International Bulk Wine & Spirits Show Tim Hanni MW

Tim Hanni MW Speaker Pic - CEO eCode.me LLC - Instructor: Understanding the Business of Wine The Napa Valley Wine Academy Product development consultant Education and training specialist Speaker Pic

From Plonk to Cult Wines Myths About the Bulk Wine Industry Cleared

The History & Art of the Blend What are ‘bulk wine’ and ‘shiners’? History and blending Fact versus Fertilizer Maximizing profitability Art vs. Science Flexibility and time to market 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Blending: Art, Science and BUSINESS The role of the NEGOCIANT - then and now If you are making wine you are almost always blending wine Why would you BUY bulk wines? Primary business/product model Acting quickly on an opportunity or trend Augmenting your own wines Why would you SELL bulk wines Excess inventory Wines that do not meet standards (this is what everyone thinks, but…) Production is greater than careful sales projections say you can sell Leftovers, or ‘Why you might have your OWN inventory of fundamentally ‘bulk’ wines?’ 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Market Decisions & Strategies Primary considerations: Wine type/style Price point Origin Special attributes Unique features With food… Descriptions Story 9/19/2018

Wine Supply and Value Chain 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Copyright HanniCo LLC, Tim Hanni MW Adding Value 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Copyright HanniCo LLC, Tim Hanni MW Supply & Demand 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Price Considerations & Myths 9/19/2018 Copyright HanniCo LLC, Tim Hanni MW

Product Opportunity Matrix Flavor preferences: Sweet, less intensity, fruity, mild Values: consistency, brand, overwhelmed by complexity of language and choices Open to a wide range of styles and flavors Values: influenced by labels, overwhelmed by choices Red and/or White, prefer dry versus sweet Values: less brand loyal, low prices, not as influenced by origin, history and trivia Dry and off-dry, aromatic, low phenolics, lower alcohol, less/no oak Values: origin, purity, tradition Wide range of flavors and styles, reasonable oak levels Values: exploration, discover and learning Dry, intense, tannic: more, more, more Values: “Being in the know,” status, 100 points: Wine Spectator, Robert Parker Safety Zone On the edge of dryness High alcohol, concentrated, low phenolics Less INTEREST More Less TASTE SENSITIVITY More

Thank you and Q&A Tim Hanni MW 707-337-0327 tim@timhanni.com

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