The weakest wine

Yesterday I wrote about choices, and about being the person to stand up and be remarkable and make a fuss when things aren’t quite right. There was some chatter on the social channels afterwards about the post, and I want to riff a bit about one line in particular, coming from my examples of situations: Read More…

There’s always a choice

“But I have to …” is the core message I hear from many in the wine industry when they are privately complaining about their job. It might not be those exact words, but the essence is that there is no choice for them in the matter. Three examples: The wholesale rep who has to do Read More…

Wine sales strategy

A question for wine wholesale reps. Pick one of your customers, any customer. What is your strategy with them? I’m not asking “what do you normally do when you see them?” No, I’m talking about strategy. Strategy needs both short term and long term goals. Strategy considers all objections and obstacles to achieve the those goals. Strategy Read More…

Monday Assignment: Thank you

Starting today, every Monday morning will be the “Monday Assignment” … a gentle kick in the butt in a certain direction to achieve a certain goal. This week: say thank you. Not to everybody, and not to the obvious. I’m aiming at the middle, the ones that don’t hear it often from anybody, including you. Read More…

Formula 1 and NASCAR … and wine

Both are about cars going fast. Both are about driving a set path. Both are about engines, technology, and momentum. Both have sponsors, for they are incredibly expensive sports to participate in. The big difference? The audience. NASCAR advertising leans toward energy drinks, tools, viagra, Wal-Mart, chewing tobacco, and low cost website hosting. Formula 1 Read More…

How to …

How to get into an unsold account: Show up. Ask questions. Network. Show up. Ask questions. Network. Repeat. Repeat. Don’t stop. It takes work, it takes time, and there are no shortcuts. How to advance in the wine industry: Show up. Ask questions. Network. Show up. Ask questions. Network. Repeat. Repeat. Don’t stop. It takes work, Read More…

Never assume you know how a restaurant will do

No stars. Zero. “Poor,” the lowest rating possible, was the New York Times review in October of 2005 of the newly opened New York City restaurant Ninja. Frank Bruni’s review has even made the Ten Most Scathing New York Times Restaurant Reviews of All Time list. Referring to a choice of routes to your table (one Read More…

I finished, now what?

This is a brilliant idea from the floor of Barnes and Noble, where I’m writing this. To my left is a table of books. A variety, and I don’t know any of them. Above them is a sign. “I finished Twilight. Now what?” Books, like wine, can be intimidating. Plus there’s an investment of time Read More…

Fighting for change (in the right ways)

If you work for a winery, importer, brand, or wholesaler that continues to do things “the way we’ve always done it” then maybe you’re the one fighting for change. Change is a big word, and a scary word to many. It threatens the status quo. It puts those that have been in the decision making Read More…

Is Your Business Model Distinctive?

The Harvard Business Review recently published a quick read called Your Whole Business Needs to be Distinctive, Not Just Your Product. In it they cite the normal line up of Apple and IKEA when it comes to something distinctive. “The most effective companies don’t rely on distinctive products, services or brand for differentiation; instead, they focus Read More…