Park Street Insider Podcast

Alexandre Gabriel, Owner and Master Blender of Maison Ferrand, shares his journey in transforming a dormant cognac house into a leading artisanal spirits brand. He discusses the importance of balancing creativity with financial strategy and adapting to early missteps. Gabriel highlights the evolution of the spirits industry, emphasizing partnerships with farmers and distributors as vital to success. Listeners will also gain insights on maintaining authenticity while innovating, and how passion fuels brand creation in this competitive landscape.

Send us a textVery few categories have as much heritage and tradition as wine, and innovators in the space often fight an uphill battle. In this Essential Talk from Alison Luvera, Founder & CEO of Juliet Wine, she discusses the brand's journey to becoming an industry disruptor in boxed wine. She explains the brand's three pillars of marketing and how authenticity and intentionality lead to the brand's breakthrough success. Reversing Negative Stigmas- Alison discusses how the mission of Juilet Wine is to reimagine boxed wine for the modern consumer. Box wine has a longer shelf life and a smaller carbon footprint than its bottle counterpart, and the stubborn negative stigma surrounding boxed wine is preventing innovation in the space. Culture, Community, Change- The three pillars of Juilet Wine's marketing strategy are culture, community, and change. Alison provides real-world examples of how the brand leverages each pillar in its marketing. The Forefront of Premiumization- Alison discusses what separates Juilet Wine from traditional boxed wine to allow the brand to be embraced by upscale on-premise accounts.In this episode you'll hear from:Alison Luvera, Founder & CEO, Juliet Wine Mentioned in this episode:Juliet WineEntrepreneurial Insights: Juliet's Modern Marketing ModelLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textMany of the Park Street podcast guests extoll the importance of vision to the brand-building process. But before a vision can materialize, an understanding needs to form around the actual cost of goods that will be incurred during the production process. With this Essential Talk from Paul Monahan of Matchbook Distilling, a contract distillery based in Long Island, we're taking a granular look at the financial implications and timelines for producing a spirit. To give founders an effective template for costing out production Paul covers: Production unit economics - Paul delivers a comprehensive breakdown of the timeline it takes to produce both 300 and 600-gallon runs of a given spirit. He highlights the associated costs and issues the total expenses that you can expect for spirits production. Glass economics - After the spirit is produced, it's time to put it in a bottle. Paul combs through the associated costs of securing glass and runs through the supply chain expenses that coincide with this process.  Data analysis - Taking an active approach to understanding the data behind the cost of goods is the only way founders can get the full picture of how much they actually want to spend before making commitments. Paul uses label pricing and finished cocktail breakdown to explore this principle.In this episode you'll hear from:Paul Monahan, COO, Matchbook Distilling Mentioned in this episode:Matchbook Distilling2023 Craft Spirits Data Project - Distillers SurveyLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textAcross the industry, beverage alcohol brands are looking to sure up their long-term prospects by investing along the lines of high-growth categories.  So when cult favorite whiskey brand Ole Smoky decided it was time to invest in their future, they didn't have to look much further than high-flying tequila maker Tanteo Spirits. On this episode, Neil Grosscup, President of Tanteo Spirits, joins the Park Street Insider Podcast to share his experience in the spirits industry and the development of Tanteo up through the point of sale. Grosscup will share key insights about:  Managing a Successful Career ArcIf you go from being an unpaid intern to CEO of a spirits brand in less than four years, chances are you're doing something right. Grosscup's story is a reminder that with passion and hard work, there are many paths to success in beverage alcohol.  How to Win Over Retail AccountsTanteo's hyper-focused approach to winning over bartenders was part of the reason they were able to develop the brand into an attractive investment. Grosscup will explain the methods they used when doing in-market visits to attain menu placements and drive sales. Overseeing A Sale and Merger Grosscup gives listeners an inside look at the decision-making process leading up to Tanteo's sale to Ole Smoky and what owners should look out for when undergoing a merger.  In this episode you'll hear from:Neil Grosscup, President, Tanteo Spirits  Mentioned in this episode:Tanteo Tequila Ole Smoky2023 Craft Spirits Data Project - Distillers SurveyLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textConsumers aren’t all alcohol connoisseurs; many rely on labels to inform their in-store purchase decisions. In this Essential Talk, Cole Clark,  President of AmygdaLaunch, wants to help brands optimize their approach to labeling to help drive purchase decisions.  Clark discusses the implications of label data and how beverage alcohol brands can interpret the findings. In this episode, you'll hear from:Cole Clark, President, AmygdaLaunch You'll hear key insights about:The key factors for how successful labels can help drive purchases.  Clark dives into the importance of assessing data on different label aspects to ensure success using descriptive terms, color combinations, and contrast. Ultimately, he wants brands to create a  label that reflects the values of their target consumer.    How certain labels perform given seasonality factors. Clark investigates a case study from a major wine supplier that noticed a stark change in label preferences based on the time of year. Mentioned in this episode:AmygdaLaunch2023 Craft Spirits Data Project - Distillers SurveyLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textWe're thrilled to release our Impact Investment seminar recorded at Bar Convent Brooklyn 2023. On the Park Street University stage, Emily Pennington sat down with some of the leading impact investors for a high-level discussion about what they're doing to make a positive social impact while boosting their bottom lines in the spirits industry.  In this episode you'll hear from:Jomaree Pinkard, CEO & Managing Director, PronghornKamuti Kiteme, Managing Director - Inclusive Investment Programs, Distill VenturesMaria Pearman, Principal, GHJAndrew Merinoff, CEO, Chinola & DisPact VenturesKatie Dunn, Partner, Power to PitchYou'll hear critical insights from impact investors about:The intersection of impact investments and mentorshipWhile some investors issue checks and track their investments from the sidelines, our contributors make a case for a hands-on approach to investing that builds sustainable long-term partnerships. Balancing ROI and altruismImpact investors from Distill Ventures and Pronghorn will always seek out talented individuals from underrepresented groups that are pushing boundaries and being innovative, but it's essential that they see the proof points of a strong business as well. They'll explain how they balance influencing positive social ecosystems while measuring KPIs for return on investment in a business. Red flags for investment pitchesWith decades of experience in this space between them, our panelists have seen the difference between brands that secure funding and those that don't. Our panelists make the case for a hyper-focused approach to pitching investors that leaves no room for ambiguity about your goals and trajectory.  Mentioned in this episode:Pronghorn Distill VenturesGHJDispact VenturesChinolaPower To Pitch2023 Craft Spirits Data Project - Distillers SurveyLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textNot many alcohol brands can claim to have taken a nearly 30-year hiatus from producing their spirit, only to revive it and build their business into a category leader. However, Tequila Fortaleza is not your average brand. It entered the U.S. market during the early stages of tequila's popularity boom and rapidly became one of the most celebrated agave spirit brands in the industry.  In this episode, Park Street's Jesse Cortes sits down with Billy Erickson, the Sales and Marketing Manager of Tequila Fortaleza to dive into the rise and development of his family's brand.  Erickson will cover the history of the brand from front to back, recounting how he helped his father build and expand the business in its early days and what the duo sees for Fortaleza in the future. He explains how their patient approach to expansion in the U.S. market paid off in the long run. Having been at the heart of the business for over a decade, Billy offers insight into the operational aspects of Tequila Fortaleza. You'll get a sense of how Billy and his team achieved a positive cash flow for the brand in a relatively short window by generating traction in the on-premise. He also offers his best practices for hiring, how to pick a distribution partnership, and what they would have done differently if he could do it over again. Join us as the Park Street Insider Podcast explores what it took for Tequila Fortaleza to become a driving force in the hottest spirits category in beverage alcohol.Episode Breakdown:0:00 - Introduction 5:26 - Erickson's background6:40 - Erickson's key skillset for industry members 8:10 - Learning about the industry as a newcomer10:40 - History of Fortaleza 14:40 - Key decisions when  building Fortaleza 17:30 - The importance of trade shows19:25- How the Tequila category landscape has evolved22:00 - Fortaleza's current footprint23:30 - Erickson's strategy for winning retail accounts26:00 - Hiring and training practices 29:00 - Running industry engagement programs33:15 - Best approach for picking out a distribution partner35:10 - Advice for establishing a trademark 37:00 - Best tips for brands first getting started in beverage-alcohol 40:45 - Fortaleza's expansion plans 44:09 - Navigating acquisition conversationsIn this episode you'll hear from:Billy Erickson, Sales and Marketing Manager, Tequila FortalezaMentioned in this episode:Tequila FortalezaLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textThe popularity boom of agave spirits over the past decade needs no introduction. The category saw a volume increase of 13% between 2021 and 2022 alone, according to IWSR, and is poised to take an ever-increasing share of the total spirits market. In the latest Essential Talks episode from the Park Street Insider Podcast, you'll hear from Carlos Ochoa, the COO of Mezcal El Silencio. In this talk, Ochoa will give listeners insight into what it's like to produce an agave spirit in Mexico with a window into the brand's production process.   He offers brand owners an understanding of how bottles are produced and eventually make their way to a point of sale. He also offers a cost-of-goods breakdown for each step, explaining how a bottle arrives at a certain price point.  Ochoa also makes the case for marketing agave spirits brands in ways that honor Mexican culture. He shares how his brand brought its production capabilities in-house to flip the script on outdated representations of mezcal production.   Episode Breakdown:1:15 - The cost of buying finished goods2:35 - The backward incentives for brokers 4:30 - Making the case for in-house productionKey Quote:"I'm a true believer that optimization does not mean industrialization. By buying finished goods, you're incentivizing the producers and the broker to squeeze down every penny. What I'm trying to convince people of is to hire those people (producers) directly."In this episode you'll hear from:Carlos Ochoa, COO, Mezcal El SilencioMentioned in this episode:El SilencioEl Silencio’s Carlos Ochoa on Mezcal Production Costs & InnovationLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textMergers and acquisition deals often make for good headlines, but to take a step back and look at the sum of these deals often reveals larger insights in the state of beverage alcohol.  This perspective can prove useful in helping brands shape their own strategies. In this Essential Talk, Ryan Lake, Managing Director at Arlington Capital Advisors, provides an overview of the current trends driving M&A activity in beverage-alcohol. Lake closely examines the perspectives of strategic acquirers, offering insights into spirits categories, packaging types, and technologies driving the market. He highlights the types of deals that dominate investments, showcasing how some of the biggest deals in the past year fit into these different investment structures. Additionally, Lake examines one of the most dominant forces in the M&A landscape: industry and category convergence. He explains why it's suddenly become so attractive for major soda companies like Coca-Cola and Pepsi to enter the beverage-alcohol arena. You'll also hear about how major suppliers have broken category norms in recent months to align with consumer trends. Listeners will learn about the best ways to incorporate M&A trends into their own thinking. Lake offers brand owners his best practices for staying agile in an ever-changing market.   Episode Breakdown:1:50 - Trending spirits categories driving M&A 4:05 - Trending packaging types and occasions driving M&A 5:55 - New technologies and innovations driving M&A7:17 - Most common types of investments 9:15 - Industry convergence10:40 - How brands can take advantage of M&A trends Key Quote:"If you're not building your brand for where the consumer is going,  you're already getting left behind. Make sure you're watching the trends: trends that go beyond spirits, beyond spirits-based RTDs, beyond beverage-alcohol even."In this episode you'll hear from:Ryan Lake, Managing Director, Arlington Capital AdvisorsMentioned in this episode:Park Street’s 2022 Beverage Alcohol M&A OverviewArlington Capital AdvisorsLearn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram

Send us a textFor years rum has been forecasted to be the next spirit category to undergo a major renaissance, and only in the last few years did that seem like it could be true thanks to a handful of innovative premium rum producers. Marc Farrell, the founder, and CEO of Ten To One Rum,  is among those producers seeking to elevate the category. When he founded Ten To One Rum in 2019  he leaned into his Caribbean heritage and the rich tradition of the spirit to create a premium and authentic brand identity that could propel that category into an exciting future.On this episode of the Park Street Insider Podcast, Emily Pennington sits down with Farrell to trace his journey from a coffee executive to a leader in rum’s revival. In this episode, he breaks down the status quo of the category and shares his approach to helping shift consumer perception.  He also explains why rum is a category that should be seen as synonymous with craft. Listeners will also get a sense of how Farrell's unique backstory made him a capable founder and hear about some of the key traits that have made him a successful entrepreneur.  Episode Breakdown:0:00 - Introduction 5:15 - Farrell's key skillsets for entrepreneurs'7:20 - Before Ten To One Rum13:40 - Why start a rum brand? 16:10 - Challenges facing the rum category22:05 - Milestones when brand building25:28 - How Farrell learned about the industry as an outsider29:40 - Ten To One's footprint today32:10 - The shifting perceptions of rum38:10 - Celebrity partnership with CiaraKey Quote:"As a founder, I think it's important that you don't ask people to do anything that you're not willing to do yourself. I was the first salesperson: going to accounts, doing tastings, telling the story, and closing that sale. Having those first couple cases land and seeing them on that back bar was a major, major milestone." In this episode you'll hear from:Marc Farrell, Founder & CEO, Ten To One RumMentioned in this episode:Ten To One Rum Bar Convent Brooklyn 2023Learn More About Park StreetSign up for our Daily Industry Newsletter.Sign Up for our Monthly Newsletter.Check out Park Street's Guide to Getting Started in the U.S. MarketFollow us for more industry insights onLinkedIn FacebookTwitterInstagram