Business of Drinks

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 shipUsing 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 voiceWinning in social media, outpacing major domestic beer brands on engagement with a lean, five-person marketing teamBuilding lifetime customers through niche communities like pro wrestling and ball hockey, instead of chasing expensive sponsorshipsFor 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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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 drinkersDisrupting grocery wine sets by pushing unconventional SKUs into prime real estateUsing private-label deals as growth accelerators without cannibalizing his core brandRethinking distributor relationships with road trips, pool parties, and pop-ups that actually engage buyersBuilding a winery team of 16 with low turnover and high buy-inBalancing authenticity with scalability in an industry often stuck in traditionFor 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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!

Danny Stepper, co-founder and CEO of L.A. Libations and Taste Tomorrow Ventures, shares his journey from Coca-Cola merchandiser to beverage entrepreneur. He reveals how his incubator has helped brands like BodyArmor achieve billion-dollar success. Stepper discusses the essential traits of successful founders and the emerging trends in beverages, such as adult non-alcoholic drinks and protein-fortified options. With insights on pitching to retailers and navigating industry challenges, he offers invaluable lessons for aspiring beverage innovators.

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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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, enhancersIt’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 ReportDon’t miss our next episode, dropping on August 27.For the latest updates, follow us:Business of Drinks:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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:LinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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 philanthropyTook 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 shelfContinued investing in draft sales, even as other craft brands pulled backWorks 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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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 growthHow Jamie and his team built retail distribution through relentless in-store sampling and eventsThe tactical playbook he uses to enter new markets with traction and credibilityLessons from raising capital in today’s environment — and how to survive thousands of rejectionsWhy Jamie thinks founders need to be paranoid (in a good way) to succeed in this businessIf 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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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 brandThe strategy behind Josh’s “twin engine” approach: Staying meaningful to Gen X while becoming playful and culturally relevant to younger audiencesHow a viral meme sparked a massive surge in engagement, with Instagram followers jumping 79% in just weeks — and how the team capitalized on itWhy Josh invests 5x more on consumer-facing marketing than the category norm — and how they measure ROIWhy new products like the light, crisp Seaswept are created for younger consumersHow to use data and consumer insights to craft messaging for different audiences — and avoid the “one-size-fits-all” trapDan 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:YouTubeLinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. 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 2024Why Fernet-Branca’s biggest growth now comes from college towns and neighborhood bars, and how the brand has expanded beyond its trade-darling originsHow Carpano Antica Formula became the gold standard for home and bar Manhattans — and why that traction was largely organicThe “pilot fish” strategy: How Branca partners with the biggest brands in its distributors’ portfolios to drive sales, creating a “win-win” for the distributorHow a Total Wine March Madness display and on-premise activations worked hand-in-hand to deliver a 40% sales spike in that monthWhy Chris believes data and focus — not massive budgets — are the keys to smart brand building todayChris 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:LinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. 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.LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.LinkedInInstagram @borkalineSPONSOR: SWIG Partners is exclusively offering $100 off their supplier-distributor matchmaking fee when you mention the Business of Drinks podcast, or inquire via this link: ⁠https://www.swigpartners.com/businessofdrinksIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!