WSET Diploma D2 Practice Exam

The key idea is how these two intermediaries fit into the wine supply chain and how they get paid. A distributor acts as the producer’s sales arm in a defined area, buying wine from the producer and then selling it on to retailers or on-trade customers. They take ownership of the inventory and handle storage, logistics, and marketing, earning their margin from the producer through the price at which they purchase and resell the wine. In short, they are paid by the producer for selling their wines in a given territory.

Brokers, on the other hand, are independent intermediaries who arrange deals between producers and buyers without taking ownership of the wine. They facilitate negotiations and introductions and are typically paid a fee or commission for their services, not by taking a share of the producer’s inventory. They don’t represent the producer in the same way a distributor does.

That’s why the described distinction fits best: a distributor is paid by the producer to sell on its behalf, while brokers operate as independent intermediaries who connect parties rather than representing one side as a sales arm.