Exclusive news and research on the wine, spirits and beer business

Exclusive: Beam Suntory Links With Southern Glazer’s On New Long-Term, 37-State Deal

January 26, 2017

Beam Suntory has inked a new long-term distribution deal with Southern Glazer’s Wine & Spirits, its largest distributor partner, which will continue the two companies’ existing alignment across nearly three-quarters of the United States. Running through 2030, the new performance-based agreement covers 21 open markets, as well as 16 control states in which Southern Glazer’s handles Beam Suntory’s portfolio. Southern Glazer’s executive vice president Tony Truzzolino, a former Beam executive, was named to oversee the wholesaler’s business with Beam Suntory last year.

Southern Glazer’s, with operations in 44 states, Washington, D.C., Canada and the Caribbean, is the U.S. market’s top wine and spirits wholesaler, with revenues above $16 billion. Beam Suntory is the third-ranked spirits supplier by volume in the U.S., with sales of above 22 million cases and a market share of roughly 10.5%. According to Impact Databank estimates, Beam Suntory’s U.S. volume rose about 3% last year, outpacing the overall spirits market’s growth of 2.5%. —Daniel Marsteller

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