WBM_2023_November

NOVEMBER 2023

November 2023 $5.95

The Industry’s Leading Publication for Wineries and Growers

WINEBUSINESS MONTHLY 2023 Winery Equipment Survey Report + Trial: Mechanizationical Harvesting

2023 WINE INDUSTRY

LE ADERS

Plus: Five Useful Design Trends for Every Tasting Room How Wineries Maintain Bottle Prices While Fighting Inflation Winery Equipment Survey Report: Spending Plans for 2024

winebusiness.com

CRU CLASSÉ COLLECTION

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We will be with them forever.”

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MONTH IN REVIEW

On Leadership, Winery Equipment, and Tasting Room Design

WINEBUSINESS MONTHLY November 2023 • Volume XXX No. 11

Editor Cyril Penn

NOVEMBER 2023

2023 WINE INDUSTRY ­ LE ADERS

Plus: Five Useful Design Trends for Every Tasting Room

How Wineries Maintain Bottle Prices While Fighting Inflation Winery Equipment Survey Report: Spending Plans for 2024

November 2023 $5.95

The Industry’s Leading Publication for Wineries and Growers

winebusiness.com

Managing Editor Erin Kirschenmann Assistant Editor Katherine Martine PWV Editor Don Neel

WINEBUSINESS MONTHLY

Eastern Editor Linda Jones McKee Copy Editor Paula Whiteside Contributors L.M. Archer, Bryan Avila, Richard Carey,

2023 Winery Equipment Survey Report + Trial: Mechanizationical Harvesting

Christopher Chen, W. Blake Gray, Mark Greenspan, Michael S. Lasky

Design & Production Sharon Harvey Director, Analytics Group Alan Talbot Editor, Wine Analytics Report Andrew Adams Events Director: Danielle Robb Web Developers Burke Pedersen, Peter Scarborough Marketing Specialist Katie Hannan President & Publisher Eric Jorgensen Associate Publisher & Vice President of Sales Tamara Leon

Vice President, Operations Dave Bellon A DV E R T I S I N G

Account Executives Hooper Jones, Laura Lemos, Ashley Powell

Account Support Representative Aidan O’Mara A D M I N I S T R AT I O N

Vice President – Data Management Lynne Skinner Project Manager, Circulation Liesl Stevenson Financial Controller Katie Kohfeld Data Group Program Manager Rachel Cunningham Research Assistant Sara Jennings Public Relations Mary Jorgensen

Chairman Hugh Tietjen Publishing Consultant Ken Koppel For editorial or advertising inquiries, call 707-940-3920 or email info@winebusiness.com Copyright 2022 Wine Communications Group, Inc. Short passages can be quoted without permission but only if the information is attributed to WineBusiness Monthly.

WineBusiness Monthly is distributed through an audited circulation. Those interested in subscribing for $39/year, or $58 for 2 years, call 800-895-9463 or subscribe online at subs.winebusiness.com. You may also fill out the card in this magazine and send it in.

4 | November 2023 WBM

With a unique CO2 balance of - 393 grams, Xpür® is one of the world’s most performing, new generation micro granulated stoppers. Xpür’s 21st Century approach to supercritical fluid technology delivers non-detectable TCA, while fully protecting cork’s natural, mechanical properties without the need for artificial components.

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CONTENTS

November 2023 • Volume XXXI No. 11 • The Industry’s Leading Publication for Wineries and Growers • winebusiness.com

2023 WINE INDUSTRY

sales & marketing

L E A D E R S

Hospitality Design Trends with Staying Power 70

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Lisa M. Mattson

winemaking

PACK DESIGN SPOTLIGHT

TECHNICAL REVIEW

Carlos Creek Winery . . . . 24 Linda Jones-McKee

Judges, Online Voters Take a Shine to Aluminum Bottle 74 Andrew Adams

EQUIPMENT SURVEY REPORT

Winemakers Cautious on Big-Ticket Purchases. . . . . . . . . . . . . . . . . . . . . . . 32 Andrew Adams

Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment . . . . . . . . . . . . . . . . . . 40 Richard Carey

BUYER’S GUIDE Select Tank Vendors . . . . . . . . . . . . . . . . . . . . . 50

grapegrowing

RETAIL SALES ANALYSIS

Retail Wine Sales Fall 1 Percent in August 76 WineBusiness Analytics

technology & business Wineries Find Creative Solutions to Maintain Bottle Prices While Fighting COGS Inflation 78 Michael S. Lasky

VITICULTURE TRIAL

Tech Terroir: Hand- Versus MachinePick . . . . . . . . . . . . . . . . . . . . . . . . . . . 54 Bryan Avila

THE PRACTICAL WINERY & VINEYARD JOURNAL

Don’t Be Salty: How Irrigation, Soil Health and Climate Affect Vineyard Salinity . . . . . . . . . . . . . . . . . . . . . . . . . . 62

Making the Most of the OND Season: Beverage Pros Share Tips 82 Amanda Wittstrom Higgins

DEPARTMENTS MONTH IN REVIEW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 WHO’S TALKING IN THIS ISSUE. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 NEWS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 ADVERTISING INDEX . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .88 JAKE LORENZO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89 PEOPLE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .90

Christopher Chen, Ph.D.

Biologicals to Reduce Carbon Footprint . . . . . . . . . . . . . . . . . . . . . . . 66

WINEMAKER OF THE MONTH . . . . . . . . . 94 Maya Dalla Valle, Winemaker, Dalla Valle Vineyards

Pam Marrone COVER DESIGN: SHARON HARVEY

6 | November 2023 WBM

Wine Business Monthly (ISSN 1075-7058) is published monthly by Wine Communications Group, Inc., 584 First St. E, Sonoma, CA 95476.

Subscription rates are $39 for domestic; US$49 for Canadian and US$89 for foreign subscribers. Periodicals Postage Paid at Sonoma, CA, and at additional mailing offices. POSTMASTER: Send address changes to: Wine Business Monthly, 584 First St. E, Sonoma, CA, 95476.

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WHO’S TALKING IN THIS ISSUE WHO’S TALKING IN THIS ISSUE

November May2023 2022

Rick Mafit

founder, winemaker, Mystic Wines, “Winemakers Cautious on Big-Ticket Purchases,” page 32

“When you’re doing 50 or 40 tons, like us, in a harvest, our biggest worry is what we’re having for dinner when we’re done. For bigger wineries sometimes, you don’t have to have a Cadillac when a Toyota will be as good and dependable.”

Marshall T. Miller

chief operating officer, The Thornhill Companies, “Tech Terroir: Hand- Versus Machine-Pick,” page 54

“Major wine regions have had to embrace mechanization to make up for the labor shortage.

Paso Robles really went full tilt with over 90% of their fruit being mechanically harvested.

We thought that the Pellenc system coming online was a significant change in quality and we don’t see California’s labor force getting better any time soon.”

Hannah Collins

NEW TEXT founder, principal designer, ROY, “Hospitality Design Trends with Staying Power, ” pageTK 70

“This new generation of consumers is obsessed with design due to digital expressions they have grown up with, from Instagram to Pinterest. Their attraction to design is unprecedented, and that’s why design has become so critical to hospitality.”

Glenn Proctor

partner/owner, Ciatti Company, “Wineries Find Creative Solutions to Maintain Bottle Prices While Fighting COGS Inflation,” page 78

“Nobody’s immune in this chain in terms of rising inflationary pressure. I think everybody is fighting for margin. If you start looking at grape costs, you can see some elevation, but it has not taken off and run away on a cost-structure basis.”

Madeline Triffon, M.S.

Plum Market, “Making the Most of the OND Season: Beverage Pros Share Tips,” page 82

“People recognize quality. If there’s quality in the glass, and the wine over-delivers at its price point, you will get their [the buyer’s] attention.”

8 8 || November November 2023 2023 WBM WBM

Master Ox y g e n and Time

With each Mytik Diam solution, winemakers can choose the ideal cork oxygen level and optimal bottling aging duration to preserve the purity and freshness of their wines. The Mytik Diam cork range is unique as it enables winemakers to best meet their consumers ever-changing needs and makes corking the ultimate oenological act.

Mytik Diam, the power of choice

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NEWS For daily news you can search or browse by region, visit winebusiness.com/news

Top Stories from WINE BUSINESS.com – In Case You Missed It

Napa-based Vine Cliff Winery in Sold to Head of Canadian Security Company

Royal Wine Co. Acquires Sonoma-Loeb

Pernod Ricard Looking into Potential Sale of its Portfolio of Wines

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Catena Launches Educational Campaign About Lighter Wine Bottles ¢¡ £¤ ¥

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Sitos Group Announces Launch of New Pyrolysis Plant in Monterey ­ ¦ § ¡

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10 | November 2023 WBM

Arthur C. Clarke wrote: “Any sufficiently advanced technology is indistinguishable from magic.” Introducing StaVin Pure and Nature, untoasted and toasted liquid tannins made from three-year seasoned oak. An incredibly simple way to impart refined structure, mid-palate mouthfeel, and an elegantly extended finish to any wine. Achieve the benefits of fermenting on oak without the labor, wine loss, and difficulties. And prepare to reap an astonishing result. Magic? No. Alchemy? Yes. © 2023 StaVin Inc, P.O. Box 1693, Sausalito, CA 94966 USA tel. (415) 331-7849 More info: www.stavin.com/liquid-tannins

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2023 WINE INDUSTRY L E A D E R S

Erin Kirschenmann, DipWSET, is the managing editor for WineBusiness Monthly and has been with the company since 2012. In addition to production responsibilities for the monthly trade magazine, she writes about business, technology, sales and marketing, and also oversees content and programming for WBM’s symposia. She speaks on wine industry trends at numerous conferences, including the Unified Wine & Grape Symposium and the World Bulk Wine Exhibition, and guest lectures on wine, media and public relations. In 2022, she joined the Napa Valley Wine Academy as a WSET instructor. Erin has served as a judge in the international Concours Mondial de Bruxelles wine competition since 2016 and at numerous regional competitions. She earned her Bachelor of Arts in communications with a journalism emphasis from Sonoma State University. When she’s not working in wine, she’s at the dog park with Scout, on a racetrack or curled up on the couch with a good book. Find her online via her Instagram, @erinakirsch.

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You’re the artist.

We’re the frame.

THE PERFECT FIT FOR YOU AND YOUR WINE.

2023 Wine Industry Leaders

Sustainability Stewards

Damien Blanchon

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Anna Brittain

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CHOOSE LOCAL GLASS When you buy glass packaging from O-I, you won’t have to go far. Did you know buying local is both economical and sustainable? 90%* of greenhouse gas emissions comes from transportation.

Contact us today and see how our West coast, wine exclusive plants can support your brand packaging needs.

*Source: World Resources Institute standards, and O-I internal calculations. Local = From Kalama / Tracy. Calculations are based on a standard 750ml bottle weighing 500g. Production numbers for China are standardized based on an example Chinese plant running on natural gas in 2020. Transportation numbers for ocean transport are based on nautical miles per 100,000 tonne ship, averaging around 19,900nm. Transportation on land assumes a standard 17 tonne truck traveling from point of production or port to Napa Valley.

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2023 Wine Industry Leaders

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Reliable, resourceful, right where you need us BOTTLES 100% MADE & SERVICED IN THE USA As the largest producer of glass wine bottles made 100% in the USA, Ardagh Glass Packaging has the resources to meet your unique needs with flexibility, responsiveness and ease.

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2023 Wine Industry Leaders

MJ Towler

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Increasing Educational Access

18 | November 2023 WBM

65 Years of California Pure

Gallo Glass has been proudly supporting California’s wine industry for 65 years. Our bottles are made with up to 70% recycled glass and California-sourced raw materials. We’re committed to providing our customers with the highest levels of service and stability by investing in best-in-class quality, efficiency, and sustainable manufacturing. We are here for your long-term supply needs and offer a broad range of color and bottle selections that continue to serve California’s wine industry.

MODESTO, CA I galloglass.com

2023 Wine Industry Leaders

Deborah Parker Wong

Caroline Merrell

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Winemaking Wonders

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From crush to cork, we’re here for you.

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2023 Wine Industry Leaders

Bolstering the Business

Nancie Corum Oxley

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Stacie Jacob

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November 2023 WBM | 23

winemaking

TECHNICAL REVIEW

Carlos Creek Winery Linda Jones McKee § ¢

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Carlos Creek Under Owners Kim and Tami Bredeson THE VINEYARD

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THE WINERY

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“Bin To Bottle is a true one-

LINDA JONES MCKEE

The Barida bottling line, made in Italy, was purchased from SpecTrellising.

The line has 10 heads and can fill 75 to 100 cases per hour.

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stop shop. The winemaking team has done and seen it all before, and this gives me the confidence to lean on their knowledge, understanding, and expertise with harvest, aging, and bottling logistics.

I appreciate that they love small brands and support the requirements of making quality wines in an energetic and garagiste style.”

Dan Petroski Massican Wines

EVENTS AND SALES

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Email: matthew@bintobottle.com Phone: 707-492-5270

November 2023 WBM | 25

LINDA JONES MCKEE

The 6,700-square-foot winery and production building was constructed in 2016. It contains a laboratory, crushing and pressing facilities, tanks, barrels, bottling equipment and storage for case goods.

WINERY INFORMATION Name: Carlos Creek Winery Address: 6693 County Rd 34 NW, Alexandria, MN 56308 Website: carloscreekwinery.com Phone: 320-846-5443 Owners/Principals: Tyler Bredeson, owner, operations; Michelle Bredeson, owner, marketing and sales Winemaker(s): Russ Funk, head winemaker; Brett Murphy, winemaker; Chase Childers, assistant winemaker Year Bonded: 1999 Winery Case Production: 16,000 cases Average Bottle Price: $20

VINEYARD INFORMATION Appellation: Alexandra Lakes Vineyard Acreage: 26 acres Varieties Grown: Frontenac, Frontenac Gris, Valiant, Crimson Pearl Soil Type: Sandy loam Climate: Cold climate, upper Midwest Total Tons: 50 tons Additional Varieties Purchased: Cabernet, Chardonnay, Petite Syrah from Marcus Wine Co., Calif.; Chambourcin, Traminette, Golden Muscat purchased from Mazza Vineyards (NY, PA); Marquette, La Crescent, Petite Amie purchased from MN and IA growers Sustainability: Powered via wind energy credits powered

BUILDING THE WINERY Year Built: 2005 Size: 6,700 sq. feet Architect: Self-designed Contractor: Morton Buildings Interior Design: Self-designed Flooring: Urethane cement HVAC: External rooftop units

VINEYARD EQUIPMENT Harvesting Equipment: Gregoire G-130 Mowers: John Deere Pruning Machinery: John Deere heavily customized sickle mower; Air blast sprayer

WINERY EQUIPMENT Receiving Hopper: Carlsen Crusher/Destemmer: Scharfenberger Tanks: Albrigi (500 to 3,000 gal.) (sold by Spec Trellising) Sumps: Mori (sold by Spec Trellising) Tank Heating/Chilling Systems: G&D Chillers Pump-Over Pumps: Scott Laboratories Press: Euro-Machines EHA 2000 Barrels: Primarily 100% Minnesota oak with some miscellaneous used barrels Barrel Washing System: Steam Fermentors: Albrigi (Spec Trellising) Filtration System: Plate and Frame, sterile filtration Bottling Line: Barida rinser, still wine filler (10 bottles); isobaric/carbonate (8 bottles); Closure turret for cork or screwcap Laboratory Equipment: Anton Paar carbonation and dissolved oxygen analyzer; Alcohol analyzer

PACKAGING Bottles: Hauser Packaging Corks: Scott Laboratories Labeler: Barida Label Design: Combination internal design as well as Spark 27 in Glenwood, MN Label Printing: Taylor Print Impressions Banking: Bremer Bank PR Agency: Spark 27

SOFTWARE Club Management: Vino Shipper Tasting Room POS: Toast, Inc. Tasting Room Reservations: Eventbrite

26 | November 2023 WBM

Walla Walla Wine Services is one of the leading custom crush and custom bottling facilities in Washington, offering a full range of services to benefit the region’s rapidly growing wine industry. Our clients have access to the highest quality and most technologically advanced wine production, bottling and packaging equipment available.

Complete Custom Crush - grape receival through to finished wine bottling Custom bottling, labeling & packaging services Sparkling Services - Tirage bottling, Riddling, & Disgorging Local Fruit hauling and bulk wine transport 509.240.1891 • info@wallawallawineservices.com

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CARLOS CREEK WINERY

Many of the oak barrels in Carlos Creek’s winemaking program are produced with wood from Minnesota oak trees.

ROMFIL CROSSFLOW FILTRATION One of the pioneers in engineering crossflow filtration, Romfil Crossflow systems have been filtering wine since 1998. Romfil crossflow stands for quality and precision in manufacturing and processing.

Our filters are simple, gentle, modular and thoughtfully engineered.

With capacity ranges from 200 gallons an hour to over 5000 gallons an hour – we have a system to simplify your life.

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Second Generation Moves Business Forward

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The second-generation owners of Carlos Creek Winery, Michelle and Tyler Bredeson, with their son, Jack.

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Harvest ‘23

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@mustfabricate November 2023 WBM | 31

winemaking EQUIPMENT SURVEY REPORT

Winemakers Cautious on Big-Ticket Purchases Economic forces and a smaller than expected harvest make wineries hesitant to invest in more equipment.

Andrew Adams Andrew Adams is the editor of the Wine Analytics Report and was a writer and editor at Wines & Vines magazine for nearly a decade.

Adams grew up in the city of Sonoma, Calif., and graduated from the University of Oregon with a degree in journalism. In addition to working at daily newspapers for more than a decade, Adams worked in the cellar and lab at the former Starmont winery in Napa Valley.

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Napa Wineries Still Plan to Spend More

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Winemakers Cautious on Big-Ticket Purchases Larger Wineries to Spend More

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10 years Moving Bottling Forward MBF represents Italian excellence in bottling wine and spirits. For the past 10 years we have taken it overseas, with a branch in North America created to be at our customers’ side, to offer support and assistance. This year we are proud to celebrate 10 years of success, of MBF North America with its offices in Kentucky and California, always ready to move bottling forward.

DISCOVER MORE ON

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Equipment Investment Strategies

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processing, bottling, labeling and more for wine, beer, spirits, & cider 36 | November 2023 WBM

vs.

If the notion of “sustainability” has crossed your mind lately, consider this significant fact: A typical mature French oak tree will yield about 7 traditional barrels. The very same tree will yield about 500 barrels worth of StaVin barrel alternatives.

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© 2023 StaVin Incorporated, P.O. Box 1693, Sausalito, CA 94966 USA telephone (415) 331-7849 www.stavin.com

Winemakers Cautious on Big-Ticket Purchases

From A to V Veritiv has the packaging and containers that you need

All American Containers is now Veritiv What hasn’t changed is that we’re still your trusted vendor of wine, food, olive oil and spirits packaging.

In addition to the container, Veritiv has packaging solutions from design to delivery that safeguard your products and promote your brand. ®

Learn more at veritivcorp.com/containers

© 2022 Veritiv Corporation. All rights reserved.

Trusted Partner to Winemakers Everywhere.

www.bsgwine.com | sales@bsgcra .com | 1.800.585.5562

38 | November 2023 WBM

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WBM METHODOLOGY:

2023 WineBusiness Monthly Winery Equipment Study.

The WBM study was conducted between June 13 and July 7, 2023.

The survey participants include winemakers and decision makers at wineries throughout the U.S. from a total universe of 11,546 wineries.

The responses were structured to enable reporting by winery size (annual production) and geographic location. Allowing us to accurately report activity for the total market. Accepted statistical techniques are employed to allow segmentation as indicated in the data presented.

SQUARE IS BEAUTIFUL 2023 New Diamond Square Fermenter & Olavin Mini Tanker

★ ★ ★ ★ ★

909-480-5358

info@olavin.com

www.olavin.com

November 2023 WBM | 39

winemaking

Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment Richard Carey

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F I G U R E 1 : GoFerm Sterol Flash is distributed by Scott Laboratories and is a cool-water yeast rehydration adjuvant for preparing active dry yeast for fermentation with little or no rehydration acclimatization.

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Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment

COMPLETE CONTROL Easy, Affordable, Accessible

european craftsmanship stainless steel

winery tanks

now in stock, ready to ship

Hydration, Propagation and Expansion: Rules, Concerns and Techniques

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Propagation Versus Expansion Harvest is on the horizon. You need tanks and you need them now, but compromising on quality to get them fast is not how great wines are made.

We’re ready. Our Letina stainless tanks – jacketed, single wall, variable, you name it – are built in Europe and in stock in our Pacific Northwest warehouse, ready to ship.

Want more info? Call us today, or visit:

(503) 780-4681 42 | November 2023 WBM

agertank.com

AGERTANK.COM

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WWW.BOUCHARDCOOPERAGES.COM

sales@bouchardcooperages.com / (707) 257-3582

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A Cautionary Note

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For all of your winery equipment needs

707-431-2000 WWW.CARLSENASSOCIATES.COM November 2023 WBM | 43

F I G U R E 2 : This typical yeast growth curve is annotated with both positive actions that are happening as well as

those places where nutrients play a significant role in a fermentation’s progress.

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Two Innovations from Vintuitive LOTUS Pumpover & Ace Venturi Learn more at www.VintuitiveWMT.com 44 | November 2023 WBM

Winemaking Tools LLC

Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment T A B L E 1 : Yeast Rehydration Procedure

1.

2.

3.

4.

5.

Way of dispersion: The mechanical dispersion may increase the viability of 141% Temperature: The optimal temperature is a gradient from 450C in the first phase to the temperature of the must decreasing the temperature of 1 0C every 3 minutes Sugar: Sugar does not affect the number of the cells or the viability Nitrogen: Small doses of nitrogen improves the viability and the fermentation kinetic, higher doses may induce a stress response.

Oxygen: The consumption of oxygen is around 1,182 ppm/min.

BASIC PROPAGATION EQUIPMENT

F I G U R E 3 : Vason’s Juclas brand yeast rehydration equipment

Two Types of Equipment

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Seeking...

Winery to be a home for a proprietary taste profile branded wine, marketing platform and unique business model.

• Niche focused on Wines for WomenTM and men, (including 66 millions of US adults affected by GERD each week).

• E-commerce, private labeled through partner wineries DTC. Can be bifurcated.

• Better for You category. Requires wines to meet WFW taste and technical parameters yielding Purity certification medallion.

• Cabernet Sauvignon • Chardonnay • Merlot Pinot Noir • Sauvignon Blanc

TM

Beta website design completed | winesforwomen.com presently in stealth mode | Contact: jrussoceo@earthlink.net

and Men

November 2023 WBM | 45

Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment

F I G U R E 5 : The Parsec SRL CellarMate yeast rehydrator and expansion

F I G U R E 4 : Quantor/Kreyer yeast rehydration equipment

system is an example of one of the larger systems. It is designed using specifications from the winery.

» ­ PROPAGATION EQUIPMENT COMBINED WITH EXPANSION CABILITIES ¦F I G U R E 4 §

£

46 | November 2023 WBM

F I G U R E 6 : The table shows the viability (%) of four types of commercial LSAs during rehydration phase (Time 0). During hydration, the yeasts undergo structural changes with some damage to the plasma membrane. If there is no intervention during rehydration, yeasts atempt to mobilize their lipid reserves by incorporating extracellular constituents (sterols) to recover their functionality (II Stadio). With Cellar Mate’s (III Stadio) control of the rehydration process, and increased percent of viability of yeast is gained.

November 2023 WBM | 47

F I G U R E 7 : The Ecolys system is controlled by the same controller, regardless of the size of the process tanks.

Each tank available is controlled independently, which allows different protocols and yeasts to be included.

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48 | November 2023 WBM

Understanding Yeast Hydration, Propagation and Expansion, Plus Some Useful Equipment

F I G U R E 8 : An example of an installed Ecolys system showing three tanks

and the controller on the left side. A system does not require all tanks to be the same size.

F I G U R E 9 : This figure indicates how a biomass sensor captures the

actual weight of cells in solution.

Conclusion

References: 1. Aranda, A., H. Orozco, C. Picazo, and E. Matallana. (2019). ”Yeast Life Span

and its Impact on Food Fermentations.” Fermentation 2019, 5, 37; doi: 10.3390/ « ¥ fermentation5020037.

2. Vallejo, B., E. Peltier, V. Garrigda, E. Matallana, P. Marullo, and A. Aranda. (2020). “Role of Saccharomyces cerevisiae Nutrient Signaling Pathways During Winemaking: A WBM Phenomics Approach.” Frontiers in Bioengineering and Biotechnology 22 July, 2020, Vol.8, Article 853. doi: 10.3389/fbioe.2020.00853.

3. Ferrarini, R., E. Bocca, and A. Cavazza. “Mechanical Dispersion Procedures Improve the Rehydration of Active Dry Yeast for Oenological Use.” IASMA Research Center, Agrifood Quality Department, Via E. Mach, I 38010 S Michele all’Adage (TN) – Italy.

November 2023 WBM | 49

BUYER’S GUIDE Select Tank Vendors

This list of select vendors is generated using the WineBusiness Buyer’s Guide. To see a full list of vendors please visit: wbbuyersguide.com

IS YOUR LISTING UP TO DATE? Go to wbbuyersguide.com/update Metal/ Stainless Steel Ager Tank & Equipment Co.

Portland, OR (503) 222-7079 | USA | agertank.com Ager Tank & Equipment Co. supplies new and used wine tanks, crush equipment and bottling machinery to the wine industry.

Plastic

Portable

Concrete

See our ad page 42

Artisan Barrels & Tanks

Oakland, CA (510) 339-0170 | USA

Bonar Plastics/Snyder Industries

Lincoln, NE (800) 768-6246 | USA

|

artisanbarrels.com

|

bonarplastics.com

Bouchard Cooperages

Napa, CA (707) 257-3582 | USA | bouchardcooperages.com Since 1979, our history of tradition and innovation, coupled with our portfolio of French, Hungarian, American and Austrian Coopers offering French, Hungarian, American and Austrian oak means we are uniquely qualified to collaborate with you to ensure your barrels and oak adjuncts compliment each of your varietals and their individual terroirs and personal winemaking style. Bouchard Cooperages also offers cocciopesto, concrete, terracotta and sandstone eggs, amphorae and jarres for winemakers as well as a high-end Italian technical wine closures.

See our ad page 43

Butch Cameron Trucking - BCT Solutions

Santa Rosa, CA (707) 546-0146 | USA | butchcamerontrucking.com Butch Cameron Trucking is a 24/7 full-service transportation company featuring: bulk wine tankers, dry vans for case goods, flatbeds for barrels & grapes, and porta-tank rentals.

See our ad page 60

ColloPack Solutions

Napa, CA (707) 258-3940 | USA

collopack.com

|

Criveller Group

Niagara Falls, ON (707) 431-2211 | Canada | criveller.com Complete crush pads, bottling equipment, automatic and semi-automatic labelers, filtration equipment, custom fabrication of rotofermenters, plunger tanks, stainless steel tanks, various pumps and fermenters

See our ad page 36

Custom Metalcraft

Springfield, MO (417) 862-0707 | USA

Defranceschi SACMI USA

Des Moines, IA (515) 276-2052 | USA

|

custom-metalcraft.com

|

defranceschiusa.com

Della Toffola USA

Santa Rosa, CA (707) 544-5300 | USA | dellatoffola.us Ceramic Crossflow and RO Filtration, Pressure Tanks, Automated Presses, Winemaking equipment, Bottling, Labeling & full line solutions, On-Site Parts and Service Technicians, Equipment Rentals and Mobile Services.

See our ad page 41

East Coast Tank Co.

Westfield, NY (716) 673-6983 | USA

|

Euro-Machines

Fairfield, CA (707) 864-5800 | USA | euromachinesusa.com Scharfenberger Europress grape press, destemmers, incline belts,sorting tables,stainless steel tanks,Kiesel pumps and mixers, Hans Dampf steamers, Romfil crossflow filter, TDD Grilliat disgorgers, Petitdemange Riddling Machines, Stevial bottle washer

See our ad page 28

Flextank

Vancouver, WA (877) 407-3348 | USA

GOfermentor

Far Hills, NJ (877) 377-5359 | USA

|

flextankusa.com

|

gofermentor.com

ITek Wine

Paso Robles, CA (805) 243-8003 | USA

|

itekwine.com

La Garde (a division of SML Stainless Steel Group)

Quebec, QC (800) 263-5170 | Canada | lagardeinox.com Designer and fabricator of space saving, production increasing, cubic and rectangular shaped stainless steel fermentation tanks; La Garde tanks are optimized for earthquake resistance. Also manufacturer of wine cellars and stainless steel barrels

See our ad page 51

Minox SRL

Minervino Murge, BT (390) 883694304 | Italy

New World Winery Equipment Enotools

Springfield, MO (607) 426-0434 | USA

50 | November 2023 WBM

|

|

minoxsrl.it

enotools.com

BUYER’S GUIDE Select Tank Vendors

This list of select vendors is generated using the WineBusiness Buyer’s Guide. To see a full list of vendors please visit: wbbuyersguide.com

IS YOUR LISTING UP TO DATE? Go to wbbuyersguide.com/update Metal/ Stainless Steel Olavin

Temecula, CA (909) 480-5358 | USA | olavin.com Every year, 500+ boutique wineries trust Olavin to get their dream tanks made. At Olavin, tank making is about more than welding & polishing, it is about helping wineries save more cost & win more happy customers. Discover more at www.olavin.com.

Plastic

Portable

Concrete

See our ad page 39

P&L Specialties

Santa Rosa, CA (707) 573-3141 | USA

Paso Robles Tank

Paso Robles, CA (805) 227-1641 | USA

Placer Process Systems, Inc.

Rocklin, CA (877) 251-6082 | USA

Premier Wine Cask

Napa, CA (707) 257-0714 | USA

pnlspecialties.com

|

pasoroblestank.com

|

placerprocess.com

|

premierwinecask.com

|

Prospero Equipment

Pleasantville, NY (914) 769-6252 | USA

|

prosperoequipment.com

Quality Stainless Tanks

Windsor, CA (707) 837-2721 | USA | qualitystainless.com Custom manufacturer of stainless steel wine tanks and wine tank equipment. Vendor of stock design ready to ship wine tanks from 500 to 13,000 gal. for fermentation or storage.

See our ad page 33

Rutherford Equipment Rental

Sanitary Stainless Welding

Napa, CA (707) 253-7368 | USA | rutherfordrental.com Production equipment rentals for commercial wineries, breweries, and beverage producers in Northern California. Rentals include tanks, filtration, bottling, and cellar sanitation. Equipment brokerage and valuation services are also available.

See our ad page 29 Fresno, CA (559) 233-7116 | USA | sanitarystainless.com Shop or field erected tanks. Dimple jacketed capacities 250 gallons to 700,000 gallons. Custom aluminum catwalks, screw conveyors and grape receiving hoppers.

See our ad page 47

Santa Rosa Stainless Steel

Santa Rosa, CA (707) 544-7777 | USA

srss.com

|

Sonoma Cast Stone

Petaluma, CA (877) 283-2400 | USA | concretewinetanks.com Every tank is custom-made to winery specifications with a ten-year warranty against cracking or leaking.

Luxury wines are enhanced by fermenting and aging in concrete. Wineries no concrete experience can rent a concrete tank to try their own wine.

See our ad page 53

Spec Trellising

Ivyland, PA (800) 237-4594 | USA | spectrellising.com Supplier of high quality vineyard and winery products, including tanks, filters, steam generators, fillers, trellis posts and wire, harvest bins, vineyard clips, pruners, bird netting, etc.

See our ad page 56

Speidel Tank- und Behälterbau GmbH

Ofterdingen, 004907473 | Germany

speidel-behaelter.de

|

Spokane Stainless Technologies

Spokane, WA (509) 921-8850 | USA | spokanestainless.com Over 40 years of experience manufacturing custom stainless steel wine tanks and fermenters.

Full engineering staff to design your tanks. All styles and sizes of tanks, from 400 to 42,000 gallons.

Always made in Spokane, Washington, USA.

See our ad page 46

Tanks for Wine

American Canyon, CA (916) 730-5485 | USA

|

tanksforwine.com

The Belli Corp. (dba Westec Tank & Equipment) Healdsburg, CA (707) 431-9342 | USA

The Vintner Vault

Paso Robles, CA (805) 226-8100 | USA

Vance Metal Fabricators

Geneva, NY (315) 759-2131 | USA

WinerySeals

Hayward, CA (510) 732-7010 | USA

52 | November 2023 WBM

westectank.com

|

|

thevintnervault.com

vancemetal.com

| |

wineryseals.com

OUR CONCRETE MAKES GREAT WINE ...and great wineries!

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LAW ESTATE WINES (22) 1,070-GAL CONICAL TANKS

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REQUEST PRICING

grapegrowing VITICULTURE TRIAL

Tech Terroir: Picking by Hand Versus Machine Miller Family Wine Company Embraces Mechanical Harvesting at Bien Nacido Vineyard with its Pellenc Chardonnay and Pinot Noir Labels Bryan Avila Trials & Troubleshoots: This section sheds light on how real-world producers use their experience, scientific knowledge and systems-based thinking to evaluate new solutions fit for commercial-scale production.

These articles provide a brief trial summary with context and an interview with the trial lead to help spread the word about current works that are occurring in the United States’ wine industry. Articles spotlight innovative solutions from academia, consultants, suppliers and production teams. Bryan Avila is the co-founder of the Vintners Institute, Guild & Academy. Have a trial to share? vintnersinstitute.com/trialsandtroubleshoots

¦ §

Marshall T. Miller is the chief operating officer of The Thornhill Companies, a business with several farming- and hospitality-focused companies, including the renowned Bien Nacido Vineyards on the Central Coast of California. Marshall oversees the farming operations at the company’s vineyards, which span over 1,800 acres of diverse terroirs and varieties. Additional responsibilities include management of operations and winemaking. He is passionate about implementing innovative technologies and practices to enhance the quality and sustainability of grape growing and business processes. Marshall has a background in finance and business administration. He graduated from Bowdoin College with a degree in government and later earned his MBA from the University of Notre Dame.

He worked as an investment research analyst at CTC Consulting, where he gained valuable insights into various industries and markets. He brought this knowledge and experience back to the family business when he joined the business in 2010.

BACKGROUND: ¨ ¨ ¥ ¬ ª¡

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¨ After joining the Solomon Hills and Bien Nacido family in 2013, Anthony swiftly began to leave his mark on the acclaimed estate wines from both vineyards. His talent for winemaking grew from a passion for fine food and wine that he developed while working his way through school at Cal Poly. This passion soon took him around the world, where he spent years harvesting grapes and honing his winemaking skills in California, New Zealand and Argentina. Now an integral part of both Solomon Hills and Bien Nacido, Anthony leads the winemaking team, where he continues the brand’s long-standing tradition of crafting exceptional small-lot, high-quality, terroir-driven wines.

F I G U R E 1 : Pellenc 890 with Selectiv’ Process 2 (left), Bien Nacido Pellenc

Chardonnay (right)

54 | November 2023 WBM

A Better Way To

TRELLIS Because nothing matches the strength and durability of concrete trellis posts.

Ideal for vineyards, orchards, hop yards, and nut farms.

HarvestPillar.com |

WineBusiness HP Ad Fall 2023.indd 1

Visit us at WIN Expo 2023

9/28/2023 3:01:25 PM

Tech Terroir: Picking by Hand Versus Machine

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¨ ­ ¨

F I G U R E 2 : Selectiv’ Process 2 harvest head (upper left), harvested head

close-up (bottom left), destemmed berries (left).

56 | November 2023 WBM

TRIAL OBJECTIVE:

TRIAL DESCRIPTION:

¢

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COMPLETE

“

WINERY

SOLUTIONS

TURN TO PELLENC FOR PRECISION WINEMAKING EQUIPMENT

”

Pellenc has been instrumental in helping us upgrade our crushpad with fully automated controls, high-volume equipment and the latest in Smart Press and Flash Détente technology. We’re able to manage our entire crushpad from a single touchscreen which allows us to keep a close eye on quality and make adjustments in seconds.

Craig Stoller - Paris Valley Road Estate Winery Proprietor & Director of Winemaking

FEED AUGER HIGH VOLUME DESTEMMING

flash détente

PRECISION THERMOVINIFICATION

smart press

FAST DRAINING, AUTOMATED PRESSES

RECEIVING HOPPER kliner

HIGH VOLUME SORTING

integration

FULL CRUSHPAD CONTROL

PELLENCUS.COM

Paris Valley Road Estate Winery Paso Robles, CA 2019

MUST PUMP

PASO ROBLES LOCATION 1650 Ramada Drive, Ste 170 Paso Robles, CA 93446

SANTA ROSA LOCATION 3171 Guerneville Road Santa Rosa, CA 95401

P: (805) 239-7343 F: (805) 239-7380

P: (707) 568-7286 F: (707) 568-7369

A full range of integrated winemaking equipment including: » Receiving Hoppers » Crushers/Destemmers » Optical Sorting » Smart Presses

» High Volume (>20 tons) Mechanical Sorters » Must Pumps » Liquid Pumps

» Flash Détente » Automation & Controls » Temperature Control » and more!

November 2023 WBM | 57

Tech Terroir: Picking by Hand Versus Machine ¹

¨

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CONCLUSIONS:

WHERE GREAT WINES BEGIN ®

We farm quality fruit in Appellations spanning from Clarksburg to Moon Mountain, to Carneros, to Bennett Valley.

We produce quality bulk wine and shiners and have the fruit and juice that you are looking for.

GRAPES LEASING

Farming varietals Are the all economics from Cool-Climate of your vineyard to High-Mountain not working for you? appellations have Talk to us we about the at the price, ourfruit, leasing options your needs. fortoa fit win-win solution.

Ned Hill owner

CUSTOM LABELS

We can work with you to create a custom label for a completely unique wine that you can sell, gift or use for promotional purposes.

We have access to a range of world-class white, red and rosé wines that can be bottled in different sizes and quantities to suit your tastes.

Mike Cox winemaker

SHINERS

Ask about our bottled inventory of high quality wines from our farmed vineyards available for your creative use.

Guido Murnig sales

Charlie Tolbert industry veteran

Please contact Guido Murnig at guido@laprendavineyards.com

La Prenda Vineyards Management laprendavineyards.com | 707-935-6445

58 | November 2023 WBM

¨

¨ ­ «

­

¨

Post-Mort Q&A with Marshall Miller and Anthony Avila What was the motivation to name a top-tier wine label, Pellenc Chardonnay, after a piece of farm equipment? How did you decide that Pellenc was the one?

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BUY FROM THE LARGEST GRAPEVINE NURSERY IN NORTH AMERICA!

­ ¡ ¨

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WE OFFER:

Which grape varieties did you study? Why did you pick them?

• The Largest Selection

• The Most Tested Vines • In-House Testing Lab

• The Largest Sales & Support Team • State-Of-The-Art Facilities

How did you design your experiment? What parameters did you measure?

«

­ £ ²

What were you and your team’s initial hypotheses before beginning the experiment?

¯ ­

Did you encounter any difficulties during the trial? If so, how did you address these complications?

SERVING YOUR VINE, ALMOND AND PISTACHIO TREE NEEDS

WonderfulNurseries.com

661.758.4777

27920 McCombs Road, Wasco, California 93280 © 2023 Wonderful Nurseries LLC. All rights reserved. WONDERFUL, WONDERFUL NURSERIES and the accompanying logos are trademarks of Wonderful Nurseries LLC or its affiliates.

November 2023 WBM | 59

Tech Terroir: Picking by Hand Versus Machine

CONTACT US TODAY!

Stainless Steel Tanks: Various Sizes, Square & Round with or without doors, Open Top Fermenters.

Fire & Ice: CH3-CH7 Single & Double Fan Coils Centrifugal Pumps: 5HP & 10 HP Waukesha Pumps: Model 40 & 130 Hot Carts & Steam Carts Air Pumps Ozone Machines

Santa Rosa Office Tel: 707-546-0146 Fax: 707-546-2247 Toll Free: 1-877-996-8757 Email ptrental@butchcamerontrucking.com

Paso Robles Office Tel: 805-835-5099 Email csilva.bctsolutions@gmail.com

Hours Of Operation Monday-Friday 8am to 5pm

100% ELECTRIC | DRIVER OPTIONAL | DATA-DRIVEN

$18k

USD IN ANNUAL COST SAVINGS PER TRACTOR

*estimated savings based on average annual usage

14

PASSENGER VEHICLES CO2e REMOVED EVERY YEAR*

*1 diesel compact tractor emits the equivalent emissions to ~14 on-road vehicles

­

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How did you evaluate or measure the effectiveness of the application(s)? What was the most important outcome of the trial that growers can use?

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Was there a difference in the material other than grapes (MOG)?

Labor savings?

LEARN MORE +1 833 AGRI PWR

60 | November 2023 WBM

WWW.MONARCHTRACTOR.COM

­ ­

¢ ¡

Were the results as you predicted or did anything unexpected occur? ­

What was the team’s impression of the resulting wines? ­ ¯ ¢

Every Label Tells A Story Taylor Prime Labels & Packaging provides artfully crafted pressure-sensitive labels to wine producers nationwide.

Learn how Taylor can tell your story.

• Hot foil stamping

• Spot gloss varnish

• Embossing

• Color logic

labelinfo@taylor.com

• Metallic inks

• Screen print

Do you plan to conduct a follow-up trial to re-test these results?

Protect Your Legacy

What are your next steps with this technology?

•Modernizing your operation?

•Protecting your business?

•Passing on your estate?

•Expanding?

•Buying?

WBM References

Call Now! You may be surprised at what you’re not getting!

1. Rutledge, Zachariah & Federation, California & Taylor, J.. (2019). Still Searching for Solutions: Adapting to Farm Worker Scarcity Survey 2019. www.researchgate.net/ publication/332874065_Still_Searching_for_Solutions_Adapting_to_Farm_Worker_ Scarcity_Survey_2019.

Plants You Can Trust

• • • •

ENTAV-INRA Licensee 2010 Protocol Material Available Proprietary Selections Strict Mother Block Testing Protocol

www.guillaumenurseries.com Knights Landing, CA

Office:(530) 735735-6821

Products Tentative Maps Subdivision Maps Records of Survey Custom AVA Maps Topographic Maps

GIS/GPS Vineyard/Winery Aerial Photos Land Development Data Management As-Built

Surveys Drone Pond Estate Boundary Aerial Control

™ Since 1976 LAND SURVEYING • GIS • PLANNING • RESEARCH

5331 Skylane Blvd., Santa Rosa, CA 95403 Phone: 707-528-7649 www.rcmaps.com • rca@rcmaps.com

info@guillaumenurseries.com November 2023 WBM | 61

grapegrowing

Don’t Be Salty: How Irrigation, Soil Health and Climate Affect Vineyard Salinity Christopher Chen, Ph.D. Christopher Chen is the UCCE Integrated Vineyard Systems Advisor for the North Coast region of California. His work, through the North Coast Viticulture program, focuses on climate-adaptive viticulture practices to help address concerns related to climate change in vineyards and brings actionable research to the grape growing communities of Northern California. Chen received his doctorate from the University of California, Davis, focusing on climate-centric research in grapevines.

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Impacts of Heat and Drought on Salinity

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62 | November 2023 WBM

CHRIS CHEN

In severely impacted plants, leaves will experience extreme necrosis and begin to senesce from the vine. This is one way grapevines are able to sequester and then remove salts from their tissues.

Don’t Be Salty: How Irrigation, Soil Health and Climate Affect Vineyard Salinity

¦ §

New Grapevine Insurance Coverage!

Call us today about the new Grapevine insurance program that was just released by the USDA.

­

This new program covers losses from Freeze, Hail, Flood, Fire and Failure of irrigation water supply.

Toll Free: (888) 319-1627 Email: info@agriskmgmt.com www.agriskmgmt.com

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64 | November 2023 WBM

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Quality Control

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Soil Health to Reduce Salt Toxicity

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Embrace sustainably recycled glass.

References 1. Henderson, S.W., J.D. Dunlevy, Y. Wu, D.H. Blackmore, R.R. Walker, E.J. Edwards, M. Gilliham and A.R. Walker. 2018 Functional differences in transport properties of natural HKT1;1 variants influence shoot Na+ exclusion in grapevine rootstocks. New Phytologist 217, 1113-1127. 10.1111/nph.14888.

2. Henderson, S.W., U. Baumann, D.H. Blackmore, A.R. Walker, R.R. Walker and M. Gilliham. 2014 Shoot chloride exclusion and salt tolerance in grapevine is associated with differential ion transporter expression in roots. BMC Plant. BMC plant biology 14, 273-273. 10.1186/s12870-014-0273-8.

3. Sauer, D.B., W. Zeng, J. Canty, Y. Lam and Y. Jiang, 2013 Sodium and potassium competition in potassium-selective and non-selective channels. Nature Communications 4, 2721-2721. 10.1038/ncomms3721.

4. Downton, W.J.S. 1977 Photosynthesis in Salt-Stressed Grapevines. Functional Plant Biology 4, 183-192.

5. Downton, W.J.S. and A.W. Crompton. 1979 Budburst in Sultana grapevine as influenced by salinity and rootstock. Australian J. of Experimental Agriculture. 10.1071/ ea9790749.

6. Prior, L.D., A.M. Grieve and B.R. Cullis. 1992 Sodium chloride and soil texture interactions in irrigated field grown sultana grapevines. II.* Plant mineral content, growth and physiology. Australian J. of Agricultural Research. 10.1071/AR9921067.

7. Popescu, C.F., C. Bejan, R.N. Dumitrica, L.C. Dejeu and G. Nedelea. 2015. Rootstocks and wild grapevines responses to salinity. Vitis - J. of Grapevine Research.

8. Mühling, K.H. and A. Läuchli. 2002 Effect of salt stress on growth and cation compartmentation in leaves of two plant species differing in salt tolerance. J. of Plant Physiology 159, 137-146. https://doi.org/10.1078/0176-1617-00701.

9. Gibberd, M.R., R.R. Walker and A.G. Condon. 2003 Whole-plant transpiration efficiency of Sultana grapevine grown under saline conditions is increased through the use of a Cl-excluding rootstock. Functional Plant Biology. 10.1071/FP02191.

10. Shani, U. and A. Ben-Gal. 2005 Long-term response of grapevines to salinity: Osmotic effects and ion toxicity. Am. J. of Enol. & Vit..

11.Gupta, A., S.K. Singh, M.K. Singh, V.K. Singh, A. Modi, P.K. Singh and A. Kumar. 2020 Chapter 7 - Plant growth–promoting rhizobacteria and their functional role in salinity stress management. In Abatement of Environmental Pollutants, P. Singh, A. Kumar and A. Borthakur, eds. (Elsevier), pp. 151-160. https://doi.org/10.1016/B978-0-12818095-2.00007-2.

12. Peacock, W.L., D.E. Rolston, F.K. Aljibury and R.S. Rauschkolb. 1977 Evaluating Drip, Flood, and Sprinkler Irrigation of Wine Grapes. Am. J. Enol. & Vit. 28, 193-195.

10.5344/ajev.1974.28.4.193.

The sustainably manufactured Wild Glass™ range offers a natural glass look and organic and deliberate aesthetic imperfections. Nearly all of the Wild Glass™ material is Post Consumer Recycled (PCR) glass.

13. Araujo, F., L.E. Williams and M.A. Matthews. 1995 A comparative study of young ‘Thompson Seedless’ grapevines (Vitis vinifera L.) under drip and furrow irrigation. II. Growth, water use efficiency and nitrogen partitioning. Scientia Horticulturae 60, 251265. https://doi.org/10.1016/0304-4238(94)00711-N. 14. Bhatt, J.G. and K.N. Indirakutty. 1973 Salt uptake and salt tolerance by sunflower.

Plant and Soil 39, 457-460.

15. Gabriel, J., P. Almendros, C. Hontoria Fernández and M. Quemada. 2012 The role of cover crops in irrigated systems: Soil salinity and salt leaching. Agriculture, Ecosystems and Environment 158, 200-207. 10.1016/j.agee.2012.06.012.

CALIFORNIA, NORTHWEST & EAST COAST

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globalpackage.net November 2023 WBM | 65

grapegrowing

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5. For the year preceding this filing: Average number of copies printed per issue……………5,814 Paid and/or requested circulation average ……………..5,271 Nonrequested distribution average ………………………..284 Total print distribution average …………………………5,555 6. For the single issue published nearest filing date: Number of copies printed…………………………………6,321 Paid and/or requested circulation…………………………..5,218 Nonrequested distribution ………………………………....1,100 Total print distribution …………………………………… 6,318 Eric Jorgensen, Publisher WineBusiness Monthly 68 | November 2023 WBM

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sales & marketing Retail Sales Analysis

Retail Wine Sales Fall 1 % in August WineBusiness Analytics Produced by WineBusiness Analytics, the Wine Analytics Report is the industry’s leading source of market insights, objective analysis and data.

SALES VALUE DOWN 1 % IN AUGUST

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drug, mass merchandisers, convenience, dollar, military, as well as a selection of warehouse clubs, and liquor channel geographies and liquor channel retail chains.

NIQ figures are updated and released every four weeks.

NIQ Table Wine Category Segments MAR K E T: Total US xAOC+Conv+Military+Liquor Plus PER IOD : 4 Weeks Ended August 12, 2023 Dollar Value Latest 52 Wks W/E 08/12/23 TOTAL TABLE WINE BOX

PRICE TIERS BY CONTAINERS

$0-$3.99 $4+ Total Table Wine Glass Value Glass $0-$3.99 Popular Glass $4-$7.99 Premium Glass $8-$10.99 Super Premium Glass $11-$14.99 Ultra Premium Glass $15-$19.99 Luxury Glass $20-$24.99 Super Luxury Glass $25+ IMPORTED ITALY AUSTRALIA

IMPORTED

FRANCE CHILE SPAIN GERMANY NEW ZEALAND ARGENTINA SOUTH AFRICA PORTUGAL DOMESTIC CALIFORNIA

DOMESTIC

WASHINGTON OREGON TEXAS NEW YORK NORTH CAROLINA INDIANA

TYPES

MICHIGAN RED WHITE PINK TOTAL CHARDONNAY TOTAL CABERNET SAUVIGNON TOTAL PINOT GRIGIO/PINOT GRIS TOTAL PINOT NOIR TOTAL MERLOT

VARIETALS

TOTAL SAUV BLANC/FUME TOTAL MUSCAT/MOSCATO TOTAL WHITE ZINFANDEL TOTAL MALBEC TOTAL RIESLING TOTAL ZINFANDEL TOTAL SHIRAZ/SYRAH WHITE BLENDS (ex. 4/5L) RED BLENDS (ex. 4/5L + CHIANTI) ROSE BLEND

GLASS SIZES

750ML 1.5L 3L 4L 187ML 375ML

BOX SIZES

ex. 4/5L 1L 1.5L 3L 5L TETRA

Dollar Value % Chg YA

Latest 52 Latest 4 Latest 4 Wks - Wks - W/E Wks - W/E 08/12/23 08/12/23 W/E 08/12/23

15,458,830,414 1,093,226,095 1,608,657,357 122,222,714 552,474,144 41,202,475 1,056,076,928 80,945,553 13,535,242,726 947,056,954 324,858,149 23,142,525 2,518,131,975 180,170,283 2,648,271,374 184,702,333 3,723,215,887 263,587,457 2,083,365,292 147,720,083 852,692,480 61,868,834 1,379,228,173 84,723,012 4,272,734,320 314,123,131 1,372,996,417 92,313,189 601,667,305 42,388,812 616,870,638 53,178,669 371,310,722 26,412,797 153,452,352 10,518,939 72,649,124 4,856,165 671,641,578 56,839,038 295,187,849 18,953,504 36,504,290 2,733,899 51,827,390 4,264,922 11,186,096,093 779,102,964 10,111,647,983 703,557,195 529,406,096 37,180,971 287,025,122 20,677,549 27,462,332 1,934,228 41,099,847 3,209,323 42,778,972 2,823,719 24,354,809 1,603,533 24,267,897 1,611,752 7,930,390,212 499,902,060 6,450,050,969 499,827,560 1,070,892,951 93,356,680 2,649,018,024 201,002,678 3,096,516,174 197,028,818 1,480,701,358 116,166,699 1,291,533,406 82,029,048 570,873,652 36,875,072 1,370,743,678 114,669,694 547,647,022 36,559,132 202,949,188 14,649,808 221,115,413 13,714,514 214,425,219 14,788,707 196,059,403 12,546,797 95,036,842 6,092,903 236,888,061 18,277,169 1,994,732,160 121,204,431 619,314,780 61,275,827 11,540,399,290 804,526,404 1,747,162,445 125,400,531 41,289,086 2,603,321 60,576,274 4,359,791 67,757,269 4,719,759 55,465,186 4,015,690 1,144,481,261 87,284,777 35,061,650 2,629,947 14,450,929 976,307 843,244,069 63,708,519 464,171,857 34,937,691 286,165,281 22,465,570

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9L Equivalent Volume

9L Equivalent Volume Avg Equivalent Price % Chg YA Per 750ML

Latest 52 Latest 4 Latest 52 Latest 4 Latest 52 Wks - Latest 4 Wks - Wks - W/E Wks - W/E Wks - W/E Wks - W/E W/E 08/12/23 W/E 08/12/23 08/12/23 08/12/23 08/12/23 08/12/23

145,551,813 10,309,560 34,560,769 2,557,963 17,364,324 1,259,982 17,194,563 1,296,609 107,684,286 7,503,975 7,774,188 531,681 36,906,528 2,603,200 22,778,050 1,566,253 24,225,982 1,686,234 10,046,218 708,221 3,203,824 230,065 2,730,060 173,934 39,094,898 2,829,994 10,434,120 704,903 9,391,982 668,215 3,178,858 277,869 6,309,527 448,995 1,053,588 70,166 590,509 39,260 4,350,285 365,059 2,888,803 186,428 388,799 29,650 472,630 38,958 106,456,916 7,479,566 98,719,386 6,947,471 3,987,290 277,886 1,349,461 96,799 255,527 17,906 403,989 25,551 396,900 26,617 240,620 15,359 227,520 14,212 65,640,530 4,220,457 66,958,239 5,080,088 12,883,351 1,007,746 27,271,893 2,044,117 24,030,900 1,563,800 17,382,041 1,336,735 8,464,900 537,943 6,977,238 458,530 10,894,199 895,104 7,276,458 484,845 3,782,678 270,559 1,880,710 116,817 2,035,490 141,304 1,210,720 77,113 924,065 62,256 2,427,974 178,154 15,657,488 966,129 4,460,545 413,004 76,539,626 5,302,676 27,432,136 1,948,505 888,860 54,991 1,745,044 121,680 735,171 50,927 218,498 15,949 19,462,660 1,453,908 485,646 36,495 255,069 16,378 15,723,288 1,163,466 15,098,015 1,104,049 3,467,342 271,660

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8.85 3.88 2.65 5.12 10.48 3.48 5.69 9.69 12.81 17.28 22.18 42.11 9.11 10.97 5.34 16.17 4.90 12.14 10.25 12.87 8.52 7.82 9.14 8.76 8.54 11.06 17.73 8.96 8.48 8.98 8.44 8.89 10.07 8.03 6.93 8.09 10.74 7.10 12.72 6.82 10.49 6.27 4.47 9.80 8.78 13.50 8.57 8.13 10.62 11.57 12.57 5.31 3.87 2.89 7.68 21.15 4.90 6.02 4.72 4.47 2.56 6.88

8.84 3.98 2.73 5.20 10.52 3.63 5.77 9.83 13.03 17.38 22.41 40.59 9.25 10.91 5.29 15.95 4.90 12.49 10.31 12.98 8.47 7.68 9.12 8.68 8.44 11.15 17.80 9.00 10.47 8.84 8.70 9.45 9.87 8.20 7.72 8.19 10.50 7.24 12.71 6.70 10.68 6.28 4.51 9.78 8.72 13.56 8.16 8.55 10.45 12.36 12.64 5.36 3.95 2.99 7.72 20.98 5.00 6.01 4.97 4.56 2.64 6.89

Source: NIQ

November 2023 WBM | 77

technology and business

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The Proof is in the Product

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Make Sure to Listen

Dan Williams, the North American buyer for Hi Times Wine Cellars, said that buyers want more technical information about your wine, not just percentage of French oak, for example.

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Support Spend: Discounts, Choosing Your Partners ­ Incentives and Specials

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Provide Ample, Quality Information on Your Product

86 | November 2023 WBM

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Show Up for Your Accounts

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The wine industry’s premiere conference focused on financial, business and strategic issues in the wine industry.

November 14 & 15, 2023

The CIA at Copia - Napa www.WineIndustryFinancialSymposium.com AS OF OC TOBER 9

__________________ S P O N S O R S

2 0 2 3 __________________

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MOBILE APP & NETWORKING ____ E X P E RIE N C E ____

___ L A NYA RD ___ ___ B REA K FA ST ___

Both winejobs.com SUMMIT and Wine Industry Financial Symposium are presented by WINEBUSINESS

ADVERTISER INDEX Thank you to all of our advertisers!

Company

web address

42

MBF North America

mbfnorthamerica.com

35

agertank.com

42

Monarch Tractor

monarchtractor.com

60

Agricultural Risk Management

agriskmgmt.com

64

MUST Machining & Fabrication

mustfabricate.com

31

All American Containers, a Veritiv Company

veritivcontainers.com

38

O-I

o-i.com

15

Amorim Cork America

amorim.com

5

Ogletree’s, Inc.

ogletreecorp.com

48

Ardagh Glass Packaging - North America

ardaghgroup.com

17

Olavin

olavin.com

39

BSG Wine

bsgwine.com

38

Pellenc America, Inc.

pellencus.com

57

Benchmark Consulting

benchmarkhr.com

81

Portocork America

portocork.com

3

Berlin Packaging

berlinpackaging.com

7

Protea Financial

proteafinancial.com

80

Big Sky Packaging

bigskypackaging.com

75

Quality Stainless Tanks

qualitystainless.com

33

Bin to Bottle Winery

bintobottle.com

25

Ray Carlson & Associates

rcmaps.com

61

Bouchard Cooperages

bouchardcooperages.com

43

Rousseau Research, Wines for Women

winesforwomen.com

45

Butch Cameron Trucking - BCT Solutions

butchcamerontrucking.com

60

Rutherford Equipment Rental

rutherfordrental.com

29

Carlsen & Associates

carlsenassociates.com

43

Sanitary Stainless Welding

sanitarystainless.com

47

Certis USA, LLC

certisbio.com

67

Saverglass, Inc.

saverglass.com

IFC

Criveller Group

criveller.com

36

Scott Laboratories

scottlab.com

21

Della Toffola USA

bertolaso.com

41

SOMM Journal

sommjournal.com

79

Deloitte

deloitte.com

83

Sonoma Cast Stone

concretewinetanks.com

53

Diam Closures USA

g3enterprises.com/ diam-corks

9

Spec Trellising

spectrellising.com

56

Dominion Partners

dpllc.com

80

Spokane Stainless Technologies

spokanestainless.com

46

Directory/Buyer's Guide

68

StaVin

stavin.com

11,37

Eastern Winery Exposition

winebusinessanalytics.com/ buyersguide/update easternwineryexposition. com

93

Sunridge Nurseries

sunridgenurseries.com

63

ETS Laboratories

etslabs.com

OBC

Taylor Corp

taylor.com

61

Euro-Machines

euromachinesusa.com

28

Tonnellerie Boutes

boutes.com

44

Free Flow Wines

freeflowwines.com

30

Tonnellerie Garonnaise

garonnaise.com

31

Gallo Glass

galloglass.com

19

US-FIP

americanwinepump.com

30

G3 Enterprises

g3enterprises.com/logistics

IBC

Unified Wine & Grape Symposium

unifiedsymposium.org

85

Global Package

globalpackage.net

65

Vintuitive Winemaking Tools, LLC

vintuitivewmt.com

44

Guillaume Grapevine Nursery

guillaumenurseries.com

61

Walla Walla Wine Services

wallawallawineservices.com

27

Gusmer Enterprises

gusmerwine.com

44,47

Waterloo Container Co.

waterloocontainer.com

73

H & A Barrel Management

ha-barrelmanagement.com

64

Wine industry Financial Symposium

wineindustryfinancialsymposium.com

87

Hinman & Carmichael, LLP

beveragelaw.com

80

Winejobs Summit

winejobshrsummit.com

91

Jensen Precast

jensenprecast.com

55

Wine Institute

wineinstitute.org

69

La Garde (a division of SML Stainless Steel Group)

lagardeinox.com

51

Wonderful Nurseries

wonderfulnurseries.com

59

La Prenda Vineyards Management, Inc.

laprendavineyards.com

58

World Cooperage

worldcooperage.com

49

MA Silva USA

masilva.com

13

Zenport Industries

zenportindustries.com

58

Company

web address

page

Acrolon Technologies

acrolon.com

Ager Tank & Equipment Co.

88 | November 2023 WBM

page

Classic Jake Lorenzo

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ILLUSTRATION BY BOB JOHNSON

JAKE LORENZO

³

Once again, Jake Lorenzo was reminded that the very aromas, flavors, and textures that can be off-putting in wine are the same ones that bring complexity, excellence and excitement when kept in check and balance.

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November 2023 WBM | 89

PEOPLE

For people news you can search or filter, visit winebusiness.com/people

Wineries & Winemaking

Alex Ryan

Natalie Nicastro

Jenna Bicknell

90 | November 2023 WBM

£

£

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Kevin Hinchman

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Eiji Akaboshi

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Suzanne Harryman and

Ben Kaehler Sally Johnson Blum

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Scott Friedeck

R E C R U I T | D E V E LO P | R E TA I N

The forum for wine industry HR professionals November 14, 2023 The CIA at Copia - Napa Presented by

winejobs.com The wine industry’s

leading job site

Networking Luncheon sponsored by

Mobile App and Networking Experience

The winejobs.com SUMMIT is an invitation-only event for HR professionals in the wine industry.

To request your invitation, please email us at invite@winejobssummit.com winejobs.com SUMMIT IS PRESENTED BY WINEBUSINESS

PEOPLE

For people news you can search or filter, visit winebusiness.com/people

Distributors, Importers & Wholesalers

Shannon Coursey

Brad Mayer

Kim Beto

92 | November 2023 WBM

¢

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Kevin Murphy

Chris Sperling

Wilson Daniels announced the promotion of Kevin Murphy from senior vice president of operations to the role of executive vice president of wholesale and operations. In his new role Murphy continues his leadership of the operations team and directs Wilson Daniels’ bi-coastal wholesale division serving the Tri-State area, Oregon, and Washington.

He reports to Rocco Lombardo, president of Wilson Daniels. Prior to joining the company, Murphy worked on Wholesale and National Operations at Frederick Wildman & Sons for eight years, and later served as its vice president.

Breakthru Beverage Group announced the appointment of Chris Sperling to the role of executive vice president, Breakthru Wisconsin. Prior to his promotion he served as vice president, sales – Elite Division for Breakthru South Carolina. In his new role, Sperling works with Region President, Central U.S. Cristina Desmond to help oversee all aspects of the business, and ensure efficient operations, according to a Breakthru press release.

Sperling joined Breakthru in March 2020 as a division sales director.

Registration Opens November 8

March 12-14, 2024

Oncenter Convention Center, Syracuse, NY

REGISTER EARLY & SAVE

EasternWineryExposition.com

Hosted by

WINEMAKER OF THE MONTH

Ma ya D a l l a Va l l e , winemaker, Dalla Valle Vineyards, Napa, Calif.

“WineBusiness Monthly provides informative and interesting content on a month to month basis for both winemaking and viticulture. One recent article that convinced us to integrate sheep into our vineyard management program was the “Deploying Sheep in the Vineyard, Ten Year Study Confirms Grazing Managemnet, Environmental benefits.” With the findings of increased carbon sequestration, soil microbial health and nutrient content, it confirmed for us the benefits of introducing sheep for more than just the cute factor. “

WINERY NAME AND LOCATION: Founded in 1986, Dalla Valle Vineyards

is one of the world’s most celebrated wine estates located in Napa Valley’s famed eastern hillsides of Oakville. This preeminent multigeneration family-run winery has earned acclaim for producing wines of extraordinary character and complexity, vintage after vintage. Today, Dalla Valle is guided by the mother-and-daughter team of Naoko and Maya Dalla Valle, who steward every aspect of the viticulture and winemaking with a level of meticulous care and detail reserved for the great First Growths to ensure Dalla Valle continues to thrive for generations to come.

TOTAL CASE PRODUCTION: 3,000 CAREER BACKGROUND: Growing up at Dalla Valle, I gained a passion for winemaking and an intimate knowledge of the land, learning each

94 | November 2023 WBM

day from my parents. Before joining the family business, I earned a master's degree in viticulture and enology from Cornell University, and a Master of Business and Science degree in vineyard and winery management from France’s prestigious Bordeaux Science Agro. Training with the best, I was able to gain invaluable hands-on winemaking experience at Ornellaia e Masseto, Bodegas Rolland, Pétrus and Château Latour.

WHAT HAS BEEN YOUR BIGGEST PROFESSIONAL CHALLENGE?

Learning how to balance work life and personal life, I have a tendency to let my work life encapsulate me so it has been a learning curve to understand the importance of creating an equilibrium to prevent burning out.

VARIETALS THAT YOUR WINERY IS KNOWN FOR: Cabernet Sauvignon,

Cabernet Franc