Business of Drinks
Welcome to the Business of Drinks, where we go behind the bottle, interviewing beverage innovators and icons about how they built their businesses. We take a data-driven approach, analyzing the brands, products, and categories that get consumers excited. And we cover many drinks categories — from wine, beer, and spirits to non-alcohol drinks — as well as THC, adaptogen, and functional beverages. So whether you’re working in drinks — or just interested in the stories behind your favorite brands — join us each week as we explore how companies are unlocking growth at every stage in the game.
Wed, April 23, 2025
61: How Canned Wine Brand Archer Roose Scaled to 100K Cases with Marian Leitner-Waldman - Business of Drinks
While much of the wine industry is flat or declining, Archer Roose is bucking the trend in a big way. The canned wine brand, founded by Marian Leitner-Waldman, has more than tripled production since 2021, surpassed 100,000 9-liter case equivalents, and is on track to double again in 2025. With its distinct format, irreverent branding, and placement in non-traditional channels like JetBlue, Dave & Buster’s, Vail Resorts, and Regal Cinemas, Archer Roose is proving that smart strategy and sharp storytelling can rewrite the wine sales playbook. In this episode, Marian shares how she built Archer Roose into one of the most innovative and fast-growing wine brands in the U.S. — a company that’s not only thriving but helping reshape how, where, and why consumers enjoy wine today. Listen for these insights: How Marian built a premium wine brand that’s grown every year since launch and now sells 70,000 cases annually on JetBlue alone Why partnering with beer distributors was the key to breaking into non-traditional channels like ski resorts, arcades, and movie theaters The technical innovations that enabled Archer Roose to achieve a 2-year shelf life in cans, thanks to R&D with Cornell University Why Archer Roose focuses on 7 tightly curated SKUs and builds winemaker partnerships for each varietal and region How celebrity co-owner Elizabeth Banks became Chief Creative Officer and helped the brand go viral — while also keeping the focus on the end consumer How controlled pours, waste reduction, and high-margin glass sales have made Archer Roose a profit-driving partner for on-premise operators Why Marian structured her sales team like a tech company, with dedicated roles for business development, key accounts, and regional wholesale management How the brand uses humor and performance marketing to build mindshare across DTC, retail, and on-premise accounts Last Call: This week, we talk about seasonal selling. Are limited time offers or holiday promotions — like margaritas for Cinco de Mayo or Negroni Week in summer — good, bad, or indifferent? Caroline, Scott, and Erica share their perspectives. Don’t miss our next episode, dropping on 4/30. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business
Wed, April 16, 2025
60: Building Skurnik Wines & Spirits: Inside a $200M Legacy with Harmon Skurnik - Business of Drinks
In this episode of Business of Drinks, we sit down with Harmon Skurnik, president of Skurnik Wines & Spirits, one of the most influential importers and distributors in the U.S. With more than $200 million in annual revenue, a wholesale presence in nine states, and import reach across the nation, Skurnik has grown into a powerhouse while holding tight to its roots as a family-run, quality-first business. Unlike many peers, the Skurnik team has never chased scale for scale’s sake. Instead, their approach has been defined by thoughtful, organic growth — expanding only when the opportunity was right. From rescuing a struggling Ohio distributor to launching what would become their top-selling brand, The Pinot Project, Harmon shares how Skurnik’s strategy has delivered both scale and staying power. In fact, Skurnik’s sales were up in 2024, while much of the wine industry contracted — a testament to their effective operations and strategic growth path. In this episode, Harmon shares: How Skurnik Wines & Spirits grew from a two-man operation in NYC to a national player with 270+ employees Why they still personally taste every wine and interview every employee — even with operations in nine states The story behind The Pinot Project, now their #1 SKU, selling 65,000 cases and $6 million annually How the team turned around a failing Ohio distributor into a thriving business in Ohio, Kentucky, and Indiana Why the company avoids expansion for expansion’s sake, and only grows where it can add true value How Skurnik positions itself as a marketing partner, not just a logistics provider, for its suppliers What makes a good distributor in today’s market — and why asking "how many reps do you have?" misses the point Last Call: We dig into a provocative piece by cocktail historian and author David Wondrich: “Why Is My Drink So Damn Weird?” ( via Punch ). Erica, Scott, and Caroline debate: 🔸 Has the cocktail world gone too far with obscure ingredients and 7-step prep techniques? 🔸 Are we losing sight of flavor in the pursuit of Michelin-style cheffy flair? 🔸 Where’s the line between innovation and accessibility on modern cocktail menus? Listen in to hear our thoughts! Don’t miss our next episode, dropping on April 23. For the latest updates, follow us: For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, c
Wed, April 09, 2025
59: How Aaron Nosbisch of BRĒZ Built a $28M Functional Drinks Brand in 2 Years - Business of Drinks
If you want to understand how to build a breakout brand at warp speed, this is the episode for you. In just two years, Aaron Nosbisch, founder and CEO of BRĒZ, has scaled his functional THC beverage company from zero to a projected $50M+ in revenue for 2025. The results so far are remarkable: BRĒZ sold $28 million in product in 2024, largely DTC and via a quickly expanding retail footprint of some 2,000 retail doors nationwide — and the company was profitable after just 6 months. In this conversation, we unpack how BRĒZ became a rocket ship in the functional drinks space, combining hemp-derived THC, CBD, lion’s mane mushrooms, and adaptogens to create a new class of social beverages that’s resonating with audiences young and old. Even more remarkable? Aaron has built BRĒZ in public, posting monthly breakdowns of the company’s financials, subscriber counts, customer acquisition costs, and more. In this episode, Aaron shares: Why BRĒZ is a functional platform, not just a THC beverage — and why that distinction matters How the brand scaled to 8 million cans and achieved $28M in revenue in less than 24 months Why DTC was the launchpad — but retail is now the growth engine The inside story behind BRĒZ’s formulation, branding, and “ancient-future” design How Aaron uses his background as founder of Lucyd, the largest cannabis advertising agency, to win on Meta, TikTok Shop, and Amazon Why audience psychographics > demographics — and how BRĒZ appeals across generations The playbook behind Total Wine sellouts, 87% DTC revenue, and hitting 10,000+ subscribers Last Call: Join Caroline, Scott, and Erica as we dive into the Areni Global report, Rethinking Wine Education , to unpack the massive gap between what’s taught in formal wine certifications — and what the modern wine industry actually needs. Don’t miss our next episode, dropping on April 16. For the latest updates, follow us: For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. <a href="https://www.linkedin.com/in/erica-duecy-4a35844/" rel="ugc noopener noreferrer" targe
Wed, April 02, 2025
58: Building a 2.7M Case RTD Powerhouse with Adam Kroener of Carbliss - Business of Drinks
If you want a real-world blueprint for explosive growth in the drinks industry, look no further than Carbliss — an independently owned RTD brand that scaled from a home kitchen experiment to 2.7 million cases in 2024 — in just five years. In this episode, we sit down with Adam Kroener, co-founder and president of Carbliss, to break down how he’s disrupting the RTD category with a product-first, regionally focused strategy. Rather than going national too soon, Adam and his team have taken a “narrow and deep” approach, flooding targeted markets with retail and on-premise placements to build velocity and pull-through demand — a playbook that’s landed Carbliss among the fastest-growing RTD brands in America. In this episode, Adam shares: How Carbliss grew from 400K cases in 2022 to 2.7 million in 2024 — and why he’s not in a rush to go national Why flavor is everything — how Carbliss wins at “liquid-to-lips” and drives high velocity per outlet The brand’s unique on/off-premise playbook — focusing 50% of the year on each channel for maximum impact How they hold distributors accountable to performance targets before expanding into adjacent markets How Carbliss built a 35-person sales team to support deep regional distribution and prevent product from sitting on shelves Adam’s journey from cheese co-packer to beverage CEO, and why his lack of beverage industry experience turned out to be a competitive advantage How a combination of bootstrapping, smart credit, and one key angel investor allowed them to scale without giving up control Why Carbliss appeals to a broad range of drinkers — from 21-year-olds to 80-year-olds at the VFW, and what that means for their brand strategy Listen in to get Carbliss’ growth playbook! Last Call: This week, we unpack an eye-opening chart from the American Association of Wine Economics. Did you know that one supplier controls a full third of the market? And the top 10? They’re responsible for about 70% of total case volume. We break down what this means for the wine aisle, and how that’s changed over time ( we refer to a 2011 study ). And we discuss why indie brands struggle to break through; how the biggest players keep growing; and the one strategy that’s working for small brands right now. Don’t miss our next episode, dropping on April 9. For the latest updates, follow us: For the latest updates, follow us: Business of Drinks: LinkedIn <a href="https://www.instagram.com/bizofdrinks/"
Wed, March 26, 2025
57: How to Build a Million-Follower Drinks Brand with Vishal Patel, CEO of James Gin - Business of Drinks
In this episode, co-host Scott Rosenbaum sits down with Vishal Patel, CEO of James Gin, one of the fastest-growing and most unconventional spirits brands on the market. Founded in the UK by Top Gear’s James May and master distiller Hugh Anderson, James Gin has already surpassed $2 million in revenue, with 50% of sales coming from the U.S. — a market not traditionally known for embracing gin. Vishal shares how the brand is flipping the traditional playbook on its head, building a media-first business with over 1 million followers across social platforms, and driving sales through digital-first, DTC strategies (!!). His insights are essential for any drinks entrepreneur navigating today’s saturated and highly competitive landscape. In this episode, Vishal shares: How James Gin scaled past $2M in revenue while launching in both the UK and U.S. markets within its first four years. Why the team operates more like a content studio than a traditional spirits brand — and how its "anti-celebrity" tone sets it apart. The data-driven rationale behind going DTC-first in the U.S., and how James Gin expanded from 15 to nearly 40 Total Wine stores in California. The importance of conversion metrics, and how improving the site’s 0.75% conversion rate is central to doubling the business. How the brand’s flavor innovation and storytelling — with SKUs like Asian Parsnip, London Drizzle, and California Dreamgin’ — create buzz and drive sales. Why 95% of James Gin’s social media followers are male, but 40% of purchasers are women — and what they’re doing to bridge that gap. Why Vishal believes founders must be clear about their end goal before taking investment, and how overextending can derail brand building. Last Call: We discuss the DISCUS 2024 Annual Economic Briefing report — quiz style! Scott challenges Erica and Caroline on the latest stats including which category grew the most in 2024; which category claimed the top market share spot; and, whether hospitality employment has really bounced back? Don’t miss our next episode, dropping on 4/2. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs t
Wed, March 19, 2025
56: How La Crema is Growing its Audience with Shilah Salmon of Jackson Family Wines - Business of Drinks
In a time when much of the wine industry is seeing declining sales, La Crema is growing its audience and strengthening its brand by tapping into new communities and leveraging data-driven marketing strategies. The 1.4 million-case winery, part of Jackson Family Wines, has become a case study in how to connect with modern consumers, thanks to bold marketing initiatives, strategic partnerships, and a long-term approach to brand building. Shilah Salmon, SVP of Marketing at Jackson Family Wines, joins us to break down the real data behind wine’s challenges—and opportunities. She shares how La Crema continues to expand its reach, including through partnerships like the WNBA sponsorship, highly effective experiential marketing activations, and a focus on under-targeted audiences with real conversion potential. In this episode, Shilah shares: How La Crema has grown to 1.4 million cases annually and why it continues to resonate with consumers How the brand is attracting younger, more diverse audiences through events, digital marketing, and non-traditional wine activations The "leaky bucket" problem in wine — why the industry is losing more drinkers than it gains, and how La Crema is countering this trend Why marketing campaigns should be built over months and years — not weeks, and how brands that pivot too quickly risk losing their audience What wine brands need to do to optimize digital marketing in the era of AI-powered search tools — ensuring SEO, earned media, and branding are working in sync Why La Crema focuses on lifestyle moments rather than traditional wine-drinking occasions, and how this shift has driven growth Last Call: This week, we discuss a listener question: “Should a mid-sized wine distributor embrace non-alc, or stay focused on fine wine?” It’s a BIG question, and one that many distributors are asking as non-alcoholic and THC beverages gain traction. Hear us talk through the pros and cons. Don’t miss our next episode, dropping on March 26. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host:Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn <a href="https://www.instagram.com/ericaduecy/" rel="ugc noopener
Wed, March 12, 2025
55: How THC Drinks Brand Nowadays is Scaling Fast with Justin Tidwell - Business of Drinks
What if you could get the buzz without the booze? That’s the promise of Nowadays, a THC drinks brand whose growth has been off the charts. Co-founded by Justin Tidwell in 2023, Nowadays has already hit an estimated $15 million in revenue, and Justin says it’s on track to double that in 2025. The brand started with a simple but radical idea: a THC-infused spirit that mimics vodka or tequila, giving people the ability to mix their own THC cocktails at home. Now, they’re in 5,000 retail doors across 25 states, partnering with top alcohol distributors to bring THC drinks into bars, liquor stores, and even hotels. In this episode, we get into the nitty-gritty of how Nowadays went from a viral TikTok hit to a full-blown beverage powerhouse. Justin shares his playbook for launching a category-defining brand, scaling through social media without paid influencers, and tackling the unique challenges of building a THC drinks business in a world designed for alcohol. We discuss: - From zero to $1 million in 90 days: How a single TikTok post turned Nowadays into an overnight success.- Cracking the THC spirits market: The formula behind their best-selling 750-ml bottled spirit and its tiered dosing system (2 mg, 5 mg, and 10 mg THC).- Retail expansion: The strategy behind Nowadays’ 400% growth in retail doors and why partnering with alcohol distributors is a game-changer.- Social media without paid influencers? Why Nowadays bets on organic content and lets consumers drive the conversation.- Funding and profitability: How they raised capital after proving demand and built a high-growth, profitable business at the same time.- The future of THC beverages: Justin’s vision for making THC drinks as common as beer and wine in bars, restaurants, and liquor stores. Last Call: Don’t miss our next episode, dropping on March 12. A recent study from Oregon State University and researchers in New Zealand found that some consumers actually like the taste of smoke tainted wines. As you might expect, we have opinions about this! Listen in as we debate. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, Seven
Wed, March 05, 2025
54: Scaling a Non-Alcoholic RTD Brand with Mocktail Club’s Pauline Idogho - Business of Drinks
The non-alcoholic cocktail space is booming, and Mocktail Club is one of the brands leading the charge. Founded by Pauline Idogho, Mocktail Club is redefining the way people experience sophisticated, alcohol-free drinks. Since launching in 2019, the brand has expanded into 1,300 retail locations, including Whole Foods, Sprouts, Kings, and Target, and is on track to produce 2 million cans this year. Pauline didn’t come from the drinks world — her background is in investment banking and private equity, where she closed some $10 billion in transactions before pivoting to entrepreneurship. That financial acumen has fueled Mocktail Club’s smart growth strategy, taking the brand from small-batch startup to a nationally recognized player in the rapidly expanding non-alcoholic beverage market. In this episode, Pauline shares: How a closing dinner while pregnant sparked the idea for Mocktail Club — and why she knew the market was underserved. Why she chose globally inspired flavors with ingredients like shrub bases, teas, and spices instead of mimicking classic cocktails. Her strategy for breaking into Whole Foods, scaling her retail footprint, and now moving into alcohol distribution channels. How she built Mocktail Club as a mission-driven brand, donating 1% of sales to Water for People and committing to sustainability. What it takes to fundraise successfully in the drinks industry, including how she secured investment from the incubator Pronghorn. Why the non-alc consumer is a cross-category buyer, and how retailers are finally recognizing this growing segment. Last Call: Every month, another celebrity launches a non-alc brand. But does it really work? In Last Call, we break down a Punch article by Hannah Walhout that asks: Are you even famous if you don’t have a non-alc drink line? We debate:- Wellness or virtue signaling? – Are celebrities jumping into non-alc for health reasons—or just to boost their luxury image?- Social media marketing – A photo of Bella Hadid in Target holding Kin Euphorics works …but does it build long-term brand loyalty?- Authenticity vs. cash grab – Some celebs have stakes in both alcoholic and non-alcoholic brands. Does that send mixed messages? Don’t miss our next episode, dropping on March 12. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy
Wed, February 26, 2025
53: How Quintaliza is Breaking New Ground in Tequila with Founder Michael Winters - Business of Drinks
In this episode of Business of Drinks , we’re diving into a new-to-world tequila product that’s shaking up the industry: Quintaliza, the world’s first coffee-aged tequila. Founder and CEO Michael Winters joins us to discuss how he took an unconventional idea — aging tequila in coffee-seasoned barrels — and turned it into a fast-growing brand that’s gaining traction with both consumers and industry insiders. Michael isn’t just another spirits industry veteran launching an agave brand — he’s a serial entrepreneur who built Quintaliza from the ground up, first in his own kitchen and then with a world-class distillery in Jalisco. The brand has already won Wine & Spirits Wholesalers of America’s “Brand Battle” competition in 2024, and with a deep-not-wide distribution strategy, it’s set to sell 12,000 bottles in 2025 across four key markets: Florida, New Jersey, Tennessee, and South Carolina. In this episode, Michael shares: - The origins of Quintaliza – How his background in restaurants, branding, and coffee shops led to the creation of the world’s first coffee-aged tequila. - Building a brand from scratch – Why he didn’t take the easy route of private labeling and instead developed a proprietary aging process in ex-bourbon and coffee-seasoned barrels. - Going deep, not wide – Why he turned down multi-state distribution deals in favor of a strategic approach focused on building strong relationships in a few key markets. - Winning over distributors and bartenders – The tactics he’s using to build awareness and pull-through in a competitive spirits category. - The role of storytelling in brand-building – How Michael’s authenticity and hands-on leadership help differentiate Quintaliza in a crowded tequila space. - Scaling smartly – Insights on when (and how) to expand without overextending resources or losing brand momentum. Last Call: The wine industry keeps saying “make wine more accessible” for younger consumers. But what if that’s not what they want? Contributor Caroline Lamb brings on Eater’s Southeast Regional Editor Henna Bakshi to discuss how private wine clubs in Atlanta are thriving with millennial members — who are paying up to $8K+ per year to join. Find out more about this emerging trend. Don’t miss our next episode, dropping on March 5. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s mos
Wed, February 19, 2025
52: Legal Essentials for Drinks Brands in 2025 with Attorney Ryan Malkin - Business of Drinks
In this episode, Ryan Malkin, principal attorney at Malkin Law, returns to Business of Drinks to answer listener questions on essential legal topics, like: How far can you go with functional claims? Who needs D&O insurance? What’s happening with DTC spirits shipping? We discuss everything from THC beverages and functional ingredients to distribution contracts and risk management. With the beverage industry seeing rapid innovation, especially in functional and cannabis-infused drinks, Ryan’s insights are invaluable for ensuring your brand stays compliant and competitive in 2025. In this episode, Ryan shares: - Functional ingredients and health claims – Learn why alcohol and THC brands should avoid making direct health claims about ingredients like ginger, probiotics, or adaptogens to prevent lawsuits — and how to communicate ingredient benefits without crossing legal lines. - The evolution of THC beverages – Ryan discusses the booming category, and explains the legal nuances between hemp-derived and marijuana-derived THC products and how brands can stay compliant as regulations evolve. - FDA vs. TTB oversight – Ryan clarifies when brands need to engage with the FDA (non-alc and functional ingredients) versus the TTB (alcohol formulations and labeling), and how to work with each agency. - Key contract considerations – From co-packing agreements to distribution contracts, Ryan highlights why clear legal contracts are your first line of defense, ensuring accountability when things go wrong and protecting founders and directors from litigation. - Emerging legal issues – Ryan discusses new regulations on standards of fill, direct-to-consumer shipping for craft distilleries, and why THC brands are creating their own distribution models instead of relying on big distributors. Last Call: Caroline Lamb interviews wine influencer Pilar Brito (@BarPilarr). Pilar's rapid rise to 140K+ followers on Instagram and TikTok in just over a year(!!) offers valuable lessons for wine brands looking to leverage influencer marketing. Pilar shares insights on creating engaging content, building community, and forming authentic partnerships. Don’t miss our next episode, dropping on 2/26. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drin
Wed, February 12, 2025
51: How NON Became a Globally Recognized Wine Alternative with Aaron Trotman - Business of Drinks
This is an essential episode for any drinks brand founder looking to break through the noise and build something truly disruptive. Contributor Caroline Lamb sits down with Aaron Trotman, founder of NON, who has not only pioneered the non-alcoholic wine alternative category — he’s redefining what premium non-alcoholic beverages can be. With a chef-driven approach, meticulous ingredient sourcing, and a relentless focus on quality, NON has earned a place on the menus of the world’s top restaurants and is now scaling globally. In this episode, Aaron shares: Creating a new category – How NON was inspired by fine dining NA pairings and built with a culinary mindset, not as a wine mimic but as an entirely new premium experience. How to win over sommeliers – The strategy behind launching NON directly into top-tier restaurants before expanding into retail. Breaking into the U.S. market – The challenges and advantages of setting up NON as its own importer and signing a major distribution deal with Southern Glazer’s. Why transparency matters – Aaron’s commitment to using real, traceable ingredients, and how this transparency has helped build credibility in the natural wine space. Bootstrapping, then scaling – NON started as a self-funded project before raising investment capital to scale production to more than 500,000 bottles a year. Staying premium in a crowded category – NON refuses to chase volume at the expense of brand integrity, avoiding mass retail and instead focusing on independent and regional chains. Last Call: In this week’s Last Call segment, co-hosts Scott Rosenbaum and Erica Duecy discuss new products on their radar, from non-alcoholic innovators like Van Sha and Winderton Citrus Aperitivo to unexpected entrants like Sango African Agave, an Tequila-like spirit from South Africa and Cheramie Rum, a new agricole-style cane spirit made in Louisiana. Don’t miss our next episode, dropping on 2/19. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. <a href="http
Wed, February 05, 2025
50: Silver Oak CEO David Duncan On Building a Cult Wine Brand - Business of Drinks
In the latest episode of Business of Drinks , we sit down with David Duncan, second-generation proprietor and CEO of Silver Oak, one of Napa’s most iconic and beloved wine brands. While many wine businesses have struggled, Silver Oak remains a category leader — balancing legacy with innovation, exclusivity with accessibility, and deep tradition with modern engagement. David shares how Silver Oak has grown its devoted following, cultivated multigenerational brand loyalty, and stayed relevant across evolving consumer preferences. Whether you're building a new beverage brand or strengthening an existing one, this conversation is filled with valuable insights on staying power, strategic growth, and community-building. In this episode, David shares: The power of trust and consistency – How Silver Oak has maintained a devoted customer base for more than 50 years by delivering a reliably high-quality product and never chasing trends. Cultivating brand loyalty through experience – From release-day celebrations that draw hundreds of superfans to exclusive partnerships with fashion designers and luxury luggage brands, Silver Oak has mastered the art of cross-category collaboration. The intersection of exclusivity and accessibility – How Silver Oak sells $1,000 limited-edition wine luggage while also maintaining a connected, engaged presence in social media spaces. How to successfully engage multiple generations – With 40% of its consumers now Gen X, followed by Boomers and Millennials, Silver Oak tailors its messaging and experiences to different audiences while remaining true to its core brand identity. Social media as a community-building tool – Silver Oak’s Bottle Stories blog and interactive approach to social media create deep emotional connections with consumers, making them feel like part of the brand’s extended family. How to build a business with staying power – David’s best advice for drinks entrepreneurs, including why patience, brand authenticity, and long-term vision matter more than short-term pivots. Last Call: With the U.S. Surgeon General’s new advisory warning linking alcohol consumption to cancer risk, many in the industry are asking: Is this a turning point for beverage alcohol? Erica and Scott unpack the implications of this advisory — and discuss why the sky is NOT falling for the alcohol industry. Don’t miss our next episode, dropping on February 12. For the latest updates, follow us: Business of Drinks: LinkedIn
Wed, January 29, 2025
49: How Monique Huston of Winebow Decides Which Spirits Brands Make the Cut - Business of Drinks
In this episode of Business of Drinks, Scott Rosenbaum sits down with Monique Huston, Vice President of the Spirits Portfolio at Winebow, one of the country’s leading wine and spirits distributors. Monique has been leading the charge in the spirits world for over a decade, having quietly developed one of the most impressive spirits portfolios in the country, especially when it comes to agave spirits. Winebow represents brands like Fortaleza, David Suro’s Simebra Spirits, ArteNom, El Buho, and Siete Leguas. Monique talks about how she’s built a high-performing portfolio across multiple categories — and discusses how brands can work more effectively with their distributors. She shares the “dos” of landing and nurturing a distributor relationship, and perhaps more importantly, the “don’ts!” There are plenty of actionable insights and best practices in this episode — it’s an essential listen for any brand looking to grow their wholesale business. In this episode, Monique shares: - The keys to building — and maintaining — a strong spirits portfolio and brand relationships. - Why brands should treat their distributor as a customer, fostering collaboration rather than friction. - How incentives have evolved post-COVID and why authentic relationships and educational investments are more impactful than cash incentives. - Why transparency and preparation are essential in pitching to distributors — don’t just send an email without pricing, packaging, or a compelling story. - Why visiting markets and doing grassroots research is critical before launching a brand in a new region. - What comes next? The emerging sub-categories and trends that should be on your radar in the spirits space. Stay tuned for our next episode dropping on Feb. 5. Follow us! Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram @ericaduecy Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as North America Search Manager at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New Y
Wed, January 22, 2025
48: Mary Taylor on Bootstrapping a $20 Million Wine Brand - Business of Drinks
Who’s up in a down wine market? Mary Taylor Wine — that’s who! This brand is a quiet disruptor, having transformed how Americans discover and enjoy European wines over the past several years. Mary Taylor, founder of the eponymous brand, identified a unique opportunity in the market: bridging the gap between big brands and small growers. By turning her import label into a trusted front-facing brand, Mary has made terroir-driven wines accessible, approachable, and affordable. In 2024, her brand achieved remarkable growth, up 16% to $20 million in global retail sales, bucking industry trends. In this episode, Mary shares: How Mary Taylor Wines simplifies European wine exploration with consistent, recognizable branding across 47 wine appellations Her innovative approach to offering terroir-forward, low-intervention wines in the $12-$18 retail price point The key to developing long-lasting relationships with family-owned vineyards that practice organic and traditional winemaking methods Why staying lean, avoiding outside investment, and maintaining direct relationships with her growers have been critical to her success The strategic use of efficient logistics and creative marketing to operate sustainably and profitably The growing role of trust in wine retail and how her brand serves as a safety net for wine-curious consumers overwhelmed by retail options Find out how Mary’s bold strategies helped her thrive while others have struggled. Click to listen and discover how you can apply these principles to your brand. In today’s Last Call: Caroline, Scott, and Erica tackle drinks industry trends in a “two truths and a lie” quiz. What do drinks industry publications say they want to keep or kill in 2025? We take a wild guess. Stay tuned for our next episode dropping on January 29. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host:Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram @ericaduecy Scott Rosenbaum, co-host:Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks
Wed, January 15, 2025
47: Building a Gen Z Wine Brand with Jess Druey of Whiny Baby - Business of Drinks
In this episode of Business of Drinks, contributor Caroline Lamb interviews Jess Druey, founder of Whiny Baby, a wine brand that’s helping to redefine wine culture for Gen Z and new wine drinkers. In a market often seen as intimidating and exclusive, Whiny Baby brings a fresh, playful, and inclusive perspective. Since launching, Jess has scaled the brand to 6,000 cases in 2024, with plans to double production in 2025. Jess shares the story behind Whiny Baby, her bold approach to branding, and how she’s meeting new consumers where they are. In this episode, Jess shares: The inspiration behind Whiny Baby: an awkward date and an overwhelming wine aisle experience led Jess to create a wine brand that’s accessible and approachable for beginners. How naiveté can be a strength: Jess credits her lack of experience for allowing her to reimagine how things "should" be done in the wine industry, from branding to distribution. Breaking the wine mold: Whiny Baby features bold, sticker-inspired labels, crown caps, and playful bottle beads that resonate with Gen Z’s nostalgic and irreverent aesthetic. How a strategic partnership enabled the brand to scale quickly: Jess’s joint venture with the McBride Sisters Wine Company got Whiny Baby onto shelves in 27 states in just a couple of years. Viral growth through TikTok: Whiny Baby’s success was boosted by early viral TikToks, helping Jess sell out her first batches of wine and reach a broad audience. Last Call: This week, we discuss brands that are cruising marketing. Join in as Scott, Caroline, and Erica talk about what they’re seeing in the marketplace, from La Crema’s inclusive activations to Fireball’s viral stunt to Firestone Walker’s mini-format beers. Stay tuned for our next episode dropping on Jan. 22. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram @ericaduecy Sco
Wed, January 08, 2025
46: How Wine Importer Wilson Daniels Grew Revenue 6% to $250M In One of Wine’s Toughest Years – with President Rocco Lombardo - Business of Drinks
In this episode of Business of Drinks, Erica interviews Rocco Lombardo, president of Wilson Daniels, a luxury wine importer and marketer. Despite formidable industry-wide headwinds, Wilson Daniels achieved over 6% revenue growth in 2024, expanding its sales to $250 million — while the broader wine market contracted. How did Rocco and the Wilson Daniels team come out ahead? In this episode, Rocco shares: Why Burgundy, Piemonte, Tuscany, and value sparkling wines are among the fastest-growing categories in the portfolio. Strategic initiatives that have fueled growth, building on the portfolio’s strong foundation of family-run wineries, sustainable practices, and deep market discipline. How Wilson Daniels grew from a West Coast-focused company to a national powerhouse with a $350+ average case price for its brands at wholesale. How Wilson Daniels uses storytelling and authenticity to engage consumers with the rich histories behind its luxury wines. Rocco’s insights into market challenges, including tariffs, shifting consumption trends, and competition from emerging categories like RTDs and cannabis. Last Call: And don’t miss Last Call, where Scott, Caroline, and Erica discuss what they're drinking this winter — and why. The category-spanning selections might surprise you! Don’t miss our next episode, dropping on January 15. For the latest updates, follow us: Business of Drinks: LinkedIn Instagram @bizofdrinks Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram @ericaduecy Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as North America Search Manager at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor. <a href="https://www.linkedin.com/in/sco
Wed, January 01, 2025
45: 2025 Drinks Trends with Bryan Roth: What’s Next for the Industry - Business of Drinks
As we head into 2025, we’re thrilled to bring you our annual drinks trends episode featuring Bryan Roth, director of insights for Sightlines and the consumer and market analyst for Feel Goods Company. Widely respected as one of the industry’s top forecasters, Bryan shares his perspectives on what’s shaping the future of beverages, from emerging categories to shifting consumer behaviors. In this episode, Bryan shares: Why the no- and low-alcohol segments are diverging and how each is evolving into distinct categories Insights into flavor trends, from bold Asian-inspired influences to the growing embrace of bitter and savory profiles Why young consumers demand both customization and immediacy in their drink choices How RTD beverages are becoming more sophisticated, catering to consumers’ desire for flavor clarity and premiumization The untapped potential for draft beverages — beyond beer — as the on-premise market continues to rebound Bryan’s insights highlight the key opportunities and challenges for drinks brands in 2025, offering actionable takeaways for founders, marketers, and innovators alike. To hear more of Bryan’s drinks trend updates, subscribe to the Sightlines newsletter. Enter the code "DRINKS" on the signup page ( https://www.sightlines.news/sign-up ) for a free month of access. Last Call: On this week’s Last Call, Scott quizzes Caroline and Erica on industry stats, such as: How many new bev alc producers were licensed by the TTB last year? How many new products came onto the market? Listen in for the answers you need to know! Stay tuned for our next episode dropping on January 8. For the latest updates, follow Business of Drinks LinkedIn Instagram Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drink
Wed, December 11, 2024
44: How Little Saints’ Megan Klein Built a $9 Million Non-Alcoholic Cocktail Brand - Business of Drinks
This episode dives deep into the non-alcoholic cocktail space, featuring Megan Klein, founder of Little Saints. From its beginnings as an experimental product during the pandemic to its current $9 million annual revenue, Little Saints is a brand that’s forging new territory in the drinks space with its functional beverages featuring lion’s mane and reishi mushrooms. Whether you’re a founder in the drinks industry or simply a curious consumer, this episode is packed with insights you won’t want to miss. In this episode, Megan shares: Her journey from corporate lawyer to beverage entrepreneur and how her love for nature inspired Little Saints. How Little Saints uses adaptogens like reishi and lion’s mane mushrooms to offer unique effects, from relaxation to cognitive "magnetism." The challenges of pivoting Little Saints’ business model, including abandoning costly PR and marketing for direct-to-consumer advertising. A behind-the-scenes look at Megan’s appearance on Shark Tank, where she confidently walked away from undervalued offers. Why Little Saints' branding and consumer focus have shifted to attract a broader, gender-neutral audience. As Megan shares in the episode, Little Saints is more than a non-alcoholic beverage brand — it’s a movement toward mindful drinking and better living. Learn how she’s connecting with customers around the country, and forging a community of superfans who share her vision. And on Last Call, we discuss our “Cocktail Mt. Rushmore” — the top four cocktails each of us would happily subsist on if all other cocktails disappeared. Did the Manhattan, Espresso Martini, and Last Word ascend the peaks of cocktail greatness? Find out. Stay tuned for our next episode dropping on January 1. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She runs consultancy and advisory arm of Business of Drinks, and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ https://ww
Wed, November 27, 2024
43: How Stella Rosa Became the Top-Selling Import Wine Brand with CEO Steve Riboli - Business of Drinks
It’s the episode you didn’t know you needed! We sit down with Steve Riboli, president and CEO of Riboli Family Wines, to unpack the incredible journey of Stella Rosa, the #1 import brand in the U.S. and a pioneer in flavored, semi-sparkling wines. Discover how this family-owned brand has become a powerhouse, scaling to 4.1 million cases in 2023, a 5% YOY gain, per Impact Databank, while the broader wine industry has faced declines. In this episode, Steve shares: How Stella Rosa’s low-ABV, flavor-forward wines are redefining the category and attracting new, younger drinkers. The story behind the bestselling Pineapple & Chili wine, which turned heads as 2023's #1 new wine SKU in America, per Nielsen. Insights into the multicultural and millennial appeal that has driven Stella Rosa’s sustained growth. The challenges of scaling a brand while staying true to its roots in tradition and innovation. Why retail activations and authentic storytelling are central to Stella Rosa’s success. With over 3,000 tasting activations annually(!!), a commitment to consumer connection, and a clear vision for the future, Stella Rosa is not just growing its market share — it’s growing the wine category itself. Whether you’re a wine aficionado or a founder in the drinks space, this episode is packed with inspiration and actionable insights. And on Last Call, we discuss the article “Does a Decline in Humanities Majors Have Anything to Do With the Declining Interest in Wine From Younger Consumers,” in David Driscoll’s Two-Nineteen blog. Don’t miss it! Link: https://www.two-nineteen.com/blog/does-a-decline-in-humanities-majors-have-anything-to-do-with-the-declining-interest-in-wine-from-younger-generations Stay tuned for our next episode dropping on Dec. 11. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks, and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ <a href="https://www.linkedin.com/in/erica-duecy-4a35844/" rel="ugc noopener noreferrer" t
Wed, November 13, 2024
42: How Mr Black Coffee Liqueur Fueled the Espresso Martini Craze with Founder Tom Baker - Business of Drinks
In this episode, we talk with Tom Baker, co-founder of Mr Black, America’s best-selling premium coffee liqueur. Tom shares the serendipitous beginnings of his company, the divine intervention of the "coffee gods" that led him to his co-founder, and how Mr Black carved an unexpected niche in the spirits industry. We track the brand's rise from a small Australian startup to a multi-million dollar company, diving into the challenges Tom faced in the early days, launching a coffee liqueur as craft spirits and coffee culture were both emerging. We also explore how Mr Black differentiated itself from competitors like Kahlua with a product that truly tastes like coffee, and how the brand helped shape the Espresso Martini's renaissance. (The Espresso Martini is now the Top 4 best-selling cocktail in America, just two years after hitting the Top 10 list, per Nielsen data!) You’ll hear how Mr Black leveraged crowdfunding to gain early traction, the importance of building strong distributor relationships, and how the brand scaled globally. Tom also shares his insights on managing the operational complexities of growing a business, the role of Diageo’s acquisition, and why staying focused on a singular vision helped the brand achieve sustained success. And don’t miss Last Call, where our on-air team weighs in with the trends they’re seeing in their respective markets. We hear from Caroline in Detroit, Scott in the Washington D.C., and Erica in NYC. From the resurgence of aquavit and savory cocktails to a fresh crop of hybrid drinking spaces, find out what’s on our radar! LINKS: The Four Disciplines of Execution by Chris McChesney, Sean Covey, Jim Huling Brand Mysticism by Steven Grasse and Aaron Goldfarb The Right It by Alberto Savoia Stay tuned for our next episode dropping on Nov. 27. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists.
Wed, October 30, 2024
41: Building a Billion-Dollar Brand with Fawn Weaver of Uncle Nearest Premium Whiskey - Business of Drinks
Today we’re diving into a topic that’s not just about sipping whiskey but about legacy, innovation, and breaking barriers in the beverage industry. We’re thrilled to welcome Fawn Weaver, founder and CEO of Uncle Nearest Premium Whiskey. Fawn Weaver is no ordinary founder. She’s a trailblazer who’s not only resurrecting the legacy of Nearest Green, the first known African-American master distiller, but she’s also shaking up the whiskey world in a big way. Under her leadership, Uncle Nearest has become a symbol of quality and inclusivity, earning accolades and a devoted fanbase. And it’s officially hit unicorn status with a valuation topping $1 billion. Uncle Nearest is also the fastest-growing American whiskey brand in U.S. history, the best-selling Black American-founded spirit brand of all time, and the most award-winning Bourbon every year from 2019 to 2023. It has earned more than 1,200 awards and was named "World’s Best" two years in a row. This is a tale you need to hear to believe. Fawn's story is a masterclass in how vision, determination, and authentic storytelling can disrupt even a centuries-old industry like American whiskey. We discuss: The No. 1 most important skill for a drinks brand founder to nail How Fawn navigated the roadblocks she faced as a Black woman founder in whiskey How Uncle Nearest raised $225 million in funding from private investors How to build a mission-driven brand – and the advantages of doing so Fawn’s iconoclastic approach to brand storytelling And much, much more! And don't miss Last Call, where Caroline (Gen Z), Scott (Millennial), and Erica (Gen X) discuss how they navigate ordering wine for a group. Stay tuned for our next episode dropping on Nov. 13. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She runs consultancy and advisory arm of Business of Drinks, and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ <a href="https://www.linkedin.com/in/erica-duecy-4a35844/" target="_blank" rel=
Wed, October 16, 2024
40: New Innovations in No- and Low-Alcohol Wines With Surely and Arlow CEO Brandon Joldersma - Business of Drinks
In this episode, we're joined by Brandon Joldersma, CEO of Surely and Arlow, two exciting players in the non-alcoholic and low-alcohol wine space. Brandon brings a wealth of experience from the beverage industry, having worked in restaurants, hard cider, and whiskey before taking the reins at Surely. We discuss Surely's origin story, its growth strategies, and its transition from direct-to-consumer to national retail on the path to racking up $20 million in sales over the past three years. Then we dive into the recent launch of Arlow, a groundbreaking low-alcohol brand, offering wines at 6.5% ABV. Low-alcohol wines are an area of anticipated growth for the wine category in the coming years, with volumes predicted to grow at a CAGR of +14% between now and 2027, according to IWSR. Arlow is leveraging a first-mover advantage to build sales and brand recognition for its growing audience of affluent, health-conscious Millennial consumers. Some key takeaways: • The non-alcoholic and low-alcohol wine market is growing rapidly, driven by consumers seeking to moderate their alcohol consumption. • Creating a new category (like truly low-alcohol wine) can provide a first-mover advantage, but also requires significant consumer education. • Transitioning from direct-to-consumer (DTC) to retail distribution can significantly boost revenue, but requires careful planning and execution. • Product development in the non-alcoholic wine space is especially challenging, requiring innovative approaches to replicate the taste and experience of traditional wine. • Transparency in ingredient labeling and a focus on health and wellness can be key differentiators in the market. • The target demographic for non-alcoholic and low-alcohol wines tends to be affluent millennials who are health-conscious but still enjoy drinking occasionally. • Influencer marketing and in-person tastings ("liquid to lips") are crucial strategies for building brand awareness and trust. • Securing national retail accounts can provide substantial growth opportunities, but these partnerships take time and strategic pitching. • Also, one KEY MISTAKE not to make when launching a drinks brand. Stay tuned for our next episode dropping on Oct. 30. LINKS: On Last Call, we discuss: Is the bev-alc slump part of a cyclical slowdown? See what Time magazine had to say, way back in 1986! https://time.com/archive/6706878/blithe-spirits-for-the-sober-set/ And join the debate on LinkedIn: https://www.linkedin.com/posts/erica-duecy-4a35844_ready-
Wed, October 02, 2024
39: How to Find an Alcohol Distributor with Erik Segelbaum of SWIG Partners - SPONSOR - Business of Drinks
Welcome to the Business of Drinks podcast. Today we're joined by Erik Segelbaum, founding partner of SWIG Partners, to discuss the complex world of beverage alcohol distribution in the United States. Erik brings over 20 years of industry experience, having worked his way up from chef to sommelier overseeing $100 million in annual beverage sales across 42 restaurants. Now, as a leading beverage consultant and co-founder of SWIG Partners, he helps brands navigate the challenging three-tier distribution system in the U.S. But before we get too far, a declaration of conflict of interest. SWIG Partners will be coming on as a sponsor for future episodes of Business of Drinks. Just to be clear, though, this episode was BOD’s idea, and was in the works before that agreement. In this episode, we explore: The inspiration behind launching SWIG Partners and the gap it fills in the marketplace. Current trends and issues in the distribution landscape. Challenges brands face when attempting cold outreach to distributors. The best regional markets to target for launching new brands. The state of the three-tier system — and whether there's truly a bottleneck in distribution. What distributors are looking for in the brands they’re picking up. Why focusing on relationships — not transactions — is the key to long-term success. The growing demand for low- and no-alcohol products in distributor portfolios. Erik shares invaluable insights on what distributors and importers are looking for in brand partnerships, common pitfalls to avoid, and how SWIG acts as a matchmaker between brands and distributors. Whether you're a foreign brand looking to enter the U.S. market or a domestic producer seeking wider distribution, this episode offers a ton of insights on strategically growing your brand's presence. SPONSOR: SWIG Partners is exclusively offering $100 off their service fee when you mention the Business of Drinks podcast, or inquire via this link: https://www.swigpartners.com/businessofdrinks Stay tuned for our next episode dropping on October 16. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and
Wed, September 18, 2024
38: How to Pitch Investors with Kat Weaver of Power To Pitch - Business of Drinks
Looking to raise funds? You’re in luck. Today we’re talking with Kat Weaver, co-founder of Power To Pitch. She’s a top pitching coach who’s helped hundreds of startups raise capital. Kat was able to scale and sell her first company she started out of her college dorm room. After winning 22 of 23 pitches she entered, she founded Power To Pitch to help founders build a winning pitch, deck, and fundraising strategy to help them get funded faster. To date, Power To Pitch has helped founders raise over $25 million in grants and venture capital. As we discuss, there are so many mistakes founders make when raising funds — from failing to discuss monetization to pitching investors as if they were potential customers. Understanding what’s important to investors is key to Power to Pitch’s program. Kat and her business partner Katie Dunn help bridge the gap by helping startups learn the art and science of pitching. Get a leg up on the competition with these key insights! We discuss: How to approach storytelling and craft a compelling narrative Maintaining a consistent core message while tailoring pitches to different investors The most important metrics to include in your investor deck Best practices for preparing for your pitch How to handle tough questions The role of product samples in investor meetings How to follow up effectively after a pitch How to create a connection and build rapport with investors What to expect when you’re pitching different types of investors How to approach potential new investors And Power To Pitch has extended a discount code for Business of Drinks listeners: For $50 off the Grant Program that shares over 200+ grants per month: https://www.powertopitch.com/offers/TogBrmEa?coupon_code=BIZOFDRINKS50 For $250 off the Investor Prep Program, apply here: https://www.powertopitch.com/apply Stay tuned for our next episode dropping on Oct. 2. Show links: https://www.numerator.com/resources/blog/non-alcoholic-beverage-trends/ For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and
Wed, September 04, 2024
37: How BeatBox Beverages Scaled to $100 Million in Sales with Co-Founder Justin Fenchel - Business of Drinks
Today, we’re talking with Justin Fenchel, a co-founder and the CEO of BeatBox Beverages. For those unfamiliar with the brand, it’s an 11% ABV, wine-based RTD party punch in flavors like Blue Razzberry, Pink Lemonade, and Fruit Punch. Sound like fun? Well, fun — and fun flavors — are its main selling points, and this brand is on fire, especially with Millennial and Gen Z audiences. BeatBox did more than $100 Million in sales last year, and is on track to double that again this year. The brand first made headlines in 2014 for getting one of the biggest investments on Shark Tank’s history, with a $1 Million dollar investment from Mark Cuban. But lest you think it was smooth sailing from there on, that wasn’t the case. BeatBox toiled away for years, with sales flatlining as the brand tweaked its product and systems in real time, changing formats (moving from 5L bag-in-box to single serve) and distributor networks ( moving from liquor/wine to beer distributors). With dedication, the team kept pushing, until it landed on the winning formula that unlocked exponential growth. Now, a decade after that first Shark Tank appearance, BeatBox is running on a few years of +100% sales growth. Justin shares his hard-won insights on how to persevere despite product-market fit issues and funding challenges. And then, how to support hockey-stick growth from strategic, operational, and human resources standpoints. We discuss: The market whitespace BeatBox identified and built its product on Landing on fun and flavor as key differentiators Early audience growth insights Building a brand — and company culture — with staying power How to leverage media appearances (like Shark Tank) to attract investment and retail placements Maintaining adaptability in challenging times Keys to building strong relationships with distributors and retailers Why BeatBox ultimately switched from liquor/wine to beer distribution channels How to engage consumers authentically through experiences and word of mouth Marketing strategies to build a community of superfans How to incorporate sustainable practices into a winning business model Links: Episode 33: Fundraising Masterclass with Giuseppe Infusino (with Last Call discussion of Dan Petroski / Massican Wine) Stay tuned for our next episode dropping on Sept. 18. For the latest updates, follow us: Business of Drinks LinkedIn: <a href="https://www.linkedin.com/company/business-of-drinks/
Wed, August 21, 2024
36: New Flavor-Forward Wine Innovation with Issamu Kamide of Wonderwerk - Business of Drinks
Today we’re talking with Issamu Kamide, co-founder of the LA-based Wonderwerk House of Fermentation. What the heck is that, you might ask? "We are primarily a flavor-forward, progressive wine company," Issamu explains. Wonderwerk is innovating with new-to-world wine products by focusing on flavor and occasion. In doing so, they’re making wine more accessible and appealing to younger consumers, who are less concerned with traditional markers like appellation, vintage, and varietal. In fact, most of Wonderwerk’s audience is Gen Z and Millennials. Wonderwerk’s breakout hits include Lite Werk, a line of 7% alcohol sparkling wines flavored with yuzu, hibiscus, and lemons; and Marinara, a lively red with a label sporting a big bowl of pasta. The latter is a fantastic example of a product that clearly articulates “here’s how and when to drink this wine.” And they’re one of wine’s latest success stories, bucking the trend of sales decline among smaller independent producers. Wonderwerk has shown the opposite: 50% YOY sales growth for the past two years running, now at 11K cases and distribution in 23 states. Wonderwerk’s biggest challenge? Keeping up with demand. In this interview, we discuss: How traditional wine brands are struggling due to changing consumer preferences What Millennials and Gen Z are looking for in wine How innovation products and natural wine positioning are key to Wonderwerk's success Why easy-to-understand labels are crucial for attracting new wine drinkers The brand’s laser focus on flavor-forward and occasion-based wine design How the self-funded company is planning to expand in a forthcoming capital raise The founders’ unconventional CPG and distiller backgrounds that unlocked product innovation Why IRL events and direct consumer engagement are essential for brand awareness and sales growth Stay tuned for our next episode dropping on 9/4. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She runs consultancy and advisory arm of Business of Drinks, and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ <a
Wed, August 07, 2024
35: How Britt West Grew Spirit of Gallo to Become the No. 3 U.S. Spirits Supplier - Business of Drinks
Today we’ve got a true innovator in the house. We’re talking with Britt West, executive vice president and general manager of Spirit of Gallo. If you’re not familiar with Gallo’s spirits division, it has quietly become one of the most formidable portfolios in bev alc. Over the past 6 years, Britt led the division up the ranks from the No. 8 spirits supplier by volume to No. 3. And that’s largely due to its innovation program, with products like High Noon. As many listeners will know, High Noon is now the top-selling spirits brand by volume in America, just 4 years after its launch. And that’s rounded out by Gallo’s other innovation products like New Amsterdam Vodka, Pink Whitney, and Camarena Tequila, all of which have new-to-category angles. Add to that Gallo’s investment and acquisition brands like Condesa Gin and Don Fulano Tequila, to further fuel the flames. Britt is a rare talent in the spirits biz, with a broad yet super focussed background. He has a Master’s in Hospitality from Cornell and an MBA — as well as a background managing nightclubs. He was a successful entrepreneur who created a brand, Eppa Sangria, which got acquired; now he looks for brands to acquire. Today at Gallo, he makes multi-billion dollar decisions but still visits bottle shops in Brooklyn and bars in Mexico City to keep his finger on the pulse of trends. This unique background has helped him instill a creative and entrepreneurial ethos at Spirit of Gallo, where the team is encouraged to take big swings and fail. Importantly, we discuss why failure matters. As Britt says, “When you know what not to do, it becomes clear what to do." Key takeaways: Innovation and Consumer Insights >> Quickly market test and get real-time consumer feedback — not focus group feedback. Embrace Failure >> Celebrate and learn from failure to innovate and make better decisions. Family-Owned Competitive Advantage >> Gallo’s team can focus on growth and innovation free from the pressures of quarterly financial reporting. Organizational Focus >> Leveraging Gallo’s strong salesforce has been instrumental in turning new products into market leaders. Consumer-Centric Approach >> Product development and acquisition decisions are driven by understanding consumer needs and behaviors. Target Specific Consumer Segments >> Gallo’s launch of brands like VMC and Condesa Gin reflects a targeted approach towards specific demographics, such as the growing Hispanic population in the U.S. Adaptability and Market Awareness >> Stay adaptable and aware of market trends, like the recent rise of Soju among diverse consumer groups. Stay tuned for our next episode on 8/21. For the latest updates, follow us: Business of Drinks LinkedIn: <a href="https
Wed, July 24, 2024
34: How Surfside Became the Fastest-Growing RTD — With Clement Pappas - Business of Drinks
Ready for a meteoric growth story?! Today we talk with Clement Pappas, co-founder and CEO of Stateside Brands, the maker of Surfside Iced Tea + Vodka, and Stateside Vodka and Stateside Vodka Sodas. For listeners who are not on the East Coast, this brand is suddenly everywhere. Last year, the Surfside line alone grew by 1 million cases to 1.3 million cases. And they’ve already surpassed that amount this year — by mid summer! In fact, year-to-date Surfside is the No. 1 fastest-growing spirits RTD brand in the U.S. with top velocity rates and dollar share gains (via BWC data). This story illustrates the transformative effects an RTD line extension can have for an alcohol brand. In this case, the core brand was Stateside Vodka, which launched in 2015 as a local Philly alternative to Tito’s Vodka. During the pandemic, Clem and team identified that consumers were hitting seltzer fatigue and looking for alternatives — i.e. an emerging white space for premium, vodka-based hard teas and lemonades. Stateside was an early mover, building up a strong core market in Philadelphia, and expanding throughout the mid-Atlantic before exploding onto the national stage. They leaned into label transparency — positioning their products at the 100 calorie per can level with 2 grams of sugar and 3 grams of carbs. And they developed fun and cheeky marketing, positioning the brand as a “0 bubbles” alternative to hard seltzer. And it turns out that these things resonate with younger consumers! Key Takeaways -What led Stateside to identify an innovative new white space in RTDs -The thought process that went into developing two hit RTD lines — carbonated and non-carbonated -How Surfside landed on its simple, effective branding and messaging strategy -The extensive flavor and formulation process that yielded a line of crisp, sessionable — and craveable — RTDs -How Stateside leveraged Covid restrictions to double its volumes -Local partnerships (baseball teams!) that drove early brand awareness and growth -How Stateside partnered with NJ distributor Fedway to build out the distribution and marketing plan that enabled exponential growth -How Stateside quickly scaled its sales and marketing machine -The brand’s most successful accounts (think stadiums and golf clubs!) -The demographic that’s consuming the most Stateside products -How Surfside’s on-premise sales strategy is driving high velocity -How the brand is fueling growth from an investment perspective Stay tuned for our next episode dropping on Aug. 7. Episode Links: Caroline + Scott’s Last Call playlist: https://open.spotify.com/playlist/2AB1nSC0OVoy6LNa5VizT1?si=25659372344e43de For the latest u
Wed, July 10, 2024
33: Fundraising Masterclass for Bev Alc with Giuseppe Infusino of InvestBev - Business of Drinks
Is your beverage brand in fundraising mode? If so, this is the episode for you! We talk with Giuseppe Infusino, a partner and the chief investment officer at InvestBev, a private equity firm that deploys growth capital to drinks brands. He leads InvestBev’s investment sourcing, diligence, and structuring processes, and partners with portfolio companies to increase their likelihood of success. In this masterclass, Giuseppe shares his proprietary, 4-part framework for fundraising success — Plan, Path, Pitch, and Process. By the end of the episode you’ll have answers to these questions: In the PLAN stage: How should I frame my product, and the opportunity it represents, to investors? What do investors want to know about my company’s infrastructure? What should I be prepared to share about my customers and GTM strategy? In the PATH stage: What are the different types of funding I should be aware of? How can I find potential funding sources? How should I approach potential funders? At the PITCH stage: How should I think about my pitch deck? What is the most essential information I need in that deck? How can I improve my chances of success? In the PROCESS stage: What happens after the pitch? How can I effectively support the process? What else should I be thinking about? If you want an edge on pitching to investors in today’s challenging fundraising climate, listen in. Stay tuned for our next episode dropping on 7/24. Links: Resilient Wine by Stevie Stacionis: https://resilientwine.substack.com/ Massican Wine: https://www.massican.com/ Ep 22: Cann’s Jake Bullock on Growing a THC Beverage Brand: https://podcasters.spotify.com/pod/show/business-of-drinks/episodes/22-How-THC-Drinks-Brand-Cann-Grew-to-36-Million-in-Sales--with-CEO-Jake-Bullock---Business-of-Drinks-e2g5r00/a-ab0ba9k Ep 7: InvestBev’s Brian Rosen on Fractional Sales: https://podcasters.spotify.com/pod/show/business-of-drinks/episodes/07-Beverage-Alcohol-Sales-Strategies-with-Brian-Rosen---Business-of-Drinks-e25ljjj/a-ab64i9u <str
Wed, June 26, 2024
32: How Juliet Wine is Breaking New Ground for Boxed Wine – With Co-Founder Allison Luvera - Business of Drinks
Today we’re talking with Allison Luvera, co-founder and CEO of Juliet, a wine company that’s reshaping the narrative around boxed wine. Allison has a really interesting background having worked in fashion advertising for Vogue and InStyle magazines, then later as director of Pernod Ricard’s luxury marketing division, as brand marketing lead for Perrier-Jouet Champagne, Martell Cognac, Tequila Avion, Absolut Elyx, The Glenlivet, and Chivas. Juliet is an interesting product because it forged new territory in the boxed wine category, with very stylish branding and packaging. It’s a cylindrical carton with a velvet rope handle, and really stands out on the shelf as a premium pick. Juliet is having phenomenal traction in hospitality venues — it’s now being served poolside at the Bellagio in Las Vegas and several Auberge resorts. Customers are ordering the whole box and perching it on tables to keep refilling their own glasses. And at retail, the brand has defined itself as a go-to for gatherings, from bachelorette parties to PTA meetings. We discuss how Allison and co-founder Lauren DeNiro identified the whitespace in the boxed wine category, and pursued a solution — and a specific customer — with laser-like focus. Juliet has now raised more than $5 million in funding, and has surpassed 10,000 cases of 1.5 L cartons. Some key takeaways from the episode: Why boxed wine is a predicted to be a bright spot in the wine category in the coming years How Juliet closed a new round (in a tough fundraising environment!) to bring its fundraising total to $5 million Why Juliet is moving from a predominantly DTC model to a wholesale model How public relations and paid social campaigns drove growth in the early days Why “customers are the new influencers” – and how to engage and incentivize informal brand ambassadors Why on-premise partnerships in prestige accounts are crucial for discovery and brand-building Links Referenced in Show Juliet Wine: https://drinkjuliet.com/ IWSR’s Key trends for the US wine market in 2024: https://www.theiwsr.com/key-trends-for-the-us-wine-market-in-2024/#:~:text=IWSR%20forecasts%20that%20US%20wine,2022%20falling%20by%20%2D3%25 Future Market Insights’ Wine Box Market Outlook: https://www.futuremarketinsights.com/reports/wine-box-market 1,000 True Fans: https://kk.org/thetechnium/1000-true-fans/ The ‘Drinks of Summer’ that Never Were (Vinepair): <a href="https://vinepair.com/articles/drinks-of-t
Thu, June 20, 2024
31: Mid-Year Drinks Trends Update — With New Co-Host Scott Rosenbaum - Business of Drinks
Some exciting news to share! The Business of Drinks podcast is growing by leaps and bounds, and with it — some new voices are coming onto the airwaves. First up, Scott Rosenbaum is joining as the show’s new co-host. If you’re not yet acquainted with Scott, he’s a veteran strategist and analyst with deep experience building drinks portfolios. Currently, he is the North America search manager at Distill Ventures, the world’s first drinks industry accelerator. He was formerly vice president at T. Edward Wines & Spirits, a New York-based importer and distributor. While there, Scott created T. Edward’s craft spirits portfolio, which represented over two dozen distilleries, including Arette Tequila, High Wire Distilling Co., La Gritona Tequila, and others. And next up, Caroline Lamb joins as producer and on-air talent overseeing the newly revamped Last Call segment. Caroline is a sales representative at Great Lakes Wine & Spirits, based in Detroit, Michigan. She has worked in myriad beverage roles, from bartender to wine cellar assistant. Scott and Caroline bring an exciting new dimension to the podcast, with their cross-functional, cross-generational — and even cross-country — perspectives. With these additions, Business of Drinks is becoming even more of a ‘must-listen’ for leaders and stakeholders from throughout the drinks industry. In this debut episode, Erica and Scott discuss mid-year drinks trends. They take a data-backed approach to discuss how fears around the “end of alcohol” are overblown. Then, they dive into the emerging trends of non-carbonated alcohol waters and its counterpart — the OG and new wave of hard tea and hard lemonades. Finally, they move on to discuss the emergence of spicy drinks across categories — including new spicy wine brands (yes, you read that right!). Caroline wraps us up in Last Call, hopping into a lively debate with the team about gender-based marketing — yay or nay? Plus, which brands are doing it well, and which are falling flat. Stay tuned for our next episode dropping on 6/26. For the latest updates, follow us: Business of Drinks LinkedIn: https://www.linkedin.com/company/business-of-drinks/ Instagram : https://www.instagram.com/bizofdrinks/ Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ https://www
Wed, June 12, 2024
30: How to Sell Your Products Into Mass-Market Retail With Mike Percic - Business of Drinks
Today, we’re talking shop! That is, how to work with mass-market retailers. For those who are new to the industry, mass retail refers to big-box stores like Target, Costco, and Walmart as well as supermarket chains like Safeway and Kroger. And what most people don’t realize is that these types of stores have their own ways of doing business, and even their own terminology (do you know what a cut-in is? Or a reset?). So it’s important to get up to speed before trying to pitch your product into this channel. Over the past few months, several Business of Drinks listeners have reached out, asking me to do an episode on best practices for working with big-box stores. So today, I’ve got answers! I talk with Mike Percic, a mass retail veteran who recently concluded a 16-years career working with Target, most recently leading its Adult Beverage business — and he now advises brands on how to work effectively with mass retailers. We’ve structured this conversation as a masterclass, going from how to pitch mass retailers and how to land an order, to how to stay on the shelves once you’ve fulfilled that first order. Key Takeaways -How big your production capacity should be before pitching to mass retail -Who to pitch and what the pitch process entails -The business metrics most mass retail buyers will want to know before signing your brand -How (and when) to ask the right questions — without annoying your buyer -How (and why) some brands work with sales brokers -Product placement lead times and lifecycle -How to get favorable merchandising, like end caps and display assets -What competitive pricing and favorable margins look like -Logistics and distribution considerations -How mass retail buyers will be analyzing your brand’s performance -How to be a proactive partner to avoid getting kicked off the shelf This one is chock-full of useful information to help you land some key accounts. Enjoy! Plus, FREE tickets to Vinexpo America And an exciting announcement about Vinexpo New York, which is just two weeks away. If you don’t yet have a ticket but were hoping to attend, you’re in luck! Vinexpo has made available 50 free passes to the two day conference exclusively for Business of Drinks listeners — and that includes all of the tastings and masterclasses. When checking out, use the code ERICANYC for your free pass. And please come and join me — I’ll be closing out the conference on Tuesday, 6/25, at 4:50 pm with a talk about optimizing your marketing and sales to better connect with Millennial and Gen Z audiences. It’s a great way to end the event, with a look ahead at the best ways to move your business forward. Here’s more info: https://vinexpo-america.com/newfront/sessions/10318 <
Wed, May 29, 2024
29: Millennial Marketing Masterclass with Aly Wente of Wente Vineyards - Business of Drinks
Today’s episode is a case study on how a 140-year old winery was able to quickly shift its consumer base from Boomers to Millennials. Aly Wente, a 5th generation vintner and Wente’s vice president of marketing and customer experience, shares key learnings and insights relevant to all brands looking to engage younger consumers. For those of you unfamiliar with Wente Vineyards, it was founded in 1883, and is located in Livermore Valley, east of San Francisco. Until recently, the brand had a consumer mix that was common for a long-running premium wine brand — dominated by Boomers, aged 60 and up. But in the past 3 years that customer demographic flipped. Aly led the charge to future proof Wente’s business by shifting its marketing strategy to focus on younger audiences, and the effort has paid off in spades. Wente’s sales are now dominated by Millennials (aged 28-43) and Generation X (ages 44-59), with Boomers in third place. If you’re looking to understand what works in terms of marketing to Millennials in the drinks space, this one’s for you. We cover: How to develop an authentic — and relevant — brand voice Why aspirational lifestyle campaigns are key for younger audiences How Wente shifted from print to digital marketing spend for clearer ROI Paid advertising strategies that actually work The essential marketing software tech stack How to capture and leverage social media trends to drive engagement How to reinvigorate your brand strategy and social media presence Why it’s worth investing in original imagery instead of using stock photography Stay tuned for our next episode dropping on June 12. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy And if you like what you heard, help us spread the word! Follow Business of Drinks, and rate and review our
Wed, May 15, 2024
28: How THC Drinks Brand WYNK Built to 150K Cases With Co-Founder Angus Rittenburg - Business of Drinks
WYNK is a cannabis drinks brand with a fascinating backstory. WYNK was founded in 2021 by Casey Parzych, Angus Rittenburg, and Shawn Sheehan, three friends (a beverage distributor, mechanical engineer, and energy trader) looking for a new opportunity in the cannabis beverage market. Their challenge: find a way to dose the seltzer with THC legally, as current laws for dispensary distribution require dosing in the states where the drinks will be sold. Selling in Massachusetts? Dose in Massachusetts. Selling in Minnesota? Dose in Minnesota. Enter Angus, a mechanical engineer who previously had worked on developing batteries for Tesla and rockets for SpaceX. The team decided the most efficient solution would be to build a mobile manufacturing facility on flatbed trucks that they could drive from state to state. With a $750,000 budget, Angus built WYNK 1.0 — a series of rigs (and a water truck) that, along with six people, traveled the country making WYNK. They sold 1 million cans in their first year. But WYNK 1.0 was cumbersome and expensive. Angus then set out to find a better (and more compact) way to manufacture. WYNK 2.0 is now fully operational — and you can hear all about it in this episode, along with these insights: KEY TAKEAWAYS: How WYNK built its retail footprint to 13 states and DTC to 37 states The challenge of building consumer awareness for low-dose THC drinks How WYNK scaled its products to become price-comparable with alcohol-containing RTDs Why Millennials are the core demographic for WYNK and other low-dose THC drinks Why variety packs are key to product trial Why the brand offers multiple THC dosage options How hyperlocal sampling events have fueled the brand’s customer base Why micro-influencers are moving the needle for social growth Stay tuned for our next episode dropping on May 29. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin
Wed, May 01, 2024
27: Building Target’s Non-Alcoholic Drinks Collection with Emily Heintz of Sèchey - Business of Drinks
In this episode, we talk about one woman’s quest to bring non-alcoholic adult beverages to the masses. Our guest is Emily Heintz, founder of Sèchey. Sèchey is a retailer focused on alcohol-free and functional drinks — and also low dose THC products – that launched in 2021. Sèchey has a bricks-and-mortar shop in Charleston, South Carolina, an ecommerce platform that ships nationwide, and a curated collection of products within Target stores nationwide. Emily has a fascinating story. After the retail veteran launched Sèchey, she found fundraising efforts to be challenging. Sadly, that’s all too familiar a scenario for female founders: According to Pitchbook data, in 2023, women-founded startups received 2% or less of venture capital (VC) funding in the United States and Europe. This number has remained unchanged for over a decade. But Emily didn’t throw up her hands and quit. Instead, she found an innovative way to build her retail brand nationally by partnering with the mass retailer Target. Sèchey now has a curated collection of its products nationwide, in some 2,000 Target stores. The brands carried there include Surely, Starla, and De Soi wines, non alcoholic cocktails from Ghia, Edna’s, and Mingle, and functional beverages from Kin Euphorics among others, along with Sèchey’s own branded line of dealcoholized wines. If you’re interested in what’s happening in the non-alcoholic beverage space, you won’t want to miss this episode. We cover a lot of ground. A few of the key takeaways: How Sèchey landed a curated product collection within Target stores nationwide What Boisson’s closure means for the emerging non-alcohol product landscape Understanding the regulatory challenges faced by non-alcoholic brands How retail pop-ups helped Sèchey build brand awareness Why product tastings are so crucial for driving bottle sales The shifting distribution landscape for non-alcoholic and THC beverages Why Sèchey is modeling itself after Sephora Customer data — who’s buying non-alcoholic and functional beverages How Sèchey developed its own in-house brand of dealcoholized wines What e-commerce looks like in the non-alc beverage space How to pitch Sèchey if you’re a non-alc or THC brand Stay tuned for our next episode dropping on May 15. About Erica Duecy, host: Erica Duecy is founder of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital an
Wed, April 17, 2024
26: Innovative Distribution Solutions With LibDib’s Cheryl Durzy - Business of Drinks
Today we’re talking about digital-first distribution solutions. Erica hops on with Cheryl Durzy, founder and CEO of LibDib, to discuss the on-demand distribution platform. The name is short for Liberation Distribution, and that should give you a sense of Cheryl’s approach. Cheryl launched LibDib in 2016 out of her own frustration as a supplier navigating the byzantine distribution landscape. LibDib is now a distribution solution for some 1,200 wine, spirits, and non-alcoholic drinks brands in 15 states, and it has a CBD wholesale platform as well, called CBDib. On the main platform, there are about 10,000 buyers, from restaurants and bars to mom-and-pop retailers and chains like Costco, Total Wine, and Whole Foods. Since 2018, LibDib has partnered with distribution giant RNDC on LibDib’s technology platform. Later, in 2021, the two companies created LibDib@RNDC, a sales division that offers a distribution model for wine and spirits products in RNDC markets. The division works with both established and new brands, and can help them "graduate” to RNDC. LibDib has made distribution more accessible by allowing any supplier to open an account for free, and to sell any quantity of product from 1 bottle to several pallets at a time to on- and off-premise accounts. But LibDib differs from traditional distributors in that it doesn’t have a sales team out pounding the pavement — suppliers manage those relationships. Nor is it keeping inventory on hand — orders are fulfilled upon demand, and then travel through LibDib’s warehouses to respect “at rest” laws where required. In this conversation, we get into the nitty gritty of how the platform works, and how to sign up and work with LibDib whether you’re a domestic or international brand. We cover the markups you’ll find on the platforms, and the levels of service available, as well as some important information about: How to “go live” in a new market Avoiding pitfalls as a new brand Understanding state-by-state compliance How LibDib differs from traditional distributors Understanding “at rest” requirements When it’s a good idea to contract a portfolio manager How to work with LibDib as an international brand Products that are in high demand (would you believe drink pouches?) And more! Stay tuned for our next episode dropping on May 1. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won mor
Tue, April 16, 2024
25: How to Get VC Investment With Mike Warren of Alethia Venture Partners - Business of Drinks
At the Business of Drinks, we’ve been talking with many founders lately about their struggles finding funding. So if you’re looking for investment — or just want to know more about how VC investors think — this episode is for you! We talk with Mike Warren, founder and managing partner of Alethia Venture Partners. It’s a $50 million fund dedicated to investing in alcohol and non-alcohol drinks brands in their Seed, Series A, and Series B rounds, with investments ranging from $250,000 to $5 million. This episode dives into what Alethia Venture Partners is looking for as it deploys the first of its 5 planned funds. So far, Alethia has invested in brands like Kové, Maker Wine, Gay Water, Pa’lante Rum, and others. This episode is a key listen for anyone looking for funding. It gives advice not only into Alethia’s investment strategy, but also insights into the mind of a veteran CPG and drinks brand investor. Get the scoop on: - The biggest mistakes first-time founders make - Why investing in pre-revenue brands is a gamble - How VC investors size up a brand - What makes a brand attractive to VC investors - The right stage in a company’s journey to seek VC investment - How to work with Alethia Venture Partners - What the fund is looking for in the founders and brands it invests in Stay tuned for our next episode dropping on April 17. About Erica Duecy, host: Erica Duecy is founder and host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy And if you like what you heard, help us spread the word! Follow Business of Drinks, and rate and review our episodes on any platform where you’re listening. It really does help us find new listeners. Thank you
Tue, April 16, 2024
24: JW Wiseman of Curious Elixirs on How to Build a Community-Driven Brand - Business of Drinks
JW Wiseman of Curious Elixirs is a bonafide audience whisperer. After working as an early marketing hire at the media startup Thrillist, he went on to found a growth marketing firm. That experience unlocked the key audience expansion strategies he’s employed at his cult-y non-alcoholic RTD brand, Curious Elixirs. This is a brand you won’t find on store shelves. It’s nearly all DTC subscriptions, with a bit of prestige on-premise placements (like the Blue Note jazz club in NYC). Curious Elixirs was audience-driven from the get-go. JW launched the brand on Kickstarter — not because he needed the money, but rather as a smart tactic to grow community and demand around the product. Since launching in 2015, the brand has been laser-focused on its subscription strategy and customer loyalty, and now serves millions of consumers a year. The brand’s growth has been driven by word of mouth in sober curious communities, and by really effective targeting on Facebook, Instagram, and TikTok. Yes, social channels are STILL performing very well for Curious Elixirs. So much so that the brand is up 40% in sales year over year. Want some tips from Curious Elixirs’ wildly successful playbook? In this episode, JW discusses: - How to grow — and sustain! — a community around your brand - Strategies for building word-of-mouth referral - How to build a successful DTC subscription business in today’s marketp - Why video — and UGC content specifically — should be the backbone of your social strategy - Low-cost, IRL customer events and activations - Why customer loyalty is the No. 1 KPI you should pay attention to And more! Give a listen. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/
Tue, April 16, 2024
23: Cannabis Beverages Are On the Rise — What You Need to Know with Diana Eberlein - Business of Drinks
Cannabis drinks are showing substantial growth, and even displacing alcohol among younger consumers. I got the scoop on how this emerging category is shaping up — and the legalities around THC-infused drinks — from Diana Eberlein, president of the Cannabis Beverage Association (CBA), a non-profit trade association established to represent and advocate on behalf of THC and CBD beverage brands. She’s also an expert in THC emulsification, as the VP of Marketing & Business Development at SōRSE Technology, a supplier of CBD, hemp, and terpene emulsions for food, beverage, and topical manufacturers. Diana walks us through the regulatory landscape of THC drink, as well as the lobbying efforts underway to expand access to these beverages. As background: In the U.S., about half of Americans now live in a state where recreational cannabis is legal, and the market for cannabis is growing exponentially. So who’s buying cannabis-infused drinks? It’s largely Millennials and Gen Zs, with older consumers mixed in. We know — from the 2023 Gallup poll — that younger consumers are not onboarding to alcohol like prior generations. And they see alcohol as unhealthy compared to cannabis — particularly Gen Zs. In fact, two in three 18- to 24-year-olds say they are somewhat or very concerned about the impact of drinking on their health, according to a July 2023 CivicScience survey of 5,545 respondents. Also, we know that marijuana use is displacing alcohol among younger audiences. From 2015 to 2022, the percent of US adults aged 18 to 25 who reported they had used any alcohol in the past month dropped by 8 percentage points to about 50% of those surveyed. Over the same time period, that group’s use of marijuana shot up by 6 percentage points, to about 25% of those surveyed, per the National Survey on Drug Use and Health. It appears — looking at the data, and speaking with executives from cannabis drinks companies — that these consumers are not going sober. Rather, declines in alcohol are somewhat proportional to gains in cannabis use. In this episode, we cover: The appeal of cannabis-infused beverages for consumers looking to cut back on alcohol. The difference between hemp-derived Delta 9 THC drinks and traditional cannabis. Where THC drinks are legal in states across the country (and where they’re available in bars and restaurants!). CBA’s 2024 education and lobbying efforts on Capitol Hill. The emulsion technology behind making fast-acting THC drinks. Predictions for the future of the cannabis drinks business (spoiler: big things are coming). And that’s just the beginning. Give a listen for more. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content st
Tue, April 16, 2024
22: How THC Drinks Brand Cann Grew to $36 Million in Sales — with CEO Jake Bullock - Business of Drinks
Are cannabis drinks on your radar? If not, they probably should be. Right now, THC-infused beverages are just a sliver of the $15.8 billion cannabis category, but the segment has grown more than 40% since 2021, and keeps expanding. As the THC drinks segment grows, those dollars are going to be pulling from other categories — namely alcohol. To learn more about this segment, I decided to bring on one of the most influential innovators in the cannabis drinks space, Jake Bullock. He’s co-founder and CEO of Cann. It’s a low-dose THC drinks brand that launched just 4 years ago, in 2019. And if you haven’t heard of it, you might be surprised to learn that it’s already doing some $36 million in sales, selling upwards of 9 million cans a year. In this episode, Jake shares: - How he convinced skeptical dispensaries to take a chance on low-dose canned tonics when most of the competitors were formulated at 2x to 5x the THC dosage. - How Cann’s positioning as a “better-for-you” alternative to alcohol drove collaborations with celebrities and influencers, growing Cann’s audience quickly. - Where Cann is directly competing with alcohol in 30+ markets via DTC channels, and on liquor store shelves in Minnesota, Connecticut, and other states. - How Cann funded its rapid growth to 9 million cans annually in just 4 years. - How beer distributors are making up for declines in their portfolios category by replacing open truck space with THC brands. - Who’s buying Cann (the audience breadth may surprise you!), and how the company reaches potential consumers. And that’s just the beginning. Give a listen for more. About Erica Duecy, host: Erica Duecy is host of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy
S21 Enull · Tue, April 16, 2024
21: How to Work With a Bulk Wine Broker - With Florian Ceschi of Ciatti - Business of Drinks
More than 70% of all wine produced in the world is what’s known as bulk wine, which means it’s shipped to its destination in Flexitanks. In this revealing episode, we speak to Florian Ceschi, the European Director of Ciatti, the world’s biggest bulk wine broker. He’s the man who knows what wine is being produced in the world, where it’s being shipped, who’s buying it — and what they’re doing with it. This episode will take you right into the engine room of the global wine business, exploring how the bulk wine market works, from vineyard to brand creation. His insights include: 1. Bulk wine is about one company selling to another. But why would one company sell their wine — and another buy it? Florian outlines all the reasons why wineries and other companies might want to buy a shipment or two of wine. 2. The role of the broker. The middleman plays a critical role in the world’s wine market, making sure that wine gets to market on time and in perfect condition. Sometimes it means the brokers need to make adjustments to the wine. 3. How the world of wine is driven by fashion. Aromatized wines, wine cocktails, and Moscato have all been recent wine fashions. Florian discusses how the market finds the supply they need at top speed — and what happens when varieties and styles fall out of fashion. 4. How private labels work. There are brands… and then there are private labels, which are brands created by retailers like supermarkets, who can switch products in and out as they need it. Florian discusses why businesses would go to all the trouble of finishing and bottling their own wines, instead of just buying them. 5. From appellations to anonymity. Wine is supposed to be about specific terroirs, but the allure of bulk wine is that it’s anonymous. How is this inherent tension resolved? Join us for what turned out to be a fascinating journey into a critical part of the wine world that very few people know about. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Meet the hosts Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. https://www.instagram.com/ericaduecy/ <a href="https://www.linkedin.com/in/erica-duecy-4a35
Tue, April 16, 2024
20: Building $10M in Non-Alc Wine Sales with Kyle Skene of Giesen - Business of Drinks
When Erica and Felicity walked past the Giesen stand at a 2023 wine fair, they knew they had to stop and find out why the guy pouring wine seemed so happy, when everyone else around him was gloomy about wine’s downturn. It turned out that Kyle Skene, the Group General Manager of New Zealand’s Giesen Group, has a lot to be optimistic about. When they found out why, they immediately invited him on the podcast. Giesen is a major player in New Zealand wine, and the company has a culture of creativity and experimentation, which led to the creation of Giesen’s 0% wines, including Sauvignon Blanc, Rosé, a red blend, and others. With more than $10 million in sales annually of its non-alc wines, Giesen’s 0% has become the second-biggest non-alc wine brand in the U.S. behind Fré. What they learned was that by leaping into a new category, there were other market opportunities waiting to be tapped. In this episode, Kyle reveals what it takes to launch products into highly competitive markets, while retaining the market-leading position of existing products. TOP TAKEAWAYS 1. Research is key It’s not enough to read consumer survey data. Giesen relies on research, starting with their own sampling programs, and staying abreast of research from other consumer categories. 2. Be your own consumer Giesen developed its 0% non-alc product after employees took a company-wide fitness challenge and swore off alcohol for a month. It was a tough call for a wine company — so they decided to develop something to keep themselves on track. 3. Get everyone on board Many winemakers went into the profession because they love wine as a product, so suggesting they develop a non-alc product was a big ask. But getting people on board is critical. 4. Staying true to company values can spur innovation The technology that produces non-alc products has a sustainability problem, which meant using it undermined Giesen’s environmental values. In solving the problem, they saw the potential for new products. 5. Don’t forget the ‘winemaker family’ test Before launching any new products on the market, Giesen’s winemakers trial it on family and friends. If it doesn’t pass the test, it doesn’t go to market. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Meet the hosts Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishi
Tue, April 16, 2024
19: Ben Witte of Recess on Creating a New Relaxation-Focused Drinks Category - Business of Drinks
Back in 2016, Ben Witte was stressed. He knew that he needed to calm down, and after the election upended the country, he figured everyone else needed to calm down too. That’s when he had his big insight: There were drinks for stimulation, like Red Bull, or drinks for intoxication, like cocktails, but there was nothing for relaxation. And so Recess, the drinks brand for people who want to slow down and take a break, was born. In this episode of Business of Drinks, he explains to hosts Erica Duecy and Felicity Carter how these social and psychological insights — coupled with his startup background — led to the development of a fast-growing “lifestyle” drinks brand with a host of product lines. Key takeaways: It’s about the feeling, not the ingredient Ben explains what the other drinks categories are offering consumers, and where he found his white space as a lifestyle brand. Adaptogens and CBD We discuss some of the regulatory problems of working with CBD, and Recess’ challenges of becoming the biggest CBD drinks company. Ben also defines adaptogens and talks about his philosophy of working with functional ingredients. Distribution and routes to market Ben walks us through how he grew Recess from DTC only to 14,000 retail doors. He shares insights on developing an omnichannel strategy, building an audience from scratch, and strategies for finding wider distribution when you’re a brand new category. How big is the market? We talk about market sizing, how to identify the white spaces, and nailing the value proposition, as Ben did to grow Recess to upwards of $10 million a year in sales. Harness the influencers Ben shares insights on creating a robust content strategy, getting your fans to spread the word, the power of organic marketing, and the flywheel effect that will make a brand fly off the shelf. Stay tuned for our next episode dropping on January 17. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Business of Drinks is more than a podcast — we’re also a strategic content consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com Meet the hosts Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. <a hr
S2 E9 · Tue, April 16, 2024
18: 2024 Drinks Trends with Beverage Analyst Bryan Roth - Business of Drinks
When beverage startups are looking for advice before they launch their brands, Bryan Roth is the man they turn to. Bryan is a product and market analyst for Feel Goods Company and managing editor, news editor, and podcast host for its publication, Good Beer Hunting. Bryan has covered the beer industry as a reporter and analyst for more than a decade, and leverages that knowledge to help drinks brands develop innovative products. And, crucially for this conversation, he knows what’s trending in the market before anybody else. In this episode, he reveals who your real competitors are and how to beat them, plus why he’s betting big on Asian-inspired flavors and the next wave of better-for-you drinks — and what he thinks the next big RTD category will be. Top Takeaways Changing Trends in the Beverage Market We discuss the evolving nature of the beverage market from a traditional approach to a more seasonal and occasion-based market. Asian-Inspired Flavors Trend Brian discusses the emergence of Asian-inspired flavors as a significant trend in the market, indicating that this could be the next big thing for drink brands. Consumer Attitudes Toward Alcohol Consumption Contrary to concerns, there's some reassurance that younger consumers are not entirely abandoning alcohol. Two-thirds of college students still report drinking alcohol, aligning with historical trends. Flavor as Key to Winning Millennials and Gen Z Bryan emphasized that flavor is the key factor in attracting and retaining the Millennial and Gen Z audience — aligning with our own research on the topic. Understanding and delivering unique and appealing flavors is crucial for success. Breaking Boundaries Between Beverage Categories We’re all seeing a notable shift in consumer preferences, with the boundaries between different beverage categories breaking down. Consumers — especially younger ones — are more interested in amazing drinks, regardless of whether they are wine, spirits, or beer-based. Functional Drinks and Wellness Trend We touched on the rise in functional drinks with a focus on wellness and health, discussing how the trend is paying out across beverage sectors. Tune in for a fascinating tour through tips, trends, and opportunities in the beverage space in 2024. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Business of Drinks is more than a podcast — we’re also a strategic content cons
S2 E8 · Tue, April 16, 2024
17: Shehryar Hussain of AccelPay on Simplifying Alcohol DTC - SPONSOR - Business of Drinks
Today’s guest is Shehryar Hussain, co-founder and CEO at AccelPay. If you’re unfamiliar with AccelPay, it’s an ecommerce platform specifically built for bev-alc brands. It handles everything from payments to fulfillment and customer support — so any brand can sell on their own website while being 3-tier compliant. Their goal is to make it easy to sell regulated products online, and enable new digital experiences for consumers. But before we get too far, a declaration of conflict of interest. AccelPay is Business of Drinks's very first sponsor. Just to be clear, though, this podcast was BOD’s idea. The more Felicity and Erica learned about AccelPay, the more they thought it was the kind of company we would feature in any case. Plus, it came highly recommended. Remember Hamlet Hound from Season 1? The Business of Drinks podcast kicked off way back in March this year, with the story of Christy Frank and her Hamlet Hound RTD, built around high-quality bourbon. BOD followed her journey from a tiny business in upstate New York through to getting wider distribution. She did it, in part, because she works with AccelPay, which allows her to sell in some 44 states, and she sang its praises to the BOD team. In this episode Shehryar reveals: How to use data to turn customers into true fans How to build customer relationships from your own website How to get sell in multiple states without a national distributor How small brands can test their brand ideas How to stay completely compliant, while offering great customer service AccelPay has been a game-changer for the beverage alcohol industry and it’s a service that all everyone in beverage alcohol from start-ups to established DTC brands need to know about. See below for their exclusive offer! Stay tuned for our next episode dropping on January 3. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Business of Drinks is more than a podcast — we’re also a strategic consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and brand consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest a
S2 Enull · Tue, April 16, 2024
16: Turning Canned Wine Into a Million-Dollar Opportunity, With Maker Wine’s Sarah Hoffman - Business of Drinks
When Sarah Hoffman had the idea to put premium wine into cans, she had no idea how revolutionary it was. But soon, she and her co-founders were convincing winemakers to trust them with their wines — and were kickstarting an entirely new category with their company, Maker Wine. In this episode of Business of Drinks, Sarah tells us how her background in digital marketing led her to launch the company, which makes high-quality, affordable wine available to everyone. Sarah explains how she learned to navigate the three-tier system, what she’s discovered about wine consumers, and how Maker scaled to 22,000 cases of wine, making more than $1 million in sales annually. Join Sarah, Erica and Felicity as they discuss who the new wine consumer is and what they’re looking for, how to reach them with Zoom and other digital channels, and how a group of outsiders navigated the complex world of wine, for fun and profit — and where there are still opportunities to be found. Key takeaways: How Maker raised $2.3 million in funding Early growth strategies to scale on a shoestring How data is informing Maker’s brand strategy Transitioning from DTC to omnichannel How Maker grew its quarterly Can Club to more than 2K subscribers The success of limited edition drops for Millennials How to leverage influencer and UGC advertising Stay tuned for our next episode dropping on 12/27. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ <a href="https://twitte
Tue, April 16, 2024
15: Nick Bodkins of Boisson on Building the Non-Alc Retail Category - Business of Drinks
Remember the lockdowns? It was a time when too many people spent their time drinking too much. But Nick Bodkins’ wife was pregnant, so he gave up alcohol in solidarity. And, immediately, he confronted a problem that needed to be solved — non-alcoholic beverage options for adults who want something more sophisticated than a soda to drink. So he took the leap and created Boisson, a chain of non-alc stores with a DtC arm — and he’s secured more than $34 million in funding, including a recent $5 million investment from Pernod Ricard’s Convivialite Ventures. In this episode he tells us why the non-alc category is exploding; why non-alc creators need to think in terms of occasions, rather than flavors; and why the way forward is to build a “Sephora of drinks,” because this is a space where consumers are looking to get their problems solved, rather than looking for particular brands. Nick also discusses why bars and restaurants are crying out for these products. Above all, Nick says, follow the data. Boisson targets customers based on their browsing and purchasing behavior to drive sales and boost engagement. As always, we follow the money and ask where the opportunities are in the dynamic non-alcohol space. Brands mentioned in this episode: Proxies Studio Null Leitz Oceano Zero Pathfinder Ghia Three Spirit Aplos Wilfred’s Heineken 0.0 Stay tuned for our next episode dropping on December 13. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Business of Drinks is more than a podcast — we’re also a strategic content consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: <
S2 Enull · Tue, April 16, 2024
14: How Athletic Brewing’s Bill Shufelt Built a $500M Non-Alc Beer Company - Business of Drinks
Bill Shufelt, co-founder of Athletic Brewing, hasn’t just built a successful drinks company — he’s revolutionized the entire American market for non-alcoholic beer. And he’s done it in just six years. Bill gave up a comfortable life in finance because he knew that if he was interested in drinking non-alcoholic beer, other people would be too. But it was an uphill battle, because non-alc beer has been a stigmatized product in the U.S. almost since Prohibition. He was turned down by almost every brewer he approached, and at times was reduced to approaching strangers in liquor store parking lots to help him sell his product. Today, Athletic Brewing has grown to become the 13th-largest U.S. craft brewery and the second-largest non-alcoholic beer brand in the U.S. In 2022, Athletic was ranked as the 26th fastest-growing private company in America by Inc. Magazine and named one of TIME’s “100 Most Influential Companies.” Join us for a fascinating conversation, as Bill explains how he built the company, and where he sees the market going next. Key Insights : Why non-alc beer is a major volume saver for retail and on-premise accounts. How Athletic got its first Whole Foods placement (awesome story!). How 66 individual investors took Athletic from its Seed Round all the way to Series B. Why DTC is the best channel for innovation. What the U.S. non-alc drinks segment can learn from their counterparts in Europe. The path Athletic sees for NA beer to grow to 10-20% of all adult beverages. Stay tuned for our next episode dropping on November 29. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, AccelPay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagr
Tue, April 16, 2024
13: Distill Ventures' Heidi Dillon on Non-Alc Drink Innovations - Business of Drinks
Heidi Dillon is a mover and shaker who’s innovated in the functional foods sector, launched energy bars, and is now coming for the drinks sector — alc and non-alc alike. She’s the managing director of Distill Ventures, a company that supports founders and helps grow drinks businesses — and she was tapped to come in and turbo-charge the low- and no-alcohol landscape. In this episode, she discusses why generic is out, and storytelling around ingredients and a sense of place and authenticity is in, and why beverage entrepreneurs need to understand the changing demographics of the market if they’re going to succeed. She also discusses how the new craft beverages connect with food, ingredient and wellness trends, and how founders of successful non-alc drinks are taking a whole new approach to hedonism. Most importantly, she reveals where the financial opportunities are to be found in this space, from emerging trends to what will help brands earn a place on the shelf. Best of all, she’s an engaging guest who is more than willing to help Business of Drinks do what it is known for — following the money. Stay tuned for our next episode dropping on November 8, 2023. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, Accelpay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod For more on the Millennial and Gen Z drinking behaviors report we discuss in the episode, it's available for purchase and download at Research & Markets: https://www.researchandmarkets.com/reports/5892638/millennials-gen-z-comprehensive-study-alcohol About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ <a href="
S2 E3 · Tue, April 16, 2024
12: New Research On Millennial and Gen Z Drinks Preferences - Business of Drinks
This is an exciting episode! We’ve just launched a major, national study into the drinking preferences of Millennials and Gen Zs. Here, we reveal the results of that report, from how much these audiences spend on wine, to their evolving relationships with soft drinks, canned cocktails, and spirits. More importantly, we have fresh insights into why Millennials and Gen Zs make the drink choices they do. This is groundbreaking research that answers the key questions that are currently gripping the beverage alcohol industry — from why wine consumption is falling to what younger audiences think about alcohol and health. Five things we discuss: Why soft drinks are so important to Gen Z and what they say about how the social norms around drinking are changing. The two top wine regions for Millennials and Gen Z — what’s the appeal? What makes Millennials and Gen Z choose one drink, or one brand, over another? How are demographic changes impacting the alcohol market — and what are the implications for marketers? What are the biggest influences shaping what Millennials and Gen Zs buy and drink? We partnered on the study with Roger Brooks, founder of Research and Marketing Strategies, a market research consultancy to organizations in technology and alcohol. Join us — Roger, Erica and Felicity — as we take a deep dive into the findings and emerge with answers and opportunities for people working in the drinks industry — from wine, beer and spirits to soft drinks and seltzers. If you work in drinks and you only listen to one podcast this year, make it this one. Because by the end of the episode, you’ll have the answer to this big question: Where have all the younger drinkers gone? The report is available for purchase and download at Research & Markets: https://www.researchandmarkets.com/reports/5892638/millennials-gen-z-comprehensive-study-alcohol Stay tuned for our next episode dropping on November 1, 2023. Shoutout to our sponsor! A big round of thanks to AccelPay — a leading ecommerce solution for bev-alc brands. From a one-tap, compliant checkout to comprehensive sales data, Accelpay has you covered and can make your existing website a storefront. For an exclusive 10% off your account, visit: https://www.accelpay.io/bod Business of Drinks is more than a podcast — we’re also a strategic content consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the
S2 Enull · Tue, April 16, 2024
11: Derek Brown on the Growing No- and Low-Alcohol Movement - Business of Drinks
What does it take to succeed in the no- and low-alcohol space? The man to ask is Derek Brown, the award-winning bartender, author and National Academy of Sports Medicine-certified wellness coach. Derek was one of the most successful bartenders in the U.S. when he decided to re-think his relationship with alcohol. In 2020, he wrote an article for Vox called “Becoming a mindful drinker changed my life.” The article changed his life, too, as it went viral and established him as a leader in the exploding no- and low-alcohol space. Today he’s the founder of Positive Damage, Inc., a company dedicated to “making room for everyone at the bar with delicious no- and low-alcohol drinks” — and he brings his bartender’s sensibility to creating products that people love. In this episode, he tells us why the days of the mocktail are well and truly over, and why so many no- and low-alcohol products fail to catch fire. He also reveals the four elements that are needed to create a truly satisfying substitute for alcohol. Best of all, he tells us where to find the biggest opportunities in this space, including for wine companies. Listen along as we follow the money through the no- and low-space. Stay tuned for our next episode as well! Episode 3 drops October 18, 2023 Business of Drinks is more than a podcast — we’re also a strategic content consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy About Felicity Carter, host: Felicity Carter is co-founder of Business of Drinks, a podcast and content consultancy. Also the Editorial Director of Areni Global, the London-based fine wine think tank, she was previously Editor-in-Chief of Meininger’s Wine Business International, a trade magazine she built into a global must-read, with subscribers
S2 Enull · Tue, April 16, 2024
10: Where Have All the Young Drinkers Gone? - Business of Drinks
Everyone who works beverage alcohol right now is asking just one question: “ Where have all the young drinkers gone? ” Not only are young people, both GenZs and Millennials, drinking less alcohol, but a significant number aren’t drinking any alcohol at all. According to Google, 41% of GenZers don’t touch alcohol, while the number of college-aged Americans who are teetotal has risen to a whopping 28%. What’s going on? Is this a generational blip — or a permanent change? This season on Business of Drinks, hosts Erica Duecy and Felicity Carter explore these questions from every angle. We’re also going to seek out bright spots and opportunities — and of course, we’ll look for the money to be made in this rapidly evolving segment. We also commissioned ground-breaking, original market research to give a nuanced, 360-degree picture of the issue. Trust us, it’s a FOMO inducer! Stay tuned for our next episode as well! Episode 2 drops October 4th, 2023 Business of Drinks is more than a podcast — we’re also a strategic content consultancy for drinks brands and platforms. Learn more about us at Businessofdrinks.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy About Felicity Carter, host: Felicity Carter is co-founder of Business of Drinks, a podcast and content consultancy. Also the Editorial Director of Areni Global, the London-based fine wine think tank, she was previously Editor-in-Chief of Meininger’s Wine Business International, a trade magazine she built into a global must-read, with subscribers in 38 countries. She is a regular media commentator, appearing on platforms as diverse as CNN, France24 and the New York Times, and has consulted to New Zealand Wine and the Dutch government. Felicity is an international wine judge as well as a regular k
S2 Enull · Tue, April 16, 2024
Season 2 Preview: Where Have All the Young Drinkers Gone? - Business of Drinks
Welcome to Season 2 of the Business of Drinks! This season, we ask the biggest question on everyone's mind: “Where have all the young wine drinkers gone?” Are millennials and Gen Z really drinking less alcohol? And if so, why? And what are they drinking instead? We're embarking on a wide-ranging quest to understand millennial and Gen Z drinking behavior. We'll be talking with researchers and experts from the drinks industry and beyond, and we even commissioned our own study on this topic! Tune in for Episode 1, coming up on Wednesday, September 20th About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ https://twitter.com/ericaduecy About Felicity Carter, host: Felicity Carter is a well-known journalist and editor based in Europe. She is co-founder of Business of Drinks, the Editorial Director of ARENI Global in London, International Editor of Star Wine List in Sweden, and a contributing editor to The New Wine Review. Formerly, she was founding Executive Editor for The Drop, and Editor-in-Chief of Meininger’s Wine Business International, a trade magazine she built into a global must-read, with subscribers in 38 countries. She has consulted to the Dutch government and to Liv-ex, and been the keynote speaker at the wine industry’s biggest conferences and events, from New York and Sydney to Hong Kong. To learn more about Felicity Carter: https://twitter.com/felicitycarter https://www.linkedin.com/in/felicity-carter-a5754380/ https://www.instagram.com/carter.felicity/ https://www.facebook.com/felicity.carter.104/ Cheers!
S1 E9 · Tue, April 16, 2024
09: Christy Frank on the Future of Hamlet Hound - Business of Drinks
Welcome to Episode 9 of the Business of Drinks podcast, our Season 1 Finale. We are joined once more by Hamlet Hound founder, Christy Frank. She’s been listening to all our interviews with experts, all of whom had great advice on how to build and grow a successful drinks business. Did she agree with any of it? And what did we learn along the way? Were we successful in our mission to show how a startup can go from idea to national distribution? Tune in and then let us know! Stay tuned for the key takeaways at the end of the interview as well as a sneak peak into what Season 2 will bring! And be the first to know about the insights, data and stories that we’ve captured ― sign up for our shiny new (and free) newsletter here . Show concept: This season, we followed a canned cocktail line called Hamlet Hound from launch to growth. Along the way, we interviewed key experts and asked them how a startup can go from idea to national distribution. We’ve found that people (and brands) don't like to talk about how they become profitable, so we pulled the band-aid off and delved into actual dollars and cents. Want to know how to build a successful alcohol brand? Tune in to all the episodes we released in this season! About Christy Frank, guest: Christy Frank is the Founder of Hamlet Hound, a line of canned cocktails. She has over 20 years of experience in business and the drinks world. She worked for many years as a brand manager at Moet Hennessy, overseeing both spirits and wine brands. She has founded two retail wine shops, including Copake Wine Works in Copake, New York, which she opened in 2015 with her husband Yannai Frank. Her original retail shop, Frankly Wines in New York City — which she launched in 2007 and sold 10 years later — was often touted as one of the top small wine shops in the country. Learn more about Hamlet Hound: https://hamlet-hound.com/ https://www.instagram.com/hamlet_hound/ About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: <a href="https://www.instagram.com/ericadue
S1 E8 · Tue, April 16, 2024
08: Drinks M&A with Andrew Merinoff - Business of Drinks
Welcome, thirsty listener, to Episode 8 of the Business of Drinks podcast. Today’s show is called “Drinks M&A”, with guest Andrew Merinoff, the founder of DisPact Ventures, and co-founder of Chinola Passion Fruit Liqueur. Tune in as Merinoff identifies current drinks trends and shares some of the most effective ways to roll out, develop and market a brand. He also reveals where in the US are the best places to grow a company, especially those with an eye on future mergers and acquisitions, and how investors evaluate a company. This episode is packed full of value-add insights. Let’s go! Show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents. You’ll get an inside look at what works, and what doesn’t. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Andrew Merinoff, guest: Andrew Merinoff has spent his career as a growth strategist and brand developer. Merinoff’s extensive experience spans multiple sectors and industries, most notably in F&B, Wine & Spirits, Hospitality, Investing, and Marketing. His company DisPact Ventures began in 2015. It started off as a small fund to assist his close friends and confidants, it eventually grew into a 16 venture portfolio. DisPact’s co-investors include giants such as AMEX, Amazon Ventures, MGM Grand, Comcast Ventures, and many others. Merinoff has made several notable investments such as in Chinola Passion Fruit Liqueur (a company which he co-founded), a rum called Coconut Cartel in Guatemala, a distillery in Copenhagen run by two Ex-Noma founders, a brand development distillery and innovation lab in Long Island, as well as an RTD, called The Long Drink, and many more. Learn more about Andrew Merinoff: https://www.linkedin.com/in/andrew-merinoff-95ab7959/ https://www.dispactventures.com/about-us https://chinola.com/ https://www.instagram.com/chinola/ About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awa
S1 E7 · Tue, April 16, 2024
07: Beverage Alcohol Sales Strategies with Brian Rosen - Business of Drinks
On today's episode, we speak with Brian Rosen, the Founder at Growth Beverage and BevStrat LLC. Rosen’s BevStrat advocates for smaller brands, helping them grow and thrive, and as such, he has a deep understanding as to why brands become successful when they do; the top mistakes brands make, and how much it costs to hire a boots-on-the-ground sales-force vs. what a brand will spend slogging it out on their own. Rosen divulges brands he thinks will work and those that won’t, also unpacking “flex” purchases, and the psychology around luxury brand sales and obscure passion projects. Show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents. You’ll get an inside look at what works, and what doesn’t. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Brian Rosen, guest: Brian Rosen is the Founder of Growth Beverage and BevStrat LLC. He has an Executive Leadership degree from the University of Chicago, Booth School of Business’ MBA program and a degree in marketing and finance from DePaul University. Globally regarded as a leading authority in the three-tier system, retail, off premise, marketing, and go to market strategy in the alcohol beverage space, Rosen was CEO of his own 100M-retail liquor enterprise, a partner at PricewaterhouseCoopers in alcohol beverages, and lead consultant in Trade Marketing at Anheuser-Busch. Today BevStrat is America’s leading brand sales and marketing arm for brands under 100,000 cases in the market, operating in 7+ states. Rosen is also General Partner at InvestBev with nearly $250M under management for alcohol beverage investing, he is general Partner of Algoma Capital, lending $100M into distilleries and for barrel aging, and he is Founder of Sprout Beverage, the largest Alc Bev brand incubation eco system in the US. Learn more about Brian Rosen: linkedin.com/in/briandavidrosen bevstrat.com investbev.com About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-c
S1 E6 · Tue, April 16, 2024
06: Brand Accelerators with Scott Rosenbaum - Business of Drinks
Welcome, thirsty listener. This is episode 6 of the Business of Drinks podcast. Today’s show is called “Brand Accelerators” and in this episode, we sit down with Scott Rosenbaum, the Search Manager for Distill Ventures, North America. Scott likens his role to a talent scout for booze, where he goes searching for brands with the potential to break out. In this conversation Scott defines what a drinks accelerator does, outlining the difference between how an accelerator can help your brand grow vs. what an investment giant like Diageo is looking to achieve. He also explains what a brand accelerator will look for when considering new clients, and discusses the trends happening in today’s drinks business market. Show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents. You’ll get an inside look at what works, and what doesn’t. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Scott Rosenbaum, guest: Scott Rosenbaum is the Search Manager for Distill Ventures, North America. Distill Ventures provides investment and support for spirits startups and entrepreneurs who want to create the global drinks brands of the future. Scott was previously the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor. While there, he created their craft spirits portfolio which represented over two dozen brands including La Gritona Tequila, Wigle Whiskey, Lágrimas de Dolores Mezcal, Far North Spirits, and Arette Tequila. Learn more about Scott Rosenbaum: https://internationalwinecenter.com/instructor/scott-rosenbaum/ https://www.linkedin.com/in/scott-m-rosenbaum/ ahsoinsights.com https://www.distillventures.com/ https://twitter.com/distillventures About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Rando
Tue, April 16, 2024
05: Finding Funding with Taylor Foxman - Business of Drinks
Welcome, thirsty listener. This is episode 5 of the Business of Drinks podcast. Today’s show is called “Finding Funding” and in this episode, we sit down with Taylor Foxman, The Industry Collective founder and CEO to talk all about where to find investment cash when starting a drinks brand. Taylor talks about all the ways you can raise capital, from angel investors, shared sales services, accelerators and family offices, to private equity partners. Show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents! You’ll get the real scoop on what works, and what doesn’t. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Taylor Foxman, guest: Taylor Foxman is the founder and CEO of The Industry Collective . Her background is in communications, where she’s worked with more than 70 global wine, beer and spirit brands such as Pernod Ricard North America, Gruppo Campari, Patrón Spirits Company, Stoli Group, Jägermeister, Boston Beer Company, BANFI Wines and many more. Taylor currently acts as the Vice President of Communications and Experiences for Parallel, one of the leading privately-owned cannabis companies in the United States. In addition to all this she was also awarded PRWeek 40 Under 40 and Brand Innovator of the Year’s 40 Under 40, Brand Innovators of the Year. And she’s parlayed all this experience into advising venture capital funds on investing in beverage alcohol. Learn more about Taylor Foxman: theindustrycollective.org https://www.linkedin.com/in/taylor-foxman/ https://www.instagram.com/taylorfoxman/?hl=en https://twitter.com/taylorshocks About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. </p
S1 E4 · Tue, April 16, 2024
04: Woody Hambrecht of Haus on What Went Wrong - Business of Drinks
In this episode, we sit down with Woody Hambrecht, co-founder of the DTC aperitif brand Haus, which spectacularly crashed in the summer of 2022, after its lead investor, Constellation Brands, reportedly pulled out of a $10 million Series A raise at the last minute. If you need a refresher, Haus was a drinks industry darling that raised — and burned through — $17 million in its 3-year run. During that time, the company also saw considerable success, selling more than $10 million in product. In a candid conversation, Hambrecht shares what went wrong at Haus, from growing its team too quickly to skyrocketing customer acquisition costs. It's a cautionary tale for any drinks entrepreneur. But don't count him out just yet: Hambrecht discusses how learnings from Haus's fall are fueling his new companies, including Ami Ami, a boxed wine business that just launched. He's even procured outside funding in a challenging economic climate. Hambrecht's take on the state of bev-alc investment reveals astute insights that will benefit any drinks business. This season’s show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. Along the way, we’ll interview key experts just like today’s guest, Woody Hambrecht, asking them how a startup can go from idea to national distribution, finding out what works and what doesn’t. Want to know how to build a successful alcohol brand? Stay tuned as we investigate! About Woody Hambrecht, guest: Woody Hambrecht is a third-generation winemaker and organic grape farmer based in Sonoma County's Healdsburg, California. In 2018, Hambrecht launched Haus as co-founder, upending the DTC alcohol industry with a stylish, low-ABV aperitif that quickly became one of the most recognized beverages on the market. Now with Ami Ami, Hambrecht, together with his co-founder Ross Dawkins, have set out to innovate in the boxed wine category. Learn more about Woody Hambrecht: https://www.ami-ami.vin/ https://www.instagram.com/woodyhambrecht/ https://www.linkedin.com/in/woody-hambrecht-66b923a0 About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-li
S1 E3 · Tue, April 16, 2024
03: The Real Scoop on Startup Expenses with Christy Frank - Business of Drinks
Welcome, thirsty listener. This is episode 3 of the Business of Drinks podcast. In this episode, we are joined once again by Hamlet Hound founder, Christy Frank, to talk all about money. Money is a topic often seen as taboo, yet it is fundamental when going about establishing a drinks business in today’s market. The good news is, starting-up might not be as expensive as you might think. In this episode we cover a whole host of topics, so if you are interested in knowing more about how to scale your business, understanding direct to consumer sales, establishing your markups and profit margins, working with a distributor and why you might want to do that…then listen up, because this pod is filled with liquid gold! Show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. Along the way, we’ll interview key experts and ask them how a startup can go from idea to national distribution. But back to the money. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents which you will discover in this episode! You’ll get the real scoop on what works, and what doesn’t. We’ll also be looking at funding models, from venture capital and drinks incubators to bootstrapping your way to success. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Christy Frank, guest: Christy Frank is the Founder of Hamlet Hound, a line of canned cocktails. She has over 20 years of experience in business and the drinks world. She worked for many years as a brand manager at Moet Hennessy, overseeing both spirits and wine brands. She has founded two retail wine shops, including Copake Wine Works in Copake, New York, which she opened in 2015 with her husband Yannai Frank. Her original retail shop, Frankly Wines in New York City — which she launched in 2007 and sold 10 years later. Frank has also worked as a marketing officer at Wine Australia, among other roles. Learn more about Hamlet Hound: https://hamlet-hound.com/ https://www.instagram.com/hamlet_hound/ About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and content strategists. She has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn
S1 E2 · Tue, April 16, 2024
02: Legal Lingo (or How to Not Get Screwed) with Ryan Malkin - Business of Drinks
In this episode, we sit down with Ryan Malkin, attorney and sage advisor when it comes to setting up a drinks business. Not only is Ryan in-the-know in terms of what is going on in today’s drinks world, he understands the path that budding drinks entrepreneurs need to follow in order to avoid pitfalls. Even more interesting are his thoughts on how much it will cost to fulfill your drinks business aspirations. You might be pleasantly surprised to find out that you don’t need a large (or even a small) fortune to make your drinks business a reality. This season’s show concept: This season, we’re following a canned cocktail line called Hamlet Hound, from launch to growth. Along the way, we’ll interview key experts just like today’s guest, Ryan Malkin and ask them how a startup can go from idea to national distribution. You’ll get the real scoop on what works, and what doesn’t. We’ll also be looking at funding models, from venture capital and drinks incubators to bootstrapping your way to success. Want to know how to build a successful alcohol brand? Stay tuned as we investigate! About Ryan Malkin, guest: Ryan Malkin is founder and principal attorney of Malkin Law, PA, a firm focusing on alcohol beverage and cannabis law. Ryan has extensive experience giving advice to suppliers, wholesalers, retailers, agencies, and third parties within these regulated industries. Ryan is a regular contributor to Craft Spirits Magazine , Artisan Spirit, VinePair and SevenFiftyDaily . Malkin Law is also counsel to the American Craft Spirits Association, Florida Craft Spirits Association and Cannabis Beverage Association . Ryan was named one of Wine Enthusiast magazine’s 2022 “Future 40” and Imbibe 75 as one of the most influential people in the alcohol beverage industry. Learn more about Malkin Law PA: https://malkinlawfirm.com/ https://www.instagram.com/malkinlaw/ https://twitter.com/malkinlaw https://www.linkedin.com/in/malkinlaw?trk=hp-identity-name https://www.facebook.com/malkinlaw About Erica Duecy, host: Erica Duecy is co-founder of Business of Drinks, a podcast and content consultancy, and one of the drinks industry’s most accomplished digital and conten
S1 E1 · Tue, April 16, 2024
01: How to Launch a Drinks Startup with Christy Frank - Business of Drinks
In this episode, we establish the roots of Hamlet Hound; introduce Christy Frank, founder of the company, and find out how she came up with the idea to start her line of spirits-based canned cocktails. We also learn about some of the problems Christy faced as she developed the product, key details about her marketing strategy, and the process behind creating cocktails that work in a canned format. Join us as we begin our investigation of what it takes to start and run a real drinks business. This season, we’re going to follow a canned cocktail line called Hamlet Hound, from launch to growth. Along the way, we’ll interview key experts and ask them how a startup can go from idea to national distribution. But back to the money. We’ve found that people (and brands) don't like to talk about how they become profitable, so we’re pulling the band-aid off and delving into actual dollars and cents. You’ll get the real scoop on what works, and what doesn’t. We’ll also be looking at funding models, from venture capital and drinks incubators to bootstrapping your way to success. Want to know how to build a successful alcohol brand? Tune in as we investigate! About Christy Frank, guest: Christy Frank is the Founder of Hamlet Hound, a line of canned cocktails. She has over 20 years of experience in business and the drinks world. She worked for many years as a brand manager at Moet Hennessy, overseeing both spirits and wine brands. She has founded two retail wine shops, including Copake Wine Works in Copake, New York, which she opened in 2015 with her husband Yannai Frank. Her original retail shop, Frankly Wines in New York City — which she launched in 2007 and sold 10 years later — was often touted as one of the top small wine shops in the country. Frank has also worked as a marketing officer at Wine Australia, among other roles. Learn more about Hamlet Hound: https://hamlet-hound.com/ https://www.instagram.com/hamlet_hound/ About Erica Duecy, host: Erica Duecy is one of the drinks industry’s most accomplished digital and content strategists. As a consultant, she has built publishing and marketing programs for Drizly, Union, and other hospitality and drinks tech companies. Previously, she was Chief Content Officer for the wine-discovery platform Pix, and Editor in Chief for the wine/spirits publications VinePair and SevenFifty Daily. She also has led digital editorial teams at Architectural Digest and Saveur magazines. Her content, podcast, and video programs have won more than 40 digital and editorial awards. She is a WSET Advanced-certified wine and spirits communicator, and author of the cocktail book Storied Sips (Random House), about the real-life stories behind the world’s most famous cocktails. To learn more about Erica Duecy: https://www.instagram.com/ericaduecy/ https://www.linkedin.com/in/erica-duecy-4a35844/ About Felicity C
Trailer · Wed, March 01, 2023
Introducing Business of Drinks - Trailer
Welcome to the Business of Drinks, where we go behind the bottle, interviewing beverage innovators and icons about how they built their businesses. We take a data-driven approach, analyzing the brands, products, and categories that get customers and consumers excited. And we cover many drinks categories — from wine, beer, and spirits to non-alcohol drinks — as well as THC, adaptogen, and functional beverages. So whether you’re working in drinks — or just interested in the stories behind your favorite brands — join us each week as we explore how companies are unlocking growth at every stage in the game. Thanks for joining us, and let’s dive in. Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies. LinkedIn Instagram @ericaduecy Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as North America Search Manager at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor. LinkedIn Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor. LinkedIn Instagram @borkaline
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