The Tasting Panel magazine

March 2014

Issue link: http://digital.copcomm.com/i/271567

Contents of this Issue

Navigation

Page 59 of 128

march 2014 / the tasting panel / 59 Blackheath cultivates relationships at on- and off-premise accounts where distributors and importers are often challenged to make inroads for smaller brands. "People and resources are two things critical for achieving results and developing share of mind. Our model provides both," Harkins says as he describes his ultimate goal for develop- ing brands. Michael Rieck—who admits his all-time favorite job was bartending—is responsible for putting together an all-star team of motivated professionals that are as driven and passionate as he is. Prior to joining Blackheath, Michael was the National Sales Director for DeLeon Tequila and is credited with bringing that brand from two markets to 23 within 18 months. Rieck joined Blackheath as a partner and VP of Sales in September of 2012 bringing the veteran experience and relationships he accumulated as Director of Field Marketing for Bacardi USA, and VP of On-Premise Sales with Charmer Industries NY. What attracted him to Blackheath was the model of category- focus and the opportunity to change how brands go to market. "As I grew my career through these big company jobs, what I really wanted to do was be in a place where I can affect change in categories," he says. "When I hear competitors tell me, 'Hey, I see Atlantico [a rum that is one of Blackheath's star brands] all over the place, nice work,' that's what it is all about. And I look to hire people that are motivated by pride in their own personal success. You have to be wired this way, and I remind our sales team every day that they don't report to 7,000 shareholders or quarterly reports. We are doing this for each other—I've always been motived by that strategy and it's how I motivate my people." Blackheath prides itself on its first brand, Atlantico Rum. Blackheath in New York City In the ever-expanding grid of New York City's beverage machine, Blackheath's Gotham-based team is headed by New York Regional Manager John Picard, who previously worked for Patrón Spirits, and New York Metro Area Manager Adrian Sosa. "We're not brand ambassadors," explains Sosa. "We're the sales support role that brands in NY would not survive without. Though there is some crossover in the areas of staff training and product education, we dedicate much of our time, in conjunction with our distributor-partner teams, to finding new opportunities, making new placements and creating added value for accounts to support the brands we represent," he says. One of Blackheath's most supportive on-premise accounts is American Whiskey in New York City. Partner and Beverage Director Jon Howard, whose popular bar and restaurant serves 600 to 700 covers on any given Saturday night, finds the knowledge and support that Blackheath offers invaluable. "Like most bars in New York City, we have limited shelf space, want to offer something that our competitors don't and need to make sure that when our customers ask for something we don't have, we can point them to a product they will not only approve of, but order again," says Howard. "Blackheath pro- vides great brands, support and the staff training which we feel is invaluable." By cultivating citywide relationships similar to Picard, Sosa and Howard's, Blackheath is making a major impact for brands. When whisky producer Whyte & Mackay came to Blackheath, it was with the intention of creating more of a presence in New York for its flagship brand The Dalmore, as well as for some of its lesser known labels, like Jura, a boutique single malt brand with a cult-like following, named for the island off Western Scotland where it is produced. "Since we've started working with Jura, placements have increased 150%," boasts Picard—a huge growth "in such a crowded and competitive market." Blackheath has plans to grow organically as it finds brands that it feels are a good fit for its portfolio and mission. Blackheath leadership "is very selective of what brands we work with," says Sosa, "quality in the bottle comes first, but they push us to think of our client brands as partners who we can share ideas and concepts with, and also offer marketing expertise to help them grow their sales figures, and their overall business, as well." —David Ransom says. When I hear c 'Hey, I see that is on star bran place, ni what it is look to h motivate own pe You ha way, a sales that to 7, or q We for alw by t it's h peop Blac itsel Atla At American Whiskey in NYC (left to right): John Picard, New York Regional Manager for Blackheath; Jon Howard, partner/Beverage Director, American Whiskey; and Adrian Sosa, NYC Metro Area Manager for Blackheath. PHOTO: DOUG YOUNG

Articles in this issue

Archives of this issue

view archives of The Tasting Panel magazine - March 2014