1. 1 Get Your Wines on "The List" - Working With Restaurant Wine Buyers Panel Discussion Moderator - Michael Anderson, 0/8 Seafood Grill Ray Goff, Pepper Bridge Winery Rob Newsom, Boudreaux Cellars Tony Rynders, Tony Rynders Consulting

2. Its Just Like Dating Rob Newsom

3. It’s Just Like Dating… You’d better have the goods………..aka make really good wine. These folks are busy. Bring really good wine. I like to dress like I would if I was dining at that restaurant and going table to table with the clientele. This is different from meeting buyers at your own winery. Find out as much as you can about the wine buyer before you arrive to meet her/him. Bring really good wine. Be polite and expect nothing in return. Its your first date. You brought really good wine, right? Know your wine from vineyard to bottle and be able to deliver that story in a couple of sentences. Do not expect immediate results…its your first date. Not everyone will love you.

4. It’s Just Like Dating… Have packaging that works for that restaurant. At some point you have to grab their attention. If you hit a home run be thankful and gracious. This is why you brought really good wine. If you make a commitment, keep it. You don’t want to lose your position. If you strike out be thankful and gracious. What about that wine? Work hard to get the buyers and sellers to your winery. When they come, go BIG. Use something memorable….like a cannon. Go to event where buyers go so that you see them socially, casually. AND HAVE FUN! If you love them and they love you, make sure they know it year after year.

5. Getting Your Wines on the List Ray Goff Pepper Bridge Winery and Amavi Cellars

6. Getting Your Wines on the List 1)Ensure your wine’s quality in the bottle is compatible with the wholesale price. 2) Pack your bags… be prepared to spend considerable time in the market. -- Winemaker and/or winery owner preferred; -- Otherwise, hire a professional sales/marketing rep.. question becomes: can your young winery afford one?; -- Initially depend on local distributor’s relationship with restaurant wine buyers and distributor’s knowledge of Wine Buyer’s wine list, buying strategy and price points. 3) Make appointments with Wine Buyer & arrive on time.

7. Getting Your Wines on the List 4) Be respectful of Wine Buyer’s time constraints --Anticipate many distributors with numerous wine reps vying for Wine Buyer’s time…. a “flood” of good wines competing to be added to limited wine list. 5)Taste with Wine Buyer and explain your wines and your winery’s story….be humble. 6)Have well-summarized Winemaker Notes, summaries of acclaim and winery background information… to leave behind IF the Wine Buyer uses them.

8. Epilogue 7) Good luck!!!! 8) If your wine gets added to the restaurant wine list, congratulations! Now begin monitoring for reorders…