Issue link: https://read.dmtmag.com/i/670021
2 4 V I N E YA R D & W I N E RY M A N A G E M E N T | M a y - J u n e 2 016 w w w. v w m m e d i a . c o m w w w. v w m m e d i a . c o m image, which may alienate the majority of patrons and discourage them from returning," he adds. If there's one current restaurant trend that could potentially foil the march toward BTG-centric wine programs, it's the so-called "family style" fine dining restaurants. Ital- ian, family-style restaurants have been around forever, and Bucca di Beppo was one of the first chains to popularize a shared big plate, dinner-at-granny's-house format nationwide. I'd probably credit The French Laundry's Thomas Keller for being one of the first to expressly market family-style dining in an upscale (read: expensive) format You also have to credit competi- tion from cocktails, beer and cider in restaurant settings for fracturing potential bottle wine sales into à la carte BTG sales. Old school fine dining restau- rants that have extensive bottle lists often have larger inventories and require more cellar space, while restaurants that rely heavily on eight or 10 BTG selections can cut their inventory expenses signifi- cantly. Wiegand also points out that BTG markup margins can be higher than bottle markups — another rea- son for restaurants to favor a BTG- driven wine program. Wiegand says casual restaurants can increase bottle sales by offering lower markups on bottles, special promotions and training their staff to understand pairing options and to recommend bottles based on the story behind them and how they match with specific menu items. "However, this being said, I'd vol- unteer this: It isn't always better for casual operators to try to increase bottled wine sales. In some restau- rant environments, an emphasis on bottled wines pushes an upscale Ronn Wiegand, MW, MS, publisher of Restaurant Wine, says BTG sales now account for about 60% of all on-premise sales. ® © 2015 StaVin Inc. StaVın Inc, P.O.Box 1693, Sausalito,CA 94966 (415) 331-7849 f (415) 331-0516 stavin.com One of our staff scientists, Dr. Jeff McCord has developed a micro-oxygenation system which enables stainless tanks to breathe in precisely the same manner as oak barrels. When used in union with StaVin's array of Oak Integration Systems, The OxBox can effectively transform a stainless tank into the oak barrels of your choice. For about a third of the price. MARKET WATCH TIM TEICHGRAEBER