08/08/2025

This year’s International Bulk Wine & Spirits Show (IBWSS) San Francisco brought together producers, importers, distributors, retailers, and service providers from across the globe for two powerful days of networking, education, and deal-making. As the only US event focused exclusively on the bulk wine, bulk spirits, private label, and contract bottling sectors, IBWSS SF continues to set the tone for where the industry is headed.

Here were some key takeaways from speakers and the floor

“The bright spots in wine right now are clear — low and no-alcohol wines, eco-friendly and sustainable offerings, high-alcohol styles, flavoured wines, and convenience-driven formats like boxed wines, Tetra Paks, and C-store sales. The ‘better-for-me’ wine category is also on the rise, with strong interest in no sugar added, low carb, organic, and other health-positioned products.”

Image Source: Wine Market Council, President Liz Thach

“Private label is booming in the US, led by major players such as Kirkland by Costco, Walmart, Sam’s Club’s Member’s Mark, H-E-B, Trader Joe’s, and Target. Success here means understanding each retailer’s unique model — what works for a membership club is different from a supermarket.”

Image source: Sarah Qualters, VP of Marketing VP of Marketing Rack & Riddle Custom Wine Services.

“On the spirits side, distillers are expanding into co-packing, bulk supply, and private label as they see the model’s benefits. In bulk wine, Pinot Grigio and Sauvignon Blanc are in strong demand, and in bulk spirits, aged four-year-old whiskey remains the best-selling SKU.”

Rack and Riddle, one of the IBWSS San Francisco exhibitors for many years, continues to see growth in the sparkling category.

The IBWSS Cocktail Party proved to be a highlight of the event, offering a relaxed, social setting where exhibitors, buyers, and speakers could continue their conversations beyond the show floor. With premium wines, champagne, beers, and a lively atmosphere, the evening provided the perfect backdrop for building relationships, exploring new partnerships, and celebrating the day’s successes. Many attendees noted that some of their most valuable connections were made during this informal yet business-focused gathering. Thanks to our co-party sponsor VinLog.

Day 1, after the event networking party

Here are a few more observations from the press - Sarah Brown of Wine Business.

“Tariffs haven’t changed anything moving forward,” said Trinchero Family Estates’ winemaker, Emily Haines. In the last five years or so, the team at Trinchero has upped their purchased of domestic and imported bulk wine. “We have the same amount of uncertainty as everyone else; all we can do is keep swimming and be flexible.” 

“Bulk wine prices are so low on imported wines and domestic wine prices haven’t fallen so low that they are competitive,” said senior winemaker at Delicato Family Wines, Darren Klein. “With a strong Euro to the dollar on top of the tariffs, landing costs are not very lucrative,” Dr. Marinda Kruger, vice president of winemaking at First Leaf, said of European imports, adding that wines from South Africa, Australia and South America, however, still come in low enough to afford a reasonable margin. “You have to go to other countries to fill gaps in the portfolio.”

Please read full, detailed article on Wine Business here.

By W. Blake Gray of Wine Searcher

If you like whiskey, you have almost certainly had bulk whiskey, and recently. Most hot new brands are made from bulk whiskey. There was a shortage of Bourbon a decade ago that led to an ambitious reopening of old distilleries, but now they have full warehouses as the spirits market has been taken over by Ready to Drink (RTD) cocktails – most of which are made from bulk spirits. 

"It's all quirky things. Spiced pickle margarita," said Alec Lee (on the left in the picture above), CEO of bulk distiller Endless West. "Things like that that you wouldn't have thought of five years ago." 

"For aged whiskey, very candidly, if you're in this market, this is a great time to buy," said Thomas Neiheisel, director of bulk sales and contract distillation for Pernod Ricard. "Some of the prices have been rolled back five or 10 years. 

A lot of distilleries have pulled back just to stabilize their inventory. Everybody thought that [sales] happening during Covid would continue for a year or two afterward, and it just hasn't. 

Big retail chain panel

Beckner, alongside liquor department manager and buyer at AVP, Pavilions Bert Svensson and senior manager product development and sourcing beverages at Sam's Club Rachelle Carandang, discussed how sales of their respective private label SKUs are up— in some cases more than 30%—compared to last year. Customers are looking for wines that balance quality and affordability, and private label affords retailers a way of providing this without sacrificing margins.

[ Read full story on Wine Searcher]

From San Francisco to London

The conversations and insights from IBWSS SF will now continue across the Atlantic at IBWSS UK, taking place this November in London. With private label and sustainability gaining momentum, the UK offers a stable and strategic gateway to Europe — especially as trade tensions and tariff shifts create uncertainty in other markets. IBWSS UK will feature global producers, brokers, bottlers, and solution providers, alongside a two-day conference and curated networking sessions designed to connect buyers and suppliers for real business outcomes.

A Hub for Industry Connections

Beyond the education sessions, the exhibition floor showcased a full supply chain ecosystem — from global producers to bottling companies, packaging innovators, and logistics providers. This diversity allowed buyers to find solutions on the spot and suppliers to meet decision-makers ready to move forward.

“This year’s goal at IBWSS San Francisco was to show where the real opportunities lie, discuss the practical impacts of tariffs and trade, explore how we can grow, and share what major retailers are looking for in private label,” said Sid Patel, CEO of Beverage Trade Network and organiser of IBWSS. “I think we delivered great quality insights on exactly what to do next.”

“Our exhibitors told us it was a high-quality show with strong buyer attendance, and many said the conference sessions were the best we’ve ever delivered,” Patel added. “That combination of quality meetings and actionable education is what makes IBWSS stand out. And now, I invite you all to join us in the UK this November as we turn the conversation to the opportunities across the UK and European markets.”

Image: Sid Patel, Ankita Okate, Mauricio Perez, and the Beverage Trade Network Team, behind the IBWSS Show.

Looking Ahead

While the San Francisco edition has wrapped for the year, the IBWSS conversation continues globally. The London edition will take place in November 20-21, 2025, bringing the same high-impact networking and learning to the UK and European markets. The San Francisco edition will again take place at the same location on July 28-29, 2026.

About IBWSS San Francisco

The International Bulk Wine & Spirits Show (IBWSS) San Francisco is the leading US trade event dedicated to bulk wine, bulk spirits, private label, and contract bottling. Organised by Beverage Trade Network, IBWSS SF combines a world-class conference with an international exhibition floor to help industry professionals source, learn, and grow their businesses.

Also Read:
The Rise Of Restaurant-Owned Private Label Wines
Optimizing Global Sourcing in a Volatile Market: IBWSS Insights with Marco Vannucci
Why Distillers Are Growing Their Contract Bottling and Private Label Business