1. International Bulk Wine & Spirits Show
Tim Hanni MW

2. 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

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

4. 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

5. 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

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

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

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

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

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

11. 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

12. Thank you and Q&A
Tim Hanni MW

13. Founding Partners

14. Media Partners

15. Sponsors and Partners