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Wine Business Editorial

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 […]

Update Your Competitive Analysis

Update Your Competitive Analysis

We all know that part of a good business survival plan is a well-researched competitive analysis. Before you start a business, investigating your competition, their products, prices, marketing and public relations plans, customer service and more in paramount. For many businesses, once the original competitive analysis is completed the demands of creating and running a […]

By August 16, 2017 0 Comments Read More →
New Jersey Wine In Pursuit of Excellence

New Jersey Wine In Pursuit of Excellence

Numbers reflect the improvements – with New Jersey having now increased to 50 wineries and more than 1,000 acres of wine – as do the recent awards – Sharrott’s port-style red called Wicked, made from Chambourcin grapes, won the state’s Governor’s Cup and a double gold in the San Francisco Wine Competition this year. That’s just one example.

By August 14, 2017 0 Comments Read More →
DNA Maps Consumers’ Route to Good Wine Choices

DNA Maps Consumers’ Route to Good Wine Choices

The wine purchase decision is a confusing, anxious moment for many consumers, and a critical opportunity for wine brands. How does, will, should, one decide which wine to purchase when not in a position to taste it first? Many marketing strategies vie for influence over the consumer with critic scores and curation, competition medals, premium […]

By August 14, 2017 0 Comments Read More →
How Effective Is Your Interaction with Customers?

How Effective Is Your Interaction with Customers?

Important points that many businesses fail to consider when they are sending out information to customers, whether that information is through social media, emails, text or even through the mail is: Will customers be interested in this? How much spare time do recipients have to focus on my interactions with them? Are they being overrun […]

By August 9, 2017 0 Comments Read More →
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 […]

What Makes Your Business Different?

What Makes Your Business Different?

To be successful, your customers and prospective customers have to know (and be constantly reminded of) how your business is different from other businesses in your area that are selling similar products.  Without differentiation consumers will have a hard time remembering your business. I work with a number of wineries and regularly talk to wine […]

By August 2, 2017 0 Comments Read More →
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 […]

Maryland Wine In Pursuit of Excellence

Maryland Wine In Pursuit of Excellence

Still, getting noticed by the state’s consumers remains a work in progress, said Kevin Atticks, longtime executive director of the Maryland Wineries Association and founder of the Baltimore-area management firm called Grow & Fortify. That company also represents the state’s craft brewers and distillers.

By July 31, 2017 0 Comments Read More →
Stop Before You Start

Stop Before You Start

Julie Pedroncelli St. John from Pedroncelli Winery sent me a great article by Barry Stuckey who has spent much of his career in hospitality. The article was about a waitress he encountered in a eatery at Heathrow Airport. I have pulled out some of the key points, as the article was too long for this […]

By July 26, 2017 0 Comments Read More →
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 […]

Social Media – External and Internal

Social Media – External and Internal

Are your employees following the company on social media? If not they should be. Social media is a great place for employees to get reminders of the information or offers that you are broadcasting to customers. In the days before the internet took us to worlds we had never anticipated, it was common in business […]

By July 19, 2017 0 Comments Read More →
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 […]

Assessing Customer Experiences

Assessing Customer Experiences

Last week this blog delved into statistics regarding customers who may have had a less than stellar experience when they visited your business. We discovered that the percentage of customers that you think were satisfied with their visit were not necessarily in line with the number of customers who actually were satisfied. Also we learned […]

By July 12, 2017 0 Comments Read More →
Pennsylvania Wine In Pursuit of Excellence

Pennsylvania Wine In Pursuit of Excellence

The reality is that the clientele remains largely in the dark about what to expect, despite a significant uptick since 2010 in the number of producers making premium wines. While the industry itself grapples with its direction: largely sweet wines vs. dry wines and a focus on events vs. a priority on the wines.

By July 11, 2017 2 Comments Read More →