Madre Mezcal has become one of the fastest-growing brands in the agave spirits space — and it’s done it without the deep pockets of a corporate parent. Co-founder and CEO Chris Stephenson joins Business of Drinks to unpack how an indie brand captured 11% U.S. market share in a category dominated by global strategic-backed brands like Del Maguey, Ilegal, and 400 Conejos.
Before founding Madre, Stephenson spent nearly 30 years shaping culture at MTV, Xbox, and SFX Entertainment. That experience laid the foundation for a different kind of drinks company — one built from the ground up through community, creativity, and culture.
In this episode, Chris shares how Madre:
🔶 Launched culture-first: The team spent a full year building brand identity and community before selling a single bottle — earning 15,000 Instagram followers pre-launch.
🔶 Competes on authenticity, not ad spend: Madre’s “shoe-leather marketing” includes more than 300 in-person events a year (!!) and micro-influencer partnerships that drive organic credibility rather than paid reach.
🔶 Leads on retail velocity: Madre has been #1 in retail velocity in 42 of the past 45 months, proof that brand love and turnover at shelf drive long-term health.
🔶 Expanded strategically: With a focused lineup — premium Ensamble, bar-friendly Espadín, sessionable RTDs, and an additive-free tequila — Madre built a full-funnel agave portfolio designed to bring new drinkers into the category.
🔶 Scaled smart: Now on track to sell 35,000 nine-liter cases a year, Madre’s 140-member investor base and grassroots network have fueled steady growth from independents to chains like Safeway, Kroger, and Albertsons.
Whether you’re building a craft brand or managing a multinational portfolio, this episode delivers, revealing the Madre “secret formula” of patience, strong brand identity, and sales velocity.
Last Call:
The RTD boom isn’t over — but it’s evolving fast. In our latest Last Call, Erin McVickers of 3-Tier Beverages joins us to break down new data from their “Buzz or Bust” report, which tracks how consumers are shifting across malt-, wine-, and spirits-based RTDs. Tune in for the insights!
Don’t miss our next episode, dropping on Nov. 12.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Lemon Perfect is one of the fastest-growing beverage brands in America — a zero-sugar, organic lemon water that’s redefining what “better-for-you” can mean. Since launch, the company has sold more than 150 million bottles, is pacing for $100 million in retail sales this year, and projects $160 million in 2026.
In this episode, Lemon Perfect Founder and Executive Chairman Yanni Hufnagel shares how he turned a simple ritual — morning lemon water — into a national phenomenon, and what it’s taken to scale in one of the most competitive categories in beverage. TL;DR it wasn’t easy! He talks about the moments that tested Lemon Perfect’s survival, the pivots that unlocked scale, and the mindset that turned a near-failure into a $100 million success story.
We discuss:
🔶 The near-collapse that forced a rebuild — and what “competitive stamina” really looks like when your co-packer walks away mid-production.
🔶 How a cold-chain product pivoted to shelf-stable — unlocking nationwide scale and multiplying revenue from $500K to $27M in three years.
🔶 Why velocity is the lifeblood of beverage growth — and how Lemon Perfect balances share gains and margin discipline.
🔶 How packaging drives impulse trial — and why “packaging isn’t brand,” according to Yanni’s biggest brand-building lesson.
🔶 The evolving role of influencers and celebrities — why Lemon Perfect is working with big names like Beyoncé, alongside a set of high-engagement creators.
🔶 The founder mindset required to survive — why Yanni believes perseverance and adaptability matter more than any strategy deck.
This conversation is a reality check for every drinks entrepreneur chasing scale. From early formulation to $100 million in sales, Yanni lays out a playbook built on execution, resilience, and an obsession with velocity — the unvarnished truth of what it takes to build a billion-dollar beverage brand.
Last Call:
Park Street’s 2025 midyear report tracks 80+ new product launches across spirits, wine, RTDs, and non-alc. The Business of Drinks team breaks down what’s driving innovation — from collector whiskies and celebrity RTDs to the rise of savory and NA spirits.
Link to the article: https://www.parkstreet.com/alcohol-beverages-products-brands-launched-in-2025-so-far/
Don’t miss our next episode, dropping on Nov. 5.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
How do you keep a 60-year-old wine brand growing—especially when it’s already the biggest in America? You appeal to a new generation of wine drinkers.
In this episode, we sit down with Britt West, Chief Commercial Officer at Gallo, to unpack the growth playbook behind Barefoot Wine, the country’s #1 wine brand by dollar sales.
When Gallo acquired Barefoot in 2005, it was a 600,000-case business. Today, it’s more than 14 million cases and still expanding — bringing in an estimated 2.6 million new consumers to wine last year alone.
Britt shares how Barefoot continues to unlock growth through smart innovation, consumer-driven formats, and bold marketing that meets people where they are.
We discuss:
The growth engine behind America’s biggest wine brand: How Barefoot keeps growing year after year in a flat category.
Consumer obsession as strategy: Why longtime winemaker Jen Wall’s 30-year run is built on being “intellectually curious about consumers” — not just about wine.
Format innovation that fuels recruitment: How Tetra packs, single serves, and flavored wines are attracting Gen Z and bringing new drinkers into the category.
How Barefoot wins culture: From the NFL partnership to viral campaigns like the Bandwagon Box with Donna Kelce, Britt explains how Barefoot makes wine feel right at home in football season and pop culture.
Branding lessons for every entrepreneur: Britt’s advice for founders on why packaging is your silent salesperson — and why brand relevance beats perfection in the glass.
The future of wine: Why Britt believes the current wine slowdown is cyclical, not structural — and how the industry can fight back for consumer attention (and dollars).
For any drinks entrepreneur or marketer trying to understand how legacy brands stay fresh this episode is packed with takeaways on modern brand building.
🎧 Listen now to hear how Barefoot has stayed relevant for 60 years—and what it teaches us about recruiting the next generation of wine drinkers.
Last Call:
Don’t miss our next episode, dropping on October 29th.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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 this special collaboration episode, Business of Drinks teams up with Park Street Insider host Emmett Strack to tackle one of the biggest questions in the drinks industry: How does distribution actually work — and where is it headed?
From the end of Prohibition to today’s fractured and consolidated landscape, co-hosts Erica Duecy and Scott Rosenbaum join Emmett to break down what every drinks entrepreneur needs to know about navigating the middle tier — and what the next decade might look like for beverage alcohol, non-alcohol, and THC brands alike.
Together, we explore the systems, players, and shifting power dynamics that shape whether brands scale or stall — and share the most useful lessons for anyone working to grow a drinks business today.
We discuss:
🔶 How the three-tier system came to be — and why it’s still here
Why the U.S. created this complex system after Prohibition, how it keeps alcohol markets regulated, and why it’s both a safeguard and a hurdle for modern brands.
🔶 The four major distribution models and how they differFrom national wholesalers like Southern Glazer’s and RNDC, to specialty importers, beer DSD networks such as Reyes, and control states — plus how brands can work effectively within each.
🔶 How new categories are changing the rules
Hemp-THC and adult non-alcohol brands are writing their own distribution playbooks — blending natural-food DSDs, direct shipping, and e-commerce to stay nimble.
🔶 Inside the RNDC California exitWhat happened when RNDC left the country’s biggest market, how it disrupted more than 200 brands, and what it revealed about consolidation and fragility in Tier 2.
🔶 Why more spirits and RTD brands are joining beer networksFrom Sazerac to Tito’s, brands are moving to beer distributors for better cold-chain coverage, convenience-store access, and faster retail velocity.
🔶 What distributors actually want from brands in 2025They’re looking for brands with pull — not promises. That means showing velocity, market understanding, readiness, and real partnership.
🔶 How to future-proof your route-to-market strategyThe next decade will be defined by omnichannel distribution: mixing regional and specialty wholesalers, self-distribution, and selective DTC to stay closer to the consumer.
Listen now on both Business of Drinks and Park Street Insider — and get ready to rethink your route to market.
Don’t miss our next episode, dropping on Oct. 22.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
When a 20-year-old Moscato brand suddenly becomes one of the fastest-growing wines in America, the industry takes notice.
In this episode, Bill Terlato, President and CEO of Terlato Wine Group, shares how his fourth-generation family business pulled off one of wine’s biggest rebound stories — relaunching Seven Daughters with actress Taraji P. Henson and turning it into a phenomenon with younger consumers.
According to Nielsen, Seven Daughters is now the #8 ranked Moscato in the U.S. between $9–15, with over $3.4 million in 2024 sales and on pace to hit nearly $4 million in 2025. Right now, it’s the only Top 10 Moscato showing growth across every metric — sales, velocity, and distribution.
Bill walks us through how his team — and Taraji — completely reimagined a legacy brand through bold packaging, inclusive storytelling, and a billion-impression media blitz. From 800 fans lining up at a Miami retailer to a Times Square takeover, the results speak for themselves.
But this episode isn’t just about celebrity partnerships. It’s about how to reignite growth for any brand:
🔸 Why packaging and positioning — not product — often hold brands back🔸 How to identify the “authentic overlap” between your brand and a potential partner🔸 The marketing formula that drives trial and sustained repeat purchases🔸 How “everyday luxury” wines can win over younger, wellness-minded consumers🔸 Why Bill believes wine’s future remains bright — and why cycles, not collapse, define this industry
For drinks entrepreneurs, Bill also shares advice from decades of leading one of the world’s top privately held beverage portfolios, spanning more than 85 brands across wine, spirits, and non-alc.
Last Call:
The latest Sovos ShipCompliant Mid-Year DTC Wine Shipping Report confirms what many in the industry have been sensing: the once-unstoppable DTC channel is losing momentum.
🔸 Shipments are down 12% in volume (to 2.7 million cases) and down 6% in value (to $1.7 billion) — the steepest mid-year decline since 2018.🔸 The average DTC bottle price reached $52.68, an 8% year-over-year rise and 38% higher than 2018, showing steady premiumization across regions.🔸 The average order value climbed 13% to $521, with shipments averaging 9.9 bottles per order — consumers are consolidating purchases and trading up.
Are we witnessing the premiumization of DTC wine — or are we pricing out the next generation of consumers?
Don’t miss our next episode, dropping on Oct. 15.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
How do you build one of the fastest-scaling independent alcohol companies in America — without diluting ownership?
That’s the story of Mom Water, the fruit-infused vodka water RTD brand that has gone from a backyard experiment in 2018 to a 850,000-case business by 2024 — and continues to grow. With playful, first-name flavors like Linda, Susan, and Kathy, Mom Water blazed a new path in the RTD category by staying still (non-carbonated) while everyone else went fizzy.
In this episode, CEO Kara Woolsey walks us through how the brand:
Turned a vacation resort hack into a disruptive category play
Survived co-packing disasters and empty warehouses to stay alive in Year One
Went viral on TikTok and built a cult following among Gen Z — even though it was designed for moms
Landed major retail accounts like Target, Walmart, and Publix, with chains now driving more than half of its business
Launched Dad Water, a tequila water, and the very different challenges of scaling a second brand
Balanced explosive growth with profitability by staying lean, resisting big checks, and keeping ownership in the family
For drinks founders, Kara’s story is a rare playbook in discipline and execution: Building a national brand that can compete with the big RTD players — without selling a majority stake.
If you want to understand how to scale a breakout brand in one of the most competitive categories, this episode is packed with actionable insights.
Last Call:
🍷 Wine’s future is on the line. A new report from Three Tier Beverages shows:
🔸 Wine’s core consumer base is aging—most are 55+, higher-income, and white🔸 Smaller packages are still just 5% of sales (vs 20–25% for spirits)🔸 Sparkling is the Trojan horse—bringing in younger, more diverse drinkers in casual and celebratory occasions
The opportunity? New formats, better-for-you SKUs, and showing up where younger consumers are. If you’re building a wine brand, the playbook is shifting fast.
Don’t miss our next episode, dropping on Oct. 8.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
De Soi is one of the breakout stars of non-alc cocktails — selling more than a quarter million cases per year across all channels. Under CEO Scout Brisson, the brand has climbed to the #1 fastest-growing NA cocktail brand in mass channels, growing nearly 500% YOY, per SPINS data, with distribution in 6,000+ doors — and a new national partnership with Southern Glazer’s set to take them even further.
So what’s driving this rocket ship? In this conversation, Scout pulls back the curtain on the operator mindset behind De Soi’s rise. She shares why velocity — not awareness or impressions — is the brand’s North Star metric, and how focusing on the fundamentals of execution is what keeps the shelves turning.
We discuss:
How De Soi overcame early Amazon challenges and built a winning channel strategy
Why Scout says “influencer marketing is dead” — and how local IRL businesses are becoming the new influencers
The flavor development process with co-founders Katy Perry and Morgan McLachlan, and how they balance sophistication with mass appeal
Fundraising lessons, including how to convince skeptical investors in an emerging category
Scout also speaks candidly about setbacks (including a major production issue and retailer loss in the same week) and the resilience required to keep building in a fast-changing category.
For drinks entrepreneurs, this episode is a case study in scaling a non-alc brand — full of takeaways on growth strategy, retail execution, and building a category leader from the ground up.
Last Call:
Hiring in the drinks industry looks very different than it did even a few years ago. In this sponsored Last Call, Rachel Doueck of Force Brands shares what every founder should know about scaling teams today:
🔸 The fastest growth is happening in $20–$100M brands, where investors are circling.🔸 Sales structures are shifting — fractional sales teams are replacing the traditional “boots on the street.” 🔸 The biggest founder mistake? Over-hiring too early. Fractional or interim executives can bridge the gap until a business is ready for full-time leadership.
For drinks entrepreneurs, listen in for a practical playbook for aligning people strategy with growth strategy.
Don’t miss our next episode, dropping on Oct. 1.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Garage Beer isn’t just having a moment — it’s on fire. Backed by Travis and Jason Kelce, the brand was just valued at $200 million after its first institutional funding round. It’s on track to do $60–70 million in revenue this year, and is rewriting the playbook of what a modern beer brand can be, with its irreverent, lo-fi brand presence. TL;DR — Garage Beer is a rare bright spot in a beer category that’s facing headwinds.
In this episode, we sit down with Garage Beer’s Chief Creative Officer, Corey Smale, the mastermind behind the brand’s nostalgic-yet-fresh, tongue-in-cheek approach. Corey shares how the team is blending old-school beer marketing magic with today’s hyper-online, community-first culture — and why they’ll still hand-mail you a sticker if you send them a UPC code.
We discuss how Garage Beer is:
Turning a “beer-flavored beer” into a $200M rocket ship
Using cult-like creative activations — from Goosebumps-inspired Halloween art to the production of retro-style, martial arts spoof films — to appeal to broad audiences, from Gen X to Gen Z
Balancing celebrity horsepower from the Kelce brothers with a DIY, hyper-authentic brand voice
Winning in social media, outpacing major domestic beer brands on engagement with a lean, five-person marketing team
Building lifetime customers through niche communities like pro wrestling and ball hockey, instead of chasing expensive sponsorships
For insights on how challenger brands can outmaneuver industry giants with creativity, speed, and authenticity — while having a heck of a lot of fun — this episode delivers.
Last Call:
Americans are partying less — a lot less. Per a recent analysis in The Atlantic:
📉 Just 4.1% of U.S. households host or attend parties on a typical weekend.📉 That’s down 50% since 2003.📉 For ages 15–24, party time has fallen 70%.
Instead, screens and solo behaviors are taking over — changing how young people connect, and how (or if) they drink together.
But at the same time, social media is full of hosting tips and #tablescape trends. Are we craving something we’ve forgotten how to do?
This week’s Last Call unpacks the data and what it means for drinks brands trying to build social occasions.
Don’t miss our next episode, dropping on Sept. 24.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Andrew Jones never set out to start a wine brand. What began as a side project to help him connect with vineyard clients has become Field Recordings — a 50,000-case winery with national distribution, strong retail partnerships, and 30% case growth projected in 2025.
So what’s fueling this momentum at a time when many California wineries are shrinking? Andrew has tapped into what Gen Z and Millennial consumers actually want: wines that are authentic, experimental, and fun. Think Skins, an orange wine that dominates its category; Freddo, a chillable red that’s gaining prime shelf space in the cold box; and Fiction, a red blend built to be an everyday favorite. Together, these wines — plus a smart private-label strategy with Whole Foods, Trader Joe’s, and major restaurant groups — now drive nearly 70% of Field Recordings’ production.
In this conversation, Andrew shares how he’s scaling differently by:
Leaning into orange wine and chillable reds that resonate with younger drinkers
Disrupting grocery wine sets by pushing unconventional SKUs into prime real estate
Using private-label deals as growth accelerators without cannibalizing his core brand
Rethinking distributor relationships with road trips, pool parties, and pop-ups that actually engage buyers
Building a winery team of 16 with low turnover and high buy-in
Balancing authenticity with scalability in an industry often stuck in tradition
For any drinks entrepreneur, this episode is a playbook on how to grow by connecting with the next generation of wine drinkers while still staying true to your roots.
Last Call:
What does the animal on a wine label say about quality and value? A lot, it turns out! Scott, Caroline, and Erica discuss a recent post from The Pudding that analyzed nearly 1,500 wines with animals on their labels and uncovered some surprising insights.
Don’t miss our next episode, dropping on September 17.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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 really take to build billion-dollar beverage brands — and spot the next ones before anyone else?
Danny Stepper, co-founder and CEO of L.A. Libations and co-founder of Taste Tomorrow Ventures, joins us to share his insights from the cutting edge of beverage innovation. If you’ve ever wondered how to get your drink on the shelf at Kroger, Walmart, or Sprouts, or what separates founders who make it from those who don’t, this episode is worth a listen.
We discuss:
How Stepper went from Coke merchandiser to creating an incubator that’s helped build brands like Zico, Core, and BodyArmor — with exits in the billions
The playbook behind breaking Gatorade’s exclusive deals at 7-Eleven, Walmart, and Costco, unlocking BodyArmor’s path from $100M to $1B+
Why L.A. Libations’ role as “emerging category captain” with retailers is one of the most powerful positions in beverages — and how to pitch for placement of your brand
The traits he sees in the most successful founders — red flags that make him pass every time
The trends retailers are making more shelf space for right now, including protein-fortified drinks, adult non-alc, and what Stepper calls the “fourth category”
Why he launched Taste Tomorrow Ventures, a $30M fund investing in founder-first brands right now
From near bankruptcy to billion-dollar exits, Danny Stepper has lived the highs and lows of this industry — and his lessons could change the way you think about your own brand’s path to growth.
Last Call:
Pitching a distributor can make or break a drinks brand. But most founders are making the same mistakes — losing opportunities before they’ve even started. On our latest sponsored Last Call, Alex Cherniavsky, managing partner at SWIG Partners, joined us to share how to avoid those pitfalls and stand out in a crowded market.
Don’t miss our next episode, dropping on September 10.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Tip Top Proper Cocktails is rewriting the rules of RTDs. In just a few years, the brand has gone from a scrappy airline partnership to a Top 30 RTD brand in Nielsen — and #1 in the high-proof RTD segment, outpacing competitors with 72% year-over-year growth. The brand also hit a new sales benchmark, surpassing $10 million in revenue in the last 12 months.
In this episode, Tip Top CEO Nick Reely shares how the company has scaled while staying disciplined about strategy — and why the fundamentals of growth still matter, even in one of the most dynamic beverage categories.
Why listen? Get the inside scoop on:
The growth drivers behind Tip Top’s rise — and why distribution alone isn’t enough.
How to pick the right distributors — ones with a growth mentality and a willingness to give your brand real share of voice.
Channel strategy that works — from grocery and liquor to airlines and hotels.
Why earned media beats paid campaigns — and how innovation and bartender collaborations create “talk value.”
Key brand health metrics every entrepreneur should track, including velocity, rebuy rate, and retailer satisfaction.
This conversation is a playbook for any founder or operator looking to break through in RTDs — or any crowded drinks category.
Last Call:
Fundraising before you hit $1M in sales? It’s one of the toughest hurdles for drinks founders. We break down the real options for brands too small for venture capital, from friends and family to grants and angels (yes, they’re still active). And more!
Don’t miss our next episode, dropping on September 3.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Ready for an epic growth story? Meet Mack Hueber, president of Ayrloom, the hemp THC and cannabis company.
In less than three years, Ayrloom has gone from a bold idea on a fifth-generation apple orchard to the #1 cannabis beverage brand in New York State — moving 250,000 cases annually and hitting a $50 million wholesale sales run rate.
In this episode, Mack takes us inside that meteoric rise — and the risks, pivots, and strategic bets that made it possible.
You’ll hear:
The leap from Wall Street to weed — why Mack joined Beak & Skiff’s leadership team and how Ayrloom was born out of a cider and spirits business.
The early gamble that paid off — building one of the largest THC beverage bottling facilities on the East Coast before securing a license.
Mastering three regulatory worlds — the operational, compliance, and margin realities of alcohol, hemp THC, and regulated cannabis in dispensary channels.
Scaling fast without losing control — how Ayrloom built a $5M/month sales run rate and became a trusted retail partner from Day One.
Distribution and flavor strategy — why Ayrloom plays in both dispensaries and hemp D9 channels, and the innovation behind their Honeycrisp THC cider.
The next wave in cannabis drinks — from effect-based positioning to the role of minor cannabinoids.
If you’re a drinks entrepreneur — whether alcohol, non-alc, hemp, or cannabis — this conversation is packed with insights on scaling in a capital-intensive category, optimizing distributor relationships, and staying nimble when the rules can change literally overnight.
Last Call:
We discuss 3 things every drinks brand should know right now (from the recent Numerator Beverage Behaviors report):
1️⃣ NA drinks are growing 2.5x faster than alcohol2️⃣ Walmart.com now beats Amazon for NA beverage delivery3️⃣ Functional and hydration categories are booming — think prebiotic soda, coconut water, enhancers
It’s not just what’s in the can — it’s where, why, and how people buy it. Listen in for the full breakdown.
Source: Numerator Beverage Behaviors Report
Don’t miss our next episode, dropping on August 27.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Thinking about launching a cream-based or emulsified alcoholic beverage? This sponsored episode is a must-listen.
We’re joined by Matthew Benny, Chief Commercial Officer – The Americas, at Creamy Creation, a global leader in developing award-winning cream liqueurs and emulsified alcoholic drinks since 1979. From bourbon creams to plant-based oat liqueurs to cream-based RTDs, Creamy Creation is at the forefront of innovation in this highly technical and specialized category.
In this conversation, Matthew pulls back the curtain on what it really takes to create and scale a cream-based product — and why the category is brimming with opportunity for innovative brands. You’ll hear how consumer trends like indulgence and nostalgia are driving demand, and how forward-thinking companies are pushing flavor boundaries far beyond the traditional bourbon, chocolate, and coffee flavor profiles.
We also dig into the technical hurdles that can derail an emulsified beverage launch — and how the right development partner can help you sidestep them.
Matthew explains:
The biggest mistakes founders make when bringing a cream-based beverage to market — and how to market these products so they actually move off the shelf.
How Creamy Creation works with clients of all sizes, from entrepreneurs with only a concept to multinationals with fully specced briefs.
How to avoid costly bottlenecks in retort processing for low-ABV cream products, and alternatives that open the door to more flexible production.
Why cream-based drinks don’t just sell in the winter, aren’t just for female consumers, and don’t actually need to be refrigerated.
If you’re curious about adding a cream liqueur to your portfolio, exploring plant-based indulgence, or looking for ways to stand out in a traditional category, this episode is packed with insights to shorten your learning curve and boost your chances of success.
Don’t miss our next episode, dropping on August 20.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as Head of Search at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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 the world of craft beer, it’s rare to see a regional brewery consistently post double-digit growth — especially as the craft beer category contracts. But that’s exactly what Iowa-based Big Grove Brewery has done, posting strong gains every year since 2018. The company is now on track to sell more than 500,000 cases in 2025 — with a full 90% of those sales coming from within Iowa.
In this episode, we sit down with Matt Swift, Big Grove’s co-founder and CEO, to find out how he’s building one of the most successful breweries in the country by doing things a little differently.
Matt shares how he:
Built a best-selling product line in the Easy Eddy hazy IPA family
Created deep community ties through taprooms, university partnerships, and local philanthropy
Took a deliberate “inch wide, mile deep” strategy — dominating in-state sales before expanding
Structured the portfolio into clearly defined product “families” that drive trial and loyalty at shelf
Continued investing in draft sales, even as other craft brands pulled back
Works with distributors as true partnerships, planning A&P budgets and activations 9 months out
We also talk about the risks Matt wishes he’d taken earlier, how he approaches SKU rationalization, and why he believes lighter, lower-alc and non-alc beers will play a big part in the future of the category.
If you’re a beverage entrepreneur thinking about growth — whether via taprooms, retail, or distributor relationships — this episode is filled with battle-tested insights. Don’t miss it.
Last Call:
In this week’s sponsored Last Call, we talk with Alex Cherniavsky, Managing Partner at SWIG Partners, about how to turn new distributor relationships into long-term success.
SWIG is a supplier–distributor matchmaking service that’s placed dozens of brands — and Alex has seen what works (and what fails). In this episode, she shares the most common missteps and how to avoid them.
Don’t miss our next episode, dropping on 8/13.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Four years ago, Jamie Fay was hand-packing cases of beer, loading them into a pickup truck, and delivering them door to door across Southern California. Today, RationAle Brewing is one of the fastest-growing non-alcoholic craft beer brands in the country — tracking 150% year-over-year growth and on pace to sell over 100,000 cases this year.
In this episode, Jamie — RationAle’s co-founder and CEO — shares how he built the business by staying hyper-focused on product quality, consumer connection, and a smart go-to-market strategy that prioritized velocity over vanity metrics. With five core SKUs and a best-selling Mexican Lager that accounts for 40% of sales, RationAle is now in eight markets and is preparing to double that footprint in the next 12 months.
You’ll hear how Jamie broke into the system without a single VC check — closing $5 million from more than 90 individual investors. He also explains the critical role that an early partnership with a juice distributor played in unlocking retail access when traditional options weren’t available.
We also get into:
Why going “a mile deep” in a few markets created the foundation for long-term growth
How Jamie and his team built retail distribution through relentless in-store sampling and events
The tactical playbook he uses to enter new markets with traction and credibility
Lessons from raising capital in today’s environment — and how to survive thousands of rejections
Why Jamie thinks founders need to be paranoid (in a good way) to succeed in this business
If you’re trying to build a beverage brand with purpose, hustle, and staying power — this episode is chock-full of insights.
Last Call:
Think you know who’s drinking THC beverages? Think again. In this week’s Last Call on we dig into a recent report from Sightlines — and the regional trends might surprise you. The big takeaway: This isn’t a coastal Gen Z trend. It’s a demographic mosaic across ages and earning levels — and brands need to localize their marketing strategies fast. Find out more.
Don’t miss our next episode, dropping on Aug. 6.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as Portfolio Development Director at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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 grow a wine brand to over 6 million cases a year — and keep it growing double digits in a declining category? In this episode, we sit down with Dan Kleinman, Chief Brand Officer at Deutsch Family Wine & Spirits, to unpack how Josh Cellars has become one of the most remarkable success stories in modern wine.
Under Dan’s leadership, the Josh team has expanded beyond its loyal Gen X base to capture the attention of younger Millennial and Gen Z drinkers — leveraging storytelling, savvy innovation, and even a viral social media moment that led to a double-digit sales spike and cultural relevance.
You’ll hear:
How the team transformed a humble Napa Cabernet with a heartfelt backstory into a top-selling national brand
The strategy behind Josh’s “twin engine” approach: Staying meaningful to Gen X while becoming playful and culturally relevant to younger audiences
How a viral meme sparked a massive surge in engagement, with Instagram followers jumping 79% in just weeks — and how the team capitalized on it
Why Josh invests 5x more on consumer-facing marketing than the category norm — and how they measure ROI
Why new products like the light, crisp Seaswept are created for younger consumers
How to use data and consumer insights to craft messaging for different audiences — and avoid the “one-size-fits-all” trap
Dan also shares what drinks founders can learn about channel strategy, emotional brand-building, and why staying curious — about consumers, culture, and the craft of marketing — is essential to success.
If you’re a drinks entrepreneur looking to build a brand that resonates across generations, connects emotionally, and drives real-world growth, this is an episode you don’t want to miss.
Last Call:
🍷 Will AI take jobs in the drinks industry? In this Last Call segment, we explore how AI is already cutting white-collar jobs — and what that might mean for hospitality, sales, and brand roles.
Don’t miss our next episode, dropping on July 30.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Branca USA may steward some of the most iconic names in spirits — Fernet-Branca, Carpano Antica, Borghetti — but under Chris Watt’s leadership, this 180-year-old company is showing how heritage can be a springboard for modern growth.
Since taking the helm as CEO in 2022, Chris has built a lean, data-focused team of just 48 people to deliver outsized results: Selling more than 3 million bottles annually and growing faster than the overall spirits category — showing an 8% increase in both volume and value so far this year.
In this episode, Chris shares how his team is using sharp analytics, disciplined focus, and creative execution to transform Branca’s brands for today’s consumers — while staying true to the bartender culture that built them.
We discuss:
The strategic shift that turned Borghetti into the fastest-growing coffee liqueur in the U.S., up 81% in volume in 2024
Why Fernet-Branca’s biggest growth now comes from college towns and neighborhood bars, and how the brand has expanded beyond its trade-darling origins
How Carpano Antica Formula became the gold standard for home and bar Manhattans — and why that traction was largely organic
The “pilot fish” strategy: How Branca partners with the biggest brands in its distributors’ portfolios to drive sales, creating a “win-win” for the distributor
How a Total Wine March Madness display and on-premise activations worked hand-in-hand to deliver a 40% sales spike in that month
Why Chris believes data and focus — not massive budgets — are the keys to smart brand building today
Chris also opens up about the challenges of executing at speed with a small team, why he sets aside daily time for strategic planning, and the mindset he brings to building culture and growth simultaneously.
If you’re a drinks founder or operator looking to understand how to modernize a heritage brand — or grow in a tough market with limited resources — this episode offers practical, actionable insights you won’t want to miss.
Last Call:
Caroline Lamb, Erica Duecy, and Scott Rosenbaum dig into surprising data from Brightfield Group and Sightlines about THC beverage consumption — and why higher dosage drinks are on the rise. Did you know: Some 60% of hemp-derived THC drinkers now reach for the 10mg dose, up ~18% in just two years?
Don’t miss our next episode, dropping on July 23.
For the latest updates, follow us:
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as Head of Search at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
If you’ve ever wondered what it takes to get your brand into a top distributor — and actually stay there — this episode is essential listening.
We sit down with Sara Harmelin, Vice President of Portfolio Development at Allied Beverage Group, one of the largest single-state alcohol distributors in the U.S. Operating exclusively in New Jersey, Allied works with virtually every major supplier — from Diageo and Bacardi to Heaven Hill and Pernod Ricard — and moves more than 15,000 SKUs across the state. Sara is the gatekeeper of innovation: every new brand, line extension, and emerging category goes through her team first.
In this episode, Sara pulls back the curtain on the realities of portfolio building in a high-volume, high-stakes environment. She shares what works, what doesn’t, and how brands can avoid being lost in the warehouse shuffle.
You’ll hear:
Why Allied is betting big on hemp-derived THC — and what it means for the future of category expansion
What founders need to know about timing, incentives, and sales buy-in to make a successful launch stick
The portfolio committee process: how Sara brought in cross-functional decision-makers (including Gen Z) to vet brands from every angle
How Allied uses reorder rates and “rep touches” to decide if a new brand is worth the shelf space
Why 90-day launch plans — not splashy debuts — are the new industry standard for serious distributors
The one thing Sara wants every founder to leave at the door — and what you should bring instead
This episode also hits on the deeper shifts shaping the future of drinks distribution — from how generational change is influencing category preferences, to why flexibility, empathy, and brand authenticity are more important than ever.
Whether you’re launching a brand or scaling one, Sara’s insights will help you position your product for long-term success inside the distributor system.
Last Call:
Don’t miss our next episode, dropping on TK.
For the latest updates, follow us:
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as Head of Search at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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!
Tablas Creek Vineyard isn’t just a winery — it’s a masterclass in how to lead with values and still grow. In this episode, we sit down with proprietor Jason Haas, one of the most respected voices in American wine, to explore how his team has scaled a brand that stands for integrity, innovation, and environmental stewardship.
Co-founded in 1989 by the Haas and Perrin families (of Château de Beaucastel fame), Tablas Creek pioneered Rhône varieties in Paso Robles and today remains at the forefront of sustainable winemaking. It was the first winery in the world to receive Regenerative Organic Certification. It’s also a powerful case study in direct-to-consumer success: Tablas Creek produces 30,000–35,000 cases annually, with 80% of its revenue coming from DTC sales.
In this episode, Jason shares:
How they built Tablas Creek’s category leadership from an unsung region and grape portfolio
The marketing shift that led to a 20% increase in DTC sales in 2024
Why white wines are now driving growth
How a single blog post led to a boxed rosé launch that sold out in four hours
What it takes to maintain team culture and creative freedom in a growing 50-person organization
His advice to founders on staying true to your brand—even when market trends tempt you to stray
Jason also explains why the $25–$40 price tier is outperforming other segments, and how Tablas Creek doubled its export business with just five well-timed market visits.
If you’re a founder or operator looking to build a brand that endures — while staying nimble and connected to your customer — this episode is packed with insights you won’t want to miss.
Last Call:
Co-hosts Erica Duecy and Scott Rosenbaum break down the most important takeaways from Bar Convent Brooklyn. A few highlights:
🍸 RNDC’s impending CA closure shook the room — and the distributors on stage didn’t sugarcoat what’s ahead.
🚨 New reality: Every initial sale is a liability — unless your product moves fast.
🧊 Coffee spirits everywhere. We’re still not done with espresso martinis, apparently.
💰 Launching a spirits brand in 2025? Hope you have $1M.
Don’t miss our next episode, dropping on July 9.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
If 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 episode of Business of Drinks, we sit down with Nick Papanicolaou, the founder and CEO of No Sleep Beverage, one of the most dynamic early-stage strategic investment platforms in the beverage alcohol space. Nick has deployed millions in capital across brands like Madre Mezcal, Barr Hill Gin, and Artet — and in this candid conversation, he outlines exactly what founders need to know to secure funding, navigate investor relationships, and build a beverage brand with staying power.
Before launching No Sleep, Nick built his expertise from both sides of the table — first as a founder of a brand, then as the architect of Pernod Ricard’s New Brand Ventures division. With No Sleep, he’s developed an investment and acceleration model that prioritizes deep engagement with just 8–10 brands at a time, helping them optimize everything from brand positioning to sales strategy to compliance and legal.
Nick doesn’t just hand out checks — he and his team roll up their sleeves and work side-by-side with founders to turn smart brand into scalable businesses. In today’s tight funding environment, that kind of partnership is increasingly rare — and invaluable.
We cover:
The No Sleep criteria: What revenue thresholds, margin profiles, and market presence VCs are really looking for
What founders get wrong when pitching for investment — and how to stand out
The death of “growth for growth’s sake” and what sustainable scaling actually looks like
Why No Sleep takes a “slow and steady wins the race” approach to expansion
How founders should think about valuation and and share of equity as they bring on funding partners
Whether you’re just starting out or navigating a critical growth stage, this episode delivers a rare look behind the scenes of what top beverage VCs really want — and how to prepare your brand to succeed.
Last Call:
Are celebrity spirits past their prime? In our latest Last Call segment, we dig into a new report from 3 Tier Beverages showing that only 16 of the top 50 celebrity-backed brands are still growing. It’s a candid convo for any drinks founder or marketer asking: Is celebrity still a smart strategy? Or has the novelty worn off?
Link to 3 Tier Beverages report recap.
Don’t miss our next episode, dropping on July 2.
For the latest updates, follow us:
Business of Drinks:
Erica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.
Scott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as Head of Search at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.
Caroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.
SPONSOR: 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/businessofdrinks
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