Aplós is one of the quickest-growing craft brands in the non-alc space — a premium functional spirit designed not to mimic tequila or gin, but to redefine what a cocktail experience can be without alcohol. 

Founded in 2018 and launched in 2020, the brand is now breaking out: Approaching 100K case sales annually, their wholesale is up more than 500% YOY, and they’re ​​on pace to double their wholesale volume in 2026. In the last 12 months, Aplós has added 1,300+ chain retail doors, and on-premise placements have climbed to 750+ cocktails across 550 accounts. The company also just announced a $5 million funding round to grow production and expand its hospitality and retail footprint.

In this episode, David Fudge, Co-Founder & CEO of Aplós, shares how the company is scaling through long-game brand building, deep bartender collaboration, and disciplined distribution strategy.

🔶 A new category, not a proxy: Aplós started with two original functional NA spirits — Ease for relaxation and Arise for social energy — each with meaningful levels of Lion’s mane and magnesium. Then they built out NA RTDs based on familiar cocktail templates. 

🔶 Crafted with bartenders: Years of development with hundreds of bartenders (including mixology legend Lynette Marrero) ensured the spirits could perform like true leads in classic cocktails — neat, on the rocks, or mixed.

🔶 Brand-first architecture: David invested early in a timeless aesthetic and distinctive tone, building a brand world meant to feel established from Day One. That foundation now fuels premium pricing and cultural relevance.

🔶 Evolving from DTC to wholesale: Aplós began online to learn quickly, but its current breakout year comes from wholesale — and from learning that you cannot outsource your story. Even in non-alc, distributor management is table stakes.

🔶 On-premise momentum: From Michelin-starred programs to luxury hotels, Aplós is winning multiple menu placements per account. One Miami restaurant sells 10 cases/month of a single Aplós cocktail — a model the team now replicates in key markets.

🔶 Chain retail acceleration: Starting small with partners like Total Wine, Aplós refined velocity drivers — tastings, staff education, merchandising — before expanding nationally. Today, the brand sits in more than 1,300 chain doors and counting.

🔶 Founder lessons: David talks about intuition vs. testing, navigating functional compliance, building a craveable product, and why conviction matters in a category still finding its identity.

Don’t miss our next episode, dropping on December 10.

Business of Drinks:

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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.

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.

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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.

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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,

Thank you!

FRE is one of the most quietly powerful brands in American wine. Launched in 1992, it now holds 48% dollar share of the U.S. non-alcoholic wine market, sells ~439,000 cases a year, and is growing nearly 16% in volume YOY — all while the broader wine category softens.

In this episode, Brie Wohld, Vice President of Marketing at Trinchero Family Estates, breaks down how a 30-year-old NA brand is driving double-digit growth and helping keep wine culturally relevant for flexi-drinkers.

🔶 Legacy innovation: Why Trinchero invested early in spinning cone technology in 1992, spending more than $1M to build a quality-first NA wine more than two decades before “sober curious” entered the cultural vocabulary.

🔶 Strategic hedge: How FRE acts as both a business hedge against wine headwinds and a cultural hedge that keeps consumers walking the wine aisle and maintaining wine rituals — even on non-drinking days.

🔶 Portfolio architecture: How the team maps varietals and formats (sparkling, reds/whites, minis, new Pinot Grigio) to specific occasions without overwhelming shoppers.

🔶 Brand evolution for younger drinkers: Updating design, tone, and partnerships to speak to Millennial and Gen Z lifestyles, without alienating loyal Boomers.

🔶 Data-driven growth: Expanding to 28,000+ accounts, adding 4,000 new points of distribution YOY, leaning into grocery and mass, and using social (especially TikTok) to deliver real value — recipes, pairings, and city guides, not just bottle shots.

🔶 Moderation, not morality: Why 93% of NA buyers also purchase alcohol, and how FRE leads with a message of “choice over judgment” to support everything from Dry January to zebra striping.

If you’re building a legacy brand — or trying to future-proof one — this episode is a playbook on staying relevant, expanding occasions, and using non-alc as a growth engine rather than a threat.

Don’t miss our next episode, dropping on December 3.

For the latest updates, follow us:

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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.

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!

Rebranding a beloved, 29-year-old beverage is one of the riskiest moves a CEO can make. But in this episode, Ben Mand, CEO of Yerba Madre, walks us through how he pulled off what most leaders avoid: renaming and relaunching a legacy brand — with full community support — and reigniting growth in the process.

Under 4% of Americans even know what yerba mate is, yet Yerba Madre (formerly Guayakí) generates nearly $200 million in annual sales and dominates a fast-emerging category. When Ben took over in 2024, the business wasn’t growing, innovation had stalled, and profitability was strained. Within a year, he streamlined the supply chain, rebuilt the route to market, launched new innovation, and guided a high-stakes rebrand that consumers embraced — thanks to months of groundwork with the brand’s 10,000+ loyal ambassadors.

For drinks entrepreneurs, this episode breaks down the tactics, sequencing, and frameworks behind one of the most successful rebrands in beverage.

Top Takeaways for Drinks Entrepreneurs

🔶 How to rebrand without losing your base. 

Ben shares the playbook: deeply engage your most loyal consumers, treat the new name as an “empty vessel,” and build meaning through community participation. (It worked — consumers helped evangelize the launch.)

🔶 Why SKU breadth drives velocity. 

Yerba Madre sees the whole line lift once they hit 6–8 facings in a refrigerator case. Half their consumers drink 3–7 flavors, making variety a core velocity driver.

🔶 Packaging changes that actually matter. 

Navigation upgrades — like white lids for low-sugar SKUs — help shoppers instantly find the right product in-set.

🔶 How to scale responsibly. 

Yerba Madre is investing 8× more in regenerative agriculture and community partnerships this year — while improving profitability through supply-chain redesign.

This episode is a blueprint for modernizing a legacy brand, managing risk during a major transformation, and building a category that 96% of Americans have yet to discover.

If you’re thinking about evolving your brand, expanding nationally, or taking on a category dominated by billion-dollar incumbents — this conversation is packed with actionable insights.

Don’t miss our next episode, dropping on Nov. 26.

For the latest updates, follow us:

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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.

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.

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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.

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Instagram @borkaline

SPONSOR: SWIG Partners is exclusively offering a Q4 discount 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!

In just four years, the premium alcohol-free wine French Bloom has become a global luxury brand — sold in 60+ countries, producing 500K bottles in 2024, and on track to double sales in 2025. It also became the first non-alcoholic brand backed by LVMH, signaling a new era for luxury drinks without alcohol.

Co-founder Maggie Frerejean-Taittinger, formerly of the Michelin Guide, shares how she turned a personal need into a brand — and made moderation aspirational.

🔶 From Need to Innovation 

While pregnant with twins, Maggie saw the gap for an alcohol-free wine that delivered the emotion and depth of Champagne. With her husband, a Champagne maker, and co-founder Constance Jablonski, she created a 0.0%, organic, sugar- and sulfite-free sparkling wine that could stand beside a grand cru.

🔶 Scaling Through Selectivity 

Launched at Le Bon Marché and Selfridges, French Bloom sold out in weeks. Growth came through luxury retail, Michelin-star restaurants, and five-star hotels — not mass channels. Today it partners with 500+ Michelin venues and global events like Coachella, Roland Garros, and Formula 1, where it’s the official non-alcoholic sparkling partner for the next decade.

🔶 The Growth Formula • Credibility through awards — “World’s Best NA Sparkling Wine” three years running. • Premium positioning — priced around 80% of house Champagne. • DTC strength — 20–25% of global sales online. • Core audience — “flexi-drinkers” (80% of customers still drink alcohol).

🔶 Founder LessonMaggie cites The Empathy Edge by Maria Ross: “Empathy isn’t soft — it’s a business advantage.”

Why Listen:This is a concise playbook in category creation and premiumization — how French Bloom built cultural relevance, scaled fast, and made moderation synonymous with modern luxury.

Don’t miss our next episode, dropping on Nov. 19.

For the latest updates, follow us:

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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.

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!

Madre Mezcal has become one of the fastest-growing brands in the agave spirits space — and it’s done it without the deep pockets of a corporate parent. Co-founder and CEO Chris Stephenson joins Business of Drinks to unpack how an indie brand captured 11% U.S. market share in a category dominated by global strategic-backed brands like Del Maguey, Ilegal, and 400 Conejos.

Before founding Madre, Stephenson spent nearly 30 years shaping culture at MTV, Xbox, and SFX Entertainment. That experience laid the foundation for a different kind of drinks company — one built from the ground up through community, creativity, and culture.

In this episode, Chris shares how Madre:

🔶 Launched culture-first: The team spent a full year building brand identity and community before selling a single bottle — earning 15,000 Instagram followers pre-launch.

🔶 Competes on authenticity, not ad spend: Madre’s “shoe-leather marketing” includes more than 300 in-person events a year (!!) and micro-influencer partnerships that drive organic credibility rather than paid reach.

🔶 Leads on retail velocity: Madre has been #1 in retail velocity in 42 of the past 45 months, proof that brand love and turnover at shelf drive long-term health.

🔶 Expanded strategically: With a focused lineup — premium Ensamble, bar-friendly Espadín, sessionable RTDs, and an additive-free tequila — Madre built a full-funnel agave portfolio designed to bring new drinkers into the category.

🔶 Scaled smart: Now on track to sell 35,000 nine-liter cases a year, Madre’s 140-member investor base and grassroots network have fueled steady growth from independents to chains like Safeway, Kroger, and Albertsons.

Whether you’re building a craft brand or managing a multinational portfolio, this episode delivers, revealing the Madre “secret formula” of patience, strong brand identity, and sales velocity.

Last Call:

The RTD boom isn’t over — but it’s evolving fast. In our latest Last Call, Erin McVickers of 3-Tier Beverages joins us to break down new data from their “Buzz or Bust” report, which tracks how consumers are shifting across malt-, wine-, and spirits-based RTDs. Tune in for the insights!

Don’t miss our next episode, dropping on Nov. 12.

For the latest updates, follow us:

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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.

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!

Lemon Perfect is one of the fastest-growing beverage brands in America — a zero-sugar, organic lemon water that’s redefining what “better-for-you” can mean. Since launch, the company has sold more than 150 million bottles, is pacing for $100 million in retail sales this year, and projects $160 million in 2026.

In this episode, Lemon Perfect Founder and Executive Chairman Yanni Hufnagel shares how he turned a simple ritual — morning lemon water — into a national phenomenon, and what it’s taken to scale in one of the most competitive categories in beverage. TL;DR it wasn’t easy! He talks about the moments that tested Lemon Perfect’s survival, the pivots that unlocked scale, and the mindset that turned a near-failure into a $100 million success story.

We discuss:

🔶 The near-collapse that forced a rebuild — and what “competitive stamina” really looks like when your co-packer walks away mid-production.

🔶 How a cold-chain product pivoted to shelf-stable — unlocking nationwide scale and multiplying revenue from $500K to $27M in three years.

🔶 Why velocity is the lifeblood of beverage growth — and how Lemon Perfect balances share gains and margin discipline.

🔶 How packaging drives impulse trial — and why “packaging isn’t brand,” according to Yanni’s biggest brand-building lesson.

🔶 The evolving role of influencers and celebrities — why Lemon Perfect is working with big names like Beyoncé, alongside a set of high-engagement creators.

🔶 The founder mindset required to survive — why Yanni believes perseverance and adaptability matter more than any strategy deck.

This conversation is a reality check for every drinks entrepreneur chasing scale. From early formulation to $100 million in sales, Yanni lays out a playbook built on execution, resilience, and an obsession with velocity — the unvarnished truth of what it takes to build a billion-dollar beverage brand.

Last Call:

Park Street’s 2025 midyear report tracks 80+ new product launches across spirits, wine, RTDs, and non-alc. The Business of Drinks team breaks down what’s driving innovation — from collector whiskies and celebrity RTDs to the rise of savory and NA spirits.

Link to the article: https://www.parkstreet.com/alcohol-beverages-products-brands-launched-in-2025-so-far/

Don’t miss our next episode, dropping on Nov. 5.

For the latest updates, follow us:

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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.

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!

How do you keep a 60-year-old wine brand growing—especially when it’s already the biggest in America? You appeal to a new generation of wine drinkers.

In this episode, we sit down with Britt West, Chief Commercial Officer at Gallo, to unpack the growth playbook behind Barefoot Wine, the country’s #1 wine brand by dollar sales.

When Gallo acquired Barefoot in 2005, it was a 600,000-case business. Today, it’s more than 14 million cases and still expanding — bringing in an estimated 2.6 million new consumers to wine last year alone.

Britt shares how Barefoot continues to unlock growth through smart innovation, consumer-driven formats, and bold marketing that meets people where they are.

 We discuss:

• The growth engine behind America’s biggest wine brand: How Barefoot keeps growing year after year in a flat category.
  

• Consumer obsession as strategy: Why longtime winemaker Jen Wall’s 30-year run is built on being “intellectually curious about consumers” — not just about wine.
  

• Format innovation that fuels recruitment: How Tetra packs, single serves, and flavored wines are attracting Gen Z and bringing new drinkers into the category.
  

• How Barefoot wins culture: From the NFL partnership to viral campaigns like the Bandwagon Box with Donna Kelce, Britt explains how Barefoot makes wine feel right at home in football season and pop culture.
  

• Branding lessons for every entrepreneur: Britt’s advice for founders on why packaging is your silent salesperson — and why brand relevance beats perfection in the glass.
  

• The future of wine: Why Britt believes the current wine slowdown is cyclical, not structural — and how the industry can fight back for consumer attention (and dollars).
  

For any drinks entrepreneur or marketer trying to understand how legacy brands stay fresh this episode is packed with takeaways on modern brand building.

🎧 Listen now to hear how Barefoot has stayed relevant for 60 years—and what it teaches us about recruiting the next generation of wine drinkers.

Last Call:

Don’t miss our next episode, dropping on October 29th.

For the latest updates, follow us:

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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.

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!

In this special collaboration episode, Business of Drinks teams up with Park Street Insider host Emmett Strack to tackle one of the biggest questions in the drinks industry: How does distribution actually work — and where is it headed?

From the end of Prohibition to today’s fractured and consolidated landscape, co-hosts Erica Duecy and Scott Rosenbaum join Emmett to break down what every drinks entrepreneur needs to know about navigating the middle tier — and what the next decade might look like for beverage alcohol, non-alcohol, and THC brands alike.

Together, we explore the systems, players, and shifting power dynamics that shape whether brands scale or stall — and share the most useful lessons for anyone working to grow a drinks business today.

We discuss:

🔶 How the three-tier system came to be — and why it’s still here

Why the U.S. created this complex system after Prohibition, how it keeps alcohol markets regulated, and why it’s both a safeguard and a hurdle for modern brands.

🔶 The four major distribution models and how they differFrom national wholesalers like Southern Glazer’s and RNDC, to specialty importers, beer DSD networks such as Reyes, and control states — plus how brands can work effectively within each.

🔶 How new categories are changing the rules

Hemp-THC and adult non-alcohol brands are writing their own distribution playbooks — blending natural-food DSDs, direct shipping, and e-commerce to stay nimble.

🔶 Inside the RNDC California exitWhat happened when RNDC left the country’s biggest market, how it disrupted more than 200 brands, and what it revealed about consolidation and fragility in Tier 2.

🔶 Why more spirits and RTD brands are joining beer networksFrom Sazerac to Tito’s, brands are moving to beer distributors for better cold-chain coverage, convenience-store access, and faster retail velocity.

🔶 What distributors actually want from brands in 2025They’re looking for brands with pull — not promises. That means showing velocity, market understanding, readiness, and real partnership.

🔶 How to future-proof your route-to-market strategyThe next decade will be defined by omnichannel distribution: mixing regional and specialty wholesalers, self-distribution, and selective DTC to stay closer to the consumer.

Listen now on both Business of Drinks and Park Street Insider — and get ready to rethink your route to market.

Don’t miss our next episode, dropping on Oct. 22.

For the latest updates, follow us:

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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.

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!

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 industry

For 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:

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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.

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!

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:

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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.

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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.

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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!