Business of Drinks 89: How Madre Mezcal Scaled Without Big Corporate Backing — with Co-Founder Chris Stephenson - Business of Drinks
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!