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North Bay Business Journal

Wine Industry Conference 2011

April 28, 2011
Hyatt Vineyard Creek Hotel & Spa, Santa Rosa

full room at Hyatt Vineyard Creek Hotel

A capacity audience of about 420 gathered on a Thursday morning to hear two panels of experts in direct sales and social media as well as mergers and acquisitions discuss trends. The M&A panel included some of the most active buyers of wine brands, wineries and related assets these days.

Welcome

Brad Bollinger, Editor-in-Chief, Associate Publisher, North Bay Business Journal

Recording (MP3): Introduction and Jess Jackson tribute

Mergers and acquisitions panel

mergers and acquisitions discussion panel

Matt Lewis

Moderator: Matt Lewis

Peter Byck

Peter Byck, co-founder, chief executive officer and president of Winery Exchange, Novato

Bill Foley

Bill Foley, president and CEO of Foley Family Wines, Healdsburg

Dan Leese

Dan Leese, president and co-founder of V2 Wine Group, Sonoma

Stewart Resnick

Stewart Resnick, co-owner of Fiji Water and recent buyer of Justin Winery and Vineyards, Paso Robles

Pete Scott

Pete Scott, CEO of The Vincraft Group, Sonoma

Mario Zepponi

Mario Zepponi, principal of Zepponi & Company

Presentations (PDF format)

Panel discussion recording (MP3)

Social media and direct sales panel

Bill Leigon and rest of the direct sales and social media panel

Ron Denner

Ron Denner, owner of Denner Vineyards, Paso Robles

Larry Dutra

Larry Dutra, president and CEO of Adams Wine Group, Westlake Village

Bill Leigon

Bill Leigon, president of Hahn Family Wines, Napa and Soledad

Lisa Mattson

Lisa Mattson, communications director of Jordan Vineyard & Winery, Geyserville

Presentations (PDF)

Recording (MP3)

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Conversation from the conference on Twitter

#nbbjwine OR #wineindconf

  1. NBBJ: Pete Scott added to his “string of pearls” comment at the conference today with acq. of Gary Farrell Winery. http://bit.ly/kLdAAj #nbbjwine 4/28/11 via web
  2. recruiterderek: RT @NBBJ: Resnick: For sellers: Anticipate buyer ?s. How will business transition without the founders? #nbbjwine 4/28/11 via Twitter for iPhone
  3. visitawinery: Suggestions to #nbbjwine, post your # tag early in the meeting, then tell people about it. #wineindconf 4/28/11 via web
  4. ThomsonVyrds: #Mergers & #Acquisitions in #Wine Biz #nbbjwine this morn. & Synergos Series Panel on hype around “Sustainability” tonight. #CatchMeIfYouCan 4/28/11 via web
  5. NBBJ: Resnick: For sellers: Anticipate buyer ?s. How will business transition without the founders? #nbbjwine 4/28/11 via Twitter for iPhone
  6. NBBJ: Scott: For sellers: Sales always emotional. Get over emotional aspect before selling. Realize buyer needs a way to make money. #nbbjwine 4/28/11 via Twitter for iPhone
  7. NBBJ: Leese: For sellers: If you have your name on the brand and don’t plan to leave, take your time to find the right buyer. #nbbjwine 4/28/11 via Twitter for iPhone
  8. NBBJ: Foley: For sellers: Don’t wait (too long) for winery or brand get stressed and you become forced to do what you don’t want to do. #nbbjwine 4/28/11 via Twitter for iPhone
  9. NBBJ: Zepponi: For sellers: Position winery for sale 2-3 yrs in advance. #nbbjwine 4/28/11 via Twitter for iPhone
  10. PasoRoblesWiner: DryCreekVnyd: Some heavy hitters on the next panel including Bill Foley, Dan Leese and more. #nbbjwine http://drycreekqr.com/RoLTE 4/28/11 via 7camp
  11. ThomsonVyrds: Land and marketing both capital investments according to Pom & Fiji Tycoon Resnick at #nbbjwine 4/28/11 via TweetDeck
  12. ThomsonVyrds: Wine business is a personal business, must be respectful about how people feel about their business – Foley on M&A #nbbjwine 4/28/11 via TweetDeck
  13. NBBJ: David Freed Q: Lower $ bring more intl buyers? Mario Zepponi: Yes though many inquiries we get not familiar with wine industry. #nbbjwine 4/28/11 via Twitter for iPhone
  14. sonomawiner: DryCreekVnyd: Awesome panel. Great discussion about all things social. Thanks to @NBBJ for hosting #nbbjwine http://drycreekqr.com/t38MJ 4/28/11 via 7camp
  15. DryCreekVnyd:: Awesome panel. Great discussion about all things social. Thanks to @NBBJ for hosting #nbbjwine http://drycreekqr.com/8X0yu 4/28/11 via 7camp
  16. ThomsonVyrds: Resnick has been in the #Wine #Biz all of 6 months, and he notices how fragmented it it. Outside eyes are fresh eyes. #nbbjwine 4/28/11 via TweetDeck
  17. NBBJ: Stewart Resnick: after blt 125-emp Fiji Water, got large distribution network. Applied network to wine, looked 3-4 yrs for target. #nbbjwine 4/28/11 via Twitter for iPhone
  18. CyrilPenn: Hey guys – keep the tweets from #wineindConf coming – I’m not there today but can live vicariously through your tweets 4/28/11 via web
  19. NBBJ: Byck: investment bankers say we’re one fastest growing independent companies in the U.S. #nbbjwine 4/28/11 via Twitter for iPhone
  20. NBBJ: Peter Byck: WineryExchange sales $100m+ in 2011. #nbbjwine 4/28/11 via Twitter for iPhone
  21. NBBJ: Scott: expect to have tangible assets as part of transaction. Challenging when asset heavy and little cash flow in target. #nbbjwine 4/28/11 via Twitter for iPhone
  22. NBBJ: Pete Scott: portfolio approach: “string of pearls” of boutique producers. Partner with existing owners to keep brand equity. #nbbjwine 4/28/11 via Twitter for iPhone
  23. sonomawiner: DryCreekVnyd: “The public has been put back in public relations. Great quote . #nbbjwine http://drycreekqr.com/Jjwz0 4/28/11 via 7camp
  24. DryCreekVnyd:: “The public has been put back in public relations. Great quote . #nbbjwine http://drycreekqr.com/IEI7K 4/28/11 via 7camp
  25. ThomsonVyrds: You can’t be caught dead not being in #Costco – V2 Wine Group #nbbjwine 4/28/11 via TweetDeck
  26. NBBJ: Leese: want to build portfolio market values and wants. #nbbjwine 4/28/11 via Twitter for iPhone
  27. NBBJ: Leese: we look to partner with family wineries having a tough time in the marketplace. #nbbjwine 4/28/11 via Twitter for iPhone
  28. ThomsonVyrds: RT @NBBJ: Foley: my sweet spot: asset heavy bizs, generational changes, senior owner wants to exit. #nbbjwine 4/28/11 via Twitter for iPhone
  29. NBBJ: Foley: my sweet spot: asset heavy bizs, generational changes, senior owner wants to exit. #nbbjwine 4/28/11 via Twitter for iPhone
  30. NBBJ: Leese: the industry has changed and it wil not go back to what it was with consolidation of distributors and retailers #nbbjwine 4/28/11 via Twitter for Android
  31. ThomsonVyrds: #StayingPower: I’m a long term player in the #Wine Industry – Bill Foley #nbbjwine 4/28/11 via TweetDeck
  32. NBBJ: Foley: You can create a discount today what you couldn’t create 5-10-15 years ago. #nbbjwine 4/28/11 via Twitter for iPhone
  33. NBBJ: Foley: you can create at a discount today what you couldn’t have done 5, 10, 15 years ago #nbbjwine 4/28/11 via Twitter for Android
  34. ThomsonVyrds: 3,000 acres in timberland!? #ORwine people should be up in arms! Foley utilizing precious land for timber in your #winecountry… #nbbjwine 4/28/11 via TweetDeck
  35. NBBJ: Zepponi: we are in recovery but you can position yourself for sale if you are a winery with a marquee asset or strong cashflow #nbbjwine 4/28/11 via Twitter for Android
  36. visitawinery: Bill Foley speaking now. Quite a character. #wineindConf #nbbjwine getting political. 4/28/11 via Twitter for iPhone
  37. NBBJ: RT @ThomsonVyrds: Lifestyle Buyers do still exist in the market says Mario Zepponi about Mergers & Acquisitions in the #Wine Industry. #nbbjwine 4/28/11 via TweetDeck
  38. NBBJ: Zepponi: not an immediate rebound in consumer purchases, wineries need to adjust to the times #nbbjwine 4/28/11 via Twitter for Android
  39. ThomsonVyrds: Foley Family Winery investments will not be able to be replicated in years to come #nbbjwine 4/28/11 via TweetDeck
  40. NBBJ: Zepponi: there is an expansion to the buyer pool #nbbjwine 4/28/11 via Twitter for Android
  41. sonomawiner: DryCreekVnyd: “If you can do what you say you can do, its not ; #nbbjwine http://drycreekqr.com/oZpEH 4/28/11 via 7camp
  42. DryCreekVnyd: Seeing all the mergers and acquisitions in the wine industry spelled out on Powerpoint slides is quite amazing. #nbbjwine 4/28/11 via TweetDeck
  43. visitawinery: Mario Zepponi discussing sales and acquisition of wineries in 2010-2011. #wineindConf or #nbbjwine 4/28/11 via Twitter for iPhone
  44. ThomsonVyrds: Lifestyle Buyers do still exist in the market says Mario Zepponi about Mergers & Acquisitions in the #Wine Industry. #nbbjwine 4/28/11 via TweetDeck
  45. ThomsonVyrds: RT @DryCreekVnyd: Some heavy hitters on the next panel including Bill Foley, Dan Leese and more. #nbbjwine 4/28/11 via TweetDeck
  46. NBBJ: M&A panel discussion about to begin. #nbbjwine 4/28/11 via Twitter for iPhone
  47. DryCreekVnyd: Some heavy hitters on the next panel including Bill Foley, Dan Leese and more. #nbbjwine 4/28/11 via TweetDeck
  48. SchugWinery: RT @DryCreekVnyd: Awesome panel. Great discussion about all things social. Thanks to @NBBJ for hosting #nbbjwine 4/28/11 via TweetDeck
  49. SchugWinery: RT @NBBJ: Leigon: ROI on social media?: What’s the ROI on your phone or winemaker? #nbbjwine 4/28/11 via Twitter for iPhone
  50. DryCreekVnyd: Awesome panel. Great discussion about all things social. Thanks to @NBBJ for hosting #nbbjwine 4/28/11 via TweetDeck
  51. NBBJ: Leigon: Coming shortage of North Coast grapes/wine big problem for negociants. $25-$35/gal bulk Napa cab not sustainable for us. #nbbjwine 4/28/11 via Twitter for iPhone
  52. Bocomendoca: Tweet of the Morning RT @NBBJ: Leigon: ROI on social media?: What’s the ROI on your phone or winemaker? #nbbjwine 4/28/11 via TweetDeck
  53. NBBJ: Mattson: Found that training staff to do tasting note updates and other media amounted to cost of outsourcing. #nbbjwine 4/28/11 via Twitter for iPhone
  54. Nyk_King: @visitawinery Thanks for being one of only 400+ people to tweet at #wineindconf 4/28/11 via TweetDeck
  55. NBBJ: Leigon: ROI on social media?: What’s the ROI on your phone or winemaker? #nbbjwine 4/28/11 via Twitter for iPhone
  56. NBBJ: Leigon: business is good and coming back. $20-$25 price category sales growing. #nbbjwine 4/28/11 via Twitter for iPhone
  57. NBBJ: Mattson: adapt the media to your brand, it doesn’t have to be the other way. #nbbjwine 4/28/11 via Twitter for Android
  58. NBBJ: Mattson: re: social media: Public relations has been turned over to the people. #nbbjwine 4/28/11 via Twitter for iPhone
  59. visitawinery: @jordanwinery your presentation was great. I want it? Best winery perspective I hv seen. Good job. #wineindConf 4/28/11 via Twitter for iPhone
  60. DryCreekVnyd: “The public has been put back in public relations. Great quote . #nbbjwine 4/28/11 via TweetDeck
  61. NBBJ: Mattson: consistency with brand on and offline #nbbjwine 4/28/11 via Twitter for Android
  62. SchugWinery: play to play #nbbjwine 4/28/11 via Mobile Web
  63. visitawinery: Being agile is key. Good point @jordanwinery thanks for sounding and presenting contemporary info at #wineindConf 4/28/11 via Twitter for iPhone
  64. NBBJ: Mattson: if you provide for the people with social media, they will provide for you #nbbjwine 4/28/11 via Twitter for Android
  65. visitawinery: Think as a publisher not a marketer. Good comment by Lisa Mattson of @jordanwinery #wineindConf 4/28/11 via Twitter for iPhone
  66. NBBJ: Mattson: using new media without compromising image #nbbjwine 4/28/11 via Twitter for Android
  67. NBBJ: “@DryCreekVnyd: “If you can do what you say you can do, it’s not bragging.” So said panelist Ron Denner. #nbbjwine 4/28/11 via Twitter for iPhone
  68. visitawinery: Very practical content about being attentive to customers. Ron Denner @ #wineindconf “have a great day” 4/28/11 via Twitter for iPhone
  69. visitawinery: Ron Denner speaking about dtc efforts. Not exactly getting his presentation. #wineindconf 4/28/11 via Twitter for iPhone
  70. SchugWinery: @NBBJ thanks for tweeting, keep it coming! #nbbjwine 4/28/11 via Mobile Web
  71. CrysPeterson: @Nyk_King Don’t feel left out – I had no idea this was going on today either… #wineindconf 4/28/11 via TweetDeck
  72. DryCreekVnyd: “If you can do what you say you can do, it’s not bragging.” #nbbjwine 4/28/11 via TweetDeck
  73. NBBJ: Dutra: They won’t be your customer forever, optimize the customer while they are. #nbbjwine 4/28/11 via Twitter for iPhone
  74. NBBJ: Dutra: manage the entire customer lifestyle. This starts before they visit you. #nbbjwine 4/28/11 via Twitter for Android
  75. Nyk_King: I didnt even hear about it, I feel left out :( Looking 4ward to ur tweets @visitawinery its in Santa rosa NBBJ #wineindConf 400+ people here 4/28/11 via TweetDeck
  76. NBBJ: Dutra: making great wine doesn’t ensure success. Educate your staff. Differentiate. Experiment. Entertain. Sales happen naturally. #nbbjwine 4/28/11 via Twitter for Android
  77. visitawinery: @Nyk_King it’s in Santa rosa. NBBJ. #wineindConf 400+ people here. 4/28/11 via Twitter for iPhone
  78. Shipsandtrips: Then let me help with an RT! RT @DryCreekVnyd: “Word of mouth is most powerful marketing tool in the wine industry” @hahnwines. #nbbjwine 4/28/11 via ÜberSocial
  79. visitawinery: Larry Dutra says tail wagging the dog when it comes to social media. #wineindConf Larry with Adams group llp 4/28/11 via Twitter for iPhone
  80. NBBJ: Legion: engage in the conversation. Embrace word of mouth. #nbbjwine 4/28/11 via Twitter for Android
  81. DryCreekVnyd: “Word of mouth is still the most powerful marketing tool in the wine industry” @hahnwines. #nbbjwine 4/28/11 via TweetDeck
  82. NBBJ: Legion: integrate social media platform to grow direct to consumer as well as drive the the tiered system #nbbjwine 4/28/11 via Twitter for Android
  83. visitawinery: @hahnwines president speaking at #wineindConf references @garyvee and social media 4/28/11 via Twitter for iPhone
  84. sonomawiner: DryCreekVnyd: Looking forward to hearing about wine industry issues at #nbbjwine http://drycreekqr.com/Q99KW 4/28/11 via 7camp
  85. PasoRoblesWiner: DryCreekVnyd: Looking forward to hearing about wine industry issues at #nbbjwine http://drycreekqr.com/MsgKM 4/28/11 via 7camp
  86. NapaValleyWiner: DryCreekVnyd: Looking forward to hearing about wine industry issues at #nbbjwine http://drycreekqr.com/4fM3D 4/28/11 via 7camp
  87. visitawinery: No # tag at the conference? I’ll make one up #wineindConf 4/28/11 via Twitter for iPhone
  88. NBBJ: Social media: online two way advertisment and conversation with consumer #nbbjwine 4/28/11 via Twitter for Android
  89. DryCreekVnyd: Really respectful tribue to Jess Jackson #nbbjwine 4/28/11 via TweetDeck
  90. DryCreekVnyd: Looking forward to hearing about wine industry issues at #nbbjwine 4/28/11 via TweetDeck
  91. NBBJ: Sales and Social Media panel speakers include: Rick Boland, Bill Legion, Lawrence Dutra, Ron Denner, Lisa Mattson #nbbjwine 4/28/11 via Twitter for Android

Modified: January 25, 2013