01:00 PM 01:30 PM

Oyster Room

Inside the Buyer’s Mind: How to Win Cruise & Airline Listings

At IBWSS, we are hosting a focused panel on Cruise and Airline Buyers—two of the most structured, high-volume, and commercially strategic channels in the global beverage industry. This session will unpack how procurement really works within airlines and cruise lines, from tender processes and supplier onboarding to margin expectations, logistics standards, and SKU rotation cycles.

Attendees will gain direct insight into what buyers look for, common mistakes brands make when pitching, and how categories like premium, RTD, and No & Low are performing onboard. For wineries, breweries, and distilleries looking to expand beyond traditional retail and on-trade, this panel offers practical, real-world guidance on how to approach, qualify, and win listings in the travel and hospitality sector.

01:30 PM 02:00 PM

Oyster Room

How to Sell Bulk Spirits, Barrel Inventory & Private Label at Scale

This session breaks down how producers and distillers can successfully sell bulk spirits, barrel inventory, and private-label programs at scale. The panel will focus on how buyers evaluate bulk alcohol and barrels, how pricing really works across markets, and how to structure deals that move beyond one-off transactions into long-term supply relationships.

02:00 PM 02:30 PM

Oyster Room

How Suppliers Help Retail Chains Drive Foot Traffic

Retail chains are under pressure to attract new shoppers and keep them coming back. This panel explores how forward-thinking suppliers are working with retailers on innovation that drives real results — from exclusive launches and in-store experiences to loyalty programs and data-led promotions that increase visits and basket size.

02:30 PM 03:00 PM

Oyster Room

Beyond Proof: Crafting Authenticity and Creating Value in NoLo Wines & Spirits Through Innovation

The no- and low-alcohol (NoLo) beverage category has moved far beyond simple substitution — it is now a frontier for genuine craft, scientific innovation, and meaningful consumer connection. This talk explores how producers can move past the limitations of early-generation NoLo products to create beverages that deliver real sensory satisfaction, emotional resonance, and perceived value.

Whether you are a producer, buyer, or brand strategist, this talk offers a practical and forward-looking perspective on how the NoLo category can create lasting value — not by promising less, but by delivering more.

01:00 PM 01:40 PM

Oyster Room

On-Premise Secrets: What National Bars & Restaurant Groups Really Want

Large bar and restaurant groups are increasingly turning to bulk and private label programs to control costs, build differentiation, and scale consistently across locations. This buyers panel reveals what on-premise groups are sourcing right now, how they evaluate suppliers, and what it takes to win and grow multi-unit beverage programs.

01:40 PM 02:10 PM

Oyster Room

Sustainable Packaging: Environmental Impact, Closures & Smart Sourcing Decisions

Sustainability is often discussed at the production level, yet packaging plays a major — and often underestimated — role in environmental impact, supply-chain efficiency, and commercial performance across beverage categories. This session brings packaging into focus, examining bottles, cans, alternative formats, and closures through a practical sustainability and sourcing lens, while also addressing commercial realities such as pricing, logistics, scalability, and buyer expectations.

Moderated by Patrick Spencer, Executive Director, Natural Cork Council, The panel brings together producers and packaging experts from wine, spirits, and ready-to-drink categories to share practical sourcing tips and commercial decision-making frameworks. The discussion will cover how to evaluate packaging suppliers, what questions to ask vendors, how to assess sustainability claims, and how packaging and closure choices impact cost structures, operational efficiency, and market acceptance.