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Conference

Conference Schedule

Meet our 2025 Speakers

AM

09:00 AM 09:10 AM

Oyster Room

Ankita Okate

Chief Growth Officer and Events Head at Beverage Trade Network

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

Dr. Liz Thach, MW

Master of Wine, Professor, Wine Writer & Consultant, President of Wine Market Council

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

Emily Haines

Winemaker at Trinchero Family Estates

Todd Ricard

Senior Winemaker at Constellation Brands

Darren Klein

Senior Winemaker at Delicato Family Wines

Vasile Nicolau

Senior Winemaker at E. & J. Gallo Winery

Dr. Marinda Kruger

Vice-President Winemaking at Firstleaf

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

Carly Bateman

Director of Operations at Darden Restaurants

Pam Schwartz

Chief of Everything at APS Hospitality Group, LLC

Sarah Renteria

Manager at Hillstone Restaurant Group

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

Horst Mueller

Global Head VinLog at Kuehne + Nagel

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.

PM

01:00 PM 01:30 PM

Oyster Room

Ankita Okate

Chief Growth Officer and Events Head at Beverage Trade Network

Karissa Kruse

CEO & President of Sonoma County Winegrowers

Joel Peterson

Executive Director at Paso Robles Wine Country Alliance

Bonnie Butcher

Executive Director, Mendocino Winegrowers

Let's Grow Wine Panel

A 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:

  • Wine and Consumer: How we can we communicate with fresh ideas with the end consumer
  • Wine and Culture: How we can use current culture to grow wine consumption
  • Wine and Trade: How trade can push wine in new way
  • Wine and big companies: How leading companies around the world can help
  • Wine and transparency: How can we story tell the sustainability and transparency
  • Wine and health: What can we do here

 

Moderated by : Ankita Okate

01:30 PM 01:50 PM

Oyster Room

Christian Deakin

Product Development Manager, BevZero

BevZero: Revolutionizing Low- and No-Alcohol Beverages

Christian Deakin dive into the technical and market aspects of dealcoholized beverages, exploring trends and product development strategies.

Speakers:

  • Christian Deakin, Product Development Manager, BevZero

01:50 PM 02:10 PM

Oyster Room

Sid Patel

CEO and Founder at Beverage Trade Network and IBWSS Shows

Patrick MacKenzie

Director of International Business Development for Tennessee Distilling Group

Jade Peterson

Master Distiller and Chief Operating Officer at Kentucky Artisan Distillery

Alec Lee

CEO at Endless West

Building a Successful Private Label, Contract Bottling, and Bulk Spirits Sales Business: A Sales Guide for Distilleries

The private label spirits market is growing fast, and distilleries that offer contract bottling and bulk spirits sales are building more stable, profitable businesses. This session will show how to set up and grow a private label program, offer contract bottling to keep production lines full, and expand bulk spirit sales. Learn how to price, structure deals, attract clients, and navigate today’s supply chain and market shifts.

 

Moderated by : Sid Patel

02:10 PM 02:40 PM

Oyster Room

Kimberly Shannon

Beer, Wine and Liquor Specialist at Giant Eagle, Inc

Kristen Zuver

Director of Purchasing at Bounty Hunter Wine and Spirits

Bert Svensson

Wine, Beer, Spirits - Liquor Department Manager and and Buyer at AVP, Pavilions Rancho Santa Margarita

Rachelle Carandang

Senior Manager - Product Development and Sourcing Beverages at Sam's Club

Steve Beckner, CSW

Wine & Spirits Buyer at Grocery Outlet

How Big Retailers Are Rethinking Their Private Label Programs

Private label is no longer just a low-cost alternative — it’s a strategic growth driver for retailers. In this session, leading retail buyers discuss how their private label programs are evolving in response to changing consumer preferences, margin pressures, and supply chain dynamics. Learn what today’s retailers look for in private label partners, how they balance private label with national brands, and how suppliers can align with this fast-growing opportunity.

 

Moderated By : Sid Patel

02:40 PM 03:00 PM

Oyster Room

Michael Hoefling

Client Advisor at Vinfolio

Michael Bedrosian

COO and Director of Sales

Duncan Marks

Director, Global Sourcing at NexTerra Wine Company

Obreanna McReynolds

Co-Founder, Burden of Proof

Sustainability: Adapting to the Changing Consumer, Buyer and Climate

As 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 Ankita, 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.

 

Moderated by : Ankita Okate

03:00 PM 03:30 PM

Oyster Room

Ian Perez

Brand Execution Manager at MHW

From Concept to Market: Launching Your Alcohol Brand

Ian Perez walks attendees through the process of creating and launching a successful beverage alcohol brand, covering branding, compliance, and market strategies.

05:00 PM 07:00 PM

Baden Room

Sid Patel

CEO and Founder at Beverage Trade Network and IBWSS Shows

Horst Mueller

Global Head VinLog at Kuehne + Nagel

Cocktail Reception Hosted by IBWSS and VinLog

Join us for a special Cocktail Party on July 29, 2025, from 5 to 7 PM at the Baden Room, South San Francisco Conference Center. Hosted by Beverage Trade Network, this exclusive networking evening is open only to exhibitors and paid conference ticket holders. Relax, connect, and unwind with fellow industry professionals.

AM

09:00 AM 09:10 AM

Oyster Room

Ankita Okate

Chief Growth Officer and Events Head at Beverage Trade Network

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

Stephanie Mallory

Director of National Accounts- Hotels & Resorts

Grant Hewitt

Vice President of Beverage at Loews Hotels

David Samuel

Regional Vice President at Hyatt Hotels

Todd Kudrna

Director of Hotels at Proximo Spirits

Evan Traub

Director of Accounts at IMI Agency

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

Allisa Henley

Master Distiller at Sazerac of Tennessee

Thomas Neiheisel

Director - Bulk Sales & Contract Distillation

Sid Patel

CEO and Founder at Beverage Trade Network and IBWSS Shows

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

Alison Leavitt

Managing Director at WSSA-Wine and Spirits Shippers Association

Jakob Hervel

Branch Manager for Albatrans

Javier Mass

Founder of Norden Bulk

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

Sarah (Morra) Qualters

VP of Marketing at Rack & Riddle Custom Wine Services

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.

Book Your Exhibitor Spot Today and Grow Your Business.

Book yours today and don't miss a chance to be part of America's biggest gathering of bulk and private label.

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