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1 0 6 V I N E YA R D & W I N E RY M A N A G E M E N T | M a r - A p r 2 016 w w w. v w m m e d i a . c o m agriculture, manufacturing, retail, wholesale and hospitality. Yet they often face the dilemma of having to match their individual exposures to packaged insurance products vying for their business. How can they be certain about proper protection? It starts with proper broker selection. SELECTING A BROKER Effective risk management, as a process, requires a consultative and collaborative environment to thrive. In this process, the broker should thoroughly understand the nature of he wine industry has come a long way since Monks innovat- ed the art of winemaking during the Middle Ages. With this evolution, risk manage- ment, as both art and science, has become increasingly more impor- tant. By contrast to the early years of viticulture and enology, today's modern wineries must contend with a complex variety of human, economic and natural threats to their survival. As wine sales con- tinue to grow in the United States, enterprise-wide risk management becomes a worthy investment of time and money. Wineries have many unique risk characteristics spread across their entire enterprise, including BY MARK A. NIEBUHR his or her clients' business and be driven toward results. Think return on investment (ROI), as there's clearly an investment here in terms of each client's time and money. These results should be clearly defined at the onset of the business engagement, and they should be measurable. The broker's role is to facilitate the resources required for his or her client to meet these key objectives. Today's business owners should seek a broker or risk man- agement consultant who provides