Scott Folkins

Whiskey House of Kentucky continues to transform the contract whiskey industry. We’ve made massive, early investments in the way we capture and use data across our entire manufacturing process. With more than 1200 sensors and a system built entirely in house over more than two years, Whiskey House now collects more data than any other distillery in the world. Thanks to Roger Henley and our entire Engineering and Technology team, including James Oeswein, Patrick Mannion, Micheal Palliparambil, Reed Johnson, and Christopher Summers, we have the technological infrastructure in place to drive continual evolution and innovation.    Why do we collect so much data? First, we use it to fully automate our processes, create greater efficiencies, and drive innovation. Second, we provide it to our customers to enable them to tell deeper, richer stories about their products, improve their business processes, and ensure inventory security. Finally, we intend to help the industry conduct far-reaching experiments. With the use of Artificial Intelligence, we can now analyze thousands of variables in a way that was never before possible. There are many unanswered questions in distillation, and we intend to explore them. Just this past week, we launched our proprietary Customer Portal, which provides our exclusive customers secure access to information about their production and inventory. Customers now have immediate, real-time access to their production reports, which include recipes, mashbills, barrels, proof gallons, wine gallons, and lot numbers. In addition, they can view and download inventory reports that detail barrels, barrel type, and locations.    Gone are the days where inventory reports and highly-confidential information are sent via email. Our customers no longer have to worry that their inventory reports are wrong, contain inaccurate data, or that their most confidential information could accidentally be shared with their competitors or released to the world. It’s happened – and just earlier this year by one of the industry’s largest contract whiskey producers.    In the very near future, our Customer Portal will give our customers production chemistries, sensory data, and will ultimately provide full traceability on every aspect of production just by scanning the QR code printed on every barrel. They will also be able to see their barrel inventory in 3D, seamlessly order samples, and transfer inventory.   We could not be more excited about the future. Whiskey House is leading the way and will continue to make major investments year-over-year into our technological infrastructure.

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The liquid is solid!

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𝗧𝗵𝗲 𝗖𝗼𝗿𝗲 𝗼𝗳 𝗦𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗥𝗧𝗠𝘀: 𝗣𝗲𝗼𝗽𝗹𝗲 𝗮𝗻𝗱 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀 🤝 In the alcohol industry, winning Route to Market (RTM) strategies thrive on solid connections and enduring partnerships. Learn why prioritizing relationships, motivation, and teamwork is key to your brand's triumph: 𝗙𝗼𝗿𝗴𝗶𝗻𝗴 𝗚𝗲𝗻𝘂𝗶𝗻𝗲 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀 🌐 At the core of every successful RTM strategy are authentic connections. Building trust with partners, distributors, and on-trade venues is key for a seamless market entry. True relationships create loyalty, giving your brand the spotlight it deserves. 𝗖𝗵𝗼𝗼𝘀𝗶𝗻𝗴 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝗼𝗻 𝗢𝘃𝗲𝗿 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻 🤝 Collaborating with partners in your distributors portfolio yields better results than competing against them. Joint efforts to understand market trends and consumer preferences benefit everyone, driving growth and success. 𝗖𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝘆 𝗶𝘀 𝗖𝗿𝘂𝗰𝗶𝗮𝗹 🔑 Regular communication and support are vital for maintaining strong relationships. Frequent updates and feedback sessions ensure everyone is aligned and informed, building trust and dependability. 𝗘𝗾𝘂𝗶𝗽𝗽𝗶𝗻𝗴 𝗬𝗼𝘂𝗿 𝗙𝗿𝗼𝗻𝘁 𝗟𝗶𝗻𝗲 💪 Equip your distributor teams with the essential tools, training, resources, and best practice examples they need to stay ahead. A comprehensive and regularly updated toolkit helps them maintain focus. Well-prepared sales personnel become confident and effective brand ambassadors, directly impacting your brand’s performance. 𝗝𝗼𝗶𝗻𝘁 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗶𝗼𝗻 𝗼𝗳 𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀 🎉 Celebrate milestones and successes with your partners and sales team. Recognising their hard work creates a positive atmosphere and strengthens relationships. 𝗕𝗲𝗶𝗻𝗴 𝗔𝗱𝗮𝗽𝘁𝗮𝗯𝗹𝗲 𝗮𝗻𝗱 𝗙𝗹𝗲𝘅𝗶𝗯𝗹𝗲 🌍 Stay adaptable to market changes and partner needs. Being open to feedback keeps your RTM strategy relevant and successful, showing your commitment to collective growth. In the traditional RTMs, people and partnerships make all the difference. By focusing on connection, motivation, and teamwork, you can build a resilient and successful brand. Ready to enhance your RTM strategy with meaningful partnerships? Let’s connect and make it happen! 🤝 #RTM #RouteToMarket #Partnerships #SalesTeam #BrandBuilding #Motivation #Collaboration #MarketSuccess #AlcoholBrand #RelationshipBuilding #Empowerment #Consistency #Adaptability

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16 sentences of wisdom from bond trader turned restaurateur, Sean Feeney, that will make you a better person, friend, and leader. 1. The most important ingredient is the one that’s left out. 2. The greatest gift is courage. Give someone the courage to be themselves. 3. Success is doing something every day for the rest of your life, happy to do it. 4. Everyone has genius inside them. 5. Truly showing belief in others will buy them a ticket to someplace they never knew. 6. Hospitality is creativity plus compassion. 7. “That’s just the way it is,” tells you there’s money to be made. 8. It is tempting to have something for everyone but there is preciousness in not filling demand. 9. Create a brand that people chase, don’t chase people with your brand. 10. Make others feel a part of something. 11. You are one of us, whether you work with us or you're dining with us. 12. Treating others well is good for business. 13. Finish the day, asking, “How did I impact someone in a positive way?” 14. Know what works and be honest with what doesn't and don't do that. 15. Block out all the noise and keep it simple. 16. Believe every day is a good day. But don’t think it’ll be easy.

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Even with regulatory risk, beverage brands are securing new investment, distribution, & retail partners. We have to look at the amendments as an opportunity to establish sensible regulation. Stay tuned for the Cannabis Beverage Association's Code of Conduct and a formal announcement of a new federal coalition to support adult beverage alternatives. DM me for more information. "As we work to pave the way for the hemp beverage category, it's crucial to seize opportunities arising from industry and regulatory developments. The recent federal committee vote on the Farm Bill amendment offers a chance to integrate the hemp beverage segment into the alcohol industry. With the existing infrastructure in the alcohol industry, we can effectively regulate hemp beverages. The CBA will continue collaborating with stakeholders to establish responsible regulations, ensuring our beverages meet strict standards and gain approval for sale." And shout out to PAMOS BEVERAGE CO. on their recent expansion! https://lnkd.in/e2H7wntB #drinkcannabis #regulation #beverageindustry #beverage #adultbeverage #hemp

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The chicken segment is one of the most dynamic and competitive among the large restaurant chains in the U.S. And while Chick-fil-A continues to dominate and Popeyes is taking over the 2nd in the rank, there has been significant movement in the rank among other mid-size leading chains over the last ten years. It goes to show that in the restaurant industry, you can never rest. Leaders are waking up to the realization that if they’re not growing fast they’re dying slowly.  Outgrowing and outsmarting your competitors requires using the power of long-term thinking. #restaurants #chicken #strategy #leadership

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To-do lists are great. Stop-doing lists are equally important. Make a stop-doing list and prioritize it.

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This study sheds light on the evolving consumer drinking habits over the past four years post-COVID-19. The research highlights the profound influence of health and wellness concerns on altering drinking behaviors across all age groups. For more cohort-specific insights, check out the study here: https://lnkd.in/gJ5ED32f

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Do you need a new COLA every time your update your wine labels? No a lot of changes are covered by the approved COLA you have already. Below are the changes you can make without submitting a new COLA.

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Great points below from MiO Marketplace partner Connectivity Media Strategy and the rapid pace at which consumer behavior has changed across multiple verticles. Through their partnership with YouConnex - A Digital Media Marketplace and their seat on The Trade Desk they’ve been helping brands all year to build hyper-targeted local campaigns at the on and off premise level. One of their more interesting campaigns was Geo fencing around specific retailers for smaller brands to drive mobile ads in-store and to split test that to potentially supliment an existing retail media network campaign. Strategic scalpel precision is often what’s needed to survive mixed in with potential new types of partnerships like Swish Brand Experiences. Sri Rajagopalan and Peter V.S. Bond what are you seeing from a The CPG Guys perspective? Eric Dopkins, Sean Eckhardt, Jamie Miller, Brandon Cason, Tim Carter what are you seeing? Diana Haussling, Vinny Rinaldi, Adam Stave what do you feel like consumer CPG brands figured out earlier in that consumer shift that other verticles could learn from?

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In the CPG industry it's not about how many doors/stores you get into it's about the quality of stores you get into. I look forward to building relationships with every retailer/buyer. Even though you may not be in a large bix box store at the moment focus on building relationships with independent retailers first then go from there. Building a personal brand helps out a lot in business. This is crucial to let buyers know about you and your products and why you started your business. #retail #growth #business #sales #mindset #businessgoals #businessrelationships #connection #integrity #cpg #startup

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If you missed our April Executive Forum for Leaders in the Alcohol Beverage Industry, "3 ACTIONS EVERY WINE & SPIRITS LEADER CAN TAKE IN THE NEXT 60 DAYS TO QUICKLY BOOST DISTRIBUTOR SHARE OF MIND" we had a robust discussion about the state of the business, which then was in complete and chaotic decline. And we also talked about what was in our control. We will be sharing a few of the breakthrough revelations with you over the next few weeks right here... BREAKTHROUGH REVELATION #1: IDENTIFY KEY MARKETS AND REPS Don’t spread your portfolio, budget, time and energy too thin (the US is the equivalent of 50 different countries with different state legalities). Especially during tough times. Do the data research on your brands and find the few key markets that your distributors can focus on. Get to know those market reps that can move the needle. All the way down to the feet on the street level. This is your team. Build trust and credibility with them. If everyone is in New York, then find your other key markets, try to carve out your territories or specific areas of big cities. Own your relationships with reps and retailers. Retailers are being more conservative with bringing in new products as they follow the next great thing. You need to be influencing their choices. And the landscape is changing again (!!)...so, at our next invitation-only Executive Forum for Leaders in the Beer, Wine & Spirits Industry, Newborn Evolution will be sharing three strategies to help your teams, partners and customers to remain resilient, confident and able to navigate through this uncertain and unstable landscape. Join us on Friday, July 26th, at 11:00am ET for a robust virtual discussion on this topic. Why you should consider joining the conversation: -Our Executive Forums are exclusive and by invitation only -We will be sharing expert insights during the forum from decades of experience in the Beer, Wine & Spirits Industries -You will have the opportunity to have real-time conversations with high- level leaders like yourself, in the Alcohol -Beverage Industry who are facing similar challenges -This is a great opportunity to expand your network leadership skills -All attendees will receive a high-level recap of the most pertinent key take-aways If you would like to request an invitation for yourself or someone at your organization who may be interested please email us at [email protected] and say “July 26th Executive Forum” and we will send you details. You can also find out more in the link in the first comment below. #Wine #Spirits #Beer #AlcoholBeverageIndustry #winetrends #spiritstrends #keyaccounts #strategy #businessplan

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Got a minute? How about a “Macro” minute? Our short form update to the Beverage Alcohol business has been getting positive feedback and we appreciate it. Kaleigh Theriault and I have the latest 4 week ending 5/18/24 NIQ reporting available. One of the views that many of you seem to enjoy is what the business looks like when we create a 4th mega category for Ready to Drink. 🍸 RTD – continues to show some positive impact this period with dollars +1.3% but volume is down over -2%. When viewed on its own, RTD is well over a 12 share of the total alcohol dollars off trade. FMB and Spirits based cocktails are driving momentum while Seltzers are declining growth. This view shows you how volume challenged the Beer, Wine and Spirits segments remain when we exclude RTD.  Most category dollar revenue continues to flirt with flat growth, going into the pivotal summer selling season. 💡 Let me know if you want to get the update details, and please continue to share your thoughts and commentary. 😂 And just because …. Why did the data analyst go broke?  Because he lost his cache! 😆 OK, back to my day job.

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As we get closer to the American Distilling Institute Conference this month, I thought this article from Maria Pearman, CPA on the 'best practices' for budgeting in your distillery was a good re-read. #ADI24 #craftbeverage #ADI

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August 2024 Control States results are in! Total Control States spirits sales 9L volume declined by -2.2% compared to August of last year leading to a -1.9% $Vol reduction with a positive +0.3% price mix. Over the past 12 months, the 9L volume declined by -1.3% with a +0.3% gain in $Vol providing a +1.6% price mix. During August there were 4 fewer selling days overall with 7 fewer days in Michigan and 3 more days in New Hampshire.  The huge New Hampshire growth resulted from both the additional selling days plus a very successful gift card program. The large decline in Wyoming was due to a 2023 licensee buy-in ahead of the states ERP implementation in September. The West Virginia decline stems from a Special Pricing Program run in August 2023 that did not occur in 2024. With the fewer selling days most categories declined in August with the exceptions of Scotch +1.4%, Irish +1.0% and Tequila +4.0%. The growth in Scotch and Irish is due almost entirely to the New Hampshire program. Wines declined at -2.9% in 9L Volume with -2.9% in $Vol returning a flat price mix . Rolling 12-month 9L volume was -6.5% with $Vol at -2.6% resulting in a positive +3.9% price mix. The declines in large format =>1.5L for August was -4.7% in 9L volume vs regular 750ml bottle size and smaller at -2.4%. The on-premise spirits channel declined by -5.8% in 9L volume with a -6.1% decline in $Vol resulting in negative 0.2% price mix. The on-premise wine channel declined similarly in 9L volume at -6.5% and a -5.5% $Vol decline resulting in a positive +1.0% price mix. Full details by state are available at https://lnkd.in/eWKrCa_v Behind the categories: The New Hampshire Gift Card Program, run in August was so successful that two spirit categories, Scotch and Irish achieved positive growth due nearly entirely to this state’s sale.

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Below is one of the many bits of knowledge Todd Leopold (OG US craft distiller - Leopold Brothers -, one of the most knowledgeable people I got to meet) dropped on American whisky and the history of barrel entry proof this week: Until 1962, the standard entry proof for American whiskey was 50%. Entry proof significantly impacts the whiskey's final character & quality. The historical context provided by studies like the Crampton and Tolman survey illustrates the meticulous approach to understanding whiskey production. This study, surveying 31 distilleries, analyzed variables like mash bill, warehouse conditions, and aging samples over eight years. It established that the standard entry proof was around 100 proof, with minor variations. Subsequent studies during Prohibition confirmed these findings, underscoring consistency in production practices despite economic pressures. It showed that the proof of whiskey in Kentucky warehouses typically increased from 100 to about 107 proof over eight years. This rise in proof requires minimal dilution with water to achieve bottling strength of 50% (think BIB), preserving the complex flavors and aromas developed during aging while not impacting the color too negatively. In contrast, starting with a higher entry proof, such as 62.5%, results in a more concentrated spirit that can climb into the high 60s or even 70s abv. Diluting this high-proof whiskey to bottling strength necessitates significant water which could be problematic from a color standpoint (not dark "enough"). A lower entry proof also affects the extraction of wood compounds from the barrel. Whiskey aged at higher proofs tends to pull out more aggressive tannins and wood flavors, which can overpower subtler notes and lead to a harsher taste. Conversely, whiskey aged at the traditional 50% entry proof extracts fewer of these intense compounds, resulting in potentially a rounder, more balanced spirit. In the early 1960s, lobbying efforts increased the maximum legal entry proof from 55% to 62.5%: before this change, few distillers used the 55% maximum, adhering to lower proofs instead. These regulatory shifts were largely economic. Higher entry proofs allowed distilleries to produce more whiskey with fewer barrels, reducing storage and production costs. This change was driven by financial imperatives during a time when many distilleries struggled to stay operational, not by quality considerations. Esterification, the chemical reaction forming esters that contribute to fruity and floral notes in whiskey, is another critical factor in aging. Lower alcohol content during aging facilitates greater oxygen absorption, enhancing esterification reactions. Experimental data, though not extensive, suggests that whiskey aged at lower entry proofs (like 50%) tends to develop higher ester levels compared to those aged at higher proofs. This balance between organic acids and esters is crucial during the initial four years of aging, signifying maturity.

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