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IBWSS 2026 Announces Flagship Retail Panel with Live Q&A: Direct Access to National Buyers
IBWSS 2026 Announces Flagship Retail Panel with Live Q&A: Direct Access to National Buyers
The International Bulk Wine and Spirits Show 2026 is elevating its retail focus this year with a flagship, must-attend session designed for producers serious about winning in private label and exclusive retail programs.
Titled How National Retailers Are Building Their Private Label & Exclusive Brands, this panel brings together senior buyers from major U.S. chains—and crucially, includes dedicated live Q&A time, giving wineries and distillers the rare opportunity to ask decision-makers direct, practical questions.
This is not a passive panel. It’s built as a working session for real business outcomes.
Why This Is One of the Top Panels at IBWSS 2026
This session stands out for one key reason:
It features buyers from both Sam's Club and BJ's Wholesale Club—two of the most influential membership retail formats in the U.S.
These are not just retailers. They are:
- High-volume operators
- Private label growth engines
- Category shapers in wine and spirits
Having both on the same stage makes this one of the most important retail conversations at IBWSS 2026.
Meet the Retail Buyers Leading the Panel
Steve Beckner
Wine & Spirits Buyer, Grocery Outlet
Steve Beckner oversees wine and spirits buying within Grocery Outlet’s off-price model, where value, opportunistic sourcing, and fast inventory turnover drive success. His role focuses on identifying high-impact deals and building offerings that deliver strong price-to-quality perception.
Ryan J Pandl
Senior Merchant – Beer, Wine & Spirits, BJ's Wholesale Club
Ryan operates in a high-volume, efficiency-driven environment where every SKU must perform. He manages large-scale portfolios and develops private label programs designed for consistency, margin control, and national rollout.
Rachelle Carandang
Senior Manager – Product Development & Sourcing (Beverages), Sam's Club
Rachelle leads product development and sourcing initiatives that shape beverage programs at scale. She works directly with suppliers to build products aligned with pricing strategy, consumer demand, and supply chain efficiency—from concept to shelf.
What Makes This Session Different: Live Q&A with Buyers
A defining feature of this session is the interactive Q&A segment.
Wineries and distillers will have the opportunity to:
- Ask buyers direct questions
- Get real feedback on pricing, margins, and volumes
- Understand what makes a proposal stand out
- Learn how to win—and scale—within national retail programs
This is where insights turn into real business value.
Rachelle Carandang (center), buyer at Sam’s Club and speaker at IBWSS 2026, at a Member’s Mark meeting.
The Bigger Shift: Membership Clubs & Private Label Growth
Membership-driven retailers like Sam's Club and BJ's Wholesale Club are expanding rapidly, with private label at the center of that growth.
These models rely on:
- Curated, high-performing assortments
- Strong value positioning
- High-volume repeat sales
At the same time, private label enables retailers to control margins, differentiate offerings, and build long-term customer loyalty.
IBWSS 2026 is placing a stronger focus than ever on these trends, making this panel a centerpiece of the event.
Sam’s Club private label, Members Mark Highland Single Malt Whiskey, won Best Own Label range at the International London Spirits Competition
Session Details
How National Retailers Are Building Their Private Label & Exclusive Brands
Day 1 | 10:30 AM – 11:00 AM
Oyster Room at International Bulk Wine and Spirits Show 2026
Get Your Tickets While the Early Bird Is On
With top buyers from Sam’s Club and BJ’s Wholesale Club on stage—and a live Q&A format—this session is expected to draw strong interest.
Early bird tickets are now available. Secure your spot and be part of one of the most important retail conversations at IBWSS 2026.
With both Sam’s Club and BJ’s Wholesale Club represented—alongside Grocery Outlet—this is one of the top panels at IBWSS 2026.
It’s not just about learning. It’s about access.
If you want to understand retail, engage with buyers, and position your brand for growth—this is the session you cannot miss.
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Also Read:
IBWSS 2026 Announces Power-Packed Private Label Session Featuring Leading Winemakers
Behind the Bottle: How Sam’s Club Builds Member’s Mark for Real People
Exploring How Private Label Wines Are Reshaping the Hospitality Menu, Through Cami Lehmann’s Lens
If you're a bulk wine or bulk spirits supplier, contract bottler, or private label producer aiming to connect with serious trade buyers, IBWSS San Francisco is the event you can't afford to miss. Get a quotation or Book a exhibitor table.