Wine and Hospitality

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Christopher Blair
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1 Wine and Hospitality let s start a new Conversation about wine Tim Hanni MW copyright HanniCo LLC

2 1. Newly understand the total wine MARKET 2. Embrace and cultivate ALL wine consumers. Understand the COST to the wine industry for disenfranchising sweet wine consumers Wine selections representing a balance of personal passions, prices and flavor profiles for ALL consumers. 3. Revise wine education and training and that begins with Self awareness of personal preferences and learning about the differences in how we perceive wine. Understanding of consumer preferences and how THEY perceive the wine value. Revising common misconceptions, confusing definitions and the history and traditions of wine 4. Don t OVERPLAY wine and food matching. copyright HanniCo LLC

3 Pop Quiz 1. An incredibly popular fad that lasted over 50 years pink, 2-4% residual sugar, very fruity many say it saved a country s wine industry! 2. Sweet red wine with about 3% residual sugar 3. Wine mixed with spices and herbs then sweetened with cane sugar or caramel 4. Semi-frozen as an aperitif. 5. Mixing Cola with red wine 6. Sangria 7. Largest export market for fortified Port wines 8. Residual sugar for official Sec ( dry ) Champagne designation 9. Wines recommended with foie gras in chart from 1961 edition of Larousse Gastronomique 10. Has 108 grams of sugar residual sugar 11. Residual sugar of circa 1840 Veuve Cliquot Champagne found in wreck of ship bound for Germany 12. goût de terre definition a) Manner in which Baron Philippe Rothschild served Chateau de D Yquem. b) National drink of Spain c) French phrase for a smells associated with microbiological contamination and/or spoilage d) White Zinfandel e) Kalimotxo - wildly popular way enjoy wine in Spain and France Basque country. f) Kir g) Chateau Cheval Blanc, 1947 thought by many to be the greatest red wine ever made. h) Muscadet, Chinon, Nuits St. George (Burgundy) i) Coca Cola j) France k) g/l of sugar l) Cupcake Cabernet Sauvignon m) 140 g/l of residual sugar per liter n) 6 g/l of residual sugar per liter o) Arbor Mist p) Vermouth q) UK/England 3/7/2018 copyright HanniCo LLC

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5 On Wine Some New Software? I think the wine trade is intrinsically bull#*&@- prone and therefore attracts bullshit artists Some people are born bull#*&@ artists, others learn to become bull#*&@ artists Richard E. Quandt Journal of Wine Economics, Volume 2, Number 2, Fall 2007 copyright HanniCo LLC

6 Perception is not Reality! Shhhhh. When I count to 3 laugh really loudly, whistle if you can and clap like crazy! copyright HanniCo LLC

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9 Hospitality guest O.E. gæst, giest (Anglian gest) "guest, enemy," the common notion being "stranger," ghostis "strange" L. hostis "stranger, enemy," and hospes "host," from hosti-potis "host, guest," originally "lord of strangers." host "person who receives guests," A good host is always considerate of the guest's needs. copyright HanniCo LLC

10 3/7/2018 copyright HanniCo LLC

11 Are you ready to be HOSPITABLE? copyright HanniCo LLC

12 Reciprocity Successful, professional hospitality requires mutual benefit to the host AND the guest! Creates a positive memorable experience for the guest Conveys the brand promise and values while satisfying the business needs of host copyright HanniCo LLC

13 hi, can I help you find a wine you will LOVE? I am a TRAINED WINE PROFESSIONAL Let me help YOU copyright HanniCo LLC

14 What do you LOVE MOST about wine? copyright HanniCo LLC

15 your VINOTYPE determines your wine and food preferences & expectations copyright HanniCo LLC

16 What is a VINOTYPE? A phenotype is the combination of physiological characteristics of an organism and how they adapt to their environment. A vinotype is the combination of physiological characteristics of a wine-drinking organism and how they adapt to their environment. Understanding and learning to recognize Vinotypes allows you to understand the preferences and behaviors of other wine consumers and strategically target your offerings to sell them more wine they will love! copyright HanniCo LLC

17 Genetics & Preferences copyright HanniCo LLC

18 Sensory Sensitivity how many receptors, what kind = range and intensity of sensations Life Experiences (memories) PERSONAL OPINIONS Right vs. Wrong Good vs. Bad Like vs. Don t Like Learning, Observation (psychology) Culture, Environment (sociology) copyright HanniCo LLC

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20 Individual perception and opinions copyright HanniCo LLC

21 doesn t everyone s palate mature to like dry wine? NO! and our attitude has to change! copyright HanniCo LLC

22 let s stop scaring the hell out of people copyright HanniCo LLC

23 sweet vinotypes we know and love: Wine PR legend MD, PhD Prof. Cornell copyright HanniCo LLC

24 Step away from the White Zinfandel! copyright HanniCo LLC

25 match wine to the diner, not the dinner The Lafite, Romanee, Hermitage, the Cote Rotie or, if the GUESTS PREFER, the white wines of Bordeaux, the Sauternes, the St. Peray copyright HanniCo LLC

26 the french, italians, spanish and germans always (and still do) loved sweet wines copyright HanniCo LLC

27 port BEFORE the meal? Montrachet was SWEET? copyright HanniCo LLC

28 time to rethink wine with food: - bad history - unrealistic recommendations - pseudo sciences And do not necessarily stop it, just be smarter! copyright HanniCo LLC

29 Have you even tried it? copyright HanniCo LLC

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GREAT WITH ANY WINE YOU LIKE SWEETNESS IN FOOD UMAMI IN FOOD MAKES WINE STRONGER

31 flavor balancing = TRADITION SALT IN FOOD MAKES WINE MILDER Less dry (sweeter) Fruitier Less bitter and tannic SOURNESS IN FOOD BALANCE = DELICIOUS FOOD THAT IS GREAT WITH ANY WINE YOU LIKE SWEETNESS IN FOOD UMAMI IN FOOD MAKES WINE STRONGER Drier (less sweet) Less fruity More acidic More bitter and tannic copyright HanniCo LLC

32 sweetness and umami amplify bitter and sour tastes copyright HanniCo LLC

33 acidity and salt wine s best friends copyright HanniCo LLC

34 physiology and personal preferences copyright HanniCo LLC

35 Common Myths Every consumer wants to explore and discover new wines Wine is BEST accompanied by food Our palate matures over time Americans like sweet wines because we grew up on soda pop Wine education sells more wine Foie Gras goes with or is a traditional match with Sauternes or other sweet wines Tongue map: copyright HanniCo LLC

36 Our unique proposition Unique sense of place you and 8,500 others are promoting this Terroir driven Hand selected copyright HanniCo LLC

37 Use our expertise to guide consumers copyright HanniCo LLC

38 I am a TRAINED WINE PROFESSIONAL Let me help YOU hi, can I help you find a wine you will love? copyright HanniCo LLC

39 questions? want more of this? for more information: copyright HanniCo LLC

RESEARCH UPDATE from Texas Wine Marketing Research Institute by Natalia Kolyesnikova, PhD Tim Dodd, PhD THANK YOU SPONSORS

RESEARCH UPDATE from Texas Wine Marketing Research Institute by Natalia Kolyesnikova, PhD Tim Dodd, PhD THANK YOU SPONSORS RESEARCH UPDATE from by Natalia Kolyesnikova, PhD Tim Dodd, PhD THANK YOU SPONSORS STUDY 1 Identifying the Characteristics & Behavior of Consumer Segments in Texas Introduction Some wine industries depend