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 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.

This week's star question comes from Michelle Walker.​

A wine I can rely on​

• When people are unsure of what to stock is it really best to default to French wines as so many pubs around here seem to do? I always rely on New World wines and they always do me proud.​
  Michelle Walker, Chequers Inn, Bishop Thornton, Harrogate​

Whenever I am out in trade I often find that licensees have trouble deciding what to stock and tend to "default" to the comfort zone as you correctly highlight. Let me refer you to page 66 of Constellation's "World of Wine" on-trade training programme where you will find some useful guidance by outlet type and how to mix Old and New World in your selection. My advice would be to be flexible and follow the market majoring on popular styles from say Australia, USA and Chile but also keeping List Old World countries as they offer "taste variety" with an occasional new grape type for customers to discover.

The best way to sell singles​

• We have a massive response to single-serve wines over the st year but what is the best way to promote them given they are marketed in beer branded back-bar fridges?​
  John Brind, The New Inn, Buckby Wharf, Northants​

Little bottles are incredibly tactile so having them on the bar in a display is a strong prompt for customers to think wine. For the reds, block stack these on the back bar in the "wine hot spot" and support both with tent cards and posters if this is possible. How about offering minis as an accompaniment to dishes on the menu? Your supplier should also have access to branded glass front mini wine fridges. Failing this a large ice tub on the bar with the whites on offer is also effective.

A better deal​

• I think supermarkets offer a better deal in terms of range and price of wines than we do buying from our wholesaler. Where can I get hold of better, more reasonably priced wines for my pub?​
  Anita Adams, The Maltings Inn, York​

This is a hardy perennial with many in the on-trade so let me offer these observations.

• The bigger national wholesalers actually have wider ranges of branded and exclusive wines in their catalogues than any of the supermarkets.
• The supermarkets' ability to move huge volumes and compete with each other will inevitably mean low shelf prices. However, these change with frightening speed so consistency is rare.
• Wholesalers and some cash & carries offer very valuable
  specialist services, which supermarkets do not.
• In my experience doing a negotiated sole supply deal for wine with a wine orientated wholesaler can result in excellent value all round and will be the base of a working partnership in both your interests.

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