How to manage wine rotation in a restaurant?
Quick answer
Managing wine rotation means tracking weekly sales per reference, setting reorder points at 2-3 weeks of stock for best sellers, and refreshing 10-15% of the list quarterly to keep it interesting. Any wine that has not sold in six weeks should be moved to by-the-glass or removed.
Detailed answer
Wine rotation is the financial heartbeat of a restaurant's beverage programme. Stock sitting idle is cash tied up and spoilage risk. Stock-outs mean lost sales and disappointed guests.
Track sales weekly, using a spreadsheet or POS-integrated tool (Lightspeed, Koust, or plain Excel). For each reference, log: opening stock, deliveries in, bottles sold, closing stock. This gives you a rotation speed — bottles sold per week.
Classify your wines into three tiers. "A" wines (20% of references, 60% of sales) must always be in stock — reorder at 2 weeks of supply. "B" wines (30% of references, 30% of sales) get monthly reorders. "C" wines (50% of references, 10% of sales) are candidates for removal if unsold after six weeks.
Seasonal refreshes keep the list alive: lighten up on heavy reds in April-May, bring in whites and rosés. In October-November, strengthen structured reds and introduce age-worthy bottles. This follows the natural rhythm of guest preferences and your seasonal menu.
Slow movers do not have to be losses — pour them by the glass, feature them in a daily food-wine pairing, or bundle them into a tasting menu. Always have a plan B for stagnant stock.
| Category | % of references | % of sales | Reorder frequency | If stagnant |
|---|---|---|---|---|
| A (best sellers) | 20% | 60% | Every 2 weeks | Never out of stock |
| B (steady movers) | 30% | 30% | Monthly | Monitor trend |
| C (niche) | 50% | 10% | Quarterly | Remove after 6 weeks |
| Seasonal | Variable | Variable | By season | Pour by glass at season end |