If you haven’t already found Rob McMillian’s (Executive Vice President and Founder of Silicon Valley Bank’s Wine Division) blog I recommend that you bookmark it because he provides a wealth of information for the wine industry. He writes in a fun, breezy manner that belies his day job as a banker. His annual State of the Wine Industry is a must read (see my post in January).
Last week his topic was “Restaurant Wine Sales Collapsing for Small Wineries”. I usually read these kinds of articles with a grain of salt because often a “small winery” is somewhere around 30,000 – 50,000 cases. As you know, I think there are two wine industries and I think the cutoff point is around 15,000 cases. In this article, however, Rob is actually speaking to the “real” small wineries.
He says: I’m telling you there is a chance to see the declining trend in restaurant sales reverse itself for small wineries because today’s consumers are looking for you; the authentic family run wine producer. You are the real thing. Your wine is what they want. They will love you and so will consumers ….. if they can only find you, fairly priced at those independent restaurants
Check out the entire blog post and read the comments too, because he responds to them all: