2026 Pre-Convention Distribution Workshop

April 16, 2026  | 9:00 AM – 2:00 PM | Sacramento, California
Distribution remains the single greatest challenge for craft distillers. This workshop is designed to help you tackle those challenges head-on. Over the course of five hours, you’ll get practical advice on how to negotiate new and existing distribution contracts, get the most out of your distributor relationships, and build a sales strategy that supports your growth. The day concludes with a Q&A and breakout discussions where you can workshop distribution scenarios alongside peers and industry experts, so you leave with clear, actionable next steps for your brand.
Note: Members must be logged in to access the member registration button.
Non-Member Registration Distribution Workshop

Presenters

This workshop is designed to go beyond theory and gets practical, drawing on the hard-earned experience of industry veterans who have worked on both sides of the business. Our speakers bring decades of hands-on experience spanning supplier and distributor roles, offering a 360-degree view of how decisions are made, relationships are built, and products actually move through the market.

  • David Morgan, Sugarlands Distilling Co., National Sales Director
  • Peter Lijewski, Enlighten Supply Chain, Founder & Former VP of Supply Chain, Breakthru Beverage Group
  • Chris Underwood,  Young’s Holdings, CEO
  • With more to come!

Curriculum Overview

  • Identifying the Right Distributor and/or Markets
  • Agreements & Negotiations
  • Setting & Managing Distributor Expectations
  • Building a Sales Team to Support Distribution

Distribution Workshop Rates

  • ACSA Members: $199
  • Non-Members: $325

Why You Should Attend

By the end of this workshop, attendees will be able to:

  • Evaluate whether a market and distributor are the right fit for their brand

  • Clearly position their brand to distributors and understand how distributors assess suppliers

  • Identify key components of a distribution agreement and understand common negotiation points

  • Set realistic expectations and effectively manage distributor relationships

  • Assess distributor performance and prepare for productive Quarterly Business Reviews

  • Understand when and how to build a sales team to support distribution

About the ACSA 2026 Convention & Expo

The American Craft Spirits Convention & Expo brings together distillers, suppliers, and industry partners at a time when our industry needs connection, collaboration, and shared solutions more than ever. Since 2014, it has been the annual gathering place to connect, collaborate, explore new products and services, and work together to secure a stronger future for our industry.

In 2026, we’re flipping the script on business as usual with a reimagined convention experience designed for today’s challenges and tomorrow’s opportunities.

Don’t miss the opportunity to join us in Sacramento, California, April 17–18, 2026, for the 13th Annual American Craft Spirits Convention & Expo—a revitalized event built for the next era of craft spirits.

Convention activities will take place at: SAFE Credit Union Convention Center

©2026 American Craft Spirits Association; All Rights Reserved. Member Owned, Industry Driven.

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