This was a year of contradictions in drinks. Structural headwinds collided with real momentum — and the brands that grew weren’t following old rules. They were aligning with how people actually drink, shop, and spend today.
In this special year-end episode, Erica Duecy, Scott Rosenbaum, and Caroline Lamb break down the biggest forces reshaping the drinks industry — across alcohol, non-alc, functional, and THC — and what they signal for growth heading into 2026.
🔶 Functional is now foundational Functional beverages — from prebiotic sodas and adaptogenic spirits to THC drinks — moved firmly into the mainstream. It’s now a $9B+ category growing at double-digit rates. Brands winning here aren’t just selling benefits; they’re anchoring products to rituals, occasions, and repeatable habits.
🔶 THC beverages hit an inflection point Low-dose THC drinks crossed a legitimacy threshold, with major retailers and alcohol distributors testing the category. Regulatory uncertainty remains, but consumer demand is clear — and early movers are scaling at real volume.
🔶 Wine isn’t broken — demand is shifting While total wine declined, several segments outperformed: White blends, alternative whites, premium rosé, non-alcoholic wine, and innovative formats like cans. The common thread is accessibility, clarity, and occasion-fit — not prestige or tradition.
🔶 Gen Z is drinking — just differently Roughly 70% of legal-age Gen Z consumers in the U.S. drank alcohol in the past six months, bringing them in line with older generations. What’s changed is how they drink: Flavor-first, value-driven, and highly occasion-specific — with easy switching between alcohol and non-alc.
🔶 Economic pressure is the biggest headwind Trade-downs, format shifts, and tighter budgets shaped every category. Premium still works, but only when tied to intentional consumption: fewer drinks, better quality.
🔶 Culture matters again Savory and umami flavors gained traction in cocktails, while nostalgia-driven branding resonated across categories. Comfort, familiarity, and emotional connection beat novelty.
Why listen? Because the brands winning in 2025 didn’t chase hype — they aligned with real consumer behavior. This episode delivers a clear, data-driven look at where growth is actually happening, and what drinks brands need to rethink going into 2026.
Don’t miss our next episode, dropping on January 7.
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!
This holiday re-broadcast brings back one of our most downloaded episodes — and one of the clearest real-world playbooks for how a traditional winery can modernize its marketing without spending more money.
In this episode, Aly Wente, fifth-generation vintner and SVP of Marketing and Customer Experience at Wente Family Vineyards, breaks down how America’s oldest continuously operated family-owned winery (founded in 1883) successfully reoriented its marketing toward Millennials and Gen Z — while keeping its legacy consumers and staying true to its heritage.
The headline insight for winery leaders: Wente didn’t increase its marketing budget. It reallocated it — away from low-ROI tactics and toward channels, content, and messages that could be measured and optimized.
🔶 Stop marketing to the trade when you think you’re marketing to consumers Wente made a clean distinction between what distributors and gatekeepers need versus what actual buyers care about. For consumers, technical language like clones, appellations, and scores created friction — not confidence.
🔶 Three-second shelf ruleIf a message can’t be understood in three seconds at retail, it doesn’t belong on shelf or POS. Wente shifted from insider language to cues centered on flavor, lifestyle, and trust.
🔶 Reallocate, don’t inflate, the budgetWhen Aly arrived, roughly $500K a year was going into printed POS — much of it sitting unused in distributor warehouses. That spend was redirected into digital, where performance could be tracked and optimized in real time.
🔶 Authenticity beats polish Wente replaced stock photography with real people, real places, and real moments — family members, winemakers, vineyard teams, tasting room life.
🔶 Lifestyle is not fluff — it’s strategyWine was repositioned as part of everyday life: recipes, casual occasions, behind-the-scenes videos, and even imperfect, playful content. Engagement surged — including thousands of views on zero-budget Instagram Lives during COVID.
🔶 Consumer voices outperform criticsA simple paid ad using a real Vivino review delivered a ~10% purchase intent rate, compared to ~2% on typical awareness campaigns — a powerful signal that peer validation now drives trial.
🔶 The results were measurableIn just a few years, Wente flipped its consumer base. Today, roughly 60% of its buyers are ages 21–45, compared to a majority 55+ audience in 2020 — without abandoning its core brand identity.
This episode is essential listening for any traditional winery asking:How do we modernize our marketing, speak to new consumers, and prove ROI — without losing who we are?
For the latest updates, follow us:
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. Thank you!
This episode of Business of Drinks is supported by MHW, Ltd., a company that has quietly shaped the beverage alcohol industry for more than 30 years — often behind the scenes of brands that went on to become category leaders or major acquisitions.
MHW is a nationally licensed importer, distributor, and service provider with licenses across all 50 U.S. states and the EU. In this conversation, CEO Ryan O’Hara, EVP Scott Saul, and Senior Advisor (and former CRO) MaryAnn Pisani break down how MHW’s service-provider model helps brands navigate one of the most complex operating environments in consumer goods — without giving up control of their brand or strategy.
Key takeaways for drinks founders and operators:
🔶 Why the service-provider model matters more than everWith an estimated 75% fewer distributors than the early 2000s, consolidation has created a bottleneck that makes market access harder — even for proven brands. MHW was built to solve that structural problem, giving brands a compliant, scalable path to market while maintaining control.
🔶 Control vs. convenience in importingUnlike traditional importers, MHW doesn’t run sales or marketing. Instead, it handles compliance, logistics, fulfillment, accounting, and reporting — allowing founders to focus on brand, demand, and customer relationships without building costly infrastructure too early.
🔶 Compliance as a growth unlock, not a taxFrom helping establish categories like absinthe and cachaça to navigating FDA and TTB approvals for unconventional ingredients, MHW has repeatedly enabled innovation that otherwise wouldn’t reach market. Lesson: Getting compliance right early creates speed later.
🔶 Why MHW shows up in acquisition storiesBrands like Casamigos, Avión Tequila, Hypnotiq, and Blue Chair Bay Rum all relied on MHW during critical growth or transition phases. For acquirers, MHW’s platform allows brands to scale quickly — and decide later what to bring in-house.
🔶 What’s changed for foundersLiquid still has to get to lips — but data, digital engagement, and modern supply chains now allow brands to scale smarter. MHW’s newer offerings, including BrandArc, outsourced compliance services, and EU/UK market access, reflect how infrastructure itself has become a strategic lever.
The hidden lesson: Many of the most successful brands didn’t win by doing everything themselves — they won by knowing what to own, and what to outsource, at each stage of growth.
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.
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!
Une Femme Wines didn’t scale the way most wine brands do — and that’s exactly why its story matters.
What began as the house wine at Jen Pelka’s two Champagne bars — The Riddler in San Francisco and New York — has scaled into a national brand selling more than 300,000 cases annually, with wines poured everywhere from Delta Airlines to Marriott, Kimpton, stadiums, cruise lines, and even space.
In this episode, Jen breaks down how Une Femme unlocked scale by saying yes to the right opportunities — and then rebuilding the business to support them.
The turning point came when a chance meeting led to a Delta Airlines trial that required Une Femme to ramp from 1,500 cases over two years to 6,000 cases in three months, a feat that seemed impossible at the time. But they persevered and that single partnership didn’t just change volume — it reshaped the company’s format strategy, pushing the brand into cans for sustainability, operational efficiency, and national reach.
From there, Une Femme scaled differently than most wine brands: Prioritizing national accounts and high-velocity venues over slow regional rollouts, and focusing relentlessly on freshness, tight SKUs, and operational reliability.
🔶 Format as a growth lever
Why canned wine — not bottles — became Une Femme’s primary scaling vehicle, and what founders need to understand about liners, pH, acidity, and freshness when launching cans.
🔶 Operational discipline at scale
How monthly canning runs, zero stock-outs, and a lean 10-person team support partnerships with Delta, Marriott, Levy, and Virgin Voyages.
🔶 SKU restraint
Why Une Femme has resisted SKU sprawl, phased out expensive formats, and focused on a core set of high-velocity products — while growing 70%+ YOY in a down wine market.
🔶 Channel strategy that actually works
How Jen evaluates where consumers are most open to drinking — planes, stadiums, hotels, museums — and why not every brand needs fine-dining placements.
🔶 Funding lessons to scale rapidly
How Une Femme raised roughly $16M across multiple tranches, built strong investor trust through monthly updates, and shifted focus from fundraising to sustainable profitability.
🔶 Mission with teeth
How Une Femme embedded its women-focused mission into sourcing, partnerships, and give-back — without letting purpose dilute operational rigor.
For founders navigating format innovation, national accounts, capital intensity, or the realities of scaling in a declining category, this episode is a case study in unlocking outsized growth.
Don’t miss our next episode, dropping on Dec. 24.
For the latest updates, follow us:
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 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. Thank you!
Modern soda isn’t a trend — it’s one of the fastest-growing segments in beverage. Now a $1.8B U.S. category, up 83% YOY, according to Circana, modern soda is redefining the carbonated space with functional benefits, low sugar, and health-forward positioning.
Two brands were instrumental in creating this market: OLIPOP and Poppi. Together, they introduced consumers to gut-health sodas long before the category had a name — and they helped transform what was once a stagnant soft drink landscape into one of the hottest growth stories in CPG.
Today, OLIPOP stands as the category’s largest independent player, following Poppi’s 2025 acquisition by PepsiCo for roughly $1.95B. OLIPOP is now sold in 50,000+ doors, staffed with 200+ employees, and approaching a $2B valuation.
In this episode, OLIPOP Co-Founder, CEO and Formulator Ben Goodwin breaks down how OLIPOP carved out its own lane with a deeper scientific foundation and a product-first ethos that helped propel the entire modern soda movement.
🔶 Why modern soda emergedConsumers are shifting away from traditional soda toward gut-health rituals and low-calorie indulgence. OLIPOP meets those needs with 2–5g sugar, 6–9g fiber, and a proprietary microbiome-focused blend developed long before mainstream awareness caught up.
🔶 A scientific moat that drives real differentiationEvery OLIPOP formula goes through an in-vitro validation pipeline with academic partners, measuring fermentation, microbial shifts, and short-chain fatty acid production. The brand’s first human trial showed meaningful glucose stability versus full-sugar sodas — a cornerstone of its credibility.
🔶 Nostalgia as an acquisition strategyOLIPOP’s “modern nostalgia” flavors—root beer, grape, vintage cola—tap into emotional memory pathways, bringing lapsed soda drinkers back into the category with healthier versions of flavors they love.
🔶 Takeaways for all beverage founders• Why science is the ultimate competitive moat in beverage, creating defensibility that competitors can’t copy • How to tap into emotional relevance to unlock staying power• Why it’s essential to lead without ego, and how to do it so your organization can scale quickly
This is an essential listen for founders building in functional beverage, better-for-you categories, or the next wave of drinks.
Don’t miss our next episode, dropping on Dec. 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!
Aplós is one of the quickest-growing craft brands in the non-alc space — a premium functional spirit designed not to mimic tequila or gin, but to redefine what a cocktail experience can be without alcohol.
Founded in 2018 and launched in 2020, the brand is now breaking out: Approaching 100K case sales annually, their wholesale is up more than 500% YOY, and they’re on pace to double their wholesale volume in 2026. In the last 12 months, Aplós has added 1,300+ chain retail doors, and on-premise placements have climbed to 750+ cocktails across 550 accounts. The company also just announced a $5 million funding round to grow production and expand its hospitality and retail footprint.
In this episode, David Fudge, Co-Founder & CEO of Aplós, shares how the company is scaling through long-game brand building, deep bartender collaboration, and disciplined distribution strategy.
🔶 A new category, not a proxy: Aplós started with two original functional NA spirits — Ease for relaxation and Arise for social energy — each with meaningful levels of Lion’s mane and magnesium. Then they built out NA RTDs based on familiar cocktail templates.
🔶 Crafted with bartenders: Years of development with hundreds of bartenders (including mixology legend Lynette Marrero) ensured the spirits could perform like true leads in classic cocktails — neat, on the rocks, or mixed.
🔶 Brand-first architecture: David invested early in a timeless aesthetic and distinctive tone, building a brand world meant to feel established from Day One. That foundation now fuels premium pricing and cultural relevance.
🔶 Evolving from DTC to wholesale: Aplós began online to learn quickly, but its current breakout year comes from wholesale — and from learning that you cannot outsource your story. Even in non-alc, distributor management is table stakes.
🔶 On-premise momentum: From Michelin-starred programs to luxury hotels, Aplós is winning multiple menu placements per account. One Miami restaurant sells 10 cases/month of a single Aplós cocktail — a model the team now replicates in key markets.
🔶 Chain retail acceleration: Starting small with partners like Total Wine, Aplós refined velocity drivers — tastings, staff education, merchandising — before expanding nationally. Today, the brand sits in more than 1,300 chain doors and counting.
🔶 Founder lessons: David talks about intuition vs. testing, navigating functional compliance, building a craveable product, and why conviction matters in a category still finding its identity.
Don’t miss our next episode, dropping on December 10.
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,
Thank you!
FRE is one of the most quietly powerful brands in American wine. Launched in 1992, it now holds 48% dollar share of the U.S. non-alcoholic wine market, sells ~439,000 cases a year, and is growing nearly 16% in volume YOY — all while the broader wine category softens.
In this episode, Brie Wohld, Vice President of Marketing at Trinchero Family Estates, breaks down how a 30-year-old NA brand is driving double-digit growth and helping keep wine culturally relevant for flexi-drinkers.
🔶 Legacy innovation: Why Trinchero invested early in spinning cone technology in 1992, spending more than $1M to build a quality-first NA wine more than two decades before “sober curious” entered the cultural vocabulary.
🔶 Strategic hedge: How FRE acts as both a business hedge against wine headwinds and a cultural hedge that keeps consumers walking the wine aisle and maintaining wine rituals — even on non-drinking days.
🔶 Portfolio architecture: How the team maps varietals and formats (sparkling, reds/whites, minis, new Pinot Grigio) to specific occasions without overwhelming shoppers.
🔶 Brand evolution for younger drinkers: Updating design, tone, and partnerships to speak to Millennial and Gen Z lifestyles, without alienating loyal Boomers.
🔶 Data-driven growth: Expanding to 28,000+ accounts, adding 4,000 new points of distribution YOY, leaning into grocery and mass, and using social (especially TikTok) to deliver real value — recipes, pairings, and city guides, not just bottle shots.
🔶 Moderation, not morality: Why 93% of NA buyers also purchase alcohol, and how FRE leads with a message of “choice over judgment” to support everything from Dry January to zebra striping.
If you’re building a legacy brand — or trying to future-proof one — this episode is a playbook on staying relevant, expanding occasions, and using non-alc as a growth engine rather than a threat.
Don’t miss our next episode, dropping on December 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!
Rebranding a beloved, 29-year-old beverage is one of the riskiest moves a CEO can make. But in this episode, Ben Mand, CEO of Yerba Madre, walks us through how he pulled off what most leaders avoid: renaming and relaunching a legacy brand — with full community support — and reigniting growth in the process.
Under 4% of Americans even know what yerba mate is, yet Yerba Madre (formerly Guayakí) generates nearly $200 million in annual sales and dominates a fast-emerging category. When Ben took over in 2024, the business wasn’t growing, innovation had stalled, and profitability was strained. Within a year, he streamlined the supply chain, rebuilt the route to market, launched new innovation, and guided a high-stakes rebrand that consumers embraced — thanks to months of groundwork with the brand’s 10,000+ loyal ambassadors.
For drinks entrepreneurs, this episode breaks down the tactics, sequencing, and frameworks behind one of the most successful rebrands in beverage.
Top Takeaways for Drinks Entrepreneurs
🔶 How to rebrand without losing your base.
Ben shares the playbook: deeply engage your most loyal consumers, treat the new name as an “empty vessel,” and build meaning through community participation. (It worked — consumers helped evangelize the launch.)
🔶 Why SKU breadth drives velocity.
Yerba Madre sees the whole line lift once they hit 6–8 facings in a refrigerator case. Half their consumers drink 3–7 flavors, making variety a core velocity driver.
🔶 Packaging changes that actually matter.
Navigation upgrades — like white lids for low-sugar SKUs — help shoppers instantly find the right product in-set.
🔶 How to scale responsibly.
Yerba Madre is investing 8× more in regenerative agriculture and community partnerships this year — while improving profitability through supply-chain redesign.
This episode is a blueprint for modernizing a legacy brand, managing risk during a major transformation, and building a category that 96% of Americans have yet to discover.
If you’re thinking about evolving your brand, expanding nationally, or taking on a category dominated by billion-dollar incumbents — this conversation is packed with actionable insights.
Don’t miss our next episode, dropping on Nov. 26.
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 a Q4 discount 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 just four years, the premium alcohol-free wine French Bloom has become a global luxury brand — sold in 60+ countries, producing 500K bottles in 2024, and on track to double sales in 2025. It also became the first non-alcoholic brand backed by LVMH, signaling a new era for luxury drinks without alcohol.
Co-founder Maggie Frerejean-Taittinger, formerly of the Michelin Guide, shares how she turned a personal need into a brand — and made moderation aspirational.
🔶 From Need to Innovation
While pregnant with twins, Maggie saw the gap for an alcohol-free wine that delivered the emotion and depth of Champagne. With her husband, a Champagne maker, and co-founder Constance Jablonski, she created a 0.0%, organic, sugar- and sulfite-free sparkling wine that could stand beside a grand cru.
🔶 Scaling Through Selectivity
Launched at Le Bon Marché and Selfridges, French Bloom sold out in weeks. Growth came through luxury retail, Michelin-star restaurants, and five-star hotels — not mass channels. Today it partners with 500+ Michelin venues and global events like Coachella, Roland Garros, and Formula 1, where it’s the official non-alcoholic sparkling partner for the next decade.
🔶 The Growth Formula • Credibility through awards — “World’s Best NA Sparkling Wine” three years running. • Premium positioning — priced around 80% of house Champagne. • DTC strength — 20–25% of global sales online. • Core audience — “flexi-drinkers” (80% of customers still drink alcohol).
🔶 Founder LessonMaggie cites The Empathy Edge by Maria Ross: “Empathy isn’t soft — it’s a business advantage.”
Why Listen:This is a concise playbook in category creation and premiumization — how French Bloom built cultural relevance, scaled fast, and made moderation synonymous with modern luxury.
Don’t miss our next episode, dropping on Nov. 19.
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!
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!