Neha Kumar knows a lot about money and finance. As well as a background in banking, and plenty of corporate experience, she also lectures at UCLA’s Anderson School of Management and collaborates with the Women’s Abundance Collective, teaching high-net-worth women the ins and outs of investing and deal-making. 

And, at a time when wine sales are wobbling, she’s raised $14 million to invest in her company, Full Glass Wine, which is on a mission to build the next wave of direct-to-consumer brands in the space. Acquisitions include Winc, Bright Cellars and Wine Insiders.

In this episode, she explains why she’s so optimistic about the future of wine DTC and:

1. The value of data

How using data effectively can help refine operations and present the correct wine to the right market.

2. Why you need to move faster

The industry works on razor-thin margins, which means wine companies have to be swift and responsive, and test, grow or discard ideas faster than is other industries.

3. How to present choices to consumers in a meaningful way

Too much choice can paralyze consumers, but not enough will feel flexible and rigid. Neha explains how to create the happy medium.

4. The role of convenience

Pack size is everything in this game, and it’s worth reconsidering the traditional 3-, 6- and 12-bottle format.

5. The right model for multiple businesses

How do you build brands that will appeal to different demographics, without cannibalising any of them? There are simple models for that!