Category: Retail Space Management

Pressing on a label of a wine bottle image with scale balancing two cups

How to Get Your Three-Tier Wine Pricing Strategy Right

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One of the most common wine pricing strategy mistakes, even among seasoned suppliers, is not leaving enough margin for multiple tiers in the sales process. It seems like a simple fix on the surface, but these margin errors often derive from…
3 Wine Bottles Labeled: JUN, SEP, DEC with blue background

How to Improve Your Distributor Sales Quarterly Business Reviews (QBRs) in 3 Easy Steps

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Quarterly Business Reviews (QBRs) are essential to the supplier-distributor relationship, especially in the highly competitive and fast-paced three-tier wine industry. For sales managers, every quarter can seem like déjà vu with a constant…
Dollar Symbols on 2 glasses of wine with area in between indicating a gap

5 Ways to Cover the Common 30% Gap in Wine Margin Management

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Depletion allowances (DAs) are often the “name of the game” in three-tier wine industry pricing. That’s because DAs make up the majority of promotion and price discounting at the distributor level. DA’s are an agreement between the…
Red and White wine Setups with Sale and % in top left

Tracking Success of the Top 5 Wine Sales Promotions: BTG, Quantity Discounts, Closeouts, Incentives, and Samples

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In the three-tier wine industry, there are a variety of pricing and promotion strategies you may implement with a distributor in hopes of driving more sales. But, do you know which discounts are worth it? Which ones work the best and when…
Case of Wine with Orange Label of 3 Dollar Symbols on top Left

Beyond Depletion Allowance: The Top 8 Mistakes Wineries Make With Pricing Management

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Every winery/importer has the same ultimate goal with pricing management: knowing the true net dollar sales amount of your wine. Now of course, that means getting a solid, comprehensive handle on everything (and we mean everything) gross-to-net…
GreatVines What is CRM

What is CRM for the Beverage Industry? Who Uses It?

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What is CRM for the Beverage Industry? Customer relationship management (CRM) is a technology for managing your sales and marketing team’s relationships and interactions with key customers. This process originated with…
GreatVines 2021 Plan Forecasting

Planning for 2021: How This Year is Unique and Ways to Promote Success

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If you scan the trades daily like I do, most of what you hear from earnings calls today goes something like this: “We have redeployed our On-premise assets and are focused on the growing e-commerce channel, increasing resources and focusing…
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Maximize Distributor Relationships During OND with These Guiding Principles – Part Two

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Making sure your distributor relationships are solid should be your primary goal this OND. Tim Jones, our Chief Customer Success Officer and Co-founder, has compiled a list of Four Guiding Principles on how to maximize these partnerships.…