Selling wine through restaurants -- how the gatekeeper thinks

Davis, Nicole; Charters, Steve
November 2006
Australian & New Zealand Wine Industry Journal;Nov/Dec2006, Vol. 21 Issue 6, p91
Trade Publication
The article emphasizes the need for wineries and wine distributors to understand the needs of the wine list gatekeeper to effectively market their products through restaurants. In order to gain sales, restaurateurs need to focus on the reason, or occasion for a customer's visit in order to provide guidance in the customer's wine selection.


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