Wine and Spirits Wholesalers Unite at Access LIVE 2025: Key Takeaways from Industry Leaders

Insights from Access LIVE 2025

This past week, the Access LIVE 2025 conference brought together some of the biggest names in the beverage alcohol distribution industry. The highlight was the highly anticipated panel discussion, "Wholesaler Power Hour — Market Drivers: Wholesale Leaders Blazing a Path to Success." Moderated by Michael Bilello from the Wine & Spirits Wholesalers of America (WSWA), this session provided vital insights into the current landscape of the beverage sector.

The panel featured influential CEOs, including Tom Bené of Breakthru Beverage Group, Wayne Chaplin from Southern Glazer's Wine & Spirits, and Nick Mehall of Republic National Distributing Company (RNDC). Collectively, these leaders oversee a significant portion of wine and spirits distribution in the U.S. and delivered invaluable perspectives on ripe opportunities and challenges facing their industry.

Defining Success in a New Era

The discussion began with a pivotal question posed by Bilello: How do each of you define success in today's rapidly changing market? Chaplin pointed out that, while success once revolved around learning, it has now shifted towards future-proofing the next generation of industry leaders. He expressed a need for long-term strategies focusing on logistics and customer relationships rather than fleeting sales figures.

Mehall stressed that the role of distributors extends beyond mere order processing. His assertion that distributors should also focus on building brands and fostering sustainable growth resonated well with the audience. Meanwhile, Bené emphasized the importance of being the ideal partner for both suppliers and customers, reinforcing that relationships are central to success in this sector.

Embracing Technology and Innovation

Discussion then shifted to technology's transformative role. Each of the CEOs highlighted how their companies have embraced innovative practices. Mehall illustrated how RNDC incorporates automation and analytics to equip their salesforce with crucial data. With tools like eRNDC and digital accelerator REDI, they aim to facilitate superior decision-making in a constantly evolving eCommerce landscape.

Chaplin showcased his company’s investment in a successful digital platform created pre-pandemic. Today, it stands as a $4 billion marketplace, significantly enhancing customer engagement and supply chain efficiencies, particularly amidst rising operational costs.

Bené addressed technology’s role in improving supplier interactions and refining brand strategies. By prioritizing consumer insights, Breakthru is not just following market trends but actively predicting future dynamics.

Navigating Market Disruptions

The panelists also examined the pressing shifts in consumer preferences, including the growing demand for premium products and sustainable practices, alongside popular ready-to-drink (RTD) cocktails. Bené highlighted Breakthru's proactive measures to aid brands in navigating these trends, indicating that simply placing products on shelves is no longer enough.

Chaplin added a broader context, suggesting that wholesalers must adapt to the interests of new consumer groups while maintaining loyalty among existing customers, a delicate balancing act in a dynamic market.

Preparing for Future Leadership

As the session wrapped up, questions turned towards how these industry leaders are addressing ongoing uncertainties like economic fluctuations and supply chain issues. Mehall advised listeners to focus on manageable aspects—relationships, operational excellence, and long-term investments—while remaining cautious of impulsive decision-making.

Chaplin countered this by advocating for honesty and trust within leadership ranks, underscoring the necessity of transparent communication in moments of uncertainty. He noted that adapting to change is vital for lasting success.

The Importance of Collaboration

Drawing the panel's discussion to a close, Bilello asked for each leader’s advice on facing the future. Bené remarked on the value of talent development, stressing that well-trained teams are essential for navigating industry changes. His firm is implementing initiatives like the Accelerate program to empower its sales force.

Chaplin reinforced the notion of suppliers as partners, indicating that collaborative efforts will solidify long-standing brand integrity. Mehall encapsulated the sentiment with a call to embrace the changes ahead, viewing them as opportunities rather than hurdles.

Overall, the Wholesaler Power Hour at Access LIVE 2025 echoed a critical theme: the synergy between wholesalers, suppliers, and retailers is essential for navigating the future landscape of beverage alcohol distribution. For those looking to stay informed, more insights from Access LIVE can be found at accesslive.wswa.org.