If a retailer were to design the ideal wine and spirits distributor model, it might look something like this: A competitively-priced portfolio of brands with healthy margin opportunity; a service-oriented culture (emergency Saturday delivery, anyone?); and sales representatives who intimately understand their customers’ businesses.
It’s no accident that this is the playbook of Lieber Bros. Inc, the Long Island-based wholesaler founded by brothers Larry and Jeff Lieberman. “Our family got started in the wine and spirits retail business in the 1970s,” shares Larry. “The way we approach our business today is entirely rooted in that we know what retailers are experiencing.”