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.
Should drinks suppliers quote ex works or all-in pricing (including shipping) when selling to international distributors?
Members strongly recommend quoting **ex works pricing** to international distributors. This keeps suppliers focused on their core manufacturing business rather than logistics, and shifts the organisational burden to importers who are better positioned to handle it. Key principles: - **Quote ex works as your standard** — this is your baseline position and avoids you taking on logistics complexity - **Price list with ~15% variance acceptable** — some regional pricing adjustment is normal - **Be prepared to help occasionally** — in practice, you may end up assisting inexperienced or smaller importers with shipping arrangements to close deals, but this should be charged as an add-on on top of the ex works price, not built in - **Use pro forma invoices** — for at least the first 3 orders, then consider moving to formal payment terms (though this depends on importer size and reliability) The underlying logic: "We are in the manufacturing business not the logistics business" and "Let the importer do the legwork." As you grow, outsource non-core activities and focus on your brand edge and main skill.
Is ProWein worth attending as a UK drinks producer, and what should we expect from the experience?
Yes, ProWein is worth attending. Members describe it as "the big one" and emphasise its value for meeting international distributors and getting noticed in the market. Members' experience: - **International distributor meetings** — the primary draw; members report it's worth attending specifically for this networking opportunity. - **Exhibiting with peers** — several members attended with co-exhibitors (e.g. exhibiting alongside other brands on shared or nearby stands) to share costs and drive traffic. - **PR value** — attending and exhibiting generates coverage and brand visibility in the trade press. Caveats: The discussion doesn't detail specific costs, stand fees, lead conversion rates, or practical logistics. Members confirm attendance but offer limited detail on ROI or typical visitor volume.