Love & Money: Value Chains, Investment Decks and the 95% Who Aren't Buying Yet with Maurice Doyle | 122

Join The Maffeo Drinks Substack for Episode Analysis!Maurice and I dive deep into the uncomfortable truths about brand building that most people dance around. We start with his killer insight: 95% of your target market isn't buying your category right now, so what do you do about that? Through war stories from Hendrick's (which took 10 years of faith before showing data-driven success) and Monkey Shoulder (almost killed until the team saw 30-year-younger drinkers going drinking it), we explore why timing beats tactics every time.The conversation gets real about money, not the sexy fundraising decks, but the unsexy plumbing like understanding your value chain where the gap between gross and net pricing is often bigger than your entire A&P budget. Maurice drops his "love and money" framework and we tackle the elephant in every room: how founders pitch exits while asking for investment, spread themselves across 20+ countries while selling 80% in three, and mistake motion for momentum. Plus, I share my Greek vs Roman cities analogy that perfectly captures why beautiful marketing without operational excellence is like building on sand. This is the episode where theory meets the trenches.Timestamps:00:00 The 95/5 Rule - Why Most of Your Market Isn't Buying03:45 Hendricks Story - 10 Years of Faith Before Data07:20 Monkey Shoulder - From Near Death to Revolutionary Success11:30 Top-Down vs Bottom-Up - The Alignment Problem15:15 Value Chain Deep Dive - Finding Hidden Money19:40 Gross vs Net - The Gap Bigger Than Your A&P Budget23:00 Love and Money Framework for Distribution27:30 The Exit Obsession Problem31:20 Proof of Concept vs Geographic Spread35:00 Playing to Your Strengths as an Independent38:45 Final Thoughts - Consistency Across Objectives This Episode is hosted by Chris Maffeo and brought to you by MAFFEO DRINKS.MAFFEO DRINKS is a leading drinks business podcast, listened to in 120 countries with 130+ episodes. How the industry actually works, from the bar and what it means for the boardroom.Wanna know what the conversation above means for your team? It's in the paid section.You get access to Maffeo Confidential (Private Podcast), this analysis, and the full catalog of 130+ episodes, each one translating industry conversation into the commercial decisions underneath it. Find out more at maffeodrinks.com or on Substack.