46: How Wine Importer Wilson Daniels Grew Revenue 6% to $250M In One of Wine’s Toughest Years – with President Rocco Lombardo - Business of Drinks

In this episode of Business of Drinks, Erica interviews Rocco Lombardo, president of Wilson Daniels, a luxury wine importer and marketer. Despite formidable industry-wide headwinds, Wilson Daniels achieved over 6% revenue growth in 2024, expanding its sales to $250 million — while the broader wine market contracted. 

How did Rocco and the Wilson Daniels team come out ahead? 

In this episode, Rocco shares:

• Why Burgundy, Piemonte, Tuscany, and value sparkling wines are among the fastest-growing categories in the portfolio.

• Strategic initiatives that have fueled growth, building on the portfolio’s strong foundation of family-run wineries, sustainable practices, and deep market discipline.

• How Wilson Daniels grew from a West Coast-focused company to a national powerhouse with a $350+ average case price for its brands at wholesale.

• How Wilson Daniels uses storytelling and authenticity to engage consumers with the rich histories behind its luxury wines.

• Rocco’s insights into market challenges, including tariffs, shifting consumption trends, and competition from emerging categories like RTDs and cannabis.

Last Call:And don’t miss Last Call, where Scott, Caroline, and Erica discuss what they're drinking this winter — and why. The category-spanning selections might surprise you!

Don’t miss our next episode, dropping on January 15.

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Erica Duecy, co-host:Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.

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Scott Rosenbaum, co-host:Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. He currently serves as North America Search Manager at Distill Ventures. He was formerly the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.

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Caroline Lamb, contributor:Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners.

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