Shelley Turner

Maximizing Sales and Customer Satisfaction with the Best Pinot Noirs of 2024. From a revenue perspective, a strong Pinot Noir selection will boost sales. By offering a range of Pinot price points and styles restaurants will appeal to different customer segments, encouraging both casual and celebratory purchases. We survey the best Pinot Noirs of 2024 for restaurant wine programs. Including a good selection of Pinot Noir on a restaurant's wine list is crucial due to its versatility and appeal across a wide range of diners. We have, therefore, curated eight top Pinot Noirs for 2024 wine lists based on judging at the London Wine Competition. London Competitions

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U.S. Wholesale Wine Distribution Today and What Does the Future Promises. Our editor covers the current state of distribution in the US market on USA Wine Ratings USA Ratings. So what is the state of wholesale wine distribution in the U.S. today? The wholesale wine market lies amidst a huge transformation. Consolidation among distributors, the rise of private-label brands, and shifting consumer preferences have reshaped how wine producers, both domestic and international, bring products to the American market. While large producers may have the resources to navigate these changes, small and medium-sized wineries face mounting challenges as they struggle to compete for distribution and shelf space. This situation also affects independent wine retailers. The Shrinking Wholesale Tier and the Concentrated Power of Large Distributors At the heart of any issue facing winemakers is the vastly decreasing number of U.S. distributors. Today, three major players—Southern Glazer's Wine & Spirits, Republic National Distributing Company, and Breakthru Beverage Group—dominate the landscape, limiting opportunities for smaller wineries. The annual Impact Databank Report from Shanken (which includes spirits sales) showed that Southern Glazer’s and RNDC together will control a projected 53% of the market in 2024. If we expand that to the top 10 companies, they will control a projected 81.5%. Barry Herbst, Wine Director at independent retailer Bottle Barn in Sonoma, summarizes that distribution is “greatly consolidated now. Fewer companies carrying more products in their books.” But there are many “products and services the big guys don't want to bother with.” Southern Glazer’s, for example, represents more than 1,700 beverage suppliers, including more than 7,000 individual brands. There are, however, about 12,000 wineries in the US, many with multiple brands. Wine in Warehouses Rob McMillan of Silicon Valley Bank’s wine division explains the current situation: “Wine distribution continues to be stacked up in the warehouses.” This is affecting everyone involved, but not equally. “Larger premium wineries with good brands are getting their wine through to retailers and consumers while other wine inventory continues to linger.” McMillan is not convinced that this situation will be resolved quickly. “There are occasional speeches that are made by the senior people in larger wholesalers and those in a few larger wineries as well, that they think the backlog will start to abate next year, or that we are on the precipice now. But thus far, the data aren’t supporting that.” He points to the graph pictured above. “At the peak, the backup in inventories was 1.67x sales in May 2023. Inventories have dropped through July 1st to 1.59x sales. That’s about a 5% drop in a little over a year. It’s progress, but that’s still a long way from historical averages.” Read the full story here.

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US Wine Market - In the 12 months ending August 2024, wine depletions declined -8.0%, signalling potential challenges for the remainder of 2024 and into 2025. Of particular concern, the $8-$10.99 table wine price tier fell 12.7% across the on- and off-premise channels, highlighting the continuing effect of premiumisation and its effect on those who buy less expensive wine The wine industry has the tools to stop the decline. It’s just a matter of whether it chooses to do it. It has to find a way to add markets and to reach 20-somethings #wine #wines #us #winemarket #wineindustry #winebusiness

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The cost of a winery visit is more than just the tasting room fee, according to MJ Dale, founder and CEO of Customer Vineyard. It includes expenses like hotel stays, wine purchases, and tips, leading to a significantly higher total cost in most regions. Dale also noted that LinkedIn is where most affluent customers can be found. Looking ahead, Rob McMillan predicts a "market correction in the number of wineries," indicating an improvement in numbers next year. Over the past two years, there has been a decline in wineries, mainly due to hobbyist wineries stepping back rather than consolidation. In 2024, the DTC wine market remains a serious arena, unsuitable for hobbyists. The evolving landscape suggests changes on the horizon, making strategic decisions crucial for wineries in the coming year.

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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

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Interesting article from The Spirits Business on recent development of the #tequila category in the US, Mexico and rest of the world. Great to have #HouseofTequila part of this article with special mentions on recently launched #AltosTequila #Infusionados in Mexico. House of Tequila Pernod Ricard

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Essential Insights for Sommeliers, Importers, and Distributors to Optimize Wine-by-the-Glass Programs now available on Sommelier Business online magazine. Wine by-the-glass (BTG) programs form an essential component of restaurant and wine bar sales. If properly implemented, BTG sales can be highly profitable, lead to return business and result in larger-ticket bottle sales. Sommelier Business has collected a wealth of information, facts, and professional advice on BTG programs, also highlighting and explaining how BTG fits into an overall wine program. These articles will be of substantial use to restaurant owners, floor sommeliers, and wine directors. Wine importers and distributors should also understand how BTG programs work and which wines in their portfolio will perform well in their clients’ restaurants. So, a great place to start is the article on Wine Pricing: Strategy, Profitability, and Adjustments. “When it comes to wine by the glass, there are industry standards for developing a pricing strategy.” Learn about them here and how BTG fits into overall wine pricing. You can then take a deeper look at BTG with the article Your Wine By the Glass Program: Selections, Pricing and Merchandising and The Economics Of Wine-By-The-Glass Programs. Learn how, “in today’s competitive market, a well-executed wine-by-the-glass program can significantly enhance a restaurant's appeal and profitability.” These Sommelier Business articles explain how through operational aspects and best practices, “sommeliers and restaurant managers can create a dynamic, profitable, and customer-focused wine program.”

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We chat with Samuel Filler, Executive Director of the New York Wine & Grape Foundation on NYWGF's key achievements, programs, and future goals of the foundation. Sam Filler, as the Executive Director of the New York Wine and Grape Foundation (NYWGF), has spearheaded various initiatives to elevate the state's wines and grapes. From promoting sustainability to expanding global markets, Sam's leadership has been instrumental in advancing New York's wine industry. In this interview, Sam shares growth and success with our editor Malvika Patel of USA Ratings and Beverage Trade Network. "I am most proud of our export program, which is funded through a grant from the USDA Foreign Agriculture Service. They have underwritten an export program for New York Wines for over 30 years." - Sam Filler. Here are some questions we ask: Sam, as Executive Director of the New York Wine and Grape Foundation, you've overseen various initiatives to promote the state's wines and grapes. Can you share some of the key achievements and programs you're most proud of during this time? Sustainability is a key focus in the grape and wine industry. How has the New York Wine & Grape Foundation supported sustainability efforts under your leadership, and what do you see as the future of sustainability in the industry? The wine industry has seen significant changes over the past few years with DTC and e-commerce gaining importance. How has the New York Wine & Grape Foundation adapted its strategies and programs to support wineries and growers in navigating these changes? Could you share some insights into the key initiatives the New York Wine and Grape Foundation is currently focusing on, and how these initiatives contribute to the overall goals of the foundation? Millennials are emerging as a significant audience for wine consumption. How is the New York Wine & Grape Foundation adapting i How do you think the trend of moderation among Gen Z drinkers in the US, particularly their embrace of no- and low-alcohol beverages? Read the full story on USA Ratings wine website by clicking on below link.

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Don't Confuse Sweetness for Smooth: The Truth About Tequila Additives Tequila has undergone a remarkable image transformation, from a party punchline to a sophisticated spirit. But with this newfound popularity comes a surge in mass-produced options that prioritize smoothness over authenticity. This often involves the use of additives, masking the true character of tequila and potentially compromising your health. The Mexican government permits the addition of four substances to tequila: - Caramel coloring: Used to artificially darken the color of aged tequilas. - Oak extract: Mimics the flavors of barrel aging without the actual process. - Glycerin: Adds a syrupy texture, masking imperfections and creating a false sense of smoothness. - Jarabe (sugar-based syrup): Sweetens the tequila, often used to cover up inferior agave quality. While the amount of additives allowed is minimal, their long-term effects are still unknown. However, the focus should be on the overall quality of the spirit. Tequila, when produced correctly, is a complex beverage with a rich flavor profile. Additives obscure this natural complexity, potentially leading to: -0 Increased sugar intake: Jarabe, while used in small quantities, contributes to overall sugar consumption. - Artificial flavors: Oak extract and caramel coloring can create an unnatural taste experience. - Hidden defects: Glycerin can mask imperfections in the tequila, potentially leading to subpar quality. How to choose a better tequila: - Look for 100% agave: This guarantees the base spirit is made entirely from the agave plant, without any added sugars. - Read the label: While not mandatory, some producers indicate if their tequila is additive-free. - Trust reputable brands: Many high-quality tequila producers pride themselves on their traditional methods and avoid additives. - Taste the difference: Compare additive-free tequilas to those with additives. You'll likely notice a significant difference in flavor complexity and smoothness. By understanding the impact of additives, you can make informed choices and appreciate the true essence of tequila. Remember, a truly smooth tequila is the result of careful craftsmanship, not artificial enhancements. #tequila #alcohol #health #wellness #foodie #spirits #cocktails #agave #additivefree

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Agave Abundance vs. Agave Anxiety: Why Tequila Brands Boom While Agave Fields Bust Tequila, the spirit synonymous with good times and possibly questionable decisions. But behind the seemingly endless rows of celebrity-endorsed brands and overflowing shelves lies a surprising truth – there just aren't that many agave plants, the key ingredient in tequila production. So, how can so many brands exist with a limited supply? The blue agave plant, the heart and soul of tequila, takes a leisurely 7-8 years to mature. This slow growth cycle can't keep pace with sudden surges in tequila demand; particularly as Tequila regulations dictate a minimum agave content is at least 51%; 100% for premium brands. Some brands might use various techniques to make the most of their agave. This could include using more neutral alcohol alongside the agave or harvesting younger, less flavorful plants (which can lead to a harsher taste and the need for additives). Those additives, particularly those used in the mixto category (containing less than 100% agave), might add coloring, sweeteners, or artificial flavors to mimic the taste of a high-quality tequila. The key to a good tequila experience lies in understanding the label. Look for 100% agave tequilas for the purest expression along with aged tequilas, particularly those aged for several years that often use higher quality, mature agave plants, resulting in a smoother and more complex flavor. Its also a good idea to seek out smaller, artisanal producers that prioritize quality agave and traditional production methods, offering a unique and potentially more sustainable approach to tequila. While the abundance of tequila brands might seem at odds with the limited agave supply, it's a story of adaptation, innovation, and sometimes, a dash of creative stretching. By understanding the challenges and making informed choices, you can navigate the tequila landscape and find a bottle that reflects your taste and values.

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The U.S. Department of Commerce has preliminarily determined that the government of China unfairly subsidizes its glass wine bottle industry. Commerce calculated affirmative preliminary countervailing duty rates ranging from 21.14% to 203% for all Chinese producers. What at first blush appears to be a huge win for US glass bottle producers, there are no plans to open additional US manufacturing facilities, so this will only serve to drive up prices or force wine producers to eat the increase. This could also cause huge production delays as bottlers are forced to wait for glass. We all want fair trade practices, but this may not be the solution some are hoping for. Another potential set back for the already struggling wine industry. https://lnkd.in/gQ3mVPmJ #wine #winebusiness #winesales #winemaking #winebottles #glass

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There's a lot of wine out there. I 100% agree with Mario Zepponi when it comes to the limited options for distributors in the US....five years ago. LibDib, LLC is now available in 15 markets, including the top 5 (CA, NY, FL, IL, TX) in the US. Wineries need to commit to doing the work to sell their wine. Being in the market, tastings, events, meeting Buyers (vs. distributor management and reps) and consumers alike. Selling. Relationship building. We can provide an efficient distribution route to market for everyone. However, there is more work to be done than just posting on a web site or selling a pallet to a traditional distributor. Wine is one of the most crowded CPG categories out there. Convincing a Buyer to bring on your brand is hard work. And there is no better sales person than someone from the winery themselves. Spending time and resources doing that.... hopefully wineries will find success. https://lnkd.in/gsnzY7ra

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We chat with Sandro Sartor, President of Wine in Moderation (WiM) Association on his vision for Responsible Drinking. Sandro Sartor, President of Wine in Moderation, has been a driving force in promoting responsible drinking since assuming the presidency in 2020. With a deep-rooted belief in the program's potential to shape the wine sector's approach to moderation, Sandro has steered Wine in Moderation towards a results-oriented path, focusing on education and awareness among professionals and consumers alike. As President of Wine in Moderation, Sandro brings a unique perspective to the table, combining his role as CEO of Ruffino Group with his commitment to promoting responsible drinking. This dual role allows him to leverage his experience and expertise to drive Wine in Moderation's initiatives, aligning them with the current needs and challenges of the wine sector. Education has been a cornerstone of Wine in Moderation's efforts, with a focus on empowering wine professionals to educate consumers about moderate drinking. Initiatives such as the Responsible Service training program have been instrumental in equipping professionals with the knowledge and tools to promote responsible consumption. While often mistaken for a lobbying organization, Wine in Moderation remains action-oriented, collaborating with stakeholders to enhance its effectiveness. Partnerships with trade fairs and other stakeholders have been key in disseminating the program's message and reaching a broader audience. Looking ahead, Wine in Moderation under Sandro's leadership is poised for further growth and impact. Initiatives such as the "Lifestyle, Diet, Wine & Health" Congress and the International Wine in Moderation Day demonstrate the program's commitment to promoting responsible drinking worldwide.

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From Legacy to Luxury: How GALLO is Transforming Its Brand and Market Perception. “Gallo”, “premium”, and “luxury” may not commonly go together in the same sentence. While “premiumization” is now a wine industry buzzword, very common in wine competitions, Gallo has had a long head start and continues to implement a clear strategy for highly-segmented marketing and production of well-targeted luxury wine. In February 2024, E&J Gallo changed its name and logo, shortening the name to remove reference to the company founders, Ernest and Julio, and to wine. “The simplified name removes all limitations; it recognizes the broad family involvement, as well as our wide-ranging portfolio of wines and spirits,” said Stephanie Gallo, Chief Marketing Officer at what is now GALLO. That’s in all caps. Anyone who has lived in the Americas will know Gallo wines. It counts as the largest winemaker in the world, produces its bottles, and also increasingly produces spirits, blended, and ready-to-drink products. It owns Barefoot Wines as well as the Gallo Family Vineyards brand and “Thunderbird,” the sales of which in the 1950s and 1960s paved its way to market domination. It has recently acquired a beer brand. “Removing limitations” means that in the view of the Gallo family, limitations existed. Any basic SWOT analysis of GALLO reveals a weakness: E & J Gallo was often associated with low-end wines, wine coolers, and the like. Sophisticated wine and Gallo don’t go together in common perception. That, however, is a mistaken perception.  Here is the full story by our editor on Sommeliers Choice Awards

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Exploring the Rise of Mezcal: From Craft Spirits to Bartender Favorites, Plus a Look at the Top 15 Mezcals to Elevate Your Cocktail Game in 2024. Recently, mezcal has moved from the fringes of the spirits world into the limelight, earning a dedicated following among bartenders, cocktail enthusiasts, and spirit connoisseurs alike. Once overshadowed by its cousin, tequila, mezcal has made a name for itself through its diverse flavor profiles and artisanal production methods. Distilled primarily from the Espadin agave, though many varieties use wild agaves like Tepeztate or Tobala, mezcal offers a broad range of flavors—from intensely smoky and earthy to delicate and floral. This surge in mezcal’s popularity has coincided with a growing appreciation for craft spirits and sustainability. Small-batch producers, traditional methods, and the rich cultural heritage surrounding mezcal have captivated bartenders, who recognize the spirit’s versatility in both cocktails and neat servings. Mezcal’s trendiness is also fueled by consumer interest in authenticity and traceability, as each bottle often tells the story of the village or producer behind it. Given the expanding role of mezcal in bars worldwide, the 2024 Bartender Spirits Awards highlighted some of the best offerings available. These top 15 winners showcase Mezcal’s diversity, quality, and potential in the modern bar. Each mezcal reflects the evolving trends in the industry—from heritage-driven, small-batch creations to those crafted by well-established producers pushing the boundaries of innovation. Let’s dive into the top 15 winners that have captured the attention of bartenders and mezcal enthusiasts alike:

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The Wine Industry’s Blind Spot Last week I spoke with Patrizia Vigolo, who shared that sommelier schools in Italy are busier than ever. Also, WSET celebrated its highest number of graduates this year. On the surface, this seems like incredible progress for the wine industry—right? But here’s the paradox: ✅If wine education is booming, why is the wine market still struggling? ✅Why are wines being sold at steep discounts? ✅Why can you find first-growth Bordeaux at Costco, but not Louis Vuitton at Target? This exposes a glaring blind spot—a contradiction at the heart of wine education that’s quietly undermining the industry. The Pyramid Problem The Larger Market Theory perfectly illustrates the pyramid structure of consumer behavior. In the wine world, consumers start at the bottom with accessible, affordable options. Wine education supports this, guiding curious drinkers with knowledge and developing their palate, towards "higher quality" wines. But here’s the issue: in the past there were plenty of consumers for some to grow curious and move up the pyramid; now, fewer people are entering at the base. More consumers are reaching higher tiers, but without fresh newcomers at the foundation, the pyramid risks collapse. And here’s the real twist: once you progress up the pyramid, you're less interested in lower levels. At a recent innovation event, I casually mentioned my work in wine, which sparked an unexpected conversation. A DipWSET graduate admitted: “I only drink wine in places that serve proper wines. Most events and restaurants only offer average selections, so I just stick to BEER.” His response revealed a troubling truth: wine education raises standards—but as those standards rise, many wine lovers begin avoiding the "average" wines that make up the bulk of the market. This creates a ripple effect: Educated consumers demand “better” wines, however everyday venues offer average wines because that’s what the majority drinks, so many turn to other options due to limited wine choice. Premium wines also cost more, even when paying retail, which many can't afford on a regular basis. The result? A shrinking pool of regular wine drinkers and a disconnect between educated consumers and the broader market. Are We Cutting Off the Future of Wine? The wine education boom might look like progress, but what if it’s a trap? More people are moving up the pyramid, but fewer are entering it at the base. The intense focus on education and “quality” may unintentionally alienate the very newcomers the industry needs to survive. And the scariest part? The impact might not be obvious for years. By the time we recognize the full effects, it could be too late to reverse course. What do you think? Is wine education unknowingly discouraging new drinkers? Are we creating a culture so focused on “quality” that we’ve forgotten how to make wine approachable? This is bigger than education—it’s about the future of wine itself. #RethinkingTheWineIndustry

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