Guide for Beverage Entrepreneurs
Learn how to sell and scale your tequila, mezcal, charanda, bacanora, sotol, raicilla, or craft beer brand with modern strategies, real-life examples, and actionable steps.
Why you don't need to rely on distributors
The traditional "wait-for-a-distributor" model delays your growth and dilutes margins. Today, you can combine direct sales (D2C) , selective B2B , and experience-driven activations to validate demand, improve turnover, and negotiate from a strong perspective.
5-Step Plan to Get Started Today
- Impeccable product and compliance: technical data sheet, NOMs, traceable batches, retail-ready labeling, POP material, and barcodes.
- Clear commercial offer: price list by channel (wholesale, hospitality, events), sustainable margins, and measurable volume discounts.
- Digital funnel: acquisition (ads and content), landing pages, WhatsApp/CRM, and follow-up sequences.
- ROI activations: guided tastings, pairings, and “mini launches” with unique coupons to measure repeat purchases.
- Market testing: initial upload to marketplaces and partner stores; adjust narrative, price, and presentation.
Common mistakes
- Find a distributor with no proven turnover.
- Do not separate prices by channel or region.
- Ignore tastings and educational content.
- Promise exclusivity without metrics.
Common myths
- “If I join a big chain, I’ve already won.”
- “The low price is the only advantage.”
- “The brand sells itself.”
Real possibilities
- Membership clubs with batch releases.
- Pre-orders and limited editions by season.
- Bar crawls and partnerships with local mixologists.
Checklist for your first round of sales
| Element | Ready | Grades |
|---|---|---|
| 30-second pitch | □ | Focused on value proposition and flavor. |
| Price list by channel | □ | Avoid cannibalization and protect margin. |
| POP and tasting material | □ | Glasses, ice, recipes, technical sheets. |
| CRM with tracking | □ | WhatsApp Business + simple funnel. |
Real example
“We started with 12 neighborhood bars and an 80-member club . Without a distributor, we achieved 3.2x turnover in 90 days. Then we negotiated distribution with better margins.” — Carolina, founder of a young mezcal
Testimonials
Quick FAQ
Do I need a distributor to start sales?
Not necessarily. Start with D2C, selective consignment, and events. The distributor adds them once you've validated demand and turnover.
How do I comply with regulations when selling outside my state or country?
Ensure compliance with NOM, CRT/CRM, local alcohol regulations, labeling, and, for export, FDA/TTB/COLA, depending on the destination. At TequilaWhiteLabel.com, we'll guide you.
How much to invest in marketing?
As a rule, invest 10–15% of your target sales in the first 3–6 months. Focus on high-ROAS creatives, tasters, and measurable POP content.
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