{"id":688,"date":"2015-03-13T15:49:05","date_gmt":"2015-03-13T19:49:05","guid":{"rendered":"http:\/\/batchat.net\/?p=688"},"modified":"2015-03-13T15:49:05","modified_gmt":"2015-03-13T19:49:05","slug":"cultural-tips-on-doing-business-in-the-american-wine-market","status":"publish","type":"post","link":"https:\/\/bevologyinc.com\/blog\/2015\/03\/13\/cultural-tips-on-doing-business-in-the-american-wine-market\/","title":{"rendered":"Cultural Tips on Doing Business in the American Wine Market"},"content":{"rendered":"

I’m just back from two weeks in Spain educating wineries in DO Ribera del Duero and Rueda on the U.S.\u00a0 Market.\u00a0 One of the subjects most requested by the attendees was for insights on dealing with Americans from a cultural perspective.\u00a0 Here’s what I presented.\u00a0\u00a0 (Spanish version posted under the English.)
\n CULTURAL TIPS FOR DOING BUSINESS IN AMERICA<\/strong><\/span>\"Fuhgeddaboutit\"<\/a><\/p>\n

What Defines Americans?<\/strong><\/span>
\n\u2022 Individualism, self-reliance and the drive to be successful.
\n\u2022 Anything is possible if you work hard enough.
\n\u2022 Getting things accomplished-and accomplished on time-is the primary goal, developing interpersonal relations as a way to get there is secondary.
\n\u2022 The future is more important than the present.
\n\u2022 Don\u2019t like to waste time, always in a hurry, think time is money: time is kept, filled, saved, used, spent, lost, gained, planned, given and even killed.
\n\u2022 Competition\u2026we love it! It brings out the best in any individual and system.
\n\u2022 We do everything fast: Patience is a waste of time. (quote from Victor Imbimbo)
\n\u2022 There is a difference between confidence and cockiness\u2026what you\u2019ve done matters, not what you say you\u2019re going to do.
\n\u2022 Education, income, awards, popularity are highly valued and rewarded.
\n\u2022 We like to eat fast, not linger as you do in Europe\u2026more often than not, the goal is to eat more than socialize.
\n\u2022 We value facts over theory, and especially when combined with knowledge, experience, passion, commitment in others.
\n\u2022 We appreciate persistence. It may take 10 or 15 attempts to get a response. Don\u2019t take it personally.
\n\u2022 Change is good, new\/innovative is prized. Old has a different meaning to Americans. If it\u2019s old it\u2019s probably not good.
\n\u2022 Generally ignorant of other countries and languages.
\n\u2022 We realize Americans are perceived by others as:
\n\u2022 Pushy, abrupt, inconsiderate and loud….and that describes the average American in a small city or town.
\n\u2022 In NY we consider these as art forms.<\/p>\n

Work Ethic<\/strong><\/span>
\n\u2022 Success is the highest value in American life\u2026 The American Dream: Money, status, possessions, fame, respect.
\n\u2022 Action is seen as the key to success. To not be busy can be considered lazy.
\n\u2022 We like to say \u201crules are meant to be broken,\u201d but we never say \u201claws are meant to be broken.\u201d
\n\u2022 \u201cIt\u2019s amazing how successful I am when I am well prepared.\u201d<\/p>\n

Interpersonal Behavior<\/strong><\/span>
\n\u2022 Punctuality is expected: 15 minutes early is on time, on time is late, late is unacceptable.
\n\u2022 Keep your distance\/physical space\u20261-1.5 meters.
\n\u2022 Don\u2019t ask someone\u2019s age, income, or weight.
\n\u2022 Politeness: \u201cPlease,\u201d \u201cThank you\u201d and \u201cYou are welcome\u201d for everything. It\u2019s rude not to respond to \u201cThank you.\u201d
\n\u2022 Don\u2019t smoke. If you must, ask permission first, and don\u2019t be surprised to hear \u201cNo.\u201d
\n\u2022 Don\u2019t be insulted if someone calls you by your given name if they find your surname too hard to pronounce. And unless it\u2019s \u201cSmith or Jones\u201d it\u2019s too hard to pronounce.<\/p>\n

Political Correctness<\/strong><\/span>
\n\u2022 Don\u2019t talk about race, gender or sexual orientation.
\n\u2022 Don\u2019t touch, especially between males.
\n\u2022 Americans say \u201cpardon me\u201d or \u201cexcuse me\u201d if they touch someone by accident, get too close, or if they do not understand what someone has said.
\n\u2022 Kissing: Air kiss someone as a greeting only if you know someone or they initiate it.
\n\u2022 Hand shaking: Make sure to have a firm grip, 1-2 shakes. Once you know someone, if you really want to communicate deep personal connection and sincerity hold their elbow with your left hand as you shake. Do not do this the first time you meet someone.
\n\u2022 When introducing colleagues, give a little info\u2026 \u201cThis is John Jones. He designed the sell sheet I just gave you.\u201d Or \u201cHe looks after our business in Scandinavia.\u201d
\n\u2022 Tipping: Restaurants\/Bars: 20% minimum. Doormen $1 for a cab, $1-$2\/bag for bellman, hair\/nails 15%,. Cabs 15%, you\u2019re expected to sit in the back—and remember to fasten your seat belt.
\n\u2022 The person who extended the invitation is expected to pay for the meal.
\n\u2022 RSVP means you must respond. Even if nobody else does, you will gain respect if you do.
\n\u2022 Do not worry about hurting someone\u2019s feelings by responding \u201cNo\u201d to an invitation. But people will be offended if you say \u201cYes\u201d and then don\u2019t attend.
\n\u2022 Times for events are important. If it\u2019s 6-8PM, leave very close to the ending time stated.<\/p>\n

Business Meetings<\/span><\/strong>
\n\u2022 Americans will assume you understand something if you do not tell them otherwise.
\n\u2022 Don\u2019t be afraid to ask questions if you do not understand things\u2026we ask a lot of questions and expect you to as well.
\n\u2022 If we\u2019re speaking too fast, it\u2019s ok to interrupt and ask us speak more slowly please.
\n\u2022 Agendas are critical, stick to them.
\n\u2022 The U.S. is a phone-driven culture, and now with the prevalence of smartphones, even more than ever. \u201cPhone\u201d extends to email, texting, What\u2019s App, Skype.
\n\u2022 Handlon\u2019s Razor: \u201cNever attribute to malice that which is adequately explained by ignorance.
\n\u2022 Exchanging business cards is casual, expect yours will be accepted, not looked at, and just put in a pocket.
\n\u2022 \u201cYes\u201d means yes. \u201cNo\u201d means no. And \u201cmaybe\u201d really means maybe\u2026more information or time needed.
\n\u2022 Get it in writing. A verbal agreement has little value. A confirming email is a bare minimum to any agreement.
\n\u2022 Hire a lawyer when you\u2019re making important agreements, and make sure it\u2019s someone with experience in the wine industry.
\n\u2022 Americans commonly begin negotiations with unacceptable conditions or demands\u2026.recognize this is just a starting position from which they then have room to negotiate.
\n\u2022 Pace of negotiations is usually fast.
\n\u2022 Emails should get answered in no more than 24 hours, keep it short, specific, clear. Include your contact info on your signature line with your personal email address, not info@.
\n\u2022 NEVER WRITE EMAILS IN ALL CAPITALS .<\/p>\n

A Few Wine Industry Cultural Things:<\/strong><\/span>
\n\u2022 Don\u2019t be intimidated and absolutely don\u2019t be unprepared\u2026unless you want to be intimidated.
\n\u2022 Big companies=hubris. They deliver mass, momentum, safety. Small companies=innovation, creativity, nimbleness, risk.
\n\u2022 Talk in our terms: 9L cases not bottles. Degrees Fahrenheit, not Celsius.
\n\u2022 Understand the jargon: DA, bailment, POS, below the line, etc.
\n\u2022 Recognize your objectives aren\u2019t your importer\u2019s\u2026\u201dwhy don\u2019t they just sell?\u201d Answer, because they\u2019re making more money with other brands.
\n\u2022 When you visit accounts, introduce yourself to the manager as soon as you walk in\u2026you\u2019re in their home.
\n\u2022 Come prepared.
\no Have all your materials available in print as well as in emailable form or on a thumb drive (and don\u2019t expect to the thumb drive back.)
\no Be ready with the answers to the questions you expect and expected the unexpected.
\no You can expect what you inspect.
\nTips:<\/strong><\/span>
\n\u2022 Show that you\u2019re listening by asking, \u201cCan I take notes.\u201d Let them see you do it\u2026it\u2019s flattering.
\n\u2022 \u201cSo, help me understand\u201d
\n\u2022 \u201cWhat I\u2019m hearing you say is.\u201d
\n\u2022 Deadlines and commitments are REALLY important\u2026meet them.
\n\u2022 Do NOT get involved in pricing conversations on work-withs or with retailers. It\u2019s their job, and in some states it\u2019s illegal.
\n\u2022 Your brand is more important than the wine. Having great wine is necessary but not sufficient. You need to have Point of Difference that Makes a Difference\u2026.have a story.
\n\u2022 We eat lunch between 12-2 and dinner 6:30-8:30.
\n\u2022 We tend toward informality in dress and interactions. Do not mistake it for impoliteness or lack of seriousness.
\n\u2022 Don\u2019t mistake kindness for weakness.
\n\u2022 Lack of deference to age and authority is not disrespect, it\u2019s rooted in the American tradition of equality.
\n\u2022 Try not to be insulted by our directness, we think it\u2019s a virtue.
\n\u2022 To signal the end of a conversation, we say: \u201cWell, I don\u2019t want to take up any more of your time.\u201d
\n\u2022 Small talk is important as a prelude to any conversation. It\u2019s important to show interest in the person and their life before getting to the point. But get to the point.
\no Good subjects for small talk: weather, traffic, movies, music, hobbies, food, restaurants, sports and work
\no English is rich with polite conditional verb forms\u2026would, could, can, may, might
\n\u2022 \u201cHow are you\u201d is not a real question, just a phrase. Respond with: \u201cFine, great.\u201d
\n\u2022 When Americans say \u201cWe\u2019ll have to get together\u201d or \u201cLet\u2019s do lunch\u201d or \u201cSee you later\u201d it\u2019s not an invitation to or commitment to a next meeting, it\u2019s just a friendly gesture. If no date is specified, it\u2019s just a pleasantry.
\n\u2022 We don\u2019t like silence. However that said, it can be a GREAT negotiating tool. Generally though, try to participate in the conversation, even if your English isn\u2019t great\u2026silence can also connote unpreparedness or not having anything important to contribute.
\n\u2022 Meetings usually end with a summary with action plans and assignments by person. Follow-up is mandatory.
\n\u2022 There are many people in any given business meeting who can say \u201cNo\u201d, but only one person who can say \u201cYes.\u201d When negotiating, make sure you know who that person is, and determine if they are in the room or not.
\n\u00a9 23 Feb 2015
\nSteve Raye<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

I’m just back from two weeks in Spain educating wineries in DO Ribera del Duero and Rueda on the U.S.\u00a0 Market.\u00a0 One of the subjects most requested by the attendees was for insights on dealing with Americans from a cultural perspective.\u00a0 Here’s what I presented.\u00a0\u00a0 (Spanish version posted under the English.) CULTURAL TIPS FOR DOING […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[1],"tags":[7,39,53,65,126,130,179],"class_list":["post-688","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-american-wine-market","tag-cultural-tips","tag-export-wine","tag-import-wine","tag-ribera-del-duero","tag-rueda","tag-wine","et-doesnt-have-format-content","et_post_format-et-post-format-standard"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_shortlink":"https:\/\/wp.me\/p7k1BV-b6","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/posts\/688"}],"collection":[{"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/comments?post=688"}],"version-history":[{"count":0,"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/posts\/688\/revisions"}],"wp:attachment":[{"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/media?parent=688"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/categories?post=688"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bevologyinc.com\/blog\/wp-json\/wp\/v2\/tags?post=688"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}