In this episode, host Carol Collison talks with Janie Heuck, who is Managing Director of her late brother Jimi Brooks’ eponymous wine company, based in the Oregon’s Willamette Valley. This wine company’s history tells the unique story of the collaborative nature of the wine industry. Janie stepped in when her brother died tragically in the midst of harvest in 2004. With the help of Jimi’s friends in the winemaking community Janie got through harvest and then carried forward her brother’s legacy, growing the business into the success it is today. Carol and Janie talk about her latest creation, a DTC sales network called “The Atlas Collective”, through which a group of wineries based in different appellations across the country are building a cross-referral network where each winery’s club members are treated like their own in affiliated tasting rooms.  https://www.brookswine.com/ https://www.wineatlascollective.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

It can be done.  Learn from one of Napa Valley’s greats about how he started his winery – V. Sattui - in the ‘70’s with a shoestring budget and built a business so profitable he was able to construct a 150,000 square foot medieval Italian castle with the proceeds.  In this interview, Carol and Dario outline the keys to his success: focus on sales, control costs, and plan for catastrophes.  Small Fortune Podcast listeners really shouldn’t miss this one. https://www.vsattui.com/ https://castellodiamorosa.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In addition to being an experienced manager of hospitality teams, Alysha Lee is a great storyteller. She and host Carol Collison discuss important management issues illustrated though Alysha’s tales from the trenches of modern luxury hospitality management. At Montage Resorts, she learned about creating memorable experiences and customer relationship management before the advent of CRM systems. At the Hillstone Restaurant Group she learned about how to run a hospitality business and manage to a profit and loss statement. At Far Niente she learned to manage transitions from family ownership to corporate ownership, which she has implemented with her recent move to Joseph Phelps Vineyards (now owned by LVMH) where she is Senior Director of Direct to Consumer and Hospitality. Enjoy this tale of an amazing professional journey. https://www.josephphelps.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Listen and learn from an expert. John Glazewski, Director of Distributor Partnerships at one of the largest wine companies in the world, shares his wisdom on how to succeed in distribution, which can be summarized as follows: Show Up. Hear his advice on strategies for choosing the right market and distributor; how to engage with your distributor to obtain maximum performance in their market; the importance of distributor depletion, inventory and accounts sold reporting; and leveraging wine club customer relationships to maximum effect in wholesale markets. https://www.pernod-ricard.com/en john.glazewski461@gmail.com Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

John Gillespie and host Carol Collison discuss his most recent market report, “Wine in Decline,” which queries non or low- consumers of alcoholic beverages about how their perceptions may be affecting wine sales. The survey results are fascinating, and the conversation centers on the evidence from this research that some consumers view wine as too expensive or not a good value. For example, the survey found that “Wine drinkers who are drinking wine less frequently cited the rising prices of wine significantly more often that beer or spirits drinkers.” John Gillespie was the founding Director of the Wine Market Council; a trade organization formed in 1995 by the wine industry to answer the question of wine demand and consumer preferences after an earlier period of sales growth challenges. He has been in private practice as a market researcher through his firm Wine Opinions since 2005. https://wineopinions.com/ to request a report, please email info@wineopinions.com Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran  

In this episode, host Carol Collison speaks with Ori Katz, Partner in the Finance and Bankruptcy Practice at the law firm Sheppard Mullin about when and how business owners should approach their creditors when their financial situation is deteriorating. Topics include: the importance of having a clear understanding of your financial situation; how lenders think about their risks and how that affects you; and when it’s time to speak with a professional advisor. The conversation also includes the differences between such legal options as Assignment for the Protection of Creditors, Receiverships, and Bankruptcy. https://www.sheppardmullin.com/okatz https://www.sheppardmullin.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

BMO Managing Director Mario Zepponi, a leading Merger and Acquisitions advisor and podcast host Carol Collison, also an M&A Advisor, recap the deal market in the two years since Mario was last on the podcast (Ep: 7, October ’23.)  Topics of discussion include how the decline in consumer wine demand has affected transactions, changes in the buyer set, valuations, what types of transactions may be seen in the future and more. Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode, fellow Berkeley Haas School MBAs and podcasters (!) Carol Collison and Mike Chaput discuss Mike’s journey to establishing his successful, high-growth IT services company, Endsight. Mike outlines concepts in technology, including how agentic AI might be used by wineries to increase DTC sales and operational efficiency. The conversation also includes the experience and lessons Mike learned through an early bankruptcy that led to his current business success. Some key management ideas Mike outlines include how vision, values and motives work to create a company culture that leads to growth. https://www.endsight.net/  https://www.endsight.net/development/webinar https://www.endsight.net/sec/cybersecurity/office/hours https://www.youtube.com/@thechaputperspective Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Randi Bural is a Senior VP at AgWest Farm Credit based in the Willamette Valley, Oregon. The Farm Credit system is an enterprise founded over 100 years ago by the Federal government to support American agriculture. Because of their mandate they are not going to exit the wine industry, unlike some commercial lenders during tough times. Carol and Randi discuss a variety of topics in current wine finance including how lenders manage lending relationships when a borrower faces financial difficulties, strategies that borrowers are taking to get through the current industry downturn, exiting the wine business and more. https://www.agwestfc.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

The Small Fortune Podcast is about entrepreneurship, the wine business, and the ecosystem of companies that support it. Today’s interview covers them all. Concepts about start-ups such as “minimally viable product.” How wineries should think about sales channels and distribution. And how LibDib works for wineries as an e-commerce distribution platform. This podcast is a banger if you’re into entrepreneurship, the wine business, or both. https://libdib.com/ https://www.xchateau.com/always-have-distribution-w-cheryl-durzy-libdib/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Scott Bozzo is an expert Farm Manager who advises his clients on which vineyards to buy and then helps them run the operation. Listen and learn how to do due diligence regarding water resources and rights when considering a vineyard acquisition. An entrepreneur and principal owner of Macotera Ag Group, Scott shares what his considerations were in deciding to start his own firm – great ideas for those listeners thinking about making the leap into self-employment themselves.  He also provides meaningful advice on how buyers should think about a vineyard acquisition.  https://www.macaggroup.com/ https://calasfmra.com/events/  https://calasfmra.com/ag-land-trends/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Today’s guest Pauline Lhote grew up on a farm in the Champagne region and at the ripe old age of 14 decided she wanted to make sparkling wine. Her ambition, hard work and singular focus propelled her to become the Head Winemaker at Domaine Chandon, a pioneering French-owned California sparkling wine house. Carol and Pauline have a wide-ranging discussion about sparkling wine production and its challenges, being women professionals, the differences between the California and French wine businesses, and much more. As usual, the interview ends with Pauline’s insights on professional success in the wine business. https://www.chandon.com/ https://www.chandon.com/en-US/visit-us/wineryexperiences.html Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

On our 50th episode (!!) host Carol Collison talks with Cyril Penn, Editor of “Wine Business Monthly” magazine. Listen and learn about: how Cyril got his start as a journalist; all the different ways this successful trade publishing enterprise serves the wine industry; and the company’s newest data products. And after 20 years of watching the wine industry, Cyril shares his best advice on how to be successful in the business. https://www.winebusiness.com/ https://www.winebusiness.com/classifieds/winejobs/ https://comptracker.winebusiness.com/app/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

As Ken Freeman says, “the harder I work, the luckier I get.” Still, the Freemans have had a charmed path to building their successful estate winery. From finding a famous tenant yielding cash flow positive business in year one, to picking their favorite wine – Pinot Noir – as the focus of their winery three years before the movie Sideways made the varietal the hot property it still is today, the Freemans have capitalized on their good fortune to create a successful business, Freeman Vineyard and Winery.  Carol, Ken, and Akiko discuss many topics, including the secrets to a successful husband and wife business partnership, and how to enter the Japanese market. https://www.freemanwinery.com/#en Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Pete Przybylinski, Executive Vice President, and Chief Sales Officer of The Duckhorn Portfolio discusses the many lessons he learned about wine sales and sales management during his thirty years at the company. Among the many useful ideas for sales professionals, Pete discusses: Managing inventory shortages through allocations and letting production drive sales in the early years. Building out a brand portfolio and a sales network in the broad market. Managing through the various financial and demand shocks of the last 20 years. The development of Decoy and the expansion into national accounts. Managing the current sales environment. How to manage a sales team. This conversation covers an immense amount about management and wine sales. There’s something in it for everyone. https://www.duckhornportfolio.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

What makes wine so different from all other adult beverage is the art. Listen as Arminee Chahbazian, a talented painter and sculpture who also sells French oak wine barrels for Tonnellerie Bel Aire describes both her artistic work and how it resonates with her representation of this important component in fine wine production.  Another lesson here for folks who might not consider the lucrative sales profession, so important to all of the business world: if a fine artist can do it, so can you. http://www.arminee.com/ https://www.tonnellerie-bel-air.fr/en/ https://sanfranciscoartfair.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

James Hall, once and current owner of the Patz & Hall wine brand generously shares a lot of inside information about the two M&A processes he went through, the first in 2016 when he and his partners sold their brand to Ste Michelle Wine Estates, and the second when he and new partners bought it back in 2024 from the Private Equity firm that succeeded SMWE as owner.  Anyone who wants to sell a winery or buy a winery will benefit from the details he shares about wine M&A, as well as how to run a successful company and create a business that will be ready for a transaction in that rare event when a buyer comes knocking on the door.  https://www.patzhall.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

Karen MacNeil is the award-winning wine writer and author of the book The Wine Bible (now in its third edition). She joins Carol to discuss “Share and Pair Sundays,” a campaign to highlight the social benefits that come from enjoying wine with food and friends. MacNeil explains the genesis of this project as a means of taking on the current anti-alcohol media messaging. She also shares her story of becoming a writer, how to have success as an entrepreneur and gives some great advice for folks considering joining the industry. https://www.karenmacneil.com/ https://winespeed.com/ https://www.instagram.com/shareandpairsundays/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In this episode host Carol Collison talks with her friend and serial entrepreneur Lesley Berglund, a 4th generation Napa business owner. As a founder of one of the first wine catalogues, Ambrosia, in 1991, Lesley invented the concept of winery wine club, creating programs for her catalogue suppliers.  Her company also pioneered direct wine sales fulfillment.  After selling that company, Lesley immediately launched a new company, WISE (Wine Industry Sales Education) to provide comprehensive training programs for winery direct-to-consumer staff.  Carol and Lesley also discuss the tactics that her clients are using to win business in a changing and more competitive wine sales environment.  https://wineindustrysaleseducation.com/ Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran

In today’s Small Fortune episode Ben Slaughter, founder of Agricultural Property Appraisal Company Arable, joins Carol Collison to discuss the challenges of appraising the market value of wineries in a commercial real estate class where no two assets are exactly alike. Ben and his team use experience and technology to provide market value estimates for a variety of uses: from financing and acquisition to estate planning and litigation. Ben describes his initial assessment of some recorded values on winery properties recently included in the Vintage Wine Estates bankruptcy, and whether and how they might affect market values going forward. https://www.arableag.com/ https://water.ca.gov/programs/groundwater-management/sgma-groundwater-management Questions? Comments? smallfortunepodcast@gmail.com Sponsor: Global Wine Partners https://www.globalwinebank.com/ Music: Nate Collison Logo Photography: John Corcoran