KEY TAKEAWAYS:

• The Access Playbook will help to guide you through the process of finding a wholesaler partner and help you to maximize the value of your brand in the marketplace. Inside you’ll find tips, resources and best practices from top industry veterans.

• The off-premise provides a great opportunity for craft, startup and small production brands to connect with new customers and compete with the biggest brands.

• Local, licensed retailers are embracing e-commerce to digitally connect with consumers, with local licensed delivery bringing unprecedented convenience.

• With social media, the smallest brand can outplay the largest brands.

• The return of music festivals and similar entertainment events present great opportunity for craft and startup brands to engage new consumers.

• Be sure to articulate your short- and long- term goals regarding the markets you want to get into. Demonstrate that you understand the regulatory environments there. You should also highlight how your production capacity will be scaled up as new markets are added. Be realistic on both sides — about the markets you think you can penetrate and your own ability to stock those markets with product.

• Remember to highlight how the quality of your product compares to the other options your prospective customers might choose from.

• Depending on your brand and target customer, you may want to use email, text messages, or both to keep people informed about events, partnerships, product launches, and other company news.