terclim by ICS banner
IVES 9 IVES Conference Series 9 OIV 9 OIV 2024 9 Orals - Economy and law 9 Evidence of successful wine business strategies: customer acquisition, value or retention?

Evidence of successful wine business strategies: customer acquisition, value or retention?

Abstract

This presentation illustrates a series of successful wine businesses, which have managed to counter the downward trend impacting the global industry. How these businesses have been successful is explained through the planning and execution of strategies that focused on a clear and consistent aim in attracting new consumers. These cases add weight to the ehrenbergian position that for a business to be successful it must target new customers as a priority over alternative options like increasing value or improving customer retention. 

Preuve de stratégies commerciales réussies dans le secteur du vin : acquisition, valeur ou fidélisation des clients ?

Cette présentation montre une série d’entreprises viticoles, qui ont réussi à contrer la tendance à la baisse qui touche l’industrie mondiale. Le succès de ces entreprises s’explique par la planification et l’exécution de stratégies axées sur un objectif clair et cohérent consistant à attirer de nouveaux consommateurs. Ces cas ajoutent du poids à la position ehrenbergienne selon laquelle pour qu’une entreprise réussisse, elle doit cibler de nouveaux clients en priorité plutôt que des options alternatives telles que l’augmentation de la valeur ou l’amélioration de la fidélisation de la clientèle.

Evidencia de estrategias comerciales exitosas del vino: ¿adquisición, valor o retención de clientes?

Esta presentación ilustra una serie de negocios vitivinícolas exitosos, que han logrado contrarrestar la tendencia a la baja que afecta a la industria global. El éxito de estos negocios se explica a través de la planificación y ejecución de estrategias que se centraron en un objetivo claro y consistente de atraer nuevos consumidores. Estos casos añaden peso a la posición de ehrenberg de que para que una empresa tenga éxito debe dirigirse a nuevos clientes como prioridad sobre opciones alternativas como aumentar el valor o mejorar la retención de clientes.

DOI:

Publication date: November 18, 2024

Issue: OIV 2024

Type: Article

Authors

Damien Wilson¹

¹ Wine Business Institute, Sonoma State University, 1801 E Cotati Ave, Rohnert Park, CA, United States of America

Contact the author*

Tags

Full papers OIV 2024 | IVES Conference Series | OIV | OIV 2024

Citation

Related articles…

Synthesis of scientific research on the application of mechanized grapevine pruning in the Republic of Moldova

One of the basic problems in the viticulture branch is the improvement of perspective technologies for both vine training systems: with vertical standing and with free position of shoots, adapted to the requirements of complex mechanization.

Multi-trait selection in ancient grapevine varieties

The selection of ancient grapevine varieties aims to achieve genetic gains in several important traits that can make the variety more interesting for the objectives of the producers. Traditionally, yield and quality traits of the must have been considered for selection, but many others can be taken into account. Linear mixed models are fitted to the data to predict the empirical best linear unbiased predictors (EBLUPs) of genotypic effects for each evaluated trait, which will be the basis for selection.

Gastrointestinal digestion of wine sulphites and their effects on human gut microbiota

Sulphites are by far the most widely used additive in the wine industry. In relation to health, the interaction of sulphites with the gut microbiota has not been addressed so far. Following the consumption of wine and other sulphite-containing foods, the gastrointestinal tract and the microbiome are one of the first barriers that these compounds face in the human organism. In this study, we used a previously validated gastrointestinal digestion model (SIMGI®) [1,2] to evaluate the effect of intestinal digestion of wine sulphites on the gut microbiome.

Oenological potential of wines and agronomical characterisation of grapes from five white resistant Italian varieties at Serra Gaúcha, Southern Brazil

Rio grande do sul is the main grape producing state in Brazil, with the largest wine-growing area, responsible by 90% of the national production of wines and grape juices. Serra Gaúcha is the main vitivinicultural region, where around 15% of the area is destined to produce wines from vitis vinifera L. grapes. This region presents high rainfall during the grape maturation cycle, a factor that leads to great risk of attacks by fungal pathogens. the use of resistant varieties can reduce the cost and quantity of spraying, improving wine quality, focusing on a sustainable vitiviniculture.

Overcoming habit formation in the production of wine

Evidence indicates that climate change affects the environment, human health, and well-being via drought, increasing greenhouse effect, and climatic catastrophes. As the wine sector is also negatively affected by climate change, the role of climate change mitigation and adaptation policies is important in wine production. One example of an adaptation policy is the implementation of grapevine genetics (duchene, 2016), while organic farming may be used as an approach to mitigate the consequences of climate change (vinci et al., 2022). To this end, the european commission’s objective is to reach the european green deal target of at least 25% of the european union’s agricultural land under organic farming by 2030.