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HELPING YOU
BUILD A BETTER WINE BUSINESS
WHO ARE WINE BUSINESS SOLUTIONS ?

We provide complete business performance improvement solutions to the wine industry
foc...
WHO ARE WINE BUSINESS SOLUTIONS ?

We focus solely upon helping wine business owners and representative bodies
create and ...
WHO ARE WINE BUSINESS SOLUTIONS ?

We run workshops, conduct proprietary research and build global business intelligence
t...
WHO ARE WINE BUSINESS SOLUTIONS ?

We have a peerless network so that no matter what your business
management issue is, we...
OUR VALUE PROPOSITION
FOR

Wine business owners, industry representative bodies and distributors

WHO

want the best possi...
OUR OFFER

SERVICES
Strategic Planning

PRODUCTS

On-Premise Research

Business Intelligence
Financial Analysis
Implementa...
WINE BUSINESS SOLUTIONS’ SERVICES
Business Analysis & Strategic Planning
Working out what do, how to sell it and how to ma...
WINE BUSINESS SOLUTIONS’ SERVICES
Business Intelligence
A business strategy is only ever as good as its information inputs...
WINE BUSINESS SOLUTIONS’ SERVICES
Sales & Marketing Performance Enhancement
WBS has comprehensive experience in all aspect...
WINE BUSINESS SOLUTIONS’ SERVICES
Business Financial Analysis & Growth Management
Once you’ve worked out how to sell your ...
WINE BUSINESS SOLUTIONS’ SERVICES
Implementation Improvement
Plans only ever become reality through people. Understanding ...
WHAT OUR CLIENTS SAY ABOUT OUR PRO CES S

•“Bimbadgen Estate engaged Wine Business Solutions to conduct a strategic review...
WINE BUSINESS SOLUTIONS’ SERVICES
Mergers and Acquisitions
Understanding the real value of a business requires insight int...
WINE BUSINESS SOLUTIONS’ SERVICES
Education & Training
Education and training is an essential component of turning strateg...
WINE BUSINESS SOLUTIONS’ PRODUC TS
Research Publications
In order to support world class consulting practice and advice, W...
WINE BUSINESS SOLUTIONS’ PROGRAMS
Workshop Programs

Wine Business Solutions has been running education programs

on wine ...
WINE BUSINESS SOLUTIONS’ PROGRAMS
What Workshop Attendees Say

A few years ago now, I attended a similar (though less soph...
S O ME O F O U R C LIENTS PAS T AND PRES ENT

SOUTH AFRICA
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
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









KWV
Distell
Vinimark
Vrede en Lust
Bosm...
WB S PR INC IPAL
Peter McAtamney

In 2003, Peter founded Wine Business Solutions, a consulting company specialising in hel...
TH E WB S T EAM
Adam Parkinson, Mergers and Acquisitions Specialist Associate

Adam has extensive experience in Mergers, A...
TH E WB S T EAM
Dr Johan Bruwer, Research Associate

Johan had the research and academic leadership role in the Wine Busin...
TH E WB S T EAM
Luanne Hill, Business Performance Enchantment Associate

Luanne’s area of focus is the alignment of people...
WB S ’ NET WO R K
Wine Business Solutions has an extensive network of the best wine specialist:
•
•
•
•
•
•
•
•

Accountan...
Ph +612 9744 8332 · Fax +612 9475 0447
info@winebusinesssolutions.com.au

Peter McAtamney · Ph +61 414 226 117
peter@wineb...
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Wine Business Solutions Brochure 2014

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Want to build a better wine business? We'll help you to find the solutions.

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Wine Business Solutions Brochure 2014

  1. 1. HELPING YOU BUILD A BETTER WINE BUSINESS
  2. 2. WHO ARE WINE BUSINESS SOLUTIONS ? We provide complete business performance improvement solutions to the wine industry focused on the four key drivers of business success Strategy, Financial Management, Sales & Marketing and Growth Management
  3. 3. WHO ARE WINE BUSINESS SOLUTIONS ? We focus solely upon helping wine business owners and representative bodies create and build better wine business
  4. 4. WHO ARE WINE BUSINESS SOLUTIONS ? We run workshops, conduct proprietary research and build global business intelligence that supports highest quality advice and consulting practice
  5. 5. WHO ARE WINE BUSINESS SOLUTIONS ? We have a peerless network so that no matter what your business management issue is, we’ll help you find the very best solution
  6. 6. OUR VALUE PROPOSITION FOR Wine business owners, industry representative bodies and distributors WHO want the best possible business advice and would like fresh perspectives on critical wine business challenges. WBS is an outcome driven business with deep wine industry understanding drawn from the principal’s near 30 years of wine industry experience THAT UNLIKE WBS empowers wine business leaders to take key decisions with confidence through helping them improve strategic and financial clarity. broad spectrum consultants, PR firms and accountants, who do not understand your consumers, trade customers and competitors uses a fully integrated approach that will help you develop clear line of sight from the grape to the glass and optimise customer value delivery.
  7. 7. OUR OFFER SERVICES Strategic Planning PRODUCTS On-Premise Research Business Intelligence Financial Analysis Implementation Improvement Direct to Customer Benchmarking Mergers and Acquisitions The Wine Paper Education & Training (Our quarterly newsletter) PROGRAMS Regional Workshop Programs Individual Company Workshops
  8. 8. WINE BUSINESS SOLUTIONS’ SERVICES Business Analysis & Strategic Planning Working out what do, how to sell it and how to make money are the three most important challenges facing any wine business. Our Business Analysis & Strategic Planning services help wine business owners, regional bodies and distributors find the answers. Through the use of standardised interview techniques and common analytical frameworks, WBS has been able to consistently develop highly innovative solutions in response to these most important of questions. Our services are designed to be delivered flexibly and include: – – – Strategy Review Strategic Planning Facilitation Business Plan Preparation
  9. 9. WINE BUSINESS SOLUTIONS’ SERVICES Business Intelligence A business strategy is only ever as good as its information inputs. Through Wine Business Solutions’ own proprietary research, access to other paid research sources and WBS’ wine industry databank we can help you identify your best growth opportunities and mitigate business risk. Our Business Intelligence services will help you develop enhanced insight as a core business strength: – – – Opportunity Analysis Risk Assessment Business, Regional and National Competitive Analysis
  10. 10. WINE BUSINESS SOLUTIONS’ SERVICES Sales & Marketing Performance Enhancement WBS has comprehensive experience in all aspects of global wine sales and marketing. WBS can help you build unique, powerful and profitable brands. Our services include: – – – – – – – Global Brand Positioning Advice Sales & Marketing Strategy Development Brand Development International Market Development Advice Distributor Matching Sales and Marketing Training Direct to Consumer Strategy Development
  11. 11. WINE BUSINESS SOLUTIONS’ SERVICES Business Financial Analysis & Growth Management Once you’ve worked out how to sell your wine, the next big challenge is learning how to make money. Through a combination of a decade of wine industry specific consulting work and delivering the education program of the Turnaround Management Association of Australia, WBS has gained expert understanding into how to turn struggling businesses into thriving ones. Our services include: – – – Financial Mentoring Growth Path Planning and Funding Business Turnaround
  12. 12. WINE BUSINESS SOLUTIONS’ SERVICES Implementation Improvement Plans only ever become reality through people. Understanding the link between winning strategy and successful implementation through effective leadership of a motivated team is critical to success. Our Services Include: – Leadership Development – Change Management – Coaching and Mentoring – Succession Planning
  13. 13. WHAT OUR CLIENTS SAY ABOUT OUR PRO CES S •“Bimbadgen Estate engaged Wine Business Solutions to conduct a strategic review of the business. The process was very thorough and involved all the key personnel in Bimbadgen. •The process also involved a fair bit of analysis by Peter McAtamney so that he could present a true picture of the business to the participants.The business was not making money nor was it cash flow positive at the time. •WBS’s advice included focusing on the high margin parts of our business and building the brand from the base in order to leverage customer loyalty. The senior management team was committed to this strategic path. As a result the business has grown its turnover, turned a positive cash flow and improved its profitability.” - John Quirk, GM, Bimbadgen Estate
  14. 14. WINE BUSINESS SOLUTIONS’ SERVICES Mergers and Acquisitions Understanding the real value of a business requires insight into the quality of business assets such as; – – – Inventory Management Distributor Relationships and, most importantly, the sustainability of forward sales projections. The Principal's 29 years wine industry experience and WBS’ 11 years spent consulting to 100s of wine businesses, mean that WBS has a unique ability to asses the real value of wine businesses in the competitive context. Recent M &A Projects include the sale of Clairault Wines Margaret River and the merger of Wellington and Wamakersvallei co-ops in South Africa. Principal, Peter McAtamney, managed the acquisition by Freixenet of the Wingara Wine Group,Australia.
  15. 15. WINE BUSINESS SOLUTIONS’ SERVICES Education & Training Education and training is an essential component of turning strategy into action. You need to ensure that that key staff are appropriately skilled and share a common understanding of the commercial realities of operating a wine business. Our Education & Training services focus on delivering quality executive-level education around our specialist areas of: – – – – Strategy Financial Literacy Sales & Marketing and Growth Management
  16. 16. WINE BUSINESS SOLUTIONS’ PRODUC TS Research Publications In order to support world class consulting practice and advice, WBS undertakes proprietary research to help wine business owners, regional bodies and distributors answer the questions that are most critical to success. These include: The Wine Paper – A quarterly publication addressing issues of vital importance to wine business owners. The Wine On-Premise Series – Original research into what each market drinks On-Premise including who the best distributors are, what styles and regions predominate, how much consumers pay and what the likely return to producers is. (Note – UK, Australia and Canada reports available now) Taking the Direct Route – WBS’ Direct to Customer Benchmarking study comparing direct business across Australia, NZ, South Africa and the US. Winning by a Margin – A white paper detailing how to optimise profits through distribution management based upon 10 year global distribution management experience and original benchmarking research.
  17. 17. WINE BUSINESS SOLUTIONS’ PROGRAMS Workshop Programs Wine Business Solutions has been running education programs on wine business performance improvement since 2003. More than 500 wineries have attended WBS workshops in total during that time. Workshops will be delivered across most regions of Australia, New Zealand and South Africa in 2014.
  18. 18. WINE BUSINESS SOLUTIONS’ PROGRAMS What Workshop Attendees Say A few years ago now, I attended a similar (though less sophisticated version) of Peter’s program and it was probably the best $1,000 I’ve spent as a vigneron ! - Rob Fairall, Di Lusso Wines, Mudgee "Excellent program. Highly recommend it to others. Peter is an excellent presenter and very knowledgeable" Vanessa Pitts, Hungerford Hill "Plenty of practical ideas I can implement" - James Lusby, Tintilla Estate “Great content all highly relevant to our business” – Michelle Stebens. Wingara Group
  19. 19. S O ME O F O U R C LIENTS PAS T AND PRES ENT SOUTH AFRICA           KWV Distell Vinimark Vrede en Lust Bosman Family Vineyards Wamakersvallei Winery Swartland Winery La Motte Kliene Zalze Rosendal AUSTRALIA           Treasury Wine Estates Accolade Wines Lion Fine Wine Partners Yalumba Grant Burge Angoves Beelgara Mudgee GGA Coonawarra VA         Galvanized Wine Group Brokenwood David Hook Philip Shaw Koonara Blue Pyrenees Estate Cullens Hungerford Hill NEW ZEALAND          Craggy Range Chard Farm Peregrine Trinity Hill Mission Winery Isabel Sileni Carrick Fairhall Downs
  20. 20. WB S PR INC IPAL Peter McAtamney In 2003, Peter founded Wine Business Solutions, a consulting company specialising in helping wine business owners. Hundreds of wine businesses now buy WBS research, attend workshop programs and pay for consulting advice each year. Peter has 29 years wine industry experience including 11 years in global distribution management and has sold wine in over 40 countries. Peter holds and has held board and advisory board positions with Australian, New Zealand, South African and Spanish companies. He has worked as a publicly listed wine company Managing Director and is a former Chairman of Wine Marlborough. He has been part of the National Marketing committee and an alternate board member for New Zealand Winegrowers. He has developed Global Strategy for some of the world’s most successful brands including Freixenet and Wine Marlborough. Peter is a highly experienced communicator and regularly addresses conferences across the wine world. He has studied Marketing and Strategy at Columbia University, New York. He has taught Strategy, Marketing, Sales Management, Services Marketing and Business Culture in the MBA program of the UTS Graduate School. He has also run the Turnaround Management education program for the TMA Australia.
  21. 21. TH E WB S T EAM Adam Parkinson, Mergers and Acquisitions Specialist Associate Adam has extensive experience in Mergers, Acquisition and Asset Divestment strategy having worked on some of Australia’s largest and highest profile corporate restructuring projects.Adam is a CPA and is admitted as a barrister and solicitor in South Australia. Adam’s wine industry experience began with the receivership of Andrew Garrett wines after which he left professional practice and took on a role with a wine and vineyard management company. During his 3 years in this role Adam was tasked with restructuring and shaping the business for future growth. Adam now works as a consultant to the wine and other industries advising on asset and business sales, strategy, preparation of information memoranda, due diligence and capital raising. Adam’s qualifications and experience make him an ideal ally during sale negotiations. He is uniquely talented in the area of Information Memoranda construction and his work has played a vital role in the recent sale of several iconic vineyards, wine brands and wine businesses. Adam also has the capability to put together and manage a large scale due diligence team quickly if required.
  22. 22. TH E WB S T EAM Dr Johan Bruwer, Research Associate Johan had the research and academic leadership role in the Wine Business Group at the world-renowned University of Adelaide for more than10 years. He is one of the world’s foremost authorities on regional marketing, wine event research, the cellar door and direct mail clubs. During his career, Johan had conducted research for 195 companies in 35 wine regions in 6 countries. Johan has authored more than 200 research publications, of which at least 100 are wine-specific and has conducted research on the global wine market, its drivers, consumer dynamics and regulatory aspects on every major importing, producer-exporter and most emerging markets. For example, Johan regularly does strategic research work for the Wine Australia on their export market dynamics, competitive forces, etc.
  23. 23. TH E WB S T EAM Luanne Hill, Business Performance Enchantment Associate Luanne’s area of focus is the alignment of people with strategy. She works with business leaders to develop practical approaches to creating the environment and culture necessary to enable people to do their best work and deliver for the business and its customers. Over the last 15 years, she has been involved with designing and implementing organisational improvement, change and culture development initiatives. As a coach, Luanne focuses on enabling effective leadership through facilitating strategic thinking, planning business renewal, building leader capability and aligning human and business strategies. Luanne’s expertise is in ‘making change stick’. Luanne has an MBA from Macquarie University Sydney and has studied Coaching & Consulting for Change at INSEAD, France. She has led the cultural and change management initiatives of some of the world’s best known consulting and financial services brands, She also runs her own wine business.
  24. 24. WB S ’ NET WO R K Wine Business Solutions has an extensive network of the best wine specialist: • • • • • • • • Accountants Lawyers Mergers and Acquisition support Recruitment firms Graphic Designers Web Designers Research Providers Etc. so as to ensure that no matter what your wine business management issue is, we will help you find the best solution.
  25. 25. Ph +612 9744 8332 · Fax +612 9475 0447 info@winebusinesssolutions.com.au Peter McAtamney · Ph +61 414 226 117 peter@winebusinesssolutions.com.au http://winebusinesssolutions.com.au

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