The questions independent drinks founders ask most — answered. Distilled from years of community knowledge so the good stuff never disappears in the feed again.
Getting listed with national wholesalers, particularly **Matthew Clark**, has a high bar and requires significant groundwork before approaching them. **Matthew Clark listing requirements:** - **Minimum threshold**: You need to have already won business with a large national group (50+ venues minimum) before approaching them for a listing. - **Per-depot listing fees**: Expect to pay approximately £500 per depot per SKU, though this is somewhat negotiable. These fees can be prohibitive depending on how geographically spread your won business is. - **Timeline**: Minimum 6 weeks to set up once approved. - **Fifi Liddar** is the buyer to contact, typically accessed through your distributor rather than directly. - **Key requirement**: You must demonstrate you have already won the business before they'll list you—winning a tender alone is not sufficient. **Alternative route via Master of Malt:** - **Master of Malt (MoM)** operates as an "Extended Range" fulfillment partner for Matthew Clark with a much lower bar to entry. - This route is significantly quicker than direct MC listing and can help you reach MC-dependent venues. - **Note**: MoM is currently reducing their range and being more selective; some operators dislike purchasing through the extended range. - Some product categories face stock rotation issues—if your RoS (rate of sale) is weak, MoM may ask you to reapply later. **Market reality:** - Many retailers and chains will *only* purchase through Matthew Clark and won't buy direct from suppliers, even if you approach them independently. - Direct supply to a few MC venues can be a stepping stone to eventual listing, depending on regional setup (MC operates as a blend with Tennents in some areas). - Members report the process is "a bit of a mare" and the bar remains high even with regional connections.