Addressing more than 2,000 attendees representing 70 wholesaler companies, Dina Opici, president of Opici Family Distributing and chairwoman of Wine & Spirits Wholesalers of America (WSWA), delivered the State of the Industry address at Access LIVE 2025.

Opici provided a clear-eyed assessment of the challenges facing wholesalers, suppliers, retailers and industry leaders. She outlined the current and potential future headwinds while reinforcing WSWA’s commitment to advocating for its members and their partners.

“We need to align as a group — because the more voices, the stronger the message,” Opici said, emphasizing the critical role of advocacy in the months ahead.

Opici began with a candid discussion of the industry’s struggles, noting that economic pressures and evolving consumer preferences are reshaping the beverage alcohol landscape.

“For the first time in history,” Opici said, “regular cannabis use among Americans is more common than regular alcohol consumption,” pointing to broader cultural shifts influencing purchasing patterns. Additionally, the increasing use of GLP-1 weight-loss medications, which have been reported to reduce alcohol consumption, adds to market uncertainty.

According to SipSource data presented at the conference, ready-to-drink (RTD) cocktails and tequila remain strong performers. However, beyond these categories, the industry is struggling to find growth. While some premium spirits — such as vodka, whiskey and gin — are benefiting from premiumization trends, other segments, including brandy, cognac, and mid-priced table wines, are underperforming. Wine sales continue to decline, with on-premise sales struggling more than off-premise as inflation weighs on bars and restaurants.

“The market is no longer what we once knew,” Opici said. “We need to look at this as a chance to evolve and innovate.”

Beyond market challenges, policy threats loom large. Opici outlined WSWA’s top legislative priorities:

•    Tariffs on imported wine and spirits: The Trump administration’s recently proposed tariffs on Mexican and Canadian imports are a significant concern, particularly given tequila’s role as a major driver of U.S. spirits sales. According to economic analysis by John Dunham and Associates, a 25% tariff on tequila alone could cost 14,000 jobs and result in $2.5 billion in lost economic output. “We have to tell our story,” Opici said. “Our products are deeply tied to their country of origin, and the administration must understand that these tariffs will hurt American businesses just as much as foreign producers.”

•    Section 199A tax deduction: Securing the permanence of the Section 199A tax deduction remains a top priority for WSWA. “For those of us who are not accountants,” Opici said, “the Section 199A deduction allows family-owned businesses — S-corps, partnerships and LLCs — to deduct up to 20% of their qualified business income, reducing their tax burden and enabling reinvestment in growth and operations.”

•    2025 Dietary Guidelines and alcohol policy: Opici highlighted the industry’s ongoing battle against activist groups pushing for stricter federal alcohol dietary guidelines. “Our industry advocates for ‘science over bias,’” she said. “We must ensure that the 2025 Dietary Guidelines for Americans are grounded in sound research, not cherry-picked data.”

With so much at stake, Opici made one message abundantly clear: Advocacy isn’t just a job for trade associations like WSWA — it’s everyone’s responsibility. 

“WSWA is leading the charge,” she said, “but they can’t do it alone. It takes everybody.”

To drive home her point, Opici encouraged attendees to take action immediately. She directed them to scan an onscreen QR code that allowed them to contact their members of Congress right then and there to advocate for the Section 199A tax deduction. 

“Your voice matters,” she told the crowd, “and your action today can make a difference.” 

“When you look back on our industry’s history, you could describe it as one of durability, adaptability and unwavering commitment to responsibility,” she said. “Now, more than ever, we must work together — not just with each other, but with our partners across the three-tier system.”