The Emergence of the Wine Marketing Agent
We live in the most exciting time in the wine industry. There have been more changes in the last three years than the eighty years after Prohibition ended. Direct shipping regulations for wineries continue to become more customer centric. New channels are emerging everywhere to help sell wine, from e-commerce to direct to trade. New channels, especially those being facilitated by technology, draw new players to the wine industry.
The most relevant of these new channels is the emergence of the marketing agent. What is a marketing agent? They are a company who provide the service of collecting customers and/or orders on behalf of a winery for a fee. Though this seems like a novel new idea, marketing agents have existed on the Internet for some time. Expedia, at its core, is a marketing agent for hotels and airlines. You buy from Expedia but you really are getting booked as a customer at the Hilton and United Airlines. Even what seems like giant retailers are actually marketing agents. Have you ever bought a book from Amazon and had it come from “Bob’s bookstore?” You just bought through a marketing agent. Ebay, another marketing agent. I can go on and on but I think you’ll be amazed at how many online companies are marketing agents.
The wine industry is now flooding with marketing agents as a result of wine now having the ability to access more markets direct as well as the adoption of technology and e-commerce. Many are names you know; Appellation America, The Wine Spies, American Winery, Winetasting.com, and Wine Woot. These small companies are only the tip of a giant wave that is about to crash upon wineries. They will be hundreds more small marketing agents with Amazon and The Wall Street Journal representing the beginning of larger ones. But there will be more, many more.
So many choices – how do you decide what service to work with? To me, many of these decisions, come down to basic mathematical scenarios:
- How much is the LTV (Life Time Value) of the customer worth to you? You pay your tasting room staff for signing up wine club members, shouldn’t you pay a service fee for someone bringing you a customer. Get accustomed to paying for customers instead of paying for sales.
- Do you make more with less effort than selling FOB to a wholesaler minus the COS (Cost of Sales)? Look, if I can sell wine with very little effort, no overhead of FIXED sales costs (like a regional sales person and samples and, and, and) then every market agent sale that pays me FOB or above returns a much higher net margin and should be a key consideration in my business.
- Do you get the customer back, even with some marketing restrictions? You want to be able to market to them in the future. Get the customer, even if you can only send them mail communications until they buy from you direct. Growing your direct customer database is the key to any good direct program, ESPECIALLY online.
- How much effort do you have to exert to participate in the program? If the administrative work to manage the orders and compliance far exceeds the profit, reconsider. If the effort is minimal, jump in with both feet.
- How many customers or impressions will your brand get even if there is no sale? Do not look at marketing agents just as transactional vehicles. They are also key tools for you to get inexpensive marketing. Many people go to online sites like Best Buy to research electronics and then buy them offline. There is tremendous value in the customer seeing your brand with YOUR message. Choose marketing agent partners that reach broad audiences or audiences that you target customers that would have an affinity for your brand.
There are many more concepts and preparations you need to make as a winery. But be prepared because this trend is only beginning and the additional exposure and incremental sales will help make you more stable and profitable as a company. Welcome to the new era – the era of the marketing agent.
Cheers,
Paul Mabray, Chief Strategy Officer - Inertia Beverage Group
Paul Mabray has been in the wine and spirits industry all his life. Paul founded Inertia Beverage Group in 2002 with the goal of building the premier Direct Sales Services company, leveraging innovations in technology to bring Wineries and Wine Consumers closer together. Since then, Inertia has helped over 500 wine brands profitably implement Direct to Consumer and Direct to Trade initiatives.
Other Network Sites: Wine Ratings, Wine Prices & Reviews | Online Wine Videos | Wine Marketing & Wine Advertising
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October 16th, 2008 at 9:36 pm
Thanks Paul for this timely article. It does bring up the question though, will Inertia Beverage support us “marketing agents”?
Cheers!
Chris
October 18th, 2008 at 5:38 am
Paul,
Thanks for mentioning The Wine Spies in your article. While you have included us among great company, I would point out that, despite our ‘Secret Agent’ stylings, we are not the “marketing agents” that are the subject of your article.
As a fully licensed wine retailer, we take great pains to personally select, review and present the best wines available. Our success has been built on our ability to effectively select AND deliver these wines to our consumers every day. Have you seen our “Top Secret Wine Van” roaming the valleys? We handle all of the wines that we feature, from early discovery to tender lovin’ consumer delivery.
I do agree that wineries should be diligent in the selection of their marketing partners. With the potential for so many new wine ‘marketers’ out there, there is equal potential for misrepresentation of wines and wineries - which could spell disaster for both.
Agent Red, Founder
The Wine Spies, LLC
October 21st, 2008 at 1:45 am
Chris - yes, we will support enabling marketing agents.
Jason Seeber AKA Agent Red - My apologies for the mix up. In the “spirit of honesty” let’s also make sure to mention that your market activities mirror the marketing agent model.
Since you are a retailer instead of marketing agent perhaps you can elaborate on a few items regarding your model:
Do you buy the wine up front before marketing it on our site or only after customers have bought it?
Why do you ask the wineries to email your offering to their mailing list? Doesn’t that cannibalize their customers and adds them to your database?
Do you buy wine at wholesale or FOB?
Do you give the customers that bought wine back to the winery?
Thanks for helping clarify the confusion for myself and all interested wineries and best wishes in your continued success.
Paul Mabray
Chief Strategy Officer - Inertia
October 21st, 2008 at 2:50 am
Hi Paul,
Do you consider partnerships with WineAccess.com, eRobertParker.com, and Vinquire.com marketing agents per your definition?
October 21st, 2008 at 2:56 am
Paige,
Yes, in essence they are all types of marketing agents and in fact, the types you list use the listing fee model (where they charge either a per fee listing, a CPC, or a CPM cost structure). Analogies would be mysimon.com, google, or kayak. These types of marketing agent models are best for wine retailers due to the smaller margins they have to work with as well as the fact that wine retailers MSRP is almost always lower than a wineries on its website.
P
October 21st, 2008 at 4:34 am
These also speak to an already captive audience, so there is an inherent value in that. Most though charge a flat rate for listing rather than CPC–at least those we deal with. I’d like to see some lifestyle oriented sites offering similar. Like Food & Wine, etc.
October 21st, 2008 at 1:39 pm
Sometimes the line between wine marketers and retailers is blurred. One major wine shop known for the high quality of its selections, lists and touts certain wines on its website and in its 4-color print catalog that it does not, in fact carry at all. It will buy them if a customer requests it, but the main purpose of the listing is to show off the wine as worthy of being featured by that store, and other retailers and customers will see it listed there but buy it locally or from the winery.
October 21st, 2008 at 3:43 pm
Ohh yes, the tides have turned. Distributors are completely overwhelmed with new wineries wanting representation. But even once you secure a distributor partner in any given market, then you enter the labyrinth of bureaucracy.
Distributors have increasingly become basic fulfillment houses, wineries have to send their own staff into the market to execute on sales and brand marketing.
But for small to medium wineries to successfully engage customers via the direct to consumer or direct to trade, they do need an independent sales and marketing agent/consultant, whether they be an online company or a wine 2.0 savvy individual with mad marketing skills.
I agree that as long as they are selling at a similar price as to their distributor and are able to retain customer information, there is nothing but sugar to gain.
Viva la wine revolution!
October 21st, 2008 at 4:17 pm
Amy,
The savvy wineries out their that understand the value of alternative sales channels not only retain customer information, they also
-Create the relationships with these accounts and we all know this is a relationship based industry
-Regain control over their brand
-In many cases gain access to markets in which they had no success penetrating in the past
These are just a few more examples that the Direct-to-Trade channel offers.
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