Most brands walk into a pitch leading with their product: the liquid, the story, the label. Mark Murphy says that’s almost the last thing a buyer actually wants to hear. Mark oversees bar and beverage programs across North and South America for Soho House, and spent the prior fifteen years with STARR Restaurants, the last five as Bar Operations Director running beverage programs for more than forty restaurants across five markets. Few people have sat on both sides of the on-premise relationship, buying and building, longer than he has.
In this episode, recorded live at Bar Convent Brooklyn, Mark breaks down what actually gets a spirits brand into a bar, and why so much of what founders assume matters doesn’t. What is a buyer really listening for in the first five minutes of a pitch? Why is the time of day most reps choose to walk in exactly the wrong one to learn anything useful? And what quietly separates the brands a buyer goes out of their way to protect from the ones forgotten the moment the rep walks out the door?
Park Street Imports is the back-office and importing solution for alcoholic beverage brands launching and scaling in the U.S. market.
Featured Guests:
Mark Murphy, Director of Bars & Beverage – The Americas, SoHo House
Mentioned in the Episode:
Want to stay in the know about new episodes from the podcast? Click the link here.
Learn More About Park Street
Sign up for our Daily Industry Newsletter
Sign Up for our Monthly Newsletter
Check out Park Street’s Guide to Getting Started in the U.S. Market
Follow us for more industry insights on