Wine, Terroir, and Storytelling: Cecilia Guzman and the Evolution of Chilean Winemaking

Wine Talks with Paul K.

When people enter a room, you instantly get a sense of their disposition in life. Are they smiley? Frowning? friendly? Gregarious? and you instantly if this is going to work. I knew instantly that this was going to work when Cecilia Guzman walked into the studio.

Sitting down in the studio in beautiful Southern California for this episode of Wine Talks was a real treat—one of those times you just know you’ve got the right guest in the right seat. Cecilia Guzman, winemaker at Haras de Pirque (and yes, I stumbled through the name a couple of times—years of Spanish and still getting tripped up), joined me for a conversation that took us deep into the world of Chilean wine, from the fun of making it to the relentless challenge of selling it.

Right from the top, Cecilia hit me with one of those insights I love: “Making wine is kind of easy. It’s fun and easy, but selling wine, it’s another stuff.” Isn’t that the story of this business? We’re all drawn in by the romance—the vineyards, the sunshine, the “lifestyle”—but it’s once the barrels are tucked away and the corks are in the bottles that the real grind begins. And, as she pointed out, the business has changed dramatically in the last twenty years. Getting your label noticed in today’s flooded market is a whole different challenge than staking out your vineyard back in the day.

Now, Cecilia’s story isn’t the usual “dreamer buys some vines” tale. She’s the general manager and winemaker at Aras de Pirque, a property now 100% owned by the Antinori family—six hundred years in wine. Yes, you read that right, six centuries! I always marvel at how these wine dynasties, whether Italian, French, or American, get the itch to go explore somewhere new. In this case, the Antinoris, looking for that “departure from the regular,” were drawn to Chile’s potential—the terroir, the freedom from strict appellation rules, the lure of doing something different.

Cecilia’s philosophy on wine really shines when she talks about letting the place shine through—how it’s not about making the best Chilean Cabernet, but making the best wine for that unique spot in Pirque. That notion of terroir, of honest wines that truly express where they’re grown, is something I can get behind. The challenge, as we both lamented, is getting that magic to translate to the consumer, bridging that gap from heartfelt winemaking to the retail shelf.

But what I found most refreshing was her practical outlook. She sees Chile as a land with advantages—natural barriers, low disease pressure, and a real push towards sustainability. There’s a bit of humility in her voice when she talks about how Chile can almost do “organic by default.” Yes, their greatest challenge is, as she puts it, the weeds! (The kind in the vineyard, not the grain—note to self, remember the translation next time).

What really stuck with me, though, was Cecilia’s sense of continuity and patience. When you only get one shot a year, it takes decades to build real wisdom—and she’s been racking up vintages for thirty years. The Antinoris may have centuries behind them, but every year in Chile still brings new lessons, new surprises, new stories. And isn’t that just the heart of wine? It’s history in a bottle, culture at the table, a product that’s always made better when it brings people together—at home in Chile, or halfway across the world.

If you ever get the chance, I’ll tell you, visiting Chile is on that bucket list. From the vineyards to the Andes to those family tables where stories linger as long as the finish on a great Cabernet. Cheers to Cecilia, and to the stories we keep uncorking together.

1. Haras de Pirque Website: https://www.harasdepirque.com/

2. Antinori Family (Marchesi Antinori) Website: https://www.antinori.it/

3. Los Vascos Website: https://www.lafite.com/en/the-domaines/los-vascos/ (Owned by Domaines Barons de Rothschild (Lafite))

4. Undurraga Website: https://www.undurraga.cl/

5. Don Melchor Website: https://www.donmelchor.com

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