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.
How can small producers organise cost-effective shipments to Canada?
Cost-effective shipping to Canada for small producers typically requires working through your importer rather than handling logistics independently. The process involves coordination with your importer and provincial authorities: - **Work with your importer** — they should handle consolidation and shipping logistics, though they may report struggling with rates; this is the standard route for small producers rather than arranging shipments directly - **Provincial liquor boards** — your importer will need to submit requests through the relevant provincial liquor board (e.g. Alberta's Liquor board for shipments to Alberta). The liquor board can then arrange or facilitate the actual logistics of getting product into the province Members note this is an importer-led process; one producer found their importer was handling the regulatory side but still researching shipping options, suggesting there's often some negotiation needed on rates. Pallet-sized orders (one to two pallets) appear to be typical order sizes in this market.
How do I find distributors and importers to get my products into Mediterranean markets like Italy and Ibiza?
Getting stock into Mediterranean markets is genuinely difficult and requires significant time and regulatory work. **What members learned:** - **Italy**: Members have asked repeatedly but report there's no standout distributor option. One member was sponsoring an event in Milan and hoped to make connections in person, but the community couldn't provide specific recommendations. The usual advice is that success depends heavily on who handles your goods through the channel. - **Ibiza/Spanish islands**: One member took two years to crack this and reports it's "virtually impossible" without proper setup. The barriers are steep: - You need **both an importer and a distributor** signed up and committed - **Spanish-specific stickering and label compliance** is mandatory for customs clearance - Another member tried with "committed decent large customers" but couldn't find a quick fix despite significant time investment **Key warnings from experience:** - Don't expect rapid responses or clear guidance from potential partners in the region—one member reported responses that "were always a bit off direction" from their questions - Members with board-level regional contacts still couldn't identify reliable options - The regulatory and logistics complexity means this isn't a side project; it requires dedicated effort and proper compliance work upfront If you're serious about either market, the recommendation is to reach out to members who've completed the process (they've offered to share learnings privately), but budget significant time and be prepared for the possibility of no viable route.
Which importers and distributors are recommended for premium spirits in Singapore?
The community recommended two main distributors for the premium bar scene in Singapore: - **Six Eight Distribution** — praised as reliable and effective for premium spirits placement - **Dyspatchr** — member-owned distributor carrying major portfolios including Sazerac - **La Maison Du Whiskey** — mentioned as an option in the premium market Members suggest reaching out directly via DM for introductions and specific placement opportunities.
What's the difference between service importers and full-service importers for US market entry, and which should we use?
Service importers like **Park Street** and **MHW** hold your stock but require you to find and negotiate with all distributors yourself—you bear the inventory risk and must have boots-on-the-ground sales capability to drive demand. Full-service importers handle distributor relationships and sales push for you, but cost significantly more. **Key considerations:** - **Park Street** and **MHW** are service importers; members report little meaningful difference between them, though some express a slight preference for **Park Street**. One member flagged "not great things" about MHW but without specifics. - With service importers, **you own the stock** and must negotiate directly with distributors in each state—this is a major operational and financial barrier. - Distributors will demand proof of how you'll drive sales (your own team on the ground); they won't build the business for you. - This approach requires "serious cash" for US-based sales staff and inventory. - **Helmsman** (contact: Nate Whitehouse) is mentioned as a potential alternative discussion partner for US strategy. - Consider exploring **CBMA (Craft Beverage Modernization Act) tax benefits**, which can help offset costs in year one of import operations.
How do I find importers and distributors in South America, particularly in Brazil, Chile, and Colombia?
South America distribution is complex and country-specific. The community suggests starting with local market research and leveraging existing networks. **Key options and insights:** - **Spirit Cartel UK** — have an established business in Brazil and may be a useful contact for understanding the Brazilian market. - **Mexico, Colombia, Brazil** — identified as starting markets for distribution if you can secure local partners, though lead times are slow. - **Colombia** — operates on a state-by-state licensing basis, so navigating the regulatory landscape is critical before approaching distributors. - **Brazil** — pricing is notably difficult; members flagged this as a major challenge when working with local partners. - **Venezuela** — currently a no-go market. **Process and caveats:** Members recommend building a global distributor list (similar to existing UK distributor lists) to share intelligence across the community. The process is described as slow; patience is essential. Some members suggested taking conversations offline for more detailed, personalised guidance on specific countries.
Who are the recommended importers and distributors for drinks brands entering the Mexico market?
Members recommend reaching out to key contacts in the Mexican distribution space. **Amin Azil** is highlighted as a rising star distributor worth having a conversation with. **Stobbs** is mentioned as among the best in the business for distribution. Members also note that a compiled list of distributors with notes is available through direct contact within the community—reaching out to those who've already made introductions can accelerate the process. The recommendation is to start with direct conversations rather than cold outreach.
What is the best route for setting up a US importer to sell direct to a nationwide customer when distributor routes aren't viable?
For direct-to-customer sales in the US, members recommend using a technical importer service rather than attempting direct import yourself. **Park Street** — The main recommendation from the community. They provide full-service import and distribution services, handling all necessary compliance and logistics to sell onto US distributors and customers. Contact Harry Kohlman and Chris Mehringer (owners). Website: https://www.parkstreet.com/ (note: requires login access; reach out directly to discuss your specific needs). Members have successfully used this route for nationwide customer setups. This approach outsources the regulatory complexity and operational overhead of becoming a licensed importer yourself.
What distribution contacts and importers can help get spirits into international markets like Poland and Spain?
Members actively share distributor and importer contacts via direct message rather than publicly in the group. The typical route is to ask the community for an introduction, and members with relevant contacts will DM you to facilitate a connection. Specific markets mentioned: - **Poland** — Members have reported having contacts for gin and rum distribution; request via group and arrange introductions privately. - **Spain (Balearics)** — Members have reported contacts for high-end spirit distribution in this region; similar process of requesting an intro in the group. Caveats: No specific importer names, contact details, or established distributor lists were shared publicly in the discussion (members prefer to vet introductions privately). The community operates on a relationship-based model where you ask for help and interested members with relevant contacts will reach out directly.
What are realistic expectations for an imported spirit brand's performance in the UK market, and what alternative distribution models should owners consider if their current importer underperforms?
The UK market for imported spirits is currently very challenging due to Brexit, cost-of-living pressures, and an increasingly pay-to-play retail environment. Even award-winning products with strong international track records often underperform in the UK on trade. **Current market realities:** - On-trade penetration is slow and difficult to achieve, even after years of effort. Securing placement in major retailers (Waitrose, big-box chains) has proven exceptionally hard for many brands. - E-commerce (especially Amazon UK with paid ad support in peak seasons) often outperforms traditional on-trade channels. - High retainer fees combined with low commissions can make UK operations unprofitable, even with decent brand credentials (94-point ratings, awards, 10+ country presence). **Alternative distribution models members recommend:** - **Tortuga** — A logistics-focused distributor model where they handle warehousing and fulfillment while you retain better margins and recruit your own sales team. Potentially cheaper than traditional retainer models and provides access to online retailers. - **Cask, Paragon, and Proof Drinks** — Members suggested exploring no-retainer partnership options with these established distributors (run by recognised figures in the community). - **Direct distributor negotiation** — Rather than accepting a "devil you know" arrangement, negotiate away from retainer-based fees toward commission-only or hybrid models with distributors genuinely aligned to your brand. - **Own UK entity setup** — Setting up your own importing company and sales operation was mentioned as an option, though it carries significant operational overhead for a remote brand owner. **Key caveats:** - Finding an alternate importer in difficult market conditions is challenging; the above contacts represent rare, more flexible options. - Even strong brands should set realistic expectations: volume on-trade wins are rare right now. E-commerce and selective high-end on-trade placements may be the realistic ceiling. - If the UK cannot be profitable under current conditions, focusing resources on stronger performing markets may be the more sensible business decision.
Do importers need to reprint all their labels when changing their business address on the importer line?
No immediate reprint is required. Members confirm there is a transition period during which you can continue using labels with your old importer address. The practical approach is to ensure mail forwarding is in place at your old address during this period (similar to how a brand can continue using old distributor details on stock during a transition). Only reprint if you have accumulated many years' worth of stock; otherwise, use up existing inventory before reprinting with the new address.