DTC Wine Sales News – November 2016


CONGRATULATIONS to the winery teams who have worked strategically to GROW direct wine sales while RETAINING loyal customers this year. Your efforts have paid off according to the latest report in Wines & Vines!


Well, the numbers don’t lie. Winery teams who have invested in direct to consumer technology, talent and training are WINNING! According to a report published in Wines & Vines on November 15th, “Total DtC shipments came to $391 million in value during October, and the volume was 659,615 cases, a 51% increase over the volume shipped in September. The 12-month total hit $2.3 billion, which is 20% higher than last year.” Read the full report HERE.

At a growth rate of 20% year-over-year, this is the most significant gain we have seen this far in the value of wines being shipping in the United States. What does this tell us about wine consumer demand? The major players from online industries are attributing the jump in online sales to these four things:

  1. Consumers have more TRUST when purchasing wines online. As I conduct online audits on a regular basis, I can see an improvement in winery websites as new designs include secure environments for online buyers to shop from a desktop or mobile device.
  2. Consumers have access to more competitive shipping rates. Winery teams are upping the game with online shipping strategies and I have seen a considerable increase this past year in flat fee case promotions such as $1 or $10 flat fee shipping on any mixed case.
  3. Consumers are having more fun buying wine online. Studies continue to reveal that the majority of online shoppers are now making purchases from a mobile device. Three clicks in five minutes or less is now the expectation for mobile customers.
  4. Consumers can now depend on shorter turnaround times. UPS and FedEX are now all in to help wineries compete as e-commerce businesses with 3-5 day shipping options around the nation. Investments in technology have improved deliverability of wines during hot and cold periods.

Does your team have the tools necessary to grow online wine sales by 20% in 2017? Watch for the DTC Wine Workshops 2017 Class Catalogue releasing on December 5th. We will be offering 60+ workshops this next year with a heavy focus on conversion from in-person to online as well as customer retention programs.

Ready to get the ball rolling now? We have a group of 14 Direct to Consumer Wine Consultants available to support your winery team on a project-by-project basis. Schedule an onlinet training or a customized workshop at your winery. For a bit of extra inspiration, review the DTC Case Study Series HERE or checkout our latest Testimonials HERE.

I hope that you enjoy this monthly DTC Wine News update and we look forward to connecting with you at an upcoming workshop or event.

Happy Thanksgiving!

Sandra Hess
DTC Wine Workshops 

Sources:  http://www.winesandvines.com/template.cfm?section=news&content=176898



DTC Consultant Network NEWS

DTC Wine Workshops launched the DTC Consultant Network in August, 2014 – a group of specialists serving winery teams nationally on a  project-by-project basis or by monthly retainer. Interested? Schedule an Introductory CallMEMBER SPOTLIGHT – Sandra Hess interviewed DTC Consultant Network Member Kevin Smith to learn more about his Strategic Planning services.

ABOUT KEVIN SMITH: On top of serving as the Business and Marketing Director at Fresno State’s 6,500 case Winery and lecturing in Winery Business and Marketing courses, Kevin Smith extends his University responsibilities into the local wine industry through research, student internships and consulting. Smith assists clients in understanding their direct consumer trends and preferences, building customer loyalty programs that include training necessary tools, brand identity campaigns, and cohesive DTC strategies that are both customer centered and technology driven. Specific assistance with implementing e-commerce and wine club platforms is also a key interest for Smith. Contact Kevin to set an Intro call HERE.






Sandra Hess, founder of DTC Wine Workshops, is a regular speaker at industry events nationally and internationally. Meet up with Sandra and members of the DTC Consultant Network at an upcoming event or reach out to schedule a workshop at your winery or regional association.

January 11th & 12th Concord, California. DTC Wine Workshops and the DTC Consultant Network are sponsors of the 9th Annual DTC Wine Symposium. Meet up with consultant network members and also join Sandra Hess at the “Reservations Revealed” Workshop as panelists uncover the true ROI of using reservation management tools to offer elevated tasting experiences.

March 15th Paso Robles, California. Sandra will be presenting a Customer Relationship Marketing Workshop at WIVI Central Coast 2017. Learn how to build your digital marketing plan using data to understand your customer. Sandra will lead a 45 minute workshop that includes a CRM Checklist.

February 28th Napa, California. Sandra will be serving as a panelist at the Seminar Group “Managing the Three Tier Distribution System” conference. Join Sandra at 4:00 to learn about the Effect of Increased Direct to Consumer Options.





About Sandra Hess

Sandra Hess, founder of DTC Wine Workshops and the DTC Consultant Network is a public speaker on the subject of direct to consumer wine sales and customer retention in the US.