, ways to maximize ROI from existing infrastructure, and new ways to reach customers.

If you are still looking to grow your bulk and private label business in the US market, register before November 30 as an exhibtior and meet the right buyers. Once again, early bird pricing of $2800 will end November 30. Register today and save $700.

Please note: Exibitor tables will be selected on first come basis, once you register we will send you your exhibitor zone login as next steps.


WHEN AND WHERE

July 26 & 27, 2018, South San Francisco Conference Center, San Francisco, USA

 

REGISTER NOW

 


IBWSS UK Opens Early Bird Registration
18 November, 2017

ibws-ukFebruary 2018 event in London will showcase the best private label and bulk wine opportunities within the UK marketplace

Beverage Trade Network has officially opened early bird registration for the upcoming International Bulk Wine & Spirits Show UK, which will take place at the Royal Horticultural Halls in London on February 26-27, 2018. This two-day event is dedicated to helping buyers and sellers navigate the UK’s rapidly-growing bulk wine and spirits marketplace.

This inaugural International Bulk Wine & Spirits Show (IBWSS) in London will showcase wineries, breweries and distilleries from around the world looking to offer private label solutions, bulk wine and spirits, and contract bottling services. The theme of this year’s event is “Your Gateway to Bulk and Private Label.”

In support of this theme, the two-day event will include an expo floor with exhibitors. This trade show component of the IBWSS London event will give supermarkets, retailers, restaurants, wineries, distilleries and other buyers a premier international platform to source bulk wine and spirits and meet private label suppliers.

In addition, IBWSS UK will include a two-day conference featuring some of the biggest names in private label and bulk wine and spirits within the UK. For example, Clive Donaldson, Wine Sourcing Manager at Wm Morrison Supermarkets, will guide participants through the mindset of a supermarket retailer buyer. Since supermarkets are key players in the UK bulk wine market, it’s important to know what they are looking for and how to attract their attention. Moreover, Andrew Catchpole of Harpers Wine & Spirit Magazine will lead a roundtable discussion on how retailers can build a profitable private label brand.

With the bulk wine and spirits market now representing an incredibly important part of the overall UK wine market, now is the perfect time for industry participants to build the relationships and connections needed to succeed in this fast-growing market. The two-day event will include plenty of opportunities for networking, as well as numerous ways to interact one-on-one with experts.

According to Sid Patel, the CEO of Beverage Trade Network, “No show in UK offers buyers a greater opportunity to meet producers and suppliers who offer private label solutions and bulk wine and spirits products.”

Based on the overwhelmingly positive response from this summer’s IBWSS show in San Francisco, Patel is expecting a similarly high turnout for this show in London. London has always been the premier trading hub of the UK, so it only makes sense that the bulk wine and spirits industry has established a strong foothold there.

Participants can register for IBWSS UK and find out additional details about the event, including a full list of speakers and exhibitors, at the official website: www.ibwsshowuk.com.

The organizer of the International Bulk Wine & Spirits Show UK is Beverage Trade Network (BTN), the leading online platform dedicated to connecting the global alcoholic beverage industry. Beverage Trade Network organizes events around the world, including events in the United States and Australia, as a way of raising awareness of potential new market opportunities for both buyers and suppliers.

WHEN AND WHERE

26 & 27 February, 2018, The Royal Horticultural Halls, London, UK

 

Visitor Registration


London Wine Competition Pre-Registration Ends Tomorrow. RSVP To Save
14 November, 2017

LWC_offerTo be a real success a wine brand has to be bought by consumers, be it on a supermarket shelf or a restaurant wine list.

The London Wine Competition is being launched to identify and reward those brands and products that consumers actually want to buy, rather than simply recognise good quality wines for their winemaking ability alone.

To be a real success a wine brand has to be bought by consumers, be it on a supermarket shelf or a restaurant or bar's list. The London Wine Competition will single out and highlight the wine brands on sale in the UK and International markets that are truly commercially successful.

All winners in the London Wine Competition will have been judged in three key areas:

DRINKABILITY

All wines will be initially tasted blind to assess their quality and how drinkable they are they for consumers in their target area. The London Wine Competition wants to highlight and reward wines that are enjoyable to drink, not just high point scorers where one glass in enough.

VALUE FOR MONEY

Wines will then be assessed to see how much value for money they are offering their target wine drinkers at that price point.

PACKAGING AND DESIGN

As the majority of the wines brands are bought with our eyes, the London Wine Competition will recognise wines that stand out on the shelf, or on a back bar, and will assess how well suited that design or packaging is to their target consumer group.

The London Wine Competition has been introduced to give consumers a clear guide to the wines that are best suited to their tastes and give them maximum value for money. The majority of other wine competitions only judge wines blind and take into no consideration how much it might cost, or even have an idea of what it looks like.

With so many products now on the market, it is increasingly confusing and difficult for all wine drinkers, both enthusiasts and the occasional drinkers, to really know, with any great confidence, what they are buying.

The London Wines Competition has been created to put consumers back in charge. To give them the reassurance that any of the award winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like.

Each of the London Wines Competition winners will receive either a Gold, Silver or Bronze award with separate weighted marks awarded by the judges for the wines quality and drinkability, value for money, and packaging and design.

Sid Patel, CEO of Beverage Trade Network and the organiser of the London Wine Competition, said: “We all need help when buying wines. There is simply so much choice out there. But at the end of the day, we want to invest our money in wines that we actually want to drink, be it with our partner or our friends. We want to highlight and reward those wines that have the winning combination of drinkability, value for money and that look great too.”

To help identify those wines, the London Wine Competition will work with a panel of commercially focused buyers currently working in either developing new wines for the market or directly involved in buying wine from all channels of the industry.

“Our judges will be making decisions every day about the commercial viability of the wines presented to them,” added Patel.

“We want them to regard the London Wine Competition as an extension to the great work they are already doing in their respective businesses. Together we can help create a selection of the most robust and commercially viable wines available in the world.”

Judging for the London Wine Competition takes place in March 2018 with the winners announced shortly after. Entries for the competition will open for all domestic and international wines on November 1, 2017.

HOW CAN YOU ENTER YOUR WINES IN THE LONDON WINE COMPETITION

1. Pre-register here to get the entry form

2. Enter your wine details

3. Ship your samples by February 20, 2018

KEY DATES

Pre-Registration Now Open (Get Best Pricing Before Nov 15, 2017)

Normal Registration Opens: 15 November 2017

Warehouse Opens For Samples: 1 November 2017

Registration Ends: 20 February 2018

Warehouse Closes For Samples: 20 February 2018

Judging: March 8 & 9, 2018

Winners Announced: 30 March 2018

FEE SCHEDULE

-£75 till 15 November 2017

-£95 from 16 November 2017 to 31 January 2018

-£125 from 1 February 2018 to 15 February 2018

-£145 from 16 February 2018 to 20 February 2018

SHIPPING INFO

Please send your wine samples (3 bottles per entry) to Sensible Wine Services (SWS) between 1 November 2017 and 20 February 2018 to the following address:

Sensible Wine Services (C/O LWC 2018)

Unit 10, Dana Trading Estate,

Transfesa Road, Paddock Wood

Kent

TN12 6UT

United Kingdom

Contact: Mr. Karl Franz

Telephone: +44 (0) 1580 715 725

Goods receiving time: Monday - Friday 9.00am - 5.00pm.

The wine that arrives after the deadline date will not be accepted and refunds will not be issued.

IMPORTANT

Clearly label each box of wine using the delivery label, which can be downloaded once you have entered and paid for your wine in your account.

If you send your wines directly to our warehouse, you must tick the option: ‘Duties and Taxes payable by shipped'. If the above is not completed, we cannot guarantee that the wine will not be stopped in Customs and arrive on time for the competition. London Wine Competition is not responsible for tracking the shipping of your wines, please ensure everything is in order before sending your wines.

Import License, Declaration & Duty

All duty, shipping costs, and taxes must be prepaid by the submitter of the samples. Wines must be Delivered Duty Paid (DDP), therefore instruction to complete the import declaration should be given to your forwarder/courier company, please choose ‘shipper accept all charges’ on the documentation provided by your courier company. Submitters should also be responsible for any fees related to the import declaration. Wines cannot be accepted by our logistic partner if the charges associated with shipping have not been paid. Any penalty and additional cost incurred from the non-compliance of declaration requirement in UK will be borne by the Submitters.

Do I Need To Insure My Wine?

LWC and its logistic partner will not take responsibility for wine damaged or lost whilst in transit. In the event that for reasons beyond the reasonable control of LWC, it is necessary or advisable for the LWC to be cancelled, LWC cannot accept any liability whatsoever for any direct or indirect loss of profit, damage or expense of any kind incurred as the result of such a cancellation.

ABOUT LONDON WINE COMPETITION

The London Wine Competition has been created exclusively by the Beverage Trade Network, the US drinks events, services, business and publishing group, dedicated to helping drinks producers and brand owners get closer to the buyers, distributors and retailers that can bring their products to market. It is part of a new wider London drinks awards initiative that also includes The London Spirits Competition.

If you would like any more information then please contact Sally at sally@londonwinecompetition.comor call USA +1 855 481 1112 or UK +44 0203 8580159

Pre-Register Now


London Wine Competition Partners with Hellmann Worldwide
13 November, 2017

hellmanWe’re excited to announce that we’ll be offering fixed rate shipping program from the below countries.

We are excited to announce that we will be offering fixed rate shipping program from the below countries. Suppliers from the below countries can take advantage of the flat rate shipping program.

£50 per entry Our price includes all charges from arrival our nominated depot through to delivered duty paid to the London Wine Competition. We have allowed for 3 bottles per entry.

DEADLINE TO ENTER
30 November 2017

DEADLINE FOR SAMPLES TO ARRIVE AT THE DEPOT
30 December 2017

Send your wines to your nearest depot in your country and they will be grouped together with other entrants' before being sent to our warehouse. Our consolidated shipping service offers you lower shipping rates and will help ensure the safe arrival of your wines. Enter your wines today in the world's most relevant wine competition.

All duties and tax are included in the consolidated shipping fee:
Consolidated shipment will cost GBP 50+ VAT (20% if applicable) per wine entry, in addition to your entry fee.

HOW TO ENTER
Please send the submission formbefore Nov 30, 2017, to sally@londonwinecompetition to enter your wines in the flat rate shipping program. Once we get your form, we will process your entry and send you the shipping labels and other relevant details. Please DO NOT ship your wines without sending us the submission form in advance (deadline is Nov 30, 2017).

IMPORTANT
1. Shipping must be paid for as part of the wine entry process and shipping costs are not refundable in any circumstances.

2. Clearly label each box of wine using the shipping label, which will be emailed to you once you have sent your submission form.

3. Wine delivered to the wrong Hellmann depot will not be accepted.

Consolidated shipments will be available from the below locations only.

Australia
DEPOT ADDRESS: 57-73 Lambeck Drive, Tullamatine, Victoria 3043
CONTACT: Joey Tornese, Joanne Giddings
EMAIL: melexpair@au.hellmann.net
TELEPHONE: 613 9335 3555

South Africa
DEPOT ADDRESS: 115 Manhattan Road, Airport Industria 2,
Cape Town 7490
CONTACT: Pearl Scott
EMAIL: pearl.scott@hellmann.com
TELEPHONE: 27 21 935 5280

USA
DEPOT ADDRESS: HPL-Apollo Perishable Logistics
701 DNA Way, South San Francisco, CA 94080.
CONTACT: Dale Low
EMAIL: dlow@hplgroup.com
TELEPHONE: 1 650 246 2908

Please fill in the flat rate shipping interest form below to receive further details (Deadline is November 30, 2017)

 


Pre-Register Here To Get More Benefits In The World's Most Relevant Wine Competition.
30 October, 2017

The new London Wine Competitionpromises to assess wines in three key ways: for their drinkability, their value for money and what they look with their packaging and design. Yes, wines will still initially be tasted blind, but then the judges will be asked to consider the wine’s full offer from price point through to how it looks. Those willing to back the new awards are being offered a number of incentives and rewards.


The drinks industry has more than enough options to put your wine, beer or spirits up to the test, but the London Wine Competition believes it has a different concept that judges wine in the same way that consumers do: how easy and like able is it to drink, does it offer value for money, and does it look nice.

LWC-1Arguably one of the wine industry’s biggest Achilles heels is that there is simply too much wine out there all doing the same thing, trying to appeal to a mass consumer with no specific agenda. How do those kind of wines stand out from the pack?
But there is also increasingly a number of wines that do have very specific customers and consumers in mind and are made to appeal directly to their needs. Which means making sure the wine tastes right, is marketed at the right price, but crucially also has the right look and feel to encourage those consumers to pick the wine up and be pleased to drink it. The triple whammy effect.


Those are the wines destined to do well in the new London Wine Competition that has been devised by the US online drinks business marketing and networking platform, Beverage Trade Network.

The competition has been set up to directly appeal to the end consumer as it hopes to award those wines that are doing the most to engage with customers be it in restaurants, casual dining chains, pubs or retailers.
Judges will also be brought in from across all channels of the sector to include buyers who are actively making decisions every day based on the same judging criteria.


Wines will be scored out of 100 with different weighting given to each of the three criteria as follows:
Quality Score: will be marked out of 50
Value Score: will be marked out of 25
Package Score: will be marked out of 25

WC-2
Pre-registration rates
Entries to the competition formally start on November 16, but producers, importers, retailers, and operators can take advantage of a special “Pre-Registration Entry” offer up to November 16, 2017.


Those that do can take advantage of a £75 per entry rate, compared to £95 from those entering after November 15 or £125 from February 1, 2018, and £145 for those entering after February 15, 2018. The final date for entries is February 20 with the formal judging taking place in central London on March 8.

 


Anyone who enters before November 15 will also receive the following benefits:


1    Your winery profile and interview on London Wine Competition blog.
2    Social media by LWC all year round about your winery.
3    20% discount on the early bird rates as a pre-registrant.
4    One editorial news release to go on BTNand BevRoute Magazine.
5   LWC feedback on the wines you enter.


To take advantage of the pre-registration offer, enter your details herebefore November 15, 2017 and LWC representatives will send you the special pricing form.


Source of the article – The-Buyer.net (UK)


3 Days Left To Get 2018 USATT Early Bird Pricing. Register Now.
28 October, 2017

usatt_2018Register before October 31 and Save $600 and get 2 days conference pass Included. Attend all the conference sessions while at USATT. Early bird pricing ends in 3 days.

If you are looking to meet state distributors, importers, and retailers of USA, USATT is the perfect platform for you. With new features like one to one meetings, advance meeting tools for buyers, mixology class from NYC's leading bartenders, global beer masterclass and a special class hosted for sommeliers by the world's leading sommelier on how to grow your profits, USATT will be the place to network and connect.

WHO ARE THE VISITORS / BUYERS?

Sommeliers, Bartenders, Retailers, Importers, Distributors, and Press.

WHEN AND WHERE?

May 15, 2018 - 11 am to 5 pm

May 16, 2018 - 11 am to 4 pm

Metropolitan Pavilion, New York City.

(Exhibitor setup opens May 15 - 9 am)

PRICING

Early Bird: $2600 - Ends October 31, 2017

Pay only 25% right now of the total $2600 to book and balance due December 31. Includes complimentary all session 2-day conference pass valued at $500. Register now.

Regular: $3200 - Starts November 1, 2017

Table selection is on first come basis. Exhibitors will be given access to exhibitor zone as soon as they book giving them early options to choose their own table spot. Early bird exhibitors will also be promoted by USATT team on social media.

LIMITED BOOTH AVAILABILITY
The event will offer 100 Tasting Stations. Exhibitors are encouraged to reserve space early as tables are expected to sell out quickly. Table selection is on the first come basis. Once you book your spot, you will be able to select your table spot from your exhibitor zone.

SET UP
The trade tasting is a trestle table set up, you will not pay anything extra for setting up. Your pricing covers ALL costs associated with the show. You are required to bring in one roll-up banner only and can put marketing material on your table. USATT will provide you with the below.

  • Tasting Table

  • White Tablecloth & Skirting

  • 2 Chairs + Ice Bucket + Spittoon

Register now and Save $600 and get 2 days conference pass Included. Attend all the conference sessions while at USATT. Early bird pricing ends in 3 days. (October 31).


Here's why its becoming the most relevant competition
18 October, 2017

It is one thing for the UK wine trade to claim London as the centre of the global wine industry, but quite a compliment when it comes from overseas. This month marks the launch of a new global wine initiative, the London Wine Competition from Beverage Trade Network, the American wine networking and services company, that looks to celebrate London and use it as the hub for its new international wine awards initiative.

The new London Wine Competition looks to set a new benchmark for award winning wines by assessing them for their drinkability, their value for their money and what they look like with their packaging and design.

We're told to never judge a book by its cover. Which is very much the approach taken by the majority of wine competitions around the world that only judge a wine by how it tastes, with no consideration at all for what it looks like, and often how much it costs. America's Beverage Trade Network hopes to change all that with its new global awards initiative, the London Wine Competition (LWC).

It believes there is very much room for a new awards competition that the average wine drinker can relate to. A competition that is based on how they might judge a wine. What is looks like on shelf, or on a back bar, how much it costs, does it offer value for money, and then how much do they enjoy the wine once it is opened. It is that crucial drinkability factor that will determine whether they go back another time for a second, third or fourth bottle.

"That is where we hope to make a difference with the London Wine Competition," says Sid Patel, founder of the awards and chief executive of BTN. "We want to reward those brands and products that consumers actually want to buy, rather than simply recognise good quality wines for their winemaking ability alone."

Whilst wines from all around the world can enter the LWC, London has been chosen as the hub of the competition to reflect its importance as still the centre of the global wine industry. "London is where everyone else in the world looks to first. It might be a cliche, but its true: if your wine can make it London then it can make it anywhere else. London is where the world wine trends start, it is the most competitive market to succeed in and that's why we want to celebrate it and make it the star of the London Wine Competition," explains Patel.

JUDGING CRITERIA

For a wine to stand out in the London Wine Competition it has to perform well in each of three separate judging criteria:

Drinkability: All wines will be initially tasted blind to assess their quality and how drinkable they are they for consumers in their target area. The London Wine Competition wants to highlight wines that are enjoyable to drink, and not just reward wines where one glass is enough.

Value for money: Wines will then be assessed to see how much value for money they are offering their target wine drinkers at that price point.

Packaging and design: As the majority of wine is bought with our eyes, the London Wine Competition will recognise wines that stand out on shelf, or on a back bar, and will assess how well suited that design or packaging is to their target consumer group and at that price point.

Patel explains the thinking about the judging criteria: "We want to give consumers a clear guide to the wines that are best suited to their tastes and give them maximum value for money."

He adds: "With so many products now on the market it is increasingly confusing and difficult for all wine drinkers, both enthusiasts and the occasional drinkers, to really know what they are buying. We hope wines that have won a LWC award will give them that confidence that this is a wine worth buying.

"The LWC has been created to put consumers back in charge. To give them the re-assurance that any of the award winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like."

THE PROCESS

Registration Opens: 1 November 2017
Warehouse Opens For Samples: 1 November 2017
Registration Ends: 20 February 2018
Warehouse Closes For Samples: 20 February 2018
Judging: 8 & 9 March, 2018
Winners Announced: 30 March 2018

* If you would like any more information about the awards then please contact Sally at sally@londonwinecompetition.com.

 

 


Here's why its becoming the most relevant competition
14 October, 2017

LWC_WinesIt is one thing for the UK wine trade to claim London as the center of the global wine industry, but quite a compliment when it comes from overseas. This month marks the launch of a new global wine initiative, the London Wine Competition from Beverage Trade Network, the American wine networking and services company, that looks to celebrate London and use it as the hub for its new international wine awards initiative.

The new London Wine Competition looks to set a new benchmark for award winning wines by assessing them for their drinkability, their value for their money and what they look like with their packaging and design.

We're told to never judge a book by its cover. Which is very much the approach taken by the majority of wine competitions around the world that only judge a wine by how it tastes, with no consideration at all for what it looks like, and often how much it costs. America's Beverage Trade Network hopes to change all that with its new global awards initiative, the London Wine Competition (LWC).

It believes there is very much room for a new awards competition that the average wine drinker can relate to. A competition that is based on how they might judge a wine. What it looks like on the shelf, or on a back bar, how much it costs, does it offer value for money, and then how much do they enjoy the wine once it is opened. It is that crucial drinkability factor that will determine whether they go back another time for a second, third or fourth bottle.

"That is where we hope to make a difference with the London Wine Competition," says Sid Patel, founder of the awards and chief executive of BTN. "We want to reward those brands and products that consumers actually want to buy, rather than simply recognize good quality wines for their winemaking ability alone."

Whilst wines from all around the world can enter the LWC, London has been chosen as the hub of the competition to reflect its importance as still the center of the global wine industry. "London is where everyone else in the world looks to first. It might be a cliche, but its true: if your wine can make it London then it can make it anywhere else. London is where the world wine trends start, it is the most competitive market to succeed in and that's why we want to celebrate it and make it the star of the London Wine Competition," explains Patel.


JUDGING CRITERIA

For a wine to stand out in the London Wine Competition it has to perform well in each of three separate judging criteria:

Drinkability: All wines will be initially tasted blind to assess their quality and how drinkable they are they for consumers in their target area. The London Wine Competition wants to highlight wines that are enjoyable to drink, and not just reward wines where one glass is enough.

Value for money: Wines will then be assessed to see how much value for money they are offering their target wine drinkers at that price point.

Packaging and design: As the majority of wine are bought with our eyes, the London Wine Competition will recognize wines that stand out on the shelf, or on a back bar, and will assess how well suited that design or packaging is to their target consumer group and at that price point.


He adds: "With so many products now on the market it is increasingly confusing and difficult for all wine drinkers, both enthusiasts, and the occasional drinkers, to really know what they are buying. We hope wines that have won an LWC award will give them that confidence that this is a wine worth buying.

"The LWC has been created to put consumers back in charge. To give them the reassurance that any of the award-winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like."

SCORING SYSTEM

A different weighting of scores will be allocated to each of the judging criteria from which a final score will determine if it is an awards winner. The scoring system will work based on the following:

Quality Score: will be marked out of 50.

Value Score: will be marked out of 25.

Packaging/Design Score: will be marked out of 25.

Patel explains the thinking about the judging criteria: "We want to give consumers a clear guide to the wines that are best suited to their tastes and give them maximum value for money."

Gold: to receive a Gold medal a wine will need to score 90 or over.

Silver: a wine will need to score between 76-89.

Bronze: and for a bronze, a wine will need to score between 65-75.

"The idea of scoring system is to align consumers with trade and rewrite the away awards are being given. We want to make the scoring system of TODAY and relevant. This will bring the respect back in the scoring system as the focus here is on the drinkability of the end consumer," says Patel.

To help identify its award-winning wines, the LWC will work with a panel of commercially focused buyers currently working in either developing new wines for the market or directly involved in buying wine from all channels of the industry. They will be drawn from all channels of the industry from convenience, cash and carry through to multiple grocery, specialist wine retailers, casual and fine dining, hospitality and travel retail.

"Our judges will be making decisions every day about the commercial viability of the wines presented to them," adds Patel.

"We want them to regard the London Wine Competition as an extension to the great work they are already doing in their respective businesses. Together we can help create a selection of the most robust and commercially viable wines available in the world."

In summary, he adds: "After taking advice from leading wine experts and wine buyers, we decided it was time to re-write the books and make LWC scores something that the trade can rely upon when they make a buying decision. As Tim Hanni MW says the key is to make wine that people like and it's time now for the wine business to listen to their consumers and make the wine they want to drink."

THE PROCESS

Registration Opens: 1 November 2017

Warehouse Opens For Samples: 1 November 2017

Registration Ends: 20 February 2018

Warehouse Closes For Samples: 20 February 2018

Judging: 8 & 9 March, 2018

Winners Announced: 30 March 2018

* If you would like any more information about the awards then please contact Sally at sally@londonwinecompetition.com.

 


IBWSS San Francisco is 60% Sold Out.
13 October, 2017

ibws18The 2nd edition of International Bulk Wine and Spirits Show held in San Francisco USA is 60% booked already indicating the increasing importance of the private label, bulk, and contract bottling market.

Hundreds of wineries, breweries distilleries, importers, distributors, and retailers met in San Francisco for the debut of the highly anticipated International Bulk Wine & Spirits Show on July 26-27. In addition to presentations and workshops over the two-day period, the event featured more than 80 exhibitors from all over the world, whom all gathered on the trade floor of the South San Francisco Convention Centerto showcase their services for the bulk and private label wine market.

IBWSS has reported that more than 75% exhibitors were planning to return and exhibit for the 2018 show.

IBWSS San Francisco presents a solid opportunity to grow your private and bulk business in the North America market. If you are interested in exhibiting, please learn more about exhibiting here as space is filling fast.

What our exhibitors said about IBWSS:

“Quick connections to companies in need of bulk wine.”

“We met good quality buyers. Good representation in all the categories we were looking for - bulk, bottle and brand”

“Lots of industry members interested in sourcing high-quality bulk wines.”

“Congrats!! Very good show.”

About the IBWSS

The International Bulk Wine and Spirits Show is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco. IBWSS attendees include wineries, distilleries, importers, distributors, national and regional chains, and brokerage firms.

WHO ARE THE EXHIBITORS?

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing or private label programs, and wineries, distilleries, and importers who have one-time excess stock to clear. Join The Private Label, Bulk Wine, Bulk Spirits and Contract Manufacturing Industry on July 25-26 in San Francisco. No show offers buyers a greater opportunity to meet producers who offer private label wine, spirits, bulk wine, bulk spirits and contract manufacturing. IBWSS is the only show in the US that will bring the world to you.

WHO ARE THE VISITORS / BUYERS?

Wineries, distilleries, importers, distributors, retailers, national and regional chains, negociants, brokerage firms who are looking for bulk wine, bulk spirits, private label manufacturing and grapes.

WHERE AND WHEN

July 25-26, 2018 – South San Francisco Conference Center (July 25: 11 am to 5 pm, July 26: 11 am to 4 pm) TTB and Sample assistance will be provided to overseas exhibitors. Please email us for more information/questions about sending samples.

The early bird pricing for IBWSS San Francisco ends on Oct 31. Book your table today and save $600 with early bird pricing.


Sales reps: Tips for importers and distributors on how to retain them
07 October, 2017

Sales reps are often the only point of contact a retail customer, or on-trade operator will ever have with a wine importer and distributor. But how much care and attention are giving to their well-being?

You may have the best sourced and priced wines available and the most competitive and well thought through wine list in the country, but where would you be without the sales people to go out and sell them to your customers? Yet, the turnover of sales reps in an average wine business would suggest that more time and trouble needs to be taken to keep them as well cared for as the wines they are selling.

1. It’s all about the money, money money…

It might be obvious, but ultimately the whole purpose of being a sales person is to sell hit targets and bring in money for the business. Those who sell the most, receive more money. That’s the way the world goes round. But does it? How well are you paying your sales teams? Do you know how your payment terms compare to your competition? Do you benchmark your salaries and benefits against the competition? Do you only get round to paying an employee more once they threaten to leave? Don’t let it get to that stage. Pay them what they are worth.

2. Handcuffs behind the back

That said it is one thing having attractive and industry-leading salaries and bonuses, it is another delivering on them. The quickest way to demotivate a sales rep is to offer them the world and then put in so many hurdles in the way that bonuses end up becoming unfulfilled dreams. Very soon your sales reps will behave like they have millstones around their necks, which will only help drag your own business down with them.

3. It’s all about the leads

“Just give me some good leads,” is what the legendary Jack Lemmon pleads for in the classic Glengarry Glenn Ross, a film that tells you all you need to know about the mentality of a sales rep down on their luck. For Lemmon, it was all about persuading Kevin Spacey to give him some good leads to go and try to persuade homeowners to buy aluminum sidings for their house. For a wine sales rep, it is about giving them enough good accounts that will give them the easy sales on which they can rely on and build the confidence and foundations to go out and pin down the more elusive customers.

Continue reading this article at IBWSS Blog.


USA world’s most ‘attractive’ export market
07 October, 2017

The USA remains the world’s most attractive wine market, with China entering the top 5, according to a new Wine Intelligence report.

The Global Compass 2017–18 report is Wine Intelligence’s latest review of 50 key wine markets across the world. Using a unique formula that takes into account both general economic and specific wine market measures, the report is a definitive ranking of the world’s most attractive export markets.

For the fourth consecutive year, the USA holds pole position with Germany and Canada earning second and third position respectively.

Under the Global Compass report’s market classification framework, the USA and Canada are both considered Growth markets, where wine is continuing its journey towards mainstream product status, and experiencing volume growth.

Germany is the only “mature” market – defined as a market where wine has reached its potential and volumes are stable or declining – to appear in the top 5 attractive markets. Strong recent economic growth and high levels of still wine volume and value support Germany’s ranking, but it remains a highly competitive market that ranks 48th out of 50 for new wine drinker potential and market profitability.

But Germany’s weakness is the USA’s strength: while it is top in terms of still wine consumption volume, it is middle of the pack in terms of per capita consumption (just 12 liters per annum). This points towards great untapped potential in the USA’s adult population for new wine drinkers increased imported wine volumes and greater market profitability.

China also boasts an enormous would-be population of wine drinkers lying in wait, with still wine consumption levels showing plenty of room for growth. Still classified in the Compass system as an Emerging market, where wine is growing from a relatively small base, China has climbed the rankings from the 7th most attractive market in 2016 to the 5th today.

Continue reading at USATT Blog.


Pre-Register Here To Get More Benefits In The World's Most Relevant Wine Competition
05 October, 2017


LWCPlease register your interest hereto get pre-registration pricing and other benefits. Once you register your interest, the LWC team will contact you with full details of your early registration and benefits that you can take advantage of.


The London Wine Competition looks to recognize, reward and help promote wine brands that have successfully been created to identify with and target a specific wine drinker. For any wine brand to earn its place on a retailer's shelf or a restaurant's wine list - and then vitally stay there - they need to be marketable and consumer driven and not just produced in the general hope it can find enough people willing to sell and buy it.


The LWC has been created to put consumers back in charge. To give them the reassurance that any of the award-winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like making it the world's most relevant wine competition. That is why the London Wine Competition is different. It will single out and shine the spotlight on those wine brands that consumers really want to buy and have a clear market value for trade buyers.

 

KEY DATES


Registration Opens: 1 November 2017
Warehouse Opens For Samples: 1 November 2017
Registration Ends: 20 February 2018
Warehouse Closes For Samples: 20 February 2018
Judging: 8 & 9 March, 2018
Winners Announced: 30 March 2018


Pre-Register Now!


For more information, please visit -


London Wine Competition


It's time to book your 2018 exhibitor spot. Early bird pricing ends today.
30 September, 2017

Distribution is one of the biggest challenges facing wine and spirits producers. On one hand, suppliers are demanding “strategic distribution”- the kind that connects products with engaged customers and correlates brand status with like-minded retail and restaurant outlets.

 

 USA Trade Tasting 2018 Early Bird Pricing Ends TODAY (September 30). Become an Exhibitor today and save $800.

 

On the other hand, you have retail stores and sommeliers, responding to our narrative-rich culture, demanding innovative, niche and authentic products with a “cool” story to tell. The distributor lies in the middle, facing language barriers, industry consolidation, ever-changing market dynamics, state regulations, supply chain hiccups, and an increasingly crowded market place. You soon begin to understand that this is a complex global business!

By hosting the country’s leading trade show dedicated exclusively to beverage industry networking, the USA Trade Tasting (USATT) event is committed to cultivating a better conversation among all tiers of the trade, connecting small and medium-sized wine and spirits companies with the resources to grow their businesses and their bottom line.

This May 15th and 16th, thousands of the country’s top importers, distributors, restauranteurs, retailers, and producers, along with a bevy of international suppliers, will convene at the Metropolitan Pavilion in NYC.

Here, they will engage in an exhibition tasting, conferences, and seminars to discuss trends and issues unique to each tier. Members of the trade will learn how to market, sell, and grow brands in today’s complex market environment.

By facilitating face to face connections, The USATT provides the space for relationships to flourish. While the beverage market is a dynamic beast drifting along in the currents of shifting trends, the wine and spirits industry itself is still largely influenced by networks of personal relationships.

USATT offers a big advantage to winemakers, craft brewers, and innovative distillers by granting access to these coveted market connections. When it comes to launching new products, who you know and how you choose to align your brands in the market are the foundations upon which all potential success is built.

Register Now!

USATT18

 


How to Build a Cult-Like Following for your Brand
29 September, 2017

BTN Takes a look at How to Build a Loyal Fan Base for your Craft Beer, Wine, Spirits and Non-Alcoholic Beverage Brands.

How to Build a Cult-Like Following For Your Brand

Deciding on how to successfully approach your branding strategy is one of the most important aspects of building a cult following. Strategically using themes and motifs can afford you the ability to sculpt your branding around your fan's favorite content matter. In this competitive industry of today, Beverage Brands are continually struggling to find an identity, maintain their market share and grow their footprint. How can you stay on top and ensure you keep your customer base? What steps can you take to build a brand that encourages generations of cult followings? Cult personalities can manifest themselves in all shapes and sizes, so why not cast your company's profile as the perfect prototype.

Getting your Brand Ready for it's Cult Following.

Even if you have already developed your brand's image, it's time to create an all encompassing persona for your company that reflects what you want your brand to truly represent. Uniting your labels, packaging, and marketing in one over arching theme will give your brand the necessary image required to launch marketing initiatives dedicated to building your cult following. First, begin by asking yourself these questions:

1. Is our branding unique?

2. What is our customer demographic?

3. What do we want our following to represent?

4. Is there a value, tradition or custom we have incorporated into our branding that we can use that will unite our customers.

5. Can we associate our colors with anything that our fan base will really enjoy?

6. How can we make our brand more 'human'?

7. What type of packaging is our targeted customer responding well too?

8. What slogans and catchphrases can we use in our advertising, presentations and everyday conversations to reinforce our branding?

Now that you have developed a strong idea of what themes you want to build your cult following on, it's time to start looking at a plan of action that will yield an allegiance of die hard fans who will tirelessly follow your beverage company as it's grows into one of the most popular brands on the market.

Getting the Word Out

Your initial brand following starts with the people that are closest to you. Begin by talking with your friends, neighbors and work associates about the 'new beginning' of your brand. Take the branding philosophy that your team has developed to heart and let your personal charisma carry your beverage. Here are a few ways to encourage your local fans to share your enthusiasm:

1. Hand out free promotional merchandise and sample packs that promote your cult philosophy.

2. Throw free theme events and theme tastings that have your branding front and center.

3. Sponsor local events and sports teams that reflect your fan base's identity.

4. Use humorous and unique branding on your delivery trucks and in your office buildings.

You also want to be continually looking for ways to gain new fans, so try coming up with fresh approaches to word of mouth marketing. Here are a few crafty techniques to reach secondary contacts and get your devotees to keep talking about your brand:

1. Set up a loyalty program for your die hard fans. Give back real value – free product or merchandising - for their continual participation and for being amazing unofficial brands reps.

2. Set up referral programs to reward your loyal customers when they bring new customers in. Offer 2x1 bonuses, free tastings, merchandising, or anything else you think your fans will enjoy. This will not only boost your fan base, but also ensure your initial fans stays loyal.

3. Set up review programs. Ask your following to leave you reviews and reward them for doing so. Get them to talk about your company, events, and online social platforms. Having a healthy community of real die hard fans saying genuine things about your product will instill confidence in your casual customers and might convince them to become a fanatical fan.

Building a loyal local fan base is the first step in developing your ground force of die hard fans. Try to kindle the interest of everybody you know so that later, when they discover that your beverage has a following of devoted groupies, they are proud to say that they know you and were one of your first fans. You are going to need to keep updating your word of mouth strategy over the course of your brand's lifetime, so take the time to engineer them in a manner that can be tweaked to continually convert your average customer into a cult follower.

 

Continue reading at BTN Academy.


Looking to grow distribution in US market?
28 September, 2017

Still thinking about growing your distribution in the US market? Then get involved withUSA Trade Tasting 2018 show and meet small and medium-sized state distributors and importers.Registerwith just 25% down before September 30 and get the early bird package.


 

Here is the RECAP of the deal: (Must register before September 30).Early Bird

Pricing of $2400. You only pay 25% right now to book. Balance due Oct 30, 2015. Plus you get the below. Save $800 in your exhibitor fees.

  • Pre-Brand Awareness For Your Brand. Be Included In our marketing, blogs and various other channels where we will promote the event including branding on the trade tasting floor itself.
  • Meeting area for Exhibitors. Conduct your sit down tasting / face to face meetings with your prospects.
  • $300 saving on your exhibitor registration fee (regular $2700).
  • Free USATT Conference 2-day ticket
  • So if you are still thinking and looking to grow distribution, go ahead and book your spot now.


WHERE AND WHEN

May 15-16, 2017 – Metropolitan Pavilion, New York City


WHO SHOULD EXHIBIT?

Wineries, Breweries, and Distilleries looking to connect with state distributors, retailers, press, and importers.

Table selection is on first come basis. Exhibitors will be given access to exhibitor zone as soon as they book giving them early options to choose their own table spot. Early bird exhibitors will also be promoted by USATT team on social media.

 

SET UP

The trade tasting is a trestle table set up, you will not pay anything extra for setting up. Your pricing covers ALL costs associated with the show. You are required to bring in one roll-up banner only and can put marketing material on your table. USATT will provide you with the below.

  • Tasting Table
  • White Tablecloth & Skirting
  • 2 Chairs + Ice Bucket + Spittoon


Learn more about how to become an exhibitor here. For more information, please visit www.usatradetasting.com please call Nick on +1 (855) 481-1112 or email sally@usatradetasting.com

 


Tips to Get Paid On Time and In Full.
23 September, 2017

How wineries, breweries and distilleries can reduce the risk of unpaid receivables and maximize their chances at collecting on overdue invoices.

wineries

Suppliers in the adult beverage business often take the risk of not getting paid in exchange for the security and benefit of the contract services of a distribution company. Unfortunately for suppliers servicing distributors in the US, the majority of deals are done on a 'promise to pay' basis and suppliers are almost always dependent on their buyer’s ability to pay. Most agreements can develop into long standing partnerships if both parties uphold their terms of the contract, but there are always some that end from unfulfilled promises and unpaid receivables.

Continue reading at BTN Academy.


David and Goliath: How to Target and Overtake Category Leaders
23 September, 2017

Where to focus to take on – and take out – your biggest competitors in the beverage world.

david

When a beverage startup lays out its business plan and overall goals, knocking out the heavy-hitting category leaders might seem like a dream that’s well beyond reach. However, in order for a new brand to succeed and grow, knocking out one’s biggest competition must be a part of the plan. Here’s how to make that happen.

Should Expansion Be Up or Out?

A start-up beverage brand needs to look in all directions to get their products into new and unexpected places.

Continue reading at BTN Academy.


10 Things to Remember when Creating your Own Private Label Brand
13 September, 2017

With thousands of own label brands already on the shelf, it is hard to make a difference or stand out with a new one. 

Here are our Top 10 tips to make sure your next private label is a success.

1 What is your USP?

The first thing to get right is why you are creating this brand in the first place. Just putting your business’s name on the label is not enough to make it sell. It has to earn its place on the shelf and be there for a reason so that customers are going to pick it up or even consider buying it.

2 Brand credentials

Yes, you might be making an own label product, but you are first and foremost creating a brand. It is therefore vital you take as much time and trouble as any FMCG brand would determine what you stand for, what your values are, who your target customer is, and make sure it is made, designed, packed and priced to meet their needs.

3 Competitive set

Brands don’t live in isolation. They go up against the competition in whichever category they are in. So make sure you know who your competing brands are and what they stand for. Why should a consumer stopbuying that brand to pick up yours instead?

4 Pricing

The private label market is now so complex and established that there are now private label ranges to suit all price points and needs. Each with their own very distinct pricing structures. When developing a new brand it is important to be clear which price bracket your product is aimed at.

4 Look and feel

As well as price, consumers now expect private labels that sit within those different tiers to look and feel right. Be it an economy, mid-priced or premium private label you have to make sure the design and the imagery of the brand sit neatly alongside other products at that same tier of pricing or you will stick out – and not in a good way.

5 Packaging

The same applies to which packaging the product comes in. Consumers have become accustomed to private label coming in different types of packaging depending on the tier they are in. If you are aiming for a luxury product then make sure the packaging looks and feels right.

Continue reading at IBWSS Blog.


14 new Masters of Wine
13 September, 2017

It gives the Institute of Masters of Wine great pleasure to announce 14 new Masters of Wine. Based in five different countries, the new Members of the Institute are, Nova Cadamatre MW (USA), Julie Chene Nyheim MW (Norway), Alistair Cooper MW (UK), Philip Harden MW (UK), Ashley Hausman Vaughters MW (USA), Sarah Heller MW (Hong Kong), Tim Jackson MW (UK), Andreas Kubach MW (Spain), Fernando Mora MW (Spain), Aina Mee Myhre MW (Norway), Billo Naravane MW (USA), Catherine Petrie MW (UK), Nigel Sneyd MW (USA) and Morgan Twain-Peterson MW (USA).

masters of wine

There are now 369 Masters of Wine living in 29 countries.

The new Members have proved their understanding of all aspects of wine by passing the Master of Wine examination,recognized worldwide for itsrigor and high standards. The MW examination consists of three stages, including theory and practical exams, and culminates in the submission of a final research paper, an in-depth study on a wine related topic from any area of the sciences, arts, humanities, or social sciences.

In addition to passing the examination, all MWs are required to sign the Code of Conduct before they are entitled to use the initials MW. The Code of Conduct requires MWs to act with honesty and integrity, and use every opportunity to share their understanding of wine with others.

THE NEW MASTERS OF WINE

Nova Cadamatre MW

Nova Cadamatre

  Nova is the first female winemaker in the US to achieve the title of Master of Wine and one of the very few American winemakers to do so. She resides in the beautiful Finger Lakes of upstate NY with her husband, Brian, and son, Nathaniel. Currently, she is Director of Winemaking for Canandaigua Winery for whom she makes the 240 Days wines; a Riesling, dry Rose, and Cabernet Franc. She also is the owner of Trestle Thirty One, a new, high end, a boutique winery making age worthy dry Riesling. In 2014, Nova was listed in the Wine Enthusiast’s Top 40 under 40 list and has numerous 90+ scoring wines to her credit from both California and New York. Originally from Greer, South Carolina, Nova began her career in wine after moving to New York to pursue horticulture. As one of the first graduates of Cornell’s Viticulture and Enology program in 2006, Nova relocated to California to assume a number of winemaking roles with many iconic wineries including Beringer, Chateau St. Jean, Chateau Souverain, and most recently at Robert Mondavi Winery. There she was the red winemaker focusing on Cabernet Sauvignon from the iconic To Kalon Vineyard. Nova is a WSET Alumni, blogger, wine writer and Ningxia Winemaker Challenge contestant.

  Research Paper: Exploring the efficacy of different barrel cleaning procedures on Brettanomycesbruxellensis and Acetobacter spp populations and the relative financial and environmental benefits of each treatment

Julie Chene Nyheim MW

Julie Chene

  Julie is originally from France and lived in Morocco, New York, San Francisco, and Montreal before she happily settled down in Oslo, Norway. She holds a Bachelor degree in Economics and Political Sciences from the University of McGill in Montreal and a Master degree in Business Administration from the BI Norwegian Business School in Oslo. She worked as a project manager and business consultant for some years before she decided to follow her passion for wine as a career in 2010. Julie has worked for the largest importers in Norway and has experience with the wine industry across Scandinavia. Her areas of expertise include business development, brand management, and new product development. She recently joined Altia Norway’s management team as Business Development Director. Over the last few years, she has spent considerable time investigating consumer preferences and trends in order to develop and optimise a product portfolio. In her research paper, she analyzed the importance of health on Norwegian women’s drinking attitudes and preferences, and what the implications are for importers and producers. When not traveling, or tasting wine, she can be found boating in the Oslo fjord, practicing the martial art Muay Thai, or simply enjoying cooking and a good glass of wine at home with her husband Thomas.

Research Paper: Norwegian women’s attitudes to health and alcohol: their receptivity to “healthy” wine brands

Alistair Cooper MW

Alistair Cooper

  Alistair was born and raised in the UK. He holds a degree in Modern Languages (Spanish, Portuguese and Latin American Studies) from Newcastle University. After finishing university, a WSET course convinced him to pursue a career in wine. His passion for Latin America took him to Chile and Argentina where he worked for several years for wineries as an export manager. Returning to the UK, he then managed and consulted for wine bars and retail shops, as well as working in on-trade sales for a small specialist importer. Being awarded the Derouet Jameson Scholarship for his WSET Diploma results convinced him to enroll in the MW Study Programme. Alistair is currently consulting and working freelance, judging, as well as writing for wine magazines and hosting private and corporate tastings and events.

Research Paper: The Itata region in Chile: how have the region’s origins impacted its present? An assessment of the opportunities for development and investment in the region

Philip Harden MW

Philip Harden

   Philip studied Economics and History at University College London (UCL) before embarking on a career in investment banking and then latterly as an investment manager for a family office. Philip then swapped the financial world for the wine world, undertaking the WSET courses and then the Master of Wine. A passion for wine morphed into a career of trading and investing in fine wine and consulting on cellar creation and wine investment portfolios. Away from the financial side, Philip’s passion is finding those wines that punch way above expectations and deliver the elegance and quality expected of expensive and famous wines but at a fraction of the price, and he believes there are plenty more out there.

  Research Paper: Did a bubble burst for Bordeaux Cru Classe prices in 2011? What might the future for prices hold?

Ashley Hausman Vaughters MW

Ashley

   Ashley came into the wine industry in 2008 while completing her Masters in English and American Literature at New York University. She moved to Denver, Colorado in 2009 to manage Little’s Fine Wine & Spirits; in 2013, she took a position in import distribution for Old World Wine Imports, which she still represents. Ashley also teaches for the Wine Education Institute and conducts many private and public events through her own education/consulting business – Mistral Wine Co., which she formed in 2014. Former and present clients include Rocky Mountain PBS, Denver Museum of Nature and Science, Alliance Francaise, The Italian Institute and Liv Sotheby’s International. Recently, Ashley was awarded the Commanderie de Bordeaux aux Etats Unis Scholarship for outstanding performance by a North American student in the MW Study Programme. She also serves on the Colorado Wine Industry Development Board, for whom she is Chair of the Legislative and Business Development Committee as well as Secretary. When she is not teaching, selling or drinking wine, she can be found hanging out with her husband and stepson, reading, writing, running, cooking or obsessing over her dog.

  Research Paper: What factor(s) caused a rise in Cabernet Sauvignon acreage throughout the Napa Valley from 1961-1976?

Sarah Heller MW

Sarah Heller

   Sarah is a wine communicator, designer, and consultant. Having worked in New York’s wine trade while getting her degree at Yale, Sarah was then Executive Director of Hong Kong’s Meiburg Wine Media for three years. She subsequently started her own firm through which she consults on Chinese distribution and e-commerce; Asian market-appropriate packaging design, branding and training materials; and F&B wine program design. Sarah is also a journalist, writing for the South China Morning Post, Spirito di Vino and #legend magazines; her videos on Chinese app ShowMuse have 1 million+ views. Sarah regularly judges competitions like the CX HKIWSC and China’s Wine100. She won the 2013 Vintners’ Cup, is an SWE CSS and CSW and a VIA Italian Wine Ambassador.

  Research Paper: Purchasing cues of Millennial Chinese online wine consumers

Tim Jackson MW

Tim Jackson   Since a visit to Chablis in July 1994, Tim has been on a 20+-year journey into wine. That became formalized through WSET Advanced then WSET Diploma with Distinction, including the McNie Tasting Trophy and Hors Concours prizes in 2010. He finally joined the MW Study Programme in October 2013. Throughout that time, Tim has kept books of interesting labels of wines he’s drunk, with associated notes, thoughts and occasionally autographs. Up to book six, he is now progressively uploading these 1,000+ entries onto his new website, winebook.co.uk. Tim is Marketing Director for a specialist mortgage business, but outside financial services marketing, Tim teaches wine through corporate wine tastings and is passionate about bringing the world of wine alive for consumers. This, in part, inspired his research paper topic. Beyond wine, Tim mostly cycles up mountains when the opportunity arises, with Madeira being a particularly tough challenge, and as a retired marathon runner now only runs the Marathon du Médoc, as an efficient way to visit Bordeaux Châteaux.

Research Paper: Elementary consumer wine education: UK market size,characteristics, and significanceto the trade

Continue reading at USATT Blog.

 

 


London Wine Competition To Reward Wines For How They Look, Taste And Cost
10 September, 2017

LWCTo be a real success a wine brand has to be bought by consumers, be it on a supermarket shelf or a restaurant wine list.


The London Wine Competition is being launched to identify and reward those brands and products that consumers actually want to buy, rather than simply recognise good quality wines for their winemaking ability alone.

To be a real success a wine brand has to be bought by consumers, be it on a supermarket shelf or a restaurant or bar's list. The London Wine Competition will single out and highlight the wine brands on sale in the UK and International markets that are truly commercially successful.

All winners in the London Wine Competition will have been judged in three key areas:

Drinkability. All wines will be initially tasted blind to assess their quality and how drinkable they are they for consumers in their target area. The London Wine Competition wants to highlight and reward wines that are enjoyable to drink, not just high point scorers where one glass in enough.

Value for money.  Wines will then be assessed to see how much value for money they are offering their target wine drinkers at that price point.

Packaging and design. As the majority of the wines brands are bought with our eyes, the London Wine Competition will recognise wines that stand out on the shelf, or on a back bar, and will assess how well suited that design or packaging is to their target consumer group.

The London Wine Competition has been introduced to give consumers a clear guide to the wines that are best suited to their tastes and give them maximum value for money. The majority of other wine competitions only judge wines blind and take into no consideration how much it might cost, or even have an idea of what it looks like.

With so many products now on the market, it is increasingly confusing and difficult for all wine drinkers, both enthusiasts and the occasional drinkers, to really know, with any great confidence, what they are buying.

The London Wines Competition has been created to put consumers back in charge. To give them the reassurance that any of the award winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like.

Each of the London Wines Competition winners will receive either a Gold, Silver or Bronze award with separate weighted marks awarded by the judges for the wines quality and drinkability, value for money, and packaging and design.

Sid Patel, CEO of Beverage Trade Networkand the organiser of the London Wines Competition, said: “We all need help when buying wines. There is simply so much choice out there. But at the end of the day, we want to invest our money in wines that we actually want to drink, be it with our partner or our friends. We want to highlight and reward those wines that have the winning combination of drinkability, value for money and that look great too.”

To help identify those wines, the London Wine Competition will work with a panel of commercially focused buyers currently working in either developing new wines for the market or directly involved in buying wine from all channels of the industry.

“Our judges will be making decisions every day about the commercial viability of the wines presented to them,” added Patel.

“We want them to regard the London Wine Competition as an extension to the great work they are already doing in their respective businesses. Together we can help create a selection of the most robust and commercially viable wines available in the world.”

Judging for the London Wine Competition takes place in March 2018 with the winners announced shortly after. Entries for the competition will open for all domestic and international wines on November 1, 2017.

Here is the information on how you can enter your wines in the London Wine Competition.
1. Login or register online
2. Enter your wine details
3. Ship your samples by February 20, 2018

Key Dates:
Registration Opens: 1 November 2017
Warehouse Opens For Samples: 1 November 2017
Registration Ends: 20 February 2018
Warehouse Closes For Samples: 20 February 2018
Judging: March 8 & 9, 2018
Winners Announced: 30 March 2018

Fee Schedule:
£95 from 1 November 2017 to 31 January 2018
£125 from 1 February 2018 to 15 February 2018
£145 from 16 February 2018 to 20 February 2018

Shipping Info:
Please send your wine samples (3 bottles per entry) to Sensible Wine Services (SWS) between 1 November 2017 and 20 February 2018 to the following address:

Sensible Wine Services (C/O LWC 2018)
Unit 10, Dana Trading Estate,
Transfesa Road, Paddock Wood
Kent
TN12 6UT
United Kingdom

Contact: Mr. Karl Franz
Telephone: +44 (0) 1580 715 725
Email: dwwa@sensiblewine.com

Goods receiving time: Monday – Friday 9.00am – 5.00pm.

The wine that arrives after the deadline date will not be accepted and refunds will not be issued.

IMPORTANT:
Clearly label each box of wine using the delivery label, which can be downloaded once you have entered and paid for your wine in your account.
If you send your wines directly to our warehouse, you must tick the option: ‘Duties and Taxes payable by shipped'. If the above is not completed, we cannot guarantee that the wine will not be stopped in Customs and arrive on time for the competition. London Wine Competition is not responsible for tracking the shipping of your wines, please ensure everything is in order before sending your wines.

Import License, Declaration & Duty
All duty, shipping costs, and taxes must be prepaid by the submitter of the samples. Wines must be Delivered Duty Paid (DDP), therefore instruction to complete the import declaration should be given to your forwarder/courier company, please choose ‘shipper accept all charges’ on the documentation provided by your courier company. Submitters should also be responsible for any fees related to the import declaration. Wines cannot be accepted by our logistic partner if the charges associated with shipping have not been paid. Any penalty and additional cost incurred from the non-compliance of declaration requirement in UK will be borne by the Submitters.

Do I Need To Insure My Wine?
LWC and its logistic partner will not take responsibility for wine damaged or lost whilst in transit. In the event that for reasons beyond the reasonable control of LWC, it is necessary or advisable for the LWC to be cancelled, LWC cannot accept any liability whatsoever for any direct or indirect loss of profit, damage or expense of any kind incurred as the result of such a cancellation.

About London Wine Competition:

The London Wine Competition has been created exclusively by the Beverage Trade Network, the US drinks events, services, business and publishing group, dedicated to helping drinks producers and brand owners get closer to the buyers, distributors and retailers that can bring their products to market. It is part of a new wider London drinks awards initiative that also includes The London Spirits Competition.

If you would like any more information then please contact Sid Patel at sid@beveragetradenetwork.com or call USA +1 855 481 1112 or UK +44 0203 8580159


10 September, 2017


How to Make your Spirit Brand Stand Out in Vacation Markets
09 September, 2017

BTN explores how craft distilleries can build brand recognition and increase customer retention through popular travel destinations.

spirit brand

 

When you think of the back of a typical beach bar in a tropical paradise, how does it look? Do the bottles stand out as distinctive brands?Or do they blend together for an effect that says: we have all the alcohol you could want on vacation, and the specifics of what you’ll be drinking doesn’t matter much? Great for the party, terrible for the brand.

In the sleepy Abaco out-islands of the Bahamas there is a brand that has appeared with strength, and as if in an instant: Ole Smoky Tennessee Moonshine. This distillery’s products can be found throughout the islands, and their popularity with the tourist crowd continues to grow.

Continue reading this article at BTN Academy.


Become An Exhibitor Today And Grow Your Distribution
06 September, 2017

USATTCalling all Spirits Brands that are looking to grow distribution in USA 

Apply promotional Code "Spirits" to get $200 further discount by September 15


For any new wine, beer or spirits brand looking to grow their distribution within the U.S. marketplace, the key success factor is being able to grow awareness of their products in the minds of both consumers and potential distributors. And there’s no better place to do that than at the United States Trade Tasting (USATT) Conference, scheduled to take place next year in New York City on May 15-16, 2018.

The 2018 event will build on the success of the May 2017 event, which saw a record number of both attendees and exhibitors. Over a two-day period, over 130 exhibitors from wine regions all over the world had a chance to meet one-on-one with potential distributors and buyers within the Grand Tasting Hall. Overall, more than 1,500 people attended the event in 2017, making it one of the leading trade industry events for wine and spirits brands looking to enter the U.S. market.

For brands thinking about exhibiting in 2018, there are a number of important reasons why it makes sense to secure a space on the main trade floor of the Grand Tasting Hall. There are opportunities to:

—Meet with buyers in a unique face-to-face environment
—Grow consumer awareness of your product offerings
—Showcase your products to purchasing decision makers

2018 Exhibitor Super Early Bird Registration Is Now Open. Secure Your Best Price Now And Grow In Us Market.

Become an Exhibitor!

WHEN
From: May 15, 2018
To: May 16, 2018

WHERE
Metropolitan Pavilion
125 W 18th St, New York, NY, United States

 

 


Why Exhibit At USATT 2018?
22 July, 2017

usatt2018After a blockbuster 2017 show that saw the attendance of over 130 exhibitors and 1,500 participants, the United States Trading Tasting Show is returning to New York City on May 15-16, 2018. With less than twelve months to go until this event, Beverage Trade Network, the organizers of the annual show, is opening up 2018 Super Early Bird Exhibitor Registration. By signing up now, potential exhibitors will receive a more than 30% discount on the overall price.

For participants in the wine and spirits industry looking to meet and connect with potential buyers, the annual USATT trade show has become the preeminent industry event in the United States. Not only do participants have the chance to connect with prominent buyers in the Grand Tasting Hall, they also have a chance to build word-of-mouth awareness of their specific brands throughout the action-packed two-day event.

The USATT 2018 show is already shaping up to be more dynamic and vibrant than the show in 2017, which featured the U.S. premiere of a major new Chinese wine brand, two days of informative workshops, well-attended wine masterclasses, TED-style conference discussions and an active flow of 1,500 attendees within the Grand Tasting Hall, where emerging wine and spirits brands were able to display new and innovative offerings.

The May 2018 show will include a World Whiskey Masterclass, an informative session on the rapidly expanding marijuana industry and hands-on sessions for mixologists, sommeliers and retail store professionals. And, as in preceding years, the event will include workshops led by top industry professionals, who are able to facilitate a real conversation among all tiers of the wine and spirits trade. One workshop (“Distribution Business 101”), for example, will focus on the insights, strategies, and tips needed to grow a U.S.-based distribution business.

For Super Early Bird exhibitors, signing up now means being able to guarantee a place at the premier networking event for wine and spirits professionals in the United States. “At the 2017 event, wine brands from emerging regions such as Portugal, South Africa, and Eastern Europe were able to meet face-to-face with buyers and distributors over a two-day period,” said Malvika Patel of Beverage Trade Network. “Next year, we have even more plans to make this a dynamic, one-of-a-kind show for exhibitors and visitors”

There is simply no better way to get exposure for a new brand looking to grow their distribution in the U.S. marketplace than by attending USATT 2018, and it is expected that Super Early Bird registration will fill quickly.


USATT 2018 Exhibitor Registration Now Open
15 July, 2017

After a blockbuster 2017 show that saw the attendance of over 130 exhibitors and 1,500 participants, the United States Trading Tasting Show is returning to New York City on May 15-16, 2018. With less than twelve months to go until this event, Beverage Trade Network, the organizers of the annual show, is opening up 2018 Super Early Bird Exhibitor Registration. By signing up now, potential exhibitors will receive a more than 30% discount on the overall price.

For participants in the wine and spirits industry looking to meet and connect with potential buyers, the annual USATT trade show has become the preeminent industry event in the United States. Not only do participants have the chance to connect with prominent buyers in the Grand Tasting Hall, they also have a chance to build word-of-mouth awareness of their specific brands throughout the action-packed two-day event.

The USATT 2018 show is already shaping up to be more dynamic and vibrant than the show in 2017, which featured the U.S. premiere of a major new Chinese wine brand, two days of informative workshops, well-attended wine masterclasses, TED-style conference discussions and an active flow of 1,500 attendees within the Grand Tasting Hall, where emerging wine and spirits brands were able to display new and innovative offerings.

The May 2018 show will include a World Whiskey Masterclass, an informative session on the rapidly expanding marijuana industry and hands-on sessions for mixologists, sommeliers and retail store professionals. And, as in preceding years, the event will include workshops led by top industry professionals, who are able to facilitate a real conversation among all tiers of the wine and spirits trade. One workshop (“Distribution Business 101”), for example, will focus on the insights, strategies, and tips needed to grow a U.S.-based distribution business.

For Super Early Bird exhibitors, signing up now means being able to guarantee a place at the premier networking event for wine and spirits professionals in the United States. “At the 2017 event, wine brands from emerging regions such as Portugal, South Africa, and Eastern Europe were able to meet face-to-face with buyers and distributors over a two-day period,” said Malvika Patel of Beverage Trade Network. “Next year, we have even more plans to make this a dynamic, one-of-a-kind show for exhibitors and visitors”

There is simply no better way to get exposure for a new brand looking to grow their distribution in the U.S. marketplace than by attending USATT 2018, and it is expected that Super Early Bird registration will fill quickly.


The New Brand Craft Phenomenon: An Even Better Future
08 July, 2017

During his presentation at USATT 2017 (“The New Brand / Craft Phenomenon”), John Beaudette, President and CEO of MHW, Ltd., emphasized that “The perfect beverage alcohol storm is here.” And that growth is happening around the world, not just in the United States. There has been exploding growth in brands produced in the U.S. and around the world… Anyone connected to this industry in any capacity has a great opportunity to succeed.

 

View his presentation here:https://www.youtube.com/watch?v=0ZxOZYllDCQ&feature=youtu.be

 

 About John Beaudette: 

Since 1995, John Beaudette has been President and CEO of MHW, Ltd. (formerly named Monsieur Henri Wines, Ltd.). From 1985 to 1994, Mr. Beaudette worked with PepsiCo Inc. and its affiliate company Monsieur Henri Wines in the distribution of Stolichnaya Vodka and other wine and spirit brands. During this period, Mr. Beaudette held positions such as Director of Planning for PepsiCo Wines & Spirits Intl. and VP of Finance & CFO of Monsieur Henri Wines, Ltd. Prior to joining PepsiCo, Mr. Beaudette was Manager of Accounting for Somerset Importers, Ltd., US importers of Tanqueray TM, Johnnie Walker TM, and other spirit brands.

He currently sits on the board of directors of The National Association of Beverage Importers Inc. (NABI) in Washington D.C., serving as Chairman and a member of its Executive Committee. In addition to being a well-recognized industry leader, John Beaudette is an international public speaker who has traveled the world, educating suppliers and government agencies about Brand Entry in the US & Navigating the Three Tier system.

 

About USA Trade Tasting:

USATT is an annual show for retailers, sommeliers, bartenders, importers and distributors to network, learn and find new opportunities to grow.

Every year, the USATT Show brings together small and medium-sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Visitor trade registrations are now open.

 

About the Event Organizer: 
Beverage Trade Network (BTN) is a leading online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry. BTN provides a selection of sourcing solutions for importers and distributors as well as an extensive range of marketing and distribution services for international suppliers. BTN also runs a line-up of b2b trade shows around the world. For more information about BTN, please visit www.beveragetradenetwork.com 

Exhibitor Super Early Bird Registrations for USATT 2018 are Now Open. Secure Your Best Price Now And Grow In Us Market.


USATT 2018 Exhibitor Registration Now Open
01 July, 2017

usatt18After a blockbuster 2017 show that saw the attendance of over 130 exhibitors and 1,500 participants, the United States Trading Tasting Show is returning to New York City on May 15-16, 2018. With less than twelve months to go until this event, Beverage Trade Network, the organizers of the annual show, is opening up 2018 Super Early Bird Exhibitor Registration. By signing up now, potential exhibitors will receive a more than 30% discount on the overall price.

For participants in the wine and spirits industry looking to meet and connect with potential buyers, the annual USATT trade show has become the preeminent industry event in the United States. Not only do participants have the chance to connect with prominent buyers in the Grand Tasting Hall, they also have a chance to build word-of-mouth awareness of their specific brands throughout the action-packed two-day event.

The USATT 2018 show is already shaping up to be more dynamic and vibrant than the show in 2017, which featured the U.S. premiere of a major new Chinese wine brand, two days of informative workshops, well-attended wine masterclasses, TED-style conference discussions and an active flow of 1,500 attendees within the Grand Tasting Hall, where emerging wine and spirits brands were able to display new and innovative offerings.

The May 2018 show will include a World Whiskey Masterclass, an informative session on the rapidly expanding marijuana industry and hands-on sessions for mixologists, sommeliers and retail store professionals. And, as in preceding years, the event will include workshops led by top industry professionals, who are able to facilitate a real conversation among all tiers of the wine and spirits trade. One workshop (“Distribution Business 101”), for example, will focus on the insights, strategies, and tips needed to grow a U.S.-based distribution business.

For Super Early Bird exhibitors,signing up now means being able to guarantee a place at the premier networking event for wine and spirits professionals in the United States. “At the 2017 event, wine brands from emerging regions such as Portugal, South Africa, and Eastern Europe were able to meet face-to-face with buyers and distributors over a two-day period,” said Malvika Patel of Beverage Trade Network. “Next year, we have even more plans to make this a dynamic, one-of-a-kind show for exhibitors and visitors”

Learn More: USA Trade Tasting 2018


USATT 2018 Exhibitor Registration Now Open
24 June, 2017

usattAfter a blockbuster 2017 show that saw the attendance of over 130 exhibitors and 1,500 participants, the United States Trading Tasting Show is returning to New York City on May 15-16, 2018. With less than twelve months to go until this event, Beverage Trade Network, the organizers of the annual show, is opening up 2018 Super Early Bird Exhibitor Registration. By signing up now, potential exhibitors will receive a more than 30% discount on the overall price.

For participants in the wine and spirits industry looking to meet and connect with potential buyers, the annual USATT trade show has become the preeminent industry event in the United States. Not only do participants have the chance to connect with prominent buyers in the Grand Tasting Hall, they also have a chance to build word-of-mouth awareness of their specific brands throughout the action-packed two-day event.

The USATT 2018 show is already shaping up to be more dynamic and vibrant than the show in 2017, which featured the U.S. premiere of a major new Chinese wine brand, two days of informative workshops, well-attended wine masterclasses, TED-style conference discussions and an active flow of 1,500 attendees within the Grand Tasting Hall, where emerging wine and spirits brands were able to display new and innovative offerings.

The May 2018 show will include a World Whiskey Masterclass, an informative session on the rapidly expanding marijuana industry and hands-on sessions for mixologists, sommeliers and retail store professionals. And, as in preceding years, the event will include workshops led by top industry professionals, who are able to facilitate a real conversation among all tiers of the wine and spirits trade. One workshop (“Distribution Business 101”), for example, will focus on the insights, strategies, and tips needed to grow a U.S.-based distribution business.

For Super Early Bird exhibitors,signing up now means being able to guarantee a place at the premier networking event for wine and spirits professionals in the United States. “At the 2017 event, wine brands from emerging regions such as Portugal, South Africa, and Eastern Europe were able to meet face-to-face with buyers and distributors over a two-day period,” said Malvika Patel of Beverage Trade Network. “Next year, we have even more plans to make this a dynamic, one-of-a-kind show for exhibitors and visitors”

Learn More: USA Trade Tasting 2018


Why Exhibit At USATT 2018?
17 June, 2017

USATTFor any new wine, beer or spirits brand looking to grow their distribution within the U.S. marketplace, the key success factor is being able to grow awareness of their products in the minds of both consumers and potential distributors. And there’s no better place to do that than at theUnited States Trade Tasting (USATT) Conference, scheduled to take place next year in New York City on May 15-16, 2018.

The 2018 event will build on the success of the May 2017 event, which saw a record number of both attendees and exhibitors. Over a two-day period, over 130 exhibitors from wine regions all over the world had a chance to meet one-on-one with potential distributors and buyers within the Grand Tasting Hall. Overall, more than 1,500 people attended the event in 2017, making it one of the leading trade industry events for wine and spirits brands looking to enter the U.S. market.

For brands thinking about exhibiting in 2018, there are a number of important reasons why it makes sense to secure a space on the main trade floor of the Grand Tasting Hall. There are opportunities to:

  • Meet with buyers in a unique face-to-face environment
  • Grow consumer awareness of your product offerings
  • Showcase your products to purchasing decision makers

There have already been a number of big “wins” for exhibitors from the 2017 show. This year marked the arrival of new, emerging wine regions – including both the Tejo region of Portugal and the Loess Plateau of China. Both of these regions had well-attended masterclasses at USATT 2017. Judging by the positive response, the ability of these winemakers to pour their wines in front of well-informed decision-makers could become the catalyst for their future growth within the U.S. market.

In addition, 2017 saw the arrival of new product offerings that are part of new emerging trends. New hot and spicy liquors, for example, were firm evidence of how consumer tastes are changing within the U.S. market. And the prevalence of so many different products on the trade show floor in 2017 was proof that the USATT is a very welcoming environment for innovation.

And for exhibitors in 2018, there will be even more of an emphasis on getting their brands and products in front of potential buyers. For example, there will be enhanced opportunities for wine and spirits brands to hold events that include pours and hands-on demonstrations. And, in the spirit of innovation, there will be a one-of-a-kind workshop on “Marijuana Money,” which will explore how importers, distributors, and retailers can become first movers in a fast-growing industry.

Ultimately, becoming an exhibitor at USATT 2018 is about becoming part of the conversation surrounding the future direction of the U.S. wine and spirits industry. It is being able to have access to a platform to introduce your brands to thousands of interested buyers. Having a spot on the trading floor and hosting demos throughout the two-day event is the key to building relationships among all tiers of the trade. It’s the key to building word-of-mouth buzz with sommeliers and mixologists, and it’s vital to shaping the brand story you will be using to market your products to buyers.

In 2017, so many of the 130+ exhibitors walked away with a better idea of how to enter the U.S. market. Many exhibitors met with quality buyers at the show and could set up follow-up meetings with them to send samples and discuss distribution. As a result of their attendance, they had concrete, actionable steps to help them build their business and grow their bottom line.

Will you be the next USATT success story in 2018? Click [HERE] for more information on how to exhibit.

2018 Exhibitor Super Early Bird Registration Is Now Open. Secure Your Best Price Now And Grow In Us Market.


Storytelling with Tom First: Advice for Beverage Innovators
03 June, 2017

BTN takes insights from Tom First, managing director of First Beverage Group on facing the challenges and growing your beverage business.

In today’s fast-paced world of beverage innovations and development, competition is fierce and options are endless. This wasn’t always the case, according to First Beverage Group managing director Tom First. In a speech given at the BevNet Live Summer 2016 conference, First remembers the challenges he faced as a budding beverage entrepreneur and gives tips to those facing the challenges of growing their companies in today’s market.

Today, First is the head of First Beverage Group, working with clients such as Purity Organic, Essential, and various craft beer companies. He notes that the crowded alternative beverage landscape of today looks nothing like it did when he got his start back in 1989. Together with Tom Scott, First founded juice company Nantucket Nectars. He describes how he and Scott worked to scale their company even as they were still learning about the beverage industry. One of the biggest lessons? Their first meeting with a distributor—beverage powerhouse L. Knife & Son of Budweiser fame.

 

Humble Beginnings

First laughs about that meeting now, but when it occurred, it was terrifying for two guys who had never even negotiated a contract before. In fact, First had Scott’s father—an attorney—go through the distributor agreement and point out the areas that needed renegotiating. They arrived at the L. Knife & Son headquarters in Kingston, Massachusetts having never set foot in a distributorship before. They stared at the grand marble staircase and two giant Clydesdale statues that greeted them in the entryway. Scott was so nervous that he dropped their sample box, shattering the glass bottles all over the stairs and dripping fruit juice onto the Clydesdales below. And thus, their meeting began.

The two met with Charlie Smith to negotiate the distributor agreement—if one can call what happened during that meeting “negotiating.” First and Scott worked their way down their list of demands, starting with a change in the payment terms. Smith said no. First and Scott agreed and moved on. The meeting proceeded this way through the entire list. They signed the contract and left feeling relieved. On the way out, Smith told the guys that they’d need a POS. First confidently replied that they had that all covered. As he and Scott walked outside, First stopped and said, “What on earth is a POS?” They had no idea what it was.

The world in which Nantucket Nectars began was a much different one than beverage innovators face today. Nantucket Nectars got its start on the back dock of a fish market and raised a total of $2.5M in the history of the company. The two Toms functioned without access to internet and cell phones—technological lifelines that are essentials in today’s business landscape. First, smiles as he remembers perusing the “glass” section in the Yellow Pages to find sources for their bottles and calling up a succession of windshield makers before finally finding what he was searching for.

Most importantly, though, they found themselves in a world where there were few mentors in the beverage innovations industry. There were other large competitors out there such as Pepsi, Snapple, and bottled water companies, but few people that First could simply call up and ask advice. Over time, he met Ben & Jerry, Jim Cook at the Boston Beer Company and Gary Hirshberg. Having relationships with people one can reach out to for perspective, he feels, is incredibly important for a beverage entrepreneur.

Read more: Storytelling with Tom First: Advice for Beverage Innovators


Highlights From USATT 2017
27 May, 2017

IBWSSOn May 16-17, theUnited States Trade Tasting (USATT)event brought together producers, importers, distributors and other industry professionals at the Metropolitan Pavilion in New York. Producers learned more about how to enter the competitive U.S. marketplace, while importers and distributors got an early look at some of the innovative brands and products potentially coming to the U.S. market.


The event, which featured more than 2,000 participants and 138 exhibitors from more than 20 countries, focused on helping emerging brands stand out and differentiate themselves within their product category.


Learning to tell your brand story
As many of the speakers at USATT 2017 pointed out over the course of two days, being able to tell a unique and dynamic brand story is especially important when it comes to attracting new importers, distributors, and retailers. If you’re not telling a unique brand story, you’re making it harder for suppliers and wholesalers to sell your product.

Chris Mehringer, President of Park Street, emphasized that brand differentiation had to be at the core of any marketing strategy. One way to do that is by creating “badge value,” in which brand can serve as a badge for people to communicate who they are and what they want to be.


Jonathan Newman,  Chairman, and CEO of Newman Wine talked about the 10 biggest factors that can help brands get picked up by national chains and large retailers. For example, he mentioned the value of creating point-of-sale (POS) materials that help retailers sell wine, as well as the importance of making the label look right. At the end of the day, the attractive packaging really matters.


Stephen Fahyof the Wine Library emphasized that producers always have to be thinking like a marketer. Wine brands, he said, need to take an activist approach to getting noticed within the U.S. marketplace. That means infusing your brand with passion and enthusiasm. And it also means staying one step ahead of what customers want in the marketplace, “Look for new angles, new perspectives, and new opportunities. Always.”


New and innovative products on display

At this year’s USATT 2017, there were different tasting sessions to help participants explore wines from up-and-coming wine regions. For example, on Day 1 Chateau Rongzi held a public tasting of its highly acclaimed wines from the Loess Plateau of China. This marked the first-ever public tasting of its wines in the United States. And on Day 2, show participants had a chance to attend a master class on the wines of the Tejo region of Portugal.


In the Grand Tasting hall, attendees had a chance to see many of the themes and trends emphasized in the speaker presentations in action. Walking around the buzzing showroom floor, participants could see some of the innovative new products coming soon to the U.S. market – such as wines from Portugal and Eastern Europe (Slovenia, Romania, Croatia, Moldova). premium rum and mezcal drinks from Latin America, spirits with new flavor and taste profiles, and wines and spirits with innovative new packaging.  Some of the brand’s people were buzzing about at the event included Vodquila, Get Hot Tequila, Bira, and LIQS cocktail shots.
Getting educated about how to enter the U.S. market

Read more: Highlights from USATT 2017



 


3 Ways to Use the Bulk Wine Market as Part of Your Marketing Strategy
20 May, 2017

If you are producing a vintage that is in demand in the bulk market, then use these strategies to become a bulk wine supplier. It may not mean that your profits will soar, but your marketing sources will diversify. It is worth giving it a try and seeing if it's right for you.

IBWSS

If you’re looking to differentiate your wine in a crowded marketplace, one place to look for a relatively low-cost, high value-added marketing strategy is the bulk wine market. By tapping into the power of the bulk wine market, you will be able to think beyond the typical bottling and distribution process that leads from your winery to store shelves.

There are three basic reasons why you would want to use the bulk wine market as part of your marketing strategy: it can help you to increase margins; it can help you develop a new positioning or branding strategy for your wine; and it can help to stabilize your existing wine production processes when the overall wine market may be showing signs of weakness.

Understanding the factors of supply and demand

Before going into the details of how to go about using bulk wines as part of your marketing, it’s first important to understand how the bulk wine market works. Like any market, it’s driven by factors of supply and demand. The overall economic environment also matters, because a booming stock market typically leads to booming consumer demand for all varieties of wine (and vice versa). Consumer demand is a highly important factor, because rising consumer preferences for chardonnay, white zinfandel or merlot can send bulk wine prices skyrocketing. But you cannot ignore the impact of supply either, because a short harvest can also push prices up considerably. In the 1990s, for example, prices for Central Coast chardonnay fluctuated widely, depending on size and quality of crop harvests.

Strategy #1: Increase your margins with bulk wines

Given the importance of supply and demand, the goal here is to be a net seller of bulk wines when prices are rising, and a net buyer of bulk wines when prices are falling. Some wineries, for example, purposely produce more than their needs, pick out the best grapes for their own wines, and then sell off any excess in the bulk market. In fact, some California wineries gear their entire marketing strategy to selling on the bulk market. By using the bulk market to sell 90% or more of their wine, they eliminate many of the factors that impact margins – like bottling and distribution. This strategy works particularly well when prices are rising.

Conversely, some wineries choose to become net buyers of bulk wines when they need to augment or blend their own wines. By selling new blends made with low-cost bulk wines, it is possible to boost their overall margins. This strategy is particularly effective with the introduction of new private label wines, where you are able to charge more for a product even when you are using lower-cost bulk wines. This strategy works particularly well when prices are falling.

Continue Reading: 3 Ways to Use the Bulk Wine Market as Part of Your Marketing Strategy


Today's the Day to Leverage At USATT
16 May, 2017

Every year, the USATT Show brings together small and medium-sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Visitor trade registrations are now open.

What's On at the USATT 2017 Show

1. Grand Tasting: Meet more than 130 Exhibitors from 20+ countries who are looking to grow distribution in the US market. These brands are looking to connect with Importers, State Distributors and Retailers of USA.

2. USATT ShowDeals:We’re pleased to announce a new free program for USA Trade Tasting Buyers, called #ShowDeals. USATT Show Deals are the two-day only discounts for attendees of the show from the beverage industry. These are buying opportunities for distributors, importers, retailers and brokers to get real savings with specials and deals offered only at USATT 2017. These offers are limited to USA Trade Tasting attendees and can be redeemed on the trade show floor, 11:00am – 6:00pm on May 16 and May 17, 2017. ShowDeals will be live on USATT website from March 1.

3. USATT Office Hours: In-depth advice and discussion on what are importers and distributors really looking for? (Panel + Q & A).


4. Business Conference:
The USATT Conference is a 2 day event that brings together owners, managers, sales and marketing leaders in the wine, beer and spirits import, distribution and retail industry and helps them learn more about the business, network with other professionals from all areas of the country and exchange ideas and collaborate. The conference will have TED-Style talks where speakers will give you insight into what strategies and standards the industry’s top thinkers are using to shape the marketplace around you.

*Admission to trade & business visitors only. No person under the age of 21 will be admitted. All visitors must be properly attired & present business cards. More info at www.usatradetasting.com
Event Producer: Beverage Trade Network


USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.
 
Every year, the USATT Showbrings together small and medium sized importers, distributors, retailers and press professionals of the US wine, spirits and beer industry in New York City for 2 days of learning, buying and selling, networking and fun — all designed to help participants grow their bottom line. Get Your Visitor Trade Pass Now.


What Content Marketing looks like for Wineries and Breweries
22 April, 2017

It can be difficult to stand out from the crowd when you consider the many millions of accounts that appear on social platforms daily. With over a billion Facebook users, almost 650 million Twitter accounts and then all of the social media in between.

The most vital part of starting a new platform (or advancing your current one), is how you use all of the available information in order to achieve success.
People are on the internet to consume, so don’t be shy in sharing. Start with creating a strategy, because there are millions of potential consumers just waiting to hear what you have to say.

That being said, here are the 5 tips we’re imparting to you to build your brand.

1. Create a Marketing Strategy

Before you do anything, sit down and make a plan of what it is you want to accomplish. Consider how you can use social media to create traffic to your website, blog, and company. Who is your target audience and what platforms do they use with the most frequency? What are your brand’s most popular concepts and how can you use that in order to engage followers? What is your brand identity?

2. Listen & Talk Equally

Social media moves fast, it’s easy to feel overwhelmed by that and start bombarding the platform with messages and images. Don’t fall in to that trap, because people like to feel valued, and they enjoy personal relationships. Take time to engage in two-way conversations, find out what people are looking at, and engage as frequently as possible. If you can answer questions- even better.

3. Quality beats Quantity

It’s easy to get drawn into how many followers you have, but just because they’re following or subscribing doesn’t mean they’re keeping up. So make sure you’re offering something that will engage your audience and keep their interest.

4. Consistency is Key

There are plenty of content creators out there and people have a short attention span. So unless you provide consistent content that engages your audience they will simply replace you. Update your profiles and blogs regularly to ensure that your audience has something interesting to engage with.

Continue Reading: What Content Marketing looks like for Wineries and Breweries


What are the top 5 challenges in Wine Logistics?
15 April, 2017

When it comes to logistics and supply chain management, the two biggest challenges that are consistently brought up are optimization and risk management.  Finding the balance between reducing costs, time and inventory to gain competitive advantage while still protecting business from inevitable supply chain disruptions is no easy feat.  Add in multifaceted regulations, a fragile high-value product, and an international transport carrier environment constantly in flux, and you have the complex world of wine logistics.

 

We can’t talk about this topic without featuring the particular challenges for wine supply chains involving the US.  Now the largest wine consuming country, US beat out France and Italy, with 779 million gallons in 2015 according to the Wine Institute.  It’s easy to see why this is an attractive target market for both foreign and domestic wine producers.

 

To explore this topic further, we turned to JF Hillebrand, an international logistics provider specialized in beer, wines and spirits to provide industry insight on the key challenges and recommendations for the wine supply chain.

 

Getting the Most from each Shipment

 

Wine by nature is a heavy commodity, 1 kilo to 1 liter, and when you add in wine bottles, packaging and pallets in standard ocean equipment, you have two common scenarios.  The available space in a twenty foot container will limit the load tonnage, and in a forty foot container the road weight allowances in the USA will limit the payload.

 

So how about shipping just the wine instead?  Bulk shipping has permitted wine shippers around the world to do just that, shifting the bottles and packaging out of the shipping container and to the destination markets.

 

Innovation in flexitank technology provided shippers a new bulk shipment method, more cost-effective and flexible than existing ISO tanks, which require strict cleaning standards to be met along with unit repositioning to balance the import and export demand.

 

JF Hillebrand’s VinBulk system more than doubles the capacity of a single twenty foot ocean container, safely transporting up to 24,000 liters of bulk wine compared to 10,584 liters of bottled wine.  It essentially transforms a twenty foot standard container into a bulk liquid transportation device or a bulk wine storage unit in the case of JF Hillebrand’s VinStore.

 

Reducing Temperature Risk to Product

To state it simply, wine is a temperature sensitive product.  Exposure to daily thermal fluctuations, extreme heat, cold and humidity in transport affects wine in transit, impacting bottled wines and packing or labels the most.  Given the factors of geography and seasonality in the supply chain, owners have had to determine for themselves what level of risk to take on shipping in dry containers or opting for the additional cost of operating refrigerated containers.

Taking the industry lead for temperature risk assessment on beer, wine and spirits, JF Hillebrand developed VinRoute, a predictive risk management tool.  The internal database of shipping routes and historical temperature and humidity data allows shippers to make informed decisions on container equipment selection.

 

Continue Reading: What are the top 5 challenges in Wine Logistics?

 


Why Distribution Is So Important in Telling Your Story to the Media
01 April, 2017

How Important is distribution before going out to the media with your story?

At the2016 USA Trade Testing Conference, a panel of top media insiders from the wine and spirits industry discussed the role of distribution in helping to tell the story of a new or unknown wine brand. In many cases, they say, it’s a Catch-22 situation: it’s difficult to get broad distribution if you don’t have media attention, but you can’t get media attention if you don’t have distribution in place.

The consensus opinion is that distribution has to happen first, and then you can reach out to the media to help tell your story. As W.R. Tish of Beverage Media Group points out, if a brand wants to get its story out, it has to have some form of distribution in the marketplace. It just “doesn’t make sense” for a trade media publication to tell your story unless there’s some way to access to the wine within the U.S. marketplace.


In other words, if a media publication is going to take the time to learn about you and your brand, it’s going to want a way to introduce its readers to your products. David Ransom of The Tasting Panel and The SOMM Journal echoes this point, emphasizing that “you don’t have to be in all 50 states, but you do have to be in the major markets.” That means a presence in major markets like New York, Chicago, Los Angeles and Seattle. That’s especially true for wine brands reaching out to a national media publication. If you’re targeting a purely regional publication, then you may only need to have access to a few key distributors in your region or areas. However, if you’re telling your story to a national publication – or to an international publication, then it’s vital to have distribution in place.


As Felicity Carter of Meininger’s Wine Business International points out, if you are trying hard to get publicity, but don’t have any distribution, then it’s “a waste of money.” As she notes, it’s “absolutely critical” to have that distribution already set up, especially if you are trying to reach a very sophisticated international audience.To a certain extent, you have to view this from the perspective of the publication’s readers. If they are reading about a compelling wine brand, the first thing they are going to do is find out how they can purchase it to taste for themselves. However, if they go to their favorite wine store or check out online stores, they are going to be frustrated if they can’t find it.


And that, ultimately, will reflect negatively on the publication that just featured your brand. As David Ransom points out, “They may need to re-think why they’re reading the magazine.”
Wanting to get your brand’s story out is a natural inclination, and one that’s shared by any up-and-coming brand. However, there’s a proper sequence of events that has to occur. And, in today’s media landscape, that means lining up distribution first, and then reaching out to top media outlets, rather than the other way around.

Learn more about the USA Trade Tasting conferece here


Discover the Best Ways to Grow Your US Distribution.
25 March, 2017

usattOn May 16 & 17 at the Metropolitan Pavilion, join over 2,000 trade show visitors, that include buyers, importers, distributors and retailers and 132 exhibitors at a high-energy, global wine and spirits business conference in New York City that has been designed to inspire and empower you with the best ideas from all over the world of how to market, sell and grow your business. It’s brought to you by Beverage Trade Network (BTN), the leading platform connecting the global beverage industry.

At a stunning event space in the heart of New York City, you’ll have the chance to meet wine, beer and spirits exhibitors from over 20 countries. At a special two-day Grand Tasting during the event, you can check out the latest offerings from: Black Horse Liquors, Casal Branco, Clos Malverne, Doolhof Wine Estate, Hammeken Cellars, Kingston Estate Wines, Mezcal Nucano, Park Street, Quinta da Alorna, Reynolds Wine Growers, Swiss Mountain Spring and Vodquila.

You’ll also have a chance to network with12 globally-recognized keynote speakers, including top thinkers from Beverage Media, Bevology, International Wine & Spirits Research, JF Hillebrand and Newman Wine.

Here’s what you can expect in New York…

#1: Incredible networking opportunities: You’ll experience two full days of learning and networking with some of the brightest minds in the wine and spirits industry. There will be extensive networking opportunities throughout the event, including USATT Office Hours, where you can have your specific questions answered by experts.

#2: Best-in-class content: We’ve set up a speaker schedule of 12 TED-style talks that will challenge your view of the wine and spirits industry. In addition, we have a full slate of 3 masterclasses, where you can learn more about the wines of up-and-coming wine destinations such as China or Tejo in Portugal.

#3: A peek ahead at new products: One special feature of this year’s show is Unique and Innovative Products (UIP), where you will be able to learn about new wine and spirits offerings before anyone else. Buyers will get a chance to look at new and innovative brands and concepts from all over the world in one dedicated area at the show. Suppliers will get key buyer feedback to help plan their go-to-market strategy.

And it’s all brought to you in New York City, the entertainment and restaurant capital of the world. In addition to all the structured networking events planned for the event, there will be plenty of unstructured opportunities to meet after the show at some of New York City’s iconic bars and restaurants. The show’s location gives you easy access to Chelsea, the Flatiron District, Union Square and Greenwich Village.

See what’s on at USATT 2017.


Here’s why you should attend this conference…

#1: You will learn proven techniques for entering the U.S. market: If you are looking to grow your distribution in the U.S. market, you will have plenty of opportunities to connect with distributors, importers and retailers. Moreover, each of the12 TED-style talks have been geared to the specific needs of brands looking to enter the U.S. market. The focus is on practice, not theory.

#2: You will get valuable feedback on how to speed your time to market: Not only will you get insights from fellow conference attendees, you will also have opportunities to mix and mingle with 2,000+ trade show visitors who are attending the Grand Tasting event. This is a unique opportunity to see what sophisticated New York wine and spirits connoisseurs think of your product.

#3: You will build awareness of your brand: A new free program for USATT exhibitors, called Show Deals, will help you drive more traffic and close more business during the event. Show deals are two-day discounts for attendees of the show from the beverage industry. These specials are only available at USATT 2017 and provide a strong incentive to close business during the event.

#4: You will meet the world’s newest wine and spirits brands: This year’s show is a truly global event, with exhibitors from over 20 countries. As part of our focus on bringing you the very best from all over the world, attendees of the USA Trade Tasting show will also have a unique opportunity to learn all about Chinese wine regions and varietals, including the elegant wines of Chateau Rongzi.

See the agendaand the full speaker line-up at this year’s Conference.

What Makes This Event Unique?

In addition to bringing together some of the most talented and experienced professionals in the wine and spirits industry, the USATT 2017 event offers:

#1: Valuable, actionable content – We have worked with each of the presenters to make sure that their content is specifically focused on practical insights that you can use immediately to grow your business. In addition to session panels, there will be Masterclasses and Office Hours where you will have close one-on-one interaction with top industry experts.

#2: Extensive networking opportunities – As much as this event is about learning and gaining practical insights, it’s also about networking and connecting with importers, distributors, retailers and members of the media. You will walk away from this event with priceless professional connections.

#3: A New York City location – Everything is more exciting in “the city that never sleeps.” New York provides a vibrant, energetic setting for the two-day event. If you want to meet up later with connections you’ve made at the show, you can discuss business at some of the world’s most iconic restaurants.

#4: Full access to the content of the show including EVERY session – We understand that you may want to spend time on the trade floor of the Grand Tasting during part of the show, or may be involved in meetings while some of the sessions are going on. That’s why we will be providing each attendee full access to all of the great content at the event, including video and social media highlights.

#5: A focus on innovation – USATT 2017, in many ways, is a global test marketplace. And this event helps to capture that feeling by offering you early access to Unique and Innovative Products (UIP), as well as an early look at new products available for importers and distributors from over 20 countries.

Plus, did we mention… this event takes place in New York during springtime – perhaps the best time of the year to visit the most dynamic and high-energy city in the world?

Getyour USATT Conference Pass today.


10 Factors in Your Press Release That Will Catch the Media Attention
18 March, 2017

It’s only natural that your distillery is looking for ways to capture the attention of the media. One way to do this is by crafting a high-impact press release that makes your distillery or your spirits brand a very compelling story for that publication’s audience. Here are ten factors in your press release that will catch the media’s attention.


Factor #1: Impact
The facts and events that have the greatest effect on the audience are the most newsworthy. While these facts and events can be specifically related to the spirts industry, they can also leverage existing political, economic, cultural or even technological trends. One big trend, for example, is the emergence of young millennials as an important new class of buyers. So a story pitch that is packaged around how young millennials are using new apps like Distiller to discover your spirits might be a big enough story to attract the attention of the media.


Factor #2: Weight
The significance of a particular fact or event lies in its value with respect to other facts or events. In short, what happens in the alcoholic beverage industry is important – but it’s even more important if it can be related to broader economic trends. For example, during an economic recovery or an economic downturn, alcoholic beverage drinking consumption patterns might change.
Suddenly, a story about a relatively low-cost spirit that delivers beyond its price point might take on new significance as part of a broader economic trend of consumer belt-tightening. For example, a compelling story about the appearance of private label brands in supermarkets to appeal to budget-conscious consumers might work here.


Factor #3: Controversy
Arguments, debates, charges, counter charges and fights increase the value of news. In short, you want your spirit to be part of the conversations that consumers are already having. Thus, consider the current economic debate taking place within the United States about the role of international trade treaties such as NAFTA. That might be the necessary controversy to make a story about spirits from South America (especially Chile) especially compelling.

Factor #4: Emotion
Take into account human interests that touch reader emotions. Ultimately, media publications are in the business of telling stories, and the most effective stories are those that resonate with an audience because of emotion.
This type of press release is especially well-suited for telling the story of the distillers behind the brand. What adversity have them overcome? What makes their story so compelling from a personal perspective? If you can provide great quotes in the press release, this is also very effective.

Read more at : http://usatradetasting.com/blog/10-factors-in-your-press-release-that-will-catch-the-media-attention/

 


USA Trade Tasting 2017 is here!
11 March, 2017

It is our pleasure to invite you to USA Trade Tasting 2017’,a buyer’s only trade tasting and educational conference happening in New York, USA.

 

Register here to get a free entry. SAVE $40 by booking online now. Tickets are $40 at the event registration desk.

 Here is what you can expect at the event:

  • Come along and meet suppliers that are ready to grow their distribution. Taste some great local craft spirits, beers and boutique wines along with products from international producers from Spain, Portugal, New Zealand and France that are looking to grow in Australia. See a  list of our exhibitors: http://usatradetasting.com/en/exhibitors/2017/
  • Network with your fellow retailers, restaurant owners, bartenders, distributors, importers and members of the press.
  • Receive special USATT 2017 trade only pricing and deals from exhibiting brands.
  • For conference registration, please Click Here

What’s On At USA Trade Tasting 2017:

  • Grand Tasting: Meet more than 130 Exhibitors from 20+ countries who are looking to grow distribution in the US market.
  • Keynote Sessions Conference: Conference for Wine, Beer and Spirits Importers, Distributors and Producers. Learn About Sales, Distribution, Compliance and Marketing.
  • Unique and Innovative Products: Showcasing Unique and Innovative Brands from all over the World to US Buyers.
  • Masterclasses: Get advice from the exports in a highly personalized workshop-style class.
  • Office Hours: USATT’s Office Hours sessions give you a chance to talk one-on-one with speakers and mentors.
  • USATT Show Deals: USATT Show Deals are the two-day only discounts from USATT Exhibitors for attendees of the show from the beverage industry.

These are buying opportunities for distributors, importers, retailers and brokers to get real savings with specials and deals offered only at USATT 2017. These offers are limited to USA Trade Tasting attendees and can be redeemed on the trade show floor, 11:00am – 6:00pm on May 16 and May 17, 2017. Register now and avoid $40 gate fee.


Time and Venue:
New York:
Date: Tuesday & Wednesday, May 16-17 2017,
Time: 9:30 AM to 6:30 PM (EST).
Location: Metropolitan Pavilion, New York City, NY, USA.
RSVP for USATT 2017 here.


We look forward to having you there.

 

 

 

 

 

 

 

 

 


Restaurant Owners and Sommeliers to Gather in NYC at USA Trade Tasting 2017
04 March, 2017

Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry, will host the USA Trade Tasting Conference in New York City on May 16-17, 2017.


USATT returns this year, promising to be bigger, bolder and better. Poised to be a one-of-a-kind show on the East Coast, it pulls in exhibitors from over 20 countries making it an attractive show to be explored by restaurateurs and sommeliers alike. The show will take place on May 16 & 17 at the Metropolitan Pavilion in New York City.
Malvika Patel, event organizer of USATT Trade Tasting mentions that there are 3 new concepts being introduced this year that are sure to wow buyers.

1. #ShowDeals

USATT Show Deals are the two-day only discounts offered by exhibitors for buyers attending the show. These are buying opportunities for restaurateurs and sommeliers to get real savings with specials and deals offered only at USATT 2017.

2. Unique & Innovative Products:

USA Trade Tasting will feature ‘Unique and Innovative Products’ (UIP) from all over the world to restaurateurs and sommeliers at the 2017 show. “The idea is to make New York the first test market around the globe for new concepts and ideas related to branded alcoholic products. Suppliers can get key buyer feedback and plan their go to market strategy based on the feedback and initial buyer interest. Buyers will get a chance to look at unique and innovative brands and concepts from all over the world in one dedicated area at the show. Buyers will be able to add unique brands to their portfolios and offer their customers something fresh and new”, Sid Patel,CEO and Founder of Beverage Trade Network and USA Trade Tasting.

3. Office Hours:

USATT’s Office Hours sessions give you a chance to talk one-on-one with speakers and mentors. These are real business owners with years of experience in running an operation successfully. Retailers and sommeliers can pose questions about the challenges they face in running their enterprise and how to overcome these.

4. Sommelier Direct

iSanté magazine and USA Trade Tasting have partnered to provide restaurateurs with an innovative sales solution that gives direct access to wine brand owners.

Leveraging the strengths of the USATT Direct platform and the influence of iSante Magazine’s network, on-premise markets will be able to access a wide range of brand owners from around the world like never before.

“The market has always needed a program like this in place,” said USA Trade Tasting President, Sid Patel. “Building relationships across multiple tiers has been something of a nightmare for international suppliers and one of the biggest problems for wine brand owners is generating trade interest on the ground. Both USATT and iSanté have been working tirelessly to connect the global retail trade, and we believe our partnership is a big step forward. For restaurant owners to finally be able to seamlessly source new products directly from the supplier is huge.”

For restaurant owners and sommeliers, the partnership will allow them to change the way they look at sourcing new brands. Because the USATT direct program is structured in such a way that allows them to work with any international brand, it will also give them a much needed increase in variety to consider.

It doesn’t end there. There are many more reasons for you to attend USA Trade Tasting this year.

The USATT Conference has topics designed specifically to cater to restaurateurs’ and sommeliers’ interests.

In the presentation ‘The New Brand / Craft Phenomenon: An Even Better Future’ by John Beaudette, President and CEO of MHW, Ltd he will talk about the how the new age of the beverage industry affects you. He will focus on how brands and craft beverages are changing the market and can help restaurateurs and sommeliers grow their bottom line.

How to Win Retailers and Influence Them with Effective Merchandising and Programming by Richard Halstead, Chief Operating Officer, Wine Intelligence
is about the merchandising programs that work and work well for retailers, restaurateurs and sommeliers.

Restaurateurs and sommeliers will get the unique opportunity to network, connect and exchange ideas with thousands of beverage professionals in one location.

So don’t wait any longer. Take your networking to the next level at USA Trade Tasting:

Step 1: Watch a videothat shows why you should get involved.

Step 2: Visit the ‘What’s On’ page to see the exciting events and features at the show.

Step 3: Register todayfor your free Trade pass, for a limited time only.


Royal Comfort to debut Chateau Rongzi wines by Iconic Winemaker Jean Claude Berrouet of Petrus fame.
02 February, 2017

On May 16 & 17th, the attendees of the USA Trade Tasting Show will have a unique opportunity to be one of the very first people in the United States to sample these elegant wines. 

Jean Claude Berrouet is known for being a “classicist” winemaker and making wines that are balanced and represent their origins.   With his partnership with the Chateau Rongzi team that has truly been accomplished.  These wines are balanced; pairs very well with a wide range of cuisines and simply delicious!

Jean Claude Berrouet spent a year in the Loess Plateau in Northern China working with the Chateau Rongzi team to ensure that the final product showcased the unique terroir of the region. 

Chateau Rongzi has 14 wine shops as well as numerous retail partners throughout China that have been able to provide these wines to the fast-growing wine consumers in China.   They have chosen to partner with Royal Comfort to debut these fantastic wines in the United States at the USA Trade Tasting Show. This will be a tremendous opportunity for prospective distributors to add these remarkable wines to their portfolio.

About Royal Comfort LLC: Royal Comfort is a wine distributor focusing on China.  The company’s goals are to share the fantastic wines of the Pacific Northwest with the rest of the world as well as bring the uniqueness of China to the US market.  Royal Comfort also believes in educating wine consumers and have led/sponsored numerous classes in China to educate the rapidly growing wine market. 

About Beverage Trade Network:  Beverage Trade Network (BTN) is an online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry.  BTN provides business and sourcing tools for industry buyers and brokers as well as an extensive selection of services for suppliers to drive brand awareness and expand distribution.  For more information on BTN, visit their websitewww.beveragetradenetwork.com  

About USA Trade Tasting: USA Trade Tasting (USATT) is an annual trade tasting and business conference, open to trade professionals only, which takes place in New York City, USA. USATT showcases exciting wines, beers and spirits from all over the world to USA importers, wholesalers, distributors, retailers and press.   For more information on attending the USA business conference or how to exhibit at USATT, visit their website www.usatradetasting.com.

Mark Wong

Royal Comfort LLC

(503) 781-1695

markw@royalcomfortdisributors.com


Why Distribution Is So Important in Telling Your Story to the Media
28 January, 2017

At the 2016 USA Trade Testing Conference, a panel of top media insiders from the wine and spirits industry discussed the role of distribution in helping to tell the story of a new or unknown wine brand. In many cases, they say, it’s a Catch-22 situation: it’s difficult to get broad distribution if you don’t have media attention, but you can’t get media attention if you don’t have distribution in place.

 

The consensus opinion is that distribution has to happen first, and then you can reach out to the media to help tell your story. As W.R. Tish of Beverage Media Group points out, if a brand wants to get its story out, it has to have some form of distribution in the marketplace. It just “doesn’t make sense” for a trade media publication to tell your story unless there’s some way to access to the wine within the U.S. marketplace.

 

In other words, if a media publication is going to take the time to learn about you and your brand, it’s going to want a way to introduce its readers to your products. David Ransom of The Tasting Panel and The SOMM Journal echoes this point, emphasizing that “you don’t have to be in all 50 states, but you do have to be in the major markets.” That means a presence in major markets like New York, Chicago, Los Angeles and Seattle.

 

That’s especially true for wine brands reaching out to a national media publication. If you’re targeting a purely regional publication, then you may only need to have access to a few key distributors in your region or areas. However, if you’re telling your story to a national publication – or to an international publication, then it’s vital to have distribution in place.

 

As Felicity Carter of Meininger’s Wine Business International points out, if you are trying hard to get publicity, but don’t have any distribution, then it’s “a waste of money.” As she notes, it’s “absolutely critical” to have that distribution already set up, especially if you are trying to reach a very sophisticated international audience.

 

To a certain extent, you have to view this from the perspective of the publication’s readers. If they are reading about a compelling wine brand, the first thing they are going to do is find out how they can purchase it to taste for themselves. However, if they go to their favorite wine store or check out online stores, they are going to be frustrated if they can’t find it.

 

Continue Reading:Why Distribution Is So Important in Telling Your Story to the Media

 


Get Ready for USA Trade Tasting 2017
23 December, 2016

usatt1If you’re hoping to grow your beverage brand by breaking into the U.S. market, your mission is twofold. First: get your product in front of distributors, retailers, and importers. Second: learn as much as you possibly can to fine-tune your marketing strategy, tweak your product and packaging, and craft your communication to importers and distributors.

 

The United States Trade Tasting Conference provides a platform for you to do it all. Held May 16th and 17th, 2017 at the Metropolitan Pavilion in New York City, the show will bring together wineries, breweries, and distilleries with small- and medium-sized importers, retailers and distributors from the tri-state area, as well as press professionals. Brands that are hoping to grow their distribution in the U.S. will have a platform to show off their product, as well as network with others in the wine, beer, and spirits industry.

Brought to you by the Beverage Trade Network, the USATT 2017 will also feature talks by influential industry heavy-hitters, making it a great way to soak up knowledge from those who have figured out the formula for success in the beverage industry. From a lineup of presentations given by industry leaders at the conference to a Q & A session with experienced mentors, USATT is ideal for those who are serious about growing their brand.

 

Looking Back at 2016…

 

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The inaugural USA Trade Tasting Conference in 2016 was an immense success. It featured 180 exhibitors that included organizations from around the world. Wine brands from France, Italy, Australia, Portugal, and other leading wine-growing countries were featured. Attendees also got to taste and experience an assortment of spirits, craft beer, and cider brands. The response was immense, with over 2,000 people in attendance.

 

“We are extremely pleased with the response we’ve received from the exhibitor’s at USATT’s inaugural event,” said Sid Patel, CEO of Beverage Trade Network and Director of USA Trade Tasting. “The quality of the exhibitors and the satisfaction of the visitors has set the bar extremely high for years to come.”

 

In addition to giving beverage brands the ability to exhibit their products and network, USATT 2016 featured the wildly popular Brand Pitch Sessions, which gave importers and distributors the chance to experience emerging brands that are entirely new to the U.S. market.

 

Attendees were also able to attend master classes on topics such as whisky, the wines of South Africa, as well as one presented by the New York Wines Organization.

 

Topping it all off was the BTN Educational Conference. Chock full of presentations by experts in beverage sales, distribution, and marketing, the conference hosted a wealth of information for companies determined to grow their brands.

 

…And Forward to 2017

The United States Trade Tasting Conference 2017 promises to be two days of learning experiences, buying, selling, networking with industry peers, and having fun. Here’s an overview of what you can expect from USATT 2017.

 

Grand Tasting

The best way to introduce your product to buyers is by giving them a taste, so a presence at the USATT Grand Tasting is a must. Conference attendees will meet beverage innovators and get the chance to taste products from 132 tasting stations. Each setup includes all you need to conduct a tasting; simply bring your product, sample cups, a roll-up banner, and marketing materials to make your table your own. More details about the Grand Tasting are available here

 

Unique and Innovative Products Pavilion

UIPPHow will buyers in the U.S. market react to your new product? The Unique and Innovative Products Pavilion gives you the opportunity to find out. This new area at the show provides a platform for suppliers to get market feedback on their branded alcoholic beverage products.

 

New York is an ideal test market for innovative new products and an excellent way to asses buyer interest. On the flip side, it’s also a fantastic opportunity for buyers to be the first ones to discover interesting new products and bring them to their customers. Learn more about the Unique and Innovative Products Pavilion here

 

 

 

Conference

 

USATT is about more than just putting your product out there; it’s also about learning and gaining valuable insight from industry leaders.The USA Trade Tasting Educational Conference features presentations on things like marketing, sales and distribution.From growing your brand to crafting the perfect marketing strategy, the content presented here will inspire you and help you see things from a new perspective. It will also give you the chance to network and exchange ideas with others in the industry. Follow this link to find out more about the USATT Educational Conference.

 

USATT Show Deals

USATT Show Deals are the two-day only discounts from USATT Exhibitors for attendees of the show from the beverage industry. These are buying opportunities for distributors, importers, retailers and brokers to get real savings with specials and deals offered only at USATT 2017. These offers are limited to USA Trade Tasting attendees and can be redeemed on the trade show floor, 11:00am – 6:00pm on May 16 and May 17, 2017.

 

Office Hours 

usattofficehours

 

USATT’s Office Hours is a Q & A session with speakers and mentors who can give you valuable advice on how to best market your new brand. They’ll help you understand things from the perspective of importers and distributors, explaining expectations for new brands and how you can best make an impression during your introductory communication with them. Learning from experienced mentors who can show you the ropes and help you avoid pitfalls is priceless when you’re starting out in the beverage industry. Let them show you the path to success.

 

This year’s Office Hours session will be moderated by Steve Ray, who has more than twenty years of experience in the beverage industry. He is the President of Bevology, a marketing consulting company that specializes in wine and spirits. For more information on the Office Hours session and Steve Ray, click here.

Register Now to be a Part of USATT 2017!

If you’re a domestic or international winery, a craft brewery, or a distillery who would like to meet with and get your product in front of U.S. distributors, retailers, and representatives from the press, USATT is the ideal opportunity for you to do so. It’s also an invaluable source of beverage industry education that can help you create a strategy to get ahead and grow your brand faster. Whether you wish to trade, network, or educate yourself, check out the USATT website for more details on attending and exhibiting.

 

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Suppliers Tool Kit: Must Have Support Tools For Your Importers and Distributors
17 December, 2016

The following are some basic tools that every distributor would find useful weapons in the on-going battle to gain territory in on- and off-premise markets

Distributor Support Tools for Beverage Business

In an ultra-competitive wine and spirits market in the U.S., distributors need effective support tools from importers to help ensure that their brands can get new product placements and retain them on retailer shelves and restaurant lists over time. The following are some basic tools that every distributor would find useful weapons in the on-going battle to gain territory in on- and off-premise markets.

Price Sheet

This should be a complete listing of wholesale pricing to on- and off-premise accounts, frontline (one case) to deepest and best deal, which is usually a ten-case price. Sometimes, value wines will have several levels of deeper deals, like a 28-case (half pallet) or 56-case (full pallet) price. Frequently, top-level wines will either have only a frontline price or one level of discount, a two- or three-case deal. Typically, these will be wines imported in limited quantity, like Grand Cru Burgundies, First Growth Bordeaux or Cult Cabernets.

Continue Reading : Suppliers Tool Kit: Must Have Support Tools For Your Importers and Distributors

 

 


Hot Wine Categories for the 2016 Holiday Season in the USA
18 November, 2016

Which wine categories are perennial crowd pleasers and which others are becoming favorites for the upcoming Thanksgiving, Christmas and New Year’s Eve day? Here are some of the wine categories that wine bloggers, critics and sommeliers are choosing this holiday season.
 
Category #1: Riesling

Hot wine categoryWine CategoriesA number of top sommeliers are recommending Rieslings for the holidays. For example, Katie Spigner of The Catbird Seat in Nashville recommends the Dr. Von Bassermann-Jordan Trocken Riesling from Pfalz, Germany. At just $17, it’s an affordable, versatile Riesling that you can take anywhere, mostly because it will pair with both heavier and lighter dishes.
And just because many of the best Rieslings are from Germany doesn’t mean that the U.S. doesn’t offer a number of top wines in this category. One Riesling selected by Gayot.com as one of the best wines for the holidays is Brooks Winery Tethys Riesling from the Williamette Valley, Oregon. It’s pure “liquid gold” that’s both rich and fruity.


Category #2: Wines from Sicily


When you think of Italian wines, you probably don’t think of Sicily. But the wine-growing region near Mt. Etna now produces some stellar wines. According to Jack Mason, sommelier at Marta in New York City, one Sicilian wine worth trying for the holidays is the 2012 Sciaranuova from Passopisciario. At $60, the wine is similar to a premier cru red Burgundy at a slightly more affordable price. Plus, there’s a great story behind the wine – it’s grown at a height of over 850 meters from 80-year-old vines.

 

Continue Reading: Hot Wine Categories for the 2016 Holiday Season in the USA


Register Before 10th Nov at USA Trade Tasting and Get a FREE BTN Annual membership ($249) + SAVE $500
05 November, 2016

Looking To Grow Distribution in USA?


Then get involved with the USA Trade Tasting 17. Book your exhibitor spot by November 10 and get early bird pricing benefits plus BTN membership valued at $249 included in your exhibitor pricing.


Your BTN membership will give you full access to all the BTN articles, webinars, buying leads and consultants.
USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. Meet Importers, State Distributors, Retailers and Press of USA in New York City.

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Only 3 Days Left To SAVE $900 & Get Early Bird Rates For USA Trade Tasting
28 October, 2016

Book your Exhibitor Spot by October 31 and Get 1 Complimentary Conference Ticket valued at $400 included + Save $500 in Exhibitor fees. Get Your Best Pricing Now.

If you are looking to grow your distribution in US market, USA Trade Tasting is the perfect platform to help you connect with state distributors, importers and retailers of USA. The event is B2B ONLY helping brands connect with buyers of USA.

The fair will be backed by the USATT Conference, the comprehensive educational convention where influential market-leaders offer key strategic insights useful to up-and-coming brand owners and vetted industry experts alike.

WHAT'S ON AT USATT
—Trade Floor
—Conference Sessions
—Workshops and Masterclasses

LIMITED EXHIBITOR SPOTS LEFT
The event will be limited to 130 exhibitors. Book your spot by Oct 31 and get complimentary conference ticket included + save with early bird pricing.

Register Hereto reserve your spot.

Leran more on how USATT can help you grow your distribution here

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How to Disrupt the US Drinks Market With Non-Traditional Marketing
22 October, 2016

drinks

Practical advice on 4 strategies to capitalize on emerging trends in the American wine and spirits business:

In conversation with Steve Raye, President of PR and marketing firm Bevology Inc that helps brands enter and grow in the US market, we discover how young millennials are affecting and changing the wine market with current behavioral trends and how to follow suit.

Young millennials are completely changing the rules of the marketing game for wine importers and distributors. What are these changing consumer trends?

• They are driving a trade-up to higher priced wines, with the most growth in the $12 - $15 and $15 - $20 segments.
• They behave very differently from previous generations
– Seek out what’s new and different (to them)
• Moscato, Prosecco, Red Blends
– Very open to imported brands, and particularly New World wines.
• They don’t get their information from magazines, they get it on their smartphones and from online resources and their social networks.

As opposed to the common strain of thought, millennials are not focused on entry-level wines. They want to drink good quality wine that is rated well and are prepared to pay higher prices for it. This is a sweet spot for producers where they can really make some margins.

The encouraging news is that millennials are a lot more willing to try and experiment with new brands and varietals. Gone are the days when a supplier or an importer with a relatively unknown product stood little or no chance of gaining traction in the U.S. market. That’s because millennials don’t put as much stock in the value of “experts” – they’d rather trust the opinions of their friends and peers on social media. And that also makes them much more accepting of wines like Moscato, Prosecco and red blends that experts may not cover. If their friends are “liking” it on Facebook, they might just consider buying it.

Now that they have become the largest wine-consuming cohort in the world, these 77 million millennials are forcing importers and distributors to re-think their traditional marketing strategies.

As Steve Raye suggests, the way young millennials learn about wine and then purchase this wine is fundamentally different from how Baby Boomers learn about wine and then purchase it. That’s disconcerting for long-time industry veterans, who may be scrambling to adjust to the new innovations of the social media and mobile worlds, but also exhilarating.

Continue Reading: How to Disrupt the US Drinks Market With Non-Traditional Marketing


BTN Interview The World’s Best Sommelier on What Makes a Great Profitable Wine List
14 October, 2016

Arvid Rosengren – recently crowned the world’s No. 1 Sommelier has worked hard to get here, bettering himself continually with theoretical learning and blind tastings. If you think it is easy to become a sommelier and rank the first in the world at that, think again! It involves naming cryptic grapes that make up a Bulgarian wine, naming Germany’s wine regions in reverse-size order and not the least – pleasing your customers’ requests, especially in delicate situations.

In an interview with Decanter magazine, he mentioned that one of the important lessons he has learnt as a sommelier is to be humble and listen to his guests. And humble he has stayed. Arvid, born in Sweden, lives in SoHo and works as a Wine Director at Charlie Bird, which he describes as having a “fun and friendly atmosphere”, just his kind of place. Here, they wear sneakers with button-downs, listen to hip-hop and drink old wines.

One of the most important tasks for a wine director is creating and managing a restaurant's wine list. But what sets apart a just-ok list from a great one? How does a wine director go about choosing wines and making an incredible list, one that also works on the bottom-line?

BTN catches up with Arvid Rosengren for his insights on how he does this successfully for Charlie Bird.

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BTN: Does a more comprehensive wine list and giving more options to the restaurant-goer generate more wine sales? At the same time does this create inventory issues for the restaurant?

AR: It's a balance issue. It certainly depends on the size of the restaurant and turnover of inventory of course, but I prefer working with a small-mid size wine list, something in the realm of 80-200 wines, enough to make it diverse and interesting, but not so huge that it overwhelms and even scares guests off.

BTN: What factors do you consider to ensure that the wine list is increasing profits for the restaurant? Should a restaurant constantly look to increase profit margins as well?

AR: I prefer to focus on profit over percentages, moving through the expensive segments of inventory and reinvesting for the future (maturing wine offsite that can later be sold more profitably). Hence, pricing of wines is on a completely individual basis. Also, restaurants have to realize that guest are savvier these days, with multiple tools (apps, websites etc.) at their fingerprints to figure out what "fair" pricing it. Overpricing and catering to suckers simply isn't going to work for much longer.

BTN: Staff training: how do you do this and how is this connected with sales?

AR: We tend to do this on a very organic and individual base, focusing on those employees that show true interest and dedication. Since we always have sommeliers on the floor, there is no need for a server to know all that much. If they want to, we support them and do not discourage them from making sales.

Continue Reading: BTN Interview The World’s Best Sommelier on What Makes a Great Profitable Wine List


How To Grow Your Blog: Tips For Wineries, Distilleries and Breweries
08 October, 2016

Looking to grow your blog? Looking to convert your visitors into buyers? Here are the right steps you can take to make your blog a greater success.

First and foremost, it is important to understand that successful brands have distinct traits that allow them to set themselves apart from the rest. Under the beers, wines and spirits umbrella competition has never been fiercer. That’s why it’s vital to your brand to assess what makes you different from everyone else out there.

There are a number of steps you can take to make your blog a greter success..

1. Consumer Knowledge.

Successful brands have a deep understanding of their target demographics, what they’re interested in, what they like, what they dislike, the best style of communication to use with them and the best medium to reach them through.  Use this knowledge to craft both your products and your content to appeal to their tastes.Here is an example of how Flawless wines uses its content to engage specifically with chefs and sommeliers.

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2. Uniqueness


You don’t need to invent a new type of alcohol in order to be unique. You could use unique packaging whether it is the label or the container, original content or a unique offering that you may have in your product range. It could be a unique flavor or perhaps you follow an unconventional production method. You may choose to provide a brand promise of some description, or you have another niche selling point.  Use your USP to tell your brand’s story on your blog, to build it’s appeal, to stand out from the crowd and to carve a lasting impression on the reader’s mind.


Here is one great example of how Mirabeau Wines created a unique content strategy that was different from common wine blog content. First, they set up the groundwork for a successful campaign with a strong story that the universal wine lover could associate with – one about a family, a dream and the devotion to quality wine. They used their family's new adventure into the world of wine making as their main pivot to the marketing campaign while also highlighting their ambition to produce one of the top Rosés in Provence.

Continue Reading : How To Grow Your Blog: Tips For Wineries, Distilleries and Breweries

 


Marketing Manifesto for Wine and Spirits
24 September, 2016

Here’s a distilled version of things I’ve learned to be true in marketing wines and spirits in the U.S

1. Distribution: It’s not about placements it’s about RE-placements

  • Distribution on-and off-premise is a good absolute number, but the ratio of total distribution to number of accounts that have reordered gives more insight into how the brand is really doing.
  • Reorder rates: This is the key metric which tells you whether the product is moving at the point of consumer purchase.


Tips: if you run a distribution-build program with anything less than 3 bottles per placement minimum, you might be doing yourself more harm than good…generating distribution that won’t move.


2. Don’t market to empty shelves

Before you start consumer promotions, make sure you’ve developed sufficient distribution such that consumers can actually buy what you are promoting.

Tips: You must have a where-to-buy function on your Facebook page and website. That does double duty…it not only allows your consumers to actually buy the product you’re promoting, but it also is a powerful sales tool to let retailers know you’re helping to drive traffic to their store/bar/restaurant. 2) Always target and work with at least one aggressive e-commerce retailer in every market… It will allow you to sell your products to consumers in states where you don’t have a distributor on board.

3. Get it in, and then Get it OUT

Building distribution is one thing, but it has little value if you haven’t coupled that with consumer marketing and promotion to move the product through and generate reorders at retail. Tip: in today’s hyper-competitive environment you need to prove your case commercially by yourself before you can convince others that it will sell through for them.

4. Help the importer and distributor do their jobs:

  • Tell the trade what you’re going to be doing via trade advertising, PR and newsletters
  • Drive consumer demand via advertising, promotion, social media etc all.


Tip: Add a trade component to all consumer promotions so that the on and off premise accounts you have distribution in recognize you’re the one sending them customers and helping grow their revenue and margins.

5. Target Audience:

You can’t be all things to all people. Determine your target audience and focus on it precisely, comprehensively, consistently and relentlessly. Rinse and repeat.

Tip: it’s just as important to determine who’s NOT your audience as well as who is.

6. Triage by “Must,” “Should,” and “Could.”

It’s easy to be seduced by great ideas, but it’s your job to recognize that great ideas are only great if they are on-strategy. We like to break things into three categories to really simplify decision-making:

  • What Must we do?: Things that absolutely, positively have to be done; without them nothing else will work.
  • What Should we do?: Things that are on-strategy and will help the brand, but only to be funded after insuring that all the “Musts” are funded and fielded effectively.
  • What Could we do? Usually these fall into the category of unsolicited offers for sponsorships, events etc. We recommend you consider these only after all the Musts and the most cost-effective “Shoulds” are taken care of.


Tip:  Make sure your strategies mesh with target audience behavior. You must use different tools to reach Millennials vs. Boomers.

Read more : Marketing Manifesto for Wine and Spirits


20 Hot Wine Apps and Website in USA that Wineries Can Leverage Upon
17 September, 2016

For a winery, the ability to leverage websites and apps to sell wines is like a dream come true. Not only can winery grow their sales but those channels also allow winery to support their distribution system by getting their wines to more consumers and channels where traditional distribution is not there. Here is a list wine websites and apps that wineries can leverage from:

Snooth Wine Pro :

The Snooth Wine Pro appis a companion to Snooth.com which is the world’s largest wine website that will change the way you experience the world of wine. Snap a picture of a wine label and we’ll find it in our extensive database of over 1 million wine records. Find your notes, along with critics’ scores, other wine lovers’ ratings, and price listings from local retailers. The app will automatically sync all your data to Snooth.com for easy access wherever you are. This app is highly rated and very easy to use. You can take a picture of a wine and compare prices, quality over 12,000 merchants worldwide.

AGWine:

AG Wine app– Wine Apps is rated number 1 for wine education by FOOD & WINE magazine. Approach Guides takes an in depth looks at a wine region’s grapes, appellations, and vintages to help you discover wines that meet your preferences. Approach Guides is the only app recommended for casual wine drinkers and professionals. Approach Guides is a source of clear, unbiased information that helps them understand, appreciate, and discover new wines. AG wine is a premium app for learning about wine.

Drync:


With the help of Drync app – Wine Apps you can shop, browse, scan and learn about wine. Drync is having more choices of wine the any other app have. With the help of this app you can find wine by style, region and grapes. You can also get expert advice and recommendation from Drync team. You can everyday see the new wine which are adding and rating of it. You can also add your own comments, reviews and tasting notes. This app also helps you with the shipping of wine at your home.

Continue Reading: 20 Hot Wine Apps and Website in USA that Wineries Can Leverage Upon


Five Factors That Help A Sales Rep Decide to Move On
09 September, 2016

One of the biggest challenges that small and medium sized importers and distributors have is retaining their sales reps. In this article, BTN highlights 5 main factors that you can work on to retain your sales reps.

five factors

Today’s job market for the wine trade is bustling. With plenty of competition, there are both plenty of new positions and sales reps to fill them. Sales reps work in a territory that may be in a competitive major market, in one of the country’s perpetually sprawling suburbs, or in a secondary market whose reputation is on the rise. If the rep’s company does not give the rep proper tools to compete, or does business in a manner that’s stuck in the old ways, or is inefficient in automating key processes, it can have a negative impact on the rep.

Sales have enough challenges, reps don’t want to also fight against the way their company does business just to make a sale. After two to three years of hard work for a small or medium-sized importer or distributor, some sales reps look for better opportunities with potential for strong monthly sales. Sales reps want long-term potential and a solid career path.

Here are some factors that contribute to helping sales reps decide to move on:

1 Collecting Checks and Not Being Focused

Some importers and distributors ask sales reps to collect checks. It’s not best practice to make a sales rep responsible for collecting checks. As with professional services, it’s better to keep clear separation between seller/provider and collector. This protects the sales rep from being perceived as “the bad guy” and encourages customer accounts to form a relationship with a number of people at the importer or distributor, not just one. A rep retrieving a check should always try to leverage a commitment for a meeting in return for the favor, but often this isn’t possible. Collecting checks is precious time spent on activity that is not sales related. Good sales reps can’t afford to waste time, their most valuable resource. By definition, each workday is non-renewable, a one-time opportunity. Any good company knows this. Effective sales reps must focus on developing and implementing a strategic plan to establish as many strong growth-potential accounts as possible. All activity outside this parameter should be seen as unnecessary.

2 It’s Faster and More Efficient on the Web

Smart, aggressive and younger-thinking importers and distributors are taking advantage of the innovative thinking behind services now available on the Internet to claim a larger market share. Sevenfifty.com has a range of tools that makes a sales reps life much easier. Using this vendor, reps can make up tasting sheets for sales meetings, keep records of which products they’ve tasted at which accounts, and send links to sell sheets on producers and specific wines. Some importers and distributors still producing static printed materials continue to struggle. Web vendors like Paypal can handle invoice payment quickly and efficiently. It’s unnecessary to mail a check and wait longer for arrival. Similarly, a wire transfer, ACH transfer, or direct deposit into an importer/distributor checking account can quickly pay a past due invoice. Companies that continue to rely on “snail mail” put sales reps at a disadvantage because the rep must wait until payment is received and processed to sell to the account with the past due invoice.

Continue Reading: Five Factors That Help A Sales Rep Decide to Move On


A Community Of Beer, Spirits and Wine Importers and Distributors Announced
03 September, 2016

Welcome to Beer, Spirits and Wine Importers and Distributors community group. This is a group where you can ask any questions about sales, marketing and distribution about the US market and we will try and answer that for you and involve experts to help answer that question. We also aim to connect you all with each other so you can network and grow. Please don’t promote your brands or services, lets try and ask questions or share some insights or information that you think will be beneficial to other members. Thank you and hope we all can stay connected here.

With the launch of office hours at USA Trade Tasting, we will bring forward the questions and discussions of the facebook group at the conference.

 
USATT’s Office Hours sessions give you a chance to talk one-on-one with speakers and mentors. We bring in dozens of experts so you can get targeted advice on everything from sales and distribution to operations and management.


Get the conversation started and ask your beer, spirits and wine importers or distribution business question here.

 

Learn More: A Community Of Beer, Spirits and Wine Importers and Distributors Announced

USATT

 


5 Must-haves On Every Wine List
26 August, 2016

Sometimes, the most challenging task as a sommelier is being asked to design a small wine list.

Trying to come up with a ‘complete’ list of wines with only 10 or 15 labels is significantly harder than compiling a list of one hundred labels.

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When designing a small list, it is vital that the entire floor staff is well-versed with each wine and able to speak about them to diners accurately and passionately. A small list also means that that the staff can taste each wine (which is something that might not always possible with a larger list) and training your staff on the high notes of the winery’s story as well as the tasting experience should be a priority. You want to ensure that there is something there for everybody, which often means including a variety of styles in both value and icon categories, so use the feedback of your staff to evaluate your selection accordingly.

The low cost of inventory, flexibility to list a few ‘quirky’ wines and the ability to make changes easily when a suppliers’ stock (inevitably) runs out are also some very important advantage of keeping a small list. With the advent of wine preservation systems like Coravin and Enomatic, the possibility of serving each wine by the glass can also be considered.

Here are 5 styles that should be present on every small wine list.

1. Bubbly: Good quality sparkling wine. It makes a great aperitif and gives an option for diners looking for a celebratory drink. If possible, try to list a non-Champagne sparkling wine by the (full) bottle and a half-bottle of true Champagne.

2. The good all-rounder: A crisp, dry, largely neutral white with refreshing acidity. Muscadet, dry Riesling, Pinot Grigio are good examples. This wine appeals to lovers of light, dry whites. The style is quite easy to pair with a variety of foods.

3. Something for the wine geek: A complex, earthy, light to medium-bodied red wine - Pinot Noir, Rioja (or New World Tempranillo), Chianti or Valpolicella. These styles can be depended on to deliver a quality offering and often have a broad appeal because they are not heavily oaked, overly spicy or over-burdened by big, chewy tannins.

Read More: 5 Must-haves On Every Wine List


Challenges Of Wine and Spirits Wholesalers
20 August, 2016

What are the 10 biggest challenges that Spirits, Beer or Wine Distributors face on daily basis?

 

1. Sales Team:

 

Hiring is one of the biggest challenges that a new wine distributor or even an old one faces. Lot of wine companies would want to hire the sales team on a commission basis and that does not bring a strong commitment from the sales team. The main reason is that sales people do not make enough money in selling a new wine portfolio, they need good brands to help them get more sales and again it comes back to building a wine portfolio that is also a good sell.

 

If your wines are NOT moving, your sales reps will leave eventually as they need to make money. Thus your focus should not only be in making sure your wine distribution business is profitable but also that your sales reps are hitting their numbers. If they are happy, they will stay. If they stay, your retail accounts will get good service. If your retail accounts get good service, they will give you a chance and buy your ‘unknown’ brands.

 

2. Accounts Receivable:

 

AR has become a problem for wine distributors. In their start up months, many owners will surely face the heat and do ‘deals’ and give better terms to their buyers. This results in bad AR management and also affects your reputation. The retail community will soon realize that you are offering great terms and that you will do anything to get a sale. Beware:this will hit you hard on your face. Always grow on the right principles — it is vital.

 

Your sales team must understand that rules are rules and your retailers must know that once they buy it is their product and they must pay within 30 days. Your focus as a distributor should be to make sure that either your accounts staff or you call them on the 31st day reminding them about their dues.

 

AR is a slow killer. Things will look good when you are making numbers, but if you find yourself in a position where you are not paying your sales reps on time or even your wine suppliers on time, that is a problem.

 

Join us at wholesalers office hours and get your whitepaper on what are the 10 challenges that wholesalers face and how to overcome them.

 

Learn how other wholesalers tackle the issues at USATT’s office hours. USATT’s distributor office hours will be limited to 200 seats only. Wine, Beer and Spirits wholesalers / distributors are encouraged to reserve the seat asap. RSVP now to get early bird pricing for office hour sessions.Biggest Challenges For Spirits, Beer and Wine Distributors

Learn More : Challenges Of Wine and Spirits Wholesalers

 


US Beverage Alcohol Trends
12 August, 2016

US Alocohol trends

 

The IWSR’s recently released 2016 US Beverage Alcohol Review shows gains across the beer, wine and spirits categories led by brand innovations and premium pricing. The US consumer is drinking across all three categories based on consumption occasion, and suppliers are struggling to stay relevant, especially with the rise of craft brands and legal-drinking-age Millennials.

BEER

Growth in the imported, craft and FAB segments resulted in a modest gain of 0.4% in the overall beer category in 2015, ending the year at 247,300 hectolitres (or 202.5m barrels). The categories with the largest share were Domestic Lights (43.6%), Domestic Regular (23%), Imported beer (15.1%) and Craft (11%). Looking back five years tells a different story; in 2010, Domestic Lights were 6.7 percentage points higher (50.3%), Domestic Regular held 1.8 more percentage points (24.8%), while Imported beer had 2.1 fewer percentage points (13%) and Craft’s share of the beer industry was 4.9 points lower (6.1%).

The Domestic Regular beer category experienced its fourth year of consecutive declines in 2015 as the category fell by -3.2% to 56,800 hectolitres. The Domestic Light beer category continued to struggle with recapturing lost consumer attention last year as the category lost -2.4% of its volume to end 2015 at 107,800 hectolitres. The top four leading beer brands all posted declines in 2015: Bud Light (-2.5%), Coors Light (-2.3%), Budweiser (-2.9%) and Miller Light (-1.3%).

The Imported beer segment advanced volumes by 6.9% in 2015, ending the year at 37,300 hectolitres. The top five leading brands (Corona Extra, Modelo Especial, Heineken, Stella Artois and Dos Equis) make up nearly 70% of the category and each increased volumes last year on an average growth rate of 10.6%. Mexican imports showed tremendous growth in 2015, led Constellation Brands’ Modelo Especial (+19.2%), Corona Extra (+8.5%), Corona Light (+7.4%) and Pacifico (+4.9%). Heineken’s Dos Equis grew 8.7% and Tecate Light was up 42.3%.

CIDER

The US cider category grew double digits once again in 2015, albeit at a slower rate than previous years. The 14.7% advancement to 2,600 hectolitres, although significant, was a far cry from the 64% growth the category experienced in 2014 and 74% growth in 2013. From a brand perspective, Angry Orchard remained the category leader in 2015 with a share of 51.4% cider in the US.

WINE

The category increased 1% in 2015 to end the year at 351.6m nine-litre cases, keeping up the momentum of over two decades of continual growth. Imported wine accounted for 26% of overall wine sales, while domestic wine was 74%. Four of the top five fastest-growing wine brands are owned by E&J Gallo (Barefoot, Dark Horse, Liberty Creek and Apothic), and along with DFV-owned Bota Box, the top five brands comprised 28.3m nine-litre cases, up 15.8% between 2014 and 2015.

In 2005 premium-and-above segments for still wine held a 13.3% share of the category. That share has increased year over year, with the exception of a slight decrease during the recession, to end 2015 with a 20.7% share of the category. During that same time period 31.6m nine-litre cases were added to the premium-and-above segments. This proves that premiumisation is alive and well in the still light wine category and consumers are trading up.

Still light wine comprises over 90% of the overall wine category at 317.1m nine-litre cases. From a brand perspective, the leading domestic still light wine brand, Franzia, decreased modestly last year, falling -0.3% to 25.1m nine-litre cases. The remaining top five brands – Barefoot, Carlo Rossi, Woodbridge and Sutter Home – all posted mixed results. Collectively, the five leading brands added 1.4m nine-litre cases. On the imported still light wine side, leading brand Yellow Tail decreased volumes by -3% last year. Cavit, Concha y Toro, Riunite and Fish Eye round out the top five and, collectively, these leading brands lost -1.8% share last year. Imported brands that posted increases included Lindemans (+6.9%), Kim Crawford (+17.2%), Ruffino (+12.4%), Oyster Bay (+22.9%), Roscato (+45.7%), Castello del Poggio (+18.9%) and Nobilo (+11.7%). Total sales of imported still light wines increased by 2.3% in 2015 to reach 80.6m nine-litre cases.

Rosé wines held a 16% share of the still wine category last year and were within two-tenths of a percentage point over the last five years. Rosé wines have increased their growth rate from posting a gain of 0.2% in 2014 to a 1.9% growth rate in 2015, ending last year with 50.7m nine-litre cases.

Sparkling wine continued to outperform the overall industry last year by posting a gain of 6.2% to 20.6m nine-litre cases. The 6.2% gain in 2015 was significant in comparison to the 3.7% growth rate posted a year earlier. Among the top five leading brands of domestic sparkling wine, four of the five posted increases on an average growth rate of 6.2%, which translated into the addition of 410,000 nine-litre cases. The leading domestic sparkler, André, increased volumes by 4.1% in 2015 to end the year with 2.3m nine-litre cases. The prosecco category was a mere 63,000 nine-litre cases in 2005, which held a 0.5% share. Prosecco has since grown at an annual compound growth rate (CAGR) of 43.5%, ending 2015 up nearly 30% and holding a 11.9% share of the sparkling wine category. Spanish cava has also increased, although not at a comparative rate to prosecco. Cava held a 7.5% share of sparkling wines in 2005 and that increased to an 8.8% share last year on a 5.3% CAGR.

Sangria ended 2015 with an increase of 12.7% to 1.7m nine-litre cases. Imported sangria offerings accounted for 70.1% of sales and increased sales volumes by 15% last year. Domestic sangrias held the remaining 29.1% of the category and increased at a rate of 7.8%. Though a handful of sangria brands have been around for years, a flurry of new entrants over the last two years – e.g. Beso del Sol, Mija and Loleo – are quickly expanding trial and purchase. Rice-based sake posted gain of 2.5% last year to end 2015 with 2.5m nine-litre cases, while holding a 27.8% share of the other wine category. Rice-based wines have grown at a CAGR of 3.5% since 2005 by adding 737,000 nine-litre cases to the industry. Domestic sake brands hold the lion’s share of the category with 78.3% of sales.

The fortified wine category lost -3.8% of its overall volume last year, ending 2015 with 4.2m nine-litre cases. In 2005, sherry held a 32.3% share of the fortified category, which has since increased to 35% last year. Similarly, port wine’s share went from 18.1% in 2005 to a 25.1% share last year. Light aperitifs haven’t been able to post an increase in years, and last year was no exception as the category fell by -4.3% to 1.5m nine-litre cases. The light aperitif category (including vermouths) ended 2015 with a 0.4% share. Imported vermouths declined at a rate of -6.2%, while domestic vermouths fell by -2.5%. Last year the vermouth and aperitif subsegments each declined by -4.4% and -2.7% respectively. Vermouth holds the lion’s share of the category and ended last year with 92.7%, but aperitifs are the segment gaining share, going from 6.6% in 2005 to 7.3% in 2015.

SPIRITS

The distilled spirits industry continued its year-over-year growth in 2015, marking 19 straight years of volume gains.  The distilled spirits industry ended last year with a total of 221.6m nine-litre cases through the addition of 7.4m cases, up 28.7% from 10 years ago.

Over the last 10 years some spirits categories have experienced unprecedented growth. Between 2005 and 2015, Bourbon whiskey volumes grew over 56% to reach 14.8m nine-litre cases; Irish whiskey grew 409% to reach 3.1m nine-litre cases; vodka grew 52.8% to reach 71.3m nine-litre cases; tequila grew 64.8% to reach 15.2m nine-litre cases; and mezcal grew 279% to reach 110,000 nine-litre cases.

In 2015 total US whiskey advanced by 4.6% with the addition of 1.2m nine-litre cases. Total Canadian whisky volumes grew by 9.8% (or 1.9m nine-litre cases) to end 2015 with a total of 21.6m nine-litre cases. Scotch whisky volumes advanced by a modest 0.3% to end 2015 with a total of 8.2m nine-litre cases and a 3.7% share of the overall spirits industry.  Irish whiskey’s surge has been not only unprecedented but unrelenting as the category increased by 19% last year to end 2015 surpassing the 3m nine-litre-case mark.  Japanese and other whisk(e)y category volumes grew by 54.3% to end 2015 with a total of 27,000 nine-litre cases. Overall gin volumes declined by -1.7% (or -167,000 nine-litre cases) to end 2015 down to 9.9m nine-litre cases. Vodka gained 735,000 nine-litre cases in 2015 on a 1% increase that brought the total category volume up to 71.3m nine-litre cases.  The rum category decreased by -2.7% in 2015 to end the year with 22.1m nine-litre cases. The tequila category shows no signs of slowing down and its most recent advancement of 5.2% surpassed the 15m nine-litre-case mark. Brandies and Cognacs capitalised on their impressive 2014 growth rate of 4.9% by posting a 5.6% increase last year. The all-encompassing cordials/liqueurs category decreased by -2.1% last year, ending 2015 with a total of 21.6m nine-litre cases.

Continue Reading : US Beverage Alcohol Trends


An insider's guide to the US bulk wine market
06 August, 2016

Although the US is the world’s biggest importer of bulk wine in terms of value, the market is surprisingly opaque. The key to understanding it, says Sid Patel, is knowing about the three different ways bulk wine is traded.

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Original article first was published in Meininger's Wine Business International on August 3, 2016.

Although the US is the world’s biggest importer of bulk wine in terms of value*, the market is surprisingly opaque.

Tim Hanni MW, a wine educator and consultant, says the challenge for international producers who want to enter the US market is “learning the intricacies of how bulk wine business is transacted”. Hanni MW, who has helped to establish the USA’s first bulk wine trade fair, adds that it’s critical to establish “a network of connections to the brokers, buyers and sellers.”

The process starts with understanding how the US bulk wine market operates.

What is bulk wine?

Bulk wine is defined as wine that is shipped in containers (ISO tanks, Flexitanks etc), rather than in bottles or smaller packaging. Some organizations describe any wine that’s shipped in containers larger than two litres as bulk wine but, strictly speaking, bulk wine is wine that’s shipped in large containers and then repackaged at its destination.

Buyers can include wineries, importers, exporters or bottling facilities. Retail stores can also be significant bulk buyers, particularly if they’re selling ‘private label’ wines – the home brand wines created and sold by many liquor retail chains, supermarkets and grocery chain stores. The main advantage that private label wine offers retail chains is that it gives them control over the product, and eliminates the price competition from other retailers. After all, if they’re the only ones selling that brand of wine, then they don’t face pressure to discount it. (More about Bulk Wine logistics)

Bulk wine is typically traded in the US in one of three ways.

Tier One

The first and most important tier of the US bulk wine trade belongs to wine negociants or brokers. Turrentine Brokerage, Mancuso Wine Brokerage and The Ciatti Company, all based in California, are leading names in this space. Such brokers offer services ranging from grape and bulk wine brokerage to global bulk wine trading, evaluations and strategic branding. It’s not surprising that San Francisco is the hub of the bulk wine business, both domestically and internationally, given that it’s both within reach of more than 4,000 Californian wineries, as well as being a significant entry point to the US.

Brokerage firms may also offer ‘services as contract manufacturers or private label makers, a part of the business known as ‘custom crush’. This involves a buyer stating the profile of the wine required, which is then made to order by a winery. The buyer usually provides cartons and labels and the winery produces the finished goods.

The brokerage firms offer a great starting point for international bulk producers seeking to enter the US market, given their experience, knowledge and connections.


Read More: An insider's guide to the US bulk wine market


15 Tips On Securing Distribution: How to Make Your Brand a Winner
30 July, 2016

Securing Distribution means understanding your potential partner's market and prepping your brands to succeed. Learn from the expert that meets almost one new distributor a day on how to find beer, spirits or wine distributor partner.

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As you are planning your next meeting with your distributors, be sure to go over your checklist and do a thorough review of your accounts. Every meeting counts and making the most of them means knowing what they are looking for. Do everything you can to make your beverage as desirable as possible and project confidence in your product's ability to succeed (or continue to succeed) in your target markets. Here are a few 'must-know' tips to help get your products into the portfolios that matter most:

1.) Use referrals

When contacting distributors for the first time--if you can't get a referral, use a success story - distributors love to bet on "winners!"

2.) Good strategic fit/explore niches

While the brand owner may think you have the greatest opportunity for success, the distributor may not see the strategic fit. Try to find a niche that is not covered by the distributor's current portfolio.

3.) Brands need to "be wanted"

Distributors will work harder and do a better job if they "want you," rather than you "wanting them."

4.) Try to be "first in."

If you are the 3rd Argentine Wine or the 4th Vodka, your chance of success in that house is far less than being first.

5.) Build your brand within a Network

Selecting a beer house (A-B or M-C) for new wine & spirits and/or selecting a wine & spirits house for new craft beers (Wirtz or Glazers) can lead to better results due to FOCUS, time, energy and share-of-mind.

6.) Self-distribution is an option

If you can't find a distributor who will work your brand, then consider doing it yourself.

7.) Work your brand once you've landed

Just shipping the brand into the warehouse does not guarantee success. With so many brands in any given house, you need to work every market with the sales force--once per quarter is a minimum visit. In core markets, once per month is a good visit schedule. Make sure you get to retail--don't spend your entire time in the office--sales are generated on the street.

8.) Product quality is paramount to your brand's success

If your product quality is inconsistent, the consumer will tell you and your hard work of gaining distribution will be for naught. Get it right the first time, especially with the amount of new craft brewers, wineries and craft spirits companies coming out with new products.

9.) Keep the brand moving at retail.

Develop marketing and sales promotion programs that directly impact the product and assist the sales force in gaining distribution. These can be price discounts, refunds/IRC's, display enhancers, advertising/social media, on package promotions, continuity programs, sales/trip incentives and consumer value-added promotions (where legal).

 

Read more : 15 Tips On Securing Distribution: How to Make Your Brand a Winner


How US Importers Can Develop Strong Relationships With Their Distributors
23 July, 2016

Building new distribution partnerships is a comprehensive process and success is based on a mutual understanding of both of your long-term goals

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In today's hyper-competitive market, distributors are pitched hundreds of new products every week and it can very difficult for importers to secure distribution for a new brand if they don't already have an established relationship with a distributor's buyer. Due to higher average suggested retail prices because of added transportation and warehousing costs, this can be an especially complex issue.

At the heart of their business, distributors are never looking for low-volume, high-priced brands with little turn-over which, unfortunately for small and medium sized importers, can often be the case for many of the SKUs in their portfolio. Although differentiation is usually an important factor in a distributor's general sourcing rubric, the negative supply issues that come with an exclusive, hard-to-find brand often outweigh the benefits.

To make matter worse, the number of national wineries, breweries and distilleries whose products are available across the country is staggering and every year there are thousands of new brands being created (as well as discontinued!) inside the USA. 
Last year, domestic beer accounted for 85.7% of the category while domestic wine and spirits accounted for 76.7% and 58% of their categories, respectively, with total retail sales totaling $212 Billion (Beer $103B, Spirits $78B, Wine $31B).

The potential for astronomical sales figures for new international brands is a big attraction, but national sales still hold a large majority. Part of this large divide stems from the difficult nature of the three tier distribution system in the USA that many foreign brand owners are unaware of. Another large factor is the recent "local artisan" movement that has taken over almost every alcoholic beverage category. Local brand owners are generally dedicated to building their local markets through active marketing and hand-selling and expanding to neighboring territories can be considerably easier.

Although all importers have a fundamental understanding of their market, but it is difficult for them to convince their supply partners of the importance of a 'hands-on' approach to sales, both to their distributors and to the retailers. The complexity of the US distribution system and the cost of market visits can often dissuade international wineries, breweries and distilleries from taking their US business venture as seriously as they should and it is too often the case that they blame their importers for an unsuccessful US Market launch.

As an importer looking to build distribution for your brands, you'll need to have a thorough understanding of you and your distributor's market and be able to clearly communicate the foreseeable challenges with both your distributor and your supplier. Even if your supplier is unable to provide the marketing support that you know will be necessary to get the brand off-the-ground, you'll need to be able to allocate a proper budget to developing successful programming for your brands. There is much more to the US wine, beer and spirits import business than simply offering a unique portfolio.

Building new distribution partnerships is a comprehensive process and success is based on a mutual understanding of both of your long-term goals. In order to be successful, you need to think and act like a distributor - as much as you want to be in the import business, you have to also think of yourself as in the distribution business.

Know Your Retailer's Customer

You can't expect your distributor to be interested in your imported wine, beer and spirits if your core demographic hasn't even heard of them. Develop marketing campaigns and launch them in your market before you start talking with your distributor. Social media, word-of-mouth, event sponsorship, direct marketing - whatever it is, build the hype up and make sure your distributor has heard of your product before you pitch it to them.

If you don't have a strong marketing budget, then allocate some of the cost into your final suggested retail price. It seems that distributor's are looking for more and more margin every day, so make sure structure your pricing to give them their asking share while also saving a strong margin for yourself.

Read More: How US Importers Can Develop Strong Relationships With Their Distributors


Tips to Developing Successful In-Store Wine Tasting Programs
15 July, 2016

Increasing depletion rates by using in-store wine tastings to educate your consumers and hand sell your brands is one of the best ways to spend your marketing dollars.

The beverage industry is becoming increasingly saturated with new wine brands from around the world. Whether its trending varietals or labels designed specifically to a new market, the industry continues to evolve and companies continue to add to the endless selection available to consumers.

No matter how innovative you get with traditional marketing, a major rule of thumb for today’s industry is that the majority of your marketing budget should be focused on programs that ensure depletion rates at the retail level. In-store tastings are one of the best tools for you to achieve this goal.

Helping retailers sell your brand guarantees your retail shelf placement and creates strong relationships that you can leverage as you grow your distribution network. Establishing your wines as fast moving, top sellers at the retail level will grow your company’s reputation as an industry staple that distributors and retailers will actually want in their portfolios.

Here are some tips on developing a successful In-Store tasting program:

The Sensory Experience

The five senses have long been the gateway to decision making over the logical mind. In the case of wine, aroma and taste lead the way. What better way to stimulate a prospect's senses than by giving them a delicious and pleasing experience to draw them in. Berries, chocolate, oak, apples, butter, vanilla, marmalade, rose, tobacco, almonds, silky, and cinnamon - the list of inviting adjectives goes on and on.

Use the strengths of your wine in clever marketing ploys, like bringing fresh samples of chocolate and cinnamon for them to identify the aroma of your wine with.

Memory by association is a powerful marketing instrument. Use your imagination and bring all five senses alive at your display so your visitors leave with personal experiences that they will remember.

First-Hand Evaluation

People love to make choices. It makes them feel smart and in control. Having a variety of wines to choose from provides your visitors with every opportunity to decide what they love and what they don’t.

If your visitor already has a favorite varietal, then focus on one of your wines that is similar or of that particular type and ask them their opinion. Make them feel like they are spot on with their remarks and lead them with encouraging conversation.

If they are experimental in nature and want to try new types of wine, then offering a variety of labels also gives them the perfect opportunity to learn as they taste. Wines are always assessed more objectively when presented alongside other wines. Ensuring that the prospect takes home exactly what they like best is the perfect situation for creating a future dedicated wine buyer.

Read More: Tips to Developing Successful In-Store Wine Tasting Programs


How To Design Your Sales Incentive Programs
09 July, 2016

BTN covers how wineries, breweries, distilleries and importers can design their incentive programs for distributor's sales reps and retailers.

1                                                                                                                        Sales and incentives go hand in hand in any industry and environment. On the get go it is important to understand that this is an integral part of your product launch and to keep your brand thriving in the market. It is what keeps sales representatives and ultimately the distributor interested and motivated in moving your product.

First: The Legal Stuff

In some states in the US, sales incentives are a norm whereas in others statutory regulations prohibit the use of incentives. Make sure that you are not stepping over the law when offering incentives to your distributor.

Second: Your Margins

Before going into the nitty-gritty of offering sales incentives, work backward to see the margins you have for your brand. Never offer incentives that do not work for you. If you cannot afford it, it is not an offer you can extend.

Some producers have lower priced products which may not have high enough margins. Sales incentives on these should be designed by volume. Some producers have a portfolio of products with some higher value products mixed in with ‘loss leaders’.

One has to take into account the mathematics of their brands before designing a program. For example, if offering $10 per case is going to put you in the negative then you will have to think of a different incentive to offer. If a trip to a South African winery is more than you can account for, then you have to get creative and come up with more affordable experience based offers that are still attractive to the sales person or retailer.

Step 1: Designing a Sales Incentive Program

Discuss the incentives you plan to offer during launch and thereafter with your distributor. This will keep expectations clear on both sides. It will also ensure that higher incentives being offered at launch are not seen as precedents for the year to follow.

The sales incentives you offer should be measurable and achievable to hold value. If the offer is convoluted, one will not bother to understand it. Keep it simple, straightforward and worthwhile for you and the distributor or salesperson.

The offer should also be relevant to the person or organization for it to be effective. If the sales incentive per case you are offering is much lower than the other products in the distributor’s portfolio, your offer will mostly be overlooked. You will have to design a different offer that is just as if not more compelling than others. Similarly, offers for off and on premise accounts should be designed as such because the quantities cleared by on-premise accounts are vastly lower but their value is measured in brand placement, value created and the focused time with the consumer. Design most offers to be of a shorter term to keep them interesting and introduce new offers throughout the year. An offer that runs for a longer duration could be one with a more substantial prize.

Read more : How To Design Your Sales Incentive Programs


Exhibitor registrations now open for the International Bulk Wine and Spirits Show
02 July, 2016

The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco, CA. IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label programs and wineries / distilleries / importers who have one time excess stock to clear. Looking to grow your Bulk Wine, Bulk Spirits, Contract Bottling or Private Label Business? Become an Exhibitor at IBWSS and Grow.

What's on at IBWSS

1. IBWSS Trade Floor
IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label programs and wineries / distilleries / importers who have one time excess stock to clear. IBWSS buyers are other wineries and distilleries looking to meet up their demand, Importers, Retailers and Distributors looking for private label programs, negociants who are looking to meet the growers and producers

2. IBWSS Blending Laboratory 
Streamlining the sourcing process for bulk buyers at trade shows, the IBWSS Laboratory will give visitors access to a modern lab on the tradeshow floor. The specialized area will allow buyers and sellers to taste, blend and analyze products in a professional lab atmosphere.

3. IBWSS Conference Sessions 
Learn from some of the most influential professionals in the beverage industry at the IBWSS educational conference. These presentations from industry leaders on today's leading ideas on marketing, sales and distribution will challenge and inspire you to grow your private label, bulk wine and bulk spirits business. The conference will have 16 TED-Style talks where speakers over 2 days will give you insight into what strategies and standards the industry's top thinkers are using to shape the marketplace around you.

4. IBWSS Workshops and Masterclasses 
Get advise from the experts in a highly personalized workshop-style class. There will be 4 masterclasses planned between 2 days. Each masterclass is an hour long and will have a workshop style theme where buyers will learn about various regions and blending techniques. A panel of industry experts (winemakers, sommeliers, importers, educators) will be on hand to shed light on the grape varieties, regions and personalities behind whats in your glass.

WHERE AND WHEN
July 26–27, 2017 — South San Francisco Conference Center

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing or private label programs, and wineries, distilleries and importers who have one-time excess stock to clear. IBWSS buyers are wineries and distilleries looking to meet their demand, importers, retailers and distributors looking for private label programs, and negociants who are looking to meet new growers and producers. Please contact">Malvika@ibwsshow.com for exhibitor information or visit www.ibwsshow.com to learn more on how to exhibit.


Key Considerations Regarding the Logistics of Bulk Wine Trade
25 June, 2016

This article presents the main characteristics of a shipping method increasingly chosen by producers and importers around the world that is trading between 1.5 and 2 billion liters of wine each year.

Bulk Wine

After a successful grape harvest, wine producers around the world have to analyze all the possible logistics of transportation alternatives to export their products overseas. Wine can be either bottled at the winery of source, or sent abroad in a bulk tank for its subsequent packaging. At first this might sound like an easy task, but in reality there are many aspects to be taken into account. This article presents the most import features about the logistics of bulk wine trade, a phenomenon that had been rising from 560 million to 1.24 billion liters in a decade, according to Rabobank.

  1. It’s all about the bulk tank

When looking to an alternative way to exporting wine in a bottle, there is only one method available in the trade market: bulk tank. Indeed, there are two different kinds of bulk tanks: ISO tanks, which are reusable steel tanks; and Flexitanks, which are disposable plastic bags that are fitted inside a standard 20 ft. (6.25m) container.

ISO tanks are stainless steel vessels that fit directly onto standard trucks and can readily be transferred to rail or sea transport. These kinds of bulk tanks have a capacity of 26,000 liters; plus they are reusable and robust, since they can also be used to transport hazardous materials.

Flexitanks are flexible bags that are fitted into a standard container and have a capacity of 24,000 liters. Usually Flexitanks are used only once, although they can be re-used. The bags’ components might vary, depending on the product being transported. The latest systems are constructed of polyethylene with a barrier material of ethylene vinyl alcohol (EVOH) copolymer in order to hold wine without impairing its quality. Nowadays these bags offer a very low oxygen migration rate and are an effective barrier to the organic materials (such as naphthalene) that can taint wine.

Read More: Key Considerations Regarding the Logistics of Bulk Wine Trade


Tips for Beverage Distributors on Reducing Supply Chain Costs
18 June, 2016

Information for wine, beer and spirit distributors on how to increase operational efficiency and reduce costs.

Tips for Beverage Distributors on Reducing Supply Chain Costs

As craft breweries, wineries and distilleries continue to produce a staggering amount of innovative products, controlling expenses as you grow your portfolio is important to ensuring sustainable growth for your distribution company. Understanding the dynamic of fluctuating fuel costs and increasingly narrow margins is just the beginning of developing a successful plan to reduce preventable costs. Many supply chain issues start before the truck even arrives at the warehouse.

Whether you are looking to upgrade your logistics software or simply want to make your distribution business more efficient, these tips will help you prioritize your tasks and set attainable benchmarks to help moderate inefficiency.

1. Reduce Variability

The more effective your order fulfilment process, the more confident your partners will be. As you develop your sales network, make sure to service each account on a regular basis and understand what their top selling brands are so that you are always ready for their next order. Often, inventory confusions leads to needless supply orders from retailers who want to protect against any out-of-stocks of their most popular brands.

Give your suppliers ample warning for pick-ups so you can plan your fleet schedule accordingly. Determining the patterns of your partners is a quick and easy fix to keeping your fuel and freights costs down.

Excel sheets just don’t suffice any more. Take the time to find a beverage distribution logistics software that fits the needs and budget of your business. The longer you wait, the harder it will be to compete with larger, fully integrated distribution companies who understand the importance of streamlined logistic processes.

2. Consolidate Orders

Once you’ve maximized your ability to service turnaround times, consolidate similar orders from neighboring accounts. Segment both your suppliers and your retailers, as an accurate understanding of all of your accounts can greatly cut wastefulness. Keeping traffic down means less overall fuel costs, employee hours and truck maintenance fees and consolidating orders also means extra time for extra orders.

Even though consolidated pick-ups and deliveries can do wonders for your overall efficiency, don’t forget to double check your orders. The last thing you want is to get a truck load of misguided stock delivered back to the warehouse at the end of the day or unnecessary trips to unprepared suppliers.

Read More: Tips for Beverage Distributors on Reducing Supply Chain Costs


Beverage Trade Network Announces International Bulk Wine and Spirits Show in 2017
03 June, 2016

Logo 2 Over

 

 

 

 

 

 

Beverage Trade Network is pleased to announce the launch of the International Bulk Wine and Spirits Show (IBWSS) in San Francisco on July 26-27, 2017.

IBWSS will give supermarkets, retailers, restaurants, wineries, distilleries and other buyers a premiere international platform to source bulk wine and spirits and meet private label suppliers.

In addition to a wide range of programs running throughout the fair, the trade show will also feature a business conference dedicated to the private label and bulk wine and spirit business.  With in-depth market studies and instructional seminars from some of the industry’s biggest names, the central part of the conference’s remit is to encourage sustainable growth and profitability in the bulk wine and spirit sector.

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing or private label programs, and wineries, distilleries and importers who have one-time excess stock to clear.

IBWSS buyers are wineries and distilleries looking to meet their demand, importers, retailers and distributors looking for private label programs, and negociants who are looking to meet new growers and producers.

“The bulk segment holds the largest market share in the wine and spirits industry,” said Sid Patel, CEO of Beverage Trade Network.  “Bulk trading is an age-old trade between producers, but we are now seeing the business take on a very impressive position across the industry. The International Bulk Wine and Spirits Show aims to give the bulk trade a truly dynamic trading platform where buyers can confidently conduct business with the world’s most reputable suppliers.”

As the go-to shipping gateway on the Pacific seaboard and home to the majority of wineries in the USA, San Francisco is positioned perfectly for the fair. The city has long acted as the USA’s trading post between the northern and southern hemispheres.  With the launch of IBWSS, international bulk suppliers from some of the world’s most important markets will have unprecedented access to the US market.

One-Stop Sourcing Solutions in the IBWSS Laboratory

Streamlining the sourcing process for bulk buyers at trade shows, the IBWSS Laboratory will give visitors access to a modern lab on the tradeshow floor.  The specialized area will allow buyers and sellers to taste, blend and analyze products in a professional lab atmosphere.

Registration for The International Bulk Wine and Spirits Show will open to all international suppliers on July 1, 2016.  For more information about visiting or exhibiting at the fair, please contact zach@beveragetradenetwork.com

About Beverage Trade Network:  Beverage Trade Network (BTN) is a leading online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry.  BTN provides a selection of sourcing solutions for importers and distributors as well as an extensive range of marketing and distribution services for international suppliers.  BTN also runs a line-up of b2b trade shows around the world.  For more information about BTN, please visit www.beveragetradenetwork.com

About The International Bulk Wine and Spirits Show: The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco, CA. IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label programs and wineries / distilleries / importers who have one time excess stock to clear. IBWSS buyers are other wineries and distilleries looking to meet up their demand, Importers, Retailers and Distributors looking for private label programs, negociants who are looking to meet the growers and producers. For more information on attending or to register as an exhibitor at USATT, please contact zach@beveragetradenetwork.com


USA Trade Tasting Launches ‘USATT Stories’ Competition
25 May, 2016

USA Trade Tasting’s develops ‘USATT Stories’ as a cross-platform competition modernizing pre-event brand promotion.

 

USATT’s new initiative features fully integrated social components in an innovative competition developed to promote exhibiting international wineries, breweries and distilleries to the US industry.

 

The top fifty exhibitor’s USATT Stories will be showcased throughout the trade show with feature adverts displayed on the trade floor. The exhibitor with the highest shared USATT Story across all social media platforms will receive a full page advert in the official USATT program.

 

“Our goal with USATT Stories is to provide exhibitors with the ability to voice their brand story to the US audience,” said Sid Patel, CEO of Beverage Trade Network. “The campaign is particularly useful for brand owners looking for a viable solution to extend their reach in the USA. With the platform, brand owners will now be able to develop brand recognition across the US market well in advance of the trade show by leveraging the strengths of our media network.”

Continue readingUSA Trade Tasting Launches ‘USATT Stories’ Competition

 

 


Get Ready for USATT 2017 – Early Registration Now Available Online
21 May, 2016

USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. Meet Importers, State Distributors, Retailers and Press of USA in New York City. You must book by May 31 to secure the offer.

WHY BOOK BY May 31, 2016?

-Get super early bird pricing. $1800. (savings of $900). Prices go up from June 1, 2016.
-Get BTN annual membership valued at $249 starting from your booking date. (For example if you reserved today, your BTN membership will start from today for next 12 months).
-Get full refund if you change your mind before Oct 30.
-Pay only 25% today to reserve your spot and deal.

WHY EXHIBIT?

If you are a wine, beer or spirits producer or an USA importer looking to grow, USATT is the perfect platform to help you connect with state distributors, importers and retailers in USA. The event is themed such that all trade attendees are open for business. The event is B2B ONLY with the sole purpose for exhibiting brands to connect with new buyers and vice-versa.

WHO SHOULD EXHIBIT?

Domestic and International Wineries, Breweries, Distilleries looking to meet with Importers, Distributors, Retailers and Press of USA. If you are a US importer and looking to meet other state distributors and retailers, you qualify to exhibit.

WHO ARE THE VISITORS / BUYERS?

Wine, Beer and Spirits Importers, Distributors, Retailers, Chains and Press of USA.

WHEN AND WHERE?

  • Buyers Trade Tasting  – May 16-17, 2017 – Metropolitan Pavilion, New York City
  • Keynote Speakers & Educational Conference – May 16-17, 2017 – Metropolitan Pavilion, New York City

LIMITED BOOTH AVAILABILITY
The event will offer 160 Tasting Stations, so space is limited. Exhibitors are encouraged to reserve space early as tables are expected to sell out quickly.

SET UP
The trade tasting is a trestle table set up, you will not pay anything extra for chairs and tables and wifi. Your pricing overs ALL costs associated with the show. You are required to bring in one roll-up banner only and can put marketing material on your table. USATT will provide you with the below.
Tasting Table
White Tablecloth & Skirting
2 Chairs + Ice Bucket + Spittoon
For questions - email info@usatradetasting.com


How Wineries Can Network and Leverage Connections at Trade Events and Conferences
11 May, 2016

The most direct way to measure your ROI on your trade show investment is to monitor the number of meetings you get before, during and after the event.

Trade Show Tips

Finding ways to generate interest in your brands at a trade show goes beyond just posting to your Facebook and LinkedIn that you will be present and are open for business.   Here is a guide to what you should be focusing on as you prepare, attend and wind-down from a trade event.

Pre-Event

In order to fully take advantage of the time you spend at trade shows, it is important to promote the fact that you will be attending the event.  Create excitement and start prospecting.  Show the trade you are investing in their market and that you are ready to do what it takes to generate a successful sales network.

Request visitor lists (if they will give them to you) from the event organizer and start networking way in advance.  If you can’t get a list from the organizers, actively seek out information on who is attending through social networks, phone and email.  Some of the best resources are trade based networks, where you can network directly with buyers looking for brands just like yours.  Get them interested in your brand and tell them you will are attending the event.  Ask for meetings from key accounts before, during or after the show.

You should also educate yourself about exactly what your potential distributors and importers want to hear from you.  Knowing what to include in your sell sheets, how to deliver your pitch, what margins they are expecting and what to cover in your distribution agreements is a very important part of the business. The moment you arrive in the city you should have your calendar filled with meetings.  It’s not rocket science: the more meetings you have and the better prepared you are for them, the easier it will be to land a new resale partner.

One of the most dynamic online trade resources for small and medium sized breweries to network with importers and buyers and learn about best practices in sales, distribution and marketing is the Beverage Trade Network Academy.  With hundreds of ‘how-to’ articles, webinars and videos, their Academy is one of the leading educational resources in the industry.  They also host the USA Trade Tasting Conference in New York City every year.  The conference hosts prominent figures as they explore the most successful sales and distribution strategies used in the US market today.

At the event

When you are at your booth, you should always try and understand your visitor and talk about them, not you. It is important to connect on a personal level.  Craft a few 30 second pitches that you can deliver after you speak to them about their background.

Your pitch should accurately describe how your brand is positioned to succeed in their market and your focus should be on getting a sit-down meeting with them in the near feature.

A good way to approach your event participation is to prepare your pitch around a door opener SKU for which you can really tell your story.  It should be at very good price point for their market, highly awarded and highlight your unique selling proposition.  Don’t try and sell all of your brands at once.

Talk to visitors about how you are there to invest in the market and help them support the brand with market work and store tastings to grow sales.  Offer to buy them lunch and ask for a sit down meeting.

Have a trade packet that includes point of sale examples, pictures of case-displays, and testimonials of proven history from other importers and distributors.

It’s also good practice to stay active on social media throughout the event to try and drive traffic to your booth as well as to connect with recent contacts you’ve made.

Remember – for an importer or a distributor, you are just another case to sell. They want to know how much they can make per case and how fast that case is going to move. The bottom line is the ONLY thing distributors are truly worried about.  Your story and marketing is the extra fodder that should fill your pitch.

Post-Event

Don’t forget to follow up with all of your new contacts. Send thank you emails within 48 hours in which you confirm or set up a meeting.  Try and create a funnel where you end up doing 20 meetings at each stage of the event.

Whether it is pre, at or post show, this should result in you sending 10-20 proposals, which will hopefully translate into 5 solid prospects and ultimately one to two sales.

Trade shows are all about networking.  Buyers aren’t likely to taste your product and sign a distribution agreement on the spot.  If you don’t try and set meetings you won’t get anything out of attending!

This information should help you understand how to successfully approach trade shows.  If you want to connect with distributor buyers, retailers, US importers and media and learn about best practices in sales, distribution and marketing, register to exhibit and USA Trade Tasting and conference to connect with thousands of beverage professional at the Metropolitan Pavilion in New York City on May 16-17, 2017.

 

 


Working With Beverage Brokers – The Pros and Cons of Using Agents
10 May, 2016

Utilizing every tool in order to grow your business means exploring multiple routes to market. Often, new territories can feel like they are impossible to penetrate, and even with a distribution agreement in place, it can be extremely hard to sell your wine, beer and spirits to consumers, without having representatives on the ground.

 

Working with a broker can facilitate growth and ensure healthy depletion rates, provided you know the limits of the relationship and work closely with your new representatives.

Time Well Spent is Money Saved

One clear-cut advantage to hiring a broker is that you will not have to employ a full time employee for a territory that might not be profitable to you. The money you save in benefits, salary, and intangibles can be put back into the growth of the business across new markets that will yield better results.

With a proper broker network the time and energy you spend developing new relationships with key accounts can be considerably shortened. What would otherwise be time spent trying to land new accounts can be used to develop marketing programs or growing bigger accounts close to home.

Continue Reading : Working With Beverage Brokers – The Pros and Cons of Using Agents


Guide To Snapchat for the Wine, Beer and Spirit Business
07 May, 2016

 

Snapchat is one of the most popular phone apps available on the market today and is considered by many as poised to become one of the top social platforms. So, how can wine, beer and spirit companies take advantage of the platform

Launched in 2011, Snapchat was designed as a social mobile app on which users could conveniently edit and share photos with amusing captions, drawings and filters. The platform quickly gained notoriety as a go-to app for users looking for a place to casually connect and comment on quirky and entertaining content created for one reason: an instant look into the lives and imagination of others.

 

 

Based on its popularity and evolving line-up of features, the platform has received increased interest from the corporate world. The overall number of users, as well as the increasing range of its core demographic, continues to grow at a torrent pace. No longer is this app being used by the youngest Millennials. The user base is just too big to ignore.

Today, Snapchat is one of the most popular phone apps available on the market today and is considered by many as poised to become one of the top social platforms. Even though the closed API of the app makes tracking the success of marketing campaigns hard, companies continue to pour money into developing new and unique marketing campaigns to be used exclusively for the platform.

So, how can wine, beer and spirit companies take advantage of the platform?

It’s Now or Never

At least that’s advertisers on this platform want you to believe. Urgency is the theme of the day and you see people using it everywhere you look.

Stephen McLuhan’s seemingly age-old adage, “The medium is the message,” is exceptionally true for Snapchat. Luckily for us, it is a simple platform at its core. With very short lifespans for the main body of content, the medium (the sporadic sifting through countless images) and the message (the seven second disappearing act) both inherently feel urgent. It is easy to quickly identify how your messaging should be framed as such.

If you haven’t figured it out yet or are still new to the platform, here is the secret: the short lifespan of the content you post to Snapchat means you need to hit hard and hit often. CTAs should be delivered with quick and exciting messages that really grab the attention of the viewer and prompts them with exclusive or ‘spectacular’ deals.

Now this doesn’t mean you should always be using the “last minute to SAVE” philosophy with every post. If used correctly, this type of promo can work wonders, but just like any other social platform, they should be balanced with an array of engaging content (and even across platforms.)

 

Continue reading -  Guide To Snapchat for the Wine, Beer and Spirit Business

 

 


Looking to meet Wine Distributors and Importers of USA? Grow Your Distribution Here
29 April, 2016

Become an Exhibitor at USA Trade Tasting and Grow.

USATT March 23 - 2016-6

USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. USATT 2016 was a sold out event, we encourage suppliers to book by April 30,2016 and take advantage of the lowest pricing offer.

WHY BOOK BY APRIL 30, 2016?

  1. Get the lowest pricing. $1800. (savings of $900). Prices go up from May 1, 2016.
  2. Get 1 complimentary conference ticket valued at $600 for all sessions.
  3. Get full refund if you change your mind before Oct 30.
  4. Pay only 25% today to reserve your spot and deal.
  5. Table selection on first come first basis.
  6. Get priority to participate in Brand Pitch sessions (Registrations for 2017 Brand Pitch sessions will open up to 2017 registered exhibitors first)

WHY EXHIBIT?
If you are a wine, beer or spirits producer or an USA importer looking to grow, USATT is the perfect platform to help you connect with state distributors, importers and retailers in USA. The event is themed such that all trade attendees are open for business. The event is B2B ONLY with the sole purpose for exhibiting brands to connect with new buyers and vice-versa.

WHO SHOULD EXHIBIT?
Wineries, Breweries and Distilleries looking to find distributors and importers in USA. USA Importers looking to grow distribution in other states.

WHERE AND WHEN
May 16-17, 2017 – Metropolitan Pavilion, New York City

PRICING
Total Super Early Bird Exhibitor Fee is $1800. Save $900 Plus get 1 conference ticket valued at $600 with it. Pay 25% Now To Book Your Table and Balance by October 31. You must book by April 30.

PAYMENT TERMS

Deposit: 25% due to book your registration before October.
Final Payment: Due October, 2016
*When trade show booths are sold out, a waiting list will be established for the following year.

CANCELLATION  / REFUND POLICY

Exhibitor table cancelled prior to October 30, 2016 are eligible for a full refund, including the deposit. Exhibitor cancelled after this date are not eligible for a credit or refund.

EVENT PRODUCER

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the US beverage industry.

LIMITED BOOTH AVAILABILITY
The event will offer 200 Tasting Stations, so space is limited. Exhibitors are encouraged to reserve space early as tables are expected to sell out quickly.

SET UP
The trade tasting is a trestle table set up, you will not pay anything extra for chairs and tables and wifi. Your pricing overs ALL costs associated with the show. You are required to bring in one roll-up banner only and can put marketing material on your table. USATT will provide you with the below.
Tasting Table
White Tablecloth & Skirting
2 Chairs + Ice Bucket + Spittoon
For questions, please call Sid on +1 (941) 592-9254 or email info@usatradetasting.com

2016 Event Pictures  | Conference Presentations | Brand Pitch Presentations

 


Guide To Snapchat for the Wine, Beer and Spirit Business
29 April, 2016

Snapchat is one of the most popular phone apps available on the market today and is considered by many as poised to become one of the top social platforms. So, how can wine, beer and spirit companies take advantage of the platform?

Snapchat For WineriesLaunched in 2011, Snapchat was designed as a social mobile app on which users could conveniently edit and share photos with amusing captions, drawings and filters. The platform quickly gained notoriety as a go-to app for users looking for a place to casually connect and comment on quirky and entertaining content created for one reason: an instant look into the lives and imagination of others.

Based on its popularity and evolving line-up of features, the platform has received increased interest from the corporate world. The overall number of users, as well as the increasing range of its core demographic, continues to grow at a torrent pace. No longer is this app being used by the youngest Millennials. The user base is just too big to ignore.

Today, Snapchat is one of the most popular phone apps available on the market today and is considered by many as poised to become one of the top social platforms. Even though the closed API of the app makes tracking the success of marketing campaigns hard, companies continue to pour money into developing new and unique marketing campaigns to be used exclusively for the platform.

So, how can wine, beer and spirit companies take advantage of the platform?

It’s Now or Never

At least that’s advertisers on this platform want you to believe. Urgency is the theme of the day and you see people using it everywhere you look.

Stephen McLuhan’s seemingly age-old adage, “The medium is the message,” is exceptionally true for Snapchat. Luckily for us, it is a simple platform at its core. With very short lifespans for the main body of content, the medium (the sporadic sifting through countless images) and the message (the seven second disappearing act) both inherently feel urgent. It is easy to quickly identify how your messaging should be framed as such.

If you haven’t figured it out yet or are still new to the platform, here is the secret: the short lifespan of the content you post to Snapchat means you need to hit hard and hit often. CTAs should be delivered with quick and exciting messages that really grab the attention of the viewer and prompts them with exclusive or ‘spectacular’ deals.

Now this doesn’t mean you should always be using the “last minute to SAVE” philosophy with every post. If used correctly, this type of promo can work wonders, but just like any other social platform, they should be balanced with an array of engaging content (and even across platforms.) Continue reading a complete guide on How wineries can use Snapchat here.

 


USA Trade Tasting 2016 Toasts to Overwhelming Success
22 April, 2016

Global leaders in the beverage trade industry came together this week to sample the best in beer, wine and spirits at USA Trade Tasting (USATT) in New York City.

Over the three-day international trade fair, 180 exhibitors, including industry-leading organizations from a number of popular wine-growing nations such as France, Italy, Germany, Australia, South Africa, and Portugal poured their product, and award-winning spirits, ciders and craft beer companies enjoyed a debut with over 2000 visitors in attendance.

USATT attracted importers, distributers and retailers from over thirty countries and with more than 1000 distinctive SKUs on offer, it’s no wonder they came to the Grand Tasting with serious trade interest, and a willingness from MHW to broker deals on the spot.

USATT Floor

Visitors speak with 180 exhibitors on The USATT Grand Tasting floor.

Sid Patel, the CEO of Beverage Trade Network and Director of USA Trade Tasting was gratified by the resounding success of the event. “We are extremely pleased with the response we’ve received from the exhibitor’s at USATT’s inaugural event. The quality of the exhibitors and the satisfaction of the visitors has set the bar extremely high for years to come.”

USATT March 21 - 2016-5

The highly successful Brand Pitch Sessions showcased up-and-coming brands to prospective new import and distribution partners.

Over the first two days of the event, the USATT Grand Tasting was complemented by a number of innovative campaigns that added a great deal to the variety and tone of the event. These included the Brand Pitch Sessions, which is a networking system designed to match brand owners with appropriate and interested importers and distributors, and a number of masterclasses in The Wines of South Africa, World of Whiskies, and the New York Wines Organization.

USATT March 23 - 2016-1-8

Rob Bradshaw from Cape Classics speaking at the USATT Conference.

image1

Felicity Carter from Meininger’s Wine Business International speaking at the USATT Conference.

USATT March 23 - 2016-1-10

John Beaudette from MHW speaking at the USATT Conference.

On the third day, some of the best known leaders in the industry brought it home by offering key strategic insights for up-and-coming brands, during the much-anticipated BTN Educational Conference. Presentations were structured around a ‘how-to’ tutorial format and included topics around best practices in sales, distribution and marketing; they provided essential take-aways for the day-to-day operation of effective businesses. Notable presentations included: an extensive break-down of international sales planning by Jim Ryan of Constellation; an in-depth market analysis from Danny Brager of Nielsen, and a study regarding the benefits and challenges in establishing a resilient employee base from Josh Wand, of BevForce.

USATT March 21 - 2016-3

Intimate Masterclasses were given by Wines of Australia, Wines of South Africa, Vinhos Verdes and PVI Global.

The USATT was covered by a variety of independent media outlets, as well as the event’s official media sponsors: Beverage Media Group; Food and Beverage Magazine; The SOMM Journal; Meigner’s; The Tasting Panel; Artisan Spirit; Distillery Age; Drinks International; The Beverage Journal; Distillery Trail; Microshiner; and Wine & Craft Beverage World.

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John Beaudette from MHW is interviewed on the current state of the US wine market in the Press Area 

The event was organized by www.BeverageTradeNetwork.com, the world’s leading online platform for connecting importers, distributors and retailers with suppliers from around the world. “Results from this year’s show clearly demonstrate that the trade show blueprint for networking solutions developed by BTN, works inside the constraints of the three-tiered system, while opening the door to better business, said industry veteran Steve Raye, President of Bevology Consulting.

Next year’s USA Trade Tasting will take place on May 16 & 17, 2017 at the Metropolitan Pavilion in New York. For more information on USATT 2017, please visit www.usatradetasting.com, or contact Beverage Trade Network: (e) info@beveragetradenetwork.com (t) +1.941.592.9254.


10 Tips to Designing the Perfect Trade Advert
19 April, 2016

From promises of profit maximization and the timing of your campaign to sample designs of your programming and merchandising, there are a lot of things to consider when designing your new ad.

Photo for: 10 Tips to Designing the Perfect Trade Advert

Crafting a trade advert that resonates with decision makers can often be the difference between landing new accounts and a fledgling quarter of stagnant sales. From promises of profit maximization and the timing of your campaign to sample designs of your programming and merchandising, there are a lot of things to consider when designing your new ad.  Read the Full Article on Beverage Trade Network!

Trade adverts that successfully penetrate the psyche of readers are those that showcase a clear understanding of what it is your re-sale partners are really looking for. They need to go over and above traditional marketing with campaigns that include clever taglines and bold branding while also incorporating communication that incites the reader into taking you on as an important supplier.

Using the right combination of exceptional design and direct messaging in your advertisement will prompt readers into following your call-to-action and is the best chance at successfully growing your sales with new and established trade partners.

Here are ten tips to help you design your next trade advert:

1. Sample Store Display

A good way to promote your business savvy in a trade advert is to showcase a sample store display that you are ready to erect in your new accounts. Your ad should include a small outline of a modern floor display that is seasonally accurate and that retailers will feel gives added value to their floor space.

It is essential that you showcase your company as an innovative and progressive thinking supplier, but you don’t want to overdo-it with complex instalments that can’t fit into traditional retail store programs.

2. Seasonal Timing

As mentioned above, timing is very important. Make sure you update your trade adverts so that they reflect upcoming holidays and seasonal trends. If you are a summertime brand, then you need to be designing your advert well in advance of the vacation period and getting it into the right trade channels as buyers start picking the summer brands they are going to push (and before they go on holiday!) Utilize your brand’s lighter side and get behind upcoming sporting events, lake and beach culture, BBQ season and anything else that resonates with your brand.

No matter when you decide to start your campaign, create your design to reflect the strengths of your brand for the upcoming quarter. If you are targeting the October, November, December sales season, then highlight your holiday packaging and promotions early on. If you are running a summer campaign, then showcase your depletion programs like discount neck talkers and case discounts and get them out in the mid-spring issues. You want to ensure that you will be able to execute your sales strategy through the coming season – so start your promotion early!

3. Appropriate Imaging to Brand

Perhaps more important than timing is to make sure your brand is well represented by the images you choose to use [... Read More]

Visit the Source Article Here!


USA Trade Tasting Is More Than Just a Business Conference
09 March, 2016

Cider and Music Big Part of USATT Conference.

On March 23, top thinkers and influential beverage professionals will be meeting in New York City at the USA Trade Tasting Conference for a day of insightful presentations and ‘How-To’ seminars on sales, distribution and management. [See Full Schedule Here]

Music on the Main Stage

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Not only is the conference schedule filled with a premiere line-up of speakers, but Steph Kenna, one of Broadway’s top up-and-coming musicians, will be playing on the main stage during our complimentary lunch at the USA Trade Tasting Conference.

Sit Down Service During the Conference.

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It gets even better…Virtue Cider will also be serving a sit-down service of their premium cider to guests as they take-in long time industry veteran Adam Lambert’s presentation, ‘How to Build a National Brand.’

Don’t miss the last chance to sign-up to learn and network with some of the industry’s brightest minds at the USATT Conference.  Sign-up today and reserve your spot at the USATT Conference.

Only A Few Seats Left!

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Vinho Verde Masterclass at USATT in NYC with Mollie Battenhouse MW
03 March, 2016

Join Mollie Battenhouse MW as she pours some of Portugal’s finest wines from Vinho Verde.

The Vinho Verde Masterclass at USATT has just been announced.  It will be held on the 21st of March 2016 from 11:30am to 12:30pm.

USATT Masterclass with Vinho Verde

This masterclass is designed to explore a wide range of offerings and showcase the strengths of a region that is quickly gaining notoriety in the wine world for much more than their exciting whites and subtle rosés.

Mollie Battenhouse is heavily versed in the most interesting information coming out of  Portugall and will be giving visitors some truly insightful knowledge as you follow along with a glass in your hand.

Hailing from the North-Eastern region of Portugal, Vinho Verde is known for  the beautiful union of the lvarinho, Arinto Avesso, Azal, Loureiro and Trajadura variteals that come together for their “young” wines.  Come explore the full range of Vinho Verde’s offering and immerse yourself in the luring world of Portuguese wine heritage.

Importers and Distributors are invited to register now for their spot at the Vinho Verde Masterclass at USA Trade Tasting on March 21 at 11:30 am at the Metropolitan Pavilion in NYC. REGISTER NOW.

USATT Visitor Registration

 


USATT IS THE MUST ATTEND EVENT FOR IMPORTERS AND DISTRIBUTORS IN 2016.
16 February, 2016

USA Trade Tasting

1. Event For Importers, Distributors and Producers To Learn about Sales
Whether you are a craft distillery, craft brewery or a boutique winery that’s just starting out, or work in sales at an importer/distributor or at an established beverage company, or simply wish to expand your skill set and gain new perspective, USATT Conference is a must attend event.
2. Meet The World In NYC
180 Exhibitors coming to NYC from all over the world and USA. These brands are ready to grow in the US market. Meet them and find your next winning brand here.
3. Like To Sit Down and Get Pitched? 
The ‘Brand Pitch Area’ is a unique match making service being offered at USA Trade Tasting that puts brand owners in front of 120 qualified buyers ready to source new brands. The initiative will be taking place over four different meetings on March 21st and 22nd. See the agenda.
4. Still Into Scotland? The Rise Of World Whisky Is Here
Explore the alluring world of single malt whiskies at the exclusive masterclass from award winning importer PVI Global at USA Trade Tasting. Learn more.
5. Scaling Your Sales Team For Success
Are you getting ready to expand your winery, brewery or distillery? Here are some great tips on putting a winning sales team together from USA Trade Tasting Conference speaker Josh Wand, Founder & Motivator in Chief of boutique recruiting and staffing agency BevForce.Whether you are acting as your beverage company’s sales manager or have a full sales department, your leadership team must be your company’s best asset.  Building a sales team equipped to take on the competitive US beverage industry starts with understanding that that your sales department is just one of the many departments that makes up your business. Learn more.


Exhibitor Registrations for USA Trade Tasting 2016 Officially Sold Out
12 January, 2016

New York, NY. January 10, 2016 – USA Trade Tasting is pleased to announce that registrations for the Grand Tasting are officially sold out. Occupying both floors of the celebrated Metropolitan Pavilion in New York City on March 21-23, the event will host 160 exhibitors who will showcase wine, beer and spirits brands from more than 20 countries including USA.

USA importers and distributors looking to source new international brands for their portfolio will find this event of particular interest.  With masterclasses on a wide variety of categories and regions, in addition to the traditional trade tasting hall, the grand tasting is set to give US buyers access to one of the largest forums for international beverage representatives.

Major international organizations will be in attendance, including Wines of South Africa, Wines of Australia, Wines of Chile, Wines of Portugal, New York Wines as well as hundreds of private groups and independent beer brands and craft spirit brands. 

“We are extremely pleased by the overwhelming response we’ve received for USATT” said Sid Patel, CEO of USA Trade Tasting and Beverage Trade Network.  “With the last few exhibitor registrations coming in at the end in December, we’ve officially sold out.  We couldn’t have asked for a better caliber of suppliers for this year’s event. More importantly suppliers exhibiting understand the dynamics of USA market and are ready to support their new distributor and importer partners”

The grand tasting will also include the event’s Brand Pitch Sessions, a unique match making service being offered at USA Trade Tasting.  The initiative will partner importers and distributors with suppliers who closely match their buying requirements.

USA Trade Tasting will conclude with the Business Conference on March 23, 2016.  The conference will consist of TED-Style talks with industry leaders speaking on best practices being used in the import and distribution industry.

Tickets for USA Trade Tasting (trade only) can now be reserved online at reduced rates:http://usatradetasting.com/en/attend-grand-tasting-126.htm

For more information on attending USA Trade Tasting, please contact Beverage Trade Network. Telephone: +1 (941) 592-9254. Email: info@usatradetasting.com.  Visit our website:www.usatradetasting.com.  Subscribe to our Blog: www.usatradetasting.com/blog.  Follow us on Twitter: www.twitter.com/usatradetasting

About USA Trade Tasting: USA Trade Tasting (USATT) is an annual trade tasting and business conference, open to trade professionals only, which takes place on March 21-23, 2016, at the Metropolitan Pavilion, in New York City, USA. USATT showcases exciting wines, beers and spirits from all over the world to USA importers, wholesalers, distributors, retailers and press.

USATT Registration

 


Meet the Beverage World in New York City
23 December, 2015

This March 21-23, 2016, USA Trade Tasting will be hosting beverage professionals from around the world.

This March 21-23, 2016, USA Trade Tasting will be hosting beverage professionals from around the world. The must attend event for international wine, beer and spirits representatives doing business in the USA will showcase 200 exhibitors and 1000 brands from over 36 countries at the Grand Tasting, feature in-depth masterclasses from leading organizations, and attract over 2,000 trade visitors. 

USA Trade Tasting is a trade only event where agents from international distributors, retails, restaurants, night clubs, bars, hotels, importers and media houses gather to meet new contacts, source innovative brands and explore the most recent opportunities in the US market.

USA Trade Tasting Registration

In addition to the Grand Tasting and Masterclass presentations, a new match-making platform modeled loosely after the concept behind the popular TV show ‘Shark Tank’ called Brand Pitch Sessions will be launched pairing innovative labels with industry buyers. Select brand owners will be given the chance to pitch a room full of buyers whose requirements closely match the presenter’s brands profile.

The Educational Conference on the final day of the event is a full day forum with a schedule of presentations specifically designed to address issues beverage professionals face in their day-to-day operations. Applicable, ‘How-To’ seminars on best practices being used by some the industry’s brightest minds will give attendees real insight into market strategy in sales, distribution, legal issues and marketing.

For more information about visiting USA Trade Tasting, please visit their official website: http://www.usatradetasting.com


Scaling Your Sales Team For Success
29 November, 2015

The organizational design of your company is one of the most important factors that influences the functional energy of your sales force.

Josh_BevForce

Here are some great tips on putting a winning sales team together from USA Trade Tasting Conference speaker Josh Wand, Founder & Motivator in Chief of boutique recruiting and staffing agency BevForce.

Are you getting ready to expand your winery, brewery or distillery?

Whether you are acting as your beverage company’s sales manager or have a full sales department, your leadership team must be your company’s best asset.  Building a sales team equipped to take on the competitive US beverage industry starts with understanding that that your sales department is just one of the many departments that makes up your business.

When you are preparing for growth inside your company you should be thinking about how you can put together a synergistic business plan that incorporates every department (marketing, sales, finance, operations, human resources) as your scale each part of your business...Continue reading “Scaling Your Sales Team For Success” »

Come learn from Josh at the USATT Conference as he expands on how to ensure that you and your leadership team are allocating the right resources to your hiring process and his inside tips into building a Successful Sales Team.

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Participate at USATT as a Visitor or a Supplier
20 November, 2015

USA Trade Tasting attendees and suppliers can participate at the event and grow their beverage businesses in many different ways.

As an exhibitor, importer, distributor, retailer, media or beverage company representative, there is something special waiting for you at USA Trade Tasting:

  • Attend the Grand Tasting on March 21st and 22nd, 2016;
  • Learn from industry vets at the Educational Conference on March 23rd, 2016;
  • Taste category leaders in full hour Masterclasses;
  • Source New Brands during Brand Pitch Sessions;
  • Sample New York International Wine and Spirit Award Winners;
  • Network with speakers and visitors after the Conference.

Attend USA Trade Tastingand network with thousands of industry peers looking to grow their businesses.

The Grand Tasting 

The Grand Tasting is an annual alcoholic beverage trade tasting promoting sustainable growth in the independent beverage industry by helping wineries, breweries, distilleries, importers, distributors, retailers and beverage companies learn, source and grow.

Exhibit your brand at USA Trade Tasting and get in front of USA’s leading importers, important distributors, high-profile retail merchants, and influential media executives.

Grand Tasting hall space has been expanded to accommodate wait list. Book Your Table Now. Only few spots left.

The Educational Conference

Learn from some of the most influential professionals in the beverage industry at the USA Trade Tasting educational conference on 23rd March, 2016. These presentations from industry leaders on today’s leading ideas on marketing, sales and distribution will challenge and inspire you to grow your beverage company.

The conference will have TED-Style talks where speakers will profile the strategies and standards top industry thinkers are using to shape the marketplace around you.

The educational conference is a full day experience that brings together thousands of beverage professionals from around the world.

Get $100 back with code GROW2016 on USATT Conference Ticket. Ends NOV 30. Register Now.

The Masterclasses

Get advise from the experts in highly personalized workshop classes while exploring a broad range of trending brand names.

Learn about exciting offerings of the most popular varietals from one of the most explosive regions today: Cabernet Sauvignon; Chardonnay; Chenin Blanc; Méthode Cap Classique (MCC); Pinot Noir; Pinotage; Sauvignon Blanc; Shiraz; and more, at the Wines of South Africa Masterclass.

Taste a wide range of award winning international single malt whiskies profiles that have won the praise of critics around the world at the World of Whiskies Masterclass.

USATT’s full hour Masterclasses from leading organizations will be featured throughout the Grand Tasting on March 21st and 22nd.

Attendance is offered on a first come, first serve basis.  Reserve your spot today.

The Brand Pitch Sessions

The ‘Brand Pitch Area’ is a unique match making service being offered at USA Trade Tasting that puts brand owners in front of 30 qualified buyers ready to source new brands. The initiative will be taking place over eight different meetings on March 21st and 22nd.

Watch four presentations on Brands that meet your portfolio needs. Samples, Sales Literature, Marketing Budgets – Everything you want to know, right at your fingertips.

Only 30 Spots for Importers and Distributors.  Reserve your seat today.

Closing Ceremony

Network with Conference speakers and attendees. Come taste award winning wines and spirits from the New York Wine and Spirits Competition during the closing ceremonies.

The last hour of USA Trade Tasting will be dedicated to solidifying new unions and giving visitors the chance to ask questions to the speakers of this year’s Conference.

Register for USA Trade Tasting today and come network with beverage representatives from around the world.


How to Sell in the Tri-State Area
16 November, 2015

Getting your wines into key accounts across the Tri-State market is a great way to substantially increase sales.  Here are some tips on what it takes to land and service new accouts in NYC and beyond.

TheSalesRep

From highly sought-after accounts to small mom-and-pop bottle shops, every buyer profile is different and each can offer unique opportunities.  In order to nurture a healthy partnership from the beginning, it is important understand how to cater your pitch and subsequently service every buyer`s specific needs.

USA Trade Tasting will be hosting Sales Reps from international wine, beer and spirit companies and we want to give them the best chance at successfully generating new accounts with importers, distributors and retailers from around the USA.  

Beverage Trade Network interviews trade veteran Bryan Melo, NY/NJ Villa Maria Estate Brand Ambassador at Ste. Michelle Wine Estates, on essential sales strategies for wine representatives working the Tri-State area.

BTN: Many buyers in the tri-state area don’t know much about, or care about wine. How do you sell to these people?

First, recognize that your sales pitch to a customer is not about you, your story, or your winery. It doesn’t matter who you think you are- It is always, 100% about the customer and creating value for their business. To think otherwise is to provide a disservice to the customer and creates a bad name for sales people in our industry.

New_yorkThat being said, to remain in business your prospect needs to purchase wine from somebody- so with the right sales pitch that relates to them & their business, you can create a win-win scenario. As a reference point, keep the following facts in mind about operating in competitive markets such as NYC:

1) Retail shops and restaurants pay monthly rents that can range from US $20k for a space the size of a hotel room to $100k and beyond depending on the size & location of their establishment.
2) In order to make a profit they need to focus on bringing customers in the door, managing profit margins, and tracking average customer purchase values; not necessarily investing 10 years of education into viticulture and winemaking.
3) All stores have extremely limited shelf & storage space, which means it’s a difficult task for them to offer a wide variety of products and prices while still working in successful profit margins for the shop.
4) This right here is the golden nugget which all wineries need to understand—-Every winery in the world wants to be sold in NYC. Buyers & shop owners have sales people come into their store from the moment they unlock the door in the morning until the store closes at night, they hear all kinds of sales pitches- including the good, bad and ugly.

BTN: What does this mean for brand reps? What can they do to cater to the buyer?

Sometimes, a brand will get sold based on the wine’s story and the quality of the wine. Other times, it’s a matter of finding the right product for the right store at the right price. If you prospect is more of a “business person” then a “wine person” take a walk around your prospects store- take a quick mental survey of the category of wine you are trying to sell to him/her. How many competitive wines are there? All at the same price point? Are there notable packaging differences between your item and the competitor? Does your product offer the ability for a higher profit margin? Are you offering something the customer doesn’t already have? or are you adding to their inventory problem? Remember that “cases sold” to us is “money spent” to them.

Once you have all of this figured out, create a sales pitch that will actually relate to the person you are speaking to instead of reciting the same message they hear from every winery representative about how old the winery is, how great the viticulture is, etc. etc.

If your buyer says no- accept it and respect it. It’s not always a permanent no, it could just be a “not now”. As previously mentioned, space is an issue, cash flow is an issue. Follow up respectfully and you will earn your buyers respect. Don’t get too concerned with short term wins. It’s better to sell 100 cases over the course of a year then 1 case today. Play the long game and you will always come out on top.

BTN: What can reps expect when they are out in the field?

Expect buyers from all walks of life, who may or may not speak English as a second or third language. Some may taste, some may not.

NYC & the tri-state area is home to a mix of people from all walks of life. Some people get into the wine business because they are truly passionate about wine. Many others open wine & liquor shops because they see the business as a retail opportunity and a way to make a living. Many of the most successful retail and restaurant locations are owned by immigrants from around the world who speak English as a second or third language & some from religions that forbid the consumption of alcohol altogether. Does this make pitching a new product difficult? Sometimes, but this is NYC we’re talking about– and immigration is what makes our city beautiful.

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Remember, the pitch is not about you- it’s about them. If your customer is not interested in wine, or chooses not to drink, why bore them with the same cookie cutter sales pitch you give everyone? Find out how your product will add value to their business. Does it have a calling in the neighborhood via local restaurants? Are you willing to do in store tastings? Do they currently not list anything like your product? Do you have attractive POS material that will trigger a consumer purchase? Are you currently running any marketing campaigns that will reach their customer base? If you can’t speak to this, what do you plan on saying?

BTN: How can brand reps differentiate the labels they represent from those of the competition?

Trade Lunches, Winemaker Visits & other traditional “brand building” activities.

Remember, every winery in the world wants to be sold in NYC. Every winery spends a great deal of money on trade events for buyers to attend as well as sending winemakers to the market (flights, hotels, meals, etc.) What this results in is a constant daily flow of out of town visitors in the market as well as never ending events for buyers to attend. Because both are in such constant abundance, they lose their individual value.

Beer_KegBelieve it or not, it is often difficult to get an appointment with a buyer when you tell them a winemaker is coming with you. Many buyers specifically request to not have any out of town visitors brought to their store because they are not interested in hearing the same script they hear daily. Often times, the buyer will be doing a sales rep a favor by taking time of their day to attend your event or meeting with you and your winemaker.

In some ways, our industry needs to remain open minded about new channels of brand building. In some cases, a $5000 wine maker visit for a day of short meetings can be used in new, untried ways to build a following.

For example, for a fraction of the cost of a visit, your winery can run a social media marketing campaign where a winemaker tracks the harvest process via video feeds and constant updates, engaging with consumers & trade people daily to build loyal brand followers who will in turn request your product at a local store, resulting in the same end goal.

Don’t overlook the fact that buyers themselves spend lots of their personal time on social media, so why not try to engage your winemakers directly with local trade people digitally to build some sort of following instead of one (expensive) 10 minute meeting per year? Imagine how a trade buyer would feel about your brand if they have an ongoing twitter relationship with your winemaker, where they communicate with each other and are comfortable asking questions freely?

Depending on your brand, winemaker visits & trade events may work, or they may not. Choose wisely how you spend your marketing dollars.

BTN: What should Reps do when preparing to talk with distributors?

When looking for distribution in NY, ask yourself if you would rather be a big fish in a small pond or a small fish in a very big pond. Both have their advantages and their disadvantages, however what’s right for your brand is ultimately a decision you need to make for yourself. When dealing with distributors of all sizes, remember this:

1. Your distributor doesn’t work for you, so don’t expect them to. They have their own business to run with goals aside from your brand. Demanding 100% of their attention is a great way to ruin your relationship.
2. The job of a (good) distributor sales rep is flat out hard. It is high stress, long hours, and involves pressure to constantly keep everyone happy. Find the delicate balance of holding accountability while maintaining positive relationships with everyone.
3. Remember to teach people how to sell your brand. It’s one thing to tell them all about the winery, its history and the “story”. But it’s a whole different ball game if you can teach them what actually will sell the brand to a customer.

What competitive products should they look for? What kind of store/restaurant does best with the category? What are common objections that the sales rep should look out for? How should they handle these objections before they come up? By doing so, you build confidence in the sales person that it’s an easy sale to make, and in turn they will feel more comfortable presenting the brand to a customer. ALWAYS remember to add value. Remember that the key to success in the 3 tier system is teamwork, not delegation.

What are your top tips on succesfully calling on new accounts in highly competitive markets?

Pricing

Keep your quantities low on a new product. Retailers & Restauranteurs generally don’t like the idea of buying 50 cases of a product they have never heard about just to be price competitive with other stores. If your customer runs out, they can buy more. Moving inventory from your distributor’s warehouse to a retailer’s back room is not growing a brand.

Inventory

Don’t run out. Ever. End of story.

“Famous” & “sought after” accounts 
Times_Square
Remember that when dealing with famous restaurants, high volume famous wine shops, and seasonal markets such as the Hamptons there is a direct correlation between the fame of the establishment and the difficulty of making a sale there. These types of placements take time, lots of cold calls, lots of follow up, lots of emails & lots of rejection. Sometimes they prove worthwhile with volume, other times they result in one of your wines being added to the wine list and sitting there for over a year. Prioritize what matters most to your brand, and choose how to spend your time wisely.

Pro-tips to always teach new reps

1. Inclement weather can be your best friend. It’s amazing how few people you will see working the field on days of heavy rain or snow. If you’re tough enough to handle it, you can have some great days selling when everyone else is “working from home.”

2. First impressions matter in NYC. Dress well if you want to be taken seriously. Shoes included.

3. Put away the big 12 bottle rolling wine bag. Pick 4 bottles per day, carry them in a smaller bag that’s easier to take up a flight of stairs. You’ll be thanking the stars halfway through the day. Keep shelf talkers, tape, chill packs, business cards, pricing books and some water for yourself in your wine bag.

4. Lastly, don’t take yourself too seriously. You will get rejected in the worst of ways… and it will suck. NYC is cold. But it’s not your fault some people don’t know how to be civil. Remember it’s a game of odds. A tough rejection just means you are getting closer to your next big sale. Keep at it.

(All opinions and observations expressed in this interview are entirely those of Bryan Melo and do not necessarily reflect those of Villa Maria or Ste. Michelle Wine Estates in any way.)

Are you a wine importer, retailer or distributor looking to connect with new accounts and develop your sales network in the USA?  

Register for USA Trade Tasting and network with thousands of beverage professionals and learn about best practices used in sales, distribution and marketing from leading market makers at the USA Educational Conference.

Contact_us

 

How to get editors interested in your wine, beer or spirits brand story
26 October, 2015

BTN gets insight from some of the leading editors in the beverage industry on what editor’s look for when selecting their next story. Here’s what they had to say:

How to pitch your brand to press

1. Nathan Gogoll – Magazine Editor at The Australian & New Zealand Grapegrower & Winemaker

Don’t pay a marketing agency to blast your latest news to every single journalist on their contact list. Instead, just target publications you think the story has the best fit with. (Journalists and editors love an exclusive, so consider just sending the news to one publication)

Keep your release short and make yourself available for follow-up interviews. Have a selection of high-resolution current photos on offer.

2. Sarah Lewis – Managing Editor at Hardie Grant Media

The key to securing coverage is tailoring your pitch to the specific title/editor – do your research to ensure you’re connecting with the right person and that the concept is relevant to their audience. We receive so many pitches on a daily basis and the ones that stand out are well conceived and personally written (not a cut-and-paste job that you’ve sent to 10 other editors).

And if you are going to cut and paste, be sure to change the salutation and title! I can’t tell you the number of times I’ve received pitches with the competitor’s name in the body of the email… “We think such and such would be a great fit for [enter key competitor here].” Instant delete.

Where possible, include links to previous articles or posts that best demonstrate your skills and point of view.

Finally, follow up with a phone call. This can be as simple as saying you just wanted to check they received your pitch, and asking if you can provide any extra info at this stage. Don’t be pushy or presumptuous, but do put a voice to the name.

3. Annette Shailer – Editor at Beer & Brewer

In this day and age high quality images are vital to gaining coverage in the print and online, so it’s important to invest in these.

In regards to the content, it’s nice to hear about the people behind the brews as well as the flavour profile. A human interest angle usually resonates well with the audience and don’t forget images of the people are just as important as the brewery and bottle shots are.

Finally, a couple of killer quotes from the brewer or owner go a long way, especially if they’re talking about something they are passionate about that’s a bit different and quirky.

4. Keith Wallace – Author and ‘Wine Blog Awards’ Winner for “Best Wine Reviews 2014”

I take interest in stories that have a narrative beyond the usual press release. For real traction, the story has to be newsworthy outside of the beverage trade. Compelling human-interest stories attract a larger audience, especially if they include a degree of conflict. Be willing to get dangerous!

For instance, the Wine School of Philadelphia got significant national attention a few years ago for “Sommelier Smackdown” after the WWE (World Wrestling Entertainment) sued for trademark violation. ” It was a scary situation, but it also was a funny story. It ended up landing the school in every major newspapers in the country, and a few magazines, too. The willingness to turn a dark chapter in the school’s interest into the humorous “wrestlers versus sommeliers” storyline actually solidified the school’s reputation and nearly doubled enrollment.

5. Anna Warwick – Currently Asia Pacific Freelance Editor

Be aware that media are constantly looking for new material so if you can make a contact and make it easy for them to access your ideas, that’s the way forward. Put some thought into the point of difference of your angle and really sell – as in put some real heart into your idea or suggestion.

If you have facts to put across make them dot points.
If you have a personality to interview give a brief bio and interesting quote.

Make your emails short and to the point. Send quality emails over quantity. Send a few punchy ideas rather than stacks of emails. If you have the advertising schedules for that publication you will get an idea of how far ahead of print times you need to get material to editors. Make your ideas seasonal and relevant to current events/topics.

6. Meridith May – Publisher/Editorial Director at The Tasting Panel Magazine &The SOMM Journal

Got an interesting pitch? Instead of a page-long email which no one wants to read, start with a phone call – yes, a phone call. I may not have time to hear the whole thing, but a personal touch is still appreciated.

Let me know you’re taking the time because you want that story in MY magazine, not just throwing it out anywhere to see who’ll respond.

7. Tips from Beverage Trade Network

Education is one of the best ways to inspire great columns. Giving editors a story that actually provides insightful content to their readers is to truly show them that you have something special to offer to their publication.

There are millions of brands around the world who claim that they are the next big story. They assert that they are unique, that they are on the leading edge of innovation, or that their story is simply too exciting to pass up. Whatever the reason, they seem to think that media companies should actually consider their self-absorbed stories for their next piece.

Instead, talk about how you have triumphed over your latest setback and give tips on how you did it. Let down your guard and be honest about what it means to be in business. For example, instead of talking about how great your latest PR stunt was, give your readers a behind-the-scenes look at what you went through to get it done. Talk about your employees and how they had to work day in and day out even though you know they’ve been going through personal struggles of their own.

Don’t exclaim your brilliance, explain your method. Find what truly makes your company (or your brand) special and examine the parts as you dissect it piece by piece. Once you have all the pieces of the puzzle in front of you, touch on the brilliance of each brush stroke of the painting as you narrate the practice of putting it all back together again.

The above article will help you establish a strong overview on how you can plan your PR strategy and send your story to press and media. We welcome you to join Felicity Carter, editor of Meininger’s Wine Business International in New York (USATT Conference) when she talks about ‘How to pitch your brand to press – the do´s and the dont´s’.

Please use coupon code ‘GROW2016‘ to save $100 by booking your seat before November 30.

conf-offer

Join us in New York City at the USATT Conference to get in-depth insight into top sales, distribution and marketing techniques being used in the wine, beer and spirits industry (See Full List Of Speakers).  

About Felicity Carter:

Felicity CarterFelicity Carter is editor-in-chief of Meininger’s Wine Business International, the world’s only global, English language wine business magazine. Published in Germany, it has subscribers in more than 40 countries.

She regularly presents on the global wine trade at international events, including WineFuture Hong Kong, ProWein and the LIWF, among others. She has judged at Concours Mondial, Mundus Vini and BioFach in Germany, along with competitions in Bordeaux, Portugal, Georgia and Australia. She is also on the international panel of the Gourmet Traveller Wine, Restaurant Wine List of the Year awards in Australia. She previously wrote about wine and business for Australian publications, including The Sydney Morning Herald and The Age.

Felicity will take on the stage at USA Trade Tasting Conference in New York when she will talk on ‘Top Ten Dos and Don’ts of Getting Media’s Coverage’.

Recent talk given by Felicity at Digital Wine Communications Conference:

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Looking to grow distribution in USA?
18 October, 2015

USA Trade Tasting

If you are looking to meet state distributors or importers in USA, you have come to the right place.

USA Trade Tasting (USATT) is an annual adult beverage trade specialist trade tasting and business conference for importers and distributors to come and learn about distribution and importing business. Meet Importers and state distributors on 21-22 March in New York city and grow your distribution in USA.

Learn from some of the most influential professionals in the beverage industry at the USA Trade Tasting educational conference on 23rd March, 2016. These presentations from industry leaders on today’s leading ideas on marketing, sales and distribution will challenge and inspire you to grow your beverage company.

There are three parts to the program:.

  • Grand Tasting: A tasting of wines from a wide range of countries, regions, producers and importers: Italy, Spain, Australia, France, Germany, South Africa. Slovenia is coming as is Sweden (presenting a cider). There will be a parallel track of masterclasses on the wines of Australia, South Africa, Chile and New York State..
  • Conference Day: A separate full day of presentations where you will learn about sales, marketing and distribution in the USA market. Panels and discussions on the critical issues and changes taking place in our industry. Some high-profile names will be speaking including Danny Brager of Nielsen, Jim Ryan of Constellation, Rob Bradshaw of Cape Classics, Josh Wand of Bev Force, Marcy Whitman of Palm Bay, Scott Ades of Winebow, John Beaudette of MHW. All about ‘how to do it’ content. (View speakers)
  • Shark Tank in a bottle: Our industry’s very own riff on Shark Tank where four different–and very lucky–producers will get 15 minutes to pitch their products to interested importers and distributors.

What you get in your exhibitor registration (If booked by Oct 31):.

  • Exhibitor table at the Grand Tasting on 21-22 March, 2016 where you will meet importers, distributors, press and retailers of USA.
  • 1 Ticket to a full day conference on March 23, 2016 to help you learn and grow your distribution or import business.
  • Extensive networking opportunities: Meet key consultants and brokers.
  • Breakfast & Lunch included on Conference Day.

USATT is 95% solid out and only few spots are left. Exhibit now and grow your distribution in 2016.

Metropolitan Pavilion www.usatradetasting.com | info@usatradetasting.com

London Wine Fair Partners with Beverage Trade Network to Help US Producers Export to UK
07 October, 2015

Registrations to the joint-program for US brands looking to export to the UK are now open.


New York, NY October 7, 2015- The partnership between London Wine Fair and Beverage Trade Network establishes a clear path to the UK market for US wine brands.

By taking advantage of the new partnership, participating brands exhibiting at LWF can generate a large network of distribution contacts across the UK and Europe before, during and after the London Wine Fair. Registrations to the joint-program for US brands looking to export to the UK are now open.

Ties between Beverage Trade Network (BTN) and the London Wine Fair (LWF) have created a convincing business link to UK market opportunities. The recent announcement re-affirms the importance of the relationship and nurtures strong trade opportunities between the two countries.

“The new partnership with the London Wine Fair was initiated to help US wineries develop a clear market entry plan into an increasingly inviting market,” said Sid Patel, the CEO of BTN. “We’ve enjoyed working with LWF this past year and are excited to help US brands find their place in the UK.

The UK market has seen tremendous consolidation in the past decade and competition across retail channels is very high. International wine brands are encouraged to develop a focused route to market in order to successfully penetrate new accounts.

The creation of a dynamic platform dedicated to giving international brands the necessary building blocks to build a successful entry strategy will leverage the strengths of both organizations. The collaboration between LWF and BTN is particularly useful for US wineries looking to expand into the UK.

The London Wine Fair is one of the world’s largest wine events and is covered by some of the industry’s biggest names in media. With over 11,000 trade visitors a year coming for three days of content on best practices in the UK, trade tastings of world class wine, and meetings with industry leaders, the fair is a must-attend annual event for wine brands looking to create a network of influential contacts.

All US brands who want to export to the UK can take advantage of the new partnership. Brand distribution activity and sell sheet information of companies taking part in the program will be uploaded onto BTN to allow users the ability to reach out to global buyers.

Participating brands will have access to a wide network of contacts and be able to share trade focused information geared towards potential importers and distributors. They will also be given Premium membership and be able to access BTN’s large resource of webinars and articles on developing successful business practices.

BTN’s team will be assisting participants of the program with hands on help at the London Wine Fair event itself and across BTN’s social media channels.

To register for London Wine Fair, please contact Bob Davidson | (P) +44 (0) 20 7973 4668 (E)r.davidson@hgluk.com

For more information on the partnership and how to take advantage of the services being offered to US wineries by BTN at London Wine Fair, please contact Zach Milne-Haverty | (P) +1 (941) 592-9254 (E)Zach@beveragetradenetwork.com

About London Wine Fair: The London Wine Fair welcomes over 11,000 wine trade professionals every year. Our visitor audience is drawn from the restaurant and bar trade, independent retail and regional wholesale, and from the convenience and multiple retailers. In addition to retailers, we welcome the trade press, importers and recognized trade professionals from all support services to the wine trade.

About Beverage Trade Network: Beverage Trade Network (BTN) is an online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry. BTN provides business and sourcing tools for industry buyers and brokers as well as an extensive selection of services for suppliers to drive brand awareness and expand distribution. For more information on BTN please visit their website www.beveragetradenetwork.com


VIP Buyer Invite to USATT (Free VIP Conference Tickets Worth $700+ )
27 September, 2015

USA Trade Tasting would like to formally invite buying representatives from wholesalers, distributors, or importers to register for your official VIP Buyer Invite.

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USA Trade Tasting is an annual grand tasting and business conference happening in New York City at the Metropolitan Center on March 21-23, 2016.

The VIP Buyer Program is a special package designed specifically for buyers from around the country.  Please register your interest for the program HERE.

As a registered representative of the VIP Buyer Program, we are happy to offer you the following, free of cost:

• Tasting pass to meet producers from around the world at the Grand Tasting event on March 21 & 22, 2016.
• Reserved seating in Brand Pitch sessions where specialist producers present their brands to you.
• Reserved seating in Masterclasses from Wine Australia, Wines of South Africa, Wines of Chile, Wines of New York and more.
• Receive 2 VIP Tickets to a full day conference on March 23, 2016 to help you learn and grow your distribution or import business. Front 4 rows. Meet and network with speakers.
• Extensive networking opportunities: Meet key press members and retailers. Official blog post on USATT Blog about your business to help you get some buzz.
• Breakfast & Lunch included on Conference Day.

Click Here to RSVP NOW. This VIP Buyer Program invite is for the first 200 Importers and Distributors from the USA.

Buyer_Invite


USATT 95% Sold Out. Only a Few Spots Left
04 September, 2015

USA Trade Tasting Exhibitor Registrations have sold fast.  With only a few spots left, now is the last chance for wineries to register for USATT.

USATT

Sign up to exhibit at USA Trade Tasting to expand your distribution across the US.

Get in front of USA's leading importers, important distributors, high-profile retail merchants, and influential media executives.

The event is B2B ONLY with the sole purpose for exhibiting brands to connect with new buyers and vice-versa.

Buyers Trade Tasting – March 21-22, 2016 - Metropolitan Pavilion, New York City

For more information on exhibiting at USATT, please visit:
http://usatradetasting.com/en/become-an-exhibitor-30.htm


Learn about sales, marketing and distribution at USATT Conference
22 August, 2015

 

12 Bold Talks to coach you – 12 Key Note Speakers to train you – 2 Days to inspire and educate.

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Learn from some of the most influential professionals in the beverage industry at the USA Trade Tasting educational conference on 21-22 March, 2016. These presentations from industry leaders on today’s leading ideas on marketing, sales and distribution will challenge and inspire you to grow your beverage company.

Featuring 12 key note presentations and 12 bold talks between 2 days, the conference is set to give you insight into what strategies and standards the industry’s top thinkers are using to shape the marketplace around you.

The educational conference is a full day experience that brings together thousands of beverage professionals from around the world. The event takes place on 21-22 March, 2016, New York, USA.

What is USA Trade Tasting Educational Conference?

In 4 years BTN has grown from 400 to over 9000 members from more than 50 countries. Our goal is to empower small to medium wineries, breweries, distilleries, importers and distributors with the necessary tools and educational resources for sustainable growth in sales and distribution.

Featuring 12 key note presentations and 12 bold talks between 2 days, the conference is set to give professional insight into what strategies and standards the industry’s top thinkers are using to shape the marketplace around you. The educational conference is a full day experience that brings together thousands of beverage professionals from around the world. The event takes place on 21-22 March, 2016, New York, USA.

Who are the Speakers?

Ranging from brand builders to marketing guru’s, the educational conference is hosting remarkable experts who exhibit a truly heightened knowledge of the industry to give our visitors a clear understanding of the real life challenges that face them in the marketplace. View All Speakers

USATT special pricing

 


An Economical Way to Showcase Your Wines to USA Buyers
08 August, 2015

The Pavillion

Capped at 100 SKU’s between wines, spirits and beer, The Pavilion is a perfect area for small producers to get their brands out to the trade. Interstate producers looking to get in front of USA importers, distributors and retailers can find ‘The Pavilion’ a good way to find a distributor or expand current distribution. Your brands will be on display for both days at USA Trade Tasting.

Please note: Pavilion is a separate feature than you being an Exhibitor. (Suppliers are not permitted in ‘The Pavilion area’. USATT staff will pour your brands and generate leads for you. It is a great way to showcase your brands to the buyers if you cannot make it or if you are already an USATT exhibitor and need addition exposure.)

The Pavilion is also a very economical approach for overseas suppliers to send samples and have USATT manage the brands. USATT will also assist overseas suppliers interested to find importers in USA.

Entrance to ‘The Pavilion’ will only be available to those with proven buying power and journalists.

Cost to enter (Total 2 Days)

  • $165 per SKU – (Now – Sept 30)
  • $200 per SKU (Oct 1 – Dec 31)
  • $250 per SKU (Jan 1 – Jan 31)

Your brand will be showcased with your brand sheet which will include estimated retail price, brand pitch, technical info and your contact details. Buyers interested will also fill out a sample request form which will be then forwarded to you. No extra costs. USATT expects atleast 1000 buyers (retailers, distributors and importers) between 2 days.

Eventbrite - 2016 USA Trade Tasting The Pavilion Section Submission (New York)

Frequently Asked Questions.

1) Can I get discount for multiple entries?

No, sorry space is very limited. We encourage you to submit in early bird to get the best pricing.

2) How many bottles are needed, Where to send and when.

6 bottles per sku. We will use 3 bottles per city. We will send the sample instruction once you register. For overseas suppliers, we will need to get TTB approval for your labels before you ship samples. USATT will assist you in shipping of samples. Overseas suppliers, if you still have any questions, please email sid@usatradetasting.com for more information on how to send samples.

3) Who are the buyers?

Buyers are US retailers, distributors, importers and press. Thus enter your brands if you are looking to expand and grow in USA.

4) What is the deadline?

Entries are open till we reach 100 skus. Only 100 skus between wine, beer, spirits and ciders will be accepted. Enter now to secure your spot.

Please contact us on +1 901 BTN LIVE or email sid@usatradetasting.com if you have any questions.

USA TRADE TASTING


How to Take Your Beverage Brand Global with Social
02 August, 2015

Almost every winery, brewery and distillery has incorporated a social aspect to their marketing strategy. Are you successfully using your platforms to grow your company?

A ‘Social Business’ is one that fully integrates their social campaign into the everyday functions of the company. From sales reps and marketing departments to the growers, distillers and bottling crew – every employee and department of the company is ‘plugged-in’ and actively sharing their story to the company’s community of peers and followers in an attempt to create a unique experience that provides genuine value to everybody.

Besides all the feel good updates, happy customers and passionate employees that have become characteristic of business oriented social media, the end game that makes a ‘social business’ so valuable is that every company platform creates a dynamic forum that can be used by management in a variety of different of ways.

Understanding the value of a ‘Social Business’

Brand Perception

As your digital footprint increases, your brand recognition will also increase and the content you produce will grow to be a direct reflection on your brand, so keep the subject of your published material in line with your company’s branding. This doesn’t mean that you can only post about beer if you are a brewery, but make sure that what you are posting reflects the overall philosophy of your company.

Until about a decade ago, customer engagement was a personal event which took months, or even years, to establish. With social, engagement between you and your consumers is almost instantaneous and cultivating their positive feedback is important to the overall perception of your brand. A few comments such as, “I love this picture,” or “I just tried this on the weekend, it was delicious!” that get good visibility can quickly lend your brand the influence it needs to leverage its position as a market maker. This modern medium of live feed testimonials inherently increases brand value, so long as the content is good and the feedback is positive.


Retweeting praise can generate good brand perception.

The same approach should be applied when selecting accounts that your company and its employees choose to align themselves with. Finding influential social trailblazers and involving yourself in their communities can greatly increase your reputation for being an industry leader, but he opposite is also true. Letting your employees (or even yourself) take to enjoying risqué social feeds on company accounts can negatively affect your brand’s image, so pick and choose those that your company decides to follow and re-circulate content from carefully.

Understanding the Core Consumer

In its rawest form, the feedback that is generated through content response is data that can be analyzed to give brand owners an accurate description of their core consumers. This information is priceless in that it generates a constant, relatively unbiased, update on your company’s performance from the consumer’s perspective.Google Analytics, Link Patrol, Clicky, KISSMetrics, Woopra (to name just a few) - the various data analysis tools that are available today can provide in-depth metrics on some really significant events.

For brands looking to expand, deploying out-of-market social campaigns is a fundamental strategy to evaluate the initial response and gauge the amount the level of commitment that will be necessary to successfully penetrate consumer psyche. 

Creating posts that resonate closely with your branding develops strong brand recognition.

As your data sets increase across multiple populations and platforms, they will give you a detailed picture of your core consumer and let you explore new sales and marketing processes that work in direct correlation with their tendencies.

Click Here to read the rest of How To Take Your Beverage Brand Global with Social


4 Unique Things about USA Trade Tasting
25 July, 2015

USA Trade Tasting is being launched in New York City with an explicit focus to match international and national wineries, distilleries and breweries with state distributors and establish a dynamic business conference to educate the international beer, craft beer, cider, and wine and spirits industry on best practices in sales, distribution and marketing.

At its core, the event aims to drive deeper engagement between producers and buyers.  Besides hosting two full days of key note speakers scheduled to educate visitors with penetrating insight into tangible successful market strategy, USATT will also be providing unique platforms to help suppliers understand and service the needs of US distribution partners.

WORKSHOP FOR INTERNATIONAL BRANDS

Learn how to be successful in the USA

All overseas suppliers will be trained on the intricacies of the US market. Suppliers will be provided with a detailed analysis via a series of workshops that will cover a range of subjects from supporting your importer to getting the right pricing for the market.

Logistic Solutions for International Brands

Get into the USA hassle-free

‘USATT Direct’ is a solution that USATT will offer alongside the compliance and logistic infrastructure of MHW – one of USA’s premiere adult beverage import and distribution companies.  All international brands looking to enter the USA are invited to work with MHW and get their brands into the USA.

Toolsofthetrade
Click To Get Your Free Whitepaper!

PITCH YOUR BRAND TO DISTRIBUTORS READY TO DO BUSINESS

We want you to put your brand in the spotlight.

‘USATT Solutions’ is a unique match making service being offered at USA Trade Tasting that puts brand owners in front of 30 qualified buyers ready to source new brands.  The initiative will be taking place over eight different meetings on March 21st and 22nd.

Each 1-hr meeting will be hosted by 4 brand owners who will pitch their products to pre-screened distributors and importers whose buying requirements closely match the categories, varieties and packaging of the presenting brands.

THE USA TRADE TASTING CONFERENCE

Foresight. Ambition. Dedication. Education.

All throughout the two days of trade tastings, USATT will be host to an in-depth conference element where industry leading figures will speak on sales and distribution.

Learn from some of the most influential professionals in the beverage industry at the USA Trade Tasting educational conference on 21-22 March, 2016. These presentations from industry leaders on today's principal marketing, sales and distribution strategy will challenge and inspire you to grow your beverage company.

USATT special pricing

USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. Learn more here…


Tradeshow Tips: How to Convert Distributor, Wholesaler and Retailer Visits into Purchase Orders.
19 July, 2015

Even though tradeshows are based on face-to-face interactions and can be much more valuable to building brand recognition and expanding distribution than less personal campaigns like email, phone and social media, there is a lot of energy that goes into planning a successful tradeshow. No matter how funny or beautiful your team members are, you will be sorely disappointed if you think that standing behind a booth and handing out samples is all you have to do to be remembered.

Modern day tradeshow marketing and lead generation needs to be comprehensive and utilize all available tools and resources available. Pre, live and post event social media presence, targeted email campaigns, pre-scheduled meetings, focused communication programs, purposeful sales literature - these arejust a few of the ways which you can generate leads at a tradeshow. The real trick is how to successfully follow up on the leads you generate.

Getting your winery, brewery or distillery ready for a tradeshow means preparing your team with a clear mission, communicating your message across multiple channels and developing proper training programs on how to convert leads into buyers. Here is a clear outline on how you can prepare for your next tradeshow. 

Pre-Event

Prepare your Communication

The first step to determining how to best present your company at your next tradeshow is to list your strengths, determine your goals and develop messages that will resonate with your targeted customers. Whether you are attending the tradeshow to build recognition or find new distribution partners, you need to strike a chord of high notes that your brand truly represents. Some good company traits that trade will focus on are:

• Superior account services and programs;
• Up-front cost savings;
• Premium ranges;
• Competitive Pricing;
• Large marketing budget;
• Designer packaging;
• Experienced staff and reps who understands successful distribution strategy;
• Large local sales network of loyal customers.

These strengths can demonstrate that your beverage company is set above the competition and should be bundled into easy to understand language which can be delivered effortlessly across multiple channels by your team members. Here are a few ideas to keep your message simple:

• Use customer testimonials;
• Write a list of short catch phrases and short description sentences to give to your team;
• Design strategy flow charts based on potential visitor profiles (buyer, media, consumer, potential partners, etc.)

rain your team

Take your catch phrases, flow charts and visitor profiles and train your team on how to fluidly handle the various scenarios that they will be presented with. You want your team to be able to seamlessly pitch your product. They should understand how to listen and ask questions so that they frequently find themselves able to offer your product as the best option to fill a gap in your buyer’s portfolio.

Propagate your Message

Once you have given your team the proper attention and outlined your game plan, work with them to develop multiple ways in which to communicate your brand strengths. Develop social, email, phone and traditional

 marketing campaigns dedicated to your trade show attendance. The earlier you start and the further you push your message, the easier it will be for you to hammer home your sales pitch when you are talking with visitors at your booth. Do your background research on who it is you want to connect with at the event and why.

Social - Research and connect with as many attendees as you can. Buyers, VIPs, media, fellow and competing brands – these are the accounts you need to be following and interacting with so that you can stay informed and network properly leading up to the event. Keep yourself top-of-mind with engaging content and soft reminders of what you have to offer your potential partners and customers.

Email – Target important visitors that you will benefit speaking with at your tradeshow and send them personalized emails inviting them to meetings at your booth during the trade show and dinners and events after trade show hours.

Phone – Sometimes phone calls are just the personal touch that is needed to secure a meeting with a VIP, so gauge your list of important visitors accordingly. Some of them might be email friendly, some not, but whatever the case be ready to call on your most important prospects and extend an invitation for them to meet with you (incentives work best.)

Traditional Marketing...

To Learn more about what do do before, during and after the event tandincrease your chances at converting retailer, distributor and wholesaler leads at your next trade show please, please visit BTN to read the full article full free here.


Beyond 1,000 Cases: How To Guarantee Repeat Sales
11 July, 2015

How wineries can develop their sales process to encourage repeat sales and consistent orders.

Repeat Wine Sales

“Farming vs. Hunting”

The best way to make a customer buy again, after the first 1,000 case sale, is to understand that farming -- not hunting -- is the world we live in now. Farming is focused on nurturing your customer through a caring relationship. Hunting is trying closing your deal too soon and this approach erodes customer loyalty.

Instead of focusing on the next sale, focus on deepening the customer relationship first by organizing conversations on the social networks they use -- whether it's Twitter, Facebook or Pinterest.

For example, start following your customers on Twitter and use the platform to engage in conversations that are independent of what you're trying to sell them. Observe what they like, then ask them meaningful questions about what they like.

Using the wine business as an example, let’s say that you're a Pinot Noir drinker. By communicating with you on Twitter or Facebook, we’re able to learn that in addition to wine, you're also a football fanatic, regular cupcake eater, and new gardener. The next time you tweet or post about making cupcakes, we can suggest pairing your cupcakes with a new dessert Riesling in stock, that's similar in taste to another Riesling you mentioned last month.

There are many lessons learned by sales executives all over the world: here are just a few of them on how to turn a one-time buyer into a repeat buyer.

1. Appointment Setting

Appointment setting is vital in any business because it is a guarantee of more 'face time' and affords the opportunity to up-sell or provide follow-up and repeated services. Appointment setting accomplishes many things such as establishing a relationship with your client, but it also is a tried and true marketing skill because most people live busy lives and having a committed date means your chances of following up with those clients are pretty good. Be on time and don’t miss the date. 

2. Send Letters

No customer ever wants to feel like a number which is why another savvy marketing technique utilized is sending letters to current customers. These letters can be simply drafted and are a way of saying to your customer, “We appreciate your business."

3. Send Postcards

Postcards will always get noticed for technical and logical reasons, at very low cost. They are colorful and therefore are attractive to the eye and they are made of sturdier material which people automatically respond to. Even in the Internet, past paced era, people want something tangible and it is harder to forget a postcard that they may put on their refrigerator than an email that may be quickly deleted.

4. Offer a Customer Loyalty Program

Loyalty programs are invaluable when it comes to maintaining customers. Consumers shop according to their own individual habits and they have money to spend; however, ignoring the fact that those customers also want to feel appreciated as well as obtain some extras for being a loyal and valued customer can be detrimental to your business and relationship.

Loyalty programs can include things like discounted prices on a follow-up service or partnering with another likeminded company and offering piggyback services and discounts. Many companies such as grocery stores for example also offer point systems. With each purchase a customer earns X amount of points and then can redeem those points at a later date for other services, freebies or discounts. Dave Skogen, Founder of Festival Foods in DePere, WI, calls this their “Boomerang Theory: Bring Their Customers Back Time After Time”

5. Send Emails Using an Email Bounce-back Marketing Program

Email marketing is one of the most successful and yet often misused forms of advertising. If done correctly, it is a pivotal way to keep customers informed, tracking your customers and promoting current and upcoming services or products. It is always best to refer to an email marketing program rather than going at it alone. These programs will ensure that addresses are typed correctly, your business's call of action is defined and clearly explains things like opt-in options so customers are more likely to get on board. Business will “bounce-back” to you.

To read the rest of the article and the final 5 tips on How To Guarantee Repeat Sales, please CLICK HERE.


Register for Free and Reserve your Spot in this week's webinar.
29 June, 2015

Register and Join this week's Webinar for Free: An Insider’s Look: The Challenges of the Wine Import Business

poster for An Insider’s Look: The Challenges of the Wine Import Business

Deborah’s inspirational story of founding an independent, female owned wine import company in the early 90s explores the difficulties of starting an import business, finding the right distribution partners and developing unknown international brands into national staples across the USA.

Deborah’s Coaching Session is set to give you an in-depth look at How to successfully import and market wines in the USA. 

Click Here to Register for her Free Webinar Today!


Free Webinar on Brand Development for US Wineries
29 May, 2015

Are you looking to learn how to sell your wines long-term in the US Market? Do you want advice from an industry professional with decades of experience in brand activation, distribution and market development?

Steven_Raye-1

Join well-known wine industry consultant Steve Raye for his BTN Coaching Session’s seminar on “The US Market: Disrupting the System:” June 3, 2015 at 12:30 pm EST.  He will be helping brands understand how to enter and grow in the US market with hands-on advice in this special Webinar in anticipation of his Keynote speech at USA Trade Tasting.

As a recognized thought leader in the wine industry, Steve is a frequent speaker at international events and conferences and also a founder of the US Drinks Conference. In Raye’s BTN Coaching Session, he will be addressing his audience with an insider’s view on the following:

How to think differently and ‘Zag’ when every one else ‘Zigs';
Innovative e-commerce strategies;
Leveraging content population as a strategy to talk with prospects at the precise moment in time they’re interested in your brand;
Optimizing social media effectiveness

The workshop led by Steve will give you practical advice on how to find the right partners in the US. Register your spot in Steve Raye’s Coaching Session. (CLICK HERE)

 

 

Can't make it to the Webinar on Wednesday?  Why not plan on joining Steve and eleven more Industry Pros at USA Trade Tasting Conference in New York City next March. The Early Bird Special is still in effect. Get your  USA Trade Tasting Conference Tickets Today and receive two tickets for the price of one.

2FOR1

 


Coaching Sessions Webinar Platform Set to Launch for the Beverage Trade
18 May, 2015

New Webinar Platform is designed to teach wine, beer and spirit companies about best practices being used by leading professionals in sales, distribution and marketing.

Beverage Trade Network’s new webinar platform ‘Coaching Sessions’ is going live on May 27, 2015. The weekly webinars are being hosted by industry experts who will be covering a wide range of topics including sales, distribution, marketing, international market reports, international trade law and operations.

The platform is designed to facilitate peer-to-peer knowledge sharing and attendees will be able to log-on from anywhere in the world to benefit from the open social forum.

“With BTN Academy’s new ‘Coaching Sessions’ feature, we have created an effective and affordable solution for anybody in the beverage trade looking to learn from top consultants,” commented Zach Milne-Haverty, COO of Beverage Trade Network. “The innovative medium provides an invaluable educational tool that is widely missing from the business-to-business side of the industry.”

Particularly well suited to beer, wine and spirit distributors, importers, brand owners and their representatives, the weekly webinar ‘Coaching Sessions’ are live every Wednesday at 12:30pm EDT. Attendee interaction and collaboration is encouraged during the webinar sessions and there will be scheduled Q&A sessions with the coaches. The webinars will be recorded and available for review to all users on Beverage Trade Network’s website after the live event.

Attendance to BTN’s upcoming webinar schedule is open to all visitors who register their interest by visiting the following Coaching Session outlines:

Brian Rosen. Knowing your Accounts: How to Maximize your Relationships

Brian D Rosen is a lifelong entrepreneur, writer, speaker, columnist and retailer and has been named “Retailer of the Year” three times, Forbes “Best of the Web” two times, Chicago’s Favorite Place to Shop Three times, Shop.net ECOMM leader, 40 under 40 Award Winner and more.

Be inspired by Brian on how to properly manage your key accounts to boost sales and expand distribution. WED, MAY 27, 12:30 PM EDT (CLICK HERE)

Steve Raye. US Wine Market: Disrupting the System. 

Steve is a recognized thought-leader in the wine industry and frequent speaker at industry conferences in the US and around the world and writes a popular industry blog BATChat. He is also one of the founders and organizers of the U.S. Drinks Conference, an annual international symposium.

Learn from Steve on how to enter the market with Non-traditional marketing strategies and gain a competitive edge. WED, JUNE 3, 12:30 PM EDT (CLICK HERE)

Sid Patel: Setting Up a Winning Sales Process for Your Winery.

There’s been a lot of talk in the last decade about bottleneck problems, where there are hundreds if not thousands of suppliers pitching the same importer or distributor. So why do some brands still win? Today, a streamlined sales process is vital and success comes from understanding how the process has evolved.

Get insights from the CEO and Founder of BeverageTradeNetwork.com on how to streamline your sales process and grow your distribution. WED, JUNE 10, 7:00 PM EDT (CLICK HERE)

Deborah Gray. An Insider’s Look: The Challenges of the Wine Import Business.

Deborah M. Gray, an Australian native and entrepreneur, founded her U.S. wine importing company, The Australian Wine Connection, in 1992 at a time when women wine business owners were scarce and knowledge of Australian wine was almost nonexistent in the U.S.

Gain inside insight from wine importer Deborah Gray and understand the resources needed to face the challenges of the international wine market. WED, JUNE 17, 12:30 PM EDT (CLICK HERE)

About Beverage Trade Network.
BeverageTradeNetwork.com connects the beverage alcohol industry by bringing wineries, breweries, distilleries, beverage brand owners, importers, distributors, wine brokers, beer brokers and other beverage professionals together with in depth studies on Marketing, Distribution, and Sales. The platform also provides an un-paralleled, multi-tier networking service to help brands grows their distribution sales and buyers expand their portfolios. Learn more by visiting www.beveragetradenetwork.com

For more information about Beverage Trade Network and BTN Coaching Sessions, please email info@beveragetradenetwork.com


USA Trade Tasting Early Bird Exhibitor Pricing – ENDS MAY 31. Register Now.
08 May, 2015

Exhibit. Connect. Ignite Your Brand.

Usa Trade Tasting

USA Trade Tasting (USATT) is an annual adult beverage trade specialist trade tasting and business conference being launched in order to promote sustainable growth in the independent beverage industry by helping boutique wineries, craft breweries, craft distilleries, importers, distributors, retailers and beverage companies learn, source and grow.

Exhibit your brand at USA Trade Tasting (USATT) and get in front of USA’s leading importers, important distributors, high-profile retail merchants, and influential media executives.

The event is themed