Small Fortune Podcast

Ep 46: A Tale of Two Transactions with Patz & Hall’s James Hall

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 benefit from the details he shares about wine M&A, as well as how to run a successful company and create a business that will be ready for a transaction in that rare event when a buyer comes knocking on the door. 
https://www.patzhall.com/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 45: Writer Karen MacNeil is Fighting Bad Wine Messaging

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 success as an entrepreneur and gives some great advice for folks considering joining the industry.
https://www.karenmacneil.com/
https://winespeed.com/
https://www.instagram.com/shareandpairsundays/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 44: Winning the Wine DTC Market Share Game with WISE Founder Lesley Berglund

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, WISE (Wine Industry Sales Education) to provide comprehensive training programs for winery direct-to-consumer staff.  Carol and Lesley also discuss the tactics that her clients are using to win business in a changing and more competitive wine sales environment. 
https://wineindustrysaleseducation.com/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 43: Will Bankruptcies Affect Winery Property Values? With Ben Slaughter

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 litigation. Ben describes his initial assessment of some recorded values on winery properties recently included in the Vintage Wine Estates bankruptcy, and whether and how they might affect market values going forward.
https://www.arableag.com/
https://water.ca.gov/programs/groundwater-management/sgma-groundwater-management
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 42: Good News in the 2024 CA Crush Report with Steve Fredricks

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 result will have a meaningful impact on the industry. Listen in to hear Steve’s assessment of what those impacts might be.
https://www.turrentinebrokerage.com/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 41: How to Raise Millions in Public Markets with Christine Clair

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 the stock market.
How winery shareholders (or “owners” as she prefers) contribute to sales and marketing such that the net cost of capital can approach ZERO due to these synergies.
And how to apply investor and lender funds in strategically meaningful ways.
 
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran
 

Ep 40: Work Hard and Show Up: Master Somm/CEO Carlton McCoy’s Keys to Success

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 organization for wine consumption in American history. They wrap up the conversation with a discussion of the outlook for wine sales in 2025.
https://www.mastersommeliers.org/
Kelli A White: Wine Confident:  https://bookshop.org/p/books/wine-confident-there-s-no-wrong-way-to-enjoy-wine-kelli-a-white-ms/21449087?ean=9781917084499
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 39: How to Sell Wine Through Sommeliers and Other Top Experts with Bruce Neyers

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 wholesaler staff – often with high level certifications such as Master Sommeliers - require that wine sales professional up their information game, and provides some simple wine sales tips, as well as recommending a few reference books, links below.
https://www.neyersvineyards.com/
Kelli A White: Wine Confident:  https://bookshop.org/p/books/wine-confident-there-s-no-wrong-way-to-enjoy-wine-kelli-a-white-ms/21449087?ean=9781917084499
Maynard A. Amerine: Book of California Wine
https://www.rarebookcellar.com/pages/books/188692/maynard-a-amerine-doris-muscatine-bob-thompson/the-university-of-california-sotheby-book-of-california-wine?srsltid=AfmBOopQWEN1BPYdsTAlwTAovgU6eL_jrW_j_ln2J85JUJ_rbs23j97Z
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran
 

Ep 38: Inside the VWE Bankruptcy Auction with IBG’s Oren Lewin

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 acquisitions from two experienced practitioners.
https://www.integratedbev.com/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran

Ep 37: Peter Ficklin Has ’57 California Ports for Sale

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 Peter’s father available for sale at $600 per bottle, to Rose port aged 6 months in stainless steel for $30, and everything in between.
https://www.ficklin.com/
Questions? Comments? smallfortunepodcast@gmail.com
Sponsor: Global Wine Partners https://www.globalwinebank.com/
Music: Nate Collison
Logo Photography: John Corcoran