The DRINKS Podcast: The Business of Online Alcohol
Published by Brandon Amoroso
Marketing
Business
Your definitive source for digital transformation in the alcohol industry. Hosted by Rami Jubran, Chief of Staff at DRINKS, this series explores how technology is reshaping alcohol commerce. The alcohol business is at an inflection point. The way people discover brands, how they research what to buy, where they actually make purchases, it's all shifting. And honestly, a lot of traditional approaches just aren't working the way they used to. Every week, we’ll talk with founders, operators, and executives who are figuring this out in real time. Some are finding real success with new strategies, others are learning expensive lessons, but they're all navigating the same fundamental challenge: how do you build a sustainable alcohol business in a digital world? Whether you're running a winery exploring eCommerce, looking to add alcohol as a new category at a retailer, or building technology for regulated industries, these conversations give you the context you need to understand where this industry is heading.
How a Vodka Barrel Drove Triple-Digit eCommerce Growth | The Business of Online Alcohol Episode 33
In this episode of the DRINKS Podcast: The Business of Online Alcohol, Rami Jubran speaks with Jeff Mahony, CEO of NEFT Vodka, about the evolving landscape of the alcohol business, particularly in the digital realm. They discuss the challenges and strategies of balancing direct-to-consumer (DTC) growth with retail partnerships, the importance of data-driven decision-making, and the need for emotional connections with consumers and retailers. Jeff shares insights on leveraging partnerships for brand awareness, the significance of community engagement, and the role of authenticity in building a loyal customer base. The conversation also touches on the challenges of advertising in the alcohol industry and the importance of social responsibility. Here are some key takeaways from the discussion: • The alcohol business is shifting towards digital channels. • Balancing DTC growth with retail partnerships is crucial. • Capacity management is key to satisfying both DTC and retail demands. • Creating emotional connections with consumers enhances brand loyalty. • Data-driven decision-making is essential for e-commerce success. • Channel conflict can be mitigated through strategic pricing. • Community engagement fosters brand awareness and loyalty. • Authenticity in marketing resonates with consumers. • Leveraging partnerships can enhance brand visibility. • Social responsibility initiatives can create intrinsic value for brands.
Why Digital Alcohol Brands Are Solving the Wrong Problem | The Business of Online Alcohol Episode 32
In this episode of the DRINKS Podcast: The Business of Online Alcohol, Rami Jubran speaks with Simon Sharp, founder of Nautilus Gin Experiences, about the evolving landscape of the alcohol industry in a digital world. They discuss the importance of community, storytelling, and authenticity in creating meaningful drinking experiences. Simon shares insights from his journey of adapting to virtual tastings during the COVID-19 pandemic and emphasizes the need for brands to understand cultural forces and consumer behavior. The conversation also touches on the significance of rituals in drinking, the challenges of navigating social media platforms like TikTok, and the historical context of alcohol consumption. Here are some key takeaways from the episode: - The alcohol business is at an inflection point. - Community is more important than marketing in alcohol consumption. - People respond better to stories than to products. - Rituals play a crucial role in drinking experiences. - Authenticity is key for bars and brands to succeed. - TikTok can be a platform for genuine storytelling. - Understanding cultural forces helps businesses adapt. - Modern consumers are less hedonistic than before. - Drinking traditions have evolved over centuries. - Storytelling enhances the drinking experience.
How Boutique Wineries Adapt to Changing Consumers | The Business of Online Alcohol Episode 31
In this episode of the DRINKS Podcast: The Business of Online Alcohol, Rami Jubran speaks with Chris Upchurch, a veteran in the wine industry, about the evolving landscape of alcohol business in the digital age. They discuss the rise of small, high-quality wine producers, the importance of direct-to-consumer (DTC) sales, and innovative marketing strategies that engage consumers. Chris shares his experiences in winemaking, the significance of sustainability, and the trends shaping the industry today. The conversation highlights the challenges and opportunities for small wineries in a competitive market. Here are some key takeaways from the episode: - The alcohol business is undergoing significant changes due to digital transformation. - Small producers can compete effectively against larger corporations by leveraging digital tools. - Craftsmanship in winemaking is essential for creating high-quality products. - Direct-to-consumer sales provide better margins and customer engagement opportunities. - Marketing strategies must adapt to the changing landscape and consumer preferences. - Innovative events can attract new customers and enhance brand loyalty. - Sustainability is increasingly important to consumers, especially younger generations. - The Washington wine industry has seen remarkable growth and recognition over the years. - Understanding market trends is crucial for navigating challenges in the wine industry. - Continuous effort and adaptation are key to success in winemaking and marketing.
Navigating the Digital Transformation of Alcohol Retail | The Business of Online Alcohol Episode 30
In the rapidly evolving landscape of the alcohol industry, businesses face the dual challenge of ensuring compliance while enhancing customer experience. In a recent episode of the DRINKS Podcast, Rami Jubran spoke with Matthew Houliston, Data and Systems Director at Serve Legal, who shared invaluable insights from over 200,000 compliance audits conducted across the UK and Ireland. This blog post distills their conversation, highlighting key trends and actionable strategies for retailers. As technology reshapes the alcohol retail landscape, compliance has never been more crucial. Matthew Houliston explained that Serve Legal specializes in conducting compliance audits for age-restricted products, including alcohol. Their data reveals important patterns in consumer behavior, particularly how compliance rates fluctuate depending on the time of day and staff interactions. For instance, the audits show that compliance rates drop significantly during peak hours, such as evenings and weekends. This trend correlates with higher customer volume, creating operational stress that often leads to lapses in age verification. Matthew noted that during these busy times, staff may be overwhelmed, focusing more on processing transactions rather than adhering to compliance protocols. This presents a paradox where peak sales periods coincide with decreased compliance, raising questions about how retailers can better manage these challenges. Key Takeaways: 1. Compliance rates dip during peak sales periods, necessitating strategic staffing and training. 2. Gender dynamics play a significant role in compliance interactions, highlighting the need for tailored training approaches. 3. Utilizing data effectively can inform better staffing decisions and improve overall compliance rates. 4. Embracing technology and clear communication about ID policies can enhance the customer experience while ensuring regulatory adherence.
Building a Tequila Brand Through Digital Storytelling | The Business of Online Alcohol Episode 29
In this episode of the Drinks Podcast, Rami Jubran speaks with Shawn Miller, co-founder of PKGD Group, about the evolving landscape of the alcohol industry, particularly in the digital realm. They discuss the journey of G4 Tequila, the importance of storytelling and transparency in building a brand, and the challenges faced by newcomers in a competitive market. Shawn shares insights on leveraging digital marketing strategies, the role of celebrity endorsements, and the significance of maintaining distribution and market presence. The conversation also touches on the effectiveness of short-form versus long-form content in engaging consumers and driving brand advocacy. Takeaways: - The alcohol business is at an inflection point. - Digital storytelling is essential for brand success. - Transparency builds brand advocacy and consumer trust. - Competing with established brands requires innovative strategies. - Short-form content is crucial for discovery and engagement. - Long-form content deepens consumer connection with the brand. - Targeted digital marketing can effectively expand market reach. - Maintaining distribution is as important as gaining it. - Celebrity endorsements can open doors, but sustained engagement is key. - Investing in a dedicated team enhances digital marketing efforts.
What AI Means for Every Winery | The Business of Online Alcohol Ep. 28
In this episode of the DRINKS Podcast: The Business of Online Alcohol, Rami Jubran speaks with Andy Lark about the transformative impact of AI on the wine industry. They discuss the challenges wineries face in adapting to digital changes, the importance of modernizing e-commerce platforms, and how AI can enhance customer experiences and operational efficiency. Andy emphasizes the need for wineries to capture customer data and leverage AI to drive sales and marketing efforts. The conversation also touches on common misconceptions about AI and offers practical advice for wineries looking to implement AI solutions effectively. Takeaways: - The alcohol business is at an inflection point. - AI can unlock enormous productivity gains for wineries. - Wineries need to modernize their e-commerce stacks. - AI can enhance customer experiences and operational efficiency. - Capturing customer data is crucial for wineries. - Wineries should focus on specific jobs to be done with AI. - AI can automate marketing and personalization efforts. - Understanding AI requires effort and training. - Wineries should prioritize data collection at every customer touchpoint. - AI is a force multiplier for wineries, enabling them to do more with less.
How Value Pricing & Digital Storytelling Are Rewriting Wine Sales with Carson Benham - 027
In this episode of the Drinks.com Podcast , host Brandon Amoroso sits down with Carson Benham , newly minted VP of West Coast Sales at Martin Ray Winery , for a candid look at where wine sales are really headed. Inside the conversation 🎯 80/20 in action : how Carson decides which markets and events deserve his time—and why Utah suddenly matters. 🔄 E-commerce vs. three-tier: practical ways to use DTC traction to unlock distributor deals. 💸 Price-point reset: turning California’s bulk-wine oversupply into everyday-luxury bottles under $25. 📱 Gen-Z playbook: digital storytelling, “better-for-you” labels, and checkout flows that match fashion-retail standards. 🌊 Surviving the RNDC exit: ripple effects of a top distributor leaving California and the new openings for small brands. 🚚 Hidden costs revealed: shipping math, six-bottle safeguards, and why Apple Pay should be on every winery site. Whether you sell wine, study the industry, or love a good deal at dinner, this conversation delivers practical takeaways you can use right away. Mores resources at Drinks.com
The Tech Behind the Terroir: Pete Jones on Wine, Shopify, and Digital Disruption - 026
In this episode of the Drinks.com Podcast , Brandon Amoroso sits down with Pete Jones , co-founder of Aesthete Wines and former head of wine and spirits at Shopify, now at Stripe. From growing up in Sonoma County to pioneering digital transformation in the beverage alcohol industry, Pete shares how he blended tradition with technology. The conversation dives into the challenges wineries face in modernizing operations, the massive opportunities in direct-to-consumer (DTC) strategy, and how platforms like Shopify are reshaping the industry from the ground up. Here's what you'll learn: 🛍️ What it was like to lead wine and spirits at Shopify during COVID-driven digital transformation. ⚠️ The biggest challenges facing the alcohol industry today — and the tech-forward solutions. 🤝 Why stakeholder buy-in and internal metrics are critical for digital change. 🌪️ How economic headwinds are driving a necessary evolution in alcohol e-commerce. 📬 The strategic value of building a direct-to-consumer relationship for wineries. 🧠 Lessons from lifestyle brands and what wineries can learn from them. 🌿 How consumer behavior is shifting — including the rise of non-alcoholic and cannabis alternatives. 🚫 Why first impressions of wine matter — and how bad wine turns people off forever. Mores resources at Drinks.com
How to Crack the U.S. Wine Market: Beating the Three‑Tier Maze & Winning Big‑Box Retail - 025
Brandon Amoroso sits down with Pedro Garcia —Managing Director USA & Canada for global wine powerhouse Felix Solis Avantis —to unpack the playbook he’s used to push a family‑owned Spanish brand into Costco, Sam’s Club, and dozens of regional chains. Pedro reveals how deep distributor know‑how, retailer‑focused “experience trips,” and relentless price‑to‑quality discipline can help any wine entrepreneur outmaneuver the three‑tier bottleneck, survive margin‑crunching headwinds, and prep for the coming DTC and “fourth‑tier” e‑commerce wave. Tune in for hard‑won lessons on activating chain buyers, choosing the right moments to invest in digital, and building a sustainability story that resonates with modern consumers. Perfect listening for founders, sales leads, and portfolio managers looking to scale smart in 2025’s hyper‑competitive U.S. market. Here's what you'll learn: 🗺️ How to navigate—and sometimes outsmart—the U.S. three‑tier labyrinth. 🏬 Pedro’s playbook for landing family brands in Costco, Sam’s Club, and other big‑box chains. ✈️ Why vineyard “immersion trips” turn distributors and buyers into lifelong evangelists—and how to run them on a budget. ⚖️ The price‑to‑quality formula that keeps shelf space during margin‑squeezed times. ☀️ How solar power, low‑carbon logistics, and QR‑code transparency elevate your sustainability story. 💻 A realistic timeline for layering in DTC and emerging “fourth‑tier” e‑commerce without alienating wholesalers. 🎯 Content moves that keep your winery discoverable on TikTok and ChatGPT searches. 🚀 Where indie producers can outmaneuver celebrity labels and private brands in 2025. Mores resources at Drinks.com
Modern Global Wine Trends with Kyle Ray from ASV Wines - 024
In this episode of the Drinks.com Podcast, host Brandon Amoroso sits down with Kyle Ray , the general manager of ASV Wines , to explore the dynamic evolution of the wine industry. Kyle shares his journey from starting as an intern to managing a multifaceted wine business, delving into topics such as globalization, the surge of organic and low-alcohol wines, and the cautious integration of AI in winemaking. With insights into market shifts post-COVID and personal wine memories that highlight the romance of wine culture, this conversation offers a behind-the-scenes look at how tradition and innovation are blending in today’s wine landscape. Here's what you'll learn: 🦠 The impact of COVID on inventory, supply chains, and consumer behavior. 🍃 The rising popularity of organic, low-sulfite, and low-alcohol wines. 🤖 The potential—and current limits—of AI applications in winemaking. 📈 Strategies for introducing consumers to higher-tier wines. Mores resources at Drinks.com
Optimizing Wine E-Commerce: Andrew Kamphuis on Digital DTC Innovations - 023
Andrew Kamphuis , President of Commerce7 , joins us to explore the cutting edge of wine e-commerce and direct-to-consumer innovation. Andrew dives into how his platform transforms the digital wine buying experience—from seamless checkouts and AI-driven product recommendations to building deeper customer relationships through unified CRM systems. Discover the strategic shifts that are redefining how wineries engage with modern consumers and drive recurring revenue in an increasingly competitive marketplace. Here's what you'll learn: 🍷 How digital tools are transforming DTC strategies for wineries 🤖 The impact of AI and CRM on enhancing customer engagement 📈 Key tactics for scaling e-commerce in the regulated alcohol industry Mores resources at Drinks.com
Wine Imports: Vertical Integration and Market Dynamics with Roger Scommegna - 022
Join host Brandon Amoroso and industry expert Roger Scommegna as they dissect the technical underpinnings of modern wine import operations. This episode delves into how vertical integration and data-driven strategies are redefining supply chain resilience, market dynamics, and regulatory navigation in the wine industry. Discover the engineering excellence behind streamlined pricing, distribution, and inventory management that’s transforming the way wine reaches consumers. Here's what you'll learn: 🔧 Vertical integration benefits & challenges 📊 Optimizing supply chains & inventory management ⚖️ Navigating market fluctuations & regulatory pressures 💡 Leveraging digital tools for pricing & distribution strategies Mores resources at Drinks.com
Direct-to-Consumer Strategies in the Wine Industry with Patrick Roney - 021
Join host Brandon Amoroso as he converses with Patrick Roney , former founder and CEO of Vintage Wine Estates and Windsor Vineyards , to uncover the evolving landscape of the wine industry. Patrick shares his four-decade journey, the challenges of navigating a highly regulated market, and the pivotal role of direct-to-consumer strategies and technology in driving success. Discover how wineries can overcome distribution hurdles, leverage e-commerce, and embrace innovation to connect with today’s consumers. Here's what you'll learn: 📈 DTC Strategies: Building direct consumer relationships. 📜 Regulation Navigation: Understanding the three-tier system. 🛒 E-Commerce Trends: Leveraging platforms like Shopify. 🤖 AI in Wine: Enhancing customer engagement. 📉 Distributor Challenges: Overcoming consolidation effects. 🍷 Wine Clubs: Maintaining customer relationships. 🎨 Label Innovation: Advancements in wine labeling. 🌍 Market Insights: Opportunities in the U.S. market. Mores resources at Drinks.com
Italy's Wine Landscape: Innovation, E-Commerce, and Biodiversity - 020
In this episode, Brandon Amoroso sits down with Gaetano Peragine , Founder and Managing Director of Straitalian Winemakers , to explore the intricate world of Italian wine. Gaetano shares his journey from the media industry to revolutionizing the wine business, tackling challenges like supply chain disruptions during COVID-19, and leveraging e-commerce and AI to connect with modern consumers. Discover how Straitalian Winemakers is bridging tradition with innovation to make Italian wines more accessible and approachable for a global audience. Here's what you'll learn: 💡 Innovative approaches to engaging customers through farming experiences and brand loyalty 🛒 Challenges and opportunities in leveraging e-commerce tools in the Italian wine market 🤖 Potential applications of AI in enhancing customer education and personalized wine recommendations 📜 Navigating complex wine regulations and simplifying appellations for consumer understanding 🍷 Strategies to make wine more approachable for younger generations and non-traditional consumers 🌱 The role of biodynamic and natural wines in today's market and their niche growth 🌦️ Effects of climate and weather on wine production and pricing Mores resources at Drinks.com
Craft Brewing with Joe Chura from Go Brewing - 019
In this episode of the Drinks.com Podcast, host Brandon Amoroso sits down with Joe Chura , founder and CEO of Go Brewing , to discuss his unconventional journey from automotive to alcohol. Joe shares insights from transitioning between industries, the importance of customer data in scaling new markets, and the unique challenges of the non-alcoholic beer industry. Here's what you'll learn: 🚗 How Joe Chura applied his auto industry expertise to his brewing business. 🌐 The benefits of focusing on e-commerce before traditional retail for Go Brewing. 🍺 Joe's approach to ensuring high-quality non-alcoholic beer. 📊 The role of customer feedback and data in shaping Go Brewing’s products and marketing. Mores resources at Drinks.com
Eco-friendly Wine Excellence with Mickael Alborghetti - 018
In this episode of the Drinks.com podcast, host Brandon Amoroso chats with Mickael Alborghetti , founder and CEO of EthicDrinks . They delve into the evolving landscape of the wine industry, discussing the shift towards sustainable practices, organic production, and innovative packaging. Mickael shares his journey from vineyards in Burgundy to pioneering a wine brand that marries tradition with modern consumer needs, including transparency in wine labeling and the rise of non-alcoholic wines. Buy: https://wineinsiders.com/collections/ethicdrinks Here's what you'll learn: 🍇 The transition of the wine industry towards sustainability and innovation. 🌍 How consumer preferences are shifting towards organic and biodynamic wines. 🏷️ The impact of new regulations requiring more transparency in wine labeling. 🍷 The growing popularity of non-alcoholic wines and how they are made. 🚢 Mickael's unique approach to exporting wines sustainably via sailboat. 📦 The challenges and solutions in adapting wine packaging to modern standards. Mores resources at Drinks.com
Digital Wine Experiences with Justin Noland - 017
In this episode of the Drinks.com Podcast, Brandon Amoroso and Justin Noland , VP of Digital Experience at Treasury Americas, discuss the transformative journey of the wine industry as it merges age-old traditions with cutting-edge digital experiences. The discussion spans innovative strategies reshaping how wine is marketed, sold, and enjoyed globally. They explore the pivotal role of digital tools in enhancing wine production, from vineyard management with AI to engaging consumers through augmented reality labels and more. Join us to uncover how tradition and technology blend to breathe new life into the wine industry, making each sip a testament to innovation. Here's what you'll learn: How digital innovations are transforming traditional wine marketing. The impact of augmented reality and AI on wine production and sales. Strategies for engaging modern consumers in the wine industry. The role of digital tools in enhancing vineyard management. The benefits of merging technology with traditional wine-making practices. Mores resources at Drinks.com
German Wine Reimagined with Sommelier Zack Musick - 016
In this episode of the Drinks.com Podcast, Brandon Amoroso speaks with Zack Musick , Director of Education for the German Wine Collection . Zack delves into his journey from a budding sommelier in Laguna Beach to a pivotal figure in promoting German wines in the U.S. He shares his unique insights into the diversity and complexity of German wines beyond the typical sweet Riesling, advocating for a broader appreciation of Germany's wine offerings including dry wines, Pinot Blanc, and the emerging German Chardonnay. Here's what you'll learn: The evolution of German wines from sweet Rieslings to a diverse array of high-quality varieties. The challenges and strategies of introducing lesser-known German wines to the American market. The role of organic and biodynamic practices in producing superior wines. Techniques for educating sommeliers and consumers to broaden their wine preferences. The impact of online platforms and wine clubs in boosting the visibility and sales of German wines. Zack Musick LinkedIn - https://www.linkedin.com/in/zack-musick-9110521a/ Brandon Amoroso: LinkedIn - https://www.linkedin.com/in/brandonamoroso/ Web - https://brandonamoroso.com/ Instagram - https://www.instagram.com/bamoroso11/ X - https://twitter.com/AmorosoBrandon
Navigating the Future of Direct-to-Consumer Wine Sales with Jeffrey Meisel - 015
In this episode of the Drinks.com Podcast, host Brandon Amoroso engages with Jeff Meisel , VP and General Manager of DTC Wine and Spirits at Constellation Brands . Jeff shares his journey from the restaurant industry into the vanguard of direct-to-consumer strategies in wine and spirits, offering a glimpse into the innovative approaches reshaping how brands connect with consumers. Here's what you'll learn: Insights into the evolution of direct-to-consumer strategies within established alcohol brands. How customer data platforms enhance personalized marketing and customer retention. The balance of online presence and physical customer engagement in the alcohol industry. Strategies for navigating regulatory challenges in the digital marketing of alcohol. Jeff Meisel LinkedIn - https://www.linkedin.com/in/jeffreymeisel/ Brandon Amoroso: LinkedIn - https://www.linkedin.com/in/brandonamoroso/ Web - https://brandonamoroso.com/ Instagram - https://www.instagram.com/bamoroso11/ X - https://twitter.com/AmorosoBrandon
Investment Insights in the Alcohol Industry with Michael Cella - 014
Join host Brandon Amoroso as he delves into the fascinating world of the alcohol industry with Michael Cella , a seasoned expert in consumer investment banking. In this episode, Cella shares valuable insights into the macroeconomic landscape of wineries and alcohol, challenging prevailing narratives with a contrarian perspective. From the impact of COVID on online alcohol sales to the rise of experiential retail, Michael and Brandon explore the trends shaping the industry's future. With a focus on resilience and innovation, this conversation offers valuable takeaways for entrepreneurs and investors alike. Join the conversation today to stay ahead in the ever-changing landscape of the alcohol industry. Mike Cella: LinkedIn - https://www.linkedin.com/in/michael-cella-54a49a2 Brandon Amoroso: LinkedIn - https://www.linkedin.com/in/brandonamoroso/ Web - https://brandonamoroso.com/ Instagram - https://www.instagram.com/bamoroso11/ X - https://twitter.com/AmorosoBrandon
