For distributor partners

For distributor partners.

Decanteur works with distributor partners on specific buyer accounts where a curated pitch backed by program-level analysis outperforms a standard sales call. The reps doing the actual placement work get the credit and the commission. We bring the diagnosis, the curation, and the operator-language translation that lets the pitch land in 30 minutes instead of dying in three follow-ups.

What we bring

The work a rep doesn't have time for.

Program-level analysis

Before any pitch, we read the buyer's actual program — list, BTG, source mix, price ladder — and surface where the curated portfolio answers a constraint the buyer already has. The pitch isn't "here are eight wines I like." It's "here are the three wines that close the gap in your $50–$80 band and the four that give you a defensible BTG anchor."

Curated 8–12 bottle pitches tailored to the room

Not a portfolio dump. We pull from your book what fits the buyer's pour-cost target, BTG ratio, list density, and identity. The rest stays in the truck.

Operator-side translation

Dan came up through CPG and DSD — he knows how a distributor thinks. He's also spent enough time on the operator side that he can speak the buyer's language without translating through industry jargon. That register-shift is most of why a curated pitch closes when a standard one doesn't.

How it works

You bring the account. We build the brief.

  1. You tell us the account.

    The restaurant, the buyer's name and role, the rep running it, the goal (open the account, expand placements, recover a churned account, support a renewal). A 10-minute conversation.

  2. We build a one-page pitch brief.

    Inside 5 business days. What the buyer's program looks like from the outside, what the buyer probably cares about that the rep doesn't normally surface, and the curated 8–12 bottle pitch with reasoning per SKU. Readable by the rep in 10 minutes.

  3. The rep runs the meeting.

    We join when it helps, stay behind the scenes when it doesn't. Most reps prefer us in the room for the technical questions and out of the room for the relational ones. We follow the rep's lead.

What it costs

Per-account, priced to the opportunity.

Engagement-by-engagement. Most distributor work is priced per-account — a flat fee per pitch brief, with multi-account retainers available for distributors running larger books. Pricing is calibrated to the account size and the rep's revenue opportunity. Tell us the account and we'll quote the brief.

Bring us an account.