The DRINKS Podcast: The Business of Online Alcohol

Brandon Amoroso
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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.

  1. JUL 24

    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

    35 min

  2. JUN 26

    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

    28 min

  3. MAY 15

    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

    34 min

  4. APR 24

    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

    22 min

  5. APR 10

    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

    43 min

  6. MAR 13

    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

    25 min

  7. MAR 13

    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

    29 min

  8. MAR 13

    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

    34 min
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About

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.

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