Entering a New Market | DISCUS Academy

Description

While entering new markets may sound exciting, there are many factors that need to be considered prior to making those decisions. There are also multiple resources available to help support that healthy growth through expansion. This course covers the requirements and impacts of entering new domestic and international markets and recommends resources to help in the decision-making process.

Learning Outcomes:
1. Understand the various areas of concern around entering a new market
2. Gain knowledge around the various control states, regulations, entry process issues, and stocking laws and requirements when it comes to the domestic market
3. Gain knowledge around various laws, taxations, shipping, paperwork, partners, homologation (labels and data content), and marketing materials when it comes to international markets
4. Consider advantages and timing of agents, distribution partnerships, and direct sales forces in the various markets

Contributors

Paul Criscuolo

Paul started with Seagram’s Americas in 1978, progressing from Sales Rep - Boston to Vice President-Sales Control States. After Seagram’s sale in 2001, he moved to Allied Domecq in a similar role until their sale in 2006. Paul, then, joined Southern Glazer W & S as Vice President-General Manager - Mid Atlantic until 2016.

Paul created Aged Whiskey Man Consulting, LLC in 2017 where he guided several Craft distilleries on Route to Market. He also consulted with several large distilleries on possible ventures within the Spirits industry.

Paul is currently both the Chief Commercial Officer for Broken Shed Vodka, LLC and Southern Distilling Company.

Paul has served on the Board of Directors of the North Carolina and Virginia Spirits Associations. He is a former Vice President of the NABCA Industry Steering Committee, Life Member of “The Keepers of the Quaich” and a Walter Camp Football Foundation member.

Paul received a B.A. in Economics and African and Middle Eastern Studies from the University of Colorado-Boulder. He currently resides in Mattapoisett, MA with his wife, Rhonda.
Charles Irvin

Charles Irvin is the Vice President of R&D/Compliance and General Counsel for BuzzBallz, LLC dba Southern Champion. Charles possesses an extensive knowledge of federal and state alcoholic beverage regulations. Charles also handles all TTB and state level regulatory compliance on behalf of BuzzBallz. Originally from Dallas, Charles received his bachelor’s degree from Texas Tech University and his Doctor of Jurisprudence from Texas Tech University School of Law. Charles’ favorite cocktail is a margarita, and he enjoys most any outdoor hobby.
Sarah Nagel Sisisky

Sarah Nagel Sisisky is the Client Development Director at Park Street, a provider of productivity-enhancing and cost-saving back-office solutions, advisory services, working capital, compliance management, export solutions, integrated accounting, and human resources management solutions to more than 16,000 alcoholic beverage brands from the U.S. and around the world. The company’s clients range from entrepreneurs to multi-brand global suppliers, and include craft distillers, centuries-old family businesses, award-winning wineries, innovation brands, and more. Formerly, Ms. Sisisky worked in retail sales at Nestlé USA in the Nestlé Sales Development Program on a dedicated Wal-Mart account team. There she focused on business-to-business sales management within the fast moving consumer goods food and beverage categories. Ms. Sisisky holds a B.A. in French and International Studies from the University of Wisconsin-Madison.

Description

Contributors

Paul Criscuolo

Charles Irvin

Sarah Nagel Sisisky