Winery Case.pptx - z Winery Case z By Bailey Brown and...

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z Winery Case By: Bailey Brown and Anthony Ricciardi
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z Information Founded: (1933) Napa Valley Largest privately held companies Low Price, High quality (Domestic) Market Share : 40% Best managed and innovative
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z Success Factors 1. High Quality products at low price 2. Sales force (Push Strategy) Aggressive Innovative
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z Sales Force Pat Waller Area Manager (1) District Managers District Managers Area Manager (2) Sales Representative Sales Representatives
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z Sales Structures Wine Division Wine Coolers Premium Vintage Safeway Lucky & Alpha Liquor stores and Bars Restaurant/Hotel Chain Stores
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z What are the problems Valley Winery is facing? 1. High Turnover Rate 100% a year (50 new sales representatives per year) Huge expense in training ($33,000) 2. Bad Sales Strategy Decrease Turnover
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z Cause of problems… 1. High Pressure Quotas are unrealistic Strict Supervision
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z Quotas vs. Actual Sales 0 50 100 150 Product: Cool Valley Quota Sales 0 20 40 60 80 100 Product: Santo Rey Quota Sales 0 20 40 60 80 100 Product: Valley Wines Quota Sales
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