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Developing New Sales Models in a Tough Market

With tighter competition, fewer wholesalers, and lower wholesaler interest, small breweries are looking for incremental ways to grow sales. That’s led to new models and some new opportunities—but there are no easy paths.

Kate Bernot May 8, 2023 - 10 min read

Developing New Sales Models in a Tough Market Primary Image

The fridge at Rockwell Beer in St. Louis. Photo: Joe Stange.

Growth has to come from somewhere—that’s just reality for many small breweries, as costs for everything from rent to grain to packaging materials rise. And yet sales growth is harder to come by these days, especially in the standard three-tier distribution system that gets beer to off-premise retailers.

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