The Importance of Global National Accounts: Selling Italian Wines to National and International Chains

Tuesday January 27th - 10:00am - New York
The New York Palace Hotel, Henry Room
Susan Pey has fine wine flowing in her veins - almost.
Perhaps the genesis of Susan's fascination with fine wines was from her university studies in Florence where Chianti Classico Riserva flowed regularly. Or perhaps it comes from her California upbringing where family outings to wine country were a regular occurrence. And her studies toward the Master Sommelier title certainly contributed to her expertise, along with numerous stints at a wide variety of restaurants.
Regardless, for nearly twenty years, Susan has directed the award-winning wine programs at both the Il Fornaio and Spectrum Foods restaurant groups and developed an uncanny understanding of consumers' preferences for fine wines.
Susan is currently Wine Director for the Il Fornaio restaurant group, consisting of 21 authentic, white table cloth Italian restaurants in 5 states. In this capacity, Pey oversees all aspects of the beverage program including regional Italian features specializing in lesser-known regions, by the glass features, Il Fornaio's renowned "core" wine list and Il Fornaio branded wines crafted in Italy and California. Over these 20 years, Susan's success has led to wine sales of more than $150 million.
Susan also has hands-on experience in growing, producing and bringing new premium wines to market. Along with her husband Jonathan, Susan is pioneering winegrowing in Marin County, CA and for the last 10 years has been producing hand-crafted, organically farmed Pinot Noir and dry Riesling under the Pey-Marin Vineyards label. The Peys are also producing small lots of critically-acclaimed wines from Oakville, Santa-Lucia Highlands and the Sonoma Coast.
Pey judges numerous local, national and international wine competitions and for Bon Appetit Magazine and the San Francisco Chronicle wine tasting panel. Her many innovations have been recognized by The Wine Spectator, The Wine Enthusiast, Stephen Tanzer's International Wine Cellar, Connoisseur's Guide to California Wine, Los Angeles Times, San Francisco Chronicle and Cheers Magazine, among others.
Susan is involved in charitable organizations including "Susan Pey's Picks" - a unique wine club that focuses on biodynamic/organic and sustainably farmed wines where all proceeds are donated to charity. Additionally, Susan has been a leading fundraiser for the Breast Cancer Fund.
Pey resides in Marin County with her husband and three young daughters. In her free time she likes to hike, cook, coach girls soccer and travel.