Adam Ivor, Gliding Eagle - International DTC - A New Revenue Stream

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Zach Kamphuis

Business

1
DTC Tour: Lodi
International DTC - A New Revenue Stream
2020-01-30
Adam Ivor

Int’l DTC is the largest growth
opportunity in the wine industry
We Believe
The most efﬁcient model will
win. Wineries get paid more and
faster; consumers pay less.
The traditional Export-Import-Distribution model is fragmented and murky.
Too many parties are involved. Difﬁcult for wineries to sell internationally.
2

The Big Opportunity
U.S. wine market $70B; global market $420B by 2023
96% of the world population lives outside the U.S.
Only 1% of U.S. businesses export
Int’l DTC: Next logical step with new revenue stream
Sources: https://wineanalyticsreport.com/report/january-2019-total-u-s-wine-market/
https://www.globenewswire.com/news-release/2018/04/09/1467083/0/en/Global-Wine-Market-Will-Reach-USD-423-59-Billion-by-2023-Zion-Market-Research.html
3

31+Destinations
4 Days
Average Delivery Time
$2,193
Average Order Value
140Wineries Served
65,000+Bottles Shipped
$8 MillionTotal Export Value
21 bottles
Average Order Size
0.17%Breakage/Loss Rate

5
Asia Europe Other
Destinations
1. Hong Kong
2. China
3. Japan
4. Taiwan
5. Singapore
6. S. Korea
7. Macau
1. England
2. Ireland
3. Scotland
4. Wales
5. Austria
6. Belgium
7. Finland
8. France
9. Germany
10. Iceland
11. Italy
12. Malta
13. Monaco
14. Norway
15. Switzerland
16. The Netherlands
1. Canada
2. Australia
3. New Zealand
4. Bahamas
5. Bermuda
6. British Virgin
7. Turks & Caicos
8. U.S.Virgin Islands

Average
Order Size*
Average
Order Value
Typical
Delivery Time
ASIA 32 Bottles $3,200 2-5 Days
EUROPE 22 Bottles $2,200 2-5 Days
OTHER 20 Bottles $2,000 2-5 Days
*750 mL
Metrics
6

Typical New Revenue
On average 20% of all international customers repurchase
*Tasting room purchases only
Winery Size Per Month
Small $1,000 - $3,000
Medium $3,000 - $8,000
Large >$8,000
7

Intl DTC Strategy Development
8
1. Multi-Language Website Build
2. Increase Tasting Room Conversion to Purchase
3. Wine Clubs
4. Overseas Online Wine Retailer Partnerships
5. Int’l eComm through winery website (Google analytics)

Mobile Optimized

Multi-Language Branding Page
9

Potential Intl DTC Revenue
Winery Size
Total Annual
Visitors
Intl Visitors

5%
Potential
Buying
Units
Purchases

10% conversion rate
New
Annual
Revenue
$1,500 Avg Order
Small 10,000 500 250 25 $37,500
Medium 25,000 1,250 625 62.5 $93,750
Large 50,000 2,500 1,250 125 $187,500
11

Int’l Wine Online Retail Partners
13
Increased Customer Access Points

Winery Success Story
Winery A (medium sized) - Started March, 2017
$30,000new annual Int’l DTC revenue
$3,700average order revenue
32 bottlesaverage order size
14

contact
Adam Ivor, Co-Founder & VP of Winery Sales
avior@eagl.co
(707) 815-3155
15
Gliding Eagle
eagl.co

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