What are the current payment reliability and account strength of major wine and spirits distributors like Enotria and Venus after recent restructuring?

Payment reliability and account base strength vary significantly among major distributors post-restructuring.

**Enotria** — Members consistently report serious payment issues. Feedback ranges from "need a lot of chasing" to "absolutely TERRIBLE TERRIBLE payers," and this has been a chronic issue for years. The distributor has undergone multiple restructurings and refinancing cycles. Their account base has changed substantially since they moved away from being a composite supplier, reducing their range and focusing on selective profitable growth. While still considered a valuable supplier by some, working with them requires careful management of terms to minimise supply disruption. Changes in ownership may improve the situation.

**Venus** — Described as a reliable option with a solid account base. A Venus listing makes products available to Booker ontrade/catering channels (a positive), though it does not extend to Tesco, which operates entirely separate buying teams and does not migrate Venus products into their systems.

**General approach** — Rather than relying on a distributor's team to sell your brand, members recommend basing any listing decision on your target accounts and working backwards from the bar. Distributors have competing priorities and incentives favour larger players, so expect to drive volume through your own sales activity. Opening up route to market is valuable subject to commercial terms.