Across the United States, from coast to coast, buyers reveal what truly makes a wine stand out \u2013 and what to avoid when pitching them your next best bottle.
\nGetting a wine listed isn\u2019t what it used to be. The old playbook \u2014 price sheets, medals and a decent story \u2014 no longer guarantees a spot. In a crowded, competitive marketplace shaped by shifting consumer expectations, tight margins and evolving drinking habits, buyers are more selective than ever. So what really makes the cut in 2025?<\/p>\n
While the wine world evolves, one truth remains unchanged: what\u2019s in the glass matters. \u201cThe wine itself!\u201d says Jonathan Eichholz, Master Sommelier and wine educator with GuildSomm. \u201cAt the end of the day, it\u2019s about what\u2019s in the glass. Is it delicious? Does it fit the needs of the restaurant? Does it come from a producer who is telling a compelling story of a grape, place, or perspective?\u201d<\/p>\n
Buyers are curators, yes, but also translators between producers and their guests. The wine must deliver on flavour and emotion, while making sense for the business model.<\/p>\n
Make it authentic <\/span><\/h2>\nAt the heart of every memorable wine experience lies the connection between the person presenting the bottle and the one receiving it. Several buyers emphasised that human interaction remains a crucial component, even in a world increasingly dominated by QR codes and streamlined ordering systems.<\/p>\n
What stands out isn\u2019t only the taste in the glass but the intention, humility and precision behind its story. As Pascal Schildt, importer and distributor in the U.S. explains, \u201cwine must align with the values of the buyer and the emotional connection of the guest.\u201d<\/p>\n
![\"\"](\"https:\/\/www.vinexposium.com\/wp-content\/uploads\/2025\/09\/\u00a9ealb.webp\")
\u00a9ealb<\/p>\n
A compelling introduction, thoughtful positioning and genuine passion can make a lasting impression \u2014 often more than flashy branding or technical jargon. And while price, packaging and quality are essential entry points, the depth of engagement often tips the scale. \u201cI\u2019m always looking for stories that resonate \u2013 wines with purpose, not just marketing,\u201d says Maria Chiancola, a wine buyer and owner of a wine shop in Rhode Island.<\/p>\n
Some buyers even shared moments when a well-prepared rep turned a routine meeting into an unforgettable story that shaped a future listing. Consistency, curiosity, and the willingness to adapt are now strategic assets. In a world where buyers are constantly inundated with options, authenticity \u2014 paired with market awareness \u2014 remains the ultimate differentiator.<\/p>\n
Buyers continue to favour authenticity over perfection<\/span><\/h2>\nThe good news? They\u2019re open to discovery \u2014 if it\u2019s sincere. Most wine buyers emphasise that connection, integrity and story matter. In a world of QR codes and digital marketing, a good glass of wine \u2014 and the hands and minds behind it \u2014 still speak volumes.<\/p>\n
About Fanny Spironelli and the agency l\u2019Eau \u00e0 la bouche :<\/span><\/h2>\nL\u2019eau \u00e0 la bouche<\/strong> is a French-American agency based in the USA (New York) and in France. Specialising in branding, graphic design, digital solutions and public relations, the agency helps its clients build strong identities and impactful campaigns, blending French elegance with international sensibility. With its creative and tailor-made approach, it is the go-to partner for brands in the wine & spirits, gastronomy and lifestyle sectors. It transforms every project into a memorable experience.<\/p>\nFanny Spironelli<\/strong>, founder of L\u2019eau \u00e0 la bouche, brings over 20 years of international experience in wine, branding and strategic communications. Her dual cultural perspective and instinct for storytelling make her a trusted partner for premium brands seeking impact and authenticity.<\/p>\n","protected":false},"excerpt":{"rendered":"In 2025, getting listed in the U.S. market means more than a great wine \u2013 producers need a compelling story, clear logistics and the emotional intelligence to connect. Make it easy to say yes Across the United (\u2026)<\/p>\n","protected":false},"author":14,"featured_media":40958,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[342],"tags":[],"class_list":["post-41097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-academy","format-article"],"acf":[],"yoast_head":"\n
Buyers unfiltered: What it actually takes to get on the list in 2025 – Vinexposium<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Buyers unfiltered: What it actually takes to get on the list in 2025 – Vinexposium\" \/>\n<meta property=\"og:description\" content=\"In 2025, getting listed in the U.S. market means more than a great wine \u2013 producers need a compelling story, clear logistics and the emotional intelligence to connect. 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\u00a9ealb<\/p>\nThe good news? They\u2019re open to discovery \u2014 if it\u2019s sincere. Most wine buyers emphasise that connection, integrity and story matter. In a world of QR codes and digital marketing, a good glass of wine \u2014 and the hands and minds behind it \u2014 still speak volumes.<\/p>\n
About Fanny Spironelli and the agency l\u2019Eau \u00e0 la bouche :<\/span><\/h2>\nL\u2019eau \u00e0 la bouche<\/strong> is a French-American agency based in the USA (New York) and in France. Specialising in branding, graphic design, digital solutions and public relations, the agency helps its clients build strong identities and impactful campaigns, blending French elegance with international sensibility. With its creative and tailor-made approach, it is the go-to partner for brands in the wine & spirits, gastronomy and lifestyle sectors. It transforms every project into a memorable experience.<\/p>\nFanny Spironelli<\/strong>, founder of L\u2019eau \u00e0 la bouche, brings over 20 years of international experience in wine, branding and strategic communications. Her dual cultural perspective and instinct for storytelling make her a trusted partner for premium brands seeking impact and authenticity.<\/p>\n","protected":false},"excerpt":{"rendered":"In 2025, getting listed in the U.S. market means more than a great wine \u2013 producers need a compelling story, clear logistics and the emotional intelligence to connect. Make it easy to say yes Across the United (\u2026)<\/p>\n","protected":false},"author":14,"featured_media":40958,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[342],"tags":[],"class_list":["post-41097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-academy","format-article"],"acf":[],"yoast_head":"\n
Buyers unfiltered: What it actually takes to get on the list in 2025 – Vinexposium<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Buyers unfiltered: What it actually takes to get on the list in 2025 – Vinexposium\" \/>\n<meta property=\"og:description\" content=\"In 2025, getting listed in the U.S. market means more than a great wine \u2013 producers need a compelling story, clear logistics and the emotional intelligence to connect. 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Fanny Spironelli<\/strong>, founder of L\u2019eau \u00e0 la bouche, brings over 20 years of international experience in wine, branding and strategic communications. Her dual cultural perspective and instinct for storytelling make her a trusted partner for premium brands seeking impact and authenticity.<\/p>\n","protected":false},"excerpt":{"rendered":" In 2025, getting listed in the U.S. market means more than a great wine \u2013 producers need a compelling story, clear logistics and the emotional intelligence to connect. Make it easy to say yes Across the United (\u2026)<\/p>\n","protected":false},"author":14,"featured_media":40958,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[342],"tags":[],"class_list":["post-41097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-academy","format-article"],"acf":[],"yoast_head":"\n