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The Merchant23 Blog

Winery-Direct: The Secret to Total Wine & More’s Success

By Matthew Schrier on   2018-11-09 08:35:14

 

(Left to Right) Robert and David Trone - Owners of Total Wine and More

Have you ever wondered how some companies grow sales year after year while your company's revenue remains stagnant? Everyone always wonders how Google, Amazon, and Facebook grow their users base year after year. It's not luck. They are using data driven strategies that have the best results to achieve their goals.

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Winery-Direct: The New Way Retailers Are Buying Wholesale Wine

By Jacob Moynihan on   2018-11-06 20:44:00

The retail landscape is rapidly evolving as more consumers seek new and convenient ways to make purchases. On the other hand, how most retailers buy wholesale wine hasn't changed since 1933...until recently.

Topics: Wholesale Retailer Winery-Direct Wine

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They Call Her 'The Moneyball of Wine'

By Jacob Moynihan on   2018-11-01 17:30:00



When a company launches a new product, they hire a PR firm. When a corporation wants to redesign their headquarters, they hire an architect. When a wine business wants to gain competitive advantage, they hire Cathy Huyghe. As the Founder of Enolytics, Cathy and her team have perfected something most people haven't even attempted; making wine data useful.

Topics: Data Industry Innovative Companies Wine Enolytics

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Demand For Smaller Wine Producers Skyrocketing

By Merchant23 Inc. on   2018-10-15 08:00:00


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Wineries: Use This Script To Cold Call Accounts

By Merchant23 Inc. on   2018-05-04 15:00:00

With the wholesale environment shifting towards Winery-Direct and Direct-to-Trade sales, wineries are moving away from distributor-centric sales and instead are taking on the job themselves. For many people, this is an exciting yet daunting task. Where to begin? Who do you talk to? How do you get a Buyer to purchase your products? Thankfully, we have answers for you.

Topics: Direct-to-Trade Winery-Direct Wine

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First There Was Direct-to-Consumer, Now There's Direct-to-Trade

By Jacob Moynihan on   2018-03-21 18:59:47

2017 was all about Direct-to-Consumer sales, but 2018 is about Direct-to-Trade (DTT). Unlike DTC, Direct-to-Trade sales still operate within the highly regulated Three-tier System. But DTT isn't your everyday approach to wholesale; it gives Buyers and Sellers much more freedom. So, what exactly is 'Direct-to-Trade'?

Topics: Three Tier System Wholesale Direct-to-Trade

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Key Takeaways From Vinexpo: Millennials & E-commerce

By Jacob Moynihan on   2018-03-09 19:41:32


This week I flew to New York for Vinexpo 2018 to speak on the panel: Millennials' Purchasing Power and The Rise of E-commerce alongside the brilliant leaders of Vivino, Minibar Delivery,
Enolytics, Sodexpa, and Racine's NY. 

First of all, I want to thank everyone who came and listened in the standing-room-only crowd, and apologize to all the people who were turned away!
 
To recap for those who weren't able to catch the session, I briefly summarized three of the main points about Millennials, wine, and E-commerce.

Topics: Wine E-commerce Millennials

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Why 2018 Will Be The Year of Blind Price Wines

By Jacob Moynihan on   2018-01-12 20:27:00



Take a moment to think about the ballpark prices of alcohol. Do you know how much a bottle of Meiomi Pinot Noir should cost? A handle of Ketel One Vodka? A 12 pack of Coors Light? Were your answers around $20, $40, and $10?

Now, how much should a bottle of Ideology Chardonnay cost? You probably have no idea. You've probably never heard of it. Or better yet, your customers have never heard of it. This 2014 Chardonnay from Napa Valley, with beautiful packaging, is available in your store only. Your customers can't go compare the price of this wine at Costco, or Target, or Walmart. So you add a 50% margin, retail it for $20 a bottle, and sell out in two weeks.

Ladies and gentlemen, welcome to blind price wines.

Topics: Three Tier System Winery-Direct Wine Retailer Wholesale

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Distributor Consolidation: Why There's Still Hope For The Little Guys

By Jacob Moynihan on   2017-12-05 20:27:05


If you've followed the alcohol industry for any length of time, you know that large distributors are continuing to consolidate every year. In the past, consolidations led to small producers getting dropped, independent retailers having less diversity to choose from, and consumers becoming frustrated by the lack of options. Now, for the first time in history, the little guys have reason to be hopeful.

Topics: Three Tier System Wine Wholesale

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The People Bringing Big Data to Wine

By Jacob Moynihan on   2017-11-17 18:56:21

The wine industry has an annual $220 billion economic impact in the United States. The Big Data Analytics Market is worth $203 billion. Yet the terms "big data" and "wine industry" are rarely used in the same paragraphs, let alone the same sentences. Why is that? This is the question that Don White and John Lawlor set out to answer when they founded Label Analytics. In just three short years they've done something seemingly impossible; brought big data to wine.

Topics: Wine Data Industry

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