MADE IN GERMANYMADE IN GERMANY

TALKING POINTS• Gallo – Made In Germany Highlights

• The Road to becoming the largest Brand in Germany:

1. Adapting To A New Hostile Environment2. People3. Leadership4. Creating A New Culture

Gallo Deutschland Highlights• 1993 – First Bottle of Gallo Wine Sold In Germany to

Globus Neustadt

• 1995 – First Office in Bad Homburg

• 1998 – First Aldi Contract

• 1999 – Sold First 1Million cases of wine (12 million bottles)

• 2003 – Became the #1 Selling Brand (based on Revenue)

ADAPTING TO A NEW HOSTILE ENVIRONMENT

• FIRST BREAK ALL THE RULESThe Story behind getting into the German Market

Is your business filled with Rules or Recipes?

• Rules rob your people from the ability to think and act independently. • When things are rule bound, people stop pleasantly surprising you, and more,

they stop trusting themselves. • Don’t set rules set guidelines and standards. • Focus on Outcomes

PEOPLE• It’s Not About The Wine

The Story On How A Mischling Was Created:“ Ah Hier Kommt Mr. Gallo”

If you want to build for one year from now, grow wheat. If you want to build for ten years from now, grow trees.If you want to build for one hundred years from now, grow people

LEADERSHIP• Emotional Leadership – “People don’t care how much

you know. They want to know how much you care.”

The Story on developing:“Fingerspitzengefuhl Leaders in the Gallo Deutschland Organization”

People are not assets - You own assets. You do not own peopleThere is no trust without caring. Say Yes, the Most Powerful Word in the World Own It – Define the Outcome before the ProcessFocus on the strengths not the weakness of the employee

CULTURE• Getting Big and Staying Small: The Creation Of A New Culture

The Story How We Created A Culture of: Play Hard / Work Hard

•Play – If work is fun people show up. •Celebrate Birthday’s, Holiday’s, Sales victories, anniversaries

– Everyone likes a party •Reward– Creative rewards vs. typical •Keep them Guessing – Everyday is a surprise – It is your job to give the gift