Bourbon Pursuit 236 - How the Distribution Game is Played with Mike Bridges
Jan 16, 2020
01:18:25
It’s the topic everyone loves to hear about, but hardly anyone is willing to talk about. And that’s the inside secrets of distribution. Distributors “hold all the chips” so it’s time we find out how deals are made. We sit down with Mike Bridges, who owns Jack's Liquor Beer Wine in Fremont, Nebraska and was once a rep for Nebraska Wine and Spirits which was later purchased by Republic. He talks about what really happens behind those closed doors, who gets allocations (high volume stores vs small mom and pop shops), and consumer frustrations. There’s a lot of ground to cover in this one.
Show Notes:
- This week’s Above the Char with Fred Minnick talks about the smoked grain debate.
- How did you get into bourbon?
- Tell us about your time in the food and beverage industry.
- How did you transition into a distributor position?
- What was the distributor called at that time?
- How do allocations work?
- Is there any transparency between the rep and the business?
- Do they tell you how you can get the allocated items?
- What motivates a distributor to sell products?
- How do distributors spend money to get retailers to carry products?
- Talk about high volume retailers vs mom and pop retailers.
- Do your distributors take price gouging seriously?
- How much blame are you putting on the distillers for not getting allocated items? Are they using the distributors to take the blame?
- Would a distributor advise a brand to raise a price?
- Do stores ever do favors for distributors in order to get allocated items?
- What would be a better system?
- Are allocations really down every year?
- How has your view changed as a retailer now?
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