Case Studies, Whitepapers & Reports

2017 Silicon Valley Bank State of the Wine Industry REPORT

On January 18, 2017, I had the opportunity to watch the live video cast of this presentation featuring SVB Wine Division Founder and EVP Rob McMillan. Industry leaders joining him in 2017 were Amy Hoopes, President, Wente Vineyards, Dan Leese, President, V2 Wine Group and Paul Mabray, VP, Social Media & […]

DTC Wine Case Study #6 – “ROI of using Mobile POS”

Sandra Hess, founder of DTC Wine Workshops interviewed Zach and Geraldine from Gloria Ferrer to determine the true ROI of using Mobile POS. Get words of wisdom and clear insights into what it takes to implement Mobile POS to grow direct wine sales and improve customer service. For more information […]

DTC Wine Case Study #5 – ROI of Social Strategy & VinTank

November 3, 2015 I had the opportunity to meet with Craig Camp, Managing Partner at Cornerstone Wine Cellars and Brandon Farley, Community Manager at VinTank this past week.  I get a lot of questions from wineries throughout the nation about the true ROI of using VinTank and social media to […]

DTC Wine Case Study #4 – ROI of using ShipCompliant

In our fourth episode of the “DTC Wine Sales Case Study Series,” Sandra Hess, founder of DTC Wine Workshops, met with Ernie Veniegas, Wine Club Manager Grgich Hills and Jeff Carroll, VP of Product Development ShipCompliant, to uncover the true return on investment (ROI) of using ShipCompliant in combination with exceptional customer service to sell wine direct to consumers nationally.

One key take-away from this informative case study: there are clear advantages in maximizing the use of ShipCompliant to ensure customers receive wine orders on time and that wineries can ship the maximum amount of wine direct to consumer to 43 states nationally.

Ernie and Jeff share valuable insights and reveal their “Words of Wisdom” in this informative case study.  We learn that online buyers are 20% more likely to become repeat buyers if wine is delivered ON TIME THE FIRST TIME. Grab a notepad and get ready to learn best practices from these two industry leaders.


DTC Wine Case Study Series #3 – “Customer Care”

In our third of the “DTC Wine Sales Case Study Series,” Sandra Hess met with David Crum, Loyalty Marketing Manager at Duckhorn Vineyards, and Terry Hegarty, General Manager at WineDirect Outbound, to uncover the true return on investment (ROI) of contacting customers by phone in between visits. One key take-away […]

DTC Case Study Series #2 – “E-Commerce Website Design, Part 2”

As wineries are realizing the clear advantages of selling direct to consumer, now is the time to ensure that winery websites are e-commerce ready, mobile optimized and responsive to be viewed properly from any device (desktop, tablet or smartphone). John Gavin, on of our DTC Network Consultants, is a winery […]

Introducing the “DTC Wine Case Study Series”

Greetings! I have the pleasure of serving a variety of winery owners and managers throughout the nation. I have frequent discussions with winery staff at onsite workshops and industry events, to identify their training needs for growing direct to consumer (DTC) wine sales. There is one common thread in most of my conversations—the […]

2015 State of the Wine Industry Report

Rob McMillan, Executive Vice President, Silicon Valley Bank, did a great job preparing the State of the Wine Industry 2015 Report – download here: SVB wine-report-2015-pdf.  Direct to Consumer sales will continue as the largest growth channel for most wineries.  NOW is the time to get a strategic DTC Sales Plan in place. […]

Who Buys Wine Online? Recent Survey Results…

This is a great read by Liz Thatch, Professor of Management & Wine Business at Sonoma State University.  Direct to consumer wine sales continue to grow at an incredible pace and now is an excellent time to get a DTC Strategic Sales Plan in place.  3.47 million cases of wine […]

Direct Wine Sales Resources: SVB 2013 Wine Report

Each year, the team at Silicon Valley Bank on Wine Division publishes a report on the state of the US wine industry. This year’s report includes valuable insights in business trends, consumer confidence, supply & demand levels as well as social media statistics, supported in large part by DTCWW partner […]