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Conference
Conference Schedule
Meet our 2025 Speakers
AM
09:00 AM 09:05 AMOyster Room |
Malvika PatelEditor and VP at Beverage Trade Network |
Welcome Address: The New Economics of Wine & Spirits: Supply Chains, Tariffs, Consumer ShiftsThe opening remarks from BTN’s Chief Editor and Show Emcee, Malvika Patel, will set the tone for two days of actionable insights, strategy sessions, and high-level networking focused on the business of bulk and private label. This year’s theme, “The New Economics of Wine & Spirits,” explores how supply chain challenges, global tariffs, and shifting consumer behavior are redefining sourcing, pricing, and brand growth. |
09:05 AM 09:20 AMOyster Room |
Dr. Liz Thach, MWMaster of Wine, Professor, Wine Writer & Consultant, President of Wine Market Council |
Shaping the Future: Wine Market Council Data TrendsJoin Dr. Liz Thach, MW, as she shares the latest consumer, sales, and category data shaping the U.S. wine and spirits landscape. In this session, you'll learn how inflation, shifting demographics, health consciousness, and premiumization are impacting what people drink, how they buy, and where they spend. Walk away with actionable insights to adjust your sourcing, pricing, and portfolio strategy for today's economic environment. |
09:20 AM 09:50 AMOyster Room |
Emily HainesWinemaker at Trinchero Family Estates 
Todd RicardSenior Winemaker at Constellation Brands 
Darren KleinSenior Winemaker at Delicato Family Wines 
Vasile NicolauSenior Winemaker at E. & J. Gallo Winery |
What Top Bulk Wine Buyers Want Right NowPanel: Gallo, Constellation, Delicato, Trinchero Hear firsthand from major buyers on what’s changed in bulk procurement and partnerships. Discover their current expectations on pricing, quality, logistics, and packaging. Learn how suppliers can offer value in an increasingly margin-driven environment. A must-attend session for producers looking to secure long-term bulk contracts. |
09:50 AM 10:20 AMOyster Room |
Sarah RenteriaManager at Hillstone Restaurant Group |
Cracking the Code: How to Market Private Label Wines to National RetailersSarah Renteria shares proven strategies to successfully market and position private label wines to national retailers, highlighting exactly what buyers expect and how to stand out in a competitive landscape. Explore the key elements—design, pricing, and storytelling—that make a private label wine attractive to high-volume buyers. Gain insights into how to structure your offering. A must attend session if you want to close your private label offering pitches and grow your private label business. |
10:20 AM 10:40 AMOyster Room |
Carly BatemanDirector of Operations at Darden Restaurants 
Piero ProcidaDirector of Food & Beverage at Four Seasons Hotels and Resorts 
Pam SchwartzChief of Everything at APS Hospitality Group, LLC
Sarah RenteriaManager at Hillstone Restaurant Group |
How to Build Beverage Programs that Thrive in a Down MarketIn today’s challenging market, leading on-premise groups reveal how they’re adapting beverage programs to manage rising costs and shifting guest expectations. Learn which strategies are helping operators maintain profitability without sacrificing quality or experience. A must-attend session for other restaurant and bar chain buyers looking to benchmark, share challenges, and gain proven ideas from top-performing programs. |
10:40 AM 11:00 AMOyster Room |
Horst MuellerGlobal Head VinLog at Kuehne + Nagel |
Navigating Tariffs, Supply Shifts & Logistics in Bulk Wine and SpiritsGlobal supply chains have become more complex than ever—impacted by changing trade policies, rising tariffs, freight volatility, and sourcing disruptions. In this session, logistics expert Horst Mueller of Kuehne + Nagel breaks down the latest challenges and offers practical strategies to streamline movement of bulk wine and spirits. Learn how to reduce delays, manage costs, optimize routing, and prepare for regulatory fluctuations. Whether you’re shipping in tanks, IBCs, or containers, this session is essential for staying competitive in a rapidly evolving import-export environment. |
11:30 AM 12:30 PMOyster Room |
Adam LaZarreDirector of Winemaking, Wine Hooligans / BevZero 
Christian DeakinProduct Development Manager, Wine Hooligans / BevZero |
BevZero: Revolutionizing Low- and No-Alcohol BeveragesAdam LaZarre and Christian Deakin dive into the technical and market aspects of dealcoholized beverages, exploring trends and product development strategies. Speakers:
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PM
01:00 PM 01:40 PMOyster Room |
Malvika PatelEditor and VP at Beverage Trade Network |
Let's Grow Wine PanelA global initiative by Beverage Trade Network with some of the leading wine associations heads and wine region advocates around the world on how we can grow wine consumption. The platform will brainstorm ideas that trade can apply in growing the wine category globally. The points of discussion:
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01:40 PM 02:10 PMOyster Room |
Obreanna McReynoldsCo-Founder, Burden of Proof |
Mindful Beverages: Have You Started Offering Them Yet?As consumer preferences evolve, the demand for mindful beverages—including low-ABV, non-alcoholic options, sustainable wines, and functional spirits—is rapidly reshaping the global drinks market. For producers, importers, and distributors, adapting to these trends is no longer optional—it’s essential to stay competitive and relevant. This panel will bring together industry leaders to explore how the bulk and private label sectors can align with this growing shift. Discussion topics include sourcing sustainable ingredients, innovative production methods, labeling transparency, and marketing strategies tailored for both on- and off-trade channels. Attendees will walk away with actionable insights on how to position their brands for success, build value-driven partnerships, and meet the expectations of today’s health-conscious and sustainability-focused buyers. |
02:10 PM 02:40 PMOyster Room |
Kimberly ShannonBeer, Wine and Liquor Specialist at Giant Eagle, Inc 
Kristen ZuverDirector of Purchasing at Bounty Hunter Wine and Spirits 
Bert SvenssonWine, Beer, Spirits - Liquor Department Manager and and Buyer at AVP, Pavilions Rancho Santa Margarita |
Retail Panel: Bulk, Branded, and Private Label – What’s Moving Off the Shelf TodayIn this focused panel, top retail buyers share what’s currently driving placement decisions across bulk, branded, and private label wine and spirits. From shifting consumer demand to tighter margins, attendees will learn how retail strategies are evolving in 2025. Panelists will explore how suppliers can better align with buyer expectations, create mutually beneficial partnerships, and deliver value at every price point. Whether you're aiming to expand regionally or go national, this session delivers real-world insights from those making the decisions. |
02:40 PM 03:00 PMOyster Room |
Michael HoeflingClient Advisor at Vinfolio 
Michael BedrosianCOO and Director of Sales
Malvika PatelEditor and VP at Beverage Trade Network |
Sustainability: Adapting to the Changing Consumer, Buyer and ClimateAs sustainability becomes a critical driver in purchase decisions, both consumers and trade buyers are demanding more from the brands they work with. This panel, moderated by Malvika Patel, explores how suppliers in the bulk and private label space can integrate sustainability into sourcing, packaging, and operations—while still remaining cost-effective. Panelists will discuss what buyers are prioritizing when it comes to environmental responsibility, how climate concerns are influencing purchasing behavior, and what practical steps producers can take now to stay ahead of the curve. This is a must-attend session for anyone looking to align their supply chain with the expectations of a rapidly changing world. |
03:00 PM 03:30 PMOyster Room |
Ian PerezBrand Execution Manager at MHW |
From Concept to Market: Launching Your Alcohol BrandIan Perez walks attendees through the process of creating and launching a successful beverage alcohol brand, covering branding, compliance, and market strategies. |
AM
09:00 AM 09:10 AMOyster Room |
Malvika PatelEditor and VP at Beverage Trade Network |
Welcome and Opening Remarks |
09:10 AM 09:40 AMOyster Room |
Stephanie MalloryDirector of National Accounts- Hotels & Resorts 
Grant HewittVice President of Beverage at Loews Hotels 
David SamuelRegional Vice President at Hyatt Hotels 
Todd KudrnaDirector of Hotels at Proximo Spirits |
Winning Hotel Beverage RFPs: What Buyers Really WantModerator: Evan Traub, Director of Accounts – IMI Beverage program RFPs can be complex, competitive, and high-stakes—especially in the hospitality space. In this expert panel, leading hotel beverage decision-makers share what they look for in proposals and how suppliers can better align with hotel brand standards, pricing structures, and service expectations. Attendees will gain practical insights into tailoring submissions, building trust with procurement teams, and increasing win rates for national hotel accounts. Speakers: David Samuel, Regional Vice President – Hyatt Hotels Grant Hewitt, Vice President of Beverage – Loews Hotels Todd Kudrna, Director of National Accounts, Hotels and Concessions – Proximo Stephanie Mallory, Director of National Accounts – Hotels & Resorts, The Wine Group |
09:40 AM 10:10 AMOyster Room |
Sid PatelCEO and Founder at Beverage Trade Network and IBWSS Shows |
How to Grow Your Brand in a Declining Consumption MarketModerated by Sid Patel, CEO – Beverage Trade Network This is a panel of importers, distributors, and brand owners who will share their real-world strategies around the topic: “How to Grow Your Brand in a Declining Consumption Market.” Despite softer category trends, these leaders are finding ways to increase market share, strengthen retail presence, and build loyal customer bases. Moderated by BTN CEO Sid Patel, the session will explore what's actually working today—from pricing and positioning to route-to-market decisions and brand storytelling. Attendees will gain practical insights to grow, even when the broader market isn’t. |
10:10 AM 10:40 AMOyster Room |
Alison LeavittManaging Director at WSSA-Wine and Spirits Shippers Association |
Mastering Compliance Amid Tariffs, Trade Shifts & Global LogisticsWith tariffs evolving, trade agreements shifting, and regulations tightening, global alcohol logistics are more complex—and critical—than ever. This session will equip producers, exporters, and importers with the knowledge they need to stay compliant, minimize risk, and maintain flow across borders. Join compliance expert Alison Leavitt of the Wine and Spirits Shippers Association (WSSA) as she outlines the most important regulatory updates, documentation requirements, and strategies to avoid costly delays in 2025 and beyond. |
PM