Using Personal Wine Passions to Enter Niche Premium Wine

Using Personal Wine Passions to Enter Niche Premium Wine Markets in NYC and Beyond
Larry Perrine
Channing Daughters Winery
Bridgehampton, NY
Long Island’s maritime climate
Surrounding bodies of water moderate
temperatures year round.
3000‐3200 (1650‐1775) GDD
3‐4” rainfall monthly
Summer dry spell
Rarely <0ºF in winter
Budbreak: late April to early May
Bloom: 2nd‐3rd week of June
Veraison: mid August
Harvest: September‐October
CDW Grape Varieties
White
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Chardonnay (10 clones)
Sauvignon Blanc
Pinot Grigio
Pinot Bianco
Tocai Friulano
Malvasia Bianca
Muscat Ottonel
Gewurtzaminer
Semllion
Viognier
Ribolla Gialla
Aligote
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Merlot
Cabernet Sauvignon
Cabernet Franc
Malbec
Petit Verdot
Dornfelder
Blaufrankisch
Syrah
Teroldego
Refosco
Lagrein
Pinot Noir
Wine Styles at Channing Daughters
Fresh Varietal Whites (SB, PG, CH, TF)
Field Blended Whites (Sylvanus, Mosaico)
Barrel‐fermented Whites
Skin‐fermented Whites (4 Orange wines)
Rosato (6 varietal Roses)
Blended Reds (Merlot and Syrah‐based)
Varietal Reds (Blaufrankisch, Lagrein, Refosco)
What is Niche Wine Market?
• Usually restaurants, often ethnic or farm‐to‐
table, but can be elite, upper‐end
• Featuring unusual wines, or newly re‐
discovered regions, often by‐the‐glass
• Decidedly not barrel‐fermented Chardonnay
• Populated by younger soms and consumers
• Often hip, cutting edge, creative cooking in smaller, affordable venues, ie‐‐Brooklyn
Niche Wine Market (2‐3%)
• Absolute commitment to top quality in vineyard and winery
• Wines are unusual, distinctive, well‐made
• Requires hungry, interested, sophisticated consumers
• Requires adventurous, fearless sommeliers
• Requires appreciative wine media who care about path less trod
Niche Wine Market (2‐3%)
• Based on word‐of‐mouth and personal relationships
• Direct sales, no distributor, winemaker sells
• No scores, no marketing, just shared wine interests
• Constant flux and contacts, be prepared to move with sommeliers
• NYC: most niche restos downtown Manhattan or in Brooklyn
MOSAICO
A White Field‐Blend or Vin de Terroir
(32% pinot grigio, 29% chardonnay, 14% sauvignon blanc, 10% muscat ottonel, 8% gewurztraminer, 7% tocai friulano)
Style: SS and oak puncheon‐fermented, fresh, deep, aromatic
MOLTI ROSATI:
SIX VARIETAL ROSES
SS‐fermented roses made from cabernet franc, cabernet sauvignon, merlot, syrah, refosco, and lagrein:
100‐1,000 cases
(100% varietal)
Style: fresh, minerally to fruity, clean, dry, salmon to pink in color
Kegs for Esoteric Wines by‐the‐glass
(0 kegs in Spring 2010 to 560 kegs in 2012)
MEDITAZIONE
A Skin‐Fermented
White Blend, Barrel‐aged
(35% tocai friulano, 35% sauvignon blanc, 13% muscat ottonel, 12% pinot grigio, 5% pinot bianco)
Style: ancient, exotic, aromatic, colored, structured for food