terclim by ICS banner
IVES 9 IVES Conference Series 9 OIV 9 OIV 2024 9 Orals - Economy and law 9 Evidence of successful wine business strategies: customer acquisition, value or retention?

Evidence of successful wine business strategies: customer acquisition, value or retention?

Abstract

This presentation illustrates a series of successful wine businesses, which have managed to counter the downward trend impacting the global industry. How these businesses have been successful is explained through the planning and execution of strategies that focused on a clear and consistent aim in attracting new consumers. These cases add weight to the ehrenbergian position that for a business to be successful it must target new customers as a priority over alternative options like increasing value or improving customer retention. 

Preuve de stratégies commerciales réussies dans le secteur du vin : acquisition, valeur ou fidélisation des clients ?

Cette présentation montre une série d’entreprises viticoles, qui ont réussi à contrer la tendance à la baisse qui touche l’industrie mondiale. Le succès de ces entreprises s’explique par la planification et l’exécution de stratégies axées sur un objectif clair et cohérent consistant à attirer de nouveaux consommateurs. Ces cas ajoutent du poids à la position ehrenbergienne selon laquelle pour qu’une entreprise réussisse, elle doit cibler de nouveaux clients en priorité plutôt que des options alternatives telles que l’augmentation de la valeur ou l’amélioration de la fidélisation de la clientèle.

Evidencia de estrategias comerciales exitosas del vino: ¿adquisición, valor o retención de clientes?

Esta presentación ilustra una serie de negocios vitivinícolas exitosos, que han logrado contrarrestar la tendencia a la baja que afecta a la industria global. El éxito de estos negocios se explica a través de la planificación y ejecución de estrategias que se centraron en un objetivo claro y consistente de atraer nuevos consumidores. Estos casos añaden peso a la posición de ehrenberg de que para que una empresa tenga éxito debe dirigirse a nuevos clientes como prioridad sobre opciones alternativas como aumentar el valor o mejorar la retención de clientes.

DOI:

Publication date: November 18, 2024

Issue: OIV 2024

Type: Article

Authors

Damien Wilson¹

¹ Wine Business Institute, Sonoma State University, 1801 E Cotati Ave, Rohnert Park, CA, United States of America

Contact the author*

Tags

Full papers OIV 2024 | IVES Conference Series | OIV | OIV 2024

Citation

Related articles…

Assessing the feasibility of direct injection for pesticide residue analysis in grape juice by liquid chromatography/triple quadrupole mass spectrometry

In Brazil, the regulation of pesticide residues is guided by the National Health Surveillance Agency (ANVISA) and the Ministry of Agriculture and Livestock (MAPA), emphasizing the importance of monitoring pesticide levels in agricultural products to protect consumer health.

Training rats to drink red wine: effects of different drinking approaches on drinking/feeding habits, weight gain and survival from myocardial infarction

The habit of regular, moderate wine consumption, particularly with meals, is associated with protective effects from coronary heart disease. Epidemiological studies looking at myocardial protection/recovery focus mainly on the effects of red wine due to its high content in antioxidants, especially polyphenols. In several previous studies, conducted in our laboratory, we have concentrated on the effects of moderate consumption of white wine, by experimental animals (rats), gaining a significant experience in technical and procedural challenges. The scientific literature, and our past experience, suggests that rats are resilient towards consumption of full bodied, barrique red wines.

Vitiforestry as innovative heritage. Adaptive conservation of historical wine-growing landscapes as response to XXI century’s challenges.

Traditional agricultural and agro-pastoral systems (prior to industrial revolution) often have the characteristic of being multiple systems, in which multiple crops are hosted simultaneously on the same plot. currently research suggests to study more in depth the potential of multiple agricultural systems in order to detect those characteristics of multiple agrarian systems that could allow modern viticulture to adapt to the challenges posed by climate change: rising temperatures with impacts on the phenological cycle of the vine, resurgence of plant deseases, extreme soil washout phenomena and hail storms, among others.

Digital PCR: a tool for the early detection of brettanomyces in wine

Brettanomyces bruxellensis is found in various ecological niches, but particularly in fermentative processes: beer, kombucha, cider and wine. In the oenological sector, this yeast is undesirable, as it can produce ethyl phenols, thus altering wine quality. These compounds are characterized by stable or horse-sweat aromas, unpleasant for consumers.

Analysing consumers’ decision-making process for non-alcoholic spirit drinks and dehalcolized aromatized wines 

In recent years, the consumption of alcoholic beverages is changing, driven by evolving consumer preferences and societal trends, including a wave of health consciousness. Among these changes, the emergence and proliferation of nolo (no alcohol/low alcohol) alcoholic beverages have gained significant attention within the industry. Nolo alcohol beverages are produced to emulate the appearance, aroma, and taste of alcoholic beverages, potentially facilitating a sense of social integration when consuming a product that closely resembles alcohol.