The Luxury Business Unit is committed to leaving the wine industry better than the way we found it; to bring joy to fine wine; and to elevate the experience of our customers with inspiring hospitality. Our goal is to be the most LOVED portfolio in wine
L U X U R Y G R O U P V A L U E S
No Jerks- Professionalism, assume positive intention, and treat everyone like your customer.
Don’t be precious- Bring big ideas with optimism and candor but understand when to walk away from an idea
We are stewards- We love this industry and the people, so raise your hand, bring integrity, and leave it better than you found it
Humility is our superpower- We don’t always have all the answers, so be open to all who comes with an idea or perspective
We win with hospitality- We are here to serve our customers: listen, ask questions, listen some more, and always be empathetic
D E F I N I N G T H E E S T A T E M O D E L
We will have focused estate teams that wear multiple hats and act in the estate’s best interest, We aim for clear decision-making with accountability for the P&L The business model will be tailored to the estate’s size, life-cycle, and needs This approach enhances the estate’s equity with a holistic and shared long-term vision. J Vineyards & Winery, Louis M. Martini, and Rombauer are the first three brands transitioned into this new model.
M A I N T A I N I N G & G R O W I N G B R A N D E Q U I T Y
An “Estate” brings all consumer activity for a brand under one leader. Uniting the team under one clear vision for how to bring the brand to life through all consumer touchpoints. Including but not limited to P&L, growth & brand development, hospitality, and digital marketing. The integrated estate helps bring winemaking and operations closer to the Estate team through direct or dotted line reporting to the Estate leader. This model helps the estate to reach a level of complexity and/or maturity to be managed independently from the Estate Collection
Nicole Hitchcock, J Estate Manager
Michael Claypool, LMN Estate Manager
Matthew Owings, Rombauer Estate Manager
E S T A T E M O D E L L E A D E R S
Several luxury brands, such as Chanel, Hermès, and Dom Pérignon, have successfully transitioned to a vertical integration model also known as an Estate model, transforming their operations and market presence.
Chanel, is a prime example of this shift. The brand acquired several key suppliers and manufacturers, including Lesage, a renowned embroidery house, and Barrie Knitwear, a historic Scottish knitwear manufacturer. By bringing these suppliers in-house, Chanel ensured the highest quality and exclusivity in their products This move allowed them to control the entire production process, from sourcing raw materials to the final product, ensuring consistency and maintaining the brand's high standards
Hermès, exemplifies vertical integration through meticulous control over its entire value chain, ensuring unparalleled quality and exclusivity The brand directly sources its raw materials, including high-grade leathers and textiles, often from its own facilities or through long-standing partnerships, securing the finest resources for its products This integration extends to its in-house production, where skilled artisans craft iconic items like the Birkin and Kelly bags in dedicated Hermès workshops These artisans, trained through the brand's rigorous apprenticeship programs, uphold traditional craftsmanship techniques, ensuring consistency and excellence. Hermès' direct-toconsumer distribution model is exemplified by its global network of exclusive boutiques, which are meticulously designed to provide an immersive brand experience. This approach not only preserves brand integrity but also enables Hermès to offer highly personalized services, such as bespoke product customization, directly meeting customer desires By controlling every aspect from material sourcing to retail, Hermès maintains its status as a symbol of luxury, quality, and timeless elegance, ensuring that every product aligns with its storied heritage
Dom Pérignon, another iconic luxury brand, meticulously controls every facet of production, marketing, and distribution, ensuring a seamless and consistent brand identity Starting with vineyard management, Dom Pérignon owns and operates its Grand Cru vineyards, selecting the finest grapes to uphold its high standards The brand oversees the entire winemaking process, from fermentation to aging, employing traditional techniques under the guidance of Vincent Chaperon, its cellar master. This ensures each bottle meets the brand's stringent quality criteria. Beyond production, Dom Pérignon manages its strategic marketing initiatives, crafting a narrative of luxury and exclusivity through carefully curated campaigns and partnerships. The brand also controls its distribution channels, selecting exclusive retailers and luxury venues to maintain its prestigious image By integrating all these aspects, Dom Pérignon ensures that every touchpoint reflects its core values, delivering a consistently superior and unified brand experience
The Art of HOSPITALITY
THE ART OF HOSPITALITY
CURATINGCOLLECTORSEXPERIENCES
with Scott Wilkes, Private Client Sales
Scott Wilkes’ journey into the fine wine industry began serendipitously in college, where his exposure to quality food and wine ignited a passion that would define his career “It immediately opened up just a love and a passion and sort of a sleeping giant in me, ” Scott reflects His path led him through roles in sales from Virginia to Florida, Chicago, and back to the East Coast, each time honing his expertise in fine wines and on-premise sales. His dedication culminated in a pivotal role with Gallo’s Lux Wines sales division, where he connected deeply with the sommelier community and elite retailers
When asked about his role as the first Private Client Sales Manager, Scott acknowledges the challenges and rewards: “It's certainly one client at a time, one market at a time But we ’ re definitely establishing our presence with the collector consumer ” He sees a clear goal: placing their wines alongside the world’s greats in collectors’ cellars, establishing Gallo’s presence in a new frontier
Scott is mindful of how the pandemic shifted luxury wine sales “A sleeping giant awoke,” he says, referring to collectors discovering new ways to purchase rare wines online. This change underscored the importance of Gallo’s move into private client sales. Catering to ultra-high net worth individuals, Scott notes, requires a “concierge” approach handling everything from sourcing rare wines to delivering them across the globe
Scott also shared insights on hospitality, which he describes as “all about quality and intimacy ” He believes in creating experiences that are personal, authentic, and memorable whether hosting events or learning from clients in their homes “It’s funny because not only am I trying to provide hospitality, but I’m also learning a lot from the consumers themselves ”
As the role involves building relationships, Scott values the personal connections he’s established “That is the coolest result so far,” he says, referring to the trust and rapport he’s built with clients, making him their go-to “ guy ” for all things wine. His strategy is simple yet powerful: “Sharing hospitality is about sharing access and sharing greatness with people that are looking for the rare and the great ”
INSIDE ACCESS WITH
MichaelClaypool
In a recent interview, Michael Claypool discussed his journey to becoming the Estate Director for Louis M. Martini. He described his dual career path, balancing a day job in marketing and advertising for over 20 years, working with prominent agencies like Media Arts Lab and Chiat/Day, while simultaneously pursuing his passion for wine Michael's wine journey began in New York, studying with the WSET, and later working at Astor Wines and Blue Hill at Stone Barns "I always had been doing this other thing on the side, which was doing wine," he explained His passion grew as he moved to Sonoma and eventually Oregon, where he transformed a garage into an official winery This convergence of his two worlds led him to an opportunity to consult with Joe C on the future state of our business group, culminating in his current role
When Joe first pitched the project to Michael, it wasn't what he was expecting, but he quickly realized the unique opportunity it presented Having worked with major brands like Nike, Google, Apple, and Gatorade, he found the challenge of repositioning Louis Martini, a nonleader brand, particularly intriguing He appreciated the brand's rich history and the tough decisions made by the team to scale back on wines, which demonstrated Gallo's commitment to the brand Michael saw the potential in leveraging this foundation to create a new vision for Louis Martini in the competitive Napa Valley market
Addressing the challenges, Michael noted the brand's dichotomous perception: either unknown to younger consumers or seen as a value-centric wine by older generations "The challenge is winning people back, and getting people to understand or teaching them who we are now in this new lens," he said The task ahead involves educating consumers about the brand's new premium focus and relevance He emphasized the importance of earning consumer trust through quality and storytelling, stating, "We have to earn the right with every single one of them, that we ’ re this is the place that they should remember and tell their friends and spread that word "
Looking to the future, Michael envisions a Louis Martini that reconnects with its heritage while adapting to new opportunities and challenges, such as climate change "Napa is going to go through a transformation once again," he noted He aims to uphold the brand's legacy of wine as a communal experience, encapsulating Louis Martini's simple yet profound belief: "What is life without wine?" Michael's vision includes returning to some of the brand's original varietals and emphasizing the role of wine at the table "This is to be shared at the table I think that kind of arc and how we show up in-market and how we start to talk with wine club members I am very excited to start to test some of this out and see where we go "
STAY INSPIRED
LUXURY HOSPITALITY
& C O .
A LOOK AT EMERGING TRENDS
Tiffany & Co has introduced a new café, continuing its legacy of elegance and innovation Nestled within its flagship store, the café offers a unique dining experience that complements the brand's iconic jewelry offerings This initiative is part of Tiffany's strategy to create immersive, high-touch experiences that reinforce its image of sophistication and exclusivity By adding a café, Tiffany & Co aims to transform its retail space into a holistic destination that attracts not only jewelry enthusiasts but also lovers of luxury lifestyle experiences
The flagship store on Fifth Avenue has long been a symbol of luxury and timeless style Opening a café within this historic location ties the brand's illustrious past with a modern twist, enhancing the in-store experience for visitors This move reflects Tiffany's commitment to evolving with contemporary trends while honoring its rich heritage, dating back to its founding in 1837 The café's design and menu pay homage to the brand's storied history, incorporating elements that echo the elegance and charm that have defined Tiffany & Co for nearly two centuries Patrons can enjoy their meals surrounded by Tiffany’s signature color palette and iconic motifs, creating a seamless blend of dining and brand immersion T I F F A N
The iconic property was redesigned by Peter Marino, creating a space that celebrates the classic film "Breakfast at Tiffany's" and Tiffany & Co 's heritage A highlight is a replica of Audrey Hepburn's iconic Givenchy black dress from the movie, adorned with a timeless pearl and diamond necklace The collaboration with Michelin-starred chef Daniel Boulud enhances the experience at The Blue Box Café, offering a unique dining experience with a seasonally inspired menu, including Breakfast at Tiffany’s Afternoon Tea The space features a private dining area, café, bar, custom art installations, and the signature Tiffany blue, all contributing to an elegant and immersive ambiance
REDFINING THE NOTION OF HOSPITALITY EXPERIENCES
Tiffany & Co 's expansion into hospitality is a strategic extension of its brand, aiming to deepen customer engagement and loyalty This blending of retail and dining harkens back to the brand's early days when Charles Lewis Tiffany revolutionized the retail experience by offering customers an inviting and luxurious environment The café provides a modern take on this tradition, offering a space where luxury and leisure intersect
“Success is built on innovation and unwavering commitment to quality.”
The café concept also aligns with Tiffany's history of innovative retail strategies Charles Lewis Tiffany, the brand's founder, was known for his visionary approach to business, from introducing the first mail-order catalog in the United States to setting the standard for American luxury goods By incorporating a café into its flagship store, Tiffany & Co. continues this legacy of innovation. The café not only enhances the in-store experience but also serves as a strategic move to drive foot traffic and increase dwell time, ultimately boosting sales and brand loyalty It’s a nod to the brand's history of creating unique and memorable customer experiences
Moreover, the café serves as a powerful branding tool, reinforcing Tiffany's identity as a purveyor of not just fine jewelry but also exceptional experiences The high-touch hospitality approach allows Tiffany & Co to offer a multisensory experience that goes beyond traditional retail This immersive environment is designed to make customers feel special and valued, reflecting the brand's commitment to excellence in every aspect of its operations By providing a space where customers can linger and savor their time, Tiffany strengthens its relationship with its clientele, making each visit memorable
This innovative step underscores Tiffany & Co 's broader branding strategy, focusing on high-touch hospitality to maintain its status as a premier luxury brand By integrating dining and retail, Tiffany creates a seamless and memorable experience that elevates the brand's presence in the luxury market. This move is pivotal in positioning Tiffany & Co not just as a retailer of fine jewelry but as a comprehensive lifestyle brand, continuing the tradition of innovation and customer-centric experiences that have been at the heart of Tiffany's success since its inception Through the café, Tiffany & Co continues to set itself apart in the competitive luxury market, offering a unique blend of history, innovation, and exceptional service
BRAND UPDATES
LUXURY BUSINESS UNIT
2 0 2 3 : T H E B E S T
V I N T A G E I N R E C E N T M E M O R Y
The Only Way to Chardonnay!
Rombauer Vineyards proudly celebrated the release of its iconic Carneros Chardonnay from the lauded 2023 vintage As Richie Allen, Sr Director of Winemaking, sums it up, “A long cool growing season, which was saved by a warm September, resulted in one of the best Chardonnay vintages since 2010 Intense fruit and acid, richness, but with a softness You can’t ask for much more ”
Since its inception in 1990, winemaking excellence is at the heart of every bottle of Rombauer Chardonnay: 100% Chardonnay from our estates and select long-term grower partners, whole-cluster pressed, barrel fermented,
100% malolactic fermented, and aged nine months in oak barrels with regular lees stirring As a result, the wine has earned a spot among the top 100 wines of the world by Wine Spectator five times Additionally, it has held the title of “The Most Popular Chardonnay” in American restaurants for three consecutive years, has been ranked among the top ten Chardonnays for 17 years in Wine & Spirits magazine, and has garnered 18 (and counting) 90+ scores from Wine Spectator Perfect pairings for this vintage are warm lobster rolls, late summer peach and burrata salads, chicken fettuccine alfredo, Thanksgiving turkey and mashed potatoes, and more
The 2023 vintage continues to uphold this decades-long reputation for quality, and hailing from such an acclaimed vintage makes it that much more exciting to launch in the market. To support this highly anticipated release, Rombauer's Team Champions are actively engaging with consumers nationwide, hosting various events, including festive gatherings, market takeovers, and wine dinners
A highlight of these efforts is the Joy of Wine dinner series, which recently brought together over 500 enthusiastic consumers to celebrate the new vintage
The generous yield in 2023 ensures there is ample volume to support all channels, setting the stage for what will be the most successful year yet Amplifying this celebration, digital advertising will shift focus to Chardonnay starting in August to showcase the new release and invite wine lovers to experience the magic of 2023 Rombauer Carneros Chardonnay.
Sip Sunshine with Rombauer Sauvignon Blanc!
Rombauer 2023 Sauvignon Blanc is a testament to our commitment to winemaking excellence, the caliber of our vineyards, and a vintage that delivered both high yields and exceptional quality As a dual-appellated wine, it comprises premier Sauvignon Blanc vineyards in Sonoma (73%) and Napa (27%) counties that, masterfully blended, result in a wine with wonderful balance and fruit expression The production process includes handharvesting, whole-cluster pressing, and fermenting 89% of the wine in stainless steel tanks, 9% in neutral French oak barrels, and 2% in concrete tanks. This meticulous approach results in a juicy, bright Sauvignon Blanc that captures the essence of summer in every sip We’ve been enjoying it alongside fresh oysters, guacamole, shrimp scampi, and green curry
Achieving critical acclaim year after year – such as 92 points from Wine Spectator awarded to the recent 2022 vintage – it’s a rising star in our portfolio To meet the ever-growing consumer demand, we recently added the Carriger Vineyard in the southwestern reach of Sonoma Valley to our estate portfolio. With 45 acres planted to Sauvignon Blanc, the site is a “sweet spot” between our warmer Napa Valley Sauvignon Blanc vineyards and cooler Russian River Valley Sauvignon Blanc vineyards, its fruit lending a punchy varietal intensity to the wine
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LUXURY BUSINESS UNIT
IMPORTANT DATES
BIRTHDAYS
August
4 Eldrich Evan Malcampo | 4 Richard Heller | 8 Jake Morrissey | 11 Vicky Madera | 12 Scott Wilkes | 14 Ronald Lopez | 15 Patricia Philitsa | 15 Nicholas Edland | 16 Annalee | 16 Jesus Ramos | 16 Jamie Diaz | 17 Camille Contardi | 17 Eliezer De Leon | 20 Peter Murray | 23 Yuxin Pan | 27 Dennis Luz | 27 Emily Bautista | 31 Jorge Patino
September
4 Keri Jaggers | 5 Maria Zamora Ochoa | 5 Elizabeth Haun | 6 Jaclyn Hana | 6 Alexandra Evans | 7 Alex Gonzalez | 9 Leah Robinson | 11 Alex Gessner | 12 Andrew Hock | 14 Michelle Sass | 15 Martin Guzman | 16 Autumn Inman | 19 Michelle Pool | 20 Diego Del Pino |
October
1 Lukas Hamilton | 2 Bhupunder Ahluwalia | 2 Michael Alberto | 6 Macy Martinez | 7 Emma Mrkonic | 9 Alan Cannon | 9 Grace Richmond | 13 Jonathon Martinez | 14 Cody Grisham | 16 Anahi Estrada | 17 Michael Raymond | 18 Carly Cunial | 19 William Richards | 20 Brendan Roony | 21 Klaus Doelling | 21 Jordan Lane | 22 Emalia Eichelberger | 24 Dana Wilcox | 25 Abby Mcmahon | 28 Nicole Hamilton | 29 Brittany Delgado | 31 Margaret Hayman
WORK ANNIVERSARY
Gross, Stanley 33 years in August
Morales, Allison 14 years in August
Sass, Michelle 14 years in August
Hatcher, Annalee 11 years in August
Irwin, John 17 years in August
Wilcox, Dana 12 years in August
Gonzalez, Miguel 9 years in August
Conaway, Blythe 17 years in August
Donlon, Shamus 9 years in August
Beauchamp, Zachary 3 years in August
Meneghelli, Aaron 3 years in August
Leon Ramirez, Ramiro 3 years in August
Alberto, Michael 3 years in August
Simpson, Samantha 2 years in August
De Leon, Eliezer 2 years in August
Glorio, Giancarlo 2 years in August
Cone, Autumn 7 years in August
Hermann, Anthony 3 years in August
Wasley, Therese 15 years in August
Bruner, Dana 2 years in August
Hewson, Kimberly 2 years in August
Juarez, Gerardo 22 years in September
Cordell, Jamie 8 years in September
Soriano Calvo, Genaro 13 years in September Watson, Paige 8 years in September Kirker, Alexandra 7 years in September Burner, Jennifer 14 years in September Fowler, Fayth 4 years in September Wilson, Hannah 3 years in September Johnson, Mark 2 years in September
Perez Cortes, Arianna 2 years in September Toth, Robert 2 years in September Morriss, Angela 7 years in September Johnson-Hetman, Taylore 4 years in September Green, Jennifer 2 years in September Smalley, Phillip 3 years in September
