MEASURINGDTC Sales Success

Tuesday, May 26, 2015

Vin65 Roadshow Walla Walla, WA

Hello!

Sandra HessFounderDTC Wine Workshops

million cases of wine were shipped direct throughout the US (a 15.5% increase over 2013)

21% increase in volume for wines priced $15 and less

Total sales of winery-to-consumer shipments increased 13.6% to

3.95

$1.82

BILLION

INCREASEProfit

Margins

Today we will focus on:1. DTC Conversion Tools

2. Segmentation & PreferenceBased Marketing

3. Mobile POS Case Study

Conversion Tools for moving

Tasting Room Guests to BUYERS:

Offer First-Time Guests a Shipping Promo Code torepurchase! Hand-written on a business card isbest!

Conversion Tools for moving Tasting

Room Guests to BUYERS:

Club Event Guests: VIP Tasting Code to return (ifthey didn't join wine club)

Conversion Tools for moving Tasting

Room Guests to BUYERS:

Newsletter Sign Up: Get $___ Off Same Day Visit ORShipping Included for first online order!

Conversion Tools for moving

first-time buyers to REPEAT:

Product Bundles: Top Selling Products with peerreviews

Conversion Tools for moving

first-time buyers to REPEAT:

Offer Online Reservations& Tasting Experiences toimprove Club Sign UpConversion and IncreaseAverage Order Value: 40-50% greater than walk-in's

Conversion Tools for moving

first-time buyers to REPEAT:

First-Time CustomerShipping Promo Code onStore Page: Get CREATIVE!

SEGMENTATION

&Preference-Based

Marketing

Email Marketing$$$

MOBILEPOINT-OF-SALE

William Chris Vineyards

Reduced Club Churn 3-4%

INCREASE IN

30%

INCREASE IN CASE SALESTO LARGE GROUPS

TASTING ROOM SALES

July 2014 to Curent

DeliveringCustomer Experiences

EXCEPTIONAL

sandra@dtcwineworkshops.com

Thank You