Wine war case study

The New Order News from the home front: I have finally recovered from the flu. I'm working on a very long article for The World of Fine Wine which ought to have been finished by now but for the flu. As soon as I can find time, I'll be sending out my first of the New Order newsletter.

Wine war case study

In fact, you need not know THAT much about wine to be able to sell it successfully, but a few "smarts" in the sales department are certainly helpful! We have a few customers who shop here regularly that are employed by NASA.

And we've asked them, "Do you guys ever look at each other and say, 'You know, this isn't wine sales!

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They might actually be able to sell more if they have good product knowledge. We have seen, however, the sales rep who is knowledgeable and passionate about wine has become a thing of the past.

Many of the sales reps for the large distributors don't even drink wine on a regular basis. The best way to learn about wine is by tasting it. Some sales reps routinely congregate and participate in blind-tastings.

Wine war case study

Some of them even come to our little tasting sessions, seeking to learn more about wine. Living in Northern California affords people the opportunity to go visit wineries and, hopefully, to taste at the source. There are plenty of good books that are clearly written and can be very helpful to those looking for fountains of wine knowledge.

Here are some suggestions: Kevin Zraly's book is updated regularly and was written to educate staffers in the Windows on the World restaurant in New York. It is very basic, but well done. Hugh Johnson's World Atlas of Wine has great wine region maps and tons of good information.

You can get a good over-view of every major wine-producing area, as well as lots of minor locales. A sales rep who's had our account for his company for about 6 months told me the other day that he's been hesitant to call on us since "you know so much about wine and I know very little.

All you have to do is check to see if we need to reorder your merchandise and bring in wines from good producers, open the bottles, pour the wine for us and answer this question: A gal who called on us a decade ago made contact via Facebook But then I saw you're a really nice and thoughtful gentleman with a heart of gold.

He worked for a small distributor whose owner is a bit disorganized, to be polite. The sales rep finally grew weary of the unstable pricing policies of the boss and he moved on. Even more sadly, not many reps are schooled in "sales.

We were visited by a winery rep from an estate that by-passes a traditional distributor, selling its offerings directly to stores and restaurants. We asked what she knew of our account and she said "I have sales information going back 6 to 12 months. We've been buying their wines since the s!

She then realized that maybe it would be a good idea for the company to provide more information on each account. It's a brand which likes to see its products in the "right" places. When she visited all the accounts in her territory, she found they even had a gas station buying their wines.

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A new rep took over for an old pro. She came to the shop and introduced herself. We asked her to check on pricing of a few items as we were ready to place an order. Well, we may simply need to discontinue that item. I asked if her new boss, the fellow who's been a manager for less than 12 months, had shown her how to access best pricing.

He simply handed her some sales catalogues and said "Go out and sell! The old pro showed her how to access the various pricing schemes scheme being a good term in this instance and the various wines from that company will remain in our shop. But sometimes you may need to be more resourceful and you can't always count on the boss to be of assistance.

Wine War Case Study Case Study Solution and Analysis of Harvard Case Studies

The large firms expect their reps to call on most accounts on a "regular" basis. Some reps consider a "regular" basis to be once a month or every other month.Unlike old world, new world wine companies controlled their distribution chain from the vineyard to the retailer, they have their vendor to produce wine, then they decided how to pack it, for example, they created “wine-in-a-box” packing so that the products can be transfer and deliver more easily, with lower cost of transportation, and.

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Wine war case study

Drawing on unpublished diaries, memoirs and letters, The Great War tells the rich and complex story of World War I through the voices of nurses, journalists, aviators and the American troops who. Global Wine War Case Analysis The global wine war has taken many turns since the 17th century. The largest impact was the immergence of New World wine makers.

The largest disadvantages the Old World wine makers battled were the strict government classifications and controls.

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