...Case Analysis – The Valley Winery The Valley Winery is the largest domestic producer of wine in the United States and one this nation’s largest privately held companies. Their recently hired sales manager of the San Francisco region, Pat Waller, has determined that the number one problem in the region, despite favorable sales results, was turnover which is nearly 100% a year with the average sales rep being with the San Francisco region winery for only 7 months before leaving or being terminated. Pat begun to analyze the effects of the turnover the company is experiencing, which consisted of first considering the costs of training and recruiting which was close to $33,000 per representative. Secondly, he believed that decreasing turnover would increase sales due to better customer rapport. Pat then decided to travel with sales representatives to better understand the day to day of the job to get a better sense of what may be happening while out in the field that may be adding to the high turnover. There seems to be many problems with the culture of this company, but not a single one with sales and profits. They’re consistently making high numbers, but the number one problem they seem to have at The Valley Winery is the high turnover problem. As mentioned above, the high turnover rate nears 100% on the year with the average sales rep staying a nearly 7 months. The sales manager of the company oversees two area managers, who collectively oversee 11 district managers, who then...
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...NORTHERN NAPA VALLEY WINERY Period Month-Year Sales MA CMA Snl Factor Ad trend est Snl Inx Forecast 1 Jan-88 6,632 7414.480161 0.895433355 6639.172848 2 Feb-88 6,534 7495.930161 0.855674227 6414.07425 3 Mar-88 6,675 7577.380161 0.915057445 6933.738129 4 Apr-88 6,692 7658.830161 0.924270145 7078.828067 5 May-88 6,984 7740.280161 0.942241926 7293.21649 6 Jun-88 7,133 7821.730161 0.938433481 7340.173459 7 Jul-88 6,385 7,727 0.826274271 7903.180161 0.887321174 7012.659097 8 Aug-88 7,364 7,760 0.948999646 7984.630161 0.732715692 5850.463814 9 Sep-88 7,171 7,816 0.917432953 8066.080161 0.960270745 7745.620807 10 Oct-88 8,690 7,906 1.09918257 8147.530161 1.09169761 8894.639202 11 Nov-88 10,299 8,020 1.284177932 8228.980161 1.337830958 11008.98441 12 Dec-88 11,997 7,713 8,118 1.477751204 8310.430161 1.5378799 12780.44351 13 Jan-89 6,979 7,742 8,213 0.849728841 8391.880161 0.895433355 7514.369409 14 Feb-89 6,962 7,778 8,238 0.845142233 8473.330161 0.855674227 7250.41024 15 Mar-89 7,606 7,855 8,259 0.92094403 8554.780161 0.915057445 7828.115275 16 Apr-89 7,909 7,957 8,350 0.94724235 8636.230161 0.924270145 7982.209707 17 May-89 8,504 8,083 8,458 1.005458451 8717.680161 0.942241926 8214.163749 18 Jun-89 7,977 8,154 8,605 0.927032641 8799.130161 0.938433481 8257.398343 19 Jul-89 7,816 8,273 8,730 0.895337737 8880.580161 0.887321174 7879.926812 20 Aug-89 6,520 8,203 8,832 0.7382525 8962.030161 0.732715692 6566.620131 21 Sep-89...
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...NAME, LOCATION & NATURE Name: Winery Comply Location: Napa, Ca Nature: To provide affordable compliance solutions and services to the wine industry. From tax preparation, inventory and shipping sales tax tracking control with new software programs with first hand technical and training support. SELF-ANALYSIS. Skills, abilities and competencies We provide first rate winery compliance software to better meet the needs of those in the winery business. One of our great strengths is the program was written internally and is owned by that same person. Having a great computer programming background we are able to change the software on the spot to better meet the needs of the individual wineries then having them have to adopt to the software to meet their needs are having to conduct business with more than one software. We provide both installation and training onsite or remotely to better meet the needs of the customer. This is outlined in the contract that I signed before install. Unlike most other companies we are providing a tech support team that has regular office hours for remote work and we can scheduled on site demonstrations for other shareholder in the winery as well as training for those individuals. We are taking the mandated laws on shipping wine for accurate sales tax and partnering it with winery operations. Reports can be pulled to determine amount of money that has to be paid to the shipped to state and you can also pull monthly inventory reports to...
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...distribution channels. These developments were occurring in an environment of rapidly growing demand from new consumers in nontraditional markets. BRLH’s roots could be traced back to 1853 when Thomas Hardy, a 23-year-old English vineyard laborer, acquired land and planted it with vines. In 1857 he produced his first vintage, exporting two hogsheads to England, and by 1882 he had won his first international gold medal at Bordeaux. When Hardy died in 1912, his company was Australia’s largest winemaker, but also one of the most respected. After his death his sons took over the company and formed Australia’s first cooperative winery in 1916, naming it the Renmano Wine Cooperative. With the success and the development in the market Hardy felt they need to expand on its UK sales. This move led management to begin talking about the possibility of buying European wineries that could provide their newly acquired distributors with the critical mass and credibility to give Hardy’s wines greater access to Europe. Hardy’s board felt this was an ideal time to invest. Almost immediately, however, problems surfaced in all three of the European acquisitions and millions of dollars. Combined with a recession driven market slowdown at home, these problems plunged Hardy into losses. When one of Hardy’s banks called in a loan and the company was forced to look for a financial partner, BRL was there. BRL management decided to propose a merger. Following the merger, ex-BRL executives assumed the majority...
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...and they are shorthanded on developers. The company is confronted with two major alternatives (1) Stay with their current business model or (2) Create a different business model in order to not only stay on business but to compete and regain the members both individuals and wineries that they have lost to their competitors. Situation Analysis Since Cork’d inception in February 2006, the company was designed for and by wine lovers. Time showed that this industry had such a demand that needed more dedication and that is when Gary Vaynerchuck bought the company. He, then later appointed CEO, Lindsay Ronga to run the company. Under the new administration, individuals could register for free; however, the main source of income came from the $999 winery annual signup fees. There is brief mention of other source of revenue, which are the commissions Cork’d receives for outbound clicks to an external third-party site that sold wines. Being that their business model did not utilized any other type of strategy to attract customers (wineries and individuals) not even through web advertisements, Cork’d was constrain to their sole revenue source. After the re-launched of the new and improved website, 42 wineries signed up, as previously mentioned at $999 each. However, this amount of money ($41,958) was not going to be able to cover for their expenses as follow described: • Labor costs - Lindsay Ronga – CEO - Harvard MBA - Full-time CTO - Five summer interns • Other costs...
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...The southern land of ______ reigns heavy forests and dewy, lush grass and the people within were jolly and full of life. Satyrs run rampant in the nearby forests, their wine glasses never emptying. And the Water Nymphs take joy in leading strangers to their depths and spend their time singing their sickeningly sweet melody. All of the land was under the peaceful rule of ____, a moralistic king with a never-ending love to his people and those he cared about. He was well loved by all, or at least many held high respect for him. He and his family have ruled over ____ for many generations and this year was no different. Within his own court he had an army that would come to his every whim. Priests and scholars wrote for him and told him many stories to entertain him. Scientists provide help to the people and come up with such vast theories that people can’t help but marvel at. Within the massive stone walls of the the castle stretched acres across a large meadow with many structures attached, flowing from building to building. By the time the sun had begun making its way down to kiss the peaks of the mountains, the west wing of the castle had already began putting out lanterns that emitted a warm glow on the cold stone below. Some strolled outside, setting up blankets and stacking books upon the dew covered ground. Some even set up telescopes in hopes of getting a closer look at the event that was about to happen. The astronomers were practically buzzing with excitement. Whispers...
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..." My civilization " Have you ever wondered what are the factors that our ancestors filtered to choose the land they built their civilization on? For example, if you had to choose between a nice river valley surrounded by other civilizations or a secluded island, what would it be? I believe that if I were in charge of a large group of people 1000 years ago I would choose the river valley for three important reasons. Firstly,the river valley will provide me with water so I'll be able to grow crops, secondly I'll be surrounded by other civilizations which gives me an opportunity to trade, and finally once my civilization is strong enough I have the opportunity to expand. I am inclined to believe that water is the most important element on earth, because one of the greatest civilizations in history was built on the benefits of water.The ancient Egyptians "pharaohs" depended on water to survive, using water they were able to feed and dress their people. Which had let me to believe that my geography is my destiny, and that's why I chose the river valley. In addition to the availability of water, the trade of goods and services between people as well as nations has been going on for far more than I can remember.The river valley is surrounded by other civilizations which presents a perfect opportunity for the trade of goods and services.For example, using the river's water to my advantage I can trade my crops for other goods I can't produce. in my own point of view I tend to believe...
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...example is located on the south eastern American coast. Submergent Rias Rias are caused by a rise in sea level or a fall in coast levels (due to tectonics) maybe both this cause a previously dry area of land to become permanently submerged. Examples include Portsmouth, Plymouth and Southampton. Fjords A long narrow inlet with steep sides or cliff faces. They are created by previous glacial movements which form a U-shape valley due to the ice forcing its way through the land. Once the ice melted it leaves the U shaped valley that become fjords. Fjards Fjards are rocky inlet of the sea, usually found along relatively low-lying coasts. Formed by the submergence of a glacial valley, fjards are characteristically more irregularly shaped than the fjords. Like fjords, they may be quite deep and may have thresholds at their mouths. Fjards are often connected by mazes of channels but are not typically river-fed estuaries. Dalmatian Coast These form when valleys run parallel to the coast and flood due to a rise in sea level. The tops of the valleys are above water and appear as islands running parallel to...
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...Glossary Abrasion – waves erode coastline by throwing pebbles against cliff faces Adventure holidays – more active with more risk, off the beaten track, in more unusual destinations Ageing population – increasing percentage of old people (aged 65 and over) Agri-business – type of farming that is run as a big business (no longer a way of life) Aid – money, goods and expertise given by one country to another, either free or at low cost Anticyclone – area of high pressure Appropriate technology – level in terms of size and complexity that makes it suitable for local people to use Arch – rocky opening through a headland formed by wave erosion Arête – sharp-edged two-sided ridge on the top of a mountain Bar – ridge of sand or shingle across the entrance to a bay or river mouth Beach – sloping area of sand and shingle between the high and low water marks Biodiversity – level of plant and animal variety in an ecosystem Birth rate – number of live births per 1000 population per year Boulder clay/till – all materials deposited by ice, usually clay containing sharp-edged boulders of many sizes Brown earth – uniform brown-coloured soil that forms under deciduous woodland Brownfield site – area of previously built-up land that is available to be built on again Carbon credits – each one gives the buyer the right to emit 1 tonne of carbon into the atmosphere Carbon footprint – emissions of carbon dioxide left behind by burning fossil fuels Carbon trading – companies...
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...------------------------------------------------- Firm Analysis – E&J Gallo Winery Prepared for: Gianluigi Giustiziero Prepared by: Salem Najjar Date: 8 December 2011 ------------------------------------------------- Performance E.&J. Gallo is the world’s largest family owned wine maker, the largest U.S. wine maker by volume, and the largest U.S. exporter of wine. Gallo cultivates more than 3,000 acres in the Napa and Sanoma valleys in California. With over 60 brands including table, sparkling and dessert wines, malt beverages, and distilled products; production and distribution facilities throughout the world; and a strong international presence; E.&.J Gallo is third largest wine firm in the world, with a 3.8% market share (Global Wine Manufacturing, 32-36). Refer to chart below. Gallo is the largest wine supplier in the U.S., commanding 22.7% of the market. Also, in comparison with the financial metrics of other firms in the industry, Gallo’s profit over revenue stands at 17.09%, whereas the industry average is 7.6%. Gallo’s sales grew 7% in 2010 as a result of acquisitions and the ongoing success of its Millennial-targeted Barefoot Cellars (up 33.3%) and Twin Valley (10.3%) brands. Twin Valley is described as a “step above” boxed wine (Mintel, Wine-US). With its strong brand and competitive strategy, E.&J. Gallo Winery has been able to weather the economic recession fairly well, capturing over $3.2 billion in revenues last year (Global Wine...
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...After having examined the information you provided on the imminent storm and its potential consequences, I have made significant headway in determining what course(s) of action Freemark Abbey Winery can take confidently. However, more important than what the two page summary explains is the information it disregards. The limited scope of information in regards to harvesting options, brand reputation, competitive analysis, managerial risk tolerance, and consumer preferences contribute to a considerable framing bias. Additionally, we have failed to consider the decision of when/how to harvest the Riesling grapes from the perspectives of the various parties involved, including but not limited to other owners, your families, company shareholders, competitors, employees, retailers, and your own. These perspectives are essential in formulating the appropriate problem from which to solve your dilemma. If short-term profit maximization is your goal, with no regard for any of the considerations listed above (a non-exhaustive list), then your best alternative is not to harvest any of your Riesling grapes before the storm. Your Expected Monetary Value for this option is $3.27/bottle; you could expect revenues of $39,240. The highest expected revenue given the “No Harvest” decision is $67,200 ($8.00/bottle), and the lowest is $24,000 ($2.00/bottle). Given Freemark Abbey’s aspirations to compete with Chateau Lafite-Rothschild products, however, it would be short-sighted to ignore the impact...
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...the world. The barrier to entry is relatively higher in the New World than in the Old World. Referring to the market data on the level of concentration in 1998, people can see a few players dominate the markets in Australia and the U.S. while the level of concentration is quite low in Europe. Therefore, the rivalry in Old World is intense there. The Old Market consumers are more sophisticated and price sensitive than those in the New World. The main sales channels are supermarkets and other off-premise locations in Europe, which will allow more buying power to consumers. Whereas, the variety of wine in the New World brings in differentiation in products, which leads to lower buying power. In terms of power of suppliers, Wineries in Europe is are not much exposed to the external force because they use grape mainly they produce for higher quality of wine. However, the makers in the New World depend on outsourcing to some extent. Therefore, the power of supplier is stronger in the New World. However, in terms of risks involved in the grape farming, the outsourcing can helps diversify the risks. In addition, the regulatory environment in Europe restricts the European wine makers to diverse its wine product portfolio, while the New World players have more freedom to created more product differentiation. With the rise of new economies, the wine market faces changes in its structure. Demands for premium wines are getting higher and consumers are becoming...
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...1). BWE also engages in trade marketing targeted at distributors and retail channels. For instance, the retail and hospitality programs at the Beringer, Chateau St. Jean and Chateau Souverain wineries - which receive over 350,000 visitors a year - create brand awareness and build customer brand loyalty (Burns et al., 2001).Next, although RMC is not the price leader in the wine industry, nevertheless, the company benefits from the high prices set by its limited production of Opus One which is priced between $90 and $100 a bottle in more than 65 world markets.RMC proves to have some strong key competitive advantages which distinguish the company amongst other rivals. Firstly, Robert Mondavi, being a dynamic sales man in the early years, never spent money on advertising. Instead he relied on trade shows, awards, salesmanship and showmanship. This is clearly described in the case study in which he spent entertaining influential people within the industry and invited the top wine writers to the RMC facility for free meals (Silverman & Castaldi 1999). In addition, he would conduct blind tasting of the RMC wines against reputable French and Italian wines so that the writers could taste for themselves. For over a decade, Mondavi traveled throughout the country and abroad as the company's chief salesperson. Consequently, the RMC wines were able to increase its recognition of and demand for the wines, Mondavi began slowly raising the prices until they were selling for as much as comparable...
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...grow as a whole as long as we keep killing each other’s youth. The youth are fighting in the wars of today many not even being able to see tomorrow. The implications that war brings a sense of supreme power and security to the Americas does not make up for the trauma, PTSD disorders, and emotional detachment issues our soldiers face at the end of the day. Trauma can be experienced one of two ways, physical being wounded or hurt on the outside or mental trauma which is experienced inside the individuals own mind. Both can affect a person’s life drastically, but it’s the mental patients that give the appearance that they have no problems, but upon further examination end up being the lives that where affected the most. In the film “In the Valley of Elah” by Paul Haggis a young woman goes to the police after her war veteran husband drowns their dog in the bathtub, believing she’ll be next only to be turned away. It is very clear that the woman’s husband is suffering from mental trauma. That is why he drowned the dog. Trauma can make you do things you never thought humane. Trauma can change your whole process of thinking. Trauma can change the life of an individual. Car accidents, terrorism, and war are just some of the few causes of PTSD. Kind of like trauma a person diagnosed with PTSD may not always look ill. In fact a person with PTSD can look like a normal everyday citizen. But their brains have been turned to mush that they cant...
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...Technology is binding the world of work and the world of home in ways that redefine what is means to be in each. Some changes are dramatic, others are subtle, but the changes are experienced in the mundane activities of everyday life. To begin this presentation I will tell you a story. This story may not reflect your own lives, but I imagine some details will have a familiar ring to them. John is a middle-aged product development manager at a high tech company in Silicon Valley. He bemoans the fact that he no longer has the kind of personnel support he had even 10 years ago. While he shares an administrative assistant with several other managers, he is now expected to handle his own communications, create his own presentations and manage his own time and financial budget. After all, he now has a PC to improve his productivity, and interactive on-line calenders to manage his time. The nature of his work means that he is in constant contact with engineers, the general managers above him, and his counterparts in different sites in his international company. He has more contact, and more in common, with his counterpart in Taiwan than the person in the next cubicle. He tries very hard not to take too much work home with him, preferring to work late on site, but the international nature of his work means he is on the phone at midnight and at dawn. He is grateful for E-mail and voice mail since they can fit his schedule. Realistically, he thinks...
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