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Business of Drinks

Business of Drinks

De: Business of Drinks
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Welcome to the Business of Drinks, where we go behind the bottle, interviewing beverage innovators and icons about how they built their businesses. We take a data-driven approach, analyzing the brands, products, and categories that get consumers excited. And we cover many drinks categories — from wine, beer, and spirits to non-alcohol drinks — as well as THC, adaptogen, and functional beverages. So whether you’re working in drinks — or just interested in the stories behind your favorite brands — join us each week as we explore how companies are unlocking growth at every stage in the game.Business of Drinks Economía
Episodios
  • 85: How Taraji P. Henson Reignited Seven Daughters with Bill Terlato - Business of Drinks

    85: How Taraji P. Henson Reignited Seven Daughters with Bill Terlato - Business of Drinks
    Oct 8 2025
    When a 20-year-old Moscato brand suddenly becomes one of the fastest-growing wines in America, the industry takes notice.In this episode, Bill Terlato, President and CEO of Terlato Wine Group, shares how his fourth-generation family business pulled off one of wine’s biggest rebound stories — relaunching Seven Daughters with actress Taraji P. Henson and turning it into a phenomenon with younger consumers.According to Nielsen, Seven Daughters is now the #8 ranked Moscato in the U.S. between $9–15, with over $3.4 million in 2024 sales and on pace to hit nearly $4 million in 2025. Right now, it’s the only Top 10 Moscato showing growth across every metric — sales, velocity, and distribution.Bill walks us through how his team — and Taraji — completely reimagined a legacy brand through bold packaging, inclusive storytelling, and a billion-impression media blitz. From 800 fans lining up at a Miami retailer to a Times Square takeover, the results speak for themselves.But this episode isn’t just about celebrity partnerships. It’s about how to reignite growth for any brand:🔸 Why packaging and positioning — not product — often hold brands back🔸 How to identify the “authentic overlap” between your brand and a potential partner🔸 The marketing formula that drives trial and sustained repeat purchases🔸 How “everyday luxury” wines can win over younger, wellness-minded consumers🔸 Why Bill believes wine’s future remains bright — and why cycles, not collapse, define this industryFor drinks entrepreneurs, Bill also shares advice from decades of leading one of the world’s top privately held beverage portfolios, spanning more than 85 brands across wine, spirits, and non-alc. Last Call:The latest Sovos ShipCompliant Mid-Year DTC Wine Shipping Report confirms what many in the industry have been sensing: the once-unstoppable DTC channel is losing momentum.🔸 Shipments are down 12% in volume (to 2.7 million cases) and down 6% in value (to $1.7 billion) — the steepest mid-year decline since 2018.🔸 The average DTC bottle price reached $52.68, an 8% year-over-year rise and 38% higher than 2018, showing steady premiumization across regions.🔸 The average order value climbed 13% to $521, with shipments averaging 9.9 bottles per order — consumers are consolidating purchases and trading up.Are we witnessing the premiumization of DTC wine — or are we pricing out the next generation of consumers?Don’t miss our next episode, dropping on Oct. 15.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!
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    56 m
  • 84: Mom Water’s 850K-Case Growth Playbook With CEO Kara Woolsey - Business of Drinks

    84: Mom Water’s 850K-Case Growth Playbook With CEO Kara Woolsey - Business of Drinks
    Oct 1 2025

    How do you build one of the fastest-scaling independent alcohol companies in America — without diluting ownership?

    That’s the story of Mom Water, the fruit-infused vodka water RTD brand that has gone from a backyard experiment in 2018 to a 850,000-case business by 2024 — and continues to grow. With playful, first-name flavors like Linda, Susan, and Kathy, Mom Water blazed a new path in the RTD category by staying still (non-carbonated) while everyone else went fizzy.

    In this episode, CEO Kara Woolsey walks us through how the brand:

    • Turned a vacation resort hack into a disruptive category play

    • Survived co-packing disasters and empty warehouses to stay alive in Year One

    • Went viral on TikTok and built a cult following among Gen Z — even though it was designed for moms

    • Landed major retail accounts like Target, Walmart, and Publix, with chains now driving more than half of its business

    • Launched Dad Water, a tequila water, and the very different challenges of scaling a second brand

    • Balanced explosive growth with profitability by staying lean, resisting big checks, and keeping ownership in the family

    For drinks founders, Kara’s story is a rare playbook in discipline and execution: Building a national brand that can compete with the big RTD players — without selling a majority stake.

    If you want to understand how to scale a breakout brand in one of the most competitive categories, this episode is packed with actionable insights.

    Last Call:

    🍷 Wine’s future is on the line. A new report from Three Tier Beverages shows:

    🔸 Wine’s core consumer base is aging—most are 55+, higher-income, and white🔸 Smaller packages are still just 5% of sales (vs 20–25% for spirits)🔸 Sparkling is the Trojan horse—bringing in younger, more diverse drinkers in casual and celebratory occasions

    The opportunity? New formats, better-for-you SKUs, and showing up where younger consumers are. If you’re building a wine brand, the playbook is shifting fast.

    Don’t miss our next episode, dropping on Oct. 8.

    For the latest updates, follow us:

    Business of Drinks:

    YouTube

    LinkedIn

    Instagram @bizofdrinks

    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.

    LinkedIn

    Instagram @ericaduecy

    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.

    LinkedIn

    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.

    LinkedIn

    Instagram @borkaline

    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!
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    1 h y 3 m
  • 83: De Soi CEO Scout Brisson on Scaling a 250K-Case Non-Alc Brand - Business of Drinks

    83: De Soi CEO Scout Brisson on Scaling a 250K-Case Non-Alc Brand - Business of Drinks
    Sep 24 2025
    De Soi is one of the breakout stars of non-alc cocktails — selling more than a quarter million cases per year across all channels. Under CEO Scout Brisson, the brand has climbed to the #1 fastest-growing NA cocktail brand in mass channels, growing nearly 500% YOY, per SPINS data, with distribution in 6,000+ doors — and a new national partnership with Southern Glazer’s set to take them even further.So what’s driving this rocket ship? In this conversation, Scout pulls back the curtain on the operator mindset behind De Soi’s rise. She shares why velocity — not awareness or impressions — is the brand’s North Star metric, and how focusing on the fundamentals of execution is what keeps the shelves turning.We discuss:How De Soi overcame early Amazon challenges and built a winning channel strategyWhy Scout says “influencer marketing is dead” — and how local IRL businesses are becoming the new influencersThe flavor development process with co-founders Katy Perry and Morgan McLachlan, and how they balance sophistication with mass appealFundraising lessons, including how to convince skeptical investors in an emerging categoryScout also speaks candidly about setbacks (including a major production issue and retailer loss in the same week) and the resilience required to keep building in a fast-changing category.For drinks entrepreneurs, this episode is a case study in scaling a non-alc brand — full of takeaways on growth strategy, retail execution, and building a category leader from the ground up.Last Call:Hiring in the drinks industry looks very different than it did even a few years ago. In this sponsored Last Call, Rachel Doueck of Force Brands shares what every founder should know about scaling teams today:🔸 The fastest growth is happening in $20–$100M brands, where investors are circling.🔸 Sales structures are shifting — fractional sales teams are replacing the traditional “boots on the street.” 🔸 The biggest founder mistake? Over-hiring too early. Fractional or interim executives can bridge the gap until a business is ready for full-time leadership.For drinks entrepreneurs, listen in for a practical playbook for aligning people strategy with growth strategy.Don’t miss our next episode, dropping on Oct. 1.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!
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    1 h y 10 m
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