d2c: dealing direct: peter mcatamney
DESCRIPTION
Peter McAtamney, Principal of Wine Business Solutions, will host a panel discussion on the growth in direct to consumer sales. Peter will provide insights from his research and experience on successes and failures in this channel and how Australian wine can achieve greater cut through. Peter will be joined in a panel Q&A by Mike Osborn, Founder, wine.com; Liu Jun, CEO, yesmywine.com; Josh Genderson, Wine Buyer, Schneiders of Capitol Hill and Dean Taylor, CEO, Crackawines.com.au to discuss market specific considerations.TRANSCRIPT
DIRECT TO CUSTOMER
PANEL SESSION
WHAT IS DIRECT TO CUSTOMER?
THE SAMPLE
Aus 78 NZ 12 SA 9
>500,000 3 >500,000 1 >500,000 1
50,000-499,999 10 50,000-499,999 1 50,000-499,999 3
5000-49999 30 5000-49999 8 5000-49999 3
1000-4999 21 1000-4999 2 1000-4999 1
<1000 14 <1000 0 <1000 1
BUSINESS PERFORMANCE
Note that conversion
rates of 9.25 Rand and
$NZ1.15 to the $A were
used
DtC SHARE OF REVENUE
Exclude one large family company and that number rises
to 20%
GROWTH of DtC REVENUE
Size 2013 2012 Change
>500,000 8,462,174$ 8,026,522$ 5%
50,000-499,999 9,156,164$ 9,157,999$ 0%
5000-49999 25,883,662$ 23,119,911$ 12%
1000-4999 3,106,512$ 2,581,565$ 20%
<1000 481,306$ 312,775$ 54%
Grand Total 47,089,818$ 43,299,615$ 9%
3 r d PARTY ONLINE RETAILER’S SHARE
3 r d PARTY ONLINE RETAILER’S GROWTH
SO WHAT IS ONLINE RETAIL?
• AN AWESOME NEW PATH TO MARKET?
• YOUR OUTSOURCED DIRECT TO CUSTOMER PARTNER?
• A BRILLIANT NEW PORTAL FOR WINE DISCOVERY?
• YOUR DIRECT COMPETITOR?
THE CHALLENGE