Andres Correa, Content Specialist at Park Street, looks at the differences between national and regional alcohol distribution and how to make the right choice for your brand. Correa touches on how your route-to-market strategy can play a key role in choosing a distribution partner for your alcohol brand.
National vs. Regional Alcohol Distribution: How to Choose for Your Brand Transcript
Andres Correa – (0:01)
Choosing the right distributor is one of the most critical decisions a beverage alcohol brand will make. If you have the option, should you go with a large national player, or should you focus more on regional expertise? The answer depends entirely on your brand and its unique needs. Let’s break it down.
Andres Correa (0:21)
Large distributors like Southern Glazer’s and RNDC have near-national reach, covering most US states. They offer massive networks, established relationships with major retailers, and top-tier logistics. This access to a vast number of accounts, combined with a large infrastructure that ensures reliable distribution and regulatory compliance across multiple markets, makes them ideal for brands that are ready to scale nationally.
Andres Correa (0:51)
But there are some drawbacks. With thousands of brands in their portfolios, small or new brands may struggle to get attention. These large companies are focused on high-volume sales, which can leave emerging brands without the personalized support they need. You should consider national distributors when scaling across the country or when you are ready to supply a wide network of accounts.
Andres Correa (1:17)
Regional distributors, like the Martignetti Companies in New England, offer a middle ground. They have strong local expertise and deep relationships within their specific markets. These distributors are focused on market penetration in key states and offer more personalized attention and flexibility compared to national players. They also maintain strong relationships with local retail chains and on-premise accounts.
Andres Correa (1:45)
Of course, regional distributors have their drawbacks as well. Because they are limited to a few states, scaling nationally requires managing multiple partnerships. This makes them less than ideal for brands looking for rapid, nationwide expansion.
Andres Correa (2:00)
However, regional distributors are perfect for brands targeting deep market penetration in specific geographic areas. If you’d like to learn more about large regional or independent distributors, or self-pitch distribution platforms like Park Street that offer back-office services, check out the full guide to US distribution in the description below. Thanks for watching.
Watch our previous video on Self-Pitch Distribution