Helen Russell

🍷I had an amazing conversation with Paul Kalemkiarian about my journey into the wine industry, the creation of Fly Wines, and where I see the future of the industry heading. 🚀 We explored both the challenges and exciting opportunities facing independent wineries as they carve out their place in the wine world. Tune in to learn more about the evolution of the wine industry and what’s on the horizon for Fly Wines! 🍇🍷 🎥 Watch the full conversation here:

29

8 Comments

Preparing Your Wine Brand for the U.S. Market: A Guide to Navigating the Three-Tier System and Securing an Importer. Getting your brand ready for business in the USA requires a thorough understanding of what US importers are looking for and how to service their needs. In the US, foreign brands cannot legally sell their wines or spirits directly to distributors or retailers. They must first appoint an importer who will have exclusive rights to the brand in their territory. The importer will then work with their distribution partners who will in turn supply their retail partners with the imported brand. This system, called the Three Tier System, creates a very complex and competitive marketplace. In order to ensure they are working with brands that they think will successfully penetrate the US system, importers look to source new products that come with solid marketing budgets, premium packaging, good price points, and exceptional taste. Depending on the importer profile, the preferences given to these characteristics can vary drastically. It is important to target importers who work with similar brands to yours and understand what it means to be a part of a successful stateside brand launch. As the importer contract gives the importer exclusive rights to your brand, you want to protect yourself against potentially signing on to an ill-suited import partner.

5

A huge thank you to Wine Industry Network for featuring my article on the rising demand for premium and artisanal wines. 🌟 In the article, I delve into the trends and consumer preferences driving this dynamic segment of the wine industry. Check it out to learn more about the trends shaping our industry! #WineIndustry #PremiumWines #ArtisanalWines #WineTrends #winenews #winebusiness

21

8 Comments

Here's a great interview with Karissa Kruse's on her vision on Sustainability at Sonoma County Winegrowers. Sonoma County Winegrowers has established itself as a pioneer in sustainable winegrowing, achieving the milestone of becoming 99% certified sustainable in its vineyards in 2019. Under the leadership of Karissa Kruse, the organization has not only embraced sustainability but has also driven innovation through initiatives like the Sonoma County Center for Ag Sustainability and the "Farm of the Future." In this interview, Kruse shares the challenges faced, the innovations introduced, and the impact of these efforts on the local wine-growing community and the environment. Check out the interview when we ask her some questions like: What were some of the biggest challenges you faced in reaching this goal, and how did you overcome them? Additionally, how do you measure the impact of your sustainability initiatives on both the environment and the local community? What specific practices have local vineyards implemented to reduce greenhouse gas emissions and sequester carbon, and what results have you seen so far?

1

Why are so many people in the wine industry being so darn helpful to me? I'm serious-- and I think I know why. Over the past 3 days, I've had 3 different conversations with people who are genuinely rooting for Currently to succeed. Two of them sell wine of a similar price point and are on the cutting edge of new aluminum packaging. You'd think they would be competitive and hold their cards close to the vest. Nope. Total open books. Spent an hour with me. I used to work in software. I wasn't sharing go-to-market tips with the CMO of Highspot, I'll tell you that. This industry has an incredible pay-it-forward culture. I think this is the reason: the people I speak to, they genuinely love wine. Not necessarily as wine snobs, but as lovers of the category. And they see their mission as bringing a beverage that has been enjoyed for centuries, by rulers (and now by Taylor Swift, our modern day cultural ruler), to the masses. I think in our conversations, we recognize we have this in common: we love wine. And good wine (because wine that isn't good isn't worth drinking imho) pairs best with close friends, family and food. I'm so new to this that I don't yet have that much advice to share. But you bet that when that next upstart entrepreneur reaches out and I see their passion for building a wine brand, I'll go 30 minutes over the scheduled call time. #wineindustry #wineculture #payitforward

71

21 Comments

Is every bottle of wine a "personal statement" from its winemaker? Should it be...? I got curious about this question in advance of tasting Naidu Wines from Raghni Naidu in Sonoma, whose personal narrative provides compelling food for thought. Today's new post over on Forbes offers some perspective on tasting wines as "self-standers," and tasting them in the context of their origin. Please have a look. https://lnkd.in/e_eERZMy

30

1 Comment

Part 2 of our post on "Is appreciation of wine as varietals becoming passé?" addresses recent pain and controversy, especially in Napa Valley, wrought by slavish adherence to varietal standards at the expense emerging appreciation of terroir-related differentiations in newer wine regions. Visit https://lnkd.in/gp9yTRG3

2

3 Comments

"For years, industry stakeholders like the Specialty Coffee Association (SCA) have warned of a “price crisis” in #coffee. Since 2019, the SCA’s Price Crisis Response Initiative has sought to address the disparity between producer costs and market #prices. Now that that prices finally are up, it remains to be seen how the industry –and long-term advocates for higher prices – will react when faced with challenging supply chain-wide realities. " - Coffee Intelligence Sarah Charles speaks with Albert Scalla, Senir Vice President of Trading at StoneX Group Inc., and Thiago Marques Cazarini, Owner of Cazarini Trading Company who share key industry insights on the recent coffee prices surge and the impacts these will have across the value chain from producers to consumers. https://lnkd.in/eSTYdsE4

37

As the wine industry navigates this unique market, I believe this is our moment to reshape how wine fits into our lives. Wine’s next chapter shouldn’t just be about what’s in the bottle but about how it naturally complements our experiences, especially outdoors. People are looking for a lifestyle that blends adventure with authenticity, and wine can play a key role. Imagine wines that reflect not just the land where they are grown but the adventureous spirit of that very land where they are grown. At Carboy, we’re committed to making this vision a reality by connecting wine to Colorado’s outdoor ethos. By embracing the high-altitude climate of our state and of our vineyards, we’re crafting wines that are more than just drinks; they’re experiences in nature. This is wine reimagined as a reflection of our adventurous, outdoor lifestyle. Who’s drinking with me?

45

5 Comments

Samuel Filler, Executive Director of the New York Wine & Grape Foundation (NYWGF) joins the Let's Grow Wine webinar panel. On October 15, I will be moderating a podcast which is focused on ‘Let's Grow Wine’. The speakers will include Julio Alonso Ducci from Wines of Chile North America, Jim Clarke from Wines of South Africa US, Karissa Kruse from Sonoma County Winegrowers, Samuel Filler from New York Wine & Grape Foundation, and Dr. Liz Thach, MW from the WINE MARKET COUNCIL. The title of the webinar is "Role of Wine Associations in growing wine consumption". Points of discussion will be: 1) Wine and Consumer: How we can talk to the new consumer 2) Wine and Culture: How we can use current culture to grow wine consumption 3) Wine and Trade: How trade can push wine in a new way 4) Wine and transparency: How can we tell the story of sustainability and transparency RSVP here to attend the webinar and get the recorded video.

2

An interesting article to share, about Chablis's growth in the U.S. market, capturing a fascinating trend—especially notable given the overall downturn in global wine sales. Despite the main reason of Burgundy trend, with a shift in young consumers' eating habits toward healthier patterns, many are now enjoying more white meat (even myself eating more white meat and fish than red meat now) —and naturally, more white wine too! Chablis stands out as a fantastic choice, perfectly aligned with the Burgundy trend but offering exceptional value for money. Even Grand Cru wines come at surprisingly affordable prices. Quality without compromise😊 #winetrend #chablis #burgundy #frenchwine #wineindustry

4

I believe this is a trend the wine industry should be more accommodating to—much more so than non-alc. Why? For one, there’s a much larger market for it. Also, it creates more transparency with customers. I think this trend is part of the larger macro trend of calorie awareness and people liking to know what they are putting into their bodies. It’s a disservice to consumers that the wine industry in the US doesn’t have mandates for calorie count on its bottles. At Currently, we have our nutrition panel on the label, allowing us to show our 0g added sugar and 106 calories per serving. We did this because we believe our customer will value this information. The question is, will too many brands claim low-alc as a marketing term but not really be low alc? I mean, 12% isn’t low-alc (which is why we don’t claim that). I’ve already seen this happening, though! #wine #industrytrend #lowalc #caloriecount

11

2 Comments

Beyond Bacchus: The Enduring Role of Wine in Human Civilization I’m often asked about the merits of wine as a long-term investment should Gen Z continue to distance themselves from alcohol and wine, unlike baby boomers and millennials who've shown a deep appreciation for all vinous matters. My typical response is that wine has been around humanity for 12,000+ years, so it is relatively safe to assume that we have another 50-100 good years ahead of us… I recently read a great book (albeit dubiously entitled, “Drunk") which offers a thoughtful, historical, and scientific perspective of the role that wine (and other intoxicants) play in fostering trust, creativity, and community. The Historical Significance of Intoxicants Across millennia and continents, from China to America to Europe, wine and other intoxicants have held a sacred place in various cultures and religions. Consumption often occurred within social and religious rituals, promoting trust through shared experiences. Additionally, controlled collective mechanisms ensured responsible consumption within communities. The Benefits of Moderate Consumption Beyond the trust-building benefits, moderate alcohol consumption can also enhance creativity by gently relaxing the brain's prefrontal cortex. This "softening" can lead to new ideas and perspectives. The cognitive and behavioural effects of the world’s most popular drug over the years represent a phenomenal response to the wide range of challenges that we face as we build increasingly complex communities. In the same way that Zoom will not eliminate business travel, the need for intoxicants will remain so that people from different cultures can trust one-another and conduct business together. Addressing the Dark Side The dark side of alcohol is thoroughly addressed - the most preoccupying recent development being the widespread availability of distilled liquor combined with an increase of loneliness in our social fabric. These two recent trends completely change the cost/benefit of alcohol, and exacerbate the downsides. A main threat for teenage brains is the atomic bomb of mixing an underdeveloped prefrontal cortex with liquor and binge drinking. The author stresses the importance to introduce young generations to very moderate amounts of alcohol, and to link the hedonistic pleasure of tasting wines with social occasions such as family gatherings, dinners around a table, rituals, etc. The overarching message is profound in the context of our over-stimulated society, if not necessarily groundbreaking: balance, and self-awareness are key in getting the best out of any experience, but especially the enjoyment of moderate intoxication. #wine #winelovers #slowlife #wineinvestment #genz

21

3 Comments

We chat with Eric Hemer, a Master of Wine and a Master Sommelier, who is the Senior Vice President, Director of Wine Education at Southern Glazer's Wine & Spirits of America, country's largest wine and spirits distributor. Here are some of the questions our editor Malvika Patel asks him: 1) How has the landscape of wine education evolved since you first began your career, and what trends do you foresee shaping its future? 2) With your involvement in various wine education organizations, which collaboration or project stands out to you as having made a significant impact on students' understanding of wine? 3) As the wine industry embraces more sustainable practices, how are you incorporating discussions about sustainability into your wine education programs? 4) You've been integral to examinations for organizations like the Court of Master Sommeliers and the Institute of Masters of Wine. What advice do you give to aspiring candidates to succeed in these challenging assessments? 5) In your opinion, how does the digital age influence the way wine education is delivered and received, and how have you adapted to these changes? 6) Given your expertise, could you highlight an underrated wine region or variety that you believe deserves more recognition and attention? 7) What role does storytelling play in wine education, and could you share a personal anecdote or historical narrative that you often use to captivate your students? 8) How do you navigate the delicate balance between the rich tradition and history of winemaking and the ever-changing palate preferences and trends of modern consumers? 9) How do you navigate the delicate balance between the rich tradition and history of winemaking and the ever-changing palate preferences and trends of modern consumers? 10) How do you navigate the delicate balance between the rich tradition and history of winemaking and the ever-changing palate preferences and trends of modern consumers? USA Trade Tasting Beverage Trade Network Sommeliers Choice Awards

21

Pricing Wine https://lnkd.in/gqEN6xbp This is an interesting article by Esther Mobley in the "San Francisco Chronicle" about wine pricing. As anyone in the industry knows, pricing wine is a lot more complicated than, as a consultant in the article said, tasting it and naming a price. It is critical to know that pricing depends on three factors: the underlying cost of sales, factoring in the three-tier sales channel (yes, even for direct-to-consumer wines), and finally value: the trust proposition that wineries build over time by balancing price, quality, and consumer satisfaction (brand equity). Therefore, as in the article, some of those brands that found market pressure on their pricing were either not evaluating their value properly, or had not yet built the trust proposition that drives value. As for controlling price in the market, that is where factoring in the three-tier sales channel is important. Pricing through the three tiers can offer insight into the market dynamics your wine could face. More on wine pricing: https://lnkd.in/gCVqFcY

4

Where are the helpers? Who are the helpers? I do believe the big brains are circling together and working to prevent this demise. I joined a big meeting with the Family Winemakers of California last week in Sacramento with the lobbing firm who is our voice for the state, an organization that every single indie winery should join immediately. They are the protectors, a voice for us all. I can’t express this enough. The 3T game flipped on us small guys in 2020, now Smith Story is gaining traction again utilizing DTC data that is helping connect our wholesale states to exactly where our wines would sell well. It is working. We are busier than ever before on the front lines to bridge this gap between wineries, wholesalers, accounts and the end wine consumer. North Coast Wine Country travel is crickets. The California economy isn’t helping, hasn’t been. Wineries…are you communicating to your fan base how easy it is to land in the heart of Wine Country? Blast this out, Charles M Schulz-Sonoma County Airport-STS is a beautiful option for those hating on San Francisco. Cost of living, cost of making a product from the earth… it is all playing a role in this downturn. I remain optimistic!! Wine is a pleasure, it is history, wine is geography, wine is social and in moderation wine is the most affordable luxury at the dinner table. “We didn’t get this far to just get this far, making and selling wine is the livelihood for thousands of hard working passionate people in the Goldenstate.” Who’s with me? We all need to be a helper. https://lnkd.in/grNYiiPG

82

9 Comments

“Doing well in blind tastings is of little value to a wine, if potential buyers are put off by the labels” - Robert Joseph Before I interviewed one of the most well-known Key Opinion Leaders in the wine innovation industry for the Vino Visionaries podcast, I did a lot of research about him. To be honest, the more I read, the more I found myself agreeing with him. There are lots of similarities in the way we both we talk about the wine industry - our names were even written next to each other in a recent Tim Atkin article. When I read the above quote by Robert Joseph, I wrote it down, and couldn’t stop thinking about it. I have seen this so many times in the retail sector and even working in the export market. Most winemakers won’t like to hear this, but like it or not, the label is the most important thing when we talk with retailers and potential importers - BECAUSE MOST PEOPLE BUY LABELS. I will tell you a few stories about how much the label can influence us - so much so, that sometimes it can make our mind become “blind”, and ignore what our senses would normally tell us: In Brazil we have lots of fake Argentinian wines at the moment. There are so many, because they sell a lot, and consumers have no idea that they are drinking false wines. 🤷‍♀️ Who here has ever watched the “Sour Grapes” movie on Netflix? It’s a documentary about the fine and rare wine auction market, centering around a counterfeiter who befriended the rich and powerful and sold millions of dollars’ worth of fraudulent wine through the top auction houses. Can I confess something that I never tell anyone? At the beginning of my career I served a wine that was corked and I didn’t even notice. It was a bottle worth over 1,000 dollars, and everyone at the table was saying how great it was. I gave a little bit to the winemaker afterwards and he said it was corked; it was only AFTER he said that, that I perceived that it. 🤷‍♀️ So, tell me - why do we need to become experts in blind tastings to pass wine exams? And why, most of the time, don’t they even teach you how to recognise wine faults (by making you smell faulty wines?) 🤷‍♀️ Why do we need to submit our wines for (blind-tasted) wine competitions, when in the end, in this sort of competition if you do something outside-the-box you will be scored badly anyway. 🤷‍♀️ We have been taught in the wine industry that we need to talk, behaviour, write, drink and do the same things over, and over and over... Is that what we really want? 🤷‍♀️ Why isn’t more time spent on marketing, and understanding consumer behaviours? 🤷‍♀️ Today I’m sending one of my big smiles to say thank you to Robert Joseph. Thank you for being you. We love your work! ❤️🍷 #wineindustry #winebusinesses #wineinnovation #rethinking

203

80 Comments

We used the WSET Systematic Approach to Tasting to evaluate Sangiovese grapes. WSET Wine Courses:https://lnkd.in/gXc8QnhK #wset #wsetlevel1 #wineeducation #napavalleywineacademy

7

Yet another hurdle being put in the way of craft beverage alcohol producers coming out of California. Craft producers need innovative ways to compete in the market, but lumping clubs in with subscription service providers is a terrible way to go and just increases the cost of operation even more, to little or no benefit. The lack of understanding how the industry works is clear in the current proposed rules. Out of state producers and their associations should be adding their voices to oppose this legislation as well because just like CRV, it will impact their clubs as well if they want to sell into California. We need to exempt certain business types or just scrap the legislation, it is already hard enough to do business in California without adding more layers of cost. Telling every business they need a toll free number to be covered 10-6 Monday to Friday shows a lack of understanding at the most basic level. #badforbusiness #smallbusiness #wineindustry #spiritsindustry #cider #mead #sake #beer #wine #clubs #subscriptions Craft Wine Association Distilled Spirits Council of the United States American Distilling Institute American Craft Spirits Association (ACSA) American Cider Association Beer Institute Gavin Newsom California State Senate

6

1 Comment