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Southern Glazer’s Wine & Spirits Shares Strategies for a Successful On-Premise Beverage Program

Thursday, September 13, 2018 9:00 am EDT

#SGWS exec Bill Edwards shares top strategies for a successful on-premise beverage program

MIAMI & DALLAS--(BUSINESS WIRE)--Southern Glazer’s Wine & Spirits (“Southern Glazer’s”)—the world's pre-eminent distributor of beverage alcohol—today shares its top strategies for a successful on-premise beverage program from its Senior Vice President, National Accounts, On-Premise, Bill Edwards. With the fall and holiday season just around the corner, a peak period for on-premise wine and spirits sales, the time is now for restaurants and bars to get their beverage programs ready.

“It’s all about being true to your concept, innovating, being vigilant about execution, and of course, collaborating with your distributor,” said Edwards. “On-premise retailers really need to leverage their beverage programs because if they are successful, not only will they increase traffic and profits, but the margins can help them subsidize other costs in the business that drive overall value.”

“While these tips are especially important heading into October/November/December, they really do apply all year round,” added Edwards.

Be True to Your Concept

Making sure on-premise retailers overlay wine and spirits trends with what’s right for their concept is critical. Just because a certain drink or ingredient is hot, doesn’t mean it will resonate with a retailer’s specific consumer or brand. Be aware of the trends, and what competitors are doing, but then look at those trends through the lens of the brand to determine if it aligns.

“An on-premise beverage program and experience is directly linked to the overall experience and guest satisfaction,” added Edwards. “In fact, studies show that guest satisfaction increases when people have an alcohol beverage with their meal. It’s important that the program be authentic for the retailer concept to maximize effectiveness.”


Consumers expect innovation and on-premise retailers must continuously be willing to take risks and keep pace with the consumers. When being creative, remember to not be too edgy, where you leave your customers behind. The best promotions provide a level of familiarity, with a twist. An example is with the trend of frozen drinks.

“This year, frozen drinks made a comeback,” said Edwards. “Bartenders have been mixing up frozen versions of classic cocktails, like a frozen Moscow Mule or frozen Negroni. This is an example of putting an innovative variation on something familiar.”

Focus on Execution

It’s important to strike a balance between keeping things fresh for the consumer, but not too difficult for the staff to execute. The most important part of any promotion is staff training and execution. Staff must understand the promotion, be able to execute it, and be comfortable with the rate of change between promotions. Without that in place, even the most creative promotion will fall flat.

Collaborate with Your Distributor

A distributor is not just the entity that delivers the product, and should be an integral partner in the planning and execution of any on-premise retail beverage strategy. Using the insights and intelligence that a distributor provides is necessary for data-based decisions, that ultimately drive sales.

“In addition to industry-leading insights, at Southern Glazer’s we also bring our world-class wine education team, mixologists, and multicultural marketing group to the table to deliver even greater value to our on-premise retail customers,” commented Edwards. “In addition, we work closely with our customers’ marketing and beverage strategy teams, suppliers, and our states to ensure that we have flawless execution on national programs that align with their beverage strategy.”

Southern Glazer’s National Accounts team is a one-stop-shop for on- and off-premise customers looking to execute programs across a national footprint. With coverage of 90 percent of its customers’ operating units, Southern Glazer’s can implement programs and easily track performance across the Company’s network. The National Accounts team is also supported by a dedicated Business Intelligence Center of Excellence that can provide customers with the largest data set in the industry and focus on shopper marketing trends, retailer insights, and trade business intelligence.

About Southern Glazer’s Wine & Spirits

Southern Glazer’s Wine & Spirits is the world’s pre-eminent distributor of beverage alcohol, and proud to be a multi-generational, family-owned company. The Company has operations in 44 U.S. states and the District of Columbia, Canada, and the Caribbean, and employs more than 20,000 team members. Southern Glazer’s urges all retail customers and adult consumers to market, sell, serve, and enjoy its products responsibly. For more information visit Follow us on Twitter and Instagram @sgwinespirits and on Facebook at


Southern Glazer's Wine and Spirits, LLC
Cindy Haas
Senior Director, Public Relations
Office: (305) 625-4171, ext. 1166
Mobile: (786) 498-7640
Jennifer Hanlon
Senior Communications Specialist
Office: (305) 625-4171, ext. 1534
Mobile: (305) 989-9982

Southern Glazer's Wine & Spirits

1600 N.W. 163rd Street

Miami, FL 33169

Phone:(305) 625-4171

14911 Quorum Drive, Ste. 150

Dallas, TX 75254

Phone:(972) 392-8200

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