How do you identify and approach new retail accounts when a distributor won't share their customer list?

Distributors typically won't hand over their full customer lists, so members recommend a direct approach: research which accounts the distributor already supplies, then contact them directly. **Networking and referrals** are the fastest route—ask existing customers within a distributor's portfolio if they know other accounts in the same group or region. For example, if you identify a distributor venue that's part of a small group (like a chain or hospitality group), track down other locations and approach them independently. Members have had success with this tactic by asking existing customers for introductions or details of sister venues they know are supplied by the same distributor. **Trade shows** (e.g. Prowein) are also valuable for building direct relationships with potential accounts and bypassing distributor gatekeeping altogether. The key is to work outward from your first placement: once you have one account within a distributor's network, use that foothold to identify and contact adjacent venues directly rather than waiting for the distributor to cooperate.