Welcome to MAFFEO DRINKS. For many years, I've been known as the "built bottom-up" guy. 
But many people misunderstand what bottom-up actually means. 
Bottom-up means building at a pace that doesn't jeopardize your future. 
Doing the right things on the ground while managing expectations from above.

That's it. 

It doesn't matter if your brand is small or big. 
It's a mindset.

I'm Chris Maffeo, Drinks Leadership Advisor. 20 years in drinks across 30+ markets. 
I've been in the boardroom but chose to stay connected to the field. That's where I founded MAFFEO DRINKS.

We help drinks leadership bridge the gap between bottom-up reality and top-down expectations. Stakeholders want numbers. Your team wants direction. You are caught in the middle. And that's where we come in.

This podcast is about honest conversations with drinks builders: founders, distributors, commercial directors, CEOs, F&B directors. But this isn't a show about biographies. Every guest is here to show their thinking, not their resume.

We talk commercial strategy, route-to-market, distributor relationships, trade marketing, and all the plumbing of brand building that nobody discusses on stage. How the industry actually works, not the conference version. How to master the unscalable things while building scale.

Beyond the podcast, we offer Bottom-Up Intel & Principles: episode deep dives that you can buy for a monthly subscription (Patterns from drinks builders for the leaders building with them).

And for leadership teams who want a thought partner who has been in their chair and still walks the field, we offer advisory.

Find out more at maffeodrinks.com.

And remember that brands are built bottom-up.

Episode Deep-Dive Analysis Available at maffeodrinks.com 

Maurice Doyle returns to MAFFEO DRINKS to dissect the drinks industry's inflection point, where COVID's artificial peak has given way to a "new reality" of capital constraints and complexity.

Drawing from his veteran experience across major spirits and scale-up companies, Maurice reveals how brands can achieve growth without abundant funding by focusing ruthlessly on strategy, particularly what NOT to do.

The conversation explores the tension between principles and tactics, why "I don't know" might be the most powerful leadership phrase, and how misaligned expectations between bottom-up brand building and top-down objectives create systemic friction.

Maurice's core insight: in a world where 95% of your target market isn't buying at any given moment, success comes from matching physical availability with mental availability while resisting the siren call of premature retail listings.

Timestamps:

• 00:00 Introduction and Industry Veterans Discussion
• 02:30 Current State of Drinks Industry - The Inflection Point
• 08:15 Capital Challenges and New Reality Post-COVID
• 12:45 Strategic Focus: The Power of Saying No
• 18:20 Principles vs Playbooks - Beyond Cookie Cutter Approaches
• 25:10 Getting Out From Behind the Desk Philosophy
• 32:40 Capital-Efficient Growth Strategies
• 38:55 Balancing Long-term Strategy with Short-term Pressures

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

Brodie Meah, co-founder of Top Cuvée, reveals how one neighborhood restaurant in Highbury became the foundation for a "wine for everyone" movement that achieved national distribution.

Starting in 2019 with 40 covers nightly, Top Cuvée's journey from restaurant to retail to wholesale exemplifies bottom-up brand building.

Having witnessed fine dining's intimidation tactics firsthand in Melbourne, Brodie flipped the industry's most exclusive phrase:"top cuvée" (wines deemed too good for regular guests) into a symbol of accessibility.

The COVID pivot unlocked game-changing insights: wine labels matter enormously in retail but not restaurants, £8 glasses translate to £22 retail bottles, and wine's aversion to "openly commercial" marketing creates opportunity.

By building trust glass by glass, turning regulars into brand ambassadors, and proving neighborhood hospitality can scale, Top Cuvée transformed from one Highbury restaurant to shops to national wholesale—keeping "wine for everyone" real.

Timestamps:

• 00:00 From Fine Dining to "Wine for Everyone" Philosophy
• 03:00 One Restaurant to National Distribution Journey
• 06:00 Wine Intimidation and the Leather Entrance Story
• 09:30 Flipping "Top Cuvée" from Exclusive to Inclusive
• 12:00 Why Wine Bars Shouldn't Feel Educational
• 15:00 Building Community - The T-Shirt Customer Story
• 18:00 Labels Matter in Shops, Not Restaurant Lists
• 21:00 The £8 Glass = £22 Bottle Sweet Spot
• 24:00 Wine's "Dirty Word" Marketing Problem
• 27:00 Trust Engines and Part Two Preview

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

In this episode of MAFFEO DRINKS, host Chris Maffeo speaks with Hunter Gregory, Bar Manager at Maybe Sammy in Sydney, Australia, about scaling cocktail culture beyond the usual suspects and making premium cocktails accessible to everyday drinkers.

The conversation explores Sydney's cocktail scene positioned "10 years behind London" despite having quality bars that rival global standards, but revealing how average consumers struggle with understanding enhanced cocktail experiences just like other cities.

Hunter shares the origin story of Maybe Sammy's transformation from a serious hotel-style bar to an energetic showmanship destination when founder Stefano Catino bought a bubble gun from Kmart and decided "f**k it, let's have some fun."

We examine the strategic use of mini martinis during happy hour as a trust-building gateway that gradually brings guests on a cocktail journey from classics to experimental drinks like milk-washed Negroni, Americano with Vegemite macadamia milk.

The discussion covers how Asian cocktail trends increasingly influence Australian bars as European bartenders migrate eastward, the philosophy of "your guests are not always right, but they're always your guests," and why the shift from serving gin and tonics at 10pm to serving complex cocktails throughout the night represents six years of earned trust.

Hunter provides insights on breaking down intimidating cocktail menus, managing consumer expectations around "serious" bar environments, and understanding that people seek experiences that make them feel better rather than just drinks.

Timestamps:

• 00:00 Introduction: Scaling Cocktail Culture to Wider Audiences
• 02:15 Sydney Cocktail Scene: 10 Years Behind London
• 06:30 Australian Drinking Culture: Amazing Bars vs Everyday Pubs
• 09:45 The Demographic Challenge: Experience vs Getting Drunk
• 13:20 Asian Influence on Australian Cocktail Trends
• 17:40 Maybe Sammy Origin Story: From Stuffy to Fun
• 21:25 The Bubble Gun Moment: Breaking Hotel Bar Barriers
• 24:50 Show Business Philosophy: Serious About Craft, Not Ourselves
• 28:10 Mini Martini Strategy: Building Trust Through Happy Hour
• 32:15 Guest Journey: From Classics to Experimental Over Six Years
• 35:40 Wrap up: Making Cocktail Culture Accessible and Fun

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

In this episode of MAFFEO DRINKS, host Chris Maffeo speaks with Matilda Andersson, Managing Director at Truth Consulting, about transforming how drinks brands approach consumer insights and market research.

The conversation explores why traditional focus group research fails to capture authentic consumer behavior, and how ethnographic research (observing people in bars, homes, festivals, and unexpected locations) reveals the cultural truths that drive brand success.

Matilda introduces "the trend of ignoring trends," explaining the critical difference between fast-moving fads (TikTok dances, viral flavors) and slow-changing cultural fundamentals (rituals, occasions, social connections) that brands should actually focus on.

We examine the premium positioning trap where every brand claims to be premium, creating bland homogenization rather than differentiation.

The discussion challenges conventional wisdom about Gen Z drinking habits, revealing they're drinking differently rather than abstaining, and explores why generational commonalities matter more than manufactured differences.

Why occasions and rituals as more valuable strategic frameworks than demographic targeting, showing how brands must earn relevance in existing consumer moments rather than creating artificial ones.

Key topics include participant observation methodology, brand self-awareness, cultural rituals in modern context, qualitative research integration with quantitative analysis, and how brands can actively shape culture rather than passively follow trends.

Timestamps :

00:00 - Introduction: Insights, Rituals & Cultural Role of Drinks

02:15 - Matilda Andersson Background: Career in Consumer Insights & Drinks Industry

05:30 - Cultural Role of Drinks: Historical Context & Modern Rituals

08:45 - The Trend of Ignoring Trends: Fast vs Slow Cultural Change

12:20 - How Brands Can Differentiate What's Worth Pursuing

15:40 - Brand Self-Awareness & The Premium Positioning Trap

19:10 - Understanding Your Brand's Core vs Chasing Competition

22:35 - Probable Futures: Active Cultural Participation vs Passive Reception

25:50 - The Spritz Example: When Trend-Chasing Goes Wrong

28:20 - What is Ethnographic Research? Definition & Methodology

31:15 - Real Insights Happen at the Bar (and McDonald's)

34:25 - The Laziness Problem: Why Brands Don't Observe Enough

36:50 - Gen Z Drinking Myths: They're Drinking Differently, Not Less

39:20 - Generational Commonalities & Occasions Over Demographics

42:10 - Wrap-up: Key Takeaways on Cultural Insights & Ethnographic Research

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

Continuing our previous conversation, Guillaume Lambrecht explains his trade fair strategy for building global presence with Supasawa, focusing primarily on his BCB Berlin approach.

With distributors across 55 markets, through strategic trade show investments rather than individual country visits.

This episode details his methods for maximizing trade fair ROI, including relationship-focused meetings, community building at industry events, and using trade shows as cost-effective alternatives to extensive international travel.

Guillaume outlines how he leverages events like BCB Berlin to maintain distributor relationships and establish global brand presence.

Covers trade show networking strategies, international distributor management through industry events, and approaches to global brand building via strategic fair participation.

Timestamps:

-00:00 Introduction: International Scaling Strategies for Small Beverage Brands

- 05:37 Community-Driven Growth: Social Media and Organic Brand Advocacy Systems

- 11:35 Relationship-Based Sales: Human-to-Human Business Philosophy for Global Markets

- 19:31 Trade Show ROI Strategy: BCB Berlin Investment and International Networking Optimization

- 38:04 Global Distribution: Route to Market and International Distributor Management

- 45:12 Market Adaptation: COVID-19 Opportunities and Business Resilience Strategies

- 52:30 Sustainable Expansion: Quality Relationship Management Across 55 Markets

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

In this episode of MAFFEO DRINKS, Guillaume Lambrecht explains his approach to creating market demand for Supasawa, a shelf-stable sour mixer, focusing primarily on his category creation methodology.

We go through how he developed the product through 60-70 recipe iterations and managed customer validation through direct bar visits rather than traditional market research approaches.

This episode details his methods for educating customers about operational problems they may not recognize, including face-to-face conversations, hands-on demonstrations, and using customer discovery as cost-effective alternative to extensive market analysis.

Guillaume outlines how he leverages direct customer feedback to establish new product categories and build market awareness from zero recognition.

Timestamps:

• 00:00 Introduction: Market Validation for Unknown Categories and Invisible Problems

• 05:37 Product Development Process: 60-70 Recipe Iterations and Customer Feedback Loops

• 11:35 Customer Discovery: Face-to-Face Bar Visits and Problem Identification Techniques

• 19:31 Market Segmentation: Skill-Based Bar Typologies and Operational Complexity Analysis

• 32:45 Workflow Innovation: Pre-Batching Systems and Extended Shelf-Life Benefits

• 38:04 Customer Education: Problem-Awareness Creation and Solution Positioning

• 45:12 Market Creation Strategy: Category Establishment and Demand Generation Tactics

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

In this continuation of their conversation, Chris Maffeo interviews Federico Riezzo about modern cocktail classics, Villa Mamo's terroir-driven approach, and scaling cocktail culture. Federico reflects on cocktail legends like Douglas Ankrah and the era that created enduring drinks like the Pornstar Martini, Penicillin , and Breakfast Martini, while exploring why new cocktails struggle to achieve lasting status in today's social media environment.

Learn about Villa Mamo, Federico's renovated 1786 Tuscan farmhouse and boutique hospitality venue, where he collaborates with local foragers to create hyper-local botanical cocktails using terroir-driven ingredients. Discover Federico's lower ABV cocktail philosophy that encourages extended social drinking experiences and better guest engagement.

Chris and Federico examine the cocktail industry's workforce challenges, discussing how modern bartenders increasingly prioritize technical innovation over essential hospitality skills like guest reading and relationship building.

Perfect for bar managers, hospitality professionals, cocktail enthusiasts, and anyone interested in sustainable cocktail culture, terroir-driven mixology, and the future of the bar industry.

Timestamps :

• 00:00 From Douglas Ankrah's Porn Star Martini to the other Modern Classics

• 08:15 Cocktail Culture Gap Analysis

• 16:30 Villa Mamo's Terroir Approach

• 24:45 Lower ABV Philosophy and Social Drinking

• 32:20 Industry Workforce Challenges

• 40:04 Future of Hospitality and Scaling Culture

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

In this episode, Chris Maffeo talks to Federico Riezzo, hospitality veteran and founder of Villa Mamo (a Villa in Tuscany), about London's cocktail renaissance and why human connection beats technical skills in bartending.

Federico shares his experience at legendary London cocktail bars like The Pharmacy, Lab, Sketch, and Sanderson Hotel during the cocktail revival of the late 1990s and early 2000s.

Learn how exceptional bartenders combined technical excellence with infectious energy to create welcoming environments that prioritize guest experience over complex mixology.

Chris and Federico explore how service philosophy transforms bartenders into "gatekeepers of sales" through trust-building techniques like spirit sampling and storytelling.

Discover practical hospitality strategies that create memorable bar experiences, generate customer loyalty, and drive organic word-of-mouth marketing in the cocktail industry.

Perfect for bartenders, bar managers, hospitality professionals, cocktail enthusiasts, and anyone interested in London's cocktail history and modern bar service excellence.

Timestamps

• 00:00 Introduction and Villa Mamo Overview

• 08:15 London Cocktail Renaissance Era

• 16:30 Service Philosophy vs Technical Skills

• 24:45 Trust-Building Through Sampling

• 32:20 Munich Bar Experience Example

• 37:46 Gatekeepers of Sales Concept

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com 

Episode Deep-Dive Analysis Available at maffeodrinks.com 

Filiberto Amati, Founder of ‪AmatiAssociates‬ and Head of Partnerships at MAFFEO DRINKS, is a veteran of major spirits companies, including Campari and Di Saronno.

He dissects the post-COVID reality facing the spirits industry, revealing how the pandemic created a temporary "shock" that artificially inflated off-trade volumes while disrupting traditional brand-building pathways.

Drawing from his deep beverage industry expertise, Filiberto explains how consumption patterns are realigning to pre-pandemic trends—exposing brands that gained artificial traction during lockdowns without building genuine on-trade education or loyalty.

The conversation explores how consumers increasingly practice "zebra-striping"—switching between categories within the same occasion—why cultural movements drive successful brand rituals from Aperol's orange visual cue to Corona's lime mythology, and how route-to-market consolidation is reshaping competitive dynamics across the fragmented spirits landscape.

Timestamps:

• 00:00 Introduction and COVID Impact Context
• 03:45 Post-Pandemic Volume Normalization
• 09:20 On-Trade Education Crisis Analysis
• 16:15 Off-Trade vs On-Trade Dynamics
• 23:30 Category Blurification and Zebra Striping Occasions
• 28:45 Route-to-Market Consolidation Trends

Interested in Group Subscriptions, Keynote Presentations or Advisory? You can get in touch at [email protected] or find out more at maffeodrinks.com