CO VER S T OR Y
Proctor notes that while growers once made wine only if they had to, that's changed. "They've jumped in the pool and learned to swim," he says. "Now, with experience, they've learned how to do it. They've learned that they can sell grapes or they can sell wine." He calls these people "the new sellers," and they're entering the market with more options. Still, he notes the risks of making
bulk wine: It affects cash flow and delays payment for the grapes. "Some growers who made wine early on lost money, but growers who took that risk in 2011 did well."
He also recommends certain custom wineries over others based on his ex- perience. "In a year like last year, the winemakers had to be good to get good results." He won't share his recommenda- tions except with customers, however. Brian Hendrix of H&H in St. Helena,
Calif., is another broker who sells bulk wine. "The process has worked well recently," he notes. "Bulk wine prices have really increased."
Though the vineyards' locations and wine quality matters, he says that a grow- er might have received $30-$60 per gallon for 2010 Cabernet from Sonoma, $75 for
COMPANY
Grape & Juice Brokerage Suppliers PHONE
Agajanian Vineyards Inc. Ramsey N. Aswad Co. LLC Carolina Wine Supply Ciatti Co.
El Dorado Wine Grape Growers Association Fior di Sole
GD Williams Co. Inc. H & H Wine Brokerage Herb Barber & Sons M & M Wine Grape Co. Mazza Vineyards S & L Vineyards
St. George Spirits Inc. Turrentine Brokerage
(559) 448-0558 (559) 636-3421 (336) 677-6831 (415) 458-5150 (530) 642-9304 (707) 259-1477 (509) 786-1188 (707) 252-8888 (716) 326-4692 (877) 812-1137 (814) 725-8695 (973) 423-4914 (510) 769-1601 (415) 209-9463
WEBSITE agajanian.com
carolinawinesupply.com ciatti.com
eldoradograpes.com fiordisole.com
gdwilliamsco.com
hhwinebrokerage.com herb-barber-sons.com juicegrape.com mazzawines.com slvineyards.com
stgeorgespirits.com turrentinebrokerage.com
For more on grape and juice brokerage suppliers, see Wines & Vines' 2012 Buyer's Guide in print or online at winesandvinesbuyersguide.com.
vineyard-designated wines or $15-$23 for wine from Lake or Mendocino counties. He says 2011 Napa Cab hasn't hit the market yet.
He adds that there is still some 2008-09 wine around, but generally prices drop after bottling time, which is now for premium 2010 reds. Whites must be sold within the year. Interestingly, he says most
Central Valley bulk has already been sold. With a changing market, growers' desperation has turned into opportunity. Most growers, custom crushers and brokers we interviewed agreed that making bulk wine can make sense—even when growers have customers for all the grapes they grow. We can expect to see this continue.
FRENCH AND AMERICAN OAK for fine wine
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