In this episode of the Killer Growth Podcast, Samuel sits down with Brad Demo, fifth-generation owner and president of Demo Distributors, Inc., to unpack one of the most misunderstood yet essential businesses in America: beverage distribution.

Brad walks through his family’s journey from early-1900s produce and ice operations to becoming an Anheuser-Busch distributor after Prohibition—and how that legacy has evolved into a modern, multi-category distribution business spanning beer, wine, liquor, energy drinks, and non-alcoholic beverages across Butler County and Southeast Kansas.

The conversation dives deep into how the three-tier alcohol system actually works, why distributors exist, how territories and franchise agreements function, and where the real margins live in beer, wine, and spirits. Brad explains inventory risk, forecasting months ahead, routing logistics, and the realities of holding millions of dollars in product that must move fast.

Samuel and Brad also explore major industry shifts:

• The decline of legacy light lagers and the rise of ready-to-drink cocktails

• The explosion of non-alcoholic beverages and functional drinks

• Why THC beverages remain a legal gray area in Kansas

• How brands like Pickle Shot, Sparkling Ice, and Form Energy scale through distribution

• The impact of grocery chains, law changes, and consolidation on independent retailers

Beyond the business mechanics, Brad shares lessons from stepping into leadership, managing people, succession planning, and balancing a 100+ year family legacy with modern growth. He also opens up about coaching high school wrestling for 15 years and why investing in people—inside and outside the business—matters most.

This episode is a masterclass in distribution, legacy entrepreneurship, and how unglamorous infrastructure businesses quietly power entire industries.

Learn more at https://killergrowth.com