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Wine Business Editorial

Package Redesign Flipped Double Digit Decline to Growth

Package Redesign Flipped Double Digit Decline to Growth

To say Cline Cellars Marketing Director Christine Lilienthal is thrilled about the new label design and packaging for the winery’s core Lodi Zinfandel would be an understatement. Her collaboration with Affinity Creative Group in repackaging this nationally distributed wine has meant a complete overhaul of the perception of this wine in the marketplace – and the sales numbers show it.

By August 29, 2018 3 Comments Read More →
Grape Shortage Exacerbated as Growing Demand Collides with Bad Weather and Pests in the Mid-Atlantic

Grape Shortage Exacerbated as Growing Demand Collides with Bad Weather and Pests in the Mid-Atlantic

Kevin Atticks, the longtime executive director of the Maryland Wineries Association, has seen a rapid growth of wineries in his state and others around it the last 10 years. It’s a business model that continues to outpace vineyards, which cover 800 acres across Maryland with another 100 new acres not yet producing.

By August 29, 2018 0 Comments Read More →
Overcoming Objections to the Price of Your Products, Part 2

Overcoming Objections to the Price of Your Products, Part 2

As I mentioned last week, I downloaded an informational guide with information on overcoming sales objections from Resourceful Selling. This week is part two in the review of the Information. First: Let’s look at things that can go wrong. Sometimes the salesperson, if uncomfortable with the price, can transmit that feeling to the customer, perhaps […]

Direct to Consumer Marketing & Small Producer Strategies for Success

Direct to Consumer Marketing & Small Producer Strategies for Success

One of our biggest learnings, and something we hear time and time again, is that winery owners and winemakers believe that if they make good wine, the rest will follow and they will achieve financial success.

Expanded 2018 WIN Expo Conference Stacked with Wine Business Experts

Expanded 2018 WIN Expo Conference Stacked with Wine Business Experts

The 7th annual North Coast Wine Industry Expo (WIN Expo), the second largest wine industry trade show in North America, has bolstered the conference portion of its program this year to address the increasing complexity of issues facing the wine industry.

By August 27, 2018 0 Comments Read More →
Business Environment Perceptions of Wineries in the Sierra Foothills: A Call for a Comprehensive Study

Business Environment Perceptions of Wineries in the Sierra Foothills: A Call for a Comprehensive Study

Wineries and family business go hand-in-hand since most smaller wineries are family owned and operated.  As we know, not all wineries approach the industry in the same way and they are all at different stages of family business concerns. 

Why Makers Matter in the Sales Process

Why Makers Matter in the Sales Process

Currently I am 30,000 feet above California having just completed a whirlwind 20 hours in Los Angeles. Now our BevStrat team is heading back to New York do to the same. What is it that we did in LA? and are going to do again in New York. I wish it was a movie premier […]

By August 23, 2018 0 Comments Read More →
Cannabis Beyond the Black Market, Blurring Medicinal and Recreational Use

Cannabis Beyond the Black Market, Blurring Medicinal and Recreational Use

Silver has been witness to some illuminating trends since the industry was allowed to open its doors wide. “One of the interesting phenomena, we’ve actually seen with the opening up of the recreational markets is an increase in the sales of our medical brand, Care by Design. It’s far outpaced the growth of some of our recreational brands, which are also growing substantially. I think what’s happening is that people who weren’t comfortable going into a dispensary under the system where you had to go see a physician. Now, you can just go in, and what we’re seeing is friends are bringing friends in saying, ‘Look, come with me and I’ll show you’.”

By August 22, 2018 0 Comments Read More →
Overcoming Objections to the Price of Your Products

Overcoming Objections to the Price of Your Products

I downloaded a handy informational guide of overcoming sales objections from Resourceful Selling, which I am going to share you over the next couple of blogs. The information starts with a headline: “The price objection is the quickest way for a prospect to get rid of a salesperson. But a price objection shouldn’t mark the end […]

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 […]