When introducing a new wine menu that features unfamiliar varietals, you should have at least one wine by the glass available of the less familiar varietal or the country of origin. Doing this will properly introduce the wine without the guest having to take a risk and purchase a full bottle. Once trust is gained, the guest will be more inclined to try a bottle from that unknown varietal or country. Staff training is key—your staff are your ambassadors, and if they are believers, their knowledge can translate to sales.