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beverage market as they do in other industries.
“Many [wine] producers have access to shelves that they would not have,” he said.
He asked, “Do you really want to demolish the three-tier system for wine just to solve the tiny, tiny problem that Virginia wineries, for the most part, are solving on their own?”
Marston said a distributor gives a winemaker a much better opportunity to get wine onto shelves in chain stores, which do not want to deal with dozens upon dozens of vendors.
“It’s the ticket to the big show,” he said. “Some [winemakers] that didn’t use to use distributors are finding that they are getting a presence in chain stores that they weren’t getting before.”
And a lot of new businesses are being set up to handle the distribution of wines for farm wineries, Marston said. In most cases, the new distributors are probably veiy close friends or even relatives of farm-winery owners.
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