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One of the most perplexing aspects of the American wine industry is its three-tier system. Introduced post-Prohibition in 1933, the system was designed to prevent monopolies and address tax irregularities—issues rooted in Mafia activity at the time—while also aiming to reduce the social harm associated with alcohol consumption. In essence, the system mandates that alcohol reach consumers through three distinct tiers: producers, distributors, and retailers. For imported wine, the process begins with a licensed importer, who then passes the product to a distributor before it reaches retailers and, ultimately, consumers.

Over the years, this system has faced criticism for being outdated and overly complex. However, it remains the law of the land, making it essential for anyone entering the U.S. wine market to understand and navigate its intricacies. Distributors play a crucial role within this framework, influencing both sales and consumer education. Partnering with a skilled distributor can significantly impact success in the market.

I had the pleasure of meeting Peter Tryba, Portfolio Manager of the Connoisseur Division at Martignetti, one of New England’s oldest and most respected distributors. Our introduction took place at a Chester Osborn tasting event in Boston, organized by Martignetti. After an engaging conversation during the event, I was eager to explore Peter’s insights further.

Peter is passionate about championing exceptional labels through Martignetti, ranging from legacy brands to innovative new producers. With his deep understanding of the distributor's role, Peter brings a unique perspective to the industry. I was thrilled when he agreed to share his thoughts on Martignetti’s history, his own journey, and his views on the evolving U.S. wine market and the influence distributors have in shaping trends.

A heartfelt thanks to Peter for joining me in this fascinating discussion.

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