What makes wine sales a “game” is there are winners and losers. These days, the losers outnumber the winners by a significant margin. And, like all games, there are strategies and tactics to not only increase your chances of winning but decrease your chances of
The “game” of selling wine in the US has changed a great deal in the last 5-10 years but you’d never know it because most wine companies are still operating out of the “old playbook.” What’s changed? Two things, primarily, and then a whole bunch
As a consultant to wineries and craft distilleries, people sometimes pay for my advice and then don’t take it. But, I’m about to offer some free guidance you’d be wise not to ignore. The 80/20 Rule is most definitely real, and it applies to your
How to use email marketing to sell wine to the trade Don’t let anyone tell you email marketing is dead. It’s only the people who don’t know what they are talking about that spout such nonsense. Almost all wineries and many distilleries currently leverage email
I recently completed a survey from a wine trade organization that was seeking insights about what wineries from outside the US need to know to be successful in this market. I could tell by the questions they asked, this organization was clueless. I kept looking
While I’m sure occasionally successful sales blitzes do exist, most of them are a giant waste of time and money. I know I’m going to get some vitriolic responses to this post. But someone has to tell the emperor he has no clothes. Might as
I’m sure to draw some fire for uttering such blasphemy, but if you take a very hard, very honest look at what’s really going on in the wine business today, you’ll see that wine knowledge, while very necessary, is no longer sufficient to compete and
When I first published the original blog post almost 2 years ago, it went completely viral receiving over 5,400 views, 52 reshares, 34 comments and 180 likes. You can read the original post here. Clearly, this article struck a nerve which wasn’t a complete surprise.