As a member of the Wine Sourcing Team at AMI Group, Rachael Lowe works with suppliers and buyers to provide wines for airlines, cruises and trains. She also serves as the company’s wine educator, delivering training internally and for clients.

Her interest in wine began while serving in fine dining restaurants. Today, her approach combines wine knowledge with listening, storytelling and an understanding of what customers enjoy. In this interview, Lowe discusses staff education, inventory control, supplier responsiveness and the qualities she looks for when selecting wines.

AMI Group is the global leader in food and beverage solutions for the travel industry, serving airlines, rail lines, cruise lines and the Caribbean market. More than 60 customers worldwide trust them for food and beverage solutions, relying on our deep, firsthand understanding of the industry. Rachel is a Portfolio Development Manager and does Wine sourcing and travel solutions for airlines, cruises, and trains.

Tell us about yourself and your current role in little detail.

I am a member of the Wine Sourcing Team, where we work with Suppliers and buyers at airlines, cruises, and trains to provide wine for all portions of their business. I am also the wine educator for the company and do trainings both internally and for our clients.

Why did you want to become a sommelier?

I fell in love with wine when I started serving in fine dining restaurants and pursued the career from there.

Questions you would ask a customer who doesn't know anything about wine to get the conversation going at a restaurant?

What do you usually like to drink? Start a conversation from there.

What are some of the most important skills for a sommelier? Please write in detail.

Being a good listener, lack of pretense, storytelling, depth in label and producer knowledge, global wine knowledge, do not try to force wines on people, understand that not everyone is open to new things, table presence.

How I would train my new staff member in their first 7 days of joining.

Trail me on the floor, do an inventory to get to know what is on the wine list, teach POS

What methods do you use to grow beverage sales in your business or ideas you may have? Please explain with examples and how your ideas resulted in growth in beverage sales.

Educate your captains and servers; put BTG on that is less recognizable and can make more margin, pairings that make good margins, inventory control, pour accuracy for control.

What methods do you use to grow net profits? For example, how do you save costs, increase margins, and create efficiency? Where do you normally look first?

Inventory control, pour accuracy for control.

How do you self-learn and improve your skills? Please name some podcasts or books you would like to recommend here, or you read for yourself.

Guildsomm is still my go-to; I keep on top of new AVA's, DOCGs, etc in wine news, and read generally.

What's the best part of your job, and why do you like that?

I love working with suppliers and when we score wins/placements with our buyers.

How do you elevate the guest experience? Please give 4–5 examples and insights here.

Knowledgeable but unpretentious sommeliers and staff. Table presence. Bringing something new/educational to the guest, 'out of the box'. Storytelling.

Your favourite TV show right now?

Hacks

An unforgettable wine experience for you—tell us the whole story!

Blind tasting at a 3 Michelin-star restaurant in Paris with the winemaker of Ruinart.

What are the biggest faux pas that customers tend to make when ordering and drinking wine?

Bringing in grocery store wine for a corkage fee. Rude, pretentious, thinking a female sommelier is actually a server.

Any favourite food and wine pairing suggestions for drinks enthusiasts?

Orange wine with meat broth.

What's your personal career goal? And how are you investing or planning to get there?

Move up in AMI

How can suppliers work with you to drive sales?

Be responsive, make sure inventory is there, good pricing on larger volume.

Can you share with us an example of a solid wine program?

Maple and Ash Chicago

What are the four main things you focus on daily?

Running

What are the points you look at when selecting a new wine for your wine program?

A story, sustainability, family-owned, small production, thoughtful wine-making.

According to you, what makes a good sommelier, and what qualities do you look for when hiring a sommelier?

Being a good listener, lack of pretense, storytelling, depth in label and producer knowledge, global wine knowledge, do not try to force wines on people, understand that not everyone is open to new things, table presence.

For wineries, wine brands and importers, Lowe’s answers highlight the importance of education, reliable inventory, responsive communication and wines with a meaningful story. Enter the 2027 Sommeliers Choice Awards to have your wines evaluated by experienced wine professionals and receive feedback that can help inform your on-premise positioning.

Also Read:
Sutton McElroy on Making Wine Accessible and Building Guest-Focused Wine Programs
Ryan Hoffman on Wine, Hospitality and Building Guest-Forward Beverage Programs
Shaina Nestor on Leadership, Hospitality and Building a Guest-Focused Wine Program