Choose your approach how to enter the market

Choose your approach how to enter the market
Photo by Tim Mossholder / Unsplash

You can convince distributors to sell your brand...
...or show them the bars that already want your brand.


Choose your approach wisely:

  • top-down (you push the brand)
  • bottom-up (the market pulls the brand)

Usually, brands enter a market with a distributor and then ask them to enter cool outlets. (top-down)

Think backward (bottom-up) and do your homework instead:

  • Study the market
  • Understand the right venues for your commercial proposition.
  • Approach them first
  • Do the pre-sale
  • Ask them who’s their favorite distributor
  • Approach that distributor with a shortlist of interested prospects.

Start with the end in mind.

Brands are built bottom up.

Subscribe to winning with drinks

Don’t miss out on the latest issues. Sign up now to get access to the library of members-only issues.
jamie@example.com
Subscribe