Dolia Talks | Wine, spirits and beverages marketing and sales

Wine buyer and educator Samantha Madden on what it actually takes for a European wine brand to enter and survive in the US market.Samantha has worked on the US wine scene as a sommelier, in wholesale distribution, and as a wine educator building her own platform. In this conversation she covers the full picture: why social media has to come before distribution, how sommelier relationships drive more sales than any distributor rep, what the no/low alcohol category looks like from the US consumer side, and three practical steps for an Italian producer entering the US for the first time.Topics covered: US wine market entry, wine brand social media strategy, sommelier relationships and distribution, no/low alcohol trends in the US, label strategy by price point, Gen Z wine consumer behaviour, wine export tips for Italian producers.AGENDA0:00 Rap videos and wine communication3:19 What younger consumers actually want from wine brands7:17 The sommelier's commercial influence in the sales chain13:11 From restaurant floor to distributor: how wine lists get built16:14 US market conditions and the tariff impact on imports18:08 Breaking into the US market: the social media entry point22:33 The no/low alcohol opportunity and the RTD advantage26:41 Three practical tips for exporting to the US32:15 Underrated wine regions and the 10-year market outlook35:11 Why the wine industry's gatekeeping culture hurts its own growth

Dolia Talks is a podcast by Dolia, the platform where beverage brands grow. Find out more about Dolia at getdolia.comFollow Dolia on Instagram, LinkedIn and TikTok

Nicolas Maiarelli had no experience in the beverage industry when he launched IESSI, a non-alcoholic aperitivo built from a family recipe. In this episode, he breaks down the full journey: product development with a small Italian distillery, building a B2B distribution network from scratch in Paris, and why 80% of the brand's revenue comes from on-premise accounts rather than e-commerce.We get into how to find and choose beverage distributors, why small specialist distributors outperform large portfolios for brand-building, and how IESSI approaches geographic expansion by thinking in cities rather than countries. Nicolas also shares his view on the no/low alcohol category in Europe and what it actually takes to sell an alcohol-free product into markets where drinking culture runs deep.Topics covered: starting a beverage brand with no industry experience, alcohol-free aperitivo development, on-premise beverage distribution, distributor selection, European market entry, no/low alcohol category growth.AGENDA1:23 Nicolas's origin story — from L'Oréal to IESSI5:47 Market opportunity & target customer9:31 Launching in France and distributor pushback16:30 Products, formats & channel strategy22:09 From e-commerce to B2B — finding what works25:18 Geographic expansion & distributor strategy31:19 Social media, events & community building36:39 Market saturation & the future of alcohol-free41:46 Quickfire round

This episode is sponsored by Dolia, the platform where beverage brands grow.What does it take to revive a 19th century family recipe and turn it into a modern non-alcoholic aperitif brand? Elodie Swanberg and Graham Tucker break down how they did it — from rebuilding the original recipe without alcohol, to navigating distribution in France and expanding into the US market. We get into the challenges of selling a new category to skeptical wine stores and distributors, why the "non-alcoholic" label might actually be holding the category back, and what wine producers need to learn from brands like Finote before it's too late.AGENDA02:04 The story behind Finote and the original recipe04:37 Branding a heritage brand for a modern audience09:20 Who is the Finote consumer?15:07 How people actually drink Finote (surprising use cases)19:59 Product development process — how long it really takes24:06 Early distribution: starting local, going global31:22 Entering the US market in 202634:45 Is the non-alcoholic category too crowded?36:48 The problem with calling it "non-alcoholic"41:27 Quickfire round

Feral is a pioneering Italian beverage brand creating a new category of non-alcoholic drinks through fermentation of beetroots, spices, and herbs. First adopted by Michelin-starred restaurants as a premium non-alcoholic pairing, Feral now sells over 100,000 bottles annually across Europe. Today, we sit down with Feral's founder, Maddalena Zanoni, to explore how the brand was born, how it scaled from fine dining to direct-to-consumer e-commerce, and why she believes the future of beverages is about creating something entirely new. Agenda1:34: The shift in alcohol consumption3:20: Will traditional wine producers go non-alcoholic?5:51: Market data: premiumization vs. de-consumption8:03: Product development: finding unusual ingredients11:03: Feral's origin story and positioning: from fine dining kitchens to first customers16:16: B2B vs. B2C: the e-commerce surprise19:01: How the idea was born & early validation21:54: Who is the typical Feral customer?29:55: International markets & expansion strategy34:01: Building tourism initiatives and private clubs that actually work43:25: Quickfire round: lessons for winemakers, 10-year vision, tips for entrepreneurs.Discover more on Dolia: getdolia.comDiscover more on Feral: https://feral-drinks.com/en-eu

This show is sponsored by Dolia.Alberto Lusini is the CEO of Angelini Wines, one of the leading Italian wine groups including brands like Bertani, Fazi Battaglia and Puiatti. Before Angelini, Alberto spent 20+ years in the food and beverage industry, working in management positions also in the US. In the episode, we discuss tariffs, no-alcohol products, rising inventories and the importance of branding and marketing for the Gen Z. AGENDA05:44 Tariffs and Uncertainty08:08 Is US Still The Key Market? 10:24 Declining Consumption 12:31 Consolidation and New Brands15:08 The Impact of Gen Z On The Wine Industry17:43 Modern Wine Communication23:12 Low and Zero Alcohol Wines27:45 Climate Risk and Real Sustainability32:19 Managing a Multi Brand Portfolio34:21 Hospitality and Direct to Consumer38:22 Do Ratings Still Matter41:47 Quick Fire and Final Thoughts

Today we are joined by Jean-Charles Letellier, one of the most recognised Asian wine market experts, to discuss why most European wineries fail in Asia and the key rules for success. AGENDA:0:01:22 - Why Western Wine Brands Fail in Asia0:03:50 - Branding & Packaging for Asian Markets0:11:10 - Best Regions & Cities in China0:12:45 - Importer & Distributor Strategy0:15:39 - Wine Preferences & Market Trends0:21:35 - Consumer Profile & Behavior0:27:48 - E-Commerce & Supermarket Strategy0:30:23 - Distribution Channels & Local Partnerships0:31:57 - Marketing Mix: Digital vs. Physical0:37:44 - Why Export to Asia?0:40:13 - Market Prioritization StrategyFind out more on DoliaFollow Jean-Charles on LinkedInFollow Dolia on LinkedInFollow Dolia on Instagram and TikTok

Julia Lindholm is the CEO of Château de Malherbes, a winery redefining wine branding strategies in Bordeaux. Julia is pushing for a new approach in the wine industry, with a strong focus on hospitality and wine tourism and a unique approach to Instagram and social media. AGENDA1:04 Julia's journey into wine and taking over Château Malherbes4:15 A new approach to wine branding 12:02 Wine tourism as a discovery engine and customer connection14:34 LinkedIn, Instagram strategy, and brand ambassador approach31:07 Working with importers, sommeliers, and international markets36:54 Building from scratch during COVID, finding the right partners45:38 No/low wine and Gen Z habits52:28 Quickfire

Chris Caldwell is the former Global CEO at Stoli. Prior to this experience, he spent more than two decades in the food & beverage industry, holding managerial positions at Enotria, Diageo and Fonterra. AGENDA2:05 Why the wine market is declining13:51 Why the wine market needs consolidation17:25 How to work effectively with distributors26:44 Export markets, tariffs and internationalisation36:50 Quickfire

Amayés Aouli is the Global Head of Wine and Spirits at Bonhams, one of the best auction houses in the World. Amayès is a true connoisseur of the wine market, from the dynamics of the wine auction market, to how wine prices are set, the influence of these prices on the wine industry and how to create a fine wine.Amayés also shares insights on market and consumer trends, including strategies to attract younger generations to fine wine and the impact of recent US tariffs. AGENDA:01:06 Understanding the Wine Auction Market02:38 Macro Changes in Wine Regions and Buyer Trends04:56 Impact of US Tariffs on the Wine Market08:27 Defining Fine Wine and Investment Potential14:40 Marketing and Communication in the Fine Wine Market17:13 Profiles of Fine Wine Buyers19:21 Attracting Young Consumers to Fine Wine21:25 Technology in Wine Auctions22:59 Wine as a Luxury Item and Investment28:09 Emerging Wine Producers and Modern Trends31:57 Impact of Auction Prices on Wine Value40:26 Future Trends and Consumer Behavior

Sara Pugnale è la marketing manager di Brancaia, cantina toscana fondata nel 1981 che oggi fattura 6.3 milioni di Euro. Sara ci racconta cosa significhi fare la marketing manager in cantina e condivide le migliori strategie per vendere più vino tramite l'hospitality e i canali digitali.

Thorsten Konrad is the founder of ODE, an alcoholic aperitif brand which is making waves with its unique bottle and obsession for high quality products. Thorsten started ODE from scratch with no prior experience in beverage, investing heavily into quality and design. Now, ODE is considered one of the best aperitif brands and is taking on a huge market by storm. Find out more on ⁠⁠⁠Dolia⁠⁠⁠Find out more on ODEFind new wine sales jobs on ⁠⁠⁠Dolia Jobs⁠⁠⁠Follow Dolia on ⁠⁠⁠Instagram⁠⁠⁠ and ⁠⁠⁠Linkedin

Giovanni Rastrelli è il fondatore di Sodamore, un brand di soda, birra e vino analcolici che sta ridefinendo la categoria nel mercato italiano anche tramite la distribuzione con Eataly, Signorvino e L'Antico Vinaio. Scopri di più su ⁠⁠⁠Dolia⁠⁠⁠Scopri di più su SodamoreTrova lavori nel mondo del vino su ⁠⁠⁠Dolia Jobs⁠⁠⁠Segui Dolia su ⁠⁠⁠Instagram⁠⁠⁠ e ⁠⁠⁠Linkedin

Today we are joined by Santiago Navarro, founder of Packamama, a startup revolutionising wine packaging through flat bottles made with recycled PET, to discuss wine packaging, the future of wine e-commerce, and the impact of sustainability in the wine industry.Find out more on ⁠⁠Dolia⁠⁠Find new wine sales jobs on ⁠⁠Dolia Jobs⁠⁠Follow Dolia on ⁠⁠Instagram⁠⁠ and ⁠⁠Linkedin

Nell'ultimo episodio di Dolia Talks, parliamo con Simone Ingrassia di Become Somm del ruolo del social media per le cantine, le migliori strategie di comunicazione digitale, e degli errori più comuni da evitare.

Today we are joined by Robin Copestick, founder of iHeart, one of the most successful wine brands in the world which he scaled to 30 million bottles sold in a year, and currently Managing Director at Freixenet Copestick to discuss the future of wine sales, the truth on tariffs, and the secrets of scaling a wine brand. Find out more on ⁠Dolia⁠Find new wine sales jobs on ⁠Dolia Jobs⁠Follow Dolia on ⁠Instagram⁠ and ⁠Linkedin

Today we are joined by Chris Kaczmarek, founder of Caaaaaaat, a natural wine brand, and Coq Au Vin, a wine agency, to discuss branding, the role of agents and intermediation, and what wineries are getting wrong about communication and marketing. We also touch upon alternative marketing strategies very few wineries are implementing and upcoming market trends. Find out more on DoliaFind new wine sales jobs on Dolia JobsFollow Dolia on Instagram and Linkedin