The Inside Story Behind a Wine List’s Creation

Nov 20, 2015

(WSJ) - HOW HARD CAN it be to put a wine list together? A few famous names, some popular grapes priced at a profit, and the job is done. But a really good wine list—one that excites and challenges diners (but not overmuch) and offers great bang for the buck—is much harder to pull off. It takes time and effort. In the case of Quality Eats, a new restaurant in New York, it took almost three months.

That’s how much time I spent, off and on, in the company of restaurant owner Michael Stillman and wine director Marc Passer, both 35, as they created Quality Eats’ wine list, menu and the restaurant itself.

The Greenwich Village eatery, conceived as an “affordable steakhouse,” is the most recent addition to the seven-restaurant portfolio ofFourth Wall Restaurants, where Mr. Stillman is president and Mr. Passer has been corporate wine director since 2011. The two men have put together many notable wine lists over the years at the group’s other Manhattan restaurants, which include Smith & Wollensky New York, Maloney & Porcelli, Quality Italian and Quality Meats.

Quality Eats’ wine list would be a departure of sorts for the team, Mr. Stillman said when I met the men for the first time in September. Unlike their other wine lists, which are quite large (Smith & Wollensky’s list has almost 1,000 bottles) and full of fancy, four-figure selections that appeal to expense-account diners, the Quality Eats list would be small and modestly priced. The selection, Mr. Stillman said, would have “a real neighborhood feel,” mixing well-known wines that comforted diners with ones that challenged them, a formula designed to entice patrons to return again and again. For example, to nudge diners out of their comfort zone, Mr. Passer might offer a Cabernet but not one from a famous region like Napa, sourcing it instead from a less popular—and cheaper—place.

To encourage experimentation, Messrs. Stillman and Passer planned to offer all of the wines on the list by the glass and bottle. For fun, they’re introducing a new concept—“stackable wine”—three separate, small carafes that can be stacked to create a standard 750 mL bottle. This would allow diners to order one-third white, one-third red and one-third rosé. They decided they would include nine to 12 stackable selections of popular varieties, with a stacked trio costing $40.

But this raised questions about the wine list. Should the stackable offerings be on the regular list or on a separate card? Should all the wines fit on one page? What typeface should Quality Eats use? “We want a wine list that everyone will get,” said Mr. Stillman, meaning one with a familiar look and feel. “Maybe the list would be in a report binder,” offered Mr. Passer. But Mr. Stillman was more focused on the expense of reprinting the pages of the list after repeated use, which he said could “easily cost $10,000.”

What about pricing? The markup on some wine lists in New York can be high, up to five times the wholesale cost of a bottle, and Fourth Wall’s uptown lists aren’t exactly cheap. The partners insisted that they wanted to keep Quality Eats’ markup in check. Mr. Passer thought it would likely be two to 2.5 times the wholesale cost. And he especially wanted the wines at the lower end of the scale to be impressive. “I want to wow someone with the entry-level offering,” said Mr. Passer. “When someone says, ‘I want the cheapest wine,’ I want to make sure it’s legitimately delicious.”


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