The wine industry has experienced considerable change over the past few years as the importance of growing total business value has become an increasing priority. Whether the goal is family legacy or eventual sale and exit, owners and operators are aligned in the need to optimize the value of their brands, distribution systems and operating platforms in addition to their estates and hard assets. Unlike many staple commodities, wine is an affordable luxury and every brand must differentiate itself on multiple levels appealing to the discretionary purchasing behavior of consumers. Understanding the many drivers of value and how to effectively influence them will benefit owners, senior managers, professional service providers and estate planning specialists.
Thank you to the Seminar Sponsor
Wines and Vines and
to the Reception Sponsors
Houlihan & Jones and
Zepponi & Company.
Seminar Sponsor:
We have recently changed our On Demand program
so attendees
can view across more platforms. Check the new system requirements.
Check the credits section for homestudy credits available for the On Demand.
This seminar must be downloaded and viewed before it expires on November 8, 2013.
For questions call 800-574-4852 or email to
info@theseminargroup.net
Credits: See the credit section for full information
CA CLE - 6.25 General CLE Credits
Who Should Attend:
Attorneys
Winery Owners and Operators
Farmers and Vineyard Managers
Land Use Professionals
Architects and Engineers
Finance Professionals
Government Officials
Anyone Involved with Winery Business Valuation
Thursday, Nov. 8, 2012
| 9:00 | Introduction and Overview |
Houlihan & Jones
Principal
Zepponi & Company
| 9:10 | Understanding Values in a Wine Business |
Valuation Metrics; P&L, Balance Sheet and
Cash Management; Valuing Equity, Real Estate,
Inventory, Equipment, Business Analytics
Hemming Morse LLP
Zepponi & Company
| 10:15 | Strategies and Best Practices to
Increase Wine Business Valuation |
Operating Practices: Developing the Team;
Managing Toward Financial Benchmarks;
Managing the Selling and Marketing Process;
Business Intelligence; Brand Building; Establishing
and Expanding Goodwill; Valuable Wine Brands
and Why
SVP, Sales & Marketing
Rodney Strong Vineyards
Sr. Vice President
Purple Wine Company
| 1:00 | Market Strategies That Increase
Brand Value |
Identifying Important Target Markets; Types of
Distribution – Three Tier, Direct; Selecting the
Right Distribution Mix for the Brand
• Wholesale: Working with Distributors to Create
Effective Marketing Strategies; Developing
Distribution Channels;
Understanding
Wholesaler Distribution Options; Retaining
Valuable Retail Customers as the Business
Develops;
Using Marketing Alliances Effectively
Cameron Hughes Wine Company
• Consumer Direct: E-commerce; Customer
Relationship Management, (CRM); Integrated
Selling Strategies –
Web, Auction, “Flash”,
Telemarketing, Tasting Room, Wine Club,
Catalogue; Compliance; Logistics
Founder/Board Member
Wine Shop at Home
VinoPRO
Challenges Posed by Unrealistic Owners'
Expectations; Wine Inventory; Working Capital
Adjustments; Contracts and Leases; Real Estate
Principal
Zepponi & Company
| 3:15 | Leveraging Capital to Build Value |
Use of Working Capital and Financing to Bring
Your Operation to the Next Level
Ackrell Capital LLC
Zepponi & Company
| 4:00 | Case Studies and Panel Discussion:
The Wine Business Sales Experience |
Lessons Learned From Successful Founders Whose
Businesses Have Attracted Strategic and Investor
Interest: Value Growth Culture, Allocating
Resources For Maximum Value, Appealing to
Acquirers and Investors, Managing the Transition,
Tax Considerations
Purple Wine Company
GreatThinks/Houlihan & Jones
| 5:00 | Reception ~ Sponsored by: |
Martin A. Jones, Program Co-Chair, Founder of Artisan Source LLC, has more than 25 years of sales, marketing and general management experience. He has worked on extended assignments with privately held businesses where he provided hands-on support to owners in the fields of marketing, sales, operations, business planning and refinancing.
Mario Zepponi, Program Co-Chair, is President of Zepponi & Company, a global wine industry mergers and acquisitions transaction and strategic planning advisory firm. He has extensive experience in performing brand, winery and vineyard valuations, as well as negotiating and structuring purchase, sale, and lease transactions.
James A. Andersen, CPA/CFF/ABV, ASA, is a partner with Hemming Morse LLP. Over the last 30 years, his focus shifted from his extensive tax background to business valuation, financial consulting, and the forensic consulting arena.
Dennis Carroll is President of Purple Wine Company, which produces the brands Avalon, BEX, Blue Jean, Mark West and Rock Rabbit. He is also President and Chief Operating Officer of custom vintner Sonoma Wine Company, which has seven North Coast facilities.
Carmen Castaldi is Senior Vice President of Sales and Marketing with Rodney Strong Wine Estates. He is responsible for overseeing sales and marketing operations, and has also led his team to successfully transition the purchase and repositioning of the Davis Bynum brand.
George Coope, a partner with Ackrell Capital LLC, has more than 20 years of investment banking and advisory experience with branded consumer companies and retailers. Prior to joining Ackrell Capital, he was Executive Vice President of Demeter Group.
Matt Franklin, CPA, CFA, a principal with Zepponi & Company, has over 15 years of corporate finance advisory experience, including mergers and acquisitions, equity and debt financings, valuation, and technical accounting.
Michael C. Houlihan is Managing Partner of Great Thinks, a wine and products consulting firm specializing in brand creation, development and marketing concepts. He is also Founder, President and CEO of Barefoot Cellars, a Market Watch’s Hot Brand for four years running.
Ron Janowczyk, Senior Vice President of Sales of Purple Wine Company, is responsible for distribution, sales, and sales management. He was previously Central Regional Manager, National Programming and Pricing Manager, and President of Artisan & Estates for Kendall Jackson.
John F. Lynch is the founder, and a Board Member, of Wine Shop at Home.
Doug Rogers, Chief Operating Officer of Cameron Hughes Wine Company, has been in the wine industry for over 25 years. He has worked with wineries in France, Italy, Chile and Australia in the development of their wines for the U.S. market.
Jeff Stevenson is President and CEO of VinoPRO, which he founded in 2007. He has over 30 years of business experience in sales, venture capital, business development, electrical engineering, programming and software/information technology.
David Von Stroh is a Senior Vice President with Zepponi & Company. He has more than ten years of investment banking and corporate advisory experience that includes mergers, acquisitions, joint ventures, and equity and debt financings.
This seminar is approved for the following credits
CA CLE
THE SEMINAR GROUP is a State Bar of California approved MCLE provider; therefore, this course is approved for 6.25 general CLE credits.
If this seminar has not been approved for the credits you require, let us know and we will look into it for you.
Information on Continuing Education Credits
| Single Registration |
$595.00 |
| |
| 2 or more (each) |
$570.00 |
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| Government Employee |
$495.00 |
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| Non-Profit / NGO |
$495.00 |
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| Winery / Brewery / Distillery |
$495.00 |
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| New Associate |
$460.00 |
| |
| Paralegal |
$460.00 |
| |
| Student |
$327.00 |
| |
| Printed Course Materials |
$125.00 |
| |
| DVD Homestudy |
$620.00 |
| |
| CD Homestudy |
$620.00 |
| |
| Downloadable Course Materials |
$100.00 |
| |
| On Demand (All Sessions) |
$595.00 |
| |
| On Demand Session 1 |
$105.00 |
| |
| On Demand Session 2 |
$157.00 |
| |
| On Demand Session 3 |
$157.00 |
| |
| On Demand Session 4 |
$52.00 |
| |
| On Demand Session 5 |
$79.00 |
| |
| On Demand Session 6 |
$105.00 |
| |
Fee Description
Cancellation Policy
We will refund your tuition less a $50 cancellation charge if we receive your cancellation by 11/2/2012.
| This seminar is being held at: |
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| The Meritage Resort & Spa |
|
875 Bordeaux Way
Napa, CA 94558
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| Phone: (707) 251-1900 |
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A courtesy block of sleeping rooms has been set aside at a group rate. To reserve, please call the resort and ask for in-house reservations. Mention THE SEMINAR GROUP.
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Get directions to seminar location.
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Download brochure to get a printable version of all seminar information.
Register now.
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