Changing with the Times...
a Million Reasons
When my father brought me into the
business, every month I worked through
tear sheets of wholesaler price pages
which had been updated by hand. I re-
member visiting the print house where
Lib Mazotta, the linotype operator, would
enter the new prices line by line on what
looked like a giant typewriter. 
In the early 1980’s, when we began to
introduce new computer-based tools to
manage the updating, at first I felt resis-
tant. But now it is quite clear that we never
could have continued to service the market
had we not embraced new technologies. 
I am reminded of that transition
lately as we continue to expand and im-
prove our offering on BeverageMedia.
com. Please don’t be put off because
the range of tools this platform offers
may appear to be outside of your cur-
rent comfort zone. Don’t mistakenly
conclude that you have to first hire
a younger person just to manage the
search and ordering process. Take it a
step at a time and you will see how soon
you are enjoying the benefits.You can’t
find greater assurance than the fact that
one million orders have already been
placed by your colleagues through this
system. Times change. 
See page 60 and visit online at
The Struggle for Credibility
Agencies seeking to justify funding must
love our industry. They know there is
enough built-in cynicism surrounding our
products that they can easily draw nega-
tive conclusions, buoyed by “hard facts.”
Take, for instance, a recent report
from the Centers for Disease Control and
Prevention saying that excessive drinking
costs the economy more than $220 billion
annually. A more detailed breakdown
claims that the bulk of those “costs” stem
from the hangover component—as in lost
productivity, to the tune of $160 billion
dollars—the majority of which is borne by
federal, state, and local governments.
These are big, bad numbers. But the
CDC researchers failed to mention the sig-
nificant revenue from beverage alcohol that
goes directly to the government in the form
of taxes. Even more important: rather than
get into a numbers debate every time a study
like this crops up, our industry needs to con-
tinue to publicize the positives—such as the
support New York retailers are showing the
state’s wine industry.
This exercise makes the case for our
ongoing appeal to every package store li-
censee who is supporting NYS wines to send
us graphic evidence in a picture. We need
hard facts like this to prove our point, before
some study is presented to the NYS legisla-
ture “documenting” our lack of support.
Hot Town, Cool Trends
Facing some of summer’s hottest days I
am inspired with cool thoughts thanks to
“Ice Capades” on pg. 20. It was only a
matter of time before the frozen drinks
we used to know got a fresh update for
modern cocktail-making. From spiked
slushies and snow cones to blender
drinks and adult milkshakes, brands and
bartenders are getting creative with the
frozen drink trend.
On the wine front, though the idea
of inexpensive Pinot Noir isn’t brand
new, the past year has seen the catego-
ry’s sales grow a great deal. Consumers
can’t seem to get enough. Read more
starting on pg. 12. And for all you need
to know about Austria’s exciting Grüner
Veltliners, see Christy Canterbury’s
overview on pg. 34.
For this issue we also looked into “The
Art of Cross-Selling” (pg. 26), and found
that retailers are as enthusiastic as ever
about interacting with consumers and
introducing them to new wines. “The
Gold Standard,” on pg. 30, looks into
the enduring presence of wine and spir-
its competitions and how to leverage the
winners. And speaking of winners, be on
the lookout this fall for a special insert of
the Ultimate Beverage Challenge Guide
to the World’s Best Wine & Spirits.
Beverage Media
August 2013
Photograph by Thomas Mangieri
Jason A. Glasser
Chief executive officer
Jody Slone-Spitalnik
Chief Operating Officer
William G. Slone
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