In this episode Carol talks to Mark Couchman, the founder of Silverado Premium Properties, the largest institutional investor in California vineyards before its sale to TIAA-CREF. In this information-packed conversation, Mark and Carol discuss: the importance of knowledge of the market in general and the asset (whether as a buyer or seller) in question; how to negotiate; offer strategies; building trust as a buyer or seller; how growers should think about decisions to crush grapes for sale as bulk wine; and many other topics.

Questions? Comments? smallfortunepodcast@gmail.com

Sponsor: Global Wine Partners https://www.globalwinebank.com/

Music: Nate Collison

Logo Photography: John Corcoran

Host Carol Collison and Neyers Vineyards’ Bruce Neyers continue their conversation about the wine sales profession. Bruce describes how he successfully sold wine for 25 years for the California-based French wine importer Kermit Lynch, which had a portfolio of as many as 2,500 SKUs (Stock Keeping Unit) of arcane French wines from lesser-known regions. “You don’t sell anything unless you know it.” Bruce succeeded by educating himself, and then educating his distributors to enable them to make the sale out in the marketplace. Bruce describes how a conversation with the Napa wine pioneer Joe Heitz inspired him and his wife Barbara to launch their own wine brand, Neyers Vineyards, which he continues to own through a partnership with Trinchero Family Estates.

https://kermitlynch.com/

https://www.neyersvineyards.com/

Questions? Comments? smallfortunepodcast@gmail.com

Sponsor: Global Wine Partners https://www.globalwinebank.com/

Music: Nate Collison

Logo Photography: John Corcoran

Bruce Neyers started selling wine for Joseph Phelps winery in the ‘70’s, before selling wine was even a thing. Imagine wine sales before anyone knew you could provide samples?? Carol and Bruce talk about his start in the wine business, about the importance of the wine sales profession, and how selling has evolved in a series of conversations. In this first episode, Bruce describes his start in the wine business during the early days of the industry in the Napa Valley.

https://www.neyersvineyards.com/

Questions? Comments? smallfortunepodcast@gmail.com

Sponsor: Global Wine Partners https://www.globalwinebank.com/

Music: Nate Collison

Logo Photography: John Corcoran