Australia’s liquor retail industry is an incredibly diverse landscape, from pioneering new trends to upholding time-honoured traditions. But beyond the brands and products, it is the individuals within this industry whose passion and dedication create such a dynamic market.
In each instalment of our ‘Five minutes with…’ series, National Liquor News puts the spotlight on a key figure in the industry, sharing a glimpse into their personality and the experiences that underpin their achievements.
Each fortnight, we will dive into the professional accomplishments and unique perspectives of our industry’s dynamic leaders, uncovering their personal stories of success.
This week, we sat down Dave Ward, Sales Director for Gravity.
NLN: How long have you been with Gravity, and can you share a bit about your journey to becoming Sales Director?
DW: I worked for leading craft breweries in sales and marketing for 12 years before Gravity, playing a small part of the huge rise in that category. A very exciting time, as consumers looked for more flavour and stronger connections to brand and region. Around the time of the pandemic, I started paying attention to similar innovation and rejuvenation in brand and flavour within RTD that reminded me of the rise of craft beer. Overlaying that with the better-for-you trends happening across all categories, I felt I had to be a part of it. Having known Mick Spencer, the Founder of Gravity for a while, we caught up for a refreshing seltzer and the rest as they say is history.
NLN: What are some of the key milestones or lessons in your career that have shaped your understanding of the industry?
DW: My early days in the industry trying to sell beer with hops in Western Sydney or being the first craft brewer in cans in 2012 taught me success doesn’t come easy. Dealing with objections, the grit, and passion required to build volume and loyalty have served me well. It seems crazy now when it’s hard to find a craft beer in a bottle, but outside of several key indies and Dan Murphy’s, who saw what was happening in the US, it was a tough sell to the broader market for a long time.
Coming into a great brand like BentSpoke as it exploded after winning the Hottest 100 really taught me the importance of building loyalty, looking after your home base and to always have a fierce focus on quality.
NLN: How do you ensure Gravity stays ahead of industry trends and changes?
DW: RTD is an exciting category that also has its challenges as the pace of innovation is so fast. We are lucky at Gravity to have a small but united leadership team, who can make key decisions quickly and emphatically. This is a key advantage versus the multinational suppliers and bigger businesses. Our ownership team, made up of some of the best athletes in Australia, also help us keep a few fingers on the pulse as they travel nationally and globally seeing new trends and innovation.
NLN: As the Sales Director of Gravity, what are your ambitions for the year ahead?
DW: From a sales perspective we want to continue to grow and deepen our ties to the trade both on- and off-premise. A key pillar of that is our Hard Soda Lemoncello on tap, released only a few weeks ago and quickly building tap points. This product is giving publicans an independent, better-for-you option versus the major players in the category. As some suppliers are circling the wagons due to market conditions, we are out in the trade rolling up our sleeves and are optimistic that as the market improves in Q4 we will be better positioned for it.
NLN: What keeps you inspired?
DW: Internally having such a strong team who all want to be at Gravity because we believe in the mission is very inspiring every day. Our founders not having come from the alcohol industry having a new look or perspective on common challenges has been great and has been an excellent reminder to not be stuck in your ways just because that has how everyone else does it.
NLN: Outside of work, what hobbies do you have, or how do you enjoy your spare time?
DW: I don’t have much time for hobbies anymore but if I can sneak away for a motorbike ride every few weeks and fire up the smoker on weekends, I am pretty happy. It may sound facetious, but I am seriously passionate about the hospitality industry and love the sense of community and the third space that pubs bring. So, add a visit to the pub a couple of times a week and I am in heaven.
