Objectifs

Abstract :

› Introduction to the principles of international wine business management including : global overview, principal tools  and key to success.  

 

Program : 

 

First day

INTRODUCTION

- General presentation

- Introduction to Wine Business Strategy

- Domestic vs Exports? A matter of balance.

- Optimizing Business Profits and Minimizing Investments

- Building a realistic business Exports plan

 

Second day

Morning : GETTING EXPORTS READY: FIRST 

STEPS

- International Wine business Logistics & Shipping

- Payment options

- Risk management

 

Afternoon : CULTURAL MANAGEMENT AND 

COMMUNICATION

- Exports = Doing business with different people, different countries, different cultures, different communication skills

- Cultural analysis : Introduction to Hofstede Tools

- Stereotypes, mistakes, conflict management

 

 

Third day 

Morning: EXPORTS TEAM MANAGEMENT

- Hiring the right people

- Motivating and managing the exports team

- Salary and incentive strategy

- Managing external agents and abroad based employees

 

Afternoon: INTERNATIONAL WINE DISTRIBU-

TION OVERVIEW 

- Interesting figures about Global Wine Business 

- The USA Wine Market: The most competitive market in the world! 

- The Bordeaux Wine Business Model: is it good for everyone? 

- The Mutation of the Chinese Wine Market 

- The New “Emerging” Markets: Eastern Europe, Central and South America and Africa. 

 

 

Fourth day 

All Day: PRACTICAL CASES AND TRAINING (by groups) 

- Preparing, handling and shipping a purchase order for different countries: Air shipping, Sea shipping, dealing with insurance companies and payments issues. 

- Proposing a comprehensive Exports strategy to a wine company (grower, wine merchant, cooperative…) 

- Creating and managing and exports team : choosing the right candidates, building an effective organizational structure and incentive plan. 

- Prospecting and managing an international distribution network: step by step process. 

- Managing intercultural relationships and conflicts 

 

 

Pedagogy

 ›Transfer of methodology and knowledge

 ›Presentation of references

 ›Hardcopy and digital support is provided

 

 

Speaker

›Daniel MENACHO, Wine Business Educator

 

 

The session takes place at :

Bordeaux Sciences Agro

1 Cours du Général de Gaulle

33170 Gradignan