Business of Drinks

In just five years, The Finnish Long Drink has grown from a quirky imported concept to one of the fastest-scaling RTD brands in the U.S.—crossing 2.7 million 9L cases in 2024, up from just 33,000 cases in 2019.In this episode, Evan Burns, co-founder and CEO, shares the story of how he and three Finnish co-founders turned a legacy Finnish beverage — originally invented for the 1952 Helsinki Olympics — into a U.S. juggernaut. With 52,000 retail doors across 46 states, investors like Jay-Z’s Marcy Ventures, and a growing fanbase that spans demographics, Long Drink has become one of the biggest breakout hits in spirits-based RTDs.In this episode, Evan shares:How The Finnish Long Drink grew 50%+ year-over-year through focused execution and simple, consistent brandingWhy “availability and awareness” are the two metrics that drive every business decision — and how the team measures cold box placement, displays, and social tags dailyWhy Long Drink keeps it SKU set small — and why Evan believes "flavor isn’t innovation"The origin and impact of viral marketing moments — like the #PantsDrunk campaign during COVID and $5 Venmo bar activationsHow organic celebrity interest from actor Miles Teller, DJ Kygo, and golfer Ricky Fowler led to authentic, long-term brand ambassadorshipWhy Long Drink turned down multiple VC offers and focused on velocity-driven growth with strategic capital partnersHow the team grew to 110 employees, prioritizing on-the-ground brand ambassadors and salespeople over corporate hiresThe real reason Evan says they’ll never make a pumpkin spice Long DrinkLast Call: This week, we explore the overlooked (and often underestimated) world of fruit wines — and why smart wineries should be paying close attention. States like Michigan, New York, Virginia, and North Carolina are growing incredible fruit beyond grapes, and making some pretty compelling fruit wines. Should they lean into it? We discuss.Don’t miss our next episode, dropping on May 7.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!

While much of the wine industry is flat or declining, Archer Roose is bucking the trend in a big way. The canned wine brand, founded by Marian Leitner-Waldman, has more than tripled production since 2021, surpassed 100,000 9-liter case equivalents, and is on track to double again in 2025. With its distinct format, irreverent branding, and placement in non-traditional channels like JetBlue, Dave & Buster’s, Vail Resorts, and Regal Cinemas, Archer Roose is proving that smart strategy and sharp storytelling can rewrite the wine sales playbook.In this episode, Marian shares how she built Archer Roose into one of the most innovative and fast-growing wine brands in the U.S. — a company that’s not only thriving but helping reshape how, where, and why consumers enjoy wine today.Listen for these insights:How Marian built a premium wine brand that’s grown every year since launch and now sells 70,000 cases annually on JetBlue aloneWhy partnering with beer distributors was the key to breaking into non-traditional channels like ski resorts, arcades, and movie theatersThe technical innovations that enabled Archer Roose to achieve a 2-year shelf life in cans, thanks to R&D with Cornell UniversityWhy Archer Roose focuses on 7 tightly curated SKUs and builds winemaker partnerships for each varietal and regionHow celebrity co-owner Elizabeth Banks became Chief Creative Officer and helped the brand go viral — while also keeping the focus on the end consumerHow controlled pours, waste reduction, and high-margin glass sales have made Archer Roose a profit-driving partner for on-premise operatorsWhy Marian structured her sales team like a tech company, with dedicated roles for business development, key accounts, and regional wholesale managementHow the brand uses humor and performance marketing to build mindshare across DTC, retail, and on-premise accountsLast Call: This week, we talk about seasonal selling. Are limited time offers or holiday promotions — like margaritas for Cinco de Mayo or Negroni Week in summer — good, bad, or indifferent? Caroline, Scott, and Erica share their perspectives.Don’t miss our next episode, dropping on 4/30.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 this episode of Business of Drinks, we sit down with Harmon Skurnik, president of Skurnik Wines & Spirits, one of the most influential importers and distributors in the U.S. With more than $200 million in annual revenue, a wholesale presence in nine states, and import reach across the nation, Skurnik has grown into a powerhouse while holding tight to its roots as a family-run, quality-first business.Unlike many peers, the Skurnik team has never chased scale for scale’s sake. Instead, their approach has been defined by thoughtful, organic growth — expanding only when the opportunity was right. From rescuing a struggling Ohio distributor to launching what would become their top-selling brand, The Pinot Project, Harmon shares how Skurnik’s strategy has delivered both scale and staying power. In fact, Skurnik’s sales were up in 2024, while much of the wine industry contracted — a testament to their effective operations and strategic growth path.In this episode, Harmon shares:How Skurnik Wines & Spirits grew from a two-man operation in NYC to a national player with 270+ employeesWhy they still personally taste every wine and interview every employee — even with operations in nine statesThe story behind The Pinot Project, now their #1 SKU, selling 65,000 cases and $6 million annuallyHow the team turned around a failing Ohio distributor into a thriving business in Ohio, Kentucky, and IndianaWhy the company avoids expansion for expansion’s sake, and only grows where it can add true valueHow Skurnik positions itself as a marketing partner, not just a logistics provider, for its suppliersWhat makes a good distributor in today’s market — and why asking "how many reps do you have?" misses the pointLast Call: We dig into a provocative piece by cocktail historian and author David Wondrich: “Why Is My Drink So Damn Weird?” (via Punch). Erica, Scott, and Caroline debate:🔸 Has the cocktail world gone too far with obscure ingredients and 7-step prep techniques?🔸 Are we losing sight of flavor in the pursuit of Michelin-style cheffy flair?🔸 Where’s the line between innovation and accessibility on modern cocktail menus?Listen in to hear our thoughts!Don’t miss our next episode, dropping on April 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!

If you want to understand how to build a breakout brand at warp speed, this is the episode for you.In just two years, Aaron Nosbisch, founder and CEO of BRĒZ, has scaled his functional THC beverage company from zero to a projected $50M+ in revenue for 2025. The results so far are remarkable: BRĒZ sold $28 million in product in 2024, largely DTC and via a quickly expanding retail footprint of some 2,000 retail doors nationwide — and the company was profitable after just 6 months.In this conversation, we unpack how BRĒZ became a rocket ship in the functional drinks space, combining hemp-derived THC, CBD, lion’s mane mushrooms, and adaptogens to create a new class of social beverages that’s resonating with audiences young and old.Even more remarkable? Aaron has built BRĒZ in public, posting monthly breakdowns of the company’s financials, subscriber counts, customer acquisition costs, and more.In this episode, Aaron shares:Why BRĒZ is a functional platform, not just a THC beverage — and why that distinction mattersHow the brand scaled to 8 million cans and achieved $28M in revenue in less than 24 monthsWhy DTC was the launchpad — but retail is now the growth engineThe inside story behind BRĒZ’s formulation, branding, and “ancient-future” designHow Aaron uses his background as founder of Lucyd, the largest cannabis advertising agency, to win on Meta, TikTok Shop, and AmazonWhy audience psychographics > demographics — and how BRĒZ appeals across generationsThe playbook behind Total Wine sellouts, 87% DTC revenue, and hitting 10,000+ subscribersLast Call: Join Caroline, Scott, and Erica as we dive into the Areni Global report, Rethinking Wine Education, to unpack the massive gap between what’s taught in formal wine certifications — and what the modern wine industry actually needs.Don’t miss our next episode, dropping on April 16.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!

If you want a real-world blueprint for explosive growth in the drinks industry, look no further than Carbliss — an independently owned RTD brand that scaled from a home kitchen experiment to 2.7 million cases in 2024 — in just five years.In this episode, we sit down with Adam Kroener, co-founder and president of Carbliss, to break down how he’s disrupting the RTD category with a product-first, regionally focused strategy. Rather than going national too soon, Adam and his team have taken a “narrow and deep” approach, flooding targeted markets with retail and on-premise placements to build velocity and pull-through demand — a playbook that’s landed Carbliss among the fastest-growing RTD brands in America.In this episode, Adam shares:How Carbliss grew from 400K cases in 2022 to 2.7 million in 2024 — and why he’s not in a rush to go nationalWhy flavor is everything — how Carbliss wins at “liquid-to-lips” and drives high velocity per outletThe brand’s unique on/off-premise playbook — focusing 50% of the year on each channel for maximum impactHow they hold distributors accountable to performance targets before expanding into adjacent marketsHow Carbliss built a 35-person sales team to support deep regional distribution and prevent product from sitting on shelvesAdam’s journey from cheese co-packer to beverage CEO, and why his lack of beverage industry experience turned out to be a competitive advantageHow a combination of bootstrapping, smart credit, and one key angel investor allowed them to scale without giving up controlWhy Carbliss appeals to a broad range of drinkers — from 21-year-olds to 80-year-olds at the VFW, and what that means for their brand strategyListen in to get Carbliss’ growth playbook!Last Call: This week, we unpack an eye-opening chart from the American Association of Wine Economics. Did you know that one supplier controls a full third of the market? And the top 10? They’re responsible for about 70% of total case volume. We break down what this means for the wine aisle, and how that’s changed over time (we refer to a 2011 study). And we discuss why indie brands struggle to break through; how the biggest players keep growing; and the one strategy that’s working for small brands right now.Don’t miss our next episode, dropping on April 9.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!

In this episode, co-host Scott Rosenbaum sits down with Vishal Patel, CEO of James Gin, one of the fastest-growing and most unconventional spirits brands on the market. Founded in the UK by Top Gear’s James May and master distiller Hugh Anderson, James Gin has already surpassed $2 million in revenue, with 50% of sales coming from the U.S. — a market not traditionally known for embracing gin.Vishal shares how the brand is flipping the traditional playbook on its head, building a media-first business with over 1 million followers across social platforms, and driving sales through digital-first, DTC strategies (!!). His insights are essential for any drinks entrepreneur navigating today’s saturated and highly competitive landscape.In this episode, Vishal shares:How James Gin scaled past $2M in revenue while launching in both the UK and U.S. markets within its first four years.Why the team operates more like a content studio than a traditional spirits brand — and how its "anti-celebrity" tone sets it apart.The data-driven rationale behind going DTC-first in the U.S., and how James Gin expanded from 15 to nearly 40 Total Wine stores in California.The importance of conversion metrics, and how improving the site’s 0.75% conversion rate is central to doubling the business.How the brand’s flavor innovation and storytelling — with SKUs like Asian Parsnip, London Drizzle, and California Dreamgin’ — create buzz and drive sales.Why 95% of James Gin’s social media followers are male, but 40% of purchasers are women — and what they’re doing to bridge that gap.Why Vishal believes founders must be clear about their end goal before taking investment, and how overextending can derail brand building.Last Call: We discuss the DISCUS 2024 Annual Economic Briefing report — quiz style! Scott challenges Erica and Caroline on the latest stats including which category grew the most in 2024; which category claimed the top market share spot; and, whether hospitality employment has really bounced back?Don’t miss our next episode, dropping on 4/2.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 a time when much of the wine industry is seeing declining sales, La Crema is growing its audience and strengthening its brand by tapping into new communities and leveraging data-driven marketing strategies. The 1.4 million-case winery, part of Jackson Family Wines, has become a case study in how to connect with modern consumers, thanks to bold marketing initiatives, strategic partnerships, and a long-term approach to brand building.Shilah Salmon, SVP of Marketing at Jackson Family Wines, joins us to break down the real data behind wine’s challenges—and opportunities. She shares how La Crema continues to expand its reach, including through partnerships like the WNBA sponsorship, highly effective experiential marketing activations, and a focus on under-targeted audiences with real conversion potential.In this episode, Shilah shares:How La Crema has grown to 1.4 million cases annually and why it continues to resonate with consumersHow the brand is attracting younger, more diverse audiences through events, digital marketing, and non-traditional wine activationsThe "leaky bucket" problem in wine — why the industry is losing more drinkers than it gains, and how La Crema is countering this trendWhy marketing campaigns should be built over months and years — not weeks, and how brands that pivot too quickly risk losing their audienceWhat wine brands need to do to optimize digital marketing in the era of AI-powered search tools — ensuring SEO, earned media, and branding are working in syncWhy La Crema focuses on lifestyle moments rather than traditional wine-drinking occasions, and how this shift has driven growthLast Call: This week, we discuss a listener question: “Should a mid-sized wine distributor embrace non-alc, or stay focused on fine wine?”It’s a BIG question, and one that many distributors are asking as non-alcoholic and THC beverages gain traction. Hear us talk through the pros and cons.Don’t miss our next episode, dropping on March 26.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 North America Search Manager 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 @borkalineIf 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 if you could get the buzz without the booze? That’s the promise of Nowadays, a THC drinks brand whose growth has been off the charts. Co-founded by Justin Tidwell in 2023, Nowadays has already hit an estimated $15 million in revenue, and Justin says it’s on track to double that in 2025. The brand started with a simple but radical idea: a THC-infused spirit that mimics vodka or tequila, giving people the ability to mix their own THC cocktails at home. Now, they’re in 5,000 retail doors across 25 states, partnering with top alcohol distributors to bring THC drinks into bars, liquor stores, and even hotels.In this episode, we get into the nitty-gritty of how Nowadays went from a viral TikTok hit to a full-blown beverage powerhouse. Justin shares his playbook for launching a category-defining brand, scaling through social media without paid influencers, and tackling the unique challenges of building a THC drinks business in a world designed for alcohol.We discuss:- From zero to $1 million in 90 days: How a single TikTok post turned Nowadays into an overnight success.- Cracking the THC spirits market: The formula behind their best-selling 750-ml bottled spirit and its tiered dosing system (2 mg, 5 mg, and 10 mg THC).- Retail expansion: The strategy behind Nowadays’ 400% growth in retail doors and why partnering with alcohol distributors is a game-changer.- Social media without paid influencers? Why Nowadays bets on organic content and lets consumers drive the conversation.- Funding and profitability: How they raised capital after proving demand and built a high-growth, profitable business at the same time.- The future of THC beverages: Justin’s vision for making THC drinks as common as beer and wine in bars, restaurants, and liquor stores.Last Call:Don’t miss our next episode, dropping on March 12.A recent study from Oregon State University and researchers in New Zealand found that some consumers actually like the taste of smoke tainted wines. As you might expect, we have opinions about this! Listen in as we debate.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!

The non-alcoholic cocktail space is booming, and Mocktail Club is one of the brands leading the charge. Founded by Pauline Idogho, Mocktail Club is redefining the way people experience sophisticated, alcohol-free drinks. Since launching in 2019, the brand has expanded into 1,300 retail locations, including Whole Foods, Sprouts, Kings, and Target, and is on track to produce 2 million cans this year.Pauline didn’t come from the drinks world — her background is in investment banking and private equity, where she closed some $10 billion in transactions before pivoting to entrepreneurship. That financial acumen has fueled Mocktail Club’s smart growth strategy, taking the brand from small-batch startup to a nationally recognized player in the rapidly expanding non-alcoholic beverage market.In this episode, Pauline shares: How a closing dinner while pregnant sparked the idea for Mocktail Club — and why she knew the market was underserved. Why she chose globally inspired flavors with ingredients like shrub bases, teas, and spices instead of mimicking classic cocktails. Her strategy for breaking into Whole Foods, scaling her retail footprint, and now moving into alcohol distribution channels. How she built Mocktail Club as a mission-driven brand, donating 1% of sales to Water for People and committing to sustainability. What it takes to fundraise successfully in the drinks industry, including how she secured investment from the incubator Pronghorn. Why the non-alc consumer is a cross-category buyer, and how retailers are finally recognizing this growing segment.Last Call:Every month, another celebrity launches a non-alc brand. But does it really work? In Last Call, we break down a Punch article by Hannah Walhout that asks: Are you even famous if you don’t have a non-alc drink line?We debate:- Wellness or virtue signaling? – Are celebrities jumping into non-alc for health reasons—or just to boost their luxury image?- Social media marketing – A photo of Bella Hadid in Target holding Kin Euphorics works…but does it build long-term brand loyalty?- Authenticity vs. cash grab – Some celebs have stakes in both alcoholic and non-alcoholic brands. Does that send mixed messages?Don’t miss our next episode, dropping on March 12.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 North America Search Manager 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 this episode of Business of Drinks, we’re diving into a new-to-world tequila product that’s shaking up the industry: Quintaliza, the world’s first coffee-aged tequila. Founder and CEO Michael Winters joins us to discuss how he took an unconventional idea — aging tequila in coffee-seasoned barrels — and turned it into a fast-growing brand that’s gaining traction with both consumers and industry insiders.Michael isn’t just another spirits industry veteran launching an agave brand — he’s a serial entrepreneur who built Quintaliza from the ground up, first in his own kitchen and then with a world-class distillery in Jalisco. The brand has already won Wine & Spirits Wholesalers of America’s “Brand Battle” competition in 2024, and with a deep-not-wide distribution strategy, it’s set to sell 12,000 bottles in 2025 across four key markets: Florida, New Jersey, Tennessee, and South Carolina.In this episode, Michael shares:- The origins of Quintaliza – How his background in restaurants, branding, and coffee shops led to the creation of the world’s first coffee-aged tequila.- Building a brand from scratch – Why he didn’t take the easy route of private labeling and instead developed a proprietary aging process in ex-bourbon and coffee-seasoned barrels.- Going deep, not wide – Why he turned down multi-state distribution deals in favor of a strategic approach focused on building strong relationships in a few key markets.- Winning over distributors and bartenders – The tactics he’s using to build awareness and pull-through in a competitive spirits category.- The role of storytelling in brand-building – How Michael’s authenticity and hands-on leadership help differentiate Quintaliza in a crowded tequila space.- Scaling smartly – Insights on when (and how) to expand without overextending resources or losing brand momentum.Last Call:The wine industry keeps saying “make wine more accessible” for younger consumers. But what if that’s not what they want? Contributor Caroline Lamb brings on Eater’s Southeast Regional Editor Henna Bakshi to discuss how private wine clubs in Atlanta are thriving with millennial members — who are paying up to $8K+ per year to join. Find out more about this emerging trend.Don’t miss our next episode, dropping on March 5.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, North America 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 @borkalineIf 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!