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

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.

This Episode is hosted by Chris Maffeo and brought to you by MAFFEO DRINKS.

MAFFEO DRINKS is a leading drinks business podcast, listened to in 120 countries with 130+ episodes. How the industry actually works, from the bar and what it means for the boardroom.

Wanna know what the conversation above means for your team? It's in the paid section.

You get access to Maffeo Confidential (Private Podcast), this analysis, and the full catalog of 130+ episodes, each one translating industry conversation into the commercial decisions underneath it. Find out more at maffeodrinks.com or on Substack.