Distributor
topic on 5 shows · 12 statements across 12 episodes
More or Less 
the Neon Show 
A Product Market Fit Show 
How I Built This 
20VC
12 statements about Distributor, every show
Distributors will not open retail markets for early-stage brands
“The way you do it, at least during my time, is distributors are not going to open markets. They're going to continue your stuff. So I opened New York City. I developed New York City. Once I have 50 accounts or a hundred accounts, then I find a distributor to c…”
Hantas: Unlike wine and beer, spirits brands cannot sell directly to consumers
“Unlike wine and beer, you can't sell directly to your consumer as a hard alcohol brand, like as a spirits brand. You have to go through distributors. So your initial customer is not your ultimate customer, right?”
Andrew Butt: 80% of global trade flows through supply chain intermediaries
“80% of global trade goes from a manufacturer through middle parties like distributors, buying groups, retailers.
Contractors, and then eventually to the end customer.
That's 80% of trade.
There's very, very little that goes direct from a manufacturer to an end…”
Morris: Commercial distributors refused to carry Freshpet during early testing
“It ended up being a van that we literally ended up hiring someone to drive a van to deliver to the stores because that was one of the next challenges was no one wanted to carry the product for us. None of the distributors.”
Sam Lessin: DTC access structurally undermines third-party sports distribution
“So it's just, I think it's really hard to be a distributor, right? In an era when everyone can get their default as they can go direct.”
CPG founders must leverage retail chains to force distribution deals
“And that's the big catch-twenty-two of starting a food beverage company, is in order to get a store, typically a store chain, you need a distributor. And in order to get a distributor, you need a store chain. So what you really need to do is convince some stor…”
Liquid Death had to pay to escape terrible early distributor contracts
“We got into bad distributor contracts in the early days where it was like, you sign these contracts with these distributors. They're terrible distributors. And literally there's no way to get out of them unless you have to pay them to get out.”
Trout: Beverage distributors rarely accept brands lacking existing retail store traction
“Yeah, but then the catch-twenty-two is the distributor won't usually take you on unless you have some stores. Like, they don't want to build you from scratch. So they want to know, oh, you've got Gelson's on board? Okay, we'll take you on.”
Chadha: Anicut raised 1,000 crores in debt capital without distributors
“And interestingly, Siddharth, we've raised all that thousand crores without a single distributor.”
Aggarwal: High CAC forces single-product D2C brands to become distributors
“Brand will give you stronger unit economics, but brands will have very high, ah, cost of customer acquisition and repeat rates. So very quickly you will find that if you have very high cost of customer acquisitions, Then you can't be a single product company. …”
Tynan: Local Frame Shops Are Expensive Because They Hold Zero Inventory
“So for a local store they don't store any inventory. They don't store any of their materials in their store. And so in order, when you go in and you select from the thousand frame styles on the wall the frame store is actually buying those materials for your p…”