DW8 Growth, page-12377

ILG are a conventional distributor going digital at present. They don't have a marketplace but do have logistics.

DW8's business plan appears to be targeting the smaller 80% of all suppliers accounting for 20% of the volume. The larger players have resources & infrastructure in place so are not attracted to the DW8 model. The smaller players don't & will be attracted to the DW8 model.

The Australian wholesale liquor TAM is $17B. Most likely the big players have 80% of this & the smaller players have 20% = $3.4B.

The $3.4B TAM via the smaller suppliers is an easier target than the larger suppliers. Disruptors always start at the bottom/low value end of the market.

The larger distributors don't want to deal with all the smaller suppliers as it's easier for them to have bigger names with larger volumes on board.

DW8 is collecting all the smaller fragments & making them collectively into a large piece of the puzzle able to compete with the big players.