Distribution Does Not Equal Demand, with Ben Salisbury
About this episode
Ben Salisbury discusses modern beverage selling and the misconceptions around distribution in the wine industry.
Ben Salisbury joins Sam Anderson on the DrinkUp Podcast for a master class in modern beverage selling. A 42 year veteran who started with Gallo in 1983, served as a VP at Ste. Michelle Wine Estates, and worked at Constellation Brands, Ben now runs Wine Sales Stimulator and gives away most of his knowledge for free. In this episode he dismantles the biggest myth in the business: that getting picked up by a distributor is the win. With 175,000 wine brands for sale in the US and a shrinking pool of distributors, the burden of sell through has shifted back to the supplier. Ben and Sam dig into ghost distribution, why the only KPI that matters is reorder rate, the five times rule for real distribution, making the buyer the hero instead of your product, protecting against out of stocks on premise, and an AI powered outreach system that earned a 60% reply rate on cold email. If you build, sell, or distribute a wine, spirits, or RTD brand, this one will change how you spend your week. Narrow and deep, buyer first, reorders over doors. Learn more about Ben at Wine Sales Stimulator: https://www.winesalesstimulator.com/ Want help with go to market, pricing, distribution, or talent? Learn…
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