(WB) - Total Wine, the largest family owned wine retailer in the United States with 174 stores and roughly $1.4 billion in wine sales - the fourth largest wine retailer in the country after Costco, Albertsons/Safeway, and Kroger - is sharpening its focus on winery direct sales – with wholesalers clearing the wine at reduced margins, enabling the retailer to sell wines from smaller producers more profitably and at relatively low prices.

“It’s common sense. It allows great products to get to consumers at a reasonable price at a margin where the retailer can then invest in the brands,” Robert Trone, co-founder and co-owner of Total Wine said.

”We believe Total Wine can be a better partner with more wineries throughout the world and with smaller wineries especially, and that we have common interests. The brand equity becomes shared between the winery and the retailer.”