Tag Archives: Paul Tincknell

Follow-up: Paul Tincknell and the woes of wine marketing

More examples showing that wine marketing lacks imagination and doesn’t focus on why people drink wine

Last week’s podcast with Sonoma wine marketing guru Paul Tincknell elicited a fair amount of comment, especially since it ran at the end of the summer when most people have other things to do besides listen to podcasts about the decades-long failure of wine marketing.

As one reader emailed me: “Commercials showing people drinking grocery store wine at swank parties? People get paid for coming up with that stuff?”

Paul received some feedback, too. A colleague shared data with him about a 2009 wine consumption survey: “The results,” Paul emailed me, “are fascinating and confirm that – guess what! – people drink wine with family and friends at meals or in casual situations.” The colleague told Paul that the survey results were given to almost every important wine marketing and trade group in the country, but that, “of course, the industry immediately ignored their work.”

In other words, the business has known for at least a decade how U.S. consumers enjoy wine and the best way to market to them: Show people drinking wine at dinner with their friends and family. That hardly seems like a creative reach. (And we’re not the only ones who have seen this — check out this rant from Paul Mabray, who is generally regarded as one of best wine and consumer experts in the country).

Instead, we get epic silliness like the Kim Crawford “Undo ordinary” commercial, a long-time favorite of blog readers. And, no, it didn’t get an almost unprecedented 33 comments or become one of the blog’s most visited posts because everyone thought it was cutting edge genius.

In fact, Kim Crawford (owned by Big Wine’s Constellation Brands) seems to go out of its way to show up in these kinds of analyses. Paul sent me two especially foolish commercials; the one that made me giggle the most is at the top of this post, called “Make it Amazing.” Who knew I had sway my butt just so to be a cool, sophisticated wine drinker? The other, called “Elevate the Moment,” looks like something from a short-lived 1990s PBS series about rich people.

Is it any wonder I worry about the future of the wine business?

Video courtesy of Kim Crawford Wines via YouTube using a Creative Commons license

podcast

Winecast 38: Paul Tincknell and the woes of wine marketing

Paul Tincknell

Paul Tincknell

Wine marketing guru Paul Tincknell says wine marketing lacks imagination and doesn’t focus on why people drink wine. Which is why we get foolishness like Yellow Tail’s Roo

Paul Tincknell, a partner in the Sonoma marketing consultancy of Tincknell & Tincknell, has watched wine market itself every which way but well in his two-plus decades in the business.

The problem, he says, is simple: People drink wine with dinner, but when’s the last time you saw wine sell itself that way? Instead, we get stupid humor or faux sophistication, none of which appeals to the younger consumers who see wine as something that their parents and grandparents drink.

We talked about why this is and how to solve it, as well as how to to market wine in the face of the neo-Prohibitionists. Click here to download or stream the podcast, which is about 10 minutes long and takes up 3.6 megabytes. The sound quality is almost excellent, despite several problems during the recording (and my inability to remember that the Mexican beer we talk about is Corona).

More about wine marketing:
Wine business: Watch this beer spot to see how TV wine ads should be done
Hendrick’s gin: How to do a TV booze commercial
TV wine ads: Almost 40 years of awful