EXPANDING MARKET SHARE IS MORE THAN JUST LUCK

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1 MARCH 2018 Irish Whiskey EXPANDING MARKET SHARE IS MORE THAN JUST LUCK CHIANTI 101 SELLING BORDEAUX NOW BAR DESIGN GETS SMART 6TIPS FOR VINTAGE WINES

2 MARCH18 Maryland l Washington, DC l Delaware FEATURES 18 Irish Whiskey: More Than Just Luck The Irish resurgence is looking more and more like a sustainable trend. 28 Chianti 101 Tuscany s staple red remains a vital, multi-level category. 30 Bordeaux s Shifting Gears Modern Bordeaux is ready for its close-up. DEPARTMENTS 02 Pub Page: Distilled Spirits Council Reports Record Sales l WSWA's Craig Wolf Leaving Association 04 In Memoriam: James ' Andy' Anderson 06 By The Numbers 32 It Was a Very Good Year (Wasn t It?) Tips for selling wine with vintages in mind. 38 Bar Biz: Speed + Style Form is finally catching up to function behind the bar Talkin Tech 10 The Find 12 Wine Buzz 14 Last Call: Optimizing Irish Coffee 16 Bar Talk Brand Profile: With Knappogue, Castle Brands has an Irish whiskey tiger by the tail 36 New Products & Promotions MARYLAND ONLY 42 The New Federal Tax Law: Local professionals react 46 Made In Maryland: News About Local Wineries, Breweries and Distilleries Market Shots: Local News, Events & Promotions 1md Wholesaler Directory, Brand Index & Price List WASHINGTON DC ONLY 1dc Wholesaler Directory & Brand Index DELAWARE ONLY 42 1de Supplier Brand Index ON THE COVER: Photograph by Marti Sans / Stocksy VOLUME80NUMBER03 March 2018 BEVERAGE JOURNAL 1

3 PUB PAGE PUBLISHED MONTHLY BY THE BEVERAGE JOURNAL, INC. (USPS# PE ) Maryland l Washington, DC l Delaware Distilled Spirits Council Reports Record Spirits Sales The Distilled Spirits Council recently released their 2017 economic impact report. We were very pleased to report record sales of distilled spirits and increased market share at our Annual Economic Briefing in New York City to a packed audience of business media and Wall Street analysts, explained Kraig Naasz, Distilled Spirits Council President and CEO. Key drivers of growth included American Whiskey, up 8.1 percent or $252 million to $3.4 billion; Tequila, up 9.9 percent or $246 million to $2.7 billion; Cognac, up 13.8 percent or $200 million to $1.6 billion; and Irish Whiskey, up 12.8 percent or $114.8 million to $897 million. The spirits sector had a banner year in 2017, driven by consumer confidence in the U.S. economy, product innovations that adult consumers want, and a fascination with premiumization across categories. WSWA President and CEO Craig Wolf to Depart June 30 Wine & Spirits Wholesalers of America (WSWA) President and CEO Craig Wolf has announced that he will depart the organization at the end of June, capping an 18-year run at the association that serves as the voice of family-owned American distributors of wine and spirits. It has been an honor and a privilege to work within the beverage alcohol industry in general and in the wholesale tier in particular. In so many ways, distributors represent the American dream family businesses, grown over time through hard work, passed on to the next generation, yet always at the forefront of technology, innovation and continuing to responsibly deliver the variety and choice that makes the American market the envy of the world, Wolf said. The association has achieved an impressive record of accomplishment under Wolf s leadership. WSWA recently concluded a decadelong effort to protect tax provisions important to wholesalers and support tax relief for family-owned businesses. The WSWA-Political Action Committee is ranked among the association community s largest and most well-known, having grown from $341,000 per year when he took over to more than $1 million per year, backing candidates in both parties who support issues important to wholesalers. During that same time frame, the organization has grown from 12 staff members and a $6 million budget to 23 staff members and an $11 million annual budget. WSWA s membership ranks have expanded to include small and mid-size wholesalers and its suite of member services have grown considerably during Wolf s term as has the success and market impact of the WSWA Annual Convention & Exposition, which has experienced seven straight years of growth. Under Wolf s leadership, the organization built WSWA s State Law Database, an industry-leading research tool used by wholesalers, suppliers, associations and attorneys nationwide a first of its kind product. WSWA s Executive Committee has begun a nationwide search for Wolf s successor. n STEPHEN PATTEN PUBLISHER Over 75 Years of Continuous Publication Web Site Subscription / Advertising / Editorial Inquiries: PUBLISHER / PRESIDENT Member Stephen Patten steve@beveragejournalinc.com BOARD OF DIRECTORS Lee W. Murray Thomas W. Murray LOCAL COLUMNISTS Teddy Durgin Doug Mace PHOTOGRAPHY teddy@beveragejournalinc.com doug@beveragejournalinc.com Desiree Stover picturethis.desiree@gmail.com Ana Isabel Martinez Chamorro ana@anaisabelphotography.com member 152 Madison Ave, Ste 600 New York, NY POSTMASTER: Send address changes to: THE BEVERAGE JOURNAL, INC. P.O. Box 159, Hampstead, MD The Maryland Beverage Journal and the Washington, DC Beverage Journal are registered trademarks of Beverage Journal, Inc. All rights reserved. Periodicals postage paid at Baltimore, MD and additional mailing offices. Subscription rates: MD edition; 1 year $45.00 plus tax, 2 years $75.00 plus tax, 3 years $ plus tax, FedEx Ground delivery $85.00 plus tax per year per edition, single copies $10.00 plus tax. DC edition; 1 year $36.00 plus tax, 2 years $60.00 plus tax, 3 years $83.00 plus tax, FedEx Ground delivery $85.00 plus tax per year per edition, single copies $5.00 plus tax. The opinions expressed by guest columnists are their own and not necessarily those of The Beverage Journal, Inc. The Beverage Journal, Inc. is an affirmative action/equal opportunity corporation. Copyright 2017 the Beverage Journal, Inc. No part of this magazine may be reproduced without the written consent of the publisher. Not responsible for unsolicited material or advertising claims. 2 BEVERAGE JOURNAL March

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5 James 'Andy' Anderson LEAVING A LEGACY THAT EXCEEDS EXPECTATIONS By Teddy Durgin Apologies ahead of time to anyone I didn't get to talk to for this tribute feature on long-time Maryland beverage salesman James "Andy" Anderson. I know I missed quite a few of you. Because every time I would talk to a former co-worker, boss, or relative of his, that person would inevitably end the interview with, "Hey, did you also speak to so-andso? No? Oh, you absolutely HAVE to get some quotes from him! He knew him best!" Maybe that was Anderson's secret magic. He made so many people in his professional and personal life feel like they knew him best. Anderson died on Jan. 31 after a battle with cancer. He was 75. Anderson grew up in the College Park/Greenbelt area and graduated from High Point High School in He first worked for the local telephone company as a lineman before getting involved in beverage sales. He worked for Standard, retired from Reliable Churchill, then came out of retirement to sell for Prestige Beverage Group. His work ethic was practically legendary. But it was his ability to work with others and help them that really distinguished him. His daughter, Kim Hanke, recalled, "He was known for being a mentor. Since his passing, I've heard so many stories from various individuals in the industry. And over and over again, I can't tell you how many people have said to me, 'I learned SO much from him!' I wouldn't be where I am today if I hadn't met him.' That's huge when you think about it." Some of the people he mentored are among the biggest names in our business. James "Jimmy" Smith Jr. of the Smith/Reliable Churchill dynasty recalled, "I learned the business from Andy. I was 22 years old when I started at Reliable Liquors in He had started in 1971, but he already knew so much. He made me come out and see his trunk. I asked, 'Andy, why do I need to see your trunk?' And he said, 'Every salesman should have this in their trunk.' It looked like a miniature Staples! He had markers and cardboard and stuff to do what a salesman does to merchandise product." Retired Reliable Churchill salesman Eddie Gardiner was one of his best friends, having met him in He also had a funny anecdote to tell about Anderson. "We introduced Wyndham Estates' Australian wines into the Maryland market," he recalled, "and it was around the time 'Crocodile Dundee' was popular. So, he and I had this bright idea of dressing me up in a bush jacket, a drover's hat, and a knife, and we'd pretend Andy brought me in from the winery Down Under. I developed an Australian accent and spoke like this all day. 'G'day mate! That's not a knife!'" Gardiner continued, "The month before that, we had Jameson Irish whiskey at the time. So, I pretended I was from Ireland and the distillery brought me over, and I did a whole accent for that all day while Andy was my straight man. And I'll never forget. At the Wyndham event, this old retired officer walked up to Andy and said, 'Hey, you know that guy you got here from Australia. He looks an awful lot like that guy from Ireland last month!' Andy said, 'Excuse me, sir.' And he went to a back room and you could just hear him belly laughing!" Even Hamke had a humorous story to 4 BEVERAGE JOURNAL March

6 tell of her father on the job. "One of the bosses, I can't remember his name, told me he went with one of his salesman on a call to a particular store. That salesman took off his coat, laid it down, and looked at the boss and said, 'Sir, you gotta take your coat off!' And he said, 'Why?' And the salesman replied, 'Because Andy said so! It's what you do!' My father always preached that when you go into a store, you take your coat off, you find a place for your own things, because they then know you're there to stay. You're committed to their success." Most had a favorite personal memory of Anderson, too. For Smith, it was the time Andy got him on Air Force One parked at Andrews Air Force Base. "Andy had contacts, and he said 'Would you like to go on Air Force One?' I said, 'Oh, come on, Andy!' Whatever it took, he got us on. It was during Ronald Reagan's term, so we saw the famous jar of jellybeans on the plane. I still have the Presidential matchbox cover I took from the plane!" Bill Burrill, Director of Republic National's Severn Division, had known Anderson since In fact, when Burrill helped Jimmy Smith's late son, Joey, start Prestige Beverage Group in 2013, it was Burrill who proved instrumental in convincing Anderson to un-retire and help with sales. "My favorite memory of Andy?!" he exclaimed. "I heard he'd retired, and I heard he was bored. So, I had lunch with him and convinced him to come work for me part-time. A while later, my wife and I were having dinner with Andy, and he said to her, 'Your husband is the best salesman I have ever met!' And she asked, 'How is that?' And he said, 'He convinced me to come to work for him part-time and now I'm working 50 hours a week!' But to Andy that was part-time." All agreed that saying farewell to someone so special has been hard. But Anderson left behind a legacy, in ways both big and small, that people can take comfort in for the rest of their days. Smith fondly remembered, "My son, Joey, was the owner of Prestige Beverage and he passed away in I remember Andy telling me before that, 'Jimmy, my greatest thrill is now working for the third generation of Smiths. I worked for your father. I worked for you. And now I work for Joey. It's my honor.' I just lost it." Prestige Beverage Group COO Alex Thompson concluded, "Andy hand-made a sign that hangs in my office. It reads 'Let's Exceed Expectations.' That was Andy. He kept rewriting and raising his own expectations for himself, and he never stopped exceeding them." n March 2018 BEVERAGE JOURNAL 5 ATTENTION ALL LICENSEES! WINERACKSNOW Wine Display Racks 12 Case Wine Rack MARYLAND STATE CERTIFIED ALCOHOL AWARENESS COURSES Weekly classes held throughout the state or at your place of business to suit your schedule! You receive course instructions, a manual, your certificate, and a copy of the certification letter which is immediately forwarded to your respective liquor board. INDIVIDUAL & GROUP PRICES REASONABLE FEE! For your appointment call John Murray at: JMURRAYAA@AOL.COM Certification expires four years from the date you are certified Half Round End Cap Space Saver Wine Rack We offer Welded Wire Wine Racks for Retail Wine Shoppes or Liquor and Wine Stores We have developed the most functional Wine Racks that Merchandise everything from Wine to Champagne. All of our Wine Display Racks are BLACK POWDER COATED, for long lasting durability. All Wine Display Racks are constructed to keep the Wine Bottles tilted to keep the cork wet. All Wine Display Racks are free standing, out of cartons - SALES FLOOR READY - NO TOOLS REQUIRED. We have (7) seven different models to choose from. Wine Collectors, store your prize selections in a safe environment. We have been supplying Retail Wine Shoppes and Liquor Stores for over 30 years. We have inventory in Tulsa, OK for next day shipment. Call for brochure or visit our website wineracksnow.com WE HONOR WHITCO SALES WE HONOR TULSA, OKLAHOMA CALL Visit our Website:

7 N by the numbers FULL STEAM AHEAD FOR SPIRITS THE DISTILLED SPIRITS COUNCIL RELEASED THEIR OFFICIAL INDUSTRY STATISTICS FOR HERE ARE SOME TOP TAKEAWAYS: MOMENTUM CONTINUED IN 2017 SUPPLIER SALES INCREASED: 4% RISING: $1 BILLION TOTAL: $26.2 BILLION SUPPLIER VOLUME INCREASED: 2.6% RISING: 5.8 MILLION CASES TOTAL: 226 MILLION CASES Spirits gained market share for the eighth straight year, accounting for 36.6% of alcohol beverage spending, up from 34.7% in That growth came mainly at the expense of beer. RED HOT CATEGORIES TO WATCH SPIRIT TYPE VOLUME GAIN REVENUE GAIN TEQUILA + 8.5% + 9.9% $2,731 AMERICAN WHISKEY + 6.4% + 8.1% $3,368 IRISH WHISKEY % +12.8% $897 REVENUE (IN MILLIONS) PREMIUMIZATION SITUATION Overall, the upward value trend of consumer spending continues. The council divides each beverage alcohol category into four price segments: value, premium, high end and super-premium. In short, value brands are stagnant or slipping while super-premium is booming. Super-premium offerings rose from 6.9% of the market to 9.7% by volume over the past ten years; an estimated $2.4 billion dollars were gained just from trading up. U.S. SPIRITS VOLUME BY PRICE CATEGORY 22.1% 49.9 M 9.7% 22 M 35.2% 79.5 M 33.0% 74.7 M REVENUE BY PRICE CATEGORY 32.4% 8.5 B 29.9% 7.8 B 22.4% 5.9 B 15.3% 4.0 B 40% 30% 20% 10% PRODUCT DISTRIBUTION BY PRICE TIER 39.5% 38.1% 35.9% 36.1% 33.0% 35.2% 22.1% 17.7% 18% 7.9% 9.7% 6.9% M - Millions of 9-Liter cases in price category B - Gross revenue in price category, billions Value Premium High End Super-Premium TASTELESS BUT STRONG Vodka the sector s largest category, representing one-third of all volume had a solid 2017 with volumes up 2.2% and revenues up 3% to $6.2 billion. Interestingly, vodka sales were paced by high-end premium products with revenue growth of more than 15% to $1.6 billion. VODKA EQUALS 1/3 OF ALL SPIRITS BY VOLUME GREEN PASTURES ABROAD Spirits exports hit a new high in 2017: $1.63 billion, up 14.3% from 2016, with volumes up 5%, driven by American whiskies representing almost half the volume and two-thirds of the export revenue. AMERICAN WHISKIES REPRESENT ABOUT 1/2OF EXPORT VOLUME 2/3OF EXPORT REVENUE 6 BEVERAGE JOURNAL March

8 MISPRONOUNCED FOR 200 YEARS. Flavor that s stood the test of time. Despite some pronunciation issues... cockburns.com

9 POS SYSTEMS Beverage Media has built integration to the following POS systems to varying degrees. The codes with each vendor correspond with the integration points noted below: AIM ATLANTIC SYSTEMS, INC. (ASI - SPIRITS 2000) BIZTRACKER/INFINITY CAM COMMERCE (RETAILSTAR) CASH REGISTER EXPRESS (PC - AMERICA) CATAPULT CELLAR TRACKER POS COMCASH COMPUTER PERFECT (LIGHTNING POS) COUNTERPOINT CREATIVE INFORMATION SYSTEM INFINITY POS/BIZTRACKER INNOVATIVE COMPUTER SOLUTIONS (ICS - VISION) KBA SPIRITS (KEN BUSH) LBOS MAGSTAR MERCHANT SOFTWARE -LiquorPOS MICROBIZ MICROSOFT RETAIL MANAGEMENT SYSTEM (RMS) MPOWER PAYGO PERVASIVE POS ANYWARE POS-IM QUICKBOOKS RCS REVEL POS UNIFY POS ➊ ➍ ➎ ➏ ➊ ➋ ➌ ➍ ➎ ➏ ➊ ➊ ➊ ➍ ➊ ➊ ➊ ➍ ➎ ➏ ➊ ➊ ➊ ➍ ➏ ➊ ➊ ➋ ➌ ➌ ➊ ➋ ➊ ➋ ➌ ➍ ➎ ➏ ➊ ➊ ➊ ➌ ➍ ➎ ➏ ➊ ➋ ➌ ➊ ➊ ➊ ➋ ➊ ➊ ➋ ➍ ➏ ➊ ➊ ➊ WEBSITE INVENTORY UPDATES ➋ WEB ORDER IMPORTING ➌ PRICE FILE INTEGRATION ➍ EORDERS SALES HISTORY ➎ EORDERS PURCHASE ORDERS ➏ ORDER SUBMISSION BY BEVMEDIA For information about any of these POS companies, please call LEARN ABOUT SELLING WINE ONLINE Sign up for a FREE DEMO and see how a store uses the BMG ecommerce system to maintain and promote products on a website by visiting: or our U.S. ecommerce Marketing representative Karli Del Rossi at kdelrossi@bevmedia.com TALKIN TECH Save Items For Later: Keep items in the cart for later use. Special Alerts: Notifi cations of requirements not met, Distributors Shutdown dates, and links to sales reps. Distributor Ordering Policies: Minimum Delivery, Split Case Fees, etc. View Deals On Cart Screen: Mouse-over SKU# to reveal all levels. NEW & IMPROVED SHOPPING CART BEVERAGEMEDIA.COM BY MARLENA HOFFMAN Beverage Media officially launched our brand-new Shopping Cart and Checkout Page. The idea was simple to listen to our customers requests and create a better platform to help facilitate ordering needs. Our goal was to improve upon the thousands of orders placed daily with clear and concise information, the ability to view all deal levels in the cart, and the fl exibility to save items for a later date. All of these elements are aimed to streamline the ordering process. NEW SHOPPING CART FEATURES We ve also provided our customers with a FAQ section to help you transition into the new format. To access it, log-in, click the Orders tab in the top navigation bar and select FAQ s. Ordering on BeverageMedia.com has never been easier. For those customers who have not used our platform to order, we think this is a perfect time to give it a try! To learn more about how Beverage Media can help with a website for your store visit BevSites.com, or contact Karli Del Rossi at Follow us on twitter at twitter.com/bevsites. 8 BEVERAGE JOURNAL March

10 44th Annual Ocean City Hotel-Motel-Restaurant Association March 4-5, 2018 Sunday: 11 am - 5 pm Monday: 11 am - 4 pm OC Convention Center Ocean City, MD EXCLUSIVELY FOR THE TRADE NO ONE UNDER 21 ADMITTED oceancitytradeexpo.com Featuring Celebrity Chef Author & Season 7 MasterChef Winner DJ Shaun O Neale AT THE EXPO, YOU WILL FIND... show specials new & innovative products cost saving solutions educational sessions celebrity speaker culinary showcase stage bayside craft brews one-stop shopping On-site Registration $15 per person Open to the trade only with proof of industry employment (Business license or business card) Must be over 21 Does your cooler need a Face Lift? Does your cooler suffer from: Х Bad shelving? Х Leaky doors? Х Foggy glass? Х Lighting on the fritz? Call Today for a FREE cooler health check! Mention BEVERAGE JOURNAL for an extra $50 OFF a future service. *$50 discount on purchase of Service within 30 days of a free health check. Like us at facebook.com/careysalesandservices Serving the Local Beverage Industry since Frederick Ave. Baltimore, MD or careysales.com

11 F the find NEW LOOKS FOR BOLS LIQUEURS & BURNETT VODKA Dutch distiller Lucas Bols has announced a full-line packaging makeover for Our mission has always been to improve the cocktail experience for our customers when they visit their local bar or restaurant as well as for home entertaining, said Brett Dunne, Lucas Bols USA Managing Director. Back labels now include both tasting notes from the Bols Master Distiller and a signature cocktail suggestion. Improved paper quality lets the key ingredient in each fl avor pop off the label. And the Bols logo is crowned by Amsterdam, as well as since 1575 and the Bols family crest. bols.com For the fi rst time since its inception 25 years ago, Burnett s Vodka is launching a major redesign. As an iconic brand, our new bottle and label design celebrates the Burnett s essence as a leader in fun and entertainment, notes Max L. Shapira, President, Heaven Hill Brands. The new look features a sleek, taller bottle and refi ned logo; the brand s 34 all-natural fl avored vodkas also sport updated, custom illustrations. Key brand attributes of gluten free and Made in America adorn the new two-piece labels on the entire line. Pricing will remain the same. burnettsvodka.com OLD FORESTER GOES BACK TO BAR BASICS Old Forester and Bourbon Barrel Foods have launched Cocktail Provisions a collection of three bitters, two syrups and one tincture. The line serves as a reminder that every American generation seems to have a thirst for taking the guesswork out of creating cocktails. Cocktail Provisions is there to help you fi nd your inner bartender and discover new, unique ways to experience Old Forester, says Master Taster and Bourbon Specialist Jackie Zayan. The Cocktail Provisions line includes: Bitters (Old Forester base) Bohemian Bitters (cherry tobacco), Smoked Cinnamon Bitters and Hummingbird Bitters (citrus and fl oral), each SRP $11.50/2 oz; Syrups (sugar base Perfect Old Fashioned Syrup (rich demerara); and Oleo-Saccharum Syrup, SRP$8.50/2 oz; and Salt and Pepper Tincture (water base), SRP $7.50/2oz. oldforester.com PUTTING THE RYE IN SCOTCH? GLENMORANGIE INTROS SPÌOS Special-release whiskies continue to sprout like mushrooms after a Scottish rain. The ninth release in the Highland distillery Glenmorangie s Private Edition series Glenmorangie Spìos positions itself as the fi rst single malt scotch whisky fully matured in American ex-rye whiskey casks. (Spìos is Scots Gaelic for spice and pronounced spee-oss. ) Long before the rye whiskey resurgence of today, Dr. Bill Lumsden, Glenmorangie s Director of Distilling, Whisky Creation & Whisky Stocks, sourced fi rst-fi ll casks from Kentucky. Glenmorangie Spìos is non-chill fi ltered and bottled at 92 proof. SRP $99. glenmorangie.com NEW SAKÉS AIM FOR ATTENTION, TRACTION Is 2018 a turning-point year for saké? Two brands recently launched in limited markets with an eye on expanding. Heavensake arrives with an offbeat pedigree: it is blended by Régis Camus, of Champagne renown, in collaboration with two saké breweries, resulting in the world s fi rst Franco-Japanese sakés. Heavensake presents two expressions: Junmai Daiginjo (SRP $95-$100) and Junmai Ginjo ($45-$50.) heavensake.com Niche Import Co. is introducing Akashi-Tai, a small artisanal producer based in a fi shing town in Hyogo prefecture, the traditional saké brewing capital of Japan, known for its rice and water. Brewed in small batches, the Akashi-Tai line includes Tokubetsu Honjozo, Tokubetsu Honjozo Genshu, Daiginjo Genshu, Tokubetsu Junmai, Junmai Daiginjo Genshu and Shiraume Ginjo Umeshu, with retail pricing from $20-$58. ourniche.com 10 BEVERAGE JOURNAL March

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13 W wine buzz PUTTING THE PREMIER IN POUILLY-FUISSÉ Frédéric Burrier s Quest To Classify Burgundy s Most Underrated Appellation Frédéric Burrier, sixth generation owner of Château de Beauregard in Pouilly-Fuissé, wants his region to move beyond its reputation as poor man s Meursault. So, as president of the local winegrower s association, he has spent the last two decades doggedly pursuing the solution: identifying and classifying Pouilly-Fuissé s best vineyards as Premier Cru. This affordable appellation inside the Mâconnais, located just south of Burgundy s more prestigious Côte d Or region, has long been a favorite of American drinkers in some years the U.S. has consumed over three-quarters of Pouilly-Fuissé s production. Unlike its northern neighbor, however, the region has never formally classifi ed its vineyards, which is a serious handicap when it comes to prestige, believes Burrier: I have worked in Côte d Or and I knew how important this hierarchy is; I had to convince my colleagues how much it mattered. With a complex set of criteria including taste, historical reputation and prices fetched Burrier identifi ed 22 designated sites worthy of Premier Cru status, a mere 23% of the region s vineyards. His proposal recently approved by a majority of producers comes at a time when Pouilly-Fuissé is achieving new levels of quality. Historically, growers sold their fruit to negociants in Beaune (Louis Jadot, Joseph Drouhin, etc). Today more and more are bottling on their own; a new generation of site-specifi c, higher-quality wines which showcase the terroir s impressive purity and potential. With the same landscape of broken cliffs and hard limestone soils as Côte d Or, plus slightly warmer temperatures which can add a desirable richness, Pouilly-Fuissé belongs in the same league. The growers here have really proved themselves and the land s potential, says Burrier. There is great excitement to make better, truly Premier Cru wine here and with our new classifi cation system we are one step closer to being recognized for our exceptional quality. THE BURRIER FAMILY OWNS 54 ACRES OF CHARDONNAY IN POUILLY-FUISSÉ APPELLATION, FARMED SUSTAINABLY. THE WALKING DEAD WINE: READY FOR ITS SMARTPHONE CLOSE-UP The zombie apocalypse has reached the wine world and it s a lot of fun. The Walking Dead, one of TV s biggest hits of the past decade, now has a wine label, thanks to Treasury Wine Estates (TWE). The fi rst two releases, Blood Red Blend and a Cabernet Sauvignon, both from California with SRP $18.99, feature packaging that responds to an Augmented Reality (AR) app that proved phenomenally successful with their 19 Crimes line (500,000 downloads for the app).with the updated app, now called Living Wine Labels, a smartphone pointed at the Blood Red Blend label brings Sheriff Rick to life as he fi ghts off the walkers in the wine aisle. The Cabernet has zombies busting out of the label onto the phone screen. The app will continue to work with other TWE labels, namely Chateau St. Jean, Beringer Brothers and Gentleman s Collection. tweglobal.com ZOMBIES COME ALIVE! MATCHING GRAPES & PLACES IN AUSTRALIA Handpicked Wines, true to their name, effectively hand-selects wines from distinct regions that refl ect a supreme sense of place. Although not necessarily limited to Australia, Oz is the brand s home base and the Aussie releases, out now, exemplify the terroir-driven approach. Each wine in the Versions series tells the story of its journey the region, the vintage, its voyage from vine to drinker. Handpicked Victorian Chardonnay sings with fresh citrus and stone fruit and a slight creamy edge balanced by crisp acidity. The Regional Selection range is all about classic regional varietal wines. The Margaret River Cabernet has complex aromas (berries, cedar, hints of chocolate) and rich blackberry fl avors complemented by fi ne tannin structure. The Collection range is a set of premium wines each crafted to refl ect a sense of place and exceptional character, as is evident in the Tasmania Pinot Noir, with its pretty fl oral perfume and bright fruit with hints of herbs and oak complexity. handpickedwines.com.au 12 BEVERAGE JOURNAL March

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15 L last call Optimizing Irish With the classic coffee cocktail, a little attention goes a long way. BY W. R. TISH The leprechaun s pot of gold at the end of the rainbow is pure fiction, but the pot of green at the end of the bar is quite real. As drinking establishments surf the Irish whiskey wave, bars that cater to the shot crowd are apt to offer creative variations on the theme; and cocktails can be as simple as whiskey-based classics that showcase Irish as their base, or complex creations. Without doubt the most recognized Irish cocktail is Irish Coffee. A bit tired and stereotypical? Not when given the attention it deserves. At The Dead Rabbit in NYC, partners Sean Muldoon and Jack McGarry are currently using Bushmills as a base. Among their other tricks to keep Irish Coffee fresh and rewarding, use: roughly a three-to-one ratio of fresh-brewed coffee to whiskey concentrated demerara syrup for sweetening fresh whipped cream Dead Rabbit Bushmills Irish Coffee Ingredients: 1 oz Bushmills Original Irish Whiskey.625 oz Rich Demerara Syrup 3.25 oz Sumatra Coffee (fresh-brewed) Whipped Cream (33-40% butterfat) Method: Pour all ingredients into a 6 oz Irish Coffee glass leaving half an inch for cream. Top with freshly whipped heavy cream.

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17 BAR TALK BEAU KNOWS BEAU DU BOIS, CLIFTON S, LOS ANGELES BY ALIA AKKAM Beau du Bois oversees the beverage programs at Clifton s Republic (aka Clifton s Cafeteria) and the Edison in downtown Los Angeles. BEVERAGE MEDIA GROUP: When you joined Clifton s Republic, which encompasses a number of distinct bars, the objective was to revamp a massive beverage program. How did you approach that? BEAU DU BOIS: I recognized right out of the gate that I needed to be diligent and patient before creative. First and foremost, I needed to design a cocktail kitchen for all bar prep. With a place the size of Clifton s, pumping through thousands of people on any given night, the amount of fresh juice and beautiful garnishes is staggering. I wanted to take that strain off the staff so they could focus on great cocktails and service. BMG: Prior to Clifton s you worked at The Corner Door in Culver City, where you were known for themed menus. Why do you think your drinks resonate with guests? BDB: You ll always hear me say thoughtful cocktails. This applies to the ingredients, recipe, glassware, garnish and the way it reads to the guest. The best cocktail menus are based on the guest experience. If you don t consider them first, you might as well just toss the menu in the trash. BMG: Downtown L.A. is rapidly growing and it s now filled with quality bars. How does Clifton s stand out? BDB: With our striking design and history, it was only a matter of time until the staff naturally became ambassadors of the unique curiosities inside. Combine that enthusiasm with top-notch cocktail service. For this house specialty, du Bois brews up a big batch of ginger and turmeric cordial. To make it, brew two tangerine/ginger tea bags in 1 quart of water for 5 minutes. Blend 95g ginger and 452g turmeric in a Robot Coupe processor and add to tea with 1 quart sugar. Simmer 10 minuntes, then strain and store. Evening Glow Ingredients: 2 oz Bourbon ¾ oz Ginger and Turmeric Cordial 1 /8 oz Apricot Liqueur ¾ oz Lemon 1 Egg White Method: Wet shake until chilled, strain into shaker; dry shake. Then pour into chilled Georgian glass. Garnish with mint sprig. BMG: What have you created for Clifton s so far? How long have you been bartending? 14 years BDB: I ve tweaked the current Pacific Seas menu with Clifton s head bartender, Bethany Ham. The Junglebird is seeing a newfound popularity. Now that Clifton s has fantastic infrastructure for the beverage programs, I ll be rolling out a new menu for each of the bars over the next few months. Favorite spirit? Cognac Favorite cocktail? Pearl Diver If you weren t bartending you would be A writer PHOTOGRAPH BY ROBIEE ZIEGLER 16 BEVERAGE JOURNAL March

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20 IRISH WHISKEY: MORE THAN JUST LUCK THE IRISH RESURGENCE IS LOOKING MORE AND MORE LIKE A SUSTAINABLE TREND BY JEFF CIOLETTI Irish whiskey continues to be the big international growth story in the spirits space, with another year of doubledigit gains for the U.S. market. And it s become a force to be reckoned with, as the base it s been growing from isn t nearly as small as it used to be. According to Bord Bia, the Irish food board, revenue from Irish whiskey exports to the U.S. market surged 16%, slightly outpacing the 14% jump in exports to European Union countries outside of Ireland. The Distilled Spirits Council reported 11.3% volume growth for the category in 2017, now totaling over 4 million cases in the U.S. It seems that Irish is finally reclaiming its place on the world stage. It had been considered, for most of the 19 th century and the early 20 th century, a spirit of prestige before World Wars, trade wars and CLOCKWISE FROM TOP LEFT: Jameson, the industry leader in volume and recognition, is also at the forefront of innovation. / Teeling opened in 2015 as the first new distillery in Dublin in over 125 years. / Lambay is among a wave of new labels reaching U.S. shelves. / Knappogue Castle specializes in age statement single malts, while also producing the value-priced Clontarf. / Barrels resting at Bushmills. / Jameson Black Barrel, featuring extra char, is one of the permanent extensions to the popular line. / Bushmills, in County Antrim, is the oldest distillery on the island of Ireland, but the stills are thoroughly modernized. / RIGHT: Tullamore stills American Prohibition helped hasten its fall from prominence to be usurped, primarily, by Scotch. It s a really exciting time for Irish whiskey as there s been a category-wide commitment to superior taste and quality that has brought on its current boom, says Paige Parness, Senior Brand Manager for Tullamore D.E.W., owned by William Grant & Sons. I think the reason it resonates with consumers so much is that there s a camaraderie element to how it s consumed in groups, with good friends in bars and social settings that adds to its appeal. DEMAND, MEET SUPPLY Until recently, most U.S. consumers had easy access only to high-volume Irish blends like Jameson and Bushmills which have certainly represented the genre well but the category s resurgence has created an opportunity for above-premium styles like single pot still, single cask, single grain and, yes, even single malt. Bill Thomas, owner of Washington, DC s iconic whiskey mecca, Jack Rose Dining Saloon, says that the market for higher-end Irish whiskey has always been there, it was just a matter of making it available to the consumers who were ready for it beyond travelers to Ireland bringing back bottles with them. The problem was accessibility, says Thomas. We re finally getting it imported and into broader markets in the U.S. Thomas points to major market events like Beam s purchase of Cooley Distillery from founder John Teeling in 2012 as significant factors in Irish whiskey s expansion. Cooley producers of such brands as The Tyrconnell, Kilbeggan, Greenore and Connemara. Even prior to that, Cooley was introducing some great stuff into the market in dribs and drabs, Thomas notes. And we ve had some independent bottlers who were instrumental in bringing some stuff in. Pernod Ricard deserves a lot of the credit as well. Not only did the company expand the global market presence for the No. 1 Irish whiskey brand, Jameson, but it

21 also whet Americans appetites for single pot still brands like Redbreast, Green Spot and Yellow Spot. Pernod s Irish program has become a petri dish for experimentation, empowering them to continue releasing connoisseur-level bottlings for years to come. TOURISTS EYES ARE SMILING Heightened demand also lit the fuse for an Irish distilling boom of sorts. A decade ago there were only three working distilleries left in Ireland. Now there are 18 operating across the country, according to the Irish Whiskey Association (IWA), with at least 16 more in planning. Among the new facilities to open recently was Dublin s Teeling Whiskey Distillery run by John Teeling s sons Jack and Stephen the first new distillery in the Irish capital city in more than 125 years. The Teeling family s whiskey roots go back to Things are so different than when my father started [Cooley] in the 80s, says Stephen Teeling. There s now this young generation of progressively minded people seeking new taste profiles. The new generation of whiskey drinker tends to be very knowledgeable, very education focused. EMERALD ISLE APPEAL The steadily growing selection of Irish whiskey in America is, not surprisingly, often seen tapping into fondness for Irish culture and the Emerald Isle itself. Walsh family distillery s The Irishman declares its heritage proudly. The distillery s other whiskey, Writers Tears, honoring 19th century Irish writers and playwrights, is a unique vatting of 60% pot still and 40% single malt whiskies. Winebow imports Dublin-based Kinahan s, the first whiskey ever to be trademarked. Claddagh Irish Whiskey honors its namesake traditional Irish ring design. The brands West Cork Distillers and Donegal Estates both evoke beloved counties in Ireland. The Pogues, an Irish rock band with strong America fan base, have a whiskey of their own, imported by M.S. Walker. But wait, there s more. No Irish liquor collection is complete without some Irish Creams and the Irish specialty called poitin. Traditionally, poitin (pronounced po-cheen ) was made from malted barley, sugar beets and potato. Brands in the U.S. include Glendalough, Mad March Hare and Irish Glory. ABOVE LEFT: Louise McGuane is a leader in the revival of whiskey bonding in Ireland, which practically disappeared in the 1930s; under the J.J. Corry label, she blends and matures whiskies from multiple sources. / Knappogue Castle 12 Year Old / Brothers Jack and Stephen Teeling. / Caskmates is Jameson s crossover project using beer-seasoned barrels. / Bushmills barrels. The IWA s Irish Whiskey Tourism Strategy, which it launched a little over a year ago, seems to be bearing fruit. The organization reports that visits to Irish distilleries increased 11 percent in 2017, with 814,000 people touring the country s production facilities. IWA s goal is to make Ireland a world leader in whiskey tourism by BOTTLES TO WATCH Here are a few highlights of Irish brands and producers, both new and established, that are making waves in the U.S. whiskey market. WALSH WHISKEY Bernard and Rosemary Walsh launched their company in 1999, initially to blend and bottle their Irish coffee recipe, which became the Hot Irishman. Eight years later, they launched The Irishman 70 (marketed as The Irishman Original Clan in the U.S.) and The Irishman-Single Malt. The former is a blend of both single malt and single pot still Irish whiskey and the rare blend of whiskies made completely in pot stills. Walsh has since launched The Irishman-Cask Strength, as well as a 12 Year Old Expression. In 2009, it unveiled Writers Tears Copper Pot, distilled from 60% pot still and 60% single malt whis-

22 kies, aged in American oak bourbon casks. Writers Tears is a gold medal winner at the International Spirits Challenge in London. PERNOD RICARD / IRISH DISTILLERS In addition to making single pot still whiskeys like Redbreast, Greenspot and Yellow Spot household names among American drinkers, Pernod Ricard s Irish Distillers unit has been having quite a bit of fun with its most famous trademark: Jameson. The company recently introduced the latest addition to its craft beer-themed Caskmates line. Jameson Caskmates IPA Edition is finished in barrels that previously held an India pale ale produced by an Irish craft brewer, giving the whiskey some hoppy nuances. The company also launched Jameson: The Blender s Dog, the second in The Whiskey Makers Series. The Blender s Dog, a combination of mature whiskeys from the vast stocks at Jameson s New Midleton Distillery celebrates the role of Head Blender Billy Leighton. WILLIAM GRANT & SONS / TULLAMORE D.E.W. Tullamore D.E.W. has been experimenting quite a bit with its cask finishes. Last fall it launched its seasonal Cider Cask, which the brand says is the first whiskey to be finished in hard cider barrels. This spring, the distillery will introduce Tullamore D.E.W. XO Rum Cask Finish, its Original Triple Blend, finished in first-fill XO Jameson continues to prove that the brand is way more than a shot; The Blenders Dog is designed to be served with no ice and just a few drops of water. Give it a swirl and allow to sit for 2 or 3 minutes, advises Head Blender Billy Leighton. Caribbean rum casks. Not only is the spirit a delicious new direction for the brand, with distinct tropical fruit and warm spice flavors, it also tells a story of seventeenth-century Irish immigrants playing a role in the early development of rum in the Caribbean, says Paige Parness, Senior Brand Manager. With it, we re hoping to continue our story of championing great blends in distilling and world in which we live.

23 The beverage alcohol market analysts at IWSR expect Irish whiskey consumed in the U.S. to rise from 4.1 MILLION CASES in 2017 to 4.5 MILLION in 2018 and top 5 MILLION in TEELING WHISKEY CO. Teeling s Trinity range taps a variety of barrels from around the world. The first of those is Teeling Small Batch, a blend of malt and grain whiskeys, aged for approximately six years and married in Central and South American rum casks. Teeling Single Grain is made from corn and fully aged in California Cabernet barrels. Teeling Single Malt is finished in five distinct wine casks, giving the whiskey some striking fruit notes. J.J. CORRY Louise McGuane is a leader in the revival of whiskey bonding in Ireland, which practically disappeared in the 1930s. Operating on her family farm in County Clare, a mile from the coast, and bringing back the J.J. Corry brand (named after a legendary nearby whiskey bonder), she blends and matures whiskies from multiple sources. Her first release, The Gael, is a 60% malt, 40% grain blend of whiskies from seven to 26 years old. THE TEMPLE BAR Fresh from Dublin, The Temple Bar Whiskey, carries the name power of Ireland s most famous bar (180 years young) and also takes the bonding approach. In 2005, The Temple Bar owner Tom Cleary started with his original tripledistilled Signature Blend; 10- and 12-Year- Old whiskies followed. All three are finished in bourbon casks. WEST CORK West Cork is one of the few distillers in Ireland to boast actual Irish ownership. They use exclusively Irish barley as well as fresh local spring water. Their Glengarriff Series features single malts aged in Sherry casks and then finished in barrels with a particular char; peat and bog oak char came first, Glengarriff Cherry Charred Cask and Glengarriff Apple Charred Cask arrive this spring. SLANE Slane s name is familiar to rock n roll fans, thanks to the worldfamous Slane Castle Concert series, founded in Slane Irish Whiskey was created by Brown- Forman and the Conyngham family of Slane, whose roots in the Irish village date back over three centuries. Slane s Triple Casked process uses virgin oak, seasoned oak and Sherry casks to produce a more robust flavor. KNAPPOGUE CASTLE With a 15th-century castle radiating tradition and authenticity, Knappogue Castle has emerged as Ireland s leading supplier of bourbon-barreled, age-statement single malts, with expressions aged 12, 14 and 16 years in good supply. Complementing the Knappogue Castle malts, the value-priced Clontarf label recalls the historic battle of LAMBAY Lambay Irish Whiskey, a crossover project, combines the Cognac-making skills of Camus with the distilling expertise of the Baring Family s Revelstoke Trust. Small Batch Blend is malted, un-malted barley and grain whiskies, blended, triple distilled and matured in bourbon barrels with a Cognac cask finish. A touch of Lambay Island Trinity Well Water makes the whiskey as unique as the island it calls home. The Single Malt is unpeated, tripled distilled and finished in Cognac casks that have been exposed to the sea air and maritime winds on Lambay Island. STILL MORE The Sexton Single Malt, from the Emerald Isle s North Coast, is made from 100% Irish malted barley, triple distilled and aged for four years in Oloroso Sherry butts. This young single malt is crafted by Alex Thomas, one of Ireland s few female whiskey blenders. Sean Muldoon and Jack McGarry, cofounders of the award-winning bar The Dead Rabbit, teamed up with Master Distiller Darryl McNally of The Dublin Liberties Distillery to create a namesake five-year-old blended Irish whiskey, seasoned in bourbon casks. Launching now in NY and NJ, The Dead Rabbit rolls out nationally in April. The Quiet Man, created by Derry, Ireland-based Ciaran Mulgrew, combines hand-selected whiskies, finished in first-fill bourbon barrels for sweet and spicy notes; offered in two varieties, a traditional Irish whiskey and an 8-year single malt, The Quiet Man is the first Irish whiskey bottled in Derry in nearly 100 years. And how about a celebrity Irish whiskey? Boston-based M.S. Walker has reintroduced John L. Sullivan Irish Whiskey, named after the legendary boxer and Boston native. Boston has deep Irish roots, and John L. embodied a lot of the things that make our city so great: toughness, class, and appreciation for a good drink, notes Brett Allen, Director of National Business Development.

24 FROM GRAIN TO GLASS THIS ST. PATRICK S DAY DISCOVER THE TRUE IRISH SPIRIT Produced, Distilled and Bottled in Ireland by West Cork Distillers, LLC. Imported by M.S. Walker, Inc. Boston, MA. 40% Alc/Vol. WESTCORKDISTILLERS.COM

25 BRAND PROFILE DYNAMIC DUO FROM MARKET STREET SPIRITS OPICI WINES SPIRITS DIVISION INTRODUCES PAIR OF IN-DEMAND WHISKIES BY W. R. TISH W hile a spate of supplier brand acquisitions and distributor mergers have grabbed headlines in recent years, Opici Wines still independent and family-owned, led by fourthgeneration Don Opici has quietly but emphatically expanded its Market Street Spirits division, guided by executives Mike Wolff, Vice President-Marketing; and Larry Neuringer, Spirits Director. Interestingly, two of the most recent additions to the growing portfolio, while both imported whiskey, are in ways polar opposites. One dates back centuries but is little known here; the other is new to market but has name recognition builtin at American pubs coast to coast. In each case, a compelling brand story is supported with distinctive product and solid field support. Tullibardine Single Malt Scotch Tullibardine (pronounced tuhl-ih-bardin ) is a small, family-owned distillery in the Southern Highlands, dating back to Its prime distinction: water from the Danny Burn spring, which takes 15 years to trickle to the distillery from its source. Comprising various ages and styles, Tullibardine selections are naturally limited in volume sometimes extremely so, as in the 1962 Custodian, with only 12 bottles available at $3,000 SRP. The flagship Sovereign Single Malt is more plentiful, as well as affordable at $40 SRP. Twice-distilled, aged in first-fill bourbon barrels and non-chill filtered, the 86 proof Sovereign is aromatically complex and rich and creamy on the palate. Other notable offerings include The Murray, a series of cask-strength whiskies ($80 SRP) released every nine months, the next one finished in Chateauneuf-Du Pape barrels; and the complex yet smooth Tullibardine 20 Year Old, a remarkable bargain at $150 SRP given its age statement. Also available: alternative finishes (Sauternes, Burgundy, Sherry; $45) and a 25 Year Old ($300). The Temple Bar Irish Whiskey At close to 180 years young, The Temple Bar is practically an Irish institution. Its name power is thoroughly current (just ask their 88,000 Facebook fans), conjuring warm, fuzzy thoughts among Americans who have visited to Dublin. The Temple Bar Whiskey Company, launched in 2015, taps the Irish tradition of bonding, in which pub owners bought whiskey in cask, before blending and bottling it for customers. The Temple Bar owner Tom Cleary started with his original Signature Blend Irish Whiskey (SRP $40), triple-distilled for a smooth, distinctive Irish style. Rounding out the portfolio are The Temple Bar 10 Year Old Single Malt ($65) and 12 Year Old Single Malt ($105). All three are finished in first- and second-fill bourbon casks. Liquor to Lips In overseeing the introduction these whiskies to market, Wolff and Neuringer both can call on experience working with national brands. Their hands-on approach to Tullibardine and The Temple Bar are reflected in personal visits to distributor partners to share their Liquor To Lips goto-market strategy. And they are finding keen interest in both new lines, albeit in different ways. With Tullibardine, it s the remarkable consumer acquisition price versus the uniqueness of the whisky how many 25 Year Old Single Malts do you see costing $275-$300 per bottle? For The Temple Bar, Neuringer notes, The initial reflex from distributor partners is Whoa too expensive. But when they take the liquid out to the market retailers embrace it warmly given the growth in the premium and super-premium end of the Irish whiskey market these days. And they are finding keen interest. Both categories, Single Malt Scotch and Irish Whiskey are thriving in America. Retailers understand that new SKUs are only going to help the categories keep growing, says Wolff. Quality product and strong branding are always welcome. n The Temple Bar, a veritable Dublin landmark.

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27 BRAND PROFILE CASTLE POWER WITH KNAPPOGUE, CASTLE BRANDS HAS AN IRISH WHISKEY TIGER BY THE TAIL BY W. R. TISH With widely recognized names like Goslings Rum and Jefferson s Bourbon, Castle Brands (one of the few publicly traded spirits suppliers on the New York Stock Exchange) has some firm footing in the U.S. market. The sleeper gem in the portfolio, though, is arguably Knappogue Castle a distinctive entry in a red-hot category, with authenticity, momentum and room for growth. Pronounced Nah Pogue, this Irish whiskey essentially put the castle in Castle Brands. In 1966, Mark Edwin Andrews purchased Knappogue Castle, a 15 th century castle in Ireland, then in ruins. He and his wife, an architect, restored the structure to grandeur, and they began bonding whiskey that is, buying casks of fine pot still whiskey from top distilleries, which they aged and bottled under what is now the Knappogue Castle label. The import company was founded in 1998 by the next generation, Mark Andrews III, under the name Great The flagship single malt was in Wine Enthusiast s Top 100 Spirits of Spirits, and later became Castle Brands Inc. in Embraced as their founding brand within the company, Knappogue Castle continues Mark Edwin Andrews bonding approach. Distilling is a science; maturing is an art, notes Jonathan Dubin, Brand Manager. Singular Distinction Key to the brand is its single malt identity rare among Irish whiskies but well established as a benchmark of quality among consumers. The core Knappogue expression, a 12 Year Old, representing about 80% of the brand volume, displays its age proudly. The pedigree of being a single malt, à la Scotch, is complemented by its accessible, smooth, well-balanced character, having been triple distilled then aged in bourbon casks for 12 years. It s sweeter and a bit lighter on the palate, explains Dubin, making it noticeably easy to drink. Dubin is quick to give credit to the category leader: Jameson has clearly created an opportunity; people are realizing that Irish whiskey is a vibrant, quality category. You need a global brand to bring consumers in. While about three-quarters of current sales are off-premise, Castle Brands sees tremendous opportunity on-premise, particularly for the 12 Year Old. It has a lot of flavor that comes through in cocktails, especially peppery spice and fruit notes, says Dubin. Castle Brands efforts to target bars with a concerted education effort at the distributor level has already paid off in multiple cocktail menu placements. Targeting On-Premise The authenticity of the brand story, helping revive the Irish tradition of bonding, has resonated with bartenders; and educator Phillip Duff has been on the road leading seminars covering not only the brand s history but also its distinctive position relative to other whiskies, Irish and beyond. To build on momentum approaching St. Patrick s Day, Castle Brands is releasing a 21 Year Old just 1,200 bottles for the entire country. The limited edition should add to the halo effect created by the other Knappogue Castle bottlings. (In 2016, Knappogue Castle 14 Year Old Twin Wood was named the Irish Whiskey of the Year at the 2016 Irish Whiskey Awards as well as the overall winner in the Irish Single Malts Whiskey 13 Years and Older category.) Meanwhile, Dubin notes the quiet success the brand has experienced via in-store tastings. Castle Brands recently completed a sweep that included tastings in their top five markets reinforcing the brand team s confidence that Knappogue Castle is among Irish whiskey s elite. n Knappogue (pronounced Nah Pogue) translates to hill of the kiss in Gaelic.

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29 BY JIM CLARKE CHIANTI 101 Thomas Jefferson, World War II soldiers, Hannibal Lecter: all appreciated a good Chianti. While Chianti has long been popular in the U.S. Americans drink more than a quarter of Chianti s annual production it sometimes faces a Rodney Dangerfield-like lack of respect. It s their own fault. The question that Chianti has never settled on is whether it s a brand, or a region. Many large producers push for the easy brand recognition to move cheaper, often rustic wine; more premium producers, particularly in Chianti Classico, argue for a terroir-based wine, as shown by the recent push to officially recognize the DOCG s subzones. It s a hard slog getting lazy Americans to simply remember to say Classico is challenge enough but many top producers are forging ahead. In any case, Chianti continues to work on the shelf, and at the table. Outlets with stretched service staff can rely on the Chianti name to sell itself with many of their customers, and venues with a more hands-on approach can recommend a well-aged boutique example with confidence. Whether you treat it as a workhorse or a thoroughbred, Chianti, as a whole, adapts with equanimity. WHERE IT S MADE Tuscany; the bulk of the Chianti region stretches from Florence down past Siena. CHIANTI DOCG CHIANTI CLASSICO DOCG TUSCANY FLORENCE SIENA However, it s important to distinguish between the Chianti DOCG and the Chianti Classico DOCG; the latter, home to higher quality wines and a longer pedigree, is smaller, confined to a set of hills between those two cities. The larger Chianti zone is sub-divided into seven other zones, which are beginning to distinguish themselves. GRAPES: Sangiovese reigns supreme; Chianti, alongside Brunello di Montalcino and Vino Nobile di Montepulciano, is the grape s most famous home. Chianti DOCG wines must contain a minimum of 70% Sangiovese; international varieties (Cabernet Sauvignon, Merlot, Syrah, etc.) are permitted, as are local varieties like Canaiolo Nero, Colorino, and nota- t Chianti Classico is effectively the center of the Chianti region, which in fact is now also further demarcated into subzones. The most important subzones are Rùfina, Colli Senesi and Colli Fiorentini; others, seen less frequently in the U.S., include Colline Pisane, Colli Aretini, Montalbano and Montespertoli ABOVE: Like many Tuscan estates today, Tenuta di Nozzole makes IGT Toscana wine as well as DOCG Chianti Classico, Riserva and Gran Selezione wines.

30 bly, the whites Malvasia del Chianti and Trebbiano Toscano. Chianti Classico calls for a minimum 80% of Sangiovese and also allows other local and international varieties, but no white varieties. While the addition of international varieties, first permitted in 1996, meant Chianti could make darker colored, riper, rounder wines in the so-called international style, many producers feel even small additions of varieties like Cabernet Sauvignon and Merlot overwhelm the character of Sangiovese, and are turning toward 100% Sangiovese wines or blends with only small amounts of the traditional varieties Colorino and Canaiolo. CHIANTI CLASSICO 70% 80% MINIMUM PERCENTAGE OF SANGIOVESE GRAPES REQUIRED HISTORY: Early mentions of Chianti, both as a region and as a wine, go back to at least the 13 th century. In 1716 Cosimo III de TERMS TO KNOW RISERVA: indicates a minimum of two years aging before release. GRAN SELEZIONE: Introduced in 2014, this new category requires longer aging 30 months and must be made with estate fruit. Unofficially these wines represent single-vineyard crus, expressly because of the extra attention given to the wines. SUPERIORE: Only used for the Chianti DOCG; indicates a minimum alcohol of 12.5% (rarely relevant today, since few Chiantis come in below this). GOVERNO: indicates wine went through an additional fermentation on dried grapes, similar to Valpolicella Ripasso. Done to strengthen the wine and kick off malolactic fermentation. Sangiovese is a workhorse grape all over Tuscany; clones of the variety also drive the character of Brunello di Montalcino and Vino Nobile di Montepulciano. Medici, the Grand Duke of Tuscany, legislated that four villages define the official production zone (all four lie within the Classico region today). Late in the following century, Barone Ricasoli would articulate a preferred blend for the wines, placing Sangiovese firmly at the core of Chianti wines. In the mid 20 th century, the Italian government in effect allowed Chianti to be defined as a style, not a region; the Chianti Classico consortium came together as a direct reaction against the new law. Regulations tightened in 1984, when Chianti and Chianti Classico became DOCGs, and again in 1996, when, among other changes, yield requirements were tightened and white grapes were no longer required in the blend. SELLING POINTS By-the-Glass: Most wines from centuriesold, classic regions come in at high price points, but many highly-regarded Chiantis, and even Chianti Classicos, are available at by-theglass prices. Pairings: Typically lighter bodied, with firm acidity and tannins, Chiantis are quite flexible at the table. While the tannins can be too much for seafood, Chianti is a red that stands up to even red meat without being too fullbodied or heavy, lending itself to summer grilling, for example. They work well with many vegetables (mushrooms, eggplants, etc.) and of course, the acidity makes it great with tomato sauces and pizza. Ageability: For novice drinkers who want to take their first steps toward understanding aged wine, Chianti Classico or Chianti Rufina can make a great, affordable starting point. FUN FACTS Once upon a time, the fiasco, a straw-wrapped flask, facilited transport of Chianti to market by wagon, as there were no navigable waterways until one reached Florence. Only in 1969 did Bordeaux-style bottles surpassed the fiasco in use Unlike many classic wine regions, Chianti Classico is not densely planted with vines; the region 177,500 acres, but less of a tenth of that is actually vineyards. The Black Rooster on Chianti Classico bottles was originally the symbol of the Lega del Chianti, comprised of the towns Castellina, Radda, and Gaiole. The Chianti Classico Consortium began using it as their trademark in Three soil types dominate Chianti: Galestro (friable clay schist) Albarese (marl) Macigno (sandstone)

31 SELLING BDX NOW MODERN BORDEAUX IS READY FOR ITS CLOSE-UP BY ETHAN FIXELL Burdened by its reputation as a polarized region one producing nothing but unaffordable Classified Growths or cheap, generic blends Bordeaux has seen better centuries. But the tides are undeniably shifting. Thanks to a wave of younger, globally conscious winemakers, the rise of smaller appellations, and expanding consumer tastes, Bordeaux has more to offer Americans today than ever before. In an era of truly global competition, Bordeaux holds its own, especially when reframed. The stately chateaus of the 20th century are not what sells Bordeaux today, which is fine the wine doesn t need or deserve that image. With its alreadypopular varieties and long tradition of attentive viticulture, Bordeaux epitomizes the simple, enduring French equation for fine wine: the right grapes planted in the right places. The day of the Bordeaux grower has arrived, declares Mary Gorman-McAdams, Master of Wine and North American Market Adviser for the CIVB (Bordeaux Wine Council). Whereas more modest appellations previously remained firmly in the shadows of the Classified estates, they now show confidence in producing wines of authenticity, from their own little piece of Bordeaux terroir, she says. COME FOR THE GRAPES, STAY FOR THE STYLE & VALUE As Gorman-McAdams notes, most American consumers still rely on grape variety rather than regional origin to navigate their purchases. And two grapes commonly name-checked by Americans include Bordeaux s stars: Cabernet Sauvignon and Sauvignon Blanc. For the same price as (or less than) a large-volume, branded New World wine, consumers can get a delicious Sauvignon Blanc from a family-owned property in Bordeaux. The fact that the grape is blended with Sémillon is easily framed as a regional specialty. In many ways, dry white Bordeaux offers MARGIN MAGIC Embrace wines from lesser-known Bordeaux sub-regions: they will usually sound familiar but not be recognized, making it easier to get healthy margins. This gives off-premise retailers an edge on chain and big-box stores, and restaurants profitable glass pours. Baron Francois sells about half of its inventory to restaurants. Ouside of the holidays, we see more rotation on-premise for the mid- to high price points, explains Alexandre Thevenet. appeal to all wine drinkers, Gorman- McAdams notes, as the Sémillon in the blend tempers the raw, bold power and acidity of the Sauvignon Blanc. Entre-Deux-Mers is an incredible region for white wine because of its clay and limestone soil, providing plenty of freshness and acidity, she adds. Alexandre Thevenet, Sales Manager for importer/ distributor Baron Francois in New York City, points to Graves whites, in particular, as great replacements for Loire Sauvignons like Sancerre, while offering especially high margins to restaurants. Likewise, fans of richer, oaked wines will enjoy the wines of Pessac-Léognan more expensive than EDM, but still at a fraction of the price of Napa Chardonnay or Burgundy.

32 In terms of reds, the classic dichotomy of Left Bank favoring Cabernet Sauvignon and Right Bank favoring Merlot is built for today s grape-centric consumers. And in both cases, the wine s propensity to be less overtly ripe than its New World counterparts is an advantage; Bordeaux is typically a degree or so lighter in alcohol, making it naturally more balanced. Meanwhile, Bordeaux s longstanding identity as a blend positions it perfectly in the wheelhouse of current American drinking. Here again, Bordeaux has a solid, structural selling point: its bit of tannin makes the wine more food-friendly than smooth, jammy-styled red blends. With overall regional quality on the rise, Gorman-McAdams emphasizes that this has set the stage for value in less sought-after appellations. On the Right Bank, she points to Côtes de Bordeaux, Fronsac and Lalande-de-Pomerol as great buys selling for $20 to $30 retail. Being Merlot dominant, they have an early appealing fleshiness and texture but most can also stand the test of time and can be cellared for at least five or six years, she explains. And Listrac-Médoc is an opportunity to offer classic Left Bank Bordeaux at a fraction of the prices commanded by top Chateaux, but with wines that absolutely sing of terroir and classic Cabernet Sauvignon structure and elegance, says Gorman-McAdams. Thevenet adds that Petit Bordeaux under $96 per case wholesale, i.e. $11.99 retail are no-brainers for grab and go at store entrances. Those wines are, for the most part, family owned products made with great care, he asserts. Nowadays, it s rare to find a bad $12 Bordeaux. THRIVING OF THE FITTEST Of course, none of the above matters unless retailers can communicate the value to consumers. Gorman claims that a properly educated staff can speak more comfortably about the wines and thus, increase sales. To this end, she recommends the new, free Bordeaux Wine School app, Oenobordeaux, which offers facts and tips in a fun, modular format. Most importantly, Gorman urges retailers to interact with customers directly. When someone is looking for a Merlot or a Cab, she says, a salesperson can suggest Bordeaux, reminding the customer that these are wines made from familiar varieties, and point out that the expensive Bordeaux wines represent less than 5% of what the region produces. A retailer can also promote in-store tastings via the web, COMPLICATED? NOT REALLY At its simplest, Bordeaux presents classic expressions of already well-known grapes primarily Cabernet and Merlot among reds, Sauvignon Blanc among whites. Want to get serious? Wines from subzones such as Graves (above) will bear a character similar to but distinct from wines from other subzones; that is terroir in action. An evergreen selling point: because grapes in Bordeaux tend not to reach the ripeness levels of their New World peers, they are typically as degree or so lower in alcohol, making the wines naturally more balanced and logically more food-friendly. or social media to bring in traffic and familiarize customers with Bordeaux. Bear Dalton, Head Wine Buyer for Spec s Liquor Stores in Texas, travels to Bordeaux annually to taste and select wines to sell back in America. At the same time, however, he knows those wines aren t necessarily going to sell themselves. Dalton believes that in-person tastings are the best ways to sell Bordeaux on the retail level. Give the customer a proper pour, in a proper glass, in a relaxed environment, he says. Tell them what they re tasting and why it tastes like it does. Let them engage their brain as well as their senses. Through such a demonstration, a salesperson can prove exactly where the value lies. Simply put, Bordeaux offers the best experience at the table at the best price, he continues. Chateau-bottled Bordeaux is real wine from a real place, made by real, identifiable people from grapes grown with increasingly environmentallyfriendly practices, in styles that work well with a variety of foods.

33 RETAIL MANAGEMENT IT WAS A VERY GOOD YEAR (WASN T IT?) TIPS FOR SELLING WINE WITH VINTAGES IN MIND BY KIT PEPPER WINE 20XX France Faces Worst Wine Grape Harvest Since 1945 shouts one headline about the 2017 vintage. France s most recent vintage was indeed terrible, because it was the smallest harvest in recent history an issue of quantity, not quality. This is just one example of a tendency to over-simplify vintage, make it a single yes or no question. Customers may not ask about vintage: but they count on buyers to know its complexities and offer wines that show its most desirable facets. So here is a different kind of vintage report: six strategies buyers can use to select wines in any vintage and help customers understand what s really important. 1 Know your audience. Vintage means different things to different people. A collector of Barolo is looking for a wine that will age well and hold its resale value. A commuter buying a $20 Viognier to drink with dinner is a different matter, and someone taking wine to the beach or a Pinot Grigio to Book Club may not give a thought to vintage at all. Ryan Sciara, owner of Underdog Wine Co in Kansas City, sees this play out at retail. His shop is dedicated primarily to wines for the everyday customer. It s pretty rare that these customers ask about vintage, whereas with his handful of collectors 95% of the conversation is about vintage and producer, focusing on Burgundy, Bordeaux, and Barolo. If he mentions vintage to his general customers, he may use a great one like 2015 in the Rhone Valley to help him introduce a new style of wine to someone who can access it right away. 2 Use charts and scores wisely. Vintage charts score vintages by region and may offer advice on what to drink now or hold, but they are unable to drill down to subregion, vineyard, grape variety, or producer. For the everyday consumer, the fine points of a bottle lie in these details. When asked what defines a great vintage, Eva Fricke, owner of an eponymous winery in Germany s Rheingau, speaks of complex vineyard and weather details and how those translate into balance in the wine. She believes charts and scores can be very helpful to the consumer, but warns that the charts present only better and worse. She wishes they spoke in terms of more fruit, more acidity, more liveliness or more richness, more texture. 3 Look for hidden treasures. In an off year when a winery decides not to make the top wine, ask yourself, Where is that fruit going? Often it will be used in a lower-appellation wine. Amy Ezrin, senior vice president at New York-based importer Massanois, points out that Rosso di Montalcino is a great bottle to buy on an off vintage because that s a declassified [Brunello]. She notes that most people wouldn t know to seek out these wines because they re thinking regionally. But what is

34 A CAMPAIGN FINANCED ACCORDING TO EC REGULATION N. 1308/ Imported from Italy by Enovation Brands, Inc., Aventura, FL Please Drink Responsibly GEMMADILUNA.WINE

35 RETAIL MANAGEMENT WHEN NATURE FORCES A COMPROMISE AND WINEMAKERS RESPOND CREATIVELY, THE RESULTS CAN BE WELL WORTH SEEKING OUT. bad for Brunello may be good news for Rosso, and this goes for many appellations with upper and lower tiers think Barolo and Langhe Nebbiolo. 4 Embrace special editions. When nature forces a compromise and winemakers respond creatively, the results can be well worth seeking out. Julien Sunier, who makes organically farmed wine under his own name in Beaujolais, suffered 70% crop loss in 2016 due to hail. One week before harvest I decided to create a little negociant label because [of the short crop], he says. I found very nice grapes, old vines, but not organic, not certified. He wanted to give people something aged in tank, very fresh. This became his Wild Soul Vin de France, and he ll make it every year now. Starting in 2018, the fruit will be organic. 5 Trust yourself and your sources. Both Ryan Sciara and Sarah Pierre, managing partner of 3 Parks Wine Shop in Atlanta, emphasize that they buy based on tasting. If you re tasting, vintage doesn t always matter per se, points out Pierre. The buyer is the final gatekeeper before a wine is offered to the public, but there are other sources buyers can rely on. One step up the chain is the importer. Sciara says, We buy from importers we trust and know, and they re making the decision about vintage for us. Beyond the importer is the wine maker, and the notion that a good wine maker can be relied on to make a good wine. Massimo Alois, of Fattoria Alois in Campania, says that when he s selecting wine to drink, The first thing I do, I look at the winery number one for us is the winery, the mentality of the winemaker. Number two is appellation, the area, the cru; season is number three. A wine maker s own preference can also be a selling point. Julien Sunier points out that among his own wines, The press loves big vintages like I don t drink those vintages. In the end I always go for the lighter vintages [like 2014, 2016]. 6 Know when vintage doesn t matter. Tasting wines from one year to the next for her graband-go section, Sarah Pierre says, The wines are manipulated, they taste exactly the same vintage doesn t even cross my mind. On the other hand, points out Amy Ezrin, with whites and rosés on the value end, you typically want the latest vintage. Entry-level whites and rosés fade more quickly than finer wines and even entrylevel reds. Look for hidden treasures. In an off year when a winery decides not to make the top wine, ask yourself, Where is that fruit going? Often it will be used in a lower-appellation wine. Understanding vintage is really knowing wine, says Pierre. As we see more extreme weather affecting harvests around the world, knowing how to unravel the strands of vintage will help buyers offer wines that keep customers coming back. n In-store tastings can be the best indicator of a wine s ability regardless of vintage.

36 PINOT GRIGIO DELLE VENEZIE DOC LIMITED ALLOCATIONS AVAILABLE CALL YOUR DISTRIBUTOR FOR MORE INFO! A CAMPAIGN FINANCED ACCORDING TO EC REGULATION N. 1308/ Imported from Italy by Enovation Brands, Inc., Aventura, FL Please Drink Responsibly GEMMADILUNA.WINE

37 P new products LAMBAY IRISH WHISKEY Lambay Irish Whiskey combines the Cognac blending acumen of Camus, and the distilling expertise of the Baring Family s Revelstoke Trust. Lambay Small Batch Blend is malted, un-malted barley and grain whiskies, blended, triple distilled and matured in bourbon barrels with a Cognac cask finish. Lambay Single Malt is unpeated whiskey, triple distilled and finished in Cognac casks that have been exposed to the sea air and maritime winds on Lambay Island. 80 proof. 2. LUCAS BOLS 100% MALT SPIRIT For the first time, Lucas Bols 100% Malt Spirit is available in select U.S. markets. Based on the original recipe bottled over 350 years ago as a medicinal product rather than a recreational one, Bols 100% Malt Spirit is distilled from long-fermented corn, rye, and wheat with juniper berries. This combination delivers a balance of malty smoothness and complexity on the palate with grainy, grassy notes and sweet honey as well as undertones of apple and citrus. 94 proof. 3. HESS SELECT PINOT GRIS The Hess Select portfolio, sourced from sustainably-committed grower partners throughout California, is debuting updated packaging as well as a brand new 2017 Pinot Gris, which joins the label s five other varietal wines and the Treo red blend. Packaging will continue to feature the lion symbol, plus a Family Owned c tagline. The Hess Family Wine Estates portfolio comprisess The Hess Collection, Hess Select, Artezin, MacPhail Family Wines, Colomé and Amalaya. SRP: Small Batch $35; Single Malt $70 cilusinc.com SRP: $69.99 lucasbols.com SRP: $13 hesscollection.com 4. FOUR PILLARS BLOODY SHIRAZ GIN Australian distillery Four Pillars, founded in 2013, is adding to their flagship Rare Dry Gin and Navy Strength (117.6 proof) gins. The newest export is Bloody Shiraz Gin, a sweet, lush, purple elixir. Shiraz grapes are steeped in their Rare Dry Gin for eight weeks and then pressed; when that liquid is returned back into the vat, the result has notes of fresh pine needles, citrus, spice and dense raspberry proof. 5. FETZER 50 TH ANNIVERSARY CABERNET Mendocino-based Fetzer Vineyards, a leader in sustainability, is celebrating 50 years. To mark the golden anniversary, Fetzer is releasing a limited-edition 50 th anniversary commemorative Cabernet Sauvignon. Blended with select other reds including Petit Verdot, Merlot and Syrah, the wine has bright fruit flavors framed by undertones of mocha, vanilla and toffee. In addition, a 50 th Anniversary sticker is being added to the entire Fetzer line. 6. BIG FIVE RUM In the 1950s, Havana society raised their rum drinks at grand social clubs; none were bigger than the Big Five the Vedado, the Miramar, the Biltmore, the Havana Yacht Club and Casino Español. Big Five Rum celebrates the cosmopolitan leisure of those clubs and the Cuban spirit that flowed through them. Made from molasses, the rum is gluten-free and is available in three SKUs: Silver, Gold and Coconut (all natural caramel and coconut used). Florida-made, Cuban-inspired. SRP: $39.99 fourpillarsgin.com.au SRP: $12.99 fetzer.com SRP: $19.99 big5rum.com

38 ROOT OUT ROOT BEER FLAVORED WHISKY Suppliers continue to test the limits of flavored whiskey. Root Out Root Beer Flavored Whisky is a blend of root beer flavoring with a smooth Canadian blended whisky that is aged for four years in American Oak ex-bourbon barrels, generating a rich, root beer character with a hint of vanilla. Can be enjoyed neat, on the rocks, as a shot and or customized in a cocktail. Available nationally. 70 proof. 8. GEMMA DI LUNA PINOT GRIGIO Enovation Brands is adding a Pinot Grigio DOC delle Venezie to its popular Gemma di Luna line. Fresh and crisp with notes of stone fruits and balanced acidity, it exemplifies the delle Venezie DOC terroir. The Pinot Grigio joins a Sparkling Moscato under the label and is packaged in a gracefully curved bottle whose pearl white capsule and elliptical label are both enhanced with a laser foil effect reminiscent of pave diamonds. 9. STRONGBOW ROSÉ APPLE Strongbow is introducing Rosé Apple, a semidry hard cider with a touch of red-fleshed apples. With a light, fruity taste and 5% ABV, the new cider is reminiscent of a rosé wine but with 50% less sugar than leading U.S. hard ciders. As with all Strongbow products, the new Rosé Apple contains no artificial flavors or colors. Available in six-pack of 11.2oz bottles; the Strongbow variety 12-pack (replacing Orange Blossom); and, for a limited time, 5.1oz mini-cans. SRP: $25.99 SRP: $14.99 rootoutwhisky.com gemmadiluna.com enovationbrands.com strongbow.com heinekenusa.com 10. BEAR FLAG ZINFANDEL Bear Flag 2015 Zinfandel, with its inaugural vintage 2015, honors both the state s most famous wine grape and the historic Bear Flag Revolt of 1846, when rebels proclaimed state independence and raised the Bear Flag in Sonoma County. Fittingly, Bear Flag turned to Sonoma for their grapes: 78% Zinfandel supported by Petite Sirah and other red grapes, yielding a ripe, full-bodied wine with true Zin character, notes of dark jam and toasted oak. 11. REBELLION BOURBON & RYE New from Market Street Spirits, a division of Opici Wines, Rebellion Rye and Bourbon honor the feisty farmers who in 1794 stood up to fight Federal taxes. Each features hand-numbered birch paper labels and beveled metallic gold logo. Rebellion Rye is a two- to three-year old blend of 65% rye, 23% corn and 12% malted barley; 86 proof. Rebellion Bourbon is a fouryear-old blend of 75% corn, 20% rye and 5% malted barley; 90 proof. 12. RIGA BLACK BALSAM Amber Beverage Group is aiming to shake up the herbal bitters category with the U.S. release of Riga Black Balsam. Sold in ceramic flagons, this specialty spirit comprises 24 different plants, flowers, juices, roots, oils and berries, prepared in oak barrels and bottled at 90 proof. Riga Black Balsam can be enjoyed as is, or in shots and mixed drinks. Launched in collaboration with New York-based Aligned Beverage Solutions. Also available in Black Currant (60 proof). SRP: $30 bearflagwine.com SRP: $33 marketstspirits.com SRP: $27.99 rigablack.com alignedbeverage.com

39 B bar biz SPEED + STYLE FORM IS FINALLY CATCHING UP TO FUNCTION BEHIND THE BAR Pouring Ribbons maximizes space with a tall back bar featuring built-in steps; and refrigeration set above workstations makes for easy access, trimming prep time. BY JACK ROBERTIELLO For all the talk about how cutting-edge today s cocktail scene has become, a peek behind the bar will often tell you otherwise. Some 90 percent or so of the patents on bar equipment go back to the 1950s and 1960s, says Tobin Ellis, and he s not being complimentary. Ellis, a former bartender turned bar designer who collaborated with the engineering team at Perlick to create his own line of commercial bar equipment, isn t alone among bartenders bemoaning the state of bar design. A few, including Joaquín Simó of NYC s Pouring Ribbons, have created one-offs suited specifically to their needs. Francesco Lafranconi, Executive Director of Mixology & Spirits Education for Southern Glazer s in Francesco Las Vegas, has developed the Lafranconi s patent-pending oval Race Track, a single-unit oval design called the Race cockpit design that aims to Track is set to debut minimize bartender movement commercially and reduce strain. this year. But in the big picture of America s bar scene, the vast majority of operations, especially chain restaurants, have neglected production needs in bar design. Ellis, whose equipment has been installed in high-end cocktail bars including the Columbia Room in Washington, DC, and Manifesto in Kansas City, as well as St. Regis hotels and Hard Rock Cafés, says lack of attention to the bar while budget-busting sums go to dazzling décor is the most significant problem. Designing bars is begging for scraps to get the job

40 ULTIMATE BEVERAGE CHALLENGE PRESENTS ULTIMATE WINE CHALLENGE 2018 Since 2010, Ultimate Wine Challenge has set the platinum standard for wine evaluation. Each year in May, the world s foremost wine authors, educators, journalists and buyers, led by F. Paul Pacult, convene at the state of-the-art Ultimate Beverage Challenge evaluation center in Hawthorne, NY to judge wine entries from all over the world. The coveted UWC Chairman s Trophy is awarded to the top scoring wine in major categories; wines are also recognized with the accolades Finalist, Great Value and Tried & True Award. High-scoring results are featured to the trade in print and online in all major U.S. markets in Beverage Media publications. ENTRY DEADLINE: MAY 4, 2018 ENTRY DETAILS: ultimate-beverage.com/uwc2018enter QUESTIONS: info@ultimate-beverage.com or UBC GUIDE: HIGH SCORING PRODUCTS FROM ULTIMATE WINE CHALLENGE 2018 WILL BE INCLUDED IN THE BEVERAGE MEDIA GROUP TOP U.S. MARKETS OCTOBER 2018 ISSUE. ultimatebeverage.com

41 B bar biz THE PEOPLE WHO MAKE OR BREAK THE PROFITABILITY OF BEVERAGE REVENUE ARE ALMOST NEVER CONSULTED WITH DESIGNING THEIR OWN WORKSTATIONS. TOBIN ELLIS done, says Ellis. When the designer s job is done, bartenders and servers who inherit their design are left with figuring out how to make it work. Designing hyper-efficient, ergonomic bars is not a designer s forté. Some Attention Please? Cocktail-centric bars are jammed with ingredients today, so when Simó designed Pouring Ribbons, he maximized space with a tall back bar featuring built-in steps and refrigeration set above workstations to trim prep time, among other innovations. Simó agrees with Ellis about timing: Operators need to realize you have to PIT STOP The Race Track cockpit (ABOVE) aims to minimize bartender movement and ergonomic stress. Tobin Ellis (BELOW LEFT), who has a signature line of equipment with Perlick, notes that budget-busting sums funneled into decor without more attention paid to the bar is a significant problem. bring whoever is designing the bar from the very beginning. The second you run plumbing or pour concrete you are handcuffed to a given layout and there is only so much you can do with equipment once that s done. But even his model, seen by some as worth copying, needs tweaks, he said. Insulating his double speed rails may have lessened hard impact but bartenders still must lean into Joaquín Simó them when working, causing potential long term strain; minimiz- you run plumbing or cautions: The second pour concrete you are ing the gap between the rail and handcuffed to a given the bar would help, he says. layout. Lately, Simó is seeing incremental changes at bars more sinks with tin rinsers that meet sanitation codes; more pedal-activated sinks; and more back-supportive and easy-to-clean floor mat materials. Ellis is optimistic that the new generation of beverage pros rising in chain ranks will start considering roomier workstations designed for high-volume and better drawer refrigeration, but also bar placement. In the chain restaurant bar heyday, bars were central focal points that attracted steady customers and high profitability, and he thinks some of what the they now suffer is a result of emphasizing food over drink. You don t make money with food the way you make money with beverage, Ellis asserts. Nobody ever says, Boy, that was a good ribeye, let s get another. But it may take time to unlearn common practices. This is a unique industry in that the people who make or break the profitability of beverage revenue are almost never consulted with designing their own workstations, says Ellis. You would never hire a Formula One racer to try to win the Grand Prix and have someone else design the car without his input. In the bar world, that s what happens.

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43 MARYLAND BEVERAGE PROS REACT TO THE NEW TAX LAW By Teddy Durgin There's really no other way to put it. In December, the White House signed a historic tax bill into law that was absolutely loaded with "goodies" for the beer, wine, and spirits business. A number of the Maryland-D.C. area's top beverage industry professionals weighed in on the changes, and their enthusiasm was obvious. Jaime Windon, owner and co-founder of St. Michaels-based Lyon Distilling Co., declared during a recent interview with the Beverage Journal, "The tiered changes create a more competitive and equitable tax system, "Historically, which significantly benefits the high smaller distilleries and every distillery in Maryland. Historically, the high federal federal excise tax rate on distilled spirits excise tax rate on distilled spirits has been a huge barrier to growth. The largest has been a huge barrier to tax savings apply to distilleries growth." producing less than 100,000 gallons of spirits each year, indeed reducing the rate from $13.50 per proof gallon to $2.70 per proof gallon. To put that in perspective, in (continued on page 44) 42 BEVERAGE JOURNAL March

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45 "There is an immediate benefit in that there is some tax relief at the lower end." our first year [2012], Lyon made less than 1,000 gallons. In 2018, we plan to make 10,000 gallons. That represents a potential savings of $108,000 in federal excise tax under the new law." She continued, "Obviously, we and all of our fellow distillers in Maryland and beyond are thrilled with the tax cuts, and I believe it will certainly spur growth and benefit the craft sector significantly. In fact, all Maryland distillers will benefit from the massive [80 percent] deduction for the first 100,000 gallons, as to my knowledge no distillery in the state is currently producing over that amount annually." Tucked away in the new legislation is the so-called "Craft Beverage Modernization" provision, which has cut federal excise taxes on alcohol producers, particularly small brewers. Heavy Seas Beer founder and owner Hugh Sisson comments, "The primary positives of the new tax law is it saves us some overall cash. There's about a 50 percent reduction in the amount of federal excise taxes that we pay. We're in a capital-intensive business, and this gives us the ability to either hire more people or invest in more equipment. In our case, it'll probably be a little of both." Windon agrees. She expects her business will follow Sisson's lead, stating, "As a genuine start-up operation, relying on steady and organic growth, we will reinvest every dollar saved in growing our company, expanding production, and continuing to create the best possible spirits, while investing in our employees and community. For many of our fellow distilleries, this savings will enable them to hire their first employee -- a crucial step for owner-operators of any business." Boordy Vineyards President and co-owner Rob Deford has similar plans. "What it's going to do is free up money for investment," he said. "This business is constantly hungry for capital. It involves a lot of risk on the agricultural side, and it involves a lot of support for the marketing side. Any free change that's rattling around as a result of this bill WILL be deployed! It won't go into my pocket or any of the other family members who own Boordy. It's going right into the business." The new law also reduces the beer tax from $7 to $3.50 per barrel on the first 60,000 barrels and $18 to $16 per barrel on the first six million barrels. In addition, it extends wine tax credits to all domestic wineries whereas the credits currently are limited to small producers. The tax credit ranges between $0.54 to $1.00 per gallon. Wines that are made with a higher percentage of alcohol by volume, 14 percent to 16 percent, will now be taxed as others at $1.07 a gallon -- down from $1.57. And such low-alcohol "The primary positives of the new tax law is it saves us some overall cash. There's about a 50 percent reduction in the amount of federal excise taxes that we pay." wines as mead that are made with higher carbonation will not be taxed at a higher rate than still wines. Among those most pleased is Deford. He commented, "There is an immediate benefit in that there is some tax relief at the lower end. It will save our company $3,000 right out of the gate, which is great. I like the bill because it is fair. I've never liked carveouts specifically for small wineries. Although I feel at the lower end of production, tax relief is necessary because we don't have the economies of scale. But I've never felt that the reduced tax should be limited to some arbitrary number of small producers. I like the fact that this bill is extended to all wineries. And that once you get up to a certain size, it's like a graduated tax. I can't imagine in my lifetime or my son's that we'll ever break the limit of this tax. It's quite high." (continued on page 46) 44 BEVERAGE JOURNAL March

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47 M made in MD (continued from page 44) Kevin Atticks, Executive Director of the Maryland Wineries Association, is similarly enthused. "The law extends credits for a certain level of production for all producers," he pointed out. "This becomes a stimulus to the industry, allowing for early reinvestment back into producers businesses. We are already hearing of plans by our in-state producers to hire more staff or purchase more equipment or build production capacity." Atticks is also founder and CEO of Grow & Fortify. The Baltimore-based management firm supports businesses and organizations in the fields of agriculture, tourism, and food policy. So was he or any of the other beverage pros interviewed for this article surprised that beer, wine, and spirits got so much care and attention at the federal level? After all, Congress rarely debates alcohol excise taxes. They are one of the oldest levies the federal government imposes, with the first dating back to 1791 after Treasury Secretary Alexander Hamilton had pushed for them. The last time Capitol Hill lawmakers touched alcohol taxes was in 1991, when they increased them. Atticks replied, "The collective industry had been advocating for small producer tax reductions for the last decade. The various bills had been widely sponsored by prominent members of Congress, so I wasn t surprised to see it in the tax bill." Windon wasn't surprised either. "[I'm] rather relieved actually that the alcohol industry received so much attention in the new tax law. Small, craft distillers like myself have worked tirelessly to achieve tax parity with craft brewers and small winemakers for years, and we are thrilled about the changes." She added, "This is the first time I ve experienced any federal change that truly and immediately provides relief to help small businesses grow and thrive. We are incredibly proud to be part of a vibrant, American spirits revolution." Deford was just a touch more cynical than the rest. "I don't actually credit attention for the passage," he half-joked. "I credit distraction. It is a tax relief of sorts. But it's been rattling around for quite some time, and I think that this was a vehicle to get it through that was so big that it was able to bury itself into it." The only potential negatives to the new tax law were voiced by Sisson and Windon. "The excise tax reduction is currently scheduled for only two years [to 2019 when it will be up for renewal]," Sisson cautioned. "I hope that most of us realize that!" Windon echoed Sisson's warning, adding, "The only thing that worries me is that this is only a short-term reduction in alcohol excise taxes, and notably the first time alcohol excise taxes have been lowered in centuries. To ensure that the craft industry truly thrives, this tiered system must become permanent, which will continue to generate local economic growth. With every new distillery comes increased tourism, renewed relationships with agricultural producers, and increased demand for other locally-produced goods. The industry in Maryland was all but extinct until just a few years ago. Now, we boast 19 operating distilleries, with many more in the works located in every corner of the state." n NEWS AND HAPPENINGS FROM MARYLAND'S WINERIES, BREWERIES, & DISTILLERIES The past month has seen some exciting events for Maryland s local craft beverage industries... The Maryland Wineries Association celebrated their 6th Annual Winter Wine event at Baltimore s B&O Railroad Museum in late January. The event consisted of a VIP sparkling wine pre-reception, followed by a grand tasting of award winning wines under the museums impressive roundhouse dome. Furthermore, online wine publication The Cork Report recently featured a piece on Catoctin Breeze Vineyard, highlighting their honest, earnest wines and calling it not your typical winery. The Brewers Association of Maryland (BAM) kicked off FeBREWary, Maryland Craft Beer Lover s month, with a toast from Governor Larry Hogan at the Federal House Bar & Grille in Annapolis on February 1st. Additionaly, Beer Connoisseur Magazine named Heavy Seas Brewery Brewery of the Year for Finally, BAM also recently welcomed Cindy Mullikin of Mully s Brewery as their new Board President. The Maryland Distillers Guild was happy to announce McClintock Distilling Company of Frederick was certified as Maryland s first and only organic distillery and Ocean City s Seacrets Distilling Company received several awards for their Spiced Rum and Orange Vodka at Cigar & Spirits Best of 2017 World Spirits Competition. n 46 BEVERAGE JOURNAL March

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49 M market shots DEEP EDDY VODKA AT RIVER WATCH HANGAR 1 VODKA ON THE AVENUE FIREBALL AT WISP SKI RESORT DOBEL TEQUILA AT STALKING HORSE KRAKEN RUM AT RONNIE S BEVERAGE WAREHOUSE DEEP EDDY VODKA AT TOTAL WINE & MORE 1800 TEQUILA AT ROPEWALK TAVERN FIREBALL AT GREENE TURTLE 48 BEVERAGE JOURNAL March

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51 M market shots TEMPLETON RYE AT LA CUCHARA SVEDKA PEACH & PAUL MASSON PEACH AT LAKE SHORE TAVERN STELLA ROSA WINES AT FORT MEADE COMMISSARY DEEP EDDY VODKA AT MARYLAND MALLET SOUTHERN COMFORT AT EL JEFE JOSE CUERVO AT EL JEFE OLD CAMP AT TOTAL WINE & MORE TUACA AT CITY LIMITS 50 BEVERAGE JOURNAL March

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53 M market shots FREIXENET CAVA AND AISLE STYLE Freixenet Cava was a highlight at the recent Baltimore Bride magazine s Aisle Style wedding event. Guests enjoyed Freixenet bubbles and sparkling cocktails while mingling among local premier wedding professionals, vendors and enjoying a contemporary Bridal Fashion Show. REYKA VODKA AT BREAKTHRU BEVERAGE Reyka Vodka s national brand team recently visited the market to present Reyka s new marketing campaign to the Breakthru Beverage Maryland On and Off premise sales teams. Pictured below with the Breakthru Beverage team are John Walsh, William Orsburn and Trevor Schneider; all with William Grant & Sons. 52 BEVERAGE JOURNAL March

54 BREAKTHRU BEVERAGE GIVES BACK The Breakthru Beverage United Division team has joined forces with the amazing group at Habitat for Humanity forming a partnership that will continue throughout the year. The group worked through a cold and rainy January day to help build two homes in the Havre De Grace community. (Habitat for Humanity is an organization that helps create affordable housing for those in need.) One of the families that will soon move into the house was on site to add to the effort. The United Division team is proud to give back and be a helping hand to the Maryland community.

55 M market shots ROYAL WINE S 11TH ANNUAL KOSHER FOOD & WINE EXPERIENCE Royal Wine s 11th Annual Kosher Food & Wine Experience featured the finest kosher wines, spirits and gourmet fare at New York City s Chelsea Piers. Here are Chris Lombardi, SGWS; Marty Hymowitz, Doug Simon, both with Royal Wines; and Jason Zaiderman, Eddie s Liquors of Charles Village at the event. ANNUAL HONORARY ROBERT BURNS SUPPER The Annual Honorary Robert Burns Supper is a celebration of joint operations between the Royal Navy, Royal Air Force and the US Navy. The event is held at Patuxent Naval Base in St. Mary s County. Attendees include officers, ambassadors, fighter pilots, and crewmen. Attendees enjoyed a variety of wine and whiskeys from Bacardi USA, Frederick Wildman, MS Walker, Palm Bay, and Campari. Chris Franks, a Royal Navy Submarine Commander; is enjoying the evening. Here are Flight Lieutenant John Cox RAF, Brad Knopf, SGWS; and Wing Commander Neville Clayton. 54 BEVERAGE JOURNAL March

56 Call today: Recognized Industry Expert Londontowne Liquors Camelot Liquors Kenilworth Liquors Centreville Liquors Harbor Spirits John s General Store Clauss Liquors Arundel Liquors Market Place W&S Ye Old Packaged Goods Village Green I.M. Wine Chesapeake Liquors Shop Rite Liquors Lisbon Liquors Phelp s Liquors 7 Courts Liquors The Liquor Store Decker s Wine & Spirits Federal Hill Wine & Spirits Milford Liquors Walther Liquors Woodensburg Market Hideaway Lounge All Saints Liquors Cheers Liquors Leeds Liquors Harpers Choice Liquors Old Orchard Liquors Dual Hwy. Liquors Bernie s Liquors Star Liquors Cranberry Liquors Muddy Creek Liquors Dual Hwy Liquors-Steve made a difficult and stressful situation seem like a walk on the beach. He always kept me well informed, and I couldn't be happier with the results. Thanks again!... Kami M., Seller Call today to learn What you can expect... How we do it... Confidentiality... Steve Atkins, Principal Broker Certified Business Intermediary Research & Analysis Maximize value Determine strengths, weaknesses & opportunities Sales & Marketing Design an action plan Finding a qualified buyer Negotiation & Closing Achieve your goals using our experience Proven win-win negotiation style We are a click away... atkins.steve@comcast.net

57 M market shots BODEGA LUIGI BOSCA SYMPOSIUM The Bodega Luigi Bosca Symposium, led by Alberto Arizu Jr., was recently held at the Embassy of Argentina. At the Bodega Luigi Bosca Symposium are Jose Molina, Head of Agricultural Section; Alberto Arizu Jr., Owner Bodega Luigi Bosca; Sergio Perez Gunella, Deputy Chief of Mission; Pablo Rodriguez Brizuela, Head of Economic and Commercial Section; and Nadia Socoloff, Economic and Commercial Section. BACARDI 8 AT FAIRGROUNDS DISCOUNT BEVERAGES BACARDI UGLY SWEATER DISPLAY CONTEST BACARDI AT WHITEY S The famous Dark & Stormy cocktail, featuring Bacardi 8 dark rum, was recently spotted at Fairgrounds Discount Beverages. Wendy Adams Kushel, SGWS; was recently announced the winner of the Bacardi Ugly Sweater display contest. Here are Wendy and Susan McGreevey, Total Discount Liquors. Jason Valiquet, SGWS; conducts a tasting with Eric and Skyler at Whitey s Liquors. 56 BEVERAGE JOURNAL March