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Author Archive: Expert Editorial

The Wine Industry Advisor welcomes articles from industry experts; however, we ask that your article follow these simple editorial guidelines. Expert Editorials are intended as a means for you to share your expertise with the Wine Industry Advisor community and not as an advertising piece. This doesn’t mean that you cannot mention your company name or product in the article, but that the bulk of the article should be focused on sharing original, valuable wine industry specific information with the readers. The suggested length is 500 to 700 words, and we encourage you to include any images you have the rights to use.

You will be credited as the article’s author with name and company logo as well as a link to your website or Wine Industry Network profile. If you are interested in writing an Expert Editorial for the Wine Industry Advisor, please contact editor@wineindustryadvisor.com with a brief summary of your article. All submissions are subject to review by the Wine Industry Advisor, which retains editorial privilege.

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The ABCD’s of Distributor Selling Logic

The ABCD’s of Distributor Selling Logic

When I was in school, a challenging experience in and of itself, I was an A/B student. I may have some revisionist memory, but that is what I recall.  The further I went in school the better my grades became. I think that I realized that the A/B students got the best teachers, the best […]

These Dog Days Are Opportunity Days for Holiday Sales

These Dog Days Are Opportunity Days for Holiday Sales

In the last 3 weeks I have traveled to Napa, NYC, Wisconsin, Chicago, Australia, Hawaii, LA, Phoenix and back to Chicago. I would love to write that I was seeing the globe with my family or that I was on a peace corps mission. Neither is true. I was meeting with clients to prepare for […]

A Supplier Life Raft Is Available and Few Are Getting On Board

A Supplier Life Raft Is Available and Few Are Getting On Board

Here we are today, nearly August 1, 2017.  There are 22 weeks left in the year.  The biggest purchase season is coming. Labor Day, Halloween, Thanksgiving, Christmas, Chanukah and New Year’s Eve are around the corner.  Roughly 43% of the purchasing will come between October 31 and NYE.  That is a lot of suppliers bets […]

The First 1000 Cases You Sell Will Not Be the Hardest!

The First 1000 Cases You Sell Will Not Be the Hardest!

That is not a typo. That is not a mistake. I encounter wine, spirit, and beer entrepreneurs all the time that lament that the selling 1000 cases into market is the hardest thing they have ever done! Here is how it will roll from an effort standpoint. 0-1000 Nearly Impossible 1000-5000 Impossible to the N’th […]

Three Tier Selling Insanity…Again!

Three Tier Selling Insanity…Again!

I have been writing on Linkedin, Wine Industry Advisor, Beverage Dynamics and elsewhere for nearly 8 years. Nothing I have written in my career has struck a cord like the last article I penned called, “Fire Your Distributor Sales Teams”. I have written some provocative articles about self distribution, about weed, about the death of the three tier system, about […]

Crush in Compliance with California’s Wage Laws

Crush in Compliance with California’s Wage Laws

Crush season is an exciting and important time of year for any winery, but for modern agricultural enterprises doing business in California, the state’s complex web of wage and hour employment laws presents a trap for the unwary at this already hectic time.

The Independent Sales Force

The Independent Sales Force

Happy Fourth of July to all my readers. If you are a retailer the big push has come and gone and now comes the ‘dog days’ of summer. If you are a distributor you are now releasing your teams for a needed vacation before the busy season, and if you are a producer – you […]

Sales, Sales, Sales

Sales, Sales, Sales

I have spent a week on the road with clients. 3 days at LibDib launch party working with company leadership on the changing three tier landscape. 3 days in NYC with two clients on sales strategy and national marketing plans. Tomorrow, I am flying to Chicago to drive to Milwaukee to meet w a distributor. […]

Adult Beverage Retailers Need to Be VERY SCARED of the Amazon Purchase of Whole Foods

Adult Beverage Retailers Need to Be VERY SCARED of the Amazon Purchase of Whole Foods

Bezos does not make mistakes. We, regular people, we make mistakes. I am not going to gasp at $13.7B price tag. I am not in the camp that it was overpriced. I am not going to gasp at what it means for grocery stores nationally. I am not going to comment on share price and […]

6 Ways Not to Get Dropped by Your Distributor Partner

6 Ways Not to Get Dropped by Your Distributor Partner

Last week I was in Maui with clients. Today I am in Minneapolis St. Paul with clients. Two very different cities for sure on all fronts. Different weather, different people, and different topography. While these cities are very different, my clients that are the liquor brands from these cities have the same problem, the distributor partner gave up on […]

The Weed and Booze Battle

The Weed and Booze Battle

Weed through distributors is likely just a smoke screen! As the battle over marijuana heats up in various legislative bodies there are a lot of articles written about how weed will just be another product carried by adult beverage distributors to great success. Those same blogs and articles talk about the windfall that the industry will receive as it […]

Mystery Shoppers Visit Petroni Vineyards

Mystery Shoppers Visit Petroni Vineyards

Petroni Vineyards is known for its Italian varietals sourced from its prized Sangiovese Grosso clone from Tuscany, Italy. The winery and residence are tucked away on a 37 acre Estate accessible by a one lane road on the Sonoma side of the Mayacamas Range. The property offers stunning views of vineyards and olive trees as well as the […]

The Half Way Point of 2017

The Half Way Point of 2017

From where I sit I am 30,000 feet up in the air coming back from a supplier meeting in California and musing about my week. Some key takeaways from this week where I was in Chicago (Big 5 distributor meeting), Houston (mid level distributor meeting), California (producer meeting), and all the while dealing with 3 brands and one […]

The Three Tier System Can Hurt You

The Three Tier System Can Hurt You

I am in NYC this week for the USA Trade Tasting. If you have not been in New York City in May, I highly recommend it. One day it can be sunny and 90 degrees and the next it can be 55 and cloudy. This week we had both. What we also had was 200 […]

Your Website Visitors Are Telling You Everything You Need to Know – Are You Listening?

Your Website Visitors Are Telling You Everything You Need to Know – Are You Listening?

Making sense of the data you get from your website. Consumer website behavior provides much of the information you need to make better marketing investments. Website analysis can help you improve content engagement, boost sales, and drive traffic into your tasting room. And most importantly, it can help you build a better experience for your […]