2019 Wine Industry Expo (WIN Expo) Event Guide by B Schaezlein

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Predictions

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TABLE OF CONTENTS 4 Welcome

Message from Wine Industry Network President & CEO, George Christie & Thank You to our 2019 Event Sponsors!

6 Bold Predictions Wine industry experts share their Bold Predictions for the future and what it might mean for the business of wine.

30 Consumer Insights Show Cannabis’ Impact on Wine 34 2019 WINnovation Award Winners 44 Expo Event Schedule 46 Conference Sessions

3 educational tracks including 9 sessions focusing on Winemaking & Production, Sales & Marketing and Business Strategy & Leadership presented by some of the most respected leaders in the industry.

60 Grounds / Parking Maps 64 Exhibitor Listings Industry suppliers showcasing the latest products and services.

70 Advertiser’s Index

WELCOME TO THE 2019 WINE INDUSTRY EXPO Dear Attendees, Welcome to the 8th Annual North Coast Wine Industry Expo & Conference! On behalf of the entire Wine Industry Network team, we would like to extend our heartfelt condolences to those individuals and businesses impacted by the Kincade Fire in October. We hope that attending WIN Expo this year is as much about re-connecting with friends and colleagues as it is about keeping up with the latest products and services available to our industry. This year, as in years past, WIN Expo will host nearly 300 of the industry’s best suppliers who will showcase their latest products and services in both the Hall of Flowers and Gallo Glass Pavilion (Grace). The conference program features nine sessions, organized into three main tracks: Winemaking & Production, Sales & Marketing, and Business Strategy & Leadership and will examine the increasingly complex issues facing our industry and reinforces Wine Industry Network’s commitment to providing exceptional learning opportunities for WIN Expo Attendees. Thank you exhibitors, attendees, sponsors, and associations for your continued support, I hope you enjoy yourself at this year’s Expo! George Christie President & CEO, Wine Industry Network

THANK YOU TO OUR 2019 SPONSORS! Presenting Sponsor

Exhibit Hall Sponsor

Gold Sponsors

Silver Sponsors Self-adhesive Papers & Films

Additional Sponsors

WINE INDUSTRY EXPO 2019

Bold

PREDICTIONS Through a wineglass darkly we try to glean what the future might hold for the wine industry. To help you make your own projections and strategic decisions, we have asked eight industry experts with different vantage points on the industry to share their Bold Predictions for the near future and what those forecasts might mean for the business of wine.

Few people have the vantage point of Carolyn Wente, 4th generation winegrower and CEO of Wente Vineyards in the Livermore Valley. Not many winemaking families still exist in America that have been serially and continually involved in the wine industry for more than 3 generations; she is among them, and she is predicting hard times for winegrowers in the coming years. “I believe history will repeat itself with 8 to 10-year growing cycles and high/low yields based on Mother Nature. The 2018 vintage was a large crop with a big overhang into 2019, but the 2019 vintage seems to be picking about average. The excess fruit is good for buyers, but bad for growers. Given the oversupply of wine coming from the 2018 vintage, the consumer will likely benefit in the next 18 months with discounted pricing at the shelf. Cannibalization will continue at all price segments for wine in the next 3 years and beyond,” says Wente. She also points to the competition from a plethora of offerings in the alcoholic beverage space, along with cannabis and a trend towards wellness oriented and sober lifestyles. “Once again, another subtle shift around temperance and moderation is on the rise reprising the decade of the 1980s to early 90s. Along with strong anti-alcohol lobbying, we are faced with health and medical studies spouting mixed messages about the positive and negative effects of moderate consumption of alcohol. This ultimately creates noise in the media and mounts pressure on government warning messages on labels, which all contribute to the conversation guiding consumer trends,” says Wente.

BOLD PREDICTION #1

3 Years of Hurt on Horizon

DESPITE CHALLENGES WINE REMAINS RELEVANT

Let’s not forget all the competition from spirits, spiked seltzers and the like.

CANNIBALIZATION WILL CONTINUE AT ALL PRICE SEGMENTS FOR WINE IN THE NEXT 3 YEARS AND BEYOND WINE INDUSTRY EXPO 2019

Is this all a passing fad? Probably, she says. “Young people are always attracted to the hot new shiny toy. It gets all the attention and then gets thrown aside. Remember Bartles & Jaymes wine coolers in the 1970s? I feel like we’ve seen it all before!” She sees packaging options as a key trend for 2020 and beyond. “We tried wine in cans a few years ago with our Entwine brand. We were early adopters: probably way too early! Now we are seeing more demand for cans in certain markets. I see my own son (25) wanting to buy half bottles of wine: the 375ml format works better for many in that age group. I think we will see a trend toward smaller packaging. That said, kegs and growlers are still growing, but not as much as we thought they would.” Wente launched growlers as part of their Winemaker’s Studio concept in 2014. Does she see a place for wine in the lives of younger consumers? The answer is yes. She says it’s all about authenticity and being true to your story. “Wine still holds a special place in the fabric of our lives. Wine is a unique, storied beverage

with a rich cultural history. By crafting wines of the highest quality at fair prices, wine can continue to be a beverage enjoyed not only on special occasions, but interwoven into everyday life enhancing meals, conversations and experiences. My advice is to stay true to the authenticity of the grape and the elegant, balanced wine that results. Quality and authenticity is what has made wine a truly sustainable beverage through the centuries and will into the future.” At Wente Vineyards they are planning on continuing the family business and tradition into the future. In the last two years, they have brought in more of the 5th generation to join Wente’s nephew, Karl, who acts as Chief Operations Officer and Chief Winemaker. “It’s really great having Karl and three of my nieces (ages 27—42) as part of the team,” she says. “They see what I don’t and they help shape all the unique, fun and different curated experiences that keep people coming back.”

Story by Laura Ness

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BOLD PREDICTION #2

TRUE CONSUMER CHOICE BEGINNING TO IMPACT ALCOHOL

Beverage Industry Cheryl Durzy, CEO and founder of Liberation Distribution (LibDib), thinks the time for real consumer choice in the alcoholic beverage industry is about to dawn as consumer behavior, retailer services, and increased 3-tier access trends converge. For wineries this presents an opportunity, but is no slam dunk. Durzy’s disappointment with the efficacy of the 3-tier distribution system from the point of view of a small winery trying to move product led to her creation of LibDib, which is now an important factor in consumers’ ability to access small brands. “I was involved in sales for Clos La Chance Winery for 20 years, and felt the frustration of the 3-tier system. I was super disappointed with the consolidation, from 40 major distributors to only 14,” says Durzy. “One night, I drank a bottle of wine and came up with a business plan. The premise was, how can we use technology to make it easier for distributors and retailers to connect with suppliers?” Now about 1,000 winery and distillery clients are signed up on the LibDib platform, along with somewhere near 8,000 retailers nationwide. Makers create a free account, and then enter the products they want to sell, along with a suggested price, making it possible for any brand to get 3-tier distribution. Retailers can see which products they can legally purchase in their area and can then place orders. LibDib takes a 15% cut, and makers pay for shipping. This presents an opportunity not only for makers, but also for retailers. Durzy notes that consumers are changing, and smart retailers are changing with them; stores are constantly reaching out asking for specific wineries and distilleries to be added to LibDibs platform, so they can access their products. Younger consumers are curious about anything new, and the easier you can make it for them to try it, the better.

WINE INDUSTRY EXPO 2019

Retailers are also learning from the wineries. While many consumers might visit a winery and buy wine, most don’t join clubs. “If retailers can offer experiences, like tastings and pickup parties, they can provide consumers with another venue for accessing small brands.” She mentions Binny’s in Chicago and Total Wine as places that offer tastings, which can really help pull-through for small brands. Instant access to alcohol is becoming more of a reality as more retailers start offering delivery services. “In New York, we’re seeing more independent retailers offering one-hour delivery within metropolitan areas.” “My goal is for every brand to be able to sell one case at a time within the 3-tier system. While 3-tier will continue to exist, everyone will be able to work within it, using our technology. The way we built our platform will open up markets to everyone,” says Durzy.

in best practices. I talk a lot about direct to consumer when doing trade marketing. We need to apply consumer tools to dealing with the trade. Everyone who buys is a consumer,” says Durzy, LibDib is currently selling to accounts throughout California, Colorado, New York, and Wisconsin, with expansion to 14 new markets on the horizon. A partnership with Republic National Distributing Company will help open up new territory. “Arizona, Illinois, Florida, and Texas are my next targets. We are solving the problem that all three tiers are dealing with,” says Durzy. “I thought I would get pushback from the distributors, but we all do the same thing. I am not going after the big brands, just the small ones, with under 5,000 case productions.”

But she cautions that access to distribution does not equal sales.

She advises makers to hire companies who specialize in in-store sampling. Or hire an ambassador to get out there and talk to the trade and schmooze with bartenders. “Getting liquid into people is the key!”

Makers need to take responsibility for marketing their brand, both to retailers and end consumers. “You have to work your contacts. We have guidelines to train people

Bottom line: small brands have a choice—and a chance—they never had before. And consumers will be making their choices felt in the industry.

“

HOW CAN WE USE TECHNOLOGY TO MAKE IT EASIER FOR DISTRIBUTORS AND RETAILERS TO CONNECT WITH SUPPLIERS? Story by Laura Ness WINE INDUSTRY EXPO 2019

BOLD PREDICTION #3

WINE PRICE CORRECTION TO INTENSIFY IN

2020

Michael De Loach of Michael De Loach Brands, acts as a broker and marketing consultant for many small-to-medium brands, like Selby Wines, Bucher, Davis Family and Bennet Lane. Like many market observers, he says we’re right in the thick of a major correction, something the wine industry goes through every 8 to 12 years. He attributes it largely to “overly optimistic assessments of future grape needs.” The bulk market is currently swimming in inventory and prices are declining, with spot market prices down 25% to 50% plus, depending on region and variety, according to De Loach. De Loach says to look for the correction to intensify in 2020. “It’s a ‘chicken and egg’ affair for the most part, but it certainly starts with greatly increased consumer demand for premium wine at the very beginnings of this cycle, somewhere in the late 1970s to early 1980s. It’s a vicious cycle ending with a collapse of pricing for grapes and bulk wine, which we are experiencing right now.” He sees two phases to the cycle: phase one is premiumization, where growth at upper wine price levels gets producers giddy with excitement about the future. They increase production targets to meet sales growth, often driven by perceived additional demand. “Contracts are written whereby

WINE INDUSTRY EXPO 2019

growers are encouraged to grow certain varieties in certain areas, e.g. Pinot Noir in Russian River, and necessarily eliminate other plantings, e.g., Gewurztraminer, once widely planted, now almost non-existent in Russian River,” notes De Loach. Phase two brings price collapse, when producers have access to so much supply at attractive prices; they find themselves in an overcapacity situation. De Loach points to a winemaker who recently had to sell nearly 50,000 gallons of premium wine in tank for $1 a gallon, so that the tank space could be available for other supply. “The wine’s assessed value only a few months ago (before harvest estimates firmed up) was well over $20 per gallon. The conversion cost for making the wine (excludes the price paid for grapes) is a minimum of $5 per gallon. This is a terrible loss for the winemaker, but a fantastic opportunity for buyers, such as negociants and private-label buyers. But while negociants win in this phase, they lose later when supplies evaporate.” In the excess supply market, as we are experiencing now, De Loach likes to quote his friend Brian Clements of Turrentine’s popular Wall Street phrase, “There’s a thin line between greed and fear.”

Oversupply adds to sales woes for producers of all sizes. Gigantic privatelabel buyers like Costco, BevMo, Trader Joe’s, and Safeway, reduce shelf space for their usual suppliers, and replace SKUs with their own lowerpriced, higher-margin goods. “When growers and producers can’t make money, they pull out grapes or bud-over to other varieties and make less wine. Their annual gross revenues decline significantly. Growers are reluctant to plant new acreage until buyers are writing lucrative contracts again, which will be another four-to-five years. Medium-to-large producers will lower prices to move excess inventories, thereby lowering the average price point in the market for at least two years, and making business difficult for small producers who could not take advantage of price drops in bulk and grape supply. Inevitably, some producers are forced to sell to larger producers, or to get out of the wine business entirely,” says De Loach. It usually takes another two years to move lower-cost and reduced-price wines through the system, at which point we’re back to a short supply situation. Prices go up to cover the greater cost of bulk and grapes, and lower-priced negociants get squeezed out of the market as prices go up. “Then, you guessed it, the reports of ‘premiumization’ once again appear, because prices went up! Back to Phase One!” says De Loach. Will we eventually reach a steady state? De Loach thinks the US market has grown to about 30% of potential consumption, after 40 years of rapid growth, beginning in 1980. He believes we have another 40 years to go before we start to even out and become more stable. “The industry would be wise to hedge its bets in the meantime by cooperatively negotiating capacities and opportunities with at least a ten-to-fifteen year outlook. So far, even with great technological advances in IT, agricultural techniques, and production, grapes, regionally, can’t be grown fast enough to meet emerging demands, leading to shortages, in turn leading to major market corrections and instability (oversupply), then onto another cycle.” Still, he likes to take the long view. One cold rainy day while pruning his family’s vineyard, which was planted in the late 1800s, and later sold to Williams-Selyem, he had an epiphany. “I realized that the vineyard had survived many things that wiped out other farms and crops. Prunes, once dominant in our area, were all but gone. The only reason you’d know hops had been a big crop here was the old, crumbling, but still architecturally striking hop kiln barns. There had been two devastating world wars, a great recession, and, worst of all, 13 years when commercial wine production was illegal. Most of that all happened in a 30 year span. And yet, the grapes were still here. The farmers and grape marketers figured out a way to make it through, unlike other long-gone crops. We tend to work together to find solutions and help each another out. And I think that tradition carries on.”

Story by Laura Ness

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BOLD PREDICTION #4

Digital Darwinism Imminent:

WINERIES MUST INVEST IN DIGITAL OR PERISH

According to Paul Mabray of Emetry, wineries are ignoring the importance of digitally engaging both their existing and potential customers at their peril. “We are going to see a wave of digital Darwinism,” says Mabray. “We have to get smarter. We’ve been ignoring digital. All of us live in the digital world. We buy on Amazon, we use Google and social media all day long. The market has slowed down and competition has ramped up, making it the most competitive market in history.” Emetry, roughly translated to “the science of buying” from Latin and Greek origins, is about 2.5 years old, and was founded to unlock insights related to consumer buying habits that’s hidden in big data and obfuscated by the 3-tier system. “We don’t know enough about our customers. What are they thinking and doing? Who are they? Where are our blind spots? We need to be able to see around corners into the future,” says Mabray. Current clients are larger wine companies, including Far Niente, Wente, Duckhorn, and Pernod Ricard. Emetry essentially provides a data aggregation platform and tools, including predictive analysis, to predict when a restaurant or wine shop will reorder a given product. Analyzing buying behaviors helps companies design programs to better service their customers.

WINE INDUSTRY EXPO 2019

“We are at siege,” warns Mabray. “Competition will come from retailers, beer producers, distillers, maybe even abstinence and cannabis. Reality is speaking clearly. We need to understand who our customers are and what they want. We need to become customercentric, instead of product-centric.” He warns that the downfall of most wineries is their hyper focus on the eno-tourism tasting room model. “It’s an Achilles heel. It’s the most inefficient and limited model for reaching customers. We have to fly people to our doors, then send wine to them back in another state, if that state even allows it. With a digital footprint, we can touch everyone in their own place. We haven’t done this enough.” Mabray doesn’t want to come across as a Cassandra, insisting that he says these things out of love for the wine industry. “This is my family. Our addiction to California consumers coming from San Francisco is not sustainable. The tasting room model is not scalable. We need to reach customers, including retailers, through social media. We left them behind with Granholm. There are only two reasons to buy direct from a winery: an emotional connection and winery-only products. Retailers have all the advantages. They know how to build scaffolding around their customers.”

He points to examples of companies who are leveraging digital. “Look at Nike. Over the last 5 years, they’ve grown digital DTC sales by 40%. New companies are going digital before they set up storefronts. They can test models and approaches virtually.” Wineries need to capitalize on innovations like augmented reality labels and RFID that engage customers in new ways. Social media can be turned into a feedback loop that changes the dynamics of customer interaction and keeps them coming back for more. Mabray advocates creating communities around your brand, and use alpha testing of wine concepts before wines are bottled. But changing culture is hard. “It’s a very traditional industry, rooted in the land. We’re a push marketing model. It’s the Mondavi playbook of get a good review, sell it to the distributor, win the war. Times have changed. Look at how tequila companies are using Instagram to get feedback on design mockups for a tequila truck. Wineries should do this before a label is even created. The tools are at our fingertips. This is being applied outside wine, and we just don’t learn.” He points to traditional ways in which wineries typically engage with customers, like cruises and fancy winemaker dinners. “Wineries spend $40k on a winemaker dinner, but there’s no ROI. This money would be far better spent on digital marketing, telling unique stories. People self-identify on social media. They seek out causes and interests important to them. Data can show where they shop and get their information.” While wine clubs were one of the original subscription models to work, Mabray thinks they are undergoing an existential crisis. “What are the benefits of a wine club in Napa that gives you four free tastings a year when you live in Illinois?” Look at the trends, he says. “This is a subscription economy. People are buying more online. We live in a multi-channel world. Customers choose the platform they want to engage on: you don’t. You have to be actively listening to all channels. Would you ignore the telephone ringing in the tasting room?”

WE NEED TO UNDERSTAND WHO OUR CUSTOMERS ARE AND WHAT THEY WANT. WE NEED TO BECOME CUSTOMER-CENTRIC, INSTEAD OF PRODUCT-CENTRIC. Story by Barbara Barrielle

BOLD PREDICTION #5

Wine in Cans WILL REPRESENT 10% OF MARKET IN 2025 Nielsen data started tracking canned wine in 2014, only five years ago when canned wines represented less than $10 million of the total market. In 2018, this number was close to $70 million and, by mid-2019, Nielsen showed growth to be on track for at least $70 million if not more. Year over year, wine in cans is on track to grow at least ten percent, and the most remarkable development is the variety of high-end wineries getting into this simple, cost-effective and environmentally responsible packaging; it is not unusual to see a single can selling for $20. The trend in canned wines is not slowing down, asserts Rich Bouwer, president of Free Flow Wines, the leader in alternative wine packaging. And he predicts that wine in cans will continue to grow and represent 10% of the wine market in 2025. Bouwer spent ten years with Gallo and another seven at Beringer before getting into the packaging game with Saxco for ten years. In 2018 he joined Free Flow Wines, a company started by Jordan Kivelstadt ten years ago, and in 2019 Bouwer took over as president. He points out the extraordinary changes in beverage packaging during his time citing craft beers as an example. When craft beer exploded in popularity in the early 2000s, all were packaged in bottles because of the inferred premium quality. In 2019, over 60 percent of craft beers are packaged in cans with 40% remaining in bottles. Now more and more premium wines are exploring cans, and Bouwer says some of the big Napa players with their $100+ bottles are considering cans. The growth of wine in cans has been explosive, 70-80% year over year, affecting everything from still to sparkling wines, both domestic and imported. Furthermore, cans are becoming the container of choice for beverages like water, coffee, energy drinks, beer, cider, CBD drinks, as well as soda. In fact, Bouwer points out that the big soda companies have left the plastics lobby as cans are becoming more popular across the board. The benefits of wine in cans, like portability, serving size, and sustainability, appeal especially to the younger consumer, and they are

leading the market migration towards cans, which is a good indicator of the trend’s sustaining power. “Cans are either 250 or 375 ml., a third or a half of a traditional 750 ml. bottle,” says Bouwer. “Cans offer portability and you can drink out of the can or pour into a glass. No corkscrew is needed and there is no cork taint, and younger consumers are now perceiving cans as premium packaging.” Cans also have benefits that make sense in the slowing growth of the wine industry, which is why cans are seeing double digit growth while the wine sector is slowing. Cans are lighter and easily recyclable, and less weight means lower shipping costs.

YOUNGER CONSUMERS ARE NOW PERCEIVING CANS AS PREMIUM PACKAGING

Free Flow doesn’t produce wine but the company is responsible for packaging in both cans and kegs for over 300 wineries. This year they opened a brand new facility in Sonoma with a major investment in a high-speed canning line for their booming list of clients, and they are betting big that wine in cans continues to grow. Story by Barbara Barrielle

WINE INDUSTRY EXPO 2019

BOLD PREDICTION #6

2020 WILL BRING AN EXPLOSION IN

Non-Traditional

Packaging

Liz Paquette, Director of Brand and Head of Consumer Insights at Drizly predicts that 2020 is going to bring an explosion of non-traditional packaging variants, with a particular focus on the Ready to Drink (RTD) segment, where packaging plays a key role. Paquette says we’ll see more cans and alternatives, and a variety of sizes. In the last four years, they’ve experienced a 47-fold increase in sales of canned wine on Drizly. If that pace continues, they’re set to outsell the highly sought-after boxed wines. They’re already seeing a 31% increase in RTD Sangria. The Drizly app connects consumers with a host of retailers in the local area who can deliver your choice of spirits and wines in under an hour, in most cases. Think of it as on-demand streaming for booze. This growing on-demand phenomenon is changing the way the world accesses alcohol. It also gives Drizly insights into what categories are on the rise. Currently, wine comprises 38% of their sales, with 27% going to liquor and 25% to beer. Wine makes up 40% of the approximately 200k products currently listed in the online store. “Our consumers are typically buying the more well-known wines within the wine category,” says Paquette. “They’re hungry for more education; they want to learn more, to discover new recommendations.” Cans are ideal for that experimenting. Drizly aims to learn even more about what their consumers want. They recently received over 13,000 responses to a survey regarding instore vs. online purchases. “They are

WINE INDUSTRY EXPO 2019

really into the joy of the hunt,” says Paquette. “They want to discover new products. We’re planning ways to enhance discovery through stories and online experiences. We’re asking, how we can use data to guide customers to new products.” Many of these consumers are millennials and Gen Xers with higher incomes, who are early adopters. They’re influenced by brand marketing, but are eager to learn more. Paquette believes more and more producers will begin to enter the canned space to get a share of this growing and lucrative market. Consumers spend well over $50 per order, paying a flat fee of around $5 for delivery. Retailers themselves do the deliveries, while Drizly partners with Doordash in certain states. With the proliferation of hard seltzer, even small producers will come up with new and innovative ways to reach these on-the-go consumers. Canned options that are lower in ABV, and in smaller portion sizes can be

expected. It might feel a bit like “what was once old, is now new,” hearkening back to the wine coolers of the 80s. Drizly predicts they are on the verge of making shopping online for alcohol delivery in an hour as natural as shopping for groceries. The biggest barrier Drizly faces right now is “It’s the origin story,” says Paquette. “People don’t even know this is legal. We’re still getting the word out.” In addition to social media, Drizly is turning to connected TV outlets like Hulu and Dish, anywhere that customers are streaming content they can’t tear themselves away from. Paquette predicts, “Right now, we’re where online food sales for delivery were a few years ago. We are at an inflection point. By 2025, we’ll be there for alcohol.” Story by Laura Ness

“

RIGHT NOW, WE’RE WHERE ONLINE FOOD SALES FOR DELIVERY WERE A FEW YEARS AGO. WE ARE AT AN INFLECTION POINT. BY 2025, WE’LL BE THERE FOR ALCOHOL

“

WINE INDUSTRY EXPO 2019

BOLD PREDICTION #7

WINE INDUSTRY WELL EQUIPPED TO MEET

Climate Change Challenges

“Wine people are interested in surviving and succeeding and will work within the natural boundaries they are given,” says Jim Trezise, President of WineAmerica. He has his finger on the pulse of the wine industry and is intimately aware of the issues facing vintners, and he is confident that wineries will stay ahead of the effects of climate change and be able to adapt. “They share and steal practices, collaborate with each other and will help to spread good practices.” Trezise has been in the wine business representing, organizing, and promoting the wine industry for most of his career, but his belief that the wine business will stay ahead of climate change and adapt readily is his own. WineAmerica advocates on public policy and acts as a “lean mean lobbying machine” to increase and improve the wine industry and wine business. Their top issue today is getting the temporary excise tax reduction made permanent. “Climate change is currently not the focus of WineAmerica, but many suspect it will become a focus soon,” said Trezise. “It is happening more quickly than predicted and at a scary rate.” Winery people are gamblers, Trezise points out, but they know the odds pretty well and approach the business intellectually. This is already a business

WINE INDUSTRY EXPO 2019

model that takes a long time to come to fruition with plantings taking years to mature and then there is the production of the wine, the aging and, eventually, if all goes well, the sale of the finished product…years after the project started as an idea and some vines. “The people in this industry have strategic vision. They are special in the wine business and, by the nature of the business, have a long-range mentality,” says Trezise. “The nature of our industry means we are unique and there is a natural collaboration of people in the wine industry. They are engineers and marketers and are aware of changes that need to be made both in viticulture and sales.” There are also the traditional viticultural and enology schools of research at places like Cornell University, UC Davis, Washington State and Fresno State that continue to do research into different grape varieties with an eye to a changing climate. Trezise notes the cold, hearty varieties that are growing in places like Minnesota and northern climates. “These areas are already in tune with the climate because they have to deal with what has been given to them,” says Trezise. He also points

out that climate change and its possible effects have seen vintners in Napa looking at other varieties in the event that the Cabernet Sauvignon the area has become famous for – and which they can charge a premium price upwards of $100 a bottle – becomes less viable in a changing climate. “People in the wine industry have passion and commitment. They are bold people who laugh, drink, and enjoy life,” says Trezise. “They help each other out sharing wine making techniques, vineyard management, and secrets, pretty unheard of in other industries.“

“

THERE IS NO INDUSTRY LIKE THE WINE INDUSTRY WHERE PEOPLE HELP EACH OTHER, AND THIS IS EVIDENT IN THE APPROACH TO CLIMATE CHANGE Sustainability programs like the ones initiated by The Wine Institute, Oregon, Lodi, and Long Island also go in the right direction and mobilize wineries to think about water conservation, waste management, pesticides, and raising healthy vines in a coherent way. Vintners work together because the promotion of sustainability is good for everyone and not just a marketing gimmick. “There is no industry like the wine industry where people help each other, and this is evident in the approach to climate change,” says Trezise. “With these factors, we are going to be just fine.” Story by Barbara Barrielle

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BOLD PREDICTION #8

WITHIN FIVE YEARS ENTIRE BRANDS WILL BE CREATED THROUGH

Pre-Production Personalization

“Within five years you will see entire brands created through pre-production personalization by flavor and shopper profiling at an individual level - blends crafted ‘instantly’ through data on the consumer’s taste and purchase preferences, and genetic/behavioral/social characteristics, driven by data that may have nothing to do with wine or the production process,” says Mike Provance, PhD and CEO of 3x3. Examples of individualization already exists in the wine business with wine-of-the-month clubs tailored to the palates of the individual consumer based on expressed desires and reviews, and devices enabling wines to be enjoyed one glass at a time. Furthermore, Provance points out that branding and packaging are already informed through shopper-driven voting, focus groups, and feedback, while wine blends go through pilot tests to refine the composition in a way that maximizes sell-through. “These can all be thought of as post-production personalization. The grapes are harvested, and blends produced before the testing of the final product produces revisions and evolutions,” explains Provance. “But these approaches require iteration. The obvious next step is full personalization - from the grape selection up to packaging and purchase.” Currently, packaging is where trends in personalization are happening like the options offered by Alacran Tequila with custom etching as well as packaging that interacts with the consumers like augmented reality, QR codes, and near field communication chips loaded with product information and verification of authenticity. Provance believes that Amazon will be the company that drives personalization, and the retail giant with its massive amounts of consumer data can become a threat to small brands. Amazon looks for the competitive edge and helps everyone else sell until they figure out what works, and then they make their own products under

the Amazon name. It may be ten to fifteen years out, but 3x3 plans on working with brands and retailers to have the tools to fight back. 3x3 has built the only end-to-end marketing channel using data from over 100 different independent liquor stores. And, while gathering data has been crucial in recent years in determining consumer behavior, Provance points out that manufacturers have too much data; it has become overwhelming, so 3x3 provides a solution in analyzing data by developing marketing programs and working on measuring consumer conversion and sales. The simple but powerful model works on six fundamental data measurements: 1. Tracking brand performance in near real-time 2. Basket analysis of what consumers tend to buy together 3. Early trend detection 4. What, when, where and how consumers are making purchases 5. Evaluation of product performance in specific markets 6. Separating noise and hype from reality in product development “The power that personal data brings to the wine business—or, that matter, beer or spirits, too—is the ability to tailor the product from the outset.”

says Provance. “This has reared its head previously at the do-it-yourself level with home brewing and winemaking, but in a way that referenced the early days of car-building; you can have any color as long as it’s black. These methods depended on consumers choosing from a pre-determined short list of wine and beer production options. “What is coming is the application of what industrial manufacturers in the 1980s referred to as mass customization or the ability to put data to work to deliver individually-designed products through scalable production processes. Production runs were shorter, but the results were more fine-tuned to the vagaries of customer preference.” We see this in the wine industry now with small batch winemaking, single barrel production, and customer blending; spirits are being developed based on consumer preferences with flavors, smoke, and herbs. The alcohol industries are doing things that change the product they produce, and that is the sign of early personalization. “Imagine shopping for a wine by sharing saliva, contributing purchase history, and sharing the sentiment of your social media threads. That’s the next generation of beer, wine, and spirits manufacturing” declares Provance. Story by Barbara Barrielle

THE POWER THAT PERSONAL DATA BRINGS TO THE WINE BUSINESS IS THE ABILITY TO TAILOR THE PRODUCT FROM THE OUTSET.

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CONSUMER INSIGHTS SHOW CANNABIS’ IMPACT ON WINE While the 3rd Annual Wine & Weed Symposium offered ideas to both camps on how to work together, utilizing marketing strategies, and integrating more women into the ranks, the critical piece of information that many in the audience were waiting for was presented during Jessica Lukas’ session, “The Cannabis Impact on Wine”. Ms. Lukas is Vice President of Consumer Insights at BDS Analytics, Inc, which has world-wide cannabinoid market data. In presenting her information to a crowd that was a little in awe of the graphs and the blitzkrieg of statistical analysis, she nevertheless made her points known and understood. To understand her data, one needs to understand that this is information gathered from ~80% of the legal market. The US market is huge, with California coming in ahead of Canada for sales, followed by Colorado. Right now California is enjoying a $2.5 billion dollar market. Projections through 2024 show this to be a $40+ billion dollar industry world-wide in just five short years, enjoying astronomical growth. The US is projected to garner ~70% of that total value. Although impressive, keep in mind that currently the US Alcohol market is currently roughly fourteen times bigger, and in five years will still be earning five and a half times more than its cannabis counterpart, with a five year projection at around $170 billion dollars. For the three states with the most history regarding this subject, Colorado, Washington, and Oregon, alcohol sales do not appear to have been affected by the legalization of recreational cannabis, and the increased sales value seems consistent with the general US trajectory for alcohol. In most areas so far, alcohol grows with cannabis. For the Wine Industry, her next sets of data looked specifically at a type of edible that seems most in direct competition with wine, which is the cannabis beverages category. Currently comprising only 6% of all edible forms of cannabis (remember edibles themselves only make up ~15% of cannabis

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Nearly half (45%) of alcohol consumers in fully legal cannabis states also use cannabis products, and that 65% of cannabis users also imbibe in alcoholic drinks. use cannabis products, and that 65% of cannabis users also imbibe in alcoholic drinks. However the risk for the wine industry Lukas laid out was that as Alcohol users are increasingly consuming cannabis, the reverse is not true; cannabis users are decreasing their use of alcohol.

products available), there is a growth curve of +15% for cannabis beverages that any stock investor would be pleased to see in a portfolio. With a rapidly changing and capricious market, one of the impediments to beverage sales has been the taste, which Lukas notes, is the “number one consumer driver” for this category. So who are the consumers of cannabis? Are they also wine consumers? Coming from all walks of life, consumers are a diverse group. In her slides, we saw that of the collections labeled Consumers, Acceptors and Rejecters™ in fully legal states, there has already been a striking change. In Q1 2018, 31% were Consumers, 32% Acceptors (those who don’t use but don’t mind or are open to it), and 37% Rejecters. Lukas illustrated that in just the past year, the shift is there to see, with Consumers climbing to 38%, Rejecters dropping to 33%, and Acceptors dropping to 29%. The dropped numbers together total the increase in Consumers of 7%, and an overall gain of 4% to the grouping of Consumers & Acceptors (those currently consuming or open to it). An interesting statistic showed that nearly half (45%) of alcohol consumers in fully legal cannabis states also Story By Dawn Dolan

WINE INDUSTRY EXPO 2019

Although she presented that within the alcohol category, wine was more insulated than other alcoholic beverages, the next risk she showed to alcohol was the cross-over effect, where a percentage of people, who presumably used to think of a particular social or recreational occasion as purely a wine occasion, now consider that it could be either a wine or a cannabis occasion. A last risk cited was that wine consumers, when they pair alcohol and cannabis, consume less wine than they otherwise might, perhaps helping to drop the overall volume consumed. And more and more are considering cannabis as a singular, solo event, playing on the interesting cultural disparity in thought, that being that drinking alone means you are a drunk, whereas using cannabis while alone is more acceptable. That said, of those who use both wine and cannabis, ~70% have not changed the amount of alcohol they consume overall. The risk is highest in the relaxation category, where the substitution of cannabis for alcohol is potentially greatest, and the perception of health and safety dominate, especially among younger adults. As for the question of the day, is cannabis impacting wine sales, her answer is “not yet”. The amount of cannabis consumption impacting wine consumption is still negligible, but in this changing market and changing environment, and with new users coming online who are not burdened with the stigma of days gone by, next year’s Wine & Weed Symposium may tell a different story.

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ConeTech Builds on Core Expertise to Solve for the Increasing Problem of Smoke Taint in Wine For a company built on removing alcohol from wine, the focus over the past decade for ConeTech, a member of Advanced Beverage Technologies (ABT) family of companies, has been on innovation and other ways to use its equipment and expertise. One key innovation – a process that removes smoke taint from wine – and one that wound up not only diversifying the company’s services but earning it a WINnovation Award. “I think one of the cool things about ConeTech is the desire to find a new way, there’s a lot of bravery in trying new things … There’s a lot of guts in the management team to try these things,“ says Larry Wu, ABT’s Vice President of R&D and Innovation. Wu and his team attacked the creation of the process with the same vigor that had led to the development of ConeTech’s acumen in alcohol removal and flavor management for not only wine but also beer and other products. The company, created in 1991, employs experts from multiple fields including enology, brewing, distillation, food science and chemistry and operates in four of the key wine growing regions: California, Chile, Spain, and South Africa.

“What we have done over the past 28 years is not only grow our expertise but we grow it in a manner that takes us into other areas,” says Debbie Novograd, ABT’s CMO/Deputy CEO. “We evaluated what else we could do with our knowledge and understanding, and with the predominance of fires and smoke taint happening more and more, we sat back and said ‘what else can we do that we haven’t done before?’ “ Fires are nothing new in California, and neither is the search to fix the damage that smoke causes to wine. Reverse osmosis, or ultra-filtration, has been perhaps the most popular antidote. “Often what a winery is left with is a wine that’s lost so many of the qualities that made it good in the first place,” says Wu. “The key is to preserve the flavor.” He, explains how the process first removes the essence, the most volatile compounds prior to utilizing a second, complimentary technology for removing the smoke. “Then I add the essence back at the end and it becomes a high-quality wine again, without the smoke in it.” Developing the process was one thing, but another hurdle just as challenging was finding clients, not because they didn’t exist but because they didn’t want to admit they had an issue. “It’s a problem nobody has,” Wu says. “The news comes out that there are fires, and the next thing you know, the newspapers and magazine writers are saying there’s this huge problem with Napa Cabernets. Immediately, the industry circles the wagons, and use their PR to make it a non-event. It’s that dirty secret that no one wants to talk about.” Wu says they quietly started asking some of their clients on the alcohol adjustment side of the business if they

WINE INDUSTRY EXPO 2019

had any smoke-tainted wine and whether they’d like to allow ConeTech to use that wine to further develop its research. One of their best customers stepped forward with a small sample of bottles. By the time ConeTech was finished, it had cleaned up over 100,000 gallons of tainted wine. By year-end ConeTech will have cleaned up a million gallons of wine while working primarily with a couple dozen clients. No doubt there’s more out there to address, with fires unfortunately a summer ritual, more intense in some years than others. One of those clients is Shannon Ridge in Lake County, where the fire effects were so severe last summer. Joy Merrilees, Director of Winemaking and Production there, remembered that there was a lot of fire damage in 2008 and people didn’t want to address it and just hoped for the best. “We know now,” says Merrilees, “that fire effects can be so different in the same vineyard, based on elevation and location and the variety. Who detects the smoke and with what sense also varies by individual.” Merrilees says the winery’s options to fix the 2018 vintage included ConeTech, and that overall they were pleased with the outcome. “It makes the wines still usable or blendable, she says. “You can process it through ConeTech and you actually have something to work with. It may not be your 100-point wine, but it’s something that you can work with, using barrels, blending with other varietals, to balance out the finish and make it good. From what we started with to what we ended with, we were all pretty amazed.”

Wu says what has been most gratifying about finding this solution and has motivated him from day one, is the possibility of saving full season’s work for a winery. “A vineyard’s gone through the trouble of growing the grapes, a winemaker’s gone through the trouble of pressing, fermenting, and turning it into super premium wine and then to have it deemed worthless except for scrap alcohol, by Mother Nature ... adding that value back, to me, is supremely satisfying.” With the wildfire problem spreading to other wine regions, Wu sees the possibilities of application growing, from Washington and Oregon to regions on other continents. Novograd says what excited her most about ConeTech’s new innovative work was “finding ways to get an industry that’s so focused on a certain way of analyzing or processing, to instead look outside the box,” she says. “To start to bring to the forefront a method for removing smoke taint, that as Larry said, is not necessarily steeped in a winemaking approach, and instead begin to utilize expertise from other areas for solving problems like this.”

Story By Paul Vigna WINE INDUSTRY EXPO 2019

Pharmaceutical Technology Adapted for Winemaking Advances Wine Quality When Vijay Singh wanted to build a winery in Bedminster, NJ six years ago, his wife Meera, a WSET Level 3 sommelier, was put off by the prospect. The laborintensive process of small-scale winemaking requiring midnight punch downs and intensive barrel and tank-cleaning regimes was not her idea of fun for two people who were supposed to be “retired.” Her reluctance, and the refusal of a permit from the zoning department official due to potential wastewater concerns, got Vijay to thinking about his previous experience in the pharmaceutical industry. In 1999, Vijay had invented a machine that manufactured pharmaceuticals in single-use bags, eliminating problems with sterility and cleaning. Vijay reasoned that the success of that endeavor and its basic principles could be applied to winemaking as well, so he got to work. In 2017, after several years of trials that took place in the US, Italy, Australia and Spain, Vijay and Meera officially launched the GOFermentor as a commercial product. They also got the long coveted permit from the zoning department and now operate the only winery in Somerset County, NJ. As many groundbreaking technologies, the GOfermentor concept appears simple, but required very complex mechanisms and custom plastic liners to become practical. At harvest, grapes are placed in a plastic bag containing two compartments. Once yeast and nutrients have been added, the GOFermentor is turned on, the bag is activated and air fills the second chamber, pressing the grapes every two to three hours for about eight to ten days to “punch” the must until the sugar is gone. The pressure and motion of the inflating air bladder

WINE INDUSTRY EXPO 2019

disperses the cap during fermentation, keeping it moist. When the process is complete, the machine uses the air chamber to press out the wine from the pomace, which remains in the bag and can then be used for mulch or fertilizer. This feature eliminates the need for an expensive press that must be cleaned before and after use. There is no exposure to air during fermentation and no water required for clean up once fermentation is accomplished. The bag itself is disposed of in a landfill, where it biodegrades. For the next fermentation, an entirely new bag is used and the process begins again. According to Vijay Singh, the commercial GOfermentor can handle up to one ton of grapes in one run and produce about 150 gallons or about 700 bottles of wine. “Our wine contains no sulfites because the process happens in closed bag; and there is no air to oxidize so preservatives such as sulfite are unnecessary,” Singh confirms. “And one of the best things – our system doesn’t require infrastructure. It takes up about a 4x4 foot space on the floor. All you need is a household 110 volt receptacle” As a testament to the quality of wine the GOfermentor produces, Meera and Vijay have won more than 50 prestigious wine awards, including Best in Class at the 2019 San Francisco Chronicle wine competition for their Sky Acres Winery 2017 Black River Red. “I think this thing is really wonderful,” comments Clark Smith, owner of WineSmith Wines and Consulting and a self-described “collector of game changing technologies. “The most important aspect of the GOfermentor is the wine quality.” Smith testifies. “All of their wines have good extraction and supple, round tannins. Here’s Vijay and Meera, with limited experience and they bag a medal

from the San Francisco Wine Competition. I figure, why don’t we just do it their way?”

cross contamination problems in cellar environments,” Smith reports. “This machine pays for itself in one season.”

Smith is in a position to appreciate game changing technology.

Smith notes that a colleague of his from France recently purchased two of the GOfermentor units and has been impressed with their labor-saving features.

He is a leading authority on wine structure enhancement and holds a patent for reverse osmosis methods for alcohol removal and volatile acidity correction. He also developed a popular class at UC Davis on The Fundamentals of Wine Chemistry, which has been attended by more than 4,000 students since 1984 (Wikipedia, 2019). After learning about the Singh’s GOfermentor invention – and tasting the results – Smith purchased three of the units and began experimenting with the idea that quality winemaking can actually be accomplished by setting some controls, pushing a button and walking away. “It eliminates the labor of punch down, not to mention

“He travels a lot as a consultant. Now he can just crush his grapes, go away for two to three weeks, come back, throw the bag away and that’s it.” Throwing the bag away may be one aspect of the GOfermentor process that some winemakers find objectionable, given the increasing concerns about environmental impact. Vijay Singh is both practical and philosophical about the question. “Without plastic, life is not possible,” Vijay opines. “If you go to the grocery, chicken is in plastic. Our society requires it. With conventional (winemaking) methods, how much water is wasted, how much is polluted with detergent? Everything is a trade off.” Vijay notes that the bags used in the GOfermentor are BPA-free/medical grade meeting FDA CfR177 for food contact. “Our bags don’t contain plasticizers. They crumble in landfill quickly, they biodegrade,” he asserts. “One bag is used per ton of grapes. The average winery uses three one-tons bags per unit per year … with our system there is no contamination. There needs to be a balance with things.” For his part, Smith says that the GOfermentor has “earned my unequivocal recommendation.” He plans to use them to process eight tons of grapes this year and has partnered with Vijay Singh on 12-university collaborative study throughout the U.S. for the 2019 vintage that compares the GOfermentor method with grapes processed more traditionally, in a macro bin. Vijay will present the preliminary results of the study at the WIN Expo on December 5, 2019 in Santa Rosa, CA. In January, the resulting wines will be sent to Spain for analytical and sensory evaluation. “I’m going to make everything I do from now on in a GOfermentor,” Smith declares. “It’s neat to be in an industry for 48 years and then have this ah ha moment, realizing you’ve been doing this wrong all along.”

Story By Elizabeth Hans McCrone WINE INDUSTRY EXPO 2019

Groundbreaking Production Software Enhances Winery Efficiency and Bottom Line When Ashley DuBois Leonard worked in production for a number of small and large wineries, she knew there was something missing. There had to be an easier way to manage all aspects of production and have necessary information available to everyone in the winery that needed it. With a degree in viticulture and enology from UC Davis and having worked almost every job in a winery, she transitioned to working in technology when, after discussions with many of her winemaking peers, she realized her frustration with reliability and accuracy of production information was felt by many in the industry. She set out to create a platform that would transform how winemakers worked through the production process, but it had to be mobile-friendly, intuitive and flexible as well as easy to learn. InnoVint was founded in 2014 and, since then, thousands of winemakers have found the software to be groundbreaking and an invaluable tool in production. The entire InnoVint team has had winery production experience so they know intimately the issues they are dealing with when problem solving in a winery environment. Their clients are overwhelmingly appreciative. “We have been using InnoVint for a little over a year. Before switching to InnoVint, we kept data in about a dozen complex spreadsheet,” says Ben Shapiro, assistant winemaker at J. Scott Cellars. “It was pretty dysfunctional, but now all our data is centralized. All my team members can view this data in the winery or on the road through the InnoVint app. The ability to quickly look up key details, like the blend fractions, recent chemistry, and calculated addition rates, helps my team make good and accurate decisions in the winery.” Leonard points out that in six years InnoVint has grown to have over 700 wineries as clients and has 13 million cases under management. They have clients in 27 states. All of this is because her team knows winemaking and how best to digitally manage the production process from grape to bottle.

WINE INDUSTRY EXPO 2019

“Working with InnoVint since the beta version, I have seen first-hand the commitment of the team to creating and refining a powerful winemaking management tool,” says Anne Fogerty, assistant winemaker at Rivers-Marie Vineyards. “I’m continually amazed at the ability to easily find historical data, organize busy harvest days, and create templates for work that give me more time to be out in the action. The more you put into this system, the larger the dividends.” Case studies show the difference InnoVint has made in saving time and money. At The Wine Foundry in Napa, California, the implementation of InnoVint is saving significant hours of winemaker and staff time per week. A custom crush facility, The Wine Foundry had their own specific needs. They manage over 25 custom crush clients along with their own brands. They work with some of the most exclusive, small-lot boutique wineries with bottle price over $100. It is important that they are a seamless and effective operation. “The ability for clients to write their own work orders directly in the system and the ability to create work order templates,” said Steve Ryan, General Manager at The Wine Foundry, “these were driving forces to consider the transition, as it would directly show an impact to the bottom line by creating efficiencies.” InnoVint was able to import information from The Wine Foundry’s existing but inefficient production software, so the winery did not miss a beat in conversion. Because custom crush customers have access to the software, there is no longer the need to go back and forth in communications. In addition, InnoVint allows clients to generate government compliance reports and follow the real-time work on their wines in the cellar, whether they were present in the cellar or away.

Custom crush clients were given access to the system which eliminated much of the back-and-forth that slowed them down before. Now outfitted with the ability to obtain their own government compliance reports and view the real-time progress of work in the cellar, clients were happier than ever. Internal communications, communications with clients, task management, work flow management and both government and production reports mean a huge time savings as well as the reduction of errors and consolidation of responsibilities has meant a significant time and cost savings. “We quantified it as an average of 32.5 hours per week saved between the reduction of part-time personnel and time freed up from responding to calls and emails,” says Ryan. “We chose to reinvest this savings into the business in order to improve wine quality and client services.” At Outpost Wines in Angwin, they produce ultra-premium wines as single varietals from the winery’s 28 acre estate vineyard under the guidance of winemaker Thomas Rivers Brown. They also have custom crush clients. Prior to InnoVint, Outpost was relying on Excel and paper to manage operations and day-to-day workflow. Handwritten and printed workorders were the norm and, although they felt they needed a production software, existing options seemed too big and too costly for their needs. They explored InnoVint as a possibility for the small to medium wine producer. For Outpost, the goal was to find a productivity tool that made the winemaking team effective data trackers and

workflow processors so that they could concentrate on creating the wines instead of chasing information. Since implementing InnoVint, the biggest gain to the Outpost team is the sharing of data across all levels of staff form the winemaker and winery manager to the interns. At Outpost, InnoVint is the daily resource that drives all decision-making, the assistant winemaker and cellar master review InnoVint data each morning. During nonharvest time, digital orders for topping, racking and additions are assigned based on data. During harvest, the assistant winemaker assigns pumpovers, punchdowns, and analysis work for AM and PM rounds using Innovint’s Fermentation Work Order Generator. Fruit is received and weight tags are created with InnoVint while the Cellar Master uses an iPad to organize pressing, barrel-downs, inventory, transfers and barrel fermentations. “The combination of real-time and historical data on a cloud-based platform has been amazingly useful for timely decisions during harvest, reporting on previous experiences in a wine’s life, and reliable data for clients, owners and sales staff,” says John Giannini, a winemaker at Outpost. “With InnoVint, we save 5-10 hours a week during non-harvest weeks and an easy 15 hours during harvest and post-harvest. At J. Scott Cellars, Ben Shapiro agrees, “I would recommend InnoVint to any winery and winemaker who wants an intuitive workflow, centralized data, and increased communication with their teams. Everyone at J. Scott Cellars, from the owner to our cellar hands, feels empowered by using InnoVint.” Story by Barbara Barrielle WINE INDUSTRY EXPO 2019

Innovation Advances Natural Cork Consistency and Quality Wine Industry Network is proud to announce MASILVA’s SARA ADVANCED® process as one of this year’s winners of a 2019 WINnovation Award. The SARA ADVANCED® process is unique in its meticulous treatment of corks, and has created a product that virtually takes away the guesswork of using natural corks. Neil Foster, President of MASILVA USA, is pleased at the award. “We created this new state of the art process to be preventive and curative. This cutting-edge technology uses dry steam, temperature, and pressure to dramatically reduce TCA and other phenols.” The original SARA process was developed to process granulate corks, used for Champagne corks and other technical closures. Their newest innovation for treating natural corks, the SARA ADVANCED® process is being used for straight natural corks, Silktop Advanced® corks and Champagne corks. Says Foster, “We’d already seen the benefits on our granules used for the technical corks and had been researching the best process for straight wine natural corks, but we went back to the drawing board to truly understand the straight wine natural cork, and work to enhance the cleanliness.” He notes that as of January 2019, all natural corks produced worldwide are now being treated with SARA ADVANCED® process, as part of their new standard. Globally MASILVA produces in excess of 600 million corks per year. As for the technical details, this proprietary cutting-edge technology is something Foster describes with pride, “It’s a process we do after we punch the corks. It’s a combination of temperature and pressure, where water is vaporized, creating dry steam. No water particles are in suspension. No moisture. It relies on the elastic memory of corks, using dry steam, temperature, and pressure to dramatically reduce TCA and other phenols.” Using this process, corks become more neutral. The stronger aromas are cleansed, giving more of a

WINE INDUSTRY EXPO 2019

constant sensory aroma when the corks are soaked. Reducing phenolic compounds is the goal, and with this process, they have determined that the corks are much more consistent, cleaner, and neutral. MASILVA USA has been partnering with Alexandre Schmitt (www. wineandflavors.com) to research aroma molecules in cork closures. The world’s foremost expert in wine scents, Schmitt was brought on to assess cork phenolic compounds. Says Foster, “This was part of the program – to have him to evaluate this process. We also have other methods of testing; chemical, etc. What’s important to many winemakers is what potential impact the cork will have on the wine, aromatically. The idea of using M. Schmitt was to have him do a number of sensory evaluations.” Foster continues, “Winemakers look for the cleanest possible cork that has the least impact on wine. They want zero TCA and sensory neutrality.” In his testing, corks were soaked for 24 hours, then tested to see if they altered aromas of the wine. Standard corks had more inconsistencies and less neutrality than those that had undergone the SARA ADVANCED® process. MASILVA’s goal is to continue providing a higher quality product that doesn’t impact wine quality. The SARA ADVANCED® is now a standard process, applied to all regular inventory of corks. Says Foster, “As a company we’re striving to deliver the best-performing corks in the industry. This is a result of an increased financial investment and commitment to quality that has been part of MASILVA’s philosophy and strategy since the beginning of business.

Story By Dawn Dolan

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Bolstering Grapevines to Handle the Effects of Climate Change BluVite (pronounced bloo veetay) was developed in Italy by BluAgri about 10 years ago to help grape growers deal with the inevitability of climate change. Enartis USA began trialing it here in the US in 2018. With BluVite and BluVite Red, BluAgri’s mission is to improve the efficacy of the microbiome of the soil by application of a biofertilizer, essentially comprised of peptides and minerals. It includes, among other things, elemental sulfur and hydrolyzed non-GMO yeast, which help boost soil fertility, improving the vine’s ability to uptake nutrients and better resist environmental stress. While it does not change the composition of the microbiome, it does stimulate the existing one. By applying BluVite directly to the soils twice a year for reds and whites, grapevines can exhibit healthier growth, with more even shoots, a more uniform canopy, better berry set, enhanced cluster development and more even veraison. Above all, the vines are shown to produce perceptibly superior fruit, with a greater concentration of anthocyanins and phenolics. BluAgri developed the product out of a resounding moral necessity to cope with climate change, says John (JT) Jaeger of Enartis, who is undertaking trials among approximately 53 vineyards—and counting—throughout the state of California and Oregon. Enartis started carrying the product manufactured by its sister company just over a year ago. Jaeger, who grew up in the small farm town of Woodland, CA and studied plant and microbial genetics at UC Davis has always been fascinated with soils and is dedicated to protecting what he calls California’s greatest resource next to water. “We need to help protect soils and keep them healthy.” He explains the circumstances that drove the product’s creation. “In France and Italy, they started experiencing extreme heat events, and vines noticeably suffered. They knew they needed to make the root systems more robust and resilient to diverse conditions and the solution had to be sustainable as well.”

WINE INDUSTRY EXPO 2019

Thus, BluVite was born out of an attempt to be green. It works by restoring the soil’s microbiological fertility, without inoculating external microorganisms. By stimulating microbes already present in the soil, the product helps nutrients to become more available to the root system, thereby strengthening it and resulting in a healthier plant above ground. This approach took off in Europe where centuries of organic farming are the norm. It fits into the old-world way of growing and making wine, and today, after some of the largest vineyard properties in Italy have been using it, many for at least five years. “They are getting close to 500 vineyards now,” says Jaeger. “Even big wineries are using it. There’s a lot less skepticism there about using a biofertilizer product.” BluVite is widely used throughout Italy, France, Germany, Czech Republic, South Africa, Brazil, Uruguay, and Argentina and is taking off in the US as well. Enartis USA has been carrying it commercially for just over one year now, and Jaeger himself took over managing trials a year ago. In spite of US skepticism, he’s had large clients sign on for long term trials. One is Daou Vineyards and Winery and the other Beckstoffer Vineyards. He even has had interest from other key players in the wine industry. “Many influential growers are showing interest for next year,” he says. “All the big players are looking at ways to combat climate change. Beckstoffer is looking for a product that can increase resilience in all of their vines and improve their resistance to heat waves. It won’t cure red blotch, but it can help any vine whether it is in good shape or not. This is something that can be used across any vineyard.” Jaeger attributes this to BluVite helping to create a better

Jaeger says that many other key players in the industry are also in the process of trialing the product. “98% of the people who have used it want to do a trial first.” He says you can trial with as little as two acres: one for control and the other for application of BluVite. Jaeger recommends that vineyards do nothing different with their farming practices during the first year of use. “Change nothing as your root mass builds up,” he says. “Then you can pull out other variables if you wish.” BluVite costs approximately $95/acre for red vines and $91/acre for whites, which must be done at bud break and then again at flowering, for best results.

root mass, which supports overall vine health. Daou Vineyards and Winery is one of the bigger proponents of this product, and Daniel Daou (winemaker and cofounder) even presented findings as part of a trials presentation done at WiVi in Paso Robles and at IQ in Napa. According to the Daou trials, shoot length was longer, shoot diameter was larger and the measure of photosynthetic activity was greater in BluVite Red treated vines. They also experienced better berry set and more berry size uniformity, and ultimately larger clusters with slightly larger berries, increasing vine yields. Measuring pH and K concentrations in the juice, they observed higher levels in both for the control fruit, whereas there was a noticeable drop in both for the BluVite Red treated fruit, about 38 days after veraison. Using HPLC (high performance liquid chromatography), they also found a significantly larger concentrations of monomeric anthocyanin and overall anthocyanins in juice from the BluVite treated block. They also experienced a greater degree of extractability of the anthocyanins, leading to higher phenolics in the finished wines. Furthermore, measurements of canes on the dormant vines shows noticeably more girth, along with a greater number of canes, with an average longer length than the control. This is another indication of enhanced vine vigor. “Daou takes the long-term view, as does Beckstoffer. They truly understand that farming grapes is a moving target.”

What does success look like for Jaeger? “Having growers be able to utilize BluVite as one of the many tools in their toolbox, an important part of your trusted set of farming tools. Use BluVite to increase berry color and vine resilience but continue to use whatever else works for your vineyard.” While most vineyard acres using BluVite are planted to reds, he says many wineries in California, Oregon and Texas are trying it on Sauvignon Blanc and Chardonnay. Italy, he notes, has adopted it widely for both reds and whites. He attended a conference in the Veneto region last year, where they have trialed a lot in the grape varietal used to make Prosecco, both treated and control. “A lot of the vineyards have adopted it entirely now,” he claims. The product can fit into an organic and eventually a biodynamic program and Enartis is in the process of having it OMRI and Demeter certified. Because BluVite is technically a fertilizer product, each state must grant label approval, and each state has different label requirements. Enartis is in the process of getting approvals for trials in Washington and British Columbia. Jaeger also mentions that you have to be ready to commit to the product before bud break occurs. For a lot of vineyard owners, that means budgeting in the additional cost before the season starts. But the results could be beyond tasty and if you can charge a wee bit more for the wine, it’s all good.

Story By Laura Ness WINE INDUSTRY EXPO 2019

WIN EXPO EVENT GUIDE : EVENT SCHEDULE 8:30 am CHECK-IN OPENS FOR ALL ATTENDEES

At the registration tent, located in front of Gallo Glass Pavilion (Grace)

9:00 am - 4:00 pm TRADE SHOW FLOOR OPENS Gallo Glass Pavilion (Grace) & Hall of Flowers

9:30 am - 10:30 am TRACK: WINEMAKING & PRODUCTION 1A - Smoke Taint; A New Perspective on the Challenges, Inconsistencies, and Treatment Room: Kraft Hall

TRACK: SALES & MARKETING 1B - The Technology Impact on Wine Sales; Are You Ready for Automated Marketing? Room: Finley Hall

TRACK: STRATEGY & LEADERSHIP 1C - 5 Principles for a People-Centric Workplace Room: Garrett Hall

11:00 am - 2:00 pm LUNCH SERVICE OPENS (BUFFET) Garden Building

11:30 am - 12:30 pm TRACK: WINEMAKING & PRODUCTION 2A - Managing the Impact of Climate Change; The Evolution of Vineyard & Winemaking Practices Room: Kraft Hall

TRACK: SALES & MARKETING 2B - Smart Packaging; Engaging with Consumers Like Never Before Room: Finley Hall

TRACK: STRATEGY & LEADERSHIP 2C - Navigating the Legal Landscape of Wine; Preparing for Changes in 2020 Room: Garrett Hall

1:30 pm - 2:30 pm TRACK: WINEMAKING & PRODUCTION 3A - Alternatives to SO2 in Winemaking; Bio-Protection & its Role in Lowering Sulfite Content Room: Kraft Hall

TRACK: SALES & MARKETING 3B - Creating Pull for your Brand; Tools, Tactics and Techniques Designed to Drive Demand Room: Finley Hall

TRACK: STRATEGY & LEADERSHIP 3C - State of the North Coast Wine Industry Room: Garrett Hall

1:30 pm - 3:30 pm WINE TASTING - GOLD MEDAL WINE COMPETITION WINNERS A select group of Gold Medal wines will be poured Gallo Glass Pavilion (Grace) & Hall of Flowers

WINE INDUSTRY EXPO 2019

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WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: WINEMAKING & PRODUCTION #1A

Session Description: The sad reality for North Coast grape growers and winemakers is that smoke impact is, and will be, something to contend with ongoing. What progress has been made in this area? What new technology is being utilized? Is there a solution? A team of industry and scientific experts will present the latest innovations on this topic and engage in a discussion regarding the continuing impact of smoke exposure, the lack of a clear method to test wines, the challenges of removal and how taking a different approach may be the answer.

Speakers:

DEBBIE NOVOGRAD RAY MARSILI MODERATOR Flavor Chemist, Owner / Deputy Chief Executive Marsili Consulting Officer, Chief Marketing Officer / ConeTech, Advanced Beverage Technologies

Session Track Sponsored By: GOfermentor 46

WINE INDUSTRY EXPO 2019

JOY MERRILEES Director of Winemaking & Production / Shannon Ridge Family of Wines

DR. ANITA OBERHOLSTER Cooperative Extension Specialist in Enology / UC Davis

LARRY WU VP of Innovation, R&D / ConeTech, Advanced Beverage Technologies

WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: WINEMAKING & PRODUCTION #2A

Session Description: While the full impact of climate change on the wine industry remains to be seen, we are already beginning to see the effects of it. Increasing temperatures and changes in weather patterns will bring new viticultural and enological challenges to the industry. In some areas, climate change may bring rising potential alcohol levels, decreased natural acidity, increased potassium levels and higher pH. In other regions, fluctuations in weather patterns may bring more summer rains which means higher disease pressure and subsequent decreases in yield and quality. In this panel, both winemakers and viticulturalists will share experiences in mitigating the impact of climate change, from grape to bottle. The attendees of this session will leave with information on practices and tools to help them address some of the viticultural and enological challenges associated with climate change.

Speakers:

JOSÉ SANTOS MODERATOR President & CEO / Enartis

CLINT NELSON Vineyard Manager / Beckstoffer Vineyards Red Hills

Session Track Sponsored By: GOfermentor 48

WINE INDUSTRY EXPO 2019

FRANCISCO RODRIGUEZ Head Winemaker / Casa Madero

WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: WINEMAKING & PRODUCTION #3A

Session Description: Increasing public concern with sulfite content in wine is trending, driven by European consumers demanding wines made with lower SO2, and that trend is expected to continue, and grow, here in the United States. This is compelling winemakers to change their winemaking protocols, reducing the SO2 additions throughout the life cycle of winemaking. Given that SO2 has been one of the most commonly used wine additives for centuries, finding alternatives while keeping high quality wines is a challenge for today’s winemaking community. What are winemakers in Europe doing differently and what have the results shown? What role have Non-Saccharomyces yeast strains played? What post-fermentation additions are showing the best results? A panel of winemakers will address all of these questions as well as share their experiences and practices in this interactive session.

Speakers:

ARTHUR O’CONNOR MODERATOR President & Winemaker / Disruption Wine Co.

EGLANTINE CHAUFFOUR Product Manager, Winemaking Solutions / BucherVaslin

DANIEL DYCUS Technical Manager North America / Laffort USA

Session Track Sponsored By: GOfermentor WINE INDUSTRY EXPO 2019

WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: SALES & MARKETING #1B

Session Description: Automation and AI have already made a big impact in the vineyard and throughout the production process, but for small and mid-sized wineries the potential impact on wine sales may be the biggest game-changer of all! What new technology is available and how is it impacting the direct and wholesale channels? What is automated wine marketing? Who’s using it and what have the results been? With new industry research and case studies from leading wine marketers, this session will teach you how even small wineries can impact customer engagement to multiply sales, customer satisfaction, staff productivity and competitive success.

Speakers:

ELIZABETH ‘E’ SLATER MODERATOR Founder / In Short Direct Marketing

CHRIS DENNY President, Founder / The Engine Is Red

Session Track Sponsored By: Prosurix, Inc. 50

WINE INDUSTRY EXPO 2019

BRYAN ST. AMANT Founder & CEO / Vinteractive

MICHAEL WANGBICKLER President / Balzac Communications & Marketing

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WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: SALES & MARKETING #2B

Session Description: The technology impact on wine packaging is drastically changing the way wineries can deliver information to consumers. From augmented reality to winemaker videos, the ability to engage and communicate with customers has never been better. Wine marketers can let their imagination run wild and designers are delivering. This session will highlight some of the latest and best examples of technology integrated packaging and what results have been experienced so far. Our panel of experts will also discuss costs, options and share their vision for where they see the future of wine marketing is heading.

Speakers:

KATIE CALHOUN MODERATOR President / Calhoun & Company Communications

GINELLE CLOAR Innovation Manager / Bogle Vineyards

Session Track Sponsored By: Prosurix, Inc. 52

WINE INDUSTRY EXPO 2019

MARISSA MCCOLLUM Marketing Manager / The Wine Group

CHRISTINE MOLL VP of Marketing / O’Neill Vintners & Distillers

PETER OBERDORFER Founder / Tactic

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WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: SALES & MARKETING #3B

Session Description: In the wine industry’s hyper-competitive environment, good scores, gold medals, a beautiful website and tasting room are great, but today it takes more than that to to achieve sales goals. Today, wineries need to work harder supporting sales off the shelf and wine lists. They need to not only generate traffic to their site or their tasting room, they need to drive demand for their product. How do successful producers create pull for their products to support their wholesale and DTC efforts? How do they strike the perfect balance between supporting their distributor, retail and restaurant partners and still manage to maximize their direct to consumer channel? This session will feature channel experts to share their real-world examples of leveraging today’s technology to generate the pull needed to maintain price, profit and brand integrity.

Speakers:

RON SCHARMAN MODERATOR CEO / Astra Digital

MICHAEL CANN Founder & CEO / WineCountry Media

Session Track Sponsored By: Prosurix, Inc. 54

WINE INDUSTRY EXPO 2019

JULIANA COLANGELO West Coast Director / Colangelo & Partners

LIZ MERCER GM / Bluxome Street Winery, Instructor & Content Developer / WISE Academy

CARIN OLIVER Chief Innovation & Growth Officer / Angelsmith, Inc.

WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: STRATEGY & LEADERSHIP #1C

Session Description: The job of the wine industry executive has been increasingly transformed, reshaped and disrupted. Leaders in operations, production, sales and marketing are faced with more challenges than ever. Increased competition, within and outside the industry, retaining top talent, integrating new technologies, all while maintaining growth and profitability, is the new normal. Geoff Ables, Managing Partner for C5 Insight, and formally, Interim Customer Experience Director/Wholesale for Silver Oak Winery will present this action-oriented and inspirational program for wine industry leaders. The session focuses on 5 principles that organizations across many industries - from banking to winemaking to manufacturing to technology - are using to create more people-centric, disruption-proof workplaces. You’ll hear wine industry case studies and tips highlighting how successful organizations are aligning better processes, employee empowerment, technology, big data, and culture to transform customer and employee engagement.

Speaker:

GEOFF ABLES Managing Partner / C5 Insight

WINE INDUSTRY EXPO 2019

WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: STRATEGY & LEADERSHIP #2C

Session Description: Rules and regulations in the world of wine consistently change from year to year and from market to market. Layer on the impact that social media and technology are having on the industry and one can easily be overwhelmed with keeping up and avoiding legal issues. This session will address legal topics relevant to the wine industry related to tied-house rules, distributor and retailer relationships and restrictions related thereto (gifts, consignment sales, incentive programs), as well as consumer events, offsite sales and what you can and can’t do on your social media channels. We will also discuss the Supreme Court’s recent decision in Tennessee Wine & Spirits Retailers Association v. Thomas and its impact on direct to consumer shipping by retailers.

Speaker:

BAHANEH HOBEL Partner / Dickenson Peatman & Fogarty

WINE INDUSTRY EXPO 2019

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WIN EXPO EVENT GUIDE CONFERENCE SESSION TRACK: STRATEGY & LEADERSHIP #3C

Session Description: This important session will present an overview of the current state of the wine industry, with special emphasis on the North Coast. The expert panel, consisting of Glenn Proctor of The Ciatti Company, Dr. Robert Eyler, Dean, School of Extended Education at Sonoma State University and Mike Provance, CEO of 3x3 Insights, the industry-leading consumer analytics platform, will review the industry’s performance in 2019 in key markets, the impact of the general economy on sales along with a recap of the recent harvest along with an update on current conditions of the bulk wine market. Additionally, forecasts on how trends and activity in the broad market, and economy, may impact the North Coast wine, grape and bulk industry in 2020.

Speakers:

KIM BADENFORT MODERATOR Editor / Wine Industry Advisor

ROBERT EYLER Dean of the School of Extended and International Education / SSU

WINE INDUSTRY EXPO 2019

GLENN PROCTOR Partner / Ciatti

MIKE PROVANCE CEO / 3x3 Insights

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WIN EXPO EVENT GUIDE

CONFERENCE ROOMS

Garrett Hall, Kraft Hall & Finley Hall

Lunch Service / KR Catering Garden Bldg.

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Grandstands

WIN EXPO EVENT GUIDE

CONFERENCE

Finley Hall

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Garrett Hall

Kraft Hall

Food Service

TRADE SHOW

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Hall of Flowers

TRADE SHOW

Grace Pavilion

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WINE INDUSTRY EXPO 2019

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WIN EXPO EVENT GUIDE : EXHIBITOR LISTINGS 360 Winery Booth 720 A Plus Tree, Inc. Booth 722 Aaquatools, Inc. Booth 429

Sponsor Accurate Air Engineering A Factory Direct Branch of Atlas Copco Compressors LLC Booths 234 & 236 Accurate Forklift Booth 154 ACIC Closures Booth 428 Admeo, Inc. / Alpine Scientific Booth 611 Advanced Viticulture, Inc. Booth 813 AEB Biochemical, USA Booth 312 Agri-Analysis LLC Booth 443 Air Technology West Booth 519 Airgas, an Air Liquide Company Booth 444 Aivaka Booth 828 Alfred Conhagen Inc., of CA Booth 605 All American Containers Pacific Coast Booth 322

Sponsor American AgCredit Booth 130 American Industrial Coatings Booth 600 American Tank Co., Inc. Booth 147 Amorim Cork Booth 319 Anton Paar Booth 613 Applied Process Cooling Corporation Booth 822

Sponsor Arconvert US - Pressure Sensitive Labels Booth 442 Armstrong Productions Booth 524 ARS / Swash Sanitizing Equipment Booth 121 Artisan Barrels & Tanks Booth 504 ASL Print FX Ltd. Booth 445 Astoria-Pacific Booth 510 ATP Group Booths 245 & 344

Sponsor Away To Explore (Pty) Ltd. Booth 149 Axiom Engineers, Inc. Booth 606 Barrel Builders Booth 609

Alpine Engineering Solutions Booth 622

Barrels Hub, Inc. Booth 101

Amcor Capsules Booths 204 & 206

Bayard Fox Selections, LLC Booth 518

WINE INDUSTRY EXPO 2019

BCT Solutions Booth 452

CD & Power Booth 705

Bergin Screen Printing & Etching Booth 450

Sponsor Central Valley Booths 343 & 345

Sponsor Berlin Packaging Booth 447 & 449

Ciatti Company, LLC Booth 400

BioFiltro Booth 207 Blue Pacific Food Supplies Booth 427 Blue Star Gas Booth 727 BottlePrint Booth 434 BottleVin Booth 817 Bouchard Cooperages Booths 203, 205, 302 & 304 BSG Wine Booth 301 Bucher Vaslin North America Booth 140 California Soda Company Booth 615 California Sustainable Winegrowing Alliance Booth 602

Sponsor Carle, Mackie, Power & Ross LLP Booth 216 Carlsen and Associates Booths 225 & 324

Sponsor Casa Cristal Nursery, Inc. Booth 100 Cask Global Canning Solutions Booth 701

Cinquini & Passarino, Inc. Booth 601 Clark Pest Control Booth 530 Cloacina, LLC Booth 726 Coastal Viticultural Consultants Booth 618 ColdFlo Mechanical Booth 318 ColloPack Solutions Booths 215 & 217 Commerce7 Booth 151 Complete Welders Supply Booth 610 Condor Earth Booth 721 ConeTech, Inc. / PolarClad Tank Insulation Booths 148, 242 & 244 CoolWine Booth 430 Crafted ERP Booth 826 Criveller California Corp. Booths 102, 103, 104 & 105 Crowler Nation Booths 818 & 820 Crown Light Booth 518 Cru Bottling Systems Booth 621

EXHIBITOR LISTINGS : WIN EXPO EVENT GUIDE Davis Instruments Booth 719

Electrical Equipment Co., Inc. Booth 413

Famille Sylvain Booth 625

G3 Enterprises Booth 213

Davis Reed Construction, Inc. Booth 138

Emetry, Inc. Booth 151

Flexcube, Inc. Booth 405

Della Toffola USA Ltd. Booth 454

Sponsor Emmeti USA, LLC Booths 220 & 222

Flextank USA Booths 143 & 145

Sponsor Gallo Glass Company Booth 200

Sponsor DH Wine Compliance Booths 338 & 340

Enartis USA Booth 224

Diam Bouchage Booth 211 Duarte Nursery Booths 409 & 411 Duhig Stainless Booth 122

Sponsor Earthtone Construction Booth 146

Encore Glass Booth 432

FlyWithWine Booth 810 Franmara, Inc. Booth 416

Ganau America Inc. Booth 112 Garton Tractor, Inc. Booths 704, 706, 802 & 803

Free Flow Wines Booth 227

Sponsor GEE Manufacturing Booths 718 & 815

ETS Laboratories Booth 243

Fremouw Environmental Services, Inc. Booth 505

George Petersen Insurance Agency Booth 306

Euro-Machines, Inc. Booth 422

FRG Waste Resources, Inc. Booth 821

Gernep Labeling Systems Booth 724

Exchange Bank Booth 448

G&D Chillers Booth 135

Glassed Over Candles Booth 525

Etched Images Booth 115

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WIN EXPO EVENT GUIDE : EXHIBITOR LISTINGS Global Package, LLC Booth 230

Hamilton Company Booth 423

Intercap Closures Booth 434

Laffort USA Booth 436

Glopak Wine & Spirits Booth 150

Hansel Equipment Leasing Booth 101

Sponsor GOfermentor Booths 604 & 703

J. Tech Sales, a Maroon Group LLC Company Booth 823

Leavitt United Insurance Services Booth 415

Herrick Grapevines Booth 630

Jim Murphy & Associates Booth 342

Leyack Group, Inc. Booth 627

Herti US, Inc. Booth 715

John Mulhern Company Booth 111

Lucky Clover Packaging Booth 512

Heyes Filters, Inc. Booth 313

JUCLAS USA Booth 439

M.A. Silva Booths 221 & 223

Holt of California Booths 435 & 437

Kaeser Compressors, Inc. Booth 314

Gravity Wine House Booth 506 Green Hoe, LLC Booth 632 Guala Closures North America, Inc. Booth 329 Guillaume Grapevine Nursery Booth 232 Gusmer Enterprises Booth 229 GW Kent Booth 426 H2O Engineering, Inc. Booth 709 Hall & Bartley, Architecture & Planning Booth 137

Hotsy Pacific Booths 235 & 237 Hurd Mobile Bottling, LLC Booth 708

Kanso Booth 725 Knights Grapevine Nursery Booth 126

Mala Closure Systems, Inc. Booth 125 Maspack Packaging USA Booths 325 & 327 Matheson Tri-Gas, Inc. Booth 420

i3 Verticals POS Booth 417

Sponsor Koch Membrane Systems, Inc. Booth 714

Infaco USA, Inc. Booth 144

L.J. Star, Inc. Booth 624

Mavrik North America Booth 106

Innerstave, LLC Booth 419

La Garde / SML Stainless Booth 431

McDonell Electric, Inc. Booth 239

InnoVint Production Software Booth 402

Labeltronix Booth 323

Mechanics Bank Booth 631

Maverick Enterprises, Inc. Booth 321

SILVER STATE STAINLESS SILVER STATE STAINLESS American Crafted Stainless Steel Tanks CUSTOM BUILT TO MEET YOUR NEEDS

OVER 30 YEARS EXPERIENCE

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www.silverstatestainless.com ~ (775) 246-1180 ~ info@silverstatestainless.com 66

WINE INDUSTRY EXPO 2019

EXHIBITOR LISTINGS : WIN EXPO EVENT GUIDE MENNEKES Electrical Products Booth 520 Mercedes-Benz of Santa Rosa Booth 424 Metrohm USA Booth 814 Microworks Wine Software Booth 136

Natura Water LLC Booth 801b

PA Trellising Systems Booth 729

Naviz Analytics Booth 142

Pacific Distributing, Inc. Booth 433

Neenah, Inc. Booth 807 Nitrogen Gas Generation by STEMCO Gas & Flame Systems Booth 407

Placer Process Systems, Inc. Booth 508

PakTech Booth 521

Nordby Construction & Wine Caves Booth 123

Monvera Glass Décor Booth 303

NovaVine Booth 109

Morgan Design Group Booth 808

O-I Packaging Solutions Booth 425

Morgan Manufacturing Booth 812

OENODIA North America Booth 113

Multi-Color Corp. Booth 127

Oenofrance USA, LLC Booth 317

Nadalié USA Booths 334 & 336

Sponsor Onguard LLC Booth 446

National Storage Tank, Inc. Booth 219

Pioneer Water Tanks Booth 507

Pack n’ Ship Direct Booth 800

MKM & Associates Structural Engineering Booth 341

National Span Booth 331

Peterson Caterpillar / Peterson Trucks Booth 453

Portocork America Booth 308

Papé Material Handling Booths 528 & 629

Power Industries Booth 332

Parker Nitrogen Generators Booth 118

Precision Wireless Service Booth 339

Paso Robles Tank, Inc. Booth 452

Premier Wine Cask, Inc. Booth 620

Payroll Masters Booth 827

Pro Chiller Systems, Inc. Booth 603

Peak Performance Refrigeration, Inc. Booth 209

Process2Wine Booth 451

Pellenc America, Inc. Booth 501

P&L Specialties / Tom Beard Co. / Revolution Equipment Sales Booths 305, 307, 309, 410, 412, 414 & 311

Prospero Equipment Booths 509 & 511

Pelliconi Florida, LLC Booth 825

Sponsor Prosurix, Inc. Booth 202

Peregrine Mobile Bottling, LLC Booth 438

Pulsair Systems, Inc. Booth 441

MOBILE FILTRATION & WINEMAKING SOLUTIONS F E AT U R I N G O U R M O S T P O P U L A R S E RV I C E

VOLATILE ACIDITY ADJUSTMENT SERVICES AVAILABLE: -

CROSSFLOW FILTRATION ISOBARIC FILTRATION ULTRA FILTRATION LEES FILTRATION DE-ALCOHOLIZATION

ETHYL ACETATE REMOVAL SMOKE TAINT REMOVAL TCA-TCB REMOVAL 4EP-4EG TREATMENT PH ADJUSTMENT

- E Q U I P M E N T S A L E S AVA I L A B L E -

OFFICE 707.257.2080 | MOBILE 707.260.4011 FILTRATION@WINETECH.US | WWW.WINETECH.US

WINE INDUSTRY EXPO 2019

WIN EXPO EVENT GUIDE : EXHIBITOR LISTINGS Pumping Solutions Booth 723

Ramos Oil Company Booth 824

Quality Stainless Tanks Booth 614

Ravago Chemicals North America Booth 141

Quenvold’s Safety Shoemobiles Booth 702

Sanitary Stainless Welding, Inc. Booth 517 Santa Rosa Stainless Steel Booth 829

TEMPRESCO, Inc. Booth 730 Terra Firma Ltd. / Retail Pak Booth 612 TerrAvion Booth 607

Ray Carlson & Associates, Inc. Booth 218

Saverglass, Inc. Booth 120

Red Wing Shoes, Inc. Booth 619

Saxco International Booths 335 & 337

The Barrel Mill Booth 707

Redback Boots USA Booth 805

Sponsor Schuetz Container Systems, Inc. Booth 418

The San Francisco Chocolate Factory Booth 804

R.F. MacDonald Co. Booth 241

Research Oenovation Collective, The ROC Booth 801

Scott Laboratories Booth 403

Thomas and Associates Booth 712

Rack & Maintenance Source Booth 608

ReThink Labels Booth 316

Semios Booth 107

Titan IBC, LLC Booth 809

Ramondin USA Booths 238 & 240

Rutherford Equipment Rental Booth 440

Separator Technology Solutions US, Inc. Booth 500

Tonnellerie de Mercurey Booth 623

Sierra View General Contractor Booth 214

Tonnellerie Leroi & Charlois Cooperage Booth 526

Quest Booths 406 & 408 Quiedan Company Booth 710 R Ideas Specialty Boxes, JV Booth 522

Beverage

Gaskets

Extruded Rubber Profiles for Tanks, Etc.

Silver State Stainless Booth 124 Simply Solar Booth 626 Slot Drain Systems Booth 711

Plus Many More Extruded Rubber Profiles and Solid Rubber Cord and Tubing

SOLitude Lake Management Booth 527 Spokane Industries Booth 139

Molded Gaskets and Variable Capacity Tank Seals

Stellar Cellars Booth 107

Other Products DieCut, Laminated, Slit and Calendered Rubber Sheet and all are available with Cloth Inserted Fabrics. All Products are available with FDA Metal Detectable, FDA X-Ray Detectable Powders and FDA Teflon® Powder for Improved Abrasion Resistance.

G-M-I, Inc.®

4822 East 355th Street, Willoughby, Ohio 44094-4634 USA Telefon/-Fax: 440-953-8811/-9631 Email: gmiinc@msn.com Url: www.gmigaskets.com Quality Gaskets from Quality People™

ISO 9001 Rev 20190916

WINE INDUSTRY EXPO 2019

Summit Engineering, Inc. Booth 310

Tonnellerie Quintessence Booth 717 TopNest Designs Booths 129 & 131 Toyota Material Handling Booths 328 & 330 Trefinos USA Booth 515 TricorBraun WinePak Booth 208 Truvi Commerce Booth 811

Sunridge Nurseries Booth 228

Trysk Print Solutions Booth 134

TankNET by Acrolon Booth 110

Tule Technologies Booth 816

TCW Equipment Booths 210 & 212

Turrentine Brokerage Booth 128

EXHIBITOR LISTINGS : WIN EXPO EVENT GUIDE Twin Monkeys Beverage Systems, Inc. Booth 728 Ultima Mobile Bottling, Inc. Booth 226 Unitech Scientific Booth 830 UPM Raflatac Booth 733 VA Filtration USA Booths 513 & 514 VingDirect Booth 151 vinSUITE Booth 806 Vintage 99 Label Mfg., Inc. Booth 132

Vintegrate Winery Software Booth 421 Vinteractive LLC Booth 616 Vintner Vault Booths 152 & 153 Vintrace Booth 333 Vitis Vinifera Telesales Booth 628 Vmech LLC Booth 819 Vogelsang USA Booths 231 & 233

Sponsor WECO The Science of Optical Sorting Booth 320

Sponsor Westec Tank & Equipment Co. Booth 401 Western Square Industries Booths 117 & 119 Wine Business Institute at Sonoma State University Booth 523 Wine Country Closures Booth 133 Wine Country Compressors Booths 731 & 732

Wonderful Nurseries Booth 503 World Wine Bottles Packaging Solutions Booth 326 Wright Contracting Booth 114 Zalkin Booth 529 ZFA Structural Engineers Booth 116

WineRewards Booth 700 WinerySeals Booth 713 Winetech Booths 516 & 617

Taking winery hospitality building to new heights.

Two-way Radio Solutions Wineries · Vineyard Management · Hospitality

707.528.1172 | wrightcontracting.com | Lic. 1025609

(707) 836-6855 930 Shiloh Road · Bldg 40 · Suite 4 Windsor, CA 95492 www.precisionradio.com

WINE INDUSTRY EXPO 2019

WIN EXPO EVENT GUIDE

ADVERTISER INDEX American AgCredit .......................................... 23 Amcor Capsules .............................................. 59 Applied Process Cooling Corporation .............. 51

MANAGEMENT George Christie - President & CEO Tami Christie - Vice President

Arconvert US - Pressure Sensitive Labels ........ 47

OPERATIONS Nick Young - Senior Director of Operations Samantha Stephey - Project & Events Coordinator

Carle, Mackie, Power & Ross LLP ...................... 9

MARKETING Buffy Schaezlein - Director of Marketing

Clark Pest Control ............................................ 8

MEDIA - EDITORIAL Kim Badenfort - Editor, Wine Industry Advisor

DH Wine Compliance ...................................... 31

SALES Adrian Tamblin - Director of Membership Development

Away To Explore (Pty) Ltd. ............................... 45

Central Valley AG Supply .................................. 5

ConeTech / PolarClad ..................................... 33

Duarte Nursery ............................................... 29 Earthtone Construction .................................. 63

MEMBER SERVICES Kim Badenfort - Director of Marketing Services & Membership Stephanie Lozinto - Membership Coordinator Kimberly Pascale - Membership Coordinator

Emmeti USA ............................................ 14-15

WIN CORPORATE OFFICE 155 Foss Creek Circle, Healdsburg, CA 95448 Phone (707) 433-2557 Fax (707) 433-2551

GEE Manufacturing, Inc. ................................ 57

COMPANY WEBSITES WIN www.WineIndustryNetwork.com WIN Advisor www.WineIndustryAdvisor.com WIN Expo www.WineIndustryExpo.com Wine & Weed Symposioum www.wine-weed.com 3-Tier Wine Symposioum www.3tierwine.com WIN Jobs www.WineIndustry.jobs WIN Data www.WineIndustryData.com

WINE INDUSTRY EXPO 2019

G-M-I, Inc. ..................................................... 68 Gallo Glass .............................................. 24-25

Hotsy Pacific .................................................. 65 Parker Nitrogen Generators ............................ 71 Precision Wireless ......................................... 69 Prosurix........................................................... 72 Schuetz Container Systems, Inc. .................... 53 Silver State Stainless ..................................... 66 Sonoma Sterling Limousines .......................... 63 TopNest .......................................................... 19 Westec Tank & Equipment Co. .......................... 2 Winetech ........................................................ 67 Wright Contracting .......................................... 69

FOCUSED ON QUALITY SOLUTIONS FOR WINEMAKING

• preserve taste and extend shelf life • produce nitrogen up to 99.9% purity • eliminate downtime with continuous supply Parker enables its partners in the wine industry to eliminate costs associated with the dependence on supplied nitrogen and ensure process efficiency and preservation of product quality through customized filtration solutions. This reflects Parker’s commitment to the profitability of our customers and to helping solve the world’s greatest engineering challenges.

parker.com/igfg 800.343.4048

DB WineMaker Series Nitrogen Generator

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