Issue link: http://winesandvines.uberflip.com/i/437909
120 Wines&Vines January 2015 SAlES & mArKEtIng it's an investment of time. "Don't sell your soul for a quick buck. Stay to your plan" he advises. Scott Worrall serves as the export manager for 600,000- case Milbrandt Vineyards in Prosser, Wash. For him, the trip was about educating prospective distributors and retailers. Since Milbrandt isn't a French or Cali- fornia winery, Worrall said it t a k e s t i m e t o e x p l a i n w h a t makes the brand special and worth trying. This was Worrall's second time at the wine fair, and he feels "these kinds of events are an efficient way to meet a lot of importers and distributors who are qualified." Having a full-time export manager is a big plus in cultivating relation- ships, he added. The consensus Whether North American wineries opt to use an export specialist or a local distributor, finding the right partner is crucial to making overseas sales work. Beyond that, they must make a commitment to spending the time and effort to build an Asian franchise. Come to Hong Kong, meet with the locals, and get ready to explore Asia. Dave Bayard handles international sales for Wines & Vines. He joined the com- pany in 1977 and lives in Morristown, NJ. Trust_Dir11.qxp 10/28/10 3:09 PM Page 1 Wine professionals and aficionados participate in an educational seminar. Dr. Justin Cohen of the University of South Australia speaks to a multilingual group about the "state of play" in the Chinese wine market. Call your Associate today for competitive financing! Fixed and adjustable rate mortgage loans Dana Cummings Kennewick, WA, 509-783-9191 Scott Gay Napa, CA, 707-477-2425 Josh Gervase Escalon, CA, 209-608-0321 Bill Sciacqua Fresno, CA, 559-470-6448 Brendan Feder Visalia, CA, 559-312-4437 Jonathan W. Holbrook Food & Agribusiness, 559-470-6444 Agricultural Investments Your lender of choice for agricultural capital. © 2014 METLIFE, INC. © '14 PNTS www.metlife.com/ag