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Wine Business Editorial

Harvest Is Coming. Are You Prepared?

Harvest Is Coming. Are You Prepared?

Here is my harvest checklist so you can rest easy Every year we all find ourselves in the same boat. We ramp up, try to mentally prepare for what is about to come, remember what we’ve done in years past and sometimes realize a bit too late that we may have forgotten something. Here are […]

3rd Party Distribution Benefits

3rd Party Distribution Benefits

and why the option is a wonderful solution If you are a regular reader of my published writing you know that I am a fan of doing it different. I am a fan of pushing your brands to the independent retailer, a fan of selling into market with the market telling you how to price. […]

By August 15, 2018 0 Comments Read More →
This Week: What, How, Who, and Why Are We Not Selling?

This Week: What, How, Who, and Why Are We Not Selling?

Last week we looked at what to do, and this week we are looking at the opposite side of the What, How, Who, and Why of selling, which is: What are you not offering How are you not offering it (is our presentation unique)? To whom are you not selling? Why are you not doing […]

What, How, Who and Why of Customer Sales & Retention

What, How, Who and Why of Customer Sales & Retention

Before we even get on the sales floor, there are a number of questions (and the answers to these questions) that we have to know. If we don’t know the answers there is no way we can be as successful as we would like to be or convert one-time visitors into life long customers. Those […]

Winning Distributor Attention

Winning Distributor Attention

There are over nine thousand wineries in the US selling countless brands. Pushing this ocean of product through the chaos of a quickly changing and ever-consolidating distribution network poses monumental challenges for all suppliers and distributors alike, even the largest and most-disciplined. For large suppliers, like in other categories, scale offers a major advantage because […]

It’s Prime Selling Time

It’s Prime Selling Time

As we are in the midst of the summer visitor season at present, this week’s blog has some reminders about the importance of selling in the tasting room, at events, and anywhere else that it seems appropriate. It is always good to remember that customers make buying decisions through the emotional rather than the intellectual […]

Best Practices in Coming to America for Your Brand

Best Practices in Coming to America for Your Brand

Coming to America was a great Eddie Murphy movie from the 80’s. I remember McDavid’s, the premise of money cannot buy love, and all the crazy characters in Harlem. In the movie it was portrayed as easy to come to the states and get what you want. In our world, the Adult Beverage world, it is not easy […]

The Common Threads of Wine, Women, and Weed

The Common Threads of Wine, Women, and Weed

Erin Gore has the unique perspective of being a very successful businesswoman in two key North Coast industries. She helps run the Gore Family Vineyards in Healdsburg and has a very successful cannabis business, Garden Society. Ned Fussell of Cannacraft said that Gore is a “pillar in the wine industry breaking down barriers and displaying true leadership.”

By July 30, 2018 0 Comments Read More →
Leveraging Your Wine Brand for Cannabis Expansion

Leveraging Your Wine Brand for Cannabis Expansion

When cannabis became legalized for recreational use, many in the wine industry feared the worst. Would it take business away from wineries? But it turns out the two industries are beginning to learn how they can help each other grow instead.

By July 26, 2018 0 Comments Read More →
New Wine Shopper Data Solution Helps Wineries Achieve Distribution Success

New Wine Shopper Data Solution Helps Wineries Achieve Distribution Success

Label Analytics has a new unique tool for wineries already in the wholesale market, or those just jumping on the bandwagon when it comes to distribution. Many wineries find it difficult to break into the three–tier system and gain any traction when a preponderance of the wines on the shelf are owned by large operations.

By July 25, 2018 0 Comments Read More →
Dangerous Assumptions That Undermine Profits

Dangerous Assumptions That Undermine Profits

I was recently asked to do an evaluation of a tasting room experience for a winery at which I had done some training. This meant I actually know the staff. Usually I would not go myself, but find shoppers they didn’t know and send them. This time I thought I would try something a little […]

Opening New Doors at Kosta Browne

Opening New Doors at Kosta Browne

This summer, the iconic Pinot Noir producer, Kosta Browne winery, is opening two new doors, one with their recent acquisition by Duckhorn Wine Company, and the other a literal door to their new tasting gallery in Sebastopol.

By July 24, 2018 0 Comments Read More →
Creating a Dialogue Where Wine and Weed Intersect

Creating a Dialogue Where Wine and Weed Intersect

The big difference is that one of these substances has been legal in the U.S. for commercial purposes since 1933. The other is gaining legal status somewhat painfully, state by state, and does not yet enjoy federal protections under the law.

By July 23, 2018 0 Comments Read More →
A Gap on the Label – Building an AVA Reputation

A Gap on the Label – Building an AVA Reputation

Establishing an American Viticultural Area, or AVA, is a slog. The effort it takes to gain recognition for a bit of the earth that allows grapes to grow with a distinction that should warrant a “stamp” that screams quality, uniqueness and, yes, a higher price tag takes time, money, paperwork and then more time.

By July 23, 2018 0 Comments Read More →
Selling Luxury

Selling Luxury

In the past couple of blogs we have talked about the different categories that wines may fall into and the pricing for those categories. Last week I wrote about the four categories of Premium wines. This week the topic is the highest categories, luxury wines. The three categories are: Luxury $50-100; Super Luxury $100-200 and […]