DISTRIBUTOR
MARKET 2017
SPECIAL ANNUAL REPORT
ABOUT THE FAST-CHANGING
WHOLESALE TIER
TABLE OF CONTENTS
TOP 10 WINE DISTRIBUTORS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
THE CHALLENGE OF DISTRIBUTOR CONSOLIDATION . . . . . . . . . 36
INTERVIEW WITH WSWA CHIEF CRAIG WOLF . . . . . . . . . . . . . . . . . . . 40
NAVIGATING A CHANGING WHOLESALE LANDSCAPE . . . . . . . . . 42
SURVIVING DISTRIBUTOR POWER PLAYS . . . . . . . . . . . . . . . . . . . . . . . . 44
MARKETING COMPANIES HELP GAIN ENTRÉE . . . . . . . . . . . . . . . . . . 48
NEW DIGITAL PLATFORMS CONNECT THE TIERS . . . . . . . . . . . . . . . 52
DISTRIBUTOR MARKET SERVICE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
