Three Tiers for Fears: Get Out of the Cellar and Be a Seller
Selling wine in the three-tier system has never been easy, but the game has changed and competition is more fierce than ever. Winemakers must leverage their knowledge and clout to make the most of supplier visits. Learn sales strategies that work, how to speak the language of distribution, and why building lasting relationships is critical to success.
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Andrew Bandy-Smith is a Midwestern preacher’s kid turned philosopher turned sommelier turned winemaker. He approaches winemaking from a craft-oriented perspective, accentuated by a lack of formal education and encapsulated by a deep quest for knowledge. He eschews the idea of style and instead sees the role of winemaker as translator and mediator, an intermediate step on the path from vineyard to bottle. As winemaker for Antiquum Farm, Andrew works with owner and farmer Stephen Hagen to usher a distinct interpretation of place into each wine.
Ken has been involved with the International Pinot Noir Celebration, the Oregon Chardonnay Celebration, the Oregon Chardonnay Technical Tasting and Oregon Pinot Camp, where he has sat on the selection and planning committees, was selected for panel discussions and has served on the Board of Directors. Today, Walter Scott has found a home in the Eola-Amity Hills and Ken has earned a position among the great producers of Pinot noir and Chardonnay.