Guides and Tools

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Guides and Tools 2017-04-08T16:14:13+00:00

The Full Pricing Spreadsheet provides just what it says it does – all the pricing information about a wine that a winery could ever need. After all, a wine can have dozens of prices in the marketplace, depending on outlet, discounting, key sales price points, competitor activity and a rep’s sales skills. Add to this a…

Marketing material is an vital component of a winery’s offer to market; it is used to support sales and drive brand building. It is generally designed by graphic designers who, whilst making it look good, fail to understand what’s required for the material to be effective in the marketplace. Each month, distributors around the country…

A winery must have its business ready for commercial sales, understand how a distributor operates and be clear why it’s wines add value to a distributor’s portfolio. At the same time, choosing the correct distributor is an important and long term business decision for both parties, that should not be taken lightly. This guide is…

Trade activity is part marketing, part sales. Yet for some reason the majority of smaller wineries just go through the motions – getting involved in some form of trade activity because their competitors are and they know they need to, but not getting a real return for their efforts. Its one thing to hold a tasting…

Understanding how all these pieces of the wine trade fit together is an important first step to being able to practically support sales and properly target market segments. Each component of the chain has a different purpose and makes a different margin – this guide examines who does what, how they do it and for…

A great deal of traffic coming to TheWineRep.Com is searching for information on becoming a wine rep, so this brief guide provides a quick overview of what a wine rep does and what makes a good wine rep. Topics covered: What is a Wine Rep? Who does a Wine Rep work for? What does a…

This spreadsheet shows the effect that everyday deals and discounts have on the wholesale cost and landed unit cost of a bottle of wine. It arms the salesperson with an invaluable reference for creating deals and calculating the value they offer the customer. Best printed out and kept within reach – often used in conjunction…

A handy 1 page reference to quickly work out the sell price of a wine - using the unit cost and the required gross profit or mark up. What should a retailer sell your $15.10 a bottle Cabernet at if they want to make 45% GP? How about the same wine at a restaurant that…

For wineries seeking distribution, the current wine market has never been harder. Most distributor’s already have overflowing portfolios and struggle to sell decent volumes of many smaller brands as it is, meaning they are keen to focus on growing their current brands rather than add more to their portfolio and dilute their focus. Distributors want…