48: Mary Taylor on Bootstrapping a $20 Million Wine Brand - Business of Drinks

Who’s up in a down wine market? Mary Taylor Wine — that’s who! This brand is a quiet disruptor, having transformed how Americans discover and enjoy European wines over the past several years. Mary Taylor, founder of the eponymous brand, identified a unique opportunity in the market: bridging the gap between big brands and small growers. 

By turning her import label into a trusted front-facing brand, Mary has made terroir-driven wines accessible, approachable, and affordable. In 2024, her brand achieved remarkable growth, up 16% to $20 million in global retail sales, bucking industry trends.

In this episode, Mary shares:

How Mary Taylor Wines simplifies European wine exploration with consistent, recognizable branding across 47 wine appellations

Her innovative approach to offering terroir-forward, low-intervention wines in the $12-$18 retail price point 

The key to developing long-lasting relationships with family-owned vineyards that practice organic and traditional winemaking methods

Why staying lean, avoiding outside investment, and maintaining direct relationships with her growers have been critical to her success

The strategic use of efficient logistics and creative marketing to operate sustainably and profitably 

The growing role of trust in wine retail and how her brand serves as a safety net for wine-curious consumers overwhelmed by retail options

Find out how Mary’s bold strategies helped her thrive while others have struggled. Click to listen and discover how you can apply these principles to your brand.

In today’s Last Call: 

Caroline, Scott, and Erica tackle drinks industry trends in a “two truths and a lie” quiz. What do drinks industry publications say they want to keep or kill in 2025? We take a wild guess.

Stay tuned for our next episode dropping on January 29. 

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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, a Michigan-based importer and distributor.

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Instagram @borkaline

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