1. BUSINESS ANALYTICS TOOLS

2. Wine Business Monthly would like to thank the following partners and sponsors:

3. BUSINESS ANALYTICS TOOLS Moderator: Eric Johnson, Information Architect – Ste. Michelle Wine Estates Speakers: Brian Kelleher, Director of Commercial Sales – Pahlmeyer Winery & Wayfarer Wines Corey Jellison, Director of Business Operations – Huneeus Vintners Sue Tamburelli, Director of Sales Operations – Duckhorn Wine Company

4. Business Analytics Tools Successes and Challenges – How to analyze depletion data to better manage the business and increase sales. – What tools are available to help?

5. Speakers Panelists – Brian Kelleher, Director of Commercial Sales, Pahlmeyer Winery & Wayfarer Wines – Corey Jellison, Director of Business Operations, Huneeus Vintners – Sue Tamburelli, Director of Sales Operations, Duckhorn Wine Company Moderator – Eric Johnson, Information Architect, Ste. Michelle Wine Estates

6. A family-owned portfolio of luxury wines 50-years in the wine business with leading properties of the world Sold The Prisoner Wine Company to Constellation in April 2016 (~175,000 cases) Importer of Huneeus Chilean portfolio in the US (Veramonte, Primus, Ritual, Neyen) 83 Distributors in the US 30 Export Partners worldwide

7. TradePulse Reporting Sales Analytics / Distributor Performance TradePulse Pricing Centralized Database / Distributor Communication / Approval Process

8. 8 Source: IRI Data, 52 weeks ending 3/20/16. Duckhorn Wine Company 6 Luxury Brands 3 Visitor Centers 4 Production Wineries 600+ Estate Acres Price Range: $20 - $135 20+ Wholesale SKUs CA Direct, National and International distribution

9. Analysis/Enablement Tools Diver BI Tool: Primary tool (80%) used for depletion/RAD analysis ERP/Back Office (Shipments): Navision VIP (BDN) Depletion collection Other: IRI, TD Linx, Salesforce.com, Exact Target, Grappos, Impact, Gomberg EXCEL, EXCEL, EXCEL Awesome Analysts

10. What problems are we trying to solve? Sell More Wine! – Report Portal: Dashboards, Trend Reports, Inventory Management Reports, Allocation analysis – Distribution: Accounts Sold and POD analysis – Distributor Scorecards – consistent look and feel across all markets – Competitive Benchmarking via IRI – Brand Mix and Channel Mix: On Prem/Off Prem by trade channel ie: Grocery, mass merch, restaurants (fine dining, etc), wine shops, online retailers etc. Chain/Independent Manage promotional spend and promotional calendars Account level analysis: New/Lost, Attrition by Brand and SKU, Annual Budgeting Future (LRP) demand for budgets: Financial and winemaking Ongoing Ad Hoc analysis

11. Wine Business Monthly would like to thank the following partners and sponsors: