Small Fortune Podcast

Today’s wine business has been shaped by pioneers like Jule Ann Kodmur, who worked on an early Sotheby’s wine auction, and then worked for many important distributors and wine companies. She started her own consulting firm in 1997. Julie Ann and host Carol Collison talk through the differences between working for a company and being self-employed, but most importantly Julie Ann shares many, many great ideas about how to get publicity for your company. From stodgy old media to today’s influencer media environment, Julie Ann has experienced it all on behalf of her clients. http://julieannkodmur.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Jenny Heinzen is the Broker and Principal of Vineyard Professional Real Estate in Paso Robles, CA. She is the leading seller of winery and vineyard properties in this market. Why would Carol Collison, a winery M&A advisor, invite a fellow professional on her podcast? It’s because Jenny and Carol aren’t really direct competitors. In this conversation you’ll hear the difference between the two practices (Broker v. Advisor) as it relates to issues such as acquiring clients, finding buyers, and managing a transaction process. Jenny provides an update on the Paso Robles vineyard and winery real estate market beginning around the 32-minute mark for those who want to skip the broker talk. https://vineyardprorealestate.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

With American wines off Canadian shelves and tourists staying home and visiting local attractions, now is a great time to be a wine producer in Canada.  Hear what’s happening in this interview with Paul Speck, President of Henry of Pelham Estate Winery, the third largest wine company in Canada founded in 1984 on land that had been in the family since the 18th century. The company is based in the Niagara Peninsula, the large Ontario growing region and farms 300 acres. In addition to wine production, they also run Family Wine Merchants, which imports and distributes beer, wine, and spirits from throughout the world. Hear Paul’s tips on how to succeed as a family wine company, the history of the Canadian wine industry and how it is similar to American wine history and succeeding through listening to your customers and giving them what they want among other great ideas. Paul also talks about their best-selling varietal product, Baco Noir. The conversation wraps up with key concepts for starting and succeeding in the Canadian wine business (and everywhere else too.) https://henryofpelham.com/ https://fwmcanada.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Back in mid-2024, Episode #25, Carol interviewed Megan Bell, owner of Margins Winery in Santa Cruz, California. Megan had been profiled in the SF Chronicle about the increasing challenges in the wine business. Two years later she was profiled again for having ended her wine company, and host Carol Collison asked her back to talk through her process of deciding to wind down the business, and the sacrifices she made to make sure she paid all her growers and her bankers. Carol and Megan discuss various issues and tendencies that make it difficult for entrepreneurs to make decisions like this: the tendency to ignore information that contradicts your decision, the “sunk cost fallacy”, as well as the role of investments - such as a tasting room lease and tenant improvements - that have the effect of increasing a company’s break-even point and reducing financial flexibility.  Carol emphasizes that the discipline and integrity that Megan demonstrated in her wind down of Margins winery reflects the best of American business ethics, and calls to all business managers to remember to “do what you say you’re going to do.” An ethos that has made American entrepreneurship the envy of the world. https://www.agleaders.org/programs/about/ https://www.sba.gov/local-assistance/resource-partners/small-business-development-centers-sbdc Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Among many the keys to professional success in corporate environments that are discussed in this episode are: make what’s best for the business your “north star” (then your career will take care of itself); focus on the big picture (don’t get lost in the data); but also prioritize your efforts based on data.  Host Carol and her guest Carol also discuss challenges that women managers can face and ideas about how to overcome them. Learn what the role of a Board of Directors is (nose in, hands out) and the best ways that managers and board members can work together to advance the business they serve. Reber recommends that owners of businesses of any size find either informal or formal outside advisors to get advice and support when making important decisions. Please note: this is an edited version of a long conversation, some day in the future we may publish an “director’s cut” of the whole thing. https://www.linkedin.com/in/carolreber/ https://farniente.com/ How to become a board member in six steps | McKinsey Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Cathy Huyghe began her career as a writer for Forbes Magazine, writing on the wine business and related business issues. In 2009 she and her co-founder launched a data analytics firm, Enolytics, which takes winery client sales data from all channels and returns actionable information about where and how the winery can improve its sales results. Recently they have incorporated “AI” technology (specifically machine learning) to augment the service, and she and host Carol Collison discuss the pros and cons of using AI. They also discuss a new initiative recently launched, in a joint venture with direct-to-consumer specialists WISE, that provides customers a new way to execute effectively on their DTC data. Cathy shares a new key to success in our 70th interview: get out there and meet people. Enolytics  Enolytics 101  LinkedIn  LinkedIn  Instagram Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Learn about how Gary Mortensen, President of Stoller Wine Group thinks about business strategy. Gary shares lots of great ideas about how to think creatively about your wine business and how to innovate. Hear what a SWOT analysis (strengths, weaknesses, opportunities, and threats) is and how it can assist your strategic thinking. These concepts are as important to a small winery as a large one. As Gary says, “Big company, big problems. Small company, big problems.” https://www.stollerfamilyestate.com Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

After finishing a long and successful career in the California wine industry, Fred Reno retired to Virginia, the original American winegrowing region. Vines were first planted there in 1619 under orders from the British crown. They were hoping to find an alternative to French wine in its then-colonies. The founding fathers were investors in the wine business too, in 1773. In this 250th anniversary of the Declaration of Independence, Fred and host Carol Collison talk about the history of the Virginia wine business, including viticulture, growing regions and issues in sales and distribution. Fred shares details about his favorite Virginia grape, Norton. And he ends the interview with his keys to success in the wine business, what he calls “the two P’s”: Packaging and Price. https://finewineconfidential.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Andy Hoxsey’s family came to the Napa Valley in the early 20th century and through successive generations have farmed and sold grapes, as well as taken significant entrepreneurial risks.  Andy tells the story of his (and the Pelissa family’s) acquisition of Napa Wine Company in 1993, with the expressed intention of creating the first high-touch custom crush business, certainly in the Napa Valley but quite possibly in the world.  Napa Wine Co was where such brands as Pahlmeyer, Colgin and the star consulting winemaker Helen Turley incubated their brands.  On the podcast, Andy shares some interesting stories from his long history in the wine business.  https://www.napawineco.com/ Questions?  Comments?  [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The Podhouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

While looking through LinkedIn comments on the platform, host Carol Collison came across a fascinating marketing campaign for a high-end wine product released on Black Friday: Tank Garage’s Black Market. She reached out to the winery’s General Manager to learn more. In this conversation you’ll hear what a wine company founded and managed by marketing professionals looks like. Tank Garage is a company that addresses the wine consumer who wants access to the company’s inventive, limited-run products. This strategy creates exclusivity and scarcity which keeps the winery’s customers interested and engaged. https://www.tankgaragewinery.com/ https://www.tankgaragewinery.com/lubrication/black-market Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

Third generation wine business owner Jason Haas joins host Carol Collison to talk about how his “Tablas Creek Blog,” which he’s maintained consistently for 20 years, has helped him promote his Paso Robles-based wine brand. The discussion identifies the reasons why the blog has helped his business, why he is able to stick with it, and touches on other newer social media efforts. In addition, the subject of how the company has embraced direct-to-consumer sales, and why they still maintain a strong wholesale presence. For example, he has found that wine writers across the country are more likely to write about his company if the wines are available in their readers’ markets. This pioneer of the California Rhone movement has many fascinating insights into what it takes to succeed in the wine business. https://tablascreek.com/ https://blog.tablascreek.com/about/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com Music: Nate Collison Logo Photography: John Corcoran

In this episode of the Small Fortune Podcast, host Carol Collison talks with fellow UCLA Bruin and IRS Records founder-turned-winemaker Jay Boberg. Jay talks about the difference between launching a band and launching a wine brand, why he and partner Jean Nicolas Meo chose Oregon’s Willamette Valley (hint: profitability is in that mix),  and various growth strategies such as developing a brand first; staging sales growth to reduce cash burn; and staging estate development so that it can be funded from cash flow. https://www.nicolas-jay.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Editor: John Kiernan, The PodHouse Productions www.thepodhouseproductions.com   Music: Nate Collison Logo Photography: John Corcoran

Listen in on a live panel discussion from Wine Business Monthly’s 34th Annual Wine Industry Financial Symposium. Event Host Erin Kirschenmann, Managing Editor of Wine Business Monthly, invited a group of financial professionals in the wine industry to share their insights and observations about current financial markets: Carol Collison M&A Advisor and podcast host; Tony Correia, vineyard and winery appraiser and owner of The Correia Company; and Adam Beak, Managing Director Vertical Head Wine & Beverage Groups, BMO.  Hear about how current grape and wine demand is affecting vineyard values, how banks and other creditors are adjusting their lending practices and loan pricing; and how to position your wine company for sale (spoiler alert – you really can’t). www.winebusinessfinancial.com https://www.globalwinebank.com/2025/11/california-winery-and-vineyard-markets/ For more than three decades, the Wine Industry Financial Symposium has been the premier conference for wine professionals to collaborate on innovative solutions, discuss the latest in finance and economics, receive industry data, develop bold strategies, and network with their peers.  Join us in November 2026 at the prestigious CIA at the Copia in downtown Napa, California, for an unparalleled opportunity to enhance your financial knowledge and stay ahead of today’s evolving market and wine industry landscape. Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode, host Carol Collison talks with Janie Heuck, who is Managing Director of her late brother Jimi Brooks’ eponymous wine company, based in the Oregon’s Willamette Valley. This wine company’s history tells the unique story of the collaborative nature of the wine industry. Janie stepped in when her brother died tragically in the midst of harvest in 2004. With the help of Jimi’s friends in the winemaking community Janie got through harvest and then carried forward her brother’s legacy, growing the business into the success it is today. Carol and Janie talk about her latest creation, a DTC sales network called “The Atlas Collective”, through which a group of wineries based in different appellations across the country are building a cross-referral network where each winery’s club members are treated like their own in affiliated tasting rooms.  https://www.brookswine.com/ https://www.wineatlascollective.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

It can be done.  Learn from one of Napa Valley’s greats about how he started his winery – V. Sattui - in the ‘70’s with a shoestring budget and built a business so profitable he was able to construct a 150,000 square foot medieval Italian castle with the proceeds.  In this interview, Carol and Dario outline the keys to his success: focus on sales, control costs, and plan for catastrophes.  Small Fortune Podcast listeners really shouldn’t miss this one. https://www.vsattui.com/ https://castellodiamorosa.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In addition to being an experienced manager of hospitality teams, Alysha Lee is a great storyteller. She and host Carol Collison discuss important management issues illustrated though Alysha’s tales from the trenches of modern luxury hospitality management. At Montage Resorts, she learned about creating memorable experiences and customer relationship management before the advent of CRM systems. At the Hillstone Restaurant Group she learned about how to run a hospitality business and manage to a profit and loss statement. At Far Niente she learned to manage transitions from family ownership to corporate ownership, which she has implemented with her recent move to Joseph Phelps Vineyards (now owned by LVMH) where she is Senior Director of Direct to Consumer and Hospitality. Enjoy this tale of an amazing professional journey. https://www.josephphelps.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Listen and learn from an expert. John Glazewski, Director of Distributor Partnerships at one of the largest wine companies in the world, shares his wisdom on how to succeed in distribution, which can be summarized as follows: Show Up. Hear his advice on strategies for choosing the right market and distributor; how to engage with your distributor to obtain maximum performance in their market; the importance of distributor depletion, inventory and accounts sold reporting; and leveraging wine club customer relationships to maximum effect in wholesale markets. https://www.pernod-ricard.com/en [email protected] Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

John Gillespie and host Carol Collison discuss his most recent market report, “Wine in Decline,” which queries non or low- consumers of alcoholic beverages about how their perceptions may be affecting wine sales. The survey results are fascinating, and the conversation centers on the evidence from this research that some consumers view wine as too expensive or not a good value. For example, the survey found that “Wine drinkers who are drinking wine less frequently cited the rising prices of wine significantly more often that beer or spirits drinkers.” John Gillespie was the founding Director of the Wine Market Council; a trade organization formed in 1995 by the wine industry to answer the question of wine demand and consumer preferences after an earlier period of sales growth challenges. He has been in private practice as a market researcher through his firm Wine Opinions since 2005. https://wineopinions.com/ to request a report, please email [email protected] Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran  

In this episode, host Carol Collison speaks with Ori Katz, Partner in the Finance and Bankruptcy Practice at the law firm Sheppard Mullin about when and how business owners should approach their creditors when their financial situation is deteriorating. Topics include: the importance of having a clear understanding of your financial situation; how lenders think about their risks and how that affects you; and when it’s time to speak with a professional advisor. The conversation also includes the differences between such legal options as Assignment for the Protection of Creditors, Receiverships, and Bankruptcy. https://www.sheppardmullin.com/okatz https://www.sheppardmullin.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

BMO Managing Director Mario Zepponi, a leading Merger and Acquisitions advisor and podcast host Carol Collison, also an M&A Advisor, recap the deal market in the two years since Mario was last on the podcast (Ep: 7, October ’23.)  Topics of discussion include how the decline in consumer wine demand has affected transactions, changes in the buyer set, valuations, what types of transactions may be seen in the future and more. Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode, fellow Berkeley Haas School MBAs and podcasters (!) Carol Collison and Mike Chaput discuss Mike’s journey to establishing his successful, high-growth IT services company, Endsight. Mike outlines concepts in technology, including how agentic AI might be used by wineries to increase DTC sales and operational efficiency. The conversation also includes the experience and lessons Mike learned through an early bankruptcy that led to his current business success. Some key management ideas Mike outlines include how vision, values and motives work to create a company culture that leads to growth. https://www.endsight.net/  https://www.endsight.net/development/webinar https://www.endsight.net/sec/cybersecurity/office/hours https://www.youtube.com/@thechaputperspective Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Randi Bural is a Senior VP at AgWest Farm Credit based in the Willamette Valley, Oregon. The Farm Credit system is an enterprise founded over 100 years ago by the Federal government to support American agriculture. Because of their mandate they are not going to exit the wine industry, unlike some commercial lenders during tough times. Carol and Randi discuss a variety of topics in current wine finance including how lenders manage lending relationships when a borrower faces financial difficulties, strategies that borrowers are taking to get through the current industry downturn, exiting the wine business and more. https://www.agwestfc.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

The Small Fortune Podcast is about entrepreneurship, the wine business, and the ecosystem of companies that support it. Today’s interview covers them all. Concepts about start-ups such as “minimally viable product.” How wineries should think about sales channels and distribution. And how LibDib works for wineries as an e-commerce distribution platform. This podcast is a banger if you’re into entrepreneurship, the wine business, or both. https://libdib.com/ https://www.xchateau.com/always-have-distribution-w-cheryl-durzy-libdib/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Scott Bozzo is an expert Farm Manager who advises his clients on which vineyards to buy and then helps them run the operation. Listen and learn how to do due diligence regarding water resources and rights when considering a vineyard acquisition. An entrepreneur and principal owner of Macotera Ag Group, Scott shares what his considerations were in deciding to start his own firm – great ideas for those listeners thinking about making the leap into self-employment themselves.  He also provides meaningful advice on how buyers should think about a vineyard acquisition.  https://www.macaggroup.com/ https://calasfmra.com/events/  https://calasfmra.com/ag-land-trends/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Today’s guest Pauline Lhote grew up on a farm in the Champagne region and at the ripe old age of 14 decided she wanted to make sparkling wine. Her ambition, hard work and singular focus propelled her to become the Head Winemaker at Domaine Chandon, a pioneering French-owned California sparkling wine house. Carol and Pauline have a wide-ranging discussion about sparkling wine production and its challenges, being women professionals, the differences between the California and French wine businesses, and much more. As usual, the interview ends with Pauline’s insights on professional success in the wine business. https://www.chandon.com/ https://www.chandon.com/en-US/visit-us/wineryexperiences.html Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

On our 50th episode (!!) host Carol Collison talks with Cyril Penn, Editor of “Wine Business Monthly” magazine. Listen and learn about: how Cyril got his start as a journalist; all the different ways this successful trade publishing enterprise serves the wine industry; and the company’s newest data products. And after 20 years of watching the wine industry, Cyril shares his best advice on how to be successful in the business. https://www.winebusiness.com/ https://www.winebusiness.com/classifieds/winejobs/ https://comptracker.winebusiness.com/app/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

As Ken Freeman says, “the harder I work, the luckier I get.” Still, the Freemans have had a charmed path to building their successful estate winery. From finding a famous tenant yielding cash flow positive business in year one, to picking their favorite wine – Pinot Noir – as the focus of their winery three years before the movie Sideways made the varietal the hot property it still is today, the Freemans have capitalized on their good fortune to create a successful business, Freeman Vineyard and Winery.  Carol, Ken, and Akiko discuss many topics, including the secrets to a successful husband and wife business partnership, and how to enter the Japanese market. https://www.freemanwinery.com/#en Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Pete Przybylinski, Executive Vice President, and Chief Sales Officer of The Duckhorn Portfolio discusses the many lessons he learned about wine sales and sales management during his thirty years at the company. Among the many useful ideas for sales professionals, Pete discusses: Managing inventory shortages through allocations and letting production drive sales in the early years. Building out a brand portfolio and a sales network in the broad market. Managing through the various financial and demand shocks of the last 20 years. The development of Decoy and the expansion into national accounts. Managing the current sales environment. How to manage a sales team. This conversation covers an immense amount about management and wine sales. There’s something in it for everyone. https://www.duckhornportfolio.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

What makes wine so different from all other adult beverage is the art. Listen as Arminee Chahbazian, a talented painter and sculpture who also sells French oak wine barrels for Tonnellerie Bel Aire describes both her artistic work and how it resonates with her representation of this important component in fine wine production.  Another lesson here for folks who might not consider the lucrative sales profession, so important to all of the business world: if a fine artist can do it, so can you. http://www.arminee.com/ https://www.tonnellerie-bel-air.fr/en/ https://sanfranciscoartfair.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

James Hall, once and current owner of the Patz & Hall wine brand generously shares a lot of inside information about the two M&A processes he went through, the first in 2016 when he and his partners sold their brand to Ste Michelle Wine Estates, and the second when he and new partners bought it back in 2024 from the Private Equity firm that succeeded SMWE as owner.  Anyone who wants to sell a winery or buy a winery will benefit from the details he shares about wine M&A, as well as how to run a successful company and create a business that will be ready for a transaction in that rare event when a buyer comes knocking on the door.  https://www.patzhall.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Karen MacNeil is the award-winning wine writer and author of the book The Wine Bible (now in its third edition). She joins Carol to discuss “Share and Pair Sundays,” a campaign to highlight the social benefits that come from enjoying wine with food and friends. MacNeil explains the genesis of this project as a means of taking on the current anti-alcohol media messaging. She also shares her story of becoming a writer, how to have success as an entrepreneur and gives some great advice for folks considering joining the industry. https://www.karenmacneil.com/ https://winespeed.com/ https://www.instagram.com/shareandpairsundays/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode host Carol Collison talks with her friend and serial entrepreneur Lesley Berglund, a 4th generation Napa business owner. As a founder of one of the first wine catalogues, Ambrosia, in 1991, Lesley invented the concept of winery wine club, creating programs for her catalogue suppliers.  Her company also pioneered direct wine sales fulfillment.  After selling that company, Lesley immediately launched a new company, WISE (Wine Industry Sales Education) to provide comprehensive training programs for winery direct-to-consumer staff.  Carol and Lesley also discuss the tactics that her clients are using to win business in a changing and more competitive wine sales environment.  https://wineindustrysaleseducation.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In today’s Small Fortune episode Ben Slaughter, founder of Agricultural Property Appraisal Company Arable, joins Carol Collison to discuss the challenges of appraising the market value of wineries in a commercial real estate class where no two assets are exactly alike. Ben and his team use experience and technology to provide market value estimates for a variety of uses: from financing and acquisition to estate planning and litigation. Ben describes his initial assessment of some recorded values on winery properties recently included in the Vintage Wine Estates bankruptcy, and whether and how they might affect market values going forward. https://www.arableag.com/ https://water.ca.gov/programs/groundwater-management/sgma-groundwater-management Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Carol is joined by Steve Fredricks, the President of Turrentine Brokerage, an important international wine, and grape brokerage company, for a conversation about the 2024 California grape harvest. The Preliminary Grape Crush Report, which was published by the USDA on February 10th, revealed a “shockingly” small vintage with total grapes harvested down 23%. With California representing 60% of the total wines sold in the US, this result will have a meaningful impact on the industry. Listen in to hear Steve’s assessment of what those impacts might be. https://www.turrentinebrokerage.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In today’s episode Carol Collison interviews Christine Clair, former Director of the publicly traded Willamette Valley Vineyards, on how she succeeded in moving up the ranks over a 7+ year career at the winery. The conversation is packed with business insights. Highlights of the interview include: Tips on how to raise your professional profile through personal branding. How she and the company were able to raise $40MM through the stock market. How winery shareholders (or “owners” as she prefers) contribute to sales and marketing such that the net cost of capital can approach ZERO due to these synergies. And how to apply investor and lender funds in strategically meaningful ways.   Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran  

In this second of two episodes on the role of the Sommelier in wine sales, Carol Collison and Lawrence Wine Estates’ Carlton McCoy discuss the story of his success which took him from training in the restaurant business, to becoming a Master Sommelier in his early ‘20’s, to today’s wine industry leader.  Carlton describes the Court of Master Sommeliers as a successful industry training organization and probably the most impactful organization for wine consumption in American history. They wrap up the conversation with a discussion of the outlook for wine sales in 2025. https://www.mastersommeliers.org/ Kelli A White: Wine Confident:  https://bookshop.org/p/books/wine-confident-there-s-no-wrong-way-to-enjoy-wine-kelli-a-white-ms/21449087?ean=9781917084499 Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this third conversation with Bruce Neyers of Neyers Vineyards we hear about Robert Mondavi’s prediction that strong middle management with expertise would be required for the American wine industry to grow. Bruce talks about the role of certified Sommeliers in wine sales. Back in the day when he sold wine into a restaurant, he’d be lucky to talk to a busy owner or head waiter. Today, incredibly knowledgeable restaurant and wholesaler staff – often with high level certifications such as Master Sommeliers - require that wine sales professional up their information game, and provides some simple wine sales tips, as well as recommending a few reference books, links below. https://www.neyersvineyards.com/ Kelli A White: Wine Confident:  https://bookshop.org/p/books/wine-confident-there-s-no-wrong-way-to-enjoy-wine-kelli-a-white-ms/21449087?ean=9781917084499 Maynard A. Amerine: Book of California Wine https://www.rarebookcellar.com/pages/books/188692/maynard-a-amerine-doris-muscatine-bob-thompson/the-university-of-california-sotheby-book-of-california-wine?srsltid=AfmBOopQWEN1BPYdsTAlwTAovgU6eL_jrW_j_ln2J85JUJ_rbs23j97Z Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran  

If you were wondering how the Vintage Wine Estate bankruptcy auction went, so was Carol. So, she invited Oren Lewin of Integrated Beverage Group to the podcast. IBG, based in Oregon, was the winning bidder for VWE’s Firesteed and Clayhouse brands. (Want to buy Clayhouse?) Hear step-by-step how the auction process went, how it differed from a normal winey acquisition process, as well as many other topics in wine mergers and acquisitions from two experienced practitioners. https://www.integratedbev.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In today’s episode, Carol talks with Peter Ficklin, 3rd generation proprietor of Ficklin Vineyards, a California port producer founded in Madera County in 1948. Carol and Peter discuss keys for a successful family transition (allow creativity, talk frequently, listen, and learn), how port is made, and the history of the brand’s sales channels. They also discuss the wide world of Ficklin’s wines, from a ’57 Vintage Port made by Peter’s father available for sale at $600 per bottle, to Rose port aged 6 months in stainless steel for $30, and everything in between. https://www.ficklin.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In today’s special episode Carol talks with Congressman Mike Thompson about his advocacy for the wine industry and his constituents in Napa, Lake, Sonoma, Yolo and even Carol’s home – Solano County. Having recently won his 14th election to the U.S. House of Representatives, Thompson remains hard at work. Carol and Rep. Thompson discuss his role as co-founder and current co-Chair of the Congressional Wine Caucus, the importance of the Farm Bill, and potential issues for the industry with the incoming 2nd Trump Administration, and how he and his colleagues will move forward. https://mikethompson.house.gov/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Carol and returning guest Mark Freund of Silicon Valley Bank discuss the current trends in wine industry lending, including how interest rates and broader wine market challenges are reducing credit availability in the short term.  Listen to this conversation to get an up-to-date understanding of what wine industry lenders are thinking. https://www.svb.com/ https://www.svb.com/trends-insights/reports/dtc-wine-survey-report-2024/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode Carol talks to Mark Couchman, the founder of Silverado Premium Properties, the largest institutional investor in California vineyards before its sale to TIAA-CREF.  In this information-packed conversation, Mark and Carol discuss:  the importance of knowledge of the market in general and the asset (whether as a buyer or seller) in question; how to negotiate; offer strategies; building trust as a buyer or seller; how growers should think about decisions to crush grapes for sale as bulk wine; and many other topics. Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Host Carol Collison and Neyers Vineyards’ Bruce Neyers continue their conversation about the wine sales profession. Bruce describes how he successfully sold wine for 25 years for the California-based French wine importer Kermit Lynch, which had a portfolio of as many as 2,500 SKUs (Stock Keeping Unit) of arcane French wines from lesser-known regions. “You don’t sell anything unless you know it.”  Bruce succeeded by educating himself, and then educating his distributors to enable them to make the sale out in the marketplace. Bruce describes how a conversation with the Napa wine pioneer Joe Heitz inspired him and his wife Barbara to launch their own wine brand, Neyers Vineyards, which he continues to own through a partnership with Trinchero Family Estates. https://kermitlynch.com/ https://www.neyersvineyards.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Bruce Neyers started selling wine for Joseph Phelps winery in the ‘70’s, before selling wine was even a thing. Imagine wine sales before anyone knew you could provide samples??  Carol and Bruce talk about his start in the wine business, about the importance of the wine sales profession, and how selling has evolved in a series of conversations. In this first episode, Bruce describes his start in the wine business during the early days of the industry in the Napa Valley.  https://www.neyersvineyards.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Merritt Olson, a Pacific Northwest wine sales veteran, (at the ripe old age of not very old) has seen it all. She began her sales career by selling wine in tasting rooms and bars in the Walla Walla area while in college. She then moved to sales management for a wide range of Pacific Northwest wineries such as Charles Smith and Owen Roe, finally finishing as the Director of Sales at Mitchell Wine Group, Oregon’s leading independent wholesaler of fine wines, before leaving to work in her family business. Meritt explains her strategies for selling wine both as a winery and as a distributor and shares some great books on management that have helped her in her career. https://www.barnesandnoble.com/w/traction-gino-wickman/1100073595 https://www.amazon.com/SPEED-TRUST-Thing-Changes-Everything/dp/1416549005 Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Ann Reynolds started her compliance consulting company Wine Compliance Alliance 15 years ago. She and Carol talk about the entrepreneurial mindset, how to launch a consulting firm, and of course, compliance! One of the things that make the wine business so difficult is the complex regulatory environment for beverage alcohol production and sales. Ann and Carol discuss a few sample topics in winery compliance that new entrants to the business should be aware of. Ann also talks about her book on wine labelling “The Inside Story of a Wine Label” (link below). https://www.amazon.com/Inside-Story-Wine-Label/dp/1481859846 Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

It is with great sadness that we announce the passing of artist, musician, wine business advisor and co-founder of Global Wine Partners, Vic Motto, at his home in Florida on September 1, 2024. In honor of Vic, we would like to revisit our first episode.  Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Vineyard appraiser Tony Correia and M&A Advisor Carol Collison engage in a wide-ranging discussion on the economics of today’s wine industry:  Who’s buying vineyards in California today and why, how the bankruptcy of Vintage Wine Estates is affecting the market for winery facilities and brands, and what today’s market implies for transaction volumes in 2025. http://correiaco.com/index.html Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

There are lots of ways to be successful in the wine business, and lots of ways to fail. In this conversation with famed Napa winemaker Cathy Corison, you will hear about an artist’s approach to business success. Growth for the sake of it is not a value, indeed Cathy has kept the company the size it is (only 3,000 cases) so that she can have complete control of the production process from vine to bottle. Carol and Cathy talk about her experience of past wine industry downturns and the future of the winery now that her daughters are becoming involved. To Cathy, the keys to success in the wine business are standing for something, being passionate and a little bit crazy, taking the long view, and perhaps most important of all - being stubborn. https://www.corison.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

If you give your time to volunteering for trade organizations like the Grape Growers or Vintners in your area, are you guaranteed to sell your winery?  Karen Cakebread and Carol Collison talk about the professional benefits of this type of philanthropic work.  Karen tells the story of how, after many years of networking, she sold her Ziata wine brand to Trinchero Family Estates after a casual conversation at the Grape Growers fundraiser:  Stomp.  https://www.harveststomp.com/ https://www.napagrowers.org/#gsc.tab=0 https://www.farmworkerfoundation.org/ https://www.ziatawines.com/ Questions? Comments? [email protected] Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran