Manatawny Still Works’ Post

In this talk, Bruce Abbott, President of Liquor Stores USA North Inc., chats with International Bulk Wine & Spirits Show CEO Sid Patel and dives into five key models for producers to collaborate with national and regional chains. He explores the: 1. Traditional model 2. Clearance model 3. Private Label 4. Control Label 5. Exclusive Label providing detailed examples and explanations of each.

The top-selling Scotch whisky brands—The Glenlivet, The Macallan, Glenfiddich, Glenmorangie, and The Balvenie—are iconic names that dominate the premium single malt whisky segment. However, recent sales data from 2022 to 2023 shows a decline across these leading brands, highlighting shifts in the market and consumer behavior. The Glenlivet remains the top seller, though it saw a significant 13.1% decline in sales, reflecting broader industry challenges. The Macallan, known for its luxurious and high-priced offerings, experienced a smaller drop of 4.4%, indicating resilience in the ultra-premium category. Glenfiddich, a brand famous for its consistent quality and global reach, also saw a 7.9% decrease, while Glenmorangie experienced the most significant drop of 30.5%, potentially due to shifts in distribution or changing consumer preferences. Lastly, The Balvenie, which is revered for its craftsmanship and unique cask finishes, saw a 17.1% decline in sales. For beverage professionals, these trends are crucial to understand as they reflect the evolving dynamics within the Scotch whisky market. More at www.DistributorPost.com. #sales #marketing #digitalmarketing #innovation #technology #learning #management #inustry #leadership #fyi

Navigating the double-edged sword of discounting in wine retail. Discounting can be a tempting strategy in retail, yet it comes with its caveats. While it may boost short-term sales, excessive discounting can erode brand strength and put undue strain on businesses. Our panel of experts delves into the nuanced role of discounting within the wine industry, offering insights into its potential pitfalls and how to wield it judiciously. Discover the delicate balance between enticing offers and maintaining a brand's integrity and value. Watch our latest webinar here: https://lnkd.in/dWsytmue

Retail Today / Retail Renaissance: TOTAL WINE vs. COSTCO, two of my favorite retailers fight for the claim, “we’re the largest wine/spirits retailer in the U.S.. Let’s start with Total Wine, I just love their stores, visual impact of displays, overwhelming product selection, prices and knowledgeable sales staff. With 263 stores producing over $6 Billion in sales. #totalwine How did they build this unique brand? Robert Trone Co-owner 1) Focus on the customer. 2) Investment in employees. 3) Profitability PEOPLE - PRODUCT - PRESENTATION - PROCESS = PROFITABILITY Their “Direct from Winery” program offers them the ability to maintain low prices. And “Yes” they watch Costco. I found Mr. Tyrone’s comments on the current sales trend, very insightful. With the current trend towards health and moderation. Wine -7%, Spirits flat and beer -4%. However non-alcoholic beer/wine + 30%! #wine #spirits #beer Total Wine plans on opening 15 -20 stores a year. A huge opportunity for growth. Costco sales on Beer/Wine and Spirits fall somewhere around $7 Billion. See attached for the best products from the “Kirkland” brand. #costco #kirkland #retail #retailindustry #retailstrategy #retailtrends #stores #shoppingexperience #brandexperience #brickandmortar #merchandising #visualmerchandising #peoplefirst #product #presentation #process #profitability #TopRetailExperts

I’ve just come back from a week in New Orleans for Tales of the Cocktail Foundation. What a great week meeting great people and seeing new brands. Whenever I go to the US there’s nothing better for me when I land than to head to a few convenience stores or grocery stores to see what different states are offering in the beverage aisles. It’s always incredibly humbling to come to the US as an F&B founder, whether your brand needs to be here or not. What I find really striking talking with some brands in the UK vs US is how easy it is to sometimes lose sight of basic principles when growing a drinks brand. One of those key principles is distribution. So many of the conversations I had in the US last week were around distribution. Now that may sounds obvious, but I know from our own experience it’s sometimes easy to get lost in the shiny stuff of brand awareness and marketing. But when you come to the US and see the scale of everything you realise that the best brands in the world have been nuclear in their approach to getting distribution and building it bottom up, copy and repeat. It’s incredibly daunting but exciting to be building distribution from the ground up again in a new market, especially one as crowded as the US. But I’m really enjoying the journey from what we’ve learnt in the UK, the mistakes were probably still making in the US and just the overall feeling of building the distribution brick by brick and seeing where we can take this, being really narrow minded in our approach to it. Im planning on sharing more about our journey to getting Solo from nothing to (hopefully) something in the US over the next year and any interesting references/ differences that pop up along the way. Stay tuned… #usa #solocoffee #coffee Solo Coffee

Some of my recent posts have been about why/how Costco pays over 140% of the average retail compensation to get about 160% of the gross-profit-dollars/employee. The “Case for Good Jobs” by Ton tells lots more. From this article, Costco doesn’t just sell commodities at an average margin of 13%, they have supplier relationships and supply-chain replenishment solutions that create premium economics for: customers, employees, suppliers and shareholders. Adds: 1.  Kirkland brand sales are about 25% of Costco’s total sales 2.  These supplier relationships can’t be – created, maintained and continuously improved – without best quality employees who are engaged and retained. What is your firm’s #1 best, target, net-profitable customer segment? Who are the 5% of the customers in that segment that are the overwhelming net-profit and innovative, faster-growing stories? What segment metrics do you – know, achieve and sell - that give you a value edge? And, are all employees engaged to make things happen?

Shift in the Alcohol Beverage Sector: Why Big Box Stores Are Falling Behind In the ever-evolving alcohol beverage market, big box grocery stores are seeing a downturn, and here’s why: their strategy focuses heavily on “set” alignments and prioritizing “top” selling SKUs across regions. This broad approach is missing the mark! Meanwhile, smaller independent retailers are thriving. Their secret? A direct focus on customer preferences and a sharp eye for industry trends, spotting shifts long before they hit the mainstream. These nimble players are not just selling products; they’re curating experiences tailored to real-time consumer desires, setting them leagues apart from the giants. Big chains could take a leaf out of this book. The key to winning in this sector isn’t just about stocking bestsellers but adapting swiftly and effectively to what customers truly want. #RetailTrends #BeverageIndustry #CustomerFocus #MarketShifts Imperial Beverage Sazerac Company Iron Fish Distillery Great Lakes Wine & Spirits RNDC Michigan Scott Newman-Bale Shane Nicholson Short's Brewing Company

Just released: InMarket’s Q1 2024 Coffee & Snack Shops Fidelity Index looks at the quarterly productivity of chains like Dunkin', Starbucks, and Cinnabon. Download now to uncover what factors led to their success and unlock powerful recommendations designed to help increase visitation and loyalty. https://bit.ly/3VaYKNs #marketing #advertising #dining #q12024 #coffeeandsnackshops #insights

How do you navigate distributor and retail relationships when building a rapidly growing beverage brand? We chatted with Sean Ro CEO of Lunar to find out how he approaches building relationships with distributors and retailers. Full article in the comments!

🚨 Raising the Bar: Store Brands Are Becoming the Toast of the Town 🚨 Private label brands are no longer just a "budget alternative." In today’s beverage alcohol space, proprietary labels are competing head-to-head with established brands—blending quality, innovation, and storytelling to win over consumers. 🥂 From premium craft-style spirits to niche varietal wines, retailers are leveraging private labels to stand out, capture trends, and optimize their margins. Curious how private labels are reshaping the U.S. alcohol market? Check out our latest insights on the evolution and what it means for national brands. 📊👇 #BeverageIndustry #AlcoholTrends #PrivateLabel #CraftedAdvisors #RetailStrategy #AlbertsonsCompanies #TraderJoes #Costco #RetailTrends