New York-based importer and distributor Skurnik Wines & Spirits continues to expand both its national portfolio and its wholesale business, with the company projecting $210 million in revenue this year on volume of approximately 1 million cases. Skurnik’s wholesale territory now encompasses nine states—including key areas like New York, New Jersey, and California—and its national portfolio represents 500 estates from countries including France, Italy, Spain, Germany, New Zealand, and Argentina, among others. The company is led by founding brothers Michael and Harmon Skurnik, and the second generation is now also firmly planted in the business. SND executive editor Daniel Marsteller recently caught up with Harmon, who serves as president, for an update on the family-owned wine and spirits group.

SND: A lot has been made of slower conditions in the wine category lately. What’s your take on the state of the market?

Skurnik: There has been a bit of a slowdown this year, especially in the retail sector. With the supply chain disruptions in 2021-2023, distributors and retailers raced to load up on inventory. Now inventories are at an all-time high for many, contributing to the current slowdown in purchasing. In contrast, the on-premise market is back and often booming, especially in urban markets, which counterbalances the slowdown. The bottom line is that it’s currently soft but it’s too early to predict whether this is a long- or short-term trend.

SND: Within your national wine portfolio, what brands and categories are doing particularly well? Which categories are more of a struggle?

Skurnik: It varies market by market, of course, but value-oriented brands such as The Pinot Project, Comtesse Marion, and Conquilla are doing well right now. We’ve also seen an uptick in off-the-beaten-path items from around the globe that add value, from producers such as Germany’s Selbach, Austria’s Schloss Gobelsburg, South Africa’s Gabrielskloof, and Turkiye’s Pasaeli. On the other hand, sales of very expensive wines, for example Napa Valley Cabernet and some Burgundies, seem to be slowing down.

SND: Similarly, within spirits, where are the growth areas of the portfolio?

Skurnik: Our craft spirits business continues to grow steadily. Our American whiskey portfolio has grown to 15 producers in the past few years, capped off by the most recent addition of Willett in New York state, joining other top-sellers like Pinhook, Barrell, and New Riff. Agave-based spirits are booming. Tequila producers like Casco Viejo and Don Vicente and artisanal mezcal producers like Real Minero and Rey Campero are in great demand. The explosion of cocktail culture continues unabated, and we have a full array of modifiers and liqueurs, including best-selling brands like Giffard and Forthave.

SND: What’s the approximate on-/off-premise split for the business nationally?

Skurnik: Our on-/off-premise split is roughly 50/50, with the ratio skewed toward off-prem in terms of dollars, and on-prem in terms of placements.

SND: What newer additions either on the wine or spirits side are you excited about?

Skurnik: We’re excited about the synergy between our now nine wholesale states, giving some longstanding producers the opportunity to expand into other states with us. Three of our longtime partners from Sonoma—Peay, Martha Stoumen, and Lioco—all decided to expand with us in their home state of California. We continue to be cheerleaders for New York wines, especially those from the Finger Lakes. In addition to representing two of the best producers for many years in Hermann J. Wiemer and Ravines, we recently announced a partnership with the newest quality winery in the region: Julia and Kelby Russell’s Apollo’s Praise.

Our grower Champagne portfolio continues to excite us and our customers. Our latest additions are Girard-Bonnet, Vincey, Remi Leroy, and Gamet, which joined the fold last year. And our growth in Japanese beverage—both sake and spirits—has been a pleasant surprise.

We’re planning to continue growing our California portfolio. And we do seem to love island wines, whether from Santorini, Azores, Corsica, the Canaries, or Sardinia. More than ever, we’re open to wines in the so-called “natural” and “orange” categories, now that so many more of them are well-made and more stable than they used to be. We’re also considering expanding in low- and non-alcohol.

SND: What’s the outlook for the distribution side of the business?

Skurnik: Our expansion into new markets has been an unabashed success. Both our Ohio-based venture covering Ohio, Kentucky, and Indiana and our California statewide operation have exceeded all expectations. As to whether we expand further, we don’t have anything in the works currently. As has always been our philosophy, we’re open to exploring opportunities if and when they arise.