Appointment with a restaurant/wine bar owner:

Post #1 by **sheldon haynie** » June 30th 2011, 5:26am

We've scheduled our first appointment to present our wines, what is the basic protocol ?

I assume we arrive dressed professionally, with reds at cellar temp and whites chilled to refrigerator temp.

One bottle each ? (4 varietals)

Bring along winery tasting notes and brochure?

Is there a "standard discount" from retail,i.e. 35% delivered to expect to sell at?

Higher discounts if in by the glass or if they pick up?

sheldon haynie wrote:We've scheduled our first appointment to present our wines, what is the basic protocol ?

I assume we arrive dressed professionally, with reds at cellar temp and whites chilled to refrigerator temp.

One bottle each ? (4 varietals)

Bring along winery tasting notes and brochure?

Is there a "standard discount" from retail,i.e. 35% delivered to expect to sell at?

Higher discounts if in by the glass or if they pick up?

Higher discounts for BTG for sure...I would just come prepared to sell...you'd be surprised how many reps come in just looking to talk...to talk about the wine and the vineyard etc. etc.

This is not an information session - it's a sales call - be ready to wheel and deal to make the sale and get the ball rolling.

Post #3 by **Paul Luckin** » June 30th 2011, 8:52am

open bottles prior to arrival and make sure none are corked/oxidized/otherwise flawed?
decant, and pour back into bottles?
order form?
business cards?
FOB price list?

Post #4 by **C. Bowman** » June 30th 2011, 9:02am

What the others have said plus don't wear cologne

Post #5 by **Richard Leland** » June 30th 2011, 9:54am

The standard retail mark-up for wine in California is 50%, so the "discount" from your suggested retail price is 33%. Some wineries offer a deeper discount on purchases of multiple cases, but usually not on limited production wines. Restaurants almost always get better prices than wine shops if they agree to pour it by the glass. In any case, be very clear on your pricing before you walk in the door - nothing looks more amateur than a sales rep not knowing exactly what the pricing is.

Also ..... assuming you've established an account with the California State Board of Equalization, be sure to bring along a resale certificate for the account to complete.

Best of luck!

Post #6 by **PeterJ** » June 30th 2011, 10:46pm

You may also want to be prepared for questions regarding shipping cost. As a winery-direct seller, you're competing with local distributors and brokers who usually have shipping/delivery figured into their pricing.

Just sayin'.

Post #7 by **sheldon haynie** » July 1st 2011, 6:54am

Thanks for inputs, forgot about the resale cert. easy enuf to copy a few, though I think I would need theirs?

Post #8 by **PeterJ** » July 15th 2011, 1:12pm

A little late maybe, but the resale cert IS for THEM to complete, not you.

Post #9 by **G. Bienstock** » July 21st 2011, 8:09pm

In sales looking for positive buying signs and always, always ask for the sale.

Post **#10** by **Randy Bowman** » July 21st 2011, 8:31pm

Some restaurants want the wine opened after you arrive so they know what the wine will taste like when opened table side, so have back-up in case you have a bad bottle. I know a couple soms who won't even taste your wines if you already opened them and decanted them.

As a wine bar owner, I have the same issue but don't mind the decant so I know when to open it before service and how long it will hold up after being opened.

As a retailer, I prefer that the wine was opened. I want to know how long ago it was opened and if was it decanted so I can determine and suggest open/decant times to customers for the best experience.

Arrange your appointments appropriately and good luck.