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February 2018 WINES&VINES 19 WINE INDUSTRY NEWS For more information contact your sales representative or email us at info@seguinmoreau.com L odi, Calif.—Every grape- grower would like to sell their grapes at a higher price. Some factors affecting grape prices are beyond a grower's control, such as trends, supply and demand. A recent Lodi Winegrape Commission (LWC) meeting about premiumiza- tion pointed out that a grower can take the initiative to change farming practices to increase quality and raise the bar, do market research, target potential buyers and make contacts to improve sales opportu- nities and prices. Industry panelists with experi- ence selling and buying grapes provided advice for both entering and expanding opportunities in the premium wine grape market. Jeff Bitter, vice president of Fresno, Calif.-based Allied Grape Growers, has a statewide perspec- tive representing growers as a marketer and seller of grapes to wineries. Regardless of market conditions, Bitter advised, "You as a grower have to take the first step. Be proactive to make changes in the vineyard to take your grapes to the next level." Panelists advised growers to take small steps by farming a small block, or two or three rows, differently with a focus on improv- ing quality. Bitter suggested, "Then make wine from this block. Sometimes that's what you have to do to understand what your vineyard can do." LWC program manager Stuart Spencer is also a grower and wine producer with his family-owned St. Amant Winery in Lodi. Spencer advised: "Do your research. Find out what wineries are interested in and target those that may want what you have to sell. Visit their wineries and tasting rooms to see how they make their wine and learn about their wine styles. Go to tastings and events where the winemakers and owners are pres- ent and make contacts." Spencer suggested finding a local winemaker and giving them 2 tons of fruit to try in exchange for 20 cases of the resulting wine that the grower can use to showcase and market their vineyard. Spencer noted Lodi is becoming known as a source of alternative varietals that may not be available in significant quantities from elsewhere in Califor- nia, such as Spanish, Portuguese and German cultivars. "Sometimes those oddball varietals can open up doors for you," Spencer said. Sustainable certification is an- other avenue to potentially increase grape prices. Spencer listed four wineries that pay higher premiums for grapes farmed under the Lodi Rules for Sustainable Winegrowing Program: Bogle Winery in Clarks- burg, Francis Ford Coppola Winery in Geyserville, Michael David Win- ery and LangeTwins Family Winery and Vineyards in Lodi. Growers were advised to take a realistic look at themselves and their operations and determine if premi- umization is practical. Some growers may prefer selling their entire pro- duction on a commodity basis to one large winery rather than dealing with multiple wineries and buyers who may want to visit their vine- yards on a regular basis and request specific farming practices. —Ted Rieger Lodi Growers Get Tips to Improve Grape Quality and Prices "Sometimes those oddball varietals can open up doors for you." —Stuart Spencer, Lodi Winegrape Commission