I really think it depends on the person doing the selling/story telling, its been my experience that most bar owners really only focus on big distributors because of the added value that any good distro. brings to the table.
Originally Posted by BooneValleyBrew
just because we brew beer doesnt always mean that we can sell it correctly, service the accounts (line cleaning), or follow up like we should.
down here, the distributors install the taps for the customers and clean and maintain their draft lines as well as sell them beer. we are a 3 tier state and we must use a distributor.
I have spoken with several brewers from other states that are self distributing and several have hired sales people simply because they werent sales people themselves and learned that the hard way.