Appointment with a restaurant/wine bar owner:

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sheldon haynie
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Joined: October 5th, 2009, 10:59 am
Location: Lightheart Cellars, San Martin, CA

Appointment with a restaurant/wine bar owner:

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

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?
Weekend winery, engineer by week

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M A T T H A R T L E Y
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Joined: June 3rd, 2009, 8:54 am

Re: Appointment with a restaurant/wine bar owner:

#2 Post by M A T T H A R T L E Y » June 30th, 2011, 8:21 am

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.
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Paul Luckin
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Re: Appointment with a restaurant/wine bar owner:

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

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?
\m/ >_< \m/

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C. Bowman
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Re: Appointment with a restaurant/wine bar owner:

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

What the others have said plus don't wear cologne
Carrie
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Richard Leland
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Location: San Francisco

Re: Appointment with a restaurant/wine bar owner:

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

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!
Richard

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PeterJ
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Re: Appointment with a restaurant/wine bar owner:

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

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'.
Peter J@ckel

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sheldon haynie
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Location: Lightheart Cellars, San Martin, CA

Appointment with a restaurant/wine bar owner:

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

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

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PeterJ
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Re: Appointment with a restaurant/wine bar owner:

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

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

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G. Bienstock
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Re: Appointment with a restaurant/wine bar owner:

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

In sales looking for positive buying signs and always, always ask for the sale.
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Randy Bowman
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Re: Appointment with a restaurant/wine bar owner:

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

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.
IN THE BUSINESS SHILL: An associate of a person selling goods, who pretends no association to the seller and assumes the air of an enthusiastic customer.

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