Will Craft Brewers Make Distributors Pay to Get Brands?

Several years ago I was advising on an unofficial basis a new young craft brewer who was just getting started. He self-distributed for the first few years, but when it came time to secure real distribution statewide, he came to me for advice on how to go about it. I told him to interview each distributor carefully, assess their strengths and weaknesses, see which ones would commit to getting behind your brand the most, and then choose

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