Private label and exclusive beverage brands are becoming one of the strongest growth engines for retailers.

From supermarkets and wholesale clubs to discount retail chains, buyers are increasingly focused on building differentiated beverage programs that deliver stronger margins, customer loyalty, and unique shelf appeal. For wineries, distilleries, importers, and suppliers, understanding how retailers think has never been more important.

At the 2026 International Bulk Wine & Spirits Show (IBWSS), beverage professionals will hear directly from retail buyers during the session “Private Label & Exclusives: How Retailers Build Winning Brands”, taking place on July 28, 2026, from 10:30 AM to 11:00 AM in the Oyster Room.

This retailer-led conversation features buyers responsible for sourcing and product development across some of the most influential retail beverage programs in the U.S.:

- Steve Beckner, CSW, Wine & Spirits Buyer at Grocery Outlet
- Ryan J. Pandl, Sr. Merchant – Beer, Wine & Spirits at BJ’s Wholesale
- Rachelle Carandang, Senior Manager – Product Development & Sourcing, Beverages at Sam’s Club

Together, they will discuss how retailers evaluate supplier partnerships, identify winning beverage opportunities, and develop private label and exclusive brands built for long-term retail success.

What You Will Learn

This session will provide practical insight into:

- How major retailers evaluate wine and spirits suppliers
- What buyers look for when developing private label and exclusive products
- How pricing, margin, packaging, and consumer appeal influence buying decisions
- What makes a beverage product stand out in retail today
- How suppliers can better position themselves for retail partnerships
- Where new opportunities are emerging across wine, spirits, and beverage alcohol

Attendees will gain real-world insight into what retailers actually want, directly from the people making purchasing and sourcing decisions.

Why This Session Matters

Retail buyers are increasingly selective.

Today’s beverage landscape requires suppliers to think beyond product quality alone. Buyers are looking for commercial viability, strong value propositions, differentiated concepts, dependable supply, and products designed for shelf success.

For producers, importers, bulk suppliers, and private label partners, understanding how retailers build winning brands can open the door to new business opportunities and stronger long-term partnerships.

Whether you are trying to enter retail, expand your private label business, or better understand buyer expectations, this session offers direct access to perspectives that are rarely shared publicly.

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More Reasons To Attend IBWSS 2026

This session is one of many practical, commercially focused conversations taking place during IBWSS San Francisco 2026, built around the theme "New World, New Consumer, New Economics.”

Across two days, attendees will hear from leaders at companies including Trinchero Family Estates, Bronco Wine Company, Rack & Riddle Custom Wine Services, IHG Hotels & Resorts, Archer Roose Wines, Naked Wines, Southern Distilling Company, and more.

Sessions will cover private label, retail buying, hospitality beverage programs, sourcing, contract manufacturing, bulk wine and spirits, logistics, AI, and market growth strategies.

Attendees will also gain access to the expo floor, meet suppliers from around the world, build sourcing relationships, explore new sourcing opportunities, and participate in cocktail networking sessions designed to encourage valuable business connections.

For the best experience, attendees are encouraged to purchase a 2-day conference pass to access educational sessions, networking opportunities, and the expo floor across both days.

IBWSS San Francisco returns July 28–29, 2026, at the South San Francisco Conference Center. Secure your tickets now and learn directly from the buyers shaping the future of beverage retail.

Also Read:
IBWSS 2026 Announces Flagship Retail Panel with Live Q&A: Direct Access to National Buyers
Sitting On Cleanskins, Bulk Wine, Or Excess Inventory? Don’t Sit On Stock Another Year.
Sitting On Bulk Spirits Or Excess Inventory? Time For New Partnerships.