Wine Marketing and Sales
Effective sales require individualized marketing to many unique customers. Work Wine Consulting looks at the whole sales package - wine, labels, brochures, and advertising - to ensure that one consistent and effective brand message is transmitted to your customers.
Finding the right distribution channels
Entering the United States wine market can be daunting - each state has their rules and regulations, and each market its own special needs. Work Wine Consulting has successfully found importers for a number of New Zealand wineries. The following is a summary of typical actions taken for a new client:
Research, Find, Make Presentation and Connect to Client
- Review US marketing package - wine varieties for export, labels and packaging, sales goals, brochures and web site, distributor information packet
- Develop export plan for US market and find US importer to match wineries needs
- Present wines to importers
- Find importer who will met winery sales goals
- Obtain importer agreement of at least one importer
- Provide market control systems for:
- Monthly Depletion reports
- Monthly Visit and Placement reports
- Accounts Payable contacts
- Compliance contacts (either with distributor or outside source)
Advantages
- Consultants fees eligible for New Zealand Trade and Enterprise Market Development grants
- Consultants understand the US wine market mentality and the three-tier distribution system from personal involvement in marketing small production wines
- Save on travel expenses and minimize frustration from looking in the wrong markets
- Control systems provide added peace of mind