I got the following email from a reader, and winemaker, in Virginia:

We have run into a problem that I suspect you are hearing about. We feel as though we have been "held captive" by our (mostly) statewide distributor. The distributors forced this law upon us, yet they are unwilling to fully represent us.

Here's the scenario. We signed on with this distributor in January (albeit reluctantly; pursuant to compliance) as we were offered a business partnership.........only to realize they would only distribute one third of our wines. We accepted this on the promise that they would carry more wines when we showed market success. Guess what? They never introduced our wines to the sales staff and it wasn't until I came along that they even knew they carried our wines. Do you see the problem here? NO INFORMATION LEADS TO.....NO SALES!

We have an array of former, favorite customers that we catered to before this law was enacted. How in the world can we sell our other wines to them when the distributor refuses their (special) orders? We are talking CASES here, not just a few bottles.....

I wonder how many other wineries are impacted by this? If you are dealing with a smaller distributorship, they probably know your wines inside and out. But, what about the larger ones?

I've spent some time talking with different sized distributers, and their employees, over the past few months. The smaller companies have a much better handle on their products and a depth of knowledge about all of the wineries they represent. But getting into stores or restaurants and meeting with the right people is a constant challenge. Larger distributors already have the name and the established sales channels/routes. The downside is the sales people only know those wines that are pushed on them, the ones that upper managements wants to sell.

I know I am generalizing here and there are smaller distributors that have great connections and larger distributors with a sales-force that has a depth of the knowledge about their catalogue. Its just that those are the exception.

I know a lot of Virginia winemakers read this blog, so if you have any suggestions to help out my reader I would love to pass them along.