In the latest installment of Brewbound’s A Round With – a weekly Insider-exclusive Q&A series with industry leaders – Katie Beal Brown chats about the rollercoaster ride of turning a cherished family cocktail recipe into a nationally distributed, ready-to-drink product … and kicking off right before the pandemic turned the bev-alc world upside down.
Beal Brown launched Lone River Ranch Water in Texas’ H-E-B in 2020 amid COVID-19 restrictions. The product caught fire over the summer, and grabbed the attention of Diageo, which acquired Far West Spirits, Lone River’s parent company, in 2021. Beal Brown remains at the helm of the brand as founder and CEO.
Your family ranch inspired you to create Lone River Ranch Water. How does it feel to see a family recipe become a nationally distributed consumer product?
It’s been an absolute dream come true to see how our brand resonates with people well beyond our small place on the map. Lone River represents a set of values that transcend our part of the country – one that is emblematic of the pioneering spirit that built the American West. I feel like I’m carrying on the legacy of not only my own family traditions, but of the community that I call home to help shape the America of today.
You founded Far West Spirits in 2019, rolled out Lone River in the spring of 2020 and partnered with Diageo in the spring of 2021. What was that whirlwind like for you?
It was a wild ride! Launching during a global pandemic, there was so much uncertainty, but we persevered. It was the belief in myself, but also the support system around me that propelled this journey forward. When we partnered with Diageo, it was important to me that we preserve the roots of the brand, while introducing Lone River to a wider audience. They believed in our vision from our first meeting and have provided the resources and infrastructure to grow beyond what we could’ve ever done in such a short time. We are looking forward to continue growing this brand and everything it represents.
We’re almost at the third anniversary of your partnership with Diageo, meaning you’ve been leading a team within a larger organization longer than you were running the entire show as a founder. How have you adapted your leadership style as a result? Is anything different about your day-to-day?
It’s been a learning process of course, but I still carry much of the entrepreneur mindset that I had when we first started in my leadership duties today. That grit and pioneering spirit of Lone River’s roots are very much alive, and it’s an energy that I encourage my team to embody – not being afraid to approach things with resourcefulness and ingenuity.
If you could wave a magic wand and make one of your business’s challenges magically disappear, what would it be?
I really value the personal connection we have with our consumers, especially when I’ve had the chance to meet them in-person. As our business has significantly scaled over the years, it’s made it more difficult to get to know every consumer on a personal level. I am so grateful for their support and we would not be here without it. I try to get into as many markets as I can, but there are still markets I’ve never visited. I’ve made this a big priority this year but still wish I could do more!
Have you had any recent wins that have surprised you?
It was amazing to see Lone River recently named the Best Hard Seltzer of 2024 by the New York Times Wirecutter. We approach our recipes with careful consideration, always ensuring that we are giving the consumer the best possible experience when they taste our product. Being named the top pick by such a respected review publication just validated all of the hard work that we do behind the scenes on our flavor profile.
What’s the best advice you’ve received in your career?
It was more so a question rather than a piece of advice. I owe much of my story of shifting from an advertising career to founding Lone River, to a conversation I had. I was at a work event and ended up speaking with an agency partner. She asked me about where I was from and somehow we got to talking about my idea around packaging Ranch Water and building a brand behind it. She responded with something like, “Why haven’t you done it already?”
At that moment, I had my AHA moment. I felt in my gut that I should take the leap of faith and invest in my dream. The belief in my idea from someone, specifically a highly regarded female executive, gave me the courage to fully pursue it. So, the best piece of advice I can give: ask yourself, “Why haven’t I done it already?”
How do you create a successful employee culture?
It is incredibly important to instill in your culture and employees a growth mindset. This view creates a love of learning and a resilience that is essential for great success. For those that work on Lone River, we look for everyone to have a general manager’s mindset so the collective is responsible for driving the success of the brand. We all know good ideas can come from anywhere, but it’s also important that the team understands the business – its challenges and its opportunities.