FAQs
Who do you work with?
I work with small and family wineries producing between 5,000 and 25,000 cases a year, and with investors or buyers evaluating a winery as an acquisition. I have worked with clients across the United States, and have experience in developing international markets.
What do you actually do?
Two things, mainly. For startup wineries, I provide complete wine business consulting from conception to sales: financial modeling, business strategy, winery design, brand positioning, marketing strategy, pricing strategy, vineyard design consulting, and winemaking. For existing wineries that are struggling to become profitable, I diagnose why, starting with a brand and marketing analysis and a cost and revenue analysis across direct marketing, wine club, and tasting room.
I’m starting a winery. What do I get if I hire you?
A financial model, a P&L analysis, and a full written business plan, built to the standard business plan structure starting with the executive summary. You get the written plan, the report, and the working model itself. Most startup clients move into ongoing hourly consulting after that, for the term of the project.
My winery is already operating and losing money. Can you help?
Yes. That’s the second half of my practice. I start with where you are struggling, then I analyze your branding and marketing and do a cost and revenue analysis covering direct marketing, wine club, and tasting room financials. I tie all of it back to the owners’ vision and the customer experience they’re trying to create.
I’m considering buying a winery. What do you provide?
I give you an honest answer to what it will actually cost you to make this winery in your vision: the hidden capital needs and the true run-rate behind the business, not the broker’s number.
What does your process look like?
I start every engagement by interviewing the people involved. Then I build the model and see what it says. Numbers first, conclusions follow.
How long does an engagement take?
Timelines are usually set by the client’s own deal or launch schedule. I provide a time estimate that goes along with every scope and stay true to this estimate. If the scope changes, then we have another discussion on how that will affect the timing.
Are your models and reports built to a particular format?
My working models are delivered in Google Sheets, ready for you to use directly. Written business plans follow the standard business plan structure. Reports typically run ten pages or more, and you receive both the written document and the working model. Everything I create for you is owned by you.
Is my information confidential?
Every engagement is treated as NDA-bound by default, whether or not a formal NDA is signed.
Will you tell me what to do, or just give me the numbers?
I show you the numbers, provide a roadmap and lay out the pitfalls and costs of any direction you’re considering. The decision is yours; it’s your winery. The one exception is the law: I won’t recommend anything I know to be unlawful, and I’ll flag it if a direction you’re considering may not be. I will continue to work with you as desired to turn my recommendations into reality.
How do we get started?
Contact me and we’ll set up a time to talk through your winery and what you’re trying to accomplish.