Choose your approach how to enter the market

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.