The first mistake many drinks brands make when entering the U.S. market? Thinking that distributor procurement is the first big step.

In reality, the importer layer is more significant than many realize. It’s where compliance, taxes, customs, cash flow, and route-to-market decisions collide, and where expensive missteps often trip brands up.

In this episode of Business of Drinks, Scott Rosenbaum talks with Chelsea Andreozzi, founder of First Call Imports Consulting, about what it really takes to bring a wine or spirits brand into the U.S. market.

Chelsea has spent 15 years across nearly every side of the bottle: Bartending, beverage directing, distilling, brand development, importing, and now consulting. Today, she helps wine and spirits brands, importers, and distributors build the systems they need to scale with more confidence.

This conversation gets into the practical mechanics of importing: Federal permits, COLA approvals, FDA registrations, customs paperwork, CBMA tax credits, tariff refunds, brokers, and the details that determine whether a shipment clears smoothly or gets stuck at port.

And the costs can add up quick. Chelsea has seen paperwork issues delay shipments for weeks, with fees climbing into the thousands — and in some cases, $25,000 on a single container.

We also dig into why CBMA refunds can become a powerful cash-flow tool (IYKYK), what importers should be doing now to prepare for potential tariff refunds, where brokers fit into route-to-market strategy, and why self-distribution can be valuable early but rarely holds up as a long-term growth plan.

The bigger lesson here is that import operations are not back-office housekeeping. For brands, they can be the difference between scaling with confidence and burning through time, money, and momentum before the first case ever sells.

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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.

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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.

Scott Rosenbaum 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.

Caroline Lamb LinkedIn

Instagram @borkaline

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