Distribution & Sales

Question 1

What is distribution?

Answer 1

Distribution is how we get wine from the producer (large company) who drives around as sales representatives to restaurants and bars.

Question 2

What are Traditional Channels?

Answer 2

Traditional channels means either;

a. Via Producer’s own sales and marketing team to restaurant or bar
b. Producers sell to a distributor (fee or commission) who then distributes to a licencee

Question 3

Which Traditional Channel is more common in Australia?

Answer 3

The Traditional Channel where Producers pay a distributer to sell the wine is much more common

Question 4

What happens to the wine after the agent distributes the wine to a licencee?

Answer 4

The licencee purchases the wine and then is sold to the consumer (on or off premise)

Question 5

Does a winery have to have a licence?

Answer 5

Yea they need a licence. Can be off and/or on premise

Question 6

What is Direct Marketing?

Answer 6

Direct Marketing can be through;

• Wine “clubs”
• Direct from producer via Mailing List
• Cellar door
• E-commerce (convenient marketing online)
• Wine Tourism (Festivals, Expos etc)