2018 Schedule At-A-Glance

In Pursuit of Excellence!

Wednesday Feb. 21

8:00 AM

Registration / Check-In Opens for All Attendees

8:00 AM – 4:00 PM

Room: Atrium

8:30 AM

Coffee / Breakfast

8:30 AM - 9:30 AM

Room: TBA

9:00 AM

General Session #1 - In Pursuit of Excellence: Trade & Media Weigh In

9:00 AM – 10:00 AM

Room: Thurgood Marshall North & East

The quality reputation of the eastern wine industry continues to grow as trade and media acknowledge the efforts to produce top wines, comparable in quality to some of the most famous wine regions in the world. What are they doing right and how do they maintain the momentum as a new generation of winemakers enter the industry.

Damien Wilson, Hamel Family Chair of the Wine Business Institute at Sonoma State University will lead the discussion on the future of the eastern wine industry from the perspective of trade and media.

From the trade, Brian Rosen, globally regarded as THE leading authority in the three-tier system, retail off premise, marketing, merchandising, ECOMM and go to market strategy for the Adult Beverage Space. Representing the Media, Wine Enthusiast writer and east coast specialists, Anna Lee C. Iijima will be on hand to share thoughts and predictions on the quality reputation of the eastern region.

With: Dr. Damien Wilson, Nova Cadamatre MW, Anna Lee C. Iijima, Brian Rosen

10:15 AM

Workshops

10:15 AM - 11:00 AM

Room: Washington 2

Wine in a can is not new, but the quality inside the can is. Quality now drives the growth of the canned wine category and consumers are responding.

This panel will feature industry experts already canning wine to share their experiences and their predictions on the future of the canned wine category. How have their customers reacted? What were the costs? What has been the reaction from the trade & Media? How have they dealt with the negative stigma attached to canned wines?

For producers who are considering expanding your product line, this is the session to have all of your questions addressed, from small and large scale producers who will be there to share their own trials and tribulations. Finally, don’t just take their word for it, enjoy proof with a small tasting of select canned wines during this session.

With: Melanie Virreira, Ken Albert, Ami Opisso, Ashley Sebastionelli

10:15 AM - 11:00 AM

Room: Washington 1

This vineyard focused session, led by the Virginia Winemakers Research Exchange and participating wineries, will highlight the results of grape ripening trials conducted during the 2017 growing season. Specifically, this panel we will be discussing the impact of viticultural practices on source-sink relationships in ripening. The practices examined will include the timing of cluster thinning (before veraison, during veraison, and after veraison) as well as the impact of canopy height (leaf area) on ripening. Wines produced from these various techniques will be tasted and compared as well.

With: Michael Attanasi, Jordan Harris, Justin Rose

10:15 AM - 11:00 AM

Room: Thurgood Marshall East

According to the 2017 VinQuest Tasting Room Survey, the most glaring difference that distinguished tasting rooms that experienced the sales growth and those that didn't was their commitment to staff training. How often should you train your staff? What should you be focused on? Is it better to train in house or go with outside training? These questions and more will be addressed by a panel of direct to consumer experts. This workshop is for winery owners, GM’s, Tasting Room, etc. who feel that their tasting room sales should be better than what they are.

With: George Christie, Tammy Boatright, Jeff Plack

11:15 AM

Workshops

11:15 AM - 12:15 PM

Room: Thurgood Marshall East

As social media continues its journey towards being THE most important channel for customer communications and wine club retention, wineries are working harder than ever to stand out in the sea of content. We’ve seen the winemaker videos on Facebook, the pictures of a club event on Instagram, the new release announcement on Twitter, but how else is social being leveraged? How are platforms such as Pinterest, Instagram and Snapchat being successfully utilized to not just entertain, but inspire purchases? How do you stay in front of the social curve and what’s the next channel you need to be aware of? Because if you’re busy catching up, it means you’re not keeping up.

This session will provide the opportunity to learn from professional social experts and the wineries that inspire our social envy, uncover their approach to leveraging new channels they see trending and how those strategies can be applied to grow your customer base, your brand loyalty and ultimately, sell more wine.

With: Monika Elling

11:15 AM - 12:15 PM

Room: Washington 1

Appassimento is Italian term for drying harvested grapes for a period to concentrate the sugars and flavors. This process is used in making Amarone, Recioto and Sforzato and some eastern winemakers are experimenting with the technique for greater extraction and "improved ripeness for their table wines, in addition to its use as a dessert-wine style.

This session, led by Denise Gardner, former Penn State Extension Enologist and current owner of Denise Gardner Winemaking, explores the use of this winemaking style and the fascinating results experienced by wineries using this old world, winemaking technique. Attendees will have the opportunity to taste wines from participating wineries.

With: Denise Gardner, Sean Comninos, Dr. Debra Inglis PhD, Michael Jones

11:15 AM - 12:15 PM

Room: Washington 2

This session will feature four accomplished young winemakers offering a fresh, forward looking perspective on the future of winemaking in the eastern U.S. Panelists will discuss the importance of leveraging the experiences of their mentors and the pioneers who helped established the industry while building their own identity and style. They’ll share their views and predictions on the opportunities and challenges the region presents and why they’re excited about what the future holds. Local wine writer, Frank Morgan, will moderate this interactive panel discussion.

With: Frank Morgan, Marin Brennan, Krista Scruggs, Nate Walsh

1:15 PM

Workshops

1:15 PM - 2:15 PM

Room: Washington 2

Kate will deliver an overview of available financing options for breweries, wineries and distilleries nationwide, while also discussing deal structures, challenges faced and current market statuses. Melanie will explore various architectural or construction issues that can negatively impact your ability to obtain financing, such as unforeseen site problems, architect selection, builder selection and lack of contingency funds. Please join them for this engaging presentation followed by Q&A.

With: Kate Smith, Melanie Friedman

1:15 PM - 2:15 PM

Room: Washington 1

This session, led by Megan Hereford MS and Dr. Nichola Hall, former ASEV President, will provide insights on innovations in yeast nutrition and the impact on wine quality. The session is specifically for winemakers and winery owners looking for new techniques to increase flavor and complexity in wines produced by eastern grown grapes.

With: Dr. Nichola Hall, Megan Hereford

1:15 PM - 2:15 PM

Room: Thurgood Marshall East

Wineries have been successfully adding craft beer, cider or distilled spirits to their program. With an existing customer base in place, adding new products presents a great opportunity, but what hurdles can you expect to encounter? Is it worth the additional effort and expense? How will your core customers react? What are the compliance implications? Hear from wineries that have added other beverages, along with compliance experts, what you can expect to experience by expanding your product offerings.

With: Jacob Halls, Steve Groff, Mario Mazza, Max Rohn

2:30 PM

Workshops

2:30 PM - 3:30 PM

Room: Washington 2

Wineries that consistently produce great wines and/or deliver a superior experience for their customers have facilities that look like they were specifically designed to do exactly that. More often than not, that's precisely what happened. With the same mindset used to plant a vineyard a certain way to maximize quality, designing your production area or tasting room should follow the same logic.

This session, led by FMD Architects Melanie Friedman and Brian Grafton will tackle topics such as “Efficient Flow of Production Space”, “Best Practices for Tasting Rooms”, “Common Hurdles and How to Overcome Them”, “How to Get Started” and more. Whether you’re starting from scratch, expanding or working on a redesign, this session will help ensure you have the right plan to get exactly what you’re looking for within your budget.

With: Melanie Friedman, Brian Grafton

2:30 PM - 3:30 PM

Room: Washington 1

Flash Détente (détente is the French for relaxation or depressurization), or Thermo Flash, is a thermal treatments technique developed in Europe over 20 years ago. Since 2009, Flash technology has been available in California, Virginia and other winemaking regions and produced significant results and is ideal for challenges faced by eastern winemakers, including enhanced quality for cool, humid climate grapes.

Other benefits of Thermo Flash include better color and tannin extraction, less vegetal character (pyrazine), a decrease in “Foxy” character, denatured laccase and mold and stronger fruit expression.

This session will feature winemakers who have used flash technology to share their knowledge and experience. The session will also include a trial tasting.

With: Rick Jones, Jonathan Wheeler

2:30 PM - 3:30 PM

Room: Thurgood Marshall East

Has your winery been written about? Are you often excluded when writers list their favorites?

Garnering media attention is never easy, but there are things that can help. This session will feature wine writers with a keen eye for talent and a big following. Hear directly from four of the most popular eastern based writers to learn what they're looking for and what other wineries have done to get more than their fair share of editorial attention.

With: Eric Guerra, Carlo DeVito, Frank Morgan, Lenn Thompson, Paul Vigna

4:00 PM

General Session #2 - Washington, D.C.: Politics, Policy, and Your Bottom Line

4:00 PM – 5:00 PM

Room: Thurgood Marshall North & East

Your winery’s success depends on the business climate just as it does the quality of your wines and the creativity of your marketing. That business climate is largely shaped in Washington, DC, so with every new Administration comes new ideas, regulations, and legislation—and the need to keep an eye on them. Tax reform, immigration, music licensing, trade policy, and funding for research and export, are just a few of the bottom-line issues that WineAmerica tracks and influences on your behalf. Learn from the experts what’s now on the agenda—and what you can do to help.

With: Jim Trezise, Tara Good, Michael Kaiser, Larry Meyers

5:00 PM

Welcome Reception

5:00 PM - 7:30 PM

Room: Thurgood Marshall South & West

Enjoy a special networking event featuring a selection of Wine, Craft Beer, Spirits & Cider carefully paired with a variety of hors d'oeuvres prepared by the Marriott Wardman Park Chef.

Thursday Feb. 22

8:00 AM

Registration / Check-In opens for all attendees

8:00 AM – 12:00 PM

Room: Atrium

8:00 AM

Coffee / Breakfast

8:00 AM - 9:00 AM

Room: TBA

8:45 AM

General Session #3 - The Eastern Wine Industry's Pursuit of Excellence: Winning Against All Odds

8:45 AM – 10:00 AM

Room: Thurgood Marshall North & East

Despite the fact that great wines are being produced throughout the eastern region, the perception that the best domestic wines are made on the west coast continues. The question remains, what has to happen in order for the more consumers, trade and media to take wines from the east as serious as they do California, Washington or Oregon?

Eric Guerra, a wine industry veteran and luxury marketing expert "Against All Odds" presentation will highlight how particular brands and regions have succeeded when others before them did not. Although the approaches varied, those that finally overcame their challenges shared an unrelenting commitment to their goals and to the quality of their products. Learn what these success stories have in common with the eastern wine industry and why the best is yet to come for this region.

With: Eric Guerra, Dr. Damien Wilson

10:00 AM

Trade Show Exhibit Hall Opens

10:00 AM - 4:00 PM

Room: Hall C

11:00 AM

Workshops

11:00 AM - 12:00 PM

Room: Thurgood Marshall East

Successfully building and growing a brand requires some distribution, but finding a willing distributor, especially for small producers, is a huge hurdle with few options. That may be changing.

Liberation Distribution, Inc. (LibDib) is a distributor of alcoholic beverages enabled through a modern web platform. Restaurants, Bars & Retailers legally and efficiently can purchase boutique wines from Makers of all sizes. LibDib is changing distribution by leveling the playing field for everyone. Learn about this new platform and how they're changing the distribution game forever, especially for small, regional producers.

With: Cheryl Durzy, Brian Rosen

11:00 AM - 12:00 PM

Room: Washington 1

This winemaking focused session, led by the Virginia Winemakers Research Exchange and participating wineries, will highlight the results of trials conducted during the 2017 harvest.

In this panel we will be discussing different red winemaking techniques during juice, fermentation, and pressing stages, and their effect on the chemistry, phenolic profile, structure, and aromatics of red wines. Techniques in question will include differing degrees of saignée , carbonic maceration vs traditional fermentation, and differing extents of extended maceration in red winemaking. Wines produced from these various techniques will be tasted and compared as well.

With: Michael Attanasi, Matthieu Finot, Kirsty Harmon

11:00 AM - 12:00 PM

Room: Washington 2

Who is your target market? This session will explore why “all wine drinkers” isn’t a good answer. We will discuss the 6 different types of wine drinkers and provide real world examples of how 6 different wine brands reach and motivate each market segment. You will learn which aspects of wine labels, websites, and social media appeal to each group. The primary objective is to help you identify which segment of wine drinkers is your ideal consumer, and provide inspiration for strategies that could appeal to your niche.

With: Rebecca Ritz

12:00 PM

Exhibit Hall Food & Beverage Tasting

11:30 PM - 3:30 PM

Room: Hall C

1:15 PM

Workshops

1:15 PM - 2:15 PM

Room: Washington 2

On January 1st, adults in California are no longer required to have a medical card to purchase cannabis. Other wine regions, such as Washington, Oregon and Colorado have been dealing with legalization for years. These are still uncharted waters for the wine industry and while “experts” have been predicting what the impact will be for years, no one really knows for certain what the long-term effects will be. What we do know is that the cannabis industry will impact the wine economy in some way, but to what degree, only time can answer.

This session will explore the opportunities and threats that legalization presents as well as forecast what eastern wine regions might be the next to contend with legalized cannabis. Subject matter experts, from both industries, will be on hand to address the latest news and ongoing debate, Wine & Weed, friends or foes.

Whether you’re for or against legalization, wine’s new neighbor is moving in. This is an opportunity to better understand and be prepared for the future.

With: Tina Caputo, Michael Correia, Tawnie Logan, Amy T. Margolis

1:15 PM - 2:15 PM

Room: Washington 1

The exploding popularity of Rosé isn't being driven by any one particular production approach. While there are wineries that stay with the more traditional method, others make saignée rosé and have experienced great success. Additionally, there are a number of different opinions on everything from picking calls to yeast strains to best varietals, and more, to achieve the desired style and resulting wine.

This session, led by Denise Gardner, former Penn State Extension Enologist and current owner of Denise Gardner Winemaking, will examine different techniques used by winemakers producing some of the best Rosé in the eastern region. Attendees will have the opportunity to taste wines from participating wineries.

With: Denise Gardner, Dave Breeden, Sean Comninos, Virginia Mitchell

1:15 PM - 2:15 PM

Room: Thurgood Marshall North & East

Why are some wine clubs successful while others barely plug along? Is it the wine? The events? The staff?

This session will look at what makes a wine club excel with special focus on recruitment, retention, referrals and overall member loyalty. This session, led by Direct to Consumer expert Tammy Boatright, President of Ving Direct will share with attendees the best practices of the most successful wine clubs and provide the tools needed to impact their club’s performance so membership sales and retention soar.

With: Tammy Boatright

4:00 PM

Trade Show Exhibit Hall Closes

4:00 PM

Room: Hall C

2018 Exhibitor List

Sponsors are Highlighted
AEB Biochemical
Booth # 1213
Lodi, CA, 95240
919-400-3358
www.aebusa.com
Yeast, Enzymes, Nutrients, Fining, Equipment
All American Containers
Booth # 1117
Belle Vernon, PA, 15012
724-929-2070
www.aacwine.com
Bottles, Corks, Closures
American Beer Equipment
Booth # 1315
Lincoln, NE, 68522
401-441-3737
www.americanbeerequipment.com
Bottling, Canning, Manufacturer, Packaging, Turn Key
ARTon Products
Booth # 1320
Lively, VA, 22507
704-462-5800
www.artonproducts.com
glassware, stemware, wine glasses, printed glassware, custom glassware
Atlantic Seaboard Wine Association
Booth # 1238
Burke, VA, 22009
703-323-6873
www.aswawines.org
Avero
Booth # 1209
New York, NY, 10003
646-727-4890
www.averoinc.com
hospitality, social media, beverage, software, technology
Black Forest Container Systems, LLC
Booth # 1304
Greenville, SC, 29611
864-282-2301
www.blackforestmktg.com
Bag in Box, Jacketed Fermentors
Brick Packaging
Booth # 1310
Traverse City, MI, 49686
231-947-4950 x203
www.brickpackaging.com
corks, barrels, wine bottles, capsules, packaging
Collinwood Grape Company
Booth # 1226
Cleveland, OH, 44110
216-451-8697
www.collinwoodgrape.com
fresh wine grapes, bulk wine, california, chile, washington state
Color Glass Container
Booth # 1222
Lake Forest, CA, 92630
714-783-6525
www.colorglasscontainer.com
Glass Container, Glass Bottles, Glass Jars, Wine Bottles, Beverage Bottles
Conestoga Buildings
Booth # 1212
New Holland, PA, 17557
800-544-9464
www.conestogabuildings.com
Pole Buildings, Post Frame Construction, Design-Build, Winery Construction, Conestoga Structures
Convergence Consulting
Booth # 1332
Columbia, MO, 65202
314-768-0220
www.convergenceconsults.com
Dejabrew
Booth # 1218
Fairport, NY, 14550

www.dejabrewusa.com
Glassware, Growlers
Della Toffola USA Ltd
Booth # 1333
Santa Rosa, CA, 95407
707-544-5300
www.dellatoffola.us
Filtering, Press, Pumps, Labeling, Winery Equipment
E. Beaver & Co.
Booth # 1300
Mount Vernon, NY, 10583
718-324-7288
www.ebeaver.com
Wine Shipping, Wine Shipping Products, Beer & Beverage Packaging, Packaging Products
Expanding Horizons & Ama Waterways
Booth # 1205
Tustin, CA, 92780
714-975-9949
www.toursandwine.com
Travel, Wine Cruise, Wine Tours, Worldwide, River Cruise
First in Print
Booth # 1319
Jacksonville, FL, 32256
904-387-2237
www.firstinprint.com
Bottle Neckers, Shelf Talkers, Point of Sale Materials, Marketing Materials, Point of Purchase
FMD Architects
Booth # 1230
Fairlawn, OH, 44333
330-836-2343
www.fmdarchitects.com
Winery Design, Brewery Design, Architects, Masterplanning/Site, Interior Design
FOSS
Booth # 1210
Eden Prairie, MN, 55344
952-974-9892
www.fossanalytics.com
Analysis, Analyzers, Technology, Instruments, Testing
G-M-I, Inc.
Booth # 1331
Willoughby, OH, 44094
440-953-8811
www.gmigaskets.com
Gaskets, Seals, O-Rings, Inflatable Seals, GMI Gaskets
Gino Pinto, Inc.
Booth # 1234
Hammonton, NJ, 08037
609-561-8199
www.ginopinto.com
Wine Equipment, Bottles, Tanks, Crushers, Grapes & Juice
Grandstand Glassware and Apparel
Booth # 1223
Lawrence, KS, 66046
800-767-8951
www.egrandstand.com
Glassware, Apparel, Promotioal, Creative Services, Branding Solutions
HORIBA Scientific
Booth # 1313
Edison, NJ, 08820
732-494-8660
www.horiba.com/scientific
Phenolics, Analysis, Fluorescence, Spectrometry, Verasion
Iron Heart Canning Company
Booth # 1324
Machester, NH, 03108
603-606-2152
www.ironheartcanning.com
mobile canning, packaging, cans, labeling, canning
Lafitte Cork & Capsule Inc.
Booth # 1125
Napa, CA, 94558
707-258-2675
www.lafitte-usa.com
Corks, Capsules, Packaging, Design, Tin
Lightning Labels
Booth # 1217
Denver, CO, 80231
303-481-2304
www.lightninglabels.com
custom labels, digital labels, lightning fast, wine labels, specialty labels
Logo Label Printing
Booth # 1123
Durham, NC, 27705
919-309-0007
www.logolabelprinting.com
Printing, Digital, Shrink Labels, Keg Collars, Labels
Lucky Clover Packaging
Booth # 1312
Plainfield, IN, 46168
317-839-1973
www.craftpackbev.com
Aluminum Cans, Shrink Wrapped Cans, Mobile Canning, Sleeved Cans
Morton Buildings / designBUILD
Booth # 1322
Morton, IL, 61550
800-447-7436
www.mortonbuildings.com
Winery Design, Construction
National Winery Insurance
Booth # 1306
Los Gatos, CA, 95031
408-343-8682
www.nationalwineryinsurance.com
Insurance, Winery Insurance, General Liability, Workers Compensation, Property Insurance
NCR-RuPractical POS
Booth # 1127
Royal Palm Beach, FL, 33414
877-456-7722
www.rupractical.com
Club Management, Loyalties, Point of Sale, Inventory Control, Ship Compliance
Niagara Label
Booth # 1115
Akron, NY, 14001
716-542-3000
www.niagaralabel.com
North Coast Container Corp / Vitacask
Booth # 1216
Cleveland, OH, 44105
206-441-6214
www.ncc-corp.com
Barrels, Drums, Mixers, Cookers, Fermenters
Oak Wise for Beverages
Booth # 1231
Lodi, CA, 95240
209-224-5353
www.oak-wise.com
Oak Alternatives, Tank Staves, Chips and Powders, Oak Tablets, NAT - Aqueous Oak Tannin
Overnight Labels, Inc.
Booth # 1328
Deer Park, NY, 11729
800-472-5753
www.overnightlabels.com
Labels, Shrink Sleeves, Prototyping, Digital Printing, Film Packaging
Palmer Canning
Booth # 1315
Chicago, IL, 60613
773-394-4913
www.palmercanning.com
Prosurix, Inc.
Booth # 1318
Buffalo, NY, 14202
716-601-8035
www.prosurix.com
marketing, authenticity, nfc, technology, tracking
QuickLabel
Booth # 1111
West Warwick, RI, 02893
877-757-7978
www.quicklabel.com
Labels, Printing
Scott Laboratories
Booth # 1121
Petaluma, CA, 94954
707-765-6666
www.scottlab.com
Filtration, Fermentation, Corks/Screwcaps, Crush Equipment, Yeast
SeneGence International
Booth # 1221
Arlington, VA, 22206
724-954-3242
www.senegence.com/lipsforgrace
skincare, cosmetics
SKA Fabricating
Booth # 1214
Durango, CO, 81303
970-403-8562
www.skafabricating.com
Depalletizer, Packaging, Bottles, Cans, Conveyance
Slot Drain Systems
Booth # 1225
Winnipeg, MB, R2C0B4
204-775-2211
www.slotdrainsystems.com
drain, sanitation equipment, water treatment, cleaning equipment supplies, waste disposal equipment
SMB Machinery
Booth # 1211
Ball Ground, GA, 30107
770-704-2800
www.smbsales.com
fillers, corkers, labelers, used machinery, parts
Spec Trellising
Booth # 1224
Ivyland, PA, 18974
800-237-4594
www.spectrellising.com
wine tanks, bird netting, destemmers, basket press, winery equipment
StillDragon North America
Booth # 1109
Riviera Beach, FL, 33404
561-845-8009
www.stilldragon.com
Kettles, Full Systems, Components, Stills, Distillation
Taylor Box Company
Booth # 1317
Warren, RI, 02885
401-628-0206
www.taylorbox.com
Gift Boxes, Packaging, Presentation Box, Wine Box
Titan Barrel Works
Booth # 1229
Pine Plains, NY, 12567

www.titanbarrels.com
Barrels, Hybrid, Inserts, Steel
TLF Graphics
Booth # 1325
Rochester, NY, 14623

www.tlfgraphics.com
Product Decoration, Wine/Spirits Distilling Labels, Retail Signage, Auto Application Equipment
TricorBraun WinePak
Booth # 1113
St. Louis, MO, 63141
314-569-3633
www.tricorbraun.com
Bottles, Packaging, Design, Glass Bottles, Plastice Bottles
Veritas Artizen Chocolate, LLC
Booth # 1308
Potomac Falls, VA, 20165
703-944-6021
www.veritasartizenchocolate.com
chocolate, pairings, truffles, bonbons, tasting room sales
Western Square Industries
Booth # 1219
Stockton, CA, 95205
209-944-0921
www.westernsquare.com
Barrel Racks
Wild Goose Canning - Meheen Manufacturing
Booth # 1215
Boulder, CO, 80301
720-406-7442
www.wildgoose-meheen.com
Canning, Bottling, Fillers, Labeler, Equipment
Wine Business Institute at Sonoma State & VESTA
Booth # 1314
Rohnert Park, CA, 94928
707-664-3235
www.sonoma.edu/winebiz
Wine Business, Education, Seminars, Certificates, Degrees

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