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The Art of Premium Pricing

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Premium (higher) pricing of wine is one way to display the quality associated with the wine. Before you decide to enter the premium pricing...

Afternoon Brief, October 23

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New Law, Citing Napa as Inspiration, Seeks to Change Status Quo of Farmworker Housing: A new law, drawing upon inspiration from Napas farmworker housing model, could transform the housing landscape for workers and their families statewide. The bill, AB 1783, creates new opportunity for streamlined creation of single-family farmworker housing on surplus agricultural land ...

Don’t Believe Everything You Think

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It’s easy to get stuck into ruts mentally. Many times, when we come up against something new or different, we may try to fit...

Focus on How to Sell Rather Than What to Sell

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Discover: What your customers are looking for. What has stopped them from buying (from you or others) in the past. According to Harvard Business Review:...

Working with Your Local Tourism Board – Part 2

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Continuing the theme from last week’s blog, here are more tips on working with your local tourism programs (and others) to promote your winery...

Working with Your Local Tourism Board – Part One

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Your local tourism board can be a great help to your winery. Not only do they promote the city, town or county, including your...

Asking for Testimonials

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Providing a good experience for guests takes time and attention and may not be easy on busy days. However, when you have the opportunity...

Afternoon Brief, September 11

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Why X Marks the Spot for Selling Wine - Generation X, the most infamously pilloried and self-deprecating population cohort the world has known since it started naming generations, may finally get its due ...

Should Tasting Fees Be Waived with Purchase?

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I was discussing with my friend Karyn Howard Smith from Bryn Mawr Winery in Oregon whether tasting fees should be waived with a purchase...

Why Should Customers Buy Your Wine?

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If you can’t answer that question, selling becomes much harder. While reading through lots of journals, articles and online information about sales and customer service,...

It’s Not Enough to Be Good Enough

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Some years ago, I came across a one-page document entitled, “If 99% Were Good Enough….” It made a big impression on me. 99% seems to...

Too Many Discounts Lessen the Worth of Your Wine

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I get emails from a lot of wineries every day. Most of them are sales emails, but the sales tactics that are being used...

Personalize Your Customer Out Reach

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How do you reach your customers or broaden your audience to create new customers? It all starts with your marketing. To reach the people...

Do the Rules That You Learned and Follow Still Apply?

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I was glancing through tweets over the weekend and came across this one by British wine writer Jamie Goode (wineanorakcom): “We become attached to...

Meeting Expectations – Part Two

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Many human beings pride themselves on being unique, even though most people fall into one category or another; they like to think that they...