Unified Wine & Grape Symposium State of the Industry Feverishly Finding Figures Flailing in Fungibility Nat DiBuduo Allied Grape Growers January 25, 2017

Fungibility “Fungibility is the property of a good or a commodity whose individual units are capable of mutual substitution. That is, it is the property of essences or goods which are capable of being substituted in place of one another.” -Source: Wikipedia-

Sections Production & Planting Trends 2017 Nursery Survey Review Industry Segments & Varietal Supply Trends Macro Supply Trends Going Forward Thoughts & Summary

Production & Planting Trends

Production Trends

Our forecast for 2017 is +/-15,000 new acres. Planting Trends Our forecast for 2017 is +/-15,000 new acres.

2017 Nursery Survey Review

What’s Hot, What’s Not…. 71% Red 29% White

44% Red 56% White

Planting Trends, 2014-2016 2016 – 15 million vines Cabernet Sauvignon - 35% Chardonnay – 16% Pinot Noir – 16% Pinot Grigio – 7% 2015 – 19 million vines Cabernet Sauvignon - 31% Pinot Grigio – 17% Pinot Noir – 15% Chardonnay – 13% 2014 – 27 million vines Cabernet Sauvignon - 29% Chardonnay – 17% Pinot Noir – 12% Pinot Grigio – 12%

Industry Segments & Varietal Supply Trends

Tying Regions to Categories <$7/Bottle Interior - south of Lodi $7-10/Bottle Interior – Lodi/Delta and north $10-20/Bottle Coastal (standard) >$20/Bottle Coastal Premium (primarily Napa & Sonoma)

Tying Regions to Categories

<$7/Bottle

Talking Points <$7/Bottle <$7/bottle represents over half of all California wine shipments, by volume. There are billions of dollars invested in millions of gallons of cooperage in the Central SJV to produce “California” wine. There are thousands of growers that are heavily invested in, and committed to growing, SJV winegrapes. The problem is economic sustainability: Proper Quality at Acceptable & Obtainable Production Levels - “PQAOPL”. Vineyard removal and lack of new development will continue as the norm unless and until wine shipments <$7/bottle stabilize OR until production of SJV winegrapes regularly makes it way into >$7/bottle wines.

<$7/Bottle Vineyard Removal +/-34,000 grape acres removed between the 2015 and 2016 harvests (estimate 13,000 winegrape) +/-15,000 grape acres removed since 2016 harvest, with about 1/3 being winegrapes Estimate up to 10,000 winegrape acres will be removed by the 2017 harvest.

Note: Change stated cumulatively Annual attrition rates estimated

$7-10/Bottle

Talking Points $7-10/Bottle This is a mostly stable retail price range, but on a very strong base (i.e. lots of volume in this tight price range). The quality in this price range has been well established and strengthening for both grapes & wine. There is currently interest from wineries to contract 2017 grapes and discuss possible planting contracts. The attributes of fungibility really surface here as wineries look first to the northern interior when considering alternatives to coastal supply. A great place to be in the future, as the demand for high quality wine expands and processors look for ways to control costs.

Note: Change stated cumulatively Annual attrition rates estimated

$10-20/Bottle

Talking Points $10-20/Bottle This is the hottest, sizeable price segment presented today. Quality within this price segment is known & established for both grapes & wine. Winery interest is strong for grapes to satisfy consumer demand. Growers have been responding by planting more. There is some serious fungibility occurring to maximize profit opportunity (AVA % vs. California AVA). Fungibility on the upside creates opportunity, but a threat that exists comes from fungibility on the lower end of the price range, as processors look to average down cost.

Note: Change stated cumulatively Annual attrition rates estimated

Note: Change stated cumulatively Annual attrition rates estimated

>$20/Bottle

Talking Points >$20/Bottle Market behavior that drives industry pricing up starts here – at the top. Price elasticity - How high is too high on pricing? Is there a bubble? Did I really say that? Are some AVA’s in jeopardy of becoming mono-varietal? Many vines are being planted in AVA’s contributing to this price category, but a high percentage are replants. Does fungibility degrade the overall quality of an AVA?

Answering the unasked question…..

Exactly where are these new vines being planted on the coast?

Central Coast or North Coast? Popular Coastal Planting Regions San Luis Obispo County (Paso Robles) Santa Barbara County Sonoma County Napa County Sonoma County Sonoma County

Macro Supply Trends Going Forward

Evolving California Acreage Base Growing Stable Declining

Our Production Potential +15K +10K +10K +13K +11K

Keeping California’s Wine Industry Great Quality is a prerequisite of fungibility. Without it, you are stuck in a rut! Labor and water issues are critical going forward and play a direct role in the success of the wine industry. Sustainability and related certifications are a must-do as we continue to differentiate California wine in the market. The collaboration of growers & wineries through regional and statewide organizations provides synergies for advancement and opportunity. Research, Research, Research

Summary & Highlights Fungibility will play an ever-increasing role in the California wine industry, offering profit opportunity for both growers and processors. There is no shortage of winegrape acreage in California, although specific regions may experience tighter supply. 4M-ton harvests are standard now. Cab Sauv, Pinot Noir, Pinot Grigio and Chardonnay will continue to dominate California varietal offerings, but the future of product development may move more toward blends utilizing regionally appropriate varieties. The stability of current market trends (since 2012) has produced a situation where supply is increasing in proportion to current increases in demand, by region and by variety.

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