Podcasts about vinepair

With recent doomerism about the most popular red grape variety in the world, Adam, Joanna, and Zach take stock of Cabernet Sauvignon - is it in fact going through a bit of an identity crisis, or does its continued status as a red wine behemoth belie those concerns? Additionally, can producers and regions that built their success on the backs of a bold, ripe, assertive style of Cabernet actually pivot to more restrained, lighter styles, or will they make everyone unhappy. Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is reading: The 25 Best Scotch Whiskies for 2026Joanna is reading: VinePair's 2026 Next Wave Award FinalistsAdam is reading: Parker's Heritage Is One of the Most Compelling Lines in Whiskey. What's Next for the Label?Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

You're paying for tastings, winning placements, and sending teams into the field. But can you tell which of those investments are actually driving sales?For too many drinks companies, the answer is no. The relevant data is buried in spreadsheets, email chains, and program recaps that arrive months after the money is spent.In this sponsored episode of Business of Drinks, Erica Duecy sits down with Ian Ferguson, CEO of PIÑATA, to explore how brands can connect what happens in the field to the numbers that guide their next investment.The conversation grew out of our interview with Saint Spritz's Ben Patton, who revealed that the brand uses PIÑATA to manage its nationwide team of roughly 100 brand ambassadors. But the opportunity extends well beyond scheduling tastings: It's about helping sales, marketing, distributors, and agencies act on the same information.One example: Ian says PIÑATA has seen sell-through nearly double when in-store activations were backed by an end cap display. Yet the teams booking tastings often don't know where those displays are happening. PIÑATA helps surface those details across teams and agencies. We dig into:Why sampling ROI can be misleading: A tasting that helps win an opening order serves a different purpose from one supporting inventory already on the shelf. Measuring them the same way can lead to the wrong conclusions.What happens after a national account win: How to turn an authorization into actual placements, communicate expectations to distributors, and spot gaps in execution.How to measure trade relationships: Connecting bartender engagement and event guest lists to account performance over time.Where lean teams waste resources: From tastings at stores with no inventory to multiple people calling on the same accounts while others go unsupported.What emerging brands need to prove next: Working backward from a buyer or distributor meeting to capture the evidence that will help open doors.For anyone trying to make a limited commercial budget work harder, this conversation gets specific about where to start. For more information, visit www.gopinata.comFor the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Bizzy Coffee has grown revenue 175% over the past three years, crossing $50 million in annual revenue, producing more than 1 million bottles a month, and reaching 12,000+ stores nationwide.But the playbook behind that growth is surprisingly unglamorous.In this episode of Business of Drinks, we talk with Alex French, Co-Founder and CEO of Bizzy Coffee, about how the company built scale by obsessing over product-market fit, pricing, repeat purchase, velocity, and distribution.One of Bizzy's biggest breakthroughs came from a conversation Alex had while personally sampling coffee in a grocery store. A customer loved Bizzy's cold brew concentrate -- but didn't realize she was supposed to dilute it. That interaction helped inspire a major pivot toward the lower-priced, 48-ounce ready-to-drink format that now anchors the business.Rather than chase the single-serve cans dominating beverage innovation, Bizzy focused on becoming what Alex calls “the pot of coffee of the next generation” -- an affordable, customizable cold brew designed primarily for consumption at home.Alex also explains why price promotion has become one of Bizzy's most important customer-acquisition tools. The strategy: Use pricing and packaging to drive trial, deliver a product people love, and turn that first purchase into repeat velocity. Bizzy is now increasing velocities even as it adds distribution -- with Alex estimating the brand still has roughly twice its current store base left to pursue.We also get into:• How Amazon became both a sales channel and consumer-insights engine• Why Bizzy brought manufacturing in-house -- and the risks of doing it yourself• How the company finally reached profitability in 2024, then faced soaring coffee costs and tariffs• The operational push that ultimately improved extraction yields by roughly 33%• Why Alex sees greater opportunity in format innovation than another new flavor• How Amazon search behavior helped inspire Bizzy's new double espresso shotsIt's a candid look at what scaling a beverage business really requires -- and why sustainable growth often comes down to getting the fundamentals right, over and over again.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

The best investors aren't just just identifying great brands. They're identifying shifts in consumer behavior before everyone else sees them.That's the approach Jeff Cantalupo, Founder and Managing Partner of Listen Ventures, has taken throughout his career — from a decade in brand strategy at Leo Burnett to investing in companies including Angel's Envy, Go Brewing, Delta Beverage, and Magic Cactus.Listen starts with the consumer. The firm conducts its own research — from ethnographies and interviews to literal tours of consumers' fridges and freezers — looking for changes in behavior that could create the next big category or brand.One shift Jeff is particularly bullish on is “vice wellness.”Historically, some of the strongest consumer businesses have been built around ritual, identity, and repeat behavior. Now, as wellness becomes increasingly important to consumers, Jeff sees opportunity in products that combine those powerful behaviors with “wellness permission.”In drinks, that's helping fuel what Listen calls the “social beverage” — from non-alcoholic beer to hemp-derived THC and other functional beverages. The thesis isn't that alcohol is disappearing. It's that consumers are becoming more intentional about what they drink for different occasions — and that's creating space for entirely new choices.In this episode, we dig into:• The three types of innovation Jeff looks for: Product, business model, and brand narrative• Why repeat purchase, CAC payback, margins, and unit economics matter more than hype• Why omnichannel capabilities have become table stakes for beverage brands• What Listen saw in Go Brewing, Delta Beverage, and Magic Cactus• Why vertical integration can sometimes create a competitive advantage• What made Angel's Envy investable — and why timing was critical to its success• Why a great consumer business isn't necessarily a venture-backable business• How founders can conduct meaningful consumer research without a big budgetPlus, Jeff shares one deceptively simple branding question he teaches at Northwestern's Kellogg School of Management: What business are you actually in?You may sell beer, tequila, or THC seltzer. But the brands that break through often own something bigger — an occasion, a feeling, or a consumer need.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Inspired by a couple of recent pieces about restaurant green and red flags, Joanna and Zach are joined by VinePair contributor Dave Foss to discuss some of their red and green flags on restaurant menus and when they sit down to dine. From a cohesive menu to considered pricing to...soup (?), what are the signs that you're in the right (or wrong) spot? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Dave is drinking: Bodgeas Los Bermejos Listan RosadoZach is drinking: Pink Squirrel at At RandomJoanna is drinking: Heidi Schröck & Söhne BeerenausleseInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

Gratsi's boxed-wine business began as a pandemic pivot. It became the foundation for one of the category's most notable growth stories.After selling more than 375K 9L case equivalents last year, the company expects to grow 30%+ this year to exceed 500K cases — driven by subscriptions, repeat purchases, and a carefully sequenced expansion into wholesale.Founder and CEO Stephen Vlahos originally launched Gratsi in a half-bottle format designed for casual bars and restaurants. When COVID shut down most of those accounts, he needed a product that could work DTC. Bag-in-box was lighter and less expensive to ship, while offering consumers wine that remained fresh for weeks after opening.Rather than persuading value-oriented boxed-wine drinkers to trade up, Gratsi targeted consumers accustomed to buying $20+ bottles. It reframed the box around quality, freshness, convenience, and value, then wrapped it in a simple, Mediterranean-inspired brand that strips away much of wine's traditional complexity.That DTC foundation is now giving Gratsi an unusual advantage in wholesale. Before entering a market, the company can identify existing customers, gather store requests, and activate local demand. Once wholesale launches, retail can quickly become roughly 80% of its volume in that state — even as DTC continues to grow.In this episode, we discuss:How Gratsi grew from 2K cases to 75K cases before entering wholesaleHow it built nearly 30,000 subscribers averaging approximately three boxes per monthHow DTC data helps “warm up” a retail market before launchWhy Gratsi is building geographic density instead of pursuing national distribution all at onceWhy its lifestyle content often barely features the productWhat Stephen means by “escape competition with authenticity”For drinks entrepreneurs, Gratsi offers a compelling playbook for using DTC not as the final destination, but as the foundation for much larger retail growth.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Joanna and Zach are joined by VinePair managing editor Hannah Staab to discuss the merits and ethics of the "secret" wine list: special bottles that for one reason or another aren't listed normally, but might be available if you know the right person or ask the right question (or stalk the wine bar on Instagram). Is this a harmless and fun way to reward wine lovers and devotees, or is it yet another way to promote snobbery and elitism within wine? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: Brandy Old Fashioned (Press) at Ishnala Supper ClubJoanna is drinking: Vale of Cashmere at FOLK BrooklynHannah is drinking: Damien Guadagnolo Côtes du Jura PoulsardInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

What makes a beverage brand truly investable — and should founders be raising venture capital at all?In this episode of Business of Drinks, we sit down with Nate Cooper, founder and managing partner of Barrel Ventures, to unpack what investors are actually looking for in emerging food and beverage companies — and why building a great business and building a venture-backable business are not necessarily the same thing.Nate has been on both sides of the table: First as an operator, and now as an investor in companies including Olipop, Partake, Nowadays, and Ultra. That experience has shaped a candid view of capital, growth, and what really creates investor conviction.For beverage brands, Nate would rather see strong velocity than a huge door count. He pays close attention to repeat purchase, pricing, gross margin potential, and whether founders really know their numbers. And when it comes to financing, his advice is simple: Raise more than you think you need, spend less than you think you have — and don't assume venture is always the smartest money.We also get into the consumer shifts Nate believes could reshape beverage over the next several years. He explains what he saw in Olipop before the category existed, why non-nicotine pouches could become a major competitor to functional drinks, how wearables may be changing alcohol consumption, and why he believes hemp-derived THC beverages could become far bigger than the industry expects.Plus:Why velocity matters more than distribution aloneWhat founders need to know before pitching investorsWhy billion-dollar outcomes are far rarer than startup culture suggestsHow brands should navigate the “messy middle” of scalingWhy the next competitor to your drink may not be a beverage at allIf you're raising capital, planning to raise, or simply trying to understand how investors evaluate emerging brands, this episode is packed with practical takeaways.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Joanna and Zach are joined by VinePair spirits editor Aaron Goldfarb to discuss the rise of so-called "weird" spirits, particularly unusual or unexpected flavors in established categories like gin, vodka, and whiskey. Who is the target market for these bottles: curious consumers, bartenders, or what? Will spirits that are targeted at a very specific cocktail or food pairing find a home on back bars or is that a tough sell to bars that are used to a more DIY approach? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: 1997 Hedges Family Estate Cabernet SauvignonJoanna is drinking: Drinks Farm "Eva" White BlendAaron is drinking: Two-Step Martini at SipsInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

Mentioned in this Episode Connect with the Podcast:   Facebook: @texaswinepod   Instagram: @texaswinepod   Email: texaswinepod@gmail.com   Show notes and more: www.thisistexaswine.com   Help the Show:   Subscribe to the newsletter.   Donate virtual Texas wine or join the podcast membership at the Gold Medal, Silver Medal, or Bronze Medal Level!   Leave a review on Spotify or Apple Podcasts!   Thanks to our sponsors:   Bending Branch Winery: Contact Jen at bendingbranchwinery.com for all of your custom crush winemaking needs.   Monopole Labs: Visit TexasWinePOS.com. Winery software designed by a winery. One login. One ecosystem.   Mentioned in this Episode Jessica Dupuy for Decanter: “Texas Wine's High Plains Reckoning” Edward Deitch for VinePair: “8 of the Best Red Wines From Texas” Ray Isle for Food and Wine: “The History of American Wine in 25 Bottles” AmyBeth Wright in SevenFifty: “Why More Wineries Are Betting on High-Volume Wines” Hannah Howard for Wine Enthusiast: “The Future of American Wine Travel Is Less About Luxury and More About Ease” TEXSOM Conference is August 23–25 in Irving Jennifer Cernosek promoted to COO at Bending Branch Winery Fredericksburg Food and Wine Festival - October 22–25 Texas Wine Auction presents: Tempra Tantrum! Texas Hill Country Wineries presents: Texas Wine Month Passport! (October) Enter Rodeo Uncorked! Houston Livestock Show and Rodeo's IWC HERE Enter Vine2Wine Fort Worth Livestock Show and Rodeo's IWC HERE Featured Interview   Laura and Seth Martin of Perissos Vineyard and Winery   Soil Food Web   Demerit and Gold Star   DEMERIT: none this episode   GOLD STAR:   Reddy Vineyards' Texas wine placement at the World Cup matches held in Arlington, Texas!   Special Thanks Need lodging in Fredericksburg? Check out Cork + Cactus!   Find Cork + Cactus and many more great rentals at Heavenly Hosts.com!   Thanks to Texas Wine Lover for promotional help! For the latest information on Texas wineries and vineyards, visit Texas Wine Lover. Don't forget to download the Texas Wine Lover app too! Podcast music is by Landon Lloyd Miller. Check out this music on Spotify HERE

In this ongoing historic shift we are seeing in the VinePair tasting room, Sauvignon Blanc emerges as yet another variety in the US that offers a wider spectrum of expressions than anywhere else in the world. Hosted on Acast. See acast.com/privacy for more information.

How do you build a 100,000-case tequila brand without a big marketing budget — or, until recently, even a U.S. sales team?Arette Tequila did it largely from the bar out.The family-owned brand shipped more than 100,000 nine-liter cases in 2025, growing about 20% last year, with another 20% growth projected this year. More than 80% of its U.S. sales are still in bars and restaurants — the result of a strategy built around bartenders, independent distributors, and years of relentless market work.In this episode, we talk with Arette CEO Eduardo Orendain about what that kind of brand building actually looks like.For much of the past decade, Eduardo was essentially working the U.S. market himself, at times traveling 36 weeks a year. He joined distributor ride-alongs, went account to account, and stayed at bars through the end of the shift — listening to what bartenders and customers were actually saying.The goal was to make Arette a tequila bartenders would recommend when nobody from the company was in the room and no incentive was attached.That approach also shaped Arette's distributor strategy. Rather than moving toward the biggest national houses, the company has largely grown alongside smaller independent distributors — and has stayed with essentially the same network for more than a decade.We also get into:How Arette narrowed its business from bulk tequila, private label, and multiple brands to focus on oneWhy Eduardo believes “awareness creates trial, but quality creates loyalty”Why data is a rearview mirror — and working the market can reveal what's coming nextHow bartender demand turned Arette Fuerte from a distillery pour into a commercial productWhy smaller brands can sometimes win more distributor mindshare by choosing smaller partnersArette's next phase: building its first U.S. team and expanding beyond its on-premise strongholdThis episode is a practical look at how patient, focused, trade-led brand building can compound into meaningful scale.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

How do you know if your drinks brand is actually growing?It sounds like a simple question. But in beverage alcohol, the answer can get complicated fast.Shipments may be up because inventory moved into distribution. Revenue can rise because of a price increase even as volume declines. And a brand can add dozens of new accounts without generating enough velocity or reorders to make those placements sustainable.In this episode of Business of Drinks, we talk with Danelle Kosmal, Consultant at 3 Tier Beverages, about how to use data to understand what's really happening in your business — and distinguish true consumer traction from growth that may look better on paper than it does in the market.Danelle spent more than a decade at NielsenIQ, ultimately leading its beverage alcohol practice, and later served as VP of Research at the Beer Institute. She brings a deep understanding of the datasets available to drinks companies, as well as their limitations.She explains why no single metric tells the whole story — and why emerging brands, in particular, need to know which numbers actually matter.We get into:

Yes Way Rosé is growing while wine is shrinking.The brand closed 2025 at roughly 167,000 cases and, in the first half of 2026, grew depletions 16% over the prior year — notable performance in a market where both rosé and wine overall have been declining.So how is Yes Way Rosé taking share?In this episode, we talk with co-founder Erica Small about the playbook behind the brand's growth — and why there isn't one silver bullet. Instead, Yes Way Rosé has built momentum by combining strong national-account relationships, consistent retail execution, cultural relevance, approachable pricing, and a product that keeps consumers coming back.National accounts have become the brand's “bread and butter,” with Yes Way Rosé earning and retaining shelf space at major retailers including Target, Walmart, Publix, Albertsons, and Total Wine. But getting onto the shelf is only the beginning. Erica explains why velocity, reorders, seasonal programming, and ongoing marketing support determine whether a brand actually gets to stay there.We also get into the importance of winning the cold box, how Yes Way Rosé uses shipment, depletion, and retail data to understand brand health, and why maintaining relevance matters even after a brand reaches meaningful scale.Plus, Erica shares the unconventional story behind Yes Way Rosé's launch: She and co-founder Nikki Huganir built the lifestyle brand and community years before there was ever wine in the bottle. And when they finally launched the wine nationally in 2018, they knew the liquid had to over-deliver.For drinks entrepreneurs navigating a slower-growth market, this episode is a case study in an increasingly important reality: When the category isn't growing, the brands that outperform have to win share.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

How do you scale a THC beverage brand to 100K cases while preparing for the possibility that the category could be disrupted by federal regulation?Jason Dayton and his co-founders launched Trail Magic just 19 days after Minnesota opened the door to hemp-derived THC beverages. The brand quickly grew from one wholesaler to more than 60, reached roughly 5,000 retail doors, and closed last year at about 100,000 cases, with approximately 25% year-over-year growth.In this episode, Jason explains what enabled that early momentum and what became harder as the business expanded. He shares how Trail Magic moved from racing into every available market to launching more deliberately, supporting distributors more closely, and focusing on the accounts most likely to drive sustainable velocity.We also explore what actually works at retail. Jason discusses the importance of sampling, displays, consumer education, and consistent account follow-up, along with why Trail Magic performs best in stores where shoppers value flavor and quality rather than simply seeking the most THC for the lowest price.Jason also takes us inside the company's relationship with Target and explains what it takes to earn the trust of a major retailer in a category with significant compliance and reputational risk.With hemp-derived THC facing the possibility of a federal ban, Trail Magic is now preparing for multiple outcomes. Jason shares how the company is protecting cash, managing inventory, and diversifying beyond THC with a new line of Trail Magic Cocktails in 2.9% and 8% ABV formats.This is a candid conversation about first-mover advantage, the operational strain of rapid growth, and how to protect a brand when the rules governing its fastest-growing category may change.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Steve, Justine, Lenny, Ryan & Luke talk about Vinepair article stating there are regional styles to US Whiskey. TBD music by Kevin MacLeod (incompetech.com).   Important Links: Patreon: https://www.patreon.com/theabvnetwork Our Events Page: bourbonpalooza.com Check us out at: abvnetwork.com. The ABV Barrel Shop: abvbarrelshop.com   Join the revolution by adding #ABVNetworkCrew to your profile on social media.

Beverage alcohol is not simply in a downturn. It is undergoing a structural reset, according to Jon and Matt Moramarco of bw166.In this episode of Business of Drinks, we talk with Jon, Managing Partner of bw166, and Matt, Chief Data Scientist, about what the total market data says is really happening across wine, beer, and spirits, and what founders and operators need to do differently as a result.Their argument is that the industry can't wait for the old market to return. Demographic change, affordability pressure, health concerns, changing social occasions, and new competition for consumers' time and money are reshaping demand. The question is no longer simply, “When will the market recover?” It's, “Where is demand moving, and how should brands respond?”Jon and Matt also explain why beverage alcohol should be viewed as one market. Consumers move across categories, formats, occasions, and price points constantly. Every growth story is ultimately a fight for market share.Wine may face the biggest challenge. Since 1994, overall consumer prices have roughly doubled and median household income has risen about 2.5X. But the average price of wine has climbed about 3.4X, while Napa Cabernet pricing has risen roughly 5.7X. Premiumization created significant value, but it also made wine more expensive, complicated, and risky for new consumers to explore.In this episode, Jon and Matt unpack:• Why the current slowdown looks structural, not cyclical• Why the industry may be losing drinking occasions more than drinkers• How single-serve formats and personalization are reshaping consumption• Why health messaging has become a public-relations challenge• The difference between shipments, depletions, and scan data• Why distribution gains mean little without reorders• The “black holes” in industry data, from on-premise to private label• Which metrics belong in investor decks, buyer pitches, and founder dashboardsFor brands, the takeaway is clear: Stop chasing breadth for its own sake. Build depth where the product works, measure reorder and churn, improve the value proposition, and use data to understand what is actually happening, not just what the latest headline says.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Adam, Joanna, and Zach are joined by VinePair spirits editor Aaron Goldfarb to discuss his recent list of the best vodkas, as well as how drinkers are relating to the spirit these days. Has the rise of the Martini, and particularly the Dirty Martini, given it a new relevance? Can cocktail bars find a role for vodka beyond either the classics or the "fruity/sweet" paradigm? Are producers doing anything interesting or innovative? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: Jean-Louis Chave St. JosephJoanna is drinking: Evening Land Vineyards "Seven Springs" ChardonnayAdam is drinking: Japonaise at The Rockwell PlaceAaron is drinking: Rothaus PilsnerInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

How do you become a top RTD spritz brand without raising outside capital?That's the story behind Saint Spritz, the wine-based canned spritz brand inspired by Italian aperitivo culture. In this episode of Business of Drinks, we talk with Ben Patton, CEO and co-founder of Saint Spritz, about how the brand reached 55,000 nine-liter cases in 2025, grew triple digits, expanded into 43 states, and became the number-one RTD spritz — while remaining fully bootstrapped.For Ben, that constraint became a discipline.Without VC money or growth-fund capital, Saint Spritz had to measure every dollar, test small, kill what didn't work, and scale what did. The team couldn't afford to “buy” growth. They had to prove velocity.That mindset shaped everything: The early DTC launch through co-founder (The Bachelorette) JoJo Fletcher's audience, the move into national retail with Target, the buildout of a 100-person brand ambassador team, and the focus on turning shelf placement into repeat purchase.One of the biggest lessons? Getting on shelf is not the same as getting found.Because Saint Spritz is made with wine, retailers often place it in the wine aisle. But consumers shop it like an RTD canned cocktail — near High Noon, Surfside, White Claw, cold boxes, and grab-and-go occasions. Ben calls that problem “wine jail,” and says better placement can drive a 3x to 5x lift in velocity.In this episode, Ben breaks down:— How Saint Spritz used DTC demand as an early signal for retail— Why Target became the brand's first major national growth driver— What retailers need to see before expanding a brand nationally— How a bootstrapped team decides which marketing bets deserve money— Why Saint Spritz built its own ambassador team instead of relying only on third-party tasting companies— How in-store tastings can move five to six cases when the team is trained and incentivized properly— Why “accessible premium” works when the liquid, packaging, and occasion all line up— How the brand's non-alcoholic line quietly launched on Amazon and quickly became a major growth signal— Why cold-box placement may be the next big unlock as Saint Spritz expands through beer-distributor networksThis is a tactical episode for any drinks founder trying to scale without unlimited capital. Saint Spritz shows what happens when a brand combines a clear consumer occasion with disciplined spending, strong retail execution, and a relentless focus on velocity.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

What does it take to challenge the giants of domestic light beer?In this episode of Business of Drinks, we talk with Ari Opsahl, CEO of Tivoli Brewing and Outlaw Light, about building a new light beer brand in one of the most entrenched categories in beverage alcohol.Outlaw Light is taking aim at the biggest names in beer — Bud Light, Coors Light, Busch Light, Natty Light — with a strategy that runs counter to much of the industry's premiumization playbook. Instead of asking consumers to trade up, Ari argues that light beer needed to get back to what made the category powerful in the first place: affordability, drinkability, and mass appeal.That pricing story is at the center of Outlaw's David-and-Goliath strategy. While the macro brewers have continued to raise prices, Ari saw an opening for a brand that could deliver a quality light beer at a price that felt fair to consumers. But as he explains, competing with big beer is not just about liquid or price. It means taking on decades of distributor relationships, chain-store influence, stadium sponsorships, planogram control, and what he calls the “golden handcuffs” that protect incumbent brands.Ari also gets into the unglamorous realities of scaling fast. In just a few years, Outlaw has grown from a Colorado launch to more than 1 million case equivalents annually, with ambitions to reach roughly 3 million cases in 2026. But getting there means executing across chain resets, distributor alignment, pricing, scanning, floor displays, sampling, and field sales — the operational details that often determine whether a brand actually wins at retail.We discuss:• Why affordability can be a disruptive strategy in a category dominated by legacy brands• How Outlaw Light is trying to win without a Super Bowl-sized marketing budget• Why distributor “golden handcuffs” make challenging big beer so difficult• How chain placements only matter if the brand can execute at store level• Why Outlaw invested in field sales and sampling while many brands pulled back• Why persistence — hearing “no” again and again — may be the most important founder skill of allFor anyone building, scaling, or trying to disrupt a legacy drinks category, this episode is a sharp look at how a smaller brand can find an opening against giants — and what it really takes to turn that opening into growth.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Traditionally, summer (and the 4th of July specifically) have been opportunities for drinks brands of all kinds to (sometimes literally) wrap themselves in the American flag to move product. Yet even with the country's 250th anniversary just days away, it seems like relatively few are doing so this year. Is that because the current American political landscape is so fractious? Is patriotism and American pride at a low point, especially amongst the types of folks who tend to make that kind of decision? Adam, Joanna, and Zach discuss that, plus how that kind of branding compares to more overtly targeting one political party or movement. Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is reading: Is It Time to Retire the Oversized Steakhouse Martini?Joanna is reading: VinePair's Best New Bartenders Class of 2026Adam is reading: Why Is New York City's Hottest Cocktail Bar Serving Steak Frites?Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

For many drinks brands, distribution can feel like the big unlock. Get the right distributor. Win the right placements. Add more doors.But inside the distributor tier, the math is more complicated.In this episode of Business of Drinks, Mark Chaplin, President, Commercial Sales at Southern Glazer's Wines & Spirits, takes us inside how one of the most important companies in U.S. beverage alcohol thinks about growth, velocity, account strategy, data, and execution.Southern Glazer's is the largest wine and spirits distributor in the United States. Shanken's Market Watch estimates the company generates $25.2 billion in annual sales revenue, servicing more than 250,000 on- and off-premise accounts across 47 states.That scale makes this conversation especially useful for founders and commercial teams trying to understand what happens after a brand gets into distribution — and why more accounts do not always mean a stronger business.Mark explains why adding doors can lower sales per point of distribution, why not every placement creates the same value, and why suppliers need to think carefully about the tradeoff between expansion and velocity.We also get into the parts of distribution that are easy to underestimate:• The hidden costs of returns, wrong orders, stockouts, and poor program timing• Why trade spend gets wasted when brands are slow to decide where to focus• Why targeted “liquid to lips” often beats broad sampling for emerging brands• What makes a strong annual plan with a distributor — and why it has to start before the year begins• Why chain placements require long lead times, authorization strategy, and follow-through after the win• How the distributor salesperson's job is shifting from order-taking to consultation as data, B2B platforms, and e-commerce change the sales callWe also talk about pricing strategy, on-premise economics, convenience channel authorizations, Southern Glazer's Proof platform, and the broader changes reshaping the distributor landscape.For anyone trying to build a drinks brand inside the three-tier system, this is a practical look at how distribution really works — and what brands need to understand before they chase the next door.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Cocktails are one of the biggest opportunities in the on-premise — but also one of the hardest drinks to scale.In this sponsored episode of Business of Drinks, we talk with Chase Brooks, founder of SpeedKeg, a draft cocktail system built to help high-volume bars, restaurants, venues, clubs and stadiums serve more cocktails, faster.SpeedKeg's model is simple: the kegs come filled with the non-alcoholic ingredients for cocktails like margaritas, espresso martinis, mango daiquiris and barrel-aged tea. The operator adds the spirit they want — tequila, vodka, whiskey, rum or anything else that fits their program — then uses SpeedKeg's Kinect system to mix and prep about 160 cocktails in around five minutes.That flexibility is key. SpeedKeg isn't asking operators to give up control of their cocktail program, and it isn't asking spirits brands to step aside. Instead, Chase argues that draft cocktails can become a powerful new kind of on-premise placement — one that can help accounts move more volume while making service easier for the team behind the bar.In this episode, Chase breaks down:Why cocktail demand has outpaced the ability of many operators to serve cocktails efficientlyHow slow service can cap revenue, especially in high-volume environmentsWhy operators should think less about shaving pennies off pour cost and more about getting more drinks across the barHow SpeedKeg evolved from a ready-to-pour kegged cocktail into a more flexible B2B systemWhy letting venues choose their own spirits brand was essential to the modelHow draft lines may become an underused growth opportunity for spirits suppliersThe Gillette Stadium case study, where draft cocktails became one of the top alcohol sellers by revenue during major eventsFor drinks entrepreneurs, this is a smart look at what happens when a founder solves a real operational bottleneck — and then redesigns the business model around how the trade actually buys, sells and serves.Because in today's on-premise, the next big growth lever may not be another cocktail trend. It may be getting the drinks people already want into their hands faster.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Recorded live before an audience at Sunken Harbor Club in Brooklyn.Why This Episode MattersGage & Tollner's revival is more than a preservation story. St. John Frizell and Garrett Richard show how historic restaurants and classic cocktails can be restored, reinterpreted, and made relevant. The ConversationThe live conversation opens with Mark admitting that it took him several meetings to realize writer St. John Frizell and bartender “Sinjin” Frizell were the same person. Francis recalls Garrett recognizing The Restaurant Guys at Tales of the Cocktail, back when being recognized in public was still a notable event.From there, St. John tells the improbable story of finding Gage & Tollner's landmarked interior beneath the remains of a TGI Fridays, an Arby's, and a makeshift mall. He explains how 450 crowdfunding investors helped revive the historic Brooklyn oyster and chophouse and how the restaurant was preparing to open when COVID closed New York.Garrett traces Sunken Harbor Club from a weekly pop-up to one of the country's most distinctive cocktail bars. He explores forgotten tropical formats, historic steakhouse drinks, the challenge of creating serious non-alcoholic cocktails, and the timelessness of the Martini. The conversation also reaches Charles H. Baker Jr., his amazing life and the idea that a great drink can be built as much on story and context as on the recipe itself.Timestamps00:00 Live from Sunken Harbor Club02:00 St. John, Sinjin and a James Bond pronunciation lesson04:00 Garrett's first encounter with The Restaurant Guys05:30 The opening cocktails and Sunken Harbor's menu philosophy08:30 Gage & Tollner prepares to open as COVID closes New York11:00 How the Sunken Harbor Club began as a weekly pop-up14:00 Finding Gage & Tollner behind false walls17:00 Raising $450,000 from 450 crowdfunding investors20:00 Reconstructing forgotten cocktails and the Cross Current25:30 Historic steakhouse drinks meet tropical cocktails30:30 Why serious non-alcoholic cocktails are so difficult42:00 Martinis, Charles H. Baker and cocktails built around storiesBiosSt. John Frizell is a writer, restaurateur and co-owner of Gage & Tollner and Sunken Harbor Club in Brooklyn. His work has appeared in publications including Bon Appétit, Saveur and Punch, and he is also the founder of the acclaimed Red Hook restaurant and bar Fort Defiance and a noted authority on cocktail writer and adventurer Charles H. Baker Jr. Garrett Richard is the Chief Cocktail Officer of Sunken Harbor Club and the co-author, with Ben Schaffer, of Tropical Standard. His career includes acclaimed cocktail programs at Existing Conditions, Slowly Shirley, ZZ's Clam Bar and Exotica, and VinePair named him its 2024 Next Wave Bartender of the Year.InfoSunken Harbor ClubBrooklyn, New YorkGage & TollnerBrooklyn, New YorkTropical StandardBy Garrett Richard and Ben Schaffer Subscribe: Restaurant Guys' Regularhttps://restaurantguysregulars.buzzsprout.com/Magyar Bankhttps://www.magbank.com/Stage Left Wine Shophttps://www.stageleftwineshop.com/Our PlacesStage Left Steakhttps://www.stageleft.com/Catherine Lombardi Restauranthttps://www.catherinelombardi.com/Stage Left Wineshophttps://www.stageleftwineshop.com/Reach Out to The Guys!TheGuys@restaurantguyspodcast.com

In this episode, we talk with Ben Salisbury, Founder and President of Salisbury Creative Group, about why beverage sales needs a reset.Ben has been selling wine and spirits since 1984, with leadership roles at Fetzer, Ste. Michelle Wine Estates, Constellation Brands, and Glazer's. Today, he advises beverage companies on how to sell more effectively in a market that looks nothing like it did 10 or 15 years ago.His core argument: The old “more is more” playbook — more accounts, more markets, more points of distribution — does not work the way it used to. Distributors are overwhelmed. Buyers have more information than ever. And suppliers can no longer expect the middle tier to build demand for them.Instead, Ben makes the case for a narrower, deeper, more disciplined approach to growth. Brands need to know who their highest-value accounts really are, how those accounts make money, and what their product can do for the customer's business — whether that means driving revenue, controlling costs, or improving guest satisfaction.We also get into one of Ben's biggest themes: product knowledge is table stakes. What differentiates great salespeople now is business acumen, customer empathy, and flawless follow-up.In this episode, you'll hear why “less is more” may be the smarter growth strategy in a down market; how the supplier-distributor relationship has changed; why sales should be treated as a customer journey, not a one-time pitch; how CRM can drive trust, follow-up, and reorder velocity; and how AI can help sales teams research buyers, sharpen messaging, and make their pitches more customer-focused.Plus, we open the episode with a Bar Convent Brooklyn recap:A few things stood out this year: The energy on the floor was strong, even in a tough market. Non-alc felt much more integrated into the broader drinks conversation. And flavor and function are continuing to evolve, from yuzu everywhere to electrolyte-positioned mixers and matcha liqueur. We also talk about rum momentum, the surprising uptick in gin and vodka producers, the lighter-than-expected RTD presence, and why sessions on retail and distributor strategy felt more urgent than conversations about M&A.For founders, sales leaders, and anyone trying to grow in today's beverage market, this episode is a sharp, practical reminder: selling is no longer about pushing product. It's about creating value for the customer.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

A recent episode of the VinePair podcast, titled "Mezcal's Continued Search for Mainstream Success,” feels to me like it was riddled with inaccuracies. And for some reason, it also feels to me like it stands in stark contrast to the recently released 2025 numbers from Comercam, the largest of the bodies certifying Mezcal. So I asked one of my favorite numbers gabbers, Marissa Paragano, to gab about that in this gabfest episode of Agave Road Trip! Agave Road Trip is a critically acclaimed, award-winning podcast that helps gringx bartenders better understand agave, agave spirits, and rural Mexico. This episode is hosted by Lou Bank with special guest Marissa Paragano (AKA the eye-rolling, not-easily-offended, kind-of-5'2” Tequila Encyclopedia) of The TequiLadies Show and The Tequila That Cares Foundation. Episode Notes Marissa is a board member of Tequila That Cares, a philanthropic organization bringing positive change to the agave spirits industry! Listen to The VinePair Podcast: “Mezcal's Continued Search for Mainstream Success.” And do also check out The Cocktail College Podcast: “Mezcal's Untold Past, Soaring Present, and Fragile Future”! Read Comercam's 2026 report, covering Mezcal (and uncertified agave spirits) commercial numbers for 2025. Shout outs this episode to the national parks, Kegel pelvic-floor exercises, GameStop, Auburn, Alabama, Jelly Babies, and on-premise and off-premise popcorn sales!

How does a winery help change the way the world sees an entire country?In this episode of Business of Drinks, we talk with Christian Wylie, Managing Director of Bodega Garzón, one of the most ambitious winery projects in the world — and a case study in building belief in an unfamiliar category.Garzón is not just selling wine. It is helping create the modern market for premium Uruguayan wine.That means overcoming several layers of friction at once: a small country most consumers don't associate with fine wine, a signature red grape — Tannat — that often needs context, and a white grape, Albariño, that buyers know from Spain and Portugal, but not necessarily South America.And yet, Garzón is growing quickly.Christian walks us through how the winery scaled from 2,000 bottles to 2 million bottles in roughly a decade, expanded from one market to about 60, and grew U.S. depletions by 40% in 2025 vs. 2024. Even more surprising: Albariño has become the growth engine, with on-premise sales up 90% in the U.S.For drinks entrepreneurs, the episode is packed with lessons on category creation, premium positioning, and market-building when demand is not already waiting for you.Christian gets into:

Adam, Joanna, and Zach comment on the fact that while many publications (including VinePair) love to interview bartenders about their favorite places to drink, it's an open question as to whether that serves as good advice for the drinking public when it comes to whether they should seek those places out. While bartenders might prioritize a relaxed vibe and an industry-friendly ethos, that might not serve those seeking out the pinnacle of cocktailing. Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: Torbreck Vintners MarsanneJoanna is drinking: Grateful Dead Juicy Pale Ale from Dogfish HeadAdam is drinking: Light Cone Pilsner from Grimm Artisanal AlesInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

What makes a drinks brand truly desirable — and how do you know when it's ready to scale?In this episode of Business of Drinks, we talk with Carlos Zepeda, SVP of Strategy & Marketing - Wine & Spirits at Moët Hennessy USA. Carlos helps shape growth strategy across a portfolio that includes Belvedere, Glenmorangie, Ardbeg, Whispering Angel, Hennessy, Veuve Clicquot, Dom Pérignon, Krug, and Moët & Chandon.Carlos brings a CPG-trained lens to luxury wine and spirits, starting with what he calls “demand moments”: the role a brand plays in the consumer's life. Is it built for a country club, a dinner party, a milestone celebration, a poolside bar, a fine-dining account, or a grocery delivery add-on? That answer shapes everything — distribution, content, partnerships, pricing, and activation.The big takeaway is that desirability comes before scale. Carlos defines desirability as both emotional and behavioral. Consumers have to want the brand, feel proud to be associated with it, talk about it, buy it, and refer it to others. And there's an easy business test to measure desirability: If you have velocity without heavy discounting, that's a sign of real demand. If you need promotions to move inventory, that tells you something else.We also dig into selective distribution, and why “being available” does not mean being everywhere. Carlos explains how a brand like Whispering Angel has to show up where consumers expect it — from restaurants and hotels to Instacart and Uber Eats — while a brand like Dom Pérignon requires a much more surgical account strategy.Plus, Carlos shares how luxury experiential marketing is changing, why the old influencer-driven FOMO model feels tired, how brands should think about creator-led content, and how he uses AI as a practical “thinking partner” while keeping human judgment at the center.For emerging brands, his advice is blunt: Less is more. Pick fewer markets, fewer programs, and fewer channels. Being small is not the problem. Acting too big too soon is.This episode is a deep dive into how drinks brands earn relevance: By understanding the occasion, building desirability, choosing the right accounts, listening for consumer signals, and staying focused on where growth is really coming from.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

On this week's episode of The Wine Makers, we speak to Vine Pair's Winemaker of the year Katy Wilson. Katy is a certified bad ass in the wine industry making wine for Anaba, Reeve, Bloodroot, and her own brand LaRue Wines. Katy grew up with agriculture in her blood, farming walnuts on her family’s farm. After double majoring in Wine & Viticulture and Agricultural Business at Cal Poly, San Luis Obispo, Katy got the winemaking bug traveling the world to make wines with some of the greats. Today we talk about all things carbonic maceration. Katy has been using carbonic maceration to make fresh delicious wines for her clients for years and advised our very own Danielle Langlois with her 2025 Gamay. Katy brought some really cool carbonically made Pinot, Grenache, and Sangiovese wines for us to try, some young, and spicy, and some fresh but subdued with a bit of age. Katy also brought some bottles from her personal label LaRue.  We tasted a coastal, mouth watering, acid-driven 2021 Chardonnay from H. Klopp Vineyards and an elegant and aromatically expressive 2023 Cabernet from Bedrock Vineyards. The Cabernet is from her Charlie LeRue series, a project with her Sommelier husband, David Meneses, and named for her daughter. Katy's wines are elegant and nuanced, expressing a sense of place.  If you have the opportunity to taste any of her wines, you won’t be disappointed. One of those opportunities will be at her yearly LaRue Summer BBQ, where you can taste through her current releases and some special library wines. Get the last few tickets for Katy's Larue Summer BBQ on 8/1 at the link below. https://www.laruewines.com/product/2026-larue-summer-bbq-at-the-farmhouse Find Katy's wines at https://www.laruewines.com, anabawines.com , https://www.reevewines.com and https://www.bloodrootwines.com .  Follow her on Instagram at @laruewines. And don’t miss The Ramble, a charity event put on by Bloodroot Wines happening tonight and  tomorrow 6/5-6/6. Tickets available at https://www.bloodrootramble.com

The beverage alcohol business is in a curve.That's the phrase Matt Rice, founder and principal of Thirsty Insights, uses to describe the first half of 2026: a volatile, high-stakes moment where consolidation, consumer shifts, distributor disruption, and M&A are changing the race order in real time.In this episode, Matt joins Erica and Scott for a mid-year M&A update on the deals, category shifts, and distributor moves reshaping the drinks industry.We dig into the surge of activity across wine, spirits, RTDs, beer, and non-alc — from Gallo's move to acquire Four Roses, to Molson Coors buying Atomic Brands, to The Wine Group stepping into non-alc cocktails with Saint Agrestis' Phony Negroni line. Matt explains why buyers are still active, but far more disciplined, looking for growth vehicles, scarce assets, synergies, and route-to-market leverage.The conversation also tackles one of the biggest distributor shakeups in years: RNDC's market exits, Reyes' expansion beyond beer into wine and spirits, Martignetti's move into control states, Columbia Distributing's Oregon and Washington opportunity, and Southern Glazer's continued push into beer-aligned assets.For emerging brands, the implications are significant. Matt explains why distributor attention can materially affect performance, why smaller suppliers have to be easier to sell, and why brands now need to show up with tighter market plans, better data, clear target accounts, and a willingness to do the hand-selling themselves.We also explore why independent RTD brands like BeatBox, Surfside, and Carbliss have outpaced many incumbent launches, why “born-in-category” brands often win, and why Matt would put a hypothetical $1 million angel investment into Wine 2.0 — not because wine is winning today, but because he believes the next cycle may reward those building for where the puck is going.For drinks entrepreneurs, this episode is a masterclass in how to think about M&A, distribution, category timing, investor signals, and the strategic discipline required to survive the curve — and come out stronger on the straightaway.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineSubscribe to the Business of Drinks channel for more insights on how brands, retailers, and operators are unlocking growth across beverages. And please rate and review us. Your support helps us reach new listeners. Thank you!

Episode 579 - Dave Infante, drinks writer Episode 579 - Dave Infante, drinks writer Steal This Beer Download Happy Monday, Thieves! We're got a repeat accomplice this week in Dave Infante. Dave writes a lot about beer for VinePair and about the booze industry in general on his newsletter. We talk about donuts, New Jersey (Dave's a native), and, of course, Brew Dog's latest ploy. Tune in and let us know what you think!***As always, you can email your questions, complaints, whimpers, or whines to us at stealthisbeerpodcast@gmail.com. We read everything we get and we'll try to respond as quickly as we can. If not online, then on air. And THANKS! You can subscribe to STB on iTunes and PLEASE LEAVE US A REVIEW!!! Co-hosts: Augie Carton & John Holl Producer: Justin Kennedy Engineer: Brian Casse Music: "Abstract Concepts - What Up in the Streets" by Black Ant.

It's one of the most popular grapes on the globe, especially in the US, particularly in Northern California. We have been in a big, bold trend for years, but after tasting bottles for this year's VinePair's Best Cabernet Sauvignons of 2026, I observed a shift. Hosted on Acast. See acast.com/privacy for more information.

The first mistake many drinks brands make when entering the U.S. market? Thinking that distributor procurement is the first big step.In reality, the importer layer is more significant than many realize. It's where compliance, taxes, customs, cash flow, and route-to-market decisions collide, and where expensive missteps often trip brands up.In this episode of Business of Drinks, Scott Rosenbaum talks with Chelsea Andreozzi, founder of First Call Imports Consulting, about what it really takes to bring a wine or spirits brand into the U.S. market.Chelsea has spent 15 years across nearly every side of the bottle: Bartending, beverage directing, distilling, brand development, importing, and now consulting. Today, she helps wine and spirits brands, importers, and distributors build the systems they need to scale with more confidence.This conversation gets into the practical mechanics of importing: Federal permits, COLA approvals, FDA registrations, customs paperwork, CBMA tax credits, tariff refunds, brokers, and the details that determine whether a shipment clears smoothly or gets stuck at port.And the costs can add up quick. Chelsea has seen paperwork issues delay shipments for weeks, with fees climbing into the thousands — and in some cases, $25,000 on a single container.We also dig into why CBMA refunds can become a powerful cash-flow tool (IYKYK), what importers should be doing now to prepare for potential tariff refunds, where brokers fit into route-to-market strategy, and why self-distribution can be valuable early but rarely holds up as a long-term growth plan.The bigger lesson here is that import operations are not back-office housekeeping. For brands, they can be the difference between scaling with confidence and burning through time, money, and momentum before the first case ever sells.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Seattle's restaurant scene has seen waves of changes as the local economy, legal landscape, and consumer tastes have evolved. This week, Nick Patri fills in as host while Rachel is traveling for work, and interviews Zach Geballe, writer and podcast co-host at VinePair. Zach was previously the wine director for Tom Douglas Restaurants and spent two decades in Seattle's hospitality industry, and brings insights on the recent history and current state of Seattle's dining.Top Stories:Seattle Mariners Secret Cocktail DoorSeattle Chefs Named James Beard FinalistsJeffry's Replaces Bateau and Boat BarAre Monday Nights the New Happy Hour?About guest Zach Geballe - Podcast Host and WriterZach is the co-host of the VinePair Podcast, where he covers the drinks industry with an eye towards trends, business insights, and the challenges and opportunities facing the industry.Previously, he was the wine director for Tom Douglas Restaurants in Seattle and spent two decades in Seattle's hospitality industry.On the writing side, his latest piece for Vinepair.com came out on May 18th, exploring how some wineries are rethinking the shapes of their bottles to stand out on crowded wine shelves.About guest host Nick Patri: Nick is an independent podcast and communications strategist. He works with clients to articulate the unique stories that set them apart, and optimize their content to reach audiences with podcasts, videos, newsletters, internal communications, and sincere engagement.About host Rachel Horgan:Rachel is an independent event producer, emcee and entrepreneur. She worked for the Business Journal as their Director of Events interviewing business leaders on stage before launching the weekly podcast. She earned her communication degree from the University of San Diego.Contact:Email: info@theweeklyseattle.comInstagram: @theweeklyseattleWebsite: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.theweeklyseattle.com

Control states can feel like one of the most confusing parts of the drinks business — even for experienced operators.They represent 17 states and roughly a quarter of U.S. spirits sales, but they don't all work the same way. Some states own the retail stores. Some operate through agency stores. Some act more like wholesalers. Each model changes how brands need to think about listings, pricing, store count, broker relationships, data, cash flow, and growth.In this episode, we're decoding the control state playbook with Ashley Glickman, Founder & CEO of Control States Consulting Partners. Ashley has worked across all 17 control markets, from brokerage and supplier roles to control board meetings, sales strategy, and data analysis. Today, she helps brands understand where they can win — and what they need to do before they enter.For founders and sales leaders, one of the biggest takeaways is that control states are not simply another version of open markets. You are entering a structured partnership, with defined expectations and performance metrics.Ashley explains why shipments don't equal sales in bailment states, why velocity matters more than broad distribution, and why going into too many stores too early can hurt your brand. She also breaks down how to use state-level data, prepare for a control board pitch, and follow through after getting listed.The conversation also gets into the upside. Control states can create leverage: centralized buyers, consistent pricing, statewide marketing programs, auto-replenishment, and data that helps brands make better decisions faster.If you've ever looked at terms like bailment, agency stores, listings, control boards, or special orders and wondered what they mean for your business, this episode is for you.You'll learn:- How retail, agency, and wholesale control states differ- Why velocity is the metric control boards care about most- How to avoid the cash-flow trap of bailment inventory- Why “more stores” is not always the right growth strategy- What a strong control board pitch needs to include- How brokers, suppliers, and state boards really work together- How to compete more effectively — and profitably — in control marketsFor the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Chinola Fresh Fruit Liqueurs has grown by doing something that sounds simple, but is much harder to execute: Building a brand around one very specific trade problem, then proving that solution account by account. The brand has racked up double-digit growth every year since its founding, ending 2025 at 40K cases, and projecting +37% growth in 2026 to 55K cases. But the more interesting part is how Chinola has built that momentum.Chinola didn't grow by chasing every account, every market, or every flavor trend. It grew by giving bartenders a fresh-fruit liqueur that could deliver acidity, consistency, and real fruit flavor without the operational headaches of fresh prep.That focus shaped the entire business. Chinola started with passion fruit, spent five years and 2,000 test batches getting the liquid right, and built its early momentum in the on-premise — where bartenders could understand the use case, put it on menus, and reorder. Today, roughly 60% of the brand's sales still come from on-premise, which tells you a lot about how Chinola has built its credibility.In this episode, Andrew Merinoff, Co-Founder and CEO of Chinola, breaks down what it really takes to grow inside the three-tier system. The real work happens account by account, earning menu placements, supporting the trade, following up at the right moment, and proving that the product can sell through again and again.That's why Andrew pushes back on the idea that more points of distribution automatically equal progress. Andrew says he would rather have 30 accounts that move 300 cases than 300 accounts that barely move product at all. For Chinola, the growth equation has been about volume, visibility, and velocity — and knowing which accounts can actually deliver one or more of those things.The conversation also gets into the realities of expansion. The addition of new mango and pineapple SKUs presented new challenges, with the products requiring years of development, and facing consistency and supply chain issues. Andrew discusses how the brand overcame those problems and continues to scale.For founders and sales teams, this is a useful case study in focused growth. Chinola's rise shows how a brand can use the on-premise not just for awareness, but as a proving ground — and how disciplined execution can turn a single clear use case into a scalable business.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Host Richie Tevlin and Co-Host Evan Blum talk with Dave Infante, award-winning independent journalist and one of the most distinctive voices covering the business of drinking in America. A contributing editor at VinePair and the creator of Fingers, a widely read newsletter about alcohol, labor, culture, and the politics of how and why we drink, Dave has bylines in the New York Times, The Guardian, Thrillist, PUNCH, and more. His reporting has earned multiple James Beard Foundation Awards, and Fingers has been recognized by the North American Guild of Beer Writers as one of the best newsletters in the industry.   BrewedAt's CBC Special Series, releasing a new episode every day from April 27th through May 2nd, and again from May 5th through May 9th, in celebration of the 2026 Craft Brewers Conference in Philadelphia! https://dinfontay.com/ https://vinepair.com/author/davei/ @dinfontay _____________________________________________ THANK YOU TO OUR SPONSORS!: The Beer Accountant: https://www.paddymaccpa.com/brewerysolutions Patrick McDonald Email: pmcdonald@paddymaccpa.com 267-566-4077 - Licensed CPA Norris McLaughlin P.A. https://norrismclaughlin.com/ted-zeller Ted Zeller Email: tzeller@norris-law.com (484) 765-2220 - Liquor Attorney _______________________________________ EPISODE NOTES: Mentioned Beverage Brands Stone Brewing - San Diego, CA Firestone Walker Brewing - Venice, CA Sapporo Beer Otter Creek Brewing - Middlebury, VT Labatt Brewing Co - Ontario, Canada Steel Reserve - Malt Liquor owned by Molson Coors Olde English 800 - Malt Liquor owned by Miller Anheuser-Busch InBev - World's Largest Brewer Molson Coors Beverage Miller Brewing St. Ides - Malt Liquor owned by Pabst Brewing Cobra Beer - AB InBev Brand Heineken Modelo Ballast Point Brewing - San Diego, CA Joseph Schlitz Brewing - Milwaukee, WI Mentioned People Mitch Steele - Author & Brewmaster of Abita Brewing Harry Schuhmacher - Editor & Publisher at Beer Business Daily Other Mentions Thrillist Constellation Brands Beer Business Daily College Athletic Clips Reyes Holdings  Southern Glazer's Wine and Spirits Fingers Republic National Distributing Co. What We Drank? Clean Shot IPA | 6.2% | Sabro Space Cadet Brewing Co. (Collab w/ Lost Time Brewing) _______________________________________   STAY CONNECTED: Instagram: ⁠⁠@brewedat⁠⁠ / ⁠⁠@thebrewedatpodcast⁠⁠ Tik Tok: ⁠⁠@brewedat ⁠⁠/ ⁠⁠@thebrewedatpodcast⁠⁠ YouTube: ⁠⁠@brewedat⁠⁠ / ⁠⁠@thebrewedatpodcast⁠ LinkedIn: ⁠BrewedAt Website: ⁠⁠www.brewedat.com  

In this week's episode, we're joined by Ryan Looper, Chief Growth Officer at De Maison Selections, for a tactical conversation about how to sell better in today's drinks market.Ryan has seen the business from multiple angles: restaurant service, top-performing New York sales rep, distributor leader, and now national growth strategist for a leading importer. His central thesis is this: sales are not the goal; sales are the result. The real work is building ongoing, useful dialogue with accounts.Ryan breaks down what separates average reps from the ones who consistently win placements. His advice:• Think like a buyer. Taste like a buyer. Great reps don't just taste for quality. They taste for fit: where a product belongs, what problem it solves, and which buyer will respond to it.• Track the person, not just the activity. Calls, samples, and follow-ups matter. But the real advantage comes from understanding who the buyer is, what they say they like, what they actually buy, and how they run their program.• Treat accounts like a portfolio. Ryan's advice is to keep building a diverse account base — because restaurants close, buyers move, programs shift, and placements turn over. His shorthand: “Always be opening.”• Move beyond features. Organic farming, native yeast, small production, and place-based stories may matter. But in top accounts, those cues are often table stakes. The harder question is why a product matters to this buyer, in this program, right now.• Use objections to deepen the conversation. When a buyer says they already have too much Champagne, that may be true in the moment. But it won't be true forever. Ryan explains how to keep the dialogue alive without forcing the sale.• Know when to say no. Saying yes to everything does not scale. Ryan makes the case that boundaries can build trust — and that a well-placed “no” can sometimes lead to better business.For founders trying to gain traction, distributors building stronger teams, or salespeople looking to improve their craft, this episode is packed with practical guidance on how to build better relationships, smarter account strategies, and more durable sales.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Steve, McNew, Matt M., Justine and Jeff complete a bracket challenge from a Vinepair article on the best high proof bourbon offerings. TBD music by Kevin MacLeod (incompetech.com).   Important Links: Patreon: https://www.patreon.com/theabvnetwork Our Events Page: bourbonpalooza.com Check us out at: abvnetwork.com. The ABV Barrel Shop: abvbarrelshop.com   Join the revolution by adding #ABVNetworkCrew to your profile on social media.

Joanna and Zach are joined by VinePair spirits editor Aaron Goldfarb to discuss his recently-published list of the Best Tequilas of 2026, including a growing number of bottlings proclaiming the use of tahona in the crushing process, a surprisingly strong set of reposados, and even a tequila that isn't technically a tequila. Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: Sacred Shore AlbariñoJoanna is drinking: Dry Stout from Forever BrewingAaron is drinking: House Martini at La Tête d'Or by DanielInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

In this episode, we sit down with Jesse Bongiovi, Founder of Hampton Water Wine Company and Lily Pond Group, to unpack how a brand that could have been written off as “celebrity wine” — backed by his father, Jon Bon Jovi — turned into a durable growth engine that's bucking industry trends.Hampton Water is now at ~150,000 cases globally, growing ~20% year-over-year, distributed in 60+ countries, and built on a model that looks very different from how wine brands are typically scaled. During the pandemic, it became the #1 selling rosé on Wine.com, while also building one of the largest digital footprints in the category — now the most-followed alcohol brand on TikTok (~400K+ followers), according to Bongiovi — with some ~600,000 followers across platforms.But the real story is how that growth was built — and what it indicates about how wine is actually selling today.

When Athletic hit the shelves in 2017, it proved to naysayers that you can have a non-alcoholic beer without sacrificing on taste. Dare we say, it even gave NA brews a certain cool-factor. Athletic helped kick off an NA craze that's seen more and more alcohol-free beers, botanicals and mocktails infusing beverage menus. But does the trend have staying power? Kate Bernot is a food and beverage reporter and analyst with Feel Goods Insights. Kate's covered the beer industry for Bon Appetit, The Washington Post, VinePair, and more. She'll tap into how to make a great NA brew, how Athletic changed the game, and how the industry is adapting.To learn more about Kate's work visit: www.katebernot.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What actually makes a buyer say yes?In this episode of Business of Drinks, we sit down with Erik Segelbaum, founder of Amalfi Beverage Company and creator of Certo Cocktails, to break down how sales actually happen in the drinks industry when you've been responsible for a $100M+ beverage program across nearly 50 venues, trained top-tier sommeliers, and now have your own product on the line.This is a look at selling from the buyer's seat — how decisions get made, what gets ignored, and why so many pitches never land.His starting point challenges how most people approach sales: “It is not about your product strengths. It is about understanding the buyer's needs.”From there, Erik walks through how strong reps approach accounts differently — often long before they ever introduce a product.Why top performers spend time in accounts first, observing how they operate before ever asking for a meetingHow buyers evaluate products in terms of time, revenue, and ease of execution — not just taste or storyWhy leading with discounts or accolades can weaken your position instead of strengthening itThe conversation also gets into how relationships actually work in this business. As Erik explains, a single order is one thing. Being the person a buyer calls first — and keeps coming back to — is something else entirely. That difference is what determines who gets placements, and who keeps them.Erik also pushes on how the industry thinks about pricing and profitability: “You don't put percentage points in the bank.” He explains how buyers think about total dollars, repeat orders, and turnover — and why those factors often matter more than hitting a target margin on a single sale.One of the most memorable moments comes from a stadium example. Watching a bar take minutes to produce each drink, Erik calculated how much revenue was being left behind simply due to speed of service. The gap ran into the tens of thousands of dollars over a 20-minute window. Throughout the episode, Erik returns to a simple idea: Strong salespeople make themselves useful to the buyer. “Make the case for why this makes sense for them.” Resources mentioned in the episode:Improving Revenue Through Transactional Psychology, Part 1 (p 14) Improving Revenue Through Transactional Psychology, Part 2 (p 14) Improving Revenue Through Transactional Psychology, Part 3 (p 14) Improving Revenue Through Transactional Psychology, Part 4 (p 16) Improving Revenue Through Transactional Psychology, Part 5 (p 16) Tips to Maximize the Profitability of Your By-The-Glass Program (p 20) How to Price Pours and Control Costs by The Glass (p 16)Understanding Blended Cost of Goods and Sales Frequency (p 16)For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica 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.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline 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.Caroline Lamb LinkedInInstagram @borkaline

Send us Fan MailA destination can look perfect on paper and still feel unreadable until you sit down, open the menu and watch what locals actually order. That's the lens we bring to this conversation with Emily Capiello, a travel, food, and beverage journalist whose work spans Travel + Leisure, Forbes, VinePair and more. We talk about how she went from a start in literature to a career built on reporting the intersection of travel, dining and drink culture, and why those three worlds tell the most honest story about a place. We get specific about what makes a strong travel story: the winemaker shaping regional identity, the restaurant that operates like a community living room and the cocktail traditions that carry history forward. Emily shares two standout pieces that matter to her on a personal level, including a Travel + Leisure story on widow travel groups and a Forbes story about an Oregon wine bar built as an accessible community hub. The thread running through both is the same question: can storytelling help people feel less alone and more connected to where they are? Then we zoom out to food and beverage trends that listeners can actually use, from intentional consumption and transparent sourcing to the wave of low-ABV and nonalcoholic innovation. Emily also offers a candid look at the PR side: why “trends” often show up late, what earns a response in a crowded inbox and how she decides which press trips are worth the time. You'll also hear her hot take on Michelin-star-heavy itineraries and why they can flatten a destination's real culture. If you care about travel journalism, food writing, wine trends, cocktail culture or smarter media pitching, this one will sharpen how you see the world. Subscribe, share the episode with a friend who plans trips around meals, and leave a review so more listeners can find the show.Emily's Travel + Leisure story: How Group Travel Is Changing the Way Young Widows Deal With GriefEmily's Forbes story: How One Wine Bar Is Redefining Community—And Taking Snobbery Out Of WineEmily's Substack: Gourmet Insider Emily's Instagram

Wine may be under pressure — but some brands are still growing. The question is how.In this episode of Business of Drinks, we sit down with Jeff Ngo, EVP, Chief Growth Officer at The Duckhorn Portfolio, to break down how Decoy has scaled into a multi-tier platform brand — and why it continues to gain share in a flat category.The numbers tell the story. For the 52 weeks ending January 25, 2026 (Circana):Decoy Core: ~1M cases, +4.6% volume, +3.5% dollarsDecoy Limited: ~144K cases, +24% volume, +18.7% dollarsDecoy Featherweight: ~28.6K cases, +80% volume, +74.7% dollarsImpressive results by any measure — but this isn't incremental growth. It's a case study in how to build a platform inside a mature category, with each tier playing a defined role:Core ($15–$20): Scale, consistency, and national distributionLimited ($25–$30): Premium trade-up and margin expansionFeatherweight ($20–$25): Moderation and new consumer entryJeff explains how this was built intentionally — not as SKU expansion, but as consumer-led architecture. Each line targets a distinct audience and occasion, from socially influential “tastemakers” to younger consumers seeking lower-calorie options that still deliver on taste.Key takeaways for operators:Scaling requires saying no — to discounting, SKU sprawl, and short-term volume grabs that erode brand equityAt 1M+ cases, consistency becomes the brand; sourcing, production, and execution must align across every channelPlatform thinking beats product thinking; growth comes from structure, not just innovationPremiumization still works, but only when brands clearly overdeliver on valueDistribution follows demand; brands that pull win more support than those that pushJeff also shares how private equity ownership has shifted the focus toward long-term value creation, and how cross-category learnings are shaping digital and growth strategy.For founders, this is a clear look at what changes when you move from early traction to true scale — and why most brands struggle to make that leap.For the latest updates, follow us:Business of Drinks:YouTubeLinkedInInstagram @bizofdrinksErica 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.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline 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.LinkedInInstagram @borkalineIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

What does it actually take to win — and keep — placement inside one of the largest hospitality systems in the world?In this episode, we sit down with Gary Gruver, Director of Global Beverage Strategy at Marriott International, who helps shape beverage programs across 30+ brands, 130+ countries, and a system approaching 10,000 hotels.If you've ever thought, “If we could just get into Marriott,” this conversation might change your thinking, because there is no single “Marriott.” There are fundamentally different business models — from luxury properties like Ritz-Carlton and St. Regis to high-volume select-service concepts — each with its own economics, velocity expectations, and operational constraints.And, as Gary shares, most brands underestimate what happens after placement.It turns out that getting on the menu is maybe 20% of the work. The rest is execution — distribution, inventory reliability, training, and boots-on-the-ground activation. Without that, even great liquid disappears.Key insights:

Adam, Joanna, and Zach are joined by VinePair contributing editor Dave Infante to discuss a spate of news regarding the wholesale sector, from Southern Glazer's expanding ownership of AB InBev distributorships to further moves by Reyes Beverage Group to take over states from Republic National Distributing Company. Does RBG really have interest in becoming a major player in wine distribution? Why does Southern want in on the beer and RTD business? Do we even have antitrust laws anymore? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is reading: New Report Ranks Most Popular Spirits Brands for Shots on American MenusJoanna is reading: Martini Madness 2026Adam is reading: At Banshee, Jen Murphy Goes All-In on Martinis, Guinness, and Neighborhood HospitalityInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

On the eve of St. Patrick's Day, Adam, Joanna, and Zach are joined by VinePair spirits editor Aaron Goldfarb to discuss his recent list of the 14 best Irish whiskies, as well as the state of the category as a whole. Is any spirit more dominated by the biggest brand in it more than Irish whiskey? Can distilleries interest high-end collectors in their premium Irish whiskey offerings? Please remember to subscribe to, rate, and review The VinePair Podcast on Apple Podcasts, Spotify, or wherever you get your episodes, and send any questions, comments, critiques, or suggestions to podcast@vinepair.com. Thanks for listening, and cheers!Zach is drinking: Weird Al'Gonq'ovich at AtomaJoanna is drinking: Turbo GuinnessAdam is drinking: Gibson at A Pop-Up Called PancakesAaron is drinking: Michter's "Celebration" Sour MashInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

Wendy and Rob catch up on some beer news and important lists!Vinepair's highest rated beer in each state (and DC) using BeerAdvocate's ratingsVinepair's article about cheersing with a list of equivalent sayings in other languages.Portland, OR's Shebrew beer festivalUSA Today's multiple articles - the final 20 that will be voted on for rankings:Best Beer GardenBest Beer CityBest Beer FestivalBest Beer LabelBest Brewery TourBest BrewpubBest New Brewery