Ask the Collective
The questions independent drinks founders ask most — answered. Distilled from years of community knowledge so the good stuff never disappears in the feed again.
What should we negotiate in exclusive distribution agreements for Asian markets, and what provisions protect us?
Exclusive distribution agreements for Asian countries are common, but members strongly advise against signing unconditional long-term exclusivity without protections. Here's what the community recommends: **Key negotiation points:** - **Minimum performance clauses** — Build in lower performance thresholds than your agreed market plan; if the distributor doesn't hit these, you retain flexibility. - **Minimum order volumes and marketing spend** — Tie exclusivity to concrete commitments. If they hit agreed numbers, exclusivity makes sense; if not, let the best partner win. - **Break-out provisions** — Do not accept a 5-year exclusive deal with no exit clause. Always negotiate a way out if targets aren't met. - **Market-specific caution** — For large markets like China, members warn against granting exclusivity to a single distributor, as the market is too large for one partner to serve effectively. **Caveats:** - Members were unanimous in cautioning against unconditional exclusivity. One noted: "I would be very cautious signing anything for any market with unconditional exclusivity." - The community consensus is that tied performance goals create healthy competition and protect your interests better than blanket exclusivity. - Consider whether you genuinely expect substantial growth in that specific country over the 5-year term before committing.
Are there legitimate distributors in Southeast Asia and China for UK spirits brands, and how should you vet them?
Unsolicited distribution enquiries from lesser-known firms in the region warrant careful vetting before committing. Members have received outreach from firms like **LaLa Wine** (claiming representation in Vietnam, Singapore, Dubai, and China as part of LLMH GROUP), but recommend skepticism even when websites and email addresses appear legitimate. **Key vetting steps:** Request a video introduction call rather than email-only contact; consult your board advisors and industry contacts in the region to verify their track record and reputation—several members found that established advisors had no knowledge of certain firms despite their professional appearance. Members noted concerns with **Charles Durango at OPC Ventures** and chose not to pursue after initial conversations. The lesson: legitimate-looking credentials don't guarantee genuine business relationships or market presence in Asia.
How can I source bespoke glass stoppers from Asian manufacturers?
Members recommend reaching out directly to community contacts who have established relationships with Asian glass manufacturers. - **Direct contact via community network** — Members with existing partnerships offer to make introductions. Several members noted they have active supplier relationships for glass heads/stoppers and are happy to facilitate introductions via DM. - **One-to-one calls with experienced members** — Those who have recently completed sourcing (within the last few months) are available to share process details and supplier contacts on a call. The approach is brokered through private introductions rather than open sourcing platforms. No specific manufacturer names or pricing details were shared in the discussion, but members indicated the process is straightforward enough that they retain "a lot of the detail still to hand" after completing their own sourcing.