‘Outdated’ DTC laws deprive consumers of innovative spirits
The 2025 Direct-to-Consumer Spirits Shipping Report has unveiled that 67% of legal drinking age Americans want to see laws change to expand direct-to-consumer (DTC) spirits shipping.
The report, conducted by The Harris Poll and commissioned by Sovos ShipCompliant and the American Craft Spirits Association, explores the purchasing habits and intentions of US adults aged 21 and over who regularly consume craft spirits.
The survey polled 2,004 US adults, among whom 752 said they drink craft spirits at least once per month.
This year’s data found that the vast majority of regular craft spirits drinkers (84%) want the ability to legally purchase their favourite craft spirits through DTC channels, while 82% want to see laws change to expand DTC spirits shipping.
“The current constraints on DTC shipping for craft spirits not only limit consumer choice but significantly impact the bottom line for distilleries, who are unable to access the broader interested market,” said Alex Koral, regulatory general counsel, Sovos ShipCompliant.
“To foster change and expand DTC spirits shipping, consumers and distillers alike must work with legislators and express their desires for the right to DTC shipments of spirits.”
The report further found that ‘outdated’ shipping laws are failing to meet consumers’ demand.
While only nine states, plus Washington DC, permit interstate DTC spirits shipping, more than two-thirds of legal drinking age Americans (67%) and the majority of regular craft spirits drinkers (82%) said they want to see changes in current US spirits shipping laws to allow for DTC spirits to be shipped in more states than it is currently legal in.
It is claimed that a change in DTC laws could be a ‘win-win’ for the entire distribution chain, bolstering physical retail sales, along with retail store brand loyalty, as consumers seek out brands initially encountered via DTC shipping.
Among regular craft spirits drinkers inclined to purchase via DTC, 92% reported they would be likely to seek out a brand they enjoyed at retail after first purchasing it through DTC shipping.
Historical data from nearly 20 years of legal DTC wine shipping in the US demonstrates a strong correlation between DTC success and subsequent performance in wholesale distribution and retail.
Current DTC shipping restrictions are causing distilleries to leave significant revenue on the table from out-of-state enthusiasts, as more than three-quarters of regular craft spirits drinkers (77%) have tried a craft spirit while traveling that they wish they could purchase, but is not available near their home.
The same percentage of regular craft spirits drinkers said they would be more likely to try new craft spirit brands if they were able to purchase the spirits via DTC shipping to their home.
Margie A.S. Lehrman, CEO of the American Craft Spirits Association, explained: “The vast majority of craft distillers are small businesses and their products are not meant for wide distribution. Most wholesalers and retailers cannot practically carry all products made by all distilleries throughout the United States, meaning the majority of consumers are being deprived of new and innovative distilled spirits products.
“The 2025 report once again demonstrates that craft consumers in all regions across the country overwhelmingly support direct shipping of spirits. Expanding access represents a win for distillers, a win for consumers, and a win for local economies. Now is the time for policymakers to modernise the distilled spirits marketplace and help craft distillers.”
The full 2025 Direct-to-Consumer Spirits Shipping Report can be downloaded from DtCSpiritsReport.com.
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