09:00 AM 09:10 AM

Oyster Room

Welcome Address: The New Economics of Wine & Spirits: Supply Chains, Tariffs, Consumer Shifts

The opening remarks from BTN’s Chief Growth Officer and Show Emcee, Ankita Okate, 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.

09:10 AM 09:30 AM

Oyster Room

Shaping the Future: Wine Market Council Data Trends

Join 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.

09:30 AM 10:10 AM

Oyster Room

What Top Bulk Wine Buyers Want Right Now

Panel: 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.

Moderated by: Sid Patel

10:10 AM 10:40 AM

Oyster Room

How to Build Beverage Programs that Thrive in a Down Market

In 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.
Gain insights on product selection, pricing models, and supplier collaboration that drive results.

A must-attend session for other restaurant and bar chain buyers looking to benchmark, share challenges, and gain proven ideas from top-performing programs.

Moderated by : Ankita Okate

10:40 AM 11:00 AM

Oyster Room

Navigating Tariffs, Supply Shifts & Logistics in Bulk Wine and Spirits

Global 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.

09:00 AM 09:10 AM

Oyster Room

Welcome and Opening Remarks

The opening remarks from BTN’s Chief Growth Officer and Show Emcee, Ankita Okate, 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.

09:10 AM 09:40 AM

Oyster Room

Winning Hotel Beverage RFPs: What Buyers Really Want

Moderator: 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.

09:40 AM 10:10 AM

Oyster Room

Bulk Spirits Buying & Selling: Adapting to Supply Chain Pressures and Market Realities

This session offers a rare look at the bulk spirits market from both sides of the table,  buyer and seller. As supply chains shift, tariffs evolve, and consumer preferences change, both buyers and sellers are adjusting how deals are structured, how prices are negotiated, and how supply is secured. Join a leading bulk buyer and a seller as they discuss today’s real market pressures, what both sides need to succeed, and how brands can navigate the new economics of the bulk spirits industry.

Moderated by : Sid Patel

10:10 AM 10:40 AM

Oyster Room

Minimize Risk in Shipping Bulk: Understanding Flexitank Shipping in Practical Terms

This panel of experts will discuss the practical matters of bulk shipping including understanding flexibag construction and the technical aspects of proper fitting and fitting, as well as crisis management for bulging or leaking.   Understanding the risk and rewards and the need to use experts in the field to ensure your shipments are properly handled and protected. 

Moderated by : Alison Leavitt

10:40 AM 11:00 AM

Oyster Room

Developing Private Label Wine Brands

Private label wine is no longer just a budget alternative — it’s a powerful tool for retailers, restaurants, and distributors to drive margin, brand loyalty, and differentiation. As demand for exclusive, high-quality store-branded wines grows, distilleries and wine producers have an opportunity to turn private label services into a consistent, scalable revenue stream.

In this session, Sarah (Morra) Qualters, VP of Marketing at Rack & Riddle Custom Wine Services, shares a comprehensive guide to building a thriving private label wine business — covering the full journey from marketing and lead generation to business development and long-term client retention. Learn how to position your private label offering in the market, attract the right buyers, craft compelling brand stories, and structure deals that balance value and profitability.

You’ll also gain insights into client onboarding, setting production expectations, ensuring consistent quality, and delivering service levels that turn one-time buyers into long-term partners. Whether you're a supplier offering private label solutions or a buyer looking to expand your private label wine program, this session delivers actionable strategies to build, grow, and sustain success in this booming segment.