In 2017, Donna Hartman shared her experienced observations on agreements for suppliers especially in the bulk wine and spirits business. 

Donna focuses her practice on the representation of companies in the alcoholic beverage industry. In her more than twenty years of experience, she has worked with numerous preeminent brands.

Her areas of expertise include corporate legal affairs, general corporate, commercial transactions, due diligence, acquisitions/dispositions, legal and regulatory compliance, employment law, and intellectual property management. Donna represents the Millstone Spirits Group LLC, a Pennsylvania-based craft distiller, The Connacht Whiskey Company Ltd., based in Ireland, as well as others in the industry.

She starts with why you need an agreement. 

1) It outlines key business terms

2) Defines party roles and responsibilities 

3) Identifying timelines for actionable

4) Manages party's expectations of product and performance 

5) Sets processes for remedies/resolution that might be needed. 

Watch the full video here : 

Now let's get to the key terms that are important for each agreement : 

1) Define Parties: Seller/Producer/Supplier/Bottler/Grower/Vineyard/Distiller, Purchaser/Brand Owner

2) Define the Product: Type, Style, Characteristics, Quality, Organic, Quantity, Mash Bill/Blend, Grape Specifications(Varietal, Location, Viticulture Practices, etc.)

3) Production and Planning: Supply Agreements, Bottling Agreements, Grape Purchase

4) Pricing: Schedule, Additional Charges, Frequency of Price Changes

5) Payment Terms

6) Roles & Responsibilities 

7) Testing/Analysis: Define Sampling Procedures and Testing Methods, Appoint the party responsible for conducting the Test/Analysis, Define Time Intervals or Schedule, Identify the Basis for Acceptance, Rejection, or Correction

8) Transportation & Delivery: Identify Party Responsible for the Delivery, Define the method of handling, packaging and form, Set Delivery Window & Location, Identify documents and legalities, Define when title/risk of loss passes, Insurance Requirements

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9) Term: Length, Renewal Policy

10) Termination Policies

The IBWSS Conference:

At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales, and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business. The conference will have TED-Style talks where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you.

The International Bulk Wine and Spirits Show aims to give bulk trade a truly dynamic trading platform where buyers can confidently conduct business with the world’s most reputable suppliers.

The 2023 IBWSS Show is taking place in San Francisco on July 25-26. 

Get your conference tickets now for $299 at IBWSS.

Your conference tickets include 2-day access to all sessions, lunch, coffee & pastry, and expo floor entry. You will also get recorded conference session access via your visitor zone for you to see the recording and PowerPoint presentations later. Grab this pass for just $299. The price goes up to $399 from May 1, 2023. The conference starts at 9 am on both days.

Get the full list of 2023 Speakers here: IBWSS USA