What percent of the wine distribution market is

 What percent of the wine distribution market is dominated by Southern Wines? (Pg 5)
 How did Eberhart become the first foreigner ever to obtain a wholesale liquor license in Japan?
(Pg 6)
 At the time of market entry which country was the biggest export market for California wines? (Pg
6)
 Why did California wineries accept San Sonoma to be their suppliers in Japan? (Pg 7)

IBM 416
Weekly Study Guide
 Why did Eberhart decide to bypass the existing structure entirely and build San Sonoma’s supplier
relationships directly? (Pg 7)
 How did Japanese consumers purchased wine? (Pg 7)
o Women were almst always the decision makers who selected the wine and men paid
o Wine lists at restaurants
 How did Eberhart utilize the information that he obtained observing the Japanese consumers’
purchase patterns? (Pg 7)
o Targeted publications that young women of dating or newlywed age were likely to read
 What was the inventory strategy of Eberhart? (Pg 8)
 What was the route of the wine from the wineries to Japan? (Pg 8)
 How did the dynamic inventory program and the POS program work? (Pg 8)