Sales Program

Distributors Panel

  • Description

    Our goal for the panel is about what builds an effective relationship with a distributor! As more and more breweries open and distributors get fuller, getting your beer to accounts is increasingly challenging. We are inviting Crescent Crown, Legacy, Hensley, Young’s Market and Quail Distributing. Adapting to this changing environment requires a meaningful partnership with a distributor that goes far beyond a contract. A distributor should be your eyes and ears on the ground particularly as you get further away from your brewery and you need to know they have your back. The conversation will also explore non-traditional routes to market such as self-distribution and why as start ups and smaller breweries this is essential, online sales, and new disruptors such as Cannabis and seltzers

  • Speakers

    Moderator – Andrew Bauman

    Andrew Bauman is the head brewer at Uncle Bear’s Brewery in Gilbert. Andrew’s story in brewing began when after leaving the restaurant business, his wife noticed that he was home a lot more. In order to get him out of her hair, she suggested that he start home brewing and kindly signed him up for the Arizona Society of Homebrewer’s club. After months of researching homebrewing, Andrew jumped in with both feet, and brewed over 180 batches in approximately 2 1/2 years. After teaching classes for the City Of Chandler’s Park and Rec department and Whole Foods, he had given away enough beer to be recognized in the community.

    Andrew was invited to become the Head Brewer at The Perch in Chandler and began his professional career. The Perch became well known for creative beers and several awards were bestowed upon the brew team. In 2016, Andrew moved over to Uncle Bear’s which recently opened an 18,000 square foot production facility with a 30 bbl brewhouse. Andrew has been leading the brew team at Uncle Bear’s for almost three years now. Andrew serves as the Secretary for the Arizona Craft Brewer’s Guild.

    Panelist – Ian Yonushonis

    Ian Yonushonis is the Vice President of Sales and Marketing at Crescent Crown Distributing and a Nationally Recognized Sales and Marketing Leader with extensive experience in sales, people management, distribution, and marketing. Ian’s experience in the beer industry spans 20 years including over 10 years at MillerCoors.

    Panelist – Chris Otzen

    Chris Otzen is currently the President of Legacy Beverage. Legacy Beverage, LLC is the descriptive new name of two long-time, family-owned Arizona beer distributors — resulting from the November 2017 merger of Northland Beverage, Inc. and Nackard Beverage. Northland Beverage, founded by the Otzen family, has been serving Coconino county since 1980.

    Panelist – Chris Curtin

    Chris Curtin grew up in Norco, CA. He participated in wrestling, swimming and cross country in high school and is a member of the high school’s Athletic Hall of Fame. After graduation, he attended Mount San Antonio College to wrestle. After finishing his sophomore year at Mount San Antonio College, Chris was greeted by the birth of his daughter Lindsay. Chris started his career as a chain merchandiser with Southern Wine and Spirits and held several management positions in the 18 years he worked there.

    Chris then moved to Young’s Market company and has held senior sales management roles before taking the Director of Regulatory Affairs role which he has held for over 3 years. Chris has helped usher Young’s Market Company from the 2011 merge with RNDC to establish itself as an Industry, Community, and Business leader in Arizona. Chris Currently sits on the Board of Directors of Arizona Lodging and Tourism Association, Beverage Alcohol Community Information Council and is Treasurer for the Wine and Spirits Wholesale Association of Arizona. Chris has called Phoenix home for the past 6 years.

    Panelist – Andy McCain

    Andy McCain is the President and Chief Operating Officer for Hensley Beverage Company. Founded in 1955, Hensley (one of the largest, privately-held companies in Arizona) serves Arizona delivering a very diverse and first-rate portfolio of Anheuser-Busch products, imports and craft brews, spirits, specialty beverages, energy drinks, water, teas and wine.

    Andy’s responsibilities consist of overseeing all aspects of the company which includes managing the operations; finance; treasury; accounting; strategic planning; information technology; and sales and marketing functions of the company.

    Education: Bachelor of Arts in Mathematics, 1984, and a Masters in Business Administration, 1986, both from Vanderbilt University.

    Community: Board Member of Vanderbilt Business School Board of Visitors; Board Member & Chairman of Membership Committee for Phoenix Country Club; Chairman of Hensley Employee Foundation; and Patrons Committee member of United Methodist Outreach Ministries’ New Day Centers.

    Past Board Member of the Arizona 2017 Final Four Committee; Arizona 2016 College Football Championship Local Organizing Committee; the Arizona Super Bowl Host Committee; Past Chairman of the Board of the Fiesta Bowl; Past Chairman, Anheuser-Busch National Wholesaler Advisory Panel; Past Chairman of the Greater Phoenix Chamber of Commerce.

    Personal: Lived in Phoenix since 1996. Married with two children.

    Interests: Spending time with his family, travel, playing golf, and following the valley’s sports teams.

Being the Best Version of HERself - Networking your business to Women in 2019 and beyond

  • Description

    Join Leah Huss of Huss Brewing, Sarah Benken from KNOW Book + Tribe and Becca Booker of Homemade Social in a panel discussion on networking.

    Hear from outside of the brewing industry to discuss Empowering yourself by Empowering other women and how to build your girl Tribe. Showing how no matter what your job or title that you need to first take care of yourself so that you can take care of others.

    The goals: Stepping outside of your home networking & building “your squad” to specifically help the ladies of the beer industry think about networking outside of our industry and help you relate to others by sharing their experiences.

  • Speakers

    Moderator – Kristan Drewes

    Kristan Drewes is the Business Development Manager for the Arizona Craft Brewers Guild. The Guild protects and promotes over 100 independently owned Arizona breweries statewide and 100 allied trade partners. Drewes, formerly the managing partner of Papago Brewing Co, brings 7 years of brewery retail and sales experience to bear on a rapidly growing and opportunity-rich industry with over $1 billion dollars in economic impact in 2017.

    Panelist – Leah Huss

    Leah Huss is the co-founder of Huss Brewing Company which Leah and Jeff Huss put together as a family enterprise. Leah, a graduate of Scottsdale Culinary Institute, was owner and manager of Papago Brewing Company in Scottsdale for more than 14 years.

    Panelist – Sarah Benken

    Sarah Benken is the founder and visionary for the KNOW Book + Tribe. Her mission is to empower women who break glass ceilings in their respective fields. She’s been a business owner for more than ten years, teaches CEO classes to pregnant teens, works with women through ministries; all while raising her 21 and 10-year-old children. Sarah has always been enchanted by women who break the mold, even while working in male-dominated fields. She believes in bringing women together to live out her personal, and KNOW Tribe manta, lift and rise. She’s an organizational freak, obsessed with details and all things glittery. She looks forward to bringing the KNOW Tribe movement to a city near you!

    Panelist – Becca Booker

    Becca Booker is the Owner of Homemade Social, a boutique social media agency specializing in social, digital, and influential campaigns for lifestyle brands. Northern-California made, Becca received a double-major in Marketing and Journalism from Barrett, The Honors College at ASU and now lives under the sun in Phoenix, Arizona. Shortly after graduating, Becca created her business and quickly became a respected entrepreneur in the valley. Becca started her agency to work hands-on with small- to medium-sized lifestyle brands and businesses to implement social media and Facebook advertising strategies to elevate their brand and reach. Dubbed the “modern social media queen” by AZ Foothills, Becca is revolutionizing the social media game and inspiring brands to use innovative tactics to grow their social media. She also is a loving dog mom of Jojo the Cattle Dog mix (why yes, her dog has an Instagram @accordingtojojo), and can be found with a Venti Iced Soy Matcha Latte in hand at almost all times.

Selling Craft Beer to People Not Like You

  • Description

    Did you know that craft beer sales made up only 12% of US beer sales in 2018? That means that almost 9 out of 10 beer drinkers don’t buy craft brews. How can you go after those customers and grow your business?

    Local marketing executive, Ted Anderson, owner of Anderson Advertising who has worked with several DIAGEO brands, Page Spring Cellars, Arizona Stronghold, Huss Brewery and Arizona Craft Brewers Guild will highlight some interesting findings of recent research on local and national beer-drinking habits, talk about ways to choose some audiences that are ripe to try craft brews. He’ll also give some easy takeaways on positioning your brands to breakthrough to new audiences.

    He’ll also have some suggestions on marketing and ways to reach your customers on even small budgets.

  • Speakers

    Moderator – Ted Anderson

    Ted Anderson is the Owner/President of Anderson Advertising & Public Relations which he founded in 2005. Ted oversees the agency’s team and works with the leadership to make sure everything’s up to our exacting standards. He excels at assessing your communication challenge, devising a custom solution for it, and putting the perfect team together to make it happen. He’s been doing this kind of thing for nearly 30 years now, creating unique, highly specialized marketing plans for a wide variety of clients. He’s not only the father of twins in high school, Ari and Abby, he’s raising a wacky chocolate doodle, Kona, who prances around the office whenever she can. He enjoys a dizzying array of music genres, and he’s a California surf boy at heart, having grown up in San Diego, his forever hometown.

    Panelist – Angela Hughey

    Angela Hughey is the co-founder and President of ONE Community and ONE Community Foundation. Founded in 2008, ONE Community is the coalition of socially responsible businesses and organizations moving diversity, inclusion, and equality for all Arizonans forward. ONE Community Foundation provides educational opportunities to ensure better understanding of nondiscrimination and the importance of being LGBTQ inclusive.

    Ms. Hughey is a 2013 inductee into the Pheonix College Alumni Hall of Fame. Angela and ONE Community led the open for business to everyone coalition in the first quarter of 2014 in response to SB1062, which led to an educational campaign of the same name, which focuses on diversity, inclusion, and equality for all Arizonans to ensure the economic sustainability of the state. Echo Magazine named Angela their 2014 Woman of the Year. In 2015, Angela became the founding Chair of Valley Leadership’s Leadership Advance Program for high potential leaders, overseeing the program for two years. Angela was the 2016 recipient of the Anti-Defamation League’s Al Brooks Community Leadership Award. Angela was a member of the Arizona Community Foundation’s LGBTQ Philanthropy committee from 2016 through 2018.

    Ms. Hughey is the recipient of the 2018 Positively Powerful Woman of Equality Leadership Award and is a 2018 Diversity Leadership Alliance Diversity Leader honoree.

    Panelist – Edwin Garcia

    Edwin Garcia is the Vice-President and Director of Sales of Univision Arizona, at Univision Communications Inc., the leading media company serving Hispanic America. In his role, Garcia is responsible for leading and managing sales in Phoenix and Tucson across multiple media platforms including TV, Radio and Digital.

    Garcia is a 14-year veteran of Univision Communications Inc. Most recently he served as Local Sales Manager for Univision Arizona. Prior to that he served as National Sales Manager for Univision Arizona and in various roles at Univision Los Angeles, including local and national account executive for KMEX-TV Univision 34 and KFTR-TV UniMás 46 as well. Garcia started his media career as
    an account manager for the Guild Group (Advertising Agency) where he focused on Hispanic promotions for the Kraft Foods line of products (Nabisco, Oscar Mayer, Jell-O, Kool-Aid, DiGiornio, etc.). He also previously held roles in CPG marketing at Advantage Food Brokers in Diamond Bar, CA where he served as a marketing coordinator.

    Garcia earned his Bachelor of Arts degree in International Business from California State University at Fullerton with a minor in Marketing.

On/Off Premise/Retailer Panel

  • Description

    Join Chip Mulala of Huss Brewing and a panel of the industry’s top retailers. The panelists include:

    • Daniel Caprario of the Whining Pig
    • Derek Dodd of Alamo Drafthouse Cinemas
    • Alice Itsell of AJs Fine Foods

    Each will provide their candid perspective and insights on developing your brands in their stores. Come hear what they see as the winning formula to successful brand building and more. Ask them your questions and get candid answers and insights for developing your brands in their stores.
    Learn the winning formula for successful brand building.

  • Speakers

    Moderator – Chip Mulala

    Chip Mulala is the Minister of Craft Beer for Huss Brewing Company and current President of the Arizona Craft Brewers Guild. Chip has over a decade of experience in the on and off-premise including multi-state distribution when he was with SanTan Brewing. In his role as the Director of Sales & Marketing for Huss Brewing, Chip manages a dedicated team of 5 professionals that’s sole intent is promoting, marketing ind selling freshly made Arizona craft beer to the entire state of Arizona.

    Panelist – Alice Itsell

    Started with Basha’s Family of stores in 1991, working at store level as well as for the buying office. Through the years I have seen the transition of the retail beer, wine, and spirit business develop in the state of Arizona. In 2008 started in the position of Head Buyer for the AJ’s Fine Foods Wine Cellars. The challenge and focus is to continue to develop and adapt to the changing market, product selection, customer service, member education, and sales potential. Industry certification and education, CSW – Society of Wine Educators, WSET 2, Food Industry Management Program at USC, B.S. General Business – University of Arizona, MBA program – University of Phoenix.

    Panelist – Derek Dodd

    Derek Dodd, Operating Partner for the Alamo Drafthouse Cinemas in Arizona, has been with the Alamo for over 11 years. Derek his wife Crystal and their two sons moved to Arizona 3 years ago from central Texas to begin the Alamo expansion in Arizona. Prior to moving to Arizona he was the Vice President of Operations for the largest franchise of the Alamo Drafthouse for 2 years overseeing 5 locations in San Antonio and South Texas. Before that he was the Director of Franchise for the Alamo Drafthouse parent company in Austin. He oversaw the support of the franchise locations in Texas and Virginia. Before coming to the Alamo Drafthouse Derek thought he knew a lot about movies and beer but quickly realized there was so much more he hadn’t experienced.

    Panelist – Daniel Caprario

    Daniel Caprario is one of the Owner-operators of The Whining Pig, which was established in 2013. The “Pig” is a neighborhood beer & wine bar, offering a friendly environment for all, they specialize in craft beers, great wines, and wonderful service. Starting with one location in Uptown Phoenix, they’ve rapidly grown into the largest local chain of craft beer bars with 7 locations and more on the way!

Brewery Sustainability: Let’s (Actually) Do This

  • Description

    Sustainability is awesome. Also, it’s difficult. If your intention to safeguard the long-term viability of your brewery while promoting a clean, just, and regenerative world is falling short, let the Brewers Association (BA) help. Matt Gacioch, BA Sustainability Ambassador, provides guidance on opportunities and resources to break down the barriers keeping you from achieving your sustainability goals. Take concrete steps to move from intention to action. Actually.

  • Speaker

    Matt Gacioch has spent his career exploring the nuance and opportunity of sustainability within the craft beer industry, the built environment, and communities around the world. As the former Director of Sustainability and Marketing for Short’s Brewing Company in Michigan, he created programs and executed sustainable design initiatives on energy, water, and waste, all while working to tell an authentic story of successes and (plenty of) road bumps. He has also worked in sustainability at Left Hand Brewing Company and in the Craft Beer Program at the Brewers Association. He holds an MBA in Strategy & Finance, an MS in Environmental Policy & Planning, and a BS in Environmental Science, all from the University of Michigan. In his day job at stok, an integrated real estate services firm that provides sustainable design and engineering services, he explores business cases and develops strategies for sustainability and wellness in commercial real estate.

IRI State of the Industry/Using Data to Grow Your Business

  • Description

    Join Jeff Eder as compares what is happening with IRI numbers nationally and regionally in Arizona, along with useful insights on how to use data to grow your business.

  • Speaker

    Jeff Eder is the Senior Expansion Manager for Four Peaks Brewing Co. in Tempe, AZ. With over 16 years’ craft beer sales experience in 14 western US states, Jeff has worked in the retailer, wholesaler, & supplier side of the of three-tier system. After 8 years of managing business in the Pacific Northwest & the Southwest US for Sierra Nevada Brewing Co, Jeff accepted the role with Four Peaks Brewing Co in 2015 as Director of National Accounts. He now manages all of Four Peaks business outside Arizona.



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