Issue link: http://read.dmtmag.com/i/402796
w w w. v w m m e d i a . c o m N o v - D e c 2 014 | V I N E YA R D & W I N E RY M A N A G E M E N T 9 9 now found among the libations offered by dozens of American foodie shrines – as defined by Restaurant Hospitality maga- zine's recent top 25 list of "super- cool" restaurant groups. How do these boutique producers secure such prestigious placements? DIRECT CONNECTIONS "You need to get out there and meet people, the actual restaurant buyers," said Chris Condos, who started his 4,500- c a s e H o r s e & P l o w W i n e r y in Sebastopol, Calif., in 2008. "You can't just rely on your dis- tributors. Their reps face lots of pressure to sell other, usually larger, brands. So if you can get a good placement, they love you because it's one less thing for them to chase. Plus, it's just bet- ter for you to offer the buyers your own face and voice." Condos said that most of the markets where he distributes are account-specific. In each state, he established and maintains one or two key relationships, and he employs his distributor as just a delivery service. "In Massa- chusetts, we have one account – a destination restaurant on Cape Cod, where our wines shine in a positive light with lots of great consumers," he said. "We know the wine buyer, so we send sam- ples and talk about what's avail- able. He takes 20 cases of 'this,' 10 cases of 'that,' and we move multiple pallets in one order." Condos does much the same in Georgia, where he works with a highly successful restaurant group in Atlanta called Concen- trics, which operates nine units, each with a different theme. O n e e x a m p l e i s Tw o U r b a n Licks, which features more than 60 wines by the keg. Chris Condos (shown here with son Dean) of Horse & Plow Winery maintains one or two important accounts in each state. Bomb-sniffing dogs save lives Cork-sniffing chemists save wines DS100 from Cork Supply – A proven process and 100% inspection guarantee. Guaranteed inspection of every cork for TCA and other o aromas through our unique, market tested, DS100 process. Call now and book your DS100 order and experience the benets so many ne wine producers and consumers are already enjoying. 707-746-0353 Call Today. @corksupplyusa corksupplyusa corksupplyusa corksupplyusa cork-supply-usa