Do unto others with your business reputation

Lately, I’ve been seeing the extremes of people in our industry. Maybe it’s the political season stirring the pot and making people squirrely. I don’t know what’s causing it, but many people in our industry (including wine shop owners and salespeople) fall into one of two categories. Either they are a fantastic force of positive Read More…

Marketing, switching, and loyalty

When a wine shop or restaurant tries to reach an audience, most do it wrong because they don’t start with the right questions. The right questions hinge on three terms. Marketing is all about presenting your story and brand to both a new and an established audience¬†without the goal of the sale (which is selling, Read More…

What is your end-of-year project?

I’m writing this in mid-December, which is unlike any other time of the year in the beverage sales cycle. Retailers and restaurants are too busy for long meetings with their sales reps. Their focus, as it should be, is the customer walking through the door. (Reactive, not proactive, work.) The sales reps are busy getting Read More…

The trap of the in between

It’s easy for a wine shop or a restaurant to be average. Have average products for average people, give average service, and try to compete on price. It’s lazy, but plenty of businesses out there survive with this premise. I also think it’s easy to be genuinely exceptional. To have fantastic wines for amazing customers, Read More…

The power of unmeasurable generosity

As we become more measurable in our jobs and lives, there is more room for unmeasurable generosity. If a friend works a job with unreasonable quotas and driving trackers so their boss can oversee their every movement, be the one that gives some love and an ear over a little happy hour bump. If you Read More…

On being a professional (or not)

A professional shows up and does the work, and if they’re good, they do it better than most in their profession along with having a good attitude. A professional eye surgeon shows up and does the work they do, even if she is having a bad day or is tired. A professional chess player practices Read More…

“Get some chalk on your boots”

I’m a big fan of “real football,” otherwise known in America as soccer. (The story of why it’s called soccer in America is quite interesting.) There’s a beautiful phrase in the sport that can easily translate into the business of selling, “Get some chalk on your boots.” It refers to the need to spread the Read More…

SOND 2022 is on … what are your plans?

Welcome to September! Start that countdown. We’re only 121 days away from the end of the year. Wholesale reps Open your calendar. Mark the evenings you want off, no questions asked. Family evening, concerts, commitments, downtime, you name it. Your job is a daytime job, and any hours you put in the evening should be Read More…

What is missing?

Late August is a unique time in the wine sales and retail game. It’s a moment for a pause, a final vacation, a little breath before September rolls in. It’s also a great time to ask what is missing and start to work to fix it before the busy season hits. For a sales rep, Read More…