We love boomerangs.
Recently, Napa Valley Distilling came back to LibDib after stepping away from the market, resetting its business and deciding it was time to start building again. We couldn't be happier to welcome them back.
Because here's something we've learned after years in this business: there is no single "right" distributor for every stage of a brand's life.
We've seen the cycle many times. A Maker starts with LibDib, builds some placements and gets traction. Then a bigger distribution opportunity comes along, often with the promise of a larger sales force, more attention and faster growth.
Sometimes it works. Sometimes it doesn't.
Expectations can be high while results are low. Costs can be significantly higher than expected. A sales force doesn't necessarily translate into sales. New accounts may not get added to a territory. Payments can become an issue. And sometimes a brand simply discovers that the distribution model that sounded great on paper isn't the right fit for where the business actually is in its growth stage.
That's okay.
Distribution isn't a graduation ladder. Moving to a larger distributor isn't necessarily moving "up," and returning to a different model isn't moving backward. It's about finding the right partner for the business you have today.
That's particularly important right now. The beverage distribution market is experiencing enormous change, and we believe there is more to come. Distributor restructurings, closures, portfolio changes and shifting priorities are forcing Makers of every size to reconsider how they get their products to market.
Through all of that, one reality hasn't changed:
Every Maker needs to create demand for their brand.
It doesn't matter whether you're with LibDib, a large national wholesaler or a regional distributor. A distributor can provide infrastructure, relationships, logistics and support, but simply having a sales force doesn't guarantee that someone else will build your brand for you.
At LibDib, we're very open about that. Our model works particularly well for Makers who want to remain actively involved in their sales. That can be through a Maker’s own team, independent reps, or one of the growing number of outsourced sales organizations. We provide the licensed distribution infrastructure to turn that demand into placements, fulfill orders and help Makers keep building.
When circumstances change, we're here too
Maybe a Maker is launching for the first time. Maybe they’ve lost a distributor. Maybe a larger wholesaler isn't producing the results expected for the margin. Maybe a Maker has taken some time away from a market and is now ready to rebuild. Or maybe existing placements are valuable and a Maker simply needs a distribution home that will help keep the placements.
Right time. Right place. Right distributor.
Those things can change over the life of a brand.
So to Napa Valley Distilling: welcome back. We're excited to help you build again.
And to every other Maker navigating today's changing distribution landscape: the door at LibDib is always open.