How do I explain my brewery’s distribution to bars and restaurants to a buyer?

Start with a clear list of accounts, grouped by type and by how often each one orders. Show which are long-standing and which are recent. If a handful of venues account for most of the volume, say so and explain what keeps them loyal. Add any seasonal swings, since patios and events can change the pattern.

Then describe the mechanics. Does the brewery deliver itself, use a distributor or sell through another channel? Explain who sets prices, who collects payment and how unpaid accounts are handled. Show how you track kegs and cans that go out. If agents or distributors are involved, explain their terms and whether they transfer to a new owner. Finally, explain the relationships. Who visits the accounts, and would those people stay? Offer to introduce the buyer to key customers at the right stage. Venue closures and turnover are normal in this trade, so show how you replace lost accounts. Your lawyer should review distribution agreements before you share them. Include the weaker corners. If an account pays slowly or a venue has threatened to switch, say so. A buyer who hears about a problem from you first is more likely to see you as reliable, which supports the rest of your story.

Key takeaways

• Group accounts by type and order frequency, and say plainly which few matter most.
• Explain delivery, pricing and payment collection step by step.
• Show who owns each relationship and how lost accounts get replaced.