COMPANY PROFILE

3-TIER WINE SYMPOSIUM

3-Tier Wine Symposium logo


CONTACT INFO

Address

155 Foss Creek Circle
Healdsburg
CA, 95448
United States
Phone
707-433-2557
Fax
Primary
Samantha Stephey

3-Tier Wine Symposium

Driving Results through Distribution 

SAVE THE DATE - MAY 22nd, 2019 - Santa Rosa, CA

REGISTRATION NOW OPEN!

SEATING IS LIMITED 

 

Why 3-Tier?

It has never been more challenging to get the share of mind needed to achieve your business goals within today’s three-tier distribution system. Between the consolidation of existing distributors and the number of new wholesalers coming online, coupled with an extremely crowded market competing for representation, selection, negotiation and management is complicated and requires a new way of working within the wholesale channel to yield desired results.

Do you want to make your distribution partnerships more effective?

Wine Industry Network brings you a one-day conference focused on helping wine industry executives and owners navigate the complicated, but necessary, world of distributor relationships. The symposium, featuring experts from all facets of the three-tier system, is designed for attendees to glean new insights into opportunities to win in the wholesale environment. Panelists and presenters will provide you with the tools and techniques you need to change the way your winery works with your distributor partners to maximize this sales channel and grow your brand.


News Archive


A Wine Conference Unlike Any Other
06 May, 2019

Come get the advice you need to improve your winery wholesale strategy
Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA
Only 2 week left - Seats are filling up!
 
Come with Questions. Leave with Solutions. 
 
The Best Business Investment You’ll Make All Year.
 
Only 2 Weeks Remaining - Register Now
 
 

There are more than a dozen Wine Industry events focused on viticulture, Winemaking, Tasting Room and DTC solutions, but there are very few opportunities to learn about improving your winery’s wholesale & distribution strategy. From what many winery owners have voiced, the wholesale channel is one of the most challenging parts of the business and is an area most have unanswered questions about:

 

What can I do as a supplier to get more attention from my distributor?

What are some incentive programs that are effective in a new or existing market?

What is the most effective way to negotiate price increase with a distributor?

How important are scores vs. wine competition results to distributors?

 

Experts from all facets of the three-tier system will address these concerns as well as share insights on working with distributor partners, strategies on how to maximize the wholesale channel to sell more product, increase profitability, and build brand awareness.

Other topics will include expanding into new markets, hiring a distributor, distributor negotiations, and how to create incentive programs that deliver results and attendees will leave with a better grasp of their needs and expectations from a selling and sales management point of view.

The 3-Tier Wine Symposium will feature tabletop exhibitors and will include breakfast, an outdoor lunch, both prepared by the Vintners Inn / John Ash & Co. Chef. Attendees will also have the opportunity to take part in a special end-of-day networking social featuring local wines.

**Only 2 Weeks Remaining. Don't Miss This Opportunity**

 
Learn More / Register Now

How Can Smaller Wineries Break Through in the Wholesale Channel?
19 April, 2019

What is the biggest challenge to becoming a nationally built brand? What do distributors really need?

Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA

Registration is OPEN –  LIMITED Discount Tickets Remaining

 

We've got tough questions.
They have the right answers.

 

Our 3-Tier Experts tackle distribution Q&A

 
 

Leading up to the first 3-Tier Wine Symposium focused on helping wine industry executives and owners navigate the world of distributor relationships, we asked our thought-leaders who are speaking at the event about the tools and techniques you need to change the way your winery works with your distributor partners to maximize this sales channel and grow your brand.

 

Q&A with the Experts:

 

Image

PETE PRZYBYLINSKI, SVP, Sales and Strategy / Duckhorn Wine Company

What is a best practice in managing and working with your distributor?

"Number one, is quality wine and making sure that what we're putting in the bottle is over delivering for the price point at all levels. That's been... READ FULL ANSWER

 

What do you think these distributors really need?

"So, first thing is, kind of crude but very true. They need a supplier that's going to increase their revenue and their gross margin. No matter what they want to do in terms of building a brand, broadening their portfolio, enhancing their account base. If it's not driving towards... READ FULL ANSWER

 

Image

MICHAEL DE LOACH, Owner & President / MD Wine Industry Consulting

What can a brand really do to stand out to a distributor?

"Well, you know, one of the things that I've seen in dealing with many brands is that what we tend to do is think of ourselves as really unique, but not really communicate what.. READ FULL ANSWER

 

Can you share some examples of ways that strong distributor relationships are built?

"I think the first thing is that you need to spend face-time with people. Leverage your current relationships that you have with those folks and something I often do is, and anybody can do this. Find that distributor, walk into those accounts, talk to the... READ FULL ANSWER

 

Five Reasons to Attend this Year's Event
05 April, 2019

Why professional conferences still dominate B2B educational opportunities.

 

Registration is OPEN – Only 16 Advance Discount Tickets Remaining

Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA

 

Need a Reason
to Attend? How About 5 Reasons?

 
 

There are so many great ways to learn and sharpen your skills these days: you can read blogs, listen to podcasts, watch how-to videos on YouTube, and attend webinars, just to name a few. Why bother with the time and expense of an in-person conference or workshop?

Below you’ll find 5 reasons why you should attend live events and conferences and consider sending your employees.

 
 

Image

REASON #1

Meet Experts

Listen and engage with wholesale channel experts who can both inspire & guide you. Speaking with someone who’s influenced you or sharing a business idea with someone you admire, can lead to making a connection and even finding your next mentor.

 

Image

REASON #2

Network & Connect

An important reason to attend industry events is to make connections and build your professional network. Colleagues can help each other uncover ideas and spark inspiration when they get to know each other on a personal level.

 

Image

REASON #3

Learn & Get Answers

Discover trends & find solutions to questions like: How do you get started with a distributor as a new wine brand? What is the most effective way to switch distributors in a franchise state? What about visit incentives? Special pricing?

 

Image

REASON #4

Identify Resources

Discovering innovative products and services for your winery is necessary to stay competitive. Plus, these vendors fully grasp what is happening inside your competition and can work with your organization to solve many of your distribution pain points.

 

Image

REASON #5

Inspire Others

If you’re the boss, allowing your employees to get out of the office, gain confidence in their abilities, and bring fresh ideas back to the business is just an investment in your own company. Passion is contagious, so bring back valuable & relevant takeaways to share with and to inspire your team.

 

What's the Secret to Successful Distributor Negotiations?
25 March, 2019

Best practices for a Win-Win Relationship.

Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA

Registration is OPEN – Only 31 Advance Discount Tickets Remain

 

A successful partnership
starts with the right agreement!

 

Topic: Win-Win Distributor Negotiations.

 
 
 

You may feel you and your distributors don’t share the same approach to achieving sales objectives…and they might feel the same. The keys to overcoming this challenge are communication, clarity and often, compromise.

Hear a new perspective on what it takes to keep negotiations fair and equitable, while having your business needs met and at the same time, establishing a stronger, longer-lasting relationship with your distributor partner.

 

Meet The Experts:

 

Speaker

Keith LaVine
Director of Sales & Marketing / Disruption Wine Company

Speaker

Erik Lawrence
Managing Partner / GVM Law, LLP

Speaker

Gordon Palmateer
Founder / Palmateer Wine Group, Palmateer Consulting

 
 
 

Wine Industry Network brings you a one-day conference focused on helping industry executives and owners navigate the complicated world of distributor relationships.

The conference will feature tabletop exhibitors and will include breakfast, an outdoor lunch buffet, both prepared by the Vintners Inn / John Ash & Co. Chef. Attendees will also have the opportunity to take part in a special end-of-day networking social featuring local wines.

Registration for the event is now open and seating is limited.

**Only 31 Advance Discount Tickets Remaining. Seating is limited**

 

New Speakers Added…
08 March, 2019

...see the updated lineup of expert presenters at the 3-Tier Wine Symposium!

Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA

Only 34 Advance Discount Tickets Remain

 

More Expertise.
Expanded Topics.
Insights to Wholesale Success.

 
 
 
 
 

We're excited to announce we've added more expert speakers at the 3-Tier Wine Symposium. One of the high points of the Symposium is the opportunity to learn from — and interact with — leaders in the distribution realm. As an attendee, you can take those tools and tips, and start applying them to your winery right away.

 

2019 Featured Speakers

 

Speaker

Gus Bozzo
VP National Accounts / Breakthru Beverage Group

Speaker

Juliana Colangelo
West Coast Director / Colangelo & Partners

Speaker

Chris Denny
Founder, President / The Engine is Red

 

Speaker

Dan Hoban
SVP Wine Sales & Strategy CA / Young's Market Company

Speaker

Erik Lawrence
Managing Partner / Gaw Van Male, LLP

Speaker

Pete Przybylinski
Sr. VP Sales and Strategy / Duckhorn Wine Company

 

Wine Industry Network brings you a one-day conference focused on helping industry executives and owners navigate the complicated world of distributor relationships. The symposium will feature experts from all facets of the three-tier system and will provide you with the tools and techniques you need to change the way your winery works with your distributor partners to maximize this sales channel and grow your brand.

The conference will feature tabletop exhibitors and will include breakfast, an outdoor lunch buffet, both prepared by the Vintners Inn / John Ash & Co. Chef. Attendees will also have the opportunity to take part in a special end-of-day networking social featuring local wines.

** Only 34 Advance Discount Tickets Remaining. Seating is limited**

 

Evolution of the Three-Tier System and New Routes to Market
28 February, 2019

What alternatives are emerging to serve the wholesale needs of wine?
Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA
Registration is OPEN – Only 30 Advance Discount Tickets Remain

More Wineries.Fewer Distributors.
Are new route-to-market options the solution?

The Evolution of the Wholesale Channel; Innovation Driven by Demand.

Between Distributor consolidation and the growing number of wineries, the producer-to-wholesaler ratio has changed dramatically over the past 2 decades. Add in the number of retailer mergers and you have the perfect storm for a hyper-competitive environment that affects the wholesale channel. Are there other options? What are the alternatives for smaller suppliers to get the attention and focus they need?

This opening session will provide an overview of the evolution of the distribution network, what has changed and what we can expect the distributor landscape to look like in the near future.


Meet The Experts:


Speaker
LAURA WEBB
Moderator 

Partner / Okos Partners 
Speaker
CHERYL DURZY
Founder & CEO / LibDib
Speaker
JAKE HEGEMAN
VP of Legal and Regulatory Affairs / WSWA

Wine Industry Network brings you a one-day conference focused on helping industry executives and owners navigate the complicated world of distributor relationships.

The conference will feature tabletop exhibitors and will include breakfast, an outdoor lunch buffet, both prepared by the Vintners Inn / John Ash & Co. Chef. Attendees will also have the opportunity to take part in a special end-of-day networking social featuring local wines.

Registration for the event is now open and seating is limited.

 **Early-Bird Discounted Tickets are Sold Out.
 30 Advance Discount Tickets are now Available.**


Learn More Now


Meet the Industry Experts in the Three-Tier System
08 February, 2019

Educators share how to make your distribution partnerships more effective.

Wednesday, May 22, 2019 · Vintners Inn, Santa Rosa CA

Registration is OPEN - Seating is Very Limited!

“The wholesale channel and 3-tier system, in general, is a major pain point for just about every small to mid-size winery that’s looking to grow their brand”

Wine Industry Network brings you a one-day conference focused on helping industry executives and owners navigate the complicated world of distributor relationships. The symposium will feature experts from all facets of the three-tier system and will provide you with the tools and techniques you need to change the way your winery works with your distributor partners to maximize this sales channel and grow your brand.

2019 Featured Speakers:

GEORGE CHRISTIE, President & CEO / Wine Industry Network
MICHAEL DE LOACH, Owner & President / MD Wine Industry Consulting
CHERYL DURZY, Founder & CEO / LibDib
ERIC GUERRA, Chief Sales & Marketing Officer / Vineyard 29
JAKE HEGEMAN, VP of Legal & Regulatory Affairs / WSWA
KEITH LAVINE, Director of Sales & Marketing / Disruption Wine Company
CHRIS LYNCH, Senior Consultant / Palmateer Consulting
DAVE MOORE, Executive VP Sales & Marketing / Van Ruiten Family Winery
GORDON PALMATEER, Founder / Palmateer Wine Group, Palmateer Consulting
CHARLIE PLUMMER, Director of Sales / Paul Hobbs Wines
JIM SWEENEY, Director of Sales & Marketing / Humboldt Distillery
LAURA WEBB, Partner / Okos Partners

The conference will feature tabletop exhibitors and will include breakfast, an outdoor lunch buffet, both prepared by the Vintners Inn / John Ash & Co. Chef. Attendees will also have the opportunity to take part in a special end-of-day networking social featuring local wines.

Registration for the event is now open and seating is limited.
**Only 10 “early-bird” discounted tickets left.**

 

Are you interested in becoming an official 3-Tier Wine Symposium Sponsor or Program Guide Workbook Advertiser? Click Here for availability and details.


3-Tier Wine Symposium Tickets Are Now Available
24 January, 2019

Join us at Vintners Inn on May 22nd - Register Early for Special Discount Pricing.

Registration is OPEN - Seating is Very Limited!

3-Tier Wine Symposium Tickets are Now Available!

Want to make your distribution partnerships more effective?

It has never been more challenging to get the share of mind needed to achieve your business goals within today’s three-tier distribution system.

Wine Industry Network brings you a one-day conference focused on helping industry executives and owners navigate the complicated world of distributor relationships. The symposium will feature experts from all facets of the three-tier system and will provide you with the tools and techniques you need to change the way your winery works with your distributor partners to maximize this sales channel and grow your brand.

3 Tier Wine Symposium Topics:

  • The Evolution of the Wholesale Channel; Innovation Driven by Demand
  • Understanding the Distributor Mindset; Finding the Right Partners
  • WIN-WIN Distributor Negotiations; Profitability & Pricing Strategies
  • New Product Launch: Expanding Your Market
  • Innovative Incentive Programs
  • Changing the Nature of Market Visits
  • Planning for the Future; Success is Not an Accident

Registration for the event is now open and seating is limited. **The first 50 people to register will receive a special “early-bird” discount.**

 

Are you interested in becoming an official 3-Tier Wine Symposium Sponsor or Program Guide Workbook Advertiser? Click Here for availability and details.