Strategy solves problems

There are three types of problems for wine sales rep: short term, mid-term, and long term. Short term is tomorrow, the day after that, and the next selling week. It’s the immediacy of having to react. Having to run a will call. Having to correct an error on an invoice. Having to scramble for appointments Read More…

Wine prices and pillows

Yesterday, late in the afternoon, I bought a new pillow. A fancy one. It came in cool packaging, well designed and unlike other pillows on the market. Being who I am, I also looked online at reviews to help nudge me toward what I wanted to do (buy the pillow). Enough glowing reviews led me 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…

What doesn’t work

It doesn’t work to not show up at an account for weeks. It doesn’t work to forget to tell an account they are overdue on a bill and about to get posted. It doesn’t work to not show new wines during a sales call. It doesn’t work to bad mouth your competition. It doesn’t work Read More…