A Perfect Score by Kathryn Hall

Author:Kathryn Hall
Language: eng
Format: epub
Tags: Cooking / Beverages / Wine & Spirits, Biography & Autobiography / Business
Publisher: Center Street
Published: 2016-09-12T16:00:00+00:00

KATHRYN

We often say in our business that relationships are everything and that was certainly true in this case. The Texas retailer and our Texas distributor who worked with us in 2008 to move our 2005 Cabernet Sauvignon not only stayed with us in subsequent years, but they also returned to buying at our regular wholesale prices without a word. I saw the buyer this year at Premiere Napa Valley, a special annual tasting the Valley puts on for key buyers from across the country. He reminded me of our joint effort in 2008 and we both acknowledged that it had cemented our relationship. Reputation and real relationships are made in tough times.

The other way we moved a lot of our wine in 2008 was also relationship driven and downright serendipitous. I was attending an event in Dallas where Craig, who had been part owner of the Dallas Cowboys, and former Cowboys quarterback Roger Staubach, who had gone on to become a very successful entrepreneur, were being honored. Roger and I were seated next to each other.

“Tell me about the business,” he said at one point during the afternoon.

After a great conversation, he asked if I would be interested in selling our wine to American Airlines, where he sat on the board. He proceeded to explain that he chaired a committee that encouraged American Airlines to buy from women- and minority-owned businesses. “If you’re interested, I’ll put you in touch with our wine consultant, Ken Chase.”

Was I! The profile of people who drink quality wine aligns closely with people who fly, especially in first class. And the visibility of wines being poured during a flight is unusually high. As an Executive Platinum, almost-11-million-mile American Airlines traveler (who sits more often in 3A than in my home sofa), I was—and am—very familiar with the wines served on board. And although I was underwhelmed and hugely disappointed that, contrary to the George Clooney movie Up in the Air, no handsome captain comes out when you reach 10 million miles, I remain impressed by the knowledge flight attendants share about the wines they serve. So the possibility of an introduction to Ken, a Canadian who is extremely wine savvy and who has dramatically improved the wine selection aboard AA and other carriers, made my day.

I met Ken at a restaurant by Dallas/Fort Worth International Airport for lunch. We were joined by the woman who oversees the purchase of all beverages for American and by the woman who handles the minority purchasing program. The wines showed beautifully. It’s a good sign when someone returns to the glass, re-tests the nose, looks carefully at the color, and then smiles as he sips. I watch for this behavior whenever I am presenting wines, and I saw it at lunch. Wow. Ken liked the wine. I could tell from his countenance that it was better than he thought it would be. He was clearly interested.

“If you want to buy 1,000 cases of wine, we can meet that level of request,” I told him.

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