Concha y Toro U.S. Sales Turn Positive in Q3

The Chilean wine producer's U.S. sales rose 2.4% in the third quarter after a nine-month decline, as its distributor transition nears completion.

Updated on Nov. 3, 2026 in Wine

Concha y Toro U.S. Sales Turn Positive in Q3

Viña Concha y Toro's U.S. sales rose 2.4% to $30 million in the third quarter of 2026 on a 2.6% volume increase to 667,000 cases. The gain follows a 16% nine-month sales decline as the company moved to new distributors across several states.

Why it matters

The turnaround suggests the company's U.S. distribution changes are beginning to stabilize after disruption tied to the exit of RNDC from the California market. Results for the full year will indicate whether the improvement holds.

Third-quarter U.S. sales reached $30 million on 667,000 cases at an average of $47.50 per case, while the nine-month total of $85 million was down 16% year over year. The company's 2025 U.S. volume totaled 2.9 million cases across its portfolio.

The players

Viña Concha y Toro

A Chilean wine producer and one of the largest wine companies in the world, known for its Concha y Toro, Trivento, and Fetzer brands.

Breakthru Beverage

A major U.S. wine and spirits distributor that took over the California market for Concha y Toro after RNDC exited.

Reyes

A U.S. wine and spirits distributor newly appointed by Viña Concha y Toro USA to serve several states.

The details

Viña Concha y Toro USA moved to new distributors in several states, including Reyes in Texas, Florida, South Carolina, Maryland, Louisiana, Oklahoma, Washington, D.C., and Virginia (imports only). Last year the company shifted to Breakthru in California after RNDC exited that market.

Last year (2025): Transitioned to Breakthru in California as RNDC exited the market.
Earlier this year (2026): Appointed Reyes as distributor in multiple states.
Nine months through September 2026: U.S. sales fell 16% to $85 million.
Third quarter 2026: U.S. sales rose 2.4% to $30 million.

Industry Dynamics

The shift follows RNDC's 2025 exit from the California market, which forced wine producers to rebuild distribution relationships in one of the largest U.S. wine markets. Concha y Toro's recovery suggests that such transitions can take several quarters to stabilize.

U.S. wine shoppers in California, Texas, and Florida may see changes in which distributor carries their favorite Concha y Toro, Bonterra, and Fetzer labels. Retail availability in those states depends on how fully the new distribution arrangements are in place.

The takeaway

Distribution transitions can weigh on sales for months before recovering, so the third-quarter gain is an early signal rather than proof of a full rebound. Watch fourth-quarter results to judge whether the recovery is holding.