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UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 1 Study Guide: Presentation and Pouring
STILL WINESPresentation
• Present the bottle by showing the label to the guest who ordered it.
• Open the bottle at tableside. Use a waiter's corkscrew while holding the bottle in your hand.
• Place cork on the table.
• Pour a one-ounce taste -- about a finger's width -- for the guest who ordered the wine.
Pouring Sequence
• The host is always served last, even when the host is a woman.
• For a table of two, the "other" person is always served first.
• In a party of three or more, pour clockwise around the table, serving women first, followedby the men.
• At tables where there is a "Guest of Honor," the special guest is always served first.
Pouring Tips
• For a drip-less pour, roll the bottle with a quick twist of your wrist as you finish pouringeach glass.
• When serving from a bottle, fill the glasses one-third to one-half full.
• When serving wine by the glass (BTG), the glass is usually filled nearly to the top when it’sa small glass, part-way when it’s a large glass. Learn your establishment’s policy.
1Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 1 Study Guide: Presentation and Pouring
CHAMPAGNE AND SPARKLING WINE Opening Safely
• To prevent injury, always keep the cork pointed away from people.
• Remove the foil. There is usually a tab you can pull.
• Keep one hand on top of the cork at all times. With your other hand, untwist and loosenthe wire cage covering the cork.
• Place a clean napkin over the cork and grasp the napkin and cork with one hand. Not onlywill you get a firmer grip, but the napkin acts as a safety net if the cork decides to pop.
• Rotate the bottle slowly as you gently ease out the cork.
• If you have opened the bottle correctly, you should hear a gentle hiss; the Champagneshould not foam out of the bottle.
Pouring without Frothing Over
• Pour slowly, gently filling the flute about one-fourth full.
• Wait a moment as the froth settles.
• Fill the flute to about three-quarters full.
• Proceed to the next flute.
2Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 1 Study Guide: Your Senses of Smell & Taste
YOUR SENSE OF SMELL AND WINE AROMAS / FLAVORS
How it Works: Smelling
• Each time you inhale through your nose or your mouth, you pull air into your retronasalpassage, which connects your nose and mouth.
• Incoming scents are picked up by the olfactory epithelium, which transmits the scent signals to the olfactory bulb in the brain.
• The average adult can identify nearly 10,000 unique scents and distinguish the presenceof many more aromas -- even at very low levels.
Aromas and Esters
• The aromas in wine come primarily from esters, fragrant chemical compounds.
• Esters also give foods their characteristic aromas.
Aroma vs. Flavor
• Scents that enter the retronasal passages via the nose are called aromas.
• Scents that enter the retronasal passages via the mouth are called flavors.
YOUR SENSE OF TASTE AND WINE
How it Works: Tasting
• Your taste buds, which, for the most part, are located on your tongue pick up tastes.
• The taste buds are undifferentiated, meaning that each bud senses all the tastes.
Tastes in Wine
Sweetness comes from sugars and alcohol
Tartness comes from acids
Bitterness is caused by tannins, which are found primarily in red wines
Taste and Mouthfeel
Sweetness has a smooth, rich, thick feeling that seems to coat your mouth.
Tartness feels sharp and may cause the mouth to pucker and salivate.
Bitterness has a drying, astringent feeling.
Sensitivity and Sensory Thresholds
• The minimum concentrations at which an aroma, flavor or taste can be sensed or identified.
• The threshold varies considerably from individual to individual, making wine appreciation a personal and highly subjective experience.
3Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 2 Study Guide: Reds
REDS VS. WHITES
Distinctions
• Color
• Tannins in reds: body, mouthfeels, ageability
• Fruit aromas and flavors
Serving Temperature
• White wine: cold, but not freezing, to the touch; 45-50 degrees F or 7-10 degrees C
• Red wine: cool to the touch, but not cold; 60-65 degrees F or 16-19 degrees C
WINE COMPONENTS
Liquid Components
• Water
• Alcohol
• Glycerol
Solid Components / Extract
• Minerals
• Acids
• Tannins
• Sugars
• Anthocyans
• Flavors
Extract and Grape Variety
• The amount of solids that can be extracted depends on the grape variety.
• Grapes with high levels of solids, such as Cabernet Sauvignon, can be made into dense, dark, full-bodied wines.
• Grapes with relatively fewer solids, such as Gamay, produce lighter, less full-bodied wines.
4Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 2 Study Guide: Reds
Tannin Sources
• Skins
• Seeds
• Stems
• Barrels
Recognizing and Describing Tannins
• Tannins interact with the taste buds and can trigger a bitter taste.
• Tannins interact with proteins on the tongue and insides of the cheek to trigger a drying, astringent sensation.
• Mouthfeel descriptors are textural and include rough, powdery, dusty, fine-grained, velvety,smooth and silky.
Balancing Tannins
• Hard components = tannins + acidity = backbone, structure, firmness
• Soft components = sweetness + fruit + alcohol = flesh, charm
• Foods that contain fats and proteins tame tannins
Describing Acidity and Sweetness
• Acidity, depending on level = steely, crisp, refreshing, bright, soft, flabby
• Sweetness, depending on level = sweet, semi-sweet, off-dry, dry
5Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 2 Study Guide: Maturation and Decanting
MATURATION AND AGEABILITY
• Most wines are best consumed in their youth.
• Only a tiny fraction of the world's wines are actually better after 5 or more years in the cellar.
• To age well, need component parts or extract in proper proportion to each other.
Bouquet
• Aromas and flavors from aging (and also from the wine-making process)
• Mellower, more earthy notes vs. the primary fruit that comes directly from grapes
Grape Variety and Ageability
• Only more complex grape varieties such as Cabernet Sauvignon, Merlot, Nebbiolo,Tempranillo, Pinot Noir and Syrah have the quantity and proper balance of components toproduce wines that will age well.
• Not every wine made from these varieties will have a long life in the cellar. Depends onquality of grapes and winemaking.
Peak Drinking
• Fruit flavors augmented by more subtle, darker aromas and flavors
• More delicate and focused wine with smoother texture
• Wine remains at peak for about the same length of time required to achieve it
• Personal preference
6Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 2 Study Guide: Maturation and Decanting
DECANTING
How to Decant
1. Stand bottle upright for a day prior to decanting, allowing sediment to settle on bottom.
2. Set up a light source -- candle or flashlight -- to shine through neck of bottle as you pourthe wine into the decanter.
3. Pour very slowly, taking care not to stir up the sediment.
4. Stop pouring when the sediment reaches the neck of the bottle.
Aeration: Letting a Wine Breathe
• A just-opened bottle of wine may seem "closed." With 10-15 minutes' exposure to air, thearomas and flavors begin to emerge and, in some wines, continue to do so for hours.
• Young wines can "open up" and "evolve" with aeration.
• Very old, mature wines, however, may open and decline rapidly. Decant only in case of sediment.
• Ask customer if they want wine decanted. Ask manager for policy.
LONG-TERM STORAGE REQUIREMENTS
1. Temperature
2. Temperature stability
3. Humidity
4. The absence of light
5. The absence of vibration
7Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 2 Study Guide: Handling Faulty Wines
8Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
CORKED WINES
Identifying a Corked Wine
• Aromas of moldy cardboard or musty newspaper
• Not everyone is equally sensitive to taint, so honest disagreements can arise.
• Keep in mind that some wines, especially from France and Italy, can have a pronouncedearthiness including, minerals, soil, forest floor. This is normal.
In a Restaurant
• Even experienced tasters can accept a wine that seems muted, only to realize a bit laterthat it's corked.
• If customer thinks wine is corked, bring yourself a glass and pour 1-2 ounces. Swirl andsniff. If you are unsure, say, "’m not sure one way or the other. I’d like my manager to smellthe wine."
• Learn the return policy. To keep the customer happy, many restaurants will accept a returneven if there is nothing wrong with the bottle -- unless it’s an expensive, specialty bottle.
In a Store
• Learn the refund policy. If the bottle is obviously corked, the store might provide anotherbottle of the same wine.
Settling Disputes
• The best way to settle disputes is to open a second bottle, as even a slightly corked winecan stand out next to a sound example.
• Never talk down to a customer, even if you disagree with their opinion or if they have littlewine knowledge.
• If you are unsure about any issues, ask your manager. With their guidance, you’ll be ableto handle the situation the next time it arises.
9
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 3 International Varieties Reference
WHITESChardonnay Riesling Sauvignon Blanc
Origin
New Frontier
AKA
Aromas/Flavors
Acidity
Sweetness
Body
Burgundy
Australia, California,manyother regions
Chablis, white Burgundy.Pouilly-Fuissé
Apple, pineapple, vanilla,smoky, lemon, mineral
Low to medium
Dry
Medium to full
Germany, Alsace
Australia, California, New York
__
Citrus, apple, peach, apricot, mineral, honey
Medium to high
Dry to off dry to sweet
Light to medium
Bordeaux, Loire
California, New Zealand
white Bordeaux (part of theblend),Sancerre, Pouilly-Fumé, Fumé Blanc
Grapefruit, melon, grassy,herbal, mineral
Medium to high
Dry
Medium
Origin
New Frontier
AKA
Aromas/Flavors
Acidity
Sweetness
Body
Bordeaux
Australia, California,Chile, Italy, Washington
red Bordeaux (part of the blend)
Black currant, cherry, mint, tobacco, bell pepper
Medium
Smooth-to-rough
Full
Bordeaux
California, Chile,Washington
red Bordeaux (part of the blend)
Blackberry, cherry,plum, chocolate, olive, earth
Low to medium
Smooth
Medium to full
Burgundy
California, Oregon
red Burgundy
Strawberry, raspberry,cherry, earth, mushroom
Medium to high
Light to smooth
Light to medium
Northern Rhône Valley
Australia, California,South Africa, Wa s h i n g t o n
Hermitage, Crozes-Hermitage, Côte-Rôtie, Shiraz
R a s p b e r r y, blackberry,black pepper, violet,olive, bacon
Medium
Smooth to rough
Medium to full
Cabernet Sauvignon Merlot Pinot Noir Syrah
REDS
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 4 Regional Varieties Reference
10
Origin
New Frontier
AKA
A r o m a s / F l a v o r s
Acidity
Sweetness
Body
Beaujolais
California
Beaujolais,Beaujolais-Villages, Moulin-a-Vent, Morgon
Strawberry, redcherry, earth
Medium
Light to smooth
Light to medium
Southern RhôneValley, Spain
Australia,California, South Africa
Garnacha,Châteauneuf-du-Pape,Côtes-du-Rhône
Raspberry,jam, black pepper, spice
Low
Light to smooth
Medium to full
Piedmont
California,Washington
Barolo,Barbaresco
C h e r r y, rosepetal, earth, t a r, plum
High
Rough
Medium to full
Italy, California
California,Oregon
Chianti, Brunellodi Montalcino,Rosso diMontalcino
Red cherry, earth,olive, tobacco,rose petal
Medium high
Smooth to rough
Medium
Spain
Argentina,California
Rioja, Ribera Del Duero
Raspberry,cherry, vanilla,tobacco
Low medium
Smooth
Medium
California
Italy
“Zin” relative toPrimitivo andPlavec Mali
Blackberry, plum,raisin, tobacco,black pepper
Low
Light to smooth
Medium to full
Gamay Grenache Nebbiolo Sangiovese Tempranillo Zinfandel
REDS
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
Origin
New Frontier
AKA
Aromas/Flavors
Acidity
Sweetness
Body
Alsace
New Zealand,Oregon,Washington
—
Litchi, floral, spice,h o n e y, citrus, apricot
Low to medium
Dry
Medium
Alsace, Southern France, Northern Italy
Australia
Moscato d’Asti AstiSpumante
Honeysuckle, apricot,h o n e y, orange
Low to medium
Dry to off-dry tosweet
Light to medium
Northern RhôneValley
Australia, California
—
Peach, floral, spice, pear
Low to medium
Dry
Medium to full
Alsace, Germany,Northeastern Italy
Oregon
Pinot Grigio,Rülander
Almond, pear, citrus
Medium to high
Dry
Light to medium
Bordeaux
Australia, Chile
Sauternes whiteBordeaux
Lemon, hay, fig,lanolin “waxiness”
Medium
Dry to sweet
Medium to full
Gewürztraminer Muscat Viognier Pinot Gris Sémillon
WHITES
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 5 Regions of France Reference
11
BORDEAUX BURGUNDY
Location Southwestern France Eastern France
Climate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
• Maritime to continental• Mostly flat land• Left Bank = gravel• Right Bank = clay
Cabernet Sauvignon, Merlot, Cabernet Franc, Petite Verdot, Malbec
Sémillon, Sauvignon Blanc
Left Bank (Cabernet Sauvignon):• Haut-Médoc• Margaux• Pauillac• St.-Estèphe• St.-Julien
Right Bank(Merlot):• St.-Emilion• Pomerol
Sweet wines (Sémillon and Sauvignon Blanc):• Sauternes• Barsac
• Continental• Hilly• Well-drained, heat-retaining soils
Pinot Noir, Gamay
Chardonnay
Chardonnay:• Chablis• Côte de Beaune• Mâconnais
Pinot Noir:• Côte de Nuits• Chalonnaise
Gamay:• Beaujolais
FRANCE
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 5 Regions of France Reference
12
RHÔNE LOIRE
Location Southeastern France Northwestern France
Climate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
• Continental to Mediterranean• North—cool terraced cliffs• South—warm rolling slopes
Syrah, Grenache, Mourvèdre
Viognier, Marsanne, Roussanne
Northern Rhône (Syrah):• Côte Rôtie• Hermitage• Crozes-Hermitage• St.-Joseph• Cornas
Southern Rhône (Grenache):• Châteauneuf-du-Pape• Côtes du Rhône-Villages• Côtes du Rhône
• Maritime to continental• Gentle, rolling hills
Cabernet Franc
Sauvignon Blanc, Chenin Blanc,Muscadet
Touraine/Anjou-Saumur: (Chenin Blanc)• Vouvray• Savennières
Touraine: (Cabernet Franc) • Chinon• Bourgueil• St.-Nicholas de Bourgueil
Nantais: (Muscadet)• Nantais
Central Vineyards: (Sauvignon Blanc)• Pouilly-Fumé• Sancerre
ALSACE CHAMPAGNE
Location Northeastern France Northern France
Climate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
• Continental• Protected by the Vosges Mountains
—
Riesling, Pinot Gris, Gewürztraminer,Muscat
RibeauvilléHunawihrRiquewihr
• Northern continental• Rolling hills and chalky soils
Pinot Noir, Pinot Meunier
Chardonnay
Rheims MountainMarne ValleyCôtes des Blancs
FRANCE
FRANCE
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 6 Old World Regions Reference
13
ITALYTUSCANY PIEDMONT NORTHEAST ITALY
Location Central Italy Northwestern Italy Northeastern Italy
Climate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
Rating/Quality
Rolling hills—altitude temperswarm climate
Sangiovese
TrebbianoChardonnay
Sangiovese:•Chianti•Chianti Classico•Chianti Ruffina•Brunello di Montalcino•Vino Nobile di Montepulciano
Bolgheri
Super Tuscans
Vin Santo = sweet wine
DOCG, DOC, IGT,Vino da Tavola
Alpine to hills (colli) altitude
NebbioloBarberaDolcetto
CorteseMoscato
Nebbiolo:• Barolo• Barbaresco
Barbera d’Alba
Dolcetto d’Alba
Cortese di Gavi
Moscato d’Asti
• Trentino-Alto Adige = high altitude
• Veneto = plains• Friuli-Venezia-Giulia = hills
CorvinaMolinaraRondinella
Pinot BiancoPinot GrigioTocai FriulanoChardonnay
Corvina, Molinara & Rondinella:• Valpolicella• Bardolino• Amarone (grapes are air-dried)
• Recioto della Valpolicella(sweet)
Trebbiano & Garganega:• Soave
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 6 Old World Regions Reference
14
SPAINRIOJA RIBERA DEL DUERO PENÉDES
Location North-central Spain Cental Spain Northeastern Spain
Climate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
Rating/Quality
Continental to maritime
Tempranillo, Garnacha
—
Rioja Alta, Rioja Alavesa, RiojaBaja
DOCa, DOC, VdIT, VdIM
Continental
Tempranillo
—
—
Warm Mediterranean to coolhigh altitude
Garnacha, Monastrell,Pinot Noir
Riesling
—
GERMANYClimate & Geography
Red Varieties
White Varieties
Key Areas, Key Wines
Rating/Quality
QmP Classifications
Dry Wine Indicator(starting with vintage 2000)
Northern continentalShort growing seasonSleep river valleys, rolling hills
Some Pinot Noir
Riesling
Mosel, RheingauRheinhessen, NahePfalz
QmP, QbA, Landwein, Tafelwein
Kabinett, Spätlese, Auslese, Beerenauslese (BA),Trockenbeerenauslese (TBA) and Eiswien
Classic (for regional wines)Selection (for single site wines)
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 6 Quality Classifications
15
AC or AOCAppellation d’ Origine
Contrôllée
VDQSVin Délimité de Qualité
Supérieure
Vin de Pays
Vin de Table
DOCGDenominazione di
Origine Controllata e Garantita
DOCDenominazione di Origine Controllata
IGTIndicazione
Geografica Tipica
Vino da Tavola
DOCaDenominación de Origen Calificada
DODenominación de
Origen
VdlTVino de la Tierra
VdlMVino de Mesa
QmPQualitätswein mit Prädikat
QbAQualitätswein bestimmter
Anbaugebiete
Landwien
Deutscher Tafelwien
FRANCE ITALY SPAIN GERMANY
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 6 Grape Guide
16
Region Red Varieties White Varieties
FRANCE
ITALY
GERMANY
SPAIN
Bordeaux
Burgundy
Loire
Champagne
Rhône
Alsace
Piedmont
Tuscany
Northeast Italy
Mosel
Rheingau
Rheinhessen
Nahe
Pfalz
Rioja
Ribera de Duero
Penedès
Cabernet Sauvignon Merlot, Cabernet Franc
Pinot Noir
Cabernet Franc
Pinot Noir, Pinot Meunier
Syrah, Grenache, Mourvèdre
—
Dolcetto, Barbera, Nebbiolo
Sangiovese
Corvina, Molinara,Rondinella
—
—
—
—
—
Tempranillo, Garnacha
Tempranillo
Garnacha, Monastrell, Pinot Noir
Sémillon Sauvignon Blanc
Chardonnay, Pinot Blanc
Chenin Blanc, MuscadetSauvignon Blanc
Chardonnay
Viognier, Marsanne,Rousanne
Gewürztraminer, Riesling
Cortese, Moscato
Trebbiano, Chardonnay
Pinot Bianco, Pinot Grigio,Tocai Friulano, Chardonnay
Riesling
Riesling
Riesling
Riesling
Riesling
—
—
Riesling
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 7 Study Guide: California
NEW WORLD OVERVIEW • Reinventing wine
• Experimentation is the rule
• Varietal labeling
• Results
NAPA VALLEY• Cabernet, Merlot, Meritage, Zinfandel, Chardonnay, Sauvignon Blanc
• Tall, narrow valley = funnel between Mayacamas and Vaca ranges
• Ocean exposure – cooler southern sections vs. warmer northern
Key AVAs
• Along the valley floor: Yountville, Oakville, Rutherford
• Eastern side: Stags Leap
• Mountain areas: Mount Veeder, Diamond Mountain District, Howell Mountain
SONOMA COUNTY• Cabernet, Merlot, Meritage, Zinfandel, Chardonnay, Sauvignon Blanc
Key AVAs
• Russian River Valley: direct ocean exposure: Chadonnay, Pinot Noir
• Dry Creek Valley, Alexander Valley: inland and warmer: Cabernet, Zinfandel
• Sonoma Valley: diverse microclimates in a single valley: many varieties
CARNEROS• Chardonnay and Pinot Noir, sparkling wines
• Rolling hills at southern ends of both Napa and Sonoma counties, though most vineyardsare on Sonoma side
• Cool air from San Pablo Bay, and the clay and loam soils are thin and less fertile
17Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 7 Study Guide: California
CENTRAL COAST • Sparkling wines, Chardonnay, Viognier, Pinot Noir, Syrah, Cabernet, Merlot, Zinfandel
• Pacific cooling where Coastal Range runs east-west and valleys open to ocean
Key AVAs
• Monterey County: cooler Arroyo Seco, warmer Santa Lucia Highlands
• San Luis Obispo County: cooler Edna Valley, warmer Paso Robles
• Santa Barbara County: southernmost and cool: Santa Maria Valley, Santa Ynez Valley
SIERRA FOOTHILLS• Zinfandel
• Umbrella AVA covers a number of counties between Central Valley and Sierras
• Temperature heats up toward valley; cools down as altitude increases
18Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 8 Study Guide: The New World: USA
OREGON • Chardonnay, Pinot Gris, Riesling, Pinot Noir
• Chilly Pacific influence in coastal ranges
• Vineyards same latitude as Burgundy
Key AVAs
• Willamette Valley: Oregon's most developed and highly regarded
• Rogue Valley: not yet an AVA, warm valley in southern Oregon
WASHINGTON• Chardonnay, Riesling, Merlot, Cabernet Sauvignon, Syrah
• Cool coastal vineyards
• Warmer continental vineyards for bigger reds
• Desert-like in rain shadow of Cascade Mountains, irrigation from Columbia River
Key AVAs
• Columbia Valley
• Home to most WA vineyards
• Sub-districts: Yakima Valley and Walla Walla Valley
NEW YORK Key AVAs
• Finger Lakes: chilly, Chardonnay and Riesling
• Hudson River Valley: mainly whites
• Long Island: Chardonnay, Pinot Noir, Merlot, Cabernet Sauvignon, Cabernet Franc
19Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 8 Study Guide: The New World: Down Under
AUSTRALIA• Chardonnay, Riesling, Sémillon, Cabernet Sauvignon, Pinot Noir, Shiraz
• Most vineyards in southeastern part of the country near Pacific Ocean
• Central and northern areas too close to hot equator
• Harvest in February through March, vintage wines in stores six months ahead of Northern Hemisphere
Key Appellations
South Australia
• 60 percent of country's wines
• Generally warm with cooler, higher-altitude valleys
• Barossa Valley: hot, dry with rich reds
• Adelaide Hills and McLaren Vale: Indian Ocean, Chardonnay
• Padthaway: 200 miles south of Barossa, white-wine district, mineral
• Coonawarra: farthest south, Cabernet Sauvignon, Rhône reds
New South Wales
• Hunter Valley: heat for Shiraz, cooler Upper Hunter Valley for Chardonnay
• Mudgee: higher altitude, less burly wines vs. Hunter Valley
Victoria
• Southern tip of Australia
• Yarra Valley: cool climate Chardonnay and Pinot Noir
• Glenrowan: hot, dusty for rich reds and sweet fortified Muscats
South Eastern Australia = South Australia + New South Wales + Victoria
Western Australia
• Margaret River: boutique wineries, wines with high acidity and firm tannins
20Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 8 Study Guide: The New World: Down Under
NEW ZEALAND• Chardonnay, Riesling, Sauvignon Blanc, Pinot Noir
• North Island: slightly warmer and wetter
• South Island: sunnier yet chillier
• North-south mountains protect many vineyards from westerly wind and rain
• Farther south and cooler than Australia, wines less full-bodied and more crisp vs. Aus
Key Appellations
• Hawkes Bay and Waiheke: North Island, riper, less acidic Chardonnays and Rieslings
• Marlborough: South Island, leaner Sauvignon Blanc and Chardonnay
• Otago: only inland growing area, cool since it is so far south, Pinot Noir
21Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 8 Study Guide: The New World: South America
CHILE• Chardonnay, Cabernet Sauvignon, Merlot
• French heritage
• New investment
• Narrow Central Valley = fertile band between Andes and Pacific coast
• Arid climate in many regions, irrigate with water from Andes
• No phylloxera due to isolation
• The farther north, the warmer the region (in general)
Key Appellations in the Central Valley
North of Santiago
• Aconcagua: warmer with ripe, tannic reds
• Casablanca: closer to ocean and cooler, Chardonnay and Sauvignon Blanc
South of Santiago
• Maipo and Rapel
ARGENTINA• Malbec, Cabernet Sauvignon, Merlot
• Modernizing
22Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 9 Making Wine for $7 or $47
23
From vineyard land to barrel aging – winegrowing, winemaking styles and techniques all contribute to the price tag.
$7 California Cabernet Sauvignon $47 California Cabernet Sauvignon
Light, fruity
Less expensive land in a less prestigious region. Vineyard land in California’sCentral Valley can be purchased for less than$10,000 per acre.
Warmer
Higher yields
A mechanical harvester shakes the grapes fromthe vines. Although advances in technology havemade this process gentler, many grapes are stillcrushed and bruised on arrival at the winery.
A mechanical harvester gathers all the grapesin the vineyard in one sweep, including thosethat may be unripe or overripe.
A shorter period of skin contact saves time (andmoney); it also limits the amount of color and tannins extracted from skins.
Fined and filtered to produce a crystal-clear wine.Since the wine is lighter in color, any particulateswould be more obvious, and many consumersmistakenly interpret particulates as a fault.
A short period in large oak uprights (tanks) orsteel tanks allows the wine to settle and knittogether like soup on the second day. To add oakflavors, options include adding toasted oak chips.
Aging is not required; this wine is meant to beenjoyed fresh and young and full of fruit.
A s h o r t e r, lesser-grade cork, costing approximately $.20, is used.
Elegant, powerful
More expensive land in a prestigious region.Vineyard land in Napa Valley has surpassed$100,000 per acre.
Cooler
Lower yields
Hand-picking is the most gentle method of harvesting, delivering the fruit to the winery inthe soundest, cleanest condition possible.
Careful picking yields the highest qualitygrapes. Some wineries may harvest the samevineyard more than once per season, pickingonly those grapes that are at their peak. Afurther selection takes place at the winerybefore the grapes are destemmed or crushed.
Extended skin contact or maceration maximizes the extraction of flavors, color pigments and tannins from skins.
Fined gently, but filtration is avoided wheneverpossible to retain complexity.
A selection of the best small oak barrels, or barriques as they are called in France, adds vanilla, spice and smoke flavors, as aging for oneto two years or more softens the tannins slightly.Costing up to $750 apiece, a 225-liter barrel canadd $2.50 to the price of a single bottle.
With its greater extraction and bigger tannins,this wine is meant to age and will develop wonderful aromas and flavors over the years.
A top-grade, longer cork, costing approximately$.60, may be used.
Descriptor
Vineyards
Climate
Yields
Harvest
Grape Selection
Skin Contact
Fining and Filtration
Barrel Selection and A g i n g
Bottle Aging
Cork Selection
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 10 Study Guide: Sales and Service
SALES AND SERVICEFive Keys to Successful Service — A G I O S
1. Assume the wine sale Your Roles
2. Greet your customer • Storyteller
3. Speak to your customers' interests • Teacher
4. Sell for the occasion • PR Specialist
5. Sell the second bottle • Psychologist
Speak to Customers’ Interests
• Are they animatedly discussing the wines?
• Do they ask advanced questions about the wine producer or region?
• Or do they seem hesitant?
Knowledge and Interest Level
• Whatever / Complacent • Involved
• Beginner • Die-Hard Cork-Dork
Restaurant Occasions
• Celebration / Special Occasion • Occasional Diners
• Frequent Diners • Family
• Romantic • Regulars
• Business
Wine Store Occasions
• Everyday Drinking • Celebration/Special Occasion
• Entertaining (Business/Pleasure) • Collecting
Help The Bottom Line
• Sell the Second Bottle
RESPONSIBLE SERVICESelling alcohol carries a certain amount of responsibility. Although laws vary from state to state inthe US, these two guidelines never change:
• Always check the identification of customers who appear to be under the age of 25.
• Never serve or sell alcohol to a customer who appears to be intoxicated.
Many establishments also have their own guidelines; know your company's policy.
24Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 10 Study Guide:Recommending Wine
DESCRIBING WINEStrategies
• The distributor sales representative • Wine Spectator Online
• The back label • The wine list
• Wine Spectator shelf talker
Use Simple Descriptors
• For reds: berry, smooth, round, balanced, concentrated
• For whites: citrusy, crisp, fresh, bright
This chart highlights the five or six words necessary for a clear one-sentence wine description.
The 4 S’s Characteristic Commonly-used terms
SEE Color White - Red - Rose/Blush
SNIFF Aroma Citrus, tropical, berry, jammy, etc.
SIP Sweetness Dry - Off-Dry - Sweet
Flavor Citrus, tropical, berry, jammy, etc.
Oak No Oak - Hint of Oak - Oaky
B o d y Light-Bodied - Medium Bodied - Full-Bodied
Acidity Refreshing - Crisp
Tannin (for reds) Smooth - Big
SUMMARIZE Finish Long (mention only when finish is long)
Whites Example: This Sauvignon Blanc is a dry, medium-bodied white with citrus and herbalflavors and maybe a hint of oak and crisp acidity.
Reds Example: This Zinfandel is a dry, full-bodied red with jammy, spicy flavors, a touch ofoak and big tannins with a long finish.
RECOMMENDING WINEStrategies
• Share personal favorites • Point out values and discoveries
• Offer options • Pair wine with food
• Relate third-party endorsements • Pinpoint the price
• Use the power of the brand
25Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved
UNDERSTANDING PROFESSIONALWINE SALES & SERVICE
Class 10 Food and Pairing Guide
26
WINES FOOD
Lighter Whites, Delicate Dishes
Rich Whites, M e d i u m - Weight Dishes
Lighter Reds, Richer Dishes
Richer Reds, Heavyweight Dishes
• Muscadet• Pinot Blanc (Alsace & US)• Pinot Gris (Italy, Oregon)• Riesling (Germany, CA, WA)• Chardonnay (Chile, South Africa)• Mâcon and Bourgogne white• White Zinfandel (sweeter styles)
• Albariño• Gavi• Sancerre or Pouilly-Fumé• Sauvignon Blanc (CA, NZ)• Alsace (except Pinot Blanc)• White Rhone• Chardonnay (CA, Australia)
• Dolcetto• Chianti (not riserva)• Côtes du Rhône• Pinot Noir (CA, OR)• Merlot (Chile, Italy)
• Barbera• Merlot (CA, WA)• Red Bordeaux• Zinfandel• Cabernet Sauvignon (New Wo r l d )• Northern Rhône• Australian Shiraz
• Clams or Oysters• Delicate Fish (Sole,
Flounder, Snapper)• Cold cuts and pâtés• Grilled vegetables• Salads with mild dressings• Pasta with oil-based and
vegetable sauces• Chèvre and other fresh cheeses
• Crab or lobster• Richer fish (salmon, tuna, mackerel)• Roast turkey or chicken• Backed ham or roast pork• Pasta with cream sauce or seafood• Brie and other semisoft cheeses
• Richer fish with red wine sauces• Game birds (squab, quail, pheasant)• Chicken or turkey (roasted or with
red wine sauces)• Veal scallopine• Pasta or risotto with meaty sauces• Pizza• Swiss and other mild, firm cheese
• Poultry or game birds• Beef• Roast veal or pork• Bean-based dishes with
hearty vegetables• Pasta with hearty sauces• Parmigiano and other hard cheeses
Understanding Professional Wine Sales and Service • Study Guide • Copyright © 2002 Wine Spectator, Inc. All Rights Reserved