What’s Brewing at FALL LINE? Analyzing Distribution Inefficiencies at a Microbrewery

Subject area: Distribution Strategy, Domestic Business Strategy

Region: Georgia, United States

Industry: Craft Brewing / Brewery

Company: Fall Line Brewing Co.

Decision Maker: Kaitlyn Kressin (Co-founder and Entrepreneur) and Andrea Smith (Sales Manager)

Dilemma: Declining distribution sales in key markets (Savannah and Atlanta, Georgia) due to competition from large beer brands, restrictive distributor contracts, and industry-wide decline in craft beer sales. The students need to analyze sales data and propose solutions to improve distribution sales and keep the company afloat.