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Episode Info:

Well-known restaurant brands such as Macaroni Grill, Ruby Tuesday, Joe's Crab Shack, and others are in distress as Americans change their dining habits. How is this affecting the wine business?

Host Joe Janish speaks with Banfi Vintners' National On-Premise Account Manager Thomas Harrell, discussing US chain restaurant trends and how they're changing the strategies of selling and marketing sales to national accounts.

After explaining how Thomas went from the golf course to the wine business, the two cover the following subjects, among others:

  • Affect of distressed restaurant chains on the wine industry
  • Millennials' and GenZ's eagerness to trial beverages and foods of all types
  • How the "fast casual" trend is affecting wine sales
  • Where alternative sizing -- such as 187s -- fit in the new landscape
  • Opportunities for wine in keg
  • Importance of data in helping customers and supporting sales presentations
  • Hot wines such as rose, Prosecco, red blends
  • Premiumization trend
  • The wine glut vs. the shrinking pie of on-premise national accounts
  • Tips for finding the right fits for a restaurant wine list
  • Responding to RFPs
  • Leveraging themes, wine dinners, and LTOs for new items

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