Wholesale

Whether you want to raise prices to cover increased costs or hold them in hopes of boosting volumes, here’s what to expect from discussions with your distributor.

As chief economist of the group that advocates for beer’s middle tier in the United States, Lester Jones is a respected voice known for being armed with fresh data and an informed, overhead view on the market for craft beer.

What does it mean to generate consistent sales velocity? Here, wholesalers share what they wish breweries knew about it.

Whether through consolidation or layoffs, a brewery can lose its point of contact at a wholesaler. Here’s how to keep sales on track while strengthening your partnerships in the middle tier.

Amid wholesaler consolidation and a tightening market, could alternative distribution methods help small breweries achieve their goals?

Drinkers are visiting less but spending more when they do. Package and store sales remain strong, while draft margins remain scant. Here we round up some recent data and analyses relevant to independent brewers.

Jake Sauter, vice president of craft distributor Clear River Beverage in Minneapolis, sheds some light on the shifting landscape.

A small brewer is usually at a disadvantage when negotiating a distribution contract. Knowing what provisions are critical and the risks are key. Here’s what to know when negotiating a distribution agreement for the first time.

Independent distributors provide critical access to market for small breweries and help develop craft-beer culture.