What I Saw at the Bulk Wine Show This Week: Organically Grown Wine from Mendo, Cannabis Drinks, Hungarian AI Startup, New Bulk Wine AI Program to Match Buyers and Sellers

While one might have expected the tariffs to be the main topic of concern at this year's annual bulk wine show, the news was not about tariffs at all. Rather, it was about the general decline in the industry as it faced what are–cliche warning–"headwinds," which sounds much better than death spiral. 

Nonetheless, there was an excellent panel with top bulk wine buyers in U.S. (Constellation, Delicato, Trinchero and Firstleaf). (You can read more about it when my article for Grape and Wine comes out in the fall. To be notified via email, sign up for the free newsletter at pamstrayer.substack.com) And buyers are still buying, just not as much.

But the real news was in the expo area and the parking lot. 

In previous years, you could not park in the South SF Convention Center parking lot, but had to look for a space on adjoining parking lots. Not so this year. Attendance was down. The organizers were even able to fit the sandwich line in the same room as the expo, which was a lot more convenient. That is where I happened to sit with some Hungarians. Hungarians? Yes Hungarians. 

One of the best things about the International Bulk Wine and Spirits show is, of course, the attendees, They come from all over the world. Not just Italy, France and Spain and Lodi. And Chile. In past years, I've come across a virtual United Nations of wine sellers. This year that was the same, but more of a mini UN. 

The Hungarians were not bringing wine to the event. They were on a research mission for their new AI wine recommendation project WineXClub.com, which uses a sommelier's recommendations to get the party started in the app. The consumer is then able to provide feedback on the sommelier's recommended wine. It debuts at a big Hungarian wine fair in August. (I was invited to attend but my calendar does not permit.)

On their six day trip, they had already visited Napa and toured Chateau Montelena and Grgich Hills Estate, two of the 1976 Paris Tasting winners. 

In the Dept. of You Never Know What Clever Wine Marketing Will Debut Next 

Here comes the Jaws wine.

CUTE. 

I tell winemaker people who get hung up on varietal preferences that they don't need to get so focused on this. Because many (most?) wine consumers in a store are not. Market research tells us over and over… wine is too complicated. "I just want to drink something." 

Exhibit A:

Are Psychedelics Us? A Drink for "No Cannabis Allowed" States

Another exciting booth was decked out in a crazy colors to match the psychedelic busses now serving commuters in SF. 

What would Ken Kesey say to that, eh? Alas, for him, no psychedelic drugs provided. But the 60th anniversary of the Grateful Dead is coming soon. With many accoutrements, to be sure. 

However, this hemp based drink comes in two versions–a 5 mg (legal in many places) and a 100 mg version (offered only where legal). 

The company, HabitCBD, is finding uptake in the Southeast, Texas, and other states where cannabis is not legal. 

Why those regions?

"Because the majority of the Northwest has moved directly to cannabis," said sales manager Natalie Boos at HabitCBD.com. "A lot of those states are changing their laws to allow it to become more part of the alcohol market." (At least that is what I think she said.)

"The cannabis market in California is pounded down by taxes and regulations," she continued, "and it's really hard for brands to supply. Everybody, a lot of people, will start formulating for the hemp market in California. But you can sell to Florida, North Carolina..." They don't have regulations, she said.

The 5 mg comes in four, fruit flavored soda varieties and seemed pretty tasty, even in the no-THC samples on offer. 

MENDO 

The most exciting thing to me this year was the Mendocino growers booth–their first time exhibiting at the event. And they had a big sign out front: Organic. CCOF. 

Are some bulk wine buyers going to get with the certified organic side of the industry? Market research says organically grown wine is the only wine category that is growing amidst a sea of decline. Let's hope organic can lift some of these boats. 

Mendocino grower and vintner Martha Barra pours for a potential buyer tastes at the Mendocino wine growers' first booth at the bulk wine expo. 

Last But Not Least: A I Comes to Bulk Wine

Ankita Okate, Chief Growth Officer of Beverage Trade Network, said in a brief interview with me at the show that BTN will be debuting three new A I apps to help buyers and sellers accelerate deals. The apps, now in beta, should debut in early 2026, she said.

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NEW: More Bulk Wine insights:...https://www.linkedin.com/posts/american-association-of-wine-economists-aawe_the-worlds-largest-bulk-wine-exporters-activity-7356950508135161858-wC49?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAAEm00B4V65jWtUIJf27feJSAFvu459KKA

Two - Count 'Em - TWO New Organically Grown, Artisanal Boxed Wines from U.S. Producers

I am currently making the rounds on my annual trek to visit Slow Wine USA producers in preparation for the next edition of Slow Wine Guide (2026). It's always fun to check in with the wineries and the wonderful people who host me for tastings for the guide. It's a chance to catchup on the events of the year with the wines and the wineries.

A year ago, I was writing a big piece for Wine Business Monthly about a new, emerging category–bag in box wines that were artisanal (or at least way above Franzia). 

Retailers were having a hard time embracing the category, but hopefully that is fading away. Because consumers were ripe for it, as the producers and their early adopter retailers told me. Going to the Caribbean on vacation? Easy to pack some of your favorite rosé in your suitcase. Headed for the beach near home? Take the box off and sling the bag over your shoulder. From DC to San Diego, consumers were raring to go. 

New companies were forming focused solely on bag in box. Companies like Juliet (which will even recycle the plastic for you if you don't have a local recycler) and Really Good Boxed wine. But none were organic.

CARBON and FRESHNESS 

Why is bag in box so important? The darn wine bottle is responsible for the vast percentage of a wine's carbon emissions and buying wine in a bag in box reduces emissions by 83%. 83%!

So I've been watching and waiting for wineries to hit the mark with organically grown wine in a box. I like boxed wine to come from domestic producers–to encourage organic growers here, and increase their number–which is better for our ecosystems than conventional growers. 

Tablas Creek did one, but only one last year - it was one-off when they had a surplus of Grenache. (They also make Patelin wines in bag in box format but those are not organically grown, in contrast to the label's estate wines). 

I have to also say that being a single person, I far prefer drinking boxed wines–rosé especially. It's just so easy to have a half glass of wine with lunch or a snack and then more in the evening. Boxed wine is so easy to chill and who doesn't stand in front of their refrigerator wondering what to eat/drink. The power of visuals. 

So I was so delighted this past week to meet not one, but TWO organic producers offering bag in box wines–both Folk Machine and a new label from the Phil Coturri family, Enrico Valentine (EVwines.com). 

Both are Sonoma producers–Go Sonoma. 

In Napa Matthiasson also made a boxed rose but it sells out super fast and is gone until next year. Bonterra used to make boxed wine, but I have not seen it on their website for several years now. Field Recordings makes boxed wine, but I do not know if it is organic or not. (As memory serves me, I think not).

So here are two I am excited about. 

FOLK MACHINE WHITE LIGHT | $45 | 3L Box

It's always exciting to see a local, bootstrappy winery getting reviewed in the New York Times, especially on price, where the imports dominate in such articles. So here it is - White Light. (And this is not the first time they've gotten praise from Eric Asimov). 

It's a wild white blend - and it comes together beautifully. 

My notes: "From certified organic vineyards in Mendocino and Lodi. A unique blend of Tocai Friulano (30%), Albariño (23%), Verdelho (21%), Vermentino (21%) and Sauvignon Blanc (5%). Beautifully textured, with notes of peach and melon. Refreshing. Also available in 3L box ($45). Labeled "Made with Organic Grapes."

(It's also available in bottles). 

Here's what the boxed wine looks like. 

Lynn Wheeler of Folk Machine (aka Hobo Wine Co.) holds up the brand new boxed wine packaging. Fun graphics!

It launched today!

ENRICO VALENTINE WINES | $95 | 3L

A new label from the family of Phil Coturri and Arden Kremer...from their sons Sam and Max. 

Typically the family's regular wines are high priced (and worth every penny) – single vineyard designates from outstanding vineyards ($45-115). 

EV Wines is the family's "second label" more or less, which is to say it's more than what you would expect from most second labels. 

The Story Behind the EV Wines Brand

The brand name comes from Sam and Max's middle names. 

Said Sam, "The concept of these is in honor of these two men who we wouldn't be here without (Enrico and Val) is to make farmer's wines–to make wine with what you have that you can drink. The wines are not vineyard designates, but they are wine that we had available. And again, the idea is to make them accessible. So we try and do everything we can to keep the price really reasonable and prove that you can get really well made, really well farmed wines out to the world in a way that's a little less exclusive than what we normally do."

Sam is the proprietor/winemaker of the family's winery–Winery Sixteen 600. (The brand is named for the street number of Phil's home address.) They make top tier wines from grapes Phil farms with a variety of winemakers.

Sam's middle name is Enrico, after his grandfather who arrived on Ellis Island from a town near Lucca in the early 1900's. 

Max works for his dad's company Enterprise Vineyards, a leading organic vineyard management company in Sonoma with its "world headquarters"–i.e. Phil and Arden's house–on a mountainside in the Moon Mountain District his father helped to develop. 

Max's middle name is Valentine, an homage to Val Rossi, whose vineyard is where Phil and Arden first connected (with a little assist from Val). When former Intel CEO Paul Ottelini bought the vineyard, which had fallen into neglect in 2010, he hired Phil to revive it. Today it is one of the celebrated historic vineyards that vintners clamor to buy grapes from. 

So - EV Wines. 

The roster of winemakers is world class (as are the grapes). Basically it comes down to some amazing blending of certified organic fruit Enterprise farms in Sonoma coupled with Cannard grown grapes. 

The wines are available in box from the winery or in bottle ($25 a bottle or $300 a case) from the winery or retailers. 

The white blend is mostly Semillon farmed by Ross Cannard organically grown (but not certified). 

He is the son of the famed Bob Cannard, who grew vegetables for Alice Waters at Chez Panisse for many years. It's blended with Grenache Blanc and Roussanne and sees some skin contact. 

The rosé is Primitivo (60%) in a blend with Grenache (30%) and Mourvedre (10%).

The red blend is all Enterprise grown Zin - a combo of two vintages. The 2023 was a traditional ferment (60% of the wine) while the 2024 vintage (40% of the wine) is partially carbonic. 

The ace winemaking team includes Alejandro Zimman, Erich Bradley, Jack Sporer of Magnolia Wine Services, Sam and Rhone based, Cambie protege Isabel Gassier.

The wines are also sold as a 3 box set, with the clever name The Neapolitan (like the ice cream, get it?)

https://www.evwines.com/

PS Matthiasson also had an organically grown boxed rose but it is currently sold out.

Organic O. G. Mark Neal To Offer Organic Winegrowing Masterclass Oct. 4th

I recently visited Mark Neal up at his Howell Mountain winery and vineyard to taste through the current releases. Neal showed his three Mediterrean origin whites and his perennially popular Cabernets.

One thing to know: he is starting to teach locally, holding a masterclass and dinner October 4th.

Where's what his website says: 

Join us at Neal Vineyards this October for an intimate, full-day experience and dinner at the winery in the heart of Napa Valley with our founder, Mark Neal.

A second-generation wine grower, vintner, and one of the region’s leading voices in organic and regenerative agriculture. You will see and hear Mark really farms soil. You will taste amazing organic wines, some not available to the public. This master class is more than a look behind the scenes—it’s an invitation to walk the land, taste the legacy, and understand the philosophy that shapes every bottle we make.

Neal's vineyards are certified organic, regenerative organic and biodynamic. 

$175.00

Book online here. 

Congrats to Monte Rosso | Now Certified Organic

Four Organic Rockstar Wineries Join Newly Formed "Wine Atlas Collective", Enabling Free Visitation at Member Wineries

Eight US wineries have banded together to offer an extra benefit to their wine club members–the ability to enjoy free or discounted wine tastings at any of the other wineries in their member collective. Four have organically grown estate vines.

Do not get overexcited, because the wineries are only one in each region, so you would have to do quite a bit of driving to capitalize on these offers, but they do set a precedent and are a benefit if you visit a lot of wine regions.

The eight members are all listed on the group's website here at WineAtlasCollective.com. 

These are the members with organically grown wines: 

California

• Frog's Leap (100% organic grapes)

• Ridge Vineyards (only the estate wines are organic)

• Tablas Creek  (only the estate wines are organic)

Oregon

• Brooks Wine (20% organic/biodynamic - only the estate wines)

VARIETAL DIVERSITY

Promoters pointed out that the 8 wineries collectively have 43,000 wine club members and grow 43 varieties. Of course, Tablas Creek has a remarkably high number of them, since it grows many obscure Rhone varieties. 

Here are the 43: 

Albarino

Blaufrankisch

Bourboulenc

Cabernet Franc

Cabernet Sauvignon

Chardonnay

Chenin Blanc

Cinsaut

Coumoise

Dornfelder

Gamay Noir

Gewurztraminer

Grenache

Grenache Blanc

Gruner Veltliner

Lagrein

Malbec

Merlot

Mourvedre

Muscat

Petit Verdot

Petite Sirah

Picardan

Picpoul Blanc

Pinot Blanc

Pinot Gris

Pinot Noir

Riesling

Rousanne

Sangiovese

Sauvignon Blanc

Semillon

Syrah

Tannat

Tempranillo

Teroldego

Vaccarese

Vermentino

Viognier

Zinfandel

Zweigelt