125 Wines, Six Days of Tastings: How Sam’s Club Found Its New Napa Valley Cabernet Sauvignon

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Certified sommelier Elliott Schaum explains how Sam's Club evaluated 125 wines to find a Napa Valley Cabernet that delivers on quality and value for members.

Sam's Club set out to answer a tough question: Could it offer members a Cabernet Sauvignon from Napa Valley, one of the world's most celebrated wine regions, for about $10*? It took 125 submissions and six days of blind tastings to find out.

The process was led by Elliott Schaum, a certified sommelier through the Court of Master Sommeliers who leads a team of wine and spirits merchants at Sam's Club. We talked with him about how a wine earns its spot on the shelf, how we listen to members about their preferences, and why he thinks this Napa Valley Cabernet is special.

Why did Sam's Club decide to offer a Napa Valley Cabernet Sauvignon under Member's Mark?

A: We knew the 2022 and 2023 vintages in Napa Valley produced exceptional quality and unusually large yields. At the same time, overall wine industry volumes were declining. Those factors created a unique opportunity.

Our existing Member's Mark™ Cabernet was from California. We believed the suppliers could continue improving the quality while still keeping the price under $10.

We sent out a bid and received 125 submissions, the most we'd ever received for a Member's Mark wine. After six days of blind tastings and multiple elimination rounds, one wine emerged as the winner. And it turned out to be a Napa Valley Cabernet.

How does a wine get selected for Sam's Club shelves?

A. For national brands, we start with data. We analyze what wines customers are purchasing in specific markets and regions. That tells us what consumers are already seeking out.

From there, we meet with suppliers, review new products and launches, and evaluate wines based on a quality-to-price ratio. We want products that align with consumer trends while delivering outstanding value.

We balance recognizable brands with what we call treasure hunt items. These are wines members may not know but that offer exceptional quality, strong ratings, sustainability credentials, or unique stories.

How do Sam's Club members influence wine selection?

A. We use a feedback group called the Member's Mark Community, consisting of members who voluntarily provide input.

For example, if we're exploring a new Member's Mark wine, we may ask:

• Should it come from Napa Valley or France?
• What flavor profile do you prefer?
• What price point feels compelling?
• Is there a national brand you currently enjoy?

We use this feedback to analyze products and supplier bids. Once samples arrive, our team blind tastes the wines and determines what best delivers quality and value.

What makes Napa Valley such a special wine region?

A. According to Napa Valley Vintners, Napa Valley produces only about 4% of California's wine volume, yet it contains some of the state's most sought-after vineyards. There are three reasons for that:

1. Diverse Soils

Napa has more than 30 distinct soil types.

The valley floor consists largely of alluvial soils from ancient rivers, while hillside vineyards feature volcanic soils that force grapevines to struggle for water and nutrients. That stress helps create more concentrated fruit.

2. Geography

Napa is only about 30 miles long and 5 miles wide. It's nestled between two mountain ranges, which creates ideal growing conditions for varieties like Cabernet Sauvignon and Sauvignon Blanc.

3. Diurnal Shift

One of the most important factors is the large temperature swing between day and night.

Warm days encourage ripening, while cool nights slow the process. This extended growing season allows grapes to develop greater complexity and balance.

Those conditions combine to create exceptional Cabernet Sauvignon.

Does a more expensive wine mean a better wine?

A. People often assume expensive automatically means better.

Sometimes that's true, particularly when scarcity plays a role. But pricing can also reflect things like marketing or limited availability.

Right now, we're in a unique period where wine consumers can find some of the best quality-to-value opportunities I've seen in my 20-year career.

When you combine favorable growing conditions with the Sam's Club buying model, members can access exceptional wines at very compelling prices.

What can members expect from this Member's Mark Cabernet?

A. It is a classic Napa Cabernet. Expect a full body, black currant and blackberry flavors, and that classic Napa Valley graphite note.

The wine pairs really well with charcuterie and aged cheese but is really a classic steak wine. It goes great with a ribeye or New York strip.

This wine delivers the quality people associate with Napa Cabernet while maintaining a price of about $10 a bottle*. That combination of quality and value is incredibly rare.

How did you get into the wine industry, and what led you to Sam's Club?

A. I originally worked in restaurants while attending college and planned to become an attorney. After some experience in that field, I realized law wasn't the right path for me. Working in restaurants led me to discover wine through cooking. I became fascinated by how complex and unique it was, and I decided to pursue wine as a career. I worked as a wine buyer and in some other roles before Sam's Club recruited me to join its regional buying program.

Eventually, Sam's Club asked me to relocate to Bentonville. I spent some time buying craft beer before moving back into wine full time. I also took on responsibility for spirits as well and now lead a team consisting of two wine buyers and two spirits buyers.

What is the most interesting wine you've tasted recently?

A. 1985 Château Mouton Rothschild (Bordeaux)

For my wife's birthday, I tracked down a 40-year-old bottle from Bordeaux.

Opening a bottle that old is always a gamble, but it was incredible.

The wine still had remarkable freshness and acidity, with layers of cedar, earth, leather, tobacco, dried fruit, and minerality.

*Price shown is approximate and excludes applicable taxes. Actual prices and availability may vary by club and online, and prices may be higher than $10. Additional pick-up, shipping, or delivery fees may apply.

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