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Working with Control States

Working with the control states for spirits is an intricate process. This course details which are the key control states based on consumption, how to get your brand listed in a control state (including the option of special orders), the broker environment, and specific pricing requirements as it pertains to control states. After the course, you will feel confident in your knowledge of the best practices when entering a control state market.

Learning Outcomes:
1. Identify the key control states, as well as the benefits and pitfalls of entering them
2. Formulate which control states, if any, would be ideal for your brand to enter based on market size, opportunity, and pricing
3. Select how you would enter a particular control state and the listing or special order process, including using of brokers when applicable

Tom Yaggi
State Manager II - OH
Beam Suntory