Skin in the Game

October 23, 2013 Dear Client: Recently we reported the upfront payments being made by distributors to acquire brand rights directly from New Belgium Brewery for exclusive territories in Ohio. Well, one consultant has weighed in on it. d While Andy Christon of Ippolito/Christon "does not advocate an outright sale of brand rights in new territories and never has," in a memo to distributors. "Nevertheless, we are not surprised about the possibility of some distributors in Ohio 'showing some skin' to