DTC Sales Help Wineries Rebound

Here is an important article from Steve Heimoff for small production wineries to consider: http://www.steveheimoff.com/index.php/2011/05/26/dtc-sales-help-wineries-rebound-study-suggests/

My comments were:

Great conversation folks. It seems to me that a balanced channels approach makes the most sense, including distribution, retail and DTC. Having a strong DTC marketing program is not optional for small producers that must move product and build their brand, and as such I agree with Steve’s comments about DTC margins. Only a few cultish and well established wineries here in Oregon can survive selling FOB and wholesale only. That said, growing DTC revenue is a slow burn and requires advance planning and creativity, which many small wineries have yet to do.

One thought on “DTC Sales Help Wineries Rebound

  1. Thanks for sharing this article on DTC Carl. I was glad to see that on Steve’s site as well. I definitely would love to think that there’s going to be a resurgence of boutique distributors to represent smaller, artisan brands but you’re right in that DTC has better margins. A balance is definitely ideal.

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