Vacation time is something more and more important as you have deeper commitments in the world, especially if you work in a creative industry or in sales. The battery recharge truly helps your performance when you return. But it does beg the question: what does “vacation time” mean? To me there are three types of Read More…
Month: August 2016
New sales rep, old territory
If you’re a sales rep for a wine wholesaler, and you are taking over an established territory or getting somebody else’s old accounts, there are three scenarios you’ll run into. No more, no less. “She didn’t show up much.” The person you’re replacing didn’t do a good job, didn’t show up, didn’t deliver, stained the Read More…
And what if the wine sucks?
If you’re in the position of wine sales (which does not just mean wholesale or winery level, but also restaurant and retail … anywhere in the chain of movement toward the end consumer), how do you handle the wine that truly sucks? I’m not talking about a single bottle that is chemically flawed. I’m talking Read More…
Monday Challenge: Take your foot off the gas
Every Monday I throw out a challenge to the readers of this blog. Often it’s about focusing on the right work, making lists, managing your time, learning more about a particular wine regions, etc. This week it’s the opposite: Take your foot off the gas. We are entering the last weeks of August, a slow Read More…
Stay healthy with your wine
The wine business is full of tasting opportunity, gatherings with wine friends, and intense blind tastings and discussion for those working toward sommelier certification. In other words, there is A TON of wine to taste on any given week. Be careful. Too much wine can creep into your system. Before you know it, the edges Read More…
Time counts down, not up
You never know how much time is left. (Sorry to sound dire. Sorry to also speak the truth.) This doesn’t mean you have to work like there’s no tomorrow, because as far as you know there is always a tomorrow (until there is not). What this does mean, however, is that you need to always remind Read More…
How to deal with “it”
There are only four ways to deal with it. No more. You can ignore it. If it’s something important it will come back to haunt you and you will have to deal with it then, but until that point you can kick it down the curb. You can defer it to another person. If you Read More…
Hint: Use Maphill
When we talk about wine, we are often talking about place. When you talk about place, a map comes in handy. And when you need a map for your website, shelftalkers, or staff training take a look at Maphill.com. Satellite 3D Map of Napa County, physical outside Maphill is totally free service that allows you to make Read More…
Wine Markup, Margin, and Profit
The benefit to learning even the slightest amount about finances and bookkeeping is that is puts you far ahead of the average person in the wine business. The two terms that are used incorrectly most often are markup and margin. I’ve heard them used interchangeably by sales reps, and I’ve heard them mixed up by people Read More…
Monday Challenge: Setting the right goals, the right way
Every Monday I throw out a weekly challenge. Sometimes it’s geared only toward one part of the industry (wholesale, retail, restaurant, or winery/brands) but this week’s challenge can apply to anybody. “Goal setting” is a pleasantly active term that gets bantered about a bit too easily. At a Friday wholesale rep meeting it’s easy for Read More…
Make a NOT to do list
Grab that pen and paper, close your eyes, clear your mind. Deep breath. Now think about your wine work life. What are the deepest negatives? The people, places, things, and experiences that suck the soul out of you, ruin your confidence, and instigate frustration to the point that you think about leaving the industry. What Read More…
Why do you buy a new wine?
This one goes out to the buyers at restaurants and retailers everywhere. It’s a simple question with far reaching implications, and one that I want you to think very carefully about. Why do you buy a new wine? The quick and cheap answer is “because it’s good” which means nothing because everybody’s definition of good Read More…
Getting comfortable
In the world of selling wine it’s easy to get comfortable. VERY comfortable. The restaurant that buys most or all of their wines from you doesn’t need to focused on very much. Just kept happy. The big brands that are popular with the public don’t need to be popped for in store tastings. Just merchandised. Read More…
If you always do what you have always done …
… then you’ll always get what you’ve always got. Mix it up. Challenge yourself. Find a peer group that will help you grow creatively. Pick three people in your industry that you know and trust, meet them for coffee once a month, and push each other to grow. Become accountable to them. Always think about Read More…
Never leave an unopened bottle
Wholesale wine reps often make a big mistake, usually at the end of the day or with the excuse of ‘being too busy’ or ‘I’m just trying to be efficient.” They leave an unopened bottle with a customer, saying “check it out when you can … it’s awesome.” This doesn’t work. This isn’t selling, it’s giving. Read More…