"Expansion must be earned more deliberately, usually at higher cost, and often because one business is taking share while another weakens" I'm seeing this more with the hiring of direct sales people at many a winery. Regional people, road warriors covering 9 western states, because they can't just rely on distribution anymore. Those people are coming back through the Central Valley and even Mammoth, which I haven't seen in years. To use a MMA term, it's "ground and pound". Your follow up near the end of the piece "Sales teams that once chased velocity now protect account stability and the long-term relationships that make production more predictable." Those regional people are protecting placements, cementing relationships, not expanding PODs.
I love your insights Jim. Brilliant analysis post after post. Hope we can share a glass one day!
It would be a real pleasure! Let’s do that! Thank you!
"Expansion must be earned more deliberately, usually at higher cost, and often because one business is taking share while another weakens" I'm seeing this more with the hiring of direct sales people at many a winery. Regional people, road warriors covering 9 western states, because they can't just rely on distribution anymore. Those people are coming back through the Central Valley and even Mammoth, which I haven't seen in years. To use a MMA term, it's "ground and pound". Your follow up near the end of the piece "Sales teams that once chased velocity now protect account stability and the long-term relationships that make production more predictable." Those regional people are protecting placements, cementing relationships, not expanding PODs.
I am excitd for Italian varietals on American soil. We have a few here on Long Island too.
Oh sure! I worked on the North Fork for more than 10 years. Channing Daughters did a great job with them, and still does I've heard too.