Educational Articles

Increasing Restaurant Wine Sales


If you are a restaurateur, sommelier, beverage manager, and/or the person responsible for organizing and laying out a wine list, the following article should be of interest to you. A research study conducted by Cornell University’s School of Hospitality in 2009 identified four key strategies to employ when designing a wine list, which resulted in increased wine sales in restaurants.  Cornell Professor Michael Lynn and doctoral student Sybil S.Yang conducted a detailed analysis of over two hundred and fifty restaurants from around the United States. They found that by implementing the following strategies, wine sales in individual restaurants showed an increase:

A copy of this report from the Center for Hospitality Research at the Cornell School of Hotel Administration is available at no charge at:
Follow the prompts to establish a name and password that will allow you to view the report, and if you choose, to receive updates and additional articles from the University.