How to Open Distributor Accounts with Southern Glazer's, RNDC, and Republic National for Your Liquor Store
Your distributor relationships are the backbone of your liquor store's product mix and profitability. The major U.S. wine and spirits distributors — Southern Glazer's, Republic National Distributing Company (RNDC), Breakthru Beverage Group, and Glazer's — collectively control access to the brands your customers want most. Understanding how to open accounts, what they require, and how to manage these relationships will determine your opening inventory quality and your long-term access to allocated products.
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The Big Four U.S. Wine and Spirits Distributors
Four distributors dominate U.S. wine and spirits wholesale. Southern Glazer's Wine & Spirits is the largest, operating in 44 states and distributing brands like Moët Hennessy, Brown-Forman, and Diageo alongside hundreds of wine producers. Republic National Distributing Company (RNDC) operates in 37 states and is particularly strong in Texas and the Southeast with Bacardi, Campari, and E&J Gallo. Breakthru Beverage Group (formerly Wirtz Beverage) covers the Mid-Atlantic, Midwest, and parts of Canada, distributing Pernod Ricard and Constellation Brands. Glazer's Beer and Beverage (separate from Southern Glazer's) is the largest beer distributor in the U.S. by volume, handling Anheuser-Busch InBev and MillerCoors brands in many markets. In control states, the state itself is your spirits distributor — the private distributors still handle beer and in some states wine.
How to Open a New Account
Contact each distributor's new account department — this is typically done through their website or by calling the local warehouse directly. You will need: a valid liquor license (or proof of pending approval in some cases), your seller's permit, your EIN and LLC formation documents, and a completed new account application. The application includes your business address, ownership information, and a credit application for payment terms. New accounts almost always begin on COD (cash on delivery) or a prepaid basis. Bring your checkbook or arrange ACH payment capability before your first delivery. Distributors will assign you a sales representative — this relationship is valuable; a good rep can alert you to promotional pricing, limited allocations, and new product launches before they hit general circulation.
Minimum Orders and Delivery Schedules
Most major distributors have minimum order requirements for scheduled delivery: typically $300–$1,000 per order depending on your market and the distributor. Below the minimum, you may be required to pick up your order at the warehouse or pay a delivery surcharge. Schedule your delivery days strategically — getting deliveries on Monday or Tuesday allows you to be fully stocked heading into the high-volume weekend. Most established stores receive two to three deliveries per week across multiple distributors. In your first months, weekly deliveries from each distributor are typical as you establish ordering patterns. Avoid over-ordering — excess inventory ties up cash and increases shrinkage risk.
Pricing, Promotions, and Deal Sheets
Distributor pricing on spirits is set by the brand owner and passed through to retailers at a state-mandated or negotiated margin (depending on your state's pricing laws). In open states, distributors publish monthly price books and deal sheets showing promotional pricing, post-offs (temporary price reductions passed on from the supplier), and new item incentives. Reviewing deal sheets from each distributor before placing your monthly orders is essential — promotional pricing of 15–25% on major brands happens regularly and significantly improves your margin on promoted items. Your sales rep should send deal sheets automatically; if they don't, ask to be added to the distribution list. In control states, pricing is set by the state and promotional flexibility is limited.
Allocated Products: Bourbon, Limited Wine, and Special Releases
The most sought-after products — Pappy Van Winkle, Blanton's, Buffalo Trace Antique Collection, Opus One, and similar allocated spirits and wines — are distributed by your reps based on purchase history and relationship. New accounts with no track record receive little to no allocated product in their first year. Build your allocation access by: paying invoices on time (this is the single biggest factor), growing your overall case volume with each distributor, supporting new products your rep is trying to push, and developing a personal relationship with your rep. Within 12–18 months of consistent business, most accounts begin receiving small allocations of high-demand products. These become a powerful traffic driver — the store known for stocking Blanton's or limited Burgundy wines earns reputation and repeat visits.
Beer Distributors: A Separate Set of Relationships
Beer operates on a different distributor structure than spirits and wine. Each major beer brand (Anheuser-Busch InBev, MillerCoors, Heineken) distributes through an exclusive territorial distributor in your market. For craft beer, dozens of small distributors may each carry a handful of local or regional brewery brands. You will maintain separate accounts — and separate delivery schedules — with each beer distributor. For craft beer specifically, the relationships with smaller distributors are more flexible: you can often negotiate exclusivity on local brands, get first access to new releases, and arrange direct conversations with the brewery. Identify the key craft beer distributors in your state through your state's craft brewers guild — they maintain distributor directories.
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IT Retail
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Lightspeed Retail
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FREQUENTLY ASKED QUESTIONS
Can I open a liquor store without distributor accounts?
No — in the U.S. three-tier system, retailers must purchase from licensed distributors (or the state in control states). You cannot buy from manufacturers directly or import on your own. Establishing distributor accounts is a legal requirement, not optional.
What if my state only has one distributor for a brand?
Each brand in each state is typically assigned to one exclusive distributor. If Southern Glazer's has exclusive distribution of Hennessy in your state, you must buy Hennessy from Southern Glazer's — you cannot source it from another distributor. This is the three-tier system at work. Shop your distributor accounts carefully; losing access to a major distributor (due to unpaid invoices, for example) can mean losing access to entire brand portfolios.
How do I get access to allocated bourbons and limited wines?
Allocation access comes from purchase history and relationship quality with your distributor rep. Pay all invoices on time, grow your overall case volume, support new products your rep is promoting, and attend distributor tasting events and sales meetings. New accounts typically receive their first allocations after 12–18 months of consistent business. There are no shortcuts — buying allocated bottles on the secondary market to resell is illegal in all states.
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