Rationale
Selling your wine, managing your route to market and
optimising sales revenue is the single greatest
determinant of profit for your business.
Who Should Attend?
Wine business owners, CEOs, sales and marketing
managers, export and other senior managers of
Victorian wineries.
Winning Distribution
Strategies
for
Victorian
Wineries
What will you get out of the Winning
Distribution Strategies Program?
This program has been designed to present you with
global best practice examples and case studies along
with the tools you need to develop winning
distribution strategy. We’ll examine and discuss the
secrets of success. Our aim is to get you thinking
about the practical application for your business, to
help you see the future with greater strategic clarity
and to show you how to manage your route to
market in order that your consumer message is just
as compelling at point of sale as it is at home base.
What recent Attendees of Winning Strategies
workshops had to say:
Andrew Buttery - MD Gemtree Vineyards“Excellent presentation of new material and case studies”
Scott Stephens - Winemaker Tower Estate
“Critical financial knowledge presented well”
Rob Geddes MW - “The best thing since the MW
refresher course”
Course Details
Dates: Mon 22nd and Tues 23rd of September 2008
Venue: Yering Station
An Intensive 2 Day Workshop Program
designed to help you
build brands and
generate sustainable sales
Yering Station
Mon 22nd and Tues 23rd of
September 2008
Cost: $995 per person plus GST
Includes: Tuition, course notes, exercise materials
morning / afternoon tea and lunch during this two
day workshop program
How to Register: Forward a completed copy of
the registration form included in this brochure to:
Wine Business Solutions
35 Brady St
Croydon, NSW 2132
Or Fax to (02) 9475 0447
Phone (02) 9744 8332 for more information
The Presenters
Peter McAtamney – has more than 20 years wine industry
experience including 11 years in global distributor
management. He has worked as a publicly listed wine
company MD and is a former Chairman of Wine Marlborough.
He has been involved with Global Strategy for some of the
world’s most successful brands including [yellow tail],
Freixenet and Wine Marlborough. Peter is Principal of Wine
Business Solutions. He has run WBS’s Winning Strategies
programs and provided consultancy in wine regions across
Australia New Zealand and South Africa.
Peter is on the board of several Australian wine companies,
teaches Marketing, and Sales Management in the Graduate
School of Business at UTS. He also runs the education
program for the Turnaround Management Association of
Australia, a network of the countries leading financial, legal and
accounting service providers dedicated to turn struggling
businesses into thriving ones.
______________________________________________
Please register me for the
Winning Distribution Strategies
for Victorian Wineries Program
______________________________________
Name:
______________________________________________
Title:
______________________________________________
Company:
______________________________________________
Address:
______________________________________________
Telephone:
______________________________________________
Email:
______________________________________________
I will make a cheque out to Wine Business
Solutions for $995 and bring it with me on the day
I have EFTed $995 into Westpac A/c no 032062
278725 (Wine Business Solutions)
* Fax this Registration form to 02 9475 0447
Program
——————————————————–Day 1 - Monday 22nd of September 2008
——————————————————–8.30 am
8.45 - 9.00
Coffee and registration
Introduction
——————————————————–
9.00-10.30 Developing Winning Distribution Strategy
Optimising your business’s potential through aligning
your core competencies with market opportunity
− A “how to” guide to developing your own unique and
highly effective distribution strategy
Route to Market Plan preparation (confidential individual
exercise)
−
10.45-12.15 The World Market for Wine - What’s next?
——————————————————–
12.15 – 1.00 pm
Lunch
——————————————————–
1.00 – 3.00 Countries as Competitors
- All premium wine brands are affected by national and
regional umbrella brand strategy. This workshop examines
how countries compete as a starting point to understanding how regions and individual brands can win.
3.15-4.30 Killer Brands—What makes them tick?
Global best practice examples are used to demonstrate
how you can create new, more compelling ideas of wine.
——————————————————–4.45
Concluding Remarks and Group Discussion
——————————————————–
Day 2 - Tuesday 23rd of September 2008
——————————————————–
8.45– 9.00
coffee
——————————————————
9.00-10.30
Understanding Value Chain Innovation
- Learning from global best practice examples and case
studies
- How some of the world’s most successful wine
companies use value chain innovation to create new,
highly profitable markets.
10.45-12.00 Managing your route to market
- Evaluating the efficiency/efficacy of distribution channels
- Making the right distribution channel choices
——————————————————–12.00 – 12.45
Lunch
—————————————————
12.45 - 2.30 Managing the On and Off Premise markets
- Optimising consumer value through these channels
- Reading markets at the cold face
2.30 – 4.30 Managing Distributors
- Finding, managing and getting the very best out of your
distribution partners.
Route to Market Plan Completion (confidential individual
exercise)