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Wine Distribution (Sep 2008)

Wine Distribution (Sep 2008) . State Response to Supreme Court Ruling More States To Permit Direct Shipping Made it hard to order Discrimination against Big, Out-of-State Wineries (from West Coast) New Players: Amazon.com; WSJ Efforts to Knock Down Shipping Restrictions Mixed Success

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Wine Distribution (Sep 2008)

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  1. Wine Distribution (Sep 2008) State Response to Supreme Court Ruling More States To Permit Direct Shipping Made it hard to order Discrimination against Big, Out-of-State Wineries (from West Coast) New Players: Amazon.com; WSJ Efforts to Knock Down Shipping Restrictions Mixed Success Indiana case: Cannot bar shipments by out-of-state wineries to retailers. 4. Learning points: Antitrust and Consumer Welfare; (Slow) Channel Evolution

  2. Ice Cream War Major Hindrance for Ice Cream Sales Major Players: Unilever and Nestle Changes in Competition: Dryer New Market Segment to Pursue & Why? Channel Strategy for the new market segment Dryer’s competitive advantage Dryer: “Our intent is to be the Frito-Lay of Ice Cream”

  3. Small Brand Hitch a Ride Major Hindrance for Small Brands How to overcome the hindrance? Example: Honest Tea + Coke bottlers What do small brands get? What do Coke distributors get? New development: Distributor-developed brand Key Takeaway: Brand + Store  Success!

  4. Move Over, Coke * Positioning of vitaminwater Key Challenges for small guys Describe Bikoff’s Product Strategy Describe Bikoff’s Marketing Strategy Describe Bikoff’s Marketing Channel Strategy Structure: types of stores, intensity, level Management: support & relationship

  5. After the Sale is Over Brand Ownership Change What happened to existing distribution network of Vitaminwater? What is the problem here? How would you solve the problem? Learning from the past: Snapple

  6. Ping Golf Club Through what type of channel intermediary are Ping Clubs being sold? What are key factors that drive Ping’s channel choice? What is the intensity of their distribution? How would you describe Ping’s channel Relationship management?

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