No, this post isn't about crushing grapes.

It isn't even specifically related to wine, although I'm a wine guy writing on a wine blog about another wine guy and a book he wrote. 

But it's not a book about wine. 

Not really. 

It does cut to the core of modern marketing, certainly modern small production wine marketing, very quickly ... even if it isn't about wine. 

Gary Vaynerchuk operates a very large wine retail shop in New Jersey. And he's pretty famous, in the world of social networking and blogging, for his video blog: WINE LIBRARY TV

Mr. Vaynerchuk's new book, CRUSH IT! (Why now is the time to cash in on your passion) has recently been published.

Within the first 25 pages, Mr. Vaynerchuk sums up what I know matters in marketing, particularly what I know matters in small production wine marketing.

Referencing the current economic tough times, on page 7: 

It's never a bad time to start a business unless you're starting a mediocre business. I think economic downturns represent a huge opportunity for everyone to get their focus on and start to crush it. The person who can dominate during rough times is the person who can dominate, period. Yes, we've seen a lot of people close up shop in the past years, but if they had offered a relevant and differentiated product or service, had been adaptable, and most of all had known how to tell their story, they wouldn't have had to close. 

And, from page 24: 

Storytelling is by far the most underrated skill in business. 

How many of us dream of starting a mediocre business? 

This marketer's advice is aligned with Mr. Vaynerchuk's: 

1. Be relevant (you and your product); 

2. Differentiate yourself (and your product); 

3. Be adaptable; 

4. Put in the work necessary to be a good storyteller, using whatever communication tools are appropriate and necessary to connect with your target audience. If you don't, how will they know you're relevant and different? 

Or are you trying to sell the irrelevant and same? Don't bother, nobody wants that. 

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

I'm sad to note the passing of David Lake, a Washington wine pioneer. I knew David only a little, from running into him at wine events in Washington and elsewhere, and through the Rhone Rangers organization (the image of David in a cowboy hat sticks with me). 

David Lake was a Master of Wine, a Canadian, a winemaker (for Columbia winery for many many years), a gentleman, and a gentle man. I associate him very clearly with both single vineyard wines from Washington State, and with the rise of Syrah as a benchmark varietal in Washington.

You can read more about David on the Wine Spectator website, HERE.

I must be getting old, feeling emotional, with the image in my mind's eye of a Rhone Ranger riding down the sun at the end of a long day in the saddle. 

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Conde Nast yesterday announced that they were shutting down GOURMET magazine, despite its 980,000 subscribers (last year) and 70 years in publication. The print magazine business model requires lots of paid advertising, and GOURMET isn't generating enough ad pages. Conde Nast also publishes BON APPETIT, and will undoubtedly push for any subscribers and advertisers orphaned by GOURMET's demise to move over to BON APPETIT.

Today the FCC announced new guidelines specifying that  bloggers should reveal their receipt of free goods and services. There has been some brouhaha over the past year and more that some bloggers may be swayed to post favorable reviews of goods and services which they received free of charge. Or which came from companies that otherwise provided something of value (travel is a frequently cited culprit), possibly in return for favorable reviews.

In the wine business, we've been watching the decline of 'traditional' media for at least a decade, as daily newspapers countered declining circulation and advertising revenue by reducing their editorial range - eliminating staff wine and food writers is an easy way to save on salaries.

But I think these two announcements, the end of GOURMET and new attention being paid to bloggers, signals a real sea change in wine media. The first is a dramatic reminder that our promotional opportunities with major print 'traditional' media are becoming increasingly limited. The second points out that even the government (usually pretty slow to respond to changes in social trends) has noticed that blogging and the 'new media' are gaining growth momentum and increased influence.

We wineries must ride these waves and learn new ways to tell our stories.

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

In challenging economic times, how desperately do you need this business advice?

1. Don't let your inventories grow too much;

2. Make the best product you can for your price point;

3. Differentiate your product from competitors;

4. Take advantage of industry organization promotional efforts; and,

5. Remain flexible, to respond to marketplace changes.

Wow. What amazingly conventional wisdom. And that's what was said, at this wine industry symposium.

WinesAndVines.com on 16-September-2009

David Freed, who is chairman of the vineyard company UCC group, offered some advice for vintners to stay financially healthy.

Freed said that forces beyond the control of most U.S. vintners are consumer demand, the weather, the economy, global supply and consolidation of distribution. And though he didn't literally have the last word about when and how wine sales will turn around, he did say,  'There is no way to tell what the consumer is going to like next,' so growers and wineries should focus on the things that are within their control:
• Oversupply: Don't overplant.
• Produce the best quality wine at the price-point.
• Develop and promote a unique selling proposition for each product.
• Support and promote appellations and regional associations.
• Maintain flexibility and diversity, because consumer tastes will change.

Don't get me wrong. We certainly want to keep those five commandments in mind. But I'd rather hear from someone with something fresh to say. Something about how to mitigate risk while taking chances. Something about finding opportunities, even in the dark times.

Maybe I'm too hopeful and aggressive and opportunistic and success-oriented. And so's our wine company.

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

We're feeling good today, not just because we make great wine, but because we're shipping a goodly quantity (for us) to our wholesaler in Texas, Glazer's.

The Washington wine business is deceptive. While we rank second nationally in wine production, behind only California, a really disproportionate amount of Washington wine is sold right here in the Northwest. That's right, we like our home-grown grapes.

When we're in the Northwest states, Washington wine looks really big. Wine lists and shop shelves are filled with our bottlings, from wineries small and large, at all price points.

But travel beyond this upper left corner of the U.S.A. and the selection and availability of Washington wines are swiftly reduced. Many markets seem to sell little or nothing from Washington beyond our very largest wine brands.

We make great wine here, no doubt. But we're still showing that to the rest of the world, and many wine accounts and wine sales people are still unsure who's who and what's what in Washington wine.

Which is why it's so heartening that Glazer's, inspired by our Texas agent, Randy Johnston and his SpiriVin Group, has stepped up to the plate. Now it's our job to help them present and sell to the right wine accounts in the Lone Star state.

Because our job isn't just making wine. It's teaching about wine, and helping sell wine. And our job isn't done until the bottle is opened and enjoyed. Since our reds are pretty age-worthy, our job could take years!

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Growth in U.S. wine consumption slowed in 2008, but still managed almost a one percent increase, according to the recently released 2009 Wine Handbook, published by the Beverage Information Group.

Read the news release here. 

The U.S. has now experienced 15 consecutive years of wine consumption increases. 

And there is optimism for the future, with the large generation of 'Millennials' reaching legal drinking age. This echo of the Baby Boom generation is the largest population cadre since the Baby Boomers, and they appear to be wine consumers, willing to experiment.

Stateside wineries are benefiting from a weaker dollar, as well as growing U.S. consumption. Import sales decreased almost two percent in volume in 2008, as domestic wine sales increased almost two percent. This is generally considered to reflect changing currency exchange rates, working against imported wines. 

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

I met with Lorraine Alban, owner and manager of J & L Wines, our wholesale distributor on California's Central Coast today. J & L has the distinction of making a rather large sale of Cadaretta reds, to the Cambria Wine Shop, for their club. Not many accounts want 40 boxes all at one time!

In any case, we were discussing restaurants, and I mentioned Brasserie 4 in Walla Walla, remarking that I really liked the way they display and promote their wines (their inventory is visible to customers, on wire rack shelves, in price categories), and I like their menu (printed on three-hole-punch lined binder paper!), and I like the decor (retro iron-work and rustic wood mixed with modernist minimalism).

Lorraine said, 'Jim's been there!'

DAH said, 'I know he was in Walla Walla.'

Lorraine said, 'He told us all about it! He really liked it.'

DAH said, 'Great!'

Jim is Jim LaMar, the J & L sales rep for the Fresno area in Central California. He'd made a trip to Walla Walla, visited with our team, taken in the sites (and tastes!) and reported back to J & L at a sales meeting.

I love getting a taste of Walla Walla's Cadaretta on California's Central Coast!

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

The wine-world is an endlessly interesting place. Carmenere is one of the six grapes upon which the reputation of Bordeaux for red wines was established. The others are Cabernet Sauvignon, Merlot, Malbec, Petit Verdot, and Cabernet Franc. Yet Carmenere has fallen out of fashion in France, and it has been generations since it held a place of importance there.

From DECANTER on-line, September 10, 2009:

Search launched for 'Super-Carmenere clone' (by Richard Woodard)

'Researchers in Chile have embarked on a quest to find a 'super Carmenere clone' in a bid to improve quality and consistency of the country's signature grape variety.' 

Click here to read the article on-line. 

But in Chile there's lots of Carmenere. There's been lots of Carmenere in Chile for more than a century.

Until the early 1990s everyone thought it was Merlot. So it was sold as Merlot. Wine grape researchers discovered the mistake, and their discovery hurt the Chilean wine industry.

Now that the truth is out, the grape is much more difficult to sell, as is the wine (versus the better known and generally accepted Merlot). When was the last time you found a section of Carmenere wines in your local wine shop? They can be found, but they are sparse on the ground. 

Next door to Chile is another South American country, Argentina. Argentina also, for many generations, has been a new home to a lesser grape from Bordeaux: Malbec. Argentinian Malbec is hotter than a pistol in the world wine market these days. 

Carmenere has softer tannins than Malbec, but otherwise claims a very similar heritage (under-appreciated in France, found a new home in South America). 

If I were a Chilean winerower, with thousands of acres of Carmenere available under vine, and Carmenere grapes that seemed to produce pretty nice wine, but selling for very little, and I watched the Argentinians achieve great success and distinction with Malbec, I might, indeed, say, 'Let's find a super clone of Carmenere and see if we can get a little positive spin going in the world wine market.' 

And if I were a winery focusing on Bordeaux varietals and blends, I'd pay a little attention in the USA, too. If Chateau St. Jean Cinq Cepage (Five Varieties) does so well with a Cabernet Sauvignon, Merlot, Cabernet Franc, Petit Verdot, and Malbect blend, maybe somebody could do well with a Six Cepage approach, adding a super clone of Carmenere. A perfect line extension. 

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

So, how does this recently passed legislation work when part of your AVA is in Washington and part of your AVA is in Oregon. How does it work if your estate vineyard is in the Walla Walla Valley AVA, but on the Oregon side of the border, while your winery is in the Walla Walla Valley AVA but on the Washington side of the border?

I'm just full of questions today.

04-September-2009

Wines & Vines OnLine

Appellation Grape Quota Still Pending
 
by Kate Lavin

Washington, D.C. -- The Washington state legislature this summer passed House Bill 1812, which requires that at least 95% of grapes used for wine production come from Washington if a label advertises a Washington state AVA. Now that the bill is set to become effective for grapes harvested after Dec. 31, 2009, the Washington Association of Wine Grape Growers (WAWGG) is refocusing its efforts on backing a similar federal mandate.

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Deriding that about which you know nothing: A favorite modern pastime.

Gary Vaynerchuk of Wine Library and Wine Library TV fame tweeted this USA Today link: USA Today on Twitter

Please note: I would have no awareness of this article if I did not follow @garyvee on Twitter. 

I have had many conversations about Twitter with friends and associates. Well, not so much conversations. More like rant-control as they go off about Twitter. Or Facebook. Or E-Mail. Or Blogging. Or Podcasting. Or Digital Music. Or Cable TV. Or Cell Phones. Or the introduction of the telegraph. Or the Pony Express. Or Railroads. Or Electricity.

OK, so the last few, not so much. 

Or another favorite: Wine is wine. Who cares where it's from? I either like it or I don't. Why do THEY make such a big deal about it? 

Or as in: Who needs Washington wine? There's already too much wine! 

Or even: Walla Walla wine! That's stupid. Who cares about Walla Walla? 

Or: Why Cadaretta? Why do we need ANOTHER wine from Walla Walla?

The people with whom I would have all these rant-control conversations (I'm doing the rant controlling, they're doing the ranting) are all the same people. Over and over again. Coping with the prospect of new choices by ranting about them. 

Some people love the new. Often unabashedly and without selectivity. Such people are not the ranters I'm dealing with. 

Some people are alarmed by the new. Often unabashedly and without selectivity. Such people ARE the ranters I'm dealing with. 

What I'd prefer: Everyone sorting the old and new and making choices that work for them without complaining (ranting) about the choosing process. 

What I'm going to get: More ranting, I expect. 

The USA Today article suggests that 40% of Twitter is babble. 

Gary Vaynerchuk suggests that 40% of everything is babble. 

DAH suggests that more than 50% of everything is babble. And that at least 20% of the rest is ranting and complaining. 

Which is why we should all just chill ... a bottle of Cadaretta SBS ... and just chill. 

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

From WineBusiness.com on August 20, 2009

Nielsen data show Washington wine outpacing competition

Press Release (from the Washington Wine Commission) -

National sales of Washington State wines have increased 9.1 percent by value during the past year, a figure almost double that of overall wine sales, which increased only 4.7 percent. The figures come from Nielsen data for off-premise wine sales in the U.S. measured from July 2008 to July 2009. Nationally, volume sales of Washington wine are also up 6.8 percent, compared to the 2.4 percent volume increase for overall wine sales in the U.S. It's worth noting that the value increase of Washington wine sold is more than the volume increase, suggesting that consumers are buying more Washington wine at a range of price points.

Asked about the Nielsen data showing increased sales, Robin Pollard, the Executive Director of the Washington Wine Commission, said, 'This is a testament to the consistent quality and value of Washington State wine. The fact that dollar sales are up more than volume sales is also heartening. It shows there is room for Washington State to expand our market share at all price points, and that consumers are recognizing the high quality-to-price ratio we offer.'

These statistics cover only off-premise wine sales, or those that occur in grocery, drug, and liquor stores. With regard to other wine sales, Pollard said that, 'It is true we hear, anecdotally, that wine sales in restaurants are down. However, wineries have consistently been telling us that their direct-to-consumer sales are up -- meaning more people are visiting wineries or tasting rooms and purchasing wine there, or buying through winery websites. This means our wineries are getting more interaction with customers, and building lasting relationships.'

DAH Wine Notes -

Thoughts inspired by grape harvest projections for vintage 2009:

1. Suggestions that Washington grape prices won't fall this year seem rather hopeful, based upon the soft national economy and the increasing supply of Washington grapes;

2. It's good to remember that the California wine grape harvest is more than 20 times the size of the Washington wine grape harvest; and,

3. It's even better to remember that the California wine grape harvest is almost 90 times the size of the Oregon wine grape harvest.

From The News Tribune (Tacoma WA) on 19-August-2009

Washington expects record wine grape crop
By Andy Perdue, Wine Press Northwest

A report by the Washington Association of Wine Grape Growers indicates record crop of 155,000 tons of wine grapes this fall. That would be up from 145,000 last year.

That said, the annual 'crop estimate' is often on the high side. Based on past years, I would expect the tonnage to come in a little lower but still be a record.

After nearly two weeks of extremely hot weather at the end of July, August temperatures in Washington's Columbia Valley have been just about perfect for wine grapes, with highs in the mid-80s. Temperatures are expected to spike today and the rest of the week to the mid- to high 90s.

Oregon's wine grape crop is expected to be about 37,000 tons, up from 2008 but down from 2007, which was 38,600.

Meanwhile, California's wine grape crop is estimated this year at 3.3 million tons.

DAH is David Anthony Hance at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

DAH Wine Notes:

Three unique and limited production Cadaretta wines are named with timber industry terms. These names were selected as a salute to the timber land heritage of our Anderson & Middleton Company (established in 1898), rather than for any specific relationship between the timber terms and our wines, just as our winery is named for the Anderson & Middleton lumber schooner Cadaretta, but otherwise has nothing to do with seafaring.

SPRINGBOARD is our Bordeaux varietal selection.

WINDTHROW is our Rhone varietal selection. 

HIGHCLIMBER is our Tuscan varietal selection.

These are rare and special blends, aged a minimum of twelve months in bottle before release.

We are bottling only a few hundred bottles of each wine. Upon release, they will be made available to our offering list members and select retail and restaurant accounts.

CADARETTA SPRINGBOARD 2006 will be released in October 2009.

CADARETTA SPRINGBOARD 2007, CADARETTA WINDTHROW 2007, and CADARETTA HIGHCLIMBER 2007 will be released in October-November 2010.

We're excited about these great new wines. And, as always with wine, impatient for the release dates to arrive.

DAH is David Anthony Hance - This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Thoughts from our Assistant Winemaker

It sometimes seems that only cool things are happening up in Washington State. While Virginie is back in France recharging her winemaking batteries, we are going strong down in Walla Walla putting the finishing touches on 2007 Cadaretta red wines and checking in with our young 08’s.

For July 2 and 3, 2009 we are set to bottle 2007 Cadaretta Merlot, Syrah, a Sangiovese-dominated red, and an unnamed but delicious Rhone valley blend. In June we will be busy making the blends on these wines, and going through the final phases of filtration and polishing before bottling.

You may have heard rumblings that the 2007 vintage in Washington State may be the stuff of legends, that mother nature smiled upon our land and gave us near-perfect growing conditions all season long and through the harvest. I think that the quality and vibrancies of the 2007 reds in our cellar corroborate what the critics are saying. To generalize the vintage, the reds show uncommon focus and purity of fruit on the nose, for the freshness of juicy acidity on the palate. The wine seems to carry the weight and intensity of the ripest vintages, with the delicacy and lift of a cooler one. The result is wines that are naturally built, strong and graceful for the long haul. I am very excited for the reception of these wines, and will update you as we put together the final blends.

This week and next we are also into second racking on our 2008 reds. We do not rack everything at once. Rather, we taste each barrel of each lot and wait until we feel the lot needs just a sip of fresh air. We’ve been very pleased with the development of these wines so far, impressed with the soft tannin structure and naturally high acidity.

Allison Peck has been making arrangements for a busy June and Cadaretta is participating in several events. Vintage Walla Walla is kicking off June 5^th through June 7^th, and June 21^st is Taste Washington Spokane. Spokane is the largest Washington city east of the Cascades, and is an important and growing wine market. They deserve a little access to Cadaretta don’t you think?

As always, Virginie is the better source for Southwind Vineyard updates, but in her absence I can tell you that nearly all our baby plants survived a very cold and snowy winter and are growing strong. Virginie has been hard at work installing the new irrigation framework, and we expect to be up and dripping soon now that work on the manifolds is nearly complete.

This should keep us busy for June. I hope you all have a nice Memorial Day weekend. If you get thirsty in the sun don’t hesitate to crack into an 08 Cadaretta SBS. It does sunshine well…

Brian Rudin

Assistant Winemaker

Jennifer Marqulis Tasting April 11th

Jennifer is a free lance writer that was brought in by Tourism Walla Walla and the Wine Alliance.  We were told she was doing a follow up story on the Wall Street Journal article that came out about Syrah.

Virginie and I were set to meet her at Southwind for a little lunch and wine tasting.  Though it was quite breezy, it is a beautiful spot to overlook the Walla Walla AVA.

Jennifer was very nice, but as we found out not much of a wine drinker.  We still had a great afternoon and await her article on the Walla Walla Valley.

Taste Washington Denver April 17th– The Good, Bad, and Ugly

-Good:   Allison and Kari Kittinger were final able to meet in person.

            The Denver Art Museum is an amazing facility to hold a wine event.

            Met WineCru personnel.

-Bad:     Spring snow storm blew through, with 6 inches of snow on the ground in a matter of hours.

            Only being there for the tasting (less than 36 hours), we did not have time to individually meet with our distributors outside of the event.

            The event was not just “Taste Washington” it was two floors and three rooms full of wineries. 

            Over 450 different wines being poured.

-Ugly:    Charles Smith of K Vintners put on a good show for the crowd.

Walla Walla Symphony Tasting

            In all my years living in Walla Walla I can honestly say I have never been to a performance of the Walla Walla Symphony.  So when they asked us to pour wine at the performance on April 21^st I was hesitant.  But, with the hopes of making some local connections we gladly accepted the offer.  We poured our 2007 SBS and our 2006 Syrah.

            My husband, Keven, and I got fancied up for a night out.  I took Keven for back up with the promise that he would not have to talk about the wines…just pour them.  As the pouring started an interesting array of people came in the doors, which made me truly appreciate the Valley we live in.  We saw people from one extreme to the other.  Patrons in formal wear and patrons that looked like they just stepped off a tractor, and because there we were the only winery there, they all tasted Cadaretta.

            The most asked questions were, “where are you located”, “how long have you been around”, and “will you be opened Spring Release Weekend”. 

            All in all we were able to gain local consumer interest, see the symphony perform, and have a date night away from our children, and even though we were not selling our wines there I am sure we will see some familiar faces this weekend.

Vintage Cellars Tasting

            April 22^nd we had the opportunity to pour our wines at Vintage Cellars in Walla Walla.  Vintage Cellars was created with the mission of having a friendly and inviting spot to enjoy some of the Walla Walla Valley's best wines.  They have over 90 different wines in stock to sell by the bottle.  So, again to get the Cadaretta word out we jumped at the change to pour at their Wine Wednesday.  With some of our new releases coming out we took the opportunity to pour our 2006 Cabernet Sauvignon, along with the 2006 Syrah and 2007 SBS.  This night was a little less hectic than the previous nights pouring, as people were able to talk to the winemaker about the wines at an extended length.  The crowd was more from out of town and seemed to enjoy the Vintage experience.  The Cabernet made a great first time showing and Vintage has ordered more for the big weekend.

Beyond –

This Saturday we are opening the doors at Artifex for our first Spring Release weekend.

We will be launching our 2007 Chardonnay and 2006 Cabernet paired with local cheeses from Monteillet.  We are excited and have had many inquiries about our hours and wines that we will taste.

We will be sure to let you know how it goes!!!!