Canadian Grapes To Wine Magazine - Summer 2014

PM # 41262017

The Most Read Business To Business Wine Industry Publication In Canada SUMMER

2014

MANAGING THE

CASH CRUNCH E-GRAPE SYSTEM ROLLOUT

FREE TRADE WITH KOREA

$2 MILLION FOR RESEARCH

VINEYARD TECHNOLOGY TESTED AT ENOVITIS CAMPO - ITALY

As We Go To Press Golden Mile Bench Proposes to become Okanagan Valley’s First Sub-Appellation Wineries located on the Golden Mile Bench wine growing area near Oliver in British Columbia have submitted a proposal to become the first official sub-DVA “Designated Viticultural Area” of the Okanagan Valley DVA. An in-depth scientific analysis by scientists from Agriculture and Agri-Food Canada, Pacific Agri-Food Research Centre – Summerland (AAFC-PARC Summerland) has shown the area has a combination of landform, landscape position, mesoclimate, air drainage and soil materials that make it distinct within the Okanagan Valley, contributing to the production of unique wines.

Questions & Answers: When will the Golden Mile Bench DVA become official?

The proposal has been submitted to the BC Wine Authority who conduct the process as laid out in the Wines of Marked Quality Regulation. Assuming the Authority determines that the requirements of the Regulation are met, it will then submit the proposal to the Minister of Agriculture for approval. There is currently no existing time estimate.

Who conducted the scientific study to determine the proposed boundaries? The A group of producers in the area have been exploring the concept of proposing boundaries were decided after in-depth analysis by Scott Smith, a soil scientist a Golden Mile Bench DVA since 2009. After much discussion, debate and an with the Pacific Agri - Food Research Centre (PARC) in Summerland in in-depth study of the region’s terroir by Scott Smith, M.Sc. Soil Scientist with conjunction with Dr. Pat Bowen, a Viticulture Research Scientist also at PARC. AAFC-PARC Summerland in conjunction with Dr. Pat Bowen, Ph.D. Research Will some vineyards or wineries be excluded from the new DVA? Scientist, Viticulture and Plant Physiology also at AAFC-PARC Summerland, As required under the Regulation, the area of the proposed DVA has been the final boundaries were decided. Wine consultant, Rhys Pender MW of Wine drawn up using a scientific basis. Some producers in the area have vineyards Plus+ helped to compile the proposal. both in and out of the proposed DVA and some vineyards are even cut into two by the boundaries. Also, any winery who buys grapes from within the With the Okanagan Valley DVA comprising around four-fifths of all proposed DVA can use those grapes to make a Golden Mile Bench DVA British Columbia’s vineyard area, yet producing wines from many different designation. mesoclimates and terroirs, it is a widely held belief that there is a need to break this large, single appellation into meaningful, scientifically unique sub-DVAs Will there be more sub-DVAs created in the near future? that produce distinctive wines. Golden Mile Bench is the first such application All those involved hope that this will be the start of creating a number of to the BC Wine Authority. scientifically defined unique sub-DVAs that help tell the story of the unique regions of the Okanagan Valley.

The proposal was submitted to the BC Wine Authority (BCWA) on May 20th. The BCWA will conduct consultations within the region and a vote What does a sub-DVA mean and how will it appear on labels? by ballot amongst the relevant stakeholders within the proposed region’s When a sub-DVA is created, it applies to all of the vineyards within the defined boundaries. Once the due diligence has been completed and assuming the boundaries. Any winery (not just those located in the sub-DVA) making wine BCWA determines that all requirements have been met, it will then submit the from grapes grown within the sub-DVA could use the name “Golden Mile Bench” as an appellation of origin on the label of that particular wine. proposal to the Minister of Agriculture for approval.

What’s being said…

Alice Sinia,

Stay Tuned…………

Ph.D Resident Entomologist – Regulatory/Lab Services, Orkin Canada

“Whether managing a sprawling winery estate, servicing crushpad equipment, or selecting the best practices for storing thousands of bottles – the art of winemaking comprises a multitude of to-do’s.”

John Young,

Owner - Angels Gate Winery, and Kew Vineyards, Ontario

“Consumers are looking for better quality Ontario red table wines.

Our approach is to blend small amounts of Appassimento wines with our Cabernet Sauvignon and Cabernet Franc in order to enhance the overall quality and consistency of our red table wines.”

Graham Rennie,

Owner – Rennie Estate Winery, Ontario

“We were experimenting drying grapes in a greenhouse with varying results. We wanted to perfect the ratio of temperature to humidity levels as well as to create a process that would result in a long period of slow, measured drying of our premium fruit. That’s when we approached Vineland,”

Dr. Hennie van Vuuren,

Director of the Wine Research Centre at UBC.

“Simone also has significant practical experience with grape growing and harvesting in the vineyard; at a young age he started working in his family’s vineyards in Italy. I have no doubt that Simone will do outstanding research that will benefit the industry in British Columbia and the world, and we look forward to his scientific contributions”.

Page 2 Canadian Grapes to Wine • Summer 2014

www.cdngrapes2wine.com

Editors Note My husband and I moved to “Wine Country” in BC 14 years ago. On our first visit we drove here from Washington State. Once we crossed the border we stopped at Tinhorn Creek Winery in the south Okanagan to visit Sandra & Ken Oldfield, fellow Davis Alum. They gave us a great paper that had very comprehensive maps inside to help us find our way up to Kelowna and other wineries we were to visit. That publication has since morphed into something else and there are now an abundance of different maps & brochures. None of which I have felt over the years offer the complete package.

With this said, an open letter posted below arrived just as we are going to press. It is from a friend/fellow winemaker that came up to visit us last month. I had sent him to the visitor’s center for a map so he could get around on his own the next day. There were too many, too vague, and not one was complete enough – I ended up taking him around and I even got lost!

In keeping with this theme, on page 20 Leeann Froese discusses many ways to help a visitor find your tasting room. In addition to maps, there are plenty of additional options you should consider.

Have a great summer, and enjoy all that comes with it. I am looking forward to seeing many of you at the 15th Annual Enology & Viticulture Conference & Trade Show here in BC held in Penticton.

Cheers!

Tari Di Bello, Editor

To whom it may concern, Recently, I made my first trip to the Okanagan Valley to visit some long time friends Tom and Tari Di Bello and to visit several wineries in the Oliver/Okanagan Falls area.

Tom and I are both winemakers with 25+ years experience in the industry. I currently reside in the wine country of Walla Walla, Washington. Previously, I lived in Napa Valley, California. I have also travelled extensively through Northern Italy, Bordeaux and the Rhone Valley in France. My point being I am a good navigator at travelling in new areas with just the information provided at the local tourism offices.

As I set out with a list of selected wineries and the 2014 Touring Guide published by the BC Wine Institute I found it to be difficult to find many of the wineries. For example, Fairview Cellars (very nice wines, by the way) was a series of wrong turns and an extra 20 minutes to find. Fortunately, I was travelling with Tari and was able to use her cell phone to call and get better verbal directions because the map is vague, small, lacking and generally not real user friendly. Yes, I have a cell phone but didn’t want to incur the outrageous roaming fees of being out of the U.S. calling plan. I also rely entirely on the maps and road signs as I don’t have a GPS in my car. I suspect many of the visitors who travel to your region don’t as well.

I think the fundamental mindset in the design and layout for a good tourism guide/map should be based on the premise that a visitor who has never been in the region, without a phone or GPS, can guide themselves smoothly to their selected destination. I understand new wineries are being established and guides/maps may not be entirely accurate throughout the year. Once a map/guide with great detail is produced, additions of new establishments can be made before press time each year.

With that being said, I will conclude by saying I had a wonderful time filled with great wines, great food, wonderful people and beautiful scenery. I look forward to visiting favorites, exploring further up the valley and enjoying all the great things the valley has to offer. See you next year.

Thank you for your attention, Steve Lessard Walla Walla, Washington www.cdngrapes2wine.com

PM # 41262017

Published Quarterly March, June, September and December by 2250 Camrose Street, Penticton, BC V2A 8R1

Tel. 250-492-6036 Fax 250-492-9843 email: editor@cdngrapes2wine.com www.cdngrapes2wine.com

Subscribe today!

✁

Name _________________________________ address________________________________ ph. ___________________________________ For the four quarterly issues; $10 in Canada.

(United States $15 U.S., International $25 Can.)

✁

Send your cheque with this cutout to: Canadian Grapes to Wine, 2250 Camrose Street, Penticton, BC V2A 8R1

Publisher: Don Kendall Managing Editor and Director of Sales: Tari Di Bello Creative Services Manager: Kirk Myltoft Circulation Manager: Sue Kovacs Canadian Grapes to Wine articles, columns, pictures and illustrations are copyrighted and may not be reproduced in any other publication without the expressed written consent of the Publisher. Although every effort has been made to verify the accuracy of information received and printed in Canadian Grapes to Wine, we cannot be held responsible for errors or omissions, E&OE.

ISSN 1188 - 1348 Publications Mail Registration No. 41262017

ON THE COVER New Grape Cluster

by Judy Bishop

PM # 4126 2017

Judy Bishop - The Travelling Eye is a The Most Re ad Business To Business veteran photographer, world traveler, Wine Indus try Publicatio n In Canada writer and technology marketer.

SUMM ER 20 14 MANAGING THE Judy Bishop has been a Getty CASH CRUN CH Images photographer since 2007.

E-GRAPE SYST EM She provides quality corporate and ROLLOUT personal photographic services to FREE TRADE WITH KORE A select clients, and photographs our covers. Judy is applying her deep knowledge of oenology and the Okanagan Valley to a multi-year $2 MILLION photo project in collaboration FOR RESEARC H with one of Canada’s leading VINEYARD TECHNOLO wine writers, she is capturing GY TESTED AT EN OVITIS images for a book about the CAMPO - ITA LY “four seasons of the Okanagan wine industry”, to be published in the not too-distant future.

Judy is based in Vancouver and Kelowna BC. (travellingeye@judybishop.ca) Canadian Grapes to Wine • Summer 2014 Page 3

Winemaking the theory of the sacrificial tannin

Skin tannins are released naturally into solution earlier in red wine fermentations than seed tannins. Seed tannins do not begin to be released in any volume until about a third of the way through. As such, there is a great likelihood for a large portion of “soft” tannins to be lost early during a fermentation, as they are available to bind up grape protein. After binding, such tannin-protein complexes then fall out.

The early protein binding by the soft tannins has an important consequence.

It means that as the fermentation proceeds, soft tannins are proportionally less available for other purposes, such as creating stable color or balancing flavor astringency. Coarse tannins can predominate.

Understanding this process, the recent explanations of the role of fermentation tannins center on what has been called the “sacrificial model.”

Fermentation tannins such as FT Rouge are highly reactive with proteins. When added early in a fermentation, their tannins are available to bind with the proteins IN PLACE of the grape’s natural “soft” skin tannins. The fermentation tannins then drop out together with their sequestered proteins.

This is the “sacrifice”. The effect of this process is to leave larger quantities of the natural “soft” tannins from the grapes than would otherwise be available for color binding and for the final wine. This theory would explain why the fermentation tannins are not found in the wine. It would also offer an explanation relative to improved color and “softer” organoleptics.

The BC Government released its full Liquor Policy Review Report European

winemakers (and particularly French winemakers) have used fermentation tannins for generations. As with many other winemaking tools, such as barrels and gelatin, the traditional reasoning behind tannin use came from positive experience, rather than from the lab and hard science. Winemakers learned from their eyes and their palates. Red wines made using commercial tannins had enhanced color stability and reduced astringency. Further, the results were repeatable. Blind tastings and color checks showed consistent preferences.

Still, some in the technical community voiced some skepticism about tannins.

This was particularly true in the late 1990’s. Though they did not discount organoleptic preference, laboratory testing found little enduring presence of fermentation tannins in finished wines. The argument they made was this: “If the tannins have such a good effect, why can’t we find them in the finished wines?”

Actually, a very good explanation has now been suggested.

The skins of red grapes are the source of their “soft” tannins. Skin tannins are notably less coarse (astringent) than seed tannins. The relative concentration of skin and seed tannins will vary from variety to variety and from grape to grape.

The ultimate concentration of these tannins in finished red wine is governed by the interaction between the grape’s tannins and its natural grape proteins and color compounds (anthocyaninins) during fermentation.

A Fermentation Tannin Primer Scott’Tan Fermentation Tannin Range Name FT Rouge

Composition Proanthocyanidins + Ellagic tannin (chestnut)

FT Rouge Soft

Proanthocyanidins + Ellagic tannin (oak)

Properties • Highly reactive with proteins • Promotes color stability • Enhances structure and aging potential • Strong anti‐oxidant • • • •

Reactive with proteins Promotes color stability Enhances structure and aging potential Anti‐oxidant

FT ColorMax

Specially processed catechin tannin

• •

Promotes color stability Goes easily into solution

Uva’Tan

Proanthocyanidins (from grape skins and seeds)

• • •

Reactive with proteins May compensate for poor tannin structure from grapes Promotes color stability

• • •

Reactive with proteins Promotes color stability Provides softness Reactive with proteins Complexes with oxidizable molecules, preventing browning.

Reactive with proteins Complexes with oxidizable molecules, preventing browning.

Uses Red and fruit wine: • Help stabilize color, enhance structure.

• Inhibit laccase (botrytised grapes) and protect anthocyanins in grapes from rot.

Red and fruit wine: • Help stabilize color, enhance structure.

• Inhibit laccase (botrytised grapes) and protect anthocyanins in grapes from rot.

Red and fruit wine: • Intended for use in tandem with FT Rouge.

• Helps stabilize color.

Red, White and Rosé wine: • Help stabilize color • Enhances structure and aging potential

Uva’Tan Soft

Proanthocyanidins (solely from grape skins)

FT Blanc

Gallotannin (Oak gall nut)

• •

FT Blanc Soft

Gallotannin (Oak gall nut)

• •

AGRICULTURAL NETTING & FABRICS

Red, White and Rosé wine: • Help stabilize color • Enhances structure while reducing potential astringency White, Rosé, cider and fruit wine: • Improve clarification and structure • Minimize reductive odors • Inhibit laccase (botrytised grapes) White, Rosé, cider and fruit wine: • Improve clarification and structure • Minimize reductive odors • Inhibit laccase (botrytised grapes) • Enhance mouthfeel.

OKANAGAN WINE LAB

10% DISCOUNT On All Services On Any One Order Promo Code: G2W0314

VQA & Export Packages - Microbial Analysis - Field Sampling Lab Chemicals & Equipment - Wine Consulting & Technical Help ● Unbeatable bird protection ● Strong HDPE knit, open-mesh nets ● 10 year UV warranty ● Hail, shade, rain & other fabrics ● Easy to apply and remove ● Nets for grapes, cherries & berry crops ● Custom nets and structures

Neal Carter & Associates Ltd. 250-494-1099 www.farmsolutions.net neal_carter@telus.net

Page 4 Canadian Grapes to Wine • Summer 2014

Convenient Sample Drop Locations

Penticton Lab with 24/7 “Nite Owl” Drop Box (hwy 97) Satellite Drop Boxes: Kelowna - OK Falls - Penticton (downtown)

OKWINELAB.COM

250.717.0788 www.cdngrapes2wine.com

S COT T L A B O R ATO R I E S YOUR TRUSTED SOUR CE FOR KNOWLEDGE, QUALIT Y AND I N N O V AT I O N S I N C E 1 9 6 9 .

Supplying corks to Canadian vintners continuously since 1977.

Founding member of the Cork Quality Council.

First in world to screen for TCA using SPME technology (since Dec. 1999).

100% sustainably harvested cork.

(800) 797-2688 w w w. s co t t l a b s l td. co m info@scottlabsltd.com

Wine Research Corrie Krehbiel

Corrie Krehbiel is a Canadian winemaker currently working as the technical winemaking consultant at CellarTek. With 10+ years of Okanagan wine making experience and over 5 years of oenology studies, she heads up the technical wine making products portfolio.

Question: My fermentations seem to go just fine with my regular additions of nutrients so why do I also need to use special nutrients when I’m rehydrating my yeast?

Answer: To put it simply, yeast cells require different nutrients not found in fermentation nutrient products during the rehydration stage to better arm them with the tools to perform their job with peak efficiency.

with the outside environment, which in return improves balance and leads to a decrease in H2S and SO2 production under stressful conditions.

Improved Aromatics It is well known that the concentration of aroma compounds produced by the yeast is a function of nutrient availability.

During wine fermentation, yeasts utilise the nutrients found in the grape juice and produce an array of volatiles such as esters, higher alcohols, volatile fatty acids, carbonyls and sulfur compounds. These compounds can be classified into two groups based on their contribution to the quality of wine. Amongst the positive contributors are volatile thiols, imparting fruity aroma to wine reminiscent of grapefruit, passion fruit and boxwood.

Amino acids and their role in building a better yeast cell During rehydration, the yeast activates its own metabolism and it has been shown that supplementation of amino acid additions can enhance the ability to produce rapidly degraded proteins such as the glucose transporters.

Transporters are the “organs” used by the yeast to eat the nitrogen and the sugar when they ferment. The absence of transporters results in decreased fermentation activity, lower production of aromatics and increased reductive aromas.

In the AEB rehydration nutrient, Fermoplus Energy GLU, the purity of the extract in terms of amino acids is guaranteed Fermol Complete by a centrifugation process that ensures that the size of the Killer Sugar molecules present in the extract is less than 0.5 Kilo Dalton.

Sugar This is the size that a yeast cell can immediately metabolize.

For this reason the rate of addition of Fermoplus Energy GLU is half those recommended by other companies.

The “GLU” in the name corresponds to a natural high glutathione content.

Glutathione is a natural antioxidant and ensures yeast cells are not damaged by the high oxidative activity existing during rehydration.

Fermoplus Energy Glu

Fermol Fermol Complete Complete Killer Killer

Alcoholic stress and the importance of sterols The accumulation of ethanol during alcoholic fermentation creates “alcoholic stress”. Ethanol acts as a solvent on the yeast’s cellular membrane. To encourage their resistance and performance for coping with alcoholic stress, it is essential to provide the yeasts with protective compounds throughout fermentation, especially during rehydration. One of the most important of these compounds are sterols. Providing them allows the yeast membrane to be restored and reinforced, having been weakened following the drying process during production.

Fermopius Fermopius Intigrator Fermocel Intigrator

These positive volatile thiols are present in grapes in their precursor form, and during fermentation yeast take-up these precursors and cleave them to release free volatile thiols into the wine. The concentration of these thiols in wine depends on the amount of precursor cleaved during fermentation and the resultant wine composition. Fermentations conducted with yeasts they have been rehydrated with inactivated yeast based nutrients have been proven to have an increased concentration of positive aroma thiols.

So in conclusion, Yeast Rehydration Nutrients based on inactivated yeast cells will help you gain control of the fermentation with your selected yeast strain, provide a stronger yeast cell to conduct fermentation, protect your yeast cells from the stresses of fermentation, help to control sulphur based off flavors & aromas and contribute to positive fruity aromas in your wines.

The question should be, “Why wouldn’t I use rehydration nutrients?”

Cheers!

Inactivated yeast-based rehydration nutrients can provide the sterols required to protect the yeast. They are of particular interest for their high capacity to ensure cellular survival during the final stages of alcoholic fermentation which helps to decrease the incidence of stuck or sluggish fermentations.

Rehydration nutrients and the formation of sulphur compounds Apart from the stress factors mentioned above (the presence of ethanol, yeast drying), rehydration nutrients also help the yeast to improve its resistance to inoculation into the must, which carries many stress factors including sugar content, low pH and the presence of SO2. Using rehydration nutrients helps to reduce the quantity of volatile acidity (VA) and negative sulphur compounds produced by the yeast during AF. Recent results have revealed the significant effect of rehydration nutrients on the sulphate assimilation pathway in yeasts with a significant drop in the activity of this pathway when the yeast is rehydrated using them. It is clear that the use of high quality rehydration nutrients allows the yeast to improve its exchanges Page 6 Canadian Grapes to Wine •Fall Summer 2012 2014

tek. h cellar• it w g n li a heir s like de nt and t e ll e c “I alway x e is ne” uipment nd to no ery o c e s Their eq is Win service ek Estate darCre

t Ce maker a

Wine rooker, Darryl B

Commercial Winery and Brewery Supply

cellartek•com

West: 1•250•868•3186 East: 1•905•246•8316 Toll Free: 1•877•460•9463

www.cdngrapes2wine.com

Winemaking The Secret Behind Appassimento Wines What do Kew Vineyards Soldier’s Grant 2011,

program, Vineland and a number of other regional partners were already studying different drying techniques. Partnering with the two winery owners to develop a proprietary system calibrated to Ontario’s growing conditions and customized to wineries’ specifications just made sense.

Rennie Estate Winery “G” 2011 and Rennie Estate Winery Scarpata 2011 have in common? They are Ontario red wines made using a proprietary Appassimento method pioneered at Vineland Research and Innovation Centre (Vineland).

Neighbouring Niagara region winery owners John Young (Angels Gate Winery and Kew Vineyards) and Graham Rennie (Rennie Estate Winery) are big believers in Appassimento wines produced domestically. The process allows for enhanced development of flavours, concentration of sugars and contributes to more complex aromas in wines made from high quality grapes harvested in cool climate areas with shorter growing seasons.

Forced air drying process

Currently, there is no Appassimento wine category at the Liquor Control Board of Ontario (LCBO).

However, in 2010 the crown corporation showed net sales nearing $40 million for this style of wine with just eight percent originating from Ontario. Dried fruit This is a great opportunity for domestic producers.

“Consumers are looking for better quality Ontario red table wines. Our approach is to blend small amounts of Appassimento wines with our Cabernet Sauvignon and Cabernet Franc in order to enhance the overall quality and consistency of our red table wines. Our 2011 Soldier’s Grant is an example of this approach that has shown a tremendous success,” says Young.

In 2011, Rennie and Young partnered with Vineland to develop a reliable grapedrying system for their wines.

“We were experimenting drying grapes in a greenhouse with varying results. We wanted to perfect the ratio of temperature to humidity levels as well as to create a process that would result in a long period of slow, measured drying of our premium fruit. That’s when we approached Vineland,” comments Rennie.

Led by Brock University’s Cool Climate Oenology and Viticulture Institute (CCOVI) and through funding provided by the Ontario Research Fund – Research Excellence

“The drying methods currently used in the industry are sometimes unreliable and labour-intensive. We have developed a forced-air drying process that takes into account Ontario’s unique weather conditions and that is fully controlled and adjustable to adapt to varying harvest conditions and winery requirements,” says Dr. Bernard Goyette, Vineland’s Research Scientist, Postharvest Science. Rennie’s “G” 2011, Rennie’s Scarpata 2011 and Kew’s Soldier’s Grant 2011 wines were crafted from grapes dried by this drying system during the pilot project.

So what’s next? Vineland will build small prototype units housing its proprietary drying system and install them at partnering wineries for testing and scale-up during the 2014 harvest.

Rennie Estate Winery’s “G” 2011 is a wine made with Merlot, Cabernet Sauvignon and Cabernet Franc grapes dried using the Appassimento method while Rennie Estate Winery’s Scarpata 2011 is a Ripassostyle wine which is a blend of Cabernet Sauvignon grapes fermented with the skins used in the production of the “G” wine. Both can be purchased at the Malivoire Wine Company in Beamsville, Ontario and at select restaurants in the GTA and Niagara. Kew Vineyards Soldier’s Grant 2011 is available at the Beamsville winery and for a limited time in the Vintages section at the LCBO. It is a blend of Cabernet Sauvignon and Cabernet Franc with approximately 12 percent of the latter produced in the Appassimento style. The wine won a silver medal at the 2013 WineAlign National Wine Awards of Canada.

Vineland’s industry-focused research creates impactful results for the Canadian wine industry. For more information on Vineland’s Appassimento research, please contact: Dr. Bernard Goyette, Research Scientist, Postharvest Science at 905-5620320 x169, bernard.goyette@vinelandresearch.com or Lana Culley, Director, Business Development at 905-562-0320 x 747, lana.culley@vinelandresearch.com.

Supplier News Great Attendance at cellar•tek’s 10th Anniversary Trade Exhibitions In honor of their 10th Anniversary, Canadian

winery and brewery supplier cellar•tek held trade exhibitions in Penticton, BC and in St. Catharines, ON.

from both our suppliers and our customers in the Okanagan and Niagara regions” says Peter Glockner, Marketing Director.

“What a great two weeks it has been. Being able to share this milestone with so many wonderful people means a great deal to our entire team” says Tugce Oezatilgan, Marketing Coordinator.

Cellar•tek welcomed a total of over 200 guests from the wine industry to their one-day trade exhibitions.

Participants had the opportunity to visit 14 The Okanagan celebrations were held on March 26th at the manufacturer booths including Moog, Innerstave, Okanagan College campus in Penticton and the Niagara Diemme, Liverani and Valentin in each location. celebrations were held at Club Roma in St. Catharines on The cellar-tek team showcased new equipment April 3rd. and technologies including Valentin’s Traditional Method sparkling equipment and Diemme’s Because we’re such huge fans of great wines and beers, MicroFlex, a ground breaking filtration technology. Roslyne Buchanan speaking with Marco from AEB. we strive to be the “go to” support system for commercial Manufacturing representatives from Italy, France, wineries and breweries so we can do our part to help them Germany and the US were on-hand to present their products and answer questions. make the best beverages possible. Founded 10 years ago, in 2004, cellar•tek answered a call from Canada’s wineries to create a business that provides technical sales support The exhibitions offered various sold-out product seminars presented by AEB and Laffort, before, during and after every sale. Operating under that model, cellar•tek has grown as well as varietal tasting panels led by international wine experts Rhys Pender, Master of from its humble beginnings to encompass 12 employees working from two fully stocked Wine, and Chris Waters, Co-Founder of Vines Magazine. “I was completely blown away warehouses; one in BC’s Okanagan Valley and the other in the Niagara region of Ontario. by the attendance at our 10th anniversary trade exhibitions and the support we received www.cdngrapes2wine.com

Canadian Grapes to Wine • Summer 2014 Page 7

Supplier News PACIFIC OZONE COLABORATION WITH GUSMER Pacific Ozone to bring water saving solutions to the beverage industry.

Pacific Ozone is a leading supplier of air-cooled, corona discharge ozone generators and integrated ozone contacting systems. In addition to ozone products, Pacific Ozone offers system integration and engineering support to meet the needs of the wine industry.

Gusmer is offering the PC Series of portable generator carts. Known for its controlled application of ozone solution, the PC Series is ideal for barrel washing, tank sanitization, surface disinfection, and clean-in-place (CIP) of tanks and piping. The PC Series is also being utilized in a growing range of food and beverage applications including brewing and dairy processing.

To learn more about how Pacific Ozone generators can help your winery please contact Gusmer Enterprises. Gusmer offers a full line of solutions for the wine industry including fermentation and processing aids, filtration media and equipment, analytical products and instrumentation, processing equipment, and analytical laboratory services.

Gusmer Enterprises Inc.

New Packaging For “High Speed” Customers TricorBraun executive VP explains how to win the race.

The strategies that keep packaging ahead of purchasers’ high speed lifestyles will be presented at the Global Food and Craig Sawicki Beverage Packaging Summit by Craig Sawicki, TricorBraun executive vice president and chief creative officer. TricorBraun is one of North America’s largest suppliers of rigid packaging and components.

The conference will be at the Chicago Hyatt Regency July 16-17.

Mr. Sawicki’s presentation will cover: · “The Express Train Family” Demographics of the new American family. · “Lifestyle Packaging” Daily-life consumer changes that alter packaging. · “Build a Better Box” Design and manufacture packages that support consumers. · “Keep your Package in the Game” Spot trends to keep packaging relevant.

TricorBraun’s (www.tricorbraun.com) primary focus is on designing, sourcing and supplying rigid packaging and components for personal care; cosmetics; healthcare; food and beverages; as well as industrial and household chemicals.

The company has more than 40 offices globally.

Cellar Dweller offers Mobile Filtration Systems

5

• Two Pall Oenoflow Crossflow Systems; quick, efficient, organoleptic filtration of wine.

• Rotary Vacuum Drum Filter (RVDF); recovery of valuable juice and wine lees.

• Reverse Osmosis - Sweetspot your wines!

Alcohol Reduction, Wine Fault Correction (VA, Brett, smoke taint removal).

• STARS (Selective Tartrate Removal System); Energy Efficient Tartrate Stabilization, ph adjustment

Cellar Dweller

Mobile Filter Services Ltd. Lesia Wood & Robert Kwakernaak 250-497-2009(office) 250-487-2995(cell) Fax 250-497-7888 153 Eastside Rd., OK Falls, BC

www.CellarDweller.ca lesia@cellardweller.ca robert@cellardweller.ca Page Page88 Canadian Canadian Grapes Grapes to to Wine •Spring Summer 2013 2014

www.cdngrapes2wine.com www.cdngrapes2wine.com

Wine Business “VQA” AND “ICEWINE” TRADEMARKS NOW OWNED BY CANADIAN VINTNERS ASSOCIATION The Canadian Vintners Association (CVA) and Vintners Quality Alliance of Canada (VQAC) Boards of Directors are very pleased to announce that the ownership of all VQAC intellectual property assets and registered trademarks, including “VQA” and “Icewine”, have been legally transferred from VQAC to the CVA, effective March 31, 2014.

“This is great news for the Canadian wine industry and wine consumers,” said Murray Marshall, CEO of Diamond Estates Wines & Spirits Inc. and Chair of the VQAC. “It was a unanimous decision of the VQAC Board, recognizing the excellent work that the CVA does to protect and champion the Canadian wine industry in the domestic and international marketplace.”

Over the past decade, the CVA has managed the national, inter-provincial and international trade issues on behalf of VQAC and the Canadian wine industry. This has included the completion of a Non-Enforcement Agreement between VQAC, the Government of British Columbia and the British Columbia Wine Authority, as well as a lengthy process resulting in VQA trademark protection in the growing China market.

Over the years, CVA has registered the VQA trademark and design in key export markets around the world, and the CVA will continue to ensure that the mark continues to be used only in association with Canadian wines of origin made from premium 100% Canadian grown grapes. All VQAC non-enforcement agreements in Ontario and British Columbia will be assumed by the CVA.

“We are very pleased with the decision by the VQAC to recognize the CVA as the organization best positioned to protect the VQA and Icewine trademarks in Canada and abroad,” said Tony Stewart, President of Quails’ Gate Winery in British Columbia and CVA Chair. “Over the past decade, the CVA has dedicated significant internal and financial resources to protect VQAC intellectual property and the integrity of Canadian wine.”

“The CVA is committed to advocating on behalf of the Canadian wine industry,” said Dan Paszkowski, CVA President and CEO. “Both VQA and Icewine have helped define our world-class wines and we are thrilled to become the official steward on behalf of the Canadian wine industry.” The CVA will establish a National VQA Committee to offer national oversight and protection with representation from Ontario and British Columbia VQA producers and stakeholders.

BC Wine Grape Council 15th Annual Enology & Viticulture Conference & Trade Show

Kubota M40 Narrow Kubota M40 Narrow 0 % for 6 0

Monday, July 21 & Tuesday, July 22, 2014 Penticton Trade Show & Convention Centre

0 % for 6 0

Months OAC or Cash Discount*

Months OAC or Cash Discount* * Limited time offer.

See your dealer for details.

The Annual Enology & Viticulture Conference & Tradeshow is a premier wine industry event which brings hundreds of wine and grape industry professionals together to discover new products and services, to learn about the latest technologies and research, as well as to network.

* Limited time offer.

See your dealer for details.

Some Highlights

Managing grapevine trunk diseases…

Dr. Mark Sosnowski , South Australia Research & Development Institute Virus vectors research…

Dr. Kent Daane, University of California New World and BC Market Trends in Chardonnay and Merlot Stephen Schiedel, BCLDB, New World Wine Buyer ML Fermentation in Chardonnay and Merlot Dr. Peter Salamone, NA, Laffort, USA Water consumption, transpiration…

Dr. Andrew McElrone, USDA, Davis Yeast Strains in the Winery, Chardonnay Fermentation Dr. Dan Durral, UBC-Okanagan Panel – How to prevent and deal with grapevine virus diseases…

Drs. Kent Daane, Deborah Golino, Anna-Mary Schmidt, Tom Lowery, & Jose UrbezTorres Visit the Tradeshow - Over 105 exhibitor floor displays G EGREARRADR’DS’ S Attend the New Exhibitor Workshop Area in the Tradeshow

Sponsored by

E Q U I P M E N T E Q U I P M E N T

M8540NPK

M8540 Cab M7040

M8540NPK

GGEERRAARRDD’ S’ S M8540 Cab

Narrow enough to work between the vines and low enough to get you under the tree branches. These narrow and compact tractors offer M7040 exceptional maneuverability and power. Available with 60, 70 or 85 Hp Kubota diesel engines; in either ROPS or Cab platforms.

Doto more withbetween Kubota. the vines and low enough to get you enough work

EE QQ UUI IP PMME EN NT T

Narrow under the tree Kubota.ca branches.Like These and compact tractors offer us on narrow Facebook.com/KubotaCanada exceptional maneuverability and power. Available with 60, 70 or 85 Hp Kubota diesel engines; in either ROPS or Cab platforms.

Do more with Kubota.

R

R

Kubota.ca Like us on Facebook.com/KubotaCanada

BEING HERE TO HELP FARMERS GROW THEIR CR BEING HERE TO HELP FARMER

BEING HERE TO HELP FARMERS GROW THEIR CROPS

BEING HERE TO HELP FARMERS GROW THEIR CROPS

GERAR R DD’’SS

BEING HERE TO HELP FARMERS GROW THEIR CROPS

BEING HERE TO HELP FARMERS GR

E Q U I P M E N T E Q U I P M E N T

G

Supplying Specialized machinery to growers,EGE nurseries and vineyards since 1973.

For more information contact BC Wine Grape Council, Tel: 250 767 2534 E-mail: BCWGC@telus.net or visit: www.bcwgc.org www.cdngrapes2wine.com

5592 Hwy 97, Oliver, BC 250-498-2524 or 250-498-6231 www.gerardsequipment.com Canadian Grapes to Wine • Summer 2014 Page 9

Wine Business BC WINE INSTITUTE ANNOUNCES GOVERNANCE REVIEW The British Columbia Wine Institute announced in April it has commenced

an independent third party review of the organization’s governance structure.

In making the announcement, BCWI president Miles Prodan spoke of the changes to the BC wine industry since the current BC Wine Institute Society, operating as the BCWI, was put in place eight years ago.

“When our current structure was put in place there were 131 grape wineries in BC, today there are 235,” said Prodan. “While that growth has propelled the BC wine industry to contribute $2 billion a year to the BC economy, the current board of directors believes now is the time to give pause and ensure the BCWI is structured properly for our continued success in the future.”

The purpose of the review will be to ensure that the BCWI continues to meet or exceed members’ expectations and expands the opportunities for British Columbians who earn their livings in the BC wine industry. In undertaking this review, it is expected that all BCWI members will have an opportunity to provide input into the review process. Final recommendations will be implemented and enacted subject to member approval and bylaw changes, as required.

BC Wine and Grape Industry Facts

• The BC Wine Industry’s $2.0 billion economic impact is a significant driver to the BC economy. For every bottle of wine produced in the Province, there is $42 of economic impact generated.

• BC Wine Economy has 235 grape wineries and over 864 vineyards on more than 9,800 acres of land.

Prodan also spoke of the impact that the Parliamentary Secretary John Yap Liquor Policy Review had on the decision to undertake the review.

“The recent government review of the Province’s liquor policies has resulted in a number of recommendations that are positive for the continued success of the BC wine industry,” said Prodan. “It’s also an appropriate time for the BCWI to ensure, as an organization, we’re positioned properly to maximize the opportunities and continue to build and expand the BC VQA category here in BC and around the world.”

A timeline for the review process will be circulated to BCWI members, along with regular progress updates. The review will focus on all areas of the organization, including, but not limited to: internal governance; board structure; member winery representation; and membership communications strategy.

• More than 10,000 people have jobs in BC as a result of the wine and grape industry.

• The BC Wine Industry generates $476 million in tourism and tourism employment related economic impact.

The BCWI has 138 member wineries comprising the vast bulk of production in BC (there are 235 total in BC). BCWI member wineries include both large manufacturers that produce blended wine as well as small and medium sized wineries that produce only 100% BC product. Recently, the BCWI has had to deal with issues such as inter-provincial shipping and the reforms proposed by the government’s liquor policy review.

The only electronic pruning tool in the world with an interchangeable cutting head.

Kit

New LCD Display

Light

Medium

Maxi

- Battery level display.

- Work intensity display.

- Cut counter.

- Electronic blade positioning adjustment.

- Electronic adjustment of half aperture.

Vest

Specially adapted solutions for high pruning work.

The F3010 can be fitted with a range of fixed and telescopic extension poles ranging from 1.20m to 3.5m. giving a cutting reach of up to 5 m. above ground. The pruning shear is controlled by a micro switch housed in a sliding handle on the carbon fibre tube.

OKANAGAN

VITICULTURE SERVICES INC. British Columbia

PO Box 25026 Mission Park PO Kelowna, BC P: (250) 762-9845 F: (250) 762-9846 C: (250) 878-3656 fwhitehead@shaw.ca

Page 10 Canadian Grapes to Wine • Summer 2014

Electric Saw Mobile Trigger System

Tying Machine

www.infaco.com www.cdngrapes2wine.com

Wine Business Bruce Paxton Bruce Plaxton, CPA, CA, CBV is a member of BDO’s Winery Services Team.

Value Enhancement - What’s Driving Your Winery?

The value of your winery has as many components as there are tasting notes for a glass of wine. How does someone put a value on your winery and what happens to it when you are no longer running the show? As with wine, the variations in depth and detail are unique to each business operation.

The first step to value enhancement is understanding that your winery’s value is ever changing and is affected by both internal and external factors. A Chartered Business Valuator (CBV) can assist you with determining the current value of your business, which will provide a benchmark for future value enhancement. A business valuation can be a useful exercise to identify and prioritize the key value drivers for your business and will provide specific and measurable goals for your business regardless of your intent to expand, sell or create a lasting legacy for future generations.

The key value drivers for an estate winery fall into the following three main categories: net tangible assets, expected future cash flow and the risk profile of the business operations.

Net tangible assets: The sum of the market value of the hard assets of your business (land, buildings, equipment, inventory, etc.) less the sum of the liabilities will arrive at the amount of net tangible assets. The net tangible assets of a business establish a measure of downside risk for a purchaser as this is the approximate value that could be realized if the operation was liquidated.

All other factors being equal, if two estate wineries had the same level of cash flow each year, the business with the higher net tangible assets would be seen as more valuable to potential purchasers. Reinvesting in the assets of the company increases net tangible assets.

• Strength of management team: By developing your management teams’ industry knowledge base and formalizing roles and responsibility you can decrease reliance on the owner. A strong management team that runs the operation smoothly when the owner is absent reduces risk.

• Economic dependence on one customer, group of customers or sales channel: Are you economically dependent on a particular customer or are all your sales done only through your wine store? By having a variety of distribution channels and revenue streams you can significantly reduce your risk profile.

• Economic dependence on a supplier: Where do your grapes come from? Do you grow your own or do you have contracts to purchase from growers? Are your grape suppliers replaceable?

• Economic dependence on key employees: If a business is too reliant on one employee there is significant risk to the company if the employee chooses to leave.

• Recurring revenue streams: Build strong customer relationships which lead to repeat sales and establish sales channels through wine clubs or other avenues to generate recurring revenue.

• Net tangible assets: As mentioned above, net tangible assets are a measure of downside risk and therefore contribute to an operations risk profile.

In the next article, we will discuss targeting your buyer and the difference between value and price.

To learn more on enhancing the value of your winery, contact BDO or attend our information session at 10:00 a.m. July 22, 2014 at the 15th Annual Enology Viticulture Conference; hosted by Bruce Plaxton, CPA, CA, CBV and David T. Braumberger, CPA, CA on the tradeshow floor.

Expected future cash flow: Future cash flow expectations are the main driver of value in most business operations, as the value of a company is equal to the present value of all future benefits anticipated to accrue from ownership.

Historical cash flow levels and related growth are normally the best indication of future cash flow expectations in mature, stable operations. Having a track record of meeting or exceeding cash flow growth plans will provide a level of comfort to a buyer that future growth plans can be achieved.

The cash flow of a business can generally be improved by either increasing sales revenue, decreasing the cost of sales or decreasing operating expenses.

Some questions to take into consideration regarding future cash flow growth include: • How would an increase in your pricing affect your sales volumes?

• Are your gross margins comparable to those in the industry?

• Is your winery noted for one type of wine but the sales of your other product lines are less than favorable?

• As the market shifts between red, whites, sparkling and ice wines are you able to adjust your product lines to meet these demands?

• Do you have other products that increase your market share?

• Do you have sales contracts in place for your wines?

• Have you developed a niche market where you customers are preordering your wines in anticipation of release dates?

• Have you recently been featured in a wine magazine with favorable reviews, or won significant awards in the industry that can be leveraged into increased sales?

• What expenses could be reduced without affecting sales levels?

Risk profile of your winery: The risk profile of a business dictates the price that a buyer is willing to pay to purchase the Company’s expected future cash flow. There are many internal and external factors that affect the risk profile of a business. To enhance the value of your operation your efforts should be focused on reducing the internal risk factors, as these are areas that you can control.

The following is a listing of key internal risk factors that can affect the risk profile of your operation, and therefore its value: • Economic dependence on the owner: A buyer’s main focus will be on the level of cash flow that they will be able to produce after buying your business, not the cash flow that you were able to produce. Accordingly, the risk profile of your business will be reduced (and the value enhanced) when the revenue of the company is not directly tied to the owner. www.cdngrapes2wine.com

BDO HELPS BUSINESSES AGE TO PERFECTION BDO is a proud sponsor of the 15th Enology & Viticulture Conference held on July 21 — 22, 2014 at the Penticton Trade and Convention Centre.

Visit us at Booth 60 or join our trade floor presentation “Value Enhancement — What’s Driving Your Winery?” at 10am on Tuesday July 22, hosted by Bruce Plaxton, CPA, CA, CBV and David T. Braumberger, CPA, CA

Assurance | Accounting | Tax | Advisory Kelowna | Penticton | Vernon | Salmon Arm | Kamloops 800 993 3313 www.bdo.ca

Canadian Grapes to Wine • Summer 2014 Page 11

Wine Research feds buoy wine research with $2 million in the okanagan

by Jennifer Smith - Kelowna Capital News It takes two hands to count all the research projects the BC Wine and Grape Council will support thanks to an influx of funding from the Canadian government announced on Earth Day. Kelowna-Lake Country MP Ron Cannan visited Grey Monk Estate Winery, Tuesday, for a press conference trumpeting a $2 million dedication from the five-year Growing Forward 2 initiative, fostering innovation in agriculture.

The wine industry contributes $2 billion to B.C.’s economy and generates $8 million in exports nationally—four times what it did six years ago—and Cannan congratulated the researchers and industry insiders gathered on a job well done.

“Your industry captures value and keeps it right here where it belongs, in the Okanagan, and B.C.,” said Cannon. “That’s why our government continues to work with the BC Wine and Grape Council to help you complete your growth and grow your markets here in Canada and around the world,” Minister of Agriculture Gerry Ritz has just returned from South Korea, the country with the highest price-point for red wine in the world, where Prime Minister Stephen Harper signed the Canada-Korea Free Trade Agreement on March 11, Cannan said.

“We have about 50 acres on site right here at the winery, but we have grapes all the way from Vernon down to the border,” said Wong. “So were looking at irrigation issues.

We have different soil types throughout the valley and different grapes styles…

“That’s the importance of local research,” he said. “It looks at the affects of our climate on our varieties in our geography.”

The research this announcement will support includes: a ground-cover vegetation study looking at beneficial crops to use in the vineyard to promote healthy vines and reduce pests, like cutworm world-renown Leafroll virus researcher José Ramón Urbez-Torres’s studies on the disease research into grapevine trunk diseases, which have a severe economic impact in the Okanagan bud hardiness studies and plant management practices that affect the bud hardiness of vines in the winter irrigation management advances leaf removal and other canopy management techniques impacting the quality of the vine research on spontaneous and natural fermentation from yeast existing in the vineyard classical breeding of yeast to produce lower volatile acidity and hydrogen sulphate to produce better quality wine.

Some $2 million was also dedicated to B.C.’s viticulture research under Growing Forward 1; the Growing Forward 2 program includes $3 billion set aside for agricultural innovation.

The trade agreement is one of nine free trade agreements the government has signed in the last seven years as it moves forward with an aggressive trade agenda, and the first in Asia.

For the wine industry, it should level the playing field for products previously under large tariffs, like ice wine, making it easier to compete with the United States and Europe— areas already signed to liberal trade agreements with the region.

Meantime, it’s hoped this funding announcement will help improve the quality of B.C. wines, lower production costs and offer an eco-friendly spin wineries can use in marketing their product to its affluent target audience.

“I think we all agree innovation is the hallmark to success for industry and it’s no exception within the Canadian grapes and wine industry,” said Cannan.

The money will be used to support ongoing efforts to control disease, lift harvest yields, minimize water use and improve the overall environmental footprint of the industry, according to Mike Watson, chairperson of the BCWGC. “We’ve created a certification program where we have parameters so wineries can go out and self-assess themselves on sustainability measures,” Watson said.

The certification system focuses on the social, economic and environmentally responsible production a winery employs.

B.C. is becoming a research node for this industry with scientists at the Wine Research Centre at UBC Vancouver, those on the university’s Okanagan campus and at the Pacific Agri-Food Research Centre in Summerland all working on different aspects of grape growth.

It’s a huge asset, according to winemaker Roger Wong, who crafts 26 products for Grey Monk, one of the pioneers in the valley.

Page 12 Canadian Grapes to Wine • Summer 2014

www.cdngrapes2wine.com

Wine Business Geoff McIntyre, CA Geoff McIntyre is a Business Advisor and Chartered Accountant for MNP LLP.

MANAGING THE CASH CRUNCH Applying these strategies can help your winery manage the stress of seasonal cash flow.

“I had to get used to writing a lot of cheques... and none of them were for less than $10,000”.

Response from David Enns (former investment professional and co-owner of Laughing Stock Vineyards in Naramata, BC) at the 2011 BC Wine Law Seminar, when asked about the transition from his business career to starting up an estate winery.

In talking with our estate winery clients over the years, one common theme is crystal clear – a vineyard and winery can quickly become a money-eating beast if you let it. Here are some strategies that can help you manage the annual cash crunch: 1. Work with lenders and creditors to adjust timing of payments Starting up an estate winery is not cheap. Start up and growth phase costs include purchasing land, equipment, planting vineyards and infrastructure, building a production facility, marketing and brand development. If you are starting with raw land, the length of time from breaking ground to collecting the dollars from your first estate vintage can easily stretch to five years or more.

It’s important that your lender understands the nature of the wine industry and the long wait for initial sales revenues. It may be possible to structure terms with your lender that with ease cash flow, such as interest only payment periods, annual or semi-annual payments as well as lease financing for major equipment purchases.

Once you are operating, keep good relations with your trade creditors and be honest in communicating your seasonal cash flow challenges. You may be able to negotiate flexible payment terms that coincide with the time of year you have more cash available. An operating line of credit facility with your bank can also help a margin of safety for unexpected costs. Just make sure you save it for emergencies and don’t treat it as a permanent source of financing.

The Canada Revenue Agency (CRA) is also a trade creditor, but they carry a big hammer. Payroll source deductions and GST collected on sales are funds held in trust for the Government and MUST be remitted on time. Get in to the habit of paying GST and income tax in instalments as you collect your revenue to avoid trying to come up with all the cash at the time of filing.

Incurring penalties and interest on late payments to CRA can be very expensive, especially since they are non-deductible for tax purposes.

2. Manage your growth We see many start-up businesses get in trouble by trying to grow too quickly. Most new winery owners have a clear vision of what they want their wine and their winery to be, and that is a great starting point for any business. Problems arise when that vision includes a $5 million destination winery with 10,000 case sales annually by the end of year two. Estate wineries have an extremely long working capital cycle – the elapsed period from when you pay for your vineyard input costs to when you collect the revenue from your wine sales – which can extend anywhere from one to three years or more. It’s easy to plan for growing production and underestimate the capital required to finance that production until the wine is sold. If you miss on your sales targets and underestimate your production costs, the effect on operating cash flow can be disastrous. Keeping production and sales in relative balance is critical to the health of a winery.

A strategy that is gaining momentum in B.C. is starting up your wine production as a virtual winery using contracted facilities. By making the couple of vintages in another winery’s facilities using purchased grapes, a new winery can start selling wine and creating a brand presence with a much lower capital commitment. The resulting revenues can help fund growth. Once their own vineyards start producing, they already have a brand established and sales can grow more quickly.

The construction of the winery itself could also be staged in phases in order to reduce the early stage costs.

3. Stretch out your sales and grow new channels Part of the challenge for many smaller estate wineries is that the cash coming from on-site sales quickly dries up when summer ends and the tourists go home. Unfortunately, this coincides with the timeframe when costs hit their peak. In the fall and early winter months, these wineries are often stretched to pay their bills for harvest costs and purchased grapes. Focusing on diversifying sales channels can help. Moving the wine leftover from the tourist season through retail channels and licensees can be useful, but these sales can be labour intensive and produce a lower profit margin.

Wine Shipping Report, its volume of direct-to-consumer shipments increased by 9.3% in 2013 to 3.47 million cases. By far, the highest rate of growth is among small wineries with annual sales volumes less than 50,000 cases. Incredibly, December 2013 shipments increased by 23% from December 2012, indicating that many wineries are focusing on direct-to-consumer sales to boost off season revenues. There is every reason to believe that direct-to-consumer shipping will enjoy a similar boom in Canada now that inter-Provincial shipping barriers are starting to be removed.

4. Budget and plan ahead Many new wineries prepare a multi-year budget because they are required to by potential lenders.

They fail to realize that the exercise of preparing a financial projection can actually highlight critical financing issues and ultimately demonstrate whether the business can even be viable. In their haste to provide a projection that will be accepted by the bank, many start-ups underestimate costs and over estimate revenues when they should adopt the exact opposite approach.

Even some of the wineries who take time to carefully prepare their initial projections fail to keep those projections up to date once they begin operating. Planning and budgeting should be a regular activity, not a one-time event.

In order to be helpful in managing cash flow, a budget document should: • Focus on cash inflows and outflows, taking in to account changes in inventories, receivables and payables.

• Be built from realistic assumptions for annual wine production and sales.

• Be prepared on a monthly basis for at least the upcoming year, in order to highlight seasonal variances in cash.

• Be prepared on a rolling basis – as one month is completed, one is added so that the budget period does not expire.

• Include not just operating cash flows, but also investing cashflows (what major items do we need to spend money on and when) and financing cashlows (where will we get the money and when will it be repaid).

Your accountant and business advisor can help you develop a set of budget templates to meet your needs. Once properly set up, these budgets can be easy to update. Staying on top of your cash flow and anticipating upcoming crunches is just as critical to your winery business as making great wine. Getting a good handle on your budget, managing growth and sales, while working with your lender and creditors is a good start to helping you manage the stress of seasonal cash flow so you can make the most of your situation and continue to do what you to best—making great wine.

The perfect blend of services and experience.

Each winery is as unique as the wine they create.

That’s why MNP’s business advisors offer a wide range of industry-specific services beyond traditional accounting and tailor them to your needs. By working closely with you, we help identify inefficiencies, control costs and enhance the performance of your operation to help you keep opportunities flowing.

Find out what MNP can do for you. Contact: Okanagan Valley Geoff McIntyre, CA 1.877.766.9735 geoff.mcintyre@mnp.ca

Vancouver Island Marsha Stanley, CA•CBV, CGA 1.888.854.8567 marsha.stanley@mnp.ca

A better option that is being developed by many wineries is off-season direct-to-consumer wine club sales. According to U.S. wine industry shipping specialist ShipCompliant’s 2013 Direct www.cdngrapes2wine.com

Canadian Grapes to Wine • Summer 2014 Page 13

Wine Business

CVA Applauds Free Trade Agreement With Korea The Canadian Vintners Association (CVA), the national voice of the grape and wine industry, applauds the Government of Canada’s conclusion of the Canada/Korea FreeTrade Agreement (CKFTA).

On March 10, 2014, Prime Minister Stephen Harper and Park Geunhye, President of the Republic of Korea, finalized negotiations and announced the historic agreement. This is Canada’s first free trade agreement with an Asian market. As the world’s 15th largest economy (GDP of $1.1 trillion), the fourthlargest in Asia, Korea offers substantial opportunities for business development.

Korea is currently Canada’s 5th largest wine export market by value, with 2013 exports of 37,000 litres, valued at $2.2 million. Korean wine consumption has increased 177 percent in the last decade, and the CVA believes that with CKFTA, wine exports to this strategic market of more than 50 million people will grow exponentially.

Within CKFTA, Korea will remove duties on 98.2 per cent of its tariff lines covering virtually all of Canada’s imports, including a 15 percent tariff on Canadian wine. Upon ratification, all import tariffs on Icewine, which represents 96 percent of the total value of wine exports, will be eliminated immediately.

Page 14 Canadian Grapes to Wine • Summer 2014

All import tariffs on other wines will be eliminated over a 3-year period.

The CVA is confident that CKFTA will further level the playing field for the Canadian wine exports, removing import tariffs on wine and improving our competitive position against major wine exporting nations, such as the European Union, United States, Australia and Chile, all who have completed trade agreements with South Korea.

“South Korea is an important market for Canadian wine producers, as evidenced by the significant growth in the value of Canadian Icewine exports, which increased nearly 25 percent between 2012 and 2013,” stated Dan Paszkowski, CVA’s President and CEO. “With the implementation of CKFTA, the Canadian wine industry anticipates even stronger export growth in coming years.”

About the Canadian Vintners Association The Canadian Vintners Association (CVA) is the national voice of the Canadian wine industry, representing more than 90% of annual wine production. CVA members are engaged in the entire wine value chain from grape growing, farm management, grape harvesting, research, wine production, bottling, retail sales and tourism. www.canadianvintners.com

www.cdngrapes2wine.com

Ontario GRAPE GROWERS OF ONTARIO RE-ELECT BILL GEORGE AS BOARD CHAIR Debbie Zimmerman, CEO of the Grape Growers of Ontario to announced April 10th that Bill George has been re-elected as Board Chair for 2014-2015.

Bill has served the Board of Directors for the past 8 years and is a respected member of the grape and wine industry.

He resides in the Town of Lincoln with his wife Leslieann and their two children, and farms an 80-acre wine grape operation where his family has been growing grapes for over 100 years.

“As Chair, I appreciate the confidence and continued support of the Grape Growers of Ontario members and Board of Directors,” commented Bill George. “Securing strong growth for Ontario grown wines continues to be a shared goal for both our growers and wine partners.”

Matthias Oppenlaender has been re-elected Vice Chair of the Grape

www.cdngrapes2wine.com

Growers of Ontario Board of Directors, and lives and farms over 400 acres of wine grapes in Niagara-on-the-Lake.

Steve Pohorly of Niagara-on-the-Lake, Jim Morrison of Lincoln, and Debra Marshall of Prince Edward County were all re-elected to the Board of Directors.

Kevin Watson and Trevor Falk, both of Niagara-on-the-Lake, Bill Schenck of St. Catharines and Brock Puddicombe of Winona are all mid-way through their three-year terms as Directors.

The Grape Growers of Ontario is the official organization that represents almost 500 actively producing growers on 17,000 acres in the province’s three viticulture areas: Niagara Peninsula, Lake Erie North Shore and Northern and Eastern Ontario that includes Prince Edward County.

Canadian Grapes to Wine • Summer 2014 Page 15

Wine Business Jim Martin Jim Martin has been involved with the wine and spirits industry for more than three decades. Originally from Vancouver, he started with the provincial BCLDB and discovered a passion for wine in 1977 when he stumbled across a 1975 Bordeaux.

He left the BCLDB for the private sector becoming involved in the opening of Kelowna’s first private specialty wine store, Waterfront Wines. You can reach Jim at 778-484-5656 or email jim@metroliquor.com.

THE IMPACT OF WEATHER VARIABLES ON THE WINE INDUSTRY As anyone involved in the BC Wine Industry would know, one of the greatest vagaries of growing grapes is the weather. This is especially true of the challenging 2010 and 2011 vintages. These have been described as viticulturalist vintages, meaning extra care and attention was required to produce quality fruit. But what if it hailed (as it did in 2013 near Kelowna) and your crop is destroyed. Would crop insurance cover the damage? How about a Weather Derivative?

Professor Don Cyr is with Brock University in Ontario has been studying Weather Derivatives and has published a number of papers relating to them.

He kindly participated in an email interview about the subject.

CG2W: First off, what are Weather Derivatives?

DC: Weather derivatives are financial contracts whose payoff is dependent upon a weather variable, typically measured at a government managed (Environment Canada) weather station. They typically take the form of a “derivatives” contract such as put or call options. A simple example would be a contract that pays you a certain dollar amount for every millimeter of rain exceeding a certain minimum level, over the month of September.

CG2W: How did these come into existence? What is the cost?

which can be hedged with a weather derivative designed to payout if average temperatures over the growing season are lower than a specified level.

CG2W: How would they work in the wine industry? How is it set up?

DC: Viticulture, like many agricultural endeavors, faces a myriad of weather related risks that can affect the quality of the grape harvest or the vineyard. In addition to cool summer temperatures that can ultimately affect the brix levels, other risk factors include spring frost, excessive rain during harvest season, and also winter injury due to severe winter temperatures. All of these weather risk factors can ultimately affect net revenues which can be somewhat hedged with weather derivatives based upon a nearby weather station. Although the hedge may not be perfect it can be fairly effective.

Setting up a weather derivative contract for a grape grower involves the over-the-counter market. This is a market, as opposed to contracts trading on organized exchanges such as the Chicago Mercantile Exchange, which involves sourcing a financial intermediary that is willing to “write” the contract – essentially taking the other side. The financial intermediary essentially sells the contract to you for a price (the premium) and guarantees the payout. Since the inception of weather derivatives, a number of financial intermediaries have been established that deal specifically in weather derivatives but increasingly they are also sold by insurance companies.

DC: The history of weather derivatives is somewhat debatable although most sources attribute much of their Professor Don Cyr is with Brock University in Ontario. initial development to the now infamous Enron Company.

CG2W: How is applicable to BC? Who will buy An unexpected warm winter in the mid 1990’s was largely these? the impetus for energy companies to develop and start using them. Contracts DC:The various viticulture regions of BC face different climatic and weather were first established on the over-the-counter market, directly between buyers related risks, ranging from severe winter temperatures which can result in and sellers and this market continues today. In 1999 however the Chicago winter injury to high rainfall in some regions affecting quality, and low rainfall Mercantile Exchange established a standardized trading market for weather in others resulting in the need for irrigation and related cost. derivatives and now trades contracts based on weather in several different cities worldwide. The vast majority of these contracts are temperature based and A significant benefit in the use of weather derivatives in general is their ability traded by energy companies, although there are several examples of contracts to hedge against the variability of seasonal weather patterns. Interestingly written on other weather variables. enough, going forward, one of the most significant impacts of climate change The price of a weather derivatives contract is, like other option (derivatives) is increased volatility of weather. Long term studies of weather indicate that contracts, is highly dependent upon the specific terms of the contract as well since the late 1980’s and early 1990’s there has been a significant increase in as the variability of the weather variable or index that serves as the base of the volatility of weather measured not only on a daily basis but seasonally. We the contract. There are complex models that are used to price them, however, are experiencing more extreme seasonal conditions from year to year. It is this you can think of the price as analogous to the premium you would pay on variability that can be hedged with well-designed weather contracts. an insurance contract. There are differences between weather derivatives and insurance, however, and in general the price of weather derivatives are CG2W: Can just one winery be involved or does there have to be a majority? somewhat less compared to what a similar insurance contract would be.

DC: There are a wide variety of alternatives in terms of buying a weather derivatives contract. Individual wineries can purchase a weather contract or CG2W: What’s the difference between weather (crop) insurance and a group of wineries/grape growers might do so. In most cases the weather derivatives? contract is based upon the measurement at a single weather station so typically DC: The fundamental difference between weather derivatives and insurance if multiple wineries were involved, they would be those in relative close is that insurance contracts require “proof of damage” for the payout to occur. proximity to the particular station. This is somewhat dependent upon the Insurance companies employ insurance adjusters to assess the damage due to weather variable that forms the basis of the contract. Temperature effects tend hail for example. This inherently involves an additional cost as opposed to to be geographically more widespread so the distance from the weather station weather derivatives. Weather derivatives are much simpler in that they can be tends not to be quite as important. Rainfall however tends to be less consistent thought of as just a “bet” on a weather variable between two parties – if it hails geographically and so close proximity to a specific weather station where the over a set period of time (month or season for example) then the contact would rainfall is being measured is more important, if the contract is going to be used pay out an amount that was chosen at the time the contract was established. to hedge the risks effectively.

Although both weather derivatives and insurance can serve somewhat the same purpose, insurance is generally used for low probability, high cost There is also the possibility of basing the weather contract upon the average weather events such as hail. Weather derivatives are more suited for systemic measurement across several weather stations for a region. This might be of weather events such as a cool summer with relatively low temperatures that value to several participants who want to join in on the contract although affects the quality of a crop. A vineyard will not be destroyed by cool summer the individual effectiveness of the hedge may be somewhat lessened. The cost temperatures but there may be an impact on the quality of the grape harvest however, due to lower volatility of the measure will probably be less. A good Page 16 Canadian Grapes to Wine • Summer 2014

www.cdngrapes2wine.com

Wine Business

continued...

example of this is the United Nations World Food Program who has used a weather contract based on an index of rainfall based on several weather stations across Ethiopia, to hedge against the cost of increased humanitarian aid if drought conditions occur.

CG2W: Why would they buy this over crop insurance?

DC: Weather derivatives are best used to hedge against weather risks that affect general quality as opposed to high cost/damage of extreme weather events.

We know that a cool summer or rainy harvest season may affect the quality of the grapes through the brix levels. This is not something an insurance contract will be available for, as assessing the “proof of damage” is difficult. The grower knows the risks however and is able to choose the terms of the contract that will enable them to mitigate those risks somewhat.

CG2W: Would these be traded through the CME? DC: Although there are contracts that trade on the CME on major cities the likelihood of them being of any value for a specific grape grower is very low due to the standardized terms of the contracts, and the specific locations of the weather measuring station. Contracts of use in viticulture are more likely to be obtained in the over-the-counter market.

The one comment I would add is that the interest in weather derivatives, particularly for non-energy companies, died down somewhat after 2008 largely due to a general suspicion around derivatives in general – collateralized debt obligations that led to the financial crises is an example. Weather derivatives are a bit different however as unlike derivative contracts whose payout is based upon other financial variables or contracts, they are based upon a variable (weather) that cannot be manipulated by either party. The very real impact of climate change such as that of the polar vortex this winter, is creating increased volatility in weather and risk, and hence a greater interest in the potential of weather derivatives. It has been conservatively estimated that 30% of the GDP of the industrialized world is impacted by weather and agriculture of any sort is a prime example.

In an email to a local winery owner, I ask him about Weather Derivatives as his previous career was in the stock market in Toronto and Vancouver. He had this perspective on Weather Derivatives. “I can believe that there is a study and that there is an impact or possible impact from weather in the Okanagan.

However I would be very surprised that you can purchase a derivative to offset just the weather in the Okanagan. Maybe I am wrong but I would be very surprised. I do believe that it would not be any different than crop insurance.

You pay a premium to bet on some kind of weather calamity and if there is nothing then you lose your premium. The thing about derivatives is there is ALWAYS someone on the other side of the trade betting that the weather will be good and they keep the premium. The big firms that write these derivatives don’t lose! They have many sophisticated methods of making sure of that by writing options etc. They offer these out at such high premiums that even in the event of a disaster over time you would have paid so much in premiums that I doubt it would be worthwhile. I like this to buying an extended warranty at any electronic store!”

If you are interested in additional information about weather derivatives, it can be found at the website for the Weather Risk Management Association www.wrma.org

An example of hailstorm damage to grapes. Photo: http://blog.rivetto.it

The Cream Rises To The Top!

2014 Winners Trophy WINNEr: BEsT sparklINg WINE of ThE yEar Summerhill Pyramid Winery, BC Cipes Brut $26.95 DEssErT WINE of ThE yEar: Vignoble du Marathonien, QC 2012 Vendange Tardive $28.00 rED WINE of ThE yEar: Rosewood Estates Winery, ON 2012 lock, stock & Barrel $34.00

sponsored by:

WhITE WINE of ThE yEar: Desert Hills Estate Winery, BC 2013 gewürztraminer $19.90 sparklINg WINE of ThE yEar: Summerhill Pyramid Winery, BC n/v Cipes Brut $26.95 fruIT WINE of ThE yEar: King’s Court Estate Winery, ON 2011 Iced apple $15.95

All Canadian Wine Championships Thunderstorms can cause havoc on vineyards. www.cdngrapes2wine.com

@allcanadianwine

www.allcanadianwinechampionships.com Canadian Grapes to Wine • Summer 2014 Page 17

British Columbia Miles Prodan President & CEO, British Columbia Wine Institute.

BRITISH COLUMBIA WINE SALES – BEST IN CANADA? The province’s big picture support for the sale of BC wine – and the BC industry’s successes - has been highlighted following recent announcements in Ontario.

Last Christmas the Ontario government, to great fanfare, announced a “new” $75 million provincial Wine and Grape Strategy. This came on the heels of an announcement earlier that fall of the establishment of the Liquor Control Board of Ontario’s new Our Wine Country destination boutiques, to be located inside selected full-sized LCBO stores across the province, and to offer an expanded selection of Ontario’s exceptional VQA wines. These announcements have made for some substantial government support for the Ontario wine industry.

Like with many government announcements, not all was as it seems. It turns out that while it is good news for the Ontario VQA wine industry, the $75 million is more specifically $15 million a year over five years.

Also, it isn’t new, but a well anticipated – and hoped for – renewal of a program launched in 2009, when the Ontario industry tore itself apart along small and large winery lines. The resulting levy placed on Ontario wineries (not new government revenue) funded the 2009 Wine and Grape Strategy and further drove a wedge in the Ontario industry.

The flurry of recent Ontario government announcements has inevitably led to the question of how does Ontario VQA government support compare to government support of BC VQA? To give the question context, a reality check is helpful to understand the level of commitment and capital required to get into the Canadian wine business to begin with – and regardless of the province where you may choose to start a winery.

In his first public address in over 30 years at a recent Vancouver Board of Trade luncheon, guest speaker, serial entrepreneur and Mission Hill Family Estate proprietor Anthony von Mandl confirmed to the audience that constructing even a modest-sized family winery can require an investment of roughly $7 to 10 million and it can take three to five years of production before significant cash flow is generated in return, assuming one can overcome the biggest challenge facing most small Canadian wineries: A lack of retailing options.

Currently the government-owned liquor sales and distribution channels like the LCBO (and BC’s Liquor Distribution Board) require allocation, brand support, quality and pricing requirements many small wineries – and especially those just starting out – simply lack the production and the capital to be able to meet. In Ontario, the only retail alternative to the LCBO for small VQA producers is to sell directly from the cellar door.

However, this relies on a strategic investment in tourism marketing to drive consumers to the tasting rooms, which thankfully, is the focus of Ontario’s Strategy.

Fortunately, Ontario’s renewed Wine and Grape Strategy seems like a sincere attempt to finally provide that province’s VQA wines new and improved retail channels, specifically those mentioned in the Strategy: farmers’ markets and the LCBO’s new Our Wine Country destination boutiques, somewhat akin to BC’s own VQA wine stores.

Fortunately for the wine industry in British Columbia, we recognized long ago that in order for consumers to embrace, support and, most importantly, buy BC VQA wine there needed to be ready and easy access.

Consequently, some time ago, the provincial government introduced private liquor stores to provide consumers access to BC wine outside the government liquor stores.

The BC government has consistently approached the BC wine industry with a holistic and long-term view rather than implementing one-off programs that are renewed at the government’s discretion and with the political climate of the day.

It is obvious that BC’s collaborative and singular wine industry voice is heard by government as it develops policies and regulations. One need look no further for an example than Parliamentary Secretary John Yap’s recently announced Liquor Policy Review recommendations that included direct benefits to the BC wine industry, such as farmers’ market wine sales, grocery store in-aisle BC VQA, among many others.

Support from the provincial government has helped the BC wine industry become the more than $2 billion-a-year economic generator it is today.

Not to mention, the 10,000 jobs created in BC as a result of the wine and grape industry.

In the end, renewal of Ontario’s Wine and Grape Strategy will be good for Ontario VQA wines but falls short in comparison to the market access and government policy we enjoy here in BC.

Providing Canadian Grapevine Solutions BRITISH COLUMBIA Frank Whitehead p. 250-762-9845 c. 250-878-3656 frank@vinetech.ca

QUEBEC Alexandre Jacquel p. 905-984-4324 alexandre@vinetech.ca

Page 18 Canadian Grapes to Wine • Summer 2014

ONTARIO Wes Wiens/Tina Tourigny p. 905-984-4324 wes@vinetech.ca tina@vinetech.ca

www.cdngrapes2wine.com

Ontario and the cuvee award of excellence goes to.... ron koop

Ron is encouraged by the high quality of wine being produced in Ontario, and is optimistic that it will continue to get better despite climate change and the extreme weather Ontario growers have experienced over recent years.have are original; prior to 1920, and they are still producing,” says Terry. Bev says Juice of Kings is a big hit with customers because of the mixture of quality, taste and nostalgia.

“When they see the Concord grape juice, you wouldn’t believe how many people say ‘my grandmother used to make this and nobody makes it anymore.” It’s like a memory comes back to them and they have to buy it just to taste it again.

Ron Koop is a grape grower on the Twenty Mile Bench in Lincoln, Ontario.

Ron’s grandfather, an immigrant from Russia, started the farm in the late 1930’s. At that time, the farm was a mixture of orchards, vineyards and laying hens. Ron’s dad, Henry, and his Uncle Alf both started working on the farm as young adults, thus creating Koop Farms, Ltd. Over time, the focus shifted away from orchard fruit to grapes and eggs. Later in the 1980’s, Ron’s brother Glen joined his father and uncle in the family business. Over time, they shifted from the laying hen business and now only grow grapes. In 2009, Ron and his fiancé Gowan decided to return to Niagara so Ron could join the family business.

Ron is especially grateful to Gowan for holding down the fort while he is busy on the farm, noting that there are a lot of long busy days and short nights, and vines don’t take weekends off!

The Koop family vineyards consist of nine varieties of vinifera grapes and four varieties of hybrid grapes, on 225 acres. Several years ago, the Koop’s installed a drip irrigation system in an area of the Peninsula with few sources of irrigation water. The system has become a very useful tool in efficiently managing water use in the vineyard, especially in some of the very dry summers in Niagara. The Koop’s also use this system to fertigate (fertilizing through irrigation) to permit precise amounts and timing of fertilizer applications. This precision viticulture, combined with the soil of the Twenty Mile Bench, produces a high quality grape.

Bruce Irons, BASF Canada presenting the Cuvee Award of Viticulture Excellence to Ron Koop, Lincoln, Ontario.

Terry says it’s the flavour many love. “It’s hot pressed versus cold pressed juice,” he explains. “So it’s got the flavour in it. It’s concentrated and the juice just tastes better that way.”

Bev says they decided to bottle their own juice because there isn’t a place in Canada that bottles or processes grape juice. “The juice plant closed down in St. Catharines in 2007 so we decided that we would try bottling some of our own juice and selling it. It just seemed like a waste that none of the grapes were being used for juice anymore.” Bev feels it is important to support the local economy, so almost all of her operation relies on businesses in the region.

On February 28, 2014, Ron, on behalf of Koop Farms, Ltd. was awarded the Cuvée Award of Excellence for Best Red Vinifera. This award honours an Ontario grape grower who promotes excellence in vineyard practices, and recognizes the importance of the grower and the quality of grapes used in producing 100% grown in Ontario VQA wines. “Our family is extremely appreciative of being acknowledged by the industry, and recognized for our hard work,” says Ron. “I credit the award to our family’s team efforts and an outstanding season in terms of growing conditions.”

“I like to buy locally because if I want people to buy my stuff, I should be buying local.

When we started with the juice I tried to buy everything locally that went with it. Local people make my labels. I even had boxes made in Allanburg, Ontario. I thought, if I want people to support us growing things local then I want to support the local people too, so that’s what we did.”

When asked what advice Ron would give to a new grape grower, he recommended talking to local growers to gather information on what viticulture practices work in specific areas, and taking advantage of the free lectures and outreach services that CCOVI at Brock University has to offer. Ron also encouraged all growers to become active with the Grape Growers of Ontario, and attend the meetings, workshops and information sessions provided to assist grape growers.

New for 2014 GGO egrape system rollout The Grape Growers of Ontario (GGO) is pleased to announce the rollout of the new eGrape system for the 2014 harvest.

Grape Growers of Ontario, on behalf of its members, facilitates information gathering and sharing in the grape and wine industry and has taken a leadership role in supporting traceability initiatives including the launch of Vitis, an extensive vineyard GIS/GPS mapping project in 2004.

Based on the Vitis database developed by the GGO and an electronic weigh bill system launched in 2007, eGrape is designed as a cloud-based system that allows both growers and processors to quickly and efficiently enter and access data. The development of eGrape has amalgamated several industry systems to make the user experience more intuitive and easier to navigate. Users will have a single point of access to the system and be able to manage their account information, enter data and generate reports with a single password.

“From a grape and wine industry stand-point, eGrape improves traceability by combining information currently housed in multiple stand-alone systems,” says Debbie Zimmerman, CEO of Grape Growers of Ontario. “But more importantly, it provides a useful vineyard management tool for our members.” eGrape offers a wide range of functionality for growers and processors, reducing data entry, and increasing the amount of timely information available. This allows for an end-to-end record-keeping system to document the provenance of grapes, vine planting information, vineyard characteristics and structures at the block level as well as detailed records of farm management practices such as pesticide and fertilizer use, canopy management, www.cdngrapes2wine.com

irrigation and wind machine use.

It contains harvest information from weigh bills such as quantities sold, processor and grape quality metrics.

Jean-Pierre Colas winemaker Thirteen Street Winery (Left) Some of the features of eGrape include: a single password login, reduced weigh bill and Doug Whitty, Whitty Farms (Right) St. Catharines, entry times, greater weigh bill traceability, Ontario. flexible management of address and contact information, easier spray record management, more informative vineyard map overlays, electronic 3rd party Brix testing results, and automated weigh bill correction process.

The system also combines spray record keeping and other vineyard management modules, weather information, and provides a message board and calendar to improve communication with members.

Training sessions are scheduled from May through July to ensure a smooth transition to the new system before harvest.

Grape Growers of Ontario represents over 500 growers of processing grapes on 17,000 acres of vineyards in Ontario’s three designated viticulture areas, Niagara Peninsula, Lake Erie North Shore, Prince Edward County, and the emerging South Coast region. The development of eGrape has been funded through the Ontario Ministry of Agriculture and Food Traceability Foundation Initiative (TFI).

Canadian Grapes to Wine • Summer 2014 Page 19

Marketing Leeann Froese Leeann Froese is co-owner of an agency based in Vancouver, BC, Town Hall, which does strategic marketing and communications, specializing in wine, food and hospitality. She has worked to market and publicize wineries for the better part of two decades. Outside of work and wine, Leeann is a Cub Scout leader & Les Dames d’Escoffier member. She is also into birding, running & community.

See more of Leeann’s work on townhallbrands.com or chat with the Town Hall team on Twitter @ townhallbrands or Facebook facebook.com/townhallbrands

Build Your BRand This issue we welcome people who are attending the viticulture and oenology conference; and if you are a first time reader, this column appears each issue with some best practices, tips and tools on how to build your brand and keep it strong.

We have noted in previous columns that you must make sure that your brand keeps its integrity across all places that it’s used – what we call touchpoints - such as your website, brochures, or any collateral you produce that promotes your name outside of your winery or place of business. We’ve also talked about how your staff can personify your brand, and be one of the most important touchpoints of your brand by being a “living example”. This time we are going to focus the lens a little bit more on the on-site and community branding experience. We’re going to look at everything that would be experienced from a visitor standpoint from the moment they roll up your driveway until they leave your winery gate again.

If someone is new to your business, and has never visited, they may not be familiar with you, or know what your brand stands for. This presents a great opportunity to introduce yourself.

A visitor may be drawn to the winery gate a number of ways: by searching online for wineries to visit in a particular region, by word of mouth from friends or third party accolades in the press, from referrals from local Chambers and visitor centers, and from serendipitous drive-bys.

We will save talking about your website for another day, so let’s get straight to the brick and mortar, and look at tangible items. Let’s start with highway signage.

Provincially, there are generic ‘winery ahead’ or ‘vineyard ahead’ signs that are implemented by highway departments, that convey merely factual information: they tell people where you are located, and provide how many kilometers they have to travel until they get to you. These signs are a great equalizer, as they make a small winery the same as a large one, and show no preference toward one business or another, but they sure don’t do anything to demonstrate your brand or what you offer. In the eyes of the highway sign, you are a winery and you are 3km away, just like your neighbour, who is a winery who is 4km away. There is no way for a tourist to know what you are all about without creating specific brand awareness in your community.

In some cases, there are opportunities for billboards or small signs at visitor information centers. This is where you could have a sign that is created with your logo on it, that is designed with the same look and lettering as the rest of your brand. You may also have a chance to provide a map sign so you can make sure that you send people to your winery. In this case make sure your use your logo on this map, and be consistent with the language and font lettering that you might use on your website. This will subtly show the person reading what your brand is all about. It sets the tone for the look and feel of your brand for someone seeing it for the first time, and starts to breed familiarity with repetition. When the visitors

Page 20 Canadian Grapes to Wine • Summer 2014

arrive at your winery for the first time, your brand will resonate and make more sense.

Also at visitor centres or within some local businesses in your community, there may be opportunities available for you to provide brochure and rack cards, so the wine lover on the go can learn more about you before they visit. You want to make sure that any information you supply again conforms to your brand’s look, and also tells the story of who you are, where you are, and why people should come and visit you.

Coupled with this, it’s important to get friendly with the people that work at these outlets, and arm them with knowledge and excitement for your winery. Teach them as much as you can about your property, your wines, and the visitor experience for guests.

Get them excited about your story so that they know what your brand is all about and can share it with others.

Much like your winery team and sales staff, visitor centre personnel can become walking ambassadors or evangelists for your company as well.

The power of positive communitybuilding cannot be underestimated.

Another way to reach visitors or those who might not already know about your winery is through presence at local restaurants on menus, and also with retailers and restaurants that carry your wines, located in any geographical area. Again these outlets will need to be supplied your logo and language for them to use on their printed materials, but you should also provide them with an internal training document for servers and retailers. This further information can provide facts, your company’s story, and tidbits on your history and onsite offerings.

As this issue is being read by attendees to the viticulture and oenology conference we are reminded to also think about your brand story as it might carry through to your partner grape growers and equipment suppliers, as well as the other people that help keep wineries going. You should consider how your brand appears to them, and if they understand it. These important winery partners, much like restaurateurs and retailers, become part of your brand because these relationships are a greater extension of your brand as well. One way that many wineries carry their branding through to the vineyard is to place signage in the vineyard that has the winery logo on it, and it might say something like “Grapes proudly grown by XX for YY winery”. Providing your growers and suppliers with winery logo T-shirts they can proudly wear is another way to attach them to the winery.

In summary, the message for this issue is to think of ways your brand can be seen in the landscape: billboards, maps, directional signage, and also to ensure that anyone who has the opportunity to talk about your brand on your behalf is provided the tools to make sure your brand message reaches even more people.

What else do you do to keep your winery’s name alive in the consumer landscape?

Send me your feedback and thoughts, or email editor@cdngrapes2wine.com. www.cdngrapes2wine.com

Education Symposium highlights sparkling wine At a time when consumer interest is exploding, winemakers from across North America gathered at Brock University May 6 to focus on sparkling wine. Hosted by the Cool Climate Oenology and Viticulture Institute (CCOVI), the sold-out Ontario Sparkling Wine Technical Symposium was a blend of technical theory and practical solutions.

The symposium comes at a time when interest in Ontario sparkling wine is growing, says Shari Mogk-Edwards, vice-president products, sales and merchandising at the Liquor Control Board of Ontario (LCBO).

“Our cool climate is yielding world class products,” Mogk-Edwards said, “and I am thrilled to say our customers have discovered the value of Ontario VQA sparkling wines.

“There is a growing interest in fizz, so we are very pleased with the success of this premium category. The future of Ontario VQA sparkling wine is bright.”

And the numbers are backing this up. In 2013, sales in Vintages at the LCBO of VQA sparkling wine were up 59.2 per cent from 2012 sales data. There are 36 Ontario wineries producing sparkling wine, with others committed to the production or have expressed an interest in starting a sparkling program in the near future.

The symposium featured international experts who shared global success stories as well as the latest developments in sparkling wine research.

Bertrand Robillard, director of research and development at the Institut OEnologique de Champagne (IOC), traveled from France to discuss factors that affect bubbles, foam and gushing in sparkling wine.

Ed Carr, sparkling winemaker at Accolade Wines in Australia, talked to attendees about Tasmanian sparkling wine production, including winemaking and viticulture practices.

Larry Mawby, owner of L. Mawby Vineyards in Michigan, discussed the challenges

he has experienced during production when using alternative grape varieties and how he made the decision to only produce sparkling wines.

In the afternoon, British wine writer Jamie Goode presented on sparkling Wine writer Jamie Goode presenting at the symposium wine closures and how consumers perceive local, national and international sparkling wines. Goode also led participants through two blind tastings that compared sparkling wines and champagne from around the world.

When asked his opinion on Canadian sparkling wine, Goode said that it’s a good product that displays freshness and complexity.

Participants also had the opportunity to taste two sparkling wine research trials that are currently underway at local wineries.

The symposium is the latest in sparkling wine outreach events organized by CCOVI. The idea for the event came out of Fizz Club, a one-day session for sparkling winemakers held last December at Brock.

The speaker’s presentations are available at brocku.ca/ccovi. The symposium was made possible by presenting sponsors CCOVI, Scott Labs and Wine Country Ontario and Friends of Fizz sponsors AO Wilson Ltd., Cellar Tek Supplies Ltd., Chateau des Charmes Estate Winery, Colio Estate Winery, Giusti Wines, Fielding Estate Winery, Jackson-Triggs Niagara Estate, Millesime Sparkling Wine Processing Inc., Trius Winery at Hillebrand and Vines to Vintages.

top promoters of vqa wines recognized at brock university Over 150 wine writers, sommeliers and industry professionals gathered at Brock University on March 1 to celebrate the 25th anniversary of the Experts Tasting.

Hosted by CCOVI, the event promotes Ontario VQA wine and celebrates the industry’s top promoters.

This year’s tasting focused on Riesling, Chardonnay, Pinot Noir and Bordeaux blends.

Wineries from across the province submitted more than 160 VQA wines for consideration; a judging panel at CCOVI narrowed down the wines to the 31 served at the tasting. As part of the 25th anniversary celebrations, the event took a look back at Ontario wines through the years with presenters highlighting the times and issues facing the Ontario industry.

VQA Promoters Awards Throughout the tasting, the annual VQA Promoters Awards were handed out.

The awards acknowledge individuals who celebrate the Ontario VQA wine industry with unselfish enthusiasm, constructive input and unsolicited promotion.

Shawn McCormick’s passion to promote Ontario wine started in an unlikely place.

After one too many wrong turns down country roads in Prince Edward County looking for local wineries, McCormick decided that there was a need to create and develop an app that guides users through Ontario wine country. The free Uncork Ontario app he developed has now been downloaded over 2,000 times and is just one of the reasons McCormick

was recognized with this year’s promoter-at-large award. Wine writer David Lawrason, this year’s recipient in the media category, took the opportunity to share his pride in what was happening in the Canadian wine industry.

VQA Promoters winners McCormick, Mancini,

“We are really onto something here in Lawrason and Schmidt Canada,” Lawrason said. “If I do nothing else, I want to get everyone on that same page to know that we have to go out into the world now, as a country working together, to do whatever it takes to present one clear message that we are all about quality wines.”

2014 winners • Hospitality: Erik Peacock, proprietor, Wellington Court restaurant • Media: David Lawrason, wine writer • LCBO: William Mancini, LCBO product consultant at the Toronto Kingsway store • L CBO: David Churchill, awarded posthumously, writer and researcher for the LCBO’s Vintages magazine • P romoter-at-Large: Shawn McCormick, uncorkOntario.com and The Great Canadian Wine Challenge • Lifetime achievement: Lloyd Schmidt, viticulturist

Process & Product Development \ Equipment Sales Alcoholic & Non Alcoholic Beverage Industry

Ivan D. Lessner

NEW! EMD Lab Tests F.MERKEL: FLOTTWEG: ERBSLÖH:

1164 Lee Street, White Rock, B.C. V4B 4P4 Canada Phone: 604-538-2713 Fax: 604.538.4517 Warehouse Direct: 604-214-6437

www.cdngrapes2wine.com SPRING ISSUE on stands early March 2011

EMD: TRUST INT.: E-CAVIS:

- Rapid S02 & T/A, Bentotest - Belt Presses - Enzymes, Acidex, Exacid, Fining, - Oenoferm Yeasts, Treatment Agents - CelluFluxx: Biodegradable Filtermedia - Pro Vino Malolactic Cultures - Analytical Kits & Equipment - Quality Hungarian Oak Barriques, Hungarian Oak Chips - Cremanti Multiencapsulated Champagne Yeasts - Bottling & Packaging Equipment

www.idlconsulting.com Canadian Grapes to Wine • Summer 2014 Page 21

In The Vineyard

Frogs on the vine An unlikely ally in the pursuit of a grape disease Provided by the University of Missouri According to a report by the USDA, powdery mildew can cause major yield losses if infection occurs early in the crop cycle and conditions remain favorable for development. Powdery mildew appears as white to pale gray fuzzy blotches on the upper surfaces of leaves and thrives in cool, humid and semiarid areas according to the report.

What do frog eggs have to do with a mildew that hurts wine production?

More than you think when you mix them in the lab.Vitis vinifera are common grapevines and are the world’s favorite wine-producing varietal.

However, research has shown that grapevines are susceptible to powdery mildew, a plant disease, which contributes to significant crop loss for most commercial wine varietals that are cultivated each year. Now, researchers at the University of Missouri have used frog eggs to determine the cause of this disease, and have found that a specific gene in the varietal Cabernet Sauvignon, contributes to its susceptibility.

A Mildew that Stops Grapevines from Producing a Key Wine Ingredient

Gassmann used unfertilized frog eggs to test and analyze genes found in the grapevine plants. He studied the biological role of a specific gene that contributes to grapevine’s susceptibility to the fungus by incubating it in the frog eggs.

Frog Eggs

“Powdery mildew disease causes the leaves of the grapevines to lose their chlorophyll and stop producing sugar,” said Walter Gassmann, an investigator at the Bond Life Sciences Center and professor in the Division of Plant Sciences in the College of Agriculture, Food, and Natural Resources at MU. “The grape berries also get Powdery mildew on a cabernet sauvignon infected, so the quality and yield are reduced in grapevine leaf. Courtesy USDA Grape genetics multiple ways.” publications and research.

Gassmann found that the fungus is able to trick the grapevine into providing nutrients, which allows mildew to grow and devastate the plant. His findings reveal one way that Vitis vinifera is genetically unable to combat the virus that causes powdery mildew.

“Not much is known about the way a grapevine supports the growth of the powdery mildew disease, but the frogs help us provide a reasonable hypothesis for what is going on and why Cabernet Sauvingon could be susceptible,” Gassmann said.

Walter Gassmann used frog eggs to determine the cause of powdery mildew on grapevines.

Walter Gassmann More Resistant Plants?

Gassmann says this research will open the door for discussing techniques to breed more resistant grapevines in the future.

“The grapevine could be bred to prevent susceptibility and to keep the character of the wine intact,” Gassmann said. “Isolating the genes that determine susceptibility could lead to developing immunities for different varietals and other crop plants and may contribute to general scientific knowledge of the grapevine, which has not been studied to the extent of other plants.”

The study was funded by grants from the USDA National Institute of Food and Agriculture and was published in the journal Plant and Cell Physiology.

Page 22 Canadian Grapes to Wine • Summer 2014

www.cdngrapes2wine.com

Agronomy/Entomology Protecting Every SIP From Pests Alice Sinia, Ph.D. Resident Entomologist Regulatory/Lab Services, Orkin Canada Focusing on government regulations pertaining to the pest control industry. With more than 10 years of experience, she manages the Quality Assurance Laboratory for Orkin Canada and performs analytical entomology as well as provides technical support in pest/insect identification to branch offices and clients. For more information, email Alice Sinia at asinia@orkincanada.com or visit www.orkincanada.com Whether managing a sprawling winery estate, servicing crushpad equipment, or selecting the best practices for storing thousands of bottles – the art of winemaking comprises a multitude of to-do’s. If pest management isn’t in the to-do list this busy season, your reputation and bottom line can be compromised.

From vineyard to table, there are a number of chances for pathogens, allergens and irritants to be introduced to the final product. Pests can compromise food safety by transmitting disease-causing pathogens, or by contamination through allergens and irritants spread by hairs, feathers, skin, or other body parts. So, what can you do to protect your product and reputation?

It starts with an Integrated Pest Management (IPM) program for all stages in the supply chain. IPM is the most effective and environmentally friendly approach to preventing pest issues, employing preventive measures such as sanitation, exclusion and maintenance processes to eliminate the potential for pest issues. The goal of this approach is to restrict pests’ access to the three fundamental elements they need to survive – food, water and shelter. An IPM program is an ideal pest control model recommended for all industries, but has its roots in agriculture where it originated to reduce the reliance on chemical treatments to manage pests.

Pair your IPM practices with these to-do’s, and make sure every SIP of the final product is protected against foodborne illness along the way.

Stay Clean Staying sanitary heavily impacts the overall success of the IPM program. Your pest management partner can identify the proper sanitation practices that will alleviate potential pest problems on your property. Be sure to: • Inspect incoming shipments of vine cuttings, seed mixes, equipment, or other supplies upon arrival.

• Sanitize preparation areas and packaging surfaces.

• Establish regular deep cleaning schedules.

• Monitor storage areas for buildup of debris and food spills.

• In addition, maintain a neat and well-groomed landscape.

• A clean work environment eliminates hiding places and feeding spots for pests.

Invest In Your Staff Your staff is the biggest asset in keeping food safety at top of mind. As the eyes and ears of the planting, growing, harvesting, processing, packaging, shipping and even selling process, staff members can be the most effective preventive measure in an IPM program.

management immediately so that the appropriate steps and corrective action can be implemented immediately.

Practice Proactivity The more aware you both are of your vineyard and winery’s unique conditions, needs and location, the more successful your IPM program will be. Through regular inspections, scouting and communications, your pest management program will be seamlessly integrated into your day-to-day operations.

An open partnership will lead to a more effective and efficient IPM program, so develop a cooperative relationship with your pest management partner. You may want to consider implementing proactive measures for your property, such as electronic reporting and scanning devices, ultrasonic technology and electronic trap monitors. Implementing technology in your IPM program allows you to work smarter, not harder, while providing the convenience and accuracy of electronic documentation.

The beauty of an IPM approach is that it focuses on “common sense” GAP and GMP principles to proactively reduce and prevent pest pressures. By partnering with your pest management professional, you can strengthen the protocols and processes you already have in place to further reduce the potential impact of pests and the safety risks that can come with a contaminated product – a perfect blend worthy of a raised glass.

MORI VINES INC. - Cabernet Franc - Cabernet Sauvignon - Chardonnay - Gamay - Gewürztraminer - Malbec - Merlot

- Muscat Ottonel - Orange Muscat - Pinot Blanc - Pinot Noir - Riesling - Sauvignon Blanc - Sovereign Coronation

- Seyval Blanc - Shiraz- Syrah - Vidal - Viognier - Zinfandel - Zweigelt

NOTE: Many different clones are available.

Rootstocks available are Riparia, 101-14, SO4 and 3309 Contact: MORI VINES INC. R.R. #3, 1912 Concession 4, Niagara-on-the-Lake, Ontario LOS 1JO Phone: (905) 468-0822 Fax: (905) 468-0344 e-mail: morivines@sympatico.ca www.morivines.com

Your pest management partner is well versed in pest biology and ecology, so schedule an IPM training sessions to educate and empower your staff. Most reputable pest management companies can provide educational resources or training sessions. A few topics you may want to address include GAP (Good Agricultural Practices) and GMP (Good Manufacturing Practices). These should cover sanitation, exclusion, good storage, good housekeeping practices, pest identification and basic biology.

Other important topics include basic inspection and monitoring techniques, documentation and communication strategies.

Be sure to have staff inspect for worn-out door sweeps/seals that need replacing, as well as holes, gaps, cracks and crevices that need to be caulked. Most importantly, if any signs of damage, pest activity, or pests themselves are found, staff should notify www.cdngrapes2wine.com

Canadian Grapes to Wine • Summer 2014 Page 23

Vineyard ENOVITIS IN CAMPO BACK IN JUNE THE BEST OF VINEYARD TECHNOLOGY TESTED The organisation of the 9th edition Enovitis in campo – Machinery

Vineyard Trials is to be held on 19-20 June at the Cattolica Agricola Ca’ Tron vineyards in Roncade (TV). A unique exhibition: in addition to showing the latest machinery, it actually tests the machinery directly in the vineyard.

This year’s Enovitis in Campo is the first event from the partnership recently signed between UIV – Unione Italiana Vini and Fieragricola, which aims to develop, under the Enovitis brand, several initiatives in support of Italian and European viticulture. For the first time the event, which is by its nature itinerant, will return to a previous location (2010). The decision to return to Ca ‘Tron was made based on the characteristics of the company’s vineyards, where the field tests will be staged, together with the company’s ability to host the main event and the side events as well as to comfortably accommodate visitors and exhibitors.

The company is also strategically located: it is close to some important foreign markets (Austria, Slovenia, Croatia), and at the same time is the heart of our Northeast, where wine is a primary business. It is the territory of Prosecco, which has proven a true phenomenon in recent years. During the first day of ENOVITIS IN CAMPO, there will be a conference on “Prosecco DOC and DOCG Prosecco Superiore: territory becomes style.” Producers and institutions will be discussing issues, opportunities, legislation and policies about a wine that has transcended its identity as a product to become an international consumer style under the Made in Italy brand.

Focus of the event: technology exhibited and tested

In a very original way compared to a traditional exhibition, ENOVITIS IN CAMPO allows visitors to see the best of vineyard equipment and machinery actually at work in the field, thereby enabling them to personally assess the effectiveness and functionality for their business.

Vineyard tractors, spraying machines, both traditional and with panel recovery (some presented for the first time at ENOVITIS IN CAMPO), harrows, cutters, diggers and hoes, pruning machines; these and many other machines will be exhibited and tested in the Ca ‘Tron vineyards.

programme. The next edition will also be holding side events for a wider audience.

ENOVITIS JUNIOR will be a space designed especially for children accompanying their parents to the exhibition. They, like the adults, will be able to drive tractors suitable for them, with pedals, totally safe.

During the two days of ENOVITIS IN CAMPO, there will be guided tours to some of the best sprayers. Two sessions planned: the first for the vine growers, contractors and technicians on Thursday, 19 June and the second for students on 20 June, again at 10. Professor Paolo Balsari from the University of Turin will be leading both groups. He will be illustrating all the technical characteristics of the machinery, with specific reference to their advantages in terms of sustainability and efficiency directly in the Ca’ Tron vineyards.

Although the event is aimed at the future of viticulture and its main feature is the most advanced technology, there is still room for an interesting overview of the past: together with GAMAE (Group for Vintage Farm Machinery Lovers), there will be an exhibition of fascinating antique tractors.

Unione Italiana Vini will also be bringing the TERGEO project to Ca’ Tron. In an area set aside for them, business partners will be able to illustrate their progression towards sustainability of the supply chain, from defence to nutrition, from the use of resistant varieties to innovative wine protocols.

The dates for ENOVITIS IN CAMPO are Thursday, 19 June from 9:00 to 18:00 and Friday, 20 June from 9:00 to 15:00. Admission is free and open to all.

To keep up-to-date with our events, dates and exhibitors, please consult www.enovitisincampo.it.

Innovation will be featured throughout ENOVITIS IN CAMPO and the best will be awarded a prize in the Innovation Challenge.

This competition is designed to give recognition to the most advanced ideas judged by a Technical Scientific Committee set up for the occasion. In the other competition, “Vote the Tractor”, the audience present will be choosing the 2014 Enovitis in Campo Tractor from the various models on trial.

ENOVITIS IN CAMPO is for people in the industry and professionals in the wine sector that can evaluate machinery, systems and products by seeing them directly at work, but also keep up to date with the industry by participating in the various events on the Page 24 Canadian Grapes to Wine • Summer 2014

www.cdngrapes2wine.com

People/Staff Changes Dr. Simone Diego Castellarin Dr. Simone Diego Castellarin has been appointed as an Assistant Professor in the Wine Research Centre at the University of British Columbia, Vancouver, Canada as of January 1, 2014. He has now been nominated for a prestigious Canada Research Chair in Viticulture/Plant Genomics. He received his M.Sc. (2003) and Ph.D. (2007) from the University of Udine, Italy, and was a Research Associate and Assistant Professor at the University of Udine from 2008 to 2013. He was the group leader in projects funded by national and international agencies. His initial research at UBC will focus on grapevine physiology and genetics and is aimed at understanding the molecular mechanisms that underlay fruit ripening and how they are modulated by the environment and viticultural practices. His laboratory currently uses a systems biology approach, transcriptomics and metabolomics, to identify the genes that regulate fruit ripening and the grapevine response to water deficit.

He has studied in the laboratory of Professor Hans R. Schultz at the Forschungsanstalt Geisenheim in Germany and has a close collaborative research effort with Professor Mark A. Matthews in the Department of Viticulture and Enology at the University of California Davis. He has received international awards, including the Rudolf Hermanns Award (2009 - Geisenheim, Germany), for outstanding contributions to the field of viticulture.

“We are absolutely delighted that Simone decided to join the Wine Research Centre,” says Dr. Hennie van Vuuren, Director of the Wine Research Centre at UBC. “For more than 18 months we advertised this position widely but did not receive any outstanding applications. I then wrote to three leading viticulturalists in the world and asked them if they knew of an outstanding candidate; two of them Dr. Simone Diego Castellarin informed me of Simone in Italy.

Little did I know that Simone had offers on the table from other prestigious universities around the world. Fortunately, Simone chose to come to Vancouver, and he is now establishing his laboratory. Simone also has significant practical experience with grape growing and harvesting in the vineyard; at a young age he started working in his family’s vineyards in Italy. I have no doubt that Simone will do outstanding research that will benefit the industry in British Columbia and the world, and we look forward to his scientific contributions”.

Sue Des Lauriers Tinhorn Creek Vineyards announced the appointment of brand marketing specialist Sue Des Lauriers as their new Sales & Marketing Manager.

Celebrating their 20th year in 2014, the winery is now looking ahead to the next two decades and Sue will be an integral part of helping them to drive real innovation in the fast-changing industry of winemaking.

“I am thrilled to be joining such an iconic and dynamic winery as Tinhorn Creek,” says Sue. “Their relentless dedication to crafting the finest product possible is a perfect fit for me as I truly believe British Columbia wines are a gift from our land.

This is the team I feel has the people, place and spirit to make local products that create an experience to remember.”

Sue will be overseeing all sales and marketing, including hospitality and their Crush Club, as well as looking after exports and sales throughout Canada. She brings with her a fresh pair of eyes and unique experience, having spent eight years working with wine brands such as Sandhill Small Lots, Calona Vineyards Artist Series and Copper Moon VQA and the last six years working in brand design for consumer and beverage alcohol packaged goods.

Sue holds a Bachelors Degree in Merchandising and an Executive Diploma in Marketing Management.

When she worked with Cascadia Brands she specialized in British Columbia Premium VQA wines, which resulted in record sales for VQA wines.

Whilst working as a brand creative at BrandsBC Sue worked with a range of clients from Edible Canada and London Sue Des Lauriers Drugs to Horseshoe Bay and Oliver Osoyoos Wine Country.“Sue’s fresh energy and knowledge of branding is going to be a huge asset to Tinhorn Creek Vineyards,” says Sandra Oldfield, CEO and Winemaker. “We’re looking forward to working with her to take Tinhorn forward into the next successful 20 years.”

andrew windsor Tinhorn Creek Vineyards is pleased to introduce their new Winemaker Andrew Windsor. An experienced bon vivant and global traveler, Andrew brings a unique blend of passion and scientific knowledge to the winery.

“Andrew’s experimental and innovative new ideas fit perfectly with our approach over the last 20 years of continually evolving and moving forward with our winemaking,” says Sandra. “Andrew’s worldly view will ensure a fresh direction as we continue to work dynamically to create our spectacular wines.”

Ontario-born Andrew’s first taste of wine was a friend’s parents’ attempt at homemade wine but it didn’t put him off and he went on to take a course in wine whilst studying Environmental Science at the University of Guelph. In his twenties Andrew met Jamie McFarland of The Ice House Winery, who invited him to assist with his ice wine project in Niagara-on-the-Lake. Andrew had a sharp taste of the winemaking world when he was called to start picking grapes at 3am in minus12C. Heading to warmer climes, Andrew gained a Masters of Oenology at the University of Adelaide in Australia in 2006 and then took on an Assistant Winemaking role at Mollydooker Wines in McLaren Vale, where he lived on the beach and cycled to work through vineyards filled with kangaroos. www.cdngrapes2wine.com

Working closely with Viticulturist, Andrew Moon and Assistant Winemaker, Korol Kuklo, Andrew will be overseeing the winemaking process from vines to bottle. He brings with him a wealth of experience having worked in wineries in the Okanagan, Marlborough in New Zealand and the Northern Rhone in France before returning to Canada to work as VQA Winemaker for Andrew Peller Ltd. in Niagara.

“France taught me that wine is not just a Andrew Windsor science but an art form, a culture and an expression of a place. Wine has the ability to take you to a place in the world without leaving your home,” says Andrew. “I want to make the best wine in Canada and the only place I can do that is the South Okanagan.”

Canadian Grapes to Wine • Summer 2014 Page 25

People/Staff Changes MEGAN DEVILLERS AND DANNY HATTINGH Rolf

de

Bruin,

president

of

Fort

Berens

Winery

announced

“We are absolutely delighted to welcome Megan de Villiers and Danny Hattingh to the Fort Berens team. Megan is our New Vineyard Manager and Danny is our New Winemaker.”

They are a couple in real life and also in the vineyard and cellar. They have worked together as a winery team for a number of years and join our team with experience from South Africa, the Southern Gulf Islands and the Okanagan. When Heleen and I met with Danny and Megan, we felt an immediate connection with them as we discovered that their journey was not unlike ours. We have all enjoyed many great adventures along the way.

While our paths were different, those paths led all of us to Lillooet, and we are so pleased that Megan and Danny are joining us here.”

Megan explained, “We feel like we are very compatible with Rolf, Heleen and the team. We are both ready for this next adventure and to begin exploring Lillooet. Geologically, this area is very different from other areas where we’ve worked, yet the climate is very similar, so we are excited to work in this new area and to see what we can create in this unique geographical pocket. We are both very passionate and motivated as we take on these new challenges in our careers.”

After a few years of working at different wineries, Danny, who is eagerly anticipating the completion of the new winery construction so he can begin making wine in this new state-of-the-art building, is also very excited to work with Megan again. He explained, “We both studied in the same school.

NATIONAL PACKAGING ORGANIZATION ELECTS SUZANNE FENTON TO BOARD OF DIRECTORS Suzanne Fenton, director of marketing, TricorBraun,

has been elected to the board of directors of the Institute of Packaging Professionals (IoPP), the most prestigious trade organization representing the packaging industry.

In 2013, Ms. Fenton was inducted into the organizations College of Fellows, an honor conferred in recognition of “Special and outstanding contributions and service to the field of packaging.”

That same year she received the IoPP lifetime designation as a Certified Packaging Professional (CPP). She initially earned the trade organization’s CPP designation in 2002. Since 1972 only 1500 individuals in the 5000 member trade group have completed the lengthy testing program.

TricorBraun (www.tricorbraun.com) is one of North America’s largest providers of rigid packaging and components. The company has more than 40 locations in the United States, Canada, Mexico, Europe and Asia. Its primary focus is on providing stock and custom-designed packaging for: personal care, nutritional supplements, cosmetics, health care, food and beverages, as well as industrial and household chemicals.

RIPLEY STAINLESS LTD. Quality tanks that shine

ph : 250-494-9310 fax: 250-494-8878

www.ripleystainless.com e-mail: tanks@ripleystainless.com 9732 Lenzi St., Summerland, BC VOH 1Z2

Page 26 Canadian Grapes to Wine • Summer 2014

We know and trust each other and we can communicate what we need from each other. It’s been said that wine is made in the vineyard and I truly believe this. I want to make wine from the vines and grapes that Megan tends to. We are on the same page and we take a real team approach to the way we grow grapes and make Megan DeVillers and Danny Hattingh wine. Rolf and Heleen have an & Kimbra the dog amazing vineyard and, along with the other owners, they have a very specific and well thought out plan for the future.

There are an additional 20 acres on the Fort Berens property to be planted in the coming years, so we’ll be working hard to learn which varietals, clones and rootstocks are best suited to the area.”

Winery construction

What’s Cool UNGAVA GIN SERVES UP DISTINCTIVE TASTE OF CANADIAN NORTH PREMIUM GIN GETS FLAVOUR, BRIGHT YELLOW COLOUR FROM HAND-PICKED ARCTIC INGREDIENTS

Its all-natural ingredients come from the vast unspoiled wilderness of the Canadian Arctic, a place so remote that few of us get the chance to visit it personally. But Canadians from coast to coast can now experience a taste of the north for themselves as the makers of Ungava Canadian Premium Gin release the truly distinctive spirit across Canada.

Ungava Gin, made in Quebec by Domaine Pinnacle, a leading producer of specialty alcoholic beverages, is the first authentic all-Canadian gin.

Taking its name from the expansive unspoiled region bordering Ungava Bay in northern Quebec, Ungava Gin is made from a combination of rare arctic plants and herbs that are harvested by hand during the short summer season and then infused in the spirit. Like a wine which gets its character from the region where its grapes were grown, Ungava Gin’s smooth, distinctive flavour also comes from its unique northern botanical ingredients, including Nordic Juniper, Wild Rose Hips, Cloudberry, Crowberry, Arctic Blend and Labrador Tea. “The unique climate of the Ungava region gives our gin its truly individual personality and memorable flavour. It tastes wonderful all by itself over ice or as the base for a cocktail,” says Charles Crawford, President, Domaine Pinnacle.

“We’re excited to be able to give more Canadians the opportunity to enjoy it.”

For more information, please visit www.domainepinnacle.com. www.cdngrapes2wine.com

What’s Cool NEW COOKBOOK SERVES UP INCREDIBLE GRILLED CULINARY ADVENTURES GRILL TO PERFECTION: Two Champion Pit Masters’ Recipes and Techniques for Unforgettable Backyard Grilling

by Andy Husbands and Chris Hart, with Andrea Pyenson April 2014 / Page Street Publishing

“Grilling to us is more than a way to cook, it’s a way of life,” the authors state. “This book is about grilling and for us, as in all our books, technique is the key. Because temperatures can vary dramatically in a grill, it’s important to develop a feel for the fire rather than rigidly follow recipes. Once you master the temperatures and timing on a grill, the sky’s the limit.”

Try this delicious grilled salad this summer:

Grilled Shrimp, Romaine and Radicchio Salad Makes 4 to 6 servings

Grilling lettuce is a fantastic way to add those great char flavors to a salad. The key is to sear the leaves without wilting them too much. Leave this for the last moment, and they will still be tender and crisp—and charred. A perfectly grilled shrimp should have a slight snap to it and be sweet and juicy. Pay attention to the sides of the shrimp to see when they change from translucent to white. They will continue to cook a bit even after they’re off the grill, so just before they are totally white, pull them off, let stand for a few seconds, then serve.

• Juice of 2 lemons • 1/3 cup/80ml olive oil • 1 shallot, minced • 1/4 cup/20g chopped fresh parsley leaves • 4 leaves fresh basil, roughly chopped • 1 tsp red pepper flakes • Kosher salt and freshly ground black pepper, to taste • Olive oil, for grilling • 8 to 12 shrimp (U-12), peeled and deveined • 1 head romaine, outer leaves removed, quartered through the core (no need to cut off the end)

• 1 small head radicchio, loose leaves removed, quartered through the core (no need to cut off the end) 1 wedge (about 4 oz/113g) • Parmesan or your favorite hard cheese, for garnish

Build a hot direct fire. Spread an even layer of unlit charcoal in the bottom of the grill. Fill a chimney with charcoal. Stuff two sheets of newspaper in the bottom of the chimney and light it. When the coals are fully engaged—you should see flames peeking over the top—pour them over the unlit charcoal. If using a gas grill, light the gas and adjust the temperature on both sides to high.

Make the vinaigrette: In a large bowl, whisk together the lemon juice, olive oil, shallot, parsley, basil and red pepper flakes. Season with salt and pepper. Set aside.

When you can hold your hands over the fire for no more than 3 to 5 seconds, clean the grill grate. Lightly oil the shrimp and season with salt and pepper. Grill for 1 minute, rotate 90 degrees and then flip. Continue to cook for 1 to 2 minutes more until the outer skin is pinkish red with a slight char on it and the split side has just turned from translucent to white. Remove the shrimp from the grill, place in the vinaigrette bowl and toss.

Make the salad: Lightly oil the romaine and radicchio and season with salt and pepper. Place the romaine quarters on the grill and cook for 1 minute per side (there are 3 sides), until it is slightly charred and lightly warmed. Transfer to a cutting board and roughly chop the leaves; discard the cores. Scatter the leaves over the serving plate.

Repeat with the radicchio, and scatter the leaves over the romaine. Spoon the shrimp in the vinaigrette evenly over the lettuces. Using a vegetable peeler, shave some Parmesan over the salad. Serve immediately.

Benefits of Angle 33 Wine Thermals: Made in Montana, Angle 33 wine thermals are hand-crafted.

*Angle 33 Wine Thermals keep red and white wines, as well as champagne, at the optimal serving temperature longer than any other product on the market.

• Angle 33 Wine Thermals eliminate the watery mess that traditional ice buckets create while still protecting the wine bottle.

• Angle 33 Wine Thermals are made of concrete and utilize the laws of thermal mass—not ice—to sustain wine temperature. There are no other comparable “wine chiller” products.

• Angle 33 Wine Thermals are each unique in character, which comes naturally with the medium of concrete.

• Angle 33 Wine Thermals have a multi-use concept/design that allows for stacking, storing, presenting, serving and chilling wine. The more horizontal rows, the higher they can be stacked, which is a great benefit for restaurants and small homes where efficient use of space is paramount.

• Angle 33 Wine Thermals are customizable with imprinted logos/designs/wording.

www.cdngrapes2wine.com

Angle 33 Wine Thermals • Available in 12 custom colors, Angle 33 Wine Thermals are a sexy, sleek and sophisticated addition to any table or bar.

Thermals VS Ice Buckets: NO WATER. NO ICE. NO SWEAT.

Find out more about why our Wine Thermals are the best “wine chiller” on the market.

www.angle33.com Canadian Grapes to Wine • Summer 2014 Page 27

Your Options, Our Promise.

As North America’s largest wine bottle distributor, TricorBraun WinePak shares your commitment, dedication and passion for winemaking.

We are proud to provide the highest quality glass sourced from the entire global marketplace to help package your wines beautifully– but that’s just the beginning.

From decorating services to warehousing, we are dedicated to fulfilling our promises of quality, efficiency, ingenuity and sustainability in everything we do.

We’re here to help. What can we do for you?

Now offering ultra-sustainable Free Flow kegs and versatile, easy to dispense flexible pouches.

BOTTLES | CAPSULES | DECORATING | DESIGN | ENGINEERING | REPACKING

1-800-DRINKWINE | TricorBraunWinePak.com/cgw2 |

TB-2921_CG2W-FullPg-Smr14-F.indd 1

5/13/14 12:54 PM