Travel Reference
In-Depth Information
'I've seen the article. I really like your story,' said Dave. 'How did you get that coverage?
If I could get half of the press coverage you've had, I would be happy.'
He was right: writing the story for the newspaper the previous year and lucky breaks
through my business contacts - like the radio interview - had helped our direct business
significantly. The way he spoke it was clear it was going to help us here as well. He was
keen to try our wines.
I talked him through the vineyard and the white that was available and ended with some
negotiation pressure.
'We need a decision fast as I have someone else who is interested in the wine,' I said,
adding to myself, 'or our adventure will be over'. The statement was somewhat true since
the other contact was interested, although it was clear they would never buy in time to save
us. I kept a poker face despite total terror that this tactic could backfire. He looked sur-
prised, clearly not used to buying competition in a flooded wine market and said, 'I'll taste
the wines again and phone you before you leave to let you know.'
I still had no order to report back to Sean but at least I had met the decision maker, the
person who had direct control over the buying decisions. I liked him. He was honest and
direct.
That evening Dave called to announce his decision I tried to control the tremble in my
voice. He was our only hope for a fast solution.
'I like the wines but I find them a bit light - sort of Italian style,' he said.
A dagger slashed through my heart, followed by an intense urge to remove him from our
target list despite how much we needed him right then. 'But I like the story and I think
your wines are only going to improve. I'm already looking forward to next year. I prefer
the sauvignon blanc but the price is too high, it puts you into the price level of well-known
Loire Valley sauvignons.'
'What price do you need?' I asked.
He put forward a figure that was way too low for our sauvignon.
'We can do the sémillon sauvignon for that,' I said, trying to remember the negotiation les-
sons I had learnt in my previous life.
Dave explained the different options for pricing and the impact they had on sales. If he
promoted a wine it sold much faster and price point made all the difference.
'You see it depends on what you want to do with your wine. How fast you want it to sell
determines the price you give us,' he said. He then proposed buying 250 cases at 10 per
cent lower than the price I had offered.
'For that price I'll have to talk to Sean,' I said, sounding more assured than I felt.
'Talk to Sean and let us know by the end of the week.'
My hand that stretched out to put the phone on the kitchen counter was shaking like a leaf.
'Tell all,' said Aideen.
'He wants 250 cases of Château Haut Garrigue sémillon sauvignon blanc.'
