Direct-to-Consumer

Intermediate Wine Business & Trade

Definition

Selling wine directly from winery to buyer without distributors.

In Depth

DTC sales (tasting rooms, wine clubs, online) allow wineries to retain full retail margin. In the US, the three-tier system (producer → distributor → retailer) dominates, but DTC has grown dramatically post-COVID. DTC accounts for 12% of US wine revenue but a much higher share for small producers. Legal barriers vary by state.

Details

Category: Wine Business & Trade
Difficulty: Intermediate

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