in the Mix magazine, Winter 2020, Vol. 65

Vol. 65 Winter 2020

BUILDING BETTER BEVERAGE BUSINESS

Trends are Back, Baby

5 On-Premise Beverage Trends to Know

Jamie Conahan of Folio Fine Wines Looks Back on His Career in the National Account Business

ONE OF THE MOST SUCCESSFUL SPIRIT LAUNCHES IN HISTORY A N D T H E M O ST FO L LOW E D S P I R I T O N I N S TA G R A M

AN ULTRA SMOOTH BLEND WITH NOTES OF VANILLA, HONEY, AND TOASTED WOOD

C O N TA C T YO U R L O C A L P R O X I M O S P I R I T S A C C O U N T M A N A G E R 2

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PUBLISHER’S LETTER

The New Era in Hospitality

Don Billings Publisher, in the Mix Media Founding Partner IMI Agency

“The pessimist sees difficulty in every opportunity. The optimist sees the opportunity in every difficulty” – Winston Churchill

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Hotels and restaurants are deconstructing, revamping and recreating their operations in the midst of a world pandemic.

Designers are met with the unique mission of creating imaginative new solutions to the challenges of physical distancing while hopefully avoiding an overall antisocial feel to their properties. As we read and observe all that is taking place and evolving every single day, several issues leap to the top of the list of subjects needing our full attention such as health, security, privacy and liability.

The industry is in the process of resetting the table. Hotels and restaurants have similar issues when dealing with human interaction and especially in the F&B aspects of space and services. Along with hospitality designers trying to re-imagine spatial distancing, staff training becomes critical for both front-facing and behind-thescenes, regarding hygiene and safety protocols.

One of the biggest challenges is revenue restart. How do hotels and restaurants start generating a sustainable revenue stream?

Things are changing rapidly and it’s incredibly difficult. In an article written by Megan Rowe in Hotels magazine, one revenue manager stated, “Alignment – between sales, marketing, revenue management and operations – is key so everyone has a very clear picture of what success looks like,” says Trevor Stuart-Hill, President of Revenue Matters.

This is a broad statement but Michael Doyle, managing partner and V.P. of CHM Warnick says, “Operators have learned from past crises that discounting is not the answer; value and location are, and value looks different today.”

Frequent forecasting will be the new mantra. “We’re learning every week about how things are changing,” says Monica Xuereb, Chief Revenue Officer at Loews Hotels. Loews developed multiple scenarios that dictate staffing levels, whether to open F&B operations and whether to deliberately cap occupancy to maintain service standards. This is all generating new strategies resulting in better business structure and performance levels through labor force, infrastructure, streamlining management and leveraging technology.

I can’t predict what the future will look like, but what I do know is that the heart of our industry is hospitality, which is the interaction of people. And our business is providing a positive feeling between our guests and our employees, and ensuring a welcoming environment. I suspect that we will see more efficiencies of operations and good wages for employees, but business models will have to adjust. So, I’ll paraphrase what Bashar Wali, President of Provenance Hotels, stated in a recent article on this subject: You’ll probably see a greater movement toward casual dining restaurants and in hotels giving people really good service, really good ingredients, quality food and drinks.

– Don Billings

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Brandon Wise

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Contents Cover Story

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Trends are Back, Baby by Mike Kostyo of Datassential

Features

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16.

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The Future of Hospitality: More Tech, Less Touch by Joel Feigenheimer NOT Making the Rounds with Helen Benefield Billings IMI’s Creative Services Department and Technology Services Nightclub & Bar’s, Evolve, virtual events

Interviews

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Jamie Conahan of Folio Fine Wine Partners looks back on his career with Celeste Dinos.

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Tony Abou-Ganim – Team Negroni Rides Again in 2020 to Support Breast

Cancer Victims Through the Helen David Relief Fund.

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Take 5 Interview with Taylor Katzman, Founder and CEO of Provi Recipe Articles

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Winter Inspiration Recipes from Andres Zamorano of Monin

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Contributing Writers BUILDING BETTER BEVERAGE BUSINESS Known as “The Modern Mixologist,” Tony is an accomplished bar chef, speaker and consultant who has created several original cocktail recipes, including the Cable Car, Sunsplash and Starlight. He has recently authored his second book, Vodka Distilled (Agate Surrey, publisher).

Tony Abou-Ganim

Larr y McGinn, Par tner Celeste Dinos, Par tner Don Billings, Founding Par tner

Mike Kostyo is the resident Trendologist at Datassential, the food industry’s leading market research firm. For more information about Datassential’s 2021 trends or the Future of Drink repor t, contact Kostyo at mike@ datassential.com.

PUBLISHER

D o n B illin g s E D I TOR I A L A N D D E S I GN

Mike Kostyo

Managing Editor – Michael Raven Designed by – Kester Chau of DFE Media Copy Editor & Proofreader – Christine Neal Associate Editor – Celeste Dinos Associate Editor – Helen Benefield Billings

E D I TOR I A L A N D BU S I N E S S OFFIC E 1 1 9 6 B u c k h e a d C ro s s in g Wo o d s t o c k , G A 3 0 1 8 9 P H O N E 7 7 0 - 9 2 8 - 1 9 8 0 | FA X 7 7 0 - 5 1 7 - 8 8 4 9 E M A I L m ike @ it m m a g .c o m WE B I T M m a g .c o m

Helen Benefield Billings Hospitality and Travel writer, and creator of “Making the Rounds,” Helen Benefield Billings has been with in the Mix since its inception in 2004. Helen lives in her native childhood home of Sea Island, Ga. when not travelling or attending industry functions with her husband, Don.

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Dr. Joel Feigenheimer Dr. Joel Feigenheimer is a for mer oper ator and an Assistant Professor at The Chaplin School of Hospitality, Flor ida Inter national Univer sity.

i n t h e M i x is p u b lis h e d q u a r t e r ly. R e p ro du cti o n o f a ny p h o t o g r ap hy, a r t wo r k , o r c o py p re p a re d by in the Mix is s t r ic t ly p ro h ib it e d w it h o u t p r i o r w r i tte n p e r m i ssi o n o f t h e p u b lis h e r. T h e a d ve r t is e r s a n d p u b l i sh e r a re n o t re s p o n s ib le o r lia b le fo r m is in fo r m a ti o n , m i sp r i n ts, o r t y p o g r ap h ic a l e rro r s . A ll e le c t ro ni c fi l e s su b m i tte d to in t h e M i x b e c o m e p ro p e r t y o f t h e ma g a zi n e . © 2 0 1 9 in the Mix a n d B u ild in g B e t t e r B eve r a g e B usi n e ss™ 1 1 9 6 B u ck h e a d C ro s s in g , Wo o d s t o c k , G A 3 0 1 8 9 . A l l R i g h ts R e se r ve d.

in the Mix is exclusively operated and owned by Incentive Marketing Inc .

Submissions: Incentive Marketing Inc. assumes no responsibility for unsolicited manuscripts or photographs.

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THE FUTURE OF HOSPITALITY: MORE TECH, LESS TOUCH

By Dr. Joel Feigenheimer Assistant Professor The Chaplin School of Hospitality Florida International University

During these days of uncertainty, individuals and businesses alike scan the horizon to forecast the future of our society in general and in our case, hospitality specifically. We all seem to be asking similar questions. How long will this last?

What will we look like when we come out on the other side?

What is the new paradigm and how will we be able to best operate? These and other similar questions are on the minds of every small business owner and corporate Board of Directors.

No matter how each organization rebuilds, in some ways we are never going back to the “good old days.” Whether it is labor cost increases due to a greater commitment to cleanliness or the “fight for $15 per hour,” all hospitality organizations will 12 in the Mix Magazine

be operating by new rules. An industry-wide shift to more efficient operations will be supported by an influx of new technologies. These technologies in many cases have already been developed and they apply to nearly all processes from guest-facing operations, such as hotel check-in or tabletop ordering of restaurants, to operational efficiencies such as software programs, which streamline everything from accounting and inventory to scheduling and ordering.

To offset increased labor costs, we as an industry will be required to find other areas in which to improve profitability. From the front desk to the back office, every procedure in our operations and every line item on our budgets will need to be reviewed with a new commitment to pushing the envelope, and sometimes even ripping the envelope open. Robotics, software, reengineering, consolidation and more will be required for us to dig our way out of this year-long chasm of uncertainty. One can

only hope that organizations will share ideas and work together to make hospitality once again one of the greatest industries in the world.

As a former operator, I believe I always told my staff the reality of the situation as I knew it — sometimes probably sharing too much information. Now as an educator, I feel the responsibility to tell my students about the realities of their future career path. While nearly all industries have taken a hit, we in hospitality and tourism seem to have been blasted with a nuclear bomb. However, our industry is broad and resilient and while it may take time, it will recover. Questions abound from students and employees alike. Should they stay in this industry? What about the next time? How can we protect our families and build for the future? As owners and operators, we cannot only be concerned with driving sales and profits again, but we must address these very real concerns of our most important assets, people.

It is our people, our team, that brought us success in the past. I continually explain to my students that no matter how good a manager they may be, without a quality team moving in the same direction they will not be successful. It is our team that will welcome back guests; it is our team that will come up with new and unique ways to move ahead. The most successful companies will be those who champion the input of their team members

and ensure that their organization is at the forefront of the great comeback.

No one knows how or when exactly this will end — all we do know is that things will be different. Each business and industry sector will clearly have its own challenges coming out of the hole that this pandemic has created. It is sad and disheartening to see so many great businesses and hardworking people lose their livelihoods to something that they had no control over. We will, however, make a comeback.

Different segments of the industry will clearly come back faster than others and the nimblest of organizations are already planning for this new reality, in whatever form it takes.

This confluence of committed team members and easy-to-use technology will be key in moving forward. One small positive from these last few brutal months is that the employees who remain in our industry likely have that “hospitality gene” — and they will be more authentic and welcoming to the guest as well as committed and true to the organization in which they work. We, in turn, need to be committed to them. Regardless of the specifics of regaining profitability as an industry, we must stand together, work with each other and promote to the public that we are vigilant in our efforts to keep our guests safe and provide the type of experience upon which they have come to depend.

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Winter Inspiration from Andres Zamorano

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Can you believe that the end of the year is almost here? Winter is upon us, and now is the time for celebration and merriment. To help you enjoy the holiday season, Andres “Dre” Zamorano, Beverage Innovation Manager at Monin, has created a melody of beverage recipes for you and your guests to enjoy. Dre has been in the beverage industry for well over a decade now, ranging in everything from beverage innovation to entertainment flair bartending. As far back as he can remember, he was fascinated with the discovery of new and interesting flavor combinations. His bartending career started in hotels and national chain restaurants, where he developed a love for crafting beverages that guests couldn’t get enough of. While working behind the bar at TGI Friday’s, he earned the opportunity to join their corporate headquarters beverage team. There, he was able to extend his beverage knowledge on an international level, creating cocktails that have been featured all over the globe. Dre’s skillset and belief in delivering the ultimate guest experience are what make these beverages the next perfect addition to your holiday menu. Let Dre help you deliver a smile and hearty laugh to your friends and family over Zoom or at your next get-together.

Cold Brew Wintertime Spice “Although being home during the holidays is essential, sometimes traveling is inevitable. I am a coffee fanatic, and when I fly, I love to mix Sweet Vermouth with my coffee, which inspired this drink. This cold brew cocktail combines earthy and sweet notes to create the perfect wintertime martini. Add to your menu for the weary travelers or make for your guests when they arrive, for a joyful pick-me-up.”

Glass size: 8 oz.

1 oz Cynar® Original Liqueur ½ oz Grand Marnier® Orange Liqueur ½ oz Sweet Vermouth 1 oz Monin Cold Brew Coffee Concentrate ½ oz Monin Spiced Brown Sugar Syrup in the Mix Magazine 14 Shake with ice, strain into chilled serving glass and garnish with nutmeg and a cinnamon stick.

Root & Rye Old Fashioned

“Nothing warms the soul like Rye Whiskey and root beer. Old fashioneds are extremely popular and adding root beer flavor gives the drink a nostalgic twist that reminds everyone of their childhood and family.”

Glass size: 12 oz.

2 oz Rye Whiskey ½ oz Monin Old Fashioned Root Beer Syrup 2 dashes chocolate bitters Stir with ice, strain into glass with ice and garnish with a dehydrated orange slice.

Winter Thyme Americano

“Low ABV cocktails aren’t going anywhere, and with most citrus fruits at their juiciest during the wintertime, these flavors are the perfect addition to low ABV delights. This twist on the classic Americano pairs Campari and Sweet Vermouth with a melody of clementine, blood orange and kumquat for a refreshing yet slightly bitter beverage you can’t get enough of.”

Glass size: 12 oz.

1 ½ oz Campari® Aperitif 1 ½ oz Sweet Vermouth ½ oz Monin Winter Citrus Syrup Stir with ice, strain into glass with ice and garnish with a dehydrated orange slice and thyme.

Arctic Garden

“Imagine a cold winter breeze over fresh snow. This drink is the embodiment of that delightfully refreshing experience. While lavender and Gin are typically associated with spring, the rosemary rounds out the flavors and brings this drink into a whole new season.”

Glass size: 10 oz.

2 oz premium Gin ¾ oz Monin Lavender Syrup 1 pump Monin Rosemary Concentrated Flavor ½ oz fresh lemon juice top with club soda Shake and strain into serving glass with ice. Top with club soda and garnish with a lavender sprig, lemon peel and rosemary sprig.

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NOT MAKING the ROUNDS

With Helen Benefield Billings

Four Seasons Resort Orlando – At Walt Disney World Resort Making the Rounds in 2020 has taken on a rather unexpected and sullen meaning for practically all of us this year.

A once charmed existence that included traveling around America and sometimes across the pond, frequenting great restaurants and distinguished bars came to a screeching halt last March with the onset of Covid-19. Sorely missed were (and still are) the days of jumping on a plane to an outstanding beverage conference or faceto-face client meetings, not to mention all those delightful business dinners with perfect wine and spirits pairings.

The “new normal” was not so welcome but adjustments were quickly made to working from home and participating in Zoom meetings galore, as we hunkered down to flatten the curve of the virus spread. Instead of globetrotting across the planet, I found myself meandering around the house with an occasional trip out for groceries.

I’m sure we ALL got creative and started mixing up various kinds of lovely beverage indulgences to enjoy while at home in quarantine, my favorite being the “quarantini” – which is just like a martini except you drink it ALONE! 16 in the Mix Magazine

Gardens, pools and towering pillars of Palms and Cypress As hotels, restaurants and bars gradually started opening up again under strict guidelines, we cast cabin fever aside and took to the asphalt jungle for a 3 ½-hour drive from our home in coastal Georgia to Orlando, Florida.

Our home base for this desperately needed journey was the Four Seasons Resort, a dazzling property nestled within the gates of Walt Disney World. A “lakeside haven dotted with gardens, pools and towering pillars of palms and cypress” would be the perfect descriptor for this striking Spanish Revival property.

The superb team at the Four Seasons took every precaution and effort to ensure all their guests were safe and secure. As we entered the lobby we were instantly guided through a special scanner that will detect a possible fever.

Beyond that initial checkpoint, the real fun could begin. Masks were required in all public spaces and hand-sanitizing stations could be found at every turn, with social distancing encouraged.

Still, FUN was on the docket.

Our room was spotless and fresh upon arrival, and exuded welcoming warmth in hues of orange, tan and cream. Our view was of a gorgeous residential neighborhood with the Orlando skyline in the background.

It was my birthday, so we had dinner at Capa, their dramatic 17th floor rooftop bar and signature steakhouse. Luckily, the weather was cool enough to be outside to enjoy the breeze and park views along with phenomenal tapas, wine and their signature drink, the Capa Gintonic. This libation was handcrafted with Caorunn Gin, Fever Tree Mediterranean Tonic Water, Gala apple, juniper, Key lime and botanicals — so light and refreshing.

BOTTOM: Four Seasons Resort Oak Suite BELOW: Room Service surprise for Helen’s Birthday

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My husband, Don Billings, treated me to a Halloween day of drinking and eating around the world at EPCOT featuring the Taste of Epcot International Food & Wine Festival — absolute nirvana. Once inside the park (masks on), we immediately purchased beer in Canada to begin the trek across six continents with stops at muchloved countries such as the United Kingdom, France, Italy, Switzerland, Germany, Mexico and Japan. Each country showcased mini specialty menus of palate-pleasing food and drink.

Under the vast and well air-conditioned structure of the World Showplace, we also perused a variety of cooking stations with on-site chefs presenting specialty cuisine paired perfectly with beer, wine, Champagne and spirits. Many of our personal favorites, such as Moet & Chandon and Appleseed Orchard, were represented. This warmed my heart, seeing familiar and spectacular brands up and running. It gave me such hope that everyone associated with our great and proud industry of hospitality beverage will be full steam ahead in 2021.

A new chapter is about to begin so let’s get ready, shall we?

ABOVE: Taste of Epcot International Food & Wine Festival 2020 LEFT: Helen and Don toasting OPPOSITE PAGE TOP: Capa Lounge OPPOSITE PAGE MIDDLE AND BOTTOM LEFT: Capa Gintonic Signature Drink OPPOSITE PAGE BOTTOM RIGHT: Capa Rooftop Bar and Signature Steakhouse FOLLOWING PAGE TOP: Adult pool and cabanas FOLLOWING PAGE BOTTOM RIGHT & BELOW: Another signature cocktail and Bloody Mary FOLLOWING PAGE BOTTOM LEFT: Rooftop Lounge overlooking EPCOT Winter 2020 • itmmag.com 19

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The award-winning Spanish Cava at a price that's ready to help you #CelebrateAnything.

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Trends are Back, Baby

5 On-Premise Beverage Trends to Know in 2021

By Mike Kostyo I have an idea: Let’s forget about 2020 and start thinking about 2021. Sounds pretty good, doesn’t it? Of course, we don’t want to jinx it, but there is reason to be optimistic about the year ahead (we know, we know — that’s what we said as we headed into 2020!). Namely, with a vaccine on the horizon, we’ll start to see life returning to normal in 2021. Well, the “new normal” that is.

The past year has changed our industry, consumer needs and wants, and our society as a whole in ways that we’ll be unpacking for decades to come. Some of the options and concepts that developed during stay-at-home orders last year were hits with consumers and will stick around for the long-term, like over-the-top outdoor seating areas and expanded delivery options. And then there are some trends that 22 in the Mix Magazine

consumers can’t wait to say goodbye to. For example, while some consumers developed a new passion for cooking, others can’t wait to turn the oven off again.

One thing is for certain, though, and that is consumers can’t wait to dine out again.

We’ve fielded over 40 consumer surveys over the course of the pandemic and through it all they have consistently told us how much they miss dining out. In many ways, the past year has shown them how important restaurants, hotels, stadiums and other foodservice locations are in their lives. They are an essential part of how they celebrate occasions, catch up with friends and family, network with coworkers, let off some steam, and support local businesses and the community.

These locations are also where consumers are introduced to new, exciting flavors and ingredients. That’s why understanding trends will be even more important in the year ahead.

Consumers can’t wait to get out and see what we have in store for them. They want to be “wowed” again. So how do you do it? And what other trends should be on your radar as you plan for 2021? Based on data from Datassential’s Future of Drink report, here are five trends that you should know in the year ahead: 1. “Wow” Experiences. Experiential concepts were already trending in foodservice before COVID-19 as a way to excite consumers who had seen it all – and as a way to entice them to shut off the delivery app and get out to foodservice locations again. After a pause in 2020, consumers will be ready for the types of experiences you can only get from foodservice again in 2021. For the on-premise beverage operator, consider experiences that consumers probably couldn’t accomplish at home last year. Think about wine, beer, or spirit flights and tastings that allow them to try lots

of new and interesting flavors and options. Think about the types of large-format drinks that elicit “oohs” and “aahs” when you bring them out, like over-the-top punch bowls and decanters, particularly for celebrations. Many consumers say they are already planning blowout celebrations in 2021 to make up for what they missed last year. This is the time for your team to flex their creative chops. Make sure you have at least one or two options on the menu next year that make consumers want to share them on Instagram and celebrate that they are eating out again.

2. Healthy Indulgence. Consumers can’t wait to get out, celebrate and have a drink (or three) again in 2021, but they’ll also be a little torn. For many consumers, eating healthy took a backseat to comfort foods in 2020, and more than a few of us have the added “COVID-19 pounds” to show for it. So, while consumers want to get out and enjoy everything that an operator has to offer next year, they’ll also have health and wellness in the back of their minds, as well – it was a global health crisis, after all. So, give your customers the be st o f bo t h wo r l ds. C o n s i de r w ay s that y ou Winter 2020 • itmmag.com 23

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can make your patrons feel a little bit better about their indulgence by incorporating healthy ingredients, lower-ABV options and functional benefits. Over half of consumers tell us that they want to see immune-boosting ingredients at every place they go out to eat, and nearly half say they want to see them in every food and drink, even options you wouldn’t expect to see them in like burgers and burritos. Consider adding more citrus drinks to the menu; consumers say that vitamin C is the top vitamin or mineral that boosts immunity.

There are now hundreds of beers, wines, spirits and ciders that are aimed at the wellness and self-care market, from workout recovery beers to calming cocktails. In 2021, meet your customers in the middle with the drinks they want that have the health benefits they know they need.

3. Hard Everything. After the rise of seltzer brands like La Croix, the alcoholic beverage industry took notice and came up with hard versions that, of course, led to the rise of hard seltzer and brands like White Claw. Last year, hard seltzer was the fastest-growing trend on menus overall – not on alcoholic beverages menus, but across every menu category. In the year ahead, be on the lookout for hard versions of other trending drinks to start making their mark on the menu. Hard kombucha has already been growing on menus, partly driven by the health-meetsindulgence trend mentioned previously, while alcoholic versions of matcha and green teas are also showing up for similar reasons. As we head into the winter, consider adding hard chai to the menu, as chai is quickly becoming a mainstream U.S. favorite and is up 34 percent on menus in the past four years. Also expect to see more nut milkbased spirits alongside creamy liqueurs like Kahlua and Bailey’s to appear in the years ahead. And hard seltzer isn’t going anywhere but you’ll have to do more to stand out in 2021. Consider more unique flavors or allowing guests to personalize their hard seltzer with flavored syrups.

4. Expand Your Mind. Things are about to get a little weird. After four more states legalized cannabis this year, now one-third of Americans live in a state where it’s recreationally legal. Going one step further, both Oregon and Washington, D.C. legalized psychedelics for therapeutic use, paving the way for further legalization in the future.

The alcoholic beverage industry is taking notice, creating more drinks that speak to the uniqueneed states driving cannabis and psychedelic 26 in the Mix Magazine

legalization. Instead of beverages that are solely designed to get consumers a little toasted, these new drinks use ingredients that may make them feel a little euphoric, relaxed, happy or introspective. Some operators are also using new buildouts and redesigns to meet these consumer needs, trading clubby dance floors for relaxation lounges and cozy hangout spaces. In the year ahead, consider menu options and concepts that meet these developing consumer needs and wants.

5. Ghost Bars. Last year was a big year for ghost kitchens and virtual brands, and we’ll only see more of them in the year ahead — well, in so far as we can “see” a ghost kitchen. Though delivery will slow down a bit in 2021, on the whole it’s here to stay, and that could include alcoholic beverage delivery, which has been a popular offering that both operators and consumers want to see stick around in the future. Expect to see more virtual and ghost bars that only pop up for a short time, like a branded pop-up bar that’s only available for delivery, or a limited-time ghost bar developed with a famous celebrity or bartender. Multiple stadiums and hotels in the U.S. developed virtual brands in order to survive last year, but the successful options will be here for the long haul. In the future, don’t limit yourself to your brand or concept; consider how to reach other markets and demographics with a ghost kitchen or bar.

There is a real need and demand for innovation and hospitality in the year ahead.

Consumers will be looking for us to welcome them back with the unique trends and concepts that they just can’t get at home. As you begin to plan your year, consider the ways that you can not just meet these needs, but exceed consumers’ expectations. For some of your patrons next year, it may be the first time they are celebrating a birthday or special occasion with friends or family again. It may even be the first time they are stepping foot in a restaurant or foodservice venue since the virus began. It will be a meaningful year – let’s also make it a great one.

Mike Kostyo is the resident Trendologist at Datassential, the food industry’s leading market research firm. For more information about Datassential’s 2021 trends or the Future of Drink report, contact Kostyo at mike@datassential.com.

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28 in the Mix Magazine

Ruth’s Chris / Sizzling Steak Concepts Cocktail Photoshoot SPARKLING

CREATING INNOVATIVE PROGRAMS THAT EXCEED EXPECTATIONS

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collateral materials. Our designers are skilled at creating showstopping graphics that make your promotions stand out.

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Winter 2020 • itmmag.com

29

PRINT PRODUCTION AND FULFILLMENT— CSD has longstanding relationships with best in class production and fulfillment houses and can work with service providers of your choice to ensure consistently exceptional quality and prompt delivery of your promotional materials.

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CLICK TO VIEW VIDEO

of onscreen digital promotion boards and online flipbooks for brochures and other publications.

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30 in the Mix Magazine

Aimbridge Hospitality Beverage Menus Full Service & Select Service

“Thank goodness distilleries went back to making spirits, we’ve got enough hand sanitizer.”

Cocktails

“Isolation happens. Gin helps.”

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AFFORDABLE, FLAT-RATE PRICING THAT HELPS MAXIMIZE YOUR PROMOTIONAL DOLLAR

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CSD offers a budget-friendly flat-rate fee structure to eliminate the unwelcome sticker shock that often accompanies receipt of the final bill for creative services. We take pride in being fully transparent, with our Clients and Supplier Partners, with upfront pricing quotes. From estimate to final invoice, you can be confident our pricing will stay the same. Charges for any add-ons you may request, such as printing and shipping, will be quoted separately and clearly.

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Winter 2020 • itmmag.com 31

TECHNOLOGY SERVICES OUR DIGITAL PLATFORMS, TOOLS AND ONLINE SERVICES PUT USER-FRIENDLY MANAGEMENT TECHNOLOGY AT YOUR FINGERTIPS. IMI is proud of our role as pioneers in developing creativity-meets-technology solutions to help hospitality professionals manage promotions and events in the digital space. We understand that effectively leveraging technology can mean the difference between staying ahead of the curve and constantly playing catch-up. IMI offers our Clients and Supplier Partners innovative and creative platforms and services that result in Building Better

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Our user-friendly, proprietary software and capabilities include:

IMANAGEBEVERAGE—This mobile-friendly, interactive website and app tool lets your team access information on all your beverage initiatives on one single platform. Features include searchable recipes, training and education assets, details on program and promotion initiatives and staff recognition and rewards.

32 in the Mix Magazine

CONTACT US FOR A DEMO

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IMANAGEPROMO—Functioning as a consistent launching pad for your promotions, this management software enhances effectiveness by providing a tracking platform for sales data, detailed reporting and a participant dashboard that encourages friendly competition among unit teams. IMANAGEPROMO can manage multiple promotions and lines of business on a single platform.

IMANAGEEVENTS—Our event package facilitates ease of management and maximizes the effectiveness of your virtual, in-person and hybrid events. Services include Zoom and Teams event management and hosting, creating a virtual or hybrid event space, and development of a website and mobile event app. IMI’s technology team can also manage registration, live streaming, prerecorded videos, and A/V production.

ONLINE SOLUTIONS—IMI offers a myriad of online tools to help you manage your beverage business…comprehensive custom beverage websites, competition submissions/ voting portals, event registration, beverage assessment surveys, RFP submissions and sales data collection and reporting.

IMANAGEEVENTS Winter 2020 • itmmag.com 33

IMI’S BEVERAGE TASTING APP—An easy-touse app can accommodate an unlimited number of tasters while providing real-time results. The app allows you to compare demographics of your guests, tasters, and beverage brand profiles to aid in your final decisions.

ZOOM AND TEAMS HOSTING—IMI offers a complete lineup of services to support you in delivering successful, stress-free online meetings, including meeting/ webinar hosting, recordings, management of participant registration and pre-meeting rehearsals. Packages include the services of an event tech manager to assist with such functions as tasting events, wine pairing dinners, RFP meetings, supplier meetings, consumer-based events, and company meetings.

34 in the Mix Magazine

LET US PUT OUR TECHNOLOGY TO WORK FOR YOU. Our IMANAGE suite of services and other promotion management systems and tools can motivate your staff to sell and your guests to purchase. We would be glad to connect and talk about how IMI’s technology team and tools can best meet your specific needs.

Get in touch with us at it@imiagency.com today.

Winter 2020 • itmmag.com 35

Jamie and Mr. Mondavi.

Interview with Jamie Conahan

National Account Sales Manager at Folio Fine Wine Partners When we heard Jamie was retiring this past fall, I knew we had to do an interview with my old friend whom I have worked with since the eighties.

I asked Celeste Dinos, V.P. of Operations and Partner at IMI Agency, parent company of in the Mix, to drive over to his and his wife Tricia’s house outside of Atlanta for a one-on-one live interview.

Here is what transpired.

I wish you the best of times Jamie!

-Mike Raven One of my all-time favorite National Account On-Premise wine sales icons is retiring on December 18th, showing me that even in the last month of the year, 2020 still has a few tricks up its sleeve.

IMI has had the pleasure of working with Jamie Conahan since the mid-1990s. He is a true and consummate gentleman who knows what it means to build a relationship and how to treat a customer. He believes in the mutual respect that brings that same treatment in return.

-Celeste Dinos 36 in the Mix Magazine

Celeste Dinos: Jamie, before we talk about your retirement and future, take us back to the beginning. Where did you get your start in the business?

Jamie Conahan: I started my career in hospitality in Key West at the Pier House, where I booked Jimmy Buffett on his first gig in the infamous Chart Room. I also became good friends with celebrity chef Norman Van Aken.

Those were some fun times! I then went to work at the Bitter End Yacht Club in the British Virgin Islands. I must have been good at food and beverage because I certainly couldn’t sail.

After two years, I went to Guest Services where I met our mutual friend, Mark Drake, who at the time worked for Forman Brothers in Virginia. Mark was responsible for my first interview with Robert Mondavi Winery (RMW). I did not get the job. But as Cal Ripken, the famous Baltimore Oriole, once said, “Perseverance is a gift.” I called the national sales manager, Larry Graeber, twice a month for about fifteen

months. Finally, a gentleman who would become my mentor, Mitch Clark, just gave me a job in Tampa so I would quit calling. Then guess who became one of my best friends in Tampa? Mike Raven, who was working at Carbo, our distributor, and who is now editor of in the Mix magazine.

CD: What are some favorite memories of working at RMW that you would like to share?

JC: One of my favorites is working with Mr. Mondavi. I have a great photo of him with his arm around my shoulder and we both have these great big smiles. He would say, “Jamie, it is okay to call me Bob.” And I would reply, “Okay, thanks Mr. Mondavi.” Calling Mr. Mondavi “Bob” just was not the way I was raised. All men put their pants on the same way but still, Mr. was always Mr. to me. I have great respect for everyone in the Robert Mondavi family but especially for Michael, Rob and Dina, who have always treated me like a member of their family.

Another favorite memory was working with Rob Gillette and Ben Crenshaw to produce etched magnums of 1994 Opus One for both the European and U.S Ryder Cup teams for the 1999 Ryder Cup at the Country Club in Massachusetts. We were hanging out with Celine Dion, Glenn Frye, Jimmy Craig from the Olympic hockey team, and Ben and Julie Crenshaw. It was a day I will always cherish. By the way, it was one of the greatest comebacks in Ryder Cup history. The fans were running up the 18th fairway pulling grass out of the ground as souvenirs. Crazy.

During my years at RMW, I had the pleasure of working with Mark Crisler (who now owns Trellis), David Francke (at Chappellet), Eric Bahn (at Banfi), Dale Bishop (at Duckhorn), Chris Vyenielo (at Frank Family) and Terry Boyer (at Bacardi USA), all of whom I am proud to still call friends.

CD: How did you end up at Folio Fine Wine Partners?

JC: After the sale of Robert Mondavi Winery, Michael asked his wife if she wanted to go to lunch. Isabel replied, “I married you for breakfast and dinner, but not for lunch. Go start something.”

I always felt Michael was going to do something courageous on his own, and he came back and hired about 20 people from RMW to instantly make Folio successful. That included Mitch Clark to run sales, and Paul Hoffman and me to start up national accounts.

TOP: 2. Commemorative Opus One Ryder Cup Bottle (front) BACK: Commemorative Opus One Ryder Cup Bottle (back) Winter 2020 • itmmag.com 37

38 in the Mix Magazine

ABOVE: Jamie with Don and Helen Billings at their wedding in 2001.

TOP: Michael Mondavi and Jamie hosting customers for a wine dinner in Sedona.

LEFT: Jamie and Tricia Conahan OPPOSITE PAGE TOP: Jamie with Arnold Palmer.

OPPOSITE PAGE BOTTOM: At the Capafons-Osso Winery in Spain.

Winter 2020 • itmmag.com 39

CD: That was smart.

JC: It was smart, instant success. My old buddy Paul and I really rocked it, and to this day Folio enjoys great presence in that arena. I am very proud of being part of Folio’s continued success.

CD: How many different countries have you traveled to on business?

JC: Honestly, I have lost count. Russia, Germany, France, Denmark, Netherlands, Austria, Italy, United Kingdom, Spain, Portugal, Chile, Argentina, Aruba, Jamaica, Costa Rica, Mexico – they all come to mind. I tell my golf friends that for an Irish kid from nowhere I sure have been lucky to travel the world, while getting paid to do it. I have been to almost all the countries I have truly wanted to visit, except Australia. I am still waiting for Mark Crisler to invite me on that trip.

We even did winemaker dinners in Moscow.

And you may think we flew to all those places, but we actually drove a BMW with a bunch of wine in the back. I was on the Autobahn driving for the first time and my European colleague said, “You’re driving too slow. Get out of the fast lane. Move over.” I was going 120 mph! He said, “That’s nothing. A Ferrari will be up your {bleep} any second.”

CD: What has been your favorite country?

JC: In Austria, I met Lenz Moser and Dieter Huebler, when they were part of RMW Europe.

(Lenz and Dieter later started Laurenz V wines.) My wife and I fell in love with Vienna and discovered that Dieter is the best host on the planet. He made us feel likely royalty throughout our visit. We are planning to return in July to spend more time with Dieter and his lovely family, and hopefully attend the 2021 Austrian Formula One race.

CD: Do you have a favorite wine or one you have more of an affinity for (of those you have sold)?

JC: This answer comes from the famous sommelier and Master of Wine Tim Hanni. He always said his favorite wine was the one that was open in front of him.

40 in the Mix Magazine

CD: You have had a long and successful career. Who were your mentors in the business?

JC: Michael Mondavi and Mitch Clark.

CD: Which customer will you miss the most?

JC: Yikes, that is a tough one, but it’s Mary Melton. Can I say that?

CD: Sure. Why? JC: We were in Priorat, Spain with Señor Capafons-Osso, tasting his wines. There was a vintage of his wine Vessants that had not initially been imported or purchased by Folio, and he had no home for it. After we tasted it, Mary asked, “How many cases do you have?” I replied, “Five hundred cases.” Mary said, “I’ll take all of it.”

When our guide, Nicole Andrus, leaned over and translated to the señor, he started crying right there at the table. Mary did not have to do that. I mean it was some great juice, but it was also such a kind and noble gesture on Mary’s part.

CD: Any others?

JC: There are so many customers I will cherish for various reasons. Tylor Field convinced Mark, Michael and Tim Mondavi to come together for Morton’s The Steakhouse’s 40th anniversary celebration and produce a wine called Fourth Leaf. It was blended and made by their children, Rob Mondavi and Angelina Mondavi. It was a remarkable night celebrated at the Charles Krug Carriage House in Napa. All thanks to Tylor, who will always be a gentleman, a friend and a class act.

There is also Scott Cronin at ESquared Hospitality/BLT. We met around five years ago, and I will really miss flying to New York City to spend time with Scott. We have only known each other for a few years but it is like we grew up together. Kindred spirits, I guess.

The one person I will miss greatly at Folio is Rebecca Hopkins who I feel is the best communications director/pr person in the wine business? Why? She has her own site that deals with the professionals in our business that are dealing with drug and alcohol abuse and job loss, and not to mention she is a talented, respected wine writer.

Alba Italy 2006

Don and Mary Melton with Jamie in Italy 2011 Winter 2020 • itmmag.com 41

TOP: PF Chang’s Conference 2019 ABOVE: Jamie, aka., Arnold Schwarzenegger hosting an Austrian wine dinner with Lenz Moser at The Ritz-Carlton in 2007.

RIGHT: Salesperson of the Year Award FAR RIGHT: Tim Mondavi Dedication to Quality Award 42 in the Mix Magazine

CD: What is one of the wildest memories from travelling abroad?

JC: On that same trip to Spain, Mary Melton, Don Melton, Nicole Andrus, you and I ran with the bulls. Not in Pamplona, but in the smaller town of La Guardia, in Rioja. I’ve learned that trying to slap a bull on the butt is a crazy idea.

I’m not kidding. It’s one of the dumber things I’ve done … and there are a lot those.

CD: What would you tell someone just starting out in the business?

JC: You don’t have to have money to have class. Remember that you are not the most important person in the room. Treat everyone with respect and treat them how you would expect to be treated.

CD: I have been present at conferences when you have won Supplier of the Year awards.

Can you tell us about those?

JC: Thank you. My first P.F. Chang’s award was called the Lucky Cat award. I was extremely pleased to receive this as it was a tribute to outstanding customer service. I’ve also received Supplier of the Year awards from both P.F. Chang’s and Ted’s Montana Grill, and the Salesman of the Year and Tim Mondavi awards while at RMW. But even more important to me is the recognition I was able to put together for my customers. In 2000, we hosted an awards evening at Charlie Palmer’s Las Vegas restaurant, Aureole.

The dinner was personally prepared by Chef Daniel Boulud, who paired each course with RMW wines. We commemorated our customers’ success and contribution to hospitality, giving awards to Rob Gillette (Marriott International), Russell Greene and Howard Gordon (Cheesecake Factory), Michael Byrne (Smith & Wollensky), Bill Edwards (Olive Garden), and John Washko (Four Seasons), among others. They didn’t really give me a budget, but it was such a big spend I was only able to do it once.

CD: I also know you were instrumental in launching a new wine label in conjunction with Hyatt. Tell us about that.

JC: In Folio’s early days, I was with David Francke (our GM at the time), sitting with Paul Daly and Barry Prescott at Hyatt’s offices in Chicago.

They were looking for a partner for a new wine

label and they were going to give the deal to a major competitor OR this startup company called Folio. Paul Daly, in his own Irish way, said, “The only way we would consider you guys at all is if we can put Michael Mondavi’s name on the wine.” Francke said we would do it. I said, “Time out!”

David and I went out in the hallway, and I said, “Buddy, we have to call Michael first.” He replied, “No, we don’t. We are going to do the deal.

We’ll tell him later.” And we went back in the room and I was thinking, “I cannot believe we are going to do this.” David tells Paul and Barry, “Yes, we’ll do it, but here’s the deal. Michael has his own wines that are being launched, so it can’t be on the front label. But we’re happy to put his name on the back label.” And that sealed the deal.

I cannot believe we did that without Michael’s permission. For a while (and not the first time in my sales career), I thought, “Oh my gosh, we just lost our jobs.” But Michael always said it was better to ask for forgiveness than permission. So, we got away with that boldness and that’s how Canvas was born.

A decade later, Michael and I flew back to Chicago to celebrate the one millionth case of Canvas being shipped. It has been a hugely successful wine for Hyatt and we could not be prouder. mind?

CD: What great customer memories come to

JC: Everyone thinks the wine business is all glamour and travel and long lunches, but you do have a responsibility to actually sell wine. One of my best-worst moments was my first sales call to Alan Stillman, who owned Smith & Wollensky in New York City. I was in the office with Alan, Patrick Colton and Michael Byrne. They wanted a crazy deal for a Robert Mondavi 1987 Cab Reserve. The wine was on allocation so I told them I couldn’t authorize the deal.

Stillman said, “Does Michael Mondavi even know you’re here?” I replied, “No, but I work for him, so it’s my responsibility to be here.” He said, “I’m going to call him.” I said, “Go ahead!” Alan said, “Get the {bleep} out of here! Get him outta here!”

He threw me out ... not physically, but he told me to leave. Told me to get out!

I got to the bottom of the stairs at Smith & Wollensky, and Pat came running down and said, “Hey, you just passed the Irish litmus test. He wasn’t serious. Come back up.”

When I returned, Alan was gone. But it was probably a whole setup. I became instant friends wi t h M i ch a e l a n d P a t . P a t i s st ill w ith S m ith & Winter 2020 • itmmag.com 43

At an event in Atlanta with industry colleagues.

Wollensky, and I still do business with him to this day. And that is a true story — I got 86’ed from Smith & Wollensky on my first sales call.

CD: Any other special moments with customers?

JC: Another great customer memory is sitting with Otto Svensson and Horst Schulze in Horst’s office in Atlanta. This was back before The Ritz-Carlton Hotel Company was purchased

by Marriott. I was so enamored with these gentlemen and how they conducted business. I will always remember walking with them through the hallways in the heart-of-the-house of The Ritz-Carlton in Buckhead and seeing the hotel’s famous motto framed on the walls, “We are ladies and gentlemen serving ladies and gentlemen.”

I have always tried to remember that and heed those words.

My wife, Tricia, and I were married in that hotel more than 20 years ago. It has a special place in our hearts.

CD: Speaking of marriage, an interesting fact is that you have been known to play Cupid from time to time.

JC: (Laughing) Well, I did introduce my lovely, blonde, next-door neighbor, Helen, to this 44 in the Mix Magazine

guy you may know, Don Billings. Don was President of IMI Agency back then and I just had a feeling that he and Helen would hit it off. And they did. As you know they just celebrated their 19th wedding anniversary last month.

While I did not introduce Rob Mondavi to his wife, I did go on their first date with them to Bacchanalia in Atlanta. Rob spent the entire evening talking to Tricia, and I spent the entire night talking to his date (now wife), Lydia.

Both couples are still very close friends of ours to this day.

2021?

CD: What plans do you and Tricia have for

JC: We just bought a new home with a few acres up in the rural suburbs of Alpharetta, Georgia. Retirement life for us is all about “horses and (golf) courses.” And also spending more time with our legendary dogs, Molly and Oatmeal, who are slowly adjusting to country life. They love all the open space but the sounds of the coyotes howling at night are giving our puppies the chills.

CD: Sounds idyllic. Jamie, from all of us at IMI and in the Mix, congratulations on your retirement and 45 years in the hospitality industry!

You will certainly be missed by many.

On behalf of our family and Folio Fine Wine Partners, we wish

Jamie Conahan

a happy retirement.

Thanks Jamie, for 35 years of professionalism. commitment and dedication to our family and the wines we represent.

Michael Mondavi Founder and Coach

Š 2020 Folio Fine Wine Partners, The Michael Mondavi Family, Napa, CA.

Winter 2020 • itmmag.com 45

Team Negroni Rides Again in 2020 to Support Breast Cancer Victims Through the Helen David Relief Fund

By Mike Raven, in the Mix Managing Editor

Long-time contributor to in the Mix, Tony Abou-Ganim is an enthusiastic cyclist besides being the quintessential barman. Tony founded the Helen David Relief Fund (HDRF) at the USBG Foundation to remember and honor his late cousin Helen. The yearly ride is to support women fighting breast cancer who work in the bar industry. Tony and his “Team Negroni” have ridden every year since 2015 to support the cause.

“This is a cause near and dear to me.

Helen was an incredible person on both sides of the bar. She was the first person to put a cocktail shaker in my hands and was my original mentor.

It’s due in large part to her that I have pursued the bartending profession and have enjoyed the 46 in the Mix Magazine

wonderful career it has afforded me,” Tony states.

The goal of the Team Negroni program is to raise funds for the HDRF, which supports those in the hospitality industry, and their families, who are diagnosed with cancer and may be undergoing treatment. The program’s secondary goal is to encourage bartenders and spirits aficionados to choose a healthier lifestyle, all while building camaraderie and community.

I had the chance to talk to Tony about his recent ride.

Mike: Well, how did the ride go? Did you make a lot of money for the HDRF?

Tony: The ride, rides, were amazing! I finished the month of October with 1002.94 miles and I needed every day to complete it. Together we raised nearly $50,000 for the HDRF! Mike: 2020 must have been a hard year with a lot of tight pocketbooks.

Tony: Yes, especially anyone working in the hospitality industry has had it particularly rough this year. I had set a very lofty goal of raising $100,000 and collectively, Team Negroni, raised nearly $50,000. I want to thank everyone who dug deep and helped us raise this amount of money. Like I always say, “Every dollar, like every mile, makes a difference!”

Mike: How does this compare to your first ride in 2015?

Tony: Well, in 2015 it was just an idea to form a bicycle team to benefit the HDRF as well as to physically benefit all of the industry professionals

who joined the ride. In 2015 we rode in two cities as a team, San Francisco and Las Vegas. From those early beginnings, we expanded to over 20 cities each year and were planning our biggest turnout to date in 2020.

Unfortunately, as we all know, COVID happened and threw a wrench in everyone’s welllaid plans. All of our team rides were canceled and we invited people from the beverage community to ride and fundraise on their own. I’m very proud of everyone who joined me in this quest to help those less fortunate. The Helen David Relief Fund is truly bartenders helping bartenders!

Mike: How many crew members did Team Negroni have?

Tony: I know we had a group of over 25 riders and some international as well, the final ride here in Las Vegas was with eight of our brothers & sisters joining me to celebrate the end of the ride and breast cancer awareness month.

Winter 2020 • itmmag.com 47

Mike: You team up with the USBG Foundation.

Tell us about that partnership.

Tony: I had the idea for the HDRF in 2010 and as a lifetime member of the USBG, I immediately contacted them. This was also the time they were forming the USBG National Charitable Foundation as a 501(c)(3) so we were able to include the HDRF under the same charitable umbrella.

The Helen David Relief Fund was set up specifically to benefit bartenders and their families who are battling breast cancer but we have now included other forms of cancer as well. (Helen herself was a twotime breast cancer survivor.)

Today, all charitable contributions run through the USBG Foundation and are earmarked for bartenders who apply for a HDRF grant. We provide assistance to all bartenders working in our industry, not just those who are USBG members.

48

in the Mix Magazine

Mike: Are you looking forward to 2021’s ride?

Tony: ABSOLUTELY! Now that I have accomplished my goal of riding 1000 miles for Helen in October, I have taken a little break from the bike but I’m looking forward to getting back in the saddle soon! I love the preparation and training aspect of riding. The intention was never to just do a charity ride for the HDRF but to include bike riding in my life to also take better care of my own health and to encourage, and possibly even inspire others, to do the same. There is nothing better that you can do for your own well-being than to give back and help others less fortunate.

With any luck, we will be able to return to hosting rides with our USBG brothers and sisters in cities around the country in 2021, and continue to raise funds and awareness for the Helen David Relief Fund. See you on the road!

Happiness!

Frank Inde lica to

WE’RE IN THIS TOGETHER To all restaurant operators and their incredible teams, you make us proud!

You have pivoted in your approach to think creatively and collaboratively to serve the communities where you live and work. Thank you! Wish everyone continued health and safety through the Holidays and in the New Year!

WWW.DELICATO.COM

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While the past decade has brought a flurry of software providers into the hospitality industry, the process of actually placing an order for a bar or restaurant has long remained unchanged and cumbersome. Enter Taylor Katzman, the founder of Provi, the online beverage management solution designed to simplify the process of ordering alcohol for the on- and off-premise. Provi has come a long way since its inception in 2016. Well-funded and growing exponentially across the U.S., Provi is poised to launch from being the best-kept secret in beverage to the indispensable tool for operators in all three tiers of the beverage industry.

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Mike: When did you realize the industry was in a need of a beverage management solution? How did Provi come about?

TK: I met my wife in San Francisco, where I worked in startups, running business development for a consulting firm that was doing eCommerce. That company was acquired in 2012, so we decided to pack up and move closer to her family in Chicago. There we started a distillery that makes European-style fruit brandy (Rhine Hall). And so, I entered the beverage industry with the perspective of how software can make people’s lives easier, and with an assumption that the right kind of tools can unlock growth and happiness for any kind of person or business.

Right away I encountered firsthand many of the challenges we all face in our industry: suppliers struggling to get the word out about their latest products, distributors slogging through manual penand-paper order processing, retailers juggling dozens of relationships and keeping track of all of their inventory needs. And this is all just the ordering process.

That’s when I knew there had to be a way to make this process easier, for everyone.

Mike: Why should a bar, restaurant or retailer care about Provi? How does the platform benefit them?

TK: The beverage industry is all about bringing people together for great experiences, and that’s Provi’s DNA too. Our marketplace provides a refreshing sense of transparency into the entire alcohol beverage value chain, something that was lacking even just a few years ago. If you’re a bar manager, we can cut the time it takes you to manage your beverage program in half with tools that make it easy to order and easy to track inventory.

But we know that’s just one piece of the puzzle.

So if you’re a distributor, we help to elevate your customer’s ordering experience and increase your sales team’s productivity. If you’re a beverage brand, we can boost brand visibility and product awareness with tools to manage how your product listings look and feel. For us, it’s all about simplifying, streamlining and connecting. We want everyone in this industry to feel empowered and be able to thrive.

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Mike: I know no entrepreneur can ever totally predict how their product resonates in the market.

What’s one thing that has surprised you about the traction Provi has had?

TK: We started with a great experience for onpremise beverage ordering; and like a lot of people, that meant thinking about how to help the little pub on the corner that’s looking for an easier way to get things done. What’s been incredibly exciting for us is how powerful the Provi toolkit is far beyond that initial scope.

Convenience stores, liquor stores, hotels, golf courses, national and regional chains — any business that serves or sells alcohol is one we can help. It’s really exciting to see how diverse our customer base has become. They’ve really taught us how our product does more than we knew.

Mike: How so?

TK: Provi is a true marketplace. All products are available in a single place so that retailers can get a full picture of their beverage orders without cobbling together various spreadsheets or downloads. We like that because it’s exactly like the real world, where of course there’s competition. Siloing communications doesn’t change that, it just pretends to. Better yet, though, the complete picture Provi provides also means we can support multi-location businesses by creating, and even locking in, pre-approved product lists. Now with a single click operators can order the exact products they need from all distributors, saving tons of time for them and ensuring their corporate stakeholders are happy.

Everyone wins.

Mike: Where do you see our industry 10 years from now?

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TK: Like every industry, I definitely see a continued push towards integrating more technology into everyday processes. I see data being widely available to help maximize profits and provide the best experience for all sides of the industry.

Our industry is hard work, with long hours on our feet and demanding details every day. And that’s all before being pummeled by a global pandemic and the pressures of keeping our patrons safe. We deserve a chance to eliminate as many of the headaches and inefficiencies as possible.

Photo by Drew Clark

Buyers Device

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Thought Leaders at Questex’s Evolve

Talk “Innovation Exhaustion,” Beverage To-Go Programs and Pivoting During the Pandemic

by By Aaron Kiel

Questex’s Bar & Restaurant Group – owners of the Nightclub & Bar Show and VIBE Conference – is hosting a must-attend virtual event series called Evolve, a free multi-month educational and networking program.

Evolve, which kicked off November 10, 2020 and runs through April 2021, aims to spread innovative ideas to as many in the industry as possible, to help them strategize financially and mentally during the COVID-19 pandemic. Washington, D.C. was chosen as the first virtual destination for the digital event series in November. Just like thousands across the country, restaurants in D.C. are fighting to keep their doors open and their staff employed, while Congress debates over the next round of support.

Industry Roundtable

For the November 10 debut of Evolve, restaurant and bar owners from around D.C. were asked to discuss how they have been navigating the COVID-19 pandemic.

Featured in this roundtable moderated by Jeremiah Batucan, Director of Conference and Industry Relations at Questex Bar & Restaurant, were Amy Brandwein, Executive Chef and owner of Centrolina and Piccolina; Jeff Miskiri owner and operator of Po Boy Jim’s and Creole on 14th; and Bill Thomas, owner of Jack Rose Dining Saloon and Imperial.

“We want to talk to what owners and operators are doing right here in the district,” said Batucan during the opening of Evolve. “They’ve been a central point of a lot of change. There have been a lot of social justice movements going on in the district, been a lot of movement from the mayor’s office and helping businesses here.

We want to hear these stories.”

Each panelist shared their struggles, what they are grateful for and how they pivoted and remained resilient, from to-go orders and delivery to menu changes. They also discussed how they had to cut costs while preserving quality, and the need for a sustainable, long-term business model for the future.

While Brandwein prides her team on their communication and creativity during the pandemic, she said it’s still taken a toll on her and her staff. “There’s this exhaustion that I don’t think people talk about; it’s like innovation exhaustion,” said Brandwein.

Miskiri, a chef, owner and operator of Po Boy Jim and Felicity Lounge DC, was able to open a restaurant, Creole on 14th, during the pandemic. “For me, it’s been the social recognition I’ve received being a Blackowned business owner,” he explained.

“Unfortunately, due to social injustices and incidents that’s been occurring throughout

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PREVIOUS PAGE: Evolve panelists share insights from Washington, D.C. for the recent virtual event. Left to right: Jeremiah Batucan of Questex Bar & Restaurant; Amy Brandwein of Centrolina and Piccolina; Jeff Miskiri of Po Boy Jim’s and Creole on 14th; and Bill Thomas, owner of Jack Rose Dining Saloon and the recently opened Imperial.

(Photo by Questex’s Bar & Restaurant) country during the pandemic recently, there’s been a lot of protests going on throughout the country and the love and support I’ve received from people of all races – and they don’t even know me personally but they know it’s a Black-owned business and showing the support – has been wonderful.”

Thomas challenged other restaurant owners beyond the panel to ask themselves the question, “What is an acceptable loss?” He urged others to put the focus on people, their staff and keeping them employed. “It’s more important to keep the lights on and people employed than it is for our personal wellbeing, our personal happiness, our personal wealth – all that’s gone out the window,” said Thomas.

But the panel agreed that the longer the pandemic persists, the more support the industry will need. “We’re not competing with our neighborhood restaurants anymore. We’re tired of seeing them close down,” explained Miskiri.

Creating Buzzworthy Beverage To-Go Programs

During Evolve’s November 10 session, Batucan also spoke with Rohit Malhotra, Beverage Director of Capo Speakeasy, on how they transformed their space into a national headline-grabbing establishment with a buzzworthy beverage to-go program.

They also experienced an Instagram-following increase of about 250 percent. With no room to social distance indoors, Capo Speakeasy took advantage of a to-go beverage program, 58

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where they introduced quarantine-themed cocktails featuring the “Fauci Pouchy,” “Piña Kamala” and “Mike Pencicillin” ahead of the vice-presidential debates.

“It was definitely an adjustment,” said Malhotra, speaking about pivoting during the pandemic. “I think a lot of bartenders thrive off that human interaction; it’s what makes us bartenders. But essentially, we became prep cooks. I think there was a lot of fun trying to figure out how to scale these things up. We were trying to learn new things and improvise to the times.” Malhotra urged bars to be fluid and ready to get creative while keeping cocktail menus fresh and relevant to the audience.

Executing World-Class Cocktails and Pop-Ups

Batucan also spoke with Laura Newman, Bar Manager and owner of Queen’s Park in Birmingham, Alabama and 2018 winner of the U.S. Bartender of the Year award. Newman’s location gives her a unique perspective compared to major cities, since to-go cocktails were prohibited in Alabama beginning in mid-September. However, Queen’s Park was able to regenerate their previous drink menu of more than 60 cocktails, featuring a new frozen drink every week. “Since then, we have only been allowed to do on-premise sales,” said Newman. “Fortunately, we were able to expand our outdoor seating area just in time.”

Although Alabama has recently allowed 100 percent indoor capacity (as long as there’s a plexiglass barrier between each sociallydistanced table), Newman said her staff voted to keep capacity below 100 percent for the time being and she regularly supports their voting as a team on decisions.

To get more insights from industry experts through the Evolve series, register now for upcoming virtual events (registration is free).

You can also watch past Evolve events on demand. Visit events.barandrestaurantexpo. com. Stay connected with Evolve on Facebook and Instagram @nightclubbar and follow #evolve.

Aaron Kiel is an editor with Questex Hospitality.

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