On the Grapevine

With Philip Goodband MW, Constellation Europe.​

The person submitting the 'Star Question' as chosen by Philip each month will receive a bespoke training session for their outlet run by Constellation Europe.

Send your wine questions to Philip Goodband c/o The Publican, Ludgate House, 245 Blackfriars Road, London SE1 9UY or via email: jvar@gurchoyvpna.pbz​

Philip Goodband is one of those rare people who is not only a Master of Wine but also has real 'hands on' experience at every level of the wine industry with a special interest in the on-trade. His achievements include responsibility for the launch and development of the top performing Stowells brand and he was managing director of Grants of St James's.

Star question:​ Getting the mix right​

• What is the best mix of wine to sell in my busy lunch time pub? I get lots of suits in and they are happy with some of my wines but turn their noses up at others. Is there a simple formula that will please them all?​
  Danny Scott, Rick's Bar, Greenwich​​​

The great thing about wine is its variety. There is more than sufficient to meet the most demanding of consumers. Your customers are your biggest assets and from the sound of it are a pretty "aspirational" bunch who are not afraid to voice their opinions - this being so I would chat to them about what they like.

I'll bet that the following formula will not be far off the mark. Lead with the popular countries such as Australia and South Africa and grape types like Chardonnay and Shiraz and be sure to have a smattering of big brand labels such as Hardys or Stowells.

Keeping it simple and offering a range of, say, four to six white and four to six red wines allows you to add in a couple of what I call "smart" wines. These might be a New Zealand Sauvignon Blanc or a Californian Zinfandel, which can be talking points and are perceived as up-market and high value. In your case to ring the changes every so often will keep the wine lovers interested.

Is her advice reliable?​

• My wine rep calls on me about every two months and always seem to be pushing something new and trendy. Is there anywhere I can go to find out whether the latest wine things she tells me about are actually true?​
  Sheila Giles, Edward VII, Lincoln​​​

It sounds as if you have a really enthusiastic sales rep. She may well know what she is talking about but more importantly thinks your outlet has good wine potential. There are however one or two things for you to check first. Is your current range in tune with the market? The classic wine producing countries are struggling against a tide of good value wines from the New World, and as you know grape types are the heroes. So do you have Chardonnay, Sauvignon Blanc, Cabernet Sauvignon, Shiraz and Merlot and from such countries as Australia, California, Chile and South Africa? Yes?

Does this match with what your rep is saying? OK so far. Talking to other licensees with good wine sales is an easy way to find out whatís hot but a visit to the wine aisles in your local supermarket is a quick way to cross check. You will see that amongst others Pinot Grigio and Tempranillo have become very trendy over the past year or two. Trade papers can also be of help as they often publish trend information. I hope your rep is as well informed as you will be!

For further information on Wolrd of Wine telephone 0845 430 8947 or email vasb@jbeyq-bs-jvar.pb.hx​