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…

Publication of the 3rd edition of the OIV ampelographic descriptors

Ampelography is aimed at describing the vine according to several characteristics, such as morphology, agronomic aptitudes, technological potential, and genetics. The description of varieties and species of vitis has long been the subject of numerous scientific and technical studies by eminent specialists for a long time, which have led the OIV to publish in 1983 the “descriptor list for grape varieties and vitis species”, a milestone among the OIV worldwide recognised codes.

Grapevine genotypes with potential for reducing the carbon footprint in the atmosphere and cultivation in a biological system

The concentration of CO2 in the atmosphere is increasing from year to year. Taking into account the calculations of the greenhouse gas inventory, it was found that approximately 70% of CO2 in the atmosphere is absorbed by vegetation (forests, agricultural land, etc.).

Genetic traceability of the varietal origin of wines: a robust application for must and wines during alcoholic fermentation

Industry and regulatory agencies have developed regulations to ensure authenticity and compliance with wine composition limits. However, this can be truncated by the absence of simple and robust analytical methodologies, uninfluenced by the environment, different oenological techniques and cultural practices. Genetic fingerprinting is the most powerful tool for unequivocal varietal identification; it is not affected by the environment or agronomic practices; however, its usefulness in musts and wines has been controversial and there is currently no routine certification of varietal origin based on DNA analysis.

Ellagitannin profile of red and white wines aged with oak chips

Wine aging with oak chips is nowadays a common alternative to barrel aging, aiming to improve wine quality through the fast extraction of wood derived compounds. From the pool of wood phenols, ellagitannins have been reported to have the most significant impact on the wine’s organoleptic profile. Their final concentration in wines is influenced by several factors, with toasting level considered as one of the most important.

Биотехнология в системе оздоровления и размножения комплексно-устойчивых сортов винограда на Юге России

The production of certified grape planting material is one of the most important problems in the Russian federation. According to the scheme for the production of healthy grape planting material, before being introduced into in vitro culture, the source plants of each variety (Moldova, Augustin, Bart) were individually assessed for typical varietal characteristics and the presence/absence of symptoms of infection by pests.