The irony of competition
There is a grand irony in the wine business. First, the more wholesalers there are, the better it is for retailers and restaurants. It makes…
Trust
Trust can’t be measured, so as a result it’s rarely discussed in a performance or account review. There are few numbers we can attach to…
Natural Wines, Something Different, and Group Categorization
I’ve been thinking quite a bit about the ‘natural wines’ movement lately (highly recommended is Isabelle Legeron’s new book). Not so much about how they…
Words matter
If you are a wine retailer, the words that you attach to products matter. These are the words your staff says when suggesting wines (you…
Happy (Wine) Independence Day!
Happy Independence Day to all! There are a few readers of this blog that are outside of the United States, so here’s the short version of…
When to talk price, and when to not
In a presentation to consumers, there is a simple formula for when to talk price. For more expensive/premium wine ($40 and over retail), talk about price…
The Power of Wine Maps
In our business we are lucky because we get to talk about places. Places have history, places have stories, places have culture, and places have…
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…
Selling Wine vs. Making Impact
Ask most wine sales reps, owners of wine bars, and owners of wine shops what they do and many will answer “I sell wine.” Selling…
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…