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

Join The Maffeo Drinks Substack for Episode Analysis!In Episode 063, Chris Maffeo and David Wood from the Liana Collection share valuable insights on the three stages of brand distribution. He provides expert advice for startup drink brands on self-distribution, the role of small and large distributors, and the crucial importance of building trade relationships. The discussion also covers the complexities of working with wholesalers, the necessity of immersive brand experiences for sales teams, and strategies for national and international brand expansion. Emphasizing the need for founders to stay actively engaged in the trade, David and Chris highlight the evolving role of salespersons in today's digital age. Tune in for a comprehensive guide to scaling your drinks brand successfully! Time Stamps 00:00 Introduction to Brand Distribution Stages 00:55 Advice for Startup Drink Brands 02:34 Scaling with Distributors ⁠03:26 Importance of On-Trade Chains 11:11 Managing Relationships with Wholesalers 16:30 Building Brand Demand 24:11 Role of Sales Reps and Founders 32:58 Digitalization of Sales and Social Media ⁠37:24 Conclusion and Contact Information About The Host: Chris Maffeo About The Guest: David Wood This Episode is hosted by Chris Maffeo and brought to you by MAFFEO DRINKS.MAFFEO DRINKS is a leading drinks business podcast, listened to in 120 countries with 130+ episodes. How the industry actually works, from the bar and what it means for the boardroom.Wanna know what the conversation above means for your team? It's in the paid section.You get access to Maffeo Confidential (Private Podcast), this analysis, and the full catalog of 130+ episodes, each one translating industry conversation into the commercial decisions underneath it. Find out more at maffeodrinks.com or on Substack.