Issue link: http://digital.copcomm.com/i/807387
{ SOMMjournal.com } 7 Now heading triumphantly into its second decade with a broad portfolio of domestic and international clients, Vintage Point assists smaller and mid-range produc - ers run the gauntlet through the three-tier distribution system. "When distributors have thousands, tens of thousands of skus, it's hard for the voice of a single producer to get through to them. We combine our clients into a portfolio so that distributors only have to listen to a single voice instead of the voices of 20 different producers," Biggar explains. In addition, Vintage Point's national sales force of 20 people in the top 15 markets offers producers a huge advan - tage in market reach and cost-savings. A partnership approach works well with the other players too. For distribu- tors and accounts, the co-founders' years of combined sales, marketing, manage- ment and production experience brings a three-dimensional understanding of their business needs. "We know the language of the wholesale tier and we sort of know what they want," says Biggar. "There's been that sweet spot in the $12 to $20 range retail and $8 to $15 BTG on-premise that's been growing double digits since we began. We've always played in the over $10 field." From the accounts' perspective, he says, "We have a lot of relationships in the indus - try and many of them want to see what's different and new. And they want to hear from the smaller guys. The smaller producers better reflect the "craft" movement trends in the industry. That's what's kept us busy." Over the past few years, the company built annual winery revenues to over $75 million and shipped over 670,000 cases in 2015. But the key to the company's future success will depend on its ability to remain nimble as the U.S. wine industry continues to change . . . and, sometimes, they'll have to adapt to the consequences of their own achievements. Layer Cake is a good case in point. The brand fledged recently after Vintage Point helped build it to a critical mass where its volume made flight on its own viable. Despite the hole that Layer Cake's departure left in Vintage Point's short-term revenues, the augmentation in its reputation for success is a long-term gain. Biggar took 2016 to rebuild the portfolio around long-term clients Educated Guess and Gary Farrell and quickly formed a partnership to assist developed Prosecco producer and importer Mionetto USA in the chain channel. The hole in the portfolio was also a boon to nine new clients who will bring increased diversity to Vintage Point's offerings. It already includes brands from such wine industry luminaries as Phillipe Melka, Allan Shoup, Michel Rolland, Bill Price and Ed Sbragia—just to name a few. Biggar and Peterson believe that although the upward trends in consumption and pre - miumization will continue, consolidation and brand proliferation will do the same. This means more impediments for smaller pro- ducers. "You have to overdeliver," Biggar tells them. "Their stories are what keep this busi- ness vibrant, so some of them will prevail, if they're willing to compete by overdelivering." The guys in the white hats at Vintage Point are planning to continue to help them thrive in a market where small producers are the underdogs. "At our core, that's what we try to do," he says. "We overdeliver value." Portfolio Notables Nine Hats 2015 Red Blend from some of Columbia Valley's best vineyards is a cleverly labeled, but serious, $20 red wine from the producers of Washington's Long Shadows. A perfect match for Boulevard's succulent lamb chops. Julia's Dazzle 2015 Rosé of Pinot Gris wafts orange peel aromas and shows perfect balance. Named for Long Shadows founder Allan Shoup's granddaughter. Provided a lovely accompaniment to calamari stuffed with chorizo and abalone mushrooms. Gary Farrell 2014 Russian River Valley Pinot Noir: Winemaker Theresa Heredia carries on the 30-year tradition of exceptional wines from this pioneering Russian River Valley brand. DeLille Cellars 2014 Chaleur Blanc, Columbia Valley: a Sauvignon Blanc/Semillon blend with lemongrass and grapefruit aromas and flavors from celebrated winemaker Chris Upchurch. Sbragia Vineyards 2013 Monte Rosso Vineyard Cabernet Sauvignon: grapes for the wine came from one of Sonoma County's most historic vineyards. Made by Ed Sbragia, one of California's most respected winemakers.