Network Breakfast: Kylie Wallbridge, CEO, ALM
The Fullerton Hotel in Sydney’s Martin Place was the perfect backdrop for the Drinks Association’s August Network Breakfast. The event, attended by almost 180 from across the industry, featured keynote speaker Kylie Wallbridge, CEO of Australian Liquor Marketers (ALM).
Kylie’s presentation offered a compelling case for why Australia’s independent liquor sector is not only growing but thriving. She shared her learnings from the past 18 months leading ALM, offering attendees a rare look behind the curtain at one of the country’s most significant players in liquor logistics, supply, and strategy.
Why the independents are worth fighting for
The keynote focused on a central message: independents are vital to the strength and diversity of the Australian liquor landscape. “The independents are something special,” said Kylie. “They’re a passionate, vibrant and critical part of the liquor industry, not just as retailers, but as hoteliers, publicans and restaurateurs.”
During her presentation, Kylie challenged suppliers to rethink their approach to working with the independents. “Our best partnerships and our best growth comes from the relationships where we sit down and say, ‘What would it take for us to grow together?’” she said. “Too many conversations start with ‘me’ instead of ‘we.’”
She also highlighted the often-overlooked complexity of the independent channel – from supporting more than 13,000 customers, to acting as a financial partner, credit manager and logistics partner for suppliers. She also stressed that relationships are still at the heart of it all.
Convenient convenience and the growth of local
Kylie attributed much of the independents’ success to their ability to meet changing consumer needs, especially around convenience, location and personal service. “IBA shoppers have a strong over index in same day consumption,” she shared, pointing to localised range, knowledgeable service and ease of access as key differentiators for independents.
She also encouraged the room to revisit old assumptions about the channel: “The independents are not what they were five years ago. They’re bigger, more dynamic and increasingly sophisticated, with strong infrastructure and evolving use of data and digital tools.”
Looking ahead: On-Premise, AI and what it takes to win
During the Q&A after her presentation, Kylie addressed the role of AI in ALM’s current & future strategy, from robotic palletising to intelligent forecasting and emerging test cases across the business. She also highlighted the opportunity to bring those learnings to independent retailers and on-premise operators.
She called on suppliers to pay more attention to the On-Premise space, particularly the 9,000+ venues that sit between top-tier customers and smaller, often overlooked operators. “It’s a blank sheet of paper,” she said. “There’s so much more we could be doing.”
Final word: don’t underestimate the Indies
Wallbridge closed with a simple message: “We want you to challenge us to be better. And we’ll do the same. Because when we win, it’s because 13,000 independent businesses are winning with you.”
The morning wrapped up with networking and discussion, with attendees walking away energised and inspired to think more collaboratively about the future of the liquor industry.
