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 alcohol licenses are required to sell online direct-to-consumer and B2B in the UK?
You need multiple licenses depending on your sales channel: **B2B sales:** Members confirm you must register with **AWRS (Alcohol Wholesaler Registration Scheme)** via the HMRC website (https://www.gov.uk/guidance/the-alcohol-wholesaler-registration-scheme-awrs). This is the legal requirement for wholesaling alcohol to other businesses. **D2C online sales:** You can sell online without additional restrictions, but the goods must ship from a licensed premises. This can be your own premises or a third-party fulfilment house that holds an alcohol license. **Required premises and personal licenses:** For any D2C operation, you need: - An **off-licence for your premises** (the physical location from which alcohol is shipped) - A **personal licence for the Designated Premises Supervisor (DPS)**—the individual responsible for the premises Members emphasize that the structure is: AWRS registration for B2B wholesale eligibility, plus premises and personal licensing for the actual location where stock is held and shipped. If using a third-party fulfilment house, that house must already hold the necessary alcohol premises license.
Is it worth exhibiting at specialty food trade shows like Speciality Fine Food and Trade Only Tasting?
Members have found specialty food trade shows can deliver solid ROI, though suitability depends on brand type and attendee quality. **Speciality Fine Food** — One member reported positive results: high footfall, reasonable spend (3×2 shell scheme with printed boards, no hidden costs), and successful meetings with independent accounts, retailers, and wholesalers. They committed to exhibiting again. However, another member noted that gin brands made up ~15% of exhibitors, which dilutes relevance for spirits brands not in that category. **Trade Only Tasting** — Described as a newer event. Members have exhibited but expressed caution about whether the event attracts the right buyer profile to justify the cost; one member wanted to "see if they can get the right people through the door." No detailed performance data shared yet. **Key considerations:** Footfall volume alone doesn't guarantee value—check the mix of exhibitors and attendee types beforehand. A shell scheme with basic printed boards proved cost-effective. Members recommend treating event participation as relationship-building rather than expecting immediate sales.
What are the best trade shows for breaking into travel retail distribution?
Travel retail trade shows are highly competitive and membership-gated, so entry and ROI are challenging. **TFWA Cannes** — The main player in the space, but typically requires you to already have duty-free presence to secure a stand. Getting a stand is "incredibly hard"; most smaller brands without existing distribution attend unofficially and conduct meetings at cafés along the seafront instead. **Casual Dining Show** — Members reported mixed results. 2019 was strong; 2021 was described as "pretty awful." One member managed to secure Hall and Woodhouse as a lead (their first and only qualified lead from the show), suggesting the rest were time-wasters. Consensus: "a bit of a lottery like most trade shows." **Caveats:** Travel retail shows are notoriously difficult for smaller brands to break into. Unless you already have duty-free distribution, expect to work the perimeter rather than secure formal exhibitor space. Lead quality can be poor, so budget accordingly and don't rely on a single show for channel entry.
Which B2B fulfillment and logistics companies do members recommend in the UK?
Members recommend a small number of tested fulfillment partners, mostly based on personal referrals. The main caveat is to avoid one well-known provider. - **Cloud Fulfilment** (Portsmouth-based) — recommended by a member whose friend uses them for e-commerce logistics and found them reliable - **Local Cardiff-based provider** — a member has direct experience and offered to share details via direct message - **Huboo** — members strongly advise against; multiple warnings to "AVOID" Members emphasize that personal referrals are the most trusted route for finding fulfillment partners, and suggest reaching out directly in the group for introductions rather than cold-calling.
What practical steps should I take when a distributor like Enotria delays payment?
Members report that delayed distributor payments are common but recoverable. The key tactic is **direct contact with a named account manager rather than generic customer service**. **Recovery approach:** - **Escalate to a specific contact** — Members had success reaching named individuals at distributors. Harry Berkeley at **Digital Touch** (info@digitaltouch.org) and **Stuart Coleman** were both mentioned as effective contacts for chasing Enotria payment issues. - **Accept payment delays as normal** — One member noted payment from Enotria was "very late, but did get it," suggesting persistence pays off. - **Time follow-ups with next orders** — One member's payment coincided with placing their next order, suggesting you can use reorder conversations as leverage to surface payment disputes. - **Use DMs within the community** — Members recommend asking other members directly for their contact at the distributor rather than trying to navigate switchboards. **Caveat:** The community's experience here is limited to Enotria specifically. Approaches may vary by distributor.
What are the current fulfillment and logistics pricing rates from recommended UK providers, and what should we expect to pay for storage, picking, packing and delivery?
Members have identified a Leicester-based fulfillment partner offering transparent pricing for both B2B and D2C operations. Here are the specific costs shared: **Storage & handling:** - £0.65 per cubic metre per day storage - £1.50 per order (includes first pick) - £0.40 per unit/carton for pick and pack - £0.05 per insert - £0.10 per case inbound goods charge **Delivery options:** - **Parcelforce Express24** — £5.98 - **FedEx 25kg** — £6.12 - **Yodel up to 3kg** — £3.79 - **Yodel up to 17kg** — £4.42 **Important caveat:** The provider is not yet bonded, though they are working towards bonded status. Members noted this may be a limitation depending on your product category and regulatory requirements. One member suggested creating a shared spreadsheet of fulfillment costs across different providers to help the community benchmark pricing.
Do you need a premises licence for B2B spirit trading, or is AWRS registration sufficient?
AWRS registration alone is sufficient for B2B spirit trading—you do not need a premises licence for business-to-business sales. However, if you trade D2C (direct-to-consumer), a premises licence becomes mandatory.
What fulfillment and logistics providers do members recommend for DTC and B2B order fulfillment?
Members have recommended a handful of fulfillment partners, though availability and suitability depend on your order type and volume. - **Haul + Store** — described as spenny (expensive) but reliable and flexible - **Diamond Logistics** — recommended by a member with direct experience - **Tortuga-style providers** — suggested for case-based shipping (B2B bulk orders) Key note: Ask potential fulfillment partners early whether they handle DTC, B2B, or both—the logistics differ significantly. The community discussion suggests that fulfillment options can be limited and partners do sometimes fall through, so it's worth vetting multiple options and understanding their flexibility before committing.
Is LinkedIn Sales Navigator Core (£69.99/month) worth the investment for drinks brands?
Members report that LinkedIn Sales Navigator Core is not a good fit for drinks brands. One member who trialled it on LinkedIn's free trial period found it was not worth paying for and noted that the tool is primarily designed for recruitment professionals rather than beverage businesses. The recommendation is to take advantage of the free trial period before committing to any paid tier to assess whether it meets your specific needs.
What B2B credit checking and financial risk assessment platforms do members recommend?
Members recommend **Dun & Bradstreet** as a go-to solution for B2B credit checks. This is the primary platform mentioned by the community for assessing financial risk and creditworthiness of business counterparties.