Ask the Collective

What is the cost of entry and key strategy for distributing spirits in the US market, and what should new entrants know about working with distributors?

US market entry requires significant upfront investment and hands-on brand representation—distributors will not actively sell your brand for you. Members emphasise that capital and dedicated personnel are essential; stock without active support will not turn. **Key takeaways:** - **Major retail channels** – Members report presence in Total Wine & More (confirmed) and Bevmo (in progress for some), but entry costs and terms vary. Natural grocery channels are notably expensive and require significant investment in sampling and TPRs (trade promotion resources). - **Brand representation is mandatory** – Do not rely on distributors to push your product; you must provide active brand support and sales resource in-market. - **Regional distributors** – Members have experience with Southern/RNDC (requesting contact and feedback); others are exploring additional distributor partners. - **Capital requirements are substantial** – Multiple members stressed that "it takes money to move" and that eye-watering costs are associated with US market entry. - **In-market support** – Happy to connect with members who have recent US launch experience for detailed learnings and strategy. **Caveats:** The excerpts confirm the challenge but do not provide specific cost figures, retail placement timelines, or detailed channel-by-channel breakdowns. Members are keen to share direct experience via DM.