Oklahoma's brewers share challenges of out-of-state distribution

Marketing, promotion and brand building require extra effort outside of Oklahoma, state beer brewers say.
by Nick Trougakos Modified: February 7, 2013 at 10:15 pm •  Published: February 8, 2013
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State brewers share challenges

faced in out-of-state distribution

Oklahoma beer brewers share the challenges they face when selling beer outside state lines.

Tim Schoelen, president of Mustang Brewing Co.

On choosing where to sell:

“We try to be strategic on where and with whom we choose to partner. It's not as simple as just getting a distributor to buy your product. Before you can distribute in another state, you must register with their respective alcohol tax/trade bureau. That can take anywhere from a couple of months to a year. Of course, there is a registration fee. There are also taxes associated with each state. You have to make sure you know the states' distribution laws.”

On developing a strategy:

“Once you can legally sell to a distributor, you then need a go-to-market strategy. How much will freight cost to get your beer to the distributor? Which beers are right for the market? Who are the local and regional competitors? How do you incentivize the distributor to sell your product over others? Every promotional event costs something; whether it be free pint glasses, coasters, posters or travel costs to/from the location. All of that adds up. You can grow yourself out of business pretty quickly if you're not careful.”

Wes Alexander, director of sales and marketing at Marshall Brewing Co.

On picking the right partners:

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by Nick Trougakos
Assistant Local Editor
Assistant Local Editor Nick Trougakos has been with The Oklahoman since 2002. Trougakos covered the military, federal agencies and courts before becoming an editor in 2005. Prior to joining The Oklahoman, Trougakos was a reporter for the Oklahoma...
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