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 margin requirements do duty-free and airport retailers typically demand?
Duty-free and airport retail channels operate on significantly higher margin expectations than standard retail. **Margin requirements:** - **Duty-free/airport retailers** typically require 65–70% margin on RTD products - **Dublin Airport** specifically requests 70% duty-free margin and 35% DP (distributor price) **RRP considerations:** - Recommended Retail Price must be positioned at approximately 40% lower than the market average to remain competitive in duty-free channels **Context:** These are demanding channels that require both high-margin products and aggressive RRP positioning. Members confirmed these figures are standard expectations when approaching duty-free distribution.
How should we ship spirits samples internationally to duty-free prospects in regions like Dubai and Singapore?
Shipping spirits samples internationally is straightforward for small quantities. Members have successfully posted spirits to Singapore and other destinations by treating samples as personal shipments and paying duty at the post office when collecting—this approach is reportedly not expensive. For immediate or urgent deliveries, an alternative is to leverage personal travel: members have volunteered to hand-carry samples (e.g. 2 × 70cl bottles per delivery) when travelling to target markets, which can be faster and avoids postal delays. Label shipments clearly and expect to handle duty payments at destination customs.