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MANAGEMENT WINE WISE MARKETING Prices vary depending on the cruise line, destination and type of cabin or stateroom booked. A Caribbean cruise with Wine Mak- ers Cruises runs between $859 and $1,149 per person, not including airfare. A Mediterranean cruise is $4,500-$8,174 per person, includ- ing airfare, while an Alaska cruise is priced at $2,200-$4,900 (exclu- sive of airfare). All rooms are double occupancy. WHAT TO EXPECT The cost for wineries partici- pating in a cruise varies, but most vintners are responsible for selling a certain number of cabins in order to get a complimentary room for themselves. The number of cabins required to be sold depends on the cruise line and operator, the desti- nation and the amenities offered. Said Martha Powell of Wine Makers Cruises: "Usually the standard (sale) is eight staterooms (based on dou- ble occupancy) for one free berth, and 16 staterooms for a complimen- tary stateroom." Naturally, there is work involved. The wineries are expected to be available to help plan and attend official onboard events. As Ste- phen Pavy, hospitality director for Napa Valley's Joseph Phelps Vine- yards, explained of a recent Euro- For the winery's European cruise, Joseph Phelps Vineyards put extra effort into pair- ing wines with the ship's menu. pean cruise with Food & Wine Trails, "We coordinated with the (ship's) staff for all of the onboard activities: welcome reception, farewell recep- tion (both of these required menu choices, selections of wines and other beverages, review of location and staffing). The winemaker dinner required consultation on the menu and wine pairing. "I worked with the staff prior to departure to bring together the menu so I knew which wines to ship. Our wine had to be shipped by the end of March (2012), for a ship departure date of June 27. Onboard, I tasted through the wines with the executive chef and the chef de cui- sine. We made slight changes in the menu to make sure the food and wine pairings were perfect." The winery put quite a bit of pre- cruise work in to ensure the success. Months in advance, it promoted the cruise via e-mail campaigns and fli- ers in both its Joseph Phelps and Freestone (Sonoma County) win- ery locations. To maximize impact, Phelps' director of winemaking, Damian Parker, and Mike McEvoy, its director of sales and marketing, joined Pavy on the cruise. Large or Small...to us you are just right! Local Bank. Local Lenders. www.exchangebank.com 707.524.3000 products available for a business your size We have a wide variety of loan 22 VINEYARD & WINERY MANAGEMENT NOV - DEC 2012 WWW.VWM-ONLINE.COM