INDUSTRY INSIDERs,
RemARKABLE RESULTS.
At Revenue Beverage Solutions, we specialize in growing family-owned producers in the ever-evolving beverage market. With 30+ years in beverage sales, distribution, and education, our team of industry veterans connects clients with like-minded partners and consumers, driving worldwide growth through effective wholesale and direct-to-consumer strategies.
OUR TEAM
Allan Carter
President
Revenue Beverage Solutions
A transformative leader in the beverage alcohol industry, Allan brings over 25 years of executive expertise in sales and marketing to his work with leading organizations.
As President and General Manager of Domaine Serene, he oversaw all winery operations and drove significant growth, while his subsequent role as Vice President of Sales and Marketing at Southern Glazer's Wine & Spirits saw him leading strategic initiatives that elevated market share and optimized distributor partnerships. Known for his visionary leadership, collaborative approach, and deep understanding of consumer trends, Allan continues to shape the industry through innovation, education, and sustainability initiatives.
Kristi Smith
Vice President
Revenue Beverage Solutions
Throughout her tenure as a senior beverage industry executive, Kristi has established herself as a powerhouse in sales strategy and team leadership. Her 25-year journey includes key roles at industry leaders such as Breakthru Beverage and Southern Glazer's Wine & Spirits.
Known for her strategic vision and dynamic leadership, she has consistently driven significant sales growth, nurtured strong client relationships, and built top-performing teams, while her extensive market knowledge and ability to anticipate industry trends has established her as a trusted partner to both suppliers and customers, positioning her as a trailblazer in the competitive world of beverage sales.
how distributors actually feel
Do these feelings sound familiar?
You're One of Thousands
Distributors often manage extensive portfolios, sometimes encompassing tens of thousands of brands. For instance, a major Texas distributor's spirits portfolio includes 21,808 brands from 3,698 producers across seven divisions. This overwhelming number makes it challenging for distributors to prioritize individual brands, regardless of their quality or potential.
We Can Only Match Your Efforts
Distributors are unlikely to invest more time or resources into a brand than the supplier does. If suppliers aren't proactive in marketing and sales efforts, distributors may provide minimal support, merely matching the supplier's initiatives. This underscores the importance of suppliers taking an active role in promoting their products.
Not an Extension of Your Sales Team
It's a common misconception that distributors will act as an extension of a supplier's sales team. Distributors primarily handle inventory and delivery logistics. Relying solely on them for sales efforts is a mistake; suppliers must actively engage in sales and marketing to drive success.
Training Alone Won't Boost Sales
While educating distributor sales teams about a product is valuable, it's insufficient on its own to drive sales. The sheer volume of brands distributors handle means that after a training session, much of the information may be forgotten. Suppliers should focus on providing concise, accessible training materials and supplement with consistent sales efforts.
Incentives May Not Lead to Lasting Placements
Offering incentives to distributors for securing new placements can be effective short-term but may not ensure long-term success. Distributors may rotate placements among brands to meet incentive requirements, leading to "churn" where products frequently change accounts without establishing lasting relationships.
So How Do You Adapt to the New Landscape?
To thrive in the current distribution environment, suppliers must take a proactive approach:
Accept the Reality: Recognize that distributors are overwhelmed, and suppliers must adapt accordingly.
Match Efforts: Invest in marketing and sales initiatives to demonstrate commitment and value.
Self-Reliance: Understand that if something is crucial for success, suppliers must take responsibility for it.
Leverage Technology: Utilize digital tools and platforms to provide training and support to distributors efficiently.
By embracing these strategies, suppliers can navigate the complexities of modern distribution and build more effective partnerships with distributors.
Our Specialties
Expertise in Distributor Consultation
Direct-to-Consumer Sales Strategies
Family-Owned Business Understanding
Personalized & Collaborative Approach
Data-Driven Decision Making
Operational Efficiency
Brand Storytelling & Marketing Support
Market Expansion Opportunities
Flexible & Scalable Solutions
Proven Track Record
Passion for Creativity & Community
Dedication to the industry
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