Give them what they want and they’ll get what they expect
It’s supposed to make so much sense: just give the customers what they want. Of course it’s not that simple. Let’s break down what all customers…
A simple wine by the glass formula
Designing a wine by the glass list does not have to be rocket science and it does not need to be frustrating. Here is a…
The slow build to the big payoff
It’s February, so here’s a little challenge for everybody: What wine or wines can you place in a shop, or on a list, in front…
Four tips for a perfect wine staff training
A staff training, getting in front of the people that will actually enact and conduct the transaction that leads to larger sales of your product,…
Find the customers that embrace the New and Unknown
If you do what you did yesterday, you’re doing okay, right? If you buy the brands you have found and like, and they do their…
We are all salespeople
Servers at restaurants are salespeople. Hosts who answer phones and take reservations and greet customers and say goodnight to them are salespeople. Bartenders are salespeople.…
Success, and the people around you
Congratulations, you are a successful restaurant owner/operator (or artist, or musician, or sales rep, or wine retailer)! You watch your P&L statements like a hawk.…
The Reactive Rut
I had a great conversation last night with a local wine retailer. Her shop is small, based on convenience for the neighborhood, and with more…
Your emergency kit is empowerment
What happens when … … your delivery driver drops the wrong case of wine at the wrong account? A case of wine very important to…
Sharing vision
Sharing vision is one of the most important aspects of any of our wine jobs. It shapes the meetings, sets the stage, outlines the expectations, and…