4.5: Selling Directly to Consumers

Question 1

In what types of countries are DTC sales particularly important?

Answer 1

Wine-producing countries.

Question 2

What are the four main options of DTC sales?

Answer 2

1. cellar door sales
2. events
3. wine clubs
4. online

Question 3

How can producers take the cellar door experience further?

Answer 3

• provide tours for small groups
• a tasting of exclusive cellar door or reserve wines
• food and wine pairings
  (all usually at an additional cost)

Question 4

What are wine clubs?

Answer 4

• set up by producers to offer members (usually for a small annual fee) the opportunity to purchase wine at reduced prices for delivery to their home

Question 5

What are the other benefits of joining a wine club?

Answer 5

• access to wines not normally available to the general public
• free tours
• invitations to exclusive tastings

Question 6

Where are wine clubs popular?

Answer 6

In many New World wine-producing countries, such as the USA and Australia

Question 7

What are the benefits to producers of wine clubs?

Answer 7

• Many producers sell a large proportion of their stock in this way, reducing the need to find other outlets for their wine.
• Marketing/stay in contact with their consumers

Question 8

What work is involved in running a wine club?

Answer 8

• newsletters
• communication of available wines (3,6 or 12 months)
• process orders
• ship wine