Business down? Chin up. You got this.
I’m typing this in January of 2025, with the double whammy of dry January combined with article after article from major news sources about the…
Do unto others with your business reputation
Lately, I’ve been seeing the extremes of people in our industry. Maybe it’s the political season stirring the pot and making people squirrely. I don’t…
Price tells a story (some customers don’t want cheaper prices)
I was recently involved with organizing some tastings over a couple of evenings for a retailer, putting together wine lists and sale pricing, plus customer…
What is your end-of-year project?
I’m writing this in mid-December, which is unlike any other time of the year in the beverage sales cycle. Retailers and restaurants are too busy…
The trap of the in between
It’s easy for a wine shop or a restaurant to be average. Have average products for average people, give average service, and try to compete…
Know your history (and that things change)
The history of wine trends, facts, and fads is always good to keep in mind, mainly to recognize that some trends grow roots and stick,…
Calm waters and making waves
Swimming in the calm waters is easy. It’s fun. It’s what everyone wants to do. Swimming in the waves is harder, it’s challenging. It’s demanding.…
Speak three months ahead
This isn’t a sales trick, hack, or tool. It’s just a good habit for a wine sales rep to get into. Talk three months ahead.…
Wine Inventory as Wine Marketing
Inventory is one of the most mis-understood aspects of the wine world. A wholesaler that commits ten percent of their annual revenue to a single…
What do your wineries want?
What do wineries that you represent really want? “We want to be placed in the right accounts.” “We want to be a category leader.” “We…