HELPING YOU

BUILD A BETTER WINE BUSINESS

We provide complete business performance improvement solutions

to the wine industry focused on the four key drivers of business success -

Strategy, Finance, Marketing and Growth Management

WHAT DO WE DO?

We focus solely upon helping wine business owners and representative bodies

create and build better wine businesses

WHAT DO WE DO?

We run workshops, conduct proprietary research and build global business intelligence

that supports highest quality advice and consulting practice

WHAT DO WE DO?

We have a peerless network so that no matter what your business

management issue is, we’ll help you find the very best solution

WHAT DO WE DO?

Wine business owners, industry representative bodies and distributors

want the best possible business advice and would like fresh perspectives on

critical wine business challenges.

is an outcome driven business with deep wine industry understanding drawn

from the principal’s 30 plus years of wine industry experience

empowers wine business leaders to take key decisions with confidence

through helping them improve strategic and financial clarity.

broad spectrum consultants, PR firms and accountants, who do not understand

your consumers, trade customers and competitors

uses a fully integrated approach that will help you develop clear line of sight

from the grape to the glass and optimise customer value delivery.

FOR

WHO

WBS

THAT

UNLIKE

WBS

OUR VALUE PROPOSITION

Strategic Planning

Business Intelligence

Financial Analysis

Implementation Improvement

Mergers and Acquisitions

Education & Training

SERVICES

On-Premise Research

Direct to Customer

Benchmarking

Financial Benchmarking

‘The Wine Paper’

(Our quarterly newsletter)

PRODUCTS

Regional Workshop

Programs

Individual Company

Workshops

PROGRAMS

OUR OFFER

Business Analysis & Strategic Planning

Working out what do, how to sell it and how to make money are the three most important challenges facing

any wine business. Our Business Analysis & Strategic Planning services help wine business owners,

representative bodies and distributors find the answers. Through the use of standardised interview techniques

and common analytical frameworks, WBS has been able to consistently develop highly innovative solutions in

response to these most important of questions.

Our services are designed to be delivered flexibly and include:

– Strategy Review

– Strategic Planning Facilitation

– Business Plan Preparation

WINE BUSINESS SOLUTIONS’ SERVICES

Business Intelligence

A business strategy is only ever as good as its information inputs. Through Wine Business Solutions’ own proprietary

research, access to other paid research sources and WBS’ wine industry databank, we can help you identify your best

growth opportunities and mitigate business risk.

Our Business Intelligence services will help you develop enhanced insight

as a core business strength:

– Opportunity Analysis

– Risk Assessment

– Pricing Strategy (for individual businesses)

– Business, Regional and National Competitive Analysis

WINE BUSINESS SOLUTIONS’ SERVICES

Sales & Marketing Performance Enhancement

WBS has comprehensive experience in all aspects of global wine sales and marketing.

WBS can help you build unique, powerful and profitable brands.

Our services include:

– Global Brand Positioning Advice

– Sales & Marketing Strategy Development

– Brand Development

– International Market Development Advice

– Distributor Matching

– Direct to Customer Strategy Development

WINE BUSINESS SOLUTIONS’ SERVICES

Direct to Customer Strategy

WBS has worked with the very best businesses in Australia, New Zealand and South Africa helping them to

develop world beating Direct to Customer Strategy .

These Businesses Include:

– Craggy Range - NZ

– Brokenwood - NSW

– Cullens - WA

– Giant Steps–Yarra Valley

– Hently Farm –The Barossa

– Crittendens – Mornington Peninsula

– Vrede en Lust – South Africa

– Mollydooker – McLaren Vale

WINE BUSINESS SOLUTIONS’ SERVICES

Direct to Customer Implementation

WBS now offers a full range of services designed to ensure that you maximise Direct to Customer Sales

This Includes:

– Specialist Mystery Shopper Evaluation

– Comprehensive Auditing and Feedback

– Ongoing Staff Training and Support

WINE BUSINESS SOLUTIONS’ SERVICES

WINE BUSINESS SOLUTIONS’ SERVICES

Business Financial Analysis & Growth Management

Once you’ve worked out how to sell your wine, the next big challenge is learning how to make money. Through

a combination of a decade of wine industry specific consulting work and delivering the education program of

the Turnaround Management Association of Australia, WBS has gained expert understanding into how to turn

struggling businesses into thriving ones.

Our services include:

– Financial Mentoring

– Growth Path Planning

– Business Turnaround

WINE BUSINESS SOLUTIONS’ SERVICES

Implementation Improvement

Plans only ever become reality through people. Understanding the link between winning

strategy and successful implementation through effective leadership of a motivated team is

critical to success.

Our Services Include:

– Leadership Development

– Change Management

– Coaching and Mentoring

– Succession Planning

•“Bimbadgen Estate engaged Wine Business Solutions to conduct a strategic review of the business. The process was very

thorough and involved all the key personnel in Bimbadgen.

•The process also involved a fair bit of analysis by Peter McAtamney so that he could present a true picture of the business

to the participants.The business was not making money nor was it cash flow positive at the time.

•WBS’s advice included focusing on the high margin parts of our business and building the brand from the base in order to

leverage customer loyalty. The senior management team was committed to this strategic path. As a result the business has

grown its turnover, turned a positive cash flow and improved its profitability.”

- John Quirk, GM, Bimbadgen Estate

WHAT OUR CLIENTS SAY ABOUT OUR PROCESS

Mergers and Acquisitions

Understanding the real value of a business requires insight into the quality of business assets such as;

– Inventory

– Management

– Distributor Relationships

and, most importantly, the sustainability of forward sales projections.

The Principal's 30+ years wine industry experience and WBS’ 13 years spent consulting to over 200 wine businesses,

mean that WBS has a unique ability to asses the real value of wine businesses in the competitive context. M &A Projects

include the sale of Clairault Wines Margaret River and the merger of Wellington and Wamakersvallei co-ops in South

Africa. Principal, Peter McAtamney, managed the acquisition by Freixenet of the Wingara Wine Group,Australia.

WINE BUSINESS SOLUTIONS’ SERVICES

WINE BUSINESS SOLUTIONS’ SERVICES

Education & Training

Education and training is an essential component of turning strategy into action. You need to ensure that key

staff are appropriately skilled and share a common understanding of the commercial realities of operating a

wine business. Our Education & Training services focus on delivering quality executive-level education around

our specialist areas of:

– Strategy

– Financial Literacy

– Sales & Marketing and

– Growth Management

– Direct to Customer Sales and Marketing

Research Publications

In order to support world class consulting practice and advice, WBS undertakes proprietary research to help

wine business owners, regional bodies and distributors answer the questions that are most critical to success.

These include:

The Wine Paper – A quarterly publication addressing issues of vital importance to wine business owners.

The Wine On-Premise Series – Original research into what each market drinks On-Premise including who

the best distributors are, what styles and regions predominate, how much consumers pay and what the likely

return to producers is. (Note – UK,Australia and USA reports available now)

Taking the Direct Route – WBS’ Direct to Customer Benchmarking study comparing direct business across

Australia, NZ, South Africa and the US.

Winning by a Margin – A white paper detailing how to optimise profits through distribution management

based upon 10 year global distribution management experience and original benchmarking research.

WINE BUSINESS SOLUTIONS’ PRODUCTS

Workshop Programs

Wine Business Solutions has been running education programs

on wine business performance improvement since 2003. More

than 850 wine business owners and senior management have

attendedWBS workshops in total during that time.

Workshops are being delivered across most regions of

Australia, New Zealand and South Africa in 2017.

WINE BUSINESS SOLUTIONS’ PROGRAMS

WINE BUSINESS SOLUTIONS’ PROGRAMS

WINE BUSINESS SOLUTIONS’ PROGRAMS

What Workshop Attendees Say

A few years ago now, I attended a similar (though less sophisticated version) of Peter’s program and it was

probably the best $1,000 I’ve spent as a vigneron ! - Rob Fairall, Di Lusso Wines, Mudgee

"Excellent program. Highly recommend it to others. Peter is an excellent presenter and very knowledgeable" -

Vanessa Pitts, Hungerford Hill

“It really was a valuable couple of days and reinforces my thinking on a number of strategies I am working

towards” – Peter Saunders, Cook Vintners

“Great content all highly relevant to our business” – Michelle Stebens. Wingara Group

KWV

Distell

Vinimark

Vrede en Lust

Bosman Family

Vineyards

Wamakersvallei Winery

Moreson

La Motte

Kliene Zalze

Anthonij Rupert

Yalumba

Grant Burge

Red + White

Wine Insights

Moppity

Wine Tasmania

Coonawarra VA

Frankland Estate

Vasse Felix

Fine Wine Partners

Shaw Vineyards

SOUTH AFRICA AUSTRALIA

Craggy Range

Chard Farm

Peregrine

Trinity Hill

Mission Estate

Murdoch James Estate

Sileni

Neudorf

NZ Winegrowers

Wellington Winegrowers

NEW ZEALAND

Galvanized Wine

Group

Brokenwood

Shaw + Smith

Philip Shaw

NSWWIA

Pizzini

Taylors Wines

Cullens

Hungerford Hill

Giant Steps

SOME OF OUR CLIENTS PAST AND PRESENT

GLOBAL

The Austrian Wine

Marketing Board

Lanson Champagne

Accolade Wines

Treasury Wine Estates

Moet Hennessy

Constellation

Pernod Ricard

Peter McAtamney

In 2003, Peter founded Wine Business Solutions, a consulting company specialising in helping wine business owners. Hundreds of wine

businesses now buy WBS research, attend workshop programs and pay for consulting advice each year.

Peter has 30+ years wine industry experience including 11 years in global distribution management and has sold wine in over 40 countries.

Peter holds and has held board and advisory board positions with Australian, New Zealand, South African and Spanish companies. He has

worked as a publicly listed wine company Managing Director and is a former Chairman of Wine Marlborough. He has been part of the

National Marketing committee and an alternate board member for New Zealand Winegrowers. He has developed Global Strategy for some

of the world’s most successful brands including Freixenet and Wine Marlborough.

Peter is a highly experienced communicator and regularly addresses conferences across the wine world. He has studied Marketing and

Strategy at Columbia University, New York. He has taught Strategy, Marketing, Sales Management, Services Marketing and Business Culture in

the MBA program of the UTS Graduate School. He has also run the Turnaround Management education program for the TMA Australia.

WBS PRINCIPAL

THE WBS TEAM

Gerald Feickert - Specialist DtC Auditor, Sales Trainer and Personnel Developer

Gerald Feickert is a learning and development specialist. His career spans over 20 years and includes the ownership, management and

operation of successful businesses. He has substantial knowledge and experience in Consulting and Training for the Hospitality, Wine, Health,

Leisure and Retail sectors . He was a partner with G&P in Europe and was instrumental in building a chain of 130 businesses that were

successfully exited in 2000.

Focus

Feickert & Co. recognises that skilled people are essential to successful business. The winning formula remains; identify people with innate

talent for a role and continually develop their skills within the business.

The success and growth of an organisation depends on a crucial balance of excellent customer service, effective people, marketing, sales and

returning clients. Only your people can understand and meet the needs of your clients. Only their combined strengths can provide the best

possible services and create a profitable business venture

THE WBS TEAM

Adam Parkinson, Mergers and Acquisitions Specialist Associate

Adam has extensive experience in Mergers, Acquisition and Asset Divestment strategy having worked on some of Australia’s largest andhighest profile corporate restructuring projects.Adam is a CPA and is admitted as a barrister and solicitor in South Australia.

Adam’s wine industry experience began with the receivership of Andrew Garrett wines after which he left professional practice and took on arole with a wine and vineyard management company. During his 3 years in this role Adam was tasked with restructuring and shaping thebusiness for future growth.

Adam now works as a consultant to the wine and other industries advising on asset and business sales, strategy, preparation of informationmemoranda, due diligence and capital raising.

Adam’s qualifications and experience make him an ideal ally during sale negotiations. He is uniquely talented in the area of InformationMemoranda construction and his work has played a vital role in the recent sale of several iconic vineyards, wine brands and wine businesses.

Adam also has the capability to put together and manage a large scale due diligence team quickly if required.

THE WBS TEAM

Dr Johan Bruwer, Research Associate

Johan had the research and academic leadership role in the Wine Business Group at the world-renowned University of Adelaide for

more than10 years. He is one of the world’s foremost authorities on regional marketing, wine event research, the cellar door and

direct mail clubs.

During his career, Johan had conducted research for 195 companies in 35 wine regions in 6 countries.

Johan has authored more than 200 research publications, of which at least 100 are wine-specific and has conducted research on the

global wine market, its drivers, consumer dynamics and regulatory aspects on every major importing, producer-exporter and most

emerging markets.

For example, Johan regularly does strategic research work for the Wine Australia on their export market dynamics, competitive forces,

etc.

Luanne Hill, Business Performance Enchantment Associate

Luanne’s area of focus is the alignment of people with strategy. She works with business leaders to develop practical approaches to

creating the environment and culture necessary to enable people to do their best work and deliver for the business and its customers.

Over the last 15 years, she has been involved with designing and implementing organisational improvement, change and culture

development initiatives. As a coach, Luanne focuses on enabling effective leadership through facilitating strategic thinking, planning

business renewal, building leader capability and aligning human and business strategies. Luanne’s expertise is in ‘making change stick’.

Luanne has an MBA from Macquarie University Sydney and has studied Coaching & Consulting for Change at INSEAD, France. She has

led the cultural and change management initiatives of some of the world’s best known consulting and financial services brands, She also

runs her own wine business.

THE WBS TEAM

Wine Business Solutions has an extensive network of the best wine specialist:

• Accountants

• Lawyers

• Mergers and Acquisition support

• Recruitment firms

• Graphic Designers

• Web Designers

• Research Providers

• Etc.

so as to ensure that no matter what your wine business management issue is, we will help

you find the best solution.

WBS’ NETWORK

Ph +612 9744 8332 · Fax +612 9475 0447

info@winebusinesssolutions.com.au

Peter McAtamney · Ph +61 414 226 117

peter@winebusinesssolutions.com.au

http://winebusinesssolutions.com.au