This book reflects the work of wine marketing experts as expressed in their presentations to the annual three-week Wine Marketing Short Course at the University of California, Davis. The course was initially organized in collaboration with the international wine management curriculum sponsored by the International Organization for Vines and Wines (OIV). We have been involved in this course since its inception a decade ago. This book is intended for students in wine marketing and management, enology, and viticulture who seek to broaden their understanding of the wine sector. It is also intended for those already working in wine market ing and management who seek new ideas and insights. Finally, this book should be of general interest to others involved directly or indirectly in the grape and wine sector. Each chapter was written from the oral presentations of the authors and reflects the spontaneity and informality of the classroom environment. The writing may lack the "gravitas" of academic material, but it accurately presents the thinking and conclusions of those who make a living by mar keting wine. There is some duplication that serves to emphasize important points, and there are several case studies explaining real-life experiences in the industry. Legal requirements and commercial practices cited by authors may differ between regions and among institutions familiar to readers. However, the underlying principles guiding marketing strategies can be applied in different situations, for example, where supermarket wine sales may be restricted or direct sales prohibited.

China is turning into one of the world's largest, most lucrative food and beverage markets. Especially wine is in demand and has become fashionable as a symbol of social status. This trend is very likely to continue as wine consumption is closely related to income and China's emerging middle class offers tremendous potential. The market's healthy value growth will further encourage newcomers from outside China. But how can a market entrance be successfully managed and what are the main challenges when bringing wine to China? This book is an insiders' guide to efficiently planning a market entry by taking a thorough look at the wine market of China. It surveys the typical behavior of the Chinese wine consumer and examines the relevant factors for a successful market entry. Distribution channels (off- and online), pricing models and marketing activities are scrutinized. Further, the reader gets insights into the challenges of this dynamic market, such as fierce domestic and foreign competition, policies and regulations as well as entry barriers. The thirst for wine prevails, and this book will leverage your momentum.

How can a small winery possibly compete with the marketing of massive wine companies? How can it hope to capture the over-stimulated mindshare of the modern consumer? By being strategic. This revised and updated edition to the bestselling book puts the vast bank of wine marketing knowledge within reach of industry novices, and fresh, practical, and powerful strategies into the hands of veteran brand managers and marketing professionals. With 100 pages of new and expanded material, this book addresses such topics as importing and exporting; logistical management; marketing your tasting room and wine region as a prime tourist destination; how to generate greater retail sales; and how to grab the benefits, while avoiding the dangers, of social networking and viral marketing.

This is a practical guide to the specific issues that affect the marketing of wine at an international level. The author covers theory and the results of research but the focus is on the nuts and bolts of marketing based on case studies.

Published in association with the Bordeaux College of Business, this groundbreaking book applies business pedagogy s powerful learning tool to the unique challenges of wine business management. Within are thirteen cases drawn from the examples of real business success and calamity by an international group of respected wine business scholars.

Written by successful and respected industry professionals, How to Launch Your Wine Career gives practical, real-world advice on how to land, develop, and succeed in a career in wine making and production, vineyard management, marketing and sales, public relations, writing, education, winery management and administration, direct-to-consumer sales, and more. Featuring interviews with some of wine's most prominent figures—including winemaker Heidi Barrett and wine writer James Laube of Wine Spectator—the book builds a career from the ground up, explaining job descriptions, educational and skill requirements, the career ladder, how to get started, and job hunting strategies. Each chapter ends with a helpful resource guide of available conferences, books, and websites. The appendix provides a detailed action plan worksheet to help the prospective applicant plan, plot progress, and nail that killer wine industry job.

Attempting to export wine to the U.S. has long been fraught with difficulty, especially for the smaller producers. The U.S. wine industry, complicated by confusing regulations and intense internal brand competition, is also the land of opportunity and home to an adventurous and egalitarian wine consuming population. But without an understanding of how to effectively enter this complex market, the exporter often founders and retreats in frustration. This book provides a guide to approaching and attracting an importer, differentiating terms and regulations which must be understood to prosper, and avenues to achieving and sustaining attainable sales and distribution goals.

Wine has been a beverage staple since ancient times, especially in Europe. Today's global wine business is thriving, and American consumption of wine has increased dramatically in recent years, with the health benefits touted in the media. More Americans are becoming interested in learning about wine, and they are taking winery tours and attending wine tastings. The Business of Wine: An Encyclopedia is a necessary part of wine education for everyone from the curious consumer to the oenophile or business student and industry professional. It appeals to even the casual browser who wants to be more informed about wine terminology such as terroir or varietal labeling or what constitutes a Pinot Grigio or a Cabernet Sauvignon. More than 140 entries illuminate the regions, grapes, history, wine styles, business elements, events, people, companies, issues, and more that are crucial to the wine industry. Today's wine industry is an unusually complex network of interrelated businesses that collectively serve to produce wine and get it into the hands of consumers all over the world. This A-Z encyclopedia shows how production, distribution, and sales segments work together to bring wine to the public and describes the trade in wine and its related subsidiary elements. Written by a host of wine professionals, this is the most up-to-date source to understand what goes into the enjoyment of a glass of wine. An appendix with industry data, sidebars, and a selected bibliography complement the A-Z entries.

Wine tourism or enotourism or oenotourism or winery tourism or vinitourism is a special interest tourism that empowers local culture and spawns business opportunities for the local community. The comprehensive Routledge Handbook of Wine Tourism offers a thorough inquiry into both regular and emerging issues of wine tourism. Modern wine tourism extends beyond the mere cultivation of grapes and the production and selling of wine. The Routledge Handbook of Wine Tourism examines the complex interplay of market profiling, sustainable regional development, and innovative experiential marketing constructs which, when successful, contribute to the growth and sustainable evolution of global wine tourism. This handbook examines how the success of various enotourism events such as vineyard visits, winery tours, wine festivals and wine trails can stimulate the development of wine-producing regions and territories. Incorporating the latest philosophies and research themes, this handbook will be an essential reference for students, researchers, academics and industry practitioners of hospitality and tourism, gastronomy, management, marketing, cultural studies, development studies, international business and for encouraging dialogue across disciplinary boundaries.