Page 29 - Grapevine MayJune 2021_REV

In The Winery

• Idaho • Ohio
• Montana • Pennsylvania
• New Jersey
• Mississippi In addition, quantity discounts are restricted
• Pennsylvania in Connecticut, Idaho, Kansas, Louisiana, Maine,
• Ohio. Also, Missouri, Minnesota, North Carolina, Ohio and
Oklahoma.
Channel pricing is prohibited in 16 states. In these
states, you cannot separate on- and off-premise Next, Lewis and Eddy addressed state-controlled
pricing. and franchise markets. Unless one has particu-larly
strong relationships in an individual state, these
• Kansas markets do not represent an ideal place to start,
• Oklahoma and it can become difficult to change distributors
• Virginia should the need arise.
• New Hampshire
• Utah The state-controlled markets are in Pennsylvania,
• New York Mississippi, Utah, Wyoming, New Hampshire
• Arizona and Maryland (Montgomery County), where the
• Washington wholesaler acts as a broker to the state, or you sell
• Idaho directly to the state as the manufacturer, creating
• Oregon another “tier” to sell through.
• Montana
• New Jersey The franchise market is loosely defined as a mar-
• Mississippi ket or defined territory in which one has a con-trac-
• North Carolina tually binding agreement of representation with a

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