The company has quality control representatives, a rotating sales staff and a category director in Nogales, Ariz., throughout the season and sends representatives into Mexico to walk the vineyards with growers to get a firsthand look at what’s coming down the pipeline, he said.
For Pacific Trellis, the transition from the Chilean deal to the Mexican deal marks the difference between an end-of-season crop and a new crop, Winkelmann said.
“Buyers are very astute,” he said. “They are generally very knowledgeable about the growing regions, especially the transition from one region to the other.”
Growing practices are similar in both areas, he said, but one difference is the shorter transit time — two to three days to market from Mexico versus two weeks or longer from Chile.