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…

Enhancing vineyard resilience: evaluating sustainable practices in the Douro demarcated region

In mediterranean agriculture, sustainability and productivity are seriously threatened by climate change and water scarcity. This situation is exacerbated by poor management practices such as excessive use of agrochemicals, overgrazing, and monoculture. The Douro demarcated region (ddr) is an emblematic region, classified world heritage site by UNESCO in 2001. Viticulture is the main agricultural activity in DDR, widely known to produce port wine.

Characterization of a strain of Lachancea thermotolerans, microorganism of choice when facing the climatic challenges of the wine sector

Current climatic challenges in the wine sector require innovative solutions to maintain the quality of wines while adapting oenological practices to changing conditions. This article presents the detailed study of a lachancea thermotolerans strain on matrices typical of the French mediterranean area.

Determination of steviol glycosides in wine by HPLC

The SCL laboratory in Bordeaux is one of the two official control laboratories for wine and wine products in france, under the authority of the ministry of finance and two of its general directorates: the DGCCRF (directorate general for competition, consumer affairs and fraud control) and the DGDDI (directorate general of customs and excise duties). In this capacity, it verifies the regulatory compliance of wines and investigates any possible falsifications or fraud. Steviol glycosides are natural sweeteners that are not authorized as additives in wine.

Use of sensors/biosensors for detection of food safety parameters in wine

The implementation of food safety assurance systems in wineries involves ensuring that the wines produced do not pose a risk to consumer health and are therefore free from harmful substances, such as those that may be incorporated during the production process (pesticides, additives, etc.), allergens or mycotoxins.

Opportunities and challenges in the adoption of new grape varieties by producers: A case study from the Northeastern United

Grape breeding for resistance to fungal diseases is today very dynamic throughout the world notably in France. New varieties are obtained by hybridization between susceptible varieties of the vitis vinifera species and resistant genotypes, with breeding programs generally lasting between 15 and 25 years and resulting in the registration of a few new varieties. Though these varieties can provide several benefits and can be planted by winegrowers, they are not always systematically adopted.