Podcasts about vinepair

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.

What happens when you rebuild French wine from scratch — without appellations, without traditional grapes, and without the assumption that younger consumers care about either?In this episode, we sit down with Antonin Bonnet, co-founder of Pierre & Antonin, a fast-growing French wine brand scaling a very specific idea: Natural wine at a true mass-premium price point.The numbers and positioning are what make this story compelling. Pierre & Antonin produced ~350,000 bottles last year and is targeting ~400,000 this year, expanding across 20+ export markets. But the real unlock is how they got there — by rethinking everything from grape selection to packaging to brand storytelling.At the core is a contrarian bet: Hybrid “resistant” grape varieties. Long dismissed by the traditional wine industry, these grapes dramatically reduce vineyard inputs — less spraying, lower labor, lower cost — enabling the brand to hit a $15–$20 price point while maintaining margins.That economic model is paired with a sharp read on the consumer. Their average drinker is 26–27 years old — a cohort that prioritizes taste, price, sustainability, and story over varietal pedigree or appellation.And critically, the business is built around velocity, not tradition:Product-market fit: Pet Nat was the breakout SKU, driving ~60% of volume globallyRetail unlock: Landing Trader Joe's doubled revenue and validated U.S. national demandGo-to-market: Instagram collaborations outperform paid ads for reaching urban Gen Z consumersBrand strategy: Simplified labels and back-label education reduce friction at shelfThere's also a deeper industry question running through this conversation: Is wine overbuilt for the next generation?While the trade debates appellations and varietal purity, Pierre & Antonin is building for accessibility — in price, in messaging, and in experience. The result is a brand that's growing by aligning sustainability with economics, not just storytelling.For drinks founders, this episode is a case study in identifying white space, challenging category assumptions, and designing a business model that actually works at scale.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 raise angel capital in today's drinks market?In this episode, we sit down with Katie Dunn, Principal at Masthead Strategies and an active angel investor across consumer brands, to unpack how early-stage investors are really evaluating beverage companies right now — and where founders are getting it wrong.Today's funding climate is no doubt challenging: Capital is tighter, the category is more crowded, and raising money requires far more than a compelling story. Katie shares a clear look at what angels expect — starting with returns. TL;DR - This isn't passive money. Angel investors are underwriting for 5–10x outcomes, which means founders need a credible path to scale, strong margins, and a clear view toward exit. Katie breaks down why most early-stage drinks brands should be raising $250K–$500K to fund 12 months of runway — and tying every dollar to revenue-driving activities like inventory, sales, and market expansion. Overpaying yourself, cleaning up old debt, or raising more than you need? Those are immediate red flags.We also get into the structural mistakes that kill deals, like messy cap tables, too many small investors, and stacked SAFEs at different valuation caps. These are common in beverage — and often make brands uninvestable before they even reach scale.At the early stage, though, it's less about the liquid and more about the founder. Katie explains why she prioritizes customer obsession, category expertise, and coachability — and how she tests for it. Founders who don't deeply understand their competition, their numbers, or their path to margin expansion rarely make it through diligence.There's also an important message on product-market fit: Prove it in the market, not the deck. The brands that win are iterating quickly, listening to customers, and resisting the urge to scale into large retail before they're operationally ready.If you're raising capital — or planning to — this episode is a tactical look at how investors actually think, what they're looking for, and how to position your brand to win.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 happens when a small experimental wine project turns into one of the most recognizable brands in the grocery store?In this episode of Business of Drinks, we sit down with John Anthony Truchard, Founder and CEO of John Anthony Wine & Spirits, the company behind Butter Wines.What began as a 1,000-case experiment in 2009 has grown into a brand approaching 800,000 cases annually, with Butter itself scaling to more than $85 million in revenue. At one point, the brand controlled roughly 18% of the $15–$20 Chardonnay segment in the U.S. — an extraordinary share in a crowded category.Even more unusual: The brand achieved that scale without outside investment. Instead of venture capital, Truchard relied on bank financing, disciplined inventory management, and one “north star” signal — strong consumer pull.As he explains in this episode, aggressively scaling Butter wasn't the riskiest decision he made. It was the least risky because the wine kept selling out in the markets where it launched.We unpack how Butter found its market seam by delivering a rich, barrel-style Chardonnay at a price point between mass brands like Kendall-Jackson and premium players like Rombauer. Truchard also explains how the company engineered a premium flavor profile at scale, and how he started with small, scrappy distributors before transitioning to national distribution with Southern Glazer's and RNDC.Along the way, he shares candid lessons about growth — including the risks of locking in long-term grape contracts during boom years and how those decisions create difficult adjustments when the market softens.Finally, we discuss the company's structured approach to innovation. Instead of chasing trends, the team follows a disciplined process — evaluation, innovation, execution, iteration — and then decides whether to accelerate a product or retire it.That framework has already produced Butter Light, now one of the fastest-growing light Chardonnays, and Butter Zero, which launched with 18,000 points of distribution before its first release.For founders and operators, this episode is a masterclass in scaling a drinks brand with focus, discipline, and the confidence to double down when the market says yes.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 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.

How do large hospitality groups decide which drinks brands make it onto their menus — and which ones don't?In this episode of Business of Drinks, we sit down with Miranda Breedlove, Beverage Director for The Lifestyle Group at Hyatt, to unpack how beverage decisions actually get made inside one of the world's largest hospitality companies.Miranda oversees beverage strategy across 70+ lifestyle properties and roughly 75 venues spanning brands like Thompson Hotels, Andaz, Dream Hotels, and The Standard. Unlike many hotel groups, Hyatt's lifestyle division doesn't replicate bar concepts. Each property has its own identity and sense of place, which means beverage programs must balance national supplier partnerships with local creativity.For drinks founders, distributors, and operators, the conversation offers a rare look at how hospitality groups evaluate brands — and what it takes to scale inside those systems.• Distribution is the first gatekeeperBefore a brand can even be considered for multi-property hospitality programs, it must demonstrate reliable distribution, consistent pricing, and strong distributor coverage across markets.• Scaling usually starts with a pilotEven promising brands rarely roll out everywhere immediately. Miranda often tests new products in three to five properties across different markets before expanding further.• Local support drives successBrands gain traction when reps educate bar teams, build relationships, and actively support the account. Teams respond to people and stories — not just bottles.• National structure, local identityHyatt provides a national framework, but each property adapts its beverage program to reflect the local market and guest profile.• Experiential activations winGuest bartender takeovers, masterclasses, and other immersive experiences keep teams and guests engaged far more effectively than routine promotions.• Data is an underused advantageTools like menu matrix analysis and strong P&L literacy help operators identify which drinks truly drive profitability.If you want to understand how hospitality groups actually make beverage decisions, this episode offers a rare look behind the curtain.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!

In an era of low-and-no headlines, one contrarian wine brand leaned into flavor high ABV. It scaled to 2.5 million cases in just three years.In this episode of Business of Drinks, Erica sits down with Kaitlin Silva, Director of National Accounts at Tri-Vin Wines & Spirits, to unpack how XXL went from roughly 85,000 cases in its first year (2023) to 2.5 million cases in 2025, while much of wine was flat or declining.The story isn't just about virality; it's about execution.XXL didn't start by winning Walmart. It was built in independent markets first - including roughly 100,000 cases in Maryland and about 300,000 cases in New York in year two. Consumers were actively looking for the brand. That pull-through gave Tri-Vin leverage when approaching national chains. Kaitlin offers a rare inside look at how national accounts actually function, with two reset windows a year and six-to-eight-month feedback loops. It's a “hurry up and wait” cycle where you're pitching into fall's reset before knowing your spring results. We also discuss how data is the real language of chains. Kaitlin talks about living in SKU rankings, flavor segmentation, and state-by-state performance slicing. As she says, you may not be top 100 overall - but you might be top 5 within a specific subsegment in that region, and that's the conversation that opens doors.Perhaps most interesting for trade listeners: Velocity is currently winning over pure margin optimization. Many chains are focused on moving units and driving incremental shoppers in a value-conscious environment. XXL's ability to turn - and to bring new consumers into the wine aisle - has been central to its expansion.If you're building a beverage brand, pitching national accounts, or trying to understand where wine's real growth pockets are emerging, this episode offers perspective on how independents create momentum, how data earns scale, and why sometimes the biggest opportunity comes from zigging while everyone else zags.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!

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

What does “smart money” actually mean in beverage — especially in one of the most capital-intensive categories in CPG?In this sponsored episode, we sit down with Karen Xiang, Investment Lead at Btomorrow Ventures, the corporate venture arm backed by British American Tobacco. And we go deep into how corporate venture capital is evolving — and what it really means for founders building functional and full-size beverage brands today.Btomorrow Ventures (BTV) is not a traditional VC fund. With a £150M first fund and a newly launched £200M second fund, BTV is investing across “better brands” and “better habits” — with a particular focus in the U.S. on full-size functional beverages and functional snacks. But capital is only part of the story.Karen explains how BTV's new in-house growth platform is designed to unlock operating leverage — connecting portfolio brands to distribution pilots, commercialization support, data analytics, and internal expertise inside a global FMCG infrastructure.For founders, this episode is an insightful discussion about:•  What corporate venture capital (CVC) actually is — and how it differs from traditional VC•  What to ask before taking strategic capital•  Why beverage remains a difficult category for many VCs — and what that means for your cap table•  How to think about partnering with strategics without becoming “the last fry on the truck”Karen also offers a thoughtful framework for avoiding trend-chasing in drinks. In a world of protein pivots and format fads, she argues that fundamentals — consumer clarity, occasion ownership, distribution sequencing — still win over time.For investors, we explore how BTV thinks about co-investing rather than competing — and why having a strategic partner on the cap table can accelerate growth across the entire syndicate.If you're a founder navigating functional beverage, a co-investor evaluating corporate capital, or an operator thinking about long-term category shifts, this episode offers a rare inside look at how one of the industry's more nuanced CVC models is building in the U.S.As always, we focus on the mechanics of growth — not just the headline numbers, but how brands actually scale.Listen in for a grounded, strategic conversation about capital, distribution, and the future of value-add investing in drinks.For the latest updates, follow us:Business of Drinks: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!

What does it take to turn a 1,500-acre family orchard into the second-largest cider company in the U.S.?In this episode of Business of Drinks, Caroline sits down with Andrew Blake, Founder and CEO of Blake's Beverage Company, to unpack how a seasonal agricultural business evolved into a national beverage platform selling just over 2 million cases annually across 44 states.Blake's began with a barn renovation and a tasting room designed to smooth out harvest-driven revenue. Six months later, a distributor knocked — and Andrew had to learn distribution on the fly. The move changed the trajectory of the company, but not without cost.For founders, this is a grounded look at what scaling through the three-tier system actually requires. Andrew shares how the business was profitable in direct-to-consumer agritainment — then lost money entering distribution. The takeaway: Distribution is a long game, with upfront margin compression, trade spend, and capital intensity that many underestimate.We also dig into the mechanics of growth. Blake's expanded from a 5,000-square foot facility to a multi-plant footprint in Michigan, New York, Texas, and Oregon to de-risk apple supply and mitigate crop volatility. Today, the company manages roughly 200 distributors and nearly 200 beverage-focused employees within a broader 1,100-person enterprise.Two hero SKUs anchor the portfolio: Triple Jam (~350,000 cases projected this year) and American Apple (~300,000 cases and accelerating). Andrew's view aligns with broader data: Younger consumers are drinking less volume but seeking more flavor and impact — and cider's flavor-forward profile is resonating.Category-wise, cider still accounts for under 3% of beer share in the U.S., compared to 7–8% in more mature markets. Andrew believes there's room to expand — through premiumization on one end and new value plays, including a more aggressive push into convenience, on the other.We also explore Blake's roll-up strategy with Austin Eastciders and Avid Cider, and Andrew's caution to founders eyeing acquisitions: Cut synergy projections in half and assume everything will take longer than planned.If you're building in beverage — especially in a capital-intensive, agricultural category — this episode offers real insight on distribution strategy, capital discipline, and earning mindshare at scale.Because as Andrew puts it: There's no finish line. The job just gets bigger.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!

Steve, McNew, Justine, Luke & Jeff complete a bracket challenge from an article Steve found on Vinepair. 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.

What does it actually take to build a non-alcoholic spirit that the bar world respects?In this episode of Business of Drinks, Chris Abbott, co-founder of The Pathfinder, walks us through how the NA brand scaled to more than 20,000 nine-liter cases in 2025 — up over 80% year-over-year — by doing something many emerging brands skip: Earning credibility on-premise first.From Day One, The Pathfinder wasn't positioned around what it doesn't have. Instead, the team spent two years developing a fermented and distilled hemp-seed base, layered with 20 botanicals, so bartenders could treat it like a real spirit. Their key insight? If you want back-bar respect, build like a spirits brand — not a wellness brand.Chris shares why they went after the hardest accounts first — bars you can't buy your way into — and how landing 50 to 100 serious on-premise placements before leaning on distributors changed the entire conversation. As he observes, case studies are helpful, but visible traction in elite accounts is what turns heads inside distribution (and for consumer brand awareness).He's also transparent about what really motivates distributor partners. It's not just growth charts. It's whether reps believe they can make money selling the brand. Once that clicks, velocity follows.We talk about the unexpected upside of scarcity (including an early COVID-era stockout that created outsized buzz), why the company resisted the typical CPG urge to launch multiple SKUs too early, and how RTDs were introduced later as a smart trial and versatility play — not as a distraction from the core bottle.Retail expansion through Total Wine and Whole Foods became another proof point. When Pathfinder started selling in markets where the founders weren't personally hand-selling or training staff, that's when they knew product-market fit had moved beyond the echo chamber.At its core, this is a conversation about disciplined growth. Chris returns again and again to fundamentals: Unit economics, profitable scaling, and earning the right to expand into new states and new channels.If you're building in non-alc, spirits, THC, functional, or any emerging drinks category where credibility with the trade matters, this episode offers a replicable blueprint for how to do it — and how to scale without losing focus.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!

Joanna and Zach are joined by VinePair managing editor Hannah Staab to discuss what truly matters on a wine label. Do appellations, producers, or varieties move the needle more when it comes to sales? How important is an eye-catching design? Does anyone want ingredient labelling? 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: We Asked 19 Bartenders: What Makes a Perfect First-Date Bar?Joanna is reading: The Dolomites' Signature Cocktail Is Ready for Its Olympic MomentHannah is reading: When Did Burgundy Become Untouchable?Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair @hannahstaab_ Hosted on Acast. See acast.com/privacy for more information.

What looks like a novelty on the shelf can be a very real business when the fundamentals are right.In this episode of Business of Drinks, we sit down with John King, co-founder and owner of The Original Pickle Shot, to unpack how a bartender-born ritual turned into a nationally scaled spirits brand.The numbers tell the story. The Original Pickle Shot is now selling roughly 110K 9-liter cases annually, growing ~15% year over year, and ranks as the 10th largest flavored vodka in the U.S. — all without outside investment. What many assume is a niche product is, in reality, a high-velocity business driven by occasion, community, and repeat purchase.John walks through what product-market fit actually looked like for the brand — not hype or marketing spend, but watching depletions rise organically as consumers pulled the product through retail. Early success came off-premise first, with 50 mL bottles driving trial and 750 mLs becoming the fastest-growing format as the brand earned its place in party and tailgate occasions.For founders, this episode is a candid look at the trade-offs of staying self-funded. John shares how reinvesting every dollar back into the business forced discipline around expansion, prevented “false volume,” and slowed state rollouts until the company had the operational backbone to support them. The cost: Years of personal sacrifice and saying no to capital. The benefit: Control, speed of decision-making, and sustainable velocity.Distributors and retailers will appreciate John's clear-eyed take on partnerships — why beer vs. spirits houses matter less than alignment on expectations and margins — and how fun, irreverent brands still need hard data to win shelf space.If you're building, selling, or scaling a drinks brand and want a grounded example of how a so-called niche becomes a category leader, this conversation delivers real-world lessons.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!

According to a story in VinePair's VP Pro newsletter, quoting an article from Shanken News Daily, Don Julio in 2025 became the biggest spirits brand in the USA, measured by revenue. And this during a year when Don Julio was dragged through the mud. So, what does this tell us?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 of The Tequiladies and Tequila That Cares.Episode NotesMarissa is also a board member of Tequila That Cares, a philanthropic organization bringing positive change to the agave spirits industry!Read the full story in Shanken News Daily (which requires a subscription) and subscribe to VinePair's VP Pro newsletter (which is free).Shout outs this episode to Shawn Miller, Don Julio Tequila, Tito's Vodka, White Claw, Jose Cuervo Tequila, that UFC Cuervo ad, Tequila Patron, those Patron additive-free ads, Chava Rosales of Cascahuin, and tattoos!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What does growth actually look like inside today's liquor stores — and where is it no longer coming from?In this episode of Business of Drinks, Jon Halper, CEO and owner of Top Ten Liquors, offers a rare operator-level view into how consumer behavior is evolving across wine, spirits, beer, non-alcoholic, and THC-adjacent categories — and what those shifts mean for brands trying to win at retail.Top Ten Liquors operates 15 stores across Minnesota and generates more than $50 million in annual sales, giving Jon a front-row seat to category change at real scale. From that vantage point, he challenges a core industry assumption: That consumers shop by category. Instead, Jon sees shoppers choosing based on occasion, mood, and desired effect — and flexing between alcohol, lower-alcohol, non-alcoholic, or THC products depending on the moment.For traditional alcohol brands, Jon explains why growth is no longer reliably driven by classic trade-up behavior. Premiumization still exists, but it's uneven and episodic, while frequency and basket size are under pressure. He discusses how GLP-1 drugs are already influencing drinking behavior — particularly among higher-income, health-conscious consumers — reducing consumption occasions rather than eliminating them outright.That shift toward intentional consumption is showing up across emerging categories as well. Jon shares how format and function are becoming critical growth levers, whether that's single-serve spirits, lower-dose options, or non-alcoholic products that fit specific occasions rather than trying to replace alcohol entirely.Within THC, he offers a concrete example of how this plays out at retail: Edibles now account for nearly 25% of Top Ten's THC sales, while beverage remains the primary entry point. Importantly, he frames this not as category cannibalization, but as incremental behavior driven by use case — a pattern brands across all drinks categories should be paying attention to.For brands, distributors, and investors, Jon outlines what retail partners now expect: Smarter assortments over more SKUs, depth in fewer markets, and execution that reflects how consumers actually shop today. He also frames alcohol as a cyclical category in a slower phase, arguing that the companies who adapt during this period will be best positioned when growth returns, potentially post-2026.If you want a grounded, data-backed view of how adult beverage growth is actually being built — and constrained — at the point of sale, this episode delivers.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 @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Thank you!

Uncle Arnie's is one of the most compelling growth stories in THC beverages right now — and this episode breaks down how it actually happened.Since launching in 2020, the THC drinks brand has delivered roughly 100% growth each year, scaling from about $400K in Year 1 to more than $25M in revenue today. It's now one of the largest THC beverage brands in California, with a rapidly expanding national footprint across both regulated cannabis and hemp markets.In this episode, Theo Terris, co-founder and CEO of Uncle Arnie's, walks through how the company built momentum in a fragmented, highly regulated category — despite having no background in beverage, cannabis, or CPG. That outsider perspective shows up everywhere: From approachable branding and packaging that educates consumers, to a relentless focus on partners and execution.Theo explains why Uncle Arnie's leaned into full-flavor, familiar formats like teas, lemonades, sodas, and functional shots instead of chasing seltzer trends — and how thoughtful dose architecture (2.5mg, 5mg, 10mg) unlocked both sessionability and compliance across myriad state-by-state regulations. He also details how consumer education, including clear onset-time cues on packaging, helped reduce friction for first-time buyers and retailers alike.The conversation offers a rare, unvarnished look at what scaling actually looks like in THC beverages. Theo breaks down how Uncle Arnie's approached distribution market by market, why merchandising remains one of the category's biggest challenges, and how mature states like California and Minnesota provide a preview of where the space is headed.For investors, Theo shares how Uncle Arnie's raised capital opportunistically — recently closing a $7.5 million Series A with Mindset Capital, Delta Emerald Ventures, and strategic investor Harry Rubin of Boston Beer — and why mentorship and operational rigor mattered as much as funding. Even amid regulatory uncertainty, the brand continues to expand, landing in major retail chains and adding new points of distribution.The bigger takeaway: This isn't a hype-driven THC story. It's a grounded, data-aware discussion about building a real beverage business in a nascent and rapidly changing category.Whether you're a drinks founder, retailer, distributor, or investor tracking where the next major beverage movement is forming, this episode delivers insight into what's actually working — and what matters most when scaling in emerging categories.Don't miss our next episode, dropping on February 4.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 @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today's conversation, follow Business of Drinks wherever you're listening, and don't forget to rate and review us. Thank you!

Why would one of the most celebrated restaurants in the world — Eleven Madison Park — open a cocktail bar? Turns out the answer isn't “because they can.”In this episode, Adam sits down with EMP Beverage Director Sebastian Tollius to unpack the story behind Clemente Bar: how it came to life, what it means to build a bar through a three–Michelin-star lens, and the standards that carry over from the dining room to the glass. They also get into the relationship Tollius developed with Chef Daniel Humm — and how that partnership ultimately made the bar possible.Follow us: https://www.instagram.com/buildoutpodcastClemente Bar: https://www.instagram.com/theclementebarSebastian Tollius: https://www.instagram.com/tollius_VinePair: https://www.instagram.com/vinepairHosted by VinePair Co-Founder: https://www.instagram.com/adamteeterProduced and edited by: https://www.instagram.com/dolldoctor Hosted on Acast. See acast.com/privacy for more information.

Episode 100 is a milestone moment for Business of Drinks — and instead of looking backward, we're doing what this show has always done best: Looking ahead.In this special episode, Erica Duecy, Scott Rosenbaum, and Caroline Lamb break down the biggest drinks trends shaping 2026, using a meta-analysis of 16 leading industry trend reports. The goal isn't hype, it's pattern recognition. We're pressure-testing what's structural, what's actionable, and what actually matters for founders, operators, and drinks leaders navigating a complex market.Across the first 100 episodes, one pattern has held true: Trends only matter if they translate into execution. This conversation applies that lens to what's coming next.Here's a preview of what's to come:

Adam, Joanna, and Zach are joined by VinePair contributing editor Dave Infante to discuss his most recent reporting surrounding national wholesaler RNDC's plans to sell off their business in seven states to up-and-comer Reyes Beverage Group. Will this move potentially stanch the bleeding for RNDC, which pulled out of California entirely in 2025 and has been losing suppliers left and right, or is this a sign that even more sell-offs are in the forecast? 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!Join us for a live podcast recording at the Unified Wine & Grape Symposium in Sacramento, California on Wednesday, January 28, 2026Zach is reading: Stop Asking Your Bartender for Less Ice in Your CocktailJoanna is listening to: The Buildout Podcast: Double Chicken PleaseAdam is reading: Anheuser-Busch Is Selling Cutwater Like Crazy — and Keeping Quiet About the Viral #ChallengeInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

Nihilo is a rare creative agency in beverage that treats branding as a business discipline, not a design exercise.In this sponsored episode of Business of Drinks, co-founders Margaret Kerr-Jarrett and Emunah Winer join us to unpack their newly released 2026 New Rules Report and what it reveals about how the most effective drinks brands are actually being built right now.The New Rules Report is the centerpiece of this conversation. Based on deep discussions with founders, operators, and investors across beverage alcohol and non-alc, it offers a practical framework for understanding how brand, distribution, fundraising, and operating choices intersect. This isn't a list of trends or a lookbook. It's an operating lens for founders navigating saturation, slower capital, and changing consumer behavior.In the episode, Margaret and Emunah explain why “looking good” is now table stakes, not a growth strategy — and why clarity of perspective matters more than polish. They share why many brands are intentionally simplifying their stories instead of over-educating consumers, how packaging and distribution choices function as brand strategy, and why real-world, IRL activation is once again becoming a primary growth lever.They also break down several of the core “rules” from the 2026 report, including why one strong idea beats a complicated narrative, how contrarian positioning can unlock whitespace when categories crowd, and why profitability, production decisions, and funding paths quietly shape brand meaning just as much as marketing does.If you're a drinks founder, operator, or investor trying to understand how brands are winning in a noisy, capital-constrained environment — and how to apply those lessons to your own business — this episode offers a grounded, strategic playbook.To access the 2026 New Rules Report, visit www.newrulesbev.com.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!

Wölffer Estate Vineyard is an example of a legacy winery that has managed to stay culturally relevant and financially healthy through one of the most challenging periods in wine.The Hamptons-based, family-owned winery now produces roughly 250,000 cases annually and finished 2025 up single digits in both dollar sales and volume, outperforming much of the broader category. In this episode, CEO Max Rohn explains how Wölffer evolved from a local estate into a nationally recognized lifestyle brand — without outside capital, without chasing volume, and without abandoning quality.Key takeaways for drinks founders:

From kitchens around the world to cocktail media, why it's time to talk about cooking with boozeThe ConversationIn this episode of The Restaurant Guys Podcast, hosts Mark Pascal and Francis Schott head to Brooklyn to record at the new studio of Tim McKirdy.Tim McKirdy shares his unconventional career path, from cooking in kitchens in London and Buenos Aires to becoming an influential writer in drinks journalism at VinePair, where he hosted the popular Cocktail College podcast. The conversation dives into Tim's newest project, Sauced, a podcast he co-hosts with Sother Teague, dedicated to cooking with booze and and building cocktails that are designed for the dinner table, not just the bar.Along the way, the Guys dig into shifting restaurant culture, the evolution of kitchen environment and why food goes with drink and drink goes with food. Expect behind-the-scenes stories, practical insights, and plenty of New York City restaurant and bar recommendations from people who live this stuff daily.If you care about food media, modern mixology, or the intersection of kitchens and cocktails, this episode is a must-listen.BioTim McKirdy is a former chef turned drinks journalist and podcast host. After cooking professionally in London and Buenos Aires, he joined VinePair, where he hosted the popular Cocktail College podcast and was managing editor. He now co-hosts Sauced with Sother Teague, exploring cooking with booze & drinking with food.InfoSauced Podcast https://sauced.supercast.com/The Restaurant Guys on Cocktail Collegehttps://vinepair.com/cocktail-college/episode-200-special/Timestamps00:00 – Introduction & recording in Brooklyn02:30 – Tim McKirdy's early cooking career abroad25:20 – From chef to VinePair and Cocktail College41:48 – Launching Sauced: cooking with alcohol explained52:56 – NYC restaurant & bar recommendationsBecome a Restaurant Guys' Regular!https://www.buzzsprout.com/2401692/subscribeMagyar Bankhttps://www.magbank.com/Withum Accounting https://www.withum.com/restaurantOur Places Stage Left Steakhttps://www.stageleft.com/ Catherine Lombardi Restauranthttps://www.catherinelombardi.com/ Stage Left Wineshophttps://www.stageleftwineshop.com/ To hear more about food, wine and the finer things in life:https://www.instagram.com/restaurantguyspodcast/https://www.facebook.com/restaurantguysReach Out to The Guys!TheGuys@restaurantguyspodcast.com**Become a Restaurant Guys Regular and get two bonus episodes per month, bonus content and Regulars Only events.**Click Below!https://www.buzzsprout.com/2401692/subscribe

Greg and Sorcerer Chromaic drink and review (2:55) Bed Elf Winter's Ale from Ridgeway Brewing (Oxfordshire, England) In our Beer News (6:07), we talk about the Top 7 Beer News stories on 2025, according to Vine Pair. For our Cöld Brüe List (30:39), Sorcerer Chromatic runs down the top ten Worst Christmas movies of all time. We rate our beer on Untappd (41:45) And in our Drunken Shenanigans (44:04), we go over our Christmases.

Raising capital for a drinks brand has fundamentally changed — and Mike Solow is on the front lines of that shift.In this episode of Business of Drinks, we sit down with Mike Solow, Co-Founder & Partner at 99 Proof Partners and Cask Strength, to unpack what founders actually need to know about fundraising right now — from equity vs. debt, to diligence, to investor expectations that most founders underestimate.99 Proof is a boutique investment firm making early- and mid-stage investments in beverage alcohol, typically writing $500K–$1M checks across equity, debt, and real-estate-backed structures. Cask Strength, their venture-debt arm, focuses on flexible capital solutions — from barrel-backed lending to expansion and production financing — designed to fuel growth without choking a business's runway.Mike breaks down why equity capital has become harder to raise, why venture debt is gaining traction, and how valuation resets and shorter hold periods are reshaping the market. He explains what 99 Proof looks for in founders — experience, clarity, grit, and creativity — and why most founders still aren't prepared for today's diligence environment.We also get highly tactical: What makes a deck an automatic “yes” or “no,” why messy storytelling and lack of polish kill opportunities instantly, and how 99 Proof's publicly shared 40-plus-item diligence checklist is meant to help founders raise smarter capital — even if they never work with 99 Proof.Mike shares real examples from the portfolio, including why brands like Archer Roose stood out early, how category overlap actually works in portfolio construction, and why “five-year exits” are increasingly unrealistic for most brands today.The big takeaway: This is a tougher moment — but a healthier one. The correction is rewarding disciplined operators, clear communicators, and founders who understand how capital really works.If you're raising money, restructuring capital, or planning your next growth phase, this episode is required listening.Don't miss our next episode, dropping on January 14.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!

In another preview of VinePair's latest podcast "The Buildout," Adam sits down with Maison Premiere co-founder Joshua Boissy to discuss his early career in the hospitality industry, how he and co-founder Krystof Zizka made Maison Premiere a reality, and what it's like keeping a bar vibrant and exciting 15 years in. 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!Join us for a live podcast recording at the Unified Wine & Grape Symposium in Sacramento, California on Wednesday, January 28, 2026Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

In a yearly tradition, Adam, Joanna, and Zach are joined by members of the VinePair staff to share some of their favorite and most memorable drinking experiences in 2025. 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!Join us for a live podcast recording at the Unified Wine & Grape Symposium inSacramento, California on Wednesday, January 28, 2026Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

In an episode from VinePair's newest podcast series "The Buildout," Adam sits down with The Dead Rabbit co-founder Jack McGarry to talk about his early career as a bartender in Ireland, what brought him to New York, and how The Dead Rabbit remains a vital and vibrant part of New York's drinks scene. 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!Join us for a live podcast recording at the Unified Wine & Grape Symposium inSacramento, California on Wednesday, January 28, 2026Instagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

Adam, Joanna, and Zach discuss VinePair's Top 50 Spirits of 2025 list, and then are joined by spirits editor Aaron Goldfarb to further dive into what some of the most striking and discernable trends are in spirits, as well as to highlight a few particular bottles that are interesting, spectacular, or otherwise noteworthy. 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!Joanna is drinking: Big Table Farm Pinot NoirZach is drinking: 1985 Rocca Alfonso BarbarescoAdam is drinking: Paper Plainsman at War Eagle Supper ClubInstagram: @adamteeter, @jcsciarrino, @zgeballe, @vinepair Hosted on Acast. See acast.com/privacy for more information.

The conversation this week features Keith Beavers, Tasting Director at VinePair and host of the Wine 101 podcast. He's a self-taught wine geek who once ran the New York wine bar In Vino and co-owned Alphabet City Wine Co., and he brings that mix of curiosity and real-world experience to everything he does. Wine 101 is his way of breaking down grape varieties, regions, and technical concepts so they feel clear and approachable. He focuses on helping people understand how wines are made, why they taste the way they do, and how to navigate the world of wine without feeling overwhelmed. The discussion stretches across a wide range of topics, including standout American wines from outside California and a lively digression about “natural wine,” whatever that may mean on any given day. It's an easy, engaging conversation with someone who knows the subject inside and out, and already feels like a guest worth welcoming back the next time he's in California. [Ep 393] @vinepairkeith

For the first time, Vinepair conducted a Zinfandel Round Up for our Buy This Booze section for 2025. Getting to know this variety by tasting such a large amount from a wide spectrum of styles sparked more than a few realizations about one of our oldest Vitis Vinifera transplants. Here are some takes on a favorite grape. Hosted on Acast. See acast.com/privacy for more information.