The irony of competition

There is a grand irony in the wine business. First, the more wholesalers there are, the better it is for retailers and restaurants. It makes for competition, it makes for more choice, it makes for opportunity to buy wines that nobody else has, it allows for a retailer or restaurant to stand out easier. Second, Read More…

Broken locks

Embarrassing story, but a good lesson to be learned. I was recently at a restaurant. Not just any restaurant, but a well reviewed chef-driven hard to get into place of the moment kinda restaurant. I went to the restroom. Had to go. Happens to everybody. It was a small one room restroom with a crappy lock Read More…

Trust

Trust can’t be measured, so as a result it’s rarely discussed in a performance or account review. There are few numbers we can attach to these questions. Therefore, because these are unquantifiable, they have become some of the most unspoken points within our industry. When you really think about it, isn’t this what it’s all about? Read More…

Opening new accounts – the first touch

Opening new accounts is the lifeblood of the wine wholesale business. If you’re not opening new accounts on a regular basis you are beholden to the slicing up of the market by competitors. New business is the only way to stay ahead of that curve. A simple prospecting tool is, of course, email. Make a form Read More…

The shotgun and the arrow

Two different wine sales reps, from two different companies, with two different ways of presenting wines and ideas to the same restaurant buyer looking for a new Cotes du Rhone by the glass. Sales rep 1: “Thanks for the time today. So I brought five Cotes du Rhone at a range of prices. All are Read More…

Happy (Wine) Independence Day!

Happy Independence Day to all! There are a few readers of this blog that are outside of the United States, so here’s the short version of why July 4th matters in America: this is the day we celebrate the spirit of our country, the founding fathers and what they believed in, the standards by which freedom 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…

Four tips for a perfect wine staff training

A staff training, getting in front of the people that will actually enact and conduct the transaction that leads to larger sales of your product, is an incredible opportunity. It’s an opportunity to instill confidence and excitement, and also an opportunity to screw up royally. Here are four tips for a perfect staff training. Announce Read More…

We are all salespeople

Servers at restaurants are salespeople. Hosts who answer phones and take reservations and greet customers and say goodnight to them are salespeople. Bartenders are salespeople. Retailers that put wine the hands of a customer and earn their trust are salespeople. The ones that ring up the order at a wine shop are salespeople. The delivery crew at Read More…