Winery owners must have solid financial management in place, says Barbara Insel, and that would include cutting out wines that are not profitable. With a backlog of wine inventories clogging wine distribution channels, direct marketing offers wineries a chance to supplement sales and keep cash flow moving. A wine business consultant was recently in Washington State, offering tips to help turn tasting-room visits into wine sales. Many winery owners thought that direct marketing would protect them from problems associated with wine’s three-tier distribution system, said Barbara Insel, president and CEO of Napa, California’s Stonebridge Research Group. But not all direct […]