Welcome to another fascinating episode of Wine Talks with Paul Kay, featuring an insightful conversation with luxury wine growth strategist Charlotte Sell. In this podcast, we dig deep into the evolving world of luxury wine, brand management, and the crucial role of customer retention in the wine industry.

Paul Kalemkiarian, longtime wine industry veteran and host, opens up about the history and development of the California wine scene. Together with Charlotte Sell, founder and CEO of Tissay and former exec at Robert Mondavi and Jackson Family Wines, they discuss what truly defines “luxury” in wine. From the challenges and high stakes of vineyard ownership to the emotional commitment required, Charlotte Sell shares personal stories about her family’s roots in Beaujolais, the impact of Beaujolais Nouveau, and how reputations in wine regions can be built or lost.

SEO-rich topics unpacked in the episode:

American Wine Industry Evolution: The episode covers the explosive growth of Napa Valley, Robert Mondavi’s visionary influence, and how American wines earned their place among the world’s coveted bottles.

Direct-to-Consumer (DTC) and Brand Strategy: If you’re a winery owner or marketer, you’ll find actionable advice around DTC marketing, the importance of nurturing core customer relationships, and why focusing on retention can transform your business in today’s competitive landscape.

Winery Challenges:

Charlotte Sell

illuminates common pitfalls faced by winery owners, especially when tempted by expansion, bottom-shelf products, or trendy new formats. She emphasizes the value of core brand focus and sustainable growth.

Wine Data, AI, and Retention Marketing: The episode is packed with modern marketing insights, including the use of data analytics, AI companions, and platforms like Commerce7 and Enolytics. Learn how small and medium wineries can leverage technology to understand buying patterns, personalize customer interactions, and boost loyalty.

Personal Stories & Industry Wisdom: From a moving account of volunteering at a San Francisco food bank during COVID to anecdotes about navigating the U.S. wine market,

Charlotte Sell

brings humanity and nuance to what many think is a glamorous industry.

Key Highlights:

The definition of luxury wine goes beyond price—it encompasses tension, commitment, and the family story behind each bottle.

Why winery owners must resist distractions (canned wine, low-alc trends) and instead double down on building rich, long-term customer connections.

Concrete strategies for retention, including up-level customer touchpoints, personalized outreach, and using AI to identify loyal buyers.

How critical thinking, philosophy, and humanity help navigate the modern wine business, from cash flow management to shaping lasting brand value.

Whether you’re a wine aficionado, wine entrepreneur, or simply curious about the business side of wine, this episode delivers practical tips and engaging stories from two industry leaders. Discover how to stay relevant, profitable, and genuinely connected to your audience in a world awash with choice and information overload.

Perfect for searches like:

How to grow a luxury wine brand

Wine business strategies for 2024

Direct-to-consumer marketing for wineries

Customer retention in wine clubs

Using AI in wine sales

American vs. European wine industry

What makes a wine luxury?

Brand management tips for wineries

Don’t forget to hit subscribe for more deep dives into wine innovation, leadership, and market evolution. Leave a comment with your favorite takeaway or wine business question!

#WineTalks #LuxuryWine #WineBusiness #CustomerRetention #NapaValley #RobertMondavi #WineMarketing #DTCWine #WineClub #WineryGrowth #CharlotteSell #PaulKay #BrandStrategy #WineIndustry #AIinWine #WineEntrepreneurship