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4 WINES&VINES September 2017 PUBLISHING INFORMATION: Volume 98 Number 9. Wines & Vines, ISSN 043-583X, a member of Wine Communications Group, Sonoma, Calif., is published monthly. Periodicals postage paid at San Rafael and at additional mailing offices. Reproduction in whole or part without permission is prohibited. Wines & Vines does not assume responsibility for unsolicited manuscripts or materials. Contributors are responsible for the proper release of proprietary and/or classified information. Wines & Vines is distributed through an audited circulation. SUBSCRIPTION RATES: U.S., $38; Canada/ Mexico, $48; All other countries, $85 (for airmail add $85). POSTMASTER: Send address changes to: Wines & Vines, PO Box 1649, Boulder, CO 80306-1649. 42 DISTRIBUTOR MARKET 2017 30 Introduction In this ambitious new section, Wines & Vines ranks the top 10 U.S. wine distributors, discusses the pattern of wholesale and retail consolidation, how to protect your winery and the emerging fourth tier of alcohol sales. 32 Top 10 U.S. Wine Distributors An introduction to the 10 wine distributors and their executives, ranked by their importance to U.S. wineries. By Jim Gordon 36 The Challenge of Distributor Consolidation As wine brands proliferate and the wholesale tier compresses, many wineries feel thwarted. By Andrew Adams 40 A Conversation with Craig Wolf WSWA chief addresses consolidation and the growing influence of mega retailers. By Jim Gordon 42 Navigating the Wholesale Landscape Wineries from Paso Robles to the Willamette Valley share their strategies for success. By Andrew Adams 44 Surviving Distributor Power Plays Knowing your rights and protecting your brand in a franchise state. By Suzanne DeGalan 48 Help for Gaining Entrée Marketing companies act as sales arm and advisor for wineries seeking better distribution. By Ben Narasin 52 New Digital Platforms Connect the Tiers Connection companies build web-based marketplaces to aid in wholesale transactions. By Ben Narasin 6 Connect With Us 8 Editor's Letter 73 Advertiser Index METRICS 10 July Wine Sales Push Through Summer Lows. VIEWPOINT 28 Perspectives on Applied Physiology in Support of Viticulture. By Dr. Alan Lakso PRODUCTS 26 News Tartaric Stability with Cation Exchange Resin. 62 Focus New Wine Stoppers. NEWS 14 Top Stories Harvest 2017 Gets Underway. 68 Eastern News Disease Growing From Maryland to Missouri. 56 54 Tool Gives Visibility to Wholesale Markets Distributor Market Service from Wines Vines Analytics allows wineries to research products offered by wholesalers by varietal, region and more. WINEMAKING 56 Technical Spotlight: LVVR Sparkling Cellars Lodi méthode champenoise producer fills quality niche with practical startup plan and refurbished equipment. By Ted Rieger 70 Evolving Styles for Marquette Wines Does this cold-climate wine need oak? If yes, how much? By Bill Ward BUSINESS 64 A Conversation with Robert Nicholson Prominent deal-maker discusses the mergers and acquisitions climate in the North American wine industry. By Laurie Daniel TABLE OF CONTENTS