Big distributors like to make big drops, for it makes for big numbers and the stack of wine has big presence in the store. But to sell 26 cases of a wine in one shot is very different than selling one case a week of a wine for 26 weeks. To drip it out, to Read More…
Category: Retail
What if they don’t like the wine?
It’s the trap of our business. You cut the foil while telling the story. You pop the cork. You pour the glass. They lift it to their nose then take a sip. They reject the wine. “Nope!” “Crap!” “What the hell did you just pour me?” The trap is that you can’t help but be tainted Read More…
The magic words: No and Sorry
“Can I make a reservation for next Friday night at 7pm?” No, sorry, we are fully booked. “Can I buy more of that awesome rosé you had in the store last week?” No, sorry, it sold out and there’s no more until next year. “Hey! Send me five cases of that Sauvignon Blanc that I Read More…
Where is your focus?
The sales rep that is looking at a year long projection and goal, and has a plan to try to get there by December 31st, is going to sell wine in a much different way than a rep with a quota on a brand for a week or a month. A wine shop owner that Read More…