You’ve made the choice

If you’re a wine retailer, you’ve made the choice to not have Memorial Day or Labor Day off. You made the choice to work weekends. You’ve made the choice to be in one spot, waiting for customers to come to you. You made the choice to know that every New Year’s Eve, the day before Read More…

The Velocity Question

As a wine sales rep, having a retailer say “I’ll take 31 cases of that wine” is rare. 31 cases, at 12 bottles per case, is 372 bottles. That means the retailer has to sell a bottle every day, seven days a week, for a bit over a year in order to move through the Read More…

You can’t, in good conscience

As a wine wholesaler, you can’t, in good conscience, be a supporter of both the boutique hand-selling wine shop and the mega national retailer. You can’t, in good conscience, sell a wine that goes against the core of all of your personal values and the needs of your accounts simply to make a quota or Read More…

A Sales Rep’s Choices

A wine sales rep is in a marvelous and privileged position. You get to choose. Today, are you building a brand or building the market? Tomorrow, are you finding the unknown (wine or customer), or are you learning the known even better? Next week, are you showcasing the new or reinforcing the established? What are Read More…

The irreplaceable placement

Many restaurants have one or two. Every retailer has six to twelve. They are the wines they cannot swap out, cannot consider getting rid of, and cannot possibly imagine life without. They are the wines that customers would riot over losing access to. The wines that sell as regularly as a heartbeat. They are the Read More…

The best things about wine sales

You get to talk about beautiful places. You get to talk about a delicious and historically important beverage. You get to talk about legendary families and fresh new upstarts. There is always something new. There is competition at all levels and price points (imagine the boredom if there was truly no competition). You get to Read More…

Tell me a (curated) story

Who made the wine? Where did it come from? What does it taste like? What makes it different from the others? These are common questions that get addressed in a sales presentation about a wine. They are what buyers expect to hear, so much so that a sales rep often blindly rattles off the list Read More…

Can you measure it?

As a wine sales rep for a good retailer, you sometimes take your personal time and devote it to the store by standing behind a barrel pouring samples for anybody who wants them. Boring stuff, usually. You might not sell very much wine, but one person connected deeply with one of your wines, and she Read More…

The 5000 piece puzzle

Lots of people love puzzles. It’s a great way to idle away time on a long weekend at the cabin, or during a family reunion. Why are some 1000 pieces? Why are some only ten inches square while others are huge? Why would someone intentionally choose an incredibly difficult 5000 piece puzzle? Easy: they want Read More…

Fiction perfection.

There is no such thing as a perfect wine. There is no such thing as a perfect sales call. There is no such thing as a perfect customer. And there’s no such thing as a perfect sales rep. Don’t aim for perfection. Aim instead for continuous improvement, personal development, refinement, and betterment. Be better today Read More…

Show notes

One more sales call is done. Onto the next one. You throw the wine bag into the trunk, you hustle into the driver’s seat, take a quick look at the time (damn, late again) and throw it into reverse. Not so fast. The moment after a sales call is the one moment you have to Read More…

Who did better?

Sales rep A and sales rep B have the same account list. They joke about how they should carpool to their accounts. Sales rep A walks in, does the normal discussion and tasting with the buyer, goes through the inventory and starts to take the order. Ten wines get ordered, a case of each. A Read More…