When it’s not working
When you know the uphill battle is not getting easier. When you know the problem account has no solutions and will never become better. When…
Tug of War
Watching a tug of war match is great fun. Two individuals or teams, if evenly matched, give it their all. Sweat, power, energy, and eventually…
Is Wine an Experience Good?
In economics, an experience good is a product that can only be evaluated after experiencing it. The other two categories are a search good, where…
Is it really that bad?
Rejection is tough. Hearing NO is difficult for everyone, across all industries and cultures. And too many times hearing NO can wear down the best…
Faults vs. Problems
I used to say, rather sarcastically, that there is no such thing as a wine emergency. The idea being that far too many sales reps…
Articles. Clippings. Proof of concept.
Just sell wines that people want to buy. It sounds so simple, doesn’t it? But if you have to spend precious selling time rolling the…
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.…
A Wine Retailer’s Two Question (digital) Checklist
If you’re a wine retailer today there are two key questions you have to ask: How do potential customers find me? How do I convey…
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…
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…