Navigating the Pour Decisions: Push and Pull Strategies in the Alcohol Beverage Industry for 2024

By: KEXY Team
May 13, 2024
Distributors and Suppliers
Navigating the Pour Decisions:  Push and Pull Strategies in the Alcohol Beverage Industry for 2024

Beyond First Impressions: Mastering Repeat Sales in Wine & Spirits Industry

In an ocean of craft beverages, how does one bottle make a splash? This question troubles the minds of many suppliers and brand owners in the alcohol industry, particularly those in the realm of wine and spirits. The challenge is two-fold. First, how to get more retail placements? And more importantly, how to achieve retail depletions?

As a seasoned professional in the industry, I can tell you that persuading retail friends to stock a new brand is the simpler part of distribution. Incentivizing your sales force to place more products can often be a fruitless endeavor. The real conundrum? Influencing retailers to buy the second and third case.

The modern-day consumer is a tough nut to crack. Long gone are the days of unwavering brand loyalty. The adventurous boutique consumer rarely purchases the same bottle twice, with a plethora of new options constantly hitting the market. The true test lies in convincing a customer to come back and buy again.

The sentiment among retailers echoes this. During a recent exploration of the top wine and spirits stores in the LA area, a common theme emerged. When asked to name a successful new brand that cultivates customer loyalty and continues to sell, the response was unanimous – crickets.

Building Trust in Retail: How Your Beverage Brand Can Thrive

A glimmer of hope, however, was found in the form of 'Angel’s Envy'. One store owner attributed its success not just to its quality, but also a strategic distribution plan which creates a sense of scarcity and in turn, demand. Beyond this Bourbon sensation, few other examples of new wines or spirits had built and sustained momentum in 2019.

In a world dominated by an ever-evolving palette and fondness for the new and exciting, how can your brand stay afloat? The secret lies in understanding the modern consumer, fostering relationships with retailers, and strategic distribution.

In a world whirling with distractions, how can wine, beer, and spirit executives drive retail sales without becoming cult icons? This question is not just a concern, but a reality for every beverage business owner.

The secret lies not in the quantity of accounts, but in their quality. It is true that numbers make a difference, but the impact of a single, quality account can surpass dozens of insignificant ones. Personal relationships and credibility are the keys to consistent sales. You can target influencers and popular markets, but if your brand doesn't sell itself, the struggle to make headway becomes tougher.

Your retail partners must have faith in you, respect you, and most importantly, they must like you. These aspects build the foundation of their support. But remember, having hundreds of accounts can be deceptive. They're useless if the product doesn't move.

Discover the Triple-C Effect: Consistency, Connection, and Conversion in Retail Sales

In this digital age, where reaching a wider consumer base is possible with a few clicks, remember, there are thousands of others vying for the same attention. Thus, getting more from your best accounts is the key to success.

Retailers are perceptive. They can easily distinguish between a one-time deal and a potential long-term partnership. If you're continually chasing new retail placements, you might miss out on nurturing existing relationships, which are crucial for continuous retail depletions.

Some sales reps specialize in a few stores throughout their careers, simply because they generate more business there than in numerous corner stores and supermarkets.

Consistency is the game-changer. Despite the ever-changing consumer trends and the constant introduction of new brands, a strong relationship with a great account can ensure sustained success.

In the ADHD marketplace, quality triumphs over quantity, relationships over transactions, and consistency over superficiality. As a beverage executive, understanding these principles can drive your retail sales to new heights.

Innovative Strategies of Top Beverage Brands: A Deep Dive

Let's take a closer look into some specific examples and case studies that illuminate how these strategies are employed in the industry.

Diageo's Guinness: A Balanced Brew of Strategy

Diageo, the parent company of the iconic stout, Guinness, skillfully employs a blend of push and pull strategies. On one hand, they invest heavily in advertising campaigns, creating a magnetic pull by building brand awareness among consumers. On the other, they push their way into the market with enticing trade incentives and promotions, urging retailers to stock Guinness products.

Anheuser-Busch's Budweiser: Triple Threat Tactics

Anheuser-Busch's marketing strategy for Budweiser beer is a dynamic trifecta of push and pull tactics. They pull in consumers by sponsoring major sporting events and music festivals, creating direct engagement opportunities. Simultaneously, they push the brand into the market with point-of-sale materials and promotional pricing provided to retailers, driving sales and brand prevalence.

Constellation Brands' Corona: The Beachside Brand

Constellation Brands expertly uses pull strategies to position Corona as a lifestyle brand synonymous with relaxation and leisure. Beach-themed advertising campaigns and proactive social media engagement tug at the consumers' desire for an idyllic beach life. In harmony with this, the company pushes for widespread distribution and availability of Corona products through trade promotions and distributor incentives.

These case studies offer a glimpse into how alcohol beverage brands strategically intertwine push and pull marketing efforts. This coordinated dance between enticing consumer demand and driving trade interest ultimately leads to a surge in sales and a robust market share. As we raise our glasses to these ingenious strategies, it's clear that the alcohol beverage industry is a masterclass in marketing innovation.


The information above will help you better position yourself to effectively capture or sustain shelf space. But if you really want to crush it in this approach, you need to invest in a technology solution that will support your efforts.

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