In a presentation to consumers, there is a simple formula for when to talk price. For more expensive/premium wine ($40 and over retail), talk about price at the forefront of the presentation. For less expensive wine ($20 and under retail), talk about price at the end of the presentation. The logic is simple, but incredibly important. Read More…
Month: March 2017
Asset Building in the Wine Business
You’re not in the wine sales business. Sorry to burst your bubble. You’re in the asset building business. It’s the only way to survive the future. Here’s why. Across the nation the wine industry is fragmenting in very interesting ways. As large distributors, retailers, and restaurant groups invade more regions and states, a counterculture is Read More…
Archery, Soccer, Weightlifting, and Wine
Competition level archery is all about preparation, zen like calm, focus, detail, equipment, and timing the release of the arrow to nail the target. It’s a solo sport for the most part, thought at the highest level there can be teams of coaches involved. The bullseye is hit often but repeating the feat is the real Read More…
Monday Challenge: Values Assesment
This week’s Monday Challenge is a doozy. It’s not quick, it’s not painless, and it’s not easy. Time to assess the values you hold versus the life you are living. It’s a myth that career paths travel in straight lines. Holes are in the road, diversions are necessary, and many people have experienced years or Read More…
New thoughts on “value”
I just read an article at Harvard Business Review called Business Marketing: Understanding What Customers Value. Here’s a quote from the article (which you can read here if you’re not doing anything else for the next half hour): Values and Prices are the value and price of the supplier’s market offering, and Valuea and Pricea are Read More…
Beware of Averages (and wild variables)
Say a wine shop is chugging along and doing its thing when all of the sudden a new wine comes on the market, and amazingly the wine is only $1 a bottle for the end consumer. Wow! The store buys 50 pallets of the wine and stacks it to the ceiling. Word gets out about Read More…
Monday Challenge: Where ya at? (Q1 ends soon)
This week’s Monday Challenge is quick and simple. Question one: did you read the first Monday Challenge of this year? If not, here you go. Question two: did you read and respond to these two questions on that list: What is one clear personal goal (quantifiable) that you want to achieve in 2017? And … Read More…
The first step after setting goals
Goal setting is the secret key to success, especially in the wine wholesale industry. When goals are carefully outlined and targeted, then momentum is driven in the proper direction and true growth can occur. When goals are met then you have a reason to pop a bottle of Cava (this is the wine industry, after all). Read More…
The Power of Wine Maps
In our business we are lucky because we get to talk about places. Places have history, places have stories, places have culture, and places have identity. And by using a map in your trainings, seminars, sales pitches, and presentations you bring forward the sense of place. Some hints and tips: Purchase and download the iPad Read More…
Don’t tell. Show. (The power of the leave-behind)
I see many sales reps making the same mistake. Over, and over, and over again. They present wines without giving the buyer anything to look at, anything to study, anything to take notes on, anything to learn from, or anything to keep. At the very least, the bare minimum, have a blank sheet of letterhead Read More…
Monday Challenge: The Idea Notebook
Monday on VineThinking is all about a tweaks, pushes, and challenges to help you get better at what you do in the wine sales world. This week: The Idea Notebook. It’s an innocent enough idea. Today, go and buy a notebook. A nice one. I prefer Moleskine Cahir Journals or Fabriano Ecoqua Stapled notebooks myself, for Read More…
Your to do list is too long
If you’re like most people (including me) you like to list what has to get done in a day. Your to do list might be in a planner, on an index card, in a Google Tasks file, in your head, or just scribbled on a Post it note. It probably starts with the obvious, dives Read More…