Small Fortune Podcast

As Ken Freeman says, “the harder I work, the luckier I get.” Still, the Freemans have had a charmed path to building their successful estate winery. From finding a famous tenant yielding cash flow positive business in year one, to picking their favorite wine – Pinot Noir – as the focus of their winery three years before the movie Sideways made the varietal the hot property it still is today, the Freemans have capitalized on their g...

Pete Przybylinski, Executive Vice President, and Chief Sales Officer of The Duckhorn Portfolio discusses the many lessons he learned about wine sales and sales management during his thirty years at the company. Among the many useful ideas for sales professionals, Pete discusses:

• Managing inventory shortages through allocations and letting production drive sales in the early years.
• Building out a brand portfolio and a sales net...

What makes wine so different from all other adult beverage is the art. Listen as Arminee Chahbazian, a talented painter and sculpture who also sells French oak wine barrels for Tonnellerie Bel Aire describes both her artistic work and how it resonates with her representation of this important component in fine wine production.  Another lesson here for folks who might not consider the lucrative sales profession, so important to all ...

James Hall, once and current owner of the Patz & Hall wine brand generously shares a lot of inside information about the two M&A processes he went through, the first in 2016 when he and his partners sold their brand to Ste Michelle Wine Estates, and the second when he and new partners bought it back in 2024 from the Private Equity firm that succeeded SMWE as owner.  Anyone who wants to sell a winery or buy a winery will ben...

Karen MacNeil is the award-winning wine writer and author of the book The Wine Bible (now in its third edition). She joins Carol to discuss “Share and Pair Sundays,” a campaign to highlight the social benefits that come from enjoying wine with food and friends. MacNeil explains the genesis of this project as a means of taking on the current anti-alcohol media messaging. She also shares her story of becoming a writer, how to have su...

In this episode host Carol Collison talks with her friend and serial entrepreneur Lesley Berglund, a 4th generation Napa business owner. As a founder of one of the first wine catalogues, Ambrosia, in 1991, Lesley invented the concept of winery wine club, creating programs for her catalogue suppliers.  Her company also pioneered direct wine sales fulfillment.  After selling that company, Lesley immediately launched a new company, WI...

In today’s Small Fortune episode Ben Slaughter, founder of Agricultural Property Appraisal Company Arable, joins Carol Collison to discuss the challenges of appraising the market value of wineries in a commercial real estate class where no two assets are exactly alike. Ben and his team use experience and technology to provide market value estimates for a variety of uses: from financing and acquisition to estate planning and litigat...

Carol is joined by Steve Fredricks, the President of Turrentine Brokerage, an important international wine, and grape brokerage company, for a conversation about the 2024 California grape harvest. The Preliminary Grape Crush Report, which was published by the USDA on February 10th, revealed a “shockingly” small vintage with total grapes harvested down 23%. With California representing 60% of the total wines sold in the US, this res...

In today’s episode Carol Collison interviews Christine Clair, former Director of the publicly traded Willamette Valley Vineyards, on how she succeeded in moving up the ranks over a 7+ year career at the winery. The conversation is packed with business insights. Highlights of the interview include:

• Tips on how to raise your professional profile through personal branding.
• How she and the company were able to raise $40MM through ...

In this second of two episodes on the role of the Sommelier in wine sales, Carol Collison and Lawrence Wine Estates’ Carlton McCoy discuss the story of his success which took him from training in the restaurant business, to becoming a Master Sommelier in his early ‘20’s, to today’s wine industry leader.  Carlton describes the Court of Master Sommeliers as a successful industry training organization and probably the most impactful o...

In this third conversation with Bruce Neyers of Neyers Vineyards we hear about Robert Mondavi’s prediction that strong middle management with expertise would be required for the American wine industry to grow. Bruce talks about the role of certified Sommeliers in wine sales. Back in the day when he sold wine into a restaurant, he’d be lucky to talk to a busy owner or head waiter. Today, incredibly knowledgeable restaurant and whole...

If you were wondering how the Vintage Wine Estate bankruptcy auction went, so was Carol. So, she invited Oren Lewin of Integrated Beverage Group to the podcast. IBG, based in Oregon, was the winning bidder for VWE’s Firesteed and Clayhouse brands. (Want to buy Clayhouse?) Hear step-by-step how the auction process went, how it differed from a normal winey acquisition process, as well as many other topics in wine mergers and acquisit...

In today’s episode, Carol talks with Peter Ficklin, 3rd generation proprietor of Ficklin Vineyards, a California port producer founded in Madera County in 1948. Carol and Peter discuss keys for a successful family transition (allow creativity, talk frequently, listen, and learn), how port is made, and the history of the brand’s sales channels. They also discuss the wide world of Ficklin’s wines, from a ’57 Vintage Port made by Pete...

In today’s special episode Carol talks with Congressman Mike Thompson about his advocacy for the wine industry and his constituents in Napa, Lake, Sonoma, Yolo and even Carol’s home – Solano County. Having recently won his 14th election to the U.S. House of Representatives, Thompson remains hard at work. Carol and Rep. Thompson discuss his role as co-founder and current co-Chair of the Congressional Wine Caucus, the importance of t...

Carol and returning guest Mark Freund of Silicon Valley Bank discuss the current trends in wine industry lending, including how interest rates and broader wine market challenges are reducing credit availability in the short term.  Listen to this conversation to get an up-to-date understanding of what wine industry lenders are thinking.

https://www.svb.com/

https://www.svb.com/trends-insights/reports/dtc-wine-survey-report-2024/

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

Host Carol Collison and Neyers Vineyards’ Bruce Neyers continue their conversation about the wine sales profession. Bruce describes how he successfully sold wine for 25 years for the California-based French wine importer Kermit Lynch, which had a portfolio of as many as 2,500 SKUs (Stock Keeping Unit) of arcane French wines from lesser-known regions. “You don’t sell anything unless you know it.”  Bruce succeeded by educating himsel...

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

Merritt Olson, a Pacific Northwest wine sales veteran, (at the ripe old age of not very old) has seen it all. She began her sales career by selling wine in tasting rooms and bars in the Walla Walla area while in college. She then moved to sales management for a wide range of Pacific Northwest wineries such as Charles Smith and Owen Roe, finally finishing as the Director of Sales at Mitchell Wine Group, Oregon’s leading independent ...