Ep 25: How Marian Leitner-Waldman Turned Archer Roose Into a Scalable Brand

Lulie Halstead is on sabbatical. While she's away, she's chosen her favourite episodes from Drinks Insider to feature on A Question of Drinks and she explains why she's so impressed by them.

Her first pick is an interview with Marian Leitner-Waldman, founder of Archer Roose canned wines, which she says is a masterclass of brand building.

Entrepreneur and co-founder Marian Leitner-Waldman has single handedly overcome all the problems facing the wine industry. Archer Roose has a thriving audience of young consumers, who can’t get enough of high-quality wine in cans and bagnums, which appear in more than 6,000 outlets.

The reason that sales are up 35% year-on-year? The brand is built on a combination of high-quality wine, total transparency, and plenty of data.

In this episode, Marian talks about:

1. How wine-loving investors failed to see the market opportunity sitting right in front of them.
2. How Archer Roose launched without institutional funding.
3. How and why she partners with celebrity Elizabeth Banks, even though she says that celebrity brands are dead.
4. What beer distributors know about getting cans into hands, that wine distributors need to know.
5. What the wine industry is getting wrong about young people.
6. How Archer Roose opened up completely new markets, from cinemas to stadiums.
7. The issues surrounding cans and how Archer Roose solved them.

Meet Your Hosts:

Lulie Halstead founded and led international consumer research and strategy consultancy Wine Intelligence, and led it to a successful PE exit. Today she is a renowned global beverage alcohol and wine sector specialist, focused on consumer behaviour, strategy, retail and hospitality. An accomplished keynote speaker, she has spoken at more than 70 international events over the past 20 years.

Felicity Carter is an award-winning wine and drinks journalist, editor and content strategist. She led Meininger’s Wine Business International to become the world’s most must-read wine trade magazine, and was founding Executive Editor of The Drop/Pix, which the Wall Street Journal named one of the most trusted sources of wine information. A regular keynote speaker, she was named a 2024 Industry Leader by WineBusiness Monthly. Her Drinks Insider podcast won the 67 Pall Mall Global Wine Communicator Award for Audio.