Ep 48: 30 Years of Selling Duckhorn: What Pete Przybylinski Learned

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 network in the broad market.
• Managing through the various financial and demand shocks of the last 20 years.
• The development of Decoy and the expansion into national accounts.
• Managing the current sales environment.
• How to manage a sales team.

This conversation covers an immense amount about management and wine sales. There’s something in it for everyone.

https://www.duckhornportfolio.com/

Questions? Comments? smallfortunepodcast@gmail.com

Sponsor: Global Wine Partners https://www.globalwinebank.com/

Music: Nate Collison

Logo Photography: John Corcoran