The News
Thatcher’s Wine has appointed Jane Lopes as Managing Director, effective today. She will oversee retail, imports, and distribution as the company expands across California, Florida, Illinois, New York, and beyond. Lopes comes from prestigious hospitality roles in Chicago, Nashville, and New York, and she will help grow the business while supporting producers, restaurants, and consumers.
The latest headline from the trade press is a personnel change: Jane Lopes has been named Managing Director of Thatcher’s Wine, which already sells its own label in California, Florida, Illinois and New York.
Distributors, retailers and on‑premise operators can read this as a sign that the company is sharpening its focus on terroir‑driven, sustainability‑oriented wines—a niche that premium wine buyers are increasingly turning to.
The U.S. wine market was $86.7 billion in 2023 and is projected to grow at a CAGR of 4.8% through 2030, largely driven by the 15–20 % of sales captured through direct‑to‑consumer channels. The top twenty distributors command about 90 % of that market, leaving independent importers like Thatcher’s to focus on a narrower, higher‑margin segment. Overall volume is down 2 % year on year.
Jane’s background as a master sommelier and her experience building an import portfolio from scratch mean she will likely double her efforts on producer relationships and retail buying rather than chasing volume.
Thatcher’s operates as a hybrid importer/retailer model that requires significant capital for inventory and logistics—an asset‑heavy approach compared to the asset‑light model of most distributors. The firm is exposed to supply disruptions and costly overstocking, especially when overall wine volume is down 2 % year on year.
Lopes will oversee retail, imports and distribution. Her mandate is to translate the brand’s terroir story into shelf space and menu placements that resonate with consumers seeking premium experiences.
Distributors who already carry a curated selection of high‑end wines might consider adding a small, carefully vetted batch from Thatcher’s. The firm’s niche positioning means its products will likely command higher price points, but the limited volume allows for experimentation without tying up significant inventory.
If your channel is more volume‑oriented, this move could signal an opportunity to diversify into the premium segment that is growing faster than overall sales.
Retailers with a dedicated “premium” aisle or wine‑centric section should compare Thatcher’s labels against competitors in terms of price elasticity and consumer loyalty. The brand’s emphasis on terroir and sustainability aligns with current shopper trends, but you will need to monitor whether the higher cost translates into sufficient margin to justify shelf space.
Bars and restaurants can use these wines as a differentiation point—offering them at a premium price while still maintaining manageable pour costs—but should test consumer response before committing to large quantities.
For distributors and retailers, the next step is to schedule a tasting session with Lopes and evaluate the potential of adding up to 12 cases per month in their portfolio. Retailers may test a single shelf slot for a few weeks and track sales versus the higher price point before expanding inventory.
Original Press Release
Thatcher’s Wine has named award-winning sommelier Jane Lopes as Managing Director, effective today. Widely respected for her thoughtful approach to hospitality and deep commitment to producer-driven wines, she arrives at Thatcher’s Wine at a pivotal moment for the company as it continues expanding its operations nationwide and further establishes itself as a leading voice for terroir-driven and environmentally conscious winemaking. In her new role, she will oversee retail, imports, and distribution as the company grows its presence across California, Florida, Illinois, New York, and beyond.
“There’s an incredible level of thoughtfulness behind the portfolio and relationships Thatcher has built,” said Lopes. “I’m excited to help grow the business in a way that supports producers, restaurants, and consumers alike, especially through his distinctive model, which connects importing, distribution, retail, and hospitality so directly.”
A California native who grew up in Tiburon, Lopes graduated from the University of Chicago with a BA in English Literature before making an impact on some of the country’s most respected hospitality programs, including The Violet Hour in Chicago, The Catbird Seat in Nashville, and three Michelin-starred Eleven Madison Park in New York. She headed to Melbourne in 2017 to become the Beverage Director at Attica, a regular on the World’s 50 Best Restaurants list, which introduced her to a generation of Australian producers whose wines rarely made it to American tables. The restaurant’s ethos and approach to farming also sharpened her thinking about terroir, sustainability, and what it means for a wine to honestly express where it comes from.
When Lopes and her husband, master sommelier Jonathan Ross, returned to the United States in 2020, they launched Legend Imports to bring those producers to a wider audience. Legend continues under Ross’s leadership as Lopes steps into her new role at Thatcher’s Wine, a transition that both view as an expansion of their shared mission.
Lopes passed the master sommelier examination through the Court of Master Sommeliers in 2018. She is also the author of Vignette: Stories of Life and Wine in 100 Bottles and co-author of How to Drink Australian, both of which use storytelling and cultural geography to reframe how readers think about wine and the people behind it. She has been named Best New Sommelier by Wine & Spirits Magazine, and in 2025, the University of Chicago recognized her with its Early Career Achievement Award. She also serves on the board of The Vinguard, a nonprofit dedicated to equity and sustainability in the wine industry.
“Jane built her own import portfolio from scratch with producers she genuinely believes in, and has grown the company in a smart, sustainable way,” said Thatcher Baker-Briggs, founder of Thatcher’s Wine. “She’s worked at the highest level on the floor as well as on the business side, and deeply understands the wines we carry and the winemakers we work with. I’m excited to bring her expertise and fresh perspective into the fold at Thatcher’s Wine and see what she builds here.”
Sources consulted (web research):
- Jane Lopes Joins Thatchers Wine As Managing Director
- Jane Lopes Joins Thatchers Wine As Managing Director
- Report
- Wine Consulting Turned Retail W Thatcher Baker Briggs Thatchers Wine…
Source: BevNET