How to set up a wines-by-the-glass program?
Quick answer
Setting up a wines-by-the-glass programme means selecting 8-12 references across all taste profiles, investing in a preservation system (EUR 300-2,500 depending on the solution), training the team on by-the-glass service, and pricing so the first glass covers the bottle cost. ROI typically comes within 2-4 months.
Detailed answer
A wines-by-the-glass programme has become standard in modern restaurants. It meets guest demand for flexibility and delivers higher margins than bottle sales.
The selection should cover core profiles: 2-3 whites (crisp, aromatic, rounded), 3-4 reds (light, fruity, structured, possibly oaked), 1-2 rosés, 1-2 sparkling, and optionally 1 dessert wine. Price depth matters: offer at least 3 tiers (EUR 5-7, EUR 8-10, EUR 11-14).
The preservation system is the key investment. Options by budget: vacuum stopper like Vacu Vin (EUR 15, effective 2-3 days), nitrogen/argon spray like Winesave (EUR 20 per can, 3-5 days), nitrogen dispenser like Bermar (EUR 800-1,500, up to 3 weeks), or Coravin (EUR 300-400 for the needle model, unlimited preservation). For a restaurant pouring 20+ glasses daily, the nitrogen dispenser offers the best ROI.
Pricing follows the 'first glass = bottle cost' rule. For a bottle at EUR 8 wholesale, the 150ml glass is EUR 8-9. Over 5 glasses, total revenue is EUR 40-45, giving a 5x coefficient. This is why by-the-glass is so profitable.
Rotation is essential: swap 2-3 references every week or fortnight. Announce new pours on a chalkboard or social media to keep regulars curious.
| Preservation system | Price | Shelf life | Best for |
|---|---|---|---|
| Vacuum stopper (Vacu Vin) | EUR 15 | 2-3 days | Small programme (< 6 wines) |
| Nitrogen/argon spray (Winesave) | EUR 20/can | 3-5 days | Medium programme (6-10 wines) |
| Nitrogen dispenser (Bermar) | EUR 800 - 1,500 | 2-3 weeks | Large programme (10-16 wines) |
| Coravin (needle model) | EUR 300 - 400 | Unlimited | Premium by-the-glass |
| Enomatic (auto dispenser) | EUR 2,000 - 5,000 | 3-4 weeks | High-end wine bar |