You can’t have it all

You know you can’t have it all. You can’t sell every single wine in your portfolio to every account in your territory. You can’t sell a retailer all of their wine selections, leaving out all competition. You can’t magically open all the doors at all the restaurants and have them buy only from you. So why Read More…

Selling Champagne

There are a few fundamental differences between selling Champagne (and I’m only talking about real deal Champagne here) and other wine categories. Consumers tend to buy it one bottle at a time. And thus, without another glass next to it for comparison and assuming it’s served quite cold, it’s hard to make a call on Read More…

If you don’t know what to say …

… then don’t say anything. Too many people love the sound of their own voice far too much. Learn to listen. Learn to not talk when necessary. Through careful and considered communication you will stand out, not through endless blather and babble. Know when to keep your trap shut and ears open and you’ll sell Read More…

Why Black Friday works

It works because everybody is involved. Black Friday would be an uneventful day indeed if only a few stores participated. But the collective mass builds the excitement, which leads more to join the mass (both retailers and consumers) making it a self-fulfiling prophecy. So what might happen if wine retailers got together for Local Wine Read More…

A day to work ON, not be stuck IN

The day before Thanksgiving is a strange one indeed for wine sales reps. It’s kinda like Friday, except it’s not. No retailers want to see you today, they are too busy (unless you are pouring free wine and giving them free labor, then they are happy to see you). It’s a great day to visit Read More…

The flavor of history

As I type this, I’m putting the final touches on a wine class I’ll be teaching tonight called “The Founding Families of Oregon Pinot Noir.” Doing the research and outlining the class has brought up a bit of a philosophical question: in wine, does history really matter? This might sound like a dumb question because Read More…

50 days left

We are about to enter the second half of November, and that means there are about 50 days left in the year. A few thoughts: I assume you know what you are doing each of the next 50 days. Crunch time in the wine business is before us, and on both the wholesale and retail level Read More…

Momentum and the next hill

We all know that a downhill bike ride is pretty easy. It can also be a ton of fun. You can cover lots of distance quickly. You can take your feet off the pedals and keep flying. You can take in the view and enjoy the wind. Momentum in wine sales can sometimes feel like that Read More…

Questions (and important answers)

Wether you just opened an account, just inherited an account, or have an account that you haven’t yet connected deeply with, questions are the simple key to unlocking the buyer and building business. What is the best way to get in touch with you about pricing and deals? When do you make your buying decisions? Read More…