Why Farming Beats Hunting In The Drinks Trade | with Philip Duff | Bottom-up Cut #008

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Philip Duff is Founder of Old Duff Genever and Liquid Solutions.

“I’m much more of a farmer before being a hunter,” says Chris Maffeo.

00:00 Why do beer and spirits require fundamentally different sales mindsets?

00:16 Why does shelf life turn a brand builder into “a farmer before being a hunter”?

01:46 How do sales reps treat distribution points like sharks chasing an incentive deadline?

04:09 Why do drinkers default to the safe, familiar brand when they do not know a category?

06:40 How did lockdown turn casual drinkers into genuine spirits enthusiasts?

07:54 Why has New York gone martini crazy, and what is the risk of losing the classic recipe?

12:31 Why is Scotch single malt suddenly a better deal than Bourbon?

Find all episodes featuring Philip Duff at themaffeodrinkspodcast.com.

Bottom up.