How do I sell more through distributors, retailers, and restaurants?

Distribution and trade sales

Show up with what the buyer needs: a clear reason the wine will move, accessible price points, and a rep or materials that help their staff sell it. Shrinking volumes make small brands less interesting to wholesalers, so the brands that do the work for the account win the placement.

Wholesale is getting harder for small brands. Wine volume fell 8.5% in the first nine months of 2025, and distributors are consolidating their books.

Where there is movement, it follows the occasion. Table white wine rose to 35.5% of on-premise wine sales, and by-the-glass programs are rebuilding.

The plays that work give the account a reason to say yes: a wine with a job (oysters, patio, weeknight), a server-ready one-line story, and a price that doesn't scare the buyer. Rare whites work well by the glass for exactly that reason.

Before your next distributor review or buyer meeting, write down what you'll trade and what you won't. The negotiation prompt in the Prompt Library builds that plan with you.

Numbers

Every number

$454Napa's average direct-to-consumer order hit $454Silicon Valley Bank, Jun 9, 2026 35.5%Table white wine rose to 35.5% of on-premise wine salesNIQ, May 7, 2026

Prompts

Every prompt

Sales promptThe winery negotiation strategistPrep for a distributor review, a national account pitch, or a fruit contract with a tactical plan that protects your margins.Sales prompt10-slide distributor pitch outlineGet a data-driven outline for pitching a new distributor, then turn it into a finished deck with Gamma.Strategy promptInversion: list every way this could failCharlie Munger's tool: find every realistic way an initiative dies, then turn each into a preventive action.Strategy promptSecond-order thinking before a big decisionMap what happens now, what that triggers, and what shows up 6 to 12 months later, on both the yes and no paths.Strategy promptOpportunity cost: what are you really giving up?Make the invisible tradeoff visible before you commit capital, time, or distributor attention.

Tools

Every tool

Free to startGammaTurns an outline into a polished presentation in seconds, with layouts, type, and visuals handled for you.

Issues

Every issue

Work with Jeremy

Reading the plays is the easy part.

Changing what your team does on Monday morning is harder. Book a 30-minute strategy session with me, and we'll work out what to change first and how we could work together.

Book your session

30 minutes on Google Meet

Numbers

Prompts

Tools

Issues

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