The Grapevine 2013

THE

Winery Issue 2013

RAPEVINE G

Your Best Viniculture Source Connecting Suppliers With Buyers

From Vine to Wine How to Protect Against Domain Name Piracy, Pg 5 Life-Cycles (Part 2), Pg 15 Wineries Get Lean & Mean, Pg 19 Keys to Future Success, Pg 34 European Winemakers to Work Arizona Harvest, Pg 40 In recognition of October as Breast Cancer Awareness Month, a portion of this issue's ad proceeds were donated to the

National Breast Cancer Foundation.

The Grapevine Magazine • September - October 2013

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The Grapevine • September - October 2013

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Editorial Content • September - October 2013

THE

B

ricker Group, LLC

RAPEVINE G

Your Best Viniculture Source Connecting Suppliers With Buyers

President & Publisher

Jeffrey D. Bricker Vice President

Cyndi C. Bowlby

In The Winery

Sales Manager

Bart Crotts Legal

David Hoffman Marketing

Miguel Lecuona Senior Staff Writer

How to Protect Against Domain Name Piracy . . .5 Cross-Contamination & the Winery Cellar . . . .7 Trends in Wine Packaging . . . . . . . . . . . . . . . . .11

Mike Marino

Life-Cycles (Part 2) . . . . . . . . . . . . . . . . . . . . .15

Staff Writers

The Big Chill . . . . . . . . . . . . . . . . . . . . . . . . . . .19

Robert Gluck April Ingram Jessica Jones-Gorman Nan McCreary Contributing Writers

Chuck Andracchio Thomas J. Payette Judit Monis, Ph.D. Bricker Group, LLC 805 Central Ave., Suite 300 P.O. Box 1590 Fort Dodge, IA 50501 E-mail: jeff@thegrapevinemagazine.net Website: www.thegrapevinemagazine.net The Grapevine Magazine targets the national viniculture market and located in Fort Dodge, Iowa.

The Grapevine Magazine is printed bi-monthly and distributed to the most qualified buyers.

Opinions expressed in The Grapevine Magazine are not necessarily those of the publication personnel, but of the writers who contribute stories to The Grapevine Magazine.

ERROR RESPONSIBILITY: The Grapevine Magazine is responsible only for the cost of the ad for the first incorrect insertion of the ad. Each insertion of an advertisement is proof of publication and it is the responsibility of the advertiser to check the correctness of each insertion.

The publisher shall not be liable for slight aesthetic changes or typographical errors that do not lessen the intent of the ad. No adjustment can be made for advertisements not published. In the event of any error in an ad for which the publisher is liable, the liability is limited to adjusting that portion occupied by the error in relationship to the entire value of the advertisement. No adjustments will be made 30 days after initial insertion date.

All contents of The Grapevine Magazine are Copywright © by Bricker Group, LLC

Wineries Get Lean & Mean by Going Green . .22 Trends in Wine Labeling . . . . . . . . . . . . . . . . . .27

Around The Vineyard Fall Season Virus Disease Testing & Management . . . . . . . . . . . . . . . . . . . . .32 Keys to Future Success - Post Harvest Vineyard Management . . . . . . . . . . . . . . . . . . . .34 Leading the Way - Former Super Bowl Winning Coach Spearheads Vermeil Wine . . . .37

International News European Winemakers to Work Arizona Harvest . . . . . . . . . . . . . . . . . . . . . . . . . .40 Trade Commision of Spain in New York Announces Spain’s Great Match 2013 . . . . . . . . .40

CHANGE OF ADDRESS: Please send new address and phone number along with “The Grapevine” mailing label or email changes to editor@thegrapevinemagazine.net

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The Grapevine •September - October 2013

Advertiser Index • September - October 2013 It is a good idea to do a trademark search to avoid cyber squatters.

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There are misconceptions regarding installation and payback periods of solar systems.

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New technology is causing an evolution in wine packaging and labeling.

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Harvest is wrapping up but don't kick back and relax just yet!

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ON THE COVER: In recognition of October as Breast Cancer Awareness Month, a portion of this issue’s ad proceeds were donated to the National Breast Cancer Foundation The Grapevine • September - October 2013

Advertisers Index A & K Cooperage . . . . . . . . . . . . . . . . . . . . . . . . . . . .18 A-1 Mist Sprayers . . . . . . . . . . . . . . . . . . . . . . . . . . .38 American Colloid . . . . . . . . . . . . . . . . . . . . . . . . . . . .30 Aqua Products, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . .21 Astra Pouch North America . . . . . . . . . . . . . . . . . . . .13 Bergin Glass Impressions . . . . . . . . . . . . . . . . . . . . .26 Blue X Enterprises . . . . . . . . . . . . . . . . . . . . . . . . . . .38 Boxxle, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 Cascade Corporation . . . . . . . . . . . . . . . . . . . . . . . . . .4 Cedar Ridge Vineyards . . . . . . . . . . . . . . . . . . . . . . . .18 Eclipse Technologies . . . . . . . . . . . . . . . . . . . . . . . . .16 Enartis Vinquiry . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Eurofins/STA Laboratories . . . . . . . . . . . . . . . . . . . . .32 H & M Gopher Control . . . . . . . . . . . . . . . . . . . . . . . .31 Hanna Instruments . . . . . . . . . . . . . . . . . . . . . . . . . .BC Hoffman Patent Group . . . . . . . . . . . . . . . . . . . . . . . . .6 Insect-O-Cutor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 International Label & Printing . . . . . . . . . . . . . . . . . .26 JACTO, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .39 KCI Manufacturing . . . . . . . . . . . . . . . . . . . . . . . . . . .35 Kuriyama . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10 Leibinger Ink Jet . . . . . . . . . . . . . . . . . . . . . . . . . . . .16 Mettler Toledo, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . .31 Micro Matic USA, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . .8 Midwest Supplies . . . . . . . . . . . . . . . . . . . . . . . . . . . .20 Milwaukee Instruments . . . . . . . . . . . . . . . . . . . . . . .12 National Storage Tank . . . . . . . . . . . . . . . . . . . . . . . .26 Olde Tradition Spice . . . . . . . . . . . . . . . . . . . . . . . . . .30 Petro Canada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .IFC Phase Technologies, LLC . . . . . . . . . . . . . . . . . . . . . . .9 Phase-A-Matic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8 Pronto Plant, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . .36 Raynox, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25 Reliable Cork Solutions, LLC . . . . . . . . . . . . . . . . . . .13 Rubber Development . . . . . . . . . . . . . . . . . . . . . . . . .30 Ryan Mobile Bottling . . . . . . . . . . . . . . . . . . . . . . . . .20 Salina Glass Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25 Sara Nelson Design, LTD . . . . . . . . . . . . . . . . . . . . . .30 Shweiki Media . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .39 Skolnik Industries . . . . . . . . . . . . . . . . . . . . . . . . . . .30 Spirited Shipper . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 Texas Plant & Soil Lab . . . . . . . . . . . . . . . . . . . . . . . .33 The Barrel Mill . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31 The Green Hoe Co. . . . . . . . . . . . . . . . . . . . . . . . . . . .39 The Hilliard Corporation . . . . . . . . . . . . . . . . . . . . . . . .9 The Printed Drinkware Company . . . . . . . . . . . . . . .30 Time Definite Services, LLC . . . . . . . . . . . . . . . . . . . .21 Tricor Braun Winepak . . . . . . . . . . . . . . . . . . . . . . . .IBC Unified Wine & Grape Symposium . . . . . . . . . . . . . . .23 Vine Pro/Tree Pro . . . . . . . . . . . . . . . . . . . . . . . . . . . .31 Vintners Global Resource . . . . . . . . . . . . . . . . . . . . . . .1 Watermark Labels . . . . . . . . . . . . . . . . . . . . . . . . . . .28 Westfall Company, LLC . . . . . . . . . . . . . . . . . . . . . . . .26 Wine Marketing Guide . . . . . . . . . . . . . . . . . . . . . . . .18 Winemaking Consultant . . . . . . . . . . . . . . . . . . . . . . .10 WS Packaging . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .29

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How To Protect Against Domain Name Piracy & Other Domain Name Issues

By David Hoffman

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any business owners, wine-industry included, like to use their business name as a domain name.

However, a recent trend is to select a domain name that sounds more “generic” than the business name. For example, one winery and resort uses “wine-resort.com” as a domain name, rather than its business name. Why? The use of generic and/or descriptive names may place the site higher in search rankings.

Suppose you prefer your company name as a domain name, e.g.: “Smith and Jones Winery” but want SmithAndJones.com.

But when Smith and Jones tries to register this domain name, they find someone else already owns the domain name and sells tires. The winery can’t stop the tire company from using SmithAndJones.com, unless Smith and Jones Winery is famous or there is trademark infringement. Tires are so unrelated to wine that there would not be trademark infringement.

So, even if a company wants to use generic or descriptive names as a domain name for its website, the company should also register the company name followed by “.com” and “.net” and then just forward those to the main site at, e. g., bestwineryinAlaska.com. While one may be able to stop domain name piracy using trademark laws and/or anti-cybersquatting laws, proactive protection is less expensive.

Can using a domain name similar to a trademark of another company cause a problem? Yes. When there is commercial use of a domain name, such as using the domain name as an address for a winery’s or vineyard’s web site, then there potential for trademark infringement. A rule of thumb is that if you select or have selected a domain name for your web site

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that is the same as the winery or vineyard name, and if you have been using that winery and/or vineyard name for five or more years, then you are probably as safe to use it as a domain name as you are to use it as your winery and/or vineyard name. However, it is always a good idea to do a trademark search.

An example of a cyber squatting case, which also illustrates the value of a famous mark, is in E. & J. Gallo Winery v.

Spider Webs Ltd., 129 F. Supp. 1033 (S.D. Tex 2001), affirmed, 286 F.3d 270 (5th Cir. 2002). In this case, Spider Webs Ltd. registered about 2000 domain names including ErnestAndJulioGallo.com (the “EJ domain name”) Most of the 2000 names were generic or descriptive and were offered for sale through Spider Web’s internet site and on eBay. The domain name was not offered for sale.

Gallo found out that Spider Webs owned the EJ domain name presumably when Gallo tried to register the EJ domain name. So, Gallo brought suit against Spider Webs to get the domain name. Since there was no web site, at least initially, at the EJ domain name, there was no trademark infringement case. However, subsequently a site was launched at the EJ domain name for commentary and discussions on the risks of alcohol use and alleged misrepresentation by corporations.

The title of site was “Spintopic.”

Under trademark laws to prove infringement, Gallo would have to prove that customers and/or potential customers were confused as to whether or not Gallo owned or sponsored the “Spintopic” site, because it was located at the EJ domain

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In The Winery • September - October 2013 name. Because it was unlikely that any reasonable person would think that Gallo owned or sponsored this site, a claim of trademark infringement would be unlikely to succeed.

Under federal anti-dilution law and some states’ laws, generally all one needs to prove is that: (1) The Plaintiff’s mark is famous; (2) The Defendant’s “mark” is the same or essentially the same as the Plaintiff’s mark; and (3) The Defendant’s use of its “mark” is a commercial use or a use in commerce, which dilutes the distinctiveness of Plaintiff’s mark.

Under anti-dilution law, one need not prove a likelihood of confusion by potential purchasers. Fortunately for Gallo, the Texas anti-dilution state does not require a mark to be famous.

It just requires “distinctiveness.” Gallo had several federal trademark registrations including on ERNEST & JULIO GALLO. Because the registrations established a presumption of “distinctiveness,” Gallo could successively use the Texas law.

Gallo also proved the element of “dilution.” “Dilution” can occur when the Plaintiff’s mark’s advertising value is reduced e.g., by tarnishment and/or by uses that are commercial and/or uses that if by others would reduce the value of Plaintiff’s mark. Here, the court found, as had been found by court’s in other cases, that the Defendant’s use involved showing the domain name in print outs of the site and showing the domain name on the screen. That Defendant had a disclaimer of any affiliation with the E. & J. Gallo company, but that does not help in an anti-dilution claim.

The Anti-Cybersquatting law allows a trademark owner to get a domain name from a person or company that registered that domain name, if the domain name registrant: (1) has a bad faith intent to profit from the mark and (2) registers, traffics in, or uses a domain name that is (a) identical or confusingly similar to a distinctive mark, (b) identical or confusingly similar to or dilutive of a famous mark, or (c) is a trademark protected by 18 U.S.C. § 706 (marks involving the Red Cross) or 36 U.S.C. § 220506 (marks relating to the “Olympics”).

There are many factors to consider in determining “bad faith.” However, if the Defendant had a reasonable belief that the use and registration are fair uses or otherwise lawful then “bad faith” cannot be found.

The court in the Gallo case had no trouble concluding that Spider’s Webs trafficked in domain names (having registered 2000 of them), and Spider Webs business had nothing to do with “ErnestAndJulioGallo.” The court further stated that a first use of a domain name after litigation is filed undermines any claim of legitimate use. The court granted $25,000 in statutory damages to Gallo, which had sought the maximum of $100,000 per domain names.

Turning New Ideas, Names, Products & Computer Programs Into Powerful Intellectual Property David Hoffman has been an attorney practicing exclusively in intellectual property law (patents, trademarks, copyrights and unfair competition) since 1985. Mr. Hoffman represents multinational companies as well as numerous start up to medium size businesses. He both litigates and procures rights for his clients, and with his philosophy of procuring the broadest rights possible, performing good clearance procedures, and negotiating, has successfully avoided and minimized litigation for clients he counsels.

Mr. Hoffman has taught for a patent bar review class, has authored articles and given lectures on intellectual property, and has been named to Who’s Who Millennium Edition and Who’s Who Among Rising Young Americans in American Society & Business.

For More Info...

661.775.0300 www.dlhpatent.com Associates, ICANN claim number FA0903001252751. That same year Mondavi pursued www.RobertMondaviWine.com.

Robert Mondavi Winery v. Top Business Names, ICANN claim number FA0906001270471.

Cybersquatting on vineyard and winery names may get a new burst of energy soon. ICANN, the entity that overseas domain name registrations, is considering adding to new “top level domains,” .wine and .vin. According to dotvinum.org, the .wine and .vin will enable simpler internet searching for wine industry information, products and services. Given the impending possible .wine and .vin top level domain names, obtaining a federal trademark registration on winery and vineyard names, as well as other wine industry companies, is even more important than ever as a pro-active protection against domain name piracy.

Make sure to register as domain names all important variations of your company name, and even common misspellings.

Register as domain names any marks that became famous.

Further, make sure to file federal trademark applications on the company name and wine names and other marks to help protect against cybersquatting.

Wineries as well as others continue to suffer from cybersquatting. For example, in 2009, Sutter Home had to bring an action to recover the domain name www.SutterHomeWines.com.

Sutter Home Winery Inc. v. Texas International Property

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In The Winery • September - October 2013

Cross-Contamination and the Winery Cellar

By Thomas J. Payette

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ross-contamination is something we have all been made aware because of the food industry. We have learned that using the same plate to take food to the grill as well as to serve food from the grill, prior to proper cleaning, may result in a food born outbreak sickness causing significant discomfort to many. Using a cutting board to prepare a meat or fish and then to cut a vegetable for a salad may result in similar reactions due to a bacterial contamination from an uncooked meat source to a product eaten raw. Once one focuses on these same principals and perhaps has training in microbiology one keenly “tunes in” to the principals of cross-contamination.

An everyday less seen example outside the food industry is easy to illustrate. After using the rest room we wash our hands diligently only to turn around and place our hand on the door handle to exit the rest room. At that instant we have contaminated our hand with microorganisms from other individuals that have placed their hands on the same door handle prior to us. Perhaps we have all seen the individual that continues to use the paper towel to maneuver the door handle and then throwing away the paper towel. This is a microorganism conscientious individual that understands the above principal.

By definition from the Foods Standards Agency: "Crosscontamination occurs when bacteria spread between food, surfaces or equipment."

Looking at our own cellars, we may find many areas that need work to prevent microbiological cross-contamination.

This article will explore some areas that are keen potential culprits in the spread of microorganisms. Every winemaker needs to have great hygiene and sanitation in their cellar to have the control a winemaker needs to have to make sound wines. After reading this article, the cellar will become a different place for you as other sources of contamination become evident to the cellar team.

Sampling: Most wineries, with sound wines, may taste from vessel to vessel while returning the leftover portion back to the vessel sampled with no worries. This is one of the major areas that may need tightening up if the winery is experiencing problems. Winemakers sample from one vessel to another perhaps expressing discontent in one form or another. Often the discontent is directly linked to a spoilage bacteria or yeast that is

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growing. The winemaker may rapidly and frantically move through the cellar's containers in hopes of quickly reaching a vessel that has not progressed negatively. What some winemakers don’t catch on to is that they are indeed the culprits to the spread of the very element with which they are not happy.

When sampling a container, look inside the vessel for a potential surface film. This may indicate a spoilage position for that wine. Know the sulfur dioxide and ph of the wine. When experiencing spoilage yeast or bacteria issues, be sure to sanitize/sterilize the sampling instrument and wine glass. Do not return the leftover portion to the vessel and be careful to discard the leftover in an area to be cleaned. Do not dump it in the drain or on the floor for reasons to be explained later. [ In clean cellars where sound wines are made it is not usually a problem to sample and pour back wines – only in unsound conditions should one avoid this habit.]

Transfers: If working with wines that are known to have some risk of infection – always move them last in the day of the transfers.

Clean the hoses, pumps and other areas of wine contact between movements. An example: If 40 barrels need to be racked and one barrel may be suspect to have some spoilage, rack the 39 barrels first then rack the last barrel separate to another tank – do not mix it into the blend. If the wine is to be returned to barrel give serious consideration to returning the suspect wine to the same barrel from which it was removed to “contain” the spoilage and create a quarantine type situation.

Once the movements of any suspect wines have been made, thoroughly clean the pumps and hoses before resuming to the next transfer. Be sure to clean the racking wand or any other devices that have had contact with the suspect wine. Mark the exterior of these suspect vessels so others will be aware of the problem and cross-contamination will be minimized during sampling or tasting.

Topping: Another area of great concern for cross contamination is topping. Make sure to top wines only with clean wines of the same type or variety. Often the topping wine of choice may be a recently sterile filtered dry wine that the winemaker has prepared for bottling. This wine should have a greatly reduced yeast and bacterial load. Always use clean wines for topping because the risk of spreading organisms is great here. If topping other wine containers from a tank that has a ball valve this could be a large population source of spoilage microbes.

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In The Winery • September - October 2013 after removing the wine from the vessel. After blending, the wine should be filtered as soon as possible to eliminate the bacterial load.

Hands and Clothing:

Photo of Ball Valve • Credit: www.winemakingconsultant.mobi

As with many food processing and preparation operations, always wash your hands frequently especially after handling wines that are suspect. Be certain not to wipe your hands on your clothing, prior to washing them, especially after handling suspect wines. This is the main reason that early in this article it is recommended to move suspect wines last in the day.

Always wear clean clothing from day to day. Think in terms of what to do when. If starting a yeast culture for sparkling wine production and bottling a sweet wine all in the same day, use common sense to work with the bottling first and then to work with the yeast starter culture. Otherwise a major crosscontamination could occur resulting in a re-fermentation of the bottled wines.

Blending:

Insects and Creatures:

If potential spoilage wines have been caught early, quarantined, and arrested they may still be used in a final blend in small quantities. If the wines have been cared for and kept “in check” they may add to the complexity of the wine. This should always be determined by a blending trial first. The trick with blending is to wait to the last possible moment to make the blend to achieve protein, color and tartrate stability of the wine prior to bottling. This should be done in stainless steel because it is easier to clean and sanitize stainless steel

Insects and other mobile creatures are a large source of contamination that is more difficult to regulate or monitor. For this reason a strong sanitation program is always recommended. Fruit flies and other flying insects are always a difficult battle during crush and throughout the year. Incorporate the elimination of these creatures, as best as possible, as a major part the sanitation program. These insects fly from the drains to open vessels and handling tools such as: hoses, fittings, buckets, racking wands, pumps, filler spouts and many other

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In The Winery • September - October 2013

areas. Every surface they land on will have a cross-contamination residue left on it from their previous landings!

This was the reason under “sampling” it is recommended best not to pour samples known to inhabit spoilage yeast or bacteria on the floor.

These areas may become a food source for the insect or simply may be an area of contact for an insect, rodent or other creature. Even domestic winery pets could be a source of spreading unwanted microbes.

a cross contamination. Soiled scoops will always transfer one material to the other as they are used. Open containers of chemicals such as acids, bentonite and other bags must be avoided. Cross-contamination is not always microbiological!

Seal the bags after using them because contamination from insects and other potential rodents may result in problems. If not already a standard procedure, reseal all open cork bags and other dry goods materials immediately after opening and partial use. A classic example of this is one who uses a soiled scoop from citric acid and then places that same scoop into a container of metabi-sulfite. This will result in a huge sulfur dioxide aroma cloud near the incident.

Airlocks and Bungs:

Photo of Winery Drain Credit: www.winemakingconsultant.mobi

Chemicals and Dry Goods: Chemicals and other dry goods are often an overlooked source of potential problems. Using scoops for one material and then using them for another before cleansing will result in

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Airlocks and bungs need to be thoroughly cleaned after each use. Airlocks are exposed to moisture and liquids. This moisture will support bacterial and yeast growth, which must be eliminated before placing them on another vessel. Since containers may pull a vacuum during a cool down in the cellar after fermentation and draw some of the water into the container. Clean them thoroughly before storage and before use.

When storing airlocks be sure to blow out any water and allow them to air dry. Bungs are similar. When working with barrels remove the bungs and clean them with a cleaning solution.

Rinse them in a low ph water solution to rinse and neutralize the cleaning solution and then replace them on the vessel. If possible it is best to have a large number of extra clean bungs available to use with the current day's barrel work. If so – one can collect the bungs off the barrels for that day's work and

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In The Winery • September - October 2013 soak them in the cleaning solution. Clean and rinse them at your leisure after the day's work. Allow them to dry and they will be ready for the next day of barrel work.

Pomace: Remove all pomace from the winery as soon as possible. It is a food source for yeast, insects, rodents and spoilage bacteria. Try to take the pomace as far from the winery as possible and consider treating it with copious amounts of hydrated lime to elevate the ph and to keep odors in check. This elevation in ph will prevent lower ph bacteria from growing and result in safer pomace as far as cross-contamination is concerned.

Birds, insects and animals may visit this pomace pile before traveling to other areas, perhaps near or in your winery, carrying spoilage microbes with them.

Filter Pads and DE: Removing filter pads from a filter and placing them in an indoor trash receptacle that is emptied only once a week has never made microbiological sense. Instead remove them as rapidly as possible from the cellar and get them to a trash receptacle outside, and far from the winery, to avoid spoilage yeast from growing and being transferred to other areas in or near your winery. Not only are they growing unwanted microbes – but also left long enough they will become very pungent! Diatomaceous earth should be treated the same way or disposed of properly for bacteria growth reasons.

Tanks: Clean all wine tanks just after emptying. Once emptied the vessel will be open for insects to fly and move about freely inside the vessel so it should be cleaned. If residuals of wine are left in the tank they will spoil and become cross-contamination sources.

Summary: The above examples are just some areas to consider. Each winery cellar is different and each cellar has unique areas that need attention with regards to the above practices. Take some time to walk around the cellar and out on the crush pad to explore possible areas to tighten up the sanitation regime to minimize and eliminate cross-contamination sources from the cellar.

It should be the desire of every winemaker to have and keep a spoilage bacteria-free cellar. Wines are easy to make and to keep in a healthy condition. If the wines are kept free of spoilage conditions the workload is less. Once spoilage conditions exist, the winemaker's efforts are complicated and more time and effort is needed to focus on extreme sanitation measures. Every winemaker should employ good winemaking practices to avoid such situations, which are easily avoided with proper cellar management.

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Kuriyama of America, Inc. 360 E. State Parkway • Schaumburg, IL • 60173-5335 USA (847) 755-0360 • Toll Free FAX: (800) 800-0320 International FAX: (847) -885-0996 • sales@kuriyama.com

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Winemaking Consultant Thomas J. Payette "Winemaker of the Year"

Over 25 Years

Winemaking Experience Tom Payette, a premier hands on and analytical winemaking consultant, serves clients through out the United States.

He focuses on winery and vineyard start-ups, expansions, still and sparkling wine production and general winery issues.

Cross contamination is the number one reason for wine spoilage, as the microbe has to come into your winery from one source or another to begin to grow.

You will find your winery a different place after you review your cellar and identify sources of cross-contamination. The wines will improve as a result of your diligence to remove cross-contamination sources, once identified.

Call Thomas or check his website for more information...

Phone: 540-672-0387 www.winemakingconsultant.com

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In The Winery • September - October 2013

Trends in Wine Packaging

By Nan McCreary

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n today’s competitive wine market, packaging and labeling are playing a critical role in creating brand awareness and driving sales. We are buying wines with colorful and provocative labels, and we are drinking wines from decorative bottles, boxes and yes, even stylish pouches. In this article, we will discuss innovations in wine packaging that go way beyond the standard 750 mL bottle with a traditional paper label.

“Restaurants don’t have to worry about opening a bottle of wine that will go bad in a day or two. Neither does the consumer, who wants to have just one glass of wine a night or even a week.” Boxed wine is also value wine. Middleton told The Grapevine Magazine that Maipe Winery in Mendoza makes a Malbec both in a bottle and in a 3-liter bag. A bag that contains four bottles is about $25. A bottle of the same wine is $10.

One of the hottest trends right now is boxed wines. Since the early 2000s, boxed wine sales have increased by an average of 20 percent per year. These wines, which once carried the stigma of being plonk wines, are markedly improving in quality and setting a new standard as a cost-effective alternative for wine drinkers. The most popular is the 3-liter bag-in-box wine, which contains four standard bottles of wine. The wine is in a bladder inside the box and is not touched by air so it’s not subject to oxidation until it is dispensed. Boxed wines will last from four to six weeks, and are ideal for the person who only wants an occasional glass.

The boxes are also convenient for sporting events, parties and outdoor activities such as picnics, camping trips and backpacking.

One factor driving the popularity of boxed wines is that it’s so eco-friendly. Boxed require less fuel for transportation, are recyclable and produce less waste. Some experts claim that bag-in-box packaging creates less than half the carbon footprint of bottled wine in terms of energy needed for glass production and transportation.

As the bag-in-box sales continue to rise, Boxxle is one company that has taken the concept a step farther. Boxxle is classy, attractive countertop dispenser for 3-liter premium boxed wine casks. With Boxxle, you buy your favorite bag-in-box wine and place the interior bladder into Boxxle. Boxxle raises the wine up, allowing the spigot to be above your glass, and automatically compresses the bag so you get the most from your wine.

Tripp Middleton, inventor of Boxxle, “Bag-in-box wine is the fastest growing segment in the market. Internationally, bag-inbox wine makes up over 50 percent of the wine sold in Australia, Brazil and Scandinavia. In France, it makes up 18 percent. We still have a stigma about box wine in this country, but the quality is improving.”

Middleton markets to consumers, restaurants and small wineries that use bag-in-box wines in tasting rooms.

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An alternative to bag-in-box wines is Tetra Pak packaging.

These are small aseptic cardboard boxes sold in carton-style packaging that resemble juice boxes. Like bag-in-box wines, they are convenient, lightweight and portable, which makes them perfect the contemporary consumer’s lifestyle. Tetra Paks come in a variety of sizes, including 500 mL and 1-liter. The wines will oxidize once opened, so they should be consumed immediately.

Tetra Pak wines, like bag-in-box wines, are specifically

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In The Winery • September - October 2013

designed to minimize the impact on the environment. Tetra Pak claims that production and handling uses less than half the energy and produces less than half the greenhouse gases compared to glass. Tetra Pak also has a marketing advantage in that its cartons are easily stackable on shelves and, with a large printable surface, there is more opportunity to attract consumer attention.

Yet another alternative — and one that is gaining in popularity—is wine served in a Capri-Sun-like pouch. Basically, it’s bag-in-box wine without the box. AstraPouch (www.astrapouch.com) a company founded by wine and spirits industry veteran Dave Moynihan, is revolutionizing the industry by offering wineries a durable, convenient and ecofriendly pouch for delivery of wine to customers. The wine is resealable and will stay fresh for up to one month after opening. It can also be chilled quickly, so it’s ideal for taking along to the beach or other outdoor activity. A 1.5-liter AstraPouch can hold two 750 mL bottles of wine.

According to Moynihan, smaller wineries are particularly interested in packaging their wines in pouches. “The pouch gives them different choices in packaging and marketing,” Moynihan told the Grapevine Magazine. “They can buy a colorless pouch and put their own label on it, or they can design a label that’s custom printed on the laminate before it is fabricated. If you want high shelf-appeal, the printed pouch is the way to go.”

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In The Winery • September - October 2013 Like bag-in-box wine, pouch wine also benefits restaurants because the packaging extends the life of the wine after it is opened. Monyihan said AstraPouch has designed a 3-liter pouch especially for this market. With the AstraPouch, bars don’t have to worry about waste associated with opened bottles, and can offer more product to customers, Monyihan said.

Monyihan stated that Pouch wines are particularly popular among the Millennial generation. “This generation grew up with Capri Sun, so they’re not stuck on drinking from traditional glass bottles,” he said. “They’re going for the screwcap faster than ever, and they love the pouch wine because they want a package that is more lightweight, more eco-friendly and more convenient. They are not going to take a cork puller to the beach.”

It seems like there is no limit to alternative packaging for wine. Some wine producers are experimenting with wine in aluminum cans in an effort to attract younger markets and impulse buyers. Recently, Spirit Airlines began offering a selection of sweet wines in cans. Wines are also being packaged in PET plastic as 1-liter or smaller bottles. Stack Wines (www.drinkstack.com) sells a 750 ml bottle of wine separated into four stemless PET plastic wine glasses. These wines are touted as especially convenient, as there is no need for a bottle, corkscrew or stemware.

While alternative packaging is gaining in popularity, the majority of wines are still sold in bottles. But even the glass bottling industry is changing, as more and more wine sellers are developing sustainable packaging. Many producers, for example, are experimenting with lightweight glass bottles, which significantly reduce the carbon footprint through lower manufacturing and transportation costs.

Recently, two companies in the packaging industry — TricorBraun WinePak (www.tricorbraunwinpak.com), a major supplier of wine packaging, and Verallia North America (www.us.verallia.com), a leading manufacturer of glass containers — teamed up to provide British Columbia consumers with a line of sustainable and locally produced wine bottles. Heidi Cook, TricorBraun WinePak Packaging Consultant and Sales Manager for the Pacific Northwest, told the Grapevine Magazine, “The bottles are lighter in weight, and are made with a higher percentage of recycled glass instead of raw materials. This eliminates the need to transport glass from Asia and Europe, and significantly reduces the carbon footprint.”

TricorBraun and Verallia are also using new technologies to offer personalized bottle options to customers. Their FlexRun Service, for examples, allow for production of two unique bottles on the same machine simultaneously. This offers wineries increased flexibility to run specialty bottles with limited investment for as little as 1500 cases. Wineries may add a customized embossment to a stock bottle or create an entirely new bottle design to increase shelf appeal and increase sales. The process is ideal for limited productions, such as product launches, market tests, commemorative bottles, limited edition bottles, or custom punt designs.

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In The Winery • September - October 2013

It’s not just wine packaging that’s changing — it’ shipping too. Many wine shippers are responding to customer demand to provide eco-friendly distribution by packing wine in reusable and recyclable shippers. On a consumer level, VinniBag (www.vinnibag.com), has created a reusable travel bag with inflatable air chambers that protect and insulate

wine bottles, other liquids, and fragile items.

Company founder Summer Scarbrough said she designed the product with wine in mind.

“Many wine drinkers like to travel with wine as gifts so they don’t have to shop when they get to their destination,” said Scarbrough.

“There was a consumer demand for this type of produce and that’s how we came up with the idea for the VinniBag.” As an added bonus, VinniBag has a recycling program: when a product suffers damage or wears out, VinniBag will replace it at a discount and convert the old one into a garden hose.

Whether packaged in bottles, boxes, pouches or cans, wine delivery systems are changing the face of the market. Producers are competing for more than just shelf appeal — they are packaging wines for sustainability, convenience and lifestyle. As the number of wineries increases, and as wine sales rise, competition will likely drive even more changes in labeling and packaging. Stay tuned: there are bound to be exciting times ahead.

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In The Winery • September - October 2013

Life-Cycles

- Part 2

By Miguel Lecuona

Which business are you in -- wine as a drink, or wine as an experience?

I

am here to help you find and keep more of the best wine loving customers in your market, as we continue with this discussion of Lifecycles - Part II. Last month, in Part I, we focused on the growth side of the Wine Club Customer

The Wine Club Customer Lifecycle

sale, there is no growth. In business, if you aren’t growing, you aren’t living!

After the thrill of the chase, the euphoria of the ever-larger single day sales records, and the huge team effort to pull, pack, and ship wine to the new record-setting club membership list, you are rewarded for your success with another challenge: Retention. It is here, in the remote corner of marketing known as Customer Retention, or Service & Loyalty, where you could very possibly make, or break, your winery.

Retention - More Than Just Service Lifecycle chart shown here, with an emphasis on Prospecting tactics for more customers based on geography. Did you have a good session with your team with the segmentation and outreach exercise? I hope so!

So much of business is focused on The Sale. “ABC - Always Be Closing!” “If you can’t sell, you can’t work!” “Upsell, cross-sell, out-sell!” Incentive programs, compensation plans, bonuses, advertising, and contests: all these essential tactics properly highlight the vital importance of selling. Without the

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What exactly is Customer Retention, and why is it important?

After all, if we are so good at Prospecting and Selling, can’t we just keep growing and outrun our problems? Don’t laugh at this question, because in my 20 years of marketing, you would be shocked to learn how often Senior Leadership chose to prioritize sales growth and ignore customer retention.

Retention is not just Customer Service, which clearly is an important component - being courteous; running a clean, friendly tasting room; handling special orders; prompt and

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In The Winery • September - October 2013 well-managed shipping; maintaining accurate customer records; and running the kind of professional operation you personally want to do business with. That said, Customer Retention goes beyond service. For profitable wine club management and growth, when you focus on Customer Retention you are building a high-value franchise of wine drinkers who: 1. Are Very Satisfied: Love your wine portfolio; visit and buy often.

2. Will Recommend: Routinely introduce and recommend your club to friends.

3. Will Buy Again: Renew membership every year.

When you have a wine club filled with customers who show at least two, and ideally, all three qualities, you are destined for greatness and profitability. While you may have an instinct about your customers vis a vis these qualities, some wineries may want hard data. It is possible to measure and track club member satisfaction -- all it takes is a commitment to surveys and research over the course of a year to get a proper baseline against which to make your comparisons for progress. If your wine club is larger than 1000 members I would recommend it.

If this interests you, please contact me, I would be happy to share what I have learned over the years about customer research.

Even without survey data, you can still work on programs that improve each of these qualities. We will touch on a few projects in the next issue. However, I am not convinced yet that we all agree of the financial importance of managing for Retention as opposed to trying to just sell more memberships. Let’s look at the cost of customer defections, or as we call it, Customer Churn.

Net net, what really counts?

Wine club success is just like your paycheck -- at least back in the days when you had a paycheck! It’s not what you earn, it’s what you keep that matters most. So it goes here. Not only is it important to sell, it’s vital to retain customers, understand why they leave, and take steps to minimize those defections. After all, your club revenue is based on those customers remaining with you every month. We have a basic formula at work:

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The Grapevine • September - October 2013

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In The Winery • September - October 2013 Gross Membership Sales - Departing Members Net Membership Sales On the golden path from 500 to 5,000 wine club members, it is the Net number that counts.

Two questions should come to mind now: First, what is your own Net sales number? Second, is there a point where your Departing members outnumber your new customers? This is one tipping point, and some easy calculations will show us how to determine this rate of departure, or Churn Rate. We must accept this basic truth: Whether you’re selling wine clubs, credit cards, or cell phones, the Churn Rate will become the dominant measure of success of any subscription-based business.

More Numbers: Churn Rate and Average Customer Life The Churn Rate is expressed as a percentage of the customer base who depart each month. A club of 1000 that loses 50 members each month has a Churn rate of 5% (50/1000). With this value, we can now determine the average number of months a customer can be expected to stay. Divide 100 by the churn rate, and the result is the average life span of the customer. So, 100 ÷ 5 = 20 months of expected membership.

Set aside the math for a minute -- are the wheels turning?

Can you see how important it is to manage departures? Wordof-mouth is a two way street. The higher the Churn rate, the more conversations will begin with, “Yes I tried that wine club. But... “

Why do members cancel?

When I speak to wine club managers, we talk about the reasons why customers leave the club. See if a few of these reasons for departure sound familiar to you: • Credit Card cancellations: Rejections, expired cards, over the limit.

• Inflated Sales From Promotional Contest: An extrastrong sales incentive drives too many people to sign up who really aren’t qualified or appropriate long-term wine club customers; in some cases this may also include sales fraud.

• First Bill Sticker Shock: Customer sees full amount of wine, tax, shipping and perhaps a bonus purchase, and when the bill comes they pay and quit.

• “Too Many Clubs, Too Much Wine”: Customers oversubscribe to more clubs than they can manage, the wine piles up and they return unopened cases.

• Change of Address: Customer moves to new location unserved by your winery, or does not update address and falls off the list.

• Service: Shipping issues, unpleasant “second visit” experience.

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• Selection: Product issues -- too many whites, forced allocations, substitutions.

• Competition: Trial of new winery down the street; preference changes.

Some of these problems are controllable, others can be influenced, and some you have no ability to control. Regardless, when you identify and track the reasons why your customers leave your wine club, you can take steps to improve your Retention Rate.

Sales vs Churn You Cannot Outrun This Bear Let’s look at an example to bring the importance of Retention into focus. Take the case of a fabulous, fictitious new boutique winery run by a dedicated team committed to turning their dreams into a profitable reality. Siboney Cellars opens this month for business with a modern tasting room, a portfolio of 6 wines (three red, two white and one dessert).

Good news: their wine club has a jump-start, with 500 members signed up on Day 1 due to pent-up anticipation.

The Siboney Cellars wine club business model has a few financial goals that the owners need to achieve. A strong sales program supports their wine club, and will add 100 new memberships per month in the first year; then it will improve to 125 per month in year 2, 150 per month in year 3; and so on, until year 5 when the program will double the monthly sales rate, to 200 per month. Add that up and it’s a five year sales plan of 9,000 new wine club members -- good selling!

Further, the business model calls for a total of 5,000 members at the end of 5 years. Since the club is starting with 500 members, at those sales rates, it should be a simple matter to soar past the 5,000 goal well ahead of the 5 year window. What could possibly go wrong? Let’s put the numbers to a table and see what we can determine. And let’s assume a modest 5% churn rate -- just 25 customers lost in the first month, and 5% of whatever the club size is every month after.

Summarizing key points from this table (and contact me for a more detailed explanation or for a blank spreadsheet that you can customize yourself):

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In The Winery • September - October 2013 • In Year 1, the sales program worked as expected, adding 1200 new members. The 5% churn rate doesn’t look like a problem -- only 25 customers in the first month, and 511 for the year. Year 1 ends with 1,189 members. So far, so good?

• What about the 5 year totals? Space does not allow me to blind you with a 60-row spreadsheet and a blizzard of numbers, but the bottom line totals are the full result of the steady growth in sales per the plan (ramping from 100 per month to 200 per month in 5 years) and a constant Churn rate of 5%. And it’s not good news for Siboney Cellars: at the end of the 5th year, the ending club total is much less than the 5,000 member objective.

Despite adding 9,000 new members over 5 years with a strong sales program, even a modest churn rate of -5% monthly was more than enough to crush the sales program.

• How did this happen? As club membership increases in size, and even when sales rates double in 5 years, a persistent churn rate of 5% or greater is devastating. It eats away at the customer base, and as the base grows, the bites get bigger and bigger, until The Tipping Point -that moment when your customer losses wipe out your monthly sales gains. That creates big problems.

service and discounts (an average of $150 per member, which is a modest estimate) for sales that were negated

by Churn.

• Revenue? I did not include a revenue column, but you can see it coming: Revenues flatten when customer growth stalls. Worse, it may be that the customers you are losing spent more on average than the ones you are replacing them with. Another danger signal.

All this at just 5% Churn? Sadly, yes. At 8-10%, things get a lot worse in a hurry -- a dismal downward spiral, as it is natural to try harder to outgrow the lost customer rate, with deeper discounts on your wine, larger sales commissions, more contests, and other “brilliant ideas” that devalue your own brand and reputation. It is also a reminder that your sales forecasts need to consider Churn as a key planning variable, because you can see now that it is a major threat to membership sales, expense, and revenue.

My apologies -- this is not my normal attitude -- ending on a negative note like this! But if anything can persuade you to focus not only on sales but on Retention, it is this scenario, and I have lived through it on both ends. Now, what can we do to manage and improve Retention? Glad you asked! See you next month.

• What about sales expense? The last column shows the “lost sales expense” paid in advertising, commissions,

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In The Winery • September - October 2013

THE BIG CHILL

By Jessica Jones-Gorman

Wineries have multiple post harvest refrigeration needs.

S

torage tanks require cooling jackets to control the juice temperature, crushed grapes need to be refrigerated as well and chilled glycol should be circulated through an exchanger for product storage and general room cooling. And when buying equipment or employing such a service, there are number of things that winemakers should consider.

“Refrigeration and cold storage is a vital part of the wine industry,” noted John Seppamaki, owner and president of Aqua Products Inc., a South Carolina-based company which builds and manufacturers chillers or air-conditioning-like systems that produce chilled water, used by winemakers to stop the fermentation of grapes or to store their wine. “A certain temperature is needed when they crush the grapes,” Seppamaki said. “Normally between 27 and 35 degrees Fahrenheit. Not all chillers can do that.”

Seppamaki explained that there are three different classifications of chillers: high, medium and low, all supplying different temperature ranges for different products. Medium, he noted, usually produces the optimum temperature for wine. “A medium chiller will produce temps between 0 and 45 degrees,” he said. “But it all has to be sized properly to insure you have enough capacity to cool the amount of tanks and product you

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have.” Seppamaki says the chillers are quite often used for wine storage and even for cooling wine cellars, the use of chilled water instead of refrigerant allows for a lot of often necessary temperature variation. “Wineries have multiple applications and tanks to cool at the same time,” Seppamaki said. “With standard refrigeration you would have to have a different system for each one.“With water, it’s one system generating cooling for multiple tanks.”

It’s an important tool for winemakers, Seppamaki said, but before buying, winemakers should consider their needs and have a rep calculate the numbers first. “Size of the chiller is selected according to volume,” he said. “All wineries require different sizes and it’s all calculated by the needs of your system.” The cost varies dramatically from a small one-ton system to larger 50- to 100-ton systems. “You’re looking at a minimum of $5,000 but the price can go into $10,000 or more,” he concluded. Refrigeration is an important consideration before bottling – specifically mobile bottling – begins.

“Winemakers should look for a bottler who first and foremost understands the importance of bottling in the production of winemaking,” noted Mary McLaughlin, co-owner of Napa-

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In The Winery • September - October 2013

based Ryan Mobile Bottling, a full service packaging operation for winemakers that has been in business since 1994. “It’s such an unusual business,” McLaughlin continued.

“Winemakers count on our expertise to run the bottling equipment and package their wine. We are engineers and mechanics but we are in the business of providing good service to our customers as well.”

Before the process begins, McLaughlin says the wine needs to be prepped, filtered and fully prepared. Raw materials like labels and corks also need to be staged and communication and planning is key. “We send forms to our existing customers in the Fall while they’re picking the grapes and they provide info about their quantities and preferences for bottling times,” McLaughlin said. “By mid November early December, we usually have compiled our schedule for the next year.”

Mark Lacy, owner of Virginia Wine Bottling in Orleen, Va., which provides mobile wine bottling services to wineries in Maryland, Pennsylvania and Virginia. agrees. “Winemakers need someone who can properly bottle their product,” he noted. “A sparkling wine uses a different line then say a Cabernet Franc. So winemakers need to make sure the bottling company can handle what they’re trying to do.” Lacy, whose company handles small orders (1,200 cases per year) or large (100,000 cases per year), says winemakers should also research a mobile bottler’s equipment and references before signing a contract. “Check the age of the equipment and how well it’s maintained,” he said. “Even ask for references for the

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services provided. The wine industry is a very referral-based network. People talk, so if you are a winery looking for a mobile bottler, ask around to get a good feel of which companies are the most reputable.”

According to Lacy, mobile bottling can be scheduled up to a year in advance but most wineries typically give a lead time of three to four months. “If you call today and say ‘I need to bottle this month,’ then I can’t help you,” he noted. Logistically, Lacy says, winemakers need to have all their materials prepped and ready to go. “Bottles, labels, corks or screw caps need to be prepped and ready at least two to three days prior to the day of bottling,” he said. “A mobile bottler’s biggest nightmare is to start the next wine and realize the winery has no labels on hand. We would have to come back and do the job twice, which would be a big mistake for both the bottler and the winery.”

Wine should also be properly filtered prior to arrival and winemakers should be sure they have enough manpower to perform the job. “A mobile bottling service should be a major consideration in winery planning,” noted Gary Simmers, owner of Landwirt Mobile Bottling, a service located in Harrisonburg, VA, which has been bottling vintages on the East coast for 14 years. “Of course, winemakers typically place great emphasis on producing wine, but there is often little thought given to its preservation. Our service takes care of all of that on-site for each individual winery.” Simmers, who works with a steady clientele, identifying their needs based on

The Grapevine Magazine • September - October 2013

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In The Winery • September - October 2013 previous bottling, says wineries new to the mobile bottling process need to give themselves plenty of lead time in order to properly prepare for the service.

“In December or January at the latest we ask wineries to submit to us what their needs are for the coming year,” Simmers said. “We then like to schedule the actual bottling at least six months in advance.”

Filtration and presentation are also important prep factors, Simmers said. Many wineries rely on services like Landwirt to offer advice and guidance. “I think we are a knowledge source for wineries as well as a physical service,” Simmers said. “We have a lot of experience with millions of bottles behind us and winemakers rely on that. Mobile bottling also brings major advantages. As a winemaker, you don’t have to clean or maintain the equipment, you don’t have to hire an operator for the machinery and, most importantly, you don’t have to have building space tied up for it. You also don’t have to spend $200,000 on something you’re going to use only three or four times a year.” Simmers and other mobile companies bottle wine for as little as 20 cents a bottle.

business. “We do some business with large vineyards in Texas and Napa,” he noted. “And that’s a time-sensitive, temperature-controlled shipment.” That’s why Schanck says hiring such a service requires research. “We keep our fleet in prime condition because the types of commodity we carry depends on it,” Schanck said, detailing the family-owned company’s 23-year history in the business. “Older equipment can’t maintain the temperature range needed and the advances of updated equipment are numerous.”

This includes pipeline visibility, web-based, real-time GPS tracking and remote temperature monitoring.“Our pipeline visibility allows customers to have a clear vision of their product,” Schanck said. “Technology like satellite tracking and remote temperature control are key. But winemakers should also make sure the service they hire is available 24 hours a day. The lines of communication should be open – no voicemail or email, only a live person to provide answers and solutions.”

Bill Schanck, Director of Business Development for Time Definite Services, which has over 150 trucks and over 180 refrigerated, temperature-controlled trailers in its Sumterville, Fla. terminal, they handle truckloads of flowers, fresh and frozen food products and pharmaceuticals daily and says postbottling wine transport and storage is also a big part of the

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In The Winery • September - October 2013

Wineries Get Lean & Mean by Going Green

by Mike Marino

I

nspector Gadget had many tools to make him more efficient as a crime fighter. Wineries also have tools to increase production efficiency and hit high energy costs in the solar plexus thereby increasing profits. The non-renewable energy grid is loosing its grip as eco-warriors fight back to save energy costs in wineries by going cold turkey to get off the "grid" and to "live solar and live free." It generates electricity, powers water pumps and increases the efficiency factor in the wine making universe. Sustainability requires dedication and education but there is a need for clarity and new approaches.

Rob Erlichman, founder and CEO of Sunlight Electric, LLC (www.sunlightelectric.com) Sonoma, California has one goal in mind..to make solar simple! ""Our goal is to demystify solar and address misperceptions for businesses that solar is impractical or unaffordable. The wine industry is where we got started in commercial solar with Frog's Leap Winery in Napa in 2004, and since then we've done over 30 wineries and vineyards,more than any other solar developer in the world," said Erlichman.

In the winery there are many areas for cost efficiency implementation. "Typically the biggest areas for savings for a win-

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ery are insulating tanks, cold stabilization, and lighting upgrades, but to make these recommendations in isolation of an understanding of a winery and winemaker's strategies often results in no consideration of these energy saving measures.

For example, many winery owners like the look of their stainless tanks and feel the energy savings from insulating them are not worth what they feel would be the degradation of the customer experience on the daily winery tours they offer. Though use of electro-dialysis has grown, when energy-use consultants suggest this to many winemakers, a common reaction is, "you stick to energy, I'll worry about the wine," which is indicative of the need for continued education for all involved."

Erlichman explained.

With all the systems on the market place one factor to keep in mind is that one size does not fit all. Sunlight Electrics approach is keyed to the individual winery and it's needs. "The overwhelming majority of our customers have looked at solar before we met them yet failed to find anything sufficiently motivating to act on. I believe the chief reason is because most solar companies look to force-fit a solution they've done elsewhere to the next customer's needs, leaving a prospective solar buyer feeling like the proposed solution just doesn't meet their

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In The Winery • September - October 2013 needs. Every customer is unique and often has needs specific to their business goals and operations, so we take the time to listen and educate about options and trade-offs to find a winning solution." Erlichman went on to explain some of options.

"Energy efficiency efforts range from utility-sponsored "walkthrough" audits, sometimes provided at no cost by local utilities, to bring in the experts and conducting long-term, systemwide audits where each major piece of equipment is monitored for a full year and the building envelope is evaluated and all business processes are reviewed for optimization from an energy use perspective. The former typically yields recommendations to upgrade lighting and increase insulation while the latter can put in place a company-wide plan for equipment and building upgrades as well as business process re-designs to improve all-around resource efficiency."

When considering cost of installation and payback periods of solar systems, there are misconceptions said Erlichman. "The popular perception is that solar projects are cost-prohibitive as they require considerable capital outlay and, even if funds are available, there are other more mission-critical capital projects that take priority over a "nice to do" solar effort. Add to this that the most common financial evaluative criterion is "payback" and with paybacks in the range of 5 years for the cash purchase of a solar project and it's easy to see how many prospective buyers can come up with what appear to be compelling reasons to push the concept of solar down the road for future evaluation. Sunlight Electric has been extremely successful is educating the market that a better way to evaluate a

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solar opportunity is on cash flow. If a customer pays a utility bill, and they are a creditworthy entity, they can swap a finance payment, be it a loan, lease, or power purchase agreement, for their utility payment and often spend less in the process. With a 100%-financed project, they can adopt solar with no cash outlay, and therefore not impede other capital investments, save money immediately, and reap significant savings down the road with a stable, predictable finance payment in lieu of what have been ever-risingutility prices. For most businesses with sufficient tax appetite for the 30% federal investment tax credit and depreciation, loans for solar secured against real estate or other assets offer the greatest savings and net present value. For those without tax appetites, leases are a great alternative as the lessor captures the tax benefits and reflects these in the form of lower lease payments.

Finally, for some power purchase agreements are a suitable option, even though they typically offer the end-customer the least financial benefit."

Tolosa Winery (tolosawinery.com) of Central California is located in the Edna Valley of San Luis Obispo. The soil and setting are perfect for a winery that prides itself on quality wines, and there is enough abundant sunshine for the operation to flex it's solar muscle when it comes to going green and sustainable, not to mention saving energy dollars and increasing the efficiency of the winery.

Jim Efird, one of the principles of the winery, explained why Tolosa went solar. "I have long been a proponent of going

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In The Winery • September - October 2013 Depending on the time of year, the second largest use of electrical power is either the waste water equipment or lighting. Oxygen probes control the need for waste water work and time of use meters override this control to avoid the peak periods. The other is lighting, but overall we have reduced our power use by about 10 to 15%. I cannot be more accurate with this in that the tons of wine we process is so variable."

Efird explained the process of installation. If you're going to do it, do it right. Hire a pro!

"Our solar powered system was installed by the manufacturer due to its size. The solar panels track the movement of the sun automatically and is designed as a 530 KWH system.

Rather than store power it feeds its power either into the winery to the level it is using it Photo Courtesy of Tolosa Winery or runs the PG&E meter backwards feeding the excess power back into the grid. We true green. Having said this I would have to admit in all candidness up our actual power produced or used once per year with the that I am not all that forward thinking. This belief was estabpower company. The system is monitored real time remotely lished and reinforced over and over again through the past 45 under contract by Sunpower as is the need for maintenance." years of my farming and now winery experience.... going green returns green. Sustainable practices in our lives certainly The winery also uses electric carts on site to further reduce pay dividends in the long and often short run.... both financial- their carbon footprint. After years of use and being in the ly, personally and of course in the market place with the aware frontlines of the Green Movement, Efird offers this advice to consumer. What is particularly rewarding is that it is not necother wineries who may be considering utilizing solar power. essarily a sacrifice."

"I would suggest an audit of their current electrical use and equipment. Consider all the opportunities to avoid peak power In addition to belief in the Go Green Mantra, there were also charges by placing clock override controls on equipment, mounting energy costs to be considered. "The decision to add adding insulation and lighting changes where applicable. This solar was made in the winter of 2009 and installed during the is the low hanging fruit. Conservation is a far less expensive summer of that same year. The system was designed to offset first step before considering solar electrical or water heating 85% of the prior power use history of the winery. Through generation. additional use of time clocks to avoid "on peak" power consumption of the waste water processing equipment, the inexpensive option of going to night air cooling in the barrel room, and a switch to the more efficient florescent lighting from the old basket ball gym from mercury vapor light fixtures, the system offsets 100% of our electrical power costs," Efird said.

Of all the areas of production there is one area that draws the most power. "The biggest user of electrical power is refrigeration. This has been diminished by utilizing night air cooling in all the barrel rooms and close monitoring of temperatures as well as additional insulation of the glycol lines. We do not rotate or control refrigeration by central control on tanks.

Photo Courtesy of Tolosa Winery Page 24

The Grapevine • September - October 2013

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In The Winery • September - October 2013 Wineries also harness energy needs from the wind. Linganore Winecellars in Maryland (www.linganorewines.com) owned by the Aellen Family has taken the efficiency bull by the horns. They've been green since 1976 and are one of the most sustainable and efficient wineries in the East.

recently installed a wind anemometer to record wind speed to see if it is feasible in the future to install their own wind turbines to further reduce their carbon footprint," said Aellen.

Linganore's green mantra is simple. "We produce a quality line of wines in the most sustainable and efficient means possible, by preventing pollution as much as possible, training of our staff in green practices in the production of their wines and most of all to share our love and environmental commitment to our customers, staff and community," Aellen said.

They have instituted a program to measure their environmental data such as waste, as well as water and energy use and savings. "The important thing," said Anthony "Is to set goals and try to reach them and then reduce usage totals each year. For more information on Linganore Winecellars, visit their website at http://www.linganorewines.com

A Closing Thought Photo Courtesy of Tolosa Winery Anthony Aellen said "I have been hooked on green practices, before it was fashionable, and today it just makes good sense.

By 2011 the winery's power supply was converted to 100% wind power which got us the 2011 Green Business of the Year Award, from the Baltimore Business Journal." They also were fortunate to get a grant to install two electric car charging stations that are powered by a sun tracking solar panel. "We

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It's time to flex our solar muscles towards efficiency and sustainabilty to land a knock out punch to the unnatural order of things and the wayward path we have been following. It's time to re-think our place in natures scheme, and to become a working partner with nature, not an adversary. You can take action to live solar and live free while increasing your profit margins.

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In The Winery • September - October 2013

Vintners Affordable Solutions For Storage

We stock a full line of HDPE (High-Density Polyethylene) tanks, ranging from 25-12,000 gallons in capacity, as well as stainless steel variable capacity lids for 55200 gallon capacities. We also carry stainless steel butterfly valves, fittings, clamps, pumps, and other accessories.

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The Grapevine • September - October 2013

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In The Winery • September - October 2013

Trends in Wine Labeling

By Nan McCreary

T

here’s no question about it — American consumers have a growing taste for wine. According to the Wine Institute (California), 2012 wine sales in the U.S. increased 2 percent from the previous year to a new record of 360.1 million 9-liter cases with an estimated retail value of $34.6 billion. The U.S. is now the largest wine market in the world, consuming 13 percent of all wine produced globally.

This growing popularity, along with a proliferation of new wineries, a changing drinking population and developments in technology, has set the stage for an evolution in wine packaging and labeling. We’re finding more convenience, originality and innovation in our wine-buying options, and we’re buying “green” in many of our purchases, as new and established wineries try to attract customers in an increasingly competitive market. In this issue, the Grapevine Magazine will explore

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these new trends, so that both producers and consumers can learn what to expect to see on the shelves in the months ahead.

Let’s start with the most important factor in wine packaging — the label. As competition heats up, labels are becoming an essential tool for branding and shelf appeal. Studies indicate that a wine label has only 3 seconds to grab a buyer’s attention, and many market-savvy wineries are responding by targeting specific demographic groups with their labels. The largest wine-drinking demographic, the Millennial generation (under 35s), likes fun, energetic, colorful or provocative labels, so we’re seeing more labels featuring animals (“critter wines”), labels with quirky names (“Fat Bastard”) and labels with modern, contempory artwork. Baby Boomers, on the other hand, are likely to be attracted by more conservative labels (pictures of chateaus or vineyards) as well as labels with

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In The Winery • September - October 2013 legible typography with larger fonts because of their failing eyesight.

Label stocks aren’t just paper anymore, either. We’re finding labels fashioned with new materials such as wood veneer, cork and metal, as well as die-cut labels featuring the shape of a winery’s logo or other custom cuts. Also popular are labels with innovative designs and embellishments like foiling and embossing. "Everyone wants something different," said Heather Chartrand of Watermark Labels (www.watermark.com), whose company designs and prints labels. "That's what's driving the changes."

As technology develops, new options for labeling continue to open up. Traditional glue-applied labels, for instance, are being replaced by pressure sensitive labels, which offer easy application and practically limitless design opportunities, including variations in shapes, configurations and sizes. Watermark Label’s Chartrand told the Grapevine magazine that their company has used new innovations to address the industry-wide problem of white and sparkling wine labels that are damaged when the wine is placed in ice buckets. "We've experimented with adhesives, coatings and varnishes and processes you can do with the substrate (the material that the label is printed on) to create a process where the label will hold up," she said.

"Now our customers don't have to compromise the look of the wine label when they put the bottle in water.”

One of the fastest growing markets for labels is screen printing, a process by which ceramic paint is applied directly to the

surface of a bottle and fired through a Lehr furnace. After firing at temperatures of up to 1180° F, the label design is permanently fused to the glass bottle. Screen printed full labels allow the art to cover 360-degree surface of the bottle, so that the glass becomes a part of the design itself.

“Packaging is now such a critical a key in the industry,” said Mike Bergin of Bergin Glass impressions (www.berginglass.com), “because there are so many ready-to-drink wines in the $15 to $30 range. You have to design a label that will stand out from others and do its own talking.” According to Bergin, a screen-printed wine bottle will attract customers because the richer packaging enhances the brand, making the wine look like it’s worth more. “Buyers want a $17 bottle of wine that looks like a $25 or $30 value,” he said. “They want to feel good about the wine, and they want to enjoy the experience of drinking it. Screen printing will help you sell the first bottle of wine, but it’s up to wine maker to keep customers coming back.”

Ninety percent of Bergin’s customers are small, boutique wineries who can be cost-competitive with paper or pressuresensitive labels because their production is small. Larger vineyards, such as Cakebread or Rombauer, still use paper labels for their core wines, but often opt for screen printed labels for specialty lines. This helps differentiate the wine or gain a higher profit margin for the product. “People keep these bottles,” Bergin told the Grapevine Magazine. “They look like pieces of art. Part of the branding power is that consumers will remember the visual packaging, so screen printing is a unique alternative to paper labels on a shelf.”

Another trend that is transforming wine labeling is the evolution of digital printing. Digital printing is a method of professional four-color process printing that uses digital-based images sent directly to the printer electronically. According to some experts, digital printing usage has jumped 47 percent since 2010.

Tony Dardano of International Label & Printing Co, Inc. (www.internationallabel.com) told Grapevine Magazine that “up until the recent digital boom, labels were primarily run on flexographic or rotary screen presses, which both have costs associated with printing plates and set-up time. The digital boom in the last 6 years or so has changed all of that. Now we have added digital presses to our arsenal, and we’re using them for printing most of our labels.”

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In The Winery • September - October 2013

Digital printing eliminates the need for plates or negatives and costly-set up. It also offers faster turnaround time from order to delivery. Digital printing is especially cost-effective for small wineries with limited production runs, or for wineries that want to change their label appearance or create specialized labels for reserve wines or wines for wine club members. “My operations manager calls it a copier on steroids,” said Dardano.

With today’s competitive wine market, digital printing is a boon for wineries trying to grab a bigger share of the market.

Digital printing offers the label designer practically unlimited flexibility in intricate graphics, colors, shapes and sizes. Labels can be printed on different substrates, such as textured papers, metallic surfaces or film. "With digital printing, you can get photographic quality reproductions," said Watermark Label’s Heather Chartrand, "so we're seeing customers put more detailed artwork on labels. The new technology allows them to be more creative and more versatile and it helps lowers costs."

technology will continue to develop. According to Dardano, all digital manufacturers are working to improve speed on digital presses, which run slower than flexographic presses.

Manufacturers are also developing wider units to accommodate flexible packaging, such as bag-in-box wine and wine pouches. Dardano noted that while flexographic presses are still widely used because they are more efficient for larger label runs, manufacturers are developing methods to facilitate the set-up time, so the presses will be easier to use.

As vineyards and wineries today confront the challenge of distinguishing their product among hundreds of thousands of others, we are likely to see more and more innovations in labeling. Studies have shown that up to 90 percent of wine purchasing decisions are made at the shelf. Many people, in fact, buy the label, not the wine. “If you’re selling $10 to $25 wines,” said Mike Bergin of Bergin Glass Impressions, “chances are 75 to 80 percent that the sale will be based on how the package looks. It all begins with the label.”

Trends indicate that more and more wineries will be going to digital printing, and that digital

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In The Winery • September - October 2013

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The Grapevine • September - October 2013

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The Grapevine Product & Service

SHOWROOM The Barrel Mill The Oak Infusion Spiral by The Barrel Mill is introducing the Eastern European Oak Spiral.

Compared with other manufacturer's oak sticks and chains of oak with as many as 17 links connecting them, the Oak Spiral Barrel Pack treats a 60-gallon neutral barrel with 100% new oak impact using just six linked spirals, contained and connected in a tidy, food-grade, nylon mesh. The patented, material-efficient, and space-efficient design extracts all aromas and flavors in just six weeks rather than the eight months to extract from a new installation of barrel inserts or a new oak barrel. Oak Infusion Spirals are also available in French and American oak, in single toasts and multi-toast blends, that deliver refined, barrel-quality results at a small fraction of the price of a new barrel. The Eastern European Oak Spiral is available online http://cts.vresp.com/c/oakInfusionSpiral/82056c35ff/TEST/f3f942073b For more details about Oak Infusion Spiral products, contact Len Napolitano, North American Sales Manager: (805) 712-4471 or Len@thebarrelmill.com

Easy & Affordable Analysis in Your Lab Mettler Toledo announced the release of their EasyPlusTM Titrators for wineries that offer an automatic, easy and affordable way to measure parameters measured with titration analysis. Equipped with a touch-screen display, EasyPlusTM can determine pH, total acidity and sulfur dioxite so sending samples to the testing laboratory is a thing of the past. For more information, visit http://www.us.mt.com

Miracle Tube Protectors Vine Pro/Tree Pro products do just that – protect trees, stimulate growth, and increase chances of survival on newly-planted vines. Only Tree Pro and Miracle Tube protectors satisfy all three criteria.

The first two to five years after a tree is planted are the riskiest and most difficult. They’re vulnerable to Nature and deer damage. In the first two years, tree protectors and shelters can increase tree height up to 600 percent over trees grown without the benefit of protectors.

Plants grow toward the light. Although some light is transmitted through the protector wall, there is more light higher up. Plants will try to reach that light. Tree protectors that do not transmit enough light cause the tree to divert its energy to vertical growth at the expense of diameter and root growth. This makes the tree top-heavy and vulnerable to breaking in high wind. It is also a major cause of dieback and increased tree mortality.

Case studies, testimonials, and product info at: www.Treepro.com

H&M Gopher Rodent Control Pressurized Exhaust Rodent Controllers (PERC) are a poison-free and explosion-free way to kill burrowing rodents. Now legal in California, the system controls ground squirrels, gophers, prairie dogs, voles and other rodents by using pressurized exhaust gases. THE most effective, safe way of killing burrowing rodents.

An internal combustion engine is used to both generate carbon monoxide and pressurize it to 110 PSI. Using multiple probes, burrows are easily detected and quickly filled with a lethal concentration of carbon monoxide. Simple to use, with probes that insert into gopher mounds, the system will not damage crop stands. PERC is also useful as a powerful field compressor — much more volume than portable compressors; pressurized exhaust can help reduce the possibility of fires, a real benefit when used to blow out harvest equipment. Perfect tool for Custom Operators and pest control professionals! Further information at http://www.handmgophercontrol.com or call Toll Free 855-667-5181

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Around The Vineyard • September - October 2013

Fall Season Virus Disease Testing and Management

By Judit Monis, Ph.D. (Plant Health Services Division Manager)

D

uring the fall, while growers are busy with the season’s grape harvest, is a great time to pause (at least for a few moments) and observe symptoms associated with grapevine diseases. The different “fall” colors that the vineyards turn are generally not normal, as senescence in grape varieties do not develop reddening or other bright color variations. Vines displaying symptoms should be carefully inspected, marked, and representative samples should be

submitted to our lab for testing to determine if pathogens (disease causing agents) are present. The markings will allow growers to map the vineyard and correlate laboratory results with visual symptoms. Over time, the collected information will help determine if the pathogens causing the symptoms are spreading in the vineyard (or from/to neighboring vineyards).

Many viruses are able to spread in the vineyard with the aid of vectors. For example, mealybugs and soft scale insects can transmit certain species of Grapevine leafroll associated viruses (GLRaV-1, 3, -4, etc.) while nematodes are responsible for the transmission of Grapevine fanleaf virus (GFLV) and other Nepoviruses. The control of the spread of harmful viruses requires rigorous protocols while handling vines and performing cultural practices in the vineyard. Hot water treatment of vine cuttings is an effective practice to control the movement of mealybugs (virus insect vectors) from one site to another.

The dispersal of insect vectors by field equipment, birds, workers, or wind contributes to long distance spread of viruses associated with leafroll disease. Diligent rouging and removal of infected vines combined with insect control is a practice that helps decrease the spread of disease (eliminates the source of inoculum and its vectors). Other useful practices include: the use of site-dedicated clothing and shoes for workers, sanitation of field equipment and tools. But of course, effective disease control requires above all clean planting stock (i.e., disease-free tested status) and knowledge of virus infection status in the vineyard and/or neighboring vineyards.

Recently, a newly described virus, Grapevine red blotch associated virus (GRBaV) has been found in vineyards in USA and Canada. Due to the similarity of foliar symptoms it is likely that GRBaV infection has been confused with leafroll disease and other disorders that cause reddening in red fruited grape varieties. Besides the typical foliar symptoms, GRBaV has been reported to affect sugar accumulation in grapevines reducing the brix values and delaying the harvest of fruit.

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The Grapevine • September - October 2013

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Around The Vineyard • September - October 2013 Celebrating Our

75

th

Anniversary

Leafroll Disease in white and red varieties.

Note that symptoms in a white grape variety are not as obvious as in a red grape variety (uneven berry coloring and reddening on leaves) Grapevine red blotch associated virus is easily detected in the laboratory using molecular tools. During the past year, our lab has done exhaustive research and determined that GRBaV is detectable in all parts of the grapevine. Our tests were performed using different tissues (young shoots, leaf blades and petioles from mature or young leaves, canes, trunk, etc.). So far GRBaV has not shown the same seasonal variability reported for leafroll associated viruses (i.e., it is detectable throughout the year in all grapevine parts of the vine). Although, GRBaV is a DNA virus, we are able to test for this virus in combination with HealthCheckTM Panel A (detects leafroll and rugose wood diseases) as well HealthCheckTM Panel B (detects viruses that cause grapevine decline) making the testing cost effective.

The ideal sample number to submit to the lab for pathogen detection will depend on the diversity of vines present in the vineyard, the needed tests, and the reason for testing. If the vineyard is planted with vines from the same origin (i.e., same rootstock/scion combination from known mother vines) testing a minimum of five vines is recommended for virus testing. If there are many rootstock/scion combinations, the vines are from unknown origin, a larger sample number will be required. If the purpose for testing is to collect budwood for propagation, a more exhaustive sampling regime will be prescribed. If the vineyard is “uniformly” infected or the vineyard is adjacent to a known infected vineyard, it may be possible to test fewer vines for specific viruses. The best strategy will depend on the specific situation and our lab personnel is always happy to work with you and help with these decisions.

The fall season is the most appropriate for submission of samples for HealthCheckTM Panel A, RB, Fungal, and Pierce’s disease testing. HealthCheckTM Panel A includes the viruses associated with leafroll (GLRaV 1-7, and -9,), rugose wood (GVA, GVB, GVD, RSPaV, RSPaV-Sy), and Tymoviruses (GFkV, GSyV-1).

Panel RB detects the newly discovered Grapevine red blotch associated virus.

HealthCheckTM Fungal Panel detects and identifies fungi associated with canker, Esca, black foot, and other diseases. HealthCheckTM Panel PD detects Xylella fastidiosa, the Pierce’s disease causal agent.

There are important steps for ensuring a healthy vineyard with consistent grape quality and yield potential. An integral part of this process involves the health status assessment of field selections, nursery rootstock and scion material prior to planting. Please contact Dr. Judit Monis (888-782-5220 or juditmonis@eurofinsus.com) to discuss your testing needs our visit our website (http://www.eurofinsus.com/stalabs/products-services-grapevine-testing.html) for updates on grapevine diseases. You will find articles and recordings of webinars with specific disease symptoms and pathogen testing suggestions.

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Around The Vineyard • September - October 2013

Keys to Future Success Post-Harvest Vineyard Management

By April Ingram

T

he vines are empty and the bins are full as the excitement and accompanying exhaustion of another year’s harvest is wrapping up. One might think that this the time when growers can kick back, relax and take some time away from the vineyard, but this is far from true.

The vines have given their very best, despite a love-hate relationship with the weather, and the hazards of pests and disease.

From the time of the first bud break until harvest the focus is all about protecting and supporting the crop, but now that the grapes are off, it is time to assess the overall health of the vines, status of the vineyard and soil, and strength of the overall operation.

Post-harvest vine health and future performance is based on a careful balance between moisture, nutrient and carbohydrate reserves as the vines prepare to enter the dormant phase. It has been estimated that nearly 30% of the annual Nitrogen and Phosphorous along with 15-20% of the Calcium, Magnesium and Potassium requirements come from stored reserves taken up after harvest. Even though the grapes have been removed, vines still need to receive adequate water postharvest so that photosynthesis and root uptake can continue in order to maximize carbohydrate storage and nutrient uptake for the following season. If regional weather allows, irrigation should continue to be managed in order to maintain functional

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foliage in the canopy for at least three weeks following harvest; however in most grape growing regions, temperatures remain warm enough for vines to retain a functional canopy for a few months. It is also important to remember that dormant vines still use water, so soil moisture should be maintained. If subsoil roots become too dry, it may lead to impaired nutrient uptake in the spring.

Soil and petiole testing provide a clear picture of what is going on in the vineyard. Much like in medicine, appropriate testing can deliver an accurate and timely diagnosis so it is easier to treat the deficiency. Soil tests typically indicate the pH, and levels of Nitrogen, Potassium, Magnesium, Calcium, Phosphorus, Zinc and Iron. If any of these are depleted, late fall can be a good time to add nutrients back so that vines can absorb them prior to going dormant. Soil management recommendations can be different for each region, with some areas not encouraging any post-harvest fertilization or only suggesting pH balancing of the soil, using lime applications.

Once it’s been determined what is needed, and if the timing is right, then you need to decide the best way to deliver it.

Sometimes nutrients are best supplied through the vineyard’s irrigation system, mixed with water and in other cases it’s a good idea to spread what’s needed across the soil. Depending on the soil type, sandy soils can more readily soak up nutrients directly applied to the soil, while heavier soils may do better

The Grapevine • September - October 2013

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Around The Vineyard • September - October 2013

with liquid applications. If a vineyard is found to have a good pH and nutrient balance, then many growers opt to use all-purpose compost or quite often, the grape pomace made up of the leftover seeds and skins after crush. Nitrogen is key to rapid shoot and root growth and flower development and bloom, therefore an application to the soil, sometimes in the form of in the form of manure (rich in nitrogen), is often recommended, immediately post-harvest to coincide with second flush of root growth, where it can be stored in the wood until spring. If the nutrients are all in the soil, ready to be absorbed by the vine’s root, the petiole tests will show whether or not the roots are actually absorbing those nutrients. As

growers well know, figuring out the needs of the vines can be tricky and frequently inconsistent between blocks of the same vineyard, so thorough research, some trial and error, with a dash of experience seems to be the answer.

Post-harvest can be the perfect time to get a head start on weed control. Weeds are tough and actively storing nutrients in their roots at this time of year, making fall an excellent time of year to apply systemic and pre-emergent herbicides. The systemic herbicide will launch an attack on any pesky perennial weeds and an application of a pre-emergent in the fall can help to control germinating weed seeds when the soil warms in the spring. This is particularly helpful when faced with a wet spring, when getting equipment in to apply a pre-emergent can be challenging.

Grape growers that benefit from planting of cover crops usually start later in the fall.

Cover crops are plantings between the rows of vines which build up organic matter, subdue weed growth, limit nutrient depletion, improve the soil structure and help to control erosion. Cover crops can include a wide range of

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The Grapevine • September - October 2013

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Around The Vineyard • September - October 2013 species, but it is careful to consider plants which are well-suited for bringing “life” back into the soil, while not being too much work to farm or overwhelm the existing rows and grow into the trellises.

Post-harvest is a good time to take some steps toward disease and pest control in the vineyard, developing a strategy for the following season, as early as possible. Depending on the region and weather, many diseases and pests can survive during the winter in various forms. It is important to remove any fruit or cluster stems that have been left over, from the vines as well as any diseased canes. Powdery mildew infected canes which appear to have a reddish color, need to be removed because they can provide a source of inoculum. Often, pruned material is used as mulch in the vineyard, but take care with mulching of diseased material and be sure it is incorporated reasonably deep into the soil. Some vineyards opt to do all of their removal with spring pruning, in efforts to be more cost effective, but for optimum disease control, it is best to take them out of the trellis well before bud break. Also, if older vine wood is cut in the vine, in order to prevent infection, it may be recommended to paint the cut region with a pruning paint or similar treatment.

Vineyards in more northern and eastern regions have their post-harvest period often cut short, making their late season routines unique. Some varieties are active late into the season, making them more susceptible to freeze injury because they are unable to accumulate the necessary sugars in the wood before frost arrives, as well, they may not have adequate opportunity to move water out of xylem as part of the hardening off process.

It is important for grow tubes to be removed from young vines as early as August, to provide enough time to harden off.

Hilling up over graft unions is crucial, as was shown in a survey of northeastern vineyards following a hard freeze. Early frost or late season mildew can quickly defoliate vines, leaving them without the necessary leaves to generate the carbohydrates, via photosynthesis, that will provide the vines with insulation and development resources for next season. Vineyards in these areas often maintain late season spray programs in order to help preserve the leaves as long as possible and reduce fungal loads from carrying over into the next season.

Once the vines have gone into a dormant slumber and all the leaves have dropped, it is a good time to get a good look the state of all the stakes and trellises. There may be trellises that need some simple adjustments or full replacement and adding this and basic maintenance of equipment to the long list of post-harvest activities will go a long way in preparing the vineyard for next year’s crop.

Although it is so important to take a moment, raise a glass and celebrate the success of the 2013 harvest, the care and work put into the post-harvest ‘to-do list’ can be crucial in helping to ensure next year’s success.

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Around The Vineyard • September - October 2013

LEADING THE WAY-Former Super Bowl Winning Coach Spearheads Vermeil Wines

By Robert Gluck

S

eventy-seven years young, Dick Vermeil is not slowing down. He is doing what he always did when he was an NFL head coach--leading. This time he leads Vermeil Wines, a small winery in the heart of Napa Valley that goes back to his ancestors.

Vermeil continues to study leadership, and, like football and his personal life, follows what he calls the “Seven Common Sense Principles of Leadership” at Vermeil Wines.

The seven principles are: 1) 2) 3) 4) 5) 6)

Make sure your people know you care!

Be a good example!

Create an atmosphere in which people enjoy working!

Define--delegate then lead!

Bring energy to the workplace!

Build relationships as you implement your vision, values and process!

7) Be sincere!

The exclamation points after each principle illustrate Vermeil’s excitement and passion. Since 1991, Vermeil, a Calistoga native, has worked closely with Paul and Mary Sue Frediani Smith on the highly acclaimed Jean Louis Vermeil Cabernet Sauvignon, now available for purchase online at VermeilWines.com. Several Jean Louis Vermeil and OnTheEdge wines have received 90+ ratings from Robert M. Parker, Jr., one of the world’s most influential wine critics and publisher of The Wine Advocate.

“This is the personal wine project of the Super Bowl-winning, renowned NFL head coach, Dick Vermeil,” Parker wrote.

“His initial dive into the wine world is impressive. It goes against the rule-of-thumb that celebrities rarely achieve anything special in the world of wine.”

Vermeil does not consider himself a celebrity. “I’m just a football coach, nothing more, nothing less,” he said humbly.

“But I was involved with wine long before I was involved with football.”

After taking over the Philadelphia Eagles head coaching position in 1976, Vermeil made the playoffs in 1978, the first time the team made the post season in 18 years. After defeating the

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Dallas Cowboys for the NFC championship, Vermeil led the Eagles to Super Bowl XV, losing to Oakland 27-10. After retiring in 1982 he spent 15 years as a broadcaster with ABC and CBS. He returned to coaching in 1997. On January 30, 2000, he led the St. Louis Rams to victory in Super Bowl XXXIV. Obviously, Vermeil’s passion for excellence has carried over to the winery.

“We make wines that people enjoy drinking,” Vermeil told The Grapevine. “The trick is getting them to taste it in our tasting rooms.”

Having learned to surround himself with great people on the football field, Vermeil said Paul Smith, his winemaker, brings wisdom, expertise and experience to Vermeil Wines.

No newcomer to winemaking, Smith is a talented winemaker and the founder of OnThEdge Winery. He earned his degree at CSU-Fresno in enology-viticulture. With over 30 years of experience in the wine field Smith held technical and management positions with Joseph Phelps Vineyards and Robert Mondavi Corporation. During his 17 years with Mondavi, Smith was responsible for the technical development, facility design and project management of several internationally recognized, state-of-the-art facilities, including Opus One. “He was the head coach of Opus One,” Vermeil said. “When he came to Vermeil Wines he brought knowledge in winemaking techniques and variations.”

Vermeil’s roots stretch back to Italy. His great-grandfather, Garibaldo Iaccheri, came from Tuscany.

“He came from Tuscany as a teenager and as he became successful started to look for land that reminded him of home.

Obviously that was the Napa Valley and it was easy to get to because there was a train from San Francisco to Calistoga,” Vermeil said. “He purchased the property in the 1890’s and the home where I was born in Calistoga. He dabbled in the wine business.”

Vermeil’s grandfather Albert got Dick involved in making

The Grapevine • September - October 2013

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wine as a young man and he’s loved it ever since. “He was the family’s winemaker. He had a great big press in his garage and I can remember getting inside the press and twisting the handle and the juice running over my feet,” Vermeil told The Grapevine.

our wine direct to a wine club member or to a person who walks into the tasting rooms or to a person who orders online and has it shipped. We can’t put it all out to liquor stores, wine shops and restaurants because you can’t make a profit and pay for your own efforts.”

The famous coach, true to his Napa Valley roots, partnered with OnTheEdge Winery and produced his own self-proclaimed “Garage Cabernet” wine, named in honor of his father, Jean Louis Vermeil.

Traveling around the country promoting Vermeil Wines, Dick's efforts are paying off. You can learn more about his wines at the Vermeil Wines website here: http://www.vermeilwines.com/ Online visitors can purchase the 2010 Integrity, 2009 Jean Louis Vermeil Cabernet Sauvignon and the 2009 XXXIV Proprietary Red Wine as well as others. Driving customers through his personal appearances and marketing efforts to buy online or at his tasting rooms is Vermeil’s agenda.

Coach Vermeil was once reprimanded by the NFL when during a game he promised kicker (and fellow wine connoisseur) Morten Andersen a bottle of Bryant Family Vineyards Cabernet Sauvignon if he could kick the game-winning field goal versus Oakland. Andersen made the kick, but upon hearing about the offer, the NFL reminded Vermeil and the Chiefs that the $400 bottle of wine was considered a performancebased incentive bonus not written into Andersen's contract, and the gift was disallowed.

“Everything I do is wrapped around those principles," Vermeil said. "They’re an extension of me on a daily basis.”

“The Tasting Room is a great way to get to know our wines,” said Vermeil. “I invite everyone who visits the Napa Valley to stop by and learn about the history of Vermeil Wines, do a tasting flight and take home some wine to enjoy with family and friends.”

After making 200 cases a year as a hobby, Vermeil got serious in 2008. Now he makes 5,000 cases a year as a business.

Vermeil leads by the principles, which he claims are common sense. He also demands self-motivation, pride and discipline, which he says are also keys to success in any endeavor. He also leads by example which is evident in his work with the Boy Scouts of America.

“Small wineries can’t make enough money selling all their wines wholesale,” Vermeil noted. “Our goal is to sell 65% of

When he is not in the Napa Valley Vermeil spends time at his 114 acre homestead in Chester County, Pennsylvania. In 2001

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The Grapevine • September - October 2013

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Around The Vineyard • September - October 2013 he was the recipient of the Silver Beaver award from the Boy Scouts of America. A huge supporter of the Chester County Council, Vermeil’s annual golf invitational is highly successful.

A distinguished service award, recipients of the Silver Beaver are registered adult leaders who have made an impact on the lives of youth through service given to the council. The award is given to those who implement the Scouting program and perform community service through hard work, self sacrifice, dedication, and many years of service. It is given to those who do not actively seek it.

“We started the charity golf tournament twenty one years ago. We now make $200 thousand a year net that goes into running the Chester County Boy Scout programs, “Vermeil said. “I’ve always looked at the Boy Scout programs as a reinforcement center for the family, church, school and sports teams they play on. It’s another avenue for positive reinforcement on how to do things right within your life.”

Whether it’s his work leading the Boy Scouts, his football legacy or his wines, Vermeil is well known as a man of integrity. But he also understands the concept of giving others an opportunity to prove what they can bring to the table. So much so that he was portrayed in the 2006 film Invincible by actor Greg Kinnear. The film showed Vermeil when he was head coach of Philadelphia and gave Vince Papale, a local bartender, an opportunity to play for the Eagles.

“It starts with a philosophy that if you have the responsibility of building a successful organization, you need quality people to do it with, “ Vermeil said. It’s your job to recognize what people can do today and what they might be able to do a year or two or three down the road if given the right opportunity and the right amount of time to develop their skills. You’ve got to take the time to evaluate your personnel."

Vermeil did just that when in 1999 he gave Kurt Warner, an unknown quarterback many other teams passed on, a chance to start. Under Warner, the Rams offense exploded, and they finished the 1999 season with a record of 13-3. It was one of the biggest single-year turnarounds in NFL history. Vermeil led the Rams to their first ever Super Bowl victory later that season with a 23-16 win over the Tennessee Titans and was named NFL Coach of the Year for the second time. He walked away from coaching again after the Rams' Super Bowl victory.

“Never did I expect Kurt Warner to be as good as he was but I expected him to play well,” Vermeil said. “There were certain things we saw because we took the time to evaluate him.”

Vermeil Wines are available for purchase online, at the Vermeil Wines Tasting Room located in both Napa and Calistoga, CA and at select retail stores nationwide. For a complete list of distributors and retail locations carrying the Vermeil Wines brand across the United States, visit the website or call (855) 837-6345

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The Grapevine • September - October 2013

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International News • September - October 2013

European Winemakers to Work Arizona Harvest

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hree Assistant Winemakers from Europe will be working during the 2013 harvest at Cellar 433’s Dragoon Mountain Vineyard, near Willcox, Arizona. Owner and Winemaker John McLoughlin says, “This is a significant achievement for the Arizona Wine Industry. These Winemakers chose Arizona over California for a harvest experience, and Cellar 433 specifically, with its progressive, state of the art harvest and winemaking methods that draw the best from Arizona grown winegrapes”.

McLoughlin notes that all three Assistant Winemakers are women. “Though we weren’t specifically seeking women, we’re pleased to provide this opportunity. Because women face greater challenges in the industry, I’ve found they tend to make more elegant and distinct wines.” McLoughlin looks forward not only to sharing his knowledge and innovations for producing wine in Arizona, but also expects to draw on traditional European methods from Winemakers with global experience.

Julie Jallais is a French winemaker “fascinated with the idea of working with Zinfandels and other varietals not traditional in France”. She has worked in New Zealand, Austria and France.

She anticipates learning new approaches to winemaking that “push the boundaries of the traditional French techniques”.

Simona Lemmetti comes from the Tuscany region of Italy and will be arriving from a recent harvest in New Zealand. She has worked in northern Italy and harvests in Sicily. Simona anticipates that none of her experiences will compare to a “harvest in the desert”, and looks forward to satisfying an “enormous curiosity” about wine production in Arizona.

Charikleia Mavromati will be traveling from Greece where she managed Sales and Exports and assisted in production for a winery on the island of Santorini, a birthplace of winemaking. It is a challenging winegrowing region, hot and humid, but with low rainfall. Charikleia sees in Arizona “the extreme climate conditions, the need for experimentation in the vineyards, and the constant struggle to produce world class wines which express a particular terroir…a challenge definitely to be accepted”.

All three will arrive during August and will work in Cellar 433 harvest and winemaking operations into November.

For more information send an email to... info@cellar433.com

Trade Commission of Spain in New York Announces Spain’s Great Match 2013

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he Trade Commission of Spain announced today that the annual Spain’s Great Match event will take place on September 24th at New York City’s Metropolitan Pavilion. This collaborative extravaganza of Spanish culture celebrates the distinctive wines, food and design of Spain.

American importers and distributors of Spanish wines will present their best products, some new wines and the latest vintages to wine industry professionals and consumers. More than 300 Spanish wines and a selection of Spanish beers will be featured in a walk-around tasting format.

During the afternoon, members of the wine trade and press will also be invited to tutored regional tasting seminars (one sponsored by the D.O. Rueda, the other to be announced) and to a presentation about the Mediterranean diet. In the evening, the event will open to the public and will feature, along with the wine stations, ten of New York City’s best Spanish restaurants and tapas bars, including Andanada, Barraca Restaurant, Boqueria, Casa Mono y Bar Jamón, Manzanilla Spanish Brasserie, Salinas Restaurant & Tapas Bar, Socarrat Paella Bar, Solera, Tertulia and Txikito.

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The evening portion will be a ticketed lifestyle event which, in addition to an extensive offering of wine and tapas, will showcase Spain’s award-winning interior design industry.

Renowned Spanish designer Luis Eslava (http://www.luiseslava.com/) is overseeing the design of the space, the focal point of which will be the Design Tapas Bar. Mallorcan Chef Andreu Genestra will be the culinary guest of honor, and his creations will be showcased in the Design Tapas Bar. VIP ticketholders will enjoy an extra pre-tasting hour to enjoy the wine, food and design. A portion of event proceeds will benefit a New York City volunteer service organization.

Trade and Press Event Schedule 12:00 – 4:00 pm Walk-around tasting Seminar schedule to be announced shortly Registration is available online at spainsgreatmatch.eventbrite.com

The Grapevine • September - October 2013

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