Can I sell directly to venue chains like Drinks Club, or must I work through a distributor?

Venue chains typically prefer to consolidate orders through recommended distributors rather than open direct accounts with multiple small brands, but direct sales are possible if demand is significant enough.

**Distribution route:** Members report that **Tortuga Logistics** is Drinks Club's recommended supplier for small and new brands. They consolidate orders to reduce the venue's supplier base, which is a pressure many wholesalers face. However, this doesn't lock you out of direct sales—if you can demonstrate strong demand, venues can be persuaded to buy direct (as some wholesalers do for larger brands).

**Key requirement for any route:** Whether you go direct or through a distributor like Tortuga, you still need your own sales person or team to actively sell the product in. The distributor handles logistics consolidation, not the sales effort.

**Practical next step:** If a venue specifies a preferred distributor, you can still work with that distributor as your sales channel. Build demand through your own sales activity, and once you've proven volume, renegotiate direct supply if needed.