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6 WINES&VINES September 2017 A member of Wine Communications Group Inc. ADVERTISING Vice President and Director of Sales Jacques Brix jbrix@winesandvines.com (707) 473-0244 West Lydia Hall lydia@winesandvines.com (415) 453-9700, ext. 103 Midwest Hooper Jones hooperhja@aol.com (847) 486-1021 East (except New York) Laura Lemos laura@boja.com (973) 822-9274 New York and International Dave Bayard dave@bayard.com (973) 822-9275 Advertising Production Manager April Kushner ads@winesandvines.com (415) 453-9700, ext. 114 Publishing & Events Assistant Emily Rosendahl DIGITAL EDITION All print subscribers now get digital access to Wines & Vines. You can: • DOWNLOAD pages or full issues • BROWSE current and archived issues • WATCH videos • ACCESS via desktop, tablet or smartphone • SEARCH by keyword or table of contents • NAVIGATE by topic or page thumbnail • QUESTIONS? Contact customer ser- vice at custserv@winesandvines.com or (866) 453-9701 Monday-Friday, 8:30 a.m.-5 p.m. PDT. 38 WINES& DISTRIBUTOR MARKET 2017 SOUTHERN GLAZER'S WINE & SPIRITS CONSOLIDATION OVER TIME CONNECT WITH US CONTRIBUTORS One of the most accomplished viticulture professors in the Northeast, Dr. Alan Lakso, professor emeritus at Cornell University, came to the Pacific Northwest in June to present the Honorary Research Lecture to the American Society for Enology and Viticulture, which held its annual conference in Seattle. In an excerpt of his lecture (page 28), Lakso discusses how plant physiology can aid practical farming and challenges researchers to accept that being wrong can be a good thing. Sacramento-based contributor Ted Rieger has walked more vineyards and studied more winery production setups than most winemakers during his 30 years on the winemaking beat. For this issue Rieger found a very unusual winery to feature as a Technical Spotlight. In his report on LVVR Sparkling Cellars, winemaker Eric Donaldson's sparkling wine operation in Lodi, Calif., Rieger writes that Donaldson has found a valuable niche in traditional-method, bottle-fermented sparkling wine. Learn how he does it on page 56. When the cold-climate red variety Marquette was released by the University of Minnesota in 2006, many growers in northern states thought they finally had the variety to make big red wines. They of- ten put the wine in new barrels, frequently made from American oak. For his article "The Evolving Styles for Marquette Wines" (beginning on page 70), Bill Ward spoke with winemakers across the northern tier—from Minnesota to Vermont—about how their approach to mak- ing Marquette has changed. He found that Marquette is now being allowed to express itself in a variety of styles and sweetness levels. DISTRIBUTOR MARKET 2017 WINESANDVINES.COM SEPTEMBER 2017 Top 10 Wine Distributors • Coping With Consolidation Guide to Marketing Companies SPECIAL ANNUAL REPORT ON THE COVER For our inaugural distributor issue, graphic designer Rebecca Arnn sought to create a cohesive design to tie a large group of related stories together. This theme extends to our cover, where a map of the United States serves as a challenge for wineries to expand distribution amid ongoing consolidation and increased competition. QUESTION FOR SEPTEMBER: What has helped you increase your winery's distribution? Bob Knebel Chief operating officer Rombauer Vineyards St. Helena, Calif. The single biggest contributor to increasing distribution has been steady growth in consumer demand in all markets. To help satisfy that growing demand, we work with our excellent distribu- tion channel partners to place available production into high-quality retail locations and fine dining establishments. Our wine club is extremely popular, and has also contributed in increasing our distribution. Greg Harrington Founder Gramercy Cellars Walla Walla, Wash. It is essential that the winery story is focused. Gramercy Cellars is fully focused on restaurants and wines that work with food. This philosophy is counterculture to what is going on in Washington today. When sommeliers and retailers are looking for more restrained wines to pair with their menus, we are the go-to choice for many because the story is focused and uncompromised. Eddie O'Keefe Co-owner and president Chateau Grand Traverse Traverse City, Mich. From a distribution perspective, we have always been practical about our pricing and under- stand where our brands fit in the marketplace. By providing consistent quality, stable pricing, contemporary packag- ing, availability and efficient shipping, our wholesalers, retailers and consumers all know what to expect. It's taken time and a lot of effort to get to this position.