Callie Restaurant in San Diego holds a Michelin star, a Wine Spectator Award of Excellence, and a wine list built by people who clearly know what they’re doing. So what does a genuinely well-executed wine list look like, and where does even a great program leave money on the table?
In this episode, Patrick Wert breaks down Callie’s full wine list from top to bottom. Patrick is a wine director who managed over $40 million in beverage revenue during his tenure at Major Food Group, one of the most competitive restaurant groups in the country. He knows what a performing wine program looks like, and he knows what a revenue leak looks like too.
Pat covers what they get right: a smart light-to-full-body organization structure that helps both guests and staff navigate the list without a sommelier standing over their shoulder, flavor descriptor headers (“light crisp sea spray mineral,” “zesty citrus herbs white flowers”) that reduce friction and drive decisions, a strong grower Champagne program anchored by Coutier and Bereche, a rosé section built for every price point from Pascal Cotat to Nerv Conterno Rosato, and a sweet wine page that’s quietly one of the best sales tools on the list.
He also gets into what they’re missing. There’s no Sancerre on the bottle list, and that’s a revenue leak. Guests know Sancerre. They’ll pay a premium for Sancerre. Telling them “this is just like Sancerre” isn’t the same conversation. The Reserve section, featuring Simon Bize Corton Charlemagne and Domaine de Trevallon, is buried at the back where high-spend guests may never reach it. And a Super Tuscan placement, think Tignanello or Sassicaia, would unlock an entire pricing tier this list currently leaves on the floor.
This is what a professional wine list review actually looks like. Not opinion. Strategy. If you’re a restaurant operator, beverage director, or GM trying to build a wine program that drives real revenue and not just earns awards, this video is for you.
Producers & wines discussed: Coutier · Bereche · Pascal Cotat · Nerv Conterno (Giacomo Conterno) · Gravener · Lopez de Heredia · Occhipinti · Arnot Roberts · Dominique Lafon · Trimbach (Clos St. Hune / Schlossberg) · Domaine Huet · Liquid Farm · Tissot · Trediberri · Cos (Frappato) · Girolamo Russo · Clos Rougeard · Alvaro Palacios (Finca Dolfi) · Flor de Pingus · Simon Bize · Domaine de Trevallon · Didier Dagueneau · Ameztoi Txakolina
Is your restaurant’s wine program performing the way it should? We work with operators to build beverage programs that sell. Learn more at www.innovativebeveragestrategies.com