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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


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.



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.



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.



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



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



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



Class 2 Study Guide: Handling Faulty Wines


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


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


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


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


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



Class 5 Regions of France Reference

12

RHÔNE LOIRE

Location Southeastern France Northwestern France

Climate & Geography

Red Varieties

White Varieties


• 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


• 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



Class 6 Old World Regions Reference

13

ITALYTUSCANY PIEDMONT NORTHEAST ITALY

Location Central Italy Northwestern Italy Northeastern Italy

Climate & Geography

Red Varieties

White Varieties


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



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


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


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)



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



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



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



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



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



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



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



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



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



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.



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



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


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