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Rollins College Viticulture Marketing Studies – An Overview. Wayne Mackay University of Florida VAC Industries and Opportunities Committee January 2014. Background. Question: How do we increase awareness of Florida wines? - PowerPoint PPT Presentation
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Wayne Mackay
University of Florida
VAC Industries and Opportunities Committee
January 2014
Rollins College Viticulture Marketing Studies – An Overview
Question: How do we increase awareness of Florida wines?Consultation with Jim Trezise, President of the
New York Wine and Grape FoundationVAC partner with a university business school to
develop a plan for promoting Florida wine industryRollins College Crummer Graduate School of
Business accepted proposal from VAC. Jan. 2010.Economic Impact of Florida’s Grape and Wine
Industries – Stonebridge Research LLC. Jan. 2011.“True challenge for the wineries is gaining access to
the markets”
Background
Project request:Definition: Development of a plan for the
marketing of the Florida viticulture and wine industry including whether to hire a full time person to promote the Florida viticulture and wine industry or to employ a marketing firm.
Rollins Project 1 – Spring 2010
Project request: (continued)Description:
Determine the feasibility of hiring an industry spokesperson or consulting firm to promote the Florida wine industry.
Determine the scope of duties and potential direction of a marketing person or firm.
Determine a timeline for the plan. Plan that would answer the question- Start with a
marketing firm and then progress to a dedicated person using VAC trust funds?
Desired Goal: Have a plan to effectively promote the Florida
viticulture and wine industry.
Rollins Project 1 – Spring 2010
Preliminary PresentationFlorida Wine Industry
Marc Aben-MohaLaura Fourdraine
Christian GeorgieffMonia Ladjimi
Ting Wang
March 12th, 2010
Marketing Tools: Proposal vs. NeedsTool Wines in Florida They are
different Location
Mailing List / Newsletter X X X
Brochures X X X
Local Media Advertisement X X X
Web Advertisement X X X
Billboards and Additional Signs X X
Improve Labeling X
Improve Website X X X
Wine Tasting Trails X X X
Florida Wine Shop X X X
Festivals and Entertainment X X
Wine Club X
Public Relation X X
Costume X
Relationship with Restaurant Chain X X
Marketing Tools: Proposals vs. ReachTool Local Tourists
Mailing List / Newsletter X
Brochures X
Local Media Advertisement X
Web Advertisement X X
Billboards and Additional Signs X X
Improve Labeling X X
Improve Website X X
Wine Tasting Trails X X
Florida Wine Shop X X
Festivals and Entertainment X X
Wine Club X
Public Relation X
Costume X X
Relationship with Restaurant Chain X X
Implementation - External
Dependant on size of company/industry Total annual comp.: 35% of salary in benefits, incentive plan, car Hourly rate based on 48 weeks, 40 hrs/week
Company size Annual sales Total annual compensation
Hourly rate
Small Up to $10 M $92,500 $48.17
Medium Under $50 M $138,750 $72.26
Large $50-$100 M $185,000 $96.35
Major $100 M + $277,500 $144.53
External – Pros
15+ year mktg/sales experience Sources and associates available Hourly pay – work can be suspended No hiring cost Outside thinking / objectivity
External – Cons
Limited understanding of customers Limited knowledge of company’s values/goals Risk of business shutting down
Implementation – Internal
Benefits Median amount % of total
Base salary $49,654 69.3%
Bonuses $926 1.3%
Social security $3,869 5.4%
401k/403b $1,922 2.7%
Disability $506 0.7%
Healthcare $6,103 8.5%
Pension $2,529 3.5%
Time off $6,225 8.7%
Total $71,735 100%
Internal – Pros
Lesser cost More control More task flexibility – not bound to contract In the long run, better knowledge of company and industry
Internal – Cons
Hiring cost Training Long-term commitment Less resources Less experience
Conclusion / Recommendation
Hire internal Marketing Coordinator
Use coordinator to implement desired marketing tools Example
Marketing Coordinator Brochures Improving Websites Trail Total
$71,735 $10,000 $7,000 $62,400 $151,135
Decision that internal marketing person not feasible with the structure of the VAC funding
External marketing firm costs exceeded VAC budget
Proposal submitted to VAC of a Marketing plan that would be subsidized by Seavin, Inc. through the use of Seavin, Inc. marketing personnel
Rollins Project 1 - Outcome
Rollins Project 1 - Outcome
Printing 200,000 brochuresInterstate billboard advertising Branding sponsorship on NPR (National Public
Radio),Print advertising consisting of an insert in the
Clipper publication Internet site www.TryFloridaWine.com
Project request:Definition: A project to develop a detailed,
conventional marketing plan to gain a better understanding of which marketing tools to use, how to use them and how to budget the cost of a promotional campaign. Items to consider are: 1) regional demographics regarding wine preferences and price 2) label recommendations for uniform message regarding Florida wines and 3) potential wine trails.
Rollins Project 2 – Fall 2010
Project request:Description:
Development of a detailed marketing plan to promote Florida wines to both Florida residents and visitors that would include ideas for the marketing message to provide a uniform marketing message on both labels and marketing messages building on the previous Rollins College project.
Determine the feasibility of wine trails and whether wine trails would include different businesses at different times of the year. An analysis of wine trails in other states such as New York and Ohio may help determine feasibility of wine trails in Florida.
Rollins Project 2 – Fall 2010
Project request:Desired Goals:
Recommendations for a marketing plan that would include ideas for developing a uniform message for the marketing program.Labels, wine trail locations, other businesses that
could be integrated into the wine trails such as pairing food establishments with Florida wines.
Rollins Project 2 – Fall 2010
Joel HalleyJason Halley
Marie RedlingAnne WemhoenerLaurens Willard
FLORIDA WINE INDUSTRY
RECOMMENDATIONS
1) Florida Wine Club2) Promote Wine Club in Magazines 3) Promote Wineries as Wedding Venues in
Magazines 4) Tourist Destination
MAGAZINES
Determined that VAC needed a more focused study that would build on the wine trail and tourist destination ideas.
Developed a third project proposal for consideration by Rollin’s program.
Rollins Project 2 – Outcome
Project requestDefinition: Development of a third more
focused project that builds on the previous two marketing studies presented by the Rollin’s students. The third project would focus on the development of a localized wine/tourist trail(s) with marketing ideas and platforms.
Rollins Project 3 – Spring 2012
Project requestDescription:
Determine the most appropriate place to develop a wine/tourist trail(s) to promote the Florida wine industry.
Determine the best location and the businesses that would best fit with the proposed wine trail(s).
Goals: Create a wine/tourist trail with marketing materials
that could be implemented by the VAC.Build on previous projects that resulted in the
development of the Florida wine promotion campaign Billboards, internet (http://tryfloridawine.com/), and
advertisements .
Rollins Project 3 – Spring 2012
Rollins Project 3 – Recommendations
Rollins Project 3 – OutcomeMarketing Handbook
Guide to develop a marketing strategyIdentifying target
marketBranding strategyMarketing tipsPublic relationsNetworkingWeb StrategyMeasuring Success
Pre-Marketing Return on Investment Report
Post-Marketing Return on Investment Report