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Upcoming Seminars Homestudy Courses General Information

Building Value in the Wine Business

and Planning for Purchase, Sale and Succession

November 7 & 8, 2013 -- Napa, CA








Building Value in the Wine Business


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.

And if you own a winery, vineyard or wine brand or are considering the purchase or sale of any of these, this program is a must to better acquaint you with the purchase and sale process. Our experienced faculty will guide you through key aspects of the process.

Thank you to the Seminar Sponsor Wines and Vines and to the Reception Sponsors Bacchus Capital Management LLC, Houlihan & Jones and Zepponi & Company.

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 7, 2014.
For questions call 800-574-4852 or email to

Seminar Sponsor:

Credits: See the credit section for full information
CA CLE - 12.5 General Credits
NY CLE - May Claim Credits
GA CLE - 12.0 Regular Hours

Who Should Attend:
Winery Owners and Operators
Farmers and Vineyard Managers
Land Use Professionals
Architects and Engineers
Finance Professionals
Government Officials
Anyone Involved with Winery Business Valuation, Purchase or Sales


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Thursday, Nov. 7, 2013
9:00Introduction and Overview
Bacchus Capital Management LLC
Houlihan & Jones
Zepponi & Company
9:15Valuation of Winery Brands and Operations
Fundamentals of Building Brand Value First Requires an Understanding of How Value is Measured; Breaking Winery Operations into Value Centers – Vineyards, Winery Facilities, Equipment, Brand and Goodwill; Analysis of the Numbers – Breaking Down Financial Statements (Balance Sheet, Profit & Loss, Changes in Equity, Cash Flow Statements); Valuation Metrics – Application of Different Valuation Methodologies; Mergers & Acquisition Analysis in California, the West Coast and the United States. Land Values vs. Production Returns
Hemming Morse LLP
The Correia Company
Zepponi & Company
10:45Identifying and Managing Value Creation in Wine Brands (Part I)
Understanding the Important Levers to Creating Value in a Wine Brand; Operating Best Practices Planning, Forecasting and Financial Controls, Information Intelligence and Analysis; Human Resource Strategies; Attracting and Managing Investment and Debt Financing; Business Strategies - Operating Models and Alternatives; Own versus Lease Production Models
Houlihan & Jones
Kosta Browne Winery
Managing Dir., North America
Accolade Wines
Hall Wines
12:30Lunch (on your own)
1:45Managing Value Creation and Transitioning to the Next Stage (Part II)
Identifying Strategies for Mastering Three Tier Wholesale and Direct to Consumer Sales Channels; Sales and Distribution – Creation and Management of Sales and Marketing Infrastructure; Leveraging Distribution for Value; Wholesaler Management; Methods for Enhancing Direct to Consumer Sales; Consumer Outreach and Customer Relationship Management; Application of Social Media; Strategies for Brand Portfolio and Sales Channel Management; Cost Management and Supply Sources; Supply Chain Management
Vintage Point
4:00Case Studies – Application of Brand Building Strategies (interactive)
Real Life Experiences in Successful Brand Building of Wine Companies; What Were the Challenges to Creating Value; Strategies and Methods that were Applied to Create Value? What was the Outcome and How was Value Realized?
Sbragia Family Vineyards
DeLille Cellars
Woodinville, WA
5:00Adjourn and Reception ~ Sponsored by:
Friday, Nov. 8, 2013
9:00Introduction and Overview
Bacchus Capital Management LLC
Houlihan & Jones
Zepponi & Company
9:15Fundamentals of an Exit Strategy
Understanding the Key Elements to a Successful Exit Strategy; Relationship of Value Creation Process to Exit Strategy; Review of Timing Considerations; Cycles to Sales Process; Review of Different Exit Strategy Alternatives; Assessment of Recapitalization Option in order to Position for Better Exit Point
Moss Adams LLP
Zepponi & Company
10:15Estate Planning and Tax Considerations in Exit Strategy
Overview of Estate and Tax Planning Strategies for the Successful Implementation of an Exit Strategy Importance of Planning Prior to Execution of Exit Strategy; Estate Planning Tips and Trends for Transitioning Business to Family or Employees; Navigating Tax Code Incentives and Hazards; Strategies for Minimizing Audits and Litigation of Exit Strategies
Gaw Van Male
Burr Pilger Mayer
11:30Understanding the Sale Process
Overview of the Sale Preparation and Marketing Process; Preparation of Financial Information; Creating Marketing Documents and the Information Memorandum; Prospecting and Identifying Buyers; Use of Data Rooms; Review of the Closing Process
Zepponi & Company
12:15Lunch (on your own)
1:30Negotiating the Purchase and Sale Agreement
Explanation of the Marketing, Negotiation, and Definitive Agreement Sale Process; Review of Process for Marketing Wine Brand for Sale; Expressions of Interest, Letter of Intent, Term Sheets, and Preliminary and Nonbinding to Documents; Analysis of Deal Structures; Managing the Due Diligence Process; Strategic Partnerships and Joint Ventures; Tips for Structuring Shareholder and Partnership Buyouts
Carle Mackie Power & Ross LLP
Carle Mackie Power & Ross LLP
3:45Overcoming Deal Point and Deal Breaker Issues
Review of Practical Methods for Resolving Impasses in Negotiating Sales or Transition Agreements; Managing Seller and Buyer Expectations; Navigating Through TTB and ABC Compliance Requirements; Methods for Bridging Gaps in Valuation; Structuring and Overcoming Equity and Debt Financing Contingencies; Understanding Working Capital Adjustments and Alternatives; Confidentiality and the Role of Employees and Distributors; Environmental, Water and Wastewater Issues
Greenburg Traurig LLP
Dickenson Peatman & Fogarty


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Tammy Boatright, Program Co-Chair, is Founder and President of VingDirect, a firm that helps wineries grow direct to consumer sales. Prior to founding VingDirect in 2009, she served as the head of Foster’s Wine Estates U.S. Direct to Consumer division. In this role, she was acting President of Windsor Vineyards from 2005-07 and President of International Wine Accessories from 2004-07.

Quinton Jay, Program Co-Chair, Managing Director with Bacchus Capital Management LLC, has 17 years of experience running both boutique and well-known wineries as well as in strategic consulting in the wine and finance industries.

Martin A. Jones, Program Co-Chair, a partner with Houlihan & Jones and President of Artisan Source LLC, has more than 25 years of sales, marketing and general management experience. He has also worked with Barefoot Cellars, implementing value enhancement programs.

Mario Zepponi, Program Co-Chair, President of Zepponi & Company, has extensive experience 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.

David Biggar, a partner with Vintage Point, is a 20-year veteran of the premium wine business with experience in sales and marketing for domestic and imported wines. He was previously Vice President and General Manager, Marketing, California Brands for Foster’s.

Rick Boland, Senior Business Consultant with Moss Adams LLP, has over 25 years of senior level executive experience providing financial and operational leadership and consulting advice to companies across a variety of industries.

Tony Correia, ARA, Owner of The Correia Company, provides valuation and consulting services on agricultural and rural properties, specializing in wineries, vineyards, estate planning and settlement, undivided partial interests in real property, and water rights.

Chris Costello, co-founder of Kosta Browne Winery, has been primarily responsible for solutions to meet the demand for Kosta Browne wines. In 2009, he took the lead in consummating the relationship with the winery’s new partner, Vincraft.

Steve Cousins is General Manager of Sbragia Family Vineyards. He is responsible for all business operations of the winery including the development and implementation of the company’s sales, marketing and strategic plans. He has 30 years of wine industry experience, with expertise in general management, branding, marketing and sales.

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.

David B. Gaw, a Co-Founder of Gaw Van Male, chairs the firm’s Estate Planning Department and Wealth Planning Group. He is a Certified Specialist in Estate Planning, Probate and Trust Law, designated by the State Bar of California Board of Legal Specialization.

Phillip H. Kalsched, a partner with Carle Mackie Power & Ross LLP, has experience in complex real property, portfolio acquisitions, and the disposition of loans and real property. His practice includes business transactions with an emphasis in real estate and financing.

Joseph C. Kitts, a Shareholder in Tax Services with Burr Pilger Mayer, is a specialist in the planning of estates and trusts. He focuses on tax planning and compliance for business entities, with particular emphasis on business transactions and buy/sell agreements.

Greg Lill is Co-Owner and CEO of DeLille Cellars in Woodinville, Washington. Founded in 1992, DeLille is a small winery whose goal is to make the best handcrafted, old-world style red and white wine in the state of Washington.

Craig Lilly, a shareholder with Greenburg Traurig LLP, focuses on private equity, fund services, mergers and acquisitions, and corporate finance. He has advised in numerous joint venture and investment transactions in the hospitality, wine, real estate and technology industries.

Jeremy L. Little is an attorney with Carle Mackie Power & Ross LLP, practicing in the firm’s transactional group. He has negotiated, drafted, and closed wine-related and real estate transactions; vineyard, estate, and grape purchase agreements; and brand purchases.

Tim Matz is Managing Director, North America, with Accolade Wines. He brings extensive experience in the North American wine industry, along with a familiarity with the Australian wine industry, through a previous role as President of Southcorp Wines in North America.

Elizabeth R. Palmer, Senior Counsel with Dickenson Peatman & Fogarty, joined the firm’s business group in 2011 and is the senior business lawyer in its Santa Rosa office. Her experience covers a broad range of business matters.

Mike Reynolds, President of Hall Wines, joined the firm in December, 2002 as winemaker and general manager, and was named President in 2006. During that period, he has overseen development of the Hall brand, wineries, and vineyard operations.

David Von Stroh is a Senior Vice President with Zepponi & Company. He has more than 10 years of investment banking and corporate advisory experience that includes mergers, acquisitions, joint ventures, and equity and debt financings.


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This seminar is approved for the following credits

THE SEMINAR GROUP is a State Bar of California approved MCLE provider; therefore, this course is approved for 12.5 general CLE credits.

New York CLE may claim credits.

This course has been approved by the Commission on Continuing Lawyer Competency of the State Bar of Georgia for mandatory continuing legal education credit in the amount of 12.0 regular hours.

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


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Attorney $895.00
2 or more $845.00
Other Professionals $695.00
Government / Non-Profit $695.00
New Associate $560.00
Other Professionals $560.00
Student $447.00
Day One $560.00
Day Two $560.00
Printed Materials $225.00
DVD Homestudy $920.00
CD Homestudy $920.00
Materials Download $200.00
On Demand - All Sessions $895.00
On Demand Session 1 $118.00
On Demand Session 2 $118.00
On Demand Session 3 $158.00
On Demand Session 4 $79.00
On Demand Session 5 $79.00
On Demand Session 6 $98.00
On Demand Session 7 $59.00
On Demand Session 8 $118.00
On Demand Session 9 $98.00

Fee Description

Cancellation Policy

We will refund your tuition less a $50 cancellation charge if we receive your cancellation by 11/1/2013.


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This seminar is being held at:
Napa Valley Marriott Hotel & Spa
3425 Solano Avenue
Napa, CA 94558
Phone: 707-253-8600
Please call the hotel for directions/questions.
Get directions to seminar location.


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Download brochure to get a printable version of all seminar information.


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Register now.

Click here for more information regarding registration.

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