In Ep. 062, I dived into the complexities of the drinks distribution industry with David Wood, Founder of Liana Collection, a UK-based Premium Drinks Importer and Distributor (IWSC Spirits Distributor of the Year 2023 in the UK).
He shares valuable insights on what makes a successful brand, the importance of quality liquid, and the market's competitive nature.
Discover the criteria for selecting brands, the significance of founder-led stories, and the focus on sustainability and smaller categories.
We also discuss the challenges of gaining a distributor's mindshare, the benefits of being a secondary cocktail ingredient, and strategies for maintaining balance in a brand portfolio.
This conversation is a must-listen for anyone interested in the drinks industry, brand development, and distribution strategies.
Time Stamps
00:00 Welcome to the World of Distribution: A Candid Chat
00:51 The Essence of Building a Drinks Brand: Brand vs. Liquid
03:31 Insider's Guide: Selecting Brands for Distribution
06:31 Innovative Strategies in the Drinks Industry
09:39 The Art of Being a Secondary Ingredient
20:43 The Power of Modifiers in Cocktail Creation
29:00 Navigating Portfolio and Contract Negotiations
31:56 Navigating Brand Sales and Relationships
34:07 Strategic Portfolio Management and Outlet Selection
35:33 Adapting Sales Strategies Across Different Venues
39:43 The Importance of Brand Identity and Selective Partnerships
41:47 Personal Growth and Career Reflections
44:48 Building a Business with Purpose and Longevity
55:47 The Value of Legacy and Historical Insight in Branding
About The Host: Chris Maffeo
About The Guest: David Wood
