This little fawn sure looks attached to her Mom.  As she grows, the fawn will watch and  learn and pick up all  of the pointers she needs to survive.  Eventually it will be time for her to break away and venture out on her own. 

In the current economy,  the day to day challenges of doing business have caused many owners to rely on instinct.  They resort to practices that have worked in the past. For some, past approaches will prove to be useful.  For others, these approaches could prove to be their downfall.  For example, if you were lucky enough to ride the wave of an unprecedented boom time, with loose operational controls, no clear vision, and limited team communication, you may not have the tools you need to address the challenges of  today’s marketplace.

NOW is the time to fill your toolbox with the tools you need to move your business in the right direction. Constant education and learning  is vital to finding new ideas for problem-solving  and to build on your past successes.

This fawn is learning each day from her mother. When she breaks away, she will surely encounter new obstacles that will require adjustments and creative solutions.  Each new experience will provide an opportunity for this maturing deer to learn and grow.

As you continue along your path, I encourage you to look for educational opportunities for you and your team.  Any investment you make today will go a long way in strengthening the foundation of your business.  Your job is to recognize opportunities that come before you and then seize the moment so that you can move your business forward.

Until next time…are you ready to break away?

May has quickly come to a close and the wildflowers are appreciating the rain and occasional bursts of warmth this past month.  Now what lies ahead for the Napa Valley?  I know the wildflowers will continue to paint the landscape with their beauty and the vineyards will soon begin to flower with fruit set following shortly. 

Will the buzz (not from bees) of tourists return to our hotels and inns?  2009 tourism was off only slightly from 2008 while overnight travel was down significantly.  This meant we had a lot of day trippers in the valley who were holding on tightly to their wallets. 

2010 is shaping up to be a pretty good year so far.  The roadways are filling and the cash registers are ringing.   Many wineries are preparing to release  their long awaited 2007 vintage.   2007 is showing really well and is expected to be in high demand.  Ah, music to a vintner’s ear.

So what are your plans to welcome back our visitors from near and far?  People are still looking for a good value. 

Now there is an over used word of late, “value”.   Does value mean you give away the store to make a sale?  Discounting is the easy way out.  What value is created by lowering your price?  A changed perception may result but that isn’t necessarily considered a value. 

I think everyone just wants to be appreciated for their willingness to come to your winery.  Considering a visitor only chooses 3 or 4 wineries to visit,  we shouldn’t take for granted that the same folks are going to show up each year.  Humans are pretty predictable but they are not a flock of migrating birds that return to the same place annually. 

Given that we may only have one shot to make a lasting impression wouldn’t it be in your best interest to make sure your team is at the top of their game?  It takes effort and passion to be successful.  This holds true for everyone on your team, but especially your frontline people who interact with guests.  This is why it is so important to hire the right people and to continually support them in improving their skills. 

I encourage you to try new ways to share your winery’s message.  Use the beginning of the week to test various strategies.  Over the course of the week you can fine tune and decide if your strategy is ready for the high volume of Friday through Sunday.  It is much better to learn from your mistakes at the beginning of the week than to try and recover from a weekend failure.

Until next time…may your wildflowers continue to blossom – bringing new ideas and energy for capturing your guests’ imagination.

On a recent visit to see my daughter at Cal Poly I got to witness my first tractor pull event.  Walking towards the entrance, I could only imagine what this was going to be.  Tractors pulling what?  I know NASCAR goes around an oval track with lots of horsepower, but a tractor?  When I first saw some of those tractors on steroids, I started imagining a drag race.  Now that would be cool.  John Deere vs. Kubota, now there’s a classic showdown.

But it wasn’t in the cards. This was about pure muscle.  Some of the tractors had been modified so much it was hard to tell they had ever resembled a tractor. Oh well, somebody was having fun.  One big boy had over 3,000 horsepower.  So what to do with all of this power?

Each tractor was attached to a very long sled that was itself an engineering feat.  The sled had a counterweight that would move forward and put more weight on the rear of the tractor as it pulled it down the dirt track.  The winner was determined by the longest pull. Now I understand why these activities usually go better with a few beers.

So, did the biggest and loudest muscle tractor win?  Of course….not!  No. It was the not so flashy, smaller, nimble and darn right determined little bad boy that took home the trophy. Well if you’re still with me, it must be that you have a love for the big engine or just maybe you think I have something to share with you.

Here it is…the economy has been dragging a lot of businesses down.  Just like that sled I described earlier, just when a business begins to get a little traction, a counterweight moves closer and begins to slow the company down.  But why do some companies seem to have been able to move through the challenges of the current economy while others have failed?

Well, I think it is the approach they took.  The biggest, loudest, and flashiest don’t always win.  Why? Because they miss the opportunity that often lies right in front of them. Because they believe their tried and true methods of bullying their way to the front will work. On the other hand, the small, nimble and often humbled business owner realizes that while everyone else positions themselves for lower sales and short sided cost-cutting tactics, there is an opportunity to go in a different direction. He seizes the moment by coming up with something new to spark the interest of a prospect and finds ways to reward his loyal customers.

These tactics won’t work if they are created in a vacuum.  The wise owner brings her team into the picture and together they develop the strategies that keep the business moving forward. Too often an owner will try to solve all of the business problems on her own.  But it needn’t be that way. There is plenty of horsepower in the barn –  you just have to know how to harness it to get the most out of it in each situation.

As we move out of this recession, I wonder how many business owners have learned to tap the creativity of their employees. I know those who have actually shouldered less of the burden during these difficult times, are much better off today,  and will be well ahead of their competitors going forward.

Until next time…may your tractor go from pulling a sled to being a productive asset.

On a recent fieldtrip into a Carneros vineyard I got to experience first-hand the pruning process.  It was a chilly morning and some vineyards had the wind machines running.  It was time to test them before the upcoming frost season.  As the sun’s rays began to warm me up I was anxious to discover more about the tasks before us.

Dubbed as the most important activity of the year, pruning requires a focus on each vine.  Understanding the life stage of the vine and what you are trying to accomplish with positioning the wood and bud spurs can have a significant impact on future fruit productivity.  

As I watched the fabulous tasting room team from Robert Sinskey Vineyards try their hand at pruning, I was surprised at the amount of effort and concentration it took to prune each vine.  Granted, for many this was their first time pruning a vine but they were focused and wanted to get it right! 

After the fresh vine had been cut, I was surprised to see the “juices” flowing.  Even though it had been near freezing the night before the roots beneath the soil were waking up and sending nourishment upward.  In just a few weeks those tight closed buds would burst open with new life and the cycle would begin again.

As March goes out with a roar many of the vineyards are springing forth with new life.  The small green leaves will soon become vines and the once quiet gnarly vines will turn the Napa Valley into a bounty of beauty.

With all of the signs of Spring around us, it is time to take advantage of all that life has put before you.  Be sure to celebrate every success you or an employees has.  No matter how small the win, it is important to recognize that it is a step forward which sure beats the alternative.

Until next time…just like the life that returns to a vineyard each spring you too can grow when you focus on what is important.

Growing up in the Sacramento Valley I had plenty of opportunity to experience  fog so thick you couldn’t see the house across the street.  In the Napa Valley, we only experience ribbons of  fog that lace a vineyard together or tuck into a hillside.  I captured the picture above on my way to work this week.  It struck me how quickly the fog formed and meandered amongst the vines and trees.  Unlike the tule fog that sticks low to the ground and makes it impossible to see, these floating banks of moisture provided another scenic moment, like those that appear before me each and every day in the Napa Valley.

As I look at the picture closely, beyond the mustard and vines and before mountains, there are  two very distinct images.  The timeless beauty and strength of the oak and the zealous eucalyptus pushing itself above the fog layer.  That sounds familiar.  The optimistic Aussie (i.e. native eucalyptus) always looking for a new way to push through the challenges of the day, to find the bright light beyond the fog.  Here in wine country this has been especially true over the years as I have watched the flood of Australian wines land on the store shelves and wine lists.  Sure they’re a clever bunch when it comes to marketing their wines.  But what happened when the economy slowed? Those cute labels didn’t  fool the US wine  consumer.  Instead our pocketbooks closed and only opened for the long-time, well known, and strong  brands. 

Just like the sturdy oak, our local brands that have proven themselves over decades have not faltered.  Why? Because the consumer knows they can count on these wineries to deliver consistently high quality wines every year.  Now the packaging may not have a cute animal but wine buyers have  learned that you can’t judge a book by its cover. 

What we can learn from our Aussie friends is that their creativity allowed them to gain market share rather quickly in the U.S. 

So what does this have to do with U.S. wineries struggling through this recession?  Well, it might just be time to set aside your ego.  Some serious out-of-the-box thinking needs to take place so that you can capture the opportunities that are just beyond the horizon.  You are not only competing with domestic brands but those from the likes of Chile and Spain that have their sights on the U.S. consumer.  These imports could take serious market share when our  economy improves.

It is never too late to plan.  Get your team together and unleash those creative juices before someone else beats you to the marketplace.

Until next time…when the fog clears will you be headed in the right direction?

Unlike most commuters, I enjoy my drive to the office each day.  It’s no surprise since rather than being stuck in traffic watching motorcyclists zip by my mirror, I get to drive by vineyards, between hills, and some days under hot air balloons.  One of the benefits of life in the Napa Valley is the ever-changing scenery. 

Earlier this week, I was traveling the back roads to work when I saw the clouds tucking into the hills.  I tried stopping in the middle of the road to get a picture but wouldn’t you know, just then someone decided to join me on my usually private drive.  But I was determined to get this shot.  Just around the next bend I found a  road leading into a vineyard.  I pulled off and made my way down the side of a ditch to find an opening between the trees.  It was sprinkling, so I moved quickly, since digital cameras seem to have a thing against water. After a few shots, I was satisfied with the image so I jumped back into my SUV and was off.

So this was my story of  how I captured the picture above,  but here’s the thing. The result of my effort was satisfaction. I was only satisfied with this image. And satisfied is just not good enough when it comes to my photos. 

So often I hear businesses sharing their latest survey results which show that their customers are satisfied. 

Big deal!  Being satisfied is just a polite way of saying “I haven’t found anything better yet”.  The bar for customer service is so low that we have accepted the rude clerk talking with a co-worker about her plans, – it’s just the way it is.  Well I say enough!  It’s time business owners pay attention and focus on real customer service. 

 Many are struggling to succeed in this recession – it’s a perfect opportunity for each retailer and service provider to go out of their way to show their appreciation.  This means training their employees in the art of putting the customer first.  I don’t mean that corporate requirement that they greet everyone in the store.  I mean something more. Caring about people.  This means some employees may have to switch seats on the bus or get off.  Not everyone’s behavioral style is conducive to dealing with people all day long.  Believe me, I have met plenty of  front line people who would be happier stocking shelves than interacting with customers. That’s okay, but let’s recognize where they belong and make the changes necessary to improve service for all.

Customer service is so bad in most places that even modest improvements will be noticed.  But just think, if you could change the culture in your business so that your customers go from being  just “satisfied” to being raving fans, how much loyalty you would create.  Not to  mention the new customers you would gain.  This is the time to invest in your employees. 

Until next time…satisfied customers will come and go but raving fans are yours forever.

I arrived at the airport parking lot to see the dark clouds moving closer. Before I could exit the car the lightening began to strike all around.  Not being a big fan of flying, I felt my anxiety level rise.   I scurried off to the terminal to get out of the downpour.

I quickly forgot about the threatening weather as I moved through the security line, then fumbled to get my shoes on, and looked up to read the monitor one more time in search of the correct gate number. Off I hustled, even though I was early; it just seemed the thing to do (stressed out).

Ah, I arrived at gate 16 at last,  it had to be the last one in the terminal.   I watched the planes come and go while the rain continued to increase in intensity. Well, I thought, that must be a good sign.  The planes are still flying in this weather. Then a voice over the intercom said, “flights to Southern California could be diverted because of extreme weather”.  “Extreme” sounds like “scream”.  Calm down Craig, you’re going to Vegas, it’s in the desert and the only extreme thing there is the heat and its January so this will be fine.

Wow, more rain out my window to the left but what’s that in front of me? The sun is beginning to sneak through the black clouds and then a full arching rainbow appears. Now that is the sign I was looking for. Just like that, the rain stopped and the voice on the PA system said its time for us to board.

It got me thinking that with all the doom and gloom surrounding this past year there must be a positive somewhere. And then it hit me smack in the face.  While businesses are making all kinds of decisions to help survive the recession how many have planned for the upside when the dark clouds have passed?

This is the perfect time to develop strategies to move your company ahead of the competition. Capitalize on the mistakes they are bound to make, so that you can gain market share.

This is the time to move forward and put into play the ideas that will serve your customer well and in turn deliver big dividends with the rainbow’s return.

Until next time…remember that it is always darkest before the dawning of a new day so be ready to shine bright.

 I recently packed  up the SUV and headed to southern California with my family to spend Christmas with my oldest son.  On the morning of Christmas Eve the kids and I headed up the road to the local ski resort.  It was a beautiful day and we couldn’t wait to get onto the snow.  After a few warm-up runs at the lower part of the resort we took a chairlift, to the top of the mountain.

At 8,000  feet I skied off the lift  to the trail head.  It then hit me….as I looked up I couldn’t believe what was before my eyes.  Here I was in the middle of the forest covered in a thin blanket of snow but what was that in the distance.   I asked my son what’s out there?  He replied, “the Mojave”.  What did he say?  Yes, the hearing may be fading with each passing year, but the desert?  I looked on in awe.

What a contrast from the fresh snow and green pines, to the dry almost barren land.  How could two places be so different but yet be so close?

Here we are just getting 2010 underway and I wonder will this year look like last or will it bring forth new life and excitement as the economy begins to recover and gain momentum.  I could play it safe and tell  you we will see very little growth, but I think we need to move beyond the critics view.   We need to gain a better vantage point if we are going to see a different perspective.  

When you sat down and planned out your Company’s budget for 2010, did you start with 2009 actual numbers and project that the next year would  be slightly better?  If so, don’t feel alone as that is how most budgeting is done.  But what are you going to do different in 2010 to stimulate sales and increase efficiencies?  You need to see your Company being in a different place a year from now.  If you can’t, then you most likely will arrive at the same place as you did in 2009. 

Creating stretch goals are one thing but the real success comes when new strategies are developed to help your team move to a different place.  If I were to stay at the ski lodge I would have never seen the vast desert.  In turn my appreciation for the abundant beauty and potential for growth around me would not have come into focus.

Take time now to step away from your Company and imagine what it could become.  Then take that vision and involve your team in creating the plans to move you this new place. 

Until next time….at this crossroad will you choose the desert or the forest?

My journey resumes in the Napa Valley, more specifically at the top of Spring Mountain above St. Helena.  Yes, that is snow along with some “lovely” graffiti.  Love and romance go perfectly in the Napa Valley.  In this case, the love is being spread throughout the vineyards.  This actually makes sense to me because the real love for wine begins in the vineyards.  So let’s explore further this love affair beneath the vines.

Not often thought of as romantic –  it’s the dirt that makes the difference.  We don’t  think of  the soil as the starting point for the tasty stuff  that ends up in our glass, but it is what makes Napa wines great. Without it, the wines would be pretty much the same no matter where the grapes were grown.  Ah, so let the courtship begin.

When you enter the Napa Valley there is a sign near Oakville that reads “welcome to the famous Napa Valley wine growing region”.  The phrase ”wine growing” always struck me as odd.  I have driven through the valley every day for 15 years and I have never seen wine growing.  I watched grapevines develop throughout the year until harvest but never once did I see a bottle of wine out there. 

However, talk to any winemaker and they will say that great wines start in the vineyard and great grapes come from great soils.  So where’s the love in dirt?  Or should I say who is loving that dirt?  The vintner is  – with the help of  his or her vineyard manager.  Yes, there is a real romance happening in the vineyards especially by those who utilize organic practices.  It is their love for the natural harmony of the soils that allows the grapevines to mature and produce awesome wines.  This doesn’t happen by accident, it requires a long-term plan with attention to detail.  Each vineyard block must be analyzed and understood for its strengths and weaknesses.  The vineyard manager can then determine the best course of action over the coming years to bring out the best qualities in the grapes.  Part science and part art but most of all a passion and love for recognizing the potential each vine has in the soil where it is planted.

Does your passion reach beyond the topsoil in your life?  Too often we take the short cut by  looking for immediate gratification – not realizing that if we focused on the longer term our actions would lead us to our destination. 

As you say goodbye to 2009, may you find clarity and dare to dream what 5 and 10 years from now could look like.  While you’re at it, write down your dreams and then begin to lay out your plan for organically growing yourself.

Until next time…may your passion for life be expressed like the love that is cultivated in the Napa Valley each year.

Welcome back to my journey into Virgina. I last blogged about my visit to President Madison’s estate.  Just down the road is Monticello, home of President Jefferson.  This visit was more like Disneyland for history buffs and those  who are curious about Jefferson.  Once again I was thrown back in time and asked to imagine what it was like to live on this massive mountain-top estate.  No matter what your political slant this self-taught man was a genius. 

For instance, he designed the home and water collection system based upon his self study of architecture and engineering.  Every last detail had been accounted for and he didn’t waste any space in the home.  At one point along the tour I was standing in the guest bedroom where his good friend President Madison would stay for up to a month at a time. 

Like Madison, Jefferson loved to read and used his massive library collection to help mold his thoughts and plans for his family and our country.  It is amazing how both of these men were so focused on something much bigger than themselves. 

Today I look at our politicians and it seems like they are more concerned about creating legislation that will help them get reelected rather than what would be best for the country as a whole.  I think our state and federal elected officials need to take a field trip to the nearest library and start reading like our founding fathers did.  Maybe that would stretch their minds to see something much larger then themselves, and I don’t mean more spending.  If I hear one more politician tell me they have the answers by creating another bureaucratic-run government program I am going to scream.

Enough government…they all need to take a few years off, at least then they couldn’t add more layers that we are going to have pay for through higher taxes.

It is time to change, not only expectations for our government but for ourselves.  Let’s end the pity parties and start by individually making a difference in our own communities.  Turn off the TV, give up a few sports shows, get out of your house, and go help someone.  Our local nonprofit organizations are always looking for volunteers.  There is no excuse for you not to get out there and demonstrate how we can work together for a cause that is bigger than ourselves.

Until next time…may you see the world around you as an opportunity to serve rather then a place where you can be served.