6. Hospitality

Question 1

Explain how in UK hospitality sales by volume compare to by value

Answer 1

20% by volume
40% by value

Because the price per bottle is higher in hospitality than retail sector

Question 2

Define “high involvement consumers”

Answer 2

Consumers who are willing to pay above average prices for very good and outstanding quality wines

Question 3

Define “hand-selling”

Answer 3

Telling the story of the wine, provide additional information and explain food and wine pairing

Question 4

Give examples of wine bar chains

Answer 4

• Davy’s UK, large wine bar with own-label wine
• Vino Vilo USA, airport lounges

Question 5

Why don’t wine bars offer big-name wine brands

Answer 5

They can not compete on price with large chains, so they stock from smaller producers

Question 6

What type of wine is served in general bars

Answer 6

• Produced by big company, well-known region and variety, inexpensive to mid-priced, appealing a wide range of people
• In wine producing countries, likely a local wine
• To avoid price comparison with retail outlets, some producers make brand specially for hospitality

Question 7

Give examples of non-destination restaurants

Answer 7

• Where people eat before going to the cinema
• Where people eat a quick meal after work
• Country-based: Italian etc

Question 8

Give examples of fine dining restaurants

Answer 8

• Le Bernardin NY
• The Fat Duck UK
• Can Roca Spain

Question 9

What are some traits regarding wine in a fine dining restaurant

Answer 9

• Sommelier to make recommendations
• Tasting menus with food and wine pairing
• High quality, premium prices
• Brokers to seek out rare wines