Small Fortune Podcast
Our podcast is about the wine business, how difficult it is to be successful and why. It’s also about the strategies that various participants in the industry have used to overcome the challenges inherent in making and selling wine. And it is simply about telling the stories of the wine business.
Episodes
Listen and learn from an expert. John Glazewski, Director of Distributor Partnerships at one of the largest wine companies in the world, shares his wisdom on how to succeed in distribution, which can be summarized as follows: Show Up. Hear his advice on strategies for choosing the right market and distributor; how to engage with your distributor to obtain maximum performance in their market; the importance of distributor depletion,...
John Gillespie and host Carol Collison discuss his most recent market report, “Wine in Decline,” which queries non or low- consumers of alcoholic beverages about how their perceptions may be affecting wine sales. The survey results are fascinating, and the conversation centers on the evidence from this research that some consumers view wine as too expensive or not a good value. For example, the survey found that “Wine drinkers who ...
In this episode, host Carol Collison speaks with Ori Katz, Partner in the Finance and Bankruptcy Practice at the law firm Sheppard Mullin about when and how business owners should approach their creditors when their financial situation is deteriorating. Topics include: the importance of having a clear understanding of your financial situation; how lenders think about their risks and how that affects you; and when it’s time to speak...
BMO Managing Director Mario Zepponi, a leading Merger and Acquisitions advisor and podcast host Carol Collison, also an M&A Advisor, recap the deal market in the two years since Mario was last on the podcast (Ep: 7, October ’23.) Topics of discussion include how the decline in consumer wine demand has affected transactions, changes in the buyer set, valuations, what types of transactions may be seen in the future and more.
In this episode, fellow Berkeley Haas School MBAs and podcasters (!) Carol Collison and Mike Chaput discuss Mike’s journey to establishing his successful, high-growth IT services company, Endsight. Mike outlines concepts in technology, including how agentic AI might be used by wineries to increase DTC sales and operational efficiency. The conversation also includes the experience and lessons Mike learned through an early bankruptcy...
Randi Bural is a Senior VP at AgWest Farm Credit based in the Willamette Valley, Oregon. The Farm Credit system is an enterprise founded over 100 years ago by the Federal government to support American agriculture. Because of their mandate they are not going to exit the wine industry, unlike some commercial lenders during tough times. Carol and Randi discuss a variety of topics in current wine finance including how lenders manage l...
The Small Fortune Podcast is about entrepreneurship, the wine business, and the ecosystem of companies that support it. Today’s interview covers them all. Concepts about start-ups such as “minimally viable product.” How wineries should think about sales channels and distribution. And how LibDib works for wineries as an e-commerce distribution platform. This podcast is a banger if you’re into entrepreneurship, the wine business, or ...
Scott Bozzo is an expert Farm Manager who advises his clients on which vineyards to buy and then helps them run the operation. Listen and learn how to do due diligence regarding water resources and rights when considering a vineyard acquisition. An entrepreneur and principal owner of Macotera Ag Group, Scott shares what his considerations were in deciding to start his own firm – great ideas for those listeners thinking about making...
Today’s guest Pauline Lhote grew up on a farm in the Champagne region and at the ripe old age of 14 decided she wanted to make sparkling wine. Her ambition, hard work and singular focus propelled her to become the Head Winemaker at Domaine Chandon, a pioneering French-owned California sparkling wine house. Carol and Pauline have a wide-ranging discussion about sparkling wine production and its challenges, being women professionals,...
On our 50th episode (!!) host Carol Collison talks with Cyril Penn, Editor of “Wine Business Monthly” magazine. Listen and learn about: how Cyril got his start as a journalist; all the different ways this successful trade publishing enterprise serves the wine industry; and the company’s newest data products. And after 20 years of watching the wine industry, Cyril shares his best advice on how to be successful in the business.
As Ken Freeman says, “the harder I work, the luckier I get.” Still, the Freemans have had a charmed path to building their successful estate winery. From finding a famous tenant yielding cash flow positive business in year one, to picking their favorite wine – Pinot Noir – as the focus of their winery three years before the movie Sideways made the varietal the hot property it still is today, the Freemans have capitalized on their g...
Pete Przybylinski, Executive Vice President, and Chief Sales Officer of The Duckhorn Portfolio discusses the many lessons he learned about wine sales and sales management during his thirty years at the company. Among the many useful ideas for sales professionals, Pete discusses:
- Managing inventory shortages through allocations and letting production drive sales in the early years.
- Building out a brand portfolio and a sales net...
What makes wine so different from all other adult beverage is the art. Listen as Arminee Chahbazian, a talented painter and sculpture who also sells French oak wine barrels for Tonnellerie Bel Aire describes both her artistic work and how it resonates with her representation of this important component in fine wine production. Another lesson here for folks who might not consider the lucrative sales profession, so important to all ...
James Hall, once and current owner of the Patz & Hall wine brand generously shares a lot of inside information about the two M&A processes he went through, the first in 2016 when he and his partners sold their brand to Ste Michelle Wine Estates, and the second when he and new partners bought it back in 2024 from the Private Equity firm that succeeded SMWE as owner. Anyone who wants to sell a winery or buy a winery will ben...
Karen MacNeil is the award-winning wine writer and author of the book The Wine Bible (now in its third edition). She joins Carol to discuss “Share and Pair Sundays,” a campaign to highlight the social benefits that come from enjoying wine with food and friends. MacNeil explains the genesis of this project as a means of taking on the current anti-alcohol media messaging. She also shares her story of becoming a writer, how to have su...
In this episode host Carol Collison talks with her friend and serial entrepreneur Lesley Berglund, a 4th generation Napa business owner. As a founder of one of the first wine catalogues, Ambrosia, in 1991, Lesley invented the concept of winery wine club, creating programs for her catalogue suppliers. Her company also pioneered direct wine sales fulfillment. After selling that company, Lesley immediately launched a new company, WI...
In today’s Small Fortune episode Ben Slaughter, founder of Agricultural Property Appraisal Company Arable, joins Carol Collison to discuss the challenges of appraising the market value of wineries in a commercial real estate class where no two assets are exactly alike. Ben and his team use experience and technology to provide market value estimates for a variety of uses: from financing and acquisition to estate planning and litigat...
Carol is joined by Steve Fredricks, the President of Turrentine Brokerage, an important international wine, and grape brokerage company, for a conversation about the 2024 California grape harvest. The Preliminary Grape Crush Report, which was published by the USDA on February 10th, revealed a “shockingly” small vintage with total grapes harvested down 23%. With California representing 60% of the total wines sold in the US, this res...
In today’s episode Carol Collison interviews Christine Clair, former Director of the publicly traded Willamette Valley Vineyards, on how she succeeded in moving up the ranks over a 7+ year career at the winery. The conversation is packed with business insights. Highlights of the interview include:
- Tips on how to raise your professional profile through personal branding.
- How she and the company were able to raise $40MM through ...
In this second of two episodes on the role of the Sommelier in wine sales, Carol Collison and Lawrence Wine Estates’ Carlton McCoy discuss the story of his success which took him from training in the restaurant business, to becoming a Master Sommelier in his early ‘20’s, to today’s wine industry leader. Carlton describes the Court of Master Sommeliers as a successful industry training organization and probably the most impactful o...
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