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XChateau Wine Podcast: Daily Summaries Delivered
by Robert Vernick, Peter Yeung
A podcast delivering wine perspectives ex-chateau. Insights, analysis, and perspectives on news and trends in the wine industry beyond winemaking, such as marketing, finance, and consumer trends. From noted wine blogger Robert Vernick (@wineterroir) and leading wine business consultant and author of Luxury Wine Marketing Peter Yeung (@winebizguy), this podcast navigates the business of wine with unique perspectives and insights.
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- 1 weeks ago53 min
When you need a friend, winery M&A w/ Erik McLaughlin, Metis
Coming from the winery operator world and having sold a winery, everyone asked Erik McLaughlin how he did it. That led to the founding of Metis, a wine industry specific M&A advisory firm. Erik discusses the state of wine industry M&A, what an M&A advisor does, and what needs to happen to get the wine industry back on track. Detailed Show Notes: Erik’s background: 20 years as a winery operator, sold winery to Crimson and then started M&A firm 10 years agoMetis started as a division of Exvere bank, but then split off independentlyM&A firms buy and sell businesses / wineries vs selling assets, which a real estate broker does (Metis also has this)Fall 2026 is the most challenged time in Erik’s 30 years in the wine industryMany wineries over leveraged and cost of capital is risingConsumer demand is softening, margins getting compressedInflation and tariffs increasing cost of productionExcess inventory leads to no pricing power and often financed with lines of credit where rates are increasingThere are more sellers than buyers of wineries, Metis has to be selective with clients due to high opportunity cost and desire for a high success rateMany wineries are not sellable (e.g. - too personalized, not differentiated, weak financial strength)If wine M&A firms don’t take clients, they often end up with real estate brokers or non-wine experienced brokersCharacteristics of sellability: portability of the business, desirable assets, and profitable businessGundlach Bundschu CH11 bankruptcy: buyers’ offers didn’t’ clear their debt, banks rejected them; in the past banks would just give businesses more ropeMay be able to get assets cheaper in bankruptcy, but in worse conditionLarge disconnect between buyers (40-60% discount) and sellers (10-20% discount) expectations, leading to a lot of inaction on M&A3 types of transactable dealsPuzzle pieces - a unique match that create value and is not substitutable, still has strong valuationsPrice - price gets too goodPeople - people already know each other and often do business togetherValuationsSold a couple vineyards for record setting prices (only for the right assets)Distressed situations getting very low pricingMain buyers todayHistorically were the large wine companies; but either not acquiring or very cautious, many are now sellersHigh net worth / family offices - more challenged now as wineries less fashionable, most want a real businessFinancial buyers (both institutional and opportunistic investors) - a lot of new buyers hovering, but not a lot transacting; like bigger transactions to make the deal worth it (often looking at ~$10-50M)Metis expanded into CA and Europe ahead of plan, partially due to a competitor selling to a bigger bankCA more pessimistic on wine market and more proactive in making changesCA and WA more aggressive in removing vinesOR last to remove, has not had severe weather conditions since 2020 (used to be every 3-4 years), building oversupplyEurope totally focused on exportMetis pricing model - get a % of transaction value + retainer which is credited against transaction feeTakes engagement fee up front and retainer when once an offer is acceptedEngagement fee important to have sellers have skin in the gameCompetitors often take fixed monthly retainerWhat a client gets from Metis - a confidential marketing process to qualified buyersHas >1,000 prospective buyer list, narrows down to 30-60 for each dealPrivate, direct outreach to each prospective buyerBusiness modeling and proforma financials w/ recommended business changesConfidential Information Memorandums (“CIMs”), a full marketing packageTax and legal work to optimize transactionA friend and “therapist” through the sale process which can be lonelyWine industry pathway needs consumption stabilization, then work down excess inventory to re-balance wine industry, then a lot of M&A will happen Hosted on Acast. See acast.com/privacy for more information.
- 3 weeks ago52 min
Getting ahead of the curve in-store w/ Jessica Kogan, HSP Brands
In an increasingly digital world, there is still little substitute for wine in people’s mouths. Doing in-store tastings is one way to get directly in front of consumers and get immediate feedback on products. Jessica Kogan, CEO of HSP Brands, is focused on providing both an engaging consumer experience and capturing the data from in-store tastings to drive real insight and ROI for bev alc suppliers.Detailed Show Notes:Jessica’s background: co-founder of Cameron Hughes Wine, sold to Vintage Wine Estates and became CMO (took DTC business from $25M to $150M in 3 years), bought back HSP Brands from VintageHSP Brands OverviewConducts brand activations for adult beveragesOff-premise primarily (e.g. - national grocery chains)Works w/ suppliers to sponsor tastings (1 supplier at a time)Digitally promotes events, executes in-store tastings, and has data analytics platform to capture data and show trendsUsually sample 1 bottle, but can showcase portfolio of wineFocused on CA, AZ, NV, TX>$100M of product sold, talked to >1M consumers in the last yearHSP customersDid FitVine’s brand activationsWorks with 50-100 suppliersBest suited brands are 1 - want to do persistent and consistent tastings with a connection to consumer marketing team; 2 - innovation brands, test for early results (requires being on-shelf and a website)Brand ActivatorsPart-time employeesWant to or already work in bev-alc (e.g. - bartenders, hospitality, community connectors)New trend: influx of college kids, recent grads; see the opportunity as a great way to learn how to present, interact, talk to peopleBoomers do a good job of selling wineMillennials / Gen Z tend to approach customers with more occasion messaging vs promoting a specific winePairs team members with the right brands, including feedback from the stores and from the data3 step training process (1 - in-person interviews; 2 - meet w/ current brand activators and go through an event; 3 - 9 part digital training module)ROI / benefitsBelieves tastings would outperform discounting for the same costCan identify trends in advance, often 8-12 weeks before Nielsen dataCost of customer acquisition (“CAC”) <$1/CAC, including credit for bottle sales over a 24 hour period, samples given, and conversations hadOther in-store tasting providers don’t report results, have zero visibilityPricing modelMin 3 hours / $225 ($75/hr)Sweet spot is 4 hour eventsGoal should be 50-100 events in 2 markets Hosted on Acast. See acast.com/privacy for more information.
- Sep 29, 202637 min
Living with purpose w/ Hayes & Susana Drumwright, Vida Valiente
With the goal of living a purposeful life, Vida Valiente was founded in Napa as a combination luxury winery and charity. The foundation is focused on providing last dollar scholarships and mentorship to 1st generation college students. The winery is establishing a newly planted vineyard as the next “grand cru” site in Napa. Hayes and Susana Drumwright combine these two elements into a pathway to connect people who have succeeded with grit to the next generation through wine and impactful experiences. Detailed Show Notes: Susana’s background: career in tech, now full-time with the foundation and wineryHayes’ background: had cancer early, many early failures, then sold a tech company and founded Memento Mori Winery in 2010, Vida Valiente in 2019, and just bought Edge Hill Winery in 2026; just published The Empty CenterVida Valiente (“VV”) overviewPlanted vines to create a “grand cru” wine vs Memento Mori leveraged existing “grand cru” sitesHas had 5 100 point wines in the last 3 yearsProduced ~3,000 cases in 2025, goal is ~4,500 casesDonates $100/btl of every bottle of “The Movement,” the signature blend soldHas a guaranteed allocation group “Los Padrinos” (“the godparents”)Foundation founded to uplift 1st generation college students at StanfordBoard member, Memento Mori founder, and friend Adriel Lares went to Stanford191 students in the program now, admit 50 students/year of ~100 applicantsGive each student $5k/year for last dollar scholarships, provide mentorship, and leadership offsitesHas raised ~$6.5M to date, ~$500k from “The Movement” (goal is $100k/year); goal is $3-4M/yearWants to raise ~$2M/year from corporate donorsCosts ~$1.2M/year to run, could be $2.5M if all applicants acceptedMany VV customers have done great things and feel alignment with studentsSusana and Hayes are foundation’s only employeesNapa in Cabo charity event, held by Vida Valiente3 days at the Montage in Los CabosFeatures 10 Napa wineries, e.g. - Scarecrow, Lokoya, EiseleRaised $6M, $2.3M in 20251st night meet & greet, 2nd night charity gala, 3rd night to support other wineries (sold $760k of wine for other wineries)Exploring a “Napa in Napa” eventVV marketingNot as much crossover from Memento Mori as originally thoughtNapa Valley referrals importantHospitality a big driver, including client dinners and impactful experiencesArc of 3 Napa projectsMemento Mori - “remember to live”Vida Valiente - “live a purposeful life”Ultra Mortem (at Edge Hill site) - “beyond death, do something worth remembering” Hosted on Acast. See acast.com/privacy for more information.
- Sep 15, 202642 min
The macroeconomics of shipping and wine w/ Basile Aloy, Avignonesi
A 7th generation shipper and 2nd generation winegrower, Basile Aloy of Avignonesi in Tuscany, has a unique perspective on the geopolitical and macroeconomic events happening today and how they impact the cost of wine. Oil prices, war, tariffs, and climate change all come into play in this wide ranging conversation that showcases how much some of these macro events impact the world of wine. Detailed Show Notes: Basile’s background: Chairman of Avignonesi, wine distribution in Italy & US, 7th generation shipping family, CEO of shipping businesses EBE & Victrix, studied winemaking in BordeauxRuns a fleet of dry bulk carriers in shipping, does not ship wineIran war has increased the cost of cargo, a 40 ft container for wine went from $1,600 to $2,700 (~70% increase), however, per bottle (~18k bottles/container) that goes from $0.09 to $0.15/bottle (not a huge impact)Many ships have been re-routed around South Africa instead of crossing the Suez Canal, they don’t send ships through Hormuz, which has caused congestion for trucking in the Middle EastThere has been less fuel on the market, causing some wait times to re-fuel shipsTariffs have had a bigger impact on wine costs, earlier in 2026, Italy paid 15% tariffs on wine to the US, mid-2026 it is now down to 10%, which has outweighed the freight increaseFood costs are rising, ~30% of global fertilizers come from the Middle East, diesel costs are up; food price increases are comingDomesticating production can be challenging, but it is happening in some places, both Canada and China are leaning in; Avignonesi saw China as a big growth market, but has fallen dramatically, partially due to high quality wines made in ChinaBoth shipping and wine are very capital intensive, but ships can be purchased on the secondary market, where prices swing dramatically (from $25M to $75M in 5 years); wine cycles are much longer, which can create longer downturns like we’re experiencing todayAvignonesi overview170 ha vineyardsFocused on Sangiovese and some international varieties, as well as Vin Santo~50-60% exportedItalian market is semi-export, as tourists drive a decent amount of consumption (e.g. - during Covid, Italian sales were down ~20-30%)Basile’s family took over Avignonesi in 2009, have a vision to be more transparent with customers, healthy (move towards organic and biodynamic viticulture), and a desire to take care of the environment, broadly speaking (become a B Corp, provide English classes to the community)Avignonesi requested permission from regulators to put “Nobile” bigger than “Montepulciano” for their Vino Nobile di MontepulcianoWine is more brand driven vs shipping, need to be careful about discounting and its impact on the brandShipping can be more sustainable than trucking wine; glass weight of wine has a huge impact on sustainability (~750g of wine in a bottle vs ~400-800g of glass; Avignonesi chose light weight bottles)Europe is like Disneyland, “growers of memories,” which builds a connection to their wines, particularly the premium winesThe future of Avignonesi: starting a re-branding exercise, planted a “3rd millennium” vineyard to address viticulture issues with climate change (1st harvest 2027) Hosted on Acast. See acast.com/privacy for more information.
- Sep 1, 202650 min
The Tipping Point for the Wine Industry w/ Andrea Robinson MS, The Swirled Cup
Though the seeds were already sown for quality wines in California, the famous Judgement of Paris Tasting in 1976 set the wine world ablaze and created new energy not just in America, but across the world for fine wine production and appreciation. Andrea Robinson MS has developed The Swirled Cup, a TV series that explores how the world changed with the Judgement of Paris as its “tipping point.” She covers areas such as winemaking, hospitality, and wine culture in the evolution of the wine market. Detailed Show Notes: Andrea’s background: investment banker turned Master Sommelier, Wine Director at Windows of the World in NYC, writing, TV Shows (Quench - Food Network, Pairings w/ Andrea & Simply Wine - Fine Living Network)The Swirled Cup, a location based, documentary seriesCame out of “Judgement of Napa” tasting that was supposed to happen in 2020 w/ Steven SpurrierSpurrier believed Judgement of Paris legacy is increased wine quality and collaboration globally, that is levelled the playing field for other wine regionsShow focuses on the evolution of the wine business, catalyzed by the Judgement of Paris3 episodes on Delta Airlines flights now (through end of Sept 2026)3 more episodes in productionWill be streaming in 2027 (streamer to be announced)Short film screening version submitted to film festivalsMajor themes coming out of The Swirled Cup include, Momentum for other wine regions outside of CaliforniaWine country travel and hospitalityCollaboration between wineriesSustainabilityProhibition kept reputation of CA wine in “suspended animation,” took away the economic incentive to invest in productionTim Mondavi noted there were ~100 wineries in Napa in the late 1800sCresta Blanca Winery (Livermore, California) won the Grand Prize at the 1889 Paris ExhibitionGeorges de Latour brought in André Tchelistcheff post-prohibition to bring back winemaking expertise“Mount Crushmore” of American Wine: André Tchelistcheff, Robert Mondavi, Steven Spurrier, Patricia GallagherBuilt a culture of quality for American wine“We’re only as good as our weakest link,” collaboration was key; Tchelistcheff had monthly technical lunches, Mondavi mentored a generation of vintnersPatricia Gallagher was the major force behind the Judgement of Paris, was really excited about post-Prohibition quality of CA wines, wanted to do a July 4th tastingSpurrier had the guts to do the tasting, do it blind, and threw in French wines to ensure a fair comparisonMondavi accelerated wine tourism (used to be for trade only), showcased the wine lifestyle with food w/ his wife Margrit; would travel and order his wines and other benchmarks at restaurants to compare → good strategy still today for secondary markets; did partnerships globally (France, Italy, Chile) which opened the world’s eyes to America as a great wine marketWine culture has evolved with more competition (e.g. - cannabis, alternatives)Entry points for learning high as on-premise very expensive as costs to run restaurants highCovid upended social experiences, but provides a potential to overlay wine on top of new experiences (e.g. - book clubs, crochet get togethers)Hospitality has become very luxury and bespoke experience driven, need more accessible options as entry points for wine drinkersReplicating Judgement of Paris today still viable as comparing wines to benchmarks has value, with democratized media, expanding to collectors are well as trade could be useful; trade and media tend to like more restrained styles vs collectors Hosted on Acast. See acast.com/privacy for more information.
- Aug 18, 202649 min
Reconnecting with ancient terroir w/ Irakli Gilauri, Gilauri Wine
As the birthplace of wine and the vinifera grape species, Georgia (the country), has wine deeply embedded in its culture. Yet, having survived conquest by three empires, fine wines are not the current norm in Georgia, where the Russian Communists focused on quantity over quality. Irakli Gilauri is launching Gilauri Wines to change that and to give wine collectors all over the world a chance to taste and connect with the best of the Ancient Terroir that is his home country of Georgia. Detailed Show Notes: Irakli’s background: public company CEO (Bank of Georgia, Georgia Capital), wine collector for 20 years, took UC Davis winemaking coursesMission: to make a fine wine from Georgia that showcases the original terroir of wineGeorgia (the country) wine historyThe birthplace of wine, 8,000 years agoWhere vitis vinifera originated (the broader South Caucasus region)Located between the Caucasus Mountains, Black Sea and Caspian Sea; between Russia, Turkey, and AzerbaijanOne of the only biodiversity hotspots with a mid-temperate climateMain wine region Kakheti (Eastern Georgia), ~85% of grapes grown there, similar to Napa as it sits between 2 mountain rangesMain grape is Saperavi, closest to vitis silvestris, one of the original vinifera grape varietiesWine is embedded deep in Georgian culture, people believe grapes and wine allowed it to survive 3 empires (Persian, Ottoman, and Russian) and keep their language, script, and faithThe “oldest wine cellar in the world”~40k old bottles, from the early 1840s, including First Growth BordeauxsCollection of the Russian Romanovs (originally housed in St Petersburg)During WWII, Stalin moved the cellar into three places, including one in TbilisiGeorgian government is authenticating the wines and will auction some offGilauri WinesStarted w/ 10 grape varieties (incl Saperavi, Chardonnay, Cabernet Sauvignon, Merlot) in 5 locations, needed to conduct research on mapping terroir to deliver top quality because the Communists only cared about quantityStarted in 2022, but first vintage will be 2024, 2022 and 2023 wines will not be released as the quality was not high enoughHas the potential to produce 75k bottles, but 1st vintage will only be 1,800 bottles (1,200 Saperavi, 600 Chardonnay), with the rest bulked outWinegrowing is very different from the Georgian norm; focused on quality (e.g. - mixed Guyot pruning with only 1 cane, cover crops, green harvesting, 500L barrel fermentation, cold maceration for aromas (which cannot be done in traditional qvevri)Saperavi clonal material from Italy, Georgian nurseries have too much virusDTC focused brand; in order to share with fellow wine lovers, not enough for retail US, UK, EU, Switzerland availableIn US, also producing a Vine Hill Ranch Napa Cabernet with Nigel Kinsman at Wheeler Farms, and can use that license to import and sell Georgian wines DTC; Napa Cab as the sister wine to Georgian SaperaviHas conducted blind tastings of top New World and Old World wines to compare with Gilauri’s “Ancient World” wineAllocations of 1st Georgian wines Dec 2026, 1st Napa wines Spring 2027Vanessa Conlin MW coming on to help promote the wines in the USJoin the allocation list at Gilauri.comWine, food, & travel go togetherSommTV producing a cooking show for Georgian cuisine, which is a mix of Asian, European, and Middle Eastern influencesWill have a free private concierge to organize wine trips to GeorgiaTrying to get access to “Stalin Cellar” for list membersLoyal clients will also have access to 4 bedroom house in GeorgiaExpected pricing: <$200 for the Saperavi, <$100 for the Chardonnay; want more people to taste the wines over timeWine and public companies have similar business models, both require roadshows to sell wine or the stock; have brokers or distributors to market to investors or accounts; and you have analysts or critics who rate the company/product Hosted on Acast. See acast.com/privacy for more information.
- Aug 4, 202636 min
Making history relevant for the modern consumer w/ Aly Wente, Wente Family Vineyards
With 143 years of history, Wente Family Vineyards is the US’s longest continuously family owned and operated winery, even producing wine through Prohibition. Aly Wente, Chief Revenue Officer, discusses how Wente leverages its rich history to re-launch historic brands, connect with younger consumers, and embed the messaging in social media and hospitality to differentiate itself. Detailed Show Notes: Aly’s background covered in prior episodes, but she is now in charge of all revenue vs marketing and hospitality previouslyWente Family Vineyards is the longest continuously family owned and operated winery in the USBased in Livermore, which competed w/ Napa in the late 1800s for quality wine, but benefited from a railroad that went into San FranciscoKnown for Chardonnay, originally planted in 1908, cultivated the “Wente Clone,” which underpins ~75% of California Chardonnay1st to varietally label wine post Prohibition to use transparency to promote the quality and authenticity of the wineSauvignon Blanc Clone 1 is also a “Wente Clone” and is what much of New Zealand SB is based on, originally from Chateau d’Yquem from cuttings brought back by Charles Wetmore, CA’s 1st Agricultural CommissionerWente acts as a historian of CA wine, e.g. - its SB is named Louis Mel after one of the original farmers of SB in CAThe re-launched Cresta Blanca brand has deep ties to historyWas Charles Wetmore’s original winery and ties to his vision for quality1st CA wine to win on the global stage, winning the 1889 Grand Prix in Paris, 87 years before the Judgement of Paris and put CA wine on the map (pre-Prohibition)The wine label was inspired by an original late 1800s barrel wood carving of a wine goddessChanged branding from Wente Vineyards to Wente Family Vineyards to highlight the family element, with 5 generations of knowledge passed down from one generation to the nextYounger consumers don’t always start with history, but they are eager to learnThey look for value, authenticity (Wente uses the family to do that), transparency (Wente is working on a new project to highlight this more), and sustainability (may be table stakes vs a purchase driver)Anything but Chardonnay (“ABC”) movement has been picking up steam, especially with younger consumers. Wente working on counter positioning to make it cool again, led by Aly and her sister Niki including a social video spoofing a Hilary Duff quote that “only old men drink Chardonnay”Organic social media is the #1 priority, Wente has undergone a big evolution with socialAly and Niki use @wine_sisterss to test social content and themes outside of the core @wente accountHired 2 social media interns - did a contest for the internship, social growing significantlyUsing history in hospitality - always testing and learningLaunched “5 Generations of Wente” tasting to tell the story with each glassRedid wines in the tasting room to tie back to history of Wente and LivermoreCresta Blanca cave tours start with a museum of old winery items through historic caves Hosted on Acast. See acast.com/privacy for more information.
- Jul 21, 202648 min
Creating Information from Data through Enolytics w/ Jesse Lange & Mark Evans
Sometimes data can be overwhelming. Being able to transform that data into actionable information can deliver high ROI. Jesse Lange, Managing Director of Lange Estate Winery, and Mark Evans, President of Triumph Advisors, discuss how Enolytics helps them make strategic decisions through actionable information in every part of their businesses, from DTC and wholesale into operational planning. Thanks to Enolytics for sponsoring this episode. Detailed Show Notes: Jesse’s background: 2nd generation winegrower in Willamette Valley, focus on winemaking and grape growingMark’s background: helped build Jackson Family’s fine wine division, ran wineries for ~20 years, now fractional CEO for 2 wineries (higher end, DTC focus)Often there’s too much data (facts) and not enough information (which is actionable)Gut instinct not always the best tool, having data is criticalEnolytics having both DTC and wholesale data can be used for production planning, revenue projections, planning market trips, seeing which varietals/SKUs doing well in each regionThe data enables building 10 year revenue projections by channel at the driver level (e-commerce, hospitality, membership, wholesale)Key metrics to look at: membership retention rate, customer lifetime value by acquisition source, purchase velocityDrilling down on wholesale data allows targeting the right marketsMark requires clients to use Enolytics (or another data platform) to partner with themEnolytics helps move from reactive to proactive, e.g. - Mark often converts tasting room staff from part-time to full-time and has them implement outreach programs to at-risk members determined by Enolytics in their downtimeCan be used like a CRM tool, even where Salesforce was unsuccessfulCan see some impact of critic scores through the data, but influence has been waning since ~2005, younger generations not really looking at scoresOne key insight is understanding member referral, correlating customer acquisition data to new club membersEnolytics is high ROI: can often do 2-3 programs that deliver $5-10k/each that micro-targets people and doesn’t overwhelm the customer baseAdvice for other wineries: looking at peer wineries is critical, need to train people on the data tools, and ensuring the data mapping from e-commerce to Enolytics is accurate is essential Hosted on Acast. See acast.com/privacy for more information.
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About XChateau Wine Podcast
A podcast delivering wine perspectives ex-chateau. Insights, analysis, and perspectives on news and trends in the wine industry beyond winemaking, such as marketing, finance, and consumer trends. From noted wine blogger Robert Vernick (@wineterroir) and leading wine business consultant and author of Luxury Wine Marketing Peter Yeung (@winebizguy), this podcast navigates the business of wine with unique perspectives and insights.
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