Which Wines Are Worth Restocking and Which Are Not

Restocking is a reflex in many restaurants: a reference runs out, you order it again. But that logic hides a serious problem: you're funding inertia, not profitability. The right question isn't "has it run out?" but "is it worth bringing back?" In a restaurant with 100 references, restocking decisions move between €30,000 and €60,000 per year in purchases. Every wrong restocking decision is capital that stagnates.

The 3 Questions Before Restocking Any Reference

1. Did it sell well or did it simply run out? These are not the same. A wine can run out in 6 months (slow) or in 2 weeks (fast). Turnover speed is the first filter: - High turnover (< 30 days per unit): restock without hesitation. - Medium turnover (30-60 days): restock if the margin justifies the wait. - Low turnover (> 60 days): seriously question before restocking. A common mistake: confusing "it ran out" with "it sold well." A bottle can run out because only one unit was ordered, not because demand was high. 2. What is the total cost of keeping this reference? The purchase price is only part of the equation. The total cost includes: - Storage cost: cellar space that could hold a more profitable reference. - Waste cost: for by-the-glass wines, wine lost to oxidation or incomplete service. - Opportunity cost: what you would have sold instead if that space were free. - Financial cost: invested capital generates no return until it sells. 3. Is there a better reference for that slot? Before restocking the same wine, ask whether that slot could be filled by a wine that: - Has better margin with a similar flavour profile. - Fills a price gap you're currently missing. - Responds to real demand you're not meeting. - Offers better purchasing terms (volume discounts, rebates).

The "I Already Know It" Trap

Many sommeliers restock out of familiarity: "I already know it, the team has it down." That has real value — it reduces training effort. But it also has a cost: giving up on exploring alternatives that might perform better. Familiarity is not a business argument. It's a bias that needs to be managed with data.

Restocking Decision Matrix

| Turnover | High Margin | Medium Margin | Low Margin | |---|---|---|---| | High | Always restock | Restock and renegotiate price | Renegotiate or replace | | Medium | Restock | Evaluate alternatives | Don't restock | | Low | Investigate why it doesn't sell | Don't restock | Remove from list |

Clear Signs You Should NOT Restock

- It has been on the list 3 or more times and has never sold well. - Another reference with a similar profile performs better. - The purchase price has gone up and the margin no longer justifies the space. - Your floor team doesn't recommend it or know it. If the floor doesn't sell it, the cellar stores it. - It only sold on promotion or by the glass at a reduced price. - The supplier pushes it insistently. Someone wanting to sell it to you doesn't mean you should buy it.

How to Systematise Restocking

The most common mistake: deciding reference by reference, at the moment of ordering, with the supplier on the phone. This leads to reactive, emotional, and expensive decisions. The alternative: a monthly restocking review where you cross-reference: 1. Turnover ranking from the previous month. 2. Actual margin ranking (including waste and opportunity cost). 3. Current stock vs. consumption speed. 4. Available alternatives in the market. 5. Floor feedback: does the team recommend it? Do customers ask for it? Practical Example A restaurant with 90 references reviews its 10 worst monthly: | Month | Reviewed | Removed | Replaced | Kept with adjustments | |---|---|---|---|---| | January | 10 | 3 | 4 | 3 | | February | 10 | 2 | 5 | 3 | | March | 10 | 4 | 3 | 3 | In 3 months, that list renewed 26 of its 90 references. Overall margin rose 6% without changing a single price.

What to Do with Wines You Remove

- Low stock: offer as suggestion of the day or special pairing until depleted. - High stock: negotiate return with the supplier, include in set menus or private events. - Cannot sell: record the loss and learn. Every bottle thrown away is a lesson in how not to buy next time.

Frequently Asked Questions

What if the wine is from a supplier I have a good relationship with? The relationship is valuable, but it shouldn't fund references that don't perform. A good supplier understands that you prefer to optimise your assortment. How many references should I remove each month? There's no fixed number. What matters is the process: review the 5-10 worst each month. A good benchmark: rotate between 5% and 10% of the list monthly. Won't I lose diversity? No, if you replace with criteria. Diversity isn't having many labels — it's covering the styles, prices, and profiles your customers need well. --- → [Winerim Supply: purchasing intelligence](/producto/winerim-supply) → [Winerim Core: list analytics](/producto/winerim-core) → [Monthly performance scorecard](/recursos/scorecard-rendimiento-carta) → [Monthly list review template](/recursos/plantilla-revision-mensual-carta) → [Request a demo](/demo)