♪ ♪ ♪ ♪ I WAS READING AN ARTICLE THAT WAS SOMEWHAT CRITICAL-OF-THE-QUALITY OF WINE IN NEW YORK STATE SAYING YOU CAN'T MATCH THIS UP WITH CALIFORNIA.

BUT THEY SAID, WHICH REALLY GOT MY ATTENTION, THE PROCESS, THE PRODUCTION OF WINE IS NEW YORK STATE IS OF THE HIGHEST QUALITY.

>> WE HAD TO FOLLOW SPECIFIC PROGRAMS TO MAKE, YOU KNOW-- AGAIN, DEPENDS ON WHAT YOUR OBJECTIVE IS AND OUR OBJECTIVE IS TO MAKE THE HIGHEST QUALITY WINE POSSIBLE.

QUALITY OF WINE, YOU KNOW, REGION IS ONE THING, OKAY?

WE ARE NOT CALIFORNIA.

I DON'T WANT TO BE IN CALIFORNIA.

I'M IN NEW YORK, I LOVE NEW YORK.

I LOVE SKANEATELES AND I WANT TO TO MAKE THE GRAPES THAT ARE MOST PRODUCTIVE HERE AND MOST PROFITABLE HERE.

>> I READ SOMETHING THAT SAYS THE ACTUAL QUALITY OF THE WINE, THE TASTING OF THE WINE HAS BEEN COMING UP DRAMATICALLY.

I DON'T KNOW THAT WE ARE RIVALLING CALIFORNIA, BUT IT'S BETTER NOW THAN IT WAS 10 YEARS AGO.

>> I THINK WE ARE JUST EVOLVING.

I THINK, YOU KNOW, LIKE YOU SAID, INITIALLY, WE ARE ONE OF THE FIRST WINERIES IN THE COUNTRY WAS HERE.

HOWEVER, IT'S BEEN A SLOW GROW.

I THINK THAT THE BIG PUSH ON WINERIES WAS MAYBE 30-35 YEARS AGO.

AND TECHNIQUES, A LOT OF THE WINERIES FROM HERE EVOLVED FROM PRODUCTION WINERIES.

THEY WEREN'T SOME PEOPLE WITH DEEP POCKETS THAT CAME OUT HERE WITH, YOU KNOW, BUILDING THE FACILITIES.

THEY WERE PRODUCTION PEOPLE.

THEY WERE DOING THIS IN THEIR BACKYARD AND THEIR BARNS AND WHAT NOT AND THEY WERE, YOU KNOW, USING THE BEST TECHNIQUES THEY COULD.

NOW, THESE ARE, FOR EXAMPLE, A VARIETY THAT MORE EUROPEAN-BASED.

THERE ARE OTHER GRAPES THAT YOU DON'T NEED TO DO THIS WITH.

BUT WE FELT OUR DEMOGRAPHICS AND THE WINE WE WANTED TO MAKE WAS MORE OF STANDARD TYPE OF EUROPEAN TYPE WINES, REISLING, CHARDONNAYS, PINOT NOIRS AND THEY'RE MORE TENSE SENSITIVE TO THE COLD.

NOW, CALIFORNIA, YEAH, THEY'VE GOT THEIR FIRES, THEIR DROUGHTS, THEY'VE GOT THEIR QUAKES.

WE DON'T HAVE FOR THE MOST PART.

BUT YOU KNOW SOMETHING THEY DON'T HAVE SIX FEET OF SNOW, EITHER.

HOW DO YOU OVERCOME THAT?

>> WE OVERCOME IT BECAUSE OF SKANEATELES, WE KNEW IT WAS GOING TO BE DIFFERENT.

WELL, TO TELL YOU THE TRIETH, MY FIRST WONDER IS WHY ISN'T THERE ANY GRAPES IN SKANEATELES.

IT MAKES SENSE, A BEAUTIFUL LAKE WITH NO WINERIES.

THE SECOND AUTO YEAR WE FOUND OUT THE WINTER KILL IS SIGNIFICANT.

WE WERE DOWN TO -22 THAT WINTER AND LOST 50% OF OUR VINES SO AT THAT POINT, YOU MAKE A DECISION, YOU EITHER SAY LET'S GET OUT OF DODGE OR, LET'S GO AHEAD AND FIGURE OUT A WAY TO DO IT.

SO WHAT WE DO IS WHAT IS CALLED CANE PRUNE.

IT WORKS.

IT'S COSTLY.

IT'S PROBABLY ABOUT TIME YOU FIGURE LABOR AND EVERYTHING, IT'S 700 TO 800 AN ACRE BUT THAT'S A HALF TON OF GRAPES.

THE CRITICAL PART IS THAT HERE IS ESSENTIALLY THE ANATOMY OF THE VINE IF YOU WILL.

AND FROM A VINE STANDPOINT, BASICALLY THERE IS A GRAPH DOWN HERE AND THE UPPER PART WHAT IS IS CALLED A SION.

WE MAKE SURE WE HAVE CERTAIN TYPES OF ROOT STOCKS.

CALIFORNIA WOULD HAVE DIFFERENT TYPES OF ROOT STOCKS.

THEY WOULD HAVE ROOT STOCKS AMENABLE TO THEIR GROUND AND ENVIRONMENT.

WE HAVE ONES THAT ARE AMENABLE TO OURS.

PINOTGRI COMES FROM CALIFORNIA, WE HAVE VINES THAT CAN BE SHIPPED IN FROM THERE.

NOW, WHAT WE DO IS HERE, WE TRIM OUT THESE CANES EVERY WINTER EVERY FALL ACTUALLY.

WE LAY THESE CANES DOWN AND TIE THEM RIGHT ON TO A WIRE.

AND SO YOU WON'T SEE ANY VINES UP AT ALL DURING THE WINTER TIME.

THEY WILL BE ABOUT THREE VINES, THREE CANES ON THAT SIDE AND THREE CANES ON THIS SIDE TIED DOWN AND WE WILL COVER THEM UP WITH HAY AND THEY WILL BE INS INSULATED.

AND WE PUT THERMAL COUPLES AT THE FRUITING WIRE AS WELL AS UNDER THE HAY.

AND OUR COLDEST TEMPERATURE THIS YEAR WAS -10.2.

AND UNDER THE HAY WAS 16.6.

>> A LOT OF WHAT WE TALK ABOUT ON "ON THE MONEY" IS THE ECONOMIC IMPACT OF THINGS AND INDUSTRIES LIKE YOURS, SPECIFICALLY, FOR EXAMPLE, I SEE ACRES OF GRAPES HERE AND WHAT NOT.

BUT WHAT TYPE OF IMPACT DO YOU THINK YOU HAVE?

I MEAN YOU HAVE SUPPLIERS AND VENDORS AND ALL OF THAT, RIGHT?

>> SURE.

I WILL SAY IT'S SIGNIFICANT IN THAT REGARD WOULD BE AS FAR AS PULLING OFF-- WE LIKELY HAVE LOCAL SUPPLIERS THAT WE LIKE TO SUPPORT THAT COMPONENT WITH REGARDS TO THE BOTTLES WE BUY WITH REGARD TO THE FERTILIZERS AND ANY TYPE OF SPRAY MATERIALS, LABELS AND WHAT NOT.

SO THE IMPACT, WITH REGARD TO US SPECIFICALLY IS IN THE NEIGHBORHOOD OF 2003 TO 300,000 A YEAR ANYWAY.

>> WE THINK, YOU KNOW, A WINE SPECIFICALLY, BUT IT'S NOT JUST WINE.

IT'S GRAPE PRODUCTION FOR JUICE AND PERHAPS EVEN PRODUCE.

DO YOU DO ANY OF THAT OR SCHOOL DISTRICTSLY INTO WINES HERE?

>> RIGHT HERE WE ARE STRICTLY INTO WINES AND THIS IS AN ESTATE WINERY SO EVERYTHING WE PUT IN OUR BOTTLE IS FROM THIS PARTICULAR FACILITY.

WE DO HAVE VINEYARDS IN WESTERN NEW YORK AND THOSE VINEYARDS ARE MORE PRODUCTION ORIENTED WITH REGARD TO JUICES AND JELLIES.

>> AN OFF SHOOT TO THE WINE INDUSTRY SPECIFICALLY AND ESPECIALLY HERE IN THE FINGER LAKES IS TOURISM.

>> AGRITOURISM IS A BIG DRAW.

AND WE WANT TO CAPITALIZE ON THAT.

THAT'S FOR SURE.

OUR PEAK SEASON IS JULY AND AUGUST.

AND RIGHT HERE OUR GOAL HERE WAS TO BE A DESTINATION WINERY.

THAT MEANS THAT WE WANT PEOPLE STAY HERE.

WE WANT PEOPLE TO ENJOY WINE HERE.

WE HAVE TASTING ROOMS.

WE DO HAVE CERTAIN ROOMS THAT WE USE FORE CONVENIENCE.

WE HAVE MUSIC EVENTS HERE DURING THE WEEKEND.

AND ALSO DIFFERENT FACILITIES THAT WE DO RENT OUT FOR THOSE TYPES OF THINGS, CORPORATE EVENTS AND WHAT NOT.

>> WEDDINGS?

>> WE USED TO DO WEDDINGS.

ONE OF THE THINGS WITH REGARD TO THAT, AND THAT WAS A VERY NICE PROGRAM, YOU REALLY HAVE TO WATCH OUT HOW YOU POSITION YOURSELF.

>> WHAT DOES THAT MEAN 1234.

>> WELL, HAVE YOU TO LOOK AT YOUR CORE BUSINESS.

OUR CORE BUSINESS IS WINE.

THAT'S WHAT WE CAME HERE TO DO IS TO MAKE WINE AND PROVIDE A DESTINATION.

WHEN YOU GET INTO THE EVENT PROGRAM AND THE EVENT PROGRAM, WEDDINGS, WINES, CORPORATE EVENTS, YOU HAVE TO DESIGN YOUR PROPERTY CORRECTLY.

AND PART OF THAT PROGRAM, WE WERE CANNIBALIZING OUR SATURDAY BUSINESS WITH OUR NORMAL CUSTOMERS.

AND THAT'S NOT A GOOD THING WITH REGARD TO THE LIMITED NUMBER OF SATURDAYS THAT WE HAVE.

>> I UNDERSTAND THAT.

WE'VE TALKED TO BUSINESSES LIKE YOURS OVER THE COUPLE OF SEASONS ON THIS SHOW, THE IMPACT OF COVID AND FOR THE MOST PART, I'VE YET TO RUN INTO A BUSINESS THAT WAS A REAL BOON FROM COVID BUT WITH RESPECT, I WOULD SAY LIQUOR SALES AND WINE SALES ACTUALLY WENT UP.

>> THEY DID.

>> DURING THAT PERIOD OF TIME.

>> COULD I SAY COVID, IN SOME RESPECTS WAS A POSITIVE OUTCOME FOR YOU?

>> IN THAT RESPECT, LET'S PUT IT IN PERSPECTIVE.

IN THAT RESPECT, FROM A BUSINESS PERSPECTIVE, YES.

THAT WAS A BANNER YEAR.

>> WE MET WITH A FARM, I THINK IT WAS SEASON 1 OR SEASON 2, WHERE THEY WORK WITH A LOT OF MIGRANT WORKERS.

IS THAT SOMETHING THAT IS COMMON IN THE WINE INDUSTRY AS WELL?

>> SURE.

WE ARE INVOLVED WITH WHAT IS CALLED THE GUEST WORKER PROGRAM, HDA PROGRAM AND WE HAVE INDIVIDUALS THAT COME STANDARDLY DURING THE YEAR.

I DON'T WANT TO SAY COMPTROLLER ISSUES BUT IT WAS KIND OF COMPTROLLER, WAS THIS-- CONTROVERSIAL WAS THE OVERTIME FOR FARM FARM WORKERS AND YOU PROBABLY FALL INTO THAT CATEGORY WHERE YOU MIGHT HAVE A LOT OF DOWN TIME.

BUT WHEN IT'S TIME TO HARVEST, HAVE YOU TO HARVEST.

>> IT DOES, AND FROM AN OVER TIME STANDPOINT, CERTAINLY THESE PEOPLE ARE HARD WORKERS.

THEY'RE DILIGENT, VERY SKILLED WORKERS ACTUALLY.

AND THE CHALLENGE BECOMES THE MARGINS THAT WE HAVE TO DEAL WITH.

AND WE ARE DICTATED BY A LOT OF FACTORS BEYOND OUR CONTROL.

SO IT'S VERY DIFFICULT FOR US TO SAY, YOU KNOW,WHAT OUR MARGIN CAN BE.

WE HAD TO BE VERY COMPETITIVE WITH OTHER FINGER LAKES WINERIES AS WELL AS THE WORLD.

>> YOU ARE BASICALLY MIMICKING WHAT WE GOT FROM A FARMER LAST SEASON, SO IT'S THE SAME IDEA.

AS YOU LOOK OUT-- I LOVE ASKING THIS QUESTION OF FOLKS LIKE YOU-- AS YOU LOOK OUT FIVE YEARS, LOOK OUT 10, 20 YEARS, WHAT DO YOU SEE DIFFERENT?

WHAT DO YOU SEE HAPPENING IN THE WINE INDUSTRY IN NEW YORK?

WHAT DO YOU SEE HAPPENING HERE?

>> THE WINE INDUSTRY I THINK IS GOING TO, LIKE ANY WINE INDUSTRY, IS GOING TO STABLE ITSELF OUT.

WE HAVE BEEN IN A GROWTH MODE FOR A LONG TIME.

I THINK IT WILL COME TO A POINT WHERE THE PEOPLE WHO REALLY ARE INTENT IN THE BUSINESS AND MAKE THE QUALITY WINE, THE PEOPLE ARE GOING TO BE IN THE BUSINESS.

I THINK WITH REGARD TO US, PRETTY MUCH THE SAME THING.

WE HAVE A SWEET SPOT AS FAR AS WE WANT TO BE WITH REGARD TO PRODUCTION.

I THINK THAT WHERE WE REACH THE SWEET SPOT, WE WANT TO MAKE SURE UTMOST QUALITY.

QUALITY IS THE MOST IMPORTANT ASPECT THAT WE CAN GO AHEAD AND EMPHASIZE HERE.

AND YOU KNOW, QUANTITY, YEAH, YOU CAN GO AHEAD AND YOU'VE GOT TO SUSTAIN THAT TO A DEGREE BUT